课后练习参考答案

Chapter One Parts and Formats of Business Letters

1. Use the following information to type a letter:

Human Resources, Global Securities
World Financial Center, North Tower - 250 Vesey Street
New York, NY 10281-1332

July 20, 2007

Professor Lyndon Kenton
Business Department, University of Tennessee
Kronxwille, Tennessee 37916

Dear Professor Lyndon Kenton,

We are considering Joanne Tucker for our Analyst Training Program at Global Securities. She is a promising candidate, and we need more detailed information about her education and your opinion of her ability to handle the rigors of training. Ms. Tucker submitted your name not only as her professor but also as her faculty advisor.

In addition to the long hours involved in training, candidates must have a sound, logical approach to problem solving. We are looking for people who are not afraid to express their ideas and who exude confidence in their manner and deed. The job of financial analyst requires not only technical knowledge of the market but also extensive people skills, and we appreciate any information about Joanne Tucker that will help guide our decision.

We need your letter of recommendation no later than May 30, but would appreciate it earlier, if convenient. Your evaluation will be kept strictly confidential in accordance with our governing by-laws. Thank you for your time on Ms. Tucker's behalf.

Sincerely yours,

Sandra Blackmon

2. Read the following passage, list the main points and then discuss about it.
（答案略）

Chapter two Sales Letters

1. Translate the following sales letter into Chinese:

尊敬的顾客：

我们P&S系统有限公司向您介绍即将为您提供的新系列产品，可确保您的办公室更加安全。18年来，P&$系统公司一直是安全产品行业的创新者，是北美电子报警设备的主要供应商之一。现在，我们正将这种安全扩展到东亚各公司和机构。

我们新开发的TS801探测系列结合了两种先进技术：微波技术和无源红外线技术，以获得最大程度的可靠性。过去一年中，P&S为4500家企业安装了这种新的装置。大量市场反馈证明新产品是非常成功的。所有P&S产品可按客户需求安装。最近技术上的进步使得我们能以极具竞争力的价格出售我们的产品。

P&S将很高兴派销售代表为您免费介绍产品。他们也非常乐意无偿登门拜访。只需您拨打1-800-000-0000电话号码即可。

谨上

2. Translate the following sentences from Chinese into English:

1) Would you like to increase your turnover without tying up additional capital? Then why not add our line of products to your range of carpets? There are very few quality products which show such excellent profits without tying up capital in stock.
2) Don't move to the moon if you need more space. Let us show you how to make the most of the space you've got!
3) Let our company take the whole problem off your shoulders and advise you on the correct safety equipment for your particular operation. Our experts are only too eager to serve you and we have a complete range of safety equipment for every industrial situation. Remember - accidents increase production costs, lower morale, waste time and materials. It's good business to get good safety equipment for your employees. Our brand is the best.
4) Don't delay. Act now. Just fill in the bottom portion of this letter and return it to us in the enclosed envelope. We will do the rest.

1. Read the following article and present your own opinion:
（答案略）

Chapter three Inquiries

1. Link the sentences in Column A with those in Column B 1. e) 2. a) 3. f) 4. b) 5. d) 6. c)

2. Please translate the following inquiry letter into English:

Would you provide us with information regarding your HD_340 portable printer? We are interested in purchasing 34 lightweight printers that our account representatives can use with their Toshiba 1200XE notebook computers whey they travel. Specifically, I would like answers to the following questions:

1. Is it a laser printer? 2. Is it battery-operated? Since we wish to use the printer for traveling, such a feature is important. 3. Does it come with at least a one-year warranty?

We would appreciate your faxing us the information we need to make a purchase decision (Fax: 010-54367892).

3. Letter writing:

Gentlemen:

The Japanese Embassy in Beijing has recommended you as one of the largest producers of MP4; we wish to know if you have ready stock for export.

Our company is one of the largest MP4 dealers in our city, where MP4 is very popular and we have branches in five neighbouring towns. We feel that we will be able to market your goods where they will command immediate sales. With the rising living standard of the Chinese people and more and more young people pursuing fashion, the demand for this item is growing rapidly. If your prices are competitive and product quality satisfactory, substantial orders will most likely follow. We would also appreciate it if you could give special discounts on sizable orders.

Please send us your catalogue with export prices, terms of payment and delivery guarantee, together with possible samples.

We look forward to hearing from you soon.

Sincerely yours,

Chapter four Reply to Inquiries

1. Translate the following terms into English:

分销商 distributor 代理人 representative
老客户 regular customer 商品目录 catalogue
现金折扣 cash discount 贸易条款条件 trade terms and conditions
业务往来行 correspondent bank 资信 credit standing / financial standing
小册子 brochure 保质期 warranty

2. Translate the following sentences into English:

1) Thank you for your inquiry of March 1 in which you asked about the classroom desks that we manufacture.

