ITEM ONE NEGOTIATION OF A CONTRACT Situation 1 The Components of Business Letters Situation 2 Establishing Business Relations Situation 3 Enquiry Situation 4 Offer Situation 5 Counter-offer Situation 6 Acceptance and Order ITEM TWO EXECUTION OF A CONTRACT Situation 1 Payment Situation 2 Packing Situation 3 Shipment Situation 4 Insurance Situation 5 Claims and Adjustments PROFESSIONAL QUALIFICATION CERTIFICATION Appendix 1 Cambridge Business English Certificate (BEC) Appendix 2 China National Business English Certificate Test (NBECT) Appendix 3 National Foreign Trade and Economic Cooperation Test (FTAT) KEY TO THE EXERCISES BIBLIOGRAPHY