外贸函电实训课
外贸函电课内实践
实验内容
• 项目（一）掌握外贸信函中的齐头式并应 用
• 项目（二）建立业务关系 掌握建立业务关系信函的特点（包括结构， 关键用语，表达技巧）掌握建交信函的写 作内容、写作方法及相关句型和词汇，并 能用信函中出现的核心词汇和常用表达法 写出相应的建立业务关系信函。
• 项目（三）询盘、报盘、还盘信函的书写 要求掌握谈判技巧，写作内容，方法及相关句型 和词汇 • 项目（四）成交、填制合同 通过学生的分组训练，撰写销售确认书和填制合 同等，要求掌握书写内容结构，相关句型等。 项目（五）付款 了解当前主要的付款方式，特别是D/P,D/A,L/C等， 熟悉设计支付方式的各种信函，进一步掌握常用 的固定搭配，外贸术语和短语，并要求应用该类 信函中常用的核心词汇和套语，撰写有关不同付 款方式的信函。
• 项目（六）审证、展证、改证 • 项目（七）装运 • 了解装运的写作方法及相关句型和词汇， 相关装船指示，装船通知信函的写作，了 解再今后的外贸实践中，不延误装运进出 口货物，及时将货物从装运地运到目的地， 完成进出口任务。
• 项目（八）九）保险 如何办理保险，有谁办理，保费的承担
书信流程
• 卖方：建立业务关系 –-买方询盘--卖方报盘 --买方还盘--卖方再还盘--买方接受，下定 单--卖方确认订单，缮制合同—买方通知开 出信用证—卖方审证后要求改证—买方发 出包装指示—卖方接受，同时说明保险办 理事宜—买方确认保险事宜—卖方发出装 船通知—买方收到货，投诉（可有可无）
《外贸函电》实训指导书-useful
实训项目一: 外贸英语函电: 建立业务关系实训学时: 2实训类型:综合实训要求:必修一、实训内容（一）实训基本内容1. 了解建立业务关系信函的写作步骤2. 掌握回复建立业务关系信函的写作方法3. 建立业务关系信函的例信分析和词汇解释4. 系统练习和掌握本单元相关业务知识, 词汇, 术语及有用句式的表达（二）本实训涉及以下具体的知识点1. 能够熟练掌握获取对方信息渠道的英文表达方式2. 建立业务关系信函的常见术语及相关句式的表达3. 有关建立业务关系相关的业务知识，词汇，术语及有用的表达4. 写作此类英文信函的具体步骤二、实训目的及要求（一）实训目的本实训课程旨在培养学生掌握外贸英语函电的基本知识，并能熟练地加以运用。
主要任务是培养学生能够迅速适应对外经贸业务活动的需要，帮助其系统地学习和掌握外贸英语函电的格式、专业词汇、行文方法与文体特点，提高学生在外贸业务活动中正确地使用英语的能力，以及对外进行各项业务联系和通讯活动的能力，使学生能以英语为工具开展外经贸业务，将来成为适应社会需要的既能熟练掌握外语又能从事对外经贸工作的复合型人才。
建立业务关系是进出口贸易的基础，因此能够使学生熟练掌握此种信函的写作方法是至关重要的。
通过本实训课程，可以使学生了解建立业务关系信函的写作步骤，术语表达及常用句式，以增强其实践能力。
（二）实训要求1. 熟练掌握相关的短语及句式2. 了解此类信函的基本结构3. 掌握本单元具体英文信函写作, 及相关的专业知识。
4. 认真独立完成实验报告三、实训条件及要求（一）相关文献资料等（含参考用书、文献等）：1. 甘鸿. 《外经贸英语函电》.上海科学技术文献出版社，20052. 檀文如，徐静珍. 《外贸函电》. 中国人们大学出版社，2004.3. 王乃彦. 《外贸英语函电》. 中国商务出版社2006.4. 郑淑媛. 《商务英语函电模拟实训教程》. 北京出版社，2007.（二）包括仪器设备条件、物质条件：多媒体教室、网络资源、外贸公司真实的业务往来书信范例四、实训相关知识点（本课程综合或多课程综合）多课程综合：本课程是与国际贸易实务、国际结算等课程相配套的课程，国际贸易实务和国际结算两门课程可先于或同时于该课程开设。
外贸英语函电实训一（共5篇）
外贸英语函电实训一（共5篇）第一篇：外贸英语函电实训一外贸英语函电实训一1.Warming up practice: 1.Pair work Translate the following sentences related to business letter writing into Chinese orally, and check with your desk mate.1)First impressions, in business letter as elsewhere, count heavily.第一印象,在商业书信和其他地方一样,计数严重。
2)A business letter generally consists of date, inside address, salutation, body, complimentary closing, and signature.It may include a subject or reference line.商业信件通常由日期,信内地址、称谓、身体、免费关闭,以及签名。
它可能包括一个主题或参考线。
3)Clarity means making the contents of a letter clear to the reader from its appearance as well as its words.清晰意味着制作内容的信件清楚读者从它的外观,以及它的单词。
4)The date is normally typed in a month-day-year sequence.The month should be spelled out in full;a comma separates the day from the year.日期通常是输入一个月的序列。
这个月要说清楚全面;一个逗号分隔的那一天在今年。
5)The inside address usually consists of the name of the person to whom the letter is sent, often with a social title and his company title, the name of the company, and its postal address.The inside address appears exactly the same way as on the envelope.内地址通常是由人的名字的字母是谁发送,往往与一个社会的头衔和公司名称,该公司的名称和它的邮政地址。
外贸函电实训[推荐阅读]
