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CONTENTS1

Chapter one Establishing Business Relations1

Lesson 1 Self-Introduction1

Lesson 2 (A)Request for the Establishment of Business Relations6

(B)A Reply to the Above6

Lesson 3 Transferring Business Relations10

Chapter Two Enquiries and Offers13

Lesson 4 An Enquiry for Chinese Cotton Piece Goods13

Lesson 5 (A)A“First”Enquiry16

(B)Reply16

(B)A Reply to the Above19

Lesson 6 (A)An Enquiry for Iron Nails19

Lesson 7 A Firm Offer24

Lesson 8 A Voluntary Offer28

Lesson 9 A Special Offer31

Lesson 10 (A)Asking for Proforma Invoice34

(B)Sending Proforma Invoice34

Lesson 11 Urging the Buyer to Accept the Offer38

Lesson 12 Concession on Price41

Chapter Three Making Counter-Offers and Declining Orders45

Lesson 13 Counter-offer on Groundnut Kernels45

Lesson 14 Persuading the Buyer to Accept the Offer50

Lesson 15 Offering Substitute54

Lesson 16 Inability to Supply57

(B)Declining an Order61

Lesson 17 (A)Declining a Counter-offer61

Lesson 18 (A)A Repeat Order66

(B)Decling a Repeat Order66

Lesson 19 Partial Rejection of an Order70

Chapter Four Conclusion of Business73

Lesson 20 (A)Sending a Sales Contract73

(B)Sending a Sales Confirmation73

Lesson 21 Confirming a Purchase77

Lesson 22 Conclusion of Business80

Lesson 23 Counter-Signature84

Lesson 24 Confirming a Repeat Order88

Lesson 25 (A)Acknowledgement of the First Order91

(B)Confirmation of a Transaction91

Lesson 26 Telegrams95

Chapter Five Telegrams and Telexes95

Lesson 27 Specimens of Telegrams99

Lesson 28 Telexes105

Chapter Six Payment111

Lesson 29 (A)Proposing to Pay by 30 Days L/S111

(B)Reply111

Lesson 30 (A)Asking for Easier Payment Terms116

(B)Reply116

Lesson 31 (A)Asking for D/P Terms120

(B)Reply120

Lesson 32 (A)Modifying Terms of Payment123

(B)Reply123

(B)Reply127

Lesson 33 (A)Request for Payment by D/A127

Lesson 34 Unfavourable Reply to a Proposal of D/A Terms130

Chapter Seven Establishment of and Amendment to L/C133

Lesson 35 Urging Establishment of L/C133

Lesson 36 Advising the Establishment of the L/C and Asking for TimelyDelivery137

Lesson 37 A Specimen of an L/C140

Lesson 38 Amending L/C to Allow Partial Shipment144

and Transhipment144

Lesson 39 (A)Asking for Extension of L/C148

(B)Reply148

Lesson 40 Amending L/C to Increase the Quantity and Amount152

Chapter Eight Shipment155

Lesson 41 Packing Requirement155

Lesson 42 Inquiring about Shipment159

Lesson 43 Advising Shipment162

Lesson 44 Urging Shipment165

Lesson 45 (A)Proposing Part Shipments168

(B)Advice of Partial Shipment168

Lesson 46 Information on Container Service172

Chapter Nine Insurance175

Lesson 47 Asking for CFR Terms175

Lesson 48 (A)Reply to a Request for Excessive Insurance178

(B)Type of Coverage178

Lesson 49 (A)Covering Insurance for the Buyer181

(B)Asking the Buyer to Cover Insurance181

Lesson 50 Asking for Additional Insurance184

Lesson 51 Insurance Clause186

Lesson 52 Claims for Poor Packing189

Chapter Ten Complaints and Claims189

Lesson 53 Claim for Non-conformity of Quality194

Lesson 54 (A)Complaining of Short Delivery197

(B)An Adjustment Made by the Shipping Company197

Lesson 55 Complaints of Wrong Goods Delivered200

Lesson 56 Complaint Accepted204

Lesson 57 Claim for Short Weight208

Lesson 58 Settlement of Claim213

Lesson 59 Claim Rejected217

Lesson 60 (A)Asking for Sloe Ageney221

(B)An Unfavourable Reply221

Chapter Eleven Agencies221

Lesson 61 (A)Asking for Sole Agency228

(B)A Favourable Reply228

Lesson 62 (A)Exclusive Sales Agreement234

(B)Sole Agency Agreement234

Chapter Twelve Some Other Modes of Trade and Economic Activities241

Lesson 63 Bidding241

Lesson 64 Processing and Assembling Trade247

Lesson 65 Compensation Trade253

Lesson 66 Leasing Trade257

Lesson 67 Investment in China263

Lesson 68 A Joint Venture Contract268

Lesson 69 Importation of Technology271