开头语与自我介绍

1.从中华人民共和国驻?大使馆商务参赞处获悉贵公司名称和地址，现借此机会与贵方通信，意在达成一些实际交易为开端，以建立业务关系。

Having had your name and address from the Commercial Counselor's office of the Embassy of the People's Republic of China in..., we now avail ourselves of this opportunity to write to you and see if we can establish business relations by a start of some Practical transactions.

2.从中国国际贸易促进会获悉，你们有意采购电器用具。

We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliances.

3.驻贵地的中国领事向我们介绍，你公司是?生产?（商品）的大出口商。

Your name has been recommended to us by the Chinese Consul stationed in your city as large exporters of ... goods produced in ....

4.从?获悉你们行名及地址并了解你们是??有经验的进口商。现向你们开报?，盼能在贵地市场推销。

From ..., we have obtained your name and address and understand that you are experienced importers of .... We have pleasure in offering you ... of which we would appreciate your pushing the sale on your market.

5.从?获悉你公司专门经营?，现愿与你公司建立业务关系。

We learn from ... that your firm specializes in ..., and would like to establish business relationship with you.

6.承??的介绍，获悉你们是??有代表性的进口商之一。

Through the courtesy of.... we have learned that you are one of the representative importers of ...

7.据纽约司密斯公司所告，得悉你公司名称和地址，并得知你们?日本东京商会已把你行介绍给我们。

Your name and address has been given to us by Messrs. J. Smith & Co., Inc., in New York, who have informed us that your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan.

8.承贵地?银行通知，你们是?的主要进口商（出口商），并有意与中国进行这些方面的贸易。

The.... Bank in your city has been kind enough to inform us that you are one of the leading importers (exporters) of ... and are interested in trading with China in these lines ...

9.据了解，你们是中国?（商品）有潜力的买主，而该商品正属我们的业务经营范围。 We are given to understand that you are potential buyers of Chinese ...,which comes within the frame of our business activities.

10.通过贵国最近来访的贸易代表团，我们了解到你们是信誉良好的?进口商，现发信给你们，盼能不断地接到你们的定单。

Through your trade delegation that recently paid a visit to this country, we learned that you are well-established importers of ... and are writing to you in the hope of receiving your orders from time to time.

11.我们欣然寄发这封自荐信，希望是互利关系的前奏。

We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.

12.我们有幸自荐，盼望能有机会与你们合作，扩展业务。

We have the Pleasure to introduce ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.

13.我们冒昧通信，以期待与贵公司建立业务关系。

We take the liberty of writing to you with a view to building up business relations with your firm.

14.现向贵司自我介绍，我们是国营公司，专门经营轻工业品。

We wish to introduce ourselves to you as a state operated corporation dealing exclusively in Light Industrial Goods.

15.也许你们已有所知，我们是国营公司，经营??（商品）的进出口业务。

As you may be well aware, we are a state-operated corporation handling such items as .. in both import and export business.

16.鉴于你们是?的主要进口商之一，特此联系，盼能建立业务关系，以有助于你们满足各项需求。

As you are one of the leading importers in ..., we have pleasure in contacting you in the hope of establishing business relations and rendering you assistance in a wide range of your requirements.

17.了解到你们对?（商品）的进口和出口都感兴趣，故愿自荐，希望在我们两公司间建立互利的业务关系。

We understand that you are interested in both the import and export of ... and it is on this subject that we wish to introduce ourselves in the hope of establishing mutually beneficial business relations between our two corporations.

18.你公司是信誉卓著的照相机进口商，我公司极愿与你公司建立业务关系。为此，我们现

在寄去商品目录和价目单，用以向你公司毛遂自荐。

The high reputation, which you are enjoying as camera importers, has rendered us desirous of entering into business relations with you. Accordingly, we introduce ourselves to you by sending you our catalogs and price-lists.

19.我们经营的商品包括本国第一流造纸厂的产品，因此，我们有良好条件就你们提出的商品，向你们的顾客提供质量最可靠的商品。

The commodities we are handling consist of the manufactures of the first-rate paper mills of this country, and so we are in a good position to serve your customers with the most reliable quality of the line you suggest.

20.我们专门经营中国美术工艺品出口，愿与你们进行交易。

Specializing in the export of Chinese Art & Craft Goods we express our desire to trade with you in this line.

