Business-English复习题General Review for Business EnglishI. Scope of Final Examination.The scope of the final examination for the course Business English will cover Units 1 through 13, including the listening, speaking (Dialogue 1), reading, and writing tasks of each unit. You need review the text of each unit while preparing for the final. The content of the final examination includes six parts: true/force questions (10%), fast reading (10%), the best choice (20%), translations (20%), reading and comprehension (20%), and English writing (20%). For the part of translations (including English-to-Chinese and Chinese-to-English), you need memorize the frequently used business terms, especially the title of each unit, and understand the sentences for business situation conversation in the s ection “Language Focus” of each unit. For the part of English writing, like what you have done in the assignments, you should be able to write a business letter or a memo in the standard format on the basis of given information. The following questions or guidelines (III, IV & IV) may be useful for you to prepare for the final.II. Time and date for the Final Examination.The time length of the final examination is two hours (120 minutes). Please check the OA frequently for the date of the final.III. Vocabulary & Frequently used terms.Review the vocabulary section of each unit, and pay attention to the frequently used terms that I have lectured at the beginning of each unit.IV. Questions for main concepts and ideas(Listening, Speaking, Reading & Writing Tasks)1.What do you know about foreign trade or international business?Unit 1 Applying for a Job.1. Can you give some tips as advice for job interview? (p.6-8)2.Why do you need to do some research before an interview? (p.6-7)3.What is meant by good interview etiquette? (p.7)4.Why is it necessary for a job candidate to prepare some questions? (p.7)5.What are three ways to contact the company you are applying for? (p.1)6.What should be included in your application package when you are applyingfor a job? (p.8)7.What content should be contained in your application letter? (p.9-10)Unit 2 Companies8.When describing a company, what information should be provided?-- Company’s nameTime for establishmentSize and locationMain business activitiesMain customersThe annual sales over the past three yearsOther necessary information9.Familiar with general organization chart of a company. (p.42)10.What are basic steps for you to prepare a business report (or yourthesis)?(p.30-31)11.How to organize your business reports? (p.31)Unit 3 Business Calls12.What should you do first when you make a business call? (p.45)13.What are general business telephone manners and etiquette? (p.48-50)14.What are the purposes of memos?(p.51)15.What is the general format of a memo? (p.51)16.With given information, how are you going to write a memo? (p.52-55)Unit 4 Business Travel17.Do you know how to book a ticket through telephone or internet?(p.64-65)18.Before making a business travel, what preparations should be made?(p.64)19.What should you be aware of while checking in an internationalairport?(p.65-66)20.What does an itinerary generally include?Unit 5 Business Meetings21.How to chair a meeting? (p.82-85)22.Why have meeting times and places become more complicated?(p.81)23.How are meetings changed by information technology? (p.81)24.What should we do to effectively prepare a meeting? (p.86-88)25.What is a meeting agenda? (p.88-89)26.Why is a written agenda used for a meeting?27.What items are included in an agenda? / Do you know the structure of anagenda? (p.89)28.What is the format of minutes of a meeting? (p.89-90)Unit 6 Business Presentation29.What is a presentation? (p.109)30.What should a presentation generally consist? / What does an effectivepresentation structure include? (p.112)31.How to give an effective business presentation?(p.109-111)32.How do you make an effective beginning of an oral presentation? (p.104)33.How to describe the sales activities of a company?(p.105-106)Unit 7 Establishing Business Relations34.How to find the prospective international clients? (p.124)35.Why is it important for international business people to understand businessetiquette? (p.128-129)36.Can you give some examples of improper business etiquette? (p.136-137)37.What does business etiquette revolve around? (p.128)Unit 8 Enquiries and Offers38.Do you know the following terms of enquiry, offer, a firm offer, counter offer,quote, CIF, FOB, commission, terms of payment, letter of credit, offer without engagement, terms and conditions, an indication of price, a trial order, an exact market, a repeat order? (p.160-161)39.Do you know some foreign currencies?40.How to quote a price for your product?(p.143)41.What are trade terms or price terms? (p.143)42.What does a price term comprise? (p.143)43.Do you think it is important for international business people to take crosscultural negotiation training? Why or why not?(p.146-148)Unit 9 Negotiating the Price44.When negotiating the price of a product, what are the key elements to beconsidered? （p.163-165）45.How should the seller defend the price? (p.166-167)Unit 10 Terms of Payment46.Do you know the main modes of payment in international trade? (p.180,p.321-322)47.What are advantages and disadvantages of documentary collection for aseller or a buyer? (p.181-184, p.321-322)48.What is the letter of credit? (p.180-181, p321-322)Unit 11 Packing and Shipping49.Why should commodities be packed? (p.202)50.What are the main types of packing? (p.203)51.How to negotiate the terms of shipment? (p.205-206)52.What are the main modes of shipment? (p.207-208)53.What are the advantages and disadvantages of each mode? (p.207-208)54.What are shipping instruction and shipping advice? (p.208-209)Unit 12 Complaints and Adjustments55.What may cause customers to make complaints? (p.223)56.What are used as evidence when making a claim? (p.223)57.Do you know some common causes for complaints and claims ininternational trade? (p.241)58.Do you know how to write letters of complaints and adjustments?