商务英语写作
教学大纲
河北经贸大学国际贸易系 英语教研室编 2004 年 2 月
编 写 说 明
本课程的教学目的是帮助以英语为第一外国语的国际贸易专 业的学生有效地解决商务英语写作学习中出现的问题,通过商务 英语写作课程的学习,提高商务英语写作能力,不断提高自身素 质和专业水平,迎接国际竞争的挑战,为日后从事国际贸易实务 打下坚实的基础。 在一定理论基础上,本课程通过大量实用的范文讲解、课上 和课后句型练习及综合练习训练,增强学生的实际应用能力。从 而使学生不仅要掌握各种类型的国际商务应用文的语言特点和写 作技巧,而且能够熟练地用英语写出各种类型的地道的国际商务 应用文,并正确地翻译国际商务活动中往来的各种应用文件。 本课程的教学对象为:掌握了一定的英语和专业知识的国际 贸易专业二、三年级本专科生。本课程为国际贸易专业本专科必 修课,学分为三学分。 本课程共有 20 个单元。学期为一学期。51 课时。
国际贸易系英语教研室 2004 年 2 月
1
课时分配表
单 元 第一单元 第二单元 第三单元 第四单元 第五单元 第六单元 第七单元 第八单元 第九单元 第十单元 第十一单元 第十二单元 第十三单元 第十四单元 第十五单元 第十六单元 第十七单元 第十八单元 第十九单元 第二十单元 合计 内容 The component of the business letter Establishing business relations Inquiries Replies to inquiries Quotations and offers Orders and executing orders Money matters Follow-up letters, status inquiries and e-mails Shipment and insurance Complaints and adjustments The essential qualities of the business letter Agency Memorandums Minutes Short reports Long reports Proposals Graphics Letters of application Resumes 课 时 4 3 3 3 3 3 4 3 3 3 3 2 1 1 2 2 2 2 2 2 51
2
目 录
Unit One The Components of Business Letters
  1. The Structure and Layout of Business Letters
  2. The Form Conditions of Business Letters Unit Two Establishing Business Relations
  1. Patterns and Substitutions
  2. Sample Letters for Establishing Business Relations
  3. Sales Letters and Circular Letters Unit Three Inquiries
  1. Patterns and Substitutions
  2. Sample Letters for Inquiries Unit Four Replies to Inquiries
  1. Patterns and Substitutions
  2. Sample Replies to Inquiries Unit Five Quotations and Offers
  1. Patterns and Substitutions
  2. Sample Letters for Quotations and Offers Unit Six Orders and Executing Orders
  1. Patterns and Substitutions
  2. Sample Letters for Orders
  3. Sample Letters for Executing Orders Unit Seven Money Matters
  1. Patterns and Substitutions
  2. Sample Letters for Financial Affairs
  3. Letter of Credit and Bill of Exchange Unit Eight Follow-up Letter, Status Inquiries and E-mails
  1. Patterns and Substitutions
  2. Sample Letters for Follow-up Letters and Status Enquiries Unit Nine Shipment and Insurance
  1. Patterns and Substitutions
  2. Sample Letters for Shipment and Insurance Unit Ten Complaints and Adjustments
  1. Patterns and Substitutions
  2. Sample Letters for Complaints and Adjustments Unit Eleven The Essential Qualities of the Business Letter
  1. The Essential Qualities of the Business Letter
  2. Writing Good News and Neutral News Letters Unit Twelve Agency
  1. Patterns and Substitutions
  2. Sample Letters for Agency
3
Unit Thirteen Memorandums
  1. The Memo Format
  3. Types of Memos
  4. Writing Points Unit Fourteen Minutes
  1. Organizational elements of minutes
  2. Types of minutes
  3. Writing Points Unit Fifteen Short Reports
  1. Formats of Short Reports
  2. Types of Short Reports
  3. Writing Points Unit Sixteen Long Reports
  1. Planning Long Reports
  2. Formats of long reports
  3. Writing Points Unit Seventeen Proposals
  1. The Proposal Format
  2. Types of Proposals
  3. Writing Points Unit Eighteen Graphics
  1. Formats of Graphics
  2. Types of Graphics
  3. Writing Points Unit Nineteen Letters of Application
  1. Format of Application Letters
  2. Forms of Application Letters
  3. Writing Points Unit Twenty Resumes
  1. The Resume Format
  2. Forms of Resume
  3. Writing Points
4
Unit 1 Components of the business letter
【教学目的与要求】The students should know the main parts of the business letter and the layouts of the business letter, know how to write a real English business letter in correct form. 【教学重点与难点】The key of this unit is the main parts of the business letter. 】 The difficulty is to distinguish the three styles from each other. 【教学方法】Show the students the real samples and explain the details of each kind. 【教学内容】
  1.1 The structure and layout of the business letter
  1.
