HR Planning System Integration and Upgrading Research of

A Suzhou Institution

《商务英语写作》说课要点

一、本课程在专业学生培养方案中所起的主要作用

随着世界经济一体化的发展以及中国加入世界贸易组织（WTO），国际间商务活动日趋频繁，对商务英语应用文质量的要求也越来越高。因此，有必要提高国际商务从业人员和涉外工作人员的英语应用文写作水平。根据高等职业技术教育的特点，《商务英语写作》课程的主要任务是培养学生掌握商务英语应用文的基本知识和写作技能，提高商务英语文书的表达能力，培养具备参加全国商务英语证书考试中的《写作》的考试能力，也为学生参加全国外销员证书考试中《外经贸英语》和外贸业务员证书考试中的《外贸业务操作实务》服务，以满足企业第一线对日常能处理商务信息的高素质应用性专门人才的要求，也为学生毕业后成为适应社会需要的应用型涉外商务工作者打下良好的基础。

二、本课程在教学内容方面所进行的取舍、整合等课程改革

1．本课程的主要教学方法和手段

《商务英语写作》是一门实践性和可操作性很强的课程，要求我们既要传授从事国际商务活动所需的商务英语应用文的基础知识和

写作技能，又要重点突出商务英语文书实际应用能力的培养。在教学过程中采用多媒体的教学手段，运用讨论法、任务法、交际法、案例教学法等教学方法，注意教学的科学性、系统性和针对性。

2．实践教学内容和环节的确定

《商务英语写作》是一门把英语知识应用于专业写作的写作技能课程，因此，首先要处理好理论与实践的关系，要体现精讲多练的原则。本着实践——理论——实践的认知规律，突出语言的实用性和应用性，以常见商务英语应用文写作的基本知识和技能为主，边学边练，反复运用，使学生掌握在写作中选用适当的词汇和句式，体现清楚、简洁、正确、完整、具体、礼貌、体谅的“7C”要求，以达到提高写作技能的目的。其次要正确处理读、写、译的关系。《商务英语写作》将英语语言基本技能与商务知识融为一体，有机结合，培养学生在商务活动中对英语写作的应用能力。最后要正确处理教与学的关系。要树立以学生为中心的思想，充分调动学生的积极性，《商务英语写作》教学应遵循“理解——识记——复用——活用”的程序，应采用多样化的练习形式和小组讨论、角色扮演等教学形式，帮助学生掌握和应用商务英语写作的基础知识和技能。

3．实训项目的确定

我院拥有现代化的多媒体教室，为本课程的实训提供了较为理想的场所。为达到实训目标及训练要求，设立以下实训项目及具体内容。 实训 1 商务报告的写作

实训内容：根据有关背景资料拟写商务报告

实训目的：通过情景写作使学生掌握短篇商务报告的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 2 会议议程的写作

实训内容：根据有关资料拟写会议议程

实训目的：通过情景写作使学生掌握会议议程的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 3 通知的写作

实训内容：根据相关背景拟写通知

实训目的：通过情景写作使学生掌握通知的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 4 会议记录的写作

实训内容：根据有关背景资料拟写会议记录

实训目的：通过情景写作使学生掌握会议记录的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 5 备忘录的写作

实训内容：根据有关背景拟写备忘录

实训目的：通过情景写作使学生掌握备忘录的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 6 招标公告的写作

实训内容：根据有关背景资料拟写招标公告

实训目的：通过情景写作使学生掌握招标公告的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 7 投标书的写作

实训内容：根据有关背景资料拟写投标书

实训目的：通过情景写作使学生掌握投标书的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 8 说明书的写作

实训内容：根据相关资料拟写产品说明书

实训目的：通过情景写作使学生掌握产品说明书的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 9 证明书的写作

实训内容：根据相关背景拟写证明书

实训目的：通过情景写作使学生掌握证明书的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 10 意向书的写作

实训内容：根据相关背景资料拟写意向书

实训目的：通过情景写作使学生掌握产品意向书的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 11 合同的写作

实训内容：根据相关资料拟写合同

实训目的：通过情景写作使学生掌握合同的写作

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩，并将优秀范文进行展示。 实训 12 商务英语写作基础训练

实训内容：根据相关资料分析、辨别商务英语写作的七个基本原则，掌握商务英语写作 中应如何合理选词、有效组织句子和篇章结构

实训目的：通过辨析使学生掌握商务英语写作中应如何合理选词、有效组织句子和篇章 结构

实训器材：多媒体

实训步骤：呈现背景资料；课堂讨论；学生独立完成相关写作

考核总结: 学生上交此次实训报告，教师进行批阅，评定成绩。

4．多媒体课件的建设状况

目前，本课程已选取、模拟与制作了较完备的与教材相应的一整套多媒体课件，并随着教学的开展随时修改、更新。在制作多媒体可见的过程中，注重实用性兼顾趣味性，把教材感性化形象化、兴趣化，这也是重塑教材的创新过程。同时，充分利用网络中的教学资源，选取运用于课堂教学中，不断更新教学内容，与时俱进。

三、本课程目前师资队伍情况

目前，担任本课程的教师共5名，其中副教授1名，讲师2名，助教2名。

四、本课程教学效果及今后改革的思路

本课程在教学过程中始终把握实用性的原则，注重培养学生在实际操作中处理商务文书的能力。自开课以来，学生学习积极性高，教学效果良好。

商务英语写作是以满足职场需求为目的，因此，在今后的教学中，应把此课程直接与市场经济挂钩。市场是一个动态的过程，因而商务英语写作教学自然也是一个动态的过程，同时也应实事求是。我们可以采用讨论、模拟或案例教学把企业遇到的实际业务情况作为背景材料，对写作内容进行分析，最终使学生的实际操作能力得到提高。

 

第二篇：商务英语写作教案

严谨 规范 求真 铸魂

Part 1 Writing When Making Applications (1)

1. layout and conventions of letter writing

Procedure:

I. Leading in：5 minutes

Say something about the teaching arrangement of this term and how to study this course. And then ask students to point out the advantages and disadvantages of the following ways of communication and make a conclusion that letter is the basis for communication for business. II. Teaching Contents: 40 minutes

a. The main parts of business letters

1) the letterhead

2) the inside address

3) the date

4) the salutation

5) the body of the letter

6) the complimentary close

7) the signature

b. The optional parts

1) the references

2) the special markings

3) the subject line

4) the carbon copy notation

5) the enclosure

c. Form of a business letter

Indented format is the traditional British practice with the heading usually in the middle and the date on the right-hand side. The complimentary close may be in the center or commence at the center point.

With every new line two or three spaces are indented. Also each paragraph indents by five or six spaces.

Block format is now the most popular practice of displaying business letters.

Its remarkable feature is that all typing lines, including those for the date, inside name and address, salutation, subject heading, each message paragraph and complimentary close, begin at the left-hand margin.

The semi-blocked format is the mixture of the above two formats. The first line of a

paragraph is lined up with the left margin and there is an extra blank line between paragraphs to signal the start of a new paragraph, but the writer’s address, date, closing and signature information are indented.

d. Envelopes addressing

? The principles of addressing envelopes: accuracy

? clearness

? appearance

III. Exercises 30 minutes

Elements of Business Letters and Their Positions in the Letter:

1) Sender’s name: China national Light Industrial Products Import & Export Corporation, Dalian Branch

2) Sender’s address:111 Renmin Road, Ningbo,China

3) Sender’s E-mail:Ningbo@ chinalig. Com. Cn

4) Sender’s telephone number: 0574-88132226

5) Sender’s Reference Number: WDF/LN

IV. Summary Give a brief summary this class IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 1 页

严谨 规范 求真 铸魂

Part 1 Writing When Making Applications (2)

2. applying for job vacancies

1. Teaching task: Job application Letter

2. Teaching target and object:

(1) Enable the students to write a job application letter with proper contents, format structure

and language

3. Teaching focus:

(1) How to write a letter in order to apply for a job

4. Teaching method: free writing--–commentary --–discussion---guided writing---commentary –-comparison with the samples---summery

5. Teaching procedures:

(1) Checking the students’ assignments:

Ask one of the review panels to do the classroom report. . Telling the class how they reviewed the letters after class, what problems they have found and what suggestions they would like to make. Show the class their sample letter with detailed correction.

a. The teacher does the classroom report about the assignment.

