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第1章 商业信函写作(Business Letter Writing)1

1.1 商业信函的写作原则1

1.2 商业信函的要素2

1.3 商业信函的格式4

1.4 商函的信封写法7

第2章 建立商贸关系(Establishing a Business Relationship)12

2.1 Seeking the Possibilities of Establishing a Business Relationship12

2.3 Voluntary Trade Letter13

2.2 Agreeing to Establish Business Relations13

2.4 Trying to Resume Business Relations14

2.5 Hoping to Set up Business Relations14

课文参考译文18

第3章 资信调查(Status Enquiries)21

3.1 Status Enquiry21

3.2 Favorable Reply21

3.3 Unfavorable Reply22

3.4 Apologizing for Not Supplying Definite Opinion22

3.6 Replying to the Enquiry23

3.5 Inquirying about Financial Standing23

课文参考译文26

第4章 询盘及答复(Inquiries and Replies)30

4.1 Letters of Inquiry30

4.2 Replies to the Inquiry31

Trade Talks34

课文参考译文38

第5章 发盘与还盘(Offer and Counter-offer)43

5.1 Offer43

5.3 Acceptance44

5.2 Counter-offer44

5.4 Asking for Discount45

5.5 A Non-Firm Offer45

5.6 A Firm Offer46

5.7 A Counter-offer46

Trade Talks48

课文参考译文52

6.1 Sales Letter57

第6章 促销(Sales Promotion)57

6.2 Announcing New Products and Service Sold58

6.3 Hoping Guest Come Again59

6.4 The Reviver59

Trade Talks61

课文参考译文65

第7章 订货及其履行(Orders and Execution)70

7.1 Order Letters70

7.2 Acknowledgment71

7.4 Declining Ordered Price72

7.3 Confirming an 0rder72

7.5 Rejecting Buyer's Delivery Terms73

7.6 Urging Shipment74

7.7 Reply to the Letter of Urging Shipment74

课文参考译文84

第8章 支付条款(Terms of Payment)90

8.1 Application Form for Credit90

8.3 Agreeing to L/C Payment91

8.2 Insisting on L/C Payment91

8.4 Asking for More Discount92

8.5 Rejecting More Discount93

Trade Talks94

课文参考译文101

第9章 信用证的建立与修改(Establishment and Amendment of L/C)105

9.1 Advising Establishment of L/C105

9.2 Urging Establishment of L/C106

9.3 Asking for L/C Amendment106

9.4 Asking for Extension of L/C107

9.5 Advice of Extension of L/C107

9.6 Refusing Credit Amendment108

9.7 Advice of Amendment of L/C108

9.8 Advising Cancellation of Contract on Non-establishment109

课文参考译文111

第10章 装运(Shipment)115

10.1 Shipping Instructions115

10.3 Proposing Partial Shipment116

10.2 Urging Earlier Shipment116

10.4 Shipping Advice117

10.5 Urging Shipping Advice117

10.6 Apology for Delay in Shipment118

Trade Talks118

附1：装运提单式样121

附2：品质检验证书式样123

附3：发票式样124

附4：原产地证明书式样125

课文参考译文125

第11章 保险(Insurance)129

11.1 Applying for Insurance129

11.2 Replying to a Request for Insurance130

11.3 Asking for Additional Insurance130

11.4 Replying to a Request for Excessive Insurance131

11.5 About Marine Insurance Policy131

11.7 The Main Contents of Insurance Documents132

11.6 The Definition of Insurance Policy132

11.8 Insurance Policy Stipulated in a L/C133

Trade Talks134

课文参考译文137

第12章 索赔(Claim)141

12.1 Claim for Inferior Quality141

12.2 Rejecting the Claim(Repudiation of Claim)142

12.3 Proposing Settlement by Arbitration142

12.5 Accepting Complaint143

12.4 on Award of Arbitration143

12.6 Agreeing to Pay the Claim144

12.7 Lodging a Claim with Carrier144

12.8 Agreeing to Settlement145

Trade Talks146

课文参考译文149

第13章 电子商务(E-commerce)155

13.1 Development of E-commerce155

13.2 Definition and Application of E-commerce156

13.3 Benefits of E-commerce157

13.4 Basic Models of E-business159

13.5 Typical Process of an Online Shopping160

13.6 Challenges and Their Solutions for E-business161

课文参考译文165

第14章 代理(Agency)172

14.1 Applying for Sales Agency172

14.2 An Unfavorable Reply173

14.3 Accepting Proposal for Sole Agency174

14.4 Sole Agency Agreement175

课文参考译文180

第15章 招标与投标(Tendering)185

15.1 Introduction to Tendering185

15.2 A Tender Notice187

15.3 A Letter of Inviting Tenders189

15.4 A Response to the Invitation of Tenders190

Trade Talks192

课文参考译文195

16.1 Three Supplies and One Compensation200

第16章 补偿贸易与加工贸易(Compensation Trade and Assembly Processing)200

16.2 A Compensation Trade Letter202

16.3 Processing With the Supplied Materials203

Trade Talks206

课文参考译文210

第17章 合资(Joint Venture)214

17.1 Study on Joint Venture214

17.2 Joint Venture Contract215

17.3 Talking about the Proportion of Investment216

17.4 Joint Letter of Intention217

课文参考译文222

第18章 仲裁(Arbitration)226

18.1 Trade Talks226

18.2 Application for Arbitration228

18.3 Statement of the Defendant's Case229

18.4 F.T Arbitration Commission Award230

课文参考译文231

附录1 国际贸易常用语150词235

附录2 国际贸易缩略语200词240