高级商务英语听说(第二版)Unit 12 On the Business Legal Front

剑桥商英高级真题集听力原文第10剑桥商英高级真题集听力原文第十二篇10TEST 10This is the Business English Certificate Higher 4, Listening Test 2Part One. Questions 1 to 12You will hear a speaker giving a group of managers advice on how to run a project.As you listen, for questions 1 to 12, complete the notes, using up to three words or a number.After you have listened once, replay the recording.You now have 45 seconds to read through the notes.[pause]Now listen, and complete the notes.[pause]Woman: Um, OK, er, can I have your attention, please? Thanks. Now, er, people ask me ‘how do I know if a project is good and, if so, how do I then keep it on track?’ Well, there are no magic formulas, but I do have a few tips for choosing and managing projects that I’d like to share with you today.First of all, choose carefully! Your project needs to be large enough to be worthwhile and one in which your basic skills will enable you to succeed. This means sifting through proposals very carefully, and so it’s essential that you allocate enough hours to the selection process. When you’ve done that, you need to work out how long the project will take. It’s pretty tough to maintain a project’s freshness and flexibility, so you don’t want it running on too long - therefore, you need to set a sensible, manageable timescale.When you start, you need to think about how your project will be better than the last one, and this means you should constantly keep the customer’s circumstan ces in mind and think about what they want. Employees will be enthusiastic about the project if you emphasise how important it is. So you should aim to convince them of how crucial teamwork is, and if you can do that, you’re more likely to get the best res ults. Also, good managers have a constantly updated picture of the project performance, and to achieve this, you need to be efficient at record-keeping.As the project gets going, you should always keep employees informed and involved in what’s going on, s o that they understand any constraints. At the same time, this will help them to appreciate the progress being made. And try meeting across boundaries. In well-managed projects, you’ll find that any meetings that are held are not exclusive to the project workers, but include people from different disciplines who work in the same organisation. These ‘outsiders’ may come up with fresh approaches, which can speed up the whole project.Now, encountering problems is almost inevitable; you need to recognise that and deal with them. To do this successfully, you need to share information about anything which is not going well. This will allow you to make decisions quickly and minimise any big changes. These may come as a result of the customer altering their require ments. It’s vital to be able to adjust to these developments, so make an attempt to be as flexible as you can in your dealings with them.The prospect of success rises when those involved are consciously trying to do better than any other businesses or even past practices within their own company, so it’s important tobreed competitiveness - the more the better if you want to get the best result.And finally, don’t forget that companies that appear to be doing well all the time owe their success, in part, to a willingness to diversify when the market moves or alters, or as they recognise where they can make a better contribution. And, when you’re contemplating a risky project, make sure you employ people who have several skills. This means they could be transferred if the original project doesn’t succeed.Well, er, I hope that’s helped. Urn, now, if anybody has any questions...[pause]Now listen to the recording again.[pause]That is the end of Part One. You now have 20 seconds to check your answers.[pause]Part Two. Questions 13 to 22.You will hear five different people talking about the companies they work for.For each extract, there are two tasks. Look at Task One. For each question, 13-17, choose the recent change in the company the person mentions, from the list A-H. Now look at T ask Two. For each question, 18-22, choose the strength of the company the person mentions from the list A-H.After you have listened once, replay the recording.You now have 30 seconds to read the two lists.[pause]Now listen, and do the two tasks.[pause]Speaker OneMan: There seem to have been so many changes already this year.., it’s hard to keep up, to keep taking things on board. The CEO’s nothing if not dynamic, that’s for sure! Well, they say this new system will work better, compared to the previous one, with its habit of crashing the network on a weekly basis. It’s certainly been tough, battling to meet our performance targets, only to find your PC can’t access anything all afternoon. It’s just so frustrating! So le t’s hope it proves to be one innovation that’s of real benefit, that helps us help clients with what they need.., because that’s what we’re best at, the front line, and I hope we never lose sight of that. Satisfying them is what’s rewarding, after all.Speaker TwoWoman:?? It always comes down to people in the end, and that’s why keeping staff happy is so crucial to success. We have to have a culture of creativity, of imagination, to keep improving. Our growth and profits come from our ability to keep bringing out new models, new features, that keep us ahead, and of course, those ideas all come from people. That’s why I think this latest in-company development makes sense. Instead of having different people spread about in different departments all over the company, while trying to think in related ways, it’s much better to group them in one section, especially since we’ve got the space. I think it’s a good example of intelligent management - proper strategic thinking at its best. I’ll be very interested to see what fresh angles come out of the new set-up.Speaker ThreeMan: Well, yes, it’s very much in line with the way we usually go about things, so I’m sure it’ll prove to be a change for thebetter. I mean, if we’re saying we want to monitor things, to relate achievement to targets and so on, then of course we should be looking to have more aspects tied in and programmed. It’s only fair that the sales staff should become involved in the setting of targets in the first place, so that’s a useful improvement, w hich’ll make them feel more accountable for results. I also think it could have an impact on how they deal with their customers, because they’ll have more of a stake. We’ve always been good at bringing staff on, providing attractive career paths, quarterly bonuses and so on, that keep them motivated.Speaker FourWoman:?? Well, in a small company like ours, everything has to count for something, otherwise we’ll sink.., competition’s so tight now, we have to be sure that we’re doing the right thing. Without scale, we’re never going to be able to compete on price - that’s just a fact of life - but where we’ve always been good, I think, is on getting our name noticed out there. Ingenious promotions, placements, high-profile local sponsorship, that kind of thing.., it all adds up. And I think they’ve put the right person in charge this time. John’s skills will transfer very well from his old section, and his IT knowledge is second to none, which will come in very handy here as we battle away with our rather antiquated computers!Speaker FiveMan:? I have to say I feel almost uneasy about our success.., it’s as if it’s too good to be true, and that eventually all this expansion will have to come to a halt. I don’t know if I trust the long- term predictions for growth. But then again, I guess we really have got the right package - a reliable product that customers know they can trust in a market where things arechanging so rapidly that they can often feel rather bewildered by all the new developments. What they want to be sure of is getting value for money, and we’re succeeding by offering high-quality products that don’t cost the earth. Anyway, I suppose this refurbishment is the right thing to do, to rearrange the sections like this.., it’s certainly easier than lo oking for a new site, at any rate.[pause]Now listen to the recording again.[pause]That is the end of Part Two.[pause]Part Three. Questions 23 to 30.You will hear two managers, Peter and Sarah, who are taking an MBA course, discussing their experiences and views of business.For each question, 23-30, mark one letter (A, B or C) for the correct answer.After you have listened once, replay the recording.You now have 45 seconds to read through the questions.[pause]Now listen, and mark A, B or C.[pause]Man:Well, Sarah, what do you make of this assignment? Quite tough, isn’t it?Woman:Hm, Peter, it’s not the easiest, that’s for sure! But this course was never going to be a holiday, was it?Man:Definitely not! Anyway, the job this time seems to be pretty detailed, analytical...Woman: Mm. But we have to be looking at the wider picture,don’t we?... I mean, the strategies these organisations put in place...Man: Yes, how they structure employees...Woman: And it’s that aspect of organisations we’re supposed to be reviewing.Man: Yup. I must say, I think the course in general is pretty well put together...Woman:?? Yeah, the lecturing input’s pretty high standard, isn’t it?Man: No better than I expected.., though it’s probably a bit tipped in favo ur of the theoretical side, I’d say. But whatever, I do feel everyone’s particular situation’s taken account of, so we all ?feel it’s tailor-made for us, somehow, if you see what I mean.Woman:Mm, I do, though I can’t say I’m entirely happy...Man: Oh?Woman: Well, we do all the reading - and I’ve learnt a lot from that in itself- and then get into our respective groups, but then I find we’ve all got different concerns...Man:Contexts...Woman:Yeah, yeah, that it doesn’t really gel, even in the two-hour slots they give us, which ought to be enough, surely.Man: But don’t you find that’s true in any work situation?Woman:?? Not necessarily, no. Well, er, perhaps I’m not at my best in teams, full stop. My motivation comes from seeing steps, you know? A line of particular projects coming up, and the challenge of knocking each one into shape and then going onto the next~ I think that’s the best way to be satisfying client demand, whether you’re dealing directly with them or not. I used to be more face-to-face, but I have less of that ?now.Man:That’s interesting, ‘cause where I’d like to be further on down the line is in dealing with building up brand image for my company... you know, seeing what strategies can be put in place to increase the perceived quality of what you’ve got on offer.., so that’s similar to what you’re saying in some ways...Woman:In some ways, yes.., course, the question is, how do you get there?Man: To the dream job...Woman:?? I expect we both need to talk to a recruitment consultant in the near future.Man: They are the ones with the contacts...Woman:?? Mm-hm, yeah, but often in a specialised field (I)mean more that they’re in a position to make you see what employers actually require ... you know, take you out of your dream world...Man: Yeah...Woman: and get you into the business of focusing the value of what you offer more precisely onto what a company’s looking for. Though their commission can be sky-high.Man: Yes! Do you know, another thing I’d be looking for is the chance to work from home more.Woman: Escape commuting? Wouldn’t we all?!Man: Seriously, don’t you feel it would do wonders for your output, that you’d just get more done in a day? Half the time, I feel exhausted before I even get to the office...Woman: Oh, I know what you mean... But what about the energy you get from colleagues?Man:Well, nothing can replace the creative buzz you get off interacting with them, really exchanging ideas.., it’s only whether the price of that is worth it...Woman: Mm... well, who knows what the future will hold for us? People are saying computer applications will mean more and more accuracy in harnessing relevant data.Man: I’m not convinced... I certainly think specialisation’s going to be the key, knowing your own region, and that comes from hands-on experience.Woman: What’s special about it, yeah, sure, so how to focus your sales efforts accordingly...Man:Mm, because customers will always respond to focused marketing.Woman: Oh, absolutely. Anyway, what’s your view on...[pause]Now listen to the recording again.[pause]That is the end of Part Three. You now bare ten minutes to transfer your answers to your Answer Sheet.[pause]Note: Teacher, stop the recording here and time ten minutes. Remind students when there is one minute remaining.[pause]That is the end of the test.。

