第一篇：商務英語基礎 大綱

《商務英語基礎》課程教學大綱

課程名稱： 商務英語基礎

英文名稱：Business English Basis

課程代碼 ：（與本科人才培養計劃保持一致）

一、課程基本情況

1．學分 4學時： 16（理論學時：實驗學時：0）

2．課程類別： 專業方向選修課/專業任意選修課）

3．適用專業：經濟類專業

4．適用對象：本科

5．先修課程：

6．教材與參考書目：

教 材：《商務英語綜合教程》，蔡蕓，彭玲玲 編著，高等教育出版社出版社，2008年。參考書：《商務英語綜合教程1&2教學參考書》，蔡蕓，林潔編著，高等教育出版社，2008年；

二、課程介紹

本課程的目的是培養學生不僅學習語言，而且掌握步入商界時應如何與商界人物進行正確的交往、洽談，安排和處理好商務活動的各個環 節，從而提高商務英語交際的基本能力，為進一步學習后續的商務英語專業課程，畢業后成為適應社會需要的應用型涉外商務工作者打下堅實的基礎。通過學習，學 生應進一步提高基本的聽、說、讀、寫、譯的能力，能夠在一般的商務活動中基本正確地使用英語，進行交流。

本課程是一門關于商務活動所涉及的重點語言范圍，所以學生接觸的語言都是真實的，是與商務活動緊密 相關的。同時，通過課文的學習和各種練習的實踐，達到擴大學生專業知識面，以及鞏固和提高學生運用英語的能力及水平。

《商務英語基礎》課是一門選修課程，講授 商務英語語言知識和商務英語實際操作，達到提高學生英語語言知識的增長和應用能力的目的。

通過本課程的學習，我們的實際目標是：第一，能夠切實的提高商務英語的水平（包括聽，說，讀，寫等）。第二，能夠進行具體的商務活動。學習本課程的學習要注意語言的實踐，掌握商務活動中的常用句型和表 達用語，從寒暄，到打電話，到進行商務談判等。通過學習和實踐，相信學員將能在實際的工作生活中運用本課程所學到的地道的英語進行成功的商務活動。

本課程主要采用案例教學與學生課外閱讀相結合，多聯系實際，注重實際操作，以教師主講理論，分析案例為主，輔以學生模擬，小組討論，專人報告，教師講評和及時歸納等，以理論指導實踐，以實踐檢驗理論，以案例引導歸納，在模擬操作中開展教學。采用課堂傳統教學與多媒體教學相結合的教學手段，同時使用網絡共享教學資源，進行Case調研與分析。

三、課程內容、學時分配及教學基本要求

第一章（單元）Company and Corporate Missions（共4學時）

（一）教學內容：

第一節Company and Corporate Missions

知識要點：The manager and management style vs.company

第二節People and Market: Population and Economy

知識要點：How auditors, directors, and lawyers are asserting their power.教學重點：在英語論述中學習商務行為中的知識想象力。

教學難點：在英語論述中學習如何在商務行為中合理運用 知識想象力。

（二）教學基本要求：

1、了解一些公司各部門和各職位名稱，理解人口與市場的關系，懂得經濟領域里的英語詞匯，掌握不同的商業管理風格，熟練掌握如何猜詞。

2、了解創設情景或語境習得語言詞匯的方法，初步掌握在不同語境下記單詞的方法，掌握英文書信的寫法，熟練掌握通過猜詞提高閱讀速度和理解能力的方法。

第二章（單元）People and Market: Population and Economy（共4學時）

（一）教學內容：

第一節Consumer Behavior

知識要點：Insightful look into the studies of the factors led to global inequality

第二節Competition vs.Corporation

知識要點：How to keep the competitive advantages for those giant Eastern companies while

they are outsourcing their R&D

教學重點：在英語論述中學習如何獲取商務知識

教學難點：在英語論述中學習如何在商務學習中獲得發展

（二）教學基本要求：

1、了解商業競爭的規律，理解商業運行的機制，懂得消費者的權力，掌握英文商務溝通的基本用語，熟練掌握如何記會議筆記。

2、了解分類歸納記憶單詞的方法，初步掌握判斷詞性和分類的方法，掌握英文商務溝通技巧，熟練掌握通過記筆記提高閱讀速度和理解能力的方法。

第三章（單元）New Technology: Internet and Companies（共4學時）

（一）教學內容：

第一節Internet security and the changes Internet bring about

知識要點：How to keep your information transferring online safe or how to make your emails or websites trusted.第二節 Money Matters

