內 容 簡 介
本書介紹國際經貿實務的中英文寫作，緊密結合我國外經貿業務實際，總結和歸納了國際經貿業務中的常用術語、常用短語、句型結構和縮略語，內容新，實用性強。
全書共分為十四個單元，按照實際交易程序介紹商務信函的寫作方法，內容包括建立業務關系、詢價、報價、還價、接受、開證、保險、租船訂艙和索賠等，另外還介紹了國際商務應用文的寫法和合同或合約的閱讀。每個單元的內容主要包括導讀、樣函、注釋、常用語句、寫作指導和練習，書末附有各單元導讀和樣函主體部分的譯文，以及兩套模擬試卷及其答案和各單元練習題的答案。
本書適合用作大學本科和專科生，獨立學院和高職高專學生及對外經濟貿易工作人員的教材及自學參考書。
前 言
“國際商務函電”是國際經濟與貿易專業的主干課程之一。本課程旨在培養學生掌握對外貿易信函寫作的基本知識，并能熟練地加以運用。這些能力是國際經濟與貿易專業學生必須具備的技能。國際商務函電作為國際商務往來經常使用的聯系方式，是開展對外經濟貿易業務和有關商務活動的重要工具。
全書分英漢兩部分各十四個單元，按照實際交易程序組織——建立業務關系、詢價、報價、還價、接受、開證、保險、租船訂艙和索賠等內容，以國際商務應用文的寫法和合同或合約的方式呈現。各單元的內容主要包括導讀、樣函、注釋、常用語句、寫作指導和練習，書末附有各單元導讀和樣函主體部分的譯文，以及兩套模擬試卷及其答案和各單元練習題的答案。
本書結構嚴謹，在層次上循序漸進、由淺入深，集國際經貿實務的中英文應用于一體，有利于學生更深入地學習、運用英文的讀寫能力，有利于學生的課后復習和自學。本書汲取了國內外同類書的一些新成果，緊密結合我國外經貿業務實際，總結和歸納了國際經貿業務中的常用術語、常用短語、句型結構和縮略語。
本書第2版力求在第1版的基礎上，對原有的注釋部分進行了更新；刪除了第1版練習題中的選擇題，增加了句子翻譯的題量，更新了部分習題；同時在書后增加了兩套模擬試卷。
本書實用性強，針對國際經濟與貿易專業的本科生、獨立學院學生、高職高專學生及對外經濟貿易工作人員，以實際應用為導向，增加寫作實例的數量，使學生易于自學。
本書由李爽教授擔任主編，負責全書的設計和統稿工作，矯萍和胡大龍擔任副主編。參編人員及具體的編寫分工如下：李爽(東北農業大學)編寫第一、二單元，楊紅(東北農業大學)編寫第三、六單元，張鑫(東北林業大學)編寫第四、五單元，胡大龍(青島大學)編寫第七、十二、十三單元，矯萍(黑龍江東方學院)編寫第八、九、十四單元，張宇慧(海南大學)編寫第十、十一單元。
由于編者的水平有限，書中難免有不足之處，敬請各位專家、老師和讀者不吝指正。
編 者
目 錄
Unit 1 Fundamentals of Business Letter Writing 1
Lead-in 1
Specimen letter 1 The Semi-indented Style 12
Specimen letter 2 The Blocked Style 13
Exercises 17
Unit 2 Establishment of Business Relations 18
Lead-in 18
Specimen Letter 1 Asking for Establishing Business Relations 19
Specimen Letter 2 Asking for Establishing Business Relations 21
Specimen Letter 3 Asking for Establishing Business Relations 23
Specimen Letter 4 Reply to a Letter of Establishing Business Relations 24
Specimen Letter 5 Reply to a Letter of Establishing Business Relations 26
Specimen Letter 6 Asking to Provide Sales Agency Service 26
Specimen Letter 7 Try to Resume the Old Business Relations 28
Useful Sentences 29
Letter-writing Guide 31
Exercises 32
Unit 3 Inquiries and Replies 35
Lead-in 35
Specimen Letter 1 Make an Inquiry after Reading an Advertisement 36
Specimen Letter 2 Customers Interested in the Displayed Products 38
Specimen Letter 3 Asking for the Catalogue and Price List 40
Specimen Letter 4 Sending Catalogues and Price Lists 41
Specimen Letter 5 Asking for Quotations 43
Specimen Letter 6 Reply to the Inquiry 45
Useful Sentences 47
Letter-writing Guide 48
Exercises 49
Unit 4 Offers and Counter-offers 52
