Unit 1 Fundamentals of Business
Letter Writing 1
Lead-in 1
Specimen Letter 1 The Semi-indented
Style 10
Specimen Letter 2 The Blocked Style 12
Exercises 14
Unit 2 Establishment of Business
Relations 16
Lead-in 16
Specimen Letter 1 Asking for Establishing
Business Relations 17
Specimen Letter 2 Asking for Establishing
Business Relations 19
Specimen Letter 3 Asking for Establishing
Business Relations 20
Specimen Letter 4 Reply to a Letter of
Establishing Business Relations 22
Specimen Letter 5 Reply to a Letter of
Establishing Business Relations 23
Specimen Letter 6 Asking to Provide Sales
Agency Service 23
Specimen Letter 7 Try to Resume the Old
Business Relations 25
Useful Sentences 26
Letter-writing Guide 27
Exercises 29
Unit 3 Inquiries and Replies 31
Lead-in 31
Specimen Letter 1 Make an Inquiry after
Reading an Advertisement 32
Specimen Letter 2 Customers Interested in
the Displayed Products 34
Specimen Letter 3 Asking for the
Catalogue and Price List 35
Specimen Letter 4 Sending Catalogues
and Price Lists 36
Specimen Letter 5 Asking for Quotations 38
Specimen Letter 6 Reply to the Inquiry 39
Useful Sentences 42
Letter-writing Guide 42
Exercises 44
Unit 4 Offers and Counter-offers 46
Lead-in 46
Specimen Letter 1 Make an Offer Based on
Enquiry: A Firm Offer 47
Specimen Letter 2 Make an often Based on
Enquiry: A Non-firm Offer 49
Specimen Letter 3 Counter-offer: Ask for a
Price Cut 50
Specimen Letter 4 Counter-offer: Ask for a
Smaller Quantity 52
Specimen Letter 5 Counter-offer: Ask for
Alternation of Terms of Payment 54
Specimen Letter 6 Reject the Price
Reduction 55
Specimen Letter 7 Make a Concession 56
Specimen Letter 8 Accept the Counter-
offer 57
Useful Sentences 58
Letter-writing Guide 59
Exercises 60
Unit 5 Orders and Fulfillment of
Orders 62
Lead-in 62
Specimen Letter 1 Making a Trial Order 62
Specimen Letter 2 Enclosing an Order
Form 64
Specimen Letter 3 Place an Order 66
Specimen Letter 4 Decline an Order 68
Specimen Letter 5 Confirm an Order 69
Specimen Letter 6 Confirm a Repeat
Order 71
Specimen Letter 7 Recommendation of a
Substitute 73
Useful Sentences 74
Letter-writing Guide 75
Exercises 77
Unit 6 Sales Promotion 79
Lead-in 79
Specimen Letter 1 Introducing Commodities 79
Specimen Letter 2 Offering a Discount 81
Specimen Letter 3 Sales Promotion
Correspondence 83
Specimen Letter 4 Comparison of Goods 85
Specimen Letter 5 Recommendation of a
Substitute 86
Specimen Letter 6 Promotion to a Former
Client 88
Useful Sentences 90
Letter-writing Guide 91
Exercises 91
Unit 7 Terms of Payment 93
Lead-in 93
Specimen Letter 1 Asking to Establish L/C
as the Terms of Payment 95
Specimen Letter 2 Advice of Establishment
of L/C 96
Specimen Letter 3 Asking for Amendment
to L/C 97
Specimen Letter 4 Ask for Extension of
