商务英语讲座

Chapter One Fundamentals of Business English
S e c t i o n O n e I n t r o d u c t i o n
Business English is used for international business activities. It belongs to the area of Function Language, and it has complex genre and reaches wide range of professional area. Different from general English, business English has its particular stylistic characteristics of vocabulary, grammar and structure.
S e c t i o n T w o T e a c h i n g O b j e c t i v e s
I Key Point 重点
The key point of this chapter is to understand the basic principles and characteristics of Business English.
II Difficult Point 难点
The difficult point of this unit is to apply those basic principles to practical international business activities.
S e c t i o n T h r e e T e a c h i n g P r o c e d u r e s
1.1Basic Principles 基本原则
correctness and completeness 内容准确完整, 是指用正确的语言, 准确、完整地把信息传递给对方.
clearness and conciseness 表达清楚简洁, 是效率时代对我们提出的要求. consideration and courtesy 态度友好诚恳
1.2Appropriate Words 词汇选择
1.2.1choosing brief and common words 多用简洁、常用的词
Little men use big words; big men use little words.-------------丘吉尔
复杂、僵硬的词简洁、常用的词
cogitat e think
consummate finish
prioritize rank
transpire happen
冗长的表达简洁的表达
make an acquisition acquire
file an application apply
render an adjustment adjust
achieve a reconciliation reconcile
繁琐、生硬的表达简洁、自然的表达
in the event that if
by virtue of the fact that because
on a regular basis regularly
with regard to concerning
at the present time now
1.2.2avoiding clichés 避免使用陈词滥调
文化差异: 中国人一般把谚语看成智慧的一种体现,而相当部分的西方人认为, 在交流中使用谚语较俗气, 是缺乏想像力的一种表现.
1) This will acknowledge receipt of your letter of September 12.
Thank you for your letter of September 12.
2) Enclosed herewith is the brochure in which you expressed an interest .
Enclosed is the brochure you asked for.
3) This is to inform you that we can do in compliance with your request.
We can do as you requested.
1.3Effective Sentences 句式结构
1.3.1preferring the active voice 多用主动语态
1) A letter should be sent to the customer by you to inform him of the price change. Please send the customer a letter to inform him of the price change.
但在以下情况下, 使用被动语态是无可厚非的.
Advertising is often criticized for its effect on price. (动作执行者不明或不重要时) The damage was caused by exposing the material to the sunlight. (避免对动作执行者的责备时)
The bank made several risky loans in the first five years of the 21st century. These loans were written off as“bad debt”in 2008. (增强句子与句子之间的连接时)
1.3.2enriching sentence patterns 丰富句式结构
好文章的句子往往长度适当,长短句搭配合理, 简单句、并列句、复合句使用恰当.
1) It’s wise of you to have ordered 100 Champion tennis racquets which, you’ll find, will sell fast because of their good reputation of durability as tests reveal that they outlast several other racquets which cost over＄10 more.
Your order for 100 Champion tennis racquets is a wise decision. You’ll find that they sell fast because of their good reputation of durability. In fact, tests reveal that they outlast several other racquets costing over＄10 more.
2) I attended college. I trained 3 hours a day with the track team. I worked part time during the school year. I worked part-time up to 200 hours each summer. I worked part-time in order to pay all the tuition and life expenses.
While attending college full time, I trained 3 hours a day with the track team. Additionally, I worked part-time during the school year and up to 200 hours each summer in order to be totally self-supporting.
有些句子以介词、分词、连词、或副词开头的话, 文章会显得连贯,有活力.
1) We’ve successfully remained to be the largest and best supplier of TV tubes for the past 10 years.
Successfully, for the past 10 years, we’ve remained to be the largest and best supplier of TV tubes .
For the past 10 years, we’ve successfully remained to be the largest and best supplier
of TV tubes .
1.4Productive Approaches 篇章布局
1.4.1the direct approach
1.4.2the indirect approach
1.5Miscellaneous Fundamentals 其他
1.5.1Capitalization 大写规则
1.5.2Abbreviations 缩写规则
1.5.3Numbers 数字规则
Assignment: write a letter of claim
Chapter Two The Resume and the Interview
S e c t i o n O n e I n t r o d u c t i o n
This chapter will help you to improve your job application skills in general, giving you valuable insight into reading advertisements and valuable guidelines for composing an effective CV and getting ready for the job interview.
