Chapter 2 Business Letters
1.范文一：征询信息
按照惯例，求职信和个人简历中通常要列出几位推荐人（Reference）的姓名、职务和地址，供录用单位进一步咨询或了解情况；推荐信上也会注明推荐人的姓名、职务和地址，便于招聘单位获得应聘者的更多信息。东方航空公司初步决定录用蒋珊珊以后，需要了解更多关于她的情况，以便安排她到天津机场工作。于是，人事部经理登特向蒋珊珊的推荐人倪哲诚写了下面这封信。
CHINA EASTERN AIRLINES COMPAMY LIMITED
2240 S Wentworth
Chicago, IL 60616
Phone: 312-326-1218
Fax: 312-326-4928
Phone: 800-790-6982
February 15, 2003
Mr. Ni Zhecheng
CTS Electronics Company, Ltd.
53 Mu Ning Road
Tianjin 300457
Dear Mr. Ni,
Re: JIANG SHANGSHANG
Jiang Shanshan has been accepted for a position as Passenger Service Agent with China Eastern Airlines at Tianjin Airport.
In order for Jiang Shanshan to work at Tianjin Airport, she must have a special PASS which would permit her to visit high security areas. She has given your name as a reference.
I would appreciate it if you could complete the enclosed form and return it to us as quickly as possible. She is due to start work with us on March 15, but can only do so after we receive you reference.
Thank you for your cooperation. I enclose a stamped addressed envelope.
Y ours sincerely
J. P. Dent
J. P. Dent
Personnel Manager
2.范文二：业务介绍
业务介绍信是公司企业用来与其他单位建立业务关系的信函。这种信函通常由三部分组成：一是自我介绍，介绍本公司的经营范围、规模、历史等；二是正文，可介绍或描述公司推销的产品或要购买的产品，也可提及建立业务关系的原则和交易的条件；三是结尾部分，一般可提出彼此合作、发展互惠互利贸易关系的希望，或对进一步接触做出安排，还可以列出随信寄送的附件。
Red Mansion Antiquities
29 Fuxingmen Dajie
Beijing 100000
P. R. of China
July 1, 1999
Mr. Jan V an der Reep
Estate Specialist Associates
Haarlem
The Netherlands
Dear Mr. V an der Reep,
(Introduction)
I am writing to introduce myself and my company. My name is Shao Jianbo and I am with an antiques company in China.
(Body of the letter)
Our company would like to establish ties with you for a mutually beneficial relationship. We buy and sell antiques. It is our understanding that you, as estate appraisers and consultants , are involved in the disposition of antique furnishings.
(Conclusion)
I am enclosing my card and our company brochure. It would be great pleasure to meet you personally. I will be calling you next week to see what we can arrange.
Y ours truly,
Shao Jianbo
Shao Jianbo
Executive Director
Enclosures: brochure, business card.
3.范文三：推销产品
企业推销员的职责是发展和联络客户，扩大本公司的产品的市场。给客户寄送推销信，是推销员开展工作的一种重要方式。推销信通常包含业务介绍、产品信息和销售服务项目，其特点是卖方主动介绍和推销自己的产品，并以优惠的价格及付款条件、优良的质量与售后服务承诺来吸引顾客。这种信函的写作要求文辞清晰、简洁，产品描述具体、准确，以实现商家和顾客之间有效沟通、成功销售本公司产品的目标。
Asian Beauty Products, Inc
450 Xingfa Street Suite 102
Dongguan City, Guangzhou 511700
March 12, 2003
Chen’s Beauty Spa
125 Dongting A venue
Changde City , Hunan 415000
Dear Ms. Chen,
My name is Song Jia and I am an account representative with Asian Beauty Products, Inc. in Dongguan City, Guangdong province.
The reason I am writing to you is that we have an exceptional new line of cosmetic products that give long-lasting improvement in skin and hair, and that have been good sellers in many salons.
I am enclosing a brochure and price list for your consideration. I would like to call on you next week, give you some samples, and see if you have an interest in learning more about our products. I look forward to talking to you at that time.
Sincerely,
Song Jia
Enc.: brochure , price list.
5.范文五：婉拒投标
回绝信是一种很难写的信函，既要传达拒绝客户的信息，又不能伤害其自尊和感情，因而要求态度明确而语气委婉。这种信函一般由三个部分组成：首先是感谢对方花费时间和精力参与竞标；其次告知拒绝的原因；最后鼓励客户今后申请。在信函的最后一段，通常表示今后与对方开张合作的兴趣。
October 9 , 2003
Dear Ms. Andrews,
Thank you for taking the time to submit your bid to do the construction and installation for our Happy Home project. We appreciate the time and effort you spent in preparing this.
Unfortunately, we must decline your bid at this time, as we have awarded the job to another company that has considerable experience in this type of project.
We thank you for your participation and hope we will be able to use your services at some time in the future. Sincerely,
Michael Ellworth
Michael Ellworth, Manager
Happy Homes
6．范文六：未被录用
通知申请人未被录用的信函，也是回绝信的一种。这种新的写作要求及结构与上面两封信大致一样，只是遣词造句有所不同。
January 19，2003
Dear Mr. Sherman,
Thank you for applying for the position of V ive-president of Sales in our Sales and Marketing Division. We enjoyed the time you spent with us.
It was a very difficult choice of candidates as there were many qualified applicants. Unfortunately, we can hire only one, and we chose someone more familiar with our line of products.
We will keep your application on file in the event another position becomes available. Meanwhile, we thank you for applying, and wish you the best in your future endeavors.
V ery truly yours,
Samuel Adams,
Samuel Adams,
The Pressure Sales Group
7．范文七：邀请信
邀请信是一种常见的信函形式，多用于远程邀请他人参加会议、考察、访问、合作研究、讲学、演讲、参展以及其他社交或业务活动。邀请信中一般要提供关于该项活动的完整信息，如果是会议，须交代会议的目的、主题、时间、地点等，并明确地说明邀请方所能提供的经费。具体的旅程安排可以再对方接受邀请后进行，也可以写在邀请信中。正式邀请信在遣词造句和结构等方面均要斟酌，而非正式的邀请信则比较随意。被邀请方在收到邀请信后，无论是否接受邀请，均应及时回复，以示礼貌，并便于邀请方做出相
February 19，2004
Dear Mr. Wang,
The National Tourism Directors Association will have its annual meeting on March 5-7 at the Taohuayuan Holiday Inn in Changde city. I have been asked to lead a panel discussion on ―Tourism Trends and Developments‖.
