一、 词汇词组（10个，英翻中）
job title 职别 shipping lines 航运公司 personnel manager 人事主管 customs officer 海关人员
packaging 包装 duty checking 关税检查 marketing director销售主管 Chamber of Commerce 商会 publicity controller 宣传主管 Certificate of Origin 货物原产地证明书 managing director 常务董事 layout 布局，安排，版面设计 house style 印刷风格，独特风格，排字风格 letterhead 信头 logo 专用标记，标记，商标 records for the files 文件记录 trade exhibition 商品交易展览会 company stand 公司展位 delivery date 交货日期 printed matter 印刷品 relative merits 优缺点 head office 总公司 board 董事会 health and safety provisions 健康与安全规定 safety regulations 安全规程，安全规定 divisional personnel manager 部门人事主管 clerical grades 文书人员职系 abbreviations 缩写，缩写词 make a firm offer 下订单 staff turnover 员工交替 parking lot 停车场 concentric circles 同心圆 fiscal year 财政年度，会计年度 Branch Offices 分支机构 General manager 总经理 marketing dept. 营销部 photocopying room 影印室 purchasing dept. 采购部 sales dept. 销售部 shipping agent 运货代理商 freight forwarder 货运代理行，转运行
二、 缩写（5个） PS -- postscript p.p. -- per pro (on behalf of) c.c. or cc -- Carbon copy to (often now a photocopy) – or cubic centimeters
insurance broker 保险经纪人 credit insurance 信用保险 Bill of Lading 提货单 Sea Waybill 海运单 Air Waybill 空运单 Shipping Note / Shipment Advice 装船通知单 Dangerous Goods Note 危险物品通知单
Certificate of Insurance 保险证明 order book 订货簿 shipping date 船期，装船日期 money-back warranty 退款保证
Samples of Merchandise 货物样品 public relation 公共关系 in good shape 完整无损，处于良好状态，健康情况良好
sole supplier 唯一供给者 trade journal 行业杂志 yellow page 电话黄页 confirmed irrevocable letter of credit 不可撤销的保兑的信用证 import license 进口许可证 special introductory price 新产品特价 bill of exchange 汇票 house bills 公司汇票 inventory position (BR. stock position) 库存水平 interest charges 利息费用 bad debt 呆账（收不回的账） debt collection agency 债务托收代理 trade&bank reference 银行征信（银行提供有关商号信誉等情况） pay-back date 付费日期 business card 名片 Ref. -- Reference (number) ASAP -- as soon as possible Rd -- road
CEO -- chief executive officer MD -- managing director
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c/o -- care of Inc. -- Incorporated Attn -- for the attention of b/f -- brought forward POB -- Post Office Box c/f -- carried forward Eg or e.g. -- For example N/A -- not applicable Ie or i.e. -- That is / in other words St. -- Street or Saint Etc. -- Et cetera / and so on Sq. -- Square PA -- personal assistant No.(US#) -- number &Co. -- And Company Enc. or encl. -- Enclosure Plc or p.l.c. -- Public Limited Company Misc. -- Miscellaneous Ltd. -- Limited p.a. -- per annum (per year) Corp. -- Corporation PC -- personal computer
三、 贸易术语（5个）
CFR – Cost and Freight 成本加运费价 DEQ – Delivered Ex-Quay 目的港码头交CIF – Cost, Insurance and Freight 成货价
本保险加运费价 DDU – Delivered Duty Unpaid 交货关税
CPT – Carriage Paid To 运费付至? 未付价 CIP – Carriage and Insurance Paid To DDP – Delivered Duty Paid 完税后交货
运费、保险费付至? EXW – Ex-Works 工厂交货
DAF – Delivered At Frontier 边境交货 FCA – Free Carrier 货交承运人价
价 FAS – Free Alongside Ship 装运港船边
DES – Delivered Ex-Ship 目的港船上交 交货价
货价 FOB – Free On Board 装运港船上交货价
四、 标点符号（5个） apostrophe 撇号，所有格comma 逗号, question mark 问号? 符号’ dash 破折号-- semi-colon 分号; brackets / parentheses exclamation mark 感叹号! single quotes 单引号‘ ’ 括号( ) full stop / period 句号. stroke / oblique / slash colon 冒号: hyphen 连字符- 斜杠号/ double quotes / quotation marks / inverted commas 双引号“ ”
1. The words ‘explained’ or ‘illustrated’ in this sentence are between single
quotes.
2. A full stop / period marks the end of a sentence.
3. A question mark shows that there is some doubt, doesn’t it? What do you think? 4. A hyphen is used for word-division or word-joining.
