Sales English complete

销售合同英语翻译2篇篇1SALES CONTRACTThis Sales Contract is made by and between [买方公司名称] (hereinafter referred to as the Buyer) and [卖方公司名称] (hereinafter referred to as the Seller).After mutual understanding and negotiation, both parties agree to conclude this contract under the principles of equality and mutual benefit and in accordance with the relevant laws and regulations of the People's Republic of China.Article 1: Commodity and QuantityThe Seller agrees to sell and the Buyer agrees to purchase the following goods: [具体商品名称及规格型号、数量等详细信息].Article 2: Price and Payment Terms1. The total contract price is [合同总价] (currency).2. Payment terms: [支付条款，如预付款、进度款、尾款等].3. All banking fees and exchange rate risks shall be borne by the Buyer unless otherwise agreed by both parties.Article 3: Delivery and Quality Standards1. The Seller shall deliver the goods to the port/place specified by the Buyer by [具体交付日期].2. Quality standards of the goods shall comply with [商品质量标准].3. In case of any discrepancies in quality, the Buyer shall notify the Seller immediately upon arrival of the goods for inspection and negotiation of remedies.Article 4: Packaging and Shipping Marks1. The Seller shall pack the goods properly to ensure safe transportation to the port/place specified by the Buyer.2. Shipping marks shall be clearly indicated on each package with the following information: [包装及标识要求].Article 5: InsuranceThe Seller shall arrange for insurance against People's Republic of China Ocean Marine Cargo Insurance Clauses (CIC) from loading at the port of origin to discharge at the port of destination as requested by the Buyer.Article 6: Customs Formalities and DocumentsThe Seller shall prepare and provide all necessary documents and complete customs formalities in accordance with relevant laws and regulations for smooth import of the goods into the country of importation.Article 7: Confidentiality and Intellectual Property RightsBoth parties shall keep confidential all information related to this contract that is not intended for public disclosure and shall not infringe on each other's intellectual property rights.Article 8: Liabilities and Claims1. In case of any breach of contract by either party, the other party may claim compensation for losses incurred.Article 9: Force Majeure篇2SALES CONTRACTThis Sales Contract is made by and between [Seller’s Name] (hereinafter referred to as “Seller”) and [Buyer’s Name] (hereinafter referred to as “Buyer”), whereby Seller agrees tosell and Buyer agrees to purchase the under mentioned commodity according to the terms and conditions stipulated below:1. Commodity:[Description of the commodity to be sold, including its type, model, specifications, etc.]2. Quantity:[Specify the quantity of the commodity to be sold in numerical terms.]3. Price:[The price agreed upon by both parties shall be clearly stated in the contract, including the currency, unit price, total price, terms of payment, etc.]4. Terms of Delivery:[Specify the mode of transportation, place of delivery, time of delivery, etc.]5. Payment:[Specify the terms of payment, such as cash on delivery (COD), advance payment, etc., and provide details about the payment method, payment schedule, etc.]6. Quality & Inspection:[Stipulate the quality standards of the commodity, inspection methods, inspection agency, etc.]7. Warranty & Claims:[Specify the warranty period, warranty terms and conditions, claims procedure in case of any defects or discrepancies in the product.]8. Force Majeure:[Both parties shall be released from liability for failure to perform the Contract due to force majeure. Specify what is considered as force majeure and the procedures for handling such situations.]9. Contract Modification:[Any modification to this Contract must be made in writing and agreed upon by both parties.]10. Disputes Settlement:11. General Provisions:[Include any other general provisions that are necessary for the proper execution of this Contract, such as confidentiality, confidentiality agreement, applicable law, etc.]In witness whereof, the Seller and the Buyer have signed this Contract in duplicate with each party holding one copy.Seller: ____________________ (Name)Buyer: ____________________ (Name)Date: ________________Place: ________________This Sales Contract is executed in English and [specify language] on ____ (Date) by and between Seller and Buyer. The two versions are equally valid.English VersionTranslation into [specify language]: ____________________Seller’s Signature: ____________________Buyer’s Signature: ____________________This Sales Contract constitutes a legal binding agreement between Seller and Buyer and shall be strictly observed by both parties. Any deviation from its contents must be agreed upon in writing by both parties.In conclusion, both Seller and Buyer affirm that they have read and fully understand the contents of this Sales Contract and agree to abide by its terms and conditions.(Note: This is a general template for a sales contract. It is recommended that you consult with a legal expert to tailor it to your specific needs and circumstances.)-----------------------------------------------------------------------------------------SALES CONTRACT DETAILED CLAUSES1. COMMODITYThe commodity to be sold is _________________ (describe the commodity). The Seller shall ensure that the commodity meets all applicable quality standards and is free from defects in material and workmanship.2. QUANTITY AND QUALITYThe quantity of the commodity to be sold shall be_________________ (specify quantity). The quality of the commodity shall be in accordance with _________________ (specify quality standards or specifications).3. PRICE AND PAYMENTThe price of the commodity shall be _________________ (specify price). The terms of payment shall be as follows: _________________ (specify terms of payment such as advance payment, L/C, etc.).4. DELIVERY AND TRANSPORTATION。

工作的动词搭配工作是我们日常生活中必不可少的一部分，工作的动词搭配也非常重要，可以帮助我们更好地描述我们的工作内容和过程。

以下是工作的动词搭配，共计。

