tradefair商务英语视听说

合集下载

《商务英语视听说》下册教案

《商务英语视听说》下册教案5授课章节名称：Unit Two 教材逻辑结构分析和学生分析：In this period, the students are supposed to learn the expressions about establishing business relationships and product promotion; they will watch a video about consulting about trade fairs. 教学目的：1.Know how to establish business relationships;2.Get to know how to promoting products;教学重点：How to act as a buyer or an exhibiter in a trade fair.教学难点：How to make a brief introduction of a factory or a company.更新、补充及删节内容：Ask the students to get more information about word famous trade fairs 教学方法与使用教具：Task-based teaching;Tape-recorderTeaching procedures:Step 1 Leading in1. Revise the famous trade fairs of China.Step 2 PresentationLanguage Focus AUseful expressions at trade fairsA.Greeting at trade fairs How do you do?Hello! You are welcome!I'm glad to see you.Nice to meet you.Good morning! Welcome to our stand.B.Introducing each other at trade fairs Let me introduce you to Mr. Li, General Manager of our company.It's an honour to meet you. My name is Thomas Clinton.rd like to make a self-introduction. Tm Richard Carter, Sales Manager of BIM.How do I prononce your name?How do I adress you?What line of business are you in?C.Negotiating at trade fairs While we appreciate your interest, we're very sorry to say that we can't reduce our price any further.We are satisfied with the quality of your samples, so business will depend entirely on your price.To a certain extent, our pruce depends on the size of your order.This product is now in great demand and we have in hand many enquiries from other countries.Thank you for your enquiry. Would you tell us what quantity you require so we can work out the offer?My offer was based on reasonable profit, not on wild speculations.D.Farewells Thank you for coming to our stand. You are welcome to our company if you want to know more about us.Nice meeting you. Please give us a call if you need more information about our products.Goodbye! Keep in touch.See you next time!See you later!1.Follow-up PracticePlay the tape and get the students to listen to the AsiaWorld-Expo and fill in the blanks on page 17.A.Check the answers.B.Ask the students to listen to the dialogue between Mr. Li and Mr. Brown in theExhibition Hall at the China Export Commodities Fair and choose the best answer to each question.C.Check the answers.2.Video 1A.Get the students to look at the pictures on page 18 to have a rough idea of the video.B.Ask the students to watch the video and identify who is the speaker of each of thesentences on page 18.C.Check the answers.D.Ask the students to watch the video again and choose the correct answer to eachquestions on page 19E.Check the answers.3.Post-viewingGet the students to work in groups to rank the importance of the seven steps considered important for planning a trade show. Exchange ideas and give explanations to their group members.a.select a trade fair carefullyb.Set a realistic budgetc.carry out advertising and publicityd.design the stande.train the exhibit stafff.schedule the timeg.select exhibits carefullyStep 3 Consolidation and Assignment(1)Get the Ss to read aloud the expressions about establishing business relationships andproduct promotion.(2)Assignment: Try to make a conversation about a seller and a buyer in the trade fair,you should use the expressions you have learned in this part.。

trade fair 商务英语视听说

R：Good afternoon, sir.what can i do for you?T：yes，i'd to buy some ski equipments.R：Is there anything in particular you’re interested in at this time? We have a wide variety of ski equitment for you to choose from. It’s all of the best quality . There are our latest styles.T: Em, i'm into your ski equipments. But, at first, I want to know more about your firm.R: Good.You’ve come to the stand. My name is Mr. Li.a priciple of this stand.T: Hello, I’m Mr. Smith.I'd like to know when was your firm established, and in which country?R: well, our firm was established in 1981,we've been in this line over thirty years.it's an American-based company, but has officers in many countrys in Asia and Europe.T: En, how many enployees are there in your firm.R: The number of employees is over 2,000.T: How about agents ?R: their are agents in Germany, Switzerland and Luxemburg,and France is our biggest market in Europe.T: That is great.what kind of skiing products do you mainly handle?R: R: We mainly trade in downhill and cross-country shi boots and accessories.And we will start manufacturing new-style downill skis,SKIWHIZZ next month.T: Oh? Can you tell me more about it?R: Here is a sample. You’ll see they are modern and elegant. What’s more, they are very wear-resisting than others on the market.T: Why?R: Just because materials is carefully selected for quality,and wo have many strict checks to control the quality.T: Oh, I see. Could you please show me the catalogue and pricelist?R: Sure, here you are.There are our latest illustrated catolouge and pricelist.T: Very impressive. But I’m afraid the prices are quite a bit higher than others’R: But ours are made of very good,You can’t buy suits of similar quality at such a price anywhere else.T: I’d like to discuss them with my boss. And we willcontact you later. Here is my business card.R: Thank you.Here is my card.Please feel free to contact me for any reason,I am looking forward to our cooperation.。

新视野商务英语视听说[(下册)]答案解析[[完整版]]

新视野商务英语视听说下Unit 1 A Factory TourPart Ⅰ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPart Ⅱ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase (5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPart Ⅲ1. (1) c (2) b (3) c (4) a (5) a2. (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 Ⅳ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)93 2(1)20～30 (2)13 (3)15 (4)30～45Part Ⅴ1. (1) c (2) b (3) c (4) c (5) b2. 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 Ⅵ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets Unit 2 Trade FairsPart 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 ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) TTask2(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 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) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement inyesterday’s New York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answerall the questions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (1) steel screws in all sizes(2) CIF(3) Because the supplier is able to supply larger quantities at more attractiveprices(4) The supplier’s offer.Part Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. 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 Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage ofthe 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 PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trialorder 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 Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.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 Ⅵ1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F2.(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 along-term relationship.(4) That really leaves us with nothing.(5) I’ll make that concession.Unit5 Placing an OrderPart Ⅰ(1) negotiate (2) accept and confirm an order (3) sign the contract(4) confirm the order (5) confirm further ordersPart 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 themTask21. (1) F (2) F (3) F (4) T2. (1) b (2) c (3) a (4) bPart Ⅲ1. (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 desiredphotocopier. 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 should n’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) logoPart Ⅴ1. (1) acd (2) d (3) c (4) c2. 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 asthe 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 & QuantityUnit 6: Terms of PaymentPartⅠA Japanese YenB United Stated DollarC Pound SterlingD European DollarE Korean WonF Canadian DollarPart ⅡThe correct order is: c-a-b-e-dTask21. (1) b (2) a (3) b (4) c2. (1) collection (2) Documents against Payment (3) Documents against Acceptance(4) expenses (5) procedures (6) actual payment (7) collecting (8) non-paymentPart Ⅲ1. (1) b (2) c (3) a (4) c (5) c2. A: since we have reached an agreement on the price, quality, quantity and packagingof 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 Ⅳ1. The correct order is: a-i-e-g-b-f-c-j-d-h2. (1) lump sum payment (2) payment by installment (3) cash on delivery(4) advance payment (5) 25%, final acceptance (6) one monthPart Ⅴ1.(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 immediately2.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, yesB: 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 datedJanuary 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)draftsUnit 7 DeliveryPart Ⅰ1.□time of establishment of the L/C□availability of shipping space□supply of raw materials□amount of orders to fulfill at the producer’s side2.(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.Part ⅡTask1(1)one month after we signed the contract(2)the shipping agent, get the necessary shipping apace(3)Our supplier, the supplier is short on materialsTask21.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)their stocks2.(1) at the beginning of November (2) before end of September for the Christmasrush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of OctoberPart ⅢConversation 1: 3 months after the contract is signed, NoConversation 2: July, mid-June, no shipping spaceConversation 3: by the end of September, YesPart Ⅳ1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromiseon this and make September 25th the last possible shipment date.2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possiblePart Ⅴ1. (1) c (2) c (3) a (4) b2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.Part Ⅵ1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.2. (1) T (2) F (3) F (4) T (5) FUnit 8 Complaints and ClaimsPart Ⅰ(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership(7)invoicePart ⅡTask1(1)defective items (2) insurance, shipping (3) pay compensation (4) provide areplacement, return the money (5) ask for compensationTask2(1)order (2) breakage (3) 30% (4) withholding payment (5) call me back(1)Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back (5) 0181-993 421 (6) 5:30Part Ⅲ1.Appropriate responses: 1-3-4Inappropriate responses: 2-52.(1) c (2) a (3) b (4) c (5) bPart Ⅳ(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperationPart Ⅴ1.(1)A: The quality is different from that of the approved samples(2)A: The pictures of products with the wrong colour(3)A: Send the replacement(4)A: Send the replacement immediately(5)A: No2.A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.B: Well, do you have any evidence?A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.Part Ⅵ1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.(3) Turn to the insurance company for compensation.Unit 9 MarketingPart Ⅰ Warm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategyPart Ⅱ Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profitsTask2(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budgetPart Ⅲ1.Checklist: a- c-d-f-g2.Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part Ⅳ1.Checklist: a-c-d-e-g2.(1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net(9) fashion magazinesPart Ⅴ1.(1) c (2) b (3) c (4) a2.Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions? Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you’re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?Man: Mm… I can only hope that won’t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part Ⅵ(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited selection dishes.(5) YesUnit 10 AdvertisingPart ⅠAmway: outdoor billboard, TV commercialEsprit: fashion magazinesIKEA: cataloguesNestle: TV commercials, magazinesMc Donald’s: sports sponsorship, outdoor billboards, TV commercialsSony Ericsson: outdoor billboards, magazinesStarbucks coffee: word of mouthVolkswagon: magazines, TV commercials, outdoor billboardsPart ⅡTask1(2)E (3) A (4) G (5) D (6) B (7) FTask21. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers2. (1) a (2) c (3) bPart Ⅲ1.Leaflets & flyers: local shops & fitness clubsShowrooms: Nokia, ToyotaSports sponsorship: Coca-cola, BenzRadio advertising: local restaurantsTV commercials: Amway, Mc Donald’sThe Internet: IBMMagazines: omega, DellOutdoor billboards: China Unicon, Petro China2.(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people Part Ⅳ1. sponsorship; posters; radio; TV commercials2. (1) c (2) b (3) a (4) c (5) aPart Ⅴ1. b-e2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part Ⅵ1. Automobile, Marmalade, Furniture, Ice cream2. (1) c (2) a (3) d (4) b。

