商务英语实训习题答案

答案
Project 1 English of Social Intercourse
Task 1 Business Introduction
Part 4 Topic:1.T 2.T 3.F 4.F 5.F
Task 2 Business Calls
Part 4 Topic: 1.F 2.T 3.F 4.F 5.T
Project2 Business Entertainment
Task 1 Business Appointment & Banquet
Part 4 Topic:
Business Appointment & Banquet
1.Business appointment is an engagement to meet at a particular place and time for a particular
business purpose. And business banquet is formal meal for business purpose.
2.Because it is one of the best ways to demonstrate one's knowledge and appreciation of
Chinese culture to current or future business associates.
3.The host should ensure the evening is enjoyable and successful for everyone and should be
looked to for guidance on where to sit, when to toast and even what to eat.
4.Being seated to the left of an individual is a higher honor than being seated to the right.
5.Yes it is. Because it means you're listening, and it also means you care.
Business Appointment Success or Failure
1.F
2.F
3.T
4.F
5.T
Task2 Hotel Accommodation
Part 4 Topic:
Hotel Accommodation Arrangement of the Trade fair in Chengdu
1.August 11th to 14th, 2009
2.Make out a good schedule according to the relevant data including the guests’identity, the
quantity of the guests, gender, age, health condition, habits and customs as well as the necessities for work.
3.20
4.Because they come to the fair to do business with China and to make business relationship
with the company in Chengdu.
5.First tell the receivers that you are glad to help them and are sure to make good arrangement
for them. Then write the name of hotel you have reserved and some information of the hotel, such as the map of how to get to the hotel, the standards of the hotel, the types and the number of the rooms your reserved, the fee, the check-in time and departure time and so on. At last, you’d better ask them if they have any questions about it or if they need more assistance.
A Letter of Hotel Room Reservation
1.From the August 11th to August 14th
2.11 rooms including 2 single rooms and 9 double rooms
3.Breakfast and evening meal, and 2 single rooms and 9 double rooms for four nights
commencing 11th August.
4.Ellen, Chen, Public Manager of Sichuan BSam Textile Co., Ltd
5.The American delegation from A-may Textile Co., Ltd. will join the 2009 Autumn Textile
Trade fair.
Task 3 Visiting Trade Fair, Show Room and Factory
Part 4 Topic:
How to Make Successful Reception When Clients Visiting Factory
1.F
2.F
3.T
4.T
5.F
How To Visit A Trade Show
1.planning
2.current suppliers
3. an opportunity for you to ask technical and purchasing questions
4. be exposed to four basic levels of non-personal supplier information
5.Prior to exhibit, Non-personal in-exhibit and personal in-exhibit
Project 3 Conference Organization and Arrangement
Task 1 Conference Invitation Letter Design
Part 4 Topic:
How to Design a Conference Invitation Letter
1.F
2.T
3.F
4.T
5.F
Invitation Letter to the Conference
Dear Sir or Madam,
We sincerely invite you to attend the 2009 Autumn Trade Fair of our company held during August 11th and 14th August in Chengdu. It will be a great honor for us if you are coming. . Detailed schedule is attached afterwards. Please confirm your daily schedule and let us know.
Many thanks and best wishes
Your sincerely,
Mary
Public manager of Sichuan BSam Textile Co., Ltd.
How to Dress for a Conference
Summary
Knowing how to dress for a conference is very important, because in business, appearance can m ake or break you. First, you’d better look through business magazines and notice the business style looks like. Then check out what clothes you own and go shopping but stay on a budget. If you are female, please choose appropriate clothes. While if you are male, please choose a suit. Finally you had better make sure the dress choices are matching or compliment each other.
Task 2 Introduction of Conference
Part 4 Topic:
How to Write a Conference Introduction
1.F
2.T
3.T
4.F
5.F
A Sample of Conference Introduction
1.It should include the conference topics, objectives, agenda and locality, the meeting outline,
main content, characteristics and relevant projects under discussion as well as a list of persons attended the conference and the spokesman.