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外贸函电实训[推荐阅读]第一篇：外贸函电实训外贸函电实训卖方（王秋英）：Hello, nice to be able to talk to you about business,I’m the sales representative of this company.And this is my business card.卖方（成龙）：It’s my pleasure to meet with you.Are you interestedin our products?买方（王昊）：I’m so happy to meet with you here.Of course , Iam very interested in your company's products.买方（巫莉玲）：Hello, I’m glad to see you.I would like to know know what your company trade in.卖方（王秋英）：Well，Kraft Foods International Incorporation is theforefront of the global food company, the business consists of Kraft North America and Kraft Foods International.卖方（成龙）：The core product line for coffee, confectionery, dairy products, beverages and biscuits.买方（王昊）：I see.And What is your company series products.卖方（成龙）：In global sales of top-brand food including: MaxwellHouse, Tang, Kraft Miracle Whip and Nabisco and so on.买方（巫莉玲）： I would like to ask you can give us some information about your company's promotional materials orbooklet.And the price of your company's products.卖方（王秋英）：Sure, According to what you need, we will quote for you.May I ask what you need our products?买方（王昊）： Well, We are in the market for Oreo cookies.卖方（成龙）： Oh, Great!The Oreo cookies have a good market in everywhere!买方（巫莉玲）： Yeah.How about the price?卖方（王秋英）：Our company requires a minimum order quantity is20,000.The price will be raised if the quantity youordered is less than our minimum order 20,000pcs.买方（王昊）：Okay, I know.I want to know the unit price of Oreocookies.卖方（成龙）：Well, the more types of Oreo cookies, and the price ofeach type is not the same, so you can look at pricelist.买方（王昊）：So, can you make a discount on the bases of this price.卖方（王秋英）：Hummm..I’m so so rry.This price is the lowest price.买方(巫莉玲)：Well, what kind of paymentare you ues?卖方（成龙）: By irrevocable L/C at sight or other payment methods.买方（王昊）：If I submit the order, What is your delivery time.卖方（王秋英）：We will ship within 30 days after receipt of L/C.买方（巫莉玲）：I’ll make a decision after considering comprehensive.卖方（成龙）：Okay.May I have your business card?买方（王昊）：Of course.Here you are.买方（巫莉玲）：Sure, Here’s my business card.卖方（王秋英）：All right.I am looking forward to receive your orderas soon as possible.We avail ourselves of thisopportunity to approach you for theestablishment of trade relations with you.卖方（成龙）：Yes, We are looking forward to cooperation with you.买方（王昊）：So do I.买方（巫莉玲）： Okay, Bye.卖方（王秋英）：Bye.买方（王昊）：See you.卖方（成龙）：See you.第二篇：外贸函电实训材料1.Letterhead(信头)----------------------------2.Reference Number(参考号/发文编号)3.Date(日期)4.Inside Name and Address(信内地址)------------------------------------------------------------5.The Salutation(称呼)7.The Body of the Letter(正文)----------------8.The Complimentary Close(结尾敬语/套语)9.The Signature(落款)10.The Reference Notation(经办人代号)11.Enclosure Notation(附件)12.Carbon Copy Notation(抄送)13.Postscript(附言/注)Dear Sir or Madam:Please open an irrevocable Letter of Credit for US$30000 in favour of1 the Medifa Medica Equipment Ltd., the credit to be valid until October 30, 2007.The documents, which may be used against negotiation2, are as follows:bill of lading3, commercial invoice4 and packing list5 in triplicate.The conditions of shipment of 400 sets medical equipment are as per S/C No.968; Transshipment is prohibited and partial