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Chapter 1 Brief Introduction 1
Knowledge 1 Intemational Business 2
Knowledge 2 Basic Writing Principles ofBusiness Letters 7
Knowledge 3 Layout and Format ofBusiness Letters 14
Knowledge 4 Addressing Envelope 24
Chapter 2 Establishing Business Relationship 29
Modeling Task 1 Self-introduction by Exporter 31
Modeling Task 2 Self-introduction by Importer 33
Modeling Task 3 Contacting a Company You Have Traded with in the Past 34
Chapter 3 Enquiries and Replies 39
Modeling Task 1 AGeneralEnquiry andReply 41
Modeling Task 2 A Specific Enquiry and Reply 43
Chapter 4 Quotations,Offers and Counter Offer 50
Modeling Task 1 A Voluntary Offer 53
Modeling Task 2 A Non-firm Offer 55
Modeling Task 3 A Firm Offer 56
Modeling Task 4 A Counter-Offer 59
Chapter 5 Order,Acceptance and Conclusion 67
Modeling Task 1 Place an Order 70
Modeling Task 2 Acceptance ofa Counteroffer 73
Modeling Task 3 Make Amendment to an Order 74
Modeling Task 4 Confirming an Order 75
Modeling Task 5 Confirming a Receipt of an Order from the Buyer 76
Chapter 6 Payment of Remittance and Collection 80
Modeling Task 1 Accepting D/P Terms 82
Modeling Task 2 Asking for Easier Payment Terms 84
Modeling Task 3 Payment by T/T 86
Chapter 7 Payment of Letter of Credit 91
Modeling Task 1 Advice of Establishment of L/C 93
Modeling Task 2 Urging Establishment of L/C 95
Modeling Task 3 Amending L/C to Allow Partial Shipment and Transhipment 97
Modeling Task 4 Extending a Letter ofCredit 98
Modeling Task 5 Amending Other Terms in the L/C 99
Chapter 8 Packing 107
Modeling Task 1 Buyer's Packing Requirement 108
Modeling Task 2 Reply to Seller's Packing Clause 110
Chapter 9 Shipment 115
Modeling Task 1 InquireAbout Shipment 118
Modeling Task 2 Shipping Advice 120
Modeling Task 3 Shipping Instructions 122
Modeling Task 4 Request for Partial Shipment 123
Chapter 10 Insurance 130
Modeling Task 1 Enquiry of Insurance 134
Modeling Task 2 Reply to an Enquiry of Insurance 135
Modeling Task 3 Arranging Insurance for the Buyer 137
Modeling Task 4 Asking for Additional Insurance 138
Chapter 11 Claims and Settlement 144
Modeling Task 1 Claim for Defective Goods 146
Modeling Task 2 Compliant about the Delivery ofWrong Goods 148
Modeling Task 3 Claim Declined 150
Modeling Task 4 Settlement ofClaim 152
Chapter 12 Agency 157
Modeling Task 1 Apply for Sales Agency 159
Modeling Task 2 Looking for a Sales Agent 161
Modeling Task 3 Entrust a Customer with Sole Agency 162
Modeling Task 4 DeclinetheAgencyApplication 163
Modeling Task 5 Reply to the Offer ofAgency 165
Appendix 1 Simulation Test 170
Appendix 2 Common Terms and Expressions 180
Appendix 3 Sales Contract 195
Appendix 4 Useful Sentences 199
参考文献 211