国际商务英语

第一篇：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

第二篇：国际商务英语总结-

国际商务英语培训个人总结

我很荣幸能能被集团公司列入千人计划，七个月的商务英语培训转眼即逝，通过这七个月的培训，我受益匪浅。在这儿不紧把我的英语大幅度的提升，还学习了和中国不同的西方商务礼仪，并结交了集团公司各方面的精英，为我以后在国际上工作奠定了坚实的基础，同时也能为公司奉献自己更大的力量！

因为我已经工作好几年，英语可以说几乎忘光了。刚来到这儿的时候第一节课接触的就是外教，上课间没有一句汉语，这让我很难明白外教的教学内容。记得第一次上交流课时，我每说一句英语都要提前查一下单词并思考一下语句，并且从第一句话开始我已经开始冒汗！所以我需要更加努力，首先我定制了属于我自己的计划，上课努力去听的同时我需要记下生词，直到能熟练运用。渐渐的我能听懂外教的课程并且慢慢融入整个课堂！

通过这次英语的培训总结了以下几点:

1、学语言是枯燥乏味的，且没有捷径。尽管不能否认，好的教材，辅助设备，老师，环境，以及个人的恒心乃至天分，都对学好外语有一定作用。然而绝不存在一种超越一切普通方法的神招妙术。国内流行过无数的国外英语教材和五花八门的学习方法，然而无不是昙花一现。常识和专家早就告诉我们：学外语和学其他一种技能一样，只能靠日积月累，无论什么方法都一样。

2、“成功”与否取决于具体目标。十个学外语的人大概就有十种不同的目地。例如考级，职称，学分，工作需要，留学，进入外企，上网浏览，乃至于看懂产品说明书等等。目的不同，所要投入的时间和精力也大不相同。例如对于一个受过中等以上教育，除了“ABC”之外基本没有英语基础的人，看懂简短的英语的产品说明书也只需半小时。要通过英语六级则需不止几个半小时甚至几天。若要达到和自己的母语一样的水平，能够在国外进行商务谈判，唯一的办法就是不断的学习，天天使用。

3、学习的方法和侧重点也取决于学习的目标。我感到国内目前流行的英语教学方式太强调听，说，读，写面面俱到的训练。其实绝大多数英语学习者是没有或很少有机会“说”和“写”的。因此这种训练往往是事倍功半。因为学得再好不用很快就忘记了。对于绝大多数人来说，“听、说”是唯一有实际效用，也是唯一能够尽快掌握的技能。通过我坚持不懈的努力，语音标准，能用英语表述流畅，通晓英语的基本语法，并通过后期的FDIC课程，掌握了一定数量的工程英语词汇。能够适应集团公司在国外从事国际工程项目建设对外语的需求，具有胜任各项任务的能力。掌握了常用商务信函格式，能够撰写各类商务信函，对在不同文化背景下对信函准确内涵的理解。并了解了国际政治、经济和国际商务知识，世界地缘政治。了解了国外及东道国的地理位置、自然条件、基础设施状况、具有在东道国进行国际工程项目组织管理的能力。提高了英语的综合运用能力，能够熟练的运用英语解决国际工程建设中的各种商务问题。并了解团队合作的精神，团队合作的意义与作用，具有团队合作的组织与管理能力。

尤为重要的一点，使我们进一步领略了集团公司的“走出去战略”的发展理念。如果可以的话，希望自己能够在国外为公司创造更多的荣誉，洒下更多的汗水，为我们公司的蓬勃发展献出点滴的贡献！让公司更上一层楼。

耿士超

2016年6月29日

第三篇：国际支付---国际商务英语

Introduction to International Payment

Abstract:With the development of economic globalization, international trade is becoming more and more important.International payment is vital to both the importer and the exporter.The purpose of this paper is to introduce what is international payment, its characters, its development and what’smost essential, its types and how it works.Keywords:international payment, international trade, fund transfer

