嚣怎么读-pershing
Key to Exercises
Unit 1 Applying for a Job
II Listening
Task
1.
1) recruit
5) apply for
9)
résumé
14) applications
2.
1) Job
interviews are all about making the best matches.
2) They are the traditional job interview and
the behavioral interview.
3) Because your
knowledge about the company is critical to your
success.
4) You should not memorize answers,
but script specific responses. You should also
have several
questions ready to ask the
interviewer.
5) You must immediately write a
thank-you note to each person who interviewed you.
3.
traditional broad-based work for
strengths and weaknesses Interviewing success
ability
communicate truthfulness or content
skills and abilities enthusiasm and work ethic
team
player
behavioral theory past
performance indicator specific past behaviors an
unexpected
problem achieve a goal several
projects prepare for recalling scenarios
college grads class
projects group
situations Hobbies and volunteer work describe
the situation relate the
outcomes specify
what you learned from it.
IV Reading
Task
1) Researching a company and the position
makes you stand out in an interview. It shows that
you
are really interested in working there.
2) You may need information such as kinds of
products or services the company makes or sells,
the
types of people who work there, the
typical hours this position requires and some of
the
day-to-day tasks that the job involves.
3) How you should dress in a job interview
depends on the type of job you apply for. For
example,
2) advertise
6) letter of
application
10) candidates
15) short list
3) position
7) covering letter
11)
application form
16) applicants
4)
Internet
8) curriculum vitae
17)
interview
12) Human Resource Department 13)
Personnel Department
for a job in an
office, it is usually best to wear a dark-colored,
conservative suit (for both men
and women).
4) Good interview etiquette means some
important interview etiquette tips like “Be on
time for
your interview”, “Be aware of your
body language” and “Keep the interview positive”.
5) Because preparing some questions about the
business, the position, the requirements, the
expectations of the person who will fill the
position and so on shows you are truly interested
in
the position and also helps employers know
that you have all the information you need to make
a decision, if offered the job.
6) You
should send the interviewer a thank-you note,
thanking him or her for taking time to
interview you. This is not only proper
etiquette and a common display of appreciation,
but it
also allows you to reaffirm one or two
key points of the interview. It also lets the
interviewer
know how interested you are in
working for the company.
VIII Follow-up
Practice
4.
1) A: I see from your résumé
and application letter that you’ve had quite a lot
of experience in sales
already.
2) B: I
know that your goal is to become the biggest
provider of office suppliers in the country. My
knowledge and experience of the customer base
can make a contribution to this goal. I would
really enjoy the challenge of growing this
business.
3) A: If you were in my shoes, what
sort of qualities you’d look for in your
secretary?
4) B: I feel that my experience
and skills are a great match for the position and
I could really make
a positive contribution to
your firm.
5) B: I used to work in a small
company. There was a lack of growth opportunities
in a small
company. One of the reasons I’m so
interested in your company is that you are a large
company dealing in international trade. I feel
that I would have more scope for personal
development in your company and that the work
will be more challenging for me.
6) B: I’m
disciplined and determined. I believe these
strengths strongly contribute to my success in
sales. My weakness? I suppose I’m a bit of a
perfectionist. I’m usually dissatisfied with what
I’ve done and always think I can do it better
in a different way.
7) B: I would expect the
standard rate of pay at your company for a person
with my experiences
and educational
background.
8) A: You’ll hear from us soon.
After we’ve interviewed all the applicants, we’ll
make our
final decision. We will telephone
you. It has been a pleasure to talk with you.
Unit 2 Business Phone Calls
II
Listening Task
1.
2) Introduce yourself
and your company.
3) Express gratitude.
4) State the purpose of your call.
5)
Schedule a meeting.
6) Use the alternate-of-
choice questioning strategy.
7) Thank them
for their time today and for the upcoming
appointment.
8) Follow up.
2.
1)
They are expected to follow certain rules of
etiquette to help make the experience pleasant and
productive for all those involved.
2) You
should first identify yourself and your company.
3) The name of the person you’re trying to
reach.
4) You need to state the purpose of
your call and then be sure to ask if you are
calling at a
convenient time.
5) You
should make sure your first vocal impression is a
good one by trying to answer the phone as
pleasantly and professionally as possible.
6) It might be easier on the listener to say,
“Thank you for calling Pacific Edge International.
This
is Mary Robert. How may I help you?”
7) You should speak clearly and slowly and
leave your name, phone number, and a brief
message.
3.
Telephone English
Reasons
for difficulties in making phone calls in a
foreign language:
1) You can’t see the person
you are talking to;
2) The person’s voice
might be unclear;
3) You might find it
difficult to find the right words.
Expressions
commonly used in making phone calls:
1) “Hold
on” or “hang on” means “wait”.
2) “Hang up”
means “finish the call by breaking the
connection”—in other words: “put the phone
down.”
3) If you ring somebody up, you
make a phone call.
4) If you pick up the
phone, you answer a call.
5) “Put through”
means to connect your call to another telephone.
6) If you can’t get through to the person you
want to talk to, you might be able to leave a
message.
7) “Call back” means to return a
phone call.
IV Reading Task
1) Practising good business telephone skills
helps encourage clear lines of communication,
build
rapport and avoid misunderstandings.