L/C 98
Specimen Letter 5 Reply to the Letter of
Asking for Extension of L/C 99
Specimen Letter 6 Reply to Urging to
Establish L/C 100
Specimen Letter 7 Request for D/A
Payment 101
Specimen Letter 8 Urging Establishment
of L/C 102
Useful Sentences 103
Letter-writing Guide 104
Exercises 106
Unit 8 Packing 108
Lead-in 108
Specimen Letter 1 Buyer’s Requirement for
Packing and Shipping Marks 109
Specimen Letter 2 Negotiation on Packing
and Marking 111
Specimen Letter 3 Reply to the
Packing Instruction 112
Specimen Letter 4 Packing Requirement 114
Specimen Letter 5 Exporter’s Advice of
Packing， Shipping Marks and
Shipment 114
Specimen Letter 6 Claim for Improper
Packing 115
Useful Sentences 116
Letter-writing Guide 117
Exercises 119
Unit 9 Insurance 121
Lead-in 121
Specimen Letter 1 Asking for the Premium
Rate 122
Specimen Letter 2 Reply to an Enquiry of
Insurance 123
Specimen Letter 3 A Request for
Insurance 125
Specimen Letter 4 Reply to a Request
for Insurance 126
Specimen Letter 5 Importer Asks Exporter
to Arrange Insurance 127
Specimen Letter 6 The Certification of
Insurance Policy 128
Useful Sentences 129
Letter-writing Guide 130
Exercises 131
Unit 10 Shipment 134
Lead-in 134
Specimen Letter 1 Asking for Amendment
to the Terms of Shipment 135
Specimen Letter 2 Giving Shipping
Instructions to the Seller 136
Specimen Letter 3 Urging an Immediate or
Punctual Shipment 137
Specimen Letter 4 Sending a Shipping Advice
(Reply to Letter 3) 138
Specimen Letter 5 Apologizing for the Delay
of Shipment (Reply to Letter 3) 139
Specimen Letter 6 Notifying the Goods
Received 140
Specimen Letter 7 Enquiry for Freight Rate
and Time of Voyage 140
Specimen Letter 8 Reply to Letter 7 141
Specimen Letter 9 Enquiry for the
Container Service 141
Specimen Letter 10 Reply to Letter 9 142
Useful Sentences 143
Letter-writing Guide 144
Exercises 144
Unit 11 Complaints， Claims and
Adjustments 147
Lead-in 147
Specimen Letter 1 Complaining about the
Inferior Materials 148
Specimen Letter 2 Adjustment for the Wrong
Materials (Reply to Letter 1) 149
Specimen Letter 3 Claim on the Damaged or
Blemished Goods 149
Specimen Letter 4 Adjustment for the
Damaged or Blemished Goods (Reply
to Letter 3) 150
Specimen Letter 5 Complaining about the
Wrong Invoice 151
Specimen Letter 6 Apologizing for the
Wrong Invoice (Reply to Letter 5) 152
Specimen Letter 7 Refusal to Claim on
Replacement 153
Specimen Letter 8 Refusal to Request for
Compensating for the Damaged
Material 154
Useful Sentences 154
Letter-writing Guide 156
Exercises 158
Unit 12 Agency 161
Lead-in 161
Specimen Letter 1 Offering to Act as the
Sole Agent 162
Specimen Letter 2 Favorable Reply to
Offering to Act as Sole Agent 164
Specimen Letter 3 Declining a Request
