第1章 绪论INTRODUCTION 1
1.1 商务函电的写作原则Writing Principles of Business Correspondence 1
1.2 商务信函的格式与构成Form and Structure of Business Letters 3
1.3 传真Facsimiles 7
1.4 电子邮件E-mails 8
第2章 建立业务关系ESTABLISHMENT OF BUSINESS RELATIONS 10
2.1 请求建立业务关系Request for the Establishment of Business Relations 10
2.2 资信咨询Status Inquiry 18
2.3 促销Sales Promotion 24
第3章 询盘与发盘ENQUIRIES AND OFFERS 34
3.1 询盘与回复Enquiries and Replies 34
3.2 发实盘Firm Offers 42
第4章 还盘COUNTER OFFER 53
4.1 对价格与支付条款的还盘Counter Offer on Terms of Price and Payment 53
4.2 对包装条款的还盘Counter Offer on Terms of Packing 62
4.3 对装运与保险条款的还盘Counter Offer on Terms of Shipment and Insurance 68
第5章 交易的达成CONCLUSION OF BUSINESS 80
5.1 促成交易Urging the Conclusion of Business 80
5.2 接受与确认Acceptance and Confirmation 89
5.3 订单Orders 95
5.4 销售合同Sales Contract 103
第6章 信用证的开立与修改ISSUANCE AND AMENDMENT OF L/C 112
6.1 催开信用证Urging Establishment of L/C 112
6.2 申请开立信用证Applying for L/C 120
6.3 修改信用证Amendment to L/C 125
6.4 延展信用证Extension of L/C 131
第7章 装运与保险SHIPMENT AND INSURANCE 140
7.1 催装Urging Shipment 140
7.2 建议转运和／或分批装运Proposing Transshipment and/or Partial Shipment 146
7.3 装船通知Shipping Advice 152
7.4 出口商代办保险Asking Exporter to Cover Insurance 158
第8章 申诉与索赔COMPLAINTS AND CLAIMS 167
8.1 因质量低劣提出索赔Claims for Inferior Quality 167
8.2 因包装不当提出索赔Claims for Improper Packing 176
8.3 因数量短缺提出索赔Claims for Short Weight 184
8.4 因延期交货提出申诉Complaints of Late Delivery 192
第9章 多种贸易方式OTHER MODES OF TRADE 203
9.1 代理Agency 203
9.2 招标与投标Bidding 212
9.3 补偿贸易Compensation Trade 217
第10章 商务杂函MISCELLANEOUS BUSINESS CORRESPONDENCE 227
10.1 邀请参加商品交易会An Invitation to a Trade Fair 227
10.2 要求约见Requesting an Appointment 234
10.3 推销新产品Selling New Products 240
附录 249
附录A 样信参考译文 249
附录B 练习参考答案 282
参考文献 320