商务沟通1418.docx
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商务沟通1418.docx
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商务沟通1418
Chapter14
Proposals
Introductionofproposals
●Businessproposalaredesignedtoanalyzeanaudience'sproblem,presentasolution,andpersuadetheaudiencethatthesolutionpresentedisthebestapproach.
Proposals
●建议书是报告类文书的一种,但与其他报告相比有其自身特点。
●建议书是书面的提议,是指单位或个人对某项事业或工作有所思考和研究,就解决问题、提供服务或销售产品提出建议,进而向有关上级、政府、企事业单位、专业团体提出改进措施和建设性意见所形成的一种书面材料。
Definitionofproposals
●Theproposalisafulldescriptionofaproblemanditssolution.
●Aproposalisaspecialanalyticalreporttomakethereaderaccepttheproduct,service,andidea.
●Combinepersuasionwithtechnicaldescription
Classificationofproposals
InternalProposals
●Internalproposalsaresubmittedtodecisionmakersinone'sownorganization,andtheyareissuedtosuggestachangewithinanorganization.
●内部建议书是公司或组织内的成员对公司或组织的某些方面、某些问题,向公司或组织内相关人员提出的一些建议和意见。
内部建议书的主要目的
●寻求公司对一些行为的支持(support),例如,改变雇佣程序、改变公司的培训计划、重组公司的部门等;
●要求得到一些资源(resource),例如,购买新设备、雇佣更多员工、要求更多资金等。
ExternalProposals
●Externalproposalsareissuedtoprospectiveclientsinworkplaceandgovernmentoutsideanorganization.
●外部建议书是提交给潜在的生意伙伴的文件。
●Beformal.
●Thebasisofacontract.
●Beconvincing.
SolicitedProposals非主动提供的建议书
●Asolicitedproposalisaresponsetoaformalorinformalrequest.
●非主动提供的建议书指应对方要求而撰写的规划或方案。
●对方的要求一般称为“征求建议”(arequestforproposal—RFP)。
UnsolicitedProposals主动提供的建议书
●Anunsolicitedproposal,ontheotherhandhasnotbeeninvitedbythepotentialcustomers.
●就某一问题提出对策、设想、建议或行动方案时起草的建议书。
●这种主动提供的建议书其主旨大多在于改变现状或改善局面。
主动提供的建议书的内容、格式、长度、目的有很大的自由度,但必须有很强的针对性。
CommunicativePurposes
●aneconomicallyfeasiblesolutiontoaspecificproblem;
●对某个特定问题的最经济的解决方法;
●theconvictionthatthewriterisinthebestpositiontoimplementthatsolution.
●该建议是最好的、最行之有效的解决方法
LinguisticFeaturesofProposal
●FactualWriting
●Clear,Simple,andNontechnicalLanguage
●DirectandPositiveTone
●Formality
●Length
TheStructureofInformalProposal
Sample
●Introduction
–problem
–solution
●Analysis
–background
–causesoftheproblem
–scope,significance,implicationsoftheproblem
●Detailedsolution
–workandmanagement:
people,material,times,andcosts
–drawbacks
–benefits
●Actionstimulus
TheStructureofFormalProposal
●CoverPage
●coverletter
●Summary
●tablesofcontents
●introduction
CoverPage
●projecttitleanddate
●orapplication/executiveagency;
●address;
●telephonenumber;
●faxnumber;
●E-mail;
●personsincharge.
CoverLetter/Transmittal
●Acoverletterindicatessupportforaprojectwrittenbytheexecutiveofficeroftheorganization-submittingproposal.
●说明信或通知函经常是大型建议书的一个组成部分。
一般比较简洁,主要描述建议书的相关负责人员对项目的支持。
长的说明信或通知函会用一两句话描述建议书的主要内容。
●SeeSample14-1onpage177
Summary
●Definetheprobleminasentenceortwo.
●Describetheproposedprogram.
●Provideabriefstatementofyourqualificationsandexperience.
