外贸英语函电

Chapter One Business Letters（商务信函） 1

1.1 Introduction 1

1.2 Writing Guide 2

1.2.1 The Essentials of Business Letter Writing 2

1.2.2 The Structure of Business Letters 3

1.2.3 The Formats of a Business Letter 11

1.2.4 The Format of Envelopes 15

1.3 Letters for Example 17

1.3.1 Letter One 17

1.3.2 Letter Two 18

1.3.3 Letter Three 19

1.3.4 Letter Four 20

1.4 Words and Phrases 22

1.5 Notes 23

1.6 Useful Expressions 27

1.7 Exercises 28

Chapter Two Establishing Business Relations（建立业务关系） 30

2.1 Introduction 30

2.2 Writing Guide 31

2.3 Letters for Example 32

2.3.1 An Introduction of an Exporter 32

2.3.2 A Positive Reply from an Importer 34

2.3.3 A Negative Reply from an Importer 35

2.3.4 An Introduction of an Importer 36

2.3.5 A Reply from an Exporter on Transferring Business Relations 37

2.4 Words and Phrases 38

2.5 Notes 39

2.6 Useful Expressions 43

2.7 Exercises 46

Chapter Three Enquires（询盘） 49

3.1 Introduction 49

3.2 Writing Guide 50

3.3 Letters for Example 50

3.3.1 A First Enquiry and Reply 50

3.3.2 General Enquiry and Reply 53

3.3.3 Specific Enquiry and Reply 55

3.4 Words and Phrases 57

3.5 Notes 58

3.6 Useful Expressions 62

3.7 Exercises 64

Chapter Four Offers（发盘） 68

4.1 Introduction 68

4.2 Writing Guide 68

4.3 Letters for Example 69

4.3.1 Letter One 69

4.3.2 Letter Two 70

4.3.3 Letter Three 71

4.3.4 Letter Four 72

4.3.5 Letter Five 73

4.4 Words and Phrases 74

4.5 Notes 74

4.6 Useful Expressions 75

4.7 Exercises 77

Chapter Five Counter-offers（还盘） 79

5.1 Introduction 79

5.2 Writing Guide 79

5.3 Letters for Example 80

5.3.1 Letter One 80

5.3.2 Letter Two 81

5.3.3 Letter Three 82

5.3.4 Letter Four 82

5.4 Words and Phrases 83

5.5 Notes 84

5.6 Useful Expressions 85

5.7 Exercises 86

Chapter Six Conclusion of Business（达成业务关系） 88

6.1 Introduction 88

6.2 Writing Guide 88

6.3 Letters for Example 89

6.3.1 Letter One 89

6.3.2 Letter Two 91

6.3.3 Letter Three 91

6.3.4 Letter Four 92

6.4 Words and Phrases 93

6.5 Notes 93

6.6 Useful Expressions 94

6.7 Exercises 96

Chapter Seven Terms of Payment（支付条款） 98

7.1 Introduction 98

7.1.1 Remittance 98

7.1.2 Collection 99

7.1.3 Letter of Credit 100

7.2 Writing Guide 100

7.3 Letters for Example 101

7.3.1 Letter One 101

7.3.2 Letter Two 102

7.3.3 Letter Three 103

7.3.4 Letter Four 104

7.4 Words and Phrases 104

7.5 Notes 106

7.6 Useful Expressions 108

7.7 Exercises 109

Chapter Eight Establishment of L/C and Amendment（信用证的开立与修改） 111

8.1 Introduction 111

8.2 Writing Guide 112

8.3 Letters for Example 113

8.3.1 Letter One 113

8.3.2 Letter Two 113

8.3.3 Letter Three 115

8.3.4 Letter Four 116

8.3.5 Letter Five 117

8.4 Words and Phrases 118

8.5 Notes 120

8.6 Useful Expressions 121

8.7 Exercises 123

Chapter Nine Packing and Shipping Mark（包装与唛头） 128

9.1 Introduction 128

9.1.1 Packing 128

9.1.2 Shipping Mark 128

9.2 Writing Guide 129

9.3 Letters for Example 129

9.3.1 Letter One 129

9.3.2 Letter Two 130

9.3.3 Letter Three 131

9.3.4 Letter Four 132

