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UNIT 1 FUNDAMENTALS OF BUSINESS LETTER WRITING1

Lead-in1

1．Principles of Business Letter Writing1

2．Layout of A Business Letter4

3．The Main Parts of A Business Letter4

4．Miscellaneous Matters7

5．How to Address an Envelope13

Exercises16

UNIT 2 ESTABLISHMENT OF BUSINESS RELATIONS17

Lead-in17

Specimen Letter 1 A Request to Establish Business Relations18

Specimen Letter 2 Asking for Establishing Business Relations(1)20

Specimen Letter 3 Asking for Establishing Business Relations(2)22

Specimen Letter 4 Reply to the Letter of Establishing Business Relations(1)23

Specimen Letter 5 Reply to the Letter of Establishing Business Relations(2)24

Specimen Letter 6 Asking to Provide Sales Agency Service25

Specimen Letter 7 Try to Resume the Old Business Relations26

Useful Sentences27

Letter-writing Guide29

Exercises30

UNIT 3 INQUIRIES AND REPLIES33

Lead-in33

Specimen Letter 1 Make an Inquiry after Reading an Advertisement34

Specimen Letter 2 Customers Interested in the Displayed Products36

Specimen Letter 3 Asking for the Catalogue and Price List37

Specimen Letter 4 Sending Catalogues and Price Lists39

Specimen Letter 5 Asking for Quotations41

Specimen Letter 6 Reply to the Inquiry42

Useful Sentences44

Letter-writing Guide45

Exercises47

UNIT 4 OFFERS AND COUNTER-OFFERS50

Lead-in50

Specimen Letter 1 Make an Offer Based on Enquiry51

Specimen Letter 2 Counter-offer55

Specimen Letter 3 Reject the Price Reduction60

Specimen Letter 4 Make a Concession61

Specimen Letter 5 Accept the Counter-offer62

Useful Sentences63

Letter-writing Guide64

Exercise66

UNIT 5 ORDERS AND FULFILLMENT OF ORDERS69

Lead-in69

Specimen Letter 1 Making A Trial Order69

Specimen Letter 2 Enclosing an Order Form71

Specimen Letter 3 Place an Order73

Specimen Letter 4 Decline an Order74

Specimen Letter 5 Confirm an Order76

Specimen Letter 6 Confirm a Repeat Order78

Specimen Letter 7 Recommendation of a Substitute79

Useful Sentences81

Letter-writing Guide82

Exercises84

UNIT 6 SALES PROMOTION87

Lead-in87

Specimen Letter 1 Introducing Commodities88

Specimen Letter 2 Offering a Discount89

Specimen Letter 3 Sales Promotion Correspondence91

Specimen Letter 4 Comparison of Goods93

Specimen Letter 5 Recommendation of a Substitute95

Specimen Letter 6 Promotion to a Former Client97

Useful Sentences98

Letter-writing Guide99

Exercises100

UNIT 7 TERMS OF PAYMENT103

Lead-in103

Specimen Letter 1 Asking to Establish L/C as the Terms of Payment105

Specimen Letter 2 Advice of Establishment of L/C106

Specimen Letter 3 Asking for Amendment to L/C107

Specimen Letter 4 Ask for Extension of L/C108

Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C109

Specimen Letter 6 Reply to Urging to Establish L/C110

Specimen Letter 7 Request for D/A Payment111

Specimen Letter 8 Urging Establishment of L/C112

Useful Sentences113

Letter-writing Guide115

Exercises117

UNIT 8 PACKING120

Lead-in120

Specimen Letter 1 Buyer's Requirement for Packing and Shipping Marks121

Specimen Letter 2 Negotiation on Packing and Marking124

Specimen Letter 3 Reply to the Packing Instruction125

Specimen Letter 4 Packing Requirement126

Specimen Letter 5 Exporter's Advice of Packing,Shipping Marks and Shipment127

Specimen Letter 6 Claim for Improper Packing128

Useful Sentences129

Letter-writing Guide130

Exercises131

UNIT 9 INSURANCE134

Lead-in134

Specimen Letter 1 Asking for the Premium Rate135

Specimen Letter 2 Reply to an Enquiry of Insurance137

Specimen Letter 3 A Request for Insurance139

Specimen Letter 4 Reply to a Request for Insurance139

Specimen Letter 5 Importer Asks Exporter to Arrange Insurance141

Specimen Letter 6 Insurnce Policy142

Useful Sentences143

Letter-writing Guide143

Exercises145

UNIT 10 SHIPMENT148

Lead-in148

Specimen Letter 1 Asking for Amendment to the Terms of Shipment149

Specimen Letter 2 Giving Shipping Instructions to the Seller150

Specimen Letter 3 Urging an Immediate or Punctual Shipment151

Specimen Letter 4 Sending a Shipping Advice(Reply to Letter 3)152

Specimen Letter 5 Apologizing for the Delay of Shipment(Reply to Letter 3)154

Specimen Letter 6 Notifying the Goods Received154

Specimen Letter 7 Enquiry for Freight and Time of Voyage155

Specimen Letter 8 Reply to Letter 7155

Specimen Letter 9 Enquiry for the Container Service156

Specimen Letter 10 Reply to Letter 9156

Useful Sentences157

Letter-writing Guide158

Exercises159

UNIT 11 COMPLAINTS,CLAIMS AND ADJUSTMENTS163

Lead-in163

Specimen Letter 1 Complaining about the Inferior Materials164

Specimen Letter 2 Adjustment for the Wrong Materials(Reply to Letter 1)165

Specimen Letter 3 Claim on the Damaged or Blemished Goods166

Specimen Letter 4 Adjustment for the Damaged or Blemished Goods(Reply to Letter 3)167