for Sole Agency 165
Specimen Letter 4 Expecting a Personal
Negotiation for an Agency
Agreement 167
Specimen Letter 5 Stating the Main Points
for an Agency Agreement 168
Specimen Letter 6 Sole Agency
Agreement 170
Useful Sentences 171
Letter-writing Guide 173
Exercises 175
Unit 13 Social Letters 177
Lead-in 177
Specimen Letter 1 Letter of Thanks 178
Specimen Letter 2 Letter of
Congratulations 179
Specimen Letter 3 Letter of Apology 180
Specimen Letter 4 Letter of Invitation 181
Specimen Letter 5 Letter of
Appointment 182
Specimen Letter 6 Letter of Complaint 184
Letter-writing Guide 185
Exercises 186
Unit 14 Business Contract 188
Lead-in 188
Specimen 1 Sales Confirmation 190
Specimen 2 Sales Contract 194
Specimen 3 Purchase Confirmation 197
Specimen 4 Sales Agency Agreement 200
Exercises 204
第一单元 商务信函写作的基本知识 207
导读 207
一、商务信函的写作原则 207
二、商务信函的布局 209
三、商务信函的主要内容 209
四、商务信函的其他内容 211
五、信封的写法 212
样函1 混合式 213
样函2 齐头式 214
第二单元 建立业务关系 215
导读 215
样函1 请求建立业务关系 215
样函2 请求建立业务关系 216
样函3 请求建立业务关系 216
样函4 某建立业务关系请求的回复函 217
样函5 某建立业务关系请求的回复函 217
样函6 主动要求提供销售代理服务 217
样函7 尝试恢复中断的业务关系 218
第三单元 询盘和回复 219
导读 219
样函1 读到广告后进行的询盘 220
样函2 客户对展示的产品感兴趣 220
样函3 请求索要产品目录和价目表 220
样函4 寄送产品目录和价目表 221
样函5 索要报价单 221
样函6 对询函的回复 221
第四单元 发盘和还盘 223
导读 223
样函1 根据询盘报盘：实盘 224
样函2 根据询盘报盘：虚盘 224
样函3 还盘：要求减价 225
样函4 还盘：要求降低数量 225
样函5 还盘：要求改变付款方式 225
样函6 拒绝减价 226
样函7 做出让步 226
样函8 接受还盘 226
第五单元 订单和订单的履行 228
导读 228
样函1 试订货 228
样函2 随函附寄订货单 228
样函3 订购货物 229
样函4 拒绝订购 230
样函5 确认订单 230
样函6 确认重复订单 231
样函7 推荐替代品 231
第六单元 促销信 232
导读 232
样函1 介绍商品 232
样函2 提供折扣 233
样函3 促销信 233
样函4 比较商品函 233
样函5 推荐替代产品 234
样函6 给老顾客的促销信 234
第七单元 付款条件 236
导读 236
样函1 要求使用信用证付款 237
样函2 通知开立信用证 237
样函3 请求修改信用证 238
样函4 请求延期信用证 238
样函5 信用证请求延期回复函 239
样函6 催开信用证回复函 239
样函7 要求承兑交单的付款方式 239
样函8 催开信用证 240
第八单元 包装 241
导读 241
样函1 买方对于包装和运输标志的
要求 242
样函2 洽谈包装和标志 242
样函3 对包装要求的回复 242
样函4 包装要求 243
样函5 出口商通知包装、唛头和装运
情况 243
样函6 关于包装不当的索赔 244
第九单元 保险 245
导读 245
样函1 询问保险费率 246
样函2 回复关于保险的询问 246
样函3 要求保险 246
样函4 答复保险要求 247
样函5 进口商请出口商代办保险 247
样函6 保险单证明 247
第十单元 运输 249
导读 249
样函1 要求修改装运条款函 249
样函2 买方给卖方的装运指示函 250
样函3 催促尽快或按时装运函 250
样函4 发装运通知(对样函3的回复) 250
样函5 道歉延迟装运
(对样函3的回复) 251
样函6 买方通知货已收到 252
样函7 询问运费率及船期 252
样函8 对样函7的回复 252
样函9 询问集装箱服务情况 253
样函10 对样函9的回复 253
第十一单元 投诉、索赔和调解 254
导读 254
样函1 投诉货物质量低劣 254
样函2 对送错货物的投诉信的回复
(对样函1的回复) 255
样函3 货物受损或有瑕疵的索赔 255
样函4 对货物受损或有瑕疵的投诉信的
回复(对样函3的回复) 255
样函5 单据有误的投诉 256
样函6 对单据有误的投诉信的回复
(对样函5的回复) 256
样函7 拒绝更换的拒绝函 257
样函8 拒绝赔偿损坏材料的要求 257
第十二单元 代理 258
导读 258
样函1 请求做独家代理函 259
样函2 同意做独家代理的请求 259
样函3 拒绝独家代理请求 259
样函4 请求就代理协议进行面谈 260
样函5 阐述代理协议的要点 260
样函6 独家代理协议 261
第十三单元 社交信函 263
导读 263
样函1 感谢信 263
样函2 祝贺信 263
样函3 道歉信 264
样函4 邀请函 264
样函5 约见函 264
样函6 投诉函 265
第十四单元 贸易合同 266
导读 266
一、合同和协议的格式 266
二、书写合同和协议的要求 267
参考文献 268
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