2013年《商务英语应用》期末复习范围
1. Blank filling 选词填空 （10%）
P1 Warm-up
A trade fair is an (1) exhibition__organized so that companies in a specific(特定的) industry can show and demonstrate(展示) their new products and services. Generally speaking, trade fairs are not open to the public and can only be attended by company (2) representatives_ and members of the press(新闻界). Attending trade fairs can be an excellent way to test and open up(开发) (3)domestic (国内的)__ and foreign markets and to find new (4)suppliers(供应商)__ .(5)Customers __hoping to get the best (6)value__ from attending trade fairs . They must work out (解决) what kinds of products or (7)services__ they want to find out who they want to meet. An ideal (理想的)trade fair can help them to see and (8)compare__ new and relevant(有关的，相应的) products or services, find new and (9)specialized(专业的)__suppliers, encounter (遇到)new ideas and innovative(创新的) companies, get (10) up-to-date__ new technologies and make contact with (接触，联系) other people in their area of business.
P30 Warm-up
This is an exciting time to be in business. When overseas clients travel to see us, we need to be extra (1)attentive(留心地). All the business activities are based on the trust with each other. Reception and visit will be the first step for both parties to know each other. In order to (2)establish(建立) good business relations, we should pay much attention to the followings: 1) Greeting
Greeting should be friendly and warm. From the moment he or she arrives, the guest should feel (3)welcome. There are many ways to greet people. Some of them are formal and some (4)informal(非正式地). When greeting someone for the first time, it is better to use peoples‟ (5)titles(头衔，职位) with their last names rather than using their first name. An appropriate合适的 greeting to use would be \"Hello, I'm pleased to meet you, Mr. Johnson\" when greeting people. 2) Introduction
Usually we introduce men to women, the younger to the elder. Sometimes there might be (6)exceptions（例外）. It is difficult when the woman is clearly very young and the man is elderly and (7)senior（资深的） in his work. In this case we introduce the young woman to the old man. On (8)formal正式的 occasion we introduce people by their job titles. 3) Handshake
The handshake is the most common physical (9)contact接触，联系 we will have with a business partner. Your handshake should be relaxed but (10)firm坚固的, and you should look at the other
2013年《商务英语应用》期末复习范围 第 1 页 共 7 页
person in the eyes. Good feelings can be (11)extended（传达） with a smile and words such as “It‟s really great to see you”, accompanied（伴随） by a warm handshake.
P56 Warm-up
In foreign trade, business negotiation is not (1) evitable（不可避免的）. It is a common practice（惯例） for the exporter and the importer to (2) confer协商 together and reach a mutually satisfying (3) agreement协议 on the basis of (4) equality and mutual benefit（平等互利）. The two parties need to (5) adjust 调整themselves by exchanging their ideas on the common interest（共同利益）.
Negotiation on sales of goods generally contains four basic stages: i.e. inquiry（询盘）, offer（报盘）, counter-offer（还盘） and acceptance（受盘） and the contents of the business negotiation in foreign trade are usually (6) focused on强调 the main (7) clauses条款 of the contract, including quality（质量）, quantity（数量）, price（价格）, terms of payment（支付方式）, packing（包装）, shipment（装运）, insurance（保险）, (8) inspection（检验）, claims（索赔） etc. Those negotiations can be carried out through face-to-face meetings, (9)correspondence信件 exchanges or telephone talks.
Whether for the exporter or for the importer, the purpose of business negotiation is to sell or buy the right product in the right place at the right time at the right price. Therefore, business negotiation usually has a (10) win-win双赢 result.
2. Matching 配对 (10%)
P58 step 2
Complete the following table according to the relevant information provided.
