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外贸英语函电第五版葛萍答案商务参赞处commercial counselor’s office商业部门commerce department美国驻北京大使馆the american embassy in beijing the american embassy in beijing零售商retail dealer retail dealer处理经营deal with =be in the line批发商wholesale dealer wholesale dealer轻工业产品light industrial product竞争价格competitive price竞争能力competitive capacity /power竞争优势competitive edge激烈竞争keen competitionstanding 资信情况，长期的长期成本standing cost长期订单standing order常务董事standing director信誉情况credit standing财务情况financial standing最新目录latest catalogue附有插图的目录illustrated catalogue标准零件化目录catalogue for the standardize parts 缺货not available not available供出口的商品commodities available for export专门从事，经营specialize in享有盛誉enjoy great popularity使某人了解acquaint sb with sth acquaint sb with sth 主要进口商leading of export想要购买be in the market for提到，谈到refer to商会the chamber of commerce中国制品chinese makes依照，符合comply with售后服务serve after selling严格保密strict confidence选择1. we are sending you the samples as requested2. we trust that you will find our goods attractive.3. the brochure covers a wide range of products we deal in.4. we would appreciate it very much if you send us some samples immediately.5. if any of the items is interesting to you, please let us know.6. our products enjoy great popularity in world market.7. we are enclosing copy of our catalog for your reference.8. we are anxious to expand the market for our antimony trioxide, which at present enjoys a limited sale in europe.9. we are sure that both of our companies will befit from the joint venture.10. we would like to take this opportunity to establish business relations with you.汉译英1. we are one of the leading of export dealing in electronic products in our area, and take this opportunity to contact you in the hope of establishing business relations with you.我公司是该地区电子产品的主要进口商之一，我们借此机会与贵方接洽，希望与贵方建立贸易关系。

《英语》（选择性必修·第一册）Unit 1 Food mattersIntegrated skills (II)I. Learning objectivesBy the end of the lesson, students will be able to:1. talk about their favorite food, including its appearance, smell, taste, ways of cooking and a particular experience associated with it;2. write an article about their favorite food.II. Key competence focusWrite an article about their favorite food.III. Predicted area of difficulty1. How to convey the ideas clearly.2. How to write an article vividly.IV. Teaching proceduresStep 1 Lead-in1.T presents some pictures of food such as mooncake, Tiramisu, dumpling, hot pot, etc. and asks the following questions:Picture 1 (Mooncake)T: What can you see in the picture?S: Mooncakes.T: Have you tried a mooncake?S: Yes.T: When did you try it for the first time?S: I gave it my first try at the age of 5.T: Do you like it?S: Yes, very much.T: How does it taste?S: It tastes sweet.Picture 2 (Tiramisu)T: Do you know the dessert in the picture?S: It is Tiramisu.T: How does it look?S: It looks adorable.Picture 3 (Dumpling)T: What’s the picture about?S: Dumplings.T: Do you know how to cook the dish?S: It can be steamed, boiled or fried.Picture 4 (Hot pot)T: What’s it?S: It’s a hot pot.T: How do you think it feels in your mouth?S: I think it is spicy.2. T asks more questions as follows:T: What’s your favorite food? Why do you like it?(Ss may give various answers.)3. T shows a picture of salted duck and mentions her experience of tasting it for the first time.T: Salted duck is one of my personal favorites. I gave it my first try twenty years ago, together with my family members. My father went on a business trip to Nanjing and brought one back. Itlooked mouth-watering. Before my mother sliced it, brother and I couldn’t wait to have a try. The meat was juicy and salty, which really impressed all of us. How can I forget such a tasty dish?【设计意图：通过互动，引入主题，并为对话环节做铺垫。

2013 “Fundamentals of Management”Referential answers for assignmentsChapter1: Managers and ManagementQ4 Is your course instructor a manager? Discuss in terms of both planning, organizing, leading, and controlling. Also discuss using Mintzberg’s managerial roles approach.Answer– A college instructor is both an individual contributor and a manager. Planning (defines class goals, establishes plans for achieving goals, and develops lesson plans), organizing(execution and class participation), leading(motivating students, direct the activities of others, select the most effective communication channel, resolve conflicts) , controlling(grading).Mintzberg’s managerial role s: Interpersonal roles: the roles of leader and liaison. Informational roles: monitor and disseminator. Decisional roles: disturbance handler and resource allocator.Q7 Why are managers important to organizations?Answer–Managers are individuals in an organization who direct and oversee the activities of others. Managers perform managerial activities that ensure to achieve organizational goals effectively and efficiently. Providing details about management levels. (Please refer to page 5-6)Q9 An article by Gary Hamel in the February 2009 issue of Harvard Business Review addresses how management must be reinvented to be more relevant to today’s world? Get a copy of that article. Choose one of the 25 grand challenges identified. Discuss what it is and what it means for the way that organizations are managed.Answer–The 25 grand challenges include: ensure management serves a higher purpose, reduce fear and increase trust, reinvent the means of control, redefine the work of leadership, expand and exploit diversity, etc. Choose one of them and discuss. Chapter3: Foundations of Decision MakingQ1 Why is decision making often described as the essence of a manager’s job? Answer– Decision making is a process of responding to a problem by searching for and selecting a solution or course of action that will create value for organisational stakeholders. Everything that a manager does in term of planning, organizing, leading and controlling involves decision making. Managers in organizations also are called decision makers.Q3 “Because managers have software tools to use, they should be able to m akemore rational decisions.” Do you agree or disagree with this statement? Why? Answer– Disagree. Decision making is a complex process which needs information, skills, experiences and creativity. Software tools will allow managers easily gather information and analyze it, but it is doubtful software tools can make managers more rational, as software tools do not make decisions.Rational decision making means making logical and consistent choices to maximize value. Rational decision making must satisfy several assumptions. However, the reality is full of uncertainty and risk. Managers’decision making still will not be perfectly rational by using software tools.Q4Is there a difference between wrong decisions and bad decisions? Why do good managers sometimes make wrong decisions? Bad decisions? How might managers improve their decision making skills?Answer– Wrong decisions can not help to achieve organizational goals, bad decisions do help to achieve goals but may not maximize value or solve problems in a large expense. In addition to uncertainty and risk, time pressure, incomplete information in today’s environment and limited capacity make managers often use intuition to make decisions, so good managers sometimes also make wrong or bad decisions. Managers can improve decision making skills by focus on what is more important, logic and consistency, gathering relevant information, blending subjective and objective thinking with analysis and remaining flexible, etc.Chapter4: Foundations of PlanningQ2 Describe in detail the six-step strategic management process.Answer–The six-step strategic management process involves: Identify the organization’s current mission, goals, and strategies; External analysis (identify opportunities and threats); Internal analysis (identify strengths and weaknesses); Formulate strategies, implement strategies and evaluate results. (Please refer to page 87-89 )Q5 Under what circumstances do you believe MBO would be the most useful? Discuss.Answer–MBO is a process of setting mutually agreed-upon goals and using those goals to evaluate employee performance. MBO makes objectives operational by cascading them down through the organization.Under circumstances where employee commitment is important, where concrete goals help a company directs its efforts, when there is a need coordination and communication in a company, etc.Q9 Do a personal SWOT analysis. Assess your personal strengths and weaknesses (skills, talents, abilities). What are you good at? What are you not so good at? What do you enjoy doing? Not enjoy doing? Then, identify career opportunities and threats by researching job prospects in the industry you’reinterested in. Look at trends and projections. You might want to check out the information the Bureau of Labor Statistics provides on job prospects. Once you have all this information, write a specific career action plan. Outline five-year career goals and what you need to do to achieve those goals.Answer–SWOT analysis is an a nalysis of an organization’s strengths, weaknesses, opportunities, and threats in order to identify a strategic niche that the organization can exploit. The answer will vary based on students. (Please refer to page 88-89) Chapter5: Organizational Structure and CultureQ2 Can an organizati on’s structure be changed quickly? Why or why not? Should it be changed quickly? Why or why not?Answer– Yes, an organization’s structure can be changed quickly. However, t he speed of changing an organization’s structure depends on its size. A small organi zation can change its structure more rapidly than a large organization. But a large organization can change its structure and does in response to the changing environment and strategy. Whether an organization’s structure should be changed quickly or not de pends on the organization’s strategy, the environment and the form of technology it uses.Q5 Researchers are now saying that efforts to simplify work tasks actually gave negative results for both companies and their employees. Do you agree? Why or why not?Answer–Facing today’s competitive environment, managers need to consider how to allocate limited resources and group activities to achieve organizational goals. Make the right person do the right task. Simplify work tasks can have positive results for companies and employees. For example, work specialization makes efficient use of the diversity of skills that employees hold.Q8 Pick two companies that you interact with frequently (as an employee or as a customer) and assess their culture according to the culture dimensions shown in exhibit5-13.Answer–The answer will vary based on the companies students choose. Culture dimensions include: attention to detail, outcome orientation, people orientation, team orientation, aggressiveness, stability, innovation and risk taking.Chapter8 : Motivating and Rewarding EmployeesQ1 Most of us have to work for a living, and a job is a central part of our lives. So why do managers have to worry so much about employee motivation issues? Answer– Motivation refer s to the process by which a person’s efforts are energized, directed, and sustained toward attaining a goal. Even though most of us have to work and therefore need a job, managers still have to worry about employee motivation issues. Employees are not always willing to put effort to do their job well. Employeecan work for different rewards: money, recognition, achievement, affiliation, power and so on. Motivation can lead to higher productivity, improve employee satisfaction, reduce the high cost of employee turnover and maintaining the competitive edge. Motivation plays a critical role in achieving organizational goals.Q3 What role would money play in (a)the hierarchy of needs theory, (b)two-factor theory, (c)equity theory, (d)expectancy theory, and (e)motivating employees with a high aAch?Answer– (a) Money might be a security need, providing shelter, food, and clothing, or it could be a self-esteem need in giving the individual a sense of self-worth. (b) Money is a hygiene factor. (c) Money becomes a measure of fairness—Is my raise, salary appropriate to my position? (d) Money is relevant only to the degree the individual perceives that the monetary reward is appropriate for the amount of effort put forth. (e) Money could be seen as a way to measure success.Q6 Many job design experts who have studied the changing nature of work say that people do their best work when they are motivated by a sense of purpose rather than by the pursuit of money. Do you agree? Explain your position? What are the implications for managers?Answer–The answer will vary. Employees come to organizations with different needs, skills, abilities and interests. Employees need to cooperate with others in today’s diversit y and competitive environment. People do not work only for money, such as professional and technical employees, whose chief reward is the work itself. Employee can work for other rewards: recognition, achievement, affiliation or power. Managers should focus more on the sense of purpose and look at different types of rewards that help motivate employees.Chapter9: Leadership and TrustQ2 What would a manager need to know to use Fiedler’s contingenc y model? Be specific.Answer–The Fiedler’s contingency model proposed effective group performance depends on the pro per match between the leader’s style of interaction and the degree to which the situation gives control and influence to the leader. He isolated three situational criteria—leader-member relations, task structure, and position power—that can be manipulated to create the proper match with the behavioral orientation of the leader. Fiedler argued that leadership style is innate to a person—you can’t change your style. It is necessary to match the leader with the situation based on three situational criteria. (Please refer to page 247-249)Q5 Do you think trust evolves out of an individual’s personal characteristics or out of specific situations? Explain.Answer– Both, trust is in a person given certain circumstances. Some individuals are always trusted regardless of circumstances; others can be trusted to respond inpredictable ways in different circumstances.Q6 Do followers make a difference in whether a leader is effective? Discuss. Answer–Yes,t he ability to influence others outside of one’s own author ity and to perform beyond expectations are essential to high performing organizations and are characteristic of leaders. Leaders have followers. Followers make significant contribution to leaders’effectiveness. Successful leadership is contingent on the f ollower’s level of readiness. “R eadiness” refers to the extent that people have the ability and the willingness to accomplish a specific task. Regardless of what the leader does, effectiveness depends on the actions of his or her followers.Chapter10: Communication and Interpersonal SkillsQ1 Which type of communication do you think is most effective in a work setting? Why?Answer– Each communication method has its own benefits and drawbacks. No one method is appropriate in all circumstances. Justify your choice based on the advantages of communication type that you choose. (Please refer to page 270-272)Q3 Which do you think is more important for a manager: speaking accurately or listening actively? Why?Answer–The answer will vary. Students may think listening actively is more important. Actively listening refers to listening for full meaning without making premature judgments or interpretations, demands total concentration. Correct information can not be returned to employees if managers have not listened actively and correctly heard the information request. Students also can make argument that it is more important for the manager to speak accurately to begin with.Q5 Is information technology helping managers be more efficient and effective? Explain your answer.Answer- Yes, information technology is helping managers to be more efficient and effective. It can improve a manager’s ability to manager employees’ performance. It can allow employees to have more completed information to make decisions. It has provided employees more opportunities to collaborate and share information. Chapter11: Foundations of ControlQ3 How are planning and control linked? Is the control function linked to the organizing and leading functions of management? Explain?Answer–The control process assumes that standards of performance already exist. They are created in the planning function. Objectives are the standards against which progress is measured and compared. An effective control system ensures that activities are co mpleted in ways that lead to the attainment of the organization’s goals. So control is linked to all functions of management, not just organizing and leading.Q7 “Every individual employee in an organization plays a role in controlling work activities.” D o you agree with this statement, or do you think control is something that only managers are responsible for? Explain.Answer– Controlling is the management function involving the process of monitoring activities to ensure that they are being accomplished as planned and correcting any significant deviations. Managers play extremely important role in controlling, however, every individual employee also play a role in control work activities. Both managers and individual employee must make sure activities are completed in ways that lead to the attainment of the organization’s goals.Q8 How could use the concept of control in your personal life? Be specific.(Think in term of feedforward, concurrent, and feedback controls as well as specific controls for the different aspects of our life-school, family relationships ,friends, hobbies, etc.)Answer–The answer will vary. Feedforward control takes place in advance of the actual activity. Concurrent control takes place while an activity is in progress. Feedback control takes place after the action.。

