函电操作

《外贸英语函电》教案一、教学目标1. 知识目标：（1）掌握外贸英语函电的基本格式和常用表达。

（2）了解国际贸易流程中函电交流的重要性。

（3）熟悉各种外贸场景下的函电写作技巧。

2. 技能目标：（1）能够熟练运用英语进行外贸函电的交流。

（3）提高国际贸易实务操作能力。

3. 情感目标：（1）激发学生对外贸英语函电的学习兴趣。

（2）培养学生的团队合作意识和沟通协作能力。

二、教学内容1. 外贸英语函电的基本格式和常用表达。

2. 国际贸易流程中函电交流的重要性。

3. 各类外贸场景下的函电写作技巧。

4. 外贸函电的实际操作演练。

三、教学方法1. 讲授法：讲解外贸英语函电的基本格式、常用表达和写作技巧。

2. 案例分析法：分析实际外贸案例，让学生了解函电在实际工作中的应用。

3. 角色扮演法：分组进行角色扮演，模拟外贸场景，进行函电交流。

4. 讨论法：引导学生针对函电中的问题进行讨论，提高解决问题的能力。

四、教学步骤1. 导入：介绍外贸英语函电在国际贸易中的重要性。

2. 讲解：讲解外贸英语函电的基本格式和常用表达。

3. 案例分析：分析实际外贸案例，让学生了解函电在实际工作中的应用。

4. 角色扮演：分组进行角色扮演，模拟外贸场景，进行函电交流。

5. 讨论：引导学生针对函电中的问题进行讨论，提高解决问题的能力。

五、教学评价1. 平时成绩：考察学生在课堂上的参与程度、讨论表现等。

2. 实践作业：布置实际外贸函电写作任务，评估学生的写作能力。

3. 期末考试：设置外贸英语函电相关题目，测试学生的知识掌握程度。

六、教学资源1. 教材：《外贸英语函电》2. 辅助材料：实际外贸案例、外贸函电模板3. 网络资源：国际贸易网站、外贸英语函电相关文章七、教学环境1. 教室：设有投影仪、计算机、白板等教学设备。

2. 网络：保证网络畅通，便于查找资料和进行线上交流。

八、教学进度安排1. 课时：本课程共计32课时，每周2课时。

2. 教学进度：按照教材章节顺序进行教学，每章节安排2课时。

RFQ(request for quotation).书面意思是报价请求，这个字眼往往是外贸函电中出现的。

一个RFQ 可以是虚盘，也可以是实盘，往往经过卖方报价之后，买方会还盘。

如果是实盘，最后买卖双方会敲定在一个都同意的价格上，这时买卖就成交了。

RFQ在现在的商业洽谈中，具有一定的保密性。

RFQ报价技巧一、报价时间：第一时间报价，报价早的，最早解决客户需求。

下班前及时查看报价，或许第二天就没有机会了。

二、报价标题：我的优势+客户产品三、产品图片：根据客户的询盘内容和标题，要找到比较对应的产品图。

报价时如果有细节图也可以附加上去。

（即使你没有类似的，也要尽力去网站搜索，找到比较符合客户需求的图片来报价）四、产品价格：诚信报价，忌过高或过低，价格尽量适中或者更低，千万不要给太低的价格报价原则：方便留给买家，麻烦留给自己如果你有A B款产品C D种运费，最好在报RFQ的时候4种选择方法全部报出来（A+C A+D B+C B+D）五、导入产品信息：在回复报价中有一个“http://从我的企业网站导入产品信息”很多人会选择这个，的确这个非常省事。

但是一定要注意产品细节问题，第一，你选择的图片要跟客户给的资料相符，能让客户感觉你网站上的图片除了印刷图案其他的都跟客户的一样！那客户肯定相信你们是有能力做这个产品的。

