新外貿(mào)函電教案

1、邢 臺 學(xué) 院教 案 20 20 學(xué)年度第 二 學(xué)期課 程 名 稱 學(xué) 時 學(xué) 分 專 業(yè) 班 級 授 課 教 師 系 部 本 課 程 教 學(xué) 總 體 安 排課 程 名 稱：外貿(mào)函電課程性質(zhì)與類型：專業(yè)必修課總學(xué)時、學(xué)分：42學(xué)時、3學(xué)分教學(xué)目的與要求： 國際經(jīng)貿(mào)函電主要介紹外貿(mào)實務(wù)中各種英文信函、電傳及其它方式的寫作格式、專業(yè)術(shù)語和各種不同的表達(dá)方法，對外貿(mào)易各環(huán)節(jié)的具體做法，使學(xué)生在提高英語水平的同時，熟練掌握對外貿(mào)易業(yè)務(wù)中常用句型和表達(dá)技能，培養(yǎng)和提高他們的外貿(mào)業(yè)務(wù)工作能力。1、要將英文寫作和實際外貿(mào)業(yè)務(wù)相結(jié)合，貫徹理論聯(lián)系實際的原則。2、要把“學(xué)”和“用”結(jié)合起來。3、要及時補(bǔ)充新知識

2、，新內(nèi)容。教材及參考書目：1尹小瑩、楊潤輝.外貿(mào)英語函電.西安:西安交通大學(xué)出版社.2011年7月2鄭黎明.外貿(mào)函電.西安: 西安交通大學(xué)出版社.2011年6月3黃霜林.國際商務(wù)函電實用教程.武漢:武漢理工大學(xué)出版社.2006考核方式及成績計算方法：平時成績*70%+期末成績*30%=總成績課 程 教 學(xué) 日 歷課程名稱：外貿(mào)函電 授課學(xué)期：6周次章節(jié)及教學(xué)內(nèi)容累計學(xué)時一第一章 商務(wù)書信寫作的基礎(chǔ)知識第一節(jié) 格式第二節(jié) 商務(wù)書信的構(gòu)成2二第二章 建立貿(mào)易關(guān)系及信用調(diào)查練習(xí)6三第三章 詢價及回復(fù)一般詢價和回復(fù)8四第三章 詢價及回復(fù)具體詢價和回復(fù) 練習(xí)12五第四章 報價、推銷信、報盤及還盤第一節(jié)

3、報價、推銷信14六第二節(jié) 報盤、還盤擴(kuò)展相關(guān)常用語句練習(xí)18七第五章 訂單、接受和回絕第一節(jié) 訂單20八第二節(jié) 認(rèn)收、接受訂單的函、回絕練習(xí)24九第六章 售貨確認(rèn)書和購貨合同26十第七章 支付第一節(jié) 信用證30十一第七章 支付第二節(jié) 修改信用證擴(kuò)展相關(guān)常用語句、練習(xí)32十二第八章 裝運及保險第一節(jié) 裝運36十三第八章 裝運及保險第二節(jié) 保險 練習(xí)38十四第九章 申訴、索賠和理賠第一節(jié) 申訴42十五第九章 申訴、索賠和理賠第二節(jié) 索賠和理賠 練習(xí)44十六第十章 傳真及電子郵件考前復(fù)習(xí)48第 一 章 教學(xué)安排的說明章節(jié)題目：Basic Knowledge of Business Letter Wr

4、iting學(xué)時分配：2學(xué)時本章教學(xué)目的與要求：了解國際經(jīng)貿(mào)函電課程的學(xué)習(xí)內(nèi)容方法等，了解國際商務(wù)書信的格式，4種常用格式：齊頭式、混合式、改良式、簡化式；掌握商務(wù)書信的構(gòu)成部分；了解英文商務(wù)書信的寫信原則。其 它：課 堂 教 學(xué) 方 案課題名稱：Basic Knowledge of Business Letter Writing授課時數(shù)：2課時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課教學(xué)方法與手段（講授、討論、指導(dǎo)、多媒體等）：講授教學(xué)目的要求：了解國際商務(wù)書信的格式；掌握商務(wù)書信的構(gòu)成部分；了解英文商務(wù)書信的寫信原則。教學(xué)重點、難點：商務(wù)書信的構(gòu)成部分教學(xué)內(nèi)容及組織安排：Unit

