《国际商务写作教程》

CHAPTER ONEAN OVERVIEW OF INTERNATIONAL BUSINESS COMMUNICATION 国际商务联系学概论1

Lesson 1 Introduction to Business Communication 商务联系学简介2

Lesson 2 Principles for Business Written Communication 商务联系的写作纲要12

CHAPTER TWOTHE LAYOUT AND APPEARANCE OF BUSINESS LETTERS 商务书信的格式32

Lesson 3 The Standard Parts of Business Letters 商务书信的标准部分34

Lesson 4 The Specialized Parts of Business Letters 商务书信的特殊部分48

CHAPTER THREE ROUTINE INQUIRIES AND REQUESTS 日常询函57

A Table of Letters57

Routine Inquiries and Requests日常询函57

5.1 A Routine Inquiry Concerning a Product 询问产品情况59

Lesson 5 Letters about Routine Inquiries 日常询盘信59

5.2 AN Inquiry for a Meeting Brochure 索取会议小册子60

5.3 A Request for Extension of a Letter of Credit 要求信用证展期61

5.4 A Form Letter for Routine Inquiry 格式化日常询函61

Lesson 6 Letters about Routine Orders 日常订货信67

6.1 A Repeat Order for One or Two Kinds of Goods 再订货(订购一、两种商品)68

6.2 A Routine Order for Sport Supplies 日常订货(订购两种以上运动用具)69

6.3 A Form Letter for Placing an Order 格式化订货信(一般限于再订货)70

Lesson 7 Letters about Routine Claims and Complaints 日常索赔和投诉信76

7.1 A Letter of Claim for Correction on Part of an Order 要求更正部分供货77

7.2 A Letter of Claim for Replacement 要求替换货物78

7.3 A Letter of Complaint Concerning Non-delivery 未到货投诉信78

CHAPTER FOURLETTERS WITH NEUTRAL AND POSITIVE INFORMATION 传递中性和肯定信息的书信88

Letters with Neutral and Positive Information 传递中性和肯定信息的书信88

Lesson 8 Neutral Replies to Routine Requests 对日常询函的中性答复90

8.1 Routine Response to an Inquiry for aa Brochure 对索取商品目录来函的日常答复91

8.2 Routine Reply to an Inquiry for Product Information 对索取产品信息来函的日常答复91

8.3 Form Letters of Acknowledgement to Orders 对日常订货的固定答复92

Lesson 9 Letters Saying Yes to Inquiries 对询函的肯定答复98

9.1 A Positive Reply to an Inquiry for Reports about a Product 对来函索取产品使用报告的肯定答复99

9.2 A Positive Reply to an Inquiry for Modification of a Furniture Range 同意按要求改装家具系列100

9.3 A Positive Reply to a New Inquiry for Commodity Catalog 对首次来函索取商品目录的肯定答复102

Lesson 10 Letter Saying Yes to Orders 对订货信的肯定答复111

10.1 A Letter Saying Yes to a Trial Order 对试订货的肯定答复113

10.3 A Favorable Response to a Non-routine Order 对特别订货肯定答复115

10.2 A Positive Acknowledgement to a Steady Customer 对老客户订货的肯定答复115

Lesson 11 Letters Saying Yes to Claims and Complaints 对索赔和投诉信的肯定答复123

11.1 Granting a Correction——Seller Sending Wrong Goods 答允更正货物(卖方错发货)125

11.2 Granting an Allowance——Seller Using Improper Packaging 同意补贴(卖方包装不妥造成损失)126

11.3 Granting a Replacement——Buyer Making a Wrong Choice of Engine 同意替换货物(买方错误选购货物)128

11.4 Granting an Extra Spare Part——Buyer Ignoring the Operation Instruction 同意增发配件(买方忽略操作规章导致原配件失灵)130

Letters with Negative Information 传递否定信息的书信143

CHAPTER FIVELETTERS WITH NEGATIVE INFORMATION 传递否定信息的书信143

Lesson 12 Letters Saying No to Requests for Favors 对请求信的否定答复149

12.1 Refusing a Reservation Request for Rooms 无法满足预订房间的要求150

12.2 Saying No to an Inquiry for Samples and Sole Distribution Rights 无法提供样品和授予独家销售权152

12.3 Declining a Request for Information Concerning a Tech-nical Training Program 拒绝提供有关技术培训计划的情况153

12.4 Saying No to a Job Applicant 婉拒求职申请154

Lesson 13 Letters Saying No to Orders 对订货信的否定答复164

13.1 Saying No Due to Stock Unavailable 现货不足，无法供货165

13.2 Declining a Small-size Order 订货量过小，不能供货167

