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Unit One Job Requirements and the Forms of Business Letters 1

Part One Job Requirements 1

Part Two The Forms of Business Letters 5

Summary 11

Exercises 11

Unit Two Establish Business Relations 15

Introduction 15

Business Letters 16

Pattern A of Business Letters 20

Relevant Terms 20

Useful Phrases 21

Summary 21

Exercises 21

Unit Three Credit Inquiry 26

Introduction 26

Business Letters 28

Pattern B of Business Letters 33

Relevant Terms 33

Useful Phrases 33

Summary 33

Exercises 34

Unit Four Enquiries and Replies 38

Introduction 38

Business Letters 39

Pattern C of Business Letters 44

Relevant Terms 44

Useful Phrases 44

Summary 44

Exercises 45

Unit Five Quotations and Proforma Invoices 49

Introduction 49

Business Letters 50

Pattern D of Business Letters 55

Relevant Terms 55

Useful Phrases 55

Summary 55

Exercises 56

Unit Six Offers,Counter-offers and Re-counter Offers 60

Introduction 60

Business Letters 61

Pattern E of Business Letters 66

Relevant Terms 66

Useful Phrases 66

Summary 66

Exercises 66

Unit Seven Orders and Their Fulfillment 72

Introduction 72

Business Letters 73

Pattern F of Business Letters 78

Relevant Terms 78

Useful Phrases 78

Summary 78

Exercises 79

Unit Eight Sales Confirmations 83

Introduction 83

Business Letters 84

Pattern G of Business Letters 90

Relevant Terms 91

Useful Phrases 91

Summary 91

Exercises 91

Unit Nine Terms of Payment 108

Introduction 108

Business Letters 110

Pattern H of Business Letters 115

Relevant Terms 115

Useful Phrases 115

Summary 116

Exercises 116

Unit Ten Packing 122

Introduction 122

Business Letters 123

Pattern I of Business Letters 127

Relevant Terms 128

Useful Phrases 128

Summary 128

Exercises 128

Unit Eleven Insurance 132

Introduction 132

Business Letters 133

Pattern J of Business Letters 138

Relevant Terms 138

Useful Phrases 138

Summary 138

Exercises 139

Unit Twelve Shipping Instructions and Shipping Advice 143

Introduction 143

Business Letters 144

Pattern K of Business Letters 148

Relevant Terms 149

Useful Phrases 149

Summary 149

Exercises 150

Unit Thirteen Trade Disputes and Settlement 156

Introduction 156

Business Letters 157

Pattern L of Business Letters 162

Relevant Terms 162

Useful Phrases 162

Summary 163

Exercises 163

Unit Fourteen Sales Promotion 169

Introduction 169

Business Letters 171

Pattern M of Business Letters 176

Relevant Terms 176

Useful Phrases 176

Summary 177

Exercises 177

Unit Fifteen Expos 182

Introduction 182

Business Letters 183

Pattern N of Business Letters 188

Relevant Terms 188

Useful Phrases 188

Summary 188

Exercises 189

Unit Sixteen Flexible Trade(Ⅰ) 194

Introduction 194

Business Letters 195

Pattern O of Business Letters 204

Relevant Terms 205

Useful Phrases 205

Summary 205

Exercises 205

Unit Seventeen Flexible Trade(Ⅱ) 210

Introduction 210

Business Letters 211

Pattern P of Business Letters 218

Relevant Terms 218

Useful Phrases 218

Summary 219

Exercises 219

Unit Eighteen Miscellaneous 224

Introduction 224

Business Documents 225

Relevant Terms 237

Useful Phrases 237

Summary 237

Exercises 237

Appendix Ⅰ Commercial Acronyms and Abbreviations 242

Appendix Ⅱ Key to Exercises 244