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天津理工大学
本科教学教案 2013 ——2014 学年第一学期
教师姓名：原永康
所在单位：外国语学院
课程名称：外贸函电
天津理工大学教务处制
a. .. .
天津理工大学本科教学教案
注：表中（）选项请打“√”【首页】
教学内容：外贸函电写作的基本原则
教学背景：本次课为外贸函电写作课程的第一次课，主要介绍外贸函电写作的基本原则，为后续的函电教学打下良好基础。
教学目标：介绍并灵活运用外贸函电写作的7C原则
教学思路：结合多媒体技术，通过举例和运用案例对7个原则进行讲解，以加强对知识点的理解和认识。
重点：consideration（体谅原则）；concreteness(正确原则)
难点：如何在实践中使用商务函电写作7C准则
时间分配：讲解20分钟
练习与讲解：25分钟
课后反思：
Principles of Business Letter Writing
In business letter writing, there are seven principles,namely the 7C principles, for the writer to follow.
(1)Consideration
Consideration emphasizes You-attitude rather than We-attitude. When writing a letter, keep the reader’s request, needs, desires, as well as his feeling in mind.
The following points are necessary for writing a letter to embody consideration:
a.You-attitude
b. Focus on the positive approach
(2)Correctness
Correctness refers not only to correct usage for grammar, punctuation and spelling, but also to standard language, proper statement, accurate figure as well as the correct understanding of commercial jargons.
Grammar mistakes
22th, June,2014 *
Our competitors` prices are 2%-3% lower than us (ours).
Accurate numbers
the sample.
(3) Completeness
A business letter should include all the necessary information. It is essential to check the message carefully before it is sent out.
The following points should be kept in mind:
⊿Why do you write the letter?
⊿What are the facts supporting the reason?
⊿Have you answered the question asked?
⊿Have you discussed all the matters?
(4) Concreteness
Make the message specific, definite and vivid.
Compare:
Rewriting:
According to your letter of
(5) Conciseness
That is using concise sentence and fewest words, without losing completeness and courtesy, to explain the meaning of a letter clearly.
The following are the methods of making a letter concise:
Avoid using wordy expressions:
Wordy :There are three factors which limit the contract.
Concise:Three factors limit the contract.
Wordy: We wish to acknowledge receipt of your letter...
Concise: We appreciate your letter...
Express what you said in a short and pithy way
①We wrote a letter. ②It was addressed to Mr. Henry.③He is the sales manager.
Rewriting:We wrote a letter to Mr. Henry, the sales manager.
at this time now
due to the fact that because
(6) Clarity
The writer must try to express his meaning clearly so that the reader will understand it well.
To achieve this, he should try to avoid using the words which have different understanding or unclear meaning.
E.g. He had a sample in his office which he was proud of.
The relative pronoun “which” may refer to “his office” or “a sample”. The reader will feel puzzled about the meaning.
Rewriting:
He was proud of the sample in his office.
For another example:
In this sentence, “he” and “his” will also make the reader confused. And it can be rewritten as:
Mr. Smith told Mr. Hilton that he (the former) had agreed to be Mr. Hilton’s (the latter’s) reference.
(7) Courtesy
Courtesy is not mere politeness. It stems from a sincere You-attitude.
We received your letter of June 18,2014this morning .
Your letter of June 18,2014 arrived this morning
Thank you for your letter of June 18,2014.
We demand prompt shipment from you.
We request prompt shipment from you.
Date：Name:
Assignment 1：Improve the following sentences in line with the seven principles of business letter writing.
1.Your company has been introduced to us by an advertisement in a certain magazine.
2.We ask you to send us your product catalogue for all kinds of goods being handled by your corporation for reference with our buyers.
3.You require all the items. We can supply them from stock. You are assure of our best attention paid to your order.
4.If the trial shipment can arrive us by the half of October, and if the result of the quality is satisfactory, further orders will be sent to you by us.
5.We have received your fax of October 22, thanks, being informed of your quotations for your present rate for All Risks, now we want to insure to you the consignment as follows.
