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外贸英语函电 课教案
学 期：2008-2009学年
学 时： 40
系 （部）： 外国语学院
教 研 室：专业英语教研室
授 课 教 师： 安然
授课班级所在系
授课班级
授课班级所在系
授课班级
外国语学院
2006英语
教学目的：本课程是英语（水产贸易英语）专业的核心课程。通过本课程的学习，熟悉翻译和写作外贸业务中各类书信，掌握外贸业务中英语术语、缩略语、惯用句型和表达方法。
教学手段：教师授课和互动式教学结合，
教学方法：复习，导入，教师讲解，学生练习
English Business Correspondence教案
章 节：Preface 2课时
教学目的：掌握商务沟通的基本原则及英文书信的写作格式
教学任务：Part One: Principles of Good Communication
The Structure of Business Letters
The forms of business letters Addressing an envelope
重点、难点：
1. The Three Features f Business Communication
2．The Basic Principles of Business Letter Writing
3．The three forms
4．The principles of addressing envelopes
教学内容提要：
The Three Features:
1. It has its own special language style and words.
2. It is full of business termination, abbreviations and abbreviated phrases.
3. It has close connections with international business practice.
The 7 c’s: consideration courtesy clarity conciseness concreteness correctness completeness
The Standard Parts: The Optional Parts:
1.the letterhead
1.the references
2.the date
2.the attention line
3.th inside address
3.the subject line
4.the salutation
4.the enclosure
5.the body of the letter
5.the postscript
6.the complimentary close
6.. the carbon copy notation
7.the signature
7. the identification line
复习思考题、作业：
What is the relations between EBC and foreign trade?
Page No.10 Ex. I
课后小结：1.Grasp the unique characteristics of EBC
2. The difference between social communications and EBC
3．Grasp the Standard Parts and the Optional Parts of EBC
English Business Correspondence教案
章 节：Preface 2课时
教学任务：Skill Training
重点、难点：
1．Arrange a letter in proper form as they should be set out in a letter
2．How to write self-introduction letters
教学内容提要：
The Structure of Business Letters
1-1 The full blocked style
1-2 The modified blocked style
1-3The indented style
1-4The Semi-blocked style with indented-paragraphs
▲open punctuation
▲close punctuation
Addressing envelopes : three requirements:
1. accuracy
2. clearness
3. appearance
4. Explain C/O
复习思考题、作业：
Page No.10 Ex. II
课后小结：Grasp the three forms of EBC
How to fill in an envelope?
Write a letter to an exporter and address an envelope
English Business Correspondence教案
章 节：Chapter One Establishing business relations
教学任务：Letter 6 Letter 7
重点、难点：
1． Self-introduction letters
2． transferring business relations
3． Credit inquiries
教学内容提要：
1. owe one’s name and address to sb
2. Commercial Counsellor;s Office
3. inform sb. of sth./ inform sb. that/ be informed that
4. be in a market for sth.
5. textiles
6. avail
7. approach = get in touch with
8. establish business relations with sb.
9. a state-operated corporation
10. handle
11．acquaint sb with sth
12. be well acquainted with sth
复习思考题、作业：Page No.12 Ex.I
课后小结：熟练掌握自荐信的写作及其惯用表达法。
自荐信的写作要点===（1）说明情报来源
（2）说明写信目的
（3）自报家门
（4）说明经营方针或政策
（5）说明资信状况
English Business Correspondence教案
章 节：Chapter One Establishing business relations
教学目的：掌握建交信函的写作内容、写作方法及相关句型和词汇。
教学任务：Letter 1 Letter 2
重点、难点：
1． Introduction of your company and its business scope
2． Information on products
教学内容提要：
1. the leading importers= the largest = the principal
2. engage in
3. enjoy a good reputation.
