English chinese business languages bec中级写作电子讲义

BEC 中级写作电子讲义
第一讲 BEC 写作概述
本课程安排简介
写作共 6 次课，第 1 次讲概述。
BEC 写作简介：
1 写作目的与要求
1 Can make notes that are useful to both him/herself and to colleagues.
2 Can write most letters he/she is likely to be asked to do; such errors as occur will not prevent understanding of the
message.
3 Can write a simple report.
写作考试共进行 45 分钟，占总成绩的 25%，小作文占 10 分，大作文占 20 分。
2 测试范围与选材
1、身份介绍 (Personal Identification)
2、工作环境与日常事务 (The office，general business，environment and routine)
3、接待与闲暇活动 (Entertainment of clients，free time，relationships with colleagues and clients)
4、商务旅行 (Travel)
5、健康 (Health)
6、购买与销售 (Buying and selling)
7、公司结构、系统及程序 (Company structures，systems，processes)
8、产品与服务 (Products and services)
9、成果与成就 (Results and achievements)
其外，还会涉及其他的一般商务话题（Business issues）。
3 测试题型分析
https://www.facebook.com/hoc.huynhba

An Overview of BEC Vantage Writing
PART Functions/Communicative
Task
Input Response Register
1 Business Correspondence:
e.g. giving instructions,
explaining a development,
asking for comments,
requesting information,
agreeing to requests
Rubric only (plus layout of
output text type)
Note, message, memo or e-
mail (40-50 words)
Neutral/
informal
2 Correspondence:
e.g. explaining, apologising,
reassuring, complaining
Report:
describing, summarising
Proposal:
describing, summarising,
recommending, persuading
One or more pieces of input
from: business
correspondence (medium may
be letter, fax or e-mail),
internal communication
(medium may be note, memo,
or e-mail), notice, advert,
graphs, chart, etc. (plus layout
if output is fax or e-mail)
Business correspondence
(medium may be letter, fax
or e-mail) or short report or
proposal (medium may be
memo or e-mail) (120-140
words)
Neutral/
formal
题型： 1．商务便条类； 2．商务便函类；3．商务书信类；4. 商务报告类
注意：BEC 不是单纯的英语考试，也不是考察商务知识。
对策：学习、模仿高水平的论文
例题解析：
 You work for a company which produces laser printers．You are visiting another company，Softcell, to buy some
computer software for your department．They have expressed an interest in your company’s printers and you would
like to take twenty brochures and three sample printers with you．
相关词汇：laser, inkjet, projector (Barco), photocopier (Xerox), fax machine, scanner, computer, monitor
相关词汇：company literature; brochure; leaflet; flyer; white book; data sheet; prospectus
 Write a short note to Mr. Jim Asano，the Sales Manager．
 Asking for his permission to take these items．
 Explaining why you want them．
 Mentioning the time and date when you want to collect them．
Write 40-50 words on your Answer Sheet.
便函便条类题目的结构
Input: situation description
Task: memo, note, email
content points
Write: internal message (40-50 words)

注意：格式；发挥部分要确切
评分标准
BEC 写作评分方法
级别第一部分分数
5 全部完成答题要求
 所有内容点都已包括在内并在答题要求允许的情
况下加以发挥
 语言规范、自然；错误最少，均属小错。
 多样化的语言结构和丰富的词汇量。
 组织效果好，注意前后呼应。
 语域和格式完全适当。
给读者的印象极佳。
9 或 10 分
4 较好的完成答题要求
 所有内容点都处理得不错。
 大体准确；运用复杂语言时有错误。
 结构合理，用词准确。
 大体上组织较好，注意逻辑关系。
 语域和格式总体来说适当。
给读者的印象良好。
7 或 8 分
3 尚能达到答题要求
 所有的主要内容点已包括进去，遗漏了一些次要的
内容。
 出现一些错误，但不妨碍交流。
 结构和词汇掌握范围适度。
 组织和安排总的来说令人满意。
 语域和格式尚可，虽然并不完全成功。
给读者的印象较好。
5 或 6 分
2 不能完全达到答题要求
 遗漏了一些主要的内容点或者处理得不充分，可能
有些不切题。
 有时错误影响清楚交流，错误较多，使读者感到迷
惑。
 结构、词汇掌握范围有限。
 内容条理不清、不连贯，造成理解困难。
 语域和格式不适当。
给读者的印象不佳。
3 或 4 分
1 未能达到答题要求
 显著的内容遗漏/或大量内容不相关，可能由于对
题目要求的误解。
 严重不规范，经常出现基本错误。
 题目要求的结构和词汇几乎没有提到。
 缺乏组织，造成交流失败。
 几乎没有使用适当的语域和格式。
给读者的印象极差。
1 或 2 分
0 什么要求也没达到。字数少于所需字数的 25%，或是完
全不能辨认或是完全不切题。
0 分

注意：content; accuracy; conciseness
【例题】
 Christmas is coming. Your company is going to hold the annual Christmas party. As the secretary of the general manager,
you help arrange the preparation for it.
 Write a memo to all employees.
 Announcing the planned party.
 Welcoming all employees to join it.
 Introducing the programs of it.
 Mention the time and place that it takes place.
 Write 40—50 words on your Answer Sheet．
商务书信类
这一题型要求考生根据所提供的短文，如书信、传真、便函、留言条(电话留言条)等，起草一封书信，字数要求达到
120—140 词左右。
题目结构：
Input: 1 situation description
2 task
3 target reader
Reading: texts in note, letter, fax, memo + content points (handwritten notes; second letter)
Write: business letter (120-140 words)
注意英美拼写问题
【例题】
 You have organised a production conference for your company which will be held on 10 October 2005. The following is
the letter of confirmation you received from the Conference Centre.
 Read the letter and fax below, which gives details of the conference.
 Then, using all information from the fax, write your letter to John Smith at the Nuffield Conference Centre, explaining the
changes to the arrangements.
 Do not include postal addresses.
 Write 120-140 words on separate sheet.

Dear Conference Organiser,
I am writing to confirm the arrangements for the conference.
DATE AND TIME: 10th October-10 a.m. to 5 p.m.
NUMBER OF GUESTS: 50
ROOMS RESERVED 10 a. m. to 12: 30 p.m.
CONFERENCE HALL 3
2 p.m. to 5 p.m.
SEMINAR ROOMS 1, 2, and 3
CATERING: Coffee--11 a.m. to 11:30 a.m.
Lunch-12:30p.m. to 2p.m.
Conference Centre Restaurant
Tea-4 p.m.
We look forward to welcoming your company to the Nuffield Conference Centre.
Yours faithfully,
John Smith
Today your Production Manager has sent you the fax below with changes he would like to make to the conference
arrangements
FAX
I’m afraid we have to make some last-minute changes to the arrangements for our production
conference.
1. Ten more guests have accepted.
2. The President wants only one hour for lunch, and just a simple buffet-not seated in the restaurant.
The Conference Speaker（Tom Moors）can’t come until 2 pm. So he will give his presentation in
the afternoon. Can we move the seminars to the morning?
Sorry about this!
Sam
注意：1 不要跑题
2 适当发挥
3 目标读者
4 不要抄袭
三种对策：
a 换句型
e.g. This rule applies in every case.
There are no exceptions to the rule. (肯定句变否定句)
b 换同义词
e.g. The arguments put forward by these two authors are nearly the same.
The views expressed by the two writers are almost identical.
c 改词性

e.g. The English language has had a major impact on developing other world languages.
Other world languages have been greatly affected by the English language in their developments.
商务报告类
【例题】
 You recently attended a one-day course on office management. Below is the course programme, with the comments you
wrote on it.
 Write a short report about the course for your Manager. Include all your comments and say whether your company should
send other staff on this course. Write 120-140 words.
 Write on your Answer Sheet. Do not write in capital letters.
OFFICE MANAGEMENT SEMINAR
Field House, London
26 May 1999
PROGRAMME
9.00-10.45 Managing people and developing productive
Working relationships
10.45-11.00 Coffee
11.00-12.45 Planning the day, work-flow, prioritising
12.45-1.30 Lunch
1.30-3.15 Problem-solving and decision-making
3.15-3.30 Tea
3.30-5.00 Staff appraisal and staff development
第二讲 BEC 写作的语言、语法、组织和文体
very general, nothing
new
too short to meet
people
useful ideas
Recommend?
fell asleep!
good, practical…

评分标准：
级别第一部分分数第二部分分数
5 全部完成答题要求
 所有内容点都已包括在内并在答题要求允许的情
况下加以发挥
 语言规范、自然；错误最少，均属小错。
 多样化的语言结构和丰富的词汇量。
 组织效果好，注意前后呼应。
 语域和格式完全适当。
给读者的印象极佳。
9 或 10 分 18 或 20 分
4 较好的完成答题要求
 所有内容点都处理得不错。
 大体准确；运用复杂语言时有错误。
 结构合理，用词准确。
 大体上组织较好，注意逻辑关系。
 语域和格式总体来说适当。
给读者的印象良好。
7 或 8 分 14 或 16 分
3 尚能达到答题要求
 所有的主要内容点已包括进去，遗漏了一些次要的
内容。
 出现一些错误，但不妨碍交流。
 结构和词汇掌握范围适度。
 组织和安排总的来说令人满意。
 语域和格式尚可，虽然并不完全成功。
给读者的印象较好。
5 或 6 分 10 或 12 分
2 不能完全达到答题要求
 遗漏了一些主要的内容点或者处理得不充分，可能
有些不切题。
 有时错误影响清楚交流，错误较多，使读者感到迷
惑。
 结构、词汇掌握范围有限。
 内容条理不清、不连贯，造成理解困难。
 语域和格式不适当。
给读者的印象不佳。
3 或 4 分 6 或 8 分
1 未能达到答题要求
 显著的内容遗漏/或大量内容不相关，可能由于对
题目要求的误解。
 严重不规范，经常出现基本错误。
 题目要求的结构和词汇几乎没有提到。
 缺乏组织，造成交流失败。
 几乎没有使用适当的语域和格式。
给读者的印象极差。
1 或 2 分 2 或 4 分
0 什么要求也没达到。字数少于所需字数的 25%，或是完
全不能辨认或是完全不切题。
0 分 0 分
评分五个方面：

