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新视野商务英语视听说 下
Unit 1 A Factory Tour
Part Ⅰ: warm-up
(1) eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shop
Part Ⅱ: listening practice
Task1
(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) i
Task2
1.
(1)aerospace (2)manufacturer (3)services (4)showcase (5)production
(6) various (7) producer (8) advanced (9) globe (10) leader
2.
(1)～(5) F F F T F
Part Ⅲ
1. (1) c (2) b (3) c (4) a (5) a
2. (1)6000units (2) only 1%
(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.
Part Ⅳ
1
(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)93
2
(1)20～30 (2)13 (3)15 (4)30～45
Part Ⅴ
1. (1) c (2) b (3) c (4) c (5) b
2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory.
Part Ⅵ
1. The correct order is: d-g-e-a-c-h-b-f
2. (1)history (2)first (3)consumed (4)manufacturing (5)secrets
Unit 2 Trade Fairs
Part Ⅰ
(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.
(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc.
(3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.
Part Ⅱ
Task1
(1) F (2) F (3) T (4) F (5) F (6) T
Task2
(1)domestic (2)suppliers (3)Customer (4)value (5)services
(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date
2. (1) new (2) reputation (3) world (4) range (5) latest
Part Ⅲ
1. (1) rentable (2) entertainment (3) transport (4) halls
(5) exhibition (6) arena (7) facilities (8) conjunction
2. (1) c (2) b (3) c (4) c (5) a (6) b
Part Ⅳ
John: (3) (2)
Mr. Robbins: (1) (4) (5)
2. (1) c (2) b (3) c (4) a
Part Ⅴ
(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover
(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volume
Part Ⅵ
Question 1: Miss Stewart, why did you want to exhibit in North America?
Question 2: How did you choose the right one?
Question 3: What did you do to prepare before attending the trade fair?
Question 4: How were you able to exploit your business opportunities and generate new business?
Question 5: What did you do after the trade fair?
2. (1) a (2) c (3) b (4) a (5) b
Unit 3 Marking Enquiries
Part Ⅰ
(1) Ask for morn information concerning the product in the advertisement in yesterday’s New York Times.
(2) Jackson Brothers
(3) If I am the receiver, I will send the latest catalogue to the writer and answer all the questions that interest him.
Part Ⅱ
Task1 (1) C (2) B (3) A
TASK2
1. (1) General (2) articles (3) Specific (4) content (5) specifications
2. (1) steel screws in all sizes
(2) CIF
(3) Because the supplier is able to supply larger quantities at more attractive prices
(4) The supplier’s offer.
Part Ⅲ
1. (1) b (2) c (3) b (4) c
2. (1) Export (2) Merchandise (3) flight (4) Production
(5) 10 o’clock (6) sample (7) evaluated(8) purchases
Part Ⅳ
1. (1) speedboats (2) price quote (3) around the corner (4) pay
2. (1) US$6500 (2) 10% (3) shipment (4) US$7850
Part Ⅴ
1. (1) F (2) T (3) F (4)T
2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.
Part Ⅵ
1. (1) c (2) a (3) c (4) b (5) c
2. Agents need to be paid for their work. Sometimes they are paid a percentage of the order but that hardly induces them to negotiate low prices. Therefore, agents are usually paid commission. This may be paid by the seller or by both seller and buyer.
Unit 4 Negotiating Prices
Part Ⅰ
(1) listen (2) speak (3) interrupt (4) ask questions (5) penny
(6) pound (7) assertive (8) aggressive (9) more (10) less
Part Ⅱ
Task1
(1) discount for bulk (2) minimum quantity (3) early-settlement discount
(4) commission (5) contract, unit price
Task2
1. (1) T (2) F (3) T (4)F (5) F
2. (1) FOB (2)agents (3)extra (4)Korean (5)exceptions
Part Ⅲ
1. (1) b (2) a (3) c (4) a (5) c
2. A: We are very interested in your X358 MP4 and are thinking of making a trial order of 10000 pieces. What price can you offer us?
B: As this is our first business, we can provide you with some preferential terms. How about $40 per piece?
A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.
B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.
A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?
B: Well, that’s a tough deal. However, since we’re going into a long-term relationship, maybe we can try to reach that bottom line for you.
Part Ⅳ
1. (1) b (2) c (3) c (4) b (5) a
2. (1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500
Part Ⅴ
1. (1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year
2. Sample dialogue:
A: Mr. Brown, I’m anxious to know about your offer.
B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.
A: That’s a steep price! It’ll be difficult for us to make any sales.
B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.
A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.
B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.
A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.