新编简明英语语言学答案【篇一：新编简明英语语言学教程第二版练习题参考答案】chapter 1 introduction1. how do you interpret the following definition of linguistics: linguistics is the scientific study of language.答： linguistics is based on the systematic investigation of linguistic data, conducted with reference to some general theory of language structure. in order to discover the nature and rules of the underlying language system, the linguists has to collect and observe language facts first, which are found to display some similarities, and generalizations are made about them; then he formulates some hypotheses about the language structure. the hypotheses thus formed have to be checked repeatedly against the observed facts to fully prove their validity. in linguistics, as in any other discipline, data and theory stand in a dialectical complementation, that is, a theory without the support of data can hardly claim validity, and data without being explained by some theory remain a muddled mass of things.2. what are the major branches of linguistics? what does each of them study?答： the major branches of linguistics are:(1) phonetics: it studies the sounds used in linguistic communication;(2) phonology: it studies how sounds are put together and used to convey meaning in communication;(3) morphology: it studies the way in which linguistic symbols representing sounds are arranged and combined to form words;(4) syntax: it studies the rules which govern how words are combined to form grammatically permissible sentences in languages;(5) semantics: it studies meaning conveyed by language;(6) pragmatics: it studies the meaning in the context of language use.3. in what basic ways does modern linguistics differ from traditional grammar?答： the general approach thus traditionally formed to the study of language over the years is roughly referred to as “traditional grammar.” modern linguistics differs from traditional grammar in several basic ways.firstly, linguistics is descriptive while traditional grammar is prescriptive.second, modem linguistics regards the spoken language as primary, not the written. traditional grammarians, on the other hand, tended to emphasize, maybe over-emphasize, the importance of the written word, partly because of its permanence.then, modem linguistics differs from traditional grammar also in that it does not force languages into a latin-based framework.4. is modern linguistics mainly synchronic or diachronic? why?答： in modem linguistics, a synchronic approach seems to enjoy priority over a diachronic one. because people believed that unless the various states of a language in different historical periods are successfully studied, it would be difficult to describe the changes that have taken place in its historical development.5. for what reasons does modern linguistics give priority to speech rather than to writing?答： speech and writing are the two major media of linguistic communication. modem linguistics regards the spoken language as the natural or the primary medium of human language for some obvious reasons. from the point of view of linguistic evolution, speech is prior to writing. the writing system of any language is always “invented” by its users to record speech when theneed arises. even in todays world there are still many languages that can only be spoken but not written. then in everyday communication, speech plays a greater role than writing in terms of the amount of information conveyed. and also, speech is always the way in which every native speaker acquires his mother tongue, and writing is learned and taught later when he goes to school. for modern linguists, spoken language reveals many true features of human speech whilewritten language is only the “revised” record of speech. thus their data for investigation and analysis are mostly drawn from everyday speech, which they regard as authentic.6. how is saussures distinction between langue and parole similar to chomskys distinction between competence and performance?答： saussures distinction and chomskys are very similar, they differ at least in that saussure took a sociological view of language and his notion of langue is a matter of social conventions, and chomsky looks at language from a psychological point of view and to him competence is a property of the mind of each individual.7. what characteristics of language do you think should be included in a good, comprehensive definition of language?答： first of all, language is a system, i.e., elements of language are combined according to rules. second, language is arbitrary in the sense that there is no intrinsic connection between a linguistic symbol and what the symbol stands for.third, language is vocal because the primary medium for all languages is sound.fourth, language is human-specific, i. e., it is very different from the communication systems other forms of life possess.8. what are the main features of human language that have been specified by c. hockett to show that it is essentially different from animal communication system?答：the main features of human language are termed design features. they include:1) arbitrarinesslanguage is arbitrary. this means that there is no logical connection between meanings and sounds. a good example is the fact that different sounds are used to refer to the same object in different languages.2) productivitylanguage is productive or creative in that it makes possible the construction and interpretation of new signals by its users. this is why they can produce and understand an infinitely large number of sentences, including sentences they have never heard before.3) dualitylanguage consists of two sets of structures, or two levels. at the lower or the basic level there is a structure of sounds, which are meaningless by themselves. but the sounds of language can be grouped and regrouped into a large number of units of meaning, which are found at the higher level of the system.4) displacementlanguage can be used to refer to things which are present or not present, real or imagined matters in the past, present, or future, or in far-away places. in other words, language can be used to refer to contexts removed from the immediate situations of the speaker. this is what “displacement” means.5) cultural transmissionwhile human capacity for language has a genetic basis, i.e., we were all born with theability to acquire language, the details of any language system are not genetically transmitted, but instead have to be taught and learned.9. what are the major functions of language? think of your own examples for illustration.答： three main functions are often recognized of language: the descriptive function, the expressive function, and the social function.the descriptive function is the function to convey factual information, which can be asserted or denied, and in some cases even verified. for example: “china is a large country with a long history.”the expressive function supplies information about the user’s feelings, preferences, prejudices, and values. for example: “i will never go window-shopping with her.”the social function serves to establish and maintain social relations between people. . for example: “we are your firm supporters.”chapter 2 speech sounds1. what are the two major media of linguistic communication? of the two, which one is primary and why?答： speech and writing are the two major media of linguistic communication.of the two media of language, speech is more primary than writing, for reasons, please refer to the answer to the fifth problem in the last chapter.2. what is voicing and how is it caused?答： voicing is a quality of speech sounds and a feature of all vowels and some consonants in english. it is caused by the vibration of the vocal cords.3. explain with examples how broad transcription and narrow transcription differ?答： the transcription with letter-symbols only is called broad transcription. this is the transcription normally used in dictionaries and teaching textbooks for general purposes. the latter, i.e. the transcription with letter-symbols together withthe diacritics is called narrow transcription. this is the transcription needed and used by the phoneticians in their study of speech sounds. with the help of the diacritics theycan faithfully represent as much of the fine details as it is necessary for their purpose.another example is the consonant [p]. we all know that [p] is pronounced differently in the two words pit and spit. in the word pit, the sound [p] is pronounced with a strong puff of air, but in spit the puff of air is withheld to some extent. in the case of pit, the [p] sound is said to be aspirated and in the case of spit, the [p] sound is unaspirated. this difference is not shown in broad transcription, but in narrow transcription, a small raised “h” is used to show aspiration, thus pit is transc ribed as [ph?t] and spit is transcribed as [sp?t].4. how are the english consonants classified?答： english consonants can be classified in two ways: one is in terms of manner of articulation and the other is in terms of place of articulation. in terms of manner of articulation the english consonants can be classified into the following types: stops, fricatives, affricates, liquids, nasals and glides. in terms of place of articulation, it can be classified into following types: bilabial, labiodental, dental, alveolar, palatal, velar and glottal.5. what criteria are used to classify the english vowels?答： vowels may be distinguished as front, central, and back according to which part of the tongue is held highest. tofurther distinguish members of each group, we need to applyanother criterion, i.e. the openness of the mouth. accordingly, we classify the vowels into four groups: close vowels, semi-close vowels, semi-open vowels, and open vowels. a third criterion that is often used in the classification of vowels is the shape of the lips. in english, all the front vowels and the central vowels are unfounded vowels, i. e., without rounding the lips, and all the back vowels, with the exception of [a:], are rounded. it should be noted that some front vowels can be pronounced with rounded lips.6. a. give the phonetic symbol for each of the following sound descriptions:1) voiced palatal affricate2) voiceless labiodental fricative3) voiced alveolar stop4) front, close, short5) back, semi-open, long6) voiceless bilabial stopb. give the phonetic features of each of the following sounds:1) [ t ] 2) [ l ] 3) [?] 4) [w]5) [?] 6) [?]答：a. (1) [?](2) [ f ](3) [d ](4) [ ? ] (5) [ ?:] (6) [p]b. (1) voiceless alveolar stop (2) voiced alveolar liquid(3) voiceless palatal affricate(4) voiced bilabial glide(5) back, close, short(6) front, open7. how do phonetics and phonology differ in their focus of study? who do you think will be more interested in the difference between, say, [l] and [?], [ph] and [p], a phonetician or a phonologist? why?答： (1) both phonology and phonetics are concerned with the same aspect of language –– the speech sounds. but while both are related to the study of sounds,, they differ in their approach and focus. phonetics is of a general nature; it is interested in all the speech sounds used in all human languages: how they are produced, how they differ from each other, what phonetic features they possess, how they can be classified, etc. phonology, on the other hand, aims to discover how speech sounds in a language form patterns and how these sounds are used to convey meaning in linguistic communication.(2) a phonologist will be more interested in it. because one of the tasks of the phonologists is to find out rule that governs the distribution of [l] and [?], [ph] and [p].8. what is a phone? how is it different from a phoneme? how are allophones related to a phoneme?答： a phone is a phonetic unit or segment. the speech sounds we hear and produce during linguistic communication are all phones. a phoneme is not any particular sound, but rather it isrepresented or realized by a certain phone in a certain phonetic context. the different phones which can represent a phoneme in different phonetic environments are called the allophones of that phoneme. for example, the phoneme /l/ in english can be realized as dark [?], clear [l], etc. which are allophones of the phoneme /l/.9. explain with examples the sequential rule, the assimilation rule, and the deletion rule.答： rules that govern the combination of sounds in a particular language are called sequential rules.there are many such sequential rules in english. for example, if a word begins with a [l] or a [r], then the next sound must be a vowel. that is why [lbik] [lkbi] are impossible combinations in english. they have violated the restrictions on the sequencing of phonemes.the assimilation rule assimilates one sound to another by “copying” a feature of a sequential phoneme, thus making the two phones similar. assimilation of neighbouring sounds is, for the most part, caused by articulatory or physiological processes. when we speak, we tend to increase the ease of articulation. this “sloppy” tendency may become regularized as rules of language.we all know that nasalization is not a phonological feature in english, i.e., it does not distinguish meaning. but this does not mean that vowels in english are never nasalized in actual pronunciation; in fact they are nasalized in certain phonetic contexts. for example, the [i:] sound is nasalized in words like bean, green, team, and scream. this is because in all these sound combinations the [i:] sound is followed by a nasal [n] or [m].the assimilation rule also accounts for the varying pronunciation of the alveolar nasal [n] in some sound combinations. the rule is that within a word, the nasal [n] assumes the same place of articulation as the consonant that follows it. we know that in english the prefix in- can be added to ma adjective to make the meaning of the word negative, e.g. discreet – indiscreet, correct – incorrect. but the [n] sound in the prefix in- is not always pronounced as an alveolar nasal. it is so in the word indiscreet because the consonant that follows it, i.e. [d], is an alveolar stop, but the [n] sound in the word incorrect is actually pronounced as a velar nasal, i.e. [?]; this is because the consonant that follows it is [k], which is a velar stop. so we can see that while pronouncing the sound*n+, we are “copying” a feature of the consonant that follows it. deletion rule tells us when a sound is to be deleted although it is orthographically represented. we have noticed that in the pronunciation of such words as sign, design, and paradigm, there is no [g] sound although it is represented in spelling by the letter g. but in their corresponding forms signature, designation, and paradigmatic, the [g] represented by the letter g is pronounced. the rule can be stated as: delete a [g] when it occurs before a final nasal consonant. given the rule, the phonemic representation of the stems in sign – signature, resign – resignation, phlegm – phlegmatic, paradigm –paradigmatic will include the phoneme /g/, which will be deleted according to the regular rule if no suffix is added.10. what are suprasegmental features? how do the major suprasegmental features of english function in conveying meaning?答：the phonemic features that occur above the level of the segments are called suprasegmental features. the main suprasegmental features include stress, intonation, and tone. the location of stress in english distinguishes meaning. there are two kinds of stress: word stress and sentence stress. for example, a shift of stress may change the part of speech of a word from a noun, to a verb although its spelling remains unchanged. tones are pitch variations which can【篇二：新编简明英语语言学试卷精粹(10套卷)】>i. directions: read each of the following statements carefully. decidewhich one of the four choices best completes the statement and put the1、as modern linguistics aims to describe and analyze the language people actually use, and not to lay down rules for correct linguistic behavior,it is said to be ___.a、 prescriptiveb、 sociolinguisticc、 descriptived、 psycholinguistic2、of all the speech organs, the ___ is/are the most flexible.a、 mouthb、 lipsc、 tongued、 vocal cordsa、 bound morphemeb、 bound formc、 inflectional morphemed、 free morpheme4、a ___ in the embedded clause refers to the introductory word thatintroduces the embedded clause.a、 coordinatorb、 particlec、 prepositiond、 subordinator主从连词5、can i borrow your bike? ___ you have a bike.a、 is synonymous withb、 is inconsistent withc、 entailsd、 presupposes6、the branch of linguistics that studies how context influences the way speakers interpret sentences is called ___.a、 semanticsb、 pragmaticsc、 sociolinguisticsd、 psycholinguistics7、grammatical changes may be explained, in part, as analogic changes, which are ___ or generalization泛化.a、 elaborationb、 simplification精简c、 external borrowingd、 internal borrowing8、___ refers to a marginal language of few lexical items and straightforward grammatical rules, used as a medium of communication.a、 lingua franca通用语b、 creolec、 pidgind、 standard language标准语言9、psychologists, neurologists and linguists have concluded that, in addition to the motor area which is responsible for physical articulation of utterances, three areas of the left brain are vital to language, namely, ___ .a、 brocas area, wernickes area and the angular gyrus角回b、 brocas area, wernickes area and cerebral cortexc、 brocas area, wernickes area and neuronsd、 brocas area, wernickes area and exners area10、according to krashen, ___ refers to the gradual and subconcious development of ability in the first language by using it naturally in daily communicative situations.a、 learningb、 competencec、 performanced、 acquisition第二部分非选择题ii. directions: fill in the blank in each of the following statements with one word, the first letter of which is already given as a clue. note that you are to fill in one word only, and you are not allowed to change the11、chomsky defines competence as the ideal users k of the rules of his language.12、the four sounds /p/,/b/,/m/ and /w/have one feature in common, i.e, they are all b .13、m is a branch of grammar which studies the internal structure of words and the rules by which words are formed.14、a s is a structurally independent unit that usually comprises a number of words to form a completestatement, question or command.15、synonyms that are mutually substitutable under allcircumstances are called c synonyms.16、the illocutionary point of r is to commit the speaker tosomethings being the case, to the truth of what has been said.17、words are created outright to fit some purpose. such a method of enlarging the vocabulary is known as word c .18、wherever the standard language can use a contraction (he+is→hes), black english can d the form of be.19、the basic essentials of the first language are acquired in the short period from about age two to puberty, which is called the c period for first language acquisition.20、as a type of linguistic system in 12 learning, i is a product of l2 training, mother tongue intereference, overgeneralization of the target language rules, and learning and communicative strategies of the learner.iii. directions: judge whether each of the following statements is true orfalse. put a t for true or f for false in the brackets in front of eachstatement. if you think a statement is false, you must explain why you()21、in modern linguistic studies, the written form of language is given more emphasis than the spoken form for a number of reasons.()22、voicing is a phonological feature that distinguishes meaning in bothchinese and english.()23、the compound word bookstore is the place where books are sold. thisindicates that the meaning of a compound is the sum total of the meaningsof its components.()24、syntactic categories refer to sentences (s) and clauses (c) only.()25、dialectal synonyms can often be found in different regional dialectssuch as british english and american english but cannot be found withinthe variety itself, for example, within british english or americanenglish.()26、only when a maxim under cooperative principle is blatantly violatedand the hearer knows that it is being violated do conversationalimplicatures arise.()27、the territory in which the indo-european languages are mainly spokentoday also includes languages that are not indo-european.()28、in most bilingual communities, two languages have the same in speechsituations known as domains.()29、according to the strong version of the sapir-whorf hypothesis,speakers perceptions determine language and pattern their way of life.()30、all normal children have equal ability to acquire their firstlanguage.iv. directions: explain the following terms, using one or two examples for31、duality32、diachronic linguistics33、broad transcription34、morphological rules35、phrase structure rule36、relational opposites37、componential analysis38、context39、euphemism40、brain lateralization41、explain how the inventory of sounds can change, giving some examples inenglish for illustration.42、briefly discuss the individual factors which affect the acquisition of a second language.英语语言学试题（2）一、单项选择题(在每小题的四个备选答案中，选出一个正确答案，并将正确答案的序号填在题干的括号内。