1. 执行任务 execute tasks2. 制定计划 make plans3. 完成工作 complete work4. 分配任务 assign tasks5. 检查工作结果 check work results6. 提交报告 submit reports7. 安排会议 schedule meetings8. 协调资源 coordinate resources9. 解决问题 solve problems10. 准备文件 prepare documents11. 调整计划 adjust plans12. 领导团队 lead teams13. 负责任务 be responsible for tasks14. 分析数据 analyze data15. 合作完成任务 collaborate to complete tasks16. 写报告 write reports17. 制作计划 make schedules18. 规划任务 plan tasks19. 组织活动 organize events20. 领导项目 lead projects21. 定期反馈 regular feedback22. 具体描述具体应对 specific description specific response23. 安排资源 allocate resources24. 跟踪进度 track progress25. 协调团队 coordinate teams26. 确定目标 set goals27. 起草合同 draft contracts28. 管理预算 manage budgets29. 提供支持 provide support30. 评估绩效 evaluate performance31. 改善流程 improve processes32. 协商合作 negotiate cooperation33. 安排差旅 arrange travel34. 联系客户 contact clients35. 分析市场 analyze markets36. 制定政策 make policies37. 教育员工 educate employees38. 收集信息 collect information39. 创新思考 innovative thinking40. 解读潜在风险 read potential risks41. 开发业务 develop business42. 比较价格 compare prices43. 推广产品 promote products44. 制定标准 establish standards45. 制定方案 develop solutions46. 确认要求 confirm requirements47. 完成订单 complete orders48. 接受培训 receive training49. 质量检查 quality control50. 管理供应链 manage supply chain51. 调查新市场 investigate new markets52. 设计产品设计产品53. 策划广告 plan advertising54. 安排物流 arrange logistics55. 设计界面 design interfaces56. 分析竞争 analyze competition57. 提高效率 improve efficiency58. 评估风险 evaluate risks59. 招募人才 recruit talents60. 管理人力资源 manage human resources61. 提高销售额 increase sales62. 跟进客户 follow up with clients63. 安排销售计划 arrange sales plans64. 建立关系 build relationships65. 提高生产率 increase productivity66. 与供应商协商 negotiate with suppliers67. 提高客户满意度 improve customer satisfaction68. 制定战略 make strategies69. 负责市场营销 be responsible for marketing70. 推动创新 drive innovation71. 制定培训计划 develop training plans72. 开发新产品 develop new products73. 增加品牌知名度 increase brand awareness74. 规划销售渠道 plan sales channels75. 调查客户需求 investigate customer needs76. 研究竞争对手 research competitors77. 优化生产流程 optimize production processes78. 构建团队 build teams79. 提高员工满意度 improve employee satisfaction80. 分析财务数据 analyze financial data81. 制定销售策略 develop sales strategies82. 管理项目管理 projects83. 推动业务增长 drive business growth84. 利用技术 improve technology utilization85. 提高服务质量 improve service quality86. 负责客户关系 be responsible for customer relationships87. 应对市场变化 respond to market changes88. 与合作伙伴合作 cooperate with partners89. 制定品牌战略 develop brand strategies90. 负责战略规划 be responsible for strategic planning91. 增强市场竞争力 enhance market competitiveness92. 队伍建设 team building93. 增加销售额 increase sales volume94. 确立销售定价 establish sales pricing95. 完成销售目标 complete sales targets96. 与客户沟通 communicate with clients97. 调整销售策略 adjust sales strategies98. 推广企业文化 promote corporate culture99. 维护品牌形象 maintain brand image 100. 分析行业趋势 analyze industry trends。

Part 1.1 The definition and classification of cross-border e-commerceWarming-up ActivitiesListening参考答案及译文：1.manufacturers译文：和其他厂商相比,贵方产品质量上乘。

2.reflects译文：产品质量也反映了产品背后的过程。

所以我们必须得先从网上搜索一下产品质量才行。

3.requirements译文：样品应符合标准的要求。

你从网上搜索过没有?4.re-inspect译文：你希望在哪里复验商品呢?5.discharged译文：我们只检查在这里卸下的货。

New Core VocabulariesTask1 Translate the following sentences into English, using the expressions in Brackets.参考答案1.Employees should have a voice in the decision-making process.2.The firm manufactures and retails its own range of sportswear.3.They combined vigorous brushwork with decorative arrangements of form and colour.Task2 Match the English words in the left column with the English explanation in the right column.参考答案1.clearance 2.operational 3.verticalTask3 Match the English words in the left column with the English explanation in the right column.参考答案ers advance through the program by answering a series of questions.2.More and more small and medium-sized enterprises hope that the service management can be provided as third-party platform to be recognized and selected.3.Our company has advanced production technology and perfect after-sales service. 1. Complete the following sentences by translating the Chinese given in the brackets into English.参考答案1. produced under rigid quality controls译文：我们的产品都有严格的质量管制。

Chapter11.supply chain management 供应链管理2.zero defect 零缺陷3.perfect order 完美订单4.six-sigma performance 六西格玛管理体系5.marketing channel 营销渠道6.economic value 经济价值7.economy of scale 规模效益8.market value 市场价值9.trade-off 背反关系rmation sharing paradigm 信息共享模式11.process specialization paradigm 过程专业化模式12.electronic data interchange（EDI）电子信息交换13.made to plan（MTP）根据计划推测生产14.lead-time 交货期15.made to order（MTO）根据订单生产16.logistic outsourcing 物流外包17.stock keeping unit（SKU）库存单位18.integrated service provider（ISP）一体化服务供应商19.public warehouse公共仓库20.value-added service 增值服务21.third-party service provider 3PL 第三方物流服务供应商22.fourth-party service provider 4PL 第四方物流服务供应商23.anticipatory business model（push）预测性商业模式24.responsive business model（pull）快速响应型商业模式25.logistics postponement 物流延迟26.cash-to-cash conversion 现金转化周期27.dead net pricing 完全净价28.cash spin 现金周转29.operational performance 运作绩效30.order processing 订单处理31.customer accommodation 市场分销Chapter2 Inbound logistics 采购运筹，进口物流1.Procurement perspective and strategies 采购远景和策略2.continuous supply 持续供应3.minimize inventory investment 减少存货投资-JIT4.quality improvement 质量改进5.lowest total cost of ownership-TCO 所有权总成本最低6.supplier-buyer integration 供方买方整合7.value management 价值管理8.sales synergy 销售协同9.Manufacturing perspective and strategies 生产远景和策略10.brand power 品牌力11.Lead time 备货期12.Make-to-stock（MTS）备货型生产13.Make-to-order（MTO）订货型生产14.Assemble-to-order（ATO）面向订单装配15.Material Requirement Planning(MRP) 物料需求计划Chapter3 Outbound Logistics 出货物流1.Supply chain service output 供应链营运功率2.Spatial convenience 空间便利性3.Lot size 批量4.Waiting time 等待时间5.Stock out frequency 缺货率6.Fill rate 供应比率7. Sales and operations planning 销售和运作计划8.Order shipped complete 订货完成率9.Operation Performance 运行性能：10.Service Reliability 服务可靠性11.Customer Satisfaction 顾客满意度：12.Value added service 增值业务：13.Customer-focused services顾客导向之服务14.Promotion-focused services促销导向之服务15.Manufacturing-focused services 生产导向之服务16.Time-based services 基于时间的服务17.Distribution Resource Planning (DRP) 配送资源计划18.Total Quality Management全面质量管理19.customer relationship management（CRM）客户关系管理20.International Organization for Standardization（ISO）国际标准化组织21.European Article Numbering(EAN)欧洲物品编码22.Total Cost of Ownership所有权的总成本23.Economic Order Quantity(EOQ）经济订货量24.authorized economic operator授权经济运营25.make-to-plan（MTP)计划型生产26.Assemble-to-order面向订单装配27.materials