第二，如果是客户给了具体尺寸，数量，材质等等。

而你导入的产品信息还是按照自己网站上的来，那真是驴唇不对马嘴了。

图片你可以按照你的来，但是尺寸等相关要求一定要改过来，不然客户给了你尺寸，你却还套用自己的尺寸的价格，那这个报价真是没有意义了。

产品细节方面最好是分条列明，简单明了。

六、向买家提问介绍自己：这个内容可以是一两句话介绍自己，一两个问题。

最好都是短句（我现在写邮件也是按照这个原理，能短不长。

）也是要简单明了。

客户没有那么多时间去回答所有人的问题。

现在不可以加上公司网址和邮箱了。

但是我会加上自己的公司名字和skype；专业提问：报价时如果只介绍一下公司和自己（一般1-2句带过），模板式的报价不容易吸引客户。

英语函电的基本知识点总结一、函电的种类1. 询盘函电（Inquiry Letter）：指买方为了了解产品的情况、质量、价格等情况，向卖方发出的询问函电。

2. 报盘函电（Quotation Letter）：指卖方向买方回复询盘函电的信函。

3. 订货函（Order Letter）：指买方订购产品时写给卖方的信函。

4. 确认函（Confirmation Letter）：指买方收到卖方的报盘函电后表示同意、确认的信函。

5. 通知函（Notification Letter）：指在国际贸易交易中通知有关各方，一般都是以书面形式发出的通知。

二、函电的格式1. 信头（Letterhead）：函电顶端注明发信方名称、地址、电话、传真、电子邮件等信息。

2. 日期（Date）：标明函电发出的具体日期。

3. 称呼（Salutation）：包括称呼语和收信人姓名，一般用Dear Mr./Mrs. + 姓名。

4. 正文（Body）：表述主要内容，分段书写，内容清晰明了。

5. 结尾语（Closing）：一般用Sincerely, Cordially, Best regards等，后面跟发信人的签名。

6. 附件（Enclosures）：如果有附件需要在函电中标注。

7. 抄送（CC）：在需要抄送他人的情况下需在函电中注明。

三、函电的语言特点1. 准确明了：准确地传递信息内容，不含糊不清。

2. 礼貌用语：使用礼貌用语，如请、谢谢、感谢等。

3. 商务用语：使用商务用语，如offer, inquiry, confirm, order等。

4. 语法规范：注意使用正确的语法和拼写，避免出现错误。

5. 简练明了：用词简练、清晰，不使用复杂的词汇和句式。

四、函电的撰写注意事项1. 确定写作目的：在写函电之前，要确定写作目的和内容。

2. 留意对方文化：如果是国际贸易函电，需要留意对方国家的文化习惯和商务礼仪，如称呼和谦称的使用等。

3. 注意函电用语：使用准确的商务用语，避免出现歧义和误解。

目录一、Pre-business contact (4)1.Requesting business appointment (4)2.Scheduling visiting itinerary (5)3.Cancelling the meeting (6)4.Following-up after meeting (7)5.Contacting after fairs (8)6.Developing potential customer (9)7.Introducing our advantage (10)8.Highlighting speciality (11)二、Doing business (12)9.Counter offer to new inquiries (12)10.Counter offer to specific inquiries (13)11.Counter offer to non-specific inquiries (14)12.Following-up inquiry from current customer (15)13.Recommending new product 推荐新产品 (16)14.Replying questions 回答客户问题 (17)15.Prompt & accurate quotation 快速准确的报价 (18)16.Detailed & professional quotation 详细专业的报价 (19)17.Replying to customer bargain 回复客户砍价 (20)18.Price negotiating 价格谈判 (21)19.Final price confirmed 最终价格确认 (22)20.Preparing samples to customer 准备样品 (23)21.Requesting the courier account 向客户询问到付账号 (24)22.Requesting sampling charge 支付样品费 (25)23.Asking for sample evaluation 询问样品评估 (26)24.Packaging confirmation 包装确认 (27)25.Color confirmation 颜色确认 (28)26.Artwork confirmation 确认设计稿 (29)27.Acknowledging other requests 了解客户其他需求 (30)三、Order follow-up 订单操作 (31)28.Receiving PO (31)29.Payment terms discussion 付款方式谈判 (32)30.Negotiating payment terms 交涉付款条款 (33)31.Conformation for final PO 收到最终订单 (34)32.Sending PI 形式发票再次确认 (35)33.Preparing pre-production samples准备产前样品 (36)34.Placing order to vendor 下单给供应商 (37)35.Package re-conformation 更改包装 (38)36.Receiving revised PO 重新制作订单 (39)37.Re-preparing new PI 重新制作形式发票 (40)38.Re-arranging samples 重新准备样品 (41)39.Advising the production status 告知客户生产情况 (42)40.Applying 3rd party for factory evaluation 申请第三方验厂 (43)41.Applying 3rd party for inspection 申请第三方验货 (44)42.Failed in inspection 验货未通过 (45)43.Applying re-inspection 申请重新验货 (46)44.Shipping details confirmation 装运细节 (47)45.Keep customer informed the ship date & ETA 告知装运和到期 (48)四、Payment terms (49)46.Documentary submission & payment push (49)47.Receiving the payment made from customer 收到付款通知 (50)48.Asking bank receipt 请提供银行水单 (51)49.Re-discussion for payment 付款错误处置 (52)50.Rec’d pay’t inform 告知客户款项收到 (53)51.Propose amendment to L/C 请客户更改信用证 (54)52.Propose acceptation of L/C Discrepancy (55)53.Payment terms confirmation to new order 新订单的付款方式 (56)五、Claim settling (57)54.Quality complaints 质量投诉 (57)55.Delivery time complaints 投诉交货期 (58)56.Service complaints 服务投诉 (59)57.Apology & solutions 道歉及解决方案 (60)pensation claim 客户索赔 (61)pensation negotiation 赔偿谈判 (62)60.Application for compensation installment 申请分批赔付 (63)61.Application for deferred compensation 延期赔付申请 (64)pensation refusal 拒绝赔偿 (66)pensation alternatives 其他方式代替赔偿 (67)六、After-sale service 售后跟进 (68)64.Inquiring sales 询问产品销售情况 (68)65.Hold latest market tendency 掌握最新市场动向 (69)66.Similar products discussion 讨论类似产品 (70)67.Solutions to defect 针对缺陷的改进方案 (71)68.Cost reduction advice 降低成本的建议 (72)69.Professional advice 专业意见 (73)70.Other series recommendation 推荐其他产品 (74)test products information 给客户最新的产品信息 (75)72.After-sale service hotline 售后服务电话 (76)七、Other daily working (77)73.Auto-reply for business trip 出差自动回复 (77)74.Fair arrangement inform 通知展会安排 (78)75.New website inform 通知客户新网站完成 (79)pany address change inform 公司地址变更通知 (80)77.E-mail change inform 邮件地址变更 (81)78.Auto-reply for sick leave (82)79.Announcing new office regulations 宣布公司新规定 (82)80.Transfer notification 职务调动通知 (83)81.Internal work adjustment notification (84)82.Annual leave announcement 休假通知 (85)83.Resignation announcement 离职通知 (86)84.Retirement announcement 退休通知 (87)八、Personal affairs 私人往来 (88)85.Marriage announcement (88)86.Inviting co-workers to dinner party (89)87.Announcing the birth of a child (89)88.Inviting customer for a dinner 邀请客户聚餐 (90)89.Private conversation with customer 与客户的私人联系 (91)90.Seeking for helping hand 寻求帮助 (92)九、Special greetings 特别问候 (93)91.X’mas greetings 圣诞问候 (93)92.New year greetings 新年问候 (94)93.Chinese new year greetings (95)94.Thanksgiving day greetings 感恩节问候 (96)95.Halloween greetings 万圣节问候 (96)96.Holiday greetings 长假问候 (97)97.Marriage celebrating (98)98.Promotion celebrating 祝贺升职 (98)99.Get-well messages 祝早日康复 (99)100.Sending a small gift 寄送小礼物 (100)十、Detailed issues 细节问题 (101)一、Pre-business contact1.Requesting business appointmentDear Michael,Glad to meet you at canton fair! We’re pleased to know that you will come to Shanghai next week.If possible, please visit our company then. We could collect your interested items together in our showroom.Looking forward to your reply!RegardsPeter2.Scheduling visiting itineraryDear Michael,Thank you for your prompt reply! It is OK for us on 2nd Feb.Could you please advise your flight No.? We will arrange the pick-up at Shanghai Hongqiao airport and drive you to Hilton hotel after meeting.Kindly let me know if any change about your trip.Thanks and best regards,Peter3.Cancelling the meetingPeter ,As I have another meeting in Qingdao , I won’t come to Shanghai in this trip.Maybe next time.Sincerely,Michael4.Following-up after meetingJohn,According to your selection this morning, we’re now preparing for the offer sheet, and will send it to you in 3 days.Best regards,Stanley5.Contacting after fairsDear catty,Thank you for visiting our booth inkoln Fair.According to your selection for hand tool kit, please find the photos with offer recap in attachment.I’m now checking with colleagues about the packaging info, and will send you the quotes in detail ASAP.The testing report will be sent to you in another separate mail.Best regards,Arthur6.Developing potential customerDear Judy,Glad to find your e-mail address from website.We supply all kinds of hand tools to global market with good quality and reasonable price, and very familiar with ANSI, BS, DIN, NF & JIS tool standards.Per my visiting your company web, I found that you have several chain stores in Europe, US and Japan. It is our pleasure to find a way to cooperate with you!Here attached some photos for our showroom and some current hot-selling items.I will send you the offer sheet, factory audit report and 3rd party testing report in other separate e-mails soon.Best regards,Shirley cheng7.Introducing our advantageJudy,Please find the 3rd party testing report in attachment. We have full of confidence to meet your quality level.By the way, kindly also find our advantage below.1)Have cooperated with a lot of importers in US for more than 8 years.2)Experienced in doing business with big customers.3)Quick delivery time for decent orders.4)Own designing team for new products development.5)Factory audited by SGS, INTERTEK & WAL-MART.6)Free samples could be provided.Any further questions, please do not hesitate to inform us!Best regards,Shirley8.Highlighting specialityDear Judy,Thank you so much for your prompt reply with nice suggestions. The delivery time for producing 3000 sets of tool kits in your brand is 30-40 days after order confirmed.In fact, It is no problem for us to handle OEM orders. But actually, we have other 2 options below to help to you save the cost.Option 1:Please add the quantity to 4000 sets to fill a full 40’FCL. The freight cost for each set will be