新编文档-国际商务英语模拟实训教程Unit1 Preparation of Price List-精品文档

外研社新标准商务英语综合教程1New Standard Business English CourseUnit One: Introduction to Business CommunicationIn this unit, you will learn about the basics of business communication. You will learn about different types of communication tools, the purpose of communication and how to choose the right communication method and message.Communication ToolsBusiness communication can be done in many ways, including verbal and written communication. Verbal communication can happen in person or over the phone, while written communication can be in the form of emails, letters, or memos.Purpose of CommunicationThe purpose of communication is to convey information from one person or group to another. In business, the purpose of communication can be to convey information about a particular product or service, to invite someone to an event or to simply keep people informed about changes in the company.Choosing the Right Method and MessageEffective communication depends on choosing the right method and message for your intended audience. Consider your audience before choosing the method of communication and tailor yourmessage to fit their needs.Unit Two: Business WritingThis unit will focus on writing skills for business. You will learn about formal and informal writing, how to write emails, letters and memos, and how to write an effective business report.Formal and Informal WritingFormal writing is used in professional communication and requires a specific style and tone. Informal writing is used in everyday communication and tends to be less structured and more conversational.Writing Emails, Letters and MemosEmails, letters and memos are all important forms of business communication. In this unit, you will learn the key elements of each type of writing and how to write clear and effective messages.Writing a Business ReportA business report is a formal document that provides information on a particular topic. In this unit, you will learn how to structure a business report, how to collect and analyze data, and how to present your findings effectively.Unit Three: Presentations and Public SpeakingThis unit will teach you how to give effective presentations and become a confident public speaker. You will learn how to structure a presentation, create effective visuals and use body language to convey your message.Structuring a PresentationEffective presentations require careful planning and organization. In this unit, you will learn how to structure a presentation that captures your audience's attention and conveys your message effectively.Creating Effective VisualsVisual aids can enhance the impact of a presentation. In this unit, you will learn how to create effective visual aids that support your message and engage your audience.Using Body LanguageBody language is an important part of communication, especially in public speaking. In this unit, you will learn how to use body language effectively to convey confidence and professionalism.Unit Four: Negotiation SkillsThis unit will teach you the skills needed for successful negotiation in business. You will learn about negotiation styles, techniques and strategies, and how to negotiate effectively with different personalities.Negotiation Styles, Techniques and StrategiesNegotiation requires careful planning and preparation. In this unit, you will learn about different negotiation styles, techniques and strategies that can be used to achieve a successful outcome.Negotiating with Different PersonalitiesEffective negotiation requires an understanding of different personality types. In this unit, you will learn how to identify different personality types and how to adapt your negotiation style to work effectively with each personality type.Unit Five: Cross-Cultural CommunicationIn a global business environment, cross-cultural communication is essential. This unit will teach you how to communicate effectively with people from different cultures and how to avoid common cultural mistakes.Communication Across CulturesDifferent cultures have different communication styles and norms. In this unit, you will learn about different communication styles and how to adapt your own communication style to work effectively with people from different cultures.Avoiding Cultural MistakesCultural differences can lead to misunderstandings and mistakes. In this unit, you will learn how to avoid common cultural mistakes and how to communicate effectively across cultural divides.ConclusionThe New Standard Business English Course is designed to provide you with the skills and knowledge needed to communicate effectively in a business environment. The course covers a range of topics, from business writing and negotiation skills to presentations and cross-cultural communication. By completing this course, you will be well-prepared to communicate confidently and professionally in any business situation.Unit One: Introduction to Business CommunicationCommunication is essential in business, and the ability to communicate effectively can make a significant difference in the success of any endeavor. In Unit One, you will learn about the basics of business communication.The purpose of communication is to convey information from one person or group to another. In business, the purpose of communication can be to convey information about a particular product or service, to invite someone to an event, or to simply keep people informed about changes in the company. Communication can take place verbally or in written form. Verbal communication can happen in person or over the phone, while written communication can be in the form of emails, letters, or memos. Choosing the right method and message for your intendedaudience is essential for effective communication. Consider your audience before choosing the method of communication and tailor your message to fit their needs. For instance, if you are communicating with clients or customers, you may want to use more formal language. In contrast, if you are communicating with colleagues, informal language might be more appropriate.Unit Two: Business WritingEffective writing skills are essential in business. In this unit, you will learn about formal and informal writing, how to write emails, letters, and memos, and how to write an effective business report.Formal writing is used in professional communication and requires a specific style and tone. It is usually used for more official purposes and has a more structured format than informal writing. Informal writing is used in everyday communication and tends to be less structured and more conversational.Emails, letters, and memos are all important forms of business communication. In this unit, you will learn the key elements of each type of writing and how to write clear and effective messages. Writing clear emails is an essential part of business communication, as it is a quick and convenient method of communication. A well-written email can convey your message effectively and make a positive impression on the recipient.A business report is a formal document that provides information on a particular topic. In this unit, you will learn how to structure a business report, how to collect and analyze data, and how topresent your findings effectively.Unit Three: Presentations and Public SpeakingPublic speaking is a crucial skill for business professionals, and the ability to give effective presentations can be a valuable asset. In this unit, you will learn how to structure a presentation, create effective visuals, and use body language to convey your message.Effective presentations require careful planning and organization. In this unit, you will learn how to structure a presentation that captures your audience's attention and conveys your message effectively. The key elements of an effective presentation include an engaging opening, clear objectives, a compelling argument, supportive evidence, and a memorable conclusion.Visual aids can enhance the impact of a presentation. In this unit, you will learn how to create effective visual aids that support your message and engage your audience. The key to creating effective visuals is to keep them simple, relevant, and visually appealing. Body language is an important part of communication, especially in public speaking. In this unit, you will learn how to use body language effectively to convey confidence and professionalism. Effective use of body language can help you connect with your audience and build rapport, making your presentation more effective.Unit Four: Negotiation SkillsNegotiation is an essential part of business, and the ability to negotiate effectively can make a significant difference in the success of any endeavor. In this unit, you will learn about negotiation styles, techniques, and strategies, and how to negotiate effectively with different personalities.Negotiation requires careful planning and preparation. In this unit, you will learn about different negotiation styles, techniques, and strategies that can be used to achieve a successful outcome. By learning how to effectively negotiate, you can better manage conflict, build stronger relationships, and achieve mutually beneficial outcomes.Effective negotiation requires an understanding of different personality types. In this unit, you will learn how to identify different personality types and how to adapt your negotiation style to work effectively with each personality type. By understanding the different communication styles and behavior patterns, you can better navigate the negotiation process and improve your chances of success.Unit Five: Cross-Cultural CommunicationIn today's global business environment, cross-cultural communication is essential. In this unit, you will learn how to communicate effectively with people from different cultures and how to avoid common cultural mistakes.Different cultures have different communication styles and norms. In this unit, you will learn about different communication stylesand how to adapt your own communication style to work effectively with people from different cultures. By understanding cultural differences and adapting your style accordingly, you can better communicate with people from different backgrounds and build stronger relationships.Cultural differences can lead to misunderstandings and mistakes. In this unit, you will learn how to avoid common cultural mistakes and how to communicate effectively across cultural divides. By learning how to navigate cultural differences, you can better understand and engage with people from different cultures, improving your chances of success.ConclusionThe New Standard Business English Course is designed to provide you with the skills and knowledge needed to communicate effectively in a business environment. By completing this course, you will be well-prepared to communicate confidently and professionally in any business situation. With a focus on business writing, presentations and public speaking, negotiation, and cross-cultural communication, this course provides a comprehensive overview of essential skills for success in the workplace.。

