新视野商务英语视听说(下册)答案【完整版】

新视野商务英语视听说第三版下册unit 2答案1、Finally,I have _____ interesting to share with you,and I am sure you will be interested in it. [单选题] *A. everythingB. something(正确答案)C. nothingD. anything2、12．That is a good way ________ him ________ English. [单选题] *A．to help；forB．helps；withC．to help；with(正确答案)D．helping；in3、My camera is lost. I am ______ it everywhere.（）[单选题] *A. looking atB. looking for(正确答案)C. looking overD. looking after4、There is something wrong with my teeth. I’ve had?a _______. [单选题] *A. toothache(正确答案)B. headacheC. stomachacheD. heartache5、All he _______ was a coat. [单选题] *A. had on(正确答案)B. had toC. had a restD. had a good time6、No writer will be considered（）of the name until he writes a work. [单选题] *A. worthlessB. worthy(正确答案)C. worthwhileD. worth7、His new appointment takes（）from the beginning of next month. [单选题] *A. placeB. effect(正确答案)C. postD. office8、I’m so tired after _______ walk. [单选题] *A. three hour’sB. three hours’(正确答案)C. three hoursD. three hour9、Amy and her best friend often ______ books together.（）[单选题] *A. read(正确答案)B. readsC. is readingD. to read10、For more information, please _______ us as soon as possible. [单选题] *A. confidentB. confidenceC. contact(正确答案)D. concert11、---Excuse me sir, where is Room 301?---Just a minute. I’ll have Bob ____you to your room. [单选题] *A. show(正确答案)B. showsC. to showD. showing12、Jeanne's necklace was _____ 500 francs at most. [单选题] *A. worthyB. costC. worth(正确答案)D. valuable13、—Where are you going, Tom? —To Bill's workshop. The engine of my car needs _____. [单选题] *A. repairing(正确答案)B. repairedC. repairD. to repair14、--_______ do you have to do after school?--Do my homework, of course. [单选题] *A. What(正确答案)B. WhenC. WhereD. How15、We moved to the front row_____we could hear and see better. [单选题] *A. so asB. so that(正确答案)C. becauseD. such that16、30．It is known that ipad is _________ for the old to use. [单选题] *A．enough easyB．easy enough (正确答案)C．enough easilyD．easily enough17、My dog is very _______. It is safe to touch it if you want to. [单选题] *A. luckyB. deliciousC. friendly(正确答案)D. helpful18、How I wish I（）to repair the watch! I only made it worse. [单选题] *A. had triedB. hadn't tried(正确答案)C. have triedD.didn't try19、This is _________ my father has taught me—to always face difficulties and hope for the best. [单选题] *A. howB. whichC. that(正确答案)D. what20、My home is about _______ away from the school. [单选题] *A. three hundred metreB. three hundreds metresC. three hundred metres(正确答案)D. three hundreds metre21、Researchers have spent five years collecting data（）the study is based. [单选题] *A. on thatB. in whichC. in thatD. on which(正确答案)22、86．—? ? ? ? ? ? ?will it take me to get to the Golden Street?—About half an hour. [单选题]* A．How farB．How long(正确答案)C．How oftenD．How much23、11．________ big furniture shop it is! [单选题] *A．HowB．WhatC．What a (正确答案)D．What an24、While my mother _______ the supper, my father came back. [单选题] *A. cooksB. is cookingC. was cooking(正确答案)D. has cooked25、Tom sits _______ Mary and Jane. [单选题] *A. amongB. between(正确答案)C. onD. next26、He is a student of _______. [单选题] *A. Class SecondB. the Class TwoC. Class Two(正确答案)D. Second Two27、It’s very hot. Please _______ your coat. [单选题] *A. look afterB. take off(正确答案)C. take onD. put on28、( ) You had your birthday party the other day,_________ [单选题] *A. hadn't you?B. had you?C. did you?D. didn't you?(正确答案)29、Study hard, ______ you won’t pass the exam. [单选题] *A. or(正确答案)B. andC. butD. if30、Have you done something _______ on the weekends? [单选题] *A. special(正确答案)B. soreC. convenientD. slim。

新视野商务英语视听说第三版下册答案第九单元Unit 9 MarketingPart I Warm upMarket research / consumer behaviour / distribution channel / product launch /sales figure / advertising campaign / promotional strategyPart II Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3)competitorspotential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3)exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3)customers' supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4)the sales figures (5) monitor the market share (6) maximize profits Task2demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller(7)segmentAdvertising (9) consider (10) budgetPart III1. Checklist: a- c-d-f-g2. Graph 1 Product 004Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part IV1. Checklist: a-c-d-e-g2. (1) market share (2) There have been a number of new competitors(3) youngfashion followers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV the net (9) fashion magazinesPart V1.(1)c(2)b(3)c(4)a2.Agent: Good morning, sir, I' am insurance agent. May I ask you some questions?Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No，not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you' re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about that your family would do if anythinghappened to you? How would they servive?Man: Mm-- I can only hope that won' t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest youbuy some insurance? By this way，you’11 be protected. I promise you that ifthe conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part VI(1) No(2) How many staff members do you have?(3) There do they eat at noon?(4) A limited selection dishes.(5) Yes。

新视野商务英语视听说下Unit 1 A Factory TourPart Ⅰ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPart Ⅱ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase (5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPart Ⅲ1. (1) c (2) b (3) c (4) a (5) a2. (1)6000units (2) only 1%(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.Part Ⅳ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)93 2(1)20～30 (2)13 (3)15 (4)30～45Part Ⅴ1. (1) c (2) b (3) c (4) c (5) b2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory.Part Ⅵ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets Unit 2 Trade FairsPart Ⅰ(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc. (3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.Part ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) TTask2(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 1: Miss Stewart, why did you want to exhibit in North America? Question 2: How did you choose the right one?Question 3: What did you do to prepare before attending the trade fair? Question 4: How were you able to exploit your business opportunities and generate new business?Question 5: What did you do after the trade fair?2. (1) a (2) c (3) b (4) a (5) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement inyesterday’s New York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answerall the questions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (1) steel screws in all sizes(2) CIF(3) Because the supplier is able to supply larger quantities at more attractiveprices(4) The supplier’s offer.Part Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.Part Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage ofthe order but that hardly induces them to negotiate low prices. Therefore, agents are usually paid commission. This may be paid by the seller or by both seller and buyer.Unit 4 Negotiating PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trialorder of 10000 pieces. What price can you offer us?B: As this is our first business, we can provide you with some preferential terms.How about $40 per piece?A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?B: Well, that’s a tough deal. However, since we’re going into a long-term relationship, maybe we can try to reach that bottom line for you.Part Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.Sample dialogue:A: Mr. Brown, I’m anxious to know about your offer.B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.A: That’s a steep price! It’ll be difficult for us to make any sales.B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.B: OK. Then we’ll make it 28 pounds for this order. Is that ok?A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.B: Good, we can talk about further reductions later when we see how business is developing between us.Part Ⅵ1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F2.(1) the quality of our product is much better than that of other suppliers(2) We can talk about that later.(3) if you can give me best price for this first order, we can start along-term relationship.(4) That really leaves us with nothing.(5) I’ll make that concession.Unit5 Placing an OrderPart Ⅰ(1) negotiate (2) accept and confirm an order (3) sign the contract(4) confirm the order (5) confirm further ordersPart Ⅱ(1) is a request to supply a specified quantity of goods(2) an enquiry with subsequent quotations(3) printed order forms(4) description, quantities, mode of packaging(5) agreed upon in previous negotiations(6) are legally bound to fulfill their agreement(7) at the agreed time(8) accept the goods supplied and then pay for themTask21. (1) F (2) F (3) F (4) T2. (1) b (2) c (3) a (4) bPart Ⅲ1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desiredphotocopier. Then send the form to the address provided.(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.2.A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?B: Yes, that’s right. What can we do for you?A: We’re a Nigerian company, and we’re looking to order some clothes.B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?A: Sweaters and skirts. But would you please first tell me your minimum order? B: Our minimum order is set at 5000 pieces.A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it should n’t be a problem.A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?B: OK. How about item 18?A: The size is ok with item 18. But we want to order both light and dark colours. Part Ⅳ(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logoPart Ⅴ1. (1) acd (2) d (3) c (4) c2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?A: What do you suggest?B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.A: Would you please tell me the difference?B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same asthe DSC-T5.A: That sounds good. What about their prices?B: The DSC-T5 is $349.95 while the T7 is $449.95.A: I see. Would you be able to provide me with 500 of each?Part Ⅵ(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks(10) confirmed irrevocable (11) 15th (12) Quality & QuantityUnit 6: Terms of PaymentPartⅠA Japanese YenB United Stated DollarC Pound SterlingD European DollarE Korean WonF Canadian DollarPart ⅡThe correct order is: c-a-b-e-dTask21. (1) b (2) a (3) b (4) c2. (1) collection (2) Documents against Payment (3) Documents against Acceptance(4) expenses (5) procedures (6) actual payment (7) collecting (8) non-paymentPart Ⅲ1. (1) b (2) c (3) a (4) c (5) c2. A: since we have reached an agreement on the price, quality, quantity and packagingof the product, now let’s get down to talk about payment, ok?B: Good idea, what terms of payment would you prefer?A: Actually, on L/C payment is our general practice.A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.A: It’s also the generally accepted international practice.B: That’s right. L/C are very common in foreign trade.B: But this time we suggest D/P payment for the following reasons:B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!A: That sounds good. But we still prefer an L/C since it’s our general practice. A: Do you think you could apply for one?Part Ⅳ1. The correct order is: a-i-e-g-b-f-c-j-d-h2. (1) lump sum payment (2) payment by installment (3) cash on delivery(4) advance payment (5) 25%, final acceptance (6) one monthPart Ⅴ1.(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.(2) Ask how often these problems occur and how long faults generally last.(3) Ask for cheque and postage details(4) Ask for the name and address of their debtor and the expected date of payment(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately2.A: Hello, Becker here.B: Good morning, Mr. Becker. This is Mary Wang.B: I’m sorry to ring you like this.A: That’s all right.B: Did you get the invoice as well?A: Yes, yesB: But the payment of the invoice sent to you has not yet been made.A: Yes, money is very tight at the moment, you see.B: Yes, I think I know what you mean. We have a similar problem.B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would naturally prefer not to have to go so far.A: So what do you suggest we do about the money we owe you?B: Well, please try and send the cheque before the end of the month.B: That’s one more week.A: Thank you, we will do our best.B: We hope to keep you as a regular customer despite any troubles you may have. A: Thank you very much for being so understanding. Goodbye.B: Bye.Part Ⅵ(1)SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 datedJanuary 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools(8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12)beneficiary’s (13) 15 days (14) SB-87654 (15)draftsUnit 7 DeliveryPart Ⅰ1.□time of establishment of the L/C□availability of shipping space□supply of raw materials□amount of orders to fulfill at the producer’s side2.(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.Part ⅡTask1(1)one month after we signed the contract(2)the shipping agent, get the necessary shipping apace(3)Our supplier, the supplier is short on materialsTask21.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)their stocks2.(1) at the beginning of November (2) before end of September for the Christmasrush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of OctoberPart ⅢConversation 1: 3 months after the contract is signed, NoConversation 2: July, mid-June, no shipping spaceConversation 3: by the end of September, YesPart Ⅳ1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromiseon this and make September 25th the last possible shipment date.2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possiblePart Ⅴ1. (1) c (2) c (3) a (4) b2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.Part Ⅵ1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.2. (1) T (2) F (3) F (4) T (5) FUnit 8 Complaints and ClaimsPart Ⅰ(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership(7)invoicePart ⅡTask1(1)defective items (2) insurance, shipping (3) pay compensation (4) provide areplacement, return the money (5) ask for compensationTask2(1)order (2) breakage (3) 30% (4) withholding payment (5) call me back(1)Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back (5) 0181-993 421 (6) 5:30Part Ⅲ1.Appropriate responses: 1-3-4Inappropriate responses: 2-52.(1) c (2) a (3) b (4) c (5) bPart Ⅳ(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperationPart Ⅴ1.(1)A: The quality is different from that of the approved samples(2)A: The pictures of products with the wrong colour(3)A: Send the replacement(4)A: Send the replacement immediately(5)A: No2.A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.B: Well, do you have any evidence?A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.Part Ⅵ1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.(3) Turn to the insurance company for compensation.Unit 9 MarketingPart Ⅰ Warm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategyPart Ⅱ Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profitsTask2(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budgetPart Ⅲ1.Checklist: a- c-d-f-g2.Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part Ⅳ1.Checklist: a-c-d-e-g2.(1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net(9) fashion magazinesPart Ⅴ1.(1) c (2) b (3) c (4) a2.Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions? Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you’re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?Man: Mm… I can only hope that won’t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part Ⅵ(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited selection dishes.(5) YesUnit 10 AdvertisingPart ⅠAmway: outdoor billboard, TV commercialEsprit: fashion magazinesIKEA: cataloguesNestle: TV commercials, magazinesMc Donald’s: sports sponsorship, outdoor billboards, TV commercialsSony Ericsson: outdoor billboards, magazinesStarbucks coffee: word of mouthVolkswagon: magazines, TV commercials, outdoor billboardsPart ⅡTask1(2)E (3) A (4) G (5) D (6) B (7) FTask21. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers2. (1) a (2) c (3) bPart Ⅲ1.Leaflets & flyers: local shops & fitness clubsShowrooms: Nokia, ToyotaSports sponsorship: Coca-cola, BenzRadio advertising: local restaurantsTV commercials: Amway, Mc Donald’sThe Internet: IBMMagazines: omega, DellOutdoor billboards: China Unicon, Petro China2.(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people Part Ⅳ1. sponsorship; posters; radio; TV commercials2. (1) c (2) b (3) a (4) c (5) aPart Ⅴ1. b-e2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part Ⅵ1. Automobile, Marmalade, Furniture, Ice cream2. (1) c (2) a (3) d (4) b。

