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Unit 1 Fundamentals of Business Letter Writing1

Lead-in1

Specimen letter 1 The Semi-indented Style12

Specimen letter 2 The Blocked Style13

Exercises17

Unit 2 Establishment of Business Relations18

Lead-in18

Specimen Letter 1 Asking for Establishing Business Relations19

Specimen Letter 2 Asking for Establishing Business Relations21

Specimen Letter 3 Asking for Establishing Business Relations23

Specimen Letter 4 Reply to a Letter of Establishing Business Relations24

Specimen Letter 5 Reply to a Letter of Establishing Business Relations26

Specimen Letter 6 Asking to Provide Sales Agency Service26

Specimen Letter 7 Try to Resume the Old Business Relations28

Useful Sentences29

Letter-writing Guide31

Exercises32

Unit 3 Inquiries and Replies35

Lead-in35

Specimen Letter 1 Make an Inquiry after Reading an Advertisement36

Specimen Letter 2 Customers Interested in the Displayed Products38

Specimen Letter 3 Asking for the Catalogue and Price List40

Specimen Letter 4 Sending Catalogues and Price Lists41

Specimen Letter 5 Asking for Quotations43

Specimen Letter 6 Reply to the Inquiry45

Useful Sentences47

Letter-writing Guide48

Exercises49

Unit 4 Offers and Counter-offers52

Lead-in52

Specimen Letter 1 Make an Offer Based on Enquiry:A Firm Offer53

Specimen Letter 2 Make an often Based on Enquiry:A Non-firm Offer56

Specimen Letter 3 Counter-offer:Ask for a Price Cut57

Specimen Letter 4 Counter-offer:Ask for a Smaller Quantity59

Specimen Letter 5 Counter-offer:Ask for Alternation of Terms of Payment61

Specimen Letter 6 Reject the Price Reduction62

Specimen Letter 7 Make a Concession63

Specimen Letter 8 Accept the Counter-offer65

Useful Sentences66

Letter-writing Guide67

Exercise68

Unit 5 Orders and Fulfillment of Orders71

Lead-in71

Specimen Letter 1 Making a Trial Order71

Specimen Letter 2 Enclosing an Order Form73

Specimen Letter 3 Place an Order76

Specimen Letter 4 Decline an Order77

Specimen Letter 5 Confirm an Order79

Specimen Letter 6 Confirm a Repeat Order81

Specimen Letter 7 Recommendation of a Substitute83

Useful Sentences85

Letter-writing Guide85

Exercises88

Unit 6 Sales Promotion90

Lead-in90

Specimen Letter 1 Introducing Commodities91

Specimen Letter 2 Offering a Discount92

Specimen Letter 3 Sales Promotion Correspondence94

Specimen Letter 4 Comparison of Goods97

Specimen Letter 5 Recommendation of a Substitute98

Specimen Letter 6 Promotion to a Former Client101

Useful Sentences102

Letter-writing Guide103

Exercises104

Unit 7 Terms of Payment106

Lead-in106

Specimen Letter 1 Asking to Establish L/C as the Terms of Payment108

Specimen Letter 2 Advice of Establishment of L/C109

Specimen Letter 3 Asking for Amendment to L/C110

Specimen Letter 4 Ask for Extension of L/C111

Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C113

Specimen Letter 6 Reply to Urging to Establish L/C114

Specimen Letter 7 Request for D/A Payment115

Specimen Letter 8 Urging Establishment of L/C116

Useful Sentences117

Letter-writing Guide119

Exercises121

Unit 8 Packing123

Lead-in123

Specimen Letter 1 Buyer's Requirement for Packing and Shipping Marks124

Specimen Letter 2 Negotiation on Packing and Marking127

Specimen Letter 3 Reply to the Packing Instruction128

Specimen Letter 4 Packing Requirement129

Specimen Letter 5 Exporter's Advice of Packing,Shipping Marks and Shipment130

Specimen Letter 6 Claim for Improper Packing131

Useful Sentences132

Letter-writing Guide134

Exercises135

Unit 9 Insurance137

Lead-in137

Specimen Letter 1 Asking for the Premium Rate138

Specimen Letter 2 Reply to an Enquiry of Insurance139

Specimen Letter 3 A Request for Insurance142

Specimen Letter 4 Reply to a Request for Insurance142

Specimen Letter 5 Importer Asks Exporter to Arrange Insurance144

Specimen Letter 6 Insurance Policy145

Useful Sentences146

Letter-writing Guide147

Exercises149

Unit 10 Shipment151

Lead-in151

Specimen Letter 1 Asking for Amendment to the Terms of Shipment152

Specimen Letter 2 Giving Shipping Instructions to the Seller153

Specimen Letter 3 Urging an Immediate or Punctual Shipment154

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 Received157

Specimen Letter 7 Enquiry for Freight and Time of Voyage158

Specimen Letter 8 Reply to Letter 7159

Specimen Letter 9 Enquiry for the Container Service159

Specimen Letter 10 Reply to Letter 9160

Useful Sentences161

Letter-writing Guide162

Exercises163

Unit 11 Complaints,Claims and Adjustments166

Lead-in166

Specimen Letter 1 Complaining about the Inferior Materials167

Specimen Letter 2 Adjustment for the Wrong Materials(Reply to Letter 1)168

Specimen Letter 3 Claim on the Damaged or Blemished Goods169

Specimen Letter 4 Adjustment for the Damaged or Blemished Goods(Reply to Letter 3)170

Specimen Letter 5 Complaining about the Wrong Invoice171

Specimen Letter 6 Apologizing for the Wrong Invoice(Reply to Letter 5)172

Specimen Letter 7 Refusal to Claim on Replacement173

Specimen Letter 8 Refusal to Request for Compensating for the Damaged Material174

Useful Sentences175

Letter-writing Guide176

Exercises178

Unit 12 Agency182

Lead-in182

Specimen Letter 1 Offering to Act as the Sole Agent184

Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent185

Specimen Letter 3 Declining a Request for Sole Agency187

Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement189

Specimen Letter 5 Stating the Main Points for an Agency Agreement190

Specimen Letter 6 Sole Agency Agreement192

Useful Sentences194

Letter-writing Guide196

Exercises198

Unit 13 Social Letters200

Lead-in200

Specimen Letter 1 Letter of Thanks201

Specimen Letter 2 Letter of Congratulations202

Specimen Letter 3 Letter of Apology204

Specimen Letter 4 Letter of Invitation205

Specimen Letter 5 Letter of Appointment206

Specimen Letter 6 Letter of Complaint208

Exercises209

Unit 14 Business Contract211

Lead-in211

Specimen 1 Sales Confirmation213

Specimen 2 Sales Contract218

Specimen 3 Purchase Confirmation221

Specimen 4 Purchase Contract225

Specimen 5 Sole Agency Agreement228

Specimen 6 Sales Agency Agreement232

Exercises237

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 Exercises317