1. 向顾客推销商品

　　Dear Sirs: May 1, 2001

　　 Inquiries
regarding our new product, the Deer Mountain Bike, have been coming in from all
parts of the world. Reports from users confirm what we knew before it was put on
the market - that it is the best mountain bike available. Enclosed is our
brochure.

　　Yours faithfully

　　2. 提出询价

　　Dear Sirs:
Jun.1, 2001

　　We received your promotional letter and brochure today. We
believe that your would do well here in the U.S.A. Kindly send us further
details of your prices and terms of sale. We ask you to make every effort to
quote at competitive prices in order to secure our business. We look forward to
hearing from you soon..

　　Truly

　　3. 迅速提供报价

　　Gentlemen:
June 4, 2001

　　Thank you for your inquiry of June the 1st concerning the
Deer Mountain Bike. It gives us great pleasure to send along the technical
information on the model together with the catalog and price list. After
studying the prices and terms of trade, you will understand why we are working
to capacity to meet the demand. We look forward to the opportunity of being of
service of you.

　　4. 如何讨价还价

　　Gentlemen: June 8, 2001

　　We have received your price lists and have studied it carefully.
However, the price level in your quotation is too high for this market, If you
are prepared to grant us a discount of 10% for a quantity of 200, we would agree
to your offer. You should note that some price cut will justify itself by an
increase in business. We hope to hear from you soon.

　　Yours truly

　　5-1 同意进口商的还价

　　Dear Sirs: June 12, 2001

　　Thank you
for your letter of June the 8th. We have accepted your offer on the terms
suggested. Enclosed our will find a special price list that we believe will meet
your ideas of prices. You should note that the recent advances in raw materials
have affected the cost of this product unfavorably. However, for your order we
have kept our prices down.

　　Sincerely

　　5-2 拒绝进口商的还价

　　Dear Sirs: June 12, 2001

　　 Thank you for your letter of June
the 8th. We regret that we cannot meet your terms. We must point out that the
falling market here leaves us little or no margin of profit. We must ask you for
a keener price in respect to future orders. At present the best discount offered
for a quantity of 200 is 5%. Our current situation leaves us little room to
bargain. We hope you will reconsider the offer.

　　Truly

　　 6.
正式提出订单

　　Gentlemen: June 15, 2001

　　We have discussed your offer
of 5% and accept it on the terms quoted. We are prepared to give your product a
trial, provided you can guarantee delivery on or before the 20th of September.
The enclosed order is given strictly on this condition. We reserve the right of
refusal of delivery and/or cancellation of the order after this date
Truly

　　7. 确认订单

　　Gentlemen: June 20, 2001

　　Thank you very
much for your order of June 15 for 200 Deer Mountain Bikes. We will make every
possible effort to speed up delivery. We will advise you of the date of
dispatch. We are at your service at all times.

　　Sincerely

　　8.
请求开立信用证

　　Gentlemen: June 18, 2001

　　Thank you for your order
No. 599. In order to execute it, please open an irrevocable L/C for the amount
of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon
arrival of the L/C we will pack and ship the order as requested.

　　Sincerely

　　9. 通知已开立信用证

　　Dear Sirs: June 24, 2001

　　Thank you for your letter of June 18 enclosing details of your terms.
According to your request for opening an irrevocable L/C, we have instructed the
Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor,
valid until Sep. 20. Please advise us by fax when the order has been executed.

　　Sincerely

　　10. 请求信用证延期

　　Gentlemen： Sep. 1, 2001

　　 We are sorry to report that in spite of our effort, we are unable to
guarantee shipment by the agreed date due to a strike at our factory. We are
afraid that your L/C will be expire before shipment. Therefore, please explain
our situation to your customers and secure their consent to extend the L/C to
Sept.30.

　　Sincerely

　　11. 同意更改信用证

　　 Gentlemen: Sept.
5, 2001

　　We received your letter today and have informed our customers
of your situation. As requested, we have instructed the Beijing City Commercial
Bank to extend the L/C up to and including September 30. Please keep us abreast
of any new development.