1. 外贸英语函电

2. 教材： 《商务英语函电模拟实训教程》 北京出版社

3. 参考资料 : [1] 王乃彦 《外贸英语函电 中国商务出版社， 2005 年 [2] 薛荣久 《外贸英语函电》，重庆大学出版社， 2007 年 [3] 陈祥国《国际商务函电》配套练习册 中国商务出版社， 2004 年 [4] 葛萍《外贸英语函电》上海财经大学出版社， 2004 年 [5] 王万义，李宁《新编外贸英文函电》中国商务出版社， 2005 年 [6] 薛荣久，《外贸英语函电》，重庆大学出版社， 2007 年

4. 参考网站： 阿里巴巴英文网： www.ablibaba.com 福步论坛网： bbs.fobshanghai.com 环球资源网： www.globalsources.com.cn

5. Course Introduction Brief Introduction ： There are a wide range of means of business communication. Besides face to face negotiations with your clients, you also need some written forms of communications to contact with the outside world and conclude a deal. Written communication in business is still important in the age of electronic communication. Millions of business letters are now being sent by fax or E-mail to carry out business routine efficiently. This course is intended to develop skills in writing such good business letters.

6. 1.What is the course? 函： Business letters 电： Telegrams, telexes, faxes & E-mails 2. The nature & goal of the course 1) the nature of the course: An English course combining international trade with English. 2) the goal of the course ： Cultivate the ability of negotiating international trade in English, especially in English correspondence.

7.  Writing Principles: 7“CS”  Completeness( 完整 )  concreteness ( 具体 )  clearness ( 清楚 )  conciseness ( 简洁 )  courtesy ( 礼貌 )  consideration ( 体谅 )  correctness ( 正确 )

8. Example: courtesy We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it. You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.

9. consideration 试比较以下两个句子： １． You earn 2 percent discount when you pay cash. We will send you the brochure next month. ２． We allow 2 percent discount for cash payment. We won't be able to send you the brochure this month.

10. Conciseness 避免废话连篇、短语和词过于复杂等问题 例如： 1.We wish to acknowledge receipt of your letter... 可改为： We appreciate your letter... 2.Enclosed herewith please find two copies of... 可 改为 : We enclose two copies of... 短语的使用： Enclosed herewith----->enclosed at this time----->now due to the fact that----->because a draft in the amount of $1000----->a draft for $1000

11. Clearness 1. We shall be able to supply 10 cases of the item only. 2. We shall be able to supply 10 cases only of the item.

13. China National Light Industrial products Import & Export Corp. 82 Tung An Men Street Beijing, China Your ref: 148 GW/xm Our ref: 153 TBL/gp Date: July24, 2003 Messrs. Williams Oversea Trading Co. 24 Park Street London E.C.4, England Attention: Marketing Department Dear Sirs, Re: Chinese Cotton Piece Goods We welcome you for your enquiry of July 18 and thank you for your interest in our Cotton Piece Goods. We are enclosing our illustrated catalogue and pricelist giving the details you ask for. As for the payment terms, we usually require confirmed irrevocable L/C payable by draft at sight. We feel confident that you will find the goods are both excellent in quality and very reasonable. China National Light Industrial Products Import & Export Corp. 3 July 24, 2003 in price. We are looking forward to your order. Yours faithfully, Tianjin Carpets I/E Corporation (sig) ____________

15.  letter styles ：  Indented style Indented style  Full-blocked style Full-blocked style  Semi- blocked style Semi- blocked style

16. Indented style: The date, complimentary close, signature are on the right side and the first line of each paragraph indented.

17. Full-blocked style: The first line of each paragraph should not be indented and all the other parts are on the left side.

18. Semi-blocked style: is based on the full-blocked style and indented style.

19.  Parts of business letters 1.Letterhead( 信头） : ① position: in the center or on the left margin at the top of the paper ② content: the writers’ name & address

20. 2.Reference number( 案号） ① function: for file( 写信时指明原信号码，以 便查阅、归档 ) ② structure: a file number, the initials of the signer and then the typist, departmental code

21. 3.Date( 日期） ① forms of expression: 24th July, 2003 24 July, 2003 ② Don’t use the abbreviation form （ 7/4/ 2003 or 4/7/2003 ）, for A.E and B.E have different order ： A.E: month/day/year B.E: day/month/year

22. 4.Inside name and address( 封内名称及地址） ① position: at the left-hand margin ② details: A the name of the city: in capitals B Attention: eg.Mr. John Smith, the Sales Manager: 表信件指明直接交由某部门或某 人处理，以便收信公司内部迅速分发，从 而提高工作效率。

23. 5.The salutation( 称呼） ① Dear Sir/Madam, 用于对方是个体或独资商 号 ② Dear Sirs,/Gentlemen: 用于对方是团体或 非独资商号

24. 6.The subject line （事由） ① position: at the left margin or in the center ② meaning: tells what the letter is about ③ 3 basic expressions: Re: /Subject:/ ‥

25. 7.the body of the letter （信文） ① the opening sentence A. When replying, we should express our appreciation or thanks e.g. Thank you for your letter of May 2. B. When writing, we should express in a clear and straight way: e.g. We are writing you for the establishment of business relations.

26. ② the closing sentence A. if you wish to receive the early reply of your recipient. e.g.: Your early reply would be highly appreciated. B. if you offer information about the products which you wish your partner to buy: e.g.: If you need further details, please let us know.

27. 8.The complimentary close （结尾敬语） ① A basic rule: match the salutation ② Dear Sirs,: Yours faithfully, Faithfully yours, Yours truly, Truly yours ③ Gentlemen: Yours truly, Truly yours,

28. 9.the signature( 签署） ① details: name or job title, or both, do not use a personal title  The name of the company in capitals  Type the name of the signer  The position of the signer

29. 10.the identification line （主办人代号） shows the initials of the signer, the dictator and the typist.

30. 11.enclosure( 附件） ① position: to the left margin ② examples: Enclosure: price list Enclosures (specific number) Enclosure: as stated: 附件如事所述 Encl.

31. 12.Carbon Copy Notation (cc) ① position: at the left margin ② example: c.c. Mr. Cooper (Mr. Cooper will receive the copies of the letter)

32. 13.Postscript ( 附言 ) to emphasize the point calling the recipient’s attention. example ： P.S. I, on behalf of my company, sincerely invite you to attend the Guangzhou Fair.

33.  Envelope Addressing 1.Details: ① sender’s name and address ② receiver’s name and address

34. 2.Address styles ：  Indented Style  Blocked Style

35. Indented Style Hunan Foreign Trading Corp. 32Wuyi Road Changsha, Hunan, China Oversea Trading Co., 24 Park Street LONDON EC4 ENGLAND Registered ( 寄送说明：挂号 )

36. Blocked Style Oversea Trading Co., 24 Park Street London EC4 England Hunan Foreign Trading Corp. 32 Wuyi Road CHANGSHA, HUNAN, CHINA Via Air Mail ( 航空 )

37. Oversea Trading Co., 24 Park Street London EC4 England Mr. John Smith c/o Hunan Foreign Trading Corp. (care of 由 ``` 转交 ) 32 Wuyi Road CHANGSHA, HUNAN, CHINA Urgent ( 急件 )