5. And it should not be confused with another – longer – mark: the dash. This is
used to separate ideas or words – usually added as an afterthought.
6. When writers wish to express emphasis or even surprise they use the exclamation
mark. This is no problem!
7. “Double quotes are used to show what someone actually said.”
8. Sometimes you may wish to separate two sentences; but they are somehow closely
connected; this is when you can use the semi-colon instead of the full stop. 9. NOTE: a colon can help to emphasize what is coming next: to list things: reports,
letters, memos and so on.
10.If a person wants to show alternatives, he/she can separate them by using a stroke
/ oblique / slash.
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11.And if they are using words (i.e. phrases or expressions) which are not of primary
important they can be placed between brackets (parentheses).
12.An apostrophe is used in possessives (Mr. Jones’s) and it’s also used in
contraction, isn’t it?
五、 判断（10个） 六、 简答（3个）
1. What are 12 telephone tips?
1) Fax or e-mail ahead if you want to make sure the other person has time to prepare for the call.
2) Make sure you have with you all the documents you’ll need before you dial the number.
3) The other person can’t my not understand you easily, so try to speak slowly and clearly.
4) The other person can’t see your reactions, so always confirm that you have ( or have not) understood each point that’s been made. Don’t pretend you have understood when you haven’t.
5) The other person can’t see what a nice person you are, so make sure you sound polite and agreeable.
6) The other person hasn’t got all day, so make sure your call is brief.
7) The other person is getting an impression of your firm while talking with you, so make sure that you sound efficient – your firm’s image may be at stake, even if you’re just taking a message.
8) Don’t rely on your memory: make notes during a call and rewrite these notes immediately afterwards as a record of the call.
9) Smile while you’re talking. Your listener can ‘hear’ your smile. 10)Don’t try to be funny – you may be misunderstood.
11)Don’t interrupt the other person: let them finish what they want to say. 12)Send a follow-up e-mail, fax or letter to confirm any important details (especially prices and numbers), so that you both have a written record.
2. Different modes of communications:
1) Face to face communication. 2) Communication on the phone. 3) Written communication.
3. Four “Golden Rules” for writing a business report:
1) Be accurate. 2) Be brief. 3) Be clear. 4) Be decisive.
4. What are 7 steps of planning a letter?
1) Write down your aim: what is the purpose of this letter?
2) Assemble all the relevant information and documents: copies of previous correspondence, reports, figures, etc.
3) Arrange the points in order of importance. Decide which points are irrelevant and can be left out. Make rough notes.
4) Write an outline in note form. Check it through considering these questions:
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? Have you left any important points out?
? Can the order of presentation be made clearer? ? Have you included anything that is not relevant?
5) Write a first draft, leaving plenty of space for changes and revisions. 6) Revise your first draft by considering these questions:
? Information: Does it cover all the essential points?
Is the information relevant, correct and complete?
? English: Are the grammar, spelling and punctuation correct? ? Style: Does it look attractive?
Does it sound natural and sincere? Is it clear, concise and courteous?
Will it give the reader the right impression?
Is it the kind of letter you would like to receive yourself? 7) Write, type or dictate your final version. 5. Three major sectors of industry:
1) Primary: agriculture, fishing, mining, construction. 2) Secondary: crafts & manufacturing.
3) Tertiary: services, inc, education, banking, insurance, etc. 6. Specialists involved in import/export transaction:
1) Shipping agent（运货代理商） / freight forwarder（运货代理行，转运行） (supplier’s own export department) 2) Airlines, Shipping lines（航运公司）, railways or road haulage（货运） firms. 3) Importer’s and exporter’s bank arranging payments（付款安排）. 4) Customs officers（海关人员） for duty checking（关税检查）.
5) The manufacturer or Chamber of Commerce（商会） (Certificate of Origin)（货物原产地证明）.
6) An insurance company / insurance broker（保险经纪人）.
7) An exporter credit insurance（信用保险） company（出口信贷保险公司）. 8) A lawyer for a special contract. 7. Methods of payment:
1) On a cash with order basis (cash deposit with order). 2) On open account（往来账户）.
3) By irrevocable letter of credit（不可撤销信用证）. 4) By bill of exchange（汇票）. 5) By check.（支票）
6) Cash with order（CWO）（订购即付）. 8. What is letter of credit?
It refers to a letter addressed by a bank instructing the addressee to allow the person named to draw a specified sum on the credit of the addressor bank. 9. Considerations in choosing a good supplier:
1) competitive price 2) need to import
3) ability to deliver on time 4) after-sale service
5) technical support services
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