S e c t i o n T w o T e a c h i n g O b j e c t i v e s
I Key Point 重点
The key point of this chapter is to know how to read job ads and make your application letter stand out.
II Difficult Point 难点
The difficult point of this unit is to know how to deal with negatives at the interview.
S e c t i o n T h r e e T e a c h i n g P r o c e d u r e s
ⅠHow to apply for the ideal job
1.First steps
2.Reading job ads
As you read, ask yourself these questions:
Do I have the formal qualifications required?
Do I have the experience required?
Am I really suited for the job?
What do I know about the employer?
What makes me specially suited for the job?
3.Analysing a specific job ads
4.What to mention in your letter or email
5.Attracting an employer’s interest
6.Hints and tips
some good ways to make your application letter stand out
1)look for sth unusual in your experience or qualification
2)make the content of your letter appropriate for the job
3)avoid annoying phrases
4)get someone to read your letter before you send it, never send your first draft
5)keep the letter short
6)mention the organization
7)make your letter physically easy to read
8)remember to state which job you are applying for
9)be realistic
10)check again
7. Practice makes perfect
Exercise 1 Pharox
Here is a typical job advertisement. Read the advertisement carefully and consider how you would write your application.
Word Star Newspaper, October 25, 2005
Assistant Manager
A busy manufacturing company requires an assistant manager for its office
administration department. Pharox is a company that was established five years ago and we are already a leader in the field of plastic products for the kitchens of major hotels, restaurants and clubs.
We require an assistant manager to help lead a team of 12 people that deals with the full range of administration tasks, including managing incoming and outgoing correspondence, some personnel duties, responsibility for records of meetings and ensuring the smooth and efficient operation of Pharox. Most of our products are exported.
You will require:
● A university degree in business or a related subject.
●Five years’ experienc e in a relevant field.
●Excellent written and spoken English.
●An interest in working with foreign business people.
● A willingness to work in a high-pressure environment.
Please send details, quoting reference QS 149/39 to:
Mr. Huang Wei
Human Resources Department
Pharox
First Reply
The following letter is one reply. This is an example of what not to do.
2.11.2005
Dear Sir,
I am just the person you are looking for and saw your advertisement in the
newspaper and thought at once that it would be the job for me. I have a degree in Business Administrations and this has given me a complete knowledge of the field you are advertising in the newspaper and to which I am replying. All my teachers and colleagues to say that I am an outstanding student and I am sure I will have a well-paid career working with you. I am very good at basketball and at table tennis and won the first year award for “Best Player” during the intercollegiate championship. I also love riding bicycles and reading books. I am not working now and am available to join your company after I have taken my holidays. I am going to Beijing where I was born but am going to Chengdu also. I look forward to seeing you at the interview and feel I will be happy to accept this position after the interview.
Cheers
Zhou Fei
Read the letter above again and write down the mistakes the candidate has made.
You will find a list of mistakes at the end of this section that you can compare with your own list.
Second Reply
Here is an example of how a good reply letter might be written in response to the advertisement.
2 November 2005
Job: Assistant Manager
Reference Number: QS 143/39
Dear Mr. Huang,
I was interested to see your advertisement for the position of Assistant Manager
in the October 25 edition of World Star Newspaper.
I have been interested in your company for some time and have particularly noted
the recent achievement you have made with your product-development programme. The article by your chairman, Mr Xiang xiao-shing, in the Far Eastern Economic Review of November last year, gave some particular insights into the developments in this field.
I would like to apply for the position advised. As well as holding the
qualifications requested I also have relevant experience that would make me a useful member of your team.
During my time at Fudan University, I was Vice-President of the China-America Business Study Group and closely followed developments in the leisure industry.
This gave me an excellent appreciation of the importance of high-quality products in such a demanding field. I also wrote a number of articles that were published in some respected journal. I gained practical experience in the field by working during my summer holidays as a trainee receptionist at the Golden Tower Hotel. I was also a volunteer teacher of Chinese to foreign students, which helped me to understand other culture and allowed me to make many new friends.
I note that your company exports most of its products and would very much like
to be involved with your success in this field. I feel that my skills would be very useful to your organization.
