商务英语课后题答案

答案Project 1 English of Social IntercourseTask 1 Business IntroductionPart 4 Topic:1.T 2.T 3.F 4.F 5.FTask 2 Business CallsPart 4 Topic: 1.F 2.T 3.F 4.F 5.TProject2 Business EntertainmentTask 1 Business Appointment & BanquetPart 4 Topic:Business Appointment & Banquet1.Business appointment is an engagement to meet at a particular place and time for a particularbusiness purpose. And business banquet is formal meal for business purpose.2.Because it is one of the best ways to demonstrate one's knowledge and appreciation ofChinese culture to current or future business associates.3.The host should ensure the evening is enjoyable and successful for everyone and should belooked to for guidance on where to sit, when to toast and even what to eat.4.Being seated to the left of an individual is a higher honor than being seated to the right.5.Yes it is. Because it means you're listening, and it also means you care.Business Appointment Success or Failure1.F2.F3.T4.F5.TTask2 Hotel AccommodationPart 4 Topic:Hotel Accommodation Arrangement of the Trade fair in Chengdu1.August 11th to 14th, 20092.Make out a good schedule according to the relevant data including the guests’identity, thequantity of the guests, gender, age, health condition, habits and customs as well as the necessities for work.3.204.Because they come to the fair to do business with China and to make business relationshipwith the company in Chengdu.5.First tell the receivers that you are glad to help them and are sure to make good arrangementfor them. Then write the name of hotel you have reserved and some information of the hotel, such as the map of how to get to the hotel, the standards of the hotel, the types and the number of the rooms your reserved, the fee, the check-in time and departure time and so on. At last, you’d better ask them if they have any questions about it or if they need more assistance.A Letter of Hotel Room Reservation1.From the August 11th to August 14th2.11 rooms including 2 single rooms and 9 double rooms3.Breakfast and evening meal, and 2 single rooms and 9 double rooms for four nightscommencing 11th August.4.Ellen, Chen, Public Manager of Sichuan BSam Textile Co., Ltd5.The American delegation from A-may Textile Co., Ltd. will join the 2009 Autumn TextileTrade fair.Task 3 Visiting Trade Fair, Show Room and FactoryPart 4 Topic:How to Make Successful Reception When Clients Visiting Factory1.F2.F3.T4.T5.FHow To Visit A Trade Show1.planning2.current suppliers3. an opportunity for you to ask technical and purchasing questions4. be exposed to four basic levels of non-personal supplier information5.Prior to exhibit, Non-personal in-exhibit and personal in-exhibitProject 3 Conference Organization and ArrangementTask 1 Conference Invitation Letter DesignPart 4 Topic:How to Design a Conference Invitation Letter1.F2.T3.F4.T5.FInvitation Letter to the ConferenceDear Sir or Madam,We sincerely invite you to attend the 2009 Autumn Trade Fair of our company held during August 11th and 14th August in Chengdu. It will be a great honor for us if you are coming. . Detailed schedule is attached afterwards. Please confirm your daily schedule and let us know.Many thanks and best wishesYour sincerely,MaryPublic manager of Sichuan BSam Textile Co., Ltd.How to Dress for a ConferenceSummaryKnowing how to dress for a conference is very important, because in business, appearance can m ake or break you. First, you’d better look through business magazines and notice the business style looks like. Then check out what clothes you own and go shopping but stay on a budget. If you are female, please choose appropriate clothes. While if you are male, please choose a suit. Finally you had better make sure the dress choices are matching or compliment each other.Task 2 Introduction of ConferencePart 4 Topic:How to Write a Conference Introduction1.F2.T3.T4.F5.FA Sample of Conference Introduction1.It should include the conference topics, objectives, agenda and locality, the meeting outline,main content, characteristics and relevant projects under discussion as well as a list of persons attended the conference and the spokesman.2.Yes, it is. Because it will attract the participants to attend it, and let them know what liesahead for them and what they may get.3.Its purpose is to let people know what the conference is about: to improve the communicationof High and New Technology and enhance the cooperation between international companies.4.The conference objectives include: to apply the latest IT information from a broad range ofprofessional core functions, to serve as a forum to facilitate networking and cooperation among parties from around and to cite advances in the IT field.5.It includes: improving Electronic information technology, managing strategies in IT industry,communication skills in business, product promotion and sales, product research and develop and future regulation of IT industry.Stages of a business meeting1.F2.F3.F4.T5.FTask 3 Conference agendaPart 4 TopicHow to Structure a Conference AgendaComplete the following Student ’s file(P48)Task 4 Introducing Distinguished GuestsPart 4 TopicHow to Introduce a Guest1.F2.T3.T4.F5.FComplete the following Student ’s file(P52)Task 5 Conference ServicePart 4 TopicIntroduction of conference service1.T2.F3.T4.F5.FProject 4 RecruitmentTask 1 Practicing Making ResumesPart 4 TopicHow a Company Fills a Job Vacancy1.F2.F3.T4.T5.FTask 2 InterviewPart 4 TopicHuman Resources Within Firms1.T2.F3.F4.F5.FTask 3 Employee ContractsPart 4 TopicArbitration1.T2.T3.T4.F5.TTask 4 Job Descriptions & TitlesPart 4 TopicMy Ideal Job1.F2.F3.T4.F5.TTask 5 Job ResponsibilitiesPart 4 TopicA Grass-roots Legal Worker in a Company Whose Responsibilities Description of Work1.F2.T3.T4.T5.TProject 5 Company’s IntroductionTask 1 Describing the Organizational Structure of a CompanyPart 4 Topic1.T2.T3.T4.F5.FTask 2 Introducing the Functions of ProductsPart 4 TopicPSP Is Not Just For Teens1.It’s for adults.2.Because PSP3000 is more than a gaming console. It also ha the ability to stream video, accessthe internet, playback music and videos and store images.3.They buy PSP 3000 for their gaming and entertainment needs.4.PSP 3000 boasts features that you would need 2 or 3 other electronic devices to accomplish.5.Yes it is. Because it shows the basic functionalities of PSP3000 and also its strong points toattract the adults.Task 3 AdvertisementPart 4 Topic1.T2.F3.T4.F5.TTask 4 The Introduction of Technical Features of ProductsPart 4 Topic1.It is designed for the needs of Internet-savvy consumers.2.It has a large3.5" touch display and a full QWERTY keyboard, and an 'always open' windowto favorite social networking sites and Internet destinations.3.It introduces multiple sensors, memory, processing power and connection speeds.4.I like it very much, because it has attractive advantages that other cell phones don’t have.5.Nokia N97 will transform the way people connect to the Internet and to each other and thecompany hope it will well accepted by the market.Task 5 Presentation of a ProductPart 4 Topic1.There are four points.1)When you make the presentation, you’d better look well organized.2)When you make the presentation, you’d better use natural gestures.3)When you make the presentation, you’d better use eye contact.4)When you make the presentation, you’d better pay attention to your pronunciation andintonation.2.The one who seems to know what he or she is doing.3.No you don’t need.4.It may make your words more forceful and help you know some response of your audience.5.Yes. Because inappropriate words can be false friends.Task 6 Expressions of Product PromotionPart 4 Topic1.T2.F3.T4.T5.FProject 6 International TradeTask 1 Establishing Business RelationsPart 4 Topic1.An importer.2.To establish business relations.3.The main content is about showing the wish to establish the business relationship with anexporter.4.When you write this kind of letter, the following points should be included:1)Source of information;2)Self-introduction;3)Reference as to your firm’s credit standing;4)Expectation.5.When you write a letter to reply the letter of establish business relations, the following pointsshould be included:1)Gratitude;2)Self-introduction and favourable response3)Showing interests4)Hope for quotation and replyTask 2 Credit InvestigationPart 4 TopicLetter for Credit Investigation1.The Chartered Bank2.The writer wants the bank inform them some information of The Carte rs Trading Company’scredit.3.They want the information as following: date of establishment and name of the president, lineof business, the net worth, the annual business volume, the credit rating and record of payment. And they want some opinion about the company from the bank.4.Yes, I think it’s necessary.5.First, give background information about the customer's situation you want to know.Second, request for information about the prospective customer's credit standingThird, give an assurance the information will be treated confidential参考信函：Credit InformationDear Sir,We have received a sudden bid from the American Trading Co.,Ltd,600 Mission Street, San Francisco,with which you are now doing business and the firm gives us your name as a reference.We shall appreciate it if you will inform us inform us of the following information about them.(1)How long have you been in business relations with the firm?(2)What credit limit have you placed on their account?(3)How promptly are terms met?