全书共14个单元, 涉及询盘、发盘、还盘、订单和执行、装运、支付等商务交易的业务环节, 也包括了索赔、邀请、感谢、确认等商务交易的一般沟通环节。每章按函电实例、注释、常用表达、写作建议和练习的体例编著。函电实例部分选用了简洁现代的案例, 纳入国际商务常用字词、短语、术语。注释部分对重要词汇和语法点进行了详细的解释并补充了更多的例句, 可以进一步丰富词汇量, 帮助读者灵活地应用关键词汇。常用表达部分补充了各单元主题相关场景的表达, 帮助读者积累丰富的函电句式。写作建议部分总结了各单元主题函电的结构安排和语言风格的写作要点。练习部分的题型多样, 可以帮助读者巩固每章所学的商务函电写作要点, 提高商务函电写作能力。附录部分包括了常用国际贸易术语、简洁英语、常用商务词汇、常用标点符号和常用缩略语等。
孙芳 副教授 从事本科的商务函电教学，从事硕士、MBA和EMBA商务英语教学多年，具有丰富的教学和科研经验主要研究项目及领域： 商务英语,区域经济一体化
Unit 1 BASICS OF BUSINESS CORRESPONDENCE 1
The Importance of Business Correspondence Writing 2
Challenges Faced by Business People Who Use English as a
Second Language 2
Things to be Noted by Business People Who Use English
as a Second Language 2
Components of Business Letters 8
Components of Business Emails 9
Unit 2 ENQUIRIES AND REQUESTS 16
1． Making an Enquiry 17
2． Responding to Customer's Interest 17
3． Sending a Price List 18
4． Request for the Catalogue and Samples 18
5． Reply to the Above Enquiry 18
6． Asking for Quotations 19
7． Reply to an Enquiry on a Specific Model 19
8． Enquiry about Air-Conditioning Service 20
9． Reply to the Enquiry on Air-Conditioning Service 20
10． Looking for Prospective Buyers 20
Unit 3 QUOTATIONS AND OFFERS 27
1． Giving a Quotation for Poster Paper 28
2． Giving a Quotation for Medically Used Machines 28
3． Asking about a Requote 29
4． Giving a Price Cut 29
5． Recommending the Purchase 30
6． Offering a Discount for Regular Customers 30
7． Declining an Offer 30
8． Declining the Buyer's Request 31
9． Making a Counter-Offer 31
10． Declining a Counter-Offer 32
Unit 4 PLACING ORDERS 38
1． A Purchase Order 39
2． Enclosing an Order Form 39
3． Placing an Order 40
4． Declining an Order 40
5． Acknowledgement of an Order 40
6． Confirming a Repeat Order 41
7． Confirming an Order 41
8． Offering an Alternative Product 42
9． Final Confirmation of an Order 42
10． Confirming Order Details 42
Unit 5 SALES LETTERS 49
1． Promote a New Product Range 50
2． Sales Recommendation Letter 50
3． After-sales Follow-up 50
4． Sustaining a Business Relationship 51
5． Strengthening Customer Relationships 51
6． Contacting Customers with Inactive Accounts 52
7． Follow-up after a Sales Demonstration 52
8． Follow-up on a Sales Exhibition 52
9． Letter to Win back a Lost Customer 53
10． A Sales Letter of Hotel Service 53
Unit 6 CREDIT AND PAYMENT 60
1． Inquiry about Credit Information 61
2． A Favorable Reply to the Above 61
3． An Unfavorable Reply to the Above 61
4． Request for a Line of Commercial Credit 62
5． Request to Open an L/C 62
6． Request to Amend an L/C 62
7． Request to Extend an L/C 63
8． Reminding an Overdue Payment 63
9． Reply to a Reminder Letter 63
10． Request to Make an Overdue Payment 64
Unit 7 PACKING AND SHIPPING 70
1． Stating Marking Requirements 71
2． Modifying Marking Requirements 71
3． Inquiry about Flower Pot Packaging 72
4． Describing Export Carton Instructions 72
5． Requesting Earlier Shipment 72
6． Responding to a Shipment Request 73
7． Requesting Shipping Documents 73
8． Shipping Advice 74
9． Shipper Authorization 74
10． Describing a Container Service 75
Unit 8 COMPLAINTS AND CLAIMS 82
1． Complaining about a Faulty Products 83