Lead-in 52
Specimen Letter 1 Make an Offer Based on Enquiry: A Firm Offer 53
Specimen Letter 2 Make an often Based on Enquiry: A Non-firm Offer 56
Specimen Letter 3 Counter-offer: Ask for a Price Cut 57
Specimen Letter 4 Counter-offer: Ask for a Smaller Quantity 59
Specimen Letter 5 Counter-offer: Ask for Alternation of Terms of Payment 61
Specimen Letter 6 Reject the Price Reduction 62
Specimen Letter 7 Make a Concession 63
Specimen Letter 8 Accept the Counter-offer 65
Useful Sentences 66
Letter-writing Guide 67
Exercise 68
Unit 5 Orders and Fulfillment of Orders 71
Lead-in 71
Specimen Letter 1 Making a Trial Order 71
Specimen Letter 2 Enclosing an Order Form 73
Specimen Letter 3 Place an Order 76
Specimen Letter 4 Decline an Order 77
Specimen Letter 5 Confirm an Order 79
Specimen Letter 6 Confirm a Repeat Order 81
Specimen Letter 7 Recommendation of a Substitute 83
Useful Sentences 85
Letter-writing Guide 85
Exercises 88
Unit 6 Sales Promotion 90
Lead-in 90
Specimen Letter 1 Introducing Commodities 91
Specimen Letter 2 Offering a Discount 92
Specimen Letter 3 Sales Promotion Correspondence 94
Specimen Letter 4 Comparison of Goods 97
Specimen Letter 5 Recommendation of a Substitute 98
Specimen Letter 6 Promotion to a Former Client 101
Useful Sentences 102
Letter-writing Guide 103
Exercises 104
Unit 7 Terms of Payment 106
Lead-in 106
Specimen Letter 1 Asking to Establish L/C as the Terms of Payment 108
Specimen Letter 2 Advice of Establishment of L/C 109
Specimen Letter 3 Asking for Amendment to L/C 110
Specimen Letter 4 Ask for Extension of L/C 111
Specimen Letter 5 Reply to the Letter of Asking for Extension of L/C 113
Specimen Letter 6 Reply to Urging to Establish L/C 114
Specimen Letter 7 Request for D/A Payment 115
Specimen Letter 8 Urging Establishment of L/C 116
Useful Sentences 117
Letter-writing Guide 119
Exercises 121
Unit 8 Packing 123
Lead-in 123
Specimen Letter 1 Buyer’s Requirement for Packing and Shipping Marks 124
Specimen Letter 2 Negotiation on Packing and Marking 127
Specimen Letter 3 Reply to the Packing Instruction 128
Specimen Letter 4 Packing Requirement 129
Specimen Letter 5 Exporter’s Advice of Packing, Shipping Marks and Shipment 130
Specimen Letter 6 Claim for Improper Packing 131
Useful Sentences 132
Letter-writing Guide 134
Exercises 135
Unit 9 Insurance 137