(2) Let students know the teaching tasks , target and teaching focus for this lecture

(3 ) The word of the day : apply : v. to make a formal request , the usual pattern of the verb is

apply to sb. for sth. E.g. I’d like to apply to the publishers for permission to reprint an extract. Its noun form is application, meaning a formal request.

(4) The quotation of the day: ―Treat other people as you hope they will treat you.‖ By Aesop

(5) Ask the students to write a job application letter in class in any way they think appropriate. and ask one of them to write his or her letter in the computer directly.

(6) Broadcast one or two students’ writings so as to discuss with the class problems in the content, format and language in these writings;

(7) Discuss with the class the important points concerning this piece of writing: (After the discussion the students should know that in writing we have to be clear: to write for what a particular purpose, for what a particular reader, and in what form)

a) What is the purpose of this writing task?

Applying to work in a unit/company of a joint venture (Field which determine the contents.);

b) What is the relation between the writer and reader?

Writer and reader: a student or a would be employer and an unknown foreign manager (Tenor which decides the distance: maximum; and power between the reader and writer: the reader has a maximum power over the writer, which decides the style: formal);

c) What is the mode of writing? Is it to be read or to be spoken? What is the form? What is the language?

Written to be read in the form of an English letter.

What is the format of an English business letter?

Heading ^ inside address ^ salutation^ reference ^purpose and information about you and about the job requirements ^expectation and thanks ^complimentary close ^ signature d) What are the necessary elements and optional elements in the content?

The necessary elements:

personal information

objective

education background

working experiences

asking for consideration

expressing thanks

淮安信息职业技术学院备课笔记 共32 页 第 2 页

严谨 规范 求真 铸魂

complimentary close

signature(hand signature and printed name of the writer)

Optional elements:

Age

Marital state

Your sex

Your family members

Health state

Skills, interest or hobbies unrelated with the job

Your birthplace

Your references

Therefore the semantic structure for job application letter is as follows:

Heading ^inside address ^the writer’s personal information ^ objective ^ education ^ working experience ^ (skills/strength ^ interests ^ references, etc.) ^ asking for

consideration ^ expressing thanks ^complimentary close ^ signature

e) How are these elements expressed by the grammatical and the language expressions? Tenses: mostly the present, the present perfect and the past tenses used in different paragraphs;

Words: we had better use formal words.

(8) Show the students some samples and ask them to compare and comment by asking them the five questions mentioned above.

淮安信息职业技术学院备课笔记 共32 页 第 3 页

严谨 规范 求真 铸魂

Part 2 Secretarial Writing (1)

1. minutes of meeting

Procedure:

I. Leading in：5 minutes

Anyone, including you, may be assigned to take the minutes at a meeting. Often someone who is not participating in the meeting will be called upon to be the minute-taker.

II. Teaching Contents: 40 minutes

Before a meeting the minute-taker should review the following:

? The minutes from previous meeting

? All of the names of the attendees (if possible)

? The items on the agenda

It also helps to create an outline before going to the meeting. An outline should include the following:

? A title for the meeting

? The location of the meeting

? A blank spot to write the time the meeting started and ended

? The name of the chairperson

? A list of attendees that can be checked off(or a blank list for attendees to sign)

? A blank spot for any attendees who arrive late or leave early

Sample Minutes Outline:

Supervisor's Meeting

Friday, May 5

Room 3

Start: ________ Finish: ________

Chair: Pierre

Attendees:

1._________

2._________

3._________

4._________

5._________

Late to arrive:_________

Early to depart:________

The minute-taker can use a pen and paper or a laptop computer and does not need to include every word that is spoken. It is necessary to include important points and any votes and results. Indicating who said what is also necessary, which is why the minute-taker should make sure to know the names of the attendees. If you cannot remember someone's name, take a brief note of their seating position and find out their name after the meeting. A minute-taker should type out the minutes immediately after the meeting so that nothing is forgotten.

III. Exercises: complete the following minutes MINUTES OF THE DIRECTORS' MEETING

HOLIDAY NOTICE Date: ____ Place: The meeting room of the company Present: ____ 淮安信息职业技术学院备课笔记 共32 页 第 4 页

严谨 规范 求真 铸魂

1.Report

The notice of convening this meeting and the manager's report on the state of business of the company was read by the secretary.

2.Resolution

With the consent of the meeting, the chairman made a speech and proposed that a gold metal be given to Mr. Zhang as a reward for his industrious and successful service in the past 2 years. Mr. Zhang seconded the motion, which was then put to the meeting and carried unanimously.

Signature: ____

Date: ____

IV. Summary 12 minutes

Give a brief summary this class

IV. Homework:

淮安信息职业技术学院备课笔记

共32 页 第 5 页

严谨 规范 求真 铸魂

Part 2 Secretarial Writing (2)

2. memoranda and office memos

Procedure:

I. Leading in：5 minutes

A memo random, or memo for short, is a written document typically used for interoffice communication. As it goes between co-workers and colleagues, it plays an important role in keeping the different parts of a company in touch. It is, in fact, the most common type of writing inside a medium-sized or large company.

II. Teaching Contents: 40 minutes

Analysis of the format of the following memo

You are required to fill in a Memorandum according to the following information in Chinese. IV. Summary 12 minutes

Give a brief summary this class

IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 6 页

严谨 规范 求真 铸魂

Part 2 Secretarial Writing (3)

3.business reports

Procedure:

I. Leading in：5 minutes

Reports can be anything from four or five sentences scribbled on a notepad to a dozen paragraphs reporting the results of a laboratory experiment to a twenty-two-volume feasibility study of the development of a supersonic transport. No clear-cut distinction exists between informal and formal reports: Simple problems and situations require only simple reports, perhaps resembling letters and memorandums more than anything else. But the more complex and lengthy the report, the further removed the audience is from the project you are reporting on, and the more valuable the report is as a long-term reference, the greater the need to formalize certain elements of the presentation to save readers time and effort and to prevent confusion.

The number and type of formal elements of a report vary with its size and purpose. Short reports that are designed to be read from beginning to end may use some headings. Other reports may add a title page and table of contents. Others that are designed to provide selective access to information may have these elements and an index. Some companies and organizations use a rigid, standardized plan for long reports; others are more flexible. If your organization or agency has an established plan, you should follow it. But remember that no one plan is best for all purposes. The formal elements of long reports being discussed here are purposely general and flexible, so that you can design each report to fit its own subject matter, purpose, and audience.

II. Teaching Contents: 40 minutes

Here is a list of formal elements. Long reports may have any or all of them. Although companies and organizations do not design their formal elements exactly alike, the differences are usually minor.

Prefatory elements

□ Cover

□ Title page

□ Letter of transmittal or preface

□ Table of contents (needed for all except short reports)

□ Lists of figures and tables (needed when the report contains five or more formal graphics) □ Abstract

Main elements

□ Introduction

□ Body (with headings and subheadings)

□ Ending (which may include a summary, conclusions, and recommendations)

Supplemental elements (which may include endnotes, lists of references, a glossary, appendixes, and so forth).