1 content
2 language
3 structure & vocabulary
4 organisation
展开论述上面的 5 个方面
1 内容的完整性
2 语言
6C 原则
1．准确(correctness)
包括四层意义，即阅读人能理解、接受的英语水平；使用精确措词，传达准确信息；正确地使用语法和标点符号；
拼写正确。
(1)恰当的语言风格
请比较下面两组例词：
Formal Informal
approximately
inquire
ascertain
obtain
assist
participate
construct
purchase
contribute
sufficient
difficult
utilize
About
Ask
find out
receive
help
share
build
buy
give
enough
hard
use
(2)准确的措词和信息
下面列出的是一系列极易混淆的单词及词组，请注意区分：
a lot / allot
all right / alright
cannot / can not
different from / different than
. due to / because of
effect / affect
fewer / less
lie / lay
principal / principle
that /which
their / them / they' re
wait for / wait on
who / whom
(3)正确的语法和标点符号
(4)正确的拼写

2．清楚(Clarity)
(1)逻辑布局(Logical Organization)
常用的逻辑布局方法包括：
① 因果关系(Cause & Effect)
② 时间顺序(Chronological Development)
③ 序列顺序(Sequential Development)
④ 比较(Comparison)
⑤ 一般到特殊(From General to Specific)
⑥ 特殊到一般(From Specific to General)
(2)合理构架句群与段落(Well-Written Sentences & Paragraphs)
例句：
修改前: Marshall Corporation was founded forty years ago, and it now has branch offices in four states, and it employs
nearly 400 individuals.
修改后: Marshall Corporation was founded forty years ago. With branch offices in four states, it now employs nearly 400
individuals.
(3)统一性与一致性(Unity and Coherence)
(4)强调(Emphasis)
① 位置
② 重复
③ 数量
④ 技巧
(5) 将句中关系紧密的词尽量靠近。
比较下面三对句子：
A. They bought a bicycle in Beijing in a small shop which costs $ 25.00.
They bought a bicycle for $25.00 in a small shop in Beijing.
B. He was warned not to drink water even in a restaurant which had not been boiled.
He was warned not to drink water which had not been boiled.
C. Those who work rapidly get ill in these conditions.
Those who work in these conditions rapidly get ill.
(6) 避免在同一个句子中使用意义不同的同一个字。
We shall take a firm line with the firm．
We shall take a strong line with the film．
3．简洁(Conciseness)
A. We have begun to export our machine to countries abroad.
We have begun to export our machines.
B. In the event that you speak to Mr. Wood in regard to production, ask him to give consideration to the delivery schedule.
If you speak to Mr. Wood about production, ask him to consider the delivery schedule.
C .We require furniture which is of the new type.
We require new-type furniture.

(1) 使用简洁的语言(Use simple language)
尽量使用避免使用
please will you be good enough to
prefer express a preference for
because for the reason that
(2) 少用陈词滥调(Omit trite expressions)
as the case may be
it has come to my attention
at an early age
avail yourself of this opportunity
previous to
crack of dawn
pursuant to your request
take the liberty to
due to the fact that
thanking you in advance
enclosed herein
this is to inform you
under separate cover
with kindest regards
I wish to state
(3) 避免冗长的表达方式和不必要的重复(avoid wordy expressions & unnecessary repetition)。 Wordy
Concise
1. We would like to please
2. For the month of August for August
3. Pursuant to the end of this week now
4. A long period of time a long time
5. At this time now
6. Is at this time is
7. The weight was higher than the weight was greater than
8. I expected it to be expected
9. During the year of 1995 during 1995
10. For the development of for developing
11. In the city of Dallas in Dallas
12. The problem was that the car would not the car would not start
start
13. Square in shape square
14. in accordance with your request you requested
15. Sign on the front of this form sign this form
16. During the time that while
17. Consensus of opinion we agree
18. Remember the fact that remember
19, Held a meeting met
20. this is the situation at this time now

(4)删改无关紧要的成份(Remove unneeded facts)
A. It should be noted that this is the best we can do,
B. For your information we enclose a catalogue.
C. Please be advised that we have received your invoice.
1. as soon as possible by July 10
2. as you indicated in your letter as you indicated
3. at all times always
4. at this time now
5. continue to utilize the old form until start using the new form on February
such time as the new form is available
6. despite the fact that despite
7. for the month of April for April
8. for obvious reason that because
9. I would ask that you please
I0. in conjunction with with
11. in the mere recent past recently
12. in the unlikely event that if
13. in the unlikely event that I am unable to if I am late, please delay the meeting
be on time, please delay the meeting
14. in view of the fact that because
15. it will be greatly appreciated if you please
16. our production of the new product will production will begin on July 1
commence on July 1
17. please be advised that we expect you to please review the contract
review the enclosed contract
(5)多使用主动语态的句子结构以明确表达意思。
Payment of their accounts will be made by Johnsons next week．
Johnsons will pay their accounts next week．
4．具体(Concreteness)
(1) 尽可能地提供明确、具体的信息。
A. These brakes can stop a car within a short distance.
These Goodson power brakes can stop a 2-ton car within 24 feet.
B. We hope the equipment will be delivered to our company as soon as possible.
Please deliver the equipment to our company before next Friday.
C. She is a fast typist.
She types at the fast rate of 85 words per minute.
(2) 使用具体词汇
A. We have no hesitation in advising you…
We advise you…
B. The preparation of new price scale is in hand.
New price scales are being prepared this week.
C. Due to the unusual nature of the request,…
As the request is unusual,…
a great deal of time, bad, large, good, small, around, old, convenient, young, little, majority, minority, most, less

5．完整(Completeness)
自查：谁(Who)? 什么(What)? 什么时候(When)? 在哪里(Where)? 为什么(Why)? 怎么样(How)?
6．礼貌(Courtesy)
例如：
Dear Mrs. Walters,
Because you delayed so long in your response, Model GSF is off stock. If you are interested, we have some similar models
on hand
Yours truly,
修改：
Dear Mrs. Walters
If I had known your needs before May 20, I could have shipped Model GSP immediately. However, the spring sale drained
our stock.
The Model GSK, a similar instrument, is in stock, and you could have it at the same price as the GSF. It normally sells for
$10,000 more. we will ship it as soon as you give us the word.
Yours sincerely
(1) 使用礼貌友好的词汇
A. 说“Thank you" , 例如:
Thank you for your letter of yesterday.
Thank you for your prompt reply.
Thank you for helping us in this respect.
Thank you for your information.
(2)体谅对方的写作态度(You-Attitude)
Writer emphasis: We are shipping your order on Friday.
Reader emphasis: You will receive your order by Monday, October 10.
Writer emphasis: To reduce our costs, we are changing the billing system.
Reader emphasis: To provide you with clear records, we are changing our billing system.
Writer emphasis: I was pleased to hear that the project was completed.
Reader emphasis: Congratulations on successfully completing the project
Writer emphasis: We regret that you closed your account with us a week ago. We believe that people may come back to our
bank again sooner or later since we have a good credit among our customers.
Reader emphasis: A week ago you closed your account with us. Whatever the reason, we are pleased to have played some
small part in your program. You are cordially invited to use our 'other services as occasion may require.
(3) 措辞得体(Appropriate Wording)
a．避免采用消极性的词汇或句式
Negative Wording: The office is closed after four O'clock,
Positive Wording: The office is open until four O'clock.

