本书从实用角度出发,**介绍了企业在现代国际商务活动中与国外企业进行业务沟通时撰写各类英文商务信函的方法与技巧,同时也介绍了一些*新的国际商务营销知识及商务会话。
书中内容涉及了国外市场调研分析、营销策划、企业经营活动组织管理、客户关系建立与管理、商务活动中的各类业务沟通、对外贸易业务中各环节的信函往来等内容。特别是在外贸业务方面,本书内容包含了客户联络、交易磋商、报价还盘、签订合同、组织货源、包装储运、报验投保、国际结算、索赔理赔等各个环节里的大量实用性信函范例,企业可根据自身情况在实际业务中参考使用。除此之外,本书还收录了招聘应聘、**函、介绍信、邀请函、个人简历、贺喜致丧等各类特殊应用文。
本书适用于高校国际贸易专业教学和企业相关人员的业务技能培训。

Lesson One 商务信函基础 Basics Of Business Letters
Part One:特点和原则 Features And Principles
Part Two:格式和结构 Format And Structure
1. 一般商务信函格式 Format Of Ordinary Business Letters
2. 传真及电子邮件 Fax and E-mail
3. 商务信函的结构 Layout of Business Letters
Lesson Two 国际市场营销 International Marketing
Part One:什么是市场营销 Understanding Marketing
Part Two:国际市场营销基础 Basics Of International Marketing
Part Three:对话 A Dialogue
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Three 建立业务关系 Establishment Of Business Relations
Part One:业务沟通��础 Basics Of Business Communication
Part Two:信函样本 Some Specimen Letters
1. 卖方向买方做自我介绍并希望建立业务关系 Seller is writing to the buyer, making a self-introduction in the hope of establishing business relations
2. 出口商向国外客户介绍并推销产品 An exporter is writing to his foreign customer, introducing his product and trying to promote its sales
3. 厂商致函国外进口商推销自己的产品 A maker is writing to the foreign importer in order to promote the sales of his products
4. 厂商介绍新软件 The maker is introducing his new software
5. 进口商的自我介绍 An importer is making a self-introduction
6. 希望成为国外厂家的销售代理 Hoping to be a sales agent of a foreign producer
7. 进口商对贸易展览会上的产品感兴趣 An importer is showing his interest in some product displayed at a trade fair
8. 寻找新的供货商 Try to find a new supplier
9. 经人介绍后通过互联网求购化工产品 To purchase some chemicals on the internet at sb’s introduction
Part Three:介绍你的公司 Introduce Your Company
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Four 询盘与复盘 Inquiries And Replies
Part One:询盘的要点 Key Points Of Inquiries
Part Two:信函样本 Some Specimen Letters
1. 购货商看到广告后去函索要价目表 A purchaser is asking for a price list after he saw the advertisement
2. 买方向卖方询购产品 A buyer is enquiring for some product to the seller
3. 进口商接出口商来电函后询价 An importer is replying to the exporter’s enquiry
4. 进口商询价并要求*优惠条件 The importer is sending a request for best terms
5. 进口商询价并要求寄送样品 The importer is making an enquiry and asking for some samples
6. 回答客户询价,并提供具体交易条件 A reply to a customer, giving details of his terms and conditions
7. 买方急需货物,去函询问交货时间 The buyer is in urgent need of the cargo and enquires about the delivery time
Part Three:对话 A Dialogue
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Five 发盘与还盘 Offers And Counter Offers
Part One:发盘要点 Key Points Of Offers
Part Two:信函样本 Some Specimen Letters
1. 卖方根据购货商询价报出实盘 Sellers making an offer on the basis of an enquiry from the buyer
2. 买方回函,要求调低价格 A reply from the buyer, requesting a lower price
3. 卖方根据询价对外报盘,并规定*低起订数量 The seller is making an offer on a basis of an enquiry, stipulating a minimum order
4. 凭样成交方式下对外报盘,希望对方早下订单 Making an offer under the condition of sales by samples, and hoping to receive an early order
5. 致函对方,要求恢复业务关系并报价 Sending a letter to resume business relations
6. 卖方报价并希望对方尽快复盘 An offer from a seller, hoping to receive an early reply
7. 报价单 A price list
8. 对对方报价的回盘 A reply to an offer
9. 卖方因货源紧张而不能报盘 Unable to make any offer because there is no stock
10. 同意给对方有条件的价格折扣 Grant a discount on some conditions
11. 买方拒绝卖方的报价 A buyer is rejecting a seller’s offer
12. 明确拒**方的降价要求 A clear-cut rejection of a request for price reduction
