1、Proposal,商务建议书,Introduction to Proposal Writing,Basically, proposals are persuasive presentations.Purpose: to solve a problem, alter a procedure, find answers to questions, or conduct research on a topic of mutual interest.,Introduction to Proposal Writing,120-140 words no significant difference bet
2、ween the format requiredfor proposals and reports (see some samples: )Proposals can use various delivery media, such as letter, fax, email, etc. Where the delivery medium specified for a Part Two answer is a letter, candidates should include opening and closing formulae, but need not include postal
3、addresses in their answer. Similarly, where the delivery medium specified is a fax, candidates need not include fax header details, and where the delivery medium specified is a memo or an email, candidates need not include to/from/date/subject details.,Sample 1,Sample 2,Sample 3,Dear Mr. Rice Thank
4、you for your order by fax. Further to your request for office space for twelve months. Id like to mention that I can also offer you a 10% discount for bookings of an eighteen-month period. You enquired about availability at the Virginia Walk Centre and offices are still vacant. However, please note
5、that there is limited parking and some offices are on different floors. As an interesting alternative, you might wish to consider a new premises called Dockside (about one mile down the riverside from Virginia Walk). It has the following features: a first-floor open-plan office space (75m2) with won
6、derful views of the old harbour. a convenient three-minute walk from the station and ideal for cyclists with a path along the riverside suitable parking facilities for over twenty staff. Please consider this possibility and note the discount would still apply. A visit to this premises can be arrange
7、d, although I would suggest a prompt decision on this second option. I look forward to hearing from you in the very near future. Yours sincerely Hugo Jones,FAX,A Typical Structure for Proposals,Introducing the proposalProviding reasons / Comparing pros and consBalancing and concluding,Lead-in: Readi
8、ng exercise on p.72,In response to your enquiry about/ Further to At present the company seems to be performing (wellbadly),On the one handbut on the other One advantage / disadvantage is that One other thing to consider is,DespiteI would still suggest that. Overall, I would strongly recommend that.
9、 The fact thatmakes this a good | poor investment opportunity.,Go to the Writing Task on p. 73,Reading: A proposal,A salesperson who works for a company renting office space has faxed the proposal below to a client. Read it and answer question 1-3. 1. What are the needs of the client? 2. Is the sale
10、sperson able to meet those needs? 3. What are the benefits of the second location?,Dear Mr. Rice Thank you for your order by fax. Further to your request for office space for twelve months. Id like to mention that I can also offer you a 10% discount for bookings of an eighteen-month period. You enqu
11、ired about availability at the Virginia Walk Centre and offices are still vacant. However, please note that there is limited parking and some offices are on different floors. As an interesting alternative, you might wish to consider a new premises called Dockside (about one mile down the riverside f
12、rom Virginia Walk). It has the following features: a first-floor open-plan office space (75m2) with wonderful views of the old harbour. a convenient three-minute walk from the station and ideal for cyclists with a path along the riverside suitable parking facilities for over twenty staff.,FAX,Please
13、 consider this possibility and note the discount would still apply. A visit to this premises can be arranged, although I would suggest a prompt decision on this second option. I look forward to hearing from you in the very near future. Yours sincerely Hugo Jones,1. What are the needs of the client?2
14、. Is the salesperson able to meet those needs?3. What are the benefits of the second location?,The client needs office space for 12 months.,The salesperson can meet those needs and also wants to try and sell a little more in addition.,The second location offered has these benefits: offices on the sa
15、me floorwonderful viewsmore convenient than the other location for transportsuitable parking facilities,可能用于提建议的表达法： Thank you for your order Further to your request Id like to mention that I can also Please note As an interesting alternative, you might wish to consider It has the following features
16、 Please consider this possibility and note I would suggest a prompt decision I look forward to hearing from you,Writing: A fax,Spacesaver, company which rents warehouse space to businesses, has been sent this fax. Look at the fax and the other information below and answer the following questions.,To
17、: Spacesaver From: Randy Burr Subject: Renting warehouse space Further to our discussion last week in which I outlined our need for warehousing over the next eighteen months, I would like to enquire if the warehouse space is still available at the W1 site. We would have the following requirements:wa