cheaper than LCL shipment. By the way, as I mentioned in the offer sheet, the MOQ for each item in OEM is one 40’ container, or we have to charge USD 200 as handling cost.Option 2:If you’d like to keep the previous quantity, we suggest you doing this order in our brand and current packaging to save the extra cost. No handling charge or firm charge will be needed. And the delivery time could be shortened to 20 days.Kindly check and advise your comments and decision.Thanks and best regards,Shirley cheng二、Doing business9.Counter offer to new inquiriesDear Abby,We’re so pleased to receive your inquiry through Global .I will check with our manager about the unit price for each item, and give you reply with quotation in 3 days.Any other interest, please also let me know.Best regards,Scott wang10.Counter offer to specific inquiriesDear Mr. Lee,Very glad to meet you in the Canton Fair yesterday!Concerning your inquired item #TD-JIC 2685, please find our offer as follows. Also attached the quote sheet in detail for your review. Items: 200W Power InverterArticle No. : TD-JIC 2685Specification: Could power a variety of electronic products with safe operationCertificate & testing report: ETLPackaging: Color boxPackaging Size: 15.8”x7.8”x2.4”Weight: 1.8 lbsSamples could be prepared in 5 working days. Please help to send me your address in detail with courier account, if you would like to evaluate the samples.We look forward to your reply soon!Best regards,Hugo11.Counter offer to non-specific inquiriesDear Sally,Thank you for your inquiry for our products!But frankly speaking, we’re a trading company with a wide range of different products. Here are our main categories below.1)Hand tool & power tool2)Art & craft3)Home textile4)Sporting accessories5)Outdoor decor6)Home use glasswarePlease find our company profile in attachment. If any interest, we’re willing to give you offer as per your request.Best regards,Spenser Ding12.Following-up inquiry from current customerCelina,Have you got my quotes dated on April 3rd? Any comments or feedback from your customer?If the price too high, we could do some changes to reduce the cost.By the way, I’m going to attend the Canton Fair phase I nest week. My colleague will send you our booth number later.We look forward to your early reply.Millie13.Recommending new product 推荐新产品Dear Mr. Yamada,How are you recently? Long time no contact with you!Any news for the samples we sent you several months ago? Do you have some buying plan this year?I would like to recommend you our new hair dryer model as below. Please find the photos and instruction manual in attachment.Model: Portable hair dryerItem No. : HKK-96666Power: 1900WFunction: 2 speed/ 3 heat settings; Cool short functionColor: AllPacking: Color boxSample lead time: immediatelyWe have passed the testing and got the PSE certificate. Would you like to evaluate the sample in advance?Thanks and best regards,Pierre de RoyerVP-Sales & Marketing14.Replying questions 回答客户问题Dear May,Thanks for getting me back for my quotation.According to your questions, please find our reply as follows.●Is it possible to do O/A 45 days?According to our company rules, we could only do T/T or L/C at sight.I think we could make a compromise to do L/C with you.●What is your main market? Turnover?Our main market is USA, and turnover is roughly 5 million USD per year.●Have you cooperated with other customers in Germany？Who are they?Yes, we got orders from OTTO and QVC in Germany via importers in Europe.●Do you have interest to do our own design items?Absolutely! We have big interest!