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Contents1

Unit 1 Elements of a Good Business Letter1

1 What Is a Good Business Letter?3

2 The Layout of a Business Letter5

Exercises24

Unit 2 Promotion Communications29

1 What Is a Good Sales Letter?31

2 Selling a Product35

3 Selling a Service38

Exercises41

Unit 3 Request Letters45

1 What Is an Effective Request Letter?47

2 Requesting Detailed Information About an Advertised Product50

3 Requesting Information About Availability of a Product53

4 Requesting Information About an Advertised Service56

5 Requesting Information About Discounts58

Exercises61

Unit 4 Response Letters65

1 Responding to Requests for Detailed Information About an Advertised Product67

2 Responding to Requests for Information About an Advertised Service71

3 Responding to Requests for Information About the Availability of a Product or Service73

Exercises79

Unit 5 Special Repuest Letters83

1 Asking for an Appointment85

2 Asking for Advice88

3 Asking for Free Products90

4 Requesting Reproduction Franchise for Commercial Use93

Exercises96

Unit 6 Responding to Special Request Letters101

1 Responding to Requests for an Appointment103

2 Responding to Requests for Advice106

3 Responding to Requests for Free Products109

4 Responding to Requests for Reproduction Privileges for Commercial Use111

Exercises115

Unit 7 Letters from Customers to Suppliers(Ⅰ)119

1 Placing an Order121

2 Canceling an Order123

3 Thanking a Supplier for Service126

4 Complaining About Unsatisfactory Services or Products129

Exercises139

Unit 8 Letters from Suppliers to Customers(Ⅰ)145

1 Informing a Customer About the Shipment of Goods148

2 Informing a Customer That You Are Unable to Fill His Order151

3 Thanking a Customer for an Order154

4 Expressing Gratitude for Support157

5 Explaining/Apologising for Problems159

Exercises176

Unit 9 Letters from Customers to Suppliers(Ⅱ)181

1 Asking for Permission to Return Purchased Goods183

2 Asking for Easier Payment Terms186

Exercises194

Unit 10 Letters from Suppliers to Customers(Ⅱ)197

1 Responding to Requests for Permission to Return Purchased Goods199

2 Responding to Requests Concerning Payment Discount202

Exercises211

Unit 11 Collection Letters215

1 Elements of Persuasion in Collection Letters217

2 Types of Collection Letters219

Exercises230

Unit 12 Interoffice Letters(Memorandums)233

1 Formal and Informal Memorandums236

2 Request,Confirmation,and Procedural Memorandums238

Exercises247

Unit 13 Employment Communications251

1 Writing Job Application Letters253

2 Writing Résumés255

3 Writing to Job Applicants259

4 Accepting and Declining a Job Offer262

Exercises264

Unit 14 Business Invitation and Responses267

1 Writing an Invitation269

2 Making Responses to Invitations273

Exercises277

Unit 15 The Writing of Advertisements281

1 Advertising and English Advertisements283

2 Linguistic Features of Advertising English286

3 Practice of Copywriting301

Exercises306

Unit 16 Classification and Structure of Business Reports309

1 Classification of Business Reports311

2 Basic Elements and Structure of Business Reports313

Exercises328

Unit 17 Procedures of Writing a Formal Business Report333

1 Determining and Defining the Topic335

2 Collecting Data336

3 Presenting Findings and Analysing the Report Problem336

4 Presenting a Conclusion342

5 Making Recommendations and Anticipating Effects343

6 Writing Style344

7 Different Types of Business Reports348

Exercises361

Unit 18 Business Contracts367

1 Types of Business Contracts369

2 General Principles in Writing and Understanding a Business Contract377

3 Components of a Business Contract379

4 Relevant Laws389

5 Stylistic Features of Business Contracts391

6 A Sample of a Contract394

Exercises404

Keys405