requirements planning(MRP）物料需求计划28.performance-based logistics基于性能的物流29.Master Production Schedule主生产计划30.Bill of Materials 物料清单31.Distribution Resource Planning分销资源计划32.Supply chain information systems 供应链信息系统33.Enterprise Resource Planning（ERP)企业资源规划34.transportation management system运输管理系统35.Warehouse management system存货管理系统36.Yard management system堆场管理系统Advanced Planning and Scheduling(APS) 高级计划与排程系统37. available to promise 可行性承诺38.Collaborative Planning, Forecasting and Replenishment(CPFR)协同规划，预测和补货39.bills of lading提单40. proof of delivery交货证明Chapter4Geographical specialization 地域专门化Decoupling 库存的“分离”作用Balancing supply and demand 平衡供需Buffering uncertainty 降低不确定性因素Service lever 服务水平Average inventory 平均库存Inventory policy 存货政策Cycle inventory, or base stock 周转库存Safety stock inventory 安全库存Transit inventory 在途库存Order quantity 订购数量Transit inventory 已中转存货Obsolete inventory陈旧存货Speculative inventory投机性存货Safety stock 安全储备Reorder point 再订货点Inventory turns库存周转次数performance cycle or lead time绩效循环Inventory carrying cost 库存持有成本Volume Transportation Rates体积运输率Free On board (FOB) 船上交货价Quantity Discount大批量折扣Other EOQ Adjustments其他存货调整Demand uncertainty 需求的不确定性Performance cycle uncertainty 运行周期的不确定性Standard deviation 标准差Poisson distribution 泊松分布Safety Stock with Combined Uncertainty安全库存结合的不确定性Numerical compounding 精确合成Estimating Fill Rate估计填充率Dependent Demand Replenishment相关需求补给Safety time 安全时间Over planning top-level demand 对高水平需求的超额预测Inventory control 库存控制Perpetual Review 永续盘存Periodic Review 定期盘存Reactive inventory system 反应式库存系统Pull inventory system 拉动式库存系统Fair Share Allocation 公平份额分配法Distribution Requirements Planning (DRP) 配送需求计划Collaborate Inventory Replenishment 联合库存补充Vendor-Managed Inventory (VMI) 供应商管理存货Profile Replenishment (PR) 系列补货Product Classification Analysis (ABC) 产品分类分析Product/Market Classification 产品/市场分类Segment Strategy Definition 战略定义Policies and Parameters 政策和参数Chapter5,6(第八、九、十章）第八章Transportation InfrastructureIn-transit inventory在途库存Diversion转移Economy of scale规模经济 economy of distance 距离经济Tapering principle 远距离递减原则Consignor 发货人 consignee 收货人United States Postal Service （USPS）美国邮政服务Department of Transportation（DOT）运输部门Interstate Commerce Commission (ICC) 洲际商会Surface Transportation Board (STB) 陆地运输局Rights-of-way 通行权Ton-mile 吨英里Truckload（TL) 整车运输less—than—truckload（LTL) 零担运输specialty 专项运输North America Free Trade Agreement (NAFTA) 北美自由贸易协定Central America Free Trade Act (CAFTA) 中美洲自由贸易法United Parcel Service (UPS) 联合包裹运输服务公司Piggyback service 驼背式运输服务Land bridge 大陆桥Freight forwarders 货运代理人第九章Transportation OperationsStowability 装载能力Hundredweight （CWT) 英担Transport lane 运输通道Back-haul 可带回去Deadheaded 空车返回Variable costs 可变成本Fixed costs 固定成本Joint costs 连带成本Common costs公共成本Cost-of-service 服务成本策略Value-of-service 服务价值策略Combination pricing strategy 组合定价策略Net-rate pricing 净费率定价策略Tariff 费率表Class rate 费率类别Minimum charges and surcharges最低收费和附加费Commodity rate 商品费率Exception rates 特价费率Aggregate tender rate累计费率Limited service rate 有限服务费率Shipper load and count rate 发货人装载和清点费率Released value rate 免责价值费率Freight-all-kind (FAK) rates 均价费率Local rate 地方费率Single-line rate单线费率Joint rate 联合费率Proportional rate比例费率Transit service 转运服务Diversion and reconsignment 转移并变更收货人Split delivery 分票交付Demurrage 滞期费Detention 滞留费用Special or accessorial service 特别的或者附属的费用Special equipment charges 特殊设备使用费Transportation management system （TMS）运输管理系统Core carrier strategy 核心承运人战略Integrated service providers （ISPs）Reactive and proactive反应性和主动性Market area 市场范围法Scheduled area delivery 定期运送Pooled delivery集中运送Preorder planning 预订计划Multi-vendor consolidation 多卖主集拼Expediting 加急Hours of service（HOS) 服务时间Federal Motor Carrier Safety Administration联邦汽车运输安全管理局Loss or damage 货物丢失和损伤Overcharge/undercharge索价过低Preaudit 事前审核Post audit 事后审核Bill of lading 提货单Order-notified 待命提单Freight bill运费账单Prepaid or collect 预付或到付Shipment manifest装货清单Free on board船上交货Freight on board 离岸价格F.O.B. Origin FOB原产地价格F.O.B. Destination pricing FOB交货地价格F.O.B. 离岸价Delivered pricing 交货价Single-zone delivered pricing单地区定价Multiple-zone delivered pricing多地区定价Base—point pricing system基点定价系统Phantom freight在售价上加计的运费Freight absorption 运费免收Substantially lessen competition 大大减少竞争Forward-buy 提前购买Every Day Low Pricing（EDLP）天天低价Activity-based costing 作业成本法Total cost-to-serve model总成本与服务模型第十章 WarehousingDistribution center 分销中心Just-in-time （JIT）准时制生产Cross-docking 越库式转运Mixing组合作业Assembly 装配作业Lead suppliers or tier one suppliers 主供应商或一级供应商Environmental Protection Agency（EPA）环境保护机构Food and Drug Administration（FDA）食品药物监管会Occupational Safety and Health Administration（OSHA）职业安全与卫生管理局Spot-stocked 定点储存Value-added services（VAS）增值服务Transfer and selection 货物的转移和分拣作业Flow-through or cross-dock distribution通过式配送或越库式转运Extended storage 长期储存Contract warehousing 合同仓储Selection or picking area 分拣作业的区域Discrete selection and wave selection 单独分拣和区域分拣Batch selection 批次挑选Chapter 7 Integrated Operations PlanningSupply Chain Planning供应链计划Supply chain visibility供应链的可见性Simultaneous resource consideration资源的同步考虑Resource utilization资源的利用率Supply Chain Planning Applications供应链计划应用系统Demand Planning需求计划Product Planning生产计划Logistics Planning 物流计划Sales and Operations Planning (S&OP)销售和作业计划系统Maximize production产量最大化Stable schedule稳定的生产进度Long lead times长的提前期Lower margins较低的利润Aggregate forecasts总体预测Rapid response 快速响应Maximize revenue 利润最大化Collaborative planning协同计划Exponential smoothing指数平滑法extended exponential smoothing扩展平滑法Adaptive smoothing调节性平滑法Multiple regression多元回归Chapter 8 Global Supply ChainGlobal Supply Chain Integration全球供应链一体化Stages of international development国际化发展的阶段Use restriction使用限制Price surcharges价格附加费Local presence本地经营Global Sourcing 国际采购Rationale for Low-Cost-Country sourcing低成本国家采购的理由Guidelines for sourcing采购的指导方针Achieve economies of scale实现规模经济Reduce direct cost减少直接成本Reduce market access uncertainty减少市场准入的不确定性Enhance sustainability增强可持续性Combined transport document联运单据Commercial invoice商业发票Insurance certificate保险证书Certificate of origin原产地证书Logistics Performance Index（LPI）物流绩效指数Chapter 9 Chapter 10(第十五、十六章)SDWT--self-directed work teams 自我指导工作小组Balanced scorecards 平衡计分卡Balance sheet 资产负债表Income statement 利润表The great divide 严重断层Reliability-based trust 以可靠性为基础的信任Character-based trust 以特性为基础的信任Average order cycle time 平均订货周期时间Order cycle consistency 订货周期一致性On-time delivery 准时交货Downtime 停工期Inventory turnover rate 库存周转率ROA---return on assets 资产回报率ROI---return on investment 投资回报率RONW---return on net worth 净值回报率Contribution approach 贡献毛利法Net profit approach 净利润法SPM---Strategic Profit Model 战略盈利模型CMROI---contribution margin return on inventory investment库存投资利润贡献率。

