一、说明

（一）课程性质

该课程是外贸英语、商务英语和国际贸易专业高年级的核心业务课程之一，是一门将英语与外贸业务相结合的课程,属于外贸英语专业和国际贸易的专业必修课。通过介绍外贸实务中各种英文业务函件，电传和传真以及其它方式的写作格式，商业术语和各种不同的表达方法，并通过介绍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的基本术语及表达技能，培养和提高他们的外贸业务工作能力。《国际商务函电》是在国际贸易学和国际贸易实务学习的基础是开设的。本课程使用的教材是董金玲、郝景亚、郑凌霄编写的《国际商务函电双语教程》，机械工业出版社，2011年8月第1版。

（二）教学目的

    本课程的目的是学习外贸业务书信的标准格式，了解通过哪些途径来发展新客户，开拓新市场，如何进行询购某商品，怎样报盘和还盘，怎样灵活运用付款方式，如何进行货物的包装、装运，如何做到重合同守信用，怎样去审查信用证，做到不出差错，在理赔和索赔中做到有理有利有节；学会拟写信函和电传、传真的写作技巧，学会草拟、撰写和翻译各种对外贸易合同文本。

（三）教学内容

《国际商务函电》介绍国际经贸实务的中英文写作，紧密结合我国外经贸业务实际，总结和归纳了国际经贸业务中的常用术语、常用短语、句型结构和缩略语。具体内容是按照实际交易程序介绍商务信函的写作方法，包括建立业务关系、询价、报价、还价、接受、开证、保险、租船订舱和索赔等，另外还介绍了国际商务应用文的写法和合同或合约的阅读。

（四）教学时数

   每周2学时，总时数36学时

（五）教学方式

课堂多媒体教学、案例教学和参与式教学相结合的方式。并引导学生掌握相关国际商务函电的专业英语知识，通过课后布置作业、课堂练习和听写，让学生掌握所学的国际商务函电知识，并会写作各种类型的国际商务函电。

二、本文

Chapter1 Basic knowledge of Business Letters and Foreign Trade Procedures

教学要点：

To enable student to master the principles of business letter writing; to become acquainted with the general layout of most business letters; to skillfully write structural parts of business English letters with proper styles; to be familiar with the procedures of foreign trade, parties and documents involved.

教学时数：

6学时

教学内容

1.1 An Overview of Business Letter and Writing Guidelines:（1学时）

1.1.1 Business letters can be roughly grouped into three categories:

（1）to get action;

（2）to build goodwill;

（3）to furnish (provide) information.

1.1.2 The principles of business letter writing(7Cs):

Correctness, Conciseness, Clarity, Concreteness, Completeness, Courtesy, and Consideration.

1.2 Structure of Business Letter:（1.5学时）

1.2.1 The Letterhead（信头）

1.2.2 The Date line（日期）

1.2.3 The Reference and Inside Address（编号和信内地址）

1.2.4.The Attention line（注意项）

1.2.5 The Salutation（称呼语）

1.2.6 The subject line （事由）

1.2.7 The body of the Letter（正文）

1.2.8 The Complimentary Close（结尾敬语）

1.2.9 The Signature（签名）

1.2.10 The Enclosure（附件）

1.2.11 The carbon copy (副本抄送)

1.2.12 The Postscript（附言）

1.3 Format（layout） of Business Letters（1学时）

1.3.1 Indented Form（缩进式）,采用sample教学方式

1.3.2 Block Form（齐头式,采用sample教学方式

1.3.3 Semi-block Form with Indented Paragraphs（半齐头式或混合式）,采用sample教学方式

1.4 Envelopes Addressing：（0.5学时）

1.4.1 Name of the addressee;（收信人姓名）

1.4.2 Number and street;（门牌号）

1.4.3 City, state and zip code;（城市、州、邮编）

1.4.4 Country.（国家）

1.5 Some Other Forms of Business Letters：（0.5学时）

1.5.1 Fax （传真）：采用sample教学方式

1.5.1 E-mail（电子邮件）：采用sample教学方式

1.6 General Procedures of Foreign Trade （1学时）

1.6.1 Procedures of Export （出口的程序）

1.6.2 Procedures of Import （进口的程序）

1.6.3 Parties involved in foreign transaction（外贸交易的当事人）

1.6.4．Basic documents needed in export and import transaction（进口交易所需要的单证）

1.7 Useful Expressions（0.5学时）

1.8 Exercises

考核要求：

1. 掌握国际商务函电的写作原则。

2. 掌握国际商务函电的结构。

3. 掌握国际商务函电的格式。

4. 学会写作国际商务函电的信封。

5. 了解国际商务函电的传递方式。

6.了解对外贸易的一般程序英文表达。

Chapter 2 Establishing Business Relations

教学要点：

To enable the students to know about the importance of establishing business relationships; to be familiar with the channel of obtaining business information; to master steps and procedures of writing letters of establishing business relationships.