More details of my qualification and experience are contained in the enclosed resume and I would be happy to answer any questions that you may have.
Yours sincerely
Liu Jiamian
Give the reasons why you think the second letter might be more effective than the first letter.
Ⅱ面试中常问的几类问题:
个人情况
Q: Where is your domicile / native place?
A: My domicile / native place is Wuhan.
Q: Tell me your present address, please.
A: I live at Apt 802, 606 Zhongguancun Road, Beijing.
Q: Can you tell me if you will get married and have a baby in the near future?
A: I believe it is a personal question.
Q: Do we have to transfer your wife and children here?
A: Yes, I hope so. It’s inconvenient to live apart.
教育情况
Q: Which school are you attending?
A: I’m a graduate student in the History Department at Beijing University.
Q: What subject did you minor in?
A: I minored in English and computer courses.
Q: What do think is the relationship between the subjects you have taken and the job you are seeking?
A: I can apply what I have learned to the work in your institute.
Q: How do you think the education you’ve received will contribute to your work in this institution?
A: My specialization at the university is just in line with the areas your institute deals with.
Q: How about your academic records at college?
A: I have been doing quite well.
语言能力
Q: How is your English proficiency?
A: My spoken English is fairly good enough to express myself fluently./ The amount of English I know enables me to do general deskwork.
Q: Have you ever learned any other foreign languages other than/in addition to/apart from/ besides English?
A: I can read French a little./ I have a slight knowledge of Spanish.
工作经验与业绩
Q: Where are you working now?
A: I’m working as an export sales staff member for a foreign trading company. I’ve given up my job.
Q: What kind of work are you doing now?
A: I’m self-employed./ I run a bookstore.
Q: Give me a summary of your current job description.
A: As a personnel director, my work involves recruitment, training new employees, making plans for all kinds of insurance, and drawing up policies for the employee’s benefits.
Q: What contribution did you make to your current / previous organization?
A: The most satisfying accomplishment has been the promotion of our new dental care products./ I’ve concluded several important deals for my company and signed new business contracts.
Q: Have you received any honors or rewards?
A: I got the title of “Advanced Worker” in 2005 and 2006./ I was chosen as one of “The Big Ten Prominent Youths” of Beijing in 2007./ I got a third-class prize for my scientific research last year.
技能及资格
Q: Please tell me about the work you have done which qualifies you for this job.
A: I have a good command of secretarial skills./ Your organization could benefit from my analytical and interpersonal skills.
Q: What certificates of technical qualifications have you received/ obtained?
A: I’ve received a Business English Certificate.
品质与性格
Q: What kind of character do you think you have?
A: According to my friends, I am rather open-minded and always very active or sociable./ I tend to be withdrawn, so I think I need to become more sociable and spend more time with people.
Q: Do you think you are introverted or extroverted?
A: I am always very optimistic and reasonably cheerful./ I’m more on the shy side by nature, not an outgoing person./ I am not so sure, maybe both.
Q: What do you consider to be your strong points?
A: I manage my time perfectly so that I can always get things done on time.
Q: What are your shortcomings?
A: I am too shy, so I think I should learn to open myself up more and be more outgoing with people.
兴趣与爱好
Q: What is your hobby?
A: Collecting stamps is my greatest hobby. I find stamp collecting relaxing and it takes my mind off my work./ Though I have many interests, photography is what I like the most./ My most favorite pastime is painting, to be left all alone in my painting room.
离职/求职原因
Q: Why did you leave your last job?
A: Because I am looking for a company that I really want to work for so that I could settle down and make a long-term contribution./ Compared with my workload and responsibilities, I think I am seriously underpaid.
Q: What’s the reason for your application for this position?
A: You are a leader in the field of electronics./ Your firm has a good reputation in the advertising business./ I hope I can meet people from different cultural backgrounds in this job./ Because I am very interested in your company’s training program. It’s a great chance for me to learn.
Q: What do you consider important when looking for a job?
A: To me, pleasant working conditions with co-operative staff are important.
薪资与福利
Q: What starting/ commencing salary would you expect here?
