Lead In 课程先导1

Unit 1The Structure and Layout of a Business Letter 商务信函写作格式1

Seven Necessary Parts七个必要部分1

Eight Unnecessary Parts八个非必要部分4

Four Layout Styles四种布局风格8

Unit 2The International Trade Procedure 国际贸易流程13

Import进口14

Export出口15

Chapter 1Company and Product Introduction 公司和产品介绍16

Unit 1Making a Company Profile 公司简介16

Skill Points技能要点16

Task 1Read a Company Profile阅读公司简介17

Task 2Write a Company Profile撰写公司简介18

Task 3Translate the Following Company Profile翻译公司简介18

Knowledge Points必备知识要点19

Language Points必备语言要点19

Reference Guide参考答案19

Unit 2Making a Product Description 产品描述20

Skill Points技能要点21

Task 1Read a Product Description阅读产品描述21

Task 2Write a Product Description撰写产品介绍22

Task 3Translate the Following Product Description翻译产品介绍22

Knowledge Points必备知识要点23

Language Points必备语言要点23

Reference Guide参考答案25

Unit 3Making a Product Catalogue 制作产品目录26

Skill Points技能要点27

Task 1Read a Product Catalogue阅读产品目录27外贸英语与函电Contents目录Task 2Write a Product Catalogue制作产品目录28

Task 3Translate the Following Product Catalogue翻译产品目录28

Knowledge Points必备知识要点29

Language Points必备语言要点30

Reference Guide参考答案30

Chapter 2Customer Development 客户开发32

Unit 1Launching an Advertisement 发布广告32

Skill Points技能要点32

Task 1Read an Advertisement阅读广告33

Task 2Write an Advertisement撰写广告34

Task 3Translate the Following Advertisement翻译广告34

Knowledge Points必备知识要点34

Language Points必备语言要点35

Reference Guide参考答案35

Unit 2Making a First Contact (General Enquiry)