知識要點：Overall vie of the world investment market and Asian financial situation 教學重點：在英語論述中學習商務組織如何從因特網中獲 得信息。

教學難點：在英語論述中學習商務組織從因特網中獲得信 息后，如何對其進行分析利用。

（二）教學基本要求：

1、了解一些金融方面的背景知識，理解網絡信息的安全隱患，懂得初級的投資和財務管理知識，掌握英文金融詞匯，熟練掌握網絡英語。

2、了解聯想記憶單詞的方法，初步掌握同義詞和反義詞聯想記單詞的方法，掌握英文投資書的寫法，熟練掌握通過關鍵詞提高閱讀速度和理解能力的方法。

第四章（單元）Promotional Issues（共4學時）

（一）教學內容：

第一節Promotion and technological advances

知識要點：New ways of promotion in marketing

第二節：Legal Issues

知識要點：legal issues in the U.S.教學重點：在英語論述中學習怎樣做到具有強烈的職業使 命感。

教學難點：在英語論述中學習如何理解積極參與世事則可 獲得更多商機。

（二）教學基本要求：

1、了解廣告對我們生活的影響，理解廣告的好處和弊端，能聽懂關于國家和語言的討論和對話，掌握英文個人廣告的基本用語，熟練掌握運用語義群進行閱讀

2、了解詞類之間轉換的方法，初步掌握名詞和動詞轉換成形容詞的方法，掌握英文個人廣告的寫法，熟練掌握運用語義群來提高閱讀速度和能力的方法

四、課內實驗、實踐環節及要求

無

五、考核辦法

1.考核方式：（考查）

2.考核形式：（論文）

3.成績核定：課程成績＝平時（％）+期中（％）+期末（％）

大綱制訂人：課程負責人大綱審定人：學院專家

大綱批準人：院長

注：（1）頁面設置為 紙型：A4；頁邊距：上2.5cm，下2.5cm，左2.5cm，右2.5cm。

（2）正文為宋體，5號字。標題、正文的字體及字號嚴格按照樣本要求；標點符號要在全角狀態下錄入。

（3）正文行距為：1.25倍。段前段后間距均設為0。

第二篇：國際商務英語寫作大綱

國際商務函電

(INTERNATIONAL BUSINESS CORRESPONDENCE)

教學大綱

一、編寫說明

（一）課程的性質、任務

《國際商務函電》國際經濟與貿易專業的一門核心課程。

本課程的主要任務是：通過涉外商務和進出口業務各主要環節所涉及的代表性函電，系統介紹了國際商務英語函電的寫作特點、寫作技巧和專業詞匯，并通過與課文內容緊密聯系的練習，訓練學生正確使用信函常用詞匯和句型，熟練翻譯和撰寫國際商務信函，為學生畢業后從事涉外經貿實際工作打下一定的基礎。

（二）課程的目的、要求

本課程主要是為了使學生掌握涉外經貿工作中商務信函的寫作特點和寫作技巧，以適應國際商務過程中與國外客戶進行聯絡的實際業務需要。通過本課程的學習，要求學生掌握商務信函及外貿函電的基本格式、基本語言風格、商業詞匯的運用、商務內容的解讀、商務函電的翻譯和寫作等。考慮到《國際商務函電》課程是一門實踐性很強的課程，在教學中應注意以下各點：

1． 緊密聯系國際市場和我國外貿實際進行教學，并不斷更新和充實教學內容，使之適應對外貿易新發展的需要。

2．貫徹啟發式教學方式，避免注入式，重視案例教學和平時練習，并結合實習、參觀，以增加學生感性認識，擴大視野，提高學生的理解能力和操作能力。

（三）與相關課程的關系

本課程的先行課是《國際商法》、《國際貿易實務》等。

（四）課程體例

本課程由兩大部分構成，第一部分（PartⅠ）Basic Knowledge of International Business Letters，主要介紹有關國際商務信函的基礎知識； 第二部分（PartⅡ）Business Letters in International Trade，主要介紹進出口貿易各主要環節所涉及的各種函電。其中，第二部分又分為兩章，第一章 Negotiation of The Contract，共包括四節課的內容；第二章 Execution of The

