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HELLOMAYISPEAKTOMRBROWNYES,THISISHESPEAKINGWHOSSPEAKING,PLEASEIMSORRY,HEISNOTINNOWWOULDYOULIKETOLEAVEAMESSAGEMRBROWNISONANOTHERLINENOWHOLDTHELINEAMOMENT,PLEASEMAYIHAVEEXT5883ICANTHEARYOUWOULDYOUSPEAKALITTLELOUDERIMSORRYIHAVETHEWRONGNUMBERYOUAREWANTEDONPHONEWILLYOUASKHIMTOCALLMEBACKLATERIWASCUTOFFWILLYOUCONNECTMEAGAINWELLCALLYOUBACKINAFEWMINUTESWILLYOUHANGUPANDWAIT,PLEASEIWANTTOPLACEANOVERSEASCALLTONEWYORKCOULDYOUTELLMETHETIMEANDCHARGESAFTERTHECALLSORRY,ICANTWAITPLEASECANCELTHECALLTHISISTHESINGAPOREOPERATORWOULDYOUCONNECTMEWITHMRLEEINTHEINTERNATIONALDEPARTMENTTHISISTHEOVERSEASOPERATORINTHEUNITEDSTATESYOUHAVEANOVERSEASCOLLECTCALLFROMMRSMITHINSANFRANCISCOWILLYOUACCEPTTHECHARGES二交际实践实训练习一OOPERATOR,CCHINESEOISTHISTHESILVERSTARTRADINGCOMPANYCYES,ITISOTHISISTHEOVERSEASTELEPHONEOPERATORINTHEUNITEDSTATESWEHAVEACALLFORMRJOHNWANGINTHEINTERNATIONALFINANCEDEPARTMENTFROMAMRROBERTOFABCCOMPANYINNEWYORKCFROMWHOM,DIDYOUSAYOFROMAMRROBERTOFABCCOMPANYINNEWYORKCTHANKYOUJUSTHOLDTHELINE,PLEASESEVERALSECONDSLATERCHELLOIMSORRYBUTMRJOHNWANGISINACONFERENCERIGHTNOWOOH,ISTHATRIGHTWHENWILLHEBEFREECWELL,HELLBEFREEAROUNDFOUROCLOCKOISEEJUSTAMINUTE,PLEASESEVERALSECONDSLATEROHELLOHOWABOUTMRPETERCHEN,THENCYES,HESHEREONEMOMENT,PLEASEPETERCHENHELLOTHISISPETERCHENSPEAKINGOOH,MRCHENWILLYOUHOLDTHELINE,PLEASEPAUSEOTHANKYOUFORWAITINGMRROBERTISONTHELINEGOAHEAD,PLEASEPETERCHENTHANKYOU实训练习二INTHISPART,YOUANDYOURPARTNERWILLASKANDANSWERQUESTIONSSET1QUESTIONCARDYOUNEEDTOASKYOURPARTNERFORTHISINFORMATIONABOUTAPHONEQUESTIONSDATEOFMESSAGENAMEOFCALLERNEWARRANGEMENTREASONFORCHANGECONTACTNUMBERINFORMATIONCARDTHISISTHEINFORMATIONABOUTTHEPHONEMESSAGETRYTOANSWERYOURPARTNERSQUESTIONSTELEPHONEMESSAGEDATETUESDAY13THDECEMBER950AMMESSAGEFORJANEASTONMARKETINGMESSAGEFROMMRKIMLEESALESDIRECTOR,SEOULMOTORTECMEETINGNEXTWEEKIMPOSSIBLEALLFLIGHTFULLYBOOKEDWILLARRIVETHURS24THFOR330PMMEETINGCALL/FAXMRLEEON093622841NBNOTINOFFICE18TH/19THDECEMBER实训练习三SET2QUESTIONCARDYOUNEEDTOASKYOUPARTNERFORTHISINFORMATIONFROMAMESSAGEGIVENOVERTHETELEPHONEDATECALLERPHONENONEWARRANGEMENTREASONFORCHANGEINFORMATIONCARDTHISISTHEMESSAGEGIVENOVERTHETELEPHONETRYTOANSWERYOURPARTNERSQUESTIONSTOJOE2NDMARCHMRPETERJOHANSENCALLEDFROMSTOCKHOLMVOLVOOFFICEHECANTVISITYOUTODAYHASANOTHERMEETINGWILLCOMEONTHURSDAYOKCALLHIMONTEL085760663项目二会议组织安排一背景介绍AREMEETINGSIMPORTANTFORCOMPANIESWHY/WHYNOTISITESSENTIALTOHAVEAPROPERTIMINGWHENRUNNINGABUSINESSMEETINGWHYHOWIMPORTANTISITTOSETTHEAGENDAOFACONFERENCEINADVANCEWHYDOYOUTHINKITIMPORTANTTOVISITTHEPLACEFORAMEETINGBEFOREBOOKINGITWHY/WHYNOT实训练习一SET1PREPARINGFORMEETINGMINIPRESENTATIONWHATISIMPORTANTWHENSELECTINGAPLACEFORABUSINESSMEETINGSIZEOFROOMSAVAILABLEFACILITIESOFFEREDCOSTOFHIRING实训练习二SET2HOWTOCHAIRAMEETINGMINIPRESENTATIONHAVEYOUEVERCHAIREDAMEETINGDOYOUTHINKITESSENTIALTOHAVEAGOODCHAIRPERSONWHENRUNNINGAMEETINGHOWIMPORTANTISITTOKEEPCONTROLOFTHEMEETINGWHENITPROCEEDSWHATKINDOFCHAIRPERSONDOYOUTHINKISAQUALIFIEDONE实训练习三COLLABORATIVETASKANDDISCUSSIONYOUHAVEBEENASKEDTOORGANIZEAMEETINGFORALLSTAFFINYOURDEPARTMENTTALKTOGETHERFORABOUT2MINUTESABOUTWHATYOUNEEDTODOANDDECIDEWHICHTHREETHINGSYOUSHOULDDOFIRSTHEREARESOMEIDEASTOHELPYOUPREPAREREFRESHMENTSBOOKAMEETINGROOMDECIDEONTHEAGENDAOFTHEMEETINGINVITEALLTHEPARTICIPANTSDECIDEONTHEDATEANDSTARTINGTIMEOFTHEMEETINGSETATIMELIMITFORTHEMEETINGASKTHEPARTICIPANTSTOPREPAREFORTHEMEETING项目三商务贸易活动产品推销（一）词句的拓展MANUFACTUREROURPRODUCTSHAVEMETWITHGREATFAVOROVERSEASWHYNOTPLACEATRAILORDERTOSOUNDOUTTHEMARKETPOTENTIALISTRONGLYRECOMMENDTHISITEMIMSUREYOULLBEPLEASEDWITHITOURPRODUCTSAREVERYGOODINQUALITY,ANDTHEPRICEISLOWOURPRODUCTSWILLBEWELLMARKETABLEINYOURAREAGOODQUALITYANDREASONABLEPRICEWILLPROMISEOURPRODUCTSSTRONGCOMPETITIVENESSDEALERCOULDYOUTELLMEABOUTYOURSALESNETWORKWHATWASTHETOTALAMOUNTOFYOURSALESLASTYEARHAVEYOUGOTTHESAMPLESIFTHEQUALITYOFYOURINITIALSHIPMENTISFOUNDSATISFACTORY,LARGEREPEATSWILLFOLLOWITHINKTHESEPATTERNSAREQUITEGOODCOULDYOUGIVEUSSOMEIDEAABOUTYOURPRICESCOMPREHENDBYANALOGYDOYOUHAVEANYCHEAPERONESDOYOUHAVESOMETHINGLESSEXPENSIVEANYPARTICULARCOLORDOYOUHAVEANYPREFERENCEFORCOLOR实训练习一ANICETOMEETYOUBNICETOMEETYOU,TOOMRLIAMYFIRMHASSENTMEHERETOINQUIREABOUTTHEPOSSIBILITYOFPROMOTINGOURPRODUCTEXPORTTOUSABHOWSYOURPRODUCTBETTERTHANTHECOMPETITORSAOURPRODUCTISOVERANDABOVEOURRIVALSPRODUCT,ANDYETWEREABLETOSELLITATTHESAMEPRICEBHOWMANYDIFFERENTMODELSDOYOUOFFERAOURPRODUCTSAREAVAILABLEINVARIOUSMODELSANDSIZESHEREISOURLATESTCATALOGUE,WHIC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ORDOYOUWORKWELLUNDERSTRESSORPRESSURE你能承受工作上的压力吗AYES,ITHINKSOATHETRAITISNEEDEDINMYCURRENT（ORPREVIOUSPOSITIONANDIKNOWICANHANDLEITWELL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。QWHATISYOURSTRONGESTTRAITS你个性上最大的特点是什么AHELPFULNESSANDCARING（乐于助人和关心他人。）AADAPTABILITYANDSENSEOFHUMOR（适应能力和幽默感。）ACHEERFULNESSANDFRIENDLINESS（乐观和友爱。）