第一篇：國際商務英語寫作大綱

國際商務函電

(INTERNATIONAL BUSINESS CORRESPONDENCE)

教學大綱

一、編寫說明

（一）課程的性質(zhì)、任務

《國際商務函電》國際經(jīng)濟與貿(mào)易專業(yè)的一門核心課程。

本課程的主要任務是：通過涉外商務和進出口業(yè)務各主要環(huán)節(jié)所涉及的代表性函電，系統(tǒng)介紹了國際商務英語函電的寫作特點、寫作技巧和專業(yè)詞匯，并通過與課文內(nèi)容緊密聯(lián)系的練習，訓練學生正確使用信函常用詞匯和句型，熟練翻譯和撰寫國際商務信函，為學生畢業(yè)后從事涉外經(jīng)貿(mào)實際工作打下一定的基礎。

（二）課程的目的、要求

本課程主要是為了使學生掌握涉外經(jīng)貿(mào)工作中商務信函的寫作特點和寫作技巧，以適應國際商務過程中與國外客戶進行聯(lián)絡的實際業(yè)務需要。通過本課程的學習，要求學生掌握商務信函及外貿(mào)函電的基本格式、基本語言風格、商業(yè)詞匯的運用、商務內(nèi)容的解讀、商務函電的翻譯和寫作等。考慮到《國際商務函電》課程是一門實踐性很強的課程，在教學中應注意以下各點：

1． 緊密聯(lián)系國際市場和我國外貿(mào)實際進行教學，并不斷更新和充實教學內(nèi)容，使之適應對外貿(mào)易新發(fā)展的需要。

2．貫徹啟發(fā)式教學方式，避免注入式，重視案例教學和平時練習，并結合實習、參觀，以增加學生感性認識，擴大視野，提高學生的理解能力和操作能力。

（三）與相關課程的關系

本課程的先行課是《國際商法》、《國際貿(mào)易實務》等。

（四）課程體例

本課程由兩大部分構成，第一部分（PartⅠ）Basic Knowledge of International Business Letters，主要介紹有關國際商務信函的基礎知識； 第二部分（PartⅡ）Business Letters in International Trade，主要介紹進出口貿(mào)易各主要環(huán)節(jié)所涉及的各種函電。其中，第二部分又分為兩章，第一章 Negotiation of The Contract，共包括四節(jié)課的內(nèi)容；第二章 Execution of The

Contract，共包括六節(jié)的內(nèi)容。全書根據(jù)外貿(mào)業(yè)務的具體環(huán)節(jié)劃分為不同的內(nèi)容，其中涵蓋了建立貿(mào)易關系、詢盤、報價、還盤、訂貨、催證、改證、催裝、裝船通知、保險、索賠理賠等各個階段。每個部分里又分別根據(jù)交易的實際情況，設計了信函來往的情況，使信函的來往更加符合貿(mào)易業(yè)務的實際情況，同時可以使學生在學習本課程的同時對外貿(mào)業(yè)務的基本情況產(chǎn)生更加深刻的了解。另外，課程的每一課都附有練習，使學生通過練習加深對課程內(nèi)容的掌握。

（五）適用對象

本教學大綱的編寫內(nèi)容主要適用于國際經(jīng)濟與貿(mào)易專業(yè)高職類學生。其他專業(yè)或其他層次的教學，可根據(jù)各自的培養(yǎng)目標和要求作適當調(diào)整。

二、主要章節(jié)內(nèi)容

1、PartⅠ Basic Knowledge of International Business Letters主要介紹有關國際商務信函的基礎知識和商務信函所具備的共同特征。

2、PartⅡ Business Letters in International Trade，主要介紹進出口貿(mào)易各主要環(huán)節(jié)所涉及的各種函電。分為兩章：

(1)Chapter One Negotiation of The Contract,共包括四節(jié)課的內(nèi)容； Lesson 1 Establishing Business Relations。建交信函的寫作內(nèi)容、寫作方法及相關句型和詞匯。

Lesson 2 Enquiries & Reply。詢盤信函的翻譯和寫作、相關句型和詞匯。

Lesson 3 Offers & Counter Offers報盤和還盤信函的翻譯和寫作內(nèi)容、方法、相關句型和詞匯。

Lesson 4 Sales Promotion 促銷信函的作用、用途及相關寫作、句型、詞匯 Lesson 5 Conclusion of Business。成交信函的寫作、訂單、形式發(fā)票和合同的翻譯和寫作、相關句型和詞匯。