2． Responding to the Complaint 83
3． Declining a Claim 84
4． Complaining about Poor Quality 84
5． Responding to a Claim on Poor Quality 85
6． Claim for Short Weight 85
7． Reply to the Claim on Short Weight 85
8． Complaining about Late Delivery 86
9． Responding to the Complaint about Late Delivery 86
10． Claim on Replacements for Damaged Products 86
Unit 9 CONTRACTS AND AGREEMENTS 93
1． On Sales Agreement 94
2． On Purchase Agreement 94
3． On Sales Representative Agreement 94
4． Amendments to the Sales Representative Agreement 95
5． On Consortium Agreement 95
6． On Service Agreement 96
7． Contract Renewal 96
8． On Terms of a Proposed Contract 97
9． Suggesting a Change in a Contract 97
10． Extension of a Contract 97
Unit 10 INVITATIONS AND INTRODUCTIONS 105
1． Invitation to Attend an Exhibition 106
2． Invitation to a Car Expo 106
3． Accepting an Invitation to an Event 106
4． Accepting an Invitation to a Meeting 107
5． Postponing an Invitation to a Factory Tour 107
6． Follow-up to an Invitation 107
7． Self-Introduction Business Letter 108
8． A Business Introduction Letter 108
9． Introducing a New Catalog 109
10． Introducing a New Product 109
Unit 11 THANK-YOU AND WELCOME 115
1． Thanks for Arrangements 116
2． Meeting Thank-you Note 116
3． Thanks for Payment 116
4． Referral Thank-you Note 117
5． Sales Thank-you Letter 117
6． Welcome Letter to a New Account 117
7 ．Welcome Letter on the Website 118
8． Welcome Letter to an Expo 118
9． Welcome Letter to a Trade Show 118
10． Welcome Letter to a New Shareholder 119
Unit 12 ANNOUNCEMENTS AND NOTIFICATIONS 126
1． Announcing a Change of Policy 127
2． Announcing a Change of Business Address 127
3． Announcing a Holiday Closing 127
4． Announcing a Change of Email Address 128
5． Announcing a New Product 128
6． Announcing a Rate Increase 128
7． Notifying a Shipper of an Incorrect Order 129
8． Informing Customers of a Misprint 129
9． Announcing a New Website 129
10． Informing a Customer of an Incorrect Payment Amount 130
11． Announcing a Business Takeover 130
Unit 13 ACKNOWLEDGEMENTS AND CONFIRMATIONS 136
1． Acknowledging an Order 137
2． Acknowledging the Return of an Item 137
3． Acknowledging a Payment 137
4． Acknowledging a Job Application 138
5． Acknowledging a Compensation Request 138
6． Confirming an Oral Agreement 138
7． Confirming a Meeting 139
8． Confirming a Promotion 139
9． Confirming the Receipt of a Bid 139
10． Confirming a Travel Arrangement 140
Unit 14 OTHER BUSINESS CORRESPONDENCE 146
1． Leasing Terms 147
2． Rental and Cash Deposit 147
3． Invitation to Bid 148
4． Declining a Bid 148
5． Producing with Supplied Drawings 149
6． Requesting Open Cover Insurance 149
7． Clarifying Insurance Terms 150
8． Seeking Distributors 150
9． Buyer's Request for Goods on Consignment 151
10． Seller's Acceptance of the Above 151
APPENDICES 158
A． International Trade Terms 158
B． Plain English 162
C． Positive Vocabulary for Business Writing 164
D． Common Marks of Punctuation 167
E． Abbreviations for Business Vocabulary 168
F． Main Ports 169
G． Currencies of the World 171
References 173
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