Unit 1 Fundamentals of Business Letter Writing 1 Lead-in 1 Specimen letter 1 The Semi-indented Style 12 Specimen letter 2 The Blocked Style 13 Exercises 17 Unit 2 Establishment of Business Relations 18 Lead-in 18 Specimen Letter 1 Asking for Establishing Business Relations 19 Specimen Letter 2 Asking for Establishing Business Relations 21 Specimen Letter 3 Asking for Establishing Business Relations 23 Specimen Letter 4 Reply to a Letter of Establishing Business Relations 24 Specimen Letter 5 Reply to a Letter of Establishing Business Relations 26 Specimen Letter 6 Asking to Provide Sales Agency Service 26 Specimen Letter 7 Try to Resume the Old Business Relations 28 Useful Sentences 29 Letter-writing Guide 31 Exercises 32 Unit 3 Inquiries and Replies 35 Lead-in 35 Specimen Letter 1 Make an Inquiry after Reading an Advertisement 36 Specimen Letter 2 Customers Interested in the Displayed Products 38 Specimen Letter 3 Asking for the Catalogue and Price List 40 Specimen Letter 4 Sending Catalogues and Price Lists 41 Specimen Letter 5 Asking for Quotations 43 Specimen Letter 6 Reply to the Inquiry 45 Useful Sentences 47 Letter-writing Guide 48 Exercises 49 Unit 4 Offers and Counter-offers 52 Lead-in 52 Specimen Letter 1 Make an Offer Based on Enquiry: A Firm Offer 53 Specimen Letter 2 Make an often Based on Enquiry: A Non-firm Offer 56 Specimen Letter 3 Counter-offer: Ask for a Price Cut 57 Specimen Letter 4 Counter-offer: Ask for a Smaller Quantity 59 Specimen Letter 5 Counter-offer: Ask for Alternation of Terms of Payment 61 Specimen Letter 6 Reject the Price Reduction 62 Specimen Letter 7 Make a Concession 63 Specimen Letter 8 Accept the Counter-offer 65 Useful Sentences 66 Letter-writing Guide 67 Exercise 68 Unit 5 Orders and Fulfillment of Orders 71 Lead-in 71 Specimen Letter 1 Making a Trial Order 71 Specimen Letter 2 Enclosing an Order Form 73 Specimen Letter 3 Place an Order 76 Specimen Letter 4 Decline an Order 77 Specimen Letter 5 Confirm an Order 79 Specimen Letter 6 Confirm a Repeat Order 81 Specimen Letter 7 Recommendation of a Substitute 83 Useful Sentences 85 Letter-writing Guide 85 Exercises 88 Unit 6 Sales Promotion 90 Lead-in 90 Specimen Letter 1 Introducing Commodities 91 Specimen Letter 2 Offering a Discount 92 Specimen Letter 3 Sales Promotion Correspondence 94 Specimen Letter 4 Comparison of Goods 97 Specimen Letter 5 Recommendation of a Substitute 98 Specimen Letter 6 Promotion to a Former Client 101 Useful Sentences 102 Letter-writing Guide 103 Exercises 104 Unit 7 Terms of Payment 106 Lead-in 106 Specimen Letter 1 Asking to Establish L/C as the Terms of Payment 108 Specimen Letter 2 Advice of Establishment of L/C 109 Specimen Letter 3 Asking for