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Chapter 1 Establishing Business Relationship 第一章 建立贸易关系2

1. Announcing the establishment of a trading corporation 通告成立贸易公司2

2. Promoting sales of one s own products 推销自家产品4

3. Asking for information from an old customer 向老客户询问情况8

4. Soliciting opinions from a customer who has stopped ordering for a long time 向中断订货的客房征求意见10

Chapter 2 Credit Reference 第二章 资信调查14

1. Seller s request for references 卖方要求提供信用资料14

2. Asking for references 要求提供信用资料16

3. Supplier requiring credit-application form 供应商要求客户填写信用调查表格18

4. Customer s reply to required credit-application form 客户对要求填写信用调查表格函的回复20

5. Customer supplying a banker s reference 顾客提供银行信用22

6. Referring to a bank reference about an applicant for an agent 向银行了解申请代理的客户信用情况24

Chapter 3 Inquiry 第三章 询盘26

1. Asking for offer 请求报价26

2. Domestic inquiry 国内询盘28

3. Reply to the domestic inquiry 回复国内询盘30

4. Export inquiry 出口询盘32

5. Personal inquiry 个人询盘34

6. Asking for the quotation of textiles 请求提供纺织品报盘36

Chapter 4 Offer 第四章 报盘40

1. Offer 报盘40

2. Counter-offer 还盘42

3. Firm offer 实盘46

4. A non-firm offer 虚盘48

5. A voluntary offer 自愿报盘50

6. Offer in reply to the buyer s inquiry 应买方要求发盘52

7. Asking for acceptance of the offer 要求接受报价56

8. Persuading a customer to accept the offer 说服客户接受报盘58

9. Declining the buyer s offer 谢绝买方出价62

10. Declining the seller s offer 谢绝卖方报价64

11. Complaining of high price 抱怨价格过高66

12. Offering special sale 特别销售报价68

Chapter 5 Counter-offer 第五章 还盘72

1. A eounter-offer 还盘72

2. A favorable reply to a counter-offer 对还盘的有利答复74

3. An unfavorable reply to a counter-offer 对还盘的不利答复76

4. A suggestion to a counter-offer 对还盘的建议78

5. Buyer requiring price reduction 买方要求减价80

6. Seller granting some allowance 卖方同意给予折让82

7. Placing orders with others if discount is unacceptable 若折扣不合适即向他方订货84

8. Requesting reduetion in the minimum of order 要求降低最低订量86

Chapter 6 Order 第六章 订货90

1. Initial order 首次订货90

2. Acknowledgement of order 承接订单92

3. Acknowledgement of S/C 承接合同94

4. Making a trial order on sample 看样试购96

5. Requesting discount 要求优惠订货98

Chapter 7 Letter of Credit and Payment 第七章 信用证与付款100

1. Asking for L/C 要求开证100

2. Informing establishment of L/C 通知已开证100

3. Extending time limit and urging establishment of L/C 延长期限及催请开证102

4. Asking for amendment of L/C 要求改证104

5. Informing amendment of L/C 通知已改证106

6. Informing the receipt of remittance 通知已接到汇款108

1. Informing completion of order and arranging shipment 通知订购货物完成并安排装运110

Chapter 8 Shipment 第八章 装运110

2. Shipping advice 装运通知112

3. Informing the possibility of cancellation if shipment in much delayed 通知若装运延误过久即取消订货114

4. Container transportation 集装箱运输114

5. Delivery by air 空运116

Chapter 9 Agency 第九章 代理120

1. On sale of computers 代理销售计算机120

2. On medical appliance 申请代理经销医疗器械122

3. Agent for commodity-buying 采购代理124

4. Agent for televisions 代理销售电视机126

5. Offering the services of sole agency 提供独家代理服务128

6. Declining the proposal of asking agency 谢绝商务代理的建议130

Chapter 10 Insurance 第十章 保险134

1. Asking the exporter to arrange insurance 谢出口商代办保险134

2. The exporter s reply 出口商答复136

3. Enquiring the rate for All Risks open policy 询问综合险预约保险费率138

4. Reply to the client on premium rate 告知客户保险费率140

5. Declaration under open policy 预约保险申报142