  1.1 The main parts of the business letter A business letter is usually composed of six parts: the letterhead, the inside name and address, the salutation, the body of the letter, the complimentary close and the signature.
  1.
  1.2 The other parts of the business letter The following parts of the business letter should also be mastered: the reference line, the attention line, the subject heading, the enclosure notation, the carbon copy notation, the identification initials, the nota bena and the postscript.
  1.
  1.3 The layouts of the business letter There are three styles of the business letter: block style, modified block style, simplified style
  1.2 The form conditions of business letters The paper to be used,The spacing and the margin,The second page,The folding, The envelope.
【思考题】 思考题】
  1. Are there any differences between the business English letter and the ordinary daily letter?
  2. Do you know the main parts of business English letter?
Unit 2 Establishing business relations
【教学目的与要求】Patterns and substitutions of establishing business relations will be studied and practiced in the class. The students should master the skills in writing letters from obtaining information to establishing business relations. 【教学重点与难点】The key of this unit is the patterns and substitutions. The 】 difficulty is how to write sales letters and circular letters in correct style. 【教学方法】Study and practice the patterns and substitutions on the basis of
5
analyzing the samples. 【教学内容】 Usually a firm may approach its new business counterparts abroad though the following channels:
  1. Communication in writing
  2. Attendance at all kinds of commodities fairs
  3. Contact at the exhibitions held at home and abroad
  4. Mutual visits by trade groups and delegations. Of all these channels, communication in writing is the most commonly used in business activities.
  2.1 Patterns and Substitutions
  1. We have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and we are now writing to you for the establishment of business relations.
  2. We have learned by courtesy of Mr. Greenhow that you are one of the leading importers of Chinese chemicals and pharmaceuticals in your country.
  3. Your firm has been recommended to us by Bank of China in Beijing.
  4. We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods.
  5. We are the chief cigarette packing materials exporter in Austria and are thankful to the Chinese Embassy in Vienna for giving your name.
  6. Specializing in the export of Chinese arts &crafts goods, we express our desire to trade with you in this line.
  7. We are willing to enter into business relations with your company on the basis of equality and mutual benefit.
  8. Being closely connected with reliable suppliers here, we shall be able to do considerable export business with you.
  9. It is hoped that by our joint efforts we can promote business as well as friendship.
  10. We look forward to your favorable reply.
  11. We shall be grateful if you will reply at early date.
  12. Your early reply will be highly appreciated.
  2.2 Sample Letters for Establishing Business Relations
  1. Obtaining Information
  2. Import and Export Write Each Other
  3. Manufactures Write to Importers
  2.3 Sales letters and circular letters
  2.
  3.1 Sales letters: Choose the real candidates for your products Attract attention and arouse interest Satisfy the reader’s need to know Persuade the reader to take an action
6

  2.
