第一篇：正式商务报告写作要点
正式商务报告写作
一、Format
To:
From:
Date:
Title
Introduction
（The introduction might be a summary of the report and the circumstances or conditions that initiated it.It could also lay out the objectives and limitations of the enquiry.In most cases, a report must give a background to the subject of the study.This allows the reader to see how the situation arose, and how it can be corrected, improved on, or changed.）
Findings
（This section is essential to all reports as it explains the situation that exists and offers evidence to support the statements that the writer is making.If the reader is to be convinced that changes in a situation are necessary, well-selected and well-presented facts will influence him.）
Conclusion(s)
(Conclusions are the ideas you have formed from the evidence you have looked at.Whereas facts are objective statements, conclusions draw together as aspects of the situation as you see it.)
Recommendation(s)
(These follow from conclusions and are the suggestions that you are making to improve, or change, the current situation.)
INTRODUCTION首句
1、The purpose of this report is to…
2、The objective of this report is to…
3、The aim of this report is to…
4、This report aims/sets out to…
5、…
6、A s requested by 某人/某部门/Upon request of 某人/某部门，I am submitting the following report on 重复题目中的目的。
7、As you 或者某人，某部门 requested on November 12, I am submitting the following report on重复题目。
8、Here is the report concerning重复题目要求
9、We have done a survey showing that 重复题目要求，或者直接开始阐述数据或者信息。
10、The report is based on…
FNDINGS 首句
1、According to the recent market research/investigation/survey/the chart above/the table above/undertaken,…
2、The recent visit /investigation/survey showed that…
3、The table/chart above tells us that…
4、From the chart shown, we find /learn/notice that…
5、It was found that…
6、The following points summarize our key findings.7、The key findings are outlined below.CONCLUSION首句
1、在有conclusion这个sub-title的情况下，就直接陈述结论
2、According to the findings above, it can be concluded that……
3、From the table shown, it can be concluded that……
4、Therefore, it can be concluded that……
5、No conclusions were reached regarding…
RECOMMENDATION首句
1、在有recommendation这个sub-title的情况下，也可以直接陈述结论。注意，recommendation以及recommend后面要用动词原形（虚拟语气）。
2、The following are the recommendations……
3、It is recommended that……
4、It is essential to …
5、It would be advisable to6、Based on the conclusion / analysis above, we recommend that …
7、With reference to the advantages stated above, the following recommendations can be made.8、With reference to the facts above, the following recommendations can be made,(attitude will need to be encouraged through training).9、On the basis of the results, I have the following recommendations:
10、On the basis of the analysis, it is reasonable to have the following recommendations:
如果字数不够，就描述一下建议实施后可预期的进展或者景象。具体说法是，建议结束之后，so that…… 或者 thus……(有时题目有这个要求)
二、ABCD原则
确保报告内容准确无误（Accurate）
简明扼要（Brief）
结构清晰（Clear）
建议明确果断（Decisive)
三、语言特点
1.使用被动语态: avenues.2.使用复杂词汇:
3.使用长句子:
The content and message of the kit will be similar to that sentto conventional outlets, but will be tailored to electronic media and will either be e-mailed to the Webmaster or sent in hard copy
and on a diskette.4.使用名词短语: 楔子；楔形物；
5.使用非人物主语: a copy of this CD-ROM in the hands of editors oftargeted publications will allow them to see for themselves the features of the State Computer Store.6.使用分词短语: decisions in accordance with their agency’s goals.7.使用动词不定式: budget approval.8.使用介词短语: Electronic Product and Pricing Catalog & Order Tracking and Status System,customers can generate sales and service reports upon demand.四、注意事项
Make a brief plan;Think about the target reader and format;
Use clear paragraphing;
Write in full sentences and use a range of structures and a range ofbusiness words and expressions to avoid repetition;
Check verb tenses, countable /uncountable nouns, plurals, part of speech errors and spelling;Don’t mix task format and avoid mixing them, eg.Report with letter features;
Don’t mix formal and informal language!
Don’t use words and structures repetitively
第二篇：商务报告写作
商务报告写作
一、简介
二、样本
三、常用表达方式
一、简介
I.Background Knowledge 商务知识
商务报告是商贸公司、企业为交流信息而使用的一种文书形式，它以书面形式给阅读者提供有关信息和数据，以供参考。
商务报告的应用广泛，内容包罗万象，主要包括财务(Finance)、审计(Audit)、损益(Profits &Losses)、投资(Investment)、(Annual)、生产(Production)、销售(Sales)、市场分析(Market Analysis)、人事(Personnel)等。
商务报告的写作目的通常不止一个，主要可以归纳为以下几点：1)提供信息;2)记录备查;3)提出建议;4)说服劝导。
商务报告的分类方法多种多样，目前最通行的划分标准是根据其正式程度将商务报告划分为非正式报告(Informal Report)和正式报告(Formal Report)。
按照不同的格式，非正式商务报告可以分为便函体报告(Memo Report)、书信体报告(Letter Report)、简短的文件体报告(Short Document Report)。按照不同的内容，非正式商务报告又可以分为可行性报告(Feasibility Report)、事故报告(Incident Report)、调查报告(1nvestigative Report)、进度报告(Progress Report)、公差报告(Trip Report)及建议报告(Proposal Report)等。
便函体报告与书信体报告的主要区别在于两者流通的领域不同，前者主要在公司内部使用，而后者一般是写给公司以外的人或机构。与便函体报告相比，书信体报告比较正式些，这主要是因为书信体格式要比便函体格式正式。
正式商务报告一般篇幅较长(5页以上)，牵涉的问题复杂、棘手，包含的信息量很大，流动的方向包括内向型，即在公司内部流通，和外向型，即流通到公司外部的机构或个人手中。
正式商务报告主要在以下几个领域有较广泛的使用。
(1)科研人员汇报重大科研成果
(2)咨询公司向客户提交的项目评估和发展规划
(3)公司的分析人员预测本公司的业务前景及表现
(4)公司员工报告其它棘手问题