2) We have pleasure in enclosing a copy of our illustrated catalogue and price list. As you will be able to see from the catalogue, we produce a large quantity of shoes and these are modern in style and popular. We shall also airmail you sample pairs so that you can see for yourselves that they are very well made. The prices that we quote are very competitive, and we shall be pleased to allow you a 5% discount on any order worth more than $300.

3) Because I cannot answer your specific questions, I have forwarded your inquiry to Michael Wang, Engineering Assistant in the Development Group. He should be able to answer the questions you have raised. You should be hearing from him shortly.

4) We would like to point out that we have been exporting shoes to the USA for five years and that all our customers there have been very satisfied with our products. We now look forward to receiving your order.

5) I regret that we cannot assist you at this time but look forward to being of help in the future.

3. Letter writing:

参考回函：

Dear Sirs，

We thank you for your letter of 5 April and appreciate your interest in our products.

Please find enclosed our catalogue and price list, as well as details of our trade discounts and special terms for large or regular orders. Our prices are CIF.

Since your enquiry does not specify the kind of goods nor the quantities you require, we are not able to give you details about the present availability of the goods. However, we can assure you that on receipt of confirmation, we normally require no more than two weeks before dispatch to destinations in this country.

We hope that you will find our terms satisfactory and we look forward to receiving your order.

Yours faithfully,

M Arches

Chapter five Offers and Counter-offers

1. Translate the following letter into Chinese:

参考译文：

尊敬的卡特先生

谢谢您11月12日的询函。现随附你要求的不同布料的样品。所示的每一种样式都是我们这一系列产品中最独特的。

这些样式有下列颜色可供：41号为蓝色或绿色；53号为灰蓝或米褐色；42号仅有红色；67号为黑白或蓝白。恐怕18号已无货可供。

所有的花样价格都一样，如下：
50米以下—每米6美元
50-100米—每米5.50美元
100米以上—每米5美元
对于200米以上的订单，价格待商定。所有这些价格包含运费。我们的付款条件是交货日期起30天后付款。

对于所有在1月底前收到的订单我们还额外给予10%的折扣。所以如果您想订货，为什么不尽快，并利用这一优惠呢？

如您需要任何更多信息请尽管和我联系。

您真诚的

Martin Stacey
销售经理

2. Translate the following sentences into Chinese:

1) 我们的哔叽所享有的国际声誉见证了其高质量。过去二十年以来我们一直在生产这种产品，现在完全可以当之无愧地声称我们生产的布料是竞争对手无法在同样的报价条件下生产的。

2) 我们认为您的价格有些出格。如果您可以在不牺牲整体产品外观和质量的情况下降价15%，我相信我们可达成协议，而且相关工作就可立即开始了。

3) 尽管由于英镑兑换值下降、近来进口酒关税上升以及管理费用持续提高等导致了成本的上升，而我们的报价却尤其低。我们想如果考察一下现行市场价格您就会相信这一点的。

4) 我们的报价仅留有微薄的利润额，再削减价格的话会使我们几乎毫无利润可言了。因此很遗憾情势不容许我们给予您所要求的特殊折扣。

3. Fill in the blanks with the words given:

Dear Sirs,

We thank you for your letter of 26 April and have pleasure in submitting the enclosed quotation.

Unfortunately, we regret that we cannot allow a discount of 8% as requested. Manufacturing costs and freight charges have risen considerably in recent months and our profit margin does not enable us to meet your full request. However, we would be pleased to offer you a special discount of 4% for this first order, as well as our usual 2.5% discount if payment can be made within one month from date of invoice. Delivery is guaranteed within three weeks of receiving your order.

We hope that these terms will meet with your approval and that we will receive confirmation of your order in the very near future.

We look forward to the pleasure of serving you.

Yours faithfully

Chapter Six Orders and Supplies

1. Please write an order letter according to the following information:

Dear Sirs,

Thank you for the patterns and price lists enclosed with your letter of May 18. We are pleased to place an order as follows:

ARTICLE NO. QUANTITY PRICE DELIVERY 1677 350 doz. US$3.00/doz. July 1678 300 doz. US$3.95/doz. July 1032 100 doz. US$4.50/doz. August

Packing: Each dozen to be packed in a carton, 10 dozen cartons in a wooden case
Insurance: WPA for 10% over the invoice value
Marks: As usual with our previous orders
Payment: By draft at 30 days’ sight under an irrevocable letter of credit

We shall instruct our bank to open a letter of credit in your favor for the value of the articles as soon as we receive your acknowledgement of our order.

