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WTO 商学专业English12

WTO 商学专业English12


Courseware: WTO Professional English for Class I WTO PROFESSION ENGLISH I For Students of School of WTO Studies Wuhan University 2010-9-11 Instructor: Prof. Guoping Gui 对评审专家的特别说明: 本人认为, PPT 作为授课演示手段是非常适合 MBA 专业课程和公共英语的教学的,因为它们教 学的重点是提纲挈领,抓住与理解框架似的东西加 之案例。 以公共英语的教学为例, 其教学重点是 “篇 章的理解” ,因此,听力和阅读理解在教学中占主 导地位,在几乎所有的考试中它们占总成绩的的 60%,并且,考生常常被问到这样的问题: “ What is the rough/main/basic/essential idea of the passage/paragraph?” 。反观《MBA 商务英语》教 学,我们认为,商务英语教学的重点已经不是“对 篇章大概意思的理解” ,而是对微观的某一个术语 乃至单词意思最精准的理解,甚至同一个单词后面 是否带“s” ,意思大相径庭。总之,我们是微观地 研究分析问题,特别是要及时地演示即席翻译。相
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对我们的教学目的,WORD 文档比 PPT 更适用, 这就是为何我提交的是 WORD 文档而非 PPT 文档 课件,特此说明。 (本人对全商学院开的《哈弗商务谈判》和其他课 型和讲座使用的 PPT, 如需要马上提供。 ) Notice to Reviewing Experts of the Course: To me, PPT as a teaching means of presentation is on the whole suitable for the teaching of other courses of the MBA curriculum and general college English because the focus of their teaching is to grasp of the outlining or frame-work of the course assisted with some case-studies. Take the teaching of general English for example, its focus of teaching is ―comprehension at discourse level‖. So both listening and reading comprehensions have the lion‘s share in the teaching and studying. Students are frequently asked such questions: “What is the rough/main/basic/essential idea of the passage/paragraph?”.
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Unlike the teaching of the above-mentioned courses, the focus of ―MBA Business English‖ is no longer the rough comprehension of a passage/paragraph, instead, we care about the most accurate meaning of an individual expression even a word , as a word ?s ending with or without ―s‖ can make drastic difference. In brief, in this course, we take a microscopic study of things at sentence or expression level. In particular, we need to present impromptu translations in class. For these purposes, WORD is more suitable than PPT. That is why I submit the courseware in WORD than PPT system. (I use PPT in the course of ―Harvard Business Negotiating‖ for ordinary master students of the whole Economics and Management School. The PPT materials furnished upon request. )

Text book: 1. HOHN HUGHES ,SUCCESS WITH BEC (intermediate class; 3‘d ed. Student Book/ ), Beijing, Economic Science Press, 2010-5;
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2. Guoping, Gui, ―Sophisticated WTO English as Competitive Edge‖, internally used materials, unpublished;

I. Faculty Biography By Prof. Gui Guoping, Wuhan University 桂国平教授简介 桂国平:男,1953年出生,湖北省蕲春县蕲州人, 英文硕士, 曾当过下放知青和工人, 自学英语, 1978 考入武汉大学英文系,曾在国外任国际商务英文翻 译多年,应当时校长召唤回国组建武汉大学六级英 语教研室,是武汉大学第一任涉外专业暨六级英语 教研室主任,1993年转入武汉大学经济与管理学 院。 自1992年以来, 他迄今仍保持武汉大学全国大 学英语四、六级统考通过率记录,是我国MBA联考 以来最早的入学英语辅导教程和专业外语教材的 主编,MBA英语全国统考通过率最高的专家之一; 同时他又是武汉大学经济与管理学院金融系金融 学本科和硕士生论文导师(项目管理方向)。作为 武汉大学第一位和唯一的一位商务英语教授,武汉 大学MBA教学指导委员会成员(专业英语牵头
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人),他是中国最权威的17卷本《中华金融辞库》 英文词条主审的全国两位专家之一(另一位是西南 财大金融学院副院长倪克勤教授),是被列入“武 汉大学深圳研究院”和“武汉大学EMBA”网页首 页的20位 “武汉大学名师” 中唯一的一位英语教授; 他主编的《MBA专业英语》是全国唯一被列入教 育部《MBA教学大纲》中“英语教学大纲”中的 “参考资料”的教材。他是包括三峡国际招商、世 行项目和在美国纳斯达克上市企业招股说明书等 专业文件的主译,国际企业顾问。目前应清华大学 出版社之约主编我国第一本《高级商学英语》。 一) 主讲过的课程及教学对象

主讲课程 对 象

教 学

1.《大学英语》四、六级 涉外专业 及国际经济/金融数理实验班(梦之队); 2.《金融/投资专业英语》 金融系本 科生; 3.《国际商务》(全英文讲授) 金融系本 科生;
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4.《国际项目管理》(全英文讲授) 金融系本 科生和研究生; 5.《MBA入学英语辅导》 MBA考 生(包括学位班和学历班); 6.《MBA专业英语》 MBA学 历班和学位班学生; 7.《商务英语》 EMBA学 生; 8. 《MPACC专业英语》 MPACC 学生 8.《哈佛国际商务谈判》(全英文讲授) 商学 院研究生; 9.《金融证书英语》 金融学/ 金融工程/保险学本科生/研究生; 10. 《商学专业英语》 武汉大学 WTO学院本科生(来自武汉地区各高校); 11.《国际科学论文英语写作技巧》 武汉大学 全校博士生 二) 教学记录(全国统考四、六级和MBA入学英 语及博士生国际科学论文英语写作): 1. 1992年:所执教的两个班,在大学全国大学英
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语统考中四级一次通过率100%; 六级一次通过率 97.25%,创 武汉大学记录,属全国一流; 2. 1996年,国外校友赞助的武汉大学国际经济 / 金融数理实验班,为满足外方对英语特殊要求, 主管教学的刘花元副校长亲自指定桂国平为该计 划的首席英文教师,1998年,他以四级一次通过 率100%,优秀率80%,平均分88;六级一次通过 率100%, 优秀率30%, 平均分80打破他自己1992 年创造的武汉大学记录。迄今他仍保持这两项记 录;全班GRE平均分在2300分,其中一人(黄帆 畅)2390分,排全球第二名。 3. 2000年教育部MBA英语入学分数线为50分, 桂 国平执教的武大所有考生(包括未考上者)平均 分数线为64.6分,高出全国录取英语单科分数线 14.6分; 4. 2001年,教育部分数线为60,桂国平执教的武 大英语847位考生,60以上686人,及格率为 78.86%; 5. 他是第一个对全校博士生讲授《国际科学论文 英语写作技巧》的教师。 迄今共发表论译文 40 余篇, 专著、 教材 15 本及 12 盘英语教学录音带。
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Professor Gui, born in 1953, a native of Hubei Province of the People‘s Republic of China, professor of Business English of the Economics & Management of Wuhan University, a member of the Teaching Directing Board of MBA Program of Wuhan University and person in charge of Business English Teaching Group of the School. Prof. Gui holds a Master degree of English. In fact, he used to be an associate professor of investment economy in Management School and a lecturer of English of the Foreign Language School. He worked abroad as English interpreter for three years for Chinese companies and returned to current university at the call of university president then. He used to teach CET Band 4 and Band 6 in Foreign Language School and so far the record holders of CET Band 4 and Band 6 ever since 1990 with 100% passing percentages for all classes he taught. He serves as consultant for many international businesses and offered many customized training and coaching for international
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firms. In China, he was the first writer of ―English for MBA National Unified Admission Tests‖ and ―MBA Business English‖. His translations included bidding documents for World Bank financed projects and IPO documents for firms listed in NASTAQ. (For more about the instructor, please enter ―桂国 平‖ into google) E-mail: guigp838@yahoo.com.cn Mobile: 13007119210 Lecture One Opener The opening sentence to you: We are blessed with the opportunity to share knowledge under the same roof. Values today: Ability to communicate is paramount to business professionals while true business English the leading means of communication in business world.. I. Teaching Objectives of the Course: Efforts shall be made in the following aspects: 1. Awaken students to the significance of this course to individual student‘s career
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development and international operations of his organization; 2. Awaken students to the differences between general college English and WTO professional English and approach to the studying of business English; 3. Foster students‘ sense of business English (in the form of ― Values Today‖ in individual lecture), so that students are in a position to put themselves in a professional manner and to generate and safeguard the interest of his organization; 4. Learn by heart no less than 600 个 expressions in the main stream areas of MBA courses and practical business areas; 5. Enable students to understand and acquire the core business information (such as financial statements and contractual documents ); 6. Facilitate students‘ attending subsequent lectures on business taught bilingually or fully in English.; II. The Role of this Course in Your Knowledge
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Structure & the Positioning of the Course I ) The kinds of English or related subject and the stresses of the teaching: Nature of the Course Main stresses of teaching 1. General English: (CET or English major) General comprehension at discourse level 2. Business communications art of communication for people whose mother tongue is English; 3. True MBA Business English Business philosophy + substantial stock of professional expressions Conclusion: General comprehension of a passage or a paragraph is no longer the purposes or stress of our teaching, nor is business communications as our English proficiency on the whole is not in that position, while ―Business philosophy + substantial stock of professional expressions‖ is what we should do and we can do. II ). Findings by Herta A Murphy, writer of
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―Effective Business Communications‖, (7‘th ed. McGraw-Hill,) 1997; Case 1 PERCENT OF MANAGERS RECOMMENDING SPECIFIC COURSES AS “VERY IMPORTANT" PREPARATION FOR GENERAL MANAGEMENT Course Asia China Oral 79.5% 71.8% Written Communication 69.7 8.0 Computer/Information Systems 27.0 21.1 Business Policy/Planning 48.2 14.1 Finance 38.5 30.9 Accounting 30.2 45.9 Personnel/Industrial Relations
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U.S Communication 8.6% 78.0 53.4 47.5 399 37.4 36.0

36.1 37.7 Marketing 402 20.2 Business Economics/Public Policy 34.2 14.2 Business Law 19.1 8.5 Production/Operations 11.7 30.7 Statistics 10.8 16.9 Advertising/Sales 10.3 22.4 International Business 21.5 10.5 What can you conclude from the table? students to answer) Case 2

36.9 31.9 26.0 25.3 18 .1 14.5 10.3

(Name

8 personal capital for career promotion:

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Ability communicate 2 College 3 Sound skills 5 Good 6 4 Self-confidence 1

to

Ambition – drive education

decision-making

appearance

Ability to get things done with and through people 7 Capacity for hard work 8 Source: Herta A Murphy, writer of ―Effective Business Communications‖, (7‘th ed. McGraw-Hill,) 1997; P.9 III. Evaluate our Current Position of English against MBA Business English (testing)
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A.Translate the following sentences into English: 1. 从我们的 MBA 的课程设置可见,我们极为重视 英语的学习。 2. 随着中国的入世,这些位置对英语有越来越高的 要求。 3. 根据武汉市人民政府的优惠政策,政府将对工业 园上的高科技和无污染的企业予以倾斜。 4. 看到这一招聘广告,300 多人跑名参与竞争,140 人通过了资格预审,只有 5 人入围参与面试,最 后李小姐因为精通商务和专业英语最终被录用。 B.Translate the following sentences into Chinese: 1. It pays to shop around. 2. If you mean to take tomorrow off, you are supposed to find a acceptable cover in the first place. Comment and conclusion: 1. These sentences are very useful and even coincide with our day-to-day business operation; 2. Yet, none of the students made them right ever since 1997; 3. If I has put them in the first place in English and asked you to put them into Chinese, you would
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have done a better job, which suggests that general English enables you to have a comprehension things roughly yet you can not put them into English in a professional way for lack of mastery of professional expressions Restatement: What do we mean by professional English: By professional English we mean first of all, we have to be very professional (business philosophy)in idea organization and positive business values, Secondly, we have to acquire a substantial stock of professional vocabulary; e.g.: Due to other banks 同业存放 Due from other banks 存放同业 Proceed v.s proceeds e.g. : *****--- Under this policy the proceeds from issuance of corporate bonds shall be used to finance the (technologic transformation and upgrading 技 改 )capital improvement of the issuing firm in question. Premise v.s premises
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Real estate = real property = realty premises Proceeds from disposal of used car IV. Stresses & Style of the Teaching

v.s

A. Stresses of Teaching : 1. Some values in Studying of business English ;*****-( Some insights into significance of and approach to business English ); 2. *****- learn by heart no less than 600 highly professional business expressions in English ; 3. The stresses of the teaching can be seen in the following ?“Mix of the Final ” B. Style of Teaching 1. Key points or expressions shall be marked with “*****----” 2. They also shall be colord in red or blue or shall be boxed to invite greater attention. V. Teaching Approaches & Grading of the Course; A. Teaching Approaches
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a) Explaining and interpreting materials selected; b) Impromptu translation and interpretation individually; c) Simulated situation English in pair or group work; d) Reading and oral assignments shall be given and shall be checked in the form of dictation or presentation. B. Grading of the Course; 1. Attendance 10% 2. Class performance 10%; 3. Assignments 10% 4. Oral test 10% 5. Final 60%; C. The Mix of the written Final:

07 级 WTO 商学班专业英语 Paper E/E 卷

WTO MBA

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WTO 学院 School of WTO Studies, Wuhan University WTO 2007 级商学班《专业英语》考试试卷 出题人: 桂国平 考试形式: 闭卷 考试时间: 2010 年 月 日 150 分钟 姓名(中文)_______ 学 号 ( 本 班 )_______ 记分_______ 严正声明: 为方便起见, 其他题答案或翻译写在另外的答题 纸上,第 V 大题直接在试题册上做,故试题册和答 题纸必须同时夹在一起上交,违者试卷作废 I. Concept check and comment : (4+8= 12 points ) Directions : Write your answer onto the Answer sheet 1. What are 4 ―Cs‖ in business communication? 2. What is the distance in language communication, the principles and handling ? II. Translate the Following Business Terms into English (60 x 0.5 = 30 points ) 1. 息差/价差 25. 派驻海外
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26. 管理

费 60. 公司理财

27. 跟踪调查

III. Translate the Following Sentences into English (4x5=20 points) 1. 一旦我们公司上市, 我们就能够从资本市场上搞 到资金,我们发行股票的钱可以用来对现有的 设备设施进行技术改造融资。 2. . 3. 4. 5. IV . Translate the Following Sentences into Chinese (23 points) 1 The contractor is bound to demolish the old district before the construction of the residential quarters in question. 2 Such being the case, the payment for performance this portion of the work shall be due from the contractor.
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3. V. Translate the Following Statement of Cash Flows/Income Statement/Balance Sheet into Chinese : (15 points )

VI. Assignments 1. Organize your pairs and groups for pair work and group work in class from next time on; 2. Have a deep appreciation of the implications of MBA Business English we are to study; 3. Study the Priority expressions in Units 1-2 (Operations Management & Organizational Behavior) and be prepared for check-up in the form of dictation. 4. Listening materials: VOA (Special English) ; Small Business Loans
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_____End of Lecture One

Lecture I.

Two

Ways of working

Values Today: Your English is like a kind of product. Products are differentiated, be it spoken or written.

II. A. Case-studies 1. A. It was really great B. I was delighted We?d really like you to come. B. We would like to invite you. I believe you mentioned B. I?m pretty sure you told me. I would be grateful if you could tell me. B. It?d be nice if you could let me
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2. A.