正式商务报告的一个显著特点就是它号是采用一种非常正规的文件体格式：
I．Preliminary Part(前页部分)
1．Title F1y(标题衬页)
2．Title Page(标题页)
3．Letter of Authorization(授权书)
4．Letter of Transmittal(报告传达书)
5．Table of Contents(目录)
6．List of Illustrations(插图目录)
7．Abstract／Synopsis(概要)
II．Body Part(正文部分)
1．Introduction(导言)
2．Text(主体)
3．Ending(结尾)—Summary(总结)
— Conclusions(结论)
— Recommendations(建议)
III．Appended Part(附录部分)
1．Appendix(附录)
2．Bibliography(参考书目)
二、样本
II.Business Reports商务报告
1.Accident Report Accident Report MEMORANDUM To: ____, Safety Officer
From: ____, Foreman of Section 4, Workshop 2
Date: July 20, 2003
Subject: Personal-Injury Accident in Section 4, Workshop 2, June 10, 2003
Introduction On June 10,2003,while Thomas Taylor was operating a grinding machine, a flying particle from the machine part that was being ground hit his left eye.If Mr.Taylor had put on the safety goggles, this accident would have been prevented.But Mr.Taylor did not wear the safety goggles.To prevent further such accidents, I have explained the cause of this accident to all grinding machine operators.Accident Description On June 10, 2003, at 10：5 p.m., Thomas Taylor, operating grinding machine # 16, accidentally saw a chisel on the ground.As he was stooping down to pick it up, he got close to the machine part that was being ground and a heavy flying particle from the machine part hit his left eye.The cornea of the eyeball was slightly injured.While an ambulance was being called, Susan Wilkins, R.N., administered first aid at the plant dispensary.There were no witnesses to the accident.The ambulance from Peace Hospital came at 10 : 45 p.m., and Taylor was admitted to the emergency room at the hospital at 11 p.m..He was treated and kept overnight for observation, then released the next morning.Taylor returned to work one week later, on June 17.He has been given temporary duties in the tool room until his injury heals.Conclusions About the Cause of the Accident All grinding machines are equipped with shield guards, which cover the upper parts of the machines to eliminate the possibility that heavy flying particles injure the eyes of the workers who operate these machines, If the workers stand operating these machines, there should be no injuries to the eyes of the workers.In addition to the protection of the shield guards for the eyes from heavy flying particles, all grinding machine operators are provided with safety goggles and are requested to wear them while working.However.Taylor ignored the safety regulations and did not put on these goggles while he was working on June 10.This accident of course, could have been prevented if Taylor had not stooped down to pick up the chisel while the machine was working.To prevent a recurrence of this accident，I have conducted a brief safety session with all grinding machine operators, at which I described Taylor's experience, cautioned them against breaking the safety regulations and getting close to the machine parts that are being ground, and stressed that all grinding machine operators must wear the safety goggles while working.[译文)
事
故
报
告
备
忘
录
录收阅人：安全科科长_______
撰写人：2车间4工段段长_____
日
期：2003年7月20日
主
题：2003年7月10日2车间4工段发生的工伤事故
引言
2003年7月10日，托马斯·泰勒在操作一台研磨机时，左眼被机器飞出的碎片撞伤。如果泰勒先生当时戴了护目镜，这次事故应该可以避免，然而泰勒先生却没有戴护目镜。为避免此类事故的再次发生，我已经向所有研磨机操作员解释了这次事故的原因。
事故发生的经过
2003年7月10日的晚上10：15，托马斯·泰勒在操作16“研磨机时偶然看到地上有一把锉刀，当他弯腰去捡时，由于靠近了正在开动着的机器，左眼被一大块飞出的碎片撞中，眼球角膜轻微受伤。在叫救护车的同时，注册护士苏珊·威尔金斯在工厂医务室为他进行了急救。整个事故没有目击证人。
和平医院的救护车于10：45赶到，泰勒11点时被送进了急救室。医院为他进行了治疗，在留院观察了一个晚上之后，泰勒于第二天早上出院。
一星期后(即7月17日)泰勒恢复了上班。他被安排到工具车间做临时工作，直到伤口痊愈。
事故原因总结
所有研磨机都装有防护设备，机器的上部被罩住以防飞出的碎片撞伤操作人员的眼睛。如果操作人员是站立着工作，一般是不会伤到眼睛的。
除有保护眼睛的防护设备之外，所有研磨机操作人员都配有护目镜，规定工作时要戴上护目镜。但是，泰勒在7月10日上班的时候违反了安全条例，没有戴上护目镜。当然，如果泰勒在机器运转时不弯腰去捡地上的锉刀，这一事故是完全可以避免的。
为防止此类事故的再次发生，我组织所有研磨机操作人员开了一次简短的安全会议，会上我讲述了泰勒被撞伤的经过，提醒他们不要违反安全条例，不要靠近正在转动的机器，并反复强调所有操作人员工作时必须配戴护目镜。Periodical Report--MEMORANDUM
To:
Robert Olson, Safety Director
From: Terry Miller, Safety Training Coordinator
Date:
May 3.200___
Subject: Safety Training Program for April 200___
Introduction The training staff held one advanced training course for supervisory personnel and one basic training course for rank-and-file workers in April.In May, we have scheduled one advanced course and two basic courses.Until enrollment increases, we will consolidate scheduled classes.The final version of the “Safety Manual”, which is under revision, will be ready by May 10.Work Performed During This Period Two training sessions are not being well attended because this training is on a voluntary basis.Unless this training is made compulsory, attendance will continue to be a problem.Project Plans The following classes are scheduled for May:
May 15 Advanced Course(Shop Superintendents and General Foremen)
May 22 Basic Course(Rank-and-file Workers)
May 29 Basic Course(Rank-and-file Workers)
Final editorial changes are being made in the Safety Manualf.The cover, spine, section dividers, and final artwork for several drawings are nearing completion.The manual will be ready for distribution by May 10.译文：定期报告
定
期
报
告
备
忘
录
收阅人：安全科科长罗伯特·奥尔森
撰写人：安全培训协调员特里·米勒
日
期：200___年5月3日
主
