1、L/O/G/OChapter 1Computer Hardware(2)1.Terms of computer hardware2.Simulated Writing:Commercial Letters(1)3.Listening and Speaking:InquiryCommercial Letters:Structure and LayoutSample 1,2,3,4Oral work123Part 2 Simulated Writing:Commercial Letters(1)Part 3 Listening and Speaking:InquiryPart 2 Simulate
2、d WritingCommercial Letters(1)现代商务信函主要包含：信头（信头（Letterhead）、日期（）、日期（Date）、信内）、信内地址（地址（Inside Address）、收件人）、收件人（Attention）、称呼（）、称呼（Salutation）、主）、主题（题（Subject or Reference）、正文）、正文（Body）、客套结语（）、客套结语（Complimentary Close）、署名（）、署名（Signature）；有的信件还）；有的信件还包括：附件（包括：附件（Enclosure）、附言）、附言（Postscript）、副本抄送（）、副本抄
3、送（c.c.Carbon Copy）等。如下图所示）等。如下图所示 Layout Letterhead Date Inside Address Attention Salutation Subject or Reference Body Complimentary Close Signature Enclosure Postscript c.c.Carbon Copy商务书信 英文商务书信的权威认为：一封好而有英文商务书信的权威认为：一封好而有效的商务信件，一定要简单、扼要效的商务信件，一定要简单、扼要使用简短的句子，避名冗长、复杂的语使用简短的句子，避名冗长、复杂的语句和段落，把要讲的话有趣
4、而完整地写句和段落，把要讲的话有趣而完整地写出来。现在的时代，要写一封好而有效出来。现在的时代，要写一封好而有效的商务信件，比以往任何时候都更为需的商务信件，比以往任何时候都更为需要，许多的商业都是靠信件往返交易的。要，许多的商业都是靠信件往返交易的。本课主要讨论推销、讨价还价、催款信本课主要讨论推销、讨价还价、催款信等商务信件。等商务信件。Three writing styles三种书写格式三种书写格式缩进式缩进式（Indented Style）每段开头缩进每段开头缩进4个字母个字母地址和姓名需要分行地址和姓名需要分行后行比前行缩进后行比前行缩进 2-3个字母个字母 齐头式齐头式 (Bloc
5、k Style)信头除外，每行信头除外，每行都从最左边开都从最左边开始，成一垂线始，成一垂线修正式修正式(Modified Style)整体布局与缩进式整体布局与缩进式相似，不同之处在相似，不同之处在于每段开头不缩进于每段开头不缩进字母字母 商务知识补充商务知识补充付款方式：付款方式：1、信用证（、信用证（Letter of Credit)L/C信用证是国际贸易中最方便和最安全的付款方信用证是国际贸易中最方便和最安全的付款方式。式。不可撤消信用证不可撤消信用证 irrevocable L/C 不可转让信用证不可转让信用证 non-transferable L/C即期信用证即期信用证 sight
6、 L/C远期信用证远期信用证 usance（法）（法）L/C 2、托收、托收（collection)托收是出口人委托银行向进口托收是出口人委托银行向进口人收款的一种方法。人收款的一种方法。D/P 付款交单付款交单 document against paymentD/A 承兑交单承兑交单 document against acceptance3、汇付汇付 （remittance)T/T 电汇电汇 telegraphic transferM/T 信汇信汇 mail transfer D/D 票汇票汇 demand draft 价格术语：价格术语：1、离岸价离岸价 FOB free on board
7、 装运港船上交货装运港船上交货2、到岸价、到岸价CIF cost,insurance and freight 成本，保险加运费成本，保险加运费CFR cost and freight 成本加运费成本加运费国际贸易流程国际贸易流程国际贸易按其流程一共分为四个重要国际贸易按其流程一共分为四个重要的环节。的环节。询盘（询价信）询盘（询价信）报盘（报价报盘（报价信）信）还盘还盘 接受接受（订购信）（订购信）Inquiry-offer-counter-offer-acceptance询盘（询价信）询盘（询价信）InquiryStep 1 Step 1 信息渠道信息渠道 As we have learne
8、d from.,your are manufactures of.我们从我们从-得知贵方是得知贵方是-的生产商。的生产商。Your firm has been recommended to us by.,with whom we have done business for many years.经与我公司从事多年贸易的经与我公司从事多年贸易的-的推荐。的推荐。Step 2 原因原因We are interested in.我们对我们对-感兴趣。感兴趣。We have a considerable demand here for.我们这里对我们这里对-大量需求。大量需求。Step 3 要求要求
9、Please send your current/latest catalogue/price list/samples.请寄给我们最新的商品目录，价格清单和样品。请寄给我们最新的商品目录，价格清单和样品。Please quote your price gross/net/FOB(离岸价离岸价).Please quote your best/most competitive/lowest price.Your attention will be highly appreciated.如蒙关照，不胜感激。如蒙关照，不胜感激。报盘（报价信）报盘（报价信）OfferStep 1 感谢感谢We tha
10、nk you for your inquiry of.We were pleased to note from your letter of.that you are interested in.感谢你感谢你*月月*日的询盘。日的询盘。我们很高兴的从贵方我们很高兴的从贵方*月月*日的来信得知，贵方对日的来信得知，贵方对感兴趣。感兴趣。Step 2 回复回复We are pleased to enclose our price list and terms of payment for your consideration.我们很高兴随函附上我方价格清单以及付我们很高兴随函附上我方价格清单以及付
