新外贸函电教案

1、.邢 台 学 院教 案 20 20 学年度第 二 学期课 程 名 称 学 时 学 分 专 业 班 级 授 课 教 师 系 部 本 课 程 教 学 总 体 安 排课 程 名 称：外贸函电课程性质与类型：专业必修课总学时、学分：42学时、3学分教学目的与要求： 国际经贸函电主要介绍外贸实务中各种英文信函、电传及其它方式的写作格式、专业术语和各种不同的表达方法，对外贸易各环节的具体做法，使学生在提高英语水平的同时，熟练掌握对外贸易业务中常用句型和表达技能，培养和提高他们的外贸业务工作能力。1、要将英文写作和实际外贸业务相结合，贯彻理论联系实际的原则。2、要把“学”和“用”结合起来。3、要及时补充新知

2、识，新内容。教材及参考书目：1尹小莹、杨润辉.外贸英语函电.西安:西安交通大学出版社.2011年7月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6三第三章 询价及回复一般询价和回复8四第三章 询价及回复具体询价和回复 练习12五第四章 报价、推销信、报盘及还盘第一节

3、 报价、推销信14六第二节 报盘、还盘扩展相关常用语句练习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、回绝练习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30十一第七章 支付第二节 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36十三第八章 装运及保险第二节 保险 练习38十四第九章 申诉、索赔和理赔第一节 申诉42十五第九章 申诉、索赔和理赔第二节 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：Basic Knowledge of Business Letter W

4、riting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：Basic Knowledge of Business Letter Writing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；掌握商务书信的构成部分；了解英文商务书信的写信原则。教学重点、难点：商务书信的构成部分教学内容及组织安排：Uni

5、t 1 Basic Knowledge of Business Letter WritingForm and Structure of Business Letters1. Form(1) Full block form 齐头式In the Full block form , every part of a letter is typed from the left margin.(2) Modified block form with indented style 混合式In the Modified block form with indented style the senders ad

6、dress is typed in the up-middle part. The receivers address starts from the left margin. The complimentary close as well as the signature are typed from the middle little towards the right.(3) Modified block form 改良式In the Modified block form all the parts start from the left margin , except the dat

7、e , complimentary close and signature.(4) Simplified form 简化式Simplified form is somewhat like Full block form. But some parts are omitted , such as salutation and complimentary close.2. Structure(1) parts of the business lettera. Letterhead 信头b. Reference and date 编号和日期c. Inside name and address 封内地

8、址d. Attention line 经办人e. Salutation 称呼f. Subject line 事由g. Body 信文h. Complimentary close 结尾敬语i. Signature 签署j. Enclosure 附件k. Carbon copy notation 抄送l. Postscript 附言(2) The ways of writing partsa. Letterhead 信头Letterhead includes the senders name, postal address, telephone number, telex number and E

9、-mail address, etc. Usually letterhead is printed in the up-center or at the left margin of a letter.b.Reference and date 编号和日期In business communication, when a firm writes to another, each will give a reference. The reference may include a file number, departmental code or the initials of the signe

10、r followed by that of the typist of the letter. The date should always be typed in full and not abbreviated.c.Inside name and address 封内地址The name and address of receiver is typed at the left-hand margin about two to four spaces below the date. It appears exactly the same way as on the envelope.d.At

11、tention line 经办人Attention line is used when the writer of a letter addressed to an organization wishes to direct the letter to a specific individual.e.Salutation 称呼Salutation is the complimentary greeting with which the writer opens his letter.Its from depends on the writers relationship with the re

12、ceiver. Salutation is typed two spaces below the inside address or the attention line.f.Subject line 事由Subject line is actually the general idea of a letter. It is inserted between the salutation and the body, g.Body of the letter信文This is the main part of the letter.It expresses the writers idea,op

13、inion purpose and wishes,etc.If ther has been previcus correspondence,the reply letter will refer to it in the first paragraph.The writers plans,hopes and expectations will be expressed in the last paragraph.h.Complimentary close 结尾敬语Complimentary close is merely a polite way of ending a letter.It i

14、s in keeping with the salutation.i.Signature 签署It is commen to type the name of the writers firm or company below complimentary close.Then the person who directing the letter should sign his name by hand.j.Enclosure 附件If something is enclosed,note it below the signature.k.Carbon copy notation 抄送When

