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Module 1 Basic Knowledge of Business Letter Writing 1

1.1 Functions of Business Letters 1

1.2 Forms of Business Letters 2

1.2.1 Full Block Form 2

1.2.2 Modified Block Form with Indented Style 3

1.2.3 Modified Block Form 4

1.2.4 Simplified Form 5

1.3 The Structure of Business Letters 6

1.3.1 Parts of a Business Letter 6

1.3.2 The Ways of Writing All the Above Parts 7

1.3.3 Addressing Envelopes 9

1.4 Writing Principles and Language Features of Business Letters 10

Module 2 Establishing Business Relations 14

2.1 How to Establish Business Relations 14

2.2 How to Write a Letter for Establishing Business 15

2.3 Specimens of Aiming at Establishing Business Relations 15

Module 3 Enquiries and Replies 25

3.1 Guidelines for Writing Enquiry Letters 25

3.2 Forms of Enquiries 26

3.3 Specimens of Enquiries and Replies 26

Module 4 Sales Letters,Firm Offers and Counter-offers 36

4.1 Sales Letters 36

4.1.1 The Purpose of Writing Sales Letters 36

4.1.2 Two Functions of a Sales Letter 37

4.1.3 The Principles of Writing a Sales Letter—AIDA 37

4.1.4 A Specimen of a Sales Letter 37

4.2 Firm Offer ＆ Counter-offer 40

4.2.1 Firm Offer and Non-firm Offer 40

4.2.2 Counter-offer 40

4.2.3 Specimens of Firm Offers and Counter-offers 41

Module 5 Orders 56

5.1 Orders 56

5.1.1 Format of an Order 56

5.1.2 Specimen of Orders 57

5.2 Acknowledgements 61

5.2.1 Forms of Acknowledgements 61

5.2.2 Specimens of Acknowledgements 62

5.3 Specimen of a Sales Contract/Confirmation or Purchase Contract/Confirmation 67

Module 6 Packing 69

6.1 Factors Which influence the Nature of Packing 69

6.2 Functions of Packing 70

6.3 How to Write a Letter on Packing 70

6.4 Specimens of Packing 70

Module 7 Terms of Payment 78

7.1 Three Main Methods of Payment 78

7.2 The Time of Opening an L/C 79

7.3 Specimens of Letter of Credit 79

Module 8 Transport and Insurance 91

8.1 Transport 91

8.1.1 Writing Purpose 91

8.1.2 The Structure and Content of a Letter on Transport 92

8.1.3 Specimens of Transport 92

8.2 Insurance 97

8.2.1 Necessities of Insurance in International Trade 97

8.2.2 Functions of Insurance 98

8.2.3 Various Kinds of Risks 98

8.2.4 The Structure and Content of a Letter on Insurance 98

8.2.5 Specimens of Insurance 99

Module 9 Complaints and Claims 111

9.1 Complaint 111

9.1.1 How to Write a Complaint Letter 112

9.1.2 How to Write Reply to a Complaint Letter 112

9.1.3 Specimens of Complaints 112

9.2 Claim 116

9.2.1 How to Write a Claim Letter 116

9.2.2 How to Reply to Claims 116

9.2.3 Specimens of Claims 116

实训项目参考答案 122

Module 1 Basic Knowledge of Business Letter Writing 122

Module 2 Establishing Business Relations 123

Module 3 Enquiries and Replies 125

Module 4 Sales Letters,Finn Offers and Counter-offers 126

Module 5 Orders 127

Module 6 Packing 128

Module 7 Terms of Payment 129

Module 8 Transport and Insurance 130

Module 9 Complains and Claims 131

参考文献 133