新视野商务英语视听说下Unit 1 A Factory TourPartⅠ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPartⅡ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase (5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPartⅢ1. (1) c (2) b (3) c (4) a (5) a2. (1)6000units (2) only 1%(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.PartⅣ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)932(1)20～30 (2)13 (3)15 (4)30～45PartⅤ1. (1) c (2) b (3) c (4) c (5) b2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory. PartⅥ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets Unit 2 Trade FairsPart Ⅰ(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc. (3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.Part ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) TTask2(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 1: Miss Stewart, why did you want to exhibit in North America? Question 2: How did you choose the right one?Question 3: What did you do to prepare before attending the trade fair? Question 4: How were you able to exploit your business opportunities and generate new business?Question 5: What did you do after the trade fair?2. (1) a (2) c (3) b (4) a (5) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement inyesterday’s New York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answerall the questions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (1) steel screws in all sizes(2) CIF(3) Because the supplier is able to supply larger quantities at more attractiveprices(4) The supplier’s offer.Part Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.Part Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage ofthe order but that hardly induces them to negotiate low prices. Therefore, agentsare usually paid commission. This may be paid by the seller or by both seller and buyer.Unit 4 Negotiating PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trialorder of 10000 pieces. What price can you offer us?B: As this is our first business, we can provide you with some preferential terms.How about $40 per piece?A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?B: Well, that’s a tough deal. However, since we’re going into a long-termrelationship, maybe we can try to reach that bottom line for you.Part Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.Sample dialogue:A: Mr. Brown, I’m anxious to know about your offer.B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.A: That’s a steep price! It’ll be difficult for us to make any sales.B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.B: OK. Then we’ll make it 28 pounds for this order. Is that ok?A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.B: Good, we can talk about further reductions later when we see how business is developing between us.Part Ⅵ1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F2.(1) the quality of our product is much better than that of other suppliers(2) We can talk about that later.(3) if you can give me best price for this first order, we can start along-term relationship.(4) That really leaves us with nothing.(5) I’ll make that concession.Unit5 Placing an OrderPart Ⅰ(1) negotiate (2) accept and confirm an order (3) sign the contract(4) confirm the order (5) confirm further ordersPart Ⅱ(1) is a request to supply a specified quantity of goods(2) an enquiry with subsequent quotations(3) printed order forms(4) description, quantities, mode of packaging(5) agreed upon in previous negotiations(6) are legally bound to fulfill their agreement(7) at the agreed time(8) accept the goods supplied and then pay for themTask21. (1) F (2) F (3) F (4) T2. (1) b (2) c (3) a (4) bPart Ⅲ1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.2.A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?B: Yes, that’s right. What can we do for you?A: We’re a Nigerian company, and we’re looking to order some clothes.B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?A: Sweaters and skirts. But would you please first tell me your minimum order? B: Our minimum order is set at 5000 pieces.A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it should n’t be a problem.A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?B: OK. How about item 18?A: The size is ok with item 18. But we want to order both light and dark colours. Part Ⅳ(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logoPart Ⅴ1. (1) acd (2) d (3) c (4) c2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?A: What do you suggest?B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.A: Would you please tell me the difference?B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same asthe DSC-T5.A: That sounds good. What about their prices?B: The DSC-T5 is $349.95 while the T7 is $449.95.A: I see. Would you be able to provide me with 500 of each?Part Ⅵ(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks(10) confirmed irrevocable (11) 15th (12) Quality & QuantityUnit 6: Terms of PaymentPartⅠA Japanese YenB United Stated DollarC Pound SterlingD European DollarE Korean WonF Canadian DollarPart ⅡThe correct order is: c-a-b-e-dTask21. (1) b (2) a (3) b (4) c2. (1) collection (2) Documents against Payment (3) Documents against Acceptance(4) expenses (5) procedures (6) actual payment (7) collecting (8) non-paymentPart Ⅲ1. (1) b (2) c (3) a (4) c (5) c2. A: since we have reached an agreement on the price, quality, quantity and packagingof the product, now let’s get down to talk about payment, ok?B: Good idea, what terms of payment would you prefer?A: Actually, on L/C payment is our general practice.A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.A: It’s also the generally accepted international practice.B: That’s right. L/C are very common in foreign trade.B: But this time we suggest D/P payment for the following reasons:B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!A: That sounds good. But we still prefer an L/C since it’s our general practice. A: Do you think you could apply for one?Part Ⅳ1. The correct order is: a-i-e-g-b-f-c-j-d-h2. (1) lump sum payment (2) payment by installment (3) cash on delivery(4) advance payment (5) 25%, final acceptance (6) one monthPart Ⅴ1.(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.(2) Ask how often these problems occur and how long faults generally last.(3) Ask for cheque and postage details(4) Ask for the name and address of their debtor and the expected date of payment(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately2.A: Hello, Becker here.B: Good morning, Mr. Becker. This is Mary Wang.B: I’m sorry to ring you like this.A: That’s all right.B: Did you get the invoice as well?A: Yes, yesB: But the payment of the invoice sent to you has not yet been made.A: Yes, money is very tight at the moment, you see.B: Yes, I think I know what you mean. We have a similar problem.B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would naturally prefer not to have to go so far.A: So what do you suggest we do about the money we owe you?B: Well, please try and send the cheque before the end of the month.B: That’s one more week.A: Thank you, we will do our best.B: We hope to keep you as a regular customer despite any troubles you may have. A: Thank you very much for being so understanding. Goodbye.B: Bye.Part Ⅵ(1)SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 datedJanuary 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools(8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12)beneficiary’s (13) 15 days (14) SB-87654 (15)draftsUnit 7 DeliveryPart Ⅰ1.□time of establishment of the L/C□availability of shipping space□supply of raw materials□amount of orders to fulfill at the producer’s side2.(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.Part ⅡTask1(1)one month after we signed the contract(2)the shipping agent, get the necessary shipping apace(3)Our supplier, the supplier is short on materialsTask21.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)their stocks2.(1) at the beginning of November (2) before end of September for the Christmasrush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of OctoberPart ⅢConversation 1: 3 months after the contract is signed, NoConversation 2: July, mid-June, no shipping spaceConversation 3: by the end of September, YesPart Ⅳ1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last possible shipment date.2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possiblePart Ⅴ1. (1) c (2) c (3) a (4) b2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.Part Ⅵ1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.2. (1) T (2) F (3) F (4) T (5) FUnit 8 Complaints and ClaimsPart Ⅰ(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership(7)invoicePart ⅡTask1(1)defective items (2) insurance, shipping (3) pay compensation (4) provide areplacement, return the money (5) ask for compensationTask2(1)order (2) breakage (3) 30% (4) withholding payment (5) call me back(1)Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back (5) 0181-993 421 (6) 5:30Part Ⅲ1.Appropriate responses: 1-3-4Inappropriate responses: 2-52.(1) c (2) a (3) b (4) c (5) bPart Ⅳ(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperationPart Ⅴ1.(1)A: The quality is different from that of the approved samples(2)A: The pictures of products with the wrong colour(3)A: Send the replacement(4)A: Send the replacement immediately(5)A: No2.A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.B: Well, do you have any evidence?A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.Part Ⅵ1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.(3) Turn to the insurance company for compensation.Unit 9 MarketingPart Ⅰ Warm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategyPart Ⅱ Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profitsTask2(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budgetPart Ⅲ1.Checklist: a- c-d-f-g2.Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part Ⅳ1.Checklist: a-c-d-e-g2.(1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net(9) fashion magazinesPart Ⅴ1.(1) c (2) b (3) c (4) a2.Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions? Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you’re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?Man: Mm… I can only hope that won’t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part Ⅵ(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited selection dishes.(5) YesUnit 10 AdvertisingPart ⅠAmway: outdoor billboard, TV commercialEsprit: fashion magazinesIKEA: cataloguesNestle: TV commercials, magazinesMc Donald’s: sports sponsorship, outdoor billboards, TV commercialsSony Ericsson: outdoor billboards, magazinesStarbucks coffee: word of mouthVolkswagon: magazines, TV commercials, outdoor billboardsPart ⅡTask1(2)E (3) A (4) G (5) D (6) B (7) FTask21. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers2. (1) a (2) c (3) bPart Ⅲ1.Leaflets & flyers: local shops & fitness clubsShowrooms: Nokia, ToyotaSports sponsorship: Coca-cola, BenzRadio advertising: local restaurantsTV commercials: Amway, Mc Donald’sThe Internet: IBMMagazines: omega, DellOutdoor billboards: China Unicon, Petro China2.(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people Part Ⅳ1. sponsorship; posters; radio; TV commercials2. (1) c (2) b (3) a (4) c (5) aPart Ⅴ1. b-e2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part Ⅵ1. Automobile, Marmalade, Furniture, Ice cream2. (1) c (2) a (3) d (4) b。