(2)Chapter Two Execution of The Contract，共包括七節(jié)課的內(nèi)容：

Lesson 6 Terms of Payment。與支付條款有關的各類信函的翻譯和寫作、相關句型和詞匯。

Lesson 7 Establishment of L/C and Amendment。信用證的開立和修改信函寫作、相關句型和詞匯。

Lesson 8 Packing and Shipment。與包裝和裝運相關的信函翻譯與寫作、相關句型和詞匯。

Lesson 9 Insurance。與保險有關的信函翻譯和寫作，投保、保險條款、險別等專業(yè)術語的表達方法。

Lesson 10 Complaints and Claims。投訴和索賠的寫作內(nèi)容、方法、相關句型和詞匯。

Lesson 11 Agency。代理業(yè)務信函的寫作和翻譯。

Lesson 12 Invitation to Bid and Bids。招標投標業(yè)務信函的翻譯和寫作。附錄： Modes of Modern Communications(主要介紹FAX和EMAIL)

三、編寫體例

1．以上每章包括：

（1）引言，聯(lián)系外貿(mào)實務，對本章內(nèi)容作一個簡單概括。

（2）每章學習目標或?qū)W習任務；

（3）每章小結

2．以上每節(jié)包括：

（1）寫作要求，或各部分的主要內(nèi)容，一般情況下的常用格式；

（2）所授課程，包括：例文（盡量全、新）；注釋；練習（關于專業(yè)詞匯、句型和函電的中英文互譯、情景寫作練習，其中情景寫作練習可作適當提示，如背景材料、學生任務和寫作實踐）

（3）最好有參考書目或引用資料出處

四、章節(jié)細目

PartⅠ Basic Knowledge of International Business Letters

Chapter One Basic Knowledge of English Writing國際商務信函寫作的基礎知識

1．學習目標：使學生掌握英語寫作的基礎知識。

2．數(shù)字、日期、貨幣、名稱、信封等的英文寫法

3．練習

4．小結

Chapter Two Basic Knowledge of International Business Letters國際商務信函的基礎知識。

1．學習目標：

2．商務信函的基礎知識

3．名片、邀請函、感謝信等例信

4．練習

5．小結

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

1．Introduction

2．學習目標：使學生了解商務合同議定的過程，并學會相關信函的寫作。Lesson 1 Establishing Business Relations（建交信函的寫作內(nèi)容、寫作方法及相關句型和詞匯。）

（1）寫作要求

（2）例信（3－5篇）

（3）注釋

（4）練習

（5）資料出處

Lesson 2 Enquiries & Reply（詢盤信函的翻譯和寫作、相關句型和詞匯）Lesson 3 Offers & Counter Offers（報盤和還盤信函的翻譯和寫作內(nèi)容、方法、相關句型和詞匯）

Lesson 4 Sales Promotion（促銷信函的作用、用途及相關寫作、句型、詞匯）Lesson 5 Conclusion of Business（成交信函的寫作、訂單、形式發(fā)票和合同的翻譯和寫作、相關句型和詞匯）

參考書目

1．陳亞麗編著：《英文商務寫作——案例分析與實踐》，天津大學出版社，2004

2．賈琰主編：《實用商務英語文函寫作》，化學工業(yè)出版社，2004

3．陳祥國主編：《國際商務函電》，中國對外經(jīng)濟貿(mào)易出版社，2003

4．鄭敏編著：《商務英語函電與合同》，清華出版社、北京交通大學出版社，2005

5．方寧、王維平主編：《商務英語函電》，浙江大學出版社，2004

6．劉慧俠、賈釗主編：《外貿(mào)函電》，科學出版社，2004

7．王乃彥主編：《外貿(mào)英語函電》，中國對外貿(mào)易出版社，2002

第二篇：商務英語寫作大綱

寫作目的(writing purpose)受眾/讀者(audience)構思過程(thought process)演繹式組織模式

(deductive organizational patterns)歸納式組織模式

(inductive organizational patterns)

直接組織模式(direct organizational patterns)間接組織模式

(indirect organizational patterns)寫作修改的3個步驟

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

管理溝通(managerial communication)組織溝通(organizational communication)人際關系與團隊建設

(human relationships and team building)銷售溝通(sales communication)商務文件(business documentation)國際交流（跨文化交際）

(international communication/ intercultural communication)

表達式寫作(expressive writing)溝通式寫作(communicative writing)簡潔風格(clarity)簡易風格

(the plain style)簡明風格(concision)附件說明信函(cover letters of résumé)3類求職信函

(three general types of cover letters for job applications: the application letter;the prospecting letter;networking letter)后續(xù)詢問信函(follow-up letter)致謝信函(thank-you letter)

謝絕工作回復(job rejection letter)接受工作回復(job acceptance letter)辭職信函(resignation letter)告別信函(farewell letter)

常見履歷表格式(common résumé formats)： 按年月順序(chronological résumé format)按任職順序(functional résumé format)復合式(combination résumé format)簡短文件(short document)

