21 世纪高职高专新概念（财经类）系列教材

1. 国际商务英语函电Business English Correspondence 主讲教师:傅燕文 21世纪高职高专新概念（财经类）系列教材 对外经济贸易大学出版社

2. 该课程与《国际贸易实务》课程有之间有相辅相成的关系。通过学习《国际贸易实务》，可以更好地掌握它。该课程与《国际贸易实务》课程有之间有相辅相成的关系。通过学习《国际贸易实务》，可以更好地掌握它。 讲授外贸常用文体的基本知识，包括各类商务书信、常用语句、常用术语及拟写技巧。通过对外贸易业务磋商过程中各个环节往来函电实例的学习，熟悉、掌握外贸业务磋商各个环节—建立业务关系、询盘、报盘、推销、还盘、成交、装运、保险、申诉、索赔、争议等的常用表达及写作技巧，并能在实际应用中熟练使用；以及各类单据及单证实例如信用证、订单、提单、保险单、装箱单、检验证明等，让学生全面了解外贸业务知识的各个环节，并运用英语熟练表达，达到应用的目的。 教材重点介绍外经贸业务的主要步骤：建立业务关系、询价报价、价格争议、订货、付款方式、合同、交货与装运、保险、代理、索赔与仲裁等，并根据业务实际增添了一个单元“资信调查”。 重点在于掌握外经贸函电的翻译、撰写要点、信函布局、信封写法及撰写技能和方法，以及业务信函的趋向；英语函电的一般格式、常用词汇、习惯表达法。 教学要求

3. Functions of Business Letters to inform, which refers to conveying the vast amount of information needed to day-to-day operations of the business; to influence, which means that messages included in a business letter should also influence the reader’s attitudes and functions. Unit One Introduction to Business Letters (商务信函概论)

4. Criteria (n.标准)for Business Letters(6C) A. COURTESY [‘ke:tisi] n.礼貌 In our letters, we should always keep in mind the person we are writing to, see things from his angle, visualize him in his surroundings, see his problems and difficulties and express ideas in terms of his experience. B. CORRECTNESS正确 Correct grammar, punctuation and spelling are basic requirements for business letter writing. Also, we should choose the correct level of language and use accurate information and data in our letters. Unit One Introduction to Business Letters (商务信函概论)

5. Criteria (n.标准)for Business Letters(6C) C. CLARITY [‘klεriti]n.清楚, We should first identify what we want to express and then express the idea in plain, simple words and formats. D. COMPLETENESS完全 Our letters should include all the necessary information and data. E. CONCISENESS简明 We should write in the fewest possible words without sacrificing completeness and courtesy. F. CONCRETENESS[‘konkri:t]具体 Our writing should be vivid, specific and definite. Unit One Introduction to Business Letters (商务信函概论)

6. The General Procedures [pre’si:dξe] for Business Letter Writing: 1.  Determine our purpose of writing a certain letter. 2. Identify who the readers are. 3. Organize the message, which is to be contained in the letter. 4. Write a draft. 5. Polish the writing. Unit One Introduction to Business Letters (商务信函概论)

7. Chapter I Layout of Business Letter Chapter II Establishing Business Relations Lesson One Self-Introduction Lesson Two Request for the Establishment of Business Relations (A) A Letter from an Importer (B) A Reply to the Above Lesson Three Credit Enquiries CONTENTS

8. Chapter III Enquiries, Offers and Counter- Offers Lesson Four (A) A General Enquiry for Wool Material (B) A Reply to the Above Lesson Five A Special Enquiry Lesson Six A Non-Firm Offer Lesson seven A Counter-Offer CONTENTS

9. Chapter IV Conclusion of BusinessLesson Eight An OrderLesson Nine (A) Repeat Order (B) Declining a Repeat OrderLesson Ten (A) Sending a Sales Confirmation (B) Counter-Signature Letter CONTENTS

10. Chapter V Paymen Lesson Eleven Asking for D/P Payment Lesson Twelve Declining D/A Payment Lesson Thirteen (A) Modifying Terms of Payment (B) A Reply CONTENTS

11. Chapter VI Establishment and Extension of L/C, Amendment to L/C Lesson Fourteen (A) Urging Establishment of L/C (B) A Reply Lesson Fifteen Asking for Extension of L/C Lesson Sixteen Asking for L/C Amendment (1) Lesson Seventeen Asking for L/C Amendment (2) CONTENTS

