unit 1basic knowledge of business letter writing 1

1.1 introduction 1

1.2 the principles of business letter writing 2

1.3 preparation before writing 5

1.4 useful sentences in business letters 6

words �� vocabulary 11

supplementary reading 12

exercises 15

unit 2establishing business relations 22

2.1 introduction 22

2.2 writing skills 25

2.3 sample letters 26

2.4 useful sentences in business letters 29

words �� vocabulary 30

supplementary reading 31

exercises 33





unit 3inquiries and replies 38

3.1 inquiry 38

3.2 reply 48

3.3 useful sentences 51

words �� vocabulary 52

supplementary reading 53

exercises 55

unit 4credit investigation 59

4.1 introduction 59

4.2 letter samples 61

4.3 useful sentences 66

words �� vocabulary 67

supplementary reading 67

exercises 70

unit 5quotation and offers 74

5.1 introductions 74

5.2 writing skills 77

5.3 letter samples 78

5.4 useful sentences on enquiries and relies 84

words �� vocabulary 85

supplementary reading 85

exercises 88

unit 6counter offer 91

6.1 introduction 91

6.2 writing skills 92

6.3 letter samples 93

6.4 some useful sentences on enquiry and reply 97

words �� vocabulary 98

supplementary reading 98

exercises 101

unit 7orders, acceptance and rejections 105

7.1 introduction 105

7.2 writing skills 108

7.3 letter samples 111

7.4 useful sentences on orders, acceptance and rejections 117

words �� vocabulary 117

supplementary reading 118

exercises 120

unit 8sales promotion 125

8.1 introduction 125

8.2 writing skills 128

8.3 letter samples 129

8.4 useful sentences on sales promotion 134

words �� vocabulary 135

supplementary reading 136

exercises 138

unit 9establishment of l/c and amendment 142

9.1 introduction 142

9.2 writing skills 146

9.3 letters samples 149

9.4 useful sentences 154

words �� vocabulary 155

supplementary reading 156

exercises 157

unit 10packing 161

10.1 introduction 161

10.2 writing skills 162

10.3 letter samples 162

10.4 useful sentences 165

words �� vocabulary 166

supplementary reading 167

exercises 168

unit 11shipment 170

11.1 introduction 170

11.2 writing skills 172

11.3 sample letters 173

11.4 useful sentences on packing, shipping marks and shipment 178

words �� vocabulary 178

supplementary reading 179

exercises 181

unit 12insurance 185

12.1 introduction 185

12.2 writing skills 190

12.3 letter samples 193

12.4 useful sentences on insurance 198

words �� vocabulary 199

supplementary reading 199

exercises 201

unit 13claims 204

13.1 introduction 204

13.2 writing skills 206

13.3 sample letters 208

13.4 useful sentences on claims 216

words �� vocabulary 217

supplementary reading 218

exercises 219

appendix auseful abbreviations in international trade 222

appendix bthe relevant documents and other useful expressions 226

�����īI(xi��n) 239