Prefatory elements

The prefatory elements initially present the report to a reader before she or he comes to the main elements. Their function is to present the contextual information of the report --- its author, audience, date, subject, coverage, and organization --- to readers before they begin to read or scan the report. Prefatory pages are numbered in small Roman numerals --- iii, iv, v, and so on. III. Exercises 30 minutes

Think of the title as a one-phrase summary of the report. It should indicate the subject as briefly and specifically as possible. Avoid unhelpful expressions like A Report on…, A Study of …, An

淮安信息职业技术学院备课笔记 共32 页 第 7 页

严谨 规范 求真 铸魂

Investigation. … Four to eight words are usually enough. One or two words are often vague; more than ten words work against easy comprehension. Here are some acceptable titles that describe succinctly the purpose and subject of reports:

Proposed Changes in the Traffic Pattern of Lockwood Mall

Comparative Merits of Copy Machines on the Market

Tooth Transplantation in Pediatric Medicine

Battery Eliminators Save Money in the Shop

Providing Accounting Support to the Small Business Development Center Clients

Such key terms as ―Proposed Changes‖, ―Traffic Patterns‖, ―Lockwood Mall‖, ―Copy Machines‖, ―Tooth Transplantation‖, ―Pediatric Dentistry‖, ―Battery Eliminators‖, ―Accounting Support‖, and ―Small Business Development Center‖ facilitate indexing and cross-referencing reports in files and databases.

IV. Summary 12 minutes

Give a brief summary this class

IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 8 页

严谨 规范 求真 铸魂

Part 2 Secretarial Writing (4)

4. itineraries

Procedure:

I. Leading in：5 minutes

An itinerary is a plan of a journey, including the route and the places that will be visited. It may be drawn up for an individual official/businessman or for delegations/missions, usually for making a foreign trip.

II. Teaching Contents: 40 minutes

在韩期间行程安排

Itinerary:

Aug. 18th, 2006: arrive Korea

Aug. 19th, 2006: registration

Aug. 20th, 2006: Council I& Opening ceremony (a.m.)

Exhibition and sessions (p.m.)

stAug. 21, 2006: Sessions (a.m.)

Sessions (p.m.)

Opening Party & Minister’s Reception

Aug. 22nd, 2006: Sessions (a.m.)

Sessions (p.m.)

Cultural Evening

rdAug. 23, 2006: Library Visits

Aug. 24th, 2006: library visits (a.m.)

Council II and Closing or library visits (p.m.)

Aug. 25th, 2006: leave from Korea

日程安排：

20xx年8月18日：抵达韩国

20xx年8月19日：大会注册

20xx年8月20日：第一次理事会、开幕式（上午）

展会、分会场（下午）

20xx年8月21日：分会场（上午）

分会场（下午）

开幕晚会或部长接待

20xx年8月22日：分会场（上午）

分会场（下午）

文艺晚会

20xx年8月23日：参观图书馆（全天）

20xx年8月24日：参观图书馆（上午）

第二次理事会、闭幕式或参观图书馆（下午）

20xx年8月25日：飞离韩国

III. Exercises 30 minutes

Write a time schedule according to the information given in Chinese.

（1）

2006 年 5 月20日，星期一：抵达北京，入住饭店

2006 年 5 月21日，星期二：参观清华大学、北京大学

淮安信息职业技术学院备课笔记 共32 页 第 9 页

严谨 规范 求真 铸魂

2006 年 5 月22日，星期三：

上午：美中计算机科学峰会（10：00 a.m. –2:00 p.m.）

晚上：北京航空航天大学设晚宴

Welcome to Beijing. As requested, we propose the following itinerary for your consideration… Keys:

Welcome to Beijing. As requested, we propose the following itinerary for your consideration… Monday, May 20, 2006

Most participants arrive in Beijing and transfer to hotel.

Tuesday, May 21,2006

Morning: Visiting Tsinghua University

Then: Visiting Peking University

Wednesday, May 22, 2006

Morning: The US-China Computer Science Leadership Summit(10:00 a.m. -2:00 p.m.)

Evening: Evening banquet hosted by Beijing University of Aeronautics and Astronautics

Would you please confirm by fax so that we can make arrangements accordingly?

（2）

2007 年1月9日星期二上午经理会议在上海办事处会议室召开。

主持人：史密斯先生

到会人：比尔先生、李女士、大卫先生、杨先生

会议主要内容：

1． 宣布会议开始后，秘书宣读了史密斯先生就公司经营状况所作的报告；

2． 与会者讨论了如何在中国拓展业务；

3． 李女士建议在苏州和常州建立办事处。大卫先生支持此项建议；

4． 董事长简单陈述了公司20xx年的计划。每个办事处今年都分配了400万美元的营业额。 会议于上午11点半结束。

Keys:

A manager’s meeting was held on Tuesday, January 9,2007 at 10 a.m. at the meeting hall of Shanghai Office. Presiding: Mr. Smith

Present: Mr. Bill, Ms. Lee, Mr. David, Mr. Yang

The chief items at the meeting:

1. After the meeting was declared open, Mr.Smith’s report on the state of the company’s business was read by the secretary.

2. The attendants discussed how to expand business in China.

3. Ms.Lee proposed that two branch offices be established in Suzhou and Changzhou. The motion was seconded by Mr. Davied.

4. The chainman made a brief explanation of the 2007’s plan of the company. Each branch office was assigned a turnover about $4,000,000 for this year.

The meeting closed at 11:30 a.m.

III. Summary

Give a brief summary this class

IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 10 页

严谨 规范 求真 铸魂

Part 2 Secretarial Writing (5)

5. business project

Procedure:

I. Leading in：5 minutes

All sorts of activities can be treated as projects, as long as they meet the essential qualifications of a project. In this part of the book, we are going to introduce you to the methods and procedures of setting up a project in a business environment, including the framework and contents needed to set up the business project. Students who have had working experience in a company can set up their project on the basis of the field they have been in. Those who have not had working experience can choose a business they are interested in. It is not necessary for the project to be a ―real‖ business, but it should be as realistic as possible. Whatever type of project you choose, the key problems are determining what kind of information you need to make the business a success and then setting up channels to procure that information. Once you have chosen the right project, you will need to collect and analyze important information about the status of the business, the general market environment, and customer demands. Then after this information has been gathered, you will need to do an additional step called SWOT analysis, which also includes gathering important information about the specific business location and climate.

II. Teaching Contents: 40 minutes

In the coming parts we will identify a number of commonly found procedures in how projects are planned and managed. We will see how to create a framework within which we can manage a project.

How can my company make profits?

Future benefits come from three sources in your company:

□ the operation of the company as currently set up;

□ the changes created by projects you already have under way;

□ proposals you have identified which need to be started.

Any change starts as a proposal. Therefore it is very important for a company to select good projects.

Principles for Selecting Projects

There are always far more ideas for projects to change a business than resources or money can support. To make matters worse, the less clear your strategy is, the more ideas there will be, thus compounding the problem.

How can you:

□ make sure you undertake the projects you need to?

□ limit the number of projects without stifling the good ideas?

□ kill off the projects which have no place in your company?

□ ensure that speed through the project stages is sustained?

You need to keep to the following three basic principles which can help people be ensured of the above:

1. Do not put a lid on the creation of new proposals for projects.

2. As soon as you can, make an informed decision on which projects to continue.

3. Having decided to do a project, do it, but stop if circumstances change.

The Steps to Set Up a Project

To ensure that the project is successfully planned and carried out, it is important to know the steps you need to take during the initial investigation stage to set up a project and ensure that control is established from the very start. For clarity these steps are described sequentially, but in practice you will find that you need to do them in parallel, as each step may influence any of the other steps.

淮安信息职业技术学院备课笔记 共32 页 第 11 页

严谨

How To Get About It 规范 求真 铸魂

1.

2.

3.

4.

5.

There are five key steps for you to follow when setting up a project: prepare a project definition; set up the project team; prepare a project plan; define your project organization; engage your stakeholders.

The purpose of formally setting up the project is for you to state explicitly the business drivers, scope, and objectives for the project, i.e..

□ why you are doing it;

□ what you will produce;

□ when you will produce it;

□ how you will approach the project;

□ who will be involved;

□ how much it will cost and benefit you.