3. A.

4. A. know.

5. A. I?m really hoping B. I do hope 6. A. I look forward to hearing from you. B. Please drop me a line. B. Summarization: Values today 1: Distance in language communication: 2. I. General principles in “distance ” in language communication: 1. Before communication, distance should be measured between the speaker/writer and the audience, because the distance determines the kind of language one has to use; 2. The longer the distance is between the speaker/writer and the audience, the more formal the language will be used vice versus; 3. The distance determines the sentence patterns, part of speech, voices, and above all the diction (遣词); I. The forms of distance in language communication (See P. 26),which can
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summarized as: 1. In short distance, It serves as the subject of the sentence and passive voice is used, while in long distance, person (we./I etc.) acts as the subject of the sentence; 2. In short distance, linkage such as “we’d” can be used, while in long distance, linkage should not be used, one should use “we would ” instead; 3. In short distance, one may used sentence free from subject(无主语句子) and casual sentence while in long distance, There must be a subject in the sentence and formal sentence patterns should be used. II. The usages and purposes of distances in language communication*****--1. Short distance (or informal language) is used to show: easiness, relaxation, intimacy; easy-going or self-modesty etc. used toward people of your same class or very intimate friends, family members, inferiors or established relations 2. Long distance (or formal language ) is used to show : grave concern, authoritativeness; respect/ esteem; great attention etc. toward
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authorities , superiorities or strangers. III. Handling principles of distance in language communication: It depends on the purposes of communication: to the same audience sometimes short distance is used , sometimes long distance is used out of consideration:” Customer relationship is paramount ”. Values today : 4 “C” Principles in Communication 3. Clearness : 1. purposes of the communication (Action the audience need to take ); 2. distance ; 3 layout and jargons; 4. Completeness: to furnish the audience with all necessary information such as persons concerned (当事人); subject matter ;(标的物); date ;serial number of documents involved; 5. Concreteness: *****---- use facts and data in support of your point of view; 6. 7. Considerateness******: Attach importance to audience?s pride, dignity, sentiment and above all perception out of consideration that
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“A good customer relationship is paramount”

Business Topic : Way of Working; Business Skills: Making contacts. II. Stresses of Teaching: P. 6 A. Language Points: 1.( in the book) freelance; tele-working; job-sharing; shift work; temping; consultancy ; flexitime ; hot-desking; S. P (Sentence Patterns): *****--- to work on night/day shift *****---consult /consultant consultancy/consultation 咨询 *****---我在申请该上市公司总裁办主任助理的位 置。I am applying for the position of P. A to the Director of the Management Office of this listed firm. *****------- Sir, I’d like to take tomorrow morning off as I have to see my cousin off at the airport. *****---- to set limit (ceiling/floor) on sth… to… (degree)
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She was confined to wheelchair/bed. *****-------The management of the firm decided to set the ceiling to $1000 on monthly bonus for professionals on that priority project. 8 points *****--- delegate vt.授权 n.代表 Prof. Lee is a delegate to the People’s Conference of Wuchang District. *****---- M.D = CEO (US) *****-----skip over sth and go into something else. to Page 11. A. 2. Expressions for reference: state-owned business, a multinational enterprise(MNE 跨 国 公 司 ) ; a joint venture; a subsidiary of …;WOS (Wholly Owned Subsidiary 独资 ) a privately-run business 私营企业; a township business 乡镇企业 ; a manufacturing business 制造业的企业; a merchandising firm 销售类企 业; a joint-stock commercial bank 股份制商业 银行; a government agency; a listed firm 上市 企业、上市公司, a holding firm 控股企业; a franchisee 特许经营; board of directors, the Management Office; Research-oriented(导向型
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) Export-oriented enterprise; Knowledge-intensive ( 集 约 型 的 ) ; Labor-intensive operation Case-studies 1. A. It was really great B. I was delighted We?d really like you to come. B. We would like to invite you. I believe you mentioned B. I?m pretty sure you told me. I would be grateful if you could tell me. B. It?d be nice if you could let me

2. A.

3. A.

4. A. know.

5. A. I?m really hoping B. I do hope 6. A. I look forward to hearing from you. B. Please drop me a line.
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B. Summarization: Values today 1: Distance in language communication: 8. I. General principles in “distance ” in language communication: 4. Before communication, distance should be measured between the speaker/writer and the audience, because the distance determines the kind of language one has to use; 5. The longer the distance is between the speaker/writer and the audience, the more formal the language will be used vice versus; 6. The distance determines the sentence patterns, part of speech, voices, and above all the diction (遣词); IV. The forms of distance in language communication (See P. 26),which can summarized as: 1. In short distance, It serves as the subject of the sentence and passive voice is used, while in long distance, person (we./I etc.) acts as the subject of the sentence; 2. In short distance, linkage such as “we’d” can be used, while in long distance, linkage should
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not be used, one should use “we would ” instead; 3. In short distance, one may used sentence free from subject(无主语句子) and casual sentence while in long distance, There must be a subject in the sentence and formal sentence patterns should be used. V. The usages and purposes of distances in language communication*****--1. Short distance (or informal language) is used to show: easiness, relaxation, intimacy; easy-going or self-modesty etc. used toward people of your same class or very intimate friends, family members, inferiors or established relations 2. Long distance (or formal language ) is used to show : grave concern, authoritativeness; respect/ esteem; great attention etc. toward authorities , superiorities or strangers. VI. Handling principles of distance in language communication: It depends on the purposes of communication: to the same audience sometimes short distance is used , sometimes
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long distance is used out of consideration:” Customer relationship is paramount ”. Values today : 4 ―C‖ Principles in Communication 9. Clearness : 1. purposes of the communication (Action the audience need to take ); 2. distance ; 3 layout and jargons; 10. Completeness: to furnish the audience with all necessary information such as persons concerned ( 当 事 人 ) ; subject matter ;(标的物);date ;serial number of documents involved; 11. Concreteness: *****---- use facts and data in support of your point of view; 12. 13. Considerateness******: Attach importance to audience‘s pride, dignity, sentiment and above all perception out of consideration that ―A good customer relationship is paramount‖ , Capital-intensive operation . 3. other expressions with “*****---”, colored or
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boxed in the lecture; B. Sentence Patterns: (ask students to make sentences after the patterns) 1. In 1982, I graduated from Wuhan University, majoring in the English and American Language and Literature. 2. I am director of the Marketing Dept. directly reporting to the CEO in charge of market development. 3. I supervise a marketing staff of 12. My daily duties/responsibilities cover/include doing …. 4. May I Know your line of business, Sir? 5. Of course, I deal in vehicles. In fact I am exclusive dealer in Honda autos in this city. 6. to live up to sth 7 to apply to sb for sth. 8. to put sth into operation. III. Activities I ). Reading on the Book: How to job-share II ). Discussing over pros & cons of each way of working in your opinions (Oral work ) III) Discussing over the key points in elaborating a
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professional Briefing to yourself. (in other words, what will you convey to the audience?) 1. family background; 2. educational background; 3. Organizations you have been with; 4. Current organization: nature, line of business etc; 5. Your current position, daily duties and responsibilities: 6. Your aspirations; 7. above all, your facility with Business English or Business English competency IV. Case-study A Most Professional Briefing to Yourself (At MBA Admission Oral Test) I am Gui Guoping, a native of Hubei Province of the People‘s Republic of China(//My name is Gui Guoping, I was born in Hubei., .) I grew up in a little town by the Yangtze River. I was born of intellectuals‘/teachers‘ parents. In 1982, I graduated from Wuhan University, majoring in the English and American Language and Literature. After graduation
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from the university, I have worked for four organizations/employers/ businesses. Currently, I am with the SSSSS(employer ), a subsidiary of San Francisco-based US MNE (multinational enterprise), engaged in R & D and manufacture of optical materials (line of business). I am director of the Marketing Dept./ My position is director of marketing Dept., working directly under/reporting to the CEO in charge of market development. I supervise a marketing staff of 12. My daily duties/responsibilities cover/include looking into the latest development of the state-of-the-art technology of such optical materials around world, the moves of our competitors, collecting the feedbacks from our customers and filing reports to CEO to assist him in his decision-making process. My strength lies in my knowledge about business practice in this line of business in China. *****My experience convinces me that, what I have gained either in school and in work are far from helping me to cope with the changes in the business world. In particular, there are always so many new
34

ideas and new concepts around us. I would be kicked out of competition if I did not keep learning. That’s why I choose to take WTO in this famous Wuhan University. (Chinese version for reference) 我叫桂国平,湖北省蕲春县人,是在长江边一个小 镇长大的.我出生于工人家庭.1982 年,我毕业于 武汉大学,我当时的专业是英美语言文学.毕业后, 我共在四家机构工作过. 我当前的雇主是一家总部在 旧金山的美国跨国公司在华子公司。 该公司是从事光 学材料研究、开发和生产的。我是市场部主任.我管 理一个 12 人组成的直属主管市场开发首席执行官的 营销团队. 我日常工作包括调查这一前沿技术在全球 的最新进展、 我们竞争者每天的动作, 收集我们客户 的反馈及向 CEO 提交报告,以在他决策过程中提供 支持。 我的经历使我深信,无论我在学校还是在工作中 所学的东西都不能充分地帮助我应对商业世界的变 革。特别是,我们周围总有那么多的新思想、新观 念在产生, 如果不坚持学习, 我将很快被时代抛弃。 这就是为何我选择了在武汉大学这样一所名校学 MBA 的原因。
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V. Point out the merits of this elaborate English piece of briefing in light of above 7 points in elaborating a professional briefing to oneself. : VI. Assignments 1. Study expressions in UNIT 3-4 (International Trade --- Commercial Banks‘ Operation) of the Reading Materials; 2. Take a close study of the following material to see how to market your program and your institution: A Briefing to Our MBA Program and University; Wuhan University has a history of more than 110 years. As one of China‘s Top 10 universities, Wuhan University is one of the most prestigious comprehensive universities /directly under the China’s Ministry of Education. It has one of the most beautiful campuses in the nation. In terms of scale, it is the largest business school in China with a total faculty of more than 300. It is known for its multi-disciplinary advantage and liberal but
36

upbeat academic atmosphere. In addition to professors who teach us daily, we have great masters of all fields offer lectures for us on campus. In the curriculum of our MBA program, we have both compulsory(UK required ) and optional (UK. Selected ) courses. In addition, we are eligible to take any course in any school of this university. The MBA program of Wuhan University Business School attaches importance to fostering students‘ positive values, scientific mode of thinking and developing professional business English. Chinese version for reference: (武汉大学有 110 年的历史,作为中国前 10 名的大 学,武汉大学是中国教育部直属的最著名的综合性 大学之一,被认为是中国最美丽的校园之一。就规 模而言,武汉大学商学院是全国最大的商学院,有 教员 300 多人。 它拥有多学科的优势和自由而积极 向上的学术氛围。除了那些有名气的教授给我们授 课外,学校几乎每天都有各个领域的大师应邀作讲 座或报告。在 MBA 项目课程表中,我们有必修课 和选修课,我们还有权在任何一个学院选任何一门 课。这里的 MBA 注重培养积极向上的价值观、科
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学的思维方式及高级的专业英语的能力。) 3. Elaborate a briefing to yourself after the model. (in three weeks) and work to the requirements an my satisfaction.

End of Lecture Two

2010-9-25 Lecture Three Company Benefits P. 16 I. Values Today: Your English is like a kind of product. Products are differentiated, be it spoken or written. Business Topic : Company benefits; Business Skills: Presenting your company and Memo Writing. II. Stresses of Teaching: I ) How to request a time off from your boss? II ) .How to write a very professional memo. III Language Points: I ) Expressions
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1.( in the book) *****-----company benefits and incentives *****--- vouchers *****---- day off ; *****---- established *****---established a. *****--- qualifications v.s pre-qualifications ***** HRO***** after-sale services *****---- brain-storm n. vt.*****----hot-desker n. head office /****** corporate headquarters pension scheme*****----- discount scheme *****----reward n*****-- recognize recognition budget career goal/objectives senior management n haul = trip 2.( expressions for reference) : on night/day shift, internship, conclude /enter into an agreement/contract 3. other expressions with “*****---”, colored or boxed in the lecture; 1. *****----flexible benefits 弹性福利 2. *****---- compensation n. 1.(贸易)补偿,赔 偿;2.*****---薪酬= 3. *****------ base pay 基本工资 4. *****----- bonus 奖金 5. *****----- allowance 津贴;免费行李限量;
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6. *****------ subsidy (subsidize )补贴 7. *****------- dividend 红利,股息 8. II ). Sentence Patterns: (ask students to make sentences after the patterns) 1. to take (time block)… off 2. to request for a right provided by the Rules of Game : be entitled to sth. *****----- Under the newly issued regulations, you are entitled to a baggage allowance of 22 kilograms. For baggage in excess of 22 kgs, extra shall be charged at $8 per kilogram. 3. to take sth with a pinch of salt 4. to work on day/night shift 5. to set ceiling/floor on sth to. 6. *****---- You are overstating! 7. *****-----to have tight deadline/budget/schedule/pocket. etc. 8*****---------- commitment n. 1. 承 诺 2.*****------执行订单/或合同任务的状况(Since we have a heavy commitment[or are heavily committed], we are obliged to decline any fresh order. / Given commitments elsewhere. ) 3. The
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loan officer declined my application for the loan on the grounds that I had bought a house and a car on mortgage, I have but modest monthly income, so, I was heavily committed/ The couple are both lay-offs with two kids in college, so they have heavy commitment. *****----- He helped us securing a major contract for our firm. *****----- a mortgage loan/ a secured loan; v.s unsecured loan *****----- substantial/major/material/ major investment/acquisition *****--- can‘t say enough.; can not be over-stressed/ You can‘t give me a better thing; *****---- job-hopping 跳槽 v.s turnover 人员流 动 (The leakage of MNE‘s intangible assets results from the turnover of its key professionals) *****------ established a. 1.(客户、企业、关系) 老牌 2. (人)成功的,大名鼎鼎的 *****----- Since ours is their established customer with substantial creditworthiness (资信度);so we are in the position to have unsecured loans from the banks for our working capital, moreover, we
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are in the position to obtain supplies from them on open account, the accounts shall be settled on a quarterly basis. *****---- COD (Cash on Delivery) v.s On open account *****----- qualifications 资质; *****-------- pre-qualifications */ become pre-qualified 通过资格预审 *****----repeat customers n. *****---- staff vt. Overstaffing v.s be understaffed *****----- discount n. vt. 1.贴现 2. 折扣 3. 优惠 v.s *****----- premium n. 1.保险费 2. 溢价 3 加价 *****----Dongfeng Honda suffers from under-capacity in relation to market demand, as a result, one has to buy a CRV on a premium of 15000 yuan. *****---- recognize vt. *****----What do you mean by….? *****------By….I mean that….. *****----assignment n. 1. 家 庭 作 业 2. 派 驻 Overseas Assignment: 3.*****----------42

equity/investment assignment 股权、 投资转让 technology transfer 技术转让

v.s

IVI. Activities I ). Check up “Briefing to yourself” ; II ). Reading Text “Company Benefits ” . New expressions and sentence patterns in the text:

III ). Role Play (pair work) (Request a Time-off from your boss) according to situation given below in Chinese. You are given 10 minutes to prepare. Then your will be asked to the front to give the performance. Roles: B: the boss or supervisor E: employee who requests a time-off E: 先生,我可以进来吗? B: 当然,请进。 E: 早上好马修斯先生。Mr. Mathews B: 早上好,李小姐,我能为你做点什么吗? E: 我想是的,
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B: 请讲。 E: 是这样的,明天是周四,我想明天下午请假, 因为我想去机场给我的表哥送行。 B: 是吗?你非得去吗?你知道我们的本月的订单 任务是如此的紧以至于我们不得不谢绝新的订单, 你是一个关键岗位的负责人,你怎么能走? E: 但是,我恐怕还得走,你知道,我们一直如此 地忙以至于我没有时间陪他吃一顿饭,你知道,他 为我们公司搞定一个大的合同是有贡献的。他一 走,我三年见不着他了,我希望你理解。 B: 我当然理解。如果你坚持要明天下午请假,你 得 请 个 人 顶 班 , 我 不 能 让 生 产 线 (*****-----assembly line )停下来。 E: 当然不会, 我已经请了刘小姐给我顶班,她非 常能干又称职,你不认为是这样? B: 当然。好好玩,带我向你表哥问好! E: 一定。谢谢。 B: 我得谢谢你呢! IV ). Ask the students to tell the class the “incentive scheme ” of their your firms, !. How the incentive scheme works; 2. Discussion and comment on the merits and
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drawbacks of each scheme V. Key Task: The Writing of A Professional Memo: I ). Composition of a Memo and the handling of each part in a memo A. Points for attention in writing a Memo: I. Layout: (格式) of a Memo: Heading 台头 + main-body (Text)正文 Heading: 1. To: (titles and names of the readers); 2. From: writer of the Memo; 3. Date: 4. Subject: (事由) Text (main-body, the Text of the memo is composed of three parts ) and Handling (处理) I. Organization of a Memo (层次构成) Part 1: Tell the readers what they need to know (information itself , do not give comments ): Part 2.*****--- (Main body of the Text) Tell them what information means. *****--- (What is the goodness or consequence of the
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information?) Part 3. Action to take by the reader. II. The Handling of each part in a Memo Part I is composed of first two paragraphs: The First Natural Paragraph: lead 导语 + Topic Sentence(主题句 ). The Second natural paragraph: develop the T.S by means of data and facts: Part II. What the information means (consequence) The Third natural paragraph: deal with the consequence of the accident; Part III What action should the reader take? The Fourth natural paragraph: suggested action to take II ). Case-study (From Exxon To: & Mobil )

Theodore Gaynor, President Gail Barton, Secretary Richard Yin, Treasurer Nissan Pushba, Corporate Counsel
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From: Date:

James McKenna, Field Investigator October 27, 1999.