询盘回复例子无明确目标动机询盘、收集情报动机询盘邮件回复例子：1，---buyer’s inquiryThe buyer is interested in your below products:BOY’S PANTS STYLE NO. 1422=========================================Subject: I want to buy the product you are selling in .=========================================Dear Sir,Hello i would like to know more about your products and pricing please. =========================================Sender's contact information=========================================Contact person : Mr. Amir ButtCountry/Territory : PakistanBusinessEmail:********************Reply sampleDear Mr. Amir,Many thanks for your inquiry dated(of) XXXX from .In order to let us make more correct quotation accordingly, please kindly tell usthe exact model number you prefer after checking our website of.Besides, to help us offer the best price, please also introduce your company as many details as you can. Such as your company foundation time, how many workers, major product lines, company website and last year's sales turnover if possible. More details better price.Waiting for your early reply.Best RegardsAmy2,Buyer’s inquirySubject: Inquiry about Barbies Collection Girl’s Wear.Dear Amy,We are the importers and manufacturer of various Children’s Wear in India. I am looking for the Barbies Collection to be supplied in India on a regular basis.Looking for Skirts and long pants. Kindly reply on an urgent basis.Contact Name:Mr naresh shuklaCompany: i-careCountry/Territory: IndiaBusinessEmail:************************Telephone:91-11-30825970Fax: 91-11-308259751Web:Reply sample:Dear Mr. Naresh,So glad receiving your enquiry for our Barbies' collection from datedXXX. Thanks a lot.We are a leading manufacturer in children’s wear in China and our products havebeen exported to customers all over the world such as ****. The Barbies Collectionis the most popular style in our factory, selling fast.However, detailed price list for the skirts and long pants will be sent to you based onyour specific further product description such as color, specification, special design requirement etc. Please check the following styles photo which should be suitable foryour Indian market and tell us more requirements on the exact skirts and longpants.Please do not hesitate to contact us if any question and we are waiting for yourreply.Best regards,有意购买、潜在客户动机询盘回复例子1,Buyer’s inquirySubject: Inquiry about Spiderman series Wear=========================================Dear Sir,We are Arrabon, a trading company in Cyprus. We are interested in your products and want tomake business relation with you. Pls send us your rock bottom prices C&F Limassol for all references of Boy’s T-shirt.REGARDSFanie MullerArrabon TradingUnit 9, Central Office Park, 257 Jean Ave, CenturionTel: +357 27 664 0587 Mobile: +357 27 112 Fax: +357 27 664 0586e-Mail:******************Website: Reply sample:Dear Mr. Muller:Thank you for the letter of (date) enquiring price for our boy‘s t-shirt.To close our deal a.s.a.p, we offer you firm C&F Limassol USD xxx/pc. Payment by irrevocable L/C to reach us one month before the time of shipment. This offer issubject to your reply reaching us before (date). Please refer to the attached files forpacking and product specification info.We allow a discount of 5% if your order exceeds USD 5,000. And there has been aheavy demand for our t-shirt and our factory is fully committed right now.Therefore, at the most competitive price we offer, we hope to receive your reply withquestions if any or an order soon.Best regards2,Buyer’s inquirySubject : Inquiry for Boy’s Wear========================================Dear Sir，We are trading company and wholesaler of Children’s Wear in Australia, we want to import your Bob’s Collection Boy’s Wear urgently, 106.248, 106.249, 106.250 and so on.Please give me your best price list based on CFR Melbourne. Sample order quantity, Payment terms, Delivery time and so on.Johnson5036 dr phillips blvd #201, Melbourne, AustrailiaTel: 61-407-9278031Fax: 61-407-9712565Email:*********************Reply sample:Dear Johnson，We are so glad to know you are interested in our product 106.248, 106.249,106.250 seriesAs Australia is our important strategic market, and in order to help us both to pushsales here, our company prefer to offer you the above "cost" price to hit your target.Hope so competitive price can help you get your market soon .By the way, could you pls tell us which color you like most and what kind of packingway you prefer?Your prompt reply will be highly appreciated.Best regardsAmy职场宝典：英文邮件必备黄金句职场宝典：英文邮件必备黄金句如今大家在工作中越来越多遇到要和老外打交道的情况，这时你就需要用英文来和他们联系。

