世纪商务英语外贸函电(第四版)1
外贸英语函电第四版课后答案
外贸函电课后答案第二章1)你方3月3日的来函收到。
我们很高兴地告诉你，你所要的商品属于我们的经营范围。
We have received you letter of March 3. We are glad to inform you that the articles required by you fall within the scope of our business activities.(goods, item, article)2)遵照你方要求，我们寄上商品目录一份。
希望它能及时到达并使您们满意。
As requested, we are sending you a catalogue. We hope it will arrive in time and prove to your satisfaction.3)感谢贵方愿与我们建立业务联系。
We appreciate your desire to establish business relations with us.3.(1) We are one of the leading importers dealing in electric products in the area,and take this opportunity to approach you in the hope of establishing business relations.(2) We have been engaging in handling import and export of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.(3) We owe your name and address to the Commercial Counsellor’s office of our Embassy in Beijing.4) We are given to understand that you are a manufacturer of daily chemicals. One of our customers intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present (5) For our credit standing, please refer to the Bank of China, Shanghai Branch.第三章(1) Please quote us your best price CIF Shanghai, inclusive of our 3% commission.(2) Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3) One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.(4) To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogues and 2 sample books.(5) In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3. C-E Translation for a general enquiry敬启者：从兴华纺织品进出口有限公司处得知，贵公司出口各类中国式服装。
《世纪商务英语——外贸函电》参考书
Unit 2 Establishing Business Relations第二章建立业务关系Part Three O ther Commonly Used Expressions and SentencesTypical Sentences1. We are one of the leading importers of ceramic ［si’remik］（陶器的）products in America. We’d like to establish business relationship with your corporation. (我们是美国陶瓷制品的主要进口商之一，愿与贵公司建立业务关系。
)2. We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. (我们是国营公司，经营土畜产品出口业务。
我们愿与贵公司建立业务关系。
)3. This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world. (兹介绍太平洋公司，它是轻工业产品的出口商，与世界80多个国家有业务关系。
)4. We are exporters of fresh water pearls having years’ experience in this particular line of business. (我们作为淡水珍珠的出口商，在这一业务方面有着多年的经验。
世纪商务英语——外贸函电课件unit
4
h LOGO
Part One
3. Firm Offer and Non-firm Offer
(1) A firm offer is a promise to sell at a stated price and condition within a stated period of time (a certain time limit). It usually contains such expressions as “for acceptance within... days”, “firm offer”, “be valid before...”, etc. The firm offer creates a power of acceptance permitting the offeree by accepting the offer to transform the offeror’s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.
(2) A quotation is not an “offer” in the legal sense. A quotation is merely a notice of the price of certain goods at which the sellers are willing to sell. It is not legally binding as a firm offer if the sellers later decide not to sell. The price is subject to change without previous notice. However, if a quotation is made together with all necessary terms and conditions of sales, it amounts to an offer. So, these two words are sometimes confusing in use.
世纪商务英语 函电与单证unit 1
e.g. 如你方价格有竞争力，我方将向你方订购手套。
If your prices are competitive, we shall be pleased to place an
order with you for gloves.
现向你方订购100匹印花细布。
We are placing an order with you for 100 pieces of printed
1. in the hope that
希望
in the ho句pe式eo：xf tseetnxhtde./nuddsoistnhbeg. ssstuthhp./.peoxrtte(gnidvest,he.xttoensdb.th给e予su某pp人or某t t样o u东s西)
2. n. 3.
eeeeesse我 Wa我 Wssssxbi.tmgttteett们们a.aaaea.e我WrOr我Wlniawobbbeenbl很写.arwrglllloeeeldeiiiaa:r们们ssis想信.ue’asttWrwhhhwiielseroodnahl早给rmmmt写回xeyrnni.dwitlpp’tvbsseijrd日你eeiekr.nrer.信信ieeeeuaiewwnnnetbeemgc货i与方xxxxywsnttetaesexxiit.ttttttaf给给ogieeeertt期xhhc.oosxEo你,eenik希tktnnntniffreetneinneouye展nodddd你你方bLsttnossnls望nhosgeatisiu/y.stLtt至asooe建Csxhhhrioy方方it.与/svb:nnvgtoeCeeouee…ierel立be开ni,u你o扩sneysadL,iu;e广希希ctnofshca/l直ai延立C方iao大onsiutctlobthd泛dentsfho接望望期tnlftei建ii，信nihneremoosou的reee的oLeh信rf立nA展thp与你mc用,cfh/mt；lhotC,su业atht用eo业i期pohpboegs证e你们tdwpieehr务u大nue证o信务a，odeostsitnLtt方给广ev关量tiphit用o关n给tuo/hslihCea1ifden泛pv系的a建我证t系予beseo,建tty将us展的。建扩rofe展oy。ys立们er立onu信si期联e立大nis期u’bntlltee业最la用业.信系act业s;erthb给ias提证os用务务低ielnin务tnsra予供展Let证sh关qob关报/l关iuaCwn某l，期ibo系tsgii系系价ttohtu人至提hoebnsbu某ys8将u。 。i供unso月ss物ie信un;it1ns延he用日esess期sr证sel中at的io交ns
世纪商务英语——外贸函电课件unit(1)
5
h LOGO
Part One
3. The Main Contents of a Letter for Inquiry
A general inquiry usually includes the following contents: (1) Telling addressees the source of information and making a brief self-
introduction (2) Indicating the intention of writing the letter, i.e. to ask for a catalogue,
(2) Specific Inquiries: If the importers intend to purchase goods of a certain specification, they may ask the exporter to make an offer or a quotation for specific goods. That is a specific inquiry.