2.Yes, it is. Because it will attract the participants to attend it, and let them know what lies
ahead for them and what they may get.
3.Its purpose is to let people know what the conference is about: to improve the communication
of High and New Technology and enhance the cooperation between international companies.
4.The conference objectives include: to apply the latest IT information from a broad range of
professional core functions, to serve as a forum to facilitate networking and cooperation among parties from around and to cite advances in the IT field.
5.It includes: improving Electronic information technology, managing strategies in IT industry,
communication skills in business, product promotion and sales, product research and develop and future regulation of IT industry.
Stages of a business meeting
1.F
2.F
3.F
4.T
5.F
Task 3 Conference agenda
Part 4 Topic
How to Structure a Conference Agenda
Complete the following Student ’s file(P48)
Task 4 Introducing Distinguished Guests
Part 4 Topic
How to Introduce a Guest
1.F
2.T
3.T
4.F
5.F
Complete the following Student ’s file(P52)
Task 5 Conference Service
Part 4 Topic
Introduction of conference service
1.T
2.F
3.T
4.F
5.F
Project 4 Recruitment
Task 1 Practicing Making Resumes
Part 4 Topic
How a Company Fills a Job Vacancy
1.F
2.F
3.T
4.T
5.F
Task 2 Interview
Part 4 Topic
Human Resources Within Firms
1.T
2.F
3.F
4.F
5.F
Task 3 Employee Contracts
Part 4 Topic
Arbitration
1.T
2.T
3.T
4.F
5.T
Task 4 Job Descriptions & Titles
Part 4 Topic
My Ideal Job
1.F
2.F
3.T
4.F
5.T
Task 5 Job Responsibilities
Part 4 Topic
A Grass-roots Legal Worker in a Company Whose Responsibilities Description of Work
1.F
2.T
3.T
4.T
5.T
Project 5 Company’s Introduction
Task 1 Describing the Organizational Structure of a Company
Part 4 Topic
1.T
2.T
3.T
4.F
5.F
Task 2 Introducing the Functions of Products
Part 4 Topic
PSP Is Not Just For Teens
1.It’s for adults.
2.Because PSP3000 is more than a gaming console. It also ha the ability to stream video, access
the internet, playback music and videos and store images.
3.They buy PSP 3000 for their gaming and entertainment needs.
4.PSP 3000 boasts features that you would need 2 or 3 other electronic devices to accomplish.
5.Yes it is. Because it shows the basic functionalities of PSP3000 and also its strong points to
attract the adults.
Task 3 Advertisement
Part 4 Topic
1.T
2.F
3.T
4.F
5.T
Task 4 The Introduction of Technical Features of Products
Part 4 Topic
1.It is designed for the needs of Internet-savvy consumers.
2.It has a large
3.5" touch display and a full QWERTY keyboard, and an 'always open' window
to favorite social networking sites and Internet destinations.
3.It introduces multiple sensors, memory, processing power and connection speeds.
4.I like it very much, because it has attractive advantages that other cell phones don’t have.
5.Nokia N97 will transform the way people connect to the Internet and to each other and the
company hope it will well accepted by the market.
Task 5 Presentation of a Product
Part 4 Topic
1.There are four points.
1)When you make the presentation, you’d better look well organized.
2)When you make the presentation, you’d better use natural gestures.
3)When you make the presentation, you’d better use eye contact.
4)When you make the presentation, you’d better pay attention to your pronunciation and
intonation.
2.The one who seems to know what he or she is doing.
3.No you don’t need.
4.It may make your words more forceful and help you know some response of your audience.
5.Yes. Because inappropriate words can be false friends.
Task 6 Expressions of Product Promotion
Part 4 Topic
1.T
2.F
3.T
4.T
5.F
Project 6 International Trade
Task 1 Establishing Business Relations
Part 4 Topic
1.An importer.
2.To establish business relations.
3.The main content is about showing the wish to establish the business relationship with an
exporter.
