17.外贸函电课程标准2013-
20130827 尹昕的外贸英语函电说课整体设计
外语系《外贸英语函电》课程实践项目实施方案 本课程开设实训项目如下：1. 商务函电撰写实训；2. 世格外贸实务软件模拟实训；3. 网上模拟外贸操作实训共34课时。 实训目标 通过本课程的学习，学生掌握国际贸易知识，具备用商务（函电）英语进行书面沟通 、缮制外贸单据、拟定合同的技能，具有良好的职业素质和较强的可持续发展能力。 具体目标如下: 1.掌握英文商务书信的基本格式和常用词汇、句型，具备英文商业书信 的阅读与书写能力。2.熟悉单证的含义、作用、种类内容和相关知识即技巧。3.掌握 信用证、商业发票、装箱单、出口托运单、原产地证书、出口货物报检单、出口货物 报关单、投保单、海运提单、装船通知、受益人证明、汇票等出口单证的基本内容。
教师提出工作任务 ？
教师分析设计 学习任务 教师分析设计 实训任务
教师引导完成 学习任务
教师引导完成 实训任务 学生模拟完成 实训任务
学生设计完成 学习任务
体 现 了 教 学 做 一 体 的 教 学 模 式 。
验收评价
四、学情与学法分析：
（1）外语系女生较多（占90%左右），男生较少，课堂气氛不
活跃。
成果提交，教师点评（3分钟）
单元小结、布置作业 （3分钟）
教学单元设计——教学方法
结构式教学法四步曲
观看教师示范 模仿范例 自我强化训练
形成系统的 知识结构
观
模
Ⅱ初步模仿
练
Ⅲ强化训练
评
Ⅰ示范阶段
Ⅳ老师评价
情景教学与角色扮演法 任务驱动与实际操练法
教学单元设计
☆教学内容：
1. 2. 3. 4. 5. 询盘的概念和要求 一般询盘和具体询盘的运用 询盘基本术语和句型 询盘信函的翻译和写作学习 学生根据要求进行询盘信函写作
外贸函电教案
教案（2012/2013学年第一学期）课程名称外贸函电课程编号0课程性质专业选修课教学时数30学时教学对象2009级英语专业翻译学1-6班语言学1-4班授课教师职称助教邵阳学院外语系2012年09月（一）课程教学目的和要求掌握基本的外贸函电理论知识并且能够合理地运用。
（二）课程教学重点和难点1. The Structure and Layout of a Business Letter2. Establishing Business Relations3. Enquries and Its Replies4. Offers and Counter-offers5. Conclusion of Business6. Terms of Payment7. Establishment of L/C and Its Amendment8. Packing, Shipping Marks and Shipment9. Insurance and Shipment（三）教学方法经过摸索和实践，在教改上形成了自己的特色：努力把商务英语文化渗透到课堂内外、语言文本和商务口语上，以大量丰富感性的商务文化素材激励学生学习的积极性；重实践，纯粹的商务英语理论教学枯燥乏味，学生领会较少，更何况是非经贸专业的学生，所以在教学中增加大量的实践，语言案例和商务案例，精选精讲，通俗易懂；多媒体教学能使学生更直观的体会和学习外贸的理论和实践知识，同时课前精心准备的英语课件是一个很好的教学辅助手段，是别的科目所没有的优势，更能很大程度上提高学生学习的趣味性和积极性。
（四）课时安排总课时：30课时，每周3学时，（五）考核方式考试（六）参考教材《外贸英语函电》易露霞陈园等清华大学出版社2011Unit 1Chapter 1 The Structure and Layout of a Business LetterI. The functions and writing principles of a business letter1. Functions of a business letter:1)to ask for or to convey information（索取或传递信息）2)to make or to accept an offer（报盘或接受报盘）3)to deal with matters concerning negotiation of business（处理业务磋商中的各种问题）2. Three C principles:1) Clearness（use simple, plain language, avoid wordy expressions which are likely to create misunderstanding）简洁2) Conciseness（write short sentences and make sure one paragraph for each point）明了3) Courtesy（）礼貌II. Structure of Business Letters7）signature(签名) d）enclosure (附件)e）postscript(附言)f）carbon copy(抄送)g) the second page（第二页）1) The Letter-head（信头）A letterhead is the name and address of the firm that writes the letter. It generally contains the following information:The full name of the firmIts address and postal codeTelephone numberFax numberInternet addressE-mail addressTelegraphic and telex addressTrademark or a brief slogan, etc.EASTERN TEXTILES IMP. & EXP. CO.,LTD.34297 Shangcheng Road, Shanghai, ChinaTel: 6606811 Fax: 6507631E-mail打印日期注意事项：A. 日期按照日、月、年或月、日、年的顺序完整打印，月份和日期之间不要用标点点开，但如果时月、日、年的顺序时年份之前必须用逗号点开。
外贸函电---课程资料
二、简答下列各题
三、比较下面每组的两个句子，说说其中哪一 种表达的效果好，为什么？（P259）
19
思考与练习
三、写作实践题
1. 试以史密斯公司的名义，给吴氏公司写一封希望 建立业务关系的信函。 2. 以吴氏公司的名义，向花旗银行写一份调查史密 斯公司信用情况的信函。 3. 刘明所在的公司为周年庆典活动向专门经销高级 音像设备的美国的M&M公司订购了五套音像设备。 货物运到后结果发现质量存在问题，刘明的公司决 定索赔。 请根据以上材料，为刘明所在的公司拟写在这一完 整的贸易活动中需要用到的全部外贸信函。其他信 20 息可以自拟。
7
二、通函(Circular Letters, Circulars)
(三)注意事项 (1) 信函形式的通函和传真形式的通函在写 法上没有根本的区别，只不过前者按书信格 式书写；后者按传真格式书写。 (2) 开业通知是通函的最常用的形式，多为 内容相同的印刷件，只要在其抬头打上受函 方名称即可。 (3) Circular letters和Circulars的区别。前者 具备书信的一切格式，后者则不具备，仅仅 是印刷体的“通告”(Announcements)，有 时没有日期，也没抬头。
(1) 开头部分说明收到对方来函的情况。 (2) 表明对索赔要求的态度和看法。 (3) 表示歉意。
18
思考与练习
一、理解以下词语
外贸函电 通函 信用调查函 询盘函 报盘函 答复索赔 函 1. 信函的格式有哪几种？ 2. 外贸信函包括哪些要素？ 3. 外贸传真的格式包括哪几部分？
四、询盘函(Enquiry)
外贸英语函电 陈汉文主编 2013年12月第一版
第一章：外贸英文书信的组成部分，格式，信封，语言特点1.1外贸英文书信的语言特点1.conciseness语言简洁—We do not anticipate any increase in prices inthe near future. (×)—We do not expect prices to rise soon. (√)2.Correctness表达准确（能有多仔细就多仔细）—Our apples are excellent. (×)—Our apples are juicy, crispy and tender. (√)3.Clarity内容清晰（不要产生歧义）— They have a decided advantage in regard tofreight. (×)— They have a decided advantage in regard tofreight charges. (√)4.Courtesy 用词礼貌（语气积极）—We won’t be able to send you the brochurethis month. (×)—We will send you the brochure next month. (√)❤Singling out your readerUsing the reader’s nameBuilding goodwillAvoiding angerDirectness in good news and routine messagesIndirectness in bad news messagesIndirectness in persuasion1.2 书信的组成部分1. Letterhead---Ref.No.2. Date3. Inside address4. Attention line5. Salutation6. Subject line7. Body8. Complimentary close9. Signature10. Enclosure (on attachment)11. Copy notation1.2.1信头Heading❤称呼中的标点符号要加一起加，不加就不加（称呼和结尾敬语）Dear Sir, Yours truly,1.2.7 正文body❤附言 Postscript P.S. ……1.3格式与布局1.3.1齐头式1.3.2修正齐头式日期、结尾敬语、签名移至右边1.3.3缩进式日期、结尾敬语、签名移至右边封内地址每行向右缩进2个字符、正文内容每段向右缩进5个字符注意：当有经办人姓名，就要写在收信人（公司）名称上一行例子：第二章：外贸英文传真的写作（内容、格式）、电子邮件的写作二．传真的字样（出现在标题与信头之间）------Fax Message-----Facsimile----四．