世纪商务英语外贸函电(第四版)1
（第四版）
新世纪高职高专教材编委会 组编 主 编 胡秋华 吴思乐
Project 1 Basic Knowledge of Business English Letters Writing
Part 1 The Basic Requirements of Business English Letters Writing Part 2 The Basic Parts of Business English Letters Part 3 The Basic Layout / Format of Business English Letters Part 4 Addressing Envelopes Part 5 Practical Training
Part 1 The Basic Requirements of Business English Letters Writing
The purposes of communication are to obtain complete understanding between the parties involved, and to elicit the responses required. Generally speaking, the functions of a business letter are to ask for or to convey business information, to make or to accept an offer, and to deal with matters concerning various businesses. Business letter writing does not differ from any other form of creative writing. Good English is one of the important bases of a good business letter writing. What you write should be free from grammatical blemishes, and also free from the slightest possibility of being misunderstood. Usually, there are certain essential requirements for a good business letter, which can be summed up in the Seven C’s principle, i.e. Completeness, Concreteness, Clearness/Clarity, Conciseness, Courtesy, Consideration, Correctness. These C’s often go hand-in-hand.
《世纪商务英语——外贸函电》参考书
Unit 3 Inquiry第三章询盘Part Three Other Commonly Used Expressions and SentencesTypical Sentences1. Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples. (能否请你们给我们随样品寄上带有图片说明的/最新的产品目录表以及详细的价目和支付条件？)2. Please send me a description of your electric hedge trimmers. (请惠寄电动修剪机的说明书。
)3. We would be pleased if you send us your lowest quotation for the following:(如能对下列产品报最低价，我方将不胜感激。
)4. A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer. (我们的一位客户希望获得一批下列中国棉布，请报盘。
)5. We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer. (欣告我方对塑料制厨房用具感兴趣，如蒙惠赐报盘，不胜感激。
) 6．We have an inquiry in hand for a large quantity of Bitter Apricot Kernels. (我方手头现有一份欲购大量苦杏仁的询价单。
世纪商务英语——外贸函电
世纪商务英语外贸函电Unit 1 Fundamentals of Modern Business Letter Writing第一章现代商务函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter.(1) Sender’s Name: Guangzhou International Trading Corp.(2) S ender’s Address: 198 Yueken Road, Tianhe District, Guangzhou, China(3) Sender’s Telephone: 85230000(4) Sender’s Cable Address: 5527GZ(5) Sender’s Telex Address: 3328 gz CN(6) Date: September 15, 2007(7) Receiver’s Name: Standard Oil Company(8) Receiver’s Address: 38 Fifth Avenue, London, U. K.(9) Subject: RefrigeratorsMessage:We thank you for your letter of September 3, 2007, inquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keeninterest.Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his/her style. The following is just a sample.Guangzhou International Trading Corp.Address: 198 Yueken Road, Tianhe District, Guangzhou, ChinaTel: 85230000, Cable: 5527GZ, Telex: 3328 gz CNSeptember 15, 2007Standard Oil Company38 Fifth Avenue,London, U. K.Dear Sir or Madam:Subject：RefrigeratorsWe thank you for your letter of September 3, 2007, inquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours faithfully,…2. Address an Envelope for the Above Letter.Since we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.。
《世纪商务英语——外贸函电》教师用书
世纪商务英语外贸函电(教师用书)English Letter Writing in Foreign Trade主编吴思乐胡秋华副主编高文峻大连理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。
本书主要针对高职高专商务英语和其他涉外经贸专业的学生，也可以作为其他层次涉外经贸专业的外经贸英语教材。
同时，对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说，本书还可作为自学参考资料。
为方便教学和自学者学习，我们编写了与之配套的练习答案，并提供了常用表达部分的译文。
希望本书能对我们的读者有所帮助。
编者ContentsUnit 1 Fundamentals of Modern Business Letter Writing (4)第一章现代商务函电写作的基本知识Unit 2 Establishing Business Relations (7)第二章建立业务关系Unit 3 Inquiry (12)第三章询盘Unit 4 Offer (17)第四章发盘Unit 5 Counter-offer (22)第五章还盘Unit 6 Acceptance and Confirmation (27)第六章接受与确认Unit 7 Order and Contract (32)第七章订单与合同Unit 8 Payment and L/C (37)第八章支付与信用证Unit 9 Packing (42)第九章包装Unit 10 Shipment (47)第十章运输Unit11 Insur ance (52)第十一章保险Unit12 Complaint, Claim and Settlement (57)第十二章抱怨、索赔及理赔Unit 1 Fundamentals of Modern Business Letter Writing 第一章现代商务函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be SetOut in a Letter.(1) Sender’s Name: Guangzhou International Trading Corp.(2) Sender’s Address: 198 Yueken Road, Tianhe District, Guangzhou,China(3) Sender’s Telephone: 85230000(4) Sender’s Cable Address: 5527GZ(5) Sender’s Telex Address: 3328 gz CN(6) Date: September 15, 2007(7) Receiver’s Name: Standard Oil Company(8) Receiver’s Address: 38 Fifth Avenue, London, U. K.(9) Subject: RefrigeratorsMessage:We thank you for your letter of September 3, 2007, inquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his/her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road, Tianhe District, Guangzhou, ChinaTel: 85230000, Cable: 5527GZ, Telex: 3328 gz CNSeptember 15, 2007Standard Oil Company38 Fifth Avenue,London, U. K.Dear Sir or Madam:Subject：RefrigeratorsWe thank you for your letter of September 3, 2007, inquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours faithfully,…2. Address an Envelope for the Above Letter.Since we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Unit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences1. We are one of the leading importers of ceramic products in America. We’dlike to establish business relationship with your corporation. (我们是美国陶瓷制品的主要进口商之一，愿与贵公司建立业务关系。