This information is gathered in a document (the initial business case) and together with the associated plans, provides you with the starting point (baseline) on which all subsequently project decisions will be taken and against which you can measure project performance.

The headings under which you should define your project are given below.

III. Exercises 30 minutes

Some case studies

IV. Summary 12 minutes

Give a brief summary this class

IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 12 页

严谨 规范 求真 铸魂

Part 2 Secretarial Writing (6)

6. Telex and publicity materials

I. Leading in： 3 minutes

Do you know the meaning of the Tex?

YTLC OCT 8 UR CNTR OFR ACPTD SUBJ L/C RCVD BY 25 OTHWS CANCLD Is it difficult?

II. Teaching Contents: 30 minutes

电传中词汇和短语的简化规则

一、用一个短语或组织机构的第一个字母

ASAP：as soon as possible

EMP: European main ports

CCPIT: China Council for the promotion of International Trade

FYI: for your information

二、保留第一个音节：根据保留多少辅音字母可分为4小类

1保留第一个音节和其后的第一个辅音字母

Adjust: ADJ

Answer: ANS

Document: DOC

2.保留第一和第二个音节。如：

Avenue: AVE

Condition: CONDI

Memorandum: MEMO

Negotiation: NEGO

3保留第一、第二个音节和其后的第一个辅音字母。如：

Approximate: APPROX

Immediately: IMMED

Manufacture: MANUF

4．保留第一个音节和其后的重要的或所有的辅音．

Consignment: CONSGNT

Government: GOVT

Instruction: INSTRCTN

SHIPMT: shipment

三．保留第一个和最后一个字母．如：

bank：BK

from: FM

Yard: YD

有些单词第一和最后一个字母相同，中间加一两个字母加以区别

Quality: QLTY quantity： QNTY

Attention: ATTN addition: ADDN

四．除元音字母在字首外，去掉所有的元音字母保留所有的辅音字母．这条规则在简化长单词尤其有用．

Between: BTWN CABLE: CBL

Received: RCVD sample: SMPL

Above: ABV

根据上述规则有些单词可以进一步省略有些辅音字母，进一步简化

淮安信息职业技术学院备课笔记 共32 页 第 13 页

严谨 规范 求真 铸魂

accept: ACPT offer:OFR Message: MSG

五．用读音相同或相似的字母代替一个单词．如：

And: N

ARE: R

Be: B

You: U

YOUR: UR

Otherwise: OZWZ

六.简化有些后缀

ING:G Shipping: SHPG

ED: D shipped: SHPD

MENT: MT,T amendment: AMDT

TION: TN,N Confirmation :CFMTN

ABLE : BL Acceptable: ACPTBL

IBLE Responsible: RESPNSBL

AL: L total: ttl

上面显示了６中不同的简化规则，同一个单词用不同的规则得到不同的简化形式：如：YR.UR:YOUR; COND,CONDI:CONDITION

电传中常用缩写词

ABV: above

ABT: about

ACPTBL: acceptable

ACPTC: acceptance

ADV: advice. Advise

AMNT,AMT: amount

AMDT: amendment

AMNT, AMT amount

APPROX,APPR: Approximate(ly)

ART article

ARVD arrived

ARVL arrival

ASAP: as soon as possible

AVLBL: available

B: be

BG: bag

AVRG: average

AWB: air waybill

AM: above mentioned

BTWM: between

B/E: bill of exchange

B/L: bill of lading

CFMG: confirming

CORP: corporation

COSCO: China Ocean Shipping Co.

CFS : container freight station

CCIB: China Commodity Inspection Bureau

CCPIT: China Commodity Promotion of International Trade

淮安信息职业技术学院备课笔记 共32 页 第 14 页

严谨 规范 求真 铸魂

C/O: Certificate of orign

COL: collation

COMP: complete

COND: condition

CONSGNT: consignment

CIC: China Insurance Clause

CTN: carton(s)

PICC: People’s Insurance company of China D/P: documents against payment D/A: documents against acceptance D/D:

DISC:

E/D:

FOB:

FAQ:

FCL:

LCL:

IMP:

M/T:

MANUF:

MAX:

MEMO:

MFD:

MFG:

MOQ:

OEM:

ODM

OBM

OC:

OPEC:

PYNT:

QLTY:

S/S

T/T:

TTL:

UCP:

URG, URGT:

U

UNACPTBL

USD

UNWKABL

YL

YTLX

YT:

RYL:

RYC10/1:

ROL:

YC:

SPEC: demand draft discount expiry date free on board fair average quality full container load Less than Container Load import metric ton manufacture maximum memorandum manufactured manufacturing Minimum order quantity Original equipment manufacture Original design manufacture Original brand manufacture our cable Organization of the Petroleum Exporting Countries payment quality steam ship Telegraphic transfer total Uniform Customs & Practice urgent, urgently you unacceptable US dollars unworkable your letter your telex your telegram/telex referring to your letter referring to your cable of 10th January referring to our letter your cable specification

淮安信息职业技术学院备课笔记 共32 页 第 15 页

严谨 规范 求真 铸魂

SHIPMT: shipment

STG: pound sterling

UR: your

YC: your cable

YL: your letter

III. Conclusion of this part

VI Explaining the texts publicity materials

V. The training of ability in grasping the abbreviations

Divide the students into 10 groups and have a small competition, the winner will be praised. V. Homework:

Additional exercises.

淮安信息职业技术学院备课笔记 共32 页 第 16 页

严谨 规范 求真 铸魂

Part 3 Foreign Trade Correspondence (1)

1. Making Enquiries----enquiries and replies

Procedure

I. Leading in：5 minutes

Inquiries may fall into two categories: general inquiries and specific inquiries.

If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific inquiry.

If the importer wants to have a general idea of the commodity, he may make a request for a pricelist, a catalogue, samples and other terms. This is a general inquiry. (Generally, it is also a first inquiry. That is an inquiry writing without first writing a letter to establish business relations)

Question: If you are interested in certain products and want to know something about them.

What would you write in your letter of inquiry?

II. Teaching Contents:

1. Language Points 40 minutes

1). send…under separate cover

We have the pleasure of sending you under separate cover our latest catalogue.

请另寄一个样品。

2) regarding: covering 关于 a. Please send us a catalogue regarding your new products.

b. We shall send the pricelist regarding these products for your reference.

3) Please quote us the lowest price, C.I.F. Lagos, inclusive of our 5% commission, stating the

earliest date of shipment.

a. 请报最低价。

b. 请报上海船上交货最低价。

4) Please quote us the lowest price, C.I.F. Lagos, inclusive of our 5% commission, stating the

earliest date of shipment.

a.请报最低价，包括3%的佣金。

b.请报最低价，说明最早的装运期。

5)competitive 具有竞争力的

a. Their prices are more competitive.

b. Our products are selling very fast because of their competitive prices.

6) reasonable/ favorable 合理的/优惠的

a. Our price is very reasonable. It’s impossible for us to reduce the price.

b. Our price is very favorable, so we recommend you to purchase immediately.

7)acceptable: can be accepted 可接受的

a. If your price is acceptable to us, we will buy in large quantities.

b. Your price is unacceptable to us. We have no choice but to purchase elsewhere.

8) place an order with sb. for sth. 向某人定购某商品

a. We will place an order with you for 100 metric tons of apples.

b. We can place a large order if you can reduce the price.

9) appreciate: 感激，感谢

a. We shall be appreciated if you could send us a brochure.

b. We shall appreciate it if you can ship the goods before August.

