国际商务英语写作大纲

第一篇：国际商务英语写作大纲

国际商务函电

(INTERNATIONAL BUSINESS CORRESPONDENCE)

教学大纲

一、编写说明

（一）课程的性质、任务

《国际商务函电》国际经济与贸易专业的一门核心课程。

本课程的主要任务是：通过涉外商务和进出口业务各主要环节所涉及的代表性函电，系统介绍了国际商务英语函电的写作特点、写作技巧和专业词汇，并通过与课文内容紧密联系的练习，训练学生正确使用信函常用词汇和句型，熟练翻译和撰写国际商务信函，为学生毕业后从事涉外经贸实际工作打下一定的基础。

（二）课程的目的、要求

本课程主要是为了使学生掌握涉外经贸工作中商务信函的写作特点和写作技巧，以适应国际商务过程中与国外客户进行联络的实际业务需要。通过本课程的学习，要求学生掌握商务信函及外贸函电的基本格式、基本语言风格、商业词汇的运用、商务内容的解读、商务函电的翻译和写作等。考虑到《国际商务函电》课程是一门实践性很强的课程，在教学中应注意以下各点：

1． 紧密联系国际市场和我国外贸实际进行教学，并不断更新和充实教学内容，使之适应对外贸易新发展的需要。

2．贯彻启发式教学方式，避免注入式，重视案例教学和平时练习，并结合实习、参观，以增加学生感性认识，扩大视野，提高学生的理解能力和操作能力。

（三）与相关课程的关系

本课程的先行课是《国际商法》、《国际贸易实务》等。

（四）课程体例

本课程由两大部分构成，第一部分（PartⅠ）Basic Knowledge of International Business Letters，主要介绍有关国际商务信函的基础知识； 第二部分（PartⅡ）Business Letters in International Trade，主要介绍进出口贸易各主要环节所涉及的各种函电。其中，第二部分又分为两章，第一章 Negotiation of The Contract，共包括四节课的内容；第二章 Execution of The

Contract，共包括六节的内容。全书根据外贸业务的具体环节划分为不同的内容，其中涵盖了建立贸易关系、询盘、报价、还盘、订货、催证、改证、催装、装船通知、保险、索赔理赔等各个阶段。每个部分里又分别根据交易的实际情况，设计了信函来往的情况，使信函的来往更加符合贸易业务的实际情况，同时可以使学生在学习本课程的同时对外贸业务的基本情况产生更加深刻的了解。另外，课程的每一课都附有练习，使学生通过练习加深对课程内容的掌握。

（五）适用对象

本教学大纲的编写内容主要适用于国际经济与贸易专业高职类学生。其他专业或其他层次的教学，可根据各自的培养目标和要求作适当调整。

二、主要章节内容

1、PartⅠ Basic Knowledge of International Business Letters主要介绍有关国际商务信函的基础知识和商务信函所具备的共同特征。

2、PartⅡ Business Letters in International Trade，主要介绍进出口贸易各主要环节所涉及的各种函电。分为两章：

(1)Chapter One Negotiation of The Contract,共包括四节课的内容； Lesson 1 Establishing Business Relations。建交信函的写作内容、写作方法及相关句型和词汇。

Lesson 2 Enquiries & Reply。询盘信函的翻译和写作、相关句型和词汇。

Lesson 3 Offers & Counter Offers报盘和还盘信函的翻译和写作内容、方法、相关句型和词汇。

Lesson 4 Sales Promotion 促销信函的作用、用途及相关写作、句型、词汇 Lesson 5 Conclusion of Business。成交信函的写作、订单、形式发票和合同的翻译和写作、相关句型和词汇。

(2)Chapter Two Execution of The Contract，共包括七节课的内容：

Lesson 6 Terms of Payment。与支付条款有关的各类信函的翻译和写作、相关句型和词汇。

Lesson 7 Establishment of L/C and Amendment。信用证的开立和修改信函写作、相关句型和词汇。

Lesson 8 Packing and Shipment。与包装和装运相关的信函翻译与写作、相关句型和词汇。

Lesson 9 Insurance。与保险有关的信函翻译和写作，投保、保险条款、险别等专业术语的表达方法。

Lesson 10 Complaints and Claims。投诉和索赔的写作内容、方法、相关句型和词汇。

Lesson 11 Agency。代理业务信函的写作和翻译。

Lesson 12 Invitation to Bid and Bids。招标投标业务信函的翻译和写作。附录： Modes of Modern Communications(主要介绍FAX和EMAIL)