6.If you want to ship the goods in container, we can do it with pleasure. In case of your not wanting so, we shall use our original packing to ship the goods.
Keys to the assignment:
1.We have learned your name and address from your advertisement in Business World (September 5).
2.Please send us a catalogue for all your products with detailed specifications for our buyers` reference.
3.All your required items can be supplied from stock, and we can assure you of our best attention to you order.
4.If the trial shipment can reach us by mid-October, and the quality turns out to be satisfactory, we shall send you further orders.
5.Thank you for your fax of October, quoting us your present rate for All Risks. Now we wish to insure with you the following consignment.
6. If you want to have the goods shipped in containers, we shall be pleased to comply. If not, we shall ship the goods in our customary packing.
Date：Name：
Assignment 1：Improve the following sentences in line with the seven principles of business letter writing.
1. Your company has been introduced to us by an advertisement in a certain magazine.
2. We ask you to send us your product catalogue for all kinds of goods being handled by your corporation for reference with our buyers.
3. You require all the items. We can supply them from stock. You are assure of our best attention paid to your order.
4. If the trial shipment can arrive us by the half of October, and if the result of the quality is satisfactory, further orders will be sent to you by us.
5. We have received your fax of October 22, thanks, being informed of your quotations for your present rate for All Risks, now we want to insure to you the consignment as follows.
6.If you want to ship the goods in container, we can do it with pleasure. In case of your not wanting so, we shall use our original packing to ship the goods.
《英文外贸函电》教案 西安外国语大学高职部 教案专用页 内容（标题）UNIT TWO LETTERS OF ESTABLISHING BUSINESS RELATIONS 课 课 时 2 教学目的和要求 The establishment of business relations is one of the important undertakings in the field of foreign trade. The aim of this unit is to make students understand how to establish new business relations and keep old ones. 重点难点及其处理1. Techniques in our enquiry; 2. Points must be observed in the replies to the enquiry; 3. Positivity, neutrality and conditionality; 4. Positive Sandwich Principle. 教 学 方 法 案例教学、小组讨论 参考文献 【1】樊红霞、汪奠才主编：英文外贸函电，外语和教学研究出版社，2007年9月第1版。 【2】尹小莹、杨润辉编著：外贸英语函电，西安交通大学出版社，2008年6月第4版。 【3】刘志伟主编：国际商务函电及沟通，对外经济贸易大学出版社，2005年8月北京第1版。 课外作业及要求 1. Exercises VII. On P.40. 2. Translate the following sentences into English. 1) 我公司是该地区电子产品的主要进口商之一。我们借此机会和贵方接洽，希望和贵方建立贸易关系。 2）我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。 3）承蒙我国驻北京大使馆商务参赞介绍，得悉贵公司名址。 4）有关我方资信状况，请向中国银行上海分行查询。
2002 年4 月全国高教自考外贸函电试题 一、单项选择题(本大题共20 小题，每小题1 分，共20 分)在每小题列出的四个选项中只有 一个选项是符合题目要求的，请将正确选项前的字母填在题后的括号内。 1. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to packing.( ) A. inferior B. superior C. faulty D. mistake 2. We trust you will do your best to have this matter right away.( ) A. settle B. to settle C. settling D. settled 3. By joint efforts we can both friendship and business.( ) A. increase B .promoted C .expand D. extend 4. We you for the special offer you send us.( ) A. thank B. appreciate C. be grateful D. beindebted 5. We are looking forward to your L/C for Order No 123.( ) A .receive B. receiveing C. be received D. be receiving 6. This is our best price, which we have concluded many orders with other buyers in your city.( ) A. on B. for C. by D. at 7. As it involves only a small , we hope you will have no difficulty on promotion.( ) A. quality B .figure C. quantity D. number
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
第一章教学安排的说明 章节题目：Basic Knowledge of Business Letter Writing 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： Unit 1 Basic Knowledge of Business Letter Writing Form and Structure of Business Letters 1. 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 sender'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 , except the date , 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.
