商務(wù)英語(yǔ)寫作重點(diǎn)

1、名詞解釋寫作目的(writing purpose) 受眾/讀者(audience) 構(gòu)思過程(thought process) 演繹式組織模式(deductive organizational patterns) 歸納式組織模式(inductive organizational patterns) 直接組織模式(direct organizational patterns) 間接組織模式(indirect organizational patterns) 寫作修改的3個(gè)步驟(three distinct stages of revision: adding on; moving around;

2、 cutting out)管理溝通(managerial communication) 組織溝通(organizational communication) 人際關(guān)系與團(tuán)隊(duì)建設(shè)(human relationships and team building) 銷售溝通(sales communication) 商務(wù)文件(business documentation) 國(guó)際交流（跨文化交際）(international communication/ intercultural communication)表達(dá)式寫作(expressive writing) 溝通式寫作(communicative wr

3、iting) 簡(jiǎn)潔風(fēng)格(clarity) 簡(jiǎn)易風(fēng)格(the plain style) 簡(jiǎn)明風(fēng)格(concision)附件說明信函(cover letters of résumé) 3類求職信函(three general types of cover letters for job applications: the application letter; the prospecting letter; networking letter )后續(xù)詢問信函(follow-up letter) 致謝信函(thank-you letter) 謝絕工作回復(fù)(job rejectio

4、n letter) 接受工作回復(fù)(job acceptance letter) 辭職信函(resignation letter)告別信函(farewell letter)常見履歷表格式(common résumé formats)：按年月順序(chronological résumé format) 按任職順序(functional résumé format) 復(fù)合式(combination résumé format)簡(jiǎn)短文件(short document) 信息咨詢函(message to obtain in

5、formation) 談判便函(messages that negotiate) 說服溝通便函(persuasive messages)商務(wù)便函的特征（8C）：清晰性（clarity）正確性（correctness）具體性（concreteness）完整性（completeness）周到性（consideration）禮貌性（courtesy）簡(jiǎn)潔性（conciseness）一致性（coherence）商務(wù)備忘錄版式(format of a business memo) 商務(wù)備忘錄功能(function of a business memo) 信函結(jié)構(gòu)(structure of a lette

6、r) 信件和信封格式(styles of letter and envelop)會(huì)議紀(jì)要(minutes) 逐字記錄(verbatim minutes) 決議記錄(minutes of resolution) 陳述記錄(minutes of narration) 記錄內(nèi)容版式(minutes content format)會(huì)議議程(meeting agenda) 會(huì)議籌劃(meeting preparations) 會(huì)議程序（3個(gè)環(huán)節(jié)）(meeting process: planning & preparing, conducting, and following-up)會(huì)議后續(xù)工作(

7、follow-up activities) 后續(xù)文案職責(zé)(accountability of follow-ups)書面發(fā)言寫作策略(writing strategies for business presentation) 書面發(fā)言的材料組織(wring organization for business presentation) 書面發(fā)言用語(yǔ)(language used in a presentation) 書面發(fā)言避諱用語(yǔ)(language avoided in a presentation)人際溝通的功能(functions of interpersonal communicatio

8、n) 人際溝通的目的(purpose of interpersonal communication) 人際溝通的4個(gè)階段(four general stages in interpersonal communication)團(tuán)隊(duì)的特征(group characteristics) 團(tuán)隊(duì)的角色(group roles) 團(tuán)隊(duì)影響力(group influence) 溝通結(jié)構(gòu)(communication structures)企業(yè)前景(vision) 企業(yè)使命(mission) 企業(yè)價(jià)值觀(corporate values) 企業(yè)目標(biāo)(goal) 戰(zhàn)略計(jì)劃(strategies)政策與流程(pol

9、icies and procedures) 業(yè)務(wù)流程的構(gòu)成要素（15個(gè)）(content of procedures) 業(yè)務(wù)流程的版式及內(nèi)容(format of a procedure)商務(wù)文件的層次結(jié)構(gòu)（3個(gè)）(tiers of documentation) ISO 9000質(zhì)量體系(ISO 9000 Quality System )議程報(bào)告(agenda) 行程安排(itinerary) 費(fèi)用支出報(bào)告(expense reports) 項(xiàng)目進(jìn)程報(bào)告(progress report) 人事評(píng)估報(bào)告(personnel evaluation)第一手資料來源(primary sources) 第

10、二手資料來源(secondary sources) 商務(wù)藍(lán)皮書(blueprint) 商務(wù)計(jì)劃書(business plan) 戰(zhàn)略性計(jì)劃書(strategic plan) 戰(zhàn)術(shù)性計(jì)劃書(tactical plan) 操作性計(jì)劃書(operational plan)操作性管理(operational control) 戰(zhàn)術(shù)性管理(tactical control) 戰(zhàn)略性管理(strategic control)商務(wù)背景(business background)市場(chǎng)計(jì)劃(marketing plan) 財(cái)務(wù)預(yù)測(cè)(financial projections) 行動(dòng)計(jì)劃(action plans)

11、商務(wù)提案(business proposal) 內(nèi)部提案(internal proposal) 外部提案(external proposal) 招標(biāo)提案(solicited proposal) 非招標(biāo)提案(unsolicited proposal)提案寫作的簡(jiǎn)單模式(simple form for proposal writing) 提案寫作的復(fù)雜模式(detailed form for proposal writing) 外部提案的結(jié)構(gòu)要素（6個(gè)）(elements of the external proposal: introduction; problem identified and

12、defined; objective & goal set; solutions proposed; implementation & measuring; costs and timeframe estimated) 內(nèi)部提案模式的內(nèi)容版式(content format of internal proposal)征集提案(Request for Proposal, RFP) 征集啟示的基本要素(basic components of a RFP) 提案評(píng)估(proposal evaluation)引證信息(documenting information) 解析數(shù)據(jù)(inter

13、preting data)常規(guī)商務(wù)報(bào)告(routine reports) 任務(wù)報(bào)告(task reports) 條目清單功能 (itemized lists)圖表輔助功能(graphic aids) 標(biāo)題的功能(headings)協(xié)議的本質(zhì)(essence of a deal) 合同的修訂(contractual modifications) 違約與補(bǔ)償(breach of contract and remedy) 律師費(fèi)用條款(attorneys fees clause) 合同免責(zé)(escape from contract) 第三方簽字(third party signature) 合同追加

14、條款(contract rider) 合同授權(quán)(authorization)商務(wù)談判(contract negotiation) 合同起草(contract drafting) 合同實(shí)施(execution) 合同終止(closeout)合同(contract)合同有效性(validity of contracts) 要約(offer) 接受(acceptance) 法定權(quán)力(capacity)Sales contracts 買賣合同Contracts for supply of power ,water,gas or heat 供應(yīng)電、水、氣、熱力合同Contracts for loan o

15、f money 借款合同Leasing contracts 租賃合同F(xiàn)inancial leasing contracts 承攬合同Contracts for construction projects建設(shè)工程合同Carriage contracts運(yùn)輸合同Technology contracts 技術(shù)合同Safekeeping contracts 保管合同Warehousing contracts 倉(cāng)庫(kù)合同Agency appointment contracts 委托合同Trading-trust contracts行紀(jì)合同Brokerage contracts居間合同大題1，8C 1Cla

16、rity：keep it short；keep it simple；avoid ambiguity；write in the active voice；avoid or explain technical words；avoid using jargon；get to the point；Write in plain English 2.Correctness：link your ideas；be careful about placement of subordinate clauses；be sure that a pronoun,a participial phrase, or an a

17、ppositive refers clearly to the proper subject；Make the subject and verb agree with Each Other, Not with a Word That Comes between Them；To join two independent clauses, Use a comma followed by a conjunction, a semicolon alone, or a semicolon followed by a sentence modifier.；Make a right choice of wo

