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PART ONE 3

Chapter1 Introduction（绪论） 3

Section1 Definition of Commercial English 3

Section2 How to Write Good Commercial English Letters 4

Chapter2 The Forms Parts of a Commercial Letter（商务信函的格式与组成） 12

Section1 Forms/Styles 12

Section2 The Parts of a Commercial Letter 13

Section1 The Opening of a Commercial Letter 17

Chapter3 The Opening Conclusion of a Commercial Letter（商务信函的开头和结尾） 17

Section2 The Conclusion of a Commercial Letter 19

Chapter4 Letters for Establishing Trade Relations（通过信函建立贸易关系） 23

Section1 The Ways of Seeking Clients Abroad 23

Section2 How to Write to Prospective Clients 24

Chapter5 How to Make an Inquiry（怎样询盘） 27

Chapter6 Quotation/Offer（报价/报盘） 30

Section1 How to Make a Quotation-Response to an Inquiry 30

Section2 Difference Between a Quotation an Offer 33

Section1 Entire Acceptance 35

Chapter7 Response to an Offer/Quotation（回应报价） 35

Section2 Conditional Acceptance/Counter Offer 37

Section3 Offer Declined 38

Chapter8 How to Place an Order（怎样下订单） 41

Chapter9 How to Reply to a Client s Order（怎样回复订单） 47

Section1 Accepting an Order 47

Section2 Acknowledgement Forms of Accepting an Order 47

Section3 When an Order Not Accepted 50

Section4 Useful Sentences for Reference 50

Section1 Types of Agreement or Contract 53

Chapter10 Entering into a Contract（签订合同） 53

Section2 Main Clauses in a Contract 54

Chapter11 Terms of Payment（付款条件） 58

Section1 Different Kinds of Terms of Payment 58

Section2 Ways of Making Payment Through a Bank 60

Section3 Instruments of Payment 61

Section4 Examples of Instruments of Payment in International Trade 62

Section2 The Implication of an L/C 67

Section1 Definition 67

Chapter12 Letter of Credit（L/C）（信用证） 67

Section3 People Concerned in an L/C 68

Section4 The Process of Issuance Operation of an L/C 69

Section5 Examples of an L/C 71

Section6 Classification of L/C 75

Chapter13 Advice of L/C（信用证通知书） 78

Section1 The Importer s Advice to the Exporter 78

Section2 L/C Advice from an Advising Bank 79

Section1 The Importance of L/C Verification 85

Chapter14 The Verification of an L/C（信用证核对） 85

Section2 How to Do the Verification 86

Chapter15 L/C Amendment（更改信用证） 88

Section1 What is L/C Amendment 88

Section2 Examples of L/C Amendment 88

Chapter16 Bills of Exchange（汇票） 95

Section1 What is a Bill of Exchange 95

Section2 People Concerned in a Bill of Exchange 99

Section3 Sight Bill Time Bill 99

Section4 Bill of Remittance 100

Section5 Some Useful Terms，Phrases and Sentences Concerning Bills of Exchange 101

Chapter17 Shipment（装船/装运） 103

Section1 What is Shipment 103

Section2 Effectuation of Shipment 103

Section3 Terms of Shipment 104

Section4 Shipping Advice 106

Section1 Definition of Shipping Documents 109

Section2 The Classification of Shipping Documents 109

Chapter18 Shipping Documents（船运/货运单据） 109

Section3 Some Very Often Seen Shipping Documents 110

Section4 A Sample of Bill of Lading（B/L） 115

Section5 Commodity Inspection Inspection Certificate 119

Chapter19 Packing（包装） 123

Section1 Definition 123

Section2 Different Kinds of Packaging Containers 123

Section3 Packing Marks 124

Section4 Packing List 126

Section6 Container Transportation 128

Section5 Packing in Export Trade 128

Section7 Useful Expressions for Packing 130

Chapter20 Insurance（保险） 132

Section1 Definition 132

Section2 Risks in Foreign Trade 132

Section3 The PICC 133

Section4 Maritime/Marine Insurance 134

Section5 Maritime Losses 135

Section6 Types of Coverage 136

Section7 Effecting Insurance on Cargoes 138

Section8 Some Examples of Correspondence Relating to Marine Insurance 139

Section9 Useful Expressions for Insurance Affairs 140

Chapter21 Complaints，Disputes Claims（投诉，争议与索赔） 143

Section1 Introduction 143

Section2 How to Write a Claim 145

Section3 Sample Letters 146

Section4 Useful Expressions 149

Section1 Introduction 157

Chapter22 Agencies（代理） 157

Section2 Relations Between Principal and Agent 158

Section3 The Rights and Duties of the Entruster/Principal 159

Section4 The Rights and Duties of the Entrusted/Agent 159

Section5 Samples of Correspondence Relation to Agency Relations 160

Section6 Useful Expressions for Agency 162

Chapter23 Quality Terms Descriptions of Samples（质量条款与样品说明书） 164

Section1 Quality Terms 164

Section2 Expressions Relating to Samples and Qualities 165

Chapter24 Quantity Terms（数量条款） 170

Section1 The Kinds of Quantities 170

Section2 The Identification of Quantities 172

Section3 Examples of Quantity Terms Some Useful Expressions 173

Chapter25 Description Catalogues of Commodities（商品种类与商品目录） 174

Section1 The Classification of Commodities 174

Section2 The Use of Catalogues 178

Section1 Foreign Exchange Price Terms 179

Section2 Price Terms 179

Chapter26 Price-terms in Foreign Trade（对外贸易的价格条款） 179

Section3 Price List 181

Section4 Some Useful Expressions for Price Terms 183

Chapter27 Processing Assembling Trade（加工与装配贸易） 185

Section1 Definition 185

Section2 The Positive Role of Processing and Assembling Trade 185

Section3 The Defects of Processing and Assembling Trade 186

Section4 Agreement of Processing and/or Assembling Trade 186

Section5 Some Clauses of Processing Contract 187

Section6 Some Useful Expressions for Processing Assembling Trade 188

Chapter28 Compensation Trade（补偿贸易） 191

Section1 Definition 191

Section2 The Classification of Compensation Trade 192

Section3 The Nature the Role of Compensation Trade 192

Section4 The Limitations of Compensation Trade 194

Section5 The Procedure for Contracting a Compensation Deal 195

Section6 A Sample of Agreement on Compensation Trade 196

Section7 Useful Expressions for Compensation Trade 198

Section1 Definition 202

Chapter29 Joint Venture（合资企业） 202

Section2 The Types Characteristics of Joint Ventures 203

Section3 The Main Contents of a Joint Venture Contract 204

Section4 Useful Expressions for Joint Ventures 228

Section5 A Way of Introducing Foreign Investment 230

Chapter30 E-mail and Faxes for Business Purposes（E-mail 和Faxes在国际商务中的应用） 235

Section1 The Use of E-mail 235

Section2 Some More Guidelines for Using E-mail 236

Section3 The Different Uses of E-mail Business Letters 237

Section4 The Use of Faxes 240

Section5 Some Guidelines for Using Faxes 242

Section6 Differences Similarities Between Faxes Business Letters 242

PART TWO 247

Exercises 247

Key to Exercises 329

Answers to Questions 387

参考文献 404

后记 405