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Part Ⅰ Basic Knowledge of Business Letter Writing3

Module One Written Communication—An Overview3

1．Parts of a Business Letter5

2．Format of Business Letters10

3．Envelope Addressing13

4．Language and Tone14

5．Structuring Communications20

6．E—mails22

Intake32

Part Ⅱ Customers Development&Maintenance37

Module Two Establishment of Business Relations37

Specimen Letters for Analysis41

Specimen Letters for Self-study43

Intake47

Output48

Module Three Inquiries and Replies49

Specimen Letters Analysis51

Specimen Letters for Self-study52

Intake56

Output57

Module Four Making Quotations and Offers59

Specimen Letters for Analysis61

Specimen Letters for Self-study62

Intake67

Output68

Part Ⅲ Negotiation＆Signing Contracts71

Module Five Making Counteroffers and Declining Orders71

Specimen Letters for Analysis72

Specimen Letters for Self-study74

Intake77

Output78

Module Six Acceptance and Orders79

Specimen Letters for Analysis81

Specimen Letters for Self-study82

Intake85

Output87

Module Seven Terms of Payment89

Specimen Letters for Analysis91

Specimen Letters for Self-study93

Intake96

Output98

Part Ⅳ Execution of Contracts101

Module Eight Letter of Credit101

Specimen Letters for Analysis103

Specimen Letters for Self-study106

Intake109

Output111

Module Nine Packing and Shipment115

Specimen Letters forAnalysis117

Specimen Letters for Self-study119

Intake125

Output126

Module Ten Insurance127

Specimen Letters for Analysis129

Specimen Letters for Self-study131

Intake134

Output135

Module Eleven Complamt and Claim137

Specimen Letters for Analysis140

Specimen Letters for Self-study141

Intake145

Output147

Appendix 1 Contract合同149

Appendix 2 SWIFT信用证159

Appendix 3 Invoice and Other Certificates发票及单据165

Appendix 4 Maritime Port海运港口175

Appendix 5 Airport（Airdrome）世界主要航空港（站）（机场）181

Appendix 6 Useful Phrases and Expressions183

参考文献193