新外贸函电教案Word文档下载推荐.docx
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[2]郑黎明.《外贸函电》.西安:
西安交通大学出版社.2011年6月
[3]黄霜林.《国际商务函电实用教程》.武汉:
武汉理工大学出版社.2006
考核方式及成绩计算方法：
平时成绩*70%+期末成绩*30%=总成绩
课程教学日历
课程名称：
外贸函电授课学期：
6
周次
章节及教学内容
累计学时
一
第一章商务书信写作的基础知识
第一节格式
第二节商务书信的构成
2
二
第二章建立贸易关系及信用调查
练习
三
第三章询价及回复
一般询价和回复
8
四
具体询价和回复练习
12
五
第四章报价、推销信、报盘及还盘
第一节报价、推销信
14
六
第二节报盘、还盘
扩展相关常用语句
18
七
第五章订单、接受和回绝
第一节订单
20
八
第二节认收、接受订单的函、回绝
24
九
第六章售货确认书和购货合同
26
十
第七章支付
第一节信用证
30
十一
第二节修改信用证
扩展相关常用语句、练习
32
十二
第八章装运及保险
第一节装运
36
十三
第二节保险练习
38
十四
第九章申诉、索赔和理赔
第一节申诉
42
十五
第二节索赔和理赔练习
44
十六
第十章传真及电子邮件
考前复习
48
第一章教学安排的说明
章节题目：
BasicKnowledgeofBusinessLetterWriting
学时分配：
2学时
本章教学目的与要求：
了解国际经贸函电课程的学习内容方法等，了解国际商务书信的格式，4种常用格式：
齐头式、混合式、改良式、简化式；
掌握商务书信的构成部分；
了解英文商务书信的写信原则。
其它：
课堂教学方案
课题名称：
授课时数：
2课时
授课类型（理论课、实验课、技法课、习题课等）：
理论课
教学方法与手段（讲授、讨论、指导、多媒体等）：
讲授
教学目的要求：
了解国际商务书信的格式；
教学重点、难点：
商务书信的构成部分
教学内容及组织安排：
Unit1BasicKnowledgeofBusinessLetterWriting
FormandStructureofBusinessLetters
1.Form
（1）Fullblockform齐头式
IntheFullblockform,everypartofaletteristypedfromtheleftmargin.
（2）Modifiedblockformwithindentedstyle混合式
IntheModifiedblockformwithindentedstylethesender'
saddressistypedintheup-middlepart.Thereceiver'
saddressstartsfromtheleftmargin.Thecomplimentarycloseaswellasthesignaturearetypedfromthemiddlelittletowardstheright..
（3）Modifiedblockform改良式
IntheModifiedblockformallthepartsstartfromtheleftmargin,exceptthedate,complimentarycloseandsignature.
（4）Simplifiedform简化式
SimplifiedformissomewhatlikeFullblockform.Butsomepartsareomitted,suchassalutationandcomplimentaryclose.
2.Structure
（1）partsofthebusinessletter
a.Letterhead信头
b.Referenceanddate编号和日期
c.Insidenameandaddress封内地址
d.Attentionline经办人
e.Salutation称呼
f.Subjectline事由
g.Body信文
h.Complimentaryclose结尾敬语
i.Signature签署
j.Enclosure附件
k.Carboncopynotation抄送
l.Postscript附言
（2）Thewaysofwritingparts
Letterheadincludesthesender'
sname,postaladdress,telephonenumber,telexnumberandE-mailaddress,etc.Usuallyletterheadisprintedintheup-centerorattheleftmarginofaletter.
anddate编号和日期
Inbusinesscommunication,whenafirmwritestoanother,eachwillgiveareference.Thereferencemayincludeafilenumber,departmentalcodeortheinitialsofthesignerfollowedbythatofthetypistoftheletter.Thedateshouldalwaysbetypedinfullandnotabbreviated.
nameandaddress封内地址
Thenameandaddressofreceiveristypedattheleft-handmarginabouttwotofourspacesbelowthedate.Itappearsexactlythesamewayasontheenvelope.
line经办人
Attentionlineisusedwhenthewriterofaletteraddressedtoanorganizationwishestodirectthelettertoaspecificindividual.
称呼
Salutationisthecomplimentarygreetingwithwhichthewriteropenshisfromdependsonthewriter’srelationshipwiththereceiver.Salutationistypedtwospacesbelowtheinsideaddressortheattentionline.
line事由
Subjectlineisactuallythegeneralideaofaletter.Itisinsertedbetweenthesalutationandthebody,
oftheletter信文
Thisisthemainpartoftheexpressesthewriter’sidea,opinionpurposeandwishes,therhasbeenprevicuscorrespondence,thereplyletterwillrefertoitinthefirstwriter’splans,hopesandexpectationswillbeexpressedinthelastparagraph.
close结尾敬语
Complimentarycloseismerelyapolitewayofendingaisinkeepingwiththesalutation.
签署
Itiscommentotypethenameofthewriter’sfirmorcompanybelowcomplimentarythepersonwhodirectingthelettershouldsignhisnamebyhand.
附件
Ifsomethingisenclosed,noteitbelowthesignature.
copynotation抄送
Whencopiesoftheletteraresenttoothers,type.belowthesignatureattheleftmargin.
附言
Ifthewriterwishestoaddsomethingheforgottomentionorforemphasis,hemayaddhispostscripttwospacesbelowthecarbonnotation.
Envelopes
BusinessEnvelopesordinarilyhavethereturnaddressprintedintheupperleftreceiver’snameandaddressshouldbetypedabouthalfwaydowntheenvelope.