shipments are permitted.We have enclosed theapplication form for the L/C and would appreciate it if you can open the L/C as soon as possible.Yours sincerely,Dear Sirs,We note from your letter of August 2, 2007 that you wish to have a change in payment terms.Actually, there is nothing unusual in our original arrangement.Counting from the time you open credit till the time shipment reaches your port, the intervals1, which is quite normal, is only about three months.Besides, your L/C is opened when the goods are ready for shipment.In this case2, we are sorry that we cannot meet your wishes.As we must insist on our customary practice, we sincerely hope that you will not think us unaccommodating.As soon as a fresh supply3 of Mild Steel Sheets comes in, we will contact you.Yours faithfully,Dear Sirs,Re: Our Sales Contract No.C234With reference to the 4000 dozen shirts under our S/C No.C234, we wish to draw your attention to the fact that the date of delivery is approaching, but we still have not received your covering Letter of Credit to date1.Please expedite2 the opening of the L/C, so that we may execute the order smoothly.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We hope to receive your favorable news soon.Yours sincerely,Dear Sirs,Re: Our Sales Contract No.C234With reference to the 4000 dozen shirts under our S/C No.C234, we wish to draw your attention to the fact that the date of delivery is approaching, but we still have not received your covering Letter of Credit to date1.Please expedite2 the opening of the L/C, so that we may execute the order smoothly.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We hope to receive your favorable news soon.Yourssincerely,Dear Sir or Madam:Please open an irrevocable Letter of Credit for US$30000 in favour of1 the Medifa Medica Equipment Ltd., the credit to be valid until October 30, 2007.The documents, which may be used against negotiation2, are as follows:bill of lading3, commercial invoice4 and packing list5 in triplicate.The conditions of shipment of 400 sets medical equipment are as per S/C No.968;Transshipment is prohibited and partial shipments are permitted.We have enclosed the application form for the L/C and would appreciate it if you can open the L/C as soon as possible.Yours sincerely,Dear Sirs,We have received your L/C No.3639 issued1 by the Chartered Bank2, London for the amount of US$18000 covering 15000 dozen stretch nylon socks3.On perusal, we find that transshipment and partial shipment4 are not allowed.As direct steamers to your port are few and far between5, we often have to ship via Hong Kong.It would be to mutual benefit to use partial shipment because we could ship immediately whatever we have on hand instead of waiting for the whole lot to be completed.Therefore, we are cabling, asking you to amend the L/C to read “Partshipments and transshipment allowed”.We would greatly appreciate it if this amendment is cabled without delay, as our goods have been packed ready for shipment for quite some time.Yours faithfully,Dear