10) as requested =at one’s request, as it is requested, as per your request, by request 应……要求 As requested (As per your request), we are glad to offer you the items listed on your inquiry

form as follows:

根据贵方要求，我方针对贵方询价表中开列的产品作出如下的报盘：

淮安信息职业技术学院备课笔记 共32 页 第 17 页

严谨 规范 求真 铸魂

2. Notes: 10 minutes

a.虚盘(non-firm offer, offer without engagement)

也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交易的表示。虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定，如参考价、数量视我供应可能、以我最后确认有效(Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价……可按市价增减 (We offer…subject to market fluctuation)等。在日常的业务中，外寄的报价单、价目单及形式#5@p等，一般都注明―仅供参考‖或―以我方最后确认为准‖。这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来说，较为灵活，可以根据市场的变化，挑选成交时机和对手，以取得有利的交易条件。但是，受盘人有时把它看成一般的业务联系，而不利于达成交易。

b.实盘(firm offer)

即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受，发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。

实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘(firm offer or irrevocable).但即或有实盘或不可撤销字样，也不是构成实盘的必要条件。如果具备构成实盘的上述必要条件，没有实盘字样也是实盘。 另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解

3. Explaining the texts 20 minutes

In a routine letter of enquiry follows these guidelines:

1) State clearly and concisely what you want –general information, a catalogue, price list, sample, quotation, etc.

2) If there is a limit to the price at which you are prepared to buy, do not mention this otherwise the supplier may raise the quotation to the limit you state.

3) Most suppliers state their terms of payment when replying so there is no need for you to ask them unless you are hoping for special rates.

4) Keep your enquiry brief and concise.

III. Exercises 10 minutes

IV. Summary 3 minutes

Give a brief summary this class

V. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 18 页

严谨 规范 求真 铸魂

Part 3 Foreign Trade Correspondence (2)

2. Making Offers

Procedure

I. Organizing teaching.： 5 minutes

Offers are another important link in foreign trade. Exporters usually make offers in reply to enquiries from importers. This letter is written in reply to the previous letter enquiring for Blanket Cover. We can see from the content that it is a non-firm offer, subject to the confirmation of the sellers.

II. Teaching Contents: 40 minutes

The offer is the first part of a contract. The person who makes the offer is called the offeror, and the person to whom the offer is made is called the offeree. The offer must contain certain and definite language and cover all the terms necessary for a valid contract, which include the following:

Subject matter of the contract (name of the commodity, specifications, quantity, etc.) Price

Payment terms

Delivery terms

But great weight is given to industry custom and the previous dealings of the parties in determining whether the terms are certain and definite enough to constitute an offer.

An offer must be communicated to the offeree before it is valid. A letter in which an offer is made is not an offer until the letter reaches the offeree.

Because an offer is one-sided, it can be revoked anytime before acceptance by the offeree. Once the offeree rejects the offer, the offer is ended and cannot later be accepted without the offeror renewing the offer. An offer can end by expiring, and once expired can no longer be accepted by the offeree. Even offers without time limits expire after a reasonable time has passed.

（一） 发盘的分类

There are two kinds of offers: Firm offer and non-firm offer

A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn.

Non-firm offer are usually made by means of sending catalogues, pricelist, proforma invoices and quotations. It can be considered as an inducement to business.

An offer is different from quotation and bid. A quotation is merely a notice of the price of certain goods at which the seller is willing to sell. When quoteing, the seller can give only the price of the goods he wishes to sell. But when offering, the seller should give all necessary terms of sales for the buyer’s consideration. A bid is the price at which a buyer has offered to purchase the currency or instrument. While an offer is the price at which a seller is willing to sell.

(二) 常用表达方式

1. 常用表达方式

虚盘常用表达方式

1. subject to our final confirmation以我方最后确认为准。

2. without engagement此报盘无约束力。

3. subject to the goods being unsold以货物未被售出为准

4. subject to prior sale以先售为准

盘常用表达方式

淮安信息职业技术学院备课笔记 共32 页 第 19 页

严谨 规范 求真 铸魂

1. make a firm offer

2. offer sb. firm

报盘有效期表示法

1. We make you the following offer subject to your reply within 10 days.

现报盘如下，以你方在10日之内回复为有效。

2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time.

现报盘如下，以你方在北京时间10月21日中午前回复为有效。

3. The offer is valid for 3 days. 此报盘有效期为三天。

The offer is open till March 15. 此报盘在3月15日以前有效。

2. 发盘内容

1 价格

2付款

3). 包装条款

板条箱（crate） 纸箱（carton） 木箱（wooden case） 木桶（cask）

捆（bundle） 包（bale） 铁桶（iron drum）塑料桶（plastic drum）

III. Ability Training 30 minutes

Asking the students to act as a manager and make an offer to the others, and require the others to make a reply .

IV. Summary 14 minutes

Give a brief summary .

IV. Homework: 1 minutes

Recite the sample letter

淮安信息职业技术学院备课笔记 共32 页 第 20 页

严谨 规范 求真 铸魂

Part 3 Foreign Trade Correspondence (3)

3. Placing Orders----acceptance and orders

Procedure

I. Warming-up 5 minutes

Acceptance need not always be direct and can, in certain circumstances, be implied by conduct.

Order is a commercial document used to request someone to supply something in return for payment and providing specifications and quantities. Order letters create one half of a contract. II. Reviewing and checking. Comments on exercises. 10 minutes

II. Teaching materials: 30 minutes

1. Placing Orders

1)to place an order with sb.for sth.给予某人订单

We thank you for your quotation of May 20 and now place an order with you for the following items.

贵方5月20日报价函已收到，谢谢。现向贵方订购下列商品。

We are pleased to place the following orders with you if you can guarantee shipment from Shanghai to Singapore by October 9.

若贵方能保证在10月9日之前将货物由上海运至新加坡，则我方乐于向贵方订购下列货物

2)to place (enclose) a trial order = to order as a trial下（附寄）试订单

In reply to your letter of May 10 quoting us the prices of soy beans, we are pleased to place a trial order as mentioned in the enclosed sheet.

兹回复贵方5月10日大豆报价函，现试订购如所附订单所示。

We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.

我方对贵方产品的质量和价格均感满意，现寄去试订单，请供应现货。

3)to send (give)sb.one’s order for sth.

向某人下……订单

We are pleased to find that your material appear to be fine quality. As a trial, we are delighted to send you a small order for 2,500 dozen Rubber Shoes.

我方很高兴发现贵方原料品质优良，现寄去2500打胶鞋小额订单，作为试购。

4)to confirm one’s order

确认订单

We are glad to confirm our cable order dispatched this morning as follows.

兹乐意确认今早拍发的电报订单如下

5)to order sth.at a price按……价格订购

We order 120 units of Italian furniture No, TS– at $320 per unit FOB Geonoa. If this order is acceptable, please let us know by cable.

我方向贵公司订购120套TS—号意大利家具，每套320美元，FOB价热那亚交货。

We have received your catalogue and price list, and now we order the following goods at the prices named.

已收到贵方产品目录和价格表。现按所示价格订购下列货物。

6)to place one’s order elsewhere

向别处订购

Thank you for your quotation for bicycle, but we regret that we have to place our order elsewhere as your prices are too high for this market.

谢谢贵方自行车报价，但遗憾的是，贵方价格对此市场来说过高，我们不得不向别处订购。

淮安信息职业技术学院备课笔记 共32 页 第 21 页

严谨 规范 求真 铸魂

III. Introduce some patterns on ordering.

2. Reply to Orders

1)to accept one’s order接受某人订单

Thank you for your Order No.123. We accept it and will dispatch the goods early June. 贵方案123号订单已收到，谢谢。我们接受此订单并将于6月初交货。

With reference to the goods you ordered, we have decided to accept your order at the same price as that of last year.关于贵方订购货物，我方决定按去年价格接受你方订单。

2)to confirm acceptance of one’s order 确认接受某人订单

We are pleased to received your order and confirm acceptance of it.

很高兴接到你方订单，现确认予以接受。

Thank you very much for your order of May 5 for 500 cases canned beef. We are pleased to confirm our acceptance as shown in the enclosed Sales Contract.

