Contents

Chapter 1 Business Letter Writing

Introduction

Part One Writing Principles and Language Features

Part Two The Structure and Layout

Chapter 2 Establishing and Promoting Business Relations

Introduction

Lesson 1 Seeking New Customers

Lesson 2 Establishing Business Relations

Lesson 3 Credit Enquiry from the Bank

Chapter 3 Enquiries，Offers and Counter-offers

Introduction

Lesson 4 A First Enquiry

Lesson 5 A Specific Enquiry

Lesson 6 A Firm Offer

Lesson 7 A Non-firm Offer

Lesson 8 Asking for Proforma Invoice

Lesson 9 （A）A Counter-offer

（B）Declining a Counter-offer

Lesson 10 Acceptance of a Counter-offer

Chapter 4 Acceptance and Orders

Introductio

Lesson 11 An Initial Order

Lesson 12 （A）A Repeat Order

（B）Declining a Repeat Order

Lesson 13 Confirming an Order

Lesson 14 （A）Sending a Sales Contract

（B）A Reply

Appendix：Speciment of a Sales Contract

Chapter 5 Paynent

Introduction

Lesson 15 （A）Proposing to Pay by 30 Days L/C

（B）A Reply

Lesson 16 （A）Asking for Easier Payment Terms

（B）A Reply

Lesson 17 Urging Establishment of L/C

Lesson 18 Amending L/C to Allow Partial Shipment and Transshipment

Lesson 19 Asking for L/C Extension

Lesson 20 Request for Earlier Payment

Appendix：A Speciment of an L/C

Chapter 6 Packing and Shipment

Introduction

Lesson 21 Packing Requirements

Lesson 22 Shipping Instructions

Lesson 23 Shipping Advice

Lesson 24 Urging Shipment

Appendix：Speciment of an Ocean B/L

Introduction

Chapter 7 Insurance

Lesson 25 Type of Coverage

Lesson 26 Covering Insurance for the Buyer

Lesson 27 （A）Asking for Exeesssive Insurance

（B）A Reply

Lesson 28 Open Policy

Appendix：Speciment of an Insurance Policy

Chapter 8 Complaints and Claims

Introduction

Lesson 29 Claim on Inferior Quality

Lesson 30 （A）Claim for Poor Packing

（B）A Reply

Lesson 31 Claim for Short Delivery

Lesson 32 Settlement of a Claim

Lesson 33 Declining a Claim

Chapter 9 New Trade Forms in Use

Introduction

Lesson 34（A）Asking for Sole Agency

（B）A Reply

Lesson 35（A）Processing Trade

（B）A Reply

Lesson 36 （A）Joint Venture

（B）A Reply

Lesson 37 Invitation to Bid

Chapter 10 E-mail and E-commerce

E-mail

Fax

Appendix…………………………………………………………………23l

Vocabulary