18、rehouse of 100m224-hour accessmust have securityadequate parking for twenty and easy access,BROWN&BURR,offer 10% discount for two-year booking,Three lots currently available: 75m2 50m2 50m2,Warehousing,W1,Circular Storage,New warehousing space NOW OPEN. All space available from 25m2 to 100m2.,Two th
19、irds the price of W1,Based in city centre. Could offer two spaces at 50m2 but more expensive. Poor access and parking for five at most,Outside of city centre. 30-minute drive from Brown and Burr,Just off motorway. Easy access for lorries and adequate parking. Brand new facility. CCTV and security fi
20、rm check once a night.,What are Mr. Burrs needs and requirements?How much Spacesaver meet those needs? Which requirement cant be met?What benefits of Circular Storage should Spacesaver mention in its reply?,Mr. Burr needs warehousing for 18 months. He needs 100 square metres in space, security and p
21、arking for at least twenty people, as well as good access.,Spacesaver can meet those needs if Mr. Burr takes two spaces of 50 square metres (although this is expensive). However, parking and access are poor.,Spacesaver is more positive about the warehouse at Circular Storage because there is 100 squ
22、are metres space. Its also cheaper and has good access and parking as well as security. The only drawback is that the warehouse isnt as central so the proposal to Mr. Burr will have to convince him that the benefits outweigh this problem.,Possible Answer,Dear Mr. Burr,Further to your enquiry about _
23、 _, I am delighted to say _ _. However, with regard to your additional requirements please note that _ _ _ _ _.,Step 1: Replying the inquiry,Possible Answer,Dear Mr. Burr,Further to your enquiry about the warehousing at the W1 site, I am delighted to say this space is still available. However, with
24、regard to your additional requirements please note that you would have to rent two separate spaces of 50 square meters and the warehouse has limited parking for five cars only and limited access.,Step 1: Replying the inquiry,Possible Answer,As an alternative, you might wish to consider a new storage
25、 option called Circular Storage that has recently become available to Spacesaver.,Step 2: Introducing the proposal,Possible Answer,While it is , it has :- ; - ; - .,Step 3: Reasoning / Comparing pros and cons,a little further from the centre of the city than W1,the following features,easy access for
26、 lorries and adequate parking for twenty,security with CCTV,space availability of 100 square meters,Possible Answer,Please also note that it would be the price Of W1 and the discount for a two-year booking would still apply. A visit to these premises can be arranged, although I would like to suggest
27、 a prompt decision on this second option.I look forward to hearing from you in the very near future.Yours sincerely,Step 4: Balancing and concluding,two thirds,10%,Tips for this writing task:,referred to the customers needsInclude information from the handwritten notesUsed fixed expressions and a se
28、mi-formal business toneStressed the benefits of the second location.,In your proposal, you should have done the following:,Suggestions,建议书目标要明确且合乎实际 实事求是地摆明实力或优势条件 具体明确地提出达到计划目标的办法和解决问题的措施 规定完成计划的时间。表明哪些做到，哪些做不到，把握分寸 确信解决问题的方法和实施项目的目的一致总之，商务建议书可以不拘一格，但是它应当简洁清晰、立意完整、目标明确、论点鲜明、论据确凿，行文生动并富有感染力。,An intr
29、oduction to managementProgramme includes:- Planning and setting objectives- Communication skills - Delegating workThree-day course Maximum 20 participants Includes work in small groupsJuly 6-8 or September 14-16Price includes notes on key topics for future use 5% reduction if you book before the end
30、 of May,Very useful in my job explain why,Good way of working,Sept better-say why,Colleagues can use them,Good! Lets book now!,You company is willing to pay for you to attend a management training course. You have received a leaflet about a suitable course.Read the leaflet below, on which you have a
31、lready made some handwritten notesThen using all your handwritten notes, write a proposal for your TRAINING MANAGER, explaining why you would like to attend the course.Write 120-140 words,Dear Training Manager,I would like to attend the “Introduction to management” training course which is described
32、 in the attached leaflet.BENEFITS The program looks very useful, particularly the section on communication skills. This is because I am not vey good at talking to other staff about poor standards of work.The course includes work in small groups, and that is how I learn best. Hearing other peoples id
33、ea is stimulating.Participants will be given notes on key topics. These will be handy, both for me and for some of my colleagues. DATES I would prefer to attend the September course, as I have arranged to take annual leave in July.PRICE There is a 5% price reduction for early booking, so I hope that you will agree to book the course for me before the end of May.Yours sincerely,Thank You !,