Specimen Letter 5 Complaining about the Wrong Invoice168

Specimen Letter 6 Apologizing for the Wrong Invoice(Reply to Letter 5)169

Specimen Letter 7 Refusal to Claim on Replacement170

Specimen Letter 8 Refusal to Request for Compensafing for the Damaged Material171

Useful Sentences172

Letter-writing Guide173

Exercises175

UNIT 12 AGENCY179

Lead-in179

Specimen Letter 1 Offering to Act as the Sole Agent180

Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent182

Specimen Letter 3 Declining a Request for Sole Agency183

Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement185

Specimen Letter 5 Stating the Main Points for an Agency Agreement186

Specimen Letter 6 Sole Agency Agreement188

Useful Sentences190

Letter-writing Guide192

Exercises194

UNIT 13 SOCIAL LETTERS197

Lead-in197

Specimen Letter 1 Letter of Thanks198

Specimen Letter 2 Letter of Congratulations199

Specimen Letter 3 Letter of Apology200

Specimen Letter 4 Letter of Invitation201

Specimen Letter 5 Letter of Appointment203

Specimen Letter 6 Letter of Complaint204

Exercises205

UNIT 14 BUSINESS CONTRACT208

Lead-in208

Specimen of Sales Confirmation210

Specimen of Sales Contract215

Specimen of Purchase Contract218

Specimen of Sole Agency Agreement222

Specimen of Sales Agency Agreement225

Exercises230

第一单元 商务信函写作的基本知识232

导读232

一、商务信函的写作原则232

二、商务信函的布局234

三、商务信函的主要内容234

四、商务信函的其他内容236

五、信封的写法239

第二单 元建立业务关系的信函240

导读240

样函1 首封请求建立关系函241

样函2 请求建立业务关系（1）241

样函3 请求建立业务关系（2）242

样函4 回复函（1）242

样函5 回复函（2）242

样函6 主动要求提供销售代理服务243

样函7 尝试恢复中断的业务关系243

第三单元 询盘和回复244

导读244

样函1 读到广告后进行的询盘245

样函2 客户对展示的产品感兴趣245

样函3 请求索要产品目录和价目表245

样函4 寄送产品目录和价目表246

样函5 索要报价单246

样函6 对询函的回复246

第四单元 发盘和还盘248

导读248

样函1 根据询盘报盘249

样函2 还盘250

样函3 拒绝减价251

样函4 做出让步251

样函5 接受还盘252

第五单元 订单和订单的履行253

导读253

样函1 试订货253

样函2 随函附寄订货单254

样函3 订购货物254

样函4 拒绝订购255

样函5 确认订单255

样函6 确认重复订单256

样函7 推荐替代品256

第六单元 促销信257

导读257

样函1 介绍商品257

样函2 提供折扣258

样函3 促销信258

样函4 比较商品函259

样函5 推荐替代产品259

样函6 给老顾客的促销信260

第七单元 付款条件261

导读261

样函1 要求使用信用证付款262

样函2 通知开立信用证262

样函3 请求修改信用证263

样函4 请求延期信用证263

样函5 信用证请求延期回复函264

样函6 催开信用证回复函264

样函7 要求承兑交单的付款方式265

样函8 催开信用证265

第八单元 包装266

导读266

样函1 买方对于包装和运输标志的要求267

样函2 洽谈包装和标志267

样函3 对包装要求的回复267

样函4 包装要求268

样函5 出口商通知包装、唛头和装运情况268

样函6 关于包装不当的索赔269

第九单元 保险270

导读270

样函1 询问保险费率271

样函2 回复关于保险的询问271

样函3 要求保险271

样函4 答复保险要求272

样函5 进口商请出口商代办保险272

样函6 保险单273

第十单元 运输274

导读274

样函1 要求修改装运条款函274

样函2 买方给卖方的装运指示函275

样函3 催促尽快或按时装运函275

样函4 发装运通知（对样函3的回复）276

样函5 道歉延迟装运（对样函3的回复）277

样函6 买方通知货已收到277

样函7 询问船期及运费率277

样函8 对样函7的回复278

样函9 询问集装箱服务情况278

样函10 对样函9的回复278

第十一单元 投诉、索赔和调解279

导读279

样函1 投诉货物质量低劣279

样函2 对送错货物的投诉信的回复（对样函1的回复）280

样函3 货物受损或有瑕疵的索赔280

样函4 对货物受损或有瑕疵的投诉信的回复（对样函3的回复）280

样函5 单据有误的投诉281

样函6 对单据有误的投诉信的回复（对样函5的回复）281

样函7 拒绝更换的拒绝函282

样函8 拒绝赔偿损坏材料的要求282

第十二单元 代理283

导读283

样函1 请求做独家代理函284

样函2 同意做独家代理的请求284

样函3 拒绝独家代理请求284

样函4 请求就代理协议进行面谈285

样函5 阐述代理协议的要点285

样函6 独家代理协议286

第十三单元 社交信函288

导读288

样函1 感谢信288

样函2 祝贺信288

样函3 道歉信289

样函4 邀请函289

样函5 约见函289

样函6 投诉函290

第十四单元 贸易合同291

Key to Exercises297

参考文献319