15、 copies of the letter are sent to others, type c.c. below the signature at the left margin.l.Postscript 附言If the writer wishes to add something he forgot to mention or for emphasis,he may add his postscript twospaces below the carbon notation.3.Addressing EnvelopesBusiness Envelopes ordinarily have

16、the return address printed in the upper left corner.The receivers name and address should be typed about half way down the envelope.Writing principles of the Business Letter 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

17、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：your letter/your favor/your note/your communication 前函：the last letter/the last mail/the last part次函：the next letter/the next mail/the letter following第 二 章 教学安排的说明章节题目：Establishing Business Relations & Inquiring Credit Reference学时分配：4学时本章教学目的与要求：了解建立贸易关系的常用语

18、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。其 它：课 堂 教 学 方 案课题名称：Establishing Business Relations & Inquiring Credit Reference授课时数：2学时授课类型（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）：讲授与讨论教学目的要求：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教学重点、难点：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。教学内容及组织安排：U

19、nit 2 Establishing Business Relations To establish business ralations with prospective dealers is the base of starting and developing of business.It is vitally important for both a new dealer and an old one.The writer usually informs his addressee of the following :(1) the source of his information

20、(2) his intention(3) the business scope of his firm(4) the reference as to his firms financial position and integrity.If the writer intends to buy for import, he may also make requests for catalogues,samples,pricelist,etc. To close the letter, the writer usually express his expectation of cooperatio

21、n and an early reply.This kind of letters should be written cordially,sincerely and carteously.Letters for Establishing Business Relations1. Important Writes to Exporter2. Self Introduction by Exporter3. Exporter Writes to Importer4. Self Introduction by Manufacturer5. Manufacturer Writes to Importe

22、rIt is true to say no customer,no business.Finding a new customer and going into business trade negotiations is the first step for a company to expand its business.Your first step to open up a market or enlarge your business scope is very important,because it is known that first impression will coun

23、t heavily.Therefore,transaction can be made after the business connections have been set up.Establishing business relations involves not only language communication skills but also some practical business negotiation techniques,particularly when going into business relations with new potential custo

24、mers.The outline of establishing business relations(1） how you learned of him(2） brief introduction to yourself(3） the intention of writing the letter(4） expressing your intention of cooperation课 堂 教 学 方 案课题名称：Inquiring Credit Reference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+习题课教学方法与手段（讲授、讨论、指导、多媒体等）：讲授与

25、讨论教学目的要求：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。教学重点、难点：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。教学内容及组织安排：6、 Letter Referring to a Bank Reference7、 Reply to the AboveSupplement:Some useful sentences on establishing business relations1.从何处得知对方(1)We are your name and your address to who has inf

26、ormed us that you are in the market for (2)We have learnt (noted/obtained) your name and address from.(3)Though the courtesy of,we come to know your name and address.(4)Your name and address has been given to us by(5)On the recommendation of,we have learned with pleasure the name and address of your

27、 firm.(6)We learn fromthat your firm specialize in,and would like to establish business relations with you.2.怎样介绍自己(1)We are engaged in the exportation of (2)We have excellent connections in the trade and fully experienced with(3)Let us introduce ourselves as a leading trading firm in (4)We have the

28、 pleasure to introduce ourselves to you with the hpe that we may have an opportunity of cooperating with you.(5)Our company has been enstablished in business in for years.(6)We have a long history in the import and export trade and a wide knowledge of commodities as well as of the best sources of su

29、pply of these materials.3.表达写信意思(1)We wish to enter into trade relations with you on the basis of equality and mutual benefit.(2)We are sure that you will be satisfied with our service and the excellent qualities of our goods.(3)We are interested in establishing direct business between us.(4)The pur

30、pose of his letter is to explore the possibilities of developing trade with you.(5)We are writing you in the hope of establishing business relations.4.要求寄目录/价格单/样品(1)Would you please give us a complete set of your latest catalogues?(2)We are sending you our catalogues.(3)Would you please leave me yo

31、ur catalogues and the price list?(4)We should like to have some of your catalogues and technical data so that we may look into your products in detail.(5)You will find enclosed with this letter a sample of 5.信用查询(1)Our bankers are the Bank of They can prvide you information about our business and fi

32、nances.(2)For our credit standing,please refer to the following bank(3)As to our standing, we are permitted to mention the Bank of ,as a reference.(4)As we are on the point of transacting some important business with them,we should like to know exactly how exactly how their credit stands.6.期望对方早日答复(