(4)What amount is currently outstanding?Any information you may give us will be treated as strictly confidential and expenses concerned from this inquiry will be gladly paid by us upon receipt of your bill.We are awaiting your early reply.Very truly Yours,Report for Credit InvestigationDear sir,We are pleased to send you, in confidence, the credit information concerning TCL company in your letter of May 12,2011.The above company enjoys the fullest respect and unquestionable confidence in the business world. They are prompt and punctual in all their transactions, and we have no hesitation in giving them credit to an amount beyond the sum you mentioned. However, this is without obligation on our part.We hope this information may be of use to you.Yours sincerely,Task 3 Making Negotiation PlanPart 4 TopicDefining the Aims for Negotiations1.It means that the negotiators should know well their desired results according to their ownpractical conditions.2.To avoid manipulation by their counterparts.3.There are three different aims to be decided: the best aim, the satisfactory aim and theacceptable aim.4.When you find you have no advantages in the world market, or you have met a skillfulnegotiator in the business activities, or you have to export or import some products, you have to face the reality --- to accept the third aim.5.If the world market is beneficial to you, as a negotiator, you should seize every opportunity tofirmly obtain the best aim. When you find it difficult to get the best aim, as a negotiator, you had better make a good preparation to get the satisfactory aim. When you find you have no advantages in the world market, you have to accept the acceptable aim.Task 4 Skills of Concessions in Business Negotiation of PricePart 4 Topic1.Two factors should be taken into consideration in pricing. One is the profitability of thetransaction, and the other is market share of the products.2.The fluctuation of commodity price and exchange rates in international markets should betaken into consideration while calculating the costs.mission refers to the payment made to a broker for services rendered.4.Discount refers to the amount a price would be reduced.mission refers to the payment made to a broker for services rendered and Discount refersto the amount a price would be reduced.Task 5 Enquiry and ReplyPart 4 Topic1.Miss Ellen.2.She enquires about the illustrated catalogue and the latest price list together with any samples.3.They reply very friendly and politely and give all the information the counterpart want.4.Try to establish good business relationship and find certain commodity with high quality andgood price.5.About the enquiry letter:First, begin your letter with stating who you are and giving your status or position and tell how you found out about the individual or entity that you are writing to. Second，state what you are inquiring about clearly and what you would like the recipient of your letter to do. Make your inquiry as specific as possible. Third，you might want to briefly explain the purpose of your letter or what you hope to accomplish. Such an explanation may prompt the recipient of your letter to act more quickly. If appropriate, consider mentioning the letter recipient’s qualifications for responding to your inquiry. Include the date by which you need the information, services, etc. that you are requesting, and indicate that you await the reader’s response. At last you should thank the person for his/her time.About the reply to the enquiry letter:First, express your appreciation.Second, provide the information that the prospective client needs.Third, recommend other products.Forth, introduce yourself.Fifth, State your wish.Task 6 Offer, Counter-offer and AcceptancePart 4 Topic1.They offer the counterpart 30 metric tons of polished rice at US$2,400 per metric ton and 20metric tons of soybeans at US$2,800 per metric ton. And this offer is valid, subject to the receipt of the counterpart reply before 10 June 2006.2.Because to accept the prices you quote would leave them with only a small profit on theirsales since this is an area in which the principal demand is for articles in the medium price range. And Japanese quotation is 10% lower.3.The contents of counter-counter-offer letters often cover the following points:(1) Express thanks for the offer or the counter-offer;(2) Apologize for disagreement to certain term or terms;(3) State reasons for disagreement;(4) Put forward concrete suggestions or amendments to the former counter-offer;(5) Express hopes of an early reply.参考信函：Dear Sirs,Thank you for your letter of May 26. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity you ordered is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.We shall appreciate your favorable reply.Yours sincerely,4.The letter of offer should include:(1)Express thanks for the enquiry;(2)Give the details of the price, discounts and payment terms;(3)Detail the contents included in the price (such as freight, insurance premiums);(4)Commit the time of shipment or delivery;(5)Give the validity of offer;(6)Express hopes of an early reply.5.The contents of counter-offer often cover the following points:(1) Express thanks for the offer;(2) Apologize for disagreement to certain term or terms;(3) State reasons for disagreement;(4) Put forward concrete suggestions or amendments to the former offer;(5) Express hopes of an early reply.Task 7 Order and AcknowledgementPart 4 TopicLetters of Order and Acknowledgementdies’ Blouses.2.It means the symbol " written under a word in a list to show that you want to repeat that word.3.Yes, it is.4.1) The opening usually refers to some previous contact such as a quotation, a catalog, an offerand so on. Then show your intention to place an order.2) The second part usually conclude the following points: item names, item models; quantityof each item; quality information such as color, size weight, material or other special features;price for each item;3) The third part is about the payment and delivery;4) The fourth part is to provide your delivery address or a billing address together with yourphone number.5) The closure is about the willingness to cooperate and to establish further business dealings.5.The contents does the confirming the order includes:1)Express the gratitude for the order received2)Assure the counterpart that the goods they ordered will be delivered in compliance withtheir request. And introduce other products to the counterpart;3)Close the letter by expressing the willingness to establish further business relation.Task 8 Terms of PaymentPart 4 Topic1.Because L/C is more favorable for the seller while, the D/A is more favorable for the buyer.2.The seller.3.You should reconcile L/C contents and their application to assure that the L/C completelycomplies with the Contract and your requirements.4.The letters about terms of payment includes:1)Put forward the problem of terms of payment;2)Present the desired terms of payment and explain why this mode of payment preferredor why other terms of payment can’t be accepted.3)Close the letter by expressing the hope of early reply.5.You should pay attention to that the reasons given for the request of amendment should belogical favorable for your side and your tone in the letter should be polite.Task 9 Contract, Discount and Commission参考例文：Dear Sir,We have duly received your Sales Contract No.5623 covering 50 tons walnutmeat we have booked with you. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.The relative L/C has been established with the Bank of China,London, in your favour. It will reach you in due course.Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order 80 tons.Yours faithfully,1.When sending a letter of Sales Contract, special attention should be paid to the price, terms ofpayment, specifications, quality, quantity, time of delivery, port of destination, etc.2.The contents of the letter of sending a contract should include the following points:1) Be with a Sales Confirmation/Contract；2) Confirm the order (goods' name, order No., etc.)；3) Ask for counter-signature；4) Show any other specific notes (L/C, packing, insurance, etc.)；5) Show your expectation参考例文：Dear Sir,We have booked your Order No.105 for 500 ABC Machines and are sending you herewith our Sales Contract No. ABC-103 in three originals. Please sign and return one copy to us for our file.Please open the relative L/C at an early date, so that we can arrange the shipment as soon as possible.We expect your early replay at your earliest convenience.Yours truly,Task 10 Packing and ShipmentPart 4 Topic1.They will be packed in seaworthy containers. Each bicycle is enclosed in a corrugatedcardboard pack, and 20 are banned together and wrapped in sheet plastic. A container holds 240 cycles; the whole cargo would therefore comprise 50 containers, each weighing 8 tons. 2.Because the direct liner between Shanghai and the port of destination is far and few and theseller has some difficulties in obtaining ocean freight space.3.Yes it is.4.The letter of packing includes the following points:1)Open the letter with the problem under discussion;2)Explain the packing and shipping arrangements in detail and reasons for this kind ofarrangements;3)Close the letter with the hope for cooperation or wishes for an early reply.参考例文：Dear Sir，The 6000 Car Toys you ordered will be ready for dispatch by 15th January. Since you require them for onward shipment to Bahrain, Kuwait, we are arranging for them to be packed in the following way:1)The toys will be packed in window packing padded with foam plastic for inner packingso that the products can be seen directly.2)The cartons will be outer packing, 20 pieces to a carton lined with polythene sheet,reinforced with plastic straps to protect the goods from possible damage in transit.3)The toys with cartons will be carried in containers, which will greatly reduce the changeof damage caused by rough handling.Please let us have your delivery instruction.Yours sincerely, 5.The letter of shipment includes the following points:1)Open the letter with the problem under discussion;2)Explain the shipping arrangements in detail and reasons for this kind of arrangements; Close the letter with the hope for cooperation or wishes for an early reply.Task 11 Insurance1.CIF insurance for double offset ring spanners against all risks.2.The People's Insurance Company of China.3.He would pay extra cost.4.You should know the steps of writing it:1)Stating that you have received their letter2)Giving your reply of agreeing or refusing and your reasons3)Stating the goods will be sent soon, etc;5.To discuss the insurance the buyer needs and the payment of it to avoid the loss or damage ofgoods during the shipment.Task 12 Agency and InspectionTask 13 Claims and Arbitration1.They made investigation, apologized for their errors, and then arranged for the correct goodsto be dispatched to the counterpart at once.2.The writer claims for short delivered quantity GB￡180, and the expense of survey.3.Claim is sometimes unavoidable in a transaction. It should be handled with the principle of“on the first ground , to our advantage and with restraint”Arbitration is a means of settling disputes between the two parties through the medium of a third party, whose decision on the dispute is final and binding.4.You should begin by regretting the need to complain or claim, give a detailed and cleardescription of the problems, then ask for an explanation and suggest how the matter should be settled.5.First, you’d better inform the counterpart the short delivery of goods they shipped to you.Second, you’d better make clear what your claim is;Third, you’d better request a replacement, repair, refund or compensation.参考例文：Dear Sir,With reference to the newly arrived shipment of ABC sands under the contract No.521, we regret to state that we have found upon inspection that nearly 15% sands have been lost.On further examination, we found these PE bags were unsealed. And I seems that these bags were not treated with enough heat in the process of packing.And we have to repack the sands before we deliver to our customers, the charge of which, together with the loss of sands amounted to US$350.Yours truly,Project 7 BankingPart 4 Topic1.F2.F3.F4.F5.F Project 8 Business ReportPart 4 Topic1.F2.F3.F4.F5.F。