题：200___年4月的安全培训计划
引言
培训部4月份为管理人员和普通工人分别举办了高级培训班和普通培训班。5月份我们计划举办一个高级培训班和两个普通培训班。如果学员人数没有增加，我们将按原计划开班。正在修订的《安全手册》最新版本，将于5月10日出版。
这一阶段的工作情况
由于这次培训是自愿性质的，两期培训班的参加人数均不够理想。如果不采取强制性的培训措施，参加培训的人数仍将是一个问题。
今后的计划
下面是5月份的课程安排：
5月15日高级班(车间主任和工长)
5月22日普通班(普通工人)
5月29日普通班(普通工人)
《安全手册》的改编工作正在进行，封面、书脊、章节划分、美术设计都已接近尾声。5月10日该手册即可发行。
.3 Trip Report
Trip Report
MEMORANDUM To:
Jack Pittman, Vice-President
From:
Bill Davis, Purchasing Manager
Date:
June 13, 1999
Subject: Visit to Discuss Purchase of Neodymium Oxide from Yong Kang, Shanghai.June 6-10
Introduction I visited Shanghai, China from June 6 to June 10.During my stay there, I met with the representatives from Yong Kang Metals, Ltd.and discussed with them a long-term agreement on their selling us neodymium oxide at a reasonable price.I also explored with them the possibilities of a transfer of our metal-making technology and equipment in return for rare earth material and royalties.Agreement Reached The purpose of this visit was to find out whether it would be possible for Yong Kang to provide neodymium oxide to us at a fixed price for a certain period.After several discussions, Yong Kang agreed to sell us neodymium oxide at a fixed price of US $ __ per kilogram, C &.F U.S.East Coast for a three-year period commencing in 1999 and including the following minimum quantities in metric tons:
1999 30
2000 40
2001 60
Yong Kang representatives stated that the three-year price may change depending on the allocation of foreign exchange for the Special Account.Concern Expressed During the discussions Yong Kang representatives expressed concern over the following proposed contract points:
—International arbitration
—Official language
—Terms of equipment purchase
—Amount of royalty payment
These points call for further understanding and discussion and arrangements will be made for another meeting.Conclusion The visit was successful.The meetings and discussions with Yong Kang representatives led to a mutual agreement on several important issues and helped to identify other areas which require further understanding and discussion.I will draft a copy of the meeting summary, fax it to Yong Kang and ask them to make changes and then send us a copy by return fax.译文：
旅
行
报
告
旅
行
报
告
备
忘
录
收阅人：副总经理杰克·皮特曼
撰写人：采购部经理比尔·戴维斯
日
期：1999年7月13日
主
题：6月6日至10日，去上海永康金属公司洽谈购买氧化钕的出差旅行
引言
6月6日至10月，我去了中国上海。在此期间，我会见了永康金属有限公司的代表，并洽谈了按合理价格为我们长期提供氧化钕的问题。我们可以向他们转让我们的金属制造技术及设备，来交换他们的稀土材料及开采权使用费，关于这个问题我与他们也进行了磋商。
达成的协议
此次出差的目的在于弄清永康公司是否能够以固定的价格为我们提供一段时间的氧化钕。经过几次协商，永康公司同意从1999年起以每公斤____美元的美国东海岸货价加运价的价格卖给我们三年的氧化钕，每年至少提供：
1999 30吨
2000 40吨
2001 60吨
永康公司的代表说，价格将随特别帐户的外汇分配上下浮动。
关心的问题
洽谈期间永康公司的代表就合同中提出的下列问题表示了关心：
——国际仲裁
——官方语言
——设备购买条款
——专利税支付数目
这些问题还需要进一步的理解和协商，我们准备再次举行会议。
结论
此次走访获得了成功，与永康公司的会谈与磋商就几个重要问题达成了一致意见。只要加强理解、不断协商，我们就能取得更多的共识。我准备起草一份会谈总结，将其以传真发给水康公司，请他们做出修改后再用传嗔发回。
4．Investigative Report
Investigative Report
I.Terms of reference To investigate the possibility of the firm working 'flexi-time', and to make a report on the findings.II.Procedure A.All staff were interviewed on their needs for various time bands.Staff were then interviewed on their preferences for various time bands.B.A questionnaire was issued to all staff asking them to state which time band they wanted.C.The work done by the staff was observed to see if it was necessary for all staff to be present during 'core times' , and to ascertain when precisely these core times are.III.Findings
A.Staff Needs and Preferences
Staff needs:
1.The major finding from interviewing staff on their needs was that most of the working mothers needed to be free from 3 : 30 in the afternoons.The reasons given were(arranged in order of priority): Collection of young children from school;
Being at home when their children arrived home from school;
Preparing meals for the family between the hours of 5 and 7p.m.;
19% of the staff are working mothers.2.Staff who had recently moved or who had lived far away from the firm for some time, needed extra time to arrive punctually in the morning.Staff preferences:
1.Approximately 60% of the staff interviewed would prefer to arrive later in the mornings.The periods ranged from 30 minutes to 3 hours later.2.25% of the staff interviewed would prefer to finish work earlier than at present.This ranged from 30 minutes to 1 hour 30 minutes.B.The firm has close communication with other firms, departments and local offices which do not operate flexitime.The firm relies heavily on banking and post office services.C.Core Times
