1、 商务英语 BEC 中级口试综合指导（一）第一课时Introduction、Why take BEC exams? strong growthrigorous quality controlwide suitabilitywide business contextvalue for study and business careerinternational recognition for work and study、What is International Business English? 什么是国际商务英语？国际商务英语，指的是人们从事国际商务活动中所使用的具有行业特征的英语，这些行
2、业包括：国际贸易、国际金融、国际会计、国际运输、国际商法、保险、银行、经济、营销、物流、企业管理、商业服务等。由此看来，商务英语不是一种独立的语言，它仍然是英语，是在国际商务背景下使用的英语。、How to learn International Business English? 怎样学习国际商务英语？掌握一定的商务英语词汇、短语和句型。(1) 词汇方面commercial e.g. The TV show was interrupted by too many commercials.prospecte.g. He called on some prospects but failed t
3、o make a sale.makee.g. These products are of Chinese make.The factory manufactured five makes of tractors. (2) 短语方面soft selling hard sellingSome sales people adopt a direct hard sell approach, while others use a more indirect soft sell approach. have a bad yearThe corporation is having a bad year an
4、d it will probably be necessary to dismiss a few office staff. break into/penetrate the marketThere is chance that well manage to break into the UK market (3) 句型方面I am writing to you concerning You cant miss it. I cant agree more. It may have slipped your mind, but You can always reach me at the num
5、ber We would very much appreciate it if you could I noted with interest your advertisement for Yes, thats true, but on the other hand Thats exactly what I think. Maybe, but dont you think? You are wanted on the phone. As requested, we enclose for your attention (4) 旧词“新义“honoure.g, All credit cards
6、honoured here. The bank honoured this cheque.covere.g. I have got myself covered against fire. royaltye.g. Besides copyright, the writer got a 10 percent royalty on sales. The technology transfer fee shall be paid in royalties. (5) 同义词、近义词、相似词的辨析。1) chairman, president, CEO, Managing Director, Gener
7、al Manager.2) dealer, merchant, trader, businessman, distributor. 3) deputy, vice-, associate, assistant. 4) discharge, unload, land5) discount, reduction, rebate, allowance. * 熟悉世界贸易组织。* 熟悉国际商务英语有关行业的基本术语及其内涵意义。* 学习国际商务常识，略知相关专业知识。* 密切了解国际商务最新动态。、BEC2 ContentBEC2 考试主要是考学生的语言能力，包括听、说、读、写四个方面。试卷所设计的语
8、言文字基本山都与商务有关。另外，还考学生的英语语法、结构等内容。BEC2 考试分笔试和口试两大部分。笔试包括阅读、写作和听力。、BEC2 Time. Preliminary Vantage AdvancedReading 1 hr 1 hrWriting1 hr 30 mins 45 mins 1 hr 10 minsListening 40 mins 40 mins 40 minsSpeaking( 2 candidates)12 mins 14 mins 16 mins 、BEC2 Grades* one overall grade * each skill counts for 25%
9、* candidates also receive profile of performance* Preliminary: two pass grades* Vantage and Advance: three pass grades、Introduction to BP Preparation Resource* vocabulary * textbook Pass Cambridge VantageTeamwork, Entertaining a client, Brand power, New premises, Health and safety, Business travel,
10、Marketing disasters, Going global 是 BV 常考的商务专题。下面以 Brand power 举例说明：1 掌握商务词汇短语E.g. to buy/develop/launch/sell/test/own/stretch/damage a brandE.g. brand image/leader/loyalty/name/power/stretching2 掌握相关商务知识E.g. Explain why you brought one of the products. strong sense of brand loyalty reasonable price
11、 good after-sales service reliability of the product good and consistent quality user-friendly design good value for money in style 3 掌握相关背景知识Tesco, J Sainsbury, AsdaWorking in English* mock exam papers: 9 sets、Register for BV、Business ResearchAnswering business studies question Business Studies is
12、a skills based subject which tests students ability to use their knowledge. There are four basic skills: Level One Description/IdentificationLevel Two ExplanationLevel Three AnalysisLevel Four EvaluationTo gain the highest grades, candidates must show evidence of the higher skills Key types of quest
13、ions Responses should:Identify/state/describe make a pointExplain/outline make a point and develop itDiscuss present two sides of the debateExamine/assess/analyse make a point and develop fully with some question of itCritically assess/to what extent explain both sides and evaluateHow to answer ques
14、tionsExample question: What determines the price of a product? Example answer: The price of a product is influenced by the costs. 1 This is because firms have to charge a price which is greater than costs to make a profit. 2 However in the short run a firm may sell a product at a loss. This may be t
15、o gain market share or because the product is still at the introduction phase and has high research and launch costs. 3 Overall it depends on whether we are considering a short or long term pricing policy. Firms may be willing to make a loss in the short run. It will also depend on the objectives of
16、 the firm. Some public sector organisations, e.g. may simply try to cover costs.Example Question: Should firms train their employees?Answer:By training their employees firms may be able to increase their profits BECAUSE trained staff are likely to be more productive and make les mistakes. Employees
17、might also be more motivated BECAUSE they might be able to undertake more interesting work and BECAUSE managers are showing that they value their staff (which can satisfy their esteem needs). HOWEVER training costs money and is not always successful. It can also lead to a loss of production while st
18、aff are being trained. OVERALL, management will have to weigh up the potential benefits against the costs. If, for example, the firm has the necessary resources, the training is relatively cheap and is likely to lead to significant increases in productivity and profitability the firm likely to inves
