商务英语复习

PAGEPAGE12012年秋季商务英语期末考试复习大纲（适用北海学院经济管理学院各专业）GuidelinesfortheFinalExaminationofBusinessEnglish2012FallSemester1.ScopeThecontentforthefinalexaminationwillcoverunits1-13ofthetextbook,splittingintosixparts:True/Falsequestions,blanks’filling,multiplechoices,translations,readingcomprehension,andshort-essaywriting.Studentsarerequiredtogooverthetexts/questionsoflisteningtask,speakingtask(thefirstdialogueonly),andreadingtaskofeachunit,aswellasthenotesorminutestakenfromtheclass.Forthewritingtasks,studentsneedknowtowritebusinesslettersandmemosinformalformatandetiquetteaswellasresumeorcurriculumvitae(CV).Withprovidedinformation,studentsshouldbereadytowriteashortbusinessletterormemo,ororganizetheinformationforabusinesspresentation.2.TimeThetimelengthforthefinalis120minutesortwohours,andthedateofthefinaliscurrentlyscheduledonthefirstdateofthe18thweekofthissemester.PleasechecktheOAfrequentlyforthenotice.3.Thefollowingportionslistthefocusesorquestionsforstudentstoprepareforthefinalexamination.I.Reviewvocabulary¬esofeachunit.Generallyunderstandvocabularyextensionandlanguagefocus.II.Questionsformainconceptsandideas(Listening,Speaking,Reading&WritingTasks)Whatdoyouknowaboutforeigntradeorinternationalbusiness?Canyougivesometipsasadviceforjobinterview?Whydoyouneedtodosomeresearchbeforeaninterview?Whatismeantbygoodinterviewetiquette?Whyisitnecessaryforajobcandidatetopreparesomequestions?Whensomeonedescribeshiscompany,whatinformationdoyouthinktheyshouldprovide?--Company’snameTimeforestablishmentSizeandlocationMainbusinessactivitiesMaincustomersLastyear’stotalsalesOthernecessaryinformationWhatisthepurposeofbusinessreports?Whatisthegeneralformatofamemo?Beforemakingabusinesstravel,whatpreparationsshouldbemade?Whatdoesanitinerarygenerallyinclude?Whatisameetingagenda?Whyisawrittenagendausedforameeting?Whatitemsareincludedinanagenda?/Doyouknowthestructureofanagenda?Whatistheformatofminutesofameeting?Whatisapresentation?Whatshouldapresentationgenerallyconsist?/Whatdoesaneffectivepresentationstructureinclude?Howdoyoumakeaneffectivebeginningofanoralpresentation?Whyisitimportantforinternationalbusinesspeopletounderstandbusinessetiquette?Canyougivesomeexamplesofimproperbusinessetiquette?Whatdoesbusinessetiquetterevolvearound?Doyouthinkitisimportantforinternationalbusinesspeopletotakecrossculturalnegotiationtraining?Whyorwhynot?Doyouknowthefollowingtermsofenquiry,offer,afirmoffer,counteroffer,quote,CIF,FOB,commission,termsofpayment,letterofcredit,offerwithoutengagement,termsandconditions,anindicationofprice,atrialorder,anexactmarket,arepeatorder?Doyouknowsomeforeigncurrencies?Whataretradetermsorpriceterms?Whatdoesunitpricecomprise?Whennegotiatingthepriceofaproduct,whatarethekeyelementstobeconsidered?Doyouknowthemainmodesofpaymentininternationaltrade?Whyshouldcommoditiesbepacked?Howarecargoesclassified?Whatarethemaintypesofpacking?Whatarethemainmodesofshipment?Whataretheadvantagesanddisadvantagesofeachmode?Whatareshippinginstructionandshippingadvice?Whatmaycausecustomerstomakecomplaints?Doyouknowsomecommoncausesforcomplaintsandclaimsininternationaltrade?Doyouknowhowtowritelettersofcomplaintsandadjustments?Whatisthedifferencebetweenmarketingandsales?Whatisthemarketingmix?Whatarereferredtoasthefour"P’s"ofmarketing?Howdoyouunderstandtheterm“globalization?Whatisatypicalheadingforafax?WhatisE-commerce?Howdoesitwork?WhatarethebenefitsofE-commerce?What’sthedifferencebetweenE-commerceandE-business?DoyouknowhowtowriteanE-mail?III.WritingsUnit1CurriculumVitae(CV)Anaccountofaperson’squalifications,interestsandworkexperience,usuallysentwithanapplicationforajob.TheproperwaytodesignaCVistopresentthebestimageofyourselfinaccordancewiththejobrequirements.Generallyspeaking,aCVshouldhavenomorethantwopages.ThereareseveralstandardCVformats.Themostpopularformatusuallycontainsthefollowingcomponents.BasicPersonalInformationJobObjectiveEducationWorkExperienceSocialPractice/ExtracurricularActivitiesHobbiesandInterestsApplicationLetter(CoverLetter)Aletterwithadocumentorgoodsexplainingthecontents.Effectiveapplicationlettersexplainthereasonsforyourinterestinthespecificorganizationandidentifyyourmostrelevantskillsorexperiences.Theynormallycontainfaropartsinwhichyoushould:1)confirmthatyouwishtoapplyandsaywhereyoulearnedabortthejob;2)saywhyyouareinterestedinthepositionandrelateyourinterest;3)showthatyoucancontributetothejobbyhighlightingyourmostrelevantskillsandexperience;4)indicateyourwilinesstoattendaninterview.Unit2BusinessReportAbusinessreportconveysinformationtoassistindecision-making.Somereportsmightpresenttheactualsolutiontosolveabusinessproblem;otherreportmightrecordhistoricalinformationthatwillbeusefultoassistinfuturedecisionmaking.Herearesomebasicstepsforyoutofollowwhenwritingabusinessreport.1)Planningthewriting2)Organizingthereportintosections3)RevisionUnit3Memo(Memorandum)Abriefrecordwrittenasanaidtothememory.Itisusedtodescribethestandardformatofinternalcommunication,whichanorganizationusesforitsownstaff.Memosusuallyservethefollowingpurposes:Giveinstructionsornotifyeventswhichhaveoccurred;Seekinformation;Offerideasandsuggestions.Theheadingsegmentfollowsthisgeneralformat:TO:FROM:DATE:SUBJECT:Unit4ItineraryAnaccountorrecordofajourneyorproposedrouteofajourney.Itisusuallytobemade,includingthetimetosetoutandreturn,therouteofvisit,thedwellingplace,themaincontentsofvisit,etc.Suchanitinerarygenerallyincludes:title;time;place;contentsofactivities.Unit5MeetingAgendaMeetingAgendasareasignificantlistthathelpsthechairpersontostructurethemeetingandthesecretaryorminute-takertokeeptrackofwhatisbeingdiscussed.Agendasmayvaryinform.However,theyshouldfollowastructureandliststandarditems:welcomeanyspecialvisitorsapologiesforabsencespecialeventconfirmationofminutesofthepreviousmeetingbusinessarisingoutofminutescorrespondencesentandreceivedreportsadjournedbusinessgeneralbusinessanyotherbusinesscloseofmeetingMinutesMinutesofameetingaretheagreedrecordofdiscussionanddecisionmade.Thepurposeofminuteistorecordpermanentlytheproceedingsofameeting,aswellastoprovideabasisforaction.Unit6PresentationApresentation,inthebroadestsense,iseveryencounteryouhavewitheverypersonyouevermeet.Morespecifically,however,wheneveryouareaskedtoappearinfrontofoneormorepeopleforthepurposeofexplaining,educating,convincing,orotherwiseconveyinginformationtothem,youhaveapresentation.Structuringawell-organizedpresentationisyourkeytosuccess.Aneffectivepresentationstructureincludes(1)aneffectiveopening,(2)apreviewofthemainpoints,(3)clearlydemarcatedmainpoints,and(4)aneffectiveclosing.Unit7LettersforEstablishingBusinessRelationsInwritingsuchaletter,thefollowingcontentsshouldbeincluded:Thepurposeofyourletter;Thenatureofyourcompany’sbusiness:agent,exporter,importerormanufacturer;Thebusinessscopeofyourcompanyandalsothebranchesandliaisonoffices,ifany;Thereferenceastoyourcompany’sfinancialpositionandintegrity;Asanexporter,youshoulddescribeemphaticallythequalityofyourproducts;Ifavailable,abriefintroductiontoyourcompany,catalogue,pricelists,etc.shouldbeenclosed.Asanimporter,whatcommoditiesyouwanttobuyandsellandyoursalespotentialaswell;Unit8EnquiriesAnenquireisaletteryouwritetotrytoaskformoreinformationconcerningaproduct,serviceorotherinformationaboutaproductorservicethatinterestsyou.Whenmakinganenquiry,keepitbrief,specific,clearandtothepoint.Forafirstenquiry,thefollowinginformationshouldbeincluded:Abriefmentionofhowyouobtainedyourpotentialsupplier’sname;Someinformationofthedemandinyourareaforthegoods;Detailsofwhatyouwanttoknow,suchasacatalogue,pricelist,asample,aquotation,andsoon.OffersAnofferisaletteryourespondtoenquiriesfrompotentialcustomers.Thebestimpressionwillbemadebyprovidingthematerialsorinformationtheperspectiveclienthasaskedfor.Thispositiveimpressionwillbeprovedbyawellwrittenresponse.Unit9Counter-offerLetters还盘信Acounter-offerletterisaletterwhenabuyerrefusestoacceptallorpartofthetermsandconditionsmadebytheseller,andintheletter,thebuyerwillstatehisowntermsandconditionstotheseller.Acounter-offerisreallyanewoffer.Asatisfactoryletterofacounter-offershouldcoverthefollowingpoints:Expressthebuyer’sthankstothesellerfortheoffer;Expressregretatthebuyer’sinabilitytoaccept;Makeacounter-offerifitisappropriate;Expresshopesofmutuallybeneficialbusinesscooperation.Unit11ShippingAdvice(装船通知单)Ashippingadviceiswhattheexporternotifiestheirdispatchtotheimporterbeforeoraftereffectingshipment.IncaseofCFRtransaction,ashippingadviceisalsonecessaryfortheimportertocoverinsuranceoftheirgoods.AshippingadviceusuallyincludesthefollowinginformationThenameoftheshipusedtodispatchthegoods;Thedateandnumberofbilloflading;Thenameoftheshippingport/loadingport;Theestimatetimeofdeparture;Theestimatetimeofarrival;Thepackingconditions;Otherinformationasdelayofshipment,transshipmentorchangeofL/C;Thanksforpatronage.Unit12ComplaintLetterAcomplaintletterrequestssomesortofcompensationfordefectiveordamagedmerchandiseorforinadequateordelayedservices.Theessentialruleinwritingacomplaintletteristomaintainyourpoiseanddiplomacy.Intheletteryoushould:Identifyearlythereasonyouarewriting;Stateexactlywhatcompensationyoudesire;Provideafullydetailednarrativeordescriptionoftheproblem;Explainwhyyourrequestshouldbegranted;Suggestwhyitisintherecipient’sbestinteresttograntyourrequest.AdjustmentLetterAnadjustmentletterisareplytocomplaintletter.Itmustbehandledcarefullywhentherequestedcompensationcannotbegranted.Somesuggestions:Beginwithareferencetothedateoftheoriginalletterofcomplaintandtothepurposeofyourletter;Expressyourconcernoverthewriter’stroublesandyourappreciationthathehaswritten;Explainwhyyoudenytherequestcordially;Trytooffersomepartialorsubstitutecompensationoradvice;Concludethelettercordially.

Unit13SalesLettersAsalesletterisamarketingtoolthatcanbuildyourclientbaseandincreaseyoursales.Generallyspeaking,therearetwokindsofsalesletters.Theextendedletter,togetherwithsupportingliterature,brochures,orderformsandreturnenvelopes;Theoneyouwritetoindividual.Whenyouwriteasalesletter,theAIDAfactorsshouldbeincluded:A–attention;I--interest;D–decision;A–action.Unit14FaxFaxisaformofexternalcommunicationandhasbecomeawell-establishedandwidelyusedmeansofcommunicationinthebusinessworldtoday.Thereisnounifiedformatforfaxes.Atypicalheadingforafaxisshownbelow:FAXMESSAGETo:Attention:FaxNo.:From:Company:FaxNo.:Date:Subject:No.ofPages:Unit15E-mailE-mailisthesystemforusingcomputerstosendmessagesovertheInternet.TheguidelinesforwritingbusinessE-mails:Givethemessageasubject/title;Keepthesubjectshortandclear;Startthemessagewithagreeting;Watchthelengthoftheparagraph;Keepthemessageconciseandshort;Startthefirstparagraphwithaclearindicationofwhatthemessageisabout;Whenreplying,quoteexcerpts;Endthemessageinapoliteway;Putyournameattheend;IV.Stepsofimport/exporttrade(forreference)Anyimport/exporttransactionmaystartfromMarketResearchandafterwardstherefollowtheestablishmentofbusinessconnections,inquiries,offers(orrepliestoinquiry),orders,paymentbybuyer(orimporter)anddeliveryofgoodsbyseller(orexporter),andcompletionofthetransaction.Variedandcomplicatedprocedureshavetobegonethroughinthecourseofthetransaction.Weillustratebelowthegeneralcoursetakeninanimport/exporttransaction.MarketResearch市场调研exporter→Marketresearch←importerSeekingCounterpartinimport/exporttrade寻找进出口贸易客户(1)exporter→forimporter(orbuyer)(2)importer→forexporter(orsupplier)Contact;Inquiry建立联系；询盘(1)exporter→Tradeproposalletter,catalogue,etc.→importer(2)importer→inquiry;requestforsample,etc.→exporterInquiryofStandingorFinancialIntegrity询问资信情况(1)creditinquirytobankatexporter’splaceorreferencegiven.Andbankatimporter’splaceorreferencegiven↓creditreport ↓ exporter(2)creditinquirytobankatimporter’splaceorreferencegiven.Andbankatexporter’splaceorreferencegiven. ↓creditreport ↓ importerQuotation(orOffers);CounterOffers;AcceptanceorNon-acceptance报盘；还盘；接受或不接受exporter→quotations,offers,samples→importerexporter←counteroffers→importerexporter←acceptanceornon-acceptance→importerOrder(orIndent);Contract订货；合同exporter→salesconfirmation(contract)→importerimporter→order→exporterObtainingImportLicense;OpeningLetterofCredit;ReceivingLetterofCredit获得进口许可；开立信用证；收到信用证importer→importlicenseapplication←grantingimporter→foreignexchangebank→openingL/Cforeignexchangebank→advisingbank→exporter(openingbank)exporter→receivingletterofcreditPreparationofGoods备货exporter→stockororderofproductionorpurchase→factoryorsupplysourcesObtainingExportLicense获得出口许可exporter→exportlicenseapplication→authoritiesauthorities→grantingexportlicenseInspectionorSurveyofCommodity商品检验exporter→applicationforinspectionorsurvey→authoritiesauthorities→inspectio