1.Checking on the validity, accuracy and urgency of forms, documents and applications sent to the firm requires an efficient and streamlined operation.Some members of staff need to be on hand to verify, cross-check and revise communications ready for signing and despatch.This contingency did not depend on all office staff being present for consultation.2.The greatest volume of telephoned requests for information and advice was between the hours of 10 a.m.and 3 p.m..3.The least busy period was from 3 to 5 p.m., when business calls fell away, and some work was left for the following morning.IV.Conclusions A.There is a conflict between the 23% of staff who need to arrive earlier in the day.and the 60% who would prefer to arrive later.Most of the paperwork needs to be done earlier to be filed, signed and despatched while senior staff are available and also to catch the earlier postal collections.B.The 19% of staff—the working mothers—who need to arrive earlier and leave earlier would help to clear the backlog of work from the previous day, but they would need to be helped by extra staff.C.There would need to be heavy discouragement of staff wishing to arrive 2 hours and more later than at present.D.We would need to test the degree of certainty about late arrivals.Some staff are obviously not sure yet when they would prefer to arrive.V.Recommendations A.There should be the following time-bands:
1.7:30 to 3:00
2.8:00 to 3:30
3.8:30 to 4:00
4.9:00 to 4:30
5.9:30 to 5:00
6.10:00 to 5:30
7.10:30 to 6:00
8.11:00 to 6:30
B.In the time bands(1)to(3)volunteers would be asked to bring the percentage up from 19% to 50%.Failing this, a compulsory rota system should be introduced in consultation with the staff associations and trade unions.C.All staff must be in the premises between 10:30 a.m.and 3:00 p.m..This is the 'core-time' we recommend.D.1.The needs of working mothers should have priority in early finishing.2.The needs of those who live far away should have priority in late arrival time bands.译文：
调
查
报
告
调
查
报
告
I.权限
调查公司实行“弹性工作时间制”的可能性并根据掌握的材料做出汇报。
Ⅱ.程序
A．通过会谈了解职员们所需要的时间段，再了解他们想选择的时间段。
B．向职员反放调查表，并让他们们在调查表中填上他们选择的时间段。
C．分析对职员们调查的结果，看是否有可能让所有的职员在“核心时间”上班，确认“核心时间”的具体时间。
Ⅲ．调查
A．职员的需要与选择
职员的需要：
1．会谈的主要结果表明，多数参加工作的母亲需要在下午3点半之后有自由支配时间。以下是她们的理由(按其重要性为序)：
从学校接小孩；
在小孩从学校回来时在家；
在下午5点至7点为家里做饭；
19％的职员是母亲。
2．刚搬家的职员以及一段时间以来就住在离公司较远地方的职员，需要有时间为早上按时上班做准备。
职员的选择：
1．约有60％的职员选择早上迟一点上班，推迟时间为半个小时到三个小时。
2．25％的职员选择比目前更早的下班时间，提前时间为半小时到一个半小时。
B．公司与没有实行“灵活工作时间制”的其他公司、部门以及地方办公室进行了联络。公司主要依靠银行和邮局的服务。
C．核心时间
1．检验表格、文件及送到公司来的申请表的有效性、精确性及急切性，需要有极高的工作效率和便捷性。有些职员需要手头有资料反复核对，并在修改后才能签名或者办理，所有出席座谈的办公人员中不存在这种偶然性。
2．打电话来询问有关情况和建议的高峰时间为上午10点至下午3点。
3．下午3点至5点为最轻闲时间，因为这时公务电话渐渐少了，有些工作留到了第二天上午。
Ⅳ．结论
A．23％的职员需要提前上班，而60％的职员需要推迟上班。大多数日常文书工作需要在有高级职员上班的情况下提前完成，以便整理、签字和发送，赶上首批取信时间。
B．19％的做母亲的职员需要提前上班和提前下班，她们可以帮助处理前天积压下来的工作，但她们需要有额外人手的帮助。
C。对于希望把上班时间推迟2个小时以上的职员，需要做大量的劝说工作。
D．对于上班时间究竟推迟多久，我们需要做进一步的调查。有些职员显然还不清楚自己愿意什么时候上班。
V．推荐
A．下面是相应的时间段：
1.上午7点半～下午3点；
2.上午8点～下午3点半；
3.上午8点半～下午4点；
4.上午9点～下午4点半；
5.上午9点半～下午5点；
6.上午10点～下午5点半；
7.上午 10点半～下午6点；
8.上午11点～下午6点半。
B．1～3时间段要求把职员们把比率从19％自愿上升到50％，如果达不到这个比率，应该与职员协会和工会协商，通过他们强制订出一个时间段。
C．所有职员必须从上午10点半和下午3点在办公场所，这就是我们所推荐的“核心时间”。
D．1．做母亲的职员在提前下班问题上可优先考虑。
2．离公司较远的职员在选择晚上班时间段上可优先考虑。
5.Descriptive Report
TRAINING DEPARTMENT.GOALS &.COURSES
Prepared for
Mr.Leonard Schwartz
Prepared by
Mr.Aldo Vannucci Schwartz-Snidermann, Inc.330 Fifth Avenue
New York.New York 10001
May 27, 2004
CONTENTS
INTRODUCTION
I.DESCRIPTION OF COURSES
A.Customer Contact Course
B.Sales Training Course
C.District Sales Manager Training
D.Management Training
II.CONCLUSION
III.RECOMMENDATIONS
Page
INTRODUCTION
The purpose of the Training Department is to provide newly hired or about-to-be-promoted employees with the product knowledge and vocational skills needed to perform their jobs successfully.This report describes the training courses that have been devised to effect this goal.I.DESCRIPTION OF COURSES
The following courses will be offered to members of our sales staff on a regular basis each business quarter.A.Customer Contact Course The course is designed for existing sales personnel trained before 2000 Selection of participants is determined by the district manager.The length of the course is 23 hours in three consecutive days.The course's objective is to train sales personnel to recognize and communicate with various types of customers, to deal with difficult customers using a business-like attitude, and to provide customers the best rate and service.The course consists of formal classroom training using lecture, programmed instruction, and sound recordings with heavy emphasis on role playing.This course is modeled on the highly successful Customer Contact Course used in our West Coast division.All participants are required to complete a written evaluation of the course after they return to their sales districts.B.Sales Training Course The course is designed for new sales representatives and those with one to three months field experience.The length of the course is approximately 72 hours.The objective is(1)to increase product knowledge and(2)to increase client contact effectiveness when calling on accounts.The course will focus on the ability to initiate customer contact, to sell our products successfully, and to maintain long-term customer satisfaction.The course employs a substantial variety of training techniques.In addition to lecture and demonstration by instructors, major objectives are met through competitive teamwork, hypothetical sales projects, role playing, and group discussion.And participants are required to complete a written evaluation of the course upon completion.C.District Sales Manager The course