商务英语视听说2答案商务英语视听说2答案【篇一：新视野大学英语视听说教程第二版第2册答案(全新完整版)】listening skills1. m: why don?t we go to the concert today?w: i?ll go get the keys.q: what does the woman imply?2. w: i can?t find my purse anywhere. the opera tickets are in it. m: have you checked in the car?q: what does the man imply?3. m: are you going to buy that pirated cd?w: do i look like a thief?q: what does the woman imply?4. m: do you think the singer is pretty?w: let?s just say that i wouldn?t/t vote for her in the local beauty contest. q: what does the woman imply about the singer?5. m: have you seen tom? i can?t find him anywhere.w: the light in his dorm was on just a few minutes ago.q: what does the woman mean?1.b2.b3.d4.c5.aiii. listening intask 1: encore!as soon as the singer completed the song, the audience cried, “encore! encore!” the singer was delighted and sa ng the song again. she couldn?t believe it when the audience shouted for her to sing it again. the cycle of shouts and songs was repeated ten more times. the singer was overjoyed with the response from the audience. she talked them and asked them why they were so much audience in hearing the same song again and again. one of the people in the audience replied, “we wanted you to improve it; now it is much better.”1.f2.t3.f4.t5.ftask 2 what are your favorite songs?w: hi, bob! do you want to go to a concert with me?m: a concert? whats it about?w: it features recent pop songs. are you interested?m: hmm, i was crazy about pop songs when i was in high school, but now im no longer a big fan. pop songs go out of fashion too quickly. im beginning to prefer old folk songs.w: many older people find those songs cool, and my parents are hooked on them too. by the way, a program of golden oldies was on tv yesterday evening.m: oh, what a pity! i missed it.w: i have a dvd of oldies. i can lend it to you if you want.m: oh, that would be great. im dying to hear them. many thanks.1.b2.b3.d4.a5.ctask 3 music and your moodtypesslow music examples effects ballads and some forms it often creates a peacefulatmosphere that is good for of classical music.relaxing after a busy day.very slow music jazz and blues. it can create an atmosphere below 50 beats of sadness.per minutefaster music rock，heavy metal and it tends to give us energy dance music. and make us feel full of life. itcan be played at parties,sporting events and in cars.rock music can be used toaccompany physical labor.it does not make sense toblame rock music for roadaccidents .iv. speaking outmodel 1 do you like jazz?laura: hey!bob: hello!laura: do you like jazz, bob?bob: no, not much. do you like it?laura: well, yes, i do. i?m crazy about wynton marsalis.bob: oh, he?s a piano player, isn?t he?laura: no, he?s a trumpet player. so, what kind of music do you like? bob: i like listening to rock.laura: what group do you like best?bob: er, the cranberries. they?re the greatest. what about you? don?t you like them?laura: ugh! they make my stomach turn!sample dialoga: do you like classical music?b: no, i don?t like it at all.a: what type of music do you like?b: i?m a real fan of pop songs.a: who?s your favorite singer or group?b: jay chou. what do you think about him?a: i can hardly bear pop songs. they are all noise to me.model 2 do you like punk rock?max: what kind of music do you like?frannie: well, i like different kinds.max: any in particular?frannie: er, i especially like punk rock.max: punk rock? you don?t seem like the punk rock type. frannie: you should have seen me in high school. i had my hair dyed blue.max: wow, that must have been a sight!frannie: it sure was. what about you? what?s your favorite music?max: i guess i like jazz best. hey, i?m going shopping for cds tomorrow. would you like to come along?frannie: sure, that sounds great.sample dialoga: what sports appeal to you?b: i like almost every kind of sport.a: is there anything you like especially?b: well, i like x-sports in particular.a: x-sports? you don?t look like the extreme sports type.b: i have even tried bungee jumping and surfing.a: wow, you certainly surprised me!b: then how about you? what kind of sport do you prefer?a: i like t?ai chi most. in fact, i?m going to buy some books about t?ai chi. why don?t you come with me?b: sounds good. let?s go.model 3 it just sounds like noise to me.philip: turn down that noise! what on earth is it anyway!laura: but dad…this is metallica1 they?re so cool. they are one of the most famous heavy metal bands.philip: i don?t care. it just sounds likenoise to me. i can?t stand it!laura: i love this kind of music, but if you really hate it that much, i?ll out on something else. what do you want to hear?philip: how about some popular easy-listening music. maybe something like celine dion?laura: not her again! her music isn?t very hip any more. i think she is a bore.sample dialoga: that music is terrible! turn off!b: but, mom, this is backstreet boy?s hit song “get down”! it?s really appealing.a: nonsense. it?s just noise tome. i can?t put up with it anymore.b: it?s my favorite music. but if you hate it so much, i?ll hate something you like. what would like to listen to?a: what about some old songs of the 1970s like “thewhite-haired girl”? b: ha-ha-ha-ha. it?s not fashionable any longer. i?ll be bored to death. v. let?s talkthe origin of the song “happy birthday to you”the story of the song “happy birthday to you” began as a sweet one, but later became bitter. two sisters, mildred hill, a teacher at a kindergarten, and dr. patty hill, the principal of the same school, wrote a song together for the children, entitled “good morning to all”. when mildred combined her musical talents with her sister?s knowledge in the area of kindergartene ducation, ?good morning to all” was sure to be a success. the sister published the song in a collection entitled “song stories of the kindergarten” in 1893. thirty-one years later, after dr. patty hill became the head of the department of kindergarten education at columbia university?s teachers college, a gentleman by the name robert coleman published the song, without the sisters? permission. he added a second part, which is the familiar “happy birthday to you”. mr. coleman?s addition of the second part made the song popular and, finally, the sisters” original first part disappeared. “happy birthday to you” had altogether replaced the sisters? original song “goodmorning to all”. in 1916 patty took legal action against mr. coleman. in court, she succeeded in proving that hey were the real owners of the song.1. good morning to all2.。

商务英语视听说2答案【篇一：新视野大学英语视听说教程第二版第2册答案(全新完整版)】listening skills1. m: why don?t we go to the concert today?w: i?ll go get the keys.q: what does the woman imply?2. w: i can?t find my purse anywhere. the opera tickets are in it. m: have you checked in the car?q: what does the man imply?3. m: are you going to buy that pirated cd?w: do i look like a thief?q: what does the woman imply?4. m: do you think the singer is pretty?w: let?s just say that i wouldn?t/t vote for her in the local beauty contest. q: what does the woman imply about the singer?5. m: have you seen tom? i can?t find him anywhere.w: the light in his dorm was on just a few minutes ago.q: what does the woman mean?1.b2.b3.d4.c5.aiii. listening intask 1: encore!as soon as the singer completed the song, the audience cried, “encore! encore!” the singer was delighted and sang the song again. she couldn?t believe it when the audience shouted for her to sing it again. the cycle of shouts and songs was repeated ten more times. the singer was overjoyed with the response from the audience. she talked them and asked them why they were so much audience in hearing the same song again and again. one of the people in the audience replied, “we wanted you to improve it; now it is much better.”1.f2.t3.f4.t5.ftask 2 what are your favorite songs?w: hi, bob! do you want to go to a concert with me?m: a concert? whats it about?w: it features recent pop songs. are you interested?m: hmm, i was crazy about pop songs when i was in high school, but now im no longer a big fan. pop songs go out of fashion too quickly. im beginning to prefer old folk songs.w: many older people find those songs cool, and my parents are hooked on them too. by the way, a program of golden oldies was on tv yesterday evening.m: oh, what a pity! i missed it.w: i have a dvd of oldies. i can lend it to you if you want.m: oh, that would be great. im dying to hear them. many thanks.1.b2.b3.d4.a5.ctask 3 music and your moodtypesslow music examples effects ballads and some forms it often creates a peacefulatmosphere that is good for of classical music.relaxing after a busy day.very slow music jazz and blues. it can create an atmosphere below 50 beats of sadness.per minutefaster music rock，heavy metal and it tends to give us energy dance music. and make us feel full of life. itcan be played at parties,sporting events and in cars.rock music can be used toaccompany physical labor.it does not make sense toblame rock music for roadaccidents .iv. speaking outmodel 1 do you like jazz?laura: hey!bob: hello!laura: do you like jazz, bob?bob: no, not much. do you like it?laura: well, yes, i do. i?m crazy about wynton marsalis.bob: oh, he?s a piano player, isn?t he?laura: no, he?s a trumpet player. so, what kind of music do you like? bob: i like listening to rock.laura: what group do you like best?bob: er, the cranberries. they?re the greatest. what about you? don?t you like them?laura: ugh! they make my stomach turn!sample dialoga: do you like classical music?b: no, i don?t like it at all.a: what type of music do you like?b: i?m a real fan of pop songs.a: who?s your favorite singer or group?b: jay chou. what do you think about him?a: i can hardly bear pop songs. they are all noise to me.model 2 do you like punk rock?max: what kind of music do you like?frannie: well, i like different kinds.max: any in particular?frannie: er, i especially like punk rock.max: punk rock? you don?t seem like the punk rock type.frannie: you should have seen me in high school. i had my hair dyed blue.max: wow, that must have been a sight!frannie: it sure was. what about you? what?s your favorite music?max: i guess i like jazz best. hey, i?m going shopping for cds tomorrow. would you like to come along?frannie: sure, that sounds great.sample dialoga: what sports appeal to you?b: i like almost every kind of sport.a: is there anything you like especially?b: well, i like x-sports in particular.a: x-sports? you don?t look like the extreme sports type.b: i have even tried bungee jumping and surfing.a: wow, you certainly surprised me!b: then how about you? what kind of sport do you prefer?a: i like t?ai chi most. in fact, i?m going to buy some books about t?ai chi. why don?t you come with me?b: sounds good. let?s go.model 3 it just sounds like noise to me.philip: turn down that noise! what on earth is it anyway!laura: but dad…this is metallica1 they?re so cool. they are one of the most famous heavy metal bands.philip: i don?t care. it just sounds likenoise to me. i can?t stand it!laura: i love this kind of music, but if you really hate it that much, i?ll out on something else. what do you want to hear?philip: how about some popular easy-listening music. maybe something like celine dion?laura: not her again! her music isn?t very hip any more. i think she is a bore.sample dialoga: that music is terrible! turn off!b: but, mom, this is backstreet b oy?s hit song “get down”!it?s really appealing.a: nonsense. it?s just noise tome. i can?t put up with it anymore.b: it?s my favorite music. but if you hate it so much, i?ll hate something you like. what would like to listen to?a: what about some old songs of the 1970s like “the white-haired girl”? b: ha-ha-ha-ha. it?s not fashionable any longer. i?ll be bored to death. v. let?s talkthe origin of the song “happy birthday to you”the story of the song “happy birthday to you” began as a sweet one, but later became bitter. two sisters, mildred hill, a teacher at a kindergarten, and dr. patty hill, the principal of the same school, wrote a song together for the children, entitled “good morning to all”. when mildred combined her musical talents with her sister?s knowledge in the area of kindergarten education, ?good morning to all” was sure to be a success. the sister published the song in a collection entitled “song stories of the kindergarten” in 1893. thirty-one years later, after dr. patty hill became the head of the department of kindergarten education at columbia university?s teachers college, a gentleman by the name robert coleman published the song, without the sisters? permission. he added a second part, which is the familiar “happy birthday to you”. mr. coleman?s addition of the second part made the song popular and, finally, the sisters” original first part disappeared. “happy birthday to you” had altogether replaced the sisters? original song “good morning to all”. in 1916 patty took legal actio n against mr.coleman. in court, she succeeded in proving that hey were the real owners of the song.1. good morning to all2.。