世纪商务英语----外贸函电<第二版><教师用书>English Letter Writing in Foreign Trade主编吴思乐胡秋华XX理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。

本书主要针对高职高专商务英语和其他涉外经贸专业的学生..也可以作为其他层次涉外经贸专业的外经贸英语教材。

同时..对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说..本书还可作为自学参考资料。

为方便教学和自学者学习..我们编写了与之配套的练习答案..并提供了常用表达部分的译文。

希望本书能对我们的读者有所帮助。

编者ContentsModule UnitModule 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备Unit 2 Establishing Business Relations 建立业务关系Unit 3. Making Credit Investigation 资信调查Module 3 Procedures of Business Negotiation 业务磋商的主要环节Unit 4 Inquiry 询盘Unit 5 Offer 发盘Unit 6 Counter-offer 还盘Module 4 Conclusion of Business 交易的达成Unit 7 Acceptance and Confirmation 接受与确认Unit 8 Order and Contract 订单与合同Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商Unit 9 Payment and L/C 支付与信用证Unit 10 Packing 包装…Unit 11 Shipment 运输Unit 12 Insurance 保险Module 6 Disputes and Settlement 争议及争议的解决Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔Unit 1. Fundamentals of Modern English Business Letter Writing第一章现代商务英语函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter1> Sender's name: Guangzhou International Trading Corp.2> Sender's address: 198 Yueken Road, Tianhe District, Guangzhou, China3> Sender's T elephone: 852300004> Sender's cable address: 5527GZ5> Sender's telex address: 3328 gz CN6> Date: September 15, 20077> Receiver's name: Standard Oil Company8> Receiver's address: 38 Fifth Avenue, London, U. K.9> Subject: Refrigerators10> The message:We thank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable youto make a suitable selection.We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road,Tianhe District, Guangzhou, 510507,P. R. ChinaTel: 85230000, Cable: 5527GZ, Telex: 3328 gz CNSeptember 15, 2010Standard Oil Company38 Fifth Avenue,London, EC4, U. K.Dear Madam or Sir:Subject..RefrigeratorsThank you for your letter of September 3, 2007, enquiring for the captioned goods. The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours Sincerely,Li MingLi MingEncl. as stated2. Address an Envelope for the Above LetterSince we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Guangzhou International Trading Corp.198 Yueken RoadTianhe District, Guangzhou,Guangdogn, ChinaStandard Oil Company38 Fifth AvenueLondon EC 4U. K.UrgentStampUnit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences:1. Telling the addressee how his name is known in pleasant words. <用令人愉快的语言..说明你是怎样知道对方的>1..We are very pleased to obtain your name from the Industrial Chambers. ..很高兴从行业协会处得知贵公司的名称..2..On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. <由于哈维公司的推荐..我们高兴地得知贵公司的名称。

