《外貿英語函電教程/高職高專商務英語實訓繫列教材》以業務流程為基線，以活動任務為明線，以實操能力為暗線，根據外貿業務操作流程來組織教學內容，包括撰寫開發信、詢盤和發盤。還盤，確認訂單、磋商付款條件、信用證、包裝、運輸和處理索賠等。聚焦一個核心環節或工作任務：基於建構主義學習理論和教學支架理論，將該環節或任務分解為若干子任務，這些子任務在認知順序和難易程度上逐層遞進，前一任務為後續任務提供職業素養及語言技能基礎，循序漸進地幫助學生完成任務，進而實現技能把握和業務熟練的教學目標。整體教學設計符合學生認知規律，融合了專業性、趣味性和可操作性等特點，便於教師組織課堂活動，提高學生學習主動性，促進教學互動。

郭曉麗，深圳信息職業技術學院副教授，2003年7月畢業於武漢大學外語學院，英語專業研究生。之後一直在深圳信息職業技術學院任教，曾擔任商務英語教研室主任。

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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

Unit 1 Establishing Business Relations
Objectives:
1. Get to know the ways of finding new customers.
2. To write emails of establishing business relations.
My objective:
3.
4.

Activity 1 How to find the customers?
Work in pairs
Ⅰ. Suppose you work for Dongguan Sun Industrial Co., Ltd. which mainly manufactures waterproof materials. You are required to find some new customers in the United States. What do you plan to do in order to find the contact information of potential customers? Tell your partner your ideas and agree on a list of possible ways you will take.


Tips: ways to find customers:
? Surfing on the Internet.
? Attending fairs or exhibitions.
? Asking old customers or friends to make recommendation.
? Using yellow pages of various countries and regions.
? Asking Chamber of Commerce for help.
Prepare for group work
Ⅱ. When you want to get into association with a new customer, usually the first thing to do is to write an email to introduce your products or service and to express wishes for future cooperation. Different people may approach their new customers in different ways.
? Read the eight pairs of statements about approaching new customers below and tick (√) the more appropriate or effective ones.
? Take turns to tell your group members your choices and reasons.
? Figure out a list of tips for reaching new customers by email based on your choices and reasons. An example tip based on pair 1 has been given.

以業務流程為基線，以活動任務為明線，以實操能力為暗線是本教材編寫的主要思路：即根據外貿業務操作流程來組織教學內容，包括撰寫開發信、詢盤和發盤、還盤、確認訂單、磋商付款條件、信用證、包裝、運輸和處理索賠等。聚焦一個核心環節或復雜工作任務；再基於建構主義學習理論和教學支架理論，將該環節或任務分解為若干子任務，這些子任務在認知順序和難易程度上逐層遞進，前一任務為後續任務提供職業素養及語言技能支架，循序漸進地幫助學生完成任務，進而實現技能把握和業務熟練的教學目標。整體教學設計符合學生認知規律，融合了專業性、趣味性和可操作性等特點，便於教師組織課堂活動，提高學生學習主動性，並促進教學互動。
的基本構架包括五大部分：（1）首先確定學習目標，並據此確定必需的職業素養、語言表達和寫作技能；（2）通過循序漸進的支架性活動，使學習者具備相應的知識和技能，能無障礙地執行任務或自主寫作；（3）隨後，提的重點表達和句式，讓學習者集中練習，夯實基礎；（4）之後，通過企業真實函電的閱讀和反思討論活動，引導學習者鋻賞企業函電的語言表達、撰寫技巧和注意事項；（5）最後反思評價清單.讓學習者進行自我評價和反思。
本教材的特征之一是“高仿”，60%以上的函電來自企業真實業務信函，為學生搭建仿真工作情境；本教材的特征之二是“兼容”，在教學環節的設計和函電素材的選取上，充分考慮到跨境電子商務背景下外貿函電的新特點，這不僅有助於應對傳統外貿的函電溝通，也有利於學習者較好地適配跨境電商工作崗位；本教材的特征之三是“交互”，教學設計符合高職學生認知規律，引發其學習主動性，還能通過企業真實函電案例“連線”行企專家，促進教學的多維互動。
本教材從2012年啟動編寫，至今已試用6輪，並不斷根據教學效果和反饋進行修訂完善。在此過程中，編寫組參考了有關書籍和網絡資源，得到了多方支持，尤其是本校商務英語專業的歷屆畢業生以及深圳市維克森實業有限公司的張苗經理和何明林經理的大力支持。本教材雖歷經6年磨礪，但由於編者水平有限，難免存在疏漏之處，懇請同行與讀者不吝賜教。
讀者可登錄中國人民大學出版社主頁http：//www.crup.com.cn，搜索本教材的參考資源，或通過QQ或郵箱聯繫編寫組。