Chapter Ⅰ Layout and Transmission of a Business Letter
Composition of a Business Letter
Layout of a Business Letter
Envelope Addressing
E—mail
Fax or Facsimile Transmission
Professional Advice
Chapter Ⅱ Establishment of Business Relations
Lesson One Attempt to Establish Business Relations with the Buyer
Lesson Two On—line Promotional Letter
Lesson Three Request for Credit Information
Additional Specimens
Sample 1 Contacting the Clients after Meeting in the Fair
Sample 2 Contacting the Past Buyer
Sample 3 Selling More to a Regular Buyer
Sample 4 Credit Enquiry
Skill Training For the Establishment of Business Relations
Useful Expressions for Chapter Ⅱ
Professional Advice
Chapter Ⅲ Enquiries and Replies
Lesson Four （A） A General Enquiry
（B） A Reply to the Above
Lesson Five A Specific Enquiry
Additional Specimens
Sample 1 Ready to Offer a Sample， but Require Payment for Shipping
Sample 2 Declining a Buyer''s Request
Sample 3 Refusing to Send the Full Range of Samples
Skill Training for Enquiries and Replies
Useful Expressions for Chapter Ⅲ
Professional Advice
Chapter Ⅳ Offers， Counter—Offers and Counter—Counter Offers
Lesson Six A Non—Firm Offer
Lesson Seven A Counter—Offer
Lesson Eight A Counter—Counter Offer
Additional Specimens
Sample 1 A Firm Offer
Sample 2 Explaining the Price Increase when Making an Offer to an Old Customer
Sample 3 Making a Counter—offer on Reduction of Minimum Quantity
Sample 4 Making a Counter—offer on Delivery Date
Sample 5 Refusing a Counter—offer
Skill Training for Offers， Counter—Offers and Counter—Counter Offers
Useful Expressions for Chapter Ⅳ
Professional Advice
Chapter Ⅴ Conclusion of Business
Lesson Nine Placing an Order
Lesson Ten （A） Sending a Contract
（B） Sending a Copy of Contract with Countersignature
Lesson Eleven （A） Placing a Repeat Order
（B） Declining to a Repeat Order
Additional Specimens
Sample 1 How to Deal with the Changing of Orders
Sample 2 Not Being Able to Supply the Whole Lot
Sample 3 Canceling the Order
Skill Training for Conclusion of Business
Useful Expressions for Chapter Ⅴ
Professional Advice
Chapter Ⅵ Payment
Lesson Twelve （A） Asking for D／P
（B） Declining D／P
Lesson Thirteen （A） Modifying Terms of Payment
（B） Agreeing to the Above Proposal
Lesson Fourteen Answering the Request for Payment by D／A
Additional Specimens
Sample 1 Asking for Delay Payment
Sample 2 Replying to a Proposal to Pay by a 30—day L／C
Sample 3 Final Settlement
Skill Training for Payment
Useful Expressions for Chapter Ⅵ
Professional Advice
Chapter Ⅶ Establishment of L／C and Amendment
Lesson Fifteen （A） Urging Establishment of L／C
（B） A Reply to the Above
Lesson Sixteen Asking for the Extension of L／C
Lesson Seventeen Asking for L／C Amendment
Additional Specimens
Sample L／C Amendment
Skill Training for Establishment of L／C and Amendment
Useful Expressions for Chapter Ⅶ
Professional Advice
Chapter Ⅷ Packing
Lesson Eighteen Packing Requirements
Lesson Nineteen Packing Arrangement
Lesson Twenty Shipping Marks
Additional Specimens
Sample 1 Improving Packing for Future Dealings
Sample 2 Inner Packing
Sample 3 Outer Packing
Skill Training for Packing
Useful Expressions for Chapter Ⅷ
Professional Advice
Chapter Ⅸ Shipment
Lesson Twenty—One （A） Urging Shipment
（B） Reply to Urging Shipment
Lesson Twenty—Two （A） Asking for Partial Shipment and Transshipment
（B） Reply to the Above
Lesson Twenty—Three Shipping Advice
Additional Specimens
Sample 1 Providing the Information on the Container Service
Sample 2 A Reply to the Container Service
Skill Training for Shipment
Useful Expressions for Chapter Ⅸ
Professional Advices
Chapter Ⅹ Insurance
Lesson Twenty—Four Asking for CFR Terms
Lesson Twenty—Five （A） Asking the Seller to Cover Insurance
（B） Reply to the Insurance Request
Lesson Twenty—Six Insurance Clause
Additional Specimens
Sample 1 Insurance Claim
Sample 2 Insurance Premium
Skill Training for Insurance
Useful Expressions for Chapter Ⅹ
Professional Advice
Chapter Ⅺ Complaints and Claims
Lesson Twenty—Seven Complaint of Late Delivery
Lesson Twenty—Eight （A） Importer''s Claim for Inferior Quality
（B） Reply to the Claim for Inferior Quality
Lesson Twenty—Nine （A） Importer''s Claim for Improper Packing
（B） Declining the Claim
Additional Specimens
Sample 1 Claim for Short Weight
Sample 2 Complaint of Wrong Goods Delivery
Skill Training for Complaints and Claims
Useful Expressions for Chapter Ⅺ
Professional Advice
Chapter Ⅻ Agency
Lesson Thirty （A） Asking for Sole Agency
（B） An Unfavorable Reply
Lesson Thirty—One A Favorable Reply to the Request for Sole Agency
Additional Specimens
Sample 1 Looking for a New Agent
Sample 2 Reply to the Request of Agent
Skill Training for Agency
Useful Expressions for Chapter Ⅻ
Professional Advice
……
Appendixes
References
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