Module 1 Fundamentals of English
Business Letter-Writing 1
Learning Objectives 1
Ⅰ. Formats of Business Letters 1
Ⅱ. Principles of Business Letter-Writing 2
Ⅲ. Structure of Business Letters 2
1. The Essential Parts of a Business Letter 2
2. The Miscellaneous Parts of a Business Letter 5
Ⅳ. Examples of Business Letters 7
Ⅴ. A Brief Introduction of E-mails 10
Ⅵ. Ways of Envelope Addressing and the Standardized Designs 11
Exercises 13
Module 2 Establishing Business Relations 15
Learning Objectives 15
Introduction 15
Writing Skills 16
Specimen Letters 16
Letter 1 A letter to a New Customer for Establishment of Business
Relations 16
Letter 2 On Establishing Business Relations 17
Letter 3 A Request to Establish Business
Relations 17
Letter 4 A Reply to the Above Letter 18
Letter 5 An Introduction of theCompany and Products 18
Letter 6 A Positive Reply from an Importer 19
Notes 19
Language Focus 24
Exercises 26
Module 3 Status Enquiries 31
Learning Objectives 31
Introduction 31
Writing Skills 32
Specimen Letters 33
Letter 1 Asking for Credit Information 33
Letter 2 A Favorable Reply 33
Letter 3 A Status Enquiry from a Consulting Agency 34
Letter 4 An Unfavorable Reply from the Chamber of Commerce 34
Letter 5 An Enquiry about Credit and Status 34
Letter 6 An Enquiry about Financial and Credit Standing 35
Notes 35
Language Focus 39
Exercises 40
Module 4 Sales Promotion 45
Learning Objectives 45
Introduction 45
Writing Skills 46
Specimen Letters 47
Letter 1 A Letter Promoting Sportswear 47
Letter 2 A Follow-up Letter for After-sales Service 47
Letter 3 Introducing Machinery 48
Letter 4 Marketing Wool Under blanket 48
Letter 5 Recommending Ladies' Dresses 49
Letter 6 Offering a Discount 49
Notes 50
Language Focus 52
Exercises 54
Module 5 Enquiries 59
Learning Objectives 59
Introduction 59
Writing Skills 60
Specimen Letters 61
Letter 1 First Enquiry for Clothes 61
Letter 2 A Reply to the Above 61
Letter 3 An Enquiry for Fashion Goods 62
Letter 4 A General Enquiry 62
Letter 5 An Invitation to Offer 63
Letter 6 An Enquiry for Cameras 63
Notes 64
Language Focus 65
Exercises 67
Module 6 Quotations and Offers 71
Learning Objectives 71
Introduction 71
Writing Skills 72
Specimen Letters 73
Letter 1 An Offer for Ladies' Nylon Stockings 73
Letter 2 Reply to Buyer's Enquiry for Color TV Sets 73
Letter 3 Quotations for Cotton and Nyloned-Silk 74
Letter 4 An Offer to an Old Client 74
Letter 5 An Offer without Engagement 75
Letter 6 An Offer for Auto Parts 75
Notes 76
Language Focus 78
Exercises 80
Module 7 Counter-offers 83
Learning Objectives 83
Introduction 83
Writing Skills 84
Specimen Letters 84
Letter 1 A Counter-offer for Canada
Oats 84
Letter 2 Declining a Counter-offer 85
Letter 3 A Counter-offer on Delivery 85
Letter 4 Counter-offer on Quantity 86
Letter 5 Concession on Price 86
Notes 87
Language Focus 89
Exercises 91
Module 8 Acceptance and Orders 95
Learning Objectives 95
Introduction 95
Writing Skills 96
Specimen Letters 97
Letter 1 Confirming the Purchase and Sending an Order 97
Letter 2 A Reply to an Order 98
Letter 3 Declining an Order and Offering a Substitute 98
Letter 4 Acknowledgement of Order 99
Letter 5 Accepting the Offer and Placing an Order 99
Letter 6 Confirming an Order 100
Notes 100
Language Focus 103
