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CONTENTS1

LESSON1

1．LAYOUT OF A BUSINESS LETTER1

2．WELCOMING A VISITOR8

3．LETTER OF INTRODUCTION12

4．LETTER OF THANKS16

5．ESTABLISHING BUSINESS RELATIONS22

6．OFFER28

7．ON FOREIGN TRADE POLICY37

8．ENQUIRY OFFER45

9．COUNTER-OFFER53

10．DECLINING A COUNTER-OFFER62

11．INQUIRY ABOUT SPECIFICATIONS70

12．CONFIRMING AN ORDER76

13．UNFAVOURABLE REPLY83

14．FIRM OFFER（1）93

15．FIRM OFFER（2）99

16．INQUIRY NON-FIRM OFFER104

17．REPEAT ORDER114

18．PROFORMA INVOICE121

19．TRANSFERRING BUSINESS RELATIONS127

20．REQUESTING SPECIAL DISCOUNT133

21．REFUSING PRICE REDUCTION139

22．GRANTING SPECIAL ALLOWANCE144

23．RENEWAL OF BUSINESS RELATIONS148

24．TERMS OF PAYMENT152

25．DOCUMENTS AGAINST PAYMENT159

26．DOCUMENTS AGAINST ACCEPTANCE165

27．GOODS ON CONSIGNMENT170

28．A CIRCULAR LETTER177

29．L/C AMENDMENT183

30．URGING ESTABLISHMENT OF L/C189

31．SHIPPING INSTRUCTIONS194

32．EXTENSION OF L/C199

33．SHIPMENT206

34．URGING IMMEDIATE SHIPMENT212

35．REQUESTING L/C AMENDMENT218

36．REFUSING A REQUEST FOR CANCELLATION224

37．DELAY IN TRANSPORTATION STRIKE228

38．INSURANCE233

39．SHIPPING ADVICE239

40．COMPLAINT OF DEFECTIVE GOODS245

41．SENDING REPLACEMENT250

42．AGENT'S COMPLAINT OF POOR QUA LITY GOODS256

43．EXPORTER'S REPLY TO THE COMPLAINT260

44．A CLAIM FOR SHORTWEIGHT265

45．SETTLEMENT OF A CLAIM271

46．EXCLUSIVE AGENCY277

47．ESTABLISHMENT OF PERMANENT OFFICE286

48．LETTER OF INVITATION292

49．ADVICE OF ITINERARY300

50．PROCESSING TRADE307

51．COMPENSATION TRADE315