英语培训学校创业计划书及英语毕业论文

PAGE 英语培训学校创业计划书 关键词：文化课辅导创业计划英语培训学校创业计划家教中心创业计划目录1.公司介绍 21.1请外教一对一学习，私人外教服务 21.2企业英语培训服务 31.3.2需要外教的人群 31.4管理团队 31.5投资与财务 42.产品和服务 42.1行业背景 42.1.1全国外语培训行业背景 42.1.2辽宁外语培训行业背景 42.1.3私人外教口语家教 52.1.4服务对象 52.1.5服务特色以及竞争力分析 52.2企业英语培训服务 62.2.1服务对象 62.2.2企业英语内训的内容 62.2.3培训质量的高低，同培训过程也密切相关 72.2.4对英语培训项目进行评估 72.3产品市场竞争力 73.市场机会 73.1市场调研 73.2被访者在英语学习中的问题调查 83.3传统的英语教学和英语培训机构存在的问题分析 84.英语培训市场发展趋势 85.市场竞争分析 95.1优势(Strength) 91.公司介绍发起设立的，以西安市新东方学校为依托，以扶风县学校，个人，幼儿园，培训企业为主要客源市场的创业公司。公司性质为有限责任公司。1.1请名校各科名师及外教一对一学习，私人外教服务找外教来有针对性地教学生们，是能够有效地帮助学生们取得快速的进步的。请外教首先要确定自己的学习目标，然后老外家教会在初始的测试中帮助你发现潜在的语言和沟通上的问题，例如发音、口音、语法、语调、词汇、听力准确性和听力敏感度等，从而制定恰当的学习计划和辅导方案。学校外教招聘服务找外教从事专职的校内教学工作需要一个完善的流程方案和可靠的质量控制。沈阳金牌英语针对不同学校、院校聘外教提供相应的解决方案。我们在请外教的渠道选择和成本控制上有着独到之处，确保学校所聘外教质量。1.2企业英语培训服务完善的质量管理和流程控制，全面的前期需求分析。协助企业发现问题，分析问题并寻求可实施的解决方案，最终通过企业英语内训解决问题。企业跨文化培训服务分析跨文化形成的原因，探索跨文化沟通和交流的技巧和方法，并根据企业实际情况协助企业部署跨文化管理方案，找外教来组织实施。我们将冰山理论整合到跨文化培训策略中来，以寻求更高质量的培训效果。沈阳Homestay住家外教服务找外教的另一个低成本的策略就是请住家外教，和住家老外一起生活，一方面您能获得更多的外语练习机会，一方面还能获得一定的经1.3.1农村英语教育的缺点农村小学开设英语教学课程存在许多困难和问题，一是师资严重不足，教学质量难以保证；二是师资整体质量不高；三是教育教学设施配套困难。现在的小学英语课程，虽说内容并不复杂，但是课程范围扩大，内容更加广泛，因此也就对教师的水平提出了更高的要求，特别是新课程对学生的“听”和“说”提出很具体的标准。但实际上现在不少农村小学的英语教师往往不具备良好的听说能力，教师发音的不规范几乎是普遍现象，影响了教学效果。1.3.2需要外教的人群1.学英语多年，却不能自信地讲英语的人。2.在讲英语时过于害羞不敢开口的人。3.英语发音不准确的人。4.需要短期提高工作、旅行或学习方面对话能力的人。5.锻炼英语听说，提高高考、托福、雅思德国各类英语考试成绩的人。6.想学英语，但是没有时间参加培训班的。1.4管理团队总裁：白耀华营销总监：宋惠市场分析与调研：王石磊信息和产品服务：吴楠人力资源：徐志森财务分析：凯魔1.5投资与财务公司投资28万，由公司发起人共同出资8万，并申请银行贷款20万。其中最大股东占公司股份的25%，预计五年后，主营业务收入将达到300万，利润近88万，当年还本。1.6员工薪水外教每月薪水2000元，按月结算.每周六天两天课。早晨8点到11点，下午3点到6点。每天6小时。1.7学费每位学生每小时50元，5人以上可优惠100元，按日结算。2.产品和服务2.1行业背景2.1.1全国外语培训行业背景中国是一个拥有13亿人口的国度，其中少儿及青壮年几乎70%，近九亿人口，他们可以成为英语学习的潜在市场。学生们将学习英语作为找到好工作的必要条件，而对海外市场越来越重视的中国公司，也也鼓励员工学习英语。高收入和好工作的诱惑，推动了教育消费的快速增长。中国是一个尊重知识，崇尚教育的古老民族，为了孩子的未来，父母可以数十年勒紧腰带省吃俭用，但在孩子读书开销上却出手大方，决不吝啬。实际上，教育投资已成为中国家庭一项最主要的支出。根据调查，中国人的教育开支目前已占到所有消费开支的15％左右，仅次于食品消费。也有经济学家指出，中国95％以上的行业和产品已基本满足了供求平衡或供大于求，唯独教育远远未满足需求，仍是卖方市场，英语教育尤其如此。有关调查显示，当前国内英语培训市场的市场总值已接近200亿元，全国的英语培训机构总数量不下5万家，尽管已出现局部竞争过热现象，但英语培训市场在未来一段时间内仍将保持高速增长，到2010年我国英语培训的市场总值可望达到300亿元。外语培训市场“钱景”诱人，外语培训行业这块肥沃的市场也成了众多品牌教育机构的必争之地。比较著名的外语培训机构有新东方、新动力、亚美欧、环球雅思、新航道、赛思扬格、英孚、戴尔、澳美、博顿、昂立、巨人、李阳疯狂英语、世纪博文、学易佳等。2.1.2辽宁外语培训行业背景陕西省的外语培训机构众多，但外语培训这块蛋糕巨大，即便分到一小块的市场份额，利益也是相当可观的。一些比较著名的外语培训机构在陕西省西安市等县城开办了分校。例如新东方、新动力、环球雅思、英孚、李阳疯狂英语等等。国内的多数英语培训机构主要业务是考试英语培训，市场份额大概占50%。实用性英语培训大概占15%。然而，在口语培训这方面还存在一定程度的缺口。中国人学习英语最薄弱的地方莫过于口语表达，而口语在交流中是极其重要的。所以在辽宁省，乃至国内，口语培训这片市场是有很大潜力的，它的前途不可估量。目前口语培训约占市场份额的35%。随着大家对英语口语重视程度的增加，相信在不久的将来，这片市场的竞争也会加大。2.1.3私人外教口语家教陕西省法门寺外教公司提供的私人外教在他的本族语的听说交流训练、快速阅读理解训练、深度写作训练以及跨文化交流等多方面均独当一面，摈弃“老外家教=老外+家教”的传统观念，具有一般的英语外教公司所不具有的三大特点：针对性、专业性和交互性。2.1.4服务对象针对幼儿园小朋友（YoungKids）：选派略懂中文、有耐心、有丰富的小朋友教学经验的外教，通常每次辅导1-1.5小时，教学中融入游戏、儿歌、故事、舞蹈等快乐元素，轻松活泼的教学将会在很大程度上激发小朋友的学习兴趣，使小朋友对英语流连忘返。外教可根据小朋友的英文基础选择适合的辅导教材，常用的教材包括：剑桥、朗文、新概念、学乐、巧虎等等。通常外教会以一本教材为主线，整合其他教材的适合的内容进行辅导，进度更灵活，效果更好。针对中小学生（Teenagers）：选派中小学在职的一线外教一对一辅导，他们比较了解中国英语教学现状（重读写、重考试，轻听说、轻应用），以提高口语会话能力为主，同时教授好的听说技巧，强化发音，帮助中小学生营造完美的英语环境，在交流中学习和进步，在同龄人中英语口语出类拔萃。