21.我们的主要业务是纺织品和手工艺品。

Our lines are mainly textiles and handicrafts.

22.我们经营这项业务已有多年。

We have been in this line of business for many years.

23.本信目的是探索与你们发展贸易的可能性。

The purpose of this letter is to explore the possibilities of developing trade with you.

24.我们愿在平等互利、互通有无的基础上与你公司建立业务关系。

We are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one has for what one needs.

25.我们愿与你们建立友好业务关系，分享互利的交易。

We wish to establish friendly business relations with you to enjoy a share of mutually profitable business.

26.盼直接洽谈，以便将你公司特种经营商品引进我地市场。

We wish to enter into direct negotiation with you with a view to introducing your special lines in our market.

27.我们有意向中华人民共和国寻求原油供应来源的可能性.

We are interested in the possibility of establishing sources of supply of crude oil from the People's Republic of China.

28.建议试试利用一下我们的经验和专门知识。

We advise you to make use of our experience and special knowledge on

trial.

29.相信我公司的对外贸易经验以及对国际市场情况的熟悉，可能使我们有资格得到你们的信任。

We trust that our experience in foreign trade and intimate knowledge of international market conditions will entitle us to your confidence.

30.我公司与此地可靠的批发商有密切联系，能与你公司作可观的进口业务。

Being closely connected with reliable wholesalers here, we shall be able to do considerable import business with you.

31.我们能开报十分优惠的条款。

We are able to quote you very advantageous terms.

常见价格及费用词语

Common Terms of Prices and Expenses

advertising cost 广告费

appraised 估价

basic price 基价

buying offer 买方发价

ceiling price 最高价

C.I.F. value 赶岸价

combined offer 联合发价

cost and freight (C.& F.) 到岸价；运费在内价

cost and insurance (C.& I.) 保险在内价

cost, insurance and freight (C.I.F.) 运费及保险在内价

counter offer 还价：还发价

current price 现时价

entertainment expenses 交际费

ex-dock (factory) 码头（工厂）交货价

ex-mine (plantation) 矿区（农场）交货价

wx-maker's godown 制造商仓库交货价

ex-quay (wharf) 码头交货价

ex-ship 输入港船上交货价

first cost 生产成本价

floor price 最低价

franco 全部费用在内价

free alongside(on) ship 船边（上）交货价

free on rail 火车上交货价

free overside 出入港船上交货价

free out (F.O.) 卸货费船方免责

freight collect 运货由提货人交付

freight repaid 运费预付

freight terms 岸上交货价

landing (loading) charges 起货（装载）费

local (spot) 当地付货价

miscellaneous expenses 杂项开支

net price 净价；实价

offer on sale or return 许可退货发价

offer without engagement 不受约束发价

out-of-pocket expenses 零星开支

overhead 日常开支；日常管理费

packing charges 包装费

prime cost 原价；主要成本

rebate 回折

retail price 零售价

stevedorage 码头工人搬运费

storage charges 仓租

sundry chargesd（expenses) 杂费

surcharge 附加费

wharfage 码头费

wholesale price 批发价

商务谈判实例(一)

Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：

D: I'd like to get the ball rolling（开始）by talking about prices.

R: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have.

D: Your products are very good. But I'm a little worried about the prices you're asking.

R: You think we about be asking for more?(laughs)

D: (chuckles莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.

R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.

D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right?

R: Yes, but it's hard to see how you can place such large orders. How could you turn over（销磬）so many? (pause) We'd need a guarantee of future business, not just a promise.

D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

R: If you can guarantee that on paper, I think we can discuss this further.

商务谈判实例(二)

Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:

R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.

D: Just what are you proposing?

R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.

D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don't think I can change it right now. Why don't we talk again tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this.

NEXT DAY

D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground（互相妥协）.

D: I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan, I can't bring those numbers back to my office――they'll turn it down flat（打回票）.

D: Then you'll have to think of something better, Robert.

商务谈判实例(三)

Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？请看下面分解：

R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

D: That's a lot to sell, with very low profit margins.

R: It's about the best we can do, Dan. (pause) We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?!

R: Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）?

D: We'd like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn't handle much larger shipments.

R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.

