Unit 1 Business Letter-writing 1
1.1 Essential Qualities of Business Letters 1
1.2 Layout of Business Letters 2
1.3 Format of Business Letters 10
1.4 Addressing an Envelope 15
Unit 2 The Tendency of Business Correspondence 19
2.1 Telex 19
2.2 Fax 22
2.3 E-mail 23
Unit 3 Establishing Business Relations 28
3.1 Self-introduction 28
3.2 A Reply to a Self-introduction 32
3.3 Request for the Establishm-ent of Business Relations 34
3.4 A Reply to the Request for the Establishment of Business Relations 37
Unit 4 Enquiries ＆ Offers 43
4.1 Making an Enquiry 43
4.2 Reply to an Enquiry 45
4.3 Making a Firm Offer 48
4.4 Making a Voluntary Offer 52
Unit 5 Counteroffers 58
5.1 Making a Counter offer 58
5.2 Declining Price Reduction 61
5.3 Concession on Price 63
5.4 Advising to Accept the Offer 65
Unit 6 Orders 69
6.1 Placing an Order 69
6.2 Declining the Order 72
6.3 Covering Letter with Order Form 73
6.4 Acknowledgement of Order 75
Unit 7 Terms of Payment 79
7.1 Requesting for Payment by D/A 79
7.2 Accepting D/A Terms 83
7.3 Proposing to Pay by D/P at Sight 86
7.4 Proposing to Pay by D/P after Sight 88
Unit 8 Establishment and Amendment to L/C 93
8.1 Urging Establishment of L/C 93
8.2 Application for Establishment of L/C 96
8.3 Application for Amendment of L/C 98
8.4 Asking for Extension of L/C 101
Unit 9 Packing 106
9.1 Packing Requirement 106
9.2 About Inner Packing 109
9.3 About Outer Packing 112
Unit 10 Shipment 117
10.1 Shipping Instructions 117
10.2 Shipping Advice 119
10.3 Urging Shipment 122
10.4 Proposing Partial Shipment and Transshipment 126
Unit 11 Insurance 132
11.1 Asking for Insurance Arrangement 132
11.2 Reply to an Insurance Application 134
11.3 Request for Excessive Insurance 137
11.4 Insurance Policy 139
Unit 12 Complaints,Claims and Adjustments 144
12.1 Complaint of Wrong Dispatch 144
12.2 Apologizing for the Complaint 147
12.3 Lodging a Claim for Damaged Goods 150
12.4 Acceptance of a Claim 153
Unit 13 Contracts 158
13.1 Structure of a Contract 158
13.2 Confirming a Purchase 159
13.3 Conclusion of Business 161 161
13.4 Sales Contract 163
13.5 Countersignature 165
Unit 14 Documents in International Trade 169
14.1 Commercial Invoice 169
14.2 Packing List 171
14.3 Certificate of Origin 171
14.4 Weight Memo 172
14.5 Bill of Lading 173
14.6 Draft(Bill of Exchange) 174
14.7 Letter of Credit 175
参考译文 179
参考答案 197
参考文献 218