is designed for existing and about-to-be promoted district sales managers.The course length is undetermined at this time, but will probably run three days.Its objective is to deal with problems of transition encountered by those assuming new and diverse responsibilities.Also, the course stresses methods for implementing company sales policy and procedures, as well as ways of handling field representatives' problems and needs.The course will consist of instruction and discussion, as well as role-playing exercise.All participants are required to complete a written evaluation of the course upon conclusion.D.Management Training The course will instruct about-to-be promoted line managers in operational functions and management techniques.Its goals are to develop individual management skills and expand existing management capabilities.Duration of the course is two weeks, and instruction focuses on developing management-related skills and techniques.Through programmed instruction, general discussion, and on-the-job training, management trainees will learn all facts of corporate operations.In addition to a written evaluation at the end of the course, participants will review the course content through correspondence with the Training Department.II.CONCLUSION The implementation of the training courses will fulfill these corporate objectives;
1.Standardize wherever possible all divisional sales training to achieve maximum employee motivation performance at the least possible cost.2.Decrease employee turnover.3.Effect better communication between corporate management and sales representatives.III.RECOMMENDATIONS
In view of the importance of these training courses to our corporate goals, I recommend the following:
1.The Training Department should initiate these courses as soon as possible.2.The training program should be expanded to include post-class instruction.3.All courses should be evaluated on a regular basis to ensure quality instruction and up-to-date content.4.The Training Department should publish and distribute to all employees notification of new courses and programs.译文：
描述性报告
培训部培训目标与课程
收阅人：伦纳德·施瓦茨先生
撰写人：奥尔多·万努奇先生
施瓦茨--斯奈德曼股份有限公司
1001纽约州
纽约市
第五大街330号
2004年5月27日
目录
引言
I．课程介绍
A．与顾客打交道课程
D．销售训练课程
C.区域销售经理培训
D．管理人员培训
II.结论
Ⅲ．建议
引言
培训部的目的在于为新雇员和即将提升的雇员提供做好本职工作的业务培训。本报告将介绍为实现这一目标而开设的有关课程。
I．课程介绍：
定期地为每个商务区的销售人员开设下列课程。
A.与顾客打交道课程
这一课程是为2000年参加过培训的现职销售人员设计的，学员将由地区经理挑选决定。该课程为期3天，共设23个学时，目的在于训练销售人员认识不同类型的顾客并与他们打交道，用认真的态度对待最难对付的顾客，以最快的速度和最好的服务接待顾客。
课程为正式的课堂教学，采用讲座、课堂教学和录音的教学方法，突出强调模拟实习活动。我们在西海岸地区举办的此类课程获得了极大成功，本课程就是参照他们的经验设置的。
回到自己的销售地区之后，每位学员都要求写一份课程评估报告。
B.销售培训课程
该课程为新来的销售人员以及有1～3个月实地经验的销售人员而设置，培训时间约为72学时。其目的是：(1)增加产品知识；(2)提高与顾客打交道的效率。课程的重点在于提高与顾客打交道的能力，成功地把产品推销出去，同时在顾客中保持较好的声誉。
课程采用丰富多样的培训技巧，除培训教师的讲座和课堂示范外，还通过竞争与合作、假定销售计划、模拟实习以及小组讨论等手段实现其主要目标。
培训结束时所有学员都要求写一份课程评估报告。
C．地方销售经理培训
该课程为现任地方销售经理以及即将提拔的地方销售经理而设置，培训时间目前还未确定，很有可能是3天，目的在于解决新上任负责人面临的过渡时期出现的问题。同时，该课程还特别强调解决工作人员的问题及需要，完善公司销售政策和销售程序。课程内容包括现场实习和讨论研究。
培训结束时所有学员都要求写一份课程评估报告。
D.管理培训
该课程为即将提拔的授权经理讲授经营职能和管理技巧，目标在于培养个人的管理水平，进一步提高他们的管理能力。
该课程为期2周，主要培训管理技巧和方法。通过程序教学、一般讨论、实地实习，使学员们学习所有关于公司经营方面的知识。
除写总结报告外，学员们还可通过培训部函授复习学过的课程内容。
II.结论
上述培训计划将实现下面几个目的：
1．尽可能地使地区销售训练标准化，从而以最少的代价获取职工们最大的工作热情；
2．减少职工流动；
3．加强公司管理与销售人员之间的交流。
III.建议
鉴于培训计划对实现公司的目的具有重要意义，我特此提出以下建议：
1．培训部应该尽早开课；
2．培训计划应该包括课程结束后的指导；
3．所有课程都应该定期进行评估，以确保教学质量，保证教学内容跟得上潮流；
4．培训部应该向所有职员印发新课程与计划的通知。
三、常用表达方式
III.Useful Expressions 实用句型
1.A report has been requested by the Directors with the aim of finding possible ways to improve the popularity of Pitbank Fun Park.本报告应董事会的要求作出，目的是探索提升彼畔游乐园知名度的方法。
2.The report is to be presented to the Directors as soon as possible.本报告须尽快呈送董事会。
3.This report tries to find out who are the customers of ABC Center and whether they are satisfied with the services in the city.本报告试图调查清楚谁是ABC中心的客户以及他们是否对本城市内的服务满意。
4.The objective of this study is to provide information to determine which aspects of shopping environment cannot satisfy the customers, and to propose improvement solutions.本研究的目的是提供相关情报，以查清购物环境中有哪些地方不能满足顾客，并提出改善购物环境的方法
5.This report examines the extent of the problem of absenteeism among fourth-year Information majors at the university.不报告旨在调查大学中四年级信息专业学生中旷课情况的严重程度。
6.This report investigates the reasons for the problem and recommends measures for improvement.本报告调查了问题的原因并提出解决的方法。
7.In the past three months the Service Department received more than 100 complaints from surfers.在过去的三个月中，服务部门收到了上网者100多个投诉。
8.The overriding problem with these is the access to the corporate website.最主要的问题是难以进入到公司的网站。
9.From early this year, we have been receiving customer letters complaining about services of our sales persons.从今年较早的时候起，我们就收到了关于我们销售人员服务方面的投诉信。
10.It has been found that more and more customers, especially foreign consumers, returned their goods bought in this supermarket.我们发现已有越来越多的顾客，特别的国外顾客，退回在这个超市中购买的商品。
11.These cases had a negative impact on our sales and the reputation of our market operator.这些事件对我们的销售和我们市场的经营者产生了负面影响。