商务英语视听说PPTunit

Asking for information
Requesting Prices
Would it be too much to ask you to respond to my question by tomorrow?
May I have a copy ot delivery
5. How long is the warranty on these computers
6. Canned foods are of special interest to me, particularly canned fruit and meat.
Evaluation by traders
Part IV. Video 1
3 international and domestic trade fair Do the role play-using sentences
4 and phrases learnt in this unit
Reasons for visiting trade fairs
Learning about novelties Displaying and marketing new products Looking for new business partners Meeting with current partners Participating in business meetings Participating in conferences and seminars
Trade Fairs
2012年3月第四次课新视野商务英语视听说
Learning Objectives
1 Comprehend basic trade fair vocabulary

unit 2 trade fair 新视野商务英语视听说下 U2

Pre-viewing
Viewing 1. Watch the video and identify who is the speaker of each of the following sentences.
00:05 / 03:00
Task 1
Listen to an introduction to Expo 2010 Shanghai China and decide whether the following statements are true (T) or false (F).
Task 2
1. Alfred is a marketing specialist. He is making a speech on trade fairs. Listen to the following part of the speech and fill in the blanks.
Script
Trade fair conversation
❖ 欢迎参加我们的展摊。 ❖ Welcome to our booth. ❖ 我想同你谈谈所展出的产品 ❖ I wish to have a discussion with you about the products
on display. ❖ 我很高兴有机会与你面谈。 ❖ It’s a pleasure to have a chance to talk business with you
Innovative adj 富有创意的
1. LFisotellnowto-uthpePinrtarcodtiuccetion to the Asia World-Expo and fill in the blanks.

商务英语视听说

商务英语视听说Consignment寄售 Commission 佣金Produce 农产品 Product 工业产品It’s a usual practice that agents should be paidProduction 产量 Productivity 生产力 on commission basis. Commissionis theOverall impression 总体 payment given to the agents or brokers forA big helping of 一大份their principals. It’s theremuneration\paymentPromotional literature 宣传材料 to selling agents by the exportersor theFootage 电影胶片 Lean 高效精干的 remuneration to buying agents bytheElevated walkway 高架行人道 importers in international trade.Affiliated 附属的 Trial order 首次订单PowerPoint slide 幻灯片 When buyers are not so familiar with the new state-of-the-art 达到最先进水平的 products or not so convinced bythe reputationmilestone 里程碑 of the sellers, they will make an initial attempt ready made 现成的 by ordering a small quantity of certainepitomize 为的缩影 products, which is known as a trial order. If it embody 表达 disseminate 传播 proves successful, long –term cooperation anddemonstrate 展示 delegate 代表 repeated orders will come in.lead 线索 booth 展台 Document against payment 承兑交单enquiry 询盘 offer counter 报盘还盘 It means documents can only be handedback up 支持 broker 经纪人 over to the buyer when he paid the amount ondeposit 订金 trade faire 商品交易会 the draft. In this case the banks will only dointeraction 合作 the service of collecting and remitting and will claim and arbitration 索赔与仲裁 not be liable for non-payment of the importer.firm offer 实盘 It can be further divided into Documentplace an initial order 首次订单 Against Payment At Sight and Documentplace an repeat order 重复订单 Against Payment after Sight.letter of credit 信用证 Lump Sum Payment 一次性付清irrevocable L\C 不可撤销信用证 It refers to a single payment for the total amount due，as opposed to a series of periodic revocable L\C可撤销信用证trade directory 商务目录 payments. it may spare the seller thetrade association 行业联合会 collection problems and the risk of postponeddrew up 草拟 Periodic payments. And it allows the seller thespecial indication of price 参考价格 Immediate use of the money. The buyer canturnover 营业额 ask for more favorable terms with lump sum payment. However，it may cause cash flow in one lot 一次发运without engagement 无约束力的 problems and increase risks for the buyer. 词组 chambers of commerce 国内外商会 Novelty 新奇，新鲜事物consulate 领事馆Venture 事业企业 textile 纺织品 trade directory 商务目录Speculation 推测投机买卖 trade associations 行业联合会Aggressive 好争斗挑衅 the export commodities fair进口商品交易会Ceramic 陶瓷的 exhibition and trade fairs商品展示会交易会 promotional literature 宣传材料 remain valid 有效期epitomize 为…的缩影 inventory 存货 backlog积压订单putter 轻击棒 invoice value 发票金额 be subject to 由决定on the high side 偏高 payment in part 部分付款 breaking dead locks打破僵局 order 付款通知 in the light of 由于 by remittance 汇拨支付 make concession 让步 in full 全额支付 half way 各让一步 mandatory 强制的verify 核实 supply exceed demand 供大于求 discrepancy差距 confirming bank 保兑银行 place a firm order 确定订单 payment by installment 分期付款 bidding 报价 arbitration 仲裁 cash on delivery货到付款 early settlement discount 提前付款优惠 cash flow 现金流 rest assured 放心incentive discount 刺激性折扣 line of business 行业 grant for 同意envisage 设想 agency agreement 代理协议 documentary credit 跟单信用证sales confirmation 销售确认书 invoice value 发票金额 be committed todoing 忙于做某事 freight to collect 运费到付 be occupied with 忙于marketing channel 销售渠道 execute an order 执行订单 end user 最终消费者in duplicate 一式两份 slip-up 疏忽 dispatch 派遣发出 gross| net weight 毛en route 在途中 |净重automatic document feeder自动送纸器 prior to 在…之前 relieved 放心的cover 给..保险 insurance policy 保险单exchanges 磋商 cardboard box 纸盒 consumption 消费 withhold 拒给 alternation 改动 lodge |entertain a claim 提出|受理索赔 plastic wrapper 塑料包装 target market 目标市场solar-powered 太invalid and void 失效阳能的cast my mind 回忆是 medium-priced 中等价位的 wracked my mind绞尽脑汁fashion-oriented 符合流行趋势的 bear with me 耐心听我说 out-fit 全套服装go down well 受欢迎的 elevated people 高层人士in an affluent society 富裕的 prime time 黄金时段assert one’s view 坚持某人的看法abbreviated 缩写的assertive 坚强而自信的 substantial 牢固的实质大量的inventory 存货 as per our last discussion 按照根据我们最后讨论 preferential 优惠的 commodity inspection bureau 商品检验局sanitary 卫生的acknowledgement 确认通知 commercial integrity商业信誉pneumatic 风动的 promissory note 本票draft、bill of exchange 汇票 reinstate 恢复deferred payment 记账赊账 Federal Express联邦快递公司 deposit payment 订金付款 optical 光学的 embody 表达 payment respite 延期付款canteen食堂 virtual 虚拟的 progressive payment 分期付款 solar-powered太阳能的medium-priced 中等价位的 pay on delivering(pod)货到付款timber 木材 outfit 全套服装 payment on terms 定期付款baffle 使困惑 brag 吹嘘league 联盟 editorial 编辑的 1、 you would save a lot if you order a litter flexibility灵活的 more. We offer a discount for large orders prospect 可能成为主顾的人 2、 if the quantity is too small， there is no ROI(return on investment)投资回报率 discountsurvey report 检验报告 shipmentinsurance policy 保险单 1、 is there any way to make the shipment defective 有缺陷的 earliercover 给….投保 install 安装 2、 the goods we ordered are seasonal goods profitable 盈利的 slip-up 疏忽 and it would be better if you could ship halt 使停止 firm order 确定订货 them in one lothousehold家庭的 3、 unless we receive the goods we ordered 汉译英within the next seven days，the order will报盘还盘 be cancelled and placed elsewhere Offer 报盘 4、 as we arein urgent need of these Price articles，could you manage to speed up 1、we’re willing to make you a firm offer at delivery,this price Refuse an offer2、 we can offer you a quotation based upon Pricethe international standard 1、 we regret we have to decline your offer 3、 we are in a position to offer tea from our 2、 your price is too high to interest us intostock entering a negotiation4、 my offer was based on a reasonable profit 3、 I appreciate your position，but we simplyexpectation，not on wild speculation can’t afford to accept your price 5、 let me make you a special offer Because of quantity quantity We can’t handle order that small 1、I’m sorry，we can only supply you with 1，I’m afraid we’re not able to supply as 000 sets at present much as your require2、 this is the maximum quantity we can Shipmentsupply at present The delay in delivery will cause inconvenience 3、we will try to meet you request for the We don’t think it’s a good idea to unload theadditional 10，000 tons of coal Chinese teas in Londondate of shipment 商务背景知识1、I’m sure that shipment will be effected Trade fairsaccording to the contract stipulation A trade fair is an exhibition that has been 2、I’m sorry that we can’t advance the organ ized so that companies in a specifictime of delivery industry sector can showcase and Counter offer demonstrate their latest products and Price services，study the activities of their 1、 Your quotation is on the high side competitorsand examine recent trends and 2、 You ask for at least 5% more than the opportunities. Some are open to theyour competitors do Public, while others can only be attended by 3、We are happy to accept your offer company representatives and members of theprovided that you cut y our price by 2% ‘mass media’. They are classified as either Quantity ‘public’ or ‘trade only’. In history, moderntrade fairs still follow some of the traditions of quantity, packing and other aspects of thegoods. If the buyer finds anything that is not trade fairs established in late medieval Europe.in conformity with the contract, he might As innovation and manufacturing increased,produce and craft producers often visited complain and further file a claim against the towns to attend trade fairs in order to sell seller. These seller should settle the claim and showcase their products. properly.What is factory tour? AdvertisingFactory tour is an important part in business Advertising aims to increase sales by making activities. Buyers will get a comprehensive a product or service known to a wider understanding of the products and the audience，and by highlighting its positive production process in the tour. Meanwhile , qualities to the public. A company can themanufacturer can demonstrate their advertise in a variety of ways，depending onadvantages to attract buyers. how much it wishes to spend and thesize and What is trade fairs? type of audience it wishes to target Atrade fair is an exhibition that has been Marketingorganized so that companies in a specific Marketing involves finding out what your industry sector can showcase and customers want and supplying it to them at a demonstrate their latest products and profit. Marketing is how you define your services. Generally speaking, tradefairs are product，promote your product， distributenot open to the public and can only be your product，and maintain a relationship attended by company representatives and with your customers.members of the press. DeliveryWhat is making enquiries? Delivering the goods on time is very An enquiry is a request for information on the important to the buyer because the buyer supply of certain goods. In international trade, needs to catch the season. On the other hand, an enquiry is usually made by a prospective it takes time for the seller to arrange buyer without engagement. He\she may send production after signing the contract. an enquiry to a seller inviting a quotation or Sometimes it is not easy to reach a point to simply asking for some general information the satisfaction of both parties. concerning the goods in which he\she shows Inquiries 询盘interest. Example 1Placing an order Dear Sirs,After the exchanges between the buyer and We thank you for yourletter of May 3 the seller, the buyer may issue a request to and shall be glad to enter into business purchase a specified amount of goods. A relation with you.formal order should contain: name and article We have seen your brochure and number, quality and specifications, quantity, interested in ###. We shall be pleased if you delivery, unit price and total amount, terms of will kindly send us samples and all the payment, etc. accuracy and clarity about all necessary information regarding these the requirements are essential in placing an products.order. Example 2Complaints Should your price be competitive and date Upon receiving the goods delivered by the shipment acceptable, we intend to place a seller, the buyer will check the quality, large order with you.Offer 报盘Dear Mr. *We thank you for your email enquiry for ****In reply, we offer firm, subject to your reply ~~~Pleased note that we have quoted our most favorable price and are unable to entertain any counter offerCounter offer 还盘1. 报价比较高We acknowledge receipt of both your offer of ##时间and samples of 样品名称，and thankyou for these.While appreciating the good quality of your 商品， we find yourprice is rather too high for the market we wish to supply.其他家的报价比你的低 all of them are atprices from 10% to 5% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in you price,提出折中点，you may think itworthwhile to make a concession.回复Dear Mr.We confirm having received your telex###, asking us to make a # reduction in our price for 什么商品. Much to our regret, we are unable to comply with your request because we have give you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and anyfurther enquiry will receive our prompt attention.。