Negative Wording: When I received your complaint, I checked our records.
Positive Wording: When I received your letter, I checked our records.
Negative Wording: Because you failed to connect the cable, the picture was blurred.
Positive Wording: The picture was blurred because the V-2 cable was not connected to the terminal.
Negative Wording: You did not read my recent letter.
Positive Wording: Please refer to my June 10th letter.
Negative Wording: The Executive Board did not receive notification.
Positive Wording: Several members of the Executive Board inquired about the time of our December meeting. Will you
please send them a follow-up?
Negative Wording: Your letter was not clear.
Positive Wording: I would appreciate an outline of our marketing differences that you mentioned in your October 14th
letter.
b.有失礼貌的言词
We deny your claim complaint
We do not believe confusion
We are not sure contrary
We find it difficult to understand contrivance
We expect delinquent
We insist deny
We are forced disagreeable
We take issue exasperate
You forgot failure
You neglected ignorance
You failed to impatience
You misunderstood incompetent
You must incredible
You should know inexcusable
You do not have inference
You are delinquent insincere
You insist that insinuate
You did not say insulting
Your ignoring intolerable
Your credit refusal irresponsible
Your recent complaint irritated
Your failure to lack
Your misunderstanding neglect
Your neglectful attitude objection
Your disregard for obnoxious
Your insinuation offensive
Your lack of communication unbelievable
Your delinquent account uncooperative
(4)避免使用有性别歧视之嫌的词语

A．用“person”代替第三人称单数。
例如:
Instead of: Please share this report with your supervisor. He will find it interesting.
Say: Please share this report with your supervisor, who will find it interesting.
B．有一些常用的商务英语词汇有性别歧视之嫌，应该稍加改变。
Instead of Say
Businessman
workmen
Chairman
Foremen
Salesman
Spokesman
Stockboy
Workman
business person
employees/worker
chairperson
supervisors
sales representative / sales person
spokesperson
stock clerk
employee / worker
(5) 及时答复(Timely Response)
例：We will examine your camera to determine the shutter-response problem and have it back to you within three weeks, if
repairs axe needed, I will call you for approval to make the repairs.
例：Mr. Smith is out of the office until the end of the month. I am sure he will be able to provide you with all of the
information you requested when he returns.
连贯和衔接
（一）连贯 (coherence)
常见连接词有：
1 表示罗列增加
　　First, second, third,
　　First, then / next, after that / next, finally
　　For one thing … for another…,
　　On (the) one hand…on the other hand,
　　Besides / what’s more / in addition / furthermore / moreover / another / also,
　　Especially / In particular,
2 表示时间顺序
　　now, at present, recently,
　　after, afterwards, after that, after a while, in a few days,
　　at first, in the beginning, to begin with,
　　later, next, finally,
　　immediately, soon, suddenly, all of a sudden, at that moment, as soon as, the moment
　　form now on, from then on,
　　at the same time, meanwhile,
　　till, not…until, before, after, when, while, as during,
3 表示解释说明
　　now, in addition, for example, for instance, in this case, moreover

furthermore, in fact, actually
4 表示转折关系
　　but, however, while, though, or, otherwise, on the contrary, on the other
　　hand, in contrast, despite, in spite of, even though, except (for), instead, of course, after all,
5 表示并列关系
　　or, and, also, too, not only … but also, as well as, both… and, either …or, neither …nor
6 表示因果关系
　　because, because of, since, now that, as, thanks to…, due to…, therefore, as a result (of), otherwise, so…that, such…that
7 表示条件关系
　　as (so) long as, on condition that, if, unless
8 表示让步关系
　　though, although, as, even if, even though, whether …or…, however, whoever,
　　whatever, whichever, wherever, whenever, no matter how (who, what, which, where, when, whom)
9 表示举例
　　for example, for instance, such as…, take… for example
10 表示比较
　　be similar to, similarly, the same as, in contrast, compared with (to)…just like, just as,
11 表示目的
　　for this reason,, for this purpose, so that, in order to, so as to,
12 表示强调
　　in deed, in fact, surely, certainly, no doubt, without any doubt, truly,
　　obviously, above all,
13 表示概括归纳
　　in a word, in short, in brief, on the whole, generally speaking, in my opinion, as far as I know, As we all know, as has been
stated, as I have shown, finally, at last, in summary, in conclusion,
（二）衔接 (cohesion)
1 返指（referring back）
例：Davis opened a door. “Here is your room. I am afraid it is a bit untidy.” He picked a dirty handkerchief off the floor
and stuffed it in a drawer.
The keeper came loping softly up the lane with the dog padding at his heels and we watched them through the hedge as
they went by.
I held her very close. My cheek was against hers.
例：The women were asked to leave. Some of them refused.
The earthquake killed 24,000 people and insured 77,000.
例：A man and a woman were struggling up the dune. The man wore shorts. The woman wore a print dress.

2 预指（referring forward）
有多种方法可用来指代将要提及的事务。
例如：This chapter will follow the same pattern as the previous one.
In the next chapter, we will examine this theory in detail.
The overlap can be seen in the table below.
3 省略（Ellipsis）
例如：They can distinguish finer detail than we can.
例如：They would stop if they could.
I never did go to Stratford, although I probably should have.
例如：I think we want it more than they do.
例如：At last he agreed to do what I asked him to.
文体：
非正式文体
Thanks for your letter. I got it 14 Sept. I’ve sent a copy to comp HQ along with a memo re your financial situation. I’ve set a
meeting for 3 Oct at 11am to talk about another bank loan. So, please let us know if you can make it a.s.a.p.
But we might ask you a few things to do with your inc. and exp. before giving you a loan. Also I need to get in touch with the
GM to okay it. Plus, we’ll first have to think about the last time you didn’t keep p with payments.
Anyway, in the mean time, you need to fill in this business plan. Bring it to the meeting with you.
正式文体
Thank you for your letter received 14 September 2002. A copy has been sent to the company headquarters in addition to a
memorandum concerning your financial situation. A meeting has been scheduled for 3 October 2002 at 11am to discuss your
request for a further bank loan. Therefore, please inform us of your availability for this meeting at the earliest opportunity.
However, a number of issues concerning your income and expenditure may be queried prior to a loan being granted.
Furthermore the General Manager needs to be contacted in order to authorise bank loans of this nature. Moreover, your
previous failure to meet payment arrangements will first have to be considered.
Nevertheless, in the interim you are required to complete the enclosed business plan, which should be brought to the meeting.
e.g. I’m keen on British history
I am particularly interested in British history.
e.g. I’m sorry, I can’t come.
I regret to inform you that I will be unable to attend.
关于选词，见活页。
关于文体，还应该注意：
从来不要用 And 引导一个句子。
不需要括号
不要缩写
不要引用
不要 one-word sentence.
不要使用口语谚语、不要使用比喻
不要使用修辞性的句子。
注意自己在题目中的身份

第三讲商务便函与便条
审题：
Mr Smith, your boss, told you to ask Ms Liu to attend a sales presentation on a new product.
Write a note to Ms Liu:
*saying who wants her to attend the sales presentation;
*informing her when and where the sales presentation will be held
有同学写成 Mr Smith told me to ask who wants to attend
有同学写成 Please write a note to Ms Liu asking her to attend a sales presentation.
一定要把题目看清楚，再下笔写。
（一）商务便函
一般公司企业往往都印有按照自己公司风格的商业便函，请看下列例子：
Memo
To：(收信人)
From:（发信人）
Date:（日期）
Subject:（事由）
Message:（正文）
大企业往往拥有许多分支机构，其商务便函信笺就包含较多的内容，如：
Memo
To：(收信人)
Company：(分公司)
Dept：(部门)
Location & Ext：(地址与分机号)
Subject:
From:
Company：
Dept
Location & Ext:
Date:
Message:
商务便函一般由以下几个部分组成：
1、Memo： Memo 是 Memorandum 缩写，因此也可以用 Memorandum，此外还有 Internal Memorandum 和 Interoffice
Memorandum，其意思都是一样的。
2、To：这一标题后面应写收信人的姓名与职衔，姓名前可以用尊称或不用，如：
To：Mr. John Smith，Sales Manager
3、From：这一标题后应写发信人的姓名与职衔：职衔可根据需要决定写或不写，但姓名前不要用尊称。
4、Date：日期的写法同书信里日期写法的要求完全一样，不要用数字来表示月份。
5、Subject：这一标题后是写事由的，即用一个或几个词汇简单概括便函的内容，以便查阅。事由必须简洁明了，不
要用完整的句子，如：
Changes in Travel Advance Form
Promotion of Staff

Vacation Schedule
Participation in Training Programmes
6、Message
商务便函还可以根据实际需要在末尾增加发信人的姓名首字母、附件、副本抄送等。
例
SCHOOL OF ENGLISH FOR BUSINESS
MEMORANDUM
To: Mr. Kingswick, Course Coordinator
From: Barnsby Campbel
Date: 19 November, 1995
Subject: Lesson Plan for 28 November Lecture
I intend to teach memo writing in my next lecture. I plan to cover the following plans:
1. Inside Address
This is omitted in a memo. As internal communication the reason is obvious.
2. Greeting
It is mere polite to put Mr., Mrs. or Ms before and the office after the name of the recipient You may
sometimes address the readers as a group.
3. Subject
This is a phrase to tell the reader what the memo is about. Sometimes only the phrase is given
without the word Subject before it.
4. Body
These should be short, less than 10 lines, and concentrate on only one paragraph one idea each:
Sometimes for memos with three or more paragraphs, it is advisable to begin each with a heading in
capital letters to tell what the paragraph is about. Another practice is numbering the paragraphs for
easy reference later on.
5. Carbon copy
This is written as c.c. for short. As in a letter, it lists the persons who are also receiving the memo.
6. Signature
Only the initial is needed, The office and name in print of the writer are omitted. In more casual
memos there is no signature at all.
Any thought on my notes? Anything to add? Let me know at tea break.
c. c. Mr. P.L. Ducke, Training Officer
（二）商务便条
商务便条一般有四个组成部分：日期、称呼、正文、签名。一些公司有印好的便条笺。如:

Message
To: Date:
Message
Telephone Message
For:
From:
Tel.:
Message:
Action required: Please call back
Caller will call back later
No action required
Message taken by:
Date Time
例：让秘书通知推迟约会
9 a. m.
Miss Wang ,
I've got an urgent meeting today. Please contact the applicants to postpone the interviews till further
notice.
DS
分类：
1 告知信息 inform
2 布置安排 arrange
3 征求意见 request
4 询问信息 enquire
5 求助申请 apply
6 推荐建议 suggest
1 告知信息类
例题：
 You are a manager at an auditors called Golding & Co. Your company has just merged with a competitor to become
MasonGolding. You have been asked to inform staff of the change of name.
 Write a memo of 40 - 50 words:
* informing staff of the new name
* telling them when to start using the new name
* asking staff to use only the new name after that time.
收购与兼并 merger and aquisition

范文：
As a result of our merger with Mason&Co., the name of our company will be changed MasonGolding. Please start to use the
new name on 1 March 2006. You are reminded that only the new name can be used from then on.
remind/ advise
总结：告知用词
tell notify mention express inform explain note report advise
I am writing to tell/inform you that…..
I am writing to explain…. (tell your boss why you cannot attend)
I am writing to express (my regret)
例题
You are the training manager of a company which has won a large export order. You have been asked to organise foreign
language training for some of your staff.
Write a memo to staff:
explaining why the courses are necessary
saying which members of staff should attend
announcing when the courses will start
Write 40-50 words on a separate sheet.
[范文]
To: All staff
From: the Training Manager
Date: 1 March 2005
Subject: A Foreign Language Training Course
I was asked to organise a foreign language training course because of the large export order we received recently. It will start on
15 March and will last 2 weeks. Those who will deal with orders should attend this course.
2 布置安排类
 You are Head of Research for an international car manufacturer. You have to make an urgent trip tomorrow to visit Pierre
Blanco, a colleague who works for a subsidiary.
 Write a memo of 40-50 words to your secretary:
 telling her who you are going to see and when
 asking her to book flight tickets and accommodation
 telling her what work you would like her to do in your absence.
 Write on your Answer Sheet.
subsidiary, parent company, holding company, affiliate, branch, headquarters, representative office
范文：
I need to have an urgent meeting with Pierre Blanco of our Paris office tomorrow. Please book a return ticket to Paris and a
hotel room for me as soon as possible. During my absence, please keep me informed of the progress of the project. If there is
anything urgent, give me a phone call.
注意口气：比较 open the door；
please open the door;

could you please open the door？
I would be grateful if you could open the door for me.
I would appreciate it if you could open the door.
[例文]
You are the manager of a small export company. Peter Watson, an important client, is visiting your company for three days from
22 October.
Write a note of 40-50 words to your secretary:
Asking her to book a hotel room
Saying where the hotel should be
Giving her the dates
[范文]
比较下面三篇作文，注意内容点和语气的区别。
作文 1：Dear Ms Jones,
I am writing to inform you that Mr Peter Watson will be visiting our company. Would you please be so kindly as to reserve a
suitable room for him?
Yours sincerely
作文 2：Hi Mary,
Look. I’m really sorry to have to trouble you but Peter Watson – a really important client – is visiting the company for three
days in October, starting on 22nd, to discuss a contract with us. Please will you book for Mr Watson a really nice hotel room as
soon as possible? Thanks very much.
See you soon!
作文 3 Mary,
Mr Peter Watson is visiting us in October. Could you please hire a hotel room for him? He is arriving on 22nd October and will
stay for three nights. If possible, the hotel should be one near the office. Thank you.
3 询问信息类
[例 5]
You are the factory manager of a car company. You are waiting for urgently needed components from your purchasing
department.
Write a note to Mr Grayson, the Assistant Purchasing Manager:
enquiring about the reason for the delay;
stating when the components are needed;
suggesting a meeting to discuss future deliveries.
Write 40 - 50 words on your Answer Sheet.
[范文]
I am writing to enquire about the reason of the late delivery of the ordered components. We need the components by next
Monday. In order to smooth our cooperation, I suggest that we have a meeting to discuss future deliveries.
4 征求意见类
[例文]
You are a Project Team Leader. You have had to postpone your next project meeting because some of the members of your team
will be abroad.
Write a memo of 40-50 words to your project team:

informing them of the postponing and giving the reason
stating a new date and time for the meeting
requesting suggestions for the agenda.
Write on your Answer Sheet.
词汇：postpone; delay
agenda, schedule, timetable
[范文]
I am writing to inform you that the next project meeting will be postponed. Because several team members will be abroad for
another project, we will hold our next meeting on 1 August, starting from 9am. Please let me know if you have any suggestions
as to the agenda of the meeting.
最后一句话可以替换为：
Do you have any suggestions regarding the schedule?
I welcome your suggestions concerning the timetable.
5 求助申请类
[例题]
You have lost your calculator, and you want to order a new one. You need to make a written request to your supervisor, Ann
Ray.
Write a memo to her
saying that you need a replacement
explaining what happened to the old one
asking her to approve the request
Write about 40-50 words.
[范文]
I am writing to apply for a replacement calculator. I found the old one missing after the client meeting yesterday. As a calculator
is essential to my daily work, could you kindly approve this request?
[例题]
You would like to go to a seminar on presentation skills.
Write an email to your line manager:
requesting time off work to go to the seminar
saying when the seminar is
explaining why you want to go
词汇：line and staff management, line manager, staff manager
句型：May I have your permission to do sth?
[范文]
To: Nick Johnson
Subject: Presentation Skills Seminar
I would like to attend a seminar on 3 April.
It is about presentation skills. Since I have to make many presentations to customers, this seminar will be very useful.
Could you tell me if it’s possible to take time off work to attend this seminar?
Thanks

Angela
6 推荐建议类
[例题]
Your company’s Sales Department has asked you to give a talk next Friday on your most recent project.
Write an email to Mrs Jay in the Sales Department:
agreeing to give the talk and suggesting a time
saying what equipment you will need
requesting information about the participants.
句型：I think.....
Why not......
Shall we......
I suggest.......
总结用法：
总结 suggest 用法
suggest
suggest doing sth
suggest <noun> eg suggest a holidy
suggest that sb do sth
recommend
recommend <noun> recommend some articles
recommend to sb (eg a friend)
recommend doing sth (eg putting another board up)
recommend that sb do sth
[范文]
To: Anna Jay
Subject: Talk Next Friday
I would like to give the talk suggested by you and I think 9.30am, after the break, would be the perfect time.
Required equipment: - Overhead Project
- Flipchart with Pens
Please give me some information about the people participating.
Renate

第四讲商务信函（上）
与前面题型的共性
区别：值得注意的是，大作文本身的特性
1 读者不同对内/对外
2 信息点数量 3/5
3 阅读量小/大
4 字数要求 40-50 / 120-140
信函要求：
1、研究收信人的兴趣所在
2、采用恰当的语气
体谅对方的态度(You-Attitude) / 自我为中心的态度(I-Attitude or We-Attitude)。
3、语气自然真诚
请比较下面两组例句：
Instead of Say
I have pleasure in informing you．．． I am pleased to tell you／to say．．．
4、言简意赅
5、有礼有节，善解人意
礼貌用语，如 your kind enquiry，your esteemed order，your valued custom
6、避免行文冗长
请比较下面两组例句:
Instead of Say
Please see that an enquiry is conducted to
determine the reason.
Please find out the reason.
7、避免陈词滥调
请比较下面的例句：
OPENINGS
Instead of Say
Adverting to your favour
Re (your letter)
The writer, wished to acknowledge
Referring to your letter
Or
Thank you for your letter
We are in receipt of
We began to acknowledge
We have to acknowledge
We have received
We beg to inform you
We beg to think you
We are writing to inform you
We thank you
Your esteemed favour to hand
Your letter to hand
Yours to hand
We have received your letter

ENDINGS
Instead of Say
The favour of your early reply will be obliged I shall be glad to hear from you.
Assuring you’d our best attention at all times
We beg to remain
We remain
Awaiting the favours of your early reply
Omit all these.
MISCELLANEOUS
Instead of Say
as per according to
idem., inst., prox., ult. name the month
if it is within our power if we can
it will be our constant aim. we shall try
of even date of today
only too pleased to very glad to
per by
Please be good enough to advise us please tell us
take an early opportunity act promptly
yesterday' s date Yesterday
your communication your letter, phone, message, etc.
your good self you
your favor
yours of the 15th
your letter
your letter of the 15th
Under separate cover separately, or better still,
by registered post, etc.
8、措词精确有力
（1）选用简单的词汇
请比较下面两组例子：
在书信中多使用单词而不是词组，在报告中词组应比单词使用频率高一些。
Instead of Say
will you be good enough to please
in the near future soon
at the present time now
come to a decision decide
express a preference for prefer
for the reason that because
前面的语言报告表述多，后面的语言书信表述多。
运用简明的语言表达观点。
Instead of Say

