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Chapter 1 Business Letter Writing 1

Section Ⅰ Layout of Business Letters 1

1．Essentials of Business Letters 1

2．Miscellaneous Matters 4

3．Envelope Addressing 7

4．Principles for Business Writing 8

Section Ⅱ Styles of Business Letters 10

1．The Blocked Letter Style 10

2．The Indented Letter Style 10

3．The Modified Indented Letter Style 10

Specimens 11

Exercises 13

Remarks 14

Chapter 2 Establishment of Business Relations 16

Section Ⅰ Introduction 16

1．Importance of Business Relations 16

2．Channels for Information of Potential Partners 16

3．Requirements for Writing 17

Section Ⅱ Specimens 17

1．Self-introduction 17

2．A Request for the Establishment of Business Relations and Its Reply 19

3．Transferring Business Relations 20

Useful Expressions 21

Exercises 22

Remarks 24

Chapter 3 Enquiry and Reply 25

Section Ⅰ Introduction 25

1．Classification of Enquiry 25

2．Requirements for Writing 26

Section Ⅱ Specimens 26

1．A General Enquiry and Its Reply 26

2．A Special Enquiry for White Cat Shampoo and Its Reply 28

3．A Status Enquiry and Its Favorable Reply 29

Useful Expression 31

Exercises 32

Remarks 34

Chapter 4 Offers and Counter-offers 35

Section Ⅰ Introduction 35

1．Definitions of Offers and Counter-offers 35

2．Classifications of Offers 36

3．Requirements for Writing 36

Section Ⅱ Specimens 37

1．A Non-firm Offer 37

2．A Firm Offer 38

3．A Bid 39

4．A Counter-offer 40

5．Declining an Offer 41

Useful Expressions 42

Exercises 44

Remarks 46

Chapter 5 Acceptance and Order Fulfillment 47

Section Ⅰ Introduction 47

1．Confirmation of Acceptance 47

2．Conditions of Acceptance 47

3．Orders 48

4．Requirements for Order Writing 49

Section Ⅱ Specimens 50

1．Sending a Repeat Order 50

2．Sending an S/C 51

3．Conclusion of a Purchase 53

4．Confirming an Order 54

5．Confirmation of a Transaction 55

Useful Expressions 56

Exercises 58

Remarks 60

Chapter 6 Opening and Amending the Letter of Credit 61

Section Ⅰ Introduction 61

1．The Definition of the L/C 61

2．The Classification of the L/C 61

3．The Characteristics of the L/C 63

4．The Flowchart of the L/C 63

5．The Amendment of the L/C 64

Section Ⅱ Specimens 66

1．Urging Opening of an L/C 66

2．Amending an L/C 67

3．Asking for the Extension of an L/C 68

Useful Expressions 69

Exercises 70

Remarks 72

Chapter 7 Terms of Payment 74

Section Ⅰ Introduction 74

1．Instruments of Payment 74

2．Modes of Payment 75

Section Ⅱ Specimens 76

1．Asking for the D/P Payment 76

2．Modifying Terms of Payment 77

3．A Reply to the Above Letter 78

Useful Expressions 79

Exercises 80

Remarks 81

Chapter 8 Package and Shipment 84

Section Ⅰ Introduction 84

1．Classifications of Package 84

2．Marks of Package 85

3．Modes of Shipment 86

4．Shipping Documents 87

Section Ⅱ Specimens 87

1．Informing Shipment 87

2．Urging Shipment 88

3．Advice of Partial Shipment and Trans-shipment 89

4．Asking for Container Shipment 90

Useful Expressions 90

Exercises 92

Remarks 94

Chapter 9 Insurance,Commodity Inspection and Arbitration 96

Section Ⅰ Introduction 96

1．Insurance 96

2．Commodity Inspection 99

3．Arbitration 101

4．Requirements for Writing 102

Section Ⅱ Specimens 104

1．Asking for CIF Terms 104

2．Asking for the Additional Insurance 105

3．Insurance Clause 106

4．Asking about the Inspection 107

5．A Reply to Inspection Letters 107

6．A Request for the Arbitration 108

7．A Reply to the Arbitration 109

Useful Expressions 110

Exercises 111

Remarks 114

Chapter 10 Complaints and Claims 116

Section Ⅰ Introduction 116

1．Types of Complaints 117

2．Rules about Dealing with Complaints 117

3．Requirements for Writing 117

Section Ⅱ Specimens 118

1．Complaints about Poor Packing 118

2．Claims for Short Weight 120

3．Settlements of Claims 121

4．Claims Rejected 122

Useful Expressions 124

Exercises 125

Remarks 127

Chapter 11 Agency and Consignment 129

Section Ⅰ Agency 129

1．General Concept 129

2．Kinds of Agents 130

3．Contents of an Agency Agreement 130

4．Specimens 130

Section Ⅱ Consignment 134

1．General Concept 134

2．Feature and Function 134

3．Consignment Pact 134

Useful Expressions 136

Exercises 138

Remarks 139

Chapter 12 Joint Venture 142

Section Ⅰ Introduction 142

1．Definition of Joint Venture 142

2．Identification of Joint Venture 143

3．Function of Joint Venture 143

4．Drawbacks of Joint Venture 144

Section Ⅱ Specimens 145

1．Asking for Joint Venture Details and Its Reply 145

2．Consulting Establishment of Joint Venture 147

3．Inquiring about Preferential Treatment 148

Useful Expressions 149

Exercises 151

Chapter 13 Other Trade Modes 152

Section Ⅰ Compensation Trade 152

1．Concepts 152

2．Functions 153

3．Characteristics 153

Section Ⅱ Tender and Auction 153

1．The Invitation to Tenders and Submissions of Tenders 154

2．Auctions 154

Section Ⅲ Assembling and Processing 155

1．Concepts 155

2．Functions 156

Section Ⅳ Specimens 157

1．The Invitation for Compensation Trade 157

2．The Invitation to Bid 158

3．Processing Trade and Its Reply 159

Useful Expressions 161

Exercises 162

Remarks 164

Chapter 14 Electronic Communication 171

Section Ⅰ Telegrams 171

1．Confirmation of Telegrams 171

2．Structures of Telegrams 172

3．Kinds of Telegrams 172

4．Charges of Telegrams 173

5．Techniques of Drafting Telegrams 173

6．Specimens 175

Section Ⅱ Telex 175

1．Comparison with Telegrams 176

2．Specimens 176

Section Ⅲ Fax 177

1．Advantages of a Fax 177

2．Features of a Fax 178

3．Structure of a Fax 178

4．Specimens 178

Section Ⅳ E-mail 180

1．Layout of the E-mail 180

2．Specimens 181

Exercises 181

Chapter 15 Trade Documents 183

Section Ⅰ Introduction 183

1．Roles of Documentation 183

2．Major Documents 184

Section Ⅱ Specimens 190

1．A Purchase Order 190

2．A Commercial Invoice 191

3．A Draft(Bill of Exchange) 192

4．A Bill of Lading 193

5．A Packing List 194

6．An Insurance Certificate 195

7．A Certificate of Origin 196

8．A Custom Declaration Form 197

9．An Inspection Certificate 199

10．Import and Export Licenses 200

Useful Expressions 201

Exercises 203

Remarks 207

Key 209

Appendix Ⅰ 常用国际贸易词汇 232

APPendix Ⅱ 常用经贸英语略语表 237

参考文献 245