2) (Open)
3) (Open)
4) (Open)
5)
(Open)
6) Almost all the aspects can be
improved by more practice.
VIII Follow-
up Practice
4.
1) ___________ such as
taking orders, checking progress, contacting
suppliers, requesting and
giving advice, and
hearing complaints, is done all over the
telephone.
2) ___________ establishing a
positive telephone image is obviously important to
the success of
the company.
3) ___________
you don’t need to spend time talking around the
subject. Just get to the point as
you would in
a business letter.
4) B: I’ m very sorry. Our
manager is tied up at the moment. If you leave
your name and phone
number, I’ll have him call
you back as soon as he’s available.
5) B:
___________ and I’m calling to see if you have any
time to meet with me to discuss about
your
purchasing plan for the next year. Will you be
free sometime next week?
6) A: ___________
May I ask who’s calling?
B: ___________
Could you tell me where I can reach him?
A: ___________ Could you call back later or
would you mind leaving a message?
B: I think
it’s better for me to leave a message. But it’s
important and urgent. Please make sure
he gets
this message.
A: ___________ I’m sure to pass
your messages to Mr. Johnson.
B: ___________
that due to some sudden changes, do not fill out
any orders for ABC Company
until further
notice? It’s very important. I’ll explain later.
Unit 3 At the Meeting
II Listening
Task
1.
1) Meetings are communicating with
an audience in a format in which more than one
individual
come together to introduce, review,
or decide something.
2) Because new
technologies have emerged and become less
expensive and more popular.
3) The use
of audio and video conferencing over the Internet
4) People prepare what they will need for the
meeting, like spreadsheets, graphs, or a
PowerPoint
presentation.
5) Businesses
now often have to make strategy and plan and take
action quickly. So the people
involved have to
come together in some form, review the situation,
and make a decision. More
and more, these
people are in different places, and may even speak
different languages.
2.
your job involved
several times function workplace issues co-
ordinate work groups
negotiate sales
business arrangements
benefits encourages
keep up-to-date better planning sections share
ideas team spirit
consensus problem
solving.
Different situations problem
transacted leadership style conferences general
staff
meetings meetings to give instructions
3.
1) Discuss the two most important
issues
2) The renovation of our laboratory
3) Selection of the design team for the PWC
project
4) Two hours
5) After everyone has
given their opinion
IV Reading Task
1) A written agenda is used as a way of
organizing a meeting.
2) When you are simply
making some announcements. In such cases, memos or
emails can do the
job better than meetings.
3) They are problem solving orientation,
defining the problem, generating solutions
(brainstorming),
choosing a solution and do
and review.
4) There are people in the meeting
that have no interest in solving the problem at
hand. Of course
this is a huge problem and the
meeting should not proceed until everyone has a
problem-solving
attitude.
5) We can have a
tracking sheet for conducting meetings which may
consist four elements—
announcements, problem
solving components, bonding stuff and power
struggle stuff.
6) You can review how the
performance went, and pay attention to areas where
you might improve.
VIII Follow-up
Practice
4.
1) __________ pool all the
participants’ ideas and suggestions for a common
purpose, which may
function in several ways
like solving problems, making decisions, sharing
information and other
kinds.
2)
__________ Then, on the basis of such
understanding, the participant should think about
the
relevant points to be prepared and brought
up at the meeting. Sometimes, he may need to do
some research work to confirm his opinions for
the coming meeting.
3) __________ one should
exercise a good control over the meeting, which
covers different stages
at a meeting: control
at the very beginning, control during the meeting
and control at the end.
4) __________ Before
we begin I should like to say that I hope the
meeting will be constructive
and have a
positive outcome.
5) __________ Basically
we’ve got three issues to decide: first the date,
secondly the location and
finally the
conference facilities. Let’s start with the date.
6) __________ The first item is a discussion
of management’s proposals on flexitime and the
second item is the work arrangement for the
coming holiday.
7) Since we do not seem to be
able to resolve this difference now, __________
8) __________ discuss the details concerning
the new product development at our next meeting
next Wednesday. If there’s nothing else to
discuss today, we shall call it a day.
Unit 4 Business Presentations
II
Listening Task
1.
career expects oral
presentations students realize in business
smaller ones superiors
colleagues various
kinds of meetings
costs immense earning big
salaries incompletely and inefficiently lost
communicated
fail implemented
Technology physical characteristics
interactive computer or television communicators
verbal and nonverbal possible a critical
communication competency
2.
1) How to
overcome presentation nerves.
2) Because the
more you are aware of them the more that you can
actually start to overcome them.
3) Preparing
yourself for your presentation
4) Breathing
5) To imagine that the presentation has just
taken place – and that it was successful.
6)
Because you can practice and assess your
timekeeping, body language (such as eye contact
and
hand gestures), voice projection, pace of
speech and logical order of content by rehearsing
your
presentation.
3.
1) San
Francisco, USA
2) mechanical testing and
simulation equipment
3) the US, France,
Germany, and Australia
4) 2 880
worldwide
4.
CEO-1 General Manager-2 Human
Resources Director-3
Sales Manager-5
Technical and Quality Manager-7
Customer
Service-9
Purchasing and Planning-11
Quality-13
Mechanical Engineering-16
Software Engineering-18
General Manager’s
Secretary-4
Finance Manager-6
Marketing
Manager-8
Noise and Vibration Division-10
R&D-12
Shipping-14
Electronics-17
IV Reading Task
1) Understanding the
makeup of your audience can help you give a
presentation in an appropriate
way as
different audience may have different expectations
or requirements.