Every consideration will be given to your request. Your request will be carefully considered.
It gives us much pleasure to inform you. I am pleased to tell you (or to say).
（2）保持词语释义的一致性
避免出现一词多义
避免多词一义的错误
（3）用词准确
避免词义不清的表达方式，如 considerable quantity，favourable price，appreciable rise。
（4）措词具体、形象
请比较下面两组例句：
Instead of Say
We have no hesitation in advising you. We advise you.
The preparation of new salary scales is in hand. Now salary scales are being prepared.
9.避免单调平乏
(1) 松散句与掉尾句
松散句掉尾句
I have an interview as soon as I arrived. As soon as I arrived, I had an interview.
(2) 长句和短句
请看下面的段落：
We regret to have to complain that you have not yet delivered the goods ordered a month ago. （Medium）They are now
urgently wanted. (Short) The customer for whom we ordered them threatens to cancel his older unless he receives the goods
during next week. (Long) Please therefore arrange to deliver them at once. (Short)
（3）语序变化
英语句子的正常语序是：主语+谓语+宾语。语序的变化可以起到强调作用。
请看下面的例句：
正常语序：I met your representative yesterday.
强调语序：Yesterday I met your representative. (强调 yesterday)
还可以运用 It is／It was 引导的强调句式。
正常语序：We note with surprise the contents of your letter.
强调语序：It is with surprise that we note the contents of your letter.
10、全盘布局（LAY OUT）
(1) An opening paragraph referring to the promise made.
(2) A statement that the promise has not been kept.
(3) That the delay is causing your inconvenience.
(4) A closing paragraph requesting completion without further delay.
11、重视开头和结尾段落
开头部分：
（1）开头部分要恰到好处。
（2）不要使用否定性的或不礼貌的词语。
（3）要从对方的角度出发体谅对方(You-Viewpoint)，而不能以自我为中心(1-Viewpoint)。
（4）开始句一定要切合正题，不要东拉西扯，重复对方明知的信息。
（5）起首段落不宜太长。
（6）起首段落要前后一致，保证连贯性。开始句最好提一下上一次联系的情况，显得自然。

结尾段落：
（1）明确指出希望对方采取的行动。
（2）如果对方不是行动的执行者，一定要指明动作的执行者是谁。
（3）说明该行动的具体实施细则。
（4）指明最后的期限。
（5）赞赏对方，但除非对方曾为你做过什么，否则不要随便道谢。
（6）避免使用消极性词汇。
（7）如若需要，表明愿意提供帮助的态度。
（8）结尾段落不宜过长。
12.检查
在签名之前，请参考下述问题，检查一下所写信函是否准确、恰当。
(1)布局是否合理?
(2)拼写是否正确?标点符号用得是否恰当?
(3)是否包含所有要点?所传递的信息是否准确?
(4)措辞是否简明、准确、礼貌? ·
(5)．语言是否自然、真诚?
(6)是否做到从对方角度出发，体谅对方?
(7)全文总基调是否合适?能否产生预期的效果?
(8)如果自己是收信人的话，是否愿意收到这样一封信?
如果所有的答案都是“Yes”，那么就可以放心地签名寄送了。
总结常用句型:
Referring to previous contact:
Thank you for your letter of/dated ….
With reference to
Further to
In reply to
Stating the reason for writing:
I am writing to enquire about …
to confirm that …
to apologise for/about…
in reply to your …
with reference to …
Ending a letter
If you have any further questions, please contact me on …
I look forward to hearing from you soon.
in due course.
in the near future.
注意考试当中的格式问题
题目分类：
1 订单类 handling order

2 询问类 enquiry and reply
3 投诉类 complaint and apology
4 告知变化类 notice of changes
5 邀请类 invitations
（一）常用短语
称为 Dear ……/ 敬语 Yours……
Dear Sir or Madam----------Yours faithfully
Dear Mr./Mrs./Miss/Ms Smith---------Yours sincerely
Dear John-----------Best wishes (私人关系比较亲密)
信的开头：
We are writing to enquire about …写信是询问关于……
We are writing in connection with … 写信是关于 ……
We are interested in … and we would like to know … 我们对……感兴趣……我们想知道
asking if …感谢（某日）询问是否……的来信
Thank you for your letter of (date), enquiring about …感谢（某日）询问有关……的来信
We have received your letter of (date), enclosing …感谢（某日）的来信以及随信寄来的……
concerning …我们已收到（某日）关于……的来信
如果写信的开头或者是信中要提到某件事情：
with reference to… 关于……
further to … 继……之后
with regard to … 关于……
I am writing in connection with … 我写信是为了……
A point in your letter gives us great concern that …我们很关心您信中提到的……
Regarding … 关于……
告知好消息
I am pleased to tell you that … 我很高兴的告诉你/通知你……
I am delighted to inform you ……
I am happy to advise you …
We are pleased to inform you that
We have pleasure in informing you that
We have the pleasure to apprise you of
We have the honour to inform you that (of)
坏消息
I regret to tell you that … 很遗憾/很抱歉告诉你/通知你……
I am sorry to inform you …
I am sorry to advise you that …
We regret that … 我们很遗憾……
说明能做与不能做的事情
We are unable to … 我们不能……

We are able to … 我们能……
We have been forced to … 我们不得不……
说明原因
This was owing to … 这是因为……(多半为坏消息)
Due to … 这是由于 ……
As a result of … 这是……的结果
Because of … 这是因为……
请求采取行动，如果紧急的话，可以加上后面的词组
Please could you … as soon as possible 请你尽快……
We would be grateful if you could …without delay 如果你能尽快……，我们将不胜感激
We would appreciate it if you could … immediately… 如你能尽快…… 我们将不胜感激
道歉
We must apologize for … 我们必须为……表示我们的歉意
We apologize for … 我们必须为……道歉
We are extremely sorry for … 我们为……感到抱歉
询问信息
We would like to know about/if … 我们想了解有关……
Please could you give us further detail about … 请给我们更多有关……的信息
We would be grateful if you could let us know about/if … 如果能告诉我们有关……，我们将不胜感激
We would appreciate it if you could inform us about/if … 如果能告诉我们有关……，我们将不胜感激
轻度抱怨
Unfortunately, 然后直接说不幸的事情发生了，比如，
Unfortunately, we have not yet received your payment, we would be grateful if you could make
the payment soon.
提起注意（用在强烈抱怨中）
I should like to draw your attention to (the fact that) … 我想提请你们注意……
I should like to point out that … 我想指出……
I should like to remind you that … 我想提醒你们……
I hope that it is not necessary to remind you that …我希望没有必要提醒你们……
警告
Unless… 除非……，否则我们将不得不……
If … (not) …, we will be forced to … 如果……不……，我们将不得不…….
（二）常用句型
普通结尾：
I look forward to receive your reply/order/products/etc.　期待收到你的答复，定单，产品等
Looking forward to hearing from you. 期待你的来信
提供消息类邮件的结尾
I hope that this information will help you.　期待这些消息会对你有所帮助。
Please contact me if you need any further information. 如果需要更多的信息，请你与我联系
Please do not hesitate to contact me if you are need any further information. 如果需要更多，请随时联系我
Please feel free to contact me if you have any further questions. 有什么问题，请有我联络。

Please let me know if you need any further information. 如果需要更多的信息，请告诉我。
道歉信结尾
Please accept our apologies once again. 请接受我们的歉意
We hope that this has not caused you any in convenience. 我们希望这不会给你造成不便。
私人商业信函，即关系比较非正式
开头：
Thank you for your letter/telephone call/telex/fax. 很感激你的来信/来电/电传/传真。
It was a pleasure to … (meet you at/on…) 很荣幸在…… 时间/地点与你见面。
It was good to …（see you again at/on…）很高兴在……时间/地点再次见到你。
(hear from you again) 很高兴再次收到你的来信。
It was a pity that … ( we did not have more time to talk at/on…) 很遗憾我们上次没有更多的时间讨论……
I am sorry that … ( I missed you when you visited my office) 很遗憾你来我办公室时，我没能见到你。
如果需要，可以在上述四个形式之后加上说过或者没有说过的话，
It was good to talk to you on the telephone today. I was sorry to hear that you had not been so well. 今天能够在电话里和你交
谈，真是太好了。听说你病了，我很难过。（
It was pity that I missed you when you visited my office last week. I would have liked to have heard all your news. 很遗憾，上
周你来我办公室时，我没能见到你。我很乐意听到有关你们的任何消息。
信件主体
要求提供消息：I was wondering if you could help me. 我不知道你是否能帮我。
提供消息：I thought you might be interested to hear that … 我想你可能会对……感兴趣。
抱怨：I am afraid we have a small problem. 恐怕我们有个问题
告知坏消息：I am afraid I have some bad news. 恐怕，有些坏消息。
结尾
I look forward to seeing you again next time I am in …我期待着下次我在…时，与你见面。
If ever you are in London, please give me a ring or call in. 来伦敦时，给我打电话或来我公司坐坐。
Please give my regard to Dianna Smith. 请替我向 Dianna 问好。
Please pass my best wishes to Mr. Lund. I hope that he has now recovered from the flu. 请向兰德先生问好。我希望他早日康
复
例题
 You are the owner of a clothing factory. A customer has sent you a letter summarising a recent negotiation. You have
written some notes on the letter.
 Write a 120 - 140 word reply to the buyer using the letter and your notes.
Mrs P Mirza
Lahore Textiles
6 Ocean Road
Lahore
Dear Parveen
So are we!