针对成人（DailyEnglish）：目标就是让客户实现英语的“脱口而出”，基本无障碍地和老外交流。客户将在和外教一对一的学习中获得更多的开口机会，完全地暴露出自己口语中可能存在的问题，同时客户也将了解到更多的外国文化，纠正发音，建立起说英语的信心。2.1.5服务特色以及竞争力分析★细致而周到的前期项目分析咨询（Consultation）我们的外教顾问能够为学校提供从外教需求分析、招聘预算、聘请外教、招聘面试到外教老师的管理和后期持续服务的全面咨询服务，以保证招聘外教项目的有效实施。★面向学校（SchoolOriented）的定向招聘外教解决方案我们的外教顾问会与学校外教主管老师密切沟通，从学校既有外教招聘方案出发，结合学校自身的特点和优势，制订最为有力的聘请外教策略，总之一切基于学校需求。★让学校更具行业竞争力（CompetitiveAbility）我们不仅是教育方面的专家，也是行业竞争中的老手。我们懂得如何让外教在学校中发挥更大的优势，凸显学校外语教学实力。★有效的成本和预算（Budget）控制沈阳金牌外教坚持的以学校需求为导向的管理方针能够确保我们的外教招聘项目组在不超时、不超支的前提下聘请到合格的、高素质的、有经验的外籍教师。2.2企业英语培训服务2.2.1服务对象1.针对正在或者即将与外国客户打交道的企业。2.同外国客户存在沟通上的问题的公司（中方员工与外籍员工存在沟通上问题的企业）3.为了重要商务会议和演讲需要提高英语交流能力的人4.想使英语交流更加流畅（Fluent）,从而有效领先于竞争对手，但又不知道从哪开始，如何开始的人。

首先聆听客户企业的内训计划与客户企业共同探讨企业英语培训项目的实施策略和相应流程。我们会从客户所从事的行业和业务中获得所必须的知识和信息，了解客户企业的商业目标；我们将结合既有的企业英语培训的丰富经验帮助客户企业提出详尽的、可实现的英语内训需求；我们共同评估这些需求，并将这些需求予以排序，将它们与客户企业的商业目标做比较，以此我们将提供行之有效的解决方案帮助客户企业设计和实施实现这些需求的培训计划。2.2.2企业英语内训的内容企业英语内训到底是培训商务英语还是培训酒店英语，或是培训商务谈判英语。企业英语内训到底训什么是我们必须首先明确的问题。我们认为企业英语培训究竟要训什么不能简单地以一两个既有的培训标题来概括，初始筹划阶段的需求分析正是回答这一问题的重要步骤。而如前所述的具体培训内容则很可能会互有取舍，相互参插在培训过程当中。为什么很多公司英语培训的实践效果真正转化率不超过15%，原因就在这里，无导向的英语培训课程设计将给企业带来大量的时间和金钱的浪费。2.2.3培训质量的高低，同培训过程也密切相关我们更倾向于结果导向（ResultOriented）的实施过程，我们认为一个看上去皆大欢喜但培训后成果转化率低的培训项目是不成功的。事实很显然，很多企业英语培训项目结束后，员工仍然无法自信而流利地使用英文交流，这个问题显然不是多背几条BEC句型，多记几个BEC单词就能解决的。我们精心制定了一套一体化推进程序与培训课程体系，通过5点来部署培训策略：①目标牵引；②氛围营造；③培训实践；④成果转化；⑤深度跟进。2.2.4对英语培训项目进行评估成功的公司英语培训项目：1、客户满意，学员受益匪浅；2、培训内容与成果确实符合企业发展需求；3、在计划时间和预算内保证培训质量；4、与客户保持良好合作关系，有继续或深入合作意向；5、项目组成员有成就感和自豪感；6、培训结束后有着较高的实践效果转化率。2.3产品市场竞争力1.全新而有效的客户服务理念和外语教学理念。2.高效服务和高质量的教学而赢得行业竞争力，从而在同行竞争中脱颖而出。3.“提高各户的英语口语能力”策略是沈阳金牌外教的核心竞争力之一，4.透明、统一、规范、简洁的客户服务流程是我们所追求的竞争力之一。5.我们首先详细了解客户的当前情况和目标诉求，然后再根据客户的特点制定相应的外教辅导或解决方案，一成不变的服务或产品在日益激烈的竞争市场环境下显然是很难赢得客户青睐的。3.市场机会3.1市场调研我们对宝鸡市扶风县地区英语学习群体的需求状况进行了面对面问卷调查，共收集了1673份网上调查问卷，有效数据为1643份。被访者基本情况调查英语培训市场消费群体类型分析根据调查，目标顾客群分为四类：高中生，初中生和小学生。从年龄上看，10-18岁为英语培训的主要需求群体，共占调查总数的85.14%，处于这个年龄段的人，多为小学生和初中毕业生，也是英语培训机构盯准的主要目标消费群体。18-40岁占调查总数的28.8%，处于这个年龄段的人，主要是白领阶层，多为工作需要或进一步晋升参加英语培训，这部分人群具有一定的学习经验和学习能力，并具有较强的经济实力，也是不可低估的消费群体。随着英语的不断普及，儿童和老年人也加入到这个群体中来。3.2被访者在英语学习中的问题调查学习者自身在英语学习中的主要问题分析在被调查者中，73%的人认为自己在英语交流上存在问题，57%的人认为自己在听力理解上有困难。因此，无论是培训学校还是学习者，都盯上了口语培训为代表的英语交际能力培养。37%的被访者认为自己有单词记忆困难。这说明无论采取什么方法，一定的词汇量是不可缺少的基础。3.3传统的英语教学和英语培训机构存在的问题分析在被调查者中，认为在传统的英语教学中存在的弊端主要是：英语交流机会少占89%，居第一位。在英语培训机构的教学中这一问题仍居首位，为59%。第二大问题是课堂内学生人数太多。由于师资，教学设备、环境等的限制使得现在的英语培训课程多为大班授课，缺少师生的互动，没有学生自己练习的机会。固定的教学日程安排与工作或者其它事情的冲突，也是问题之一。这使一些渴望学习，但有时间冲突的潜在学习者无法成为现实的学习者。4.英语培训市场发展趋势通过上述分析，我们对英语培训市场的发展趋势做出如下预测：趋势之一：外语培训进入理性消费时代，理性消费催化市场细分。因此，各培训机构必须具有自己的品牌、特色和竞争优势才能在市场上立足，获得发展。趋势之二：英语学习的群体不断扩大，英语培训市场尚有较大的发展潜力。趋势之三：培训质量成为英语学习者关注的焦点。英语培训提供的是一种服务，而且是长期的、要对结果负责的服务，高质量的英语培训机构将获得消费者的青睐。趋势之四：英语学习热点由应试培训转向能力的培养，英语交际能力日益受到市场和消费者的青睐！5.市场竞争分析应用波特五力模型以及SWOT分析模型对我们公司内部优势（strength）、劣势（weakness）和外部机会（opportunity）、威胁（threats）进行详细分析，并得出相应结论。