2) A presentation script can
help you to deliver your presentation in a well-
structured and professionally
developed way.
3) It generally consists of four basic parts,
an opening, body, summary and closing.
4)
Visual aids help audiences engage with the
material you cover and offer critical
reinforcement
for both your main points and
your supporting evidence. They can also act as a
memory spur to
help you stay on track when
you’re standing in front of your audience. Used
well, visual aids can
enhance understanding of
the topic, add variety, support your claims,
reinforce your ideas and
give your
presentation lasting impact.
5) On the
presentation, you need to arrive and set up early
and make sure everything you need for
the
presentation is ready.
6) (Open)
VIII Follow-up Practice
2.
1-g 2-
c 3-i 4-a 5-f 6-i 7-c 8-a
9-d 10-e
11-f 12-h 13-j 14-e
15-b 16-g
4.
1) __________ and then I’ll
talk about our market share of our product in some
major countries.
Finally I’ll talk about our
main customers and future plans.
2) __________
so I intend to briefly run through the four P’s
for the new videophone model?the
product, the
place, the price and the promotion.
3)
__________ I have no doubt this product will not
only open up a new sector of the market but
ensure long-term growth and prosperity of our
company.
4) __________ this new product
represents a significant market opportunity for
the company with
Assembly-15
its ability to open up a new sector of
the residential market.
5) __________ and has
now become a diversified company dealing mainly in
international trade,
international
transportation, labor export, real estate and so
on.
6) __________ We have improved our R&D
department and enlarged our product lines to
include
washers and dryers, refrigerators, and
microwave ovens. Our electric appliances are
geared
toward households with high efficiency
but minimal space.
7) __________ I’ll
elaborate on how we designed our product. And then
I’ll bring out our
demonstration model so you
can have a look. Finally, I’ll talk about the
marketing strategy for
this product.
8)
__________ has excellent quality, reasonable
price, unique design and a predicable large
circulation.
Unit 5 Business Travel
II Listening Task
1.
Tips for
Travelling Abroad
2) Register so the
department concerned can better assist you in an
emergency.
3) Familiarize yourself with the
local laws and customs of the countries to which
you are traveling.
4) Make 2 photocopies of
your passport identification page.
5) Leave a
copy of your itinerary with your family or friends
at home
6) Notify by phone or register in
person with your embassy or consulate upon your
arrival.
7) Don’t leave luggage unattended in
public areas. Don’t accept packages from
strangers.
8) Don’t be a target!
9) Deal
only with authorized agents when you exchange
money or purchase art or antiques.
10) If you
get into trouble, contact the embassies and
consulates abroad.
2.
to a distant
location an event mindful of packing driving
yourself
the cost of the travel an economy
or coach plane ticket the least expensive coach
group a
seat or place leg room and amenities
laptop computer the business class or coach the
economy
coach the first class a hotel or an
airline the venue conference a hotel and
airport
book a flight destination a couple
of hours give yourself time to rest rethink all
the things
3.
Destination:
Title:
First Name:
Passport Number:
Date of
Departure:
the States
Mrs.
Sarah
G0456780
Flexible
Seat Type:
Area:
Ticket Type:
Visa: Validity:
Means of Payment:
IV Reading Task
Aisle
Non smoker
Business class
three months
Cash
Special
Requirement: order vegetarian meals for the flight
1) Business travel will certainly be curtailed
and businessmenwomen will prefer to stay at their
work place or maybe home, instead of embarking
on a grueling travel schedule.
2) Business
travel is required at certain times when the mode
of interaction is more discussion than
mere
information exchange and presentation because
human touch is irreplaceable.
3) Business
traveling enables face-to-face, first-hand
communication and interaction, which
ensures
better business and thus means more business
travel to firmly bind business
relationships;
videoconferences are more convenient and easy, but
they lack the human touch,
thus being cold,
impersonal and ineffective in contrast.
4)
Because the MICE (meetings, incentives,
conventions and exhibitions) market are also
growing
globally and companies look at travel
as a powerful incentive tool for employees.
5)
(Open)
VIII Follow-up Practice
4.
1) B: I’d like to book an open return ticket
from Hangzhou to Melbourne for this Saturday.
B: The Flight 208 is too early for me. I’m
afraid I can’t make it. How about Flight 210,
leaving
at 14:30?
B: I’d like an open
return business class ticket.
2) __________ I
was told that all the rooms in your hotel had been
booked up last week. I wonder
whether any
reservations have been cancelled now. If
available, I’d like to book a single room.
3)
__________ I’d prefer a queen size bed, if that’s
possible. By the way, does my room have a
computer socket and Internet connection?
4) __________ My secretary made a reservation
ten days ago in my name. She sent a fax to your
hotel to reserve a suit of two rooms for three
nights.
5) __________ a conference room that
can accommodate 80 to 90 people, with sound
equipment,
overhand boards or screen and it
should be also equipped with a television set and
a video
recorder.
6) __________ I’d like
to change some US dollars into local currency.
What’s the exchange rate
today?