5、 1 Basic Knowledge of Business Letter WritingForm and Structure of Business Letters1. Form(1) Full block form 齊頭式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 sender'

6、s address is typed in the up-middle part. The receiver's 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 , excep

7、t the date , complimentary close and signature.(4) Simplified form 簡化式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 信頭b. Reference and date 編號和日期c. Inside name and ad

8、dress 封內(nèi)地址d. Attention line 經(jīng)辦人e. Salutation 稱呼f. Subject line 事由g. Body 信文h. Complimentary close 結(jié)尾敬語i. Signature 簽署j. Enclosure 附件k. Carbon copy notation 抄送l. Postscript 附言(2) The ways of writing partsa. Letterhead 信頭Letterhead includes the sender's name, postal address, telephone number, tele

9、x number and E-mail address, etc. Usually letterhead is printed in the up-center or at the left margin of a letter.b.Reference and date 編號和日期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 initial

10、s of the signer 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 封內(nèi)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

11、 envelope.d.Attention line 經(jīng)辦人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 稱呼Salutation is the complimentary greeting with which the writer opens his letter.Its from depends on the writers relationsh

12、ip with the receiver. 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 w

13、riters idea,opinion 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 結(jié)尾敬語Complimentary close is merely a polite way of ending

14、 a letter.It is in keeping with the salutation.i.Signature 簽署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 n

15、otation 抄送When 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 or

16、dinarily have 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 好的商業(yè)書信應(yīng)該是易讀易懂，友好的，客氣的，寫作商業(yè)書信時，需注意遵守一下原則：Completeness 完整 Conciseness 簡潔Consideration 體諒 Concreteness 具體Courtesy 禮

17、貌 Correctness 正確Clearness 清楚擴(kuò)展內(nèi)容：適用寫信和貿(mào)易會話的常用詞語表達(dá)句型。貴函：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 教學(xué)安排的說明章節(jié)題目：Establishing Business Relations & Inquiring Credit Reference學(xué)時分配：4學(xué)時本章教學(xué)

18、目的與要求：了解建立貿(mào)易關(guān)系的常用語句，理解信中應(yīng)包括的內(nèi)容，掌握有關(guān)建立貿(mào)易關(guān)系的常用語句，能書寫一般性的建立業(yè)務(wù)關(guān)系的信件。其 它：課 堂 教 學(xué) 方 案課題名稱：Establishing Business Relations & Inquiring Credit Reference授課時數(shù)：2學(xué)時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課教學(xué)方法與手段（講授、討論、指導(dǎo)、多媒體等）：講授與討論教學(xué)目的要求：了解建立貿(mào)易關(guān)系的常用語句，掌握專業(yè)術(shù)語和建立貿(mào)易關(guān)系信函的常用語句教學(xué)重點、難點：掌握有關(guān)建立貿(mào)易關(guān)系的常用語句，熟悉掌握建立貿(mào)易關(guān)系信函的常用書寫步驟，能寫一般性

19、的建立業(yè)務(wù)關(guān)系的信函。教學(xué)內(nèi)容及組織安排：Unit 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 sour

20、ce of his information (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 exp

21、ectation of cooperation 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. Manufact

22、urer Writes to ImporterIt 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 firs

23、t impression will count 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 wi

24、th new potential customers.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課 堂 教 學(xué) 方 案課題名稱：Inquiring Credit Reference授課時數(shù)：2課時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課+習(xí)題課教學(xué)方法

25、與手段（講授、討論、指導(dǎo)、多媒體等）：講授與討論教學(xué)目的要求：了解回復(fù)信函及信用調(diào)查信函應(yīng)包括的內(nèi)容，掌握有關(guān)建立貿(mào)易關(guān)系的常用語句，能書寫一般性的建立貿(mào)易關(guān)系的信函。教學(xué)重點、難點：掌握有關(guān)建立貿(mào)易關(guān)系的常用語句，能書寫一般性的建立貿(mào)易關(guān)系的信函。教學(xué)內(nèi)容及組織安排：6、 Letter Referring to a Bank Reference7、 Reply to the AboveSupplement:Some useful sentences on establishing business relations1.從何處得知對方(1)We are your name and your