5.1优势(Strength)1、全新而有效的客户服务理念和外语教学理念2、人力资源优势3、高效服务和高质量的教学而赢得行业竞争力，从而在同行竞争中脱颖而出4、“发音纠正与口音重建”策略是沈阳金牌外教的核心竞争力之一5、透明、统一、规范、简洁的客户服务流程是我们所追求的竞争力之一6、信誉度高8、团队优势IntroductionBeingthebridgeofinternationalactivities,foreigntradenowenjoyssignificantpopularityontheinternationalstageandplaysanimportantroleinacountry’seconomicdevelopment.Foreigntradecorrespondence,asamajorcommunicationmethod,ismainlyusedininternationalactivities.Totranslatethesecorrespondenceswhichisacceptedbyallovertheworldisapieceofsignificantwork.Sofarmanyexpertsandscholarshaveinvestigatedforeigntradecorrespondence,whilefewpeopleusepragmatictheoriestoresearchintoforeigntradecorrespondence’translation.ThispaperisbasedontheCooperativePrincipletomakeastudyoftranslationintheviewofanewangle,namely,itcombinesaparticularprinciplewithtranslationpractice.Thisresearchattemptstonotonlymakeusreinforcetheunderstandingoftranslationforpragmatictheories,butalsoprovideusacomprehensiveinterpretationonthelexicalfeaturesofforeigntradecorrespondences.Therearemanydomesticscholarsandprofessorsdoingresearchesonforeigntradecorrespondence.InZhangWei’sLinguisticFeaturesandTranslationofForeignTrade,thefeaturesofwords,syntaxanddiscourseareintroducedfirstly,andthenthelinguisticfeaturesandtranslationmethodsofproductdescription,contract,correspondenceandforeigntrademarkandbrandareanalyzedrespectively.TheACourseinEnglish-ChineseBusinessTranslationwrittenbyPanHongandInnovativeTranslationfromBusinessEnglishintoChinesecompiledbyChangYutianprovidesgoodteachingandlearningmaterialsforteachersandstudentsinthecollegeofeconomicsandtrade.CommercialEnglishTranslationwrittenbyYuFulin,TranslationofBusinessEnglishcompiledbyPengPing,PracticalBusinessEnglishTranslationwrittenbyZhuXiangqiareallthebooksofprovidingpracticaltranslationstrategiesaccordingtothecharacteristicsorfunctionsofvarietyofbusinessstyleincludingbusinesscontracts,advertisements,businessnewspapers,correspondencesandsoon.Inforeigncountries,therearealsomanyscholarsdoingresearches.Somescholarsresearchedtheclassificationofthecorrespondence,oneofwhomisStewart.Ononehand,Stewartmadetheclassificationinaccordancewiththecontentoftheletter(1984:380-381)andpointedoutthattheclassificationofthecorrespondencearerequestingletterswhichareusedforansweringtherequests,claimandadjustmentletters,collectionlettersetc.Ontheotherhand,Stewartclassifiedthelettersfromtheangleofthenatureoftheinformationsupplied,whicharegoodnews,neutralnews,badnewsandpersuasivenewsetc(1984:382).Seglin,inthebooktheAMAHandbookofBusinessLetters(2002),gavevariousdetailedinformationaboutthebusinesslettersfromtwomainparts.Thispaperisdividedintothreeparts.ThefirstpartisthegeneralstatementoftheCooperativePrinciple.Thesecondparttalksabouttheoverviewofforeigntradecorrespondence.ThelastpartistheapplicationoftheCooperativePrincipleinforeigntradecorrespondencetranslation.StatementoftheCooperativePrincipleSincethewholethesisistalkingaboutthetranslationofforeigntradecorrespondencefromtheperspectiveoftheCooperativePrinciple,therelativeinformationofCooperativePrinciplewillbeintroducedinthispart.1.1TheBackgroundoftheCooperativePrincipleH.P.Grice,theAmericanphilosopheroflanguage,deliveredhisfamousWilliamJamesLecturesatHarvardin1967.Intheselectures,hearguedthatnaturallanguageswerejustasgoodasspeciallogicsystemsformakingprecisestatements.Theassumptionthatnaturallanguageexpressionsdivergedfromthelogicaldeviceswasitselffaultyandthatthefaulty“arisesfromaninadequateattentiontothenatureandimportanceoftheconditionsgoverningconversation”(Grice,1975).Toexplainhowthenaturallanguageutterancesdoconveythesamemeaningsthattheircorrespondinglogicalpropositionswould,Griceproposedthecooperativeprincipleanditsassociatedsetofconversationalmaximsbymeansofwhichconversationalimplicaturescanbecreatedincontext.Atthesametime,SperberandWilsonproposedtheRelevanceTheoryintheirbookRelevance:CommunicationandCognitionin1986.Theyvoicetheirdistinctiveviewpointsofcommunicationasostensive-inferentialcommunication.Thetheorymaintainsthatcommunicationisanostensiveandinferentialprocessinvolvingthespeaker’sinformativeintentionandcommunicativeintention.TheyagreewithGricethatcommunicationisnotsimplyamatterofencodinganddecoding,italsoinvolvesinference.Buttheymaintainthatinferencehasonlytodowiththehearer.Fromthespeaker’sside,communicationshouldbeseenasanactofmakingclearone’sintentiontoexpresssomething.Thisacttheycallostensiveact.Inotherwords,acompletecharacterizationofcommunicationisthatitisostensive-inferential.And“ostensivecommunication”,or“inferentialcommunication”,isshorthand.1.2TheContentsoftheCooperativePrincipleAccordingtoGrice’sobservance,aspeakercommunicatesmorethanwhathisorherwordssay,notbyencodingthemlinguistically,butbyprovidingevidenceofhisorherintentiontoconveythem.Insearchofhowsuchevidencecanbeprovidedbythespeaker,Gricefoundthathumancommunicationisgovernedbynormsandprinciples:Ourtalkexchangesdonotnormallyconsistofasuccessionofdisconnectedremarks,andwouldnotberationaliftheydid.Theyarecharacteristically,tosomedegreeatleast,cooperativeefforts;andeachparticipantrecognizesinthem,tosomeextent,acommonpurposeorsetofpurposes,oratleastamutuallyaccepteddirection(Grice,1975).Inordertoexplainhowthespeakercanmanagetoconveywhatisactuallymeantandhowthehearercanarriveatthespeaker’sintendedmeaning,Gricebeginsbyconsideringacertainsubclassofnon-conventionalimplicature,namelyConversationalImplicature.Theseareessentiallyconnectedwithcertaingeneralfeaturesofdiscourse,whicharisefromthefactthatifourtalkexchangesaretoberational,theymustconsistofutteranceswhichareinsomewayconnectedtoeachother.WhatguaranteesthisconnectioniscalledCooperativePrinciple:Makeyourconversationalcontributionsuchasisrequired,atthestageatwhichitoccurs,bytheacceptedpurposeordirectionofthetalkexchangeinwhichyouareengaged(Grice,1975).TospecifytheCPfurther,Griceintroducedfourcategoriesofmaximsasfollows:Quantity1.Makeyourcontributionasinformativeasisrequired(forthecurrentpurposes.oftheexchange).2.Donotmakeyourcontributionmoreinformativethanisrequired.QualityTrytomakeyourcontributiononethatistrue.1.Donotsaywhatyoubelievetobefalse.2.Donotsaythatforwhichyoulackadequateevidence.RelationBerelevant.MannerBeperspicuous.1.Avoidobscurityofexpression.2.Avoidambiguity.3.Bebrief(avoidunnecessaryprolixity).4.Beorderly.BusinessletterwritersmayachievethegoalofcooperationbyobservingorfloutingtheMaximsofCooperativePrincipleinaccordancewiththedifferentbusinesscircumstances.Theappropriatemanipulationofthemaximsinbusinesslettersleadstosuccessfulachievementofbusinesscommunicativegoals.1.3ViolationoftheMaximsTheuseoftermssuchas“principle”and“maxim”doesnotmeanthattheCPanditsmaximswillbefollowedbyeverybodyallthetime.Peopledoviolatethemandtelllies.Thecommontypesoftheviolationofmaximsareasthefollowing:firstly,hemayquietlyandunostentatiouslyviolateamaxim;ifso,insomecaseshewillbeliabletomislead.Secondly,hemayoptoutfromtheoperationbothofthemaximandoftheCP;hemaysay,indicate,orallowittobecomeplainthatheisunwillingtocooperateinthewaythemaximrequiresmylipsaresealed.Thirdly,hemaybefacedbyaclash;hemaybeunable,forexample,tofulfillthefirstmaximofQuantityforwhatyousay.Fourthly,hemayfloutamaxim;thatis,hemayblatantlyfailtofulfillit.Ontheassumptionthatthespeakerisabletofulfillthemaximandtodosoisbeingexploited(Grice.1975).Now,let’sreadthefourviolationsagainandcanfindthedifferenceamongthem.Theword“quietlyandunostentatiously”isafeatureofthefirstone,showingtheparticipant’sattitudetotheviolation,whichisnotstrong;theword“optandunwilling”inthesecondexamplereflectstheparticipant’sunwillingnessintheprocessoftheviolation;theword“befacedbyaclash”inthethirdexampleshowsthattheouterfactoraffectstheparticipanttoviolateprinciple;theword“floutandblatantly”showsthatitistheapplicant’ssubjectiveattitudethatdriveshimtoviolatetheprincipleintheprocess.Theabovefourcasesshowthatinsomesituations,theparticipantwillviolatetheCPfordifferentreasons,which,tosomedegree,breakstheruleconsideredintheformerpart,butifweseethispointfromanotherangle,wemightsayitissomesupplementstotheCP.Throughthesupplement,thecontentsoftheCPgetenriched,whichwilloffermorehelpintheguidanceofthetranslation.1.4TheSignificanceoftheCooperativePrincipleGrice’sCPisregardedasagreatcontributionbothtotheareaofpragmaticsandtootherfields.Ononehand,theCPisasuccessfulexamplewhichshowshowpeoplecancommunicatewitheachothersuccessfullyiftheycanunderstandandfollowtheprinciple;ontheotherhand,theCPprincipleisopentoanycriticismandothertheories.Theprinciplestimulatespeople’senthusiasmtogofurtherexploringonthepragmatics,what’smore,theapplicationfieldsoftheCParewide.TheCPprincipleissopracticalthatitiswidelyappliedtovariousfields,suchas,thetranslation,humor,advertisementetc.OverviewofForeignTradeCorrespondenceAsaveryimportantcommunicationmethod,foreigntradecorrespondenceiswidelyusedininternationalactivities.Inthispart,thedefinitionofforeigntradecorrespondence,featuresofitandprinciplesofitwillbediscussed.2.1DefinitionoftheForeignTradeCorrespondenceForeigntradecorrespondence(FTC)，brieflyspeaking,referstothelettersbetweenimportersandexportersintheprocessofinternationaltradewiththepurposeofconcludingandimplementingabusinesstransaction(LiuJianxun,2004：1).Itincludesletters,fax,telegram,telexandE-mailetc.thatareusedintheforeigntradebusinessbytradepartiestocommunicatewitheachotherabouttherequiredinformationtoconcludeadealaccordingtotheirneeds.Eachkindofthemhasitsspecificuseaspect.Nowadays,theletters,faxesandE-mailaremorecommonusedduetotheneedforcommunication.Everycorrespondencehasitsadvantagesanddisadvantagesintheprocessofcommunication.2.2FeaturesoftheForeignTradeCorrespondenceTheforeigntradecorrespondenceconsistsofwords,phrasesandsentences.Abetterunderstandingandmasteringthefeaturesoftheforeigntradecorrespondencewillcontributetoitstranslation,which,tosomedegree,canbecalledthefirststeptotranslatethecorrespondence.2.2.1LexicalFeaturesTheforeigntradeEnglishwordsoftenhavespecialmeaningsandfeaturesthatdifferfromthoseusedincommonEnglish,suchasthepolysemy,abbreviations,tradetermsetc.Firstly,themeaningoftheEnglishwordswillvaryunderthedifferentsituations,especiallytheforeigntradeEnglishwords.ManyEnglishwords,withwhichwemaybefamiliar,oftenhavespecialmeaningsintheforeigntradediscourses.Thiscanbecalledapolysemyphenomenon.AccordingtoPanHong’sview,peoplecan’tgetaflexibleandaccuratetranslationiftheyhaven’tknownthespecialmeaningofthewordsandcanusethemwithease(2004:58).Thefollowingexamplescanexpressthispointvividly.WordChinesemeaningincommonEnglishChinesemeaninginforeigntradeEnglisharticle文章条款associate联系合伙人attend参加处理award奖品授予balance平衡余额bill账单汇票board木板委员会case事实案例claim要求索赔code密码规范cover覆盖投保correspond相符通信order要求订单Thewordsabovetableareonlyaverysmallpartofthepolysemy.Thepolysemyisverycommonintheforeigntrade,whichrequiresthatthetranslatorsnotonlymasterthewordsbutalsounderstandthespecificmeaningsunderdifferentsituations.Secondly,abbreviationsarewidelyusedinmanydifferentcircumstances,especiallyintheforeigntradeEnglish,becausetheyarequicktowriteandeasytoread.Butbothpartiesneedtoknowwhattheystandfor.Abbreviationscanbefoundintheforeigntradecontract,letters,especiallyinthetelegraph,telex,faxandE-mailsetc,whichcansavemuchtimeandenergyforbothsides.Thecommonformsarethefollowing.L/CforletterofcreditTQMforTotalQualityManagementVATforValueAddedTaxR&DforResearchandDevelopmentPCforpersonalcomputerOHPforoverheadprojectorMICEforMeeting，Incentive,ConventionandExhibitionKSAsforknowledge,skillsandabilitiesHRMforhumanresourcesmanagementCSRforCorporateSocialResponsibilityThroughtheexamplesabove,Wecaneasilyfindthatifweusetheseabbreviationwordsduringourforeigntradecorrespondence,ononehand,itwillhelpustosavemuchtime;ontheotherhand,italsocanhelpussavethemoneyifwefaxthecorrespondencebyshorteningthesendingtime.Thirdly,commonEnglishwords,specialvocabulariesandmanyspecialphrasesareoftenwidelyusedintheprocessofforeigntradeactivities.Thesespecialvocabulariescanbecalledtradeterms,whicharenotonlyfixedinmeaningbutalsostableinstructure.Undertheguidelineoftradeterms,partiesengagedintheforeigntradecancarryoutthenegotiationwithlesstroubleandtime.Thefollowingexamplesarerepresentativesoftradeterms.Placeanorder下订单Bottomprice低价Counter-offer还盘FOB离岸价CIF到岸价Termsofpayment支付方式Shipfromstock现货发货Availablefromstock有现货IrrevocableL/C不可撤销信用证Firmoffer实盘Validityperiod有效期Cashdiscount付现折扣Early-settlementdiscount提前付款折扣Theseexamplesaboveshowthatthetradetermsarefixedinformandmeaning.Masteringthetradetermscancontributetothetranslationoftheforeigntradecorrespondence.Intheprocessoftranslating,thetranslatorcanmakeapropertranslatedversionwiththeproperuseofthetradeterms;otherwise,hewouldmakeitdifficultforthereceivertounderstandwhathemeans.2.2.2SyntacticFeaturesSyntaxreferstothewaythatwordsandphrasesareputtogethertoformsentencesinalanguage.Generally,therearethreemajortypesofsentencesinEnglish,namely,simplesentence,coordinatesentenceandcompoundsentence.Acoordinatesentencecontainstwoormorecoordinateclauses,whichareequaltoeachotherandusuallyconnectedby“and”,“or”and“but”.Acompoundsentencecontainstwoormoreclauses,oneofwhichisincorporatedintotheother.Thatistosay,theclausesinacomplexsentencearenotequal,onesubordinatingtheother.Inthispart,longsentence,passivevoiceandpoliteformulawillbediscussedtoanalyzethesyntacticfeaturesofforeigntradecorrespondence.First,therearealotoflongsentencesinforeigntradecorrespondence.Thecompoundsentence,coordinatesentence,participlephrase,infinitivephrase,parenthesis,andappositiveareabundantlyusedintheselongsentenceswhicharetightinstructure,andcompleteinmeaning.e.g.1.Inordertofacilitatebusinessinconsiderationofthepresentmonetarystringency,thecorporation,onbehalfofwhichIamstudyingthisproposition,iswillingtobasetransactionontradebybarterandwouldimportanyarticles,whichyouwouldshiptotheUnitedStates.Thislongsentenceconsistsoftwocoordinatestructureswithtwoattributiveclausesandalonginfinitiveclause.e.g.2.Withtheincreaseofthepriceswhichbecomesconspicuousthisyear,thenextconsignmentwillbemuchdearer,sowerecommendyoutotakepromptadvantageofthisoffer.Thisisacompoundsentencelinkedby“so”.Inthefirstpart,thereisaprepositionalphrasewithanattributiveclausewhichmakesthesentencestructurecomplicated.Fromthesesentences,wecanseethoughthesentenceiscomplicatedwithcoordinatesentence,subordinateclauseandsoon.Theirstructureisrigorousandthemeaningisclearlyconveyed.Second,thepassivesentenceisavariationofverbwhichisusedtorepresentthelogicalverb-objectrelationofthepredicateverbanditssubject.Byusingtheappropriatepassivesentence,theeffectofexpressioncanbeimproved,thecenteroftheinformationishighlighted,andtheimplicitmeaningandtheobjectivityarereflectedwell.Inforeigntradecorrespondence,thepassivesentenceisusedtohighlighttheinformationandmakingthelettermildandcourtesy.e.g.1.Ishouldbeobligedifyouwouldinformmeofdelivery.e.g.2.Itmustbeadmittedthatbecauseofitscostitislimitedinpracticaluse.e.g.3