外贸函电与单证实训教程Chapter 3-practice 2

外贸英语函电讲义3-2授课计划课程名称：外贸英语函电授课时间：××××编号：3-2教学过程及主要内容课程讲义Unit 9 Urging Shipment, shipping and insurance instructions 一、Warming up知识准备装船及保险的重要性。

二、Main Content 主要内容1. Shipping instructions(1) The covering contract number and date of shipment;(2) The L/C position, and information on shipment on FOB basis;(3)Instructions on packing, marking and transportation in detail;(4)An Expression of importance of timely delivery and wishes for receivingshipping advice early.2. Urging shipment(1) The covering contract number and date of shipment;(2) Pressing for delivery in time and reason for doing that;(3)Expectations for timely shipment.3. Shipping advice(1)Mention the covering contract or order;(2) Give details about shipment of the goods: name of the carrying vessel (运载轮名) and ETA(预计到达时间) or ETD (预计离港时间);(3)State the shipping documents that were sent;(4)Expressions for best wishes.4.Insurance Instructions(1) include the order number;(2) Give details about covering insurance;(3)State the way in which the premium will be refunded;(4)Expressions for best wishes.三、Writing Guide 写作步骤1. Shipping instructionsStep 1.Mention the covering contract number and time ofshipment ( 提及合同及装运期)Step 2. Advise the seller of the L/C position, and if it is on FOB basis, information on shipment should also be provided(告知信用证情况; 如是FOB项下，要提供货运信息)Step 3. Stress the importance of timely delivery and give instructions on packing, marking and transportation in detail.(强调及时装运并说明有关包装、装船标志及运输的要求Step 4.Express wishes to receive shipping advice at an early date.(希望及时收到装运通知)2. Urging shipmentStep 1. Mention the covering contract number and time of shipment (提及合同及装运期)Step 2. Urge timely delivery and give the reason (催促及时交货及表明理由)Step 3. Express expectations(表达期望)3. Shipping adviceStep 1. Mention the relative order or contract (提及相关订单或合同)Step 2. Give details about shipment of the goods (告知装运细节)Step 3. State what documents were sent(告知何种单据已寄出) Step 4. Best wishes(表达良好愿望)4.Insurance InstructionsStep 1. Mention the number of order (提及订单号码及相关商品)Step 2. Give details about insurance (告知要求办理的保险条件) Step 3. State how the premium will be refunded (告知如何偿还卖方保险费)Step 4. Best wishes(表达良好愿望)四、Specimen Letters 范文赏析（见教材）五、拓展练习（见教材）六、常用词句总汇I. Sending shipping instructions如何提及合同及相关内容1. We enclose a copy of Contract No.1306 of June 15, 20013 for two metric tons Green Tea, which stipulates that the latest shipment date is October 30, 2013.2. In reply to your letter dated June 14 in connection with 200 cases of Parts under your S/C No.125, we are pleased to advise you that we have opened L/C No.465 for the sum of USD80 300 today through ABC Bank, New York.如何告知信用证信息1. We have opened the relative letter of credit with our bank in your favor and it is on itsway to you.2. We are pleased to advise you that we have opened L/C No.465 for the sum of USD80300 today through ABC Bank, New York.如何说明有关包装、装运标志及运输的要求The Green Tea must be packed 24 boxes to a carton. Please mark thecartons with our initials, with the port of destination and the number of our contract as follows:希望及时收到装运通知1. We shall appreciate it if you will inform us by fax as soon as the shipment is effected.2. We are looking forward to your shipping advice by fax.Ⅱ. Urging Shipment如何提及合同及装运期Referring to the Contract No.675 covering 500 dozen Track Suits, we wish to remind you that we have had no news from you about the shipment of the goods.