商务英语沟通考试重点
商务英语沟通考试重点
第一章：How to apply for the ideal job
1.Here are some good ways make your application letter stand out
(1)Look for something unusual in your experience or qualifications.
(2)Make the contents of your letter appropriate for the job.
(3)Avoid annoying phrases
(4)Get someone to read your letter before you send it
(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.
2. What to mention in your letter or e-mail
(1)You meet the specifications for the job
(2)The things that make you stand out.
第二章：The resume and the interview
1.The resume must be included:
(1)Personal information：
Full name in Chinese characters and Pinyin ; Address; Telephone number ; Age indicated by date of birth ; Gender ; e-mail address ; Fax number ; Photograph
(2)Qualification
(3)Education
(4)Previous employment
(5)Skills
(6)Interests and hobbies
(7)Future career
2. What do you do now in interview? You must know everything:
(1)The company (2)The job (3)The business environment.
(4)The business culture of the company (5) Existing employees
(6)Focus areas (7) Salary
3Tips (面试中的技巧)
(1)Names , underline your family name
(2)Eye contact , eye contact is very important
(3)Sit comfortably, visual impression are important.
第三章：Spoken business communication
1. 出色演讲三步骤：
(1)Preparing for the talk
The audience, The introduction. Preparing the content
Visual aids The venue The length
Be ready for questions
(2)Structure
A clear introduction is essential Then you move onto the main part of
your presentation Finally you must have a conclusion
(3)More practice
2．演讲过程中的技巧
(1) Look at them and smile. (2) Take your time
(3)Eye contact (4) Gestures (5)Do not just read your speaking notes (6)Pause and volume (7) Sum up (8) Do not run away
第四章：同事沟通及客户沟通
1.Problem communications （问题沟通几条原则）
(1) Stay calm (2) Listen (3) Do not assume (4) Explain clearly
(5)Speak clearly (6) Ask for details (7) Check and respond
2言语沟通的有效性检验
(1)Action (2) Checking (3) Listen (4) Ask for suggestions
(5)Lead your ideas into the ideas of the other person (6) Explain clearly (7)Ask for suggestions again (8)Offer to revise (9)Checking
第五章：Written Communication（书面沟通）
1.书面沟通的形式包括：
(1)A short list of points (2)A huge documents consisting of hundreds of page (3)A letter (4)A note (5)An agenda (6)Minutes of meeting
(7)A proposal (8)A description (9)A biography (10)Job application
2.内容撰写过程（5W1H）
What why when who where how
3.书面沟通小技巧
(1)Size matters （字体）
(2)Use white space （间距）
(3)Read aloud （边读边写）
第六章：Business meeting (商务会议)
1.开会的原因：
(1)To communicate policies (2)To issue instructions
(3)To listen to views (4)To hold discussions
(5)To ensure that everyone is aware of what is going on
(6)To review experiences and future action
(7)To provide written records
2.各种类型的会议风格
(1)Authoritarian The boss is very much the top person. He or she is there to give orders and the others are there to receive instructions. He or she make proposals, allows only a brief discussion and then ask for endorsement of the decision. You want an experienced leader to draw on his knowledge and skill and issue orders for action that will solve a problem.
(2)Inclusive The person in charge seeks to involve all present in the discussion. He or she seeks out alternative viewpoints, repeatedly ask for opinions, and ask if everyone thinks the proposed course of action is appropriate.
Decision can be difficult to reach or them may be avoided completely. There is a danger that each person present can go away with a different impression of what has been decided.
(3)Combat There are meeting where strongly held and position are presented, attacked and defended. People may argue and disagree.
(4)Routine Some meetings can be very structured. Project meeting often have to be routine in order that progress can be tracked effectively. Everyone has to meet at the same time at the same place and a very ordered of reporting is used. E.g.: Board meetings, executive committee meeting
(5)Informal Focus groups and brainstorming sessions, where new trends and ideas are identified and developed.
3.Good written records have many attractions,（好的会议纪要包括以下要素）
(1)They contain full information about when and where the meeting took place.
(2)They record the names of the people taking part.
(3)They list people who did not attend.
(4)They record who made what decision.
(5)They list point for action
(6)They are short and concise.
(7)They remove duplications.
(8)They are easy to access and can be held in electronic form.
第七章：cross-cultural business commucations
1.Phenomena which influence cultures文化影响的表现形式
(1) Time and punctuality. 时间观念与守时。Northern European backgrounds tend to be very strict about adhering to time. Spanish or Italian person may feel that being 10 or 15 minutes late is not really a problem.
(2) Formality. 礼节。Japanese and Korean people are likely to be very formal than individuals from the western United States.
(3) Attitudes. 态度。Other cultures see them in a more flexible way and feel that if condition change, then it is only natural to vary an agreement. The relationship is much more important than what is written down on paper.