答案Project 1 English of Social IntercourseTask 1 Business IntroductionPart 4 Topic: I T 2.T 3.F 4.F 5.FTask 2 Business CallsPart 4 Topic: I F 2.T 3.F 4.F 5.TProject2 Business EntertainmentTask 1 Business Appointment & BanquetPart 4 Topic:Business Appointment & Banquet1.Business appointment is an engagement to meet at a particular place and time for a particularbusiness purpose・ And business banquet is formal meal for business purpose.2.Because it is one of the best ways to demonstrate one's knowledge and appreciation of Chineseculture to current or future business associates.3.The host should ensure the evening is enjoyable and successful for everyone and should belooked to for guidance on where to sit, when to toast and even what to eat.4.Being seated to the left of an individual is a higher honor than being seated to the right.5.Yes it is. Because it means youTe listening, and it also means you care・Business Appointment Success or Failurel.F 2.F 3.T 4.F 5.TTask2 Hotel AccommodationPart 4 Topic:Hotel Accommodation Arrangement of the Trade fair in Chengdu1.August 11th to 14th, 20092.Make out a good schedule according to the relevant data including the guests' idenlity, thequantity of the guests, gender, age, health condition, habits and customs as well as the necessities for work.3.204.Because they come to the fair to do business with China and to make business relationship withthe company in Chengdu.5.First tell the receivers that you are glad to help them and are sure to make good arrangementfor them・ Then write the name of hotel you have reserved and some information of the hotel, such as the map of how to get to the hotel, the standards of the hotel, the types and the number of the rooms your reserved, the fee, the check-in time and departure time and so on. At last, you'd better ask them if they have any questions about it or if they need more assistance.A Letter of Hotel Room Reservation1.From the August 11th to August 14lh2.11 rooms including 2 single rooms and 9 double rooms3.Breakfast and evening meal, and 2 single rooms and 9 double rooms for four nightscommencing 11th August・4.Ellen, Chen, Public Manager of Sichuan BSam Textile Co., Ltd5.The American delegation from A-may Textile Co., Ltd. will join the 2009 Autumn TextileTrade fair.Task 3 Visiting Trade Fair, Show Room and FactoryPart 4 Topic:How to Make Successful Reception When Clients Visiting Factoryl. F 2.F 3.T 4.T 5.FHow To Visit A Trade Show1 .planning 2.current suppliers3.an opportunity for you to ask technical and purchasing questions4.be exposed to four basic levels of non-personal supplier information5.Prior to exhibit, Non-personal in-exhibit and personal in-exhibitProject 3 Conference Organization and ArrangementTask 1 Conference Invitation Letter DesignPart 4 Topic:How to Design a Conference Invitation Letterl. F 2.T 3.F 4.T 5.FInvitation Letter to the ConferenceDear Sir or Madam,We sincerely invite you to attend the 2009 Autumn Trade Fair of our company held during August 1 l lh and 14lh August in Chengdu・ Il will be a great honor for us if you are coming・・ Detailed schedule is attached afterwards・ Please confirm your daily schedule and let us know.Many thanks and best wishesYour sincerely,MaryPublic manager of Sichuan BSam Textile Co., Ltd.How to Dress for a ConferenceSummaryKnowing how to dress for a conference is very important, because in business, appearance can make or break you. First, you'd better look through business magazines and notice the business style looks like・ Then check out what clothes you own and go shopping but stay on a budget. If you are female, please choose appropriate clothes・ While if you are male, please choose a suit. Finally you had better make sure the dress choices are matching or compliment each other.Task 2 Introduction of ConferencePart 4 Topic:How to Write a Conference Introduction1.F2.T3.T4.F5.FA Sample of Conference Introduction1・ It should include the conference topics, objectives, agenda and locality, the meeting outline, main content, characteristics and relevant projects under discussion as well as a list of persons attended the conference and the spokesman.2.Yes, it is. Because it will attract the participants to attend it, and let them know what lies aheadfor them and what they may get.3・ Its purpose is to let people know what the conference is about: to improve the communication of High and New Tech no logy and enhance the cooperation between inter national companies ・4.The conference objectives include: to apply the latest IT information from a broad range ofprofessional core functions, to serve as a forum to facilitate networking and cooperation among parties from around and to cite advances in the IT field.5.It includes: improving Electronic information technology, managing strategies in IT industry,communication skills in business, product promotion and sales, product research and develop and future regulation of IT industry.Stages of a business meetingl. F 2.F 3.F 4.T 5.FTask 3 Conference agendaPart 4 TopicHow to Structure a Conference AgendaComplete the following Student's file(P48)Task 4 Introducing Distinguished GuestsPart 4 TopicHow to Introduce a Guestl. F 2.T 3.T 4.F 5.FComplete the following Student's file(P52)Task 5 Conference ServicePart 4 TopicIntroduction of conference servicel.T 2.F 3.T 4.F 5.FProject 4 RecruitmentTask 1 Practicing Making ResumesPart 4 TopicHow a Company Fills a Job Vacancyl. F 2.F 3.T 4.T 5.FTask 2 InterviewPart 4 TopicHuman Resources Within Firmsl.T 2.F 3.F 4.F 5.FTask 3 Employee ContractsPart 4 TopicArbitrationl.T 2.T 3.T 4.F 5.TTask 4 Job Descriptions & TitlesPart 4 TopicMy Ideal Jobl. F 2.F 3.T 4.F 5.TTask 5 Job ResponsibilitiesPart 4 TopicA Grass-roots Legal Worker in a Company Whose Responsibilities Description of Workl.F 2.T 3.T 4.T 5.TProject 5 CompanyIntroductionTask 1 Describing the Organizational Structure of a CompanyPart 4 Topicl.T 2.T 3.T 4.F 5.FTask 2 Introducing the Functions of ProductsPart 4 TopicPSP Is Not Just For Teens1.It's for adults.2.Because PSP3000 is more than a gaming console・ It also ha the ability to stream video,access the internet, playback music and videos and store images・3.They buy PSP 3000 for their gaming and entertainment needs・4.PSP 3000 boasts features that you would need 2 or 3 other electronic devices to accomplish・5.Yes it is. Because it shows the basic functionalities of PSP3000 and also its strong points toattract the adults.Task 3 AdvertisementPart 4 Topic1.T2.F3.T4.F5.TTask 4 The Introduction of Technical Features of ProductsPart 4 Topic1 ・ Il is designed for the needs of Internet-savvy consumers.2.It has a large3.5" touch display and a full QWERTY keyboard, and an 'always open* windowto favorite social networking sites and Internet destinations.3.It introduces multiple sensors, memory, processing power and connection speeds.4.I like it very much, because it has attractive advantages that other cell phones don't have・5・ Nokia N97 will transform the way people connect to the Internet and to each other and the company hope it will well accepted by the market・Task 5 Presentation of a ProductPart 4 Topic1 ・ There are four points.1)When you make the presentation, you'd better look well organized.2)When you make the presentation, you'd better use natural gestures.3)When you make the presentation, yoiTd better u se eye contact.4)When you make the presentation, you^d better pay attention to your pronunciation andintonation.2・ The one who seems to know what he or she is doing.3・ No you don't need・4.It may make your words more forceful and help you know some response of your audience・5.Yes. Because inappropriate words can be false friends・Task 6 Expressions of Product PromotionPart 4 Topicl.T 2.F 3.T 4.T 5.FProject 6 International TradeTask 1 Establishing Business RelationsPart 4 Topic1.An importe匚2.To establish business relations.3・ The main content is about showing the wish to establish the business relationship with an exporte r.4.When you write this kind of letter, the following points should be included:1)Source of information;2)Self-introduction;3)Reference as to your firm's credit standing;4)Expectation.5.When you write a letter to reply the letter of establish business relations, the following pointsshould be included:1)Gratitude;2)Self-introduction and favourable response3)Showing interests4)Hope for quotation and replyTask 2 Credit InvestigationPart 4 TopicLetter for Credit Investigation1.The Chartered Bank2・ The writer wants the bank inform them some information of The Carters Trading Company's credit.3.They want the information as following: date of establishment and name of the president, lineof business, the net worth, the annual business volume, the credit rating and record ofpayment. And they want some opinion about the company from the bank・4.Yes, I think it's necessary.5.First, give background information about the customers situation you want to know.Second, request for information about the prospective customers credit standingThird, give an assurance the information will be treated confidential 参考信函：Credit InformationDear Sir,We have received a sudden bid from the American Trading Co.,Ltd,600 Mission Street, San Francisco,with which you are now doing business and the firm gives us your name as a reference・We shall appreciate it if you will inform us inform us of the following information about them.(1)How long have you been in business relations with the firm?(2)What credit limit have you placed on their account?(3)How promptly are terms met?