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

　1. Quotation

　2. Sales Contract

　3. Packing Detail

　4. Packing List

　5. Bill of Lading

　6. Shipping Advice

　7. Payment Information from Bank

　8. Inspection Report

References