世纪商务英语 阅读教程 专业篇1 第四版
世纪商务英语阅读教程专业篇1 第四版Unit 1 for sale 出售的 advertising 广告、登广告 auditing 审核、审计investment 投资 at no cost 免费 facility location 厂址选择 life assurance 人寿保险 marketing effort 行销努力 auditor 审计人员 tangible product 有形产品 process 流程 quality standards 质量标准 standard product 标准产品 drawback 缺点 implement 贯彻 Unit3 product pricing 产品定价 custom-designed 定制的 promotions 促销 marketing mix 市场营销推广组合 registry 注册、登记处 unit cost 单位成本 charge 要价 international trade 国际贸易 price elasticity 价格弹性 junk mail 垃圾邮件 warehouse 仓库 profit-maximization 利润最大化 sales strategy 推销战略 inventory 存货管理、存货清单 revenue 税收 at regular price 按正常价 ISO 国际标准化组织segmentation 市场细分、分割 Unit5 Internal Audit 内部审查 demand curve 需求曲线 retailer 零售商 final product 最终成品 skim pricing 撇脂定价allowance 让利 freight bill 运费单 launch (新产品)投产 trade deal 贸易协定 shipping 装运 distribution 分销渠道 corporate image 企业形象 target date 预订日期 domestic price 本土价格、国内价reseller 转卖人 modular 模块化的格 stimulate 刺激 Gap Analysis 差距分析 penetration pricing 渗透定价 sales force 销售力量 certify 保证 positioning 目标市场定位 rational appeal 理性诉求 zero-defect 零瑕疵的 targeting 目标市场选择 lead 线索registrar 注册人员 gross profit 毛利 wholesaler 批发商 quality control 质量控制 fixed and variable 固定成本和变push money 提成、推销员奖励management 管理动成本 point of sale 卖点 wholesaler 批发商 costs 花费voucher 票券、代金券 finished product 成品 dumping 倾销 approach 准备Unit2 current price 市价 dump bin 垃圾箱 product 产品 market share 市场份额 promotional mix 营销推广组合 wholesale 批发 pricing 定价 leverage 杠杆作用、手段 real estate 房地产 sales volume 销售量 formula 公式intangible product 无形产品 profit margin 利润率 trade-in 以旧物换折价换取同类development cycle 发展周期 Unit4 新物的交易 service 服务 product 产品 continuity program 继续订货 warranty 担保 manufacturer 制造业者prospect 寻找(客户) growth cycle 生长周期 market research 市场调查coupon 息票、赠券 declining cycle 下降周期 marketing plan 营销推广计划deal loader 厂家对零售商的奖励 marketing strategy 市场策略 product marketing 产品推广 brand equity 品牌价值 retail 零售 brand 品牌 closing 结束 discount 折扣 marketing 市场营销 hard-sell 硬销售 commodity 商品media planning 媒体计划 self-liquidating 自我清偿 market segment 市场份额 image-building 形象塑造 unit6 non-standard product 非标准产physical evidence 实体坏境 net净值品 people 人员 inventory财产清册 goods 商品placement 放置 current asset流动资产 downturn 低迷周期 target market 目标市场 Master Budget总预算 market target 市场目标 public relations 公共关系 cost of goods sold 已售产品成品 maturity cycle 成熟周期distribution channel 配销渠道 revenue年收入 introduction cycle 引入周期generic 非商标的 liquidity流动性expenditure费用 Managing Director总经理 casualty insurance意外事故保险 finance筹措资金 Bankruptcy破产 combined certificate联合凭证current liabilities ratio流动负债率 Capital资金 B/L提单 budget预算sole proprietorship独资(经营) Premium保险费 creditor债权人 asset资产original policy正本保单 financing mix融资组合 obligation义务disability insurance伤残保险 profitability盈利能力 transfer转让unemployment insurance失业保investment decision投资决定 proprietorship 所有权险debtor借方 profit利润 policy保险单 dividend红利 supervise监督insure投保 cash dividend现金分红 voice发言权 beneficiary受益人finished goods成品 general partner普通合伙人 property insurance财产保险 investment proposal投资建议 risk风险 insurance certificate保险凭证ratio比率 liability责任 heir继承人 overhead营业费用 limited partner有限责任股东 insurer继承人 capital project资本项目 health insurance健康保险 brokerage经纪业务 work-in-progress工作中的进展 invest投资 old-age insurance养老保险 creation of value资产成本 fringe benefit额外福利open policy/open cover预约保险 gross总额 unlimited liability无限责任Unit10 fixed asset固定资产 permit许可证 arbitration仲裁 stock dividend 股息分红 proprietor所有证 termination终止 dept capital债务资金 legal entity法律实体 executory contract执行合同 dividend decision股利决策board of director理事会cash现金 Unit 8cash flow现金流量 equity股东dividend-payout股息分配 venture企业depreciation折旧 franchiser特许investment decision投资决策 exclusive right独占权利demand需求 guaranteed loan保证贷款shareholder股东 fund基金opportunity cost机会成本 exclusive独占的profitability ratio盈利率 franchisee授权人prospective acquisition预期收益 brand image品牌stock 库存 participation loan组合贷款allocation配置 loan贷款raw material原材料 restriction限制issued share capital已发行股份provision条款资金 franchise(ing)许可financing decision融资决策 direct loan直接贷款unit7 Unit 9supplier供应厂商 L/C信用证partnership合伙企业 coverage 承保范围grocery杂货店 reimbursement 偿还articles of partnership合伙企业的insurance policy保单章程 insurance declaration 保险申明lease租用 insure 投保license许可;执照 insured被保险人entity实体 policyholder投保人。
