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Lesson 1 Communication and Business1

Lesson 2 Letter——A Common Communication Medium8

Lesson 3 Business Letter-Writing14

Lesson 4 Clarity,Conciseness,Courtesy20

Lesson 5 Structure of Business Letter26

Lesson 6 Letter Styles37

Lesson 7 Seeking Friends through the Bank46

Lesson 8 Seeking Friends through Chamber of Commerce52

Lesson 9 Credit Inquiry57

Lesson 10 Reply to Credit Inquiry60

Lesson 11 Trade Reference63

Lesson 12 Credit Information66

Lesson 13 A Letter to a Japanese Exporter73

Lesson 14 A reply to the Letter in Lesson Thirteen76

Lesson 15 Asking for Catalogues82

Lesson 16 Sending Catalogue and Price List85

Lesson 17 A Specific Inquiry88

Lesson 18 Sending Samples92

Lesson 19 An Offer Without Engagement99

Lesson 20 A Firm Offer105

Lesson 21 Proforma Invoice111

Lesson 22 Goods (Supplied)on Approval116

Lesson 23 An Order119

Lesson 24 Acknowledging an Order123

Lesson 25 Selling Substitutes126

Lesson 26 A Counter-Offer129

Lesson 27 Declining a Counter-Offer133

Lesson 28 A Counter-Offer and the Favourable Reply137

Lesson 29 Requesting Special Discount144

Lesson 30 Granting Special Allowance147

Lesson 31 Acceptance of an Offer of Sugar150

Lesson 32 Confirming an Order153

Lesson 33 D/P and D/A157

Lesson 34 Payment by L/C163

Lesson 35 Urging Establishment of Letter of Credit166

Lesson 36 L/C Amendment170

Lesson 37 Extension of an L/C173

Lesson 38 Shipping Instructions177

Lesson 39 Urging Shipment180

Lesson 40 Shipping Advice183

Lesson 41 Chartering ship186

Lesson 42 Packing190

Lesson 43 Insurance193

Lesson 44 Claim for Shortweight and Inferior Quality196

Lesson 45 Settlement of the Claim for Shortweight and Inferior Quality200

Appendix Ⅰ A Sales Confirmation205

Appendix Ⅱ A Letter of Credit214

Appendix Ⅲ Key to Exercises220

Appendix Ⅳ Chinese Versions of the Texts255