(4)What amount is currently outstanding?Any information you may give us will be treated as strictly confidential and expenses concerned from this inquiry will be gladly paid by us upon receipt of your bill.We are awaiting your early reply.Very truly Yours,Report for Credit InvestigationDear sir,We are pleased to send you, in confidence, the credit information concerning TCL company in your letter of May 12,2011.The above company enjoys the fullest respect and unquestionable confidence in the business world. They are prompt and punctual in all their transactions, and we have no hesitation in giving them credit to an amount beyond the sum you mentioned. However, this is without obligation on our part.We hope this information may be of use to you.Yours sincerely,Task 3 Making Negotiation PlanPart 4 TopicDefining the Aims for Negotiations1.It means that the negotiators should know well their desired results according to their ownpractical conditions・2.To avoid manipulation by their counterparts.3・ There are three different aims to be decided: the best aim, the satisfactory aim and the acceptable aim.4.When you find you have no advantages in the world market, or you have met a skillfulnegotiator in the business activities, or you have to export or import some products, you have to face the reality 一- to accept the third aim.5.If the world market is beneficial to you, as a negotiator, you should seize every opportunity tofirmly obtain the best aim. When you find it difficult to get the best aim, as a negotiator, you had better make a good preparation to get the satisfactory aim. When you find you have no advantages in the world market, you have to accept the acceptable aim・Task 4 Skills of Concessions in Business Negotiation of PricePart 4 Topic1・ Two factors should be taken into consideration in pricing. One is the profitability of the transaction, and the other is market share of the products・2.The fluctuation of commodity price and exchange rates in international markets should betaken into consideration while calculating the costs.3・ Commission refers to the payment made to a broker for services rendered.4.Discount refers to the amount a price would be reduced.mission refers to the payment made to a broker for services rendered and Discount refersto the amount a price would be reduced・Task 5 Enquiry and ReplyPart 4 Topic1.Miss Ellen.2.She enquires about the illustrated catalogue and the latest price list together with any samples.3.They reply very friendly and politely and give all the information the counterpart want.4.Try to establish good business relationship and find certain commodity with high quality andgood price.5.About the enquiry letter:First, begin your letter with stating who you are and giving your status or position and tell how you found out about the individual or entity that you are writing to. Second, state what you are inquiring about clearly and what you would like the recipient of your letter to do. Make your inquiry as specific as possible. Third, you might want to briefly explain the purpose of your letter or what you hope to accomplish. Such an explanation may prompt the recipient of your letter to act more quickly. If appropriate, consider mentioning the letter recipient's qualifications for responding to your inquiry. Include the date by which you need the information, services, etc. that you are requesting, and indicate that you await the reader's response. At last you should thank the person for his/her time.About the reply to the enquiry letter:First, express your appreciation.Second, provide the information that the prospective client needs.Third, recommend other products.Forth, introduce yourself.Fifth, State your wish.Task 6 Offer, Counter-offer and AcceptancePart 4 Topic1・ They offer the counterpart 30 metric tons of polished rice at US$2,400 per metric ton and 20 metric tons of soybeans at US$2,800 per metric ton. And this offer is valid, subject to thereceipt of the counterpart reply before 10 June 2006・2.Because to accept the prices you quote would leave them with only a small profit on their salessince this is an area in which the principal demand is for articles in the medium price range・And Japanese quotation is 10% lower.3.The contents of counter-counter-offer letters often cover the following points:(1)Express thanks for the offer or the counter-offer;(2)Apologize for disagreement to certain term or terms;(3)State reasons for disagreement;(4)Put forward concrete suggestions or amendments to the former counter-offer;(5)Express hopes of an early reply.参考信函：Dear Sirs,Thank you for your letter of May 26. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders・ At present the best discount offered for a quantity you ordered is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.We shall appreciate your favorable reply.Yours sincerely,4.The letter of offer should include:(1)Express thanks for the enquiry;(2)Give the details of the price, discounts and payment terms;(3)Detail the contents included in the price (such as freight, insurance premiums);(4)Commit the time of shipment or delivery;(5)Give the validity of offer;(6)Express hopes of an early reply.5.The contents of counter-offer often cover the following points:(1)Express thanks for the offer;(2)Apologize for disagreement to certain term or terms;(3)State reasons for disagreement;(4)Put forward concrete suggestions or amendments to the former offer;(5)Express hopes of an early reply.Task 7 Order and AcknowledgementPart 4 TopicLetters of Order and Acknowledgementdies' Blouses・2.It means the symbol n written under a word in a list to show that you want to repeat that word.3.Yes, it is.4.1) The opening usually refers to some previous contact such as a quotation, a catalog, an offerand so on. Then show your intention to place an order.2)The second part usually conclude the following points: item names, item models; quantityof each item; quality information such as color, size weight, material or other special features;price for each item;3)The third part is about the payment and delivery;4)The fourth part is to provide your delivery address or a billing address together with yourphone numbe匚5)The closure is about the willingness to cooperate and to establish further business dealings ・5.The contents does the confirming the order includes:1)Express the gratitude for the order received2)Assure the counterpart that the goods they ordered will be delivered in compliance withtheir request. And introduce other products to the counterpart;3)Close the letter by expressing the willingness to establish further business relation.Task 8 Terms of PaymentPart 4 Topic1・ Because L/C is more favorable for the seller while, the D/A is more favorable for the buyer・2.The seller.3・ You should reconcile L/C contents and their application to assure that the L/C completely complies with the Contract and your requirements・4.The letters about terms of payment includes:1)Put forward the problem of terms of payment;2)Present the desired terms of payment and explain why this mode of payment preferred orwhy other terms of payment caif t be accepted・3)Close the letter by expressing the hope of early reply.5.You should pay attention to that the reasons given for the request of amendment should belogical favorable for your side and your tone in the letter should be polite・Task 9 Contract, Discount and Commission参考例文：Dear Sir,We have duly received your Sales Con tract No.5623 covering 50 tons walnutmeat we have booked with you. Enclosed please find the duplicate with our counter-signature・ Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.The relative L/C has been established with the Bank of China,London, in your favour. It will reach you in due course・Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order 80 tons.Yours faithfully,1 ・ When sending a letter of Sales Contract, special attention should be paid to the price, terms ofpayment, specifications, quality, quantity, time of delivery, port of destination, etc.2・ The contents of the letter of sending a contract should include the following points:1)Be with a Sales Confirmation/Contract；2)Confirm the order (goods* name, order No., etc.)；3)Ask for counter-signature；4)Show any other specific notes (L/C, packing, insurance, etc.)；5)Show your expectation参考例文：Dear Sir,We have booked your Order No. 105 for 500 ABC Machines and are sending you herewith our Sales Contract No. ABC-103 in three originals. Please sign and return one copy to us for our file.Please open the relative L/C at an early date, so that we can arrange the shipment as soon as possible.We expect your early replay at your earliest convenience・Yours truly,Task 10 Packing and ShipmentPart 4 Topic1・ They will be packed in seaworthy containers. Each bicycle is enclosed in a corrugated cardboard pack, and 20 are banned together and wrapped in sheet plastic. A container holds 240 cycles; the whole cargo would therefore comprise 50 containers, each weighing 8 tons. 2.Because the direct liner between Shanghai and the port of destination is far and few and theseller has some difficulties in obtaining ocean freight space.3.Yes it is.4.The letter of packing includes the following points:1)Open the letter with the problem under discussion;2)Explain the packing and shipping arrangements in detail and reasons for this kind ofarrangements;3)Close the letter with the hope for cooperation or wishes for an early reply. 参考例文：Dear Sir,The 6000 Car Toys you ordered will be ready for dispatch by 15lh January. Since you require them for onward shipment to Bahrain, Kuwait, we are arranging for them to be packed in the following way:1)The toys will be packed in window packing padded with foam plastic for inner packing sothat the products can be seen directly・2)The cartons will be outer packing, 20 pieces to a carton lined with polythene sheet,reinforced with plastic straps to protect the goods from possible damage in transit.3)The toys with cartons will be carried in containers, which will greatly reduce the changeof damage caused by rough handling・Please let us have your delivery instruction.Yours sincerely, 5・ The letter of shipment includes the following points:1)Open the letter with the problem under discussion;2)Explain the shipping arrangements in detail and reasons for this kind of arrangements; Close the letter with the hope for cooperation or wishes for an early reply.Task 11 Insurance1.CIF insurance for double offset ring spanners against all risks.2.The People's Insurance Company of China.3.He would pay extra cost・4.You should know the steps of writing it:1)Stating that you have received their letter2)Giving your reply of agreeing or refusing and your reasons3)Stating the goods will be sent soon, etc;5.To discuss the insurance the buyer needs and the payment of it to avoid the loss or damage ofgoods during the shipment.Task 12 Agency and InspectionTask 13 Claims and Arbitration1.They made investigation, apologized for their errors, and then arranged for the correct goods tobe dispatched to the counterpart at once.2.The writer claims for short delivered quantity GB £ 180, and the expense of survey.3.Claim is sometimes unavoidable in a transaction. It should be handled with the principle of "onthe first ground , to our advantage and with restraint"Arbitration is a means of settling disputes between the two parties through the medium of a third party, whose decision on the dispute is final and binding.4.You should begin by regretting the need to complain or claim, give a detailed and cleardescription of the problems, then ask for an explanation and suggest how the matter should be settled.5.First, you'd better inform the counteipart the short delivery of goods they shipped to you.Second, you，d better make clear what your claim is;Third, yoird better request a replacement, repair, refund or compensation.参考例文：Dear Sir,With reference to the newly arrived shipment of ABC sands under the contract No.521, we regret to state that we have found upon inspection that nearly 15% sands have been lost.On further examination, we found these PE bags were unsealed・ And I seems that these bags were not treated with enough heat in the process of packing.And we have to repack the sands before we deliver to our customers, the charge of which, together with the loss of sands amounted to US$350.Yours truly,Project 7 BankingPart 4 Topicl.F 2.F 3.F 4.F 5.FProject 8 Business Report Part 4 Topicl.F 2.F 3.F 4.F 5. F。

