剑桥商务英语实训指导书.doc

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. May I speak to Mr. Brown?uYes, this is he speaking.uWhos speaking, please?uIm sorry, he is not in now.uWould you like to leave a message?uMr. Brown is on another line now.uHold the line a moment, please.uMay I have Ext. 5883?uI cant hear you.uWould you speak a little louder?uIm sorry. I have the wrong number.uYou are wanted on phone.uWill you ask him to call me back later?uI was cut off. Will you connect me again?uWell call you back in a few minutes. Will you hang up and wait, please?uI want to place an overseas call to New York.uCould you tell me the time and charges after the call?uSorry, I cant wait. Please cancel the call.uThis is the Singapore operator. Would you connect me with Mr. Lee in the International Department?uThis is the overseas operator in the United States. You have an overseas collect call fromuMr. Smith in San Francisco. Will you accept the charges? (二) 交际实践实训练习一(O=Operator, C=Chinese)O: Is this the Silver Star Trading Company?C: Yes, it is.O: This is the overseas telephone operator in the United States. We have a call for Mr. John Wang in the International Finance Department from a Mr. Robert of ABC Company in New York.C: From whom, did you say?O: From a Mr. Robert of ABC Company in New York.C: Thank you. Just hold the line, please.(Several seconds later.) C: Hello. Im sorry but Mr. John Wang is in a conference right now.O: Oh, is that right? When will he be free?C: Well, hell be free around four oclock.O: I see. Just a minute, please.(Several seconds later.)O: Hello. How about Mr. Peter Chen, then?C: Yes, hes here. One moment, please.Peter Chen: Hello. This is Peter Chen speaking.O: Oh, Mr. Chen? Will you hold the line, please?(Pause)O: Thank you for waiting. Mr. Robert is on the line. Go ahead, please.Peter Chen: Thank you.实训练习二In this part, you and your partner will ask and answer questions.Set 1Question Card You need to ask your partner for this information about a phone questions.Date of Message.Name of caller.New arrangement.Reason for changeContact number.Information CardThis is the information about the phone message. Try to answer your partners questions.Telephone MessageDate：Tuesday 13th December ( 9：50 am.) Message for: Jane Aston (Marketing) Message from: Mr. Kim Lee (Sales Director, Seoul Motortec) Meeting next week impossible (all flight fully booked) Will arrive Thurs 24th for 3:30 pm. Meeting Call / fax Mr. Lee on 093 622841 ( N. B. not in office 18th /19th December) 实训练习三Set 2Question CardYou need to ask you partner for this information from a message given over the telephone.Date.CallerPhone No.:New arrangement.Reason for changeInformation Card This is the message given over the telephone. Try to answer your partners questions.To: Joe2nd MarchMr. Peter Johansen called from Stockholm Volvo office. He cant visit you today has another meeting.Will come on Thursday.OK?Call him on Tel: 08576 0663项目二：会议组织安排(一)背景介绍：Are meetings important for companies? Why? / Why not?Is it essential to have a proper timing when running a business meeting? Why?How important is it to set the agenda of a conference in advance? Why?Do you think it important to visit the place for a meeting before booking it? Why? / Why not?实训练习一Set 1 Preparing for meeting Mini-presentationWhat is important when selecting a place for a business meeting?Size of rooms availableFacilities offeredCost of hiring 实训练习二Set 2 How to Chair a MeetingMini-presentation1 Have you ever chaired a meeting?2 Do you think it essential to have a good chairperson when running a meeting? 3 How important is it to keep control of the meeting when it proceeds?4 What kind of chairperson do you think is a qualified one?实训练习三 Collaborative Task and Discussion5 You have been asked to organize a meeting for all staff in your department. Talk together for about 2 minutes about what you need to do and decide which three things you should do first. Here are some ideas to help you.6 Prepare refreshments7 Book a meeting room8 Decide on the agenda of the meeting9 Invite all the participants 10 Decide on the date and starting time of the meeting11 Set a time limit for the meeting12 Ask the participants to prepare for the meeting项目三：商务贸易活动-产品推销（一）词句的拓展： Manufacturer1 Our products have met with great favor overseas.2 Why not place a trail order to sound out the market potential?3 I strongly recommend this item. Im sure youll be pleased with it.4 Our products are very good in quality, and the price is low.5 Our products will be well marketable in your area.6 Good quality and reasonable price will promise our products strong competitiveness.Dealer1 Could you tell me about your sales network?2 What was the total amount of your sales last year?3 Have you got the samples?4 If the quality of your initial shipment is found satisfactory, large repeats will follow.5 I think these patterns are quite good.6 Could you give us some idea about your prices?Comprehend by analogy1 Do you have any cheaper ones?2 Do you have something less expensive?3 Any particular color?4 Do you have any preference for color?