Yours faithfully

2. Analyze the structure of the following letter and then translate it into Chinese:

结构分析：
At the beginning, the letter shows thanks for the order instead of directly telling the reader that watered silk is no longer obtainable. Then, in the second paragraph, the writer shows regret that watered silk cannot be supplied any more and gives explanations for that. Immediately, in the following paragraph the writer presents a new “Gossamer” brand of rayon which has taken the place of watered silk. The writer advertises all the advantages of the new brand in great detail. Lastly, to show his considerateness and also promote further sales, the writer provides additional information concerning other kinds of cloth.

参考译文：

敬启者：

感谢您7月7日来信及随附的8000米100厘米幅宽的水洗丝订单。

很遗憾我们已不再提供这种丝。时尚不断变化，近来市场对水洗丝的需求已下跌以致于我们不得不停止了对它的生产。

取而代之的是我们现在所能提供的最新的“Gossamer”人造丝品牌。这是一种编织精密、耐穿、不起皱而且具有美丽光泽的产品。我们经常从主要分销商和服装厂收到大量的续订单，这显然说明了该品牌受客户欢迎。仅以每米2.80美元的低价，这种人造丝远比丝更便宜，但具有同样吸引人的外观。

我们还制造其他种类的您也许会感兴趣的布料，并给您包裹邮寄来全系列的花样。所有这些产品在许多国家畅销，我们很有把握地把它们推荐给您。这些产品都有现货可供。若您决定订购，我们可迅速满足您的需求。

敬上

3. Please write a positive reply to the following order letter:

参考回函：

Dear Sirs

We are writing to say how pleased we were to receive your order of 19th October and to welcome you as one of our customers.

We can supply from stock all the serges ordered and are arranging to send them next week by British Rail. We feel sure you will be well satisfied with the goods; at their prices they represent exceptional value.

Besides serges we supply a wide range of other manufactured cloths, including fine worsteds, tweeds and gaberdlines and enclose a copy of our current price list. Should you be interested in any of these cloths we shall be glad to send you patterns.

We hope that our handling of this first order with us will lead to further business between us and mark the beginning of a mutually satisfactory working relationship.

Yours faithfully

Chapter Seven Letters Concerning Shipment

1. Match the terms with the definitions:

1) g 2) e 3) a 4) i 5) b 6) j 7) h 8) d 9) f 10) c

2. Please translate the following Chinese into English:

1) We are glad to inform you that the goods you ordered in September have been shipped by M/S "Pacific" due to leave Shanghai port on December 10. We have made a special effort to complete your order in time and trust the fine quality of our goods will give you full satisfaction.

2) The commercial invoice, packing list, and insurance policy, together with clean on board ocean B/L, have been sent through The Bank of China, with our sight draft under your irrevocable L/C. Please advise us of the safe arrival of the goods.

3) Your delay has caused us considerable inconvenience and we request you do your utmost to dispatch the overdue goods as soon as possible. Please inform us urgently when you can ship them with certainty so that we can promise a definite time of delivery to our customers who are proposing to cancel this order.

4) The goods we ordered were to meet an immediate requirement and we requested you to forward them by the first available cargo airline at once. However we have not yet received any shipping advice from you. Please let us know by fax when you can ship our order.

5) We ordered on April 10 the 10 units of computer for shipment during June. As the goods have not yet been dispatched, we must ask you to ship them without any further delay. Unless the order is executed within three weeks we shall have to cancel it.

Chapter eight L/C Payment

1. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms:

Dear Sirs

We are pleased to inform you that we have received your L/C No. 078910 issued by Bank of America. However, on examining the L/C carefully, we regretfully find that certain points are not in conformity with the terms stipulated in our Contract No. SC8172. Please make the following amendments: 1) The prices should be based on “CIF San Francisco” instead of “FOB Hong Kong”. 2) The unit price for inflatable toys Art. No. 6789 should be “US$1.035” rather than “US$1.35”. 3) Both transshipments and partial shipments should be allowed. Please change “transshipments not permitted” into “transshipments permitted”. 4) The validity of the L/C is not “August 20, 2000” but “August 25, 2000”.

As the stipulated time of shipment is drawing near, please make requested amendments to the L/C as soon as possible so that we can effect shipment in time.

Yours sincerely

2. Translate the following passage into English:

We regret that we still have not received your L/C established against Contract No.12 though we have written to you time and again to rush it. The goods in question have been warehoused for more than three months, adding to our expense of bank interest and storage. We are now notifying you once and for all that, if your L/C fails to reach us by the end of October, we shall have no choice but to cancel the contract and lodge a claim for all the losses we have incurred.

