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Chapter 1 Introduction 1

Ⅰ．Introduction 1

Ⅱ．Principles of business letter writing 1

Ⅲ．Structure of business letters 5

Ⅳ．Layout of business letters 12

Ⅴ．Envelop addressing 17

Ⅵ．The E-mail 19

Ⅶ．Business Fax 22

Chapter 2 Establishing Business Relations 26

Unit 1 Establishing Business Relations 26

Lesson 1 Request for the Establishment of Business Relations 27

Lesson 2 Reply to the Above Letter 30

Unit 2 Status Enquiries 38

Lesson 1 Status Enquiries 39

Lesson 2 Reply to the Above Letter 40

Chapter 3 Negotiation of a contract 48

Unit 1 Enquiries And Replies 48

Lesson 1 A General Enquiry 49

Lesson 2 A Specific Enquiry 52

Unit 2 Proforma Invoice 58

Lesson 1 Asking for Proforma Lnvoice 62

Lesson 2 Sending Proforma Invoice 64

Unit 3 Quotations and Offers 68

Lesson 1 A Firm Offer 69

Lesson 2 A Non-Firm Offer 71

Unit 4 Counter-offers and Acceptance 78

Lesson 1 A Counter-Offer 78

Lesson 2 Reply to the Above 83

Unit 5 Sales Promotion 89

Lesson 1 Sales letter 90

Lesson 2 The Reviver 91

Lesson 3 A Follow-up Letter 91

Chapter 4 Conclution of business 96

Unit 1 Orders and Their Fulfillment 96

Lesson 1 An Order 98

Lesson 2 An Initial Order 105

Lesson 3 Repeat Order 108

Lesson 4 Duplicate Order 111

Unit 2 Signing a Contract 118

Lesson 1 Conclusion of business 118

Lesson 2 Sending a Sales Contract 119

Lesson 3 Counter-signature 122

Chapter 5 Conditions of a contract 126

Unit 1 Packing 127

Lesson 1 Packing ＆ Shipping Marks 127

Lesson 2 Reply to the Buyer's Packing Instruction 133

Lesson 3 Claim for Improper Packing 134

Unit 2 Shipment 141

Lesson 1 Ask for an Amendment to Shipment Terms 143

Lesson 2 Partial shipment ＆ Transshipment 144

Lesson 3 Shipping instruction 145

Lesson 4 Urging Shipment Letters 147

Lesson 5 Shipping Adivice 149

Unit 3 Insurance 158

Lesson 1 effection insurance for the Buyer 158

Lesson 2 the Reply to the Exporter 161

Lesson 3 the Letter from the Insured to the insurer 164

Lesson 4 the Reply of the Insurance Company 165

Lesson 5 Asking for Excessive Insurance 166

Lesson 6 Open Policy Insurance 167

Unit 4 Payment 173

Lesson 1 Remittance 174

Lesson 2 Collection 176

Lesson 3 Letter of Credit 181

Unit 5 Complaint and Adjustments 201

Lesson 1 Claim for Late Delivery 202

Lesson 2 Claim for Wrong Goods 205

Lesson 3 Claim on Inferior Quality 206

Lesson 4 Claim on Damaged Goods 207

Lesson 5 Claim on Short Weight 209

Chapter 6 Modes of Trade 218

Unit 1 Agency 218

Lesson 1 Asking to Be a Sole Agent 219

Lesson 2 Appointing Agent 220

Lesson 3 Confirming the Terms of Agency 220

Unit 2 Processing ＆ Assembling Trade 230

Lesson 1 The Invitation for Processing Trade 231

Lesson 2 Reply for The Invitation for Processing Trade 231

Unit 3 Compensation Trade 239

Unit 4 Joint Venture 247

Lesson 1 Asking for Joint Venture Details 248

Lesson 2 the reply to the above 248

Unit 5 Technology Transfer 260

Lesson 1 Asking for Technology Transfer 261

Lesson 2 the reply to the above 261

Unit 6 Invitation to Bid 277

Chapter 7 Miscellaneous Correspondence 281

Unit 1 Ordinary Inter-Company Correspondence 281

Lesson 1 Letters of invitation 282

Lesson 2 Letters of thanks 284

Lesson 3 Congratulation letter 285

Lesson 4 Letters of apology 286

Lesson 5 Letters of Appointments 288

Lesson 6 Letters of Announcements 289

Lesson 7 Letters of requests 290

Lesson 8 Reminders 291

Lesson 9 Visits 291

Unit 2 Employment 298

Lesson 1 Application letters 298

Lesson 2 Resume/CV 301

Lesson 3 Other employment letters 302

参考文献 311