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1、教案学年第学期外贸英文函电开课单位课程名称课程代码课程类别学分学时专业班级系（教研室）教师姓名教务处制表外贸英文函电课程教案授课主题Chapter1IntroductionofBusinessLetters学时2学时授课方式课堂讲授、课堂互动练习课次班级人数教学目的、要求1. TounderstandtheimportanceandprinciplesOfbusinessletterwriting;2. Toknowthelayoutsofbusinesslettersandenvelopes;3. Tomastersomerelevantandusefulexpressions.教学重点和难
2、点重点:LayoutofBusinessLetters;难点:DifferencesBetweenFullBlock,IndentedBlockandModifiedFullBlock.教学过程及主要内容备注1.1 TheImportanceandPrinciplesofBusinessLettersBusinesslettersarethemaincarrierofbusinesscommunication.Agoodbusinesslettercanplayanimportantroleintrade,becauseitcanincreasefriendshipandhelptoobtai
3、nmutualunderstandingbetweenthepartiesinvolved.Businessletterwritingisoneofthenecessarybusinessactivities.Inordertowriteaneffectivebusinessletterandcorrectlyconveythemessage,youhavetomastertheprinciplesandskillsofwritingagoodbusinessletter.1.1.1 TheImportanceofBusinessLettersInthecurrentsociety,commu
4、nicationbetweenindividualsandcorporationsisbecomingincreasinglyfrequentandimportant.Ithelpstopassoninformation,toexpressideasortoexchangefeelings.课堂方法设计：通过介绍商务信函的重要性和原贝IL引入教学主题，让学生了解商务信函在外贸中的重要作用，激发学生的学习积极性；进一步理解商务信函的组成部分、信封Therearemanyformsusedtocommunicate,suchasletters,telegrams,telexes,andelectr
5、oniccorrespondence.However,itcanbeclearlyseenthatbusinesslettersarestillthecommonformofbusinesscommunication.Businesslettersareoneofthebestwaystoensurethatyourmessageisaccuratelyreceived,especiallywhenhighlydetailedinformationisbeingdiscussed.Ininternationaltrades,businesslettersenableimportersandex
6、porterstocommunicatewitheachother.Agoodbusinesslettercanhelptoestablishbusinessrelationsandfacilitatecommercialtransactionsbetweenthetwoparties.Therefore,itisveryimportantforstudentsmajoredinbusinesstomastertheskillsofwritingagoodbusinessletterthatconveysideascorrectlyandclearly.Besides,businesslett
7、ersarealsoasortofimportantevidenceinlawoncesomebusinessdisputehappens.1.1.2PrinciplesofBusinessLettersGenerallyspeaking,languageinbusinesslettersshouldbequalifiedwiththefollowingrequirements:clarity,conciseness,courtesy,completeness,concreteness,consideration,andcorrectness.1. ClarityClaritymeansthe
8、clearexpressionofyourthought.Inbusinessletterwriting,youshouldusestraightforward,simpleandappropriateEnglishincorrectsentencestructurestoconveyyourmeaning,avoidingambiguouslanguageandmisunderstanding.Comparethefollowingtwosentences:a. (poor)TheL/Cmustreachusforarrangingshipmentnotlaterthan8October.b
9、. (better)TheL/Cmustreachusnotlaterthan8Octoberforarrangingshipment.2. Conciseness格式和信函格式等。教学方法：多媒体教学、理论讲授、案例分析、课堂互动、课堂练习、学习通在线作业、在线答疑、小组实训。Concisenessmeansexpressinginthefewestwordsandconcisesentenceswithoutlosingcompleteness,courtesyandclarity.Inbusinessletterwriting,youshouldkeepyoursentencesshor
10、tandavoidwordinessorredundancy.Keepyourpurposeofwritinginmindandonlyincluderelevantandnecessaryinformation.Comparethefollowingtwosentences:a. (poor)Wehavereceivedyourletterof4June,wearegivingyoutheinformationyouwant.b. (better)Wearesendingyoutheinformationyouaskedforinyourletterof4June.3. CourtesyCo
11、urtesydoesnotonlymeanmerepoliteness.Inbusinessletterwriting,youshouldbesincereandtactful,thoughtfulandappreciative,torefusetoperformafavourwithoutkillingallhopesoffuturebusiness.Besides,punctualityisalsoanimportantwaytoshowyourrespectandintensivecaretoyourcustomer.Comparethefollowingtwosentences:a.