  3.2
Circular letters
【思考题】 思考题】
  1. How to write a communication letter in establishing the business relations?
  2. Do you know the skills in writing sales letters?
Unit 3 Inquiries
【教学目的与要求】Patterns and substitutions in writing letters of inquiries will be studied and practiced in the class. The students should master the skills in writing letters of inquiries. 【教学重点与难点】The key of this unit is the patterns and substitutions. The 】 difficulty is how to write letters of inquiries in correct style. 【教学方法】Study and practice the patterns and substitutions on the basis of analyzing the samples. 【教学内容】 An inquiry is a request for information. An importer may send an inquiry to an exporter. Generally a detailed inquiry includes many parts: the name and descriptions of commodity, quality or specifications, terms of price (FOB, CFR, CIF, etc), terms of payment (by L/C, D/P, SIGHT DRAFT, etc.), time of shipment, packing methods, etc.
  3.1 Patterns and Substitutions
  1. We visited your stand at the Guangzhou Fair and are now writing you to inquire about your silk neckties.
  2. We are interested in your men’s shirts displayed in your showroom.
  3. Your advertisement in this month’s issue of china Foreign Trade interests us, and we should like to receive full details of your commodities.
  4. Please send us 5 copies of your latest catalogues and mail latest price-list to us at your earliest convenience.
  5. Perhaps at the same time you could quote us your lowest prices for the above-mentioned goods.
  6. We should also like to know your terms of payment.
  7. Your products are of great interest to one of our clients in Tianjin, who wishes to have your quotations for the items specified below.
  8. If terms and delivery date are satisfactory, we should expect to place regular orders with you.
  9. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.
  10. The captioned goods are urgently needed, so we wish to receive your pro forma invoice by return.
  11. You are kindly requested to update us on the prices and availability for the following products.
  12. Please advise if you are able to offer this product and include lead time, packaging
7
and price FOB china port and CIF Chicago.
  3.2 Sample letters for inquiries In order to write successful inquiries, you have to follow the rules:
  1. Tell the reader clearly what you want exactly.
  2. Describe the commodities of your interest as specifically as you can.
  3. Be polite and courteous.
  4. If you know, you may quote the price of the products. 【思考题】 思考题】
  1. Generally, how many parts are included in a detailed inquiry?
  2. What rules do you have to follow in writing a successful inquiry?
Unit 4 Replies to inquiries
【教学目的与要求】Patterns and substitutions in writing letters of replies to inquiries will be studied and practiced in the class. The students should master the skills in writing letters of replies to inquiries. 【教学重点与难点】The key of this unit is the patterns and substitutions. The 】 difficulty is how to write letters of replies to inquiries in correct style. 【教学方法】Study and practice the patterns and substitutions on the basis of analyzing the samples. 【教学内容】 A typical answer to an inquiry by letter, fax or phone usually contains the following notes:
  1. Thank the customer for their interest in your products and confirm that you can/can’t help
  2. “Sell” your product and explain how it is suitable for your customer’s needs
  3. Say that you are sending a catalogue, price list, advertising literature, etc.
  4. Explain how the customer can get “hand-on” experience of the product
  5. Quotethe most important one
  4.1 Patterns and substitutions
  1. We have received your inquiry dated August 15, 20
  01.
  2. We are enclosing our illustrated catalogue and export prices.
  3. We are pleased to forward you the samples of our products with their quotations and discounts for your reference.
  4. We shall make delivery of the goods upon receipt of your order.
  5. Please note that we can only accept payment by L/C in our business dealings with the developing countries.
  6. Enclosed please find our latest brochure in duplicate.
  7. In reply to your letter dated October 17 inquiring about our “Chonghua” pencils, we are sending you the samples you requested under separate cover.
  8. You maybe certain that the dependable quality of the material will give you every satisfaction.
8

  9. We are appreciative of your effort to put our products on your market and hope the information enclosed herewith will be of great help to you.
  10. Referring to your inquiry of April 23 for our canvas gloves, we immediately contacted our manufacturers, who promised to give us the quotes in the near future.
  11. Unfortunately we are not in a position to make delivery within 2 months from receipt of your order, owing to a heavy demand for the article from Canada.
  12. We have the products of the finest materials and the hig
 

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