Contract，共包括六節的內容。全書根據外貿業務的具體環節劃分為不同的內容，其中涵蓋了建立貿易關系、詢盤、報價、還盤、訂貨、催證、改證、催裝、裝船通知、保險、索賠理賠等各個階段。每個部分里又分別根據交易的實際情況，設計了信函來往的情況，使信函的來往更加符合貿易業務的實際情況，同時可以使學生在學習本課程的同時對外貿業務的基本情況產生更加深刻的了解。另外，課程的每一課都附有練習，使學生通過練習加深對課程內容的掌握。

（五）適用對象

本教學大綱的編寫內容主要適用于國際經濟與貿易專業高職類學生。其他專業或其他層次的教學，可根據各自的培養目標和要求作適當調整。

二、主要章節內容

1、PartⅠ Basic Knowledge of International Business Letters主要介紹有關國際商務信函的基礎知識和商務信函所具備的共同特征。

2、PartⅡ Business Letters in International Trade，主要介紹進出口貿易各主要環節所涉及的各種函電。分為兩章：

(1)Chapter One Negotiation of The Contract,共包括四節課的內容； Lesson 1 Establishing Business Relations。建交信函的寫作內容、寫作方法及相關句型和詞匯。

Lesson 2 Enquiries & Reply。詢盤信函的翻譯和寫作、相關句型和詞匯。

Lesson 3 Offers & Counter Offers報盤和還盤信函的翻譯和寫作內容、方法、相關句型和詞匯。

Lesson 4 Sales Promotion 促銷信函的作用、用途及相關寫作、句型、詞匯 Lesson 5 Conclusion of Business。成交信函的寫作、訂單、形式發票和合同的翻譯和寫作、相關句型和詞匯。

(2)Chapter Two Execution of The Contract，共包括七節課的內容：

Lesson 6 Terms of Payment。與支付條款有關的各類信函的翻譯和寫作、相關句型和詞匯。

Lesson 7 Establishment of L/C and Amendment。信用證的開立和修改信函寫作、相關句型和詞匯。

Lesson 8 Packing and Shipment。與包裝和裝運相關的信函翻譯與寫作、相關句型和詞匯。

Lesson 9 Insurance。與保險有關的信函翻譯和寫作，投保、保險條款、險別等專業術語的表達方法。

Lesson 10 Complaints and Claims。投訴和索賠的寫作內容、方法、相關句型和詞匯。

Lesson 11 Agency。代理業務信函的寫作和翻譯。

Lesson 12 Invitation to Bid and Bids。招標投標業務信函的翻譯和寫作。附錄： Modes of Modern Communications(主要介紹FAX和EMAIL)

三、編寫體例

1．以上每章包括：

（1）引言，聯系外貿實務，對本章內容作一個簡單概括。

（2）每章學習目標或學習任務；

（3）每章小結

2．以上每節包括：

（1）寫作要求，或各部分的主要內容，一般情況下的常用格式；

（2）所授課程，包括：例文（盡量全、新）；注釋；練習（關于專業詞匯、句型和函電的中英文互譯、情景寫作練習，其中情景寫作練習可作適當提示，如背景材料、學生任務和寫作實踐）

（3）最好有參考書目或引用資料出處

四、章節細目

PartⅠ Basic Knowledge of International Business Letters

Chapter One Basic Knowledge of English Writing國際商務信函寫作的基礎知識

1．學習目標：使學生掌握英語寫作的基礎知識。

2．數字、日期、貨幣、名稱、信封等的英文寫法

3．練習

4．小結

Chapter Two Basic Knowledge of International Business Letters國際商務信函的基礎知識。

1．學習目標：

2．商務信函的基礎知識

3．名片、邀請函、感謝信等例信

4．練習

5．小結

PartⅡ Business Letters in International Trade Chapter One Negotiation of The Contract

