2011-2012学年第二学期商务英语学生讲义[考试大论坛精品资料]

2011-2012学年第二学期商务英语学生讲义[考试大论坛精品资料] 学生讲义 专业 ________________ 学号 ________________ 姓名 ________________ into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central Unit 1 Company Profiles Objectives: 1. to inquire about companies 2. to talk about company profiles (history, line of business, products, etc) 3. to give a company presentation Part I 1. Discussion Do the companies quiz. Discuss your answers with a partner and find out your answers. Which company? 1). began in 1865 as a forestry and power business. A) Ericsson B) Nokia C) Motorola 2). produces the most successful toy in history. A) Disney B) Fisher-Price C) Mattel 3). has its head office in San Francisco. A) Levi-Strauss B) Nike C) Calvin Klein 4). buys more sugar than any other company in the world. A) Nestle B) Coca-Cola C) Suchard 5). employs more people than any other company. A) Wal-Mart B) Siemens C) General Motors 6). has the largest factory in the world. A) Boeing B) Ford C) Sony 7). was started by Ray A. Kroc in 1955. A) Burger King B) KFC C) McDonald’s Part II Words and Expressions 外资企业 _______________________________ 合资企业 _______________________________ 合作企业 _______________________________ 龙头企业 _______________________________ 国有企业 _______________________________ 私营企业 _______________________________ 荣誉企业 _______________________________ 优质企业 _______________________________ 一级企业 _______________________________ 跨国公司 _______________________________ 母公司 _______________________________ 2nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 子公司 _______________________________ 总公司 _______________________________ 分公司 _______________________________ 代 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 处 _______________________________ 上市公司 _______________________________ 私人股份有限公司 _______________________________ 拳头产品 _______________________________ 环保型产品 _______________________________ 专业生产经营 specialize in, engage in, handle a range of business including… 占地面积 _______________________________ 年产量 _______________________________ 具有自营进出口权 being entitled to self-import and self-export rights 奉行坚持..原则;以..宗旨,在…方针指导下 abide by the principles of „, adhere to the aims of„, based on the motto of the company 产品销往 _______________________________ 获得奖项 _______________________________ 通过ISO9000质量认证 ___________________________________________________________________________ Part III Listening in Task 1: Appreciation of Video (BMW-CEO) and answer the following 2 questions. 1) Who is the interviewee? 2) BMW posted a 13.6% decline in pre-tax profit(税前利润). What‘s the reason? Task 2 Some new words from the listening material. franchise subsidiary merger acquisition prominent territory logo 2. Listen to the company introduction and fill in the missing information. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central类、外贸类及公务员九大类免费在线题库及专家答疑 Pizza Hut, Inc. 1) The first Pizza Hut restaurant was opened by two young_____________________, brothers Frank and Dan Carney, in Wichita, Kansas , USA in _____ __with US$ ______ . 2) The first Pizza Hut franchise store opened in _______. 3) Pizza Hut became a _____________ of PepsiCo, Inc. in _____, through mergers and acquisitions, as well as organic growth, Pizza Hut has secured a ________________ ________in the market. 4) Franchisees and _____________ partnerships account for more than ____ of the Pizza Hut system's total units. 5) The red roof as the _______________has become world famous as an easily recognized guarantee of crispy pizza, delicious pasta and friendly service in a pleasant atmosphere. 6) Number of restaurants: ________in the United States and more than________ in over 90 countries and territories. 7) Number of employees :______________worldwide 8) The recognized leader in the US$ ____________pizza category worldwide. 9) Pizza Hut provides _____________ pizzas to more than ____________ customers each day. Task 3 Listen to the dialogue and fill in the form below according to the information you hear. ?Parent company: Mainstay Trading Co. in __________. ? Product: _________________________. ? Exporting destinations: _____________ the_________, Japan and_____________. ? Number of factories: _________________________________________________. ? Number of employees: ____________________. ? Head office: ______________________________. ? Main branches: in Montreal, __________________________________. ? Electronics subsidiary: in_________________________. Part IV Speaking out Task one: Role Play according to the given information with your partner. 1. A: Could you tell us something about your company? 4nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 B: 本公司创建于1978年，现在已经成为我国主要的厨房用具出口商之一。 2. A. 公司的总部在哪里, B: Our head office is in Hong Kong. 3. A: 你们公司的主要产品是什么, B: Our company makes/ manufactures/ turns out kitchen appliances. 4. A: What about the size of your company? B: 我们在国内有十家专业子公司，在国外有六家常驻办事处。我们在国内还建立了二十 多家合资公司。 5. A: That‘s unbelievable. Then how many employees work in your company? B: 员工的总数将近3，500人。 6. A: 你们公司的年销售额是多少, B: Total sales last year were around $600,500,000. Task 2: With a partner, ask and answer questions about the following companies. Company: Smith Software Corp. Company: Marine U.S.A. Established: 1980 Established: 1962 Plants: —— Plants: 2 ( Miami, Nassau) Head office: Los Angeles Head office: Miami Employees: 50 Employees: 340 Total sales last year: $50m Total sales last year: $44m Business line: industrial software Main products: sailing yachts Homework Below are the logos of some companies. Work in small groups and make a presentation of one of the following companies. Try to make use of the information from their websites. The rest are required to fill in the following chart with the information from the speaker. (see logos ) Ford, BMW, Peugeot, IBM, Haier, Nokia, Michelin, Sinopec, Citibank, Wal-Mart, P&G, HSBC, DHL, Unilever, Starbucks, Pizza Hut Company Founder Time Main activity Nationality Others (head office) 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Period 3-4 Part I Revision of words and phrases in period 1-2 Part II Words and expressions: 1. Try to complete the sentences below with words and phrases from the box.. share price workforce profit turnover subsidiary market share head office 1) The amount of money a company receives from sales in a particular period is called its ______ 2) The money a company makes after taking away its costs is its ____________. 3) A company which is more than 50% owned by a parent company called a _______________. 4) The employees in a particular country or business are called the ________________ 5) The percentage of sales a company has in a particular market is its ___________________. 6) The main building or location of a large organization is its __________________. 7) The cost of a company‘s shares is its __________________. 2. Match the sectors to the examples of products or services they offer. 1. chemicals A. computer programming 2. construction B. supermarkets 3. finance C. plastics 4. IT D. cancer drugs 5. media E. bridges 6. pharmaceuticals F. credit cards 7. retailing G. air services 8. telecommunications H. trucks 9. transport I. women‘s magazines 10. vehicle manufacturing J. telephone services Part III Listening in Task 1 Bruno Tagliaferri is UK Sales Manager at Triumph, the British motorcycle manufacturer. Listen to the first part of the interview. What three reasons does he give for Triumph‘s success? 1. Complete this extract from the first part of the interview. We have focused on ________ and also on the _________ of our product. It‘s taken a bit of time to build up _________, but we‘ve done well in the first nine years, and we are now a __________alternative ___________. 1. Listen to the second part of the interview. Which of the following statements are true? 1) The key markets are those in which the most motorcycles are sold. 2) In France, Triumph has its own subsidiary. 3) Triumph has its own staff in all its overseas markets. 6nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 4) Triumph has a poor dealer network which needs to be improved. 5) Buyers of motorcycles are enthusiastic, but they do not know a lot about motorcycles. 6) More than 80% of Triumph‘s production is sold abroad. 7) France is Triumph‘s largest market in Europe. Unit 2 Product Presentation Objectives: 1. to understand what makes a presentation effective 2. to organize a presentation 3. to prepare and give a presentation Part I Discussion: Look at the following presentation tips, choose the 5 most important and tell why. a. Know your subject matter and your objectives. b. Know your audience c. Write out your presentation completely or at least a detailed outline. d. Rehearse the presentation. e. Use the proper visual aids. f. Use easy-to-understand language applicable to your audience. g. Use your personal experience to help illustrate your points. h. Keep eye contact with the group. i. Gather feed back from your audience. j. End your presentation with a Question and Answer session. Part II Language focus 1. The basic structure of a presentation 1) Introduction: Good morning. My name‘s … I‘m the marketing manager Good afternoon. I‘m Peter Johnson, I represent the ABC Corporation Ladies and Gentlemen, it‘s an honor to have the opportunity to …. Welcome to our company. I know I‘ve met some of you, but just for the benefit of those I haven‘t, my name‘s … 2) Topic I‘d like to talk to you about… I‘m going to present the recent development of … The subject of my talk is… The focus of my presentation is … 3) Outline / main parts 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 I‘ve divided my presentation into four parts. They are… I‘ll be dealing with three areas. The subject can be looked at under the following headings… We can break this area down into the following fields: firstly… secondly… thirdly… finally... 4) Summary I‘ll briefly summarize the main issues. To sum up… In brief…. 5) Conclusion As you can see, there are some very good reasons… I‘d like to leave you with the following idea. In conclusion… 6) Inviting questions I‘d be glad to try and answer any questions. And now, if there are any questions, I‘ll be happy to answer them. If you have any questions I‘ll try to answer them. 2. People use a lot of expressions to guide the audience through a presentation. Now identify the functions of the following expressions. 1) Stating the objective 2) Giving an outline 3) Place of questions 4) Starting the first point 5) Referring to visual aids 6) Clarifying 7) Closing a point 8) Starting another point 9) Finishing 10) Summarizing 11) Concluding __ a. If you have any questions, I'd be glad to answer them at the end. ___ b. Let me just go over that again. ___ c. I'll have to close there. ___ d. Today I aim to talk about after-sales service. ___ e. Let's turn to the question of advertising. ___ f. I've divided my talk into three parts. ___ g. So, we've covered three main points. ___ h. I'd like you to look at this chart. ___ i. I think we all agree that the new product has to be launched next month. ___ j. Let's start with the market research results. ___ k. Is all that clear? 3. Words and phrases 维持升幅 _______________________ 到达最高点 _______________________ 保持不变 _______________________ 降到最低点 _______________________ 正值„之际 _______________________ 代表 _______________________ 8nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 承蒙盛情邀请 _______________________ 年会 _______________________ 商界的朋友们 _______________________ marketing presentation _______________________ sales representative _______________________ sales record _______________________ customers‘ satisfaction _______________________ manufacturer _______________________ retailer _______________________ merchant wholesaler _______________________ commission agent _______________________ facilitating agent _______________________ 经销渠道 _______________________ 营销目标 _______________________ 战略营销 _______________________ 目标市场 _______________________ 潜在的风险和机遇 _______________________ 可控因素 _______________________ 销售业绩 _______________________ Part IV Listening in Task 1 1. Listen to the start of a presentation. Number items a) to e) in the order you hear them. a) There are three parts to my presentation. Firstly, b) By the end of my presentation you will understand clearly our future plans. c) Good afternoon, everyone. My name‘s Ricardo Valdes. d) I‘d like to talk about our new marketing strategy. e) Finally, the details of the costs… 2. Listen again. Match the headings 1 to 4 to the items a) to e)in Exercise 1. 1). Topic of the talk 3). Greeting the audience 2). Aim 4). plan of the talk 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Task 2 1 Listen to a presentation about Tara Fashions. Complete the chart. Where is the head office? Cordoba, Spain What does it sell? Who are its customers? Annual turnover? Annual net profits? Number of stores: in Spain? in other European cities? Strengths? Future plans? en introduce the presentation to each 2. Pair work Prepare an introduction to a presentation. Thother. Choose Role A or Role B, and use the notes to introduce your presentation. Add any information you wish. Role A Topic: The launch of your company‘s new product Plan: 1) The background to the launch 2) The features of the new product 3) The advertising and marketing plans Aim: To give a clear idea of the sales potential of the product. Role B Topic: Your company‘s new e-mail system Plan: 1) The background 2) Why the company needed to change the system 3) How to use it and to report faults Aim: To give a clear idea of how the new e-mail system improves communication in the company Homework Role A You will give a short presentation about some aspects of your product to a visitor, Before you begin, complete the outline of your presentation below. Title: ___________________________________ Outline: 1. _______________________________ 2. ______________________________ 3. ______________________________ 4. ______________________________ 10nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 5. Question and answer session Role B You will be a visitor to A‘s company. He/she will give you a short presentation about some aspects of his/her product. Listen to the presentation, and be prepared to ask some questions. After you have finished, change roles and repeat the role play. Period 3-4 Part I Revision of vocabulary in first period Part II Vocabulary Fill in the blanks with the words and phrases. market share breakdown retail distribute run through at your leisure commission in stock at long last target synchronize sector in terms of market penetration market demand 1) The computer company was forced to reduce prices to keep its__________________. 2) The __________________for a product is affected by its price. 3) Please give me a _________________ of those income tax totals by age groups. 4) We will ______________ our campaign at young home-buyers. 5) As I was in haste to leave for a meeting yesterday, I just ________________this list of figures and didn‘t notice it. 6) __________________we found out what really happened to our last delivery. 7) The launch date for this new product is the first of May 2006 and will then _____________________to our main retail outlets. 8) Mr. Brown ___________________to set up a branch in London. 9) Please fill in the form __________________and post it to us. 10) If you have fountain pens ___________________, please send us some samples. 11) They referred to your service____________________ high praise. 12) We have changed our packaging to appeal to all age groups in order to obtain maximum __________________________________. 13) These items ____________________ at ?5.99. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 14) The closing of the old store _________________ with the opening of the new shopping plaza. 15) The agricultural _________________ in western nations is highly subsidized. Part III Listening in 1. Five people were talking about the best thing they have ever bought. Listen and write down the thing that each person mentions. 1. ___________ 2.___________ 3._____________ 4.____________ 5.___________ 2. Listen again and answer these questions. 1. What can the first person enjoy? _____________________________________ 2. Who did the second person meet? _____________________________________ 3. Why didn‘t the third person have to buy a DVD player? _____________________________________ 4. Why was the fourth person prepared to spend a lot of money? _____________________________________ 5. What does the fifth person plan to do? _____________________________________ Task 2 BEC-Vantage Part one Conversation One Customer Banking Service From: (1)_______________________ Initials: D.Y. Bank service required: (2)_____________________ Reason: shall stay in (3)_______________ for 5 or 6 years Date of birth: 17 Dec., 1956 Account number: 18075497 Password: 5415 , send (4) ________________of money by mail Conversation Two Stationery Department Order Form Date: 23/11/05 Caller‘s name: Thomas Cost Company: (5)_________________Incorporated Items to order: (6)________________________ Quantities: 10 packs at $5 and 20 packs at $4 12nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Total price: (7)__________________________ Time of delivery: 3 o‘clock (8)______________________ Conversation Three Mrs. Everett’s Schedule th 24 January 10 a.m. arriver at the airport of (9)_______________ 11:00 ~ 11:00 (10)______________ from sunrise 12:30 lunch appointment with Mrs. Rebecca from (11)___________ 3 p.m. (12)_____________________ with Mr. McDonald form Ford evening: no specific arrangement. Part Two: Section One 13_______ 14_______ 15_______ 16_______ 17_______ A. sales representative B. travel agent C. product designer D. secretary E. market researcher F. receptionist G. public relations officer H. personnel officer Section Two 18._______ 19._______ 20.