新编剑桥商务英语高级第二版听力全文共3篇示例，供读者参考篇1New Cambridge Business English Advanced Listening - A Student's PerspectiveAs an MBA student, mastering listening comprehension for business settings is crucial. The New Cambridge Business English Advanced 2nd Edition listening section has been an invaluable resource in honing this skill. Let me walk you through my experience with this exceptional learning tool.The listening material covers a wide range ofbusiness-related topics, from corporate strategies and market analysis to workplace dynamics and intercultural communication. This diversity has not only expanded my business vocabulary but also exposed me to various accents, speaking styles, and real-life scenarios I may encounter in the corporate world.One aspect that sets this course apart is the authenticity of the recordings. They are not scripted or artificially slowed down, which can often be the case with some learning materials. Instead, the dialogues and lectures feature native speakersengaged in natural, unscripted conversations and presentations. This authentic approach has trained my ear to adapt to the pace, idioms, and nuances of real business interactions.The listening exercises are well-structured and gradually increase in difficulty, allowing for a smooth progression. Each unit begins with warm-up activities that introduce key vocabulary and context, preparing me for the main listening tasks. These warm-ups are invaluable in activating my prior knowledge and setting the stage for better comprehension.The main listening exercises themselves are diverse and engaging. They range from comprehension questions andnote-taking tasks to summarizing key points and identifying opinions or implied meanings. This variety ensures that I develop a well-rounded set of listening skills, rather than merely relying on rote memorization.What I particularly appreciate is the inclusion ofmulti-speaker scenarios, such as meetings, negotiations, and presentations. These simulations closely mirror the dynamics of real business settings, where multiple perspectives and interruptions are common. Navigating these complexities has significantly improved my ability to follow intricate discussions and extract relevant information.The accompanying transcripts and answer keys are invaluable resources for self-evaluation and review. After attempting the exercises, I can refer to the transcripts to identify areas where I struggled and reinforce the correct pronunciation, intonation, and usage of idioms or phrasal verbs.Moreover, the listening section is seamlessly integrated with the other components of the course, such as reading, writing, and speaking. This holistic approach ensures that the skills I develop in one area reinforce and complement the others, fostering a well-rounded command of business English.Admittedly, some of the listening exercises can be challenging, particularly those involving rapid speech, technical jargon, or unfamiliar accents. However, these challenges are precisely what prepare me for the realities of the global business world, where effective communication often occurs inless-than-ideal conditions.One aspect I would appreciate even more is the inclusion of interactive or adaptive exercises that adjust the difficulty level based on my performance. This could potentially provide a more personalized learning experience and ensure that I spend more time on areas that require additional practice.Overall, the New Cambridge Business English Advanced 2nd Edition listening section has been an invaluable tool in my journey to becoming a proficient communicator in business settings. Its authenticity, diversity, and gradual progression have not only improved my listening comprehension but also equipped me with the confidence to navigate complex business interactions with ease. As I approach the culmination of my MBA program, I feel well-prepared to tackle the challenges of the corporate world, thanks in large part to the invaluable training provided by this exceptional course.篇2New Cambridge Business English Advanced Second Edition Listening - A Student's PerspectiveWhen I first signed up for the New Cambridge Business English Advanced Second Edition Listening course, I'll admit I was a bit apprehensive. Having worked in a professional setting for a few years already, I figured my English listening skills were pretty decent. Boy, was I in for a rude awakening!From the very first class, it became crystal clear that this course was going to push me to my limits and beyond. The authentic recordings we worked with were a world apart fromthe scripted dialogues I was used to in previous courses. Real conversations with all their false starts, filler words, and overlapping speech - it was a harsh reminder that the business world waits for no one.But I'm getting ahead of myself. Let me give you an overview of what this course covers. The listening component is divided into six broad sections: meetings, negotiations, presentations, interviews, socializing, and telephone calls. Each section gradually increases in difficulty, starting with relatively straightforward conversations and building up to incredibly complex, multi-speaker situations.The meetings unit, for instance, began with simpleone-on-one catch-ups but quickly escalated to multi-agenda meetings with a dozen or more participants. By the end, I was actually able to follow the gist of those notoriously chaotic boardroom interactions! The negotiations unit was similarly impressive in its progression, taking us from simplecustomer-vendor dealings all the way to high-stakes, multi-party contract negotiations.What really set this course apart though, was its focus on developing specific listening skills and strategies. We spent a considerable amount of time unpacking concepts like activelistening, contextual clues, tone awareness, and speaker identification. Targeted exercises helped drill these skills into our heads through repetition and conscious practice.I still remember our first speaker identification exercise - it was an absolute nightmare trying to keep track of who was saying what! But by the end of the course, I had become adept at rapidly identifying speakers based on subtle vocal cues. It's a skillset that has already proven invaluable in my workplace.The "listening for attitude and opinion" lessons were another game-changer. We learned to decipher meaning not just from the literal words spoken, but from the subtext of tone, stress patterns, and other paralinguistic cues. Suddenly, I found myself picking up on agendas, reservations, and interpersonal dynamics that had previously flown right over my head.Of course, it wasn't all smooth sailing. There were many times when I felt utterly swamped by the density of information being thrown at me. The speed at which native speakers communicate, their liberal use of idioms and cultural references, the multilayered nature of group discussions - it was often utterly disorienting. Our amazing instructor deserves a huge shout-out for her patience, encouragement, and knack for breaking things down in an accessible way.Looking back, I can scarcely believe how far I've come. What once seemed like indecipherable white noise has become a constant stream of meaningful input. Meetings that would have left me dazed and confused a few months ago are now highly productive experiences. My newfound ability to pinpoint subtexts and interpersonal undercurrents has been agame-changer in negotiations.Heck, I've even started understanding those thick regional accents and rapid-fire industry jargon that used to leave me utterly stumped! It's been an empowering journey of constant growth and skill-building.I can't recommend the New Cambridge Business English Advanced Second Edition Listening course highly enough. Its no-nonsense, immersive approach provides invaluablereal-world training that simply can't be matched by most academic courses. The skills I've developed will undoubtedly serve me well as I continue climbing the corporate ladder.To any business professionals looking to truly elevate their English listening prowess, this course needs to be at the top of your list. Just be prepared to work your butt off - it's one of the most challenging, yet rewarding, learning experiences I've ever had. But I guarantee, when you find yourself holding your own ineven the most complex multilingual meetings, it will all have been worth the blood, sweat, and tears!篇3Cambridge English for Business Studies Listening - A Student's PerspectiveAs a business student, one of the most crucial skills we need to develop is effective listening comprehension. In today's globalized business world, being able to understand and communicate in English is essential for success. That's why the listening component of the "Cambridge English for Business Studies Second Edition" course is so valuable.At first, I'll admit, I underestimated the importance of dedicated listening practice. After all, I've been studying English for years, and I thought my comprehension skills were pretty solid. Boy, was I wrong! The listening exercises in this course have really challenged me and exposed gaps in my understanding that I didn't even realize were there.One of the things I appreciate most about the listening materials is their authenticity. The recordings we work with aren't scripted or artificially slowed down – they're real conversations, lectures, and presentations given by native English speakers invarious accents and at natural speeds. This has been incredibly helpful in preparing me for the realities of the business world, where I'll need to understand everything from casual workplace chats to formal board meetings.The variety of accents and speaking styles has been particularly valuable. I used to struggle with certain regional accents, like those from Scotland or Australia, but the more exposure I've had through these listening exercises, the more comfortable I've become. I'm also getting better at distinguishing different speaking styles, from the more formal and articulate tones used in presentations to the more relaxed and colloquial language of casual conversations.Another aspect of the listening component that I find really helpful is the focus on specific business contexts and vocabulary. We've listened to recordings on topics like marketing strategies, financial reports, supply chain management, and more. Not only has this exposure to real business terminology and scenarios been great for building my comprehension skills, but it's also helped me become more familiar with the kinds of discussions and situations I'll encounter in my future career.The listening exercises themselves are well-designed and engaging. They often involve multi-part tasks, such as listeningfor gist, specific details, opinions, and purposes. Thismulti-layered approach has really pushed me to develop active listening strategies, rather than just passively absorbing the information. I've learned to listen for context clues, pick up on tone and emphasis, and make logical inferences based on what I understand.One exercise type that I find particularly challenging, but also incredibly valuable, is the note-taking tasks. We're given a recording, often a lecture or presentation, and have to take concise, organized notes on the key points. This has been a real test of my ability to quickly process information, prioritize main ideas, and capture essential details – all critical skills for success in business meetings and discussions.Of course, like any skill, listening comprehension takes practice, and the Cambridge course provides ample opportunities for that. We regularly engage in post-listening activities, such as discussions, written assignments, and even role-plays based on the recordings we've studied. These interactive components not only reinforce what we've learned but also encourage us to apply our listening skills in practical, real-world scenarios.Perhaps one of the biggest benefits of the listening component, though, has been the boost in my overall confidence when it comes to communicating in English. As my comprehension skills have improved, I've found myself feeling more comfortable and capable in all areas of language use –speaking, writing, and even reading. It's almost as if breaking through those listening barriers has unlocked a new level of fluency and understanding for me.Of course, no language learning resource is perfect, and there are a few areas where I think the Cambridge listening materials could be improved. For example, while the variety of accents is generally good, I would love to see even more diversity represented, particularly from non-native English speakers in various business contexts. Additionally, some of the recordings can feel a bit dated at times, and it would be great to have more up-to-date examples that reflect the latest business trends and technologies.Overall, though, my experience with the listening component of the "Cambridge English for Business Studies Second Edition" course has been overwhelmingly positive. It's challenged me, pushed me out of my comfort zone, and ultimately helped me develop the kind of comprehensivelistening skills that are so crucial for success in the business world. As I prepare to enter the workforce, I feel confident that the strategies and practice I've gained through this course will serve me well in navigating everything from casual workplace conversations to high-stakes business negotiations and presentations.。

商务英语听说（第⼆版）参考答案u...商务英语听说(第⼆版)参考答案unit1-to-test-I--the-keys-o f--listening-practiceUnit1. Welcome and farewell.Part A. intensive listeningPhonetics: A B A D CDictation:1.Flight AF 463 to Paris is now boarding at Gate number 7.2.This is the final call for flight No. AZ 963 to Rome.3.I’d like to make a reservation for a flight to Boston on Nov. 28th.4.Do you have a single room available tomorrow night?5.I’m looking forward to our future cooperation.6.I’ll need an economy ticket with an open return.7.I’d like to have my laundry by 9 o’clock tomorrow morning.8.Thank you for all your help during our stay here in China.Part B. Extensive listeningDialogues: B C B B D1.W: do you have anything particular to declare?M: No. I don’t think so. I haven’t got anything dutiable with me.Q: where does the conversation most probably take place?2. M: will you attend the Fair in Tianjin in two days?W: No. I’m leaving Tianjin for Shanghai tomorrow morning for a 3-day meeting, and will visit Guangzhou afterwards. Q: where is the man going tomorrow?3.W: your flight will be departing from Gate 18. the boarding time is 8:45 andyour flight leaves at 9:15, have a nice journey!M: thank you very much.Q: what time does the man’s flight depart?4.M: did you enjoy your flight?W: Not really, I was a little airsick when the plane experienced a few bumps.Q: how does the woman like her flight?5.W: room reservation, good afternoon.M: I’d like to book a double room for Tuesday next week.Q: what’s the probable relationship between the two speakers? Conversation:Meeting a foreign businessman at the airportMr. Wang: excuse me, sir, but are you Mr. Stone from New York?Mr. Stone: Yes, I am Michael Stone, the sales manager of ABC Import & Export Company, Ltd.Mr. Wang: I am Wang Qiang from Eastern Electronics Company. I’ve come to meet you, Mr. Stone.Mr. Stone: how are you, Mr. Wang? Thank you for coming to the airport to meet me.Mr. Wang: it’s my pleasure. How many people are there in your party?Mr. Stone: only two. This is Miss White, my assistant.Mr. Wang: nice to meet you, Miss White.Miss. White: nice to meet you too, Mr. Wang.Mr. Stone: I’m sorry to have kept you waiting for long, but the flight was delayed30 minutes. If it weren’t for the heavy fog, we would have been here by2:00 pm.Mr. Wang: never mind. I was stuck in traffic, too.Mr. Stone: where are we heading now?Mr. Wang: I guess you must be very tired after the long trip, so it is best if we go to your hotel to check in first. If you don’t mind, we’d like to accommodate you at Sheraton Hotel.Mr. Stone: terrific! That’s very considerate of you.(on the way)Mr. Stone: how far is it to the hotel?Mr. Wang: about 45 minutes. Is this your first time here in Tianjin, Mr. Stone? Mr. Stone: yes. We’ve never been here before. Mr. Wang: so you might as well have a look at the city along the way. And we’ll show you around the city after our business. Mr. Stone: that would be great! Thank you very much.Section A: B C B D APart C. Listening & Speaking IntegrationConversation: Bon VoyageWang: it’s a shame that you can not stay in Beijing for a few more days, Mr. Knox!Knox: Yes, I’d like to, very much indeed. But I have to rush home and preside over the committee meeting. Anyhow, I really enjoyed every minute of my stay here, your warm reception, as well as your working enthusiasm have left me a deep and vivid impression and helped make my trip a productive one.Wang: it’s very kind of you to say so. Through beautiful negotiation we finally have all the disputes solved and the contract signed. I’m sure our initial transaction will pave the way for further cooperation between our two companies. We’ve been brought closer to each other by this transaction.It’s essential for us, or for a country, to strengthen economic contact with the outside world, isn’t it?Knox: I quite agree with you. In the long run, it makes sense for a nation to specialize in certain activities, producing the goods in which it has the most advantages and exchanging them for those in which it does not have the advantages. Wang: you seem to be an economist, Mr. Knox!Knox: you are to blame for it, Wang. If you hadn’t started this talk about a country’s…well, let’s drop this topic. Economist or not, I hope business between us will prosper. Then we’ll have more opportunities to meet each other. To tell you the truth, I find it very hard to say goodbye. I shall be missing you, Wang.Wang: me too, I shall be looking forward to your visit again.Knox: next time I come, I shall see more of the city. And I’ve got to try Beijing Roast Duck again, very impressive. But listen, are they announcing my flight? I’m afraid I have to board the plane now.Wang: Bon Voyage, Mr. Knox!Knox: Good-bye. Let’s keep in contact.Wang: Good-bye and take care.Section A: F F T T TUnit 2. Companies and Occupations.Part A. intensive listeningPhonetics: B A D C ADictation:1.Our market share in China has increased by 6%, accounting for 15%.2.How many sections come under the Production Department?3.We have 70330employees world-wide and sales of $19806 million.4.The world wide company has operations in more than 100 countries.5.Secretaries who receive visitors are called receptionists.6.Business hours usually start at 9 am. And finish at 5 pm., Monday to Friday.7.Most of our work consists of looking after the taxation and financial affairs.8.In the United States alone we have a turnover of over $1 billion annually. Part B. Extensive listeningDialogues: D A D C B1.M: I’ve got a job offer in P&J Chemicals. Do you think I should take it?W: well, I’m not quite familiar with it. You’d better do some research on the internet.Q: what does the woman think of P&J Chemicals?2.W: I’d appreciate your professional opinion. Do you think that I should suethe company?M: not really. I think that we can settle this out of court.Q: what is the probable relationship between the two speakers?3.M: should I come for an interview?W: I’ll let you know in two weeks when I hear from the Personnel Department.Q: when should the man come for an interview?4.W: may I have a look around your company?M: sure, I’ll show you. This way please. The canteen is on the ground floor, the Personnel Department and the Sales are on the second floor. And you’ll find our biggest department on the third floor, which is the Production Department.Q: on which floor is the Sales Department?5. M: Good morning. I’m John Green from General Sales Company. I have anappointment with Mr. Smith of the Purchasing Department at tenW: Good morning. Mr. Smith’s office is on the third floor. You can take the lift around the corner.Q: which department does the woman work at?Conversation:McDonald’sTom: Where are we having lunch today?Mary: Since we are visiting another client at 1:30, I guess we’ll just grab sth at McDonald’s. what do you think?Tom: that’s pk with me. We don’t need to bother finding a place to eat, because you can find McDonal d’s everywhere. Bur do you know the history ofthe big M?Mary: not really, you seem to be an expert on that. Tell me some. Did a person named McDonald start it?Tom: yes, actually brothers Richard and Maurice McDonald opened their first restaurant in California in 1940.Mary: it has many restaurants around the world now.Tom: quite right. It’s one of the two most recognized and powerful brands in the world. The other is Coca Cola, the only soft drink supplier to McDonal d’s today. McDonal d’s operates over 32000 restaurants in 119 countries worldwide, employing more than 1.5 million people. It is growing with an average of 396 new restaurants to the system annually in the past five years.This means a new McDonal d’s will open somewhere in the world every single day.Mary: incredible! I wonder how much they make!Tom: sales across all of its company-owned and franchised restaurants totaled $56.9 billion in 2009. its revenues were of $22.7 billion and the netprofit amounts to $4.3 billion.Mary: very good business. Do you know when we had the first McDonal d’s in Beijing?Tom: if I’m not wrong. It was 1992. the date , yes, April 23. but actually McDonal d’s very first appearance in China was in Shenzhen on October 8, 1990.Mary: you seem to know everything! Did you work there?Tom: No, I just came across an article in the newspaper the other day!Part C. Listening & Speaking IntegrationConversation: a job interviewInterviewer: thank you for coming to see us, Emily. Have a seat please. Now, I’dlike to start by checking a few details with you.Emily: OKInterviewer: your resume says you worked in ABC Electronics, when did you join it?Emily: five years ago. It is a large international company, which provided a trainee program for people from university and, well that was my first job, trainee marketing manager.Interviewer: what exactly did you do?Emily: well, the program lasted 18 months. During that time I worked in different departments—in personnel, purchasing, marketing and such things. O also went out with the sales representatives to visit customers. Interviewer: did you enjoy it? Emily: yes, I did. I didn’t really know what I wanted to do when I left university, so it was god to see what the different departments did. I was really practical.Interviewer: it sounds interesting.Emily: yes, it was. But it was very badly paid. I did the same work as other people. I think a lot of the trainees feel they are a cheap source of labor. Interviewer: how long did you stay there?Emily: till the end of the trainee program. And then I saw a job vacancy in the marketing department of GM, and I applied for a job there. That’s whereI work now.Interviewer: but why do you want to leave now?Emily: I want sth more challenging. And I want a job closer to home, too. Interviewer: all right, and what career development are you looking for in our company?Unit 3. products and salesPart A. intensive listeningPhonetics: A B D C CDictation:1.we will allow you another 2% discount for its new product.2.the pants are available in four different colors and three sizes.3.our machine is of better quality though the price is a little higher.4.there is a close relationship between building a reputation and establishinggoodwill./doc/1c3915655.htmlpared with competing products, ours is smaller and lighter.6.we have a wide selection of shirts that will appeal to all ages.7.our company relies on quick sales and low profits.8.the sales reached a peak of 850 million in 2006, before falling to under 600million in 2008.Part B. Extensive listeningDialogues: A B D A C1．W: Do you think we should put an ad in the newspaper for the new product?M: by all means.Q: what does the man think of n ad in the newspaper?2．M: is it the latest model you have?W: Yes, this model is specially designed for personal cyclists. It’s got Italian frame and Japanese components.Q: what product are they talking about?3．W: In what newspapers, magazines or websites does your company advertise?M: we send brochures and samples to our potential customers. That’s more direct.Q: how does the man’s company advertise?4．M: any news from the annual conference?W: yes. The sales of this year are reported to be 120 million, increased by 20% compared with last year.Q: what were the sales last year?5. W: I’d like to get some information about your vacuum cleaner.M: OK. Unlike any other vacuum cleaner, ours is unique. It has some space age design features. Most importantly, there’s no bag inside.Q: what do we learn about the vacuum cleaner?Conversation:Section A: C B D A CSection A1.warranty2.selling price\3.yearly on-site maintenance service after one-year warranty period4.money-back guarantee5.free deliveryUnit 4. MarketingPart A. intensive listeningPhonetics: B D A B BDictation:1.From what I’ve heard, you’re already well up in shipping work.2.I’m sorry to say that your price has soared.3.the next thing I’d like to bring up for discussion is insurance.4.it would be very difficult for us to push any sakes if we buy it at this price.5.we wish our opinions on marketing will be passed on to our manager.6.we sell our goods on loaded weight and not on landed weight.7.it’s too expensive, do you have any discount?8.we can effect shipment in December or early next year at the latest.Part B. Extensive listeningDialogues: A C D D B1.M: How many do you intend to order?W: I want to order 900 dozen.M: the most we can offer you at present is 600 dozen.Q: how many can the woman order?2.M: TV is much more effective to advertise our new product, but it will cost alot of money.W: it is worth doing so as long as the result is satisfactory.Q: what does the woman mean?3.W: could we use booklets, letters, and catalogues for direct mail advertising?M: Yes. But you should build up a mailing list of possible customers for direct mail advertising.Q: what should the woman do first?4.W: you are going to Chicago tomorrow, aren’t you?M: Yes. I thought I’d fly, but then I decided that taking a Greyhound bus would be cheaper than driving or flying. Q: how will the man get to Chicago?5. M: I intend to get in the American market, but we know little about the localconditions and preferences.W: market research can help.Q: what does the woman mean?Conversation:Section A: F T F T FSection B:1.advertising\promotional2.on television\in a national newspaper3.posters\point-of-sales displays4.experienced salespeople5.high\T-shirts\umbrellaPart C. Listening & Speaking IntegrationSection A:1.have very little knowledge\blaze a trial2.defend and compete against3.various kinds and in scorching competition4.keep good relations and co-operationsUnit 5. Business FairsPart A. intensive listeningPhonetics: B D D C ADictation:1.I’m calling to inform you that we have decided to make the purchase.2.do you have any plans to sell in Europe?3.our company is ranked second in the business.4.we doubled our output in this department as a result.5.we could make a delivery of this parcel as soon as possible.6.we find our price 25% higher compared with other companies’.7.how much does she have to pay if she stays for 3 days?8.the new company can give him 2000 dollars a month as a start.Part B. Extensive listeningDialogues: C B D C D1. W: Do you think we should park the car downtown?M: it’s hard to find a place.Q: what does the man mean?2. M: if I place an order on this product, when can you deliver them?W: for these products, we can arrange shipment at once. It would take longer, say, three months, if you want to order special designs.Q: when can products of special design delivered?3. W: are you glad that you came to work in Washington?M: Yes. Indeed. I’d considered going to New York or Boston, but I’ve never regretted my decision.Q: where does the man live now?4. M: registration always takes so long.W: what bothers me is all the people who cut in line.Q: what bothers the woman?5. M: did you buy your car from that dealer in the city?W: he went out of business last week.Q: what does the woman mean about the car dealer?Conversation:Section A: B D C B CSection B:1.calling from\get some information2.vacant suites\conference hall3.the experts\get the VIP treatment4.the reservation form\by fax5. 1000 RMB Yuan or 120 US DollarsPart C. Listening & Speaking IntegrationSection A:1.china international agricultural machinery exhibition2.concerning agriculture\increase the farmers’ income\supporting policies andlaws/doc/1c3915655.html\0086-10-68596444Test IPart A. intensive listeningPhonetics: A C B C B D D A B CDictation:1.can you give me an account of your product?2.I want to take part in the exhibition in Miami.3.I know the factory is operating at full capacity.4.I suggest we ride the subway back to our hotel and rest for a while.5.my watch reads 11:30, so we have about 45 minutes to get there.6.have you filled in the Customs Declaration Form?7.we have to arrive at the airport one hour earlier.8.the company was established in 1990 and we have about 1500 employees now.9.our net profits were over 100 million US dollars last year.10.I think some of the items may find a ready market in our country.Part B. Extensive listening-----Dialogues: D B A A B1. W: Jack, have you finished your research paper for economics?M: not yet. I always seem to put things off until the last minute.Q: what are they talking about?2. M: this black bag is $ 2.00 and that blue one is a dollar more.W: the red one is twice as much as the blue one.Q: how much is the red bag?3. W: watching the news on TV is a good way to learn English.M: it’s especially helpful when you check out the same information in the newspaper.Q: what are they talking about?4. M: I like to travel by air. I like getting different places fast. Do you liketraveling by air?W: flying makes me nervous. I like feeling the ground under my feet. Traveling by rail and road are my favorite ways of traveling.Q: what does the woman feel about traveling by air?5. W: I’d like to cash this check.M: please sign the back. Do you have any account here?Q: what does the man ask the woman to do to cash money?Passage: D A B C BConversation: Leather products\leather garments\Europe\ FOB ShanghaiPart C. Listening & Speaking IntegrationSection A:Newspapers, magazines, online, E-mail, blog, Facebook, twitter and cinema advertising. Making counter displays for dealers to exhibit in their shops.。

