第1章 商业信函写作(Business Letter Writing) 1
1.1 商业信函的写作原则 1
1.2 商业信函的要素 2
1.3 商业信函的格式 4
1.4 商函的信封写法 7
第2章 建立商贸关系(Establishing a Business Relationship) 12
2.1 Seeking the Possibilities of Establishing a Business Relationship 12
2.3 Voluntary Trade Letter 13
2.2 Agreeing to Establish Business Relations 13
2.4 Trying to Resume Business Relations 14
2.5 Hoping to Set up Business Relations 14
课文参考译文 18
第3章 资信调查(Status Enquiries) 21
3.1 Status Enquiry 21
3.2 Favorable Reply 21
3.3 Unfavorable Reply 22
3.4 Apologizing for Not Supplying Definite Opinion 22
3.6 Replying to the Enquiry 23
3.5 Inquirying about Financial Standing 23
课文参考译文 26
第4章 询盘及答复(Inquiries and Replies) 30
4.1 Letters of Inquiry 30
4.2 Replies to the Inquiry 31
Trade Talks 34
课文参考译文 38
第5章 发盘与还盘(Offer and Counter-offer) 43
5.1 Offer 43
5.3 Acceptance 44
5.2 Counter-offer 44
5.4 Asking for Discount 45
5.5 A Non-Firm Offer 45
5.6 A Firm Offer 46
5.7 A Counter-offer 46
Trade Talks 48
课文参考译文 52
6.1 Sales Letter 57
第6章 促销(Sales Promotion) 57
6.2 Announcing New Products and Service Sold 58
6.3 Hoping Guest Come Again 59
6.4 The Reviver 59
Trade Talks 61
课文参考译文 65
第7章 订货及其履行(Orders and Execution) 70
7.1 Order Letters 70
7.2 Acknowledgment 71
7.4 Declining Ordered Price 72
7.3 Confirming an 0rder 72
7.5 Rejecting Buyer's Delivery Terms 73
7.6 Urging Shipment 74
7.7 Reply to the Letter of Urging Shipment 74
课文参考译文 84
第8章 支付条款(Terms of Payment) 90
8.1 Application Form for Credit 90
8.3 Agreeing to L/C Payment 91
8.2 Insisting on L/C Payment 91
8.4 Asking for More Discount 92
8.5 Rejecting More Discount 93
Trade Talks 94
课文参考译文 101
第9章 信用证的建立与修改(Establishment and Amendment of L/C) 105
9.1 Advising Establishment of L/C 105
9.2 Urging Establishment of L/C 106
9.3 Asking for L/C Amendment 106
9.4 Asking for Extension of L/C 107
9.5 Advice of Extension of L/C 107
9.6 Refusing Credit Amendment 108
9.7 Advice of Amendment of L/C 108
9.8 Advising Cancellation of Contract on Non-establishment 109
课文参考译文 111
第10章 装运(Shipment) 115
10.1 Shipping Instructions 115
10.3 Proposing Partial Shipment 116
10.2 Urging Earlier Shipment 116
10.4 Shipping Advice 117
10.5 Urging Shipping Advice 117
10.6 Apology for Delay in Shipment 118
Trade Talks 118
附1：装运提单式样 121
附2：品质检验证书式样 123
附3：发票式样 124
附4：原产地证明书式样 125
课文参考译文 125
第11章 保险(Insurance) 129
11.1 Applying for Insurance 129
11.2 Replying to a Request for Insurance 130
11.3 Asking for Additional Insurance 130
11.4 Replying to a Request for Excessive Insurance 131
11.5 About Marine Insurance Policy 131
11.7 The Main Contents of Insurance Documents 132
11.6 The Definition of Insurance Policy 132
11.8 Insurance Policy Stipulated in a L/C 133
Trade Talks 134
课文参考译文 137
第12章 索赔(Claim) 141
12.1 Claim for Inferior Quality 141
12.2 Rejecting the Claim(Repudiation of Claim) 142
12.3 Proposing Settlement by Arbitration 142
12.5 Accepting Complaint 143
12.4 on Award of Arbitration 143
12.6 Agreeing to Pay the Claim 144
12.7 Lodging a Claim with Carrier 144
12.8 Agreeing to Settlement 145
Trade Talks 146
课文参考译文 149
第13章 电子商务(E-commerce) 155
13.1 Development of E-commerce 155
13.2 Definition and Application of E-commerce 156
13.3 Benefits of E-commerce 157
13.4 Basic Models of E-business 159
13.5 Typical Process of an Online Shopping 160
13.6 Challenges and Their Solutions for E-business 161
课文参考译文 165
第14章 代理(Agency) 172
14.1 Applying for Sales Agency 172
14.2 An Unfavorable Reply 173
14.3 Accepting Proposal for Sole Agency 174
14.4 Sole Agency Agreement 175
课文参考译文 180
第15章 招标与投标(Tendering) 185
15.1 Introduction to Tendering 185
15.2 A Tender Notice 187
15.3 A Letter of Inviting Tenders 189
15.4 A Response to the Invitation of Tenders 190
Trade Talks 192
课文参考译文 195
16.1 Three Supplies and One Compensation 200
第16章 补偿贸易与加工贸易(Compensation Trade and Assembly Processing) 200
16.2 A Compensation Trade Letter 202
16.3 Processing With the Supplied Materials 203
Trade Talks 206
课文参考译文 210
第17章 合资(Joint Venture) 214
17.1 Study on Joint Venture 214
17.2 Joint Venture Contract 215
17.3 Talking about the Proportion of Investment 216
17.4 Joint Letter of Intention 217
课文参考译文 222
第18章 仲裁(Arbitration) 226
18.1 Trade Talks 226
18.2 Application for Arbitration 228
18.3 Statement of the Defendant's Case 229
18.4 F.T Arbitration Commission Award 230
课文参考译文 231
附录1 国际贸易常用语150词 235
附录2 国际贸易缩略语200词 240