3. Positioning Dover
3.1 Dover Company
Dover Company entered into Chinese market in January 1996. Its product -- Dover elevators are made in the U.S. Dover offers to market medium /high-speed elevators with a speed range of l.75 m/s~5.0 m/s and a capacity range of 900 Kg ~ 1600 Kg. They are mainly applied in office buildings or hotels. By the end of June 2001, 296 sets of imported Dover elevators had been sold in China.
In order to meet the increasing demands for low/medium speed and low-cost residential elevators, Dover Company established its joint venture facilities in Jiangyin, Jiangsu province at the end of 1998. Up to now, Dover Company has set up subsidiaries in major Chinese cities including Beijing, Tianjin, Qingdao, Shanghai, Chengdu, and Guangzhou. These subsidiaries are mainly engaged in the local sales and maintenance of Dover elevators.
3.2 Major Competitors
Dover's main competitors are Mitsubishi, Schindler, Hitachi, and Otis, which entered into the Chinese market in the 1980s and set up joint ventures or wholly foreign-owned operations one after another. They have established maintenance centers and opened 24-hour service hot lines in many cities in China to provide round-the-clock maintenance service for customers.
So far, these companies have obtained very big market shares and are enjoying great popularity among Chinese customers. According to the statistics published by China Elevator (the July Issue, 2001), Mitsubishi alone sold more than 600 set elevators from its joint venture operation the first half of this year and the sales volume of Hitachi Guangzhou also exceeded 400 sets during the same period.
3.3 Comparisons and Competition
To make a direct and clear comparison with our competitors in terms of price and after-sales service, w& collected major information from the five bidding projects we attended in Beijing during July-to-September period this year. Table-l, Table-2, Table-3, and Table-4 below show the prices and after-sales service of typical residential elevators of Dover, Mitsubishi, Schindler, Hitachi, and Otis. (The tables are dropped for space shortage – Chang Yutian)
4. The Elevator Market in China
4.1. Technology
In the early 1990s, the technology of Variable Voltage Variable Frequency (VVVF) began to be applied to the elevator industry. Since then, the VVVF inverter control technology to elevators has been developing steadily and by now it is widely applied by most elevator manufacturers. Therefore, there are no major technical differences among major manufacturers.
4.2. Pricing Policies
Since the early 1 980s, almost all world-famous elevator manufacturers have entered the Chinese market and set up joint ventures or wholly foreign-owned operations in succession. So far, in the relatively stable elevator market, the price levels of major manufacturers tend to be the same.
4.3. After-sales Service
Since it is difficult to differentiate their products in terms of technology and price level, most manufacturers pay more attention to after-sales services so that they can attract more customers. Main measures include shortening the delivery period, improving the quality of installation, extending the charge-free guarantee period.
5. Conclusions
Based on the 'above information, we have come to the following conclusion:
5.1. Dover's price level is on the high side. It is a little below Mitsubishi's price level and much higher than that of other manufacturers. In other words, Dover's price level is not competitive. This is one of the main reasons that led to our failure in recent bidding projects.
5.2. Customers have more and more requirements today for after-sales services including delivery date, period of installation, period of charge-free guarantee, etc. Moreover, Dover's period of charge-free guarantee is shorter than that of most other companies.
6. Recommendations
Based on our comparison and analysis, we put forward the following suggestions on the readjustment of Dover's business strategy in terms of the current price level and after-sales services.
6.1. We should cut down the current quotation by 5% - 7% in order to make Dover's price the same as or a little lower than the average level in Chinese elevator market. Only in this way can Dover's offer become competitive.
6.2. We should prolong the period of charge-free guarantee from 12 months to 15 or 18 months, so as to present to customers our sincerity of emphasizing after-sales service and enhance customers' confidence in Dover Company. In so doing, we can attract more potential customers.
References:
1) Dover Company's Annual Report
2) China Elevator June-September Issue, 2001
四、报告修改　Revising & Improving
例11A. 提要原文
Business Plan
----Spoken English Training Course by Foreign Teacher in Shunyi District
Executive summary
1. Introduction
2. The detail description of the course
2.1 the content of the course
2.1.1 children's English
2.1.2 middle school students' English
2.1.3 adult English
2.1.3.1 open your month—for the students who passed cet-4
2.1.3.2 business English
2.1.3.3 job-hunting English
2.1.4 mother & child English
2.2 the feature of the course
2.2.1 the positioning of the course
2.2.2 the teaching language
2.2.3 the character of the teachers
2.3 purpose
3. market analysis
3.1 the scale of the market
3.2 the focus of location
3.3 the development
3.4 the general situation of customers
3.5 the marketing strategy
3.5.1 product
3.5.2 price
3.5.3 promotion
3.5.4 place
4.competitive analysis
4.1 rivals
4.2 replace
4.3 SWOT analysis
4.4 market entry
5. administrative team
6. financial analysis
 例12A. 提要原文
A Research on Holding a National HIV/AIDS Awareness Campaign
Executive summary
1. Introduction
1.1 Purpose
Examining the terrible plague of AIDS upon Chinese, especially upon Chinese young people; by promoting better awareness of this disease and its prevention, enlarge our publishing volume.
1.2 Background
Two plagues happened in the last century: the mortal flu in 1918, and the AIDS.
Telling the figures of people living with HIV, dying from AIDS and the predictions in the next 10 and 20 years.
In the run up to World AIDS Day 2003, a campaign is recommended to highlight the theme "Live and let live."
1.3 Methodology
The information of this report was gathered from official statistics in the interviews with Michael Han, Assistant Director of National Center for AIDS/STD Control and Prevention Information Resource Center, and relevant websites.
2. Findings
2.1 What are AIDS and HIV? Through what transmission channels do people get infected?
2.2 Some of the alarming facts of this tragedy in the world.
2.3 HIV/AIDS in China.
2.3.1 China's population analysis.
2.3.2 Fast growing period of infected number, and the coming peak year of HIV people becoming AIDS patients.
2.3.3 Adolescents are forming the major part of the epidemic due to the lack of knowledge and prevention. 　　
2.4 The progress made in the battle—nine notable campaigns held by official organizations in China, but none had relevant books published.
3. Conclusions
Our target is to
3.1 Social rewards from holding the campaign.
3.2 The company's benefits by publishing the contest books.
4. Recommendations
4.1 Publishing a contest book《Self disciplines and caring 》(自爱与关爱), edited by Chinese Center for Disease Control and Prevention, pressed and published by our company.
4.2 The focuses of the book —awareness and prevention of the disease, eliminating stigma and discrimination.
4.3 Holding a one-month reading contest through answering the original question cards attached to the books( so those who take part in the contest must have the book).
4.4 Means of propaganda and the contest timetable.
4.5 Methods of selecting the winners and awarding ceremony.

