国际商务英语函电PDF电子书下载

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Chapter Ⅰ Layout and Transmission of a Business Letter 1

Composition of a Business Letter商务信函的构成 3

Layout of a Business Letter商务信函的格式 6

Envelope Addressing信封的写法 11

E-mail电子邮件 12

Professional Advice 14

Chapter Ⅱ Establishment of Business Relations 17

Lesson One Attempt to Establish Business Relations with the Buyer 19

Lesson Two On-line Promotional Letter 22

Lesson Three Request for Credit Information 25

（A）Importer Writes to Exporter 25

（B）A Reply to the Above 25

Additional Specimens 28

Sample 1 Contacting the Clients after Meeting in the Fair联系展会见过面的客户 28

Sample 2 Contacting the Past Buyer与过去有业务关系的买家联络 28

Sample 3 Selling More to a Regular Buyer向长期合作买家推销新产品 28

Sample 4 Credit Enquiry信用调查 29

Skill Training for the Establishment of Business Relations 29

Useful Expressions for Chapter Ⅱ 29

Professional Advice 30

Chapter Ⅲ Enquiries and Replies 31

Lesson Four （A） A General Enquiry 34

（B） A Reply to the Above 34

Lesson Five A Specific Enquiry 37

Additional Specimens 40

Sample 1 Ready to Offer a Sample， but Require Payment for Shipping提供样品，但运费对方支付 40

Sample 2 Declining a Buyer's Request拒绝买家的要求 40

Sample 3 Refusing to Send the Full Range of Samples拒绝寄送全套样品 40

Skill Training for Enquiries and Replies 41

Useful Expressions for Chapter Ⅲ 41

Professional Advice 42

Chapter Ⅳ Offers， Counter-Offers and Counter-Counter Offers 43

Lesson Six A Non-Firm Offer 46

Lesson Seven A Counter-Offer 49

Lesson Eight A Counter-Counter Offer 52

Additional Specimens 54

Sample 1 A Firm Offer卖方报实盘 54

Sample 2 Explaining the Price Increase when Making an Offer to an Old Customer报价给老客户时说明涨价原因 55

Sample 3 Making a Counter-Offer on Reduction of Minimum Quantity买方还盘要求降低起订量 55

Sample 4 Making a Counter-Offer on Delivery Date买方要求提前交货 55

Sample 5 Refusing a Counter-Offer拒绝还盘 56

Skill Training for Offers， Counter-Offers and Counter-Counter Offers 56

Useful Expressions for Chapter Ⅳ 57

Professional Advice 58

Chapter Ⅴ Conclusion of Business 59

Lesson Nine Placing an Order 62

Lesson Ten （A） Sending a Contract 66

（B） Sending a Copy of Contract with Countersignature 66

Lesson Eleven （A） Placing a Repeat Order 72

（B） Declining a Repeat Order 72

Additional Specimens 74

Sample 1 How to Deal with the Changing of Orders如何处理订单变更 74

Sample 2 Not Being Able to Supply the Whole Lot不能全数供货 75

Sample 3 Canceling the Order取消订单 75

Skill Training for Conclusion of Business 75

Useful Expressions for Chapter Ⅴ 77

Professional Advice 78

Chapter Ⅵ Payment 79

Lesson Twelve （A） Asking for D/P 84

（B） Declining D/P 84

Lesson Thirteen （A） Modifying Terms of Payment 88

（B） Agreeing to the Above Proposal 88

Lesson Fourteen Answering the Request for Payment by D/A 91

Additional Specimens 94

Sample 1 Asking for Delay Payment进口商申请延迟付款 94

Sample 2 Replying to a Proposal to Pay by a 30-day L/C出口商同意采用30天远期信用证付款 94

Sample 3 Final Settlement要求决算未清款项 94

Skill Training for Payment 95

Useful Expressions for Chapter Ⅵ 96

Professional Advice 97

Chapter Ⅶ Establishment of L/C and Amendment 99

Lesson Fifteen （A） Urging Establishment of L/C 103

（B） A Reply to the Above 103

Lesson Sixteen Asking for the Extension of L/C 107

Lesson Seventeen Asking for L/C Amendment 111

Additional Specimens 115

Sample L/C Amendment信用证修改 115

Skill Training for Establishment of L/C and Amendment 116

Useful Expressions for Chapter Ⅶ 118

Professional Advice 119

Chapter Ⅷ Packing 121

Lesson Eighteen Packing Requirements 125

Lesson Nineteen Packing Arrangement 128

Lesson Twenty Shipping Marks 131

Additional Specimens 133

Sample 1 Improving Packing for Future Dealings为未来的交易改进包装 133

Sample 2 Inner Packing内包装 133

Sample 3 Outer Packing外包装 134

Skill Training for Packing 134

Useful Expressions for Chapter Ⅷ 134

Professional Advice 135

Chapter Ⅸ Shipment 137

Lesson Twenty-One （A） Urging Shipment 139

（B） Reply to Urging Shipment 139

Lesson Twenty-Two （A） Asking for Partial Shipment and Transshipment 142

（B） Reply to the Above 142

Lesson Twenty-Three Shipping Advice 145

Additional Specimens 148

Sample 1 Providing the Information on the Container Service提供集装箱服务信息 148

Sample 2 A Reply to the Container Service对集装箱服务的回复 148

Skill Training for Shipment 148

Useful Expressions for Chapter Ⅸ 148

Professional Advice 149

Chapter Ⅹ Insurance 151

Lesson Twenty-Four Asking for CFR Terms 156

Lesson Twenty-Five （A） Asking the Seller to Cover Insurance 159

（B） Reply to the Insurance Request 159

Lesson Twenty-Six Insurance Clause 162

Additional Specimens 165

Sample 1 Insurance Claim保险索赔 165

Sample 2 Insurance Premium保险费 165

Skill Training for Insurance 165

Useful Expressions for Chapter Ⅹ 166

Professional Advice 166

Chapter Ⅺ Complaints and Claims 167

Lesson Twenty-Seven Complaint of Late Delivery 170

Lesson Twenty-Eight （A） Importer's Claim for Inferior Quality 173

（B） Reply to the Claim for Inferior Quality 174

Lesson Twenty-Nine （A） Importer's Claim for Improper Packing 179

（B） Declining the Claim 180

Additional Specimens 182

Sample 1 Claim for Short Weight短重索赔 182

Sample 2 Complaint of Wrong Goods Delivery投诉发错货物 182

Skill Training for Complaints and Claims 183

Useful Expressions for Chapter Ⅺ 183

Professional Advice 184

Chapter Ⅻ Agency 185

Lesson Thirty （A） Asking for Sole Agency 188

（B） An Unfavorable Reply 188

Lesson Thirty-One A Favorable Reply to the Request for Sole Agency 192

Additional Specimens 194

Sample 1 Looking foraNew Agent寻找新代理 194

Sample 2 Reply to the Request of Agent寻求代理的回复 194

Skill Training for Agency 195

Useful Expressions for Chapter Ⅻ 195

Professional Advice 196

Appendixes 197

1.Quotation 197

2.Commercial Invoice 198

3.Packing List 199

4.Bill of Lading 200

5.Insurance Electronic Policy 201

6.Certificate of Origin 204

References 205

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