本书以“建立业务关系、询价、报价与发盘、还盘、订货、支付、包装、装运、保险、索赔”等靠前贸易业务流程为主线，以靠前商会（ICC）颁布的《2020年靠前贸易术语解释通则》（IncotermsR2020）为参考，以实用为原则，注重实操能力，结合靠前商务写作的场景，详细讲解靠前商务信函的结构与写作特点，将靠前商务特定环节的基础知识和外贸英语函电写作技能有机地结合起来。 本书配有丰富的课后练习，便于读者巩固并提高靠前商务英语函电的阅读和写作能力。 书后附录收录靠前贸易常见商务文本7种，让读者更好地熟悉和了解靠前商务往来文件的起草与撰写。

Unit 1 The Structure of Business Letter商务信函的结构 Learning Objectives学习目标 Ⅰ.Principles of business letter writing商务信函的撰写原则 Ⅱ.Layout of business letters商务信函的组成部分 Ⅲ.Styles of business letters 商务信函的格式 Ⅳ.Addressing envelopes信封的写法 Unit 2 Establishing Business Relations建立商务关系 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Asking to establish business relations Letter 2Self-Introduction by manufacturer Letter 3Asking to establish business relations Letter 4Asking for catalogues Words and Expressions单词和词组 Useful Expressions常用表达 Unit 2Exercises习题 Key to Unit 2Exercises习题答案 Translation of the Letters函电范文译文 Unit 3 Enquiries and Replies询价与回复 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1A letter of enquiry Letter 2A reply to the above letter Letter 3Inquiry about garments Letter 4Making an enquiry Words and Expressions单词和词组 Useful Expressions常用表达 Unit 3Exercises习题 Key to Unit 3Exercises习题答案 Translation of the Letters函电范文译文 Unit 4 Quotations and Offers报价与发盘 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns常用句型 Specimen Letters函电范文 Letter 1Sending the sample books and offering Letter 2Making a quotation Letter 3A reply to the above letter Letter 4Urging the buyer to accept an offer Words and Expressions单词和词组 Useful Expressions常用表达 Unit 4Exercises习题 Key to Unit 4Exercises习题答案 Translation of the Letters函电范文译文 Unit 5 Counteroffer还盘 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills 写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Counteroffer on payment terms Letter 2The buyers counter-offer and request to the reduction of the price Letter 3The sells counter-counter-offer and consultation to the price with the buyer Letter 4Supplier refuses price reduction Words and Expressions单词和词组 Useful Expressions常用表达 Unit 5Exercises习题 Key to Unit 5Exercises习题答案 Translation of the Letters函电范文译文 Unit 6 Acceptance and Orders接受订单 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Placing an order Letter 2Orders with terms and conditions Letter 3Seller sends substitutes Letter 4Buyer places order and sends purchase confirmation Words and Expressions单词和词组 Useful Expressions常用表达 Unit 6Exercises习题 Key to Unit 6Exercises习题答案 Translation of the Letters函电范文译文 Unit 7 Payment支付 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Urging establishment of LC Letter 2Advice of establishment of LC Letter 3Asking for amendment to LC Letter 4Reply to letter 3 Letter 5Asking for easier payment terms Letter 6Agreeing to easier payment terms Words and Expressions单词和词组 Useful Expressions常用表达 Unit 7Exercises习题 Key to Unit 7Exercises习题答案 Translation of the Letters函电范文译文 Unit 8 Packing包装 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Packing for walnut kernels Letter 2Packing for garments Letter 3Packing requirement Letter 4Packing requirement after package broken Words and Expressions单词和词组 Useful Expressions常用表达 Unit 8Exercises习题 Key to Unit 8Exercises习题答案 Translation of the Letters函电范文译文 Unit 9 Shipment装运 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Shipping instructions Letter 2Advising shipment Letter 3Reply to request for earlier shipment Letter 4Asking for allowing transshipment Letter 5Information on container service Words and Expressions单词和词组 Useful Expressions常用表达 Unit 9Exercises习题 Key to Unit 9Exercises习题答案 Translation of the Letters函电范文译文 Unit 10 Insurance保险 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Importer asks exporter to cover insurance Letter 2A reply to the above letter Letter 3Reply to a request for insurance Letter 4Clarification of insurance terms Words and Expressions单词和词组 Useful Expressions常用表达 Unit 10Exercises习题 Key to Unit 10Exercises习题答案 Translation of the Letters函电范文译文 Unit 11 Claims and Settlement索赔与理赔 Learning Objectives学习目标 Introduction业务知识简介 Writing Skills写作技巧 Sentence Patterns 常用句型 Specimen Letters函电范文 Letter 1Claims for poor packing Letter 2Suggesting a claim to the shipping company Letter 3Claims for short-weight Letter 4Claim for inferior quality Letter 5A reply to the above letter Words and Expressions单词和词组 Useful Expressions常用表达 Unit 11Exercises习题 Key to Unit 11Exercises习题答案 Translation of the Letters函电范文译文 Appendix 1Sales Confirmation 附录1销售确认书 Appendix 2 Sales Contract 附录2销售合同 Appendix 3 Commer Invoice 附录3商业发票 Appendix 4 Letter of Credit 附录4信用证 Appendix 5 Bill of Exchange 附录5汇票 Appendix 6 Packing List 附录6装箱单 Appendix 7 Ocean Bill of Lading附录7海运提单 Reference参考书目

王微微，经济学博士，毕业于对外经济贸易大学。现任中国社会科学院大学经济学院世界经济教研室主任，中国管理现代化研究会靠前商务谈判专业委员会理事。组织并参与靠前贸易专业课的精品课程建设、实务课程群建设、案例库建设，以及靠前贸易软件实验室的建设。曾担任靠前贸易技能大赛校园赛的评委及指导老师。2011-2012年，带领国贸专业学生代表队在全国靠前贸易技能大赛中连续两年获得金奖；2013-2015年，带领靠前贸易技能大赛校园赛优胜者组队赴广州参加三届广交会，协助参展商接待国外采购商，进行业务洽谈与翻译工作。发表中英文论文17篇，主持和参与省部级和校级课题8项，出版专著3部、教材3部。研究方向：靠前贸易、靠前投资。主讲课程：靠前贸易理论与政策、靠前贸易实务（双语）、靠前结算（双语）、靠前商务谈判、不错商务英语、靠前贸易惯例与制度、外贸函电、外贸报关实务、靠前贸易仿真实训等靠前贸易专业本科生及研究生课程。 张鲁青，经济学博士，毕业于对外经济贸易大学。现就职于首都师范大学管理学院。曾荣获商务部“商务发展研究成果奖”一等奖；靠前经济与贸易专业主干课程“起飞式英语教学研究与实践”教学成果奖。发表中英文论文21篇，完成校级及市级项目13项，专著1部、教材3部。研究方向: 靠前贸易、靠前投资。主讲课程：靠前贸易、靠前贸易实务、进出口业务实训、靠前商务函电等靠前贸易专业本科生及研究生课程。