As we all know, with the development of economic globalization, international trade is becoming more and more important.We can see foreign goods everywhere in our life and use it conveniently.But international trade is far complicated.Purchase and sale of goods and services are carried out beyond national boundaries, which make it rather difficult for the parties concerned in the transaction to get adequate information about each other's financial standing and creditworthiness.Therefore, mutual trust is hard to build.Both the exporter and the importer face risks as there is always the possibility that the other party may not fulfill the contract.And the currency exchange is also a trouble.So it relates to what is international payment and how it works to safeguard the seller and the buyer’s benefits.1、The concept of International Payment

Generally, International payment is an act of paying off one party’s international debt by some payment instruments in international transactions, it is usually performed bytheparty withthe obligation of paying money.In short, it is a means of payment in international trade by parties in different counties.2、the characters of international payment

We can easily find that international payment has some characters:

Firstly, it is caused by the debt and creditor’ rights relationship in international transaction.Secondly, the objects of international payment are the parties of international commercial activities.Thirdly, the payment was made by some tools, usually by currencies and bills.On one hand, because different countries use different currencies, this involves the choice of currency, the exchange of different currencies, and other risk problems by the flexible exchange rate.on the other hand, in order to avoidvarious risks and inconvenience caused by direct delivery of large quantities of money,the use of bills must be considered, associated a series of complex legal issues related to transfer of different countries’ bills.Lastly, there are different means of payment to deal with the problem of security assurance and finance flow, such as remittance, collection, and letter of credit, and international factoring.3、the development of International payment

International payment does not exist from the beginning.It came with commercial import and export, and developed for a long time.with the development of international trade, its scope of application also expanded fast and increasingly.Before the period of liberal capitalism, people often used cash payment by conveying gold or silver between countries for international transaction, which is not only risky but also inconvenient.what’s more, those gold and silver should be carefully identified and counted.So it is only fit for small trading volume.In the 16th and 17th century, bills were widely used for payment in some European commercial city and took the place of cash.It make the payment very quick, easy, and save cash and expense of circulation.So it promoted the further development of international trade.At the end of nineteenth Century the beginning of the twentieth Century, in international transaction the buyer voucher payment ,which called for the bank to finance exporter by mortgaging the bill documents ,was completely mature.Since the Second World War, with the development of modern technology as well as the improvement of international treaties and practice, the international payment adapted to the highly developed world economy needs and became more and more fast, convenient and important.4.the types of international payment

There are two kinds of international payment: direct and indirect payment.Direct payment is the way that the two parties of international transition work with the bank, such as remittance, collection, and letter of credit.On the other hand, indirect payment refers to that besides the parties and the bank, there are other subjects attended to the payment.In practice, the latter way, namely international factoring, is more popular.(1)Remittance

Remittance is an act of payment that the remitter hand off the finance to the bank, and then the bank deliver it to the payee according to the remittance instruction.whether to pay or not depends on the importer(buyer)or a service recipient, the payment is not guaranteed.So it is risky to both two parties.Actually, unless both parties have a close relationship or it is a small amount of payment, remittance is rarely used.In international payment, remittance refers to direct payment between the importer and exporter.It can be divided into three types: Mail Transfer, Telegraphic Transfer and Demand Transfer.A.Mail Transfer, M/T

M/T is a method of payment that the remitter submits the finance to the local remitting bank, then the bank should issue a payment proxy and sent it to the local paying bank of the payee by post office.The cost of M/T is low, but speed is very slow.B.Telegraphic Transfer，T/T

Remittance by cable or telex is called telegraphic transfer.That is, the

remitting bank, at the request of the remitter ,transfers funds by means of cable or telex message to the paying bank, asking the latter to pay a certain sum of money to the beneficiary.T/T is faster and safer than M/T, but the cost is much higher.It is often chosen by traders, especially when the remitted amount is large and the transfer of funds is subject to a time limit.C.Demand Transfer，D/T

The remitting bank, at the request of the remitter, draws a bill of exchange on the paying bank, ordering the latter to pay on demand a certain sum of money to the beneficiary who will also be the payee of the draft.What is different from M/T and T/T is that in the D/T, the remitter submits the receipt of the draft to the payee and the instrument between the remitting bank and the paying bank is made by the bill of exchange.The bill is a bank draft.The advantage of the settlement is the transfer of the bill of exchange.(2)Collection