Unit 6 Building Business Relationships
II Listening Task
1.
international
trade seek clients sellers buyers.
commodities petroleum & rare metals market
exercise control exchange awarding
restricting export merchant import merchant
export company export sales available
counterparts abroad approached channels
chambers of commerce trade fairs the Internet
2.
2) Mind your net etiquette. not to
convey the “wrong” messages, use non-verbal cues,
be clear
3)Ask, don’t demand. in a nice and
polite manner, ask nicely
4) Get in touch
regularly. get in touch every week or so, spend
more time developing those
accounts
5) Be
personal. be a real and genuine person, no need
to talk business all the time
3.
1) He
sent Ms. Chen a letter seeking for business
cooperation
2) His purpose was to explore the
possibility of establishing business relations.
3) He learned about Ms. Chen’s company from
his Commercial Counselor’s Office in China.
4)
Electronic products.
5) He said that their
prices compare very favorably with the prices of
the same kind of products on
the international
market.
6) It’s still too early to say that.
She will first go to see their exhibits, then
study their catalogue and
decide what items
she is interested in. Then they will have further
discussions tomorrow.
IV Reading Task
1) Thoughtful consideration of the interests
and feelings of others and minimising
misunderstandings.
2) Because manners will
point to your inner character. Appropriate
business etiquette promotes
positive traits.
Examples are open.
3) A reputation for
delivering what you say will deliver goes a long
way in the business world. A
reputation for
integrity is slowly gained but quickly lost.
4) Because they lay foundations for a strong
business relationship.
5) Dressing
appropriately, standing and sitting in the right
place at the right time, good posture and
looking physically presentable.
6) (Open)
VIII Follow-up Practice
2.
1) B.
Introduce the more important person first. You
should address your client and say “Mr. Smith,
I’d like you to meet our Vice
President, Ms. White.” (Alternative
answer—introduce the client
as the more
important person!)
2) B. Gender is not
important. The person who benefits from the lunch
pays the bill. Normally this
person did the
inviting. If you are the guest, do not offer to
pay the bill or tip. A thank you note
within
two days is always appropriate.
3) C. The
host picks up his or her napkin. Your host placing
the napkin on his or her lap signals that
the
guests may begin eating. You would then place your
napkin in your lap and begin the meal.
4) A.
It is inappropriate to use the left hand for
dining in India, and in many North African and
Middle Eastern countries.
5) B. Use the
spoon provided. It’s not a cup of coffee, for
heaven’s sake. And don’t slurp, either.
6) D.
Say nothing and allow the champagne to be poured.
It’s more polite not to call attention to the
fact that you can’t drink champagne.
7) D.
Leave it on your chair. Definitely don’t put it on
the table—what if you have crumbs on it?
8) B.
Your napkin should be placed on your chair if you
temporarily leave the table. Don’t forget to
push your chair in.
9) B. Nothing should
be placed on the table that is not directly
related to the meal itself. If at a
business
meal, the business at hand should be the most
important conversation, not an in-coming
call.
If dining one-on-one, the person “in person”
should receive your full attention. Phone
ringers should be turned off and phones placed
out of sight. If expecting an urgent call, let
your
party know in advance that you are
expecting an important call and may need to be
excused.
Take the call in private, away from
the table and keep it as brief as possible. Even
when dining
solo, cell phone usage in
restaurants should be kept to a minimum out of
consideration to other
diners.
10) A or B.
It’s impolite to arrive early.
11) B. Make eye
contact with all of the individuals you’re talking
with.
12) B. Indicating where your guest
should sit will make her feel more comfortable.
13) B. Canadian businesspeople often begin
relationships in a reserved manner. Once people
get to
know one another, they become friendly
and informal. However, it is not appropriate to
behave
like that in business situations.
14) 3 to 4 feet. Consider personal space when
approaching a client. North Americans are
comfortable
speaking with business
acquaintances at a distance of about 3 to 4 feet.
15) C. Leave it on the floor and ask the
server to bring you another one. Never retrieve
any dining
utensil or your napkin if it is
dropped on the floor. If a utensil may trip a
server or other guests,
you may gently tap it
out of the way with your foot.
16) B. Call
after 15 minutes and leave after 30 minutes. It is
acceptable to call and if the client is
unreachable, it is acceptable to leave the
restaurant after waiting for a minimum of 30
minutes.
Call your client and explain that you
had to leave and that you would like to
reschedule.
17) B. By answering the phone, you
have just shown that the unknown caller is more
important
than the current
conversation. If you are expecting a truly
important call, tell that to the person
you
are speaking with ahead of time.
18) C.
Business situations are gender-neutral in western
countries, therefore men and women are
treated
equally. The roles of “ladies” and “gentlemen” are
reserved for social occasions.
However, if a
man pulls out the chair for a woman, she should
simply reply with “thank you”
and consider it
an act of kindness.
19) B. White wrapping
paper in Japan represents death.
20) D. There
is no such thing as “private” email. Despite the
fact that most people do not seem to
distinguish between personal and private
conversations on their cell phones, client
business
should never be discussed if “anyone”
is around and certainly not on elevators or in
metros
tubessubways.
16 or
above:
12-15:
11 or
below:
4.
1)
__________ handling textiles for more than 20
years. Our products have enjoyed a high
reputation in the world for their good quality
and reasonable price.