WritingprinciplesoftheBusinessLetter
好的商业书信应该是易读易懂，友好的，客气的，写作商业书信时，需注意遵守一下原则：
Completeness完整Conciseness简洁
Consideration体谅Concreteness具体
Courtesy礼貌Correctness正确
Clearness清楚
扩展内容：
适用写信和贸易会话的常用词语表达句型。
贵函：
yourletter/yourfavor/yournote/yourcommunication
前函：
thelastletter/thelastmail/thelastpart
次函：
thenextletter/thenextmail/theletterfollowing
第二章教学安排的说明
EstablishingBusinessRelations&
InquiringCreditReference
4学时
了解建立贸易关系的常用语句，理解信中应包括的内容，掌握有关建立贸易关系的常用语句，能书写一般性的建立业务关系的信件。
讲授与讨论
了解建立贸易关系的常用语句，掌握专业术语和建立贸易关系信函的常用语句
掌握有关建立贸易关系的常用语句，熟悉掌握建立贸易关系信函的常用书写步骤，能写一般性的建立业务关系的信函。
Unit2EstablishingBusinessRelations
Toestablishbusinessralationswithprospectivedealersisthebaseofstartinganddevelopingofisvitallyimportantforbothanewdealerandanoldone.
Thewriterusuallyinformshisaddresseeofthefollowing:
（1）thesourceofhisinformation
（2）hisintention
（3）thebusinessscopeofhisfirm
（4）thereferenceastohisfirm’sfinancialpositionandintegrity.
Ifthewriterintendstobuyforimport,hemayalsomakerequestsforcatalogues,samples,pricelist,etc.
Toclosetheletter,thewriterusuallyexpresshisexpectationofcooperationandanearlykindoflettersshouldbewrittencordially,sincerelyandcarteously.
LettersforEstablishingBusinessRelations
1.ImportantWritestoExporter
2.SelfIntroductionbyExporter
3.ExporterWritestoImporter
4.SelfIntroductionbyManufacturer
5.ManufacturerWritestoImporter
Itistruetosaynocustomer,noanewcustomerandgoingintobusinesstradenegotiationsisthefirststepforacompanytoexpanditsfirststeptoopenupamarketorenlargeyourbusinessscopeisveryimportant,becauseitisknownthatfirstimpressionwillcount,transactioncanbemadeafterthebusinessconnectionshavebeensetbusinessrelationsinvolvesnotonlylanguagecommunicationskillsbutalsosomepracticalbusinessnegotiationtechniques,particularlywhengoingintobusinessrelationswithnewpotentialcustomers.
Theoutlineofestablishingbusinessrelations
（1）howyoulearnedofhim
（2）briefintroductiontoyourself
（3）theintentionofwritingtheletter
（4）expressingyourintentionofcooperation
InquiringCreditReference
理论课+习题课
了解回复信函及信用调查信函应包括的内容，掌握有关建立贸易关系的常用语句，能书写一般性的建立贸易关系的信函。
掌握有关建立贸易关系的常用语句，能书写一般性的建立贸易关系的信函。
6、LetterReferringtoaBankReference
7、ReplytotheAbove
Supplement:
Someusefulsentencesonestablishingbusinessrelations
1.从何处得知对方
（1）Weareyournameandyouraddressto…whohasinformedusthatyouareinthemarketfor…
（2）Wehavelearnt（noted/obtained）yournameandaddressfrom….
（3）Thoughthecourtesyof…,wecometoknowyournameandaddress.
（4）Yournameandaddresshasbeengiventousby…
（5）Ontherecommendationof…,wehavelearnedwithpleasurethenameandaddressofyourfirm.
（6）Welearnfrom…thatyourfirmspecializein…,andwouldliketoestablishbusinessrelationswithyou.
2.怎样介绍自己
（1）Weareengagedintheexportationof…
（2）Wehaveexcellentconnectionsinthetradeandfullyexperiencedwith…
（3）Letusintroduceourselvesasaleadingtradingfirmin…
（4）Wehavethepleasuretointroduceourselvestoyouwiththehpethatwemayhaveanopportunityofcooperatingwithyou.
（5）Ourcompanyhasbeenenstablishedinbusinessin…for…years.
（6）Wehavealonghistoryintheimportandexporttradeandawideknowledgeofcommoditiesaswellasofthebestsourcesofsupplyofthesematerials.
3.表达写信意思
（1）Wewishtoenterintotraderelationswithyouonthebasisofequalityandmutualbenefit.
（2）Wearesurethatyouwillbesatisfiedwithourserviceandtheexcellentqualitiesofourgoods.
（3）Weareinterestedinestablishingdirectbusinessbetweenus.
（4）Thepurposeofhisletteristoexplorethepossibilitiesofdevelopingtradewithyou.
（5）Wearewritingyouinthehopeofestablishingbusinessrelations.
4.要求寄目录/价格单/样品
（1）Wouldyoupleasegiveusacompletesetofyourlatestcatalogues
（2）Wearesendingyouourcatalogues.
（3）Wouldyoupleaseleavemeyourcataloguesandthepricelist
（4）Weshouldliketohavesomeofyourcataloguesandtechnicaldatasothatwemaylookintoyourproductsindetail.
（5）Youwillfindenclosedwiththisletterasampleof…
5.信用查询
（1）OurbankersaretheBankof…Theycanprvideyouinformationaboutourbusinessandfinances.
（2）Forourcreditstanding,pleaserefertothefollowingbank…
（3）Astoourstanding,wearepermittedtomentiontheBankof…,asareference.
（4）Asweareonthepointoftransactingsomeimportantbusinesswiththem,weshouldliketoknowexactlyhowexactlyhowtheircreditstands.
6.期望对方早日答复
（1）Welookforwerdtoheavingfromyou.
（2）Yourpromptreplyiseagerlyawaited.
（3）Yourpromptattentiont
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