UNIT TWO Establishing Business RelationsUseful expressions1. We learn from your letter of April 1 that you are interested in establishing business relations with us for the purchase of our goods.2. Having had your name and address from the Commercia l Counselor’s Office of our Embassy in the U.K., we avail ourselves of this opportunity to write to you and see if we can establish business relations with you.3. Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.4. Your desire to establish direct business relations with us coincides with ours.5. We are willing to enter into business relations with your firm on the basis of equality and mutual benefit.6. Your company has been introduced to us by R. G. Nelson &Co. ,Ltd. as prospective buyers of Chinese sewing machines. As we deal in sewing machines, we shall be pleased to enter into direct business relations with you.7. To acquaint you with the light industrial goods we handle, we are sending you, by separate airmail, several pamphlets for your reference.8. Messrs. Schneider &kern have given us your name as a reference respecting their financial standing. Will you please inform us, in confidence, of the extent of their resources and also as to their reputation.10. This is a case in which caution is necessary and we suggest that you make additional enquiries through an agency. We accept your assurance that the information we have given will be treated in strict confidence and regret that we cannot be more helpful.11. In reply to your enquiry dated 30th October 2011 concerning Messrs. Willing & Co. , Sheffield, we are pleased to say that we have every confidence in the uprightness of this firm.UNIT THREE ENQUIRIES AND REPLIES IV. Useful Expressions1. As we are in the market for…, we should be pleased if you would send us your best quotations.2. If you can supply goods of the type and quality required, we may place regular orders for large quantities.3. We regret to inform you that we are not in a position to cover your need for the said goods. Once our supplies are replenished, we shall be only too pleased to revert to this matter.4. We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce you to place a trial order.5. We put forward for your consideration an offer for our new products, and hope you will take advantage of this opportunity.6. This is in reply to your enquiry of March 8, 2011. We are now sending you a quotation sheet for your consideration. Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.7. As the goods of your specifications are in short supply, we intend to furnish you with our (commodity) as a substitute, which is of good quality and very close to your specifications but will be offered at a more favorable price.UNIT FOURQUOTATIONS, OFFERS AND COUNTER-OFFERS Useful Expressions1. Your competitors are offering considerably lower prices and unless you can reduce your quotation, we shall have to buy elsewhere.2. We do not see any advantage in your quotations, and would like to know whether you have any better value to offer.3. In accordance with the request of your Mr…at the Guangzhou Fair, we have pleasure in sending you herewith the samples and a price list for…4. May we expect a trial order from you while prices are greatly in your favor?5. We desire to call your attention to our special offer. You will readily understand that this offer is good only for acceptance reaching us before the end of January 2011.In view of the heavy demand for this line, we advise you to send orders as soon as possible.6. As requested by you some time ago, we take pleasure in making you the following offer, which is subject to your acceptance within 7 days.7. We regret that it is impossible to accept your counter-offer, even to meet you halfway; the price of raw material has advanced 20% and we shall shortly be issuing an advanced price-list.8. Although we are anxious to open up business with you, we regret that it is impossible for us to allow the reduction asked for, because we have already cut out prices to the lowest point after closely examining our cost calculations.UNIT FIVE SALES PROMOTIONUseful Expressions1. With a view to supporting your sales, we have specially prepared some samples of our new makes and are sending them to you, under separate cover, for your considerations.2. By virtue of its superior quality, this item has met with a warm reception in most European countries. We deem it to your advantage to buy this item for a trial sale in your market.3. In view of the large demand for this commodity, we would advise you to work fast and place an order with us as soon as possible.4. We take pleasure in enclosing the latest designs of our products, which are superior in quality and moderate in price and are sure to be saleable in your market.5. It is not our intention to rush you into a decision, but as this article is in great demand, we would advise you to avail yourselves of our offer in your own interest.UNIT SIX ORDERS AND THEIR FULFILMENT Useful Expressions1. We enclose a trial order. If the quality is up to our expectation, we shall send further orders in the near future. Your prompt attention to this order will be appreciated.2. If this first order is satisfactorily executed, we shall place further orders with you.3. We enclose our order, but must point out that the falling