进行首次联系(一般性询价)36

Skill Points技能要点37

Task 1Read a General Enquiry阅读一般性询价信函38

Task 2Write a General Enquiry撰写一般性询价信函39

Task 3Reply to a General Enquiry回复一般性询价信函40

Task 4Translate the Following General Enquiry翻译一般性询价信函40

Knowledge Points必备知识要点40

Language Points必备语言要点41

Reference Guide参考答案41

Unit 3Making a First Touch (Promotion) 进行首次接触（推销）44

Skill Points技能要点44

Task 1Read a Promotion Letter阅读推销信函45

Task 2Write a Promotion Letter撰写推销信函46

Task 3Reply to a Promotion Letter回复推销信函46

Task 4Translate the Following Promotion Letter翻译推销信函46

Knowledge Points必备知识要点47

Language Points必备语言要点47

Reference Guide参考答案48

Unit 4Making a Status Enquiry 咨询50

Skill Points技能要点51

Task 1Read a Status Enquiry阅读咨询信函52

Task 2Write a Status Enquiry撰写咨询信函53

Task 3Reply to a Status Enquiry回复咨询信函53

Task 4Translate the Following Status Enquiry翻译咨询信函54

Knowledge Points必备知识要点54

Language Points必备语言要点55

Reference Guide参考答案55

Chapter 3Business Negotiation Ⅰ 商务谈判（一）58

Unit 1Making a Specific Enquiry 具体询价58

Skill Points技能要点58

Task 1Read a Specific Enquiry阅读具体询价信函59

Task 2Write a Specific Enquiry撰写具体询价信函61

Task 3Reply to a Specific Enquiry回复具体询价信函61

Task 4Translate the Following Specific Enquiry翻译具体询价信函61

Knowledge Points必备知识要点62

Language Points必备语言要点63

Reference Guide参考答案63

Unit 2Making a Firm Offer 发实盘66

Skill Points技能要点66

Task 1Read a Firm Offer阅读实盘67

Task 2Write a Firm Offer撰写实盘68

Task 3Reply to a Firm Offer(Acceptance)回复实盘(接受)69

Task 4Reply to a Firm Offer (Declining)回复实盘(拒绝)69

Task 5Translate the Following Firm Offer翻译实盘69

Knowledge Points必备知识要点70

Language Points必备语言要点71

Reference Guide参考答案72

Unit 3Making a Nonfirm Offer 发虚盘75

Skill Points技能要点75

Task 1Read a Nonfirm Offer阅读虚盘76

Task 2Write a Nonfirm Offer撰写虚盘77

Task 3Reply to a Nonfirm Offer (Acceptance)回复虚盘(接受)78

Task 4Reply to a Nonfirm Offer (Declining)回复虚盘(拒绝)78

Task 5Translate the Following Settlement Letter翻译虚盘78

Knowledge Points必备知识要点79

Language Points必备语言要点81

Reference Guide参考答案81

Chapter 4Business Negotiation Ⅱ 商务谈判（二）86

Unit 1Making a Counter Offer 还盘86

Skill Points技能要点86

Task 1Read a Counter Offer阅读还盘88

Task 2Write a Counter Offer撰写还盘89

Task 3Reply to a Counter Offer回复还盘90

Task 4Translate the Following Counter Offer翻译还盘90

Knowledge Points必备知识要点91

Language Points必备语言要点91

Reference Guide参考答案93

Unit 2Making a Countercounter Offer 反还盘95

Skill Points技能要点95

Task 1Read a Countercounter Offer阅读反还盘97

Task 2Write a Countercounter Offer撰写反还盘98

Task 3Reply to a Countercounter Offer回复反还盘99

Task 4Translate the Following Countercounter Offer翻译反还盘99

Knowledge Points必备知识要点100

Language Points必备语言要点101

Reference Guide参考答案102

Chapter 5Business Negotiation Ⅲ 商务谈判（三）105

Unit 1Placing an Order 订购105

Skill Points技能要点105

Task 1Read an Order阅读定单107

Task 2Write an Order撰写定单108

Task 3Reply to an Order （Acceptance）回复定单（接受）109

Task 4Reply to an Order （Declining）回复定单（拒绝）109

Task 5Translate the Following Order翻译定单109

Knowledge Points必备知识要点110

Language Points必备语言要点111

Reference Guide参考答案111

Unit 2Accepting，Confirming and Declining 接受、确认和拒绝115

Skill Points技能要点116

Task 1Read a Letter of Accepting阅读接受信函118

Task 2Write a Letter of Confirming撰写确认信函120

Task 3Translate the Following Letter of Declining翻译拒绝信函120

Knowledge Points必备知识要点121

Language Points必备语言要点121

Reference Guide参考答案122

Unit 3Signing a Contract 签订合同124

Skill Points技能要点124

Task 1Read a Contract阅读合同125

Task 2Write a Contract撰写合同127

Task 3Translate the Following Contract翻译合同128

Knowledge Points必备知识要点129

Language Points必备语言要点129

Reference Guide参考答案130

Chapter 6Payment Ⅰ 支付方式（一）134

Unit 1Discussing the Terms of Payment 商讨支付条款134

Skill Points技能要点134

Task 1Read a Letter of Payment阅读支付方式的信函137

