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PART 1 Introduction 1

Lesson 1 The Letter is Personal Contact 2

Lesson 2 Business Letter-Writing 6

PART 2 Structure and Styles of Business Letters 9

Lesson 3 The Structure of a Business Letter 10

Lesson 4 The Styles of Business Letters 17

作业（一） 26

PART 3 Credit Inquiries and Replies 28

Lesson 5 Credit Inquiry 29

Lesson 6 Reply to Credit Inquiry 32

Lesson 7 Trade Reference 35

Lesson 8 Credit Information 38

作业（二） 42

PART 4 Establishing Business Relations 43

Lesson 9 An Importer s Self-Introduction 44

Lesson 10 A Letter to a Japanese Exporter 47

Lesson 11 A Reply to the Letter in Lesson 10 50

PART 5 Inquiries and Replies 52

Lesson 12 An Inquiry and the Reply 53

Lesson 13 Asking for Information about Seagull Cameras 55

Lesson 14 Sending Catalogue and Price List 58

Lesson 15 A Specific Inquiry 61

作业（三） 64

PART 6 Offers 65

Lesson 16 An Offer Without Engagement 66

Lesson 17 A Firm Offer 70

Lesson 18 Proforma Invoice 74

Lesson 19 A Voluntary Offer 77

作业（四） 80

PART 7 Orders 81

Lesson 20 An Order 82

Lesson 21 Acknowledging an Order 85

Lesson 22 Confirming an Order 88

PART 8 Telegrams 91

Lesson 23 Sample Telegrams 93

Lesson 24 Composing Telegrams 96

PART 9 Telexes 102

Lesson 25 A Sample Telex 103

Lesson 26 Composing Telex Message 107

作业（五） 111

PART 10 Counteroffers and Replies 112

Lesson 27 A Counter-Offer 117

Lesson 28 Declining a Counter-Offer 117

Lesson 29 Counter-Suggestion to a Counter-Offer 120

Lesson 30 A Counter-Offer and Favourable Reply 122

作业（六） 125

PART 11 Acceptance 126

Lesson 31 A Transaction on Chemical Fertilizer 127

Lesson 32 Acceptance of an Offer of Sugar 131

Lesson 33 Sending Sales Confirmation 134

PART 12 Payment 136

Lesson 34 D/P and D/A 138

Lesson 35 Urging Establishment of Letter of Credit 142

Lesson 36 L/C Amendment 146

Lesson 37 Extension of an L/C 149

作业（七） 152

PART 13 Shipment 153

Lesson 38 Shipping Instructions 154

Lesson 39 Transshipment 157

Lesson 40 Urging Shipment 160

Lesson 41 Shipping Advice 163

作业（八） 165

PART 14 Claims 167

Lesson 42 Claim on Wrong Goods 168

Lesson 43 Reply to the Claim on Wrong Goods 170

Lesson 44 Claim for Shortweight and Inferior Quality 173

Lesson 45 Settlement of the Claim for Shortweight and Inferior Quality 177

附件一 A Sales Confirmation 180

附件二 A Letter of Credit 190

附件三 外贸英语函电课教学大纲 197

附：外贸英语函电课教学实施意见 197

附件四 辅导材料 205

PART 1 Introduction 207

PART 2 Structure and Styles of Business Letters 211

PART 3 Credit Inquiries and Replies 212

PART 4 Establishing Business Relations 216

PART 5 Inquries and Replies 219

PART 6 Offers 223

PART 7 Orders 229

PART 8 Telegrams 232

PART 9 Telexes 236

PART 10 Counteroffers and Replies 240

PART 11 Acceptance 243

PART 12 Payment 247

PART 13 Shipment 251

PART 14 Claims 253

附件五 练习参考答案 255

附件六 自测题 286