________ 21._________ 22.________ A. making a complaint B. placing an order C. giving introduction D. expressing wishes E. making an offer F. refusing claim G. discussing annual report H. Chairing a meeting Part IV Reading Comprehension BRITISH COMPANY CROSS THE ATLANTIC Next month a large group of British business people are going to America on a venture which may generate export earnings for their companies' shareholders in years to come. A long list of sponsors will support the initiative, which will involve a ,3-million media campaign and a fortnight of events and exhibitions. The ultimate goal is to persuade more Americans that British companies have something to interest them. While there have been plenty of trade initiatives in the past, the difference this time round is that considerable thinking and planning have gone into trying to work out just what it is that Americans look for in British products. Instead of exclusively promoting the major corporations, this time there is more emphasis on supporting the smaller, more unusual, niche businesses. Fresh in the memories of all those concerned is the knowledge that America has been the end of many a large and apparently successful business. For Carringtons, a retail group much respected by European customers and investors, America turned out to be a commercial disaster and the belief that they could even show some of the great American stores a retailing trick or two was hopelessly over-optimistic. Polly Brown, another very British brand that rode high for years on good profits and huge city confidence, also found that conquering America, in commercial and retailing terms, was not 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 as easy as it had imagined. When it positioned itself in the US as a niche, luxury brand, selling shirts that were priced at ,125 in the States, the strategy seemed to work. But once its management decided it should take on the middle market, this success rapidly drained away. It was a disastrous mistake and the high cost of the failed American expansion plans played a large role in its declining fortunes in the mid-nineties. Sarah Scott, managing director of Smythson, the upmarket stationer, has had to think long and hard about what it takes to succeed in America and she takes it very seriously indeed. 'Many British firms are quite patronizing about the US,' she says. 'They think that we're so much more sophisticated than the Americans. They obviously haven't noticed Ralph Lauren, an American who has been much more skilled at tapping into an idealised Englishness than any English company. Also, many companies don't bother to study the market properly and think that because something's successful in the UK, it's bound to be successful over there. You have to look at what you can bring them that they haven't already got. On the whole, American companies are brilliant at the mass, middle market and people who've tried to take them on at this level have found it very difficult.' This time round it is just possible that changing tastes are running in Britain's favour. The enthusiasm for massive, centralised retail chains has decreased. People want things with some sort of individuality; they are fed up with the banal, middle-of-the-road taste that America does so well. They are now looking for the small, the precious, the 'real thing', and this is precisely what many of the companies participating in the initiative do best. 1. The main reason that the British business people are going to America is to A. encourage American consumers to buy their products. B. analyse how American companies attract media coverage. C. look for financial backing from American investors and banks. D. investigate how British and American companies could form partnerships. 2. In the writer‘s opinion, the proposed venture will be different to previous ones because A. fewer British business leaders will be making the trip. B. less well-known companies will be better represented. C. the larger companies have decided they will not be participating. D. it involves research into how British companies market themselves. 3. The writer states that Carringtons was wrong to ______________ A. be cautious about trading in America. B. borrow money from its European investors. C. assume it was superior to American rivals. D. ignore the advice of its American managers. 4. According to the writer, Polly Brown‘s mistake occurred when it ______________ A. continued to trade despite making a loss. B. attempted to attract a different type of customer. C. tried to break into too many markets at the same time. D. expected American consumers to pay British prices for goods. 5. Sarah Scott states that British companies hoping to succeed in America should ___________ A. focus on a gap in the market. B. be less concerned with their image. 14nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 C. concentrate on selling products in the mid-price range. D. carry out research into the pricing policies of American companies. 6. The writer suggests that success in America depends upon ______________ A. adopting a more American approach to marketing. B. persuading the mid-range consumer to pay for quality. C. copying the strategies of American companies. D. building a reputation as a supplier of unique goods. Part V Translation 1. This model of typewriter is efficient and endurable, economical and practical for middle school students. ____________________________________________________________________________ 2. The computer we produced is characterized by its high quality, compact-sized, energy-saving and it‘ also easy-to-learn and easy-to-operate. ____________________________________________________________________________ 3. They are not only as low-priced as other makers, but they are distinctly superior in the following respects. ____________________________________________________________________________ 4. You will get a 30% increasing production upon using this machine and also it allows one people to perform the task of three people. ____________________________________________________________________________ 5. This product will pay its own way in a year. ____________________________________________________________________________ 6. This machine will pay back your investment in 6 month. ____________________________________________________________________________ 7. The new type of suitcase card designed by our engineers is very ingenious and practical. ____________________________________________________________________________ 8. This kind of bicycle can be folded in half and handy to carry around ,especially useful during traveling and traffic jams. ____________________________________________________________________________ 9. The maximum speed of this kind of variable speed bicycle is 30 K/H. ____________________________________________________________________________ 0. These machines have few breakdowns and easy to maintain because of their simple 1 mechanical structure. ____________________________________________________________________________ 11(Compared with other brands, this kind of tyre costs less per mile and wears much longer due to its topnotch rubber. ____________________________________________________________________________ 12. This kind of tyre is characteristic of nonskid stop on wet road. ____________________________________________________________________________ 13. This material has a durable and easy-to-clean surface. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 ____________________________________________________________________________ 14. This kind of air-conditioning system is practical and economical for the needs of your company. ____________________________________________________________________________ 15. Our products are as superb quality as well as the typical oriental make-up. ____________________________________________________________________________ Supplementary materials Instruction manual Instruction manual is a part of the practical scientific writing style. Its major function is to introduce to customers the information of quality, function, productive technique and usage of a product. Instruction manual, description manual, operation manual, operation and service manual, user‘s manual An instruction manual includes: 1) The common feature: installation, use, and maintenance 2) The description: cautions, general principle, structure, installation and adjustment, use, maintenance, troubleshooting, auxiliary parts. ? The Structure of Instruction Manual 1. title: name, manufacturer, brand, registered trademark注册商标, product type, product code number产品代号 2. text: which includes specification规格, material, ingredient成分, main performance主要性能, technical specification技术指标 3. ending: name, address, number 4. appendix: Maintenance维护 ? The Importance of the Instruction Manual 1. Protect Our Country Knowing how to use the weapons is soldiers duty, it means they can protect our county in peace. 2. Satisfy Our Family Knowing how to use the electrical appliances correctly can make our lives much more colourful. 3. Enjoy Ourselves We will have meaningful days since we control ourselves in decent ways. ------Instruction is important. ? Examples e.g.1 Wahaha Mineral Water Wahaha Mineral Water is made of the excellent spring from the deep stratum of Changbai Mountain, and it contains many minerals and microelements needed by human body. We use fully automatic machines from Germany and Italy to provide our customer with excellent mineral water. ['strɑ:t?m, 'strei-] n.地层，社会阶层 长白之源、健康之选 ——娃哈哈矿泉水 娃哈哈矿泉水采用长白山脉地质深层的优质泉水生产，富含人体所需的多种矿物质和微 量元素，引进德国、意大利先进的全自动生产设备，确保产品优异品质。娃哈哈矿泉水，甘 甜爽口，是您的健康之选。 16nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 e.g.2 茅台酒是世界三大名酒之一，是我国大曲酱香型酒的鼻祖，是酿造者以神奇的智慧，提 高粱之精，取小麦之魂，采天地之灵气，捕捉特殊环境里不可替代的微生物发酵、揉合、升 华而耸起的酒文化丰碑。 Moutai is one of the world‘s 3 most famous liquors. It is the originator in yeast sauce liquor in our country. It is the monument of liquor culture that brewers have used magic talent, distilled the cream of broomcorn, picked up the soul of wheat, exploited the nimbus of the sky and earth, and captured irreplaceable microorganisms of special environment for fermentation, mixing and sublimation. Moutai has a long history. yeast [ji:st] n.酵母，兴奋 brewer [?bru:?] (啤)酒制造者 distill [dis?til] vt. 吸取，提炼 broomcorn n. 高粱 nimbus [?nimb?s] n. 乱云,雨云,后光fermentation [f?:men?tei??n] n.发酵 sublimation [subli'mei?n] n. 升华 It possesses unique style and flavor and is an extremely enjoyable drink. 它保持了酱香浓郁、典雅细致、协调丰满、回味悠长等贵州茅台的特点。 e.g.3 High-tech products 1. 如果要停止录音,请按―Pause‖键。 a) To interrupt recording , press Pause. b) If you want to interrupt recording , you should press Pause. 2. 在通讯系统中,电子学要解决的问题是如何把信息从一个地方传递到另一个地方。 a) In communications , the problem of electronics is how to convey information from one place to another. b) In communications , the problem of electronics is how information is conveyed from one place to another. 经比较可见,每组句子中带有非谓语动词结构的a句均显得简短而醒目,而且结构紧凑,表达 精炼,易于理解和操作。 药品说明 书 关于书的成语关于读书的排比句社区图书漂流公约怎么写关于读书的小报汉书pdf 的英汉翻译 英文表达方式有Instructions，Directions，Description 现在多用Package Insert，或简称 Insert. Insert原意为―插入物，插页‖。药品说明书即为附在每种药品包装盒中的一份用药说明。经 过注册的进口药品一般是国家承认的有效药物，其说明书是指导医生与患者合理用药的重要 依据，具有一定的法律效力。 1. 药品说明书的组成 ?药品名称(Drug Names) ?性状(Description) ?药理作用(Pharmacological Actions) ?适应症(Indications) ?禁忌症(Contraindications) ?用量与用法(Dosage and Administration) ?不良反应(Adverse Reactions) ?注意事项(Precautions) 1) Description(性状) Chemical Structure 化学结构 Composition 成分 Physical and Chemical Properties 理化性质 stable 稳定的 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 taste 味道 odo(u)rless 无臭的 crystalline 结晶的 structure 结构 solubility 溶解度 injection 注射剂 insoluble 不溶的 soluble 可溶的 solution 溶液 odo(u)r 气味 tablets 片剂 colo(u)rless 无色的 tasteless 无味的 liquid 液体 sterile 无菌的 powder 粉沫 solid 固体 be derived from 由…衍生 ……组成 be obtained 制得 contain 含有 consist of 由 be prepared from 由……制备 have (possess) 有(具有) e.g(Folic acid is a yellowish to orange, crystalline powder; odourless or almost odourless. 叶酸是淡黄色至橙色结晶粉沫，无臭或几乎无臭。 2) 药理作用 有些说明书较详细地介绍药品的药理作用(Pharmacological Actions)。其 内容 财务内部控制制度的内容财务内部控制制度的内容人员招聘与配置的内容项目成本控制的内容消防安全演练内容 主要包括药理作用、临床药理(Clinical Pharmacology)、体外试验(in vitro experiments)、药物代谢(Metabolism)、药效(Potency)及毒性(Toxicity) Pharmacological Action 药理作用 Pharmacological Properties 药理性质 Pharmacology 药理学 Clinical Pharmacology 临床药理 Actions and Properties 作用与性质 Clinical Effect (Use) 临床效果(用途) Mechanism of Action 作用机理 Mode of Action 作用方式 表药理作用的常用动词 demonstrate 显示 exert (action on) 起……作用 exhibit 显示 inhibit 抑制 accumulate 积蓄 administrate 投药 excrete 排泄 result in 导致 indicate 表明 metabolize 代谢 promote 促进 prevent 阻止，预防 tolerate 耐受 be) active (effective) against 对…有效的 (be) sensitive to 对……敏感的 resistant to ……有耐药性的 average 平均的 minimum 最低(小)的 maximum 最高(大)的 normal 正常的 action 作用 half life 半衰 in vitro 体外 kidney 肾 mechanism 机理 tolerance 耐受性 infection 感染 level 水平，浓度 3) 适应症 Indications适应症 Indications and Usage 适应症与用途 Major(Principal)Indications 主要适应症 Uses用途 Action and Use作用与用途be recommended for 推荐用于 be employed to …用于…… be used to(for，as)…用于 be helpful/ useful in … 用于 be indicated in(for)适用于 for(in) the treatment(management)of…用于治疗(控制) Eg. for prevention of the advance of cataract. 用于预防白内障进展。 4) 禁忌症Contraindications allergic (hypersensitive) to… 对…过敏的 allergic (anaphylactic) reaction 过敏反应 patients with… (who…) 患有…的患者 be contraindicated in (for) … 对…禁忌 should not be used (employed) in … 不得用于…should be used with caution 慎用 It is advisable to avoid the use of … 建议不用于… must not be administered (given) to… 对…不得用药 be not recommended for… 最好不用于… \ e.g. Children under 5 years of age should not be treated with Antistine. 5岁以下儿童禁用敌胺。 18nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 五、用量与用法 Administration 用法 Direction for Use 用法 Method of (for) Administration 用法 Application and Dosage 用法与用(剂)量 Mode of Application 用法 Dosage 用(剂)量 How to Use 用法 daily (per day, a day, every day ) 每日 every …hours 每隔…小时 intervals of 每隔 once (twice) daily (a day) 每日一(二)次 every other day 每隔一日 three times a day (daily) 每日三次 three times a week 每周三次 once (twice) a week (weekly) 每周一(二)次 divided into … doses 分…次 Eg. Children: The usual dose is 50 to 100 mg/kg/day total, given in four equally divided and spaced doses. 儿童:常用总剂量为每日50-100mg/kg体重，均分为四等份，等间隔给药。 六、不良反应 Adverse Reaction(s)不良反应 Unwanted(Untoward) Reaction(s)不良反应 Side-effect(s) 副作用 Unwanted(Undesirable) Effects 副作用 Side Reaction(s) 副作用 By-effects 副作用 七、注意事项 Precaution(s) 注意事项 Special note(caution, precaution)特别注意 Caution(s) 注意事项 N.B. Note 注意 Warning(s) 警告 Unit 3 Establish Business Relations Objectives: 1. to seek business relations 2. to express the desire of establish business relations 3. to introduce your companies and products Discuss the following questions and give your opinions. 