components of a letter of counter offer。
Chapter 7 Sales Letters
促销信函旨在向选定的客户销售某种商品或服务。通过本章的学习，了解促销信函的基本组成部分，掌握写作促销信函的AIDA原则。
重点：Know what points should be noticed in writing a sales letter；Know how to introduce a commodity to a new customer；Know how to recommend a substitute product
难点：Know how to introduce products；Know how to do sales promotion；Know how to meet a new customer。
Chapter 8 Orders and Acknowledgements
订货信函是买方向卖方发出的订购货物的书面通知。通过本章的学习，了解订货信函的主要内容，掌握此类信函的典型句型和常用表达。
重点：Know what are mainly included in order letters and why and how to confirm them；Know the essential components of a letter to make orders and acknowledgement to them
难点：Know how to write an order letter；Know the essential components of a letter to make orders。
Chapter 9 Payment
支付条款是国际贸易交易中的重要条款。通过本章的学习，要求学生了解各种支付方式、有关支付条款商谈涉及的信函类型及内容。要求学生掌握国际贸易支付中涉及到的专业用语、单据格式和常用语句。
重点：Know the three major modes of payment in international trade；Know how to write a positive answer to the request of payment by D/P；Know how to ask for an easier payment terms and make a relative response；Know how to propose payment by T/T
难点：Know the three major modes of payment in international trade；Know how to ask for an easier payment terms and make a relative response ；Master some specific terms and expressions concerning payment。
Chapter 10 Letter of Credit
信用证是国际贸易支付的主要方式，通过本章的学习，要求学生掌握信用证的格式、专业用语，以及有关信用证开立、修改等信函的写作技巧。
重点：Know the importance of the letter of credit；Understand the main procedures the letter of credit goes through；Know how to urge the establishment of an L/C
难点：Know the meaning of the letter of credit；Understand the main procedures the letter of