Chapter 1 Introduction 1
Ⅰ．Introduction 1
Ⅱ．Principles of business letter writing 1
Ⅲ．Structure of business letters 5
Ⅳ．Layout of business letters 12
Ⅴ．Envelop addressing 17
Ⅵ．The E-mail 19
Ⅶ．Business Fax 22
Chapter 2 Establishing Business Relations 26
Unit 1 Establishing Business Relations 26
Lesson 1 Request for the Establishment of Business Relations 27
Lesson 2 Reply to the Above Letter 30
Unit 2 Status Enquiries 38
Lesson 1 Status Enquiries 39
Lesson 2 Reply to the Above Letter 40
Chapter 3 Negotiation of a contract 48
Unit 1 Enquiries And Replies 48
Lesson 1 A General Enquiry 49
Lesson 2 A Specific Enquiry 52
Unit 2 Proforma Invoice 58
Lesson 1 Asking for Proforma Lnvoice 62
Lesson 2 Sending Proforma Invoice 64
Unit 3 Quotations and Offers 68
Lesson 1 A Firm Offer 69
Lesson 2 A Non-Firm Offer 71
Unit 4 Counter-offers and Acceptance 78
Lesson 1 A Counter-Offer 78
Lesson 2 Reply to the Above 83
Unit 5 Sales Promotion 89
Lesson 1 Sales letter 90
Lesson 2 The Reviver 91
Lesson 3 A Follow-up Letter 91
Chapter 4 Conclution of business 96
Unit 1 Orders and Their Fulfillment 96
Lesson 1 An Order 98
Lesson 2 An Initial Order 105
Lesson 3 Repeat Order 108
Lesson 4 Duplicate Order 111
Unit 2 Signing a Contract 118
Lesson 1 Conclusion of business 118
Lesson 2 Sending a Sales Contract 119
Lesson 3 Counter-signature 122
Chapter 5 Conditions of a contract 126
Unit 1 Packing 127
Lesson 1 Packing ＆ Shipping Marks 127
Lesson 2 Reply to the Buyer's Packing Instruction 133
Lesson 3 Claim for Improper Packing 134
Unit 2 Shipment 141
Lesson 1 Ask for an Amendment to Shipment Terms 143
Lesson 2 Partial shipment ＆ Transshipment 144
Lesson 3 Shipping instruction 145
Lesson 4 Urging Shipment Letters 147
Lesson 5 Shipping Adivice 149
Unit 3 Insurance 158
Lesson 1 effection insurance for the Buyer 158
Lesson 2 the Reply to the Exporter 161
Lesson 3 the Letter from the Insured to the insurer 164
Lesson 4 the Reply of the Insurance Company 165
Lesson 5 Asking for Excessive Insurance 166
Lesson 6 Open Policy Insurance 167
Unit 4 Payment 173
Lesson 1 Remittance 174
Lesson 2 Collection 176
Lesson 3 Letter of Credit 181
Unit 5 Complaint and Adjustments 201
Lesson 1 Claim for Late Delivery 202
Lesson 2 Claim for Wrong Goods 205
Lesson 3 Claim on Inferior Quality 206
Lesson 4 Claim on Damaged Goods 207
Lesson 5 Claim on Short Weight 209
Chapter 6 Modes of Trade 218
Unit 1 Agency 218
Lesson 1 Asking to Be a Sole Agent 219
Lesson 2 Appointing Agent 220
Lesson 3 Confirming the Terms of Agency 220
Unit 2 Processing ＆ Assembling Trade 230
Lesson 1 The Invitation for Processing Trade 231
Lesson 2 Reply for The Invitation for Processing Trade 231
Unit 3 Compensation Trade 239
Unit 4 Joint Venture 247
Lesson 1 Asking for Joint Venture Details 248
Lesson 2 the reply to the above 248
Unit 5 Technology Transfer 260
Lesson 1 Asking for Technology Transfer 261
Lesson 2 the reply to the above 261
Unit 6 Invitation to Bid 277
Chapter 7 Miscellaneous Correspondence 281
Unit 1 Ordinary Inter-Company Correspondence 281
Lesson 1 Letters of invitation 282
Lesson 2 Letters of thanks 284
Lesson 3 Congratulation letter 285
Lesson 4 Letters of apology 286
Lesson 5 Letters of Appointments 288
Lesson 6 Letters of Announcements 289
Lesson 7 Letters of requests 290
Lesson 8 Reminders 291
Lesson 9 Visits 291
Unit 2 Employment 298
Lesson 1 Application letters 298
Lesson 2 Resume/CV 301
Lesson 3 Other employment letters 302
参考文献 311