对外经贸英语函电

THE LAYOUT OF A BUSINESS LETTER

CHAPTER ONE ESTABLISHING BUSINESS RELATIONS

Introduction

Lesson 1 Self-Introduction

Lesson 2 (A) A Request for the Establishment of Business Relations

(B) A Reply to the Above

Lesson 3 Status Enquiry

Supplement Useful Sentences on Establishing Business Relations

CHAPTER TWO ENQUIRIES AND OFFERS

Introduction

Lesson 4 An Enquiry for Chinese Cotton Piece Goods

Lesson 5 (A) An Enquiry for Iron Nails

(B) A Reply to the Above

Lesson 6 An Offer to a New Customer

Lesson 7 A Finn Offer

Lesson 8 A Voluntary Offer

Lesson 9 A Special Offer

Lesson 10 (A) Asking for Proforma Invoice

(B) Sending Proforma Invoice

Lesson 11 Urging the Buyer to Accept the Offer

Lesson 12 Concession on Price

Supplement Useful Sentences on Enquiries and Offers

CHAPTER THREE MAKING COUNTER-OFFERS AND DECLINING ORDERS

Introduction

Lesson 13 Counter-Offer on Groundnut Kernels

Lesson 14 Persuading the Buyer to Accept the Offer

Lesson 15 Offering Substitute

Lesson 16 Acceptance of a Counter-offer

Lesson 17 Declining a Counter-offer

Lesson 18 (A) A Repeat Order

(B) Declining a Repeat Order

Lesson 19 Partial Rejection of an Order

Supplement Useful Sentences on Making Counter-Offers and Declining Orders

CHAPTER FOUR CONCLUSION OF BUSINESS

Introduction

Lesson 20 (A) Sending a Sales Contract

(B) Sending a Sales Confirmation

Lesson 21 Confirming a Purchase

Lesson 22 Conclusion of Business

Lesson 23 Counter-Signature

Lesson 24 Confirming an Order

Lesson 25 (A) Acknowledgement of the First Order

(B) Confirmation of a Transaction

Supplement Useful Sentences on Conclusion of Business

CHAPTER FIVE PAYMENT

Introduction

Lesson 26 Modified Terms of Payment

Lesson 27 (A) Asking for Easier Payment Terms

(B) Reply

Lesson 28 (A) Asking for D/P Terms

(B) Reply

Lesson 29 (A) Modifying Terms of Payment

(B) Reply

Lesson 30 (A) Request for Payment by D/A

(B) Reply

Lesson 31 Unfavourable Reply to a Proposal of D/A Terms

Supplement Useful Sentences on Payment

CHAPTER SIX ESTABLISHMENT OF AND AMENDMENT TO L/C

Introduction

Lesson 32 Urging Establishment of L/C

Lesson 33 Advising Establishment of L/C and Asking for Timely Delivery.，

Lesson 34 Amending L/C to Allow Partial Shipment and Transhipment

Lesson 35 (A) Asking for Extension of L/C

(B) Reply

Lesson 36 Amending L/C to Increase the Quantity and Amount

Supplement (A) Useful Sentences on Establishment of and Amendment to L/C

(B) A Specimen of an L/C

CHAPTER SEVEN SHIPMENT

Introduction

Lesson 37 Shipping Instructions

Lesson 38 Packing Requirement

Lesson 39 Shipping Advice

Lesson 40 Urging Shipment

Lesson 41 Proposing Partial Shipments

Lesson 42 Information on Container Service

Supplement INCOTERMS 2000 ： ICC Official Rules for the Interpretation of Trade Terms

CHAPTER EIGHT INSURANCE

Introduction

Lesson 43 Asking for CFR Terms

Lesson 44 (A) A Request for Excessive Insurance

(B) A Reply to the Request for Excessive Insurance

Lesson 45 Covering Insurance for the Buyer

Lesson 46 Asking for Additional Insurance

Lesson 47 A Request for Changing an Insurance Company

Supplement Useful Sentences on Insurance

CHAPTER NINE COMPLAINTS AND CLAIMS

Introduction

Lesson 48 Claims for Poor Packing

Lesson 49 Claim for Non-Conformity of Quality

Lesson 50 (A) Complaining of Short Delivery

(B) An Adjustment Made by the Shipping Company

Lesson 51 (A) Complaints of Wrong Goods Delivered

(B) Complaints Accepted

Lesson 52 Claim for Short Weight

Lesson 53 Settlement of a Claim

Lesson 54 Claim Rejected

Supplement Useful Sentences on Complaints

APPENDIX I AGENCY

Introduction

Letters Exchanged on Agency (A) Importer Asking for Sole Agency

(B) An Unfavourable Reply from the Exporter

(C) A Favourable Reply from the Exporter

Sole Agency Agreement

Exclusive Sales Agreement

Supplement Useful Sentences on Agency

APPENDIX Ⅱ OTHER MODES OF TRADE AND ECONOMIC ACTIVITIES

Bidding (A) Invitation to Bid

(B) GENERAL INSTRUCTIONS AND CONDITIONS

(C) REQUITEMENT SCHEDULE

Processing and Assembling Trade (A) Incoming Letter

(B) Outgoing Letter

Compensation Trade (A) Invitation

(B) GENERAL AGREEMENT ON COMPENSATION TRADE

Leasing Trade (A) LEASE AGREEMENT NO. LA123

(B) ANNEX TO LEASE AGREEMENT NO. LA123

Investment in China (A) Inquiring about Preferential Treatment

(B) Reply

(C) A Joint Venture Contract

Importation of Technology

Acquisition and Merger

APPENDIX HI MODES OF ELECTRONIC COMMUNICATION

WORLDWIDE BUSINESS TELEX ABBREVIATIONS

APPENDIX IV THE COMPLETE CASE OF A TRANSACTION