Subject: SAFETY AND SECURITY OF OFFSHORE OIL-DRILLING PLATFORM #45 I have completed my investigation of superstructure of offshore oil-drilling platform #45 as you requested. Several platforms sustained heavy damage in the October 25 hurricane. Platform #45 is still operational, but some serious structural problems must be corrected before another storm hits the area. The pylons anchoring the platform were subjected to severe torque in the hurricane and no longer meet current safety standards. In addition, the drilling shaft has been cracked and could shear the cable if subjected to undue pressure. __________ I recommend that the platform be shut down until repairs can be made. To delay them could
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jeopardize the lives of the 45 permanent crew members and 10 part-time workers on the rig. A major accident could also spill crude oil into the bay and destroy nearby fishing beds and beachfront. A decision on this matter should be made as soon as possible. I realize the economic consequences of shutting down the platform and disrupting the flow of oil, but the safety consideration should be paramount. The firm cannot afford a major oil spill. I will remain on site until I hear from you. Please let me know your decision as soon as possible. Assignments: 1. Study the composition of a memo and the handling of each part in a memo and you are required to tell them in the coming class; 2. expressions in ―UNIT 5-6 Investments ---Project Management‖ of the Reading materials for dictation.
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End of Lecture Three

Lecture Four Starting a business I. Values Today: In English, all duties, obligations, commitments, assurance, pledge etc. in the end stands for debts, so one can not be too sensitive to them I communication. Pay attention to colored words: e.g.:. duty: a duty of $100 on your camera at the customs claims and obligations: assets and liabilities; Particular attention should be paid to some seemingly familiar yet treacherous words: Under this ―Notice to Bidders‖, the client of the project is not bound to accept any or all bids he has received. What is the exact meaning? And what is treacherous about it?
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Business Topic : Starting a business; Business Skills: Leaving and taking messages. II. Stresses of Teaching: I ) “Distance ” in language communications: 1. Phenomenon ; 2. Handling Principles II ) Argumentation: both sides of a issues, do not go extreme III Language Points: I ) Expressions *****--- privately-run businesses entrepreneur and entrepreneurial a. by taking financial risks set-up *****----franchise *****----- licensing *****--- patents *****---- trade marks / brand/ make n. *****------ logo *****------ royalty n. discipline n. charge price/ mark down/up;; push down/up price *****-------profit margin branch out into sth. 涉 足 ---- brain-storm n. vt.*****----lease charter , business license ; feasibility studies; . trade union , lay-off the labor-management talk, A&M , severance fee 2.( expressions for reference) : business/investment
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environment, on a industrial estate, preferential policies and treatments, night/day shift, internship, conclude /enter into an agreement/contract 3. other expressions with “*****---”, colored or boxed in the lecture; II ). Sentence Patterns: (ask students to make sentences after the patterns) A. Sentences related to starting a business 1. to give priority to sth/sb. 2. to have/gain/offer access to sth.. 3. to be in a position to do sth 4. to put sth on the agenda/ 5. sth is to on the agenda ; 6. to push sth up the agenda: 7 *****--to go through … procedures/formalities with….. 8. to reap from…economies of scale 9. to manufacture sth on mass scale/ or to put sth to mass production. B. Sentence Patterns used for presentations on behalf of the group:
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1. We put our heads together in discussing over the topic … 14. We have had a heated discussion over the topic of… 15. In the first place, our group members are wildly different in opinion on …大相径庭 16. Some hold/insist that…, others argue that….still others… 17. XXX‘s remarks shed light on our understanding/comprehension of the issue; 茅塞顿开 18. We hold it self-evident that…; 19. In fact this issue can be studied at different dimensions: at a national dimension, at a corporate dimension,…不同层面 20. After a long/heated discussion, our group members arrive at the agreement that…达 成一致 21. On behalf of the members of our group, I‘d like to make our position as follows. 22. relocate in order to reap /benefit from…获 益于
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IV. Activities I ). Dictation of some expressions ; II ). Reading Text “Starting a business” . New expressions and sentence patterns in the text:

III ). Group Discussion over the Phenomena:. 1. Compare the preference and the performance between the foreign businesses run by average Us and Japanese multinational enterprises. 2. For FDI (Foreign Direct Investment), what can be the advantages and disadvantages of average Chinese companies?

IV ). Ask the students to tell the class the “incentive scheme ” of their your firms, !. How the incentive scheme works; 2. Discussion and comment on the merits and drawbacks of each scheme V. Key Task: “Distance
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in

Language

Communications for a professional I ) Essential Concepts: 1. Before communication, distance should be measured between the speaker/writer and the audience, because the distance determines the kind of language one has to use; 2. The longer the distance is between the speaker/writer and the audience, the more formal the language will be used vice versus; 3. The distance determines the sentence patterns, part of speech, voices, and above all the diction (遣词); Give v.s grant v.s submit I look forward to your favored reply at your earliest convenience! II ). The forms of distance in language communication (See P. 26 of BEC 2’nd ed. , ): L: Long distance and formal language S: Short distance /informal language 1 A. It was really great S B. I was delighted L 2 A. We‘d really like you to come B. We would like to invite you.
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S L

3 A. I believe you mentioned B. I‘m pretty sure you told me. 4 A. B. I would be grateful if you could tell me. It‘d be nice if you could let me know.

5 A. I‘m really hoping. B. I do hope.. 6 A. I look forward to hearing from you. L B. Please drop us a line. S Summing up: 1. In short distance, It serves as the subject of the sentence and passive voice is used, while in long distance, person (we./I etc.) acts as the subject of the sentence; 2. In short distance, linkage such as “we’d” can be used, while in long distance, linkage should not be used, one should use “we would ” instead; 3. In short distance, one may use sentence free from subject(无主语句子) and casual sentence
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while in long distance, There must be a subject in the sentence and formal sentence patterns should be used. III ). The usages and purposes of distances in language communication*****--1. Short distance (or informal language) is used to show: easiness, relaxation, intimacy; easy-going or self-modesty etc. used toward people of your same class or very intimate friends, family members, inferiors or established relations 2. Long distance (or formal language ) is used to show : grave concern, authoritativeness; respect/ esteem; great attention etc. toward authorities , superiorities or strangers. IV ). Handling principles of distance in language communication: It depends on the purposes of communication: to the same audience sometimes short distance is used , sometimes long distance is used out of consideration:” Customer relationship is paramount ”. II ). Case-study (From Reading Materials : Sophisticated MBA English )
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Study the distance, why such maintained and other techniques. Mr. Micheal Jensen 893 Draper Lane Milwaukee, Wisconsin 53214 Dear Mr. Jensen:

distance

is

Probably it‘s just an oversight on your part … but our recorders show that you have a balance of $14.50 due with us. We realize this is a small amount and could easily have escaped your notice. We have included a copy of the invoice in case you have misplaced your bill. Please remit the amount due in the enclosed return envelope at your convenience. We look forward to your continued business.

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Sincerely,

Golden-C Jewelers Assignments: 1. Work in pairs to organize a business phone call, suppose, the person you wanted on the phone is not available, you leave and take messages; Exchange role with your partner: 2. Study the two reminders ( the second and the ultimate ones)on P 86-87 of the ―Reading Materials : Sophisticated MBA English”, Point out the distance each maintains and why such a distance should be maintained. Get ready for coming presentation.

End of Lecture Four

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Lecture Five Advertising II. Values Today: Constant drops of water wears the stone.. Business Topic : Advertising ; Business Skills: delegating .(授权) II. Stresses of Teaching: I ) The Writing of a Business Report : 1. Forma of a Business Report ; 2.Handling of each part of a business report II ) Points for attention to delegation III Language Points: I ) Expressions 1. expressions from the text:*****----- word of mouth; mail-shots n. 邮 寄 广 告 ;TV commercials*****-- ;Spam n. 垃圾广告 ; free sample n. 免 费 样 品 ; target ;search engine; browser 浏览; advertise on the internet; *****-----offering; *****------ bid; *****----- Invitation for Bids 招 标 *****----quotation: 1.(单项)报价 2. =quoted price = market price *****---- purchase v.s procurement (竞争性)采
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购 artificial; colorant; *****----ingredient prescription 材料配方; *****--- animation 动画; delegation; authorize authorization, survey, follow-up 跟踪; definition of the work; 2.( expressions for reference) : ****---- Power of Attorney 授 权 书 ; Scope of Delegation Unauthorized use of sth interpretation v.s explanation . Target customer, segregate marketing; 3. other expressions with “*****---”, colored or boxed in the lecture; II ). Sentence Patterns: (ask students to make sentences after the patterns) 1. *****----In order to regain the lead position in China‘s electronics industry, the Haier has launched another round of nation-wide promotional campaign. . 2.: *****----- to conduct a follow-up survey into sth. 3. *****--- be addicted to sth.
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4. *****to launch an Claim against sb for sth. 5. *****---- to launch a product/service ; v.s Press Launch of SUV X5 . 6. to tailor sth to sb‘s need 7. *****-----to cater for the needs of someone; 8. *****-----to attach importance/value to sth/doing sth. 9. *****-----to give priority to sth/doing sth. 予以 优先考虑,倾斜 10. *****------- to place a premium on sth. .对 sth 有 很 高 的 要 求 The position of P. A to chairman of the board of directors of that listed firm is lucrative , yet it places/puts a high premium on one‘s academic degree and professional English. 11. labor-management

IV. Activities I ). Check up concept and handling of “Distance ” in language communications :; II ). Reading Text “Advertising ” . New expressions and sentence patterns in the text:
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*****----- measure/weigh A against B. *****------ challenge the ruling n. small print n. investigation v.s survey n. *****----- flavor /local flavor package n. 一揽子 a package of services *****---------- take advantage of sb. Translation: *****---- incentive n. 调查结论表明, 员工的流失 主要产生于该企业缺乏激励机制。

III ). Group Discussion over the relationships between the advertising and Brand Power of a product.:. Case-study Study the position of Skoda cars in the standing of an independent survey and its brand power, point out the reasons why its position does not coincide with its brand power? case 1
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Top Gear motoring survey 2003 - Rankings 1-50 [01 November 2003] (model: score overall ranking) -

1: Jaguar XJ Series - 90.9 get no satisfaction? That'll be because you didn't buy an XJ. Jaguar has beaten off stiff competition from Japan and Germany, and built the most satisfying car to drive without sacrificing one jot of pleasure from the ownership experience. Plus it's looked after by dealers who set the
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Can't

standard for service. A well deserved first place. 2: Toyota Yaris - 90.5 3: Skoda Octavia - 90.4 4: Lexus IS200 - 90.2 5: Honda S2000 - 89.8 6: Mazda MX-5 - 88.9 7: Toyota Celica (new) - 88.4 8: BMW Z3 - 88.3 9: Mazda 323 - 88.1 10: Subaru Legacy - 88.1 11: Skoda Fabia - 88.1 12: Porsche 911 - 88.0 13: Rover MG ZT - 88.0 14: Honda HR-V - 88.0 15: Subaru Impreza (new) 87.9 Latest generation Impreza beats its predecessor, thanks to such grown-up factors as a properly built interior
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16: BMW X5 - 87.7 17: Subaru Forester - 87.3 18: Mazda 626 - 87.0 19: MCC Smart - 86.9 20: Porsche Boxster - 86.7 21: Toyota RAV4 (new) 86.6 22: Toyota Corolla (pre-Dec 01) - 86.4 23: BMW 5-Series - 86.4 24: Honda CR-V - 86.3 25: Honda Accord - 86.3 26: Subaru Impreza (pre-Oct 00) - 86.2 27: Hyundai Coupe (pre-Jan 02) - 85.9 28: Honda Civic (new) - 85.7 29: Honda Civic (pre-Dec 00) - 85.5 30: Jaguar XK8/R - 85.5 31: BMW 3-Series - 85.5 32: BMW 3-Series (Compact)
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- 85.2 33: Toyota MR2 (new) - 85.0 34: Mini One/Cooper - 84.7 You say it's a giggle to drive and cheap to run; but quality is dodgy, with gearbox and electrical dilemmas 35: Volvo S60 - 84.5 36: Saab 9-5 - 84.5 37: Audi A4 (pre-Jan 01) 84.4 38: Audi A6 - 84.3 39: Skoda Felicia - 84.0 40: Toyota Avensis - 84.0 41: Ford Puma - 83.9 42: Jaguar S-Type - 83.8 43: Lotus Elise (pre-Dec 01) 83.8 44: Audi A4 (new) - 83.8 45: Seat Toledo - 83.7 46: Nissan Micra - 83.3
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47: Rover MG ZS - 82.4 Alongside the ZT, Rover-45-based ZS is other above-average here. Flimsy but fun, you the the MG say

48: Rover 75 - 82.2 49: Ford Cougar - 82.1 50: Nissan Primera (pre-Feb 02) - 82.0 We've got more than 700 case studies, sorted by make and model, from readers who've suffered problems with their cars. From dodgy electrics to knackered engines, the full horror can be found in our Duffers pages

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Case

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2004 UK Car Customer Satisfaction Study: Awardees Award Recipient

1st Place, Gold Award in Customer Satisfaction in Lexus the United Kingdom 2nd Place, Silver Award in Customer Satisfaction in Skoda the United Kingdom 3rd Place, Bronze Award in Customer Satisfaction Mazda in the United Kingdom Most Improved Make in Customer Satisfaction in Mazda the United Kingdom —?? Begin a new search

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Mainly, it bring the image of status to the owner. *****---- to make a fact-finding mission to XXX 去 XXX 进行实地考察 *****----- be on a fact-finding mission to XXX 正在 XXX 进行实地考察 *****-------- Situation : …Their transmission systems have been extensively popular with internationally established auto manufacturers >>>> *****----- preferential treatment 优惠待遇 IV ). Ask the students to Give presentations on behalf of the group, !. The relationships between the standing and the brand power (use data or facts ); 2. Point out the possible reasons for the phenomena V. Key Task The writing of a “Business Report ” I ) The composition of a business report A. Parts of a business report : 格式 P. 82 Title, Introduction, Findings,
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Conclusion, Recommendations: B. Function, handling and typical sentence for each part: A. Introduction (导语/引语; stating the purposes of the report; typical sentence: : The report is designed(旨在) /This report aims to …; B. Findings(调研结论/成果;main part of the report, it should deal with both sides of the problem or issue. Try to use data or facts in support of your point of view. Typical sentences : Findings show that , It was found that … C. Conclusion(结论;It should be concise and cover both sides of the problem or issue) D. Recommendations(Suggest the Action to take toward such situation, Be sure to take care of both sides of the problem. II ). Case-study : Report on Feasibilities of Ludova Technologies Slovensco (LTS)
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to be our Supplier Introduction This report is designed to assess whether the Slovakian company Ludova Technologies would be a suitable supplier of electrical goods for us. Findings A recent fact-mission to the company showed that its facilities are quite old, which results in a rather limited production capacity. Despite this, LTS produces an extensive range of high quality electrical products including radios, CD players, cassette and video recorders. However, the out-of-date machinery means lengthy delivery times of up to three months. This situation may change when the planned capital improvement program takes place next year.
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Conclusion At present, LTS would not be suitable for large orders requesting quick delivery. Recommendations It is recommended that we remain in touch with LTS and reconsider a supply contract once the factory‘s capital improvement program is completed.

Assignments: 1. Study the most important points in delegation for a panel to run a office in a foreign country and be prepared to give presentations before start of the coming lecture. 2. Make a comparative study of both this business report and the one on P. 90-91 of the ―Reading Material: Sophisticated MBA English as Competitive Edge.‖:
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End of Lecture Five Notice:There will be no class next week, as I will be teaching in Shanghai MBA.