QHOWWOULDYOURFRIENDSORCOLLEAGUESDESCRIBEYOU（你的朋友或同事怎样形容你）APAUSEAFEWSECONDS稍等几秒钟再答，表示慎重考虑。THEYSAYMRCHENISANHONEST,HARDWORKINGANDRESPONSIBLEMANWHODEEPLYCARESFORHISFAMILYANDFRIENDS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。ATHEYSAYMRCHENISAFRIENDLY,SENSITIVE,CARINGANDDETERMINEDPERSON他们说陈先生是位很友好、敏感、关心他人和有决心的人。QWHATPERSONALITYTRAITSDOYOUADMIRE你欣赏哪种性格的人AIADMIREAPERSONWHOIS）HONEST,FLEXIBLEANDEASYGOING诚实、不死板而且容易相处的人。AILIKEPEOPLEWHOPOSSESSTHE“CANDO“SPIRIT有“实际行动“的人。QWHATLEADERSHIPQUALITIESDIDYOUDEVELOPASANADMINISTRATIVEPERSONNEL作为行政人员，你有什么样的领导才能AIFEELTHATLEARNINGHOWTOMOTIVATEPEOPLEANDTOWORKTOGETHERASATEAMWILLBETHEMAJORGOALOFMYLEADERSHIP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。AIHAVEREFINEDMYMANAGEMENTSTYLEBYUSINGANOPENDOORPOLICY我以开放式的政策，改进我的行政管理方式。QHOWDOYOUNORMALLYHANDLECRITICISM你通常如何处理別人的批评ASILENCEISGOLDENJUSTDONTSAYANYTHINGOTHERWISETHESITUATIONCOULDBECOMEWORSEIDO,HOWEVER,ACCEPTCONSTRUCTIVECRITICISM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。AWHENWECOOLOFF,WEWILLDISCUSSITLATER我会等大家冷靜下来再讨论。QWHATDOYOUFINDFRUSTRATINGINAWORKSITUATION在工作中，什么事令你不高兴ASOMETIMES,THENARROWMINDEDPEOPLEMAKEMEFRUSTRATED胸襟狭窄的人，有时使我泄气。AMINDSTHATARENOTRECEPTIVETONEWIDEAS不能接受新思想的那些取。QHOWDOYOUHANDLEYOURCONFLICTWITHYOURCOLLEAGUESINYOURWORK你如何处理与同事在工作中的意见不和AIWILLTRYTOPRESENTMYIDEASINAMORECLEARANDCIVILIZEDMANNERINORDERTOGETMYPOINTSACROSS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。QHOWDOYOUHANDLEYOURFAILURE你怎样对待自己的失敗ANONEOFUSWASBORN“PERFECT“IAMSUREIWILLBEGIVENASECONDCHANCETOCORRECTMYMISTAKE（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。QWHATPROVIDEYOUWITHASENSEOFACCOMPLISHMENT（什么会让你有成就感）ADOINGMYBESTJOBFORYOURCOMPANY为贵公司竭力效劳。AFINISHINGAPROJECTTOTHEBESTOFMYABILITY尽我所能，完成一个项目。QIFYOUHADALOTOFMONEYTODONATE,WHEREWOULDYOUDONATEITTOWHY假如你有很多钱可以捐赠，你会捐给什么单位为什么AIWOULDDONATEITTOTHEMEDICALRESEARCHBECAUSEIWANTTODOSOMETHINGTOHELPOTHERS我会捐给医药研究，因为我要为他人做点事。AIPREFERTODONATEITTOEDUCATIONALINSTITUTIONS我乐意捐给教育机构。QWHATISMOSTIMPORTANTINYOURLIFERIGHTNOW眼下你生活中最重要的是什么ATOGETAJOBINMYFIELDISMOSTIMPORTANTTOME对我来说，能在这个领域找到工作是最重要的。ATOSECUREEMPLOYMENTHOPEFULLYWITHYOURCOMPANY希望能在贵公司任职对我来说最重要。QWHATCURRENTISSUESCONCERNYOUTHEMOST目前什么事是你最关心的ATHEGENERALSTATEOFOURECONOMYANDTHEIMPACTOFCHINAENTRYTOWTOONOURINDUSTRY目前中国经济的总体情況以及中国入世对我们行业的影响。QHOWLONGWOULDYOULIKETOSTAYWITHTHISCOMPANY你会在本公司服务多久呢AIWILLSTAYASLONGASICANCONTINUETOLEARNANDTOGROWINMYFIELD只要我能在我的行业力继续学习和长进，我就会留在这里。