新视野商务英语视听说下Unit 1 A Factory TourPartⅠ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPartⅡ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase (5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPartⅢ1. (1) c (2) b (3) c (4) a (5) a2. (1)6000units (2) only 1%(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.PartⅣ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)932(1)20～30 (2)13 (3)15 (4)30～45PartⅤ1. (1) c (2) b (3) c (4) c (5) b2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory. PartⅥ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets Unit 2 Trade FairsPart Ⅰ(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc. (3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.Part ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) TTask2(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 1: Miss Stewart, why did you want to exhibit in North America? Question 2: How did you choose the right one?Question 3: What did you do to prepare before attending the trade fair? Question 4: How were you able to exploit your business opportunities and generate new business?Question 5: What did you do after the trade fair?2. (1) a (2) c (3) b (4) a (5) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement inyesterday’s New York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answerall the questions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (1) steel screws in all sizes(2) CIF(3) Because the supplier is able to supply larger quantities at more attractiveprices(4) The supplier’s offer.Part Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.Part Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage ofthe order but that hardly induces them to negotiate low prices. Therefore, agentsare usually paid commission. This may be paid by the seller or by both seller and buyer.Unit 4 Negotiating PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trialorder of 10000 pieces. What price can you offer us?B: As this is our first business, we can provide you with some preferential terms.How about $40 per piece?A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?B: Well, that’s a tough deal. However, since we’re going into a long-termrelationship, maybe we can try to reach that bottom line for you.Part Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.Sample dialogue:A: Mr. Brown, I’m anxious to know about your offer.B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.A: That’s a steep price! It’ll be difficult for us to make any sales.B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.B: OK. Then we’ll make it 28 pounds for this order. Is that ok?A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.B: Good, we can talk about further reductions later when we see how business is developing between us.Part Ⅵ1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F2.(1) the quality of our product is much better than that of other suppliers(2) We can talk about that later.(3) if you can give me best price for this first order, we can start along-term relationship.(4) That really leaves us with nothing.(5) I’ll make that concession.Unit5 Placing an OrderPart Ⅰ(1) negotiate (2) accept and confirm an order (3) sign the contract(4) confirm the order (5) confirm further ordersPart Ⅱ(1) is a request to supply a specified quantity of goods(2) an enquiry with subsequent quotations(3) printed order forms(4) description, quantities, mode of packaging(5) agreed upon in previous negotiations(6) are legally bound to fulfill their agreement(7) at the agreed time(8) accept the goods supplied and then pay for themTask21. (1) F (2) F (3) F (4) T2. (1) b (2) c (3) a (4) bPart Ⅲ1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.2.A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?B: Yes, that’s right. What can we do for you?A: We’re a Nigerian company, and we’re looking to order some clothes.B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?A: Sweaters and skirts. But would you please first tell me your minimum order? B: Our minimum order is set at 5000 pieces.A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it should n’t be a problem.A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?B: OK. How about item 18?A: The size is ok with item 18. But we want to order both light and dark colours. Part Ⅳ(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logoPart Ⅴ1. (1) acd (2) d (3) c (4) c2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?A: What do you suggest?B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.A: Would you please tell me the difference?B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same asthe DSC-T5.A: That sounds good. What about their prices?B: The DSC-T5 is $349.95 while the T7 is $449.95.A: I see. Would you be able to provide me with 500 of each?Part Ⅵ(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks(10) confirmed irrevocable (11) 15th (12) Quality & QuantityUnit 6: Terms of PaymentPartⅠA Japanese YenB United Stated DollarC Pound SterlingD European DollarE Korean WonF Canadian DollarPart ⅡThe correct order is: c-a-b-e-dTask21. (1) b (2) a (3) b (4) c2. (1) collection (2) Documents against Payment (3) Documents against Acceptance(4) expenses (5) procedures (6) actual payment (7) collecting (8) non-paymentPart Ⅲ1. (1) b (2) c (3) a (4) c (5) c2. A: since we have reached an agreement on the price, quality, quantity and packagingof the product, now let’s get down to talk about payment, ok?B: Good idea, what terms of payment would you prefer?A: Actually, on L/C payment is our general practice.A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.A: It’s also the generally accepted international practice.B: That’s right. L/C are very common in foreign trade.B: But this time we suggest D/P payment for the following reasons:B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!A: That sounds good. But we still prefer an L/C since it’s our general practice. A: Do you think you could apply for one?Part Ⅳ1. The correct order is: a-i-e-g-b-f-c-j-d-h2. (1) lump sum payment (2) payment by installment (3) cash on delivery(4) advance payment (5) 25%, final acceptance (6) one monthPart Ⅴ1.(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.(2) Ask how often these problems occur and how long faults generally last.(3) Ask for cheque and postage details(4) Ask for the name and address of their debtor and the expected date of payment(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately2.A: Hello, Becker here.B: Good morning, Mr. Becker. This is Mary Wang.B: I’m sorry to ring you like this.A: That’s all right.B: Did you get the invoice as well?A: Yes, yesB: But the payment of the invoice sent to you has not yet been made.A: Yes, money is very tight at the moment, you see.B: Yes, I think I know what you mean. We have a similar problem.B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would naturally prefer not to have to go so far.A: So what do you suggest we do about the money we owe you?B: Well, please try and send the cheque before the end of the month.B: That’s one more week.A: Thank you, we will do our best.B: We hope to keep you as a regular customer despite any troubles you may have. A: Thank you very much for being so understanding. Goodbye.B: Bye.Part Ⅵ(1)SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 datedJanuary 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools(8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12)beneficiary’s (13) 15 days (14) SB-87654 (15)draftsUnit 7 DeliveryPart Ⅰ1.□time of establishment of the L/C□availability of shipping space□supply of raw materials□amount of orders to fulfill at the producer’s side2.(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.Part ⅡTask1(1)one month after we signed the contract(2)the shipping agent, get the necessary shipping apace(3)Our supplier, the supplier is short on materialsTask21.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)their stocks2.(1) at the beginning of November (2) before end of September for the Christmasrush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of OctoberPart ⅢConversation 1: 3 months after the contract is signed, NoConversation 2: July, mid-June, no shipping spaceConversation 3: by the end of September, YesPart Ⅳ1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last possible shipment date.2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possiblePart Ⅴ1. (1) c (2) c (3) a (4) b2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.Part Ⅵ1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.2. (1) T (2) F (3) F (4) T (5) FUnit 8 Complaints and ClaimsPart Ⅰ(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership(7)invoicePart ⅡTask1(1)defective items (2) insurance, shipping (3) pay compensation (4) provide areplacement, return the money (5) ask for compensationTask2(1)order (2) breakage (3) 30% (4) withholding payment (5) call me back(1)Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back (5) 0181-993 421 (6) 5:30Part Ⅲ1.Appropriate responses: 1-3-4Inappropriate responses: 2-52.(1) c (2) a (3) b (4) c (5) bPart Ⅳ(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperationPart Ⅴ1.(1)A: The quality is different from that of the approved samples(2)A: The pictures of products with the wrong colour(3)A: Send the replacement(4)A: Send the replacement immediately(5)A: No2.A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.B: Well, do you have any evidence?A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.Part Ⅵ1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.(3) Turn to the insurance company for compensation.Unit 9 MarketingPart Ⅰ Warm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategyPart Ⅱ Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profitsTask2(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budgetPart Ⅲ1.Checklist: a- c-d-f-g2.Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part Ⅳ1.Checklist: a-c-d-e-g2.(1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net(9) fashion magazinesPart Ⅴ1.(1) c (2) b (3) c (4) a2.Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions? Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you’re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?Man: Mm… I can only hope that won’t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part Ⅵ(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited selection dishes.(5) YesUnit 10 AdvertisingPart ⅠAmway: outdoor billboard, TV commercialEsprit: fashion magazinesIKEA: cataloguesNestle: TV commercials, magazinesMc Donald’s: sports sponsorship, outdoor billboards, TV commercialsSony Ericsson: outdoor billboards, magazinesStarbucks coffee: word of mouthVolkswagon: magazines, TV commercials, outdoor billboardsPart ⅡTask1(2)E (3) A (4) G (5) D (6) B (7) FTask21. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers2. (1) a (2) c (3) bPart Ⅲ1.Leaflets & flyers: local shops & fitness clubsShowrooms: Nokia, ToyotaSports sponsorship: Coca-cola, BenzRadio advertising: local restaurantsTV commercials: Amway, Mc Donald’sThe Internet: IBMMagazines: omega, DellOutdoor billboards: China Unicon, Petro China2.(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people Part Ⅳ1. sponsorship; posters; radio; TV commercials2. (1) c (2) b (3) a (4) c (5) aPart Ⅴ1. b-e2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part Ⅵ1. Automobile, Marmalade, Furniture, Ice cream2. (1) c (2) a (3) d (4) b。

新视野商务英语视听说第三版下册u9课后答案1、I was astonished when I heard that Louise was getting married. [单选题] *A. 惊讶(正确答案)B. 气愤C. 高兴D. 想念2、We often go to the zoo _______ Saturday mornings. [单选题] *A. atB. inC. on(正确答案)D. of3、Could you please ______ why you can’t come to attend the meeting? [单选题] *A. explain(正确答案)B. understandC. giveD. reach4、I always make my daughter ______ her own room.（）[单选题] *A. to cleanB. cleaningC. cleansD. clean(正确答案)5、John is fond of playing _____ basketball and Jack is keen on playing _____ piano. [单选题] *A．/…the(正确答案)B．the…/C．/…/D．the…the6、Have you kept in（）with any of your friends from college? [单选题] *A. contractB. contact(正确答案)C. continentD. touching7、—How do you find（）birthday party of the Blairs? —I should say it was __________ complete failure．[单选题] *A．a; aB. the ; a(正确答案)C．a; /D．the; /8、You have coughed for several days, Bill. Stop smoking, _______ you’ll get better soon. [单选题] *A. butB. afterC. orD. and(正确答案)9、_______ hard, _______ you’ll fail in the exam. [单选题] *A. Studying; forB. Study; or(正确答案)C. To study; andD. Study; and10、We will _______ Mary this Sunday. [单选题] *A. call on(正确答案)B. go onC. keep onD. carry on11、____ of my parents has been to my school, so they know _____ of my classmates. [单选题] *A. Neither, none(正确答案)B. No one, noneC. None, no oneD. Neither, no one12、The street was named _____ George Washington who led the American war for independence. [单选题] *A. fromB. withC. asD. after(正确答案)13、28．—Where is Fujian Province?—It’s ________ the southeast of China. [单选题] *A．in (正确答案)B．onC．toD．at14、My friends will _______ me at the airport when I arrive in London. [单选题] *A. takeB. meet(正确答案)C. receiveD. have15、He was?very tired，so he stopped?_____ a rest. [单选题] *A. to have(正确答案)B. havingC. haveD. had16、The beautiful sweater _______ me 30 dollars. [单选题] *A. spentB. paidC. cost(正确答案)D. took17、—______is my notebook？—Look! It’s in your schoolbag.（）[单选题] *A. WhatB. WhichC. Where(正确答案)D. How18、Words are windows（）you can look into the past. [单选题] *A. through which(正确答案)B. through thatC. whichD. whose19、51．People usually ________ the prices before they buy something. [单选题] *A．receiveB．payC．spendD．compare(正确答案)20、As for the quality of this model of color TV sets, the ones made in Chine are by no means _____ those imported. [单选题] *A inferior thanB less inferior toC less inferior thanD. inferior to(正确答案)21、Every means _____ but it's not so effective. [单选题] *A. have been triedB. has been tried(正确答案)C. have triedD. has tried22、We haven't heard from him so far. [单选题] *A. 到目前为止(正确答案)B. 一直C. 这么远D. 这么久23、She often _______ at 21: [单选题] *A. go to bedB. gets upC. goes to bed(正确答案)D. gets to24、You can borrow my book, _____ you promise to give it back to me by the end of this month. [单选题] *A.even ifB. as long as(正确答案)C. in caseD. even though25、Let us put the matter to the vote,（）? [单选题] *A. will youB. can weC. may ID. shall we(正确答案)26、If you know the answer, _______ your hand, please. [单选题] *A. put up(正确答案)B. put downC. put onD. put in27、I live a very quiet and peaceful life. [单选题] *A. 宁静的(正确答案)B. 舒适的C. 和平的D. 浪漫的28、It’s raining outside. Take an _______ with you. [单选题] *A. cashB. life ringC. cameraD. umbrella(正确答案)29、The children are playing wildly and making a lot of?_______. [单选题] *A. cryB. voicesC. noises(正确答案)D. music30、There is a popular belief _____schools don’t pay any attention to spelling. [单选题] *A.that(正确答案)B.whichC.whatD.whose。