33、1)We look forwerd to heaving from you.(2)Your prompt reply is eagerlyawaited.(3)Your prompt attention to this matter would be highly appreciated.(4)Your close cooperation will be highly appreciated.(5)If you are able to close business at this level,please fax us as soon as possible.课堂练习及书上课后练习1、2Tra

34、nslate the following sentences into English (1) 我们从贵国驻中国大使馆商务处得知这一消息.(2) 得知贵公司专门经营轻工业产品,我们愿意与贵公司建立业务关系.(3) 我们是此地最大的电器进口商之一,愿意与你们建立业务关系.(4) 我们从你方刊登在中国商人上的广告中熟悉你们专门出口各种家用电器产品布置作业：书上第二单元课后练习3、4，练习书写建立贸易关系的信函第 三 章 教学安排的说明章节题目：Enquiries and Replies学时分配：6学时本章教学目的与要求：了解询盘的种类，理解一般询盘和具体询盘的内容与区别。掌握有关询盘及答复的语句，

35、信函书写要求。能写出简短，清楚，切题的询盘和答复信函。其 它：课 堂 教 学 方 案课题名称：General Enquiry and Reply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：了解一般询盘和回复信函，掌握一般询盘及答复的常用语句、信函书写要求，能写出简短、清楚询盘、答复信函。教学重点、难点：掌握一般询盘及答复的常用语句、信函书写要求及方法，会写出简短，切题的询盘及答复信函。教学内容及组织安排：Unit 3 Enquiries and RepliesIn a General Enquiry,a b

36、usinessman states clearly all the information he needs -general information, a catalogue, or price list, a sample or sample book,etc.Enquiry is the fist step after the establishment of business.It means that in a business the buyer inquiries about the information of the products.Through enquiry,the

37、buyer can know the prices of goods and possibility of a business deal.It is usually divided into general enquiry and specific enquiry.Through general enquiry,the buyer can get the general information about products he wants to buy,such as the catalogue,the sample,etc. Enquiry provides the first step

38、 to a business deal and if the enquiry can get a favorable reply,this can become the prelude to good business relationship.Thus it should be noted the writing an enquiry letter is all the more important.1、enquiry=inquiry v.n 询价、询盘make(send/give) sb. an enquiry for sth.向某人询盘某种商品make an enquiry about

39、sth.询问某种商品的价格enquire=inquire询价、询盘inquire about对 .询价make an inquiry发出询盘2、 quotation n.报价、行情quotation table/list 价目表exchange rate quotation 外汇行情discount quotation 贴现行情market quotation 市场行情give(send/make)sb. a quotation for sth. 报给某人某种商品的价格quote vt.报价、开价quote favourable terms 报优惠价quote sb. a price for

40、sth. 向某人就某种商品报价课 堂 教 学 方 案课题名称：Specific Enquiry and Reply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：了解具体询盘和回复信函，掌握具体询盘及答复的常用语句、信函书写要求，能写出简短、清楚询盘、答复信函。教学重点、难点：掌握具体询盘及答复的常用语句、信函书写要求及方法，会写出简短，切题的询盘及答复信函。教学内容及组织安排： In a specific Enquiry, he points out what products he wants.He may

41、 ask for catalogue ,a price list ,samples,or ask for an offer.Enquiries should be written concisely and clearly to the point.Through specific enquiry,the buyer can get the specific information on the specific products he wants to buy,including size,the color,and other specification.The reply to an e

42、nquiry should be prompt and courteous and cover all the information asked for.The Letter of Enquiries and Replies.1. General Enquiry and Reply2. Specific Enquiry and Reply The outline of enquiry Introduction State your purpose Explain what you want to Exact description or specification of product. M

43、ake clean of the terms of payment and the discount Give an optimistic and request on early replysample n. 样品、样本as per sample 按照样品 counter sample 回样、对等货样sample book 样品册 duplicate sample 复样shipping sample 装船样品 sample free of charge 免费样品sample post 样品邮寄 sample for reference 参考样品show a sample 展示样品 inspe