Part Three:对话 A Dialogue
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Six 订单和确认 Orders And Acknowledgments
Part One:进出口中的价格术语 Price Terms Of Import And Export
Part Two:信函样本 Some Specimen Letters
1. 拒绝买方进一步降价的要求 Decling buyer’s request for fu-ther price reduction
2. 一般订货 An ordinary order
3. 试订货 A trial order
4. 订货并要求对方迅速发货 Sending an order, demanding a prompt delivery
5. 续订货 A repeat order
6. 零散订货 Separate orders
7. 难以接受订单并致歉 Unable to accept an order and apologize
8. 接受订单并希望保持长期业务关系 Accept an order and hope to maintain a long-standing business relationship
9. 建议改为替代产品 Suggest a replacement
10. 对对方订单中的某些条件不能接受 A partial refusal of some terms in the order
Part Three:对话 A Dialogue
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Seven 合同 Contract
Part One:合同要点 Key Points Of A Contract
Part Two:商业合同实例 Examples Of Business Contract
1. 售货单 A Sales Note
2. 销售合同 A Sales Contract
Part Three:词汇 New Words
Part Four:注释与常用短语 Notes & Useful Expressions
Part Five:练习 Exercises
Lesson Eight 信用证结算方式 Payment By L/C
Part One:信用证的一般流程 The Basic Procedure Of L/C
Part Two:信函样本 Some Specimen Letters
1. 货物待装并催开信用证 Urging the establishment of L/C with the cargo being ready for shipment
2. 催证并提醒对方注意与合同条款保持一致 Urging the L/C and emphasizing its conformity with the clauses of S/C
3. 催促迟迟不到的信用证 Urging a belated L/C
4. 通知对方信用证已经收到 Acknowledge the receipt of L/C
5. 出口商致函进口商要求修改信用证金额 An exporter is writing to an importer in request for an amendment of L/C amount
6. 要求开证人展证 A request for an extension of the L/C
7. 出口商要求开证人改证并允许货物转船 A request by the exporter for an amendment of L/C and the permission of transshipment
8. 因出现特殊情况而要求对方修改信用证的交货日期 A request for the amendment of L/C due to some special occurrences
9. 开证人同意修改信用证 The opener agrees to amend his L/C
10. 收到银行改证函 Arrival of a banker誷 amendment of L/C
11. 卖方致函买方,不同意对方提出的货款托收条件 A seller is writing to his buyer, declining the newly proposed terms of payment on collection
12. 要求暂缓付款 Defer a payment
13. 通知对方办理付款 Asking your customer to make payment
14. 催促对方付款 Urging payment
15. 开立信用证申请书 An application for the establishment of L/C
Part Three:漫话信用证 A Talk About Problems Of L/C
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Nine 货物运输 Shipment
Part One:货物运输的要点 Key Points Of Shipment
Part Two:信函样本 Some Specimen Letters
1. 催装 Urging shipment
2. 用户催促卖方尽快交货 User urging delivery
3. 出口商声明对方不来证将取消装运 Exporter wants to cancel the shipment unless the L/C arrives
4. 因对方来证不及时而要求延长交期 A request for an extension of the L/C due to a belated L/C
5. 因发生不可抗力事故而要求推迟装运 A request for an extension of the date of shipment due to force majeur
6. 对海运货物的运输标志提出修改 A request for the modification of shipping marks
7. 托运人洽租运输工具 Shippers chartering a vessel
8. 发货人洽订集装箱 Shippers booking containers
9. 托运人发出装船通知 Shipper issues a shipping advice
10. 对货物单据的说明 An explanation of the shipping documents
11. 探讨新的交易条件 A discussion about new business terms
12. 托运人指定货运代理 A shipper is designating his shipping agent
13. 出口商解释迟装原因 Exporter explains the reason of late shipment
Part Three:漫话物流 A Talk About Logistics
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Ten 投保 Covering Insurance
Part One:保险基本知识 Basics Of Insurance
Part Two:信函样本 Some Specimen Letters
1. 托运人向保险公司询问有关投保事宜 The shipper is inquiring about the insurance coverage
2. 保险公司回函乐意承保 A reply from the insurance company
3. 进口商致函出口商要求投保T.P.N.D.险 The importer is proposing the coverage of T.P.N.D.
