外经贸函电第一单元

青岛农业大学外国语学院CommunicationinInternationalBusinessInstructor:王青Email:[e-mail]QQ:475216449Grading:Therewillbeafinaltermtestwhichwillhaveaweightof80%,in-classperformance10%,presentation10%.课程名称：CommunicationinInternationalBusinessCommunicatinginInternationalBusiness教材名称：EnglishforInternationalBusinessCommunication《外经贸英语函电》上海对外贸易学院甘鸿EvolutionoftheStatusofTrade士农工商士Scholar，Official农Farmer，Peasant工Artisan商MerchantTheOriginofInternationalTrade贸易”一词的来源是《商君书·开塞》“二者名贸实易，不可不察”，意思是二者表面相仿，实际却以差易换好，不可不觉察。从商鞅的话中显然可以看出，他并不喜欢商贾，可这样一句批评商人的话，后来被缩写成“贸易”，且失去了原来的贬义，变为了中性词。TheDefinitionofInternationalTradeInternationaltradeistheworldwideexchangeofgoodsandservicesamongnations.国际贸易（InternationalTrade）是指不同国家（和/或地区）之间的商品和劳务的交换活动。国际贸易是商品和劳务的国际转移。Readingmakesafullman;Conference,areadyman;Writing,anexactman.读书使一个人丰富；讨论可使一个人成熟；写作使一个人精确。学习方法（怎样学）《外贸函电》是一门实践操作性很强的课程。也就是说，要达到正确拟写外贸业务信函的目的，仅有理论是远远不够的，大家必须学习大量外贸实务中有一定代表性的信函，深入体会何为七个“C’S”写作的基础理论知识，更重要的是通过学习信例，熟悉大量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习惯表达方式等等，再通过一定量的练习，对常用语进行操练运用，从而达到掌握并熟练使用的目的。OutlineChapter1IntroductionUnit1BusinessLetterWritingChapter2EstablishingBusinessRelationsUnit2EstablishingBusinessRelationsUnit3StatusEnquiriesChapter3NegotiationofacontractUnit4EnquiriesAndRepliesUnit5SendingProformaInvoiceUnit7Quotations,OffersAndCounter-offersUnit8SalesPromotionUnit9OrdersandTheirFulfillmentChapter4ConditionsofacontractUnit10TermsofPaymentUnit11PackingUnit12InsuranceUnit13ShipmentUnit15ComplaintandAdjustmentsChapter5FlexibleTradeUnit14AgenciesUnit16JointVentureUnit17CompensationTradeChapter6MiscellaneousCorrespondenceUnit18MiscellaneousChapter1IntroductionUnit1BusinessLetterWritingMaincontentsI.IntroductionII.WritingprinciplesofbusinesslettersIII.StructureofbusinesslettersIV.LayoutofbusinesslettersⅤ.EnvelopaddressingⅥ.PracticeTherearecertainessentialqualitiesofbusinessletters,whichcanbesummedupin7C’s.1.Clarity(clearness)2.Conciseness3.Courtesy4.Consideration5.Concreteness6.Correctness7.CompletenessII.Theprinciplesinbusinessletter-writingTherearecertainessentialqualitiesofbusinessletters,whichcanbesummedupin7C’s.1.Clarity(clearness)2.Conciseness3.Courtesy4.Consideration5.Concreteness6.Correctness7.CompletenessII.Theprinciplesinbusinessletter-writing1.Claritya.explainyourselfclearly;b.avoidingambiguoussentencesandneedlessjargon;c.statementsinwell-constructedsentencesandparagraphs;2.Concisenessa.inthefewestpossiblewords;b.brieflybutcompletely;Thereisanoldsentencesays“Practicemakesperfect.”Astheoldsayinggoes,“Practicemakesperfect.”；Aswhatyouhaverequested,wearesendingyouournewestcatalog.“Asrequested,wearesendingyouournewestcatalog.”3.Courtesya.morethanPolite;b.sincere,tactful,thoughtfulandappreciative;c.avoidirritating,offensiveorbelittlingstatements.4.Considerationa.TrytoputyourselfinHISplace;b.emphasizetheYOUattitude;c.emphasizepositive,pleasantfacts;Twopointsneedtobeconsidered:A.You-attitudeB.Focusonthepositiveapproach.A.You-attitude:Inourlettersweshouldalwayskeepinmindthepersonwearewritingto,seethingsfromhispointofview,visualizehiminhissurroundings,seehisproblemsanddifficultiesandexpressourideasintermsofhisexperience.Comparetwoexamples:1)Weallow2percentdiscountforcashpayment.Youearn2percentdiscountwhenyoupaycash.2)Wewon’tbeabletosendyouthebrochurethismonth.Wewillsendyouthebrochurenextmonth.B.Focusonthepositiveapproach.Compare:(positive)Wefeelsurethatyouwillbeentirelysatisfied.(negative)Wedonotbelieveyouwillhaveanycausefordissatisfaction.(positive)Perhapsnexttimewecansendyouwhatyourequire.(negative)Weregretourinabilitytoserveyouatthistime5.ConcretenessConcretenessmeansmakingthemessagespecific,definiteandvivid.a.Tomakethemessagespecific;b.don’ttrytowriteinaliterarystyle;c.useactionratherthancamouflagedverbs;Comparetwoexamples:WehavedrawnonyouasusualunderyourL/C.(rewriting):WehavedrawnonyouoursightdraftNo.845fortheInvoiceamount,US$560.00,underyourL/CNo.246oftheChinaBank.6.Correctnesscorrectusageofgrammar,punctuationandspelling,useofstandardlanguage,properstatement,factualinformation,accuratereliablefigures(suchasnamesofarticles,specifications,quantity,priceandunits,etc.)thecorrectunderstandingofcommercialjargons.Thosewhoworkrapidlygetillintheseconditions.Thosewhoworkintheseconditionsgetillrapidly.7.Completenessa.provideallnecessaryinformation;b.Answerallquestionsasked;c.givesomethingextra,whendesirable;1.2RequirementsforBusinessLetterWriters（1）精通英语（GoodcommandofEnglish）（2）通晓外贸理论和实务（Knowledgeofbusinesstheoryandpractice）（3）通晓术语（Knowledgeoftechnicalterms）（4）通晓人的心理（Knowledgeofpsychology）（5）熟悉推销艺术（Skillsinsalesmanship）III.Structureofbusinessletters1、信头theletterhead2、有关信件thereference3、日期thedate4、封内地址insidenameandaddress5、注意attention/fortheattentionof6、称呼thesalutation7、主题/事由/标题thesubjectline/heading/caption8、正文thebody/message9、表示敬意的结尾thecomplimentaryclose10、署名thesignature11、经办人代号thereferencenotation12、附件enclosurenotation13、副本copynotation14、附笔postscript主要部分：1，3，4，6，8，9，10；可选部分：2，5，7，11，12，13，14。1.thel