2) __________ that we
specialize in the export of Chinese textiles and
shall be glad to enter into
business relations
with you on the basis of equality and mutual
benefit.
3) __________ your well-illustrated
catalogues and I am very interested in your canned
fruit. Now
I have come to discuss with you the
possibility of importing the goods.
4)
__________ that our foodstuffs are guaranteed to
conform to the WHO standards.
5) __________
that your company is one of leading importers of
Chinese silk products in Europe,
which come
within the scope of our business activities.
6) B: __________ I found some of the exhibits
to be fine in quality and beautiful in design. The
exhibition has successfully displayed to me
what your corporation handles. I’ve gone over the
catalogue and the pamphlets enclosed in your
last letter. I’ve got some idea of your exports.
I’m
interested in your silk blouses.
A:
__________ Our silk is known for its good quality.
It is one of our traditional exports. Silk
blouses are brightly colored and beautifully
designed. They’ve met with great favor overseas
and are always in great demand.
Congratulations! You’re savvy and polite, and
know how to make others feel
comfortable and
important.
You’re doing well, but you may miss
a detail here and there. Take a little time to
brush up.
You may find yourself doing or
saying the wrong thing too often. Observe the
behavior of others and learn from it.
Unit 7 Enquiries and Offers
II
Listening Task
1.
Enquiries and Offers
Business negotiations:
It is worthy of
note:
Usually start with an enquiry by an
overseas buyer to a seller,
inquiring for
sales information.
Whoever makes an enquiry is
not liable for the buying or the selling.
form
of a quotation, an offer or a bid.
Two kinds
of offer:
A firm offer:
A firm
offer or offer with engagement and a non-firm
offer or offer
without engagement.
(1)
It must be sent to one or more specific persons;
(2) The conditions given must be complete,
clear and final.
(3) Once unconditionally
accepted within its validity, the offer is
binding on both parties;
(4) It takes
effect only after the offer reaches the offeree.
2.
Commodity: Cotton Print Shirts
Article No.: Art. No. 22
Destination: London
Unit price: USD 30 per piece CIF
London
Quantity: 20,000 pieces
Commission: 3%
Delivery time: September
Terms of payment: LC
Validity of offer: three days
3.
1) Textiles
2) Under the request
of one of his clients.
3) Their carpets were
handmade of pure Chinese wool. They were resilient
and had fine
workmanship. They had a ready
market in many European countries.
4) If the
carpets were of the specifications and colours he
wanted he would place an order.
5) She means
that they could make carpets according to their
customer’s requirements.
6) CIF price
7)
No. Ms. Zhang would check the requirements
carefully before she made a commitment.
The commercial practice: The receiver of an
enquiry will respond without delay in the usual
IV Reading Task
Eye Contact
Personal Space
& Touch
the US
strong,
direct
leave a
certain
amount of
distance
punctuality
is
crucial
the UK
strong, direct
leave a
certain
amount of
distance
punctuality
is
crucial
South
America
strong,
direct
tactile and like
to get up close
being on time
does not carry
the same
sense of
urgency
“Hi” is
uncommon
Japan
avoid
prolonged
eye
contact
leave a gap of
four feet
being late
taken as an
insult.
China
the Middle
East
avoid
prolonged
eye contact
leave a gap
of four feet
being late
taken as an
insult.
“Hi” is
uncommon
gentle
a
handshake
combined
with a bow
an integral
part of
business
protocol
personal
tactile and like
to get up close
being on time
does not
carry
the same
sense of
urgency
“Hi” is
uncommon
gentle
Time
Greeting &
Handshaking
“Hi” is
common
firm
negative
connotatio
ns
contractual
in nature
using
statistics
and facts
“Hi”
is
uncommon
soft
“Hi” is
uncommon
bowing
an integral
part
of
business
protocol
personal
Gift-Giving
The Basis of
Relationship
Information at
Negotiations
negative
connotations
contractual in
nature
using statistics
and facts
personal
presented
through
speech
or
using maps,
graphs and
charts
quite vocal
and animated
Negotiation
Styles
pressure
tactics and
imposing
deadlines
negotiate in
teams and
decisions
based upon
consensual
agreement
gaining
concessions
discuss issues
simultaneously
VIII Follow-up
Practice
4.
1) ______ if your quotation is
competitive and delivery date acceptable.
2)
______ So please tell us what quantity you require
so that we can work out the offer.
3) ______
that your bicycles have a ready market in our
country and there is a steady demand for
your
product in our market. So we’d like to make an
inquiry.
4) ______ through the cooperation
between us, large transactions will be brought to
speedy
conclusion.
5) A: ______our carpets
are handmade of pure Chinese wool. They are
resilient and have fine
workmanship and well
known for their exquisite designing. That’s why
our products have a
ready market in many
countries.
B: ______ Can you give us a
reference price?
A: ______Here are our latest
price sheets and catalog. You’ll find details of
the different designs,
colors, and sizes.
B: ______ Do you take special orders?
A: ______We can customize carpets to meet our
customers’ specific needs.
B: ______ Please
tell us the earliest possible date of delivery?
A: ______ As a rule, we deliver all our orders
within 2 months after receipt of the covering
letters of credit. It takes longer, of course,
for special orders. But in no case would it take
longer than 4 months.