商务英语视听说-国家精品课程课件PPT

商务英语视听说
U1
Part I
Warm-up
Brainstorm What is your first consideration when you are looking for a job?
It can bring your ability and potential into full

3
4 5
Language Focus
Viewing and Speaking
Case Analysis
Foreign Languages College Hunan International Economics University
Business English: Viewing, Listening & Speaking
Foreign Languages College Hunan International Economics University
Business English: Viewing, Listening & Speaking
商务英语视听说
U1
How to succeed in your job interview
Sample 1
Foreign Languages College Hunan International Economics University
Business English: Viewing, Listening & Speaking
商务英语视听说
U1
I am graduating in June from ABC University and my major is hotel management. I am an outgoing, energetic person. I enjoy teamwork very much. As part of my degree program, I needed to finish different projects with my teammates. I possess excellent interpersonal skills and a very positive attitude. My career aspiration is to become a successful hotelier. During my internship at the Grand Hyatt, I worked as a receptionist. My duties included offering friendly and efficient check-in and checkout service to guests, answering phone calls, taking and passing on massages to guests. I find that if I can make the guests happy, I will be very happy, too.

商务英语视听说 PPTunit4

3
Trade fairs are alsoБайду номын сангаасgood opportunities for building new businesses since many potential customers and suppliers are concentrated in one place.
Part V. Language Focus B
Part. III
Expressing business relationship
1.The purpose of this meeting is to explore possibilities of doing business together. 2.We are a small company but we are flexible and efficient. 4. I strongly recommend this item. I am sure you will be pleased with it. 5. How long is the warranty on these computers 6. Canned foods are of special interest to me, particularly canned fruit and meat.
tradefairstradefairs2012年3月第四次课新视野商务英语视听说learningobjectivescomprehendbasictradefairvocabularyunderstandhowtoparticipateinatradefairrecognizesomefamousinternationalanddomestictradefairdotheroleplayusingsentencesandphraseslearntinthisunit12433reasonsforvisitingtradefairs?learningaboutnovelties?displayingandmarketingnewproducts?lookingfornewbusinesspartners?meetingwithcurrentpartners?participatinginbusinessmeetings?participatinginco

商务英语视听说作业——Trade Fair

Steps
Firstly: Asking for information about each company or introducing company. Secondly: After learn about each other. 1.Asking the information about products of… 2.Requesting prices 3.Asking about delivery 4.Asking for discounts Finally: We are successful to establish the business relationship.
The CC Company Profile
Established time: In 1992 Headquarters: Sichuan China Employees: Over 12thousand Annual revenue: 8 billion dollars Oracle China Branches: Beijing, Shanghai and Guangzhou. Services provided: Consulting service, online service, after

1.Finding suitable products (Include: price, quality,
etc.)
2.Learning about novelties
The same purpose:
Explore possibilities of doing business together.
selling service
Product Profile
1. This is one of our latest designs and top brands. 2. It’s our best selling. 3. This type of product comes in different colors and flavors. 4. Our product is elegant, durable and reasonable in price. 5. We have a large range of size. 6. This item is far above standard quality.

商务英语听说教程下unit3Trade Fair

Schedule for Guangzhou International Trade Expo 2016
* Listening
Part A - Task 1 Conversation
D:Good morning. This is Noble Exhibition Company. Can I help you? T:Yes,please.I’m calling to ask for some information about stand-booking . D:OK.What would you like to know? T:Firstly, do I need to book the stand early ? D:In our company, the answer is yes since if you book early, you may receive a discount and you will have more time to prepare for your exhibition and what is more important is that you may have a better choice of stand. s T:I see. So if I book early, how much discount can your company provide? D:It depends on the size and the location of the stand. Generally speaking, if you book early, we can offer a 15 percent discount . T:I got it. Then what about the size of a stand? D:It should be based on our products displayed and your budget .I suggest that your stand should have more frontage than depth for the consideration of better traffic exposure. T:I agree with you.I really want to select a stand with high traffic flow . D:So do you want to book a stand now? T:Sure. D:May I have your name, please? T:…