4. specific requirements == details
5. at competitive prices
6. reasonable price
7. favorable price
8. enclose
9. favor sb. with inquiries for your specific requirements
10. Inquiry Note
11. attach
12. keenest quotation
复习思考题、作业：Page No.13 II
课后小结：熟练掌握转移贸易关系书信的撰写及其惯用表达法。
转移贸易关系：（1）说明情报来源
（2）明确介绍贸易关系转移的对象
（3）结束语
English Business Correspondence教案
章 节：Chapter One Establishing business relations
教学任务：Letter 2，3
重点、难点：
1. The first touch
2. The reply to the letter you have received
教学内容提要：
1. cooperation
2. be desirous of doing sth = be desirous to do sth
3. have a good connection
4. be obliged if…
5. be pleased if…
6. be grateful if…
7. to appreciate it if…
8. capable and reliable
9. on this respect
10. appreciate
11. long-standing and high reputation
12. expand = enlarge = extend
13. provide sb with sth= supply sb with sth= furnish sb with sth
14. give sb complete（entire，full） satisfaction
15. financial position = credit standing= financial status= trade reputation
16. refer sb to
复习思考题、作业：
Page No.13 Ex. III
课后小结：熟练掌握建立业务关系书信的撰写及其惯用表达法，了解获取信息、如何与国外客户接洽的渠道。
English Business Correspondence教案
章 节：Chapter One Establishing business relations
教学任务：Letter 4 Exercises on page 12
重点、难点：
1. the source the information
2. your intention for export or import
教学内容提要：
1. CCPIT
2. be in good relations with sb = be well connected with sb
3. be interested in sth
4. be interested in doing sth
5. be interested to do sth
6. specifications
7. sales possibilities
8. at your end = in your place= in your district= in your area
复习思考题、作业：
Page No.14 Ex.IV
课后小结：熟练掌握建立业务关系书信的撰写及其惯用表达法，了解国外客户资信状况的渠道及资信状况调查信的主要内容。
English Business Correspondence教案
章 节：Chapter One Establishing business relations
教学任务：Skill Training
重点、难点：
1. Write a letter to importer for establishment of business relations
2. write a letter to a bank, asking for all information about the importer
教学内容提要：
将学生分为四组（进口商—出口商）进行建立业务关系的实际案例操作，各组推荐合格书信并做分析、讲解，通过对照比较，大家讲评选出优秀作品。目的通过案例分析，加强学生对建立业务关系书信的深入了解，提高学生的分析判断能力，培养学生的实际应用能力。
Training Situations:
Mr.Thomas, the manager of Freeman & Sons Company, wants to import some silk products from China. He has learned the name and address of China National Silks Import & Export Corporation on the Web. Now he is going to write a letter to China National Silks Import & Export Corporation to get some more information.
复习思考题、作业：
Page No. 15 Ex.VI
课后小结：大部分同学能掌握业务关系书信的写作技巧，能比较准确的表达清楚信的宗旨，运用得当的语言； 但也有少数同学对商务英语惯用法及基础语法掌握得不够理想，还需要加大力度多作练习。
English Business Correspondence教案
章 节：Chapter 2 Enquiry
教学目的：掌握询盘信函的翻译和写作、相关句型和词汇。
教学任务：Letter 1
重点、难点：
1. general enquiry
2. specific enquiry
教学内容提要：
1. happens to be = happen to coincide
2. sample books
3. effect delivery
4. material and workmanship
5. place an order with sb for sth
6. all necessary information
7. delivery date
8. on the terms and conditions
9. by return
10. workable prices
11. on a substantial scale
12. learn from
13. intend to do sth
复习思考题、作业：Page 28 No.Ex.I
课后小结：A specific enquiry should be included the following parts:
1.the reason of the letter
2.state your detailed enquiry
3.give the hints (mention the most important terms)
4.the closing sentence of the letter
English Business Correspondence教案
章 节：Chapter 2 Enquiry
教学任务：Letter 2, 4
重点、难点：Making familiar with inquiry letters
Expressions on making inquiries
教学内容提要：
1. be in receipt of
2. of all descriptions
3. quote
4. quotation
5. most favourable prices
6. dispatch
7. be given to understand that
8. have confidence in
9. moderate prices
10. promising market
11. on the terms and conditions
12. prompt attention
13. by return
14. owing to = on account of = because of
15. business chance
16. wholesalers
17. retailers
复习思考题、作业：Page No.29 Ex. II
课后小结：A general enquiry letter should be included in the following parts：
1.the reason the letter
2.make a general enquiries by asking for catalogues price lists etc.
3.the closing sentence of the letter
English Business Correspondence教案
章 节：Chapter 2 Enquiry
教学任务： Skill Training
重点、难点：1. Making familiar with inquiry letters
2．Expressions on making inquiries
教学内容提要：
1. on the recommendation of
2. come up to our expectation
3. regular orders
4. with this in mind
5. illustrated catalogue
Training Situations：
Mr. Lawrence， General Manager of the United Textiles Company， Ltd. （26 Lawton Street， Liverpool， England）， is a large dealer in textiles in England. He is interested in all of the Chinese silk products and now approaching China National Imp. ＆ .Exp. Corp.， Shanghai Branch for a quotation for specific products.