Sirs,We have received your L/C No.3639 issued1 by the Chartered Bank2, London for the amount of US$18000 covering 15000 dozen stretch nylon socks3.On perusal, we find that transshipment and partial shipment4 are not allowed.As direct steamers to your port are few and far between5, we often have to ship via Hong Kong.It would be to mutual benefit to use partial shipment because wecould ship immediately whatever we have on hand instead of waiting for the whole lot to be completed.Therefore, we are cabling, asking you to amend the L/C to read “Partshipments and transshipment allowed”.We would greatly appreciate it if this amendment is cabled without delay, as our goods have been packed ready for shipment for quite some time.Yours faithfully,Dear Mr.Stone,We have received your L/C No.189 and thank you for your cooperation.We regret that we could not ship the goods by the end of July because of the delay of your L/C.We are aware that the only vessel1 available this month that will leave in one or two days and the deadline for booking space has past.We would ask that you extend2 the shipping date and credit validity for one month respectively.Please reply as soon as possible.Yours faithfully,(1)告诉对方去函提及的是关于899号合同项下的2000台电冰箱｡(2)提请对方注意交货期已临近,但至我方仍没收到相关信用证｡(3)促请对方尽快开证,以便我方按期履行订单｡(4)提醒对方注意信用证条款要与合同完全一致｡(5)表示希望早日收到信用证｡Dear Mr.Tomson,We have received your Letter of Credit No.323, under S/C No.145.On perusal, we find two points which do not conform to the stipulations of S/C No.145.Please amend the L/C as follows:The total value of your order should be US$200 000 instead of US$150 000.Add the wording, “5% more or less allowed” after the number of the quantity.We would like you to make the above-mentioned amendments immediately.We would then be able to ship the goods in time.We are waiting for your quick reply.Sincerely yours,第三篇：外贸函电实训报告实训报告姓名：学号：一、实训的主要内容学习了《外贸函电》这门课程，我们开始了在北校机房的三次实训。
外贸英文函电课程设计实训总结
外贸英文函电是国际贸易中不可或缺的一环，是各类国际商务活动中必不可少的一种交流工具。
在实际操作中，外贸英文函电的撰写质量直接关系到国际贸易活动的成败。
对外贸英文函电的撰写能力要求越来越高。
为了提高学生的外贸英文函电撰写能力，本次课程设计开展了一系列的实训活动。
通过本次实训活动，学生在课堂上学习到了相关的外贸英文函电知识，并通过实际操作提高了他们的写作水平，取得了良好的教学效果。
一、实训目的本次实训的目的是为了让学生掌握外贸英文函电的基本知识和写作技巧，提高他们的外贸英文函电写作能力，为其今后从事相关工作打下坚实的基础。
二、实训内容1. 外贸英文函电基础知识的学习在实训开始前，学生首先学习了外贸英文函电的基本知识，包括书信格式、常用语句、礼仪用语等内容。
通过课堂讲解和案例分析，学生对外贸英文函电有了更深入的了解，为后续的实际操作打下了扎实的基础。
2. 外贸英文函电实际操作在掌握了基础知识后，学生进行了一系列的外贸英文函电实际操作。
包括撰写询盘函、报盘函、确认订单函、装运通知函等。
通过实际操作，学生对于书信的结构和用词有了更深刻的认识，并且在老师的指导下逐步提高了他们的写作水平。
3. 外贸英文函电案例分析除了实际操作外，本次实训还设置了外贸英文函电案例分析环节。
通过分析真实的外贸英文函电案例，学生进一步了解了国际贸易中的常见问题和注意事项，提高了他们的业务素养和解决问题的能力。
三、实训效果通过本次实训活动，学生的外贸英文函电写作能力得到了显著提高。
学生们的写作水平有了明显的进步，书信的结构更加合理，用词更加准确。
学生的业务素养和解决问题的能力也得到了提升，为他们今后从事相关工作奠定了良好的基础。
四、实训反思本次实训活动取得了良好的效果，但也暴露出了一些问题。
学生在实际操作中存在着一定的语法和用词错误，需要引起重视。
学生的外贸英文函电写作能力还有待进一步提高，需要在今后的教学中加强训练，提高学生的实际操作能力。
外贸函电实训 1
实训项目1
所属系部：工商管理系实训地点：代理记账中心日期： 年 月 日
班级、专业、年级
姓名
学号
课程
名称
外贸英语函电
项目
名称
信函格式
任务
名称
格式排版及写作
实训
目的
通过实训使学生熟练掌握外贸信函的格式
成绩
内容（实训设备与工具、方法、步骤、要求或考核标准等）
一、实训设备与工具பைடு நூலகம்备
多媒体教室、教材、练习本、实训报告书
四、修订
五、实训心得
任务：Arrange the following improper form as they should be set out a letter.
