Unit 1 Fundamentals of Business Letter Writing 1
Lead-in 1
Specimen letter 1 The Semi-indented Style 12
Specimen letter 2 The Blocked Style 13
Exercises 17
Unit 2 Establishment of Business Relations 18
Lead-in 18
Specimen Letter 1 Asking for Establishing Business Relations 19
Specimen Letter 2 Asking for Establishing Business Relations 21
Specimen Letter 3 Asking for Establishing Business Relations 23
Specimen Letter 4 Reply to a Letter of Establishing Business Relations 24
Specimen Letter 5 Reply to a Letter of Establishing Business Relations 26
Specimen Letter 6 Asking to Provide Sales Agency Service 26
Specimen Letter 7 Try to Resume the Old Business Relations 28
Useful Sentences 29
Letter-writing Guide 31
Exercises 32
Unit 3 Inquiries and Replies 35
Lead-in 35
Specimen Letter 1 Make an Inquiry after Reading an Advertisement 36
Specimen Letter 2 Customers Interested in the Displayed Products 38
Specimen Letter 3 Asking for the Catalogue and Price List 40
Specimen Letter 4 Sending Catalogues and Price Lists 41
Specimen Letter 5 Asking for Quotations 43
Specimen Letter 6 Reply to the Inquiry 45
Useful Sentences 47
Letter-writing Guide 48
Exercises 49
Unit 4 Offers and Counter-offers 52
Lead-in 52
Specimen Letter 1 Make an Offer Based on Enquiry:A Firm Offer 53
Specimen Letter 2 Make an often Based on Enquiry:A Non-firm Offer 56
Specimen Letter 3 Counter-offer:Ask for a Price Cut 57
Specimen Letter 4 Counter-offer:Ask for a Smaller Quantity 59
Specimen Letter 5 Counter-offer:Ask for Alternation of Terms of Payment 61
Specimen Letter 6 Reject the Price Reduction 62
Specimen Letter 7 Make a Concession 63
Specimen Letter 8 Accept the Counter-offer 65
Useful Sentences 66
Letter-writing Guide 67
Exercise 68
Unit 5 Orders and Fulfillment of Orders 71
Lead-in 71
Specimen Letter 1 Making a Trial Order 71
Specimen Letter 2 Enclosing an Order Form 73
Specimen Letter 3 Place an Order 76
Specimen Letter 4 Decline an Order 77
Specimen Letter 5 Confirm an Order 79
Specimen Letter 6 Confirm a Repeat Order 81
Specimen Letter 7 Recommendation of a Substitute 83
Useful Sentences 85
Letter-writing Guide 85
Exercises 88
Unit 6 Sales Promotion 90
Lead-in 90
Specimen Letter 1 Introducing Commodities 91
Specimen Letter 2 Offering a Discount 92
Specimen Letter 3 Sales Promotion Correspondence 94
Specimen Letter 4 Comparison of Goods 97
Specimen Letter 5 Recommendation of a Substitute 98
Specimen Letter 6 Promotion to a Former Client 101
Useful Sentences 102
Letter-writing Guide 103
Exercises 104
Unit 7 Terms of Payment 106
Lead-in 106
Specimen Letter 1 Asking to Establish L/C as the Terms of Payment 108
Specimen Letter 2 Advice of Establishment of L/C 109
Specimen Letter 3 Asking for Amendment to L/C 110