11、款条件，以供参考。款条件，以供参考。This is the lowest price we quoted.We would like payment by irrevocable letter of credit.买的越多，折扣越大。买的越多，折扣越大。The more you buy,the bigger discount you will enjoy.Step 3Your attention will be highly appreciated.Part 2 Simulated WritingCheck your understandingSample Reading 11.Who is
12、the Marketing Manager of Justin Box Ltd.2.In which newspaper were the monitors advertised?3.What does Mr.Bowen ask for?S.Bowen.The Times of Jan.24,1998 The full details,prices and samples of the monitorsPart 2 Simulated WritingCheck your understandingSample Reading 21.Who is Mark Hardy?2.Who wrote t
13、he letter of Jan.25?3.What was enclosed with the letter?Sales Manager of Manhattan-Windsor CompanyMr.Bowen,Marketing Manager of Justin Box Ltd.A copy of new brochure and a price list of Manhattan-Windsor.Part 2 Simulated WritingCheck your understandingSample Reading 31.What does“their”in paragraph 2
14、 refer to?2.How will Redways pay for the monitors?3.What is the Chinese meaning for“pro-forma invoice”?The samplesBy Letter of Credit.形式发票形式发票Part 3 Listening and Speaking Inquiry 1.Ask the students to read dialogue 1-4 and act out.2.Notes CIF(Cost,Insurance,Freight)到岸价 FOB(Free on Board)离岸价 order s
15、heet 订单 Sales Department 销售部 Shekou 蛇口港 trial order 试销订单Useful Expressions and Patterns 1.May I have/keep a catalogue and a price list?2.Have you found any goods which interest you?3.Is it possible to place this product on your market?4.What products would you like this time?5.We are particularly ke
16、en onUseful Expressions and Patterns 6.We have great interest in/We are particularly interested in 7.We are prepared to have a trial sale in our market.8.These products are highly reputed for their quality and design.9.It has been highly praised and appreciated by public consumers.Useful Expressions
17、 and Patterns10.These products have/enjoy a ready market.11.The product is very popular and in great demand.12.We have plenty of these models available for export.Useful Expressions and Patterns13.We are making efforts to enlarge our production.14.Thank you for your inquiry,but the goods now are out
18、 of stock.15.Well contact you again when we are in a better position to supply.Task for Dialogue 1 What is Mr.Fabian interested in?The new monitor and keyboard No.135.Task for Dialogue 2 What are the advantages of the monitors?The shapes are unusual and attractive.They have high resolution and defin
19、ition as well.Task for Dialogue 3 What is the deadline of delivering the goods?November 1.Task for Dialogue 4 Why cant Miss Green place an order for Wentian business computer now?Because this product is in great demand and they have been flooded with orders.Oral Work1.Role-play the sample dialogues2
20、.Complete the following dialogue by filling in the corresponding sentence numbers listed below.3.Complete the following dialogues by translating the Chinese into English orally.4.Learn to communicate in the given situation.(ref page 15-16)1 What are you interested?Could you give me an introduction t
