PART 1 Introduction 1
Lesson 1 The Letter is Personal Contact 2
Lesson 2 Business Letter-Writing 6
PART 2 Structure and Styles of Business Letters 9
Lesson 3 The Structure of a Business Letter 10
Lesson 4 The Styles of Business Letters 17
作业（一） 26
PART 3 Credit Inquiries and Replies 28
Lesson 5 Credit Inquiry 29
Lesson 6 Reply to Credit Inquiry 32
Lesson 7 Trade Reference 35
Lesson 8 Credit Information 38
作业（二） 42
PART 4 Establishing Business Relations 43
Lesson 9 An Importer s Self-Introduction 44
Lesson 10 A Letter to a Japanese Exporter 47
Lesson 11 A Reply to the Letter in Lesson 10 50
PART 5 Inquiries and Replies 52
Lesson 12 An Inquiry and the Reply 53
Lesson 13 Asking for Information about Seagull Cameras 55
Lesson 14 Sending Catalogue and Price List 58
Lesson 15 A Specific Inquiry 61
作业（三） 64
PART 6 Offers 65
Lesson 16 An Offer Without Engagement 66
Lesson 17 A Firm Offer 70
Lesson 18 Proforma Invoice 74
Lesson 19 A Voluntary Offer 77
作业（四） 80
PART 7 Orders 81
Lesson 20 An Order 82
Lesson 21 Acknowledging an Order 85
Lesson 22 Confirming an Order 88
PART 8 Telegrams 91
Lesson 23 Sample Telegrams 93
Lesson 24 Composing Telegrams 96
PART 9 Telexes 102
Lesson 25 A Sample Telex 103
Lesson 26 Composing Telex Message 107
作业（五） 111
PART 10 Counteroffers and Replies 112
Lesson 27 A Counter-Offer 117
Lesson 28 Declining a Counter-Offer 117
Lesson 29 Counter-Suggestion to a Counter-Offer 120
Lesson 30 A Counter-Offer and Favourable Reply 122
作业（六） 125
PART 11 Acceptance 126
Lesson 31 A Transaction on Chemical Fertilizer 127
Lesson 32 Acceptance of an Offer of Sugar 131
Lesson 33 Sending Sales Confirmation 134
PART 12 Payment 136
Lesson 34 D/P and D/A 138
Lesson 35 Urging Establishment of Letter of Credit 142
Lesson 36 L/C Amendment 146
Lesson 37 Extension of an L/C 149
作业（七） 152
PART 13 Shipment 153
Lesson 38 Shipping Instructions 154
Lesson 39 Transshipment 157
Lesson 40 Urging Shipment 160
Lesson 41 Shipping Advice 163
作业（八） 165
PART 14 Claims 167
Lesson 42 Claim on Wrong Goods 168
Lesson 43 Reply to the Claim on Wrong Goods 170
Lesson 44 Claim for Shortweight and Inferior Quality 173
Lesson 45 Settlement of the Claim for Shortweight and Inferior Quality 177
附件一 A Sales Confirmation 180
附件二 A Letter of Credit 190
附件三 外贸英语函电课教学大纲 197
附：外贸英语函电课教学实施意见 197
附件四 辅导材料 205
PART 1 Introduction 207
PART 2 Structure and Styles of Business Letters 211
PART 3 Credit Inquiries and Replies 212
PART 4 Establishing Business Relations 216
PART 5 Inquries and Replies 219
PART 6 Offers 223
PART 7 Orders 229
PART 8 Telegrams 232
PART 9 Telexes 236
PART 10 Counteroffers and Replies 240
PART 11 Acceptance 243
PART 12 Payment 247
PART 13 Shipment 251
PART 14 Claims 253
附件五 练习参考答案 255
附件六 自测题 286