第一部分 拓展和译文 3
Project 1 Establish Trade Relations 3
Task 1 Look for Clients 3
Task 2 Establish Business Relations 5
Project 2 Enquiry 8
Task 1 Make Enquiries 8
Task 2 Collect Enquiry Information 9
Project 3 Offer and Counter-Offer 11
Task 1 Process the Information 11
Task 2 Make a Voluntary Offer 12
Task 3 Ask for Lower Prices 14
Task 4 Increase Selling Prices 16
Project 4 Close the Deal 18
Task 1 Sign a Contract 18
Task 2 Book a Repeat Order 20
Project 5 Insurance 23
Task 1 Cover Insurance 23
Task 2 Inform the Customer 26
Project 6 Shipment 28
Task 1 Discuss the Ways of Shipment 28
Task 2 Amend the Shipping Terms 29
Task 3 Make out the Shipping Advice 30
Project 7 Payment 33
Task 1 Negotiate Payment Terms 33
Task 2 Pay by L/C 35
Project 8 Claims and Settlement 37
Task 1 Lodge a Claim 37
Task 2 Settle Claims 38
第二部分 练习 43
Project 1 Establish Trade Relations 43
Task 1 Look for Clients 43
Task 2 Establish Business Relations 47
Project 2 Enquiry 51
Task 1 Make Enquiries 51
Task 2 Collect Enquiry Information 55
Project 3 Offer and Counter-Offer 59
Task 1 Process the Information 59
Task 2 Make a Voluntary Offer 63
Task 3 Ask for Lower Prices 66
Task 4 Increase Selling Prices 70
Project 4 Close the Deal 74
Task 1 Sign a Contract 74
Task 2 Book a Repeat Order 78
Project 5 Insurance 82
Task 1 Cover Insurance 82
Task 2 Inform the Customer 86
Project 6 Shipment 90
Task 1 Discuss the Ways of Shipment 90
Task 2 Amend the Shipping Terms 94
Task 3 Make out the Shipping Advice 98
Project 7 Payment 102
Task 1 Negotiate Payment Terms 102
Task 2 Pay by L/C 106
Project 8 Claims and Settlement 110
Task 1 Lodge a Claim 110
Task 2 Settle Claims 114
第三部分 综合测试卷 121
2015年浙江省《外贸商函》高考真题（微调版） 121
2016年浙江省《外贸商函》高考真题（微调版） 124
《外贸商函》综合测试卷一 127
《外贸商函》综合测试卷二 130
《外贸商函》综合测试卷三 133
《外贸商函》综合测试卷四 136
《外贸商函》综合测试卷五 139
《外贸商函》综合测试卷六 142
《外贸商函》综合测试卷七 145
《外贸商函》综合测试卷八 148