Unit 12 StrategyPart I Business V ocabularyDirections: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence.1 Your order is packed in cartons lined with ___C____________ material.A water-tightB water-provedC water-proofD water-proven2You may rest assured that the ______B_______ will be seaworthy.A packageB packingC packD packaging3We require the bicycles to be packed in a wooden case __C____ with soft materials.A fullB supportedC paddedD surrounded4 There is always a lot of ______B______ to attend to on a Monday morning.A lettersB correspondenceC communicationsD information5 We will pack the goods according to our usual practice if we do not hear from you __ B the contrary.A onB toC inD as6 The mass production C lower cost.A result fromB result onC results inD resulted with7 The overall D _____ of the case are 100cm×80cm×60cm.A volumeB weightC capacityD dimensions8 Please have the goods packed in strong packing, so as to prevent the case_____D____ damage.A inB out ofC outD from9 The notice given by the shipper after the shipment of the goods is called shippingC .A noticeB instructionC adviceD documents10 We hope that your customers will not object to A the goods in wooden case.A packingB packC wrapD wrapping11 Your body __C___ usually gives other people information about how you really feel.A looksB impressionC languageD relationship12 John and Jackson are business _____C________ and have arranged to meet at thesales conference.A representativesB customersC associatesD officers13 I’ve given the latest sales _____B_______ to our General Manager but he hasn’thad a chance to look at them yet.A amountsB figuresC volumeD facts14 Make sure that the addressee’s job ____A__________ is correct.A titleB styleC nameD type15 A well written letter always gives a good ______C________.A ideaB responseC impressionD point16 If you are __D___________ in attending, please let me know as soon as possible.A concernedB pleasedC wantedD interested17 You must _____A_______ your application by the end of the week.A submitB subdueC subscribeD subcontract18 We should ___B__ staff to maintain the no-smoking policy throughout thebuilding.A suggestB encourageC manageD discourage19 We are writing to _____D______ the arrangements we made with you.A conductB makeC confineD confirm20 I’ll put you _______C________ to the Sales Department.A overB offC throughD inPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 董事会board of directors2 工会代表union representatives3 合资企业Joint venture4 电影发行Film distribution5 经济运动an economy drive6 成本削减Cost cutting7 宗旨说明mission statements8 研究型公司a research-based company9 公司合并Company merger10 公司战略company strategy11 管理空缺Management opening12 管理团队Management team13 经销渠道Distribution channel14 并购acquisition15 商业伙伴Business partner16 发展态势development trend17 股东年度大会annual general meeting18 收购出价a takeover bid19 公司标志Company logo20 特许经营体制Franchising systemPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.The takeover is the biggest made by a western pharmaceuticals producers in eastEurope.该收购是西方制药生产商在东欧的最大的一次收购。