将学生分为四组（进口商—出口商）进行询盘信的实际案例操作，各组推荐合格书信并做分析、讲解，通过对照比较，大家讲评选出优秀作品。目的通过案例分析，加强学生对询盘信的深入了解，提高学生的分析判断能力，培养学生的实际应用能力。
复习思考题、作业：Page No.29 Ex.III ; IV
课后小结：要求学生熟练掌握询盘信的撰写及其惯用表达法。学生对具体询盘和一般询盘的区别掌握得不错，并能运用恰当的表达法来撰写询盘信，需要注意的是学生对个别词汇的使用不当造成书信表达得不太流畅。例如inqurie; inquiry; require; request。
English Business Correspondence教案
章 节：Chapter Three Quotations & Offers
教学目的：掌握报盘信函的翻译和写作内容、方法、相关句型和词汇。
教学任务：Letter 1
重点、难点：
1.The definition of an offer
2.The contents of an offer
3.How to judge a firm offer and a non-firm offer
教学内容提要：
1. The definition of an offer
2. The meaning of a firm offer and a non-firm offer
3. The three points of a firm offer
4. confirm
5. offer
6. make sb. an offer for sth.
7. European main ports
8. firm
9. subject to
10. entertain
11. counteroffer
12. as regards
13. under offer
14. a large demand for
15.acceptance
复习思考题、作业：Page .46 Ex. I
课后小结：熟练掌握实盘与虚盘的含义、实盘的三要素（清楚、完整和无保留）、报盘信的撰写及其惯用表达法。
English Business Correspondence教案
章 节：Chapter Three Quotations & Offer
教学任务：Letter 2 Letter 6-1 Letter 6-2
重点、难点：
Making familiar with offering letters
Expressions on making offers
教学内容提要：
1. at your request
2. as requested
3. on requested
4. offer
★make sb.an offer for sth.
★Offer sb. sth.
5. remain valid
6. negotiation
7. perfect combination of warmth, softness and easy care
8. profitable business
9. with thanks
10. proforma invoice
11. import licence
12. there is no question about doing
13. in compliance with
14. in triplicate
15. meet with a favourable reception
16. without delay
复习思考题、作业：Page No. 47 Ex.II
课后小结：熟练掌握实盘与虚盘的区别、不同形式报盘信的撰写及其惯用表达法。
English Business Correspondence教案
章 节：Chapter Three Quotations & Offer
教学任务：Skill Training
重点、难点：Making familiar with offering letters
Expressions on making offers
教学内容提要：根据以下提供的背景完成行文式和列表式报盘信的写作：
谢谢你方1月12日的询价。现报盘如下，以你方十日内复到为条件：
10公吨罐装芦笋，每罐￡3.2伦敦到岸价，船期3/4月份。支付条款是凭即期汇票支付的，保兑的，不可撤销的信用证付款。
相信上述报盘能为你方所接受。
殷切期待好消息。
将学生分为四组（进口商—出口商）进行报盘信的实际案例操作，各组推荐合格书信并做分析、讲解，通过对照比较，大家讲评选出优秀作品。目的通过案例分析，加强学生对报盘信的深入了解，提高学生的分析判断能力，培养学生的实际应用能力。
复习思考题、作业：Page No.47 Ex.I II; IV
课后小结：1要求学生熟练掌握行文式的报盘信和列表式的报盘信的写作及其惯用表达法。通过上述模拟实训，同学们对列表式报盘信的写作明显好于行文式，这是值得肯定的；但不容忽视的是必须要使学生明确对行文式的报盘形式熟练掌握的重要性，这关系到口头谈判的胜算多少的问题。
2 要求学生明确实盘的三要素，尤其是对其中“交易条件的完整性”的规定涉及到对报盘有效期作出规定的重要性的理解。
English Business Correspondence教案
章 节：Chapter Four Making Counter-offers & Declining Orders
教学目的：掌握还盘的翻译和写作方法、内容、相关句型和词汇。
教学任务：Letter 1
重点、难点：Making familiar with Counteroffers
Expressions on making Counteroffers
教学内容提要：
1. on usual terms
2. in reply.