Unit 8 Terms
of Payment
II Listening Task
1.
remittance ? MT TT DD
collection ? DA
DP
letter of credit ? Sight LC Time LC
Irrevocable LC Revolving LC
2.
1) C
2) D 3) B 4) B 5) D
3.
Positions of Payment
Reasons for
Insistence
or Refusal
Concessions
Added Requirement
Mr. Green
DP or DA
having to pay a margin, bank
charges and
tax expenses
accept LC payment
The goods
should be delivered
one month before Christmas
season starts
IV Reading Task
1) Compared with other forms of bank lending,
financing trade transactions is popular because
these deals are short term, self liquidating,
secured (by the underlying goods) and speedily
completed.
2) There are three main areas
of risk—micro risks, macro risks, and product
risks.
3) Before undertaking to establish a
DC for an importer, the bank should consider the
financial
standing of the importer, the goods
and the status of the exporter (or beneficiary of
the DC.
4) Check carefully whether the DC is
workable and that the exporter will be able to
comply with its
terms and conditions.
5)
(Open)
May consider DP after more
business together
The LC should reach the
seller
one month before shipment
Miss
Wang
Confirmed & irrevocable LC
VIII Follow-up Practice
4.
1)
__________ are confirmed irrevocable letters of
credit by sight draft against presentation of
shipping documents.
2) __________ your
price is on the high side, but the quality of your
products will probably make
up for it.
3)
__________ I hope you’ll meet me half way. What
about 50% by LC and the balance by DP?
4)
__________ we exceptionally accept delivery
against DP at sight, but this should not be taken
as a precedent.
5) __________ And the
other way round, we pay by LC for our imports and
furthermore, we pay
by the same kind of letter
of credit when we import from your country.
6)
__________ When we open a letter of credit with a
bank, I’ll have to pay a margin. That’ll not
only tie up our money but also increase our
cost.
7) B: __________ we can’t agree to DA
payment terms. It is only when trading parties
know each
other very well and there doesn’t
exist any risk of non-payment will we then adopt
DA payment
terms. If goods are shipped and
then rejected on arrival at the port of
destination, we would be
put to no end of
trouble.
8) B: __________ about 30 days
before the time of shipment so that we may get the
goods
prepared and book the shipping space.
One more thing, you must see to it that the
validity of the
LC is to remain till the 15th
day after shipment, leaving enough time for us to
make out the
documents and negotiate payment
with the bank.
Unit 9 Packing and
Shipping
II Listening Task
1.
1)
Because goods have to travel long distances before
reaching their destination—across oceans or
continents. Accidents, rough weather,
unloading and reloading on the way, everything has
to be
taken into consideration.
2) The
importer has the right to expect that his goods
will reach him in perfect condition and the
exporter has to get them into a nice, compact
shape that will stay that way during the roughest
journey.
3) Nothing is more infuriating to
an importer than to find his goods damaged or part
missing on
arrival; and nothing is more likely
to an exporter than to lose a customer.
4) New
packing materials are being developed which are
light and strong, and new methods being
found
to ensure the safe transport of goods.
5) The
general plan in all packing is not only to make
the goods secure for the journey, but also
pack the goods as lightly and compactly as
possible in order to minimize the freight charges.
2.
Types of Packaging
1)
primary package
2) secondary packaging
3)
tertiary packaging
3.
cargo manifest
bills of lading consignments documents
insurance policy commercial
invoice Customs
and Excise
Clearing and forwarding
transportation loading and unloading dock
services
shipping marks stenciled
identifying unloaded inspected cleared
destination.
IV Reading Task
1) The
major means of transportation mentioned in the
passage are railroad, airplanes, ships, trucks,
and pipelines.
2) Jet-cargo aircraft.
3) Bulk products that are low in value in
relation to their weight and that must travel
great distances.
Because trains can go only
where there are tracks, railroads can directly
serve only points on
railroad lines.
4)
The use of air freight. Because air freight now
uses high-speed, supercargo planes to move bulk
goods. Containerization permits more efficient
use of aspect in planes, and the speed of air
transport allows great efficiency.
5)
Because cargo ships and barges move bulky goods at
low cost and low speed. The loading of
truck
trailers directly onto ships and barges brings
some flexibility to water transportation.
Barges moved by tugboats have long been used
to move railroad cars.
6) With the
development of container ships, large quantities
of goods can be stored in their holds
and also
in standardized and easy-to-handle containers on
the decks. New super-ships are too big
for
many harbors, so offshore ports are being
constructed for unloading.
7) Such goods as
gasoline, crude oil, natural gas and even solids
like coal can be moved in
pipelines. The coal
is ground into a powder that is mixed with water
to form slush and moved
through pipelines.
VIII Follow-up Practice
4.
1)
__________ the fine quality of our products,
especially the unique design of the packing will
help you promote the sales of our products.
2) __________Your products should be
competitive not just in price, quality, but in
packaging as
well. You are aware that the
appearance of the package contributes greatly to
the sales of
products.
Example
can,
bottle, jar, tube, carton, drum, etc.
decorated carton, gift box
corrugated
carton, pallets
3) __________ we
usually use polybags, boxes and cartons
specifically speaking, we pack each
piece in a
polybag, half a dozen to a box, and 10 dozen to a
carton.
4) __________ and therefore easy to
handle. They won’t be stowed with other heavy
cargoes.