Lead-in 137
Specimen Letter 1 Asking for the Premium Rate 138
Specimen Letter 2 Reply to an Enquiry of Insurance 139
Specimen Letter 3 A Request for Insurance 142
Specimen Letter 4 Reply to a Request for Insurance 142
Specimen Letter 5 Importer Asks Exporter to Arrange Insurance 144
Specimen Letter 6 Insurance Policy 145
Useful Sentences 146
Letter-writing Guide 147
Exercises 149
Unit 10 Shipment 151
Lead-in 151
Specimen Letter 1 Asking for Amendment to the Terms of Shipment 152
Specimen Letter 2 Giving Shipping Instructions to the Seller 153
Specimen Letter 3 Urging an Immediate or Punctual Shipment 154
Specimen Letter 4 Sending a Shipping Advice (Reply to Letter 3) 155
Specimen Letter 5 Apologizing for the Delay of Shipment (Reply to Letter 3) 157
Specimen Letter 6 Notifying the Goods Received 157
Specimen Letter 7 Enquiry for Freight and Time of Voyage 158
Specimen Letter 8 Reply to Letter 7 159
Specimen Letter 9 Enquiry for the Container Service 159
Specimen Letter 10 Reply to Letter 9 160
Useful Sentences 161
Letter-writing Guide 162
Exercises 163
Unit 11 Complaints, Claims and Adjustments 166
Lead-in 166
Specimen Letter 1 Complaining about the Inferior Materials 167
Specimen Letter 2 Adjustment for the Wrong Materials (Reply to Letter 1) 168
Specimen Letter 3 Claim on the Damaged or Blemished Goods 169
Specimen Letter 4 Adjustment for the Damaged or Blemished Goods (Reply to Letter 3) 170
Specimen Letter 5 Complaining about the Wrong Invoice 171
Specimen Letter 6 Apologizing for the Wrong Invoice (Reply to Letter 5) 172
Specimen Letter 7 Refusal to Claim on Replacement 173
Specimen Letter 8 Refusal to Request for Compensating for the Damaged Material 174
Useful Sentences 175
Letter-writing Guide 176
Exercises 178
Unit 12 Agency 182
Lead-in 182
Specimen Letter 1 Offering to Act as the Sole Agent 184
Specimen Letter 2 Favorable Reply to Offering to Act as Sole Agent 185
Specimen Letter 3 Declining a Request for Sole Agency 187
Specimen Letter 4 Expecting a Personal Negotiation for an Agency Agreement 189
Specimen Letter 5 Stating the Main Points for an Agency Agreement 190
Specimen Letter 6 Sole Agency Agreement 192
Useful Sentences 194
Letter-writing Guide 196
Exercises 198
Unit 13 Social Letters 200
Lead-in 200
Specimen Letter 1 Letter of Thanks 201
