Chapter Ⅰ Layout and Transmission of a Business Letter
Composition ofa Business Letter商务信函的构成
Layout ofa Business Letter商务信函的格式
Envelope Addressing信封的写法
E-mail电子邮件
Professional Advice
ChapterⅡ Establishment of Business Relations
Lesson One Attempt to Establish Business Relations with the Buyer
Lesson TwoOn-line Promotional Letter
Lesson ThreeRequest for Credit Information
（A）Importer Writes to Exporter
（B）AReply to the Above
Additional Specimens
Sample 1 Contacting the Clients after Meeting in the Fair联系展会见过面的
客户
Sample 2 Contacting the Past Buyer与过去有业务关系的买家联络
Sample 3 Selling More to a Regular Buyer向长期合作买家推销新产品
Sample 4 Credit Enquiry信用调查
Skill Training for the Establishment of Business Relations
Useful Expressions for ChapterⅡ
ProfessionalAdvice
Chapter Ⅲ Enquiries and Replies
Lesson Four（A）A General Enquiry
（B）AReply to the Above
Lesson Five A Specific Enquiry
Additional Specimens
Sample 1 Ready to Offer a Sample， but Require Payment for Shipping
提供样品，但运费对方支付
Sample 2 Declining a Buyer''s Request拒绝买家的要求
Sample 3 Refusing to Send the Full Range of Samples拒绝寄送全套样品
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卖方报实盘
Sample 2 Explaining the Price Increase when Making an Offer to an Old Customer
报价给老客户时说明涨价原因
Sample 3 Making a Counter-Offer on Reduction of Minimum Quantity买方还盘要求降低起订量
Sample 4 Making a Counter-Offer on Delivery Date买方要求提前交货
Sample 5 Refusing a Counter-Offer拒绝还盘
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 a Repeat Order
Additional Specimens
Sample l How to Deal with the Changing of Orders如何处理订单变更
Sample 2 Not Being Able to Supply the Whole Lot不能全数供货
Sample 3 Canceling the Order取消订单
Skill Training for Conclusion of Business
Useful Expressions for Chapter V
Professional Advice
Chapter Ⅵ Payment
Lesson Twelve（A）Asking for DP
（B）Declining DP
Lesson Thirteen（A）Modifying Terms of Payment
（B）Agreeing to the Above Proposal
Chapter Ⅶ Establishment of LC and Amendment
Chapter Ⅷ Packing
Chapter Ⅸ Shipment
Chapter Ⅹ Insurance
Chapter Ⅺ Complaints and Claims
Chapter Ⅻ Agency
Appendixes
References
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