国际商务函电

目录
UNIT 1 FUNDAMENTALS OF BUSINESS LETTER WRITING
Lead-in
1. Principles of Business Letter Writing
2. Layout of A Business Letter
3. The Main Parts of A Business Letter
4. Miscellaneous Matters
5. How to Address an Envelope
Exercises
UNIT 2 ESTABLISHMENT OF BUSINESS RELATlONS
Lead-in
Specimen Letter 1 A Request to Establish Business Relations
Specimen Letter 2 Asking for Establishing Business Relations(1)
Specimen Letter 3 Asking for Establishing Business Relations(2)
Specimen Letter 4 Reply to the Letter of Establishing Business Relations(1)
Specimen Letter 5 Reply to the Letter of Establishing Business Relations(2)
Specimen Letter 6 Asking to Provide Sales Agency Service
Specimen Letter 7 Try to Resume the Old Business Relations
Useful Sentences
Letter -writing Guide
Exercises
UNIT 3 INQUIRIES AND REPLlES
Lead-in
Specimen Letter 1 Make an Inquiry after Reading an Advertisement
Specimen Letter 2 Customers Interested in the Displayed Products
Specimen Letter 3 Asking for the Catalogue and Price List
Specimen Letter 4 Sending Catalogues and Price Lists
Specimen Letter 5 Asking for Quotations
Specimen Letter 6 Reply to the Inquiry
Useful Sentences
Letter -writing Guide
Exercises
UNIT 4 OFFERS AND COUNTER.OFFERS
Lead-in
Specimen Letter 1 Make an Offer Based on Enquiry
Specimen Letter 2 Counter-offer
Specimen Letter 3 Reject the Price Reduction
Specimen Letter 4 Make a Concession
Specimen Letter 5 Accept the Counter-offer
Useful Sentences
Letter -writing Guide
Exercise
UNIT 5 0RDERS AND FULFILLMENT OF ORDERS
Lead-in
Specimen Letter 1 Making A Trial Order
Specimen Letter 2 Enclosing an Order Form
Specimen Letter 3 Place an Order
Specimen Letter 4 Decline an Order
Specimen Letter 5 Confirm an Order
Specimen Letter 6 Confirm a Repeat Order
Specimen Letter 7 Recommendation of a Substitute
Useful Sentences
Letter -writing Guide
Exercises
UNIT 6 SALES PROMOTION
Lead-in
Specimen Letter 1 Introducing Commodities
Specimen Letter 2 0ffering a Discount
Specimen Letter 3 Sales Promotion Correspondence
Specimen Letter 4 Comparison ofGoods
Specimen Letter 5 Recommendation of a Substitute
Specimen Letter 6 Promotion to a Former Client
Useful Sentences
Letter -writing Guide
Exercises
UNIT 7 TERMS OF PAYMENT
Lead-in
Specimen Letter 1 Asking to Establish L/C as the Terms ofPayment
Specimen Letter 2 Advice ofEstablishment of L/C
Specimen Letter 3 Asking forAmendment to L/C
Specimen Letter 4 Ask for Extension of L/C
Specimen Letter 5 Reply to the Letter ofAsking for Extension of L/C
Specimen Letter 6 Reply to Urging to Establish L/C
Specimen Letter 7 Request for D/A Payment
Specimen Letter 8 Urging Establishment of L/C
Useful Sentences
Letter -writing Guide
Exercises
UNIT 8 PACKING
Lead-in
Specimen Letter 1 Buyer's Requirement for Packing and Shipping Marks
Specimen Letter 2 Negotiation on Packing and Marking
Specimen Letter 3 Reply to the Packing Instruction
Specimen Letter 4 Packing Requirement
Specimen Letter 5 Expoger's Advice ofPacking,Shipping Marks and Shipment
Specimen Letter 6 Claim for Improper Packing
Useful Sentences
Letter -writing Guide
Exercises
UNIT 9 INSURANCE
Lead-in
Specimen Letter 1 Asking for the Premium Rate
Specimen Letter 2 Reply to an Enquig 0fInsurance
Specimen Letter 3 A Request for Insurance
Specimen Letter 4 Reply to a Request for Insurance
Specimen Letter 5 Importer Asks Expoaer to Arrange Insurance
Specimen Letter 6 Insurance Policy
Useful Sentences
Letter -writing Guide
Exercises
UNIT 10 SHIPMENT
Lead-in
Specimen Letter 1 Asking for Amendment to the Terms ofShipment
