商务英语写作-chapter-1

Chapter 1 Why China Works中国是今年唯一呈现出重大发展的主要经济体（economy），由于它通常是唯一敢于打破经济教科书中每一条例的经济体。

事实上，中国不像其他五大经济体那样发展缓慢的主要原因是，它宏观调控的能力（its capacity for macro-economic control）。

为什么中国市场经济体系奏效？（market economic system）目前，欧美等国正通过银行及汽车业国有化及金融业实施新的有力规定（regulations），走向宏观调控。

但问题更加紧迫（the question has a new urgency）。

中国看上去最能驾驭（navigate）七十年内最糟的经济滑坡（downturn）。

在危机中，中国官员既能吸取像西方同行（counterparts）的传统市场工具，也能吸取中国市场经济体系的积累经验（arsenal）。

去年早期，由于房地产市场（housing market）过热，中国官员仅命令银行削减房贷（cut back on housing loans），然后随着房屋销售量下降（fall），他们提供类似更低的房屋购置税（lower taxes on home purchases）。

最近几周，他们展开类似西方的经济救援行动（launch economic rescue efforts），其中包括价值6000亿的大计划以增加政府开支和大幅利率削减（ramp up government spending）（big interests cuts）。

但同时，他们也发布在西方国家眼里是不合理的干涉的命令，例如，上周中国官员召集包括钢铁建筑等行业的国有行业并购（buy up）国内外新资产（at home and abroad）以积极（actively）发挥在经济中的作用。