(p.230-231)Unit 13 Marketing and Sales59.What is the difference between marketing and sales? (p. 343)60.What is the marketing mix? (p.248-250)61.What are referred to as the four "P’s" of marketing?（248-250）Unit 1462.How do you understand the term “globalization?63.What is a typical heading for a fax?Unit 1564.What is E-commerce? How does it work?65.What are the benefits of E-commerce?66.What’s the difference between E-commerce and E-business?67.Do you know how to write an E-mail?V. WritingsUnit 1Curriculum Vitae (CV)An account of a person’s qualifications, inte rests and work experience, usually sent with an application for a job. The proper way to design a CV is to present the best image of yourself in accordance with the job requirements. Generally speaking, a CV should have no more than two pages. There are several standard CV formats. The most popular format usually contains the following components.1)Basic Personal Information2)Job Objective3)Education4)Work Experience5)Social Practice / Extracurricular Activities6)Hobbies and InterestsApplication Letter (Cover Letter)A letter with a document or goods explaining the contents. Effective application letters explain the reasons for your interest in the specific organization and identify your most relevant skills or experiences. They normally contain faro parts in which you should:1) confirm that you wish to apply and say where you learned abort the job;2) say why you are interested in the position and relate your interest;3) show that you can contribute to the job by high lighting your most relevant skills and experience;4)indicate your wiliness to attend an interview.Unit 2Business ReportA business report conveys information to assist in decision-making. Some reports might present the actual solution to solve a business problem; otherreport might record historical information that will be useful to assist in future decision making. Here are some basic steps for you to follow when writing a business report.1) Planning the writing2) Organizing the report into sections3) RevisionUnit 3Memo (Memorandum)A brief record written as an aid to the memory. It is used to describe the standard format of internal communication, which an organization uses for its own staff.Memos usually serve the following purposes:●Give instructions or notify events which have occurred;●Seek information;●Offer ideas and suggestions.The heading segment follows this general format:TO:FROM:DATE:SUBJECT:Unit 4ItineraryAn account or record of a journey or proposed route of a journey. It is usually to be made, including the time to set out and return, the route of visit, the dwelling place, the main contents of visit, etc.Such an itinerary generally includes:●title;●time;●place;●contents of activities.Unit 5Meeting AgendaMeeting Agendas are a significant list that helps the chairperson to structure the meeting and the secretary or minute-taker to keep track of what is being discussed.Agendas may vary in form. However, they should follow a structure and list standard items:●welcome any special visitors●apologies for absence●special event●confirmation of minutes of the previous meeting●business arising out of minutes●correspondence sent and received●reports●adjourned business●general business●any other business●close of meetingMinutesMinutes of a meeting are the agreed record of discussion and decision made. The purpose of minute is to record permanently the proceedings of a meeting, as well as to provide a basis for action.Unit 6PresentationA presentation, in the broadest sense, is every encounter you have withevery person you ever meet. More specifically, however, whenever you are asked to appear in front of one or more people for the purpose of explaining, educating, convincing, or otherwise conveying information to them, you have a presentation.Structuring a well-organized presentation is your key to success.An effective presentation structure includes(1) an effective opening,(2) a preview of the main points,(3) clearly demarcated main points, and(4) an effective closing.Unit7Letters for Establishing Business RelationsIn writing such a letter, the following contents should be included:●The purpose of your letter;●The nature of your company’s business: agent,exporter, importer ormanufacturer;●The business scope of your company and also the branches and liaisonoffices, if any;●The reference as to your company’s financial position and integrity;●As an exporter, you should describe emphatically the quality of yourproducts;●If available, a brief introduction to your company, catalogue, price lists,etc. should be enclosed.●As an importer, what commodities you want to buy and sell and yoursales potential as well;Unit 8EnquiriesAn enquire is a letter you write to try to ask for more informationconcerning a product, service or other information about a product or service that interests you.When making an enquiry, keep it brief, specific, clear and to the point.For a first enquiry, the following information should be included:● A brief mention of how you obtained your potential supplier’s name;●Some information of the demand in your area for the goods;●Details of what you want to know, such as a catalogue, price list, asample, a quotation, and so on.OffersAn offer is a letter you respond to enquiries from potential customers.The best impression will be made by providing the materials or information the perspective client has asked for. This positive impression will be proved by a well written