12、(poor)Unfortunately,wecannotfillyourorderbecauseyoufailedtosendyourcheck.b. (better)Weshallbegladtofillyourorderassoonaswereceiveyourcheck.4. ConcretenessConcretenessmeansbeingspecific.Businesslettersshouldavoidbeingtoogeneral,orrecipientscouldnotunderstandthepurposeofwritingandgiveimmediateresponse
13、s.Inbusinessletterwriting,youhadbetterusespecificfactsandfigures,choosevividwordsandtrytomakeyourletterexact,definiteandspecific,avoidingvagueness,ambiguity,ortheuseofplatitudes.Comparethefollowingtwosentences:a. (poor)Weareinterestedinyourvehicles.b. (better)WeareinterestedinyourHS800racingcars.5.
14、ConsiderationConsiderationmeansputtingyourselfinothersshoesandkeepinmindyourpartner,svariedneeds,requests,interestsanddifficulties.Inbusinessletterwriting,youshouldtrytounderstandandrespectthereader,spointofview.Comparethefollowingtwosentences:a. (poor)Wecannotbeabletosendyouthesamplethismonth.b. (b
15、etter)Youcangetthesamplenextmonth.6. CorrectnessCorrectnessmeansbeingcorrectinbothtechniquesandfacts.Inbusinessletterwriting,youshouldguaranteecorrectusagesofgrammar,punctuationandspelling,standardlanguage,appropriatestatement,accuratefigures,factualinformation.Besides,youshouldalsoguaranteethecorre
16、ctunderstandingofcommercialjargons.Beforesendingletters,youdbettercheckyourlettersovertoavoidtheawkwardnessofmakingmistakes.7. CompletenessCompletenessmeansincludingallthenecessaryinformation.Inbusinessletterwriting,youshouldmakesurethatallmattersarediscussedandallquestionsareanswered,throughwhichyo
17、urreadercanfullyunderstandwhatyoumean.Itisessentialtocheckthemessagecarefullybeforeitissentout.1.2LayoutofEnvelopesEnvelopeaddressingshouldbeaccurate,clearandgood-looking.Thenamesandaddressesofbothpartsshouldbewrittenontheenvelopeofbusinessletters.Usually,senders,namesandaddressesshouldbeprintedatth
18、etopoftheleftside,whilerecipients,namesandaddressesshouldbeplacedatthebottomoftherightsideorsometimesinthemiddle.Namesandaddressesofenvelopesshouldbewritteninthefollowingorder:* name* title(positionordepartment)* companyname* streetaddress* town* county(orprovince)* countryBesides,thestampsareusuall
19、yplacedintheupright-handcornerandpostnotationssuchasitRegistered,Confidential”，itUrgent”,etc.inthebottomleft-handcomer.Generallyspeaking,therearetwomajorpatternsoflayoutinbusinessletters:theblockedstyleandtheindentedstyle.1.2.1BlockedStyleIntheblockedstyle,alltypinglinesshouldbeginattheleft-handmarg
20、in,includingthedate,insidenameandaddress,thesalutation,subjectheading,complementarycloseandsoon.Andoneline-spacingbetweenparagraphsisrecommendedtomakealetterlookclear.BlockedStyleOfEnvelopeThomsonTradingCo.,258WashingtonSquare,NewYorkU.S.A.Mr.TangXin,SalesManagerWuhanForeignTradingCorp26JianghanRoad