9.4 Words and Phrases 132

9.5 Notes 133

9.6 Useful Expressions 134

9.7 Exercises 135

Chapter Ten Shipment（装运） 137

10.1 Introduction 137

10.2 Writing Guides 138

10.3 Letters for Example 138

10.3.1 Letter One 138

10.3.2 Letter Two 139

10.3.3 Letter Three 140

10.3.4 Letter Four 141

10.4 Words and Phrases 142

10.5 Notes 142

10.6 Useful Expressions 143

10.7 Exercises 144

Chapter Eleven Insurance（保险） 146

11.1 Introduction 146

11.2 Writing Guide 147

11.3 Letters for Example 148

11.3.1 Letter One 148

11.3.2 Letter Two 148

11.3.3 Letter Three 149

11.3.4 Letter Four 150

11.3.5 Letter Five 151

11.4 Words and Phrases 152

11.5 Notes 152

11.6 Useful Expressions 153

11.7 Exercises 154

Chapter Twelve Agency（代理） 156

12.1 Introduction 156

12.2 Writing Guide 156

12.3 Letters for Example 157

12.3.1 Asking for Sole Agency 157

12.3.2 Appointing Agency 157

12.3.3 Seeking for Agency 158

12.3.4 Confirmation of Agency Terms 158

12.4 Words and Phrases 159

12.5 Notes 159

12.6 Useful Expressions 160

12.7 Exercises 161

Chapter Thirteen Complaints and Claims（抗议与索赔） 163

13.1 Introduction 163

13.2 Writing Guide 163

13.3 Letters for Example 164

13.3.1 Letter One 164

13.3.2 Letter Two 165

13.3.3 Letter Three 165

13.3.4 Letter Four 166

13.3.5 Letter Five 166

13.4 Words and Phrases 167

13.5 Notes 168

13.6 Useful Expressions 169

13.7 Exercises 170

Chapter Fourteen Sales Promotion（促销） 173

14.1 Introduction 173

14.2 Writing Guide 173

14.2.1 Writing Sales Letters 173

14.2.2 Writing a Reviver 174

14.2.3 A Follow-up Letter 174

14.3 Letters for Example 175

14.3.1 Letter One 175

14.3.2 Letter Two 175

14.3.3 Letter Three 176

14.3.4 Letter Four 176

14.4 Words and Phrases 177

14.5 Notes 177

14.6 Useful Expressions 179

14.7 Exercises 180

Chapter Fifteen International Trade Contract Writing（国际贸易合同的写作） 182

15.1 Introduction 182

15.2 Writing Guide 183

15.3 Letters for Example 184

15.3.1 Letter One 184

15.3.2 Letter Two 185

15.3.3 Letter Three 187

15.4 Word and Phrases 189

15.5 Notes 189

15.6 Useful Expressions 189

15.7 Exercises 190

Chapter Sixteen Contracts and Agreements（合同与协议） 192

16.1 Introduction 192

16.2 Writing Guide 192

16.3 Letters for Example 193

16.3.1 Letter One 193

16.3.2 Letter Two 195

16.3.3 Letter Three 198

16.4 Words and Phases 199

16.5 Notes 199

16.6 Useful Expressions 200

16.7 Exercises 201

Chapter Seventeen Other Letters Writing（其他书信写作） 203

17.1 Introduction 203

17.2 Writing Guide 204

17.3 Letters for Example 205

17.3.1 Letter One 205

17.3.2 Letter Two 206

17.3.3 Letter Three 206

17.3.4 Letter Four 207

17.4 Words and Phases 208

17.5 Notes 208

17.6 Useful Expressions 209

17.7 Exercises 209

Bibliography（参考文献） 211

Appendix（附录） 212

Key to Exercises（习题答案） 212

本教材主要涉及国际贸易各个环节书面沟通的写作规范，还有经贸合同的写作技巧、其他主题的书信范例和求职信及简历的写作指导。本教材以样信解析为主线，连接国际贸易的背景知识，商务英语词汇的特殊用法及相关的英语语法知识。同时也可以更好地完善财经专业学生的知识结构，开阔视野，提高学生从事宏观经济工作的综合素质。本书适合国际经济与贸易专业的学生学习使用，也可以作为国际贸易业务人员的参考用书。

本书实用性强国际贸易各个环节的写作规范，经贸合同的写作技巧和求职信及简历的写作指导。
逻辑性强以样信解析为主线，连接国际贸易的背景知识，商务英语词汇的特殊用法及相关的英语语法知识。