Chapter 1 General Principles of Business Letter Writing
商務信函寫作的基本原則 1
1 Completeness 完整性 1
1.1 Provide All Necessary Information 提供所有必須的信息 2
1.2 Answer All Questions Asked 回答所有問及的問題 2
1.3 Give Something Extra When Desirable 提供必要的額外信息 3
2 Conciseness 簡明性 3
2.1 Eliminate Wordy Expressions避免冗余的詞句 3
2.2 Include Only Relevant Material只使用相關的信息 4
2.3 Avoid Unnecessary Repetition 避免不必要的重復 4
3 Consideration 體諒性 5
3.1 Focus on u201cYouu201d in Positive Situations正面情形多使用u201c您u201d 5
3.2 Depersonalize in Sensitive Situations敏感情形避用人稱 5
3.3 Show Reader Benefit展現讀者的利益 6
3.4 Emphasize Positive Facts 強調積極的信息 6
4 Concreteness 具體性 6
4.1 Use Specific Facts and Figures使用具體的信息和數據 7
4.2 Put Action in Your Verbs盡量使用動詞 7
4.3 Choose Vivid， Imageu2014Building Words使用生動形象的用語 7
5 Clarity 清楚性 8
5.1 Choose Precise， Concrete and Familiar Words選擇準確、具體和常用的詞語 8
5.2 Construct Effective Sentences and Paragraphs有效地組織句子和段落 9
6 Courtesy 禮貌性 10
6.1 Be Sincerely Tactful and Appreciative 使用得體誠懇的詞句 10
6.2 Use Expressions that Show Respect 使用表示尊敬的詞句 11
6.3 Choose Nonu2014Discriminatory Expressions使用非歧視性的詞句 11
7 Correctness 正確性 12
7.1 Use the Right Level of Language使用合適的語言 12
7.2 Use Right Figures， Facts and Words使用準確的數據、事實和詞句 13
7.3 Maintain Acceptable Writing Mechanics使用恰當的寫作技巧 13
Exercises習題 14
Chapter 2 The Layout Format of the Business Letter商務信函格式 21
1 Full Block Style 完全齊頭式 21
2 Modified Block Style段落齊頭式 23
3 Indented Style 段落首行縮進式 24
4 General Points about Business Letter Layout 商務信函格式要點 25
5 The Layout Style of Fax 傳真的格式 25
6 The Layout Style of Business Email 電子郵件的格式 25
Exercises 習題 29
Chapter 3 The Components of a Business Letter商務信函結構 31
1 The Letterhead信頭 32
2 Date Line 日期 33
3 The Inside Address封內地址 33
4 The Salutation 稱呼 36
5 The Body 正文 39
6 The Complimentary Close 結尾敬語 40
7 The Signature 簽名 41
8 The Attention Line 主辦人或經辦人 43
9 Subject Line 事由 44
10 Enclosure Notation 附件 44
11 Copy Notation抄送 45
12 The Reference Initials 備忘署名 45
13 Mailing and Classification Notations 郵遞分級標示 46
14 Postscript （u201cP.S.u201d u201cPSu201d ） 附言 47
15 The Next Page Notation 續頁標識 47
16 Envelopes 信封 48
17 Interoffice Memoranda 備忘錄 49
Exercises 習題 53
Chapter 4 The Practical Approach of Business Document Writing
商務文書寫作的實用步驟 59
1 Five Planning Steps 商務文書寫作計劃五步曲 59
1.1 Identify Your Purpose明確問題 59
1.2 Analyze Your Audience分析讀者 60
1.3 Choose Your Ideas選擇內容 60
1.4 Collect Your Data搜集數據 60
1.5 Organize Your Message 組織信息 61
2 Direct and Indirect Writing Approaches 直接與間接寫作方法 61
2.1 The Direct Approach 直接法 61
2.2 The Indirect Approach 間接法 62
3 Business Writing Pyramid 商務寫作u201c金字塔u201d 63
Exercises 習題 66
Chapter 5 Writing Informative Business Messages告知性商務文書寫作 69
1 Writing Positive and Neutral Messages 正面和中性消息的寫作 69
1.1 Formal Invitation Letters 請柬 70
1.2 Announcement Letters 通知信函 71
1.3 Transmittal Letters封面信函 72
2 Writing Negative Messages 負面信息的寫作 75
2.1 Refusing Credit 拒絕提供商業信用 75
2.2 Declining Invitations and Requests for Favors拒絕邀請和請求
2.3 Negative Reply to an Invitation 回拒邀請 76
2.4 Unfavorable Unsolicited Messages主動發出的消極信息 76
Exercises 習題 78
Chapter 6 Writing Persuasive Business Messages說服性商務文書寫作 81
1 Requests for Products or Services求購產品和服務 82
2 Complaints 申訴 83
3 Requests for Settlement of Payment付款請求 84
4 Solicited Sales Letters 回應式推銷信 84
5 Unsolicited Sales Letters自發式推銷信 85
Exercises 習題 87
Chapter 7 Enquiries and Offers詢盤和發盤 91
1 Enquiries 詢盤 91
2 Unsolicited Offers 主動發盤 93
3 Solicited Offers 回應式發盤 93
4 Counter Offers 還盤 94
Useful Sentences 常用詞句 96
Exercises 習題 98
Chapter 8 Orders and Acknowledgements訂單和確認 99
1 Orders 訂單 99
2 Acceptance of Orders 接受訂單 100
3 Acceptance of Orders with Changes接受訂單但有改動 102
4 Suggesting Order Substitutes建議訂購替代商品 102