1. Now as a class, pairs or groups, think of as many channels as you can that are associated with establishing business relations, and tell which channel you think is the most effective one. 2. When you want to establish business relations with your prospective customers, what may be the things you should introduce or your customers may be interested in? Now store the words and phrases that are associated with aspects for introduction. Words and Phrases 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Preview Task: Learn the vocabulary related to the topic Business relations and cooperation business connections business cooperation technological cooperation scope of cooperation mutually beneficial relations close relationship to cement / continue / enlarge / promote / improve / maintain / interrupt / restore / speed up / reactivate business relationship to reach an agreement to make a deal Investment a heavy /a long-term/ a profitable/ a safe and sure investment foreign direct investment (FDI) portfolio investment investment environment investment intent/ partner exclusively foreign-owned enterprise joint venture cooperative enterprise equity joint venture contractual joint venture Form of Trade merchandise exports and imports service exports and imports bilateral trade leasing trade processing with supplied material processing with imported materials processing with supplied sample assembling with supplied parts Describing products genuine article imitation low-priced goods low quality goods nferior goods superior quality unfinished products top grade goods i showy goods high-tech products durable consumer goods modern and elegant in fashion complete in specifications sophisticated technology attractive and durable skillful manufacture Credit commercial credit trade reputation credit insurance credit-worthy financial ability financial standing Step Three: Listening tasks Listening task 1 Ward Lincoln, Business Relations Manager with an international training organization, is talking about areas for companies to consider in order to build strong business relationships. What factors are they? __________________________________________________________________________________________________________________________________________ Listening task2 Two managers are talking about building relationships with agents. Put the conversation in the correct order. Then listen and check your answers. A. Well, I hope you get a result. I must be going. I‘ve got to draw up an agency agreement myself, I‘ve put is off far too long already. B. What exactly was the problem? C. Yes, my job was on the line. Our results were terrible. We tried to build up market share but is just didn‘t happen. We just managed to hold on to what we had. D. Unfortunately, our agent let us down. We thought we could count on him to boost sales 20nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 but he had no commitment, no motivation. E. He should be. He‘s got a very good track record. We‘d set up a meeting on Friday, but he had to call it off – something came up. F. How‘s it going in France, Gina? We didn‘t do too well there last year. G. Well, I suppose you terminated his contract then. H. Good. Let‘s hope he‘ll be better than the last one. I. All the best. Speak to you soon. J. Yes, there was no way we could renew it. We sounded out a few possible replacements and found someone else. We get on really well. Your answer: __________________________________________________________ Listening task 3 Networking is a vital part of establishing good business relationships. Listen to four conversations at business conferences. For each one decide whether the statements are true or false. 1. A. The first speaker introduces herself straightaway. B. The second speaker doesn‘t remember her until she introduces herself. 2. A. the second speaker knows that Henry Willis is in New York. B. The second speaker offers to contact the New York office. 3. A. Both speakers know Jon Stuart. B. The second speaker isn‘t able to offer any help. 4. A. both speakers have been doing business in Asia for some time. B. in the end they establish an area of common interest. Listening task 4 Listen to the telephone conversation, then answer the questions 1. What is the purpose of the call? _______________________________________________________ 2. Does it have a successful outcome? Why? Why not? _______________________________________________________ Now listen again and fill in the blanks according to the conversation. 1. I ________ you don‘t ________me ____________. Silvana said it would probably be OK. 2. Is it a ________ time to ring or could I call you ______ at a better time? 3. Silvana __________ that you might be able to ______ me on franchising contracts. 4. Mmm, I don‘t know. I could maybe give you a little help, but I know someone ______ _____ 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 _________ in that area. 5. You haven‘t got her phone number ______ ________ _______? 6. Can I ______ _______ _______ when I call her? Listening task 4 (p31 2) Look at the notes below. You will hear a woman making the arrangement for a delegation who are going to visit her company. Delegation visit-things to do Prepare an _____________________________ for each delegate. Book 1pm lunch at____________________. Meet delegates when they arrive at the _______________________________. Show them the _____________________________________ first. Speaking Activities To tell where you obtain the relevant information about the company 1. We have heard from CCPIT(China Council For The Promotion of International Trade中国国 际贸易促进委员会)that you are in the market for electric appliances. 2. Your firm was recommended to us by the Australian Consulate here as a large exporter of dairy products. 3. We have been informed by the Bank of China, Beijing that you are one of the leading importers of textiles in UK. 4. We are given to understand that you are potential buyers of Chinese silk products, which comes within the scope of our business activities. 5. Your Commercial Counselor’s Office has referred us to you for establishing business relations with your corporation. 6. Your Chamber of Commerce recommended you as a possible agent for our products in your country. 7. Through the courtesy of Mr David Johnson, our business partner we have your name as a firm who is interested in doing business with us. To introduce yourself and express your desire of establishing business relations. 1. We are one of the largest textile importers in our country. We have handled this commodity for more than 20 years and have connections all over the world. 2. We are a state-operated company, handling the export of canned goods and we are willing to enter into business relations with your firm. 3. Specializing in the export of foodstuffs, we wish to express our desire to trade with you in this line. 4. We have the pleasure to introduce ourselves to you with the hope that we may have an opportunity of cooperating with you in your light industrial goods. 22nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 5. We have been engaged in exporting cameras for more than 20 years and are closely connected with large manufacturers in our country. 6. We wish to establish friendly business relations with you to enjoy a share of mutually profitable business. 7. We always honor the contract and keep our promise.(重合同，守信用) I. Conversation practice Please put the following conversation in right order and practice with your partner. A. Your desire to establish business relations with us coincides with ours. B. Our company is a well-established manufacturer of Chinese cotton products, and we have been in this line for about two decades. C. Good morning. My name is James Wilson, sales manager of ABC Trading Company in the UK. Here is my card. D. I read your advertisement in Global Sources. The purpose of my coming here is to inquire about possibilities of establishing trade relations with your company. E. Our products are gaining popularity because of their superior quality, fine workmanship, competitive prices, and our honest dealings. F. Thanks. My name is Zhang, and here‘s mine. Is there anything particular you‘re interested in? G. Our cotton piece goods command ready sales and are warmly received by our European customers. Now the demand for these goods exceeds the supply. Your answer: _____________________________________________________________ II. Work in pairs and role play the situation 1. Sales manager You are sales manager for a sports goods company. You are at a conference and see someone who you met briefly last year at a trade fair. A) Reintroduce yourself B) Find out if the person is interested in becoming an agent for your company. 2. You have a wholesale business specializing in sports goods. You are at a conference and you see someone you think you recognize, but are not sure. When they introduce themselves: A) Show some interest B) Try to find out if there is any possibility of working together in the future. III. (BEC Vantage ) Discussion (5minutes) Entertaining Foreign clients Your company is entertaining a group of foreign clients for three days, including one non-working day. You have been asked to plan a program for the visit. Discuss the situation together, and decide: ?What kinds of activities would be suitable for the visit. ?What information it would be useful to know about the clients before finalizing the program. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 IV. Presentation practice Make a short presentation on one of the following topics. Try to find as much information as you can from the different sources available for your presentations. ?How to establish business relations with foreign counterparts ?How to maintain and develop business relation with your customers Follow-Up Practice I. Translation practice in class 1) 我们是本国最大的纺织品进口商之一，经营该商品已有二十多年历史，往来客户遍及世 界各地。 ______________________________________________________________________________________________________________________________________________________________ 2) 我在上次交易会上看到你们精美插图的商品 目录 工贸企业有限空间作业目录特种设备作业人员作业种类与目录特种设备作业人员目录1类医疗器械目录高值医用耗材参考目录 ，对你们的水果罐头颇感兴趣。这次特 地来与你们商谈进口贵公司这些产品的可能性。 ______________________________________________________________________________________________________________________________________________________________ 3) 您可以放心，我们的食品保证符合世界卫生组织颁布的 标准 excel标准偏差excel标准偏差函数exl标准差函数国标检验抽样标准表免费下载红头文件格式标准下载 。 ______________________________________________________________________________________________________________________________________________________________ 4) 罐头也是我们的主要出口产品，而且在其他许多国家十分畅销。 ______________________________________________________________________________________________________________________________________________________________ 5) 我们产品的质量同许多其他供应商的一样好，而价格却不像他们的那样高。 ______________________________________________________________________________________________________________________________________________________________ 6)我们认为相互理解和合作能有助于我们彼此间开展更多更好的业务。 ______________________________________________________________________________________________________________________________________________________________ 24nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 7) 既然我们的经营范围相同，我认为我们将会有许多开展业务合作的机会。 ______________________________________________________________________________________________________________________________________________________________ 8) 你们想扩大与我方的业务关系的愿望和我们的想法不谋而合。 ______________________________________________________________________________________________________________________________________________________________ 9) 我们访问贵公司的目的是寻求一位贸易伙伴。我们很高兴能与你们直接接洽。 ______________________________________________________________________________________________________________________________________________________________ 10)目前我们的家禽肉还未开发出较大的海外市场。我们主要是面向国内市场。 ______________________________________________________________________________________________________________________________________________________________ II. Fill in the blanks with the words and phrases given below. Change the form where necessary. find a good market impress establish to the taste of conform to guarantee 1. We are anxious to do what we can to help you to ___________ your new business. 2. The quality of export products should ______________ the contract in international trade. 3. Since we have good connections in our neighboring countries, we trust we can __________ for you textiles. 4. These newly designed products are _______________ European markets. 5. We ___________ by the high quality and fine workmanship of your products. Unit 4 Business Meeting Objectives 1. to chair a meeting 2. to ask for someone‘s opinion 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 3. to give an opinion 4. to recommend action 5. to agree or disagree with an opinion 6. to make suggestions Period 1-2 Part I Discussion Discuss the following questions. 1. What are the major functions for a meeting? 2. What are types of meetings? You will watch a video about the Liveville International Sale Meeting and try to answer the question with your partners. How many items listed on the agenda? What are they? Part II Words and phrases Try to work out the Chinese meaning for the following words and expressions. timetable, schedule _______________________ item on the agenda _______________________ working paper _______________________ second reading _______________________ substantive motion _______________________ resolution _______________________ ruling_______________________ draft resolution _______________________ declaration, statement _______________________ minutes, record, memorandum _______________________ to place on the agenda _______________________ to call the meeting to order_______________________ to make/deliver a speech_______________________ to ask for the floor_______________________ to give the floor to_______________________ to make a motion_______________________ to second a motion_______________________ to support_______________________ to adopt _______________________ to oppose_______________________ to vote _______________________ 26nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 to raise an objection_______________________ to abstain _______________________ to move an amendment_______________________ to adjourn /close the meeting_______________________ Thoughts, opinions and suggestions authoritative opinion_______________________ prevailing opinion_______________________ radical view_______________________ critical view_______________________ divergent view _______________________ short-sighted view _______________________ enlightened opinion_______________________ original idea _______________________ middle-of-the-road view ____________________naïve idea _______________________ one-sided view_______________________ compromise proposal _____________________ constructive suggestion_____________________ tentative proposal _______________________ workable suggestion_______________________ Listening In Listening task 1: Listen to the following passage twice and try to fill in the blanks. Benefits of meetings an opportunity to ___________ and help __________________ better ____________________between sections more _________________________ Types of meeting to committee conferences in-formal meetings ________________ meeting ______________ Training_________ formal conventions general ____________ ______________ Listening task 2: I. Freestyle is a sports equipment company. It has developed a new product, a pair of swimming goggles which adapt to each person‘s face and eyesight. The Marketing Department held a meeting to discuss the launch of the product. Listen to the meeting, then answer the questions. 1. What are two aims of the meeting? 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 2. Why does Katharina want to launch the goggles early in this year? 3. Which moths for the launch do the participants discuss? 4. What types of shops does Julia want to target? II. Please listen and tick the expressions which Inge, the chairperson, uses. 1. Can we start, please? 2. The purpose of this meeting is to decide the date of the launch. 3. Katharina, what do you think? 4. Ok, let‘s hear a few more views. 5. Nadia, how do you feel about this? 6. You‘re right, Katharine. Let‘s get back to the point. 7. Ok everyone, I think on balance we agree… 8. I want us to talk about sales outlets now. III. Listen again and complete these extracts. Katharina: I‘m ____ _______ _____ February or March. There‘s a gap in the market for our products. Why wait any longer? Inge: Kenneth, what‘s your opinion? Kenneth: Mmm, I ___ _____ about February. It‘s a bit early in the year. I _____ we _____ in May or June. People go on holiday then. Nadia; The price should be high. I‘d say, at least ?50. Katharina: _____ _____ a minute. I thought we were talking about the launch date, not about _________ or price. Inge: Which _______ do you think we should target? Julia: I think we should start with the_______ ______. That‘s where most swimmers buy their goggles. Inge: what ______ _____ _____ by specialist stores, Julia? Listening Task 3 Watch a video and try to write down the useful expressions about how to agree in meeting. ______________________________________________________________________ 28nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 _____________________________________________________________________________________________________________________________________________________________________________________________________________ Period 3-4 In this part you are going to learn how to write an agenda and take minutes Agenda Structure ? 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 meeting Sample agenda AGENDA Bolton Enterprises Marketing Committee Meeting to be held in the Committee Room at Head Office Wednesday, 8 December 2005 10:00 am-12:30 pm Chairperson: Sue Silverton 1. Apologies: Mike Smith 2. Confirmation of Agenda (5mins) 3. Confirmation of Minutes of 25 October 2005 (5mins) 4. Business Arising from Minutes of 25 October 2005 (10mins) 4.1 Plan for launch of SD line (Sue) 5. Agenda items 5.1 Marketing budget for 2006 (30mins) ( Mary) 5.2 Recognition of achievements in sales (15mins) (Richard) 5.3 Market survey data (15mins) John) 6. Reports (30mins) 6.1 Sales (Edward) 6.2New product development (Harry) 6.3 Market research (Zhou) 6.4 Promotion (Richard) 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 7. Any other Business (15mins) 8. Forward Agenda (10mins) 9. Next Meeting Minute Taking—Before the Meeting Choose your tool: Decide how you will take notes, i.e. pen and paper, laptop computer, or tape recorder. Make sure your tool of choice is in working order and have a backup just in case. Use the meeting agenda to formulate an outline. Minute Taking—During the Meeting Pass around an attendance sheet. Get a list of committee members and make sure you know who is who. Note the time the meeting begins. Don't try to write down every single comment -- just the main ideas. Write down motions, who made them, and the results of votes, if any; no need to write down who seconded a motion. Make note of any motions to be voted on at future meetings. Note the ending time of the meeting. Minute Taking—After the Meeting Type up the minutes as soon as possible after the meeting, while everything is still fresh in your mind. Include the name of organization, name of committee, type of meeting (daily, weekly, monthly, annual, or special), and purpose of meeting. Include the time the meeting began and ended. Proofread the minutes before submitting them. Sample set of minutes MINUTES BOLTON ENTERPRISES SAFTY COMMITTEE 6 DECEMBER 2005 Present K. White, D. Thomas, P. Johnson, D. Adams, M. Wang Apologies S. Kelty, Y. London 1 The minutes of the meeting held on 13 October Minutes of the previous meeting were accepted. Moved D. Thomas, seconded P. Johnson The motion relating to item 3, R.C.D. installation had been omitted ? this will be corrected in the official record. 