Collection means the handling of documents by banks in accordance with instructions received to obtain payment and/or acceptance for exporter and deliver documents against payments and/or against acceptance.The documents includes both financial documents and commercial documents.Financial documents are bills of exchange, promissory notes and cheques;commercial documents are invoices transport documents, title documents and other similar documents.According to whether commercial documents are attached to financial documents when submitted to the remitting bank, collection can be divided into clean collection and documentary collection.A.clean collection

It is the collection on financial instruments alone without being accompanied by commercial document.Shipping documents will be forwarded by the exporter directly to the importer.When a credit instrument is accompanied by a non-shipping document such as voice, the collection will also be considered as clean one.It is often used to collect incidental expenses occurred in a transaction such as freight, insurance premium, commission or any other supplementary charges.On the other occasions, clean collection is used in the collection of down-payment or in the case of service transaction where are no shipping documents available.B.documentary collection

Documentary collection is the collection on financial instruments being accompanied by commercial documents or the collection on shipping documents without financial documents.When financial instruments are not included, the stamp duty can be avoid and the invoice can do the job of financial documents by indicating clearly the amount to be collected.It can be further divided into documents against payment and documents against acceptance.The division is based on different conditions against which

the documents are released to the importer.The former means that the collecting bank may release the documents against payment of the sight drafts or simply against sight payment of the importer, and the latter means that the collecting bank may release the documents against payment of a time bill.(3)Letter of Credit，L/C

The letter of credit is the bank instrument that assures the person selling merchandise of payment if he makes the agreed-upon shipment.On the other hand, it also assures the buyer that he is not required to pay until the seller ships the goods.It is a catalyst that provides the buyer and the seller with a mutual protection in dealing with each other, and it is based on the credit of the bank to provide funds to the seller.Usually, as long as the exporter submits the bill of payment according to the credit conditions prescribed by the written documents, the bank must pay for it unconditionally, so the seller's funds will get.reliable guarantee.The importer can receive all shipping documents according with credit terms after payment.(4)International Factoring

International factoring is a widely used payment in developed countries.It refer to that when exporting goods on commercial credit, the exporter should transfer the invoice of the account receivable and shipping documentsto the factor after delivery, then the exporter can get a majority of receivable funds.If the importer pay over the due or even not pay for the international trade, the factor should undertake the responsibility because in factoring business, factors shoulder the first payment liability.This is both good to the seller and the buyer, and has developed to an efficient and popular payment.Conclusion:

In a word, International payment is an act of paying off one party’s international debt by some payment instruments in international transactions, it developed from cash payment to bills payment through the bank.There are four types of International payment: remittance, collection, and letter of credit, and international factoring.They are widely used in international transaction nowadays.References:

(1)< International payment >Hinkelman,E.Cshanghai foreign education press2009.1.1

(2)《国际支付与结算》 王益平（编者）肖云南（丛书主编）清华大学出版社 北京交通大学出版社

（3）《国际商务英语——理论与实务》 邹勇主编 上海财经大学出版社

（4）《国际保理——金融创新及法律实务》 黄斌 著法律出版社.

第四篇：国际商务英语

21、虽然多数合同并不引起纠纷，但合同是依法实施的，任何一方当事人若未能履行合同义务，可能会受到起诉并被强制作出赔偿。

It is enforceable by law, and any party that fails to fulfill his contractual obligations may be sued and forced to make competition, though most contracts do not give rise to disputes.22、虽然易货贸易是原始、低效，并且昂贵的贸易方式，但是发展中国家巨大的债务以及世界上大量的商品过剩使其不可避免。

Barter trade is a primitive, inefficient expensive way of doing business, but the massive debts of developing countries and the world’s oversupply of goods make it inescapable.23、对销贸易可帮助有严重债务的国家继续进口商品而实际上向债权人掩盖出口收入。Counter trade may help those nations, with serious debt problems to continue to import goods while ,in effect, concealing export earnings from creditors.24、在国际贸易中，由于交易当事人很难充分了解彼此的财务信息和信誉状况，很难建立相互信任。