1．Introduction

2．學習目標：使學生了解商務合同議定的過程，并學會相關信函的寫作。Lesson 1 Establishing Business Relations（建交信函的寫作內容、寫作方法及相關句型和詞匯。）

（1）寫作要求

（2）例信（3－5篇）

（3）注釋

（4）練習

（5）資料出處

Lesson 2 Enquiries & Reply（詢盤信函的翻譯和寫作、相關句型和詞匯）Lesson 3 Offers & Counter Offers（報盤和還盤信函的翻譯和寫作內容、方法、相關句型和詞匯）

Lesson 4 Sales Promotion（促銷信函的作用、用途及相關寫作、句型、詞匯）Lesson 5 Conclusion of Business（成交信函的寫作、訂單、形式發票和合同的翻譯和寫作、相關句型和詞匯）

參考書目

1．陳亞麗編著：《英文商務寫作——案例分析與實踐》，天津大學出版社，2004

2．賈琰主編：《實用商務英語文函寫作》，化學工業出版社，2004

3．陳祥國主編：《國際商務函電》，中國對外經濟貿易出版社，2003

4．鄭敏編著：《商務英語函電與合同》，清華出版社、北京交通大學出版社，2005

5．方寧、王維平主編：《商務英語函電》，浙江大學出版社，2004

6．劉慧俠、賈釗主編：《外貿函電》，科學出版社，2004

7．王乃彥主編：《外貿英語函電》，中國對外貿易出版社，2002

第三篇：商務英語基礎翻譯題

Unit 1 1.遠處松林覆蓋的群山沐浴在一種不知來自何處的略帶紫光里.In the distance, mountains covered by pines were bathed in greenish purple light that seemed to comefrom nowhere.2.電影散場時，電影院出口人流熙熙攘攘，人們都紛紛涌出影院往家趕去。

When the movie over, the exit of the cinema was aswarm with people, and everyone poured forth and made for their home.3.她在用錢方面相當謹慎，總是偷偷把錢藏在床底下。

She is cautious about(spending)money, and always secretes it away under the bed.4.經過一周只有面包和豆子的貧困生后，他發現自己很難抵御這頓豐盛晚宴的誘惑。

After a weeks’s meager life of bread and beans, he found it hard to resist the sumptuous dinner.5.很多家長對孩子長大獨立都懷有一種欣慰中交織著難過的復雜心情，可能是由于嫉妒孩子們擁有遠離自己的生活，希望能完全擁有孩子。

Many parents harbor a mixed feeling of happiness threaded with sadness towards their children’s growing up and independence, maybe because they are jealous of their children’s life away fromthem, and wish to have their children all to themselves Unit 2

1.如果不處理好雙方相互沖突的需求、孩子、事業、家務、醫生帳單等瑣碎事情，婚姻是夫妻幸福、孩子安全、社會穩定的源泉這種說法只不過是空談而已.If the trivial things such as clashing needs, kids,career, housework, doctor’s bill etc.can’t be dealt with, its just a palaver about marriage as a source of bless for the couple, security for the kids and societal stability.2.女人婚后成為男人心理和身體健康的管家，因為妻子會定期督促丈夫去體檢。

Women become the mans mental-and-physical housekeepers after marriage, because the wives would prod the husband to have a physical examination regularly.3.結婚不僅可以減少抽煙、酗酒和情緒問題，還有助于減輕壓力，避免高血壓、緊張性頭痛等，促進身體健康。

Marriage can not only reduce the problem of smoking, drinking and emotional ills, but also help to lessen stress, circumvent high blood pressure, tension headaches etc, and improve physical health.4.婚姻所帶來的好處是有性別差異的，比如，只有

延長壽命、減少癌癥死亡率的作用對男性更明顯，而不幸福的婚姻對女性的傷害更大一些.There are differences between the sexes in the benefits of marriage, for instance, only the maritally satisfied women can get relief when they come back home after a busy day at work as men do.The life-lengthening power of marriage and the lower cancer-death incidence are more obvious to men, while an unhappy marriage can do more harm to women.5.喪偶的人往往會情感失調，因為她們的大腦無法適應曾作為他們感情調節策略一部分的另一個人的突然去世。

