剑桥商务英语实训指导书.docx
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剑桥商务英语实训指导书
剑桥商务英语实训指导书（教案）
一、实训项目在整个专业实训环节中的地位
本实训项目是通过一系列规范、有效的商务仿真场景交际练习对学生进行商务口语基本技能和技巧训练，结合社交英语--电话用语；会议组织安排；商务贸易活动--产品推销、商谈技巧；招聘员工；公司介绍；价格谈判等模拟现场商务交际实践，使学生们在全面提高五项基本技能（听、说、读、写、译）的基础上，培养学生的商务意识，掌握商务礼仪；提高话语分析能力、逻辑思维能力、语言组织能力和双语表达能力。
它是专业课学习的延续和发展，提升学生从业竞争能力及职业素养的有效途径。
二、实训项目的要求
项目一：
社交英语，电话用语
1了解社交和电话相关知识；
2掌握英汉社交用语中的文化差异；
3熟悉社交和电话常用表达方法。
项目二：
会议组织安排
1了解会议组织安排的相关知识；
2掌握会议组织安排相关程序；
3熟悉会议组织安排相关表达方法。
项目三：
商务贸易活动—产品推销
1了解产品推销的基本常识；
2掌握产品推销的主要步骤和注意事项；
3熟悉产品推销的表达方法。
项目四：
招聘员工
1了解招聘员工的基本知识和常见问题；
2掌握招聘员工流程；
3熟悉招聘员工的相关表达方法。
项目五：
公司介绍
（1）了解描述公司组织结和的基本常识；
（2）掌握公司主营方向及业务描述；
（3）熟悉公司或产品的相关要素以及表达方法。
项目六：
价格谈判
（1）能拟定商务谈判计划。
（2）掌握商务谈判中报价还价阶段的策略。
（3）能灵活运用价格谈判中的让步技巧。
三、实训项目具体操作过程和内容
项目一：
社交英语，电话用语
词句的拓展：
国际电话中的常用语
Hello.MayIspeaktoMr.Brown?
◆Yes,thisishespeaking.
◆Who'sspeaking,please?
◆I'msorry,heisnotinnow.
◆Wouldyouliketoleaveamessage?
◆Mr.Brownisonanotherlinenow.
◆Holdthelineamoment,please.
◆MayIhaveExt.5883?
◆Ican'thearyou.
◆Wouldyouspeakalittlelouder?
◆I'msorry.Ihavethewrongnumber.
◆Youarewantedonphone.
◆Willyouaskhimtocallmebacklater?
◆Iwascutoff.Willyouconnectmeagain?
◆We'llcallyoubackinafewminutes.Willyouhangupandwait,please?
◆IwanttoplaceanoverseascalltoNewYork.
◆Couldyoutellmethetimeandchargesafterthecall?
◆Sorry,Ican'twait.Pleasecancelthecall.
◆ThisistheSingaporeoperator.WouldyouconnectmewithMr.LeeintheInternationalDepartment?
◆ThisistheoverseasoperatorintheUnitedStates.Youhaveanoverseascollectcallfrom
◆Mr.SmithinSanFrancisco.Willyouacceptthecharges?
（二）交际实践
————————实训练习一—————————
（O=Operator,C=Chinese）
O:
IsthistheSilverStarTradingCompany?
C:
Yes,itis.
O:
ThisistheoverseastelephoneoperatorintheUnitedStates.WehaveacallforMr.JohnWangintheInternationalFinanceDepartmentfromaMr.RobertofABCCompanyinNewYork.
C:
Fromwhom,didyousay?
O:
FromaMr.RobertofABCCompanyinNewYork.
C:
Thankyou.Justholdtheline,please.
（Severalsecondslater...）
C:
Hello.I'msorrybutMr..JohnWangisinaconferencerightnow.
O:
Oh,isthatright?
Whenwillhebefree?
C:
Well,he'llbefreearoundfouro'clock.
O:
Isee.Justaminute,please.
（Severalsecondslater...）
O:
Hello.HowaboutMr.PeterChen,then?
C:
Yes,he'shere.Onemoment,please.
PeterChen:
Hello.ThisisPeterChenspeaking.