贵方5月5日订购500箱罐头牛肉的订单已收到，谢谢。对此订单我方乐意确认予以接受，如附寄的销售合约所示。

3)to sign and return a copy of… for one’s file

签退一份……供某人存档

We have pleasure in informing you that we have booked your order No.234. We are sending you our Sales Confirmation No.789 in duplicate, one copy of which please sign and return for our file. 我们很高兴地告知已接受你方第234号订单。现寄上第789号销售确认书一式两份，请签退一份供我方存档。

4)…in stock (out of stock)有（无）存货

As the goods you ordered are now in stock, we will ship them without fail as early as possible. 因为贵方订货尚有存货，本公司将一定尽快发运。

We are very pleased to receive your order and confirm that all the items required are in stock. 很高兴接到贵方订单，并确认所需的全部货物均以现货供应。

5)to be unable (not in a position) to accept one’s order无法接受某人订单

As wages and prices of materials have risen considerably, we regret we are not in a position to book the order at the prices we quoted half a year ago.

由于工资和原料价格大幅上涨，很抱歉无法按我方半年前所报价格接受订单。 The goods you ordered are momentarily out of stock.

贵方所订购的货物暂时缺货。

6)to be committed承担任务，接受订货

As our factories are fully committed for the fourth quarter, we regret our inability to entertain any fresh order.

由于我方工厂第四季度的货基因工接满，我们歉难接受新的订单。

7) to recommend sth. As a substitute推荐某物作为代用品

Unfortunately, your order goods Model No. 84 are now out of stock, but we recommend No. 85as a substitute which is very close to your choice in quality though slightly higher in price.

很抱歉，贵方所订购的84型产品目前已无存货，故推荐85型产品，此产品与贵方指定的产品在质量上极其相近，只是价格稍贵。

8）to be unable (not in a position) to accept one’s order无法接受某人订单

To our regret, we are unable to accept your order at the price requested, since our profit margin does not allow us any concession by way of discount of prices.

很抱歉，我方不能按贵方所要求的价格接受订单，因为我方利润已不容许我方再打任何折扣。 As wages and prices of materials have risen considerably, we regret we not in a position to book the order at the prices we quoted half a year ago.

淮安信息职业技术学院备课笔记 共32 页 第 22 页

严谨 规范 求真 铸魂

由于工资和原料价格大幅度上涨，很抱歉无法按我方半年前所报价格接受订单。

3. 执行订单(Fulfillment of Orders)

to execute (fulfill) an order执行订单

We have received your order No. 751 and it will be executed to your satisfaction.

我方已收到贵方751好订单，订单的执行将使贵方满意。

Please be assured that the order will be punctually fulfilled.

请放心，我方将准时运交订单定货。

2)to work on an order执行订单

Your order is booked and we are working on it.

已接受贵方订单，现正在执行中。

3)to keep sb. informed of…不断告知某人……情况

Your order is receiving our immediate attention and we will keep you informed of the progress. 我方正在迅速处理贵方订单，并将随时告知贵方进展情况。

4)to ensure the fulfillment of an order保证订单的执行

Your cooperation is expected to ensure the fulfillment of the order is strict accordance with the concerned stipulations.

期望贵方合作以保证严格按有关规定执行订单。

Please open the relevant L/C in time to ensure the fulfillment of the order.

请及时开立有关信用证以保证订单的执行。

5)to make a change改变

Further to our Order No. 701 for 2,000 bicycles, we have to make the change as shown in the enclosed order sheet.

继我方第701号2000辆自行车订单，我方不得不作更改，如所附订单所示。

6)to cancel an order取消订单

We regret that we have to cancel our order because of the inferior quality of your products. We ask you to cover any loss which might be caused as a result of the cancellation of the order.

很抱歉，由于贵方产品质量低劣，我方不得不取消合同，并要求贵方赔偿由于取消订单可能带来的损失。

Something unexpected has compelled us to ask you to cancel part of our order and to deliver only 1,000 cases black tea instead of 2,000 cases.

意外的事件迫使我方要求贵方取消部分订单，改发1000箱红茶，而不是2000箱。 III. Ability Training 20 minutes

Doing the exercises and read the letters loudly

IV. Summary 15 minutes

Give a brief summary .

IV. Homework:

Recite the sample letter

淮安信息职业技术学院备课笔记 共32 页 第 23 页

严谨 规范 求真 铸魂

Part 3 Foreign Trade Correspondence (4)

4. Making Payment by letters of credit (L\C)--- Terms of Payment

Procedure

I. Lead-in

In international trade payment is often complicated. It plays an important role in the procession of trade. All activities will mean nothing without guarantee of payment. Various ways of payment are in use in import and export trade. This chapter will mainly focus on payment by remittance and collection and letter of credit.

II. Reviewing and checking. Comments on exercises. 10 minutes

II. Teaching materials: 30 minutes

1. pay . vt. 付（款项，费用等）；给予（主意等）；进行（访问等）

付款;值得;合算

If this change is effected, we will have to pay rather heavy expenses.

Please pay special attention to this point.

The writer contemplates paying a visit to your city sometimes in September.

pay in advance预付

pay by installments分期付款

pay on delivery货到付款

It does not pay to buy in small quantity.

pay for ph. v.付出代价,为了得到------而付款

Of course we have to pay for all we buy.

Payable adj.可付的,应付的

bills payable应付票据

a cheque payable at sight见票即付的支票

amount payable应付金额

paymentn.(不可数)支付;(可数)支付的款

terms of payment 或payment terms支付条款

payment on deferred terms迟期(延期)付款

monthly payment of RMB￥3,000每月付人民币三千元

付某种费用的款,如#5@p, 费用,佣金等,常用―in payment of‖

We are enclosing our Cheque No. B 123 issued by the Barclays’ bank, London for Stg.￡2000 in payment of your Invoice No. 56.

兹寄去伦敦巴克莱银行所开的第B123号支票一纸,金额计2000英镑,系付你方的56号#5@p之款.

付某种具体事物的款,如商品,广告,样品等,常用―in payment for‖

We airmailed you yesterday a series of ―Hua Sheng‖ Brand Electric Fans as samples and looking forward to your US$ 230 in payment for the above.

我方昨日空邮去‖华生‖牌电扇系列样品,并盼望收到你方金额计230美元的支票,以偿付上述样品.

2. letter of credit

信用证是可数的普通名词,单独为(a) letter of credit, 复数为letters of credit,但在商业书信中常作大写,单数为 (an) L/C, 复数为Ls/C . 此外,商业书信有时也用credit一个此表示信用证,复数为credits.

3. The reason being that we generally adopt method of payment by letter of credit for our exports. 原因是对于我们的出口货物我方通常接受信用证付款方式。

The reason being that…是个独立主格结构, 作状语,起补充说明作用.

淮安信息职业技术学院备课笔记 共32 页 第 24 页

严谨 规范 求真 铸魂

4.accommodationn.照顾；通融

We extend to you this accommodation in view of our friendly relations.

鉴于我们友好关系我们给你方此次照顾。

Accommodate v.照顾; 通融

We hope you will accommodate us by allowing 3%commission.

我们希望你方能照顾允许给我们3%的佣金。

Accommodating adj. 照顾的;通融的

We hope you will be accommodating enough to grant our request。

我们希望你方能通融答应我们的要求。

5.drawvt. & vi开出(汇票).

指开立票据时,及物动词draw作‖开立‖解,不及物动词draw作―开立票据‖ 解, 因此draw a draft =draw (v.)

1) draw (a draft ) on sb. for sth.开出向某人索取……的汇票, 开具汇票向某取…

2) draw on sb. against sth.表示开出汇票向某人索取某笔款项.

As agreed, we are drawing on you at sight against your purchase of a sample lot.

按照商定,对你方所购样货我们开出即期汇票向你方索款.

As arranged, we have drawn on you against the documents for the amount of invoice through the Bank of Asia.