4.When you write this kind of letter, the following points should be included:
1)Source of information;
2)Self-introduction;
3)Reference as to your firm’s credit standing;
4)Expectation.
5.When you write a letter to reply the letter of establish business relations, the following points
should be included:
1)Gratitude;
2)Self-introduction and favourable response
3)Showing interests
4)Hope for quotation and reply
Task 2 Credit Investigation
Part 4 Topic
Letter for Credit Investigation
1.The Chartered Bank
2.The writer wants the bank inform them some information of The Carte rs Trading Company’s
credit.
3.They want the information as following: date of establishment and name of the president, line
of business, the net worth, the annual business volume, the credit rating and record of payment. And they want some opinion about the company from the bank.
4.Yes, I think it’s necessary.
5.First, give background information about the customer's situation you want to know.
Second, request for information about the prospective customer's credit standing
Third, give an assurance the information will be treated confidential
参考信函：
Credit Information
Dear Sir,
We have received a sudden bid from the American Trading Co.,Ltd,600 Mission Street, San Francisco,with which you are now doing business and the firm gives us your name as a reference.
We shall appreciate it if you will inform us inform us of the following information about them.
(1)How long have you been in business relations with the firm?
(2)What credit limit have you placed on their account?
(3)How promptly are terms met?
(4)What amount is currently outstanding?
Any information you may give us will be treated as strictly confidential and expenses concerned from this inquiry will be gladly paid by us upon receipt of your bill.
We are awaiting your early reply.
Very truly Yours,
Report for Credit Investigation
Dear sir,
We are pleased to send you, in confidence, the credit information concerning TCL company in your letter of May 12,2011.
The above company enjoys the fullest respect and unquestionable confidence in the business world. They are prompt and punctual in all their transactions, and we have no hesitation in giving them credit to an amount beyond the sum you mentioned. However, this is without obligation on our part.
We hope this information may be of use to you.
Yours sincerely,
Task 3 Making Negotiation Plan
Part 4 Topic
Defining the Aims for Negotiations
1.It means that the negotiators should know well their desired results according to their own
practical conditions.
2.To avoid manipulation by their counterparts.
3.There are three different aims to be decided: the best aim, the satisfactory aim and the
acceptable aim.
4.When you find you have no advantages in the world market, or you have met a skillful
negotiator in the business activities, or you have to export or import some products, you have to face the reality --- to accept the third aim.
5.If the world market is beneficial to you, as a negotiator, you should seize every opportunity to
firmly obtain the best aim. When you find it difficult to get the best aim, as a negotiator, you had better make a good preparation to get the satisfactory aim. When you find you have no advantages in the world market, you have to accept the acceptable aim.
Task 4 Skills of Concessions in Business Negotiation of Price
Part 4 Topic
1.Two factors should be taken into consideration in pricing. One is the profitability of the
transaction, and the other is market share of the products.
2.The fluctuation of commodity price and exchange rates in international markets should be
taken into consideration while calculating the costs.
mission refers to the payment made to a broker for services rendered.
4.Discount refers to the amount a price would be reduced.
mission refers to the payment made to a broker for services rendered and Discount refers
to the amount a price would be reduced.
Task 5 Enquiry and Reply
Part 4 Topic
1.Miss Ellen.
2.She enquires about the illustrated catalogue and the latest price list together with any samples.
3.They reply very friendly and politely and give all the information the counterpart want.
4.Try to establish good business relationship and find certain commodity with high quality and
good price.
5.About the enquiry letter:
First, begin your letter with stating who you are and giving your status or position and tell how you found out about the individual or entity that you are writing to. Second，state what you are inquiring about clearly and what you would like the recipient of your letter to do. Make your inquiry as specific as possible. Third，you might want to briefly explain the purpose of your letter or what you hope to accomplish. Such an explanation may prompt the recipient of your letter to act more quickly. If appropriate, consider mentioning the letter recipient’s qualifications for responding to your inquiry. Include the date by which you need the information, services, etc. that you are requesting, and indicate that you await the reader’s response. At last you should thank the person for his/her time.