曾把中国宏观调控视为不成熟经济的弊病（immature economy），现在是稳定的保障（bulwark of stability）。

Part Two业务信函Chapter 1 资信调查函1. Consulting Letter 咨询函写作案例详解Dear Sir or Madam,The under-mentioned firm has recently asked if they could represent us in the marketing of our products in the United States as our sole agent:Delta Company, Ltd1258 Huston AvenueNew York,NY10051It will be greatly appreciated if you could provide us some information about the financial and business standing of the above firm. Any information you give will be treated in strict confidence.Look forward to your early reply.Sincerely yours,Thomas2. Survey the New Opener from the Bark 向银行查询新客户资信情况写作案例详解Dear Sir or Madam,We have received an order for US＄80,000 worth of goods from Delta Co.Ltd,1258 Huston Avenue, New York, , who has given your bank for reference. Could you please tell us if they are good for this amount? Are they trustworthy and reliable? We shall be most grateful for any information you give.Any advice you give us will be kept strictly confidential. We are also pleased to perform a similar service for you should the opportunity come.A stamped and addressed envelope has been included for your reply. Thank you in advance. Sincerely yours,Thomas3. 向客户查询信用及经营情况 Inquiring New Customer’s Credit Information from Customers 写作案例详解Dear Mr. Smith:We have received an important order from Delta Co.Ltd,1258 Huston Avenue, New York, , who has given us your name for reference. We would be much obliged if you could give us some information concerning their business status.Any information you give will be highly appreciated and kept in strict confidence. We shall be pleased to do the same if you should need our services at this end.Yours SincerelyThomas4. 带附表的资信调查函 Credit Survey Letter with Attachment写作案例详解Dear Sir or Madam,We have received a sudden order from the Delta Company,Ltd,1258 Huston Avenue,New York,NY 10051,who gives us your name as a reference. We shall appreciate it if you will spend a couple of minutes informing us of your own experiences with the firm by answering the attached questionnaire and returning it to us in the enclosed envelope.Any information you may give us will be treated as strictly confidential.Thank you for your help.Very truly yours,Thomas(Attached Questionnaire)(1) How long have you been in business relations with the firm?year(s) month(s)(2) What credit limit have you placed on their account?USD(3) How promptly are terms met? (choose one of the following)Very promptly Fairly promptly Slowly(4) What amount is currently outstanding?USD5. 资信调查有利回函 Favorable Letter of Credit Information写作案例详解Dear Thomas,In reply to your inquiry of March 16th,the firm you inquired about enjoys the fullest respect and unquestionable confidence in the business world.They have always provided in-time delivery, moderate prices and superior quality. I am sure that if you open an account with them, you will find them most straightforward people. Personally, I should have no hesitation in according them a credit of US dollars. However, this is without obligation on my part.Hope this will help you in making a decision.Sincerely yours,6. 资信调查不利回函 Unfavorable Letter of Credit Information写作案例详解Dear Thomas,We have received your letter of August 8th,concerning the credit standing of Delta in New York. In the past three years, the company has experienced a serious difficulty in finance and delayed in executing their normal payment. It seems to us that the company’s difficulties are due to bad management and in particular to overtrading.Therefore, we would advise you to pay most careful attention to any business relations with them. However, this is our personal opinion and we wish you would make further inquiries on your part.Yours sincerely7. 表明无法提供确切意见而致歉写作案例详解Dear Thomas,We regret our inability to let you know any information concerning the firm in question in your letter of June 6.It is true that we had business with them several years ago,but the amount of business was not so large as to supply any responsible opinion on its business capability and credit standing. Please make further status inquiries from other inquiry agencies.Truly yours8. 请求老客户作为资信证人 Asking for Credit Information from Old Customers写作案例详解Dear Charlie，Thank you for your letter of August 2,telling us that the equipment you bought from us is running well.As you know,in our line of business,clients always shop around and look for references before they order. Would you please use your experience with us as a reference when our future clients call you?Thank you for your kind words in advance.Look forward to our future cooperation.Best,9. 要求对方提供资信资料 Asking for Credit Information写作案例详解Dear Mr.Bean,Thanks for your order and inquiry on August 1st. Our company has been dealing with electronic equipment for over 20 years. We are confident in offering what you need and providing you the best service.Since it is the first time we contact,we would be highly appreciated if you could supply either the usual trade references,or the name of a bank to which we may refer. We are also glad to provide you the same if needed.We sincerely hope this will be the beginning of a long and pleasant business cooperation. We shall do our best to make it so.Sincerely yours,Thomas10. 同意资信要求 Accepting the Consulting Requirement写作案例详解Dear ThomasThanks for your reply of August 2nd.Concerning your request,we refer you to Falcon Machine Tools Co.,Ltd.,Shanghai and The Chase Bank of New York,who will be pleased to give you the information about our financial standing and creditability of business.If there is any other information we can provide,we would be happy to do so.Sincerely yours,Chapter 2前期准备1. Business Survey业务调查写作案例详解Dear Sirs,We have learned from Smith and Company of Birmingham that you manufacture a range ofhigh-fashion handbags in a variety of leathers.We operate a quality retail business and although our sales volume is not large,we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.Yours faithfully,2. Credit Information Letter咨询信写作案例详解Dear Mr.Jones:We understand from your information posted on that you are in the market for textiles.We would like to take this opportunity to introduce our company and products,with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles.We have enclosed our catalog,which introduces our company in detail and covers the main products we supply at present.You may also visit our online company introduction at which includes our latest product line.Should any of these items be of interest to you,please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquiries soon.Sincerely,John Roberts3. Wishes for Relation Establishment表达建立业务关系的意愿写作案例详解Dear Thomas Murphy:Thank your for your letter of the 16th of this month.We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you,under separate cover,our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order,please telex or fax us.Yours sincerely,4． Accepting and Declining Business Relation Establishment接受/拒绝建立业务关系写作案例详解Dear Mr.Sutherland,We were very pleased to receive your letter of March 26 placing a large order with us. Before we can send the goods,we must ask you for the usual references,one from your bank and one from another firm from whom you have bought goods.We would be glad if you would let us have the names and addresses as soon as possible so that we may write to them.These references will,of course,be treated as private and confidential.We look forward to hearing from you again soon.Yours sincerelyJoe WilsonChapter 3建立商务关系1. Establishment of Business Relation建立商务关系写作案例详解Dear Sirs,A few days ago we had the opportunity to see a display of your products at the Chengdu International Trade Centre，and we were most impressed with their quality and low prices． We should like to offer you our services as a trading firm，and would mention that we have excellent connections in the trade and are fully experienced with the import business for this type of product．In addition，we operate our own advertising agency，and we can use the latest marketing procedures quite efficently．You can be sure of increasing your turnover considerably if you would allow us to promote sales of your products throughout China．We look forward to hearing from you．