如何催促及时装运及表明理由1. As we mentioned in our last letter, we are in urgent need of the goods and we may be compelled to seek an alternative source of supply.2. As the selling season is approaching/coming, our clients are in urgent need of the goods.3. We wish you can ship the goods as soon as possible to enable us to catch the brisk demand.4. Shipment should be made before October, otherwise we are not able to catch the season.5. It is our hope that you could ship the goods, by the next steamer“Peace”, which is due to sail from your city on or about the 25th October to our port, as our customers are desirous to have the goods within the next month.表达期望We look forward to receiving your shipping advice, by fax, within next week.Ⅲ. Sending shipment advice提及收到的来函与信用证1. Thank you for your letter of October 8 and your L/C No.665.2. Thank you for your L/C 0891regarding 2000 units of machine tools under our Sales Confirmation No.0598.告知装运细节1. We wish to advise you that your Order No. 188 has been shipped today.2. We are now pleased to inform you that we have shipped the above goodson board S.S. “Swan” which sails fo r your porttomorrow.3. We are pleased to inform you that shipment was made on vessel “JIEDA” on August 10 for transshipment at Hong Kong.4. We are now pleased to write to inform you that we have completed shipment today of two metric tons of Green Tea, 1st grade in accordance with the stipulations of the said L/C, on board S.S. “Peace” which is to sail from Shanghai and is due to arrive at London on Nov.5.告知买方单据已寄出1. Enclosed please find our full set of the shipping documents covering this consignment.2. We are sending you one set of …希望货物平安到达1. We hope the goods will reach you in good condition and that they will turn out to your entire satisfaction.2. We trust the goods will reach you in sound condition.3. We are sure you will find our goods satisfactory.ⅠV. Insurance Instructions提及相关订单及内容We wish to refer you to our Order No. 1001 for 500 cases electronic toys, from which you will see that this order was placed on CFR basis.说明保险具体要求1. As we now desire to have the consignment insured at your end, we shall be muchgrateful if you arrange insurance on our behalf against All Risks at invoice value plus 10%, i.e. USD35,000.2. We would like to cover our ordered goods against all risks for 120% of the invoice value according to our usual practice.3. We desire to have the shipment insured at your end.说明如何支付保险费1. We shall of course refund the premium to you on receipt of your debit note or, if youlike, you may draw on us at sight for the premium.2. On receipt of your debit note we will remit you the amount of the premium.表达希望1. We sincerely hope that our request will meet your approval.2. We hope the goods can be insured as per the above request.V. A Reply to the Buyer’s Request for Insurance for buyers 确认收到买方要求1. In reply to your letter of August 10 regarding insurance, we would like to inform you of the following.2. This is to confirm receipt of your letter dated July 22 requesting us to effect insurance on the captioned shipment for your account.告知买方已做的事情1. We are pleased to inform you that we have cover ed the above shipment with the PICC against All Risks for USD 42,300.阐明保险费用的支付问题1. We shall send you the insurance policy together with a debit note for the premium fee.我方会把保单以及保险费款的借记账单一并寄给您。