Lecture Six:Unit 5 Workplace III. Values Today: It is not what you day but how you say that counts.. Business Topic : Workplace; Business Skills: Participating in meetings . II. Stresses of Teaching: I ) Language skills for participating in different kinds of meeting : 1. participating in a group discussion ; 2.attenting a formal board meeting II ) Points for attention to III Language Points: I ) Expressions 1. expressions from the text: be in charge of sth. ( Person in charge; doctor in charge) ;*****---73

premises n.;*****----- commission vt.委托 n.; *****----- contemporary a. n.; *****------ to put sth on the agenda; *****----- sth be on the agenda.;*****----- to push sth up the agenda: *****---- at the meeting./cession/workshop on sth.*****--n. norm*****-----., a delegate to the meeting, v.s representative of (an organization), presiding chairman, to adjourn the meeting /students quarters; 深圳市人民政府将此事作为议事日程。 你所说的为列入我们的谈判议程,恕我们不能深 谈。Sir, what you are saying is not on today‘s agenda, so we are not in a position to go into it. 联大代表: a delegate to the UN General Assembly Sourcing ; *****----- outsourcing *****-----外包; *****----- knowledge-intensive operation n 智力 密集型的运作 MNE (Multinational Enterprise ) State-owned businesses; Privately run businesses; *****----- township businesses; *****----- joint-stock 股份制的 WOS (Wholly Owned Subsidiary)独资企业;
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Joint venture 合资企业 (Sino- US)中美 ***** repeat customers ; *****------- reference n.*** Reference‘s suggested area of career development *****---- Try to find an opportunity to get even with you 2.( expressions for reference) : ****---- an interim meeting 临时会议 ; coach session; 6th session of the 14th National CCP Congress, *****---at…. on XXXX; friendly consultation.友好协 商; Political consultation, seminar 专题研讨 会 ; *****---- workshop 专题研讨会; to establish the seat/power; to keep the minutes; 3. other expressions with “*****---”, colored or boxed in the lecture; II ). *****----Sentence Patterns: (ask students to make sentences after the patterns) 1. to put sth on the agenda;. . 2.: *****----- to conduct a follow-up survey into sth. 12. *****--- to push sth up the agenda. 13. *****----- to preside over the meeting.
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14. *****----- Present at today‘s meeting are…(introduce more than two participants in the meeting ).. 15. *****----May ladies and gentlemen resume your seats please? 16. *****----- What you are saying is not on today‘s agenda, I‘m afraid we are not in a position to go into it, sir.. 17. *****---- Let‘s move on to the next item on the agenda. 18. *****----- See what I mean? 19. *****----- Sorry, I didn‘t quite catch you/follow you. 20. *****------ what do you by…. . 21. *****----- By….we mean that…. 22. *****----- We are reaching a consensus about the 我们正就 sth 形成共识 23. *****----- sb‘s remarks shed light on our understanding/comprehension of sth. 使得对 sth 的理解茅塞顿开。 24. *****------ Sb‘s introduction to sth. has greatly broadened our horizons 25. *****----- Let‘s get down to the business.
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IV. Activities I ). Check up previous assignments orally : II ). Reading Text “Participating in a meeting ” . New expressions and sentence patterns in the text:

III ). All-purposed Sentences patterns and expressions used in a working meeting.:.(in relation to tasks on P. 52, students shall be asked to make sentences after the sentences pattern at random ) A. Announce the Purposes and the rules of the Game of the meeting; 1. This meeting is designed to…/ aim to / The aim of the meeting is to/ The meeting is set out to look into 旨在探讨…We have come to this meeting to evaluate/assess …./ to review…;introduce … ; Let‘s attack problem no people;
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2. Each person is supposed to offer his or her opinion on the issue, Yet, since the time is limited, each one‘s remark is limited to 10 minutes. Miss Lee, PA to HRO is to set the minutes. B. Seek opinions from the attendants; 4. Mr. Smith, will you break the ice? 5. Can I have your advice on doing sth? 6. Personally, I believe that it is … that…, what are your opinions 7. See what I mean? 8. What do you think of …? (I am fully for it, I can‘t agree with you more; I don‘t think much of it/ ) 9. How do you like …. C. Cause-effect sentences 1. It is sth that is responsible for sth.; 2. The XXX results in YYYY 3. Such a phenomenon can be attributed to the facts as follows… D. Agree and disagree with others‘ opinions; 1. I‘m all ears. 2. I fully agree with you.
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3. I‘d go along with you there; 4. We are reaching a consensus about the causes of and the solution to the problems 5. I‘m afraid I can‘t agree with you there. E. Ask others to define or specify sth. 1. Sorry, I didn‘t catch you. 2. Sorry I didn‘t quite follow you; 3. *****. Excuse me, what do you mean by ….XXX ? _____ By XXX we mean that …..; F. Decline requests by others. 1. *****----To the point, Please. 2. *****---- since this is not on today‘s agenda, we are not in a position to go into it. I hope you understand. 3. If there‘s no objection, shall we move on to the next item on the agenda? G. Sequencing and concluding the points 1. First of all, in the first place, Secondly, 2. Similarly, In addition, In addition to sth. 3. So, to sum up, *****, In this light, H. Summarize on behalf of your party.
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1. As required, our group members put our heads together and we really had a heated discussion over the issue. In particular, people with expatriate assignments offered their insight into the issue which really broadened our horizons. Some hold that, others argued that…. Still others believed that. … In the end, we reached the consensus about the … Now, on behalf of our group I‘d like to make our position as follows: 2. XXX is mainly responsible for the current situation, of course, YYYY is believed to be an important contributing factor; 3. It is feasible that ….sb do sth. Though not once and for all., at least we can bring the situation under control. Municipal 市政 *****------- The salary of the employees in the joint venture should be higher by 50% than that for their counterparts in the state-owned businesses in the same region for the same trade. IV ). Case-studies: Presiding over and the whole
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process of a Formal Meetings Case 1: presiding over a formal meeting 1. Presiding over an International Conference (with Chinese translation:) Opening Speech by Presiding chairman over an international symposium on Prevention of Corporate Investment Risks sponsored by the Bank of China Hubei Branch. Ladies and gentlemen, welcome to ―International Symposium on Prevention of Corporate Financial Risks ‖. First of all, please allow me on behalf of the management of our company/bank to extend a heart-felt welcome to all attending this occasion. I would like to have the honor of introducing our most distinguished guests to today‘s symposium. Present at today‘s symposium are Mr. Lxx, mayor of the People‘s Municipal Government of Wuhan, Prof. Guxx, CCP secretary of Wuhan University, Academician Liuxx, President of Wuhan University, Dr. Wang xx, president of CPB
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Wuhan Branch. I am particularly honored to introduce to you Dr. Smith, the leading speaker of today‘s cession. Prof. Smith belongs to faculty of Wharton School of Management of the University of Pennsylvania, which, together with Harvard Business School and Stanford Business School , is regarded as one of the Top Three business schools in USA. In particular, Wharton has been ranking No. 1 in the USA in terms of finance. + Prof. Smith is recognized as one of the most influential experts in corporate finance. He has a deep insight into operations of township enterprises in developing countries. His publications can be seen in internationally core trade journals. His business philosophy and methods are studied and practiced on a world-wide scale. I bet, his lecture today will throw a new light on our prevention of financial risks in post-global financial crisis . . Now, let‘s applause Dr. Smith to our lecture, please. Chinese version (国际会议主持人开幕词):
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(女士们,先生们:欢迎参加国际金融风险防范 大会。首先,请允许我代表我们行公司/领导对与 会的各位表示由衷的欢迎。) (我想荣幸地介绍今天会议的客人。出席今天会 议的有:武汉市人民政府市长李 XX, 中共武汉大 学党委书记顾 XX, 武汉大学校长刘 XX 院士,中 国人民银行武汉分行行长王 XX 博士,特别是今天 大会的主讲人 Prof.. Smith. ) Smith 教授 (是美国宾夕佛尼亚大学沃敦学院的 教授,该院与哈佛商学院,斯旦佛商学院是美国顶 尖的三大商学院,尤其是金融排全美第一。) (Smith 教授公认是世界上最有影响的公司理财 专家之一。特别是,他对发展中国家乡镇企业的经 营有独到的理解。他的著述可见于世界上核心专业 刊物。他的经营理念和方法在全球范围得以学习和 实践。我深信,今天他的讲座将会对发展中国家企 业后金融危机财务风险防范的理解茅塞顿开。现在 让我们以热烈掌声欢迎 Dr. Smith 给我们讲座。) Case 2 “A Board Meeting of a US MNE ”

A Hearing on the the Feasibility of the US Vencent Cement‘ Co., Inc to Invest in an Established
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Cement Business in Central China Background: After the global financial crisis, Mr. Vencent, president of the US Vencent Cement Co. Inc. decided that Mr. Stevens, a well-appreciated Harvard EMBA make a fact-finding mission to China for feasibility to invest in China. After the mission, Mr. Vencent calls on the management for a hearing on the findings and asks the management to raise questions if possible. S: (Stevens): Harvard EMBA, leading speaker at the hearing on “Feasibility to Initiate a Joint Venture with the HX Cement of Huangshi in China”. V: (Vencent ): President of the US Vencent Cement Co. Inc., presiding over the hearing. Da, Db and Dc: directors of the board of directors of the Vencent Cement Co., Inc. V: Ladies and gentlemen, I appreciate your managing to attend this hearing. First of all, please allow me to introduce to you Mr. Tony
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Stevens, as he is to play the leading role at today‘s session. Mr. Stevens is an EMBA of Harvard Business School, a favorite student of the globally prominent management professor Whitman. He has a deep insight into the FDI in the Far East. To my knowledge, the title of his EMBA dissertation was “ Investment Environment and Prospect in China”. Db: Excuse me, I‘d like to know if his academic knowledge can bring something substantive to our firm‘s operation. V: A good question indeed. But I bet you will be satisfied with his answer. We all know that we were all at a loss what to do at the breakout of the financial crises. Then I turned to Prof. Whitman and he strongly recommended Mr. Stevens to me. We decided to assign Mr. Stevens to make a fact-finding mission to China where economy was boosting for an investment opportunity. Today, you have come for a hearing on feasibility to invest in setting up a joint venture with an established cement manufacturer in central China. He is to make
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a presentation on his findings from this mission. You may raise questions on anything unclear or doubtful, Got it? OK,Mr. Stevens, now it‘s your turn. S: Good morning ladies and gentlemen, I am very grateful to the management of the firm to assign me to make a fact-finding mission to China for FDI in China soon after I had come to the firm. Our panel was composed of 4 persons. We have been to Thailand, Singapore, Philippines, Vietnam and Main land China where investments were very active. We spent longest time in China. We had kept our president informed about our activities there.. Dc: Have you reaped something substantive? S: Of course. We have attended several investment fairs in China. In the end, we are inclined to invest 200 million USD in a capital improvement program in the HX Cement Co. Ltd in Huangshi City, Hubei province of China. Da: Sorry for interruption, I‘d like to ask Mr. president a question, nowadays, people either
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are engaged in capital operation in capital market or dedicated to high-techs while you are ready to make a major investment in a conventional manufacturing business. I don‘t see why. V: Your question is really to the point! After financial crisis, global businesses, in particular US businesses have been puzzling over the new approach to business expansion. The operations in the US capital market and hightech really produced many billionaires. Nevertheless, in the first place, we are not in that high-tech line of business. In addition, it is from the excessive speculation that the financial storm resulted. In short, these two are not our comparative advantage. By the way. Why was China not so affected as the USA in the financial crisis? Da: I think, in China, real economy has the lion‘s share in the nation‘s economy. V: You are right, but there‘s one thing you may overlook. Of all the counter-measures against the financial crisis adopted by all national
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governments, Chinese is most impressive. China is ready to allocate 4000 billion Chinese RMB yuan, equal to 600 billion USD on development of such infrastructure and real projects. Such build-ups place an immense and a higher premium on such building materials as steels and cement. Da, Db, Dc: President is really forward-looking! Dc: Dc: Mr. Stevens, manufacture of cement is not a kind of technology-intensive operation. I was told that there are countless steel mills and cement plants over China, which is unfavorable to us. S: Oh, yes, I know what you mean. But what you said is an old story. In early days of China‘s opening to the outside world, China indeed launched a lot of highly polluting and energy-consuming manufacturing enterprises. We should say that China has paid heavily for her economic growth owing to such operations. Yet, the Chinese government soon realize the significance of trade-off between sustainable economic growth and environment protection.
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Actually, Chinese governments have closed down many under-size chemical, iron and steel and cement plants over the country, Such close-down does not mean that enterprises in such lines of business do not stand a chance. The point is that your products must coincide with the nation‘s industrial policy and cater for the needs of the consumers. Db: Can you be more specific? S: Of course. To be specific, you are in a position to manufacture products that are high in quality and competitive in price with low pollution and energy consumption. V: Right, right. Da:Da: Mr. Stevens, I‘ve read a lot of your works. You are full of fresh ideas, but there is one thing I can not puzzle out。 To the best of my knowledge, China‘s investment hot points are located in Pearl River Delta and the Yangtze River Delta while you chose an unknown Huangshi. Could you tell us the grounds on which you made you choice?
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Sure. China‘s Pearl River Delta and the Yangtze Delta were the earliest and most developed economies under the nation‘s policies of opening to the outside world. Their GDP has the lion‘s share in the nation‘s economy. But, it is 30 years since China was opening to the outside world. The central government is giving priority to the nation‘s central and western economies. Huangshi is right located in the central of China. This means that today foreign investors are entitled to many preferential policies and treatments in Huangshi as they were 30 years ago in Shenzhen. In the past, hinterland economies suffered from under-investment owing to unfavorable geographical location and policies. Today, they are trying to catch up. So, the posture of both governments and businesses in Huangshi are very active in attracting foreign investment. Db: Mr. Stevens, I notice that in China, the high return on foreign investment first was electronics, nowadays it is auto making. Manufacture of cement is immense in inputs. S:
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Once the cement does not sell well, we will not be in any position to recover our investment. S: I fully understand your position. Yet, nothing is absolute. Take auto industry for example, China has taken the place of the USA and has become the largest auto manufacturer and market in the world. Automobiles are a buyer‘s market in China on the whole , average car buyers are entitled to 3—5% discount . But, there are exceptions, namely, one has to buy a Volkswagen Golf 6 or SUV Tiguan on a premium of 25% of the car price. See what I mean? Good products are still a Seller‘s market. China is to launch so many infrastructure projects. In the years to come, the CHR (China High-speed Railway) alone shall be built for 5000 kilometers. Most of the range shall either go on bridges or through tunnels. Unlike conventional railways, the foundation of CHR tracks is built of high-strength reinforced concrete. The output of such cement in China is limited. Db: I see. Dc: I think you may give a briefing to the cement
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company as well. S: Well, the HX Cement was founded a century ago with the Western technology. Today, the HX Cement and another cement brand in Guangdong are two cement brands that are exempted from quality inspection by the China‘s relevant authorities。They are mainly used in China‘s priority projects, such as Yangtze River Bridges or military-purposed works. Dc: Why not run the joint venture in Guangdong? S: Relatively speaking, there are two draw-backs with Guangdong: First, in relatively developed Guangdong, various costs are much higher, people there are not so eager for such investment; Second and more important is that the essential raw materials for manufacturing cement is abundant in Huangshi. Da: What do you mean? S: I mean that the essential raw materials for cement are limestone and slag. Huangshi is so
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rich in limestone that the name of the city in Chinese is connected with limestone. As for slag, Huangshi is actually located in China‘s iron and steel corridor. Huangshiis is the second largest city of Hubei Province which is one of the leading iron and steel bases in China. Huangshi has a Daye Iron & Steel Works, 30 kilometers from Hungshi, there is E-Cheng Iron & Steel Company; 70 kilometers away, there is Wuhan Iron & Steel Corporation, the third largest iron and steel producer in China. Db: It sounds the raw materials supplies are out of question, but what about the infrastructure there? Logistics costs affect the price competitiveness substantially. S; Yes, of course. That‘s one of the reasons why we singled out Huangshi. Huangshi has been listed by the Chinese authorities as one of the open ports on the Yangtze which facilitates the direct imports and exports of goods. Huangshi is only 70 kilometers from provincial capital Wuhan. Look at this Map of China, It shows
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that Wuhan is geographically center of China. One may go to Wuhan by water of the Yangtze, by express-way or by railroad. I notice that to Wuhan is only a 40- minutes drive. Dc: Your presentation sounds very encouraging. As firm‘s controller, I care about the ROI, investment risks and financing capacity of the locality. S: We had a close study in such areas. The inquiries were conducted both online and on fact-finding missions. Nowadays, networks greatly facilitate our investigation, Chinese businesses were also very liberal and cooperative with us. Findings showed that the HX Cement was not only strong in brand power, it also had been a high performer in capital market. In addition, as an established business with substantial creditworthiness, it had ready access to funds from banks. Da: Mr. Stevens, what else impressed you deeply? S: The levels of science, technology and higher education were amazingly high and quality of labor was also impressive.
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Da: Really? S: In terms of science, technology and higher education, the province ranks No.4 in China, only next to Beijing, Shanghai and Jiangsu. In China, there are only 3 cities that has 2 “Top 10” universities. They are Beijing, Shanghai and Wuhan. In Wuhan there are Wuhan university and Huazhong University of Science and Technology. In addition, Wuhan University of Technology is internationally influential for its material science and engineering. Da. I see. Db: Mr. Stevens, what you said is really encouraging, yet, for such a major investment, no one is so na? ve that he can overlook the risks. In your opinion, what are the leading risks or uncertainties for this undertaking? S: In fact, I never cease thinking over such issues. To me, the uncertainties lie in areas as follows: First, the opportunity and cost for us to have our cement-making know-how accredited. Know-how is not under protection of patent law or other laws. So, it is pretty
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difficult for us to convince the Chinese authorities and our Chinese counterpart without technology leakage; Second, We certainly will contribute the above-mentioned know-how to the prospective joint venture as our investment, the pricing of such technical processes could be difficult as Chinese are very canny; Third, corporate governance is also a problem. The HX Cement is an established state-owned business with substantial brand power. So the management of the HX Cement are cock-sure. They may be contemptuous of or unreceptive to entrepreneurial management。I am not ruling out other problems or uncertainties, but these are three major ones. V: Any question else? No more? In this case, Mr. Stevens is soon to come up with a business report and a Project Proposal for a Joint Venture with Chinese HX Cement and submit them for discussion at the board meeting to be held next month. So much for today, thank you all. Assignment:
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1. Study the sentence patterns in the text for written translation in the next class; 2. Practice hard in your group on this simulated board meeting and be prepared to give performance in class