商务英语视听说下参考答案

Unit OnePart I Lead-in1.1) An inquiry is a request for information.2) The importer usually inquires the exporter for information or an offer for the goods hewishes to buy.2．A quotation is merely a notice of the price of certain goods at which the seller is willing to sell.3.1) B 2) C 3) APart II Listening & Speaking 1I Listening1.Listen to the passage and fill in the blanks.customers; a newly established firm; business relations; all the necessary information; a new customer; channelsa. banksb. Chamber of Commercee. business houseg. trade directoryi. market investigationj. trade fairs and exhibitions2.Listen to the passage and fill in the missing information.the Commercial Councilor’s office; a leading exporter; a good market in our country; price;terms of payment3. Listen to the dialogue and answer the following questions.1) Who is calling the manager of the exporting department?John Smith from the Carter Trading Company.2) Why does he call the manager of the exporting department?He thinks that there might be some opportunities between the two companies.3) What does he ask the manager of the exporting department to do?He asks the manager of the exporting department to send him brochures and illustrated catalogues.4. Listen to the passage and complete the notes.1) telephone, fax, or e-mail; the type of goods you are enquiring about; give a lot ofinformation about yourself; any particular items you are interested in2) specific and state exactly what you want; samples or patterns; invited to visit a showroom3) a prompt reply would be appreciated; a regular customer; quote competitive terms and offerconcessionsPart III Listening & Speaking 2I Listening1.Listen to two passages and complete the notes.1)an action undertaken by buyers; to acquire product details; the prices of goods; the termsof payment; under what conditions the deal can be made; prompt, definite and helpful2) you should decide exactly what you want before you write; would be at a total loss torespond; without knowing your company’s needs; should narrow down the type your company would consider; 3,000 copies a month; 25 copies at any one time; what you are looking for; you motivate her response2.Listen to a letter off inquiry and fill in the missing information.your inquiry of May 20; quoted; a range of designs and colors; in your market; catalogue;might be of interest to youII Interpreting(1)A: We're thinking of placing an order for Chinese tea with you.B: Which would you prefer, black or green tea?A: Both are very popular in my country. Could I have a look at your samples?B: Sure. This is Oolong Tea from Fujian and Longjing Tea from the West Lake, …A: They are really very good in color and flavor. No wonder your tea has been well received by so many people. Could you give me some indication of your price?B: Here is our price list. All the prices on the list are subject to our final confirmation.(2)A: Good morning, sir.B: Good morning. I’ve seen your catalogue and I’m interested in your Flying Pigeon Bicycle. I think this type of bicycle will have a ready market in Canada. This is a list ofmy requirements. Could you quote us your lowest price CIF Vancouver?A: We generally quote on a FOB. basis. Just a moment. I’ll work it out for you.(3)A: Hello!B: Hello! I’ve seen your catalogue and I’m interested in some of your products.A: You chose well. These products are selling well in your neighborhood. I believe they will have a ready market at your end.B: Could I have a look at your samples?A: Sure. Here you are.B: I’m very pleased with your products. I’m considering placing an order as long as your terms and conditions are acceptable.A: Here is our price list. These products are in great demand at present. So place your order early if at all possible.Part IV Supplementary Reading1．A sales enquiry can be generated in a number of ways. It can be a phone call, a letter, call for tender, fax or e-mail, or it may be as a result of contact by a representative，through your advertising, or direct marketing.2．Sales enquiries can be divided into active enquiries and passive enquiries.3．To take the active role.4．1) Decide whether we can do what is required, and also whether we should do it.2) Produce an estimate or price accurately and quickly.3) Have a process for keeping the customer informed at various stages of the process.4) Have a well-defined system of authorization, that does not impede progress, but doesensure decisions are made by the right people.5. Generally the steps are estimating, pricing, and proposal.Unit TwoPart I Lead-in1.Match the following currencies with their abbreviationsAustralian Dollar AUDCanadian Dollar CADHong Kong Dollar HKDNew Zealand Dollar NZDU.S. Dollar USDSwiss Franc SFrEuro Dollar EURGreat Britain Pound GBPJapanese Yen JPYSingapore Dollar SGDRenminbi RMB2.Match the Incoterms with their Chinese equivalents.CFR ( Cost and Freight) 成本加运费CIF ( Cost, Insurance and Freight) 成本,保险费加运费CIP ( Carriage and Insurance Paid To) 运费和保险费付至CPT ( Carriage Paid To) 运费付至DAF ( Delivered at Frontier) 边境交货DDP ( Delivered Duty Paid) 完税后交货DDU ( Delivered Duty Unpaid) 未完税交货DES ( Delivered Ex-Ship) 目的港船上交货DEQ ( Delivered Ex-Quay) 目的港码头交货EXW ( Ex-Works) 工厂交货FAS ( Free Alongside Ship) 船边交货FCA ( Free Carrier) 货交承运人FOB ( Free on Board) 船上交货3.Open4.OpenPart II Listening & Practice 1I Listening1.Listen and write down the following quotations.1) AUD 100 per dozen EXW Guangzhou(2) CAD 200 per kilogram FCA Guangzhou(3) EUR 137 per set FOB Shanghai(4) JPY 597 per unit FAS Shanghai(5) HKD 167 per piece CFR Hong Kong(6) SGD 463 per metric ton CIF Singapore(7) USD 800 per set CPT Geneva(8) CHF 2,629 per kilogram CIP Geneva(9) USD 325 per set Delivered at Sino-Mongolian frontier(10) EUR 317 per piece DES Marseilles(11) GBP 500 per unit DEQ London(12) EUR 386 per metric ton Delivered at 5 Maple Road, Bonn, Duty Paid(13) EUR 1,000 per metric ton Delivered at Maple Road, Bonn, Duty Unpaid2.Listen to the passage and fill in the missing words or expressions.1) offer; goods; a firm offer; non-firm offer; quality or specifications; details of prices; termsof payment; packing; buyer; counter offer; offer→counter offer→counter-counter-offer2) exporting; revenue; Appropriate pricing; establish all relevant market data; a particularmarket area; adjust prices; supply and demand; rising or falling; profit margin; The quality and quantity of the products; fluctuations3. Listen to the passage and complete the notes.quotes a price; taxes; gross prices; net prices; legally binding; when prices tend to fluctuate;are subject to change; hold the goods for a certain time; to protect their reputation; discounts;a trade discount; a quantity discount; a cash discount; a loyalty discountPart III Listening & Speaking 2I Listening1.Listen and fill in the missing information.A.100 cases; 5 kilograms per case; at USD25; CFR European main ports; September, 2002;five days.B.50,000 tons; USD 225;C. 200 kilograms; USD 120; FOB Shanghai.D. subject to our final confirmation; 8111 Pure Silk Fabrics; 382913-AB; 50,000 yards; inwooden cases; USD3.7 per yard CIF London; To be made in three equal monthlyinstallments; March 23, 2002; to be opened 30 days before the time of shipment;E. letter; reply; June 1; offer; 80 metric tons; 2002 Crop; USD765 per metric ton;June; transshipment; terms and conditions; insurance; 130%2. Listen to three paragraphs and fill in the blanks1) counter-offer; offer; sellers; consider2) buyers; bid; price; commodity; made3) an intermediary; the money; 2% of commission; price reduction; ―special discount‖;promoting and expanding sales; excluded from the export price.II Interpreting(1)A: Here is our offer for 1,000 cases of jasmine tea.B: Well, your price is too high to accept. It’ll be very difficult for us to make any sales.A: You must be aware that the price of jasmine tea has been increasing.B: But Vietnamese suppliers give a lower price.A: Every one in the trade knows that our jasmine tea is far more superior.B: I don’t deny the quality of your jasmine tea. But competition is keen. Many suppliers are in fact cutting their prices trying to get a larger market share.A: So far, our product can handle the competition well. We’ve had many orders and more are coming. It just shows that our product is competitive and our price is attractive.(2)A: Here is our price list. All the prices in the list are subject to our final confirmation.B: By the way, do you allow any commission?A: Well, our prices are quoted on an FOB net basis. As a rule, we don’t allow any commission.B: But you know, we’re a commissioned agent. We do business on a commission basis.Commission transactions will surely help to push the sale of your products.A: Yet your order is really not large enough.B: What quantity would you consider to be a large shipment?A: USD 500,000 or over.B: Wow, really substantial. Well, Mr. Chen, this is our first transaction. Can you be more flexible and offer us more favorable terms? It might be possible for us to establish along-term relationship.A: O.K. We would grant you a 3% commission if you place an order of USD 400,000.B: We appreciate your concession very much. However, we can usually get a 5% commission from our European suppliers.A: Mr. Green, our price itself is already favorable. It is for our future business that we make this exception. This is the best we can do.B: All right, we’ll have to accept it.(3)A: Mr. Wright, here is our offer for 5,000 metric tons of grade A red beans, USD175 per metric ton, CIFC 5% Rotterdam.B: Your price is on the high side, Mr. Chang. It’s impossible for us to conclude any transactions at this price.A: I don’t know why you think so. Frankly speaking, we wouldn’t quote you such a low price if you were not our regular customer. I bet y ou can’t get such a favorable pricefrom other suppliers.B: We got an offer from a Thailand supplier yesterday. Their price is 3% lower.A: You must take the quality of our red beans into consideration. Every one in this trade is well aware that the Chinese Grade A red bean is of superior quality. So the price ofgrade A commodities of course must be higher than those of inferior quality. Besides,there is a strong demand for Grade A red beans. A lot of orders are pouring in from allover the world. Most of the importers think that our offer is reasonable. I believe you'llmake profits buying at this price.(4)A: Your price is 5% higher than that of the last transaction.B: You know production cost has increased a great deal recently. We also need to consider upward trends when we fix the price.A: But it will be very difficult for us to persuade our clients to buy at such a price. You'll have to reduce your price by 5%.B: Your counter-offer is far beyond my reach. We can’t s tand such a big cut.A: We make this counter-offer based on the offers from other suppliers. We made inquiries to some suppliers at the same time and found that your price is higher than the othersuppliers.B: Could we just put this problem aside? Could you give me an idea of the size of your order first?A: It will largely depend on the price you offer. If you could make a 5% reduction, we would place an order of 100,000 pieces.B: All right. Shall we move together? We reduce the price by 3% on the condition that you increase your order to 200,000 pieces. This is our rock-bottom price.A: O.K. Let’s call it a deal.Part IV Supplementary Reading1.Pricing should be postponed until all of the other aspects of the transaction have beendiscussed.2.By presenting a more comprehensive negotiating package in a well planned andorganized manner.3.The exporter should react positively by initiating discussions on non-price questions,instead of immediately offering price concessions or taking a defensive attitude.4.The importer may press the exporter to make a concession on quantity discounts,discounts for repeat orders and improved packaging and labeling (for the same price).5.The importer may object to the initial price quoted.Unit ThreePart II Listening & SpeakingI Listening1.Listen to the dialogue and answer the following questions.1) Pillowcases, Article No. 201.2) 2,000 pieces.3) No. Because pillowcases Article No. 201 are the best selling goods. They are sold out fastevery year.4) She has to pay a higher price in order to get 2,000 pieces.2.Listen to a passage and fill in the missing information.quotation of Nov. 15; with samples; quality; prices; place a trial order; Ladies’ nylon pants;20,000 pcs; USD0.20/pc; USD4000.00; Bags; 500 pcs; USD1.00/pc; USD 500.00; a good market; place further and larger orders.3．Listen to a passage and decide whether the following statements are true or false.1) F 2) T 3) F 4) F 5) T 6) T 7) F 8) TPart III Listening & Speaking 2I Listening1．Listen to three dialogues and decide whether the following statements are true (T) or false(F).1）F 2）F 3）F 4）T 5）F 6）F 7）T 8）F 9）F 10）T2．Listen to a passage and answer the following questions.1）To check that the products are available and to confirm the order with the customer.2) No.3) The stock control system.4) You send an invoice to the customer.3. Listen to a passage and fill in the blanks.1) interest; to make enquires; place an order; publicizing and promoting; client; delivery;replacements; after-sales service2) letters, faxes or e-mails; a formal order; a firm order; terms and conditions; the articlenumber; the port of destination; the payment terms; execute the orderII Interpreting(1)A: We’ve received your inquiry, Mr. Smith. But we are sorry to tell you that the goods you inquired for are out of stock. You’ll have to wait for two months.B: Two months! It will be too long. Our customers are in urgent need of the goods.A: There’s nothing we can do. Our products have been well received for their high quality and reasonable prices. So demands have often been exceeding supplies. Though we havetried to speed up production, we still can’t meet the increasing demands. So I’d like to recommend to you the HRF-279.B: Our clients are familiar with GSB-112, but not HRF-279. How do I know that it will sell well in our market?A: Don’t worry. The HRF-279 has been selling well in Europe and in Southeast Asian countries. I’m sure it will have a ready market at your end.B: I hope so.