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　　本书自从出版以来，历时近30年，经过许多次重印；被中国大陆很多大专院校採用为外经贸专业的教材，颇受欢迎。

　　在本版当中，在贸易内容上增添了非实物贸易的信函内容，介绍了除信函外的几种当今流行的写作形式并丰富了课后练习，补充了“促销信”、“合资企业信”、“租赁贸易信”、“商务合约”、“商务备忘录”、“电子邮件”、“商务传真”等信函，使此书的涵盖面更广，代表性更强，形式上更加与时俱进。

　　必须说明的一点是，“外贸英文书信”课是一门写作课程，仅仅理解学习课文还很不够，还应该多看类似的实例，做大量的练习，加深并巩固对课文的理解，并在此基础上举一反三、融会贯通，分析外贸语言的特点，比较中英语言翻译上的异同，提纲挈领地掌握不同性质信函的写作方法，只有这样才能做到深入、全面、灵活地撰写书信，在处理各种外贸情景的书信时得心应手、游刃有余。为了达到此一目的，在书中特别加上了六个单元的系列讲解（Review and Highlight），并在每个单元后面配有形式各样的练习，以便学习者进一步领会和揣摩。此外，为了方便读者学习和自我检测学习效果，对课文译文与练习答案都一一做了补充和修改，提供大家作为参考。

作者简介

诸葛霖

　　中国对外经济贸易大学商务英语系资深教授，外贸英语函电写作创始人。精通进出口外贸业务和进出口运输业务，曾在日本和美国等国的研究所讲学交流，主编一系列有广泛影响的外贸英语经典书籍，深受广大读者好评。

王燕希

　　中国对外经济贸易大学商务英语系副教授，曾赴美研修，多年来一直从事商务英语教学工作。研究范围有商务联系学、商务修辞、广告行销等，发表过不少有关论文。着有《广告英语》、《商贸英语》...等多本书籍。

Lesson 1   Layout of a Business Letter (1)
Lesson 2   Layout of a Business Letter (2)

Review and Highlight 1
Lesson 3   Establishing Business Relations
Lesson 4   Sales Promotion & Business Commercials
Lesson 5   Letter of Invitation
Lesson 6   Advice of Itinerary

Review and Highlight 2
Lesson 7   Credit Enquiry
Lesson 8   Specific Enquiry
Lesson 9   Offer
Lesson 10   Inquiry & Non-firm Offer
Lesson 11   Confirming a Non-firm Offer
Lesson 12   Counter-offer
Lesson 13   Reply to a Counter-offer
Lesson 14   Firm Offer
Lesson 15   First Order
Lesson 16   Refusing the Request to Reinstate an Order
Lesson 17   Goods on Approval
Lesson 18   Goods on Consignment

Review and Highlight 3
Lesson 19   Proforma Invoice
Lesson 20   Transferring Business Relations
Lesson 21   Requesting Special Allowance
Lesson 22   Refusing Price Reduction
Lesson 23   Accounts Balance
Lesson 24   Accounts Settlement
Lesson 25   Terms of Payment
Lesson 26   Documents against Payment
Lesson 27   Documents against Acceptance
Lesson 28   Urging Establishment of   a Letter of Credit
Lesson 29   Requesting L/C Amendment
Lesson 30   L/C Amendment
Lesson 31   Extension of an L/C
Lesson 32   Shipping Instructions

Review and Highlight 4
Lesson 33   Shipment
Lesson 34   Urging Immediate Shipment
Lesson 35   Shipping Advice
Lesson 36   Packing and Shipping Marks
Lesson 37   Delay in Transportation Strike
Lesson 38   Insurance (1)
Lesson 39   Insurance (2)
Lesson 40   Insurance Claim

Review and Highlight 5
Lesson 41   Sending Replacement
Lesson 42   Agents Complaint of Poor Quality Goods
Lesson 43   Exporters Reply to the Complaint
Lesson 44   A Claim for Shortweight
Lesson 45   Settlement of a Claim
Lesson 46   New Agent
Lesson 47   Exclusive Agency
Lesson 48   Establishing a Permanent Office
Lesson 49   Processing Trade
Lesson 50   Compensation Trade
Lesson 51   Joint Venture
Lesson 52   Leasing Trade
Lesson 53   Sales Agreement

Review and Highlight 6
Lesson 54   Business Memo
Lesson 55   Email and Fax
Lesson 56   Business Minutes
Lesson 57   Business Forms and Graphics
Lesson 58   Main Types of Graphics and Charts
Lesson 59   Questionnaire
Lesson 60   Short Business Reports

附录一   销售确认书
附录二   信用状

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