The bereaved may tend to be dysregulated, because their brains are not used to the sudden pass-away of the other person who used to be part of their emotional-regulation strategy.Unit3 1.由于法案將會直接對他們未來的就業產生負面影響，年輕人是這次抗議的主要參與者。

Young people were the primary participants in the protests as the bill would have directly affect their future career in a negative way.2.新的就業法案在政界各層觸發了辯論，同時引起大規模學生走上街頭抗議和工人罷工。The CPE sparked debates among different political classes, and drewmassive protests from students in the streets and strike from workers.3.支持者宣稱事業部分是由復雜和不容變更的勞動法所致，他們認為這些法律還阻礙企業的設立和擴張，使經濟增長維持在低水平.Supports claim that unemployment is partially caused by the complex and inflexible labor laws which they believe have also helped keep economic growth at low level by discouraging business foundation and expansion.4.希拉克總統宣布，他將要求政府準備一項新的法案，其中包括兩處修改：試用期降低至一年，另外雇主必須提供解雇緣由。

President Chiral announced that he would ask the government to prepare a new law including two modifications: the trial period would be reduced to one year, and employers would now have to give a reason for the dismissal of the employment.5.最低工資最初是為了抑制制造業中血汗工廠的激增而提出的一種管理方法。

Minimum wages were first proposed as a way to curb the surge of sweatshops in manufacturing.Unit 4 1,大難不死可以使你更堅強。創傷后帶來的壓力絕不是唯一后果。What doesn't kill you can actually make you stronger.Post-traumatic stress is far from the only possible outcome.2.這種對美好生活的更為寬泛的定義是一種深深地滿足感和他人深刻關系的融合。

The broader definition of good living blends deep satisfaction and a profound connection to others.3.為了度過充實的人生，安寧、無憂的生活是不夠的，我們也需要成長-有時是成長的痛苦。To live a full human life ,a tranquil carefree existence is not enough.We also need to grow-and sometimes growing hurts.4.結果是一些遭受痛苦最多的人可能對生活最有發言權。It turns out that some of the people who have suffered the most have the most to tell us about life.5.想要找到通過逆境成長的更普通的例子，看看生活中最大的挑戰之一：為人父母。

For a more common example ity,look to one of life's ing.of growth through biggest challenges adversparent

第四篇：商務英語寫作大綱

寫作目的(writing purpose)受眾/讀者(audience)構思過程(thought process)演繹式組織模式

(deductive organizational patterns)歸納式組織模式

(inductive organizational patterns)

直接組織模式(direct organizational patterns)間接組織模式

(indirect organizational patterns)寫作修改的3個步驟

(three distinct stages of revision: adding on;moving around;cutting out)

管理溝通(managerial communication)組織溝通(organizational communication)人際關系與團隊建設

(human relationships and team building)銷售溝通(sales communication)商務文件(business documentation)國際交流（跨文化交際）

(international communication/ intercultural communication)

表達式寫作(expressive writing)溝通式寫作(communicative writing)簡潔風格(clarity)簡易風格

(the plain style)簡明風格(concision)附件說明信函(cover letters of résumé)3類求職信函

(three general types of cover letters for job applications: the application letter;the prospecting letter;networking letter)后續詢問信函(follow-up letter)致謝信函(thank-you letter)

謝絕工作回復(job rejection letter)接受工作回復(job acceptance letter)辭職信函(resignation letter)告別信函(farewell letter)

常見履歷表格式(common résumé formats)： 按年月順序(chronological résumé format)按任職順序(functional résumé format)復合式(combination résumé format)簡短文件(short document)

信息咨詢函(message to obtain information)談判便函(messages that negotiate)說服溝通便函(persuasive messages)

商務便函的特征（8C）：清晰性（clarity）正確性（correctness）具體性（concreteness）完整性（completeness）周到性（consideration）禮貌性（courtesy）簡潔性（conciseness）一致性（coherence）

商務備忘錄版式(format of a business memo)商務備忘錄功能

(function of a business memo)信函結構(structure of a letter)

