国际商贸英语函电教程PDF电子书下载

Contents 1

Chapter 1 Business Letter Writing 1

Introduction 1

Part One Writing Principles and Language Features 1

Part Two The Structure and Layout 5

Chapter 2 Establishing and Promoting Business Relations 15

Introduction 15

Lesson 1 Seeking New Customers 17

Lesson 2 Establishing Business Relations 21

Lesson 3 Credit Enquiry from the Bank 26

Chapter 3 Enquiries，Offers and Counter-offers 30

Introduction 30

Lesson 4 A First Enquiry 32

Lesson 5 A Specific Enquiry 36

Lesson 6 A Firm Offer 40

Lesson 7 A Non-firm Offer 44

Lesson 8 Asking for Proforma Invoice 48

Lesson 9 （A）A Counter-offer 53

（B）Declining a Counter-offer 54

Lesson 10 Acceptance of a Counter-offer 60

Chapter 4 Acceptance and Orders 65

Introductio 65

Lesson 11 An Initial Order 67

Lesson 12 （A）A Repeat Order 72

（B）Declining a Repeat Order 73

Lesson 13 Confirming an Order 79

Lesson 14 （A）Sending a Sales Contract 84

（B）A Reply 84

Appendix：Speciment of a Sales Contract 89

Chapter 5 Paynent 94

Introduction 94

Lesson 15 （A）Proposing to Pay by 30 Days L/C 96

（B）A Reply 96

Lesson 16 （A）Asking for Easier Payment Terms 102

（B）A Reply 102

Lesson 17 Urging Establishment of L/C 107

Lesson 18 Amending L/C to Allow Partial Shipment and Transshipment 112

Lesson 19 Asking for L/C Extension 117

Lesson 20 Request for Earlier Payment 123

Appendix：A Speciment of an L/C 128

Chapter 6 Packing and Shipment 131

Introduction 131

Lesson 21 Packing Requirements 132

Lesson 22 Shipping Instructions 137

Lesson 23 Shipping Advice 141

Lesson 24 Urging Shipment 146

Appendix：Speciment of an Ocean B/L 150

Introduction 151

Chapter 7 Insurance 151

Lesson 25 Type of Coverage 152

Lesson 26 Covering Insurance for the Buyer 155

Lesson 27 （A）Asking for Exeesssive Insurance 158

（B）A Reply 160

Lesson 28 Open Policy 165

Appendix：Speciment of an Insurance Policy 168

Chapter 8 Complaints and Claims 170

Introduction 170

Lesson 29 Claim on Inferior Quality 172

Lesson 30 （A）Claim for Poor Packing 177

（B）A Reply 178

Lesson 31 Claim for Short Delivery 184

Lesson 32 Settlement of a Claim 190

Lesson 33 Declining a Claim 196

Chapter 9 New Trade Forms in Use 201

Introduction 201

Lesson 34（A）Asking for Sole Agency 202

（B）A Reply 202

Lesson 35（A）Processing Trade 208

（B）A Reply 209

Lesson 36 （A）Joint Venture 213

（B）A Reply 214

Lesson 37 Invitation to Bid 218

Chapter 10 E-mail and E-commerce 223

E-mail 223

Fax 225

Appendix…………………………………………………………………23l 234

Vocabulary 234