It was good to see you again last week and we are delighted that your silk blouses will be included in our winter catalogue.
As promised, listed below are the points agreed at the meeting.
1. The contract is for the Sheba range of silk blouses in three colours.
2. You will grant us exclusive import rights for the blouses in the UK.
3. The quantity will be 5,000 pieces, with a further option of 3,000.
4. The price per piece will be $ 5.65 for the first 5,000. You will confirm the price for the optional 3,000 pieces.
5. Payment will be by letter of credit.
6. The initial order will be ready ex factory by 1 August 1999.
I trust you will find this in order. I look forward to your written confirmation in due course.
Best regards
Stephanie powell
Chief Purchaser
段落：平头式/缩进式
Block Version（平头式）
Dear Sir or Madam，
We welcome you the order above order. The prices you mentioned are old ones. The current prices should be 5% higher.
However, we accept your order and wish to assure you that delivery will be made immediately we receive your L/C.
Our T-shirts and knitting wares enjoy favourable reception in the world market because of their fine quality and excellent
craftsmanship. No wonder your customers have remarked favourably on our products. You may be sure that we shall do our
best to maintain our reputation for quality and reliability.
We enclose a quotation for summer wares, such as bathing suits, all cotton vests and shall be pleased to receive further orders
from you.
Yours faithfully，
Edward White
范例 2 Indented Version（缩行式）
October 30,2005
Messers Samson Ghadban Co., Ltd.
15 Horns Avenue,
Tripoli Lebanon.
Dear Sir or Madam:
Thank you for replying so promptly to our enquiry for lightweight extinguishers and also for your offer to arrange a
demonstration.
Our general manager and our office manager will both be able to meet Mr Burton at any time during the morning or
afternoon of Thursday, November 10th. It would be helpful if Mr Burton would write or phone to let us know at what time we
may expect him.
Which colours?
We agreed 4,000?
$ 5.25 for the option pieces
Not possible - 15th at the earliest

Yours faithfully,
John Black
范文：
Dear Stephanie,
Thank you for your letter of 1 March. We are delighted that the Sheba range will be in your catalogue.
There are, however, some small points which need clarifying.
 The Sheba range comes in six colours. Please look at the samples and confirm which three colours you would like.
 You referred to the further option of 3,000 pieces. I thought we had agreed on 4,000. Please confirm the correct figure.
 I can confirm the optional pieces will cost $ 5.25 each.
Unfortunately, due to a full order book, we are unable to deliver by 1.8.99. The earliest date would be 15.8.99. I hope this will
be acceptable.
I look forward to hearing from you soon.
Yours sincerely,
Parveen Mirza
例题
 The company you work for is expanding rapidly and is looking for new premises. Your Managing Director is interested in
Waterside Industrial Park, and has asked you to write a letter to find out more information.
 Read Waterside Industrial Park’s advertisement below, on which your Managing Director has already made some notes.
 Then, using all your Managing Director’s handwritten notes, write your letter to Rosemary Brown at Waterside Industrial
Park.
 Write 120-140 words on a separate sheet.

[范文]
22 July
Dear Mrs Brown
Subject: New Premises
With reference to your advertisement in the local newspaper, I would like to have more information about the above.
Could you tell us which other firms are in the area, and what are the sizes of the units available for rental.
Regarding the financial help mentioned, could you inform us who would qualify for it and how to apply.
Another point to clarify is the skilled labour costs compared with other areas.
Finally, we would be grateful if you could send us the information pack to our address.
We look forward to hearing from you soon.
Yours sincerely
Alya Maideen
常用句型：
I am writing to enquiry about …
I am interested in your …
I would be very grateful if you could send me …
I would like further information about …
例题
Your Managing Director has asked you to reply to the letter below which is about a proposed educational visit to your company
by a local school. He has written his comments on the letter.
SUNDSTROM TECHNICAL COLLEGE
Re: Educational Visit
Dear Mr. Takahashi,
WATERSIDE INDUSTRIAL PARK
A variety of large and small units available.
Financial help available for many companies moving to the area.
Excellent road and rail links with all parts of the country.
Skilled labour force for manufacturing or service sector business.
For an information pack, please contact: Rosemary Brown
Waterside Industrial Park
Phone (11) 8008866
Fax (11) 323 6644
Who would qualify?
Which other firms are in
the area?
Sizes?
Ask for this
Labour costs compared
with other areas?

Thank you for your recent letter accepting our request for an educational visit to your company.
too many - 25 maximum
I have spoken to the students concerned as well as the teacher who will accompany them. They are a group of 35 students, aged
between 17 and 18, and will be taking part in the visit as part of their careers development programme.
I would like to suggest Friday 10th December. The group will leave here at 9:00 am and should be with you by 9.45 am.
Monday of following week better – time’s fine
I understand the training officer is willing to give a talk to the students about the company’s training programme. This will be of
considerable value, and I wondered if it would be most effective at the beginning of the visit.
Training officer not available until 11:30
Finally, would it be possible for the students to talk to some new employees in an informal ‘question and answer’ session?
No, sorry! Cannot release employees from duties.
I would be grateful if you could inform me as to whether these proposals are suitable and would like to thank you once again
for your co-operation with the scheme for ‘School and Business Links’.
Yours sincerely,
Mr Yamaguchi,
Headteacher.
• Write a letter (120 - 140 words) to the head teacher explaining the changes the Managing Director would like to make to the
visit.
• Write on your Answer Sheet.
范文：
Dear Mr Yamaguchi,
Thank you for letter dated 27 July 2005, in which you put forward some suggestions for the proposed visit to our company.
There are, however, a few changes which I would like to make to your suggestions.
*
*
*
*
In order to confirm the above arrangements, I suggest that we discuss these over the telephone at your earliest convenience.
I look forward to your early reply.
Your sincerely,
关于求职信
1 length
2 type/ handwritten
3 structure
i the opening
ii why them
iii why you
iv the ending
结尾例句：I look forward to discussing my application in more details with you at interview.
Please request to confirm arrangements by phone

第五讲商务信函（下）
投诉信结构：
投诉事由
详述事件/投诉理由
提出要求
常用句型：
Letters of complaint
I am writing to complain about …
I am not satisfied with …
I must therefore insist that …
例题
 You recently attended a one-day training course on health and safety. You were disappointed with the course and you have
decided to write a letter of complaint to the training company.
 Read the advertisement below, which gives details of the course. You have already made some notes on the advertisement.
 Then, using all your handwritten notes, write your letter to Moira Geddings at GBG Certification Services.
 Write 120-140 words on a separate sheet.

[范文]
Dear Mrs Geddings,
I write regarding a training course on health and safety which I attended 27 November.
When I booked this course, I chose your company as it came highly recommended and the courses seemed to be of a high
standard. I was promised an experienced trainer but unfortunately he was sick and the replacement was not as good as expected.
Regarding the information packs these were only a pile of loose photocopies, which was not promised. The class was supposed
to be about 8 people but in mine there were about 15. Finally, I should make it clear that the class started 1 hour late, and the
lunch that was served, was cold.
I am sure you can understand my disappointment. I would therefore be glad if you could investigate this matter.
I look forward to hearing from you.
Yours sincerely,
Lisa Kostevska
Cabin Attendant
索赔：
compensate, indemnify, refund, apologise
投诉信范文：
Dear Sir or Madam
I am writing to complain about your Tour 5210 to Mexico on 15 June.
GBG Certification Services
Good for business, good for you.
Regardless of whether you are in a manufacturing or service industry, you are required by law to
operate your business in a manner which is safe and healthy for your workforce. Our courses will
help you provide a safe and legally sound working environment for your staff.
Our one-day courses include:
Experienced and highly-qualified trainers
High-quality information packs
Small groups (maximum 8 people)
Price includes lunch and refreshments
All one-day courses run Monday-Friday from 9.30-17.00.
For more information contact:
Mora Geddings
GBG House
Summerfield Road
Oxford OX8 4DN
trainer was sick
-
replacement
poor
pile of loose
photocopies!
not true!
explain what
was wrong with
lunch
started
late

The quality of the food in the hotels was terrible and everybody in our group was sick most of the time. I would like to
remind you of the fact that your advertisement said “superior hotels and fantastic food all the way”.
We must insist, therefore, that you refund at least 10% of our money as compensation.
If we do not receive adequate compensation within 7 days, we will be forced to write to the local newspaper.
Yours faithfully
比较强烈投诉抗议信:
Dear Sir or Madam
I am writing about the heating unit you installed for us on 15 March last year.
Unfortunately, the heating system exploded on 12 January this year, and blew a large hole in the roof, thus resulting in a
large damage to both our workshop and stocks.
I should like to remind you that we wrote to you on 9th
December last year because it was making a strange noise, but you
did not give us a reply.
We must insist, therefore, that you replace the heating system immediately and pay for our damage worth US $ 400,000.
Your faithfully
道歉信结构：
表示歉意
解释原因
处理意见
再次道歉
Letters of apology
I am writing to apologise for/about
This was due to …
Unfortunately, we have been unable to …
I am sorry for any inconvenience this has caused.
I can assure you that we will…
例题
 You are the secretary in a company which makes plastic tableware. Your boss has left the letter below for you to answer.
 Write a letter of 120 - 140 words to Ms, Jerome, explaining the reason for the damaged goods. Use the information in her
letter and the notes from your boss.
 Do not include addresses.

