商务英语要点总结
Chart 1
7C: correctness, Completeness, courtesy, considerate, concreteness, conciseness, clarity Attention line: between inside address and salutation; subject: noun phrase, between salutation and the body; enclosure: two lines below the reference initial; carbon copy; postscript.
Chart 2
1. The possible ways to lay out the business letter: full block form, the indented form, and the mixed form with different effect.
2. The standard parts of business letter: The letterhead, the reference, the date, the inside address, the salutation, the subject line, the signature and typed name
3. The essential parts of a business letter
Letter head, Reference, Date line, Inside Address, Salutation, Body of the letter, Complimentary Close, Signature
4. Optional parts: Attention Line, Subject Line, Enclosure, Carbon Copy, Postscript
Chart 3
Abbreviations :sap(as soon as possible)，btw（by the way）,et al (and others),etc(and so on ,et cetera) , fyI (for your information), imho(in my humble opinion),lol(laugh out loud),NB(note well),PS(post script),re(regarding),rofl(roll on the floor laughing)
5. The structure of good news: Begin with the main point; present necessary explanation; cover the remaining part of the object; end with adapted goodwill.
6. The structure of a bad news
Buffer statement ; background explanation; bad news; goodwill ending
7. The structure of persuasion letter: attention (arouse attention), interest (create interest), desire (convince readers), action (motivate action).
Charter 4(MEMOS)
7. Characteristic of successful memos: Subject headings, single topic, conversational tone, conciseness, visual signaling
8. Components of memos: The headings .the message (an opening that gives the main idea of the message; a body that elaborate the main idea; a closing)
9. Writing memos: Define your readers and purposes; pay attention to the language (choosing simple words; avoid using wordy sentences)
Charter 5(MEETING MATERIAL)
10. Purpose of meeting: exchange information, discuss plans, arrange activities, and brainstorm idea, and raise morale
11. Prepare for meeting: prepare the objectives and decide its participants, time, and place; inform all the participants of the information
12. Meeting notices (a letter, a memo, a postcard, an email message): date and time; a reply card of a reservation slip agenda
4. Layout of notices: Heading, body, name and position, date
5. Meeting agenda Language Tone of Notices: Brief, Specific, Eye-catching, Polite
6.Meeting agenda: For the formal meeting: Call to order (宣布开始); Approval of the agenda（批准议程）; Approval of the minutes of the last meeting（批准上次会议纪要）;
Reports （报告）; Old or unfinished business （旧的或尚未完成的业务）;
New business（新业务）; Announcements （公告）; Adjournment （休会）
7.For the informal meeting:；call to order；Reports or announcements；Discussion items；Decision items；Adjournment
8.Meeting minute (record): accurate, complete, clear
9.Language features: use the past tense; use the third pronoun; use indirect speech when recording participant’s words; move means making a proposal; use the passive voice to keep minutes as objective as possible
10. Contents of the minute: the name of the group or committee; the place ,time, date ;the nature of the meeting ;the number of participants and their names; the statement ;a list of reports; all the motions that were made; a full description of resolution; a record of the ballots cast; the recording secretary’s signature and typed name
Charter 6
1, Format: preprinted form, letter, memo, manuscript
2. Standard format: statement of problems; discuss of possible solution; conclusion.
3. Preparations for business report: defining the problem and the purposes, conducting research, analyzing data, drawing conclusions and making recommendation.
4.the components of formal reports: prefatory parts(cover, title fly and title page, letter of authorization and letter of acceptance, letter of transmittal, table of contents, list of illustrations);text of the report(introduction, body ,conclusions and recommendations; supplementary parts(an appendix, a bibliography, and an index)
5. Components of an informal report（Heading/Title，Introduction ，Body ，Conclusions，Recommendations，Executive Summary.
Charter 7
1. Informational (periodic定期报告, situational情景报告, investigative调查)
2. Analytical (recommendation, feasibility, yardstick)
3. The difference between analytical reports and informational reports: analytical reports emphasis on analyzing data, drawing conclusions, and proposing recommendations (persuade the readers to accept the conclusion). Informational reports help the management collect information about operation.
4, the difference between recommendation report and feasibility report. Fp studies possibility of success, so the answer maybe yes, no or maybe, while a RP strongly recommends the action suggested.
5. The investigation was conducted through three methods: interviews, questionnaires and customers’ evaluations.
Charter 8
1. The parts of internal business proposals (a kind of analytical report, often in memo format): introduction, body, conclusion.