Chapter Nine Letters about Debt Collection

Please translate the following three debt collection letters at different stages into English:
1

参考译文：

1
Dear Sirs,

Account No.8756

As you are usually very prompt in settling your accounts, we wonder whether there is any special reason why we have not received payment of the above account, already a month overdue.

We think you may not have received the statement of account we sent you on 30th August showing the balance of US$ 80,000 you owe. We send you a copy and hope it may have your early attention.

Yours sincerely,

2

Dear Sirs,

Account No.8756

Not having received any reply to our E-mail of September 8 requesting settlement of the above account, we are writing again to remind you that the amount still owing is US$ 80,000. No doubt there is some special reason for delay in payment and we should welcome an explanation and also your remittance.

Yours sincerely,

3

Dear Sirs,

Account No.8756

It is very difficult to understand why we have not heard from you in reply to our two E-mails of 8th and 18th September for payment of the sum US$ 80,000 you are still owing. We had hoped that you would at least explain why the account continues to remain unpaid.

I am sure you will agree that we have shown every consideration and now you fail to reply to our earlier requests for payment, I am afraid you leave us no choice but to take other steps to recover the amount due.

We are most reluctant to do anything from which your credit and reputation might suffer and even now we prepare to give you a further opportunity to put the matter right. We therefore propose to give you 15 days to clear your account.

Yours faithfully,

Chapter Ten Claim and Adjustment letters

1. Please translate the following terms into Chinese:

inspection certificate 检验证书 transshipment 转船 refund 退款 title to the goods 物权 certificate of origin 原产地证明 outstanding account 未尝清账款 partial shipment 分装 surveyor 检验人 business integrity 商业诚信 documentary letter of credit 跟单信用证

2. Please translate the following letter into Chinese:

尊敬的格林先生

感谢您8月14日来信。我们很遗憾听到我们发送给您的那批割草机不尽如人意，可是我们不能理解为什么会这样。我们在发货之前非常仔细地检查了所有的机器，而且在发货的时候所有的货物都是完好的。我方只能认为它们可能是在途中被损，因此我们建议您和相关的货运公司接洽。为这类损失我们不能承担责任。

您提到有几台割草机没有火花塞，现另封邮寄给你们。对此疏忽我们表示抱歉。当然我们免费替换有锈迹的割草机，因为，如您指出的那样，这是我们的保证范围。请您尽快返回这些割草机以便我方查看。

您和运输公司联系后，请您是否也转给我们一份他们的有关货损方面的报告？这是我们第一次使用这家运输公司，我们显然希望避免今后再发生类似问题。我们希望在这件事上能对您有帮助，并为所造成的任何不便表示道歉。

您真诚的

3. Please write a positive adjustment reply to the following complaint letter:

参考回函：

Dear Mr. Stafford

I am very sorry for the many difficulties that you have endured in trying to buy an SP 106 Interface. We have just shipped your SP 106 via airmail, and you should receive it well before the fifteenth. In addition, we have enclosed our complete line of relevant software resources at not cost to you. Please accept this small gesture as an expression of our gratitude for your patience.

We have finally discovered the source of your recurring problems. It seems that your customer account number was originally entered incorrectly into the computer at our warehouse. This error resulted in the incorrect shipments that you have received.

Please accept my sincere apology for the confusion. We value your business and hope to provide you with efficient service in the years to come.

Yours truly

Tom Fowler

Chapter Eleven Memos

1. Please read the following memo, provide a subject for it and then summarizes the main idea of the memo:

Subject: Recruiting Qualified Electronics Technicians

内容概括：
This memo is from Harry Matthews of Human Resources Department to Sun-Hee Kim, Vice President of Operations about recruiting qualified electronics technicians. With the expansion of the company, it is necessary for the company to refocus its recruiting program to keep staffed with qualified electronic technicians. Over the past three years, the company has heavily relied on in-house internship program, local technical school graduates, and the recruitment of skilled veterans from all branches of the military. Now situation has changed. Each year, fewer technical school graduates are being produced and in-house internship program is far from enough. With the military offering attractive re-enlistment bonuses for skilled technicians in uniform, this source of qualified applicants disappeared. A more aggressive advertising attempt is needed to reach this group. In this case, Harry Matthews feels it highly necessary to have a discussion with the vice president face to face concerning a more dynamic recruiting program for skilled technicians.

2. Memo writing:

参考备忘录：

MEMO

To: Peter Clough, Production Manager
From: (your name), Sales Manager
Subject: Urgent Order for J Laval Ltd
Date: 16 March, 2006

Mr. J Laval has telephoned in an urgent order for the following:

Product Quantity Delivery Date Comments 87A 1,000 23 March OK – in stock. 88A 2,000 30 March 1,000 in stock, rest by 6 April 89A 500 17 March No stock! Earliest delivery 15 April

I know this is inconvenient but can you give production priority to supply 1,000×88A and 500×89A as soon as possible. Mr. Laval is one of our major customers and we don’t want him taking his business elsewhere.