End of Lecture Six

Lecture Seven Recruitment IV. Values Today: 1. Tell the interviewer of the target organization what you can contribute to their organization than how good you are in job-hunting. (knowledge about local business practice ) 2. ―A statement is bound to result in confrontation while a question is inviting answers‖ (Harvard Negotiating ) Business Topic : Recruitment; Business Skills: Internal communication .
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II. Stresses of Teaching: I ) Awaken students to right perspective for a job-hunter : II ) Function and Tactful handling of each part of a Cover Letter. III Language Points: I ) Expressions 1. Expressions from the text: be out of job, get sacked ; lay-off, streamline vt ; *****-----redundancy 人 员 过 剩 ;*****------ be between jobs. ; *****----- go in for sth. 参加考 试; *****---- to lay-off ; *****------ to buy sth on mortgage ..*****--- be made redundant 被裁员; give notice; *****--- dismiss; *****---- take voluntary redundancy 主动辞职;to take sb on = to give sb a job 录用.; *****--- go job-hunting; *****---- job-hopping ; sack = give sb the sack *****----redundancy v.s streamlining *****---- functional manager v.s regional manager v.s line manager ;*****-----email addict 网 虫 *****----- Be addicted to sth.; *****------ internet v.s intranet *****------- Be typical of sth. ;*****----------- compensation v.s
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damages n; *****----CV (UK Curriculum Vitae ) = (US) Resume (with a cover letter/ covering letter);conduct a survey into sth. ;*****------ log on to PC. 登录 become slave to sb/sth.; ***** icon n. 图标; forward ; in person ; CC = Carbon Copy 抄送给; gain the access to sth (a website )/ v.s ACCESS DENIED (with wrong pass ward); *****----- be best of the best v.s the observed of the observers () *****----- workaholism v.s workaholics 工作 狂 ; *****----- compulsory (course) 2.( expressions for reference) : ****---- intern, internship, be on probation; cleric staff ; supporting staff;(contributing factors ) administrative personnel; job opening= vacancy; interviewer, interviewee; *****---- Briefing to Qualifications = Profile of Qualifications (Under the CV, 资质简介) 3. other expressions with “*****---”, colored or boxed in the lecture;
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II ). Sentence Patterns: (ask students to make sentences after the patterns) 1. *****----- to take a sick leave; 2. *****----S.P: I‘d like to take the coming Friday afternoon off as I have to see my cousin off at the airport. 3. *****----S. P: apply to sb for sth; 4. *****------S.P: More than 300 entrants applied for the position and went in for the tests, 130 out of the 300 became pre-qualified and 5 entrants became short-listed for the final interview and only one was given the offer. 5. be fired from one‘s position; 6. v.s be resigned from one‘s position; 7. *****---- be up to the position/level v.s be qualified for; 8. She was sacked for refusal to work overtime. 9. Once the project is put into operation 投产, it will generate an annual revenue of 200 million USD for the locality and create more than 8000 jobs ; 10. to keep sb in the loop (把某人留在圈子里) 11. *****-----be frustrated by sth.; 12. *****------ S.P measure the performance
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against the goals previously set by the management; 13. You‘d better secure the job by talking to the HRO in person . IV. Activities I ). Check up previous assignment: A Hearing of a US Firm : II ). Reading Text “Recruiting ” New expressions and sentence patterns in the text: III ). Constructive Advise on Job-hunting Efforts Points for Job-hunters’ attention: A. Perspective of right job-hunting: Ask yourself what you can contribute to the target organization instead of how good you are on GPA or prizes you have received; B. Steps: In so doing, one has to in the first place identify the needs of a target organization: l. Table 3.1: Summary of partner contributions from the perspective of the MNE To
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MNEs

in

high-performing To local general

To MNEs in low-performing

JVs4 JVs4 managers4 Needs of long-term 5) Local business knowledge 15) Better export opportunities importance1 8) General managers 10) Knowledge of local economy, politics and customs 13) Functional managers Needs of short-term 2) Local political advantages 7) Avoid political intervention 4) Raw material supply importance2 7) Avoid political

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103

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own ership requirements Unimportant needs3 3) Inexpensive labor 3) Inexpensive labor 1) Speed of entry 4) Raw material supply 4) Raw material supply 2) Local political advantages 12) Technology or equipment 12) Technology or equipment 3) Inexpensive labor
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13) Functional managers 10) Knowledge of local 14) Access to local market economy, politics and 15) customs opportunities Better export

Source: Paul V. Beamish, ―Multinational Joint Ventures In Developing Countries‖, London, Routledge, 1988; P. 30.

(Analysis: a graduate of marketing rather than a graduate of accounting can find a position in an internationally famous accounting firm because of her insight into the need of the newly arrived international famous accounting firm. The firm‘s greatest need at the time is the knowledge of local business practice to develop the market than handling specific accounting jobs. Commission is
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in the end determines the survival of a business entity.) IV ) . Case-studies : Additional Instructions to Writing of Application Letters A. Purpose of the Cover Letter: .Purpose of a cover letter : The application letter is designed but to catch the interest of prospective employer and help you secure an interview. Since your letter of application is the employer‘s first introduction to you, think carefully about your qualifications, work experience and abilities. B. The Tactful handling of Each Part of A Cover Letter 1. Key point in writing Opening/Beginning Paragraph: The application letter must capture the reader‘s attention and focus on your qualifications that meet the needs of your prospective employer rather than how good you are. So, a close study of the target organization is paramount (its corporate strategies, line of business, market position, its strategic move etc),
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stress what you can contribute to their achieving their objectives than how excellent you are. Artful approach to writing of the beginning paragraph: Stressing your knowledge about business practice and ability to communicate and above all, show your personality with the tone in writing (Using question rather than statement). In addition, try to use theories of Harvard Negotiating: ―A statement is bound to result in confrontation while a question is inviting answers‖ and display the confidence the HRO appreciates: e.g.: Are you looking for someone who (…)…? If your answer is ―Yes‖, I think your search is over as I am the very person you have been hunting. Notice: This opening sentence is very effective provided that you elaborate a very cogent and innovative “Job Description” based on an unbiased study of the firm and the position in the firs place. (Such opening is suitable for positions that place a high premium on ability to deal with people!!!!)
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2. Key points in second paragraph: Stress that your qualifications coincide with the needs of the employer with facts and data. Once you have established the employer‘s needs and how your qualifications match those needs, you can support your case in the following paragraphs. Again, keep your letter brief and focused. Highlight aspect of your educational background and business experience that directly relate to the job you are seeking. If you have researched the firm, you may want to mention why you are interested in that particular firm. Showing Knowledge of the firm‘s business and activities will generally impress the reader. Remember to support your points with data or facts: ; e.g: My four years as an editor with Rand McNally have given me well-rounded skills in editing, production, writing, and persons. These skills should qualify me for the editor’s position in your firm. A ten-year record in sales as one of the top sellers
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in chemical products has given me the seasoning and skill to meet the challenge of Sales Director, the position in your firm. My two years as a lab technician in Midland Mercy hospital have provided me with the experience in medical and clinical pathology that your lab assistant position requires.

If you were writing your letter in response to an advertisement for a telemarketing position, your second paragraph might state: My resume, which I have enclosed, presents my training and experience in telemarketing over the past six years, I have developed programs for firms whose budget from $50,000 to $3 million. I believe this experience has given me a solid background in telemarketing techniques and will enable me to get results for your firm. 3. Key points in ending paragraph: As in any sales
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letter, the concluding paragraph should tell the reader what Action you want taken. In the application, you want the reader to give you a personal interview. Make your request easy to grant. Tell the reader what action to take and the request should be easy to grant. Then give the method of contacting you; e.g. I will be in Chicago June 9-12. May I talk with you about the job opening on one of those days? Please let me know a date and time convenient for you. My phone number is ( 312 ) 459-9236. e.g. I believe I can explain in just a few minutes why I am a likely candidate for your position. Can we arrange for an interview? I can be reached at 866-4312 after 6: 00 P.M. I look forward to your favored reply at your earliest convenience! Assignments: 1. In all values and notions you have studies, analyze the following sentences and paragraph. 2. Read the cases on P. 115-116 of the “Reading Materials: ____Sophisticated MBA English As
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Competitive Edge.,Tell the class what are the good about the cover letter and the Resume/CV?: From the reading P. 62 1*****-------- I appreciate your doing sth……( I appreciate your arranging for an interview with me at your earliest convenience!) 3. inventory = (UK)stock; stock position = inventory holding ; zero-inventory 4. *****-- swap n vt. 互 换 , 调 换 , 调 期 debt/equity swap n 债转股 5. *****----- hazardous = harmful 6. *****---- be given sth/doing sth. 7. *****----kick-out n. 8. *****---- ICU 9. *****----labor/capital/knowledge-intensive operation 密集型的;集约型的 10. *****------ to keep/maintain/make trade-off between (among)A and B. (A,B and C) 11. *****------ liquidity n. 流动性 12. *****---- exhaust vt. 13. *****----reviewing board *****---bid
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reviewing 14.

*****---

End of Lecture 7 Extra-curricula activities *****----subject matter n. 1.标的物,2.题材; Lecture Eight V. Values Today: The ― The client of the project is not bound to receive any or all bids he has received.― ______ the Word Bank Business Topic : Sales Business Skills: A proposal. (方案) II. *****----Stresses of Teaching: How to market your proposal? I ) Fully identify the needs of the client in the shoes of the client than yourself : II ) Cater for the needs of the client with all your resources. III Language Points: I ) Expressions *****---marketing mix; ( = portfolio ) aggregated marketing ;*****------113

differentiate ; (set oneself apart from others )*****----- sales pitch (强人所难的推销行 话 ); un-glamorous ;*****---------market segment(市场的)细分 ;vet 兽医; association with sth. 对 sth 的联想 ; be on one‘s own; *****--qualifications ; customer satisfaction; ***** user-friendly *****------- cater for the needs of sb (v.s cater to ) *****---- S.P: a customized 5-day program run by sb….*****---- brand loyalty ; preference for sth// (v.s over sth); be on sales ; **** out-number vt.; *****------ program n. 1.2.3.4.; *****-----pay-off 还贷、还债 ; *****----tangible v.s intangible ; *****----- expertise ; *****-------- dynamic v.s static (analysis /investment etc. ); *****-- buzz = excitement ; ***** down payment 定 金 / 首 付 v.s ; *****---advance (payment )预付款 *****----- early settlement discount 现金折扣 ; (v.s premium) ***** The accounts shall be settled on a monthly basis *****-- .; *****------ job description *****------knock-back n. 被拒之 挫 overload sb with sth. *****----- specifications (= technologic requirements ) to the specifications ;
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discount n. v.s premium ; vacant/ vacancy (=?); alternative(an alternative proposal 备选方案, As an alternative to sth/doing sth. ) n. ; *****------- premises v.s premise v.s real estate /real property /realty; *****----- have ready access to sth; *****----- be within the walking distance : *****----- title to premises as collateral . *****------ acknowledgement n. 1.2. *****------------ Breakdown n. 细分,构成; ——May I have the breakdown of …; ___ Material cost, labor…. Overhead, and miscellaneous…; 2.( expressions for reference) : ****---- sales agent ; exclusive dealer in Honda autos; offering; v.s quotation v.s Bid ; ; low-end customers; OEM brand loyalty; brand preference for; promotional price, *****-- introductory price ; bulk-sales *****----RFP (Request for Proposal) *****; alternative proposals; *****---- project identification, 立 项 ( The project is then identified. )
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*****------ availability

n. 可获性

3. other expressions with “*****---”, colored or boxed in the lecture; II ). Sentence Patterns: (ask students to make sentences after the patterns) 1.*****----- What do you mean by dynamic investment of a project? 2. By… we mean that …; 3. ***** ----- This position is both challenging and rewarding. By challenging I mean that you are supposed to offer right advice to right people; by rewarding I mean it offers me opportunities to deal with all kinds of people(people of all walks ). 4. is also exciting to see the boost in trade volume and turnover 5. **-----to launch a nation-wide marketing/promotional /advertising campaign (In order to regain the lead position in); 6. ****---- S.P: Such efforts are designed not only to boost the sales but also to enhance the firm‘s
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corporate image and customers‘ loyalty to our brand. 7.这一全国性的促销攻势旨在培养客户对他们产品 的 忠 诚 度 。 ( This nation-wide promotional campaign is designed to foster customer loyalty to their products. ) 8.***** The management of the company decided that, as an alternative to cash bonus, staff with excellent performance shall be entitled to the firm‘s equity. 7.*****----- It pays to shop around. 8. *****- to obtain supplies on open account v.s COD *****-- (cash on delivery ) …

9. cleric staff 文员 shall be paid on a time basis/ workers shall be paid on a piece basis. 10. ****----- S.P: A surface parking for 40 cars is available but by separate arrangement. 10. ****---- S.P: to launch/run a 7-day customized
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program on sth.… 11. fall into. 1.属于。 。 。范畴 2.*****--- 由。 。 。组

成;
12. It is rewarding to do sth. = It pays to do sth. 13. 他承认被警告过不要作弊 。 He admitted to having been warned against cheating on the test. IV. Activities I ). Check up previous assignment : II ). Reading Text “Sales ” New expressions and sentence patterns in the text:

III ) *****--- Group discussion over the similarities and differences between the marketing of a construction contractor and an engineering design consulting firm?
III.

Case-studies RFQ (Quotations v.s Bid ) from a Client and A Proposal From a Consulting Firm.

Notice: In the following RFQ, the “Contractor”
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actually stands for a consulting firm that is ready to submit a proposal. AJACKS Information Services Company‘s Request for Proposals to conduct a market survey of the technical information needs of manufacturing firms nation-wide.

To Whom it May Concern: AJACKS Information Services Company is seeking proposals from contractors with relevant experience to conduct a market survey of the technical information needs of manufacturing firms nationwide. The objectives of project are 1. To determine the technical information needs of manufacturing firms nationwide, and 2. To recommend approaches to promoting the purchase and utilization of AJACKS Information Services by such firms. This project must provide adequate information for AJACKS Information Services Company to
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determine * Future information products or services, and *.The best methods for delivering these products or services to its customers The contents of this Request for Proposal are to be considered confidential information. 1. Statement of Work The contractor will perform the following tasks: Task 1: Identify Technical Information Needs of Manufacturing Firms Conduct a survey of manufacturing firms nationwide to determine their specific needs for external (to their firms) technical information. The assessment should determine the various specific types of technical information needed and the frequency with which each type of information as needed. Task 2: Determine the Best Approaches to Promoting the Purchase and Utilization of AJACKS Information Services by Businesses The survey should include an identification of the
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firms' perceptions of the most effective direct and indirect marketing approaches that influence the firms' decisions to both purchase and utilize specific services or products, in particular information services. 2. Requirements The survey should determine the various specific types of technical information needed and the frequency with which each type of information is needed. The survey should identify the current sources for the various types of technical information that are used by manufacturing firms, their frequency of use, and the firms' percepti6n of the value (benefit, cost, accuracy, timeliness) of each source. It should determine the various methods the firms currently use to access these sources of information. The survey should determine the average and range of funds (both internal to the firm and external fees) that firms currently expend for obtaining the various types of technical information. The assessment must provide sufficient detail to permit demand-driven product planning by AJACKS Information
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Services Company. Therefore, it must include: (1) the information content most frequently needed by firms; (2) the applications for which the firms use the information; (3) the persons (title, skill level) responsible for both accessing and utilizing the information; and (4) the channels that firms use to access the various types of information. AJACKS Information Services Company is interested in developing and delivering products and services that are valued by the ~ (manufacturing firms). With these interests in mind, the contractor must generate information about which firms (as distinguished by size, sector, location, or other important factors) may benefit most from information products and services or represent the most appropriate markets for such products and services. The contractor should determine the size of the market for the various types of technical information and determine the market sensitivity to price, timeliness, accuracy, and delivery mechanisms for such information. The survey methodology should include both focus groups and mail surveys. The focus groups should
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be categorized by major manufacturing sectors and by multi-sector firm size 0arge, medium, small). Based on the results from the focus groups, a draft mail survey questionnaire should be developed and pre-tested on representative firms. This survey instrument should be finalized after sufficient pre-testing. The contractor should provide a sampling design for the mail survey that is stratified by sector and firm size, is representative of the entire population of manufacturing firms, and that is sufficiently large to present the survey results for each stratum at the ninety percent confidence level. 3. Deliverables*****----A. A detailed, "report of the results of Task 1 must be prepared that identifies and analyzes the results for all Respondents also provides detailed analyses (1) for each sector and (2) by firm size. The contractor must provide twenty (20) copies of the report. The database of the survey responses used in the analysis must be delivered in a format
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suitable for further analysis by AJAC~ri Services Company. B. Based on the analysis of Tasks 1 and 2, provide a detailed report of recommendations of the most effective approaches, and associated costs, to promoting technical information services to manufacturing firms with the objective of getting such firms to purchase and use such services. Discuss any differences of in approaches based on sector or size of business. The contractor must provide twenty (20) copies of the report. C. Written report on project progress, must be faxed to AJACKS Information Services Company on the 15th and 30th of each month. Reports should be brief and focus on progress compared to the contractor's original plan and schedule. These reports should cover activities, milestones achieved, plan~ for the next month, obstacles encountered or anticipated, and hours and dollars expended. For any work items where progress is behind schedule, a plan must be proposed to complete the project within the original schedule and budget.
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4. Items Supplied by AJACKS Information Services Company AJACKS will provide the contractor with detailed information about its current information services and products as well as statistical information regarding its current customer base. 5. Approvals Required The contractor must obtain the approval of AJACKS for the final version of the survey instrument before it is implemented. 6. Type of Contract (*****----lump sum/ measurement/turnkey/negotiated) The contract will be for a fixed price for all of the work the contractor proposes to meet all the requirements of this Request for Proposal.. 7. Due Date , --The contractor must submit five (5) copies of the proposal to AJACKS Information Services Company on or before February 28th. 8. Schedule AJACV~S Information Services Company
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expects to select a contractor by March 30th. The required period of performance of this project is six months, from May 1st to October 30th. All deliverables must be provided to AJACKS on or bef0re. October 3~0th. 9. Payment Terms AJACKS Information Services Company will make payments to the contractor according to the following schedule: ~ One-third of total amount when project is shown to be one-third complete ~ One-third of total amount when project is shown to be two-thirds complete ~ One-third of total amount when AJACKS Information Services Company is satisfied the project is 100% complete and that the contractor has fulfilled all contractual obligations 10. Proposal Contents As a minimum, the contractor's proposal must include the following:
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A. Approach ~ A discussion that indicates the contractor clearly understands the Request for Proposal and what is expected. Also, a detailed discussion of the contractor's approaches to conducting the project and a detailed description of each task and how it will be accomplished. B. Deliverables A description of each deliverable the contractor will provide. C. Schedule~ ' A bar chart or network diagram showing the weekly schedule of the detailed tasks be performed in order to complete the project by the required project finish date. D. Experience A discussion of recent similar projects the contractor has performed, including customer names, addresses, and phone numbers. E. Staffing
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The names and detailed resumes of the specific individuals who will be assigned to work on the project and highlight of their experience on similar projects. F Costs The total fixed price must be stated and supported by a detailed breakdown of hour and an hourly cost rate ~or each person who will be who will assigned to the project. Additionally, an itemized list of all direct expenses must be included. 11. Proposal Evaluation Criteria AJACKS Information Services Company will evaluate all contractor proposals according to the following criteria: A. Approach (30%) ~The approach and methodology the contractor proposes to conduct the survey and analyze the results. B. Experience (30%)'The experience of the contractor and the staff assigned to the project in performing similar projects.
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E. Price (30%) The fixed price of the contractor's proposal. D. Schedule (10%) The detail and overall duration of the contractor's proposed schedule to complete the project on or before the required project finish date. Assignments: 1. Study the “Proposal ”on P 88-90 in the “Reading materials: Sophisticated MBA English as Competitive Edge”, tell us what are the similarities and differences between these two “Proposals”? 2. What are the similarities and differences between a design consultant and a construction contractor in marketing? End of Lecture Notice: 1. A quiz is due next time, scope of the quiz is ―Language points‖ in each unit and sentence pattern;
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8

