Module 1 Fundamentals of English
nBusiness Letter-Writing 1
nLearning Objectives 1
nⅠ. Formats of Business Letters 1
nⅡ. Principles of Business Letter-Writing 2
nⅢ. Structure of Business Letters 2
n1. The Essential Parts of a Business Letter 2
n2. The Miscellaneous Parts of a Business Letter 5
nⅣ. Examples of Business Letters 7
nⅤ. A Brief Introduction of E-mails 10
nⅥ. Ways of Envelope Addressing and the Standardized Designs 11
nExercises 13
nModule 2 Establishing Business Relations 15
nLearning Objectives 15
nIntroduction 15
nWriting Skills 16
nSpecimen Letters 16
nLetter 1 A letter to a New Customer for Establishment of Business
nRelations 16
nLetter 2 On Establishing Business Relations 17
nLetter 3 A Request to Establish Business
nRelations 17
nLetter 4 A Reply to the Above Letter 18
nLetter 5 An Introduction of theCompany and Products 18
nLetter 6 A Positive Reply from an Importer 19
nNotes 19
nLanguage Focus 24
nExercises 26
nModule 3 Status Enquiries 31
nLearning Objectives 31
nIntroduction 31
nWriting Skills 32
nSpecimen Letters 33
nLetter 1 Asking for Credit Information 33
nLetter 2 A Favorable Reply 33
nLetter 3 A Status Enquiry from a Consulting Agency 34
nLetter 4 An Unfavorable Reply from the Chamber of Commerce 34
nLetter 5 An Enquiry about Credit and Status 34
nLetter 6 An Enquiry about Financial and Credit Standing 35
nNotes 35
nLanguage Focus 39
nExercises 40
nModule 4 Sales Promotion 45
nLearning Objectives 45
nIntroduction 45
nWriting Skills 46
nSpecimen Letters 47
nLetter 1 A Letter Promoting Sportswear 47
nLetter 2 A Follow-up Letter for After-sales Service 47
nLetter 3 Introducing Machinery 48
nLetter 4 Marketing Wool Under blanket 48
nLetter 5 Recommending Ladies' Dresses 49
nLetter 6 Offering a Discount 49
nNotes 50
nLanguage Focus 52
nExercises 54
nModule 5 Enquiries 59
nLearning Objectives 59
nIntroduction 59
nWriting Skills 60
nSpecimen Letters 61
nLetter 1 First Enquiry for Clothes 61
nLetter 2 A Reply to the Above 61
nLetter 3 An Enquiry for Fashion Goods 62
nLetter 4 A General Enquiry 62
nLetter 5 An Invitation to Offer 63
nLetter 6 An Enquiry for Cameras 63
nNotes 64
nLanguage Focus 65
nExercises 67
nModule 6 Quotations and Offers 71
nLearning Objectives 71
nIntroduction 71
nWriting Skills 72
nSpecimen Letters 73
nLetter 1 An Offer for Ladies' Nylon Stockings 73
nLetter 2 Reply to Buyer's Enquiry for Color TV Sets 73
nLetter 3 Quotations for Cotton and Nyloned-Silk 74
nLetter 4 An Offer to an Old Client 74
nLetter 5 An Offer without Engagement 75
nLetter 6 An Offer for Auto Parts 75
nNotes 76
nLanguage Focus 78
nExercises 80
nModule 7 Counter-offers 83
nLearning Objectives 83
nIntroduction 83
nWriting Skills 84
nSpecimen Letters 84
nLetter 1 A Counter-offer for Canada
nOats 84
nLetter 2 Declining a Counter-offer 85
nLetter 3 A Counter-offer on Delivery 85
nLetter 4 Counter-offer on Quantity 86
nLetter 5 Concession on Price 86
nNotes 87
nLanguage Focus 89
nExercises 91
nModule 8 Acceptance and Orders 95
nLearning Objectives 95
nIntroduction 95
nWriting Skills 96
nSpecimen Letters 97
nLetter 1 Confirming the Purchase and Sending an Order 97
nLetter 2 A Reply to an Order 98
nLetter 3 Declining an Order and Offering a Substitute 98
nLetter 4 Acknowledgement of Order 99
nLetter 5 Accepting the Offer and Placing an Order 99
nLetter 6 Confirming an Order 100
nNotes 100
nLanguage Focus 103
nExercises 105