QCOULDYOUPROJECTWHATYOUWOULDLIKETOBEDOINGFIVEYEARSFROMNOW你能预料五年后你会做什么吗AASIHAVESOMEADMINISTRATIVEEXPERIENCEINMYLASTJOB,IMAYUSEMYORGANIZATIONALANDPLANNINGSKILLSINTHEFUTURE我在上一个工作中积累了一些行政经验，我将来也许要运用我组织和计划上的经验和技巧。AIHOPETODEMONSTRATEMYABILITYANDTALENTSINMYFIELDADEQUATELY我希望能充分展示我在这个行业的能力和智慧。APERHAPS,ANOPPORTUNITYATAMANAGEMENTPOSITIONWOULDBEEXCITING（也许有机会，我将会从事管理工作。）如果不愿正面回答，也可以说ITWOULDBEPREMATUREFORMETOPREDICTTHIS（现在对此问题的预测，尚嫌过早。）甚至还可以打趣的说HYPOTHETICALLYSPEAKING,IMIGHTBEABLETODOYOURCURRENTJOBASADIRECTOR（或CEO或PRESIDENT）说不定，我也能做你现在主任的工作呢QWHATRANGEOFPAYSCALEAREYOUINTERESTEDIN你喜欢那一种薪水层次标准AMONEYISIMPORTANT,BUTTHERESPONSIBILITYTHATGOESALONGWITHTHISJOBISWHATINTERESTSMETHEMOST薪水固然重要，但这工作伴随而来的责任更吸引我。假如你有家眷，可以说ATOBEFRANKANDOPENWITHYOU,ILIKETHISJOB,BUTIHAVEAFAMILYTOSUPPORT坦白地说，我喜欢这份工作，不过我必须要负担我的家庭。WHEREDOESYOUREMPLOYERTHINKYOUARETODAYBEHONESTIFYOULIETOYOURCURRENTEMPLOYER,YOUWILLLIETOYOURNEXTEMPLOYERDONTPHONEINSICKONTHEDAYOFTHEINTERVIEWTAKEADAYSHOLIDAYBUTDONTSAYWAYWHATAREYOURPROFESSIONALOBJECTIVESTHINKABOUTITBEFORETHEINTERVIEWYOUROBJECTIVESSHOULDRELEVANTTOTHEJOBYOUHAVEAPPLIEDFORANDACHIEVABLEIFTHENEWJOBCANTOFFERYOUEVERYTHINGYOUWANT,THEINTERVIEWERWILLTHINKTHATYOUPROBABLYWONTSTAYWITHTHECOMPANYVERYLONGWHATAREYOURWEAKNESSESBEHONESTNOONEISPERFECTTHINKABOUTTHISBEFORETHEINTERVIEWANDCHOOSEYOURANSWERCAREFULLYTALKABOUTHOWYOUDEALWITHAWEAKNESS,THISISFARMOREIMPORTANTTHANTHEWEAKNESSITSELF（五）交际实践实训练习一SET1MINIPRESENTATIONWHATISIMPORTANTWHENPREPARINGFORANINTERVIEWGOODFIRSTIMPRESSIONREDUCINGSTRESSKNOWINGTHECOMPANY实训练习二SET2COLLABORATIVETASKANDDISCUSSIONYOURCOMPANYISGOINGTORECRUITSOMENEWSTAFFYOUAREASKEDTOINTERVIEWTHEAPPLICANTSTALKTOGETHERFORABOUT2MINUTESABOUTSOMEOFTHETHINGSTHATAREIMPORTANTFORTHEINTERVIEWANDDECIDEWHICHONEWOULDBETHEMOSTIMPORTANTHEREARESOMEIDEASTOHELPYOUQUESTIONSTOASKWHERETOHAVETHEINTERVIEWARELAXINGATMOSPHERECHOOSINGOTHERINTERVIEWS项目五公司介绍一词句的拓展1、FINDAREADY/PROMISINGMARKET2、CONSIGNMENT3、CONVEYORBELT4、DAMPPROOF5、INFLAMMABLE6、MODELING7、PRIME8、ROCKBOTTOM9、STIPULATE10、BULKCARGO11、MECHANICALPERFORMANCE12、STANDARDEXPORTWOODENCASE13、OUTPACKING14、INNERPACKING15、OUTSIDEFORM16、ITCOMESINTHREEDIFFERENTCOLORSRED,WHITEANDBLUE17、ITCOMESINTHREEDIFFERENTSIZESLARGE,MEDIUMANDSMALL18、THETAILORMAKESTHEMANTHEPACKERBEAUTIFIESTHEGOODS19、ASTOTHEINNERPACKING,ITMUSTBEATTRACTIVEANDHELPFULTOTHESALES20、THEOUTERPACKINGSHOULDBESTRONGENOUGHFORTRANSPORTATION二交际实践实训练习一SITUATIONMRLIISASECRETARYOFACOMPANYANDHEISACCOMPANYINGMRSMITH,AFOREIG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