外贸英语函电（第三版）

Chapter One Written Communicationm-An Overview

Parts of a Business Letter

Format of a Business Letter

Envelopes Addressing

The Basic Principles of Business Letter-writing

Structuring Communications

E-mails

Skill Training & Exercises

Chapter Two Establishment of Business Relations

Sample Letters

Letter 1 Self-introduction

Letter 2 Transferring business relations

Letter 3 Request for establishment of business relations

Letter 4 The first touch

Letter 5 Credit inquiry

Letter 6 Favorable reply from the bank

Letter 7 Unfavorable reply from the bank

Useful Sentences on Establishing Business Relations

Skill Training & Exercises

Chapter Three Inquiries and Replies

Sample Letters

Letter 1 Requesting for catalogues and price lists

Letter 2 The first inquiry

Letter 3 General inquiry

Letter 4 Specific inquiry

Letter 5 Tabulated inquiry

Useful Sentences on Inquiries and Relations

Skill Training & Exercises

Chapter Four Making Quotations and Offers

Sample Letters

Letter 1 A reply to the general inquiry

Letter 2 A reply to the specific inquiry （Making a Firm Offer）

Letter 3 Asking for pro forma invoice

Letter 4 A tabulated quotation

Letter 5 Making free offers

Useful Sentences on Making Quotation and offers

Skill Training & Exercises

Chapter Five Making Counteroffers and Declining Orders

Sample Letters

Letter 1 Making a counteroffer

Letter 2 A reply to the counteroffer

Letter 3 Acceptance of a counter counteroffer

Letter 4 Declining the counteroffer

Letter 5 Declining orders

Letter 6 Declining a duplicate order

Useful Sentences on Making Counteroffers and Declining Orders

Skill Training & Exercises

Chapter Six Acceptance and Orders

Sample Letters

Letter 1 Accepting the offer and placing an order

Letter 2 Acknowledgement of an order

Letter 3 Placing a repeat order （A tabulated repeat order）

Letter 4 Sending an S/C with counter-signature

Letter 5 Confirming an order

Useful Sentences on Acceptance and Orders

Skill Training & Exercises

Chapter Seven Terms of Payment

Sample Letters

Letter 1 Asking for easier payment

Letter 2 Unfavorable reply from the seller

Letter 3 Favorable reply from the seller

Letter 4 Asking for payment by D/A

Letter 5 Declining D/A payment

Letter 6 Asking for direct payment by the buyer

Letter 7 Agreeing to the proposal for direct payment

Useful Sentences on Terms of Payment

Skill Training & Exercises

Chapter Eight Letter of Credit

Sample Letters

Letter 1 Urging establishment of an L/C

Letter 2 Advising of the establishment of an L/C

Letter 3 Asking for extension to the L/C

Letter 4 Asking for amendment to the L/C

Letter 5 Asking for amendment to the L/C

Useful Sentences on Letter of Credit

Skill Training & Exercises

Chapter Nine Packing and Shipment

Sample Letters

Letter 1 Shipping marks

Letter 2 Shipping instruction

Letter 3 Shipping advice

Letter 4 Urging shipment

Letter 5 Asking for partial shipment

Letter 6 Inquiry for container shipping service

Useful Sentences on Packing and Shipment

Skill Training & Exercises

Chapter Ten Insurance

Sample Letters

Letter 1 Taking out an open policy

Letter 2 Requesting for covering insurance

Letter 3 Effecting insurance for the buyer

Letter 4 Asking the recipient to cancel breakage risk

Letter 5 Insurance company writes to the insured

Letter 6 Asking to cover insurance

Letter 7 Arranging insurance

Useful Sentences on Insurance

Skill Training & Exercises

Chapter Eleven Complaints and Claims

Sample Letters

Letter 1 Complaint of improper packing

Letter 2 Settlement of improper packing

Letter 3 Complaint for delayed shipment

Letter 4 Settlement of the delay

Letter 5 Claim for short weight

Letter 6 Settlement of the claim

Letter 7 Complaining about wrongly delivered goods

Letter 8 Settlement of wrong delivery

Useful Sentences on Complaints and Claims

Skill Training & Exercises

Chapter Twelve Agency

Sample Letters

Letter 1 Applications for sole agency

Letter 2 Manufacturer's reply

Letter 3 Offer to act as buying agents for importer

Letter 4 Manufacturer's conf'Lrmation of agency terms

Useful Sentences on Agency

Skill Training & Exercises

Appendix 1 Contract合I司

Appendix 2 SWIFT信用证

Appendix 3 Invoice and Certificate发票及单据

Appendix 4 Maritime Port海运港口

Appendix 5 Airport（Airdrome）世界主要航空港（站）（机场）

Appendix 6 Useful Phrases and Expressions

参考文献