外贸英语综合教程目录

Chapter One Introduction to International Trade 1

1.1 A Brief History of International Trade 国际贸易历史简介 1

1.2 Reasons for International Trade 国际贸易产生的原因 2

1.3 Categories of International Trade 国际贸易的分类 2

1.3.1 Import, Export and Transit Trade 进口贸易，出口贸易和过境贸易 3

1.3.2 Direct, Indirect and Entrepot Trade 直接贸易，间接贸易和转口贸易 3

1.3.3 Visible Trade and Invisible Trade 有形贸易和无形贸易 4

1.3.4 Barter Trade and Free-liquidation Trade 易货贸易和自由结汇贸易 4

1.4 The Difficulties in International Trade 国际贸易存在的问题 5

1.5 Benefits of International Trade 国际贸易的利益 6

1.6 E-commerce and International Trade 电子商务与国际贸易 6

1.6.1 Development of E-commerce 电子商务的发展 6

1.6.2 Types of E-commerce 电子商务的分类 6

Chapter Two Business Correspondence in International Trade ????11

2.1 Elements of Business Letters 商业信函的构成 11

2.1.1 Letter Head/Heading 信头 12

2.1.2 Reference Number 参考案号，信函编号 14

2.1.3 Date line/Date 日期 14

2.1.4 Inside Address 封内地址 15

2.1.5 Attention Line 具体经办人，注意项 15

2.1.6 Subject Line 主题行，事由 16

2.1.7 Salutation 称呼 16

2.1.8 Body of a Letter 信函主体 16

2.1.9 Complimentary Close 结尾敬语 17

2.1.10 Signature 签名 17

2.1.11 Reference Notation 经办人代号 18

2.1.12 Enclosure 附件 18

2.1.13 Carbon Copy/CC 抄送 18

2.1.14 Postscript 附言 18

2.2 Envelope Addressing 信封的写法 19

2.3 Business Letter Format 商业信函格式 20

2.4 Business E-mail Writing 商业电子邮件写作24

2.5 7 Cs Principles in Business Letters 商业信函的7C原则 26

Chapter Three International Trade Terms ??30

3.1 International Conventions Related to Trade Terms 与贸易术语相关的国际惯例 30

3.1.1 Warsaw-Oxford Rules 1932 《1932年华沙-牛津规则》30

3.1.2 The Revised American Foreign Trade Definitions 1990

《1990年美国对外贸易定义修订本》31

3.1.3 International Rules for the Interpretation of Trade Terms-Incoterms

《国际贸易术语解释通则》 31

3.2 Interpretation of Trade Terms in INCOTERMS 2010

《国际贸易术语解释通则2010》对贸易术语的解释 33

3.2.1 Group E-Departure E组-离厂 33

3.2.2 Group F-Main Carriage UnPaid (by Seller) F组-主运费（卖方）未付 34

3.2.3 Group C-Main Carriage Paid (By Seller) C组-主运费（卖方）已付 35

3.2.4 Group D-Arrival D组-货物到达 37

3.3 Considerations for Using the Incoterms 2010 rules

使用《国际贸易术语解释通则2010》的注意事项 40

3.4 Trade Terms and the Price Clause in Sales Contracts

销售合同中的贸易术语及价格条款 41

Chapter Four General Procedures of International Trade ??45

4.1 Preparation for Transaction 贸易前的准备 45

4.1.1 Market Research 市场调查 45

4.1.2 Establishment of Business Relations 建立贸易关系46

4.2 Process of Business Negotiation 商业谈判

4.3 Conclusion of Sales Contract 签订销售合同 47

4.4 Performance of Sales Contract 履行合同 47

4.4.1 The Seller s Performance of Sales Contract 卖方履行合同 48

4.4.2 The Buyer s Performance of Sales Contract 买方履行合同 49

4.4.3 Settlement of Disputes(if any) 解决争议（如需要） 50

4.5 Documentation in International Trade 国际贸易单证 52

4.5.1 Documents in Preparation for Business Negotiation 商业谈判前单证准备 52

4.5.2 Documents Involved in Goods Preparation 备货时的相关单证 53

4.5.3 Documents Related to Booking Shipping Space or Chartering

租订船只的相关单证 53

4.5.4 Documents after Shipment 装运后的单证 54

4.5.5 Insurance Policy 保险单，保单 54

4.5.6 Main Documents for Bank Negotiation 银行议付所需单证 54

Chapter Five Business Negotiation in International Trade ??57

5.1 Establishing Business Relations 建立贸易关系 57

5.1.1 Ways of Choosing Foreign Target Markets and Potential Customers

选择海外目标市场 和潜在客户 57

5.1.2 Establishing Business Relations 建立贸易关系 58

5.2 Inquiry/Enquiry 询盘，询价 59

5.2.1 Categories of Inquiry 询盘分类 59

5.2.2 Response to an Inquiry Letter 询盘函的回复 60

5.3 Offer 报盘，报价 60

5.3.1 Firm Offer/Definite Offer 实盘 61

5.3.2 Non-firm Offer/Indefinite Offer 虚盘 62

5.3.3 Writing Offer Letters 报盘信函写作 63

5.3.4 A Special Offer: Proforma Invoice 形式发票：一种特殊报盘 63

5.3.5 Differences of Offer, Quotation, and Bid 报盘、报价和递盘的区别 64