Chris: please write back to Ms Jereme with
regrets, etc. We mustn’t lose this customer
Thanks - Hugh.
QUALITY
CAFETERIAS INC.
NEW ROAD
MELBOURNE
6 October 1997
The Manager
Plastic – A – Plenty Co.
Gough Industrial Estate
Melbourne
Dear Sir or Madam
5 years to be exact.
PLASTIC TABLEWARE-Product nos. 0821 (forks) and 7234 (bowls)
We have used your company as a supplier to our restaurants for several years, and until recently the quality of your products has
always been good.
However, on 2 September this year, we took delivery of some plastic tableware which was of extremely poor quality. Many of
the bowls were chipped and several of the forks were broken. We cannot use them in our cafeterias.
We will replace them free of charge.
I do hope that such a delivery will not be repeated, and that your supplies to us in the future will again be of high quality. If,
however, we receive any further faulty plastic tableware from you, we will be obliged to find another supplier to provide us
with goods which meet our own high standards I am sure you will be able to provide us with a satisfactory explanation.
So do I! It was the faulty packing machine
( now repaired. )
Tell her it won’t happen again – she’s an excellent Customer, so please offer our apologies.
Yours faithfully,
Ann Jereme
Restaurants Director
范文：
Dear Ms Jeremy,
Thank you for your letter of 6 October. After supplying your restaurants for 5 years, I was extremely sorry to hear that the
batch of bowls and forks which you received on 2 September was not of usual quality.
After careful investigation, we found that the cause of the problem was a faulty packing machine. It has now been repaired.
I can promise you that this type of problem will not happen again.
According to the sales contract between us, we will, of course, replace your faulty delivery free of charge.

I would like to offer our apologies once again and thank you being an excellent customer.
Yours sincerely,
例题
 You work in the Sales Department of an international company. Manuela Garcia, an important client, is visiting your
company for a day. There are some changes to the itinerary you sent her last week.
 Write a letter of 120 - 140 words to Ms Garcia, using the original itinerary and your handwritten notes, informing her of
the changes.
Proposed itinerary for one-day visit of Manuela Garcia
Wednesday 20 October
1.00 Ms Garcia arrives on flight 1 B 432 from Madrid
John Sallis to meet Ms Garcia at airport
45
1.30 Arrival at company
John Sallis to give Ms Garcia an introductory tour of company
2.30 Lunch at White Hart restaurant
( John Sallis, Carol Snape, Tom McAllister Sue Smith Manuela Garcia )
14.00 Meeting in boardroom
( Carol Snape Tom McAllister Sue Smith Manuela Garcia )
5.30 Coffee break
6.00 Product presentation
( Carol Snape, Tom McAllister; Sue Smith Manuela Garcia )
8.00 John Sallis to take Ms Garcia to the airport
9.30 Ms Garcia departs on flight 1 B 886 to Madrid
例题：
Dear Ms Garcia,
Further to last week’s correspondence, I am writing to inform you that we have to make a few changes to the
original itinerary for Wednesday 20 October.
Firstly, in order to allow plenty of time for you to travel from the airport, your tour of the company will be
slightly shorter than the hour which we had originally planned. Secondly, please note that as the White Hart is
full on Wednesday, lunch will be at the Swan Hotel. Carol Snape will, however, not be joining us due to a
Original arrival time too optimistic
Restaurant full. It’s now the Swan hotel
Carol can’t make it. Explain why
Give some details
John has to go early. Sue will
take Manuela to the airport

previous engagement.
It has been confirmed that Tom McAllister will show the new video about our new natural shampoo range at
16.00. As John Sallis has to leave early, Sue Smith will accompany you to the airport for your evening flight.
If you have any questions, please do not hesitate to contact me.
Yours sincerely,
例题
 You are responsible for planning the magazine advertising of your company’s new product, which is a polish for cars. You
have just received the letter below from the magazine that you are going to advertise with. You have also received a memo from
your Marketing Manager about the advertising campaign.
 write a letter of 120-140 words to Mr Ellwood at the magazine, telling him about the changes to the advertisement
booking, and asking him or any other information that you require.
Dear Ms Beddington,
Thank you for your advertisement booking, the details of which I confirm below.
Name of Company: Autocare Products
Name of Product: Supergloss
Details of Advert:1/2-page black and white
Advert will appear in: June, July and August issues of the magazine
Cost of advert:$350 per issue (3 issues=$1050)
Discount:5% for early booking
Total Cost: $997.50
We trust that this is satisfactory.
Yours sincerely,
Jack Ellwood
Jack Ellwood
Advertising Sales Manager
Memo
To: Cathy Beddington
From: John Humphrey
Re: New Product advertising
The Managing Director has approved an increase of budget on this campaign, so we can go for:
colour advert, six issues.
Could you contact the magazine and get them to change this? Please check the price and the
possibility of a bigger discount.
Also tell them to get the product name right—Supagloss.
Thanks
John

5 点：colour advert
six issues
check price
bigger discount
supagloss
邀请信
句型：
Inviting/ Offering
We should like to invite you...
We should be very pleased if you could...
We should be delighted if you could...
Thanking
Thank you (very much) for your (kind) invitation to...
It was very kind of you to invite me to...
I was delighted to receive your invitation to...
Accepting
I would be very pleased to...
I should be delighted to...
Declining
Unfortunately, due to ......, I am unable to......
例题：
要点：邀请访问英国并且参观工厂
请客人看剧
日期在 11 月
内容点 Thanking Ms Goddard for her letter
accepting the invitation to visit the company
accepting the invitation to the theatre
saying the date are unsuitable and explain why
suggesting an alternative date
范文
Dear Ms Goddard,
With reference to your letter of November 3, I am writing to thank you for your kind invitation.
I would be very pleased to accept your invitation to see Trackplus’s production facilities. I would also be interested in meeting
your colleagues at Head Office, the design team in particular. I should also be delighted to accept your offer of arranging for
me to see a play in the West End.
Unfortunately, due to a business trip abroad, I am unable to come to England at the end of November as you suggested.

However, as I feel it is important that we meet before Christmas I would be grateful if you could tell me if the second week of
December would be suitable for you?
I look forward to hearing from you again.
Yours Sincerely
Paolo Fellini
Test 4
PART TWO
 You are in charge of technical resources in your company. You have just received a letter from the Customer Services
Manager at JLM Communications, who are installing a new telephone switchboard at your offices.
 Look at part of the letter below, on which you have already made some handwritten notes.
 Then, using all your handwritten notes, write a letter to JLM’s Customer Services Manager.
 Write 120-140 words.
 You do not need to provide postal addresses.
Sample C
Dear Sir or Madam,
I would like to thank you for your letter, dated 15.5.2003.
Firstly, unfortunately, we have an international conference on the 10th
of June.
Therefore, this date is not convenient for us.
Could you please start at the 11th
of June?
Furthermore, we would like to know how long the work will take.
Concerning the numbers. The system you announced seems to be difficult. Is there an easier way to handle this problem with
We would like to begin installing your new telephone switchboard on Tuesday 10
June. We hope to finish the work as soon as possible.
Please note that extension numbers beginning with 8 will now start with 5 and that
all others will start with 3.
If you have any technical queries, please contact our technical representative at our
main office.
A copy of our invoice is attached.
date no good
-say why
name
?
how many
days’ work?
will pay when
job finished-say
why
system too
complicated!

different numbers?
As for our further requests, could we have a direct telefon number as well as the name of the person, dealing with us?
We are looking forward to paying the bill as soon as the work is successfully finished in case of any theesing problems.
We are looking forward to hearing from you.
Yours faithfully,
第六讲商务报告及建议书
一、题型分析
根据不同的写作目的，商务报告分类：
(1)提供信息(Information)
(2)分析归纳(Analysis & Conclusion)
(3)提出建议(Recommendation)
题目分类：
（1）文字类的题目
（2）图表类的题目图表的分类：
表格分类：
曲线图（line chart），柱状图（bar chart），饼状图（pie chart），和表格（table）
A．表格(Table)
市场调查结果表(含本公司和 Shikei 的产品)
A
Tomatsu
B
Shike
Value for money
Reliability
After-sales service
Availability
Advertising
* *
* *
*
* * * *
*
* * * *
* * * * *
* *
*
* * *
B．饼状图(Pie Chart)

1999 年终各地区的销售总量(单位：百万美元)
C．柱形图(Bar Chart)
1999 年终各地区的销售总量(单位：百万美元)
D．曲线图(Line Chart)
1988—1995 三个地区的销售总量(单位：百万美元)
二、报告或建议书的结构
1 introduction
2 facts and findings
3 conclusions
4 recommendations

三、句型
Introduction
The aim/purpose of this report is to…
This report sets out to…
Conclusion:
It was decided/agreed/felt that…
No conclusions were reached regarding…
Recommendations:
We would recommend that…
It is suggested that…
注意四个方面：
1 内容上，要选取重要信息，要导入数据
2 结构上，要按照上面的套路，不要写流水账
3 语言上，要多变，句式和选词都要多变
4 语法上，要注意时态，一般现在时、一般过去时和现在完成
四、商务报告与建议书的语言
1 常用词语
常用的概括图表信息的词组和表达方式
A．上升趋势
to increase / an increase
to go up
to grow / a growth
to jump / a jump
to leap / a leap
to reach a peak / a peak
to soar / a soar
to rise / a rise
to upsurge / an upsurge
to upswing / an upswing
B. 下降趋势
to collapse / a collapse
to decline / a decline
to drop / a drop
to decrease / a decrease
to fall / a fall
to go down
to reach a low point / a low point
to reduce / a reduction
c. 程度
a. 升降程度较大

a great deal /big/a lot
apparent / apparently
clear / dearly
considerable / considerably
important / importantly
dramatic / dramatically
great /greatly
drastic / drastically
marked / markedly
much
obvious / obviously
fast
quick / quickly
rapid / rapidly
remarkable / remarkably
sharp ,/sharply
significant / significantly
strong / strongly
sudden / suddenly
b. 升降程度较小
a bit
a little
fractional / fractionally
gentle / gently
gradual / gradually
hardly
little
slight / slightly
slow / slowly
small
steady / steadily
c. 平稳状态
to be hardly changed
to have little change
to keep steady
to level off
to remain constant
to remain unchanged
2 句型模版
描述饼图
1. x% of the 比较主体 is / has / are / have ……
2. 比较主体中的一部分 is / constitutes / accounts for ??% in the whole pie chart.
3. 比较群体中的一部分 is / are ??% in the pie chart
做出比较