market here will leave us little or no margin of profit. We must ask you for a better price in respect of future supplies.4. The material supplied must be absolutely waterproof, and we place our order subject to this guarantee.5. While thanking you for your order, we have to explain that supplies of raw materials are becoming more and more difficult to obtain, and we have no alternative but to decline your order.6. It is regrettable to see an order dropped owing to no agreement on price; however, we wish to recommend you another quality at a lower price for your consideration.7. The chief difficulty in accepting your orders now is the heavy backlog of commitments. But you may rest assured that as soon as we are able to accept new orders, we shall give priority or preference to yours.8. Your order is receiving our immediate attention, and you depend on us to effect delivery well within your time limit.9. We have booked the following order according to your letter/tele gram of… and our letter/telegram of… and wish to assure you that, upon receipt of the relevant credit, we shall not fail to effect shipment in time.10. Your order is booked and will be handled with great care. Please open the relevant L/C, which must reach here one month before the date of shipment.11. With reference to your letter of the 4th November, we have pleasure ininforming you that we have booked your order for 1,000 alarm clocks. We are sending you our S/C No. 100 in duplicate, one copy of which please sign and return for our file.12. We have accepted your order for 30,000yards of Article No.60. Please send us color assortment immediately and open the covering L/C according to the terms contracted.UNIT 7 TERMS OF PAYMENTUseful Expressions1.One terms of payment are by confirmed, irrevocable letter of credit in our favor, available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment, and allowing transshipment and partial shipments.2.In view of the small amount of this transaction, we are prepared to accept payment by D/P at sight (or at 30 day’s sight) for the value of the goods shipped.3.In compliance with your request, we will make an exception to our rules and accept delivery against D/P at sight, but this should not be regarded as a precedent.4.We regret having to inform you that although it is our desire to pave the way for a smooth development of business between us, we cannot accept payment by D/A.5.We regret our inability to make any arrangement contrary to our usual practice, which is payment by confirmed, irrevocable letter of credit payable against presentation of shipping documents and valid for at least 15 days beyond the promised date of shipment.6.We wish to draw your attention to the fact that as a special sign of encouragement, we shall consider accepting payment by D/P during this sales-pushing stage. We trust this will greatly facilitate your7.efforts in sales, and we await your favorable reply.8.Payment is to be made against sight draft drawn under a confirmed, irrevocable (divisible and transferable) letter of credit without recourse for the full amount of purchase.Useful Expressions1.It would be advisable for you to establish the covering letter of credit as early as possible so as to enable us to arrange shipment in due time.2.We have not yet receive your letter of credit against our Sales Confirmation No. 3246 although it should have reached us by the end of March, as stipulated.3.We are enable to effect shipment according to the price and other terms originally agreed upon owing to the delay of your letter of credit, and therefore the responsibility for any loss arising subsequently will wholly rest with you.4.We wish to draw your attention to the fact that the goods have been ready for shipment for a long time and the covering letter of credit, due to arrive here before March 15th, 19… , has not been received up to now. Please let us know the reason for the delay.5.As you have failed to establish the letter of credit in time, we regret being unable to effect shipment within the stipulated time limit.6.To our disappointment, we have not yet received the required letter of credit up to the present. Please give the matter your immediate attention and let us have your reply soon.7.According to the stipulations in our Sales Confirmation No. 222, you should send us your letter of credit one month preceding the date of shipment.8.As the goods against your Order No. 4567 have been ready for quite some time, it is imperative that you take immediate action to have the covering letter of credit established.9.We hope that you will take your commercial reputation into account in all seriousness and open the L/C at once; otherwise you will be responsible for all the losses arising as a result of your failure to do so.Part Three: L/C Amendment and ExtensionUseful Expressions1.Please insert the word “about ” before the quantity in your L/C No. 123.2.Please amend the credit as allowing transshipment.3.We have received your L/C No. 524, but we find it contains the following discrepancies: ……4.We would therefore request you to instruct your bankers to make the necessary amendment.5.As there is no direct sailing from Shanghai to your port during April/May, it is imperative for you to delete the clause “by direct steamer” and insert the wording “Partial shipment