商务英语外贸单证与函电实训教案1引言1.1课程背景与目标1.1.1背景说明：随着全球化的发展，商务英语在外贸领域的重要性日益凸显。

1.1.2目标设定：提升学生在外贸环境下的英语应用能力，特别是单证与函电的处理技巧。

1.1.3教学意义：强化理论与实践结合，增强学生的职业竞争力。

1.1.4教学方法：采用案例教学、模拟实训等方式，提高学生的实际操作能力。

1.2学生情况分析1.2.1知识基础：学生已具备一定的英语基础和外贸知识。

1.2.2学习能力：学生的自主学习能力和团队合作能力有待提升。

1.2.3学习态度：大部分学生对商务英语感兴趣，但需要激发其学习积极性。

1.2.4教学策略：结合学生的实际情况，设计互动性强、实践性高的教学活动。

1.3教学资源与环境1.3.1教材选用：选择适合实训的商务英语教材，如《外贸英语实务》。

1.3.2网络资源：利用在线平台，如外贸模拟软件，提供实际操作机会。

1.3.3教学环境：配备多媒体教室，方便进行案例分析和小组讨论。

1.3.4教学辅助：邀请外贸行业专家进行讲座，增强课程的实用性。

2知识点讲解2.1外贸单证知识2.1.1单证定义：介绍外贸单证的概念、种类及其在外贸交易中的作用。

2.1.2单证内容：详细讲解各种外贸单证的内容和填写要求。

2.1.3单证流程：分析外贸单证的流转过程和关键环节。

2.1.4实践操作：通过案例分析和模拟实训，让学生掌握单证的制作和审核技巧。

2.2商务函电写作2.2.1函电结构：介绍商务函电的基本结构，包括开头、和结尾。

2.2.2函电语言：讲解商务函电的常用词汇和表达方式。

2.2.3函电类型：分析不同类型的商务函电，如询价函、报价函等。

2.3外贸流程与操作2.3.1外贸流程：详细讲解外贸的基本流程，包括询价、报价、签订合同等。

2.3.2操作要点：分析每个环节的操作要点和注意事项。

2.3.3风险管理：介绍外贸过程中的风险及其管理方法。

2.3.4案例分析：通过实际案例分析，让学生了解外贸操作的实际情况。

外贸函电实训[推荐阅读]第一篇：外贸函电实训外贸函电实训卖方（王秋英）：Hello, nice to be able to talk to you about business,I’m the sales representative of this company.And this is my business card.卖方（成龙）：It’s my pleasure to meet with you.Are you interestedin our products?买方（王昊）：I’m so happy to meet with you here.Of course , Iam very interested in your company's products.买方（巫莉玲）：Hello, I’m glad to see you.I would like to know know what your company trade in.卖方（王秋英）：Well，Kraft Foods International Incorporation is theforefront of the global food company, the business consists of Kraft North America and Kraft Foods International.卖方（成龙）：The core product line for coffee, confectionery, dairy products, beverages and biscuits.买方（王昊）：I see.And What is your company series products.卖方（成龙）：In global sales of top-brand food including: MaxwellHouse, Tang, Kraft Miracle Whip and Nabisco and so on.买方（巫莉玲）： I would like to ask you can give us some information about your company's promotional materials orbooklet.And the price of your company's products.卖方（王秋英）：Sure, According to what you need, we will quote for you.May I ask what you need our products?买方（王昊）： Well, We are in the market for Oreo cookies.卖方（成龙）： Oh, Great!The Oreo cookies have a good market in everywhere!买方（巫莉玲）： Yeah.How about the price?卖方（王秋英）：Our company requires a minimum order quantity is20,000.The price will be raised if the quantity youordered is less than our minimum order 20,000pcs.买方（王昊）：Okay, I know.I want to know the unit price of Oreocookies.卖方（成龙）：Well, the more types of Oreo cookies, and the price ofeach type is not the same, so you can look at pricelist.买方（王昊）：So, can you make a discount on the bases of this price.卖方（王秋英）：Hummm..I’m so so rry.This price is the lowest price.买方(巫莉玲)：Well, what kind of paymentare you ues?卖方（成龙）: By irrevocable L/C at sight or other payment methods.买方（王昊）：If I submit the order, What is your delivery time.卖方（王秋英）：We will ship within 30 days after receipt of L/C.买方（巫莉玲）：I’ll make a decision after considering comprehensive.卖方（成龙）：Okay.May I have your business card?买方（王昊）：Of course.Here you are.买方（巫莉玲）：Sure, Here’s my business card.卖方（王秋英）：All right.I am looking forward to receive your orderas soon as possible.We avail ourselves of thisopportunity to approach you for theestablishment of trade relations with you.卖方（成龙）：Yes, We are looking forward to cooperation with you.买方（王昊）：So do I.买方（巫莉玲）： Okay, Bye.卖方（王秋英）：Bye.买方（王昊）：See you.卖方（成龙）：See you.第二篇：外贸函电实训材料1.Letterhead(信头)----------------------------2.Reference Number(参考号/发文编号)3.Date(日期)4.Inside Name and Address(信内地址)------------------------------------------------------------5.The Salutation(称呼)7.The Body of the Letter(正文)----------------8.The Complimentary Close(结尾敬语/套语)9.The Signature(落款)10.The Reference Notation(经办人代号)11.Enclosure Notation(附件)12.Carbon Copy Notation(抄送)13.Postscript(附言/注)Dear Sir or Madam:Please open an irrevocable Letter of Credit for US$30000 in favour of1 the Medifa Medica Equipment Ltd., the credit to be valid until October 30, 2007.The documents, which may be used against negotiation2, are as follows:bill of lading3, commercial invoice4 and packing list5 in triplicate.The conditions of shipment of 400 sets medical equipment are as per S/C No.968; Transshipment is prohibited and partial shipments are permitted.We have enclosed theapplication form for the L/C and would appreciate it if you can open the L/C as soon as possible.Yours sincerely,Dear Sirs,We note from your letter of August 2, 2007 that you wish to have a change in payment terms.Actually, there is nothing unusual in our original arrangement.Counting from the time you open credit till the time shipment reaches your