D: I can agree to that. Well, if there's nothing else, I think we've settled everything.

R: Dan, this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.

商务谈判实例(四)

今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：

R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.

K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.

R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.

K: I hope so. And what might be the basic questions you have?

R: First, do you intend to take a position in（投资于??）our company?

K: No, we don't, Mr. Liu. This is just OEM.

R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.

K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.

K: I'll check the number later, but what do you propose?

R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

商务谈判实例(五)

Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：

K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

R: That sounds reasonable. But could you shed some light on（透露）the size of your orders?

K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

R: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.

K: Mr. Liu, you've got to give up something to get something.

R: If you're asking us to take such a large gamble（冒险）for just two year's sales, I'm sorry, but you're not in our ballpark（接受的范围）.

K: What would it take to keep Pacer interested?

R: A three-year guarantee, not two. And a qualilty inspection（质量检查）tour after one year is fine, but we'd like some of our personnel on the team.

K: Acceptable. Anything else?

R: We'd be making huge capital outlay（资本支出）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（取得初步进步）.

商务谈判实例(六)

行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢？以下对话即为您揭晓：

K: If we transferred our technical and research expertise（技术与研究的专业知识）, what would stop you from making th esame product?

R: We'd be willing to sign a commitment. We'll put it in writing （书面保证）that we won't copycat（仿冒）the Sports Cast within five years after ending our contract.

K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.

R: Fine. We have no intention of becoming your competitor.

K: Great. Then let's settle the details of the transfer agreement.

R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?

K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

R: Our first production run（一批的生产）should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up（处理突发的事件）.

K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.

商务谈判实例(七)

Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形：

M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.

R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把??作为目标市场）.

M: True, but we are happy with the sales. It's a new product. How could you do better?

R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.

M: Can you tell me what your sales have been like in past years?

R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.

M: What kind of distribution capabilities（分销能力）do you have?

R: We have salespeople in four major areas around the island, selling directly to customers.

M: What about your sales?

R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential（未开发的市场潜力）, Mr. Davis.

商务谈判实例(八)

Robert说明Pacer在行销与技术上的基础后，终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步？我们看看Robert怎么说：

M: Mr. Liu, what kinds of sales do you think you could get?

R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike（激增） sales by 30% to 40% in the first year. But certain conditions would have to be met.

M: What kinds of conditions?

R: We'd need your full technical and marketing support.

M: Could you explain what you mean by that?

R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.

M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to（根据）total sales.

R: Sounds OK, if we can come to terms（达成协定） on how much is fair. As for marketing support, we would like you to assume 50% of all costs.

M: We'd prefer 40%. Many customers learn about our products through

international magazines, trade shows, and so on. We pick up the tab（付款）for that, but you get the sales in Taiwan.

R: We'll think about it, and talk more tomorrow.

M: Fine. We'd like you to tell us about your marketing plans.

商业信函的7个“C”原则

写信的原则（Writing Principles）已从原来的3个“C”（Conciseness, Clearness, Courtesy）发展到目前的７个“C”：Completeness, Clearness, Concreteness, Conciseness, Correctness, Courtesy, Consideration

实例:

Dear Sirs,

With reference to your letter of April 9, we are pleased to accept your offer of 100 tons of Copper Wire as per your Offer Sheet No.8/070/02B. Please go ahead and apply for your Export Licence. As soon as we are informed of the number of the Export Licence we will open the L/C by cable.

信的本文汉译

关于你们四月九日涵，我们高兴地接受你们第８／０７０／０２Ｂ号报盘单所报１００吨紫色铜丝。请着手办理申请出口许可证。一经接到出口许可证号码的通知，当即电开信用证。

美语与英语在国际商务方面的差异

—单词拼法上的差异

美语与英语在单词拼法上的差异主要有两种：一种是单词发生单变使得个别字母不相同，另一种是美语单词较为简化。前者如enquire（英）与inquire（美），这两个单词公第一个字母不相同，都是商品交易前，一方向对方洽询有关商品的价格、数量、交货时间及付款条件等的询价，也叫询盘；"车胎"英国用tyre，美国用tire；；"睡衣"英语用pajamas，美语用pyjamas；"执照""特许证"英语用licence，美语用license。这类单词仅一个字母不同，发音上有的相同，有的相似。