About the reply to the enquiry letter:
First, express your appreciation.
Second, provide the information that the prospective client needs.
Third, recommend other products.
Forth, introduce yourself.
Fifth, State your wish.
Task 6 Offer, Counter-offer and Acceptance
Part 4 Topic
1.They offer the counterpart 30 metric tons of polished rice at US$2,400 per metric ton and 20
metric tons of soybeans at US$2,800 per metric ton. And this offer is valid, subject to the receipt of the counterpart reply before 10 June 2006.
2.Because to accept the prices you quote would leave them with only a small profit on their
sales since this is an area in which the principal demand is for articles in the medium price range. And Japanese quotation is 10% lower.
3.The contents of counter-counter-offer letters often cover the following points:
(1) Express thanks for the offer or the counter-offer;
(2) Apologize for disagreement to certain term or terms;
(3) State reasons for disagreement;
(4) Put forward concrete suggestions or amendments to the former counter-offer;
(5) Express hopes of an early reply.
参考信函：
Dear Sirs,
Thank you for your letter of May 26. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity you ordered is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.
We shall appreciate your favorable reply.
Yours sincerely,
4.The letter of offer should include:
(1)Express thanks for the enquiry;
(2)Give the details of the price, discounts and payment terms;
(3)Detail the contents included in the price (such as freight, insurance premiums);
(4)Commit the time of shipment or delivery;
(5)Give the validity of offer;
(6)Express hopes of an early reply.
5.The contents of counter-offer often cover the following points:
(1) Express thanks for the offer;
(2) Apologize for disagreement to certain term or terms;
(3) State reasons for disagreement;
(4) Put forward concrete suggestions or amendments to the former offer;
(5) Express hopes of an early reply.
Task 7 Order and Acknowledgement
Part 4 Topic
Letters of Order and Acknowledgement
dies’ Blouses.
2.It means the symbol " written under a word in a list to show that you want to repeat that word.
3.Yes, it is.
4.1) The opening usually refers to some previous contact such as a quotation, a catalog, an offer
and so on. Then show your intention to place an order.
2) The second part usually conclude the following points: item names, item models; quantity
of each item; quality information such as color, size weight, material or other special features;
price for each item;
3) The third part is about the payment and delivery;
4) The fourth part is to provide your delivery address or a billing address together with your
phone number.
5) The closure is about the willingness to cooperate and to establish further business dealings.
5.The contents does the confirming the order includes:
1)Express the gratitude for the order received
2)Assure the counterpart that the goods they ordered will be delivered in compliance with
their request. And introduce other products to the counterpart;
3)Close the letter by expressing the willingness to establish further business relation.
Task 8 Terms of Payment
Part 4 Topic
1.Because L/C is more favorable for the seller while, the D/A is more favorable for the buyer.
2.The seller.
3.You should reconcile L/C contents and their application to assure that the L/C completely
complies with the Contract and your requirements.
4.The letters about terms of payment includes:
1)Put forward the problem of terms of payment;
2)Present the desired terms of payment and explain why this mode of payment preferred
or why other terms of payment can’t be accepted.
3)Close the letter by expressing the hope of early reply.
5.You should pay attention to that the reasons given for the request of amendment should be
logical favorable for your side and your tone in the letter should be polite.
Task 9 Contract, Discount and Commission
参考例文：
Dear Sir,
We have duly received your Sales Contract No.5623 covering 50 tons walnutmeat we have booked with you. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.
The relative L/C has been established with the Bank of China,London, in your favour. It will reach you in due course.
Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order 80 tons.
Yours faithfully,
1.When sending a letter of Sales Contract, special attention should be paid to the price, terms of
payment, specifications, quality, quantity, time of delivery, port of destination, etc.
