[正版新书]国际商务函电(第3版) 李爽、矫萍、胡大龙 清华大学出版社 国际商务—英语—电报信函—写作—高等学校—教材

《国际商务函电（第3版）》介绍国际经贸实务的中英文写作，紧密结合我国外经贸业务实际，总结和归纳了国际经贸业务中的常用术语、常用短语、句型结构和缩略语，内容新，实用性强。

全书分英汉两部分各十四个单元，按照实际交易程序介绍商务信函的写作方法，内容包括建立业务关系、询价、报价、还价、接受、开证、保险、租船订舱和索赔等，另外还介绍了国际商务应用文的写法和合同或合约的阅读。每个单元的内容主要包括导读、样函、注释、常用语句、写作指导和练习，书末附有各单元导读和样函主体部分的译文，以及两套模拟试卷及其答案和各单元练习题的答案。

《国际商务函电（第3版）》适合用作大学本科和专科生，独立学院和高职高专学生及对外经济贸易工作人员的教材及自学参考书。

李爽，东北农业大学教授，博士生导师，国际贸易学科带头人。研究方向：农业经济管理，国际贸易，农产品贸易理论与政策。近5年先后主持及参加国家级省级基金课题等20余项。主编及副主编国家级统编教材8部，参编统编教材3部。出版学术专著2部。在中英文核心期刊发表学术论文80余篇。

《国际商务函电（第3版）》结构严谨，在层次上循序渐进、由浅入深，集国际经贸实务的中英文应用于一体，有利于学生更深入地学习，提高运用英文的能力，方便学生课后复习和自学。《国际商务函电（第3版）》汲取了国内外同类书的一些新成果，紧密结合我国外经贸业务实际，总结和归纳了国际经贸业务中的常用术语、常用短语、句型结构和缩略语，有助于学生吸收和掌握国际经济与贸易前沿专业的知识。