●How many staffs in your company?Roughly 35 in the office, and 10 inspectors.If you have any further questions, please let me know.Thanks and best regards,Adeline ZhangSales Manager-EU term15.Prompt & accurate quotation 快速准确的报价Dear Flora,Thanks for mailing me back and notifying us your requested item with details!Please find the detailed estimate in attachment. Samples could be prepared on request.Kindly check and let me know if any other questions.Sincerely yours,Jessica Li16.Detailed & professional quotation 详细专业的报价Dear Clair,This is Kerry from ABC Trading Inc. According to your inquiry of grease gun, I was wondering if you could accept our price USD5.65/pc. Per our conversation on HK fair, the estimate USD 5.30/pc was based on the simple packaging of poly bag with sticker, not the color box as you confirmed finally.Enclosed please find the instruction manual, die-cut of color box and offer sheet.Your prompt reply would be greatly appreciated!Regards,Kerry Hu17.Replying to customer bargain 回复客户砍价Dear Clair,I’m so sorry that we couldn’t meet your target of USD 5.30/pc with color box!As I mentioned in my previous mail, our price was based on the different packaging method.Anyway, we could reduce our margin to establish our business. Our final price is USD 5.50 with a color box, and USD 5.20 with a poly bag. If you’d like to do promotion for this item, we suggest you confirm the poly bag instead. According to our experience, other customers mainly use this simple packaging for EU market.Please help to check with buyer and advise the comments.Best regards,Kerry HuPlease help to check with buyer and give me reply soon.Would you accept EUR 3.50/pc as final price？We could give you a special discount of 10% if the quantity up to 1X40’HQ.I have to recheck the price and see if we could meet your target.We are desperate to get your price confirmation to proceed.18.Price negotiating 价格谈判Dear Clair，To be candid with you, we have no margin to reduce the pricing again.In fact, the price is very important to win this order, but the quality counts for much more. We couldn’t debase our quality to achieve your price aim. I’m sorry!I have discussed with our top management, and decided to proceed inbelow suggestion.●USD 5.50/pc, with color box packaging, based on 10,000 pcs●USD 5.20/pc, with simple poly bag packaging, based on 10,000 pcs●3% will be provided as a special discount, when quantity up to 30,000pcsPlease help to consider and inform us which way is better for you. We understand that you have to test your local market and retail price. And we’re pleased to do a trial order for you with small quantity in our first business. Maybe 5000-8000 pcs is workable for you to make a decision, with no price increase.Best regards,Kerry HuPrice is important, but quality counts for much more.10% discount will be provided if you double the quantity.19.Final price confirmed 最终价格确认Dear Clair,Very glad to hear that you confirmed the price of USD 5.20/pc. It is our pleasure to be on service of you about the 7500 pcs trial order. Please find the PI in attachment, with unit price, packaging, carton info, delivery time, payment terms, etc. If no additional questions, kindly sign and stamp it and send me back.As soon as we receive the confirmed PI, we’ll do the final sampling at once.Any other questions, please let me know.Best regards,Kerry HuWe’ll arrange the production as long as we receive your approval email. Deal! Please send me updated offer sheet ASAP.Your final estimate is 5% than your competitions.I will consider doing business with your company if you could accept the 10000 pcs this time.Good price! But we cannot accept your packing suggestion. I will give you our idea later.20.Preparing samples to customer 准备样品Dear Clair,We’re now doing the samples, and will finish them before this weekend.I will send you them for quality approval.Best regards,Kerry HuSamples will be ready/finished/completed in three days.We’ll do the finalization after samples received.Please do sampling as quickly as possible, as we have to show them in the coming Dubai fair.I will do my best catch your itinerary.We will let you know about the sample status.21.Requesting the courier account 向客户询问到付账号Hi Clair,Samples were just completed, and passed our internal inspection. Please check the photos in attachment.Would you like us to send them to you? Which express company do you prefer? Please advise your courier account. Thank you!Best regards,Kerry HuWe want you to look over the attached photos of samples and give us your comments.22.Requesting sampling charge 支付样品费Dear Clair,Greetings!Glad to get your approval