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Unit One Job Requirements and the Forms of Business LettersJob Requirements 2

The Forms of Business Letters 5

Summary 10

Exercises 10

Unit Two Establish Business Relations 16

Introduction 16

Business Letters 16

Pattern A of Business Letters 20

Relevant Terms 20

Useful Phrases 21

Summary 21

Exercises 21

Unit Three Credit Inquiry 28

Introduction 28

Business Letters 30

Pattern B of Business Letters 35

Relevant Terms 35

Useful Phrases 35

Summary 35

Exercises 36

Unit Four Enquiries and Replies 42

Introduction 42

Business Letters 43

Pattern C of Business Letters 48

Relevant Terms 48

Useful Phrases 48

Summary 49

Exercises 49

Unit Five Quotations and Pro forma Invoices 54

Introduction 54

Business Letters 54

Pattern D of Business Letters 60

Relevant Terms 60

Useful Phrases 60

Summary 61

Exercises 61

Unit Six Offers,Counter-offers and Re-counter OffersIntroduction 66

Business Letters 67

Pattern E of Business Letters 72

Relevant Terms 72

Useful Phrases 72

Summary 73

Exercises 73

Unit Seven Orders and Their Fulfillment 80

Introduction 80

Business Letters 81

Pattern F of Business Letters 86

Relevant Terms 86

Useful Phrases 86

Summary 87

Exercises 87

Unit Eight Sales Confirmations 92

Introduction 92

Business Letters 93

Pattern G of Business Letters 99

Relevant Terms 99

Useful Phrases 100

Summary 100

Exercises 100

Unit Nine Terms of Payment 118

Introduction 118

Business Letters 120

Pattern H of Business Letters 125

Relevant Terms 125

Useful Phrases 126

Summary 126

Exercises 126

Unit Ten Packing 134

Introduction 134

Business Letters 135

Pattern I of Business Letters 139

Releva nt Terms 140

Useful Phrases 140

Summary 140

Exercises 140

Unit Eleven Insurance 146

Introduction 146

Business Letters 147

Pattern J of Business Letters 152

Relevant Terms 152

Useful Phrases 152

Summary 153

Exercises 153

Unit Twelve Shipping Instructions and Shipping AdviceIntroduction 158

Business Letters 159

Pattern K of Business Letters 163

Relevant Terms 164

Useful Phrases 164

Summary 164

Exercises 165

Unit Thirteen Trade Disputes and Settlement 172

Introduction 172

Business Letters 173

Pattern L of Business Letters 178

Relevant Terms 178

Useful Phrases 178

Summary 179

Exercises 179

Unit Fourteen Sales Promotion 186

Introduction 186

Business Letters 187

Pattern M of Business Letters 192

Relevant Terms 192

Useful Phrases 193

Summary 193

Exercises 193

Unit Fifteen Expos 200

Introduction 200

Business Letters 201

Pattern N of Business Letters 206

Relevant Terms 206

Useful Phrases 206

Summary 206

Exercises 207

AppendixⅠ 网络教育《外贸函电》教学周历 211

AppendixⅡ 网络教育《外贸函电》（本）课程教学大纲 212

AppendixⅢ 网络教育《外贸函电》（本）课程考试大纲 215

AppendixⅣ Commercial Acronyms and Abbreviations 218

AppendixⅤ Key to Exercises 220