3. regret
4. find
5. out of line with
6. indicate
7. such being the case
8. to be easily obtainable at a much lower figure
9. to be prepared to do
10. say, 10%
11. come to terms
12. at your earliest .convenience
复习思考题、作业：Page No.61 Ex.I
课后小结：要求学生熟练掌握婉言拒绝的表达法，学会在交易中如何拒绝客户的不合理要求并掌握原则：拒绝还盘或反还盘，并不意味着拒绝客户。交易不成有情在。切不可图一时痛快而造成有损于买卖双方贸易关系的事情。
English Business Correspondence教案
章 节：Chapter Four Making Counter-offers & Declining Orders
教学任务： Letter 2 Letter 3
重点、难点：Making familiar with Counteroffers
Expressions on making Counteroffers
教学内容提要：
1. be on the high side
2. while
3. appreciate your cooperation in doing sth
4. be regretful that
5. reduce
6. level
7. be out of line with
8. be firm with an upward tendency
9. likelihood
10. lapse
11.turn down
12.conclude the business with sb
13.take full advantage of the market
14.finalize the business with sb.
15.protracted exchange of correspondence
16.sales contract
复习思考题、作业：Page No.62 Ex. II
课后小结：
要求学生熟练掌握婉言拒绝的表达法，学会在交易中如何拒绝客户的还盘。拒绝还盘信应具备以下内容：1说明写信原因；2拒绝还盘或反还盘；3说明拒绝的理由；4说服对方接受原来的报盘；5分析市场行情意在敦促对方接受。
English Business Correspondence教案
章 节：Chapter Four Making Counter-offers & Declining Orders
教学任务：Letter 5 Skill Training
重点、难点：Making familiar with Counteroffers
Expressions on making Counteroffers
教学内容提要：
1. shortage of stock
2. the same
3. undertake
4. on account of
5. uncertainty of raw materials
6. revert
7. feel free to do sth.
8. rely on
9. fresh order
10. heavy commitments
11. keep your inquiry before us
将学生分为四组（进口商—出口商）进行还盘信、拒绝信的实际案例操作，各组推荐合格书信并做分析、讲解，通过对照比较，大家讲评选出优秀作品。目的通过案例分析，加强学生对还盘信、拒绝信的深入了解，提高学生的分析判断能力，培养学生的实际应用能力。
复习思考题、作业：Page No.62 Ex. III
课后小结：要求学生熟练掌握拒绝信的写作技巧及相关的表达法。1.We regret to say that 2.We are regretful that 3 Much to our regret that
English Business Correspondence教案
章 节：Chapter Five Acceptance & Orders
教学目的：掌握成交信函的写作、合同的翻译和写作、相关句型和词汇。
教学任务：Letter 1 Letter 2
重点、难点：Making familiar with orders
Expressions on conclusion of orders
教学内容提要：
1. confirm have done the business with sb.
2. through your full cooperation
3. revised price
4. purchase confirmation
5. for our file
6. be in urgent need of
7. make punctual shipment
8. delay in shipment
9. detrimental to
10.to find a good market for
11.a high demand
12.conclude an order with sb.
13.sales confirmation
14.make
15.repeat orders
复习思考题、作业：Page No.76 Ex.I
课后小结：1.要求学生明确有效接受的四个标志；2.熟练掌握接受的表达法和接受信、订货信及签订合同信的写作技巧。
English Business Correspondence教案
章 节：Chapter Five Acceptance & Orders
教学任务：Letter 5
重点、难点：Making familiar with orders
Expressions on conclusion of orders
教学内容提要：
1. confirm have done the business with sb.
2. through your full cooperation
3. revised price
4. purchase confirmation
5. for our file
6. be in urgent need of
7. make punctual shipment
8. delay in shipment
9. detrimental to
10. to find a good market for
11. 11.a high demand
12. conclude an order with sb.
13. sales confirmation
14. make
15. repeat orders
复习思考题、作业：Page No.76 Ex.II
课后小结：熟练掌握接受的表达法和接受信、订货信及签订合同信的写作技巧。明确什么是说明信及撰写说明信的要点。
English Business Correspondence教案
章 节：Chapter Five Acceptance & Orders
教学任务：Skill Training
Sales Contract / Confirmation
Purchase Contract / Confirmation
重点、难点：The contents of a contract
How to fill in contract
教学内容提要：
1. contract No.
2. Sellers/Buyers
3. Commodity
4. Specifications
5. Quantity
6. Unit Price
7. Total Value
8. Shipping Mark
9. Insurance
10. Time of Shipment
11. Port of Shipment & Destination
12. Terms of Payment
13. Packing
14. Signing pla
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