2, the part of external business proposal (longer, more formal manuscript reports): prefatory part (copy of the RFP (request for proposal), letter of transmittal, executive summary; the text of proposal (introduction, body, conclusion)
3. The request for proposal: issuing company background, project to be undertaken, personnel to be contacted, bidding company’s qualifications, evaluation of proposals.
4. Characteristics of business plans (they run between four and ten pages, formal and persuasive
5.contents of business plans: company profiles(简介)，market analysis strategy, the context(企业内容),financial analysis.
Charter 9(annual report)
The major sections of annual report: financial highlights, chairman’s statement to the shareholders, chief executive’s review, board of directors, financial statement, and auditor’s(审计师) report.
Charter 11(technical descriptions)
1. Types of description: description of external features, description of procedure,
description of products.
2. Language of descriptions (using the analogy, simile, metaphor).
3. Illustration in description: in the form of photographs, drawings, and diagrams.
Charter 12(operating instructions)
Instructions enable the readers to do something with minimum hesitation. Effective instructions are complete and precise. To write a instruction, you should understand your task well, analyze your audience, choose a proper layout, and use language skillfully.
1. Components of instruction: Heading, introductory explanation, tools of materials, warnings, background information, sequenced instruction(顺序指令), trouble-shooting guide.
2．Language of instructions：simple imperatives, positive sentences, negative sentence, avoid ambiguity, conditions and aims of action, be careful with technical words, a practical tip.
Charter 15(contracts)
1. Conception: contracts are agreements between two or more parties..
2.Types :agency agreements; confidentially agreement; consultancy agreement; distribution agreement; financial agreement ;franchise agreement; hire agreement; joint venture agreement(合资协议);outsourcing agreement; partnership agreement; plant maintenance contract(工厂维护协议).
3.The elements of a sales contract: introduction; price; delivery; terns of payment ; documents; claims; settlement of disputes; governing law; termination（终止）; force majeure.（人力不可抗性）
4.Terms of payment: bill of exchange(汇票);banker’s draft（银行汇票）；banker transfer(转账)；cash in advance(现金预付)；advanced payment(预付货款); letter of credit(信用证);irrevocable letter of credit（不可撤销信用证）;confirmed credit（保税信用证）;documentary collection（跟单托收）;open account（赊账）。
5.Contract: focus on specific items, with details based on the agreement before. Agreement: Focus on principle, Outline for a program
6. To be covered by the sellers for 110% of the total invoice value against all risks全险 as per ocean cargo clause of the people’s insurance company of china.
To be effected by the buyers.由买方投保。
词汇
Transferor/assignor 转让方Seller 买方 Insured 投/受保人Buyer 卖方 Insurer 保险人、保险业者 Transferee/assignee 承运方 Carrier 承运方
Artificial person 法人Attorney 受益人代理律师Beneficiary 受让方
Arbitrator/referee 仲裁人Share holder 合股人 consignment contracts 委托合同
Sight bill 即期票据 Shipping Marks唛头/发货标记 Force Majeure 不可抗力
Arbitration仲裁 Litigation 诉讼 freight 海运费 detention detain滞留 charterers租船人 territory 区域minimum 最低 expiry期满
against all risk全险 amendment修改，修订 authorize授权 binding有约束力 breach 违背 cardboard 纸板箱 commission 佣金 insurance claim 保险索赔
mutually共同的，双方的 penalty惩罚,罚款 publicity宣传 shipment装船，装货，装运期
shipping advice 装运通知 time of delivery交货时间 time of shipment 装运时期
validity有效 vessel船 waterproof 防水的 Payment Terms 付款条件
irrevocable不可撤销 confirmed 保兑 balance 余额account账目 receipt收据 deposit存款shipping instruction装船要求 measure尺寸 triplicate 一式三份duplicate一式二份
