Part Ⅰ Basic Knowledge of Business Letter Writing 3
Module One Written Communication—An Overview 3
1．Parts of a Business Letter 5
2．Format of Business Letters 10
3．Envelope Addressing 13
4．Language and Tone 14
5．Structuring Communications 20
6．E—mails 22
Intake 32
Part Ⅱ Customers Development&Maintenance 37
Module Two Establishment of Business Relations 37
Specimen Letters for Analysis 41
Specimen Letters for Self-study 43
Intake 47
Output 48
Module Three Inquiries and Replies 49
Specimen Letters Analysis 51
Specimen Letters for Self-study 52
Intake 56
Output 57
Module Four Making Quotations and Offers 59
Specimen Letters for Analysis 61
Specimen Letters for Self-study 62
Intake 67
Output 68
Part Ⅲ Negotiation＆Signing Contracts 71
Module Five Making Counteroffers and Declining Orders 71
Specimen Letters for Analysis 72
Specimen Letters for Self-study 74
Intake 77
Output 78
Module Six Acceptance and Orders 79
Specimen Letters for Analysis 81
Specimen Letters for Self-study 82
Intake 85
Output 87
Module Seven Terms of Payment 89
Specimen Letters for Analysis 91
Specimen Letters for Self-study 93
Intake 96
Output 98
Part Ⅳ Execution of Contracts 101
Module Eight Letter of Credit 101
Specimen Letters for Analysis 103
Specimen Letters for Self-study 106
Intake 109
Output 111
Module Nine Packing and Shipment 115
Specimen Letters forAnalysis 117
Specimen Letters for Self-study 119
Intake 125
Output 126
Module Ten Insurance 127
Specimen Letters for Analysis 129
Specimen Letters for Self-study 131
Intake 134
Output 135
Module Eleven Complamt and Claim 137
Specimen Letters for Analysis 140
Specimen Letters for Self-study 141
Intake 145
Output 147
Appendix 1 Contract合同 149
Appendix 2 SWIFT信用证 159
Appendix 3 Invoice and Other Certificates发票及单据 165
Appendix 4 Maritime Port海运港口 175
Appendix 5 Airport（Airdrome）世界主要航空港（站）（机场） 181
Appendix 6 Useful Phrases and Expressions 183
参考文献 193