12. Chapter VII Shipment Lesson Eighteen（A）Urging Shipment （B）Reply （C）Urging Shipment （D）Reply Lesson Nineteen （A）Asking for Transshipment and Partial Shipment 　　　　　 （B）Reply Lesson Twenty Information on Container Service Letter（A） Letter（B） CONTENTS

13. Chapter VIII Packing Lesson Twenty-One Packing Requirement Lesson Twenty-Two Inner Packing Lesson Twenty-Three Outer Packing CONTENTS

14. Chapter IX Insurance Lesson Twenty-Four Asking for CFR Terms Lesson Twenty-Five Asking the Seller to Cover Insurance Lesson Twenty-Six Insurance Clause CONTENTS

15. Chapter X Complaints and Claims Lesson Twenty-Seven Complaints of Wrong Goods Delivered Lesson Twenty-Eight (A) Claim for Short Weight (B) Reply—Settlement of the Claims Lesson Twenty-Nine (A) Claim for Improper Packing (B) Declining the Claim CONTENTS

16. Chapter XI Agencies Lesson Thirty (A) Asking for Sole Agency (B) An Unfavorable Reply Lesson Thirty-One A Favorable Reply to the Request for Sole Agency Lesson thirty-Two Sole Agency Agreement CONTENTS

17. Chapter XII Other International Business Activities Lesson Thirty-Three Joint Venture Lesson Thirty-Four Compensation Trade Lesson Thirty-Five Investment Lesson Thirty-Six Bidding CONTENTS

18. Appendix [E’pendiks] Appendix I Electronic Mail (E-mail) Appendix II Fax Appendix III Telex Vocabulary CONTENTS

19. Essentials and Forms of Business Letter-writing 商业信函的组成部分和格式

20. Three major forms Indented Form 缩格式 Blocked Form 齐头式 Modified Blocked Form 改良齐头式 Chapter Ⅰ Layout of a Business Letter商业信函的格式

21. Unit One Introduction to Business Letters (商务信函概论) Letterhead Date:___________ Inside Address _____________ ______________ Salutation: _________________________________________ _____________________________________________ __________________________________________ _____________________________________________ _______________________________________ _____________________________________________ Complimentary Close, Signature Body 1.Indented Format:

22. 具体收信人 和事由居中 日期靠右 段首缩格 缩格式示例 结尾敬语和 落款偏右

23. Unit One Introduction to Business Letters (商务信函概论) Letterhead Date: ____________ Inside Address _________________ _________________ Salutation: ____________________________________________________________________________________ __________________________________________ __________________________________________ __________________________________________ Complimentary Close, Signature Body 2.Full Block Format:

24. 除信头外全部左对齐 齐头式示例

25. 案号和日期靠右 改良齐头式示例 落款偏右

26. Essential Parts 必要部分 1. The letterhead 信头 2. The date line 日期 3. The inside name and address 收信人名称地址 4. The salutation 称呼 5. The body of the letter 信文 6. The complimentary close 结尾敬语 7. The signature 落款 Parts of a Business Letter 信件组成部分

27. Optional Parts 附加部分 8. The reference notation 案号 9. The attention line 具体收信人 10. The subject line 事由 11. The carbon copy notation 抄送 12. The enclosure 附件 13. The postscript 附言

28. 1.China National Cereals, Oils and Foodstuffs Imp & Exp Corp. 8 Jianguomen Nei Dajie Beijing 10005, China Telephone: 86-10-6526-8888 Fax: 86-10-6527-6028 E-mail: carl@cofco.com.cn 2.Our Ref. Your Ref. Date: 15th November, 20-- 3.Messrs H. Ronald & Co. 556 Eastcheap London, E.C. 3, England 8.Attention: Import Dept. 4.Dear Sirs, 9.Aquatic Products 5.We thank you for your enquiry of 5 November. In compliance with your request, we are sending you herewith a copy of our illustrated catalogue and a quotation sheet for your reference. All prices are subject to our confirmation for our aquatic products have been selling well this season. Therefore, we would suggest that you advise us by a fax in case of interest. We await your early favorable reply. 6.Yours truly, 7. China National Cereals, Oils and Foodstuffs Imp & Exp Corp. Sig. _______________ (Manager) 10.QS/AN 11.Enclosures 12.cc our Shanghai Branch Office 13.P.S. We require payment by L/C for a total value not exceeding USD50,000. 信函组成部分示例

29. 1. China National Cereals, Oils & Foodstuffs Imp & Exp Corp. 8 Jianguomen Nei Da jie Beijing 10005, China Telephone: 86-10-6526-8888 Fax: 86-10-6527-6028 E-mail: carl@cofco.com.cn 2. Our Ref. Your Ref. Date: 15th November, 20-- 信头 日期 组成部分分项示例