26、address to who has informed 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 na

27、me and address of your firm.(6)We learn fromthat your firm specialize in,and would like to establish business relations with you.2.怎樣介紹自己(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

28、firm in (4)We have the 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

29、the best sources of supply of these materials.3.表達(dá)寫信意思(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

30、 between us.(4)The purpose 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.要求寄目錄/價格單/樣品(1)Would you please give us a complete set of your latest catalogues?(2)We are sending you our catalogues.(3)Would

31、you please leave me your 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.信用查詢(1)Our bankers are the Bank of They can prvide you information abo

32、ut our business and finances.(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 cre

33、dit stands.6.期望對方早日答復(fù)(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 poss

34、ible.課堂練習(xí)及書上課后練習(xí)1、2Translate the following sentences into English (1) 我們從貴國駐中國大使館商務(wù)處得知這一消息.(2) 得知貴公司專門經(jīng)營輕工業(yè)產(chǎn)品,我們愿意與貴公司建立業(yè)務(wù)關(guān)系.(3) 我們是此地最大的電器進(jìn)口商之一,愿意與你們建立業(yè)務(wù)關(guān)系.(4) 我們從你方刊登在中國商人上的廣告中熟悉你們專門出口各種家用電器產(chǎn)品布置作業(yè)：書上第二單元課后練習(xí)3、4，練習(xí)書寫建立貿(mào)易關(guān)系的信函第 三 章 教學(xué)安排的說明章節(jié)題目：Enquiries and Replies學(xué)時分配：6學(xué)時本章教學(xué)目的與要求：了解詢盤的種類，理解一般詢盤和具體

35、詢盤的內(nèi)容與區(qū)別。掌握有關(guān)詢盤及答復(fù)的語句，信函書寫要求。能寫出簡短，清楚，切題的詢盤和答復(fù)信函。其 它：課 堂 教 學(xué) 方 案課題名稱：General Enquiry and Reply授課時數(shù)：2課時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課教學(xué)方法與手段（講授、討論、指導(dǎo)、多媒體等）：講授教學(xué)目的要求：了解一般詢盤和回復(fù)信函，掌握一般詢盤及答復(fù)的常用語句、信函書寫要求，能寫出簡短、清楚詢盤、答復(fù)信函。教學(xué)重點、難點：掌握一般詢盤及答復(fù)的常用語句、信函書寫要求及方法，會寫出簡短，切題的詢盤及答復(fù)信函。教學(xué)內(nèi)容及組織安排：Unit 3 Enquiries and RepliesIn

36、 a General Enquiry,a businessman 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 product

37、s.Through enquiry,the 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 p

38、rovides the first step 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 詢價、詢盤make(send/give) sb. an enquiry for sth.向某人詢盤某種商品

39、make an enquiry about sth.詢問某種商品的價格enquire=inquire詢價、詢盤inquire about對 .詢價make an inquiry發(fā)出詢盤2、 quotation n.報價、行情quotation table/list 價目表exchange rate quotation 外匯行情discount quotation 貼現(xiàn)行情market quotation 市場行情give(send/make)sb. a quotation for sth. 報給某人某種商品的價格quote vt.報價、開價quote favourable terms 報優(yōu)惠價

40、quote sb. a price for sth. 向某人就某種商品報價課 堂 教 學(xué) 方 案課題名稱：Specific Enquiry and Reply授課時數(shù)：2課時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課教學(xué)方法與手段（講授、討論、指導(dǎo)、多媒體等）：講授教學(xué)目的要求：了解具體詢盤和回復(fù)信函，掌握具體詢盤及答復(fù)的常用語句、信函書寫要求，能寫出簡短、清楚詢盤、答復(fù)信函。教學(xué)重點、難點：掌握具體詢盤及答復(fù)的常用語句、信函書寫要求及方法，會寫出簡短，切題的詢盤及答復(fù)信函。教學(xué)內(nèi)容及組織安排： In a specific Enquiry, he points out what pr

41、oducts he wants.He may 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 specifica

