《國際商務函電（第3版）》是2023年8月1日清華大學出版社出版的圖書，作者：李爽、矯萍、胡大
出版信息,內容簡介,圖書目錄,
出版信息
作者：李爽、矯萍、胡大龍
定價：49.80元
印次：3-1
ISBN：9787302636106
出版日期：2023.08.01
印刷日期：2023.08.15
內容簡介
《國際商務函電（第3版）》介紹國際經貿實務的中英文寫作，緊密結合我國外經貿業務實際，總結和歸納了國際經貿業務中的常用術語、常用短語、句型結構和縮略語，內容新，實用性強。 全書分英漢兩部分各十四個單元，按照實際交易程式介紹商務信函的寫作方法，內容包括建立業務關係、詢價、報價、還價、接受、開證、保險、租船訂艙和索賠等，另外還介紹了國際商務套用文的寫法和契約或契約的閱讀。每個單元的內容主要包括導讀、樣函、注釋、常用語句、寫作指導和練習，書末附有各單元導讀和樣函主體部分的譯文，以及兩套模擬試卷及其答案和各單元練習題的答案。 《國際商務函電（第3版）》適合用作大學本科和專科生，獨立學院和高職高專學生及對外經濟貿易工作人員的教材及自學參考書。
圖書目錄
目 錄
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
第一單元 商務信函寫作的基本知識 207
導讀 207
一、商務信函的寫作原則 207
二、商務信函的布局 209
三、商務信函的主要內容 209
四、商務信函的其他內容 211
五、信封的寫法 212
樣函1 混合式 213
樣函2 齊頭式 214
第二單元 建立業務關係 215
導讀 215
樣函1 請求建立業務關係 215
樣函2 請求建立業務關係 216
樣函3 請求建立業務關係 216
樣函4 某建立業務關係請求的回覆函 217
樣函5 某建立業務關係請求的回覆函 217
樣函6 主動要求提供銷售代理服務 217
樣函7 嘗試恢復中斷的業務關係 218
第三單元 詢盤和回復 219
導讀 219
樣函1 讀到廣告後進行的詢盤 220
樣函2 客戶對展示的產品感興趣 220
樣函3 請求索要產品目錄和價目表 220
樣函4 寄送產品目錄和價目表 221
樣函5 索要報價單 221
樣函6 對詢函的回覆 221
第四單元 發盤和還盤 223
導讀 223
樣函1 根據詢盤報盤：實盤 224
樣函2 根據詢盤報盤：虛盤 224
樣函3 還盤：要求減價 225
樣函4 還盤：要求降低數量 225
樣函5 還盤：要求改變付款方式 225
樣函6 拒絕減價 226
樣函7 做出讓步 226
樣函8 接受還盤 226
第五單元 訂單和訂單的履行 228
導讀 228
樣函1 試訂貨 228
樣函2 隨函附寄訂貨單 228
樣函3 訂購貨物 229
樣函4 拒絕訂購 230
樣函5 確認訂單 230
樣函6 確認重複訂單 231
樣函7 推薦替代品 231
第六單元 促銷信 232
導讀 232
樣函1 介紹商品 232
樣函2 提供折扣 233
樣函3 促銷信 233
樣函4 比較商品函 233
樣函5 推薦替代產品 234
樣函6 給老顧客的促銷信 234
第七單元 付款條件 236
導讀 236
樣函1 要求使用信用證付款 237
樣函2 通知開立信用證 237
樣函3 請求修改信用證 238
樣函4 請求延期信用證 238
樣函5 信用證請求延期回復函 239
樣函6 催開信用證回復函 239
樣函7 要求承兌交單的付款方式 239
樣函8 催開信用證 240
第八單元 包裝 241
導讀 241
樣函1 買方對於包裝和運輸標誌的要求 242
樣函2 洽談包裝和標誌 242
樣函3 對包裝要求的回覆 242
樣函4 包裝要求 243
樣函5 出口商通知包裝、嘜頭和裝運情況 243
樣函6 關於包裝不當的索賠 244
第九單元 保險 245
導讀 245
樣函1 詢問保險費率 246
樣函2 回復關於保險的詢問 246
樣函3 要求保險 246
樣函4 答覆保險要求 247
樣函5 進口商請出口商代辦保險 247
樣函6 保險單證明 247
第十單元 運輸 249
導讀 249
樣函1 要求修改裝運條款函 249
樣函2 買方給賣方的裝運指示函 250
樣函3 催促儘快或按時裝運函 250
樣函4 發裝運通知(對樣函3的回覆) 250
樣函5 道歉延遲裝運(對樣函3的回覆) 251
樣函6 買方通知貨已收到 252
樣函7 詢問運費率及船期 252
樣函8 對樣函7的回覆 252
樣函9 詢問貨櫃服務情況 253
樣函10 對樣函9的回覆 253
第十一單元 投訴、索賠和調解 254
導讀 254
樣函1 投訴貨物質量低劣 254
樣函2 對送錯貨物的投訴信的回覆(對樣函1的回覆) 255
樣函3 貨物受損或有瑕疵的索賠 255
樣函4 對貨物受損或有瑕疵的投訴信的回覆(對樣函3的回覆) 255
樣函5 單據有誤的投訴 256
樣函6 對單據有誤的投訴信的回覆(對樣函5的回覆) 256
樣函7 拒絕更換的拒絕函 257
樣函8 拒絕賠償損壞材料的要求 257
第十二單元 代理 258
導讀 258
樣函1 請求做獨家代理函 259
樣函2 同意做獨家代理的請求 259
樣函3 拒絕獨家代理請求 259
樣函4 請求就代理協定進行面談 260
樣函5 闡述代理協定的要點 260
樣函6 獨家代理協定 261
第十三單元 社交信函 263
導讀 263
樣函1 感謝信 263
樣函2 祝賀信 263
樣函3 道歉信 264
樣函4 邀請函 264
樣函5 約見函 264
樣函6 投訴函 265
第十四單元 貿易契約 266
導讀 266
一、契約和協定的格式 266
二、書寫契約和協定的要求 267
參考文獻 268