21、Wuhan,HubeiChina1.2.2IndentedStyleIntheindentedstyle,thefirstlinestillbeginsattheleft-handmarginwhilethesecondandsucceedinglinesareallindentedseveralspaces.Itisaslightlylessformalmodificationofblockedstyle.IndentedStyleOfEnvelopeThomsonTradingCo.,258WashingtonSquare,StampNewYorkUSA.Nfr.TangXin5Sales
22、ManagerWuhanForeignTradingCorp26JianghanRoadWuhan,HubeiChina1.3PartsofBusinessLettersBusinesslettersusuallyconsistofdifferentparts,includingletterhead,date,reference,insidenameandaddress,attentionline,salutation,subjectline,letterbody,complimentaryclose,signature,enclosure,carboncopy,postscriptandso
23、on.Somepartsarenecessaryinallbusinessletterswhileothersareoptional,accordingtowhichpartsaregroupedintostandardpartsandoptionalparts.1.3.1 StandardPartsStandardPartsofcompleteformalbusinesslettersusuallyconsistofthefollowingsevenparts:LetterHead,Date,InsideAddress,Salutation,Body,ComplimentaryClosean
24、dSignature.1.3.2 OptionalPartsThefollowingsevenpartsareoptionalinbusinessletters:Reference,AttentionLine,SubjectLine,IdentificationMark,Enclosure,CarbonCopyandPostscript.1.4LayoutofBusinessLettersTherearemainlythreemajorformsofthelayoutinbusinessletterwriting:fullblockstyle,indentedstyleandmodifiedb
25、lockstyle.ThefullblockstyleisanAmericanstyle,anditispopularbecauseitiscompactandtidy.Itisconvenientforpeopletotype.TheindentedstyleisatraditionalBritishpractice.Itlooksattractiveandiseasytoread,butitisnotconvenienttotype.Modifiedblockstyleisakindofwaytowritelettersinpartoffullblockstyleandpartofinde
26、ntedstyle.1.4.1 FullBlockStyleWiiianTextilesInport&EjortCotporation68GuangguSquare.WuhanPeople,sRepublicofChina16June,2019ThePakistanTradingCorpay,7SBroadStreet.KaradiPakistanDearSirs5Thankyouforyouinterestinourproducts.Inreplytoyou,request,i11ustatedcatalogueandapricelistshewingdetailsOfolZproducts
27、.WielookforwardtohearingfromyouweencloseoxYoixs&ithfulhZhangFugiiSalesManagerThankyouforyoxinterestinourproducts.Inreplytoyourrequest,weencloseOIXillustiatedcatalogueandapricebstshoeingdetailsofourproducts.WelookfvardtohearingfromyouYOurSfeithfu)ly1ZhangFugiiSaleSManagerEverylineinthefullblockstyles
28、tartsfromtheveryleft-handmarginwithoutanyindention,includingthedate,theinsideaddress,eachparagraphofthebodyandthecomplimentaryclose.Whenusingthefullblockstyletowritealetter,youshouldfirstprovideyourownaddress,thenskipalineandprovidethedate,thenskiponemorelineandprovidetheinsideaddressoftherecipient.
29、1.4.2 IndentedStyleIntheindentedstyle,eachlineoftheinsidenameandaddressisindented2or3spaces.Dateisplacedintherightuppercomerofaletter;signatureappearsinthebottomright-handcomer.Thefirstlineofeachparagraphshouldbeindented3-8spacestotherightfromtheleftmargin.1.4.3 ModifiedBlockStyleInmodifiedblockstyl
