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Part Ⅰ Basic Knowledge of Business Letter Writing 3

Module One Written Communication—An Overview 3

1．Parts of a Business Letter 5

2．Format of Business Letters 10

3．Envelope Addressing 13

4．Language and Tone 14

5．Structuring Communications 20

6．E—mails 22

Intake 32

Part Ⅱ Customers Development&Maintenance 37

Module Two Establishment of Business Relations 37

Specimen Letters for Analysis 41

Specimen Letters for Self-study 43

Intake 47

Output 48

Module Three Inquiries and Replies 49

Specimen Letters Analysis 51

Specimen Letters for Self-study 52

Intake 56

Output 57

Module Four Making Quotations and Offers 59

Specimen Letters for Analysis 61

Specimen Letters for Self-study 62

Intake 67

Output 68

Part Ⅲ Negotiation＆Signing Contracts 71

Module Five Making Counteroffers and Declining Orders 71

Specimen Letters for Analysis 72

Specimen Letters for Self-study 74

Intake 77

Output 78

Module Six Acceptance and Orders 79

Specimen Letters for Analysis 81

Specimen Letters for Self-study 82

Intake 85

Output 87

Module Seven Terms of Payment 89

Specimen Letters for Analysis 91

Specimen Letters for Self-study 93

Intake 96

Output 98

Part Ⅳ Execution of Contracts 101

Module Eight Letter of Credit 101

Specimen Letters for Analysis 103

Specimen Letters for Self-study 106

Intake 109

Output 111

Module Nine Packing and Shipment 115

Specimen Letters forAnalysis 117

Specimen Letters for Self-study 119

Intake 125

Output 126

Module Ten Insurance 127

Specimen Letters for Analysis 129

Specimen Letters for Self-study 131

Intake 134

Output 135

Module Eleven Complamt and Claim 137

Specimen Letters for Analysis 140

Specimen Letters for Self-study 141

Intake 145

Output 147

Appendix 1 Contract合同 149

Appendix 2 SWIFT信用证 159

Appendix 3 Invoice and Other Certificates发票及单据 165

Appendix 4 Maritime Port海运港口 175

Appendix 5 Airport（Airdrome）世界主要航空港（站）（机场） 181

Appendix 6 Useful Phrases and Expressions 183

参考文献 193