The panel will concentrate on three facets – winter tourism, summer tourism, and the development project of tourist track – and a specialist for each topic will speak for about 20 minutes. These talks will be followed by a question-and-answer period in which members of the audience participate.
Would you serve as our speaker-specialist on thee development project of tourist track? I can think of no one better qualified to fill this role. NTDA is prepared to pay all your expenses, and we can offer you the modest honorarium of 500 RMB as a panel participant. This panel is scheduled to begin at 2 p.m. on Friday the fifth and end no later than 4 p.m.
I do hope that it will be possible for you to undertake this assignment. Would you please let me know as soon as you can? If your response is favorable, I will get more information to you.
Sincerely yours,
Xiao Y an
8．范文八：感谢信
私人性质的感谢信用于表达对他人的馈赠、款待、和帮助的谢意，也得作为对吊唁信、慰问信和祝贺信的回复。感谢信在商务往来中那个也有广泛的用途，对于其他个人和公司的推荐、业务上的支持、对公司的忠诚、雇员的通力合作等，均可用感谢信的方式表达谢意。感谢信必须及时发出，语言要诚挚，长短要适中，信中要说明感谢的原因，并提及所受的益处。
October 9, 2003
Mr. Wang Y uxin
25 Weidong Road, Jiangan District
Wuhan City, Wuhan 430018
Dear Y uxin,
Y esterday I received a large order from Jinlong Auto Supply and was told by the owner, Huang Jinlong , that you were responsible for my getting the business.
I was mighty pleased to have the new business, Y uxin, but even more pleased that you thought well enough of to recommend my company to Huang Jinlong. That’s the highest recommendation I can imagine, and I’m grateful for it. Thank you!
Cordially,
Xiao Tao
9.范文九：答谢信
在商务活动中，常用简短的答谢信对被邀请参加会议、得到接见或招待表示谢意。申请职位的人，在第一次与公司有关主管会面或获得聘用之后，也应给对方写一封答谢信，这不仅是社交礼仪的需要，而且对今后开展工作也颇有益处。
India Silks
Bombay, India
April 12, 2003 Sima Hongtou
Hangzhou Trading Company
Hangzhou, Zhejiang 310000
Dear Mr. Sima,
I would like to say what a pleasure it was to have met you last Thursday. My thanks are for your having given me that opportunity.
As you know, we are looking for an exporter for our uniquely designed dresses. We think your company would best represent us.
Let me add that I hope we will have a profitable business relationship, and I look forward to working with you in the future.
Y ours truly,
Ravi Patel
Account Executive 13．范文十三：催款信
在商务信函中，催款信是写作难度很大的一种。其主旨是收回公司应得钱款，这需要有高明的语言技巧。既要强调客户支付欠款的责任，使之明了继续拖欠的后果，又不能恶言相向，动辄以采取法律行动来威胁，除非真的打算诉诸法律手段。催款信不仅要求文字有说服力，还必须做到语气友好，尽量不去冒犯客户。而且，结尾处通常还要用一些客套话，如“我们期待着你的继续支持”，“我们可以商量一个更灵活的付款方案”，“希望我们能继续合作”等，目的是给双方都留有余地。
April 1, 2003
Dear Madam,
Two months ago you purchased a physical fitness and training program from our gym. This program is a twelve-week, four-time-a-week intensive course with one of our expert trainers. At that time, you promised to pay $ 500 for this service, which we allowed you to begin without a deposit.
Five weeks have passed and we are disappointed that we have not received any money from you. Perhaps it had sipped your attention, and we would like to give you the opportunity to fulfill your obligation to us.
Please call our Accounting Department immediately and let us know when we can expect payment.
Y ours truly,
Ms. Sarah Lambert, Manager
Accounting Department
14．范文十四：询盘函
在国际贸易中，每一笔交易的完成都要经过反复的接触和沟通，包括询价、报价、询盘、报盘、还盘和接盘等一系列程序。询价是指买主向卖主了解情况，所要商品目录、价目表和样品等。如果买方对某一种特定产品有购买意向，通常要进行询盘，即向卖方打听特定商品的价格和汇款条件等情况。询价仅是订货的前奏，并无必须购买的义务。这种信函的内容通常包括该产品信息的来源、买方的业务情况、通常采用的贸易条款以及希望供货商提供的服务等。写作询盘函要做到文字简洁明了，语气热情诚恳，清楚而准确地表达自己的要求，以从对方获得全面的信息。
Linen Fabric Corporation of the United States
15 Center Park Road
New Y ork City, NY 10038
November 6, 2003
China National Textiles
Import & Export Corporation
Dear Sirs，
We have been informed by Busey Bank, Illinois that you are one of the leading exporters of textiles in Shan Dong Province and that you wish to extend your business to our market.
Y ou will be pleased to note that we are importers of bed linen and other textile products, and we have engaged in this particular line of business for more than twenty years.
At present, we are interested in your bed linen and shall be glad if you will kindly send us your latest price list for bed linen in various colors specifying sizes and designs. If possible, please also send us a sample-cutting book for our reference.
In the mean time, we think it necessary to stress the importance of the material of the bed linen used. In America, only all-cotton bed linen are salable and any synthetic fiber is not in demand. If you are in a position to meet our demand, we think your products will enjoy popular sales in our market.
For your information, we would like to state that we usually pay for our imports by sight L/C which, we feel sure, will be agreeable to you.
We anticipate your early reply.
Y ours faithfully,
Linen Fabric Corporation of the United States
Chapter 3 Memos
1.范文一：通报信息
公司各办公室之间的信息传递通常采用备忘录来进行，其长短依信息量的多少而定。此外，备忘录也是公司所有员工、同行或有业务往来人士之间进行联系的常用方式，具有“通知”的功能。当同一件事需要通知到几个人甚至几十个人时，就不必写几十封信。而只需发个备忘录即可。2003年5月15日，天河对外贸易学校外事办主任董皓给本部门所有员工发出一份备忘录，就美国客人来访一事做了安排，要求他们各司其职。
MEMORANDUM
To: All staff members
From: Director of Foreign Affairs
Re: Visit of VIPs from U.S.A.