Unit OnePart I Lead-in1.1) An inquiry is a request for information.2)The importer usually inquires the exporter for information or an offer for the goods hewishes to buy.2・ A quotation is merely a notice of the price of certain goods at which the seller is willing to sell.3.1)B 2) C 3) APart II Listening & Speaking 1I Listening1 ・ Listen to the passage and fill in the blanks・customers; a newly established firm; business relations; all the necessary information; a new customer; channelsa.banksb.Chamber of Commercee. business houseg. trade directoryi.market investigationj. trade fairs and exhibitions2.Listen to the passage and fill in the missing information.the Commercial Councilor's office; a leading exporter; a good market in our country; price;terms of payment3・ Listen to the dialogue and answer the following questions.1)Who is calling the manager of the exporting department?John Smith from the Carter Trading Company.2)Why does he call the manager of the exporting department?He thinks that there might be some opportunities between the two companies・3)What does he ask the manager of the exporting department to do?He asks the manager of the exporting department to send him brochures and illustratedcatalogues.4.Listen to the passage and complete the notes・1)telephone, fax, or e-mail; the type of goods you are enquiring about; give a lot ofinformation about yourself; any particular items you are interested in2)specific and state exactly what you want; samples or patterns; invited to visit a showroom3)a prompt reply would be appreciated; a regular customer; quote competitive terms and offerconcessionsPart III Listening & Speaking 2I Listening1・ Listen to two passages and complete the notes.1)an action undertaken by buyers; to acquire product details; the prices of goods; the termsof payment; under what conditions the deal can be made; prompt, definite and helpful2)you should decide exactly what you want before you write; would be at a total loss torespond; without knowing your company's needs; should narrow down the type yourcompany would consider; 3,000 copies a month; 25 copies at any one time; what you arelooking for; you motivate her response2.Listen to a letter off inquiry and fill in the missing information.your inquiry of May 20; quoted; a range of designs and colors; in your market; catalogue;might be of interest to youII Interpreting(1)A: WeTe thinking of placing an order for Chinese tea with you.B: Which would you prefer, black or green tea?A: Both are very popular in my country. Could I have a look at your samples?B: Sure・ This is Oolong Tea from Fujian and Longjing Tea from the West Lake,…A: They are really very good in color and flavor. No wonder your tea has been well received by so many people・ Could you give me some indication of your price?B: Here is our price list. All the prices on the list arc subject to our final confirmation.(2)A: Good morning, sir.B: Good morning. I've seen your catalogue and Fm interested in your Flying Pigeon Bicycle. I think this type of bicycle will have a ready market in Canada・This is a list of myrequirements・ Could you quote us your lowest price CIF Vancouver?A: We generally quote on a FOB・ basis. Just a moment. Fll work it out for you.(3)A: Hello!B: Hello! Pve seen your catalogue and Pm interested in some of your products.A: You chose well. These products are selling well in your neighborhood. I believe they will have a ready market at your end・B: Could I have a look at your samples?A: Sure・ Here you arc・B: I'm very pleased with your products. I'm considering placing an order as long as your terms and conditions are acceptable.A: Here is our price list. These products are in great demand at present. So place your order early if at all possible•Part IV Supplementary Reading1. A sales enquiry can be generated in a number of ways・ It can be a phone call, a letter,call for tender, fax or e-mail, or it may be as a result of contact by a representative,through your advertising, or direct marketing・2・ Sales enquiries can be divided into active enquiries and passive enquiries・3 • To take the active role.4.1) Decide whether we can do what is required, and also whether we should do it.2)Produce an estimate or price accurately and quickly.3)Have a process for keeping the customer informed at various stages of the process・4)Have a well-defined system of authorization, that does not impede progress, but doesensure decisions are made by the right people・5.Generally the steps are estimating, pricing, and proposal.Unit TwoPart I Lead-in1 ・ Match the following currencies with their abbreviationsAustralian D)llar AUDCanadian Ebllar CADHong Fbng Ebllar HKDNew 血land Dollar NZDU.S. Ebllar USDSwiss Franc SFrEuro Dollar EURGreat B itain Pound GBPJapanese Yen JPYSingapore Dollar SGDRenminbi RMMatch the Incoterms with their Chinese equivalents.CFR ( Cost and Freight) 成木加运费CIF ( Cost, Insurance and Freight) 成本,保险费加运费CIP ( Carriage and Insurance Paid To) 运费和保险费付至CPT ( Carriage Paid To) 运费付至DAF ( Delivered at Frontier) 边境交货DDP ( Delivered Duty Paid) 完税后交货DDU ( Delivered Duty Unpaid) 未完税交货DES ( Delivered Ex-Ship) 冃的港船上交货DEQ (Delivered Ex-Quay) 目的港码头交货EXW (Ex-Works) 工厂交货FAS ( Free Alongside Ship) 船边交货FCA (Free Carrier) 货交承运人FOB ( Free on Board) 船上交货3.Open(10) (11) (12)4. OpenPart II Listening & Practice 1I Listening1 ・ Listen and write down the following quotations.1) AUD DO per dozjn EXW Guangzhou(2) CAD 2(® per kilogram FCA Guangzhou(3) EUR 137 per st FOB Sianghai(4) JPY 597 per uni FAS Shanghai(5) HKD 1(7 per pece CFR H )ng K )ng(6) SGD 463 per nitric t )n CIF Sngapore(7) USD 800 per st CPT Geneva(8) CHF 2,629 per kilogram CIP Geneva(9) USD 325 per st Delivered a 8no-Mongolian frontierEUR 317 per piece DES MirseillesGBP 500 per unit DEQ LondonEUR 3© per nctric t )n Delivered at 5 Maple Road, Bonn, Duty Paid(13) EUR 1,000 per metric ton Delivered at Maple Road, Bonn, Duty Unpaid2. Listen to the passage and fill in the missing words or expressions ・1) offer; goods; a firm offer; non-firm offer; quality or specifications; details of prices; terms of payment; packing; buyer; counter offer; offer — counter offer — counter-counter-offer2) exporting; revenue; Appropriate pricing; establish all relevant market data; a particular market area; adjust prices; supply and demand; rising or falling; profit margin; The quality and quantity of the products; fluctuations3. Listen to the passage and complete the notes ・quotes a price; taxes; gross prices; net prices; legally binding; when prices tend to fluctuate; are subject to change; hold the goods for a certain time; to protect their reputation; discounts; a trade discount; a quantity discount; a cash discount; a loyalty discountPart III Listening & Speaking 2I Listening1. Listen and fill in the missing information.A. 1()() cases; 5 kilograms per case; at USD25; CFR European main ports; September, 2002; five days.B. 50,000 tons; USD 225;C. 200 kiograms; USD 120; FOB Shanghai.D. subject to our final confirmation; 8111 Pure Silk Fabrics; 382913-AB; 50,000 yards; inwooden cases; USD3.7 per yard CIF London; To be made in three equal monthlyinstallments; March 23, 2002; to be opened 30 days before the time of shipment;E.letter; reply; June 1; offer; 80 metric tons; 2002 Crop; USD765 per metric ton; June;transshipment; terms and conditions; insurance; 130%2.Listen to three paragraphs and fill in the blanks1)counter-offer; offer; sellers; consider2)buyers; bid; price; commodity; made3)an intermediary; the money; 2% of commission; price reduction; "special discount^;promoting and expanding sales; excluded from the export price.II Interpreting(1)A: Here is our offer for 1,000 cases of jasmine tea・B: Well, your price is too high to accept. ItUl be very difficult for us to make any sales.A: You must be aware that the price of jasmine tea has been increasing ・B: But Vietnamese suppliers give a lower price.A: Every one in the trade knows that our jasmine tea is far more superior.B: I don't deny the quality of your jasmine tea. But competition is keen. Manysuppliers are in fact cutting their prices trying to get a larger market share.A: So far, our product can handle the competition well. We，ve had many orders and more are coming・ It just shows that our product is competitive and our price is attractive.(2)A: Here is our price list. All the prices in the list are subject to our final confirmation.B: By the way, do you allow any commission?A: Well, our prices are quoted on an FOB net basis. As a rule, we don't allow any commission.B: But you know, we3 4 5re a commissioned agent. We do business on a commission basis.Commission transactions will surely help to push the sale of your products・A: Yet your order is really not large enough.B: What quantity would you consider to be a large shipment?A: USD 500,000 or over.B: Wow, really substantial. Well, Mr. Chen, this is our first transaction. Can you be more flexible and offer us more favorable terms? It might be possible for us to establish along-term relationship.A: O.K. Wc would grant you a 3% commission 讦you place an order of USD 400,000.B: We appreciate your concession very much・However, we can usually get a 5% commission from our European suppliers.A: Mr. Green, our price itself is already favorable・ Ii is for our future business that we make this exception. This is the best we can do.B: All right, weTl have to accept it.3A: Mr. Wright, here is our offer for 5,000 metric tons of grade A red beans, USD175 per metric ton, CIFC 5% Rotterdam.B: Your price is on the high side, Mi; Chang. It's impossible for us to conclude any transactions at this price.A: I don^t know why you think so. Frankly speaking, we wouldnY quote you such a low price if you were not our regular customcr. I bet you can't get such a favorable pricefrom other suppliers・B: We got an offer from a Thailand supplier yesterday. Their price is 3% lower.A: You must take the quality of our red beans into consideration. Every one in this trade is well aware that the Chinese Grade A red bean is of superior quality. So the price ofgrade A commodities of course must be higher than those of inferior quality. Besides,there is a strong demand for Grade A red beans. A lot of orders are pouring in from allover the world. Most of the importers think that our offer is reasonable. I believe youllmake profits buying at this price.(4)A: Your price is 5% higher than that of the last transaction.B: You know production cost has increased a great deal recently. We also need to consider upward trends when we fix the price.A: But it will be very difficult for us to persuade our clients to buy at such a price・ You'll have to reduce your price by 5%.B: Your counter-offer is far beyond my reach・ We can't stand such a big cut.A: We make this counter-offer based on the offers from other suppliers. We made inquiries to some suppliers at the same time and found that your price is higher than the othersuppliers ・B: Could we just put this problem aside? Could you give me an idea of the size of your order first?A: It will largely depend on the price you offer. If you could make a 5% reduction, we would place an order of 100,000 pieces.B: All right. Shall we move together? We reduce the price by 3% on the condition that you increase your order to 200,000 pieces. This is our rock-bottom price・A: O.K. Let，s call it a deal.Part IV Supplementary Reading1 • Pricing should be postponed un til all of the other aspects of the transaction have beendiscussed.2.By presenting a more comprehensive negotiating package in a well planned andorganized manner.3.The exporter should react positively by initiating discussions on non-price questions,instead of immediately offering price concessions or taking a defensive attitude・4.The importer may press the exporter to make a concession on quantity discounts,discounts for repeat orders and improved packaging and labeling (for the same price).5.The importer may object to the initial price quoted.Unit ThreePart II Listening & SpeakingI Listening1 ・ Listen to the dialogue and answer the following questions.1)Pillowcases, Article No. 201.2)2,000 pieces.3)No. Because pillowcases Article No. 201 are the best selling goods・ They are sold outfast every yea匚4)She has to pay a higher price in order to get 2,000 pieces・2.Listen to a passage and fill in the missing information.quotation of Nov. 15; with samples; quality; prices; place a trial order; Ladies' nylon pants;20,000 pcs; USD0.20/pc; USD4000.00; Bags; 500 pcs; USDl.OO/pc; USD 500.0(); a good market; place further and larger orders.3.Listen to a passage and decide whether the following statements are true or false・1) F 2)T 3) F 4) F 5)T 6)T 7) F 8)TPart III Listening & Speaking 2I ListeningI• Listen to three dialogues and decide whether the following statements are true (T) or false(F).1)F 2) F 3) F 4) T 5) F 6) F 7) T 8) F 9) F 10) T2.Listen to a passage and answer the following questions・1)To check that the products are available and to confirm the order with the custome匚2)No.3)The stock control systcm.4)You send an invoice to the customer.3.Listen to a passage and fill in the blanks・1)interest; to make enquires; place an order; publicizing and promoting; client; delivery;replacements; after-sales service2)letters, faxes or e-mails; a formal order; a firm order; terms and conditions; the articlenumber; the port of destination; the payment terms; execute the orderII Interpreting(1)A: We9ve received your inquiry, Mr. Smith・ But we are sorry to tell you that the goods you inquired for are out of stock. You'll have to wait for two months.B: Two months! It will be too long・ Our customers arc in urgent need of the goods・A: There's nothing we can do. Our products have been well received for their high quality and reasonable prices・ So demands have often been exceeding supplies・ Though we have tried to speed up production, we still can't meet the increasing demands・ So Fd like to recommend to you the HRF-279.B: Our clients are familiar with GSB-112, but not HRF-279. How do I know that it will sell well in our market?A: Don't worry. The HRF-279 has been selling well in Europe and in Southeast Asian countries・ I'm sure it will have a ready market at your end.B: I hope so.(2)(On the phone)A: We have received your sample and are very satisfied with it. We，11 be placing a trial order for 50,000 sets. The order form will reach you tomoiTow・B: We're glad to accept your order. May I remind you that the sample should be added as part of the first shipment.A: No problem・ Whenever we place an order, we always ask for a sale by sample agreement, so we can be sure of the quality of the product.B: DonY worry. Our products are always as good as the samples we send.A: Thank you. If they sell well in our market, I can promise you that substantial orders will follow.(3)A: Hi.B: Hi. Nice to see you. How's business?A: Not bad. How's everything?B: It is the off-season in my market, since spring festival has just passed・ I found that your sales of bicycles have been falling off lately, haven^t they?A: ThaFs because we have switched to car accessories.B: Then, are you still handling bicycles?A: I am, but not on a large scale. Are you thinking of placing an order for some bicycles?B: I'm considering placing an order for 50,000 sets if your price is workable・Part IV Supplementary Reading1."China，s entry into the WTO is a historic event for China^s opening and reform^, “astrategic decision by the Chinese government faced with the situation of economicglobalization, and conforms with the target of China，s opening & reform and theconstruction of a socialistic market economic system”. As a landmark historicaldevelopment, China's entry into the WTO symbolizes a new phase of China's opening and reform, and will have a significant and far-reaching impact on the economic and socialdevelopment of China in the new century.2.According to WTO rules, all WTO members have the right to enjoy equal and justtreatment, and have the obligation to observe the organization^ various regulations.3・ The Chinese government has promised (1) to reduce the import tariff of 5000 kinds of goods as of January 1st, 2002, bringing the overall tariff level down to 12% from 15.3%,Revocable 12C Irrevocable L/C Sight UC Usancc/timc L/C Documentary L/C Clean L/C Standby L/C Revolving L/C Red dausc I/C Reciprocal I/C 可撤销信用证不可撤销信川证即期信用证远期信用证跟单信用证光票/无跟单信用证备用/保证信用证循坏信用证红条款信用证对开/互开信用证with a reduction rate of up to 73%, (2) to eliminate the quota licensing management offoodstuffs, wool, cotton, acrylic fibers, polyester pellets, fertilizer, and some tires as of the 1st of January 2002. By January l s, of 2005, non-tariff measures for over 400 kinds ofgoods will also be eliminated・4.The Chinese government should perform the obligations of Notification and Inquiry.5.China should "make scientific analysis and comprehensive understanding of theadvantages and disadvantages, opportunities and challenges of entry into the WTO. When faced with advantages, take opportunities and make positive use of them; withdisadvantages, work hard and strive to avoid risk：Unit FourPart I Lead-in1.Match Column A with Column B2.Open3.Below is a sample of irrevocable letter of credit which illustrates the various parts of a typicalletter of credit.1.1.2.3.2.No.3.within 21 days from B/L date4.Questions for reflection1)T/T 2) opm account 3) L/C 4) D/P 5) L/C 6) escrowPart II Listening & Speaking 1I Listening1.Listen to a passage and fill in the blanks.the letter of credit; reliable; safe; buyers; sellers; buyers; the opening bank; finance; collection; Documents against Payment; Documents against Acceptance; expenses; procedures; a risk; actual payment; collecting; non-payment; shipping documents; D/P at sight; D/P after sight; immediate payment; D/P; make payment; 45; 90; the documents; pays; acceptance; promise; thefinancial standing of the importer is sound; have convinced; payment.2.Listen to the dialogue between the bank clerk and the customer and answer the following questions.1 ・ To make an investigation of the financial position of the Malaysian Trading Company.2.Yes.3.RMBY898 in total.4.The results of the investigation of the financial standing of the Malaysian TradingCompany3・ Listen to a passage and decide whether the following statements are true (T) or false (F)1)F 2)T 3)T 4) F 5) F 6)T 7)T 8) F 9) F 10) TPart III Listening & Speaking 2I Listening1.Listen to a passage and fill in the missing information.export; irrevocable letter of credit; at sight; 30 days before shipment; the 15th day; documents against acceptance; the payment method; through full discussion; our imports; payment by collection.2.Listen to a dialogue and answer the following questions.A.To discount a time bill.B. A ninety-day bill for USD 9,876,000.C.Yes.D.3・ Listen to a passage and decide whether the following statements are true (T) or false (F).1) T 2) F 3) F 4) T 5) TII Interpreting(1)A: When should we open the L/C?B: The L/C must reach us one month before shipment. Since the goods are supplied from stock, yoird better open the L/C as soon as possible, otherwise it may delay the shipment.A: If we open the L/C one month before shipment, it'll tie up our money. Would 15 days do?B: Fm afraid not. It'll take us a lot of time to get the goods ready and book shipping space.You can" expect us to make delivery within 15 days・A: When are you going to ship the goods?B: The goods will be ready at the end of January・ So if the L/C would reach us by January 1，we could deliver the goods in early February.A: Do you have any stipulations on the validity of the L/C?B: Wc generally require the L/C to remain valid until the fifteenth day after shipment.A: Can we use Citi Bank as our opening bank?B: No problem at all.(2)A: I'm Chen Qiang of the Guangdong Silk Import & Export Corporation. Fd like to talk to you regarding your order No. 123-456 with us.B: Is there anything wrong?A: Well, shipping space is all booked up. Pm afraid we can't deliver the goods on time.Could you extend the L/C until the end of this month?B: No problem, but please try your best to solve the problem. The goods are seasonal commodities; weUl have to meet the Christmas selling season.A: WeTl try our best to ensure delivery in Mid-October.B: Thank you very much.A: You9re welcome.・(3)A: So far we have already settled the problems of price, quality and quantity. Now what about the terms of payment?B: We only accept payment by irrevocable letter of credit payable against shipping documents ・A: Could you be more flexible and accept D/A or D/P?B: Fm afraid not.A: Frankly speaking, we have overstocked some other goods, and our floating funds are insufficient. It'll tie up our money to open an L/C.B: I quite understand your position. But the problem is that the world economic situation is going downward and the financial market is fluctuating. Wc have to do business onan L/C basis so as to be guaranteed・A: Then could you accept 50% payment by L/C and the balance by D/P?B: Sorry, we are not in a position to do that, yet we could olfer you more favorable terms of delivery instead・Part IV Supplementary Reading1 ・ An experienced exporting firm extends credit cautiously. It evaluates new customers withcare and continuously monitors older accounts・ Such a firm may wisely decide to declinea customer's request for open account credit if the risk is too great and propose insteadpayment on delivery terms through a documentary sight draft or irrevocable confirmedletter of credit or even payment in advance. On the other hand, for a fully creditworthycustomer, the experienced exporter may decide to allow a month or two to pay, perhapseven on open account.1)Cash in advance;2)Documentary letter of credit;3)Documentary collection or draft;4)Open account; and5)Other payment mechanisms, such as consignment sales.3・ Drafts that are paid upon presentation are called sight drafts・ Drafts that are to be paid at a later date, often after the buyer receives the goods, are called time drafts or date drafts.4.The exporter usually expects the buyer to pay the charges for the letter of credit, but somebuyers may not agree to this added cost. In such cases, the exporter must either absorb thecosts of the letter of credit or risk losing that potential sale. Letters of credit for smalleramounts can be somewhat expensive since fees can be high relative to the sale.5・In a foreign transaction, an open account can be a convenient method of payment if the buyer is well established, has a long and favorable payment record, or has been thoroughly checked for creditworthiness. With an open account, the exporter simply bills the customer, who is expected to pay under agreed terms at a future date・Some of the largest firms abroad make purchases only on open account.Exporters contemplating a sale on open account terms should thoroughly examine the political, economic, and commercial risks. They should also consult with their bankers if financing will be needed for the transaction before issuing a pro forma invoice to a buye匚Unit Five PackingL Lead-in1.Open2.Open3.I) gunny bags 2) foam plastic 3) keg 4) barrels5) (rate 6) ron dums 7) paper b堀s 8) (artonsIL Listening & Speaking 1I Listening1 ・ Listen to the first part of a passage and fill in the blanks・damage free, destination, quality wooden, customized, mode of transportation, certification, vapor, land shipment, measured, location, loaded, end products, securing2. Listen to the second part and complete the notes・Centrally located 5 miles from the International Airport; 5,50() 一30,000# forklifts, overhead cranes, a cherry picker and basic rigging tools, an assortment of saws and drills, as well as a fully equipped mobile packing unit; on call 24 hours a day, 7 days a week.3.Listen to a passage, and answer the following questions.1)To protect the commodity and keep it good in quality and intact in quantity in the circulationprocess and to increase the market value of the goods.2)Shipping packing is also called big packing or outer packing; the function of marketing packingis to protect the goods as well as to beautify and introduce them.Ill Listening & Speaking 2L Listening1. Listen to the ten sentences and write them down.1)We are to use plastic wrappers for each shirt, so they are ready for window display.2)Please use normal export containers unless you receive special instructions from our agents・3)The packing must be strong enough to withstand rough handling・4)As for the packing of the products, we'd like to use crates・5)For this kind of product we export, each item is individually packed in plastic sheets・6)Every 24 pieces are packed in a paper carton before shipping・7)This shipping mark indicates the total number of cases, the ordinal number of package andnumber of the bill of lading・8)Packing charge is already included in the price.9)Actually we keep making improvements in our method of packing in order to meet the keencompetition in the world market・10)Each carton is lined with wateiproof paper, so the contents cant be spoiled by dampness or rain.2.Listen to the dialogue and answer the following questions・1)Each jar will be wrapped by tissue paper placing in its individual decorative cardboard・ Thenwe pack the boxes in strong cardboard twelve to a carton, separated from each other bycorrugated paper dividers・2)They arc fragile commodities.3)Details of weight, symbols of warnings and directions such as USE NO HOOK, STOW AWAYFROM HEAT, DONOT DROP, and FRAGILE, as well as B's own marks.3.Listen to the passage and do the following exercises・A: 1)B 2) A 3)C 4)C 5) AB: Fill in the blanks according to the passage yoifve just heard.1 ・ standard cartons, corrugated rolls, air bubbles, plywood boxes, masking tape, plastic andsteel straps, buckles2. Frozen goods, Perishables, Consumable items3・ general cargo, personal belongings, packing, transportation, insurance facilitiesIL Interpreting(1)A: The safety of packing is something we always pay a lot of attention to. Especially for fragile commodities, wc'vc got to be extra careful. Otherwise, if something unexpectedhappened, we'd be responsible and it would cause you a lot of inconvenience, too.B: You' re right. But wouldn't it be safer to use wooden cases?A: Surely we can 讦you want us to, but the charge would be much higher.B: Then, let^ s keep using cartons・A: Sure, no problem. Cartons arc good enough for goods like this. You don9 t have to worry about it.(2)A: Fm so glad that we have the chance to do business togethe匚B: Me too・A: I made this special trip here this time hoping to have a look at the packing of our products because in the last shipment we received, there were a few items damaged by dampness・B: Fm sorry for that. But we have taken care of it.A: Could you be more specific?B: Although we are still using cartons, we have taken measures to prevent them from dampness. We have lined them with plastic sheets on the inside・ In addition, we've put a "keep dry" sign on the outside・A: That sounds good・(3)A: Do you niind if I give you a little suggestion about the inner packing of the products?B: No. Go ahead.A: Well, you know, packing affects the reputation of the products, and one important function of packing is to stimulate the buyer9s desire to buy. In addition, packing should give thebuyer an idea of what is packed inside・Your products arc good, but your packing doesn't look attractive enough to the buyer.B: Thank you very much. That's a good suggestion and we happen to have the same view. We have just improved our packing.A: Great! Would you let me have a look?B: Sure thing. Let's go to the sample room.IV Supplementary Reading1.No, not really.2.Customers often require rapid delivery, and faster handling speeds require protective packaging,while the packaging engineers and product designers would optimize the product-package。

