"本书共分为13个单元，主要内容包括BasicKnowledgeofBusinessLetterWriting（商务信
函写作的基本知识）、EstablishingBusinessRelationsLetter（建立商务关系信函）、Inquiriesand
RepliesLetter（询价与答复信函）、CreditInvestigationLetter（信用调查信函）、QuotationandOffers
Letter（报价信函）、CounterOffersLetter（还盘信函）、Orders,AcceptanceandRejectionLetter
（接受与拒绝订单信函）、SalesPromotionLetter（促销信函）、EstablishmentofL/Cand
AmendmentLetter（建立信用证及其修改信函）、PackingLetter（包装信函）、ShipmentLetter（装
运信函）、InsuranceLetter（保险信函）、ClaimsLetter（索赔信函）。
本书适合作为普通高等学校经贸专业和英语专业的教材，也可作为外企人员的自学参考
用书。"

外贸函电写作是从事国际贸易工作者所必需的业务技能之一，它涉及国际贸易实
务、惯例、英美风俗文化及语言修辞等方面。本书主要内容包括：Basic Knowledge of
Business Letter Writing（商务信函写作的基本知识）、Establishing Business Relations
Letter（建立商务关系信函）、Inquiries and Replies Letter（询价与答复信函）、Credit
Investigation Letter（信用调查信函）、Quotation and Offers Letter（报价信函）、Counter
Offers Letter（还盘信函）、Orders, Acceptance and Rejection Letter（接受与拒绝订单信
函）、Sales Promotion Letter（促销信函）、Establishment of L/C and Amendment Letter（建
立信用证及其修改信函）、Packing Letter（包装信函）、Shipment Letter（装运信函）、
Insurance Letter（保险信函）、Claims Letter（索赔信函）。本书用英文编写，所有信函
文本均来自进出口实务的各个环节，同时文本的选择还兼顾了外贸函电的得体性，用
词准确、恰当。本书所收录的信样较为详尽，信函种类丰富，新颖实用，写作风格多
样，能让学生学到真实的函电写作技巧。同时，本书对各种写作技巧的介绍也非常详
尽，均采用国外较新的函电写作材料，体现了国外商务函电的写作特点。此外，本书
还对信函及文本中的典型句型进行了提炼和总结，以利于学生更好地掌握和应用。
本书由哈尔滨师范大学张阔和哈尔滨金融学院张敏担任主编，由哈尔滨商业大学
刘芳和张家荣担任副主编。编写分工如下：刘芳负责编写Unit 1～Unit3，张阔负责编
写Unit 4～Unit 7，张敏负责编写Unit 8～Unit 11,张家荣负责编写Unit 12～Unit 13、
Appendix A 和Appendix B，最后由张阔、张敏对全书进行统稿、定稿。