21、o them?The products enjoy a ready market.Exe 3 P152 Your first visit to China Hi-tech fair?May I know what you are interested in?I hope you will give me your best offer.Exe 3 P15 四级考试备考策略四、六级考试各部分测试内容、题型、时间和所占比例四、六级考试各部分测试内容、题型、时间和所占比例一、写作一）一）评分原则1.总体评分法2.兼顾内容与语言3.定档给分（2,5,8,10,11,14)二）答题启示1.注意文章的给读
22、者的第一印象2.注重文章内容的丰富性3.注重文章中语言的准确性和连贯性一、写作三）历年真题三）历年真题1995.01-论说文：论说文：Can Money Buy Happiness?1995.06-说明文：说明文：Advantages of a Job Interview1996.01-说明文：说明文：The Two Way Weekend1996.06-说明文：说明文：Global Shortage of Fresh Water1997.01-说明文：说明文：Practice Makes Perfect1997.06-说明文：说明文：Getting to Know the Outside o
23、f the campus1998.01-说明文：说明文：Harmfulness of Fake Commodities1998.06-论说文：论说文：Do Lucky Numbers Bring Good Luck?1999.01-说明文：说明文：Dont Hesitate to Say“No”一、写作三）历年真题三）历年真题1999.06-论说文：论说文：Reading Extensively or Intensively2000.01-说明文：说明文：How I Finance My College Education2000.06-论说文：论说文：Is a Test of Spoken
24、English Necessary2001.01-说明文：说明文：How to Succeed in a Job Interview2001.06-应用文：应用文：A Letter to a Schoolmate2002.01-应用文：应用文：A Letter to the University President About the Canteen Service on the Campus2002.06-说明文：说明文：Student Use of Computers(图表图表)一、写作三）历年真题三）历年真题2003.01-说明文：说明文：It Pays to be Honest(阐述阐
25、述)2003.06-说明文：说明文：An Eye-Witness Account of a Traffic Accident(描写与分析描写与分析)2004.01-应用文：应用文：A Letter in Reply to a Friend2004.06-应用文：应用文：A Brief Introduction to A Tourist Attraction(导游词导游词)2005.01-应用文：应用文：A Campaign Speech(演讲词演讲词)2005.06-叙议文：叙议文：An Incident2005.12-论说文：论说文：Should the University Campus
26、be Open to Tourists?2006.06-应用文：应用文：Write a Poster Recruiting Volunteers2006.12-议论文：议论文：Spring Festival Gala on CCTV2007.06应用文：应用文：Welcome to our club(欢迎词欢迎词)2007.12论说文：论说文：Electives to choose2008.06论说文：论说文：Recreational Activities一、写作三）历年真题三）历年真题2005.12-论说文：论说文：Should the University Campus be Open t
27、o Tourists?Part V Writing(30 minutes)Directions:For this part,you are allowed 30 minutes to write a short essay entitled Should the University Campus Be Open to Tourists?You should write at Least 120 words following the outline given below:1名校校园正成为旅游新热点名校校园正成为旅游新热点 2校园是否应对游客开放，人们看法不同校园是否应对游客开放，人们看法不
28、同 3我认为我认为 Should the University Campus Be Open to Tourists?一、写作三）历年真题三）历年真题2006.06-应用文：应用文：Write a Poster Recruiting Volunteers Directions:For this part,you are allowed 30 minutes to write a poster recruiting volunteers.You should write at Least 120 words following the outline given below:1校学生会将组织一次
29、暑假志愿者活动，现招校学生会将组织一次暑假志愿者活动，现招募志愿者募志愿者2本次志愿者活动的目的、活动安排等本次志愿者活动的目的、活动安排等3报名条件及联系方式报名条件及联系方式 Volunteers Needed三）历年真题三）历年真题2006.12-议论文：议论文：Spring Festival Gala on CCTVDirections:For this part,you are allowed 30 minutes to write a short essay entitled Spring Festival Gala on CCTV.You should write at leas
30、t 120 words following the outline given below.1.许多人喜欢在除夕夜看春节晚会许多人喜欢在除夕夜看春节晚会2.但有些人提出取消春节晚会但有些人提出取消春节晚会3.我的看法我的看法一、写作一、写作2006.12-议论文 范文:Spring Festival Gala on CCTVThe approach of the Chinese Lunar New Year poses a national issue concerning the necessity of holding the CCTV Spring Festival Gala.Its e