正文（左顶格写）称呼、内容、结尾敬语、签名（不能缩写）❤实例：书本17页注意：页数超过一页需要另写封页2.2外贸英文电子邮件的写作2.3实用例子1.Please e-mail us when something new comes up.2.Please confirm the order and e-mail a shipping schedule.3.The proforma invoice is coming to you in the attachment.4.As soon as the goods are available,we’ll inform you by fax.5.We have to apologize to you for not answerin g your letter in time.6.We are very grateful to you for your enquiry dated Dec.2.7.With reference to your equiry of May 16th,we shall be pleased to supply 80 sets of scanners at the price of 120 dollars each.❤Particulars 详情Procedures of International Sale of Goods 国际货物销售步骤1.Initiation—establising business relations（建立业务关系）2.Trade Negotiation交易磋商1）Enquiry2) Offer3) Counter-offer4) Acceptance3.Formation of the Contract(合同订立）4.Implimentation of the Contract(合同履行）1）Cargo Readiness备货2) Examination of /and Amendment to L/C3) Shipment, Customs Clearance 通关and Insurance4) Documentation备办单证5）Financial Settlement of L/C第三章：建立业务关系3.1建立贸易关系基本结构第一，告知对方信息来源第二，致函目的第三，介绍自己第四，期待合作第五，结尾敬语，签名新关系建立（写信人）：buyer P29、sellerP32、manufacturerP35旧关系的重建：P34回复信函：P37好词（单项选择）Potential buyer 潜在的买家Introductory letter 自荐信Mutually beneficial 互利Business extension 扩展业务❤Experience 经验不可数Set up a long-lasting a/an good/excellent reputation 长期建立了良好的声誉Distributor 分销商Manufacturer 制造商You may rest assured 贵方尽可放心Sensible price 有竞争力/合情合理/明智的价格Competitive price具有竞争力的价格Moderate price 适中的价格Favorable price 优惠的价格Reasonable price 合理的价格Attractive price 有吸引力的价格Products 产品Comprehensive 广泛多样的/全面的Obtain/Have your name 获悉你方Extending our range 扩大业务经营范围Business activities 经营Latest 最新的Place volume orders on you 向你下大量订单Early reply 早日的回复Brochure 小册子=pamphletEstablished 既定的Specialize in经营Enter into business relationship with sb 与。
外贸函电教案)
教案（2012/2013学年第一学期）课程名称外贸函电课程编号050500502课程性质专业选修课教学时数30学时教学对象2009级英语专业翻译学1-6班语言学1-4班授课教师职称助教邵阳学院外语系2012年09月（一）课程教学目的和要求掌握基本的外贸函电理论知识并且能够合理地运用。
（二）课程教学重点和难点1. The Structure and Layout of a Business Letter2. Establishing Business Relations3. Enquries and Its Replies4. Offers and Counter-offers5. Conclusion of Business6. Terms of Payment7. Establishment of L/C and Its Amendment8. Packing, Shipping Marks and Shipment9. Insurance and Shipment（三）教学方法经过摸索和实践，在教改上形成了自己的特色：努力把商务英语文化渗透到课堂内外、语言文本和商务口语上，以大量丰富感性的商务文化素材激励学生学习的积极性；重实践，纯粹的商务英语理论教学枯燥乏味，学生领会较少，更何况是非经贸专业的学生，所以在教学中增加大量的实践，语言案例和商务案例，精选精讲，通俗易懂；多媒体教学能使学生更直观的体会和学习外贸的理论和实践知识，同时课前精心准备的英语课件是一个很好的教学辅助手段，是别的科目所没有的优势，更能很大程度上提高学生学习的趣味性和积极性。
（四）课时安排总课时：30课时，每周3学时，（五）考核方式考试（六）参考教材《外贸英语函电》易露霞陈园等清华大学出版社 2011Unit 1教研室：英语专业教研室教师姓名：麻建学Chapter 1 The Structure and Layout of a Business LetterI. The functions and writing principles of a business letter1. Functions of a business letter:1) to ask for or to convey information（索取或传递信息）2) to make or to accept an offer（报盘或接受报盘）3) to deal with matters concerning negotiation of business（处理业务磋商中的各种问题）2. Three C principles:1) Clearness（use simple, plain language, avoid wordy expressions which are likely to create misunderstanding）简洁2) Conciseness（write short sentences and make sure one paragraph for each point）明了3) Courtesy（reply a.s.a.p and “your attitude”）礼貌II. Structure of Business Letters1) The Letter-head（信头）A letterhead is the name and address of the firm that writes the letter. It generally contains the following information:➢The full name of the firm➢Its address and postal code➢Telephone number➢Fax number➢Internet address➢E-mail address➢Telegraphic and telex address➢Trademark or a brief slogan, etc.2) The Date（日期）打印日期注意事项：A. 日期按照日、月、年或月、日、年的顺序完整打印，月份和日期之间不要用标点点开，但如果时月、日、年的顺序时年份之前必须用逗号点开。
外贸函电课件整合完整版
外贸函电复习第一章商务信函基础知识English Correspondence for International TradeTo understand the importance of communication skills in relation to the career success, and explain the need for thinking critically, taking charge of your career, and strengthening your communication skills (reading, listening, speaking and writing).Unit OneBasic Knowledge of Business Letter WritingThe structure and layout of a business letterWriting principles of business letter (7C原则)Courtesy 礼貌Consideration 体谅Completeness 完整Clarity 清楚Conciseness 简洁Concreteness 具体Correctness 正确第二章建立贸易关系Unit TwoEstabilishing Business Relations建立贸易关系是交易的第一个环节。
良好的开端是成功的一半。
因此，在写有关建立贸易关系的信函时，应注意礼貌、得体，并应将自己要表述的内容清楚的叙述完整。
Estabilishing Business Relations1、常用模式1.进口商写给出口商2.出口商写给进口商Dear Sirs; Dear Sirs;A.如何得知对方信息 A.如何得知对方信息B.表明自己意图 B.得知贵方有需求C.介绍本公司 C.介绍本公司D.请提供相关信息 D.随函附寄目录等E.盼回复 E.盼回复2、常用句型A类：从…得知贵方信息We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliance.从中国国际贸易促进委员会获悉，你们有意购买电器用品。
外贸函电大全
