国际商务函电

Chapter 1 General Principles of Business Letter Writing商务信函写作的基本原则1 Completeness 完整性1.1 Provide All Necessary Information 提供所有必须的信息1.2 Answer All Questions Asked 回答所有问及的问题1.3 Give Something Extra When Desirable 提供必要的额外信息2 Conciseness 简明性2.1 Eliminate Wordy Expressions避免冗余的词句2.2 Include Only Relevant Material只使用相关的信息2.3 Avoid Unnecessary Repetition 避免不必要的重复3 Consideration 体谅性3.1 Focus on "You" in Positive Situations正面情形多使用"您"3.2 Depersonalize in Sensitive Situations敏感情形避用人称3.3 Show Reader Benefit展现读者的利益3.4 Emphasize Positive Facts 强调积极的信息4 Concreteness 具体性4.1 Use Specific Facts and Figures使用具体的信息和数据4.2 Put Action in Your Verbs尽量使用动词4.3 Choose Vivid, Image-Building Words使用生动形象的用语5 Clarity 清楚性5.1 Choose Precise, Concrete and Familiar Words选择准确、具体和常用的词语5.2 Construct Effective Sentences and Paragraphs有效地组织句子和段落6 Courtesy 礼貌性6.1 Be Sincerely Tactful and Appreciative 使用得体诚恳的词句6.2 Use Expressions that Show Respect 使用表示尊敬的词句6.3 Choose Non-Discriminatory Expressions使用非歧视性的词句7 Correctness 正确性7.1 Use the Right Level of Language使用合适的语言7.2 Use Right Figures, Facts and Words使用准确的数据、事实和词句7.3 Maintain Acceptable Writing Mechanics使用恰当的写作技巧Exercises习题Chapter 2 The Layout Format of the Business Letter商务信函格式1 Full Block Style 完全齐头式2 Modified Block Style段落齐头式3 Indented Style 段落首行缩进式4 General Points about Business Letter Layout 商务信函格式要点5 The Layout Style of Fax 传真的格式6 The Layout Style of Business Email 电子邮件的格式Exercises 习题Chapter 3 The Components of a Business Letter商务信函结构1 The Letterhead信头2 Date Line 日期3 The Inside Address封内地址4 The Salutation 称呼5 The Body 正文6 The Complimentary Close 结尾敬语7 The Signature 签名8 The Attention Line 主办人或经办人9 Subject Line 事由10 Enclosure Notation 附件11 Copy Notation抄送12 The Reference Initials 备忘署名13 Mailing and Classification Notations 邮递分级标示14 Postscript （"P.S." "PS" ） 附言15 The Next Page Notation 续页标识16 Envelopes 信封17 Interoffice Memoranda 备忘录Exercises 习题Chapter 4 The Practical Approach of Business Document Writing商务文书写作的实用步骤1 Five Planning Steps 商务文书写作计划五步曲1.1 Identify Your Purpose明确问题1.2 Analyze Your Audience分析读者1.3 Choose Your Ideas选择内容1.4 Collect Your Data搜集数据1.5 Organize Your Message 组织信息2 Direct and Indirect Writing Approaches 直接与间接写作方法2.1 The Direct Approach 直接法2.2 The Indirect Approach 间接法3 Business Writing Pyramid 商务写作"金字塔"Exercises 习题Chapter 5 Writing Informative Business Messages告知性商务文书写作1 Writing Positive and Neutral Messages 正面和中性消息的写作1.1 Formal Invitation Letters 请柬1.2 Announcement Letters 通知信函1.3 Transmittal Letters封面信函2 Writing Negative Messages 负面信息的写作2.1 Refusing Credit 拒绝提供商业信用2.2 Declining Invitations and Requests for Favors拒绝邀请和请求2.3 Negative Reply to an Invitation 回拒邀请2.4 Unfavorable Unsolicited Messages主动发出的消极信息Exercises 习题Chapter 6 Writing Persuasive Business Messages说服性商务文书写作1 Requests for Products or Services求购产品和服务2 Complaints 申诉3 Requests for Settlement of Payment付款请求4 Solicited Sales Letters 回应式推销信5 Unsolicited Sales Letters自发式推销信Exercises 习题Chapter 7 Enquiries and Offers询盘和发盘1 Enquiries 询盘2 Unsolicited Offers 主动发盘3 Solicited Offers 回应式发盘4 Counter Offers 还盘Useful Sentences 常用词句Exercises 习题Chapter 8 Orders and Acknowledgements订单和确认1 Orders 订单2 Acceptance of Orders 接受订单3 Acceptance of Orders