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 Buyers 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 Customers Enquiry about Packing 143 Letter 2 Modifying the Packing 144 Letter 3 A Reply to the Above 145 Letter 4 Customers 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 Buyers Request for Insurance 172 Letter 4 A Reply to the Above Letter 173 Letter 5 A Favorable Reply to Importers 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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