目录Chapter 1 建立贸易关系1. 请求建立贸易关系 Request for Establishing Business Relations2. 回复请求建立业务关系 Reply to the Request for Establishing Business Relations3. 索取产品资料 Request for Product Literature4. 回复索取产品资料 Reply to the Request for Product Literature5. 邀请会面 Invitation to the Business Appointment6. 接受会面邀请 Accepting the Invitation to the Business Appointment7. 谢绝会面邀请 Declining the Invitation to the Business Appointment8. 要求更改会面时间及地点Request for Changing the Time & Place of the MeetingChapter 2 推销9. 向特定客户推销 Sales Letter to Specific Customers10. 向不特定客户推销 Sales Circular to Non-Specific Customers11. 寄信给老客户 Sales Letter to Old Customers12. 寄信给新客户 Sales Letter to New Customers13. 推销新产品 Sales Letter for Promotion of New Products14. 推销劳务 Sales Letter for Promotion of Labor ServicesChapter 3 询盘和订货15. 一般询盘 General Inquiry16. 回复一般询盘 Reply to the General Inquiry17. 具体询盘 Specific Inquiry18. 报虚盘 Making a Non-Firm Offer19. 报实盘 Making a Firm Offer20. 买方还盘 Making a Counter Offer21. 卖方返还盘 Making a Counter-Counter Offer22. 下订单 Placing an Order23. 接受订单 Accepting an Order24. 拒绝订单 Declining an Order25. 下续订单 Placing a Repeat Order26. 推荐替代品 Offering a Substitute Product27. 接受替代品 Accepting a Substitute Product28. 拒绝替代品 Declining a Substitute Product29. 涨价通知 Notice for Price Increase30. 回复涨价通知 Reply to the Price Increase NoticeChapter4 付款31. 询问付款方式 Asking about Payment Terms32. 接受付款方式 Accepting Payment Terms33. 要求修改信用证 Request for Amendment to L/C34. 信用证修改 Amendment to L/C35. 付款通知 Payment Notice36. 收到付款通知 Receipt of Payment Notice37. 催促付款初次Urging Payment First Notice38. 催促付款最后通告Urging Payment Last Notice39. 索取发票 Asking for Invoice40. 寄送发票 Sending InvoiceChapter 5 包装和交货41. 包装要求 Packaging Requirements42. 回复包装要求 Reply to Packaging Requirements43. 装运时间 Time of Shipment44. 回复装运通知 Reply to Time of Shipment45. 催促装运 Urging Shipment46. 回复催促装运 Reply to Urging Shipment47. 出货通知 Shipment Advice48. 货物抵达通知 Goods Arrival NoticeChapter 6 投诉和致歉49. 投诉货物未寄达 Complaint about Goods Arrival Failure50. 对货物未寄达致歉 Apology for Goods Arrival Failure51. 出货延迟 Late Delivery52. 对出货延迟致歉 Apology for Late Delivery53. 投诉货物质量 Complaint about Poor Quality of Goods54. 对货物质量不佳致歉 Apology for Poor Quality of Goods55. 投诉货物数量 Complaint about Wrong Quantity of Goods56. 为数量错误致歉 Apology for Wrong Quantity of Goods57. 投诉发货出错 Complaint about Receiving Wrong Goods58. 为发货有误致歉 Apology for Sending Wrong Goods59. 抱怨包装不良 Complaint about Poor Packaging60. 为包装不良致歉 Apology for Poor Packaging61. 付款出错 Payment Error62. 为付款出错致歉 Apology for Payment Error63. 对服务的不满 Service Dissatisfaction64. 对服务不满致歉 Apology for Customer Service DissatisfactionChapter 7 商务交往65. 请求筹备出差 Request for Preparing for a Business Trip66. 回复请求筹备出差 Reply to the Request for preparing for a Business Trip67. 确认预定行程 Confirming Itinerary Reservation68. 出差后的感谢 Thanks for a Business Trip69. 活动通知 Activity Notice70. 集会通知 Gathering Notice71. 邀请担任演讲者 Inviting Speaker72. 回复演讲邀请 Reply to the Invitation for Speaker73. 展销会通知 Trade Fair Notice74. 回复邀请 Reply to the Trade Fair Invitation75. 请求帮忙做问卷调查 Request for Filling Out Questionnaire76. 请求转载许可 Request for Reproduction PermissionChapter 8 公司人事77. 人事查询 Personnel Enquiry78. 找寻人才 Looking for Qualified Personnel79. 晋升公告 Promotion Announcement80. 调动通知 Transfer Notice81. 褒奖员工 Complimenting EmployeesChapter 9 公司内部82. 会议通知 Meeting Notice83. 例行报告 Routine Report84. 问题报告 Problem Report85. 提案 Proposal86. 回复提案 Reply to Proposal87. 说服对方 Convincing the Other Side88. 给予指示 Giving Instructions89. 新产品说明 New Product DescriptionChapter 10 社交信函90. 邀请与约见函 Invitation and Appointment Letter91. 回复邀请 Reply to Invitation92. 祝贺函 Letter of Congratulation93. 慰问函 Letter of Sympathy94. 感谢函 Letter of Thanks95. 道歉函 Letter of Apology96. 通知函 Letter of Advice97. 鼓励函 Letter of Encouragement98. 探病函 Letter of Consoling the Sick99. 吊唁函 Letter of Condolence100. 节日问候 Seasons GreetingChapter 1 建立贸易关系1. 请求建立贸易关系 Request for Establishing Business RelationsWe have learned from ①信息来源 that you are ②公司性质 in ③国名或地域名. We are glad that you are interested in ④产品名称. So, we are willing to establish business relations with you. Attached please find ⑤附件内容.We are ⑥公司性质. We export ⑦出口产品名称 to ⑧出口产品目的地. If ⑨对方条件,we ⑩期待事宜.We look forward to receiving your inquiry at an early date.2. 回复请求建立贸易关系 Reply to the Request for Establishing Business RelationsThanks for your email to enter into business relations with us in ①经营范围. We have read your ②邮件附件内容.As you know, we are ③重述本公司身份. We have a large ④需求量大的产品名称 market here, so we are seeking new partners. If possible, we’d like to be ⑤我方角色 in ⑥国名或地域名.Should ⑦对方提供的优惠, we’ll ⑧订单种类.We look forward to your favorable reply.3. 索取资料 Request for Product LiteratureWe learn from ①信息来源 that you are ②供货商身份. We ③关注产品途径 and became much interested in your ④产品名称.We are ⑤我方公司身份. As we are interested in doing business with you, we would like you to send us ⑥邮寄方式 the detailed information about ⑦欲购产品名称 to ⑧邮寄地址. The demand for ⑨产品类型 in our market is really great.Your immediate attention is highly appreciated.4. 