商务英语函电与合同第四章课后题答案Chapter 4 Exercises - Business English Correspondence and Contracts1. Write an email to a potential client introducing your company and its services.Subject: Introduction of [Company Name] and Our Services Dear [Client's Name],I hope this email finds you well. I am writing on behalf of [Company Name], a leading provider of [services/products] in the industry. We have been in the business for [number of years] and have built a strong reputation for delivering high-quality services to our clients.At [Company Name], we offer a wide range of services that cater to the specific needs of our clients. Some of our key services include [list specific services]. We take pride in our team of skilled professionals who are dedicated to providingtop-notch solutions to our clients.We understand the importance of building strong relationships with our clients and we are committed to meeting and exceeding your expectations. We would welcome theopportunity to discuss how we can help you achieve your goals and objectives.I would be happy to schedule a meeting or a call to further discuss how [Company Name] can benefit you and your business. Please feel free to reach out to me at [contact information].Thank you for considering [Company Name]. We look forward to the possibility of working together.Warm regards,[Your Name][Title][Company Name]2. Write a formal business letter confirming the terms of a contract.[Date][Client's Name][Client's Title][Company Name][Address]Dear [Client's Name],I am pleased to confirm the terms of our recent agreement dated [date], regarding the provision of [services/products]. This letter serves as a formal confirmation of the terms and conditions outlined in the contract.[Company Name] agrees to provide [specificservices/products] to [Client's Name] in accordance with the terms and conditions set forth in the contract. Theservices/products will be delivered on [date] and will be completed by [date]. The total cost of the services/products is [amount], payable in [payment terms].Additionally, [Client's Name] agrees to provide [any necessary information or materials] to [Company Name] in a timely manner to facilitate the successful completion of the project.If you have any questions or require any further clarification regarding the terms of the contract, please do not hesitate to contact me. We are committed to ensuring the successful completion of this project and look forward to a long and mutually beneficial partnership.Thank you for your continued trust and support. We are excited about the opportunity to work with you.Best regards,[Your Name][Title][Company Name]3. Write an email to follow up with a client after a meeting to discuss a potential partnership.Subject: Follow-up on Our MeetingDear [Client's Name],I hope this email finds you well. I wanted to follow up on our recent meeting where we discussed the possibility of partnering with [Company Name]. It was a pleasure meeting with you and learning more about your business needs and objectives.I believe that [Company Name] has the expertise and resources to provide valuable solutions to [Client's Name]. We are excited about the possibility of working together and believe that a partnership between our two companies could be mutually beneficial.I would like to schedule a follow-up meeting to further discuss how we can move forward with this potential partnership. Please let me know a date and time that works for you, and I will do my best to accommodate your schedule.Thank you once again for considering [Company Name]. We are looking forward to the opportunity to work together and create a successful partnership.Best regards,[Your Name][Title][Company Name]In conclusion, effective business correspondence is essential in building and maintaining successful business relationships. By using clear and professional language in emails and letters, you can convey your message clearly and leave a positive impression on your clients and partners. Remember to always follow up on meetings and agreements to ensure that all parties are on the same page and that expectations are met.。

Unit 1 GlobalizationPart I Business V ocabularyDirections: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence.1 There are too many examples in aviation and other _____ B _____ of what has happened to companies that have tried to do that.A sectionsB sectorsC segmentsD components2 It would not _______ A ________ earlier mistakes such as attempting to enter the train or boat-building business.A repeatB makeC recognizeD produce3 He is impressed, he says, by the way in which oil companies have ____ D _____ from losing national images.A obtainedB gotC reachedD benefited4 Royal Dutch/Shell is another group which manages to ______D_________ itself asa local company in which it operates.A displayB exhibitC showD present5 When the Japanese tyre group Bridgestone entered the US market, it made an _________ C _______, buying the local production base of Firestone.A saleB purchaseC acquisitionD overpayment6 If a company wishes to enter the Chinese market, it usually looks for a local ________ D ________ who will cooperate in setting up a joint venture.A manB talentC managerD partner7 If you’re ______ C ______ don’t go to Oslo – it’s Europe’s most expensive city.A hardB hardyC hard upD hard down8 A survey has _______A_________ with some interesting information about the cost of living in our major cities.A come upB show upC put upD live up9 Meals at restaurants cost a _________ C ________ and drinks are very pricey.A expenseB priceC fortuneD fate10 Being kept waiting, being connected to voice mail or being passed on to someoneelse are all common ________ D _______.A flashesB firesC firecrackersD flashpoints11 Reasons for this are ________ B _________, according to Reed.A three piecesB threefoldC threeD triple12 Increasing numbers of transactions take place entirely by phone, from ___ D ____insurance to paying bills.A doingB sellingC buyingD arranging13 As companies move towards ‘remote working’, the need for the right tone of voice_______ A _______ to every level of the organization.A extendsB stretchesC expandsD attaches14 However, globalization has brought problems in the compan y’s overseas plants,and this is having a bad ________ A _______ on its share prices.A effectB influenceC affectD consequence15 A journalist from the Eastern Economist Review suggested recently that thecompany could become the _______ B _______ of a takeover if it didn’t sort out its problems soon.A aimB targetC objectiveD purpose16 Although this helps to lower costs, the materials are often of poor quality. This hasresulted in _______ C _______ orders.A placedB placingC cancelledD canceling17 Recently, a German distributor refused a D of 50,000 blouses.A dealB transactionC cargoD consignment18 When customers want last-minute changes to clothing, the plants cannot meetcustomers’ tight _______ D ______.A timesB periodsC datesD deadlines19 Its latest _______ B ______ were described by a famous fashion expert as ‘boring,behind the times and with no appeal to a fashion-conscious buyer’.A seriesB collectionsC sequencesD present20 Factory workers complain about their wages. They are often expected to work_______ C ________ without extra pay.A overB timeC overtimeD timelyPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 资本外逃fight of capita2 福利welfare beneifts3 相互让步give-and-take4 国家形象national image5 航空航天公司aerospace company6 全球化公司global company7 就业问题employment problems8 生活水准living standard9 跨文化问题cross-cultural problem10 合资企业joint venture11 本地合伙人local partner12 许可协议licensing agreement13 通货膨胀率inflation rate14 市场调研market research15 远程办公remote working16 全球会议global conference17 股票价格share price18 顾客需求customers’ needs19 低价战略low-pricing strategy20 员工流动率staff turnoverPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.There are too many examples in aviation and other sectors of what has happenedto companies that have tried to do that.在航空业和其他行业中想要原地踏步而以失败告终的例子比比皆是2.People are much more likely to express anger over the phone, rather than inwriting or face to face.和书信及面对面交流比起来，人民更容易在电话上发火。

