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1、Unit 4On the Phone1.What did Becca think of the way Aaron answered the phone at the beginning of the video clip?2.Why did Becca use a different voice to call Aaron?3.Why did Aaron hang up on Ron at the end of the video clip?Becca thought Aaron was so informal and he was supposed to be friendly and p
2、rofessional.Because Becca wanted to test Aaron to see how he answers the phone.Because Aaron thought it was just another prank call.Hi,you guys.Im Michael.I have been working with Hyper Foreign Trade Company for 3 months.I got promoted and I am now a salesman.Youve got tons of phone calls to makeTas
3、k 1 Look at the comics,describe it and then discuss it with your partners.Words and expressions for your reference:suit and tiebriefcasereceptioncallerappointmenthang onphone numberaddressput throughTask 1Task 2Task 3Part 1 Warm-uppart1part2part3part4part5Task 2 Fill in the blanksPart 1 Warm-upTask
4、1Task 2Task 3I need to learn some words and expressions to be better prepared for the job.Match the English words 1-10 with the Chinese equivalents a-j（1）_（2）_（3）_（4）_（5）_（6）_（7）_（8）_（9）_（10）_(1)specializea.离岸价(2)sample b.订货(3)FOB(Free On Board)c.交货(4)CIF(Cost,Insurance and Freight)d.专门化，经营(5)CFR(Co
5、st and Freight)e.畅销(6)enjoy fast salesf.支付方式(7)place an order g.到岸价加佣金(8)deliveryh.样品(9)shipment i.成本加运费(10)Terms of Payment j.装船d ha e b g c j i fTask 3 Work with a partner and think.Part 1 Warm-upTask 1Task 2Task 3What information do customers need when they make an enquiry?When a potential custom
6、er makes an enquiry about a product,price is an important factor.But what other information do customers need?Work with a partner and think of all the things about a product that a customer needs to know before deciding to buy it.A potential customer needs to know about:(1)_ (2)_ (3)_ (4)_ (5)_ (6)_
7、 (7)_ before he or she decides to buy a product.the materials a product is made fromits dimensionsterms of deliverytime of deliveryprice validityproduct guarantee(if applicable)payment termsPart II Listening PracticeTaco Export Import Strategies Corporation is a trading company in America.Recently t
8、here is a big demand for mens clothing andceramics,so Ms.Johnson,the chiefbuyer,is calling our company.Part II Listening Practicepart1part2part3part4part5Practice 11.Listen to the following dialogue and fill in the missing words.Michael:Hyper Foreign Trade Company,(1)department,Michael speaking.What
9、 can I do for you?Ms.Johnson:Oh,hello,this is Johnson from Taco Export Import Strategies Corporation.We want to buy mens clothing and ceramics.Im calling to make some inquiries.Do you export mens clothing and ceramics?Michael:Yes,as a matter of fact,we (2)in clothing and light industrial products an
10、d have an (3)of over thirty years.Ms.Johnson:Excellent!May I have a price list with specifications,Michael?Michael:Sure.But if you have something particular in mind or a specific inquiry we could give you an offer.Are you thinking of any particular (4)?Ms.Johnson:Oh no,not at all.But we want good,re
11、liable quality and (5)prices.Michael:OK.No problem.Let me just (6).Ill also send you our brochure that tells you about all our (7)offers.Ms.Johnson:Thats fine.How long does it usually take?Michael:We normally send it by post,but we can send it by fax if you prefer.Ms.Johnson:Fax would be better.Our
12、fax number is 2976 3366.By the way,do you grant any (8)discount?Michael:Our prices are very (9)especially for you in America because of the favorable (10)rate.How big is your order?Ms.Johnson:We are considering a substantial order of about 800 pieces of ceramics and 1,000 for mens clothing.Michael:O
13、h,thats quite a lot.I think in this case,a quantity discount can be granted.salesspecializeexperiencebrand reasonable checkspecial quantitycompetitiveexchangePart II Listening Practice2.Study the following expressions and match them with the corresponding Chinese equivalents.（1）_（2）_（3）_（4）_（5）_（6）_
14、（7）_（8）_（9）_（10）_(1)make inquiriesa.专门经营(2)as a matter of factb.价格合理(3)specialize in c.汇率(4)price list d.特价优惠(5)reliable quality e.询价(6)reasonable pricef.大笔订单(7)special offersg.事实上，实际上(8)quantity discounth.质量可靠(9)exchange ratei.数量折扣(10)substantial orderj.价目表egajhbdicfPart II Listening Practice3.List
15、en to the dialogue again and answer the following questions orally.(1)Why did Ms.Johnson call Hyper Foreign Trade Company?(2)How did Michael introduce Hyper Foreign Trade Company?(3)How will Michael send the brochure?(4)How big is Ms.Johnsons order?(5)Will a quantity discount be given to Ms.Johnson?