A: I’d like to have a yearly salary of 30,000 yuan, plus 1% commission on all sales./ If you could make it 5,000 yuan per month, I’d be quite happy./ This is my bottom line, the minimum salary I’ll accept./ Regarding salary, I’d rather leave it to you./ I’m willing to serve on trial for three months at a small salary.
Q: May I ask about the remuneration?
A: This job offer you 6,000 yuan a month plus room and board.
Q: How about vacations/holidays?
A: There are three weeks’ holidays a year, besides the public holidays.
Q: Excuse me, could I have some idea of your benefit provisions?
A: We have all the fringe benefits./ We have our fares and accommodations paid, plus daily allowance./ The company will reimburse all traveling expenses.
Q: Does the company provide accommodation?
A: We’ll supply you with an apartment of two bedrooms and a living room.
Q: If you don’t mind my asking, does your company give bonuses?
A: You’ll get bonuses at the end of each year according to your achievements.
Ⅲ. A duty to ask about your salary
1.Career experts say that job seekers should not be hesitant/shy/reluctant inquiring
about the pay. However, they still have to do it in a polite, proper and tactful way.
2.The sensitive topic is normally not touched upon in the first one or two rounds of
interview. At this stage, your priority is to prove your value to the company.
3.What if the company has not addressed the issue directly? Students can seize the
chance when asked “Do you have any more questions about our company?”Or “Anything else you want to know about us?”, and bring up the topic naturally.
4.On some occasions graduates become tongue-tied when asked “How much do you
expect to earn?”Career consultants advise job candidates to do research online about the average salary range in a specific sector and a company’s level within the industry.
5.Expectation and reality often don’t match, especially for green hands. Capable
students may friendly ask if it’s possible to raise the bar a little. A salary package comprises more than wages. It also contains benefits, insurance, paid vacations, training, and even a free hukou.”(endowment insurance, medical insurance, unemployment insurance, maternity insurance, employment injury insurance, housing fund)
ⅣWays to talk about your check
Wrong
How much can you pay me?
I strongly request a minimum salary of xxx or above that.
I’ll not take the job unless you give a salary of xxx.
I won’t consider the amount you give me. That’s far below my expectations.
Your offer is not fair.
Right
May I ask about the salary range in your company?
What level of salary would you expect me to start on?
I have to admit that that figure is a bit lower than what I expected.
Is that figure open to negotiation? Because I very much want this job. It appeals to me very much .I think you’ll see that I merit a bit extra.
Assignment: role-- play
Thomas liang 正在应聘上海一家名为DotCom 的互联网公司的一个职位.
Chapter Three Business Travel
S e c t i o n O n e I n t r o d u c t i o n
With China’s entry into the WTO and the Olympic Games held in Beijing, the relationship between China and Western countries in politics, economy, and culture is getting increasingly closer. When we are engaged in intercultural communication, we must be aware of how our culture influences the communication context. It is important that the protocol of the host culture and the guest culture be observed.
S e c t i o n T w o T e a c h i n g O b j e c t i v e s
I Key Point & Difficult Point重点和难点
The key and difficult point of this chapter is to know what to say and how to say in those business travel situations.
S e c t i o n T h r e e T e a c h i n g P r o c e d u r e s
ⅠSample
Sample 1
Booking An Airline Ticket
A secretary phones to book an airline seat for Mr. Lawrence Macow, from Beijing to New York.
(R: Reservations S: Secretary)
R: China International Airlines. Good morning. Can I help you?
S: I would like to book a seat on a flight from Beijing to New York on the 3rd of July, please.
R: Do you want a morning or a afternoon flight?
S: There is a flight leaving Capital Airport at 10:30 in the morning. That would be the most convenient.
R: I’m afraid that flight is fully booked. I’ll just check to see if there have been any cancellations…No, It’s fully booked at the moment.
S: Could you check other flights leaving Beijing for New York in the early morning of the 3rd as well please?
R: There are seats available on a flight departing Capital Airport 7:50, arriving New York 20:35 local time.
S: And after 9:30?
R: There is a flight leaving at 11:50, arriving at New York 0:15 local time. There’re plenty of seats available on that.
S: I think the 7:50 service is more suitable. Can I book a seat on it, please?
R: Could I have your name, please?
S: It’s Macow Initial L.
R: First-class or economy?
S: Economy, please.
R: Single or return?
S: single.