B: OK. Then we’ll make it 28 pounds for this order. Is that ok?
A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.
B: Good, we can talk about further reductions later when we see how business is developing between us.
Part Ⅵ
1. (1) F (2) T (3) F (4) F (5) F (6) T (7) F
2. (1) the quality of our product is much better than that of other suppliers
(2) We can talk about that later.
(3) if you can give me best price for this first order, we can start a long-term relationship.
(4) That really leaves us with nothing.
(5) I’ll make that concession.
Unit5 Placing an Order
Part Ⅰ
(1) negotiate (2) accept and confirm an order (3) sign the contract
(4) confirm the order (5) confirm further orders
Part Ⅱ
(1) is a request to supply a specified quantity of goods
(2) an enquiry with subsequent quotations
(3) printed order forms
(4) description, quantities, mode of packaging
(5) agreed upon in previous negotiations
(6) are legally bound to fulfill their agreement
(7) at the agreed time
(8) accept the goods supplied and then pay for them
Task2
1. (1) F (2) F (3) F (4) T
2. (1) b (2) c (3) a (4) b
Part Ⅲ
1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.
(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.
(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.
2.
A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?
B: Yes, that’s right. What can we do for you?
A: We’re a Nigerian company, and we’re looking to order some clothes.
B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?
A: Sweaters and skirts. But would you please first tell me your minimum order?
B: Our minimum order is set at 5000 pieces.
A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me?
B: Depending on what type of changes you want, it shouldn’t be a problem.
A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?
B: OK. How about item 18?
A: The size is ok with item 18. But we want to order both light and dark colours.
Part Ⅳ
(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logo
Part Ⅴ
1. (1) acd (2) d (3) c (4) c
2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?
B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?
A: What do you suggest?
B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.
A: Would you please tell me the difference?
B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same as the DSC-T5.
A: That sounds good. What about their prices?
B: The DSC-T5 is $349.95 while the T7 is $449.95.
A: I see. Would you be able to provide me with 500 of each?
Part Ⅵ
(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks (10) confirmed irrevocable (11) 15th (12) Quality & Quantity
Unit 6: Terms of Payment
PartⅠ
A Japanese Yen
B United Stated Dollar
C Pound Sterling
D European Dollar
E Korean Won
F Canadian Dollar
Part Ⅱ
The correct order is: c-a-b-e-d
Task2
1. (1) b (2) a (3) b (4) c
2. (1) collection (2) Documents against Payment (3) Documents against Acceptance (4) expenses (5) procedures (6) actual payment (7) collecting (8) non-payment
Part Ⅲ
1. (1) b (2) c (3) a (4) c (5) c
2. A: since we have reached an agreement on the price, quality, quantity and packaging of the product, now let’s get down to talk about payment, ok?
B: Good idea, what terms of payment would you prefer?
A: Actually, on L/C payment is our general practice.
A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.
A: It’s also the generally accepted international practice.
B: That’s right. L/C are very common in foreign trade.
B: But this time we suggest D/P payment for the following reasons:
B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!
A: That sounds good. But we still prefer an L/C since it’s our general practice.
A: Do you think you could apply for one?
Part Ⅳ
1. The correct order is: a-i-e-g-b-f-c-j-d-h
2. (1) lump sum payment (2) payment by installment (3) cash on delivery
(4) advance payment (5) 25%, final acceptance (6) one month
Part Ⅴ
1.
(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.
(2) Ask how often these problems occur and how long faults generally last.
(3) Ask for cheque and postage details
(4) Ask for the name and address of their debtor and the expected date of payment
(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately
2.
A: Hello, Becker here.
B: Good morning, Mr. Becker. This is Mary Wang.
B: I’m sorry to ring you like this.
A: That’s all right.
B: Did you get the invoice as well?
A: Yes, yes
B: But the payment of the invoice sent to you has not yet been made.
A: Yes, money is very tight at the moment, you see.
B: Yes, I think I know what you mean. We have a similar problem.
B: While, in the case of unsettled debts it is our company policy to take legal action.
B: We would naturally prefer not to have to go so far.
A: So what do you suggest we do about the money we owe you?
B: Well, please try and send the cheque before the end of the month.
B: That’s one more week.
A: Thank you, we will do our best.
B: We hope to keep you as a regular customer despite any troubles you may have.
A: Thank you very much for being so understanding. Goodbye.
B: Bye.
Part Ⅵ
(1) SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 dated January 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools (8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12) beneficiary’s (13) 15 days (14) SB-87654 (15)drafts
Unit 7 Delivery
Part Ⅰ
1. □time of establishment of the L/C
□availab
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