Unit 1 GlobalizationPart I Business VocabularyDirections: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence.1 There are too many examples in aviation and other _____ B _____ of what has happened to companies that have tried to do that.A sectionsB sectorsC segmentsD components2 It would not _______ A ________ earlier mistakes such as attempting to enter the train or boat-building business.A repeatB makeC recognizeD produce3 He is impressed, he says, by the way in which oil companies have ____ D _____ from losing national images.A obtainedB gotC reachedD benefited4 Royal Dutch/Shell is another group which manages to ______D_________ itselfas a local company in which it operates.A displayB exhibitC showD present5 When the Japanese tyre group Bridgestone entered the US market, it made an _________ C _______, buying the local production base of Firestone.A saleB purchaseC acquisitionD overpayment6 If a company wishes to enter the Chinese market, it usually looks for a local ________ D ________ who will cooperate in setting up a joint venture.A manB talentC managerD partner7 If you’re ______ C ______ don’t go to Oslo – it’s Europe’s most expensive city.A hardB hardyC hard upD hard down8 A survey has _______A_________ with some interesting information about the cost of living in our major cities.A come upB show upC put upD live up9 Meals at restaurants cost a _________ C ________ and drinks are very pricey.A expenseB priceC fortuneD fate10 Being kept waiting, being connected to voice mail or being passed on to someone else are all common ________ D _______.A flashesB firesC firecrackersD flashpoints11 Reasons for this are ________ B _________, according to Reed.A three piecesB threefoldC threeD triple12 Increasing numbers of transactions take place entirely by phone, from ___ D ____ insurance to paying bills.A doingB sellingC buyingD arranging13 As companies move towards ‘remote working’, the need for the right tone of voice _______ A _______ to every level of the organization.A extendsB stretchesC expandsD attaches14 However, globalization has brought problems in the compan y’s overseas plants, and this is having a bad ________ A _______ on its share prices.A effectB influenceC affectD consequence15 A journalist from the Eastern Economist Review suggested recently that the company could become the _______ B _______ of a takeover if it didn’t sort out its problems soon.A aimB targetC objectiveD purpose16 Although this helps to lower costs, the materials are often of poor quality. This has resulted in _______ C _______ orders.A placedB placingC cancelledD canceling17 Recently, a German distributor refused a D of 50,000 blouses.A dealB transactionC cargoD consignment18 When customers want last-minute changes to clothing, the plants cannot meet customers’ tight _______ D ______.A timesB periodsC datesD deadlines19 Its latest _______ B ______ were described by a famous fashion expert as ‘boring, behind the times and with no appeal to a fashion-conscious buyer’.A seriesB collectionsC sequencesD present20 Factory workers complain about their wages. They are often expected to work _______ C ________ without extra pay.A overB timeC overtimeD timelyPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 资本外逃fight of capital2 福利welfare benefits3 相互让步give-and-take4 国家形象national image5 航空航天公司aerospace company6 全球化公司global company7 就业问题employment problems8 生活水准living standard9 跨文化问题cross-cultural problems10 合资企业joint venture11 本地合伙人local partner12 许可协议licensing agreement13 通货膨胀率inflation rate14 市场调研market research15 远程办公remote working16 全球会议global conference17 股票价格share price18 顾客需求customers’ needs19 低价战略low-pricing strategy20 员工流动率staff turnoverPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.There are too many examples in aviation and other sectors of what has happened to companies that have tried to do that.在航空业和其他行业中想要原地踏步而以失败告终的例子比比皆是2.People are much more likely to express anger over the phone, rather than in writing or face to face.和书信及面对面交流比起来，人们更容易在电话上发火。

国际商务英文合同实训教程Diving into the intricate world of international business, the "International Business English Contract Training Manual" is your passport to mastering the art of crafting contracts that bridge cultures and secure deals. Imagine navigating the high seas of commerce with a compass that never fails, this guide is just that—a reliable, well-crafted tool that will steer you through the complexities of cross-border agreements.Written with the seasoned professional and aspiring entrepreneur in mind, this tutorial is a treasure trove of practical insights and real-world examples. It demystifiesthe often daunting task of drafting contracts that are notonly legally sound but also culturally sensitive, ensuringthat your business dealings are as smooth as silk across the globe.From the fine print to the larger picture, this manual walks you through every step, from understanding the legal frameworks that govern international trade to the nuances of language that can make or break a deal. It offers a comprehensive overview of the key elements that must bepresent in any international contract, including terms and conditions, obligations, and dispute resolution mechanisms.But it doesn't stop there; it also delves into thestrategic aspects of contract negotiation, teaching you howto leverage your position and secure the best possible termsfor your business. With case studies that bring the theory to life, you'll learn from the successes and pitfalls of others, equipping you with the knowledge to avoid common pitfalls and capitalize on opportunities.Whether you're a seasoned negotiator looking to refine your skills or a newcomer to the field seeking a solid foundation, the "International Business English Contract Training Manual" is your go-to resource. It's more than just a guide—it's your strategic partner in the quest for international business success.。

烟台大学文经学院《国际商务模拟实验》指导手册经济系二○一一年八月一、实验平台简介国际经济与贸易实验平台使用的是对外经济贸易大学、南京世格软件合作开发SimTrade外贸实习平台。

SimTrade定位于高校的教育、企业的商务培训和个人的职业训练，通过归纳和总结整个外贸实务的流程和惯例，在互联网上建立几近真实的国际贸易环境，直接切入不同当事人所面对的不同工作。

帮助学生或者培训对象把握整个业务过程，通过不同当事人角色的扮演（出口商、进口商、工厂等等）充分掌握各种业务技巧，熟悉和体会客户、工厂、银行和政府机构的互动关系，真正了解国际贸易的物流、资金流和业务流的运作方式。

从而达到“在实践中学习提高”的目标。

同时，为教育和培训机构提供了一种全新的教育手段，不仅提高了工作的效率，而且使得教育培训的满意度得到最大的满足。

SimTrade是模拟的B2B电子商务中心，每个参与SimTrade外贸实习的学生都将按照实习计划扮演进出口业务流程中的不同当事人，共同组成模拟贸易环境。

通过这样相互竞争和协作的角色扮演，他们将面对出口商、进口商、工厂甚至银行的日常工作，从而熟练掌握各种业务技巧。

管理员：管理所有参与实习的班级资料、指导老师资料和实习通知内容。

指导老师：建立实习计划，为参加实习的学生分配角色，在网站发布新闻，调整商品的生产成本和销售价格、调整汇率、业务费用、保险费率和运输费率。

设定实习评分标准、实时监控学生的操作，并且对于模拟贸易中发生的纠纷进行仲裁，最终利用评分系统对学生的实习成果给予评定。

出口商：出口商作为独立的经营单位，自主制定销售策略并且负责实施：同工厂、进口商建立业务联系；就一个或者多个项目进行商务谈判；灵活应用各种成交手段完成业务获得利润；还要随时掌握公司的业务、库存和资金状况，以便对出现的问题做出正确判断和合理解决。