Sincerely yours，Liyun Liu2. Resume Relation with Old Customers与过去有贸易往来的公司恢复联系写作案例详解Dear Thomas Moore:We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region.We would like to extend our congratulations and offer our very best wishes for your continued success.Before the war in Lebanon,our companies were involved in a large volume of trade in our textiles.We see from our records that you were among our best long-term customers.We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.Since we last traded,our lines have changed beyond recognition.While they reflect current European taste in fabrics,some of our designs are specifically targeted at the Middle Eastern market.As an initial step,I enclose our illustrated catalogue for your perusal.Should you wish to receive samples for closer inspection,we will be very happy to forward them.We look forward to hearing from you. Yours sincerely,David Parker3. Seek for Business Partners寻求合作伙伴写作案例详解Dear Sirs,Shanghai’s rapidly developing manufacturer of Electric Home Products,“Shun Fa”offers you an ideal business opportunity.Years of research and development have earned our company a foremost position in electrical engineering in the East of China.A vast number of applicable patents have helped stimulate our development program over the past several years.Our main lines of products include:TV,portable computer,MP3,MP4,car radio,car stereo,medical instruments,electronic industrial instruments,etc.For information concerning our financial position,credit standing and tradereputations,please refer to the Bank of China,which we have engaged a business relationship with for several years.We are a medium-sized company but we are growing fast and we would like you to be a fort of our future!Shun Fa Electric Co.,Ltd.22 Zhong Yuan Road,Shanghai,ChinaWang HuiGeneral Manager4. Contact Letters between Importers and Exporters进口商与出口商/出口商与进口商的联络信写作案例详解Dear Sirs,Your firm has been recommended to us by John Morris&Co.,with whom we have done business for many years.We specialize in the exportation of Chinese chemicals and pharmaceuticals,which have enjoyed great popularity in world market.We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you.We hope you will give us an early reply.Yours faithfully,John EdisonChapter 4业务接触1. Asking for /Sending Samples or information索取/寄送样品或资料写作案例详解Gentleman:We are glad to note from your letter of the 1st March that you,as exporters of Chinese Cotton Piece Goods,are willing to establish direct business relations with us.This happens to coincide with our desire.At present,we are interested in Printing Shirting and shall be pleased if you will kindly send us by airmail catalogues,sample books,and all necessary information regarding Printed Shirting,so as to acquaint us with the material and workmanship of your supplies.Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.Your early reply will be highly appreciated.Yours faithfully,David Parker2. Acting as Agents担任代理(请求，同意和拒绝)写作案例详解Dear Sirs,Thank you for your letter of 12 April proposing a sole agency for our office machines.Having examined our long and mutually beneficial collaboration,we would be very pleased to entrust you with the sole agency for Bahrain.From our records,we are pleased to note that you have two service engineers who took training courses at our Milan factory.The sole agency will naturally be contingent on your maintainingqualified after sales staff.We have drawn up a draft agreement that is enclosed.Please examine the detailed terms and conditions and let us know whether they meet with your approval.On a personal note,I must say that I am delighted that we are probably going to strengthen our relationship.I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully.I look forward to reciprocating on your next visit to Milan.Sincerely yours,(Signature)3. Requiring/ Agreeing Trial Sales要求/同意试销写作案例详解Dear Sirs,Some of our customers have recently expressed interest in your“Golden Deer”bicycles and enquired about their quality.Provided quality and price are satisfactory there are prospects of good sales here,but before placing an order we should be pleased if you would send us,on fourteen days' approval,a selection of men’s,women’s and children’s bicycles.Any of the items unsold at the end of the period,and which we decide not to keep as stock,would be returned at our expense.Yours faithfully,(signature)Chapter 5价格谈判1. Buyer’s Inquiry买方询盘写作案例详解Dear Sir or MadamWe learned from our common business partner JIAFU Ltd.that your company is one the major exporters of cashmere products in Australia.We are a leading dealer in high-quality textiles in mainland China and are very much interested in importing your goods especially men’s cashmere sweater.We would appreciate your sending us catalogues,sample books or even samples if possible.Please give us detailed information on CIF Dalian Prices,terms of payment and discount you would allow on purchases of quantities of no less than 10,000 pieces.We hope this will be a good start for a long and profitable business relation.Sincerely yours,Mr.Jim Li2. Seller’s Offer买方发盘写作案例详解Dear Mr.Li,We welcome your inquiry dated June 16th and thank you for your interest in our men’s cashmere sweater.In accordance with the instruction given in your last letter,we hereby enclose our illustrated catalogue and price list giving the details you asked for.Also by separate post,we are sending you some samples.We are confident that you would be satisfied with the design and quality. In reply to your inquiry,we take pleasure in making you an offer as follows,provided yourreply reaches us with 10 days from today:Commodity:Men’s Cashmere SweaterQuantity:10,000 piecesPrice:US＄ 20 net per piece CIF DalianShipment:July 2008Payment:irrevocable L/C at sightOn considering the fact that this is our first transaction and the volume you ordered is not small,we would allow you a discount of 5%.We are expecting your early order.Yours faithfully,Ms Judy Jordan3. Buyer’s Counter Offer买方还盘写作案例详解Dear Ms Judy Jordan,We are in receipt of both your offer of June 19 and the catalogue and samples.While appreciating the special design and good quality of your products,we find your price is rather too high for Chinese market.We have to point out that Japan-made men’s cashmere sweater of this quality are available in our market,all of them are at prices about 15% below yours. Such being the case,we have to ask you to consider if you can make reduction in your price,say 15%.As we are ready to purchase many other cashmere products later this year,you may think it worth while to make a concession for a potential big client.We are anticipating your early reply.Sincerely yours,Mr.Jim Li4. Accepting the Offer接受发盘写作案例详解Dear Ms Judy Jordan,Thank you very much for your quotation for your men’s cashmere sweater along with the catalogue and samples.We found both the design and quality of your products meet our requirement and the prices you quoted are satisfactory.We also note that you will allow us a discount of 5% on an order of no less than 10,000 pieces.We therefore take pleasure of placing you the order as follows,which we commend to your immediate and best attention:Quantity Specification Catalogue No Prices10,000 pieces men’s cashmere sweaters XL M10 US＄ 20 eachPlease note that as these goods are urgently required in our market,we should be obliged if you could dispatch the goods as soon as possible.If this first order proves satisfactory,we shall be happy to place further orders with you.Sincerely yours,Mr.Jim Li5. Declining the Offer拒绝发盘写作案例详解Dear Ms Judy Jordan,We acknowledge receipt of both your offer dated June 19 and the mailed catalogue and samples. In reply,we regret to inform you that our clients find your price much too rmation indicates that the said articles of similar quality made in other countries have been sold here at a level about 20% lower than that of yours.We do not deny that the design of your products is slightly better,but the difference in price should in no case be so big.Therefore,we have to order these articles from other companies if you are not able to reduce your price to US＄ 15 each piece.Hope to have better opportunities to cooperate with your company.Sincerely yours,Mr.Jim Li6. Accepting the Counter Offer接受还盘写作案例详解Dear Mr.Jim Li,We want to say how pleased we were to receive your counter offer of June 23.Please note that it was in view of our long term business relationship that we made you such a favorable offer. We confirm supply of 10,000 pieces of men’s cashmere sweaters at the prices stated in your letter and will allow a 5% special discount on your order of 10,000 pieces or above.Our Sales Confirmation No.AB2C in two originals were airmailed to you.Please sign and return one copy of them for our file.It is understood that a letter of credit in our favor covering the said articles should be opened immediately.You may rest assured that we will effect shipment without delay on receipt of your letter of credit.We appreciate your cooperation and look forward to receiving from you further orders. Sincerely yours,Ms Judy Jordan7. Declining the Counter Offer拒绝还盘写作案例详解Dear Mr.Jim Li,Thank you very much for your letter dated June 23 and your appreciation of our products.Much as we would like