1. The 比较主体 doubled / tripled in 时间 compared with those in 时间. A 在 XX 期间增长了一倍/两倍。
2. The 比较主体 in 地点 in 时间 is …… in contrast to …… in 地点 in 时间.
A 在 XX 期间的数量是 XX，然而/同时，B 在 XX 期间的数量是 XX
3. A is in direct proportion to B=A is directly proportional to B. AB 成正比
4. A is in inverse/reciprocal proportion to B=A is inversely/reciprocally proportional to B. AB 成反比。
5. A has 倍数 as many 可数的比较主体 as B. A 是 B 的多少倍
6. A has 倍数 as much 不可数的比较主体 as B. 同上
7. A has the same 比较主体 as B. AB 相同，相等
五、报告模版
INTRODUCTION 首句
1. The purpose of this report is to ……
2. The objective of this report is to ……
3. The aim of this report is to ……
4. This report aims to ……
5. Mr. X has asked me to report to investigate / evaluate / study / recommend / analyze / give feedback / estimate / assess 重复
题目
6. As requested by 某人/某部门, I am submitting the following report about 重复题目中的目的。
7. Upon request of 某人/某部门，
8. As you 或者某人，某部门 requested on November 12, I am submitting the following report on 重复题目
9. Here is the report concerning 重复题目要求
10. We have done a survey showing that 重复题目要求，或者直接开始阐述数据或者信息。
FINDINGS 首句
1. According to the recent market research / investigation / survey / the chart above / the table above / undertaken, …… ,
2. The recent visit/investigation/survey showed that ……
3. The table/chart above tells us that ……
4. From the chart shown, we find/learn/notice that ……
5. The table/chart above is showing that……
CONCLUSION 首句
1. 在有 conclusion 这个 sub-title 的情况下，就直接陈述结论
2. According to the findings above, it can be concluded that ……
3. From the table shown, it can be concluded that……
4. Therefore, it can be concluded that ……
RECOMMENDATION 首句
1. 在有 recommendation 这个 sub-title 的情况下，也可以直接陈述结论。注意，recommendation 以及 recommend 后面要
用动词原形（虚拟语气）。
2. The following are the recommendations ……
3. It is recommended that ……
4. Sth should be done.
5. Based on the conclusion / analysis above, we recommend that / it can concluded that ……
6. With reference to the advantages stated above, the following recommendations can be made,
7. With reference to the facts above, the following recommendations can be made,
8. something is recommended. eg, A change of attitude is recommended. A more professional attitude will need to be

encouraged through training.
9. On the basis of the results, I have the following recommendations
10. On the basis of the analysis, it is reasonable to have the following recommendations:
如果需要进一步拓展，可以描述一下建议实施后可预期的进展或者景象。具体说法是，建议结束之后，so that …… 或
者 thus ……
六、例句
Truck sales rose steadily from October to December.
A steady fall in sales during November and December followed the sharp increase in October.
Truck sales dropped during November but increased again in December to exceed October sales.

Truck sales hardly changed throughout the period, except for a slight increase in November.
A slow but steady increase was followed by a sharp fall and an increase towards the
End.
Truck sales dropped down in October, but remained unchanged for the rest of the period.
七、建议
注意建议的合理性与层次性
(1)言之有据，前后呼应。
(2)言之有理，言之可行。
(3)数码标段，层次分明。
请看下面的范文，注意里面所提出的建议。
[例题]
You work for Tomatsu, a company which produces video recorders. You are responsible for Product Development.
Read the following table showing the results of a survey of video recorders. The recorders are rated from * (POOR) to * *
* * * (EXCELLENT). Column A shows the ratings for your company's products. Column B shows the ratings for the products

of Shikei, your main competitor.
Use the information in the table to write a short report (about 100- 120 words) recommending ways of improving the
quality and the marketing of your company’s video recorders.
A
Tomatsu
B
Shikei
Value for money
Reliability
After-sales service
Availability
Advertising
* *
* *
*
* * * *
*
* * * *
* * * * *
* *
*
* * *
[题解]
该题首先假设考生是一家录像机公司的产品开发部负责人，接着考题提供了一张调查结果表，该表格比较了本公司
产品与竞争对手的产品在性能价格、质量稳定性、售后服务、市场份额及广告宣传等方面的优势与不足，考题最后要求
考生根据这张表格所反映的信息，撰写一份报告，就提高产品的质量，加强市场营销等问题提出建议。考生在动笔前
一定要认真仔细地阅读考题提供的原始图表，力求看懂并吃透原文精神，然后准确地把图表信息转换成语言文字，在
分析数据的基础上再根据考题要求，有的放矢地提出建议。显然这题的难度相当大，因为它要求考生首先应该具有阅
读和解释视觉信息的能力，并在此基础上发表观点，提出建议。
【范文】
Report
The results of the market survey are dissatisfying. Therefore effective measures must be taken immediately.
Discussion of Facts
From the table shown, it can be concluded that our efforts in such fields as 'Value for Money', 'Reliability', 'After-sales Service'
and 'Advertising' are less successful than those of Shikei.
Recommendations
On the basis of the results, I have the following recommendations:
1. To organize quality circles to study and supervise every sector in our production so that any quality problems can be
discussed and solved in the course of production.
2. To give the marketing manager more power to make his own decisions so that he can respond to the changing business
situation timelier.
八、图表题
1 曲线图、柱状图
注意语言多样性、导入数据
2 饼状图
注意顺序
例题
You work for Marks & Spencer, Britain’s leading retailer. Your company plans to invest in a local retail market. You are asked
to assess the local purchasing power.
 Read the following pie chart which demonstrates the local family income after taxes.
 Use the information in the chart to write a report (about 100 - 120 words) interpreting the chart, discussing the prospects of
your company’s investment in the local retail market, and explaining the conclusion you reach from the information in the
chart and how the chart supports your conclusion.

Local Family Income After Taxes
例题
You are a social investigator and are required to carry out a survey on the average family expenses in the United States.
Read the following chart showing the results of the survey of the expenses in 1970 and 1975.
 Using the information in the chart to write a short report (about 100 - 120 words), analyzing the changes in the average
expenses and making some recommendations to the Americans.

4 表格题
You are a clerk in Lucky Tourism Company. You are responsible for arranging travelling lines. One day, you received the
data as follows:
Read the following table which shows the changes in the way people spend their holidays. The table divides the tourism
business into four parts, telling the different percentages in 1980 and in 1990, from which you will notice the trend of current
tourism business.
 Use the information in the table to write a short report (about 120 - 140 words) emphasizing changes of the main business
for your company.
WHERE PEOPLE SPEND THEIR HOLIDAYS
1980 1990
Travelling abroad 12% 23%
Going to seaside 38% 32%
Camping 9% 35%
Staying at home 41% 10%
Total 100% 100%
九、文字类题目
例题
 You work for a company that sells electrical goods. You have recently visited a potential supplier in Slovakia. Look at the
memo and your handwritten notes.
 Write a 120 - 140 word report recommending whether your company should deal with the supplier or not.
To: Alan
From: Georgina
Date: 16 February 2000
Re: Your visit to Ludova Technologies Slovensko
Alan
Here’s the information about Ludova Technologies. It isn’t much, I’m afraid, but it’s all we have.
The company is 15 years old and employs about 20 people. It’s located in the south west of Slovakia, on the Austrian border.
They make electrical goods such as pocket radios, but we’re not really sure what else.
Can you find out the following and write a report recommending what we should do?
The factory
 What are the production facilities like?
 What is the production capacity?
Don’t forget to make a final recommendation
Old equipment, but modernisation
planned

Products
 What is the product range like?
Production times
 How quickly can they deliver?
Your flight and hotel are booked and Mr pavol Kukura will meet you at the airport on Friday. Good luck!
[范文]
Report on suitability of Ludova Technologies Slovensko (LTS)
Introduction
This report aims to assess whether the Slovakian company Ludova Technologies would be a suitable supplier of electrical
goods.
Findings
A recent visit to the company showed that its facilities are quite old, resulting in a limited production capacity. Despite this, LTS
produces an extensive range of high-quality products including radios, cassette recorders and CD players.
However, out-of-date machinery means delivery times of up to three months. This may change when the planned modernisation
takes place.
Conclusion
LTS would not be suitable for large orders that require quick delivery
Recommendations
It is recommended that we remain in contact with LTS and reconsider a supply contract once the factory modernisation is
completed.
Quite low due to old
machinesWide range, good
quality
Long delivery times-
explain why

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