Chapter 1   Introduction
  Part 1  Definition of Foreign Trade
  Part 2  Foreign Trade of the United States
  Part 3  Foreign Trade of China
  Part 4  Process of Export and Import
  Part 5  Methods of Developing Potential Customers
Chapter 2  Introduction of Companies
  Part 1  General Introduction of Company
  Part 2  Trading Companies
  Part 3  Transnational Companies
  Part 4  Foreign Trade Companies
  Part 5  Offshore Companies
  Part 6  Examples of Company Introduction
Chapter 3  Status Inquiries
  Part 1  General Introduction of Status Inquiry
  Part 2  Necessity of Making Status Inquiry
  Part 3  Importer Asking for Status Inquiry
  Part 4  Reply to the Status Inquiry: Private & Confidential
  Part 5  Exporter Asking for Status Inquiry
Chapter 4  Establishing Business Relations
  Part 1  Developing Potential Customers
  Part 2  Contacting after Fairs
  Part 3  Introducing Advantages of a Company
  Part 4  Unable to Establish Business Relations
Chapter 5  Inquiries
  Part 1  Definition of Inquiry
  Part 2  Steps of Writing Inquiry Letters
  Part 3  Reply to New Inquiries
  Part 4  Reply to Specific Inquiries
  Part 5  Reply to General Inquiries
  Part 6  Following-up Inquiry from Existing Customers
  Part 7  Recommending New Products
  Part 8  Replies to FAQ
Chapter 6   Offers
  Part 1  General Introduction of Offer
  Part 2  Ways of Writing Offer Letters
  Part 3  Firm Offer and Non-Firm Offer
  Part 4  Prompt and Accurate Quotation
  Part 5  Detailed and Professional Quotation
Chapter 7   Price Bargain
  Part 1  Request for a Lower Price for a Repeat Order
  Part 2  Request for a Lower Price for a Large Order
  Part 3  Request for Good Prices for Long-Term Cooperation
  Part 4  Request for Lower Prices after the Show
  Part 5  Rise in Selling Price
Chapter 8  The Processing of Orders
  Part 1  Final Price Confirmation
  Part 2  Samples Preparation
  Part 3  Packaging, Colors and Artwork
  Part 4  Acceptance of an Order
  Part 5  Rejection of an Order
  Part 6  Placing an Order
Chapter 9 Payment
  Part 1  Remittance
  Part 2  Collection
  Part 3  Letter of Credit (L/C)
  Part 4  Payment Negotiation
Chapter 10  Packing
  Part 1  General Introduction of Packing
  Part 2  Packing Requirements
  Part 3  Packing Description
Chapter 11  Shipment
  Part 1  Shipment Arrangement
  Part 2  Urging Shipment
  Part 3  Postponement of Shipment or Partial Shipment
  Part 4  Shipping Advice
  Part 5  Bill of Lading
Chapter 12  Insurance
  Part 1  General Introduction of Insurance
  Part 2  Asking for Insurance at Seller' s End
  Part 3  Covering Insurance by the Seller
  Part 4  Asking for Insurance at Buyer' s End
Chapter 13  Claims and Complaints
  Part 1  General Introduction of Claims and Complaints
  Part 2  Complaining about Quality
  Part 3  Complaining about Wrong Color
  Part 4  Complaining about Late Delivery
  Part 5  Reply: Apology and Solutions
  Part 6  Reply to Claim for Compensation
  Part 7  Refusing Request for Compensation
Appendix
  Appendix 1  INCOTERMS 2010
  Appendix 2  Proforma Invoice
  Appendix 3  Insurance Document
  Appendix 4  Contract
  Appendix 5  Notification of Documentary Credit
  Appendix 6  Amendment Advice of Credit
  Appendix 7  Bill of Exchange
  Appendix 8  Shipping Order
  Appendix 9  Mate' s Receipt
References