port, the intervals1, which is quite normal, is only about three months.Besides, your L/C is opened when the goods are ready for shipment.In this case2, we are sorry that we cannot meet your wishes.As we must insist on our customary practice, we sincerely hope that you will not think us unaccommodating.As soon as a fresh supply3 of Mild Steel Sheets comes in, we will contact you.Yours faithfully,Dear Sirs,Re: Our Sales Contract No.C234With reference to the 4000 dozen shirts under our S/C No.C234, we wish to draw your attention to the fact that the date of delivery is approaching, but we still have not received your covering Letter of Credit to date1.Please expedite2 the opening of the L/C, so that we may execute the order smoothly.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We hope to receive your favorable news soon.Yours sincerely,Dear Sirs,Re: Our Sales Contract No.C234With reference to the 4000 dozen shirts under our S/C No.C234, we wish to draw your attention to the fact that the date of delivery is approaching, but we still have not received your covering Letter of Credit to date1.Please expedite2 the opening of the L/C, so that we may execute the order smoothly.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We hope to receive your favorable news soon.Yourssincerely,Dear Sir or Madam:Please open an irrevocable Letter of Credit for US$30000 in favour of1 the Medifa Medica Equipment Ltd., the credit to be valid until October 30, 2007.The documents, which may be used against negotiation2, are as follows:bill of lading3, commercial invoice4 and packing list5 in triplicate.The conditions of shipment of 400 sets medical equipment are as per S/C No.968;Transshipment is prohibited and partial shipments are permitted.We have enclosed the application form for the L/C and would appreciate it if you can open the L/C as soon as possible.Yours sincerely,Dear Sirs,We have received your L/C No.3639 issued1 by the Chartered Bank2, London for the amount of US$18000 covering 15000 dozen stretch nylon socks3.On perusal, we find that transshipment and partial shipment4 are not allowed.As direct steamers to your port are few and far between5, we often have to ship via Hong Kong.It would be to mutual benefit to use partial shipment because we could ship immediately whatever we have on hand instead of waiting for the whole lot to be completed.Therefore, we are cabling, asking you to amend the L/C to read “Partshipments and transshipment allowed”.We would greatly appreciate it if this amendment is cabled without delay, as our goods have been packed ready for shipment for quite some time.Yours faithfully,Dear Sirs,We have received your L/C No.3639 issued1 by the Chartered Bank2, London for the amount of US$18000 covering 15000 dozen stretch nylon socks3.On perusal, we find that transshipment and partial shipment4 are not allowed.As direct steamers to your port are few and far between5, we often have to ship via Hong Kong.It would be to mutual benefit to use partial shipment because wecould ship immediately whatever we have on hand instead of waiting for the whole lot to be completed.Therefore, we are cabling, asking you to amend the L/C to read “Partshipments and transshipment allowed”.We would greatly appreciate it if this amendment is cabled without delay, as our goods have been packed ready for shipment for quite some time.Yours faithfully,Dear Mr.Stone,We have received your L/C No.189 and thank you for your cooperation.We regret that we could not ship the goods by the end of July because of the delay of your L/C.We are aware that the only vessel1 available this month that will leave in one or two days and the deadline for booking space has past.We would ask that you extend2 the shipping date and credit validity for one month respectively.Please reply as soon as possible.Yours faithfully,(1)告诉对方去函提及的是关于899号合同项下的2000台电冰箱｡(2)提请对方注意交货期已临近,但至我方仍没收到相关信用证｡(3)促请对方尽快开证,以便我方按期履行订单｡(4)提醒对方注意信用证条款要与合同完全一致｡(5)表示希望早日收到信用证｡Dear Mr.Tomson,We have received your Letter of Credit No.323, under S/C No.145.On perusal, we find two points which do not conform to the stipulations of S/C No.145.Please amend the L/C as follows:The total value of your order should be US$200 000 instead of US$150 000.Add the wording, “5% more or less allowed” after the number of the quantity.We would like you to make the above-mentioned amendments immediately.We would then be able to ship the goods in time.We are waiting for your quick reply.Sincerely yours,第三篇：外贸函电实训报告实训报告姓名：学号：一、实训的主要内容学习了《外贸函电》这门课程，我们开始了在北校机房的三次实训。