12.Up till now, the e-business company mainly falls into three groups: B2B(business to business), B2C(business to customers), and C2C(customers to customers).The three modes are different in making a profit.至今，电子商务公司大致分为三大类：B2B(公司对公司), B2C(公司对客户)和 C2C(客户对客户)。这三种模式在利润的获取方式上不同。
13.It is of vital importance to choose a suitable business mode and stay on it.选择一种合适的模式并营运下来至关重要。
14.Some companies are inclined to change their business modes quite frequently, which have resulted in a waste of resources.有些公司轻易频繁地变换他们的商务模式，这导致了资源的浪费。
15.Another key factor to set up an e-business company is the lack of continued investment.建立电子商务公司的另一个因素是缺乏资金的持续投入。
16.Most of the information in this report was gathered from a questionnaire distributed to 45 IT workers, and from interviews with ten of them.Valid feedbacks in writing numbered 39 and interviews, 10.本报告的信息大部分来自对45名IT行业产业工人的问卷调查和对其中10的谈话。有效的反馈包括39份调查问卷和10份对话记录。
17.The information of this report is gathered from interviews with directors of Bureau of Education for the Dongcheng and Xuanwu Districts, Beijing, and a collective interview with 45 teachers from 15 schools in the two communities.本报告资料的来自于对北京东城区和宣武区教育局局长的谈话记录和这两个区15所学校45名老师的综合谈话记录。
18.The cases presented in the report was collected form some Chinese export and import companies based in Beijing.And the introduction and Background information was gathered from the Annual Report on China Export and Import.本报告中的事例来自于北京的一些中国进出口公司。导言和背景信息来源于中国进出口报告。
19.The information for this report was gathered form the questionnaires done by 100 students form University of International Business & Economics, who were chosen at random, including both undergraduates and postgraduates.本报告的信息来源于对国际商务与经济大学100名同学做的问卷调查，他们是随机抽出的本科生和研究生。
20.The questionnaires were jointly designed by the marketing department, sales department and customer service department of MWB Bookstore.The customer service staff distributed and collected the survey forms.问卷是由MWB书店市场部、销售部和客户服务部共同设计。客户服务部分发和回收了调查表。
21.The report investigate the structure of the customer groups.It also looks at customers’ satisfaction and disaffection degree over the City’s infrastructure, price and service.这份报告调查了客户群的结构。它也分析了顾客对城市基础设施、价格和服务的满意和不满意的程度。
22.This report investigate the students’ attitudes towards setting up a night snack bar.这份报告调查了学生们对设立夜市小吃店的态度。
23.It also collects some detailed information about setting up the night snack bar.也收集了关于建立夜市小吃店的详细资料。
24.The customers are analyzed in various aspects, such as their age, sex, monthly income, and means of transportation.顾客也被从几个方面进行分析，如他们的年龄、性别、月收入和交通方式。
25.The services are examined in two aspects: one is the infrastructures and facilities, and the other is the performance of shop assistants.服务在两方面进行考查：一方面是基础设施和设备，另一方面是营业员的服务。
26.The three alternatives to fossil fuels considered in this report are solar energy, wind power and hydropower.本报告中考虑的石油的三种代用品是大阳能、风电和水电。
27.The omission of other alternatives, such as nuclear power, is due to the excessive environmental problems involved in utilizing these sources, or to the obvious inability of the source to provide sufficient energy to meet the needs of the country in the new century.剔除其它备选能源，如核能，是因为使用这些能源时带来的过度的环境问题，或者是因为其在新的世纪明显不能提供足够的能源满足这个国家的需要。28.From the figures presented in the findings, it can be concluded that :从调查结果中的数据可以看出：
29.Revenue from new customers accounts for over 80 per cent of new business by the end of yesteryear.到去年年末，来自新客户的收入占新业务的百分之八十。
30.Contracted sales agents have proved the most productive and cost effective in the direct marketing sector.已签约的销售代理在直销领域证明是最有成效和低成本的。
31.These 50 interviews made early July suggest that many aspects of the shopping environment in the Shopping City cannot satisfy the customers.七月上旬做的50份谈话调查显示购物城的购物环境在许多方面不能满足顾客的需要。
32.Facilities and services therefore need to be improved.The most noteworthy weaknesses are the lobby areas, toilet rooms, location signs, ventilating facilities, try-on cubicles and cashier services.因此设施和服务需要改进。最明显的地方是大堂、洗手间、通风设施，试衣间和收款服务。
IV.Core Words and Phrases abstract／synopsis概要
accident 事故
analyze 分析
annual report报告
appended part附录部分
appendix附录
arbitration 仲裁
arrangement 安排
audit审计
bibliography参考书目
body part正文部分
concern关注
conclusions结论
consequence 后果
ending结尾
evaluate 评估
facts 事实
feasibility report可行性报告
finance财务
findings 调查结果
incident report事故报告
introduction导言
investigation 调查
investigative report调查报告
investment投资
letter of authorization授权书
letter of transmittal报告传达书
letter report书信体报告
list of illustrations插图目录
management 管理
market analysis市场分析
memo report便函体报告
periodical report 定期报告
personnel人事
possibility 可能性
preliminary part前页部分
production生产
Profits &Losses损益
progress report进度报告
project plan项目计划
proposal report建议报告
recommendations建议
sales销售
selection 选择
short document report简短文件体报告
signature 签名
solution 解决
summary 总结
table of contents目录
text主体
title f1y标题衬页
title page标题页
trip report公差报告
第三篇：商务报告写作1
奉了上司之命，Jennifer负责策划一项广告活动。由于广告促销的成效对销售业绩将有决定性的影响，因此这可不是份轻松的差事；尤其在做好决定之后，该如何向上司说明，以取得他们的支持，则有赖于做简报的技巧和方式。
