Unit 1 A Factory Tour
Part Ⅰ: warm-up
(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shop
Part Ⅱ: listening practice
Task1
(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) i
Task2
1.
(1)aerospace (2)manufacturer (3)services (4)showcase (5)production
(6) various (7) producer (8) advanced (9) globe (10) leader
2.
(1)～(5) F F F T F
Part Ⅲ
1. (1) c (2) b (3) c (4) a (5) a
2. (1)6000units (2) only 1%
(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.
Part Ⅳ
1
(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)93
2
(1)20～30 (2)13 (3)15 (4)30～45
Part Ⅴ
1. (1) c (2) b (3) c (4) c (5) b
2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory.
Part Ⅵ
1.The correct order is: d-g-e-a-c-h-b-f
2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets
Unit 2 Trade Fairs
Part Ⅰ
(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.
(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc.
(3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.
Part Ⅱ
Task1
(1) F (2) F (3) T (4) F (5) F (6) T
Task2
(1)domestic (2)suppliers (3)Customer (4)value (5)services
(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date
2. (1) new (2) reputation (3) world (4) range (5) latest
Part Ⅲ
1. (1) rentable (2) entertainment (3) transport (4) halls
(5) exhibition (6) arena (7) facilities (8) conjunction
2. (1) c (2) b (3) c (4) c (5) a (6) b
Part Ⅳ
John: (3) (2)
Mr. Robbins: (1) (4) (5)
2. (1) c (2) b (3) c (4) a
Part Ⅴ
(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover
(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volume
Part Ⅵ
Question 1: Miss Stewart, why did you want to exhibit in North America?
Question 2: How did you choose the right one?
Question 3: What did you do to prepare before attending the trade fair?
Question 4: How were you able to exploit your business opportunities and generate new business?
Question 5: What did you do after the trade fair?
2. (1) a (2) c (3) b (4) a (5) b
Unit 3 Marking Enquiries
Part Ⅰ
(1)Ask for morn information concerning the product in the advertisement in yesterday’s New York Times.
(2)Jackson Brothers
(3)If I am the receiver, I will send the latest catalogue to the writer and answer all the questions that interest him.
Part Ⅱ
Task1 (1) C (2) B (3) A
TASK2
1. (1) General (2) articles (3) Specific (4) content (5) specifications
2. (1) steel screws in all sizes
(2) CIF
(3) Because the supplier is able to supply larger quantities at more attractive prices
(4) The supplier’s offer.
Part Ⅲ
1. (1) b (2) c (3) b (4) c
2. (1) Export (2) Merchandise (3) flight (4) Production
(5) 10 o’clock (6) sample (7) evaluated(8) purchases
Part Ⅳ
1.(1) speedboats (2) price quote (3) around the corner (4) pay
2.(1) US$6500 (2) 10% (3) shipment (4) US$7850
Part Ⅴ
1. (1) F (2) T (3) F (4)T
2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.
Part Ⅵ
1.(1) c (2) a (3) c (4) b (5) c
2.Agents need to be paid for their work. Sometimes they are paid a percentage of the order but that hardly induces them to negotiate low prices. Therefore, agents are usually paid commission. This may be paid by the seller or by both seller and buyer.
Unit 4 Negotiating Prices
Part Ⅰ
(1)listen (2) speak (3) interrupt (4) ask questions (5) penny
(6) pound (7) assertive (8) aggressive (9) more (10) less
Part Ⅱ
Task1
(1)discount for bulk (2) minimum quantity (3) early-settlement discount
(4)commission (5) contract, unit price
Task2
1.(1) T (2) F (3) T (4)F (5) F
2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptions
Part Ⅲ
1.(1) b (2) a (3) c (4) a (5) c
2.A: We are very interested in your X358 MP4 and are thinking of making a trial order of 10000 pieces. What price can you offer us?
B: As this is our first business, we can provide you with some preferential terms. How about $40 per piece?
A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.
B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.
A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?
B: Well, that’s a tough deal. However, since we’re going into a long-term relationship, maybe we can try to reach that bottom line for you.