教学时数：

4学时

教学内容：

2.1 Background Information：（1学时）

2.1.1 Channels for Obtaining Information About a New Firm

(1)Banks;

(2)Trade directories of importers and exporters;

(3)Chambers of commerce both at home and abroad;

(4) Commercial counselor’s office;

(5)Advertisements;

(6)Exhibitions and trade fairs;

(7)Market investigations;

(8)Inquires received from foreign merchants;

(9)Self-introduction or introduction from his business connections;

(10)A branch office or representative abroad;

(11)The internet;

(12)The introduction from your partners;

(13)Other sources.

2.1.2 Do some researches of foreign partner;

2.1.3 Contact channels of Establish relations;

2.1.4 Letter basically includes information;

2.1.5 Writing principles of Establish relations letter

2.2 Samples：（2学时）

Letter 1: An Introduction of an Exporter

Letter 2: A positive reply from an importer
    Letter 3: A negative reply from an importer

Letter 4: An introduction of an importer

Letter 5: A reply from an exporter

Letter 6 Credit inquiry

2.3 Useful Expressions（0.5学时）

2.4 Exercises（0.5学时）

考核要求：

1.了解建立商务关系的重要性。

2. 掌握建立和获取商务关系的重要渠道。

3.掌握建立商务关系函电的写法步骤。

4.掌握建立商务关系函电的四个样例。

5.掌握建立商务韩信有用的句子和短语。

6.学会写作建立商务关系的函电。

Chapter3 Inquiries and Replies

教学要点：

Know the definition of inquiries, the basic content and kinds of inquiry; Familiar with the differences of general and specific inquiry, the basic content of reply, the important principles of inquiry and reply; Master basic sentences and expressions of inquiry and reply; Enable to translate and write inquiry and reply.

教学时数：

5学时

教学内容：

3.1 Background Information：（2学时）

3.1.1 The definition of inquiry

3.1.2 The kinds of inquiry: general inquiry and specific inquiry

3.1.3 The Parts of Letter of Inquiry

3.1.4 The Principles of Letter of Inquiry

3.1.5 The Parts of Letter of Reply

3.1.6 The Principles of Letter of Reply

3.2 Samples：（2学时）

Letter 1： General Inquiry

Letter 2： Reply to General Inquiry

Letter 3： Specific Inquiry

Letter 4： Reply to Specific Inquiry

3.3 Useful Expressions（0.5学时）

考核要求：

1.知道询盘的英文定义。

2.掌握询盘的种类和内容。

3.掌握询盘回复的主要内容。

4.掌握询盘及回复的样例。

5.掌握询盘及回复的有用的句子和短语。

6.学会写作询盘及回复的函电。

   Chapter 4 Quotations, Offers and Counter-offers

教学要点：

know the definition of quotation, offer and counter-offer; know about the writing principles of quotation, offers and counter-offers;familiar with the differences between  firm offer and non-firm offer, the main components of letters of quotation, offers and counter-offers;  master basic expressions and sentences of writing letters of quotation, offers and counter-offers; translate and write letters of quotation, offers and counter-offers.

教学时数：

5学时

教学内容：

4.1 Background Information：（2学时）

4.1.1 Letter of quotation generally includes the following parts:

（1）Thank for the former inquiry;

（2）The name, quality, quantity and specifications of commodities;

（3）The details of price, discount and term of payment;

（4）Clearly introduce price involved, such as packing, freight premium, etc.;

（5）Packing and delivering;

（6）Express the hope of accepting quotation.

4.1.2 Types of Offer：

Firm Offer and Non-firm offer

4.1.3 Letters about offer generally bases on the following steps:

（1）thank for the inquiry and show what date or which one of  inquiry you are answering;

（2）Make clear the nature of the offer. If it is a firm offer, state the period of validity. If not, state that the offer without engagement;

（3）State clearly the name of the commodity, quality, specification, quantity, details of prices, time of shipment, and terms of payment and so on;

（4）Provide information as much as possible;

（5）In the final part, hope the buyer will be satisfied with the offer and accept it.