回复索取产品资料 Reply to the Request for Product LiteratureWe are so glad that you are interested in ①产品名称. Attached are ②附件内容. As you requested in your email, we sent you our ③索取资料 by ④邮寄方式, which will tell you everything about our ⑤产品名称. Although established in ⑥公司成立时间, we are developing very fast. We pay great attention to ⑦特别关注之处. We have introduced advanced production equipment from ⑧国名或地域名. We now export our products to ⑨出口产品目的地. ⑩产品畅销国国名或地名 is our largest market. 错误!某一特定产品系列 is a bestseller.We look forward to your trial order.5. 邀请会面 Invitation to the Business AppointmentI’d like to invite you for a meeting with ①我公司会面人职务和姓名 if you feel convenient.As ②会议名称 will be held in ③会议地点 from ④会议起始日 to ⑤会议结束日, we think you ⑥对方可能采取的行动. If you come, we would like toinvite you for a meeting with ⑦我公司会面人at ⑧会面地点, on ⑨双方会面日 to discuss ⑩双方会面商讨事宜. 错误!我公司会面人 wishes to have an opportunity for a meeting with you.We look forward to receiving a positive reply from you.6. 接受邀请会面 Accepting the Invitation to the Business Appointment I’m glad that you will arrange a meeting between ①对方会面人职务和姓名 and me on the day before the opening of ②会议名称 to ③会面事宜. As a matter of fact, we had had the intention to meet ④对方会面人职务during ⑤会议名称 before we got your email. We cherish the opportunity ⑥我方珍惜之事, and are pleased to have a chance to ⑦有机会之事.We look forward to seeing you in Dongguan.7. 谢绝会面邀请 Declining the Invitation to the Business Appointment Thank you for your email of ①对方邮件发送日, inviting me to have a meeting with ②对方会面人职位 on ③对方建议的会面日 before the opening of ④会议名称 at ⑤会面地点.I’m sorry to say that we are unable to go to ⑥会议名称, when we ⑦拒绝会面原因. That’s why I can’t go and meet ⑧对方会面人职位.We hope that you will understand our situation. We wish to meet sometime in the near future to ⑨会面目的.8. 要求更改会面时间及地点 Request for Changing the Time & Place of the MeetingThank you for your email of ①对方邮件发送日, inviting me to have a meetingwith ②对方会面人职位 on ③对方建议的会面日 before the opening of ④会议名称 at ⑤会面地点.We’d like to have the meeting on ⑥我方提出的会面时间 at ⑦我方提出的会面地点. It will be much more convenient to us if you agree to the date and place we have suggested.Your favorable reply would be highly appreciated.Chapter 2 推销9. 向特定客户推销 Sales Letter to Specific CustomersI would like to tell you that we have got the ①产品名称 you inquired about②对方询盘时间. Attached are ③附件名称, which will give you all details for placing an order.④产品名称 we’ve got are ⑤产品优势. They are really ⑥欲推销产品引以为傲之处. They are at least as good as, if not better than, ⑦与同类产品一样好, but prices are ⑧价格情况.We expect your feedback before the end of this month.10. 向不特定客户推销 Sales Circular to Non-Specific CustomersWe are willing to seek partners for ①出口产品类型.We are ②我公司注册地点,specializing all kinds of ③产品种类. They are bestsellers both at home and abroad. We’ve now made some researches on ④新研制产品名称, which we are able to provide regularly.If you are interested, please contact me at ⑤电话联系方式. For more related information, you can ⑥获知信息途径. Maybe we will make arrangements fora meeting to discuss details concerning ⑦商讨事宜.11. 寄信给老客户 Sales Letter to Old CustomersIt’s been ①有业务往来持续时间since we executed your last order. Recently, we got in large quantities of ②新产品名称. Attached please find ③附件名称.I’d like to inform you that, we are ④优惠措施 on certain items, including ⑤对方感兴趣产品名称. Would you have a look at the attached catalogue If you wish to order large quantities, ⑥联系方式 me. We will try to work out terms and conditions to our mutual benefit.We look forward to our continued mutually-profitable business relationship. We expect ⑦期待事宜.12. 寄信给新客户 Sales Letter to New CustomersWe are glad to learn, from ①信息来源, that you are interested in ②产品名称.We ③经营情况. Attached please find ④附件名称.⑤欲知详细信息, please ⑥查询方式.We look forward to your trial order and assure you of our prompt attention.13. 推销新产品 Sales Letter for Promotion of New ProductsWe’re pleased to inform you that, with years of research, we’ve introduced our new products ①产品名称 to market. Much to our delight, they enjoy great popularity. As we guess you might be interested, we’ve sent you ②邮寄方式③邮寄样品种类及数量 for your trial use. A trial use will convince you of their extraordinary functioning. For more information, please ④查看信息途径.Attached please find ⑤附件名称. We hope you’ll take this opportunity to ⑥为双方利益起见. If you consider placing an order, we’ll grant you ⑦优惠幅度.14. 推销劳务 Sales Letter for Promotion of Labor ServicesWe’re pleased to learn, from ①信息来源,that you are in need of ②某种职业工作人员. We advertised your job vacancies and attracted ③申请人数applicants, from whom we have chosen ④人数 for your consideration. Attached are ⑤附件名称.The candidates we have chosen are ⑥身份. They all have ⑦工作经历持续时间experience, in a ⑧工作单位. We have interviewed them with satisfactory results and offered them ⑨提供事宜 as required.They are looking forward to your phone interviews. Contact us if ⑩所需帮助事宜. We hope to have more cooperation in the future.Chapter3 询盘和订货15. 