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Unit One Job Requirements and the Forms of Business Letters 1
Part One Job Requirements 2
Part Two The Forms of Business Letters 4
I. Traditional Business Letter 4
II. Fax 7
III. Email 8
Summary 9
Exercise 9
Unit Two Establish Business Relations 13
Introduction 14
Business Letters 14
Pattern A of Business Letters 18
Relevant Terms 18
Useful Phrases 19
Summary 19
Exercises 20
Unit Three Credit Inquiry 25
Introduction 26
Business Letters 27
Pattern B of Business Letters 31
Relevant Terms 31
Useful Phrases 32
Summary 32
Exercises 32
Unit Four Enquiries and Replies 37
Introduction 38
Business Letters 38
Pattern C of Business Letters 43
Relevant Terms 43
Useful Phrases 43
Summary 44
Exercises 44
Unit Five Quotations and Proforma Invoices 49
Introduction 50
Business Letters 50
Pattern D of Business Letters 55
Relevant Terms 56
Useful Phrases 56
Summary 56
Exercises 57
Unit Six Offers, Counter-offers and Re-counter Offers 63
Introduction 64
Business Letters 64
Pattern E of Business Letters 68
Relevant Terms 68
Useful Phrases 69
Summary 69
Exercises 69
Unit Seven Orders and Their Fulfillment 77
Introduction 78
Business Letters 78
Pattern F of Business Letters 82
Relevant Terms 82
Useful Phrases 83
Summary 83
Exercises 83
Unit Eight Sales Confirmation 89
Introduction 90
Business Letters 90
Pattern G of Business Letters 95
Relevant Terms 95
Useful Phrases 95
Summary 96
Exercises 96
Unit Nine Terms of Payment 111
Introduction 112
Business Letters 113
Pattern H of Business Letters 117
Relevant Terms 117
Useful Phrases 118
Summary 119
Exercises 119
Unit Ten Packing 125
Introduction 126
Business Letters 126
Pattern I of Business Letters 129
Relevant Terms 130
Useful Phrases 130
Summary 130
Exercises 131
Unit Eleven Insurance 135
Introduction 136
Business Letters 136
Pattern J of Business Letters 139
Relevant Terms 140
Useful Phrases 140
Summary 140
Exercises 141
Unit Twelve Shipping Instructions and Shipping Advice 145
Introduction 146
Business Letters 146
Pattern K of Business Letters 150
Relevant Terms 150
Useful Phrases 151
Summary 151
Exercises 152
Unit Thirteen Trade Disputes and Settlement 157
Introduction 158
Business Letters 158
Pattern L of Business Letters 164
Relevant Terms 165
Useful Phrases 165
Summary 166
Exercises 166
Unit Fourteen Sales Promotion 173
Introduction 174
Business Letters 174
Pattern M of Business Letters 178
Relevant Terms 179
Useful Phrases 179
Summary 179
Exercises 180
Unit Fifteen Expos 185
Introduction 186
Business Letters 186
Pattern N of Business Letters 190
Relevant Terms 191
Useful Phrases 191
Summary 191
Exercises 191
Unit Sixteen Flexible Trade (I) 199
Introduction 200
Business Letters 200
Pattern O of Business Letters 208
Relevant Terms 208
Useful Phrases 208
Summary 208
Exercises 209
Unit Seventeen Flexible Trade (II) 213
Introduction 214
Business Letters 214
Pattern P of Business Letters 219
Relevant Terms 220
Useful Phrases 220
Summary 220
Exercises 220
Unit Eighteen Miscellaneous 225
Introduction 226
Business Documents 226
Relevant Terms 235
Useful Phrases 235
Summary 235
Exercises 236
Appendix I 241
Appendix II 243
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