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Chapter 1 Business Letter Writing1

Section Ⅰ Layout of Business Letters1

1．Essentials of Business Letters1

2．Miscellaneous Matters4

3．Envelope Addressing7

4．Principles for Business Writing8

Section Ⅱ Styles of Business Letters10

1．The Blocked Letter Style10

2．The Indented Letter Style10

3．The Modified Indented Letter Style10

Specimens11

Exercises13

Remarks14

Chapter 2 Establishment of Business Relations16

Section Ⅰ Introduction16

1．Importance of Business Relations16

2．Channels for Information of Potential Partners16

3．Requirements for Writing17

Section Ⅱ Specimens17

1．Self-introduction17

2．A Request for the Establishment of Business Relations and Its Reply19

3．Transferring Business Relations20

Useful Expressions21

Exercises22

Remarks24

Chapter 3 Enquiry and Reply25

Section Ⅰ Introduction25

1．Classification of Enquiry25

2．Requirements for Writing26

Section Ⅱ Specimens26

1．A General Enquiry and Its Reply26

2．A Special Enquiry for White Cat Shampoo and Its Reply28

3．A Status Enquiry and Its Favorable Reply29

Useful Expression31

Exercises32

Remarks34

Chapter 4 Offers and Counter-offers35

Section Ⅰ Introduction35

1．Definitions of Offers and Counter-offers35

2．Classifications of Offers36

3．Requirements for Writing36

Section Ⅱ Specimens37

1．A Non-firm Offer37

2．A Firm Offer38

3．A Bid39

4．A Counter-offer40

5．Declining an Offer41

Useful Expressions42

Exercises44

Remarks46

Chapter 5 Acceptance and Order Fulfillment47

Section Ⅰ Introduction47

1．Confirmation of Acceptance47

2．Conditions of Acceptance47

3．Orders48

4．Requirements for Order Writing49

Section Ⅱ Specimens50

1．Sending a Repeat Order50

2．Sending an S/C51

3．Conclusion of a Purchase53

4．Confirming an Order54

5．Confirmation of a Transaction55

Useful Expressions56

Exercises58

Remarks60

Chapter 6 Opening and Amending the Letter of Credit61

Section Ⅰ Introduction61

1．The Definition of the L/C61

2．The Classification of the L/C61

3．The Characteristics of the L/C63

4．The Flowchart of the L/C63

5．The Amendment of the L/C64

Section Ⅱ Specimens66

1．Urging Opening of an L/C66

2．Amending an L/C67

3．Asking for the Extension of an L/C68

Useful Expressions69

Exercises70

Remarks72

Chapter 7 Terms of Payment74

Section Ⅰ Introduction74

1．Instruments of Payment74

2．Modes of Payment75

Section Ⅱ Specimens76

1．Asking for the D/P Payment76

2．Modifying Terms of Payment77

3．A Reply to the Above Letter78

Useful Expressions79

Exercises80

Remarks81

Chapter 8 Package and Shipment84

Section Ⅰ Introduction84

1．Classifications of Package84

2．Marks of Package85

3．Modes of Shipment86

4．Shipping Documents87

Section Ⅱ Specimens87

1．Informing Shipment87

2．Urging Shipment88

3．Advice of Partial Shipment and Trans-shipment89

4．Asking for Container Shipment90

Useful Expressions90

Exercises92

Remarks94

Chapter 9 Insurance,Commodity Inspection and Arbitration96

Section Ⅰ Introduction96

1．Insurance96

2．Commodity Inspection99

3．Arbitration101

4．Requirements for Writing102

Section Ⅱ Specimens104

1．Asking for CIF Terms104

2．Asking for the Additional Insurance105

3．Insurance Clause106

4．Asking about the Inspection107

5．A Reply to Inspection Letters107

6．A Request for the Arbitration108

7．A Reply to the Arbitration109

Useful Expressions110

Exercises111

Remarks114

Chapter 10 Complaints and Claims116

Section Ⅰ Introduction116

1．Types of Complaints117

2．Rules about Dealing with Complaints117

3．Requirements for Writing117

Section Ⅱ Specimens118

1．Complaints about Poor Packing118

2．Claims for Short Weight120

3．Settlements of Claims121

4．Claims Rejected122

Useful Expressions124

Exercises125

Remarks127

Chapter 11 Agency and Consignment129

Section Ⅰ Agency129

1．General Concept129

2．Kinds of Agents130

3．Contents of an Agency Agreement130

4．Specimens130

Section Ⅱ Consignment134

1．General Concept134

2．Feature and Function134

3．Consignment Pact134

Useful Expressions136

Exercises138

Remarks139

Chapter 12 Joint Venture142

Section Ⅰ Introduction142

1．Definition of Joint Venture142

2．Identification of Joint Venture143

3．Function of Joint Venture143

4．Drawbacks of Joint Venture144

Section Ⅱ Specimens145

1．Asking for Joint Venture Details and Its Reply145

2．Consulting Establishment of Joint Venture147

3．Inquiring about Preferential Treatment148

Useful Expressions149

Exercises151

Chapter 13 Other Trade Modes152

Section Ⅰ Compensation Trade152

1．Concepts152

2．Functions153

3．Characteristics153

Section Ⅱ Tender and Auction153

1．The Invitation to Tenders and Submissions of Tenders154

2．Auctions154

Section Ⅲ Assembling and Processing155

1．Concepts155

2．Functions156

Section Ⅳ Specimens157

1．The Invitation for Compensation Trade157

2．The Invitation to Bid158

3．Processing Trade and Its Reply159

Useful Expressions161

Exercises162

Remarks164

Chapter 14 Electronic Communication171

Section Ⅰ Telegrams171

1．Confirmation of Telegrams171

2．Structures of Telegrams172

3．Kinds of Telegrams172

4．Charges of Telegrams173

5．Techniques of Drafting Telegrams173

6．Specimens175

Section Ⅱ Telex175

1．Comparison with Telegrams176

2．Specimens176

Section Ⅲ Fax177

1．Advantages of a Fax177

2．Features of a Fax178

3．Structure of a Fax178

4．Specimens178

Section Ⅳ E-mail180

1．Layout of the E-mail180

2．Specimens181

Exercises181

Chapter 15 Trade Documents183

Section Ⅰ Introduction183

1．Roles of Documentation183

2．Major Documents184

Section Ⅱ Specimens190

1．A Purchase Order190

2．A Commercial Invoice191

3．A Draft(Bill of Exchange)192

4．A Bill of Lading193

5．A Packing List194

6．An Insurance Certificate195

7．A Certificate of Origin196

8．A Custom Declaration Form197

9．An Inspection Certificate199

10．Import and Export Licenses200

Useful Expressions201

Exercises203

Remarks207

Key209

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