O:
Oh,Mr..Chen?
Willyouholdtheline,please?
（Pause）
O:
Thankyouforwaiting.Mr.Robertisontheline.Goahead,please.
PeterChen:
Thankyou.
————————实训练习二—————————
Inthispart,youandyourpartnerwillaskandanswerquestions.
Set1
QuestionCard
Youneedtoaskyourpartnerforthisinformationaboutaphonequestions.
DateofMessage…………………………………………………………………..
Nameofcaller…………………………………………………………………….
Newarrangement………………………………………………………………….
Reasonforchange…………………………………………………………………
Contactnumber…………………………………………………………………….
InformationCard
Thisistheinformationaboutthephonemessage.Trytoansweryourpartner’squestions.
TelephoneMessage
Date：
Tuesday13thDecember（9：
50am.）
Messagefor:
JaneAston（Marketing）
Messagefrom:
Mr.KimLee（SalesDirector,SeoulMotortec）
Meetingnextweekimpossible（allflightfullybooked）
WillarriveThurs24thfor3:
30pm.Meeting
Call/faxMr.Leeon093622841（N.B.notinoffice18th/19thDecember）
————————实训练习三—————————
Set2
QuestionCard
Youneedtoaskyoupartnerforthisinformationfromamessagegivenoverthetelephone.
Date………………………………………………………………………………..
Caller………………………………………………………………………………
PhoneNo.:
…………………………………………………………………………
Newarrangement………………………………………………………………….
Reasonforchange…………………………………………………………………
InformationCard
Thisisthemessagegivenoverthetelephone.Trytoansweryourpartner’squestions.
To:
Joe
2ndMarch
Mr.PeterJohansencalledfromStockholmVolvooffice.Hecan’tvisityoutoday–hasanothermeeting.
WillcomeonThursday.
OK?
CallhimonTel:
085760663
项目二：
会议组织安排
（一）背景介绍：
Aremeetingsimportantforcompanies?
Why?
/Whynot?
Isitessentialtohaveapropertimingwhenrunningabusinessmeeting?
Why?
Howimportantisittosettheagendaofaconferenceinadvance?
Why?
Doyouthinkitimportanttovisittheplaceforameetingbeforebookingit?
Why?
/
Whynot?
————————实训练习一—————————
Set1Preparingformeeting
Mini-presentation
Whatisimportantwhenselectingaplaceforabusinessmeeting?
Sizeofroomsavailable
Facilitiesoffered
Costofhiring
————————实训练习二—————————
Set2HowtoChairaMeeting
Mini-presentation
1Haveyoueverchairedameeting?
2Doyouthinkitessentialtohaveagoodchairpersonwhenrunningameeting?
3Howimportantisittokeepcontrolofthemeetingwhenitproceeds?
4Whatkindofchairpersondoyouthinkisaqualifiedone?
————————实训练习三—————————
CollaborativeTaskandDiscussion
5Youhavebeenaskedtoorganizeameetingforallstaffinyourdepartment.Talk
togetherforabout2minutesaboutwhatyouneedtodoanddecidewhichthreethingsyoushoulddofirst.Herearesomeideastohelpyou.
6Preparerefreshments
7Bookameetingroom
8Decideontheagendaofthemeeting
9Invitealltheparticipants
10Decideonthedateandstartingtimeofthemeeting
11Setatimelimitforthemeeting
12Asktheparticipantstoprepareforthemeeting
项目三：
商务贸易活动--产品推销
（一）词句的拓展：
Manufacturer
1Ourproductshavemetwithgreatfavoroverseas.
2Whynotplaceatrailordertosoundoutthemarketpotential?
3Istronglyrecommendthisitem.I’msureyou’llbepleasedwithit.
4Ourproductsareverygoodinquality,andthepriceislow.
5Ourproductswillbewellmarketableinyourarea.
6Goodqualityandreasonablepricewillpromiseourproductsstrongcompetitiveness.
Dealer
1Couldyoutellmeaboutyoursalesnetwork?
2Whatwasthetotalamountofyoursaleslastyear?
3Haveyougotthesamples?
4Ifthequalityofyourinitialshipmentisfoundsatisfactory,largerepeatswillfollow.