《世纪商务英语-----阅读教程》(第四版) 专业篇I
《世纪商务英语-----阅读教程》（第四版）专业篇ITest 1Part OneMatch the words and the definitions. Choose the correct word from the word box to each definition and write down the word in the bracket. (20 X 0.5%=10%)1. a written assurance that some products and service will be provided ( )2. a set of international recognized quality management standards. ( )3. the official process of settling an argument or a disagreement by sb. who is not involved.( )4. an amount of money that you pay once or regularly for an insurance policy. ( )5. it can make something know generally, especially, in order to sell it. ( )6. a small piece of printed paper that you can exchange for something or that gives you the rightto buy something at a cheaper price than normal. ( )7. amount of money spend ( )8. income, especially the total income of a company in a certain period. ( )9. the ability to make a profit. ( )10. legal procedure of being declared by a court of law not to be capable of paying its debts.( )11. discount. ( )12. the value of a company’s shares. ( )13. only to be used by one particular person or group. ( )14. formal permission given by a company to sb who wants to sell its goods or services in aparticular area. ( )15. a person or company that provides people with insurance. ( )16. showing what you must pay. ( )17. a written statement of a contract of insurance. ( )18. a failure to do sth. that must be done by law. ( )19. that cannot be changed ; final. ( )20.the act of ending sth. ( )Part TwoTranslate the following phrases into Chinese. (20X1%=20%)1.custom-designed2.freight bill3.quality standard4.real estate5.market segment6.executory contract7.property insurance8.gross profit9.sales volume10.profit margin11.market research12.junk mail13.product marketing14.Board of Director15.Maintenance Engineer16.budgeted account17.finished goods18.debt capital19.standard product20.Internal AuditPart ThreeChoose the best word to complete each sentence. （10X1%=10%）1.All organizations create_____ for customers.A. materialB. productionC. productsD. product2. The house is ______.A. for saleB. in saleC. to saleD. for in sale3. Part of my job is to _______good relationship with our suppliers.A. haveB. keep touch withC. keepsD. maintain4. What ________ of PC do you like?A. brandB. makeC. nameD. title5. The sales promotion team is ______ of well-known professionals in this fields.A. madeB. comprisedC. consisted upD. make up6. The manager needs to make joint decisions that are _______.A. badB. illC. badlyD. optimal7. The shop has been ______ to sell tobacco.A. licencedB. licensedC. licensingD. licencing8. We’ve decided to ______with the employees about our wage claim.A. appealB. meetC. negotiateD. call in9. He _____ a lot of money on repairing his house.A. paid outB. paid offC. paid upD. cost10. Commercial law offers a normal business environment and strong legal______ to operators.A. plansB. guaranteeC. policyD. decisionsPart FourCloze Test (15X1%=15%)The dynamic developing economies of the world are ripe with potential. Not only have they demonstrated extraordinary levels of 1 , but we believe this looks set continue, backed by 2 inflows of foreign investment. Fidelity Emerging Mark, Fund is 3 to help you capitalize on this promising outlook.The 4 to real success in Emerging Markets is research and resources, of Fidelity’s foremost 5 As the world’s largest 6 investment management organization, we can draw upon a(n) 7 network of offices covering developing economies across Asia ,Latin America and Europe.This local presence means we can 8 a hands-on approach, searching out a capitalizing on investment 9 as soon as they come to light. As a result, Fidelity I become one of the world’s 10 names in emerging stock markets: where we 11 manage 5 pounds billion?So act now to 12 out more about the Fidelity Emerging Markets Fund -- and get the potential of these dynamic markets teamed with the strength of the Fidelity organization. For more 13 , call us, free of 14 , from any of the countries below. If you 15 elsewhere, please use the UK number or post or fax the coupon.1. A. growth B. decrease C. height D. diminish2. A. slow B. increasing C. reducing D. fast3. A. thought B. designed C. considered D. supposed4. A. road B. method C. reason D. key5. A. words B. slogans C. ways D. strengths6. A. independent B. wealthy C. prosperous D. national7. A. intensive B. thick C. narrow D. extensive8. A. move B. apply C. reply D. demand9. A. situations B. disadvantages C. opportunities D. conditions10. A. few B. many C. honorable D. leading11. A. currently B. formerly C. recently D. likely12. A. look B. discover C. find D. learn13. A. news B. data C. information D. knowledge14. A. money B. pay C. fee D. charge15. A. live B. wait C. talk D. sleepPart FiveTranslate the following passage into Chinese.