参考答案第一章1.7.1 Compare the following pairs of sentences to see why sentence B is better.（略）1.7.2 Rewrite the following sentences to make them clearer and simpler.(1)Please tell us your address.(2)We are waiting for your early response.(3)Please send us your latest price-list at once.(4)Please consider our proposal.(5)Please let us know whenever we can be helpful to you.(6)Thank you very much for your help.(7)To maintain your credit standing, please remit the payment within a week.(8)We have enclosed a brochure outlining our company’s goods available for export.(9)We specialize in the export of Chinese textiles and wish to build a business relationship withyou.(10)W e hope you will be interested in any of the items and send us a specific enquiry.1.7.3 The following letter is a letter of rejection. The meaning of the letter is clearly expressed but the way to present the bad news may irritate the reader. Rearrange the letter1.7.4 Correct the mistakes in spelling, grammar, punctuation, or capitalization in the following sentences.(1)Our company is one of the major importers of handkerchiefs in Canada.(2)It gives me much pleasure to notify you that your application has been approved.(3)We are looking for some electric heaters from suppliers experienced in exporting to Europeanmarkets.(4)Should your price be found competitive and delivery date acceptable, we intend to place atrial order with you.(5)I have enclosed our most recent catalogs illustrating many of our popular items.(6)Perhaps you could let us know your terms of business and the time required for delivery afteryou receive the order.(7)We learned from Smith & Company that you manufacture a range of high-fashion handbagsin a variety of leathers.(8)In reply, we would like to make the following offer, subject to our final confirmation.(9)You are aware that China is a very big market with a huge potential for industrial rawmaterials, in which we are already so well established.(10)As there is a steady demand here for high quality brocade handbags, we would like you tosend us your illustrated catalogues.第二章2.7.1 Correct the mistakes in the following sentences.(1) A traditional business letter usually consists of six components.(2)Presenting requirement should be stressed as the most important move in an inquiry letter.(3)You should arrange the points in order of importance and decide which points can be left out.(4)When you have finished a letter, take the reader's position and read it again to see whether themessage is clear and concise.(5)You will need to adapt your message to fit your audience.(6)The reader’s needs and your communicative goal can help you to formulate your purpose.(7)With your purpose clearly identified, you are on the right track.(8) A good e-mail marketing strategy can be very effective in finding new customers.(9)You should not put several e-mail addresses together and send one message to all of them atonce.(10)Do not use the word "introduce" when trying to sell your products.2.7.2 Compare the following two letters to see which is better and find out what strategies have been applied in the revised version.（略）2.7.3 There are some mistakes in the placement of the components in the following letter.第三章3.9.1 Multiple choices.(1) B (2) D (3) A (4) C (5) C (6) D (7) A (8) D (9) C (10) B 3.9.2 Translate the following sentences into Chinese.(1) 我方希望你方函告贵方市场详情。

Section BDirections: There are 2 passages in the section. Each passage is followed by some questions or unfinished statements. For each of them there are four choices marked [A], [B], [C], and[D]. You should decide on the best choice and mark the corresponding letter on Answer Sheet2 with a single line through the center.Passage OneQuestion 57 to 61 are based on the following passage.Most shoplifters (商店扒手)agree that the January sales offer wonderful opportunities for the hard-working thief. With the shops so crowded and the staff so busy, it does not require any extraordinary talent to help you to take one or two little things and escape unnoticed. It is known, in the business, as "hoisting".But the hoisting game is not what it used to be. Even at the height of the sales, shoplifters today never know if they are being watched by one of those evil little balls that hang from the ceilings of so many department stores above the most desirable goods.As if that was not trouble enough for them, they can now be filmed at work and obliged to attend a showing of their performance in court.Selfridges was the first big London store to install closed-circuit videotape equipment to watch its sales floors. In October last year the store won its first court case for shoplifting using a evidence a videotape clearly showing a couple stealing dresses. It was an important test case which encouraged other stores to install similar equipment.When the balls, called sputniks, first make an appearance in shops, it was widely believed that their only function was to frighten shoplifters. Their somewhat ridiculous appearances, the curious holes and red lights going on and off, certainly make the theory believable.It did not take long, however, for serious shoplifters to start showing suitable respect. Soon after the equipment was in operation at Selfridges, store detective Brian Chadwick was sitting in the control room watching a woman secretly putting bottles of perfume into her bag."As she turned to go," Chadwick recalled, "she suddenly looked up at the 'sputnik' and stopped. She could not possibly have seen that the camera was trained on her because it is completely hidden, but she must have had a feeling that I was looking at her.""For a moment she paused, but then she returned to counter and started putting everything back. When she had finished, she opened her bag towards the camera to show it was empty and hurried out of the store."57. January is a good month for shoplifters because ________.