Unit 12Global M&AExercises1.Answer the questions on the text.1)What does the author expect M&A activity to be in 2011?The author expects that M&A activity will continue to growth in number and strength with the global economic recovery and the improvement of financial and credit market conditions.2)What must companies also consider about M&A besides favorable factorslike abundant cash and improving economic conditions?Companies must also consider the recent opposition to certain M&A deals by activists and some shareholders and their preference to other strategies.3)What do you think unsolicited transactions, hostile acquisitions and dealjumpings are in common?Passivity on the target company and out of its expectation.4)What may further encourage unsolicited transactions?Recent success of hostile acquirers in forcing target companies to negotiate and accept deals though occasionally taking a long time.5)What are the features and trends of private equity firms?They are seeking an exit from portfolio companies and are seeing M&A as an increasingly attractive alternative to capital market transactions.6)What is an tender offer?It is a public, open offer or invitation by a prospective acquirer to all stockholders of a publicly traded corporation (the target corporation) to purchase some or all of their shares. The price offered is usually at a premium to the market price. In a tender offer, the bidder contacts shareholders directly; so the directors of the company may or may not have endorsed the tender offer proposal.7)What are the key deal issues in M&A transactions?(1)reverse break-up fees(2)caps on damages payable by acquirers failing to close(3)the availability of specific performance remedies to compel a party tocomplete an acquisition8)How do US and UK takeover systems differ?In US takeover system, state case law allows target boards to take defensive measures within certain limits.In order to correct the perceived imbalance, UK disallows deal protection mechanisms; sets a default period in which a bidder will have to either announcea fully financed bid or walk away; and implements other measures to enhancebid-related disclosure.9)What are the views on the burden of extending bids into the U.S?(1)Some of both European regulators and bidders fear that the extension of paperbids into the US may be too burdensome and the exposure to the US plaintiffs’ bar and US courts may be too uncertain and risky.(2)But the case of Morrison v. NBA may have changed European regulators andbidders view because the pending anti-fraud-based actions against non-US companies were either dismissed or the damages to companies ere greatly reduced(3)The convergence between European and US securities regulations haveproduced positive effects, may further alleviate such concerns, and would encourage M&A players to consider using more shares in cross-border deals.10)How is M&A in emerging market expected to develop in 2011?(1)It is expected to grow over one-third in 2011, taking a larger share of globalM&A activity, particularly true in BRIC nations.(2)Sovereign wealth funds abundant in funds will continue to play a key role ininbound M&As and, meanwhile, private equity is to be much more important source of funds for M&A activities there.(3)Companies from emerging markets will engage in more outbound M&A dealsfor natural resources and market growth as well as inbound ones.(4)Multinationals from the developed countries may also go on M&A activitiesin emerging markets either for market footholds or growth opportunities. 11) What is said about US M&A deal enforcement?(1) The official agencies FTC and DOJ have continued to pledge vigorousmerger enforcement and have dedicated significant resources to updating themerger review process.(2) They have also proposed changes to pre-merger notification form.(3) The Antitrust Division has enhanced enforcement in vertical mergers as wellas horizontal mergers.12) What are the trends of EU antitrust enforcement?DG COMP and its Chief Economist team are paying close attention to the US-led debate over the need to define marketsDG COMP has increased its reliance on the counterfactual analyses for judging whether a merger prevents effective competition.2.Fill in each blank in the following sentences with one of the phrases in the listgiven below. Make changes when necessary.1)BRIC nations would support the country in the areas of education, health andagriculture, among others.2)In the second quarter we successfully secured a non-dilutive source of growthcapital on very favorable terms sufficient to drive both near and longer-term initiatives.3)We seem to value time in cyclical phases and seasons rather than in minutes andhours.4)The world is facing far more challenges than before in the context of intensifiedglobalization.5)In the debate Team A seemed to get upper hand at the beginning but quickly loststrength.6)He would discuss with the officials of Bulgaria various topics such as investmentclimate, the fight against corruption, and its accession to the European Union. 7)We are urging local education and city leaders to ramp up the pressure on theirgovernments to cough up more cash for new schools in their areas.8)Potential mayoral candidates are already flush with funds from their supporterfor the coming election.9)The government has been urged to follow through on its pledge to reform thecurrent wage system.10)The birth of a new nation in Sudan may give rise to numerous thorny issues,including sharing of resources.3.Match the terms in column A with the definitions in column B.A____________________ B__________________________________________ 1) equity market A) An asset class consisting of equity securities foroperating companies that are not publicly traded on astock exchange, including venture capital, growthcapital and mezzanine capital. 52) antitrust agency B) The market, also known as stock market, whereshares are issued and traded, either through exchangesor over-the-counter markets. 13) synergy C) A merger occurring between companies producingthe same or similar products or offering similarservices. 84) due diligence D) An organization responsible for prohibitingpractices that restrain competition, includingprice-fixing conspiracies and acts designed toachieve monopoly power. 25) private equity E) A company in which a venture capital firm, buyoutfirm, holding company, or other investment fundsinvests. 106) vertical merger F) A market in which individuals and institutionstrade financial securities in order to raise funds. 9 7) tender offer G) Additional effectiveness achieved from mutuallyadvantageous integration or compatibility of effortsor resources between business participants. 38) horizontal merger H) An investigation of a business prior to signing acontract, for example, a potential acquirer evaluatinga target company or its assets for acquisition. 49) capital market I) A public, open offer by a prospective acquirer to apublicly traded corporation to tender its stock forsale at a specified price during a specified time. 710) portfolio company L) A merger between two companies producingdifferent goods or components for the finalfinished product, for example, a car manufacturermerging a tire company. 64.Translate the following passage into Chinese.去年，由于全球兼并业务突破了网络泡沫时代的惊人水平，市场又跟1999年那样派对聚会。

《高级商务英语听说》教学大纲考核：将平时考核、期中考试和期末考试结合起来进行综合考核。

各项考核所占比例分布如下：平时考核, 占20％，主要通过出勤、发言、小测验和参与讨论的情况进行评判；期中考试，占30％，采取小组英语口试或话题展示(Topic presentation)进行；期末考试，占50％，采取平行班统一闭卷听力考试形式进行。

教学目的：《高级商务英语听说》课是一门将英语听说技能与商务知识相结合的商务英语选修课程。

授课对象为二、三年级本科学生。

课程在多媒体教室进行，授课语言为英语。

教学目的是提升学生在综合商务环境下应用语言的能力即商务表达能力。

教学流程和方法为：收听和观看与本课题目相关的新闻、报道、采访和专题报道；随堂做各种类型的听力测试题；通过阅读和讨论某商务话题，熟悉并掌握商务英语专业词汇；通过参与课堂的讨论、展示、对话等活动学习用英语表达自己。

教学模式是任务与策略相结合，通过听和说与经贸金融知识和其它商业相关的内容，让学生在教师的指导下进行商务语言情景下的听说语言操练, 使听说语言能力和商贸专业知识有机地结合起来。