Unit 1 Basic Knowledge of Business
Letter Writing ·······························1
1.1 Introduction ········································1
1.2 The Principles of Business
Letter Writing ·········································2
1.3 Preparation Before Writing ················4
1.4 Useful Sentences in Business Letters ···4
Words and Vocabulary·································8
Supplementary Reading ······························8
Exercises ···················································10
Unit 2 Establishing Business
Relations Letter ·························14
2.1 Introduction ······································14
2.2 Writing Skills ···································16
2.3 Letter Samples··································16
2.4 Useful Sentences in Business Letters ···18
Words and Vocabulary·······························19
Supplementary Reading ····························20
Exercises ···················································21
Unit 3 Inquiries and Replies Letter ······24
3.1 Inquiry ··············································24
3.2 Reply ················································31
3.3 Useful Sentences on Inquiries
and Replies·······································33
Words and Vocabulary·······························33
Supplementary Reading ····························34
Exercises ···················································35
Unit 4 Credit Investigation Letter ·········38
4.1 Introduction ······································38
4.2 Letter Samples··································39
4.3 Useful Sentences on
Credit Investigation··························42
Words and Vocabulary·······························43
Supplementary Reading ····························43
Exercises····················································45
Unit 5 Quotation and Offers Letter ······ 47
5.1 Introduction ······································47
5.2 Writing Skills····································49
5.3 Letter Samples··································49
5.4 Useful Sentences on Quotation
and Offers ········································53
Words and Vocabulary·······························53
Supplementary Reading ····························54
Exercises····················································55
Unit 6 Counter Offers Letter ················ 58
6.1 Introduction ······································58
6.2 Writing Skills····································59
6.3 Letter Samples··································60
6.4 Useful Sentences on Counter
Offers················································62
Words and Vocabulary·······························62
Supplementary Reading ····························63
Exercises····················································64
Unit 7 Orders, Acceptance and
Rejection Letter························· 67
7.1 Introduction ······································67
7.2 Writing Skills····································69
7.3 Letter Samples··································71
7.4 Useful Sentences on Orders,
Acceptance and Rejections···············74
2 外贸英语函电
Words and Vocabulary·······························75
Supplementary Reading ····························75
Exercises ···················································77
Unit 8 Sales Promotion Letter··············80
8.1 Introduction ······································80
8.2 Writing Skills ···································81
8.3 Letter Samples··································82
8.4 Useful Sentences on Sales
Promotion·········································86
Words and Vocabulary·······························86
Supplementary Reading ····························87
Exercises ···················································88
Unit 9 Establishment of L/C and
Amendment Letter·····················90
9.1 Introduction ······································90
9.2 Writing Skills ···································93
9.3 Letter Samples··································95
9.4 Useful Sentences on Establishment of
L/C and Amendment ························99
Words and Vocabulary·······························99
Supplementary Reading ··························100
Exercises ·················································101
Unit 10 Packing Letter ·······················103
10.1 Introduction ··································103
10.2 Writing Skills ·······························103
10.3 Letter Samples······························104
10.4 Useful Sentences on Packing ·······105
Words and Vocabulary·····························106
Supplementary Reading ··························106
Exercises ·················································107
Unit 11 Shipment Letter·····················109
11.1 Introduction ··································109
11.2 Writing Skills································110
11.3 Letter Samples······························111
11.4 Useful Sentences on Shipment ·····114
Words and Vocabulary·····························115
Supplementary Reading ··························115
Exercises··················································116
Unit 12 Insurance Letter ···················· 119
12.1 Introduction ··································119
12.2 Writing Skills································122
12.3 Letter Samples······························124
12.4 Useful Sentences on Insurance·····127
Words and Vocabulary·····························128
Supplementary Reading ··························128
Exercises··················································129
Unit 13 Claims Letter························· 131
13.1 Introduction ··································131
13.2 Writing Skills································132
13.3 Letter Samples······························133
13.4 Useful Sentences on Claims ·········138
Words and Vocabulary·····························139
Supplementary Reading ··························139
Exercises··················································141
Appendix A International Trade
Vocabulary······················ 143
Appendix B The Relevant Documents
and Other Useful
Expressions···················· 146
Reference ·················································154

主要著译者顺序姓名学历职称学科专长通讯地址1张阔 硕士 副教授 外贸英语函电 工作单位哈尔滨师范大学 邮政编码 电话 2 张敏硕士 讲师 外贸英语函电 商务英语 工作单位哈尔滨金融英语 邮政编码 电话 3 工作单位 邮政编码 电话 审校者（主审者） 学历 工作单位 邮政编码 电话 职称 工作单位 邮政编码 电话 张阔，哈尔滨师范大学外国语言文学硕士，毕业至今一直供职于哈尔滨师范大学商务英语教研部，从事一线教学十余年。在核心期刊及省级期刊公开发表专业论文5篇；参加编写教材5部，主编2部；获得黑龙江优秀教学成果奖二等奖一项，三等奖一项。张敏，女，哈尔滨金融学院教师，从事英语教学十余年，主编和参编教材三部，多次获得学校优秀青年教师等称号，在国家级期刊公开发表专业论文4篇。