R: One moment. I’ve booked for you a seat on CIA flight CSA 007, departing Capital Airport 7:50 hours, 3rd July. The checking-in time is 6:50, in Terminal 4.
S: Thank you. Could you tell me what the weight allowance is?
R: 20 kilos per traveler, excluding hand luggage.
S: When should I confirm this booking?
R: As soon as possible.
ⅡNotes and Useful Expressions
1.I’d like to reserve a flight to Tokyo for the first of October.
2.Is there any difference in price between an economy seat /coach and a first-class
seat?
3.Economy fare for one way trip/round trip from New York to Shanghai is $800.
4.You must check-in at least one hour before departure time.
5.I’d like to reconfirm my flight.
6.Sorry, I can’t find your name on the reservation list.
ⅢPerformance
ⅠSample
Sample 2
Booking a Room
(A: Assistant B: Secretary C: Hotel Waiter)
A: Pacific Hotel. Good morning. Can I help you?
B: Good morning. I’d like to book a room, please.
A: Just a moment, please. I’ll put you through to Reception.
C: Reception. Can I help you?
B:I’d like to book a room for Mr. John Black, of China National Textil es Import and Export Corporation. He usually stays at your hotel and you may recognize the name.
C: Can you give me the dates, please.
B: The 21th of April to the 2nd of May, inclusive.
C: I’ll just see what we have available. Yes. What room would you like, single or double?
B: A single room with bath. Overlooking the park, if possible.
C: Yes, there is a single room with bath available. And it overlooks the park.
B: Yes, please. Can you tell me the cost of the room before you ring off?
C: $50 per night, exclusive of service charge.
B: Thank you. Then I book the room for Mr. Black for those dates.
C: O.K. I’ve made a note of the dates. Would you like us to write a letter confirming the booking?
B: Yes, please.
C: And your address, please?
B: Niles Co.3362…St reet, Rotterdam.
C: Thank you. That’s all we need. I hope the letter reaches you in time. Good-bye. B: Thank you. Good-bye.
ⅡNotes and Useful Expressions
1.Do you have any vacancy for three days from May 2 to May 4?
2.Is there any room available? I’d like a suite with an ocean view/front view/rear
view.
3.I am told your hotel is offering a discount now.
4.O.k. It is fine.I’ll just take this one.
5.I’d like to cancel a reservation, because the travel schedule has been changed.
ⅢPerformance
ⅠSample
Sample 3
Meeting at the Airport
A：Excuse me. Are you Mr.Mike Johnson?
B：Yes，I am，from Northern Reflections of Canada. And are you Mr. Lin?
A：No sir，I'm not. I'm Liu Yang，Sales Manager at ABC Trading. Hi. Mr. Lin asked me to come and meet you，because he was unexpectedly tied up this morning. He is very eager to meet you，and sends his warmest regards.
B：I see. Well，it's very nice to meet you，Liu Yang. And please，feel free to call me Mike. I'm not big on formalities.
A：That would be my pleasure. Can I help you with your bags? We've got a limo waiting outside.
B：A limo? I see you're trying to butter me up!
A：I hope you had a pleasant flight over，Mike. I've traveled the trans-Pacific routes before，and I know how tiring they can be.
B：This one was uneventful，except for a little turbulence here and there. In fact，I feel as crisp as a new dollar bill.
A：Glad to hear it. Would you like an informal dinner with us tonight? Mr.Lin asked me to inquire.
B：It's very nice of him，but truthfully I'd rather just spend a quiet evening in the hotel getting ready for tomorrow's appointment. Mr.Lin won't mind?
A：Not at all. He expected you'd want a little R and R first. Just to confirm——you know that tomorrow's meeting is set for 10 a.m.，at our office? I'll pick you up at the hotel at 9:15.
B：That'll be fine. Liu Yang，thank you so much.
A：It's my pleasure. By the way，are there any sights you'd like to see while you're here? I'd be happy to show you around.
B：Well，I have instructions not to mix pleasure with business on this trip. But could we see International Trade Center，and Zhongguancun Science & Technology Park?
A：That's no problem. I'll set up appointments for later this week.
B：Thank you very much.
ⅡNotes and Useful Expressions
1.No sir, I am not Mr. Lin. I am Liu Yang, Sales manager at ABC Trading. Hi.