新视野视听说教程听力原文及答案第二册U n i t7(总6页) -CAL-FENGHAI.-(YICAI)-Company One1-CAL-本页仅作为文档封面，使用请直接删除II. Listening Skills1. W: How much money is the rent for an apartment in this neighborhood M: Your rent should be about a quarter of that.Q: How much should be the woman’s rent be2. M: I paid $3,500 for this digital camera. It was on sale at a 30$ discount. W: It’s a real bargain.Q: How much did the camera cost originally3. M: What’s the rate for an economy carW: The daily rate is $32, unlimited mileage.Q: How much will the man pay if he rents the car for a week4. M: I’ll take these sweaters. How much do they costW: They are $180 each and four makes a total of $720. But today we are offering a 20% discount.Q: How much does the man have to pay5. W: What an old car you’ve got!M: Well, it had run 12,000 miles when I bought it second hand. And it’s covered 3,080 miles since then.Q: How many miles has the car runIII. Listening InTask 1: It’s time to buy.Mike: Hey, Robert, where are you off toRobert: I’m going to talk to a banker about a loan.Mike: You are short of money I thought you were the saving type.Robert: There’s a time to save and a time to spend.Mike: I know all about spending. What’s the loan for I have a few bucks I could…Robert: I’m considering getting a mortgage to buy some property.Mike: Do you think property is a good investment I mean, it’s a lot of money. Robert: Well, Mike, as you know, property values have been going through the roof. If I had bought an apartment two years ago, its value would havegone up by 30 percent today.Mike: And from what I know, interest rates are low now.Robert: Exactly. Sounds like a good time to buy.1. a banker a loan2.saving save spend3. a mortgage property4.Property values5.risen/gone up/increased by 30 percentTask 2: Can I have my change pleaseTom was down on his luck and felt he needed a few drinks. Hw went to a bar and had several drinks. When he was done, he stood up and walked toward thedoor. The barman shouted after him, “Hey mister, are you going to pay for those drinks”Tom turned around and replied, “I have already paid you,” and then walked out of the bar. Almost immediately he saw one of his friends Richard and told him about the barman, “Just go in there and drink all you want, then get up and leave. When the barman asks you to pay the bill, just tell him you have already paid.”This sounded easy enough, so Richard went in and has several drinks. The barman went to him and said, “Before you came in, another man was here. When I asked him to pay his bill, he told me he’d paid, but I don’t remember him paying me.”Richard said, “I would love to stay and hear your story, but I don’t have time. Can I havemy change please”1. ATask 3: Why not just print moneyWhat’s the solution to a recession, a time of little economic activity Just print money! Sounds reasonable, doesn’t it Let’s see if this will work by using an example.Let’s pretend that all the students in your class make up the ENTER population of the country, and the teacher represents the government. Let’s also pretend each student has exactly $.Since we are in a recession, let’s have the teacher, who represents the government, print money. He prints $ more for everyone. Now everyone has $ more to spend. More money to spend sounds like a great way to get us out of recession, since more money to spend means demand for goods and services. Then if that works, why don’t we give MORE money away How about $100 Now we have lots of money to spend. So no more recession, rightNot really, because we have only looked at one side of the problem. As more and more people receive more and more money, what’ll happenSince everyone has more money, the students all go shopping to spend that extra money. This causes the demand for goods and services to rise, and people who sell goods and services raise price. For example, if you could buy a new music CD at $10 in the past, now the price could be $1,000! This is called inflation.So, the original reason for printing all this money was to help get us of recession, but we have only replaced one problem with another.IV. Speaking OutModel 1 I want to blow it all.John: Hey, Se-Jin, do you want to come shopping with me My dad just gave me my monthly allowance and I want to blow it all.Se-Jin:That sounds just like you, John! What do you want to buyJohn: I don’t know…Some music CDs, maybe.Se-Jin: If you spend all that money on things you don’t even know if you want, you won’t have any money left when you need it.John: But if I just save my money, that doesn’t s sound like much fun either.Besides, I need some new CDs.Se-Jin: You also need a financial advisor!Now Your TurnA: Hey, do you want to come shopping with me I just got some money from my part-time job, and I want to get rid of it right away.B: That’s your style. What do you want to buyA: I don’t know…some fashionable clothes, maybe.B: If you waste all your money on things you don’t even know if you want, you’ll be out of money completely when you need it.A: But if I just hold on to my money…that doesn’t make much sense either. I really need some new clothes. What’s the point of saving lots of moneywithout funB: As I see it, you need a person to look after your money.Model 2 Can money buy everythingPeter: I’m trying to think of ways to become rich. If I could get my hands on a lot of money, I’ll be really happy.Jane: Do you really think so I’m not so sure.Peter: Of course, why wouldn’t I I’d be able to have anything I want.Jane: Well, there are plenty of people who have a lot of money but aren’t happy.What do you say to thatPeter: But if I became a millionaire, I’d buy whatever I wanted.Jane: Can you buy true love Can you buy the moonPeter: Maybe not, but I can buy a house with a lot of modern conveniences. Jane: So many people think like you do, buy look at all the divorces, suicides and murders among wealthy people. How do you explain thatPeter: Maybe there’s something in what you said.Now Your TurnA: I really hope I can make a fortune. If I had a lot of money, I’d be as happy as a king.B: Do you really believe so I have my doubts about it.A: Of course, why wouldn’t I If I were a millionaire, there’s nothing I couldn’t buy. B: Well, can you but health Can you but true friendshipB: Maybe not. But I can but a big house and car, and make my life more comfortable.A: Maybe you have a point there. Money can bring material comforts. But don’t forget, there are also divorces and suicides among wealthy people.B: Well, there is some truth in what you said. Money cannot but real happiness. Model 3 I wonder if you could give me a loan.John: Hey, Se-Jin, I was just on my way to find you.Se-Jin: What’s up, JohnJohn: Se-Jin, I’m kind of broke, and you usually have a bundle tucked away. I wonder if you could give me a loan.Se-Jin: Dream on! I’m hard up myself.John: You see, I want to buy some new stereo equipment, and I’m just about a hundred short.Se-Jin: Why not save up for itJohn: The stores have all stuff on a huge sales promotion right now. I could save at least 30 percent!S-Jin: John, I’d lend you money if you were in a jam. But a new stereo isn’t an emergency.John: Then I’m afraid I have to find someone who is more easy-going.Now Your TurnA: Hi, I was trying to catch up with you.B: What happenedA: Money had burned a hole in my pocket. You usually have some savings. I wonder if you can lend me some moneyB: You’re daydreaming. I’m short of money myself.A: Look, I want to buy a digital camera, and I’m only short of 150 bucks.B: Why not save towards itA: The camera is on sale right now. This can save me almost 25 percent.B: Well, I’d lend you the money if you were in real redouble. But a new camera isn’t urgent.A: Then I’m afraid I’ll have to try someone who’s more generous.V. Let’s TalkStory of a MiserThere was a miser who loved money more than anything else. Just before he died, he said to his wife, “Now, listen. When I die, I want you to take all my money and put it in the casket with me. I want to take my money to the afterlife with me.”He made her promise with all her heart that when he dies, she would pit all the money in the casket with him. Then he died. He was laid in the casket, his wife was sitting there wearing black, and her friend was sitting next to her.When they finished the ceremony, just before the undertakers got already to close the casket, the wife said, “Wait a minute!” She had a box with her. She came over with the box and put it in the casket.Then the undertakers locked the casket down, and they rolled it away. He friend said, “Girl, I know you weren’t fool enough to put all that money in there with your husband!”She said, “Listen, I’m a Christian. I can’t go back on my word. I promise him that I would put all the money in the casket with him.”“You mean you really put that money in the casket with him!”“I surely did,” said the wife. “I wrote him a check.”1.more than2.money casket3.promise4.in the casket5.sitting black6.next to/beside7.close8. a box9.away/off10.foolish all that money/the money11.a Christian on her word12.put the money13.a checkVI. Furthering Listening and SpeakingTask 1: Giving Money to a BeggarSusan: Hey, Robert, you gave that beggar some of your hard-earned cash Robert: I know. He looked as if he needed help.Susan: Buy you’re always so careful with your money.Robert: Yeah, I guess so, but I like to help when someone’s in need.Susan: I just wonder why the guy doesn’t get a job and make his own living. Robert: It’s just not that simple, Susan. Some people have a hard time of it in life. Susan: Maybe they waste all their money. If you give them money, they will just go on wasting it.Robert: Life has been good to me, Susan, and I’d like to share some of my luck.1.the beggar2.as if3.help4.careful with/about5. a job6.people7. a hard time8.waste9.share10.good luckTask 2: Buying a MachineAn American manufacturer is showing his machine factory to a potential customer. At noon, when the lunch bell rings, two thousand men and women immediately stop working and leave the building.“Your workers, they’re escaping!” cries the visitor. “You’ve got to stop them.”“Don’t worry, they’ll be back,” says the American. And indeed, an exactly one 0’clock the bell rings again, and all the workers return from their break.When the tour is over, the manufacturer turn s to his guest and says, “Well, now, which of these machines would you like to order”“Forget the machines,” says the visitor. “How much do you want for that bell”Task 3: An Introduction to Credit CardsCredit cards are plastic cards issued by a bank or other financial institutions allowing the holder to buy goods and service without using cash. Many American don’t like to carry much cash. For them the cards are convenient and safe to use.Credit cards are gaining popularity, even for buying small items. They are accepted almost everywhere, though not at fast food restaurants.Credit cards allow you to purchase things that you may not currently have the money to buy. When you use a credit card, the credit card company that issued the credit card pays the store. Later, a bill will be mailed to you by your credit card company for the amount you purchased. At that time, you can either pay the bill in full, or only pay a minimum amount, and wait till later to finish paying. If you wait till later, you will owe the credit card company interest on the amount that you do not pay.SpeakingCan you change a twenty-dollar billCashier: How can I help you, MissJill: Could you change a 20 for meCashier: Sure. How do you want itJill: Could I have two 5’s, but not enough 1’s. Are quarters all right with you Cashier: Well, I have some 5’s, but not enough 1’s. Are quarters all right with youJill: Oh, that’s even better! In that case, I won’t have to worry about the small change for the laundry.Cashier: Here you are!Jill: Thanks a million!。