(1X15%=15%)Products available from business information fall into three broad categories: standard products(i.e. publications developed and approved by BSI committees), non-physical products(i.e. guide, training materials and electronic products) and joint products (i.e. combination of standard and non-standard.)In marketing, a product is anything that can be offered to a market that might satisfy a want or need. It is of two types, tangible (physical) and intangible ( non- physical). All productsoffered on a market can be placed between Tangible (Pure Product) and Intangible (Pure Service) items.Part SixThere are 3 passages in this part. Each passage is followed by unfinished statements. For each of them there are four choices marked A), B), C) and D). You should decide on the best choice. (15 X 2%=30%)Passage 1Questions 1 to 5 are based on the following passage.In 1939 two brothers, Mac and Dick McDonald, started a drive-in restaurant in San Bernadino, California. They carefully chose a busy corner for their location. They had run their own businesses for years, first a theater, then a barbecue restaurant, and then another drive-in. But in their new operation, they offered a new, shortened menu: French fries, hamburgers, and sodas. To this small selection they added one new concept: quick service, no waiters or waitresses, and no tips.Their hamburgers sold for fifteen cents. Cheese was another four cents. Their French fries and hamburgers had a remarkable uniformity, for the brothers had developed a strict routine for the preparation of their food, and they insisted on their cooks' sticking to their routine. Their new drive-in became incredibly popular, particularly for lunch. People drove up by the hundreds during the busy noontime. The self-service restaurant was so popular that the brothers had allowed ten copies of their restaurant to be opened. They were content with this modest success until they met Ray Kroc.Kroc was a salesman who met the McDonald brothers in 1954, when he was selling milk shake-mixing machines. He quickly saw the unique appeal of the brothers' fast-food restaurants and bought the right to franchise other copies of their restaurants. The agreement struck included the right to duplicate the menu. The equipment, even their red and white buildings with the golden arches.Today McDonald's is really a household name. Its names for its sandwiches have come to mean hamburger in the decades since the day Ray Kroc watched people rush up to orderfifteen-cent hamburgers. In 1976, McDonald's had over $ 1 billion in total sales. Its firsttwenty-two years is one of the most incredible success stories in modern American business history.1. This passage mainly talks about.A）the development of fast food servicesB）how McDonald's became a billion-dollar businessC）the business careers of Mac and Dick McDonaldD）Ray Kroc's business talent2. Mac and Dick managed all of the following businesses except.A）a drive-in B）a cinema C）a theater D）a barbecue restaurant3. We may infer from this passage that.A）Mac and Dick McDonald never became wealthy for they sold their idea to KrocB）The location the McDonalds chose was the only source of the great popularity of their drive-in C）Forty years ago there were numerous fast-food restaurantsD）Ray Kroc was a good businessman4. The passage suggests that.A）creativity is an important element of business successB）Ray Kroc was the close partner of the McDonald brothersC）Mac and Dick McDonald became broken after they sold their ideas to Ray KrocD）California is the best place to go into business5. As used in the second sentence of the third paragraph, the word “unique ”means. A）special B）financial C ）attractive D）peculiarPassage 2Questions 6 to 10 are based on the following passage.We can see how the product life cycle works by looking at the introduction of instant coffee. When it was introduced, m ost people did not like it as well as “regular” coffee, and it took several years to gain general acceptance (introduction stage). At one point, though, instant coffee grew rapidly in popularity, and many brands were introduced (stage of rapid growth). After a while, people became attached to one brand and sales leveled off (stage of maturity). Sales went into a slight decline. when freeze-dried coffees were introduced (stage of decline).The importance of the product life cycle to marketers is this: Different stages in the product life cycle call for different strategies. The goal is to extend product life so that sales and profits do