(4) Socializing. 社交活动。Socializing is usually separate from business in some cultures. The office is the office—and activities outside work have nothing to do with business relationships. In other cultures, almost all important business decision may be taken within a social context—at meals or other informal activities.
(5) Gender 性别Many countries have powerful laws and punishment to ensure that people receive equal opportunities regardless of their gender.
第八章：Crisis communications 危机沟通
1.危机沟通的组成部分：
(1)Prepare for a crisis (2) Identify a crisis
(3)Analyze a crisis (4) Manage a crisis
(5)Learn from a crisis
2.Real crisis share some common characteristics:危机特点
(1) The timing is unpredictable
(2) The exact nature of the crisis is difficult to forecast
(3) Events occur without warning
(4) More than one problem occurs at the same time
(5) The crisis develop rapidly
(6) Communications play a vital role
3.危机沟通十条黄金准则
(1)Prepare in advance
(2)Make sure everyone knows his or her role
(3)Accept responsibility
(4)Act quickly
(5)Communicate your position clearly and immediately
(6)Communicate regularly
(7)Tell your staff what is happening
(8)Integrate communications into the management response
(9)Watch out for exhaustion
(10)Keep records
2. How to prepare in advance
(1)An assessment of the likely threat 评估潜在威胁
(2)Clear identification of responsibility责任明晰
(3)Setting up of the crisis management team 建立危机管理团队
(4)Practice and exercise 练习与演习
第九章：Media communications媒体沟通
1. The media include:
Newspapers, Magazines , Newsletters , Television , Radio, Internet sites and blog, Special interest publication, Messages delivered through entertainment, Endorsement of products and services
2.企业与媒体沟通途径：
(1)Press release 新闻稿
(2)Press conference 新闻发布会
(3)Press events 公关宣传活动
附录
1.宴会礼仪
The setting；Entering the dining room, if you are in a small group, the host will indicate where you should sit. Women sit down before men, with the men pulling out the chair first. Then the men sit down. In a mixed group, hosts will generally try to ensure a man—woman seating arrangement at the table.
The food: Use the big knife and fork to cut pieces into manageable size before moving them to your mouth. Do not chew large, bony, pieces in your mouth and never, ever, spit food back onto the plate or onto the tablecloth. If it is all too difficult, eat a few pieces and the accompanying vegetables.
Separate trips for cold food and hot food. Do not put savory food and sweet food together on the plate.
Drinking:If you do not drink alcohol, then tell the waiter the first time he asks and he will take the wine glasses away so that you are not asked again if you would like wine. Turning a glass upside down also indicates that a person is not drinking. Most non-drinkers just have water with their meal but you can ask for tea or a soft drink if you wish.
Talking: Remember to listen as well. Never talk with food in your mouth, finish chewing and swallow before you say anying.
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Unit 1~2 Mercantilism 重商主义 Neomeicantilist 新重商主义者 Trade surplus 贸易顺差 Quota and tariff 配额和关税 Government intervention 政府干预 Zero-sum game 零和博弈 Positive-sum game 常和博弈 The theory of absolute advantage 绝对优势理论 The theory of comparative advantage 比较优势理论 Factor endowments 要素禀赋理论 Product life cycle 产品生命周期（+theory ……理论） Economies of scale 规模经济 Diminishing returns 收益递减规律 Green revolution 绿色革命 Voluntary restriction 自动出口限制 Deposit 佣金 First mover advantage 先占优势 Barrier to entry 进入(市场)壁垒 Porter’s diamond theory 波特的钻石理论 National competitive advantage 国家竞争优势 The department of commerce 商务部 Letter of credit 信用证 Draft /bill of exchange 汇票 bill of lading B/L 提单 Sight draft 即期汇票 Time draft 远期汇票 Banker ‘s acceptance 银行承兑（+bill …汇票） Trade acceptance 商业承兑汇票 Countertrade 对等贸易 Barter 易货贸易 Switch trading 转手贸易 Offset 抵消 Counter purchase 互购贸易 Compensation trade 补偿贸易 Mercantilism suggests that it is in a country’s best interest to maintain a trade surplus -- to export more than it imports（重商主义就是保持贸易顺差以实现一国的最大利益---出口超过进口） Mercantilism advocates government intervention(介入) to achieve a surplus in the balance of trade （重商主义主张政府介入以便实现对外贸易顺差） It views trade as a zero-sum game - one in which a gain by one country results in a loss by another （将贸易看成零和博弈，一个国家收益一个国家受损） Absolute Advantage 绝对优势 Adam Smith argued that a country has an absolute advantage in the production of a product when it is more efficient than any other country in producing it 亚当斯密认为一个国家生产一种商品比其他任何国家效率都高时存在绝对优势 According to Smith, countries should specialize in the production of goods for which they have an absolute advantage and then trade these goods for the goods produced by other countries 按照亚当斯密的说法，各国应该专门生产具有绝对优势的商品，然后用他们交换其他国家生产的商品 The Benefit（好处） of Absolute Advantage and Free Trade The Principle for International Division of Labor–Absolute Advantage 国际分工的原则---绝对优势 The Consequence（结果） of Division of Labor and Free Trade 分工的结果和自由贸易 1. To Production: the Flow of the Factor of Production 生产要素的流动； the Efficiency of Factor Distribution 要素分配效率；the Quantity of Production 产品质量。 