For Windows 98SE/Me/2000 (1394 and USB) and XP (1394)13945000DV/5000XT**USB 5000LE1394USBMaxtor OneTouch™Button*The 5000LE model does not support the 1394 interface.**5000DV/5000XT models may also be connected with the USB interface. ©2002 Maxtor Corporation3Configure the Maxtor OneTouch featurePush the button and follow the on-screen instructions. After completing the product registration, exit the Retrospect Express software.Push the button again and follow the on-screen instructions to configure this feature. For details, refer to the User’s Guide – page 11.2Connect the drive to your computer*Plug in the power adapter and either the USB cable or the 1394 cable. For details, refer to the User’s Guide – page 7.1Insert the Install CD into your CD-ROM driveFollow the on-screen instructions to install new drivers, the Maxtor OneTouch feature,and Retrospect Express software. Fordetails, refer to the User’s Guide – page 5.Windows XP with 1394 interfaceWindows XP requires special installation steps.For details, refer to page 10 of the User’s Guide.Windows 98SE with 1394 interfaceA window titled Version Conflict will appear three times. Click Yes to keep the correct fileeach time.Installation without Retrospect Express™If you wish to only install your drive without Retrospect Express, follow the instructions on page 17 of the User’s Guide. For more information about Retrospect Express,refer to page 19 of the User’s Guide. Note: The MaxtorOneTouch™ feature will not work unless you install Retrospect Express.Windows 2000 and XPIf you get an error message regarding AdministrativePrivileges, follow the instructions on page 32 of the User’s Guide.Windows 98SE and 1394* interfaceYou must install Microsoft’s 98SE Storage Supplement.For details, refer to the User’s Guide – page 31.Windows XP and USB interfaceRefer to instruction below.Windows XP onlyA Windows Alert appears with the message:“The software you are installing has not passed Windows logo testing…”. This is normal. Click Continue Anyway.For Windows XP with USB interface,please refer to instructions below.Connect only one interface at a time.Allow up to 2 minutes for your computer to recognize the drive.USB*USB*The 5000LE model does not support the 1394 interface.©2002 Maxtor Corporation2Insert the Install CD into your CD-ROM driveFollow the on-screen instructions to install new drivers, the Maxtor OneTouch feature,and Retrospect Express software. Fordetails, refer to the User’s Guide – page 5.1Connect the drive to your computer*Plug in the power adapter and the USB cable.For details, refer to the User’s Guide – page 7.Installation without Retrospect Express™If you wish to only install your drive without Retrospect Express, follow the instructions on page 17 of the User’s Guide. For more information about Retrospect Express,refer to page 19 of the User’s Guide. Note: The Maxtor OneTouch™ feature will not work unless you install Retrospect Express.Windows XP onlyA Windows Alert appears with the message:“The software you are installing has not passed Windows logo testing…”. This is normal. Click Continue Anyway.For Windows 98, Me, 2000 and XP with 1394 interface, please refer to instructions above.Windows 2000 and XPIf you get an error message regarding Administrative Privileges, follow the instructions on page 32 of the User’s Guide.Note:The User’s Guide describes an alternate installation process.Easy 1-2-3 Setup for Proper Installation For Windows XP with USB InterfaceMaxtor OneTouch™Button3Configure the Maxtor OneTouch featurePush the button and follow the on-screen instructions. After completing the product registration, exit the Retrospect Express software.Push the button again and follow the on-screen instructions to configure this feature. For details, refer to the User’s Guide – page 11.Allow up to 2 minutes for your computer to recognize the drive.FireWire 5000DV/5000XT**USB 5000LEFireWireUSBFor Macintosh (FireWire ®and USB)3Configure the Maxtor OneTouch featurePush the button and follow the on-screen instructions to configure this feature. For details, refer to the User’s Guide – page 11.2Connect the drive to your computer*Plug in the power adapter and either the USB cable or the FireWire cable. For details, refer to the User’s Guide – page 7.1Insert the Install CD into your CD-ROM driveTo install new drivers, the Maxtor OneTouch feature, and Retrospect Express software,insert the Install CD, open the CDs icon and double-click the Install Retrospect Express icon. For details, refer to the User’s Guide –page 6.Installation without Retrospect Express™If you wish to only install your drive without Retrospect Express, follow the instructions on page 17 of the User’s Guide. For more information about Retrospect Express,refer to page 19 of the User’s Guide. Note: The Maxtor OneTouch feature will not work unless you install Retrospect Express.MaxtorOneTouch ™ButtonThe following Software License Agreement (“License”) for one licensed copy of the Maxtor Personal Storage Software (the “Software”) applies to you. By opening the sealed packet containing the Software, you indicate your acceptance of this License.This is a legal agreement between you (“You”) and Maxtor Corporation (“Maxtor”). By open-ing the sealed package and/or by using the Software you agree to be bound by the terms of this License. If you do not agree to the terms of this License, promptly return the Software,together with the unused Maxtor Personal Storage disk drive product (“Maxtor Personal Storage Disk Drive”) packaged with the Software, in their original sealed packaging, to the place you acquired the Software for a full refund.1.License . The Software is licensed and not sold. Maxtor grants to you a personal, nonexclusive license to Use the Software only on a computer that is directly or indirectly coupled to, and only for operation in conjunction with, one or more Maxtor Personal Storage Disk Drives. “Use” means storing, loading,installing, executing or displaying the Software. You may not modify the Software or disable any licensing or control features of the Software. You are obtaining no rights in the Software except those given in this limited license.2.Ownership . The Software, together with all intellectual property rights embodied therein, is owned by Maxtor and/or its third party suppliers and the Software is protected by United States copyright laws and international treaties. Your license confers no title or ownership in the Software. Maxtor’s third party suppliers may protect their rights in the event of any violation of this License.3.Copies . You may make one copy of the Software for backup or archival purposes, or when copying is an essential step in the authorized Use of the Software. You must reproduce all copyright notices in the orig-inal Software on all copies. You may not copy the Software onto any bulletin board or similar system, nor can you copy the user documentation provided with the Software except for your own authorized use. 4.Restrictions on Use . The Software contains copyrighted material, trade secrets, and other proprietary material of Maxtor and its suppliers. You are not permitted to (i) modify, adapt, translate, decompile, dis-assemble or otherwise reverse engineer the Software or reduce the Software to human-readable form by any means whatsoever; (ii) remove any identification, copyright or other notices from the Software; (iii)create a derivative work of any part of the Software; or (iv) rent, lease, loan or distribute the Software in whole or in part.5.Transfer . Your license will automatically terminate upon any transfer of the Software. Upon transfer, you must cease all use and deliver the Software, including any copies and related documentation, to the transferee. The transferee must accept and be bound by this License as a condition of the transfer. 6.Third Party Software . The media containing the Software includes third software products (“Third Party Software”) which require that you enter into a separate license agreement with the publisher of such software in conjunction with your original installation. You understand that your use of the Third Party Software is governed by the terms of that end user license agreement and not by this License, and you agree to abide by that third party license agreement.7.Termination . Maxtor may terminate your license upon notice of failure to comply with any of the terms of this License. Upon termination, you must immediately destroy the Software, together with all copies thereof. The disclaimers in Sections 8 and 9 and the provisions of Sections 6, 10, 11 and 12 shall survive any termination.8.Limited Warranty . Maxtor warrants that the media on which the Software is distributed will be free from damage or physical defects at the time of first distribution to you. If the damaged or defective media is returned to Maxtor (postage prepaid) within ninety (90) days from the date of delivery of the Software to you, then Maxtor will provide you with a replacement copy at no cost. Your sole and exclusive remedy in the event of breach of this warranty will be that Maxtor will, at its option, replace any defective media returned to Maxtor within the warranty period or refund the money you paid attributable to the Software.Except for the foregoing, Maxtor is licensing the Software to you “as is.” Neither Maxtor nor its suppliers warrant that the Software will meet your requirements or that the operation of the Software will be unin-terrupted or that the Software will be error-free. THE ABOVE WARRANTY IS EXCLUSIVE AND IN LIEU OF ALL OTHER WARRANTIES OR CONDITIONS, WHETHER EXPRESS, IMPLIED OR STATUTORY , INCLUD-ING, WITHOUT LIMITATION, ANY IMPLIED WARRANTY OR CONDITION OF MERCHANTABILITY , FIT-NESS FOR A PARTICULAR PURPOSE OR NONINFRINGEMENT OF THIRD PARTY RIGHTS. Some juris-dictions do not allow the exclusion of implied warranties or limitations on how long an implied warranty may last, so the above limitations may not be applicable to you. This limited warranty provides specific legal rights. Other rights may vary from jurisdiction to jurisdiction.9.Limitation of Liability . 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This License will be governed by the laws of the State of California, as applied to agreementsentered into and to be performed entirely within California between California residents, without regard to principles of conflicts of laws. Application of the United Nations Convention on Contracts for theInternational Sale of Goods is expressly disclaimed. This License may only be modified by a written docu-ment which has been signed by both you and Maxtor. Should any provisions of this License be declared invalid by any court of competent jurisdiction, the balance of the License will remain in full force and effect.This is the entire agreement between you and Maxtor, and supersedes any prior agreement, whether writ-ten or oral, relating to the subject matter of this License.Software License Agreement Maxtor Personal Storage ™SoftwareIMPORTANT – READ CAREFULLY BEFORE OPENING SOFTWARE PACKETMacintosh OS 9 and OS XMaxtor requires that you re-format your drive with the Mac OS Extended format for proper operation. For details, refer to the User’s Guide – page 14.Macintosh OS XOS X will not recognize the original format of the drive. After you connect the drive, an alert box appears. Select Initialize to begin the OS X Disk Utility . Select the Erase tab in Disk Utility . Format the drive for Mac OS Extended . For details, refer to the User’s Guide – page 16.*The 5000LE model does not support the FireWire interface.**5000DV/5000XT models may also be connected with the USB interface. ©2002 Maxtor Corporation。

Lesson 4Offers一、含义报盘又称发盘，是商业交易磋商中买卖双方必经的过程。

通常是一方先向另一方提出某种交易条件（如：上平名称、数量]规格、交货期以及付款条件等），而另一方愿意接受此条件，即交易合同成立。

在国际业务中，报盘分实盘和虚盘两种。

实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作任何修改。

虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。

一般来讲，quotation and offer 都当报价讲，但是quotation 是指报价，没有实盘和虚盘之说；而offer 可以是firm offer or non-firm offer.Firm offer 是发盘人按其提供的条件已达成交易目的地明确表示，具有法律效力。

受盘人（offeree）一旦在有效期限内接受实盘中的内容和条件，发盘人就无权拒绝售货。

一项实盘必须具备以下内容：发盘的内容和词句必须肯定，不能用about, reference price（参考价）等模棱两可的词。

发盘的内容明确完整，其内容应该包括quality, quantity, packing, price, shipment, payment and validity, etc.发盘中不能有保留条件，如：以我方最后确认为准（subject to our final confirmation）或以货物的未售出为准（subject to goods being unsold）。

虚盘是发盘人所作的不肯定交易的表示。

凡不符合实盘所具备的上述三个条件的发票，都是虚盘。

虚盘无须详细的内容和具体条件，也不注明有效期。

它仅表示交易的意向，不具有法律效力。

出现下列一类，皆视为虚盘：Without engagement.（不符任何责任）Subject to prior sale. （有权先售）All quotations are subject to our final confirmation unless otherwise. （所作报价，除特别注明外，须经我方确认后才能生效）Our offer is subject to approval of export license. （出口许可证准许签证，我方报价才有效）报价一定清楚、完整、具体。

GPU-6.5SSJ請即進行保用登記﹗有關保用條款細則，請看本說明書最後一頁。

Please register your warranty information now!For Warranty Terms & Conditions, please refer to the last page of this user manual.目錄 Table of Contents警告及注意事項 Warnings警告1. 必須嚴密看管兒童，防止他們接觸及把玩熱水器，以免燙傷、觸電或受傷。

2. 本產品不適用於缺少了身體、感覺或精神能力，或缺乏經驗和知識的人（包括兒童）使用，除非他們在一個了解本產品使用的人監督指導下使用，並對他們的安全負責任。

3. 若設置溫度超過50°C，會有燙傷危險，所以必須混合冷水後才使用。

4. 電源進線段應加裝漏電保護裝置，漏電保護裝置的額定動作電流應不大於30mA。

警告1. 熱水器在安裝時必須裝配超溫及超壓感應排放閥（PTV），當內膽水溫升至90°C或水壓達至1000kPa，熱水會從PTV的排水管中流出。

2. 壓力釋放裝置（PTV）要定期運作測試（建議每3個月一次），以去掉碳酸鈣沉積及防止阻塞情況發生。

3. 與壓力釋放裝置連接的排放管要以一種連續向下的方式安裝在無霜的環境中，應保持向下傾斜安裝，排水管出口要保持和大氣相通，並保證排出的熱水不會危及人身安全或造成財產損壞。

Warning1. Do not allow children to touch or play with the water heater. Supervision is required duringuse, in order to prevent the danger of a scald, electrical shock or any other injuries.2. This appliance is not intended for use by persons (including children) with reduced physical, sensory or mental capabilities, or lack of experience and knowledge, unless they have been given supervision or instruction concerning use of the appliance by a person responsible for their safety.3. If the temperature is set above 50°C, cold water must be mixed in to prevent the danger of a scald.4. An electric-leakage protection device must be installed to the power inlet. The electric current of this protection device should be below 30mA.Warning1. The water heater must be installed together with a Pressure and Temperature Relief Valve (PTV), so that when the water temperature inside the tank rises to 90°C or when water pressure reaches 1000kPa, hot water will be released through the drain pipe of the PTV.2. The PTV device must be tested and operated regularly (suggested once every 3 months) to remove calcium carbonate deposits and to ensure that it is not blocked.3. The PTV drain pipe must be installed continuously downwards at an angle and the surroundings must not be frosted. The drain pipe must be left open to the atmosphere, and to ensure the hot water drips from the PTV will not endanger personal safety or cause property damage.警告若用戶需要安裝任何非隨機配件，必須先與本公司認可之技術人員聯絡，否則本公司將有權拒絕提供任何保養服務。

7种外贸函电常用模板1、请求建立商业关系Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.V ery truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。

多年来，本公司经营鞋类进口生意，现欲扩展业务范围。

盼能惠赐商品目录和报价表。

如价格公道，本公司必大额订购。

烦请早日赐复。

此致2、回复对方建立商业关系的请求Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us.本月16日收到有关商务关系的来函，不胜欣喜。