（请将以下商业书信的组成部分按其正确格式排置成一封完整信函：）
1)Sender′sname: China National Light Industrial Products Import & Export Corporation. Shanghai Branch
The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection.
11) Complimentary close: Yours faithfully,
二、教学组织要求（编组要求、指导教师数及指导要求等）
分组作业：2人一小组，2个小组一队，先讨论英语信函及信封格式要点，及在撰写书信过程中的问题和相关建议，自行分配并完成任务。
三、实训内容与步骤
1、分组完成案例。
函电报告实训
一、实训背景随着全球化进程的不断加快，国际贸易的交流与合作日益频繁。
为了提高学生的实际操作能力和沟通技巧，我校国际贸易专业特开设了函电报告实训课程。
本课程旨在让学生掌握外贸函电的基本格式、常用语和写作技巧，通过模拟真实的外贸业务场景，培养学生的实际操作能力。
二、实训目的1. 熟悉外贸函电的基本格式和常用语；2. 掌握外贸函电的写作技巧；3. 提高学生的实际操作能力和沟通技巧；4. 培养学生的团队合作精神和敬业精神。
三、实训内容1. 外贸函电基本格式及常用语的学习实训课程首先介绍了外贸函电的基本格式，包括信头、信内地址、称呼、正文、结束语、签名等部分。
同时，讲解了外贸函电中常用的问候语、感谢语、道歉语、催款语等，使学生对外贸函电的基本格式和常用语有了一定的了解。
2. 外贸函电写作技巧的讲解实训课程重点讲解了外贸函电的写作技巧，包括：（1）遵循礼貌、简洁、准确、明了的原则；（2）注意语法和拼写；（3）合理运用句型和连接词；（4）针对不同场景选择合适的函电类型。
3. 模拟外贸业务场景，进行函电撰写实训课程以模拟外贸业务场景为基础，让学生分组进行函电撰写。
每组选择一个角色，如买家、卖家、代理等，然后根据角色进行函电撰写。
在撰写过程中，学生需遵循外贸函电的写作技巧，注意语言的准确性和礼貌性。
4. 函电互评与改进在函电撰写完成后，各小组进行互评，指出函电中的优点和不足，并提出改进意见。
教师对学生的函电进行点评，指出存在的问题，并给出修改建议。
四、实训成果通过本次函电报告实训，学生取得了以下成果：1. 掌握了外贸函电的基本格式和常用语；2. 提高了外贸函电的写作技巧；3. 增强了实际操作能力和沟通技巧；4. 培养了团队合作精神和敬业精神。
五、实训总结本次函电报告实训取得了圆满成功。
通过实训，学生不仅学到了外贸函电的相关知识，还提高了实际操作能力和沟通技巧。
在今后的学习和工作中，学生将更好地运用所学知识，为我国的外贸事业贡献自己的力量。
外贸英语函电实训内容
实验、实训报告（一）实验项目名称：信函格式及信封写作实验目的、要求: 通过实训使学生熟练掌握外贸信函的格式及信封写作技巧实验主要设备与材料：多媒体教室、教材、练习本、实训报告书实验步骤与结果：1、分组完成案例1和案例2。
2、个人独立完成实训书信写作，小组成员相互纠错，然后演示答案，教师在旁指导、现场批改。
3、个人独立完成实训报告。
结果就从课本上（Unit1）里另外摘抄一篇齐头式或者缩近式的信函。
自我小结、实验体会：学生自己写教师评阅(必须用红笔写)：1、完成的英语信函格式正确、整齐，无拼写、语法错误；2、完成的英语信封格式正确，寄信人、收信人的地址、邮编信息无误。
教师签名与日期空在那里不要写。
实验、实训报告（二）实验项目名称：建立业务关系的信函书写实验目的、要求: 通过实训使学生能够根据实际情况撰写一份完整的建交信实验主要设备与材料：多媒体教室、教材、练习本、实训报告书实验步骤与结果：1、分组完成任务1和任务2。
2、小组完成实训书信写作，小组成员相互纠错，然后角色扮演或演示答案，教师在旁指导、现场批改。
3、个人独立完成实训报告。
结果就从课本上（Unit2）里另外摘抄一篇建立业务关系的信函。
自我小结、实验体会：学生自己写教师评阅(必须用红笔写)：1、完成的建交英语信函格式正确、整齐，无拼写、语法错误；2、能正确、灵活使用所学的单词、短语、句型。
教师签名与日期空在那里不要写。
实验、实训报告（三）实验项目名称：询盘实验目的、要求:1、了解询盘信函的写作步骤2、熟悉询盘信函的写作要点3、询盘信函的例信分析和词汇解释4、系统练习和掌握本单元相关业务知识, 词汇, 术语及有用句式的表达实验主要设备与材料：多媒体教室、教材、练习本、实训报告书实验步骤与结果：1、分组完成任务1和任务2。
2、小组完成实训书信写作，小组成员相互纠错，然后角色扮演或演示答案，教师在旁指导、现场批改。
3、个人独立完成实训报告。
结果就从课本上（Unit3）里另外摘抄一篇询盘的信函。
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A reply
Dear Sirs: We welcome you for enquiry of Feb.1 and thank you for your interest in our commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for.