职通商务英语第二版unit7-10课后题答案1、4．—Let's fly a kite when you are ________ at the weekend.—Good idea. [单选题] * A．warmB．kindC．smallD．free(正确答案)2、It’s very hot. Please _______ your coat. [单选题] *A. look afterB. take off(正确答案)C. take onD. put on3、This is not our house. lt belongs to _____. [单选题] *A. the Turners'B. the Turners(正确答案)C. Turner'sD. Turners4、Marie is a _______ girl.She always smiles and says hello to others. [单选题] *A. shyB. friendly(正确答案)C. healthyD. crazy5、_____you may do, you must do it well. [单选题] *A.WhichB.WheneverC.Whatever(正确答案)D.When6、The Titanic is a nice film. I _______ it twice. [单选题] *A. sawB. seeC. have seen(正确答案)D. have saw7、Ladies and gentlemen, please fasten your seat belts. The plane _______. [单选题] *A. takes offB. is taking off(正确答案)C. has taken offD. took off8、The house was completed five months ago. [单选题] *A. 完成(正确答案)B. 复杂C. 开始D. 装着9、The boy lost his（）and fell down on the ground when he was running after his brother. [单选题] *A. balance(正确答案)B. chanceC. placeD. memory10、Mom is making dinner. It _______ so nice! [单选题] *A. smells(正确答案)B. tastesC. feelsD. sounds11、As soon as he _______, he _______ to his family. [单选题] *A. arrived, writesB. arrived, writtenC. arrived, wrote(正确答案)D. arrives, write12、40．Star wars is ______ adventure film and it is very interesting. [单选题] *A．aB．an (正确答案)C．theD．/13、It _______ him ten minutes to solve the problem. [单选题] *A. spentB. took(正确答案)C. costD. paid14、—______ my surprise, Zhu Hui won the first prize in the speech contest. —But I think hecould, because he kept practicing speaking.（）[单选题] *A. To(正确答案)B. AboutC. ForD. In15、Kate has a cat _______ Mimi. [单选题] *A. called(正确答案)B. callC. to callD. calling16、In 2019 we moved to Boston,（）my grandparents are living. [单选题] *A. whoB. whenC. where(正确答案)D. for which17、Don’t play games on the computer all day. It’s ______ for your eyes. [单选题] *A. bad(正确答案)B. usefulC. helpfulD. thankful18、The city is famous _______ its beautiful scenery. [单选题] *A. for(正确答案)B. ofC. asD. to19、They took _____ measures to prevent poisonous gases from escaping. [单选题] *A.efficientB.beneficialC.validD.effective(正确答案)20、I’m sorry there are ______ apples in the fridge. You must go and buy some right now.（）[单选题] *A. a littleB. littleC. a fewD. few(正确答案)21、_______ your parents at home last week? [单选题] *A. IsB. WasC. AreD. Were(正确答案)22、____ father is a worker. [单选题] *A.Mike's and Mary'sB. Mike and Mary's(正确答案)C. Mike's and MaryD. Mike and Marys'23、—______ do you play basketball?—Twice a week.（）[单选题] *A. How often(正确答案)B. How muchC. How manyD. How long24、--Could you please tell me _______ to get to the nearest supermarket?--Sorry, I am astranger here. [单选题] *A. whatB. how(正确答案)C. whenD. why25、The people’s Republic of China _______ on October 1, 1 [单选题] *A. foundB. was founded(正确答案)C. is foundedD. was found26、—Do you know ______ box it is? —It is ______.（）[单选题] *A. who; myB. whose; meC. who; herD. whose; hers(正确答案)27、For the whole period of two months, there _____ no rain in this area. Now the crops are dead [单选题] *A. isB. wasC. has been(正确答案)D. have been28、There are many beautiful _______ in the wardrobe. [单选题] *A. bookB. dresses(正确答案)C. cell phoneD. grocery29、94．—Let’s go out for a picnic on Sunday.—________. [单选题] * A．Nice to meet youB．Here you areC．The same to youD．Good idea(正确答案)30、The plane arrived at London airport _______ Wednesday morning. [单选题] *A. on(正确答案)B. atC. inD. for。

国贸1094班商务英语写作课后习题答案整理考试题型：1. 词汇（汉译英）15%2. 介词填空 15%3.选择题(课后) 15%4. 句子翻译 25%5. 写信 30%第一单元：商务书信写作的基础知识1．(1) Shaanxi Machinery & Equipment Imp. & Exp. Corporation(2) 29 ChangleZhong Road Xi’an, China(3) Tel: (86 29) 85332653(4) Fax:（86 29）85335496(5) Sept. 9, 20(6) The Pakistan Trading Company(7) 15 Broad StreetKarachi, Pakistan(8) Attebtion: Export Dept.(9) Dear Sirs,(10) Re: (Oil Tools)(11) We thank you for your letter dated……(message)(12) Yours Faithfully,(13) Shaanxi Machinery & Equipment Imp. & Exp. Corporation(Signature)Wang WeiManager第二单元：建立贸易关系及信用调查1.(1)-(5) cdbbb (6)-(10) bdcbb2.(1) regards, say (2)specialized,with(3)with,by(4) If,interesting,enquiry(5)available(6) popularity (7)finances, to (8) compliance3. (1) We are one of the leading importers dealing in electronic productsin the area, and take this opportunity to approach you in the hopeof establishing business relations.(2) We have been engaged in handling importing and exporting ofmachinery and equipment for many years, and our products have enjoyedgreat popularity in many countries.(3) We owe your name and address to the Commercial Counselor’s officeof our Embassy in Beijing.(4) We are given to understand that you are a manufacturer of dailychemicals. One of our clients intends to buy cosmetics from yourcountry. We will appreciate it highly if you can airmail thecatalogue and the price list of your products available at present.(5) For our credit standing, please refer to the Bank of China, ShanghaiBranch4.略第三单元：单元询价及回复1.(1)-(5) bbbba (6)-(10) ddcba2.(1) Pease quote us your best price CIF Shanghai, inclusive of our 3%commission.(2)Should your price be found competitive, we intend to place with youan order for 300,000 yards of Cotton Cloth.(3) One of our customers is now interested in the Qingdao HaierRefrigerator made in your country. Please offer CIF London for 400sets to be delivered in April.(4)To enable you to have a better understanding of our products, weare sending you by air 5 copies of our catalogue and 2 sample books.(5)In reply to your enquiry dated April 28, we are now sending youour latest price list for your reference.3. Dear Sirs,We learn from a friend in Shenzhen that you are exporting lightindustrial products, especially electric appliances. There is a steadydemand here for the above-mentioned commodities of high quality atmoderate prices.Will you please send us a copy of your catalogue, with details of yourprices and terms of payment. We should find it most helpful if youcould also supply samples of these goods.Faithfully Yours,4.Dear Sirs,RE: Electric SawWe are in the market for electric saws. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Xi’an, please also state your earliest possible delivery date, your terms of payment, and discount for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Faithfully Yours5. Dear Sirs,We welcome you for your enquiry of May 5 and thank you for your interest in our products. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us.We await your acceptance by fax.Faithfully Yours,第四单元：报价、推销信、报盘和还盘1.(1)on, to (2)to, of, to (3) until (4)to, of (5)to, for (6)by, in,in, for(7)from, within (8)in (9)of, on (10)for, of, on, of(11)offer, at, on, for (12)of, at, per, on(13)to, reply, reaching, at(14)by, for, in, of, at (15)for, offer \ give, of2. (1)We are studying the offer and hope that it will keep open till theend of the month.(2)We believe that you will place a large order with us owing to thehigh quality and reasonable price of our products.(3)We will allow you 10% discount if you purchase 5000 dozens or more.(4)As to terms of payment, we often require a confirmed, irrevocableletter of credit payable by draft at sight.(5)You are cordially invited to take advantage of this attractive offer.We are anticipating a large order from the United States, and that will cause a sharp rise in price.(6)We will send you a firm offer with shipment available in the earlyMay if you order reaches us before March 10.(7)Because there is a brisk demand for the goods, the offer will beopen only for 5 days.(8)We are giving you a firm offer, subject to your reply here by 5 p.m.our time, Tuesday, July 7.3. Dear sirs,In reply to your letter of May 5, we are giving you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, October 15, 2008, as follows:Commodity: Boots for ladiesSpecifications: more than 20 assortments with new designs of brown or red colors (detailed in catalogue)Quality: the leather used is of superior qualityPrice: CIF Guangzhou US$ 95 to 300 according to various designs Payment: Confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment. Packing: at the buyer’s optionShipment: September.第五单元：订单、接受和回绝1.(1)on, fulfill(或execute), with, to, without(2)to, with, on(3)of, from, for, on, terms (4)with, in, in, to, on, of(5)in, for, of2. (1)-(5) cacac (6)-(10) ccdba3. (1) We shall place a trial order with you for 500 sets if you will giveus a 5% commission.(2) We are working on your Order No. 678 at present and please believethat we will effect the shipment within the time you stipulated.(3)Owing to heavy commitments, many orders haven’t been made, we canonly accept orders for October shipment.(4) Our stock is exhausted and we are not in a position to accept freshorders. However, we will contact you as soon as new supplies are available.(5) Shipment should be made during August to October in three lots, with100 tons each.4. Dear Sirs:We are pleased by your prompt reply to our inquiry of July 10, 2003 andnow wish to order from you as our Order No. 321 enclosed.6. Dear Sirs:We are pleased to have received your Order by fax dated March 10for 500 sets of knitting machinery. Thanks.We have immediately contacted the manufacturer. But they refused our request politely since the machines sell well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally pro mised to accept the order and to make delivery of 100 sets each month, beginning from next January.We are aware that you are in urgent need of the products, but uncertain whether you will agree on the above delivery date. We are making contact with manufacturers elsewhere and will letyou know as soon as there are any favourable news.Meanwhile, we are enclosing our catalogue covering all the art icles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement.Yours faithfully第六单元：售货确认书及购货合同1.（1）包装：货物须包装于新的适应长途海运（包裹/空运）和天气变化的牢固木箱，并具有防潮防震之功能。

