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Chapter One　Introduction（导论） 3

Chapter Two　The Layout of Business Letters（商务信函的格式） 6

Section 1　Introduction 6

Section 2　Language Style 7

Section 3　Format of Business Letters 12

Section 4　Layout of the Common Blocked Lines for Business Letters 17

Section 5　Addressing Envelopes 23

Chapter Three　Establishment of Business Relations and Credit Status Enquiries（建立业务关系和资信调查） 27

Section 1　Establishment of Business Relations 27

Section 2　Credit Status Enquiries 32

Section 3　Useful Expressions 40

Chapter Four　Enquiry and Offer（询价和报盘） 44

Section 1　Enquiry 44

Section 2　Guidelines for Writing Enquiries 45

Section 3　Reply to Enquiries:Offer 46

Section 4　Important Notes on an Offer 47

Section 5　Guidelines for Replying to Enquiries 50

Section 6　Specimen Letters 55

Section 7　Useful Expressions 62

Chapter Five　Response to Offers（回应报价） 66

Section 1　Declining an Offer 66

Section 2　Guidelines for Declining an Offer 66

Section 3　Conditional Acceptance:Counter-offer 67

Section 4　Guidelines for Writing Counter-offer Letters 68

Section 5　Entire Acceptance 70

Section 6　Guidelines for Writing Acceptance Letters 71

Section 7　Specimen Letters 73

Section 8　Useful Expressions 79

Chapter Six　Order Placing ＆ Replies to Orders（下订单及对订单的回应） 84

Section 1　Introduction 84

Section 2　How to Place an Order 87

Section 3　Confirmation of an Order 93

Section 4　Useful Expressions 99

Chapter Seven　International Business Contract（国际商务合同） 103

Section 1 A Brief Introduction to International Business Contract 103

Section 2　The Contract Heading 106

Section 3　The Recitals 108

Section 4　The Main Body of a Contract 110

Section 5　The Validation of a Contract 119

Section 6　Specimens of Contract 122

Section 7　Useful Expressions 138

Chapter Eight　Terms of Payment（支付条款） 139

Section 1　Payment Instruments 139

Section 2　Method of Payment 142

Section 3　SPecimen Letters 147

Section 4　Useful Expressions 151

Chapter Nine　Letter of Credit（信用证） 155

Section 1　Introduction 155

Section 2　Parties in a Letter of Credit 158

Section 3　Contents of a Letter of Credit 160

Section 4　Categories of Letters of Credit 161

Section 5　Basic Documentary Procedure of L/C 168

Section 6　Characteristics of Settlement by L/C 174

Section 7　Payment Terms in the Contract 175

Section 8　Specimens of L/C 181

Section 9　Specimen Letters Concerning L/C 190

Section 10　Useful Expressions 197

Chapter Ten　Shipment and Ocean Bill of Lading（B/L）（装运及海运提单） 201

Section 1　Ocean Transport 201

Section 2　Terms of Shipment in the Contract and the Covering L/C 205

Section 3　Types of Ocean Bill of Lading 209

Section 4　Contents of Ocean B/L and Its Making 212

Section 5　Specimen Letters 221

Section 6　Useful Expressions 228

Chapter Eleven　Packing（包装） 231

Section 1　The Importance of Packing in Foreign Trade 231

Section 2　Packing Terms in Foreign Trade 232

Section 3　Different Kinds of Transportation Packing and Their Packaging Containers 234

Section 4　Packing Marks 237

Section 5　Packing List ＆ Weight List 240

Section 6　Specimen Letters 243

Section 7　Useful Expressions 246

Chapter Twelve　Insurance（保险） 249

Section 1 Insurance in Foreign Trade 249

Section 2 Marine Insurance 249

Section 3　Types of Coverage 251

Section 4　Effecting Insurance 254

Section 5　Specimen Letters 256

Section 6　Useful Expressions 258

Chapter Thirteen　Complaints,Disputes and Claims（投诉、争议与索赔） 261

Section 1　Definition of Complaints,Disputes and Claims 261

Section 2　Different Types of Complaints,Disputes and Claims 261

Section 3　Specimen Letters 262

Section 4　Useful Expressions 270

Chapter Fourteen　Agency（代理） 273

Section 1　Introduction 273

Section 2　Relations between Principal and Agent 274

Section 3　What to Be Covered in Agency Agreement 274

Section 4　Specimen Letters 278

Section 5　Useful Expressions 281

Chapter Fifteen　Quality Terms（质量条款） 285

Section 1　Introduction 285

Section 2　Means to Express Quality 285

Section 3　Terms of Quality 289

Section 4　Quality Guarantee 291

Section 5　Specimen Letters 294

Section 6　Useful Expressions 299

Chapter Sixteen　Quantity Terms（数量条款） 301

Section 1　The Importance of Quantity Clause 301

Section 2　Units of Measures and Weights 301

Section 3　The Calculation of the Weight of Goods 303

Section 4　The Application of Quantity Terms 304

Section 5　Specimen Letters 307

Section 6　Useful Expressions 308

Chapter Seventeen　Commodity Categorization and Price Terms（商品分类和价格条款） 310

Section 1 Categorization of Trading Commodities 310

Section 2　Survey on International Trade Practice 317

Section 3　Price Terms Commonly Used in International Trade 319

Section 4　Specimen Letters 327

Section 5　Useful Expressions 329

Chapter Eighteen　Business Fax and E-mail Writing（商务传真和电子邮件写作） 333

Section 1 Introduction 333

Section 2　Fax 334

Section 3　E-mail 341

Section 4　Useful Expressions 351

Chapter Nineteen　Documentation in International Trade（外贸单证） 355

Section 1 Introduction 355

Section 2　Kinds of International Trading Documents 356

Section 3　Issues Concerning Documents 358

Section 4　Specimens 360

Section 5　Useful Expressions 369

PART TWO 375

Exercises 375

Key to Exercises 427

Reference 472

后记 477