LESSON TWELVE:HOW TO OFFER A PROPOSAL?--怎样提建议？


CONTENTS

I. USEFUL EXPRESSIONS 常用语

II. SAMPLE 范文

III. TIPS 掌握写作要领

IV. EXERCISE: WORDS, PHRASES AND SENTENCE PATTERNS 精通常用词组和句型

V. WRITING CLINIC 写作诊所

VI. GOODIES & GIFTS 实用小礼物

I. USEFUL EXPRESSIONS
常用语

1. How to begin your letter?

Thank you for choosing ABC Electronics.

I am enclosing our proposal for the upgrading of your warehouse security system.

Thank you for giving NDC Security Systems this opportunity to inspect your plant and recommend a solution.

2. How to support your proposal and emphasize customer benefits?

I recommend our new XXXX Alarm System, which has worked well with other companies like yours.

There is a 10% discount if you pay for the year's service in advance.

Our Operating Leases allow qualified corporate customers to obtain off-balance sheet financing.

This lease structure enables a company to meet its short-term computer needs.

A short lease term can allow a company to keep pace with technological changes and avoid equipment obsolescence.

3. How to talk about terms?

We would like the service to be paid within 30 days of completion, rather than the xx days you suggested.

I would like to recommend a 3-year operating lease at a monthly rate of 2.5% for the full system.

For your convenience, we will continue the service unless we hear from you.

You may discontinue the service at any time.

4. How to end your letter and suggest further contact?

I hope this new proposal meets your needs and your budget.

We look forward to working more closely with you.

We are looking forward to a smooth start up.

I will call you next Monday to discuss how we might proceed.

I will call you tomorrow to set up a schedule for further discussion.


II. SAMPLE
范文


A Proposal Cover Letter

Dear _________:

I'm enclosing our proposal regarding a comprehensive solution to your firm's information management needs. By using IBM's latest XXXX small business computing equipment, we can reduce the cost by approximately $20,000.00. I also recommend a 3-year operating lease at a monthly rate of 2.5%.

I hope this new proposal meets your needs and your budget. We look forward to receiving your business.

Sincerely,



__________
Sales Department

Enclosure


III. TIPS
掌握写作要领

1. Express appreciation for the opportunity to present your proposal.
2. Say exactly what you will provide.
3. Highlight what the customer will benefit from your proposal.
4. Set up a time when you will call to discuss the proposal.


IV. EXERCISE: WORDS, PHRASES AND SENTENCE PATTERNS
精通常用词组和句型

1. Click on the word or phrase that fits the sentence:

  1. Either party can discontinue this agreement _____ a month's notice.
    (A) at
    (B) on
    (C) with
    (D) in

  2. _____ I hear differently from you, I will assume that the extension of the contract is acceptable to you.
    (A) Although
    (B) As
    (C) Unless
    (D) Since

  3. If you can't come to the conference at Palace Hotel, please call me; _____ I will meet you in the lobby at 8:30 a.m.
    (A) otherwise
    (B) unless
    (C) nevertheless
    (D) but

  4. With our flexible add-on options, you can add new equipment _____ an existing lease at any time.
    (A) on
    (B) in
    (C) to
    (D) with



2. Complete each sentence with a word from the list below (1):

keep, make, alleviate, clarify, offered, like, meet, qualify

(1) Before starting processing your order, I just want to one point.

(2) We would to confirm the changes to the contract on May 20.

(3) I'm writing to sure that you received our proposal for warehouse renovation.

(4) Our lease lines are to companies that plan to use the equipment over a period of time.

(5) Small companies can now for lease rates previously available only on very large transactions.

(6) Our new payment program enables a company to its short-term computer needs.

(7) A short lease term can allow a company to pace with technological changes and avoid equipment obsolescence.

(8) Our Trade-In program helps concerns you may have about losing money on old technology.

3. Fill in each of the blanks with a word from the list below. Add capitalization when necessary:

resources, regardless, needs, competitive, strength

The financial (1) of ABC TeleCom allows us to provide (2) prices and rates. (3) of the size of your transaction, we have the capacity, ability and (4) to meet the (5) of your business.


V. WRITING CLINIC
写作诊所


There is a mistake in each of the following sentences. Rewrite the sentence to correct the mistake:


(1) We would like to know if you could provide us some advice.


(2) We are interested to improving our information management system.


(3) I have heard your company from various sources.


(4) As our business expanding rapidly, we need a superior solution to our communication system.


(5) Our problem is our computer system is sagging under the heavy workload.


(6) After inspecting your bank, we have prepared a proposal.


(7) After inspected your plant, I prepared a proposal.


(8) Thank you for you giving us this opportunity to inspect your factory.


(9) Last Monday I have visited your warehouse with our system engineers.


(10) Thank you for inquiry BSS-Tech about computing equipment.



VI. GOODIES & GIFTS
实用小礼物

New Words, New Meanings

Netizen: net + citizen: citizen of the Internet, citizen of the "virtual community."
网络公民

Example:
YAHOO gives Netizens what they want.
AOL's new service--a mix of E-mail and chat called "Instant Messaging"-- is expected to appeal to hip young Netizens.