国际商务函电PDF电子书下载

UNIT 1 FUNDAMENTALS OF BUSINESS LETTER WRITING 1

Lead-in 1

1．Principles of Business Letter Writing 1

2．Layout of A Business Letter 4

3．The Main Parts of A Business Letter 4

4．Miscellaneous Matters 7

5．How to Address an Envelope 13

Exercises 16

UNIT 2 ESTABLISHMENT OF BUSINESS RELATIONS 17

Lead-in 17

Specimen Letter 1 A Request to Establish Business Relations 18

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 Service 25

Specimen Letter 7 Try to Resume the Old Business Relations 26

Useful Sentences 27

Letter-writing Guide 29

Exercises 30

UNIT 3 INQUIRIES AND REPLIES 33

Lead-in 33

Specimen Letter 1 Make an Inquiry after Reading an Advertisement 34

Specimen Letter 2 Customers Interested in the Displayed Products 36

Specimen Letter 3 Asking for the Catalogue and Price List 37

Specimen Letter 4 Sending Catalogues and Price Lists 39

Specimen Letter 5 Asking for Quotations 41

Specimen Letter 6 Reply to the Inquiry 42

Useful Sentences 44

Letter-writing Guide 45

Exercises 47

UNIT 4 OFFERS AND COUNTER-OFFERS 50

Lead-in 50

Specimen Letter 1 Make an Offer Based on Enquiry 51

Specimen Letter 2 Counter-offer 55

Specimen Letter 3 Reject the Price Reduction 60

Specimen Letter 4 Make a Concession 61

Specimen Letter 5 Accept the Counter-offer 62

Useful Sentences 63

Letter-writing Guide 64

Exercise 66

UNIT 5 ORDERS AND FULFILLMENT OF ORDERS 69

Lead-in 69

Specimen Letter 1 Making A Trial Order 69

Specimen Letter 2 Enclosing an Order Form 71

Specimen Letter 3 Place an Order 73

Specimen Letter 4 Decline an Order 74

Specimen Letter 5 Confirm an Order 76

Specimen Letter 6 Confirm a Repeat Order 78

Specimen Letter 7 Recommendation of a Substitute 79

Useful Sentences 81

Letter-writing Guide 82

Exercises 84

UNIT 6 SALES PROMOTION 87

Lead-in 87

Specimen Letter 1 Introducing Commodities 88

Specimen Letter 2 Offering a Discount 89

Specimen Letter 3 Sales Promotion Correspondence 91

Specimen Letter 4 Comparison of Goods 93

Specimen Letter 5 Recommendation of a Substitute 95

Specimen Letter 6 Promotion to a Former Client 97

Useful Sentences 98

Letter-writing Guide 99

Exercises 100

UNIT 7 TERMS OF PAYMENT 103

Lead-in 103

Specimen Letter 1 Asking to Establish L/C as the Terms of Payment 105

Specimen Letter 2 Advice of Establishment of L/C 106

Specimen Letter 3 Asking for Amendment to L/C 107

Specimen Letter 4 Ask for Extension of L/C 108

Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C 109

Specimen Letter 6 Reply to Urging to Establish L/C 110

Specimen Letter 7 Request for D/A Payment 111

Specimen Letter 8 Urging Establishment of L/C 112

Useful Sentences 113

Letter-writing Guide 115

Exercises 117

UNIT 8 PACKING 120

Lead-in 120

Specimen Letter 1 Buyer's Requirement for Packing and Shipping Marks 121

Specimen Letter 2 Negotiation on Packing and Marking 124

Specimen Letter 3 Reply to the Packing Instruction 125

Specimen Letter 4 Packing Requirement 126

Specimen Letter 5 Exporter's Advice of Packing,Shipping Marks and Shipment 127

Specimen Letter 6 Claim for Improper Packing 128

Useful Sentences 129

Letter-writing Guide 130

Exercises 131

UNIT 9 INSURANCE 134

Lead-in 134

Specimen Letter 1 Asking for the Premium Rate 135

Specimen Letter 2 Reply to an Enquiry of Insurance 137

Specimen Letter 3 A Request for Insurance 139

Specimen Letter 4 Reply to a Request for Insurance 139

Specimen Letter 5 Importer Asks Exporter to Arrange Insurance 141

Specimen Letter 6 Insurnce Policy 142

Useful Sentences 143

Letter-writing Guide 143

Exercises 145

UNIT 10 SHIPMENT 148

Lead-in 148

Specimen Letter 1 Asking for Amendment to the Terms of Shipment 149

Specimen Letter 2 Giving Shipping Instructions to the Seller 150

Specimen Letter 3 Urging an Immediate or Punctual Shipment 151

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 Received 154

Specimen Letter 7 Enquiry for Freight and Time of Voyage 155

Specimen Letter 8 Reply to Letter 7 155

Specimen Letter 9 Enquiry for the Container Service 156

Specimen Letter 10 Reply to Letter 9 156

Useful Sentences 157

Letter-writing Guide 158

Exercises 159

UNIT 11 COMPLAINTS,CLAIMS AND ADJUSTMENTS 163

Lead-in 163

Specimen Letter 1 Complaining about the Inferior Materials 164

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

Specimen Letter 3 Claim on the Damaged or Blemished Goods 166

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

Specimen Letter 5 Complaining about the Wrong Invoice 168

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

Specimen Letter 7 Refusal to Claim on Replacement 170

Specimen Letter 8 Refusal to Request for Compensafing for the Damaged Material 171

Useful Sentences 172

Letter-writing Guide 173

Exercises 175

UNIT 12 AGENCY 179

Lead-in 179

Specimen Letter 1 Offering to Act as the Sole Agent 180

Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent 182

Specimen Letter 3 Declining a Request for Sole Agency 183

Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement 185

Specimen Letter 5 Stating the Main Points for an Agency Agreement 186

Specimen Letter 6 Sole Agency Agreement 188

Useful Sentences 190

Letter-writing Guide 192

Exercises 194

UNIT 13 SOCIAL LETTERS 197

Lead-in 197

Specimen Letter 1 Letter of Thanks 198

Specimen Letter 2 Letter of Congratulations 199

Specimen Letter 3 Letter of Apology 200

Specimen Letter 4 Letter of Invitation 201

Specimen Letter 5 Letter of Appointment 203

Specimen Letter 6 Letter of Complaint 204

Exercises 205

UNIT 14 BUSINESS CONTRACT 208

Lead-in 208

Specimen of Sales Confirmation 210

Specimen of Sales Contract 215

Specimen of Purchase Contract 218

Specimen of Sole Agency Agreement 222

Specimen of Sales Agency Agreement 225

Exercises 230

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 Exercises 297

参考文献 319