Lesson 1 Seeking Business Opportunities
The outline of writing letters about seeking business opportunities as an exporter 1. Source of information
2. Brief introduction (business scope , experience ,credit , market ,product ,etc.) 3. Intention 4. Expectation
The outline of an affirmative reply
1. Confirmation with thanks (to confirm having received the previous letter) 2. Agreement of being able to establish business relations 3. Reasons 4. Expectation
Lesson 2 Establishing Business Relations
The outline of writing letters about establishing business relations as an importer 1. The source of information
2. Brief introduction (business scope , experience ,credit , market ,product ,etc.) 3. Intention 4. Expectation
The outline of a negative reply
1. Confirmation with thanks (to confirm having received the previous letter) 2. Regret of being unable to establish business relations 3. Reasons 4. Expectation
Lesson 3 Status Inquiry and Reply
The outline of writing letters about status inquiry 1. Business situation and intention 2. Reference and the content of inquiry 3. Promise of strict confidence to the reply 4. Thanks in advance The outline of reply 1. The result
2. Being confidential and free from responsibility
Lesson 4 A First Enquiry
The outline of writing letters about a first enquiry 1. The source of information
2. Brief introduction of the writer’s own company and/or business line
3. Enquiring general information about goods 4. Expectation for cooperation
Lesson 5 A Specific Enquiry
The outline of writing letters about a specific enquiry 1. Business situation 2. Details about enquiry
3. Some statement to draw the partner’s attention and the offer (possibility of order , market
situation ,etc.) 4. Expectation
Lesson 6 A Firm Offer
The outline of writing letters about a firm offer 1. To show thanks for the letter received
2. To offer detailed information the buyers asked for 3. Illustrate kind of offers 4. Expectation
Lesson 7 A Non-Firm Offer
The outline of writing letters about a non-firm offer 1. Confirmation of the enquiry with thanks ,if any 2. Details of offer
3. Reservation clause
4. Something about goods and/or market trend 5. Expectation of order and reply
Lesson 8 A Counter-offer on scooter
The outline of writing letters about a counter-offer
1. To confirm the receipt of the previous offer with thanks 2. To show regret and point out the rejected parts 3. To state reason
4. To make a counter proposal 5. To expect the acceptance
Lesson 9 A Reply to a Counter-offer
The outline of writing letters about acceptance of a counter-offer with alteration 1. To confirm the receipt of the previous offer with thanks
2. To show regret being unable to fully accept buyer’s counter-offer 3. To state reasons
4. To make a counter proposal 5. To expect the acceptance
The outline of writing letters about declining a counter-offer
1. To show regret being unable to accept the other party’s opinion 2. To state reasons
3. To show writer’s suggestion 4. to show expectation
lesson 10 An Initial Order
the outline of writing letters about an initial order 1. Confirmation for previous communication 2. Content of order
3. The effect of current order to future 4. Expectation of receiving S/C
Lesson 11 A Repeat Order
The outline of writing letters about a repeat order
1. To show thanks and satisfaction to the last shipment 2. Market situation at present 3. Requirements 4. Expectation
The outline of writing letters about declining a repeat order 1. To show regret 2. Reasons
3. To recommend and introduce the substitute 4. Expectation
Lesson 12 Confirmation of an order
The outline of writing letters about confirmation of an order 1. Confirmation of the order 2. List the contents of the order
3. Asking the buyers to open the relative L/C
Lesson 13 Sending an S/C
The outline of writing letters about sending an S/C 1. Informing of sending and receiving S/C 2. Requiring countersignature of S/C 3. Advising some instruction about S/C
Lesson 14 Asking for Payment by T/T
The outline of writing letters about payment 1. To mention the contract ,goods , ect.