and transshipment are allowed”.6.The commission granted for this transaction is 3% as stipulated in our sales confirmation, but we find that your L/C demands a commission of 5%. Therefore you are requested to instruct your bankers to amend the L/C.7.Please amend L/C No. 283 to read “This L/C will expire on 28th February, 19… in China.8.On examination, we find that the amount of your L/C is insufficient. Please increase the unit price from RMB￥0.53 to RMB￥0.60 and total amount to RMB ￥36,520.00.9.Owing to the late arrival of the steamer on which we have booked space, we would appreciate your extending the shipment date and the validity of your L/C No.4985 to 31st Jan. and 15th Feb. respectively.10.Please extend the shipment date and the validity of your L/C No.937 to the end of November and December 15, 19… respectively and arrange that the amendment advice wil l reach us by Oct. 30, 19….11.The amendment advice should reach us by November 15, failing which you must extend the validity of the L/C to the end of this year.12.The shipment covered by your Credit No. 592 has been ready for quite some time, but the amendment advice has not yet arrived, and now an extension of 15 days is required.UNIT TEN PACKINGUseful Expressions1.We do not object to packing in cartons provided the flaps are glued down and the cartons secured by metal bands.2.If cartons are used, please supply each chemical in strong polythene bags to ensure protection from damp.3.Cases must have an inner lining of stout, damp-resisting paper.4.Packing in sturdy wooden cases is essential. Cases must be nailed, battened and secured by overall metal strapping.5.When packing, please take into account that the boxes are likely to receive rough handling at this end and must be able to withstand transport over very bad roads.6.We give you o the attached sheet full details regarding packing and marking. These must be strictly observed.7.The greatest care must be given to packing and crating as any damage in transit would cause us heavy losses.8.Please use normal export containers unless you receive special instructions from our agents.9.As the goods will probably be subjected to a thorough customs examination, the cases should be of a type which can be easily made fast again after opening.10.Taking into consideration the transport condition at your end, we have improved our packing so as t avoid damage to the goods.11.The cases used foe packing our transistor radios are light but string. They save shipping space and facilitate the storage and distribution of the goods.12.Our usual packing for dyed poplin is in bales lined with polythene (waterproof paper, kraft paper), each containing 600yards in single color.13.You will note that our packing has been greatly improved with the result that our recent shipment have all turned out to the satisfaction of our clients.14.Our packing is standardized in a manner, which is approved by foreign clients.15.We are afraid that we shall have to change more for the designated packing asit calls for extra labor and cost.16. We pack our shirts in plastic-lined, waterproof cartons, reinforced with metal straps.17.Our cartons for canned food are not only seaworthy but also strong enough to protect the goods from possible damage.18.The weight and measurement (dimensions) of each case are clearly marked on every case.19.Our nail trimmers are packed in boxes of one dozen each, 100 boxes to a (the) carton lined with waterproof paper. (to a (the)=per)20.Our tea for export is customarily packed in boxes, 24 boxes on a pallet, 10 pallets to an FCL container.21.be packed… in iron drums of xx kgs. net each in press packed bales of xx kgs. net each㎏㎏UNIT ELEVEN INSURANCEUseful Expressions1.Please insure for us (insure us on) the following.2.Please cover for us (cover us on) the goods detailed below.3.Please hold us covered for the cargo listed on the attached sheet.4.The cargo is to be insured warehouse to warehouse against All Risks.5.We thank you for your instructions to arrange the shipment of fans. We take it that you wish us to insure the goods against the usual risks, for the value of the goods plus freight. Unless we hear from you to the contrary, we shall arrange this.6.We usually effect insurance against All Risks and War Risks for the invoice value plus 10% for the gods sold on CIF basis.7.For goods sold on CIF basis, insurance is to be effected by us for 110% of the invoice value against All Risks based on warehouse to warehouse clause.8.We agree to your request to insure the shipment for 130% of the invoice value, but the premium for the difference between 130% and 110% should be for your account.9.We regret being unable to comply with your buyer’s request to cover the goods against All Risks and War Risk for 150% of the invoice value because our contract stipulates that insurance is to be effected for 110% only.10.As our insurance company is a state-operated enterprise enjoying high prestige in settling claims promptly and equitably, you are advised to do business with us on CIF basis and leave the insurance to be effected by us.11.According to our usual practice, insurance is to be effected for 110% of the invoice value.12.The premium varies with the extent of insurance. Should additional risks becovered, the extra premium would be for buyers’ account.。