[A] they don't need to wait for staff to serve them[B] they don't need any previous experience as thieves[C] there are so many people in the store[D] January sales offer wonderful opportunities for them58. The sputniks hanging from the ceiling are intended ________.[A] to watch the most desirable goods [C] to frighten shoplifters by their appearance[B] to make films that can be used as evidence [D] to be used as evidence against shoplifters59. The case last October was important because ________ .[A] the store got the dresses back[B] the equipment was able to frighten shoplifters[C] other shops found out about the equipment[D] the kind of evidence supplied was accepted by court60. The woman stealing perfume ________.[A] guessed what the sputniks were for [C] could see the camera filming her[B] was frightened by its shape [D] knew that the detective had seen her61. The woman's action before leaving the store shows that she ________.[A] was sorry for what she had done[B] was afraid she would be arrested[C]decided she didn't want what she had picked up[D] wanted to prove she had not intended to steal anythingPassage TwoQuestions 62 to 66 are based in the following passage.The largest shark known to us, Megalodon, is extinct. Or is it? Carcharodon Megalodon, commonly known as Megalodon, is believed to have lived between 1 million and 5 million years ago and thought to have been 52 feet long. It is (or was) a shark that had a jaw 7 or more feet wide. Fairly recently, there has been some speculation about whether it is extinct or just out of reach. But few people believe that Megalodon has found a home deep in the ocean.There are many known "Living Fossils": Coelacanth, Sea Cucumbers, Sea Urchins, Lobsters, Sea Stars. The common ones like lobsters and sea urchins are not really looked on as anything amazing. They've been around for thousands of years or more, and are easily accessible to us. What if they weren't accessible and yet still existed? We would label them extinct. The discovery of a live Coelacanth, a fish long believed extinct, challenged some scientists' long-held beliefs on extinction. There have been recent discoveries of incredibly large squid, and deep-sea fish never before seen by scientists.In the 1960s the U.S. Navy set up underwater microphones around the world to track Soviet submarines. The network, known as the Sound Surveillance System, still lies deep below the ocean's surface in a layer of water known as the "deep sound channel". The temperature and pressure of the channel allow sound waves to travel undisturbed. NOAA's Acoustic Monitoring Project has been using the Sound Surveillance System to listen for changes in ocean structure like ocean currents or volcanic activity. Most of the sounds recorded are common and of no concern. One sound, identified in 1977 by U.S. Navy "spy" sensors, was odd. It was obviously a marine animal but the call was more powerful than any of the calls made by any other reported sea creature. It was too big for a whale. Could it be a deep-sea monster? One possibility was a giant squid, but no one is sure. It was named "Bloop". Could it be Megalodon? If Megalodon is still alive down in the bottom of the ocean, we may some day soon discover it. Then what? Deep sea diving will never be the same, that's for sure!62. The following is commonly known EXCEPT ________.[A] Megalodon, the largest shark, is extinct[B] Megalodon is not extinct but just out of reach[C] Megalodon was 52 feet long and had a jaw 7 or more feet wide[D] Megalodon lived between several million years ago.63. What makes scientists doubt about the belief that Megalodon is extinct?[A] The discovery of many "Living Fossils". [C] The discovery of a live Coelacanth.[B] The discovery of the fossils of lobsters. [D] The discovery of the fossils of sea urchins.64. What was special in their recorded sounds?[A] To listen for changes in ocean structure.[B] To listen for changes of ocean currents or volcanic activity.[C] To Make sure whether there was a giant squid deep in the ocean.[D] To follow the track of the Soviet warships under water.65. What was special in their recorded sounds?[A] A strange, powerful animal sound was heard. [C] A sea monster's sound was heard.[B] A big whale's sound was heard. [D] A giant squid's sound was heard.66. What can be concluded from the passage?[A] Scientists' discoveries always change people's belief.[B] There are too many secrets to be discovered.[C] Megalodon may be still alive deep in the ocean.[D] "Deep sound channel" allows sound waves to travel undisturbed.Part V Cloze (15 minutes)Directions: There are 20 blanks in the following passage. For each blank there are four choices marked [A], [B], [C] and [D] on the right side of the paper. You should choose the ONE that best fits into the passage. Then mark the corresponding letter on Answer sheet 2 with a single line through the center.Before the 20th century the horse provided day to day transportation in the United States. Trains were used only for long-distance transportation.Today the car is the most popular 67 of transportation in all of the United States. It has completely 68 the horse as a means of everyday transportation. Americans use their car for 69 90 percent of all personal 70 .Most Americans are able to 71 cars. The average price of a 72 made car was, 500 in 1950, 740 in 1960 and up 73 750 in 1975. During this period American ear manufacturers set about 74 their products and work efficiency.Meanwhile, the yearly income of the 75 family increased from 1950 to 1975 76 than the price of cars. For this reason, 77 a new car takes a smaller 78 of a family's total earnings today.In 1951 79 it took 8.1 months of an average family's 80 to buy a new car. In 1962, a new car 81 8.3 of a family's annual earnings. By 1975 it only took 4.75 82 income. In addition, the 1975 cars were technically 83 to models from previous years.The 84 of the automobile extends throughout the economy 85 the car is so important to Americans. Americans spend more money 86 their cars running than on any other item.67. [A] kinds [B] means [C] mean [D] types68. [A] denied [B] reproduced [C] replaced [D] ridiculed69. [A] hardly [B] nearly [C] certainly [D] somehow70. [A] trip [B] works [C] business [D] travel71. [A] buy [B] sell [C] race [D] see72. [A] quickly [B] regularly [C] rapidly [D] recently73. [A] on [B] to [C] in [D] about74. [A] raising [B] making [C] reducing [D] improving75. [A] unusual [B] interested [C] average [D] big76. [A] slowest [B] equal [C] faster [D] less77. [A] bringing [B] obtaining [C] having [D] purchasing78. [A] part [B] half [C] number [D] side79. [A] clearly [B] proportionally [C] obviously [D] suddenly80. [A] income [B] work [C] plants [D] debts81. [A] used [B] spent [C] cost [D] needed82. [A] months [B] dollar [C] family [D] year83. [A] famous [B] quick [C] superior [D] inferior84. [A] running [B] notice [C] influence [D] discussion85. [A] then [B] so [C] as [D] which86. [A] starting [B] leaving [C] keeping [D] repairingPart VI Translation (5 minutes)Directions: Complete the sentences on Answer Sheet 2 by translating into English the Chinese given in brackets.87. The chairman requested ________________________(所有书面资料都要储存在电脑硬盘上).88. ________________________ (如果我是你)，I would have accepted such an offer given bythe manager.89. Do you mind ________________________(推迟这次会议到本季度末)?90. ________________________(考虑到各种各样的因素)， our subjects should be rearranged to meet the requirements of the curriculum.91. ________________________(理完发之后)，Professor Smith went straightly to the laboratory to proceed with his experiments.Part I WritingCity ProblemsNowsdays, millions of migrant workers flock into cities in search of jobs and better living. However, with the sharp rise in the urban population, many problems arise in the development of cities.Firstly, cities become more and more crowded, putting much pressure upon transportation, housing, sanitation, education, employment and so on. City services and facilities have been strained to a breaking point. Secondly, a growing number of private cars emit a huge amount of carbon dioxide, leaving the air mercilessly polluted.What ismore, the city is also threatened by an increase in crime. There is not a single day passing without the report of someone being robbed, kidnapped or even murdered.Last but not least, city-dwellers are not only separated from the nature but also isolated from each other, even not knowing name of their next-door neighbor.All these problems have harmed the attractiveness of the city. More people may seek to live in the suburbs if there isn't any improvement.Part II Reading Comprehension (Skimming and Scanning)1.Y 文章开头提到experts ponder how best to rebuild the devastated city,并在第三段简要介绍了重建的几种方案，随后文章详细地阐述了各种建议，由此可知该句正确。

How to be a successful sales & marketing personSelling is easyWe all are selling in some way or other. We sell our intelligence and expertise in white collar jobs, we sell our labor in specific jobs, we sell products of our business for our living.Selling is easy if we work it hard and selling is hard if we work it eaHere are the contents1.How to improve sales and marketing skills2.Some points for improving sales and marketing skills3.Analysis of the basic principles used in making sales4.Another great sales book5.You can try these6.Success in life7.Here is another one8.Some Great Motivational Speaker and their websites9.Success in selling10.Acknowledgements11.Designs to suit you12.It's upto you13.These are great14.Your comments will inspire me“The law of attraction: Like attracts like; when you think positive thought, you attract like thoughts”How to improve sales and marketing skillsWe all can improve.Sales and marketing requires some skills. These skills can be acquired through conscious practice. Nobody is born with skills. Doctors or engineers are not born as doctors orengineers and neither there are any born salesmen. Qualities in any discipline is mastered through knowledge, skills, training and applying those knowledge and skills. Desire and motivation is the key to apply our knowledge and skills.A great motivational sales book for youSales Success - The Techniques of Effective Sales, from Connecting to Closing! (AudioSuccess)by: Zig ZiglarSome points for improving sales and marketing skillsThese are as1)Avoid ProcrastinationWe all procrastinate at some times or other. Successful people also wants to procrastinate, but they do away with it by any means. Procrastination is convincing self with excuses fornot doing the job on time. A task accomplished is satisfying not withstanding the outcome, whereas an incomplete task fatigues us more and drains out our energy.So we should get into the habit of "doing it now."He slept beneath the moonHe basked beneath the sun,He lived a life of going to doand died with nothing done.-James Albery.2)AttitudeAttitude is the foundation of success. Our attitude determines how we look at our life and the situations surrounding our life. We should build positive attitude towards our life. To a positive thinker, a setback can be a stepping stone to success whereas to a negative thinker it can be a stumbling block. Attitudes are generally formed during our early years in life, which depends on environment, experience and education. If we acquire a negative attitude by design or by default, we can change it but it's not easy. We should consciously be aware of the principles that builds positive attitude and discipline ourselves to practice those principles. People with positive attitude are caring, confident, patient and humble. They have high expectations of themselves and others. They anticipate positive outcomes in all situations.3)EnthusiasmEnthusiasm is infectious. We may not feel enthusiastic all the times but we should act enthusiastically to feel enthusiastic. Action in any case, always leads to the desired results. An enthusiastic sales person is more acceptable than an unenthusiastic one to the customers. Enthusiasm and excitement affects others also.If we don't feel like being enthusiastic, we should force ourselves to act enthusiastic, and we will become enthusiastic. Enthusiasm isn't merely an outward expression. Once we begin to acquire it, enthusiasm works constantly within us. A selling idea may occur to us....that idea begins to develop and finally we become consumed with enthusiasm to put that idea into action.Enthusiasm helps overcome our fear, become more successful in business, make more money, enjoy a healthier, richer and happier life.4)Self