Mr.Lin asked me to come and meet you, because he was unexpectedly tied up this morning. He is very eager to meet you , and sends his warmest regards.
2.No, not very good. I was airsick.
3.This flight was uneventful, except for a little turbulence here and there. In fact, I
feel as crisp as a new dollar bill.
4.Let me help you with your luggage.
5.I came to pick you up to your hotel.
6.Would you like an informal dinner with us tonight?
7.It’s very nice of him, but truthfully I’d rather just spend a quiet evening in the
hotel getting ready for tomorrow’s appointment.
8.Just to confirm---you know that tomorrow’s meeting is set for 10 a.m.at our office?
I’ll pick you up at the hotel at 9:15.
9.By the way, are there any sights you’d like to see while you are here? I’d be happy
to show you around.
ⅢPerformance
ⅠSample
Sample 4
Saying Goodbye
（Mr. Smith has stayed in China for half a month. He is going to leave Shanghai for home tomorrow. The host，Mr. Wang，is going to say goodbye to him.）
Wang = W；Smith = S
W：So you are leaving tomorrow，Mr.Smith?
S：Yes. How time flies!
W：It's a pity you're leaving so soon.
S：Well，life is just like that!
W：I suppose it cannot be helped.
S：No，I'm afraid not. Mr. Wang，you are such a nice young fellow and you have been taking good care of me ever since I first visited Shanghai. I don't know how I shall ever go on without you here. I should offer my thanks for all your help.
W：It's very kind of you to say so. But really，I don't think I have done nearly enough. S：Oh，you've done a great job. I will look forward to seeing you again when I am back home.
W：Really I'm going to miss you and I do hope you will come next time. By the way，how are you getting on with the packing?
S：I have almost finished. When are we going to leave?
W：The plane is due to take off at 7:30 am. So we must start off for the airport at 6:30.
Can you be ready at that time?
S：Yes，certainly.
W：I must go now. I'll be here tomorrow at 6:30 then. Good-bye for now.
（At 7 am next day，they are in the waiting room. An announcement comes over the loudspeaker.“Your attention，please. Flight 6-3-5 is now loading for New York. Passengers for New York by 6-3-5 please board your plane now. ”）
W：That's your plane.
S：Thanks. What about my luggage?
W：It's already on the plane.
S：Good. Mr.Wang，I'd like to thank you for looking after me so well. I'm afraid I gave you a lot of trouble.
W：Not at all. It was a pleasure to work with you.
S：Good-bye. Thank you again.
W：Good-bye. We hope you have a good journey.
ⅡNotes and Useful Expressions
1.It’s a pity you’re leaving so soon./We’ll be sorry to see you leave.
2.I’d like to say how grateful I am for your kind help.
3.When you come to Australia, please let me know and I’ll entertain you with
delicious food.
4.Is there anything I can do for you before your departure?
5.I am afraid I gave you a lot of trouble.
ⅢPerformance
ⅠSample
Sample 5
Company Introduction
Journalist = J ；Mr.White = W
J：Mr. White ，thank you for agreeing to be interviewed .I hope I won't bother you long ，so let's get to topic. First，would you tell us what kind of company is Talent International Media Co.，Ltd.? You know the public is usually little acquainted with the producer behind the screen.
W：Talent International Media Co.，Ltd. Is a professional film and television entertainment company. We are engaged in such areas as project investment （including films，teleplays and TV programs），management，and production ，as well as planning and distribution 。

J：You are capable of making films，teleplays and entertainment programs on a large scale. How is this achieved?
W：You know，we have our own talent agency ，sales and advertising agency ，films and television production center ，promotion agency ，digital network company and audio-visual distribution company ，so . . .
J：Then what are your subordinate companies?
W：Our subordinate companies include：Talent International Film Culture Co.，Ltd.，Beijing Talent Soundo Film Technology Co. Ltd.，Dongyang Talent TV &Film Maker Co.，Ltd.，Talent Phoenix Performance Broker Co.，Ltd. and Dragon Power Film and Television Advertisement Co.，Ltd.
J：It seems that Talent covers a wide range of business activities. But what are your major ones ？
W：Well，we mainly engage ourselves in producing films and teleplays，releasing。