商务英语复习题(修改后)

General Review for Business English I. Vocabulary & Expressions (Vocabulary & Notes, Vocabulary Extension, Language Focus) II. Questions for main concepts and ideas ( Listening, Speaking, Reading & Writing Tasks) 1. What do you know about foreign trade or international business? 2. Can you give some tips as advice for job interview? 3. Why do you need to do some research before an interview? 4. What is meant by good interview etiquette? 5. Why is it necessary for a job candidate to prepare some questions? 6. When someone describes his company, what information do you think they should provide? -- Company’s name                Time for establishment              Size and location Main business activities Main customersLast year’s total sales Other necessary information 7. What is the purpose of business reports? 8. What is the general format of a memo? 9. Before making a business travel, what preparations should be made? 10. What does an itinerary generally include? 11. What is a meeting agenda? 12. Why is a written agenda used for a meeting? 13. What items are included in an agenda? / Do you know the structure of an agenda? 14. What is the format of minutes of a meeting? 15. What is a presentation? 16. What should a presentation generally consist? / What does an effective presentation structure include? 17. How do you make an effective beginning of an oral presentation? 18. Why is it important for international business people to understand business etiquette? 19. Can you give some examples of improper business etiquette? 20. What does business etiquette revolve around? 21. Do you think it is important for international business people to take cross cultural negotiation training? Why or why not? 22. Do you know the following terms of enquiry, offer, a firm offer, counter offer, quote, CIF, FOB, commission, terms of payment, letter of credit, offer without engagement, terms and conditions, an indication of price, a trial order, an exact market, a repeat order?  23. Do you know some foreign currencies? 24. What are trade terms or price terms? 25. What does unit price comprise? 26. When negotiating the price of a product, what are the key elements to be considered? 27. Do you know the main modes of payment in international trade? 28. Why should commodities be packed? 29. How are cargoes classified? 30. What are the main types of packing? 31. What are the main modes of shipment? 32. What are the advantages and disadvantages of each mode? 33. What are shipping instruction and shipping advice? 34. What may cause customers to make complaints? 35. Do you know some common causes for complaints and claims in international trade? 36. Do you know how to write letters of complaints and adjustments? 37. What is the difference between marketing and sales? 38. What is the marketing mix? 39. What are referred to as the four "P’s" of marketing? 40. How do you understand the term “globalization? 41. What is a typical heading for a fax? 42. What is E-commerce? How does it work? 43. What are the benefits of E-commerce? 44. What’s the difference between E-commerce and E-business? 45. Do you know how to write an E-mail? III. Writings Unit 1 Curriculum Vitae (CV) An account of a person’s qualifications, interests and work experience, usually sent with an application for a job. The proper way to design a CV is to present the best image of yourself in accordance with the job requirements. Generally speaking, a CV should have no more than two pages. There are several standard CV formats. The most popular format usually contains the following components. 1) Basic Personal Information 2) Job Objective 3) Education 4) Work Experience 5) Social Practice / Extracurricular Activities 6) Hobbies and Interests Application Letter (Cover Letter) A letter with a document or goods explaining the contents. Effective application letters explain the reasons for your interest in the specific organization and identify your most relevant skills or experiences. They normally contain faro parts in which you should: 1) confirm that you wish to apply and say where you learned abort the job; 2) say why you are interested in the position and relate your interest; 3) show that you can contribute to the job by high lighting your most relevant skills and experience; 4)indicate your wiliness to attend an interview. Unit 2                      Business Report A business report conveys information to assist in decision-making. Some reports might present the actual solution to solve a business problem; other report might record historical information that will be useful to assist in future decision making. Here are some basic steps for you to follow when writing a business report. 1) Planning the writing 2) Organizing the report into sections 3) Revision Unit 3                    Memo (Memorandum) A brief record written as an aid to the memory. It is used to describe the standard format of internal communication, which an organization uses for its own staff. Memos usually serve the following purposes: ● Give instructions or notify events which have occurred; ● Seek information; ● Offer ideas and suggestions. The heading segment follows this general format: TO: FROM: DATE: SUBJECT: Unit 4                        Itinerary An account or record of a journey or proposed route of a journey. It is usually to be made, including the time to set out and return, the route of visit, the dwelling place, the main contents of visit, etc. Such an itinerary generally includes: ● title; ● time; ● place; ● contents of activities. Unit 5                      Meeting Agenda Meeting Agendas are a significant list that helps the chairperson to structure the meeting and the secretary or minute-taker to keep track of what is being discussed. Agendas may vary in form. However, they should follow a structure and list standard items: ● welcome any special visitors ● apologies for absence ● special event ● confirmation of minutes of the previous meeting ● business arising out of minutes ● correspondence sent and received ● reports ● adjourned business ● general business ● any other business ● close of meeting Minutes Minutes of a meeting are the agreed record of discussion and decision made. The purpose of minute is to record permanently the proceedings of a meeting, as well as to provide a basis for action. Unit 6                        Presentation A presentation, in the broadest sense, is every encounter you have with every person you ever meet. More specifically, however, whenever you are asked to appear in front of one or more people for