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Chapter One:Business Letter Writing1

1.1 Essential Writing Principles of Business Letters1

1.2 Main Sections in a Business Letter4

1.3 Writing of Each Section and Their Respective Positions in a Business Letter4

1.4 The Layout of The Above 10 Sections in a Business Letter6

1.5 Different Styles of Business Letters7

1.6 Writing Envelopes7

Exercises12

课文翻译：商务信函写作13

Chapter Two:Establishing Business Relations18

2.1 Relevant Knowledge about Establishing Business Relations18

2.2 Outlines for Relevant Letters19

2.3 Specimen Letters19

Useful Sentences and Expressions25

Exercises27

课文翻译：建立业务关系30

Chapter Three:Enquiries and Reply31

3.1 Introduction to Enquiries31

3.2 Outlines for Relevant Letters31

3.3 Specimen Letters32

Useful Sentences and Expressions38

Exercises39

课文翻译：询盘及回复42

Chapter Four:Offers43

4.1 Relevant Knowledge about Offers43

4.2 The Outline for Offer Letters44

4.3 Specimen Letters45

Useful Sentences and Expressions51

Exercises52

课文翻译：报盘56

Chapter Five:Counteroffers and Reply58

5.1 Introduction to Counteroffers58

5.2 Outlines for Relevant Letters59

5.3 Specimen Letters59

Useful Sentences and Expressions66

Exercises67

课文翻译：还盘及回复71

Chapter Six:Orders and Reply72

6.1 Relevant Knowledge about Orders72

6.2 Outlines for Relevant Letters72

6.3 Specimen Letters73

Useful Sentences and Expressions81

Exercises82

课文翻译：订货及回复86

Chapter Seven:Sales/Purchase Confirmation88

7.1 Background Knowledge about Sales/Purchase Confirmation88

7.2 Relevant Knowledge about Sales/Purchase Contracts88

7.3 The Outline for Letters to Confirm Sales or Purchase90

7.4 Specimen Letters90

7.5 Specimen Contracts and Confirmations94

Useful Sentences and Expressions98

Exercises100

课文翻译：销货／购货的确认104

Chapter Eight:Terms of Payment106

8.1 Modes of Payment in International Trade106

8.2 The Outline for Letters Negotiating Terms of Payment109

8.3 Specimen Letters110

Useful Sentences and Expressions114

Exercises115

课文翻译：付款条件119

Chapter Nine:Urging Establishment of L/Cs122

9.1 Relevant Knowledge about L/Cs122

9.2 Urging the Establishment of L/Cs124

9.3 The Outline for Letters to Urge Establishment of L/Cs125

9.4 Specimen Letters125

Useful Sentences and Expressions130

Exercises132

课文翻译：催开信用证135

Chapter Ten:Requesting Amendments to and Extension of L/Cs137

10.1 Relevant Background Knowledge137

10.2 Outlines for Relevant Letters138

10.3 Specimen Letters139

Useful Sentences and Expressions144

Exercises146

课文翻译：要求改证和展证150

Chapter Eleven:Packing152

11.1 Background Knowledge about Packing152

11.2 Outlines for Relevant Letters153

11.3 Specimen Letters154

Useful Sentences and Expressions159

Exercises160

课文翻译：包装163

Chapter Twelve:Shipment165

12.1 Basic Knowledge about Shipment165

12.2 Outlines for Relevant Letters166

12.3 Specimen Letters167

Useful Sentences and Expressions176

Exercises177

课文翻译：装运181

Chapter Thirteen:Insurance183

13.1 Relevant Knowledge about Insurance183

13.2 Risk Coverage for Marine Cargo Transportation184

13.3 Outlines for Relevant Letters185

13.4 Specimen Letters186

Useful Sentences and Expressions192

Exercises193

课文翻译：保险197

Chapter Fourteen:Complaints,Claims and Settlement199

14.1 Relevant Knowledge about Complaints and Claims199

14.2 Writing Letters of Complaints or Claims200

14.3 Writing Replies to Claim Letters201

14.4 Specimen Letters202

Useful Sentences and Expressions210

Exercises212

课文翻译：投诉、索赔及理赔216

Chapter Fifteen:Selling Agency218

15.1 Relevant Knowledge about Selling Agency218

15.2 Introduction to Agency Agreements219

15.3 Outlines for Letters Concerned with Selling Agency220

15.4 Specimen Letters221

15.5 Specimen Agency Agreements227

Useful Sentences and Expressions232

Exercises233

课文翻译：销售代理237

Chapter Sixteen:International Business Contracts/Agreements239

16.1 Language Features of International Business Contracts/Agreements239

16.2 Categories of International Business Contract242

16.3 The Structure of International Business Contracts/Agreements244

16.4 Specimen Contracts or Agreements245

Useful Sentences and Expressions256

Exercises259

课文翻译：国际商务合同／协议263

Chapter Seventeen:Invitation for Bids and Bid265

17.1 Introduction to Bid/Tender265

17.2 Classification of International Bids265

17.3 The General Procedures of Bidding266

17.4 Specimen Letters267

17.5 Specimen Invitation for Bids/Call for Tenders269

17.6 Specimen Bids/Tenders271

Useful Sentences and Expressions273

Exercises275

课文翻译：招标和投标277

Keys to Exercises279

Appendix315

附录A：国际贸易中常用的缩略语315

附录B：外贸信函中常用的缩略语320

附录C：《外贸英语函电》常用的术语和短语329