《现代商业英语书信》

Chapter 1 Introduction:The Influence of the Past on Letter Writing1

Chapter 2Writing Principles13

Section 1:Completeness17

Section 2:Conciseness23

Section 3:Consideration33

Section 4:Clarity39

Section 5:Concreteness46

Section 6:Courtesy52

Section 7:Correctness60

Chapter 3Business Letters:Style and Format75

Section 1:Letter Styles78

Section 2:The Format of the Business Letter85

Unit 1:Standard Parts of the Business Letter88

Unit 2:Optional Parts of the Business Letter96

Chapter 4Inquiries and Requests104

Section 1:Inquiries106

Unit 1:General Inquiries107

Unit 2:Business Inquiries110

(Ⅰ)The First Inquiry111

(Ⅱ)Replies to the First Inquiry115

(Ⅲ)Routine Inquiries and Replies121

(Ⅳ)Tabulated Inquiries125

(Ⅴ)Specific Inquiries128

Section 2:Requests132

Unit 1:Routine Requests135

Unit 2:Granting and Refusing Requests139

Chapter 5Quotations167

Section 1:Routine Quotations170

Section 2:Quotations Subject to Confirmation(Non-Firm Offers)174

Section 3:Quotations with a Validity Limit(Firm Offers)179

Section 4:Counter-Proposals184

Chapter 6Sales Letters209

Section 1:Unsolicited Sales Letters211

Section 2:Solicited Sales Letters227

Chapter 7Orders and Order Acknowledgments250

Section 1:Orders251

Section 2:Order Acknowledgments260

Chapter 8Execution of Orders-Transport,Insurance＆Packing296

Section 1:Transport298

Unit 1:Transport by Sea300

Unit 2:Transport by Air311

Unit 3:The Container Service316

Unit 4:Chasing Letters about Transport320

Section 2:Insurance324

Section 3:Packing334

Chapter 9Payments357

Section 1:Banker s Drafts and Transfers359

Section 2:Bills of Exchange(Drafis)363

Section 3:Letters of Credit370

Section 4:Credit References382

Section 5:Debt Collection388

Chapter 10Claims and Adjustments422

Section 1:Claims423

Unit 1:Direct Claim Letters427

Unit 2:Persuasive Claim Letters430

Unit 3:The Tone of the Claim Letter437

Section 2:Adjustments446

Unit 1:Granting an Adjustment449

(Ⅰ)Adjustment Situations450

(Ⅱ)The Inductive Order in the Good-News Adjustment454

Unit 2:Refusing an Adjustment456

(Ⅰ)Specimen Refusal Letters457

(Ⅱ)An Exceptional Case460

(Ⅲ)The Language in Refusal Letters461

Unit 3:Courtesy and Consideration in Adjustment Letters464

Chapter 11Telegrams and Telexes494

Section 1:Telegrams495

Section 2:Telexes500

Appendixes511

1.Contract512

2.Purchase Contract524

3.Sales Confirmation(as per buyer s sample)526

4.Survey Report528

5.Certificate of Origin531

6.Certificate of Quality532

7.Export Licence533

Bibliography534