Lesson (1)International business refers to transaction between parties from different countries. Sometimes business across the borders of different customs areas of the same country is also regarded as import and export, such as business between Hong Kong and Taiwan.International business involves more factors and thus is more complicated than domestic business. The followings are some major differences between the two:1．The countries involved often have different legal systems, and one or more parties will have to adjust themselves to operate in compliance with the foreign law. 2．Different counties usually use different currencies and the parties concerned will have to decide which currency to use and do everything necessary as regards conversion etc. Uncertainties and even risks are often involved in the use of a foreign currency.3．Cultural differences including language, customs, traditions, religion, value, behavior etc. Often constitute challenges and even traps for people engaged in international business.4．Countries vary in natural and economic conditions and may have different policies towards foreign trade and investment, making international business more complex than domestic business.With the development of economic globalization, few people or companies can completely stay away from international business. Some knowledge in this respect is necessary both for the benefit of enterprises and personal advancement. International business first took the form of commodity trade, i. e. exporting and importing goods produced or manufactured in one country for consumption or resale in another. This form of trade is also referred to as visible trade.Later a different kind of trade in the form of transportation, communication, banking, insurance, consulting, information etc. gradually became more and more important. This type of trade is called invisible trade. Today, the contribution of service industries of the developed countries constitutes over 60 ％of their gross domestic products and account for an increasing proportion of world trade.Another important form of international business is supplying capital by residents of one country to another, known as international investment. Such investments can be classified into two categories. The first kind of investments, foreign direct investments or FDI for short is made for returns through controlling the enterprises or assets invested in in a host country. The host country is a foreign country where the investor operates, while the country where the headquarters of the investor is located is called the home country. The second kind of investment, portfolio investment refers to purchases of foreign financial assets for a purpose other than controlling. Such financial assets may be stocks, bonds or certificates of deposit. Stocks are also called capital stocks or bonds. Bonds are papers issued by a government or a firm with promise to pay back the money lent or invested together with interest. The maturity period of a bond is at least one year, often longer, for example five, or even ten years. Certificates of deposit generally involve large amounts, say 25 thousand US dollars.Besides trade and investment, international licensing and franchising are sometimes taken as a means of entering a foreign market. In licensing, a firm leases the right to use its intellectual property to a firm in another country. Such intellectual property may be trademarks , brand names , patents , copyrights or technology. Firms choose licensingbecause they do not have to make cash payments to start business, and can simply receive income in the form of royalty. Besides, they can benefit from locational advantages of foreign operation without any obligations in ownership or management. The use of licensing is particularly encouraged by high customs duty and non-tariff barriers on the part of the host country. However, it is not advisable to use licensing in countries with weak intellectual property protection since the licensor may have difficulty in enforcing licensing agreement.Franchising can be regarded as a special form of licensing. Under franchising, a firm, called the franchisee, is allowed to operate in the name of another, called the franchiser who provides the former with trademarks, brand names, logos, and operating techniques for royalty. In comparison with the relation between the licenser and the licensee, the franchiser has more control over and provides more support for the franchisee.The franchiser can develop internationally and gain access to useful information about the local market with little risk and cost, and the franchisee can easily get into a business with established products or services. Franchising is fairly popular especially in hotel and restaurant business. Other forms for participating in international business are management contract, contract manufacturing, and turnkey project.Under a management contract, one company offers managerial or other specialized services to another within a particular period for a flat payment or a percentage of the relevant business volume. Sometimes bonuses based on profitability or sales growth are also specialized in management contracts. Government policies often have a lot to do with management contracts. When a government forbids foreign ownership in certain industries it considers to be of strategic importance but lacks the expertise for operation, management contracts may be a practical choice enabling a foreign company to operate in the industry without owning the assets.By contract manufacturing, a firm can concentrate on their strongest part in the value chain, e. g. marketing, while contracting with foreign companies for the manufacture of their products. Such firms can reduce the amount of their resources devoted to manufacture and benefit from location advantages from production in host countries. However, loss of control over the production process may give rise to problems in respect of quality and time of delivery.For an international turnkey project, a firm signs a contract with a foreign purchaser and undertakes all the designing, contracting and facility equipping before handing it over to the latter upon completion. Such projects are often large and complex and take a long period to complete. Payment for a turnkey project may be made at fixed total price or on a cost plus basis. The latter way of payment shifts the burden of possible additional cost over the original budget onto the purchaser.BOT is a popular variant of the turnkey project where B stands for build, O for operate and T for transfer. For a BOT project, a firm operates a facility for a period of time after building it up before finally transferring it to a foreign company. Making profit from operating the project for a period is the major difference between BOT and the common turnkey project. Needless to say, the contractor has to bear the financial and other risks that may occur in the period of operation.Answer the following questions:What does international business refer to? Please tell the difference between international business and domestic business.A:International business refers to transaction between parties from different countries. Sometimes business across the borders of different customs areas of the same country is also regarded as import and export.Some major differences between international business and domestic business is following:Differences in legal systemsDifferences in currenciesDifferences in cultural backgroundDifferent in natural and economic conditionsPlease explain the differences between visible trade and invisible trade. Which is becoming more and more important and accounts for an increasing proportion in international trade?A: Visible trade is the form of commodity trade. The form of transportation, communication, banking, insurance, consulting, information etc. is called invisible trade or service industries. The later is become more and more important.Can you cite some examples to illustrate cultural differences in international business? A: Cultural differences including language, customs, traditions, religion, value, behavior etc. Please elaborate on the two categories of international investment. What is their major difference?A: FDI (Foreign direct investment) is made for returns through controlling the enterprises or assets invested in in a host country. Portfolio investment refers to purchases of foreign financial assets for a purpose other than controlling. Such financial assets may be stocks, bonds or certificates of deposit.What is licensing? Why do firms sometimes choose it as a means of entering a foreign market?A: In licensing, a firm leases the right to use its intellectual property to a firm in another country. They choose licensing because they do not have to make cash payments to stat business, and can simply receive income in the form of royalty. Besides, they can benefit from locational advantages of foreign operation without any obligations in ownership or management. The use of licensing is particularly encouraged by high customs duty and non-tariff barriers on the part of the host country.What is franchising? How is it different from licensing?A: Under franchising, franchisee is allowed to operate in the name of another, franchiser who provides the former with trademarks, brand names, logos and operating techniques for royalty. In comparison with the relation between the licenser and the licensee, the franchiser has more control over and provides more support for the franchisee.What is a management contract? Under what conditions is it most applicable?A: Under a management contract, one company offers managerial or other specialized services to another within a particular period for a flat payment or a percentage of the relevant business volume. When a government forbids foreign ownership in certain industries it considers to be of strategic importance but lacks the expertise for operation, management contracts maybe a practical choice enabling a foreign company to operate in the industry without owning the assets.What is an international turnkey project? In what way is its variant BOT different from it? A: For an international turnkey project, a firm signs a contract with a foreign purchaser and undertakes all the designing, contracting and facility equipping before handing it over to the latter upon completion. For a BOT project, a firm operates a facility for a period of time after building it up before finally transferring it to a foreign company. Making profit from operating the project for a period is the major difference between BOT and the common turnkey project.。