II. Listening Skills1-i 2-a 3-f 4-b 5-c 6-d 7-h 8-g 9-eIII. Listening InTask 1: The Influence of AdvertisingRichard: Dad, I need a pair of new shoes for an important basketball game. My old ones look kind of funny.Father: Funny! We just bought those last spring. There’s a lot of life left in them.Richard: But look at this ad with Yao Ming. He says these shoes give him extra spring. Father: Yao Ming is so tall that he doesn’t need extra spring. Anyway, he makes money than I do. And they probably give him millions of dollars to wear those shoes.Richard: But if you bought me the shoes, I’d wear them for nothing. And I’d have that extra spring.Father: Do you think Yao Ming reached the top just because of the shoes he wears? Or was it something else?Richard: You mean like hard work, dedication, that sort of thing?Father: Exactly. Just focus on your studies and forget the shoes.1. shoes2. look kind of funny3. there is still a lot of life left4. ad5. give him extra spring6.as much money7. need extra spring8. millions of dollars9.wearing the shoes 10. wear 11. for nothing 12. reach the top13. because of 14. something lese 15. hard work and dedication16. focus/concentrate on his studies 17. forgetTask 2: I’ll get a camera.One day just before closing time, John rushed into a TV store to buy a color TV set with the money he had saved for three months. The friendly shop assistant was waiting for the day’s last and 100th customer to reach his sales target for his bonus, so he warmly greeted John and showed him the various models on display. He asked John to see how sharp and colorful the imagine on the screen was. At that moment, a new commercial came onto the screen, introducing a popular brand of camera as well as some beautiful pictures it had taken. The camera and pictures attracted John. He suddenly changed his mind and told the shop assistant: “Thank you for the TV commercial. Now I have to hurry to the camera store to get that camera.”1.T2.F3.F4.T5.FTask 3: Don’t even think about it!“Don’t even think about it!”is a phrase commonly used in the United States when a person emphatically denies or refuse something.In 1995, Shaquille O’ Neal, a popular basketball player, made a Pepsi commercial in which this phrase was used. The commercial begins with Shaq playing basketball, and a little kid is watching him. Then the boy cries out the name of this basketball star. Shaq turns to see the kid with a Pepsi n his hand. He walks over to the boy and says, “Hey, can I have it?” He bends over, supposing thathis admirer will give him the Pepsi. But then the kid says, “Don’t even think about it!”This commercial was rather popular, and it had been shown on TV for about three years. The commercial seems to have a more dramatic effect than that produced by the Coca-Cola company in the 1970s. In the Coke ad a young boy meets football star “Mean” Joe Green as he is leaving the field a game. The boy gives his hero a bottle of Coke, and in exchange for the drink, the football player throws to the boy, who excitedly catches the souvenir.The phrase “Don’t even think about it!” is used on many other occasions. Visitors to New York City are often amused to see a road sign with these words: “Don’t even think about parking here.”This road sign means that people are strictly prohibited from parking there.1. A2.D3.B4.C5.CIV. Speaking OutModel 1 Who pays?Laura: Hey!Bob: Hey! Look, this is a cool TV commercial. “Things go better with Coke!”Laura: I think the Pepsi commercial is just as attractive: “The choice of a new generation!”Bob: Yeah, but the competitors are just canceling out each other’s efforts.Laura: That’s quite true. They both spend piles of money to increase their market shares, but neither gains.Bob: I’m afraid the extra costs of advertising will be passed on to the consumers.Laura: I hear that the advertising produces a good image of a product, and that leads to consumer brand loyalty.Bob: What do you mean by consumer brand loyalty?Laura: It means consumers are loyal to a certain product and keep buying it. Also, they’re willing to pay more.Bob: It seems contradictory. In other words, more sales mean lower production costs, but more advertising means higher costs to the consumer.In the end the winner is of course the company.Laura: That’s true!Now Your TurnA: Look, “Make yourself heard!” The Ericsson’s TV commercial is so cool.B: I think the Nokia’s commercial is just as fascinating: “Connecting People.”A: I’m afraid consumers will have to pay for the advertising.B: I hear that the advertisements create as a favorable on\mage of a product, and that leads to consumer brand loyalty.A: Could you explain “consumer brand loyalty”?B: I mean consumers identify with the product and keep buying it. Sometimes they’re even willing to pay more.A: It is contradictory that increases sales lead to a lower production cost per unit, but more advertising results in greater costs for consumers. The winner is always the company.B: I agree.Model 2 Beware of ads!Peter: Mind if I switch channels? Those TV commercials are killing me.Jane: How can you say that? Watch: “Take Toshiba, take the world.” Fantastic! There’s a product you can depend on. A powerful product.Peter: If I were you, I wouldn’t trust those commercials.Jane: Now, look at this McDonald’s commercials! Aren’t those little kids cute? Oh, and there’s such a warm family feeling.Peter: Just how an advertising agency wants you to see McDonald’s. you’re the target audience.When they make TV commercials, they use scientific methods to learn what you’ll like and buy.Jane: Are you telling me those darling little children biting into Big Macs are part of a scientific project to get me into McDonald’s?Peter: Advertises don’t bother with facts more. Instead they want the end-user—that’s you—to fall in love with their product.Jane: I see. So what you’re saying is, “Watch out, or commercials will take over your life.”Now Your TurnA: Shall we switch to another channel? I don’t like those TV commercials.B: Why do you think so? Look: Just do it! What a powerful product.A: I doubt it.B: Now, look at this L’Oreal commercial. The model’s skin is so smooth.A: This is what they want you to believe: use the product and you will get the same skin.B: You mean they are lying about the product? I don’t really think so.A: Advertisers now appeal to emotions, not reason. They want you to like their product.B: Well, I don’t really agree with you, but we can switch to another channel.Model 3 Are the free magazines free?Peter: Jane, what’s that magazine you’re reading?Jane: It’s one of those free magazine you can pick up around town. It’s got some pretty interesting articles in it.Peter: Wake up, Jane! It’s not free at all. Look at it: It’s all advertising.Jane: Maybe so, but if the advertising pays for the magazine, then I don’t have to.Peter: Sure you do. The cost of the ads is built into the products.Jane: Still, I think advertising serves a useful purpose. It tells me about new products.Peter: A lot of companies spend more money on advertising than on making quality products. Jane: But some commercials are really fascinating. Besides, you have the freedom to choose not to look at the ads.Peter: Well, it’s time to cook dinner.Now Your TurnA: What’s that brochure you’re reading?B: It’s a giveaway brochure you can easily find here and there. It’s got some pretty interesting things in it.A: Do you really think so? It’s not really free. Look at all the ads in it.B: Could be, but I don’t have to pay for it.A: You bet you do. The cost6oof the ads is included in the products.B: Still, I think advertising tells me about new products. It helps me in choosing what to buy.A: This is just what the advertisers want you to do.B: But some commercials are really fascinating. Besides, you’re didn’t have to believe all the ads. A: Well, let’s go swimming.V. Let’s TalkA Job Ad for a Friendly EmployeeA firm advertising for a “friendly”employee has been asked to change its wording because it discriminates against unfriendly people.Travelco, a travel agency, put in a request for a “Friendly employee” to provide food for its staff. But the Job Center in Bristol told managing director Harry Smith that he would have to remove the word “friendly” before the advertisement could be accepted.Mr. Smith said he could not believe the decision and thought it was “ridiculous.” He said: “We were told we could not use that particular word because it was discriminatory against people who looked unfriendly. We thought it was ridiculous. It’s only too natural for us to specify what kind of people we want.” He added, “The people at the center have since said they thought they had been a little over the top.”The center had made it a rule that certain words were nor allowed in ads and the words “motivated” and “enthusiastic” had been banned in the past.An official of the center said: “We do have guidelines of not using personality characteristics in advertisements to ensure that there is no discrimination in the process.”She added: “We should leave the dispute to the local judges. They’ll make the final decision. It’sVI. Furthering Listening and SpeakingTask 1: Banning Cigarette AdsNancy: Hey, Robert, what do you think about cigarette ads?Robert: They’re disgusting. Many countries have banned tobacco ads completely.Nancy: I heard in the States advertises are not allowed to show young people smoking cigarettes, neither are ads targeted at youth allowed.Robert: But advertises keep finding ways around the law. Some years ago one cigarette ad showed a deer smoking, but it was dressed in a university sweater. Obviously the ad is trying to attract young people.Nancy: In order to increase sales, they have to make smoking appealing to young people. Make them think it’s cool.Robert: Right. Cigarette manufacturers need to keep bringing in new customers. The old ones are dying of lung cancer.Nancy: Good point. Our Student Union should do some publicity against smoking in campus. Robert: I couldn’t agree more.1.They have banned tobacco/cigarette ads completely.2.Advertisers are not allowed to show young people smoking cigarettes.3.They keep finding ways around the law.4.They must keep bringing in new customers, as the old ones are dying of lung cancer.5.IT should do some publicity against smoking on campus.Task 2: A Radio CommercialAre you looking for appliances or furniture to give new life to your home?Look no further! Here at Frontier Furniture, we have everything you need to give your home a new look and feel. Stereos, video machines, refrigerators, dining tables, washers and dryers. You name it; we have it! Low on cash? We have an easy rent-to-own plan that will put you on your favorite sofa tonight. Big color TVs cost only two hundred and twenty-five dollars; digital pianos staring at three ninety-nine ($399); king size beds from two hundred and fifty dollars. Free delivery on all major appliances.So come on down to Frontier Furniture. Located downtown two blocks east of city hall, across from Union Square. We’re open daily from 10:00 AM to 9:30 PM. So, come on in, and let us make your dream home a reality.1.F2.F3.T4.F5.TTask 3: An Introduction to AdvertisingAdvertising has become increasingly specialized in modern times. In today’s business world, supply usually outnumbers demand. There is great competition among different manufacturers of the same kind of product to attract customers to their product. They always have to remind the consumer of the name and the qualities of their product. They do this by advertising. The manufacturers advertise in the newspapers and on posters. They sometimes pay for songs about their product in commercial radio programs. They employ attractive salesgirls to distribute samples. They organizes competitions, with prizes for the winners. They often advertise on the screens of local cinemas. Most important of all, in countries that have television, they have advertisements put into programs that will accept them. Manufacturers often spend large sums of money on advertisements. Sometimes they even spend more on ads than on the products themselves. We usually think so because of the advertisements that say so. Some people never pause to ask themselves if the advertisements are telling the truth.1.A2.C3.B4.D5.DSpeakingInfluence of a High-Profile StarJill: Hey, isn’t that the same jacket the soccer star Roberto wears in that magazine ad? Robert: The very same one indeed. Even the same color.Jill: But his would have bigger pockets to hold all the money the company pays him to wear it. Robert: You’re just jealous. Wait a sec. I’m going to try it on. It seems to fit me pretty well.Jill: You make me sick. You fall for every ad you see.Robert: Not at all. I want to buy it just because I like it.Jill: Sure you do. It and Roberto.。

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

Video 1H: Well, Mr. Aubrey, let's move onto next point, shall we?A: OK. It's the question of the delivery date.H: What's your deadline?A: September 20th. We really have to insist on that because we havea very strict timetable.It's essential for us to have it before the 30th, otherwise...H: Yes, of course, but let me explain the position.A: OK, go ahead, please.H: As you know, we had a disastrous hurricane here last month andpart of our workshop was damaged.That halted production for 10days.A: Yes, you told me.H: So, eh, there's a backlog of orders to fill.A: I understand but...H: We're working at full capacity, but the earliest delivery date wecan make is the last week in September.A: I'm afraid that's not good enough.H: Why not?A: The engines have to be installed after we receive them. That takestime.I do hope you'll appreciate our position, Harry. Can't you arrangedelivery for September 20th?H: Mm! We can try but we can't guarantee it.A: If not the 20th, then when?H: We can guarantee September 25th.A:Why the 25th?H: That's the date the ship is scheduled to arrive.We can't make an earlier shipment because production won't be complete in time.A:Let me see,it'll take about a week for onward transport to the destination until the 5thof October.H: Yes, I'm sorry. We can try to meet an earlier date but I don't holdout much hope.A:OK,let's make it the 25th.But we must install absolutely on September 25thas the last possible date.H: Fair enough.A: All right, then. Let's make it the 25thof September.But if it is possible earlier then all the better.H: Of course. You can count on me. I'll do my best.Video 2B: Hello, Ms. Lester. Haven't seen you for a long time.L: Hello, Mr. Backer. Nice to meet you again.Unfortunately,we have a problem!I've just received a fax from my head office and it seems there may have been some misunderstanding about our last order.B: Oh dear, what seems to be the problem?L: The consignment arrived at the port yesterday on time, but whileunloading, we noticed the goods were not the A1 quality we order.B: Really! Oh, I'm terribly sorry. Something must have gone wrong.Let me check this on the computer...Er...Oh dear,yes,I'm afraid there's been a slip-up in our Shipping Department.I'm very sorry. It's certainly our fault.Mm...What would you like us to do about it?L: Well, we can keep this delivery and try to find another buyer forit.But of course,we'd need a price adjustment,say a 25%reduction on the lot. And we'd need a now delivery of A1 quality dispatched immediately.B: That sounds fair enough. Thank you. But justlet me check our stock position...Yes,we can ship a delivery of A1quality by the first available steamer.Let me see,yes,actually there's one scheduled for the day after tomorrow.We'll make an immediate arrangement for the shipment.L: OK. that'll be fine. Let's hope the steamer arrives on schedule andwe can have the goods by the middle of next month.B: We'll keep in touch with the shipping company and let you knowif there are any problems.L: Good. Thank you.B: Ms. Lester, thank you very much for your cooperation.L: We hope you'll help us out if we're in difficulties sometime in thefuture.B: Yes, of course. Whenever you need us, we'll try our best to help. That's a promise.。