进口商：进口商必须紧跟本国消费市场和国际贸易市场的变化，合理调配有限的资金，不断变化思路，凭借敏锐的感觉，选择最有利润的项目，加快公司的资金周转率。

!"#$%&’(!"#$%"&’()&*+)+$#,",-()#.&/#0$!"#$%!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"!"#$%!!".’//+(%’(8(+%$-+3()/1%/9%’(9/1)&’/,&(+%/)(40$&(%’(1-5()0,-(54$)%""""%%!!!":)$-+0$%(%’(;-60,+’,-%/.’,-(+(/).’,-(+(,-%/;-60,+’<!&"#$%&’()*+,-./012345678"&9:;$%<=4531267>#?@AB4578#&5CDEFGHIJKABLM’NOPQR8$&STUVWX53YZ[\]#^_‘3#%’8&&5Cab3cdefghI#i j kXl12Zm’Dnopqrst’uv#&’3Y Z[\]Aw8x’&()*+*,,*-./0*/1+02+*,,0)*3221+4+*-5.6*+707).3)*-8-.6*’9).,*0)*:;<*-./0*/1+02 :;<0)*+7=*3221+4+*-5.6*+707,29*-8-.6*&(&>)*/0)*+*,,*-=7?*+0)*@.-+08-.6*,.+0’)*+)2;,1+;:=.07/280.=7,1*=7/1@2-).+*+0.A =70*2@0)*62/6*++.2/+)*92;,1:*62=8*,,*102=7?*./@752-2@0)*:;<*-&)&!*@2-*/*320.70./30)*8-.6*0*-=2@0)*62/0-760’0)*+*,,*-+)2;,167--<2;00)*@2,,29./3 62+07/7,<+.+02*/+;-**B82-0./3.=8-25*+8-2@.0+&*&C@’./0)*7:+*/6*2@20)*-+7,*+7,0*-/70.5*+’0)*62=87/<62;,1+*,,0).+!%8*-6*/07A :-271:<,29*-./30)**B82-08-.6*:*,290)*12=*+0.6+7,*+8-.6*’.0=.3)0:*7157/07A 3*2;+0212+2&!%&C0.+.=82-07/002.1*/0.@<7/1./6,;1*0)2+*2;0A2@A826?*062+0+0)70-*+;,01.-*60,<@-2= 0-<./302*B82-0787-0.6;,7-8-21;60&!"#$12,’3+4&0(),5,$#,"&’!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"%"!$#!J J!"#$%&’()*+,J!!"#$%%&’($’)’&(*+&,’-%.(%/($’/%.-0$%10’&(%-’23*0’($’.+4’-31+’42*-("!"#!!!!!"5-*+&3*(’($’6+731&$1+(%#$1+’&’%-#$1+’&’1+(%6+731&$8!$yz{|}~!"#s5$%&’(^G(6)*8"$+G,-.%3/0N1234’56789.:8#$;z<k=>?@A v BC^D8$$EF(G3)*HI’yz JKLM(z1N^OP,8%$QR,<=3^D1S?TU8&$%&’()*+,’-,,.-/01&/*&0(+2,31&)45-1(6&(015/5-718)532&*7&5.01&9(/8&0+)7:5,;,+<+2+0+&,5.5-/:/5*-’0,$’$=&()31+2&’3&,15-2*2+8&058)5345-/:2()05:-,101&,(2&5.5-/:/5*-’0,$ ($>’()(,,-/&45-3&1(6&,:(/&*)5&..5/0()*,:&)0?-+0&(,-95.95)&4+):-,1+)701& ,(2&,5.45-/:/5*-’0,$)$@1+,:/5*-’01(,<&&)(<&,0,&22&/.5/)&(/245)&4&(/$!*$#’’5/*+)70545-/&,0+9(0&’31(0+,01&9(A+9-9())-(20-/)56&/45-’5-2*.-2.+22V !"#$%&’(()*"+,#’-./00(’()*#)!"9*(0$($’(’-:&1+#%3.:+;,1($($’0%--’&2%+41+72*-*2$-*&’&1+#%3.:+<"!B#"C!!"9.3(123’0$%10’+0$%%&’($’)’&(*+&,’-(%/1331+’*0$%/($’)3*+=&"!##""!!!"5-*+&3*(’($’6+731&$1+(%#$1+’&’%-#$1+’&’1+(%6+731&$8!$yz,(z3WXYZ[\]8(^_y‘abc(z35C dV"$(^;yzX>F3AB’e r4fghijk%lml5dV#$kn yz34opq?3r’(z9:;stuvV$$#‘yzL w3x Z y"TU’yz-.;(z%D3uv8%$s#yz z{;(zX‘yz3>F5’yz|7;(}~uv8&$E&/&+,5-/!$>$F$:/+’&$@1&:/+’&+,7+6&)3+015-0&)7(7&9&)0$’$>,+0(.+/95..&/5/()5..&/,-<G&’00545-/.+)(2’5).+/9(0+5)V($H-/5..+’&+,.+/9.5/(3&&8./5905*(4$)$!5-2*45-&A0&)*45-/5..&/.5/01/&&*(4,05I-)&(01V!*$E&/&+,5-/:/+’&2+,0$#2201&:/+’&,+)01&2+,0(/&,-<G&’0055-/.+)(2’5).+/9(0+5)$!"#$%&’()*+(,+#"#",,$-$!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"!"#$%!!"#10%,40(&’/,&(+&’//+(%’(8(+%$-+3()%/9,00,-($&’/9%’(80$-:+"#$#"$!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’=!&!nb "x #w 3$5%5&’’(6+$_)’*O \+’,(6L w 3-./0mb 13238"&DE ,6+$3_)4B6Y 5363?’7’89,6%g+P?3_)8#&,63:b ;_)’{,B6JK,6<+$>?633_)’=’,>?@0*3AB P4C18$&(6L w 3-.DE/0’FG ^H $_)63‘8%&D k0b 6k b 1#w m+$>IA1’J @K G;,6k LM 8&&()*+*,-..*/01.**02)+-3*453*4*67-/*4)*25/3-4-5/0.80.9*:56*02)594257*0/345*+;4-704*4)*<65101-.-4=5:+922*++&’&>/70?-/@4)*/*A4758**02)<064=B+25/2*6/-+,-4)4)*3*@6**5:2577-47*/4)*0440;2)*+450/=-++9*&(&()*756*-7<5640/44)*3*2-+-5/’4)*@6*04*64)*<6*++96*,)-2)4)*-7<5+-4-5/5:04-7*.-7-4+26*04*+N 4)*+)564*64)*4-7*0..5,*3454)*/*@54-0456’4)*@6*04*64)*<6*++96*45,)-2))*-++91C*24*3&)&()*<962)0+*63*.-1*604*.=*A4*/3+4)*/*@54-04-5/++54)044)*+9<<.-*6-+.*:49/2*640-/0;1594)-+6*0.-/4*/4-5/+&!*&()*D064=B+-/-4-0.3*70/3,0+5<4-70.-/6*.04-5/45)-+*A<*2404-5/5:4)*E<<5/*/4B+25/2*++-5/:024560/35:)-+5,/25/2*++-5/:02456/*2*++06=45+*296*4)*25/2*++-5/:6574)*E<<5/*/4&!"#$%#-.)/00.1$+"0.+"23#,"#",+4&"$(+0$./01234!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7""%$!#!F -./01234F +!U U!"#$%&’()*+,U!!"#$%&’(%)*+,’*)-+*+,,-)&+).)-&/0-1)2&,3’%%’0&+).%/04-"!""!#!!!"52/0-%/&)&+)607%’-+’0&,8+’0)-),28+’0)-)’0&,607%’-+"!$+-OP3R OP+QR y ST1b6UV8"$y6W N9X7!Y m Z[\]v%&"^_‘a8#$b y S’c K d n yz b e3V f8$$^_y Sg^_J h!Q i b jkla M lm’F Q i b no1la’!no1la s&=1S’J11S8%$^_y Sg^_J h!9:HIc1pq V m’b q+r6st’b q+u6st8 &$’()*)++),-./!01),-2,))3454.5+0/)3()64++478.23,-.9-5384.-554,/8.2343():)+473),;9-./54./8384.9i’$<64.)=-,316-8+93460+68+3()54.3,-53’3()43(),=-,3189).383+)/345-.5)+83$($>);093(-?)140,%&"-3+)-93#)/-19:)64,)3()38;)469(8=;).3$*$’()-,:83,-384.9(40+/:)68.-+-./:8./8.20=4.:43(=-,38)9$!)$@0-.3831-++47-.5)89-39)++),A94=384.$!9":2’&’07+;<=6;8>?5@<85"4.3,-53BC i<D!)"%E-3)i C35$"%’"))&’()!01),9i FD’"G’G#<D%D"’H<"#%#II%<#B"D*"CFI#BJ’$%+’F#<’H<"G<’H HC#E$’!#BKLCL’’#<%#BE’()*)++),9i KM#BKNGCM<FICH’#BE DOICH’"CHICH#’<CB’BC$%(’NG#B@<#B HC#E’KM#BKNGCM’"G<B#’()!01),9-2,))34:01-./3()*)++),9-2,))349)++3()64++478.2244/94.3),;9-./ 54./8384.9-99)364,3(:)+47iv!w B-;)46"4;;4/831’*=)58685-384.9-./I-5P8.2i’Q*D’G<*DB*Dv"w@0-.3831i"))9)39v#w M.83I,85)i"<R"))M*Ev$w’43-+Q-+0)i$)’)))M*Ev*(8=;).3@0-.3831%S;4,)4,+)99-++47)/wv%w’8;)46*(8=;).3i E)5$"./’"))&v&w I4,346+4-/8.2i K0-.2T(40v’w I4,346E)938.-384.i!-.2P4Pv(w<.90,-.5)i"4?),8.2>$I$#34:))66)53)/:13()9)++),$v !w !"#$%&’()*$"+,i -*.&+’/#$"0’/##"1&.)23"3",,"#&’.#"0/,/+’)1&4#&’,5"%"33"#6)*)23"),%/75,+&,)33&8/+76)#,/)3%5/6$"+,)+0,#)+%%5/6$"+,9!5":",,"#&’;#"0/,$4%,#").5,5"<"33"#%2"’&#""#0)*%9<"33"#%v %/7+),4#"w i $$$$$$-4*"#%v %/7+),4#"w i !"#$%#&’!()#")*+,-.$/01#.234"$/"56/734"$%4$$1434"$56*78!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"=>-?;!!"#10%,40(&’/,&(+i &’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"==;-=!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"%9yz z{xyz{|b &}\]C $1g ~^K !"’K !"#‘"’&##&$8’9yz %C $3K !"Q &’6()#‘’F Q &f *+e r g !8"9y C QR P ^,->#./3f *lm 8(9yz z{C $K !"p"011‘’yz W NO |’6~#g 23$.8&9yz S 45’1^P ’6k0k %%0q H 6$.’s#78’69%3:;<=k :"0T ’#>?@C A 8)9@+.)%",5")$"+0$"+,&’:A ;’/,/%+"."%%)#*,5),,5"%,/643),/&+%/+:A ;%5&4302"/+"B).,)..&#0)+."8/,5,5"<)3"%;&+’/#$),/&+9*9C&430*&463")%","334%85),"B).,3*/+%4#)+.".&1"#%)..