the purpose of explaining, educating, convincing, or otherwise conveying information to them, you have a presentation. Structuring a well-organized presentation is your key to success. An effective presentation structure includes (1) an effective opening, (2) a preview of the main points, (3) clearly demarcated main points, and (4) an effective closing. Unit7          Letters for Establishing Business Relations In writing such a letter, the following contents should be included: ● The purpose of your letter; ● The nature of your company’s business: agent, exporter, importer or manufacturer; ● The business scope of your company and also the branches and liaison offices, if any; ● The reference as to your company’s financial position and integrity; ● As an exporter, you should describe emphatically the quality of your products; ● If available, a brief introduction to your company, catalogue, price lists, etc. should be enclosed. ● As an importer, what commodities you want to buy and sell and your sales potential as well; Unit 8 Enquiries An enquire is a letter you write to try to ask for more information concerning a product, service or other information about a product or service that interests you. When making an enquiry, keep it brief, specific, clear and to the point. For a first enquiry, the following information should be included: ● A brief mention of how you obtained your potential supplier’s name; ● Some information of the demand in your area for the goods; ● Details of what you want to know, such as a catalogue, price list, a sample, a quotation, and so on. Offers An offer is a letter you respond to enquiries from potential customers. The best impression will be made by providing the materials or information the perspective client has asked for. This positive impression will be proved by a well written response. Unit 9 Counter-offer Letters 还盘信 A counter-offer letter is a letter when a buyer refuses to accept all or part of the terms and conditions made by the seller, and in the letter, the buyer will state his own terms and conditions to the seller. A counter-offer is really a new offer. A satisfactory letter of a counter-offer should cover the following points: ● Express the buyer’s thanks to the seller for the offer; ● Express regret at the buyer’s inability to accept; ● Make a counter-offer if it is appropriate; ● Express hopes of mutually beneficial business cooperation. Unit 11 Shipping Advice (装船通知单) A shipping advice is what the exporter notifies their dispatch to the importer before or after effecting shipment. In case of CFR transaction, a shipping advice is also necessary for the importer to cover insurance of their goods. A shipping advice usually includes the following information ? The name of the ship used to dispatch the goods; ? The date and number of bill of lading; ? The name of the shipping port/loading port; ? The estimate time of departure; ? The estimate time of arrival; ? The packing conditions; ? Other information as delay of shipment, transshipment or change of L/C; ? Thanks for patronage. Unit 12 Complaint Letter A complaint letter requests some sort of compensation for defective or damaged merchandise or for inadequate or delayed services. The essential rule in writing a complaint letter is to maintain your poise and diplomacy. In the letter you should: ● Identify early the reason you are writing; ● State exactly what compensation you desire; ● Provide a fully detailed narrative or description of the problem; ● Explain why your request should be granted; ● Suggest why it is in the recipient’s best interest to grant your request. Adjustment Letter An adjustment letter is a reply to complaint letter. It must be handled carefully when the requested compensation cannot be granted. Some suggestions: ? Begin with a reference to the date of the original letter of complaint and to the purpose of your letter; ? Express your concern over the writer’s troubles and your appreciation that he has written; ? Explain why you deny the request cordially; ? Try to offer some partial or substitute compensation or advice; Conclude the letter cordially. Unit 13 Sales Letters A sales letter is a marketing tool that can build your client base and increase your sales. Generally speaking, there are two kinds of sales letters. ● The extended letter, together with supporting literature, brochures, order forms and return envelopes; ● The one you write to individual. When you write a sales letter, the AIDA factors should be included: ● A – attention; ● I -- interest; ● D – decision; ● A – action. Unit 14 Fax Fax is a form of external communication and has become a well-established and widely used means of communication in the business world today. There is no unified format for faxes. A typical heading for a fax is shown below: FAX MESSAGE To: Attention: Fax No.: From: Company: Fax No.: Date: Subject: No. of Pages: Unit15 E-mail E-mail is the system for using computers to send messages over the Internet. The guidelines for writing business E-mails: ● Give the message a subject / title; ● Keep the subject short and clear; ● Start the message with a greeting; ● Watch the length of the paragraph; ● Keep the message concise and short; ● Start the first paragraph with a clear indication of what the message is about; ● When replying, quote excerpts; ● End the message in a polite way; ● Put your name at the end; IV. Steps of import / export trade (for reference) Any import / export transaction may start from Market Research and afterwards there follow the establishment of business connections, inquiries, offers (or replies to inquiry), orders, payment by buyer (or importer) and delivery of goods by seller (or exporter), and completion of the transaction. Varied and complicated procedures have to be gone through in the course of the transaction. We illustrate below the general course taken in an import/export transaction. 1) Market Research 市场调研 exporter → Market research ← importer 2) Seeking Counterpart in import/export trade 寻找进出口贸易客户 (1) exporter → for importer( or buyer) (2) importer → for exporter (or supplier) 3) Contact; Inquiry 建立联系；询盘 (1) exporter → Trade proposal letter, catalogue, etc. → importer (2) importer →inquiry; request for sample, etc. → exporter 4) Inquiry of Standing or Financial Integrity 询问资信情况 (1) credit inquiry to bank at exporter’s place or reference given. And bank at importer’s place or reference given   ↓ credit report ↓ exporter (2) credit inquiry to bank at importer’s place or reference given. And bank at exporter’s place or reference given.   ↓