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BEC----ProposalWriting,大學英語拓展課程劍橋商務英語（BEC）中級,常州大學外國語學院楊國萍,IntroductiontoProposalWriting,Basically,proposalsarepersuasivepresentations.Purpose:tosolveaproblem,alteraprocedure,findanswerstoquestions,orconductresearchonatopicofmutualinterest.,120-140wordsnosignificantdifferencebetweentheformatrequiredforproposalsandreportsProposalscanusevariousdeliverymedia,suchasletter,fax,email,etc.,IntroductiontoProposalWriting,ATypicalStructureforProposals,IntroducingtheProposalProvidingReasons/ComparingProsandConsBalancingandConcluding,Lead-in:Readingexerciseonp.72,Inresponsetoyourenquiryabout…/Furtherto…Atpresentthecompanyseemstobeperforming(well\badly)…,Ontheonehand…butontheother…Oneadvantage/disadvantageisthat…Oneotherthingtoconsideris…,Despite…Iwouldstillsuggestthat….Overall,Iwouldstronglyrecommendthat….Thefactthat…makesthisagood|poorinvestmentopportunity.,GototheWritingTaskonp.73,Reading:AProposal,Asalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient.Readitandanswerquestion1-3.1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?,DearMr.RiceThankyouforyourorderbyfax.Furthertoyourrequestforofficespacefortwelvemonths.I’dliketomentionthatIcanalsoofferyoua10%discountforbookingsofaneighteen-monthperiod.YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant.However,pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors.Asaninterestingalternative,youmightwishtoconsideranewpremisescalledDockside(aboutonemiledowntheriversidefromVirginiaWalk).Ithasthefollowingfeatures:?afirst-flooropen-planofficespace(75m2)withwonderfulviewsoftheoldharbour.?aconvenientthree-minutewalkfromthestationandidealforcyclistswithapathalongtheriverside?suitableparkingfacilitiesforovertwentystaff.,FAX,Pleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones,1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?,Theclientneedsofficespacefor12months.,Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition.,Thesecondlocationofferedhasthesebenefits:officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities,DearMr.RiceThankyouforyourorderbyfax.Furthertoyourrequestforofficespacefortwelvemonths.I’dliketomentionthatIcanalsoofferyoua10%discountforbookingsofaneighteen-monthperiod.YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant.However,pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors.Asaninterestingalternative,youmightwishtoconsideranewpremisescalledDockside(aboutonemiledowntheriversidefromVirginiaWalk).Ithasthefollowingfeatures:?afirst-flooropen-planofficespace(75m2)withwonderfulviewsoftheoldharbour.?aconvenientthree-minutewalkfromthestationandidealforcyclistswithapathalongtheriverside?suitableparkingfacilitiesforovertwentystaff.Pleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones,FAX,Writing:Afax,Spacesaver,companywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.,To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccess,,,BROWN-;-.,Step3:Reasoning/ComparingProsandCons,alittlefurtherfromthecentreofthecitythanW1,thefollowingfeatures,easyaccessforlorriesandadequateparkingfortwenty,securitywithCCTV,spaceavailabilityof100squaremeters,PossibleAnswer,PleasealsonotethatitwouldbethepriceOfW1andthediscountforatwo-yearbookingwouldstillapply.Avisittothesepremisescanbearranged,althoughIwouldliketosuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.Yourssincerely,Step4:BalancingandConcluding,twothirds,10%,Tipsforthiswritingtask:,referredtothecustomer’sneedsIncludeinformationfromthehandwrittennotesUsedfixedexpressionsandasemi-formalbusinesstoneStressedthebenefitsofthesecondlocation.,Inyourproposal,youshouldhavedonethefollowing:,Suggestions,建議書目標要明確且合乎實際實事求是地擺明實力或優(yōu)勢條件具體明確地提出達到計劃目標的辦法和解決問題的措施規(guī)定完成計劃的時間。表明哪些做到，哪些做不到，把握分寸確信解決問題的方法和實施項目的目的一致總之，商務建議書可以不拘一格，但是它應當簡潔清晰、立意完整、目標明確、論點鮮明、論據(jù)確鑿，行文生動并富有感染力。,AnintroductiontomanagementProgrammeincludes:-Planningandsettingobjectives-Communicationskills-DelegatingworkThree-daycourseMaximum20participantsIncludesworkinsmallgroupsJuly6-8orSeptember14-16Priceincludesnotesonkeytopicsforfutureuse5%reductionifyoubookbeforetheendofMay,Veryusefulinmyjob–explainwhy,Goodwayofworking,Septbetter-saywhy,Colleaguescanusethem,Good!Let’sbooknow!,Youcompanyiswillingtopayforyoutoattendamanagementtrainingcourse.Youhavereceivedaleafletaboutasuitablecourse.Readtheleafletbelow,onwhichyouhavealreadymadesomehandwrittennotesThenusingallyourhandwrittennotes,writeaproposalforyourTRAININGMANAGER,explainingwhyyouwouldliketoattendthecourse.Write120-140words,DearTrainingManager,Iwouldliketoattendthe“Introductiontomanagement”trainingcoursewhichisdescribedintheattachedleaflet.BENEFITSTheprogramlooksveryuseful,particularlythesectiononcommunicationskills.ThisisbecauseIamnotveygoodattalkingtootherstaffaboutpoorstandardsofwork.Thecourseincludesworkinsmallgroups,andthatishowIlearnbest.Hearingotherpeople’sideaisstimulating.Participantswillbegivennotesonkeytopics.Thesewillbehandy,bothformeandforsomeofmycolleagues.DATESIwouldprefertoattendtheSeptembercourse,asIhavearrangedtotakeannualleaveinJuly.PRICEThereisa5%pricereductionforearlybooking,soIhopethatyouwillagreetobookthecourseformebeforetheendofMay.Yourssincerely,TrendsDescription(P111),a.可以使用的動詞或動詞詞組：toincreasetogouptorisetogrowtojumptoleaptosoartoshoottopickup,★線性圖表(上升),1.對于上升趨勢的描述：,b.可以使用的名詞：anincreaseagrowthajumpasoaranupwardtrend,2.對于上升到某個位置的描述：a.1.a.中的動詞＋to＋具體數(shù)據(jù)。b.1.a.中的動詞＋to＋thepeakof＋具體數(shù)據(jù)。c.1.a.中的動詞＋reachingthepeakof+具體數(shù)據(jù)。d.1.a.中的動詞＋reaching+具體數(shù)據(jù)。e.topeakat＋具體數(shù)據(jù)f.toclimbto+具體數(shù)據(jù),3.對于上升的程度的描述：a.1.a.中的動詞＋by＋具體數(shù)據(jù)。b.1.a.中的動詞＋副詞。,a.可以使用的動詞或動詞詞組：tofalltodecreasetogodowntoslidetocollapsetodeclinetodrop,★線性圖表(下降),1.對于下降趨勢的描述：,b.可以使用的名詞：acollapseadecreaseafalladeclineadrop,2.對于下降到某個位置的描述：a.1.a.中的動詞＋to＋具體數(shù)據(jù)。b.1.a.中的動詞＋to＋thebottomof＋具體數(shù)據(jù)。c.1.a.中的動詞＋reachingthebottomof+具體數(shù)據(jù)。d.1.a.中的動詞＋reaching+具體數(shù)據(jù)。,3.對于下降程度的描述：a.1.a.中的動詞＋by＋具體數(shù)據(jù)。b.1.a.中的動詞＋副詞。,對于平穩(wěn)的趨勢的描述：可以使用的動詞或動詞詞組：tohardlychangetohavelittlechangetokeepsteadytolevelofftoremainconstanttostaythesame,表示程度的副詞：1.程度較大：considerablydramaticallygreatlymarkedlyobviouslyquicklyrapidlysharplysignificantlysuddenly2.