Chapter 1 Fundamental of Business WritingDear Mr. Barington,Thank you for your application for the post of personal assistant to our managing director. We received a large number of applicants including some from the persons with experiences in the special field of electronics in which we operate. The appointment has now been made, but as our work contin u es to expand there are likely to be other vacancies in which you may be interested. I hope you will feel able to apply to us again when they are advertised.Your sincerely,Dear Mr. Johnson,Thank you for you r lett er of 15 July enclosing the “Senator”alarm clock, receiving this morning.We find your comments on the performance of your clock very interesting and have passed to our engineers for the inspection and a report. Meanwhile, we are arranging to replace your clock with a new one, but before sending the replacement we are submitting it to a s eries of test to ensure that it is free from the fault to which you refer and in full work order. We will send it to you as soon as the tests have been completed.We apologize for the trouble and inconvenience this matter has caused you, but are confident that the replacement clock we are sending will prove satisfactory give you the service we are entitled to expect from our products.Yours sincerely,Example for the structure of a letterChapter 2 Inquiry and Reply1、quotation, to quote a price 报盘2、price-list, quotation sheet 报价单3、competitive quotation 有竞争力的报价Favorable quotation 优惠报价Lowest quotation 最低报价4、to quote at a competitive rate 报可竞争价格5、to inquire about a product (to ask for prices) 询价6、to request credit information 要求信用查询7、to place an order 下订单8、to supply from stock 现货供应9、bulk buying, bulk buyer 大宗采购10、agent代理，sole agent独家代理11、supplier 供应商12、subsidiary 子公司13、small sample 小包货样14、illustrated catalogue 附图目录15、description of article 产品说明16、quantity required 要求数量17、terms of payment, terms of shipment 付款条件，装运条件18、date of delivery 交货期19、long ton 长吨（1）Model for inquiryChapter 3 Offer and Counter-offer (1) Model for counter-offer(2) Model for declining a counter-offer1. offer 报盘2. catalogue 目录3. terms and conditions 条款和条件4. C&F = cost and freight 成本运费在内价/ FOB = free on board 离岸价5. irrevocable L/C 不可撤销的信用证6. as per 按照7. to be in a position to = to be able to 有能力8. subject to 以······为条件9. out of line 不一致；in line with 一致10. we might come to terms… = close a deal 我们也许能成交······11. market is declining / weak / advancing / strong / firm / 行市下跌（上涨）12. subject article 标题商品13. for your information / reference 供你方参考14. in other direction 在其它方面15. to do better = to pay high price 出高价16. keep us posted of development at your end 随时告知贵方进展情况17. under separate cover / by separate mail / under cover 另邮，附邮18. in due course 及时地19. subject to our final confirmation 以我方最后确认为准20. confirmed, irrevocable L/C payable by draft at sight 保兑的、不可撤销的、凭即期汇票支付的信用证1. We are studying the offer and hope that it will keep open till the end of the month.2. We will allow you 10% discount if you purchase 5000 dozens of more.3. We are giving you a firm offer(实盘), subject to your reply getting here by 5 p.m. our time, Tuesday, July.4. You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from United States, and that will cause a sharp rise in price.5. As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.(1) Model for requesting special discount(2) Model for granting special allowance(3) Model for declining price reduction1. allow us to begin by…请允许我们以······开始2. despite the negative factors 虽然有消极因素3. every effort has been made 已经尽力了4. have been running in red for…已连续······时间赔本经营5. to share and not shift 共享而不离弃6. have reluctantly to decide to 不得不7. accept your proposal 接受贵方提议8. hurt our image with 因······而损坏形象9. may choose to switch suppliers 可能选择更换供应商10. nevertheless…rest assured…every effort…minimize the damage…请放心······努力······减少损失11. leave us in the red 负债12. qualitative advantage 质量优势13. additional cost 额外成本/附加成本14. full understanding 完全理解15. quick approval 立即批准16. to absorb increased costs 消化增加的成本17. this is to help 此举是为了有助于······18. effectively market 有效市场19. bring disorder to the market 给市场带来混乱20. foresee further deterioration 预见事件的进一步恶化1. In recognition of your difficult situation we agree to reduce the FOB prices of all models 8% effective September 1.2. Please do not ignore the fact that our new line of products is far superior to existing lines.3. We agree that continuing the current FOB price would insure maximum market penetration.4. Thus, you are asked to postpone any increase in price until sales of the new models get off the ground.5. We insist that you put off any increase for at least this fiscal year.6. It will also force our existing customers to go with other suppliers.7. Given the current reductions seen on the market, this increase cannot help but severally curtail fresh sales.8. As a result, we have no choice but to ask you to accept a 10% increase in our prices starting from April shipment.9. Therefore, we reluctantly have to announce a 10% increase in all CIF rate as of April 1.Chapter 4 Order and ConfirmationComplete and accurate information about each product or service. Such details as these: catalog, part, and style, and model numbers, descriptions of items, quantities, unit prices, and total prices. If an order is for a service, not a product, be sure to spell out in detail all the terms and conditions that pertain to it.Model1. urgent order 紧急订购2. replenish stock 补充存货3. confirming an order 确认订货4. repeat order 续订5. captioned shipment 用指定船运输6. perfect condition 完好无损7. scheduled date 即定日期8. make effective arrangement 采取有效措施9. air shipment 空运1. Thank you for the new catalog that we received recently. I would like to order the following items from it.2. We have much pleasure in placing an order with you as following:…3. We have pleasure in enclosing herewith a repeat order as follows:…4. Please take note of our order, and kindly advise us when you dispatch (发送) the goods.5. We trust that this trial will lead to more important transactions (交易).Express pleasure in being able to be of service and express optimism with respect to the processing of future orders, for example:(b) Model for placing an orderChapter 5 Payment, Shipment; Complaints and ClaimsUrging Establishment of L/C催促函在外贸业务中常用来催促对方尽快开证、发货、付款等。