nModule 9 Terms of Payment 109
nLearning Objectives 109
nIntroduction 109
nWriting Skills 110
nSpecimen Letters 111
nLetter 1 On Payment by D/P 111
nLetter 2 Agreeing to D/P Payment 111
nLetter 3 Insisting on Payment
nby L/C 112
nLetter 4 Asking for D/A Payment 112
nLetter 5 Payment at 60 days Sight 113
nLetter 6 Payment by T/T 113
nNotes 114
nLanguage Focus 117
nExercises 119
nModule 10 Payment by Letter of
nCredit 123
nLearning Objectives 123
nIntroduction 123
nWriting Skills 124
nSpecimen Letters 125
nLetter 1 Urging Establishment of L/C 125
nLetter 2 Urging Establishment of Letter of Credit 126
nLetter 3 Advising the Opening of an L/C 126
nLetter 4 Amendment to Letter of Credit 127
nLetter 5 Requesting Extension of the L/C 128
nLetter 6 A Reply to the Above Letter 128
nNotes 131
nLanguage Focus 133
nExercises 135
nModule 11 Packing and Marking 141
nLearning Objectives 141
nIntroduction 141
nWriting Skills 143
nSpecimen Letters 143
nLetter 1 Reply to Customer's Enquiry about Packing 143
nLetter 2 Modifying the Packing 144
nLetter 3 A Reply to the Above 145
nLetter 4 Customer's Requirement about Packing 145
nLetter 5 Accepting the Packing Requirements 146
nLetter 6 Advising the Buyer of the
nPacking 146
nNotes 147
nLanguage Focus 149
nExercises 151
nModule 12 Shipment and Delivery 155
nLearning Objectives 155
nIntroduction 155
nWriting Skills 156
nSpecimen Letters 157
nLetter 1 Shipping Instructions 157
nLetter 2 Urging Shipment of Goods 158
nLetter 3 A reply to the Above Letter 158
nLetter 4 Advising Shipment 159
nLetter 5 A Letter of Shipping Advice 159
nLetter 6 A Specimen Shipping Advice 160
nNotes 160
nLanguage Focus 162
nExercises 165
nModule 13 Insurance 169
nLearning Objectives 169
nIntroduction 169
nWriting Skills 171
nSpecimen Letters 172
nLetter 1 Enquiring about Insurance 172
nLetter 2 Reply to an Enquiry about Insurance 172
nLetter 3 The Buyer's Request for Insurance 172
nLetter 4 A Reply to the Above Letter 173
nLetter 5 A Favorable Reply to
nImporter's Request 173
nNotes 175
nLanguage Focus 176
nExercises 178
nModule 14 Conclusion and Contract 183
nLearning Objectives 183
nIntroduction 183
nWriting Skills 184
nSpecimen Letters 185
nLetter 1 Confirming Conclusion of a
nTransaction 185
nLetter 2 Sending a Purchase Contract 185
nLetter 3 Confirming a Transaction 186
nLetter 4 Counter-signature 186
nNotes 190
nLanguage Focus 191
nExercises 192
nModule 15 Complaints and Claims 197
nLearning Objectives 197
nIntroduction 197
nWriting Skills 198
nSpecimen Letters 199
nLetter 1 A Claim for Poor Packing 199
nLetter 2 A Claim for Inferior Quality 199
nLetter 3 Settlement of the Above Claim 200
nLetter 4 Claim for Delay in Delivery 200
nLetter 5 Reply to the Above Letter 201
nLetter 6 Complaining about Short Shipment 201
nLetter 7 Rejecting a Claim 202
nNotes 202
nLanguage Focus 203
nExercises 206
nModule 16 Agency 209
nLearning Objectives 209
nIntroduction 209
nWriting Skills 210
nSpecimen Letters 211
nLetter 1 Asking for Sole Agency 211
nLetter 2 A Favourable Reply 211
nLetter 3 Declining the Agency Application 212
nLetter 4 Looking for an Agent 212
nLetter 5 Confirm the Key Points of Agency 213
nLetter 6 Agreeing to Renewal of a Sole Agency Agreement 213
nNotes 216
nLanguage Focus 218
nExercises 219
nRevision 223
nReference Keys 245
nBibliography 参考文献 275
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