for our final samples. Just following up to let you know that we do the new samples strictly according to your logo printing, but please pay for the film charge USD 300 by your side. After order placed, you could deduct this cost when balancing the payment. Enclosed please find our bank account file.Please advise your opinion. Thank you!Best regards,Kerry HuJust following up to let you know that we already did the packaging as your request.23.Asking for sample evaluation 询问样品评估Dear Clair,Good morning! Have you enjoyed a nice weekend?I’m sure that you’re very busy every Monday, and really sorry to trouble you at this time. Just following up to check whether you received our samples? Does everything okay?If any questions, please do not hesitate to contact me.Best regards,Kerry HuI’m desperate to get your approval for samples.There are some minor details that I’d like to check with you.Hope our samples could match your request.We will send you 1pc of sample, and keep the other one for our records.24.Packaging confirmation 包装确认Dear Clair,As per your order, the packaging is poly bag with printing, right?But our previous discussion is just poly bag, without any other additional charge. If you insist on the printing on poly bag, we have to increase the unit price a little.By the way, we could do a sticker for you, and put the right side on each poly bag, free of charge.Please advise your decision. Thanks.Best regards,Kerry HuThanks a million for your confirmed order.I’m particularly interested in double blister.The same slide card packaging as your current items.12 pcs per inner box and 96 pcs per outer carton.Double corrugated carton 双瓦楞纸箱25.Color confirmation 颜色确认Dear Clair,Thanks for your kind notice! Please hereby re-confirm the color for your orders.PMS137 (orange), 2500 pcsPMS362 (green), 2500 pcsPMS418 (dark grey), 1500 pcsPMS637 (light blue), 1000 pcsIf no problem, we’ll send you some color pieces before mass production for approval.Best regards,Kerry HuPlease advise the CMYK for your pattern.Please send me the color swatches for confirmation.Color difference is not allowed for our orders.As you know, we have to keep the same package color of our items when displaying in our supermarkets.We’ll do the final inspection strictly according to PMS color.26.Artwork confirmation 确认设计稿Dear Clair,Please find the files in attachment, with details below.1.Artwork for shipping mark2.Artwork for logo printing position3.Draft for multi-language warnings on poly bag4.Die-cut for packaging5.Barcode with sizePlease check the attached multi-language instruction manual.Please send me the draft for EAN code.Here enclosed the artwork for your 5c logo design.I will give you the final artwork for PDQ soon.27.Acknowledging other requests 了解客户其他需求Mass production statusDear Clair,How are you?Per you current order, do you have some additional comments?We’re now doing the mass production for goods, and the color box with cartons will be completed next Wednesday.It will take us roughly 7 days for packaging and testing. And the final inspection time is OK for us after 10 days. Would you like us to do the internal inspection for you? Or ask the 3rd party to take the responsibility?By the way, I would like to recommend you some new items. Please check another email with full photos and descriptions.Any interest, please keep me posted. I have all samples on hand, and could send them at any time.I look forward to hearing from you soon.Kind regards,Kerry HuHere attached the photos for some of our new products.Take the responsibility for the final inspection.三、Order follow-up 订单操作28.Receiving PODear Stephy,Attached you can find the order W-XK153 for 6 pcs screwdriver set. We’d like to change L/C at sight into T/T 30 days.We need urgently 3 sets of samples. Give me the tracking number after arrangement.Sincerely,EvaWe could only accept L/C 60 days as payment terms.Please arrange the sampling in our selected Pantone No. ASAP.Only a trial order will be placed this time!If 5% discount provided, we’ll decide to place another 1X40’FCL.Drop test procedure: 摔箱跌落测试确定高度，一角三边六面测试。