三、编写体例

1．以上每章包括：

（1）引言，联系外贸实务，对本章内容作一个简单概括。

（2）每章学习目标或学习任务；

（3）每章小结

2．以上每节包括：

（1）写作要求，或各部分的主要内容，一般情况下的常用格式；

（2）所授课程，包括：例文（尽量全、新）；注释；练习（关于专业词汇、句型和函电的中英文互译、情景写作练习，其中情景写作练习可作适当提示，如背景材料、学生任务和写作实践）

（3）最好有参考书目或引用资料出处

四、章节细目

PartⅠ Basic Knowledge of International Business Letters

Chapter One Basic Knowledge of English Writing国际商务信函写作的基础知识

1．学习目标：使学生掌握英语写作的基础知识。

2．数字、日期、货币、名称、信封等的英文写法

3．练习

4．小结

Chapter Two Basic Knowledge of International Business Letters国际商务信函的基础知识。

1．学习目标：

2．商务信函的基础知识

3．名片、邀请函、感谢信等例信

4．练习

5．小结

PartⅡ Business Letters in International Trade Chapter One Negotiation of The Contract

1．Introduction

2．学习目标：使学生了解商务合同议定的过程，并学会相关信函的写作。Lesson 1 Establishing Business Relations（建交信函的写作内容、写作方法及相关句型和词汇。）

（1）写作要求

（2）例信（3－5篇）

（3）注释

（4）练习

（5）资料出处

Lesson 2 Enquiries & Reply（询盘信函的翻译和写作、相关句型和词汇）Lesson 3 Offers & Counter Offers（报盘和还盘信函的翻译和写作内容、方法、相关句型和词汇）

Lesson 4 Sales Promotion（促销信函的作用、用途及相关写作、句型、词汇）Lesson 5 Conclusion of Business（成交信函的写作、订单、形式发票和合同的翻译和写作、相关句型和词汇）

参考书目

1．陈亚丽编著：《英文商务写作——案例分析与实践》，天津大学出版社，2004

2．贾琰主编：《实用商务英语文函写作》，化学工业出版社，2004

3．陈祥国主编：《国际商务函电》，中国对外经济贸易出版社，2003

4．郑敏编著：《商务英语函电与合同》，清华出版社、北京交通大学出版社，2005

5．方宁、王维平主编：《商务英语函电》，浙江大学出版社，2004

6．刘慧侠、贾钊主编：《外贸函电》，科学出版社，2004

7．王乃彦主编：《外贸英语函电》，中国对外贸易出版社，2002

第二篇：商务英语写作大纲

写作目的(writing purpose)受众/读者(audience)构思过程(thought process)演绎式组织模式

(deductive organizational patterns)归纳式组织模式

(inductive organizational patterns)

直接组织模式(direct organizational patterns)间接组织模式

(indirect organizational patterns)写作修改的3个步骤

(three distinct stages of revision: adding on;moving around;cutting out)

管理沟通(managerial communication)组织沟通(organizational communication)人际关系与团队建设

(human relationships and team building)销售沟通(sales communication)商务文件(business documentation)国际交流（跨文化交际）

(international communication/ intercultural communication)

表达式写作(expressive writing)沟通式写作(communicative writing)简洁风格(clarity)简易风格

(the plain style)简明风格(concision)附件说明信函(cover letters of résumé)3类求职信函

(three general types of cover letters for job applications: the application letter;the prospecting letter;networking letter)后续询问信函(follow-up letter)致谢信函(thank-you letter)

谢绝工作回复(job rejection letter)接受工作回复(job acceptance letter)辞职信函(resignation letter)告别信函(farewell letter)

常见履历表格式(common résumé formats)： 按年月顺序(chronological résumé format)按任职顺序(functional résumé format)复合式(combination résumé format)简短文件(short document)

信息咨询函(message to obtain information)谈判便函(messages that negotiate)说服沟通便函(persuasive messages)

商务便函的特征（8C）：清晰性（clarity）正确性（correctness）具体性（concreteness）完整性（completeness）周到性（consideration）礼貌性（courtesy）简洁性（conciseness）一致性（coherence）

商务备忘录版式(format of a business memo)商务备忘录功能

(function of a business memo)信函结构(structure of a letter)

信件和信封格式(styles of letter and envelop)会议纪要(minutes)逐字记录(verbatim minutes)决议记录(minutes of resolution)陈述记录(minutes of narration)