5.4 Counter Offer 还盘，还价 65

5.5 Counter-counter Offer 再还盘，再还价 65

5.6 Acceptance 接受 66

Chapter Six Conclusion of International Trade Contract ??77

6.1 Order 订单 77

6.1.1 Categories of Orders 订单分类 77

6.1.2 Writing Order Letters 订单信函写作 78

6.2 Confirmation 确认书 78

6.3 Business Contract 商业合同 79

6.3.1 Categories of Business Contract 商业合同的分类 79

6.3.2 Components and Language Features of Business Contract

商业合同的构成及语言特点 80

6.3.3 Principles for Implementation of Business Contracts 商业合同的履行原则 81

6.3.4 Amendment and Termination of Business Contracts 商业合同的更改和终止 82

Chapter Seven International Payment ????????92

7.1 Instruments of International Payment 国际支付工具 92

7.1.1 Drafts 汇票 92

7.1.2 Promissory Note 本票 95

7.1.3 Check/Cheque 支票 96

7.2 Methods of International Payment 国际支付方式 97

7.2.1 Remittance汇付 97

7.2.2 Collection 托收 100

7.2.3 Letter of Credit (L/C) 信用证 103

Chapter Eight International Cargo Transportation ????125

8.1 Modes of Transportation 运输方式 125

8.1.1 Ocean Transportation 海洋运输 125

8.1.2 Other Modes of Transportation 其它运输方式 127

8.2 Transportation Documents 运输单据 129

8.2.1 Major Shipping Documents 主要海运单据 129

8.2.2 Other Transportation Documents 其它运输单据 135

8.3 Clauses of Shipment 装运条款 136

8.3.1 Packing and Marking 包装与唛头 137

8.3.2 Time of Shipment and Time of Delivery 装运时间与交货时间 139

8.3.3 Port of Shipment and Port of Destination 装运港与目的港 140

8.3.4 Partial Shipment and Transshipment 分批装运与转船 140

8.3.5 Shipping Instruction and Shipping Advice 装运指示与装运通知 141

Chapter Nine Insurance ????151

9.1 Parties Involved in Cargo Insurance 保险当事方 151

9.2 Fundamental Principles of Insurance 保险的基本原则 152

9.3 Risks, Losses and Expenses in Ocean Marine Cargo Insurance

海运中的风险、损失和费用 153

9.3.1 Risks 风险 153

9.3.2 Losses 损失 154

9.3.3 Expenses费用 155

9.4 Marine Insurance Coverage under C.I.C 中国保险条款规定的海运险别 155

9.4.1 Basic Risks Coverage 基本险别 156

9.4.2 Additional Risks Coverage 附加险别 156

9.5 Other Types of Cargo Insurance 其它货运险 157

9.6 Procedures of Cargo Insurance Arrangment 办理保险的程序 157

9.7 Insurance Clause in Sales Contracts 销售合同中的保险条款 160

Chapter Ten Commodity Inspection, Claim, Force Majeure and Arbitration ??170

10.1 Commodity Inspection 商品检验，商检 170

10.1.1 Inspection Time and Place 商检时间和地点 170

10.1.2 Inspection Authorities 商检机构 171

10.1.3 Major Inspection Certificates主要商检证书 172

10.1.4 Inspection Clause in the Sales Contract 销售合同中的商检条款 172

10.2 Complaints and Claims 投诉和索赔 173

10.2 Force Majeure 不可抗力 174

10.2.1 Consequences of Force Majeure 不可抗力的后果 174

10.2.2 Stipulations of Force Majeure Clause in Contracts合同中的不可抗力条款 175

10.3 Arbitration 仲裁 175

10.3.1 The Definition of Arbitration 仲裁定义 176

10.3.2 Features of the Arbitration 仲裁特征 176

10.3.3 Arbitration Procedures 仲裁程序 176

10.3.4 Arbitration Costs 仲裁费用 177

10.3.5 Advantages of Arbitration Comparing with Litigation 仲裁相对于诉讼的优势 178

10.3.6 Arbitration Clause in Sales Contract 销售合同中的仲裁条款 178

Appendix 1 Export Licence ??185

Appendix 2 Import Licence 186

Appendix 3 Proforma Invoice ?? 187

Appendix 4 Commercial Invoice 189

Appendix 5 Packing List ????190

Appendix 6 Certificate of Inspection ??191

Appendix 7 Shipping Order 192

Appendix 8 Customs Declaration Form ????193

Appendix 9 Shipping Advice ????194

Appendix 10 Bill of Lading ??195

Appendix 11 Insurance Policy ??196

Appendix 12 Draft (Bill of Exchange) ????198

Appendix 13 Certificate of Origin ??199

Appendix 14 Purchase Order ????200

Appendix 15 Sales Confirmation ????201

Appendix 16 Sales Contract ??????202

Appendix 17 Letter of Credit ??206

Appendix 18 Booking Note ??208

Appendix 19 Mate s Receipt ??209

Appendix 20 Application Form for Cargo Transportation Insurance ????210^[1]