Unit One Job Requirements and the Forms of Business LettersJob Requirements 2
The Forms of Business Letters 5
Summary 10
Exercises 10
Unit Two Establish Business Relations 16
Introduction 16
Business Letters 16
Pattern A of Business Letters 20
Relevant Terms 20
Useful Phrases 21
Summary 21
Exercises 21
Unit Three Credit Inquiry 28
Introduction 28
Business Letters 30
Pattern B of Business Letters 35
Relevant Terms 35
Useful Phrases 35
Summary 35
Exercises 36
Unit Four Enquiries and Replies 42
Introduction 42
Business Letters 43
Pattern C of Business Letters 48
Relevant Terms 48
Useful Phrases 48
Summary 49
Exercises 49
Unit Five Quotations and Pro forma Invoices 54
Introduction 54
Business Letters 54
Pattern D of Business Letters 60
Relevant Terms 60
Useful Phrases 60
Summary 61
Exercises 61
Unit Six Offers,Counter-offers and Re-counter OffersIntroduction 66
Business Letters 67
Pattern E of Business Letters 72
Relevant Terms 72
Useful Phrases 72
Summary 73
Exercises 73
Unit Seven Orders and Their Fulfillment 80
Introduction 80
Business Letters 81
Pattern F of Business Letters 86
Relevant Terms 86
Useful Phrases 86
Summary 87
Exercises 87
Unit Eight Sales Confirmations 92
Introduction 92
Business Letters 93
Pattern G of Business Letters 99
Relevant Terms 99
Useful Phrases 100
Summary 100
Exercises 100
Unit Nine Terms of Payment 118
Introduction 118
Business Letters 120
Pattern H of Business Letters 125
Relevant Terms 125
Useful Phrases 126
Summary 126
Exercises 126
Unit Ten Packing 134
Introduction 134
Business Letters 135
Pattern I of Business Letters 139
Releva nt Terms 140
Useful Phrases 140
Summary 140
Exercises 140
Unit Eleven Insurance 146
Introduction 146
Business Letters 147
Pattern J of Business Letters 152
Relevant Terms 152
Useful Phrases 152
Summary 153
Exercises 153
Unit Twelve Shipping Instructions and Shipping AdviceIntroduction 158
Business Letters 159
Pattern K of Business Letters 163
Relevant Terms 164
Useful Phrases 164
Summary 164
Exercises 165
Unit Thirteen Trade Disputes and Settlement 172
Introduction 172
Business Letters 173
Pattern L of Business Letters 178
Relevant Terms 178
Useful Phrases 178
Summary 179
Exercises 179
Unit Fourteen Sales Promotion 186
Introduction 186
Business Letters 187
Pattern M of Business Letters 192
Relevant Terms 192
Useful Phrases 193
Summary 193
Exercises 193
Unit Fifteen Expos 200
Introduction 200
Business Letters 201
Pattern N of Business Letters 206
Relevant Terms 206
Useful Phrases 206
Summary 206
Exercises 207
AppendixⅠ 网络教育《外贸函电》教学周历 211
AppendixⅡ 网络教育《外贸函电》（本）课程教学大纲 212
AppendixⅢ 网络教育《外贸函电》（本）课程考试大纲 215
AppendixⅣ Commercial Acronyms and Abbreviations 218
AppendixⅤ Key to Exercises 220