国际商务函电 第2版PDF电子书下载

Unit 1 Fundamentals of Business Letter Writing 1

Lead-in 1

Specimen letter 1 The Semi-indented Style 12

Specimen letter 2 The Blocked Style 13

Exercises 17

Unit 2 Establishment of Business Relations 18

Lead-in 18

Specimen Letter 1 Asking for Establishing Business Relations 19

Specimen Letter 2 Asking for Establishing Business Relations 21

Specimen Letter 3 Asking for Establishing Business Relations 23

Specimen Letter 4 Reply to a Letter of Establishing Business Relations 24

Specimen Letter 5 Reply to a Letter of Establishing Business Relations 26

Specimen Letter 6 Asking to Provide Sales Agency Service 26

Specimen Letter 7 Try to Resume the Old Business Relations 28

Useful Sentences 29

Letter-writing Guide 31

Exercises 32

Unit 3 Inquiries and Replies 35

Lead-in 35

Specimen Letter 1 Make an Inquiry after Reading an Advertisement 36

Specimen Letter 2 Customers Interested in the Displayed Products 38

Specimen Letter 3 Asking for the Catalogue and Price List 40

Specimen Letter 4 Sending Catalogues and Price Lists 41

Specimen Letter 5 Asking for Quotations 43

Specimen Letter 6 Reply to the Inquiry 45

Useful Sentences 47

Letter-writing Guide 48

Exercises 49

Unit 4 Offers and Counter-offers 52

Lead-in 52

Specimen Letter 1 Make an Offer Based on Enquiry:A Firm Offer 53

Specimen Letter 2 Make an often Based on Enquiry:A Non-firm Offer 56

Specimen Letter 3 Counter-offer:Ask for a Price Cut 57

Specimen Letter 4 Counter-offer:Ask for a Smaller Quantity 59

Specimen Letter 5 Counter-offer:Ask for Alternation of Terms of Payment 61

Specimen Letter 6 Reject the Price Reduction 62

Specimen Letter 7 Make a Concession 63

Specimen Letter 8 Accept the Counter-offer 65

Useful Sentences 66

Letter-writing Guide 67

Exercise 68

Unit 5 Orders and Fulfillment of Orders 71

Lead-in 71

Specimen Letter 1 Making a Trial Order 71

Specimen Letter 2 Enclosing an Order Form 73

Specimen Letter 3 Place an Order 76

Specimen Letter 4 Decline an Order 77

Specimen Letter 5 Confirm an Order 79

Specimen Letter 6 Confirm a Repeat Order 81

Specimen Letter 7 Recommendation of a Substitute 83

Useful Sentences 85

Letter-writing Guide 85

Exercises 88

Unit 6 Sales Promotion 90

Lead-in 90

Specimen Letter 1 Introducing Commodities 91

Specimen Letter 2 Offering a Discount 92

Specimen Letter 3 Sales Promotion Correspondence 94

Specimen Letter 4 Comparison of Goods 97

Specimen Letter 5 Recommendation of a Substitute 98

Specimen Letter 6 Promotion to a Former Client 101

Useful Sentences 102

Letter-writing Guide 103

Exercises 104

Unit 7 Terms of Payment 106

Lead-in 106