Date: May 15,2003
Please let me know your availability for meeting our U.S.A. group at the airport on the 18th.they will be arriving at 10:00 a.m. and will need to be picked up, taken to their hotel, and helped with any transportation arrangements they may need. An interpreter will accompany them.
Please mark your calendars for that evening. We will be hosting an after-work cocktail party for them, and I expect all of you to attend.
D.H.
Extension 406
2.范文二：来访安排
美国大通机器制造公司的总经理帕里夏.华盛顿女士，用备忘录的形式通知个部门经理有关德国市场营销代理来公司总部参观的事宜及安排。这一备忘录与“范文一”的格式和行文基本一致，但条理更清楚。
INTEROFFICE MEMORANDUM
To: All department heads
From: Patricia Washington, General Manager
Subject: V isit of German Agent
Date: April 16, 2003
Please note that Katy Schmidt, our German agent, will be visiting the company on Friday, April 26.
There will be a meeting on that day at 11:30 a.m. in the Boardroom, which you should all attend.
Ms Schmidt will be presenting her marketing plan for expanding sales in the German market.
If you wish to join us for lunch at a local restaurant, please let me know as soon as possible.
P.W
3.范文三：确认
泰达网络技术开发公司的销售训练部（the Sales Training Department）是一个很重要的部门，有市场营销经理展宏图直接领导。最近，培训部主任张洪向展经理汇报工作，并与他商讨培训部机制改革的问题。展经理基本上同意他提出的方案。张洪为了进一步确认销售培训部新的组织结构，起草了一份备忘录。
A CONFIRMATION MEMORANDUM
To: Zhan Hongtu
From: Zhang Hong
Subject: Changes in the Sales Training Department
Date: July 7, 2003
This will confirm discussion in your office on Thursday in which we agreed on the following.
1. I am authorized to hire two additional people: an instructor and an audiovisual specialist, effective August 1,
at a total annual salary not to exceed ￥58,000. I may allocate this amount as I see fit, depending on the qualifications of the people hired. I am to talk with Liu Liying to discuss my needs and get information about her department’s application on fit.
2. Two additional modular office units are to be installed on the fourth floor, and I am authorized to order
these units and the equipment that will be required by the too new employees. We agreed on a total expenditure, and I am to prepare the purchase orders for your signature.
3. Hu Kai is to be promoted to the position of Coordinator of Training Materials, also effective August 1,.at a
15-percent increase over his present salary. I will prepare a memorandum for your signature, announcing Hu Kai’s promotion, which will be sent to Distribution Lists B and C.
If your have any questions or reservations about these points, please let me know. Otherwise, I will assume that we are in agreement on everything mentioned.
4.范文四：业绩考评
梅里尔汽车保险公司（Merrill Car Insurance Company）每年都要对每个员工的工作业绩进行评定（merit
ratings），为其晋级、加薪提供佐证。但主管和经理们在执行过程中存在一些问题，引起了执行副总经理詹妮弗.布什的不满。为此，她给这些主管和经理发了一份备忘录。
REVIEWING THE IMPORT ANCE OF MERIT RATINGS
To: All Managers and Supervisors
From: Jennifer Bush
Subject: Merit Ratings
Date: December 18, 2003
Each of you will receive this year merit rating forms for the employees under your supervision.
I think it is appropriate to point out that these ratings should not be taken lightly. As you know, they play a major role in employee promotion, salary increases, and opportunities for advancement.
I am sure you know that you are expected to rate each employee with complete honesty; yet some people insist on giving an ―outstanding‖rating in all categories. It is hard for me to believe that there are numerous employees who will be given the highest ratings possible, yet when someone puts all his or her ratings in this category, I suspect the rater is taking the easy way out.
Remember, it is your obligation to discuss with each employee the rating you give her or him, pointing out tactfully what you consider to be strong and weak points and suggesting how the employee can improve attitudes, job performance, dependability, and so on.
I intend to do a random sampling of the completed merit ratings each of you turns in , and you can expec t to hear from me if I think your ratings are unrealistic.
5.范文五：申请参加会议
海伦.亨特是恒通美国有限公司（Hunt America Inc.）办公室的培训主管，为了获得最新信息和最新技术的培训办法，她新网参加美国经理培训协会（American Society of Training Director[ASTD]）举办的全国性主题年会。为此，她用备忘录的饭食向上一级主管提出申请，请求批准她去参加这次会议。
EMPLOYEE REQUEST TO ATTEND A CONVENTION
To: Adam C. Zhang
From: Helen Hunter
Subject: ASTD Convention in New Orleans
Date: February 23, 2003
May I have your permission to attend the national convention of the ASTD in New Orleans on March 12-15?
This year’s theme is ―The Electronic Classroom‖(see program attached) As you will note, there will be various presentation on the uses of the computer and other electronic equipment. Of particular interest to me is the panel“The Usage of Multimedia in Training”. Equally fascinating will be the forty exhibits featuring hardware and software supplied by most of the leading electronic distributors.
I estimate that my expenses would amount to $400, for travel, hotel, meals, etc. I honestly think it will be worth that amount if we can get a deeper insight into the application of electronics to our training can get a deeper insight into the applications of electronics to our training(0去掉) program..
Cordially,
Helen
6.范文六：新设岗位
马丽萍是一家公司的人事部经理，长期以来，她一直觉得为本公司员工提供服务的工作需要改进，因此，她建议在人事部设立一个新的部门，专门负责为本公司员工提供咨询、休闲娱乐和学习培训等服务。她用书信格式向老板提交ile一份备忘录，请求老板授权她采取这一步骤。
REQUESTING PREMISSION TO EST ABLISH A NEW POSITION
To: Elisabeth Taylor
From: Ma Liping
Subject: Establishing an Employee Services Department
Date: February 17,2003
Dear Elizabeth，
When I talked with you last week, you agreed with my suggestion to create a new Employee Services Department in the Personnel Division, and you asked me for my recommendation of an individual in the company who might fill this position.
After careful study and observation, I have come to conclusion that Peng Tielin, now supervisor of recruitment and placement, could handle this position very capably. Peng Tielin has been a member of the Personnel staff for five years and has served in various capacities. In each position he showed imagination, enthusiasm, and energy. He is well support in this new assignment, and I am confident he would have everyone’s support in this new assignment. Amy Li,now assistant supervisor of recruitment and placement, would fill Peng Tielin’s present position.