&#0/+7,&*&4#4%4)3;9@9D,"#$%V+9?’,"##"1/"8/+7,5":A ;’8"’/+0,5),,#)+%%5/6$"+,)+06)#,/)3%5/6$"+,)#"+&,)33&8"09!9>+.3&%"0/+,5/%3",,"#)#"#"3"1)+,0&.4$"+,%’&#*&4#.5".E/+7)+0,)E/+7,5"0"3/1"#*9%#9(3")%"’)B ,5"<)3"%;&+’/#$),/&+,&4%%&,5),8".)+)##)+7",5"%5/6$"+,8/,5&4,0"F3)*9!=">),%,-6i=")#G#9H&5+<$/,5’C/,5#"’"#"+.",&,5"&’###$&4+,)/+""#/+7I).E",%4+0"#&4#<)3"%;&+’/#$),/&+J&9&&#’8"K03/E",&5)1"*&4#),,"+,/&+,&,5"’).,,5),,5"0),"&’0"3/1"#*/%)66#&).5/+7’24,,/33+&88"5)1"+&,#"."/1"0*&4#:",,"#&’;#"0/,9(3")%""B6"0/,"/,%"%,)23/%5$"+,2"’&#",5""+0&’,5/%<"6,"$2"#’%&,5),8"$)*.&+%/7+*&4#0"$)+0"07&&0%)%%.5"043"09!L -./01234L $!K K!"#$%&’()*+,K!"#$%&$’#()#*%+,-+&.,&"’(/&"%/&"’+’01&(+&/(2&+,$&’3(’’3&456+’*0,1(’*#"+ ($&*"&7(8’(88#$%("8&9*’3’3&’&$/+#:’3&8#"’$(8’;<&1##2:#$9($%’#$&8&*)*"=>#,$:()#$(-1&$&+0#"+&(’("&($1>%(’&;?#,$+:(*’3:,11>’@3("=A,*’B(1&+/("(=&$’A&’(*C($/&"’+!"#$%&’&"()*$+,-#*.#"/0129:;<6!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"D E F G6!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"E6D E6!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"!;yzN EFy Sla=7GC$K!"8";=(6#0!$B3C K~yz O|K!"z{C0’DEF3n yz%|1G m\ ]39|8%;yz k0(60H M C"]IJ!m K H’LM|y6S K!"$N‘OPQR8 &;STM|(6’yz UVWX b q T Gv c pq^_J h!3YZ K!"3[\m’S K!"&0"&B C0’]>##’%8(;K!"N+~!\]H^_]e‘’S\]N a(6[),‘()%C#‘8’;H1&(+&"#’&’3(’0(>/&"’*+’#-&/(%&->8#":*$/&%’*$$&)#8(-1&456(11#9*"=0($’*(1 +3*0/&"’+("%’$("++3*0/&"’’0(>(-1&->%$(:’(’+*=3’;#;<&+3(11-&=1(%’#+3*0’3&=##%+->(%*$&8’+’&(/&$’#I("8#,)&$9*’3*"%$%(>+(:’&$ $&8&*0’#:>#,456;);?#,$456/,+’$&(83,+#"#$-&:#$&’3&"(’3#:’3*+/#"’3’#’3&$9*+&9&+3(11"#’-&(J -1&’#8(’83+;+;j D#"=:&"=x;*;H1&(+&"#’&’3(’’3&45681(,+&+/,+’-&*"+’$*8’(88#$%("8&9*’3’3&+’*0,1(’*#"+#:’3& B56;!$;!3#0&’#$&/*"%>#,’3(’>#,+3#,1%"#’*"+&$’*">#,$456(">81(,+&+’3(’($&"#’(J =$&&%,0#";!="2-+3()%’(>1(+%,/-8),(90?"K!"3C02b iv !w ru(6c ^_lm d A b P v !"#$$%$&’w i v !w e 1v K !""#f ‘g ’’v (w x1b h 9|]v 9:n u 6\]w ’v )w i 9%k03Z F 8v "w r 6jk G \]v C "]w 6$l 5’C 0k0u 6m ]K !"~i $3no l a M lm L "#-+p 3K !"8v #w C "]N K !"W w;K !"~x139|]8v $w 9|]9|K !"3-+p ’H u 68!"#$%#&’$()*+,-."/-."$=>;<6!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"*+,-.!!"#10%,40(&’/,&(+i &’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"-.,,+!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"!/5qr (6K !"D c iv !w pq P S##%%s 8v "w t G u<8"/DE(6^k K !"~t G _v Rf,yz (6{1,I 8#/DE(6^e "w 1xy G qr K !"yzN z :{\’s#.%z{.,|fSx#w‘8$/yz z{}~k !w <%"43y Sla ,K !"#]‘qr 8&/HI c n !$’y6S oN K !"H e 13j Rf 9i !%x r #j Rf 9i H ^x 8’/012#34,#$!)5$6278$7’$#6!8’(2’1&$9!%:&!’:1&’;$<:&6’5!’’5$!%12&’1<’5$)#$6=:’:7>$77’5!&’5!’1<’5$)1&’#!)’/?>$!7$!%$&6812#34,’1:&)#$!7$’5$!%12&’/(/.7’5$#$:7&16:#$)’7!:>:&"<#1%@2!&"A512’1812#B1#’&$9’%1&’5’812!#$C:&6>8!7C$6’1!%$&6’5$75:BB:&")>!27$71<812#34,’1#$!6j ’#!&775:B%$&’!>>1;$6x)/D$75!>>(11C 75:BB:&"7B!)$1&’5!’E$77$>2B1&v 1&w #$)$:B’1<812#34,!%$&6%$&’/*/F’:7:%B$#!’:E$<1#812’1!%$&6’5$34,!7B$#12#<!91<’5$"&’5/!%/.7#$G2$7’$6’;$5!E$%!6$71%$!%$&6%$&’7’1’5$’$#%71<’5$34,/!="2-+3()%’(>1(+%,/-8),(90?"K !"3r"2b iv !wu 6k0r 6,K !""$qr 8u 6gvv &r ’(W g k )*&K 6_($qr 508!H -./01234H +!A A!"#$%&’()*+,Av!w DE r6S o‘u6350’;T xy C"\]C$qr!8v"w C"],K!"qr+’N qr!9|;9|]8v#w9|]N qr9|;u68!"#$%#"&’()*+#",?@!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"!"#$%!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+""!%%!"!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"$&gv;y b n’TU>,3&=5Ce-h g.b n1T89/0dV!&c yz%|’STU1d S,’/#2.348"&H,kn p~5673HIc’&(!8gv9:!#0#;G&K8#&b<G m(6K!"’y6N==234>Rf8%&e r Z?S>;Rf Z"’k@‘L+N+\]W;(68&&’()*+,-./012-,+341)5+.+1+.6+7’28+-1+1+9741)*+9+,+11-.:-228;,-);09(0.31&’&<.-9120.)5:1+-;1)*+301);320.)-9)307+0().-9120.)-);09;9)*+=0.87)07-:& (&>0.14,*-5;/0.7+.’=+2.0201+)0*-6+)*+/00717;12-),*+75:1+-&)&?;9,+)*+.+;1907;.+,)6+11+8’=+*-6+)0-..-9/+348);307-8,035;9+7).-9120.)5:.-;8 -971+-&$*&@+*-6+-..-9/+7)0).-9120.))*+.;,+:0424.,*-1+75:.-;8&!"#$-&"’.//+#",01#22#",02)*&4A!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"%"$#!!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"!$$%"!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"$&QR3T A n BC8!&DEFG1HIJ0v K.%-M8!!p z 1LM ,!!N QR 8"!-D C O ’,!‘PQ 3QR R08#!67QR )*BS’BC’BT’BU 8$!"#$%$&’()*+,#(-)’.)/0-1*+23*’.%)’04&’(0/&!%!5#(%0446’/0-1*+2-.0(2)*&*+-4$7)7*+’.)-#+’(0-’/(*-)!&!8.*(’&0()’#9)/0-1)7*+/40&’*-:4*+)730’)(:/(##,-0(’#+&!’!;0-1*+2-.0(2)*&09#$’!<#,’.)’#’04-#&’#,’.)2##7&!()!=)-0++#’0,,#(7’*%)’#-.0+2)’.)/0-1*+29)-0$&)’.)&.*/3*44&0*4*+’3#706&!!"#$%&’(’")*+,,+-#$./"01’2$#+"BC!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7">?@A B!!"#10%,40(&’/,&(+i &’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"@A B >A!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"(!yz3&=k d m f-+’&VWXY v Z ]8*![(N \q M C g pq ]y S 1^#’r 61_j u 6‘U ’L 6a {u 6S o3T <6b $n 3Vc X M 8!!y S e 1y6’H r 6’1_d G ke39eV 1y C3.%’yz S EF 9|(6yz 1O1fg .%’g !+(6hi 8"!Vc +~!&=VcVjWk ]8S WVc T <’k !@H l -m d 8#!+e39T <]$n 31T "!"93=\M b qn I W 38$!@,’)(()*+&/)-’*#+0’/#(’#,7)&’*+0’*#+’’.)D$04*’6#,’.)2##7&30&,#$+7+#’*+-#+:,#(%*’63*’.’.)-#+’(0-’&’*/$40’*#+&!%!E/#+)F0%*+*+2’.)2##7&’3)7*&-#G)()7’##$(&$(/(*&)’.0’’.)63)()04’#2)’.)(*+,)(*:#(*+D$04*’6’#’.)&0%/4)&#+3.*-.90&*&3)/40-)7’.)#(7)(!&!H.)9$6)(&0())+’*’4)7’#()*+&/)-’’.)2##7&$/#+0((*G04)G)+’.#$2.*+&/)-’*#+.0&9))+%07)#,’.)2##7&9),#()&.*/%)+’!’!=),))4’.0’’.)D$04*’6-)(’*,*-0’)&*&&$)7966#$(*+&/)-’*#+9$()0$0()+#’)+’*()46’($&’:3#(’.6!()!=)I440--)/’’.)2##7&#+46*,’.)()&$4’&,(#%’.)’3#*+&/)-’*#+&-#*+-*7)3*’.)0-.#’.)(!!J -./01234J +!"D D!"#$%&’()*+,D!"#$%&’()’*+,-$./-0’1(232$#."#D!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"!"#$%!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"""$%$!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"!&yzkp no"~p!‘!@H39!+78"&#%3qr%<=3Z]’P v Vc"9!#a"8#&s R.%=1{X^T Vc+’X^Y v tu8$&!h k,p C Z%l M^T}vw~3G xy0^T8%&yz nEF z{)*3]H C|}5C38&&’()*+,-./0-123405+)670218/69,1,)8:(055;)1,:269805!