Besides, we’ll reinforce the cartons
with iron straps.
5) __________ to stand long
sea voyage, rough handling, jolting and shock, and
to discourage
pilferage; otherwise, the goods
are terribly rusty and damaged.
6) __________
such factors as cost, speed and safety should be
taken into account.
7) __________ as
transshipment adds to the expenses, the risk of
damage, and sometimes may
delay the arrival.
8) __________ that we’ll ship the goods duly,
but your LC must reach us 30 days before shipment.
Unit 10 Agency
II Listening Task
1.
Reasons for foreign agents
International trade is rather complicated
because there are obstacles and differences in
terms
of currency, measurement systems,
commercial laws, trade customs and habits,
tariffs,
transportation and insurance and
other artificial obstacles. A foreign agent is
familiar with local
conditions and the market
and can operate the business to mutual benefit.
Two types of agents
1) An exclusive
agent who acts for his foreign principal with
exclusive rights to sell in a particular
area
on a commission basis and he will not sell
products that compete with the products of the
principal.
2) A general agent who acts
under instructions from his principal to sell or
to buy goods on the best
terms obtainable,
charging a commission under an agreement
concerned.
The principal’s investigation on
his agent includes:
1) qualification
2)
experience
3) professional morality
4)
the reliability and the financial position of the
firm
5) their promoting and goods-selecting
skills
6) their reliable connections in the
designated area
7) whether the firm is also
an agent of similar goods
2.
Functions
performed by foreign agents:
1) To identify
customers for your products and market your goods
to these people.
2) To uncover other
opportunitiesmarkets for your product.
3) To
translate for you and act as your interpreter in
business dealings in the foreign country.
4)
To validate translation of your publicity
materials.
5) To help you with local travel
andor living arrangements.
6) To provide
guidance with local government regulations.
Different types of foreign agents
1)
Commissioned agents—used most often by exporters
and paid a percentage of a sale only when
the
sale is made.
2) Retainer agents—paid a fixed
amount to do certain work for your company over a
specified
period of time.
3)
Retainercommissioned agents—placed on a retainer
but also receive a percentage from each
sale.
The retainer provides them with funds to help run
their business while the commission
gives them
additional incentive to work harder on your
behalf.
3.
1) They are business partners.
They have been doing business with each other for
many years and
get along with each other quite
satisfactorily.
2) Ms. Zhang offered Mr.
Wood a sole agency.
3) The annual turnover
is 50, 000 pieces. The time period is three years
and renewable for further
period of three
years.
4) No. His proposal is that they sell
30,000 pieces the first year and will increase the
turnover to
40,000 pieces the second year.
5) The annual turnover is 30,000 pieces the
first year and 40,000 pieces the second year with
a 4%
commission. A 5% commission will be given
for the annual turnover of 40,000 pieces the first
year.
6) He is not expected to handle the
same or similar products of other origins.
IV Reading Task
1) An ovrseas sales agent
can introduce you to customers who you supply and
invoice direct.
2) A sales agent does business
on a commission basis.
3) The main advantages
are to use overseas agents’ extensive knowledge of
the target market, avoid
the recruitment,
training and payroll costs for entering an
overseas market, place agents to identify
and
exploit opportunities and maintain more control
over matters such as final price and brand
image.
The disadvantages are that you
remain responsible for shipping and other-related
logistics, need to
specify in an agent’s
contract if you need them to credit check your
customers for you, arrange to
allow access to
your sales ledger as part of the commission
payments process, lose some control
over
marketing and brand image, and have difficulty
with after-sales service.
4) You need to make
sure you get an agent with experience of selling
your type of products and
who has
potential buyers interested in the kind of goods
you sell.
5) The key points include parties,
products, territory, exclusivity, exceptions to
exclusivity, pricing,
commission, payment
terms, period, confidentiality, intellectual
property, after-sales care,
marketing, rights
jurisdiction and so on.
VIII Follow-up
Practice
2.
1. 订约人 Contracting Parties
2. 商品名称及数量或金额 Commodity and Quantity or Amount
3. 经销地区 Territory
4. 订单的确认 Confirmation
of Orders
5. 付款 Payment
6. 佣金
Commission
7. 市场情况报告 Reports on Market
Conditions
8. 宣传广告费用 Advertising & Publicity
Expenses
9. 协议有效期 Validity of Agreement
10. 仲裁 Arbitration
11. 其他条款 Other Terms
& Conditions
4.
1) __________ honest,
dependable, experienced and hard working
individuals with the desire to
succeed to act
as our sales agent in East China.
2)
__________ Due to rapid growth of our company, we
require more representatives acting as our
direct sales agents worldwide.
3)
__________ if you would consider our application
to act as your agent for the sales of your
products in our country.
4) ___________
We have much experience in promoting the sale of
products similar to yours and
we are very
familiar with customers’ needs.
5)
__________would you please let us know as early as
possible the sales prospects of the item in
your market, your program in detail, your
business organizations in various districts and
their
activities?
6) __________ you will
neither handle the same or similar products of
other regions nor re-export
our goods outside
to any other region outside your own.
7)
__________our business relations and your past
efforts in pushing the sales of our products, we
have decided to entrust you with the exclusive
agency for our electronic products in your
district.