Part Ⅳ
1.(1) b (2) c (3) c (4) b (5) a
2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500
Part Ⅴ
1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year
2.Sample dialogue:
A: Mr. Brown, I’m anxious to know about your offer.
B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.
A: That’s a steep price! It’ll be difficult for us to make any sales.
B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.
A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.
B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.
A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.
B: OK. Then we’ll make it 28 pounds for this order. Is that ok?
A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.
B: Good, we can talk about further reductions later when we see how business is developing between us.
Part Ⅵ
1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F
2.(1) the quality of our product is much better than that of other suppliers
(2) We can talk about that later.
(3) if you can give me best price for this first order, we can start a long-term relationship.
(4) That really leaves us with nothing.
(5) I’ll make that concession.
Unit5 Placing an Order
Part Ⅰ
(1) negotiate (2) accept and confirm an order (3) sign the contract
(4) confirm the order (5) confirm further orders
Part Ⅱ
(1) is a request to supply a specified quantity of goods
(2) an enquiry with subsequent quotations
(3) printed order forms
(4) description, quantities, mode of packaging
(5) agreed upon in previous negotiations
(6) are legally bound to fulfill their agreement
(7) at the agreed time
(8) accept the goods supplied and then pay for them
Task2
1. (1) F (2) F (3) F (4) T
2. (1) b (2) c (3) a (4) b
Part Ⅲ
1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.
(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.
(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.
2.
A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?
B: Yes, that’s right. What can we do for you?
A: We’re a Nigerian company, and we’re looking to order some clothes.
B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?
A: Sweaters and skirts. But would you please first tell me your minimum order?
B: Our minimum order is set at 5000 pieces.
A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me?
B: Depending on what type of changes you want, it shouldn’t be a problem.
A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?
B: OK. How about item 18?
A: The size is ok with item 18. But we want to order both light and dark colours.
Part Ⅳ
(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logo
Part Ⅴ
1. (1) acd (2) d (3) c (4) c
2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?
B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?
A: What do you suggest?
B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.
A: Would you please tell me the difference?
B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same as the DSC-T5.
A: That sounds good. What about their prices?
B: The DSC-T5 is $349.95 while the T7 is $449.95.
A: I see. Would you be able to provide me with 500 of each?
Part Ⅵ
(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks (10) confirmed irrevocable (11) 15th (12) Quality & Quantity
Unit 6: Terms of Payment
PartⅠ
A Japanese Yen
B United Stated Dollar
C Pound Sterling
D European Dollar
E Korean Won
F Canadian Dollar
Part Ⅱ
The correct order is: c-a-b-e-d
Task2
1. (1) b (2) a (3) b (4) c
2. (1) collection (2) Documents against Payment (3) Documents against Acceptance (4) expenses (5) procedures (6) actual payment (7) collecting (8) non-payment
Part Ⅲ
1. (1) b (2) c (3) a (4) c (5) c
2. A: since we have reached an agreement on the price, quality, quantity and packaging of the product, now let’s get down to talk about payment, ok?
B: Good idea, what terms of payment would you prefer?
A: Actually, on L/C payment is our general practice.
A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.
A: It’s also the generally accepted international practice.
B: That’s right. L/C are very common in foreign trade.
B: But this time we suggest D/P payment for the following reasons:
B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!
A: That sounds good. But we still prefer an L/C since it’s our general practice.
A: Do you think you could apply for one?
Part Ⅳ
1. The correct order is: a-i-e-g-b-f-c-j-d-h
2. (1) lump sum payment (2) payment by installment (3) cash on delivery
(4) advance payment (5) 25%, final acceptance (6) one month
Part Ⅴ
1.
(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.
(2) Ask how often these problems occur and how long faults generally last.
(3) Ask for cheque and postage details
(4) Ask for the name and address of their debtor and the expected date of payment
(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately
2.
A: Hello, Becker here.
B: Good morning, Mr. Becker. This is Mary Wang.
B: I’m sorry to ring you like this.
A: That’s all right.
B: Did you get the invoice as well?