31、stablished status is being challenged by a growing number of people,especially by younger generations.It is increasing difficult to cater for all tastes.一、写作2006.12-议论文 范文:Spring Festival Gala on CCTV Some individuals deem that it should be cancelled or replaced by other programs.These young people
32、focus their attention on other forms of celebration instead if immersing themselves in TV.Despite that,the majority of middle-aged people and senior citizens uphold the importance of the traditional performance.The most striking feature of this gala is its traditionally close link with ordinary peop
33、les lives.Most of people view this gala as an annual staple on the Eve of this traditional Chinese Spring Festival.They all have a restless night and glue their eyes on the television.一、写作2006.12-议论文 范文:Spring Festival Gala on CCTV I am not supportive of the view that the grand gala should be abando
34、ned.Undoubtedly,it plays a vital role in the celebration of the Chinese New Year.To increase its appeal and meet the needs of the young adults,CCTV should come up with programs to make this event more remarkable.2007.06-应用文：应用文：An Announcement to Welcome Students to Join a Club(演讲告示演讲告示)Directions:F
35、or this part,you are allowed 30 minutes to write an announcement to welcome students to join a club.You should write at least 120 words following the outline given below.1.本社团的主要活动内容本社团的主要活动内容2.参加本社团的好处参加本社团的好处3.任何加入本社团任何加入本社团一、写作一、写作范文范文(2007.06-应用文：演讲稿应用文：演讲稿)：Welcome to Our ClubThe Speech Club is
36、 organizing school-wide speech training and contests to be held on each Saturday at the Students Recreational Center.Five prestigious experts and professors will be invited to be speech lecturers and contests judges.For each speech contest,the first six winners will be given awards.一、写作范文范文(2007.06-
37、应用文：演讲稿应用文：演讲稿)：Welcome to Our Club Attending our club has substantial advantages.Firstly,it can improve your ability to deliver a speech which is of utmost significance to your future career and development.Secondly,it can help you to possess self-confidence,enrich your extra-curricula activities a
38、nd make your campus life colorful.To sum up,the experiences in our club will be extraordinarily unforgettable throughout your life.一、写作范文范文(2007.06-应用文：演讲稿应用文：演讲稿)：Welcome to Our Club Students who are interested in taking part in the club may sign up with the monitor of their classes before Tuesday
39、next week(Dec.26).Everybody is welcome to a member of our club.一、写作论说文：（论说文：（2007-12）What electives to choose 1、各大学开设了各种各样的选修课、各大学开设了各种各样的选修课2、学生因为各种原因选择了不同的选修课、学生因为各种原因选择了不同的选修课3、以你自己为例、以你自己为例 一、写作论说文：论说文：Selecting Courses（2007-12）Recently,people in growing numbers show their concern about selectin
40、g courses.In some colleges,students are permitted to pick out their courses professors freely.The reasons are listed as follows:一、写作论说文：论说文：Selecting Courses（2007-12）In the first place,students can choose the teacher according to their interests,which will be helpful for their future careers.Besides