EsteemSelf esteem is the respect we feel for ourselves. It's absolutely essential for success. We can't respect others until we respect ourselves. Self esteem is the core of all we think, say, do and feel. It's always changing, and in process; it is intangible but recognizable by our behavior. We may feel a lot of self-respect one minute, but not the next.Self esteem is not a result of our income, reputation, dress, educational level, religion, or sex. Simply put, self esteem is how we feel about ourselves. So the bottom line is, "We should always feel positive about ourselves, no matter what the situations are.5)MotivationMotivation is something that encourages action and feeling. Our motivator may be money, recognition, acceptance by others, improvement in our lifestyle, spirituality or any thing else. Motivation is like fire, unless we keep adding fuel to it, it dies down. However, if the sourceof motivation is belief in inner values, it becomes long-lasting. Motivation is the driving force in our lives. It comes from a desire to succeed. It can persuade, convince and propel us into action. It is a force that can literally change our lives.6)Seeing PeopleSelling is a number game. The more we work the numbers, the more we become successful. The law of averages governs the success of every activity in life. Say for example, if we make 10 phone calls to customers, 5 would agree to an appointment, 1 may not keep the appointment and out of the 4 whom we could complete our presentation 2 may agree to buy our product. Of course this is shown as a model, it may not work exactly that way but ultimately this is the process through which we have to go to increase and close our sales. The more we see our customers, the more we increase our chance to win. This also improves our selling skills as practicing more helps increase skills in any field.Another important factor is keeping records of the averages and statistics of the selling activities. This works as the key to sustained motivation and handling of rejection because when we focus on our averages, the rest doesn't bother us. Without records, we have no way of knowing what we are doing wrong. We can get more inspiration out of studying our own records, than out of anything else. To keep records, we would have to get ourselves organized and plan properly. Because keeping records, requires some intensive kind of work.7)Get into a "Public Speaking Course"These days, there are many "public speaking courses" held by the motivational leaders. These courses helps overcome fear and develop courage and self-confidence. In these courses, when we make a talk at every meeting, we lose our fear of speaking to an audience, we lose our fear of speaking to individuals, no matter how big and important they are.8)Finding out what People want, and helping them get itThe most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it. It means "how to get to 'YES' from our customers. When we talk about our business, the client may raise objections to anything we say. This is not because of the validity what we said but because we said it. But if our client says about it then it's their idea not ours. This makes the idea acceptable and they feel no urge to raise objections about it. So the way is to start the conversation, create rapport by telling about ourselves and finding about them. The object of this is purely to sell ourselves. If the person likes us, there is a good chance they will like what comes with us. Then we should hand over the stage to them to do most of the talking while we should listen intently with occasional questioning, never letting them get away from the things they want. This may require someskills which we would be able to develop through practice. We should remember that, "there are no uninterested prospects, only uninteresting presentations."9)Look your Best.It is said, "the first impression a man or woman makes is in the first 30 seconds that counts." So it is wise to have a professional look as a sales person. Men should have their hair trimmed properly, have a clean shaven face, have 3-4 sets of shirts, trousers, suits and ties to wear every alternate day. Also at least two pairs of shoes to wear alternately and properly polished. No casual dresses please. Ladies should also dress properly, wear light make up in their face and what else are required to put a professional approach. Someone had said, "Clothes don't make the man or woman, but they do make 90% of what we see of them.Analysis of the basic principles used in making salesThe main principles are 1)Make AppointmentsBe expected. You gain a big advantage when you make an appointment. It tells the other person, you appreciate the value of his time. Unconsciously, he places more importance on the value of your time.2)Be PreparedProper preparation ahead of any event is absolutely necessary. Plan how you would open your talk, points you want to cover, your close. Have your laptop with you, have your brochures, arrange for demo, if possible. Take notes of your customer's quarries in your notebook. This would make the customer feel that you care for him and you are serious about your business.3) What is the Key IssueThis what is the major point of interest or what is the most vulnerable point? If you are able to find it, then you will win business in competition with others. Never try to cover too many points, don't obscure the main issue, find out what it is, then stay right on the beam. Make keyword notes, review this notes again and again, unless you know exactly what you are going to say and how you are going to say it.4)Ask Questions The importance of asking questions is a vital subject and is a big factor in successful selling. Asking questions helps to get friendly with your prospects. Put your ideas in the form of questions, and every time your prospect offers an objection or comment, ask another question while trying to get him in the affirmative to your questions. Questions rather than positive statements, can be the most effective means of making a sale, or winning people to your way of thinking. Inquire rather than attack.5)Create Confidence If you are absolutely sincere, there are many ways you can create confidence with