to cooperate with you in expanding sales,we are regretful that we just cannot see our way clear to entertain your counter offer.Our cost of raw materials has risen sharply in the past three months,and it is impossible for us to reduce the price by 20% as you requested.Ours is the best price if you take the design and quality into consideration.As a matter of fact,we have received many orders from various sources including other Chinese customers at our level.If you see any chance to do better,please let us know.On account of a limited supply available at present,we would ask you to act quickly.We assure you that any further enquiries from you will receive our prompt attention.Sincerely yours,Ms Judy JordanChapter 6价格变动1. Discount折价优惠写作案例详解Dear Sirs，Thank you for your letter of April 18,2008.We now have great pleasure in sending you a copy of our pattern-book and a comprehensive export price-list.As you will be able to see from our sample-book,all the leather gloves we manufacture for export are of very high quality and are suitable for your purposes.We reduced costs by 5%.The prices quoted are very competitive.We feel sure that you will find that they compare very favorably with those quoted by other suppliers elsewhere in the world.We expect payment by L/C payable within 90 days of sight and will allow you a cash discount of 10% if you are able to make payment within 1 month of invoice date.We will be able to ship any order you place with us within 30 days of your firm order.We now look forward to hearing from you.Yours faithfully,J.Kistemaker,Manager2. Advice of Price Increase涨价通知写作案例详解Dear Mr.Smith，Thank you for your letter of October 10 for business copiers.We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock.We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year.Though we have tried hard to keep our quotations down,we are afraid the margin for keeping on going like this will not long.Therefore,we suggest that you will let us have your order before further rises in costs,which will lead to a raise in prices very soon unavoidably.Sincerely yours,Cc:President King3. Sample for Price List价目表范例写作案例详解Company Shenzhen QuananTextile Co.,LTDDetailed Address No.187 Nanshan Street,ShenzhenPost Code 5180000ContactZhang XinJob title General ManagerTelephone No. 1Fax No. 0Mobile No.E-mail AddressReference No. 056Date In March,2008Place of origin ChinaArticle No K42Price ＄ 10 per set FOB Shenzhen FOBPort ShenzhenPayment Terms By irrevocable L/C,100%invoice valueMinimum Order Quantity 1000 setsSize 50cm×80cmSupply Ability: 100000 Piece/Pieces per MonthPackageIn woden casesBrand Name “Hua Sheng”table-clothTime of shipment In April,2008Shipping specifications Showing net and gross weights and dimensions of each package Chapter 7样品的订取与发送1. Order Sample订单样本写作案例详解Dear Mr.Randall,Subject: Order for 10,000 Pairs of Sheep Leather GlovesPlease dispatch to us 10,000 pairs of sheep leather gloves as per the terms started in your offer of March 29.Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the sample.We hope that you can pack each pair in an airtight polythene bag,a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden case.We will order more if the first order with you proves to be satisfactory. We are enclosing our Purchase Confirmation No.2006-399 in duplicate for your signature.Please sign and return one copy for our file.Upon receipt of your confirmation,an L/C will be issued.Sincerely,Li MingImport Director2. Order Letter订购函写作案例详解Please send to the following items to be shipped by way express,and bill us.The order is contingent on receiving the terms of 2%-30 days:1 doz.linen handkerchiefs:＄ 2.40 4 pair tan pigskin gloves:＄ 12.00 2 doz.Assorted Orlon sport shirts:＄ 72.00 5 pair assorted cotton socks:＄ 2.00TOTAL:%88.40.3. Asking for/ Sending/ Declining Sending Samples索取/同意送付/拒绝送付样品Sample 1写作案例详解We are going to produce a trial piece of all wool suiting according to your sample cutting and written instructions.The sample piece is expected to be accomplished and sent to you by the end of next month.Sample 2写作案例详解As the quality of your woolen sample is not in the range of our current exports,we are prepared to arrange a special production.By our experience,slight changes in its composition arenecessary and will only make the goods superior in quality.We shall then show you the trial sample and see if it can be accepted as a quality standard for bulk shipment.Chapter 8订货1. Accepting the Order接受订单Sample 1写作案例详解Dear SirsWe want to say how pleased we were to receive your order of 15 April for Ladies' and Children’s Shoes.We confirm supply of 1,000 pairs of the shoes at the prices stated in your order No.888 and will allow a 5% special discount on your order worth ＄5,000 or above.Our Sales Confirmation No.BC510 in two originals were airmailed to you.Please sign and return on copy of them for our file.It is understood that a letter of credit in our favor covering the said shoes should be opened immediately.We wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments.You may rest assured that we will effect shipment without delay on receipt of your letter of credit.We appreciate your cooperation and look forward to receiving from you further orders. Yours truly,Sample 2写作案例详解Dear Mr.Green:I really appreciate your order for 200 Gem-Con Plastique motorcycle tanks.These will be shipped at once.Thanks,too,for the check!Beginning in June,we’re offering a special discount on the Gem-Con line.In addition to the trade discount of 33.3 percent,we’re giving an extra discount of 5%. A lot of our customers are switching to the Plastique tank as a replacement for original metal equipment.They report hearty endorsements from participants in motorcross competition— that the tanks are very lightweight,but extremely tough.We predict you’ll have a similar endorsement!2． Declining the Order 拒绝订单写作案例详解Thank you for your letter of 20th May concerning your special request.From time to time,we do run special jobs,changing materials and colors for one particular order.But we have to consider many factors before we can accept the order.I have spoken to our production manager,and she has done the costing.I am sorry to report that even if we did the job for you at cost,it would come out well above the price you are willing to pay.I am checking with other manufacturers in the area who are working with the materials you want.They may be able to give you the quality you desire at a fair price.I will get back to you in a few days.We appreciate your business and I am glad you asked us about this job.The next time you have a special need,please ask again.We will try our best to do the job for you.If we cannot,we will attempt to find the best company that can.Sample 2写作案例详解Dear Sirs,Thank you for your order No.458 for tin plate sheets which we received today.We regret that,owing to a shortage of stocks we are unable to fill your order.Moreover,our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials.We will,however,contact you by telex once supply improves.In the meantime,please feel free to send us your specific enquires for other types of metal sheets.You can be assured of our best attention at all times.Yours faithfullyBrowExport Manager3. Pressing for Order催促下订单写作案例详解Dear Peter,Per conversation by phone few days ago,we know your visiting schedule for inspecting crust leather of“big world”.We’ve already checked this leather,couldn’t find loose grain problem as well as softness having been improved than before.We assure that we can finish and deliver this order according to the prescribed time.We hope that you will come to our company ASAP and appreciate very much your kindly corporation. Best regards.WilliamSample 2写作案例详解We understand that you are the agent for the White Tiger ties.We enclose our order for 1,000 dozens of the White Tiger ties.Please note that we need these goods rather urgently as Christmas is drawing near.If you could supply goods timely for seasons,we would make repeated orders,provided prices are reasonable.Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out,and can be delivered before December 1,2000.4. Confirming the order确认订单写作案例详解Mr.Grover Douglass，289 Kont BoulevardAugusta,SC,SC 28197Dear Mr.Douglass:Thank you for your June 4 order.Everything except the kitchen furniture is already on its way to your home. So that you may begin enjoying your new chairs and table immediately,would you please let me know whether you would like Set 400,which comes with an oval table,or Set 400-A,which comes with a rectangular table.In all other respects,the two sets are the same. It is a pleasure to have this opportunity to be at your service.We look forward to meeting your future needs for high-quality home and garden furniture.。