2013 “Fundamentals of Management”Referential answers for assignmentsChapter1: Managers and ManagementQ4 Is your course instructor a manager? Discuss in terms of both planning, organizing, leading, and controlling. Also discuss using Mintzberg’s managerial roles approach.Answer– A college instructor is both an individual contributor and a manager. Planning (defines class goals, establishes plans for achieving goals, and develops lesson plans), organizing(execution and class participation), leading(motivating students, direct the activities of others, select the most effective communication channel, resolve conflicts) , controlling(grading).Mintzberg’s managerial role s: Interpersonal roles: the roles of leader and liaison. Informational roles: monitor and disseminator. Decisional roles: disturbance handler and resource allocator.Q7 Why are managers important to organizations?Answer–Managers are individuals in an organization who direct and oversee the activities of others. Managers perform managerial activities that ensure to achieve organizational goals effectively and efficiently. Providing details about management levels. (Please refer to page 5-6)Q9 An article by Gary Hamel in the February 2009 issue of Harvard Business Review addresses how management must be reinvented to be more relevant to today’s world? Get a copy of that article. Choose one of the 25 grand challenges identified. Discuss what it is and what it means for the way that organizations are managed.Answer–The 25 grand challenges include: ensure management serves a higher purpose, reduce fear and increase trust, reinvent the means of control, redefine the work of leadership, expand and exploit diversity, etc. Choose one of them and discuss. Chapter3: Foundations of Decision MakingQ1 Why is decision making often described as the essence of a manager’s job? Answer– Decision making is a process of responding to a problem by searching for and selecting a solution or course of action that will create value for organisational stakeholders. Everything that a manager does in term of planning, organizing, leading and controlling involves decision making. Managers in organizations also are called decision makers.Q3 “Because managers have software tools to use, they should be able to m akemore rational decisions.” Do you agree or disagree with this statement? Why? Answer– Disagree. Decision making is a complex process which needs information, skills, experiences and creativity. Software tools will allow managers easily gather information and analyze it, but it is doubtful software tools can make managers more rational, as software tools do not make decisions.Rational decision making means making logical and consistent choices to maximize value. Rational decision making must satisfy several assumptions. However, the reality is full of uncertainty and risk. Managers’decision making still will not be perfectly rational by using software tools.Q4Is there a difference between wrong decisions and bad decisions? Why do good managers sometimes make wrong decisions? Bad decisions? How might managers improve their decision making skills?Answer– Wrong decisions can not help to achieve organizational goals, bad decisions do help to achieve goals but may not maximize value or solve problems in a large expense. In addition to uncertainty and risk, time pressure, incomplete information in today’s environment and limited capacity make managers often use intuition to make decisions, so good managers sometimes also make wrong or bad decisions. Managers can improve decision making skills by focus on what is more important, logic and consistency, gathering relevant information, blending subjective and objective thinking with analysis and remaining flexible, etc.Chapter4: Foundations of PlanningQ2 Describe in detail the six-step strategic management process.Answer–The six-step strategic management process involves: Identify the organization’s current mission, goals, and strategies; External analysis (identify opportunities and threats); Internal analysis (identify strengths and weaknesses); Formulate strategies, implement strategies and evaluate results. (Please refer to page 87-89 )Q5 Under what circumstances do you believe MBO would be the most useful? Discuss.Answer–MBO is a process of setting mutually agreed-upon goals and using those goals to evaluate employee performance. MBO makes objectives operational by cascading them down through the organization.Under circumstances where employee commitment is important, where concrete goals help a company directs its efforts, when there is a need coordination and communication in a company, etc.Q9 Do a personal SWOT analysis. Assess your personal strengths and weaknesses (skills, talents, abilities). What are you good at? What are you not so good at? What do you enjoy doing? Not enjoy doing? Then, identify career opportunities and threats by researching job prospects in the industry you’reinterested in. Look at trends and projections. You might want to check out the information the Bureau of Labor Statistics provides on job prospects. Once you have all this information, write a specific career action plan. Outline five-year career goals and what you need to do to achieve those goals.Answer–SWOT analysis is an a nalysis of an organization’s strengths, weaknesses, opportunities, and threats in order to identify a strategic niche that the organization can exploit. The answer will vary based on students. (Please refer to page 88-89) Chapter5: Organizational Structure and CultureQ2 Can an organizati on’s structure be changed quickly? Why or why not? Should it be changed quickly? Why or why not?Answer– Yes, an organization’s structure can be changed quickly. However, t he speed of changing an organization’s structure depends on its size. A small organi zation can change its structure more rapidly than a large organization. But a large organization can change its structure and does in response to the changing environment and strategy. Whether an organization’s structure should be changed quickly or not de pends on the organization’s strategy, the environment and the form of technology it uses.Q5 Researchers are now saying that efforts to simplify work tasks actually gave negative results for both companies and their employees. Do you agree? Why or why not?Answer–Facing today’s competitive environment, managers need to consider how to allocate limited resources and group activities to achieve organizational goals. Make the right person do the right task. Simplify work tasks can have positive results for companies and employees. For example, work specialization makes efficient use of the diversity of skills that employees hold.Q8 Pick two companies that you interact with frequently (as an employee or as a customer) and assess their culture according to the culture dimensions shown in exhibit5-13.Answer–The answer will vary based on the companies students choose. Culture dimensions include: attention to detail, outcome orientation, people orientation, team orientation, aggressiveness, stability, innovation and risk taking.Chapter8 : Motivating and Rewarding EmployeesQ1 Most of us have to work for a living, and a job is a central part of our lives. So why do managers have to worry so much about employee motivation issues? Answer– Motivation refer s to the process by which a person’s efforts are energized, directed, and sustained toward attaining a goal. Even though most of us have to work and therefore need a job, managers still have to worry about employee motivation issues. Employees are not always willing to put effort to do their job well. Employeecan work for different rewards: money, recognition, achievement, affiliation, power and so on. Motivation can lead to higher productivity, improve employee satisfaction, reduce the high cost of employee turnover and maintaining the competitive edge. Motivation plays a critical role in achieving organizational goals.Q3 What role would money play in (a)the hierarchy of needs theory, (b)two-factor theory, (c)equity theory, (d)expectancy theory, and (e)motivating employees with a high aAch?Answer– (a) Money might be a security need, providing shelter, food, and clothing, or it could be a self-esteem need in giving the individual a sense of self-worth. (b) Money is a hygiene factor. (c) Money becomes a measure of fairness—Is my raise, salary appropriate to my position? (d) Money is relevant only to the degree the individual perceives that the monetary reward is appropriate for the amount of effort put forth. (e) Money could be seen as a way to measure success.Q6 Many job design experts who have studied the changing nature of work say that people do their best work when they are motivated by a sense of purpose rather than by the pursuit of money. Do you agree? Explain your position? What are the implications for managers?Answer–The answer will vary. Employees come to organizations with different needs, skills, abilities and interests. Employees need to cooperate with others in today’s diversit y and competitive environment. People do not work only for money, such as professional and technical employees, whose chief reward is the work itself. Employee can work for other rewards: recognition, achievement, affiliation or power. Managers should focus more on the sense of purpose and look at different types of rewards that help motivate employees.Chapter9: Leadership and TrustQ2 What would a manager need to know to use Fiedler’s contingenc y model? Be specific.Answer–The Fiedler’s contingency model proposed effective group performance depends on the pro per match between the leader’s style of interaction and the degree to which the situation gives control and influence to the leader. He isolated three situational criteria—leader-member relations, task structure, and position power—that can be manipulated to create the proper match with the behavioral orientation of the leader. Fiedler argued that leadership style is innate to a person—you can’t change your style. It is necessary to match the leader with the situation based on three situational criteria. (Please refer to page 247-249)Q5 Do you think trust evolves out of an individual’s personal characteristics or out of specific situations? Explain.Answer– Both, trust is in a person given certain circumstances. Some individuals are always trusted regardless of circumstances; others can be trusted to respond inpredictable ways in different circumstances.Q6 Do followers make a difference in whether a leader is effective? Discuss. Answer–Yes,t he ability to influence others outside of one’s own author ity and to perform beyond expectations are essential to high performing organizations and are characteristic of leaders. Leaders have followers. Followers make significant contribution to leaders’effectiveness. Successful leadership is contingent on the f ollower’s level of readiness. “R eadiness” refers to the extent that people have the ability and the willingness to accomplish a specific task. Regardless of what the leader does, effectiveness depends on the actions of his or her followers.Chapter10: Communication and Interpersonal SkillsQ1 Which type of communication do you think is most effective in a work setting? Why?Answer– Each communication method has its own benefits and drawbacks. No one method is appropriate in all circumstances. Justify your choice based on the advantages of communication type that you choose. (Please refer to page 270-272)Q3 Which do you think is more important for a manager: speaking accurately or listening actively? Why?Answer–The answer will vary. Students may think listening actively is more important. Actively listening refers to listening for full meaning without making premature judgments or interpretations, demands total concentration. Correct information can not be returned to employees if managers have not listened actively and correctly heard the information request. Students also can make argument that it is more important for the manager to speak accurately to begin with.Q5 Is information technology helping managers be more efficient and effective? Explain your answer.Answer- Yes, information technology is helping managers to be more efficient and effective. It can improve a manager’s ability to manager employees’ performance. It can allow employees to have more completed information to make decisions. It has provided employees more opportunities to collaborate and share information. Chapter11: Foundations of ControlQ3 How are planning and control linked? Is the control function linked to the organizing and leading functions of management? Explain?Answer–The control process assumes that standards of performance already exist. They are created in the planning function. Objectives are the standards against which progress is measured and compared. An effective control system ensures that activities are co mpleted in ways that lead to the attainment of the organization’s goals. So control is linked to all functions of management, not just organizing and leading.Q7 “Every individual employee in an organization plays a role in controlling work activities.” D o you agree with this statement, or do you think control is something that only managers are responsible for? Explain.Answer– Controlling is the management function involving the process of monitoring activities to ensure that they are being accomplished as planned and correcting any significant deviations. Managers play extremely important role in controlling, however, every individual employee also play a role in control work activities. Both managers and individual employee must make sure activities are completed in ways that lead to the attainment of the organization’s goals.Q8 How could use the concept of control in your personal life? Be specific.(Think in term of feedforward, concurrent, and feedback controls as well as specific controls for the different aspects of our life-school, family relationships ,friends, hobbies, etc.)Answer–The answer will vary. Feedforward control takes place in advance of the actual activity. Concurrent control takes place while an activity is in progress. Feedback control takes place after the action.。

售后服务承诺书英文After-Sales Service Commitment LetterDear Valued Customer,We, [Company Name], are committed to providing you with the highest quality products and services. This After-Sales Service Commitment Letter outlines our dedication to your satisfaction and the support we offer post-purchase.1. Warranty CoverageWe offer a [specific period] warranty on all our products, starting from the date of purchase. This warranty covers any defects in material or workmanship under normal use.2. Technical SupportOur technical support team is available [specify hours] to assist you with any inquiries or issues you may encounter. You can reach us via phone, email, or through our online support system.3. Repair and ReplacementShould your product require repair or replacement due to a warranty-covered issue, we will promptly address the matter. We will either repair the product or replace it with a new or refurbished product of equal value.4. Software UpdatesFor products that require software updates, we commit to providing timely updates to ensure your product remains up-to-date with the latest features and security patches.5. Maintenance ServicesWe offer maintenance services to keep your product in optimal condition. These services include regular check-ups, cleaning, and calibration.6. Customer FeedbackWe value your feedback and continuously strive to improve our products and services. We encourage you to share your experiences with us so we can enhance our offerings.7. Training and EducationTo ensure you get the most out of your product, we provide training and educational resources, including user manuals, online tutorials, and workshops.8. Extended Service PlansFor an additional fee, we offer extended service plans that provide extended warranty coverage and additional support services.9. 24/7 Customer ServiceOur customer service team is available 24/7 to address any urgent concerns or questions you may have.10. Compliance with RegulationsWe comply with all local and international regulations regarding product safety, quality, and service.We stand behind our products and are dedicated to your complete satisfaction. Should you have any questions regarding this commitment letter or require assistance, please do not hesitate to contact us.Sincerely,[Your Name][Your Position][Company Name][Contact Information]Please note that the specific terms and conditions may vary depending on the product and the region. For the most accurate and up-to-date information, please refer to the warranty card or the warranty section of your product manual.。