第一课全球化趋势【教学目的和要求】Teaching Objectives:1.In this unit students will learn words and expressions related to globalization trendand WTO..2.Students will be able to argue either in favor of or against globalization or WTO.【教学时间】Time allocationThis unit will need 3 class hours, 2 hours for listening and studyingthe content of the text and the rest for discussion and practice.【主要内容】Background ReadingWTO Agrees to a New Round of Trade TalksLoose-leaf selective listeningPart A Business NewsExercise 1, 2Part B Who Benefits from GlobalizationExercise 1, 2Part C G20 Leaders Promise Measures to Fight Global RecessionExercise 1, 2Acting outExercise 1, 2【重点和难点】I．Notice expressions related to globalization and how people perceive it. Globalization: economic integration, anti-globalization, market access, improved investment climatePeople’s perception:Pros:Globalization indeed helps reduce poverty and inequality;Significant decrease in the number of the world’s extreme poor since 1980;Views of globalization are distinctly more positive in low-income countries than in rich ones;Developing country people blamed their local governments, not globalization, for their country’s ills.Cons:Globalization has been received with great distrust;Anti-globalization activists argue that global economic integration favors the already wealthy while hurting the poor from developing nations;II．Please first write down the following words on the blackboard or computer. Then ask students to listen for sentences with these words in them. You ask them to listen two times and see who has caught more sentences.1.indeed-- globalization indeed helps reduce poverty and inequality.2.favors-- Global economic integration favors the already wealthy while hurting thepoor from developing nations.3.more positive…than--views of globalization are distinctly more positive inlow-income countries than in rich ones.pared to--in Sub-Saharan Africa 75% of households thought that multinationalcorporations had a positive influence on their country, compared to only 54% in rich countries.5.Of the--Of the 38,000 people in 44 nations surveyed, those in the developingworld generally blamed their local governments, not globalization, for their country’s ills.6.no ground for-- There is, however, no ground for complacency.7.take…attitude--He hoped all WTO members would take a "flexible" and"pragmatic" attitude in talks.8.consultations on-- It seems the trade ministers have had serious consultations onthe DDA (Doha Development Agenda) issues.d after-- The Doha Development Agenda refers to the WTO talks namedafter the Qatari capital of Doha.10.make compromises and concessions-- So we have to be flexible and pragmatic,and give necessary consideration to the concerns of other parties, includingmaking compromises and concessions when the situation so warrants." III．Please first write down the following words on the blackboard or computer. Then ask students to listen for sentences with these words in them. You ask them to listen two times and see who has caught more sentences.1.worldwide poll-- A recent worldwide poll may have come as a shock to somepeople.2.what was striking-- But what was striking in the survey is that views ofglobalization are distinctly more positive in low-income countries than in rich ones.3.respectively-- The figures for "very good" stood at 56% and 64%, respectively.4.far more likely-- Sub-Saharan Africa (56%) were far more likely to findintegration "very good."5.have bad effect on-- a significant minority (27% of households) in rich countriesthought that "globalization has a bad effect on my country.6.nearly as positive-- Views of the effects of the WTO, World Bank, and IMF ontheir country were nearly as positive in Africa (72%).7.respondents-- only 28% of respondents in Africa thought that anti-globalizationprotestors had a positive effect on their country.第二课国际贸易热点问题【教学目的和要求】Teaching Objectives:1．In this unit students will learn words and expressions related to international trade..2．Students will be able to talk about the hot issues related to international trade such as trade relations, trade deficit, trade barriers, and trade disputes.【教学时间】Time allocationThis unit will need 3 class hours, 2 hours for listening and studyingthe content of the text and the rest for discussion and practice.【主要内容】Background ReadingWhat is International Trade?Loose-leaf selective listeningPart A Business NewsExercise 1, 2Part B Central Bank Governor on RMB Exchange RateExercise 1, 2Part C The Future of Fair TradeExercise 1, 2Acting outExercise 1, 2【重点和难点】I．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.to be subject to -- China has been subject to increasing foreign anti-dumping,anti-subsidy, protection measures and special safeguard investigations since its entry into the World Trade Organization.2.consecutive -- China has suffered the most in anti-dumping investigation in theworld for nine consecutive years.3.to launch -- Starting from 1979 to the end of September 2004, 34 countries andregions launched altogether 665 disputes of anti-dumping, anti-subsidy protection measures and special safeguard investigations against Chinese products4.to suffer a loss -- Because of this China suffered a tremendous economic lossvalued at US$19.1 billion in terms of foreign trade.5.to resolve a dispute -- A second round of negotiations between China and theUnited States aimed at resolving a dispute over textile trade broke down Thursday.6.to consult with -- We will be consulting with the Chinese over the next few dayson the date and location of the next round.7.to surge -- U.S. manufacturers say Chinese clothing imports, which have surgedafter a worldwide quota system expired on Jan. 1, are costing them profits and jobs.8.to be sensitive -- The dispute is especially sensitive amid rising Americanfrustration at the country's soaring trade deficit with China, which reached a record $162 billion last year.II．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.to come into existence -- China's current unified, managed floating exchange rateregime based on market supply and demand of foreign exchange came into existence in 1994.2.to appreciate -- Between 1994 and 1997, the exchange rate of the RMB againstthe US dollar appreciated from 8.7 1, reflecting the feature of a managed float regime.3.floating band -- At the end of 1997, at the request of neighboring economies andinternational institutions, China substantially narrowed the floating band of the RMB exchange rate to help reduce the shock of the Asian financial crisis and dispel the fear of RMB devaluation.4.to pursue -- The Chinese government does not pursue trade surplus, but ratheraims at a rough overall balance in the current account.5.to be compatible with -- Since China recorded limited foreign reserves in the1990s, it was necessary to expand them to be compatible with the level of import and external debts.6.to entail -- It was not until the end of 2001 that China was accepted as a memberof WTO, which entailed a series of trade reforms.7.to turn out -- It turned out that while China's import in 2002 recorded a rapidexpansion, export also surged, resulting in a trade surplus of 30.4 billion US dollars.8.to relax restrictions -- In the five years following the accession to WTO, Chinawill continue to cut tariff and relax quantitative import restrictions.9.to surpass -- Since the beginning of this year, the growth of China's imports hasaccelerated, surpassing that of exports.10.to call for -- International trade theories and WTO spirit call for multilateral-tradebalance rather than bilateral trade balance.11.given -- Given the two countries' existing economic and trade structure, theUnited States would continue to have big trade deficit with China.12.to be attributable to -- The US trade deficit may be attributable to structuralimbalances and fiscal deficits in the United States rather than the RMB exchange rate.III．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.as opposed to—CCTV Dialogue Program Hostess had invited a professorGertrude Hoffman from the London School of Economics to talk about free trade as opposed to fair trade.2.free access—Free trade allows free access to markets and market information.3.level playing field—The focus of free trade is on creating a level playing fieldbetween the trader and the producer with the idea of creating better market efficiency and higher profits.rmed—So that we have informed consumers who know what options are outthere.5.grow in popularity—I think that Fair Trade is already growing in popularity.6.mainstream—You will see a lot of products that are just appearing in themainstream as Fair Trade products because they are great products to sell and satisfy the requirements of being in the Fair Trade.第三课解读经济【教学目的和要求】Teaching Objectives1.Students will learn word and expressions related to various economic indication.2.Students will be able to use economic indicators to talk about economic situations.【教学时间】Time allocationThis unit will need 3 class hours, 2 hours for listening and studyingthe content of the text and the rest for discussion and practice.【主要内容】Background ReadingGreenspan’s Record: An Activist Unafraid to Depart from the RulesLoose-leaf selective listeningPart A Business NewsExercise 1, 2Part B Business Reports in Face of the Worst Financial CrisisExercise 1, 2Part C How to Be Exuberant and RationalExercise 1, 2Acting outExercise 1, 2【重点和难点】I．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.dilemma-- Could the Bank of England face a similar policy dilemma to that of theEuropean Central Bank.2.stick-- Confronted by sticky consumer price inflation, the ECB has felt unable tocut interest rate for more than two years.3.threshold-- While welcoming the amendment in principle, many members of theStanding Committee of the 10th National People's Congress, China's top legislature called for the threshold to be raised even higher to benefit more low earners.4.levy-- A proposed amendment raising the threshold at which personal income islevied has met with a mixed response from national legislators in China.5.water down-- A group of small EU countries are seeking to water down some ofthe key proposals in G8 debt relief deal agreed last week by G8 leaders at Gleneangles, leaked documents have revealed.6.spike-- Crude oil prices hit a record 68 dollars a barrel after the US reported adecline in petrol stocks and China said its crude imports spiked in July, as strong demand on the mainland shows no signs of easing.7.hit-- On an inflation-adjusted basis, oil prices would need to hit about 90 dollars abarrel to match the highs of 25 years ago.II．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.unveil – President Obama is unveiling his budget this week.2.deficit –The president wants to cut the federal deficit by half over the next fouryears.3.refinance – Sources say that the government will cut monthly mortgage payments,allow more borrowers to refinance their loans and give bankruptcy judges greater power to modify mortgages.4.worst-case scenario – GM says it’s now going to need a total of 30 billion dollarsin bailout money in the worst-case scenario.5.wrap up – Secretary of State Hillary Clinton is headed back home after wrappingup her first overseas trip as the top U.S. diplomat.6.fiscal disaster –State leaders are now warning of a fiscal disaster if lawmakerscan’t reach an agreement.7.up for sale – One of the most expensive addresses in New York is up for sale.8.bid for – This is a piece of real estate only billionaires can bid for.9.put brakes on –The worst economic crisis has put brakes on the expansion athome and made high quality brews in the U.S. market more competitive.10.overriding –Virtually every customer we talked pointed to one overridingconcern—too expensive..11.price conscious—In fact Starbucks is looking at new ways to appeal toprice-conscious consumers.II．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.irrational exuberance -- In December 1996, when Alan Greenspan made hisfamous comment on the possibility of “irrational exuberance” in stock prices, the Dow Jones industrial average stood at 6,400.2.burst a bubble -- The Fed should not try to burst a bubble by raising interest ratewhen the outlook does not demand it.3.unsustainable surge -- Mr. Greenspan’s view is based partly on the difficulty, forcentral bankers, of spotting the difference between an unsustainable surge in prices based on speculation and a sustainable one based on fundamentals.4.core mandate -- If a market shift threatens the core mandate, its job is to deal withthe consequences.5.“mopping up” strategy-- Alan Blinder, the Princeton professor who is giving apaper on the Greenspan era at this week’s Jackson Hole symposium, calls this the Fed’s “mopping up” strategy.6.substantial economic contraction -- It is far from obvious that bubbles, even ifidentified early, can be pre-empted at lower cost than a substantial economic contraction and possible financial destabilization –the very outcomes we are seeking to avoid.7.froth -- Part of the next Fed chairman’s inheritance will be a housing market thatMr. Greenspan has said is showing signs of “froth” in a number of cities.8.sanguine -- Henry Kaufman, the Wall Street economist, believes the FOMC is toosanguine.9.consumption binge -- The Fed’s assurances that it will raise rates at a “measured”pace have contributed to a household debt-financed consumption binge and to speculative activity by investors.第四课消费者行为【教学目的和要求】Teaching Objectives:1．Students should learn vocabulary and basic concepts related to marketing and consumer behavior.2．Students will be able to talk about different consumer behavior and marketing practices.【教学时间】Time allocationThis unit will need 3 class hours, 2 hours for listening and studyingthe content of the text and the rest for discussion and practice.【主要内容】Background ReadingWhat is Consumer Behavior?Loose-leaf selective listeningPart A Business NewsExercise 1, 2Part B Global Slump Casts a Pall over ConsumersExercise 1, 2Part C Lifestyle Change – Fitness and HealthExercise 1, 2Acting outExercise 1, 2【重点和难点】I．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1．to contract--He has contracted the habit of talking to himself.2．acute--an acute disease, an acute hospital3．There is a shortage of acute beds in the hospitals because of the unexpected outbreak of SARS.4．to take sth. for granted -- I take it for granted that we should build new roads. 5．trivial -- He sometimes puts the trivial above the important.6．to mislead sb. Into...-- Her friendly attitude misled us into thinking that we could trust her.II．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.global slowdown –Squeezed by global slowdown, consumers and companies in countries that celebrate the Lunar New Year, are slashing their spending on traditional lavish gifts, liquor and banquets.2. count on –In China, where many businesses count on the equivalent of aChristmas shopping boom for a big share of annual sales.3. roll out—It could further depress China’s falling growth rate just as Beijing isrolling out a multibillion-dollar plan to boost consumer spending.4. splurge on—Companies that splurge on lobster for employee parties in 2008 areordering pork this year.1.scale down –Companies are also scaling down employee lotteries—a commonfeature of holiday parties.2.double-digit growth—Hardest-hit have been areas hat depend on exports, whichfell 2.8% in December compared with 2007—a painful decline from double-digit growth earlier in 2008.3.outlast –Other companies are expected to cut or withhold bonuses to preservecash so they can outlast the slump.4.venue—Daimler debated whether to have an employee party and decided to holdon at a less expensive venue than in 2008.5.cut into –The downturn has cut into sales of the ubiquitous red envelopes.6. throw in—The hotel may even throw in free cocktails to sweeten the deal.7.reeling—The hotel business is reeling as firms and families cut their travelbudgets.8.grind on—Haggling has become more accepted, at least for as long as therecession grinds on.9.hammer out—Car dealers are more willing than ever to hammer out a bargainnow that sales have slumped.10.waive—Credit-card companies are being more flexible with customers who wantinterest rates reduced or late fees waived.11.horse-trading—Firms may suffer in American consumers get used to the idea ofall this horse-trading.prop-up—But in the short term, it could prop up sales.III．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.preoccupation-- their preoccupation with fitness and health has emerged as a corevalue.2.to manifest --This value has manifested itself in a number of ways.3.outgrowth--The fitness trend is an outgrowth of the "me generation."pared with--Today, nearly 70 percent of the population engages in one ormore athletic activities daily, as compared with only 25 percent a generation ago.5.to modify--Traditional food manufacturers have begun modifying theiringredients to cater to the health-conscious consumers.6.to persuade--Sun Chips from Frito-Lay try to persuade consumers they arewholesome products.7.with respect to--Some of the biggest changes have occurred with respect to whatpeople drink.8.diet--Diet beverages are the super growth segment of the soft-drink industry.9.per capita consumption--Paralleling this trend, the consumption of bottled waterhas grown rapidly, with per capita consumption jumping from 2.8 gallons in 1990 to 8.8 gallons in 1999, an increase of 214 percent.第五课品牌资产和全球品牌【教学目的和要求】Teaching Objectives:1．Students will learn words and expressions related to branding.2．Students will be able to talk about the historical development and the current situation of global brands.【教学时间】Time allocationThis unit will need 3 class hours, 2 hours for listening and studyingthe content of the text and the rest for discussion and practice.【主要内容】Background ReadingBrand EquityLoose-leaf selective listeningPart A Business NewsExercise 1, 2Part B Wal-Mart Learns a Branding LessonExercise 1, 2Part C ZTE Silent ModeExercise 1, 2Acting outExercise 1, 2【重点和难点】I．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.brand-building--Possibly no brand has done a better job of mining the potential ofnew brand-building principles than Korean consumer electronics manufacturer Samsung Electronics Co. .2.post--Samsung has posted the biggest gain in value of any Global 100 brand, witha 186% surge.3.Brand value--Last year Samsung surpassed No. 28 Sony in overall brand value.4.Marketing and product mix--Some of the older brands in our ranking are clearlystruggling to remake their marketing and product mix for a more complex world.5.Slippage--VW acknowledges its brand value slippage.6.Outspend--Sony outspends Samsung on traditional advertising in the U.S. onelectronics products. Many young brands that scored big gains in value depend on their own interactive Web sites to shout about their brands.7.Spokesman--Yao is a spokesman for Coca-Cola rival, Pepsi.8.Feature--A picture featuring Yao and two other Chinese basketball players can becurrently found on bottles of the popular soft drink.9.Legal proceedings--Yao has recently initiated legal proceedings againstCoca-Cola for what he claims is an unauthorized use of his image.10.Recall--He is demanding the company recall all products carrying his picture.11.Publicity deal--Top athletes recently signed a publicity deal with Coca-Colarivals Pepsi in early May.12.Publicity agent--Coca-Cola signed a contract with the publicity agent for theChinese Men's Basketball Team in late March.13.Personal authorization--China's national law states that a person's image can onlybe used for advertising purposes if they have given personal authorization. II．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.in liquidation—Iconic brands such as Lines-n-Things and Mervyns are inliquidation.2.file for bankruptcy protection—Former electrical retail powerhouse Circuit Cityfield for bankruptcy protection last week.3.quarter—On Thursday Wal-Mart announced a 7.5% increase in sales for thefirst three quarters of 2008.4.upcoming—Chief executive Lee Scott was smiling when he declared his‘optimist’for the upcoming holiday season.5.trade down—The middle classes across the Atlantic have begun trading down inthe millions.6.at the expense of—Wal-Mart is enjoying a middle-class renaissance at theexpense of its upmarket rivals.7.learn…the hard way—It has learned one of the greatest secrets of branding thehard way.8.flat sales—Frustrated with flat sales, and shareholder pessimism, the leadershipteam at Wal-Mart decided to reposition the brand.9.in close proximity to—Students are shown a perceptual map in which a brand isin close proximity to competitors and associated with lifeless values.10.implication—The implication is obvious: change when the brand stands for andbecome popular and profitable again.11.bonkers—In Wal-Mart’s case, the brand repositioning was particularly bonkers.revitalization—Wal-Mart realized that its repositioning strategy was not working, and shifted to a revitalization approach instead.III．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.entrant—In the last quarter of 2007 there were three new entrants in the top tenlist of mobile-phone makers.2.market share—Its worldwide market share went from 0.4% at the start of 2007to 1.2% in the second quarter of 2008.3.business model—Yet ZTE is easy to overlook, because of its distinctive businessmodel.parable—With prices for comparable products 25-90% less than those of itsWestern competitors, ZTE has customers in over 60 countries.5.economic rise—Behind ZTE’s emergence are the usual factors that have come tobe associated with China’s economic rise, with a few twists.6.at short notice—Many of whom are deployed at short notice to work an largeprojects in some of the world’s most difficult places..7.financing—More fuzzy, but still important, has been ZTE’s ability to use helpfrom the Chinese government to arrange cheap financing for its global customers, which often lack capital.8.low-cost strategy—ZTE has done a good job of understanding how to pursue alow-cost strategy.9.unobtrusive—ZTE focuses on making equipment that is cheap, reliable andunobtrusive.10.white label—It supplies handsets on a “white label”basis to operators, whichthen sell them under their own brands.11.customize—ZTE does make some advanced handsets, but its strength is incombining low cost with a willingness to customize handsets for the operators. big names—ZTE supplies phones to big names such as V odafone and Telefonica.第六课广告诉求—形象和性格【教学目的和要求】Teaching Objectives:1.Students will learn words and expressions related to advertising.2.Students will be able to discuss different types of advertising appeals and the importance of image and personality to a product.【教学时间】Time allocationThis unit will need 3 class hours, 2 hours for listening and studyingthe content of the text and the rest for discussion and practice.【主要内容】Background ReadingWhat is Advertising?Loose-leaf selective listeningPart A Business NewsExercise 1, 2Part B What Should You Spend on AdvertisingExercise 1, 2Part C Advertising Techniques in the Movie “Spider Man”Exercise 1, 2Acting outExercise 1, 2【重点和难点】I．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1．climb to-- The online ad spend climbed to £490.8 million ($861 million) in the first six months of this year, exceeding previous estimates for the period. 2．account for-- Online rose to account for 5.8 percent of the market, surpassing outdoor advertising, which accounts for 5.1 percent of the total ad spend in the U.K.3．overtake-- Previous IAB U.K. estimates expected online to overtake outdoor by mid-2006.4．drive the shift of-- An increase in broadband penetration, rich media, media consumption and an online retail boom all drove the shift of ad spending to the Web.5．compile-- The IAB U.K. report was compiled from a survey of 75 companies representing thousands of Web sites.6．be valid on-- This program is to reward system integrators across the country and is valid on all Samsung color monitor, HDD and OMS products purchases made by SI partners.7．apart from-- Apart from these, gifts include Maruti Omni, 54-inch projection TVs, 29-inch DNIe TVs, Samsung 1.5 T split AC, Samsung frost-free refrigerators, motor cycles, mobiles and Titan watches.8．as part of-- As part of the scheme, Samsung has packaged its color monitors, HDD and OMS products in bundles.9．on the basis of-- to be given to the SI Partner on the basis of a lucky draw to be announced within a fortnight of the closing date of participation. 10．strengthen relationship with-- Samsung Power of 3 Program is a strong tool to help us grow our business and strengthen our relationship with the SI partners.II．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1.conundrum –It’s a conundrum that vexes many corporate leaders, from emergingentrepreneurs to seasoned CEOs..2.precede—Others naively assume that if they simply provide excellent products orservices, their reputation will precede them.3.beat a path to someone’s door—But the world has too many things to do with itstime than beat a path to your door.4.profit-and-loss statement—That means you need to structure your profit-and-lossstatement in such a way that you can profitably allocate a reasonable percentage of your revenue to marketing.5.advertising-to-sales ratio–Your first step is to find out what theadvertising-to-sales ratio typically is in your field6.financial statement—Public companies in your industry may give a figure fortheir marketing spending in their financial statements.7.leverage –You’ll also need to know if your business is built to leverage volume orto leverage margin.8.volume-driven –V olume-driven companies tend to spend a tiny percentage ofsales on marketing.9.margin-driven—Margin-driven companies tend to spend a larger percentage ofsales on marketing.10.meager –Wal-Mart might spend a meager 0.4% of sales on advertising.11.bump –If you are in a service business, you might want to bump your staringpoint higher than 5%.12.fuel—So fueling its growth requires that we spend a higher percentage of ourrevenues.III．Ask students to use the following active vocabularies to form sentences as what they have heard from listening (Dictate then remember).1．shape attitude towards-- Advertisers use several recognizable techniques in order。