I'm here today to present my research about the advertising campaign for the Kitchen Master microwave oven.Since this is a new product, our main goal is to establish brand awareness among our target audience, which is working women, aged 25 to 40.According to my figures, of the working women we polled, 50% said they read at least one of the top-five selling women's magazines in Taiwan.And a full 80% said they watch at least one hour of television each night.If you'll take a look at this chart, the best media mix, then, would be a combination of TV and magazine advertisements.I suggest 60% of the budget go toward spot ads, 35% toward print ads, and 5% toward outdoor advertising.To conclude, even though our target audience is clearly defined, introducing a new product is always a gamble.But with the proper media mix we can certainly lessen the chance of failure.今天我要向各位报告的是为“大厨师”广告所做调查的结果。由于“大厨师”是新产品，我们的广告必须要在目标顾客群中，也就是25岁至40岁的职业妇女中，建立起品牌知名度。
根据我所得到的数据，接受调查访问的职业妇女中，有百分之五十的人表示，她们阅读台湾最畅销的五本妇女杂志中至少一本。而有整整百分之八十的受访者表示，她们每晚至少看一个小时的电视。
如果各位看一下这张图表，就可以知道，最好的媒体组合是，电视和杂志广告并用。我建议将预算的百分之六十拨给电视广告，百分之三十五给杂志，其余的百分之五做户外广告。
总的来说，即使我们的目标顾客已很清晰，但新产品上巿本来就像赌博，没人能有十成的把握。然而，媒体组合选用得当，我们自然会降低失败的机率。
短语解说
brand awareness 品牌知名度
这是个广告的专业用语，指消费者对某项产品的认识。“Awareness”由“aware”变化而来，后者为形容词，有“知晓；注意到”的意思。“Brand”，„牌子、商标‟。
To increase brand awareness, we will have to advertise on TV to reach the largest possible audience.为了提高知名度，我们必须打电视广告，尽可能让最多的观众看到我们的产品。
target audience 目标大众
每一项产品在制作广告之前，都会选定某一群人作为主要的诉求对象，这群人就称为该广告的“目标大众”。目标大众决定之后，广告内容、媒体、甚至播出时段，才能随之选定。“Target”，靶子、目标。
Our current ads are not reaching the target audience.We'll have to make some changes.本公司目前的广告并没有发挥对目标大众的影响力，我们得做些改变。
media mix 媒体组合“Media” 在此指将产品信息传达给目标大众的媒介，包括电视、广播、报纸、杂志等等。在为产品制作广告时，通常经由各种研究与调查，找出效果最大、效率最高的几种广告方式，同时使用。这些不同媒体的组合使用即是“media mix”。
With the proper media mix, you can effectively reach your target audience.媒体组合若选用得宜，你的广告便能有效地影响目标大众。
spot ad(s)电视或收音机广告
这是美式口语的说法，“spot ad” 就是电视或广播节目中的广告，又可简称为“spot”。
Spot ads are the most expensive and usually the most effective.电视和收音机广告的费用最贵，而效果通常也最好。
print ad(s)平面广告
这词组直译就是“印刷式的广告”，即纸面上的广告，主要是指报纸和杂志广告。
The designer's specialty is creating breathtaking print ads.创作令人惊异的平面广告是这位设计师的专长。
句型总结
●广告的目标
1.Our main goal is to establish brand awareness among our target audience.2.Our main purpose is to establish brand awareness among our target audience.3.The main objective is to establish brand awareness among our target audience.本段的关键在于清楚地表明公司的目标，同时下文即可循着这个主题发展。“Main goal”, “main purpose”, “main objective”,都是指„主要的目标‟。
●调查的数据
1.According to my figures, of the working women we polled, 50% said they read at least one of the top-five selling women's magazines in Taiwan.2.The numbers we have show that of the working women we polled, 50% said they read at least one of the top-five selling women's magazines in Taiwan.3.As the facts prove, of the working women who responded to our poll, 50% read one of Taiwan's top-five selling women's magazines.说明调查的结果，并作为下文结论的根据。关键词为“figures”、“numbers”和“facts”等。
●依调查判断
1.If you'll take a look at this chart, the best media mix, then, would be a combination of TV and magazine ads.2.By looking at the chart you can see that the best media mix would be a combination of TV and magazine ads.3.As you can tell by the chart, the best media mix would be a combination of TV and magazine ads.根据调查结果提出方案时，通常会以图表作解释。请与会者看图表时可使用“if”句型，但它不是假设语气，而是一种客气的说法。●下结论
1.To conclude, even though our target audience is clearly defined, introducing a new product is always a gamble.2.In summary, even though we have defined our target audience, introducing a new product is always a gamble.3.I've shown you how to reach our target audience, yet I also think introducing a new product is always a gamble.在最后一段可略述个人对此活动的观感，并简单扼要的下结论。“To conclude”，“in summary”或“I think”都是做结论的实用词汇。结构分析
这次演讲实质上是个报告，因此只要针对研究的结果，有条理地叙述出来即可。
1.广告目标
点出这次广告媒体效益调查的目标。
2.调查数据
提出调查所得的事实与数据。
3.做出决定
向大家报告根据上述的事实所做的决定。
4.总结报告
做总结，推测目前的行事态度或方针。
第四篇：商务写作
英文商务邀请函范例Sample Business Invitation Letter
Dear(Board Member's Name):
(IntroductionWhat are the benefits to this advisory board member?)
(*Don't forget to customize this section of the business invitation letter for the particular person you're inviting）
(*Use bullet points if you have more than 2 benefits.)
As one of the pioneers of the Virtual Assistant Industry, being a member of Consider It Done's Business Advisory Board provides you with a stellar opportunity to continue to shape the VA industry.My company, Consider It Done Ltd., needs new direction.A person with your experience and insight would be the perfect person to help me determine whether my company should break new ground or whether there's still value to be gleaned from traditional territory.I will certainly cover any expenses you incur from attending advisory
board meetings and also offer a $500 honorarium to be paid directly to you or to a charity of your choice.Overview of the CompanyWhat are the advisory board’s goals?)
The main purpose of the Consider It Done Ltd.'s Business Advisory Board is to provide management advice about the direction the company should follow.Specific goals for this year include developing a niche market strategy and revamping/updating the company's Web presence.(Details-What are the responsibilities of board members?)