Specimen Letter 1 Asking to Establish L/C as the Terms of Payment 108

Specimen Letter 2 Advice of Establishment of L/C 109

Specimen Letter 3 Asking for Amendment to L/C 110

Specimen Letter 4 Ask for Extension of L/C 111

Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C 113

Specimen Letter 6 Reply to Urging to Establish L/C 114

Specimen Letter 7 Request for D/A Payment 115

Specimen Letter 8 Urging Establishment of L/C 116

Useful Sentences 117

Letter-writing Guide 119

Exercises 121

Unit 8 Packing 123

Lead-in 123

Specimen Letter 1 Buyer's Requirement for Packing and Shipping Marks 124

Specimen Letter 2 Negotiation on Packing and Marking 127

Specimen Letter 3 Reply to the Packing Instruction 128

Specimen Letter 4 Packing Requirement 129

Specimen Letter 5 Exporter's Advice of Packing,Shipping Marks and Shipment 130

Specimen Letter 6 Claim for Improper Packing 131

Useful Sentences 132

Letter-writing Guide 134

Exercises 135

Unit 9 Insurance 137

Lead-in 137

Specimen Letter 1 Asking for the Premium Rate 138

Specimen Letter 2 Reply to an Enquiry of Insurance 139

Specimen Letter 3 A Request for Insurance 142

Specimen Letter 4 Reply to a Request for Insurance 142

Specimen Letter 5 Importer Asks Exporter to Arrange Insurance 144

Specimen Letter 6 Insurance Policy 145

Useful Sentences 146

Letter-writing Guide 147

Exercises 149

Unit 10 Shipment 151

Lead-in 151

Specimen Letter 1 Asking for Amendment to the Terms of Shipment 152

Specimen Letter 2 Giving Shipping Instructions to the Seller 153

Specimen Letter 3 Urging an Immediate or Punctual Shipment 154

Specimen Letter 4 Sending a Shipping Advice(Reply to Letter 3) 155

Specimen Letter 5 Apologizing for the Delay of Shipment(Reply to Letter 3) 157

Specimen Letter 6 Notifying the Goods Received 157

Specimen Letter 7 Enquiry for Freight and Time of Voyage 158

Specimen Letter 8 Reply to Letter 7 159

Specimen Letter 9 Enquiry for the Container Service 159

Specimen Letter 10 Reply to Letter 9 160

Useful Sentences 161

Letter-writing Guide 162

Exercises 163

Unit 11 Complaints,Claims and Adjustments 166

Lead-in 166

Specimen Letter 1 Complaining about the Inferior Materials 167

Specimen Letter 2 Adjustment for the Wrong Materials(Reply to Letter 1) 168

Specimen Letter 3 Claim on the Damaged or Blemished Goods 169

Specimen Letter 4 Adjustment for the Damaged or Blemished Goods(Reply to Letter 3) 170

Specimen Letter 5 Complaining about the Wrong Invoice 171

Specimen Letter 6 Apologizing for the Wrong Invoice(Reply to Letter 5) 172

Specimen Letter 7 Refusal to Claim on Replacement 173

Specimen Letter 8 Refusal to Request for Compensating for the Damaged Material 174

