《外贸英语函电实务》（双语版）荣获中国商业出版社2016年出版的高校教材一等奖，于2017年1月10日由该出版社颁发了《荣誉证书》。该书由外语外贸学院徐俊老师主编，魏凤旗、周云倩老师副主编，中国商业出版社2016年1月出版，ISBN 978-7-5044-9316-3。一年来获得了使用该书的高校教师及读者的好评。

该书收集的函电案例，是从编者亲身经历的几万封外贸函电中选出来的。主要以一单机电产品出口生意为主线，来往函电谈判问题围绕此主线展开。外商提出各种实际问题来训练学生的随机应变能力。这些问题来自编者亲身经历过的实战案例。问题尽量贴近实战，尽力浓缩了编者二十多年的外贸谈判经验，将能够给读者提供解决这些实际问题的亲身体验。整本书只做一单生意。经历完此函电实训教程，将使读者完整地体验到做一单机电产品出口生意全过程的实践，从而有了做成一笔生意的“经验”。

Contents

Part One  Basic Knowledge 8

Unit One  Basic Knowledge of English Letters 9

1.1 A Letter of Invitation 10

1.2 Business Skill Development 29

1.3 Writing Knowledge 30

1.4 Proverbs: Learn and Live 31

1.5 Skill Training and Exercises 31

Unit Two  Basic Knowledge in Foreign Trade 34

2.1 Please Offer Me the FOB Price 35

2.2 Business Skill Development 42

2.3 Writing Knowledge 44

2.4 Proverbs：A Young Idler, an Old Beggar 44

2.5 Skill Training and Exercises 45

Unit Three  Preparation as New Sales Manager 47

3.1 Please Tell Me What to Do 48

3.2 Business Skill Development 68

3.3 Writing Knowledge 70

3.4 Proverbs: Unity Is Strength 70

3.5 Skill Training and Exercises 71

Unit Four  Making Friends With Foreign Businessmen 73

4.1 I Would Like to Make a Friend With You 74

4.2 Business Skill Development 82

4.3 Writing Knowledge 84

4.4 Proverbs: No Smoke Without Fire 84

4.5 Skill Training and Exercises 85

Part Two  Contract Negotiations 88

Unit Five  Inquiry and Open Offer 89

5.1 The Price List Will Be Closed By the End of This Month 90

5.2 Business Skill Development 94

5.3 Writing Knowledge 96

5.4 Proverbs: A Friend in Need Is a Friend Indeed 96

5.5 Skill Training and Exercises 97

Unit Six  Open Offer and Close Offer 100

6.1 Please Offer Me 80% of Your Price List 101

6.2 Business Skill Development 109

6.3 Writing Knowledge 111

6.4 Proverbs: No News Is Good News 112

6.5 Skill Training and Exercises 112

Unit Seven  Counter-offer 115

7.1 I Can Accept 90% of Your Price List 116

7.2 Business Skill Development 121

7.3 Writing Knowledge 122

7.4 Proverbs: Failure Is the Mother of Success 123

7.5 Skill Training and Exercises 124

Unit Eight  Firm Offer 127

8.1 3-Year Free Warranty for the Quality 128

8.2 Business Skill Development 133

8.3 Writing Knowledge 135

8.4 Proverbs: Well Begun Is Half Done 136

8.5 Skill Training and Exercises 136

Unit Nine  Acceptance and Contract 139

9.1 One Percent of Free Extra Spare Parts 140

9.2 Business Skill Development 148

9.3 Writing Knowledge 151

9.4 Proverbs: No Pains, No Gains 152

9.5 Skill Training and Exercises 152

Part Three  Implementing the Contract 156

Unit Ten  Issuance of Letter of Credit 157

10.1 The Contract and the Proforma Invoice for the L/C 158

10.2 Business Skill Development 168

10.3 Writing Knowledge 170

10.4 Proverbs: Many Hands Make Light Work 171

10.5 Skill Training and Exercises 171

Unit Eleven  Amendment of Letter of Credit 174

11.1 Please Amend the L/C ASAP 175

11.2 Business Skill Development 179

11.3 Writing Knowledge 181

11.4 Proverbs: Like knows like 182

11.5 Skill Training and Exercises 182

Unit Twelve  Amendments of B/L and Insurance Policy 185

12.1 Please Modify the B/L and the Insurance Policy 186

12.2 Business Skill Development 194

12.3 Writing Knowledge 196

12.4 Proverbs: All Is Well That Ends Well 197

12.5 Skill Training and Exercises 197

外贸英语函电主课文中文版 200

模块一 基础知识 200

1 英语函电基础知识 200

1.1 邀请函 200

2 外贸基础知识 205

2.1 请给我报FOB价格 205

3 新任销售经理应做的准备 207

3.1 请告诉我该怎么办 207

4 与外商交朋友 210

4.1 我愿意和您交个朋友 210

模块二 合同谈判 213

5 询盘与活盘 213

5.1 此价格表有效期至本月底 213

6 活盘与结束报盘 215

6.1 请给我提供价格表八折的优惠价 215

7 还 盘 217

7.1 我可以接受价格表九折的优惠价 217

8 实 盘 220

8.1 三年免费质量保证 220

9 接受与合同 222

9.1 百分之一的免费额外配件 222

模块三 执行合同 224

10 信用证的开立 224

10.1 信用证开证用的合同及形式发票 224

11 信用证的更正 225

11.1 请尽快修改信用证 225

12 提单与保险单的更正 227

12.1 请修改提单和保险单 227

附录1 出口业务及单证流程图(外贸跟单作业图) 230

附录2《国际贸易术语解释通则2010》（FOB, CFR及CIF）中英文版 231

练习题答案 249