18、rd；Watch out repetitive wording；Put parallel ideas in parallel constructions；3.Concreteness：use concrete words instead of abstract ones；omit qualifiers and vague expressions；use action verbs and concrete nouns；void overusing noun forms of verbs；don't change verbs into nouns；avoid unnecessary dou

19、ble negative；avoid noun strings；take a stand；keep acronyms under control；4.Completeness：make it complete by constructing a longer paragraph； use the who-does-what order and avoid padding；provide a clear message；avoid incomplete question；avoid fragment in writing；take an overall view；5.Consideration：

20、write from the "you" perspective；emphasize the positive；handle the customer's complaint specifically；interact with the addressee in a conversational tone；avoid using inflated language；avoid using quasi-legalisms；use personal reference；use conrractions；6.Courtesy：show respect；show appre

21、ciation；avoid the problem of gender；write professionally ；7.Conciseness：eliminate"the filler"；omit repetitive wording；replace circumlocutions with direct expressions；use short words；avoid using old fashioned expessions；8.Coherence2，Message that Negotiate:1.counter-proposals:counterproposal

22、s have two objectives: first, you want to show the reader that his or her original proposal is not fully acceptable, and ,second , you want to persuade the reader to accept your counterproposals.2.nonnegotiable plex messages3.Types of meetings: 1.Sharing information and monitoring 2.decision making

23、and problem solving3.creative/idea-generating4.legislative/administrative5.advisory 6.social and ceremonial4.Minutescontent format: 1.main heading 2.time and venue 3.attendance 4.chairperson 5.agenda 6.subtitles 7.record keeper/minutes taker5.Functions of interpersonal communication:1) Gaining and g

24、iving information 2) Building a context of understanding 3) Establishing identity 4) Interpersonal needs6.The dyadic life cycle：the initial stage；the formative stage；the mature stage；the severance stage7.Presentation types：purpose, audience and methods8.Writing strategies for business presentation:

25、1.Choosing a right topic with a clear purpose 2.Adapting your messages to the listeners 3.Using explicit transitions 4.Using concrete words and visuals 5.Presenting novel ideas 6.Making analogies 7. Quotations 8.Story-telling 9.Plotting conflict 10. Cutting in humor 11. Keep the material in good tas

26、te 12. Allowing for redundancy9.書面發(fā)言注意事項(xiàng):1.begin with a topic sentence2.limit the number of major points you want to make to 3-4 . 3.recap your ideas or main pointPresentation preparing:1.write a script, practice it, and keeo it around for quick-reference during your talk;2.set up an outline of your

27、 talk , practice with it , and bring it for reference;3.set up cue cards, practice with them ,and use them during your presentation 4.write a full script and read from it.10.商務(wù)溝通基礎(chǔ)：Business communication drawstring draws on information derived form a wide variety of other disciplines, including (but

28、 not limited to ) linguistics, semantics , rhetoric , psychology, sociology, graphic design ,management, marketing ,economics ,and information technology.11.Purpose of the writer：1,Expressive writing: it is personal and informal, employed to encourage comprehension and reflection on the part of writ

29、er. 2,Communicative writing: it presupposes that the writer already considerable knowledge and understanding of the topic, and is writing to inform or to persuade a reader.12.附件說明信函的5大基本目標(biāo)：Five primary goals of good resumes；Good resumes and resume cover letters must be able to；Cut the clutter；Catch

30、the eye；Sell your skills, Strengths and success ；Direct the reader your way；Get you to the next step；14.content format of a resume cover：content format of a resume cover: the resume cover should follow the basic content format of a typical business letter and should include three general issues：firs

31、t paragraphwhy you are writing；middle paragraphwhat you have to offer ；concluding paragraphhow you will follow；15.Top 10 resume tips：A page or two to land you a job or an least an interview； Fundamentals do exist；Customization is critical ；Reveal enough to excite；A resume is 99% of the time read by

