国际商务函电　全套教案.doc

Contents Part Ⅰ 1.1 1.2 1.3 1.4 Layout of Business Letter Writing 1 Layout of Business Letters 2 Format of Business Letters 7 Addressing an Envelope 9 General Procedures and Outline for Business Letter Writing 10 General Business Letters 13 Part Ⅱ 2.1 2.2 2.3 2.4 Name Card 14 Letter of Invitation 16 Invitation Card 19 Letters of Thanks 22 Business Letters in International Trade 27 Part Ⅲ 3.1 Negotiation of the Contract 28 3.1.1 Establishment of Business Relations 28 3.1.2 Enquiries and Replies 39 3.1.3 Offers and Counter Offers 49 3.1.4 Sales Promotion 60 3.1.5 Conclusion of Business 72 Supplement A Specimen of a Sales Contract 79 3.2 Execution of the Contract 83 3.2.1 Terms of Payment 83 3.2.2 Establishment of and Amendment to L/C 93 Supplement Letter of Credit 103 3.2.3 Packing and Shipment 108 3.2.4 Insurance 120 3.2.5 Complaints and Claims 131 3.2.6 Agency 144 II 国际商务函电 3.2.7 Invitation to Bid and Submit to Bid 155 Appendix 165 Key to the exercises 169 Part Ⅰ Layout of Business Letter Writing Study Guide The purpose of communication is to obtain complete understanding between the parties involved, and elicit the responses required. In this part, students are required to acquire some basic knowledge about the layout of business letter writing, and master the established prac- tice so as to avoid confusion and waste of time for both sender and receiver. 2 国际商务函电 Brief Introduction to Business Letter Business letter has its special features, especially in format and structure. Considered in its most fundamental terms, a business letter may be defined as a message that attempts to influence its receiver to take some action or attitude desired by the sender. Thus, the ability to write an effective business letter will help those who want to represent themselves positively to their customers, competitors and employers. 1.1 Layout of Business Letters