41、,selecting courses can reduce the rate of students absence indirectly for students usually choose their favorite teachers.一、写作论说文：论说文：Selecting Courses（2007-12）As far as I am concerned,every coin has two sides.On the one hand,students may learn the course better,because they may choose the professor
42、 they liked.On the other hand,if the professor who is very popular and a great number of students would like to attend his/her course,the classroom must be overcrowded.It will have a bad impact on the class.一、写作论说文：论说文：Recreational Activities(2008.06)In the era of information and technology,there ar
43、e all kinds of recreational activities.Some people think those recreational activities are great and necessary,because they can help people relax from the hard work and study.Some of the activities,such as hiking,jogging,can help people relax physically;while some of them,such as surfing the Interne
44、t,can help people relax mentally.一、写作论说文：论说文：Recreational Activities(2008.06)However,some people think that so many kinds of recreational activities may have a bad effect on our lives.Some people may not resist some temptations from those activities,and indulge themselves in those activities.At last
45、 they are lured away from their study or their work.一、写作论说文：论说文：Recreational Activities(2008.06)In my opinion,we should pay more attention to the advantages of various recreational activities and make the most of them.Meanwhile,we should learn how to use those activities positively,and make them a h
46、elpful tool for our development.四）命题趋势四）命题趋势：2001年年1月以前：月以前：说明文、论说文为主，少有应用文说明文、论说文为主，少有应用文2001年年6月月-2007年年6月：月：应用文为主（书信、演讲词、海报告示）应用文为主（书信、演讲词、海报告示）说明文、论说文、记叙文为辅说明文、论说文、记叙文为辅2007年年12月以来及未来趋势：月以来及未来趋势：时效性强的论说文、与学生生活及未来就时效性强的论说文、与学生生活及未来就业有关的应用文（如求职函、投诉函及对投业有关的应用文（如求职函、投诉函及对投诉函的回信等）诉函的回信等）一、写作五）写作策略：五）
47、写作策略：1)1)认真审题认真审题审请题目、关键词、段首句、题纲、提示、审请题目、关键词、段首句、题纲、提示、图表；确定主题、明确范围、选定素材、图表；确定主题、明确范围、选定素材、抓住重点；抓住重点；2)2)列出提纲、深刻思考、打好腹稿、抓列出提纲、深刻思考、打好腹稿、抓住要点、准备例证住要点、准备例证3)3)正确表达正确表达选择正确的文体与格式；选择准确地道的选择正确的文体与格式；选择准确地道的表达方式：句型多样化；上下文逻辑连表达方式：句型多样化；上下文逻辑连贯；语法、拼写、措辞准确多变；贯；语法、拼写、措辞准确多变；4)4)修改校对：语法、拼写、标点、措辞修改校对：语法、拼写、标点、措
48、辞5)5)把握时间：把握时间：1)1)、2)2)步：步：3-53-5分钟分钟;3)3)步：步：20-2520-25分钟；分钟；4)4)步：步：3-53-5分钟分钟一、写作五）写作策略五）写作策略1.段首句作文段首句作文（即主题句作文（即主题句作文）应对策略应对策略:-确定主题和中心；确定主题和中心；-审清题目和所给段首句；审清题目和所给段首句；-写好扩展句，句子语言正确，句型多样化；写好扩展句，句子语言正确，句型多样化；-提供具体例证（即次要扩展句）说明主题句，提供具体例证（即次要扩展句）说明主题句，避免空洞无物论点；避免空洞无物论点；-句与句、段与段之间的过渡和照应句与句、段与段之间的过渡和
49、照应 （启呈转合）；（启呈转合）；-段落首尾及文章首尾的呼应。段落首尾及文章首尾的呼应。一、写作五）写作策略五）写作策略2.标题与提纲作文（中或英文提纲，问题式提纲）标题与提纲作文（中或英文提纲，问题式提纲）应对策略：应对策略：-理解题目与提纲中所提供的信息；理解题目与提纲中所提供的信息；-确定文章题材；确定文章题材；-利用提纲中提供的信息并搜罗更多有关素材；利用提纲中提供的信息并搜罗更多有关素材；-围绕题目发展、充实提纲；围绕题目发展、充实提纲；-写作时切勿照搬抄译写作时切勿照搬抄译 要整体安排；要整体安排；（参考段首句作文的写作对策）（参考段首句作文的写作对策）一、写作五）写作策略五）写作
50、策略3.图表说明文（图片与图表）图表说明文（图片与图表）应对策略：应对策略：写好标题写好标题第一段：描述图表（忌流水帐，利用比较典第一段：描述图表（忌流水帐，利用比较典型的数据型的数据或例子）或例子）第二段：分析因果第二段：分析因果第三段：做出结论与预测发展趋势，或得出第三段：做出结论与预测发展趋势，或得出启示、提出建议或解决方法启示、提出建议或解决方法 牢记图表作文常用的表达方式！牢记图表作文常用的表达方式！一、写作五）写作策略五）写作策略 4.议论文议论文（argumentation）应对策略应对策略：-着重发表自己看法、用自己的论点来劝着重发表自己看法、用自己的论点来劝说、影响和说服读者