新编商务英语听力教程1第二版答案unit121、She is a girl, _______ name is Lily. [单选题] *A. whose(正确答案)B. whoC. whichD. that2、You needn’t _______ me. I’m old enough to take care of myself. [单选题] *A. worry about(正确答案)B. write downC. put awayD. wake up3、Don’t forget _______ those books when you are free. [单选题] *A. to read(正确答案)B. readingC. readD. to reading4、There _____ wrong with my radio. [单选题] *A. are somethingB. are anythingC. is anythingD. is something(正确答案)5、Li Jing often helps me ______ my geography.（）[单选题] *A. atB. inC. ofD. with(正确答案)6、( ) No matter _____ hard it may be, I will carry it out. [单选题] *A whatB whateverC how(正确答案)D however7、( ) The salesgirls in Xiushui Market have set a good example______us in learning English. [单选题] *A. to(正确答案)B. forC. withD. on8、John will go home as soon as he _______ his work. [单选题] *A. finishB. will finishC. finishedD. finishes(正确答案)9、—Can you play tennis? —______, but I’m good at football.（）[单选题] *A. Yes, I can(正确答案)B. Yes, I doC. No, I can’tD. No, I don’t10、We _____ three major snowstorms so far this winter. [单选题] *A.hadB. haveC. have had(正确答案)D.had had11、_______ travelers come to visit our city every year. [单选题] *A. Hundred ofB. Hundreds of(正确答案)C. Five HundredsD. Five hundred?of12、( ) What she is worried __ is ____ her daughter is always addicted to chatting online./; that [单选题] *A /; thatB of thatC about that(正确答案)D about what13、70．Would you like ________，sir? [单选题] *A．something else(正确答案)B．nothing elseC．else somethingD．else anything14、“I think you are wonderful,”she said, “You are so patient with your little George.”[单选题] *A. 耐心(正确答案)B. 细心C. 关心D. 偏心15、Tony wants _______ a job as a language teacher in China. [单选题] *A. findB. findingC. to find(正确答案)D. to be found16、______! It’s not the end of the world. Let’s try it again.（）[单选题] *A. Put upB. Set upC. Cheer up(正确答案)D. Pick up17、If it _______ tomorrow, I won’t go there. [单选题] *A. rains(正确答案)B. is rainingC. will rainD. would rain18、Li Lei often takes a walk early ______ the morning.（）[单选题] *A. atB. onC. in(正确答案)D. for19、Modern plastics can（）very high and very low temperatures. [单选题] *A. stand(正确答案)B. sustainC. carryD. support20、—______ is it from your home to the bookstore?—About 15 kilometers.（）[单选题] *A. How far(正确答案)B. How muchC. How longD. How many21、( ) It ___ the Chinese people 8 years to build the Dam. [单选题] *A. took(正确答案)B. costsC. paidD. spends22、Two（）in our school were sent to a remote village to teach for a month. [单选题] *A. women teachers(正确答案)B. woman teachersC. women teacherD. woman teacher23、We had ____ wonderful lunch last Saturday. [单选题] *A. /B. theC. oneD. a(正确答案)24、Her （）for writing was that she wished women to get the right to higher education. [单选A. motivation(正确答案)B. motivateC. effectD. concentration25、27．Will it ______ warm in the room? [单选题] *A．areB．be(正确答案)C．isD．going to be26、The paper gives a detailed（）of how to create human embryos (胚胎)by cloning. [单选题] *A. intentionB. description(正确答案)C. affectionD. effort27、I couldn’t find Peter,_____did I know where he had gone. [单选题] *A.nor(正确答案)C.neverD.as28、How lovely a day,（）? [单选题] *A. doesn't itB. isn't it(正确答案)C.shouldn't itD.hasn't it29、He can’t meet his friends tonight because he _______ do homework. [单选题] *A. has to(正确答案)B. needC. have toD. don’t have to30、I will _______ at the school gate. [单选题] *A. pick you up(正确答案)B. pick up youC. pick you outD. pick out you。

Unit 12Global M&AExercises1.Answer the questions on the text.1)What does the author expect M&A activity to be in 2011?The author expects that M&A activity will continue to growth in number and strength with the global economic recovery and the improvement of financial and credit market conditions.2)What must companies also consider about M&A besides favorable factorslike abundant cash and improving economic conditions?Companies must also consider the recent opposition to certain M&A deals by activists and some shareholders and their preference to other strategies.3)What do you think unsolicited transactions, hostile acquisitions and dealjumpings are in common?Passivity on the target company and out of its expectation.4)What may further encourage unsolicited transactions?Recent success of hostile acquirers in forcing target companies to negotiate and accept deals though occasionally taking a long time.5)What are the features and trends of private equity firms?They are seeking an exit from portfolio companies and are seeing M&A as an increasingly attractive alternative to capital market transactions.6)What is an tender offer?It is a public, open offer or invitation by a prospective acquirer to all stockholders of a publicly traded corporation (the target corporation) to purchase some or all of their shares. The price offered is usually at a premium to the market price. In a tender offer, the bidder contacts shareholders directly; so the directors of the company may or may not have endorsed the tender offer proposal.7)What are the key deal issues in M&A transactions?(1)reverse break-up fees(2)caps on damages payable by acquirers failing to close(3)the availability of specific performance remedies to compel a party tocomplete an acquisition8)How do US and UK takeover systems differ?In US takeover system, state case law allows target boards to take defensive measures within certain limits.In order to correct the perceived imbalance, UK disallows deal protection mechanisms; sets a default period in which a bidder will have to either announcea fully financed bid or walk away; and implements other measures to enhancebid-related disclosure.9)What are the views on the burden of extending bids into the U.S?(1)Some of both European regulators and bidders fear that the extension of paperbids into the US may be too burdensome and the exposure to the US plaintiffs’ bar and US courts may be too uncertain and risky.(2)But the case of Morrison v. NBA may have changed European regulators andbidders view because the pending anti-fraud-based actions against non-US companies were either dismissed or the damages to companies ere greatly reduced(3)The convergence between European and US securities regulations haveproduced positive effects, may further alleviate such concerns, and would encourage M&A players to consider using more shares in cross-border deals.10)How is M&A in emerging market expected to develop in 2011?(1)It is expected to grow over one-third in 2011, taking a larger share of globalM&A activity, particularly true in BRIC nations.(2)Sovereign wealth funds abundant in funds will continue to play a key role ininbound M&As and, meanwhile, private equity is to be much more important source of funds for M&A activities there.(3)Companies from emerging markets will engage in more outbound M&A dealsfor natural resources and market growth as well as inbound ones.(4)Multinationals from the developed countries may also go on M&A activitiesin emerging markets either for market footholds or growth opportunities. 11) What is said about US M&A deal enforcement?(1) The official agencies FTC and DOJ have continued to pledge vigorousmerger enforcement and have dedicated significant resources to updating themerger review process.(2) They have also proposed changes to pre-merger notification form.(3) The Antitrust Division has enhanced enforcement in vertical mergers as wellas horizontal mergers.12) What are the trends of EU antitrust enforcement?DG COMP and its Chief Economist team are paying close attention to the US-led debate over the need to define marketsDG COMP has increased its reliance on the counterfactual analyses for judging whether a merger prevents effective competition.2.Fill in each blank in the following sentences with one of the phrases in the listgiven below. Make changes when necessary.1)BRIC nations would support the country in the areas of education, health andagriculture, among others.2)In the second quarter we successfully secured a non-dilutive source of growthcapital on very favorable terms sufficient to drive both near and longer-term initiatives.3)We seem to value time in cyclical phases and seasons rather than in minutes andhours.4)The world is facing far more challenges than before in the context of intensifiedglobalization.5)In the debate Team A seemed to get upper hand at the beginning but quickly loststrength.6)He would discuss with the officials of Bulgaria various topics such as investmentclimate, the fight against corruption, and its accession to the European Union. 7)We are urging local education and city leaders to ramp up the pressure on theirgovernments to cough up more cash for new schools in their areas.8)Potential mayoral candidates are already flush with funds from their supporterfor the coming election.9)The government has been urged to follow through on its pledge to reform thecurrent wage system.10)The birth of a new nation in Sudan may give rise to numerous thorny issues,including sharing of resources.3.Match the terms in column A with the definitions in column B.A____________________ B__________________________________________ 1) equity market A) An asset class consisting of equity securities foroperating companies that are not publicly traded on astock exchange, including venture capital, growthcapital and mezzanine capital. 52) antitrust agency B) The market, also known as stock market, whereshares are issued and traded, either through exchangesor over-the-counter markets. 13) synergy C) A merger occurring between companies producingthe same or similar products or offering similarservices. 84) due diligence D) An organization responsible for prohibitingpractices that restrain competition, includingprice-fixing conspiracies and acts designed toachieve monopoly power. 25) private equity E) A company in which a venture capital firm, buyoutfirm, holding company, or other investment fundsinvests. 106) vertical merger F) A market in which individuals and institutionstrade financial securities in order to raise funds. 9 7) tender offer G) Additional effectiveness achieved from mutuallyadvantageous integration or compatibility of effortsor resources between business participants. 38) horizontal merger H) An investigation of a business prior to signing acontract, for example, a potential acquirer evaluatinga target company or its assets for acquisition. 49) capital market I) A public, open offer by a prospective acquirer to apublicly traded corporation to tender its stock forsale at a specified price during a specified time. 710) portfolio company L) A merger between two companies producingdifferent goods or components for the finalfinished product, for example, a car manufacturermerging a tire company. 64.Translate the following passage into Chinese.去年，由于全球兼并业务突破了网络泡沫时代的惊人水平，市场又跟1999年那样派对聚会。