2002年4月全国高教自考外贸函电试题 一、单项选择题(本大题共20小题，每小题1分，共20分)在每小题列出的四个选项中只有一个选项是符合题目要求的，请将正确选项前的字母填在题后的括号内。 1. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to _____ packing.( ) A. inferior B. superior C. faulty D. mistake 2. We trust you will do your best to have this matter _____ right away.( ) A. settle B. to settle C. settling D. settled 3. By joint efforts we can _____ both friendship and business.( ) A. increase B .promoted C .expand D. extend 4. We _____ you for the special offer you send us.( ) A. thank B. appreciate C. be grateful D. beindebted 5. We are looking forward to _____ your L/C for Order No 123.( ) A .receive B. receiveing C. be received D. be receiving 6. This is our best price, _____ which we have concluded many orders with other buyers in your city.( ) A. on B. for C. by D. at 7. As it involves only a small _____, we hope you will have no
《外贸函电》课程教学标准 课程代码： 5502B102 学制：三年 教学时数： 72 商务英语教研室 2010 年 11 月
《外贸函电》课程标准 课程代码： 5502B102 课程性质：专业核心课 教学时数：72学时 学分： 4 一、课程概述 （一）课程性质 外贸函电是商务英语专业和应用英语专业的一门专业核心课程。本课程旨在使学生掌握熟练运用外贸英语函电撰写的基本技能，是一门实践操作性很强的专业核心课程。 （二）课程面向与任务 培养能够适应生产、建设、服务、管理第一线所需要的具有一定英语写作水平，在商务和经贸等活动中能比较熟练地使用英语工具进行应用文写作的技能性人才，如外贸跟单员、外贸业务员、外贸物流员、外贸文员、报关员等专业性人才。 （三）主要教学方法 1．教学方法 （1）案例教学法 案例教学法是《外贸函电》的主要教学方法之一。它取材于真实的经营环境，训练学生对函电语气的判断能力和实际处理问题的能力。能让学生从知识的被动接收者转变为主动参与者和积极探索者，在发挥教师主导作用的同时，充分发挥学生的主体作用。 （2）模拟教学法 它是采用“国际贸易仿真模拟教学实训室”模拟软件，学生在电脑上根据老师提出的要求，写出相应的回复函电，使学生产生身临其境的感觉，激发学习兴趣。 2.教学手段 （1）多媒体教学 所有课程都制作和引进了多媒体（含动画）演示课件，将原来抽象、复杂的内容用生动的图像和动画表现出来，使学生可以更直观地理解，激发学生学习兴趣。
（2）网络教学 教学大纲、教案、习题、实验指导、参考资料、教学录像等内容全部上网，并向学生免费开放，通过网络化的教学方式（网络课件、网上答疑、网上提交作业、视频点播），学生可以在课外自主学习。 二、课程目标 （一）总体目标 《外贸函电》实践课程的课程目标在于通过本课程的学习，在学生充分利用已经掌握的英语基础知识的前提下，学习如何运用写作的语言特色和方法，融会贯通外贸专业知识，培养具有良好商务英语写作能力，熟练掌握国际贸易知识，并能在实际外贸工作中熟练操作。 （二）具体目标 1．知识目标 （1）初步掌握1000个左右商务函电常用词汇。 （2）了解商务函电常用短语、术语、习惯用语和习惯表达方法。 （3）掌握函电写作的基本格式和套用句型。 2．能力目标 （1）能正确理解外商来函并译成通顺，具有专业特点的汉语。 (2) 能用正确的格式和语言文字撰写各业务环节的简单英语信函。 （3）能正确理解、翻译和填制一般的英文合同和协议。 3．素质目标 （1）能正确贯彻实行我国对外贸易政策。 （2）具有开拓创新的精神和良好的职业道德。 （三）与其它课程的联系 前修课程有《综合英语》、《英语视听说》、《国际贸易实务》等，为《外贸函电》课程的学习打好基础；后续课程有《英语翻译技巧》、《剑桥商务英语》等。这些课程由易至难，由基础知识到专业技能，以培养和提高学生的英语语言能力为最终目的。在教学过程中，要注意本课程与相关课程的衔接、配合与分工。
外贸函电写作技巧与规范 This is an english writing howto I copied from somewhere (name withheld) some time ago. hopefully you'll find it helpful too. 日常要处理许多信件电邮,因而运用英语上不得不留神,以下有一些个人意见,也参考了一些书本,希望大家有所得益。 外贸函电写作技巧之一 A. 文法上 1. 切忌主客不分或模糊. 例子: Deciding to rescind the earlier estimate, our report was updated to include $40,000 for new equipment.” 应改为Deciding to rescind our earlier estimate, we have updated our report to include $40,000 for new equipment. (We决定呀, 不是report.) 2.句子不要凌碎. 例子: He decided not to audit the last ten contracts. Because of our previous objections about compliance. 应该连在一起. 3.结构对称,令人容易理解. 例子: The owner questioned the occupant's lease intentions and the fact that the contract had been altered with ink markings. 