19、t in it. If, ON THE OTHER HAND, the firm lacks the necessary finance and staff already have the skills required then training is LESS LIKELY.商务英语 BEC 中级口试综合指导（二）第二课时第一讲 Introduction to BV Speakingformatconversationpresentationdiscussioncriteriapronunciationvocabulary a foreign language especially En
20、glish is needed if the company wants to expand to the world. Applicants who can speak one or more foreign languages will have a better chance to get the job.Sample 2As we all know, the criteria used by HR professionals in screening and selecting applicants normally include such factors as working ex
21、perience, personal qualities and communicative skills.Firstly, we pay a lot of attention to working experience of the applicant. A person with a solid record of related experience is more likely to fit in with a new company. Therefore he or she can be trusted to fulfill the tasks and solve the probl
22、ems in a more professional and competent way.In addition to this, we also look at the personal qualities of the applicant. Does he or she has integrity, perseverance or can do spirit? Surely any organization can benefit from the reliability, devotion and enthusiam of its employees.Finally, good comm
23、unicative skills such as interpersonal skills and team spirit are also becoming an important precondition in selecting qualified employees.B: WHAT IS IMPORTANT WHEN?Preparing for a job interview Studying the job advertisement Finding out about the companyBefore you go for an interview, you must make
24、 preparations so as to face the interviewer with more confidence. They include studying the job advertisement, finding out about the company, preparing yourself psychologically, etc.Firstly, you should study the job advertisement carefully so that you can match your knowledge, skills and abilities w
25、ith the specifications required for the post. You must assure the interviewer that you have all the qualifications required, so you are the right sort of person they are looking for.Secondly, you should know more about the company, such as its profile, structure, existing problems, requirements, cam
26、paigns and future plans. As a Chinese saying goes: “know the opponent and know yourself, and you can fight a hundred battles without defeat.”Finally, you should also prepare yourself psychologically and this will help you combat stress. Rehearsing the interview with your friends, for example, is a g
27、ood relaxation exercise that can install confidence in you. Presentation Discourse Management1. Opening SentenceWell, Id like to make a short/brief/mini/one-minute presentation on the topic2. Body （一般讲 2-3 个要点，根据语速和知识点调整）First,Second.Third,3. Closing SentenceAnyway, thats why I think so.Thank you ve
28、ry much.Thank you for taking your time.Thank you for listening.商务英语 BEC 中级口试综合指导（三）第三课时第二讲 ConversationPART 1: Exchange personal informationThis part aims to prepare the candidate for phase 1 of the speaking test, which takes the form of an interview, with each candidate talking in turn to the exami
29、ner. This involves the candidate answering questions, responding to a comment or participating in an exchange or greeting.Activity 1:Asking each others name (including spelling), hometown, occupation, hobbiesFurther probing: describe your hometown (location, city, town, village) climate, population,
30、 etc.Further probing: describe your occupation/ or major (if student), likes and dislikes about your occupation.Further probing: asking each other about marital status/ with or without boy friend/girlfriend.Asking for opinion on married/single life, which is better?Further probing: asking each other
31、 about hobbies.Possible Questions Suggested Answers and Note1) Whats your registration number? My registration number is2) Whats your name?How do you spell your name?How do you spell your family name / surname / last name? My last name is My given name is, but my friends always call me, my English n
32、ame. You can call me, if you like / wish. nickname3) Where are you from?Would you say its a good place to live in?(Why?)Do you like living in?Where would you like rather liveor?(Why?)Do you think it would be better to live inor? (Why?) Weather Transportation Environment HousingHouses are pricey in t
33、his area. Night life (exciting, dynamic) Local people Local government Job opportunities Resorts (skiing) Atmosphere selling pointsPossible Questions Suggested Answers and Note4) Do you come from a large family or a small family?Can you tell me a bit aboutin your family? Extended family Nuclear fami
34、ly5) Do you work or are you a student in?What do you do?What do you study?Whats your major?What do you like most about your job?(Why?)What do you like most about your studies?(Why?) Major v.I majored in , and minored in Ever since I was a child, I was interested in Job Satisfaction Interesting frien
35、dly atmosphere; not bossy; patient; good manners; modest; leadership; good interpersonal skills; variety of experienceVariety of experience and a broad horizon would help to tackle urgent matters and establish his or her personal prestige. Well-experienced staff are capable of overcoming storms and
36、crises. On coming across problematic issues, new or inexperienced staff usually will feel depressed and even start to panic. One or a number of experienced staff will, in this kind of situation, automatically become the spiritual leaders of the team and can get the issues in question solved quickly.
