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Unit One Business Letter-writing 1

Essentials of Business Letter-writing 1

Layout of Business Letters 2

Envelope Addressing 9

The Tendency of Business Letter-writing 9

The Way to Master Letter-writing skills 10

Examples and Figures 11

Exercises 14

Unit Two Establishing Business Relations 16

The Text 16

Specimen Letters—3 pcs 17

Vocabulary 20

Words & Phrases Commonly Used in Foreign Trade 21

Useful Expressions 23

Exercises 24

Letters for Optional Study—2 pcs 26

Letter-writing Guide 28

Unit Three Status Enquiries 29

The Text 29

Specimen Letters—4 pcs 30

Vocabulary 33

Words & Phrases Commonly Used in Foreign Trade 34

Useful Expressions 36

Exercises 36

Letters for Optional Study—3 pcs 38

Letter-writing Guide 40

Unit Four Enquiries And Replies 42

The Text 42

Specimen Letters—4 pcs 43

Vocabulary 46

Words & Phrases Commonly Used in Foreign Trade 47

Useful Expressions 47

Exercises 48

Letters for Optional Study—2 pcs 49

Letter-writing Guide 50

Unit Five Sending Proforma Invoices 52

The Text 52

Specimen Letters—3 pcs 54

Vocabulary 57

Words & Phrases Commonly Used in Foreign Trade 57

Useful Expressions 59

Exercises 59

Letter for Optional Study—2 pcs 61

Letter-writing Guide 62

Unit Six Telecommunication 63

Part One: Telegrams 63

Examples of Telegram Exchanged 65

Techniques of Composing Telegrams 67

Vocabulary 70

A List of Some Common Abbreviations and Combinations Used in Telegrams 70

Exercises 73

Part Two: Telexes 75

The Structure of a Telex 76

Differences Between Cables and Telexes 77

Rules for Simplifying Words or Phrases Used in Telex Messages 78

Examples of Telex Exchanged 81

Vocabulary 82

Exercises 82

Appendix Ⅰ 84

Appendix Ⅱ 91

Part Three: Fax 108

Unit Seven Quotations, Offers And Counter-offers 111

The Text 111

Specimen Letters—4 pcs 112

Vocabulary 116

Words & Phrases Commonly Used in Foreign Trade 116

Useful Expressions 117

Exercises 118

Letters for Optional Study—2 pcs 120

Letter-writing Guide 121

Unit Eight Sales Promotion 123

The Text 123

Specimen Letters—3 pcs 124

Vocabulary 126

Words and Phrases Commonly Used in Foreign Trade 127

Useful Expressions 129

Exercises 129

Letters for Optional Study—2 pcs 131

Letter-writing Guide 133

Unit Nine Orders And Their Fulfilment 134

The Text 134

Specimen Letters—4 pcs 135

Reply to a Trial Order by Telex 140

Vocabulary 143

Words & Phrases Commonly Used in Foreign Trade 143

Useful Expressions 145

Exercises 146

Letters for Optional Study—3 pcs 148

Letter Writing Guide 150

Unit Ten Terms of Payment 152

Part One: Payment 152

Specimen Letters—2 pcs 153

Vocabulary 160

Words & Phrases Commonly Used in Foreign Trade 160

Useful Expressions 162

Exercises 162

Letters for Optional Study—2 pcs 164

Part Two :Urging Establishment of L/C 166

Specimen Letters—3 pcs 167

Urging Customers to Open L/C by Telex 169

Vocabulary 170

Words & Phrases Commonly Used in Foregin Trade 171

Useful Expressions 172

Exercises 173

Letters for Optional Study—1 pcs 175

Part Three: L/C Amendrtment & Extension 176

Specimen Letters—3 and Telexes—2 pcs 177

Vocabulary 180

Words & Phrases Commonly Used in Foregin Trade 180

Useful Expressions 182

Exercises 183

Letters for Optional Study—2 pcs 186

Letter-writing Guide 188

Unit Eleven Packing 189

The Text 189

Specimen Letters—3 pcs 192

Vocabulary 195

Words & Phrases Commonly Used in Foreign Trade 196

Useful Expressions 197

Exercises 198

Letters for Optional Study—2 pcs 200

Letter-writing Guide 202

Unit Twelve Insurance 203

The Text 203

Specimen Letters—4 pcs 205

Vocabulary 211

Words & Phrases Commonly Used in Foreign Trade 211

Useful Expressions 212

Exercises 213

Letters for Optional Study—2 pcs 215

Letter-writing Guide 217

Unit Thirteen Shipment 218

The Text 218

Specimen Letters—5 pcs 220

Vocabulary 227

Words & Phrases Commonly Used in Foreign Trade 228

Useful Expressions 229

Exercises 230

Letters for Optional Study—5 pcs 232

Letter-writing Guide 236

Unit Fourteen Agencies 237

The Text 237

Specimen Letters—4 pcs 238

Agreements—2 pcs 242

Vocabulary 246

Words & Phrases Commonly Used in Foreign Trade 247

Useful Expressions 248

Exercises 249

Letters for Optional Study—4 pcs 251

Letter-writing Guide 254

Unit Fifteen Complaints And Adjustments 256

The Text 256

Specimen Letters—5 pcs 257

Vocabulary 262

Words & Phrases Commonly Used in Foreign Trade 263

Useful Expressions 264

Exercises 265

Letters for Optional Study—2 pcs 267

Letter-writing Guide 268

Unit Sixteen Joint Venture 270

The Text 270

Specimen Letters—6 pcs 271

Vocabulary 278

Words & Phrases Commonly Used in Foreign Trade 279

Useful Expressions 281

Exercises 282

Joint Venture Contract 284

The Law of the PRC on Joint Ventures Using Chinese & Foreign Investment 292

Guide to Drafting a Joint Venture Contract 305

Unit Seventeen Compensation Trade 307

The Text 307

Specimen Letters—4 pcs 308

Compensation Trade Agreement 312

Vocabulary 315

Words & Phrases Commonly Used in Foreign Trade 315

Useful Expressions 317

Exercises 317

Letters for Optional Study—2 pcs 319

Letter-writing Guide 322

Unit Eighteen Miscellaneous 324

The Text 324

Specimen Letters—5 pcs 325

Vocabulary 330

Words & Phrases Commonly Used in Foreign Trade 330

Useful Expressions 330

Exercises 332

Letters for Optional Study—2 pcs 333

Letter-writing Guide 335