一般询盘 General InquiryWe are very much interested in importing ①产品名称 from you since you are ②对方身份. We would be grateful if you could let us have detailed information about ③产品名称 and send us samples of your complete product range as well.We have been ④我方身份 for ⑤公司历史年限 and have ⑥销售渠道. We are in great need of ⑦产品名称 in our production. Our credit standing has beenAAA rated since ⑧起始年.If business terms are satisfactory, we’ll place regular orders with you.16. 回复一般询盘 Reply to the General InquiryWe are glad to learn that you are interested in our ①产品名称. Attached please find ②附件信息. As you requested, we have sent you samples of our complete range ③邮寄方式.We are one of the ④公司性质, specializing in ⑤经营范围. All our products are manufactured ⑥产品优势. We ⑦公司优势. We will allow a ⑧折扣幅度discount for your orders. For ⑨欲知信息, please ⑩获知信息途径.We look forward to your trial order.17. 具体询盘 Specific InquiryWe are ①公司性质. We have obtained your name and address from ②信息来源 and we are very interested in ③产品名称.We’d like to have an ④产品数量 quotation of the said products, ⑤价格术语.We’d like you to tell us about ⑥其他欲知事项. If ⑦下订单前提条件, we will place an order with you.We would await your reply.18. 报虚盘 Making a Non-Firm OfferWe thank you for your inquiry ①对方询盘日,asking for ②欲购产品数量quotation of ③欲购产品名称 made in ④产品原产地. We are pleased to offer as follows: ⑤报盘详细内容.The above offer is subject to our final confirmation. If you think our offermeets your requirements, please let us know at an early date. We would be glad to offer any additional information you need.19. 报实盘 Making a Firm OfferThank you for your inquiry of ①对方询盘日, asking for an ②欲购产品数量 quotation of our ③欲购产品名称. We are pleased to offer as follows: ④报盘详细内容.The above offer is firm until ⑤报价有效期限. If you think our offer is satisfactory, please let us know before ⑥订单有效期限. You can be assured of our best service.20. 买方还盘 Making a Counter Offe rWe thank you for your email of ①对方邮件发送日期, offering us ②我方欲购产品名称及数量 made in ③产品原产地 at ④卖方报价.We regret to inform you that we can’t accept your offer as ⑤还盘原因. For ⑥继续保持合作的原因, we counter offer as follows, subject to your reply reaching us ⑦有效期限: ⑧我方还盘价. We are satisfied with other terms in your offer.We look forward to your favorable reply..21. 卖方返还盘 Making a Counter-Counter OfferReferring to your counter offer of ①对方还盘邮件发送日期, asking for a cut down of the price from ②我方报盘价 to ③对方还盘价, we regret to tell you that it is difficult for us to accept your counter offer.The price we set in our offer is carefully calculated. As a matter of fact, we have had considerable business with many customers at ④价格描述.Our ⑤我方产品种类 sell well in their markets. As you know, our products are far superior in quality to ⑥同类产品名称 provided by any other suppliers in the world. For long lasting trade relations between us, however, we decide to allow you ⑦让利种类 if your order ⑧订单价值.If you think our proposal acceptable, please place an order on or before May 31st.22. 下订单 Placing an OrderThank you for your timely reply of ①对方邮件发送日期 to our inquiry about the ②欲购产品名称. We are very satisfied with the trade terms you offer. The prices are acceptable. Therefore, we now email you our purchase order ③订单编号 in the attached file.We will open ④信用证种类 in your favor as soon as possible through ⑤开户行, for the total value of ⑥总价值 as stated in this order. Please inform us of the shipping date at least ⑦提前通知装船天数 in advance after you receive our L/C.We look forward to your confirmation of the acceptance of our order. 23. 接受订单 Accepting an OrderWe confirm our acceptance to your order ①订单编号 you emailed us ②对方邮件发送时间 for ③订购产品名称. We welcome you as one of our customers. We are pleased to send you in the attached file the Sales Confirmation ④销售确认书编号 for your e-signature. Please cosign it and return it to us for our file. And please open your L/C ⑤开证时间. Shipment will be made upon our receipt of your L/C.Your cooperation is highly appreciated. We assure you of ⑥我方承诺 and look forward to receiving ⑦期盼对方继续订购 from you.24. 拒绝订单 Declining an OrderWe acknowledge receipt of your order ①订单编号 you emailed us ②对方邮件发送时间 for ③订购产品名称, but regret to tell you that we are unable to take your order as ④无法供货原因.⑤无法供货的原因.We are indeed sorry for being unable to take your order. We sincerely hope that you will understand our situation and keep business relations with us in the future.25. 