Specimen Letter 2 Letter of Congratulations 202
Specimen Letter 3 Letter of Apology 204
Specimen Letter 4 Letter of Invitation 205
Specimen Letter 5 Letter of Appointment 206
Specimen Letter 6 Letter of Complaint 208
Exercises 209
Unit 14 Business Contract 211
Lead-in 211
Specimen 1 Sales Confirmation 213
Specimen 2 Sales Contract 218
Specimen 3 Purchase Confirmation 221
Specimen 4 Purchase Contract 225
Specimen 5 Sole Agency Agreement 228
Specimen 6 Sales Agency Agreement 232
Exercises 237
第一單元 商務信函寫作的基本知識 240
導讀 240
樣函1 混合式 247
樣函2 齊頭式 248
第二單元 建立業務關系的信函 249
導讀 249
樣函1 請求建立業務關系 250
樣函2 請求建立業務關系 250
樣函3 請求建立業務關系 251
樣函4 某建立業務關系請求的回復函 251
樣函5 某建立業務關系請求的回復函 252
樣函6 主動要求提供銷售代理服務 252
樣函7 嘗試恢復中斷的業務關系 252
第三單元 詢盤和回復 254
導讀 254
樣函1 讀到廣告后進行的詢盤 255
樣函2 客戶對展示的產品感興趣 255
樣函3 請求索要產品目錄和價目表 255
樣函4 寄送產品目錄和價目表 256
樣函5 索要報價單 256
樣函6 對詢函的回復 257
第四單元 發盤和還盤 258
導讀 258
樣函1 根據詢盤報盤：實盤 259
樣函2 根據詢盤報盤：虛盤 259
樣函3 還盤：要求減價 260
樣函4 還盤：要求降低數量 260
樣函5 還盤：要求改變付款方式 260
樣函6 拒絕減價 261
樣函7 做出讓步 261
樣函8 接受還盤 262
第五單元 訂單和訂單的履行 263
導讀 263
樣函1 試訂貨 263
樣函2 隨函附寄訂貨單 264
樣函3 訂購貨物 264
樣函4 拒絕訂購 265
樣函5 確認訂單 265
樣函6 確認重復訂單 266
樣函7 推薦替代品 266
第六單元 促銷信 268
導讀 268
樣函1 介紹商品 268
樣函2 提供折扣 269
樣函3 促銷信 269
樣函4 比較商品函 270
樣函5 推薦替代產品 270
樣函6 給老顧客的促銷信 271
第七單元 付款條件 272
導讀 272
樣函1 要求使用信用證付款 273
樣函2 通知開立信用證 273
樣函3 請求修改信用證 274
樣函4 請求延期信用證 274
樣函5 信用證請求延期回復函 275
樣函6 催開信用證回復函 275
樣函7 要求承兌交單的付款方式 276
樣函8 催開信用證 276
第八單元 包裝 277
導讀 277
樣函1 買方對于包裝和運輸標志的要求 278
樣函2 洽談包裝和標志 278
樣函3 對包裝要求的回復 278
樣函4 包裝要求 279
樣函5 出口商通知包裝、嘜頭和裝運情況 279
樣函6 關于包裝不當的索賠 280
第九單元 保險 281
導讀 281
樣函1 詢問保險費率 282
樣函2 回復關于保險的詢問 282
樣函3 要求保險 282
樣函4 答復保險要求 283
樣函5 進口商請出口商代辦保險 283
樣函6 保險單證明 284
第十單元 運輸 285
導讀 285
樣函1 要求修改裝運條款函 285
樣函2 買方給賣方的裝運指示函 286
樣函3 催促盡快或按時裝運函 286
樣函4 發裝運通知(對樣函3的回復) 287
樣函5 道歉延遲裝運(對樣函3的回復) 288
樣函6 買方通知貨已收到 288
樣函7 詢問船期及運費率 288
樣函8 對樣函7的回復 289
樣函9 詢問集裝箱服務情況 289
樣函10 對樣函9的回復 289
第十一單元 投訴、索賠和調解 290
導讀 290
樣函1 投訴貨物質量低劣 290
樣函2 對送錯貨物的投訴信的回復(對樣函1的回復) 291
樣函3 貨物受損或有瑕疵的索賠 291
樣函4 對貨物受損或有瑕疵的投訴信的 回復(對樣函3的回復) 292
樣函5 單據有誤的投訴 292
樣函6 對單據有誤的投訴信的回復(對樣函5的回復) 293
樣函7 拒絕更換的拒絕函 293
樣函8 拒絕賠償損壞材料的要求 293
第十二單元 代理 295
導讀 295
樣函1 請求做獨家代理函 296
樣函2 同意做獨家代理的請求 296
樣函3 拒絕獨家代理請求 296
樣函4 請求就代理協議進行面談 297
樣函5 闡述代理協議的要點 297
樣函6 獨家代理協議 298
第十三單元 社交信函 300
導讀 300
樣函1 感謝信 300
樣函2 祝賀信 300
樣函3 道歉信 301
樣函4 邀請函 301
樣函5 約見函 301
樣函6 投訴函 302
第十四單元 貿易合同 303
導讀 303
范例1 購貨合同 304
范例2 獨家代理協議 307
試卷一 309
試卷二 313
Key to Exercises 317
