Chapter 1 Fundamentals of Business Communication.......1

Part 1 Business Knowledge...........................................2 

Section 1 Basic Parts of a Business English Letter.......................2 

Section 2 Writing Principles of Business English Letters......................6 

Section 3 Formats of Business English Letters.......................9 

Section 4 Email Etiquette..............................................11

Part 2 Typical Phrases for Business English Emails......................14

Part 3 Skill Training...............................................15

Part 4 Additional Reading............................................18

Chapter 2 Establishment of Business Relations.....21

Part 1 Business Knowledge..........................................22 

Section 1 Ways to Establish Business Relations..................................22 

Section 2 How to Make a Credit Status Enquiry...........................25

Part 2 Case Study.....................................................27

Part 3 Functional Sentence Patterns................................33

Part 4 Situational Dialogs..........................................34

Part 5 Skill Training..............................................37

Part 6 Additional Reading.....................................40

Chapter 3 Enquiry............................... 43 

Part 1 Business Knowledge..............................................44 

Section 1 What Is an Enquiry in International Business?..................44 

Section 2 How to Make an Enquiry..................................46 

Part 2 Case Study....................................................47 

Part 3 Functional Sentence Patterns..........................52 

Part 4 Situational Dialogs...................................... 54 

Part 5 Skill Training..................................................56 

Part 6 Additional Reading....................................59 

Chapter 4 Offer and Counter Offer.................61 

Part 1 Business Knowledge......................................62 

Section 1 Offer, Firm Offer and Non-firm Offer .........................62 

Section 2 Counter Offer.................................................65 

Part 2 Case Study............................................... 66 

Part 3 Functional Sentence Patterns.............................73 

Part 4 Situational Dialogs.......................................74 

Part 5 Skill Training.............................................76 

Part 6 Additional Reading..................................... 80 

Chapter 5 Acceptance and Orders..................81 

Part 1 Business Knowledge......................................82 

Section 1 Acceptance...................................................82 

Section 2 Order........................................................84 

Part 2 Case Study................................................86 

Part 3 Functional Sentence Patterns.............................. 90 

Part 4 Situational Dialogs....................................... 91 

Part 5 Skill Training............................................ 94 

Part 6 Additional Reading....................................... 96 

Chapter 6 Contracts............................ 99 

Part 1 Business Knowledge...................................... 100 

Section 1 Contracts in Business........................................100 

Section 2 Format and Main Contents of a Contract or Confirmation.........103 

Part 2 Case Study............................................... 104 

Part 3 Functional Sentence Patterns..............................110 

Part 4 Situational Dialogs.......................................111 

Part 5 Skill Training.......................................... 113 

Part 6 Additional Reading........................................ 117 

Chapter 7 Terms of Payment....................... 119 

Part 1 Business Knowledge....................................... 120 

Section 1 Modes of Payment..........................................120 

Section 2 Circulation Process of Documentary L/C.........................123 

Part 2 Case Study................................................... 125 

Part 3 Functional Sentence Patterns................................ 130 

Part 4 Situational Dialogs........................................... 132 

Part 5 Skill Training................................................. 134 

Part 6 Additional Reading............................ ........ 138 

Chapter 8 Packing.............................. 141 

Part 1 Business Knowledge......................................... 142 

Section 1 What Is Packing?...................................................142 

Section 2 Packing Marks......................................................144 

Part 2 Case Study................................................... 146 

Part 3 Functional Sentence Patterns................................ 152 

Part 4 Situational Dialogs......................................... 154 

Part 5 Skill Training................................................157 

Part 6 Additional Reading............................................. 161 

Chapter 9 Insurance............................... 163 

Part 1 Business Knowledge....................................... 164 

Section 1 Covering Cargo Insurance........................................164 

Section 2 A General Introduction to China¡¯s Cargo Insurance........167 

Part 2 Case Study................................................... 169 

Part 3 Functional Sentence Patterns.................................. 174 

Part 4 Situational Dialogs.......................................... 175 

Part 5 Skill Training.............................................. 177 

Part 6 Additional Reading............................................ 179 

Chapter 10 Shipment................................ 181 

Part 1 Business Knowledge.......................................... 182 

Section 1 International Transportation of Goods .......................182 

Section 2 Bill of Lading.................................................185 

Part 2 Case Study....................... ........ ....................187 

Part 3 Functional Sentence Patterns.................................. 192 

Part 4 Situational Dialogs...........................................194 

Part 5 Skill Training................................................. 196 

Part 6 Additional Reading.......................................... 199 

Chapter 11 Complaints and Claims...................201 

Part 1 Business Knowledge...............................202 

Section 1 Complaints and Claims....................................202 

Section 2 How to Handle Complaints and Claims...........................205 

Part 2 Case Study....................................................207 

Part 3 Functional Sentence Patterns................................. 213 

Part 4 Situational Dialogs......................................... 214 

Part 5 Skill Training.............................................217 

Part 6 Additional Reading.........................................220