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Contents 1

Unit 1 Elements of a Good Business Letter 1

1 What Is a Good Business Letter? 3

2 The Layout of a Business Letter 5

Exercises 24

Unit 2 Promotion Communications 29

1 What Is a Good Sales Letter? 31

2 Selling a Product 35

3 Selling a Service 38

Exercises 41

Unit 3 Request Letters 45

1 What Is an Effective Request Letter? 47

2 Requesting Detailed Information About an Advertised Product 50

3 Requesting Information About Availability of a Product 53

4 Requesting Information About an Advertised Service 56

5 Requesting Information About Discounts 58

Exercises 61

Unit 4 Response Letters 65

1 Responding to Requests for Detailed Information About an Advertised Product 67

2 Responding to Requests for Information About an Advertised Service 71

3 Responding to Requests for Information About the Availability of a Product or Service 73

Exercises 79

Unit 5 Special Repuest Letters 83

1 Asking for an Appointment 85

2 Asking for Advice 88

3 Asking for Free Products 90

4 Requesting Reproduction Franchise for Commercial Use 93

Exercises 96

Unit 6 Responding to Special Request Letters 101

1 Responding to Requests for an Appointment 103

2 Responding to Requests for Advice 106

3 Responding to Requests for Free Products 109

4 Responding to Requests for Reproduction Privileges for Commercial Use 111

Exercises 115

Unit 7 Letters from Customers to Suppliers(Ⅰ) 119

1 Placing an Order 121

2 Canceling an Order 123

3 Thanking a Supplier for Service 126

4 Complaining About Unsatisfactory Services or Products 129

Exercises 139

Unit 8 Letters from Suppliers to Customers(Ⅰ) 145

1 Informing a Customer About the Shipment of Goods 148

2 Informing a Customer That You Are Unable to Fill His Order 151

3 Thanking a Customer for an Order 154

4 Expressing Gratitude for Support 157

5 Explaining/Apologising for Problems 159

Exercises 176

Unit 9 Letters from Customers to Suppliers(Ⅱ) 181

1 Asking for Permission to Return Purchased Goods 183

2 Asking for Easier Payment Terms 186

Exercises 194

Unit 10 Letters from Suppliers to Customers(Ⅱ) 197

1 Responding to Requests for Permission to Return Purchased Goods 199

2 Responding to Requests Concerning Payment Discount 202

Exercises 211

Unit 11 Collection Letters 215

1 Elements of Persuasion in Collection Letters 217

2 Types of Collection Letters 219

Exercises 230

Unit 12 Interoffice Letters(Memorandums) 233

1 Formal and Informal Memorandums 236

2 Request,Confirmation,and Procedural Memorandums 238

Exercises 247

Unit 13 Employment Communications 251

1 Writing Job Application Letters 253

2 Writing Résumés 255

3 Writing to Job Applicants 259

4 Accepting and Declining a Job Offer 262

Exercises 264

Unit 14 Business Invitation and Responses 267

1 Writing an Invitation 269

2 Making Responses to Invitations 273

Exercises 277

Unit 15 The Writing of Advertisements 281

1 Advertising and English Advertisements 283

2 Linguistic Features of Advertising English 286

3 Practice of Copywriting 301

Exercises 306

Unit 16 Classification and Structure of Business Reports 309

1 Classification of Business Reports 311

2 Basic Elements and Structure of Business Reports 313

Exercises 328

Unit 17 Procedures of Writing a Formal Business Report 333

1 Determining and Defining the Topic 335

2 Collecting Data 336

3 Presenting Findings and Analysing the Report Problem 336

4 Presenting a Conclusion 342

5 Making Recommendations and Anticipating Effects 343

6 Writing Style 344

7 Different Types of Business Reports 348

Exercises 361

Unit 18 Business Contracts 367

1 Types of Business Contracts 369

2 General Principles in Writing and Understanding a Business Contract 377

3 Components of a Business Contract 379

4 Relevant Laws 389

5 Stylistic Features of Business Contracts 391

6 A Sample of a Contract 394

Exercises 404

Keys 405