Summaryincludes:
●anunusuallywell-qualifiedstaff;
●anew,efficientmethodofperformingtheproposedservice;
●outcomesthatwillexceedtheminimumrequirements
●Seepage56
TablesofContents
●Tablesofcontentsinthedocumentswhichcontainmorethan10pagescanhelpreadersfindthematerialseasily.
Introduction
●Thepurposeoftheintroductionistohelpthereaderunderstandthecontext,scope,andorganizationoftheproposal.
●SeeSample14-2onpage179
ProposedProgram项目计划
●Theproposedprogramdemonstratesclearlyhowmuchworkyouhavealreadydone.
●项目计划的主旨是讨论如何解决问题,满足对方的需要,可以包括即将进行的工作、工作的顺序、工作的方法和项目完成的时间。
●Seepage179
QualificationsandExperience
●Forasmallproject,afewparagraphsdescribingyourtechnicalcredentialsandthoseofyourco-workerswillusuallysuffice.
●Forlargerprojects,theresumesoftheprojectleaderandtheotherimportantparticipantsshouldbeincluded.
FacilitiesandEquipment
●设施和设备
●Itshouldalsofocusontheequipmentandfacilitiesthecompanyalreadypossesses.
●Adescriptionofavailablefacilitiesandequipmentassuresthereviewersthattheprojectisfeasibleintermsoftheserequirements.
Budget预算
●Thebudgetsectionofaproposalspecifieshowmuchtheproposedprogramwillcost.
●在预算部分,可以分项列出小时数和费用,也可以只报一个总价。
●一份复杂的计算机系统集成的建议书可能包含详细的逐项预算。
但一些小项目,如举办为期一天的讲座以提高员工交流技巧的建议书,预算可能只是一个总数。
Appendices附件
●Theappendixsectioniswhereyouplacesupportingmaterialsthatdonotbelongtothebodyoftheproposal.
●篇幅较长的重要文件,如不适于放在正文中,可以安排在附件中,比如,机构的介绍、年报、财务与审计报告、名单、数据、图表等。
FormalProposals
●SeeSample
WritingTechniques
●PlanningaProposal
●OrganizingaProposal
●FormatandLengthofaProposal
PlanningaProposal
●Solicitedproposal:
presentyoursolutiontothatneedinawaythatemphasizesthebenefitsyoucanprovide.
●Unsolicitedproposal:
establishtheneedandexplaintheproposedaction,againstressingthebenefitstothereceiver.
●Seepage180
OrganizingaProposal
●SeeTable14–1onpage181
SampleofAProposal
●Proposedautomaticmail-responsesystem
EssentialTips
●Useactiveverbsandsimpleconstructions;
●Useconcreteandpicturelanguage;
●Conveylivelinessandenthusiasm;
●Definethescopeofwork;
●Determinemethodsandprocedurestobeused;
●Describefactsoreventsinconcreteterms;
●Giveplentyofevidenceforyourconclusion;
●Closebysummarizingkeypointsandaskingforaudiencedecision.
WritingTask
●SupposeyouareastudentinHeilongjiangUniversity.Youobservepeopleinyouruniversitywastewaterandelectricity.Writeaproposaltotheuniversitypresident.
Chapter16
Resume
TeachingObjectives:
•understandthetypesofresume;
•describehowtoorganizeandpreparearesume;
•reviewkeyelementsindraftingaresume.
Task
Fillintheblanks:
•Aresume(sometimescalledadatasheetoravita)isaconciseofanapplicant'squalificationsforemployment.
•isaresumethatiswrittensothatitcanbeviewedviatheInternet.
TheDefinitionofResume
ØAresume(alsocalledadatasheetoravita)isaconcisesummaryofanapplicant'squalificationsforemployment.
ØItshouldhighlightskillsandabilitiesthatyouwantemployerstonotice.Theresumeisatoolyouusetosellyourselftoemployers.
•简历,就是对个人学历、经历、特长、爱好及其他相关信息所作的简明扼要的书面介绍。
•一份优秀的求职简历不仅要阐明求职者的能力,同时也要把求职者所具备的能力有效地宣传出来,从而将求职者推销到具体的工作岗位上去。
ClassificationsofResume
•ScannableResume可扫描简历
Ascannableresumeisaresumethatispreparedandbecomespartofafilewhichiscreatedbyusingscanners.
