Contents 1
Chapter 1 Business Letter Writing 1
Introduction 1
Part One Writing Principles and Language Features 1
Part Two The Structure and Layout 5
Chapter 2 Establishing and Promoting Business Relations 15
Introduction 15
Lesson 1 Seeking New Customers 17
Lesson 2 Establishing Business Relations 21
Lesson 3 Credit Enquiry from the Bank 26
Chapter 3 Enquiries，Offers and Counter-offers 30
Introduction 30
Lesson 4 A First Enquiry 32
Lesson 5 A Specific Enquiry 36
Lesson 6 A Firm Offer 40
Lesson 7 A Non-firm Offer 44
Lesson 8 Asking for Proforma Invoice 48
Lesson 9 （A）A Counter-offer 53
（B）Declining a Counter-offer 54
Lesson 10 Acceptance of a Counter-offer 60
Chapter 4 Acceptance and Orders 65
Introductio 65
Lesson 11 An Initial Order 67
Lesson 12 （A）A Repeat Order 72
（B）Declining a Repeat Order 73
Lesson 13 Confirming an Order 79
Lesson 14 （A）Sending a Sales Contract 84
（B）A Reply 84
Appendix：Speciment of a Sales Contract 89
Chapter 5 Paynent 94
Introduction 94
Lesson 15 （A）Proposing to Pay by 30 Days L/C 96
（B）A Reply 96
Lesson 16 （A）Asking for Easier Payment Terms 102
（B）A Reply 102
Lesson 17 Urging Establishment of L/C 107
Lesson 18 Amending L/C to Allow Partial Shipment and Transshipment 112
Lesson 19 Asking for L/C Extension 117
Lesson 20 Request for Earlier Payment 123
Appendix：A Speciment of an L/C 128
Chapter 6 Packing and Shipment 131
Introduction 131
Lesson 21 Packing Requirements 132
Lesson 22 Shipping Instructions 137
Lesson 23 Shipping Advice 141
Lesson 24 Urging Shipment 146
Appendix：Speciment of an Ocean B/L 150
Introduction 151
Chapter 7 Insurance 151
Lesson 25 Type of Coverage 152
Lesson 26 Covering Insurance for the Buyer 155
Lesson 27 （A）Asking for Exeesssive Insurance 158
（B）A Reply 160
Lesson 28 Open Policy 165
Appendix：Speciment of an Insurance Policy 168
Chapter 8 Complaints and Claims 170
Introduction 170
Lesson 29 Claim on Inferior Quality 172
Lesson 30 （A）Claim for Poor Packing 177
（B）A Reply 178
Lesson 31 Claim for Short Delivery 184
Lesson 32 Settlement of a Claim 190
Lesson 33 Declining a Claim 196
Chapter 9 New Trade Forms in Use 201
Introduction 201
Lesson 34（A）Asking for Sole Agency 202
（B）A Reply 202
Lesson 35（A）Processing Trade 208
（B）A Reply 209
Lesson 36 （A）Joint Venture 213
（B）A Reply 214
Lesson 37 Invitation to Bid 218
Chapter 10 E-mail and E-commerce 223
E-mail 223
Fax 225
Appendix…………………………………………………………………23l 234
Vocabulary 234