商务英语实训习题答案

答案Project1EnglishofSocialIntercourseTask1BusinessIntroductionPart4Topic:1.T2.T3.F4.F5.FTask2BusinessCallsPart4Topic:1.F2.T3.F4.F5.TProject2BusinessEntertainmentTask1BusinessAppointment&BanquetPart4Topic:BusinessAppointment&Banquet1.Businessappointmentisanengagementtomeetataparticularplaceandtimeforaparticularbusinesspurpose.Andbusinessbanquetisformalmealforbusinesspurpose.2.Becauseitisoneofthebestwaystodemonstrateone'sknowledgeandappreciationofChineseculturetocurrentorfuturebusinessassociates.3.Thehostshouldensuretheeveningisenjoyableandsuccessfulforeveryoneandshouldbelookedtoforguidanceonwheretosit,whentotoastandevenwhattoeat.4.Beingseatedtotheleftofanindividualisahigherhonorthanbeingseatedtotheright.5.Yesitis.Becauseitmeansyou'relistening,anditalsomeansyoucare.BusinessAppointmentSuccessorFailure1.F2.F3.T4.F5.TTask2HotelAccommodationPart4Topic:HotelAccommodationArrangementoftheTradefairinChengdu1.August11thto14th,20092.Makeoutagoodscheduleaccordingtotherelevantdataincludingtheguests’identity,thequantityoftheguests,gender,age,healthcondition,habitsandcustomsaswellasthenecessitiesforwork.3.204.BecausetheycometothefairtodobusinesswithChinaandtomakebusinessrelationshipwiththecompanyinChengdu.5.Firsttellthereceiversthatyouaregladtohelpthemandaresuretomakegoodarrangementforthem.Thenwritethenameofhotelyouhavereservedandsomeinformationofthehotel,suchasthemapofhowtogettothehotel,thestandardsofthehotel,thetypesandthenumberoftheroomsyourreserved,thefee,thecheck-intimeanddeparturetimeandsoon.Atlast,you’dbetteraskthemiftheyhaveanyquestionsaboutitoriftheyneedmoreassistance.ALetterofHotelRoomReservation1.FromtheAugust11thtoAugust14th2.11roomsincluding2singleroomsand9doublerooms3.Breakfastandeveningmeal,and2singleroomsand9doubleroomsforfournightscommencing11thAugust.4.Ellen,Chen,PublicManagerofSichuanBSamTextileCo.,Ltd5.TheAmericandelegationfromA-mayTextileCo.,Ltd.willjointhe2009AutumnTextileTradefair.Task3VisitingTradeFair,ShowRoomandFactoryPart4Topic:HowtoMakeSuccessfulReceptionWhenClientsVisitingFactory1.F2.F3.T4.T5.FHowToVisitATradeShow1.planning2.currentsuppliers3.anopportunityforyoutoasktechnicalandpurchasingquestions4.beexposedtofourbasiclevelsofnon-personalsupplierinformation5.Priortoexhibit,Non-personalin-exhibitandpersonalin-exhibitProject3ConferenceOrganizationandArrangementTask1ConferenceInvitationLetterDesignPart4Topic:HowtoDesignaConferenceInvitationLetter1.F2.T3.F4.T5.FInvitationLettertotheConferenceDearSirorMadam,Wesincerelyinviteyoutoattendthe2009AutumnTradeFairofourcompanyheldduringAugust11thand14thAugustinChengdu.Itwillbeagreathonorforusifyouarecoming..Detailedscheduleisattachedafterwards.Pleaseconfirmyourdailyscheduleandletusknow.ManythanksandbestwishesYoursincerely,MaryPublicmanagerofSichuanBSamTextileCo.,Ltd.HowtoDressforaConferenceSummaryKnowinghowtodressforaconferenceisveryimportant,becauseinbusiness,appearancecanmakeorbreakyou.First,you’dbetterlookthroughbusinessmagazinesandnoticethebusinessstylelookslike.Thencheckoutwhatclothesyouownandgoshoppingbutstayonabudget.Ifyouarefemale,pleasechooseappropriateclothes.Whileifyouaremale,pleasechooseasuit.Finallyyouhadbettermakesurethedresschoicesarematchingorcomplimenteachother.Task2IntroductionofConferencePart4Topic:HowtoWriteaConferenceIntroduction1.F2.T3.T4.F5.FASampleofConferenceIntroduction1.Itshouldincludetheconferencetopics,objectives,agendaandlocality,themeetingoutline,maincontent,characteristicsandrelevantprojectsunderdiscussionaswellasalistofpersonsattendedtheconferenceandthespokesman.2.Yes,itis.Becauseitwillattracttheparticipantstoattendit,andletthemknowwhatliesaheadforthemandwhattheymayget.3.Itspurposeistoletpeopleknowwhattheconferenceisabout:toimprovethecommunicationofHighandNewTechnologyandenhancethecooperationbetweeninternationalcompanies.4.Theconferenceobjectivesinclude:toapplythelatestITinformationfromabroadrangeofprofessionalcorefunctions,toserveasaforumtofacilitatenetworkingandcooperationamongpartiesfromaroundandtociteadvancesintheITfield.5.Itincludes:improvingElectronicinformationtechnology,managingstrategiesinITindustry,communicationskillsinbusiness,productpromotionandsales,productresearchanddevelopandfutureregulationofITindustry.Stagesofabusinessmeeting1.F2.F3.F4.T5.FTask3ConferenceagendaPart4TopicHowtoStructureaConferenceAgendaCompletethefollowingStudent’sfile(P48)Task4IntroducingDistinguishedGuestsPart4TopicHowtoIntroduceaGuest1.F2.T3.T4.F5.FCompletethefollowingStudent’sfile(P52)Task5ConferenceServicePart4TopicIntroductionofconferenceservice1.T2.F3.T4.F5.FProject4RecruitmentTask1PracticingMakingResumesPart4TopicHowaCompanyFillsaJobVacancy1.F2.F3.T4.T5.FTask2InterviewPart4TopicHumanResourcesWithinFirms1.T2.F3.F4.F5.FTask3EmployeeContractsPart4TopicArbitration1.T2.T3.T4.F5.TTask4JobDescriptions&TitlesPart4TopicMyIdealJob1.F2.F3.T4.F5.TTask5JobResponsibilitiesPart4TopicAGrass-rootsLegalWorkerinaCompanyWhoseResponsibilitiesDescriptionofWork1.F2.T3.T4.T5.TProject5Company’sIntroductionTask1DescribingtheOrganizationalStructureofaCompanyPart4Topic1.T2.T3.T4.F5.FTask2IntroducingtheFunctionsofProductsPart4TopicPSPIsNotJustForTeens1.It’sforadults.2.BecausePSP3000ismorethanagamingconsole.Italsohatheabilitytostreamvideo,accesstheinternet,playbackmusicandvideosandstoreimages.3.TheybuyPSP3000fortheirgamingandentertainmentneeds.4.PSP3000boastsfeaturesthatyouwouldneed2or3otherelectronicdevicestoaccomplish.5.Yesitis.BecauseitshowsthebasicfunctionalitiesofPSP3000andalsoitsstrongpointstoattracttheadults.Task3AdvertisementPart4Topic1.T2.F3.T4.F5.TTask4TheIntroductionofTechnicalFeaturesofProductsPart4Topic1.ItisdesignedfortheneedsofInternet-savvyconsumers.2.Ithasalarge3.5"touchdisplayandafullQWERTYkeyboard,andan'alwaysopen'windowtofavoritesocialnetworkingsitesandInternetdestinations.3.Itintroducesmultiplesensors,memory,processingpowerandconnectionspeeds.4.Ilikeitverymuch,becauseithasattractiveadvantagesthatothercellphonesdon’thave.5.NokiaN97willtransformthewaypeopleconnecttotheInternetandtoeachotherandthecompanyhopeitwillwellacceptedbythemarket.Task5PresentationofaProductPart4Topic1.Therearefourpoints.1)Whenyoumakethepresentation,you’dbetterlookwellorganized.2)Whenyoumakethepresentation,you’dbetterusenaturalgestures.3)Whenyoumakethepresentation,you’dbetteruseeyecontact.4)Whenyoumakethepresentation,you’dbetterpayattentiontoyourpronunciationandintonation.2.Theonewhoseemstoknowwhatheorsheisdoing.3.Noyoudon’tneed.4.Itmaymakeyourwordsmoreforcefulandhelpyouknowsomeresponseofyouraudience.5.Yes.Becauseinappropriatewordscanbefalsefriends.Task6ExpressionsofProductPromotionPart4Topic1.T2.F3.T4.T5.FProject6InternationalTradeTask1EstablishingBusinessRelationsPart4Topic1.Animporter.2.Toestablishbusinessrelations.3.Themaincontentisaboutshowingthewishtoestablishthebusinessrelationshipwithanexporter.4.Whenyouwritethiskindofletter,thefollowingpointsshouldbeincluded:1)Sourceofinformation;2)Self-introduction;3)Referenceastoyourfirm’screditstanding;4)Expectation.5.Whenyouwritealettertoreplytheletterofestablishbusinessrelations,thefollowingpointsshouldbeincluded:1)Gratitude;2)Self-introductionandfavourableresponse3)Showinginterests4)HopeforquotationandreplyTask2CreditInvestigationPart4TopicLetterforCreditInvestigation1.TheCharteredBank2.ThewriterwantsthebankinformthemsomeinformationofTheCartersTradingCompany’scredit.3.Theywanttheinformationasfollowing:dateofestablishmentandnameofthepresident,lineofbusiness,thenetworth,theannualbusinessvolume,thecreditratingandrecordofpayment.Andtheywantsomeopinionaboutthecompanyfromthebank.4.Yes,Ithinkit’snecessary.First,givebackgroundinformationaboutthecustomer'ssituationyouwanttoknow.Second,requestforinformationabouttheprospectivecustomer'screditstanding5.Third,giveanassurancetheinformationwillbetreatedconfidential参考信函：CreditInformationDearSir,WehavereceivedasuddenbidfromtheAmericanTradingCo.,Ltd,600MissionStreet,SanFrancisco,withwhichyouarenowdoingbusinessandthefirmgivesusyournameasareference.Weshallappreciateitifyouwillinformusinformusofthefollowinginformationaboutthem.(1)Howlonghaveyoubeeninbusinessrelationswiththefirm?(2)Whatcreditlimithaveyouplacedontheiraccount?(3)Howpromptlyaretermsmet?(4)Whatamountiscurrentlyoutstanding?Anyinformationyoumaygiveuswillbetreatedasstrictlyconfidentialandexpensesconcernedfromthisinquirywillbegladlypaidbyusuponreceiptofyourbill.Weareawaitingyourearlyreply.VerytrulyYours,ReportforCreditInvestigationDearsir,Wearepleasedtosendyou,inconfidence,thecreditinformationconcerningTCLcompanyinyourletterofMay12,2011.Theabovecompanyenjoysthefullestrespectandunquestionableconfidenceinthebusinessworld.Theyarepromptandpunctualinalltheirtransactions,andwehavenohesitationingivingthemcredittoanamountbeyondthesumyoumentioned.However,thisiswithoutobligationonourpart.Wehopethisinformationmaybeofusetoyou.Yourssincerely,Task3MakingNegotiationPlanPart4TopicDefiningtheAimsforNegotiations1.Itmeansthatthenegotiatorsshouldknowwelltheirdesiredresultsaccordingtotheirownpracticalconditions.2.Toavoidmanipulationbytheircounterparts.3.Therearethreedifferentaimstobedecided:thebestaim,thesatisfactoryaimandtheacceptableaim.4.Whenyoufindyouhavenoadvantagesintheworldmarket,oryouhavemetaskillfulnegotiatorinthebusinessactivities,oryouhavetoexportorimportsomeproducts,youhavetofacethereality---toacceptthethirdaim.5.Iftheworldmarketisbeneficialtoyou,asanegotiator,youshouldseizeeveryopportunitytofirmlyobtainthebestaim.Whenyoufinditdifficulttogetthebestaim,asanegotiator,youhadbettermakeagoodpreparationtogetthesatisfactoryaim.Whenyoufindyouhavenoadvantagesintheworldmarket,youhavetoaccepttheacceptableaim.Task4SkillsofConcessionsinBusinessNegotiationofPricePart4Topic1.Twofactorsshouldbetakenintoconsiderationinpricing.Oneistheprofitabilityofthetransaction,andtheotherismarketshareoftheproducts.2.Thefluctuationofcommoditypriceandexchangeratesininternationalmarketsshouldbetakenintoconsiderationwhilecalculatingthecosts.3.Commissionreferstothepaymentmadetoabrokerforservicesrendered.4.Discountreferstotheamountapricewouldbereduced.5.CommissionreferstothepaymentmadetoabrokerforservicesrenderedandDiscountreferstotheamountapricewouldbereduced.Task5EnquiryandReplyPart4Topic1.MissEllen.2.Sheenquiresabouttheillustratedcatalogueandthelatestpricelisttogetherwithanysamples.3.Theyreplyveryfriendlyandpolitelyandgivealltheinformationthecounterpartwant.4.Trytoestablishgoodbusinessrelationshipandfindcertaincommoditywithhighqualityandgoodprice.5.Abouttheenquiryletter:First,beginyourletterwithstatingwhoyouareandgivingyourstatusorpositionandtellhowyoufoundoutabouttheindividualorentitythatyouarewritingto.Second，statewhatyouareinquiringaboutclearlyandwhatyouwouldliketherecipientofyourlettertodo.Makeyourinquiryasspecificaspossible.Third，youmightwanttobrieflyexplainthepurposeofyourletterorwhatyouhopetoaccomplish.Suchanexplanationmayprompttherecipientofyourlettertoactmorequickly.Ifappropriate,considermentioningtheletterrecipient’squalificationsforrespondingtoyourinquiry.Includethedatebywhichyouneedtheinformation,services,etc.thatyouarerequesting,andindicatethatyouawaitthereader’sresponse.Atlastyoushouldthankthepersonforhis/hertime.Aboutthereplytotheenquiryletter:First,expressyourappreciation.Second,providetheinformationthattheprospectiveclientneeds.Third,recommendotherproducts.Forth,introduceyourself.Fifth,Stateyourwish.Task6Offer,Counter-offerandAcceptancePart4Topic1.Theyofferthecounterpart30metrictonsofpolishedriceatUS$2,400permetrictonand20metrictonsofsoybeansatUS$2,800permetricton.Andthisofferisvalid,subjecttothereceiptofthecounterpartreplybefore10June2006.2.Becausetoacceptthepricesyouquotewouldleavethemwithonlyasmallprofitontheirsalessincethisisanareainwhichtheprincipaldemandisforarticlesinthemediumpricerange.AndJapanesequotationis10%lower.3.Thecontentsofcounter-counter-offerlettersoftencoverthefollowingpoints:(1)Expressthanksfortheofferorthecounter-offer;(2)Apologizefordisagreementtocertaintermorterms;(3)Statereasonsfordisagreement;(4)Putforwardconcretesuggestionsoramendmentstotheformercounter-offer;(5)Expresshopesofanearlyreply.参考信函：DearSirs,ThankyouforyourletterofMay26.Weregretthatwecannotmeetyourterms.Wemustpointoutthatthefallingmarkethereleavesuslittle or nomarginofprofit.Wemustaskyouforakeenerpriceinrespecttofutureorders.Atpresentthebestdiscountofferedforaquantityyouorderedis5%.Ourcurrentsituationleavesuslittleroomtobargain.Wehopeyouwillreconsidertheoffer.Weshallappreciateyourfavorablereply.Yourssincerely,4.Theletterofoffershouldinclude:(1)Expressthanksfortheenquiry;(2)Givethedetailsoftheprice,discountsandpaymentterms;(3)Detailthecontentsincludedintheprice(suchasfreight,insurancepremiums);(4)Committhetimeofshipmentordelivery;(5)Givethevalidityofoffer;(6)Expresshopesofanearlyreply.5.Thecontentsofcounter-offeroftencoverthefollowingpoints:(1)Expressthanksfortheoffer;(2)Apologizefordisagreementtocertaintermorterms;(3)Statereasonsfordisagreement;(4)Putforwardconcretesuggestionsoramendmentstotheformeroffer;(5)Expresshopesofanearlyreply.Task7OrderandAcknowledgementPart4TopicLettersofOrderandAcknowledgement1.Ladies’Blouses.2.Itmeansthesymbol"writtenunderawordinalisttoshowthatyouwanttorepeatthatword.3.Yes,itis.4.1)Theopeningusuallyreferstosomepreviouscontactsuchasaquotation,acatalog,anofferandsoon.Thenshowyourintentiontoplaceanorder.2)Thesecondpartusuallyconcludethefollowingpoints:itemnames,itemmodels;quantityofeachitem;qualityinformationsuchascolor,sizeweight,materialorotherspecialfeatures;priceforeachitem;3)Thethirdpartisaboutthepaymentanddelivery;4)Thefourthpartistoprovideyourdeliveryaddressorabillingaddresstogetherwithyourphonenumber.5)Theclosureisaboutthewillingnesstocooperateandtoestablishfurtherbusinessdealings.5.Thecontentsdoestheconfirmingtheorderincludes:1)Expressthegratitudefortheorderreceived2)Assurethecounterpartthatthegoodstheyorderedwillbedeliveredincompliancewiththeirrequest.Andintroduceotherproductstothecounterpart;3)Closetheletterbyexpressingthewillingnesstoestablishfurtherbusinessrelation.Task8TermsofPaymentPart4Topic1.BecauseL/Cismorefavorableforthesellerwhile,theD/Aismorefavorableforthebuyer.2.Theseller.3.YoushouldreconcileL/CcontentsandtheirapplicationtoassurethattheL/CcompletelycomplieswiththeContractandyourrequirements.4.Thelettersabouttermsofpaymentincludes:1)Putforwardtheproblemoftermsofpayment;2)Presentthedesiredtermsofpaymentandexplainwhythismodeofpaymentpreferredorwhyothertermsofpaymentcan’tbeaccepted.3)Closetheletterbyexpressingthehopeofearlyreply.5.Youshouldpayattentiontothatthereasonsgivenfortherequestofamendmentshouldbelogicalfavorableforyoursideandyourtoneinthelettershouldbepolite.Task9Contract,DiscountandCommission参考例文：DearSir,WehavedulyreceivedyourSalesContractNo.5623covering50tonswalnutmeatwehavebookedwithyou.Enclosedpleasefindtheduplicatewithourcounter-signature.Thankstomutualefforts,wewereabletobridgethepricegapandputthedealthrough.TherelativeL/ChasbeenestablishedwiththeBankofChina,London,inyourfavour.Itwillreachyouinduecourse.Regardingfurtherquantitiesrequired,wehopeyouwillseeyourwaycleartomakeusanoffer.Asanindication,wearepreparedtoorder80tons.Yoursfaithfully,1.WhensendingaletterofSalesContract,specialattentionshouldbepaidtotheprice,termsofpayment,specifications,quality,quantity,timeofdelivery,portofdestination,etc.2.Thecontentsoftheletterofsendingacontractshouldincludethefollowingpoints:1)BewithaSalesConfirmation/Contract；2)Confirmtheorder(goods'name,orderNo.,etc.)；3)Askforcounter-signature；4)Showanyotherspecificnotes(L/C,packing,insurance,etc.)