Arctic Duty MotorSpare fuse locatedin convenient holderJunctionboxFigure 16Ruffneck™Notes* Exceeds the 48 amp circuit limit of NEC 424-22. DS not available for these units.**480 V: 1-phase units are certified for Class I, Div. 1, Group D and Class II, Div.1 Groups F & G1. Minimum conductor size for 86˚F (30˚C) ambient. Derate conductor forambient temperature. Use minimum 194˚F (90˚C) insulation.2. Heater is functioning normally if at rated voltage the amp draw iswithin 10% of the value in this table.3. Operation at lower voltages will result in reduced heat output and ampdraw.4. Add “T” to model number when adding a built-in thermostat.5. Add “D” to model number when adding a built-in disconnect switch.6. Add “P” to model number when adding a built-in pilot light.7. Add “U” to model number for units with continuous fan option.8. Add “A” to model number for units with stainless steel cabinet.9. Add “L” for large junction box.10. Add "C" to model number for units with Heresite coating.For installation and model coding, see page C10.Consult Terms & Conditions of Sale or FX6 Owner’s Manual for warranty information.7Ruffneck™8Ruffneck™E x p l o s i o n -P r o o f E l e c t r i c A i r H e a t e r s –F X 6 S e r i e sInstallation Conditions࢞The FX6 Series Electric Air Heaters are for dry indoor use only. Donot immerse in water. Do not store or use in areas exposed to rain or snow.࢞The FX6 heaters are to be used only in atmospheres having anignition temperature higher than 329°F (165°C).࢞Altitude restrictions apply, see General Specifications, page 11࢞Heaters should be connected to a fixed power supply and mustbe permanently mounted in a level, upright position during operation.࢞Read and be aware of the terms of our Warranty located in theowner’s manual.࢞For more information please refer to owner's manual.* Exceeds the 48 amp circuit limit of NEC 424-22. DS not available for these units.**480 V: 1-phase units are certified for Class I, Div. 1, Group D and Class II, Div. 1 Groups F & G 1. Minimum conductor size for 86˚F (30˚C) ambient. Derate conductor for ambient temperature. Use minimum 194˚F (90˚C) insulation.2. Heater is functioning normally if at rated voltage the amp draw is within 10% of the value in this table.3.Operation at lower voltages will result in reduced heat output and amp draw.4. Add “T” to model number when adding a built-in thermostat.5. Add “D” to model number when adding a built-in disconnect switch.6. Add “P” to model number when adding a built-in pilot light.7. Add “U” to model number for units with continuous fan option.8. Add “A” to model number for units with stainless steel cabinet.9.Add “L” for large junction box.10. Add "C" to model number for units with Heresite coating.ote: N*For specifications common to all FX6 models, see General Specifications, page 11. Weights are an approximate maximum. Manufacturer reserves the right to replace motors with suitable alternates.9 Ruffneck™elEfoorP-noisolpxE10Ruffneck™11Ruffneck™ FX6 Series – Explosion-Proof Electric Air HeatersGeneral Specifications1. Hazardous Location RatingClass I, Divisions 1 and 2; Groups C and D; Class II, Groups E, F and G;Class II Division 2, Groups F & G; Class I Zones 1 & 2, Groups IIA & IIBTemperature Code T3B [329°F (165°C)]*2. Enclosures NEMA Type 7 & 9. For dry, indoor use only. Do not immerse in water. Do not store or use in areas exposed to rain or snow3. Motor Type Explosion-proof. Thermally protected. Permanently lubricated ball bearings.4. Fan Aluminum blade. Steel spider and hub with 5/8" (15.875 mm) bore5. Fan Guard Split design with close wire spacing. 1/4" (6.3 mm) diameter probe will not enter 6. Mounting Holes Two 9/16". (14.3 mm) diameter holes at top7. Heating Elements Three long-life, low watt-density, high grade metal sheathed elements 8. Temperature High-Limit Automatic reset type, snap-action bimetal, open on temperature rise. Rated 100,000 cycles at 10 amps, handles 0.128 amps 9. Control Circuit 120 V, 0.128 amps, 15 VA. (Grounded)10. Safety Protection Circuit Snap action bimetal switch, rated for 100,000 cycles at 10 amps. Part of secondary thermal protection circuit with dedicated contactor. Independent of main control circuit.11. Slim Junction Box 10.25" (230 mm) x 8.00" (180 mm) x 6.75" (172 mm) 12. Optional Built-in Thermostat Explosion-proof. 36°F to 82°F (2°C to 28°C)13. Optional Built-in Disconnect Switch DS for use only on heaters with total current not exceeding 48 amps. Lockout handle accepts 1/4" diameter padlock shackle 14. Optional Pilot Light Indicates heat-on cycle15. Control TransformerMulti-tap primary, 120 V secondary, 50 VA16. Contactors75 amps. Rated for 1,000,000 mechanical operations. 120 V, 15 VA coil (separately fuse-protected)17. Heat Transfer Fluid Proprietary heat transfer fluid18. Cabinet Material 12 ga. (0.104") (2.60 mm) steel. Epoxy coated with five-stage pretreatment, including iron phosphate. Optional stainless steel.19. CoreSteel with integral aluminum fins, vacuum charged and hermetically sealed 20. C onduit Material Heavy walled, 0.122" (3.1 mm) steel21. Overpressure Protection Preset 100 psig (690 kPa) pressure relief valve, no field serviceable parts. Preset 300 PSIG (2070 KPa) rupture disk, no field servicable parts.22. O perational Temperature Limitations -58ºF to 104ºF (-50ºC to 40ºC)23. S torage Limitations-58°F to 176°F (-50°C to 80°C). Do not immerse in water. Do not expose to rain or snow.THS2053-0922。

请告诉我们装运时间Please inform us of time of shipment我们已经以每公吨1200元价格成交，特此通知。

We wish to inform you that business has been done at 1,200 yuan per metric ton.兹通知贵方，我方已将所需衣服基础。

Please be informed that we have already sent clothes required.希望随时通知贵方的财务状况。

We hope you will keep us informed of the financial status at your end. 你们必须让我们了解详情。

You will have to acquaint with the details. .我们对美国市场行情很了解。

We are well acquainted with the market condition in American我们随函附寄产品目录和价格表各一份，供参考。

We enclose a catalogue and a price list for your reference.随函附上修改后的价格表，同平常一样以我方确认为准。

Enclose is our revised quotation , subject to our confirmation an usual如贵方对我们的产品感兴趣，敬请告知。

Should any of the items be of interest to you ,please let us know.如果到了指定的时间贵方仍不交货，请立即同我方联系。

Should you be unable to deliver the goods by the time stated, please get in touch with us immediately.一收到贵方通知，我方立即发货。

Lesson 21. We avail ourselves of this opportunity to introduce to you as a foreign-invested corporation specializing in arts and crafts.2. We want to acquaint ourselves with the supply position of steel products。

3 We are enclosing a cope of pricelist.4.We have 28 distributors across the world.5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you.Lesson 31.We are a dealer in Egypt.。