Attached is a revised job description for Pend Tielin, which incorporates the suggestion you made when we met.
7.范文七：旧物再利用
一个大公司通常会有一些闲置或为充分利用的物品，如桌子、椅子、计算机、打字机、书架及其他办公用品，一些讲究效率、动的开源节流的管理者当然不会无视它们的价值。长寿保险公司也有不少类似的二手物品。公司总经理伊恩.马克斯给各部门经理和主管发了一份备忘录，要求他们在订购新的办公用品之前，仔细检查核对公司是否已经购置这些用品，避免浪费。这篇备忘录行文随意，带有上司对下属说话的语气。
ABOUT A “GRAB BAG”OF V ALUABLE LEFTOVERS
To: All Managers and Supervisors
From: Ian Max
Subject: V aluable“Grab Bag”of Leftovers
Date: July 12, 2003
Have you visited Warehoused B lately?
If your answer is ―no‖, I think you will be surprised at the quantity of ―goodies‖ there. Filing cabinet? We have 16 of those in very good condition. Desks? We have 22 of those. Settees and divans? Y ou’ll find an even dozen of these ―some in first-class condition. Want a computer? Six IBM computer, all in usable condition, are available. Chairs. Bookcases. Lamps. Pictures. And so on.
I won’t belabor the point. But remember, if you’ll check Warehouse B before ordering something new, you may get a nearly free ride. I’ve already asked our director of purchasing, Betsy Brown, to check all requisition to see if she might find exactly what you want in our ―grab bag‖ And with immediate delivery！
8.范文八：意见与建议
晶华大酒店人事部经理黎志靖向所有员工发出信函，请他们就酒店内部发行的刊物《职工之家》提出意见和建议。九点会计刘跃林按照黎经理的要求写了一份备忘录，提出了自己关于如何办好《职工之家》的想法。
SUGGESTIONS FOR IMPROVING THE COMPANY HOUSE ORGAN
The Opinion Memo
To: Li Zhijing
From: Liu Y uelin
Subject: Suggestions for Staff Club
Date: September 26, 2002
I am pleased to respond to your invitation to suggestions for Staff Club, the company’s house organ.
First, let me say that there are many good things about Staff Club that I like, such as the informal style, the editorial quality, the ―Shop and Swap‖ column, the ―What’s New?‖ feature, and many other things. But I know you want suggestions rather than praise, and mine follow.
TITLE
Although a new title for the magazine has been suggested, I believe it would bea mistake to change it. Everyone recognizes the publication by the name Staff Club, and it still seems to me to be entirely appropriate.
DESIGN
A new masthead would help, and I would like to see us engage a professional designer to do one. Indeed, this designer might be asked to give a new look to the entitle magazine.
PHOTOGARPHS
More photographs would help – photographs of employees celebrating anniversaries, participating in athletics and hobbies, receiving special recognition, and so on.
FEA TURES
1. A―Letter to the Editor‖column would be especially popular. It would have good readership and, at the same time, give employees a chance to ―sound off‖ on their pet likes and dislikes.
2. After studying the issues for the past year, I feel that we have too many management stories and too few stories worker. It seems to me that this should be principally a publication for and about employees –not a management magazine.
3. I recommend that the magazine establish an Employee of the Month A ward. A committee of employees would select this person on the basis of recommendation of supervisors and department heads. Y ou might run the employee’s picture’s special recognition.
4. Finally, I suggest that a monthly gossip column be added. This column would be light and whimsical –nothing scandalous, of course, but fun to read and laugh about.
If you wish, I would be glad to discuss these recommendations further with you. Certainly, Staff Club is an excellent for communicating with employees, and I’m all for experimenting with ideas that will help to make it even better.
9.范文九：借用设备
公司有的员工因为工作需要或有临时安排，要求借用其他部门限制的办公设备，如办公桌、电脑、打印机、文件柜等，通常要事先写一份备忘录，发送给有关部门，说明自己借用的理由。这种备忘录不限长短，陈述清楚即可。
A MEMO TO A MANAGER
To: Mark Nelson
From: Alan Speaker
Subject: Work Space
Date: April 12, 2003
As you know, I am about to begin work on a new project. This project is very important to the company, and I want to do a good job. For this reason, I need more space to do my work.
My desk is very small and old. There is not enough room for papers and other supplies. It has only two drawers on the right side for my files.
I think that there is a spare desk in the office down the hall. I hope it is possible to get it before I begin work on the project.
10.范文十：请假条
公司的员工可能遇到突发事件，无法按照原计划完成工作，这样就需要以书面形式向上级主管请假。在“请假条”中，该员工已对自己离岗期间的工作做出了适当安排，推荐其他人接替自己的工作。
INTEROFFICE MEMEORANDUM
To: Mr. John Cheng
From: Marsha Sun
Subject: Christmas Party
Date: December 18, 2003
I am sorry to say that I am unable to help you with arrangements for the annual Christmas party. My mother is sick, so I have to return home as soon as possible.
Fortunately, Chery Jiang in the Design Department has agreed to help you. She has arranger such a party before for another company. Her telephone extension is 4667.
I expect to be able to help you again next year. Thank you.
Chapter 4 Reports
1．范文一：调查报告
科鹏投资股份有限公司在北京新设了一个办事处，但经常有员工不能按时上班。这一现象引起了人事部经理路易丝·王的注意，她要求办公室主任约翰·巢就此事提交一份调查报告。
REPORT ON ST AFF LATENESS
Terms of Reference
Louise Wang, Personnel Manager has requested this report on staff lateness at the new Beijing office. The report was to be submitted to her by April 20.
Procedure
Out of 24 members of staff, 23 were surveyed about:
1. Their method of transport
2. Time taken to get to work
3. Problems encountered
Findings
1. All staff are late at least once every two weeks.
2. Ten members of staff use the subway; two use the bus, six travel by car, and five travel by bicycle.
3. Traveling time varies between 20 minutes and one hour.
4. All staff experienced problems.
Ⅰ.All members of staff experienced delays on the subway (Circle and the First Line) due to :
1) Signal problems
2) Engineering work
3) Overcrowding
4) Poor train frequency on some lines
Ⅱ.Members of staff who use the bus experienced delays due to traffic jams.