下续订单 Placing a Repeat OrderWe are pleased to inform you that the ①产品名称 we ordered from you last time is very suitable for our market. Last shipment of ②产品名称 sells well here.As we believe there is still a great demand for ③产品名称 in our market, we are placing with you a repeat order ④续订单编号 in the attached file for the same kinds and the same quantity of the said products at the same price and on the same trade terms as we did last time, provided ⑤续订单特别要求. We hope you will ⑥希望对方所做之事.We expect you to confirm our repeat order as soon as possible.26. 推荐替代品 Offering a Substitute ProductWe are pleased to learn from your email ①对方发送邮件日期 that you intend to place with us an order for ②欲订产品名称,but we regret to tell you that this model is already out ofproduction.We’d like to recommend to you our new model ③替代产品型号, which is even more welcomed by ④受谁欢迎. This new model is much better than the previous one, but the price is ⑤替代品价格低廉程度 lower with ⑥替代品“卖点”. Attached please find our latest catalogue and export price list so that you can know more about our new model or you can visit our web site：⑦公司网站 to get more information you need.We expect you to place a trial order with us.27. 接受替代品 Accepting a Substitute ProductThank you very much for your recommendation. As this model is new to our market, we’d like to place a trial order with you for ①替代品名称及数量, if you allow us ②优惠种类及优惠额. Attached please find our Purchase Order ③采购订单编号. We will open an ④开立何种信用证 in your favor for the total value as stated in this order as soon as we get your confirmation. It is for keeping our long term trade relationship that we decide to place this trial order. We hope you will ⑤希望对方所做之事 concerning this transaction.We look forward to your positive reply.28. 拒绝替代品 Declining a Substitute ProductWe have received your email recommending us the ①替代品名称及数量 for lack of ②原欲购产品名称 we requested, but we are very sorry to say that we can’t accept ③替代品名称. ④拒绝替代品的原因. ⑤我方提出的解决办法. If you fail to deliver ⑥原欲购产品名称及数量 on time, you have to pay us liquidated damages, that is, a ⑦赔偿额度 of the total value of the delayed goods, for ⑧延误期限.We hope you will give us a favorable reply as soon as possible.29. 涨价通知 Notice for Price IncreaseWe formally inform you that the price of ①涨价产品名称 has increased by ②价格上涨幅度 mainly owing to ③涨价原因.④对涨价原因做具体解释. We can’t but increase our export price by ⑤价格上涨幅度. In fact, many companies have increased their price to that extent. However, for ⑥提供原价的原因, we offer you the original price for your ⑦最近的一次订单时间或订单编号 order. From⑧涨价起始时间 , the price will go up by ⑨价格上涨幅度.We hope you will ⑩希望对方所做之事.30. 回复涨价通知 Reply to the Price Increase NoticeThank you for informing us the ①涨价幅度 increase in the price of ②涨价产品名称 due to ③涨价原因.To tell you the truth, we have predicted the increase in the price of ④涨价产品名称, but we didn’t expect the rise to be so high as ⑤涨价幅度. We thank you for keeping the original price for our ⑥最近的一次订单. Would you reconsider our later orders at the price of ⑦略低于卖方涨价幅度的价格Reconsider the price of the products and we’ll ⑧我方将做之事.Chapter 4 付款31. 询问付款方式 Asking about Payment TermsWe are in receipt of your bid yesterday for ①对方递盘主要内容.However, you didn’t mention specific payment terms.We’d like to tell you that we only accept payment by ②信用证种类.Generally speaking,③付款方式is considered to be a reliable and safe method of payment in international trade. It protects the rights and interests of both of us. It is our usual case accept ④信用证种类 when we do business internationally. We wonder whether you accept this kind of payment. Thank you in advance for your prompt reply.32. 接受付款方式 Accepting Payment TermsWe thank you for your email telling us about the payment terms, which we forgot to mention in ①我方信函种类.We accept the payment terms you have offered, that is, we’ll make payment by ②我方接受的信用证种类.It is true that ③付款方式 is the safest way of payment and ④信用证种类is more favorable to you. Though it will add to our cost, we’ll do as you have asked us to. As we need to put a depositin the bank amounting to the cost of the import, we need ⑤所需时间to arrange all the issues concerning the opening of ⑥信用证种类.We’ll let you know once we have ⑦信用证种类opened.33. 要求修改信用证 Request for Amendment to L/CMany thanks for sending us your L/C ①信用证编号 issued by ②开证行名称.However, on checking its clauses we found with regret that your Letter of Credit has several mistakes. You are kindly requested to amend the above L/C as follows:③信用证需修改之处.As soon as we confirm the above amendment, we shall proceed with ④我方立即着手办理事宜at once.A prompt reply will greatly oblige us.34. 信用证修改 Amendment to L/CThanks for the email asking us to make amendment to our L/C. As requested, the amendment to our L/C ①信用证编号 has been made as follows:②对信用证的具体修改内容.Shortly after receiving your email, we checked the details and found ③信用证错误数量 in our L/C. We are really sorry ④致歉原因.We have now instructed our bank ⑤开证行名称 to make the amendment. The amendment advice will reach you soon. Please try your utmost to ⑥ 催促对方办理事宜once you confirm our amendment.We expect to receive the first shipment at the date stated in the contract.35. 