1. 外 贸 英 语 函 电 Business English Correspondence 易露霞 陈原 孙美楠 主编 清华大学出版社

2. Chapter Six http://metc.gdut.edu.cn/xinhan/ Conclusion of Business

3. Contents of Chapter 6 Section One Introduction Section Two Specimen Letters Section Three Useful Words &Expressions Section Four Useful Sentences Section Five Exercises

4. Notes mutual negotiations 双方交易磋商 enter into a contract 签合同 conclude the deal 完成交易，达成交易 placing order 下订单 Sales Confirmation 销售确认书 force majeure 不可抗力 discrepancy 争议，分歧 performance 履行，执行 Section One Introduction （ P92-93 ）

5. Specimen 1 P93 Comments This is the seller ’ s simple confirmation. It shows that we have made a non-firm offer, which has been accepted by the buyers in their telex of February 12 and now we confirm the sale and send the sales confirmation for the buyer ’ s counter-signature. Notes Gum Rosin 松香 in duplicate 一式两份 Section Two Specimen Letters

6. Specimen 2 P94 Comments This is the seller ’ s acceptance of the buyer ’ s order with the latter confirming what they have agreed upon. Note the second and last paragraph, which are suitably worded to promote business. Notes 1 Talc in lumps 滑石块 2 in quadruplicate 一式四份

7. Specimen 3 P94 Comments This is an old-fashioned letter, the style is too old for today. The sentence “ you are required to do... ” is not polite. “ Thank you for your prompt attention, we remain ” is no longer used now. Notes 1 ult 上月 2 inst 本月 3 Mou Tai Chiew 茅台酒

8. Specimen 4 P93 Comments The buyer is trying to get the best quality by convincing the seller that it is to his advantage to supply it, It illustrates the way to convince your reader with what he can see from his standpoint. Notes 1 Mulehides 骡皮 2 initial consignment 首批来货

9. Specimen 5 P96 Comments This letter is selected because it demonstrates the British concept of a good business letter, i.e. the use of formal language with its preciseness, propriety, courtesy and restraint Notes 1 Groundnut Oil 花生油 2 forward 交货 3 a proportionate quantity 按一定比例 4 edible oil 食用油.

10. Specimen 6 P97 Comments This letter is to confirm the transaction between the two parties, short and clear. Notes 1 groundnut kernels 花生仁 2 Enclosed 随函附寄 3 countersign 会签

11. Specimen 7 P97 Comments In confirmation letters, we can repeat the sales terms again in order to avoid unnecessary trouble. Notes 1 Canned Oat 罐装燕麦 2 marine insurance 海运保险 3 tare 皮重

12. Speimen 8 P98 Comments The first sentence is old-fashioned and could be replaced by “ Many thanks for the letter of 18th June. ” The final sentence is, however, too literary and might be revised to read: so that the parcel may not be mixed up on landing. Generally speaking, in the business letter writing, “ lest ” is not used, instead “ in order that … not …” is OK. Notes in two lots 分两批 Bills of Lading 提单

13. Section Three Useful Words & Expressions P96 Section Four Useful Sentences P98 Section Five Exercises P102