5 Rejection of Orders 拒絕訂單 103
Useful Sentences 常用詞句 104
Exercises 習題 105
Chapter 9 Transport運輸 107
1 Enquiry to Charter a Ship租船請求 107
2 Reply 租船答復 108
3 Shipping Instructions 裝運指示 108
4 Shipping Advice 裝運通知 109
5 Urging Immediate Shipment 敦促立即裝運 110
Useful Sentences 常用詞句 111
Exercises 習題 113
Chapter 10 Insurance保險 115
1 Urging to Insure敦促投保 115
2 Enquiry for Insurance投保詢盤 116
3 Reply to Enquiry詢盤答復 117
4 Confirmation 確認 118
Useful Sentences 常用詞句 119
Exercises 習題 121
Chapter 11 Payment支付 123
1 A Request for Payment by L／C要求用信用證付款 123
2 A Request for Opening L／C申請開立信用證 124
3 The Bank Agreement to Open L／C銀行同意開立信用證 125
4 A Notice to the Seller 通知賣方 126
5 A Request for Amending L／C 請求修改信用證 126
6 Presentation of Documents by the Seller 賣方提示付款 128
7 A Refusal by the Bank 銀行拒付 128
8 A Request for Payment by the Seller 賣方請求銀行付款 129
9 A Request for Payment by the Bank 銀行要求買方付款 130
Useful Sentences 常用詞句 132
Exercises 習題 135
Chapter 12 Claims and Adjustments索賠和理賠 137
1 A Claim about Short Weight 短量索賠 137
2 Reply to Claim 索賠的答復 138
3 A Claim about Quality 質量問題申訴 139
4 A Rejection of Claim 拒絕索賠的答復 141
Useful Sentences 常用詞句 142
Exercises 習題 143
Chapter 13 Tenders招投標 145
1 An Invitation for Tender招標邀請 146
2 Letter of the Bid （Bid Form） 投標函 147
3 Power of Attorney 授權書 149
4 Banku2019s Reference Letter 銀行資信證明函 150
5 Reference Letter from the Bidderu2019s Clients 投標人用戶推薦函 150
6 Qualification Statement of the Bidder 投標人資質聲明函 152
7 Bid Bond 投標保證金 152
8 Performance Bond 履約保函 153
9 Bid Clarification Letter 投標文件澄清函 155
10 Writing an RFP RFP寫作 156
11 Writing a professional RFP專業RFP寫作 156
12 Common Elements of an RFP RFP的主要內容 157
13 The RFP Cover Letter RFP封面函 158
14 The RFP Letter of Intent 針對RFP的意向書 162
15 The Nou2014Bid Letter 不參加投標函 163
16 The Contract Award Letter 中標通知書 165
17 The RFP Disqualification Letter 不符合RFP要求的告知函 166
18 The RFP Rejection Letter 未中標告知函 167
Useful Sentences常用詞句 169
Exercises 習題 171
Chapter 14 Agency代理 175
1 Agency or Dealership Requests 代理或經銷的請求 175
2 An Acceptance of Application 接受申請 177
3 A Rejection of Application 拒絕申請 178
Useful Sentences 常用詞句 179
Exercises 習題 181
Reading Materials： Distributorship Agreement 經銷協議 182
Chapter 15 Consignment and Exhibition Sales寄售和展賣 187
1 A Request for Goods on Consignment 建議寄售商品 187
2 An Acceptance 接受建議 188
3 A Request for Goods on Exhibition Sales 建議展賣商品 189
4 Acceptance of Proposal接受建議 190
Useful Sentences 常用詞句 191
Exercises 習題 191
Chapter 16 Barter Compensation and Processing Trade易貨補償和加工貿易 193
1 A Proposal for Barter Trade 提議易貨貿易 193
2 A Reply to the Proposal 對提議的回復 194
3 A Proposal for Compensation Trade提議補償貿易 195
4 A Reply to Compensation Trade 對補償貿易的回復 195
5 A Proposal for Processing Trade加工貿易建議書 196
6 A Reply to Processing Trade Proposal對加工貿易建議的回復 197
Useful Sentences 常用詞句 198
Exercises 習題 199
Chapter 17 Setting up Sinou2014Foreign Joint Venture創辦中外合資企業 201
1 Letter of Intent for a Joint Venture合資企業意向書 202
2 About Investment Environment關于投資環境 202
3 Registration of a Joint Venture注冊合資企業 203
4 Application Letter for Registration of a Joint Venture 注冊合資企業的申請204
Useful Sentences 常用詞句 205
Exercises 習題 207
Chapter 18 Other Business Documents其他商務文書 209
1 Confirming the Verbal Agreement確認口頭達成的協議 209
2 Apology Letter 道歉信 210
3 Meeting Appointment Letter預約會見 211
4 Congratulations 祝賀信 211
5 Invitation 邀請信 212
6 Notice 通知 213
7 Promotional Letter促銷信函 214
8 Thanks Letter感謝信函 215
9 Welcome Letter 歡迎信函 216
10 Resume and Its Cover Letter簡歷與附信 216
11 Recommendation Letter推薦信 219
12 To Whom It May Concern Letter給相關負責人的信 222
Useful Sentences常用詞句 225
Exercises習題 226
附錄一 習題參考答案 227
附錄二 英漢對照國際商務常用縮寫 243
附錄三 英漢對照國際商務常用詞匯 251
附錄四 各種貨幣名稱及標準縮寫符號 265
附錄五 英國與美國在貿易領域常用字拼寫差異對照表 273
主要參考文獻 275