In international trade, it is very difficult for the parties to get adequate information about each other’s financial standing and credit worthiness, and mutual trust is hard to build.25、如果进口国的政局稳定，而且又有出口商信任的代理人，出口商就可以采用寄售方式，待货卖出后再收回货款。

If the importing country has a stable political situation and a trusted agent there to work for the exporter, the exporter can enter into consignment transactions and get payment until the goods are sold.26、在付款交单的情况下，进口商在承兑了出口商所开出的汇票后，便可得到单据，而付款则要晚于这个时间。

In the case of documents against acceptance, the importer will get the documents once the bill of exchange drawn by the ex-porter is accepted, while the payment will not be made until a later date.27、卖方凭提交的正确无误的单据得到货款，买方凭规定的单据得到货物，这种双边保证是信用证独特的，具有代表性的特征。

Against the impeccable documents presented the seller gets paid, against the stipulated documents the buyer gets the goods.This bilateral security is the unique and characteristic feature of the letter of credit.28、受益人要对信用证的所有内容进行认真审核，以便保证安全及时地收到货款。

He beneficiary has to make a careful examination of all the con-tents of the credit so as to ensure safe and timely payment.29、国际贸易中所使用的信用证多数为跟单信用证，即要求装运单据和汇票提示的信用证。Most of the credits used in international trade are documentary credits, i.e.credits that require shipping documents to be presented together with the draft.30、可撤销信用证是指在未同受益人协商的情况下对承诺进行改变，甚至取消。An revocable credit is one that its commitments can be altered or even cancelled without consulting with the beneficiary.31、在保兑信用证中受益人得到双重付款保证，因为保兑银行，在开证行承担付款义务的基础上又加上自己的承诺。

Under a confirmed credit, the beneficiary is given double assurance of payment since the confirming bank has added its own undertaking to that of the opening bank.32、各种单证上所列的商品名称、数量、金额等项目要严格地与信用证上所列的项目一致。All the items listed on different documents such as the name of commodities, quantity, amount

must be in strict conformity with those in the L/C.33、商业发票是所要求的最常见的单证之一。它是缮制其他单证的基础。

Commercial invoice is one of the required and most commonly found documents.It constitutes the basis on which other documents are to be prepared.34、提单是国际贸易中最重要的单证之一。有了它，合法持有者才可以到目的地提货。Bill of lading is one of the most important documents in foreign trade ,with which the legal holder can take delivery of the goods at the port of destination.35、常见的运输方式有水路、铁路、公路、管道及航空运输。

The widely seen modes of transport are water, rail, roads, pipe-line, and air transport.36、运输在生产过程中起着重要的作用。一方面，它将原材料、劳动力运到所需的地方。另一方面，将中间产品运到其他厂商供生产使用或把制成品运到消费者手中。

Transportation plays an important role in production.On the one hand ,it carries raw materials and labor to the place where they are needed.On the other hand, it transports intermediate products to other producers for use in their production process, or ship the finished goods to the hands of customers.37、保险单是投保人与承保人之间的保险契约。一旦投保人购买了保单，其特定风险就从投保人转移到承保人。

Insurance policy serves as the insurance contract between the insured and the insurer.Once the insured buys the policy, the specified risk will transfer to the insurance company from the insured.38、由承保人从投保人处收集的保险费作为共同基金，受损方的索赔费从此基金中支付。The premium collected by the insurer from the insured is pooled together as a fund, and the claims of those suffering losses are paid out of this fund.39、货物保险是一种旨在将风险从进口商和出口商转移到专门承担风险的保险一方的活动。Cargo insurance is an activity aimed at moving the burden of risk from the shoulders of the exporters and importers, and placing it upon the shoulders of specialist risk-bearing underwriter.40、最大诚信原则适用于各种保险，如某人要投保人寿险，他要如实告知其身体状况。Utmost good faith applies to all kind of insurance.If a person wants to insure against life insurance, he has to tell the insurance company about his real state of health.41、如果投保人有意隐瞒任何事情，或故意误导，其行为都被视为欺诈，因此保险合同无效。If the insured intends to hide or mislead anything, which will be regarded as fraud, the contract is voidable.42、在赔偿保险索赔时，凭借保险合同，保险公司将使受损人的利益恢复到发生损害前的同等状况。