2. Bring your supplementary materials to the class next time; Lecture Nine Traning I. Values Today: Consideration means preparing every message with the message receiver in mind; try to put yourself in their place. _____ Herta A Murphy. Business Topic : Training Business Skills: Letters of Complaint and Reply to it. II. Stresses of Teaching: I ) *****-------4 “C” in language communications; : II )*****---- Secret to Writing of a Letter of Complaint and reply to it. III Language Points: I ) Expressions *****-------- assess v.s evaluate v.s appraise *****---Project evaluation *****----asset appraisal report (why?) Assessment of Mao on-line training *****-an unpaid weekend in the country on a team-building course; ***** VAT; take advantage of sb; be at disadvantage; as follows; negotiate over sth with sb.
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Negotiated price; negotiated contract 议标合同 . Trade Union 工会 *****------ feedback *****------ grievances. n. 苦衷。

2.(

expressions for reference) : *****---questionnaire, respondent a customized training program; scope of the work, Specifications 技术规范

3. other expressions with “*****---”, colored or boxed in the lecture; Customer satisfaction, value for money; after-sale services; promptness of the services; II ). Sentence Patterns: (ask students to make sentences after the patterns) 1.*****-----Accepting concurrent position there cross the river involves spending more than 3 hours commuting on the way between the office and the home. 2. Findings show that the cost of a project constructed on negotiated contract is higher than
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that on invitation for bids by 10%. 3. They are commissioned to conduct a follow-up survey into the performance of the product they launched last month and the findings shall be incorporated into 融入 capital improvement program. 4. They have brought in consultants to look into the troubles with their team work.

IV. Activities I ). Check up previous assignment : 1. Study the ―Proposal ‖on P 88-90 in the ―Reading materials: Sophisticated MBA English as Competitive Edge‖, tell us what are the similarities and differences between these two ―Proposals‖? 2. What are the similarities and differences between a design consultant and a construction contractor in marketing?
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II ). Reading Text “Sales ” New expressions and sentence patterns in the text: III ) *****---Introduction to 4 “C” Philosophy language communications: in

A. Clearness: 1. *****------purpose ( 目 的 ) of the writing or speaking; 2. *****---distance(距离) to maintain; 3. ****- layout(格式)/format ; 4. *****professional terms(术语) and expression(行话)=jargon . 5. Action to take(by the audience 采取行 动)= (your purpse) B. Completeness: 1. provide all necessary information such as subject matter 标 的 物 , serial number of documents, date etc. ; 2. *****person involved, incident and Action for the audience to take. C. Concreteness: 1. *****---use data in support of your point of
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view; 2. *****----use facts in support of your point of view. Situation: Their gear-boxes 变速箱 are extensively popular with the internationally prestigious auto makers.

D. Considerateness******设身处地:感同身受 1. be considerate of the information receiver ‘s interest, pride, dignity, perception, 2. Be considerate of continued business with the receiver; ****** All these 4 ―C‖ is out of the business philosophy that customer relationship is paramount(至高无上的). Notice: This concept should be jointly used with the “Distance ”in language communication. Case-study:

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1.

First Friendly Collection Letter 催款信

= Reminder

2010-7-16

Mr. Micheal Jensen 893 Draper Lane Milwaukee, Wisconsin 53214 Dear Mr. Jensen: Probably it‘s just an oversight on your part … but our recorders show that you have a balance of $14.50 due with us. We realize this is a small amount and could easily have escaped your notice. We have included a copy of the invoice in case you have misplaced your bill. Please remit the amount due in the enclosed return envelope at your convenience. We look
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forward to your continued business. Sincerely,

Golden-C Jewelers

Len Stroder

Points for attention to writing A Complaint Letter and the Reply to a Complaint Letter. I ). Points for attention to writing A Complaint Letter 1. Be complete about the time, venue, event and its process, person involved; 2. Be concrete about the event and person or things you complain about by using facts and data in support of your point of view; 3: Be Clear about the Action the receiver should take and that the request should be easy to grant.
IV.
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II ). Points for attention to writing A Reply to a Complaint Letter. 1. Be very clear about the purpose of the writing, the distance to keep in the writing and actions the others want you to take;; 2. Be concrete about the event and person or things others complain about by using facts and data in support of your point of view; 3. *****-------Be very considerate about the language to use Case-studies: 1. A Complaint Letter 21 West Main Street Cochecton, NY 11222 October 9, 2009

Dr. Linda Peters, Director County General Hospital
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Route 97 Callicoon, NY 11203 Dear Dr. Peters (merits:) On the afternoon of October 8, my neighbor‘s son, Kevin Sayer. was raking leaves in his family‘s yard when he tripped and fell. From the degree of pain he was obviously experiencing, I suspected he might have broken his ankle. Thus, as the only adult around at the time, I drove him to your hospital. Merits: being Concrete When we arrived at the emergency room, no one was available to help Kevin from the car, and I had to hobble him in as best I could. The effort increased his pain, yet when we were inside, the receptionist, without looking up, told us to take a number and wait for our turn. We waited for more than two hours before Kevin was seen by a doctor. Merits: As a member of the community your hospital serves, I am outraged by the treatment my young
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neighbor received. The lack of concern was upsetting; the lack of attention could have been life threatening. All of us in Wayne County deserve better treatment, and I hope you will look into the situation to see that the suffering caused Kevin Sayer is never again inflicted by an employee of your institution. Yours truly,

Michelle Sussman

See ( to it ) that = make sure that… See to sth. To non-victimized party, ―However‖ should not be put at the beginning of the sentence!!!!!!

(case of long distance the opening sentence of a job-application letter or cover letter: The position
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of Head of Public Relations in your firm has been brought to my attention by /come to my attention Prof. Tan, of Business School of XXX University. )

2. REPLY TO THE COMPLAINT(对上述投诉 信的回复范例) General Merits of the Reply to complaint : Being Considerate and be clear about action to take. Dear Ms. Sussman: Thank you for bringing to my attention the inexcusable wait you and Kevin Sawyer endured in the emergency room on October 8. I am extremely sorry for any additional pain Kevin may have experienced and any emotional stress you may have felt under the circumstances. Allow me, however, to offer an explanation. Shortly before you arrived, an automobile accident just outside Callicoon resulted in four serious injured
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people being rushed to County General. Since we are, as you know, a small rural hospital, our emergency staff was stretched to its limit to assist these people simultaneously. Nevertheless, you and Kevin should not have been ignored for two hours. I have spoken to the receptionist with whom you dealt, and I can assure you that in the future arrivals to our emergency room will be treated with concern and prompt attention. Again, I apologize for the events of October 8 and greatly appreciate your letting me know about them.

Yours truly,

Linda, Peters,

M.D.
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Assignment: 1. Make a comparative study of the similarities and differences between the Complaint letter and the Claim Letter on P. 82 of the “Reading Materials: Sophisticated MBA English as Competitive Edge”.

End of Lecture

9

Lecture Ten Statements

Financial

From Supplementary Materials
Priority expressions 1. lenders = bankers / lending = loans ; 2. 编制*****---- compile/construct/prepare 3. be referred to as =简称为;
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;

4. *****---- insight into sth. 5. financial position n. *****--- 财务状况 6. *****----generate vt.创造 () 7. *****----- ROI return on investment 8. *****-------- liquidity n 流动性 9. entity n 实体 10. accompanying a 随附的 11. *****----- retained earnings n. 留存收益 12. Statement of Retained Earnings *****----- 利 润分配表 13. *****----- Balance Sheet 资产负债表 14. *****------Statement of Cash Flows 现金流量 表 15. ***** revenues and expenses n. 收支 v.s International Balance of Payments. 16. 附件*****----- Exhibit to sth v.s Appendix to sth 17. *****----- consolidated a 1.合并的(报表) 2. 统 一 的 consolidated industrial and commercial tax/invoice; 18. *****--- in thousand, in word 大写, in figure 小 写, in all, *****only 整; 19. Co. Ltd (MD ) v.s Co. Inc. (USA / CEO )
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20. *****------ discount n. vt. 1.贴现 2.折扣 3. 优惠 21. *****----sales return and allowance 销售退货 与折让 22. *****---- Beginning inventory 存货起始日 23. *****--- Ending inventory 存货终止日 24. ***** gross a 毛的(收入、利润) 25. ***** operating expenses 经营费用 26. *****-----depreciation 折 旧 (accumulated/accelerated/straight-line) depreciation (根据武汉市人民政府的优惠政策, 本工业园上的企业能享受其固定资产的加速折 旧。) v.s

appreciation

升值

27. *****------------

Miscellaneous

a. n. 其他、杂项 28. *****---- insurance policy n. 保险单 29. *****------- premium n 1 保险费、2 溢价,3 加价 on a premium of 20000 yuan. 30. *****gain on sth. 31. *****---- liability v.s liabilities n. 32. *****---- stock holders‘ equity n 股东权益
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33. *****--------- 暴跌,急剧下滑,崩盘; 34. *****---- creditor n.债权人 35. *****------ adequacy n. 充足性 36. *****---- balance 余额 37. *****----------- 偿还债务 to service/pay a debt; to meet one‘s obligations ; to meet one‘s upcoming/maturing/pending obligations ; 即将 到期的债务; 38. *****-----sizeable a. (数量、规模)十分可 观的 39. *****-------------- stake n. (投资的)本金、 股本 v.s principal (存贷的)本金; 40. develop vi. 41. *****------ should a 42. *****----C/D Certificate of Deposit 存单 43. *****------prepaid expenses 预收账款 44. vehicles n. 45. *****-- intangible assets n.无形资产 46. *****---- unearned revenues n. 待摊费用; 47. *****-------current portion of mortgage payable . 一年期的长期负债; 48. *****-----

Proceeds
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from sth/doing

sth. 49. *****----- Proceeds from disposal of used assembly line v.s 50. *****---------gain on disposal of used assembly line I. Values Today: Roman is not built in one day. Business Topic : Branding Business Skills: Making Telephone calls. II. Stresses of Teaching: I ) What is a brand or why are people ready to spend more money in buying a product of stronger brand? II ). The relationship between the brand power and business performance: III Language Points: *****-------- Brand v.s branding / bank v.s banking *****----- brand identity *****----- brand loyalty n.; word of mouth; *****-----logo; promotion; campaign; ; lavender n. 薰 衣 草 *****----- S.P: smell vi. Smell nasty/fragrant smells of something burning.
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in the hope that…../in hopes of sth/.; status; mortage; ; controlling share = holding firm (P.88 ) principal business; *****----- large stake in….; boutigue n 精品 店,时装店 ; *****--- newsletters n. 内部通 讯,简讯 tips on sth (P.92); press launch of sth.

2.( expressions for reference) : ****---- bargain; bargain-hunter; obsession preference for sth. An Established brand community involvement; procurement; cater for the needs of the customer; to identify the needs of sb’ to establish the needs of sb. Ingredient priscription. 3. other expressions with “*****---”, colored or boxed in the lecture; Customer satisfaction, value for money; after-sale services; promptness of the services; franchise, franchisee; concession; royalty;, local flavor,
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localization II ). Sentence Patterns: (ask students to make sentences after the patterns) 1.*****----After the follow-up survey, they incorporate the local ingredients into the design of the products; 2. The Japanese have upper hand over their German and American counterparts in branding in China; 3. Findings show that the brand pertains to technology in broad sense. 4. To see that their brand is more popular with local comsumers, they prepared a most elaborate press launch of the products; 5. Branding is a process of becoming better.

IV. Activities I ). Check up previous assignment : . Make a comparative study of thesimilarities and
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differences between the Complaint letter and the Claim Letter on P. 82 of the ―Reading Materials: Sophisticated MBA English as Cometitive Edge‖. II ). Reading Text “Branding ” New expressions and sentence patterns in the text:

III ) *****--Group discussion over Branding 1. What are the elements of a powerful brand? 2. What does a more expensive product with stronger brand bring you about?

Case-studies 1. (Group discussion) 1. This is the findings on the “Edmunds”, most authoritative US auto website, Stusy the materials and find out which brand has been the pick of the editors of the “Edmunds” who actually the experts
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in autos; 2. Find out the sales volume of this Edmunds’ editors’ most wanted car Passat (together with its evolved models) with that of Japnese “Accord “ which has been the champeign in this class of cars in China and comment on the relationships between the brand power and the sales volume.

Comparison Tests 2003-2004 Family Sedan Comparison Test Introduction By Edmunds.com Editors Date Posted 12-23-2003 Sport-utility vehicles may be all over the road, but for most people, the midsize sedan remains the most practical and affordable way to drive to work or pick the kids up from school. In the past, family sedans were easily
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dismissed as dull, flavorless cars that people bought because they needed them. While today's batch will still be purchased out of necessity, these are no longer the boring cars that you remember. They're fast. They're stylish. They're spacious, comfortable and even luxurious. And a few of them handle like sport sedans. All of this works in the buyer's favor, as you're likely to end up with a car that serves your needs while offering a few bonuses that make the ownership experience enjoyable — or even entertaining. Although we conducted a four-car Premium Family Sedan Comparison Test two years ago, it had been a long time since we did a full-scale test of this large segment. So we gathered together all the strong candidates from the last two comparison tests, along with all the recently redesigned cars and newcomers — ultimately capping the field at 10 sedans.
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This group includes the freshly reworked Chevrolet Malibu, Honda Accord and Mitsubishi Galant, and newcomers like the sporty Mazda 6 (a replacement for the old 626) and the Suzuki Verona. Also on the guest list was our defending champ, the Volkswagen Passat, along with such perennial contenders as the Nissan Altima and Toyota Camry. (The Camry SE V6 was fitted with a bigger engine for 2004 to better enable it to do battle with the V6 versions of the Accord, Altima and Galant.) We then filled in the ranks with value leaders like the Chrysler Sebring and Hyundai Sonata. As in other comparison tests we conduct, the sedans were evaluated on the basis of a comprehensive 23-point evaluation, feature content, their performance in instrumented testing, price and each editor's personal and recommended rankings (see the Scoring Explanation for further explanation). With such a large field of highly qualified
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sedans, the competition in this test was cutthroat — there was a spread of less than seven points between the first-place and fifth-place cars. Although we definitely feel that the winner of the test is the best all-around family sedan, any car that finished in the top half of this test would make a satisfying addition to your household. Comparison Tests 2003-2004 Family Sedan Comparison Test Conclusion By Edmunds.com Editors Date Posted 12-23-2003 After spending time with the 10 cars in this test, it was evident to us that a great many modern-day family sedans aspire to do more than merely get you where you want to go in reasonable comfort and safety. Some of them want to be luxury sedans. Others see themselves as sport sedans. And quite a number of them offer comforts and
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conveniences that make them downright pleasurable to drive. The Accord won by virtue of the fact that it's strong in all areas: Its interior is attractive, roomy, high in quality, loaded with features and as ergonomically friendly as you're going to get and, out on the road, it handles capably and goes fast. And the Honda puts together all of these attributes for a price that undercuts comparably equipped cars. The Mazda 6 finished less than four points back from the Accord, a significant feat because the smaller 6 is biased more toward sport than practicality. To have it finish this high suggests that it's more qualified for family duty than we previously thought, thanks to the availability of important safety and convenience features and its unexpectedly smooth, quiet ride. The Camry was the second most expensive
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car in this test, not to mention a little bland, but its roomy, user-friendly cabin; quiet ride; powerful new 3.3-liter V6 engine; and extreme level of refinement helped it overcome those obstacles. If price is not your number-one concern in buying a family sedan, the Toyota could be a great fit for you. Although the Altima's interior design and materials still need work, this car was a favorite with editors. Two years after the introduction of the current generation, this is still one of the fastest, roomiest, most comfortable and most fun-to-drive cars in this price range. Credit goes to Nissan for pushing the issue of performance to the forefront of the family sedan segment. Despite the fact that the Volkswagen Passat costs a lot and is no longer one of the most spacious or powerful cars in the segment, this is the one car in the group that looks, feels and drives like an entry-level luxury sedan.
155

When asked to rank the cars in order of personal preference, every editor who participated in this test picked the VW first. Inspired by the Altima's sales success, the 2004 Mitsubishi Galant has arrived on the scene with an equally potent V6 engine and even greater back-roads handling potential. It also has a spacious, comfortable interior. Although mediocre interior materials and some key omissions on the equipment list kept it from finishing higher than sixth in this test, those who can overlook its rough edges will like the sport sedan underneath. The redesigned Chevrolet Malibu is a promising sign of things to come at General Motors. Its roomy, comfortable cabin is filled with thoughtful conveniences, while an unexpectedly potent V6 engine and a well-tuned suspension make for a pleasant driving experience. Unfortunately, a bland approach to interior design, along with build
156

and materials quality problems, will keep it on the fringes of a segment dominated by polished imports. The Hyundai Sonata and Chrysler Sebring found themselves in the eighth and ninth spots. Although the Hyundai, in particular, could have appeal for bargain hunters, neither car presents the quality interior furnishings or refined driving demeanor offered by the higher finishers in this test. Suzuki's Verona brought up the rear of this 10-car comparison test. Despite its handsome styling and reasonably well-appointed interior, it desperately needs a more vigorous engine, more composed handling and a set of side airbags. Until Suzuki gives it a few upgrades, this car is for undemanding value seekers only.