6. Asking for insurance againet All Risks(1) 要求投保综合险(1)144

7. Asking for insurance against All Risks(2) 要求投保综合险(2)146

8. Asking for a special rate 要求特惠保率148

9. Renewal of an open policy 延续预订保险150

10. Accepting the insurance 接受保险152

11. Insurance for shipping cameras(Inquiry) 运送照相机保险(询问)152

12. Insurance for shipping cameras(Insurer s reply) 运送照相机保险(保险商答复)154

13. Cameras damaged(Claim) 照相机损坏(索赔)156

14. Cameras damaged(Insurer s reply) 照相机损坏(保险商答复)158

15. Claim for damage by fire(Claim) 火险索赔(索赔)160

16. Claim for damage by fire(Insurer s reply)火险索赔(保险商答复)162

Chapter 11 Before and after Sales Service 第十一章 售前售后服务164

1. Before-sales service 销售前服务164

2. After-sales service 销售后服务166

3. Services and maintenance 保养和维修业务168

4. Providing quality service 提供优质服务170

5. Visiting clients 访问客户172

1. Quality problem 质量问题176

Chapter 12 Claim of Trade Dis-pute 第十二章 贸易纠纷索赔176

2. First lot disqualified, reserving to claim 对首批货物保留索赔权178

3. Replying to complaint about defects of goods 对质量问题投诉的回函180

4. Reply to the refusal of goods 对拒绝收货的回函182

5. Apologizing for breakage and sending substitute 因破损而致歉并寄上更换品184

6. Apology for mistaken delivery 对寄错货致歉186

Chapter 13 Exhibition Sales 第十三章 展销190

1. An invitation to an exhibition of the latest products 邀请参观新产品展览会190

2. Replying to the invitation 答复邀请192

3. Entrusting foreign firm with exhibilion sale of products 委托外商展销产品194

4. Replying to proposal for exhibition sales 答复展销活动的建议196

Chapter 14 Technology Transfer 第十四章 技术转让200

1. Inquiring about technology acquisition 关于技术引进的询问200

2. On technology transfer 关于技术转让204

3. On eharge for technology transfer 关于技术转让费208

4. On method of payment for use of patents 商谈专利支付方式210

5. Preliminary proposal for know-how transfer 转让专有技术的初步建议214

Chapter 15 Processing after Sam-ple Assembly and Compensation Trade 第十五章 加工装配及补偿贸易218

1. Compensation trade 补偿贸易218

2. Assembly 装配222

3. Processing after sample with supplied materials 来料来样加工230

4. Reprocessing of unqualified product 重新加工不合格成品234

Chapter 16 Lease 第十六章 租赁240

1. Inquiry 询价240

2. Negotiation 磋商242

3. Conclusion 签约244

4. Execution 履行248

5. Expiration 期满250

1. Inviting tender 招标252

Chapter 17 Inviting Tenders 第十七章 招标252

2. Submitting tender 投标254

3. Accepting tender 接受投标256

4. Invitation to tender by advertising 登广告招标258

5. Reply to submit tender 发函投标260

Chapter 18 Barter Trade 第十八章 易货贸易262

1. Proposal for barler trade 建议易货贸易262

2. Discussing the barter 商讨易货264

3. Suggestion of counter purchase 提出回购建议268

4. Conclusion of barter business 达成易货交易270

Chapter 19 Joint Venture And Ex-clusive Investment 第十九章 合资独资274

1. Formalities for establishing a joint venture 建立合资企业程序274

2. Seeking for joint venture partners (Incoming) 寻求合资伙伴(来函)278

3. Seeking for joint venture partners (Outgoing) 寻求合资伙伴(复函)282

4. On the conditions of establishing a wholly for-eign owned enterprise 外商举办独资企业的条件284

5. Application procedures for the establishment of enterprises with foreign investment through en-trustment 接受委托代办外资企业申请手续290

6. Inviting Chinese personnel to be director 关于邀请中方董事298

1. Sender s address 发信人地址302

Appendix 附录302

2. Date 发信日期303

3. Inside name address 信内姓名及地址304

5. Complimentary close 结束语307

6. Signature 签名309

7. Enclosure 附件说明310

8. Postscript 附言311

9. Layout 信文格式312

10. Envelope writing 信封写法315

4. Salutation 称谓350