30、e,the“date,complimentarycloseand“signature”arewrittenontherightside,closetotherightmargin.Insideaddressandsalutationfollowthewaysoffullblockstyle(typefromtheleftmarginwithnoindention).WuhanTextilesInot&ExportCorporation6SGuaxguSquare.WuhanPeqle,sRepublicofChina16June52019ThePakistanTradngCompany7SBr
31、oadStreet,KarachiPakistanDearSirs.Thankyouforyoxinterestinourproducts.Inreplytoyorrequest,illustratedcatalogueandapricehstShowingdetailsoforproducts.weencloseonWelookforwardtohearingfromyouYoirs&ithfulh.ZhangFugiiSalesManagsr1.5UsefulExpressions1. Showinggratitude/courtesy:* Thankyouforyourletterof2
32、8October.* Wewouldbegratefultosb.forsth.* Manythanksforyourletterabout.* Wewouldbeobligedif.* Wewouldappreciateitif.* Yourletterof23Septemberhasbeenreceivedwiththanks.* Imustapologizeformydelayinansweringyourkindletter.* Yourpromptattentiontothismatterwillbemuchappreciated.* Itwillbehighlyappreciate
33、difyougivethismatteryourimmediateattention.* Wewouldbegratefulifyoucouldsendusthisinformationassoonaspossible.2. Showingclarityandconciseness:* Pleasemakeusacableoffer.* Theofferisvalidforfourdaysonly.* Thiswillcauseadelayofabout6days.* Wehavebegunanewsystemofmanufacturewhichmightbeofinteresttoyou.*
34、 WearepleasedtoencloseourofficialOrderSheetNo.50foryourElectricHair-drierMU-006.* PleasequoteusyourlowestpriceCIFLondon.* Willyoupleasequoteusforthefollowingitems?* Pleaserushmeyourlatestcatalogue.* Pleasemakeanofferforthebambooshootsofthequalityasthatinthelastcontract.* Wesendyouthefollowingtrialor
35、deronthebasisofyourestimateof10March.3. Showingyourconsideration:*Weencloseournewestillustratedcatalogueandpricelistforyourreference.* Wewilldoeverythingpossibletoensurepromptshipmentofthegoods.* Anyinformationyoumaygiveuswillbetreatedstrictlyinconfidence.* Pleasedonothesitatetocontactusshouldyoureq
36、uireanyfurtherinformation.* Pleasetellmeifyouneedmyhelp.* Ifyouneedfurtherdetails,pleaseletusknow.* Wethankyouforthisorderandhopetoreceiveyourrepeatorders.* Weregrettosayweareunabletoacceptyourorderbecausethegoodsareoutofstockatpresent.AndwerecommendNo.10asasubstitute,whichisofhigherqualityandfarbet
37、terworkmanshipthanNo.8youordered.作业课后练习题，自行分组成立外贸公司，本学期实训作业以小组为单位进行实操训练。组建好公司后给自己的公司命名，定性。参考资料1 .易露霞，王娜娜等.外贸英语函电M清华大学出版社，2008.2 .詹书权，王艳蓉等.商务英语函电基础与实训M.南京大学出版社,2011.3 .万婷，杜曼丽等.新编外贸函电M山东大学出版社,2018.4 .王妍，肖艳.外贸函电国.北京大学出版社,2007.5 .梁晓玲.国际商务英语函电M.对外经济贸易大学出版社,2005.教学后记本次课主要介绍商务信函的重要性及原则，信封和信函的格式以及有用的表达等，结合案
38、例让学生理解概念。外贸英文函电课程教案授课主题第二章建立业务关系学时2学时授课方式课堂讲授、课堂互动练习课次班级人数教学目的、要求了解获得商业合作伙伴的途径；掌握建立业务关系的信函的基本内容；掌握一些相关且常用的表达。教学重点和难点重点：了解获得商业合作伙伴的途径和建立业务关系外贸函电的写作技巧和常用表达；难点：如何用用恰当的语气和英文表达来建立良好的业务关系。教学过程及主要内容备注A、课程导入问：信封有几种格式？答：齐头式和缩进式。问：商务信函常见的格式有哪几种？答：齐头式、缩进式和改良齐头式。问：假设你的公司是出口棉袜，要如何去寻找国外的客户资源？答：开放问题。B、课程讲授建立业务关系是指