Case-studies 2.
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Directions: The following table is the findings on “sina” on “The Most Observed Cars of the Month in China ” of June, 2010. Please classify the brands of cars in light of country of origin and the relationship between the sales volume and their standings in the table.

2010 年 6 月最受关注车型综合排行 排 车型点 新闻 搜索 口碑 网友 车型 名 击 数 次数 积分 点评 0 176585 途观 0 0 3773 76 1 1 0 明锐 915408 59 0 3231 18 2 0 117426 速腾 0 0 4603 20 3 3 0 荣 威 137698 10 0 2685 52 4 350 8 0 腾 翼 437454 56 0 0 44 5 C30 0 103468 科鲁兹 0 0 4470 33 6 2
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总分 39 31 28 25 21 20

2010 年 6 月最受关注车型综合排行 0 7 0 8 0 9 1 0 1 1 1 2 1 3 1 4 1 5 1 6 1 高尔夫 536226 21 雪铁龙 441312 5 C5 景程 迈腾 285651 22 865533 0 0 0 0 0 0 0 0 0 0 0 0
159

5131 20 2181 198 499 8

20 20 20 19 18 15 11 11 11 10 10

2148 87 3865 59 0 42

世嘉三 340128 0 厢 英 朗 455556 56 GT 奥 迪 106987 0 Q5 2 新宝来 974796 35 朗逸 932289 0

2724 15 2821 15 2830 12 2033 15 4204 8

115576 ix35 0 2 福克斯 473955 17

2010 年 6 月最受关注车型综合排行 7 1 8 1 9 2 0 两厢 标 致 400458 44 307 酷熊 天籁 47355 52

0 0 0

2747 16 755 1

10 10 9

494463 49

1431 15

Assignment: 1. Study and practice on the telephone making on P. 18-21 on the “ Reading Materials: Sophisticated MBA English as Competitive Edge” with your partner and beprepared for class performance in impropmntu situation. 2. Go over all previously studied exprtessions for translation next time; End of Lecture 10

Lecture Eleven Some Priority Commercial Papers
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and Business Writings
I. Expressions:
1. *****----- handling bank: 经办行, handling personnel 2. *****------issuing bank: 出 票 行 , 开 证 行 ; issuing firm ; (证券)发行企业 3. *****accept vt. Acceptance n. 承 兑 . Accepting bank; 4. confirm vt. 1.2.***** 保 兑 ; confirming bank 5. advising bank :通知行 6. *****------- negotiate 1.谈判 2.*****-----议付 negotiating bank; 7. *****---- documents n. (in foreign trade, = 单据) 8. *****---- documentary letter of credit 跟单信 用证 9. *****---确认书对交易的有关当事人具有约束 力。A confirmation

is binding upon
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party concerned. to the transaction. 10. or advising bank: or Advised through: 11. *****------expiry date v.s maturity date 到期日 12. *****=---draft = bill of exchange 汇票、 draft at sight = sight bill 即期汇票; 13. *****----- drawn on …. 在。 。 。 。账上提款 v.s drown by sb 由 sb 提款 14. consign vt 发 货 consignee v.s consigner 15. *****---- against 的特别用法:1. = 凭 The relief shall be released to the victims against their ID cards. /Those invoices shall be claimed back for expenses against the signature of the boss. 16. *****----- Pro rata 递增,递减; 17. partial 部分地 18. *****------ chargeable banking 19. negotiable a 可转让的 20. *****----- to open an account with a bank; 21. to

debit/credit
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this amount

to

an

account 借/贷记我册.

III. Supplementary Materials for Undergraduates of Dept. of Finance Economics & Management School, Wuhan University Case-studies I. Documentary Letter of Credit BANK DUBAI BRANCH DUBAI, U. A. E. IRREVOCABLE Date: July 1, 1998 -TARY Credit No.: 09534 DOCUMENT L/C OF ENGLAND,

By Cable Confirmation ___________________________________________ ______________________ Advising
163

bank:

Applicant: Bank of

England,

Shanghai,

China I s l a m i c E l e c t r o n i c s T

164

r a d i n g C o . L t d Through Bank of England, Dubai, U. A. E Dubai, U. A. E. ___________________________________________ ___________________ Beneficiary: $500,000 ( Five hundred Changhong Import & Export thousand U. S. dollars only )
165

t: US Co. Ltd

Shanghai, P. R.. Expiry Date: November 1, 1999 in

China

Shanghai for negotiation. ___________________________________________ ______________________ Gentlemen: We hereby issue in your favor this documentary letter of credit which is available by negotiation of your draft at sight drawn on Bank of England, Dubai Branch bearing the clause:“Drawn under documentary credit No. 09534 of Bank of England, Dubai Branch ” accompanied by the following documents: 1). Complete set of clean on board ocean

bills of lading

originally

approved by a Chinese official institution plus five non-negotiable copies made out to order and endorsed in blank that notifies the

consignee at Port of Dubai of
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the United Arab Emirates; 2). Commercial invoice in seven copies, all are to be approved by a Chinese official institution; 3). Packing List and Weight Note in six copies; 4). Certificate of Origin in ten copies issued by an official institute; 5).

Insurance Policy

or Certificate

issued by the People‘s Insurance Company of China endorsed in blank covering marine and war risks including sixty days at customs warehouse of Dubai, U. A. E.; Terms of Shipment: Shipment: from Shanghai, the People‘s Republic of China to Port of Dubai, U. A .E. not later than October 31, 1999; Covering Goods Description: Changhong Color TV sets 1,000 ( one thousand only ) pieces, as per Sales Confirmation No. CIE 684903 covered by Islamic Electronics Trading Co. Ltd, Confirmation Order No. 913 which must be shown on all invoices. Consignee and Order placed by: Islamic
167

Electronics Trading Co. Ltd., P. O. Box 216, Dubai, U. A. E. Country of Origin: The People‘s Republic of China. Documents to be presented within 15 days of the date of the bill of lading.

Partial shipment may be made against

pro rata drawings.
Transshipments permitted on through Bill of Lading. Special Conditions: Any bank charges which are

for

opener‘s account

must be claimed not

later than the date of presentation of documents. Two Certified Invoices and one negotiable Bill of Lading are to be sent by cable directly to the consignee by the negotiating bank that are to confirm that they have done so. We hereby engage with drawers and / or bona fide holders that drafts drawn and negotiated in conformity with the terms of this credit will be
168

duly

honored on presentation and that drafts

accepted within the term of this credit will be duly honored at maturity. The amount of each draft must be endorsed on the reverse hereof by the negotiating bank. Please debit this amount to our account with your bank. !!!!!! ―We shall offer you a 60 days credit.‖ III. Recall 4 ―C‖ and Read Collection Letters (= Reminders ) 催还款信 Please do not jeopardize your excellent credit standing with our firm over so small an amount!

I. Values Today: A firm‘s core competency to a
169

substantial extent can be seen in its ability to win contracts. Business Topic : Management Business Skills: Managing projects. II. Stresses of Teaching: I ) Parties involved in Management of a Physical project and their interactions; II ). Tender Documents and Bidding Documents: III Language Points: *****-------- continued success, robust growth, sustainable growth; address problem to meet a needs. ; vision, vision statement; norms, *****----- needs and wants; consultancy ; rating; ranking, standing; *****----brain storm; *****----- product placement ; solution; alternative pros and cons *****---- as an alternative to sth, *****----- priorities; in time, within the budget; be ahead of schedule, behind the schedule; 2.( expressions for reference) : ****----preliminary project feasibility studies; opportunity studies; project evaluation, parties to a project, client/owner of a project, consulting industry,
170

*****------FIDIC; Invitation for Bids; Lump sum project, Negotiated project; measurement pricing; *****--Bill of Quantities; *****---over-run in time/cost; under-run in quality and performance; 3. other expressions with “*****---”, colored or boxed in the lecture; PMP; Open tendering Selective bidding ; pre-qualifications ; entrants ; Bid Bond; Performance Bond, Nominated Issuer of Bonds. Bid Reviewing; Contract awarding, infrastructure build-ups, capital construction, *****----- capital improvement program;*****----project identification;*****------ scope of work; *****specifications; II ). Sentence Patterns: (ask students to make sentences after the patterns) 1.*****----They are to implement the project on invitation for bids; 2. *****--- They have made break-through in
171

3.

4.

5. 6.

technology Under the preferential policies of the People‘s Municipal Government of Wuhan, they shall also have access to funds. If they mean to compete against the foreign MNEs in price and performance, they have to manufacture the product on mass scale. They are to undertake a capital improvement of their existing facilities and equipment. They succeeded in becoming pre-qualified/short-listed;

IV. Activities I ). Check up previous assignment : . 1. Simulated telephone-making in pair, Students are picked out randomly; 2. translation of previously assigned expressions; II ). Reading Text “Branding ” New expressions and sentence patterns in the text:
172

III ) *****--Coaching : 1. Illustrating the operation of a physical project on the part of a client: Parties and Stake-holders to a Project Parties concerned to a given Project Consultants/advisors ( designer, engineer, surveyor) Contractor and suppliers Stake-holders Bank/lender; Indirect investors; Other non-financial institution lenders *****----- The relationships and operation of
173

Parties to a given project

Client

Designer

Engineer Surveyor

Contract or Notice: designer is also termed as architect, client is also termed as customer in other books.

2. Leading Approaches to Selecting Consultants and Contractor/suppliers; 1 )Selection of consultants (award commission )/ : on presentations, interviews and negotiation:
174

2 ) Selection of contractors (award construction contract): on ―Invitation for Bids‖ 3. The Tender Documents and Bidding Documents: nature and function: 1). Tendering Documents A. Notices to Bidders; B. Drawings; C. Specifications (also referred to as technical requirements); D. Contract Conditions (General conditions, Special conditions); E. *****-------Bill of Quantities; ***** 2). Contract Documents: A. Drawings; B. Specifications; C. Contract conditions; D. Bill of Quantities; E. Consultants instructions during the Project Implementation
175

IV ). Case-study: A Dialog on Facts about the PMP H: May I come in? S: Come in, please. H: Excuse me, but are you Prof. Sun? I am Hu Xin. My father referred me to you for advice on what kind of graduate program to take. S: Right, right. Take a seat. Now tell me, what problems and ideas do you have in mind. H: Well, I believe my father gave a profile of me yesterday. I am 26, a loan officer of a CCB branch in this city. I find the competition is becoming increasingly fierce in financial industry. I plan to go for a master degree when I am still young. I am prone to work in current organization. There are MBA, MPACC and CFA, the point is that I am not sure which one is most suitable to me. S: I see. Actually, I‘ve been thinking over the problem since your father calling me yesterday. In your case, you may take PMP
176

(Project Management Professional) H: Why, Prof. Sun? I find nearly all of my colleagues are choosing among the above-mentioned three. S: Right, that‘s the very reason why I insist you take PMP. To be frank with you, although PMP is an emerging degree, it can not be too suitable to you! H: What do you mean, Prof. Sun? S: Just think, ours is a developing country with robust momentum of economic growth. Real economy and capital projects have the lion‘s share in national economy. In current global financial crisis, China‘s government has unprecedented scale in infrastructure investment. This definitely involves immense project loans and project management professionals from the financial institutions. H: This sounds right, but none of the banks‘ credit departments is understaffed. S: You are wrong. Just think, banks either incur excessive non-performing loans or are unready to make loans. All these boil down
177

to the fact that banks are incompetent in project management. H: In fact, we have had a lot of training these years. S: What kind of trainings are they? H: Such as project evaluations and invitation for bids. S: You should know that such trainings are fragmental and far from enough. Project has its full boy of knowledge. Specifically, it has nine areas of knowledge and five processes groups. The invitation for bids you mentioned pertains to “Procurement Management” , one of the nine areas of knowledge. It is well-known that risks and uncertainties are exchangeable. Only by mastering this nine areas of knowledge and five processes groups, can a bank be in the position to control project risks and wouldn‘t be unready to make loans. H: Prof. Sun. you really shed light on my understanding of my problems. But, what are nine areas of knowledge in project management, specifically?
178

S:

Scope, time, cost, quality, human resource, communication, risk, procurement and integration. H: What about those five processes group? S: They are initiating processes, planning processes, executing processes, controlling processes and closing processes. H: I see. By the way, Prof. Sun, I‘ve heard a lot about the internationally accepted practices in project management. What are they exactly? S: They are “Rules of Game”by the “World Bank‘s Guideline to Procurement ”and the Terms and conditions of the FIDIC. In reality, they are frame-work of rule of game for project clients‘ to select parties concerned to a project, such as consultants, contractor and suppliers. H: Sorry, The term“FIDIC”is widely heard of, yet, I still don‘t know what it is. S: It‘s incredible for a person to study project management without knowledge of FIDIC. It‘s the transliteration of French “Federation Internationale Des Ingineures Councles”. It‘s
179

a powerful organization. In international competition for projects, the “ recognized qualifications ” usually stands for FIDIC membership. Without such qualifications, no business is in the position to compete for design or supervision commission. H: China must have long been a FIDIC member I think. S: Not at all. Although China has been one of the five standing members of the UN Security Council since 1970s, yet, not until in 1997 was China taken in by the FIDIC, which accounts for poor performance of China‘s engineering consulting industry in world market H: I see. It seems there‘s a lot to study in project management and prospect of PMP is really encouraging. I seem interested in it. I am very grateful to you, Prof. Sun. It pays for me to have come to you today. You are most welcome to come to my home. S: Welcome. Please remember me to your parents. H: Sure, By-bye !
180

S:

Bye!

Assignments: 1. Think over the questions: project management means different thing to different people, from the perspective of client, consultants and contractor, what can be their project management objectives? 2. Review the first case-study and be prepared to talk in the next lecture about the operation of different parties to a physical project: End of Lecture 11

Lecture Twelve Contract
I.