应改为: The owner questioned the occupant's lease intentions and ink alterations of the contract. 4.单众数不要搞乱,不然会好刺眼,看不舒服. 例如: An authorized person must show that they have security clearance. 5.动词主词要呼应. 想想这两个分别: 1.This is one of the public-relations functions that is underbudgeted. 2. This is one of the public-relations functions, which are underbudgeted. 6.时态和语气不要转变太多.看商务英语已经是苦事,不要浪费人家的精力啊. 7.标点要准确. 例如: He did not make repairs, however, he continued to monitor the equipment. 改为: He did not make repairs; however, he continued to monitor the equipment. 8.选词正确. 好像affect和effect, operative和operational等等就要弄清楚才好用啦.
浙江省2018年7月高等教育自学考试 外贸函电试题 课程代码：00094 一、单项选择题(在每小题的四个备选答案中，选出一个正确答案，并将正确答案的序号填 在题干的括号内。每小题1分，共20分) 1. ( ) the delay on the part of the suppliers, we must ask you to extend the date of shipment from July 11th to August 12th. A. Owing to B. According to C. In order to D. So as to 2. The buyer made a bid ( ) $600 per ton for peanut meat. A. in B. at C. for D. with 3. So far we ( ) business relations with the firms in more than one hundred countries in the world. A. are established B. have established C. had established D. shall establish 4. ( ) the goods under Contract No.1986 are ready for shipment, please rush your L/C with the least possible delay. A. If B. Unless C. Although D. As 5. Under separate cover, we have already sent you samples of ( ) sizes of shoes. A. varying B. various C. variable D. variant 6. We shall be glad to send you the necessary information about our machine tools on ( ). A. reply B. order C. request D. call 7. We wish to ( ) that this is the best price we can quote, and therefore any counteroffer from you cannot be considered. A. point at B. point to C. point of D. point out 8. We find your price is rather on the high side. We wonder ( ) you can do better in the near future. A. if B. why C. what D. as 9. All the cases are strongly packed ____compliance _____ your request.( ) A. for...with B. in...with C. for...in D. in...for 10. Please ( ) that the letters of credit are established with the least possible delay. A. see to them B. see them C. see it D. see 11. Can you offer us machine tools with the following ( ). A. informations B. messages
外贸英语函电课教案 学期：2008-2009学年 学时：40 系（部）：外国语学院 教研室：专业英语教研室 授课教师：安然 教学目的：本课程是英语（水产贸易英语）专业的核心课程。通过本课程的学习，熟悉翻译和写作外贸业务中各类书信，掌握外贸业务中英语术语、缩略语、惯用句型和表达方法。 教学手段：教师授课和互动式教学结合， 教学方法：复习，导入，教师讲解，学生练习
English Business Correspondence教案 章节：Preface 2课时 教学目的：掌握商务沟通的基本原则及英文书信的写作格式 教学任务：Part One: Principles of Good Communication The Structure of Business Letters The forms of business letters Addressing an envelope 重点、难点： 1.The Three Features f Business Communication 2．The Basic Principles of Business Letter Writing 3．The three forms 4．The principles of addressing envelopes 教学内容提要： The Three Features: 1.It has its own special language style and words. 2.It is full of business termination, abbreviations and abbreviated phrases. 3.It has close connections with international business practice. The 7 c’s: consideration courtesy clarit y conciseness concreteness
