Contents
INTRODUCTlON
STRUCTURE AND STYLE OF
THE BUSlNESS LETTER AND FAX
I. The Buiness Letter
1.Structure of the business letter
2. Pagination
3. Punctuation
4. Style
5 Addressing envelopes
II.Fax
PART ONE BUSlNESS LETTERS
Lesson One Status Enquiry
l. Trade reference and reply
2. Bank reference and reply
Lesson Two Establishing Business Relations
l. Self-introduction
2. A "first" enquiry for textiles and reply
Lesson Three Enquiry and Reply
l. An enquiry for TV sets and reply
2. An Enquiry for price list and eply
Lesson Four Oifer and Counter Offer
l. Firm offer
2. Non-firm offer
3. Counter offer
4. Declining a counter offer
Lesson Five Order and Contract
l.Order
2. Covering letter with order form
3. Sending a sale confinnation
4. Coupter-signature
Lesson Six Terms and Modes of Payment
1 Asking about the mode of paym-nt
2.Requesting tomodif the terms of payment
3.Payment by D/A
4. Payment by D/P
5. Requesting the buyer to open L/C in RMU
6. Asking for L/C amendment
Ltsson Sever Shipmcnt
l. Booking shipping coniain
2. Marking requirements
3. Packing requirement
4 Asking about freight and details of sailing
5 Advising shipment
6. Requesting partial shipment and extension of L/C
Lesson Eight Insurance
l. Enquiry about insurance and reply
2. Enquiry for insurance rate and reply
3. Enquirer's acceptance
4. Insurance company's reply
Lesson Nine Complaint and Adjustment
l. Complaint about quality
2 Accepting the complaint
3. Rejecting the claim
Lesson Ten Miscellaneous Correspondence
l. Circular letters
2. Invitation and thanks letter
3 Apologies and explanation
PART TWO PRACTlCAL BUSlNESS MODES
Lesson One Agencies
l. Application for agency and reply
2. Appointing agent
3. Confirmation of agency terms
4. Exclusive sales agreement
5. Sole agency agrecmen
Lesson Two Compensation Trade
l.Letters
2. Agreernent on'compensation trade
Lesson Three Processing and Assembling Trade
Lesson Four Tender
1 A public invitation to tender
2 A closed invitation to tender
Lesson Five Leasing
1. Leasing order and reply
2. Leasing agreement
PART THREE SUPPLEMENTARY
MATERlALS
Lesson One Commodity Inspection
Lesson Two Arbitration
1.Letter suggesting arbitration
2 Application for arbitration
3 Appointing the arbitrator
APPENDlX l Introduction to Arbitration in China
APPENDlX l Letteer of Guarantee
APPENDlX l Key to Exercises
APPENDlX IV Business English Tests(l990~l994)
APPENDlX V Procedures of l/E Trade
APPENDlX Vl Foreign Trade Law of the People's
Republic of China
APPENDlX VII Procedures for Exemption of I/E
Commodities from Inspection
APPENDlX VIII Arbitraition l-aw of the People's
Republic of China
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