《外贸单证实务》综合模拟实训2第一篇：《外贸单证实务》综合模拟实训2《外贸单证实务》综合模拟实训实训二：开证、审证与改证一、实训目标：在信用证的付款方式中，涉及到买方的申请开证、开证行的开证和受益人的审证以及有可能产生的后续改证等相关环节。

通过模拟实训，学生能够了解作为开证人的买方在开证前需要所做的必须工作；通过模拟实训，学生能够熟悉信用证的开立、审核和修改的整个流程；通过模拟实训，学生能够掌握如何依据合同等正确地进行信用证的审核。

二、实训练习：1、由本组作为国外进口商的同学依据达成的购货合同向本国或本地区的银行申请开证，提交开证申请书和承诺书。

作为练习需要，在开证申请书中存在6-8处与合同不一致的地方。

2、由本组作为国外进口商的同学以本国或本地区银行（开证行）的身份依据开证申请书开出不可撤销跟单信用证，信用证各式符合UCP600及SWIFT的要求。

3、由本组作为国内出口商的同学以本国或本地区的银行（通知行）的身份进行信用证的审核与通知，并产生书面说明材料。

材料请自行查询网络或其他资料。

4、由本组作为国内出口商的同学以受益人的身份进行信用证的审核，并填写审核分析单等材料。

材料请自行查询网络或其他资料。

5、按照受益人提出修改、开证人向开证行申请、开证行改证等流程完成信用证的修改工作。

相关的信用证修改过程中的涉及到的材料请查询网络或其他资料。

三、实训问题：1、如何寻找合适的开证行？作为开证人比较注重的因素有哪些？2、如何正确看待开证保证金的作用及其数额大小？3、开证行如何审核开证人以便做出是否接受的决定？哪些因素至关重要？4、通知行需要审核信用证的哪些内容？5、受益人审核信用证的依据主要有哪些？6、受益人审核信用证的主要要点有哪些？7、受益人如何正确处理信用证修改书/第二篇：《外贸单证实务》综合模拟实训7《外贸单证实务》综合模拟实训实训七：制单结汇、收汇核销及出口退税一、实训目标：在CIF贸易合同的履行中，出口商按照合同及信用证的有关规定在货物装运后要在规定的时间内制单并交银行结汇；同时，在我国进出口交易中，按照我国的对外贸易政策，出口商在收汇后要及时办理收汇核销，并在国家政策的支持范围内可以享受出口退税。