Task 2Write a Letter of Payment撰写支付方式的信函138

Task 3Reply to a Letter of Payment （Acceptance）

回复支付方式的信函 （接受）139

Task 4Reply to a Letter of Payment （Refusal）

回复支付方式的信函（拒绝）139

Task 5Translate the Following Letter of Payment翻译支付方式的信函139

Knowledge Points必备知识要点139

Language Points必备语言要点142

Reference Guide参考答案143

Unit 2Urging Establishment of L/C 催开信用证145

Skill Points技能要点146

Task 1Read a Letter of Urging Establishment of L/C

阅读催开信用证信函147

Task 2Write a Letter of Urging Establishment of L/C

撰写催开信用证信函148

Task 3Reply to a Letter of Urging Establishment of L/C

回复催开信用证信函149

Task 4Translate the Following Letter of Urging Establishment of L/C

翻译催开信用证信函149

Knowledge Points必备知识要点149

Language Points必备语言要点150

Reference Guide参考答案151

Unit 3Applying for Issuing a L/C 申请开立信用证153

Skill Points技能要点153

Task 1Read a L/C阅读信用证154

Task 2Fill in a Form of Application for L/C填写信用证申请书156

Task 3Issue a L/C开立信用证158

Task 4Translate the Following L/C翻译信用证160

Knowledge Points必备知识要点161

Language Points必备语言要点162

Reference Guide参考答案162

Chapter 7Payment Ⅱ 支付方式（二）167

Unit 1Amending a L/C 修改信用证167

Skill Points技能要点167

Task 1Read a Letter of Amending阅读修改信用证信函168

Task 2Write a Letter of Amending L/C撰写修改信用证信函169

Task 3Reply to a Letter of Amending回复修改信用证信函171

Task 4Translate the Following Letter of Amending

翻译修改信用证的信函172

Knowledge Points必备知识要点172

Language Points必备语言要点173

Reference Guide参考答案174

Unit 2Extending a L/C 信用证展期176

Skill Points技能要点176

Task 1Read a Letter of Extending L/C阅读信用证展期信函178

Task 2Write a Letter of Extending L/C撰写信用证展期信函179

Task 3Accept the Request for Extending L/C

接受信用证展期要求的信函179

Task 4Refuse the Request for Extending L/C

拒绝信用证展期要求的信函179

Task 5Translate the Following Letter of Extending L/C

翻译信用证展期的信函180

Knowledge Points必备知识要点180

Language Points必备语言要点181

Reference Guide参考答案181

Unit 3Issuing a Bill of Exchange 开立汇票184

Skill Points技能要点185

Task 1Read the Bill of Exchange阅读汇票185

Task 2Issue a Bill of Exchange开立汇票186

Task 3Translate the Following Bill of Exchange翻译汇票187

Knowledge Points必备知识要点187

Language Points必备语言要点188

Reference Guide参考答案188

Chapter 8Packing, Shipping and Insuring 包装、运输和保险190

Unit 1Packing 包装190

Skill Points技能要点190

Task 1Read a Letter of Packing阅读包装信函191

Task 2Write a Letter of Packing撰写包装信函193

Task 3Reply to a Packing Letter回复包装信函193

Task 4Translate the Following Letter of Packing翻译包装信函193

Knowledge Points必备知识要点194

Language Points必备语言要点195

Reference Guide参考答案196

Unit 2Shipping 运输198

Skill Points技能要点199

Task 1Read a Letter of Shipment阅读装运信函201

Task 2Write a Letter of Urging the Shipment撰写催促装运信函202

Task 3Reply to a Letter of Urging Shipment回复催促装运信函203

Task 4Translate the Following Shipping Advice翻译装船通知203

Knowledge Points必备知识要点204

Language Points必备语言要点206

Reference Guide参考答案206

Unit 3Insuring 保险209

Skill Points技能要点209

Task 1Read a Letter of Insurance阅读保险信函211

Task 2Write a Letter of Insurance撰写保险信函212

Task 3Reply to a Letter of Insurance回复保险信函212

Task 4Translate the Following Insurance Policy翻译保险单212

Knowledge Points必备知识要点213

Language Points必备语言要点214

Reference Guide参考答案215

Chapter 9Claim and Settlement 索赔和理赔218

Unit 1Claiming 索赔218

Skill Points技能要点218

Task 1Read a Letter of Claim阅读索赔信函220

Task 2Write a Letter of Claim撰写索赔信函221

Task 3Translate the Following Letter of Claim翻译索赔信函221

Knowledge Points必备知识要点222

Language Points必备语言要点222

Reference Guide参考答案223

Unit 2Settling a Claim 理赔224

Skill Points技能要点224

Task 1Read a Letter of Claim Settlement阅读理赔信函226

Task 2Write a Letter of Claim Settlement撰写理赔信函227

Task 3Translate the Following Letter of Claim Settlement

翻译理赔信函228

Knowledge Points必备知识要点228

Language Points必备语言要点228

Reference Guide参考答案229

Bibliography 参考文献231