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The Layout of a Business Letter1

Chapter 1 Establishing Business Relations1

Introduction11

Lesson1 Self－Introuduction13

Lesson 2（A）Request for the Establishment of Business Relations17

（B） A Reply to the Above17

Lesson 3 Transferring Business Relations20

Supplement： Some Useful Sentences on Establishing Business Relations22

Chapter 2 Enquiries and Offers25

Introduction25

Lesson 4 An Enquiry for Chinese Cotton Piece Goods27

Lesson 5（A） A“First” Enquiry30

（B） Reply30

Lesson 6（A）An Enquiry for Iron Nails33

（B） A Reply to the Above33

Lesson 7 A Firm Offer37

Lesson 8 A Voluntary Offer41

Lesson 9 A Special Offer44

Lesson 10 （A）Asking for Proforma Invoice47

（B）Sending Proforma Invoice47

Lesson 11 Urging the Buyer to Accept the Offer50

Lesson 12 Concession on Price52

Supplement：Some Useful Sentences on Enquiries and Offer54

Chapter 3 Making Counter－Offers and Declining Orders57

Introduction57

Lesson 13 Counter－offer on Groundnut Kernels59

Lesson 14 Persuading the Buyer to Accept the Offer62

Lesson 15 Offering Substitute65

Lesson 16 Inability to Supply67

Lesson 17（A）Declining a Counter－offer69

（B）Declining an Order69

Lesson 18（A） A Repeat Order74

（B） Decling a Repeat Order74

Lesson 19 Partial Rejection of an Order79

Supplement：Some Useful Sentences on Counter-offers and Declining Order81

Chapter 4 Conclusion of Business83

Introduction83

Lesson 20（A）Sending a Sales Contract84

（B）Sending a Sales Confirmation84

Supplement： Specimen of Sales Confirmation86

Lesson 21 Confirming a Purchase91

Lesson 22 Conclusion of Business94

Lesson 23 Counter－signature97

Lesson 24 Confirming a Repeat Order99

Lesson 25（A）Acknowledgement of the First Order102

（B） Confirmation of a Transaction102

Supplement：Some Useful Sentences on Conclusion of Business105

Chapter 5 Telegrams and Telexes107

Introduction107

Lesson 26 Telegrams108

Lesson 27 Specimens of Telegrams121

Lesson 28 Telexes134

Appendix Ⅰ：Worldwide Business Telex Abbreviations145

Appendix Ⅱ：Part of Telex Destination Codes167

Chapter 6 Payment171

Introduction171

Lesson 29（A）Proposing to Pay by 30 Days L／C172

（B） Reply172

Lesson 30（A）Asking for Easier Payment Terms176

（B） Reply176

Lesson 31（A）Asking for D／P Terms180

（B） Reply180

Lesson 32（A） Modifying Terms of Payment183

（B） Reply183

Lesson 33（A）Request for Payment by D／A187

（B） Reply187

Lesson 34 Unfavourable Reply to a Proposal of D／A Terms190

Supplement： Some Useful Sentences on Payment193

Chapter 7 Establishment of and Amendment to L／C195

Introduction195

Lesson 35 Urging Establishment of L／C196

Lesson 36 Advising the Establishment of the L／C and Asking for Timely Delivery200

Lesson 37 A Specimen of an L／C203

Lesson 38 Amending L／C to Allow Partial Shipment and TranshiPment210

Lesson 39（A） Asking for Extension of L／C212

（B） Reply212

Lesson 40 Amending L／C to Increase the Quantity and Amount216

Supplement：Some Useful Sentences on Establishment of and Amendment to L／C218

Chapter 8 Shipment221

Introduction221

Lesson 41 Packing Requirement222

Lesson 42 Inquiring about Shipment225

Lesson 43 Advising Shipment228

Lesson 44 Urging Shipment231

Lesson 45（A）ProPosing Part Shipments234

（B） Advice of Partial Shipment234

Lesson 46 Information on Container Service237

Incoterms 1990239

SuPPlement： Some Useful Sentences on Shipment243

Chapter 9 Insurance245

Introduction245

Lesson 47 Asking for CFR Terms246

Lesson 48（A） Reply to a Request for Excessive Insurance250

（B） TyPe of Coverage250

Lesson 49（A）Covering Insurance for the Buyer253

（B）Asking the Buyer to Cover Insurance253

Lesson 50 Asking for Additional Insurance256

Lesson 51 Insurance Clause258

Supplement：Some Useful Sentences on Insurance260

Chapter 10 Complaints and Claims261

Introduction261

Lesson 52 Claims for Poor Packing263

Lesson 53 Claim for Non－conformity of Quality267

Lesson 54（A）Complaining of Short Delivery271

（B）An Adjustment Made by the Shipping Company271

Lesson 55 Complaints of Wrong Goods Delivered276

Lesson 56 Complaint Accepted279

Lesson 57 Claim for Short Weight282

Lesson 58 Settlement of Claim286

Lesson 59 Claim Rejected290

Supplement： Some Useful Sentences on Complaints and Claims292

Chapter 11 Agencies297

Introduction297

Lesson 60（A）Asking for Sole Ageney298

（B） An Unfavourable Reply298

Lesson 61（A）Asking for Sole Agency303

（B） A Favourable Reply303

Lesson 62（A）ExcLusive Sales Agreement308

（B） Sole Agency Agreement309

SuPPlement： Some Useful Sentences on Agencies317

Chapter 12 Some Other Modes of Trade and Economic Activities319

Introduction319

Lesson 63 Bidding320

Lesson 64 Processing and Assembling Trade325

Lesson 65 Compensation Trade330

Lesson 66 Leasing Trade336

Lesson 67 Investment in China342

Lesson 68 A Joint Venture Contract349

Lesson 69 Importation of Technology362

Supplement： Some Useful Sentences on Some Other Modes of Trade and Economic Activities367