商务英语信函写作技巧 导语：商务英语的实用性很强，外商在这方面不能随意，要有着严 格的规范。下面是商务英语信函写作技巧，欢迎参考。 1、外贸工作中商务英语信函的写作技巧 商务信函写作能力直接影响到买家对GS 的评估,给客户的每一份 信函、邮件或者传真,都代表着GS 的形象,显示GS 的水平和实力。同 时,也可以用这种方式来评估和了解买家。商务信函写作决定了是否以 专业的方式跟买家进行有效的沟通,在业务往来中占据着举足轻重的地 位。因此，商务信函的写作技巧是国际商务人员必须掌握的一门重要功课。 一封商务信函通常由信头(Letterhead)、信函编号(Reference Number)、日期(Date)、信内地址(Inside Address)、请某人注意行(Attention)、称呼(Salutation )、主题(Subject)、正文(Body of theletter)、结尾敬辞(Complimentary Close)、签名(Signature)、附件(Enclosure)、抄送(Carbon Copy Notation)和附言(Postscript)组成。其中信头、日期、信内地址、称呼、正文、结尾敬辞和签名是不可缺少的组成部分，其他部 分可根据GS 习惯和信函具体内容有所增减。因此要符合上述交流的要求,并且树立起专业,以顾客为本和思维清晰的形象,要注意如下一些问 题。 1.1 读者 了解读者是成功的关键。无论任何交流(无论是文书的还是口头 的交流)的首要原则便是了解听众,一切都围绕着这一原则进行。 1.2 遣词 简单的词效果是最好的。阅读理解研究的结果显示,如果文章的 难度稍稍低于人们通常的理解水平,那他们理解起来就会更快。在生意
外贸函电自考试卷答案
全国4月高等教育自学考试 外贸函电试题 课程代码：00094 请将答案填在答题纸相应的位置上 一、单项选择题(本大题共20小题，每小题1分，共20分) 在每小题列出的四个备选项中只有一个是符合题目要求的,请将其代码填写在答题纸相应的位置上。错选、多选或未选均无分。 1. We __________ your quoting us your competitive prices on a CIF basis for the following. A．appreciate B．are appreciated C．appreciate it D．Will be appreciated 2. Under the __________, it is impossible to decline our price again. A．circumstance B．circumstances C．case D．Cases 3. Please see to __________ that goods should be delivered in 3 equal lots. A．us B．it C．the L/C D．them
4.We regret having to remind you that 20% of the freight is still ______ ____. A．owned B．owning C．standing D．Outstanding adj. 优秀的, 突出的, 未支付的, 未完成 5. Marketing is __________,we have received a crowd of enquires from o ur customers. A．declining B．advancing C．weak D．Going 6. Through our joint efforts, we have successfully concluded a __________ with your company. A．business B．order C．trade D．deal 7. The __________ creates a power of acceptance, permitting the offer by accepting the offer to transform the offeror’s promise into a contractual o bligation. A．free offer B．firm offer
商务英语写作 商务英语信函范例：教你学写邀请与答复信 函 invitation and reply dear mr. / ms, we should like to invite your corporation to attend the 2000 international fair which will be held from august 29 to september 4 at the above address. full details on the fair will be sent in a week. we look forward to hearing from you soon, and hope that you will be able to attend. yours faithfully 尊敬的先生/小姐， 在上述地址，我们想请贵公司参加于八月二十九日到九月四日举办的2000国际商品交易会，关于交易会的详情我们一周内将寄给你。希望不久能收到你的来信，并能来参加。 您诚挚的
肯定答复 dear mr. / ms, thank you for your letter of june 28 inviting our corporation to participate in the 2000 international fair. we are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
. . . . . . 天津理工大学 本科教学教案 2013 ——2014 学年第一学期 教师姓名：原永康 所在单位：外国语学院 课程名称：外贸函电 天津理工大学教务处制 a. .. .