4.1.4 Writing the letter of counter-offer always bases on the following steps:

Firstly, express thanks for the offer;

Secondly, clearly apologize and show your reasons of disagreement to certain term(s);

Put forward concrete suggestions or amendments to the former offer;

In the end, express hopes of reply earlier and make a deal。

4.2 Samples：（2学时）

Letter 1： Quotations

Letter 2： Firm Offer

Letter 3： Non-firm Offer

Letter 4： Counter-offer

4.3 Useful Expressions（0.5学时）

4.4 Exercises（0.5学时）

考核要求：

1.知道报价、发盘和还盘的英文定义。

2.掌握发盘的种类和内容。

3.掌握报价和还盘的主要内容。

4.掌握报价、发盘和还盘的样例。

5.掌握报价、发盘和还盘的有用的句子和短语。

6.掌握报价、发盘和还盘函电的写作步骤。

7.学会写作报价、发盘和还盘的函电。

Chapter 5 Orders, Acceptance and Rejections

教学要点：

To know the definition of order, acceptance and contract; To acquainted with the main components of this kind of letter; To master typical sentences and expression of letter; To learn to write and fill different kinds of order form and contract.     

教学时数：

5学时

教学内容：

5.1 Background Information：（2学时）

5.1.1 Letter about order always includes:

（1）Referring to the previous contact, acknowledge that you have accepted the offer;

（2）Give the description in great detail of your order;

（3） Expressing your good will in cooperation.

5.1.2 Letter about acceptance usually including:

（1）Express pleasure at receiving the order;

（2）Add a favorable comment on the goods ordered;

（3）Ensure to attach importance to the order;

（4）Draw attention to other products;

（5）Hope for further orders.

5.1.3 Letter of rejecting including:

（1）Thanks for the orders;

（2）Reject the order and explain the reasons;

（3）Offer the substitute;

（4）Expectation to the reply.

5.1.4contract：

One is official contract that has full-scale content and conditions;

The other one is simple contract such as sales confirmation and purchase confirmation.

5.2 Samples：（2学时）

Letter 1： Placing an Order

Letter 2： Acceptance

Letter 3： Confirmation

Letter 4： Sending the Contract

Letter 5： Failure to Supply

5.3 Useful Expressions（0.5学时）

5.4 Exercises（0.5学时）

考核要求：

1. 掌握订购函电应该包括的内容。

2. 掌握接受函电的主要部分和步骤。

3. 掌握拒绝函电的主要内容和步骤。

4.掌握订购、接受、拒绝函电的样例。

5.掌握订购、接受和拒绝函电涉及的有用的句子和短语。

6.学会写作订购、接受、拒绝的函电。

Chapter 6 Terms of Payment

教学要点：

To know the definition of international business payment, bill of exchange, promissory notes, and checks;

To familiar with the  definition parties and kinds of remittance, collection and letter of credit, the procedure of using L/C;

To master how to write the letters of urging to establish, amending, and extending L/C and useful expressions, and how to write the letter of payment by D/A and useful expression.

教学时数：5学时

教学内容：

6.1 Background Information：（2学时）

6.1.1 Financial documents：

（1）Bill of Exchange;

（2）Promissory Note ;

（3） Check.

6.1.2 Payment Methods:：

（1）Remittance: Including mail transfer (M/T), telegraphic transfer (T/T) and demand draft (D/D);

（2）Collection can be classified into clean collection and documentary collection.

Documentary collection can be divided into document against payment (D/P) and  documents against acceptance (D/A);

（3）Letter of Credit(L/C);

The types of L/C ;

The main content of Letter of Credit;

The payable procedure of Letter of Credit.

6.2 Samples：（2学时）

Letter 1： Establishment of Letter of Credit

Letter 2： Amendment of Letter of Credit

Letter 3： Extension of L/c

Letter 4： Payment by L/C

6.3 Useful Expressions（0.5学时）

6.4 Exercises（0.5学时）

考核要求：

1.掌握支付工具的汇票的英文表示。

2.了解本票和支票的英文表示。

3.掌握三种支付方式的英文内容。

4.掌握支付条款的函电样例。

5.掌握支付条款的有用的句子和短语。

6.学会写作支付条款的函电。

Chapter 7 Packing and Marks

教学要点：

To know the essential terms and conditions regarding packing and marks; To familiar with the categories of packing and marks; To have a good command of sentence structure and letter writing about packing.