Amendment to L/C 110 Specimen Letter 4 Ask for Extension of L/C 111 Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C 113 Specimen Letter 6 Reply to Urging to Establish L/C 114 Specimen Letter 7 Request for D/A Payment 115 Specimen Letter 8 Urging Establishment of L/C 116 Useful Sentences 117 Letter-writing Guide 119 Exercises 121 Unit 8 Packing 123 Lead-in 123 Specimen Letter 1 Buyer’s Requirement for Packing and Shipping Marks 124 Specimen Letter 2 Negotiation on Packing and Marking 127 Specimen Letter 3 Reply to the Packing Instruction 128 Specimen Letter 4 Packing Requirement 129 Specimen Letter 5 Exporter’s Advice of Packing, Shipping Marks and Shipment 130 Specimen Letter 6 Claim for Improper Packing 131 Useful Sentences 132 Letter-writing Guide 134 Exercises 135 Unit 9 Insurance 137 Lead-in 137 Specimen Letter 1 Asking for the Premium Rate 138 Specimen Letter 2 Reply to an Enquiry of Insurance 139 Specimen Letter 3 A Request for Insurance 142 Specimen Letter 4 Reply to a Request for Insurance 142 Specimen Letter 5 Importer Asks Exporter to Arrange Insurance 144 Specimen Letter 6 Insurance Policy 145 Useful Sentences 146 Letter-writing Guide 147 Exercises 149 Unit 10 Shipment 151 Lead-in 151 Specimen Letter 1 Asking for Amendment to the Terms of Shipment 152 Specimen Letter 2 Giving Shipping Instructions to the Seller 153 Specimen Letter 3 Urging an Immediate or Punctual Shipment 154 Specimen Letter 4 Sending a Shipping Advice (Reply to Letter 3) 155 Specimen Letter 5 Apologizing for the Delay of Shipment (Reply to Letter 3) 157 Specimen Letter 6 Notifying the Goods Received 157 Specimen Letter 7 Enquiry for Freight and Time of Voyage 158 Specimen Letter 8 Reply to Letter 7 159 Specimen Letter 9 Enquiry for the Container Service 159 Specimen Letter 10 Reply to Letter 9 160 Useful Sentences 161 Letter-writing Guide 162 Exercises 163 Unit 11 Complaints, Claims and Adjustments 166 Lead-in 166 Specimen Letter 1 Complaining about the Inferior Materials 167 Specimen Letter 2 Adjustment for the Wrong Materials (Reply to Letter 1) 168 Specimen Letter 3 Claim on the Damaged or Blemished Goods 169 Specimen Letter 4 Adjustment for the Damaged or Blemished Goods (Reply to Letter 3) 170 Specimen Letter 5 Complaining about the Wrong Invoice 171 Specimen Letter 6 Apologizing for the Wrong Invoice (Reply to Letter 5) 172 Specimen Letter 7 Refusal to Claim on Replacement 173 Specimen Letter 8 Refusal to Request for Compensating for the Damaged Material 174 Useful Sentences 175 Letter-writing Guide 176 Exercises 178 Unit 12 Agency 182 Lead-in 182 Specimen Letter 1 Offering to Act as the Sole Agent 184 Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent 185 Specimen Letter 3 