美语的单词一般比英语单词要简单。近年来，美语越来越趋向简化，充分体现了美国人生活和工作高效快捷的现代化特性。这些较为简化的词大都源于英语，大量词汇在英语里仍然保持原貌，而进入美语后，这些单词就逐渐变得简单起来，从而使用起来较为方便。如较常见的单词colour（颜色），在美误里就拼成color，少了一个"u"字母；refrigerator（电冰箱）美语是fridge，美语比原词要简单得多。美语单词的简化现象是美语与英语在单词拼法上的差异的主要表现。现将商务英语中比较常见的这类单词列举如下：

英语 美语

catalogue catalog 商品目录

woollen woolen 羊毛

acknowledgement acknowledgment 确认

cheque check 支票

aerophane airplane，plane 飞机

honour honor 荣誉

jewellery jewelry 珠宝

storey story 楼层

judgement judgment 判断

kilogramme kilogram 公斤

cigarette cigaret 卷烟

programme program 节目、程序

traveller's cheque traveler's check 旅行支票

advertisement ad 广告

advertising agent adagent 广告代理人

advertising rates, etc adrate, etc 广告费

labour labor 劳动

不过，也有极少数单词美语比英语在拼法上稍微复杂一点，比如"instalment"（分期付款），美语经常双写"1"，拼成"installment"，而英语只单写"1"；某些常用的简化词特别是非常流行的缩略词如"ad"（advertisement 的缩略形式）在英语里也被采用。

—日期、数字表达方面的差异

在日期方面，美英的表达方式是有差别的。以日为先，月份为后，此为英国式，美国式则与此相反。如一九九六年三月二日的写法：

2nd March, 1996（英）

March 2, 1996（美）

在美式的写法中，1st, 2nd, 3rd的st, nd, rd是不使用的。由于日期书面表达不同，读法也不一样。如19xx年4月20日，英式的写法是20th April, 1987，读成the

twentieth of April, nineteen eighty-seven；美式的表达是April 20, 1987，则读成April the twentieth, nineteen eighty-seven。同样，全部用数字表达日期时，英美也有差别。19xx年5月6日按照英国式应写成6/5/98，而按照美国式应写成5/6/98；01.08.1998是英国式的19xx年8月1日，按照美国的表达方式却是19xx年1月8日，美国的19xx年8月1日应写成08，01，1998。因此，全部使用数字来表示日期时，往往发生误解，在商务活动中必须谨慎使用。

表达百万以上的数字概念英美的差别甚大，如one billion英语指的是"万亿""兆"，而美语则只"十亿"；one trillion英语晨相当于million million million=1018,是百万兆，在美语里却相当于英国英语的one billion，是"万亿"、"兆"。

在数字口头表达方面，两国也存在着差别。$175（175美元）英语读成a(one) hundred and seventy five dollars，美语读成one hundred seventy five dollars，常省略and；表达连续同样数字的号码时，英语习惯用double或triple，美语一般不这样用，如电话号码320112，英语读成three two zero, double one two，美语则读成three two zero one one two, 999 234英语读成nine double nine (triple nine) two three four，美语则读成nine nine nine two three four，不过美国人也把连续三个相同的号码读成three 加上这个数字的复数形式，如999读成three nines。

摘自：Agri-Trader.Com

外企求职必备 强力推荐

想找一份满意的工作吗? 面试中面对外国老板连珠炮似的提问, 有没有觉得心慌意乱、 无所适从？求职过程中面试尤为重要，回答问题，如果能简明扼要，真诚中肯，合乎老 外口味，那么录取机会必定大大增加。当然，有的问题，也要轻描淡写，以免言多必 失。本篇摘录了若干面试中出现频率较高的问题及精彩回答，希望能在您求职路上助您 一臂之力。

Q： Can you sell yourself in two minutes？ Go for it. （你能在两分钟內自我推

荐吗？大胆试试吧！）

A： With my qualifications and experience, I feel I am hardworking,

responsible and diligent in any project I undertake. Your organization could

benefit from my analytical and interpersonal skills.(依我的资格和经验，我觉

得我对所从事的每一个项目都很努力、负责、勤勉。我的分析能力和与人相处的技巧， 对贵单位必有价值。)