not decline. One strategy is called market modification. It means that marketing managers look for new users and market sections. Did you know, for example, that the backpacks that so many students carry today were originally designed for the military? Market modification also means searching for increased usage among present customers or going for a different market, such as senior citizens. A marketer may re-position the product to appeal to new market sections.Another product extension strategy is called product modification. It involves changing product quality, features, or style to attract new users or more usage from present users. American auto manufacturers are using quality improvement as one way to recapture world markets. Note, also, how auto manufacturers once changed styles dramatically from year to year to keep demand from falling.6. According to the passage, when people grow fond of one particular brand of a product, its sales will ________.A) decrease graduallyB) remain at the same levelC) become unstableD) improve enormously（B）7. The first paragraph tells us that a new product is ________.A) not easily accepted by the publicB) often inferior to old ones at firstC) often more expensive than old onesD) usually introduced to satisfy different tastes（A）8. Marketers need to know which of the four stages a product is in so as to ________.A) promote its productionB) work out marketing policiesC) speed up its life cycleD) increase its popularity（B）9. The author mentions the example of “backpacks” (Line 4, Para. 2) to show the importance of ________.A) pleasing the young as well as the oldB) increasing usage among studentsC) exploring new market sectionsD) serving both military and civil needs（C）10. In order to recover their share of the world market, U.S. auto makers are ________.A) improving product qualityB) increasing product featuresC) modernizing product styleD) re-positioning their product in the market（A）Passage 3Questions 11 to 15 are based on the following passage.In 1960-1961, Chad （乍得）harvested 9800 tons of cotton seed for the first time in its history, and put out the flag a little too soon. The efforts of the authorities to get the peasants back to work, as they had slacked off （松懈）a great deal the previous year during independence celebrations, largely contributed to it. Also, rains were well spaced, and continued through the whole month of October. If the 1961-1962 total is back to the region of 45000 tons, it is mostly because efforts slackened again and sowing was started too late.The average date of sowing is about July 1st. If this date is simply moved up fifteen or twenty days, 30000 to 60000 tons of cotton are gained, depending on the year. The peasant in Chad sows his millet （小米）first, and it is hard to criticize this instinctive priority given to his daily bread. An essential reason for his lateness with sowing cotton is that at the time when he should leave to prepare the fields he has just barely sold the cotton of the previous season. The work required to sow, in great heat, is psychologically far more difficult if one's pockets are full of money. The date of cotton sales should therefore be moved forward as much as possible, and purchases of equipment and draught animals encouraged.Peasants should also be encouraged to save money, to help them through the difficult period between harvests. If necessary they should be forced to do so, by having the payments for cotton given to them in installments. The last payment would be made after proof that the peasant has planted before the deadline, the date being advanced to the end of June. Those who have done so would receive extra money whereas the last planters would not receive their last payment until later.Only the first steps are hard, because once work has started the peasants continue willinglyon their way. Educational campaigns among the peasants will play an essential role in this basic advance, early sowing, on which all the others depend. It is not a matter of controlling the peasants.Each peasant will remain master of his fields. One could, however, suggest the need for the time being of kind but firm rule, which, as long as it cannot be realized by the people, should at least be for the people.11. In 1960-1961, Chad had a good harvest of cotton because.A）the government greatly encouraged peasants1.B）rains favored the growth of cottonC）Chad gained independence in the previous yearD）Both A）and B）12. We learn from the passage that the date of sowing cotton is usually.A）on June 15th B）on July 15th C）on July 1st D）on July 20th13. As used in the third sentence of the second paragraph, daily bread refers to. A）breakfast B）bread and butter