天津理工大学本科教学教案 注：表中（）选项请打“√”【首页】
教学内容：外贸函电写作的基本原则 教学背景：本次课为外贸函电写作课程的第一次课，主要介绍外贸函电写作的基本原则，为后续的函电教学打下良好基础。 教学目标：介绍并灵活运用外贸函电写作的7C原则 教学思路：结合多媒体技术，通过举例和运用案例对7个原则进行讲解，以加强对知识点的理解和认识。 重点：consideration（体谅原则）；concreteness(正确原则) 难点：如何在实践中使用商务函电写作7C准则 时间分配：讲解20分钟 练习与讲解：25分钟 课后反思：
Principles of Business Letter Writing In business letter writing, there are seven principles,namely the 7C principles, for the writer to follow. (1)Consideration Consideration emphasizes You-attitude rather than We-attitude. When writing a letter, keep the reader’s request, needs, desires, as well as his feeling in mind. The following points are necessary for writing a letter to embody consideration: a.You-attitude b. Focus on the positive approach (2)Correctness Correctness refers not only to correct usage for grammar, punctuation and spelling, but also to standard language, proper statement, accurate figure as well as the correct understanding of commercial jargons. Grammar mistakes 22th, June,2014 * Our competitors` prices are 2%-3% lower than us (ours).
外贸英语函电书写格式要求 各位读友大家好，此文档由网络收集而来，欢迎您下载，谢谢 篇一：外贸英语函电写作技巧 外贸英语函电写作技巧 英文信函的信头也称信端，其内容包括发件公司的名称、标志、通信地址、电话号码、传真号、电子邮箱等。书写信头的目的是为了方便收件人了解信函来自何处，并为回复提供联系方式。 很多公司都会印制带信头的信纸。一般来说，人们喜欢将简单的信头放在信纸上端居中，将复杂的信头放在信纸的右侧或上下两端。在使用这种信纸打印信函时，一定要注意为信头留出足够的空间。 对于私人商务信函，如求职信等，信头通常写在信纸的右上方。 如果信函的长度超过两页，那么从第2页开始就不再需要信头了，只需写
上页码、收件人姓名及日期。 英文地址的书写和中文地址的书写有很大区别，应遵循从小到大的原则。特别值得注意的是，地址中的标点符号需正确使用。当前的习惯做法是，行末一般不加标点符号，但行中间该加标点的地方，还是不应省略。门牌号码与街道名称之间不加标点，但是在城市与国家名称之间必须用逗号分开。 英文商务信函中称呼的书写有讲究 在英文信函书写中称呼是对收信人的尊称语。一般位于信内地址下方空一行；有Attention时也一样，位于Attention 下面空一行。称呼后面一般用逗号（英式），也可以用冒号（美式）。 如果信是写给公司的，并没有直接的联系人，称呼应为：“Dear Sirs,”（英式）或“Gentlemen:”（美式）。在不能确定收信人性别的情况下，还可以使用To Whom It May Concern或Dear Madam or Sir。不过这两种称呼应尽量避免使用，因为人们觉得它们不能显示足够的友
一、外贸函电的写作要领：completeness（完整）、concreteness（具体）、clarity（清楚）、conciseness（简洁）、courtesy （礼貌）、consideration（体谅）以及correctness（正确）。 二、信息可以分为四大类：肯定信息（positive message）、中性信息（neutral message）、否定信息（negative message， 也称负面信息）和说服信息（persuasive message）. 三、布局可以分为平铺直叙法（Direct Plan or Approach）和曲折迂回法（Indirect Plan or Indirect Approach）。 四、书信的组成部分 （必备部分）（可选部分） 1.信头（The Heading）8、事由( The Subject Heading Or Caption) 2.日期（Date Line）9、经办人（Attention line） 3.封内地址（The Inside Address）10、附件（The Enclosure）简写Encl. or Enc. 4.称呼（The Salutation）11、抄送（Carbon Copy）简写C.C. 5.信的正文（The Body of the Letter）12、再启（The Postscript）简写P.S. 6.结束语（The Complimentary Close） 7.签名（The Signature） 五、打信格式 1.缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正文，每一段的开始一 行都缩进若干格（一般与称呼末一字母取齐）。 2.平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。平头式各段之间要用double space 以示分段。 3.混合式：封内地址和称呼采用平头式（从左边的空白边缘打起），其他部分采用缩行式，两种格式的混合采 用所以称之为混合式。 