Unit 1 Fundamentals of Business Letter Writing

Lead-in

Specimen letter 1 The Semi-indented Style

Specimen letter 2 The Blocked Style

Exercises

Unit 2 Establishment of Business Relations

Lead-in

Specimen Letter 1 Asking for Establishing Business Relations

Specimen Letter 2 Asking for Establishing Business Relations

Specimen Letter 3 Asking for Establishing Business Relations

Specimen Letter 4 Reply to a Letter of Establishing Business Relations

Specimen Letter 5 Reply to a Letter of Establishing Business Relations

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 Replies

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:A Firm Offer

Specimen Letter 2 Make an often Based on Enquiry:A Non-firm Offer

Specimen Letter 3 Counter-offer:Ask for a Price Cut

Specimen Letter 4 Counter-offer:Ask for a Smaller Quantity

Specimen Letter 5 Counter-offer:Ask for Alternation of Terms of Payment

Specimen Letter 6 Reject the Price Reduction

Specimen Letter 7 Make a Concession

Specimen Letter 8 Accept the Counter-offer

Useful Sentences

Letter-writing Guide

Exercise

Unit 5 Orders 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 Offering a Discount

Specimen Letter 3 Sales Promotion Correspondence

Specimen Letter 4 Comparison of Goods

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 of Payment

Specimen Letter 2 Advice of Establishment of L/C

Specimen Letter 3 Asking for Amendment to L/C

Specimen Letter 4 Ask for Extension of L/C

Specimen Letter 5 Reply to the Letter of Asking 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 Exporter's Advice of Packing,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 Enquiry of Insurance

Specimen Letter 3 A Request for Insurance

Specimen Letter 4 Reply to a Request for Insurance

Specimen Letter 5 Importer Asks Exporter 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 of Shipment

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 of Shipment(Reply to Letter 3)

Specimen Letter 6 Notifying the Goods Received

Specimen Letter 7 Enquiry for Freight and Time of Voyage

Specimen Letter 8 Reply to Letter 7

Specimen Letter 9 Enquiry for the 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 Letter 1)

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 Letter of Complaint

Exercises

Unit 14 Business Contract

Lead-in

Specimen 1 Sales Confirmation

Specimen 2 Sales Contract

Specimen 3 Purchase Confirmation

Specimen 4 Purchase Contract

Specimen 5 Sole Agency Agreement

Specimen 6 Sales Agency Agreement

Exercises

第一单元 商务信函写作的基本知识

导读

样函1 混合式

样函2 齐头式

第二单元 建立业务关系的信函

导读

样函1 请求建立业务关系

样函2 请求建立业务关系

样函3 请求建立业务关系

样函4 某建立业务关系请求的回复函

样函5 某建立业务关系请求的回复函

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：实盘

样函2 根据询盘报盘：虚盘

样函3 还盘：要求减价

样函4 还盘：要求降低数量

样函5 还盘：要求改变付款方式

样函6 拒绝减价

样函7 做出让步

样函8 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

导读

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 保险单证明

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

导读

范例1 购货合同

范例2 独家代理协议

试卷一

试卷二

Key to Exercises