《外贸英语写作》（课程代码：13134）课程考试大纲
课程代码：13134
课程名称：外贸英语写作
所属专业：020401 国际贸易与经济（专升本）
课程对应教材版本：
《外贸英语函电》 （蔡惠伟 编著，清华大学出版社，2019年版）
高等教育自学考试是对自学者进行的以学历教育为主的国家考试，是个人自学、社会助学和国家考试相结合的高等教育形式。按照自学考试课程命题的有关规定，制定本大纲。
一、课程性质与考试目标
1.课程性质
《外贸英语写作》是高等院校国际经济与贸易专业学生的必修课程。它将专业知识和专业写作技能有机地融为一体，紧扣外经贸专业知识和外经贸工作的具体运作环节，既可提高英语文字的表达能力，又可培养具体业务的处理能力。该课程集专业知识、工作经验和熟练应用英文于一体，切实提高学生的竞争力，满足企业与社会对大学生的需求。
2.考试目标
本课程的目的是使学生较好地掌握了各项英语基本技能地基础上，进一步巩固已学习的语言知识，了解和掌握国际贸易英语的语言特点和实际运用，为外贸英语写作的学习和实践打下坚实的基础；使他们熟悉和了解国际经济贸易往来中常用的各种商务应用文并掌握其形式、主要内容和写作原则与技巧等，能够快速阅读和准确理解各种外经贸英语应用文，并具备起草文件得当、表达准确和语言效果良好的外经贸英语应用文的实践能力。
二、考试内容和考核要求
本课程的考试内容以课程考试大纲为依据。其内容为：
Unit One Job Requirements and the Forms of Business Letters
Aims & Requirements:
To know what you need to do in an import-export organization.
To know different forms of business letters in business correspondence.
Unit Two Establish Business Relations
Aims & Requirements:
To know the main channels through which you can establish business relations with your aimed customers.
To master the essential elements of the first enquiry sent to your potential customer.
Unit Three Credit Inquiry
Aims & Requirements:
To know what is a Credit Inquiry and the methods of making a status enquiry.
To know why is it important to establish and maintain a good credit history.
Unit Four Enquiries and Replies
Aims & Requirements:
To know what is an Enquiry.
To master what particulars should be covered in a good enquiry.
To know how to maximize the value of every inquiry you receive.
Unit Five Quotations and Proforma Invoices
Aims & Requirements:
To know what is a quotation sheet.
To know what is a proforma invoice.
To master what is contained in a proforma invoice.
Unit Six Offers, Counter-offers and Re-counter Offers
Aims & Requirements:
To know what is an offer.
To distinguish the firm offer and non-firm offer.
To distinguish the counter-offer and re-counter offer.
To know what can a quotation or a proforma invoice be used as a firm offer.
Unit Seven Orders and Their Fulfillment
Aims & Requirements:
To know what is contained in an order.
To master how to reply to a first order and how to decline an order.
Unit Eight Sales Confirmation
Aims & Requirements:
To know what is a sales confirmation.
To distinguish the sales contract and purchase contract.
To know the occasions where the sales confirmation used.
Unit Nine Terms of Payment
Aims & Requirements:
To master the three categories of mode of payment in international trade.
To know why do we think L/C is not so safe as our imagination.
Unit Ten Packing
Aims & Requirements:
To master what is the function of packing.
To know what are the kinds of packing according to its function.
Unit Eleven Insurance
Aims & Requirements:
To know what are the main insurance principles and the types of cargo transportation insurance.
To know what do the basic risks, additional risks, general additional risk and special additional risk cover.
To master what are the six insurance coverages of Institute Cargo Clauses.
Unit Twelve Shipping Instructions and Shipping Advice
Aims & Requirements:
To master how many modes of transportation are there in international trade.
To know which mode of transportation is mostly commonly used in international trade. Why?
To know what is a Shipping Instruction and a Shipping Advice.
Unit Thirteen Trade Disputes and Settlement
Aims & Requirements:
To know what are the methods of settlement in an international trade dispute.
To master how to make a complaint.
To master how to reply to a reasonable complaint.
Unit Fourteen Sales Promotion
Aims & Requirements:
To know what is a Sales Letter.