外贸英语函电实战Unit 1 Establishing Business Relations建立贸易关系内容简介获取客户信息的渠道有很多种，但主要的渠道包括以下几种，比如国内外的展会，B2B网站，搜索引擎，朋友介绍等。

无论这些信息是如何获取的，目的都是与客户取得联系并成功地向他们销售自己的产品。

要与客户建立贸易关系，成功的销售产品，这要求我们要十分重视第一次与客户的联系。

通过邮件联系，向客户展示自己公司的实力和优势，促成合作。

1. Self introductionDear Sirs,This is Water from SHV Company. I’ve been working in DVD field for more than five years. Hope that I can serve you with my professional experience from now on. Please feel free to study our offer as below.First of all, I would like to introduce you some information about our factory. SHV Company is a professional manufacturer in producing Portable DVD Player, covering 7’, 8.5’, 9’, 10.2’. And SHV got the supports as below.Staff Number: over 300Production lines: four linesMonthly capacity: 60,000pcsQuality control: FCC, CE, EMC, CCC, RoHSFactory management: ISO 9001 International Quality Management System and ISO14000 International EnvironmentManagement SystemMarkets: xxx from Spain, xxx, xxx from Italy, xxx from Germany, xxx from Ukraine, xxx from Bulgaria, xxx from Russia, xxx from Israel, xxx from Iran, xxx, xxx from India, xxx from Middle East, xxx from Paraguay, xxx from Panama, etc.Now I would like to offer you the fast sale item with best price for your reference first.Model: Item A701, 7’ swivel screen with TV tuner, USB＆Card RenderOffer: FOB Shenzhen US$50MOQ: 1000pcsSamples and more information are available for your study anytime. We appreciate your kind reply soon.We are looking forward to our cooperation in near future.Best regards,Water1. 第一次主动联系客户，介绍自己在行业内的经验和成绩。

英语函电实训心得
在进行英语函电实训期间，我收获了以下几点心得体会。

首先，实训过程中我深刻理解到英语函电的重要性。

英语函电是企业与国际合作伙伴
交流沟通的重要工具，能够有效地传递信息和达成商务目标。

通过实训，我学会了如
何撰写一封形式规范、内容准确的英语函电，并了解了在函电中使用合适的礼貌语言
和礼仪的重要性。

其次，实训过程中我重视了语法和词汇的积累。

准确的语法和丰富的词汇是写好函电
的基础。

通过实训，我不断学习和掌握各种语法规则，并且积极积累和使用新的词汇。

我发现，通过大量的阅读和练习，我的语法和词汇能力得到了提高，从而使我在写函
电时更加流畅和准确。

最后，实训过程中我注重了实践和反思。

在实训中，我主动参与各种写作练习和模拟
情境的角色扮演，通过实践中的实际操作，我更好地理解了英语函电的应用技巧和注
意事项。

在每次练习后，我会仔细反思自己的表现，总结经验教训，并不断改进自己
的写作和表达能力。

通过这次英语函电实训，我对英语函电的重要性有了更深刻的认识，并且提升了我的
语法和词汇水平。

同时，我也加深了对实践和反思的理解，意识到只有通过实际操作
和不断反思，才能不断提高自己的能力。

在以后的工作和学习中，我会运用所学的知
识和经验，不断提升自己的英语函电能力，以提高与国际合作伙伴的沟通和交流效果。

随着我国经济的快速发展，国际贸易的比重逐年增加，商务英语函电在国际商务活动中扮演着越来越重要的角色。

为了提高学生的商务英语函电应用能力，培养具备实际操作技能的商务英语人才，我校组织了商务英语函电实训。

本次实训旨在通过模拟实际商务场景，让学生掌握商务英语函电的写作技巧，提高学生在商务沟通中的实际操作能力。

二、实训目的1. 使学生了解商务英语函电的基本格式和写作技巧。

2. 培养学生运用商务英语进行商务沟通的能力。

3. 提高学生分析问题和解决问题的能力。

4. 增强学生的团队合作意识和沟通能力。

三、实训内容1. 商务英语函电基础知识（1）商务英语函电的基本格式：信头、信内地址、称呼、正文、结束语、签名等。

（2）商务英语函电的常用词汇和句型。

（3）商务英语函电的写作技巧：清晰、简洁、礼貌、专业。

2. 商务英语函电写作实践（1）询盘函：学会如何撰写询盘函，包括产品介绍、价格、付款方式等。

（2）报价函：掌握报价函的写作技巧，包括产品规格、价格、交货期等。

（3）订单函：了解订单函的写作要点，包括订单内容、数量、价格、付款方式等。

（4）确认函：学会撰写确认函，包括订单内容、数量、价格、交货期等。

（5）催款函：掌握催款函的写作技巧，包括催款原因、金额、付款期限等。

3. 商务英语函电案例分析通过分析实际商务案例，使学生了解商务英语函电在实际商务活动中的应用，提高学生的实际操作能力。

1. 理论学习：学生通过自学、课堂讲解等方式，掌握商务英语函电的基本知识和写作技巧。

2. 实践操作：学生分组进行商务英语函电写作练习，教师现场指导。

3. 案例分析：学生分组分析实际商务案例，总结商务英语函电的写作要点。

4. 汇报展示：各小组选取代表进行实训成果展示，教师进行点评。

五、实训总结1. 学生通过本次实训，掌握了商务英语函电的基本格式、常用词汇和句型，提高了商务英语函电写作能力。

2. 学生在实训过程中，学会了运用商务英语进行商务沟通，提高了实际操作能力。

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。

商务英语函电湖北省⾼等教育⾃学考试课程考试⼤纲课程名称：商务英语函电课程代码：01518第⼀部分课程性质与⽬标⼀、课程性质与特点商务英语函电课程是湖北省⾼等教育⾃学考试商务英语专业（专科）学⽣必修的专业课，主要选⽤《商务英语函电教程》，其特点在于突出应⽤性，贯穿语⾔交流原则，倡导更适合时代、⾼效、简洁的商务函电写作。