In compensating claims, insurance company will restore the in-sured to the position he our she was in before a loss occurred.43、第一次民界大战之前，金本位制建立了固定汇率制，每个国家通过将本国货币与黄金挂钩来确定其货币的平价。

Before the First World War, the gold standard created a fixed exchange rate system as each country pegged the value of its currency to gold to establish its par value.44、在特定条件下，提高利率可以吸引国外短期资金，提高一国的外汇汇率。

Under specific conditions, high interest rate will attract short-term international fund ,increasing the exchange rate of one’s own currency.45、外汇汇率有三种形式，即：买进汇率、售出汇率和两者的平均值——中间汇率。

There are three type of foreign exchange price namely: the buying rate, the selliong rate and the average of the previous two—the medial rate.46、国际复兴开发银行由160个国家政府所共同拥有，其贷款的主要来源是在世界资本市场上的借贷。

The International Bank for Reconstruction and Development is owned by the governments of 160 countries.It finances its lending operations primarily from its own borrowings in world capital market.47、世界银行对贷款作了各项规定。它明确贷款必须以生产力为目的，必须促进发展中国的经济增长，同时还要具有偿还能力。

The World Bank has set various rules for its loaning operation.It specifies that it must lend only for productive purposes and must stimulate economic growth in the developing countries, and at the same time the loan-receiving countries must be able to repay the loan.48、对外直接投资是国际投资的主要方式，一国居民为进行监控和经营通过对外投资获取各国的资产。

Foreign direct investment is the major form of international in-vestment, whereby residents of one country acquire assets in a foreign country for the purpose of controlling and managing them.49、控制成本是一些企业进行对外投资的主要动机之一。而降低生产成本是考虑的一个重要方面。

Controlling costs is one of the major motivations for some enterprises to engage in FDI.And lowering production costs is an important consideration.50、即时库存管理系统的引进能最大限度地降低库存从而提高经营效率。

The introduction of JIT inventory management system can minimize the inventory of the stock so as to increase the efficiency of the operation.51、证券所起着两个重要作用，它既是长期资本的融资市场，又是各类投资债券的交易市场。The Stock Exchange plays two fundamental roles: one for capital raising market, one for various investment instrument market.52、未上市的公司的股票不能在证交所或其他股票市场公开挂牌交易。

The unlisted companies can not trade their securities through the listing system at the stock exchange or other stock markets.53、关贸总协定的总目标体现了各成员国的向往，即提高生活水平，提供充分就业，持续、稳定地增加收入和有效需求，充分利用世界资源扩大生产。

The GATT embodies the expectations of its member countries, that is ,to improve standards of living, full employment ,steady growing volume of real income and effective demand ,the full use of the world’s resources and the expansion of production.54、乌拉圭回合和世界贸易组织的建立改变了世界贸易体系的性质。

The Uruguay Round and the establishment the WTO have shanged the character of the wold trading system.55、尽管关贸总协定是以无判别待遇为原则的，但欠发达国家仍指责关贸总协定是只考虑发达国家利益的“富人俱乐部”。

Although the GATT is based on the principle of non-differential treatment, the less-developed countries still criticize it as a “rich men club” for the interest of the developed world.56、采用强制性的自动补偿措施被看作解决发展中国家的贸易条件恶化问题的一种方案。The introduction of compulsory and automatic compensatory measures is considered as a solution to solve the problem of deteriorating terms of trade in the developing countries.57、为了促进欠发达国家的工业化进程，西方国家应开放他们的制造市场，或提供优惠关税政策。

Western countries should open up their manufacture markets or provide preferential tariffs to facilitate the industrialization process of the less-developed countries.

第五篇：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