新视野大学英语第三版第二册视听说答案Unit 1SharingTask 2(1) new things(2) At the moment(3) quite difficultTask 31, 3, 7, 8Task 41. (1) ever learned2. (1) a combination3. Learning to drive4. (1) nine cases5. French6. hatedListeningTask 2Activity 1e-c-a-g-d-h-b-fActivity 2(1) speak(2) saying the wrong(3) native speakers(4) pronunciation(2) found (2) body movements (2) by most standards(5) talking to himself(6) making mistakes(7) listening skills(8) listeningActivity 31. (1) embarrassed2. anything you like3. (1) voice4. (1) how it sounds5. on the Internet6. sound likeViewingTask 2Activity 1BABAActivity 2DABADTask 2Activity 11Activity 2G：1, 3, 5(2) hear (2) pronunciation (2) the news (3) English television R：2, 4, 6, 7Activity 31. (1)2. (1)3. (1)4. (1) you should eat should not spend Why don't it's a good (2) (2) (2) (2) a good You're am not sure that's suppose so ConversationsTask 1BDDCATask 2CDACPassageTask 1DACDTask 2(1) alternative(2) numerous(3) traditional(4) academic(5) countryside(6) athletes(7) take advantage of(8) Secondary(9) in a collective effort(10) serve asUnit 2SharingTask 2(1) different countries(2) home(3) places(4) culturesTask 31, 4, 5Task 41. mature2. airport3. theater5. culture6. languageTask 5b-a-d-f-c-eListeningTask 2Activity 11. slowly sinking2. two and a half3. try and stop4. temporary5. permanentActivity 23, 4, 5ViewingTask 2Activity 1DBBCDActivity 21. busy2. bars3. friendliness4. elegant5. views6. (1) beaches (2) cheap7. (1) changing (2) sunset8. criedRole-playTask 2Activity 13Activity 2(1) trying to(2) takes(3) looking for(4) right way(5) the first left(6) until you reach(7) get to(8) Is it far(9) Go left(10) on the left Presenting(1) isolated(2) far(3) plane(4) three months(5) culture(6) way of life(7) speak to(8) find out(9) history(10) dreams Conversations Task 1 ADBCDTask 2ADCAPassageTask 1DABDTask 2(1) scared(2) perceive(3) negative(4) result in(5) lose faith in(6) goes down(7) depressed(8) preferably(9) adapt(10) revealUnit 3SharingTask 2(1) concerts(2) a bar(3) bandTask 31. (1) keep fit2. (1) small children3. (1) eating and drinking4. (1) friends around5. (1) love to read6. (1) playing the guitar Task 4 1, 6Listening(1) free art exhibition(2) a concert(3) dinner(4) bus home(5) museum(6) paintings(7) entertainers(8) comedy(9) comedy club(10) Covent Garden(2) theater (2) seeing friends (2) houses (2) a jazz club (2) oil painting (2) watching films ViewingTask 2Activity 1(1) sightseeing(2) beach(3) get away from(4) relaxing(5) a dozen(6) fantastic(7) attitude(8) perfectActivity 2BAABABActivity 3c-e-f-b-a-dRole-play Task 2Activity 1(1) Book a table(2) 4(3) Saturday(4) 10 o'clock(5) two tickets(6) Starr(7) June the fifth(8) June the ninth(9) dinner with friends(10) eight-thirty(11) Saturday(12) dinner tonight(13) 098845673Activity 2(1) repeat(3) catch(4) slow down(5) speak upPresentingTask 1Activity 1e-d-b-f-a-cActivity 2b-a-c-e-dConversations Task 1 DCCBCTask 2DAADPassage Task 1AADDTask 2(1) objectives(2) farthest(3) recognized(4) separated into(5) involves(6) is referred to(7) life-threatening(8) designed(9) endurance(10) putting themselves at riskUnit 4Sharing Task 2(1) finding out(2) a normal person(3) feel about fame Task 3 2, 3, 4Task 41. exciting2. worthwhile3. a model4. real fame5. invention6. in the street Task 5b-a-c-f-e-dListeningTask 2(1) advertising(2) enjoy the job(3) travel(4) chance(5) go traveling(6) a doctor(7) have time(8) play the piano(9) writing songs(10) make more time ViewingTask 2Activity 11. (1) the attitude2. speed3. (1) Formula One4. ambitious drivers Activity 2(1) speed(2) survive(3) October(4) richest(5) track(6) bank(7) glory(8) better(2) the talent (2) big guys Activity 3(1) 7(2) 4(3) everythingRole-playTask 2Activity 1(1) White House(2) tomorrow afternoon(3) a space flight(4) next week(5) her husband(6) 80(7) three or four(8) organize(9) this weekend(10) restaurant service(12) Paris(13) directions(14) bookActivity 2R：1, 2, 4 O：3, 5, 6 PresentingTask 11. South Wales2. a rock star3. his dream4. (1) drum kit(2) write songs5. apart from ConversationsTask 1BBCDDTask 2ABBDPassageTask 1BDACTask 2(1) commentators(2) exaggerated(3) focus on(4) lead an active life(5) laid the foundation(6) annual(7) a series of(8) advocating(9) abolish(10) influentialUnit 5SharingTask 2(1) cities(2) mix of people(3) peace and quiet Task 3d-e-a-c-f-bTask 41, 2, 5Task 52. get round3. (1) on the go (2) take time out (3) missing out4. green transport5. (1) crimeListeningTask 2(1) shopping(2) good nightlife(3) safe(4) cheap(5) terrible(6) restaurants(7) fantastic(8) fast(9) green(10) crowded(11) friendly(12) atmosphere(13) clean(14) safe(15) see(16) do(17) beautiful(18) perfect(19) culture(20) too muchViewingTask 21. a combined age2. (1) forgotten(4) 16 times(2) committing crimes (2) stuck indoors (5) closure (3) felt right (6) meet3. 404. (1) available online (2) 2 million Role-playTask 2Activity 1Conversation 11. a hotel2. The air conditioning3. send someone upConversation 21. a restaurant2. (1) 20 minutes (2) the service chargeConversation 31. a train station2. an hour3. wrong type of snowActivity 2C：1, 2, 5 R：3, 4, 6 Conversations Task 1AABADTask 2AADBPassage Task 1BDCDTask 2(1) join up(2) reaction(3) makes increasing sense(4) sustainable(5) aims(6) monitored(7) access to(8) experimenting with(9) eye-catching(10) commutingUnit 6SharingTask 2(1) a researcher(2) gets too busy(3) relax(4) flatTask 33, 4Task 4c-e-a-d-b-fListeningTask 2(1) a free bus(2) a dentist(3) Lunch(4) a cheap(5) a surprise holiday(6) free coffee(7) bring their children(8) free drinks(9) go fishing(10) all the fishViewingTask 2(1) traveling to work(2) live abroad(3) cheap houses(4) an online map company(5) working(6) drive(7) 700(8) 38 pounds(9) quality of life(10) the trafficRole-playTask 2Activity 11, 3Activity 21. like2. can't stand3. absolutely love4. (1) don't like5. don't mind6. keen on7. hate8. (1) not very keen on(2) prefer (2) want to bePresenting Task 1 Activity 11. (1) shaped2. (1) personal3. at home4. beautiful website (2) faces (2) special message Activity 2 c-e-a-b-d Conversations Task 1 BDACC Task 2 ADBBPassage Task 1 BBADTask 2(1) evaluate(2) compensation(3) negotiating(4) confirm(5) schedule(6) circumstances (7) turn down (8) start over (9) work out (10) informedUnit 7SharingTask 2(1) enjoy(2) live without (3) plan my life(4) listening to musicTask 3b-e-f-a-d-cTask 51. (1) on it all the time2. (1) my laptop3. beyond that4. (1) computer(2) my husband(2) phone (2) Internet(3) essentialListeningTask 2 Activity 11, 2Activity 21. on the Internet2. videos3. (1) a break4. reading books5. (1) the computer(2) someone in the office (2) sports and going out(3) looking through (3) live in the real worldViewingTask 2 Activity 11, 4Activity 2CBDDCRole-playTask 2 Activity 1Reasons(1) all the time (2) texting(3) watch much television (4) terrible (5) for work(6) an emergency (7) a problem with (8) go on the Internet (9) Someone else Activity 2Speaker 1：c-a-b Speaker 2：b-a-cPresentingTask 1(1) 2(2) near the sea(3) real achievement (4) 12(5) talked online (6) hello (7) lonely (8) a new girl (9) bored(10) my real friends (11) a club(12) good-looking(13) start talking to him (14) on the dance floor (15) haven't been dancingConversationsTask 1BCDDCTask 2BBACPassageTask 1DAADTask 2(1) response (2) illegal(3) in charge of (4) consequently (5) relied heavily on (6) linked to (7) anticipate (8) familiar with (9) remedy (10) betrayingUnit 8SharingTask 2(1) come from(2) most of my family(3) talking to peopleTask 3c-e-a-f-b-dTask 41. (1) height2. (1) my sister3. (1) a younger version4. quite calm5. (1) my brothersTask 52, 6(2) same traits (2) similar to (2) organized (2) quite different (3) think about things (3) mathematical (3) louderListeningTask 2(1) 1689(2) advisor(3) soldiers(4) sailors(5) dull(6) incredibly(7) surname(8) great funViewingTask 2(1) islands(2) There are no rules(3) an account(4) a digital(5) male(6) half animal(7) edit(8) short(9) face(10) features(11) pick(12) personality(13) online stores(14) over three million(15) chatRole-playTask 2Activity 1Conversation 11. speaking and listening2. conversationConversation 21. summer camp2. Different agesConversation 31. online classes2. demandingActivity 2(1) So for me the most important thing is to(2) I suppose I'd have to say(3) In my opinion(4) One thing I'd like to say is that Presenting Task 1Activity 1(1) BBC breakfast TV(2) hair color(3) businesswoman(4) personality(5) buildingActivity 21, 3, 4, 5, 6Conversations Task 1 BCCDA Task 2 CDAB Passage Task 1 CCABTask 2(1) infancy(2) assumed(3) inherited(4) rooted in(5) fairs(6) compensate for(7) cement(8) witness(9) exposed to(10) contributed to Unit test PartⅠ BBCCB PartⅡ BDAA PartⅢ BCCAA PartⅣ(1) kicked out of(2) hang out(3) involved(4) useless(5) failure(6) fell in love with(7) positive(8) especially(9) took off(10) succeed“”“”At the end, Xiao Bian gives you a passage. Minand once said, "people who learn to learn are very happy people.". In every wonderful life, learning is an eternal theme. As a professional clerical and teaching position, I understand the importance of continuous learning, "life is diligent, nothing can be gained", only continuous learning can achieve better self. Only by constantly learning and mastering the latest relevant knowledge, can employees from all walks of life keep up with the pace of enterprise development and innovate to meet the needs of the market. This document is also edited by my studio professionals, there may be errors in the document, if there are errors, please correct, thank you!。