Specimen Letter 4 Ask for Extension of L/C 111
Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C 113
Specimen Letter 6 Reply to Urging to Establish L/C 114
Specimen Letter 7 Request for D/A Payment 115
Specimen Letter 8 Urging Establishment of L/C 116
Useful Sentences 117
Letter-writing Guide 119
Exercises 121
Unit 8 Packing 123
Lead-in 123
Specimen Letter 1 Buyer's Requirement for Packing and Shipping Marks 124
Specimen Letter 2 Negotiation on Packing and Marking 127
Specimen Letter 3 Reply to the Packing Instruction 128
Specimen Letter 4 Packing Requirement 129
Specimen Letter 5 Exporter's Advice of Packing,Shipping Marks and Shipment 130
Specimen Letter 6 Claim for Improper Packing 131
Useful Sentences 132
Letter-writing Guide 134
Exercises 135
Unit 9 Insurance 137
Lead-in 137
Specimen Letter 1 Asking for the Premium Rate 138
Specimen Letter 2 Reply to an Enquiry of Insurance 139
Specimen Letter 3 A Request for Insurance 142
Specimen Letter 4 Reply to a Request for Insurance 142
Specimen Letter 5 Importer Asks Exporter to Arrange Insurance 144
Specimen Letter 6 Insurance Policy 145
Useful Sentences 146
Letter-writing Guide 147
Exercises 149
Unit 10 Shipment 151
Lead-in 151
Specimen Letter 1 Asking for Amendment to the Terms of Shipment 152
Specimen Letter 2 Giving Shipping Instructions to the Seller 153
Specimen Letter 3 Urging an Immediate or Punctual Shipment 154
Specimen Letter 4 Sending a Shipping Advice(Reply to Letter 3) 155
Specimen Letter 5 Apologizing for the Delay of Shipment(Reply to Letter 3) 157
Specimen Letter 6 Notifying the Goods Received 157
Specimen Letter 7 Enquiry for Freight and Time of Voyage 158
Specimen Letter 8 Reply to Letter 7 159
Specimen Letter 9 Enquiry for the Container Service 159
Specimen Letter 10 Reply to Letter 9 160
Useful Sentences 161
Letter-writing Guide 162
Exercises 163
Unit 11 Complaints,Claims and Adjustments 166
Lead-in 166
Specimen Letter 1 Complaining about the Inferior Materials 167
Specimen Letter 2 Adjustment for the Wrong Materials(Reply to Letter 1) 168
Specimen Letter 3 Claim on the Damaged or Blemished Goods 169
Specimen Letter 4 Adjustment for the Damaged or Blemished Goods(Reply to Letter 3) 170
Specimen Letter 5 Complaining about the Wrong Invoice 171
Specimen Letter 6 Apologizing for the Wrong Invoice(Reply to Letter 5) 172
Specimen Letter 7 Refusal to Claim on Replacement 173
Specimen Letter 8 Refusal to Request for Compensating for the Damaged Material 174
Useful Sentences 175
Letter-writing Guide 176
Exercises 178
Unit 12 Agency 182
Lead-in 182
Specimen Letter 1 Offering to Act as the Sole Agent 184
Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent 185