教学时数：5学时

教学内容：

7.1 Background Information：（2学时）

7.1.1 Types of Packing

（1）Inner packing /small packing: packing for sales

(内包装/小包装：销售包装 )

（2）Outer packing /large packing: packing for transportation

(外包装/大包装：运输包装 )

（3）neutral packing （中性包装）

7.1.2 Categories of marks：

mainly includes shipping marks, indicative marks and warning marks.;

（1）Content of shipping marks:

（2）The Examples of Indicative marks;

（3）The Examples of Warning marks;

7.1.3 The content of packing letter:

（1） materials or containers ;

（2）shipping mark, ;

（3）packing charges;

（4）packing list.

7.2 Samples：（2学时）

Letter 1： Placing an Order

Letter 2： Acceptance

Letter 3： Confirmation

Letter 4： Sending the Contract

Letter 5： Failure to Supply

7.3 Useful Expressions（0.5学时）

7.4 Exercises（0.5学时）

考核要求：

1.掌握各种类型包装的英文表示。

2.了解包装标志的种类和内容。

3.掌握包装函电的内容。

4.掌握包装函电的样例。

5.掌握包装函电涉及的有用的句子和短语。

6.学会写作包装方面的函电。

Chapter 8 Insurance

教学要点：

To know different insurance clauses

To master different ways of expressing the insured amount 

To familiar with three basic Risks

To familiar with other Additional Risks

To master Insurance Policy/ Certificate, open policy, coverage

教学时数：

5学时

教学内容：

8.1 Background Information：（2.5学时）

8.1.1 The Importance of Insurance in international trade

8.1.2the main insurance categories：

（1） Marine Cargo Transportation Insurance,

（2）On Land Cargo Transportation Insurance

（3）Air Cargo Transportation Insurance

（4）Mail Cargo Transportation Insurance

8.1.3 The categories of Marine Cargo Transportation Insurance：

（1）the principal risks ;

（2）additional risks

8.1.4 The principal risks in Marine Cargo Transportation Insurance include：

（1）F.P.A. insurance covers；

（2）W.P.A. insurance covers；

（3）All Risks insurance covers。

8.1.5 The Categories of Additional Risks：

（1）General Additional Risks

（2）Special Additional Risk

8.1.6 Insurance clause of letter:

（1）The goods or consignment to be covered;

（2）The coverage of the insurance and the insurance amount;

（3） The premium rate;

（4）The way of premium payment;

（5）The validity of the insurance;

（6）Insurance company;

（7）Express expectations for an early reply or cooperation.

8.2 Samples：（1.5学时）

Letter 1： Ask to Cover the Insurance

Letter 2： Additional Risk of Breakage

Letter 3： Insurance Claim

8.3 Useful Expressions（0.5学时）

8.4 Exercises（0.5学时）

考核要求：

1.了解保险条款的英文表示。

2.掌握保险的基本种类和内容。

3.了解附加保险的主要种类和内容。

4.掌握保险函电写作的步骤

5掌握保险函电涉及的样例。

6.掌握保险函电的有用的句子和短语。

7.学会写作保险方面的函电。

Chapter 9 Commodity Inspection

教学要点：

To know the content of Commodity Inspection, the department of commodity inspection;

To familiar with the certificates of commodity inspection, the problem of Commodity Inspection and the expressions of commodity inspection ;

To master writing letter of commodity inspection.

教学时数：4学时

教学内容：

9.1 Background Information：（1.5学时）

9.1.1 The content of Commodity Inspection

Including quality, weight, quantity and packing of the commodities and etc.

9.2.2 The certificates of inspection：

（1）Inspection Certificate of Quality（质量检验证书）

（2）Inspection Certificate of Weight or Quantity（重量或数量检验书）

（3）Inspection Certificate of Packing（包装检验书）

（4）Sanitary Inspection Certificate（卫生检验证书）

（5）Inspection Certificate of Damaged Cargo（残损检验证书）

（6）Inspection Certificate on Tank/Hold （船舱检验证书）

（7）Inspection Certificate of Origin（产地检验证书)

（8）Inspection Certificate on Tank/Hold(船舱检验证书)

9.2 Samples：（1.5学时）

Letter 1： Information about the Commodity Inspection

Letter 2： Inferior Quality

Letter 3： Goods not up to Standard

Letter 4：Short-weight

9.3 Useful Expressions（0.5学时）

9.4 Exercises（0.5学时）

考核要求：

1.掌握商检的内容的英文表示。

2知道各类商检证书的英文表示。

3.掌握商检函电的样例。

4.掌握商检函电涉及的有用的句子和短语。

5.学会写作商检方面的函电。

Chapter 10 Shipment

教学要点：

To know about modes of transportation in international trade;

To be acquainted with terms of shipments;

To master shipping instructions, shipping advice and shipping documents;

To skillfully write business letter about shipment.