<=/91>)02*,()*+,-./0-123 405+)6702)?/69,1,)8:(055;)1,:=@$/91>)’812+:,())?/69,*+,-&’&’()366*:>0226,;):(1//)*0:,()>62:132))12,():,9013(,;1556750*1231:12>62:1:,)2, A1,(,()69131205>62,90>,&(&’0917790,):6218/69,:705512,6,A6>0,)3691):i3)2)90590,):02*/9)7)9)2,10590,):&)&’()!+:,68:405+0,1626718/69,02*)?/69,366*::(055;)*),)9812)*;-,()!+:,68:62 ,();0:1:67,(),902:0>,162405+)67,()366*:&!*&<8/69,)*02*)?/69,)*>0936’)?>)/,A()9):/)>1055-)?)8/,)*’1::+;B)>,,6,()2)>):.:09-!+:,68:)?08120,162&!"#$%4#3$’’"*5"-,32"1’EF!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-6.’,-(+(%)$-+0$%,/-+,-./01*-7"!%$#"!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"!"!%$!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"!+T G e r’}()#‘!!*C~em e39!8"+e r g]U e r"Y’1’D*3e>;r#’‘p e r g+r6f‘8!"yz z :45n7}r 6k0}()#‘#$%!~e ’syz y S e 1=^}()#‘3##%!~e 8&"DE e rTU S o’g ~eb $rM %&rvp3>;r’‘p3e r #‘*+r 6,’8$"e r gkEF ~e &=3k \’~e 3"Y 23Me3931S ’18’""#$%&’’(#)*+,-%#.(#/0*/-121**.1+-%#(#3#0.-1)21*(,#40-+1-#5("6’#&$#0+$*(#-%#$%0./#+--1*$"67&+,&8&0+$-"&(90$:5)";%#.(#/0*/)1(<(#&:&8#0$*!’0)21*=1*’,’0:#-10+$*(#&8&0+$-0-’=#=0’’#))#3-0-)1(21*(&331*+-5+"6’#&$#0+)1(/*$0);6>?0$0+3’*,#,0+21*(.(03#5#%"6’#&$#@*1-#*$21*(’1=#$-A67(&-#)1(B )’%%%1+;C $#-$)(1/D1+8:1+8-1E%&+8F%&05!"#$%&’($))"*+,#-.)"$/+,#--#"0123#4)@G*@HIJ!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"<?7G H!!"#10%,40(&’/,&(+i &’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"7<7<H!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"#"DE .%k f *(~w )w9o n ’!T n j *f x 8*"=H ^m +93fg+’6h ’8!".b (f ’yz cW ;(6b ,Z F -B8&"+G |1.d<=’yz =,23^/*f 8$"!N *f 6_.%0M 1O ’F :2Z8’""#%1.#-%#811,$3&+4#,#’0I#(#,4#)1(#E#.-#/4#(5(""#%&I#4##+0+)1(/#,42-%#’13&’3&(81’0+#$-%&--%#)(#08%-j J0+8x 0$’#&I0+8)1(K&+3%#$-#(1+$0L-%+#L-/1+-%5)"6’#&$#&,I0$#*$#%,&2$4#)1(#-%#/1+-%1)$%0./#+-1)31+-(&3-+*/4#(’+&/#1)31/F/1,0-2’@*&+-0-2’.1(-1)’1&,0+8&+,-%#-0/#=%#+-%#811,$(#&3%-%#.1(-1)’1&,0+85+"M1*&(#(#@*#$-#,-1&3-&331(,0+8-1-%#4*2#(N$$%0..0+80+$-(*3-01+$0+1(,#(-181-%(1*8%-%#3*$-1/$$/11-%’25#%";%#811,$&(#4&,’2+##,#,56’#&$##L.#,0-#$%0./#+-5!!O -./01234O ,!"@@!"#$%&’()*+,@!"#$%#&$’’"()*’+,*#"-,"./0,1#"#"-23451’"$6KL*MN%6!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"!"#$%!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"%"$#%!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"!&K!"1T Z F~0M$N3431i6Z’&}()’e r Z M\q Vc!8"&8C]gv v=5|15v!$+w1e s G,Z F#]‘a8#&DE r6g C"]s Z F t k1^x’d6‘a’-+p)*NB#’\7’8#v+ >;g!b9:%\]8$&9|]g e‘]gv d6;-Z F L N!n Z F f%-+p v Tqr g;)<3Z F8%&=>b?@A3la e1’\]|15v#b),Z F#]BC8&&’()*+,)-+(.)*/0)*+1/234+(),’)*+536+-27((/8)79+:/,,+,,;/(/0)*+.//1,7(1 :-/2++18;)*)*+;4:/-)0/-47<;);+,&’&=*+67-+(/);(7:/,;);/()/>+-;068*+)*+-)*+.//1,,3::<;+17-+72)37<<6;1+();27<8;)* )*/,+,:+2;0;+1;()*+2-+1;)&(&=*+67-+/(<62/(2+-(+18;)*8*+)*+-)*+1/234+(),:-+,+()+17-+;(2/(0/-4;)68;)*)*+ )+-4,7(12/(1;);/(,/0)*+2-+1;)/-(/)&)&"03-)*+--+7,/(0/-27-+;(1-78;(.3:)*+2-+1;))+-4,;,)*7))*+2-+1;);,<+.7<<6?3;)+ ;(1+:+(1+()/0)*+3(1+-<6;(.)-7(,72);/(&!*&$7(9,1+7<;(1/234+(),7(1(/).//1,&!"#$7#0$’’"(23451’"$68’95#*’.:;<=>;<6OPQR%S!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"%!#"$!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+""$%#%!!!"#$%&’(%)*)+*,&-(.’+.&)/0+.&*’*/$0+.&*’*.&)/,&-(.’+"!!e r Z ne r&M ~e p L w 3e r y S 8"!^f Z 3D ^EF G <e 6Z ’=n G 1g u _’s -1n%_Z F 8#!.%m d e3G v +’=/c "G .p 3H q T gvw .8$!I <y T 6Z n+<=3,I p C ;$%&36Z 8%!&}()n J I ru(6KL w M 3b N jk 3MN Z F 8&!"#$%&’’$(%)*+),-&)%$).*/&%0’$,12)-),2/$1*)+.&32&&/.’.$(-)%$’4()%$’50*,1)16’.$11+$’$,11$(’.*,/.#)4’$,1!’!7*,8.*($*01#&()9$/1&*%%$41:#*1$-$(/&%0’$,1.*($4($.$,1$/’4(&-)/$/1#*11#$6*4;4$*(&,1#$3*%$1&<$),%&’4+)*,%$:)1#1#$%($/)1*,/:$($,&1)..0$/<61#$.$++$(v <$,$3)%)*(6w !(!=0%#*<)++).0.0*++6’*(8$/.0<>$%11&%#*(1$(4*(16’1#$($3&($)1).,&10.0*++6%&,.)/$($/1&<$/&%0’$,1&31)1+$!)!"#$),.0(*,%$4$()&/.#*++<$+)’)1$/1&)*/*6.04&,/).%#*(2$&31#$),.0($/%*(2&3(&’1#$4+*,!!*!?3*//)1)&,*+),.0(*,%$%&-$(*2$).,$$/$/’1#$$@1(*4($’)0’.#&0+/<$3&(1#$<06$(A.*%%&0,1!!"#$%&’&"$&&"()*+#,TU!"1%)2+)+*)*$3’.&0/(43&56.)+)+*2/$$*’7/&8.&-0+.&*’*)$%&’(%)./&’.&0/(43&9"7B C D E!!"14().7(*2+/.2*’i 2+//’*)+*:*’)%&’6*$)/;.((.&)+*:(%&<’"C B C C B!!!"#$%&’(%)*)+*,&-(.’+.&)/0+.&*’*/$0+.&*’*.&)/,&-(.’+"!!D k J @o 2Ke~’O G ‘U "P 3o "=k Q C 8@D o 2""’c n ‘U ~3b "b k m 08"!FG (=z ;m 9|’>+b v &*D R E R R S b 8#!{TU Vj %VWXY V C ’h #m R 3Z =1[gv a p z Z !8$!\<m d ]^#’yz (N >~1%*F ?@n _3’,-yz [m ‘_EF 8%!!$3K %=1!P b ;8yz z{$%‘ab s ’k~(R R 3H C c -d b g 8&!?*’.&((6?#*-$1&.*6)1:*.,&1$,(&01$!?1:*./$3),)1$+6/*’*2$/4()&(1&+&*/),2&,1&1#$.#)4!!"G -./01234G +!"E E!"#$%&’()*+,E!!"#$%&’()*+,*(&-*+.$/&01&-2’’2(()23&1(02%&*+-()&(()*-)&-%&42*(+212--&0’3#0 $-(#3*/2&1/&*%#+’#$!"!5)2’620227*42+(/’80#,2+()0#$.)1&02/2--)&+4/*+.6)*/282*+./#&424*+(#()2-)*9:-)#/4*+;)&+.)&*4#1,!#!<2)&72+27201#%2&10#---$1)&1&-2#34&%&.24$0*+./#&4*+.!$%!<)*/262)&723$//1#+3*42+12*+’#$0=#%%#4*(*2->+-921(*#+?$02&$*+*(-1&9&1*(’#3 @$&/*(’*+-921(*#+’()*-*-&1&-26)*1)#11$0024&3(20()2*0-&%9/*+.&+4&+&/’-*-&(()2 6#0,-!!"#$%#&’$((")*($$+(,("$VU!"#$%&’%’(%()*+,-./01*-23,%’%’(&/))(+4/-5,-64$)$4’)$+(+,-./01*-7"A B?C=!!"#10%,40(&’/,&(+i&’//+(%’(8(+%$-+3()%/9,00,-%’(80$-:+"==B?B!!!";)$-+0$%(%’(<-60,+’,-%/.’,-(+(/).’,-(+(,-%/<-60,+’"$!+G G z s RD-S b’ef yzn76.8&!yzN k0$n Vc X M’v T yz^‘a R R3238’!yz k ghi.%n j k f*(~-R’%n k k.X2~-R’g.#3OP Vs8 (!’(|}’1Te r g f*3‘UP j e rTU g<f TU6$8)!y l K’yzgv9X*&m,a A!"QR’’1n nopq6b8*!>(&992&0-()&(()24&%&.26&-1&$-24-#%2(*%24$0*+.()2(0&+--)*9%2+(!!!5)2-$072’#0:-029#0(*+4*1&(2-()&(()290#8/2%6&-1&$-248’*+&42@$&(260&99*+.6)*1) &//#624()29&1,&.2-(#6#0,#92+4$0*+.()2$+/#&4*+.#0/#&4*+.90#12--!"!;)&//6202($0+()2%(#’#$’#0)#/4()2%&(’#$04*-9#-&/V#!5)2.##4-62021&023$//’9&1,24&+4-)*9924)202*+2D12//2+(1#+4*(*#+&+4>*+-921(24 ()2%%’-2/3!$%!5)2+()24&%&.2%$-(821&$-24&(-#%26)202&/#+.()2/*+26)202()2.##4-6202+:( )&+4/2490#920/’!。