Specimen Letter 2 Giving Shipping Instructions to the Seller
Specimen Letter 3 Urging an Immediate or Punctual Shipment
Specimen Letter 4 Sending a Shipping Advice(Reply to Letter (3)
Specimen Letter 5 Apologizing for the Delay ofShipment(Reply to Letter (3)
Specimen Letter 6 Notifying the Goods Received
Specimen Letter 7 Enquiry for Freight and Time ofVoyage
Specimen Letter 8 Reply to Letter 7
Specimen Letter 9 Enquiry forthe Container Service
Specimen Letter 10 Reply to Letter 9
Useful Sentences
Letter -writing Guide
Exercises
UNIT 11 COMPLAINTS,CLAIMS AND ADJUSTMENTS
Lead-in
Specimen Letter 1 Complaining about the Inferior Materials
Specimen Letter 2 Adjustment for the Wrong Materials(Reply to Letter1)
Specimen Letter 3 Claim on the Damaged or Blemished Goods
Specimen Letter 4 Adjustment for the Damaged or Blemished Goods(Reply to Letter 3)
Specimen Letter 5 Complaining about the Wrong Invoice
Specimen Letter 6 Apologizing for the Wrong Invoice(Reply to Letter 5)
Specimen Letter 7 Refusal to Claim on Replacement
Specimen Letter 8 Refusal to Request for Compensating for the Damaged Material
Useful Sentences
Letter -writing Guide
Exercises
UNIT 12 AGENCY
Lead-in
Specimen Letter 1 Offering to Act as the Sole Agent
Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent
Specimen Letter 3 Declining a Request for Sole Agency
Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement
Specimen Letter 5 Stating the Main Points for an Agency Agreement
Specimen Letter 6 Sole Agency Agreement
Useful Sentences
Letter -writing Guide
Exercises
UNIT 13 SOCIAL LETTERS
Lead-in
Specimen Letter 1 Letter of Thanks
Specimen Letter 2 Letter of Congratulations
Specimen Letter 3 Letter of Apology
Specimen Letter 4 Letter of Invitation
Specimen Letter 5 Letter of Appointment
Specimen Letter 6 Leaer of Complaint
Exercises
UNIT 14 BUSINESS CONTRACT
Lead-in
Specimen of Sales Confirmation
Specimen 'of Sales Contract
Specimen of Purchase Contract
Specimen of Sole Agency Agreement
Specimen of Sales Agency Agreement
Exercises
第一单元 商务信函写作的基本知识
导读
一、 商务信函的写作原则
二、 商务信函的布局
三、 商务信函的主要内容
四、 商务信函的其他内容
五、 信封的写法
第二单元 建立业务关系的信函
导读
样函1 首封请求建立关系函
样函2 请求建立业务关系(1)
样函3 请求建立业务关系(2)
样函4 回复函(1)
样函5 回复函(2)
样函6 主动要求提供销售代理服务
样函7 尝试恢复中断的业务关系
第三单元 询盘和回复
导读
样函1 读到广告后进行的询盘
样函2 客户对展示的产品感兴趣
样函3 请求索要产品目录和价目表
样函4 寄送产品目录和价目表
样函5 索要报价单
样函6 对询函的回复
第四单元 发盘和还盘
导读
样函1 根据询盘报盘
样函2 还盘
样函3 拒绝减价
样函4 做出让步
样函5 接受还盘
第五单元 订单和订单的履行
导读
样函1 试订货
样函2 随函附寄订货单
样函3 订购货物
样函4 拒绝订购
样函5 确认订单
样函6 确认重复订单
样函7 推荐替代品
第六单元 促销信
导读
样函1 介绍商品
样函2 提供折扣
样函3 促销信
样函4 比较商品函
样函5 推荐替代产品
样函6 给老顾客的促销信
第七单元 付款条件
导读
样函1 要求使用信用证付款
样函2 通知开立信用证
样函3 请求修改信用证
样函4 请求延期信用证
样函5 信用证请求延期回复函
样函6 催开信用证回复函
样函7 要求承兑交单的付款方式
样函8 催开信用证
第八单元 包装
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样函1 买方对于包装和运输标志的要求
样函2 洽谈包装和标志
样函3 对包装要求的回复
样函4 包装要求
样函5 出口商通知包装、唛头和装运情况
样函6 关于包装不当的索赔
第九单元 保险
导读
样函1 询问保险费率
样函2 回复关于保险的询问
样函3 要求保险
样函4 答复保险要求
样函5 进口商请出口商代办保险
样函6 保险单
第十单元 运输
导读
样函1 要求修改装运条款函
样函2 买方给卖方的装运指示函
样函3 催促尽快或按时装运函
样函4 发装运通知(对样函3的回复)
样函5 道歉延迟装运(对样函3的回复)
样函6 买方通知货已收到
样函7 询问船期及运费率
样函8 对样函7的回复
样函9 询问集装箱服务情况
样函10 对样函9的回复
第十一单元 投诉、索赔和调解
导读
样函1 投诉货物质量低劣
样函2 对送错货物的投诉信的回复(对样函1的回复)
样函3 货物受损或有瑕疵的索赔
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)
样函5 单据有误的投诉
样函6 对单据有误的投诉信的回复(对样函5的回复)
样函7 拒绝更换的拒绝函
样函8 拒绝赔偿损坏材料的要求
第十二单元 代理
导读
样函1 请求做独家代理函
样函2 同意做独家代理的请求
样函3 拒绝独家代理请求
样函4 请求就代理协议进行面谈
样函5 阐述代理协议的要点
样函6 独家代理协议
第十三单元 社交信函
导读
样函1 感谢信
样函2 祝贺信
样函3 道歉信
样函4 邀请函
样函5 约见函
样函6 投诉函
第十四单元 贸易合同
Key to ExerCises
参考文献
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