Ⅲ.Members of staff who travel by car also experienced delays due to traffic jams and two had problems parking , particularly on Mondays and Tuesdays.
Ⅳ.Members of staff who travel by bicycle experienced delays due to bad weather , vehicle problems and traffic jams as well.
Conclusions
1. All staff using public transport are late because the subway and bus services are unreliable.
2. A minority of members of staff who travel by car experienced problems with parking,
3. The office opens at 9:00 a.m. and so staff are forced to travel during the rush hour.
4. Members of staff are not leaving sufficient time for their journeys which are extended due to delays. Recommendations
1. Members of staff should leave longer for their journeys in order to allow for delays.
2. Staff should investigate alternative routes and means of transport.
3. It is recommended that staff who travel by car and experience parking problems use the new car park in
Commercial Center, which opens next week.
4. It is recommended that the Personnel Director investigates the possibility of introducing a flexitime system
so staff do not have to travel during the rush hour.
John Chao
Office Manager
April 18
2．范文二：可行性研究报告
现代社会飞速发展，弹性上班制的优点日益为人们所认识，许多企事业单位开始考虑采用这一新制度。腾飞公司董事会要求人事部提交一份比较详细的弹性上班制可行性研究报告，以做到合理地安排时间，人尽其才，物尽其用，提高工作效率。
REPORT ON FLEXITIME
Terms of reference
It is requested on March 26, by the directorate who asked the Personnel Department to investigate the possibility of the firm working ―flexitime‖, and to make a report on the findings.
Procedure
1. All staff were interviewed on their needs for various time bands. Staff were then interviewed on their
preference for various time bands.
2. A questionnaire was issued to all staff asking them to state which time band they wanted.
3. The work done by the staff was observed to see if it was necessary for all staff to be present during ―core
times‖, and to ascertain when precisely these core times are.
Findings
1. Staff needs and preferences
a) Staff needs
Ⅰ.The major findings from interviewing staff on their needs was that most of the working mothers needs to be free from 3:30 in the afternoons. The reasons given were (arranged in order of priority):
1) Collection of young children from school;
2) Beijing at home when their children arrived home from school;
3) Preparing meals for the family between the hours of 5 and 7 p.m.;
4) 19% of the staff are working mothers.
Ⅱ. Staff who had recently moved, or who had lived far away from the firm for some time, needed extra time to arrive punctually in the mornings.
b) Staff preferences
1) Approximately 60% of the staff interviewed would prefer to arrive later in the morning. The periods
ranged from 30 minutes to 3 hours later.
2) 25% of the staff interviewed would prefer to finish work earlier than at present. This ranged from 30
minutes to 1 hour 30 minutes.
2. The firm has close communications with other firms, departments and local offices which do not operate
flexible time. The firm relies heavily on banking and post office service.
3. Core times
a) Checking on the validity, accuracy and urgency of forms, documents and applications sent to the firm
requires an efficient and streamlined operation. Some members of staff need to be on hard to verify,
cross-check and revise communications ready for signing and dispatch. This contingency did not
depend on all office staff being present for consultation.
b) The greatest volume of telephoned requests for information and advice was between the hours of 10 a.m.
and 3 p.m.
c) The least busy period was from 3:30 to 5 p.m., when public calls fell away, and some work was left for
the following morning.
Conclusions
1. There is a conflict between the 23% of staff who need to arrive earlier in the day, and the 60% who would
prefer to arrive later. Most of the paperwork needs to be done earlier to be filed, signed and dispatched while senior staff are available, and also to catch the earlier postal collections.
2. The 19% of staff – the working mothers – who need to arrive earlier and leave earlier would help to clear
the backlog of work from the previous day, but they would need to be helped by the extra staff.
3. There would need to be heavy discouragement of staff wishing to arrive 2 hours and more later than at
present.
4. We would need to test the degree of certainty about late arrivals. Some staff are obviously not sure yet when
they would prefer to arrive.
3．范文三：可行性研究报告
这也是一份关于弹性上班制的可行性研究报告，与“范文二”内容相似，只是写作格式不同，是用非正式的报告文体写成。办事员周肇光先生用电子邮件（e-mail）的形式将此报告发送给了人事部主管刘晓娜。
To: Liu Xiaona
From: Zhou Zhaoguang
Date: Aug. 18, 2003
Subject: Feasibility of Flexible Working Hours
The report concerns the feasibility of allowing workers to start and stop work at the times that suit them best, a practice known as flexitime. Of course, we all understand that every one would still work a total of 40 hours per week, as we do now. This idea of flexitime working hours was first presented to the directors by some of our workers, many of whom have young children in school.
The Personnel Manager was asked to look into the question, and his study had two aspects. First, he looked at the experience of other companies, and second, he looked carefully at our own working arrangements.
After studying flexitime arrangements at four similar companies, the Personnel Manager reported several advantages: Parents of school-age children were able to fit their work hours to those of their children, workers could choose to work during hours they could be most productive, and worker attitude improved because of more choice in work time. There were, however, some departments at crucial hours of the day, and it took a while to iron out confusion about schedules.
Next, we asked all employees of our company to direct the hours they would probably choose to work. This information was then circulated to all heads of department for comment. The department heads were asked to look in particular at possible problems and their solutions.
After studying all this information, a committee that included a representative from every department decided to try flexitime for a prriod of 3 months, starting April 1. At the end of that period, the committee will make a final decision.
Zhou Zhaoguang
4．范文四：促销报告
强生电器公司在远东开辟市场以来，产品销路一直不错。为了进一步扩大市场，获得更多的市场份额，远东分公司产品销售负责人约翰·史密斯先生向总部的销售主任提交了一份关于远东市场的促销报告，他希望总部重视远东市场，并拨出专项资金来参加远东一年一度的新技术展销会。一下是该报告的标题页、目录页和摘要。
标题页
Report on promotion in the Far East
Prepared for
Mr. Richard Mellon
Sales Manager
Johnson Electrical Appliances
Bloomington, IL 61808
Presented by
John Smith
Director of Sales of the Branch of Far East
June 20, 2003
目录页
T able of Contents
Introduction (1)
Recommendations (3)
Expand Sales (3)
Offer Competitive Prices (5)
Offer Technical Training (8)
Attend NEWTECH Exhibition (13)
Conclusion (16)
Appendices (18)
Bank Report (18)
Agent’s Memo (20)
Assessment of Cost (22)
Abstract of the Report on Promotion in the Far East
Situation in Far East markets
1. All the countries in the area have got strong economies. Some of them (e.g. China) are developing very fast
(see attached bank report).