Trade Terms CIP FOB DDP EXW CIF DEQ FCA DAF FAS CPT Full Form Carriage and Insurance Paid To Free on Board Delivered Duty Paid EX Works Cost, Insurance and Freight Delivered Ex Quay Free Carrier Delivered at Frontier Free Along Side Carriage Paid To Translation 运费、保险费付至 离岸价 完税后交货 工厂交货 到岸价 目的港码头交货 货交承运人 边境交货价 （装运港）船边交货 运费付至 2013年《商务英语应用》期末复习范围 第 2 页 共 7 页
P61 step 1 1. M/T J 2. D/D N 3. sight draft K 4. D/P at sight O 5. D/P after sight Q 6. T/T C 7. CAD I 8. D/A L 9. confirmed L/C E 11. documentary L/C G 12. back-to-back L/C B 13. non-transferable L/C H 14. irrevocable L/C P 15. time (usance) L/C F 16. standby L/C A 17. bill of exchange M 18. L/G D A. 备用信用证 B. 背对背信用证 C. 电汇 D. 保函 E. 保兑信用证 F. 远期信用证 G. 跟单信用证 H. 不可转让信用证 I. 凭单付现 J. 信汇 K. 即期汇票 L. 承兑交单 M. 汇票 N. 票汇 O. 即期付款交单 P. 不可撤销信用证 Q. 远期付款交单 P76 Step 1
Risk of Fresh Water and Rain Damage (F.W.R.D) Taint of Odor Risk
Free from Particular Average (F.P.A.) Theft, Pilferage and Non-delivery (T.P.N.D.) With Particular Average (W.P.A.) War Risk Risk of Leakage Risk of Hook Damage Risk of Sweating and Heating Risk of Shortage Risk of Rust All Risks
Intermixture and contamination
Strike, Riot and Civil Commotion (S.R.C.C.) Import Duty Risk Aflatoxin Risk Risk of Packing Breakage
淡水雨淋险 串味险 平安险
偷窃，提货不着险 水渍险 战争险 渗漏险 勾损险 受潮受热险 短量险 渗漏险 一切险 混杂玷污险 罢工、暴动、民变险 进口关税险 黄曲霉险 包装破裂险
3. Reading comprehension 阅读理解 （10%）
课外2篇 A级难度
2013年《商务英语应用》期末复习范围 第 3 页 共 7 页
4. translation 翻译 （20%）10句中翻英
1、瑞丰公司主要从事各类服装、纺织品的生产、设计开发和内外贸营销。 Refine company Specializes in designing, manufacturing and marketing of various garments and textiles both at home and abroad.
2、瑞丰公司总部位于长三角中心的浙江省湖州市，地处太湖纺织工业园区，距上海仅1.5小时车程，交通便利。
Refine company headquarters in Huzhou City, Zhejiang province, the center of the Yangtze River Delta. Located in the Taihu Lake Textile Industrial Park, it is only one and a half hour‟s drive from Shanghai and enjoys very convenient transportation.
3、瑞丰公司具有年产100万件服装及500万米坯布的生产规模年销售额达8千万人民币，产品主要销往欧洲、北美、中东、及俄罗斯、日本等三十多个国家和地区。
Refine company has a total annual capacity of 1 million pieces of garments and 5 million meters of fabrics, and the annual sales reaches RMB80 million. The products are mainly exported to Europe, North America, Middle East, Russia, Japan and many other countries and regions.
4、瑞丰公司生产工艺先进，技术力量雄厚，质量管理严格，生产设备精良。 Refine is featured by advanced technology, highly skilled manpower, strict quality control, high performance equipments.
5、借此参展机会，我们真诚欢迎世界各地的客商与我们建立和发展互利互惠的业务关系。
We take this opportunity of attending the Fair to sincerely welcome customers from all over the world to establish and develop mutually beneficial business relationship.
6、我是作为参展商去参加CPD时装展。 I go to attend the CPD fashion Fair as an exhibitor. 7、我们很高兴你们从米兰远道而来参观我们工厂。 We are pleased to have you come all the way from Milan 8、我们员工将尽力使你们再参观期间舒适又充实。
Our staff will do their best to make your visit comfortable and worthwhile. 9、如果有任何问题，请别客气，尽管提出来。 Please do not hesitate to ask me questions you may have. 10、我向你们致以最诚挚的欢迎。
I want to extend my warmest welcome to both of you. 11、脚下当心。
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Watch your step. 12、小心这些机器。
Watch out for these machines. 13、你们月产量多少？ What‟s your monthly output.
14、不，所有的工作都由我们自己做，以便确保质量。 No, all is done by us to guarantee the quality.
15、所有产品在整个生产过程中都必须通过五道质量检查关。
All products have to go through five checks in the whole manufacturing process. 16、您对我们的工厂的总体印象怎样？ What‟s your general impression? 17、以前吃过中餐吗？
Have you tried Chinese cuisine before? 18、中国是个饮食文化丰富的国家。
China is a country with a splendid food culture. 19、我不能吃太辣的东西。
I don‟t think I can deal with something too spicy. 20、别客气，趁热吃。
Make yourself at home and eat while it is hot. 21、我提议为我们今后合作成功而干杯。
I‟d like to propose a toast to success of our future cooperation. 22、十打装入一纸箱 Ten dozens to one carton. 23、但我担心纸箱包装不够牢固。
But I‟m afraid cartons are not strong enough. 24、T恤衫不是易碎品。 T-shirts are not fragile goods. 25、我的意思是说纸箱容易破裂。 I mean cartons are easily breakable.
