【内容简介】
外贸信函的书写对业务的达成具有非常重要的作用。本书针对现代商务信函内容简洁、 直接的要求及学生的实际需要编写而成，内容清晰连贯、语言简明。本书根据从事外贸行业 多年毕业生的宝贵工作经验，在书中添加了一些实用的外贸知识及外贸信函书写技巧，具有 较强的应用性。全书共13章，每章除提供必要的外贸知识及外贸信函写作技巧之外，还设计 了大量习题，使学生能够一边学习，一边练习。本书课时安排大约为96~128学时，教师可以 根据学生的实际学习情况及进度适当增减课堂练习。
本书内容丰富，语言简单，尤其适合英语程度一般，想从事外贸行业并希望短期内提高外 贸信函写作技巧的学生使用。同时也可作为外贸从业人员短期培训使用的教材。
【目 录】
Chapter1 Introduction
Part1 Definitioof ForeigTrade
Part2 ForeigTrade of theUnited States
Part3 ForeigTrade of Cluna
Part4 Process of Export and Import
Part5 Methods of Developing Potential Customers
Chapter2 Introductioof Companies
Part1 General Introductioof Company
Part2 Trading Companies
Part3 Transnational Companies
Part4 ForeigTrade Companies
Part5 Offshore Companies
Part6 Examples of Company Introduction
Chapter3 Status Inquides
Part1 General Introductioof Status Inquiry
Part2 Necessity of Making Status Inquiry
Part3 Importer Asking for Status Inquiry
Part4 Reply to the Status Inquiry Private & Confidential
Part5 Exporter Asking for Status Inquiry
Cbapter4 Estabilshing Business Relations
Part1 Developing Potential Customers
Part2 Contacting after Fairs
Part3 Introducing Advantaf；es of a Company
Part4 Unable to Establish Business Relations
Cbapter5 Inquiries
Part1 Definitioof Inquiry
Part2 Steps of Writing Inquiry Letters
Paut3 Reply to New Inqruries
Part4 Reply to Specific Inquiries
Part5 Reply to Cenerallnquiries
Part6 Following-up Inquiry from Existing Customers
Part7 Recorrimending New Products
Part8 Replies to FAQ
Chapter6 Offers
Part1 General Introductioof Offer
Part2 Ways of Writing Offer Lette
Part3 Firm Offer and Non-Firm Offer
Part4 Prompt and Accurate Quotation
Part5 Detailed and Professional Quotation
Chapter7 Price Bargain
Part1 Request for a Lower Price for a Repeat Order
Part2 Request for a Lower Price for a Large Order
Part3 Request for Good Prices for Long-Term Cooperation
Part4 Request for Lower Prices after the Show
Part5 RiseiSelling Price
Chapter8 The Processing of Orders
Part1 Final Price Confirmation
Part2 Samples Preparation
Part3 Packaging， Colors and Artwork
Part4 Acceptance of aOrder
Part5 Rejectioof aOrder
Part6 Placing aOrder
Cbapter9 Payment
Part1 Remittance
Part2 Collection
Part3 Letter of Credit （L/C）
Part4 Payment Negotiation
Chapter10 Packing
Part1 General Introductioof Packing
Part2 Packing Requirements
Part3 Packing Description
Cbapter11 Shipment
Part1 Shipment Arrangement
Part2 Urging Shipment
Part3 Postponement of Shinment or Partial Shinment
Part4 Shipping Advice
Part5 Bill of Lading
Chapter12 Insurance
Part1 General Introductioof Insurance
Part2 Askinf； for Insurance at Seller's End
Part3 Covering Insurance by the Seller
Part4 Asking for Insurance at Buyer's End
Chapter13 Claims and Complaints
Part1 Generallntroductioof Claims and Complaints
Part2 Complaining about Quality
Part3 Complaining about Wrong Color
Part4 Complaining about Late Delivery
Part5 Reply： Apology and Solutions
Part6 Reply to Claim for Compensation
Part7 Refusing Request for Compensation
Appendix
Appendix1 INCOTERMS2010
Appendix2 Proforma Invoice
Appendix3 Insurance Document
Appendix4 Contract
Appendix5 Notificatioof Documentary Credit
Appendix6 Amendment Advice of Credit
Appendix7 BiU of Exchange
Appendix8 Shipping Order
Appendix9 Mate's Receipt
References