(2)(On the phone)A: We have received your sample and are very satisfied with it. We’ll be placing a trial order for 50,000 sets. The order form will reach you tomorrow.B: We’re glad to accept your order. May I remind you that the sample should be added as part of the first shipment.A: No problem. Whenever we place an order, we always ask for a sale by sample agreement, so we can be sure of the quality of the product.B: Don’t worry. Our products are always as good as the samples we send.A: Thank you. If they sell well in our market, I can promise you that substantial orders will follow.(3)A: Hi.B: Hi. Nice to see you. How’s business?A: Not bad. How’s everything?B: It is the off-season in my market, since spring festival has just passed. I found that your sales of bicycles have been falling off lately, haven’t they?A: That’s because we have switched to car accessories.B: Then, are you still handling bicycles?A: I am, but not on a large scale. Are you thinking of placing an order for some bicycles?B: I’m considering placing an order for 50,000 sets if your price is workable.Part IV Supplementary Reading1.“China’s entry into the WTO is a historic event for China’s opening and reform‖,“astrategic decision by the Chinese government faced with the situation of economic globalization, and conforms with the target of China’s opening & reform and the construction of a socialistic market economic system‖. As a landmark historical development, China’s entry into the WTO symbolizes a new phase of China’s opening and reform, and will have a significant and far-reaching impact on the economic and social development of China in the new century.2.According to WTO rules, all WTO members have the right to enjoy equal and justtreatment, and have the obligation to observe the organization’s various regulations.3.The Chinese government has promised (1) to reduce the import tariff of 5000 kinds ofgoods as of January 1st, 2002, bringing the overall tariff level down to 12% from 15.3%,with a reduction rate of up to 73%, (2) to eliminate the quota licensing management of foodstuffs, wool, cotton, acrylic fibers, polyester pellets, fertilizer, and some tires as of the 1st of January 2002. By January 1st of 2005, non-tariff measures for over 400 kinds of goods will also be eliminated.4.The Chinese government should perform the obligations of Notification and Inquiry.5.China should ―make scientific analysis and comprehensive understanding of theadvantages and disadvantages, opportunities and challenges of entry into the WTO.When faced with advantages, take opportunities and make positive use of them; with disadvantages, work hard and strive to avoid risk‖.Unit FourPart I Lead-in1.Match Column A with Column BRevocable L/C 可撤销信用证Irrevocable L/C 不可撤销信用证Sight L/C 即期信用证Usance/time L/C 远期信用证Documentary L/C 跟单信用证Clean L/C 光票/无跟单信用证Standby L/C 备用/保证信用证Revolving L/C 循环信用证Red clause L/C 红条款信用证Reciprocal L/C 对开/互开信用证2.Open3.Below is a sample of irrevocable letter of credit which illustrates the various parts of a typicalletter of credit.1. 1.2.3.2. No.3. within 21 days from B/L date4. Questions for reflection1) T/T 2) open account 3) L/C 4) D/P 5) L/C 6) escrowPart II Listening & Speaking 1I Listening1. Listen to a passage and fill in the blanks.the letter of credit; reliable; safe; buyers; sellers; buyers; the opening bank; finance; collection; Documents against Payment; Documents against Acceptance; expenses; procedures; a risk;actual payment; collecting; non-payment; shipping documents; D/P at sight; D/P after sight; immediate payment; D/P; make payment; 45; 90; the documents; pays; acceptance; promise; the financial standing of the importer is sound; have convinced; payment.2. Listen to the dialogue between the bank clerk and the customer and answer the following questions.1. To make an investigation of the financial position of the Malaysian Trading Company.2. Yes.3. RMB￥898 in total.4. The results of the investigation of the financial standing of the Malaysian TradingCompany3.Listen to a passage and decide whether the following statements are true (T) or false (F)1) F 2) T 3) T 4) F 5) F 6) T 7) T 8) F 9) F 10) TPart III Listening & Speaking 2I Listening1.Listen to a passage and fill in the missing information.export; irrevocable letter of credit; at sight; 30 days before shipment; the 15th day;documents against acceptance; the payment method; through full discussion; our imports;payment by collection.2. Listen to a dialogue and answer the following questions.A.To discount a time bill.B. A ninety-day bill for USD 9,876,000.C.Yes.D.3．Listen to a passage and decide whether the following statements are true (T) or false (F).1）T 2）F 3）F 4）T 5）TII Interpreting(1)A: When should we open the L/C?B: The L/C must reach us one month before shipment. Since the goods are supplied from stock, you’d better open the L/C as soon as possible, otherwise it may delay theshipment.A: If we open the L/C one month before shipment, it’ll tie up our money. Would 15 days do?B: I’m afraid not. It’ll take us a lot of time to get the goods ready and book shipping space.You can’t expect us to make delivery within 15 days.A: When are you going to ship the goods?B: The goods will be ready at the end of January. So if the L/C would reach us by January 1, we could deliver the goods in early February.A: Do you have any stipulations on the validity of the L/C?B: We generally require the L/C to remain valid until the fifteenth day after shipment.A: Can we use Citi Bank as our opening bank?B: No problem at all.(2)A: I’m Chen Qiang of the Guangdong Silk Import & Export Corporation. I’d like to talk to you regarding your order No.123-456 with us.B: Is there anything wrong?A: Well, shipping space is all booked up. I’m afraid we can’t deliver the goods on time.Could you extend the L/C until the end of this month?B: No problem, but please try your best to solve the problem. The goods are seasonal commodities; we’ll have to meet the Christmas selling season.A: We’ll try our best to ensure delivery in Mid-October.B: Thank you very much.A: You’re welcome..( 3 )A: So far we have already settled the problems of price, quality and quantity.Now what about the terms of payment?B: We only accept payment by irrevocable letter of credit payable against shipping documents.A: Could you be more flexible and accept D/A or D/P?B: I’m afraid not.A: Frankly speaking, we have overstocked some other goods, and our floating funds are insufficient. It’ll tie up our money to open an L/C.B: I quite understand your position. But the problem is that the world economic situation is going downward and the financial market is fluctuating. We have to dobusiness on an L/C basis so as to be guaranteed.A: Then could you accept 50% payment by L/C and the balance by D/P?B: Sorry, we are not in a position to do that, yet we could offer you more favorable terms of delivery instead.Part IV Supplementary Reading1. An experienced exporting firm extends credit cautiously. It evaluates new customers withcare and continuously monitors older accounts. Such a firm may wisely decide to decline a customer’s request for open account credit if the risk is too great and propose insteadpayment on delivery terms through a documentary sight draft or irrevocable confirmedletter of credit or even payment in advance. On the other hand, for a fully creditworthycustomer, the experienced exporter may decide to allow a month or two to pay, perhapseven on open account.2.1)Cash in advance;2)Documentary letter of credit;3)Documentary collection or draft;4)Open account; and5)Other payment mechanisms, such as consignment sales.3. Drafts that are paid upon presentation are called sight drafts. Drafts that are to be paid at alater date, often after the buyer receives the goods, are called time drafts or date drafts.4. The exporter usually expects the buyer to pay the charges for the letter of credit, but somebuyers may not agree to this added cost. In such cases, the exporter must either absorb the costs of the letter of credit or risk losing that potential sale. Letters of credit for smaller amounts can be somewhat expensive since fees can be high relative to the sale.5. In a foreign transaction, an open account can be a convenient method of payment if thebuyer is well established, has a long and favorable payment record, or has been thoroughly checked for creditworthiness. With an open account, the exporter simply bills the customer, who is expected to pay under agreed terms at a future date. Some of the largest firms abroad make purchases only on open account.Exporters contemplating a sale on open account terms should thoroughly examine the political, economic, and commercial risks. They should also consult with their bankers if financing will be needed for the transaction before issuing a pro forma invoice to a buyer.Unit Five PackingI. Lead-in1.Open2.Open3.1) gunny bags 2) foam plastic 3) keg 4) barrels5) crate 6) iron drums 7) paper bags 8) cartonsII. Listening & Speaking 1I Listening1. Listen to the first part of a passage and fill in the blanks.damage free, destination, quality wooden, customized, mode of transportation, certification, vapor, land shipment, measured, location, loaded, end products, securing2. Listen to the second part and complete the notes.Centrally located 5 miles from the International Airport; 5,500 —30,000# forklifts, overhead cranes, a cherry picker and basic rigging tools, an assortment of saws and drills, as well as a fully equipped mobile packing unit; on call 24 hours a day, 7 days a week.3. Listen to a passage, and answer the following questions.1) To protect the commodity and keep it good in quality and intact in quantity in the circulation process and to increase the market value of the goods.2) Shipping packing is also called big packing or outer packing; the function of marketing packingis to protect the goods as well as to beautify and introduce them.III Listening & Speaking 2I. Listening1. Listen to the ten sentences and write them down.1) We are to use plastic wrappers for each shirt, so they are ready for window display.2) Please use normal export containers unless you receive special instructions from our agents.3)The packing must be strong enough to withstand rough handling.4)As for the packing of the products, we’d like to use crates.5)For this kind of product we export, each item is individually packed in plastic sheets.6) Every 24 pieces are packed in a paper carton before shipping.7) This shipping mark indicates the total number of cases, the ordinal number of package and number of the bill of lading.8) Packing charge is already included in the price.9)Actually we keep making improvements in our method of packing in order to meet the keencompetition in the world market.10)Each carton is lined with waterproof paper, so the contents can’t be spoiled by dampness orrain.2. Listen to the dialogue and answer the following questions.1)Each jar will be wrapped by tissue paper placing in its individual decorative cardboard. Thenwe pack the boxes in strong cardboard twelve to a carton, separated from each other by corrugated paper dividers.2)They are fragile commodities.3)Details of weight, symbols of warnings and directions such as USE NO HOOK, STOWAW AY FROM HEA T, DONOT DROP, and FRAGILE, as well as B’s own marks.3. Listen to the passage and do the following exercises.A: 1) B 2) A 3) C 4) C 5) AB: Fill in the blanks according to the passage you’ve just heard.1. standard cartons, corrugated rolls, air bubbles, plywood boxes, masking tape, plastic andsteel straps, buckles2. Frozen goods, Perishables, Consumable items3. general cargo, personal belongings, packing, transportation, insurance facilitiesII. Interpreting(1)A: The safety of packing is something we always pay a lot of attention to. Especially for fragile commodities, we’ve got to be extra careful. Otherwise, if something unexpectedhappened, we’d be responsible and it would cause you a lot of inconvenience, too.B: You’ re right. But wouldn’t it be safer to use wooden cases?A: Surely we can if you want us to, but the charge would be much higher.B: Then, let’ s keep using cartons.A: Sure, no problem. Cartons are good enoug h for goods like this. You don’ t have to worry about it.(2)A: I’m so glad that we have the chance to do business together.B: Me too.A: I made this special trip here this time hoping to have a look at the packing of our products because in the last shipment we received, there were a few items damaged bydampness.B: I’m sorry for that. But we have taken care of it.A: Could you be more specific?B: Although we are still using cartons, we have taken measures to prevent them from dampness. We have lined them with plastic sheets on the inside. In addition, we’ve put a―keep dry‖ sign on the outside.A: That sounds good.(3)A: Do you mind if I give you a little suggestion about the inner packing of the products?B: No. Go ahead.A: Well, you know, packing affects the reputation of the products, and one important function of packing is to stimulate the buyer’s desire to buy. In addition, packing shouldgive the buyer an idea of what is packed inside. Your products are good, but yourpacking doesn’t look attractive enough to the buyer.B: Thank you very much. That’s a good suggestion and we happen to have the same view.We have just improved our packing.A: Great! Would you let me have a look?B: Sure thing. Let’s go to the sample room.IV Supplementary Reading1.No, not really.2.Customers often require rapid delivery, and faster handling speeds require protectivepackaging, while the packaging engineers and product designers would optimize the。