people. Praising your competitors will help loosen up your prospects and raise their confidence in you. also imagine yourself as an employee of that company while conversing. In that way, you may feel the excitement and enthusiasm in what you say and also it will help you to be totally fearless and have the command over the situation.6)Express Honest Appreciation of Your Listener's AbilityEveryone likes to feel important. People are hungry for praise. People are starving for honest appreciation. But we don't have to go overboard. It is much more effective to be conservative with it. It should not sound as a flattery. People can distinguish between these two.7)Always Put a Friendly Smile on Your FaceIt takes more muscular contractions to frown than to smile. So why not be effusive with it? Always have a pleasant smile while in conversation with your prospect or with anybody else. Smile lightens up everybody and helps them ease up.8)Put YOU in The InterviewAlways use the word 'You' or 'Yourself' as much as possible in your conversation with your prospect. It makes them feel important. Try to minimize use of 'I' or 'my' as it makes you important over your prospect. See things from the other person's point of view and talk in terms of his wants, needs and desires.9)Assume a CloseHave a winning attitude. Closing the sale is your ultimate goalHow to Be a Good Sales PersonBy eHow ContributorSales people work with the public every day in many different environments. They hone their skills to increase profits for the company they work for and themselves. Not everyone is good at sales. It takes certain qualities to be a good sales person.Things You'll Need∙Outgoing personality∙Good people skillsInstructions1Be positive and upbeat when working in sales. People are more apt to buy something froma person with a sunny personality, than from someone who is dull and lifeless.2 Make the customer believe they NEED the product you are selling, explain all the benefits in a way that makes it irresistible...sell them on the idea!Sponsored LinksEasy-Forex® TradingEnter | Learn | Practice | Succeed. What You Set is What You Get!/Forex-Tradingo 3 Be persistent without being pushy. There is a fine line between the two that every successful salesperson must learn. Do not keep insisting when a customer says no thank you more than twice. If you keep pushing, they will most likely walk awaywith a bad taste in their mouth and never come back. On the other hand, if you arepolite and nice, even without making a sale, they will remember you fondly andcome back when they need something else.o 4 Investigate the product you are selling. There is nothing worse than a salesperson who doesn't know anything about the product they are selling. Learnhow it works, who would benefit most from its use, any problems the product hasencountered, and any other information you can think of. The more knowledgeableyou are, the more likely a customer is to buy your product, because you'll be able toanswer all their questions.o 5 Practice good personal hygiene. This has nothing to do with your skills as a salesperson, but will definitely help keep the customers around long enough to make the sale! Always be well groomed and smelling good when working with the public.o 6 Give people time to look before pouncing. Some people want to browse around and talk amongst themselves before having a salesperson seize them. Givethem space and time, then ask if you can help. If they say they need a moment, come back later or ask them to let you know when they are ready.o7 Offer incentives to make the purchase better. If you know of something that will make the product a customer is buying better, tell them. Don't try toincrease your commission by offering unnecessary items though, because customers frown on this practice.o8 Tell customers about any specials or deals running that will save them money. Everyone loves to save a few dollars, so make it possible if you can, and youare sure to have repeat customers. How to be a good sales personHaving good sales person is very important for an enterprise, but how to become a good sales person ? I have some ideas about it .1.A good sales person is one who builds relationshipsTo be a good seller it is important that you build a rapport or a relationship with your client so that they feel comfortable trusting you. Good sales is all about building a bond of mutual trust and understanding between you and your client. This also goes a long way in helping to gain your customers confidence and also makes them come back to do business with you again.2.A good sales person listens to their customersWhile a good sales person is all about talking the client into buy something, it is also important that you listen to your customers as well. Take a moment to get to know your customers personally and then give them an appropriate response. Listen to what your customer has to say, know what they like and what they don't, and know their favorite color, all this goes a long way in building a fruitful relationship.It is unavoidable to get some complains from your customers, maybe some times you can not give them a satisfying reply , but first ,your attitude must be accepted .3.A good sales person is helpful, even if there is nothing to gainIt is very important that you are helpful even if there is nothing to gain; this makes a customer feel special and will also help foster a stronger customer relationship.4.A good sales person is always an expertKnow that a good sales person is always an expert. He knows his product or service inside out. There is nothing about the product that he does not know. By having confidence in what you sell, you will be able to sell whatever you have in a much more effective manner.5.A good sales person says "I will", not "I'll try"The word 'try' should not be in a good sales person's vocabulary. The reason for this is that it shows your customer that you may or may not make it happen. By using the word 'will' you show that you are in charge and that you 'will' move mountains to see the sale through. If you have done all above, you are already a good sales person. As long as the customers trust you ,you will become a successful seller . Never say no to yourself.。