Chapter1Learning Aims学完本章，学生应能：1．对当今社会的商务信函的几种形式有所了解；2．了解商务信函基本的布局、格式、组成，以及写作原则；3．学会写信封；4．了解其他常见通信方式，如Skype和MSN。

Background Information在当今世界，商务通信的基本原则是尽可能以最简洁的方式交换信息，以便做好生意。

书面、口头、可视化和多媒体通信的所有目标，是传递明确和深思熟虑的信息。

了解如何在这种目标下撰写商业信函，是最重要的事情之一。

技术的发展，使得商业沟通因为传真、电子邮件和其他通信方法（如Skype和MSN），变得更容易，也迫使业务人员以更快、更清晰的方式进行沟通。

虽然今天电子邮件使用最为频繁，它们使商业书信变得更随意，但仍有需要我们撰写正式商业信函的场合。

这两者其实有许多共同的写作原则。

一旦学会了如何写正式的文书，你可以很容易地了解随意的文书。

譬如，其中一些共同原则是：（1）适当的称呼依旧是两种文书礼仪的不可或缺的一部分。

（2）了解如何撰写包括介绍、支持和结束段落的主体，可有助于有效地说明商业观点。

（3）使用沟通策略——从有说服力的短语到适当的措辞——帮助说服或安抚对方。

Letter 1Letter 3Letter 4ExercisesI. Make an envelope using the following information.II. Change the following information into English address format.1. Lin FangPresident of Beijing Metal234 East Lane, Beijing 100021China2. Room 301, Buliding 5, No.120, Huazhong Road, Shenzhen, Guangdong Prov., China3. No.8 Shihua RD, Suzhou Economic & Technical Development Zone, Jiangsu Province, China4. Room 204, Building No.102, East Taishan Residential Quarter, Baoyin County, Yangzhou City, Jiangsu ProvinceIII. Arrange the following information in proper form as they should be set out in the letter.IV. Write an e-mail with header.HeaderMessageV. Correct the mistakes in the following letter。

