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contents unit 1  an overview of business letter writing �̄�(w��)�ź��������[ (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 �̄�(w��)�ź��ĽY(ji��)��(g��u)�c��ʽ (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 �c��(du��)�������̄�(w��)�P(gu��n)ϵ (29) 3.1 introduction (29) 3.2 letter samples (30) unit 4  inquiries ԃُ(g��u) (42) 4.1 introduction (42) 4.2 letter samples (43) unit 5  quotations, offers and counter offers ��(b��o)�P�c߀�P (53) 5.1 quotations and offers (53) 5.2 counter offers (59) unit 6  orders and acknowledgements ӆُ(g��u)�c�_�J(r��n) (71) 6.1 introduction (71) 6.2 letter samples (72) unit 7  payment by letter of credit �����C���� (86) 7.1 introduction (86) 7.2 letter samples (87) unit 8  other methods of payment �������ʽ (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 �߿ (112) 9.1 introduction (112) 9.2 letter samples (115) unit 10  packing ���b (126) 10.1 introduction (126) 10.2 letter samples (127) unit 11  shipping �b�\(y��n) (136) 11.1 introduction (136) 11.2 letter samples (137) unit 12  insurance ���U(xi��n) (148) 12.1introduction (148) 12.2letter samples (149) unit 13  complaints and claims Ͷ�V�c���r (160) 13.1 introduction (160) 13.2 letter samples (161) unit 14  agency ���� (174) 14.1 introduction (174) 14.2 letter samples (175) unit 15  contracts ��ͬ (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 ��(sh��)�Ç�(gu��)�H�Q(m��o)�׿s���Z(y��) (212) appendix b  useful expressions in incoterms 2010 and the relevant documents ��2010���(gu��)�H�Q(m��o)���g(sh��)�Z(y��)���ͨ�t�������P(gu��n)�ļ��еČ�(sh��)�ñ��_(d��) (218) appendix c  the comparison of the old and new language styles ���f���w���^ (231) references �����īI(xi��n) (234)