30. 3.Messrs H. Ronald & Co. 556 Eastcheap London, E.C. 3, England 8.Attention: Import Dept. 4.Dear Sirs, 9.Aquatic Products 收信人名称和地址 称呼 具体收信人 事由

31. 5.We thank you for your enquiry of 5 November. In compliance with your request, we are sending you herewith a copy of our illustrated catalogue and a quotation sheet for your reference. All prices are subject to our confirmation for our aquatic products have been selling well this season. Therefore, we would suggest that you advise us by a fax in case of interest. We await your early favorable reply. 6. Yours truly, 7. China National Cereals, Oils and Foodstuffs Imp & Exp Corp. Sig. _______________ (Manager) 信文 落款 结尾敬语

32. 10. QS/AN 11. Enclosures 12. cc our Shanghai Branch Office 13. P.S. We require payment by L/C for a total value not exceeding USD50,000. 身份 附件 抄送 附言

33. 信头和收信人名称、地址 英语：名称在上，地址在下 地址先小后大 中文：名称在上，地址在下 地址先大后小 各部分写法

34. A UK address: Air Environmental Mechanical Equipment Limited 2076 West Main Street Devon, EX14 0RA U.K. 公司名称 街道 门牌号 邮编 城市 国家 名称、地址

35. 厦门城市职业学院 中国福建省厦门市前埔南路1263号 单位名称 地址由大到小 中文名称、地址举例

36. Sinochem Jiangsu Import and Export Corporation Jiangsu International Business Mansion, 50 Zhonghua Road, Nanjing 210001, P.R. China 中国地址名称用英文写 单位名称 街道 大楼名称 门牌号 城市 邮编 国家

37. 位置： 美式：在信头和收信人名称地址之间 英式：通常在收信人名称地址之下 均可以齐头，也可以靠右 写法： 美式：月-日-年 英式：日-月-年24th March, 2004 March 24th, 2004 24 March, 2004 March 24, 2004 日期

38. 美式日期举例 日期

39. 英式日期举例 日期

40. “月份”最好用文字，如： 1. 2nd May, 20-- 2. 2 May, 20-- 3. 2 May 20-- (Comma can be omitted) 4. September 21st, 20-- 5. September 21,20-- 避免月份用数字，如 11/12/20-- 日期写法注意事项

41. 位置： 必须齐头 写法： 对男士（正规）：Dear Sir, 或Dear Sirs,或Gentlemen: 对女士（正规）：Dear Madam, 或Dear Mesdames, 对关系密切的商业伙伴：Dear Jack, 称呼 词首字母全大写，用逗号或不用标点符号 Gentlemen后用冒号

42. 位置： 齐头式靠左对齐，缩格式偏右 正规场合下常用： 1.Yours faithfully, 2.Yours truly, 3.Faithfully yours, 4.Truly yours, 结尾敬语 第二个单词小写，用逗号或不用标点符号

43. 称呼与结尾敬语的对应关系

44. 结尾敬语 手写签名 打印签名 职务 公司名称 落款

45. 位置： 1.收信人名称地址之下 2. 齐头式靠左，缩格式居中 3. 要加下划线 表示的是承办本信件的具体个人或部门 1.Attention: Mr. H. A. Donnan, Export Manager 2. Attention of Mr. Cave 3. To the attention of Mr. Liu Ming 具体收信人

46. 位置： 1.称呼和正文之间 2.齐头式靠左，缩格式居中 3.要加下划线 表示的是该信函的主题 1.Re: Your Order No.463 for1,000 Wide-screen TV Sets 2. SHEEP WOOL 事由

47. 位置： 落款之下，左对齐 说明该信件有附件 1. Enclosure 2. Enc. 3. Encl. As Stated 4. Enclosure: Brochure[brēu‘∫jué]小册子 附件

48. 位置： 附件之下，左对齐 表示该信件同时抄送给他人 1. 明抄：cc Marketing Department 2. 暗抄：bcc Mr. Simpson Carbon copy,收信人知道被抄送 Blind carbon copy,收信人不知道被抄送，只出现在发给被抄送人的信件里 抄送

49. Unit One Introduction to Business Letters (商务信函概论) Letterhead Reference Number Date Inside Address Particular Address or Attention Line Salutation Subject Line or Caption ______________________________________________________________________________________________________ ___________________________________________________ Complimentary Close Signature IEC Block Postscript Body of the letter Elements of Business Letters and Their Positions in the Letter:

50. Envelope Addressing 信封格式 写信人在上，收信人在下