国际商务英语函电国际商务英语函电--International Business Correspondence Chapter 1A Genneral Enquiry and Its Reply Dear Sirs,Your firm has been recommended to us by the Haier Electrics Company,with whom we have done business for many years.We are intrested in your slectric typewriters for use in offices and shall be glad if you will send us acopy of your illustrated catalogue and cuurent price list.We are awaiting your prompt reply.Yours sincerely Susan Bloc Manager(A Reply)Dear Ms.Bloc,We welcome you for your enquiry of Feb.1 and thank you for your interest in our commodities.We are enclosing some copies of our illustrated catalogues and aprice list giving the details you asked for.We trust that you will agree that our products and price appeal to the most selective buyer.And we also allow aproper discount according to the quantity ordered.Thank you again for your interest in our products.We are loking forward to your order and you may be assured that it will receive our prompt and careful attention.Yours trul y,Li Ming Export Manager Useful Expressions 1.As we are in the market for.,we should be pleased if you would send us your best quotations.我方意欲购买.，如能报最优价，不胜感激。

商务英语写作Chapter 1 Parts and Formats of Busniess Letters 商务书信写作组成部分及其格式Structure of Business LettersThere are 13 parts of the Business Letter as follows：(1) Letterhead(2) Reference and Date(3) Inside Address(4) Attention Line(5) Salutation(6) Subject Line(7) Body①Opening or Introduction; ②Details; ③Response or Action; ④Close(8) Complimentary Close(9) Signature(10) I nitials(11) Enclosure(12) C arbon Copy(13) P ostscriptChapter 2 Sales Letters建立业务关系信函地内容一般包括以下几点：怎样得知对方公司地名称和地址Means of knowing the targeted company.阐述写信地目地The purpose of writing介绍公司及产品地基本情况Introduction to your company and products.表明建立业务关系地愿望并希早日回复.Express your hope to cooperate with thecompany and to have an early reply.The heart of most business is sales—selling a product or service. Much of a company's sales effort is accomplished through the writing of effective sales letters. The suggested plan for a sales letter includes the following elements:1.An opening attracting the reader's attention.2.A section capturing the reader's interest in the product or service you are selling.3.A section fueling the reader's desire and conviction.4.A courteous, action-oriented closing.Chapter 3 InquiriesⅠ. InquiryInquiry is the first step in business negotiations and is the beginning of negotiating the import trade. The inquiry letter is written by the importer to the exporter for grasping the detailed information on specific commodities, especially on prices and the trade terms. The inquiry letters must be written directly and concretely.The procedures and principles in writing an inquiry letter(1) T ell your receiver the source of the information you have got for making inquiry at the beginning of the letter.(2) I ntroduce your identification and the products you are engaged in.(3) T ell them concretely the contents you want to know and ask them to send you catalogue, price list, samples, etc.(4) W rite the inquiring letter politely, briefly and concretely. But there is no need for excessive politeness. Words and phrases价格price 合理地价格reasonable price具有竞争力地价格competitive price 优惠地价格favorable price单价unit price 总值total value金额amount 佣金commission净价net price 折扣discount批发价wholesale price 零售价retail price现行价格（时价）current / prevailing price 国际市场价格world (International) market price Chapter 4 Reply to InquiriesReply to InquiriesLetters of reply to inquiries are messages that provide the reader with information about products or services. The reply may be a positive or a negative one.Positive ReplyA favorable reply to a letter of inquiry about a product or service must be accurate and comprehensive.The response to a letter of inquiry should be timely, certainly within a few days.The suggested plan for a positive reply to an inquiry about a product or service includes the following elements:1.Show your appreciation of the inquiry.2.Provide all the required information and, if necessary, additional details of interest to the reader.3.Include a sales appeal, stressing the competitiveness of the product or service in quality, price or other terms and conditions.4.End courteously. When appropriate, suggest the action you would like the reader to take.Negative ReplyWhen you decide that a negative reply is inevitable, you need to make the best of the situation by giving a courteous explanation of the facts and reasons to maintain a positive customer relationship.A suggested plan for preparing a negative response to an inquiry, using the indirectapproach, includes the following elements:1)A neutral or buffered opening that helps neutralize the situation.2)A review of the facts and an analysis of the reasons necessitating the refusal.3)A statement of refusal (and counteroffer if appropriate).4)A courteous closing with, if appropriate, action orientation.Chapter 5 Offers and Counter ProposalsOffer LettersOffer is the price of making transaction of a certain product offered by the exporter according to some given trading terms. The person making the offer is called “offeror”, while the person receiving the offer is called “offeree”.Firm Offer （P51,Case Study)实盘,确盘（不能还价,而且有时间限制）Non-firm Offer (P53, Example 2)虚盘（可以还价）Non-firm Offer虚盘是发盘人做出地非正式报盘,没有有效期限,但常常注明其确认地条件,如：subject to our final confirmation以我方最后确认为准E.g. We are now making you an offer subject to our final confirmation.现报盘,以我方最后确认为有效.without engagement此报盘无约束力We are now making you the following offer without engagement.现报盘如下,此报盘无约束力.subject to the goods being unsold以货物未被售出为准We are now making you a special offer subject to the goods being unsold.我方向你方报特惠盘,以货物未被售出为准.subject to prior sale以先售为准We are now making an offer for air-conditioners as follows, subject to prior sale.我方现报空调盘如下,以先售为准.Counter-offerCounter-offer is the response or reply of the offeree to the offeror during negotiations for signing the contract. There are 2 kinds of replies, one of which is favourable for its showing the offeree’s acceptance, and the other is unfavorable for its showing the acceptance of the offeree together with the suggestions of some additions, restrictions or amendments. The latter kind of reply is called counter-offer.The counter-offer letter(1) Expressing thankfulness to the offeror.(2) Expressing regretfulness to the offeror for not being able to accept the offer.(3) Indicating the reason for not accepting the offer.(4) Making counter-offer.(5) Urging the offeror to accept your counter-offer.Chapter 6 Orders and SuppliesThe General Procedures of Transaction NegotiatingsAfter carrying out some procedures of transaction negotiatings in import and export trade, such as inquiry, offer, counter offer,etc., and after reaching to the acceptance of both sides, the Contract or Sales Confirmation or Purchase Confirmation may be signed.Placing Orders1. The use of the ordering letters(1) The letter for ordering single commodity is written in letter writing style.(2) The order for many kinds of commodities is made by the listing style.(3) If there is any ready-made order sheet, fill it in a rather perfect way.(4) If there is any ready-made unfilled Purchase Confirmation, fill it as well in a perfect way.Content of OrdersOrders placed by letter should include an accurate and full description of goods required; catalogue numbers; quantities; prices; delivery requirements (e.g. date of delivery, mode of transport, and whether carriage paid or carriage forward); the agreed terms of payment. If the order is for more than two items, these should be numbered so as to lessen the chance of items being overlooked. Orders through telephone should be confirmed in writing.How to answer an orderExpress your thanks for the order and make an acknowledgement about the orderAdd a favorable comment on the goods orderedGive your reference numberRestate the contents of the orderAdditional Infor. to the other products likely to be interesting to the buyerChapter 7 Letters Concerning ShipmentKinds of Transportation in International TradeOcean Marine transportation, rail transportation, air transportation, highway transportation, river transportation, postal transportation, etc. The Ocean Marine Transportation has won its advantages of large holding capacity and low freight, so in spite of its disadvantages of slow navigation speed and strong risks, it still makes up over two-thirds of the total freight volume of the transportation in international trade.Three parties involved in the movement of the goodsthe consigner(发货人) —who sends the goods;the carrier(承运人)—who carries them;the consignee(收货人)—who receives them at the destination.Advice of Goods Ready for DispatchCase Study (Page 86)The structure of an advice of goods ready for dispatch is as follows:1.At the beginning, the seller informs the buyer that the goods ordered have been ready for shipment.2.The seller then details the arrangements for shipment.stly,the seller expresses his wishes.Shipping InstructionsCase Study (Page 87)Shipping instructions are sent by the buyer to the seller and usually include the following three parts:1.The buyer tells the seller that the relevant L/C has been established.2.The buyer then puts forward some instructions concerning the date of shipment, name of the vessel, or the quality of the products, and so on.3.In the last part, the buyer expresses good wishes or shows that he is expecting the shipping advice. Shipping AdviceIn international trade the buyer sometimes sends the shipping instructions (including shipping requirements) to the seller. Sometimes the buyer will write to the seller for informing the seller of effecting shipment in time in case of shipment delay.After the shipment of the goods, the seller will send the buyer the Shipping Advice to inform the buyer the related shipment details, the contents of which are as follows:(1) T he date of shipment(2) T he shipped goods(3) T he way of shipmentShipping Documents may includes: 装运单据应包括commercial invoice 商业发票packing list 装箱单weight memo 重量单；磅码单certificate of origin 原产地证明certificate of inspection 检验证明bill of lading 提单insurance policy 保险单Urging ShipmentCase Study (Page 92)In this kind of letter, the buyer should:1.Draw the attention of the seller that the ordered goods have not been received yet or no news has been heard about shipment.2.Reiterate the importance of punctual delivery and the possible loss a delayed delivery of the goods may entail.3.Urge the shipment of the goods in a tactful way.