.wehavealreadybeenappointedasanagentbyaGermanAutomobileManufacturingCompanyforthesaleoftheirproducts.Fromtheseexamples,wecanseethatthepassivesentenceiswidelyinforeigntradecorrespondence.Usingpassivevoiceinasentence,itmakestheexpressionmoreobjective,politeandeffective.Third,inthepracticeofinternationaltrade,peoplesummarizelotsofpoliteformulaswhichhavetherelativelyfixedexpressionpatterns.Theseexpressionsarewidelyappliedintradecorrespondence.Politeformulacansavetimeandmakethecommunicationmorerapidandeffective.e.g.1.ThankyouforyourinquiryofMaythe21stconcerningtheQueenJewelry,wearepleasedtosendyouourcatalogueandpricelisttogether.Thesetwopoliteformulasareusedforexpressinggratitude.e.g.2.PleasequoteusthelowestpriceCIFLondonwitha2percentcommission.Thispoliteformulaisusedforaskingsomebodytodosomething.e.g.3.ForReplying(1).Inreplytoyourletterof...(2).Furthertoyourletterof...(3).Answeringyourletterof...Thesepoliteformulasareusedastheinitialpartofareplyingletter.2.2.3DiscourseFeaturesFromtheangleofthediscourse,thediscourseoftheforeigntradecorrespondencehasthefollowingfeatures,suchascompleteness,conciseness,concreteness,correctness,clarity,consideration,andcourtesyetc.Theauthorwillresearchthediscoursefeaturesfollowingtheangleofthecompleteness,theconcisenessandcorrectness,andtheconsiderationwiththeexperiencegainedinthepreviouswork.Firstly,intheforeigntradecorrespondence,thereceiverwouldn’tunderstandthewriter’sintentionwelliftheinformationcouldn’tbeofferedcompletely.Forexample,intheprocessofthepricenegotiation,thebuyerwouldmakeawrongjudgmentiftheconditioncouldn’tbeexpressedcompletelywhiletherearemoresimilarspecificationsofthegoodsexisting.So,completenessisadistinctivefeatureoftheforeigntradecorrespondence.Secondly,peoplewhoareengagedintheforeigntradefieldareoftenbusy.Basedonthefact,anotherfeatureoftheforeigntradecorrespondenceisconcisenesswhilethecompletenessisrequired.Thatistosay,onthebasisofcompleteness,themoreconcise,thebetter.Meanwhile,thecorrectnessisalsoimportantintheforeigntrade.Takingthefiguresinthedocumentsforanexample,thefiguresinthedocumentsfortheforeigntrademustbecorrect,otherwise,acompanywouldsufferagreatlossduetothemistake.Toavoidsuchadifferencehappening,peoplealwaysexpressthefiguresinEnglishwordsofthenumberjustaftertheArabicfigures.Thirdly,intheprocessoftheforeigntrade,you-attitudemethodisimportant.Theproperattitudewillpromptthebusiness,especially,whenthebuyermakesaclaimforthegoods.Tokeepthebusinessgoingorhonorthefact,thesellershouldtakethismatterintoseriousconsiderationandgivethebuyerareasonableresponseinsteadofasimplerejectionwithoutanyexplanation.Inaword,whenonetranslatesthecorrespondence,heshallpayattentiontothepointsmentionedandtrytomeettherequirementstoavoidthemistakesoccurring.Besides,thediscourseismadeupofthesentences,so,onewillgetagoodtranslatedversionwhenhetakesthediscourseandsyntaxintoseriousconsiderationduringthetranslation.Intheaboveresearch,theauthorhasresearchedt