4. 托运人接受保险公司的保险条件 The shipper agrees to the terms of the insurance company
5. 客户对雨季运输提出特别保险要求 The client is demanding special insurance arrangements during the rainy season
6. 保险公司同意承保并要求投保人支付保费 The insurance company agrees to cover and demands payment by the shipper
7. 收货人因货物短量而向保险公司提出索赔 Shipper claiming against the insurer for a shortage
8. 保险公司拒绝收货人的索赔 Claims rejected by the insurance company
Part Three:词汇 New Words
Part Four:注释与常用短语 Notes & Useful Expressions
Part Five:练习 Exercises
Lesson Eleven 商业纠纷的解决 Settlement Of Business Dispute
Part One:索赔的基本知识 Basic Ideas Of Claims
Part Two:信函样本 Some Specimen Letters
1. 到货后出现短量 Shortage was found on delivery
2. 对质量不满意 Complaint about the quality
3. 迟装 A delay in shipment
4. 对自行车的索赔 A claim on bicycles
5. 对交货延迟提出异议 Complaint about delay in delivery
6. 对迟装异议的答复 A reply about late delivery
7. 对货物质量缺陷提出异议 Complaint about quality defect
8. 对货损报告的答复 A reply to a report of damage
9. 对短量报告的答复 A reply to a report of shortage
10. 货物运输途中出现丢失 Cargo lost during the transit
11. 对托运人的投诉做出理赔答复 A reply to the complaint from the shipper
12. 对包装不妥造成内装物破碎提出索赔 Claims on the damage caused by inappropriate packing
13. 对企业售后服务的投诉 Complaint about after-service
Part Three:对话 A Dialogue
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Twelve 进出口手续 Import And Export Procedures
Part One:进口手续 Import Procedures
Part Two:出口手续 Export Procedures
Part Three:营业简介 Introduction Of Business Operation
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Thirteen 公司间一般往来信函 Ordinary Inter-Company Correspondence
Part One:营业报告 Business Report
Part Two:信函样本 Some Specimen Letters
1. 介绍业务代表来华 Introduce a new representative to China
2. 寄送介绍信 Send a letter of introduction
3. 普通介绍信 An ordinary letter of introduction
4. 对介绍信的回复 A reply to a letter of introduction
5. 邀请某人赴鸡尾酒会 Invite somebody to a cocktails party
6. 公司地址搬迁并通知客户 Notify the customer of a change of premises
7. 向客户寄送小礼品 Send a small gift to your customer
8. 新年贺喜 New year congratulations
9. 订飞机票 Booking air tickets
10. 订旅馆房间 Booking hotel
11. 申请签证 Apply for a visa
12. 公司招聘驻外业务员 Looking for salesman working abroad
13. 婉拒应聘者的应聘要求 Reject an application for a job
14. 应聘函 A letter of application
15. 宣布开办新的业务分支机构 Announce the opening of a new branch
16. 祝贺某人职位升迁 Congratulation for sb’s promotion
17. 任命业务经理 Appointing a business manager
18. 生老病死的慰问 Letters expressing solicitude or condolence
19. 道歉函 Making an apology
20. 个人履历 Resumes
Part Three:对话 A Dialogue
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
Part Six:练习 Exercises
Lesson Fourteen 商业旅行和商业会议 Business Travel And Business Meeting
Part One:学会筹划一个会议 Learn To Plan A Meeting
Part Two:对话 A Dialogue
Part Three:词汇 New Words
Part Four:注释与常用短语 Notes & Useful Expressions
Part Five:练习 Exercises
Lesson Fifteen 以各种灵活方式做生意 Do Business In Many Different Ways
Part One:商业代理 Business Agent
Part Two:分销和分销商 Distribution And Distributors
Part Three:期货交易和期货市场 Futures Trading And Futures Market
Part Four:词汇 New Words
Part Five:注释与常用短语 Notes & Useful Expressions
主要参考书目