2. Trade is becoming easier in one or two important markets (e.g. China, Thailand).
3. ―Attack now‖ is the view of experts we have asked.
Our products in the Far East
1. There is growing interest in our products (see agent’s memo).
2. At the moment, because of the exchange rate, so far we offer competitive prices we can hold for at least
twelve months.
3. We can offer the technical training some customers require.
NEWTECH Exhibition
1. This is a regular exhibition which has been organized annually since 1987.
2. It is the most important exhibition of its kind in the Far East.
3. It is attended by key officials from all the main Far East markets (Japan, China, Singapore, and South Korea).
Assessment of cost
The breakdown of likely costs is as follows:
Exhibition: $ 1,000
Airfreight: $ 1,000
Travel (5 persons？): $ 9,000
Hotel and expenses: $ 5,000
Publicity: $ 1,000
Total: $ 18,000
Conclusion
If we attend the NEWTECH Exhibition this year, we probably will double our turnover in the Far East. We will find new customers. We will get new orders. If we spent the money on promotion in Milan, then we would lose all these opportunities.
5．范文五：检查工作报告
天津学府饭店是一家与美国合资的企业。最近，董事会主席戴安娜·海斯夫人派总经理办公室主任汤姆·赖安先生作为巡视员到天津检查工作。汤姆·赖安先生以信函的方式写成一份报告，向海斯夫人汇报工作检查情况。
Mrs. Diana Hayes, Chairman of the Board
University Inn
683 Arnold Road
Urbana-Champaign, IL 64500
Dear Mrs. Hayes,
This is the report on my visit to the hotel in Tianjin, May 28. For the most part, I found things to be operating smoothly an efficiently. The staff seemed hard working and courteous. For example, as soon as I checked in, even though I was not identified as an inspector, a very polite porter was right there to take my luggage and escort me to my room. In addition, the facilities and service were generally good, especially those connected with the front desk, the lobby, and the dinning room.
However, I must report a few concerns. First, the elevator service was slow. This is not surprising, in fact, when you consider that there are only two elevators serving a hotel of sixteen floors.
Second, the air conditioning in my room was difficult to a comfortable level. When I asked for help, an engineer adjusted it for me. Because, tools were needed to make the adjustment, finally I was unable to change the air temperature after that. I found similar problems in some other rooms, though not in all.
Finally, the carpeting on the main staircase was faded and worn. For aesthetic reasons as well as for reason of safety, it should be replaced.
I do not wish to give the impression that the hotel is operating improperly even though it is in very poor condition. On the contrary, the service, staff, and facilities are, on the whole, very good. If the problems mentioned in this report are corrected, the hotel will merit an excellent quality rating.
Sincerely,
Tom Ryan
Director of the General Manager’s Office
6．范文六：事故调查报告
2003年8月20日，由于天气的原因，在日本海以外的公海上发生了一起撞船事件，所幸没有人员伤亡。事件双方经过协商，准备成立一个联合调查组对事故进行调查。下面是调查组提出的一份事故调查报告。
Ship Accident off the Sea of Japan, No Casualties
To: Willian Cohn
From: John C. Martin
Date: August 21, 2003
Y esterday afternoon two boats collided in thick fog in the high seas not far from Japan. One was a cargo ship carrying lumber, apparently on its way to Hawaii. The other was a Japanese fishing boat doing its regular fishing in this sea area.
However, because of the weather conditions, the captains did not realize the danger until a few seconds before the collision took place. Consequently, there was insufficient time for them to prevent the accident.
According to eyewitnesses, neither of the vessels was going very fast at the time of the accident. Fortunately, there were no casualties among the crews, but both ships suffered damage close to the water line.
In spite of this damage, the two ships managed to reach Harry’s Island under their own steam.
7．范文七：工作进展报告
环球钻探公司工程部经理彭进喜先生就公司钻井队在亚特兰大钻探的进展及当地的地址状况，给公司总经理写了一份简短的报告。
Drilling Conditions in Atlanta
This first two or three feet were fairly easy to drill through, but after passing through a layer of chalk, we ran into our first layer of hard basalt. At this stage we had to change the drilling bit, and as a result, the drilling became slower. As we went through this hard layer, we had to stop often to make sure that the bit was not getting too hot.
The third stage of the drilling was varied. Sometimes there were hard rocks or pebbles, and sometimes soft chalk. Although the ground was generally softer than the second layer, we could not go much faster because it was never soft for long, and changing the bits took a lot of time.
During the last stage we had to pass through even harder rock and many times the drilling bit did overheat.
However, through patience and some skillful work by the mechanics, we finally reached the oil deposits after we started drilling.
Peng Jinxi
Manager of Engineering Department
Chapter 5 Summary
1.范文一：工作总结
改革开放以来，各行各业的对外交流都在迅速发展；特别是在中国加入世界贸易组织（WTO）后，许多企事业单位都在大力加强对其员工的英语培训。天津师范大学外国语学院，作为天津市最好的外语学习基地之一，为全国各地的企事业单位承担了大量的外语培训工作。2002年，该院举办的大庆油田干部英语培训圆满结束，学院培训部写了一份英语培训课程工作总结，目的是总结工作，再接再厉，其得更大的成绩。
SUM-UP ON THE ENGLISH TRAINING COURSE
Since the foundation of English Training Center (set up in Foreign Languages of Tianjin Normal University),the thirty-day English training course started on October 7,2002 and ended on November7,2002.Altogether 22 attendants from Oil Field of Daqing attended the training course. The course offered were: English Reading, English Listening Comprehension, Oral English, and Tianjin Normal University showed much concern about this training course. The teachers as well as the attendants work hard during the training course. Although in such a short time, the attendants have a special training of spoken English language and known how to use some in every day’s work and life. This course is successful and has achieved the expected results. The following is the report about it in detail.
