【正文】 此次實訓(xùn)將是我今后人生的一個良好開端,使我學(xué)到了很多東西,為今后的學(xué)習(xí)做了引導(dǎo),點明了方向,我相信在不遠的未來定會有屬于我們自己的一片美好的天空。只有進行大量的有針對性的反復(fù)操練，尤其是外貿(mào)業(yè)務(wù)各個環(huán)節(jié)設(shè)計特定情景進行反復(fù)操作，進行大量填空、填詞、選擇題、句子翻譯和中譯英信件的翻譯等各種類型的練習(xí)，我們才能熟練掌握運用外貿(mào)業(yè)務(wù)這些常用的句型、詞匯和短語以達到能夠正確翻譯并能擬寫同類信函的目的。知道了親勤的付出是有收獲的，我總結(jié)了在進出口貿(mào)易業(yè)務(wù)中的經(jīng)驗和教訓(xùn) , 幫助我在以后的學(xué)習(xí)過程中不斷充實自己，更加關(guān)注國際的經(jīng)貿(mào)環(huán)境，加強實例分析能力并加強訓(xùn)練，增加感性認識 , 努力提高業(yè)務(wù)責(zé)任和商務(wù)運作能力 , 真正做到學(xué)以致用。這于我來說無疑是受益匪淺的。這次實訓(xùn),我不論是從個人能力上還是業(yè)務(wù)知識上都有了很大的提高,操作能力也大大提升了。當(dāng)自己真正把課堂上的所學(xué)運用到實際業(yè)務(wù)中去的時候,會把平時聽課過程中遇到的疑點和問題逐個消除，在此我感謝老師不厭其煩為我們解答每一個疑難問題,感謝老師對我們每一位學(xué)生的熱心幫助。我深刻感覺到了自己對國際貿(mào)易知識的了解還是太少了,以后要抓住機會多學(xué)習(xí)一些相關(guān)知識。我也學(xué)會了貿(mào)易磋商信函的書寫，學(xué)會了如何與客戶交流并促成交易。二、收獲與體會在這一學(xué)期的外貿(mào)實訓(xùn)當(dāng)中,在老師的指導(dǎo)下,在同學(xué)們的幫助和自己的努力下，我把老師交給我們的實訓(xùn)任務(wù)圓滿完成了。這次實訓(xùn)就比第一次、第二次寫的順利。3第三次上機實訓(xùn)進行了3封LC練習(xí)（包含1封催證、2封改證）及3封包裝練習(xí)。難倒我的不是詢盤，是英語聽力聽不太懂。這一次是分小組上交，一個人完成詢盤，一個人回信。一位客戶從網(wǎng)上了解到你公司的情況并給你公司發(fā)來郵件，希望建立業(yè)務(wù)關(guān)系。第二次上機實訓(xùn)Offer聽力，并根據(jù)所聽內(nèi)容寫一封相應(yīng)的詢盤及發(fā)盤的信函；題目要求：根據(jù)客戶來函，向?qū)Ψ皆儽P，要求用英文書寫，表達清楚、內(nèi)容完整。2009年10月12日公司業(yè)務(wù)員Minghua Zhao從網(wǎng)上看到加拿大NEO公司求購瓷器(chinaware)的信息，想與他們建立業(yè)務(wù)關(guān)系。公司經(jīng)營范圍廣泛，與多家供應(yīng)商有固定的業(yè)務(wù)往來，信譽良好。一、實訓(xùn)的主要內(nèi)容第一次上機實訓(xùn)查看并閱讀實際工作中的一封全套工作信函；題目要求：根據(jù)下述資料，以世格國際貿(mào)易公司業(yè)務(wù)員Minghua Zhao的名義，給加拿大NEO公司寫一封與他們建立業(yè)務(wù)關(guān)系的信函，要求用英文書寫，表達清楚、內(nèi)容完整。主要介紹了英文信件的格式、內(nèi)容以及有效寫作的方法；二是按交易程序，分別從建立業(yè)務(wù)關(guān)系，發(fā)盤、接受以及合同的簽訂、促俏，合同交易條款——支付、包裝、運輸、保險和爭端解決等，以及貿(mào)易方式四個方面闡釋了外貿(mào)函電寫作的內(nèi)容和技巧。只有進行大量的有針對性的反復(fù)操練，尤其是外貿(mào)業(yè)務(wù)各個環(huán)節(jié)設(shè)計特定情景進行反復(fù)操作，進行大量填空、填詞、選擇題、句子翻譯和中譯英信件的翻譯等各種類型的練習(xí)，我們才能熟練掌握運用外貿(mào)業(yè)務(wù)這些常用的句型、詞匯和短語以達到能夠正確翻譯并能擬寫同類信函的目的。此外，就同一業(yè)務(wù)環(huán)節(jié)選擇具有代表性的信函進行系統(tǒng)性的學(xué)習(xí)，正確理解其內(nèi)容，體會它們的語言風(fēng)格和寫作技巧，對同一意思而不同意思而不同表達方式所收到的效果進行比較，我們學(xué)習(xí)外貿(mào)函電就能從量變到質(zhì)變了。也就是說，要達到正確擬寫外貿(mào)業(yè)務(wù)信函的目的，僅有理論是遠遠不夠的，必須學(xué)習(xí)大量外貿(mào)實務(wù)中有一定代表信的信函。二、實訓(xùn)內(nèi)容DEAR SIRS, HAVING HAD YOUR NAME AND ADDRESS FROM THE COMMERCIAL COUNSELLOR’S OFFICE OF OUR EMBASSY IN SINGAPORE,WE AVAIL OURSELVES OF THIS OPPORTUNITY TO WRITE TO YOU AND SEE IF WE CAN ESTABLISH BUSINESS RELATIONS WITH ARE EXPORTERS OF LONGSTANDING AND HIGH REPUTATION, ENGAGED IN EXPORTATION OF WATER ARE WILL TO ENTER INTO BUSINESS RELATIONS WITH YOUR FIRM ON THE BASIS OF EQUALITY,MUTUAL BENEFIT AND EXCHANGING WHAT ONE HAS FOR WHAT ONE ORDER TO GIVE YOU SOME IDEA OF VARIOUS QUALITITES OF WATER PUMP WE CARRY,WE PLEASURE IN FORWARDING YOU BY AIRMAIL ONE CATALOGUE AND A FEW SAMPLE BOOKS FOR YOUR LOOK FORWARD TO RECEIVING YOUR EARLY YOURS, COMPANY DEAR SIRS, WE ARE GLAD TO LEARN FROM YOUR LETTER OF 11TH,OCT,AS