教学时数：5学时

教学内容：

10.1 Background Information：（2学时）

10.1.1 Terms of shipment of the sales contract:

（1） Modes of transport;

（2）Time of shipment;

（3）Port of loading and unloading;

（4）Shipping advice;

（5）Partial shipment and transshipment;

（6）Shipping documents, etc.

10.1.2. Modes of transport：

（1）ocean transport 海洋运输

（2） railway transport 铁路运输

（3）air transport 航空运输

（4）container transport 集装箱运输

（5）international multi-modal transport 国际多式联运

（6）postal transport 邮政运输

（7）high way or inland 高速公路运输或内陆运输

（8）waterway transport 水路运输

10.1.3 The categories of  Marine Cargo Transportation：

（1） Liner Shipment  ;

（2） Chartering Shipping /Tramp Shipping

10.1.4 Shipping terms of contract:

（1）Time of shipment

（2）Port of loading and unloading

（3）Shipping advice

（4）Partial Shipment and Transshipment

（5）Shipping documents

10.2 samples：（2学时）

Letter 1：Shipping Instructions

Letter 2：Transshipment

Letter 3：Requesting Early Shipment

Letter 4：Shipping Advice

10.3 Useful Expressions（0.5学时）

10.4 Exercises（0.5学时）

考核要求：

1.掌握销售合同中的运输条款的英文内容。

2.了解各种类型的运输方式的英文表示。

3.重点掌握海洋运输方式的英文内容。

4.掌握运输条款函电涉及的样例。

5.掌握运输条款函电涉及的有用的句子和短语。

6.学会写作运输方面的函电。

Chapter 11 Complaint, Claim and Settlement

教学要点：

To know about the information to be covered in complaints, claims and settlement;

To grasp all the important words and phrases;

To master the steps of settlement of claim;

To skillfully write letters of complaint,claim and settlement.

教学时数：5学时

教学内容：

11.1 Background Information：（2学时）

11.1.1 Two kinds of complaints made by the buyer:

（1）The justified or genuine complaints；

（2）Unjustified complaint.

11.1.2 the general structure of a letter of complaints：

（1）Setting the scene;

（2）Explaining the complaint;

（3）Recommending action;

（4）Making your position clear.

11.1.3 The general structure of a letter of claim

（1）To write details such as dates of delivery and/or order, quantity ordered, account number and invoice number, etc;

（2）Details are given such as damaged or defective goods, late delivery, incorrect bills, poor quality, delivery mistakes and so on;

（3）State clearly what exactly you want the company to do.

11.1.4 Replies to complaints contain:

（1）Acknowledging the complaint;

（2）Describing the action you have taken since receiving it;

（3）Stating briefly your decision;

（4）Offering compensation if appropriate.

11.2 Samples：（2学时）

Letter 1：Complaint

Letter 2：Response to the Complaint

Letter 3：Claim

Letter 4：Settlement

11.3 Useful Expressions（0.5学时）

11.4 Exercises（0.5学时）

考核要求：

1.了解各种类型的投诉的英文表示。

2.掌握投诉函电的结构。

3.掌握索赔函电的主要内容。

4.掌握投诉、索赔和理赔函电的相关样例。

5.掌握投诉、索赔和理赔有用的句子和短语。

6.学会写作投诉、索赔和理赔方面的函电。

三、参考书目：

[1]吴雯，《国际商务英语函电》，对外经济贸易大学出版社，2015年4月第二版

[2]托马斯·A.普格尔 (Thomas A.Pugel) 《国际贸易》（第15版）英文版，中国人民大学出版社 2012年12月

[3]仲鑫，《外贸函电》，机械工业出版社，2010年1月第二版

[4]葛萍、周维家，《外贸英语函电》，复旦大学出版社，2014年6月第三版

[5]梁金水，《外贸英语函电实战》，中国海关出版社2010年1月

[5]李爽，《国际商务函电》，清华大学出版社，2016年3月第二版

本课程使用教具和现代教育技术的指导性意见

《国际商务函电》是一门理论性课程，也是国际经济与贸易专业的必修课程。本门课程在讲授中将坚持理论联系实际，引入世界经济贸易和我国经济贸易中的现实案例进行分析，让学生了解掌握国际贸易实务运行中涉及到函电交往中的重点问题和难点问题，提高学生的参与性。为了让学生掌握所学内容，除了课堂上提问和参与讨论外，还会比较多给学生布置练习和作业来巩固课堂所学内容。

本门课程在课堂上采用由我多媒体教授和学生参与讨论相结合的方式。