Useful Sentences 175

Letter-writing Guide 176

Exercises 178

Unit 12 Agency 182

Lead-in 182

Specimen Letter 1 Offering to Act as the Sole Agent 184

Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent 185

Specimen Letter 3 Declining a Request for Sole Agency 187

Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement 189

Specimen Letter 5 Stating the Main Points for an Agency Agreement 190

Specimen Letter 6 Sole Agency Agreement 192

Useful Sentences 194

Letter-writing Guide 196

Exercises 198

Unit 13 Social Letters 200

Lead-in 200

Specimen Letter 1 Letter of Thanks 201

Specimen Letter 2 Letter of Congratulations 202

Specimen Letter 3 Letter of Apology 204

Specimen Letter 4 Letter of Invitation 205

Specimen Letter 5 Letter of Appointment 206

Specimen Letter 6 Letter of Complaint 208

Exercises 209

Unit 14 Business Contract 211

Lead-in 211

Specimen 1 Sales Confirmation 213

Specimen 2 Sales Contract 218

Specimen 3 Purchase Confirmation 221

Specimen 4 Purchase Contract 225

Specimen 5 Sole Agency Agreement 228

Specimen 6 Sales Agency Agreement 232

Exercises 237

第一单元 商务信函写作的基本知识 240

导读 240

样函1 混合式 247

样函2 齐头式 248

第二单元 建立业务关系的信函 249

导读 249

样函1 请求建立业务关系 250

样函2 请求建立业务关系 250

样函3 请求建立业务关系 251

样函4 某建立业务关系请求的回复函 251

样函5 某建立业务关系请求的回复函 252

样函6 主动要求提供销售代理服务 252

样函7 尝试恢复中断的业务关系 252

第三单元 询盘和回复 254

导读 254

样函1 读到广告后进行的询盘 255

样函2 客户对展示的产品感兴趣 255

样函3 请求索要产品目录和价目表 255

样函4 寄送产品目录和价目表 256

样函5 索要报价单 256

样函6 对询函的回复 257

第四单元 发盘和还盘 258

导读 258

样函1 根据询盘报盘：实盘 259

样函2 根据询盘报盘：虚盘 259

样函3 还盘：要求减价 260

样函4 还盘：要求降低数量 260

样函5 还盘：要求改变付款方式 260

样函6 拒绝减价 261

样函7 做出让步 261

样函8 接受还盘 262

第五单元 订单和订单的履行 263

导读 263

样函1 试订货 263

样函2 随函附寄订货单 264

样函3 订购货物 264

样函4 拒绝订购 265

样函5 确认订单 265

样函6 确认重复订单 266

样函7 推荐替代品 266

第六单元 促销信 268

导读 268

样函1 介绍商品 268

样函2 提供折扣 269

样函3 促销信 269

样函4 比较商品函 270

样函5 推荐替代产品 270

样函6 给老顾客的促销信 271

第七单元 付款条件 272

导读 272

样函1 要求使用信用证付款 273

样函2 通知开立信用证 273

样函3 请求修改信用证 274

样函4 请求延期信用证 274

样函5 信用证请求延期回复函 275

样函6 催开信用证回复函 275

样函7 要求承兑交单的付款方式 276

样函8 催开信用证 276

第八单元 包装 277

导读 277

样函1 买方对于包装和运输标志的要求 278

样函2 洽谈包装和标志 278

样函3 对包装要求的回复 278

样函4 包装要求 279

样函5 出口商通知包装、唛头和装运情况 279

样函6 关于包装不当的索赔 280

第九单元 保险 281

导读 281

样函1 询问保险费率 282

样函2 回复关于保险的询问 282

样函3 要求保险 282

样函4 答复保险要求 283

样函5 进口商请出口商代办保险 283

样函6 保险单证明 284

第十单元 运输 285

导读 285

样函1 要求修改装运条款函 285

样函2 买方给卖方的装运指示函 286

样函3 催促尽快或按时装运函 286

样函4 发装运通知（对样函3的回复） 287

样函5 道歉延迟装运（对样函3的回复） 288

样函6 买方通知货已收到 288

样函7 询问船期及运费率 288

样函8 对样函7的回复 289

样函9 询问集装箱服务情况 289

样函10 对样函9的回复 289

第十一单元 投诉、索赔和调解 290

导读 290

样函1 投诉货物质量低劣 290

样函2 对送错货物的投诉信的回复（对样函1的回复） 291

样函3 货物受损或有瑕疵的索赔 291

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） 292

样函5 单据有误的投诉 292

样函6 对单据有误的投诉信的回复（对样函5的回复） 293

样函7 拒绝更换的拒绝函 293

样函8 拒绝赔偿损坏材料的要求 293

第十二单元 代理 295

导读 295

样函1 请求做独家代理函 296

样函2 同意做独家代理的请求 296

样函3 拒绝独家代理请求 296

样函4 请求就代理协议进行面谈 297

样函5 阐述代理协议的要点 297

样函6 独家代理协议 298

第十三单元 社交信函 300

导读 300

样函1 感谢信 300

样函2 祝贺信 300

样函3 道歉信 301

样函4 邀请函 301

样函5 约见函 301

样函6 投诉函 302

第十四单元 贸易合同 303

导读 303

范例1 购货合同 304

范例2 独家代理协议 307

试卷一 309

试卷二 313

Key to Exercises 317