Exercises 105
Module 9 Terms of Payment 109
Learning Objectives 109
Introduction 109
Writing Skills 110
Specimen Letters 111
Letter 1 On Payment by D/P 111
Letter 2 Agreeing to D/P Payment 111
Letter 3 Insisting on Payment
by L/C 112
Letter 4 Asking for D/A Payment 112
Letter 5 Payment at 60 days Sight 113
Letter 6 Payment by T/T 113
Notes 114
Language Focus 117
Exercises 119
Module 10 Payment by Letter of
Credit 123
Learning Objectives 123
Introduction 123
Writing Skills 124
Specimen Letters 125
Letter 1 Urging Establishment of L/C 125
Letter 2 Urging Establishment of Letter of Credit 126
Letter 3 Advising the Opening of an L/C 126
Letter 4 Amendment to Letter of Credit 127
Letter 5 Requesting Extension of the L/C 128
Letter 6 A Reply to the Above Letter 128
Notes 131
Language Focus 133
Exercises 135
Module 11 Packing and Marking 141
Learning Objectives 141
Introduction 141
Writing Skills 143
Specimen Letters 143
Letter 1 Reply to Customer's Enquiry about Packing 143
Letter 2 Modifying the Packing 144
Letter 3 A Reply to the Above 145
Letter 4 Customer's Requirement about Packing 145
Letter 5 Accepting the Packing Requirements 146
Letter 6 Advising the Buyer of the
Packing 146
Notes 147
Language Focus 149
Exercises 151
Module 12 Shipment and Delivery 155
Learning Objectives 155
Introduction 155
Writing Skills 156
Specimen Letters 157
Letter 1 Shipping Instructions 157
Letter 2 Urging Shipment of Goods 158
Letter 3 A reply to the Above Letter 158
Letter 4 Advising Shipment 159
Letter 5 A Letter of Shipping Advice 159
Letter 6 A Specimen Shipping Advice 160
Notes 160
Language Focus 162
Exercises 165
Module 13 Insurance 169
Learning Objectives 169
Introduction 169
Writing Skills 171
Specimen Letters 172
Letter 1 Enquiring about Insurance 172
Letter 2 Reply to an Enquiry about Insurance 172
Letter 3 The Buyer's Request for Insurance 172
Letter 4 A Reply to the Above Letter 173
Letter 5 A Favorable Reply to
Importer's Request 173
Notes 175
Language Focus 176
Exercises 178
Module 14 Conclusion and Contract 183
Learning Objectives 183
Introduction 183
Writing Skills 184
Specimen Letters 185
Letter 1 Confirming Conclusion of a
Transaction 185
Letter 2 Sending a Purchase Contract 185
Letter 3 Confirming a Transaction 186
Letter 4 Counter-signature 186
Notes 190
Language Focus 191
Exercises 192
Module 15 Complaints and Claims 197
Learning Objectives 197
Introduction 197
Writing Skills 198
Specimen Letters 199
Letter 1 A Claim for Poor Packing 199
Letter 2 A Claim for Inferior Quality 199
Letter 3 Settlement of the Above Claim 200
Letter 4 Claim for Delay in Delivery 200
Letter 5 Reply to the Above Letter 201
Letter 6 Complaining about Short Shipment 201
Letter 7 Rejecting a Claim 202
Notes 202
Language Focus 203
Exercises 206
Module 16 Agency 209
Learning Objectives 209
Introduction 209
Writing Skills 210
Specimen Letters 211
Letter 1 Asking for Sole Agency 211
Letter 2 A Favourable Reply 211
Letter 3 Declining the Agency Application 212
Letter 4 Looking for an Agent 212
Letter 5 Confirm the Key Points of Agency 213
Letter 6 Agreeing to Renewal of a Sole Agency Agreement 213
Notes 216
Language Focus 218
Exercises 219
Revision 223
Reference Keys 245
Bibliography 参考文献 275
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