2 Business arising a) R.C.D installation M Wang will contact the supplier and arrange for a compliance certificate to be issued by 15 December. b) Emergency procedures ? dispatch store D Thomas will draft a new set of procedures and circulate them to committee members for comment by 8 December. 30nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 P Johnson reported that has been completed, inspected and approved; however, a certificate of compliance still needs to be issued. The legal implications of not having certificate were addresses. It was agreed this was a matter of high priority. 3 Emergency control team training It was agreed that a formal allocation of funds for emergency-control team training will be made in the 2006 budget. Moved D Adams, seconded M Wang D Adams will present a detailed training plan and recommended budget allocation to the next meeting. The committee noted the report on training for emergency-control team members. It was agreed that a budget allocation would be made for this activity in the 20006 budget. 4 Next meeting The next meeting will be held on Wednesday, 18 January 2006 in the conference room. Listening task4 Listen to the following meeting, and try to take minutes. Minutes Pro Forma Topic/ Title : Purpose of the meeting: Date/time/location: Present: Apologies: Discussion items and decisions/action Key points of discussion (who/what/when) Speaking Activity------Useful Expressions Starting the meeting: 1. Shall we get started? 2. Now that everyone is here, I‘d like to call the meeting to order. 3. This morning we‘re going to discuss … problems. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Proceeding to the next item 1. Shall we move on to the next item on the agenda? 2. Let‘s turn to the second problem. 3. How about proceeding to the next question? Coming back to the main point 1. I think we are getting side-tracked. 2. Shall we get back to the main point? 3. I‘m afraid we‘re getting a bit off the point. 4. Please don‘t digress from the subject. 5. I‘m afraid you‘re straying from the main point. Interrupting 1. I‘m sorry to interrupt you, but I‘d like to say that … 2. If I could make a point here… 3. Excuse me; I would like to break in here. 4. May I cut in here? 5. I‘m sorry to cut you off. Declaring results or decisions 1. I declare the meeting adjourned. 2. I declare the motion carried by a slender majority of eight to six. 3. I declare the motion lost 4. Let‘s put it to a vote. 5. Let me take a minute to sum up the main points of the discussion. 6. If nobody wants to add anything, we can draw the meeting to a close. I. What you would say at a meeting in each of these situations? 1. You are the chairperson. You think it is time to start the meeting. _______________________________________________________ 2. You tell the participants the purpose of the meeting. _______________________________________________________ 3. Introduce the first item on the agenda. _______________________________________________________ 4. Someone interrupts. Control the interruption. _______________________________________________________ 5. You make a good point at a meeting and want to make sure everyone agrees with you. _______________________________________________________ 6. You are in the chair and you want to go on to the next topic without a formal vote. _______________________________________________________ 7. Mr. Coleman made a point you agreed with a few minutes ago. Refer back to this before you give your own views. 32nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 _______________________________________________________ 8. Mr. Smith made a really stupid point just now. Make it clear that you disagree, without being rude and provoking an argument. ______________________________________________________ 9. You ask Mrs. Collins her opinion about the introduction of flexible working hours. _____________________________________________________ 10. Another participant asks you to give your views on a topic you have no knowledge of. _________________________________________________ 11. The meeting has gone on too long and you think it's time for lunch. _____________________________________________________ 12. You have covered everything on the agenda at the meeting and you want to close the meeting. ______________________________________________________ Pair Work Make a dialogue with your partner according to the following pattern. Asking for a suggestion Making a suggestion Rejecting the suggestion Making another suggestion Making a counter-suggestion Accepting the suggestion Role Play Situation: the community gets a grant from the government to improve the recreational center in the community. The grant is barely enough to do one improvement and one improvement only. The community committee is holding a meeting to decide what to do with the money. Roles: Committee President, committee member A, committee member B, committee member C, committee member D, and committee member E. Activity: Divide students into groups of 6, and each student will get a role card. And they will organize a meeting to decide which project to invest on. After the committee makes their decision, the president will make a presentation to the community to explain their decision and how that will benefit the whole community. Follow-up practice I. Fill in the blanks with the words and phrases. update go along with agenda routine merge 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central entitle cover for outcome 类、外贸类及公务员九大类免费在线题库及专家答疑 1) Staff complained that they couldn‘t _______so many absent colleagues. 2) The sales director asked for an ________ of our sales figures. 3) The sellers ___________to hold up shipment of the goods when the buyers fail to establish the relative L/C within the stipulated time. 4) The two firms are going to _________to increase productivity and save running costs. 5) In addition to the_________ office work, he is in charge of the information center. 6) I can‘t ______________you on that point. 7) The ________ will be sent out in advance of the meeting so that the participants can prepare something before hand. II. Exercise: Interpret the following sentences. 1. 大家都到齐了，我们开会吧。 _______________________________________________________________________________ 2. 琼斯小姐，你对这个问题有什么看法, _______________________________________________________________________________ 3. 我们接着议程的下一项，好吗, _______________________________________________________________________________ 4. 反对这个建议的请举手。 _______________________________________________________________________________ 5. 既然我们不能达成协议，我建议休会。 _______________________________________________________________________________ 6. 就这个问题我们投票表决吧。 _______________________________________________________________________________ 7. 对不起打断你的话，恐怕你有点离题了。 _______________________________________________________________________________ 8. 为了刺激消费，我们应该鼓励人们用分期付款的方式购物。 _______________________________________________________________________________ 34nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Unit 5 Writing Period 1-2 Memorandum (memo) Teaching Objectives Students will be able to: 1. understand the key points of business memos; 2. learn to translate the common business memos; 3. grasp the key language points and comprehensive skills. Part I The definition, characteristics, format and functions of memo 1. What is a Memo? The memorandum is one kind of written exchange forms which the Company uses frequently between the sectors and offices. Memo can be used as a form of communication to solve problems within a company. In writing a memo, one should clearly state his/her purpose at the beginning, and request the action he/she wants at the end. Planning for a memo Depending on the purpose of your memo, there are several ways to prepare it: To convey routine information or relaying news, consider approaching your memo through direct plan. It starts out by stating the most important points, and moves to supporting details. When you need to arouse interests in your readers, the indirect plan maybe used. It makes an appeal or spews out evidence first and arrives at a conclusion/action to be taken based on these facts. When relaying bad news, a combination approach can be used for the balanced plan, as it combines information and persuasion. 2. Characteristics Clear-subject主题明确; topic-centred; concise language语言简洁 causal tone语气随意 5C Principles 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 completeness correctness clearness conciseness courteousness 3. Components of a Memo 1). Heading - generally it follows this format: TO: (readers' names and job titles) FROM: (your name and job title) DATE: (complete and current date) SUBJECT: (what the memo concerns) CC/Copies to: 2). Message: 3). Opening - the opening paragraph mainly consists of 3 parts: context of your problem, specific task(s) required, or that you are undertaking in order to fix the problem, and the purpose of the memo. Be assertive:果断的:that a real problem exists, but include only key information that decision-makers need. 4). Summary - a brief statement of your key recommendations. To make a strong statement, state references used to come to your ideas. But remember to keep it short and simple. 5) Discussion - Details that support your ideas can be spelled out in this part. Start with the most important information to get readers' attention to the matter. Vital details can be presented in the format of bullet points or tables. 6). Closing - In a courteous manner, state what action you may want your reader to make. The desired action can be beneficially to your readers, so state any that the action may bring. 7). Attachments (if any) - If you have prepared graphs, tables and other documents to support your findings, attach them at the end of the memo. Throughout your memo, you may need to make references to your attachments by adding notations. 4. Functions of Memo In business, memos are mainly used to: , give information; , ask for information; , make requests; , confirm details; , remind people of events or rules; , suggest and recommend; , give advice and warnings. 5. Purposes of Writing memos , to anyone in the company , to a superior , to a subordinate , to a colleague on the same level 36nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 6. Examples: MEMO To: Tony Huang, Administration Manager From: Alice Chan, Sales Supervisor Subject: Mobile Phones Request We urgently need additional mobile phones for our newly recruited staff. ___________ We would appreciate it if you could purchase four ABC mobile phones for ____________ our Mini System, AS400 support team. You can charge this to our expense account (No. 84938) In addition, could you please cancel one mobile phone account (No. 4823). ____________ Please feel free to contact me if you have any queries. ____________ MEMO To: Jack Ng, Purchasing Officer From: Peter Jones, Office Manager Subject: Purchase of New Air-Conditioning System Please note that we now have approval to purchase a new air-conditioning ____________ system for our offices. I would like you to approach three companies, details of which are attached, ____________ in order to obtain the technical specifications of the systems suitable for our needs. Please ensure that the systems you look at have a long guarantee and come ____________ with on-site maintenance. I would suggest that you speak to Jill Wong, our Maintenance Officer, and ____________ 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central类、外贸类及公务员九大类免费在线题库及专家答疑 ask her for details of the floor space area of each of our offices. Lastly, we need the new system installed as soon as possible so as to avoid ____________ interruptions during February, our busy season. So, could you make sure that the system is installed by the end of January at the latest. ____________ MEMO To: All Staff From: Lily Poon, Administration Manager Re: Christmas Dinner This is to remind you of the arrangements for the Christmas dinner which is ____________ to be held at the Sheraton Hotel at 7.30 pm on Tuesday, 13 December. Could you confirm the number of people in your party by completing the ____________ attached form and returning it to me by 3 December. Remember that the maximum number of guests for each staff member is three. ____________ If you have any queries, please feel free to let me know. My extension ____________ number is 458. 2、备忘录分类及其对应的例子 , Informative Memo 信息式备忘录 MEMO From: Office of the GM. Date: Feb. 1 To: Heads of factories Subject: Trip by GM Below are details of the factories that the general Manager will visit. In each one, the GM would like to speak to all members of the Production Dept. please inform each factory and them to cancel all other appointment. March 8 Kuala Lumpur March 9 Singapore March 10 Singapore March 11 Jakarta , Persuasive Memo 建议式备忘录 MEMO 38nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 To: Project Planning Dept. From: General Manager Date: Jan 5 Subject: Aqua Warm BV I have looked though our records of the work that we did at Perfecta Ltd. The heating system was checked three times before it was turned on. We are absolutely sure that explosion is not our responsibility. I suggest, therefore, that Perfecta writes to Aqua Warm to claim compensation. Please write to Perfecta (address: 61 Bath Road, Worester, England WR 5 3AB) and explain our position. , Enquiry Memo 征询式备忘录 Memo To: Richard Burley Dept: Market research Subject: Profits and Southmoor Branch Date: May 10, 1998 stI have finished studying the Southmoor Branch sales figures for the 1 quarter and see they are about $ 255,000 under projections. That is third straight quarter that Southmoor has fallen short. Will you prepare a new analysis of the Southmoor market potential/ I know you did one and a good one too three years ago before Southmoor opened. But maybe some factors have changed and we need to look into them. Ben Tebbins is working up a report from the sales and promotion angle. He‘ll finish about June 15. If you could be ready then, we will get together and see if we can solve the Southmoor problem. TB\ac. CC: Ben Tebbins Part IV STANDARD EXPRESSIONS 1. INFORMING I would like to inform you that the next inter-departmental meeting will be held on 6 July 2002 at 3.00 pm in the conference room. You are informed that your New Year bonus will be paid together with your salary for February 2002. Please note that your name cards are now ready for collection. I would just like to let you know that I will be on leave for the next two weeks. A meeting to discuss the new sales campaign was held ... This is to inform you that four new computers were purchased for the office last month. 2. REQUESTING I would like you to pass me the report on ―Customer Service Operations in the Branches‖ as soon 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 as possible. Please inform me as soon as you receive this information. Please could you distribute these questionnaires to all your staff. I would appreciate it if you could let me have your comments as soon as possible. 3. CONFIRMING I would like to confirm the arrangements as discussed during our meeting of 5 June. Please could you confirm that these figures are correct? This is to confirm that your promotion will be effective from January 1. 4. REMINDING Please would you remember that/to ... Staff/You should remember that/to ... I would like to remind you that/to ... This is to remind you/staff that/to ... Staff/You are reminded that/to ... 5. SUGGESTING We could transfer one staff to this department. It is suggested that we look for another, more reliable supplier. I would suggest that you make alternative arrangements. May I suggest that production is shut down for a few days. We would like to suggest that you consult June Wong before ... 6. RECOMMENDING I would recommend that we replace all our existing models. It is recommended that the program be extended as soon as possible. We should find a less expensive printer as soon as possible. 7. ADVISING We had better check the contract carefully before signing it. You ought to consult Mr Ho before making a decision. I would like to advise you to read the instructions carefully before using the device. If I were you, I would consult an expert before making the purchase. 