The Business Advisory Board will meet three times this year, each meeting consisting of a dinner and following two hour discussion.There
may also be some follow-up questions/discussions my email.Because of the nature of the matters to be discussed, members will need to sign a confidentiality agreement.(Close and thank you)
Thank you for taking the time to read this letter and to consider being a part of Consider It Done Ltd.'s Business Advisory Board.I will be in touch with you soon but in the meantime, I’m available to discuss any questions you may have.You can reach me by phone at(phone number)or via email at(email address).Sincerely,(Your signature)
Name
Title
A Letter of an Application
Sept.9, 2002
Dear Sir,I have read the announcement about the vacancies that your company is offering, and I would like to submit my application.I am a graduate with a doctor's degree from Pennsylvania State
University in the United States.I am determined to make a lasting contribution to my country, which is the reason why I am back.I am a twenty-eight-year-old girl.My major is chemistry and through years of hard work, I have achieved notable results.At school, I was always the top student of my class.My favorite sport is swimming, and music is the second.I often play the plano in my spare time.If you require further information, I shall be happy to provide it.I will welcome the opportunity to have a personal interview.I am looking forward to your response.Yours truly,Li Hua
道歉与解释Appology & Explanation
实例之一:
Dear Mr./ Ms,We are sorry we cannot send you immediately the catalogue and price list for which you asked in your letter of March 10.Supplies are expected from the printers in two weeks and as soon as we receive them, we will send you a copy.Yours faithfully
实例之二:
Dear Mr./ Ms,I was very concerned when I received your letter of yesterday complaining that the central heating system in your new house had not been completed by the date promised.On referring to our earlier correspondence,I find that I had mistaken the date for completion.The fault is entirely mine and I deeply regret that it should have occurred.I realize the inconvenience our oversight must be causing you and will do everything possible to avoid any further delay.I have already given instructions for the work to have priority and the engineers working on the job to be placed on overtime.These arrangements should see the installation completed by next weekend.Yours faithfully
第五篇：商务写作
2011-2012学年第一学期电高（文）09《商务写作》期末考核作业
一、根据下面的材料写一篇调查报告。
1、2008年，全国有约560万大学生涌向求职市场，再加上金融危机的出现，就业形势异常严峻。据公布2007年普通高校就业率不到60%，尽管就业压力如此之大，但在最近的一篇新闻报道中，我们仍然看到，在广州去年批量招聘的大学生中，就业大学生约有30%的毁约。另据记者调查，在全国其他城市，大学生毁约率也多在20%～30%之间。
2、在对2005年广东省2000多家用人单位招聘毕业生情况调查显示，批量招聘应届毕业生三成大学生毁约。这其中，有两成多的用人单位到岗率不足50%。
3、在广东，部分重点大学2005年毁约率达到11%，而普通大学毁约的现象相对较少，仅为3～5%。据了解，该数字仅统计了有到学校办理毁约手续的学生，此外还有一部分学生直接与用人单位签订合同，没有涉及就业协议的情况未给统计。
4、对于重点大学的毁约率高于普通大学的原因，有专家认为，重点大学毕业的学生有较好的就业条件和就业环境，挑选的资本较多，可挑选的机会也比较多，不少学生到临近毕业还有机会得到很好的工作机会，出于个人利益的考虑，在“人往高处走”的心态驱使下，选择毁约。在普通大学，一般的学生都没有那么多挑选机会，往往是“一锤定音”。
5、在2005年批量招聘应届毕业生的企业中，到岗率不足70%的占了将近一半。这在1999年扩招之前，几乎是不可能发生的。广州市教育局一工作人员透露，在上世纪七八十年代，可以说不存在大学生毁约，那时企业以能招到大学生视为莫大的荣誉。到了上世纪九十年代，开始有毁约现象出现，不过不到1%，毁约多半因为家人不愿子女离家太远工作。到了2003年，第一批扩招的大学生毕业，毁约现象开始逐渐浮出水面。近几年，随着每年几百万毕业生涌向就业市场，毁约率也出现暴增发展势头。
6、名校毕业的学生与普通院校毕业的学生毁约率也有较大差别。但是，纵观全国重点大学，毁约率并无多大差别，一般都在3%～10%中间，相差7%，普通高校毁约率相差则达到10%。
据悉，在广东，重点本科院校如中山大学、华南理工大学等，官方统计数据多数高于3%，有少数院校达到10%。在广东省二批本科院校中，A线院校毁约率略高于B线，约为8%，少数学校达到13%，B线院校基本保持在5%左右。这些院校学生反应，在他们身边，时有同学毁约，如果没有学校和企业对毁约的限定，实际毁约率将远远高于上面提到的数据。但是，在内地，普通高校毁约率要高于沿海城市，约为11%。
7、沿海城市大学生就业毁约率略低于内地，平均起来有20%左右，在内地大学生就业毁约率平均约为30%。这其中，普通本科院校所占比例较大。在内地，经济不如沿海发达，就业机会没有沿海多。重点高校的学生凭借学校和自身优势，多数都能容易找到称心如意的工作。一般本科院校的学生，在沿海地区，尽管在学校名气上处于劣势地位，不过众多的就业机会让他们容易找到满意的工作。而内地的学生，不论在地域还是学校名气上，想找到一份适合自己的工作比名校学生难得多。
8、为了获得更好发展毁约的学生占到调查学生的43%，由于公司招聘之初所做承诺占到20%，因为家庭、恋人关系不愿两地分隔的占到12%。另外，因为专业不对口毁约的占10%，签约时间太长约占4%，自身能力有限占4%，其他的占到7%。
9、为了更好的发展是学生毁约的一个重要原因，占到调查学生的43%。他们表示：未进入社会前，如果能在第一个职位上有个好的起点，会减少自己接下来的跳槽频率。
10、签约前考虑不慎导致学生毁约占调查人数的20%。这一类学生大多因为缺乏工作经验，盲目相信用人单位所做出的承诺，最后发现与单位实际情况有所出入，甚至大相径庭
11、由于家庭要求、恋人分隔两地等因素而毁约的学生也屡见不鲜，占到调查人数中的12%。
二、根据个人的专业学习、在校表现及参加社会实践活动的能力等情况，写一封求职信。同时制作一份个人简历。
三、本学期的商务写作课程学习已经结束，请根据自己本门课程的学习情况写一篇规范的学习总结。
四、请仔细阅读以下作业要求。
2011-2012学年第一学期电高（文）09《商务写作》期末考核作业
1.A
42.规范格式1）字数要求：累计字数不少于3000字。
2）封面：学校Logo
学校名称：西安科技大学
题目：《商务写作》课程作业
学年：2011-2012学年第一学期
课程名称：商务写作
姓名：*******
班级：*********
学号：*********
所属团队：*********
担任职务：
3）正文（按照1.调查报告 2.简历与求职信 3.学习总结分章节装订，各级字号字体如下：）
1X X X X X X X（小三号 黑体）
1.1X X X X X X X（四号 黑体）
X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X(小四号宋体)
1.1.1 X X X X X X X X（小四 宋体）
3.页面设置
1）页边距
左边距：2.5cm;右边距：2.4cm;上边距：2.2cm;下边距：2cm
页眉：1.5cm;页脚：1.75cm;装订线：0.5cm
2）纸张大小 A4，靠左装订，黑白打印。
3）表格、插图格式：字体一律小四号，宋体，并标明表格和图表的名称。
4）要求在每页页面低端（页脚）添加页码，居中显示。
5）行间距：正文1.25倍行间距
PS：三部分装订在一起后附作业封面样本
Wish all of you success!
&
Looking forward to your paper
Merry X’mas
（请班长确保收齐后一起提交，过时不候！）2
《商务写作》课程期末作业
学年：2011-2012学年第一学期
课程名称：商务写作
姓名：XXXXXX
班级：电高文09X
学号：XXXXXX
所属团队：XXXXXX
担任职务：XXXXXX
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