To know what is a Reviver.
To know what is a Follow-up Letter.
Unit Fifteen Expos
Aims & Requirements:
To master what are the main functions of participating in foreign fairs.
To know how do the small and medium-sized enterprises develop the international market by participating in foreign fairs.
To know how do the exporters choose a right fair agent and foreign fair.
To master what should the exporters prepare before participating in a foreign fair,
To master what should the exhibitor do during the exhibition period.
To master what should the exhibitor do after he comes back from the foreign fair.
Unit Sixteen Flexible Trade
Aims & Requirements:
To know what are the flexible modes of trade which can be adopted except for traditional individual transaction from the point of view of exporters’.
To master what is distribution, agency, consignment, auction, fairs and sales, compensation trade, counter purchase and offset trade.
Unit Seventeen Flexible Trade
Aims & Requirements:
To distinguish the distribution and agency.
To master the advantages and disadvantages of consignment.
Unit Eighteen Miscellaneous
Aims & Requirements:
To know how many kinds of documents have you met in your business activities. Please make a list.
To master what shall we pay attention to when we draw up a contract.
三、考试范围和考试说明
1.考试依据和范围
（1）以本课程自学考试大纲为考试依据。
（2）考试必读教材：《外贸英语函电》 （蔡惠伟 编著，清华大学出版社，2019年版）。
2.对考核内容的说明
本课程要求考生学习和掌握的知识点内容都作为考核的内容。课程中各章的内容均由若干知识点组成，在自学考试中成为考核知识点。因此，课程自学考试大纲中所规定的考试内容是以分解为考核知识点的方式给出的。由于各知识点在课程中的地位、作用以及知识自身的特点不同，自学考试将对各知识点分别按三个能力层次确定其考核要求。
四、考试形式和试卷结构
1.本课程采取闭卷笔试考试方式，试卷满分100分，60分及格，考试时间为150分钟。
2.本课程在试卷中对不同能力层次要求的分数比例大致为：识记占20%，领会占40%，简单应用占20%，综合应用占20%。
3.要合理安排试题的难易程度，试题的难度可分为易、较易、较难和难四个等级。每份试卷中不同难度试题的分数比例一般为2：3：3：2。
必须注意试题的难易程度与能力有一定的联系，但二者不是等同的概念。在各个能力层次中，对于不同的考生都存在着不同的难度。
4.本课程考试命题的主要题型一般有单项选择题、翻译、信函撰写等。
五、《外贸英语写作》课程题型举例
I.单项选择(Choose the best answer)
- We will consider ______ your time of shipment.
- accepting B. accept C.to accept D. acceptance
- We are making you our quotation for shoes ______.
A.as follows B. as following C. as follow D. following
II.将下列句子译成英文(Translate the following messages into English)
1.我们是声誉卓著的出口商，长期经营下列商品的出口业务。
2.今附上我方第3674号购货合同，我方已签字，请审查和会签，并尽快寄回1份存档。
3.附带说一下，我们的全棉床单由于经久耐用，价格合理，在世界市场上已十分畅销，我们现已难以满足日益增长的需求。
4.我们向中国人民保险公司办理投保一切险，保险金额为人民币5500元。
III.根据以下内容用英文填写合同(Fill in the contract form in English with the following particulars)
卖方：苏同纺织品进出口公司(Sutong Textiles Import &Export Co.)
买方：新加坡通用贸易公司(General Trading company Singapore)
商品名称：鸽版印花细布(“Dove” Brand Printed Shirting)
规格：30×36 72×69 35/6×42码数量：67，200码
单价：CIF新加坡每码3.00港元，含佣 3%
总值：201，600，00港元
装运期：2004年10月31日前自中国港口至新加坡，允许分批装运和转船
付款条件：凭不可撤销、即期信用证付款，于装运期前一个月开到卖方，并于上述装运期后十五天内在中国议付有效。
保险：由卖方根据中国人民保险公司1981年1月1日中国保险条款按发票金额的110%投保一切险和战争险。
签订日期、地点：2004年3月10 日于北京
合同号码：PS-12342.
暂无评论内容