with Changes接受订单但有改动4 Suggesting Order Substitutes建议订购替代商品5 Rejection of Orders 拒绝订单Useful Sentences 常用词句Exercises 习题Chapter 9 Transport运输1 Enquiry to Charter a Ship租船请求2 Reply 租船答复3 Shipping Instructions 装运指示4 Shipping Advice 装运通知5 Urging Immediate Shipment 敦促立即装运Useful Sentences 常用词句Exercises 习题Chapter 10 Insurance保险1 Urging to Insure敦促投保2 Enquiry for Insurance投保询盘3 Reply to Enquiry询盘答复4 Confirmation 确认Useful Sentences 常用词句Exercises 习题Chapter 11 Payment支付1 A Request for Payment by L/C要求用信用证付款2 A Request for Opening L/C申请开立信用证3 The Bank Agreement to Open L/C银行同意开立信用证4 A Notice to the Seller 通知卖方5 A Request for Amending L/C 请求修改信用证6 Presentation of Documents by the Seller 卖方提示付款7 A Refusal by the Bank 银行拒付8 A Request for Payment by the Seller 卖方请求银行付款9 A Request for Payment by the Bank 银行要求买方付款Useful Sentences 常用词句Exercises 习题Chapter 12 Claims and Adjustments索赔和理赔1 A Claim about Short Weight 短量索赔2 Reply to Claim 索赔的答复3 A Claim about Quality 质量问题申诉4 A Rejection of Claim 拒绝索赔的答复Useful Sentences 常用词句Exercises 习题Chapter 13 Tenders招投标1 An Invitation for Tender招标邀请2 Letter of the Bid （Bid Form） 投标函3 Power of Attorney 授权书4 Bank's Reference Letter 银行资信证明函5 Reference Letter from the Bidder's Clients 投标人用户推荐函6 Qualification Statement of the Bidder 投标人资质声明函7 Bid Bond 投标保证金8 Performance Bond 履约保函9 Bid Clarification Letter 投标文件澄清函10 Writing an RFP RFP写作11 Writing a professional RFP专业RFP写作12 Common Elements of an RFP RFP的主要内容13 The RFP Cover Letter RFP封面函14 The RFP Letter of Intent 针对RFP的意向书15 The No-Bid Letter 不参加投标函16 The Contract Award Letter 中标通知书17 The RFP Disqualification Letter 不符合RFP要求的告知函18 The RFP Rejection Letter 未中标告知函Useful Sentences常用词句Exercises 习题Chapter 14 Agency代理1 Agency or Dealership Requests 代理或经销的请求2 An Acceptance of Application 接受申请3 A Rejection of Application 拒绝申请Useful Sentences 常用词句Exercises 习题Reading Materials: Distributorship Agreement 经销协议Chapter 15 Consignment and Exhibition Sales寄售和展卖1 A Request for Goods on Consignment 建议寄售商品2 An Acceptance 接受建议3 A Request for Goods on Exhibition Sales 建议展卖商品4 Acceptance of Proposal接受建议Useful Sentences 常用词句Exercises 习题Chapter 16 Barter Compensation and Processing Trade易货补偿和加工贸易1 A Proposal for Barter Trade 提议易货贸易2 A Reply to the Proposal 对提议的回复3 A Proposal for Compensation Trade提议补偿贸易4 A Reply to Compensation Trade 对补偿贸易的回复5 A Proposal for Processing Trade加工贸易建议书6 A Reply to Processing Trade Proposal对加工贸易建议的回复Useful Sentences 常用词句Exercises 习题Chapter 17 Setting up Sino-Foreign Joint Venture创办中外合资企业1 Letter of Intent for a Joint Venture合资企业意向书2 About Investment Environment关于投资环境3 Registration of a Joint Venture注册合资企业4 Application Letter for Registration of a Joint Venture 注册合资企业的申请Useful Sentences 常用词句Exercises 习题Chapter 18 Other Business Documents其他商务文书1 Confirming the Verbal Agreement确认口头达成的协议2 Apology Letter 道歉信3 Meeting Appointment Letter预约会见4 Congratulations 祝贺信5 Invitation 邀请信6 Notice 通知7 Promotional Letter促销信函8 Thanks Letter感谢信函9 Welcome Letter 欢迎信函10 Resume and Its Cover Letter简历与附信11 Recommendation Letter推荐信12 To Whom It May Concern Letter给相关负责人的信Useful Sentences常用词句Exercises习题附录一 习题参考答案附录二 英汉对照国际商务常用缩写附录三 英汉对照国际商务常用词汇附录四 各种货币名称及标准缩写符号附录五 英国与美国在贸易领域常用字拼写差异对照表主要参考文献