Unit 1 Layout of Business LetterI.1. Seven. They are letterhead, dateline, inside address, salutation, body of the letter, complimentaryclose and signature.2. They are the indented style, the block style and the modified block style. I prefer the second, for itis convenient to type.3. It’s half way down the envelope leaving enough room for the stamp and postmark, and one thirdor one half in from the left of the envelope.4. Omitted5. OmittedII. Grand Resources Import & Export Corp., Ltd.Liangmahe 32 ·Chaoyang Di strictBeijing 100016, Chinayour ref.: 206 MI/2009our ref: 206TMR/2009July 25, 2009Lake Bikes Inc.54 York roadChicagoIllinois, USAAttention: Mr. John Masow, the sales managerDear Mr. John Masow,We write to introduce ourselves as one of the leading exporters from China, specializing in various types of bikes.We enclose a catalogue of products covering the details of all the items and trust some of these items you will be interested in.We would have the pleasure to receive your inquires for any of the items and we will send you our lowest quotations.We are looking forward to your favorable and prompt reply.Yours sincerely，Ma Long III. 1. D 2. B 3. C 4. B 5. A6. D7. B8. A9. B 10. D11. D 12. A 13. D 14. A 15. DIV.Xu Fang stampStar Sewing Machines2 Guangzhou, ChinaMr. J. Armstrong, the sales managerUnited Steel Inc648 Eastern AvenuePittsburghPennsylvania, USAUnit 2 Establishing Business RelationI.1. Establish business relations with some other firms.2. Do some credit investigations such as financial conditions, business activities, honesty integrityand so on.3. Through the following channels one can obtain the desired names and addresses of the firms to bedealt with1) Advertisements in the media;2) Market survey;3) Trade negotiation;4) Investigation to the foreign country;5) Exhibitions and Trade Fairs;6) Banks;7) Trade Directory;8) Chambers of Commerce;9) Commercial Counselor’s Office;10) Trade press.4. Telling the channels how you obtain his name and address.5. Be sure to answer in full without the least delay after receiving any letter.II. 1. D 2. C 3. A 4. B 5. A6. C7. D8. C9. A 10. DIII. 1. C (inform you our desire – inform you of our desire)2. C (build up—building up)3. A (enter—enter into)4. B (more—much)5. A (item—items)6. A (has kindly recommended—has been kindly recommended)7. D (informations—information)8. B (lead—leading)9. C (on—in)10. B (unique feature—unique features)IV. 1. Our company has established for ten years. Now we are keen to enlarge our trade in various kinds of cotton textiles, but unfortunately we have no good connections with your country.2. We are the leading (greatest) importers of electric goods in China. Thank you for your letter ofAugust 3. It’s our pleasure to establish direct business relations with your company.3. We have obtained your name and address through the Commercial Counselor’s Office of theEmbassy of the People’s Republic of China in your country and understand that you are the largest exporter of textiles and would like to establish business relationship with us.4. Please let us know immediately if you are interested in our products. We will send you our pricelist and samples to you as soon as we receive your specific enquiry.5. At present, we are interested in all kinds of caps, gloves and socks and shall be pleased if youwill send us the catalogue, sample and price list.6. Our mutual understanding and cooperation will certainly result in important business in future.7. We see that your firm specializes in light industrial goods, and we are willing to establishbusiness relations with you.8. We have been doing quite well in our business. We are willing to open a business relation withyou.9. In order to give you some idea of various qualities of wooden blankets we carry, we havepleasure in informing you by airmailing one catalogue, a list of price and some sample books for your reference.10. We might add here that we have been in this line of business for more than twenty years.V. 1. 众所周知，我们十分重视同第三世界国家的贸易关系。
2. 如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。
3. 我公司是中国主要空调出口公司之一，出口各种空调，现特来函自我介绍。
4. 我们冒昧致函，意在寻求机会与你们建立贸易关系。
5. 承蒙英国伦敦商会介绍，获悉贵公司是贵国主要的棉纺织品出口商。
6. 和中国同行共事从来没有困难，希望今后我们之间尽可能多地建立新的关系。
7. 我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。
8. 现在我们借此机会致函贵公司，希望和贵公司建立业务关系。
9. 来函收悉，得之贵公司愿与我方建立业务关系，我们表示同意。
10. 为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录，供细阅。
VI. (1) 1. have 2. from 3. business relations 4. in 5. in a position6. to7. goods8. tablecloth9. reference 10. in11. list 12. specific(2) 1. given 2. establishment 3. connected 4. quantities 5. offers6. details7. goods8. possibilities9. importing 10. quoteVII. Omitted.Unit 3 Enquiries and RepliesI. 1. The aim of making enquiries is to get information about the goods to be ordered, such as prices,samples, catalogue, delivery date and other terms.2. In foreign trade, an enquiry is usually made by the buyers.3. We should begin by telling him how you obtained his name. Some details of your own business,such as the kind of goods handled, quantities needed, usual terms of trade and any information likely to enable the supplier to decide what he can do for you, will also help.4. Replies should include the following points:1) state firstly how much you appreciate it2) answer all the questions3) hope to receive the order5. Replies should be prompt, courteous and helpful.II. 1. D 2. B 3. C 4. A 5. C6. B7. C8. D9. A 10. BIII. 1. C (glove—gloves) 2. C (particular—particularly)3. A (in—to)4. B (buying—buy)5. B (feel confident—feel confident that)6. A (contact with—contact)7. A (the affirmative—in the affirmative) 8. D (satisfied—satisfactory)9. C (proform invoice—proforma invoice) 10. C (to—with)IV. 1. We learn from ABC company of New York that you are exporting cotton bed-sheets. There is steady demand here for the above-mentioned commodities of high quality at moderate prices.2. Under separate cover, we are sending you a range of samples and when you have a chance toexamine them, we feel confident that you will agree that the goods are both excellent in quality and reasonable in price.3. We have received your enquiry of 14th May and learn of your interest in our hand-made leathergloves. We are enclosing our illustrated catalogue and price list giving the details you ask for.4. The enclosed price list and illustrated catalogue will give you details of the model in which youare especially interested.5. Please send us two copies of your latest catalogues together with terms of payment and thelargest discount you can grant.6. We wonder whether you are in a position to meet our present requirements.7. If your answer is in the affirmative, please quote us your best price CIF Guangzhou.8. We welcome your order and can assure you that shipment will be made within 20 days afterreceipt of your L/C.9. We are sure you will find it worth buying when you read the enclosed illustrated leaflet.10. Because of their softness and durability, our all cotton bed-sheets and pillowcases are rapidlybecoming popular.V. 1. 如有仿制珍珠的存货，请将样品寄来。