按照安排, 我们已凭单据向你方开具汇票通过亚洲银行向你方索取#5@p金额.

We regret to note that our draft drawn on you on the terms of D/P 30days after sight was dishonored.

我们遗憾地注意到我们开给你方的30 天期的付款交单的汇票遭到了拒付.

to draw on sb. at 60 days sight

to draw at 30 days D/A

to draw at 60 days D/P

to draw D/A (or D/P ) against your purchase

对于你方这笔购货按付款交单(或承兑交单)方式收款

Drawings n.用汇票支取的金额

Your letter of credit is allowed 5% more or less in drawings.

你方信用证应准许在收款时5%的上下幅度.

Drawer n.出票人, #5@p人

Drawee n. 受票人, (汇票) 付款人

Useful Expressions

1. As a special accommodation, we will accept document against payment for this trial order 作为一项特殊照顾，我们接受付款交单方式支付你方这笔试订货。

2. We agree that payment is made by documentary draft at sight drawn in your favor on collection basis instead of L/C.

我方同意以托收方式开出以你方为受益人的即期跟单汇票支付货款，而不以信用证支付。

3. We should express thanks that you pay the total amount to us in advance by T/T not later than 30 November.

对于你方以电汇方式不晚于11月30日预付全部货款，我方表示感谢。

4. We have deducted the commission agreed of 3% from the total amount due and enclose a remittance bill for $ 1 000 in full settlement of account.

我们从应付的总额中扣除3%的佣金，现随信附寄1 000美元的汇款单以结清账款。

5. Enclosed is Demand Draft for the difference of $ 57.29. Please let us have your acknowledgement of receipt.

淮安信息职业技术学院备课笔记 共32 页 第 25 页

严谨 规范 求真 铸魂

随信附上即期汇票57.29美元以补齐差额，收到后请回复。

6. In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be regarded as a precedent.

按你方要求，我们破例接受即期付款交单，但只此一回下不为例。

7. As the amount involved is rather small, we agreed to draw on you by documentary sight draft. 由于金额很小，我们同意向你方开出即跟单汇票。

8. We regret to say the payment terms stipulated in your order are unacceptable to us. 很抱歉，贵方订单中规定的付款条件不能为我方所接受。

9. Please remit the 15% down payment to us by T/T. Payment of the balance is to be made in three installments.

请将15%的首笔付款电汇给我们，余额分三次付清。

10. It is expensive to open an L/C and ties up the capital of a small company like ours. So it is better for us to adopt D/P or D/A.

开立信用证费用很高，会影响到像我方这样小公司的资金周转，因此最好采用付款交单或承兑交单的方式。

11．We are pleased to inform you that the relevant L/C has been issued through Citizen Bank, Tokyo for the amount of US $50 000.00.

随函附寄通过纽约美国花旗银行开出的金额为25 000美元的不可撤销的信用证申请，有效期至7月15日。

12. As the time of shipment is drawing near, we cannot but point out that unless your L/C reaches us before May 20, 2007, we shall not be able to effect shipment within the stipulated time limit.

由于装运期降至，我们不得不指出除非你方信用证在20xx年5月20日之前到我方，否则我方无法在规定的时限内装运。

13．After checking up the clauses in it, we found that four points do not comply with those stipulated in the relative contract.

经审核信用证中条款，我们发现有四条与相关合同规定不符。

14. The contract number is 87/1245 instead of 97/1245.

请将合同号97/1245改为87/1245。

15. With regard to your L/C No. NYP976588, we have already instructed the opening bank to extend the date of shipment and validity to June 30 and July 15 respectively.

关于你方第NYP976588信用证，我方已指示开证行将装运期和有效期分别展至6月30日和7月5日。

III. Ability Training 20 minutes

Doing the exercises and read the letters loudly

IV. Summary 15 minutes

Give a brief summary .

IV. Homework:

Recite the sample letter

淮安信息职业技术学院备课笔记 共32 页 第 26 页

严谨 规范 求真 铸魂

Part 3 Foreign Trade Correspondence (5)

5. Shipping

Procedure

I. Teaching materials:

1. We are glad to inform you that the goods you ordered have been well prepared and the shipment will be made upon the receipt of L/C. (我们高兴地通知贵方，你们所订的货已经备好，一收到信用证我们就发运。)

2. As the latest shipment date stipulated in the L/C is October 31, 2007, please see to it that you make the shipment not later than the above date. (因为信用证上规定的最迟装运期是20xx年10月31日，故请贵方注意务必要在这个日期前发货。)

3. We take pleasure in telling you that the shipment of the shirts originally scheduled to be made in December can be advanced to October as the result of the efforts by all parties involved. (我们高兴地告诉贵方，在有关各方的努力下，原计划12月份装运的衬衫可提前到10月份运出。)

4. Owing to the delay of the scheduled steamer we have failed to effect the shipment within the L/C validity. Would you please extend the shipping period of the L/C for one more month? (因为原定货轮的延误，我方没能在信用证的有效期内完成货物的装运。请问贵方能否将信用证的装运期限延长一个月？)

5. It must be reiterated that prompt shipment is one of the essential requirements to obtain our orders. (必须重申，装运迅速是取得我们订单的必要条件之一。)

6. We are sending you one set of clean on board bill of lading through the bank. (我们会通过银行给贵方寄去一整套已装船清洁提单。)

7. Enclosed please find the copies of B/L, commercial invoices and the insurance policy. (随信附寄提单、商业#5@p以及保险单的副本，请查收。)

8. We regret to inform you that we cannot advance the shipment as you requested as we have been told by the shipping company that there will be no space available before the end of next month. (我们遗憾地告诉贵方，我们无法按贵方所要求的那样将装运时间提前，因为船务公司告诉我们，下个月底之前他们都没有空舱可提供。)

9. We would like to try to advance the shipment as you wish but can not guarantee to absolutely make it. (我们愿努力把装运期提前以满足贵方要求，但我们不能保证一定做到。)

10. Would you please cable the shipping advice as soon as possible as there is still no news about the shipment from you and the L/C is due to expire next week. (由于我们还没有收到贵方关于货物装运的任何消息而信用证下周就要过期了，所以能否请你们尽快电告装船通知。)

11. Please expedite the shipment trying your best. (请尽量加快装船。)

12. We shall cable you in due course the name of the chartered steamer and its estimated arrival time. (我们会及时电告所租轮船的船名及其预计抵达时间。)

13. The Chinese art crafts you ordered have been shipped already and your future order will

continue to receive our prompt attention. (贵方所订的中国工艺品业已装船运出，对于你们以后的订单我们会一如既往地迅速处理。)

14. We should be glad if you could manage to ship the goods by S.S “East Wind”sailing from July

1. (如果贵方能尽力将货装于7月1日启航的东风号轮，我们将不胜感谢。)

15. We shall appreciate it if you effect shipment as soon as possible, thus enabling our buyers to catch the brisk demand at the start of the season. (如贵方能尽早装船，我们将非常感激，这样可以使我方客户在季初赶上需求的高峰。)

16. Owing to the delay in opening the relative L/C, shipment cannot be made as contracted and

淮安信息职业技术学院备课笔记 共32 页 第 27 页

严谨 规范 求真 铸魂

should be postponed to the end of next month. (由于贵方开证的延误，不能按合同规定装运。装运将推迟到下月底。)

17. Please amend the covering Letter of Credit to allow partial shipment, under advice to us. (请修改有关信用证为允许分批装运，并通知我方。)

18. As the only direct steamer, which calls at our port once a month, has just departed, the goods can only be shipped next month. (由于每月只停靠我港口一次的惟一一班直达轮船刚刚离开，货物只能在下月装运。)

19. You will please do your very best to hasten shipment. We hope that by the time you receive the letter, you will have the goods ready for shipment. (请你方尽最大努力加快装运。我们希望贵方收到此函时，货物已备妥待运。)

20. We wish to advice you that the goods under S/C No. GZ-001 went forward per S.S ―Dongfeng‖ on June 4, to be transshipped in Hong Kong and are expected to reach your port in July. (很高兴通知贵方GZ-001号销售确认书项下的货物已于6月4日由“东风”轮装运。货物将在香港转船，并预计7月份抵达贵方港口。)

Period 2

III. Ability Improving

1. Put the following English into Chinese.

(1) 启运港

(2) 卸货港

(3) 目的港

(4) 船运

(5) 轮船

(6) 货运代理商

(7) 一整套运输单据

(8) 海运提单

(9） 装船指示

(10) 装船通知

(11) 分批运输

(12) 转船运输

(13) 预定船舱

(14) 我们盼望贵方能早日装运。

(15) 贵方可放心，周末前我方会完成装运。

(16) 我们已为贵方9876号订单的货订好了舱。

(17) 运往汉堡的木衣架将在香港转船。

(18) 船运公司将对运输途中的货损负责赔偿。

(19) 请在最迟装船期前发货。

(20) 合同规定，卖方一把货装上船后就应该把装船通知电告买方。

2． Put the following Chinese into English.