Chapter twelve Reports

1. Translate the following sentences into Chinese:

1) 本报告考查的是本大学四年级信息专业学生缺课问题。报告就缺课问题的原因进行了调查并就改善措施提出建议。

2) 从客户各个方面进行分析，包括年龄、性别、月收入和交通工具。同时也考虑了他们所来自的国家和城市。本报告调查了客户对该城市服务的满意度。服务的考查范围包括两个方面：一是基础设施，一是商店服务员的表现。

3) The majority of opinions given concentrated more on the lack of opportunity after training than the training itself. Generally expressed views were that when trained they were little more than “simple machinists”, or it was not what they had expected, or that the work was very boring after a while.大多数人的观点更多地集中在培训后缺乏机会而不是培训本身。大家普遍认为在接受培训的时候他们差不多是一些简单的机械工，或者培训没有达到他们的期望，或者培训很快变得枯燥。

4) 工薪结构被普遍认为不如我们的竞争对手完善，他们提供更高的薪水。根据人事统计数据，约一半的学徒在取得合格资格后离开了公司。

5) 显然Ekstrom公司需要确保它的团队领导者能按公司的期望来执行重要的任务。然而，虽然通过公司内部培训可发展一些适当的技能，但要改变行为特质却是更加困难的。

6) 为了解决纸张的问题，建议本部门安装一个可使所有打印和复印纸再循环的系统。可望通过采用新的再循环程序，本部门可每月节省100美元。关于小吃茶点，建议只有在上午和下午茶歇期间才向雇员免费提供茶和咖啡。在所有其它时间，雇员应自费购买茶点。这一措施应该能使公司每月茶点方面的账单从320美元降低到110美元，从而节省200美元。

2. Report writing:

报告结构供参考：

To: Louise Harrison, General Manager
From: (your name), Assistant Manager
Date: (today’s date)
Subject: Customer Complaints

Introduction

Recently, we have received some complaints from our customers about our service. Customer dissatisfaction has begun to affect our business turnover. In response to your request, I conducted an investigation concerning the causes of recent customer complaints about the service they have received. I discussed with various members of staff about their feelings towards the company and their jobs.

Findings

1. Many staff are dissatisfied because they have not had a pay rise due to recession.
2. Some members of staff have not had training since they started working for the company.
3. Staff are finding that the company does not stock as many books as usual and that customers are requesting many titles that are not in stock.
4. The supervisor was not replaced when he left last year and the staff do not have clear instructions regarding breaks, staff benefits and who to ask if they have questions.

Conclusions

It seems that various reasons are behind the customers’ complaints about our service, among which job dissatisfaction, lack of training and effective supervision are the most prominent. Meanwhile, there are limited varieties of books to satisfy the needs of the customers.

Recommendations

1. We need to introduce a better wage structure to motivate our staff.
2. We need to arrange for staff training to improve the quality of our service.
3. I recommend we either promote or find a suitable supervisor for effective management.

Chapter Thirteen Meeting Minutes

Please transfer the following Chinese notes into English meeting minutes:

Wareton Medical Center
Department of Medicine

Minutes of the Regular Meeting

Date: April 18, 2007
Present: M. Valden (Chairperson), R. Baron, M. Frank, J. Guern, L. Kingson, L. Kinslow (secretary), S. Perry, B. Roman, J. Sorder, F. Sugihana

Dr. Mary Valden called the meeting to order at 8:40 p. m. The minutes of the previous meeting were unanimously approved, with the following correction: the secretary of the Department of Medicine is to be changed from Dr. Martino Alvarez to Dr. Barbara Golden.

Old Business

None.

New Business

The request by Dr. Henry Russell for staff privileges in the Department of Medicine was discussed. Dr. James Gueren made a motion that Dr. Russell be granted staff privileges. Dr. Martin Fran seconded the motion, which passed unanimously.

Similar requests by Dr. Ernest Hiran and Dr. Helen Redlands were discussed. Dr. Fred Sugihana made a motion that both physicians be granted all staff privileges except respiratory-care privileges. Dr. Steven Perry seconded the motion, which passed unanimously.

Dr. Baron asked for a volunteer to fill the existing vacancy for Emergency Room duty. Dr. Gueren volunteered. He and Dr. Baron will arrange a duty schedule.

The meeting was adjourned at 9:15 p. m.; the next regular meeting is scheduled for May 15, at 8:40 p. m.