2. I have?2 years of?follow-up purchase orders and shipping experience3. We have pictures of sports shoes selling well in UK.4. We are sending some samples and brochures under separate cover for your reference.5. We are interested in the electric appliance in your sample. Please kindly send your quotations to us.6. We’d like to inform that you’ll find our new products are at Stand 16.Lesson 41. We are looking for a reliable supplier who can provide us the laptop.2. I would like to buy computers and computer parts. Please send mea detailed pricelist with min. Order and shipping costs.3 Regarding the model we attached here, our target price is USD9.5 for our market.4. We allow you a discount of 3% for quantity over 1000 pieces of the offered item.5. As regards our financial standing, please refer to the Bank of China, Shanghai Branch.Lesson 51. Please quote in USD CIF London for 1000 sets of bed sheets.2. The attached price list will provide you with the concrete information of the models you are most interested in.3. Please kindly inform the quotations and payment terms for the following items.4. Our company wants to enquire for the 500 sets of your Model No. 277 washing machine.5. If your prices are competitive, we will place large orders with you. Lesson 61. We approach you for the export of chemicals.2. As to the can foods, we advise you to contact directly Tianjin Foods Import and Export Co.3. We shall appreciate it very much if you could inform the financial and credit status of the above company.4. Please refer to Bank of China, Beijing Branch or China International Commercial Bank for the business standing of our company.5. Any information you may obtain will be treated as confidential. Lesson 71. The confirmation sample remains valid for two years.2. Our company intends to import silver products from your company. Pls send us sample pricelist.3. We have received your samples with thanks.4. We will refund the charge upon receipt of your order.5. Pls confirm the enclosed sample brochure.Lesson 81. The illustrated catalog and sample have been sent by DHL. The courier No. is QD1234.2. The samples are free, but the customer must bear the freight cost according to the company policy.3. The products you make should be in complete compliance with our enclosed picture.4. We will send samples immediately when the standard freight of USD70 reaches our account of HSBC, or we get your DHL or UPS account.5. It is a heavy burden for our factory to send out free samples in large quantities. We are forced to ask you to share the cost with us. Lesson 101. At your request, we make the quotation for the following goods, subject to our final confirmation.2. We’ve learned that there is a heavy demand for EVA suitcases in your market. We hereby enclosed our NO. 555 quotation sheet for your reference.3. We are offering for our jasmine tea, RMB1,125 per KG CIF Kobe with next-week shipment.4. Thanks for your inquiry for Galvanized iron Sheet. We make the following quotations and look forward to your orders.5. This offer is subject to your reply before the goods being unsold. Lesson 111. We’d like to trade with you, but regret that we cannot reduce the prices to what you expected. They have been our lowest prices after our accurate calculation of all the costs.2. After careful investigation of our market situation, we have to makea reduction of 10% in order to meet the fierce competition. Otherwise, there’s no possibility of transactions.3. We regret to inform you that the quotation you made for the plastic bags is out of line with our local market level.4. Our counteroffer for the captioned goods is USD125, subject to your reply reaching us before noon of Wednesday of our time.5. We are pleased to enclose the PI in triplicate for 1000 SETS of bicycles of the following specification. Please telephone us to prepare the goods upon receipt of the import license.Lesson 141. Attached is the label for your reference.2. Now our stocks are running down quickly. The maximum we can offer is 200 metric tons.3. We can only accept delivery in March owing to the heavy commitments the manufacturer has got.4. The products for delivery by the end of this year have all been sold out, due to too many orders.5. We are pleased to confirm ordering with you for 1000 cases of Tomato Paste with October shipment.Lesson 151. After our recent exchange of faxes, we are pleased to put througha transaction for 10 metric tons of dry red chilli.2. If there’s no problem, we hope you could countersign and return one copy S/C for our file.3. Please rest assured that there will be no further delay for the shipment of the goods.4. We have opened through Bank of China, Tokyo Branch the L/C No. 1758 in your favor on 15th.5. We are pleased to inform you that we have booked your order No. 111 for 5000 Canon Digital Cameras.Lesson 16we can not accept your T/T request, our usual practice, in view of the small amount of this order, as an exception, one half of the payment will be paid by T/T, and the other half by CAD.Lesson 171. We agree to be paid by D/P at sight instead of sight L/C for our future business.2. We accept confirmed, irrevocable L/C payable against sight draft, instead of T/T.3. In view of the huge amount of the order and the fluctuation of the international currency market, we cannot accept the payment terms other than L/C.4. In view of our long-term friendly business relationship, we exceptionally accept L/C negotiable at 60 days’ sight.5. We will transfer the full payment when the goods are ready and shipping space is booked, so as to save the high expense on issuing the L/C.Lesson 181. At your request we exceptionally accept the payment terms by D/P at sight. But it cannot be regarded as a precedent for future transactions.2. Due to the small quantity of the order, we propose the payment terms by D/P to simplify the procedure.3. We agree to accept D/P at sight in view of your current tough situation.4. As special accommodation, we accept your proposal to be paid by D/P at sight. But it cannot be regarded as a future precedent.5. In view of our long-term friendly relationship, we comply with your request, 50% to be paid by L/C and the balance by D/P at sight. Lesson 19Please countersign and return one copy for our filesthe L/C in our favorthe L/C stipulations should strictly conform to the terms of the contractavoid any future amendmentYou may rest assured that we will make shipmentLesson 201. The goods are ready for dispatch. Please establish the covering L/C. We will make shipment upon receipt of the L/C.2. It is necessary that all the L/C stipulations should be in exact accordance with the terms of the contract, so as to avoid any unnecessary amendments.3. After examining the L/C carefully, we regret to find some stipulations are not in conformity with the terms in the contract.4. We hope to get your kind cooperation in the effect, and look forward to the L/C amendment from your banker.5. In the L/C we received, the payment is made by draft at 30 days’ sight. But according to the contract it should be made at sight. Please amend the L/C accordingly.6. The date of delivery is approaching. Please amend the L/C as requested ASAP so that we may effect shipment in time. Lesson 211. Please extend the date of shipment and the validity of the L/C to August 31 and September 15 respectively to facilitate us to make shipment.2. After checking the stipulations in the L/C, we regret to find that the L/C calls for shipment in October. But the contract stipulates for the shipment in November. Please extend the time of shipment and negotiation to November 30 and December 15 respectively.3. As to L/C No. 689, we have instructed the issuing bank to extend the date of shipment and the validity of the L/C to September 30 and October 15 respectively.4. According to the clauses of L/C No. 308, we have presented full set of clean on board Bill of Lading and other documents to Bank of China, Fuzhou branch.5. As the date of shipment in the L/C is the same as the validity date of the L/C, please extend the validity of the L/C by 15 days more according to the stipulations of UCP 600.6. As there is no direct vessel this month, we ask to extend the validity of the L/C to May 31.Lesson 221. The barcode should be attached on the hand tag and the upper right of the polybag.2. We want the blouses to be packed each in a polybag, 12 dozen toa carton lined with waterproof paper.3. We can meet your special requirements for packing but the extra packing charges should be borne by you.4. As suggested, we have improved our inner packing to meet the customers’ demand in your market.5. No warning marks are required in the wooden case.Lesson 231. Please mark our initials ABC in a diamond, under which the port of destination and our order number should be stenciled or printed.2. Shirts packed in plastic-lined cartons are not so susceptible to damage by moisture as those packed in wooden cases.3. 12 pairs are packed into a carton. The carton stickers should be attached on the side with main marks. The supplier information is as follows.4. Please make sure that cases are marked “Fragile” and “Handle With Care”.5. After examining, we find that 10 bags are packed without 5-ply strong paper bags, which are not in conformity with the stipulations in the contact, resulting in the damage in transit.6. The magnetic tapes should be packed in the polybag and sealed tightly with adhesive tape.Lesson 241. We must make it clear that with the different packing material, the packing expenses will be different.2. The tea should be packed in international standard tea boxes, 24 boxes on a pallet, 10 pallets in an FCL container.3. All PO’s must be loaded separately. No mixing of PO’s within a container is permitted.4. Considering the fragile goods and the expensive cost of packing, please use durable packing and economical packing.5. The greatest care must be given to packing and crating, as any damage in transit would cause us heavy losses.Lesson 25II. Complete the following sentences in English:1. covering the readiness of our goods under Order No. 4832. contact our forwarder ----- MAERSK for shipment3. Booking, 14 days prior to shipping to ensure the shipping space4. full quantity of the merchandise which，which has been packed and sealed into the container5. in accordance with the stipulations set forth in L/C No. KH40483NR III. Translate the following sentences into English:1. 70% of the goods under Order No. 2048 will be shipped in November, and the rest in December.2. Due to the insufficient shipping space, the 10,000 metric tons of soya beans can’t be fully shipped in October. Please ame nd the L/C, allowing partial shipments.3. As you desire earlier delivery, you have to bear the extra freight.4. As our traditional Spring Festival is approaching, it will get harder to book shipping space. Please send shipping instructions at the earliest, so that we can book space earlier.5. We are effecting shipment soon. The forwarder is the same as the one for last shipment. But we hope you could find another shipping company with lower quotations.Lesson 261. ship the goods with the first available ship next month2. Because the goods will be transshipped at Hong Kong3. the shipment should be made in March or April4. to delay shipment5. take delivery of the goods, arrive at your portLesson 27Dear Sirs,Recently we have 20 cases of chinaware shipped to Rotterdam from Hong Kong. The measurement of each packing case is 5x5x4feet, with a gross of 250 kgs per case.Please kindly inform the detailed information like the freight cost, ETD, ETA etc. We learn that S.S. Star will depart on Aug. 10. But we expect the shipment with an earlier shipping date.Looking forward to your early reply.Best Regards,Lesson 281. You should effect the insurance since the transaction is concluded on FOB basis.2. For transactions concluded on CIF basis, we usually cover the insurance against All Risks for 110% of the full invoice value.3. As the goods is not fragile with less possibility of damage in transit, it is enough to effect insurance against FPA.4. Risk of breakage is a kind of additional risks and extra premium will be charged.5. The premiums vary with the different insurance coverage. If any additional risks are added, extra premium will be borne by the buyer. Lesson 29II. Fill in the blanks in their proper forms with the words or phrases given below:1. cover insurance against All Risks2. submit an insurance claim3. cover the insurance for 110% of the invoice value4.The goods are insured with our company5. compensate for6. arranged insurance on your behalf7. covered the insurance at invoice value plus 10%8. issue an All Risks policyIII. Translate the following letter into Chinese:Dear Jane,我们确认收到了您昨天的电邮，要求我们为第304号订单投保发票价值的130%。

外贸销售英文合同BUY-SELL AGREEMENTAgreeme nt #:This Buy-Sell Agreement is entered into as of XXXXXXXXXXXXXl, by and between XXXXXXXXXX ., here inafter referred as XXXXXXXXXX and XXXXXXXXXX, hereinafter referred as the XXXXXXXXXX.Vendor: XXXXXXXXXXAddress: XXXXXXXXXXXXXXXXXXXXXTel: XXXXXXXX, Fax: XXXXXXXXXXVen dee: XXXXXXXXXXAddress: XXXXXXXXXXXXXXXXXXXXXTel: XXXXXXXX, Fax: XXXXXXXXXXIt is agreed between the parties here to that XXXXXXXXXX will produce and sale XXXXXXXXXX products to XXXXXXXXXX. Please refer to the followi ng page for terms and con diti ons.This Buy-Sell Agreeme nt, here in after referred as the Agreeme nt, is gover ned by the followi ng terms and con diti ons:1. The agreement is affective on September 1,2010/after signed or typing name on the Signature line by both of XXXXXXXXXX and XXXXXXXXXX.2. XXXXXXXXXX provides and in stalls XXXXXXXXXX Products to XXXXXXXXXX.TOTAL:2. Country or regi on of Manu facturers: Chi na3. Packi ngTo be packed in carton(s). Suitable for long distance ocean or air transportation.The Sellers shall be liable for any damage of the commodity and expe nses incurred on acco unt of improper pack ing.4. Shippi ng Mark - N/M 7. SHIPPING TERM: cCIF Los An geles,USA8. Port of Desti natio n: 9. In sura nce:Los An geles,USATo be effected by buyers for 110% of full invoice value.10. Docume nts(1) One original bills of lading marked “ Freight Collect ” notifying the Buyer.(2) Commercial Invoice in 3 copies in dicat ing con tract nu mber, made out in details as perrelative con tract.(3) Pack ing list in 3 copies issued by the Seller.11. Shipme ntThe Sellers shall ship the goods within the shipment time. Partial shipment is not allowed.12. Shippi ng AdviceThe Sellers shall, immediately upon the completion of the loading of the goods, advice5. Time of shipment:6. PAYMENT: BEFORE MARCH 8,2011 T/Tthe Buyers of the Con tract No., qua ntity, inv oice value, gross weight, date of shipme nt etc.13. Guarantee of QualityThe Sellers guarantee that the commodity hereof is made of the best materials with first class workmanship, brand new and unused, and complies in all respects with the quality and specificati on stipulated in this Con tract.14. Warra ntyThe seller guarantees the goods delivered are in conformity with quantity, quality and specificati ons as provided in the Con tract.15. Force MajeureThe Sellers shall not be hold resp on sible for the delay in shipme nt or non-delivery of the goods due to Force Majeure, which might occur duri ng the process of manu facturi ng or the course of loading or transit. The Sellers shall advice Buyers immediately of the occurre nee men ti oned above and within fourtee n days thereafter, the Sellers shall send by airmail to the Buyers for their accepta nee a certificate of the accide nt issued by theCompete nt Gover nment Authorities where the accide nt occurs as evide nee thereof.Seller ' s in ability in obta ining export lice nse shall not be con sidered as Force Majeure.U nder such circumsta nces the Sellers, however, are still un der the obligati on to take all necessary measures to hasten the delivery of the goods. In case the accident lasts for more tha n 10 weeks, the Buyers shall have right to can cel the Con tract.16. This con tract is made in En glish, Two copy ones of this con tract will be held by theBuyer, the Seller respectively.By signing or typing name below, both parties have agreed on the terms and conditions ofthe Agreeme nt on the date writte n below. This Buy-Sell Agreeme nt shall be gover ned by applicable federal and state laws and statues.(Signature) __________ (Sig nature)CEO: Preside nt:Date: ___________ Date:。