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《外贸英语函电》共分11章，第1章简要介绍外贸信函的基本要素、格式和写作原则。第2~10章讲授外贸进出口流程的主要环节：建立业务关系、询盘与回复、报盘与还盘、达成交易、支付、包装、装运、保险、投诉与索赔等，侧重于对该外贸环节中最常用的几类信函的介绍。每章分为若干个针对该外贸环节的具体写作任务，包括概述、写作技巧、信函实例、有用的表达和典型句型、实训项目、选择性的学习材料和课后习题。第11章简要介绍传真和电子邮件的基本要素和写作要点。《外贸英语函电》适用于高等职业技术学院、继续教育学院等大专层次的国际贸易、商务英语、国际商务等相关专业的教学及外贸行业的培训，也可供从事国际交流和对外贸易的从业人员自学或参考。

Chapter 1 Basic Knowledge and Layout of a Business Letter

Chapter 2 Establishing Business Relations

Task 1 Establishment of Business Relations

Task 2 Credit & Status Enquiries

Chapter 3 Enquiry and Reply

Task 1 Making an Enquiry

Task 2 Reply to an Enquiry

Chapter4 Offer and Counter-offer

Task 1 Making an Offer

Task 2 Making a Counter-offer

Chapter 5 Conclusion of Business

Task 1 Placing an Order

Task 2 Accepting an Order

Task 3 Declining an Order

Chapter 6 Terms of Payment

Task 1 Negotiating Payment Terms

Task 2 Urging & Advising Establishment of an L/C

Task 3 Requesting to Amend an L/C

Chapter 7 Packing

Task 1 Informing Packing Requirements

Task 2 Reply to Packing Issues

Chapter 8 Shipment

Task 1 Giving Shipping Instructions

Task 2 Urging a Timely Shipment

Task 3 Giving Shipping Advice

Task 4 Asking for an Amendment to Shipment Clause

Chapter 9 Insurance

Task 1 Requesting the Exporter to Cover Insurance

Task 2 Type of Coverage Adopted

Task 3 Reply to the Letter Requesting Excessive Insurance

Chapter 10 Complaint and Claim

Task 1 Making Complaints or Claims

Task 2 Reply to Complaints and Claims

Chapter 11 Fax & E-mail

附录 外贸函电常用词汇

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Conciseness is often considered to be the most important writing principle. A concise letteris not necessarily a short one. Conciseness means stating things in the fewest possible words. Toachieve this, try to avoid wordiness or redundancy. Clearness and conciseness often go hand-in-hand and the elimination of wordy business jargon can help to make a letter clearer and at thesame time more concise. Generally speaking, you will gain clearness and conciseness by writingshort sentences rather than long ones.

5. Courtesythoughtful.

You need to prepare every message with the readers in mind and try to put yourself into their places. Promptness is one of the most important things in being courteous. Punctualitywill please your customer who dislikes waiting a long time for a reply.

6. Consideration

Consideration means you should be considerate to your readers. It is the quality that enablesus to refuse a customer's request without killing all hopes of future business. Generally, thenative English writers lay great emphasis on the "you" attitude. "You-attitude" is not so simpleas only to use "you" instead of 'T' or "we". In your letters you should always keep in mind thepersons you are writing to, try to see things from their points of view, see their problems anddifficulties and express your ideas in terms of their experience. "You-attitude" can help to avoidan awkward situation, and promote cooperation between the trading parties. If you cannot meetyour customers' needs or requests, you should show your interest in and concern for theirrequests, using positive sentences instead of using negative sentences, and stress what you cando instead of what you cannot do. ……

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