Declining a Request for Sole Agency 187 Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement 189 Specimen Letter 5 Stating the Main Points for an Agency Agreement 190 Specimen Letter 6 Sole Agency Agreement 192 Useful Sentences 194 Letter-writing Guide 196 Exercises 198 Unit 13 Social Letters 200 Lead-in 200 Specimen Letter 1 Letter of Thanks 201 Specimen Letter 2 Letter of Congratulations 202 Specimen Letter 3 Letter of Apology 204 Specimen Letter 4 Letter of Invitation 205 Specimen Letter 5 Letter of Appointment 206 Specimen Letter 6 Letter of Complaint 208 Exercises 209 Unit 14 Business Contract 211 Lead-in 211 Specimen 1 Sales Confirmation 213 Specimen 2 Sales Contract 218 Specimen 3 Purchase Confirmation 221 Specimen 4 Purchase Contract 225 Specimen 5 Sole Agency Agreement 228 Specimen 6 Sales Agency Agreement 232 Exercises 237 第一单元 商务信函写作的基本知识 240 导读 240 样函1 混合式 247 样函2 齐头式 248 第二单元 建立业务关系的信函 249 导读 249 样函1 请求建立业务关系 250 样函2 请求建立业务关系 250 样函3 请求建立业务关系 251 样函4 某建立业务关系请求的回复函 251 样函5 某建立业务关系请求的回复函 252 样函6 主动要求提供销售代理服务 252 样函7 尝试恢复中断的业务关系 252 第三单元 询盘和回复 254 导读 254 样函1 读到广告后进行的询盘 255 样函2 客户对展示的产品感兴趣 255 样函3 请求索要产品目录和价目表 255 样函4 寄送产品目录和价目表 256 样函5 索要报价单 256 样函6 对询函的回复 257 第四单元 发盘和还盘 258 导读 258 样函1 根据询盘报盘：实盘 259 样函2 根据询盘报盘：虚盘 259 样函3 还盘：要求减价 260 样函4 还盘：要求降低数量 260 样函5 还盘：要求改变付款方式 260 样函6 拒绝减价 261 样函7 做出让步 261 样函8 接受还盘 262 第五单元 订单和订单的履行 263 导读 263 样函1 试订货 263 样函2 随函附寄订货单 264 样函3 订购货物 264 样函4 拒绝订购 265 样函5 确认订单 265 样函6 确认重复订单 266 样函7 推荐替代品 266 第六单元 促销信 268 导读 268 样函1 介绍商品 268 样函2 提供折扣 269 样函3 促销信 269 样函4 比较商品函 270 样函5 推荐替代产品 270 样函6 给老顾客的促销信 271 第七单元 付款条件 272 导读 272 样函1 要求使用信用证付款 273 样函2 通知开立信用证 273 样函3 请求修改信用证 274 样函4 请求延期信用证 274 样函5 信用证请求延期回复函 275 样函6 催开信用证回复函 275 样函7 要求承兑交单的付款方式 276 样函8 催开信用证 276 第八单元 包装 277 导读 277 样函1 买方对于包装和运输标志的要求 278 样函2 洽谈包装和标志 278 样函3 对包装要求的回复 278 样函4 包装要求 279 样函5 出口商通知包装、唛头和装运情况 279 样函6 关于包装不当的索赔 280 第九单元 保险 281 导读 281 样函1 询问保险费率 282 样函2 回复关于保险的询问 282 样函3 要求保险 282 样函4 答复保险要求 283 样函5 进口商请出口商代办保险 283 样函6 保险单证明 284 第十单元 运输 285 导读 285 样函1 要求修改装运条款函 285 样函2 买方给卖方的装运指示函 286 样函3 催促尽快或按时装运函 286 样函4 发装运通知(对样函3的回复) 287 样函5 道歉延迟装运(对样函3的回复) 288 样函6 买方通知货已收到 288 样函7 询问船期及运费率 288 样函8 对样函7的回复 289 样函9 询问集装箱服务情况 289 样函10 对样函9的回复 289 第十一单元 投诉、索赔和调解 290 导读 290 样函1 投诉货物质量低劣 290 样函2 对送错货物的投诉信的回复(对样函1的回复) 291 样函3 货物受损或有瑕疵的索赔 291 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) 292 样函5 单据有误的投诉 292 样函6 对单据有误的投诉信的回复(对样函5的回复) 293 样函7 拒绝更换的拒绝函 293 样函8 拒绝赔偿损坏材料的要求 293 第十二单元 代理 295 导读 295 样函1 请求做独家代理函 296 样函2 同意做独家代理的请求 296 样函3 拒绝独家代理请求 296 样函4 请求就代理协议进行面谈 297 样函5 阐述代理协议的要点 297 样函6 独家代理协议 298 第十三单元 社交信函 300 导读 300 样函1 感谢信 300 样函2 祝贺信 300 样函3 道歉信 301 样函4 邀请函 301 样函5 约见函 301 样函6 投诉函 302 第十四单元 贸易合同 303 导读 303 范例1 购货合同 304 范例2 独家代理协议 307 试卷一 309 试卷二 313 Key to Exercises 317