训练要求：1．根据所给的合同、信用证与补充资料写出双方所往来的函电（共13个），如下图所示。

2．根据所给的合同、信用证与补充资料制作出卖方履行合同所必备的9份单据，如下图所示。

3．往来的空白信笺和空白单据请点链接：函电1-2：建立业务关系单据1：商业发票函电3-4：询盘、发盘单据2：装箱单函电5-6：还盘、再还盘单据3：普惠制原产地证书函电7-8：下订单、确认寄送合同单据4：报检单函电9-10：催开信用证、信用证开出信单据5：保险单函电11-12：要求改证、催促装运单据6：报关单函电13：装运通知书单据7：海运提单单据8：受益人证明单据9：汇票卖方公司：The Seller: GUANGDONG TEAPOT TRADING COMPANYAddress:JINMAO BUILDING 35-39, HUANSHI ROAD 7,GUANGZHOU CHINA买方公司：The Buyer:SMITHS BROTHERS VANCOUVER, CANADAAddress:76 MALL STREET, VANCOUVER, CANADAGUANGDONG TEAPOT TRADING COMPANY JINMAO BUILDING 35-39, HUANSHI ROAD 7, GUANGZHOU CHINACOMMERCIAL INVOICETo: Invoice No.:Invoice Date:S/C No.:S/C Date:From: To:SAY TOTAL:GUANGDONG TEAPOT TRADING COMPANY JINMAO BUILDING 35-39, HUANSHI ROAD 7, GUANGZHOU CHINAPACKING LISTTo: Invoice No.:Invoice Date:S/C No.:S/C Date: From: To:SAY TOTAL:中华人民共和国出入境检验检疫出境货物报检单报检单位(加盖公章)：* *编号[1-2 (2000.1.1)]中保财产保险有限公司The People's Insurance (Property) Company of China LtdHead Office：BEIJING海洋货物运输保险单MARINE CARGO INSURANCE POLICY Established in 1949发票号码Invoice No. 保险单号次Policy No.被保险人:Insured:中国人民保险公司(以下简称本公司)根据被保险人的要求,及其所缴付的保险费,按照本保险单承保险别和背面所载条款与下列特别条款承保下述货物运输保险,特签发本保单.This Policy of Insurance witnesses that The People's Insurance Company of China (hereinafter called “The Company”) at the request of the “Insured” and in consideration of the agreed premium paid to the Company by the Insured undertakes to Insure the undermentioned goods in transportation subject to the conditions of this Policy as per the Clauses printed overleaf and other special clauses attached hereon.中华人民共和国海关出口货物报关单预录入编号 海关编号： (由海关填写)总保险金额Total Amount Insured ：承保险别 Conditions所保货物，如发生本保单项下可能引起索赔的损失或损坏，应立即通知本公司下述代理人勘察。

商务英语专业外贸函电实训任务书与指导书山东水利职业学院商务管理系目录§1 实训性质与目的§2 实训任务与时间安排§3 实训作业组织§4 实训成绩考核§5 实训基本内容与指导§1 实训性质与目的一、实训性质商务英语专业《外贸英语函电》实训是国际贸易、商务英语专业的实践性教学环节，是一门将英语知识应用于国际贸易专业写作的课程。

其任务是以国际贸易操作流程为脉络，在讲授有关英语函电的一般格式、常用词汇和习惯表达基础上，将零散的知识加以系统化和条理化，注重训练学生将所学知识运用于实践操作的能力，旨在培养造就一大批英语基础好、操作能力强的外经贸实用型人才。

二、实训目的通过实训，使学生能在模拟情景中，能熟练运用商务信函的词汇及固定句型，掌握各类外贸信函的基本内容及写作技巧，能熟练翻译并写作一般的商务信函、合同等资料，从而能胜任外贸业务的工作。

