Chapter 1 Introduction:The Influence of the Past on Letter Writing 1
Chapter 2 Writing Principles 13
Section 1:Completeness 17
Section 2:Conciseness 23
Section 3:Consideration 33
Section 4:Clarity 39
Section 5:Concreteness 46
Section 6:Courtesy 52
Section 7:Correctness 60
Chapter 3 Business Letters:Style and Format 75
Section 1:Letter Styles 78
Section 2:The Format of the Business Letter 85
Unit 1:Standard Parts of the Business Letter 88
Unit 2:Optional Parts of the Business Letter 96
Chapter 4 Inquiries and Requests 104
Section 1:Inquiries 106
Unit 1:General Inquiries 107
Unit 2:Business Inquiries 110
(Ⅰ)The First Inquiry 111
(Ⅱ)Replies to the First Inquiry 115
(Ⅲ)Routine Inquiries and Replies 121
(Ⅳ)Tabulated Inquiries 125
(Ⅴ)Specific Inquiries 128
Section 2:Requests 132
Unit 1:Routine Requests 135
Unit 2:Granting and Refusing Requests 139
Chapter 5 Quotations 167
Section 1:Routine Quotations 170
Section 2:Quotations Subject to Confirmation(Non-Firm Offers) 174
Section 3:Quotations with a Validity Limit(Firm Offers) 179
Section 4:Counter-Proposals 184
Chapter 6 Sales Letters 209
Section 1:Unsolicited Sales Letters 211
Section 2:Solicited Sales Letters 227
Chapter 7 Orders and Order Acknowledgments 250
Section 1:Orders 251
Section 2:Order Acknowledgments 260
Chapter 8 Execution of Orders-Transport,Insurance＆Packing 296
Section 1:Transport 298
Unit 1:Transport by Sea 300
Unit 2:Transport by Air 311
Unit 3:The Container Service 316
Unit 4:Chasing Letters about Transport 320
Section 2:Insurance 324
Section 3:Packing 334
Chapter 9 Payments 357
Section 1:Banker s Drafts and Transfers 359
Section 2:Bills of Exchange(Drafis) 363
Section 3:Letters of Credit 370
Section 4:Credit References 382
Section 5:Debt Collection 388
Chapter 10 Claims and Adjustments 422
Section 1:Claims 423
Unit 1:Direct Claim Letters 427
Unit 2:Persuasive Claim Letters 430
Unit 3:The Tone of the Claim Letter 437
Section 2:Adjustments 446
Unit 1:Granting an Adjustment 449
(Ⅰ)Adjustment Situations 450
(Ⅱ)The Inductive Order in the Good-News Adjustment 454
Unit 2:Refusing an Adjustment 456
(Ⅰ)Specimen Refusal Letters 457
(Ⅱ)An Exceptional Case 460
(Ⅲ)The Language in Refusal Letters 461
Unit 3:Courtesy and Consideration in Adjustment Letters 464
Chapter 11 Telegrams and Telexes 494
Section 1:Telegrams 495
Section 2:Telexes 500
Appendixes 511
1.Contract 512
2.Purchase Contract 524
3.Sales Confirmation(as per buyer s sample) 526
4.Survey Report 528
5.Certificate of Origin 531
6.Certificate of Quality 532
7.Export Licence 533
Bibliography 534