UNIT 1 ESTABLISHMENT OF BUSINESS RELATIONS 1. Establishment of Business Relations 2. Requesting for Introducing Business Partners 3. Introducing Business Partners 4. Sales Promotion 5. Promoting the Product by Setting up a Branch 6. Announcing Premium Incentive 7. Holiday Sale 8. Introducing New Products UNIT 2 INQUIRIES AND REPLIES 1. Making an Inquiry After Reading an Advertisement 2. Reply to Customers Interested in the Displayed Products 3. Sending a Price List 4. Asking for the Catalogue and Samples 5. Reply to the Inquiry 6. Recommending a Substitute for the Discontinued Item 7. Asking for Quotations 8. Requesting for Products Similar to the Buying Sample UNIT 3 OFFERS AND COUNTER-OFFERS 1. Giving a Price Cut 2. Recommending the Buyer to Purchase the Offered Item 3. Offering a Discount for Former Customers 4. Declining an Offer 5. Declining the Buyer’s Request for Trade Terms 6. Making a Counter-offer 7. Making a Counter-offer 8. Declining a Buyer’s Counter-offer 9. Declining a Counter-offer 10. Accepting the Buyer’s Bid UNIT 4 ORDERS AND FULFILLMENT OF ORDERS 1. Placing a Trial Order 2. Enclosing an Order Form 3. Placing an Order 4. Declining an Order 5. Accepting an Order and Asking for Three Months’ Notice 6. Confirming a Repeat Order 7. Notifying the Time of Delivery 8. Offering a Substitute 9. Offering Final Confirmation of Order and Shipping Dates UNIT 5 SALES PROMOTION 1. Introduction of Goods 2. Offering a Discount 3. A Promotion Letter 4. Comparison of Goods 5. Recommendation of a Substitute 6. Announcing New Payment Terms 7. Announcing New Services to Existing Customers 8. Announcing Sales Position UNIT 6 TERMS OF PAYMENT 1. Introduction of Terms of Payment 2. Urging Establishment of L/C 3. Advice of Establishment of L/C 4. Asking for Amendment to L/C 5. Asking for Extension of L/C 6. Reminding Payment is Due 7. Deadline for Payment 8. Requesting for D/A Payment 9. Notifying the Invoice Error UNIT 7 PACKING 1. About Inner Packing 2. Buyer\'s Requirements for Packing and Marking 3. Advising buyers of Packing and Shipping Marks 4. Packing for Ready-made Garments 5. Information of Packing 6. Claiming for Poor Packing 7. Complaining About Packing UNIT 8 INSURANCE 1. Asking for Insurance Arrangement 2. Reply to an Insurance Application 3. Clarification of Insurance Terms 4. Application for Insurance 5. Informing Insurance Rate 6. Asking for Compensation 7. Recovery of Claim for Shortlanding of 20 Dozen Toys 8. Requesting Open Cover Insurance UNIT 9 SHIPMENT 1. Urging Shipment 2. Reply to Advancing Shipment 3. Chasing Progress of a Shipment 4. Requesting Early Shipment 5. Shipping Advice 6. Trying to Ship as Directed 7. Shipping Instructions 8. Describing a Container Service UNIT 10 COMPLAINTS, CLAIMS AND ADJUSTMENTS 1. Complaining About the Damage to 50 Cases of Ground-nuts 2. Apologizing for the Damage to the Shipment 3. Complaining About Wrong Delivery of the Ordered Items 4. Apologizing for the Short-shipped Order and the Wrong Items Sent 5. Accepting a Complaint 6. Complaining About Inferior Quality 7. Reply to the Claim on Inferior Quality UNIT 11 AGENCY 1. Offering to Act as a Sole Agent 2. Proposing Agency Terms 3. Declining a Request for Acting as an Agent 4. Looking for Agents 5. An Exclusive Agency Agreement UNIT 12 SOCIAL LETTERS 1. Letters of Invitation and Reply 2. Letter of Thanks 3. Notification of a Visit 4. Letter of Condolence 5. Notification of Relocation 6. Acknowledgement of Partner’s Contribution 7. Seasonal Greetings 8. Invitation for Luncheon 9. Congratulation Letter 10. Reply to the Above Letter 11. Letter of Apology 12. Letter of Explanation UNIT 13 OTHER TRADE APPROACHES 1. Leasing Terms 2. Rental and Cash Deposit 3. Accept a Tender 4. Decline a Bid 5. Processing Trade 6. Reply to the Inquiry 7. Correspondence Pertaining to Cooperation within the Framework of Consortium Agreement UNIT 14 CONTRACTS AND AGREEMENTS 1. Sales Contract 2. Compensation Trade Contract 3. Contract for Processing with Supplied Materials and Assembling with Supplied Parts 4. Contract for Joint Venture Enterprise 5. Model Contract for know-how Licensing APPENDIX 1 APPENDIX 2 APPENDIX 3 APPENDIX 4 REFERENCES
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