Respectfully submitted,
(signature) (signature)
Leslie Kinslow Mary Valden
Secretary Chairperson

Chapter Fourteen Goodwill Letter (1)

1. Translate the following sentences into Chinese: a) 我们非常高兴欢迎您的到来，并将尽一切可能让您在此过得愉快。 b) 祝贺您荣升为人力资源部主管。 c) 我们热烈欢迎国内外商务人士的光临。 d) 请允许我对您被荣升为Willshire时装有限公司的总裁表示衷心祝贺。我很高兴您多年来为公司的付出终获得认可和赏识。

2. The following is a welcome letter. Try to complete the words:

Dear Colleague,

I am very pleased to have the opportunity to extend a warm welcome to you as you begin your employment at the University of XXX. I would like to wish you every success and I hope that you will enjoy a happy and fulfilling career with us.

Key to success for any individual commencing new employment is appropriate support during the first months. The induction process is dedicated to enabling the provision of this support both within your School and on a University wide basis from Personnel and Staff Development.

Shortly after your arrival I will invite you to an event that I hold for new staff. At this time I hope to give you an overview of the structure and work of the University and share with you our vision for the future. There will also be the opportunity to meet representatives from various other areas of the University’s activities. Induction is not a one-off process and we hope that you will be able to benefit from development opportunities throughout your career.

Once again, I would like to take this opportunity to wish you every success in your role at the University.

With best wishes, XXX
3. Translate the following letter into English:

Dear Mr. Wu,

Congratulations on your recent promotion to head of the HR department.

My colleagues and I are delighted on your promotion, and your years of endeavor in HR field have been recognized this way. Through the three years of working with your company, many of us are aware of how much you have contributed to your company.

Again, congratulations to you! Wish you good luck on your new position as HR Director.

Yours sincerely, XXX

Chapter Fifteen Goodwill Letters (II)

1. Write a thank you letter for the following situation:

Dear Mr. Steven,

Thank you for taking the time to discuss the Marketing Representative position at ABC Investments, Inc., with me. After meeting with you and observing the company’s operations, I am further convinced that my background and skills coincide well with your needs.

I really appreciate that you took so much time to acquaint me with the company. It is not surprised that ABC Investments retains its employees for so long. I feel I could learn a great deal from you and would certainly enjoy working with you. In addition to my qualifications and experience, I will bring excellent work habits and judgment to this position. With the countless demands on your time, I am sure that you require people who can be trusted to carry out their responsibilities with minimal supervision.

I look forward, Mr. Steven, to hearing from you concerning your hiring decision. Again, thank you for your time and consideration.

Sincerely, XXX

2. The following is an invitation letter. Please fill the gaps with appropriate words.

Dear Mr. Grier:

We have made extensive (1) investigation for the market potential of your thermal processing systems in China and now we are glad to (2) inform you that several customers have shown strong (3) interest in them, particularly the new model, ZL387.

They seem to be (4) satisfied with the introduction in your brochure, but would like to have a better understanding of the technical operation of the systems.

We are glad, therefore, to invite and warmly (5) welcome you to visit China in this autumn for technical presentation and commercial negotiation. Your visit may (6) take 10 days, covering Beijing, Dalian, Wuhan and Zigong.

Please let us know whether you can (7) make the trip so that we can make necessary arrangements.

Best Regards

Chapter Sixteen Goodwill Letters (III)

1. Translate the following into Chinese:

尊敬的XXX女士,

我在此谨向您和您的家人表示最深切的慰问。我对王先生的逝世感到十分悲痛。

我很荣幸认识您的丈夫，对他的去世感到很难过。我非常尊敬王先生，很想念与他共事的日子，他的慷慨大方以及他的幽默感。

在这艰难的时期，如果有什么可以帮忙的，请尽管告诉我。

诚挚的， XXX

2. Translate the following into English:

This is to acknowledge receipt of your letter of May 5 in which you set forth your reasons for canceling your purchase order No. 563.

I am very sorry about the misunderstanding that led to this cancellation and have taken the matter up with management in order to ensure that a problem of this nature does not occur again.

As one of our valued customers, your satisfaction is one of our primary concerns. Please accept our apology.

3. Write an apology letter for the following situation:

Dear Mr. / Ms. XXX,

We are very sorry that the shipment of goods (Purchase Order No. 76886) that you received on August 10th was defective. We understand your disappointment and appreciate the inconvenience this must have caused your organization and the logistics problems that ensued.

There is no question that the product we shipped did not meet the very high standards our customers have come to expect and should continue to demand. In our effort to improve the overall quality of our products, we used a new composite material for your order. We have since returned to the original recipe and can assure you that we are in the process of completing more thorough testing and development.

