第一单元 Unit One建立业务关系 Establishing Business Relations 1
一、主要内容 Main Contents 1
二、句型和例句 Sentence Patterns and Examples 1
三、信函示例 Specimen Letters 5
1．自我介绍函 Self-Introduction 5
2．要求建立贸易关系函 Asking to EstabhshBusiness Relations 7
3．索寄目录函 Asking for Catalogues 8
4．自我介绍寄送资料函 Self—Introduction andSending Materials 9
5．要求做生意函 Request for Business 10
二、句型和例句 Sentence Patterns and Examples 13
一、主要内容 Main Contents 13
第二单元 Unit Two询盘和答复 Enquiries and Reply 13
三、信函示例 Specimen Letters 16
1．对商品表示兴趣函 Showing Interest in Goods 16
2．答复询价函 Reply to an Enquiry 17
3．询价函 Making an Enquiry 19
4．要求报价函 Asking for Quotations 20
5．答复询价函 Reply to an Enquiry 21
第三单元 Unit Three报价、报盘及还盘 Quotations,Offers and Counter-offers 24
一、主要内容 Main Contents 24
二、句型和例句 Sentence Patterns and Examples 24
1．报价函 Sending a Quotation 28
三、信函示例 Specimen Letters 28
2．报盘函 Making an Offer 29
3．劝说某人接受报价函 Advising sb.to Accepta Quotation 31
4．报盘函 Making an Offer 32
5．还盘函 Making a Counter-offer 33
第四单元 Unit Four推销 Sales Promotions 36
一、主要内容 Main Contents 36
二、句型和例句 Sentence Patterns and Examples 36
三、信函示例 Specimen Letters 40
1．介绍商品函 Introduction of Goods 40
2．给予折扣函 Offering a Discount 41
3．促销函 Sales Promotion 42
4．比较商品函 Comparison of Goods 43
5．推荐代用品函 Recommendation of a Substitute 44
第五单元 Unit Five订单及其执行 Orders and Their Fulfilment 46
一、主要内容 Main Contents 46
二、句型和例句 Sentence Patterns and Examples 46
三、信函示例 Specimen Letters 52
1．下订单函 Placing an Order 52
2．拒绝订单函 Declining an Order 53
3．推荐类似商品函 Recommending Similar Goods 54
4．下订单函 Placing an Order 55
5．执行订单函 Execution of an Order 56
第六单元 Unit Six付款条款 Terms of Payment 58
一、主要内容 Main Contents 58
二、句型和例句 Sentence Patterns and Examples 58
三、信函示例 Specimen Letters 65
1．介绍付款条款函 Introduction of Terms ofPayment 65
2．催开信用证函 Urging Establishment of L/C 66
3．通知已开信用证函 Advice of Establishmentof L/C 68
4．要求修改信用证函 Asking for Amendmentof L/C 69
5．要求展证函 Asking for Extension of L/C 70
二、句型和例句 Sentence Patterns and Examples 72
一、主要内容 Main Contents 72
第七单元 Unit Seven保险 Insurance 72
三、信函示例 Specimen Letters 75
1．要求办理保险函 Asking for InsuranceArrangement 75
2．答复要求保险函 Reply to an InsuranceApplication 76
3．澄清保险条款函 Clarification of InsuranceTerms 77
4．告知保险费率函 Advising Insurance Rate 79
5．要求赔偿函 Asking for Compensation 80
第八单元 Unit Eight装运 Shipment 82
一、主要内容 Main Contents 82
二、句型和例句 Sentence Patterns and Examples 82
2．答复要求提前装船函 Reply to Request forEarlier Shipment 85
1．催促装船函 Urging Shipment 86
三、信函示例 Specimen Letters 86
3．要求允许转船函 Asking for AllowingTranshipment 90
4．装船通知函（1） Shipping Advice（1） 91
5．装船通知函（2） Shipping Advice（2） 92
第九单元 Unit Nine抱怨与索赔 Complaints and Claims 94
一、主要内容 Main Contents 94
二、句型和例 句Sentence Patterns and Examples 94
三、信函示例 Specimen Lerters 99
1．抱怨迟交货函 Complam about Late Delivery 99
2．抱怨短装函 Complain about Short Delivery 100
3．提出索赔函 Lodging a Claim 102
4．要客户向保险公司要求赔偿函 Referringa Client to the Insurance Companyfor Compensation 103
5．接受索赔函 Acceptance of a Claim 104
第十单元 Unit Ten代理 Agency 107
一、主要内容 Main Contents 107
二、句型和例句 Sentence Patterns and Examples 107
三、信函示例 Specimen Letters 110
1．提出担任代理函 Offering Services as an Agent 110
2．要求担任代理函 Asking to Be an Agent 112
3．任命代理函 Appointment of Agency 113
4．拒绝任命代理函 Refusal to Agency Application 114
5．有关代理协议函 Agency Agreement 115