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UNIT ONE BASIC KNOWLEDGE OF BUSINESS LETTER WRITING 商务书信写作的基础知识1

ⅠForm and Structure of Business Letters 商务书信的书写格式及构成1

1．Form 格式1

2．Structure 构成7

3．Addressing Envelopes 信封的写法17

Ⅱ Writing Principles of the Business Letter 写信的原则18

UNIT TWO ESTABLISHING BUSINESS RELATIONS 建立贸易关系27

Ⅰ Letters for Establishing Business Relations 建立贸易关系的常用书信28

1．Importer Writes to Exporter 进口商给出口商的信28

2．Self Introduction by Exporter 出口商的自我介绍31

3．Exporter Writes to Importer 出口商给进口商的信35

4．Self Introduction by Manufacturer 出产厂家的自我介绍38

5．Manufacturer Wirtes to Importer 厂家给进口商的信40

Ⅱ Supplement: Some Useful Sentences on Establishing Business Relations 有关建立贸易关系的常用语句42

UNIT THREE ENQUIRIES AND REPLIES 询价及回复48

Ⅰ The Letters of Enquiries and Replies 询价和回复的信函例文48

1．General Enquiry and Reply 一般询价和回复48

2．Specific Enquiry and Reply 具体询价和回复52

Ⅱ Supplement: Some Useful Sentences on Enquiries Replies 有关询价及回复的常用语句61

UNIT FOUR QUOTATIONS，SALES LETTERS，FIRM OF FERS AND COUNTER OFFERS 报价、推销信、实盘及还盘66

Ⅰ Quotations 报价66

1．Quotation and Reply 报价及回复66

2．Sending a Quotation 寄送报价70

3．Buyer Asks for Quotation and Seller Replies 买方要求报价及卖方回复71

Ⅱ Sales Letters 推销信79

1．Ordinary Sales 一般性推销79

2．Trying to Sell with Samples 试图凭样推销81

1．An Offer of Iron Wire Nails 铁线钉商报价83

Ⅲ Firm Offers 实盘83

2．An Offer of Refrigerators 电冰箱商报价85

3．An Offer of Personal Computers 计算机商报价86

Ⅳ Counter Offers 还盘88

1．Counter-offer on Price of Refrigerator 对电冰箱价格的还价88

2．A Counter -offer on Price of Hand-Embroidered Silk Scarf 对手绣丝围巾价格的还价90

3．Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量91

4．Counter-offer on Payment Terms 对支付方式的还盘93

5．Buyer Asks for Earlier Delivery 买方要求提前交货95

Ⅴ Supplement: Some Useful Sentences on Quotations, Sales Letters, Firm Offers Counter Offers 有关报价、推销信、实盘及还盘的常用语句97

Ⅰ Order 订单103

1．Order of Cashmere Sweater 订购羊绒衫103

UNIT FIVE ORDERS 订单103

2．Order of Canned Beef 订购牛肉罐头104

3．Order of Bed Sheets Pillow Cases 订购床单及枕套108

Ⅱ Acknowledgment 认收110

Ⅲ Letters of Acceptance 接受订单的信函111

1．Acceptance of Order for Bed Sheets Pillow Cases 接受订购床单及枕套的订单111

2．Acceptance of Order for Canned Beef 接受订购牛肉罐头的订单112

Ⅳ Offering Substitute 提供代用品114

1．Offering Rayon in Place of Watered Silk 提供人造丝代替水洗丝114

2．Offering Zinc Oxide 99 316n Place of Zinc Oxide 99.5% 提供氧化锌99%替代氧化锌99.5%115

Ⅴ Letters of Regret 因不能接受订单而表示歉意的信函117

1．Rejecting Ordered Price 拒绝接受订单价格117

2．Rejection for the Reason of No Supply 因无货而回绝买方订单118

3．Rejecting Buyer Delivery Terms 拒绝接受买方的交货条件119

Ⅵ Supplement; Some Useful Sentences on Orders 有关订单的常用语句121

Ⅰ Specimen of Sales Confirmation 售货确认书实例127

UNIT SIX SALES CONFIRMATION AND PURCHASE CONTRACT 售货确认书及购货合同127

Ⅱ Specimen of Purchase Contract 购货合同实例132

UNIT SEVEN PAYMENT 支付141

ⅠLetter of Credit 信用证141

1．Application Form for Documentary Credit 开立不可撤消跟单信用证申请书141

2．Specimens of Letter of Credit 信用证实例143

3．Buyer Notifies Seller 买方通知卖方信用证已开立155

4．Urging Establishment of L/C 催开信用证156

Ⅱ Amendment to Letter of Credit 修改信用证159

Ⅲ Extention of Letter of Credit 展延信用证163

Ⅳ Supplement: Some Useful Sentences on Payment 有关支付的常用语句165

ⅠTransport 装运170

UNIT EIGHT TRANSPORT AND INSURANCE 装运及保险170

1．Urging for Prompt Delivery 催装运171

2．Shipping Instructions 装船指示173

3．Booking Shipping Containers 预订船运集装箱176

4．Packing Requirements包装要求179

5．Shipping Advice 装船通知181

Ⅱ Insurance 保险189

1．Importer Asks Exporter to Cover Insurance 进口商请出口商代办保险189

2．Asking for a Special Rate of Insurance 要求特惠保率192

3．Insurance Company Asks to Cancel Breakage Risk 保险公司要求取消破碎险193

Ⅲ Supplement: Some Useful Sentences on Transport Insurance 有关装运和保险的常用语句195

ⅠComplaint 申诉200

1．Complaint of Wrong Goods Delivered 申诉错发货物200

UNIT NINE COMPLAINT AND CLAIM 申诉及索赔200

2．Complaint for Late Delivery 申诉迟交货物203

3．Complaint for Inferior Quality 对质量低劣提出的申诉205

Ⅱ Claim 索赔207

1．Claim for Inferior Quality 对质量低劣提出的索赔207

2．Claim for Improper Packing 不良包装引起的索赔215

3．Claim for Shortweight 短重引起的索赔217

Ⅲ Supplement: Some Useful Sentences on Complaints and Claims 有关申诉及索赔的常用语句220

UNIT TEN TELEX，FAX AND E-MAIL 电传，传真及电子邮件227

ⅠTelex 电传227

1．The Layout 电传格式228

2．Composing Telex Messages 电传文稿的拟写228

Ⅱ Fax 传真234

Ⅲ E-mail 电子邮件235

UNIT ELEVEN CASE STUDY 案例241

UNIT TWELVE AGREEMENTS AND CONTRACTS 协议和合同250

ⅠAgency 代理250

1．Asking to be Sole Agency 请求当独家代理250

2．Sole Agency Agreement 独家代理协议书253

3．Exclusive Sales Agreement 包销协议258

Ⅱ Consignment Agreement 寄售协议书264

Ⅲ Purchasing Equipment Contract 购买设备合同270

Ⅳ A Joint Venture Contract 合资企业合同281

Ⅴ Futures Contract 期货合同312

UNIT THIRTEEN INVITATION FOR BIDS，BID AND ADVERTISEMENTS 招标、投标和广告315

Ⅰ Invitation for Bids 招标315

Ⅱ Bid 投标322

Ⅲ Advertisements 广告329