商务英语函电PDF电子书下载

Chapter One The Layout of a Business Letter 1

Forms of a Business Letter 1

Chapter Two Establishing and Promoting Business Relations 14

Introduction 14

Lesson 1 Self-introduction 15

Lesson 2 Request for the Establishment of Business Relations 19

Lesson 3 An Invitation to the Guangzhou Fair 22

Introduction 26

Chapter Three Enquiries and Offers 26

Lesson 4 An Enquiry for Chinese Cotton Piece Goods 27

Lesson 5 An Enquiry for Iron Nails 31

Lesson 6 An Offer 34

Lesson 7 A Special Offer 38

Lesson 8 Asking for Proforma Invoice 41

Lesso 9 Urging the Buyer to Accept the Offer 44

Chapter Four Counter-offers 47

Introduction 47

Lesson 10 Counter-offer on Groundnut Kernels 48

Lesson 11 Persuading the Buyer to Accept the Offer 51

Lesson 12 Declining a Counter-offer 54

Chapter Five Orders and Conclusion of Business 57

Introduction 57

Lesson 13 (A) An Order 58

(B) A Repear Order 59

Lesson 14 Sending a Sales Contract 64

Lesson 15 Confirming a Repeat Order 70

Lesson 16 Counter-signature 74

Chapter Six Payment 77

Introduction 77

Lesson 17 (A) Proposing to Pay by 30 Days L/C 78

(B) Reply 78

Lesson 18 Asking for Easier Payment Terms 82

Lesson 19 Modifying Terms of Payment 85

Chapter Seven Establishment of and Amendment to L/C 89

Introduction 89

(B) Advising the Establishment of L/C 90

Lesson 20 (A) Urging Establishment of L/C 90

Lesson 21 (A) Amending L/C to Allow Partial Shipment and Transhipment 95

(B) Making Amendment to L/C 95

Lesson 22 Asking for Extension of L/C 98

Supplement:A Speciment of an L/C 100

Chapter Eight Shipment 105

Introduction 105

Lesson 23 Packing Requirements 106

(B) Shipping Advice 110

Lesson 24 (A) Shipping Instructions 110

Lesson 25 Urging Shipment 114

Supplement:Incoterms 2000-ICC Official Rules for the Interpretation of Trade Terms 116

Chapter Nine Insurance 119

Introduction 119

Lesson 26 Asking for CFR Terms 120

Lesson 27 (A) Reply to a Request for Excessive Insurance 123

(B) Type of Coverage 123

Lesson 28 Covering Insurance for the Buyer 127

Introduction 130

Chapter Ten Complaints and Claims 130

Lesson 29 Claims for Poor Packing 131

Lesson 30 Complaint of Short Delivery 135

Lesson 31 (A) Settlement of Claim 139

(B) Claim Rejected 139

Chapter Eleven Agencies 145

Introduction 145

Lesson 32 (A) Asking for Sole Agency 146

(B) A Favourable Reply 146

Lesson 33 (A) Exclusive Sales Agreement 150

(B) Sole Agency Agreement 151

Chapter Twelve Electronic Communications 160

1.Telex 160

2.Fax 162

3.E-mail 163

AppendixⅠ Worldwide Business Telex Abbreviations 166

AppendixⅡ Money Abbreviation Table 169

Index 174