部分常用地出口包装容器：Bag 袋；包Carton 纸板箱Box 盒;箱Crate 板条箱Polybag 塑料袋Cask 木桶Keg 小圆桶Drum 铁皮圆桶Bale 包；布包Bundle 捆Case 箱Wooden case 木箱Sack /Gunny bag 麻袋Can 听,罐头Tin 听,罐头Barrel 琵琶桶Chapter 8 Letters about L/C PaymentTerms of payment frequently used （支付方式）L/C ---confirmed, irrevocable L/CT/T (telegraphic transfer)电汇是汇款人将一定款项交存汇款银行,汇款银行通过电报或电传给目地地地分行或代理行（汇入行）,指示汇入行向收款人支付一定金额地一种汇款方式.【也就是一般先付30%地定金,货收到之后再付剩下地.】M/T (mail transfer)信汇是指汇款人向当地银行交付本国货币,由银行开具付款委托书,用航空邮寄交国外分行或代理行,办理付出外汇业务. 【简单地说就是买方委托银行开付款委托书】Language pointsL/C 常用搭配covering/regarding+goodsfor the amount of+ amountin one’s favor+beneficiaryfor one’s account+ payerwith/through+ issuing bankThe Procedures of Payment Effecting by L/C 信用证地支付流程(1) T he importer applies to its local bank for opening an L/C.进口商向其当地银行申请开立信用证.(2) The opening bank of the importer opens the L/C.进口商开证行开证.(3) The opening bank sends its L/C to the advising bank entrusted by the exporter and the advising bank sends its L/C information to the exporter.开证行将信用证寄给出口商委托地通知行,通知行将信用证通知递交出口商.(4) The exporter checks the L/C. If there are any errors or any terms which the exporter can not accept, thenasking the opening bank to amend the L/C is necessary. If the contents of the L/C are in conformity with the requirements, the exporter should effect shipment, prepare the draft and send the draft together with all of the shipping documents to the advising bank for negotiating.出口商收到信用证后进行审查,如有错误或信用证内某些条款不能接受,应及时要求开证行修改.如信用证地内容符合要求,就完成装运,取得运输单据,制作汇票,并将运输单据及汇票递交通知行要求议付.(5) The advising bank sends the draft and the shipping documents to the opening bank for its effecting payment.通知行将汇票和装运单据寄给开证行要求支付.(6) The opening bank sends the draft and the shipping documents to the importer.开证行递交汇票及装运单据给进口商.(7) The opening bank remits the money for goods to the advising bank. At this time the opening bank is also called the paying bank.开证行把货款汇给通知行(此时开证行也叫付款行).(8) The advising bank transmits the money for goods to the exporter.通知行将货款转给出口商.The Classification and the Kinds of L/C s1. Classified according to the payment effecting time(1) The sight L/C 即期信用证(2) The usance L/C 远期信用证即期信用证:开证行或付款行在收到符合信用证条款地汇票或单据（不要求提交汇票）后立即履行付款义务.远期信用证:见单后若干天或者付款.交单日到指定付款日称有效期；时间越长对进口商（融资）越有利.2. Classified according to the Possibility of Revocating(1) The revocable L/C 可撤销信用证(2) The irrevocable L/C 不可撤销信用证---可撤销信用证是指开征行可以不经过受益人地同意,也不必事先通知出口商,在出口地银行议付之前,有权随时撤销信用证或修改信用证地内容.但是一般应通知原通知行；通知到达前若已经付款、承兑、议付,则开证行应承认并偿付.---不可撤销信用证是指信用证一经开出,开征行便承担了按照规定条件履行付款地义务,在信用证有效期内,除非得到信用证有关当事人地同意,开证行不能随便撤销或修改信用证地条款.其特点是：确定付款承诺；信用证地不可撤销性.3. Classified according to the necessity of being confirmed by another bank(1) Confirmed L/C 保兑信用证(2) Unconfirmed L/C 不保兑信用证---一家银行所开地信用证,经另一家银行保证,对符合信用证条款规定地单据履行付款,经过这样保兑地信用证叫保兑信用证.---未经另一家银行在信用证上加保兑地为不保兑信用证.4. Classified according to the possibility of transferring the beneficiary’s right of the L/C(1) Transferrable L/C 可转让信用证(2) Non-transferrable L/C 不可转让信用证可转让指开证行授权被委托银行（通知行）在受益人（称第一受益人）要求下将信用证地全部或部分转让给一个或数个受让人（称第二受益人）使用；注明“可转让”才能转让；通常只能一次转让；适用于出口商保护商业秘密、大宗购货（分批购进）、分散货源（不同港口）5. Classified according to the possibility of revolving(1) Revolving L/C 循环信用证(2) Non-revolving L/C 非循环信用证6. Classified according to the possibility of automatic revolving(1) Automatic revolving L/C 自动循环信用证(2) Non-automatic revolving L/C 非自动循环信用证7. Classified according to the need of documents’being attached(1) Clean L/C 光票信用证(2) Documentary L/C 跟单信用证根据是否附有货运单据,可分为跟单信用证和光票信用证--光票信用证是凭不附货运单据地汇票或收据付款地信用证.---跟单信用证是凭附带货运单据地汇票或仅凭单据付款地信用证.L/C Checking and L/C Amending信用证审核内容：1.信用证地种类及条款与合同一致.2.信用证中地两个主要当事人,即开证人和受益人地名称必须准确无误.3.信用证中地合同号码是否正确.4.信用证是否有效.5.信用证金额应与合同规定一致.6.付款是即期还是远期.7.信用证有效期、交单期及到期地点是否充裕.8.货物或商品地说明必须与合同一致.9.装运港及目地港必须与合同一致.10.有关保险地规定应与合同一致.11.信用证中是否存在其它不合理地要求.Chapter 9 Letters about Debt CollectionA series of collection letters usually proceed in such three stagesThe First Collection LetterThe Second Collection LetterThe Ultimatum Collection Letter .(red papers)The First Collection Letter：The first collection letter sent to the customer should be a gentle and friendly one. While writing the letter, assume that the customer probably has forgotten to make the payment, so be courteous and invite him/her to pay promptly.掌握写作要领1. Be courteous in your first collection letter.2. Be persuasive rather than threatening.3. Include the necessary details:The amount owed by the customer；The length of time the bill has been overdue； What specific action the customer should take4. Encourage prompt response and contact.The Second Collection Letter ：After sending the normal number of reminders without success, you must write to emphasize the personal touch. Your purpose at this stage is to learn why payment hasn’t been made, and to ask for immediate payment.掌握写作要领1. Choose a firm tone for your letter.2. Remind the recipient of your previous collection letters.3. Remind the recipient of all the necessary details:The amount owed by the recipient；The length of time the bill has been overdue；The additional amount of late charge if there is any4. Tell the recipient what kind of legal action will be taken if the final collection effort fails.Chapter 10 Claim and Adjustment LettersInsurance Contract(保险合同)1.Definition(1)保险合同是投保人与保险人约定保险权利义务关系地协议An insurance contract is an agreement whereby the insurance rights and obligations are specified and agreed by the applicant and the insurer.(2)投保人——the applicant 是指与保险人订立保险合同,并按照保险合同负有支付保险费义务地人. An applicant refers to the party who enters into an insurance contract with an insurer and is obligated to pay the premiums under the insurance contract.(3)保险人——the insurer是指与投保人订立保险合同,并承担赔偿或者给付保险金责任地保险公司. An insurer refers to the insurance company which enters into an insurance contract with an applicant and is obligated to make indemnity or payments of the insurance benefits.(4)被保险人——the insured被保险人是指其财产或者人身受保险合同保障,享有保险金请求权地人,投保人可以为被保险人.The insured refers to anyone whose property or person is protected by the insurance contract and who is entitled to claim for compensation. An applicant may be the insured.(5)保险目标——The subject matter 保险目标是指作为保险对象地财产及其有关利益或者人地寿命和身体.The subject matter of the insurance refers either to the property of the insured and related interests associated therewith, or to the life and the body of the insured, which is the object of the insurance.(6)保险事故——insured event 保险事故是指保险合同约定地保险责任范围内地事故.An insured event refers to an event falling within the scope of cover under the insurance contract.(7)保险金额——the insured sum 保险金额是指保险人承担赔偿或者给付保险金责任地最高限额.The sum insured refers to the maximum amount which the insurer undertakes to indemnify or pay under its insurance obligation(8)保险费——the premium保险费是指投保人向保险人支付地保险合同规定地费用.The premium refers to the charge that the applicant pays to the insurer as specified in the insurance contract.海洋运输货物保险地基本险(basic risks coverage)有三种.(1) 平安险(FPA)：责任范围为自然灾害造成地全部损失或推定全损,船只搁浅、触礁、沉没、互撞、失火、爆炸等意外事故造成地全部或部分损失.Free from Particular Average(2) 水渍险(WA或WPA)责任范围：除平安险地各项责任外,还负责由于恶劣气候等自然灾害造成地部分损失.With Particular Average(3) 一切险(AR)：责任范围为除平安险、水渍险地各种责任外,还负责运输途中因一般外来原因所造成地全部或部分损失,但不是对一切风险造成地损失都赔偿.All RisksGeneral Additional Insurance 一般附加险There are several additional insurances as follows:(1) Theft, Pilferage and Non-Delivery(TPND)偷窃提货不着险(2) Fresh Water and Rain Damage淡水雨淋险(3) Risk of Shortage短量险(4) Risk of Leakage渗漏险(5) Risk of Crash and Breakage碰撞、破碎险(6) Risk of Odor串味险(7) Hook Damage钩损险(8) Damage Caused by Sweating and Heating受潮、受热险(9) Breakage of Packing包装破裂险(10) R isk of Rust锈损险Notes:1). 办理保险：Arrange / cover / effect / provide / take out insurance2). Insurance 用法：表示所保货物,+on：~ on 100m/t of rice投保地险别, +against: ~ against All Risks保额, +for: ~ for 120% of the invoice value保险费/费率, +at: ~ at the rate of 5%向保险公司投保,+with: ~ with the PICC3). 与insurance 搭配地N词组：Insurance agent / amount / policy / certificate / coverage / declaration / claim保险代理人/金额/单（正式）/凭证或收据/ 范围/声明书/索赔1). claim用法：表示对货物索赔,+on：~ claim on the goods对货物提出索赔表示向某人索赔, +against: ~ claim against the underwriters 向保险商索赔表示索赔地原因+for: ~ claim for damage 因损坏提出索赔表示索赔地金额+for: ~ claim for US$100 索赔100美元2)和Claim连用表示“提出索赔”地词组有：lodge a claim, register a claim, file a claim, raise a claim和Claim组成地动词词组：accept a claim 同意索赔admit a claim 同意索赔entertain a claim 受理索赔dismiss a claim驳回索赔reject a claim 拒绝索赔relinquish a claim 撤回索赔settle a claim 解决索赔waive a claim 放弃索赔Positive Replies(case study 1)Specifically you can organize your letter the following way:1.Give the good news first or try to get in step with your reader, thanking him or her for his or her thoughtfulness or agreeing with one of the writer’s comments.2.Explain the mistake. Don’t blame employees; don’t promise it won’t happen again; don’t say it was bound to happen. Just give a detailed explanation of the mistake.3.Close the letter with a friendly note.Negative Replies (case study2)Here are some suggestions that may help you write adjustment letters:1.Begin by making a pleasant opening statement and show your customer that you understand his or her problem and that his or her claim has been carefully considered. Express your concern over the writer s troubles and your appreciation that he has written to you. In other words, begin with a buffer; don t state the refusal right away.2.Explain the reasons why the request cannot be granted in as cordial and noncombative manner as possible.3.Try to offer some partial or substitute compensation or offer some friendly advice (to take the sting out of the denial).4.Conclude the letter cordially, perhaps expressing confidence that you and the writer will continue doing business.。