2.The contents of the letter of sending a contract should include the following points:
1) Be with a Sales Confirmation/Contract；
2) Confirm the order (goods' name, order No., etc.)；
3) Ask for counter-signature；
4) Show any other specific notes (L/C, packing, insurance, etc.)；
5) Show your expectation
参考例文：
Dear Sir,
We have booked your Order No.105 for 500 ABC Machines and are sending you herewith our Sales Contract No. ABC-103 in three originals. Please sign and return one copy to us for our file.
Please open the relative L/C at an early date, so that we can arrange the shipment as soon as possible.
We expect your early replay at your earliest convenience.
Yours truly,
Task 10 Packing and Shipment
Part 4 Topic
1.They will be packed in seaworthy containers. Each bicycle is enclosed in a corrugated
cardboard pack, and 20 are banned together and wrapped in sheet plastic. A container holds 240 cycles; the whole cargo would therefore comprise 50 containers, each weighing 8 tons. 2.Because the direct liner between Shanghai and the port of destination is far and few and the
seller has some difficulties in obtaining ocean freight space.
3.Yes it is.
4.The letter of packing includes the following points:
1)Open the letter with the problem under discussion;
2)Explain the packing and shipping arrangements in detail and reasons for this kind of
arrangements;
3)Close the letter with the hope for cooperation or wishes for an early reply.
参考例文：
Dear Sir，
The 6000 Car Toys you ordered will be ready for dispatch by 15th January. Since you require them for onward shipment to Bahrain, Kuwait, we are arranging for them to be packed in the following way:
1)The toys will be packed in window packing padded with foam plastic for inner packing
so that the products can be seen directly.
2)The cartons will be outer packing, 20 pieces to a carton lined with polythene sheet,
reinforced with plastic straps to protect the goods from possible damage in transit.
3)The toys with cartons will be carried in containers, which will greatly reduce the change
of damage caused by rough handling.
Please let us have your delivery instruction.
Yours sincerely, 5.The letter of shipment includes the following points:
1)Open the letter with the problem under discussion;
2)Explain the shipping arrangements in detail and reasons for this kind of arrangements; Close the letter with the hope for cooperation or wishes for an early reply.
Task 11 Insurance
1.CIF insurance for double offset ring spanners against all risks.
2.The People's Insurance Company of China.
3.He would pay extra cost.
4.You should know the steps of writing it:
1)Stating that you have received their letter
2)Giving your reply of agreeing or refusing and your reasons
3)Stating the goods will be sent soon, etc;
5.To discuss the insurance the buyer needs and the payment of it to avoid the loss or damage of
goods during the shipment.
Task 12 Agency and Inspection
Task 13 Claims and Arbitration
1.They made investigation, apologized for their errors, and then arranged for the correct goods
to be dispatched to the counterpart at once.
2.The writer claims for short delivered quantity GB￡180, and the expense of survey.
3.Claim is sometimes unavoidable in a transaction. It should be handled with the principle of
“on the first ground , to our advantage and with restraint”
Arbitration is a means of settling disputes between the two parties through the medium of a third party, whose decision on the dispute is final and binding.
4.You should begin by regretting the need to complain or claim, give a detailed and clear
description of the problems, then ask for an explanation and suggest how the matter should be settled.
5.First, you’d better inform the counterpart the short delivery of goods they shipped to you.
Second, you’d better make clear what your claim is;
Third, you’d better request a replacement, repair, refund or compensation.
参考例文：
Dear Sir,
With reference to the newly arrived shipment of ABC sands under the contract No.521, we regret to state that we have found upon inspection that nearly 15% sands have been lost.
On further examination, we found these PE bags were unsealed. And I seems that these bags were not treated with enough heat in the process of packing.
And we have to repack the sands before we deliver to our customers, the charge of which, together with the loss of sands amounted to US$350.
Yours truly,
Project 7 Banking
Part 4 Topic
1.F
2.F
3.F
4.F
5.F Project 8 Business Report
Part 4 Topic
1.F
2.F
3.F
4.F
5.F。