新视野商务英语视听说下册1-8单元video原文unit 2

Video 1J: Good morning, Mr. Robbins.R: Good morning. John, how’s it going?J: Not too bad. I’m reading some articles about trade fairs.I’d like to ask you some questions.What benefits can I expect if I exhibit at trade fairs?R: Well. You can use trade fairs to promote your products or services. J: Yes, but can you be more specific?R: Certainly, you must know that exhibiting at trade fairs offer you a chance to demonstrate your products or services to customers face-to-face. This way you can get feedback and find out what customers want.J: I see.R: Trade fairs are also good opportunities for building new business since many potential customers and suppliers are concentrated in one place. J: Ok, thank you. I wonder, what’s the most important thing to know about if I want to exhibit at a trade fair?R: As a exhibitor, choosing the right trade fair is essential.If the trade fair is too specialist or too broad, It’s unlikely to attract visitors who want to buy what you sell, and participating in trade fairs can be a waste of time. So, you see, when you attend a trade fair, you should make sure you know what kind of customers you want to reachand what you want to achieve.J: Anything else I should know?R: One more thing, you should make specific and measurable goals.If you choose your fair carefully and give yourself plenty of time to plan your goals, You’ll have a good chance of doing good business. J: Good, you really are a specialist. Thank you.R: You’re welcome, John.By the way, there’s an IT trade show being held now.It might be a good idea for you to go and have a look.You’d get an idea of what’s going on.J: Thank you. I will. That’s a good idea.Video 2G: Miss Stewart, why did you want to exhibit in North America?S: We wanted to exhibit in North America primarily because it has a huge automotive industry.Our target customers are machine manufacturers and the companies that buy machines.S o we needed to be somewhere we could reach north audiences.G: I see. But there are many trade fairs held in North America, how did you choose the right one?S: We asked the fair organizers to provide us with attendance statistic, delegate profiles and the names of other companies exhibiting. Thisinformation helped us choose the right one.G: What did you do to prepare before attending the trade fair?S: We set a budget and drew up a list of actions and deadlines including technology requirements, display materials promotional literature, booth furniture, advertising and so on.G: How were you able to exploit your business opportunities and generate new business?S: We made sure that all staff in the booth had prepared themselves for the fair.Each visitor was asked some questions to determine whether they were genuine prospects.When a good prospects turned up, we know exactly which key aspect to emphasis, and whether we should focus on hand to illustrate the products’ capabilities and that helped to engage people’s interest. When the visitors left, we ensured that they had received our promotional material and business cards and also that we had a record of the details.G: When we returned to the UK, we followed up each lead by e-mail or letter. In fact, we already have some substantial orders from the different companies we met.G: Good, thank you for speaking with us.S: You’re welcome.。

新视野商务英语视听说（（下册））答案[完整版]

新视野商务英语视听说（（下册））答案[完整版]新视野商务英语视听说下Unit 1 A Factory TourPart Ⅰ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPart Ⅱ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase(5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPart Ⅲ1. (1) c (2) b (3) c (4) a (5) a2. (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 Ⅳ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)932(1)20～30 (2)13 (3)15 (4)30～451. (1) c (2) b (3) c (4) c (5) b2. 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 Ⅵ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secretsUnit 2 Trade FairsPart 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 ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) T(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 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) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement in yesterday’sNew York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answer all thequestions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (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 Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. 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 thegovernment, 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 Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage of theorder but that hardly induces them to negotiate low prices. Therefore, agents areusually paid commission. This may be paid by the seller or by both seller and buyer. Unit 4 Negotiating PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trial orderof 10000 pieces. What price can you offer us?B: As this is our first business, we can provide you with somepreferential 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 forthis 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 Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.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, at30 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.。

商务英语视听说

Commission 佣金It’s a usual practice that agents should be paid on commission basis. Commission is the payment given to the agents or brokers for their principals. It’s the remuneration\paymentto selling agents by the exporters or the remuneration to buying agents by the importers in international trade.Trial order 首次订单When buyers are not so familiar with the new products or not so convinced by the reputationof the sellers, they will make an initial attempt by ordering a small quantity of certain products, which is known as a trial order. If it proves successful, long –term cooperation and repeated orders will come in.Document against payment 承兑交单It means documents can only be handed over to the buyer when he paid the amount on the draft. In this case the banks will only do the service of collecting and remitting and will not be liable for non-payment of the importer.It can be further divided into Document Against Payment At Sight and Document Against Payment after Sight.Lump Sum Payment 一次性付清It refers to a single payment for the total amount due，as opposed to a series of periodic payments. it may spare the seller the collection problems and the risk of postponed Periodic payments. And it allows the seller the Immediate use of the money. The buyer can ask for more favorable terms with lump sum payment. However，it may cause cash flow problems and increase risks for the buyer.词组Novelty 新奇，新鲜事物Venture 事业企业textile 纺织品Speculation 推测投机买卖Aggressive 好争斗挑衅Ceramic 陶瓷的promotional literature 宣传材料epitomize 为…的缩影putter 轻击棒invoice value 发票金额Consignment寄售Produce 农产品Product 工业产品Production 产量Productivity 生产力Overall impression 总体A big helping of 一大份Promotional literature 宣传材料Footage 电影胶片Lean 高效精干的Elevated walkway 高架行人道Affiliated 附属的PowerPoint slide 幻灯片state-of-the-art 达到最先进水平的milestone 里程碑ready made 现成的epitomize 为的缩影embody 表达disseminate 传播demonstrate 展示delegate 代表lead 线索booth 展台enquiry 询盘offer counter 报盘还盘back up 支持broker 经纪人deposit 订金trade faire 商品交易会interaction 合作claim and arbitration 索赔与仲裁firm offer 实盘place an initial order 首次订单place an repeat order 重复订单letter of credit 信用证irrevocable L\C 不可撤销信用证revocable L\C可撤销信用证trade directory 商务目录trade association 行业联合会drew up 草拟special indication of price 参考价格turnover 营业额in one lot 一次发运without engagement 无约束力的chambers of commerce 国内外商会consulate 领事馆trade directory 商务目录trade associations 行业联合会the export commodities fair进口商品交易会exhibition and trade fairs商品展示会交易会remain valid 有效期inventory 存货backlog积压订单be subject to 由决定on the high side 偏高breaking dead locks 打破僵局in the light of 由于make concession 让步half way 各让一步supply exceed demand 供大于求place a firm order 确定订单bidding 报价arbitration 仲裁early settlement discount 提前付款优惠incentive discount 刺激性折扣grant for 同意agency agreement 代理协议sales confirmation 销售确认书be committed to doing 忙于做某事be occupied with 忙于execute an order 执行订单in duplicate 一式两份gross| net weight 毛|净重automatic document feeder自动送纸器exchanges 磋商cardboard box 纸盒alternation 改动plastic wrapper 塑料包装invalid and void 失效cast my mind 回忆是wracked my mind绞尽脑汁bear with me 耐心听我说elevated people 高层人士in an affluent society 富裕的assert one’s view 坚持某人的看法substantial 牢固的实质大量的as per our last discussion 按照根据我们最后讨论commodity inspection bureau 商品检验局commercial integrity商业信誉promissory note 本票draft、bill of exchange 汇票deferred payment 记账赊账deposit payment 订金付款payment respite 延期付款progressive payment 分期付款pay on delivering（pod）货到付款payment on terms 定期付款payment in part 部分付款order 付款通知by remittance 汇拨支付in full 全额支付mandatory 强制的verify 核实discrepancy差距confirming bank 保兑银行payment by installment 分期付款cash on delivery货到付款cash flow 现金流rest assured 放心line of business 行业envisage 设想documentary credit 跟单信用证invoice value 发票金额freight to collect 运费到付marketing channel 销售渠道end user 最终消费者slip-up 疏忽dispatch 派遣发出en route 在途中prior to 在…之前relieved 放心的cover 给..保险insurance policy 保险单consumption 消费withhold 拒给lodge |entertain a claim 提出|受理索赔target market 目标市场solar-powered 太阳能的medium-priced 中等价位的fashion-oriented 符合流行趋势的out-fit 全套服装go down well 受欢迎的prime time 黄金时段abbreviated 缩写的assertive 坚强而自信的inventory 存货preferential 优惠的sanitary 卫生的acknowledgement 确认通知pneumatic 风动的reinstate 恢复Federal Express联邦快递公司optical 光学的embody 表达canteen食堂virtual 虚拟的solar-powered 太阳能的medium-priced 中等价位的timber 木材outfit 全套服装baffle 使困惑brag 吹嘘league 联盟editorial 编辑的flexibility灵活的prospect 可能成为主顾的人ROI（return on investment）投资回报率survey report 检验报告insurance policy 保险单defective 有缺陷的cover 给….投保install 安装profitable 盈利的slip-up 疏忽halt 使停止firm order 确定订货household家庭的汉译英报盘还盘Offer 报盘Price1、we’re willing to make you a firm offer atthis price2、we can offer you a quotation based uponthe international standard3、we are in a position to offer tea from ourstock4、my offer was based on a reasonableprofit expectation，not on wild speculation5、let me make you a special offer quantity1、I’m sorry，we can only supply you with1，000 sets at present2、this is the maximum quantity we cansupply at present3、we will try to meet you request for theadditional 10，000 tons of coaldate of shipment1、I’m sure that shipment will be effectedaccording to the contract stipulation2、I’m sorry that we can’t advance thetime of deliveryCounter offerPrice1、Your quotation is on the high side2、You ask for at least 5% more thanyour competitors do3、We are happy to accept your offerprovided that you cut your price by 2%Quantity1、you would save a lot if you order a littermore. We offer a discount for large orders2、if the quantity is too small，there is nodiscountshipment1、is there any way to make the shipmentearlier2、the goods we ordered are seasonal goodsand it would be better if you could ship them in one lot3、unless we receive the goods we orderedwithin the next seven days，the order will be cancelled and placed elsewhere 4、as we are in urgent need of thesearticles，could you manage to speed up delivery？Refuse an offerPrice1、we regret we have to decline your offer2、your price is too high to interest us intoentering a negotiation3、I appreciate your position，but wesimply can’t afford to accept your priceBecause of quantityWe can’t handle order that smallI’m afraid we’re not able to supply as much as your requireShipmentThe delay in delivery will cause inconvenience We don’t think it’s a good idea to unload the Chinese teas in London商务背景知识Trade fairsA trade fair is an exhibition that has been organized so that companies in a specific industry sector can showcase and demonstrate their latest products and services，study the activities of their competitors and examine recent trends and the opportunities. Some are open to the Public, while others can only be attended bycompany representatives and members of the ‘mass media’. They are classified as either ‘public’ or ‘trade only’. In history, modern trade fairs still follow some of the traditions of trade fairs established in late medieval Europe. As innovation and manufacturing increased, produce and craft producers often visited towns to attend trade fairs in order to sell and showcase their products.What is factory tour?Factory tour is an important part in business activities. Buyers will get a comprehensive understanding of the products and the production process in the tour. Meanwhile , the manufacturer can demonstrate their advantages to attract buyers.What is trade fairs?A trade fair is an exhibition that has been organized so that companies in a specific industry sector can showcase and demonstrate their latest products and services. Generally speaking, trade fairs are not open to the public and can only be attended by company representatives and members of the press.What is making enquiries?An enquiry is a request for information on the supply of certain goods. In international trade, an enquiry is usually made by a prospective buyer without engagement. He\she may send an enquiry to a seller inviting a quotation or simply asking for some general information concerning the goods in which he\she shows interest.Placing an orderAfter the exchanges between the buyer and the seller, the buyer may issue a request to purchase a specified amount of goods. A formal order should contain: name and article number, quality and specifications, quantity, delivery, unit price and total amount, terms of payment, etc. accuracy and clarity about all the requirements are essential in placing an order.ComplaintsUpon receiving the goods delivered by the seller, the buyer will check the quality, quantity, packing and other aspects of the goods. If the buyer finds anything that is not in conformity with the contract, he might complain and further file a claim against the seller. These seller should settle the claim properly.AdvertisingAdvertising aims to increase sales by making a product or service known to a wider audience，and by highlighting its positive qualities to the public. A company can advertise in a variety of ways，depending on how much it wishes to spend and the size and type of audience it wishes to target MarketingMarketing involves finding out what your customers want and supplying it to them at a profit. Marketing is how you define your product，promote your product，distribute your product，and maintain a relationship with your customers.DeliveryDelivering the goods on time is very important to the buyer because the buyer needs to catch the season. On the other hand, it takes time for the seller to arrange production after signing the contract. Sometimes it is not easy to reach a point to the satisfaction of both parties.Inquiries 询盘Example 1Dear Sirs,We thank you for your letter of May 3 and shall be glad to enter into business relation with you.We have seen your brochure and interested in ###. We shall be pleased if you will kindly send us samples and all the necessary information regarding these products.Example 2Should your price be competitive and date shipment acceptable, we intend to place a large order with you.Offer 报盘Dear Mr. *We thank you for your email enquiry for ****In reply, we offer firm, subject to your reply ~~~Pleased note that we have quoted our most favorable price and are unable to entertain any counter offerCounter offer 还盘1.报价比较高We acknowledge receipt of both your offer of ##时间and samples of 样品名称，and thank you for these.While appreciating the good quality of your 商品，we find your price is rather too high for the market we wish to supply.其他家的报价比你的低all of them are at prices from 10% to 5% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in you price,提出折中点，you may think it worthwhile to make a concession.回复Dear Mr.We confirm having received your telex###, asking us to make a # reduction in our price for 什么商品. Much to our regret, we are unable to comply with your request because we have give you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.。