We desire to expand the business with you,and would be most grateful if you could provide us with a list of reliable business firms in your area which might be interested in our products. We are confident that with our experience in this line for more than 15 years,
Sincerely Yours Lin Yan Manager
Dear Sirs: We are exporters of long –standing and high reputation,trading in all kinds of Chinese goods,especially eletronic products.
We are one of the principaL manufacturerers of wool sweater in CHINA and are interested in importing sweaters made of wool,cashmere(开司米）
We shall be pleased to receive your details and prices of various sweaters with photos and specifications.
Is offset by marked improvements in almost every line. We have completely reorganized the suppliers of our business and can confidently claim to have supplies from the leading manufactures in the country.
Your Faithfully John Smith Manager
2 Status Inquiry(资信咨询）
Dear Mr.Sutherland We were very pleased to receive your letter of March 26 placing a large order with us. Before we can send the goods ,we must ask you for the usual refernces,one from
Your assitance will be greatly appreciated, we look forward to your early reply
Yours Faithfully ZhangQian Manager
Dear Sirs: We get to know your corp,from your CCPIT,with which we have been in good business relations for many years, that you are handling import and export of all textiles materials.
We can offer these boots in all the popular sized at the prices shown on
the attached list. Youi will note that we are making you aspecial introductory reduction in prices owing to your support in the past. We can maintain this reduction onlu for a short time sa we recommend your early orders.
We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue and current price list. Your Faithfully .
外贸函电实训课
1 Establishing business relationship
request for establishment of business relation
Shanghai National Imp&exp Co.ltd 200 Yongjia Rd,Shanghai ,China. tel:(86-21)65528760 Fax:8776654 Messrs Ribera Y Cia Avenida Yucatan 56 Mexico city Mexico
Enquires and Offers(询盘与 发盘）
Dear Mr Li: Your firm has been recommended to us by the Dickson Electric Company,with whom we have done business for many years.
In compliance with your request, we are sending you by air a catalogue together with a wide range of pamphlets for your reference. If any of the items listed in the catalogue meets your interests,pls let us have your
We can give our customeres complete satisfaction.
As to our financial position,we can refer you to the bank of China and the Chamber of Commerce in Shanghai.
Dear Sirs: We enclose a copy of new season’s catalogue, introducing many novelties and some variations on the lines which were most popular last season. Perhaps you would be good enough to study the catalogue now and outline your requirements for the coming seasons.
We look forward to hearing from you again soon. Yours Sincerely JINHUA Manager
Exercise
Translation: 1 The firm with whom we intend to deal has referred us to you for particulars respecting their business standing and trustworthiness. 2 We should be most gratful if you would furnish us with your opinion on the financial status and reliabne from another firm from whom you have bought goods. We would be glad if you would let us have the names and addresses as soon as possible so that we may write to them. These references will be ,of course,be treated as private and confidential.
The boots are available for stock, and delivery can be made within two weeks after receipt of order and the covering letter of credit.
We look forward to hearing from you soon. Yours Faithfully
This would be of great assistance to us in adjusting our stocks to the requirements of the customers, and will ensure early deliveries. You will see that prices this season are slightly higher, but you will find that this
specific enquiry,and quotations will be forwarded without delay.