付款通知 Payment NoticeAs agreed, we are drawing on you for the value of ①货物名称.The payment in arrears amount to ②对方应付款额.To simplify the issues, we will ③我方为简化过程所采取的措施. Please protect our draft on presentation. We shall appreciate your cooperation.36. 收到付款通知 Receipt of Payment NoticeWe are in receipt of your email about payment notice of ①对方发送邮件时间contents of which have had our due perusal. In view of ②说明原因,we will ③我方立即办理事宜immediately. Supplementary to this email, we wish to say that the amount ④货款金额has already been ⑤货款处理情况. Please accord this matter your close attention. If you haven’t received the payment of the goods, please keep us advised as far in advance as possible.37. 催促付款初次 Urging Payment First NoticeAs required in the contract, which was settled by careful discussion of both parties, we wish to call your attention to the fact that we have got ①已备货物 ready for some time.However, up till now, we haven’t had any news concerning your payment. Therefore, we kindly ask you to send us the payment as scheduled, so that we can execute your order ②订单编号 within the contract time.We hope that you will ③亟待对方解决事宜as soon as possible.38. 催促付款最后通告 Urging Payment Last NoticeWe wonder whether you have received our emails, asking you to send us payment for your order ①订单编号.In spite of our repeated reminders, the payment still remains unsettled. We have emailed you asking for the speeding up of the payment over and over again. Frankly speaking, we have got a little bit uneasy at no arrival of your payment. It is your responsibility to pay the products in due time. Should you have financial difficulties, please let us know. This will be the last time for us to remind you that if you fail to send us payment by ②付款最后期限,you will have to ③未付款所导致的后果 accordingly. Please arrange payment as soon as possible so as to continue our cooperation.39. 索取发票 Asking for InvoiceWe are pleased to have received your high quality products on schedule.①对收到的产品进行评论.We further know your good reputation, so we expect to continue our smooth cooperation.The only thing, however, we are feeling a little worried about is that we have received all the documents except the invoice. As a rule, we require commercial invoice in ②发票复印数量. Please write our company name ③公司名称 as the buyer with the amount of ④发票面额. Our order number is ⑤订单编号.Since it is important, please post them to us with the original invoice ⑥邮寄方式.Thanks in advance for your immediate attention.40. 寄送发票 Sending InvoiceThanks for telling us the issues concerning the invoice of your order ①订单编号.We have noted your instructions about the invoice and, as requested, have posted you the ②所寄票据 in ③复印数量,together with the original one, by ④快递公司名称,⑤邮寄时间.The number of the mail by ⑥快递公司名称is:⑦快递邮件编号.They will contact you by your mobile phone. We have sent you an e-copy in the attached file for your advance look. We look forward to our further cooperation in the future.Please acknowledge receipt of the invoice we sent you ⑧邮寄时间 once you get it.Chapter 5 包装和交货41. 包装要求 Packaging RequirementsWe appreciate your email asking about ①对方邮件询问内容.As our products are easily damaged, it is quite necessary to pay special attention to packaging. Also please ②对方需特别注意的事项.Frankly speaking, our packaging requirements are quite strict. The details are written in our packing instruction, which is attached. However, I’d like to emphasize the following four points：1. The packaging must be strong enough to withstand③货物所能承受的内容.2. The products are to be wrapped in...before being packed in④包装方式.3. The most important thing is to protect the goods⑤货物需避免的因素.4. Any loss in transit is to be compensated by..pany.We believe you will give special care to the packaging to avoid any possible damage.42. 回复包装要求 Reply to Packaging RequirementsHaving received your email of ①对方邮件主题,we immediately passed your opinions on packing to our ②与包装问题直接相关的人.Recently, they have made a number of improvements in packaging. We will also take effective measures to satisfy your packaging requirement.We have prepared ③已备的包装so as to protect the goods against④可能遭受的损失.And also, we give special care to the problem of ⑤需特别注意的事项.In sum, we will reinforce packing in order to minimize the extent of any damage to the goods in transit.If you have any questions, please email me or call me.43. 