§2 实训任务与时间安排一、实训任务（一）模拟建立业务关系实训项目教学的目的与要求：根据报纸、使馆、因特网、交易会、商会、往来客户等提供的信息，按照潜在客户的需求，结合本公司的业务范围和发展需要，撰写要求建立业务关系的信函、资信调查函和对公司作简介。

要求信息来源表达清楚，公司介绍得当，建交愿望表达明确；信函结构完整，条理清楚，过渡自然；表达清楚准确，无重大语法错误。

实训项目教学内容：1.相关语句的翻译，句型盘练，重点词语用法盘练；2.公司介绍练习；3.建交函和资信调查函的写信练习。

实训项目教学的场所：计算机房（二）模拟询盘、发盘实训项目教学的目的与要求：能够以进口商的角色，根据公司的实际业务范围和需求，用正确格式撰写询购产品的信函；能够以出口商的角色，对进口商的询盘予以答复，撰写产品报盘的信函；掌握询盘和报盘函中重点词的用法和常用的句型。

撰写询盘函时能够清楚地表达自己的需求；能够根据商品的可供情况对进口商的询盘函做出恰当答复，报盘的各项条件表达清楚。

《外贸单证实务》实训（验）指导书专业：国际经济与贸易本科指导老师：所属（系）院：涉外经济学院2018年 3月 16日目录第一部分实训项目及要求实验一、交易磋商实验二、签订出口合同实验三、信用证业务实验四、租船订舱实验五、出口报检实验六、填制出口报关单实验七、出口货物投保实验八、装船出运实验九、制作一般产地证及普惠制产地证实验十、制作议付单证实验十一、审单实验十二、进口单据填写第二部分实训考核及要求第一部分实训项目及要求总学时数：60学时不同的专业开设本课程时的学时的选择不同，可以在（10——72学时）的范围中取值。

实验一、交易磋商（4课时）一、实验目的学生了解交易磋商的基本内容，建立交易磋商的基本概念。

二、实验内容简介1、学生根据老师布置的习题，利用所给的条件，包括出建立业务关系，询盘，发盘，还盘和接受涉及到的关键内容、相应模版，填制交易磋商函电。

2、所给的“参考文件”可以使学生了解所做练习的“用处”，增加学生对练习的理解和接受性。

三、实验步骤1、输入用户名及密码，登录练习界面：2、点击“我的练习”，寻找“010101_建立业务关系”习题，点击习题对应的“答题”，再点击“要求和说明”所在行中的“查看”，仔细阅读“题目要求和说明”，记下需要下载的“模版”： 0101_贸易函电01.doc。

3、认真阅读“要求和说明”下面的相关说明。

4、返回“我的练习”页面，点击并进入“练习模版”，寻找并下载“题目要求和说明”中所要求下载的“模版”。

参考“参考文件”，在这两个模版上填入“题目要求和说明”中“相关说明”的内容。

5、完成练习后，在我的练习中点击相应题目的答题按钮进入。

点“添加答案”，将完成的练习上传到系统中，完成答题。

实验（二）2、点击“我的练习”，寻找“010201_询盘”习题，点击习题对应的“答题”，再点击“要求和说明”所在行中的“查看”，仔细阅读“题目要求和说明”，记下需要下载的“模版”： 0102_贸易函电01.doc3、再点击“要求和说明”下面一行的“参考文件”——客户来函.htm，并认真阅读。

外贸英语函电实训一1. Warming up practice:1.Pair workTranslate the following sentences related to business letter writing into Chinese orally, and check with your desk mate.1)——我们想知道订货超过1，000打，能打多少折扣？——如您所知，我们的产品质量上乘，而报价与国际市场同类产品一致，因此我们对这种商品最多能打九折。