实训练习一A: Nice to meet you.B: Nice to meet you, too. Mr. LiA: My firm has sent me here to inquire about the possibility of promoting our product export to USA.B: Hows your product better than the competitors?A: Our product is over and above our rivals product, and yet were able to sell it at the same price.B: How many different models do you offer?A: Our products are available in various models and sizes. Here is our latest catalogue, which shows most of our product. We will not only supply you with the highest quality goods but also provide a good after-sale service. If you find the quality of our products unsatisfactory, were prepared to accept return of the rejected material within a week. B: Thank you for your introduction.A: Would you like to hear may presentation and let me show you how it works now?B: Yes, please.实训练习二Set 1 Mini-presentationWhats important when promoting a new store on the first day?1 Low price 2 Opening ceremony3 Promotional gifts实训练习三Collaborative Task and DiscussionYour company is going to introduce a new foreign product in your country. Talk together for about 2 minutes about some of the things that are important for the product promotion and decide which three would be the most important. Here are some ideas to help you.1 Price of the product2 Packaging3 Advertising4 Offer of free samples5 Time of the year6 Consider competitors product7 Promotional gifts8 News conference项目四：招聘员工1 简历Resume1 Surname (family name) 2 Forenames (given name3 Address (include postcode4 Telephone NO5 Date of 6 Education List secondary schools, colleges and universities in order, their addresses and dates attended1 Qualifications List the ones most important to the employer first ( degree, trade or professional qualification), state the examinations, subjects, pass grades. Full training courses undertaken relevant to your application1 Employment history. The most recent or current job first. Give dates, employers (company), job title and main duties, your level of authority1 Interests and activities Show the extent of your participation (organizer, committee). Awards related to activities.1 Additional InformationCurriculum Vitae1 Personal Data Full name Date and Place of Birth Marital Status Home Address and phone number 1 School achievements ( List schools and colleges attended ) Postgraduate 1997-2000 Nanjing University College Secondary 1 Qualifications and Credits2 Other Achievement and Experience ( Work experience, leisure activities, skills gained ) School Certificates English Grade A History Grade B1 Employment History ( all jobs listed) 2 2000 to date: Secretary to the Human Resource Manager, Vague and Bague Co. Ltd. 3 Awards Scholarship, prizes, awards out school and colleges.1 Recreational Interests and Hobbies2 Classical music, reading, seeing friends, member sports and games.3 Skills Remember particularly skills which will transfer to the workplace: driving, fluent writer, ability to handle payments, organizing, personal computer1 Action plan (Your career aim): To be super actress/To be a first salesman, etc.1 References I attach references from Miss Annie Wang, Headmistress, Nanjing university.（二）求职信A letter of application should be: 1 1. Attractively presented to arouse the readers interest.2 2. Concise and easily read to save the time and trouble.3 3. Informative showing that your qualifications satisfy the requirements for the job vacancy.4 4. Properly modest.5 5. Tactful enough not to draw attention to your lack of experience in any respect.6 6. Persuasively inducing an action to get an invitation to an interview.7 7. In “you attitude” 8 8. In proper language and style. Sample9 PRODUCTION SECRETARY10 I am writing with reference to your advertisement for a Production Secretary in the Guardian of 23 July 2001.11 I graduated from Madrid University in 1994 with a degree in Modern European languages. My first full-time job was as a support secretary for the Training Director of a company which ran courses for software designers and IT managers. Since 1996 I have been working as a bilingual secretary for a large international publishing company.12 I am very interested in the position because I would like to use my languages. I am enthusiastic about working for a TV company and feel that I have the flexibility, motivation and communication skills you require.13 Please find enclosed my curriculum vitae and a photo.14 I look forward to hearing from you. 15 招聘方法Recruitment methods1 External/ internal recruitment2 to use an agency3 apply for a job4 by advertising the vacancy in newspapers and magazines5 to recruit staff through the Internet6 interview / select the candidates7 常见问题8 Q： Can you sell yourself in two minutes？ Go for it. （你能在两分钟內自我推荐吗？大胆试试吧！）1 A： With my qualifications and experience, I feel I am hardworking, responsible and diligent in any project I undertake. Your organization could benefit from my analytical and interpersonal skills. (依我的资格和经验，我觉得我对所从事的每一个项目都很努力、负责、勤勉。我的分析能力和与人相处的技巧，对贵单位必有价值。) 1 Q：Give me a summary of your current job description. (对你目前的工作，能否做个概括的说明。) 1 A：I have been working as a computer programmer for five years. To be specific, I do system analysis, trouble shooting and provide software support. (我干了五年的电脑程序员。具体地说，我做系统分析，解决问题以及软件供应方面的支持。） 1 Q：Why did you leave your last job？ (你为什么离职呢？) 1 A： Well, I am hoping to get an offer of a better position. If opportunity knocks, I will take it. （我希望能获得一份更好的工作，如果机会来临，我会抓住。） 1 A：I feel I have reached the glass ceiling in my current job. / I feel there is no opportunity for advancement. （我觉得目前的工作，已经达到顶峰，即沒有升迁机会。) 1 Q：How do you rate yourself as a professional？ (你如何评估自己是位专业人员呢？)1 A： With my strong academic background, I am capable and competent. (凭借我良好的学术背景，我可以胜任自己的工作，而且我认为自己很有竞争力。）2 A：With my teaching experience, I am confident that I can relate to students very well. (依我的教学经验，我相信能与学生相处的很好。) 3 Q： What contribution did you make to your current (previous) organization？ (你对目前/从前的工作单位有何贡献？) 1 A： I have finished three new projects, and I am sure I can apply my experience to this position. (我已经完成三个新项目，我相信我能将我的经验用在这份工作上。) 1 Q：What do you think you are worth to us？ (你怎么认为你对我们有价值呢？)1 A：I feel I can make some positive contributions to your company in the future. (我觉得我对贵公司能做些积极性的贡献。) 1 Q：What make you think you would be a success in this position？ (你如何知道你能胜任这份工作？）1 A：My graduate school training combined with my internship should qualify me for this particular job. I am sure I will be successful. (我在研究所的训练，加上实习工作，使我适合这份工作。我相信我能成功。) 1 Q：Are you a multi-tasked individual？ (你是一位可以同时承担数项工作的人吗？) or 1 Do you work well under stress or pressure？ (你能承受工作上的压力吗?) 1 A：Yes, I think so. A：The trait is needed in my current（or previous) position and I know I can handle it well. (这种特点就是我目前（先前）工作所需要的，我知道我能应付自如。) 1 Q：What is your strongest traits？ (你个性上最大的特点是什么？)1 A：Helpfulness and caring. （乐于助人和关心他人。） 1 A：Adaptability and sense of humor. （适应能力和幽默感。） 1 A：Cheerfulness and friendliness. （乐观和友爱。） 1 Q： How would your friends or colleagues describe you？ （你的朋友或同事怎样形容你？）1 A： (pause a few seconds) (稍等几秒钟再答，表示慎重考虑。) They say Mr. Chen is an honest, hardworking and responsible man who deeply cares for his family and friends. (他们说陈先生是位诚实、工作努力，负责任 的人，他对家庭和朋友都很关心。)1 A：They say Mr. Chen is a friendly, sensitive, caring and determined person. (他们说陈先生是位很友好、敏感、关心他人和有决心 的人。) 1 Q：What personality traits do you admire？ (你欣赏哪种性格的人？) 1 A： (I admire a person who is）honest, flexible and easy-going. (诚实、不死板而且容易相处的人。) 1 A： (I like) people who possess the can do spirit. (有实际行动的人。)1 Q：What leadership qualities did you develop as an administrative personnel？ (作为行政人员，你有什么样的领导才能？)1 A：I feel that learning how to motivate people and to work together as a team will be the major goal of my leadership. (我觉得学习如何把人们的积极性调动起来， 以及如何配合协同的团队精神，是我行政工 作的主要目标。) 1 A：I have refined my management style by using an open-door policy. (我以开放式的政策，改进我的行政管理方式。)1 Q：How do you normally handle criticism？ (你通常如何处理別人的批评？) 1 A：Silence is golden. Just dont say anything; otherwise the situation could become worse. I do, however, accept constructive criticism. (沈默是金。不必说什么，否则情况更糟，不 过我会接受建设性的批评。) 1 A：When we cool off, we will discuss it later. (我会等大家冷靜下来再讨论。) 1 Q： What do you find frustrating in a work situation？ (在工作中，什么事令你不高兴？) 1 A： Sometimes, the narrow-minded people make me frustrated. (胸襟狭窄的人，有时使我泄气。) 1 A：Minds that are not receptive to new ideas. (不能接受新思想的那些取。)1 Q：How do you handle your conflict with your colleagues in your work? (你如何处理与同事在工作中的意见不 和？) 1 A：I will try to present my ideas in a more clear and civilized manner in order to get my points across. (我要以更清楚文明的方式，提出我的 看法，使对方了解我的观点。) 1 Q：How do you handle your failure？ (你怎样对待自己的失敗？) 1 A： None of us was born perfect. I am sure I will be given a second chance to correct my mistake. （我们大家生来都不是十全十美的，我 相信我有第二个机会改正我的错误。) 1 Q：What provide you with a sense of accomplishment. （什么会让你有成就感？）1 A：Doing my best job for your company. (为贵公司竭力效劳。)1 A：Finishing a project to the best of my ability. (尽我所能，完成一个项目。) 1 Q：If you had a lot of money to donate, where would you donate it to？Why？ (假如你有很多钱可以捐赠，你会捐给 什么单位？为什么？) 1 A：I would donate it to the medical research because I want to do something to help others. (我会捐给医药研究，因为我要为他人做点 事。) 1 A：I prefer to donate it to educational institutions. (我乐意捐给教育机构。) 1 Q：What is most important in your life right now？ (眼下你生活中最重要的是什么？) 1 A：To get a job in my field is most important to me. (对我来说，能在这个领域找到工作是最重要 的。) 1 A：To secure employment hopefully with your company. (希望能在贵公司任职对我来说最重要。) 1 Q：What current issues concern you t