8. WARNING We urgently need more toner for our photocopier. Those staff who do not comply with this rule will receive disciplinary action. If the above regulations are not observed, cautions will be issued. Unless we receive xxx before xxx, we will be forced to ... Part VI Exercises e.g. 1 You are the Manager of a small printing company. A new employee, Mark McCabe, is joining 40nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 thyour company on 10 May. Write a short memo to your office administrator: Saying who is starting work and when; Telling him what Mark McCabe‘s job will be; Suggesting where Mark McCabe‘s desk should be put; Write 30-40 words on your answer sheet. _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ e.g. 2 You work for a company, which produces laser printers. You are visiting another company, Soft cell, to buy some computer software for your department. They have expressed an interest in your company‘s printer and you would like to take twenty brochures and three sample printers with you. *Write a short note to Mr. Jim Asana, the sales manager. *Ask for his permission to take these items. *Explain why you want them. *Mention the time and date when you want to collect them. Write 30----40 words on your answer sheet. _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ e.g. 3 Your company has received a lot of criticism of its telephone service. You looked into the most common complains and made the following notes: 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 *Phone left to ring too long before answering. *Calls answered impolitely, e.g. just ?hello‘. *Transferring calls automatically to colleague------often colleague doesn‘t know about the transfer, or how long it will be. *Taking massages-----some employees not writing messages down (date, time, caller‘s name and number). The Services Director has asked you to write a memo to all staff on recommended telephone procedure. Write the memo in about 100---120 words, explaining how staff should use the phone. Use the information in your notes above. _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ Period 3-4 Business Report & Business Letters Period 3 Teaching Objectives Students will be able to: 1. understand the key points of business report; 2. learn to translate the common business meeting report; 3. grasp the key language points and translation skills. 4. enable the students to write short formal reports with correct format and sufficient information. Part I Theory background 1. The format of business report 1) 摘要(Executive Summary) 2) 标题(Title) 3) 导言(Introduction/ Terms of Reference) 4) 材料收集方法(Methodology / Proceedings) 5) 调查结果(Findings) • The findings of the investigation indicate that... • It was proposed / found / felt / discovered that... 42nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 • It was generally the case that... • Most people thought / suggested that... • A number of people mentioned that... • Several changes were put forward. • Several staff members expressed the view that... • The table / chart / graph / diagram / figure / statistics shows / describes / illustrates that... • As it can be seen from the table / chart / figure... • It is clear / apparent from the table / chart / graph / diagram / figure / statistics that... • The number of... increased / jumped / rose suddenly / rapidly / dramatically from...to... • The number of...decreased / dropped / fell greatly / significantly sharply from...to... • The number of...fluctuated slowly / slightly between...to... • The number of... remained steady / stable (stayed the same) between...to... • There was a (very) sudden / rapid / dramatic / significant increase / jump / rise in the number of...from...to... • There was a (very) sharp / steep / steady / gradual / slow / slight decrease / drop / fall in the number of...from...to... • The monthly profit / figures peaked in December at 10%. • The monthly profit / figures reached a peak / a high (point) in December at 10%. • The monthly profit / figures bottomed out in December at 10%. • Sales witnessed a great rise / increase / drop / fall between...to... 6) 结论(Conclusions) 7) 建议(Recommendations) 8) 附录(Appendices) 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central类、外贸类及公务员九大类免费在线题库及专家答疑 Part II . Classifications of Business report 1. Investigative Reports 2. Survey Reports 3. Weekly Reports 4. Monthly Reports 5. Progress Reports 6. Market Research Reports 7. Feasibility Reports Part III Case Study Case 1 To: All Directors From: Lynn Adam, Administrative Secretary Date: May 25, 1999 Subject: Machine Dictation At the request of some of the division direction, we have made a survey of machine transcripts to see what could be done to improve both the quality of transcripts and the speed with which the work is completed. these are their suggestions: 1. Both dictators and transcribers should be familiar with the dictating and transcribing Equipment. A manual is available for every machine; it explains how to use the equipment. 2. It would be helpful if all dictators would: a. Mark the indicator slips with special instruction and correction. Mark the slips, too, to show the length of the letter or report. b. Spell any proper names as well as technical or unfamiliar words. c. Control their voice so that the dictation is neither too loud nor too soft. Be sure to enunciate clearly. d. Supply as mach information as possible__ number of copies, type of massage, and identity of dictator. It would also help if salutations and subject lines, when used, were dictated. e. Indicate when you would like the dictation complete the work dictation is rush. 3. Machine transcribers will complete transcription by the day following the receiving of the tape unless the dictation is marked rush-----then every will be made to complete the work when it is wanted. 44nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Please let me know if you have further suggestions. I should also like to know if these suggestions result in better transcripts. Case 2 Report on A Proposed Incentive Scheme Terms of Reference: Mr. John Smith, Office Manager, has asked me to write this report on a proposed incentive scheme offering rewards, possibly financial, to members of staff for money-saving ideas or ways to improve work practices. Proceedings: A sample of workers was individually asked for their opinions. Findings: Most thought the incentive scheme was a good idea. Most preferred financial rewards. Some suggested time off instead. A few thought this was a management area. Conclusions: In general most workers were in favor of an incentive scheme offering financial rewards. Recommendations: It is recommended that the scheme be introduced. Richard Stewart March 18, 20-- Period 4 Teaching Objectives Students will be able to: 1. understand the key points of writing business letters; 2. learn to translate the common business letters; 3. grasp the key language points and comprehensive skills. Part I The definition and function 1. Business Letters are referred to those letters used among the companies, government agencies, various groups, or business establishments such as stores, for the purpose of exchanges 2. Business letters are the main means of communication between merchants, manufacturers and customers. Part II Features of Business Letter Clearness Conciseness Correctness Preciseness Courtesy Professionalism 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 The three parts of a business letter: The opening section The propositional section The closing section Part III Exercise 先生: 从贵处商会获悉贵公司行名和地址，并得知你们是一家大的钢铁出口商，具有多年的 经营经验。次来产品属于我公司业务范围，特此致函，以期建立兴旺互利的贸易关系。 若贵公司能保证价格可行，品质优良，交期迅速，我们将大量订货。为此，特请提供 你们的最新的全套目录和各项出口的价目表，如蒙尽速办理，当不胜感激。 至于我们的信用情况，可向当地的中国银行查询。谅能惠予合作，预置谢意。 谨上 _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ Part V Complementary materials 1. Establishing Trade Relations Oct. 20th, 2010 Office of the Manager Housewares Department 46nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Zhejiang Light Industrial Products Import & Export Corp. 233 Tiyuchang Rd. Hangzhou 310009, Zhejiang P.R. China Dear Housewares Department: Your company‘s name has been given to us by the Chamber of Commerce of London. We wish to buy porcelain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs. If you can supply this type of merchandise, kindly airmail us a sample cup. Also, please enclose your price list and all suitable illustrations. We look forward to your early reply. Sincerely, Catharina E. de Jonge Manager CED/ms 2. Inquiries and Offers Dear Mr. Wang: Subj: Parts of Machine Type B-114 Thank you for your letter of Feb. 15th, 2008 and the enclosure requesting quotes for parts for the captioned machine. As requested, we are submitting our quotation in triplicate and hope that you will place your order with us as early as possible because we have a large backlog. We look forward to your decision. Sincerely, Sander De Haan International Sales Manager 3. On Price March 25, 2008 Dear Mr. Xia: We thank you for your quotation of March 3rd and the samples of socks. Although we are interested in your products, we find your price is so high that our margin of profit would be either very little or nil. As you probably know, the socks available at present on the market manufactured by several Hong Kong factories are of good quality and the price is 10-15% 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 lower than yours. We hope, therefore, you will reduce your price so as to stand up to the competition. We await your reply. Sincerely, 4. Ordering We have received your quotes in triplicate for the subject parts. We appreciate your prompt attentions. We wish to order from you the items in your quote and will apply for governmental approval to import them. This will take considerable time, so please start manufacturing them for delivery within two to three months. Your compliance will be appreciated. 5. Terms of Payment Dear Mr. Xu: We have received your fax of April 15th reading: 50CASES CANNED CRABMEAT SHIPPED SSEAST-WIND MARCH30TH PLSOPENL/C ATONCE And thank you for your information that the 50 cases crab meat have been shipped by S.S. “East Wind” on March 30th. Our bank has opened by telex a ?5000 Letter of Credit for the 30 cases of canned crab meat. Please send us confirmation of the shipment. Sincerely, xxx 48nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Unit 6 Business Travel Objectives 1. to make enquiries 2. to make airline reservations 3. to make hotel bookings 4. to check in at the airport, go through the security check and customs 5. to check in and check out at a hotel 6. to make polite requests Period 1-2 Warm-up, discuss the following questions and give your opinions. 1) How often do you travel? Where do you like to go? 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 2)What difference does it make if you are on holiday and travelling on business? 3) What do you think should be prepared before you go on a business trip? 4) When you travel, which of the following do you like or not like? Make sentences as in the example? Practice being away from home; waiting for luggage; booking rooms travelling to the airport/station; speaking a foreign language; Listening，listen to the statements. Where do they take place? a) in a taxi c) at a railway station e) on a plane b) at an airport d) at a hotel 1. 2. 3. 4. 5. 6. 7. 8. Dictation about flight details, listen and complete blanks. 1. Flight 2. Flight 3. Flight 4. The plane leaves from . 5. You fly from . 6. The to Frankfurt is now . 7. You are in . 8. The plane . Complete these sentences. Use the nouns from the box. Bill reservation bookings receipt center Fax call luggage flight seat At the ticket office 1. I need to change my . 2. Is there a direct ? At the check-in desk 3. Can I take this as hand ? 4. Can I have an aisle ? In a taxi 5. Please take me to the city . 6. Can I have a please? At the hotel 7. I have a for two nights. My name is Burkhard. 8. Can I send a from here? 9. Can I have an alarm at 6:45, please? 10. I‘m checking out today. Can I have the , please? 50nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Listen to each part of the recording. Then answer some questions. Part 1 1. What time is the next train to Manchester? Part 2 2. Which flight is boarding at gate 23 Part 3 3. What time does the train leave? 4. Which platform does it leave from? Part 4 5. The passenger choose a flight, what time does it leave? 6. When does the flight arrive? 7. What is the flight number? 8. Which terminal does it leave from? Tick the facilities you expect to find in a business hotel. Fitness center secretarial services Reception desk function rooms Gift shop childcare service Restaurant fax machine Speaking 1) Useful expressions learning Related expressions : 客房种类 (1)single room double room double double big single room tripe room (2)economy room(ER) standard room(SR) superior room(UR) standard suite(ss) deluxe room(DR) presidential suite(PS) (3)studio room multi-functional room combined type rooms 2) Make a dialogue with your partner by using useful expressions on your paper. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Dialogue 1 A: 我想订一张7月2日从杭州飞往香港的单程机票。 B: 要经济舱还是头等舱, A: 请订经济舱。 B: 请稍等，我查查电脑。对不起，这次航班的票已订满。 A: B: A: B: Dialogue 2 A: 你好，这里是百合花宾馆。能为您效劳么, B: 我叫Alan Green，我想在贵宾馆定房。 A: 请稍等，我查一查。Green先生，我们只剩下一个单人房和一个双人房。 B: 请问单人房多少钱一晚, A: 200 美元 B: 房间里有什么设备, A: 有中央空调，电话，电视等。 B: 有电脑么, A: 对不起，没有，但是您可以租。 B: 好吧我就定这个单人房。 A: 请问您什么时候需要房间，打算住多久, B: 我下星期一下午到达杭州。从星期一住到星期五，一个五个晚上。 A: 好的，一个单人房间，住五个晚上，从周一到周五。 B: 是的，谢谢。 A: 不客气。 Reference answer: A: B: A: B: A: B: A: B: A: B: A: B: A: B: A: Useful Expressions 1. I‘d like to book a business class ticket on Cathay Pacific Flight 808 to Paris 2. I‘m sorry we are all booked up for the morning flight. 52nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 3. I‘d like to stop over in Boston. Is that all right? 4. I wonder if I could cancel my reservation with American Airlines to San Francisco on December 4. 5. We can give you this refund but we‘ll have to deduct 0.5% of the total rate of your ticket as penalty. 6. I‘d like to make a reservation for a suite/twin room/single room/double room for three nights. 7. I wonder if you have any vacancies for the next two weeks. 8. What‘s the rate for a single room per night? 9. Can I keep these small bags as carry-on/hand luggage? 10. I‘m afraid you have to pay an excess luggage charge. 11. Have you got anything to declare/dutiable? 12. You don‘t have to pay duty on personal belongings. 13. I booked a single room two weeks ago. My name is… 14. I want to check out now. Would you get my bill ready? My name is… 15. Do you mind coming to the front desk to check out, sir? Homework : role-play (We will choose some group to perform next class) Background The Pacific Hotel is in Sydney, Australia. 12 people want to book rooms for next week. Ground floor Room 1 (occupied); Room 2 (very small singe), $ 140, facing to the busy road; Room 3 (double), $ 260, quite and sunny, very comfortable, facing to the sea; Room 4 (large single), $ 200, noisy, facing to the road; Room 5 (occupied); First floor Room 6 (very large double), $ 370, deluxe room, quiet and sunny, very comfortable; Room 7 (double), $200; Room 8 (double), $280, extra beds for children, quiet and sunny, facing to the sea; Room 9 (occupied) Room 10 (double), $ 250, quiet and sunny, facing to the sea. Guests and room requirements , Anna and three friends aged 50-70. They want two double rooms. They can pay $240 for each room. , Mr and Mrs Scthmidt. They are just married. They can pay $280. , Mr Jensen and his son. The son is in a wheelchair. They can pay $280. , Mr Wang is a writer and wants a quiet room. He can pay $180. , Madame Berge and her rich friend. They want a sunny room with a lovely view. Price is not important. , Ms Steele, a businesswoman, want a large, quiet room. Price is not important. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Match the verbs with the correct phrases. 1. buy a) security 6. watch f) a hotel room 2. confirm b) a ticket 7. take g) some shopping 3. collect c) at the check-in 8. book h) at the hotel 4. go through d) their flight 9. do i) an in-flight movie 5. queue e) their luggage 10. check in j) a bus or taxi Listen to the conversation and try to use one sentence to answer the question. Q: What, when will they do? Where will they meet? Skills 1 (Making bookings and checking arrangements), listen and underline the answer. 1. When is Simon arriving? Monday / Wednesday 2. When is he leaving? Tuesday / Wednesday 3. What kind of room does he want? Single/ double ,120 / , 150 4. How much does the room cost per night? 5. How many nights is he staying at the hotel? 1 night / 2 nights 6. what time will he arrive? 