一.判断1.We operated at break-even point for most of 1 999.→2.Prices really began to take off early this year.↑3.The over-supply of shares depressed the markets. ↓4.Performance of the shares exceeded all expectations. ↑5.The markets showed investors' lack of confidence.↓6 None of the analysts predicted the collapse.↓7 Merger rumours caused share prices to shoot up. ↑8 Prices fluctuated but remained fairly steady overall.→9. He's been overtaxing himself a bit lately.↓10.Our new line manager's realty created a team spirit. ↑11.Some members of staff are struggling to cope with some of the new technology.↓12.We have noticed that old courtesies have tended to disappear since we've been using e-mail.↓13.My new workstation makes it a bit more convenient for doing any confidential work.↑14.Flexible working means there's less of a conflict between my work and home life.↑二.选词填空1.The telecoms sector was rocked when Vodafone launched a hostile takeover bid for Mannesmann.2 After merging with an Italian company, we had to re-assess our language training needs.3 The chairman told shareholders that accepting the offer would lead tolong-term growth in sales.4 The merger will help us to secure a competitive advantage over our biggest rivals.5 There is no doubt that the merger will deliver substantial cost benefits6 To fight a hostile bid, the company announced plans to streamline the workforce by cutting 2000 jobs.7 The move led to a major restructuring programme,especially in duplicated areas such as administration.8 After a period of major expansion through acquisition, we began to lose focus of our core activities.P39-40I Organizers can promote an exhibition by placing an advertisement in a newspaper or magazine.2 Exhibition organizers often respond to esquires with a standard letter of reply3 Companies interested in exhibiting have to complete an application_ form and send samples.4 The design of the stand and publicity material needs to fit in with our corporate image.5 Earls Court hosts many top international events throughout the year.6 One of the main benefits_ for exhibitors is the chance to meet customers face to face.7 Exhibition organizers often reserve a number of stands for first time exhibitors.8 Buyers come from independent retailers as well as large department stores.9 At an exhibition, visitors can see the actual goods rather than just photos in brochures.1. Organisers can promote an exhibition by placing an advertisement in a newspaper or magazine.2 Exhibition organisers often respond to enquiries with a standard letter of reply3 Companies interested in exhibiting have to complete an application _ form and send samples.4 The design _ of the stand and publicity material needs to fit in with our corporate image.5 Earls Court hosts many top international events throughout the year.6 One of the main benefits for exhibitors is the chance to meet customers face to face.7 Exhibition organisers often reserve a number of stands for first time exhibitors.8 Buyers come from independent retailers as well as large department stores.9 At an exhibition, visitors can see the actual goods rather than just photos in brochures1. Many UK financial service companies are particularly keen to _invest in China.2 Ensure that you warn your hosts in advance if you intend to use audio-visual equipment.3 This year direct UK exports to amount to China are estimated to well over £ I bn.4 Having entered China, many UK companies are now looking to _buil to their success.5 When entering the Chinese market, a company has to allow for _ regional differences.6 Another tip for companies is to participate in as many local trade fairs and exhibitions as possible.7 Mailshots are not advisable as the Chinese rarely respond to them.8 Visitors should _enquire about the host's children as the family counts above all else in China.P52e-business is using internet __ technology to transform basic business processes.Most large companies now have a website _ where customers can access product information.The Internet is very flexible and allows companies to update their news bulletins _ very quickly.Many people worry about using credit cards to make financial transactions over the Internet.More and more people are getting connected to the Internet and then buying goods onlineMany large companies have a secure company-wide computer network called an intranetThe challenge is to integrate _ Internet technologies into the company's business processes.In order to access the World Wide Web, you need to use a web browser Companies have to remember that e-business is about customers and not technology.5aP85I We pay competitive salaries because we don't want our people to feel_unappreciated and undervalued.2 Some managers are _incapable of understanding that an employee's goals might not be the company's.3 You can motivate workers by ensuring that they always have interesting and varied work.4 I find it a lot easier when I'm working towards specific objectives and goals.5 Progress meetings tend to be spontaneous and held at pretty _irregular intervals.6 Any motivational technique will be ineffective if the employees are determined not to enjoy their work.7 All the way through the negotiations both sides remained _inflexible _ on the issue of longer hours.8 Management dismissed the union's behaviour as irresponsible and unreasonable.三.介词填空I The company is separated into several different business units.2 People come together fora specific purpose and then go on to join new teams,3 Some managers worry that staff can only work if they're under direct supervision.4 I spend most of my day working on the company network.5 Some people find it hard to cope with working from home.6 Management should encourage staff to use information on behalf of the organization.P511.There's a connection betweenlifestyle and performance in the workplace.2 The use of e-mail has a definite impact on things like formality in the office environment.3 We're very dependent on_ the intranet, so if it goes down our operations are badly affected,4 Some jobs, such as marketing, are more suited to flexible working than others.5 I bumped into_ Sarah at the cafe this morning.6 The company I'm working for now has even got a gym and a cafe on site.5aP87I I prefer working on big projects because I like to have something to get my teeth into2 A lot of the problem stems from a personality clash between Helen and her iMe manager.3 Attitudes _to motivational techniques vary substantially within the workforce.4 In terms of pay and conditions, I don't think we are falling _behind our competitors.5 There's a lack _of promotion opportunities.6 Not working overtime is often seen _as a failure to show commitment to the company.5bP861.Headhunting is on the increase as advertising becomes less and lesscost-effective.2 Headhunters are able to target people who are not actually _on the job market.3 A headhunter will always make a careful note of names _for future reference.4 Recruitment in the UK is divided into agency recruitment, advertising or executive search.5 Headhunters can offer companies access to commercially sensitive information.6 Executive search firms monitor Internet forums, noting any interesting names they come across_7 The headhunter assists _in the offer process.8 You don't need to be fed up _with_ your job to be susceptible to an approach from a headhunter,9 A brilliant contribution to___ an Internet forum could possibly attract the attention of a headhunter.四.阅读1bP14Research has shown that in today's dynamic working environment the traditional job description is no longer doing its job. Today's jobs are not (I) static_ - they are constantly changing. This leads to (2) ambiguity_ , with employees uncertain of their precise work roles. This can be illustrated by the following quotation from a job description: 'Meet or exceed customer (3) expectations The initial reaction may be that this (4) statement_ is perfectly clear but on closer examination it poses a number of questions. For example, is it (5) authoring employees to do whatever they feel is necessary to (6) achieve_ this end without restrictions? Or is it saying (7) _ follow our procedures and this will be the outcome? Who knows? Perhaps the manager, but the description certainly does not (8) clarify_ things sufficiently from the employee's point of view.1.Many firms now offer home-based working opportunities√2.to their staff as those demands for more flexible3.arrangements grow. Companies such like the BBC, for4.example, are running pilot schemes where managers, √5.journalists, producers and accountants all have work from6.home. The manager of one project said, 'It is popular with √7.all staff. They are lot happier, use their time more8. productively and are less stressed. They are saving money √9.by not commuting and can spend themselves more time10.with their families.' He also mentioned the need for √11.home-based staff and to be able to cope with technology.12.'Good information technology support is the absolutelycrucial to the success of an一home-working scheme.3aP391 With a reference to your letter dated 13 November, in2 which you requested information about our forthcoming √3 exhibition 'Management in Action', please do find4 enclosed details about this and future events in the region. √5 'Management in Action' which is the showcase event for6 the region's major business training organizations. This √7 year's exhibition it includes thirty free taster workshops,8 covering these areas such as motivation, health and safety,9 team-building, presentation skills and e-commerce. If you√10 require any further information, and please do not11 hesitate to contact either myself or Elizabeth Wellington √12 on 01952 345642. We are look forward to hearing from you in the near future.5aP85I The findings are being based on interviews with ten senior2 managers and two directors which as well as a3 questionnaire sent to more than fifty employees at the √4 leisurewear manufacturer's main production facility in √5 Suffolk. It was found that such levels of staff motivation6 were extremely low throughout of the organization. In7 particular, staff expressed any dissatisfaction with their8 current salary levels and said they felt undervalued by the√9 company. It was also found that those inflexible working10 hours are a certain major grievance among staff at all √11 levels. Other reasons given for job dissatisfaction included √12 uncooperative colleagues, lack of the clear objectives and too much responsibility.P25The first time I ever bought (I) shares _was in I 988. It was during the(2)_flotation of British Telecom. I didn't really know anything about the stock market but a friend of mine is a (3) _broker and he told me BT would be a safe(4) investment _. Since then, he's also taught me all about how to read the(5)listings _ in the financial press. Of course, I pay him some (6) _commission but I think he gives me a lot more help than he would a normal client. He'll phone me, for example, if he hears a rumour about a (7) merger _ or a takeover. He also gives me good information about companies, such as who pays their shareholders the biggest (8) dividends _ and things like that. His advice doesn't guarantee success, of course, but it's certainly a great help.P52Many companies have recently been taking their first tentative steps in the world of electronic business. Initially. they expected the Internet to be (I) _no/litte more than an 'add on' to (2) their _ current business procedures. However, companies are now discovering (3)that/how electronic business will not just prove to be an efficient or cheaper sales channel (4) _but willfundamentally change the way they do business. Companies in sectors (5) _ such as retailing or financial services are already realising substantial savings by using the Internet to encourage (6)the _ growth of 'self-service' activities for customers and suppliers. Corporate intranets now allow staff to access training at (7) _any_ time and make travel arrangements and file expenses on-line, reducing the costs (8) _which/what . are common to such processes.Advanced Technologies plc, the automobile components manufacturer, yesterday agreed (I) _to_ consider an offer from the French-based Avignon Group of 68p a share. This latest bid, which (2)is _ an increase of13 p on their original offer, beats (3) _that of German rival Hellman AG, who last week offered 60p a share. The bid values Advanced at £ 19m, almost twice (4) its market capitalization when it was floated in 1996. It is not yet clear (5) whether_ Hellman will return with a counter-bid. Advanced Chairman Tom McGillis said the company would (6) _ not contact any other parties for two weeks (7)while _ it considered Avignon's newest offer An Avignon spokesman said that the merger would deliver immediate benefits to the company (8) _such as cost savings andlong-term sustainable shareholder value.Well. I've been here for a few months now and l<m really enjoying it. It's quite different from my last job. for one thing. the working (I) environment is definitely very different from the old company. The managers have (2) pushed flexible working up the agenda and (3) identified areas where it would make more (4) sense to work from home. After all, if we are all (5) Iogged onto the same network, then the (6) location of your workstation doesn't really matter, does it? It's just as easy to (7) contribute to a team using e-mail and the telephone. Working from home is a win-win situation because it increases efficiency and cuts the time it (8) takes traveling to the office.P98increased exposed to international business means that Japanese companies are not always as traditional as in the past. (2) However there are still a number of important cultural factors which need to be considered when doing business in Japan.•During negotiations, it is common for there to be long periods of silence (3) while your Japanese colleagues formulate their response.•The Japanese will still usually avoid saying 'no'. You may (4) therefore leave a meeting with the wrong impression.•Japanese meetings tend to be more formal than those in the USA, with people being addressed by their title and surname (5) as opposed to their first names.•Dress is a very important issue for the Japanese, with a smart suit and tie, the expected dress code in all business situations.•Business remains still very much a male domain and(6) although inroads have been made by Japanese women, it is still unusual to find them in high level positions. (7) Similarly works in senior position' tend to be older than their counterparts in the USA.。