C）rice D）millet14. In order to help them through the difficult time between harvests the peasants haveto.A）sell cotton in advance B）be encouraged to save moneyC）sow cotton in time D）plant millet first15. Which of the following is NOT true?A）Educational campaigns are very important to early sowing.B）Of all the advances that the writer hopes for, early sowing is the most important.C）Peasants should remain the masters of their fields.D）Government might as well make good and firm rule for peasants.AnswersPart OneMatch the words and the definitions. Choose the correct word from the word box to each definition and write down the word in the bracket. (20 X 0.5%=10%)1. warranty2. ISO3. arbitration4. premium5. advertising6. coupon7. expenditure8. revenue9. profitability 10. bankruptcy11. allowance 12. equity 13. exclusive 14. franchise 15. insurer16. invoice 17. policy 18. breach 19 irrevocable 20. terminationPart TwoTranslate the following phrases into Chinese. (20X1%=20%)1. 定制的2. 运输费 3 质量标准 4. 房地产 5. 市场份额6. 执行合同7. 财产保险8. 毛利9. 销售额10. 利润空间11. 市场调查12. 垃圾邮件13. 产品推广14. 董事会15. 维修工程师16. 预算账户17 成品18. 债务资金19. 标准产品20. 内部审查Part ThreeChoose the best word to complete each sentence. （10X1%=10%）1. C2. A3. D4. A5. B6. D7. C8. C9. A. 10. BPart FourCloze Test (15X1%=15%)1.A2.B3.D4.D5.D6.A7.D8.B9.C 10.D 11.A 12.C 13.C 14. D 15. APart FiveTranslate the following passage into Chinese.(1X15%=15%)从商业资讯中获得的产品分为三大类：标准产品（即按英国标准学会委员会公布的标准许可生产的产品）、非标准产品（即产品指南，训练器材和电子产品）和组合产品（即标准产品和非标准产品的一体化产品）。
《新编国际商务英语函电(第四版)(21世纪国际商务教材教辅系列)》的读后感
《新编国际商务英语函电（第四版）（21世纪国际商务教材教辅系列）》的读后感《新编国际商务英语函电（第四版）（21世纪国际商务教材教辅系列）》是一本针对国际商务领域的英语教材，本书内容丰富全面，适合学习者提高商务英语水平。
我在阅读完本书之后，对其内容和编写方式有了较为深刻的体会和感悟。
首先，本书的内容广泛、详细而深入。
本书从国际商务的基本概念入手，逐步介绍了国际贸易、国际支付、进出口报关、国际运输、海关保税区、外汇管理、国际保险等课题。
其中，尤其有关国际贸易的章节对于初学者来说非常重要，通过对进出口贸易的概述、贸易方式、贸易文书等内容的介绍，读者能够对国际贸易的基本流程和相关要素有一个全面的了解。
此外，本书还重点介绍了国际商务函电的写作技巧和注意事项，这对于从事国际商务工作的人士尤其有用。
其次，本书的编写方式十分严谨和系统。
每一章的内容都按照递进的方式展开，既有理论知识的介绍，又有实例和案例的应用。
这样的编写方式既能够帮助读者建立知识框架，又能够让读者更好地理解和掌握所学内容。
此外，每一章的结尾都有练习题和案例分析，这些练习题和案例既能帮助读者巩固知识，又能让读者应用到实际情境中，培养实际应用能力。
总的来说，本书的编写方式非常科学、合理，对于读者的学习和实践都具有积极的促进作用。
再次，本书还突出了实践性和实用性。
在每一章的内容中，本书不仅对知识进行介绍，还通过实例和案例来帮助读者理解和应用所学知识。
这些实例和案例都是真实的商务场景，能够让读者更好地把所学的知识运用到实际工作中。
另外，本书还提供了大量的商务英语函电范文和模板，这对于商务函电的写作非常有指导意义。
通过研究这些范文和模板，读者能够学习到商务函电的常用表达方式和写作技巧，提高自己的写作质量。
最后，本书的语言简洁明了，易于理解。
作者在编写本书时，尽可能使用简单明了的语言，避免使用过于复杂的专业术语和繁琐的句子结构。
这样的写作风格使得读者更容易理解和吸收所学的知识。
《世纪商务英语——外贸函电》参考书4
Unit 4 Offer第四章发盘Part Three Other Commonly Used Expressions and SentencesTypical Sentences1．It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months. (我们通常的做法是：新客户首次订购我们的货物从结算日起一个月内付款交货。
之后，则宽限至三个月。
) 2．We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. (鉴于咖啡市场的行情，我们无法长期保持这一价格不变。
)3. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. (上述报盘，以贵方答复在不迟于本月底到达我方为有效。
一旦此报盘过期，此货不可能存留不售。
)4．The offer will remain firm until March 31, 2007 beyond which date the terms and prices should be discussed anew. (报盘有效期至2007年3月31日止。
世纪商务英语 阅读教程 专业篇1 第四版
Unit 1auditing 审核、审计facility location 厂址选择auditor 审计人员quality standards 质量标准implement 贯彻custom-designed 定制的registry 注册、登记处international trade 国际贸易warehouse 仓库inventory 存货管理、存货清单ISO 国际标准化组织Internal Audit 内部审查final product 最终成品freight bill 运费单shipping 装运target date 预订日期modular 模块化的Gap Analysis 差距分析certify 保证zero-defect 零瑕疵的registrar 注册人员quality control 质量控制management 管理wholesaler 批发商finished product 成品Unit2product 产品wholesale 批发real estate 房地产intangible product 无形产品development cycle 发展周期service 服务warranty 担保growth cycle 生长周期declining cycle 下降周期marketing strategy 市场策略retail 零售discount 折扣commodity 商品market segment 市场份额non-standard product 非标准产品goods 商品downturn 低迷周期market target 市场目标maturity cycle 成熟周期introduction cycle 引入周期for sale 出售的investment 投资life assurance 人寿保险tangible product 有形产品standard product 标准产品Unit3promotions 促销unit cost 单位成本price elasticity 价格弹性profit-maximization 利润最大化revenue 税收segmentation 市场细分、分割demand curve 需求曲线skim pricing 撇脂定价launch （新产品）投产distribution 分销渠道domestic price 本土价格、国内价格penetration pricing 渗透定价positioning 目标市场定位targeting 目标市场选择gross profit 毛利fixed and variable 固定成本和变动成本costs 花费dumping 倾销current price 市价market share 市场份额pricing 定价sales volume 销售量profit margin 利润率Unit4product 产品manufacturer 制造业者market research 市场调查marketing plan 营销推广计划product marketing 产品推广brand 品牌marketing 市场营销media planning 媒体计划image-building 形象塑造physical evidence 实体坏境people 人员placement 放置target market 目标市场public relations 公共关系distribution channel 配销渠道generic 非商标的advertising 广告、登广告at no cost 免费marketing effort 行销努力process 流程drawback 缺点product pricing 产品定价marketing mix 市场营销推广组合charge 要价junk mail 垃圾邮件sales strategy 推销战略at regular price 按正常价Unit5retailer 零售商allowance 让利trade deal 贸易协定corporate image 企业形象reseller 转卖人stimulate 刺激sales force 销售力量rational appeal 