16、Shes calling to inquire about mens clothing and ceramics.Hyper Foreign Trade Company specializes in clothing and light industrial products and have an experience of over thirty years.He will send the brochure by fax.About 800 pieces of ceramics and 1,000 for mens clothing.Yes.Part II Listening Pract
17、icePractice 1Michael:Hyper Foreign Trade Company,sales department,Michael speaking.What can I do for you?Ms.Johnson:Oh,hello,this is Johnson from Taco Export Import Strategies Corporation.We want to buy mens clothing and ceramics.Im calling to make some inquiries.Do you export mens clothing and cera
18、mics?Michael:Yes,as a matter of fact,we specialize in clothing and light industrial products and have an experience of over thirty years.Ms.Johnson:Excellent!May I have a price list with specifications,Michael?Michael:Sure.But if you have something particular in mind or a specific inquiry we could g
19、ive you an offer.Are you thinking of any particular brand?Ms.Johnson:Oh no,not at all.But we want good,reliable quality and reasonable prices.Michael:OK.No problem.Let me just check.Ill also send you our brochure that tells you about all our special offers.Ms.Johnson:Thats fine.How long does it usua
20、lly take?Michael:We normally send it by post,but we can send it by fax if you prefer.Ms.Johnson:Fax would be better.Our fax number is 2976 3366.By the way,do you grant any quantity discount?Michael:Our prices are very competitive especially for you in America because of the favorable exchange rate.H
21、ow big is your order?Ms.Johnson:We are considering a substantial order of about 800 pieces of ceramics and 1,000 for mens clothing.Michael:Oh,thats quite a lot.I think in this case,a quantity discount can be granted.The phone call with Ms.Johnson continuesPart II Listening PracticePractice 21.Listen
22、 to the dialogue and decide whether the statements below are true(T)or false(F)._(1)Payment by confirmed irrevocable L/C is a general practice for the company that Michael was working with._(2)There had been some business relations between Michael and Ms.Johnsons company._(3)Michael and Ms.Johnson a
23、greed on making payment 50%by L/C and the balance by D/A._(4)Michael agreed to deliver the goods before December._(5)Ms.Johnson wanted to have the goods during November so as to catch the shopping season.TTFFFPart II Listening PracticePractice 2Ms.Johnson:Lets move on to the terms of payment.What do
24、 you have in mind?Michael:OK.In our general practice,we only accept payment by confirmed irrevocable L/C payable against sight draft.Ms.Johnson:Well,could you make an exception?It will be of great help for us if you will accept D/A or D/P.Michael:Sorry,Ms.Johnson,we cannot do that.This is our first
25、time doing business.Perhaps after some more business between us,we will think of that.But now,we have to insist on payment by L/C.Ms.Johnson:To be frank,its expensive to open an L/C,for we have to pay a deposit and bank charges.It will tie up our money and increase our cost on imports.Michael:I unde
26、rstand.The trouble is that if we cant collect the payment on time,it will affect our capital turnover.For the sake of safety,L/C is the only thing we can accept.Ms.Johnson:What about 50%by L/C and the balance by D/A?Michael:Im sorry,but Im afraid we cant accept it.As Ive already said,we require paym
27、ent by L/C,though we know for certain that a company like you will never default.Ms.Johnson:OK.Now that weve dealt with the question of payment terms,Im eager to know if its possible to schedule shipment during November.Michael:Im sorry we cant schedule shipment in November.Ms.Johnson:When is the ea
28、rliest we can expect shipment?Michael:By the middle of December,I think.Ms.Johnson:That would be too late.These goods are urgently required by our customers for the shopping season in December.Also,our customs formalities will take quite a long time.Shipment has to be made before December,otherwise
29、we wont be able to catch the shopping season.Michael:Well,we will see what we can do.Part II Listening Practice2.Translate the underlined sentences by yourself,then listen to the dialogue again and check your translations.Ms.Johnson:（1）咱们接下来谈论一下支付方式吧。What do you have in mind?Michael:OK.In our genera
30、l practice,we only accept payment by confirmed irrevocable L/C payable against sight draft.Ms.Johnson:Well,could you make an exception?（2）如果贵方能接受付款交单或承兑交单，那对我们来说帮助就太大了。Michael:Sorry,Ms.Johnson,we cannot do that.This is our first time doing business.Perhaps after some more business between us,we will
31、 think of that.（3）但是现在，我们坚持要求信用证方式付款。Ms.Johnson:To be frank,its expensive to open an L/C,for we have to pay a deposit and bank charges.It will tie up our money and increase our cost on imports.Michael:I understand.The trouble is that if we cant collect the payment on time,it will affect our capital
32、turnover.For the sake of safety,L/C is the only thing we can accept.Lets move on to the terms of paymentIt will be of great help for us if you will accept D/A or D/P.But now,we have to insist on payment by L/C.Part II Listening PracticeMs.Johnson:What about 50%by L/C and the balance by D/A?Michael:I