问题报告

Progress Report on Comparison of Body Fat Testing
Introduction:
This project will compare and contrast four types of body fat testing. These tests include hydrostatic weighing, near-infrared spectrophotometry, bioelectrical impedance analysis, and seven-site skinfolds. I prepared this progress report to show the headway I have made on this topic.
Secondary Research Completed:
The following is a sample of the research I have completed.
1. Comparison of Four Methods to Assess Body Composition in Women. European Journal of Clinical Nutrition.
This article's purpose was to compare the accuracy of four methods to assess body composition. The test was performed on 77 Caucasian women. They where each tested with the hydrostatic weighing, near-infrared spectrophotometry, bioelectrical impedance analysis, and seven-site skinfold test. The article concluded that the mean percent body fat differences were small.
I think that this article will allow me to show the subtle differences of the tests. It has also aided me in providing me with ideas on what practical research to use myself (i.e. my own studies and experiments). I plan to use this article in the comparison section.of my report.
2. Predictive Accuracy of Three Field Methods for Estimating Relative Body Fatness of Non-obese and Obese Women. International Journal of Sports Nutrition.
This article compared three ways of testing obese and non-obese women. The subjects were tested through the skinfold test, the near-infrared spectrophotometry, and the bioelectrical impedance. The article concluded that all three tests accurately estimated body fat percentage for non-obese women, but none of the three methods were useful for estimating correct body fat percentage in obese women.
The article will allow me to show that variance is a problem when body fat testing in obese women. I will use this article in my comparison section of my report.
3. Reliability and Validity of Bioelectrical Impedance in Determining Body Composition. Journal of Applied Physiology.
This study was done to examine the reliability and validity of the bioelectrical impedance and compare the findings with the skin fold test, and hydrostatic measurements. Forty-four women and twenty-four male subjects were used. Each subject was tested four times by two different testers on two days. All three tests were found to be reliable; however to cross-validate them an additional 26 men were tested. The percentage was two percent higher .in the skinfold than in the bioelectrical impedance test.
This will help me with my initial objective, stating which test is the most accurate. I plan to use this information in my comparison section.
4. Assessment of Body Composition by Skinfold Anthropometry and Bioelectrical Impedance Technique: A Comparative Study. Journal of Nutrition.
This article compared the skinfold test with the bioelectrical impedance test. In this Study 449 subjects were tested. One finding of this Study was that the skinfold test overestimated fat mass in the lower weight range and underestimated it in obese subjects. The study also concluded that the result of the two tests could not be compared.
This will give a good discussion piece on the accuracy of the skinfold test. It will also allow me to examine if some tests are not comparable. This article might be used in my comparison section of my report.
Conclusion:
The research I have completed has allowed me to question my topic further. It also heightened my awareness that further research is necessary.


