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 SC 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 DA
Letter 5 Declining DA 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 LC
Letter 2 Advising of the establishment of an LC
Letter 3 Asking for extension to the LC
Letter 4 Asking for amendment to the LC
Letter 5 Asking for amendment to the LC
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
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