Q：Give me a summary of your current job description. (对你目前的工作，能否

做个概括的说明。)

A：I have been working as a computer programmer for five years. To be

specific, I do system analysis, trouble shooting and provide software

support. (我干了五年的电脑程序员。具体地说，我做系统分析，解决问题以及软件供

应方面的支持。）

Q：Why did you leave your last job？(你为什么离职呢？)

A： Well, I am hoping to get an offer of a better position. If opportunity

knocks, I will take it.（我希望能获得一份更好的工作，如果机会来临，我会抓 住。）

A：I feel I have reached the "glass ceiling" in my current job. / I feel

there is no opportunity for advancement. （我觉得目前的工作，已经达到顶峰， 即沒有升迁机会。)

Q：How do you rate yourself as a professional？(你如何评估自己是位专业人员呢 ？)

A： With my strong academic background, I am capable and competent. (凭借我 良好的学术背景，我可以胜任自己的工作，而且我认为自己很有竞争力。）

A：With my teaching experience, I am confident that I can relate to students very well. (依我的教学经验，我相信能与学生相处的很好。)

Q： What contribution did you make to your current (previous) organization？ (你对目前/从前的工作单位有何贡献？)

A： I have finished three new projects, and I am sure I can apply my

experience to this position. (我已经完成三个新项目，我相信我能将我的经验用在 这份工作上。)

Q：What do you think you are worth to us？(你怎么认为你对我们有价值呢？)

A：I feel I can make some positive contributions to your company in the

future. (我觉得我对贵公司能做些积极性的贡献。)

Q：What make you think you would be a success in this position？ (你如何知道 你能胜任这份工作？）

A：My graduate school training combined with my internship should qualify me for this particular job. I am sure I will be successful. (我在研究所的训练， 加上实习工作，使我适合这份工作。我相信我能成功。)

Q：Are you a multi-tasked individual？(你是一位可以同时承担数项工作的人吗？) or

Do you work well under stress or pressure？(你能承受工作上的压力吗?)

A：Yes, I think so.

A：The trait is needed in my current（or previous) position and I know I can

handle it well. (这种特点就是我目前（先前）工作所需要的，我知道我能应付自 如。)

Q：What is your strongest trait(s)？(你个性上最大的特点是什么？)

A：Helpfulness and caring.（乐于助人和关心他人。）

A：Adaptability and sense of humor.（适应能力和幽默感。）

A：Cheerfulness and friendliness.（乐观和友爱。）

Q： How would your friends or colleagues describe you？（你的朋友或同事怎样 形容你？）

A： (pause a few seconds) (稍等几秒钟再答，表示慎重考虑。)

They say Mr. Chen is an honest, hardworking and responsible man who deeply cares for his family and friends. (他们说陈先生是位诚实、工作努力，负责任的 人，他对家庭和朋友都很关心。)

A：They say Mr. Chen is a friendly, sensitive, caring and determined person. (他们说陈先生是位很友好、敏感、关心他人和有决心的人。)

Q：What personality traits do you admire？(你欣赏哪种性格的人？)

A： (I admire a person who is）honest, flexible and easy-going. (诚实、不死 板而且容易相处的人。)

A： (I like) people who possess the "can do" spirit. (有"实际行动"的人。)

Q：What leadership qualities did you develop as an administrative personnel ？(作为行政人员，你有什么样的领导才能？)

A：I feel that learning how to motivate people and to work together as a

team will be the major goal of my leadership. (我觉得学习如何把人们的积极性 调动起来，以及如何配合协同的团队精神，是我行政工作的主要目标。)

A：I have refined my management style by using an open-door policy. (我以开 放式的政策，改进我的行政管理方式。)

Q：How do you normally handle criticism？(你通常如何处理別人的批评？)

A：Silence is golden. Just don't say anything; otherwise the situation could

become worse. I do, however, accept constructive criticism. (沈默是金。不必 说什么，否则情况更糟，不过我会接受建设性的批评。)

A：When we cool off, we will discuss it later. (我会等大家冷靜下来再讨论。)

Q： What do you find frustrating in a work situation？(在工作中，什么事令你 不高兴？)

A： Sometimes, the narrow-minded people make me frustrated. (胸襟狭窄的人， 有时使我泄气。)

A：Minds that are not receptive to new ideas. (不能接受新思想的那些取。)