33、m sorry,but Im afraid we cant accept it.As Ive already said,we require payment by L/C,though we know for certain that a company like you will never default.Ms.Johnson:OK.Now that weve dealt with the question of payment terms,Im eager to know if its possible to schedule shipment during November.Micha
34、el:Im sorry we cant schedule shipment in November.Ms.Johnson:（4）最早什么时候可以交货呢？Michael:By the middle of December,I think.Ms.Johnson:That would be too late.These goods are urgently required by our customers for the shopping season in December.Also,our customs formalities will take quite a long time.（5）装
35、运必须在12月之前完成，否则我们就赶不上销售旺季了。Michael:Well,we will see what we can do.When is the earliest we can expect shipment?Shipment has to be made before December,otherwise we wont be able to catch the shopping season.Michael,you just did an excellent job!Great!Why not report your phone call conversation with Ms
36、.Johnson to your boss to see what needs to be done next.Part II Listening Practice 3.DiscussionPart III Language Focuspart1part2part3part4part5Task 1 Listen to the dialogue and answer the following questions orally.(1)Who is the potential buyer in the dialogue?(2)How did Ms.Long know about Michael a
37、nd the company he was working with?(3)What is the purpose of Ms.Longs phone call?(4)Do they take special orders for printed shirt in Michaels company?(5)How long does it take for the company to make delivery for special orders?Ms.Long.From Ms.Johnson of Taco Export Import Strategies Corporation.She
38、was interested in Printed Shirts and wanted Michael to send catalogues,sample books and all necessary information regarding Printed Shirts.Yes,they do.It takes longer.But in no case would it take longer than 4 months.Part III Language FocusTask 2 Listen to the dialogue again and choose the proper qu
39、estions.a.How long does it usually take you to make delivery?b.Is there anything I can do for you?c.Do you take special orders?d.Whos calling,please?e.Would you tell us what quantity you require so that we can work out the offers?Michael:Sales department,this is Michael speaking.Good morning!Ms.Long
40、:Good morning Michael!Ms.Johnson of Taco Export Import Strategies Corporation informed us that youre one of the leading exporters for clothing and light industrial products in China.Michael:Thats true.(1)_?Ms.Long:Oh,sorry.This is Ms.Long from FLY Foreign Trade Company in UK.Michael:Hi,Ms.Long.Thank
41、 you for calling us.(2)_?Ms.Long:At present,we are interested in Printed Shirts and would be pleased if you kindly sent us by airmail catalogues,sample books and all necessary information regarding Printed Shirts.Michael:OK,I can do that for you right away.Hopefully,theyll familiarize you with the m
42、aterials and workmanship of our supplies.Ms.Long:Im sure they will.Meanwhile please quote us the lowest price CIF London,including our 5%commission.d b Michael:All right.Please rest assured that well quote you our lowest price.Im sure it will turn out to your satisfaction.Meanwhile,(3)_?Ms.Long:Shou
43、ld your price be found competitive and delivery date acceptable,we intend to place a large order with you.By the way,(4)_?Michael:As a rule,we deliver all our orders within 2 months after receipt of the covering letters of credit.Ms.Long:Excellent!One last question.(5)_?That is,do you make printed s
44、hirts according to our design or samples?Michael:Yes,we do.But just so you know,it takes longer,of course,for us to make delivery for special orders.But in no case would it take longer than 4 months.Ms.Long:Good!I really look forward to our cooperation.Michael:So do I!Looking forward to talking to y
45、ou soon.a.How long does it usually take you to make delivery?b.Is there anything I can do for you?c.Do you take special orders?d.Whos calling,please?e.Would you tell us what quantity you require so that we can work out the offers?ea c Part III Language FocusMichael:Sales department,this is Michael s
46、peaking.Good morning!Ms.Long:Good morning Michael!Ms.Johnson of Taco Export Import Strategies Corporation informed us that youre one of the leading exporters for clothing and light industrial products in China.Michael:Thats true.Whos calling,please?Ms.Long:Oh,sorry.This is Ms.Long from FLY Foreign T
47、rade Company in UK.Michael:Hi,Ms.Long.Thank you for calling us.Is there anything I can do for you?Ms.Long:At present,we are interested in Printed Shirts and would be pleased if you kindly sent us by airmail catalogues,sample books and all necessary information regarding Printed Shirts.Michael:OK,I c
48、an do that for you right away.Hopefully,theyll familiarize you with the materials and workmanship of our supplies.Ms.Long:Im sure they will.Meanwhile please quote us the lowest price CIF London,including our 5%commission.Michael:All right.Please rest assured that well quote you our lowest price.Im s
49、ure it will turn out to your satisfaction.Meanwhile,would you tell us what quantity you require so that we can work out the offers?Ms.Long:Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.By the way,how long does it usually take you to mak
50、e delivery?Michael:As a rule,we deliver all our orders within 2 months after receipt of the covering letters of credit.Ms.Long:Excellent!One last question.Do you take special orders?That is,do you make printed shirts according to our design or samples?Michael:Yes,we do.But just so you know,it takes