商务英语听说教程下 Unit4 Trade Negotiation

Part A - Task 2 Conversation
Acceptance Taking the quality into consideration, we accept your offer. We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible. The price you quoted being found workable, we have faxed you our acceptance. Although the quotations are somewhat higher, we will accept the order on the same terms as before with the view of encouraging business. We have accepted your order of June 10th for 300 typewriters. We look forward to your acknowledgement of our order. Signing contracts There’re a few points we have to discuss again before we sign the contract. We both have to make some concessions in order to sign a contract. Do you think there is anything wrong with the contract? We’ll sign two originals, each in Chinese and English language. Both are equally effective. This contract will come into force as soon as it is signed by two parties. We’re pleased to have transacted our first act of business with your firm.

实用商务英语听说第三册Unit 1 On the trade fair[精]

1. The accident in power supply caused the difficulty for Monica to contact Mark. （True）
2. The Publication Exhibition will last 4 days. （False）
3. If Mark pays for the deposit after 1st September, Monica cannot guarantee Mark will get the booth he wants. （False）
4. Mark can pay for the deposit by cheque or money transfer. （False）
5. Mark has to pay the full amount before the 14th February. （True）
Task 2 KEYS
A trade fair is an exhibition organized so that companies in a specific industry can showcase and demonstrate their new products and services. Trade fairs often involve a considerable marketing investment by participating companies. Generally speaking, trade fairs are not open to the public and can only be attended by company representatives and members of the press.

商务英语听说PPT unit 2 Trade Fairs

Unit2Trade Fairs
Unit Goals
Listening
Speaking
1.Description ofnames and places of trade fairs, booking stands, and organizing a trade fair
2.specific requirements with the organizer of a trade fair
Starting-up
Translate the following names of fairs and exhibitionsinto Chinese.
1.Agricultural Fairs
2.Trade Fairs
3.World’s Fairs
4.ChinaInternationalBuilding& Construction Trade Fair
1.
2.
3.
4.
5.
Task 3
You will hear2short conversationsabout trade fairs and exhibitions.Some information on the following notes is missing.Whenyou listen to the conversations, please complete the notes using up to four words or a number.The conversationswill be spokentwice.
Professional Advices
1.When arranging a trade fair, you need to do the followings:

商务英语视听说

Commission 佣金It’s a usual practice that agents should be paid on commission basis. Commission is the payment given to the agents or brokers for their principals. It’s the remuneration\payment to selling agents by the exporters or the remuneration to buying agents by the importers in international trade.Trial order 首次订单When buyers are not so familiar with the new products or not so convinced by the reputation of the sellers, they will make an initial attempt by ordering a small quantity of certain products, which is known as a trial order. If it proves successful, long –term cooperation and repeated orders will come in.Document against payment 承兑交单It means documents can only be handed over to the buyer when he paid the amount on the draft. In this case the banks will only do the service of collecting and remitting and will not be liable for non-payment of the importer. It can be further divided into Document Against Payment At Sight and Document Against Payment after Sight.Lump Sum Payment 一次性付清It refers to a single payment for the total amount due，as opposed to a series of periodic payments. it may spare the seller the collection problems and the risk of postponed Periodic payments. And it allows the seller the Immediate use of the money. The buyer can ask for more favorable terms with lump sum payment. However，it may cause cash flow problems and increase risks for the buyer.词组Novelty 新奇，新鲜事物Venture 事业企业textile 纺织品Speculation 推测投机买卖Aggressive 好争斗挑衅Ceramic 陶瓷的promotional literature 宣传材料epitomize 为…的缩影putter 轻击棒invoice value 发票金额Consignment寄售Produce 农产品Product 工业产品Production 产量Productivity 生产力Overall impression 总体A big helping of 一大份Promotional literature 宣传材料Footage 电影胶片Lean 高效精干的Elevated walkway 高架行人道Affiliated 附属的PowerPoint slide 幻灯片state-of-the-art 达到最先进水平的milestone 里程碑ready made 现成的epitomize 为的缩影embody 表达disseminate 传播demonstrate 展示delegate 代表lead 线索booth 展台enquiry 询盘offer counter 报盘还盘back up 支持broker 经纪人deposit 订金trade faire 商品交易会interaction 合作claim and arbitration 索赔与仲裁firm offer 实盘place an initial order 首次订单place an repeat order 重复订单letter of credit 信用证irrevocable L\C 不可撤销信用证revocable L\C可撤销信用证trade directory 商务目录trade association 行业联合会drew up 草拟special indication of price 参考价格turnover 营业额in one lot 一次发运without engagement 无约束力的chambers of commerce 国内外商会consulate 领事馆trade directory 商务目录trade associations 行业联合会the export commodities fair进口商品交易会exhibition and trade fairs商品展示会交易会remain valid 有效期inventory 存货backlog积压订单be subject to 由决定on the high side 偏高breaking dead locks 打破僵局in the light of 由于make concession 让步half way 各让一步supply exceed demand 供大于求place a firm order 确定订单bidding 报价arbitration 仲裁early settlement discount 提前付款优惠incentive discount 刺激性折扣grant for 同意agency agreement 代理协议sales confirmation 销售确认书be committed to doing 忙于做某事be occupied with 忙于execute an order 执行订单in duplicate 一式两份gross| net weight 毛|净重automatic document feeder自动送纸器exchanges 磋商cardboard box 纸盒alternation 改动plastic wrapper 塑料包装invalid and void 失效cast my mind 回忆是wracked my mind绞尽脑汁bear with me 耐心听我说elevated people 高层人士in an affluent society 富裕的assert one’s view 坚持某人的看法substantial 牢固的实质大量的as per our last discussion 按照根据我们最后讨论commodity inspection bureau 商品检验局commercial integrity商业信誉promissory note 本票draft、bill of exchange 汇票deferred payment 记账赊账deposit payment 订金付款payment respite 延期付款progressive payment 分期付款pay on delivering（pod）货到付款payment on terms 定期付款payment in part 部分付款order 付款通知by remittance 汇拨支付in full 全额支付mandatory 强制的verify 核实discrepancy差距confirming bank 保兑银行payment by installment 分期付款cash on delivery货到付款cash flow 现金流rest assured 放心line of business 行业envisage 设想documentary credit 跟单信用证invoice value 发票金额freight to collect 运费到付marketing channel 销售渠道end user 最终消费者slip-up 疏忽dispatch 派遣发出en route 在途中prior to 在…之前relieved 放心的cover 给..保险insurance policy 保险单consumption 消费withhold 拒给lodge |entertain a claim 提出|受理索赔target market 目标市场solar-powered 太阳能的medium-priced 中等价位的fashion-oriented 符合流行趋势的out-fit 全套服装go down well 受欢迎的prime time 黄金时段abbreviated 缩写的assertive 坚强而自信的inventory 存货preferential 优惠的sanitary 卫生的acknowledgement 确认通知pneumatic 风动的reinstate 恢复Federal Express联邦快递公司optical 光学的embody 表达canteen食堂virtual 虚拟的solar-powered 太阳能的medium-priced 中等价位的timber 木材outfit 全套服装baffle 使困惑brag 吹嘘league 联盟editorial 编辑的flexibility灵活的prospect 可能成为主顾的人ROI（return on investment）投资回报率survey report 检验报告insurance policy 保险单defective 有缺陷的cover 给….投保install 安装profitable 盈利的slip-up 疏忽halt 使停止firm order 确定订货household家庭的汉译英报盘还盘Offer 报盘Price1、we’re willing to make you a firm offer atthis price2、we can offer you a quotation based uponthe international standard3、we are in a position to offer tea from ourstock4、my offer was based on a reasonable profitexpectation，not on wild speculation 5、let me make you a special offerquantity1、I’m sorry，we can only supply you with 1，000 sets at present2、this is the maximum quantity we cansupply at present3、we will try to meet you request for theadditional 10，000 tons of coaldate of shipment1、I’m sure that shipment will be effectedaccording to the contract stipulation2、I’m sorry that we can’t advance thetime of deliveryCounter offerPrice1、Your quotation is on the high side2、You ask for at least 5% more thanyour competitors do3、We are happy to accept your offerprovided that you cut your price by 2% Quantity 1、you would save a lot if you order a littermore. We offer a discount for large orders 2、if the quantity is too small，there is nodiscountshipment1、is there any way to make the shipmentearlier2、the goods we ordered are seasonal goodsand it would be better if you could ship them in one lot3、unless we receive the goods we orderedwithin the next seven days，the order will be cancelled and placed elsewhere4、as we are in urgent need of thesearticles，could you manage to speed up delivery？Refuse an offerPrice1、we regret we have to decline your offer2、your price is too high to interest us intoentering a negotiation3、I appreciate your position，but we simplycan’t afford to accept your price Because of quantityWe can’t handle order that smallI’m afraid we’re not able to supply as much as your requireShipmentThe delay in delivery will cause inconvenience We don’t think it’s a good idea to unload the Chinese teas in London商务背景知识Trade fairsA trade fair is an exhibition that has been organized so that companies in a specific industry sector can showcase and demonstrate their latest products and services，study the activities of their competitors and examine recent trends and the opportunities. Some are open to the Public, while others can only be attended by company representatives and members of the ‘mass media’. They are classified as either ‘public’or ‘trade only’. In history, moderntrade fairs still follow some of the traditions of trade fairs established in late medieval Europe. As innovation and manufacturing increased, produce and craft producers often visited towns to attend trade fairs in order to sell and showcase their products.What is factory tour?Factory tour is an important part in business activities. Buyers will get a comprehensive understanding of the products and the production process in the tour. Meanwhile , the manufacturer can demonstrate their advantages to attract buyers.What is trade fairs?A trade fair is an exhibition that has been organized so that companies in a specific industry sector can showcase and demonstrate their latest products and services. Generally speaking, trade fairs are not open to the public and can only be attended by company representatives and members of the press.What is making enquiries?An enquiry is a request for information on the supply of certain goods. In international trade, an enquiry is usually made by a prospective buyer without engagement. He\she may send an enquiry to a seller inviting a quotation or simply asking for some general information concerning the goods in which he\she shows interest.Placing an orderAfter the exchanges between the buyer and the seller, the buyer may issue a request to purchase a specified amount of goods. A formal order should contain: name and article number, quality and specifications, quantity, delivery, unit price and total amount, terms of payment, etc. accuracy and clarity about all the requirements are essential in placing an order.ComplaintsUpon receiving the goods delivered by the seller, the buyer will check the quality, quantity, packing and other aspects of the goods. If the buyer finds anything that is not in conformity with the contract, he might complain and further file a claim against the seller. These seller should settle the claim properly.AdvertisingAdvertising aims to increase sales by making a product or service known to a wider audience，and by highlighting its positive qualities to the public. A company can advertise in a variety of ways，depending on how much it wishes to spend and the size and type of audience it wishes to target MarketingMarketing involves finding out what your customers want and supplying it to them at a profit. Marketing is how you define your product，promote your product，distribute your product，and maintain a relationship with your customers.DeliveryDelivering the goods on time is very important to the buyer because the buyer needs to catch the season. On the other hand, it takes time for the seller to arrange production after signing the contract. Sometimes it is not easy to reach a point to the satisfaction of both parties.Inquiries 询盘Example 1Dear Sirs,We thank you for your letter of May 3 and shall be glad to enter into business relation with you.We have seen your brochure and interested in ###. We shall be pleased if you will kindly send us samples and all the necessary information regarding these products.Example 2Should your price be competitive and date shipment acceptable, we intend to place a large order with you.Offer 报盘Dear Mr. *We thank you for your email enquiry for ****In reply, we offer firm, subject to your reply ~~~Pleased note that we have quoted our most favorable price and are unable to entertain any counter offerCounter offer 还盘1.报价比较高We acknowledge receipt of both your offer of ##时间and samples of 样品名称，and thank you for these.While appreciating the good quality of your 商品，we find your price is rather too high for the market we wish to supply.其他家的报价比你的低all of them are at prices from 10% to 5% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in you price,提出折中点，you may think it worthwhile to make a concession.回复Dear Mr.We confirm having received your telex###, asking us to make a # reduction in our price for 什么商品. Much to our regret, we are unable to comply with your request because we have give you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.。

新视野商务英语视听说下 U2

suppliers Customers services
domestic value
ideal up-to-date
specialised
compare innovative
Script
2. Listen to a dialogue between a sales representative of Golf Pro, a golf manufacturing company, and a potential customer at an international golf fair. Fill in the blanks with what you hear.
F F T F F
T
Script
Task 2
1. Alfred is a marketing specialist. He is making a speech on trade fairs. Listen to the following part of the speech and fill in the blanks.
c c
a
b
Script
Pre-viewing
Viewing 1. Watch the video and identify who is the speaker of each of the following sentences.
00:05 / 03:00
Viewing 1. Watch the video and identify who is the speaker of each of the following sentences.
Follow-up Practice 1. Listen to the introduction to the Asia World-Expo and fill in the blanks.

1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。

R：Good afternoon, sir.what can i do for you? T：yes，i'd to buy some ski equipments.
R：Is there anything in particular you’re interested in at this time? We have a wide variety of ski equitment for you to choose from. It’s all of the best quality . There are our latest styles.
T: Em, i'm into your ski equipments. But, at first, I want to know more about your firm.
R: Good.You’ve come to the stand. My name is Mr. Li.a priciple of this stand.
T: Hello, I’m Mr. Smith.I'd like to know when was your firm established, and in which country?
R: well, our firm was established in 1981,we've been in this line over thirty years.
it's an American-based company, but has officers in many countrys in Asia and Europe.
T: En, how many enployees are there in your firm. R: The number of employees is over 2,000.
T: How about agents ?
R: their are agents in Germany, Switzerland and Luxemburg,and France is our biggest market in
Europe.
T: That is great.what kind of skiing products do you mainly handle?
R: R: We mainly trade in downhill and cross-country shi boots and accessories.And we will start manufacturing new-style downill skis,SKIWHIZZ next month.
T: Oh? Can you tell me more about it?
R: Here is a sample. You’ll see they are modern and elegant. What’s more, they are very wear-resisting than others on the market.
T: Why?
R: Just because materials is carefully selected for quality,and wo have many strict checks to control the quality.
T: Oh, I see. Could you please show me the catalogue and pricelist?
R: Sure, here you are.There are our latest illustrated catolouge and pricelist.
T: Very impressive. But I’m afraid the prices are quite a bit higher than others’
R: But ours are made of very good,You can’t buy
suits of similar quality at such a price anywhere else.
T: I’d like to discuss them with my boss. And we will contact you later. Here is my business card.
R: Thank you.Here is my card.Please feel free to contact me for any reason,I am looking forward to our cooperation.。

tradefair商务英语视听说

《商务英语视听说》下册教案

trade fair 商务英语视听说

新视野商务英语视听说[(下册)]答案解析[[完整版]]

商务英语视听说PPTunit

unit 2 trade fair 新视野商务英语视听说下 U2

商务英语视听说

商务英语视听说-国家精品课程课件PPT

商务英语视听说 PPTunit4

商务英语视听说作业——Trade Fair

商务英语听说教程下unit3Trade Fair

商务英语视听说 下 参考答案

新视野商务英语视听说下册1-8单元video原文unit 2

新视野商务英语视听说（（下册））答案[完整版]

商务英语视听说

商务英语听说教程下 Unit4 Trade Negotiation

实用商务英语听说第三册Unit 1 On the trade fair[精]

商务英语听说PPT unit 2 Trade Fairs

商务英语视听说

新视野商务英语视听说下 U2

商务英语视听说下参考答案