Q：How do you handle your conflict with your colleagues in your work? (你如 何处理与同事在工作中的意见不和？)

A：I will try to present my ideas in a more clear and civilized manner in

order to get my points across. (我要以更清楚文明的方式，提出我的看法，使对方 了解我的观点。)

Q：How do you handle your failure？(你怎样对待自己的失敗？)

A： None of us was born "perfect". I am sure I will be given a second chance

to correct my mistake. （我们大家生来都不是十全十美的，我相信我有第二个机会 改正我的错误。)

Q：What provide you with a sense of accomplishment. （什么会让你有成就感？）

A：Doing my best job for your company. (为贵公司竭力效劳。)

A：Finishing a project to the best of my ability. (尽我所能，完成一个项目。)

Q：If you had a lot of money to donate, where would you donate it to？Why？ (假如你有很多钱可以捐赠，你会捐给什么单位？为什么？)

A：I would donate it to the medical research because I want to do something to help others. (我会捐给医药研究，因为我要为他人做点事。)

A：I prefer to donate it to educational institutions. (我乐意捐给教育机构。)

Q：What is most important in your life right now？(眼下你生活中最重要的是什

么？)

A：To get a job in my field is most important to me. (对我来说，能在这个领域 找到工作是最重要的。)

A：To secure employment hopefully with your company. (希望能在贵公司任职对我 来说最重要。)

Q：What current issues concern you the most？(目前什么事是你最关心的？)

A：The general state of our economy and the impact of China' entry to WTO on

our industry. (目前中国经济的总体情況以及中国入世对我们行业的影响。)

Q： How long would you like to stay with this company？(你会在本公司服务多久 呢？)

A： I will stay as long as I can continue to learn and to grow in my field.

(只要我能在我的行业力继续学习和长进，我就会留在这里。)

Q：Could you project what you would like to be doing five years from now？

(你能预料五年后你会做什么吗？)

A：As I have some administrative experience in my last job, I may use my

organizational and planning skills in the future.

(我在上一个工作中积累了一些行政经验，我将来也许要运用我组织和计划上的经验和 技巧。)

A：I hope to demonstrate my ability and talents in my field adequately. (我

希望能充分展示我在这个行业的能力和智慧。)

A：Perhaps, an opportunity at a management position would be exciting.（也许 有机会，我将会从事管理工作。）

如果不愿正面回答，也可以说：

It would be premature for me to predict this. （现在对此问题的预测，尚嫌过

早。）

甚至还可以打趣的说：

Hypothetically speaking, I might be able to do your current job as a

director.（或 CEO 或 president）((说不定，我也能做你现在主任的工作呢！)

Q： What range of pay-scale are you interested in？(你喜欢那一种薪水层次标准 ？)

A： Money is important, but the responsibility that goes along with this job

is what interests me the most. (薪水固然重要，但这工作伴随而来的责任更吸引 我。)

A： 假如你有家眷，可以说：

To be frank and open with you, I like this job, but I have a family to

support. (坦白地说，我喜欢这份工作，不过我必须要负担我的家庭。)

Other Tips (其它建议)

Know something about the organization you are applying to. (了解一些你申请工 作单位的情况)

Dress properly. Don't shake hand with the interviewer until he/she extends his/her hand. (穿着要得体，人家伸手时才握手。)

Don't sit down until invited to do so by the interviewer. (人家未请，先別坐 下。)

Make eye-contact with the interviewer during the interview. (面试时，眼睛要 看着对方。)

Listen actively and stay calm. (注意听，保持冷静。)

If invited to a meal, be especially careful about your table manners. (被邀 吃饭时，要特別注意餐桌礼节。)

Don't talk with your mouth full. (嘴里有食物，不可开口说话)

Don't make much noise while you eat. (吃东西不要出声音)

Don't blow your nose or use the toothpick at table. (不要拧鼻涕或用牙签剔牙)

Don't appear to be pushy or overly anxious to get a job.（不必过分表现急着要 工作）

Be honest

but not too modest.（要诚实，但不必太谦虚)

Don't put yourself down or cut yourself up. (不可妄自菲薄或自贬)

Try to avoid discussing politics or religion with your interviewer. (避免与 面试人谈政治或宗教)