39、以前没有业务往来的两家公司之间建立业务联系。与潜在客户建立业务关系是公司启动和发展业务的关键。为了扩大业务和提高课堂方法设计：问答引入教学主题，如何建立业务关系，让学生了解获得商业合作伙伴的途径，以小组成立公司进行实训方式激发学生的学习积极性；进一步掌握建立业务关系的信函的写作技巧和常用表达。营业额，无论是新经销商还是老经销商都应该重视与潜在的合作伙伴建立业务关系。2.1.1 客户渠道来源很明显，没有客户，就没有生意。如果一个公司打算打开新市场向外国公司销售产品或从外国公司购买材料，它应该不遗余力地寻找新客户。以下是获取潜在客户有效信息的渠道：* 报纸、杂志或电视上的广告；* 网络；* 商业伙
40、伴或客户的推荐；* 银行；* 商务参赞处；* 国内外商会；* 展会和商品交易会；* 商家自荐。2.1.2 信函内容寻求与目标公司合作的信函应包含以下信息：教学方法：多媒体教学、理论讲授、案例分析、课堂互动、课堂练习、学习通在线作业、在线答疑、小组实训。1）信息来源告知收件人获得他们的姓名和地址的来源彳口方式2）自我介绍公司主要经营范围3）他的意图表明目的和愿望4）期待未来的合作和早日回复如果写信者想进口某种商品，他还可以索取商品目录、样品、价格表等。为了给收信人留下好印象，信函应该写得简洁而有礼貌。当收到寻求合作的信件时，一定要礼貌、真诚地及时回复。就回复信件而言，应包括以下几点：1）对来信表
41、示感谢或说明回信目的2）明确表示是否接受对方的合作提议（如果拒绝，请给出一个理由）3）说明将要采取的行动4）在信的结尾写上对进一步合作的积极展望2.2信函示例1.etterstoDifferentOrganizationsforReferralRetention1.etter1AnExporterWritesaLettertoaBank1.anguagepoints:1. exportern.出口商；出口公司；出口国e.g.WiththeexpandedproductionofNorthSeaoilandgas,theUKhasbecomeanetexporteroffuel.随着北海石油和天
42、然气产量的扩大，英国已成为燃料的净出口国。相关词语：importer/?.进口商;进口公司；进口国2. cooperation.合作e.g.Astudywasundertakenincooperationwithoilcompanies.与石油公司合作进行了一项研究。3. enlargeourtrade扩大公司业务e.g.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointefforts,toenlargeourtrade.我们今天致函贵公司，希望与贵公司建立业务关系，并希望通
43、过我们的共同努力扩大公司业务。相似表达：expandourbusiness扩大公司业务enlargeourbusinessscope扩大公司业务范围extendourrange扩大业务范围4. Weshallbeobligedif-如蒙我们将非常感激e.g.dbeobligedifyou,dtreatthismatterasstrictlyconfidential.如果您能对此事严格保密，我将非常感激。Iammuchobligedtoyou.我非常感谢你。5. lookforwardtodoingsth.盼望做某事e.g.Ilookforwardtohearingfromyou.盼望着收到你的
44、信。相】以表达：awaitexpecthopetoreceive6. favourableadj.赞成的；有利的(1)表示赞同某事或表示对某人、某事有利，后接介词t。e.g.Wearefavourabletoyourtermsandconditionsofthistransaction.我方同意你方对这个交易的条件。Themarkethassochangedastobefavourabletothesellers.市场变为对卖方有利。(2)如果表示对某种行为有利，则一般接介词for。e.g.Thetimeisnotfavourableforthedisposalofthegoods.现在不是卖
45、货的有利时机。7. replyn.回复，回函e.g.Yourearlyreply(promptattention/immediateresponse)willbehighlyappreciated.如蒙早日回复，不胜感激。常用搭配：inreplytosth.答复某事其他用法：replyz回复1.etter2ALetterAddressedtotheChamberofCommerceAbroad1.anguagepoints:1.producer.生产商,制造商e.g.Inmorerecentdecades,Chinahasgraduallyrecaptureditspositionasthew
46、orld,sbiggestproducerandexporterofrawsilkandsilkyam.最近几十年，中国逐渐恢复了世界上最大的生丝和绢丝生产国与出口国的地位。相似词语:manufacturer制造业者，厂商maker制造商2. experiencen.经验e.g.Ihavefirst-handexperienceofrunningacompany.我有办公司的亲身经验。3. inthislineofbusiness经营范围,从事行业e.g.Wehavebeeninthislineofbusinessformanyyears.我们经营这项业务已有多年。相似表达:businessl
47、ine,businessscope,frameofbusiness,inthefieldof4. corporationn.公司，(常由几个较小公司组成的)大公司e.g.IBMisoneofthebiggestcorporationsintheworld.国际商用机器公司是世界上最大的公司之一。5. reputation.名誉，名望e.g.Overtheyears,thecompanyhasgainedareputationformakingqualityproducts.这些年来，这家公司获得了生产优质产品的声誉。6. goalongwith跟随，搭配e.g.WearelookingforanewUSBdevicetogoalongwithourdesktop.我们正在寻找一款新的USB装置来搭配我们的台式机。7. themasses民众，平民e.g.Theshopassistantssellgoodsfromdoortodoorfortheconvenienceofthemasses.售货员送货上门，便利群众。8. acquaint使熟悉，使了解，