理性诉求lead 线索wholesaler 批发商push money 提成、推销员奖励point of sale 卖点voucher 票券、代金券approach 准备dump bin 垃圾箱promotional mix 营销推广组合leverage 杠杆作用、手段formula 公式trade-in 以旧物换折价换取同类新物的交易continuity program 继续订货prospect 寻找（客户）coupon 息票、赠券deal loader 厂家对零售商的奖励brand equity 品牌价值closing 结束hard-sell 硬销售self-liquidating 自我清偿unit6net净值inventory财产清册current asset流动资产Master Budget总预算cost of goods sold 已售产品成品revenue年收入liquidity流动性expenditure费用finance筹措资金current liabilities ratio流动负债率budget预算creditor债权人financing mix融资组合profitability盈利能力investment decision投资决定debtor借方dividend红利cash dividend现金分红finished goods成品investment proposal投资建议ratio比率overhead营业费用capital project资本项目work-in-progress工作中的进展creation of value资产成本gross总额fixed asset固定资产stock dividend股息分红dept capital债务资金dividend decision股利决策cash现金cash flow现金流量dividend-payout股息分配depreciation折旧investment decision投资决策demand需求shareholder股东opportunity cost机会成本profitability ratio盈利率prospective acquisition预期收益stock 库存allocation配置raw material原材料issued share capital已发行股份资金financing decision融资决策unit7supplier供应厂商partnership合伙企业grocery杂货店articles of partnership合伙企业的章程lease租用license许可；执照entity实体Managing Director总经理Bankruptcy破产Capital资金sole proprietorship独资（经营）asset资产obligation义务transfer转让proprietorship所有权profit利润supervise监督voice发言权general partner普通合伙人risk风险liability责任limited partner有限责任股东health insurance健康保险invest投资fringe benefit额外福利unlimited liability无限责任permit许可证proprietor所有证legal entity法律实体board of director理事会Unit 8equity股东venture企业franchiser特许exclusive right独占权利guaranteed loan保证贷款fund基金exclusive独占的franchisee授权人brand image品牌participation loan组合贷款loan贷款restriction限制provision条款franchise(ing)许可direct loan直接贷款Unit 9L/C信用证coverage 承保范围reimbursement 偿还insurance policy保单insurance declaration 保险申明insure 投保insured被保险人policyholder投保人casualty insurance意外事故保险combined certificate联合凭证B/L提单Premium保险费original policy正本保单disability insurance伤残保险unemployment insurance失业保险policy保险单insure投保beneficiary受益人property insurance财产保险insurance certificate保险凭证heir继承人insurer继承人brokerage经纪业务old-age insurance养老保险open policy/open cover预约保险Unit10arbitration仲裁termination终止executory contract执行合同。
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
Part 1 The Basic Requirements of Business English Letters Writing
2. ConcrБайду номын сангаасteness (具体)
Concreteness means making the message specific, definite and vivid. Business letters should avoid being too general. In general letters, everything seems to be mentioned but actually few are fully expounded. You should use specific facts and figures, vivid and image- building words in bussiness letter writing.
Part 1 The Basic Requirements of Business English Letters Writing
The purposes of communication are to obtain complete understanding between the parties involved, and to elicit the responses required. Generally speaking, the functions of a business letter are to ask for or to convey business information, to make or to accept an offer, and to deal with matters concerning various businesses. Business letter writing does not differ from any other form of creative writing. Good English is one of the important bases of a good business letter writing. What you write should be free from grammatical blemishes, and also free from the slightest possibility of being misunderstood. Usually, there are certain essential requirements for a good business letter, which can be summed up in the Seven C’s principle, i.e. Completeness, Concreteness, Clearness/Clarity, Conciseness, Courtesy, Consideration, Correctness. These C’s often go hand-in-hand.
新世纪高职高专 商务英语类课程规划教材
（第四版）
新世纪高职高专教材编委会 组编 主 编 胡秋华 吴思乐
Project 1 Basic Knowledge of Business English Letters Writing
Part 1 The Basic Requirements of Business English Letters Writing Part 2 The Basic Parts of Business English Letters Part 3 The Basic Layout / Format of Business English Letters Part 4 Addressing Envelopes Part 5 Practical Training
Project 1 Basic Knowledge of Business English Letters Writing
Leading-in Tasks
Try to finish the following tasks to see how well you know about the Modern Business Letter Writing. Task 1. Write down the basic requirements about which you know for a modern business letter. Task 2. List all the necessary and optional parts in an ordinary business letter and set them out, as they should be set out in a letter, in a piece of paper. Task 3. Address an envelope for an ordinary business letter.
Part 1 The Basic Requirements of Business English Letters Writing
1. Completeness (完整)
A business communication should include all the necessary information. It is essential to check the message carefully before it is sent out to see that all the matters are discussed, and all the questions are answered. Business letters should avoid incompleteness.