對外經貿英語函電（第5版）

THE LAYOUT OF A BUSINESS LETTER       
CHAPTER ONE  ETABLSHNG BUsⅡNEss RELATIONS 
IntroduCtion 
Lesson l  Self-Introduction 
Lesson 2  （A）A Request for the Establishment of Business Relations 
（B）A Reply to the Above
Lesson 3  （A）Status Enquiry
（B）Reply to the Above Letter 
Supplement  Useful Sentences on Establishing Business Relations
CHAPTERTWO  ENQUIRES AND OFFERS 
Introduction
Lesson 4  An Enquiry for Chinese Cotton Piece Goods
Lesson 5  （A）An Enquiry for Iron Nails 
（B）A Reply to the Above
Lesson 6  An Offer to a New Customer。
Lesson 7  A Firm Offer
Lesson 8  A Voluntary Offer 
Lesson 9  A Special Offer
Lesson 10  （A）Asng for Proforma Invoice
（B）Sending Proforma Invoice
Lesson 11  Urging the Buyer to Accept the。ffcr
Lesson 12  Concession on Price 
Supplement  Useful Sentences on Enquiries and Offers
CHAPTER THREE  MAKING COUNTER
0RDERS 
Introduction
Lesson 13  Counter—offer on Groundnut Kernels
Lesson 14  Persuading the Buyer to Accept the Offer
Lesson 15  Offering Substitute
Lesson 16  Acceptance of a Counter—offer 
Lesson 17  Declining a Counter—offer
Lesson 18  （A）A Repeat Order
（B）Declining a Repeat Order
Lesson 19  Partial Rejection of an Order
Supplement Useful Sentences on Making Counter
CHAPTER FOUR  CONCLUSION OF BUsmEsS 
Introduction
Lesson 20  （A）Sending a Sales Contract
（B）Sending a Sales Confirmation 
Lesson 21  Confirming a Purchase 
Lesson 22  Conclusion of Business 
Lesson 23  Couner—signature
Lesson 24  Confirming an Order
Lesson 25  （A）Acknowledgement of the First Order
（B）Confirmation of aTransaction
Supplement  Useful Sentences on Conclusion of Business 
CHAPTER FIVE PAYMENT
Introduction 
Lesson 26  Modified Terms of Payment
Lesson 27  （A）Asking for Easier PaymentTerms
（B）Reply 
Lesson 28  （A）Asking for D／PTerms 
（B）Reply 
Lesson 29  （A）ModifyingTerms of Payment
（B）Reply 
Lesson 30  （A）Request for Payment by D／A
（B）Reply 
Lesson 31  Unfavourable Reply to a Proposal of D／A Terms
Supplement  Useful Sentences on Payment 
CHAPTER SIX  EsTABLISHMENT OF AND AMENDMENT TO L／C
In仕0duCdon   
Lesson 32 Urging Establishment of L／C
Lesson 33  Advising Establishment of L／C and Asking forTimely Delivery
Lesson 34  Asking for Amendment to the L／C
Lesson 35  （A）Asking for Extension of L／C
（B）Reply 
Lesson 36  Amending L／C to Increase the Quantity and Amount 
Supplement  （A）Useful Sentences on Establishment of and Amendment toL／C 
（B）A Specimen of an L／C
CHAPTER EVEN  HMENT
Introduction 
Lesson 37  Shipping InstructionsCHATRER EIGHT INSURANCE
CHATRER NINE COMPLAINTS AND CLAIMS
APPENDIX Ⅰ AGENCY
APPENDIX Ⅱ OTHER MODES OF TRADE AND ECONOMIC ACTIVITIES
APPENDIX Ⅲ MODES OF ELECTRONIC COMMUNICATION
ARRENDIX Ⅳ THE COMPLETE CASE OF A TRANSACTION