7 o‘clock / 6 o‘clock Useful expressions learning: 饭店种类 inn lodge tavern caravansary hostel hotel motel(=motor hotel) budget hotel economy hotel(one-star hotel) some comfort hotel(two-star hotel) average hotel(three -star hotel) high comfort hotel(four -star hotel) deluxe hotel(five-star hotel) Skills 2 (Making arrangements on the telephone) 1. Study the useful language below. Useful language: Making arrangement: Could we meet on Monday at 10:30? Are you free sometime next week? How about next Friday? thWhat about April 10? Would Wednesday at 2pm suit you? Is 11:15 convenient? Changing arrangements: I;m afraid I can‘t come on Friday/then. We‘ve got an appointment for 11:00, but I;m afraid something‘s come up. Could we fix another time? Responding: That‘ ll be fine. 54nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 That‘s OK. No sorry, I can‘t make it then. My diary‘s rather full that day/week. Sorry, I‘ve already got an appointment at that time. 2) Listening: Philippa Knight, Sales Director at The Fashion Group in New York, makes two calls to Maria Bonetti, a fashion buyer in London. (1) Listen and think about: a) the purpose of each call: b) the result: (2) Listen to the call again and complete blanks below. Receptionist: Good morning, CBT. How may I help? Knight: It‘s Philippa Knight here, could you , please? Receptionist:Certainly, put in through. Maria: Hello, Maria Bonetti is speaking. Knight: Hello, Maria, it‘s Philippa Knight from Fashion Group in New York. . Maria: Hi, Philippa. ? Knight: Fine, thanks. I‘m calling because I‘ll be in London next week and you. I want to tell you our new collection. Maria: Great. What ? I‘m fairly free next week, I think. Knight: ? In the afternoon? Could then? Maria: Let me look now, let . Oh, yes, that will be no problem at all. ? Is that OK? Knight: Perfect, thanks very much. It will be great to see you again. We‘ll have plenty to talk about. Maria: . See you next week then. Knight: Right. Bye. Maria: Bye. (3) Listen to the second call and think about: a) the purpose of the call: b) the result: (4) Listen to the call again and complete blanks below. Receptionist: Good morning, CBT. How may I help you? Knight: I‘d like to speak to Maria Bonetti extension 281, please? Receptionist: Thank you. Who‘s calling please? Knight: It‘s Philippa Knight from The Fashion Group. Receptionist: Thank you. I‘m putting you through. Hello, I‘m afraid at 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 the moment. or can I take a message? Knight: I‘ll leave a message please. The thing is, I should be meeting Ms Boneti at 2pm, . My plane was delayed, and I‘ve got to . If possible, tomorrow, preferably in the morning. here at the hotel, please? Receptionist: Certainly. What‘s the number, please? Knight: It‘s . I‘ll be leaving the hotel soon, so if she can call me back with the, say, yes, with the next quarter or hour, I‘ll call her again this morning. Is that OK? Receptionist: Right, I‘ve got that. I‘m sure she‘ll get the message. Knight: Thanks for your help. Goodbye. Speaking Student A is a receptionist at the Delta Hotel in Greece. Student B is a business traveler. Book rooms for yourself and a colleague. Role A Role B Answer phone. Give name of hotel; Give your name. ask for two single rooms Checking booking is for four nights from 16 to with baths from 16 to 20 July; 20 July; Price? Ask for credit card details. Credit card details: visa number: 4921 4456 3714 1009, expiry date: 12/09 Useful expressions: Receptionist Caller Hello, … hotel. How can I help you? I‘d like to book a room from … to …; I can give you a single/ double on the first floor. How much is it per night? Would you like smoking or non-smoking? Is there a restaurant in the hotel? ththSo, that‘s a single room for two nights, the 4 and 5. Is there a car park? Can I have your credit card details, please? Can I pay with American Express/ MasterCard/ Visa? What time do you expect to arrive? It‘s a Visa card. The number is …; Could you repeat that, please? The expiry date is … Period 3-4 Travel problems: Group discussion: 1. How often do you travel by air, rail, underground, road and sea? Do you have an unforgettable travel? 56nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 2. What do you enjoy about travelling? What don‘t you enjoy? 3. Which of these things irritate you the most when flying? Rank them in order of most and least irritation. Diversions jet lag long queues at check-in bad food sitting next to sb. who talks non- stop bad weather strikes sitting next to children cancellations not enough room overbooking No trolleys available dirty toilets lost or delayed luggage Listening David Creith, Customer Service Teaching Manager for an international airline, is talking about the problems he has to solve for business travelers. 1) Listen to the first part of the interview and answer these questions. 1. David Creith is the Customer Service Teaching Manager: a) for which airline? b) at which terminal? c) at which airport? 2. some people want: a) b) c) 3. Why is it not possible to give everyone the seat they want? 4. Why do airlines have to oversell flights? 5. Who are Gold Card holders? 6. What do Gold Card holders often ask for? 2) in the second part of the interview David talks about how he deals with telephone complaints. Listen for 3 times and complete the chart. Listen 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Find Example: Not caused by by Make sure it doesn‘t Offer an if required. Translation (about taking plane) 国际班机 班机号码 Round-Trip Ticket One-Way Ticket 商务客舱 国内班机 头等舱 经济舱 Lavatory 使用中 Vacant 女空服员 男空服员 托运的行李 行李领取处 Carry-on baggage Baggage Tag Luggage Cart 国际候机楼 卫星楼 国内航班出站 中转处 中转旅客 过境 Translation (about plane tickets) 飞机票 前往城市 旅客姓名 承运人 旅行经停地点 航班号 起点城市 座舱等级 起飞日期 机号 起飞时间 机座号 订座情况 吸烟坐位 机票确认 非吸烟席 登机口 Homework: role play The Customer Relations Manager of Alpha Airlines has a problem. A local university uses the airline regularly to fly its sports teams to Eastern Europe to take part in inter-university matches. Unfortunately, on several return flights, team members have behaved badly. They have become very drunk and noisy, and have been rude to flight attendants and passengers. Yesterday, the basketball teams returned from Moscow. Students were throwing drinks and food at each other, and upset everyone on the plane. After investigating the incident, the Customer Relations Manager phone the university‘s Sports 58nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Director to discuss the matter. Perform it and then give the solution from either the Customer Relations Manager‘s view or the Sports Director‘s view. Customer Relations Manager You must try to stop this kind of behavior. It harms the image of Alpha Airlines. However, the university is a very good customer. If possible you do not want to lose its business. Deal with the situation politely, but be firm. Try to get the Sports Director on your side. Sports Director You are not too worried about the team‘s behavior on airlines. They are young women and men, full of energy and the joy of youth. Why shouldn‘t hey make a little noise and have a drink or two? Be polite to the Customer Relations Manager, but be loyal to your students and support them. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Unit7 Marketing Objectives 1. to talk about 4P‘s in marketing 2. to discuss what makes a successful marketing 3. to talk about international marketing Period 1-2 Discuss the following questions and give your opinions. Q: Think of some products you have bought recently. Why did you buy them? What influenced you to buy it? Q2: What are the advantages for a company to expand beyond its domestic market? Listen to four consumers talking about different products. Decide which of the four Ps each speaker is discussing: product, price, promotion or place. 1. 2. 3. 4. Q3: What kind of problem do companies face when they go international? Q4: What slogans for products have impressed you? Why? 60nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Q5: How can a company decide to enter into a new market? Brain Storming Discuss with your partner and think out a slogan that can be used worldwide for the following products: Mobile phone, Beverage, Car Listening Task 1) Listen to the first part of an interview with Mirjana Itic, Vice President, Marketing, at Pearson Education and complete the chart. Good creative Reaching the right Successful good marketing clear marketing Marketing communications Working well with Producing: What customer Customer orientation they want it at the right 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 in a way that‘s Listen to the second part of the interview and answer these questions. 1. Which campaign was most memorable for Mirjana? 2. Why did she find it memorable? 3. What was the fantastic strap line? Q: What other strap lines do you know? Listen to the last part of the interview and answer these questions. 1. What type of company was involved? 2. What was the promise? 3. Why did it appear successful at first? 4. Why did they end the campaign? 4) Complete this extract from the interview. ―The campaign was badly , badly and it resulted in a lot of for the company.‖ 62nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Interview, divide into groups and gives a report after a while. Questionnaire is a good way of gathering data. The letter below is part of an authentic consumer survey on drinks. (book2 p66) 1. Write the words in the questions in the correct order. Answer the questions. 2. Dear Madam /Mr. We are conducting a consumer survey on Coke and Pepsi. We place great value on your personal opinion and, therefore request your support. Question Answer Self-employed ? employed ? 1. group you do belong to which Un-employed ? retired ? Under 18 years ? under 30 years ? 30-50 2. you old how are? years ? over 50 years ? Coke ? pepsi ? 3. which do you prefer drinks? Seldom ? occasionally ? 4. how do you drink often them? Once a week ? often ? Minute Maid ? Lipton Brisk? 6. you know do version which? 7,up ? sprit ? yes? no ? occasionally ? 7. when selecting drink, you do the various growing areas take into account? Orange juice ? iced tea ? 8. type which you prefer do? Water ? root beer ? sports drink ? Skills, Telephoning: exchanging information Listen to four people giving their telephone numbers. Tick the correct numbers and write down the correct answer. 1. 244252 2. 881990 3. 020 8054 1930 4. 0033 2399 0324 2) Write down 4 telephone numbers you know. Dictate them to your partner. Check that your partner has written the numbers correctly. 3) Listen to the first part of a conversation between a Sales Director, Martin, and his Sales Manager, Fiona. Answer these questions. 1. Did they meet their sales targets? 2. How has their markets share changed? 3. What were their total sales? 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 4. How much did they spend on shampoo advertising? 4) Now listen to the second part and complete the chart. 1. customer‘s name 2. Nationality 3. Telephone number 4. Meeting day and date 5) Listen to the two conversations again. Tick the phrases in the Useful Language box Martin uses to check information, to ask for information and to end the conversation. Useful Language Checking information Finishing a conversation Sorry, did you say…? OK, that‘s it. Sorry, I didn‘t catch that. Thanks very much. That was very helpful. Could you repeat that, please? I must go now. Let me read that back to you. I think that‘s everything. Asking for information Could you give me a few details? What about the new range? Did she say when she‘d like to meet? Role play. (Try to use useful language) One of you is the Marketing Director of a sunglasses manufacturer. The other is the European Sales Manager. Role play a telephone call to talk about a focus group for the company‘s new rang of sunglasses. Student A: Marketing Director You want to do the following during the phone call. 1. Note down when and where the focus group meeting will take place. 2. Suggest that these people attend the meeting: Irina Pavlovskaya Tel no. (812) 275 6381 She is a Marketing Consultant based in Moscow, Russia. Bozena Lenat Tel no. (361) 339 4032 She is Head Buyer for a department store in Budapest, Hungary. 3. Ask the European Sales Manager about last month‘s sales results in France. Did they increase or decrease? Student B: European Sales Manager You want to do the following during the phone call. 1. Tell the Marketing Director when and where the focus group takes place. Details are as follows: Location Commercial Institute 5 Rue Pierre Charron 64nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Paris Date/ time Friday 29 July at 14:00 2. Note down the names of two people who the Marketing Director wishes to invite to the focus group. 3. Answer his/her questions about last month‘s sales results in France. Details are as follows: Total Sales , 3.2 million Sales were 8% higher than the same period last year. Listening 1) Dictation Person 1: A: Have you ever bought Kristal ? B: Yes, I tried it when I saw it . A: What did you think of it? B: , just like any other water, but a bit more expensive. Person 2: A: Kristal is more expensive than some other bottled waters, do you think ? B: Not really, it‘s got . A: Do you think it‘s than other bottled waters? B: Well, they say it is in their , it could be. But I don‘t really know, . Person 3: A: Do you buy Kristal Bottled water ? B: No, . If it is not in the supermarkets, where to buy it? Person 4: do you think of? A: When I say Kristal Bottled Water, what B: Expensive, I haven‘t tried it because I can get . Person 5: A: Have you tried Kristal Water? B: I‘ve never it, where can you buy it? 1) Homework, case, role play 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central类、外贸类及公务员九大类免费在线题库及专家答疑 Task: 1. work in groups. Each group is a team in the Marketing Department. Hold a meeting to discuss what you should do to improve sales of Kristal. 2. Present your ideas to the other teams in the Marketing Department. 3. As a whole department, hold a meeting and decide what the company must do to improve the sales of Kristal. Product: Does the product need to be changed, for example, offer it in a range of sizes? Price: Is the price correct? Promotion: Was it promoted in the correct way? Is Kristal targeted at the right segment of the market? If not, who should it be targeted at? Place: Is it being sold in the right places? What changes need to be made to relaunch the product? Period 3-4 Skills, Participating in Discussion 1) Useful expressions learning:Chinese translation marketing selling public relations sales promotion new product development package design merchandising after-sales service marketing mix. promotion pricing strategy distribution channels transport arrangement 2) English definition: 1. Agent: 2. Client: 3. Buyer: 4. Customer: 5. Market leader: 6. Markup: 7. Opinion leader: 8. Prospect: 9. E-commerce: 10. B2B e-commerce: 11. B2C e-commerce: 12: E-marketing: 13. Telephone marketing: 14. Viral marketing: 15: Intranet: 16. Extranet: 17. Chain store: 66nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 18. Convenience store: 19. Department store: 20. Shopping centre: 21. Franchise: 22. Deal: 23. Direct investment: 24. Benchmarking: 25. Cash refund offer: 26. Close: 27. Follow-up: 28. After-sales service: 29. Guarantee: 30. Coupon: Listening: Three marketing executives, Jacek, Paul and Anna, talk about a new morning snack called Krakel. Listen to their conversation and underline the correct answer. 1. Who does Jack want to target with the new bar? a) Children b) Rich women c) Young workers 2. Jacek says more people these days a) do not have breakfast b) have breakfast on the way to work c) eat breakfast at home 3. Krakel contains a) no surgar b) a bit of sugar c) a lot of fruit 4. Krakel contains a) no fruit b) a bit of fruit c) a lot of fruit 2) Listen to the conversation again. Complete the extracts. 1. Sorry, Paul, I don‘t . 2. I think we need to . 3. you‘re right. morning snacks. 4. this, Anna? 5. I really . 6. OK, and talk to the rest of the . Listen and underline the correct number. 1. Last year the company had a market share of 10.3/ 103 percent. 2. Last year sales of the main brand increased by 30/ 13 percent. 3. Last year the company sold more than 850,000/ 815,000 units of Sparkle. 4. The company wants to increase its market share to 11.5/ 11.9 percent. 5. Next year the company wants to sell 1,100/ 1,100,000 units of Sparkle. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Listening 1) 1. Which of the following statements is true? a) Russians expect foreign visitors to take them to parties. b) Russians do business with people who like parties. c) Russians enjoy entertaining foreign people who visit them 2. To do business with Russian companies, you need to have a) a business arrangement. b) A personal relationship c) A useful contact 3. Who do you need in your team? a) A friendly person. b) A service provider. c) A technical people. 2) Listen to the second part of the presentation. Then answer these questions. 1. Who should you take on your first visit to a Russian company? a) New people b) Team members c) Senior people 2. When Russians buy products from foreign companies, they offer a) to pay as little as possible b) to pay a fair price c) to pay as much as possible 3. Listen to the third part of the presentation. Then complete these extracts. 1. Russians . They think information is , so they do not tell you everything. 2. It‘s important to be . Russians take a long time to make a , and there‘s always a lot of to deal with. 3. You must watch Russians carefully and study their . This is very important. 