通过学习本课程，学⽣能在虚拟的环境下得到各个实际⼯作环节的实践性培养，掌握操作技能。

⼆、课程⽬标与基本要求开设本课程旨在让学⽣掌握了⼀定的专业知识后，能够运⽤相关知识与英语技能独⽴完成外贸⼯作。

课程教程贴近实际，⼒求提供⽐较真实的外贸环境，让学⽣通过完成各个环节的任务，来领会和掌握外贸函电常⽤术语和句式，锻炼独⽴撰写、回复外贸信函的综合能⼒，达到商务英语专业专科⽣的⽔平。

三、与本专业其他课程的关系商务英语函电课程的内容不仅是英语语⾔技能和商务技能的结合，也是现代国际商务理念的集中体现。

本课程是商务英语专业的专业课程，在此之前开设的商务英语听说、商务英语写作、商务英语阅读、综合英语等专业基础课程，都为本课程的学习奠定了较好基础。

由于本课程是商务英语专业的核⼼课程，在内容上融汇了上述课程所有内容。

通过本课程的学习，学⽣能够较好地掌握相关专业知识和技能，有利于后续实践课程的顺利进⾏，从⽽确保专业⼈才培养⽬标的实现。

第⼆部分考核内容与考核⽬标第⼀单元商务函电写作基础知识⼀、学习⽬的与要求熟练掌握商务英语函电的结构、格式、写作原则。

⼆、考核知识点与考核⽬标(⼀)商务英语函电的结构与格式（重点）识记：商务英语函电的基本组成部分理解：商务英语函电的四⼤类格式应⽤：根据提⽰进⾏商务函电写作(⼆)商务函电的写作原则及要求（次重点）识记：商务函电常⽤语句理解：商务函电的基本写作原则应⽤：根据不同要求写出恰当得体的各类商务函电(三)信函范例学习（⼀般）第⼆单元建⽴贸易关系⼀、学习⽬的与要求能够通过各种渠道及⽅法与商务洽谈⽅建⽴良好的贸易关系；正确拟写相关信函。

外贸函电课程教案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 LettersThe 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 clarity conciseness concreteness correctness completenessThe Standard Parts: The Optional Parts:复习思考题、作业：What is the relations between EBC and foreign trade Page Ex. I课后⼩结：the unique characteristics of EBC2.The difference between social communications and EBC 3．Grasp the Standard Parts and the Optional Parts of EBC English Business Correspondence教案章节：Preface 2课时教学任务：Skill Training重点、难点：1．Arrange a letter in proper form as they should be set out in a letter2．How to write self-introduction letters教学内容提要：The Structure of Business Letters1-1T he full blocked style1-2T he modified blocked style1-3The indented style1-4The Semi-blocked style with indented-paragraphs▲open punctuation▲close punctuationAddressing envelopes : three requirements:1.accuracy2.clearness3.appearance4.Explain C/O复习思考题、作业：Page Ex. II课后⼩结：Grasp the three forms of EBCHow to fill in an envelopeWrite a letter to an exporter and address an envelopeEnglish Business Correspondence教案章节：Chapter One Establishing business relations 教学任务：Letter 6 Letter 7重点、难点：1．Self-introduction letters2．transferring business relations3．Credit inquiries教学内容提要：1.owe one’s name and address to sb/doc/fd7174a6df88d0d233d4b14e852458fb770b389d.html mercial Counsellor;s Office/doc/fd7174a6df88d0d233d4b14e852458fb770b389d.html rm sb. of sth./ inform sb. that/ be informed that4.be in a market for sth.5.textiles6.avail7.approach = get in touch with8.establish business relations with sb.9. a state-operated corporation10.h andle11．acquaint sb with sth12. be well acquainted with sth复习思考题、作业：Page课后⼩结：熟练掌握⾃荐信的写作及其惯⽤表达法。