Chapter One Written Communicationm-An Overview

　Parts of a Business Letter

　Format of a Business Letter

　Envelopes Addressing

　The Basic Principles of Business Letter-writing

　Structuring Communications

　E-mails

　Skill Training & Exercises

Chapter Two Establishment of Business Relations

　Sample Letters

　　Letter 1 Self-introduction

　　Letter 2 Transferring business relations

　　Letter 3 Request for establishment of business relations

　　Letter 4 The first touch

　　Letter 5 Credit inquiry

　　Letter 6 Favorable reply from the bank

　　Letter 7 Unfavorable reply from the bank

　Useful Sentences on Establishing Business Relations

　Skill Training & Exercises

Chapter Three Inquiries and Replies

　Sample Letters

　　Letter 1 Requesting for catalogues and price lists

　　Letter 2 The first inquiry

　　Letter 3 General inquiry

　　Letter 4 Specific inquiry

　　Letter 5 Tabulated inquiry

　Useful Sentences on Inquiries and Relations

　Skill Training & Exercises

Chapter Four Making Quotations and Offers

　Sample Letters

　　Letter 1 A reply to the general inquiry

　　Letter 2 A reply to the specific inquiry （Making a Firm Offer）

　　Letter 3 Asking for pro forma invoice

　　Letter 4 A tabulated quotation

　　Letter 5 Making free offers

　Useful Sentences on Making Quotation and offers

　Skill Training & Exercises

Chapter Five Making Counteroffers and Declining Orders

　Sample Letters

　　Letter 1 Making a counteroffer

　　Letter 2 A reply to the counteroffer

　　Letter 3 Acceptance of a counter counteroffer

　　Letter 4 Declining the counteroffer

　　Letter 5 Declining orders

　　Letter 6 Declining a duplicate order

　Useful Sentences on Making Counteroffers and Declining Orders

　Skill Training & Exercises

Chapter Six Acceptance and Orders

　Sample Letters

　　Letter 1 Accepting the offer and placing an order

　　Letter 2 Acknowledgement of an order

　　Letter 3 Placing a repeat order （A tabulated repeat order）

　　Letter 4 Sending an S/C with counter-signature

　　Letter 5 Confirming an order

　Useful Sentences on Acceptance and Orders

　Skill Training & Exercises

Chapter Seven Terms of Payment

　Sample Letters

　　Letter 1 Asking for easier payment

　　Letter 2 Unfavorable reply from the seller

　　Letter 3 Favorable reply from the seller

　　Letter 4 Asking for payment by D/A

　　Letter 5 Declining D/A payment

　　Letter 6 Asking for direct payment by the buyer

　　Letter 7 Agreeing to the proposal for direct payment

　Useful Sentences on Terms of Payment

　Skill Training & Exercises

Chapter Eight Letter of Credit

　Sample Letters

　　Letter 1 Urging establishment of an L/C

　　Letter 2 Advising of the establishment of an L/C

　　Letter 3 Asking for extension to the L/C

　　Letter 4 Asking for amendment to the L/C

　　Letter 5 Asking for amendment to the L/C

　Useful Sentences on Letter of Credit

　Skill Training & Exercises

Chapter Nine Packing and Shipment

　Sample Letters

　　Letter 1 Shipping marks

　　Letter 2 Shipping instruction

　　Letter 3 Shipping advice

　　Letter 4 Urging shipment

　　Letter 5 Asking for partial shipment

　　Letter 6 Inquiry for container shipping service

　Useful Sentences on Packing and Shipment

　Skill Training & Exercises

Chapter Ten Insurance

　Sample Letters

　　Letter 1 Taking out an open policy

　　Letter 2 Requesting for covering insurance

　　Letter 3 Effecting insurance for the buyer

　　Letter 4 Asking the recipient to cancel breakage risk

　　Letter 5 Insurance company writes to the insured

　　Letter 6 Asking to cover insurance

　　Letter 7 Arranging insurance

　Useful Sentences on Insurance

　Skill Training & Exercises

Chapter Eleven Complaints and Claims

　Sample Letters

　　Letter 1 Complaint of improper packing

　　Letter 2 Settlement of improper packing

　　Letter 3 Complaint for delayed shipment

　　Letter 4 Settlement of the delay

　　Letter 5 Claim for short weight

　　Letter 6 Settlement of the claim

　　Letter 7 Complaining about wrongly delivered goods

　　Letter 8 Settlement of wrong delivery

　Useful Sentences on Complaints and Claims

　Skill Training & Exercises

Chapter Twelve Agency

　Sample Letters

　　Letter 1 Applications for sole agency

　　Letter 2 Manufacturer's reply

　　Letter 3 Offer to act as buying agents for importer

　　Letter 4 Manufacturer's conf'Lrmation of agency terms

　Useful Sentences on Agency

　Skill Training & Exercises

Appendix 1 Contract合I司

Appendix 2 SWIFT信用证

Appendix 3 Invoice and Certificate发票及单据

Appendix 4 Maritime Port海运港口

Appendix 5 Airport（Airdrome）世界主要航空港（站）（机场）

Appendix 6 Useful Phrases and Expressions

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