记录内容版式(minutes’ content format)会议议程(meeting agenda)会议筹划(meeting preparations)会议程序（3个环节）

(meeting process: planning & preparing, conducting, and following-up)

会议后续工作(follow-up activities)

后续文案职责(accountability of follow-ups)书面发言写作策略

(writing strategies for business presentation)书面发言的材料组织

(wring organization for business presentation)书面发言用语

(language used in a presentation)书面发言避讳用语

(language avoided in a presentation)人际沟通的功能

(functions of interpersonal communication)人际沟通的目的(purpose of interpersonal communication)人际沟通的4个阶段

(four general stages in interpersonal communication)

团队的特征(group characteristics)团队的角色(group roles)团队影响力(group influence)沟通结构(communication structures)企业前景(vision)企业使命(mission)

企业价值观(corporate values)企业目标(goal)战略计划(strategies)政策与流程(policies and procedures)业务流程的构成要素（15个）(content of procedures)业务流程的版式及内容(format of a procedure)商务文件的层次结构（3个）(tiers of documentation)ISO 9000 质量体系(ISO 9000 Quality System)商务蓝皮书(blueprint)

商务计划书(business plan)战略性计划书(strategic plan)战术性计划书(tactical plan)操作性计划书(operational plan)操作性管理(operational control)战术性管理(tactical control)战略性管理(strategic control)商务背景(business background)市场计划(marketing plan)财务预测(financial projections)行动计划(action plans)商务提案(business proposal)内部提案(internal proposal)外部提案(external proposal)招标提案(solicited proposal)非招标提案(unsolicited proposal)提案写作的简单模式

(simple form for proposal writing)提案写作的复杂模式

(detailed form for proposal writing)外部提案的结构要素（6个）

(elements of the external proposal: introduction;problem identified and defined;objective & goal set;solutions proposed;implementation & measuring;costs and timeframe estimated)内部提案模式的内容版式

(content format of internal proposal)征集提案(Request for Proposal, RFP)征集启示的基本要素(basic components of a RFP)提案评估(proposal evaluation)议程报告(agenda)行程安排(itinerary)

费用支出报告(expense reports)

项目进程报告(progress report)

人事评估报告(personnel evaluation)第一手资料来源(primary sources)第二手资料来源(secondary sources)引证信息(documenting information)解析数据(interpreting data)

常规商务报告(routine reports)

任务报告(task reports)

条目清单功能(itemized lists)

图表辅助功能(graphic aids)

标题的功能(headings)

协议的本质(essence of a deal)

合同的修订(contractual modifications)违约与补偿(breach of contract and remedy)律师费用条款(attorneys fees clause)合同免责(escape from contract)

第三方签字(third party signature)合同追加条款(contract rider)

合同授权(authorization)

商务谈判(contract negotiation)

合同起草(contract drafting)

合同实施(execution)

合同终止(closeout)

合同(contract)合同有效性(validity of contracts)

要约(offer)接受(acceptance)

法定权力(capacity)

Sales contracts 买卖合同

Contracts for supply of power ,water,gas or heat 供应电、水、气、热力合同

Contracts for loan of money 借款合同 Leasing contracts 租赁合同Financial leasing contracts 承揽合同Contracts for construction projects建设工程合同Carriage contracts运输合同Technology contracts 技术合同Safekeeping contracts 保管合同Warehousing contracts 仓库合同Agency appointment contracts 委托合同Trading-trust contracts行纪合同Brokerage contracts居间合同

第三篇：国际商务英语

Course: International Business Spring, 2011

Student Name:(in Chinese)

Student ID:

Case Analysis: Chapter 3, p.52

I.Introduction

Wal—Market is the world largest retailer.It was founded by American retail legend Mr.Sam Walton in Arkansas in 1962.Over forty years later, it has become the world’s largest private employer and retailer, on the top of the Fortune 500 list and has been among the most valuable brands for many years.II.Summary of Key Facts

Slow growth domestically, Wal-Mart entered Mexico in early 1990s with a Mexican partner.Shopping habits were different in Mexico: fresh produce;didn’t buy in large volumes.Wal-Mart adjusted its strategy to meet the local conditions, and became very successful.Next it expanded into Britain, Germany, and South Korea.Consumers there had a preference for higher quality merchandise, and were not attracted to its discount strategy.It pulled out of Germany and South Korea in 2006.Recently, Wal-Mart began to expand in China.Chinese were bargain-hunters and open to the low-price strategy.But it also had to adapt its merchandising and operations strategy to mesh with Chinese culture.III.Analysis of Key Issues