Specimen Letter 3 Declining a Request for Sole Agency 187
Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement 189
Specimen Letter 5 Stating the Main Points for an Agency Agreement 190
Specimen Letter 6 Sole Agency Agreement 192
Useful Sentences 194
Letter-writing Guide 196
Exercises 198
Unit 13 Social Letters 200
Lead-in 200
Specimen Letter 1 Letter of Thanks 201
Specimen Letter 2 Letter of Congratulations 202
Specimen Letter 3 Letter of Apology 204
Specimen Letter 4 Letter of Invitation 205
Specimen Letter 5 Letter of Appointment 206
Specimen Letter 6 Letter of Complaint 208
Exercises 209
Unit 14 Business Contract 211
Lead-in 211
Specimen 1 Sales Confirmation 213
Specimen 2 Sales Contract 218
Specimen 3 Purchase Confirmation 221
Specimen 4 Purchase Contract 225
Specimen 5 Sole Agency Agreement 228
Specimen 6 Sales Agency Agreement 232
Exercises 237
第一单元 商务信函写作的基本知识 240
导读 240
样函1 混合式 247
样函2 齐头式 248
第二单元 建立业务关系的信函 249
导读 249
样函1 请求建立业务关系 250
样函2 请求建立业务关系 250
样函3 请求建立业务关系 251
样函4 某建立业务关系请求的回复函 251
样函5 某建立业务关系请求的回复函 252
样函6 主动要求提供销售代理服务 252
样函7 尝试恢复中断的业务关系 252
第三单元 询盘和回复 254
导读 254
样函1 读到广告后进行的询盘 255
样函2 客户对展示的产品感兴趣 255
样函3 请求索要产品目录和价目表 255
样函4 寄送产品目录和价目表 256
样函5 索要报价单 256
样函6 对询函的回复 257
第四单元 发盘和还盘 258
导读 258
样函1 根据询盘报盘：实盘 259
样函2 根据询盘报盘：虚盘 259
样函3 还盘：要求减价 260
样函4 还盘：要求降低数量 260
样函5 还盘：要求改变付款方式 260
样函6 拒绝减价 261
样函7 做出让步 261
样函8 接受还盘 262
第五单元 订单和订单的履行 263
导读 263
样函1 试订货 263
样函2 随函附寄订货单 264
样函3 订购货物 264
样函4 拒绝订购 265
样函5 确认订单 265
样函6 确认重复订单 266
样函7 推荐替代品 266
第六单元 促销信 268
导读 268
样函1 介绍商品 268
样函2 提供折扣 269
样函3 促销信 269
样函4 比较商品函 270
样函5 推荐替代产品 270
样函6 给老顾客的促销信 271
第七单元 付款条件 272
导读 272
样函1 要求使用信用证付款 273
样函2 通知开立信用证 273
样函3 请求修改信用证 274
样函4 请求延期信用证 274
样函5 信用证请求延期回复函 275
样函6 催开信用证回复函 275
样函7 要求承兑交单的付款方式 276
样函8 催开信用证 276
第八单元 包装 277
导读 277
样函1 买方对于包装和运输标志的要求 278
样函2 洽谈包装和标志 278
样函3 对包装要求的回复 278
样函4 包装要求 279
样函5 出口商通知包装、唛头和装运情况 279
样函6 关于包装不当的索赔 280
第九单元 保险 281
导读 281
样函1 询问保险费率 282
样函2 回复关于保险的询问 282
样函3 要求保险 282
样函4 答复保险要求 283
样函5 进口商请出口商代办保险 283
样函6 保险单证明 284
第十单元 运输 285
导读 285
样函1 要求修改装运条款函 285
样函2 买方给卖方的装运指示函 286
样函3 催促尽快或按时装运函 286
样函4 发装运通知（对样函3的回复） 287
样函5 道歉延迟装运（对样函3的回复） 288
样函6 买方通知货已收到 288
样函7 询问船期及运费率 288
样函8 对样函7的回复 289
样函9 询问集装箱服务情况 289
样函10 对样函9的回复 289
第十一单元 投诉、索赔和调解 290
导读 290
样函1 投诉货物质量低劣 290
样函2 对送错货物的投诉信的回复（对样函1的回复） 291
样函3 货物受损或有瑕疵的索赔 291
样函4 对货物受损或有瑕疵的投诉信的回复（对样函3的回复） 292
样函5 单据有误的投诉 292
样函6 对单据有误的投诉信的回复（对样函5的回复） 293
样函7 拒绝更换的拒绝函 293
样函8 拒绝赔偿损坏材料的要求 293
第十二单元 代理 295
导读 295
样函1 请求做独家代理函 296
样函2 同意做独家代理的请求 296
样函3 拒绝独家代理请求 296
样函4 请求就代理协议进行面谈 297
样函5 阐述代理协议的要点 297
样函6 独家代理协议 298
第十三单元 社交信函 300
导读 300
样函1 感谢信 300
样函2 祝贺信 300
样函3 道歉信 301
样函4 邀请函 301
样函5 约见函 301
样函6 投诉函 302
第十四单元 贸易合同 303
导读 303
范例1 购货合同 304
范例2 独家代理协议 307
试卷一 309
试卷二 313
Key to Exercises 317