42、tion.The reply to an enquiry 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 speci

43、fication of product. Make clean of the terms of payment and the discount Give an optimistic and request on early replysample n. 樣品、樣本as per sample 按照樣品 counter sample 回樣、對等貨樣sample book 樣品冊 duplicate sample 復(fù)樣shipping sample 裝船樣品 sample free of charge 免費樣品sample post 樣品郵寄 sample for reference 參考樣品sh

44、ow a sample 展示樣品 inspect a sample 檢查樣品課 堂 教 學(xué) 方 案課題名稱：Enquiry and Reply授課時數(shù)：2課時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課+習(xí)題課教學(xué)方法與手段（講授、討論、指導(dǎo)、多媒體等）：講授與討論教學(xué)目的要求：掌握詢盤及答復(fù)的常用語句、信函書寫要求，能寫出簡單的詢盤及答復(fù)信函。教學(xué)重點、難點：能書寫簡單的詢盤及答復(fù)信函。教學(xué)內(nèi)容及組織安排：Supplement:Some useful sentences onenquiries and raplies1. 對產(chǎn)品感興趣(1)We are interested in y

45、our eletric heaters,particularly 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 co

46、untry.2. 如蒙報價寄樣，不勝感激(1)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(現(xiàn)行價格)of the goods.(4)Please quote us your lowest pri

47、ce for(5)Please send us patterns and price of your(6)We are interested in and should be glad if you would send us your catalogue.3. 答復(fù)詢盤(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

48、 us to make you a firm offer for .(4)We are able to quote you very advantageous terms.4. 供不應(yīng)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. 詢價結(jié)束語

49、(1)We hope we may hear 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.課堂練習(xí)：Translate the following sentences into English.(1)請報你

50、方最優(yōu)惠的上海到岸價，包括我方3%傭金。(2)如果你方價格有競爭力的話，我們打算訂購30萬碼棉布。(3)為了方便你方了解我放的產(chǎn)品，我們立即航寄樣品書兩份。(4)為答復(fù)你方4月28日詢價，隨函寄去我方最新價目單以供參考。布置作業(yè)：Write a general enquiry asking for all the information you need 第 四 章 教學(xué)安排的說明章節(jié)題目：Quotations,Sales Letters,Firm Offers & Counter Offers學(xué)時分配：6課時本章教學(xué)目的與要求：了解報價，推銷信函的種類。掌握報價，推銷信函，發(fā)盤，還盤

51、信函的書寫形式和要求。掌握發(fā)盤及還盤的專業(yè)術(shù)語和常用語句，能夠正確書寫簡單的發(fā)盤和還盤信函。其 它：課 堂 教 學(xué) 方 案課題名稱：Quotations,Offers授課時數(shù)：2課時授課類型（理論課、實驗課、技法課、習(xí)題課等）：理論課教學(xué)方法與手段（講授、討論、指導(dǎo)、多媒體等）：講授教學(xué)目的要求：了解報價，推銷信函的種類，掌握報價，發(fā)盤信函書些形式和要求。教學(xué)重點、難點：掌握發(fā)盤信函的常用語句，正確書寫其信函。教學(xué)內(nèi)容及組織安排：Unit 4 Quotations,Sales Letters,Firm Offers & Counter Offers.Quotations A Quota

52、tions is a promise to supply goods on the terms stated. It,however,is not legally binding as a firm offer if the seller later decides not to sell.報價可以有不同的方式，比如可以給買方開個價供其參考；也可以給買方報虛盤，作為交易磋商的邀請；還可以給買方報實盤，作為簽訂合約的建議。在交易磋商的過程中往往虛實結(jié)合，反復(fù)洽商，知道雙方對交易條件完全達(dá)成一致意見，交易即告成立。.Sales LettersThe sales letter is a form o

53、f advertising.It aims to sell 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)

54、name of commdities,quality,quantity,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報盤（Firm Offer）是賣方按照一定的交易條件在約定的期限向買方出售某種商品的一種承諾。報盤一經(jīng)對方接受，就具有法律效力，賣方不得隨意撤回，報盤一般除了有完整的交易條件外，還有有效期。There are two kinds o

55、f offers:firm offer and non-firm 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