商务英语写作

期末考试（20个备选问题，考其中10个）

1.What is the real intention of doing business writing? State your reasons.

To communicate information between writers and readers.

Because it can communicate effectively and efficiently.

2.What are the f unctions of doing business writing in international trade?

1)information function:to convey information;to complete the business routine

2)Interpersonal function:to promote harmonious relations between partners

3.How to show your consideration in business writing? Include details and examples in your explanation.

1)your-attitude way of writing:positive business letter,focus on “you”. e.g.I'm happy to inform you...改成You are lucky to... Negative business letters:avoid “you”. e.g.you need /must ...改成I'm sorry to...

2)Tactful way to blame your readers. e.g.you need /must ...改成for your reputation/ for your benefits...

4.In what kind of situation will you use persuasion when composing your business letter?

It should only be used when really necessary; you have made a request for more than twice; you failed to get a positive response.

5.In what situation will you address your reader with his/her name? And how to choose a complimentary close to agree with it?

1)when you know sb well enough, you call them by their first name, and use informal complimentary close like sincerely, cordially,regards

2)When you know the name and you are sure about their signature, you call them by their last name, and use semi-formal complimentary close like yours sincerely, cordially yours

6.In international trade, there are two kinds of enquiries? What are they? Please make a comparison between them.

General enquiry and specific enquiry

1)general enquiry is sent to several sellers; Specific enquiry is sent to a specific seller

2)Specific enquiry can conclude a transaction

3)general enquiry is to get some general information;Specific enquiry is to get detailed information

7.In what situation will a reference number be used when writing a business correspondence? To link the present letter with the previous correspondence to ensure it reaches the right person without delay.

8.Through what channels can a company secure the necessary information about a prospective trade partner?

1)self-introduction / enquiries from merchants

2)Commercial attache of a foreign embassy

3)Chambers of commerce at home and abroad

4)Branches, agencies, sales, representative abroad

5)Advertisements

6)Market survey

9.What are the main components of the letter concerning establishing business relations?

1)how: how you know their name and address

2)Why: why you are writing to him (your real intention)

3)Introduction: business scope

4)Expectation: for future relations

10.Under what circumstance should we make an offer?

1)on receipt of an enquiry

2)No stock available

3)Not receiving any enquiry

11.There are two kinds of offers,what are they? Please make a comparison between them. There are two kinds of offers : Firm offer and Non-firm offer.

Nature : Firm offer is irrevocable and unchangeable and time-limited. Non-firm offer is not restrained and not limited by time.

Content : Firm offer has all necessary terms of a transaction during the validity period. Non-firm offer has some terms to express reservation; such as “subject to our confirmation”、“only for reference”.etc. It is without trade terms.

Result : Firm offer is to conclude a transaction. Non-firm may be without any engagement.

12.How do you define a sales letter? What do we mean by a selling package?

Definition: At regular intervals, companies might mail letters to their specific customers or possible buyers to recommend or promote sales of their products or services.

You need other pieces to support your selling messages.

13.What should be emphasized when you are trying to promote sales of your products or services?

Feature is what the product or service has, benefit is what the buyer can gain from the feature. Benefit is the output of feature. When you are trying to promote sales of your products or service, you should emphasize the benefits.

14.As an intelligent seller, how to employ some useful strategies to deal with buyer's request for reducing the original price?

1)cost: the price is going up because of the rise in cost of production.

2)Market condition: the price of copper on the world market has gone up considerably in the past few months.

3)Infaltion rate: the world market for this item shows an upward trend. There is energy indiction of a further rise in price in the near future.