《外贸商函》编著者许宝良。

本书以项目为教学载体，每个项目包括三个部分：一、项目背景：介绍项目要点和背景信息；二、任务：每个项目包含二至四个任务，包括场景、加油站等内容；三、实战演练：在完成任务的基础上，进一步独立、灵活运用所学知识。各项目和任务之间，环环相扣、层层递进、首尾呼应，使学生得到充分的体验和操练。

《外贸商函》编著者许宝良。

《外贸商函》是浙江省国际商务专业课程改革教材，由浙江省教育厅职成教教研室依据浙江省职业学校国际商务专业教学指导方案组织编写。

全书共分八个学习项目，分别是：建立贸易关系（EstablishTradeRe－lations）、询盘（Enquiry）、报盘与还盘（OfferandCounter－Offer）、成交（ClosetheDeal）、保险（Insurance）、装运（Shipment）、付款（Pay－ment）、索赔与理赔（ClaimsandSettlement）。

《国际商务专业课程改革成果教材：外贸商函》可作为职业院校国际商务专业、商务英语专业和经贸类相关专业教材，也可作为在职人员自学用书及岗位培训教材。

Project 1 Establish Trade Relations

Task 1 Look for Clients

Scene 1： Receiving an E-mail

Scene 2： At the Fair

Task 2 Establish Business Relations

Scene 1： Replying an E-mail

Scene 2： Sending an E-mail

Project 2 Enquiry

Task 1 Make Enquiries

Scene 1： At the Fair

Scene 2： Enquiring by E-mail

Task 2 Collect Enquiry Information

Scene： Receiving Enquiries

Project 3 0ffer and Counter-Offer

Task 1 Process the Information

Scene： Receiving an Offer

Task 2 Make a Voluntary Offer

Scene 1： Sending ProformaInvoice

Scene 2： Sending an Offer

Task 3 Ask for Lower Prices

Scene 1： Asking for Further Discount

Scene 2： Giving a Discount

Task 4 Increase Selling Prices

Scene： Informing Increase in Price

Project 4 Close the Deal

Task 1 Sign a Contract

Scene 1： Signing a Contract with a Customer

Scene 2： Checking up the Order

Task 2 Book a Repeat Order

Scene 1： Completing the Proforma Invoice

Scene 2： Failing to Supply

Project 5 Insurance

Task 1 Cover Insurance

Scene 1： Receiving a Letter

Scene 2： Filling in an Application Form

Scene 3： Checking the Insurance Policy

Task 2 Inform the Customer

Scene： Wnting a Letter

Project 6 Shipment

Task 1 Discuss the Ways of Shipment

Scene： Receiving a Phone Call

Task 2 Amend the Shipping Terms

Scene： Replying a Letter

Task 3 Make out the Shipping Advice

Scene 1： Receiving an L/C

Scene 2： Sending a Letter

Project 7 Payment

Task 1 Negotiate Payment Terms

Scene 1： Accepting Payment by T/T

Scene 2： Insisting on Payment by L/C

Task 2 Pay by L/C

Scene 1： Urging Establishment ofL/C

Scene 2： Requesting Amendment to L/C

Project 8 Claims and Settlement

Task 1 Lodge a Claim

Scene 1：Receiving a Complaint Letter

Scene 2：Sending a Complaint Letter    

Task 2 Settle Claims             

Scene 1：InvestigatingtheProblem   

Scene2：ReplyingtheLetter      

Scene 3：Receiving aLetter        

References