PART ONE 3
Chapter1 Introduction（绪论） 3
Section1 Definition of Commercial English 3
Section2 How to Write Good Commercial English Letters 4
Chapter2 The Forms Parts of a Commercial Letter（商务信函的格式与组成） 12
Section1 Forms/Styles 12
Section2 The Parts of a Commercial Letter 13
Section1 The Opening of a Commercial Letter 17
Chapter3 The Opening Conclusion of a Commercial Letter（商务信函的开头和结尾） 17
Section2 The Conclusion of a Commercial Letter 19
Chapter4 Letters for Establishing Trade Relations（通过信函建立贸易关系） 23
Section1 The Ways of Seeking Clients Abroad 23
Section2 How to Write to Prospective Clients 24
Chapter5 How to Make an Inquiry（怎样询盘） 27
Chapter6 Quotation/Offer（报价/报盘） 30
Section1 How to Make a Quotation-Response to an Inquiry 30
Section2 Difference Between a Quotation an Offer 33
Section1 Entire Acceptance 35
Chapter7 Response to an Offer/Quotation（回应报价） 35
Section2 Conditional Acceptance/Counter Offer 37
Section3 Offer Declined 38
Chapter8 How to Place an Order（怎样下订单） 41
Chapter9 How to Reply to a Client s Order（怎样回复订单） 47
Section1 Accepting an Order 47
Section2 Acknowledgement Forms of Accepting an Order 47
Section3 When an Order Not Accepted 50
Section4 Useful Sentences for Reference 50
Section1 Types of Agreement or Contract 53
Chapter10 Entering into a Contract（签订合同） 53
Section2 Main Clauses in a Contract 54
Chapter11 Terms of Payment（付款条件） 58
Section1 Different Kinds of Terms of Payment 58
Section2 Ways of Making Payment Through a Bank 60
Section3 Instruments of Payment 61
Section4 Examples of Instruments of Payment in International Trade 62
Section2 The Implication of an L/C 67
Section1 Definition 67
Chapter12 Letter of Credit（L/C）（信用证） 67
Section3 People Concerned in an L/C 68
Section4 The Process of Issuance Operation of an L/C 69
Section5 Examples of an L/C 71
Section6 Classification of L/C 75
Chapter13 Advice of L/C（信用证通知书） 78
Section1 The Importer s Advice to the Exporter 78
Section2 L/C Advice from an Advising Bank 79
Section1 The Importance of L/C Verification 85
Chapter14 The Verification of an L/C（信用证核对） 85
Section2 How to Do the Verification 86
Chapter15 L/C Amendment（更改信用证） 88
Section1 What is L/C Amendment 88
Section2 Examples of L/C Amendment 88
Chapter16 Bills of Exchange（汇票） 95
Section1 What is a Bill of Exchange 95
Section2 People Concerned in a Bill of Exchange 99
Section3 Sight Bill Time Bill 99
Section4 Bill of Remittance 100
Section5 Some Useful Terms，Phrases and Sentences Concerning Bills of Exchange 101
Chapter17 Shipment（装船/装运） 103
Section1 What is Shipment 103
Section2 Effectuation of Shipment 103
Section3 Terms of Shipment 104
Section4 Shipping Advice 106
Section1 Definition of Shipping Documents 109
Section2 The Classification of Shipping Documents 109
Chapter18 Shipping Documents（船运/货运单据） 109
Section3 Some Very Often Seen Shipping Documents 110
Section4 A Sample of Bill of Lading（B/L） 115
Section5 Commodity Inspection Inspection Certificate 119
Chapter19 Packing（包装） 123
Section1 Definition 123
Section2 Different Kinds of Packaging Containers 123
Section3 Packing Marks 124
Section4 Packing List 126
Section6 Container Transportation 128
Section5 Packing in Export Trade 128
Section7 Useful Expressions for Packing 130
Chapter20 Insurance（保险） 132
Section1 Definition 132
Section2 Risks in Foreign Trade 132
Section3 The PICC 133
Section4 Maritime/Marine Insurance 134
Section5 Maritime Losses 135
Section6 Types of Coverage 136
Section7 Effecting Insurance on Cargoes 138
Section8 Some Examples of Correspondence Relating to Marine Insurance 139
Section9 Useful Expressions for Insurance Affairs 140
Chapter21 Complaints，Disputes Claims（投诉，争议与索赔） 143
Section1 Introduction 143
Section2 How to Write a Claim 145
Section3 Sample Letters 146
Section4 Useful Expressions 149
Section1 Introduction 157
Chapter22 Agencies（代理） 157
Section2 Relations Between Principal and Agent 158
Section3 The Rights and Duties of the Entruster/Principal 159
Section4 The Rights and Duties of the Entrusted/Agent 159
Section5 Samples of Correspondence Relation to Agency Relations 160
Section6 Useful Expressions for Agency 162
Chapter23 Quality Terms Descriptions of Samples（质量条款与样品说明书） 164
Section1 Quality Terms 164
Section2 Expressions Relating to Samples and Qualities 165
Chapter24 Quantity Terms（数量条款） 170
Section1 The Kinds of Quantities 170
Section2 The Identification of Quantities 172
Section3 Examples of Quantity Terms Some Useful Expressions 173
Chapter25 Description Catalogues of Commodities（商品种类与商品目录） 174
Section1 The Classification of Commodities 174
Section2 The Use of Catalogues 178
Section1 Foreign Exchange Price Terms 179
Section2 Price Terms 179
Chapter26 Price-terms in Foreign Trade（对外贸易的价格条款） 179
Section3 Price List 181
Section4 Some Useful Expressions for Price Terms 183
Chapter27 Processing Assembling Trade（加工与装配贸易） 185
Section1 Definition 185
Section2 The Positive Role of Processing and Assembling Trade 185
Section3 The Defects of Processing and Assembling Trade 186
Section4 Agreement of Processing and/or Assembling Trade 186
Section5 Some Clauses of Processing Contract 187
Section6 Some Useful Expressions for Processing Assembling Trade 188
Chapter28 Compensation Trade（补偿贸易） 191
Section1 Definition 191
Section2 The Classification of Compensation Trade 192
Section3 The Nature the Role of Compensation Trade 192
Section4 The Limitations of Compensation Trade 194
Section5 The Procedure for Contracting a Compensation Deal 195
Section6 A Sample of Agreement on Compensation Trade 196
Section7 Useful Expressions for Compensation Trade 198
Section1 Definition 202
Chapter29 Joint Venture（合资企业） 202
Section2 The Types Characteristics of Joint Ventures 203
Section3 The Main Contents of a Joint Venture Contract 204
Section4 Useful Expressions for Joint Ventures 228
Section5 A Way of Introducing Foreign Investment 230
Chapter30 E-mail and Faxes for Business Purposes（E-mail 和Faxes在国际商务中的应用） 235
Section1 The Use of E-mail 235
Section2 Some More Guidelines for Using E-mail 236
Section3 The Different Uses of E-mail Business Letters 237
Section4 The Use of Faxes 240
Section5 Some Guidelines for Using Faxes 242
Section6 Differences Similarities Between Faxes Business Letters 242
PART TWO 247
Exercises 247
Key to Exercises 329
Answers to Questions 387
参考文献 404
后记 405