Know what is meant by the culture of a society.Identify the forces that lead to differences in social culture, and the business and economic implications of differences in culture.Understand how differences in social culture influence values in the workplace.Appreciate the economic and business implications of cultural change.IV.Implications

From the this case we candiscovery ,international business is differentfrom domestic business because countries are different.We can find that business success in a variety of country requirescross-culture literacy

第四篇：商务英语写作[模版]

七种常见类型

1.主动跟新买家建立联系

Dear Mr.Jones:

We understand from your information posted on Alibaba.com that you are in the market for textiles.We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles.We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present.You may also visit our online company

introduction atwhich includes our latest product line.Should any of these items be of interest to you, please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquires soon.Sincerely,John Roberts

2.对新买家要求建立业务联系的回复

Dear Mr.Jones:

We have received your letter of 9th April showing your interest in our complete product information.Our product lines mainly include high quality textile products.To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list.You may also visit our online company introduction at Http:// which includes our latest product line.We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.Sincerely,3.向老客户介绍公司新的产品信息

Dear Mr.Jones:

We have refreshed our online catalog at Http://, and now it covers the latest new products, which are now available from stock.We believe that you will find some attractive additions to our product line.Once you have had time to study the supplement, please let us know if you would like to

take the matter further.We would be very happy to send samples to you for close inspection.We will keep you informed on our progress and look forward to hearing from you.Sincerely,4.回复对某个产品的查询

Dear Mr.Jones:

Thank you for your inquiry of 16 March.We are pleased to hear that you are interested in our product “toaster”.We've enclosed the photo and detailed information of the product for your reference:

Product: toaster

Specification: xxxxxxxxxxxxxxx

Package: 1pcs/box

Price: 10usd/pcs

Payment: L/C

For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%.Payment is to be made by irrevocable L/C at sight.We look forward to receiving your first order.Sincerely,5.无法提供对方查询中所要求的产品时

Dear Mr.Jones:

Thank you for your enquiry of 12 March cate 9 cable.We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand.We would, however, like to take this opportunity to offer the following material as a close substitute: Cate 5, US$__ per meter FOB Shanghai, including your commission 2%.Please visit our catalog at http:// for more information on this item.If you find the product acceptable, please email us as soon as possible.Sincerely,6.查询对方公司的产品

Dear Sir or Madam:

We know that you are exporter of textile fabrics.We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.We are volume dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 meters of individual items.Prices quoted should include insurance and freight to San Francisco.Sincerely,7.几种报盘

(a.)

Dear Mr.Jones:

We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports.Shipment is to be made within two months after receipt of your order payment by L/C payable by sight draft.Please note that we have quoted our most favorable price and are unable to entertain any counter offer.You may be aware that there has lately been a large demand for the above commodities.And such growing demand will likely result in increased prices.However you can secure these prices if you send us animmediate reply.Sincerely,(b.)

Dear Mr.Jones:

We thank you for your letter dated April 8 inquiring about our leather handbags.As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg.Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.We are manufacturing various kinds of leather purses and waist belts for

exportation, and enclosed a brochure of products for your reference.We hope some of them meet your taste and needs.If we can be of any further help, please feel free to let us know.Customers’ inquiries are always meet with our careful attention.Sincerely,(c.)

Re: SWC Sugar

Dear Sirs,We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.To comply with your request, we are offering you the following:

1.Commodity: Qingdao Superior White Crystal Sugar.2.Packing: To be packed in new gunny bag of 100kgs.each.3.Quantity: Ten thousand（10000）metric tons.4.Price: US dollars one hundred and five（US$105.00）per metric ton, Fob Qingdao.5.Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.6.Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.Please note that we do not have much ready stock on hand.Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.We are awaiting your reply.Sincerely,

第五篇：商务英语写作

向进军2011级B班20112513486

Dear sir ,Thank you very much for your interest in our products.You wrote to the right kitchen range hood manufacturer.Ours is one of the largest company in the northwest of China.The company has taken a five-year-long quality guarantee , longer than that of most other manufacturers.With a long history and high reliability , this company has established a good reputation at home and abroad.Our products are always very popular in Europe and China.With your help ,we are hoping to penetrate the huge market in America.We have enclosed a catalogue of all the specifications and varieties of our products.We are awaiting the opportunity of cooperating with you.Yours faithfully ,JocelynSales manager