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contents unit 1  an overview of business letter writing ÉÌÎñÐź¯Ð´×÷¸ÅÀÀ (1) 1.1 the principles for effective writing (1) 1.2 the style and tone of business letter writing (7) 1.3 preparation before writing (8) 1.4 writing naturally and sincerely (9) unit 2  the structure and styles of business letters ÉÌÎñÐź¯µÄ½á¹¹Óë¸ñʽ (15) 2.1 principal parts (15) 2.2 optional elements (18) 2.3 styles of a business letter (19) 2.4 spacing, margin and envelop addressing (23) unit 3  establishing business relations Óë¶Ô·½½¨Á¢ÉÌÎñ¹Øϵ (29) 3.1 introduction (29) 3.2 letter samples (30) unit 4  inquiries ѯ¹º (42) 4.1 introduction (42) 4.2 letter samples (43) unit 5  quotations, offers and counter offers ±¨ÅÌÓ뻹ÅÌ (53) 5.1 quotations and offers (53) 5.2 counter offers (59) unit 6  orders and acknowledgements ¶©¹ºÓëÈ·ÈÏ (71) 6.1 introduction (71) 6.2 letter samples (72) unit 7  payment by letter of credit ÐÅÓÃÖ¤¸¶¿î (86) 7.1 introduction (86) 7.2 letter samples (87) unit 8  other methods of payment ÆäËû¸¶¿î·½Ê½ (99) 8.1 introduction of other methods of payment (99) 8.2 writing for other methods of payment (100) 8.3 letter samples (100) unit 9  collection letters ´ß¿îº¯ (112) 9.1 introduction (112) 9.2 letter samples (115) unit 10  packing °ü×° (126) 10.1 introduction (126) 10.2 letter samples (127) unit 11  shipping ×°ÔË (136) 11.1 introduction (136) 11.2 letter samples (137) unit 12  insurance ±£ÏÕ (148) 12.1introduction (148) 12.2letter samples (149) unit 13  complaints and claims ͶËßÓëË÷Åâ (160) 13.1 introduction (160) 13.2 letter samples (161) unit 14  agency ´úÀí (174) 14.1 introduction (174) 14.2 letter samples (175) unit 15  contracts ºÏͬ (188) 15.1 types of business contracts (188) 15.2 components of a business contract (190) 15.3 language and stylistics features (190) 15.4 layout (193) 15.5 writing steps (193) appendix a  useful abbreviations in international trade ʵÓùú¼ÊóÒ×ËõÂÔÓï (212) appendix b  useful expressions in incoterms 2010 and the relevant documents ¡¶2010Äê¹ú¼ÊóÒ×ÊõÓï½âÊÍͨÔò¡·¼°Ïà¹ØÎļþÖеÄʵÓñí´ï (218) appendix c  the comparison of the old and new language styles оÉÎÄÌå±È½Ï (231) references ²Î¿¼ÎÄÏ× (234)