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本书首先以新旧、简繁等对比手法阐述了商业英语的写作原则以及如何运用语言技巧有效地表达自己的意图，宣传介绍自己的产品或市场。本书的编写方法是按外贸程序的主要环节选用大量实用信例详细论述各类外贸书信的基本要求、特点和写作技巧；与此同时提供丰富的商业词汇、行话和习语。自第四章起配有常用语句以供读者撰写外贸书信时参考使用。凡本书补充读物皆选编自英美等国家商业书信并按外贸环节排列，便于读者进一步扩充商业英语的知识。所有课文中的商业词汇特别是行话都有详细注释，对疑难词汇和片语配有中英文对照的解释和例句。各章皆有大量练习题以巩固所学知识。

作者简介：

阎善明，数十

年来从事英语（主要

是商务英语）教学研

究工作。曾在外贸

部门工作一段时间，

积累了一定的实务

知识和经验，并曾

受聘于联合国语言

司任高级翻译（P3）数

年，主要进行有关

经济和外贸方面的

翻译工作。现任对

外经济贸易大学英

语教授。

Chapter 1 Introduction: The Influence of the Past on Letter
Writing
Chapter 2 Writing Principles
Section 1: Completeness
Section 2: Conciseness
Section 3: Consideration
Section 4: Clarity
Section 5: Concreteness
Section 6: Courtesy
Section 7: Correctness
Chapter 3 Business Letters: Style and Format
Section 1: Letter Styles
Section 2: The Format of the Business Letter
Unit 1: Standard Parts of the Business
Letter
Unit 2: Optional Parts of the Business
Letter
Chapter 4 Inquiries and Requests
Section 1: Inquiries
Unit 1: General Inquiries
Unit 2: Business Inquiries
(I) The"First" Inquiry
(II) Replies to the "First" Inquiry
(III) Routine Inquiries and Replies
(IV) Tabulated Inquiries
(V) Specific Inquiries
Section 2: Requests
Unit 1: Routine Requests
Unit 2: Granting and Refusing Requests
Chapter 5 Quotations
Section 1: Routine Quotations
Section 2: Quotations Subject to Confirmation
(Non-Firm Offers)
Section 3: Quotations with a Validity Limit
(FirmOffers)
Section 4; Cdunter-Proposals
Chapter 6 Sales Letters
Section 1: Unsolicited Sales Letters
Section 2: Solicited Sales Letters
Chapter 7 Orders and Order Acknowledgments
Section 1: Orders
Section 2: Order Acknowledgments
Chapter 8 Execution of Orders - Transport, Insurance & Packing
Secfion 1: Transport
Unit 1: Transport by Sea
Unit 2: Transport by Air
Unit 3; The Container Service
Unit 4: Chasing Letters about Transport
Section 2: Insurance
Section 3: Packing
Chapter 9 Payments
Section 1:
Section 2:
Section 3:
Section 4:
Section 5:
Banker's Drafts and Transfers
Bills of Exchange (Drafts)
Letters of Credit
Credit References
Debt Collection
Chapter 10 Claims and Adjustments
Section 1: Claims
Unit 1: Direct Claim Letters
Unit 2: Persuasive Claim Letters
Unit 3: The Tone of the Claim Letter
Section 2: Adjustments
Unit 1: Granting an Adjustment
(1) Adjustment Situations
(11) The Inductive Order in the
Good-News Adjustment
Unit 2: Refusing an Adjustmen.t
(I) Specimen Refusal Letters
(II) An Exceptional Case
(III) The Language in Refusal Letters
Unit 3: Courtesy and Consideration in
Adjustment Letters
Chapter 11 Telegrams and Telexes
Section 1: Telegrams
Section 2: Telexes
Appendixes
1. Contract
2. Purchase Contract
3. Sales Confirmation (asperbuyerssample)
4. Survey Report
5. Certificate of Origin
6. Certificate of Quality
7 Export Licence
Bibliography
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