信件和信封格式(styles of letter and envelop)會議紀要(minutes)逐字記錄(verbatim minutes)決議記錄(minutes of resolution)陳述記錄(minutes of narration)

記錄內容版式(minutes’ content format)會議議程(meeting agenda)會議籌劃(meeting preparations)會議程序（3個環節）

(meeting process: planning & preparing, conducting, and following-up)

會議后續工作(follow-up activities)

后續文案職責(accountability of follow-ups)書面發言寫作策略

(writing strategies for business presentation)書面發言的材料組織

(wring organization for business presentation)書面發言用語

(language used in a presentation)書面發言避諱用語

(language avoided in a presentation)人際溝通的功能

(functions of interpersonal communication)人際溝通的目的(purpose of interpersonal communication)人際溝通的4個階段

(four general stages in interpersonal communication)

團隊的特征(group characteristics)團隊的角色(group roles)團隊影響力(group influence)溝通結構(communication structures)企業前景(vision)企業使命(mission)

企業價值觀(corporate values)企業目標(goal)戰略計劃(strategies)政策與流程(policies and procedures)業務流程的構成要素（15個）(content of procedures)業務流程的版式及內容(format of a procedure)商務文件的層次結構（3個）(tiers of documentation)ISO 9000 質量體系(ISO 9000 Quality System)商務藍皮書(blueprint)

商務計劃書(business plan)戰略性計劃書(strategic plan)戰術性計劃書(tactical plan)操作性計劃書(operational plan)操作性管理(operational control)戰術性管理(tactical control)戰略性管理(strategic control)商務背景(business background)市場計劃(marketing plan)財務預測(financial projections)行動計劃(action plans)商務提案(business proposal)內部提案(internal proposal)外部提案(external proposal)招標提案(solicited proposal)非招標提案(unsolicited proposal)提案寫作的簡單模式

(simple form for proposal writing)提案寫作的復雜模式

(detailed form for proposal writing)外部提案的結構要素（6個）

(elements of the external proposal: introduction;problem identified and defined;objective & goal set;solutions proposed;implementation & measuring;costs and timeframe estimated)內部提案模式的內容版式

(content format of internal proposal)征集提案(Request for Proposal, RFP)征集啟示的基本要素(basic components of a RFP)提案評估(proposal evaluation)議程報告(agenda)行程安排(itinerary)

費用支出報告(expense reports)

項目進程報告(progress report)

人事評估報告(personnel evaluation)第一手資料來源(primary sources)第二手資料來源(secondary sources)引證信息(documenting information)解析數據(interpreting data)

常規商務報告(routine reports)

任務報告(task reports)

條目清單功能(itemized lists)

圖表輔助功能(graphic aids)

標題的功能(headings)

協議的本質(essence of a deal)

合同的修訂(contractual modifications)違約與補償(breach of contract and remedy)律師費用條款(attorneys fees clause)合同免責(escape from contract)

第三方簽字(third party signature)合同追加條款(contract rider)

合同授權(authorization)

商務談判(contract negotiation)

合同起草(contract drafting)

合同實施(execution)

合同終止(closeout)

合同(contract)合同有效性(validity of contracts)

要約(offer)接受(acceptance)

法定權力(capacity)

Sales contracts 買賣合同

Contracts for supply of power ,water,gas or heat 供應電、水、氣、熱力合同

Contracts for loan of money 借款合同 Leasing contracts 租賃合同Financial leasing contracts 承攬合同Contracts for construction projects建設工程合同Carriage contracts運輸合同Technology contracts 技術合同Safekeeping contracts 保管合同Warehousing contracts 倉庫合同Agency appointment contracts 委托合同Trading-trust contracts行紀合同Brokerage contracts居間合同