2. To Consumer: Welfare from Free Trade自由贸易福利: low price of imports and more consumption 低价格的进口更多的消费 Comparative Advantage比较优势 Ricardo’s theory of comparative advantage suggests that countries should specialize in the production of those goods they produce most efficiently and buy goods that they produce less efficiently from other countries, even if this means buying goods from other countries that they could produce more efficiently at home李嘉图的比较优势理论认为一个国家分工生产最有效率的产品，而从别国购买自己生产效率相对较低的产品，
商务英语沟通试题
2014-2015学年《商务英语沟通》13商务英语1、2班期末口语考试试卷一Select a partner by drawing a lot and perform one of the following dialogues、 Task 1 Job Interview If you get a job interview opportunity for a sales assistant from an international trading pany where you have been expecting to work for a long time, please make a careful preparation on appearance, expressions, manners, wording, voice, postures(手势), etc、and try to succeed in getting the job、The following points are necessary to be discussed: - Self-introduction - The reason to select the pany - Special advantage for the job - Working experience - Five-year target - Biggest weakness and how to overe the weakness - Expected salary If there is no agreement to be reached between Student 1 and Student 2, Student 1: interviewee Student 2: interviewer 2014-2015学年《商务英语沟通》13商务英语1、2班期末口语考试试卷二Select a partner by drawing a lot and perform one of the following dialogues、 Task 2 Telephone Marketing Make a dialogue over telephone with your partner to establish business relations with a potential new customer, make an appointment for further discussion and/or promote your products over the phone、The following points are necessary to be discussed: - Correct and polite wording on telephone dialogue -Manage not to let the potential customer close the conversation before: 1)getting the information about your pany and products; 2)accepting an appointment with you; 3)leaving his or her contact number or email to you、 If there is no agreement to be reached between Student 1 and Student 2, Student 1: sales clerk Student 2: potential customer 2014-2015学年《商务英语沟通》13商务英语1、2班期末口语考试试卷三Select a partner by drawing a lot and perform one of the following dialogues、 Task 3 Trade Fair Marketing Suppose you are a clerk in a Chinese trading pany、Your boss asks you to attend an international trade show in Shanghai、Please make a careful preparation on appearance, expressions, manners, wording, voice, postures(手势)and try to promote your pany and products and attract a potential customer by taking advantage of some marketing skills、 The following points are necessary to be included: - Prepare sufficient business cards, brochures, catalogues, price lists, sample products, sample packing, pany ad video, laptop puter, U-disks, printer, etc、
商务英语期末测试
2011-2012学年第一学期考试试卷 Part One: Reading (10%) Look at the questions 1—5. In each question, which sentence is correct? For each question, mark one letter (A, B ,or C) on your answer sheet. 1 The supervisor A needs to know if there is no ink in the photocopier. B should repair the photocopier if it prints badly. C will tell you how to load the photocopier with ink. 2 A They will close the factory on 3 November. B They will move to a new factory on 3 November. C They will open the factory again on 3 November. 3 A John has to postpone his meeting until Friday. B John will be late for his meeting on Tuesday. C John hopes to see Jane on Tuesday. 4 A Telephone our new office if you want to order anything. B Visit our new office and talk to us about what you need C Contact us with your requirements when you open a new office. 5 A Please ring Insurance Direct back about the form before28 September. B Send back the insurance form that you phoned about before 28. C Insurance Direct have acknowledged receipt of your form dated 28 September. Questions 6—10 (10%) Look at the list below. It shows pages from a company ’s website on the internet. For questions6—10, decide which page (A-H) is the most suitable for each person below to select. For each question, mark the correct letter (A-H) on your Answer Sheet. Don ’t use any letter more than once. 6. Adam Smith is not satisfied with some goods he bought. 7. Rachel Cains wants to find out when the company started trading. 8.Hazel Thomas needs to know the name of the Personnel Officer. 9 Dominic Noble has to find out how the company performed last year. 10. Benjamin Tidswell wants the address of his nearest Sky Systems dealer. Questions 11-16. Read this article. Where do the sentences in the box belong? (12%)