13.3 Delaying An Order due to Non-approval of Import Per-mission 未获取进口许可，推迟供货168

13.4 Delaying An Incomplete Order 订货内容不清，推迟供货169

Lesson 14 Letters Saying No to Adjustment Requests 对索赔信的否定答复177

14.1 Saying No to a Claim for Repair Fees 拒绝偿还修理费178

14.2 Unfavorable Reply to a Claim for Returning Medicine 无法接受退药的要求179

14.3 Rejecting a Claim in which a Third Party is Supposed to Be at Fault 责任在第三者，拒绝理赔180

14.4 Denying Responsibility for Improper Construction 拒绝承担建筑工程有误的责任181

Letters of Persuasion 说服信194

CHAPTER SIXLETTERS OF PERSUASION 说服信194

Lesson 15 Persuasive Requests for Favors 求助说服信198

15.1 Asking a Favor of a Speaker 邀请演讲人199

15.2 Asking a Favor from a Computer Business 请求租用电脑200

15.3 Asking for Confidential Information 咨询机密信息202

Lesson 16 Bargaining for Better Terms 讨价还价信210

16.1 Buyer Asking for Allowance on Prices 买方要求折价211

16.2 Seller Rejecting Buyer's Counteroffer 卖方不接受买方的还价212

16.3 Buyer Insists on Payment by Collection 买方坚持托收付款方式213

Lesson 17 Special Adjustment Requests 特别索赔信221

17.1 Asking for Replacement of a Damaged Silk Scarf under a No-return Policy 要求替换有毛病的丝巾(商店规定售后无退换)223

17.2 Requesting a Correction of an Order on the Assumption that the Buyer is at Fault 要求更正错发的货物(卖方被认为有责任)224

17.3 Requesting an Adjustment for Poor Machine Performance while People Concerned Deny Responsibility 要求解决机器故障问题(当事者再三推卸责任)226

Lesson 18 Letters for Collecting Payments 索款信236

18.1 Reminders of Overdue Payments 提醒支付拖欠款239

18.2 Inquiries for Overdue Payments 请求支付拖欠款240

18.3 Letters of Urgency for Overdue Payments 敦促支付拖欠款241

18.4 Letters of Ultimatum 最后通牒244

Lesson 19 Sales Letters 促销信254

19.1 A Sales Letter with an Appeal to Convenience 加强潜在客户对产品使用便利的认识261

19.2 A Sales Letter with an Appeal to Pride 以自豪感激励购买行为264

19.3 A Sales Letter with an Appeal to Economy 宣传产品物美价廉266

CHAPTER SEVENSPECIAL GOODWILL LETTERS 特别友好信278

Special Goodwill Letters 特别友好来往书信278

Lesson 20 Letters of Appreciation 感谢信281

20.1 A Letter of Appreciation for Arrangement of a Visit 对访问安排表示感谢281

20.2 A Letter of Appreciation to a New Customer 欢迎新客户282

20.3 A Letter Welcoming a Foreign Guest 欢迎外国客人283

20.4 A Thank-you Letter for a Pleasant Evening at Someone's House 感谢在某人家里度过的愉快夜晚284

Lesson 21 Letters of Congratulation 祝贺信292

21.1 Congratulation on Sb's Promotion 祝贺某人晋升293

21.2 Congratulation on an Award of a Public Honour 祝贺某人获得荣誉294

21.3 A Short Note of Congratulation on Marriage 恭贺新婚295

21.4 Replying to Congratulation on an Award of Honor 答谢信(对祝贺某人获得荣誉信件的答复)296

21.5 Replying to Congratulation on Promotion 答谢信(对祝贺某人晋升信件的答复)296

Lesson 22 Letters of Sympathy 慰问信304

22.1 A Letter of Condolence to a Business Associate 悼念业务伙伴305

22.2 A Letter of Condolence to a Friend 悼念友人306

22.3 A Letter of Sympathy to a Business Associate 问候受伤的业务伙伴306

22.4 An Acknowledgement of Condolence 对吊唁信的答复307

Lesson 23 Letters of Recommendation 推荐信315

23.1 Request for Information about an Individual 个人情况咨询信316

23.2 Request for Writing a Recommendation 请求别人写推荐信317

23.3 A Letter of Recommendation from a Former Employer 来自原雇主的推荐信318

23.4 A Letter of Recommendation from a Former Professor 来自原教授的推荐信318

CHAPTER EIGHTTELEX AND FAX IN BUSINESS COMMUNICATIONS 电传和传真的商务联系325

Lesson 24 Construction of Telex Words and Expressions 电传字词组成329

Lesson 25 Construction of Telex Messages 电传的写作339