第五篇：商務英語基礎口語對話

Simulated Exercise 1 Mr.Jeffrey is making a call to Oriental Corporation from Sydney, Australia.He has no idea of the quote basis of Oriental Corporation and doesn't think the quote reasonable.Mr.Lu, the sales manager, answers the phone, making explanations to Mr.Jeffrey.Lu: Hello, this is Oriental Corporation, Mr.Lu speaking, may I help you? Jeffrey: Hi, I am Ben Jeffrey, we met at Guangzhou Trade Fair last month.Lu: Oh!Hello, Mr.Jeffrey, how have you been? J: I’ m fine, thank you.I’m calling to discuss the quote basis of your company with you? Lu: OK.What do you think of it? J: I have no idea of it, could you tell me the specification? Lu: Of course.May I have you specific inquiry? J: We’re planning to place an order for 500 bales.So, what’s the price? Lu:I’d like to give you the lowest price of 1500＄ per bale FOB Sydney.J: Oh, I don’t think it is reasonable, after all, we have cooperated many times.Lu: I know, it is just for this reason that I try my best to give you a lower price.J: I was wondering whether you could give us a discount.You know, discount will encourage us to push the sales of your products.Lu: If the order was for a large quantity, say, 1000 bales, we will give you a 4 percent discount.J: That’s great.I will discuss it with my boss and then ring you for another talk.Lu: OK, please call me at any time.Simulated Exercise 2 Mark, manager of the Sourcing Department of Bestseller Company(a competitive clothing company), is answering a call from Janet Hung, the supplier, who is trying to recommend their new clothing materials.J: Hello, I’d like speak to Mark, please? M: This is Mark speaking, who’s that?

J: Hello, this is Janet Hung from London, we met at the Guangzhou Trade Fair last month.M: Oh, hello, how have you been? J: I’m fine, thank you.I’m calling to you for recommending our new clothing materials.M: Well, what the new materials are? J: There are three materials this time: acrylic, modal and flannel.Which particular items are you interested in? M: What about the flannel? J: This material is very soft and warm.It is very comfortable for people to wear.What’s more, it has a big market potential in the coming winter.M: What’s the quotation of this? J: 90$ per bale.M: Oh, I am sorry to say that it’s rather stiff.Could you give us a discount? J: Sure, if you place an order over 500 bales, I will give you a 5% discount.M: OK.I will discuss it with my boss and then ring you for another talk.J:Great, please call me at any time.Simulated Exercise 3 The clerk tells the client that no other terms of payment are accepted but Letter of Credit.But the client is reluctant to open a Letter of Credit because his order is not a large one and opening a Letter of Credit is really complicated to him.They are making negotiations over this problem and finally they work out a solution which satisfies both parties.Client: Well, we’ve settled the problem on price, quality and quantity.Now what about the terms of payment? Clerk: We only accept payment by irrevocable letter of credit payable against shipping documents.Client: I see.Could you make an exception and accept D/A or D/P? Clerk: I am afraid not.We insist on a letter of credit.Client: To tell you the truth, a letter of credit will increase the cost of my import.And it also inconvenient for us.Clerk: Oh, sorry.I can’t be of my help in that respect.Client: Also, there will be bank charges in connection with the credit.It will help me greatly if you could accept D/A or D/P.It makes no difference to you, but it does to me.Clerk: Well, you must know the importance that a letter of credit means to the exporter.Client: I know, but in view of our long-standing partnership, could you give me some convenience? Clerk: I am so sorry.We haven’t accepted other terms of payment.If not, you can consider to reduce your order.Client: Oh no, I won’t reduce my order.I’ll take the full quantity you offer, and I’ll arrange for the L/C to be opened in your favor.Clerk: That’s be fine.Thanks for your understanding of our payment policy.Simulated Exercise 4 Richard talks with Min Fang about the packing after having settled an order of another 180000 pairs of shoes.M: Thanks for your support to place such a big order.R:You’re welcome, after all, we have a long-standing partnership.Now could we discuss the package of the shoes? M: Sure.You can choose bulk packing, inner packing, carton packing and fiber board packing.R:So many choices that I am hard to make a decision.Could you give me a suggestion? M: Generally, we provide the inner packing and carton packing.I’d like to show you a sample.R:Yeah, that looks beautiful and economical.M: Do you have special requirements? If so, we can make it based on your instructions.R: What size is the inner packing? M: It depends on the size of shoes.R: OK, do you have anything to reinforce them? M: Yes, of course.We’ll strengthen them with plastic straps.R: That would be fine.I’ll take this package.M: OK.Hope this is a pleasant cooperation.Simulated Exercise 5 Mr.Oswald is making a complaint about the poor quality of the computers they purchased from ABC Company.Mr.Lee, a customer service clerk for ABC Company, is receiving him.Lee: Morning, this is ABC Company, may I help you? Oswald: I have a complain to make.Lee: May I know your name? Oswald: Mr.Oswald.Lee: What’s the matter, Mr.Oswald? Oswald: I have to complain about the poor quality of the computers we bought from your company.Lee: Well , could you tell me the specification? Oswald: We found the quality of the computers is not in conformity with what we stipulated in the contract.The computer configuration is far bellow the standard and didn’t meet the sample.Lee: We apologize for any trouble you have been put to by our error.We will deal with right away and we’ll be responsible for it.Oswald: OK.We’re looking forward to a settlement at an early date.Lee: I promise we won’t let you down.Oswald: Thank you and goodbye.Simulated Exercise 6 Mr.Li is a customer service clerk for China National Arts and Crafts Import and Export Corporation.He is answering a phone from Mr.Newman, who is making a complaint about the discrepancy between goods and samples.L: China National Arts and Crafts Import and Export Corporation, may I help you? N: Yes, this is Newman.May I speak to Mr.Li? L: Speaking.N: I have a complaint to make.L: What’s the matter, Mr.Newman?