I. Attention paid by the leaders concerned
In addition to the pre-preparation of this training course, Vice-director Zhu Hua of Oil Field of Daqing , Vice-President Liu Jinquan of Tianjin Normal University were present at the opening ceremony of the training course and delivered speeches. V ice-director Zhu gave a brief introduce on the background and the importance of this program and put forward some special requirements in his speech, which laid a good foundation for the training course. Tianjin Normal University provided the best classrooms that are equipped with computers, digital instruments, media player and projectors, which created a good circumstance for the training. What’s the more, Tianjin Normal University arranged accommodations of teachers and attendants.
II. T eachers were working hard
Four teachers were appointed for this training course. All of them were working hard in their courses, especially Professor Huang Gang and Ms. Zhang Xiaoli. Thanks to their conscientiousness and vivid leaders, all the attendants were satisfied with the courses and appreciated their teachers’ work.
III. The attendants were enthusiastic about learning
Most of the attendants cherished this training opportunity. They worked industriously on the course from the beginning to the end, without coming to class late or leaving class early. They listened to teacher carefully, took down notes in class and practiced in and after class in pairs, in groups with the guidance of their teachers.
Through the thirty-day group training, the relationship and association among attendants were improved. In order to the future coordination, we printed the communication directory of this training course’s attendants and took a group picture as well.
On the afternoon of November 7 at 4:00 we held a sum-up meeting at which all personal related to the training course were present. Twenty-tow attendants who had completed all the course required were awarded with certificates of English Training Course by Foreign Languages Institute of Tianjin Normal University.
IV. Problem remained
In view of more attendants, equipment was considerably short, especially English learning software, and multi-functional classrooms. Therefore, more training course offered at the same time could not put into operation. Teaching materials for such kind of training course were not enough, either which troubled some attendants.
V.The future plan
Two terms of such training course will be scheduled to run in 2003. The first term will be in the spring of the upcoming year, focusing on Business English and its application. The Foreign Languages Institute of Tianjin Normal University will be responsible for lectures. The second will be focusing on Oral French. And the detailed schedule and arrangements still need future consideration.
Languages Training Center
Encl. ：The Communication Directory of English Training Course’s Attendants
2.范文二：展览会总结
位于天津河西区友谊路的天津国际经济贸易展览中心（Tianjin World Economy Trade &Exhibition Center）是中、德、日三方合资兴建的现代化综合性经贸展览中心，每年承接多种类型和档次的展览，为世界各国的新产品、新技术提供了一个相互交流的广阔平台。今年，一年一度的国际计算机展览会刚以结束，利盟电脑公司销售部就该公司此次参展的情况写了一份简短的总结。
SUMMARY OF THE FIFTH ANNUAL
INTERNATIONAL COMPUTER EXHIBITION
The Fifth Annual International Computer Exhibition, from May 11 to 22, in Tianjin, was extremely successful to us again this year, as it had been in the past. Our new models receive an enthusiastic response and orders were high. There were, however, two problem we should address before they begin to adversely affect our business at the exhibition.
First, the size of our stand at the exhibition was the same as last year’s (800 square feet), even though we added three new models to our line. This made our exhibition extremely crowded.
Second, our exhibition was staffed only with sales representatives. Therefore when customers-who are becoming increasingly sophisticated-had a technical question, the sales reps were not unable to answer it.
Thus, I suggest the following. Next year we should increase the size of the stand to 1,000 square feet in order to accommodate the new models and to give customers sufficient room to examine them. We should also make sure that there is at least one technician at the exhibit at all times, to provide technical information and advice to customers.
Sales Department
3.范文三：会议概要
在宏通工程公司最近一次的管理层会议上，公司聘请的业务顾问向与会的各个部门负责人介绍了本公司所进行的一些改革，并听取了他们的意见。会后，业务顾问为董事长整理了一份会议概要。
A SUMMARY OF A MANAGEMENT MEETING
The Head of Finance said he was looking forward to the changing and wanted to know when the report would be published. The publication date will be decided at the end of the week.
The Head of Research and Development was very unhappy and complicated that nobody ever told her anything. I think that the most resistance will come from her department.
The Head of Personnel was worried about the impact on staff moral brought about by job losses. She said that many staff had taken time off work. I would add that this is the standard symptom of resistance to the change and you often see increase levels of sickness and absenteeism at the beginning of a change process, along with uncooperative attitudes.
As you predicted, the Sales and Marking Department were both in favor of change. The Head of Sales wondered whether we could bring forward the next round of changes.
The Head of Marking said that we need to recognize that resistance to change was natural. The Head of Production pointed out that the change did not affect the shop floor workers, but they should know what was going on.
4.范文五：问题总结
旋风通信技术公司开发公司在进行多次企业并购后，各部门发生了一些变化，这使很大一部份员工对
自己的工作现状不甚满意，导致工作效率下降，员工流失率上升，在岗员工也士气不振。为了更好地加强管理，提高生产效率，筹备小组成员戴为﹒华盛顿对问题的原因进行了总结。
SUMMARY OF THE ST AFF MORALE
1.Factory inspections American managers are always checking up on us and taking notes.
No one knows why they are doing this or what they are up to.
2.Redundancies Since June, about 60 employees from the Development Department
have lost their jobs. They were given no reasons. The staff think that this is
unprofessional.
3.Further changes People are looking for new jobs elsewhere. They want to move before
they are pushed. People are afraid that the new management will relocate both of the
factories.
4.Management style Staff constantly complain about the silly changes the new management is making. I
enclose the list of comments made to me by our members.
●―They’re trying to do everything too fast—a new computer system, learning English, and maybe other languages, new product ranges, new customers.‖
●―There was a family atmosphere before. The management really cared about us. Everything was more informal.‖
●―We don’t know where the company is going now. We’ve no idea what our strategy is, what our objectives are.‖●―We get a e-mail messages from V ancouver telling us what to do. Surely they can trust the management over here to make the policies and decisions.‖
5.范文五：调研总结
RCP制造商为了让产销都符合“在恰当的时间和恰当的地点提供恰好的零件”这一营销理念，特聘请汤普森管理咨询公司为自己工厂的存货管理和沟通过程进行评估。公司做这个调研项目的目的是为了改进生产，增加利润。汤普森管理咨询公司就此提出了一份调研总结。
EXECUTIVE SUMMARY
As you know, RCP Manufacturing aims to be the dominant the Far East market provider of electronic parts and supplies by providing ―the right part at the right time‖. In its effort to become a top supplies, RCP had requested that Thompson, Inc., analyze internal operations and recommend specific strategies for improving the Assembly facility’s role in the supply chain.