44、ct a sample 检查样品课 堂 教 学 方 案课题名称：Enquiry and Reply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+习题课教学方法与手段（讲授、讨论、指导、多媒体等）：讲授与讨论教学目的要求：掌握询盘及答复的常用语句、信函书写要求，能写出简单的询盘及答复信函。教学重点、难点：能书写简单的询盘及答复信函。教学内容及组织安排：Supplement:Some useful sentences onenquiries and raplies1. 对产品感兴趣(1)We are interested in your eletric heaters,pa

45、rticularly Model F.(2)We learn from ABCCompany that you are producing for export plastic tile flooring.(3)We understand you are manufactures of nuts and should like to receive your current catalogue.(4)Now we are particularly interested in importing sewing machines from your country.2. 如蒙报价寄样，不胜感激(1

46、)We will be pleased if you send us the lowest quotations for the following.(2)We shall be glad if you will send us your catalogue together with quotations.(3)We would appreciate it if you will let us know the prevailing price(现行价格)of the goods.(4)Please quote us your lowest price for(5)Please send u

47、s patterns and price of your(6)We are interested in and should be glad if you would send us your catalogue.3. 答复询盘(1)In reply to your inquiry of May 10, we are pleased to quote as follows.(2)As requested by you ,we are sending you your price list.(3)We confirm you fax of asking us to make you a firm

48、 offer for .(4)We are able to quote you very advantageous terms.4. 供不应求(1)The goods are in short supply.(2)The supply has run out.(3)We have no supply available at present.(4)No stock is available at present.(5)The goods are selling fast.(6)The goods are in high demand.5. 询价结束语(1)We hope we may hear

49、 from you very soon.(2)We look forward to the pleasure of receiving an order from you soon.(3)Our price list is enclosed and we hope it will be of use when you place an order.(4)Your immediate reply would be appreciated.课堂练习：Translate the following sentences into English.(1)请报你方最优惠的上海到岸价，包括我方3%佣金。(2

50、)如果你方价格有竞争力的话，我们打算订购30万码棉布。(3)为了方便你方了解我放的产品，我们立即航寄样品书两份。(4)为答复你方4月28日询价，随函寄去我方最新价目单以供参考。布置作业：Write a general enquiry asking for all the information you need 第 四 章 教学安排的说明章节题目：Quotations,Sales Letters,Firm Offers & Counter Offers学时分配：6课时本章教学目的与要求：了解报价，推销信函的种类。掌握报价，推销信函，发盘，还盘信函的书写形式和要求。掌握发盘及还盘的专业术语和常用

51、语句，能够正确书写简单的发盘和还盘信函。其 它：课 堂 教 学 方 案课题名称：Quotations,Offers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：了解报价，推销信函的种类，掌握报价，发盘信函书些形式和要求。教学重点、难点：掌握发盘信函的常用语句，正确书写其信函。教学内容及组织安排：Unit 4 Quotations,Sales Letters,Firm Offers & Counter Offers.Quotations A Quotations is a promise to supply g

52、oods on the terms stated. It,however,is not legally binding as a firm offer if the seller later decides not to sell.报价可以有不同的方式，比如可以给买方开个价供其参考；也可以给买方报虚盘，作为交易磋商的邀请；还可以给买方报实盘，作为签订合约的建议。在交易磋商的过程中往往虚实结合，反复洽商，知道双方对交易条件完全达成一致意见，交易即告成立。.Sales LettersThe sales letter is a form of advertising.It aims to sell

53、particular kinds of goods or services to selected types of customers.OffersOffers are made when a seller promises to sell goods at a stated price and within a stated period of time.An offer will include the following:(1)an expression of thanks for the enquiry,if any.(2)name of commdities,quality,qua

54、ntity,and specifications(3)details of prices,terms of payment,commissions or discounts,if any.(4)Packing and date of delivery.(5)the validity of the offer报盘（Firm Offer）是卖方按照一定的交易条件在约定的期限向买方出售某种商品的一种承诺。报盘一经对方接受，就具有法律效力，卖方不得随意撤回，报盘一般除了有完整的交易条件外，还有有效期。There are two kinds of offers:firm offer and non-fi

55、rm offer.The exporter often promises in a firm offer to supply certain quantity of goods at a fixed price within a stated period time.Other terms such as packing terms of payment must be definite as well.A non-firm offer is an offer with a reservation clause.Whether firm or non-firm,a good offer gives thanks first for the enquiry,and then details of quantity, quality,price,discount,payment,packing,time of shipment,validity and so on.At the end is an expression of hope for a favorable reply or an o