王乃彦主编的《对外经贸英语函电（第五版）》（原名《外贸英语函电》）1982年出版发行，至今近30年来，经过多次修订改编，始终作为全国外经贸院校的外贸英语函电教材被广泛使用，被普遍反映是一部好的外贸英语函电教科书。

此次改编的宗旨是：体现国际贸易中新的贸易方式，使教材实用性更强；体现国际贸易专业核心技能的培养，突出函电写作的能力训练；继续体现本教材编写认真严谨的特点，保证其一贯的系统性和完整性。

《对外经贸英语函电（第五版）》（原名《外贸英语函电》）1982年出版发行，至今近30年来，经过多次修订改编，始终作为全国外经贸院校的外贸英语函电教材被广泛使用，被普遍反映是一部好的外贸英语函电教科书。

此次改编的宗旨是：体现国际贸易中新的贸易方式，使教材实用性更强；体现同际贸易专业核心技能的培养，突出函电写作的能力训练；继续体现本教材编写认真严谨的特点，保证其一贯的系统性和完整性。此次修订对各章节的信函、注释和练习均加以更新；将代理、贸易方式等章节以附录的方式作为辅助材料供教师选择使用；系统介绍了目前国际贸易常用的通讯方式；同时加入了一套完整的业务案例，使读者了解一笔业务的全过程。

《对外经贸英语函电（第五版）》共九章54课，及四个附录。王乃彦任主编，刘长声、李富森任副主编。

THE LAYOUT OF A BUSINESS LETTER

CHAPTER ONE ESTABLISHING BUSINESS RELATIONS

Introduction

Lesson 1 Self-Introduction

Lesson 2 ( A ) A Request for the Establishment of Business Relations

      ( B ) A Reply to the Above

Lesson 3 ( A ) Status Enquiry

      ( B ) Reply to the Above Letter

Supplement Useful Sentences on Establishing Business Relations

CHAPTER TWO ENQUIRIES AND OFFERS

Introduction

Lesson 4 An Enquiry for Chinese Cotton Piece Goods

Lesson 5 ( A ) An Enquiry for Iron Nails

      ( B ) A Reply to the Above

Lesson 6 An Offer to a New Customer

Lesson 7 A Firm Offer

Lesson 8 A Voluntary Offer

Lesson 9 A Special Offer

Lesson 10 ( A ) Asking for Proforma Invoice

        ( B ) Sending Proforma Invoice

Lesson 11 Urging the Buyer to Accept the Offer

Lesson 12 Concession on Price

Supplement Useful Sentences on Enquiries and Offers

CHAPTER THREE MAKING COUNTER-OFFERS AND DECLINING ORDERS

Introduction

Lesson 13 Counter-offer on Groundnut Kernels

Lesson 14 Persuading the Buyer to Accept the Offer

Lesson 15 Offering Substitute

Lesson 16 Acceptance of a Counter-offer

Lesson 17 Declining a Counter-offer

Lesson 18 ( A ) A Repeat Order

      ( B ) Declining a Repeat Order

Lesson 19 Partial Rejection of an Order

Supplement Useful Sentences on Making Counter-offers and Declining Orders

CHAPTER FOUR CONCLUSION OF BUSINESS

Introduction

Lesson 20 ( A ) Sending a Sales Contract

       ( B ) Sending a Sales Confirmation

Lesson 21 Confirming a Purchase

Lesson 22 Conclusion of Business

Lesson 23 Counter-signature

Lesson 24 Confirming an Order

Lesson 25 ( A ) Acknowledgement of the First Order

      ( B ) Confirmation of a Transaction

 Supplement Useful Sentences on Conclusion of Business

CHAPTER FIVE PAYMENT

 Introduction

 Lesson 26 Modified Terms of Payment

 Lesson 27 ( A ) Asking for Easier Payment Terms

       ( B ) Reply

 Lesson 28 ( A ) Asking for D/P Terms

       ( B ) Reply

 Lesson 29 (A) Modifying Terms of Payment

       ( B ) Reply

 Lesson 30 (A) Request for Payment by D/A

       ( B ) Reply

 Lesson 31 Unfavourable Reply to a Proposal of D/A Terms

 Supplement Useful Sentences on Payment

CHAPTER SIX ESTABLISHMENT OF AND AMENDMENT TO L/C

 Introduction

 Lesson 32 Urging Establishment of L/C

 Lesson 33 Advising Establishment of L/C and Asking for Timely Delivery

 Lesson 34 Asking for Amendment to the L/C

 Lesson 35 (A) Asking for Extension of L/C

       ( B ) Reply

 Lesson 36 Amending L/C to Increase the Quantity and Amount

 Supplement (A) Useful Sentences on Establishment of and Amendment to L/C

       (B) A Specimen of an L/C

CHAPTER SEVEN SHIPMENT

 Introduction

 Lesson 37 Shipping Instructions

 Lesson 38 Packing Requirement

 Lesson 39 Shipping Advice

 Lesson 40 Urging Shipment

 Lesson 41 Proposing Partial Shipments

 Lesson 42 Information on Container Service

 Supplement INCOTERMS 2010

CHAPTER EIGHT INSURANCE

 Introduction

 Lesson 43 Asking for CFR Terms

Lesson 44 (A) A Request for Excessive Insurance

      (B) A Reply to the Request for Excessive Insurance

Lesson 45 Covering Insurance for the Buyer

Lesson 46 Providing Insurance Information to the Buyer

Lesson 47 A Request for Changing an Insurance Company

Supplement Useful Sentences on Insurance

CHAPTER NINE COMPLAINTS AND CLAIMS

Introduction

Lesson 48 Claims for Poor Packing

Lesson 49 Claim for Non-Conformity of Quality

Lesson 50 (A) Complaining of Short Delivery

        (B) An Adjustment Made by the Shipping Company

Lesson 51 (A) Complaint of Wrong Dispatch

        (B) Apologizing for Wrong Dispatch

Lesson 52 Claim for Short Weight

Lesson 53 Settlement of a Claim

Lesson 54 Claim Rejected

Supplement Useful Sentences on Complaints

APPENDIX I AGENCY

Introduction

Letters Exchanged on Agency (A) Importer Asking for Sole Agency

               (B) An Unfavourable Reply from the Exporter

               (C) A Favourable Reply from the Exporter 

 Sole Agency Agreement

 Exclusive Sales Agreement

 Supplement Useful Sentences on Agency

APPENDIX H OTHER MODES OF TRADE AND ECONOMIC ACTMTIES

 Bidding (A) Invitation to Bid

      (B) General Instructions and Conditions

      (C) Requirement Schedule

Processing and Assembling Trade (A) Incoming Letter

                 (B) Outgoing Letter

Compensation Trade (A) Invitation

           (B) General Agreement on Compensation Trade

Leasing Trade (A) Lease Agreement NO. LA123

           (B) Annex to Lease Agreement NO. LA123

Investment in China (A) Inquiring about Preferential Treatment

           ( B ) Reply

            (C) A Joint Venture Contract

Importation of Technology

Acquisition and Merger

APPENDIX Ill MODES OF ELECTRONIC COMMUNICATION

WORLDWIDE BUSINESS TELEX ABBREVIATIONS

APPENDIX IV THE COMPLETE CASE OF A TRANSACTION