in bulk散装 transshipment 转运 partial shipment分运 economist 经济学家 socialist economy 社会主义经济 capitalist economy 资本主义经济 collective economy 集体经planned economy 计划经济 controlled economy 管制经济 rural economics 农村经济 liberal economy 经济 mixed economy 混合经济political economy 政治经济学 protectionism 保护主义 autarchy 闭关自守 primary sector 初级成分 private sector 私营成分,私营部门 public sector 公共部门,公共成分economic channels 经济渠道 economic balance 经济平衡 economic fluctuation 经济波动 economic depression 经济衰退 economic stability 经济稳定 economic policy 经济政策 economic recovery 经济复原
concentration 集中 holding company 控股公司 trust 托拉斯 cartel 卡特尔 rate of growth 增长 economic trend 经济趋势 economic situation 经济形势 infrastructure 基本建设baggage allowance 行李限额 economy class 经济舱 business class 头等舱 compensate 赔偿 delay(ed) 延迟 insurance 保险 stopover （飞行中的）中途停留
cancel(led) 取消 refund 退款 return 回程的，双程的 fare 费用 single 单程的 direct 直航的 via 经过，通过 调查报告 investigative report 单双号限行 odd-even restriction
调查问卷 questionnaire． 实验报告 laboratory report． 终结报告 final report 优惠政策 favorable policy 理性诉求 rational appeal． 感性诉求 emotional appeal 无风险保证 no-risk guarantee．演绎法 deductive approach． 归纳法 inductive approach
潜在客户 potential customer．达成一致 be unanimous about． 侵权 infringement ．
筹备委员会 preparatory committee 冒昧奉告 take liberty of announcing 管理发展技能培训 management and development skills training
服务培训总监 service training supervisor 股票期权 stock option
便捷式卫星通信电线 transportable satellite communication antenna
有限责任公司 Co,.Ltd 股份有限公司 Co,.Inc 开发信 establishment of business relationship 对询盘的拒绝信 declining letter 确认信 confirming letter 额外收入 extra earning 其他资产 other assets 储蓄账户 saving account
电汇 telegraphic transfer 信汇 mail transfer 票汇 remittance by banker’s demand
付款交单 document against payment承兑交单 document against acceptance 信用证 letter of credit 提单 bill of loading 蚀刻etch
滑动引导切割的梳子slide cut guide comb 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counter offer 还价：还发价
cost, insurance and freight (C.I.F.) 运费及保险在内价
current price 现时价 entertainment expenses 交际费wx-maker's godown 制造商仓库交货价
ex-dock (factory) 码头（工厂）交货价 ex-mine (plantation) 矿区（农场）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freight repaid 运费预付
free out (F.O.) 卸货费船方免责 freight collect 运货由提货人交付 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 charges (expenses) 杂费 surcharge 附加费 wharfage 码头费 wholesale price 批发价expense/income ratio 消费/收入率term of payment 付款方式t/t telegraphic transfer 电汇m/t mail transfer 信汇d/d remittance by banker’s demand draft 票汇d/p documents against payment 付款交单d/a documents against acceptance 承兑交单l/c letter of credit 信用证inductive approach 归纳法deductive approach 演绎法block form 齐头式indented form 缩进式Inc. 股份有限公司Co; ltd 有限责任公司executive 执行董事F.O.B 离岸价C.I.F 到岸价bulk purchase 大宗购物at your disposal 任你处置draft at sight 即期汇票special offer 特惠报盘be keenly awaiting sth 殷切期望inventory supervisor 仓管in stock 库存memory typewriter 储存打字机sales representative 业务员delegate 与会代表electrical appliance 电器用品growing demand 需求增大unanimous 一致的bring forward 提前circular 大量传阅广告
aggregate 大量的infringement of copyright 侵犯版权hands-on training 实习培训electric package 电动包装power input 输入功率
actuator 操作仪器self-generated 自生自储AC—alternation current 交流电DC—direct current 直流电high frequency 高频crane-truck’s saddle 起重机heated trend 热潮living communities 住宅区odd-even alternate traffic 单双号交替限行preliminary investigation 前期调查mass-market line 大众产品线speciality line 特色产品线
ACCESSORY 辅料ACRYLIC 腈纶ANTISTATIC FINISH 防静电处理 BAR CODED 条形码 BARGAINING 讨价还价BELL BOTTOM 喇叭裤脚 BLEND FIBRE 混纺纤维 BLOUSE 女装衬衫BOY'S STYLE FLY / LEFT FLY 男装钮牌，左钮牌 BUCKLE-LOOP 皮带扣BULK PRODUCTION 大量生产 BUTTON-HOLE 钮门 / 扣眼CANVAS 马尾衬，帆布 CASUAL WEAR 便装 CHEMISE 宽松服装CLASSIC LOOK 经典款式 CLASSIFICATION 分类 CLOSE FITTING 贴身COLLAR 领子 COLLAR POINT 领尖 COLOR SHADING 色差CROSS CROTCH 十字缝 DENIM 牛仔 DIMENSION 尺寸、尺码DINNER JACKET 晚礼服 DRESS COAT 礼服 DRY-CLEANED 干洗 DUCK 帆布 DYING 染色 EDGE-FINISHING 边脚处理 FURRY 毛皮制品EXECUTIVE WEA行政装FABRIC 布料 FLARE SKIRT 喇叭裙 FLAX 亚麻FORM AND FOLD GARMENT 定型折衫 FULLY OPENING 全开口FULLY FASHION SWEATER 全成型毛衫 FUR GARMENT 裘皮服装 FUZZ BALLS 起球