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Chapter One An Introduction to Foreign Trade Correspondence1

1.1 An Overview of Foreign Trade Correspondence1

1.2 Criteria for Effective Foreign Trade Correspondence1

1.2.1 Consideration2

1.2.2 Clarity4

1.2.3 Conciseness5

1.2.4 Concreteness7

1.2.5 Correctness7

1.2.6 Completeness8

1.2.7 Courtesy9

1.3 Construction of Effective Sentences and Paragraphs10

1.3.1 Construction of Effective Sentences10

1.3.2 Construction of Effective Paragraph17

1.4 Structure of Foreign Trade Correspondence25

Chapter Two Establishing Business Relations34

2.1 Correspondence Writing34

2.1.1 Introduction34

2.1.2 Request for the Establishment of Business Relations35

2.1.3 Self-Introduction37

2.1.4 Transferring Business Relations39

2.2 Language Handbook40

2.2.1 Useful Words and Expressions40

2.2.2 Useful Sentences41

2.2.3 Writing Exercises44

Chapter Three Inquiries and Replies46

3.1 Correspondence Writing46

3.1.1 Introduction46

3.1.2 General Inquiry46

3.1.3 Reply to the General Inquiry48

3.1.4 Specific Inquiry49

3.2 Language Handbook51

3.2.1 Useful Words and Expressions51

3.2.2 Useful Sentences52

3.2.3 Writing Exercises53

Chapter Four Offers55

4.1 Correspondence Writing55

4.1.1 Introduction55

4.1.2 Voluntary Offer56

4.1.3 Firm Offer57

4.1.4 Non-Firm Offer59

4.1.5 Offer as Requested61

4.2 Language Handbook63

4.2.1 Useful Words and Expressions63

4.2.2 Useful Sentences64

4.2.3 Writing Exercises65

Chapter Five Counter-Offers and Declining Orders67

5.1 Correspondence Writing67

5.1.1 Introduction67

5.1.2 Making Counter-Offers67

5.1.3 Advising to Accept the Offer69

5.1.4 Declining Price Reduction70

5.1.5 Concession on Price71

5.1.6 Declining Orders72

5.2 Language Handbook73

5.2.1 Useful Words and Expressions73

5.2.2 Useful Sentences74

5.2.3 Writing Exercises75

Chapter Six Conclusion of Business and Declining Orders77

6.1 Correspondence Writing77

6.1.1 Introduction77

6.1.2 Placing an Order78

6.1.3 Confirming an Order81

6.1.4 Placing a Repeat Order and Reply82

6.1.5 Sending a Sales Contract/Confirmation84

6.1.6 Counter-Signature Letter87

6.1.7 Declining Orders88

6.2 Language Handbook89

6.2.1 Useful Words and Expressions89

6.2.2 Useful Sentences91

6.2.3 Writing Exercises92

Chapter Seven Payment95

7.1 Correspondence Writing95

7.1.1 Introduction95

7.1.2 Asking for Easier Payment Terms96

7.1.3 Proposing to Pay by D/A98

7.1.4 Asking for D/P Terms99

7.1.5 Modifying Terms of Payment101

7.2 Language Handbook102

7.2.1 Useful Words and Expressions102

7.2.2 Useful Sentences105

7.2.3 Writing Exercises106

Chapter Eight Establishment of and Amendment to L/C108

8.1 Correspondence Writing108

8.1.1 Introduction108

8.1.2 Urging Establishment of L/C109

8.1.3 Informing of the Establishment of L/C111

8.1.4 Asking for L/C Amendment to Comply with S/C112

8.1.5 Asking for L/C Amendment to Allow Partial Shipment and Transshipment114

8.1.6 Asking for Extension of L/C115

8.2 Language Handbook116

8.2.1 Useful Words and Expressions116

8.2.2 Useful Sentences117

8.2.3 Writing Exercises118

Chapter Nine Packing and Shipment122

9.1 Correspondence Writing122

9.1.1 Introduction122

9.1.2 Packing Requirement123

9.1.3 Advising Packing Arrangement124

9.1.4 Modifying Terms of Packing124

9.1.5 Arrangement of Transport125

9.1.6 Shipping Marks126

9.1.7 Shipping Instructions127

9.1.8 Asking for Transshipment and Partial Shipment128

9.1.9 Urging Shipment129

9.1.10 Shipping Advice129

9.2 Language Handbook130

9.2.1 Useful Words and Expressions130

9.2.2 Useful Sentences134

9.2.3 Writing Exercises135

Chapter Ten Insurance137

10.1 Correspondence Writing137

10.1.1 Introduction137

10.1.2 Asking the Exporter to Cover Insurance138

10.1.3 Effecting Insurance for the Importer139

10.1.4 Asking the Importer to Cover Insurance140

10.1.5 Request for Additional Insurance140

10.1.6 The Requirement to Increase the Rate of Insurance141

10.2 Language Handbook143

10.2.1 Useful Words and Expressions143

10.2.2 Useful Sentences145

10.2.3 Writing Exercises147

Chapter Eleven Complaints and Claims149

11.1 Correspondence Writing149

11.1.1 Introduction149

11.1.2 Complaints of Wrong Dispatch150

11.1.3 Complaints of Short Delivery150

11.1.4 Claim for Improper Packing151

11.1.5 Caim for Irferior Quality152

11.1.6 Acceptance of Claim153

11.1.7 Declining the Claim155

11.2 Language Handbook156

11.2.1 Useful Words and Expressions156

11.2.2 Useful Sentences157

11.2.3 Writing Exercises158

Chapter Twelve Modes of Foreign Trade159

12.1 Correspondence Writing159

12.1.1 Introduction159

12.1.2 Agency160

12.1.3 Invitation to Tender and Bidding162

12.1.4 Processing Trade163

12.1.5 Leasing Trade164

12.1.6 Compensation Trade166

12.2 Language Handbook168

12.2.1 Useful Words and Expressions168

12.2.2 Useful Sentences169

12.2.3 Writing Exercises170

Chapter Thirteen International Trade Contracts171

13.1 Correspondence Writing171

13.1.1 Introductions171

13.1.2 Structure of a Contract172

13.1.3 Sales Contract176

13.1.4 Purchase Contract178

13.2 Language Handbook179

13.2.1 Useful Words and Expressions179

13.2.2 Useful Sentences181

13.2.3 Writing Exercises183

Bibliography185