4. Remember that Russians are people. Sometimes emotions are more important than . Case, Role play (try to use useful language) Working in groups. Role play this situation. You are taking part in a marketing meeting. You are discussing the name and price of a new cereal bar and how to promote it. Student A You start the meeting with a suggested name for the bar. Name Good Taste Price , 1.25 Promotion Advertise in magazines and papers for young professionals Student B You disagree with A‘s suggestions Name Healthy bite 68nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 Price ,0.95 Promotion Advertise on radio and TV Student C You like A‘s suggested name and you agree with B‘s price, but you disagree with their promotion ideas. Name Good Taste Price ,0.95 Promotion Advertise on posters and on websites popular with the target market Useful language Agreeing Giving an opinion You‘re right. I think… I really like the idea. In my opinion… Disagreeing Making a suggestion (sorry) I don‘t agree with you let‘s … I‘m afraid I don‘t agree. How about … Asking for an opinion What do you think? How do you fell about this? Home work, case, Role play Background :Cara Cosmetics is an international company based in Italy. It sells body care products. Its target market is usually women who buy the products for the whole family. Cara Cosmetics is launching a new shampoo. Competitors’ products Name Price Size Outlet Hair Glow ,8 300 ml supermarkets ,4 100 ml pharmacies Shinesoft ,10 300 ml supermarkets , 7 200 ml pharmacies , 5 100 ml hairdressers Sheen ,14 250 ml hairdressers ,10 150 ml hairdressers The new shampoo The biggest competitor is Hair Glow. Look at the options below for the new shampoo. Names Selling prices Bottle sizes Age Groups Finesse (for 300 ml) Less than ,8 Radiance 300 ml only 18-25 ,8 Silk 300 ml and 100 ml 26-50 More than ,8 500ml, 300 ml and 200 ml 51+ 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central类、外贸类及公务员九大类免费在线题库及专家答疑 Income Main outlets Target markets Groups Low Supermarkets Women who buy the product for the family Middle Pharmacies Women who buy the product for themselves High Hairdressers Men who buy the product for themselves Task Work in small groups. Look at the information and discuss how Cara Cosmetics need to launch its shampoo. Decide on the name, price age group, size, income group, target market and main outlet. Supplementary Materials BEC Vantage Test 1 Reading 1hour Part I Questions 1-7 1( It would be advisable for Flacks to consult customers before developing a new product. 2( Producing goods for specialist markets might increase Flacks‘ profits . 3( Flacks may need to change the function of one of its facilities. 4( Flacks should utilise its current expertise to enter a different market. 5( Flacks may need to consider closing its current production facility. 6( Flacks should develop the connections it has established with leading retailers. 7( Expanding the product range would not be a problem for the workforce. Flacks is a UK-based company that produces fashion accessories for women. How can it continue to grow its business? A Susan Falmer Faced with a shrinking market, cheap imports and competitive pricing, Flacks will have to work hard to increase its margins. They need to move into a more promising market, one where demand is growing and where the company can exploit existing skills and contacts. They could think about brand extension – this would not be a giant leap and the sales force would take it in its stride. Also, they wouldn‘t need to re-equip their factory and could use non-UK sourcing if facilities here are in short supply. 70nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 B Mesut Guzel They have the fundamentals of a survival strategy in a market where outsourced manufacture and brand differentiation hold the key to success. I think they should initially locate some of their production in another country, where manufacturing quality tends to be better and it is easier to meet changing customer demands. But they should also regularly monitor production in Britain and think about outsourcing all this work abroad at some point if they need it done faster. The company should continue to work on innovative products, and thorough market research will help to ensure any new ideas are well received. C Gary Wilmot In order to beat their rivals in a highly competitive market, Flacks should ensure their products are attractive and build on their relationships with the big stores rather than trying to go it alone and market directly. They should also consider refocusing production by using their UK factory for high-specification products. They could eventually build more production overseas in a cycle of continuous development. D Michal Kaminski The demand for fashion accessories is relatively flat and the company should consider exploiting niche markets to improve its margins. But even within these, Flacks must distinguish its goods from those of its rivals in terms of quality, performance and design. Innovative sales, marketing and PR are vital to exploit these niche products. One competitive advantage that Flacks does have is production times. Many retail chains now have two-tier supply chains and Flacks could focus on top-up orders. They might also investigate other sales channels such as mail order. Part II Questions 8-12 EVALUATING THE PERFORMANCE OF THE BOARD Few employees escape the annual or twice-yearly performance review. (0)…G… The answer is not a great number. And the smaller the company, the fewer checks there are on how well the directors are doing. Some of the largest companies formally assess the performance of their board, but very few new or growing companies have managed to get round to establishing any such procedure. Many business experts believe, however, that it is important for all companies to review the performance of the board. (8)…… . Another reason is that the board itself needs information on how well it is doing, just as much as other employees do. For the chief executive, appraisal of some sort is absolutely essential for his or her own sake and for the good of the company. Indeed, many of those who have reached this level remark on how lonely the job of the chief executive is and how few opportunities they get to discuss issues relating to it. There is some evidence to show that once smaller companies put a board appraisal process in place, they find this process relatively easy to operate. (9)…….. . Their counterparts in larger 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 organisations, however, are often afraid that appraisals could be a challenge to their status. So, how should companies assess their board? (10)…… . At a very basic level, this could simply mean getting all the directors to write down what they have achieved and how they can improve on it. At the other end of the scale is the full ?360-degree‘ appraisal. Here, each director is appraised in a systematic manner by a combination of the chairman and fellow directors. In the largest companies there are many methods for assessing the board. A number of such companies have self-assessment schemes. The chairman may meet each board member individually to ask how things are going, in a fairly informal way. The whole board might also meet to talk about its progress in open session. (11)…… . These might ask for people‘s opinions on the board‘s main tasks or on how well the committees are working. Research indicates there has been some improvement in the way the appraisal of board members is conducted. (12)…… . The chairman will have been involved directly or indirectly in the appraisal of all members of the board. Whose job is it, then, to appraise the chairman? A It is often the case that the directors of such companies are even happy to receive criticism, as this can prevent them from making basic mistakes. B The rest of the workforce sees it as unfair if the directors are the only members of the company to escape appraisal. C These are encouraging as they put a limit on the power of the chairman to assess fellow directors. D Alternatively, questionnaires might be distributed to directors, forming the basis for future discussion. E One issue remains, however, when all the others have been dealt with. F It is generally agreed that it is the chairman‘s responsibility to ensure the regular appraisal of each member of the board. G However, one wonders how many companies have in place a formal appraisal process for their board of directors. Part III Questions 13-18 BRITISH COMPANY CROSS THE ATLANTIC Next month a large group of British business people are going to America on a venture which may generate export earnings for their companies' shareholders in years to come. A long list of sponsors will support the initiative, which will involve a ,3-million media campaign and a fortnight of events and exhibitions. The ultimate goal is to persuade more Americans that British companies have something to interest them. While there have been plenty of trade initiatives in the past, the difference this time round is that considerable thinking and planning have gone into trying to work out just what it is that Americans look for in British products. Instead of exclusively promoting the major corporations, this time there is more emphasis on supporting the smaller, more unusual, niche businesses. Fresh in the memories of all those concerned is the knowledge that America has been the end of many a large and apparently successful business. For Carringtons, a retail group much respected by European customers and investors, America turned out to be a commercial disaster 72nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 and the belief that they could even show some of the great American stores a retailing trick or two was hopelessly over-optimistic. Polly Brown, another very British brand that rode high for years on good profits and huge city confidence, also found that conquering America, in commercial and retailing terms, was not as easy as it had imagined. When it positioned itself in the US as a niche, luxury brand, selling shirts that were priced at ,125 in the States, the strategy seemed to work. But once its management decided it should take on the middle market, this success rapidly drained away. It was a disastrous mistake and the high cost of the failed American expansion plans played a large role in its declining fortunes in the mid-nineties. Sarah Scott, managing director of Smythson, the upmarket stationer, has had to think long and hard about what it takes to succeed in America and she takes it very seriously indeed. 'Many British firms are quite patronizing about the US,' she says. 'They think that we're so much more sophisticated than the Americans. They obviously haven't noticed Ralph Lauren, an American who has been much more skilled at tapping into an idealised Englishness than any English company. Also, many companies don't bother to study the market properly and think that because something's successful in the UK, it's bound to be successful over there. You have to look at what you can bring them that they haven't already got. On the whole, American companies are brilliant at the mass, middle market and people who've tried to take them on at this level have found it very difficult.' This time round it is just possible that changing tastes are running in Britain's favour. The enthusiasm for massive, centralised retail chains has decreased. People want things with some sort of individuality; they are fed up with the banal, middle-of-the-road taste that America does so well. They are now looking for the small, the precious, the 'real thing', and this is precisely what many of the companies participating in the initiative do best. 13. The main reason that the British business people are going to America is to A. encourage American consumers to buy their products. B. analyse how American companies attract media coverage. C. look for financial backing from American investors and banks. D. investigate how British and American companies could form partnerships. 14. In the writer‘s opinion, the proposed venture will be different to previous ones because A. fewer British business leaders will be making the trip. B. less well-known companies will be better represented. C. the larger companies have decided they will not be participating. D. it involves research into how British companies market themselves. 15. The writer states that Carringtons was wrong to ____ A. be cautious about trading in America. B. borrow money from its European investors. C. assume it was superior to American rivals. D. ignore the advice of its American managers. 16. According to the writer, Polly Brown‘s mistake occurred when it ____ A. continued to trade despite making a loss. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 B. attempted to attract a different type of customer. C. tried to break into too many markets at the same time. D. expected American consumers to pay British prices for goods. 17. Sarah Scott states that British companies hoping to succeed in America should ___ A. focus on a gap in the market. B. be less concerned with their image. C. concentrate on selling products in the mid-price range. D. carry out research into the pricing policies of American companies. 18. The writer suggests that success in America depends upon ___ A. adopting a more American approach to marketing. B. persuading the mid-range consumer to pay for quality. C. copying the strategies of American companies. D. building a reputation as a supplier of unique goods. Promise of Jobs with Telephone Banking Centre An ?80-million telephone banking centre id to open in Scotland, with the (0) _____ of about 500 new jobs. Grand Union Group, which owns the Dundee and Western Bank, said today it hopes to have the (19)_____ fully operational by next August. It will be based at the new Caledonian Industrial Estate currently being built near Edinburgh. The centre is being (20)____ through a joint partnership (21) _____ global telecommunications firm Concept and customer care specialists Businesslink. Sara Grimaldi, chief executive of the Dundee and Western Bank, said, ―I‘m delighted we will be working in (22)_____ with Concept and Businesslink and I‘m confident we will (23)_____ from their considerable experience. The new centre will make (24)_____ use of innovative business procedures which will (25)_____ to an improved service and experience for our valued customers.‘ Callum Martin, president of global accounts for Grand Union Group, added that he was very pleased his company will play a key role in such an important development employing state-of-the-art technology. The local council said new jobs were (26) _____ of the efforts made to (27) _____ investment to the region. Council leader Hugh MacArthur said, ―It‘s good news for Grand Union, but it will also (28) ____ us to promote Edinburgh to companies considering a (29) _____- to Scotland. The council will continue to work hard to ensure that today‘s (30) _____ is just the latest (31)_______ in our attempt to create high quality jobs in the area.‖ Scotland has become a European leader in terms of telephone banking centres and has (32) ______ itself an excellent reputation. The call centre sector as whole employs more than 28,000 people at more than 70 sites in Scotland. Taking this into (33) _____, it seems likely that this new centre will be another success story. 19. A. facility B. plant C. function D. situation 20. A. assisted B. invested C funded D. paid 21. A. consisting B. engaging C. containing D. involving 22. A. venture B. teamwork C. enterprise D. collaboration 23. A. benefit B. improve C. row D. advance 24. A. inclusive B. uniform C. extensive D. universal 25. A. help B. contribute C. provide D. combine 74nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 26. A. facts B. reasons C. data D. evidence 27. A. acquire B. gain C. attract D. win 28. A. necessitate B. ease C support D. enable 29. A .reorganisation. B. reassignment C. relocation D. replacement 30. A. announcement B. publication C. notice D. acknowledgement 31. A. method B. step C. point D. action 32. A. achieved. B. taken C. drawn D. earned 33. A. mind B. regard C. account D. note Consumer Behaviour 0 The consumer is the focus of all retail business and it is important to appreciate how 00 consumers are influenced in their buying decisions. Most of consumers, before making a 34 purchase , gather information and evaluate with the alternatives, but the extent to which 35 they look for information depends on the type of purchase. For example, in the case of 36 routine grocery purchases most consumers respond to automatically. However, for 37 purchases where the risk of making the wrong decision is greater, like buying a new 38 car, so the search for information is more important. The decision to purchase is never a 39 single decision but a number of these separate decisions, and at any time during this 40 process, consumers can change their minds about and choose an alternative route. For 41 example, although a consumer may have decided where to buy a product only to realize 42 at the last moment that this is, in fact, having the wrong choice. The price in the store may 43 be too high or the staff unhelpful. On the other hand, a lack of queues, favourable credit 44 facilities and efficient staff all lead to a too positive impression, so retailers should 45 remember how difficulties in these areas that can affect a sale or even lose a customer permanently. BEC Vantage Test 2 Reading 1 hour Part I Questions1-7 Look at the statements below and the text about time management on the opposite page. Which section (A, B, C or D) does each statement (1-7) refer to? For each statement (1-7), make one letter (A, B, C or D) on your Answer Sheet. You will need to use some of these letters more than once. 1 In order to complete a task well, it may not be necessary to deal with every detail. 