ONE OF THE LEADING DEALER IN SINGAPORE,WE HAVE OVER 20 YEARS’ EXPERIENCE IN THIS PARTICULAR LINE OF PRESENT, WE ARE THINKING OF GETTING A SUPPLY OF WATER PUMP().PLEASE SEND US YOUR BEST OFFER CIF SINGAPORE INDICATING QUANTITY AND EARLIEST TIME OF FORWARD TO YOUR EARLY FAITHFULLY, COMPANY DEAR SIRS, WE THANK YOU FOR YOUR LETTER OF 12TH OCT, INQUIRY FOR WATER PUMP().AT YOUR REQUEST, WE TAKE PLEASURE IN MAKING YOU FOLOOWING OFFER, SUBJECT TO YOUR FINAL CONFIRMATION: COMMODITY: WATER PUMP()QUANTITY: AT LEAST 1 BATCH, 1BATCH=500 SET PRICE: AT US$1, 500,000 PER BATCH CIF SINGAPORE PAYMENT: BY L/C AT SIGHT TO BE OPENED THROUGH A BANK TO BE APPROVED BY THE : ONE MONTH AFTER RECEIPT OF L/ WILL KEEP OUR OFFER FIRM TO THE END OF THIS EARLY DECISION IS ARE CONFIDENT THAT YOU CAN DO SOME PROFITABLE LOOK FORWARD TO YOUR EARLY FAITHFULLY, COMPANY DEAR SIRS，RE WATER PUMP WE NOTE FROM YOUR LETTER DATED 13TH, OCT THAT THE PRICE QUOTED BY US FOR THE SUBJECT MATERIAL IS FOUND TO BE ONE THE HIGH REPLY,WE VERY MUCH REGRET TO STATE THAT THE PRICE YOU OFFER IS NOT IN LINE WITH THE PRECAILING KNOW CLEARLY THAT THE QUALITY OF YOUR PRODUCTS IS SLIGHTLY BETTER BUT THE DIFFERENCE IN PRICE SHOULD NOT BE SO STEP UO THE TRADE, WE COUNTEROFFER AS FOLLOWS, SUBJECT TO YOUR CONFIRMATION REACHING US BEFORE THE END OF THIS MONTH: AT US$1, 200,000 PER BATCH CIF SINGAPORE, OTHER TERMS AS PER YOURR LETTER OF 13TH, IS IN VIEW OF OUR LONGSTANDING BUSINESS RELATIONSHIP THAT WE MAKE YOU SHCH A THE MARKET IS DECLINING,WE HOPE YOU WILL CONSIDER OUR COUNTEROFFER MOST FAITHFULLY, COMPANY DEAR SIRS, FROM YOUR LETTER OF OCT 14TH, WE ARE DISAPPOINTED AT LEARNING THAT YOU ARE UNABLE TO ACCEPT OUR OFFER BECAUSE THE PRICE IS TOO AS WE WOULD LIKE TO DO MORE BUSINESS WITH YOU IN EXPANDING OUR IS OUR ROCK BOTTOM PRICE , WE CAN’T MAKE ANY FUTHER APPRECIATE YOUR COUNTEROFFER, THE MARKET IS FIRM WITH AN UPWARD TENDENCY, SO WE FIND IT TOO LOW TO , WE WILL KEEP YOUR INQUIRY UNTIL YOUR HOPE TO LEARN FROM YOU SO AS TO COME TO FAITHFULLY, COMPANY DEAR SIRS, WE HAVE RECEICED YOUR LETTER OF OCT,15TH AND REGRET THAT OUR COUNTEROFFER WAS YOUR PRODUCT IS VERY MUCH APPRECIATED TO OUR LOCAL CUSTOMERS AND THERE’S A HIGH DEMAND AT OUR MARKET,WE AGREE TO ACCEPT YOUR OFFER: AT US$1, 500,000 PER BATCH CIF SINGAPORE IT IS ONLY IN VIEW OF OUR LONGSTANDING BUSINESS RELATIONSHIP THAT WE ACCEPT YOUR OFFER AND WE TRUST THIS MARKS THE BEGINNING OF OUR FORMAL BUSINESS SEND THE CONTRACT TO US AS SOON AS FAITHFULLY, COMPANY DEAR SIRS, WE THANK YOU FOR YOUR LETTER OF OCT, SOON AS WE HEAR FROM YOUR VALID LETTER OF CREDIT, WE WILL SEND YOU THE CONTRACT, SO THAT THE GOODS CAN BE READY FOR SHIPMENT AS LOOK FORWARD TO RECEIVING YOUR FAVOURABLE REPLY FAITHFULLY, COMPANY DEAR SIRS, WE ARE IN RECEIPT OF YOUR LETTER OF THE 17TH, INF