I can promise you that the highest quality standards will be met in the future because protecting our reputation for delivering the best product on the market is a key priority for us. Again, I apologize for our mistake and regret any inconvenience caused as a result.

We have already brought in additional staff to expedite the production of a replacement order and guarantee its delivery by the end of this week. We have also asked our shippers to pick up the defective product prior to delivery of the new shipment, in order to free up your warehouse space.

We look forward to continuing the mutually beneficial relationship that our two companies have shared over the last two years.

If there is anything else that we can do to minimize your inconvenience in regard to this matter, please don’t hesitate to contact us.

Sincerely,

XXX

Chapter Seventeen Application Letters

1. Translate the following sentences:

a) 我想申请贵公司1月15日在报纸上登载招聘的销售员职位。

b) 我将于今年秋天大学毕业，希望能申请与进出口贸易相关的工作。

c) 贵公司上周在报纸上登载招聘销售员一职，我希望申请该职位，敬请给予考虑。

d) 我受过良好的教育，并且有一定的工作经验，深信能够胜任贵公司的职位。希望贵公司能尽早安排面试事宜。

2. Write a letter for the following situation:

Dear Mr. Daniel,

I am interested in applying for the sales representative position recently advertised in Beijing Daily. The skills I have developed from my work experience and academic background support my strong interest in a sales career.

As you can see from my resume, I have worked at XXX restaurant as a waiter for the past four years, learning firsthand how to effectively deal with customers and their demands. I have been formally commended by the management several times, being named “Employee of the Month.”

Since I decided to pursue a sales career, ABC Corporation has been at the top of my list of prospective employers. The strides your company has taken in the computer software market, namely the development of packages for use by pharmacies and hospitals, makes ABC a leader in the industry.

I would very much like an opportunity to speak with you regarding the sales representative position. I will call you late next week to discuss my qualifications for the position, or you can reach me at (010)55-0000.

Thank you for considering me for this position.

Sincerely, XXX Enclosure: resume

Chapter Eighteen Resume

1. Translate the following resume expressions into English:

职业目标 career objective 籍贯 native place 目前住址 current address 永久住址 permanent address 可到职时间 date of availability 出生日期 date of birth 教育程度 educational background 主修 major 副修 minor 课外活动 extracurricular activities 社会活动 social activities 奖学金 scholarship 公费生 government-supported student 学术活动 academic activities 学年 academic year 工作经历 work experience 职责 responsibilities 被提名（推荐）为 be proposed as 训练有素的 well-trained 有雄心壮志的 ambitious 有能力的，有才能的 capable 目的明确的 motivated 实事求是的 realistic 业余爱好 hobbies

2. Write a resume of your own.（答案略）

Chapter Nineteen Recommendations

1. The following is a recommendation letter. Try to complete the words:

Dear Mr./Ms.XXX:

The purpose of this letter is to recommend Miss Jane Doe, a worthy candidate for admission to your graduate program.

I came to know Jane when I was her instructor for philosophy. Jane distinguished herself by submitting an exceptionally well researched and interesting project on ethical practices in ancient Greece. I would rank her in the top 2% of students that I have taught in the past five years in respect of her writing ability and research skills.

Overall, Jane is highly intelligent and has good analytical skills. Her project on ethical practices in ancient Greece demonstrated her ability to come a detailed understanding of the ethical practices of another, very different culture, and to analyze the consequences of those practices for contemporary ethical theories. Her overall intelligence is also reflected in her grades for the course, which were by far the best in the class.

Jane has excellent communication skills. Her written work is both clear and concise, and interesting to read. She demonstrated her oral articulateness in the discussion sections that were an integral part of the course. Each discussion section focused on a particular ethical dilemma. Students were required analyze morally problematic situations, and to develop and argue for their own ethical views with regard to the issue in question. Jane was highly proficient in applying the course material in analyzing the problem situations.

Jane is unquestionably an exceptional candidate for graduate study in Ethics. Jane's work in philosophy suggests that she would greatly benefit from the opportunities for intellectual development provided by a sustained period of graduate study. She has proven herself to have the perseverance and initiative, and the intellectual creativity necessary to complete an advanced graduate degree. I would therefore highly recommend Jane Doe. If her performance in my class is a good indication of how she would perform as a graduate student, she would be an extremely positive asset to your program.

If I can be of any further assistance, or provide you with any further information, please do not hesitate to contact me.

