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Part Ⅰ Basic Knowledge of Business Letter Writing 1

Module One Written Communication—An Overview 2

1.Parts of a Business Letter 2

2.Format of Business Letters 7

3.Envelope Addressing 9

4.Language and Tone 10

5.Structuring Communication 11

6.E-mails 12

Key to Intake 15

Part Ⅱ Customers Development ＆ Maintainance 17

Module Two Establishment of Business Relations 18

Specimen Letters for Analysis 22

Specimen Letters for Self-study 30

Key to Intake 37

Output 38

Module Three Inquiries and Replies 40

Specimen Letters for Analysis 42

Specimen Letters for Self-study 47

Key to Intake 55

Output 56

Module Four Making Quotations and Offers 57

Specimen Letters for Analysis 59

Specimen Letters for Self-study 69

Key to Intake 76

Output 77

Part Ⅲ Negotiation ＆ Signing Contracts 79

Module Five Making Counteroffers and Declining Orders 80

Specimen Letters for Analysis 82

Specimen Letters for Self-study 92

Key to Intake 95

Output 96

Module Six Acceptance and Orders 98

Specimen Letters for Analysis 101

Specimen Letters for Self-study 110

Key to Intake 121

Output 122

Module Seven Terms of Payment 124

Specimen Letters for Analysis 132

Specimen Letters for Self-study 139

Key to Intake 142

Output 143

Part Ⅳ Execution of Contracts 145

Module Eight Letter of Credit 146

Specimen Letters for Analysis 151

Specimen Letters for Self-study 164

Key to Intake 167

Output 169

Module Nine Packing and Shipment 173

Specimen Letters for Analysis 176

Specimen Letters for Self-study 185

Key to Intake 193

Output 194

Module Ten Insurance 195

Specimen Letters for Analysis 200

Specimen Letters for Self-study 206

Key to Intake 209

Output 210

Module Eleven Complaint and Claim 211

Specimen Letters for Analysis 216

Specimen Letters for Self-study 222

Key to Intake 229

Output 230