Contents 前言 再版说明 UNIT 1 ESTABLISHMENT OF BUSINESS RELATIONS 1 1. Establishment of Business Relations 1 2. Requesting for Introducing Business Partners 2 3. Introducing Business Partners 2 4. Introducing New Products 3 5. Online Letter on Establishing Business Relations 3 6. Reply to the Wish for Purchasing Products 4 7. Online Making a self-introduction 4 8. Online Buying Offer 5 UNIT 2 INQUIRIES AND REPLIES 18 1. Making an Inquiry After Reading an Advertisement 18 2. Reply to Customers Interested in the Displayed Products 18 3. Sending a Price List 19 4. Asking for the Catalogue and samples 19 5. Reply to the Above Inquiry 20 6. Recommending a substitute for the Discontinued Item 21 7. Asking for Quotations 21 8. Reply to an Inquiry 22 9. Looking for Prospective Buyers 22 UNIT 3 OFFERS AND COUNTER-OFFERS 33 1. Giving a Price Cut 33 2. Recommending the Buyer to Purchase the Offered Item 34 3. Offering a Discount for Regular Customers 34 4. Declining an Offer 35 5. Declining the Buyer's Request for Better Terms 35 6. Making a CounterGoffer 36 7. Making a CounterGoffer 36 8. Declining a CounterGoffer 37 9. Asking about a Requote 38 10. Accepting the Buyer's Bid 38 UNIT 4 ORDERS AND FULFILLMENT OF ORDERS 48 1. Placing a Trial Order 48 2. Enclosing an Order Form 48 3. Placing an Order 49 4. Declining an Order 49 5. Accepting an Order and Asking for Three Months Notice 50 6. Confirming a Repeat Order 50 7. Confirming an order 51 8. Offering a substitute 51 9. Offering Final Confirmation of Order and shipping Dates 52 UNIT 5 SALES PROMOTION 63 1. Introduction of Goods 63 2. Offering a Discount 63 3. A Promotion Letter 64 4. Comparison of Goods 65 5. Recommendation of a substitute 65 6. Announcing New Payment Terms 66 7. Announcing New services to Existing Customers 67 8. Announcing sales Promotion 67 UNIT 6 TERMS OF PAYMENT 79 1. Introduction of Terms of Payment 79 2. Urging Establishment of L/C 80 3. Advice of Establishment of L/C 80 4. Asking for Amendment to L/C 81 5. Asking for Extension of L/C 81 6. Reminding Payment is Due 82 7. Deadline for Payment 82 8. Requesting for D/A Payment 83 9. Notifying the Invoice Error 83 UNIT 7 PACKING 94 1. About Inner Packing 94 2. Buyers Requirements for Packing and Marking 94 3. Advising buyers of Packing and shipping Marks 95 4. Packing for Ready-made Garments 96 5. Information of Packing 96 6. Claiming for Poor Packing 97 7. Complaining About Packing 97 UNIT 8 INSURANCE 109 1. Asking for Insurance Arrangement 109 2. Reply to an Insurance Application 109 3. Clarification of Insurance Terms 110 4. Application for Insurance 111 5. Informing Insurance Rate 111 6. Asking for Compensation 112 7. Recovery of Claim for shortlanding of 20 Dozen Toys 112 8. Requesting Open Cover Insurance 113 UNIT 9 SHIPMENT 123 1. Urging shipment 123 2. Reply to Advancing shipment 124 3. Chasing Progress of a shipment 124 4. Requesting Early shipment 125 5. Shipping Advice 125 6. Trying to ship as Directed 126 7. Shipping Instructions 127 8. Describing a Container service 127 UNIT 10 COMPLAINTS,CLAIMS AND ADJUSTMENTS 140 1. Complaining about the Damage to 50 Cases of Ground-nuts 140 2. Apologizing for the Damage to the shipment 140 3. Complaining about Wrong Delivery of the Ordered Items 141 4. Accepting a Complaint 142 5. Complaining about Inferior Quality 142 6. Reply to the Claim on Inferior Quality 143 7. Complaining about short Delivery 143 8. Reply to the Complaint about short Delivery 144 9. Refusal to Accept the Complaint 145 UNIT 11 AGENCY 156 1. Applying for sole Agency 156 2. Agreeing to Appoint a sole Agent 156 3. Declining the Request for Acting as an Agent 157 4. Online looking for Health Product Agents 158 5. Reply to the Online Looking for Agents 159 6. Request for Confirming sales Representative Agreement 159 7. Request for Amendments to the sales Representative Agreement 160 8. An Exclusive Agency Agreement 160 UNIT 12 SOCIAL LETTERS 174 1. Letters of Invitation 174 2. Replies to invitations 175 3. Letter of Thanks 175 4. Notification of a Visit 176 5. Notification of Relocation 177 6. Acknowledgement of Partner's Contribution 177 7. Seasonal Greetings 178 8. Invitation for Luncheon 178 9. Congratulation Letter 178 10. Letter of Apology 179 11. Letter of Explanation 179 UNIT 13 OTHER TRADE APPROACHES 189 1. Leasing Terms 189 2. Rental and Cash Deposit 189 3. Accept a Tender 190 4. Decline a Bid 191 5. Processing Trade 191 6. Reply to an Inquiry 192 7. Correspondence Pertaining to Cooperation within the Framework of Consortium Agreement 192 8. Invitation to Bid 193 9. Assembling with supplied Parts and Components 195 UNIT 14 CONTRACTS AND AGREEMENTS 205 1. Sales Contract 205 2. Purchase Contract 209 3. Compensation Trade Contract 210 4. Contract for Processing with supplied Materials and Assembling with supplied Parts 214 5. Contract for Joint Venture Enterprise 216 6. Model Contract for knowGhow Licensing 222 REFERENCES 244 APPENDIX 1 进出口贸易常用英文词汇 245 APPENDIX 2 世界货币名称 251 APPENDIX 3 世界港口名称 253 APPENDIX 4 常用缩略语 255
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