Yours Sincerely, XXX

2. Translate the following into Chinese:

1) 我很荣幸地向贵校推荐张小姐。

2) 玛丽具备项目管理所必需的优秀的行政管理工作技能。

3) 根据我对单女士的了解，她完全具有申请您的MBA学位项目的资格。因此我在此极力地推荐她。如您能好好考虑她的入学和资助申请将不甚感激。

4) 我相信更好的教育会帮助Jason Wu克服缺点发挥才能，从而在保险行业取得成功。由于贵学所提供的课程是根据每个学生的能力来设计的，我确信Jason Wu会从您的项目中得到锻炼，同时也给您的项目以回报。

Chapter Twenty Hiring Letters

1. Translate the following into English:

1) I am pleased to offer you a position as a project assistant of the School of Law for the 2007-2008 academic year.

2) We welcome you and are looking forward to working with you in the future.

3) We hope that you'll accept this job offer and look forward to welcoming you aboard. Your immediate supervisor will be Jason Doe, Department Manager, Engineering. Feel free to call Jason or me if you have questions or concerns.

4) You may indicate acceptance of this position by signing below and returning a signed copy of this letter to me at the above address. I would appreciate receiving a response to this offer by July 5, 2007. Please feel free to call me if you have any questions about the department, the university, or the terms of this offer. Welcome to The XXX University. We are delighted to have you join the university and I look forward to working with you.

Chapter 21 Resignations and Replies

1. Letter Writing:

Dear Mr. Jason,

I am formally notifying you that I will be tendering my resignation from XXX restaurant，effective August 31st.

I have appreciated the opportunities and experiences that have been provided to me during my four years of service. If there is anything I can do to be of assistance during the transition, please let me know.

Sincerely, XXX

2. Translate the following into Chinese:

a) 我正式向ABC公司提出辞职，于2007年8月18日生效。

b) 非常感谢在我供职期间，您为我提供的众多机会。

c) 我希望这个提前两周的通知足以让您找到替换者。若在今后两周内在培训替换人员或了结一些琐碎的事上我能帮上什么忙的，请告知。

d) 本大学有意了解雇员离开的原因，以获取有利于改善工作环境的有关信息。人力资源部为此对终止合同的雇员进行一次离职面谈。我会和人力资源部联系以便他们给您寄来调查表格并和您联系进行一次保密性的面谈。

Chapter 22 Appointments and reservations

1. Translate the following sentences:

a) I would like to book a double room for Tuesday next week.

b) I would like to reserve a double room with a front view, and the reservation is under the name ‘Mr. Wang’

c) I would like to reserve a single room with bath from August 10th to August 14th.

d) I want to reserve a quiet room away from the street if possible.

2. Translate the following letter into Chinese:

尊敬的史密斯先生，

我很高兴得知您目前在广州。我非常期待与您见面，听取您在中国的发展计划。

我想在5月8日下午两点去拜访您，请尽快告知我这个时间您是否方便。如果不方便，请您另外定个时间。

诚挚的， XXX

3. Letter Writing:

Dear Sirs,

Please reserve a single room starting from July 15th to July 17th (three nights). The reservation is under the name 'Jason Wu’ from ABC Company.

Please confirm this reservation as soon as possible. My phone number is xxxxxxx.

Best regards

XXX

Chapter 23 Faxes

1. Match the Part A of abbreviation to Part B:

Part A Part B TIA (Thanks in advance) In other words BTW ( By the way) As a matter of fact AAMOF (As a matter of fact) On the other hand OTOH (On the other hand) Thanks in advance IOW (In other words) By the way

2. Give expressions for the following fax abbreviations: N: And DOC: Document FLWS: Follows FM: From FR: For PLS: Please QUTN: Question REVD: Received RPY: Reply TKS: Thanks PMT: Payment HTL: Hotel INFO: Information

3. Writing:
参考传真：

To: All staff attending conference
From: (your name)
Date: February 18, 2005
No. of pages (including this page): 1

This is confirmation of the conference which will take place in the Hotel du Lac, Lausanne, Switzerland, from 21st -24the February 2005. All those who have indicated attendance have rooms already reserved for them. It may be that two representatives are asked to share a room; however this will only be with members of the same sex.

Chapter 24 Emails

1. Writing:

Dear Mr. Stanley,

A customer had complained that he had received 200 blue shirts instead of 150 blue and 50 black shirts, which had been shipped on August 29th.

Could you please send me the immediate invoice under contract No. 876656 in duplicate?

Thanks.
XXX

2. Translate the following email into Chinese:

发件人 Harry.Lim@presto.co.my
日期、时间 25:7:03 16:06:20
收件人 Shirley@shirleytaylor.com
抄送
主题 马来西亚的签名售书活动
Shirley
你好！
希望您一切如意。
我很高兴听说您11月份再次回到马来西亚举办有效商务写作的研讨会。
某些书店想请您做演讲并签名的活动。我希望您参加。如果可以的话，请告知您在此期间哪几天有空。
希望早日相见！
Harry