；5)Showyourexpectation参考例文：DearSir,WehavebookedyourOrderNo.105for500ABCMachinesandaresendingyouherewithourSalesContractNo.ABC-103inthreeoriginals.Pleasesignandreturnonecopytousforourfile.PleaseopentherelativeL/Catanearlydate,sothatwecanarrangetheshipmentassoonaspossible.Weexpectyourearlyreplayatyourearliestconvenience.Yourstruly,Task10PackingandShipmentPart4Topic1.Theywillbepackedinseaworthycontainers.Eachbicycleisenclosedinacorrugatedcardboardpack,and20arebannedtogetherandwrappedinsheetplastic.Acontainerholds240cycles;thewholecargowouldthereforecomprise50containers,eachweighing8tons.2.BecausethedirectlinerbetweenShanghaiandtheportofdestinationisfarandfewandthesellerhassomedifficultiesinobtainingoceanfreightspace.3.Yesitis.4.Theletterofpackingincludesthefollowingpoints:1)Opentheletterwiththeproblemunderdiscussion;2)Explainthepackingandshippingarrangementsindetailandreasonsforthiskindofarrangements;3)Closetheletterwiththehopeforcooperationorwishesforanearlyreply.参考例文：DearSir，The6000CarToysyouorderedwillbereadyfordispatchby15thJanuary.SinceyourequirethemforonwardshipmenttoBahrain,Kuwait,wearearrangingforthemtobepackedinthefollowingway:1)Thetoyswillbepackedinwindowpackingpaddedwithfoamplasticforinnerpackingsothattheproductscanbeseendirectly.2)Thecartonswillbeouterpacking,20piecestoacartonlinedwithpolythenesheet,reinforcedwithplasticstrapstoprotectthegoodsfrompossibledamageintransit.3)Thetoyswithcartonswillbecarriedincontainers,whichwillgreatlyreducethechangeofdamagecausedbyroughhandling.Pleaseletushaveyourdeliveryinstruction.Yourssincerely,5.Theletterofshipmentincludesthefollowingpoints:1)Opentheletterwiththeproblemunderdiscussion;2)Explaintheshippingarrangementsindetailandreasonsforthiskindofarrangements;Closetheletterwiththehopeforcooperationorwishesforanearlyreply.Task11Insurance1.CIFinsurancefordoubleoffsetringspannersagainstallrisks.2.ThePeople'sInsuranceCompanyofChina.3.Hewouldpayextracost.4.Youshouldknowthestepsofwritingit:1)Statingthatyouhavereceivedtheirletter2)Givingyourreplyofagreeingorrefusingandyourreasons3)Statingthegoodswillbesentsoon,etc;5.Todiscusstheinsurancethebuyerneedsandthepaymentofittoavoidthelossordamageofgoodsduringtheshipment.Task12AgencyandInspectionTask13ClaimsandArbitration1.Theymadeinvestigation,apologizedfortheirerrors,andthenarrangedforthecorrectgoodstobedispatchedtothecounterpartatonce.2.ThewriterclaimsforshortdeliveredquantityGB￡180,andtheexpenseofsurvey.3.Claimissometimesunavoidableinatransaction.Itshouldbehandledwiththeprincipleof“onthefirstground,toouradvantageandwithrestraint”Arbitrationisameansofsettlingdisputesbetweenthetwopartiesthroughthemediumofathirdparty,whosedecisiononthedisputeisfinalandbinding.4.Youshouldbeginbyregrettingtheneedtocomplainorclaim,giveadetailedandcleardescriptionoftheproblems,thenaskforanexplanationandsuggesthowthemattershouldbesettled.5.First,you’dbetterinformthecounterparttheshortdeliveryofgoodstheyshippedtoyou.Second,you’dbettermakeclearwhatyourclaimis;Third,you’dbetterrequestareplacement,repair,refundorcompensation.参考例文：DearSir,WithreferencetothenewlyarrivedshipmentofABCsandsunderthecontractNo.521,weregrettostatethatwehavefounduponinspectionthatnearly15%sandshavebeenlost.Onfurtherexamination,wefoundthesePEbagswereunsealed.AndIseemsthatthesebagswerenottreatedwithenoughheatintheprocessofpacking.Andwehavetorepackthesandsbeforewedelivertoourcustomers,thechargeofwhich,togetherwiththelossofsandsamountedtoUS$350.Yourstruly,Project7BankingPart4Topic1.F2.F3.F4.F5.FProject8BusinessReportPart4Topic1.F2.F3.F4.F5.F