Chapter 1   Introduction

  Part 1  Definition of Foreign Trade

  Part 2  Foreign Trade of the United States

  Part 3  Foreign Trade of China

  Part 4  Process of Export and Import

  Part 5  Methods of Developing Potential Customers

Chapter 2  Introduction of Companies

  Part 1  General Introduction of Company

  Part 2  Trading Companies

  Part 3  Transnational Companies

  Part 4  Foreign Trade Companies

  Part 5  Offshore Companies

  Part 6  Examples of Company Introduction

Chapter 3  Status Inquiries

  Part 1  General Introduction of Status Inquiry

  Part 2  Necessity of Making Status Inquiry

  Part 3  Importer Asking for Status Inquiry

  Part 4  Reply to the Status Inquiry: Private & Confidential

  Part 5  Exporter Asking for Status Inquiry

Chapter 4  Establishing Business Relations

  Part 1  Developing Potential Customers

  Part 2  Contacting after Fairs

  Part 3  Introducing Advantages of a Company

  Part 4  Unable to Establish Business Relations

Chapter 5  Inquiries

  Part 1  Definition of Inquiry

  Part 2  Steps of Writing Inquiry Letters

  Part 3  Reply to New Inquiries

  Part 4  Reply to Specific Inquiries

  Part 5  Reply to General Inquiries

  Part 6  Following-up Inquiry from Existing Customers

  Part 7  Recommending New Products

  Part 8  Replies to FAQ

Chapter 6   Offers

  Part 1  General Introduction of Offer

  Part 2  Ways of Writing Offer Letters

  Part 3  Firm Offer and Non-Firm Offer

  Part 4  Prompt and Accurate Quotation

  Part 5  Detailed and Professional Quotation

Chapter 7   Price Bargain

  Part 1  Request for a Lower Price for a Repeat Order

  Part 2  Request for a Lower Price for a Large Order

  Part 3  Request for Good Prices for Long-Term Cooperation

  Part 4  Request for Lower Prices after the Show

  Part 5  Rise in Selling Price

Chapter 8  The Processing of Orders

  Part 1  Final Price Confirmation

  Part 2  Samples Preparation

  Part 3  Packaging, Colors and Artwork

  Part 4  Acceptance of an Order

  Part 5  Rejection of an Order

  Part 6  Placing an Order

Chapter 9 Payment

  Part 1  Remittance

  Part 2  Collection

  Part 3  Letter of Credit (L/C)

  Part 4  Payment Negotiation

Chapter 10  Packing

  Part 1  General Introduction of Packing

  Part 2  Packing Requirements

  Part 3  Packing Description

Chapter 11  Shipment

  Part 1  Shipment Arrangement

  Part 2  Urging Shipment

  Part 3  Postponement of Shipment or Partial Shipment

  Part 4  Shipping Advice

  Part 5  Bill of Lading

Chapter 12  Insurance

  Part 1  General Introduction of Insurance

  Part 2  Asking for Insurance at Seller' s End

  Part 3  Covering Insurance by the Seller

  Part 4  Asking for Insurance at Buyer' s End

Chapter 13  Claims and Complaints

  Part 1  General Introduction of Claims and Complaints

  Part 2  Complaining about Quality

  Part 3  Complaining about Wrong Color

  Part 4  Complaining about Late Delivery

  Part 5  Reply: Apology and Solutions

  Part 6  Reply to Claim for Compensation

  Part 7  Refusing Request for Compensation

Appendix

  Appendix 1  INCOTERMS 2010

  Appendix 2  Proforma Invoice

  Appendix 3  Insurance Document

  Appendix 4  Contract

  Appendix 5  Notification of Documentary Credit

  Appendix 6  Amendment Advice of Credit

  Appendix 7  Bill of Exchange

  Appendix 8  Shipping Order

  Appendix 9  Mate' s Receipt

References