《国际商务函电（第3版）》在第2版的基础上，增加了新的练习题，更换了原来的部分陈旧内容，对原有的部分注释进行了更新，使教材携带和使用更方便。

目    录

Unit 1  Fundamentals of Business

Letter Writing 1

Lead-in 1

Specimen Letter 1  The Semi-indented 

Style 10

Specimen Letter 2  The Blocked Style 12

Exercises 14

Unit 2  Establishment of Business 

Relations 16

Lead-in 16

Specimen Letter 1  Asking for Establishing 

Business Relations 17

Specimen Letter 2  Asking for Establishing 

Business Relations 19

Specimen Letter 3  Asking for Establishing 

Business Relations 20

Specimen Letter 4  Reply to a Letter of 

Establishing Business Relations 22

Specimen Letter 5  Reply to a Letter of 

Establishing Business Relations 23

Specimen Letter 6  Asking to Provide Sales 

Agency Service 23

Specimen Letter 7  Try to Resume the Old 

Business Relations 25

Useful Sentences 26

Letter-writing Guide 27

Exercises 29

Unit 3  Inquiries and Replies 31

Lead-in 31

Specimen Letter 1  Make an Inquiry after 

Reading an Advertisement 32

Specimen Letter 2  Customers Interested in 

the Displayed Products 34

Specimen Letter 3  Asking for the 

Catalogue and Price List 35

Specimen Letter 4  Sending Catalogues 

and Price Lists 36

Specimen Letter 5  Asking for Quotations 38

Specimen Letter 6  Reply to the Inquiry 39

Useful Sentences 42

Letter-writing Guide 42

Exercises 44

Unit 4  Offers and Counter-offers 46

Lead-in 46

Specimen Letter 1  Make an Offer Based on 

Enquiry: A Firm Offer 47

Specimen Letter 2  Make an often Based on 

Enquiry: A Non-firm Offer 49

Specimen Letter 3  Counter-offer: Ask for a 

Price Cut 50

Specimen Letter 4  Counter-offer: Ask for a 

Smaller Quantity 52

Specimen Letter 5  Counter-offer: Ask for 

Alternation of Terms of Payment 54

Specimen Letter 6  Reject the Price 

Reduction 55

Specimen Letter 7  Make a Concession 56

Specimen Letter 8  Accept the Counter-

offer 57

Useful Sentences 58

Letter-writing Guide 59

Exercises 60

Unit 5  Orders and Fulfillment of 

Orders 62

Lead-in 62

Specimen Letter 1  Making a Trial Order 62

Specimen Letter 2  Enclosing an Order 

Form 64

Specimen Letter 3  Place an Order 66

Specimen Letter 4  Decline an Order 68

Specimen Letter 5  Confirm an Order 69

Specimen Letter 6  Confirm a Repeat 

Order 71

Specimen Letter 7  Recommendation of a 

Substitute 73

Useful Sentences 74

Letter-writing Guide 75

Exercises 77

Unit 6  Sales Promotion 79

Lead-in 79

Specimen Letter 1  Introducing Commodities 79

Specimen Letter 2  Offering a Discount 81

Specimen Letter 3  Sales Promotion 

Correspondence 83

Specimen Letter 4  Comparison of Goods 85

Specimen Letter 5  Recommendation of a 

Substitute 86

Specimen Letter 6  Promotion to a Former 

Client 88

Useful Sentences 90

Letter-writing Guide 91

Exercises 91

Unit 7  Terms of Payment 93

Lead-in 93

Specimen Letter 1  Asking to Establish L/C 

as the Terms of Payment 95

Specimen Letter 2  Advice of Establishment 

of L/C 96

Specimen Letter 3  Asking for Amendment 

to L/C 97

Specimen Letter 4  Ask for Extension of 

L/C 98

Specimen Letter 5  Reply to the Letter of 

Asking for Extension of L/C 99

Specimen Letter 6  Reply to Urging to 

Establish L/C 100

Specimen Letter 7  Request for D/A 

Payment 101

Specimen Letter 8  Urging Establishment 

of L/C 102

Useful Sentences 103

Letter-writing Guide 104

Exercises 106

Unit 8  Packing 108

Lead-in 108

Specimen Letter 1  Buyer’s Requirement for 

Packing and Shipping Marks 109

Specimen Letter 2  Negotiation on Packing 

and Marking 111

Specimen Letter 3  Reply to the 

Packing Instruction 112

Specimen Letter 4  Packing Requirement 114

Specimen Letter 5  Exporter’s Advice of 

Packing, Shipping Marks and 

Shipment 114

Specimen Letter 6  Claim for Improper 

Packing 115

Useful Sentences 116

Letter-writing Guide 117

Exercises 119

Unit 9  Insurance 121

Lead-in 121

Specimen Letter 1  Asking for the Premium 

Rate 122

Specimen Letter 2  Reply to an Enquiry of 

Insurance 123

Specimen Letter 3  A Request for 

Insurance 125

Specimen Letter 4  Reply to a Request 

for Insurance 126

Specimen Letter 5  Importer Asks Exporter 

to Arrange Insurance 127

Specimen Letter 6  The Certification of 

Insurance Policy 128

Useful Sentences 129

Letter-writing Guide 130

Exercises 131

Unit 10  Shipment 134

Lead-in 134

Specimen Letter 1  Asking for Amendment 

to the Terms of Shipment 135

Specimen Letter 2  Giving Shipping 

Instructions to the Seller 136