•On-lineResume在线简历
Anon-lineresumecanbeviewedviatheInternetandgenerallyituseslinkstootherscreens,expandingoninformationthatmightbeomittedinaonepageresume.
CommunicativePurposes
简历主要实现两个目的:
ØWinninganInterview
Ø从未来雇主那里获得面试的机会
ØDiscussionDuringInterview
Ø作为与未来雇主在面试过程中交谈的内容
LinguisticFeaturesofResumes
•OmittingtheSubject“I”
省略主语“I”
•IwonFirst-classScholarshipforgraduate,2008
•wonFirst-classScholarshipforgraduate,2008
•ContractedwordsUsed
•UsingAbbreviations多用缩略词
•UsingPhrases多用短语
•MaintainingtheSentenceStructureUniform保持句式一致
•请看sample16-2p201
StructuralFeaturesofResumes
•heading;
•jobobjective;
•specialqualifications;
•workexperience;
•education;
•activities,interests,andachievements;
•personalinformation;
•references
Heading开头部分
•Theheadingorbeginningsectionshouldincludeyourname,address;telephonenumberswhereyoucanbereachedbothdayandnight,ande-mailaddress.
•SeeSample16-3,16-4
JobObjectives职业目标
ØThejobobjective(orcareergoal)isabriefstatementthatdescribesthetypeofpositionforwhichyouareapplying.Itisoptionalandithelpsemployersknowifyourinterestsmatchtheirneeds.Makeyourjobobjectiveasbriefaspossible.
ØSeeSample16-5
SpecialQualifications资格
ØAcondensedstatementofyourmainqualificationsmaybeplacedatthebeginningofyourresumesothataprospectiveemployerwillnoticethem.Thisstatementshouldciteyourstrengthsandachievements.
ØSeeSample16-6
WorkExperience工作经历
ØTheworkexperienceshouldbedescribedintheorderthatmakesyoulookbestandrelatestothejobyouareseeking.
ØSeeFigure16-3
Education教育背景
教育背景主要介绍应聘者的教育程度。
这一部分包括学校的名字和地址、在校时间、专业和获得的学位。
未来的雇主很看重学分的平均水平和班级排名。
Activities,Interests,andAchievements
•将奖励、荣誉和活动以列表形式列出,包括奖励、奖学金、荣誉、认证、奖状和证书等。
PersonalInformation个人信息
•简历中应介绍与求职相关的个人信息:
如出生日期、婚姻状况、身高、体重、宗教信仰等。
•最好提及对相关工作有益的爱好,以吸引招聘者的注意力或作为面试的话题。
References证明人
•用人公司往往喜欢应聘者在面试时提供一些愿意对自己的能力发表评论的人来证明应聘者的能力,如果要列出这些人,最好用平行的格式。
•SeeSample16-7
ReverseChronologicalOrder
•Thereversechronologicalorderpresentsthemostrecentworkexperiencefirstandworksbackwardtoearlierjobs.
•SeeFigure16-1
FunctionalOrder
•Presentyouraccomplishmentsorskillsinorderoftheirimportance,showingthemostimportantorimpressivefirst.
•SeeFigure16-2
CombinationOrder
•Itcombinesboththechronologicalandfunctionalformats.Thisformatallowsyoutogroupyourexperiencesorkeysellingpointstogetherbyfunctionalareas(suchasResearchExperienceandTeachingExperience)andthenlistthoseexperienceschronologicallywithineachsection.
Thankyou!
Chapter17
ApplicationLetters
TeachingObjectives
•understandmajortypesofapplicationletters;
•knowthepurposesofwritinganapplicationletter;
•identifytheelementscontainedinanapplicationletter;
•summarizethelanguagefeaturesofapplicationletters;
•draftanapplicationlettereffectively.
BackgroundInformation
•Anapplicationlettershouldalwaysaccompanyyourresume.Itspurposeistointroduceyourself,explainwhyyouarewritingandtoattractthereaderenoughtolookatyourattachedr
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