37、 A wide range of experiences are important to a team member, because you never know what kind of problems might suddenly come up to you. Experiences in different fields will enhance the chance of successfully sorting out the problem with your knowledge which is based on your past experience.Personal
38、 qualities:The basis of the team work is mutual trust and friendly atmosphere Good manners, not too bossy, patient, modest, leadership, good interpersonal skillsProject Management WHAT IS IMPORTANT WHEN?MANAGING A PROJECT ENCOURAGING TEAMWORK KEEPING TO SCHEDULEKey points: Team work, time pressure (
39、keeping to the schedule)Team work: as explained in the teamwork sectionTime pressure:A well-designed schedule can clarify yourself to the project. You should ensure that you would be running before the schedule rather than after it. Time is always of essence for a project. Failure to keep to the sch
40、edule will result in/cause late completion. Late completion will lead to: civil litigation, injured party will become entitled to claim compensation/entitled to sue the breaching company. When the project is being processed/in the course of carrying out the project, there will be a lot of commercial
41、 activities involved. Such as investment banks advance cash; raw material supply, planning permission, sub-contract/outsource. Failure to stick to the schedule will affect above matters.Competition WHAT IS IMPORTANT WHEN?DEALING WITH COMPETITION PRICING POLICIES ADVERTISING STRATEGIESWHAT IS IMORTAN
42、T WHEN?SETTING PRICES FOR NEW PRODUCTS PRODUCTION COSTS COMPETIORS PRICESKey points: Pricing; Advertising; Production costs; Competitors price; Marketing; a wide range of services and productsPricing:(For a consumer): all consumers would like to go for higher quality and less expensive products. It
43、is a common sense. (For a manager): correct pricing policies can capture a large number of consumers in a short period of time. For a newly established company: correct pricing policies are particularly important for newly established businesses. The major task for them at the early stage is to draw
44、 the public attention and make their company and their brand known to the public. When a new product is put into market, there may be very few people knowing/who know about it(e.g.Thai curry source)Competitors price:Once a new product is put into market, it will immediately face the competition from
45、 rivals. The price war sometimes can be incredibly fierce and crude. Competitors price will mirror the consumers attitude about certain products and the satisfaction about their prices. If you fixed the price higher than your rivals without higher quality of service, you might soon find yourself in
46、an unfavorable situation. Correct pricing policies could also defeat some competitors in a short period of time. For example: Safeway, Tesco price war against all small bread manufactures. In this case, Safeway and Tesco fixed their price for 7p per loaf, which is 23p cheaper than their competitors
47、offer. As a result of this, in 35 days time, most of their competitors went into liquidation.Advertising strategies:The fundamental task for a company is to make its products and itself known to the public. There are many ways to achieve this, advertising is the most important one. Advertising throu
48、gh different media can cover nearly every corner in the world. The main channels are:-TV-Radio-Internet-Newspaper-Bill Board-Poster-MagazineThe advantage/point of advertising is not only about propagandizing your company but also competing against/with your rivals. A company, through proper advertisements, can manage to introduce the advantages of their products comparing to their rivals, and therefore convince the consumers that their products would be the right choice. For instance, Car manufactures can put in their new designs to the ads, e.g. ABS, dou
