Unit 1 Business Letter Writing 1
1.1 Essential Qualities of Business Letters 1
1.2 Layout of Business Letter 2
1.3 Format of Business Letter 10
1.4 Addressing an Envelope 15
Unit 2 The Tendency of Business Correspondence 19
2.1 Telex 19
2.2 Fax 22
2.3 E-mail 23
Unit 3 Establishing Business Relations 28
3.1 Self-introduction 28
3.2 A Reply to a Self-introduction 32
3.3 Request for the Establishment of Business Relations 34
3.4 A Reply to the Request for the Establishment of Business Relations 37
Unit 4 Enquiries ＆ Offers 43
4.1 Making an Enquiry 43
4.2 Reply to an Enquiry 45
4.3 Making a Firm Offer 48
4.4 Making a Voluntary Offer 52
Unit 5 Counter Offers 58
5.1 Making a Counter Offer 58
5.2 Declining Price Reduction 61
5.3 Concession on Price 63
5.4 Advising to Accept the Offer 65
Unit 6 Orders 69
6.1 Placing an Order 69
6.2 Declining the Order 72
6.3 Covering Letter with Order Form 74
6.4 Acknowledgement of Order 75
Unit 7 Terms of Payment 80
7.1 Requesting for Payment by D/A 80
7.2 Accepting D/A Terms 84
7.3 Proposing to Pay by D/P at Sight 87
7.4 Proposing to Pay by D/P after Sight 90
Unit 8 Establishment and Amendment to L/C 94
8.1 Application for Establishment of L/C 94
8.2 Urging Establishment of L/C 98
8.3 Application for Amendment of L/C 101
8.4 Asking for Extension of L/C 103
Unit 9 Packing 108
9.1 Packing Requirement 108
9.2 About Inner Packing 111
9.3 About Outer Packing 114
Unit 10 Shipment 119
1 0.1 Shipping Instructions 119
10.2 Shipping Advice 122
10.3 Urging Shipment 125
10.4 Proposing Partial Shipment and Transhipment 129
Unit 11 Insurance 135
11.1 Asking for Insurance Arrangement 135
11.2 Reply to an Insurance Application 137
11.3 Request for Excessive Insurance 140
11.4 Insurance Policy 142
Unit 12 Complaints,Claims and Adjustments 147
12.1 Complaint of Wrong Dispatch 147
12.2 Apologizing for the Complaint 150
12.3 Lodging a Claim for Damaged Goods 153
12.4 Acceptance of a Claim 156
Unit 13 Businesses Contract 161
13.1 The Types of a Contract 161
13.2 The Structure of a Contract 163
13.3 Terms and Conditions 167
13.4 Specimens of Contract 173
Unit 14 Agency 186
14.1 Asking for Sole Agency 186
14.2 A Favorable Reply 188
Unit 15 Documents in International Trade 200
15.1 Commercial Invoice 200
15.2 Packing List 202
15.3 Certificate of Origin 202
15.4 Weight Memo 203
15.5 Bill of Lading 204
15.6 Draft(Bill of Exchange) 205
15.7 Letter of Credit 206
参考译文 210
参考答案 243
参考文献 268