response.Unit 9Counter-offer Letters 还盘信A counter-offer letter is a letter when a buyer refuses to accept all or part of the terms and conditions made by the seller, and in the letter, the buyer will state his own terms and conditions to the seller. A counter-offer is really a new offer.A satisfactory letter of a counter-offer should cover the following points:●Express the buyer’s thanks to the seller for the offer;●Express regret at the buyer’s inability to accept;●Make a counter-offer if it is appropriate;●Express hopes of mutually beneficial business cooperation.Unit 11Shipping Advice (装船通知单)A shipping advice is what the exporter notifies their dispatch to the importer before or after effecting shipment. In case of CFR transaction, a shipping adviceis also necessary for the importer to cover insurance of their goods.A shipping advice usually includes the following information➢The name of the ship used to dispatch the goods;➢The date and number of bill of lading;➢The name of the shipping port/loading port;➢The estimate time of departure;➢The estimate time of arrival;➢The packing conditions;➢Other information as delay of shipment, transshipment or change of L/C;➢Thanks for patronage.Unit 12Complaint LetterA complaint letter requests some sort of compensation for defective or damaged merchandise or for inadequate or delayed services. The essential rule in writing a complaint letter is to maintain your poise and diplomacy.In the letter you should:●Identify early the reason you are writing;●State exactly what compensation you desire;●Provide a fully detailed narrative or description of the problem;●Explain why your request should be granted;●Suggest why it is in the recipient’s best interest to grant your request.Adjustment LetterAn adjustment letter is a reply to complaint letter. It must be handled carefully when the requested compensation cannot be granted.Some suggestions:➢Begin with a reference to the date of the original letter of complaint and to the purpose of your letter;➢Express your concern over the writer’s troubles and your appreciation thathe has written;➢Explain why you deny the request cordially;➢Try to offer some partial or substitute compensation or advice;Conclude the letter cordially.Unit 13Sales LettersA sales letter is a marketing tool that can build your client base and increase your sales. Generally speaking, there are two kinds of sales letters.●The extended letter, together with supporting literature, brochures,order forms and return envelopes;●The one you write to individual.When you write a sales letter, the AIDA factors should be included:● A – attention;●I -- interest;● D – decision;● A – action.Unit 14FaxFax is a form of external communication and has become a well-established and widely used means of communication in the business world today. There is no unified format for faxes. A typical heading for a fax is shown below: FAX MESSAGETo:Attention:Fax No.:From:Company:Fax No.:Date:Subject:No. of Pages:Unit15E-mailE-mail is the system for using computers to send messages over the Internet.The guidelines for writing business E-mails:●Give the message a subject / title;●Keep the subject short and clear;●Start the message with a greeting;●Watch the length of the paragraph;●Keep the message concise and short;●Start the first paragraph with a clear indication of what the message isabout;●When replying, quote excerpts;●End the message in a polite way;●Put your name at the end;VI. Steps of import / export trade (for reference)Any import / export transaction may start from Market Research and afterwards there follow the establishment of business connections, inquiries, offers (or replies to inquiry), orders, payment by buyer (or importer) and delivery of goods by seller (or exporter), and completion of the transaction.Varied and complicated procedures have to be gone through in the course of the transaction. We illustrate below the general course taken in an import/export transaction.1)Market Research 市场调研exporter → Market research ← importer2)Seeking Counterpart in import/export trade 寻找进出口贸易客户(1) exporter → for importe r( or buyer)(2) importer → for exporter (or supplier)3)Contact; Inquiry 建立联系；询盘→ importer4)Inquiry of Standing or Financial Integrity 询问资信情况(1)↓credit report↓exporter(2)↓credit report↓importer5)Quotation (or Offers); Counter Offers; Acceptance or Non-acceptance 报盘；还盘；接受或不接受(1)→ importe r(2)exporter ← counter offers → importer(3)→ importer6)Order (or Indent); Contract 订货；合同(1)→ importer(2)importer → order → exporter7)Obtaining Import License; Opening Letter of Credit; Receiving Letter ofCredit 获得进口许可；开立信用证；收到信用证(1)importer → import license application ← granting(2)importer → foreign exchange bank → opening L/C(3)foreign exchange bank → advising bank → exporter (opening bank)(4)exporter → receiving letter of credit8)Preparation of Goods 备货exporter9)Obtaining Export License 获得出口许可(1)→ authorities(2)10)Inspection or Survey of Commodity 商品检验(1)→ authorities(2)→ exporter11)Reservation of Shipping Space 订舱位(1)(2)→ shipping order (S/O) → exporter 12)Insurance Cover 投保(1)exporter → →(2)→exporter13)Customs Clearing and Loading 结关与装船(1) exporter → → documents → customs house(2) customs house → → wharf→loading → goods → mates receipt → shipping agent → s hippingcompany → bill of lading (B/L)14)Consular Invoice; Shipping Advice 领事发票；装运通知(1)exporter → → consulate → consularinvoice(2)exporter → shipping advice → importer15)Negotiation of Export Document under L/C 按信用证议付出口单据(1) exporter →→→ payment for goods shipped16)Redemption of Documents under L/C 按信用证赎回单据(1)imp→ shipping documents → importer17)Customs Clearing of Imports: Delivery of Goods 进口商品结关；交货(1)(2)→→ → → imported goods → importer18)Claim for Losses 索赔importer → exporter→ shipping company→ insurance compa ny。