图表作文

Paragraph I:    (1)概括描述图表：趋势描写;
                (2)具体描述图表：必要数据支持(细节性)。
Paragraph II:    (1)提出自己理由和观点(本段主题句);
                (2)细节性分论点(主要是原因，用于支持自己的观点，至少两点)。
Paragraph III:    (1)预测未来和提出解决方法;
                (2)总结全文和表达作者自己观点
1.对于图表中的数据较多，一般要用到分类，可以根据大体趋势如增多、减少、频繁变化或者几乎不变分成几个大类。几乎每个数据都罗列出来的文章也得不到高分，一般我们建议大家不要列出4项以上。其实每次考试中不论哪种图表几乎都至少有一个特殊点，这就和前面的总趋势加一个单点是一样的。
2.图表中有时候会有原因分析，这种情况下原因是一组要分析的数据，必须要写。忌讳把图中的信息粗略写完，加上大量的自己的主观评价，多数考生会根据自己的臆断写出原因分析，这样有悖于解说文的客观陈述的本意而成为议论文。
A.柱形图  bar diagram/chart
B.饼图 pie chart
C.线形图  Line Chart
第一段：The***(某种图，比如bar chart ,pie chart或是curve graph)show***(简单写写情况，比如“妇女受教育程度”，“美国能源利用”，这些一般可以在图下面的说明文字中找到),From the ***(某种土)we can have a understanding of ***(又是什么情况)  　　
第二段：说明段，From the***/***illustrate*** +一些内容，主要写以下几个方面：极点(极大，极小)，趋势，特别点(交点，转折点，相同点和一些在特定图上有意义的点) 
第三段:From the chart,we may have a basic understanding of the situation of——凑字数用的！！

图表题的适用句型
  1. At a slower rate...
2. It reflects the great differences that exist between...
3. These figures were overwhelmingly greater than the corresponding figure of...
4. It can be seen from the chart that significantly...~er(比较级)...than...
5. In all locations, A out numbered B...
6. These two pie charts (饼状图) show the differences between two groups of...
7. The first point to note is the huge increase (in the number of)...
8. A is more than... times (bigger) than B
9. The biggest loss was to A, which decreased from... to... of the whole.
10. The biggest gains (in graduate numbers) were made by A which, as a group, have increased by over...
11. To sum up, ...
12. This bar chart displays the numbers of...
13. The chart reflects several trends.
14. But... we see a different trend emerging.
15. When we compare..., we see...
16. This suggests increased educational opportunities for women in higher education.
17. According to the graph, ...
18. The proportion of...
19. There was a slight recovery...
20. ... has dropped dramatically.
21. The general trend appears to be increases.
22. There were approximately...
23. ... had jumped four fold to...
24. ... rose sharply from... to...
25. Remained constant at...
26. The overall trend for...
27. The graph shows the percentage of...
28. We can see that... swell during the... hours, peaking at... am.
29. Although the raw data does not provide an explanation for these trends
30. When coupled with the graphic information, leads to some possible conclusions...?




常用词汇
上升：increase、rise、 ascend 、core、 surge 、go up 、climb 、mount、 level up
下降: decrease、 fall 、drop、 descend、 decline 、reduce 、lessen、 level down  　　
平稳:stable 、steady、 remain/maintain/keep/be the same as/similar to  
波动:fluctuate、 fluctuation、 rise and falls、 up and down 
占:occupy、 take up、 account for、 gain 
而:while、 howeve、r whereas、 on the other hand、 actually/in fact 
相比:by contract、 on the contrary、 likewise、 compared with 
最高点:the highest 、the top、 the summit 、the peak、 the most 
最低点:bottom 、less 、least 、rock bottom 
平均:mean、 average 
趋势:tendancy 、trend、 inclination 
预见:prediction 
达到顶峰: mount to 


































真题
A
1.    Some people think that traditions and modernization are not in conflict in the process of globalization
Write an essay of over 300 words on the following topic to state your own opinion. Give examples, ether your personal observations and experiences or simply things you have read that would back up your view.

2.    Are Interpersonal skills important to your future development?
Write an essay of 300 words to state your own opinion on the following topic. Give examples, either your personal observations and experiences or simply things you have read that would back up your view. Your writing will be assessed for language, content, organization and length.

B
Suppose you are the sales manager of Sunrise laptop computer. To boost your sales volume and expand your market, your facory has developed a new model of the Sunrise computer featuring small size and new functions and colorful design. Write a sales letter of 250-300 words to your potential customers promoting the new product.

C
Write a descriptive report of 250-300 words on the following chart.
 
Source: China Customs, Beijing
Note: A sector is defined as major if its share of total trade is above 3 percent in 1992 and/or 2005. Major sectors account for about 70 percent of manufacturing exports.