信息咨詢函(message to obtain information)談判便函(messages that negotiate)說服溝通便函(persuasive messages)

商務便函的特征（8C）：清晰性（clarity）正確性（correctness）具體性（concreteness）完整性（completeness）周到性（consideration）禮貌性（courtesy）簡潔性（conciseness）一致性（coherence）

商務備忘錄版式(format of a business memo)商務備忘錄功能

(function of a business memo)信函結構(structure of a letter)

信件和信封格式(styles of letter and envelop)會議紀要(minutes)逐字記錄(verbatim minutes)決議記錄(minutes of resolution)陳述記錄(minutes of narration)

記錄內(nèi)容版式(minutes’ content format)會議議程(meeting agenda)會議籌劃(meeting preparations)會議程序（3個環(huán)節(jié)）

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

會議后續(xù)工作(follow-up activities)

后續(xù)文案職責(accountability of follow-ups)書面發(fā)言寫作策略

(writing strategies for business presentation)書面發(fā)言的材料組織

(wring organization for business presentation)書面發(fā)言用語

(language used in a presentation)書面發(fā)言避諱用語

(language avoided in a presentation)人際溝通的功能

(functions of interpersonal communication)人際溝通的目的(purpose of interpersonal communication)人際溝通的4個階段

(four general stages in interpersonal communication)

團隊的特征(group characteristics)團隊的角色(group roles)團隊影響力(group influence)溝通結構(communication structures)企業(yè)前景(vision)企業(yè)使命(mission)

企業(yè)價值觀(corporate values)企業(yè)目標(goal)戰(zhàn)略計劃(strategies)政策與流程(policies and procedures)業(yè)務流程的構成要素（15個）(content of procedures)業(yè)務流程的版式及內(nèi)容(format of a procedure)商務文件的層次結構（3個）(tiers of documentation)ISO 9000 質(zhì)量體系(ISO 9000 Quality System)商務藍皮書(blueprint)

商務計劃書(business plan)戰(zhàn)略性計劃書(strategic plan)戰(zhàn)術性計劃書(tactical plan)操作性計劃書(operational plan)操作性管理(operational control)戰(zhàn)術性管理(tactical control)戰(zhàn)略性管理(strategic control)商務背景(business background)市場計劃(marketing plan)財務預測(financial projections)行動計劃(action plans)商務提案(business proposal)內(nèi)部提案(internal proposal)外部提案(external proposal)招標提案(solicited proposal)非招標提案(unsolicited proposal)提案寫作的簡單模式

(simple form for proposal writing)提案寫作的復雜模式

(detailed form for proposal writing)外部提案的結構要素（6個）

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

(content format of internal proposal)征集提案(Request for Proposal, RFP)征集啟示的基本要素(basic components of a RFP)提案評估(proposal evaluation)議程報告(agenda)行程安排(itinerary)

費用支出報告(expense reports)

項目進程報告(progress report)

人事評估報告(personnel evaluation)第一手資料來源(primary sources)第二手資料來源(secondary sources)引證信息(documenting information)解析數(shù)據(jù)(interpreting data)

常規(guī)商務報告(routine reports)

任務報告(task reports)

條目清單功能(itemized lists)

圖表輔助功能(graphic aids)

標題的功能(headings)

協(xié)議的本質(zhì)(essence of a deal)

合同的修訂(contractual modifications)違約與補償(breach of contract and remedy)律師費用條款(attorneys fees clause)合同免責(escape from contract)

第三方簽字(third party signature)合同追加條款(contract rider)

合同授權(authorization)

商務談判(contract negotiation)

合同起草(contract drafting)

合同實施(execution)

合同終止(closeout)

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

要約(offer)接受(acceptance)

法定權力(capacity)

Sales contracts 買賣合同

Contracts for supply of power ,water,gas or heat 供應電、水、氣、熱力合同

Contracts for loan of money 借款合同 Leasing contracts 租賃合同F(xiàn)inancial leasing contracts 承攬合同Contracts for construction projects建設工程合同Carriage contracts運輸合同Technology contracts 技術合同Safekeeping contracts 保管合同Warehousing contracts 倉庫合同Agency appointment contracts 委托合同Trading-trust contracts行紀合同Brokerage contracts居間合同

第三篇：國際商務英語

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：商務英語寫作[模版]

七種常見類型

1.主動跟新買家建立聯(lián)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.對新買家要求建立業(yè)務聯(lián)系的回復

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.向老客戶介紹公司新的產(chǎn)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.回復對某個產(chǎn)品的查詢

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.無法提供對方查詢中所要求的產(chǎn)品時

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.查詢對方公司的產(chǎn)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.幾種報盤

(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：商務英語寫作

向進軍2011級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