5Ithinkthesepatternsarequitegood.
6Couldyougiveussomeideaaboutyourprices?
Comprehendbyanalogy
1Doyouhaveanycheaperones?
2Doyouhavesomethinglessexpensive?
3Anyparticularcolor?
4Doyouhaveanypreferenceforcolor?
————————实训练习一—————————
A:
Nicetomeetyou.
B:
Nicetomeetyou,too.Mr.Li
A:
MyfirmhassentmeheretoinquireaboutthepossibilityofpromotingourproductexporttoUSA.
B:
How’syourproductbetterthanthecompetitor’s?
A:
Ourproductisoverandaboveourrival’sproduct,andyetwe’reabletosellitatthesameprice.
B:
Howmanydifferentmodelsdoyouoffer?
A:
Ourproductsareavailableinvariousmodelsandsizes.Hereisourlatestcatalogue,whichshowsmostofourproduct.Wewillnotonlysupplyyouwiththehighestqualitygoodsbutalsoprovideagoodafter-saleservice.Ifyoufindthequalityofourproductsunsatisfactory,we’repreparedtoacceptreturnoftherejectedmaterialwithinaweek.
B:
Thankyouforyourintroduction.
A:
Wouldyouliketohearmaypresentationandletmeshowyouhowitworksnow?
B:
Yes,please.
————————实训练习二—————————
Set1Mini-presentation
What’simportantwhenpromotinganewstoreonthefirstday?
1Lowprice
2Openingceremony
3Promotionalgifts
————————实训练习三—————————
CollaborativeTaskandDiscussion
Yourcompanyisgoingtointroduceanewforeignproductinyourcountry.Talktogetherforabout2minutesaboutsomeofthethingsthatareimportantfortheproductpromotionanddecidewhichthreewouldbethemostimportant.Herearesomeideastohelpyou.
1Priceoftheproduct
2Packaging
3Advertising
4Offeroffreesamples
5Timeoftheyear
6Considercompetitor’sproduct
7Promotionalgifts
8Newsconference
项目四：
招聘员工
1简历
Resume
1Surname（familyname）
2Forenames（givenname
3Address（includepostcode
4TelephoneNO
5Dateof
6Education
Listsecondaryschools,collegesanduniversitiesinorder,theiraddressesanddatesattended
1Qualifications
Listtheonesmostimportanttotheemployerfirst（degree,tradeorprofessionalqualification）,statetheexaminations,subjects,passgrades.Fulltrainingcoursesundertakenrelevanttoyourapplication
1Employmenthistory.
Themostrecentorcurrentjobfirst.Givedates,employers（company）,jobtitleandmainduties,yourlevelofauthority
1Interestsandactivities
Showtheextentofyourparticipation（organizer,committee）.Awardsrelatedtoactivities.
1AdditionalInformation
CurriculumVitae
1PersonalData
FullnameDateandPlaceofBirth
MaritalStatusHomeAddressandphonenumber
1Schoolachievements
（Listschoolsandcollegesattended）
Postgraduate1997-2000NanjingUniversity
College
Secondary
1QualificationsandCredits
2OtherAchievementandExperience
（Workexperience,leisureactivities,skillsgained）
SchoolCertificatesEnglishGradeA
HistoryGradeB
1EmploymentHistory（alljobslisted）
22000todate:
SecretarytotheHumanResourceManager,VagueandBagueCo.Ltd.
3Awards
Scholarship,prizes,awardsoutschoolandcolleges.
1RecreationalInterestsandHobbies
2Classicalmusic,reading,seeingfriends,membersportsandgames.
3Skills
Rememberparticularlyskillswhichwilltransfertotheworkplace:
driving,fluentwriter,abilitytohandle
payments,organizing,personalcomputer
1Actionplan
（Yourcareeraim）:
Tobesuperactress//Tobeafirstsalesman,etc.
1References
IattachreferencesfromMissAnnieWang,Headmistress,Nanjinguniversity.
（二）求职信
Aletterofapplicationshouldbe:
11.Attractivelypresentedtoarousethereader’sinterest.
22.Conciseandeasilyreadtosav
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