978-7-300-26479-0

本教材根据外贸业务操作流程来组织教学内容，主要包括九个章节：撰写开发信、询盘和发盘、还盘、确认订单、磋商付款条件、信用证、包装、运输和处理索赔。

 基于建构主义学习理论和教学支架理论，根据教学目标、教学内容和教学情境进行每个章节的教学设计。将较难的工作任务拆分为若干项易于操作的子任务。这些子任务在认知顺序和难易程度上逐层递进，前一任务为后续任务提供职业素养、语言技能和写作技能支架，循序渐进地帮助学生完成任务，从而达成教学目标。

郭晓丽，深圳信息职业技术学院副教授，2003年7月毕业于武汉大学外语学院，英语专业研究生。之后一直在深圳信息职业技术学院任教，曾担任商务英语教研室主任。

Unit 1 Establishing Business Relations

Activity 1 How to find the customers?

Activity 2 How to impress the customers?

Activity 3 How to write an email to establish business relations?

Unit 2 Inquiries and Offers

Activity 1 Inquiries and replies

Activity 2 Firm offers and non-firm offers

Activity 3 Writing an offer

Unit 3 Counter-offers

Activity 1 Negotiating prices

Activity 2 Counter-offers

Activity 3 Negotiating at a stationary trade fair

Activity 4 Writing re-counter-offers

Unit 4 Order Confirmation

Activity 1 Confirm or reject?

Activity 2 How to confirm orders?

Activity 3 What to do after the order confirmation?

Unit 5 Terms of Payment

Activity 1 Understanding different terms of payment

Activity 2 Which one is more favorable?

Activity 3 How to negotiate payment terms

Unit 6 Letter of Credit

Activity 1 What to do?

Activity 2 Urging the establishment of L/C

Activity 3 Notifying the opening of an L/C

Activity 4 Proposing amendments to L/C

Unit 7 Packaging

Activity 1 Understanding packaging

Activity 2 Describing packaging

Activity 3 Replying to customers’ requirements about packaging

Unit 8 Shipping

Activity 1 What do you care about?

Activity 2 Emails about shipping

Activity 3 Grouping sentences about shipping

Activity 4 Early shipment

Activity 5 Shipping advice

Unit 9 Settling Claims

Activity 1 Dos and don’ts for settling claims

Activity 2 How to give appropriate responses?

Activity 3 Replying to complaints and claims

Appendix 　Emails from trading companies