装运时间 Time of ShipmentWe are pleased to inform you that we have shipped ①货物批次 for your order ②订单编号.Since your order is a large one, the goods are to be shipped in ③货物批数 of ④每批货物数量 with separate bills of lading according to our sales contract. The first ship ment has already been loaded on board “⑤”货轮名称,which is sailing for your port ⑥目的港名称,⑦货轮启航时间 from ⑧装货港名称.We believe that the goods will reach you in time to meet theneeds of your market and that they will prove to be satisfactory to your customers.Please let us know the moment you have received the goods.44. 回复装运通知 Reply to Time of ShipmentMany thanks for your email telling us about ①货物批次for our order ②订单编号.We really appreciate your timely arrangement.The punctual shipment will help us deal with other corresponding issues smoothly. We expect the goods to reach us in time so that we will be able to put them to market at a time ③何种情形下.Thank you for your efforts and true cooperation. And we expect you to get the ④货物另一批次 ready for shipment concerning our order ⑤订单编号.As soon as we get the goods, we will email to let you know.45. 催促装运 Urging ShipmentWe regret to say that we have not heard anything from you about①希望对方办理的事宜. As you know, our contract is for ②合同规定的装运要求. We understand there must be some particular reasons for ③对方未解决或未处理的事宜. However, we have the right to know detailed information. And we would like to cooperate with you to deal with this problem. Even if we did not know the reason,④我方做出的何种让步.Please arrange the shipment as soon as possible and let us know ⑤要对方告知的事宜.46. 回复催促装运 Reply to Urging ShipmentWe have already received your email of ①对方邮件的日期.We feel sorry for the shipment delay, which was caused by ②说明装运延迟的原因.It is our fault not letting you know the cause in time.In addition, because of ③未能按时装运的另一个原因,we failed to make timely shipment. After communication with related officials, we now have settled the problem.The shipment of ④产品名称和数量 under S/C ⑤合同编号 will be arranged to go forth on board .⑥货船名称.The ship will sail from⑦出货港口名称 on or about ⑧装运时间.We will email you immediately when the ship sets off. Thanks for your understanding and cooperation.47. 出货通知 Shipment AdviceWe are pleased to inform you that we have completed the shipment of ①产品名称 in accordance with the stipulations set forth in ②信用证编号. The ③货船名称 has sailed from ④出货港口名称 on ⑤ 出港日期.We are attaching the following copies of shipping documents for your advance look:⑥单据名称⑦票据编号.If you find any problem, please let us know as soon as possible.48. 货物抵达通知 Goods Arrival NoticeAfter ①说明原因,the first batch has already arrived. Because of ②具体装运安排的原因,we agree to ship the goods in ③装运安排.We greatly appreciate it that the first batch has reached us in safety and in goodcondition. We expect to get ④货物批次 by⑤期望货物到达的日期.There is one thing we need to mention, that is, it is no matter ⑥我方特别强调的事宜as long as they arrive here in time as required.We look forward to ⑦货物批次 .Chapter6 投诉和致歉49. 投诉货物未寄达 Complaint about Goods Arrival FailureFor the non-arrival of the goods, we are most reluctant to complain, but we must draw your attention to this matter.According to the contract, the goods should arrive at the port ①港口名称 on ②货物寄达日期.However, even till today ③发送邮件当天日期,we still have not had any news about the arrival of the products. Moreover, we have not received any information from you for explanation. Please carefully check every step of the ④ 需核查内容in order to find the exact causes.We trust you will take our complaints seriously and reply to us as soon as possible.50. 对货物未寄达致歉 Apology for Goods Arrival FailureWe are sorry to hear that ①所出现的问题.After careful check, we found that the shipment was delayed because of ②货物未寄达原因.With reference to the contract, the postponement was caused by③货物出现问题的原因, which is definitely not our responsibility to ④我方何种责任.We suggest that you make direct contact with ⑤公司名称。
外贸函电课程教学大纲
《外贸函电》课程教学大纲一、课程基本信息熟悉大量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习惯表达方式等等，再通过一定量的练习，对常用语进行操练运用，从而达到掌握并熟练使用的目的教学大纲制订经贸系国际贸易教研室教学大纲制订时间2009-2-5 单位二、课程内容及基本要求《外贸函电》是一门专业选修课程，在教学中应对各类外贸函电的写作技巧和方法、专业词语、语言形式等进行详尽的课堂讲授，辅以多媒体文档展示软件制作的“板书”，突出该课程的教学思路和每章的重点。
在课堂讲授中，除教材上的例信和练习外，补充必要的阅读资料及写作练习，以辅助达到本课程的教学目的。
该课程要求学生完成大量的课堂及课下练习，如修改病句、翻译句子和段落、按要求书写信件等，以帮助学生掌握每章的语言点和写作要领，加强实践运用的能力。
第一章写信格式和原则一、学习目的和要求了解函电写作的要领，掌握函电写作的内容二、课程内容书写外贸函电的七项原则、商业信件的格式和商业信件的各组成部分及信封的书写格式本章重点：外贸函电的七项原则本章难点：外贸函电的七项原则第二章询价信和复信一、学习目的和要求介绍什么是询价，书写询价信的一般要求二、课程内容讲解书中的例信，重点解释其中的专业术语、专门词组和一些常见词的商业用法、寄样本，答复询盘本章重点：询价信的一般要求本章难点：询价信和答复询盘的专业术语、专门词组第三章报价、还盘一、学习目的和要求什么是报价，书写报价信的一般要求。
实盘和虚盘。
掌握有关讨价还价二、课程内容实盘和虚盘、推销信的特点和写法。
讲解书中的例信。
如何做到句子表达多样化和句子流畅讨价还价、不降价、接受或拒绝还盘本章重点：实盘和虚盘、还盘、接受或拒绝还盘本章难点：实盘和虚盘、推销信的特点和写法、还盘、接受或拒绝还盘第四章订单一、学习目的和要求掌握有关订单和订单的确认二、课程内容下订单、确认订单时间的表达方式及其含义、金额大小写、订单的格式本章重点：订单和订单的确认本章难点：订单表达方式合同的条款和条件第五章包装一、学习目的和要求掌握和熟悉各种包装的表达二、课程内容内外包装、中性包装、包装标志、唛头本章重点：包装标志、唛头本章难点：包装的表达第六章装运一、学习目的和要求掌握和熟悉装运须知和装运通知用法和区别二、课程内容装运须知——买方装船前装运通知——卖方装船后本章重点：装运须知和装运通知本章难点：装运须知和装运通知的写法\ 转船与分批第七章付款一、学习目的和要求支付方式：托收方式、信用证付款方式的程序。