八、撰写询函的理由通常包括： （1）获取信息（如价格和技术数据） （2）获得印刷品（如商品目录本、说明书、公司介绍等） （3）索取样品 （4）取得帮助（如得到特别允许，帮助或建议等） 九、询函的回复分几种情况，有肯定的答复，有否定的答复，也有部分肯定、部分否定的答复。如果答复是肯定的，则采用平铺直叙的结构，答复开门见山，先说最紧要的。如果答复是否定的，或者是部分肯定，部分否定，回复九要采用曲折迂回的布局。在部分否定的答复中，肯定的那一部分内容正好可以充当缓冲垫。 十、报盘（Offer）又称发盘。卖方的Offer称为Selling Offer，Offer to sell。买方的Offer，称为Buying Offer，Offer to buy 或Bid。 十一、报盘有实盘（Firm Offer）和虚盘（Non-firm Offer）两种形式。实盘又称“不可撤销的发盘”，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。 虚盘是卖方所作的非承诺性表示。往往附有保留条件，买方接受后卖方仍然可以改变注意。 报盘属于中性信息，布局采用平铺直叙法。 We are now ___c____ your inquiry of October 12th。 a. on receipt of b. upon receipt of c. in receipt of d. in reception of I want to acquaint myself ____b__ the supply position of steel products. a. of b. with c. for d. about Our new low-cost solutions may be ____d_____ particular interest to you. a. in b. with c. for d. of ___c___ we would like to close the business with you , we find your bid unacceptable. a. Much b. However much c. Much as d. Despite ___a___ your counteroffer, we regret that we can’t accept it . a. As regards b. In regards to c. With regards d.In regards
1. 主动联系采购商 Dear Sirs: May 1, 2001 Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure. Yours faithfully 2. 提出询价 Dear Sirs: Jun.1, 2001 We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon.. Truly 3. 迅速提供报价 Gentlemen: June 4, 2001 Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you. 交易的契机 4. 如何讨价还价 Gentlemen: June 8, 2001 We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared
外贸函电课程教案 课题：Basis of Business Correspondence 课时：周次：授课日期：地点： 授课方式及手段：Lecturing, Task-based approach, Questioning, Discussion … 教学目标： After studying this part, the students are able to: A. Learn the structure and the format of business letters, envelopes and e-mails; B. Learn basic principles of effective business letter-writing; C. Know the designing of a standardized letter and an e-mail; D. Master the correct arrangement of various parts of a business letter and e-mail; E. Practice writing business letters, e-mails and envelopes. 教学重难点： A. the Layout of Business Letters B. the Structures of Business Letters 教学过程与内容： Part 1 The Structure of Business Letters Step One warm-up 1)Have you written a letter in Chinese Who do you write to How do you write 2) Have you written a letter in English What’s the differences between Chinese letter writing and English letter-writing 3)Do you think letter writing is very important in business Why Come to the introduction: The letter is a common communication medium. There are several reasons: 1) A letter establishes a record that can be used for later reference 2) Distance can be spanned at relatively small cost 3) Routine matters can be completed efficiently with the help of letter forms.