外贸函电教学大纲(2)

难点：Know the basic structure of a business letter；Know the format of a business letter；Know the superscription of an envelope。

Chapter 3 Establishing Business Relations

通过本章的学习，了解建立贸易关系信函的一般内容和写作方法。由于建立贸易关系是国际贸易交易的第一个环节，所以要求学生按照商务英语写作的要求，实现建立商务关系的目的。

重点：Know where to obtain the information about the merchants in foreign countries；Know the essential components of a letter to establish business relations；Master typical sentences and expressions in writing such letters。

难点：Get the information about the merchants in foreign countries；Write effective letters to prospective partners。

Chapter 4 Enquiries and Replies

国际贸易的交易过程包括询盘、报盘、还盘和成交等环节。通过本章的学习，要求学生掌握询盘信函涉及的内容、格式和技巧，以及如何回复。

重点：Know what and how to enquire for the goods an importer intends to buy；Know the essential components of a letter to make an enquiry；Master typical sentences and expression in writing such letters

难点：How to make an enquire；How to made a reply according to the enquiry。 Chapter 5 Quotations and Offers

报价和发盘是重要的贸易环节。通过本章的学习，了解报价和发盘信函的主要组成部分，掌握该类信函常用的词汇和表达用语。

重点：Know what and how to quote and offer for the goods an exporter intends to sell；Know the essential components of a letter to make a quotation and an offer；Master typical sentences and expressions in writing such letters

难点：How to make a quotation；The essential components of a letter to make an firm offer。 Chapter 6 Counter Offers

还盘是交易磋商中的重要环节。通过本章的学习，了解还盘信的主要组成部分，掌握写作此类书信时的常用表达和典型句型。

重点：Know how to express the reasons why a buyer doesn’t accept the offer entirely made by a seller or why he refuses it and how to put forward his new proposals properly in writing；Know the essential components of a letter of counter offer

难点：Know what is a counter-offer and how to make a counter-offer；Know the essential

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