26、我们的包装方式已经被其他客户所广泛接受。
Our way of packing has been widely accepted by other clients. 27、六月份是我们打算把此类商品投入市场的季节。
June is the season that we will put this commodity on our local market. 28、非常遗憾我们不能提前交货。
I‟m sorry to say that we can‟t bring forward the delivery date. 29、我们将与我们的工厂取得联系。 We‟ll get in touch with our manufacturers.
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5. writing (50%) 2篇
P11 step 6
Mr. Zhou and David have made an appointment via email with the German Consulate General Shanghai for a visa interview. Now prepare a list of documents to keep handy with at least 10 items.
1.application form 申请表
2.passport with photocopy of the first page (bio page) 护照（首页双面复印) 3.invitation letter (with personal info, purpose of travel; travel itinerary, signature) 邀请函（包括个人信息，旅行目的，行程，签名） 4.Dispatch Letter / Letter of certification 派遣函 /证明信 5.Corporation Business License 公司营业执照 6.Names Card 名片
7.banker„s reference (Certificate of Deposit, Bank Reconciliation Statement, Vehicle Registration Certificate, Property Ownership Certificate 银行证明（存款证明，银行存款余额调节表，机动车行驶证，房产证) 8. Household Register 户口簿 9. Booth Fee Invoice 展位费发票
10. Hotel Reservation Information 宾馆预订信息 11. Medical Insurance 医疗保险 12. Photos 照片
13. Exhibits / Products Catalogue 展品/产品目录
14. Previous Visa Information (if applicable) 之前的签证信息（如适用) 15. Marriage Certificate (if applicable) 结婚证( 如适用) P32 step 2
Work in small groups and brainstorm the preparations that you would do before making an important business phone call.
1. Put the name card of the person you want to call in front of you. 2. Have the relevant file and documents ready (on screen or on your desk). 3. Have a notepad (记事本，笔记本)and pencil ready so that you can take notes. 4. Note down the questions you want to get answers to. 5. Note down the information you want to give.
6. Check what time of day (or night) it is there and make sure it‟s convenient for the other person to answer your call.
7. Ensure your environment is free of background noise.
8. Decide what you„ll do if someone answers other than the person you‟re calling. Would you prefer to leave a message, go to voice mail（语音信箱）, or call back later?
9. Fax or email ahead to make sure the other person has time to prepare for your call, especially when you don‟t know each other very well.
2013年《商务英语应用》期末复习范围 第 6 页 共 7 页
P35 step 3
It’s so difficult to get hold of Mr. Tim Brown! Now David is trying to contact Mr. Tim Brown for the fourth time, and this time, he is leaving a voice mail.
“This is Tim Brown. I am not available right now. Please leave your message after the beep(哔哔声), and I’ll get back to you asap=as soon as possible.”
Mr Brown, I‟m David Wang from Refine Textile. I sent you some samples by courier as you requested last week and an e-mail afterwards. If you have received them, please contact me on 86 572 2626001. P40 step 1
Tim Brown and his boss, Maria Pesconi, are going to visit Refine Company. David is supposed to make a schedule for their visit from March 18 to 21. Can you help him?
Mar 18 a.m Arrive in Huzhou p.m have a rest at the hotel
in the evening: enjoy the night scene of Huzhou Mar 19 a.m visit the factory
p.m meet with production manager
in the evening: dinner party by the side of the Taihu Lake Mar 20 Visit Bamboo garden in Anji/ buy some souvenirs Mar 21 Leave Huzhou
P40 step 2
Besides the schedule, what else should David do as a preparation for the business reception? Can you list at least 5 things? Work in small groups and brainstorm.
1. Confirm itinerary with visitors and colleagues
2. Personnel, vehicle, board with visitor names for airport pickup 3. Reserve hotel rooms and restaurants
4. Company meeting room for negotiation (samples, drinks…)
5. Prepare relative introductory documents (eg. PPT presentation, latest catalogue, name badges(台签), notebooks, stationery(文具)…) for negotiation 6. Terms for negotiation, backup / alternative plans(备用计划) 7. Entertainments
8. Local knowledge (culture, economy, food, history, scenic spots/places of interest …)
9. Foreign knowledge (culture, custom, food taboo食物禁忌,) 10. Gifts
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