After two months of conducting interviews and focus groups and shadowing staff at the Assembly facility, Thompson believes that RCP is not optimizing its inventory due to inadequate communication, both internal and external to the Assembly facility.
Specifically, Thompson makes the following three recommendations.
a)Reevaluate inventory levels. Manage inventory levels by distinguishing between high and low demand parts or materials. Improved inventory management should reduce inventory cost but will be depend on RCP’s ability to effectively gather and share information.
b)Increase employee involvement with internal and external stakeholders.Headquarters, distributors, and sister plants should begin talking directly with one another. A direct model of communication should help everyone understand needs, implement process improvements, and achieve buy-in regarding changes. Effective communication should also help the plant assess demand and reduce the inventory of low-volume materials.
c)Promote seamless communication across the internal supply chain. Charge a best practice committee with
overseeing and implementing internal improvements that will help create a culture where employees achieve seamless internal communication. RCP’s Assembly facility should become more profitable if information flows freely between internal and external stakeholders—thereby allowing an efficient supply chain to reduce the need for costly inventories.
Implementing these policies should help ensure that RCP delivers ―the right parts at the right place at the right time‖.
6．范文六：总结报告
跨国公司在国际贸中拥有很大的优势，但如果母公司与子公司的关系处理不但，就会使得整个公司蒙受损失。HLG股份有限公司最近就遇到了这样的问题，子公司的管理层和员工的工作的效率不高，公司连年亏损，长年合作的客户有调换供应商的意向。针对这一情况，母公司组织了一个调查组，深入基层进行调查，通过与管理层和员工和会谈、对话，调查组把记录下来的问题进行了归类，从两个方面对问题进行了归类总结。
SUMMARY OF THE INVESTIGATION
1.Management
a)PA Y: Managers of subsidiaries are dissatisfied with their payments, underpaid means that their
contribution to the group’s profits is undervalued. So they are demotivated.
b)SHARE: The majority of managers wants to have a share in the profit of their subsidiary, say, 5%--10% is
the figure most commonly mentioned.
c)DECENTRALIZA TION: All managers felt that did not have enough freedom of action. They want more
autonomy and the control from head office over finance, pay, and sources of materials.
d)COMMUNICA TION: Managers need more advice on quality control, and would like more contract with
staff from other subsidiaries.
2.Factory workers and administrative staff
e)TURNOVER: Staff turnover is high in most factories. Industrial accidents are common, mainly because
health and safety regulation are not being properly observed.
f)PA Y: Factory workers complain about their wages. They are paid according to local rates, which in some
countries are very low. Then are often expected to work overtime without extra pay.
g)WORKING CONDITION: Administrative said their offices are overcrowded and badly ventilated. It is
too hot in summer, and too cold in winter.
h)COMMUNICA TION: Supervisors from head office are often of different nationality from their staff. This
causes communication problems. Many factory workers said they did no always understand their supervisors’ instructions.
7．范文七：促销总结
怎样才能收到打折促销的最佳结果，这个结果一直困绕着商家。有市场分析人士总结了下面几条经验。
SUMMARY OF THE PONITS FOR DISCOUNT
1.There should be some believable reasons why you discount.
2.Discounted rate of the goods should be stable, and discount should not be kept continuingly in a short time.
3.Discounted rate should be acceptable.
4.Discounting should be restricted, not often but give prominence to those discounted.
5.The goods discounted should have high quality, and after service.
6.Responses of the competitors should be considered and noticed while you do discounting.
Chapter 6 Agenda
1.范文一：碰头会
企业管理层的碰头会是一种常见的会议形式，这种会议一般时间不长，就某些具体问题交流信息，进行磋商，作出安排，达成协议后便由有关部门分头执行。宏宇大酒店于3月8日下午2时在芳星苑多功能厅，召开各部门经理会议，主要议题是顾客对前台服务员的投诉问题。前台服务员的工作关系到整个酒店的形象和声誉，直接影响企业的效率和生存。如果客人还未登记住店就对前台服务感到不满，很可能不会入住这家酒店。这样，再强的促销活动、再新的产品和服务、再优惠的价格也无济于事，因为客人不会花钱买不愉快。可见，声誉、信誉、好的产品、优质的服务和顾客满意度，是企业获得成功的保证。
MANAGEMENT MEETING AGENDA
Date: March8
Time: 14:00 p.m
V enue: Multi-Function Room23, Fang Xing Y uan
https://www.doczj.com/doc/f42255530.html,plaints about reception staff
2.New brochure
3.Price list for next year
4.New product presentation
5.A.O.B.
2.范文二：教学会议
教学会议通常研究教学改革、学年课程安排、师资培养、科研任务、学科建设、教室的使用和期末考试等工作。有时一次会议解决多个问题，有时则召开专题会议。事先拟定会议议程有利于用较少的时间解决较多的问题，给教师留下更多的时间从事教学和研究。
SENIOR TEACHERS’MEETING AGENDA
Date: July21,2003
Time: 9:00a.m---10:30a.m
V enue: Main Meeting Room, Foreign Languages Teaching Building
Subject: Changes in Teaching Practices
1.Reformation of school mechanism
2.Exchange scholars
3.Adult education
4.Media classroom
5.Bonus scheme
6.Examination for students
3.范文三：经理办公会
“城市宝贝”是英国经典品牌跑车，其生产已有80多年的历史。这种跑车的绝大多数部件是手工制作的，每年最大产量约为500辆。对于一般消费者来说，如果打算买一辆“城市宝贝”，至少要等上四五年的时间才能提到货。尽管如此，这一品牌的跑车人有很大的需求辆但这种跑车的生产成本每年都在增加，公司也需要增加利润。在这种情况下，公司拟举行一次经理办公会，专门讨论如何满足消费者的需求，扩大公司的利润。公司办公室主管用备忘录形式将这次会议的议程发给有关人员。
MANAGEMENT MEETING AGENDA
Date: September 1st, 2003
Time: 11:00a.m—12:30p.m
V enue: 233 Conference Room, Office Building
Subject: Meet Customers’ Needs and Increase Profits