程度較小：slightlygraduallyslowlysteadily,時間的嵌入嵌入時間時所使用的介詞和介詞詞組：infrom……to……between…….and……during……and……atthestartof……bytheendof……over……attheendof……throughout……時間’s+具體數(shù)據(jù),上升和下降趨勢的組合描述（嵌入了時間和程度之后）：1.先上升后下降的句型：......increasedslowlyduring……and……butfellsharplyin…….Asteadyfallin……during……and……followedthesharpincreasein…….2.先下降后上升的句型：……fellbefore……begantomakearecovery…………continuetherecovery,climbingto…………droppedduring……butincreasedagainin…………fellandthenpickupduring…………collapsedbeforerisingto……attheendof……3.起伏波動的句型：……fluctuatedsharplyallthrough……4.波動不大的句型：……h(huán)ardlychangedthroughtheperiodbetween……and……,柱狀圖形的描述轉(zhuǎn)換為線形圖形的描述,餅狀圖形的描述對于百分比進行描述所使用的句型：……%the……is/has/have/are…………accountsfor……%ofthetotal……takesup……%inthewholechart,趨勢的比較1.表示相似的句型(實例)：BothsharepricesrosesharplyinJanuary.Neithercompanyhasmadeaprofityet.LikeX,YfellinJune.XrosejustassharplyasY.2.表示差異的句型（實例）：Xfellsharplywhereas/whileYremainedsteady.XfellquicklycomparedtoY.UnlikeY,Xroseby10%.XrosefarmoredramaticallythanY.3.表示倍數(shù)的句型：the……doubled/tripledin……comparedwiththosein……4.客觀比較的句型：……is……incontrastto……,數(shù)據(jù)的修飾1.表示不足的詞或詞組：uptobelowunderalmostnearly2.表示超過的詞或詞組：overmorethanjustover3.表示大約的詞：about,A：TrucksalesrosesteadilyfromOctobertoDecember.,,B：AsteadyfallinsalesduringNovemberandDecemberfollowedthesharpincreaseinOctober.,,C:TrucksalesdroppedduringNovemberbutincreasedagaininDecembertoexceedOctobersales.,,D:Trucksaleshardlychangedthroughouttheperiod,exceptforaslightincreaseinNovember.,,,E:AslowbutsteadyincreasewasfollowedbyasharpfallandanincreasetowardstheEnd.,F：TrucksalesdroppeddowninOctober,butremainedunchangedfortherestoftheperiod.,KeytoEx.5inP113,DearMr.Keating,InresponsetoyourenquiryaboutSungreenPower,thecompanyseemstobeperformingwell.OnethingtoconsideristheirnewsalesagreementwithMainlineEnergy,worth190millioneuros.Thisshouldhelptheirsharepricewhichrecentlyhalved.Onthehand,thiswascausedbyashortageofsilicon,butontheotherhandSungreenspecializeintechnologywhichrequireslesssilicon.Sodespitethefall,Iwouldstillsuggestyouconsiderinvesting.Thefactthatsolarpowercostshavecontinuouslyfallensincetheearlyninetiesandlooksettoequalnormalenergycostsinthenextfewyearmakesthisagoodinvestmentopportunity.Feelfreetocallmetodiscussanyfurtherqueriesyoumighthave.Bestregards.,KeytoExinP95,ReportonFindingsfromFocusGroupResearchIntroductionTheaimofthisreportistomakerecommendationsbasedonfindingfromtenfocusgroup.FindingsFirstly,nearlythree-quartersofresponsestothecherryflavorwereverypositivewithonly7%beingneitherpositivenornegativeabouttheproduct.Ontheotherhand,abouttwo-thirdssaidtheydislikethestrawberryflavorbecauseofthesugarandartificialtaste.Finally,withregardtothenormalanddietversions,approximately20%morepeoplepreferredthedietcherryversionandnearlythreetimesasmanypreferredthedietstrawberryversion.RecommendationsBasedonthesefindings,Iwouldrecommendthatthecompanylaunchestwotypesofcherryflavordrink.WhileIwouldn’tsuggestanormalstrawberryversion,thecompanycouldconsiderproducingadietversionwhichwasclearlymorepopular.,Clicktoeditcompanyslogan.,ThankYou!,