32、a stranger；Once your basic content is ready；Reevaluate choice of words, sentence structure and language；Spell check,；When you are presenting hard copies of your resume, make sure you use quality stationery ；Keep copies of he carious customized versions of your resume.；16.Essential contents of resume

33、s：Good resume having been to combine fact with fantasy. By fact, it means that details provided in resume have been as accurate as possible. By fantasy, it means that the resume is really a representation of you, where you cannot be present. And it must incorporate 7 points: full mane, objective, co

34、ntact information, qualification, work experience, achievements and date.17.便函總體結(jié)構(gòu)的4要素：Planning；Organization；Writing and revising；Feedback and continual improvement；speed writing and shorthand writing training：To take school/lecture notes as your writing competence；To use shorthand to enhance your w

35、riting speed.；To develop your own shorthand for spoken information recording.；Use the computer program to facilitate your note-taking job ；18.溝通過程中的傾聽與講述 ：Listing；Face the speaker and maintain eye contact；Focus on content, not delivery；Stay active；Be flexible ；Avoid emotional involvement；Empathy and

36、 rapport；Advise properly；Be ready for international communication；munication climate：1.In an open communication climate,people perceive communication more accurately and are more willing to communicate honestly.Advantage ：observational. Problem-solving. You-oriented . Equal. Flexible. Clear objectiv

37、es. Supportive 2.Closed communication climates, on the other hand, discourage communication. They give people the feeling that they are being judged and criticized Disadvantage： judgmental . Manipulative 3.Long-term organizational success requires that all employees believe that they can express the

38、ir observations and criticisms to others in the organization,regardless of erpersonal conflict：Defensive attitudes；Supportive attitudes ；Problems in conflict management；Conflict management by management；speak your mind and heart；listen well；express strong feelings appropriately；remain rat

39、ional for as long as you can；review what has been said；learn to give and take；Avoid all harmful statements；21.improving small group communication：1.Advantage and disadvantages of groupsGroup decisions result in greater acceptance of the solution than would be obtained without group participation. 2.

40、Importance of ideas No group leader can afford to be an "idea killer".3.Purpose, planning and organization specifically, the leader is responsible for the followingNotify every one of the time, place, and purpose of each meeting；Stick to the problem；Encourage contributions；Reinforce points

41、 of agreement；Adjourn on time；Ensure adequate follow-up by；a ) Providing for a written recordb ) Encourage appropriate further action 4. The meeting Which are designed to ensure the following：Equal rights for all；Rule of the majority；Rights of the minority；Discussion of one item at a time；22.strateg

42、ic planning process：getting ready；articulating mission and vision； assessing the situation；developing strategies,objectives and goals；completing the written plan；23.戰(zhàn)略計(jì)劃的基本要求writing a strategic plan .A good strategic plan should：serve as framework for decision-marking for managers at all levels；Form

43、 a basis for more detailed operational plans and procedures；Explain the business to others in order to inform ,instruct ,motivate, and involve；Assist benchmarking and performance monitoring；Inspire and stimulate change and innovation；A sound strategic plan should include the elements of vision ,miss

44、ion, values, objective ,strategies, goals ,and programs.24.documented procedures needed：To cause people to act in a uniform way and so make processes predictable；To provide freedom for management and staff to maximize their contribution to the business；To provide legitimacy and authority for the dee

45、ds needed ；To make responsibility clear and to create the conditions of self-control；To provide co-ordination for inter-departmental action.；To improve communication and to provide consistency and predictability in carrying our repetitive tasks.；To encourage the people involved into thinking a probl

46、em through；To minimize variance and eliminate bottlenecks；To provide auditable criteria for execution against authorized practice；25.標(biāo)準(zhǔn)操作程序與工作指南的異同SOPs WIsSOPs：1.Purpose: For managerial control 2.Scope/Interface: For managers and supervisors, cross-functional, depart-mental interface 3.Definitions:

47、More conceptual/ human relation, less technical 4.Responsibility: More managerial 5.Procedural steps: More flexible 6.Input: Stationery, computer, desk, etc. Need not to be listed 7.Output: Ideas, plan, analysis, process, etc 8.Directions: More general, abstract 9.Visual aids: less 10.Reference mate

48、rial: More managerial&human 11.Level of safety : Lower, need not to be listed WIs：1.Purpose: For operating control or specific job 2.Scope/Interface: For operators or rank &file, technical interface 3.Definitions: More technical, less conceptual 4.Responsibility: ore technical 5.Procedural s

49、teps: More fixed 6.Input: Material & equipment. Must be listed 7.Output: Physical products and service 8.Directions: More specific, concrete 9.Visual aids: more 10.Reference material : More industry-and company specific 11.Level of safety :Higher,must be clearly spelled out26.商務(wù)計(jì)劃的意義：Business pl

50、anning:Business planning is a managerial process that helps the organization venture into a new business.It involves managers time, effort and talent to develop various sub-plans at all levels in a company. 27.business planning process：Define the Mission；Conduct a Situation or SWOT Analysis；Set goal

51、s and Objectives；Develop Related Strategies；Monitor the Plan；28.計(jì)劃書的寫作技能與方法/計(jì)劃書在商務(wù)管理中的地位及功能/商務(wù)計(jì)劃書的基本要素elements of a business plan：Cover Page:identifies you and your business, and dates the plan；Table of Contents:makes it easy for readers to find particular item description；Executive Summary:provides

52、 a high-level overview of the entire plan that emphasizes the ；facters that you believe will lead to success；Business Backgrand:information of the company；Maketing Plan: SWOT analysis；Financial Projection:how much does this plan will cost；Action Plan:shows how operational the plan is；Appendix: suppl

53、ementary material that is collected and appended at the back of this plan；29.商務(wù)提案的成功要素（7個(gè)）winning elements of a business proposal：.Problem:you must demonstrate that you clearly understang thei business problems,issues,needs,opportunities,or values .Solutions:after you have written a lead paragragh o

54、n the companys needs aand problems,follow up with a solid presentations of how your business can provide solutions .Benefits:all winning business proposals clearly outline for the company the benefits to be gained from doing business with you .Credibility:this is often the overlooked portion of a bu

55、siness proposal but all winning proposals glow with credibility.Samples:a business proposals with samples and evidence of your ability to deliver is vital to gaining the winning bid. A small sample of your wok can show your ability to do the job ,and can help your potential customer answer some ques

56、tions .Targeted: a winning business proposals is all about communications.speak and write in a language used by your intended audience .Personlazation:you have to give your potential custumer an proposh which includetheir names and their companysname30.商務(wù)報(bào)告式提案的構(gòu)成要素feasibility of the proposed project

57、: 1Introduction . 2Background information.3Benetits of the proposal project. 4Method,procedure,theory. 5Schedule. 6Qualifications. 7Costs,resources require. 8Conclusion,special project31.內(nèi)部提案的寫作要求（10點(diǎn)）internal proposals:Problem； Purpose.； Adudience； Message； Research； Objectivity； Style； Order； Impl

58、ementation； As a side note；32.正式商務(wù)報(bào)告的結(jié)構(gòu)形式：Prefatory Parts；Cover；Title Fly；Tiltle Page；Letter of Authorization；Letter of Acceptance；Letter of Transmittal；Contents；Abstract；Body of the Report；Introduction；Text；Summary；Conclusions；Recommendations；Supplemental Parts；Appendix；Bibliography；33.收集數(shù)據(jù)、信息的途徑gathering information ：Scondary Sources；Primary Sources；Experimentation；Observation；Surveys-A)RandomSampling B)StratifiedRandomSampling C)Systematic Sampling ；Questionnaires-A)Either-or B)Checklist C)Multiple-choice D)Ranking；Questionnaire；Guidelines；Person