2 If you have too much to do, you may need to turn down work in the future. 3 Any planning activity needs to take place on a regular basis. 4 You should avoid giving additional time to a particular task. 5 It is possible that some routine tasks do not need to be carried out. 6 If you are overloaded with work, it is important to identify the cause. 7 People at all levels perform time-wasting activities. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 Successful Time Management A The secret of avoiding work pressure is thinking ahead. Every day you need to review your progress towards objectives and decide how you can best use the time available to make further progress. You may find this is best done at the start of your working day but some people prefer to have a planning session just before they finish. Whichever you select – and you may need to experiment to find what suits you best – find some way of fitting the activity into your schedule. Never say, ?I don‘t have time to plan today ‘. B Managers at all levels occasionally find they have taken on more than they can cope with. This is not a crime, but you must examine the reasons for such a situation and then plan a course of action. Until the problem is resolved, most of your time and energy will go into worrying about the situation and you will feel unmotivated. Think too about how to prevent it happening again. This may require you to be firm and avoid agreeing to more than is realistic. C If a review of your working practices shows that you are too much of a perfectionist, do something about this. Modern definitions of quality refer to ?fitness for purpose‘. If you bear this in mind, you may find it easier to persuade yourself to settle for an acceptable level of quality rather than perfection. When thinking about objectives and planning how to achieve them, consider how thoroughly you need to do something in order to meet your requirements. Unless you have spare time, do not spend extra hours on an activity in an effect to cover absolutely everything. D If you review of a period of time shows that you are spending time on things that are not really necessary or important, then think hard about whether you can afford this time. Many people file unnecessary papers and attend endless, unproductive meetings. Even top managers can be guilty of misdirecting their efforts by supervising subordinates too closely or failing to delegate. If you question the necessity of certain work, you may find it easier to avoid these misdirected efforts and this will better inform your planning in the future. Part II Questions 8-12 Read the article below about the importance of staff appraisals. Choose the best sentence from the opposite page to fill each of the gaps. For each gap (8-12), mark one letter (A-G) on your Answer Sheet. Do not use any letter more than once. There is an example at the beginning (0). Staff appraisals Good preparation for staff appraisals can pay dividends in terms of staff loyalty and satisfaction Many managers, particularly those running smaller companies, feel they are too busy to give their employees appraisals, and many staff clearly dread them.(0)…G…. .They provide the opportunity for the manager to have one-to-one discussions with an employee and find out about any concerns, as well as identifying training needs and discovering career aspirations. They can make a staff member feel valued and so build loyalty. The annual appraisal can either be a rewarding or painful experience. According to research carried out among 500 employees, the standard office appraisal is far from perfect.(8) ….. . The possible outcome for the company is even worse; up to a quarter of employees will look for a new 76nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 job within two weeks of a bad appraisal and 40% within a month. The quality of the appraisal lies with how the boss decides to carry it out. When it is done well, employees are able to use the feedback they receive to improve their performance.(9)…… . So how should a constructive appraisal be carried out? According to Andrew Gillingham, a consultant trainer, appraisals can be manager-led, with the appraiser preparing a document and sharing it with the employee. Establishing training needs and motivating the employee towards bigger and better things are part of this process.(10)….. . In both cases, Gillingham believes that the effectiveness of the appraisal discussion can determine the performance of the company. Gillingham believes that anyone who thinks it‘s just the employee who doesn‘t like the appraisal experience has got it wrong. Too many mangers regard appraisals as a waste of time.(11)…… . Managing people is a difficult matter, and without the necessary training, many managers try to avoid the uncomfortable issues that often need to be discussed at appraisals. Gillingham believes that calling the process an appraisal may be unhelpful. (12)…. . In either case, it is important to ensure that the meeting is successful and results in better quality management. Gillingham firmly believes that the main thing is to emphasise an open communications ethos in the workplace that gives staff a chance to talk about issues and feel valued. A Alternatively, managers may want the employees themselves to evaluate their work performance. B In larger companies, the people likely to do something with this information will be found in the HR department. C Problems such as rushing through the appraisal and being appraised by a manager who doesn‘t understand the employee‘s role were common concerns. D Arguably, ?performance review‘ is more appropriate since it helps create correct expectations from the meeting and indicates what will happen. E This is mainly because they have not been shown how to carry out appraisals properly. F But all too often, the format of the appraisal doesn‘t allow this. G But this can be avoided and, given a more positive attitude from participants, appraisals can prove enormously useful for all involved. Part III Questions 13-18 Read the articles below about problems in the IT industry, and the questions on the opposite page. For each question (13-18) mark one letter (A,B,C or D ) on you‘re Answer Sheet. Problems in the IT industry In the information technology industry, it is widely acknowledged that how well IT departments of the future can fulfill their business goals will depend not on the regular updating of technology, which is essential for them to do, but on how well they can hold on to the people skilled at manipulating the newest technology. This is becoming more difficult. Best estimates of the current shortfall in IT staff in the UK are between 30,000 and 50,000, and growing. 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 And there is no end to the problem in sight. A severe industry-wide lack of investment in training means the long-term skills base is both ageing and shrinking. Employers are chasing experienced staff in ever-decreasing circles, and, according to a recent government report, 250,000 new IT jobs will be created over the next decade. Most employers are confining themselves to dealing with the immediate problems. There is little evidence, for example, that they are stepping up their intake of raw recruits for in-house training, or retraining existing staff from other functions. This is the course of action recommended by the Computer Software Services Association, but research shows its members are adopting the short-term measure of bringing in more and more consultants on a contract basis. However, this approach is becoming less and less acceptable as the general shortage of skills, coupled with high demand, sends contractor rates soaring. An experienced contract programmer, for example, can now earn at least double the current permanent salary. With IT professionals increasingly attracted to the financial rewards and flexibility of consultancy work, average staff turnover rates are estimated to be around 15%. While many companies in the financial services sector are managing to contain their losses by offering skilled IT staff "golden handcuffs"—deferred loyalty bonuses that tie them in until a certain date—other organisations, like local governments, are unable to match the competitive salaries and perks on offer in the private sector and contractor market, and are suffering turnover rates of up to 60% a year. But while loyalty bonuses have grabbed the headlines, there are other means of holding on to staff. Some companies are doing additional IT pay reviews in the year and paying market premiums. But such measures can create serious employee relations problems among those excluded, both within and outside IT departments. Many industry experts advise employers to link bonuses to performance wherever possible. However, employers are realising that bonuses will only succeed if they are accompanied by other incentives such as attractive career prospects, training, and challenging work that meets the individual's long-term ambitions. This means managers need to allocate assignments more strategically and think about advancing their staff as well as their business. Some employers advocate giving key employees projects that would normally be handled by people with slightly more experience or capability. For many employers, however, the urgency of the problem demands a more immediate solution, such as recruiting skilled workers from overseas. But even this is not easy, with strict quotas on number of work permits issued. In addition, opposition to the recruitment of IT people from other countries is growing, as many professionals believe it will lead to even less investment in training and thus a long-term weakening of the UK skills base. 13. According to the first paragraph, the success of IT departments will depend on A. their success at retaining their skilled staff. B. the extent to which they invest in new technology. C. their attempts to recruit staff with the necessary skills. D. the ability of employees to keep up with the latest developments. 14. A problem referred to in the second paragraph is that A. the government needs to create thousands of new IT posts. B. the pool of skilled IT people will get even smaller in the future. C. company budgets for IT training have been decreasing steadily. 78nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 D. older IT professionals have not had adequate training. 15. What possible solution to the long-term problems in the IT industry is referred to in the third paragraph? A. Ensure that permanent staff earn the same as contract staff. B. Expand company training programmes for new and old employees. C. Conduct more research into the reasons for staff leaving. D. Offer top rates to attract the best specialist consultants. 16. In some businesses in the financial services sector, the IT staffing problem has led to A. cash promises for skilled staff after a specified period of time. B. more employees seeking alternative employment in the public sector. C. the loss of customers to rival organisations. D. more flexible conditions of work for their staff. 17.Employers accept that IT professionals are more likely to stay in their present post if they A. are sent more realistic performance targets. B. have a good working relationship with staff in order departments. C. are provided with good opportunities for professional development. D. receive a remuneration package at top market rates. 18.According to the final paragraph, the UK skills base will be weakened by A. changes to managers‘ strategic thinking. B. insufficient responsibility being given to IT staff. C. the employment of IT staff with too little experience. D. the hiring of IT personnel from abroad. Part VI Question 19-33 Read the extract below form a company chairman‘s annual report to shareholders. Choose the best word to fill each gap form A, B, C or D on the opposite page. For each question (19-33), mark one letter (A, B, C or D)on your answer sheet. There is an example at the beginning, (0). Chairman’s report I am pleased to report that, although we had been expecting poor results for this half year because of slow growth in the world economy, the company has(0)_B_very satisfactorily. Operating profits for this first half are in fact very much (19)___with those for the corresponding (20)___last year. Profits reached ?115million before tax, compared with ?116.3 million last year. Much of our success in the last six months can be (21)___to the fact that all our major construction projects remained on schedule. Particularly pleasing was the early (22)___of a major building contract in Canada. The company has made good progress with the initiatives announced at the annual general 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑 meeting. The majority of shareholders (23)___the Board‘s decision to sell the company‘s loss-making engineering (24)___. It was the Board‘s belief that the company would (25)___most benefit by (26)___its resources on the expansion of its construction activities. Negotiations with a potential buyer began in February and are now at a critical (27)___.however, we feel that we are not as yet in a (28)___to comment on what the outcome is likely to be. In June, we made a successful (29)___for the Renishaw Construction Company of Hong Kong SAR, in order to give us greater (30)___to markets in South East Asia. We still have sufficient resources to pursue our growth (31)___, and are at present (32)___several other business opportunities which, like Renishaw Construction, would(33)___new markets to us. 19. A in order B on track C in line D on target 20. A session B term C season D period 21. A attributed B referred C assigned D designated 22. A termination B ending C completion D finalising 23. A confirmed B maintained C agreed D supported 24. A portion B component C sector D division 25. A have B gain C find D earn 26. A focusing B directing C pointing D strengthening 27. A height B step C edge D stage 28. A condition B point C position D capacity 29. A request B price C demand D bid 30. A access B approach C admission D entrance 31. A strategy B process C promotion D system 32. A inquiring B deliberating C exploring D searching 33. A send B open C provide D give Part V Questions 34-45 Read the advertisement below for a recruitment exhibition. In most of the lines (34-45) there is one extra word. It is either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct. If a line is correct, write CORRECT on your answer sheet. If there is an extra word in the line, write the extra word in CAPITAL LETTERS on your answer sheet. 80nd in action as a General Secretary of the CPC Centrallife. Keep to the correct political orientation, firm conscientiously with comrade XI Jinping in ideologically, politically a into action, in the production of work, study and play a vanguard and exemplary role in social 2011-2012学年第二学期商务英语学生讲义 The exercise begins with two example,(0) and (00). The Career Forum 0 If you work in the city centre then a visit to the Career Forum, is the ___IS_____ 00 city‘s most successful recruitment exhibition, will give you the information _CORRECT 34 you need to determine whether you are making up the most of yourself. __________ 35 Currently, there are advertising many new vacancies on the job market. __________ 36 With good skill s and a healthy work record in greater demand than ever, it is __________ 37 the ideal time to ensure that your career is being on the right track. The Career __________ 38 Forum has been responsible for helping many thousands of the people __________ 39 improve their job potential, and it can do something the same for you. __________ 40 Some of the best jobs in town never reach out the advertising pages, so __________ 41 to be considered for one of there top jobs as they become available. __________ 42 You will need to make closely contact with the employers‘ agents. The Career __________ 43 Forum is making the perfect opportunity. It is set in an informal atmosphere __________ 44 and there is no pressure put; you can choose which agents you talk to. __________ 45 So if you are looking for a new job, come and join us at the Career Forum. __________ 【考试大会员中心】into action, in the production of work, study and play a vanguard and exemplary role in social life. Keep to the correct politi为您提供计算机类、外语类、资格类、学历类,会计类、建筑类、医学cal orientation, firm conscientiously with comrade XI Jinping in ideologically, politically and in action as a General Secretary of the CPC Central 类、外贸类及公务员九大类免费在线题库及专家答疑