2)——你们的报价偏高，我们难以接受。

而且，以此价格我们很难可以将产品卖出去。

——每公吨154美元已经是我们能给出的最低价。

我们的市场调查报告显示，目前原料价格涨幅很大。

3)——可否告知我方，超过100公吨后的订单的折扣是多少？——一般在这种情况下，我们给的折扣可以达到15%。

4)We have cut our price to the limit. We regret, therefore, being unable tocomply with your request for further reduction.5)We are not in a position to entertain business at your price, since it is farbelow the discount you ask for.6)Should you be prepared to reduce your limit by, say, 10%, we might cometo terms.2.Group discussion1.List some channels of appealing to orders. Elaborate their economical efficiencyand effectiveness respectively.2.How to make your letter of inquiry be attractive to suppliers?3.Read moreInternational TradeInternational trade leads to more efficient and increased world production, thus allowing countries (and individuals) to consume a larger and more diverse bundle of goods. A nation possessing limited natural resources is able to produce and consume more than it otherwise could. The establishment of international trade expands the number of potential markets in which a country can sell its goods. The increased international demand for goods translates into greater production and more extensiveuse of raw materials and labor, which in turn leads to growth in domestic employment. Competition from international trade can also force domestic firms to become more efficient through modernization and innovation.Within each economy, the importance of foreign trade varies. Some nations export only to expand their domestic market or to aid economically depressed sectors within the home economy. Other nations depend on trade for a large part of their national income and to supply goods for domestic consumption. In recent years foreign trade has also been viewed as a means to promote growth within a nation’s economy; developing countries and international organizations have increasingly emphasized such trade.2. Systematic practice:1. Complete the following sentences by translating the part in Chinese into English:1. We are one of the largest department stores here and believe_marketprospect___（市场前景广阔）in our area for moderately priced goods of the kind mentioned.2. We are interested in the mechanical toys demonstrated at the recent Guangzhou Commodities Fair and should be glad to have___your detailed export conditions ____（你方的详细出口条件）.3. ___The company ask you to inform the product price ______(本公司请贵方告知这项产品的价格)shipping date and other terms of business for this article.4. We would be pleased to receive___a copy of your company product catalogue and price list __ (一份贵公司产品的目录和价目表).5. We shall appreciate__offer your price CIF London_____ (贵方报CIF伦敦价）.2. Fill in each blank with the proper forms of the given expressions:Aquote, attract, quantity, thank, confident, interest, appreciate, size, give, sourceWe are _interested___ in buying large quantities of Iron Nails of all _sizes____ and should be __appreciated___ if you would give us a __quotation___ per metric ton CIF Bangkok, Thailand. It would also be _thankful____ if you could let us have your samples.We used to purchase this article from other__source___, but we now prefer to buy from your company, because we are ___given___to understand you are able to supply large __quantities___ at most __attractive____ prices. Besides, we have__confident___ in the quality of Chinese products.Bafford, rock bottom price, in view of, prepare the sales contract, stick to, superior to, with a view to, in one’s opinion, bridge the gap, meet each other halfway1.___ In my opinion _____, we should focus our export to the European market.2.We have shown maximum flexibility（最大的灵活性）in order to __bridge the gap____ price difference between the two sides.3. I don not know how I can put this business through. Let’s ___meet each other halfway__________. I think mutual efforts would bring this transaction to a successful conclusion.4. Now that we have agreed on everything, can you __prapare the sales contract______ for us to sign?5. Although this is a rather small order, we still __stick to___ our principle of treating every customer with respect.6. Our microwave ovens are __superior to_______ any other similar products thanks to our advanced technology.7. This price is beyond what we can __afford______.8. Even if you have offered us a ____rock bottom price________, we still have to decline your offer, because the demand is too weak.9._In view of______ the heavy demand for sugar, we advise you to order at once.10.We would like to grant you a 3% discount _with a view to____ helping you in your sales promotion for table cutlery（餐具）.3. Translation：A) Translate the following sentences into English:1. 目前我们对乔其纱感兴趣，请给我们最新的成本保险加运费含佣金百分之三的拉各斯报价，以及你方的支付条件。