Chapter One 导论 1
Chapter Two 商务信函的格式 3
Section 1 Introduction 3
Section 2 Language Style 3
Section 3 Format of Business Letters 6
Section 4 Layout of the Common Blocked Lines for Business Letters 8
Section 5 Addressing Envelopes 14
Chapter Three 建立业务关系和资信调查 17
Section 1 Establishment of Business Relations 17
Section 2 Credit Status Enquiries 21
Section 3 Useful Expressions 27
Chapter Four 询价和报盘 30
Section 1 Enquiry 30
Section 2 Guidelines for Writing Enquiries 30
Section 3 Reply to Enquiries:Offer 31
Section 4 Important Notes on an Offer 32
Section 5 Guidelines for Replying to Enquiries 34
Section 6 Specimen Letters 36
Section 7 Useful Expressions 42
Chapter Five 回应报价 45
Section 1 Declining an Offer 45
Section 2 Guidelines for Declining an Offer 45
Section 3 Conditional Acceptance:Counter-offer 46
Section 4 Guidelines for Writing Counter-offer Letters 47
Section 5 Entire Acceptance 48
Section 6 Guidelines for Writing Acceptance Letters 49
Section 7 Specimen Letters 51
Section 8 Useful Expressions 55
Chapter Six 下订单及对订单的回应 59
Section 1 Introduction 59
Section 2 How to Place an Order 61
Section 3 Confirmation of an Order 65
Section 4 Useful Expressions 70
Chapter Seven 国际商务合同 74
Section 1 A Brief Introduction to International Business Contract 74
Section 2 The Contract Heading 77
Section 3 The Recitals 78
Section 4 The Main Body of a Contract 79
Section 5 The Validation of a Contract 87
Section 6 Specimens of Contract 89
Section 7 Useful Expressions 92
Chapter Eight 支付条款 93
Section 1 Payment Instruments 93
Section 2 Method of Payment 95
Section 3 Specimen Letters 100
Section 4 Useful Expressions 103
Chapter Nine 信用证 106
Section 1 Introduction 106
Section 2 Parties in a Letter of Credit 108
Section 3 Contents of a Letter of Credit 109
Section 4 Categories of Letters of Credit 110
Section 5 Basic Documentary Procedure of L/C 114
Section 6 Payment Terms in the Contract 118
Section 7 Specimens of L/C 122
Section 8 Specimen Letters Concerning L/C 129
Section 9 Useful Expressions 135
Chapter Ten 装运及海运提单 138
Section 1 Ocean Transport 138
Section 2 Terms of Shipment in the Contract and the Covering L/C 141
Section 3 Types of Ocean Bill of Lading 144
Section 4 Contents of Ocean B/L and Its Making 147
Section 5 Specimen Letters 154
Section 6 Useful Expressions 160
Chapter Eleven 包装 162
Section 1 The Importance of Packing in Foreign Trade 162
Section 2 Packing Terms in Foreign Trade 163
Section 3 Different Kinds of Transportation Packing and Their Packaging Containers 164
Section 4 Packing Marks 167
Section 5 Packing List＆Weight List 169
Section 6 Specimen Letters 171
Section 7 Useful Expressions 173
Chapter Twelve 保险 176
Section 1 Insurance in Foreign Trade 176
Section 2 Marine Insurance 176
Section 3 Types of Coverage 178
Section 4 Effecting Insurance 180
Section 5 Specimen Letters 181
Section 6 Useful Expressions 184
Chapter Thirteen 投诉、争议与索赔 186
Section 1 Definition of Complaints,Disputes and Claims 186
Section 2 Different Types of Complaints,Disputes and Claims 186
Section 3 Specimen Letters 187
Section 4 Useful Expressions 193
Chapter Fourteen 代理 196
Section 1 Introduction 196
Section 2 Relations between Principal and Agent 196
Section 3 What to Be Covered in Agency Agreement 197
Section 4 Specimen Letters 200
Section 5 Useful Expressions 202
Chapter Fifteen 质量条款 205
Section 1 Introduction 205
Section 2 Means to Express Quality 205
Section 3 Terms of Quality 208
Section 4 Quality Guarantee 210
Section 5 Specimen Letters 212
Section 6 Useful Expressions 216
Chapter Sixteen 数量条款 217
Section 1 The Importance of Quantity Clause 217
Section 2 Units of Measures and Weights 217
Section 3 The Calculation of the Weight of Goods 219
Section 4 The Application of Quantity Terms 220
Section 5 Specimen Letters 222
Section 6 Useful Expressions 223
Chapter Seventeen 商品分类和价格条款 225
Section 1 Categorization of Trading Commodities 225
Section 2 Survey on International Trade Practice 228
Section 3 Price Terms Commonly Used in International Trade 230
Section 4 Specimen Letters 236
Section 5 Useful Expressions 238
Chapter Eighteen 商务传真和电子邮件写作 241
Section 1 Introduction 241
Section 2 Fax 242
Section 3 E-mail 247
Section 4 Useful Expressions 257
Chapter Nineteen 外贸单证 259
Section 1 Introduction 259
Section 2 Kinds of International Trading Documents 259
Section 3 Issues Concerning Documents 262
Section 4 Specimens 263
Section 5 Useful Expressions 272
Reference 275