Unit 1 Company Profile1. Translate the following Chinese terms into English. candidate patentindustry personnel registered trademarkcore competency domain nameintended market emerging marketheadquarter multinational corporationChief Executive Officer stakeholder2. Translate the following English terms into Chinese. 股本，股金总额股本，股金总额以人为本的解决方案以人为本的解决方案精于心简于形精于心简于形对客户的深入了解对客户的深入了解工业革命工业革命回收利用回收利用3. Translation: 宝洁公司始创于1837年，是世界上最大的日用消费品公司之一。

年，是世界上最大的日用消费品公司之一。

20072007财政年度，公司全年销售额达682亿美元。

亿美元。

在《财富》杂志评选出的全球在《财富》杂志评选出的全球500家最大企业中，排名第74位。

宝洁公司在全球80多个国家设有工厂或分公司，所经营的300多个品牌的产品畅销160多个国家和地区，其中包括美容护理、居家护理、吉列产品等。

每天，天，在世界各地，在世界各地，在世界各地，宝洁公司的产品与全球消费者发生着三十亿次亲密接触。

宝洁公司的产品与全球消费者发生着三十亿次亲密接触。

宝洁公司的产品与全球消费者发生着三十亿次亲密接触。

宝洁宝洁大中华业务区包括1988年成立的中国大陆分公司、年成立的中国大陆分公司、19871987成立的香港分公司和1985年成立的台湾分公司。

年成立的台湾分公司。

一九八八年，宝洁公司在广州成立了在中国的第一家合资企业－广州宝洁有限公司，从此开始了其中国业务发展的历程。

第三章It is not difficult to insure high-speed growth of the national economic through expanding investment on a large scale, but it is difficult to realize effective economic growth and raise the enterprises' capital profit rate and productivity. It is better to change investment structure and orient the investment to infrastructure industries of the national economy such agriculture, energy, and communications than to blindly channel capital into real estate and securities; however, investment in the infrastructure industry will not (ate least in the short term) bring high economic benefits. It is imperative to orient the investment to enterprises with better economic benefits, but in China, enterprises with better economic benefits, State-owned enterprises in particular, have been concentrated on the highly monopolized industries such as tobacco, petrochemicals and telecommunications, and the high-speed development of theses enterprises will play a limited role in promoting the whole of society.要通过大规模地扩大投资来保证国民经济的高速增长并不难，难就难在要实现经济的有效增长以及提高企业的资本利润率和生产力。