21世纪高职高专财经类专业规划教材 English Business Letters 本书紧紧围绕国际贸易和对外贸易的主要业务流程，精心安排教学内容，以任务驱动为导向，遵循“够用为度”的原则，重点设计了Basic Knowledge of Business Letter Writing、Establishing Business Relations、Enquiries and Replies、Sales Letters、Firm Offers and Counter-offers、Orders、Packing、Terms of Payment、Transport and Insurance和Complaints and Claims 9大教学模块。每个模块在强调明确的教学目标和各类函电的重要性的同时，均辅以典型范文、大量例句和常用语汇，以专业规范的语言深入浅出地阐释众多基本概念、关键语汇与写作技巧，旨在通过“学中做”强化学生对基本知识的理解，并且随附题型多样的实训项目，意在利用“做中学”强调学生对实用技能的掌握。 本书结构清晰、体例简洁、重点突出、通俗易懂，适合高职高专院校国际贸易专业和商务英语专业的学生学习，也适合有志于从事国际贸易或对外贸易的人士参考与借鉴。 为配合教学，本书配有授课电子教案，读者可在机械工业出版社教材服务网www.cmpedu.com注册后免费下载。 图书在版编目（CIP）数据

前言

Module 1 Basic Knowledge of Business Letter Writing 1
1.1 Functions of Business Letters 1
1.2 Forms of Business Letters 2
1.2.1 Full Block Form 2
1.2.2 Modified Block Form with Indented Style 3
1.2.3 Modified Block Form 4
1.2.4 Simplified Form 5
1.3 The Structure of Business Letters 6
1.3.1 Parts of a Business Letter 6
1.3.2 The Ways of Writing All the Above Parts 7
1.3.3 Addressing Envelopes 9
1.4 Writing Principles and Language Features of Business Letters 10
Module 2 Establishing Business Relations 14
2.1 How to Establish Business Relations 14
2.2 How to Write a Letter for Establishing Business 15
2.3 Specimens of Aiming at Establishing Business Relations 15
Module 3 Enquiries and Replies 25
3.1 Guidelines for Writing Enquiry Letters 25
3.2 Forms of Enquiries 26
3.3 Specimens of Enquiries and Replies 26
Module 4 Sales Letters, Firm Offers and Counter-offers 36
4.1 Sales Letters 36
4.1.1 The Purpose of Writing Sales Letters 36
4.1.2 Two Functions of a Sales Letter 37
4.1.3 The Principles of Writing a Sales Letter — AIDA 37
4.1.4 A Specimen of a Sales Letter 37
4.2 Firm Offer & Counter-offer 40
4.2.1 Firm Offer and Non-firm Offer 40
4.2.2 Counter-offer 40
4.2.3 Specimens of Firm Offers and Counter-offers 41
Module 5 Orders 56
5.1 Orders 56
5.1.1 Format of an Order 56
5.1.2 Specimen of Orders 57
5.2 Acknowledgements 61
5.2.1 Forms of Acknowledgements 61
5.2.2 Specimens of Acknowledgements 62
5.3 Specimen of a Sales Contract / Confirmation or Purchase Contract / Confirmation 67
Module 6 Packing 69
6.1 Factors Which influence the Nature of Packing 69
6.2 Functions of Packing 70
6.3 How to Write a Letter on Packing 70
6.4 Specimens of Packing 70
Module 7 Terms of Payment 78
7.1 Three Main Methods of Payment 78
7.2 The Time of Opening an L/C 79
7.3 Specimens of Letter of Credit 79
Module 8 Transport and Insurance 91
8.1 Transport 91
8.1.1 Writing Purpose 91
8.1.2 The Structure and Content of a Letter on Transport 92
8.1.3 Specimens of Transport 92
8.2 Insurance 97
8.2.1 Necessities of Insurance in International Trade 97
8.2.2 Functions of Insurance 98
8.2.3 Various Kinds of Risks 98
8.2.4 The Structure and Content of a Letter on Insurance 98
8.2.5 Specimens of Insurance 99
Module 9 Complaints and Claims 111
9.1 Complaint 111
9.1.1 How to Write a Complaint Letter 112
9.1.2 How to Write Reply to a Complaint Letter 112
9.1.3 Specimens of Complaints 112
9.2 Claim 116
9.2.1 How to Write a Claim Letter 116
9.2.2 How to Reply to Claims 116
9.2.3 Specimens of Claims 116
实训项目参考答案 122
Module 1 Basic Knowledge of Business Letter Writing 122
Module 2 Establishing Business Relations 123
Module 3 Enquiries and Replies 125
Module 4 Sales Letters, Firm Offers and Counter-offers 126
Module 5 Orders 127
Module 6 Packing 128
Module 7 Terms of Payment 129
Module 8 Transport and Insurance 130
Module 9 Complains and Claims 131
参考文献 133