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PART ONE3

Chapter1 Introduction（绪论）3

Section1 Definition of Commercial English3

Section2 How to Write Good Commercial English Letters4

Chapter2 The Forms Parts of a Commercial Letter（商务信函的格式与组成）12

Section1 Forms/Styles12

Section2 The Parts of a Commercial Letter13

Section1 The Opening of a Commercial Letter17

Chapter3 The Opening Conclusion of a Commercial Letter（商务信函的开头和结尾）17

Section2 The Conclusion of a Commercial Letter19

Chapter4 Letters for Establishing Trade Relations（通过信函建立贸易关系）23

Section1 The Ways of Seeking Clients Abroad23

Section2 How to Write to Prospective Clients24

Chapter5 How to Make an Inquiry（怎样询盘）27

Chapter6 Quotation/Offer（报价/报盘）30

Section1 How to Make a Quotation-Response to an Inquiry30

Section2 Difference Between a Quotation an Offer33

Section1 Entire Acceptance35

Chapter7 Response to an Offer/Quotation（回应报价）35

Section2 Conditional Acceptance/Counter Offer37

Section3 Offer Declined38

Chapter8 How to Place an Order（怎样下订单）41

Chapter9 How to Reply to a Client s Order（怎样回复订单）47

Section1 Accepting an Order47

Section2 Acknowledgement Forms of Accepting an Order47

Section3 When an Order Not Accepted50

Section4 Useful Sentences for Reference50

Section1 Types of Agreement or Contract53

Chapter10 Entering into a Contract（签订合同）53

Section2 Main Clauses in a Contract54

Chapter11 Terms of Payment（付款条件）58

Section1 Different Kinds of Terms of Payment58

Section2 Ways of Making Payment Through a Bank60

Section3 Instruments of Payment61

Section4 Examples of Instruments of Payment in International Trade62

Section2 The Implication of an L/C67

Section1 Definition67

Chapter12 Letter of Credit（L/C）（信用证）67

Section3 People Concerned in an L/C68

Section4 The Process of Issuance Operation of an L/C69

Section5 Examples of an L/C71

Section6 Classification of L/C75

Chapter13 Advice of L/C（信用证通知书）78

Section1 The Importer s Advice to the Exporter78

Section2 L/C Advice from an Advising Bank79

Section1 The Importance of L/C Verification85

Chapter14 The Verification of an L/C（信用证核对）85

Section2 How to Do the Verification86

Chapter15 L/C Amendment（更改信用证）88

Section1 What is L/C Amendment88

Section2 Examples of L/C Amendment88

Chapter16 Bills of Exchange（汇票）95

Section1 What is a Bill of Exchange95

Section2 People Concerned in a Bill of Exchange99

Section3 Sight Bill Time Bill99

Section4 Bill of Remittance100

Section5 Some Useful Terms，Phrases and Sentences Concerning Bills of Exchange101

Chapter17 Shipment（装船/装运）103

Section1 What is Shipment103

Section2 Effectuation of Shipment103

Section3 Terms of Shipment104

Section4 Shipping Advice106

Section1 Definition of Shipping Documents109

Section2 The Classification of Shipping Documents109

Chapter18 Shipping Documents（船运/货运单据）109

Section3 Some Very Often Seen Shipping Documents110

Section4 A Sample of Bill of Lading（B/L）115

Section5 Commodity Inspection Inspection Certificate119

Chapter19 Packing（包装）123

Section1 Definition123

Section2 Different Kinds of Packaging Containers123

Section3 Packing Marks124

Section4 Packing List126

Section6 Container Transportation128

Section5 Packing in Export Trade128

Section7 Useful Expressions for Packing130

Chapter20 Insurance（保险）132

Section1 Definition132

Section2 Risks in Foreign Trade132

Section3 The PICC133

Section4 Maritime/Marine Insurance134

Section5 Maritime Losses135

Section6 Types of Coverage136

Section7 Effecting Insurance on Cargoes138

Section8 Some Examples of Correspondence Relating to Marine Insurance139

Section9 Useful Expressions for Insurance Affairs140

Chapter21 Complaints，Disputes Claims（投诉，争议与索赔）143

Section1 Introduction143

Section2 How to Write a Claim145

Section3 Sample Letters146

Section4 Useful Expressions149

Section1 Introduction157

Chapter22 Agencies（代理）157

Section2 Relations Between Principal and Agent158

Section3 The Rights and Duties of the Entruster/Principal159

Section4 The Rights and Duties of the Entrusted/Agent159

Section5 Samples of Correspondence Relation to Agency Relations160

Section6 Useful Expressions for Agency162

Chapter23 Quality Terms Descriptions of Samples（质量条款与样品说明书）164

Section1 Quality Terms164

Section2 Expressions Relating to Samples and Qualities165

Chapter24 Quantity Terms（数量条款）170

Section1 The Kinds of Quantities170

Section2 The Identification of Quantities172

Section3 Examples of Quantity Terms Some Useful Expressions173

Chapter25 Description Catalogues of Commodities（商品种类与商品目录）174

Section1 The Classification of Commodities174

Section2 The Use of Catalogues178

Section1 Foreign Exchange Price Terms179

Section2 Price Terms179

Chapter26 Price-terms in Foreign Trade（对外贸易的价格条款）179

Section3 Price List181

Section4 Some Useful Expressions for Price Terms183

Chapter27 Processing Assembling Trade（加工与装配贸易）185

Section1 Definition185

Section2 The Positive Role of Processing and Assembling Trade185

Section3 The Defects of Processing and Assembling Trade186

Section4 Agreement of Processing and/or Assembling Trade186

Section5 Some Clauses of Processing Contract187

Section6 Some Useful Expressions for Processing Assembling Trade188

Chapter28 Compensation Trade（补偿贸易）191

Section1 Definition191

Section2 The Classification of Compensation Trade192

Section3 The Nature the Role of Compensation Trade192

Section4 The Limitations of Compensation Trade194

Section5 The Procedure for Contracting a Compensation Deal195

Section6 A Sample of Agreement on Compensation Trade196

Section7 Useful Expressions for Compensation Trade198

Section1 Definition202

Chapter29 Joint Venture（合资企业）202

Section2 The Types Characteristics of Joint Ventures203

Section3 The Main Contents of a Joint Venture Contract204

Section4 Useful Expressions for Joint Ventures228

Section5 A Way of Introducing Foreign Investment230

Chapter30 E-mail and Faxes for Business Purposes（E-mail 和Faxes在国际商务中的应用）235

Section1 The Use of E-mail235

Section2 Some More Guidelines for Using E-mail236

Section3 The Different Uses of E-mail Business Letters237

Section4 The Use of Faxes240

Section5 Some Guidelines for Using Faxes242

Section6 Differences Similarities Between Faxes Business Letters242

PART TWO247

Exercises247

Key to Exercises329

Answers to Questions387

参考文献404

后记405