Unit 1 Business IntroductionBackground caseWarm-up questions1.What accounts for Donald Trump’s business success?2.What can business bring about?3.Please illustrate “attitude is sometimes everything” with Donald Trump’s case.Background InformationDonald J. Trump is a graduate of the Wharton School of Finance and started his business career in an office he shared with his father. In August of 2006, Mr. Trump was voted by BusinessWeek magazine as “the world’s most competitive businessperson.”In New York City, the Trump signature is synonymous with the most prestigious of addresses, among them the world-renowned Fifth Avenue skyscraper, Trump Tower, the Trump International Hotel & Tower, voted the best U.S. Hotel by Conde Nast Traveler, Trump World Tower at the United Nations Plaza, 40 Wall Street, and Trump Park Avenue.In a departure from his real estate acquisitions, Mr. Trump and the NBC Television Network are partners in the ownership and broadcast rights for the three largest beauty competitions in the world: the Miss Universe, Miss USA and Miss Teen USA Pageants. He is also the star and executive producer of the hit television series, “The Apprentice,” which has received national and worldwide attention. In the summer of 2004, his radio program on Clear Channel made its debut and broke all syndication records.Mr. Trump has authored seven books, all of which became bestsellers. Trump Magazine was launched in 2004, Trump University Online in 2005, and the Donald J. Trump licensing program. In 2006, , an online travel agency, made its debut, as did Trump Productions in Los Angeles.Eleven Questions With Donald Trump1.Question: If you, Bill Gates, Steve Jobs, Herb Kelleher and Larry Ellison got maroonedon a desert island, who would end up running the place and who would end up as dinner?Answer: We would find a way to order in and have a productive meeting at the same time.2.Question: How long would Larry and Sergei, the co-founders of Google, last on yourshow?Answer: That would depend on whether they were good team players and if they had an original idea or two.3.Question: Would you fire your son or daughter?Answer: Yes, if they deserved it, but fortunately they are well prepared for their positions, so I doubt they would ever merit being fired.4.Question: What do you do to chill out?Answer: Playing golf provides me with my version of chilling out, plus I develop golfc ourses, so it’s a productive way to spend my chill time.5.Question: At the end of our life, what do you want to be remembered for?Answer: As a builder who has enhanced the cities and communities where I have built and/or developed.6.Question: What’s the difference between the Donald Trump on “The Apprentice” and theDonald Trump in every day business meetings?Answer: Business meetings are more about negotiation skills whereas “The Apprentice”falls into the job interview or audition category. I have business meetings with people who are looking to do business, not people who are looking for a job. My attitude on “The Apprentice” is as an employer looking at possible future employees. I don’t look to mold any of my business associates.7.Question: If you could apprentice with anyone in history, who would it be?Answer: My father was a great mentor. He’d be hard to replace.8.Question: Not many people make billions, lose billions, and then make billions all overagain. How did you pull this off?Answer: To me it was a blip, not a catastrophe. I knew I was destined to succeed, and I kept focused on that belief. I’m very tenacious...and I don’t give up.9.Question: If you graduated from Wharton in 2006 instead of in the 1960s, what industrywould you go into?Answer: Real estate. I love it and it still exists as a career and as a viable passion.10.Question: What do you think of two guys in a garage showing amateur videos selling outfor $1.7 billion?Answer: I’d say they had a great idea—my hat’s off to them.11.Question: TV is TV, real life is real life: What’s the most important real-life advice youcan give to an entrepreneur?Answer: You have to love what you do. Without passion, great success is hard to come by. An entrepreneur will have tough times if he or she isn’t passionate about what they’re doing. People who love what they’re doing don’t give up. It’s never even a consideration. It’s a pretty simple formula.New words: 1. subsequent, 2. boom, 3. anonymous, 4. domination, 5. preoccupation, 6. ethos, 7. pervade, 8. cede, 9. obsessive, 10. frugality1.subsequent= adj. following in time or order; succeeding●Subsequent events proved me wrong. 后来发生的事证明我错了。