UNIT ONE BASIC KNOWLEDGE OF BUSINESS LETTER WRITING 商务书信写作的基础知识 1
ⅠForm and Structure of Business Letters 商务书信的书写格式及构成 1
1．Form 格式 1
2．Structure 构成 7
3．Addressing Envelopes 信封的写法 17
Ⅱ Writing Principles of the Business Letter 写信的原则 18
UNIT TWO ESTABLISHING BUSINESS RELATIONS 建立贸易关系 27
Ⅰ Letters for Establishing Business Relations 建立贸易关系的常用书信 28
1．Importer Writes to Exporter 进口商给出口商的信 28
2．Self Introduction by Exporter 出口商的自我介绍 31
3．Exporter Writes to Importer 出口商给进口商的信 35
4．Self Introduction by Manufacturer 出产厂家的自我介绍 38
5．Manufacturer Wirtes to Importer 厂家给进口商的信 40
Ⅱ Supplement: Some Useful Sentences on Establishing Business Relations 有关建立贸易关系的常用语句 42
UNIT THREE ENQUIRIES AND REPLIES 询价及回复 48
Ⅰ The Letters of Enquiries and Replies 询价和回复的信函例文 48
1．General Enquiry and Reply 一般询价和回复 48
2．Specific Enquiry and Reply 具体询价和回复 52
Ⅱ Supplement: Some Useful Sentences on Enquiries Replies 有关询价及回复的常用语句 61
UNIT FOUR QUOTATIONS，SALES LETTERS，FIRM OF FERS AND COUNTER OFFERS 报价、推销信、实盘及还盘 66
Ⅰ Quotations 报价 66
1．Quotation and Reply 报价及回复 66
2．Sending a Quotation 寄送报价 70
3．Buyer Asks for Quotation and Seller Replies 买方要求报价及卖方回复 71
Ⅱ Sales Letters 推销信 79
1．Ordinary Sales 一般性推销 79
2．Trying to Sell with Samples 试图凭样推销 81
1．An Offer of Iron Wire Nails 铁线钉商报价 83
Ⅲ Firm Offers 实盘 83
2．An Offer of Refrigerators 电冰箱商报价 85
3．An Offer of Personal Computers 计算机商报价 86
Ⅳ Counter Offers 还盘 88
1．Counter-offer on Price of Refrigerator 对电冰箱价格的还价 88
2．A Counter -offer on Price of Hand-Embroidered Silk Scarf 对手绣丝围巾价格的还价 90
3．Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量 91
4．Counter-offer on Payment Terms 对支付方式的还盘 93
5．Buyer Asks for Earlier Delivery 买方要求提前交货 95
Ⅴ Supplement: Some Useful Sentences on Quotations, Sales Letters, Firm Offers Counter Offers 有关报价、推销信、实盘及还盘的常用语句 97
Ⅰ Order 订单 103
1．Order of Cashmere Sweater 订购羊绒衫 103
UNIT FIVE ORDERS 订单 103
2．Order of Canned Beef 订购牛肉罐头 104
3．Order of Bed Sheets Pillow Cases 订购床单及枕套 108
Ⅱ Acknowledgment 认收 110
Ⅲ Letters of Acceptance 接受订单的信函 111
1．Acceptance of Order for Bed Sheets Pillow Cases 接受订购床单及枕套的订单 111
2．Acceptance of Order for Canned Beef 接受订购牛肉罐头的订单 112
Ⅳ Offering Substitute 提供代用品 114
1．Offering Rayon in Place of Watered Silk 提供人造丝代替水洗丝 114
2．Offering Zinc Oxide 99 316n Place of Zinc Oxide 99.5% 提供氧化锌99%替代氧化锌99.5% 115
Ⅴ Letters of Regret 因不能接受订单而表示歉意的信函 117
1．Rejecting Ordered Price 拒绝接受订单价格 117
2．Rejection for the Reason of No Supply 因无货而回绝买方订单 118
3．Rejecting Buyer Delivery Terms 拒绝接受买方的交货条件 119
Ⅵ Supplement; Some Useful Sentences on Orders 有关订单的常用语句 121
Ⅰ Specimen of Sales Confirmation 售货确认书实例 127
UNIT SIX SALES CONFIRMATION AND PURCHASE CONTRACT 售货确认书及购货合同 127
Ⅱ Specimen of Purchase Contract 购货合同实例 132
UNIT SEVEN PAYMENT 支付 141
ⅠLetter of Credit 信用证 141
1．Application Form for Documentary Credit 开立不可撤消跟单信用证申请书 141
2．Specimens of Letter of Credit 信用证实例 143
3．Buyer Notifies Seller 买方通知卖方信用证已开立 155
4．Urging Establishment of L/C 催开信用证 156
Ⅱ Amendment to Letter of Credit 修改信用证 159
Ⅲ Extention of Letter of Credit 展延信用证 163
Ⅳ Supplement: Some Useful Sentences on Payment 有关支付的常用语句 165
ⅠTransport 装运 170
UNIT EIGHT TRANSPORT AND INSURANCE 装运及保险 170
1．Urging for Prompt Delivery 催装运 171
2．Shipping Instructions 装船指示 173
3．Booking Shipping Containers 预订船运集装箱 176
4．Packing Requirements包装要求 179
5．Shipping Advice 装船通知 181
Ⅱ Insurance 保险 189
1．Importer Asks Exporter to Cover Insurance 进口商请出口商代办保险 189
2．Asking for a Special Rate of Insurance 要求特惠保率 192
3．Insurance Company Asks to Cancel Breakage Risk 保险公司要求取消破碎险 193
Ⅲ Supplement: Some Useful Sentences on Transport Insurance 有关装运和保险的常用语句 195
ⅠComplaint 申诉 200
1．Complaint of Wrong Goods Delivered 申诉错发货物 200
UNIT NINE COMPLAINT AND CLAIM 申诉及索赔 200
2．Complaint for Late Delivery 申诉迟交货物 203
3．Complaint for Inferior Quality 对质量低劣提出的申诉 205
Ⅱ Claim 索赔 207
1．Claim for Inferior Quality 对质量低劣提出的索赔 207
2．Claim for Improper Packing 不良包装引起的索赔 215
3．Claim for Shortweight 短重引起的索赔 217
Ⅲ Supplement: Some Useful Sentences on Complaints and Claims 有关申诉及索赔的常用语句 220
UNIT TEN TELEX，FAX AND E-MAIL 电传，传真及电子邮件 227
ⅠTelex 电传 227
1．The Layout 电传格式 228
2．Composing Telex Messages 电传文稿的拟写 228
Ⅱ Fax 传真 234
Ⅲ E-mail 电子邮件 235
UNIT ELEVEN CASE STUDY 案例 241
UNIT TWELVE AGREEMENTS AND CONTRACTS 协议和合同 250
ⅠAgency 代理 250
1．Asking to be Sole Agency 请求当独家代理 250
2．Sole Agency Agreement 独家代理协议书 253
3．Exclusive Sales Agreement 包销协议 258
Ⅱ Consignment Agreement 寄售协议书 264
Ⅲ Purchasing Equipment Contract 购买设备合同 270
Ⅳ A Joint Venture Contract 合资企业合同 281
Ⅴ Futures Contract 期货合同 312
UNIT THIRTEEN INVITATION FOR BIDS，BID AND ADVERTISEMENTS 招标、投标和广告 315
Ⅰ Invitation for Bids 招标 315
Ⅱ Bid 投标 322
Ⅲ Advertisements 广告 329