Unit 11. A: We are thinking of placing an order for Chinese tea from your company.B: Which would you prefer, black tea or green tea?A: Both are very popular in my country. Could I have a look at your samples and taste them?B: Sure. This is Oolong Tea from Fujian and Longjing Tea from Xihu…A: They are very good in color and flavor. No wonder so many people enjoy your tea. Could you give me some indication of your price?B: Here is our price list. All the prices on the list are subject to our final confirmation.2. A: Good morning, sir.B: Good morning. I’ve seen your catalogue and I’m interested in yourFlying Pigeon Bicycle. I think this type of bicycle will have a ready market in Canada. This is a list of my requirements. Could you quote us your lowest price CIF Vancouver?A: We generally quote on an FOB basis. Just a moment, I’ll work it out for you.3. A: Hello!B: Hello! I’ve seen your catalogue and I’m interested in these products. A: You chose well. These products are selling well in your neighboring countries. I believe they will have a ready market at your end.B: Could I have a look at your samples?A: Sure. Here you are.B: Your products are very good. I’m considering placing an order as long as your terms and conditions are acceptable.A: Here is our price list. These products are in great demand at present. So place your order early if at all possible.Unit 21. A: Here is our offer for 1000 cases of jasmine tea.B: Well, your price is too high. It’ll be difficult for us to make any sales. A: You must be aware that the price of jasmine tea has been increasing.B: But Vietnamese suppliers give a lower price than yours.A: Every one in the trade knows that Chinese jasmine tea is far more superior.B: I don’t deny the quality of your jasmine tea. But competition is keen. Many suppliers are in fact cutting theirprices to try to attract more customers and get a larger market share.A: So far, our product can handle the competition well. We’ve had many orders and more are coming. It just shows that our product is competitive and our price is attractive.2. A: Here is our price list. All the prices are subject to our final confirmation.B: By the way, do you allow any commission?A: Well, our prices are quoted on an FOB net basis. As a rule, we don’t allow any commission.B: But you know, we’re a commissioned agent. We do business on a commission basis. Commission transactions will surely help to push the sales of your products.A: Yet your order is really not largeenough.B: What quantity would you consider to be a large order?A: USD 500 000 or above.B: Wow, really substantial. Well, My Chen, this is our first transaction. Can you be more flexible and offer us more favorable terms? It might be possible for us to establish a long-term relationship.A: OK. We would grant you a 3% commission if you place an order of USD 400 000.B: We appreciate your concession very much. However, we can usually get a 5% commission from our European suppliers.A: Mr. Green, our price itself is already favorable. It’s for our long-term business relationship that we make this exception. This is the best we can do.B: All right, we’ll have to accept it.3. A: Mr. Wright, here is our offer for 5000 metric tons of Grade A red beans, USD175 per metric ton, CIFC5% Rotterdam.B: Your price is on the high side, Mr. Zhang. It’s impossible for us to conclude any transactions at this price. A: I don’t know why you think so. Frankly speaking, we wouldn’t quote you such a low price if you were not our regular customer. I bet you cannot get such a favorable price from other suppliers.B: We got an offer from a Thailand supplier yesterday. Their price is 3% lower.A: You must take the quality of the red beans into consideration. Every one in this trade is well aware that Chinese Grade A red beans is of superior quality. So the price of Grade A commodities of course must be higher than those ofinferior quality. Besides, there is a strong demand for Grade A red beans.A lot of orders are pouring in from all over the world. Most of the importers think that our offer is reasonable. I believe you’ll make a profit buying at this price.4. A: Your price is 5% higher than that of the last transaction.B: You know production cost has increased a great deal recently. We also need to consider upward trends when we fix the price.A: But it will be very difficult for us to persuade our clients to buy at such a price. You’ll have to reduce your price by at least 10%.B: Your counter-offer is far beyond my reach. We can’t stand such a big cut. A: We make this counter-offer based on the offers from other suppliers. We made enquiries to several suppliers atthe same time and found that your price is higher than the other suppliers.B: Could we just put this problem aside? Could you give me an idea of the size of your order first?A: It will largely depend on the price you offer. If you could make a 10% reduction, we would place an immediate order of 100 000 pieces.B: All right. Shall we move together? We’ll reduce the price by 7% on the condition that you increase your order to 200 000 pieces. This is our rock bottom price.A: Ok. Let’s call it a deal.Unit 31.A: We’ve received your enquiry, Mr.Smith. But we are sorry to tell you that the goods you asked about are out of stock. You’ll have to wait for two months.B: Two months is far too long. Our customers need the goods urgently.A: There is nothing we can do. Our products have been well received due to their high quality and reasonable prices. So demands often exceed supplies. Though we have tried to speed up production, we still cannot meet the increasing demand. So I’d like to recommend to you the HRF-279.B: Our clients are familiar with GBS-112, but not HRF-279. How do I know that it will sell well in our market?A: Don’t worry. The HRF-279 has been selling well in Europe and in Southeast Asian countries in recent years. I’m sure it will have a ready market at your end.B: I hope so.2.(On the phone)A: We have received your sample and are very satisfied with it. We plan to place a trial order for 5000 sets. The order form will reach you tomorrow. B: We’re glad to accept your order. May I remind you that the sample should be added as part of the first shipment?A: No problem. Whenever we place an order, we always ask for a sale by sample agreement, so we can be sure of the quality of the product.B: Don’t worry. Our products are always as good as the samples we send. A: Great. If they sell well I our market,I can promise you that substantial orders will follow.3.A: Hi! Long time, no see. How isbusiness?B: Not bad. How is everything?A: It’s the off-season now, since spring festival has just passed. I found that your sales of bicycles have been falling off lately, haven’t they?B: That’s because we have switched to automobile accessories.A: Are you still handling bicycles?B: I am, but not on a large scale. Are you thinking of placing an order for some bicycles?A: I’m considering placing an order for 50 000 units if your price is fair.UNIT 41.A: When shall we open the L/C?B: The L/C must reach us one month before shipment. Since the goods are supplied from stock, you’d better open the L/C as soon as possible, otherwise it may delay the shipment.A: shipment, it’ll tie up our money. Would 15 days do?B: I’m afraid not. It’ll take us a lot of time to get the goods ready and book shipping space. You can’t expect us to make delivery within 15 days.A: When are you going to ship the goods?B: The goods will be ready at the end of January. So if the L/C would reach us by January 1, we could deliver the goods in early February.A: Do you have any stipulations on the validity of the L/C?B: We generally require the L/C toremain valid until the fifteenth day after shipment.A: Can we use Citibank as our opening bank?B: No problem at all.2.A: Mr. Smith, I’m Chen Qiang of theGuangdong Silk Import & Export Corporation. I’d like to talk to you regarding your order No.123-456.B: Is there anything wrong?A: Well, shipping space is all booked up. I’m afraid we can’t deliver the goods on time. Could you extend the L/C until the end of this month?B: No problem, but please try your best to solve the problem. The goods are seasonal commodities;we’ll have to meet the Christmas selling season.A: We’ll try our best to ensure delivery in Mid-October.B: Thank you very much.A: That’s all right.3.A:S O far we have already settled the problems of price, quality and quantity. Now what about the terms of payment? B: We only accept payment by irrevocable letter of credit payable against shipping documents.A: Could you be more flexible and accept D/A OR D/P?B: I’m afraid not.A: Frankly speaking, we have overstocked some other goods, and our floating funds are insufficient. It’ll tie up our money to open an L/C.B: I quite understand your position. But the problem is that the world economic situation is going downward and the financial market is fluctuating. We have to do business on an L/C basis so as to guarantee payment.A: Then could you accept 50% payment by L/C and the balance by D/P?B: Sorry, we are not in a position to do that, yet we could offer you more favorable terms of delivery instead. UNIT 51. A: The safety of packing is something we always pay a lot of attention to. Especially for fragile commodities, we’ve got to be extra careful. Otherwise, if something unexpected happened, we’d be responsible and it would cause you a lot of inconvenience, too.B: You’re right. But wouldn’t it be safer to use wooden cases?A: Surely we can if you want us to, but the charge would be much higher.B: Then, let’s keep using cartons.A: Sure, no problem. Cartons are goodenough for goods like this. You don’t have to worry about it.2. A: I’m so glad that we have the chance to do business together.B: Me, too.A: I made this special trip here this time hoping to have a look at the packing of our products because in the last shipment we received, there were a few items damaged by dampness.B: I’m sorry for that. But we have taken care of it and improved the packing.A: Could you be more specific?B: Although we are still using cartons, we have taken measures to prevent them from dampness. We have lined with with plastic sheets on the inside. In addition, we’ve put a “Keep Dry”sign on the outside.A: That sounds good.A: Do you mind if I give you a little suggestion about the inner packing of the products?B: Not at all. Go ahead.A: Packing affects the reputation of the products, and one important function of packing is to stimulate people’s desire to buy. In addition, packing should give the buyer an idea of what is packed inside. Your products are good, but your packing doesn’t look attractive enough to the buyer.B: Thank you very much. That’s a good suggestion and it happens to coincide with our own. We have just improved our packing.A: Great! Would you let me have a look?B: Sure thing. Let’s go to the sample room.UNIT 61.T he shipping facilities at this port have been much improved. There won’t be any trouble.2.T he lengths of our containers range from 10 to 40 feet. They can take loads from 2 to 16 tons respectively.3.I t is essential to choose the right means of transportation.4.T ankers are usually oil carriers, and are like bulk carriers which transport bulk consignments such as grain, wheat and ores.5.A s your order is a large one, we are not in a position to book enough shipping space, so we hope you will agree to partial shipment.6.C an we get our bill of lading now?7.P lease fill out the Export Cargo Packing Instructions and the Export Cargo Packing Declaration here.8.W hen the goods are received on the dock, you will get a dock receipt. Once the goods are on board the ship, you will get a mate’s receipt. And if the goods are taken on board in good condition, bills will be marked “clean”, otherwise, “dirty”or “claused”.9.W e have various shipping facilities that can meet different requirements. What’s the weight and length of your consignment?10.We advise the consignment be sent by express trains to ensure prompt delivery.11.A: Hello, this is Tom Smith from ABC company. I’d like to have a word with Mr. Lin Ming.B: Good morning, Mr. Smith. This is Lin Ming. Speaking, please.A: Well, I’d like to know when can you ship the goods?B: In February, I think.A: That’s too late, is there any possibility for you to advance the shipment to December?B: I’m afraid not, Mr. Smith. You know, there are only two direct steamers sailing for your port, and the shipping is booked up from now to the end of January.A: Oh, that’s too bad. We are in urgent need of the goods, you know. February is the selling season for this commodity. In order to meet the season, we hope you can deliver the goods before the end of December. B: Is there any chance of transshipment being allowed?A: Well, transshipment will prolong the delivery and is likely to cause damage. So, we still hope a direct shipment could be arranged.B: The trouble is that it is impossible to book shipping space. I’m afraid we can do nothing.A: Then, when is the earliest time we can expect shipment?B: The beginning of February, I’m afraid. But I’ll keep trying. We will keep contacting the shipping company. As soon as shipping space is available, we’ll let you know immediately.A: Thank you. Then, I won’t hold you up. Good-bye.B: Good-bye.UNIT 71.The purpose of insurance is toguarantee the safety of goods and to protect the interest of the insured.2.Total loss only (TLO) refers to thetotal loss of the consignment of goods in transit because of natural disaster or accidents.3.With Particular Average (WPA) notonly covers total loss under the terms of TLO, but also covers partial loss.4.According to international tradeconventions, the buyer is responsible for premiums for additional coverage / extraneous risks.5.As a rule, we don’t cover themunless you want to.6.Generally speaking, the buyer buysthe additional coverage forextraneous risks only when hefeels it necessary.7.The insurance is valid for only 60days after the insured goods areunloaded at the final port ofloading / discharge.8.An insurance claim must be madewithin nine months after thegoods are unloaded at the finalport of loading / discharge.9.Since our price is based on CFR,you’ll take care of the insuranceyourself.10.Under the terms of FOB, thebuyer buys the insurance on thegoods; or this can be done by anauthorized seller.11.Is insurance included in this price?/ Does this price include theinsurance?12.Before we decide on the price, wewould like to know what kind ofinsurance you are going to buy. 13.Our insurance coverage is for110% of the invoice value up to the port of destination.14.As you might know, ChinaCommodity Inspection Bureau enjoys an international reputation for impartiality.15.All kinds of insurance can beprovided by the People’s Insurance Company of China. Unit 81.A: The goods were in perfectcondition when they left here.B: According to our survey report, the damage was caused by poor packing.2.A: Please look into the matter andhave the case settled immediately.B: We’ll get in touch with the shipping company and see what can be done.3.A: We have to file a claim againstyou for USD10,000.B: We’ll certainly entertain a claim if it is supported by adequate documents.4.A: The goods you sent us are belowour usual standard.B: Our products are up to the international standard.5.A: The goods we received lastmonth are inferior in quality to those you delivered in the past.B: I’m sorry that the quality of our goods did not turn out to be satisfactory.6.A: We are glad to have settled theclaim in such a friendly way and appreciate your kind assistanceB: I do hope this minor incident will not affect our future business.7.A: The quality of this lot of goodsis so far below the standard that we cannot use them for our purpose.B: This comes as a complete surprise. We have never had a complaint of this kind.8.A: Our analysis was made on theretained samples.B: Well, I’m afraid we’ll have to have the retained samples re-checked before we settle it.9.A: Since we concluded thebusiness on a CIF basis, I have to file a claim with you for the losses.B: I’m sorry that we cannot accept your claim, as the loss is beyond your insurance coverage.10.A: Here’s the inspection reportmade by the Health Officers in London.B: This is a really unfortunate accident. But, all our goods had been certified as good in quality and well-packed.。

Unit 12 StrategyPart I Business V ocabularyDirections: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence.1 Your order is packed in cartons lined with ___C____________ material.A water-tightB water-provedC water-proofD water-proven2You may rest assured that the ______B_______ will be seaworthy.A packageB packingC packD packaging3We require the bicycles to be packed in a wooden case __C____ with soft materials.A fullB supportedC paddedD surrounded4 There is always a lot of ______B______ to attend to on a Monday morning.A lettersB correspondenceC communicationsD information5 We will pack the goods according to our usual practice if we do not hear from you __ B the contrary.A onB toC inD as6 The mass production C lower cost.A result fromB result onC results inD resulted with7 The overall D _____ of the case are 100cm×80cm×60cm.A volumeB weightC capacityD dimensions8 Please have the goods packed in strong packing, so as to prevent the case_____D____ damage.A inB out ofC outD from9 The notice given by the shipper after the shipment of the goods is called shippingC .A noticeB instructionC adviceD documents10 We hope that your customers will not object to A the goods in wooden case.A packingB packC wrapD wrapping11 Your body __C___ usually gives other people information about how you really feel.A looksB impressionC languageD relationship12 John and Jackson are business _____C________ and have arranged to meet at thesales conference.A representativesB customersC associatesD officers13 I’ve given the latest sales _____B_______ to our General Manager but he hasn’thad a chance to look at them yet.A amountsB figuresC volumeD facts14 Make sure that the addressee’s job ____A__________ is correct.A titleB styleC nameD type15 A well written letter always gives a good ______C________.A ideaB responseC impressionD point16 If you are __D___________ in attending, please let me know as soon as possible.A concernedB pleasedC wantedD interested17 You must _____A_______ your application by the end of the week.A submitB subdueC subscribeD subcontract18 We should ___B__ staff to maintain the no-smoking policy throughout thebuilding.A suggestB encourageC manageD discourage19 We are writing to _____D______ the arrangements we made with you.A conductB makeC confineD confirm20 I’ll put you _______C________ to the Sales Department.A overB offC throughD inPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 董事会board of directors2 工会代表union representatives3 合资企业Joint venture4 电影发行Film distribution5 经济运动an economy drive6 成本削减Cost cutting7 宗旨说明mission statements8 研究型公司a research-based company9 公司合并Company merger10 公司战略company strategy11 管理空缺Management opening12 管理团队Management team13 经销渠道Distribution channel14 并购acquisition15 商业伙伴Business partner16 发展态势development trend17 股东年度大会annual general meeting18 收购出价a takeover bid19 公司标志Company logo20 特许经营体制Franchising systemPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.The takeover is the biggest made by a western pharmaceuticals producers in eastEurope.该收购是西方制药生产商在东欧的最大的一次收购。