(1) shipping instruction

(2) shipping advice

(3) port of loading

(4) port of discharge

(5) transship at…

(6) a clean on board bill of lading

淮安信息职业技术学院备课笔记 共32 页 第 28 页

严谨 规范 求真 铸魂

(7) enclose a set of transportation documents with the letter

(8) freight paid

(9) freight to collect

(10) partial shipment

(11) We have not received any news from you about the shipment of the goods since the L/C was opened. (12) We are glad to inform you that the consignment under order No.432 has been shipped this morning. (13) Please follow the above-mentioned shipping instruction.

(14) The lot of goods are forbidden to be partially shipped, but are allowed to be transshipped. (15) The latest shipment date in the L/C has been extended 20 days as per your request. (16) According to the contract between us, you will compensate for the relevant losses should you delay the delivery date this time.

(17) The clean shipped B/L in triplicate must be submitted when we ask for negotiation in a bank. (18) We have enclosed the copies of a full set of transportation documents that comprise the B/L, the invoice, the packing list and the insurance policy.

(19) We are glad to advise you that we have booked space for the consigmnet in your oder No. AG-01 in S.S ―Dong Feng‖, which is estimated to arrive on or about August 15.

(20) We have airmailed you the full set of non-transferrable documents stipulated by the contract after the shipment of the cargo.

IV. Summary

Give a brief summary of this class .

IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 29 页

严谨 规范 求真 铸魂

Part 3 Foreign Trade Correspondence (6)

6. complaints and claims

Procedure

I. Warming-up 5 minutes

Discuss in class: Who will be responsible for the damage of the goods?

II. Reviewing and checking. 10 minutes

II. Teaching materials: 30 minutes

1. Make complaints

1) to make (lodge, lay, file) a complaint with a department about sth.因某事向某部门抱怨 The customers made complaints about the quality of the radios supplied by you.

The importer has filed a complaint with our Corporation about poor packing of the goods.

2) to complain to sb.of (about) sth.向某人抱怨

We have to complain to you about the delay in shipment which has caused us much trouble. The buyers complain to the sellers of the breakage of the goods.

3) to be of the quality是……的质量

We regret to complain that your consignment of cotton piece goods shipped by M.V. ―Taching‖ is not of the quality and color of the sample piece.

4) to be not up to…达不到……

We are sorry to learn that the quality of your shipment is not up to the agreed specifications. Your goods are not up to the standards commonly accepted.

5) to correspond with (to be in conformity with)与……一致

On examination we find that the consignment does not correspond with the original example.

6) to be short by…短少

On opening the container we found that the goods were short by 20 cases and we hope you will do your utmost to remedy it.

7) to be (found) short weight by…短重

Your shipment of our Order No. 630 has been found short weight by 220 kilos.

8) to find…missing发现……丢失

Much to our regret, after inspection of the consignment we found Art. No. A63 missing.

9) to be damaged被损坏

On opening the cases we found that 25 sets of video recorders had been damaged by sea-water, and seem to be a complete write-off（报废）.

2. Lodging claims

10) to lodge (file, make, raise, submit, register, put forward, place)a claim提出索赔

We have to lodge a claim against you on this shipment for $2,100 on account of short weight.

On the basis of the Survey Report from the Commodity Inspection Bureau, we hereby register our claim with you against this cargo in respect of quality.

Claim for perishable goods are to be put forward immediately after arrival of the goods at destination.

11) to claim…for为……提出索赔

We cannot but claim on you for the recovery of the loss.

We reserve the right to claim compensation from you for any damage.

12) to ask sb.to ship (dispatch) replacement (or: to ask for replacement)要求某人发运或更换货物 As you see in our survey report stating 50 TV sets severely damaged, we ask you to ship the replacement for the broken goods as soon as possible.

We ask for replacement by the correct number in the nearest future.

13) to ask for (demand) compensation要求赔偿

淮安信息职业技术学院备课笔记 共32 页 第 30 页

严谨 规范 求真 铸魂

In order to settle the problem, we ask for compensation for the loss we suffered.

We have to demand a compensation from you for the sum indicated above.

Introduce sentence patterns about claims and arbitration

3. Acceptance of claims

14) to accept (entertain) a claim接受索赔

We are sorry to learn of your complaints about the quality of the goods and are prepared to accept your claim.

15) in settlement of解决

On going into the matter we find that a mistake was indeed made in the packing through a confusion of numbers, and we have arranged for the replacement goods to be dispatched to you at once in settlement of your claim.

Though we find no difference between the shipping sample and the original sample in our hands, we will meet you half way by offering a discount of 10% in settlement of the dispute.

16) to be liable for 对……负责

According to the contract stipulations, we are not liable for the damage. But in view of our long business relation with you, we agree to the extra 2% discount on this occasion.

4. Rejection of claims

17) to be without foundation没有根据

We regret we cannot entertain your claim, which is without any foundation.

18) to refer sth.to sb.提交某人处理某事

As the goods have been insured, you may refer the matter to the insurance company or their agents at your end.

As the shipping company is liable for the damage, your claim, in our opinion, should be referred to them for settlement.

19) to repudiate one’s liability for sth.拒绝对某事负责

We must repudiate our liability for the claim on account of lack of evidence.

20) to be normal是正常的

Such color deviation existing between the products and the samples is normal and permissible, therefore, the claim for compensation is unacceptable.

21) to settle by arbitration通过仲裁来解决

This is the maximum concession we can afford. Should you not agree to accept our proposal, we would like to settle by arbitration.

Period 2

III. Ability Improving 30 minutes

Doing the exercises and finish writing the given letters. Then give some comments on them. Try to encourage the students to think about how to avoid such matters .

IV. Summary 10 minutes

Give a brief summary of this class .

IV. Homework:

淮安信息职业技术学院备课笔记 共32 页 第 31 页

严谨 规范 求真 铸魂

Review

1. Teaching task: revision and practice

2. Teaching target and object:

(1) Reviewing the main points in the textbook.

(2) Asking the students to do some practice, and then have discussions and comments. 3. Teaching focus:

Revision of the genres we have learned this semester

4. Teaching procedures:

(1) Ask the students to do the classroom report on a letter of recommendation, and comment on it.

(2) Review what we have learned in our writing course this semester focusing on the following questions:

1) How many genres have we learned, and what are they?

2) What is the purpose of each genre?

3) What is the semantic structure of each genre?

4) What is the mode, the language characteristics of each genre?

(3) Assignment: write a report after class in English, focusing on the following questions: How many genres have you learned this semester? How many pieces of writing have

you practiced? How do you like this teaching approach? What kind of suggestions do you have concerning the writing course?

(4) Self-evaluation of the lecture and the feedback from the students.

淮安信息职业技术学院备课笔记 共32 页 第 32 页