International Business

Values Today: In business world, all
obligations, duties, commitments, pledge, assurance and so on in the end stand for debts. While help, assist, intention, letter of intent etc. are not binding upon the person
181

involved.
Business Topic : International Business Contract *****-----Business Skills:

Contractual

Language.
II. Stresses of Teaching: I ) Contractual language Distance; Long distance, formal language; II ). Contractual grammar, diction and sentence patterns: 1.” Can” should not be used, instead, “be in the position” to or “be entitled” to 2). “can not” should not be used, instead, “fail to do sth” 3). “If” should not be used, instead ,1 ) “In case/event/situation” where…, or under condition where…, 2) or simply “where….” *****----- 3) *****------inverted order should be used with “Should” put at the beginning of the sentence: Case: 如果买方不能在合同签订的一周内缴纳定

金,卖方将有权将合同转让给第三方。 从句:
182

A. In case where the Buyer fails to make the down payment within one week after concluding the contract, B. Should the Buyer fail to make the down payment within one week after entering into the contract,

主句:
the Seller would be in the position (or entitled ) to

assign the contract to a third party.
4. “According to” should not be used, instead, “Under, in accordance with, pursuant to, in light of , *****-on a… basis” e.g.: Under this provision, retained earnings shall be distributed to the employees in light of their performance. *****----- more challenging expression: Under the contract, the Buyer ’s failure to make the down payment within one week after concluding the contract shall entitle the Seller to assign the contract to a third party.
183

*****-----Priority Expressions 1. *****----Merchandising firms v.s manufacturing firms *****---- business processes 业务流程 ; S. P: 我们正就共同研发这一装置与一家在加州 工商管理局注册的美国跨国公司进行谈判, 迄今由 于知识产权问题,谈判尚未取得重大进展。 *****---- Negotiate with sb over sth. ―We are negotiating over the joint R & D of the device with a US MNE registered with the Business Administration of California. So far, no substantial progress has been made at the negotiation owing to intellectual property right issues. ‖ ***** 公司成立日期: Date of Establishment of the Company. ???????? Date of Incorporation: 2010-12-19 Locality of Incorporation: Wuhan, the PRC. *****--------认缴资本 capital subscribed *****--------注册资本 registered capital
184

出 资 , contribution of investment/or investment contributed n *****-----be in /out of proportion to 成比例
*****--------------*****------ 投资回报应该以现金形式按出资比例 分配给股东。 *****-----经 营 范 围 : scope of business/operation/activities;

sth be binding upon party concerned = the party concerned is bound to do sth.
*****------向清华出版社应交付成果的第一部分:课文及练习

185

Chapter 12 ADVANCED INTERNATIONAL BUSINESS CONTRACT Text A A Sino-US Joint Venture Contract Chapter 1, General Provisions 总则 (1 introducing the contracting parties to the contract, contracting principles and backgrounds. ) This contract is made by and concluded between the Chinese Hubei Yangtze Mining Works Co. Ltd and the US Carcell Drilling Co., Inc. in accordance with the ― Law of the People‘s Republic of China on Joint Ventures Using Chinese and Foreign Investment ” and other relevant Chinese laws and regulations, adhering to the principle of equality and mutual benefit and through friendly consultations. (2 introducing the purpose of the contract. )Both parties agree to jointly invest to set up a joint venture enterprise in Wuhan, Hubei Province of the People‘s Republic of China. (3. introducing terms and conditions)The terms and conditions both parties agreed upon are as follows. Chapter 2 Parties to the Joint Venture
186

Article 1 Parties to this contract are as follows: the Chinese Hubei Yangtze Mining Works Co., Ltd (hereinafter referred to as Party A ), registered with the Business Administration of Wuhan, Hubei Province of the People‘s Republic of China,Its legal address is at Liberty Road, District of Wuchang ,Wuhan, China. Legal representative: Name: Xuhua P o s i t i o n : P r
187

e s i d e n t o f t h e b o a r d o f
188

d i r e c t o r s

189

190

The US Carcell Drilling Co., Inc. ( hereinafter referred to as Party B ), registered with the Florida State Business Administration of the USA. Its legal address is at the 10th, Avenue of West Palm Beach, State of Florida, of the USA. Legal representative: Name: Adam Smith Position: President of the board of directors Nationality: the USA Chapter 3

Incorporation of the Joint
191

Venture Company Article 2

In accordance with the ― Law of the People‘s Republic of China on Joint Ventures Using Chinese and Foreign Investment ― and other relevant Chinese laws and regulations, both parties to the joint venture agree to set up a mining machinery joint venture limited liability company (hereinafter referred to as the venture company). Article 3 The name of the joint venture is Nancell Mining Machinery Joint Venture Limited Liability Company. The name in English is Nancell Mining Machinery Joint venture Limited Liability Company. The legal address of the joint venture company is at Liberty Road, District of Wuchang ,Wuhan, China. Article 4 All activities of the joint venture company shall be governed by the laws, decrees and pertinent rules and regulations of the People‘s Republic of China.
192

Article 5

*****----- Priority

Area
The organization form of the joint venture company is a limited liability company. Each party to the joint venture company

is liable to

the

joint venture company within the limit of the

capital subscribed

by it. The profits,

risks and losses of the joint venture company shall

in proportion to their contributions of the registered capital.
be shared by both parties to the joint venture

Chapter 4 The Purpose, Scope and Scale of the Production and Business Article 6 The purpose of the parties to the joint venture is
193

in conformity with the wish of intensifying the economic cooperation and technical exchanges, to

enhance business performance
and ensure satisfactory benefits for each investor by improving the product quality, developing new products, and gaining competitive edge over the competition in the world market in quality and price through advanced and appropriate technology and scientific management. Article 7 The productive and

business scope of

the joint venture company is to manufacture mining machineries, to provide maintenance services after the sale of the products, to research and develop new mining machinery. Article 8 The production scale of the joint venture company are as follows: 1. The

production capacity is 50-ton
194

dumpers eight thousand annually after the joint

venture

is put into operation.
The product

2. The production scale shall be increased up to ten thousand annually with the joint venture‘s

business expansion.

varieties may be developed into 55-ton and 60-ton dumpers after the market study is conducted by the professionals of the both parties in due time.

*****----- Priority Areas
Chapter 5 The Amount of Investment and the Registered Capital Article 9 The total amount of investment of the joint venture company is RMB two hundred million yuan only. Article 10 Investment contributed by the parties is Chinese RMB yuan which will be the registered capital of the joint venture. Of which, Party A shall contribute one hundred and twenty million RMB, accounting for sixty percent; Party B shall contribute eighty million
195

RMB yuan, accounting for forty percent. Article 11

Both parties will contribute the following as their investment:
Party A: Cash: forty million yuan; Machinery and equipment: fifteen million yuan; Premises: forty million yuan; Right to the use of the site: fifteen million yuan; Industrial property : five million yuan; Miscellaneous: five million yuan; totaling one hundred and twenty million yuan in all. Party B: Cash: fifty million yuan; Machinery and equipment: twenty million yuan; Industrial property: six million yuan;

Miscellaneous:
196

four million

yuan, totaling eighty million yuan in all.

Party

B‘s

contribution

shall

be

translated in accordance with the exchange
rate between the US dollar and the Chinese RMB to be quoted on the date of the signing of this

other than cash shall come from the Asset appraisal reports by recognized certified public
contract. The values of the assets accountants. Separate contracts shall be concluded

with regard to the use of the industrial
property rights contributed by the both parties as investment in the future joint venture company. Article 12 The registered capital of the joint venture company shall be paid in four installments by both parties in proportion to the total of their investment. Each installment shall be in place on the same date, with percentage specified as follows: The first installment: sixty percent;
197

The second installment: twenty percent; The third installment: ten percent; The fourth installment: ten percent. Article 13

In case where any party to the joint venture intends to assign all or part of his
investment to a third party, consent shall be obtained from the other party to the joint venture, and the approval from the examination and approval authority shall be required, too.

Should
party shall have

one party to the joint venture

assigns all or part of his investment, the other

the first refusal.

Chapter 6

Responsibilities of Each
198

Parties to the Joint Venture Company Article 14

Party A and Party B shall be respectively responsible for the following matters: Responsibilities of the Party A: Handling applications for approval, registration, business license and other matters concerning the incorporation of the joint venture company form relevant competent department in charge in China: Processing for applying the right to the use of a site to the authority in charge of land; Organizing the design and construction of the premises and other engineering facilities of the joint venture company; Providing cash, machinery and equipment and premises in accordance with the stipulations in Article 11;

Assisting Party B for processing import
Customs declaration for the machinery and equipment contributed by Party B as investment and arranging the transportation within the Chinese territory;
199

Assisting the joint venture company in
purchasing or leasing equipment, materials, raw materials, articles for office use, means of transportation and communication facilities, etc.;

Assisting

the joint venture company in

contacting and settling the access to such fundamental facilities as water, gas, electricity, roads, telecommunication, etc.;

Assisting

foreign employees in applying

for the entry visa, work licenses and processing their traveling matters;

Responsible for

handling other

matters entrusted by the joint venture company. Responsibilities of the Party B Providing cash, machinery and equipment, industrial property in accordance with the stipulations in Article 11, and responsible for shipping capital goods such as machines and equipment outside China, etc.;
200

Training needed technical personnel for installing, testing and trial production of the equipment, as well as the technical personnel for production and inspection; Training the technical personnel and workers of the joint venture company; In case where Party B is the licenser, he should be responsible for the stable production of qualified products of the joint venture company in accordance with the designed capacity within the stipulated period; Responsible for other matters entrusted by the joint venture company.

Lecture 13. Business Contract & Coach Session *****---- expressions:
1.*****-----Stipulate vt. Specify vt. 规定 2. *****--- ingredient prescription 原料配方
201

3. *****----- royalty n. 据我所知, 对合资企业外 方品牌使用费的支付占到利润的 20%。 4. *****------- exclusive agency/dealer in sth. 5. *****------ board of directors / directors off the office. 6. *****------- term of office n. 任期 7. ***** major/substantial/material issue. 重大事 件

interim payments/interim certificates.
8. *****----- interim a 临时的, 9. Text B. 10. *****----- the management office ;总裁办 11. *****----- allocate v.s distribute 分配 。 12. *****---expansion funds v.s development funds n 13. *****----- set aside vt. 14. fiscal year 财政年度 15. audit 审计 16. duration = length of time = term

Articles of Incorporation (US)= Articles of
17. *****---202

Association. (UK)公司章程;
*****根据公司章程,离任董事有权每年享受五万 美元公司福利。 18. *****--- liquidate vt. 清算 v.s settle. ment 19. 破产: go bankrupt 20. 拍卖: auction. *****---- Put sth to auction. 21. 按揭 to buy sth on mortgage; 22. *****--- claim damages 对违约金提出索赔 23. *****----- 违 约 罚 金 n.

liquidated

damages

24. *****----exhibit to the contract v.s appendixes to the contract . 25. *****---- Force Majeure n.不可抗力 26. *****----testimony issued by public notary office; 27. *****-------- discrepancy n.出入,歧义; 28. prevail vi. 1.2 prevail over sb/sth.

Be doomed to go bankrupt
203

You are prevail !!!!. I

bound

to

End of Contract

Part II Coach Session:
08WTO 商学专业英语试卷 H Paper H/H 卷

WTO School of WTO Studies, Wuhan University MBA WTO 2008 级商学班《专业英语》考试试卷
出题人:桂国平 考试形式:闭卷 考试时间:2011 年 月 日 150 分钟 姓名(中文)_______ 学 号 ( 本 班 )_______ 记分_______ 严正声明: 为方便起见, 其他题答案或翻译写在另外的答题 纸上,第 V 大题直接在试题册上做,故试题册和答 题纸必须同时夹在一起上交,违者试卷作废 I. Concept check and comment : ( 8 points ) Directions : Write your answer onto the Answer
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WTO 学院

sheet 1. What is the distance in language communication, the principles and handling ? Or 2. 4 “C” principles in language communications? II. Translate the Following Business Terms into English (60 * 0.5 = 30 points ) 1. 息差/价差 2. 损害赔 偿金 3. 股份转让 4. 60. 公司理财 III. Translate the Following Sentences into English (5x5=25 points) 1. 一旦我们公司上市, 我们就能够从资本市场上搞 到资金,我们发行股票的钱可以用来对现有的 设备设施进行技术改造融资。 武汉大学是中国教育部直属的最著名的综合性大 学之一, 通过选修 TWO 课程, 我们能够接触到一 些著名教授的授课。.

。 IV . Translate the Following Sentences into Chinese (22 points)
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I ) Part of A Dialog on Buying a Car on Mortgage: II ). Some of the Articles from A Joint Venture Contract. V. Translate the Following Balance Sheet /Statement of Cash Flows into Chinese : (15 points ) Directions: Write the Chinese expressions right beside the English terminology in the financial Statement. You don?t need to write the figures. 11

III Language Points: *****-------- logo; intangible assets; corporate image; plaintiff ; piracy; industrial property right; *****---intellectual property right; claim; controversy ; settlement; compensation; damages; press/news conference;
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2.( expressions for reference) : ****--- ambiguous term ;*****---- interpretation; testify ; legal language; contractual language; arbitration;*****----- ruing, ; 3. other expressions with “*****---”, colored or boxed in the lecture; Be subject to …; resort to ; appeal to the law; II ). Sentence Patterns: (ask students to make sentences after the patterns) 1.*****----They accuse the chemical plant of polluting the river; 2. *****--- They charge the chemical plant with polluting the river. 3. They launched /bronght a claim against the client of the project for failure to make the interim payment under the contract. 4. The judge found him guilty of palnned murder; 5. They were found innocent of unauthorized use of their intellectual property right; 6. He was sentenced to a 12-years imprisonment
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/death. 7. We are awarded a damages of $300,000 for dissipation of our industrial property right; 8. This law-suit originated from the different interpretations of an ambiguous term in the contract by both parties to the joint venture.

IV. Activities I ). Check up previous assignment : 1. Think over the questions: project management means different thing to different people, from the perspective of client, consultants and contractor, what can be their project management objectives? 2. Review the first case-study and be prepared to talk in the next lecture about the operation of different parties to a physical project:

II ). Reading Text “Business law ” New expressions and sentence patterns in the text:
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III ) *****--Caoching : 1. Key to writing a good piece of “News Release”: P. 122-123: 2. Case-study

News Release Dengfeng-Citroen Automobiles releasing party) Hangyang, Wuhan, 410087 Wenmin Xu, Publicity Director (86) 027- 76884392 Co. (news

Qiang Liu
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(medium)

The Editor Guide to Cosumers Hankow, Wuhan, 420087 (86) 027- 68793025 FOR RELEASE AFTER time the news should be released) At 19:00, 2010-7-16 (at the

Citreon “LANDSCAPES” 1.4i

(标题)

CARRIED OFF 2001‘ CHINA ENVIRONMENTAL PROTECTION PRIZE Beijing, November 1, 2009. In the People‘s Great Hall in Beijing and based on the data of tests and on the opinions of the reviewing board made up of 23 nationally and internationally predominant experts, the ― 2009 ‘China Prize for Auto Environmental Friendliness ‖ went to Citreon ―Landscapes‖, an economical car with displacement of 1.4 i made by (DCAC) Deng-feng /Citreon Automobile Co. Located in Wuhan.
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The ―Landscapes‖ makers are awarded the prize for their forward-looking sense of environment protection and competence to meet the world‘s toughest environment-protecting standard. The ―landscapes‖ is the first car in China to use natural gas which is not only plentiful in China but also economical and pollution-free. According to the random sampling , the car can meet European Emission Standard IV (acceptable in the USA and Europe up to 2015). DCAC regards the honor as a push to their technologic innovation and announces to be fully open to suggestions for further improvement of such technology and to employ it to a wider range of models of their cars.

Assignments: 1. Study the above news release and find differences between a news release and a report on a national or local news paper.
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2. Work out a newsrelease in the place of the management of your organization. 3. Go over all expressions previously learnt for this wil play a leading role in your final. : End of Lecture 12

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Courseware: MBA Professional English I

MBA BUSINESS/PROFESSION ENGLISH
Of Wuhan University
Instructor: Prof. Guoping Gui

I

For MBA Candidates of Economics & Management School

对评审专家的特别说明: 本人认为,PPT 作为授课演示手段是非常适合 MBA 专业课程和公共英语的教学的,因为它们教学的重点是 提纲挈领,抓住与理解框架似的东西加之案例。以公共英语的教学为例,其教学重点是“篇章的理解” ,因此, 听力和阅读理解在教学中占主导地位,在几乎所有的考试中它们占总成绩的的 60%,并且,考生常常被问到这样 的问题: “What is the rough/main/basic/essential idea of the passage/paragraph?” 。反观《MBA 商务英语》教学,我 们认为,商务英语教学的重点已经不是“对篇章大概意思的理解” ,而是对微观的某一个术语乃至单词意思最精 准的理解,甚至同一个单词后面是否带“s” ,意思大相径庭。总之,我们是微观地研究分析问题,特别是要及时 地演示即席翻译。相对我们的教学目的,WORD 文档比 PPT 更适用,这就是为何我提交的是 WORD 文档而非 PPT 文档课件,特此说明。 (本人对全商学院开的《哈弗商务谈判》和其他课型和讲座使用的 PPT, 如需要马上提供。 ) Notice to Reviewing Experts of the Course: To me, PPT as a teaching means of presentation is on the whole suitable for the teaching of other courses of the MBA curriculum and general college English because the focus of their teaching is to grasp of the outlining or frame-work of the course assisted with some case-studies. Take the teaching of general English for example, its focus of teaching is “comprehension at discourse level”. So both listening and reading comprehensions have the lion?s share in the teaching and studying. Students are frequently asked such questions: “What is the rough/main/basic/essential idea of the passage/paragraph?”. Unlike the teaching of the above-mentioned courses, the focus of “MBA Business English” is no longer the rough comprehension of a passage/paragraph, instead, we care about the most accurate meaning of an individual expression even a word , as a word ?s ending with or without “s” can make drastic difference. In brief, in this course, we take a microscopic study of things at sentence or expression level. In particular, we need to present impromptu translations in class. For these purposes, WORD is more suitable than PPT. That is why I submit the courseware in WORD than PPT system. (I use PPT in the course of “Harvard Business Negotiating” for ordinary master students of the whole Economics and Management School. The PPT materials furnished upon request. )

Text book:

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