全书共十四章，涉及询盘、发盘、还盘、订单和执行、装运、支付等商务交易的业务环节，也包括了索赔、邀请、感谢、确认等商务交易的一般沟通环节。每章按函电实例、注释、常用表达、写作建议和练习的体例编著。本书内容实用、丰富，语言规范、活泼，信息量大，实用性强。

孙芳 副教授 从事本科的商务函电教学，从事硕士、MBA和EMBA商务英语教学多年，具有丰富的教学和科研经验主要研究项目及领域： 商务英语,区域经济一体化

目  录
Unit  1 BASICS OF BUSINESS CORRESPONDENCE  1
The  Importance of Business Correspondence Writing  2
Challenges  Faced by Business People Who Use English as a
Second  Language  2
Things  to be Noted by Business People Who Use English
as  a Second Language  2
Components  of Business Letters  8
Components  of Business Emails  9
Unit  2 ENQUIRIES AND REQUESTS  16
1.  Making an Enquiry  17
2.  Responding to Customer's Interest  17
3.  Sending a Price List  18
4.  Request for the Catalogue and Samples  18
5.  Reply to the Above Enquiry  18
6.  Asking for Quotations  19
7.  Reply to an Enquiry on a Specific Model  19
8.  Enquiry about Air-Conditioning Service  20
9.  Reply to the Enquiry on Air-Conditioning Service  20
10.  Looking for Prospective Buyers  20
Unit  3 QUOTATIONS AND OFFERS  27
1.  Giving a Quotation for Poster Paper  28
2.  Giving a Quotation for Medically Used Machines  28
3.  Asking about a Requote  29
4.  Giving a Price Cut  29
5.  Recommending the Purchase  30
6.  Offering a Discount for Regular Customers  30
7.  Declining an Offer  30
8.  Declining the Buyer's Request  31
9.  Making a Counter-Offer  31
10.  Declining a Counter-Offer  32
Unit  4 PLACING ORDERS  38
1.  A Purchase Order  39
2.  Enclosing an Order Form  39
3.  Placing an Order  40
4.  Declining an Order  40
5.  Acknowledgement of an Order  40
6.  Confirming a Repeat Order  41
7.  Confirming an Order  41
8.  Offering an Alternative Product  42
9.  Final Confirmation of an Order  42
10.  Confirming Order Details  42
Unit  5 SALES LETTERS  49
1.  Promote a New Product Range  50
2.  Sales Recommendation Letter  50
3.  After-sales Follow-up  50
4.  Sustaining a Business Relationship  51
5.  Strengthening Customer Relationships  51
6.  Contacting Customers with Inactive Accounts  52
7.  Follow-up after a Sales Demonstration  52
8.  Follow-up on a Sales Exhibition  52
9.  Letter to Win back a Lost Customer  53
10.  A Sales Letter of Hotel Service  53
Unit  6 CREDIT AND PAYMENT  60
1.  Inquiry about Credit Information  61
2.  A Favorable Reply to the Above  61
3.  An Unfavorable Reply to the Above  61
4.  Request for a Line of Commer Credit  62
5.  Request to Open an L/C  62
6.  Request to Amend an L/C  62
7.  Request to Extend an L/C  63
8.  Reminding an Overdue Payment  63
9.  Reply to a Reminder Letter  63
10.  Request to Make an Overdue Payment  64


Unit  7 PACKING AND SHIPPING  70
1.  Stating Marking Requirements  71
2.  Modifying Marking Requirements  71
3.  Inquiry about Flower Pot Packaging  72
4.  Describing Export Carton Instructions  72
5.  Requesting Earlier Shipment  72
6.  Responding to a Shipment Request  73
7.  Requesting Shipping Documents  73
8.  Shipping Advice  74
9.  Shipper Authorization  74
10.  Describing a Container Service  75
Unit  8 COMPLAINTS AND CLAIMS  82
1.  Complaining about a Faulty Products  83
2.  Responding to the Complaint  83
3.  Declining a Claim  84
4.  Complaining about Poor Quality  84
5.  Responding to a Claim on Poor Quality  85
6.  Claim for Short Weight  85
7.  Reply to the Claim on Short Weight  85
8.  Complaining about Late Delivery  86
9.  Responding to the Complaint about Late Delivery  86
10.  Claim on Replacements for Damaged Products  86
Unit  9 CONTRACTS AND AGREEMENTS  93
1.  On Sales Agreement  94
2.  On Purchase Agreement  94
3.  On Sales Representative Agreement  94
4.  Amendments to the Sales Representative Agreement  95
5.  On Consortium Agreement  95
6.  On Service Agreement  96
7.  Contract Renewal  96
8.  On Terms of a Proposed Contract  97
9.  Suggesting a Change in a Contract  97
10.  Extension of a Contract  97

Unit  10 INVITATIONS AND INTRODUCTIONS  105
1.  Invitation to Attend an Exhibition  106
2.  Invitation to a Car Expo  106
3.  Accepting an Invitation to an Event  106
4.  Accepting an Invitation to a Meeting  107
5.  Postponing an Invitation to a Factory Tour  107
6.  Follow-up to an Invitation  107
7.  Self-Introduction Business Letter  108
8.  A Business Introduction Letter  108
9.  Introducing a New Catalog  109
10.  Introducing a New Product  109
Unit  11 THANK-YOU AND WELCOME  115
1.  Thanks for Arrangements  116
2.  Meeting Thank-you Note  116
3.  Thanks for Payment  116
4.  Referral Thank-you Note  117
5.  Sales Thank-you Letter  117
6.  Welcome Letter to a New Account  117
7  .Welcome Letter on the Website  118
8.  Welcome Letter to an Expo  118
9.  Welcome Letter to a Trade Show  118
10.  Welcome Letter to a New Shareholder  119
Unit  12 ANNOUNCEMENTS AND NOTIFICATIONS  126
1.  Announcing a Change of Policy  127
2.  Announcing a Change of Business Address  127
3.  Announcing a Holiday Closing  127
4.  Announcing a Change of Email Address  128
5.  Announcing a New Product  128
6.  Announcing a Rate Increase  128
7.  Notifying a Shipper of an Incorrect Order  129
8.  Informing Customers of a Misprint  129
9.  Announcing a New Website  129
10.  Informing a Customer of an Incorrect Payment Amount  130
11.  Announcing a Business Takeover  130

Unit  13 ACKNOWLEDGEMENTS AND CONFIRMATIONS  136
1.  Acknowledging an Order  137
2.  Acknowledging the Return of an Item  137
3.  Acknowledging a Payment  137
4.  Acknowledging a Job Application  138
5.  Acknowledging a Compensation Request  138
6.  Confirming an Oral Agreement  138
7.  Confirming a Meeting  139
8.  Confirming a Promotion  139
9.  Confirming the Receipt of a Bid  139
10.  Confirming a Travel Arrangement  140
Unit  14 OTHER BUSINESS CORRESPONDENCE  146
1.  Leasing Terms  147
2.  Rental and Cash Deposit  147
3.  Invitation to Bid  148
4.  Declining a Bid  148
5.  Producing with Supplied Drawings  149
6.  Requesting Open Cover Insurance  149
7.  Clarifying Insurance Terms  150
8.  Seeking Distributors  150
9.  Buyer's Request for Goods on Consignment  151
10.  Seller's Acceptance of the Above  151
APPENDICES  158
A.  International Trade Terms  158
B.  Plain English  162
C.  Positive Vocabulary for Business Writing  164
D.  Common Marks of Punctuation  167
E.  Abbreviations for Business Vocabulary  168
F.  Main Ports  169
G.  Currencies of the World  171
References  173