N: When we receive the goods, we found the discrepancy between goods and samples.L: How could that be? Our products were strictly inspected by the China Inspection Bureau before delivery.Can you fax the relevance report for us? N: OK, I will fax it as soon as possible.L: I’ll take care of it.If it’s our fault, we’ll be responsible for it.N: OK, we’re looking forward to a settlement at an early date.Goodbye.L: Thank you and goodbye Simulated Exercise 7 Lucy, a senior foreign-trade major, is being interviewed by a Project Manager of XYZ Trading Company, Mr.Scotts.L: Good morning, sir.S: Good morning, Lucy, nice to meet you.Please take a seat.L: Thank you.This is my resume.S: Would you tell me something about yourself? L: Sure.I was graduated from Jilin University of Zhuhai College last month.majoring in foreign-trade.I had some internship experiences in a few multi-national corporations and have learned a lot from the work.I think I am qualified to this position.S: How do know about our company? L: Your company is outstanding in this field.I know many graduates want to join you.S: Why do you feel you will be successful in this work? L: Because I am very interested in this position and I feel my graduate school training combine with my experience is a good fit for it.S: What are your strengths?

L: I tend to look at things at various perspectives.I am extremely self-motivated, creative, organized, and have a strong desire to learn and to perform as much as I can.S: What is your greatest weakness? L: To be honest, I don’t have enough knowledge of trading business, but I am able to pick up new knowledge and skills quickly.S: So.If hired, when could you star work? L: I can star at any time.S: That’s all for the interview.Thank you for your interest in our company, We will inform you the results within a week.L: Thank you very much.Goodbye.S: Bye.Simulated Exercise 8 A group of foreign visitors is touring Xitang near Shanghai.Ms.Shao, the tour interpreter is accompanying the group.Create a dialog based on the situation with the help of the following tips in Chinese.S: Good morning, everyone.Welcome to Xitang, a charming, ancient town near water.I’m very glad to be your guide for today’s visit.E: Great, Ms.Shao.We can hardly wait to get to know this beautiful place.S: OK, I’d like to give you a brief introduction of Xitang.About a one-and-a-half-hour drive from Shanghai, Xitang is a hustle and bustle city, which is totally different from Shanghai.E: I think so.I have visited Shanghai last year, it’s a really busy city.S: Yes.Now, look at the ancient buildings, the bridges, and the boats, what can you think of? E: Wow!They give people a sense of mystery.S: Right.Look, over there.The diffuse mist is intoxicating.We can feel the fresh air now, and we can see the falling sunset with rose color at dusk.E: Oh, the local people’s life are so relaxing.S: Yes,the local people live a quiet and relaxed life for thousands of years.E: What a desirable place!S: Also, if you want to stay away from busy life in Shanghai and take a break, Xitang is the best choice.E: Thank you.I hope to have a chance to visit it again.