8) __________ the total amount
of your order last year was moderate, which does
not warrant an
agency appointment. Unless you
increase the turnover we can hardly appoint you as
our sole agent.
Unit 11
Complaints and Claims
II Listening Task
1.
1) The buyer must prove that it is the
seller’s responsibility for the damage or loss of
the goods.
2) The inspection certificate
and BL.
3) The seller is obligated to
compensate the buyer.
4) The conflict appears
when the goods are found to be damaged or of short
weight when reaching
the destination.
5)
In that case the seller would most likely seek to
find a way to satisfy his customer.
2.
1)
Edward Smith
2) CBD International
3) air
dried garlic granules
4) 200 cartons
5)
September 20
6) October 15
7) Contract
No. 201068
8) the goods contaminated with
moths
9) 30%
10) not well fumigated before
shipment
11) USD 6,000
12) make a
thorough investigation before a reply tomorrow
3.
immediate problems constructive ideas
adapting marketing practices modifying
occasional problems inevitable recover from
mistakes angry and frustrated loyal
responding buyers’ disappointment effective
and innovative customer complaints
positive
philosophy competitive edge.
embraces
primary goal defending rules of the game cost
value employees judgment.
IV Reading
Task
1) Errors and misunderstandings may cause
customers to make complaints.
2) They may
result in losing future sales from customers and
from everybody else who hears about
their bad
experience.
3) (Open)
4) When customer
complaints have occurred, the manner in which you
as the owner or representative of
your company
respond to your customer is important and worth
your careful consideration.
5) (Open)
VIII Follow-up Practice
2.
1)-h 2)-d 3)-a 4)-c 5)-f 6)-g 7)-e
8)-b 9)-j 10)-i
4.
1) ___________but
I’ve had lot of trouble with your company, one way
or another. I have
contacted several
departments of your company but nothing has been
done. So this time I’m
going right to the top.
2) __________ making complaints is an
unpleasant business in the practice of
international trade.
But the present case is
too serious to be overlooked, so we feel we must
file a claim on you.
3) __________ for its
price, not to mention its bad quality.
4)
__________ that the October consignment of
dehydrated garlic granules arrived at our port in
worthless state. About 30% of the goods have
been contaminated with moths and unsuitable for
human consumption.
5)__________strictly
inspected by the China Commodity Inspection Bureau
before delivery and a
Certificate of Quality
has been issued by this bureau. In other words,
our goods were in good
condition when they
were shipped out.
6) __________ we want to go
into the matter thoroughly so that we can take
measures to prevent
similar mishaps in the
future.
7) ___________ to find out where the
responsibility actually lies. But before that we
can’t promise
anything.
8) ___________
for all the losses incurred as a sequence of our
failure of shipping in time. Anyway,
we’ll try
our best to settle this claim.
Unit 12
Marketing and Sales
II Listening Task
1.
is constantly linked to top executives
interchangeable erroneous matchup promulgate
salespeople stem from centrality management
functions
in exchange for valuable
consideration end result commercial process
prior to capitalize
on provide follow-up
service maintain satisfaction instituting a
marketing department
subdivision solo
entrepreneurs covered
2.
2) Demographic
factors. Population size, used as a broad
preliminary indicator of market potential
3)
Characteristics of culture. Learned, adaptive,
interrelated, adaptive, may operate at times as
subcultures
4) Ethnic factors. Human
variations, the most noticeable , physical
attributes or appearance.
5) Material
culture. Material things, constitutes a human-
created environment, between people and
the
material environment
3.
A, C, D, F, G
IV Reading Task
1) Because in doing
marketing you must communicate with people. What
you do or say is
important. So trying to build
good relationships with your customers does help
to market your
products.
2) (Open)
3)
Product, place, price and promotion.
4)
They’re also referred to as a “marketing mix.”
5) Research and development of a new product,
research of the potential market, testing of the
product to insure quality, and then
introduction to the market are often involved in
the product
element.
6) The place element
refers to how you get your product to your
customer.
7) If you price something too high,
you may never sell a single item of it. If you
price it too low,
you can lose money on every
sale once all of your costs of doing business are
considered.
8) There are a variety of tools to
promote your product or service, like direct mail,
sales brochures,
contests and giveaways.
9) (Open)
VIII Follow-up Practice
2.
1) product price promotion place
2) satisfy image design
3) competes
rival
4) commercials radio spots newspaper
advertisements posters labels materials public
relations
5) distribution end-users
outlets hire purchase mail order
6)
strengths weakness opportunities threats
4.
1) __________to enter the
international market, it’ll pay to do a lot of
market research first.
2) __________is to find
out whether there is a market for the product and
whether we can sell the
product in that
market.
3) __________ that proper pricing of
our product, choice of terms of sale and payment
are three
important elements in exporting a
product.
4) __________must be aware of
language and cultural differences when deciding
how to market a
product.
5)
__________ that the development of a strong brand
name in the domestic market is undoubtedly
a
precursor to any outward expansion.
6)
__________ is to determine the reactions of
probable consumers. The test marketing process
requires several decisions: when, where, how
long, what information to acquire, and how to
apply results.
7) __________ encompasses
two steps: one is selecting and analyzing a target
market; the other is
creating and maintaining
an appropriate marketing mix.
8) __________ to
the planning of international promotional
campaigns than the establishment of
clearly
defined, measurable objectives.
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