2. To suggest the term of payment and the reason 3. To wish the other parties’s acceptance
Lesson 15 Declining D/A Payment
When replying to payment ,the writer should follow the steps as follows 1. Stating that reply of agreeing or refusing with reasons 2. Giving your reply of agreeing or refusing with reasons
3. Stating your good will and your wish to do business with the reader
Lesson 16 Urging Establishment of L/C
The out of writing letters about urging establishment of L/C 1. To mention the number of order or S/C
2. To stress goods ordered have been ready but the relevant L/C has not yet come to hand 3. To urge establishment of the L/C and related matters 4. To express the expectation
Lesson 17 Amending L/C to Allow Partial Shipment or
Transshipment
The outline of writing letters about partial shipment and transshipment allowed 1. To express appreciation of receiving the relative L/C 2. To find some unforeseen special clauses
3. To ask for partial shipment and transshipment allowed 4. To expect the early reply
Lesson 18 Asking for L/C Amendment
The outline of writing letters about asking for L/C amendment 1. To confirm receiving the relative L/C 2. To find some unforeseen special clauses 3. To ask for L/C amendment 4. To expect the early reply
Lesson 19 Asking for L/C Extension
The outline of writing letters about L/C extension 1. To confirm receiving the relative L/C
2. To find some unforeseen special clauses 3. To ask for L/C extension
4. To expect the early reply
Lesson 20 Shipping Marks
1. 2. 3. 4.
The initial or abbreviation of the consignee or buyer The reference number The destination
The package number
Lesson 21 Packing Instructions
The outline of writing letters about packing requirements 1. Confirmation with thanks for the previous letters 2. Detail of packing 3. Expectation
Lesson 22 Urging Shipment
The outline of writing letters about urging shipment 1. To identify the shipped goods
2. To state the stipulation of shipment
3. To indicate the actual situation and reason 4. To raise opinion , proposal or expectation
Lesson 23 Shipping Advice
The outline of writing letters about shipping advice
1. To indicate both description and Q’ty of the shipping goods
2. To indicate details of the vessel , including name , vessel number , ETA and ETD ,etc. 3. To advise the situation of shipping documents 4. To suggest future cooperation
Lesson 24 Transshipment and Partial Shipment
The outline of writing letters about transshipment and partial shipment allowed 1. Confirmation of having received previous letter(if have) 2. Intention 3. Reason 4. Expectation
Lesson 25 Covering Insurance for the Buyer
The outline of writing letters about insurance 1. Confirmation of the previous letter
2. Details of insurance 3. Premium
4. Something about shipment
Lesson 26 Asking for Excessive Insurance
The outline of writing letters about insurance 1. To confirm the letter under certain contract 2. To state the related insurance amount
3. To ask for excessive insurance on some certain conditions 4. To inform of the ways payment for the premium
Lesson 27 Claim for Damaged Goods
The operation of complaints or claims should be based on two principles 1. To be on the first grounds ,to our advantage and with restraint 2. To adhere to the stipulation in the contract
Before lodging complaint and claim ,several issues are needed to pay attention 1. To find out blame according to the actual situation 2. To make claim within the stipulated demurral deadline 3. To ascertain the claimed items and amount correctly 4. To prepare the necessary documents
Lesson 28 Settlement of Claim
The outline of letters about settlement of claim
1. Confirmation of having received the letter of claim
2. The result of investigation and suggestion of settlement 3. Expectation of the future’s cooperation
Lesson 29 Declining a Claim
The outline of letters about settlement of claim 1. To confirm having received the letter of claim 2. To show regret of being unable to settle the claim 3. To state the reason
Lesson 30 Intention of Granting Agency
The elements mentioned in letters of granting agency :situation of market .intention of granting agency ,etc.
Lesson 31 Asking for Sole Agency
Letters of asking for sole agency usually cover the following elements 1. Expressing the intension to be an agent 2. Making self-introduction
----experience ----market ----capability
----expected achievement 3. Expectation A favorable reply
1. Confirmation of having received the previous letter 2. Appointment of agent
3. Details of agent agreement
Lesson 32 Declining a Request for Agency
1. 2. 3. 4. 5.
To confirm having received the previous letter To decline the request of agency
To leave some margin for future’s adjustment To state something about present cooperation To make expectation
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