Specimen Letter 3  Urging an Immediate or   

Punctual Shipment 137

Specimen Letter 4  Sending a Shipping Advice   

(Reply to Letter 3) 138

Specimen Letter 5  Apologizing for the Delay 

of Shipment (Reply to Letter 3) 139

Specimen Letter 6  Notifying the Goods 

Received 140

Specimen Letter 7  Enquiry for Freight Rate 

and Time of Voyage 140

Specimen Letter 8  Reply to Letter 7 141

Specimen Letter 9  Enquiry for the 

Container Service 141

Specimen Letter 10  Reply to Letter 9 142

Useful Sentences 143

Letter-writing Guide 144

Exercises 144

Unit 11  Complaints, Claims and 

Adjustments 147

Lead-in 147

Specimen Letter 1  Complaining about the 

Inferior Materials 148

Specimen Letter 2  Adjustment for the Wrong 

Materials (Reply to Letter 1) 149

Specimen Letter 3  Claim on the Damaged or 

Blemished Goods 149

Specimen Letter 4  Adjustment for the 

Damaged or Blemished Goods (Reply 

to Letter 3) 150

Specimen Letter 5  Complaining about the 

Wrong Invoice 151

Specimen Letter 6  Apologizing for the 

Wrong Invoice (Reply to Letter 5) 152

Specimen Letter 7  Refusal to Claim on 

Replacement 153

Specimen Letter 8  Refusal to Request for 

Compensating for the Damaged 

Material 154

Useful Sentences 154

Letter-writing Guide 156

Exercises 158

Unit 12  Agency 161

Lead-in 161

Specimen Letter 1  Offering to Act as the 

Sole Agent 162

Specimen Letter 2  Favorable Reply to 

Offering to Act as Sole Agent 164

Specimen Letter 3  Declining a Request

for Sole Agency 165

Specimen Letter 4  Expecting a Personal 

Negotiation for an Agency 

Agreement 167

Specimen Letter 5  Stating the Main Points 

for an Agency Agreement 168

Specimen Letter 6  Sole Agency 

Agreement 170

Useful Sentences 171

Letter-writing Guide 173

Exercises 175

Unit 13  Social Letters 177

Lead-in 177

Specimen Letter 1  Letter of Thanks 178

Specimen Letter 2  Letter of 

Congratulations 179

Specimen Letter 3  Letter of Apology 180

Specimen Letter 4  Letter of Invitation 181

Specimen Letter 5  Letter of 

Appointment 182

Specimen Letter 6  Letter of Complaint 184

Letter-writing Guide 185

Exercises 186

Unit 14  Business Contract 188

Lead-in 188

Specimen 1  Sales Confirmation 190

Specimen 2  Sales Contract 194

Specimen 3  Purchase Confirmation 197

Specimen 4  Sales Agency Agreement 200

Exercises 204

第一单元  商务信函写作的基本知识 207

导读 207

一、商务信函的写作原则 207

二、商务信函的布局 209

三、商务信函的主要内容 209

四、商务信函的其他内容 211

五、信封的写法 212

样函1  混合式 213

样函2  齐头式 214

第二单元  建立业务关系 215

导读 215

样函1  请求建立业务关系 215

样函2  请求建立业务关系 216

样函3  请求建立业务关系 216

样函4  某建立业务关系请求的回复函 217

样函5  某建立业务关系请求的回复函 217

样函6  主动要求提供销售代理服务 217

样函7  尝试恢复中断的业务关系 218

第三单元  询盘和回复 219

导读 219

样函1  读到广告后进行的询盘 220

样函2  客户对展示的产品感兴趣 220

样函3  请求索要产品目录和价目表 220

样函4  寄送产品目录和价目表 221

样函5  索要报价单 221

样函6  对询函的回复 221

第四单元  发盘和还盘 223

导读 223

样函1  根据询盘报盘：实盘 224

样函2  根据询盘报盘：虚盘 224

样函3  还盘：要求减价 225

样函4  还盘：要求降低数量 225

样函5  还盘：要求改变付款方式 225

样函6  拒绝减价 226

样函7  做出让步 226

样函8  接受还盘 226

第五单元  订单和订单的履行 228

导读 228

样函1  试订货 228

样函2  随函附寄订货单 228

样函3  订购货物 229

样函4  拒绝订购 230

样函5  确认订单 230

样函6  确认重复订单 231

样函7  推荐替代品 231

第六单元  促销信 232

导读 232

样函1  介绍商品 232

样函2  提供折扣 233

样函3  促销信 233

样函4  比较商品函 233

样函5  推荐替代产品 234

样函6  给老顾客的促销信 234

第七单元  付款条件 236

导读 236

样函1  要求使用信用证付款 237

样函2  通知开立信用证 237

样函3  请求修改信用证 238

样函4  请求延期信用证 238

样函5  信用证请求延期回复函 239

样函6  催开信用证回复函 239

样函7  要求承兑交单的付款方式 239

样函8  催开信用证 240

第八单元  包装 241

导读 241

样函1  买方对于包装和运输标志的

要求 242

样函2  洽谈包装和标志 242

样函3  对包装要求的回复 242

样函4  包装要求 243

样函5  出口商通知包装、唛头和装运

情况 243

样函6  关于包装不当的索赔 244

第九单元  保险 245

导读 245

样函1  询问保险费率 246

样函2  回复关于保险的询问 246

样函3  要求保险 246

样函4  答复保险要求 247

样函5  进口商请出口商代办保险 247

样函6  保险单证明 247

第十单元  运输 249

导读 249

样函1  要求修改装运条款函 249

样函2  买方给卖方的装运指示函 250

样函3  催促尽快或按时装运函 250

样函4  发装运通知(对样函3的回复) 250

样函5  道歉延迟装运

(对样函3的回复) 251

样函6  买方通知货已收到 252

样函7  询问运费率及船期 252

样函8  对样函7的回复 252

样函9  询问集装箱服务情况 253

样函10  对样函9的回复 253

第十一单元  投诉、索赔和调解 254

导读 254

样函1  投诉货物质量低劣 254

样函2  对送错货物的投诉信的回复

(对样函1的回复) 255

样函3  货物受损或有瑕疵的索赔 255

样函4  对货物受损或有瑕疵的投诉信的

回复(对样函3的回复) 255

样函5  单据有误的投诉 256

样函6  对单据有误的投诉信的回复

(对样函5的回复) 256

样函7  拒绝更换的拒绝函 257

样函8  拒绝赔偿损坏材料的要求 257

第十二单元  代理 258

导读 258

样函1  请求做独家代理函 259

样函2  同意做独家代理的请求 259

样函3  拒绝独家代理请求 259

样函4  请求就代理协议进行面谈 260

样函5  阐述代理协议的要点 260

样函6  独家代理协议 261

第十三单元  社交信函 263

导读 263

样函1  感谢信 263

样函2  祝贺信 263

样函3  道歉信 264

样函4  邀请函 264

样函5  约见函 264

样函6  投诉函 265

第十四单元  贸易合同 266

导读 266

一、合同和协议的格式 266

二、书写合同和协议的要求 267

参考文献 268