A: Yes, yes
B: But the payment of the invoice sent to you has not yet been made.
A: Yes, money is very tight at the moment, you see.
B: Yes, I think I know what you mean. We have a similar problem.
B: While, in the case of unsettled debts it is our company policy to take legal action.
B: We would naturally prefer not to have to go so far.
A: So what do you suggest we do about the money we owe you?
B: Well, please try and send the cheque before the end of the month.
B: That’s one more week.
A: Thank you, we will do our best.
B: We hope to keep you as a regular customer despite any troubles you may have.
A: Thank you very much for being so understanding. Goodbye.
B: Bye.
Part Ⅵ
(1)SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 dated January 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools (8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12) beneficiary’s (13) 15 days (14) SB-87654 (15)drafts
Unit 7 Delivery
Part Ⅰ
1.□time of establishment of the L/C
□availability of shipping space
□supply of raw materials
□amount of orders to fulfill at the producer’s side
2.
(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 Ⅱ
Task1
(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 materials
Task2
1.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5) their stocks
2.(1) at the beginning of November (2) before end of September for the Christmas rush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of October
Part Ⅲ
Conversation 1: 3 months after the contract is signed, No
Conversation 2: July, mid-June, no shipping space
Conversation 3: by the end of September, Yes
Part Ⅳ
1. 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 compromise on 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) possible
Part Ⅴ
1. (1) c (2) c (3) a (4) b
2. 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 Ⅵ
1. 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) F
Unit 8 Complaints and Claims
Part Ⅰ
(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership (7)invoice
Part Ⅱ
Task1
(1)defective items (2) insurance, shipping (3) pay compensation (4) provide a replacement, return the money (5) ask for compensation
Task2
(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 the whole lot back (5) 0181-993 421 (6) 5:30
Part Ⅲ
1.Appropriate responses: 1-3-4
Inappropriate responses: 2-5
2.(1) c (2) a (3) b (4) c (5) b
Part 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 cooperation
Part Ⅴ
1.
(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: No
2.
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 Ⅵ
1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC
2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis. (3) Turn to the insurance company for compensation.
Unit 9 Marketing
Part Ⅰ Warm-up
Market research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategy
Part Ⅱ Listening Practice
Task1
The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customers
The Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaigns
The Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ support
The Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profits
Task2
(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budget
Part Ⅲ
1.Checklist: a- c-d-f-g
2.Graph 1 Product oo4
Graph 2 Product 003
Graph 3 Product 001
Graph 4 Product 002
Part Ⅳ
1.Checklist: a-c-d-e-g
2.(1) market share (2) There have been a number of new competitors (3) young fashion followers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net (9) fashion magazines
Part Ⅴ
1.(1) c (2) b (3) c (4) a
2.
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) Yes
Unit 10 Advertising
Part Ⅰ
Amway: outdoor billboard, TV commercial
Esprit: fashion magazines
IKEA: catalogues
Nestle: TV commercials, magazines
Mc Donald’s: sports sponsorship, outdoor billboards, TV commercials
Sony Ericsson: outdoor billboards, magazines
Starbucks coffee: word of mouth
Volkswagon: magazines, TV commercials, outdoor billboards
Part Ⅱ
Task1
(2)E (3) A (4) G (5) D (6) B (7) F
Task2
1. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers
2. (1) a (2) c (3) b
Part Ⅲ
1.
Leaflets & flyers: local shops & fitness clubs
Showrooms: Nokia, Toyota
Sports sponsorship: Coca-cola, Benz
Radio advertising: local restaurants
TV commercials: Amway, Mc Donald’s
The Internet: IBM
Magazines: omega, Dell
Outdoor billboards: China Unicon, Petro China
2.
(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people
Part Ⅳ
1. sponsorship; posters; radio; TV commercials
2. (1) c (2) b (3) a (4) c (5) a
Part Ⅴ
1. b-e
2. (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 15
Part Ⅵ
1. Automobile, Marmalade, Furniture, Ice cream
2. (1) c (2) a (3) d (4) b 下载本文
