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Part 1 Outline of Foreign Trade Correspondence2

1．Traditional Foreign Trade Letters2

1.1 Vocabulary2

1.2 Format3

1.3 Components9

2．Modern Foreign Trade E-communication22

2.1 Vocabulary22

2.2 Layouts of E-communication Tools23

2.3 Components of E-mail26

2.4 Writing Styles32

2.5 Do’s and Don’ts38

Part 2 First Contact40

3．Develop Clients40

3.1 Vocabulary41

3.2 Need-to-know and Writing Tips43

3.3 ？1 First Contact Customer after Fair46

3.4 ？2 Reply to General Inquiry from New Buyer49

3.5 ？1 First Contact Customer from Internet52

3.6 ？2 Ask for Samples56

3.7 ？3 Sample Fees Required60

3.8 Sentence Database65

3.9 Exercises71

4．Contact Suppliers73

4.1 Vocabulary74

4.2 Need-to-know and Writing Tips75

4.3 ？1 First Contact Supplier for Market Quotation77

4.4 First Contact Supplier for Necessary Information81

4.5 ？2 Reply to Promotional Letter by Specific Inquiry84

4.6 ？1 RFQ for a Single Product89

4.7 ？1 RFQ for Goods on Inquiry Sheet91

4.8 Sentence Database95

4.9 Exercises98

5．Quote or Offer100

5.1 Vocabulary101

5.2 Need-to-know and Writing Tips102

5.3 ？6 Quote for a Single Product105

5.4 ？3 Enumerate Prices by the Form of List108

5.5 ？2 Make a Non-firm Offer111

5.6 ？2 Make a Firm Offer115

5.7 ？2 Enclose Offer Sheet119

5.8 Sentence Database123

5.9 Exercises127

Part 3 Negotiation130

6．Price Bargain130

6.1 Vocabulary131

6.2 Need-to-know and Writing Tips133

6.3 ？4 Guide to Bid136

6.4 ？5 Negotiate Total Price140

6.5 ？5 Negotiate Discount146

6.6 ？6′Deal off151

6.7 ？3 Negotiate Unit Price155

6.8 ？3 Make a Firm Counter-offer161

6.9 ？7 Negotiate Price by IM164

6.10 Sentence Database169

6.11 Exercise173

7．Negotiate Payment175

7.1 Vocabulary176

7.2 Need-to-know and Writing Tips177

7.3 ？6 Buyer Asks for C.B.D.and Seller Accepts183

7.4 ？6′ Seller Asks for C.W.O.and Buyer Rejects188

7.5 ？4 Buyer Proposes D/P192

7.6 ？5 Seller Accepts D/P at Sight196

7.7 ？4 Propose More Down Payment199

7.8 Sentence Database203

7.9 Exercises206

8．Negotiate Packaging208

8.1 Vocabulary210

8.2 Need-to-know and Writing Tips213

8.3 ？10 Illustrate Exterior Design216

8.4 ？11 Revise Exterior Design219

8.5 ？7 Seller Informs Usual Packing222

8.6 ？6 Buyer Sends Packing Instruction225

8.7 ？7 Ask for Extra Packing Charge231

8.8 Sentence Database235

8.9 Exercises239

9．Negotiate Shipment242

9.1 Vocabulary244

9.2 Need-to-know and Writing Tips245

9.3 ？8 Negotiate Shipment Terms248

9.4 ？8 Ask for Advance Shipment251

9.5 ？9 Propose Partial Shipment254

9.6 ？14 Propose Transshipment257

9.7 ？9 Hope to Book Space on Buyer’s Behalf260

9.8 Sentence Database263

9.9 Exercises267

10．Negotiate Insurance268

10.1 Vocabulary269

10.2 Need-to-know and Writing Tips271

10.3 ？8 Buyer Asks for More Insured Amount274

10.4 ？9 Hope to Cover on Buyer’s Behalf279

10.5 ？6 Buyer Requires Certificate of PLI283

10.6 Inquire about Premium285

10.7 Sentence Database288

10.8 Exercises290

11．Sign Contract291

11.1 Vocabulary292

11.2 Need-to-know and Writing Tips293

11.3 ？5 Accept Offer295

11.4 ？5 Order298

11.5 ？8 Place Order and Confirm Order301

11.6 ？6 Send S/C306

11.7 ？6 S/C308

11.8 Sentence Database316

11.9 Exercises321

Part 4 Execute Contract326

12．Payment before Delivery and L/C-related326

12.1 Vocabulary328

12.2 Need-to-know and Writing Tips329

12.3 ？10 Remind to Remit and Amount Remitted331

12.4 ？10 Remind to Issue L/C337

12.5 ？11 L/C Issued341

12.6 ？15 Ask to Extend L/C345

12.7 ？11 Ask to Amend L/C350

12.8 Sentence Database354

12.9 Exercises359

13．Effect Shipment362

13.1 Vocabulary364

13.2 Need-to-know and Writing Tips366

13.3 ？11 Inform Schedule369

13.4 ？12 Urge Shipment374

13.5 ？10 Ask to Send the First 2,000 Sets via air376

13.6 ？13 Shipping Advice on CIF Terms379

13.7 ？16 Shipping Advice on CFR Terms383

13.8 Sentence Database387

13.9 Exercises391

14．Collect Payment and Follow up on Delivery395

14.1 Vocabulary397

14.2 Need-to-know and Writing Tips399

14.3 Remind to Pay after Delivery402

14.4 ？12 Follow up after Goods Arriving407

14.5 ？12 Complain about Wrong Goods409

14.6 ？14 Complain about Damaged Goods415

14.7 ？17 Complain for Defective Goods419

14.8 ？13 Claim for Shortage424

14.9 Functional Sentences431

14.10 Exercises440