新视野商务英语视听说下Unit 1 A Factory TourPartⅠ: warm-up(1)eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPartⅡ: listening practiceTask1(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.(1)aerospace (2)manufacturer (3)services (4)showcase (5)production(6) various (7) producer (8) advanced (9) globe (10) leader2.(1)～(5) F F F T FPartⅢ1. (1) c (2) b (3) c (4) a (5) a2. (1)6000units (2) only 1%(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.PartⅣ1(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)932(1)20～30 (2)13 (3)15 (4)30～45PartⅤ1. (1) c (2) b (3) c (4) c (5) b2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory. PartⅥ1.The correct order is: d-g-e-a-c-h-b-f2.(1)history (2)first (3)consumed (4)manufacturing (5)secrets Unit 2 Trade FairsPart Ⅰ(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc. (3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.Part ⅡTask1(1) F (2) F (3) T (4) F (5) F (6) TTask2(1)domestic (2)suppliers (3)Customer (4)value (5)services(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date2. (1) new (2) reputation (3) world (4) range (5) latestPart Ⅲ1. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibition (6) arena (7) facilities (8) conjunction2. (1) c (2) b (3) c (4) c (5) a (6) bPart ⅣJohn: (3) (2)Mr. Robbins: (1) (4) (5)2. (1) c (2) b (3) c (4) aPart Ⅴ(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volumePart ⅥQuestion 1: Miss Stewart, why did you want to exhibit in North America? Question 2: How did you choose the right one?Question 3: What did you do to prepare before attending the trade fair? Question 4: How were you able to exploit your business opportunities and generate new business?Question 5: What did you do after the trade fair?2. (1) a (2) c (3) b (4) a (5) bUnit 3 Marking EnquiriesPart Ⅰ(1)Ask for morn information concerning the product in the advertisement inyesterday’s New York Times.(2)Jackson Brothers(3)If I am the receiver, I will send the latest catalogue to the writer and answerall the questions that interest him.Part ⅡTask1 (1) C (2) B (3) ATASK21. (1) General (2) articles (3) Specific (4) content (5) specifications2. (1) steel screws in all sizes(2) CIF(3) Because the supplier is able to supply larger quantities at more attractiveprices(4) The supplier’s offer.Part Ⅲ1. (1) b (2) c (3) b (4) c2. (1) Export (2) Merchandise (3) flight (4) Production(5) 10 o’clock (6) sample (7) evaluated(8) purchasesPart Ⅳ1.(1) speedboats (2) price quote (3) around the corner (4) pay2.(1) US$6500 (2) 10% (3) shipment (4) US$7850Part Ⅴ1. (1) F (2) T (3) F (4)T2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income.Part Ⅵ1.(1) c (2) a (3) c (4) b (5) c2.Agents need to be paid for their work. Sometimes they are paid a percentage ofthe order but that hardly induces them to negotiate low prices. Therefore, agentsare usually paid commission. This may be paid by the seller or by both seller and buyer.Unit 4 Negotiating PricesPart Ⅰ(1)listen (2) speak (3) interrupt (4) ask questions (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart ⅡTask1(1)discount for bulk (2) minimum quantity (3) early-settlement discount(4)commission (5) contract, unit priceTask21.(1) T (2) F (3) T (4)F (5) F2.(1) FOB (2)agents (3)extra (4)Korean (5)exceptionsPart Ⅲ1.(1) b (2) a (3) c (4) a (5) c2.A: We are very interested in your X358 MP4 and are thinking of making a trialorder of 10000 pieces. What price can you offer us?B: As this is our first business, we can provide you with some preferential terms.How about $40 per piece?A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?B: Well, that’s a tough deal. However, since we’re going into a long-termrelationship, maybe we can try to reach that bottom line for you.Part Ⅳ1.(1) b (2) c (3) c (4) b (5) a2.(1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part Ⅴ1.(1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year2.Sample dialogue:A: Mr. Brown, I’m anxious to know about your offer.B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.A: That’s a steep price! It’ll be difficult for us to make any sales.B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.B: OK. Then we’ll make it 28 pounds for this order. Is that ok?A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.B: Good, we can talk about further reductions later when we see how business is developing between us.Part Ⅵ1.(1) F (2) T (3) F (4) F (5) F (6) T (7) F2.(1) the quality of our product is much better than that of other suppliers(2) We can talk about that later.(3) if you can give me best price for this first order, we can start along-term relationship.(4) That really leaves us with nothing.(5) I’ll make that concession.Unit5 Placing an OrderPart Ⅰ(1) negotiate (2) accept and confirm an order (3) sign the contract(4) confirm the order (5) confirm further ordersPart Ⅱ(1) is a request to supply a specified quantity of goods(2) an enquiry with subsequent quotations(3) printed order forms(4) description, quantities, mode of packaging(5) agreed upon in previous negotiations(6) are legally bound to fulfill their agreement(7) at the agreed time(8) accept the goods supplied and then pay for themTask21. (1) F (2) F (3) F (4) T2. (1) b (2) c (3) a (4) bPart Ⅲ1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.2.A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?B: Yes, that’s right. What can we do for you?A: We’re a Nigerian company, and we’re looking to order some clothes.B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?A: Sweaters and skirts. But would you please first tell me your minimum order? B: Our minimum order is set at 5000 pieces.A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it shouldn’t be a problem.A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?B: OK. How about item 18?A: The size is ok with item 18. But we want to order both light and dark colours. Part Ⅳ(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logoPart Ⅴ1. (1) acd (2) d (3) c (4) c2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?A: What do you suggest?B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.A: Would you please tell me the difference?B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same asthe DSC-T5.A: That sounds good. What about their prices?B: The DSC-T5 is $349.95 while the T7 is $449.95.A: I see. Would you be able to provide me with 500 of each?Part Ⅵ(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks(10) confirmed irrevocable (11) 15th (12) Quality & QuantityUnit 6: Terms of PaymentPartⅠA Japanese YenB United Stated DollarC Pound SterlingD European DollarE Korean WonF Canadian DollarPart ⅡThe correct order is: c-a-b-e-dTask21. (1) b (2) a (3) b (4) c2. (1) collection (2) Documents against Payment (3) Documents against Acceptance(4) expenses (5) procedures (6) actual payment (7) collecting (8) non-paymentPart Ⅲ1. (1) b (2) c (3) a (4) c (5) c2. A: since we have reached an agreement on the price, quality, quantity and packagingof the product, now let’s get down to talk about payment, ok?B: Good idea, what terms of payment would you prefer?A: Actually, on L/C payment is our general practice.A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.A: It’s also the generally accepted international practice.B: That’s right. L/C are very common in foreign trade.B: But this time we suggest D/P payment for the following reasons:B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!A: That sounds good. But we still prefer an L/C since it’s our general practice. A: Do you think you could apply for one?Part Ⅳ1. The correct order is: a-i-e-g-b-f-c-j-d-h2. (1) lump sum payment (2) payment by installment (3) cash on delivery(4) advance payment (5) 25%, final acceptance (6) one monthPart Ⅴ1.(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.(2) Ask how often these problems occur and how long faults generally last.(3) Ask for cheque and postage details(4) Ask for the name and address of their debtor and the expected date of payment(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately2.A: Hello, Becker here.B: Good morning, Mr. Becker. This is Mary Wang.B: I’m sorry to ring you like this.A: That’s all right.B: Did you get the invoice as well?A: Yes, yesB: But the payment of the invoice sent to you has not yet been made.A: Yes, money is very tight at the moment, you see.B: Yes, I think I know what you mean. We have a similar problem.B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would naturally prefer not to have to go so far.A: So what do you suggest we do about the money we owe you?B: Well, please try and send the cheque before the end of the month.B: That’s one more week.A: Thank you, we will do our best.B: We hope to keep you as a regular customer despite any troubles you may have. A: Thank you very much for being so understanding. Goodbye.B: Bye.Part Ⅵ(1)SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 datedJanuary 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools(8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12)beneficiary’s (13) 15 days (14) SB-87654 (15)draftsUnit 7 DeliveryPart Ⅰ1.□time of establishment of the L/C□availability of shipping space□supply of raw materials□amount of orders to fulfill at the producer’s side2.(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.Part ⅡTask1(1)one month after we signed the contract(2)the shipping agent, get the necessary shipping apace(3)Our supplier, the supplier is short on materialsTask21.(1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)their stocks2.(1) at the beginning of November (2) before end of September for the Christmasrush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of OctoberPart ⅢConversation 1: 3 months after the contract is signed, NoConversation 2: July, mid-June, no shipping spaceConversation 3: by the end of September, YesPart Ⅳ1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last possible shipment date.2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possiblePart Ⅴ1. (1) c (2) c (3) a (4) b2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.Part Ⅵ1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.2. (1) T (2) F (3) F (4) T (5) FUnit 8 Complaints and ClaimsPart Ⅰ(1)damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership(7)invoicePart ⅡTask1(1)defective items (2) insurance, shipping (3) pay compensation (4) provide areplacement, return the money (5) ask for compensationTask2(1)order (2) breakage (3) 30% (4) withholding payment (5) call me back(1)Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back (5) 0181-993 421 (6) 5:30Part Ⅲ1.Appropriate responses: 1-3-4Inappropriate responses: 2-52.(1) c (2) a (3) b (4) c (5) bPart Ⅳ(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperationPart Ⅴ1.(1)A: The quality is different from that of the approved samples(2)A: The pictures of products with the wrong colour(3)A: Send the replacement(4)A: Send the replacement immediately(5)A: No2.A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.B: Well, do you have any evidence?A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.Part Ⅵ1.(1) juice (2) HY08/33 (3) Hamburg (4) PICC2.(1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.(3) Turn to the insurance company for compensation.Unit 9 MarketingPart Ⅰ Warm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategyPart Ⅱ Listening PracticeTask1The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customersThe Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaignsThe Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ supportThe Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profitsTask2(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budgetPart Ⅲ1.Checklist: a- c-d-f-g2.Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part Ⅳ1.Checklist: a-c-d-e-g2.(1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net(9) fashion magazinesPart Ⅴ1.(1) c (2) b (3) c (4) a2.Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions? Man: Yes. Go ahead.Agent: Do you have any insurance protection for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two children and me.Agent: Does your wife work?Man: No. She takes care of the children at home.Agent: Then you’re the only breadwinner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?Man: Mm… I can only hope that won’t happen?Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.Man: That sounds reasonable. Can you explain the details?Agent: Sure.Part Ⅵ(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited selection dishes.(5) YesUnit 10 AdvertisingPart ⅠAmway: outdoor billboard, TV commercialEsprit: fashion magazinesIKEA: cataloguesNestle: TV commercials, magazinesMc Donald’s: sports sponsorship, outdoor billboards, TV commercialsSony Ericsson: outdoor billboards, magazinesStarbucks coffee: word of mouthVolkswagon: magazines, TV commercials, outdoor billboardsPart ⅡTask1(2)E (3) A (4) G (5) D (6) B (7) FTask21. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers2. (1) a (2) c (3) bPart Ⅲ1.Leaflets & flyers: local shops & fitness clubsShowrooms: Nokia, ToyotaSports sponsorship: Coca-cola, BenzRadio advertising: local restaurantsTV commercials: Amway, Mc Donald’sThe Internet: IBMMagazines: omega, DellOutdoor billboards: China Unicon, Petro China2.(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people Part Ⅳ1. sponsorship; posters; radio; TV commercials2. (1) c (2) b (3) a (4) c (5) aPart Ⅴ1. b-e2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part Ⅵ1. Automobile, Marmalade, Furniture, Ice cream2. (1) c (2) a (3) d (4) b。

新视野大学英语视听说教程第2册答案〔全〕辞去〔工作、职位等〕Se-Jin: Why not save up for it? △Lia n. 莉亚〔女名〕John: The stores have allstuff on a huge sales promotion right now. I couldsave at least 30 percent! S-Jin: John, I’d lend you money if you were in a jam. But a new stere o isn’t an emergency. 个人数码助理John: Then I’m afraid I haveto find someone who is more easy-going. 习惯了的unbearable adj. 难以忍受的；Now Your Turn courtyard n. 院子；庭院；天井A: Hi, I was trying to catch up with you. B: What happened? aircraft n. 飞行器；航空器；飞机A: Money had burned a hole in my pocket. You usually have some savings. I wonder if you can lend me some money? B: You’re daydreaming. I’m short ofmoney myself. A: Look, I want to buy a digital camera,and I’m only short of 150 bucks. leave…alone 不管；别惹；让……一个人B: Why not save towards it? A: The camera is on sale right now. This can save me almost25 percent. disadvantage n. 不利条件；不便之处B: Well, I’d lend you the money if you were in real redouble. But a new camera isn’t urgent. turn one’s back to 背对；。

新视野商务英语视听说第三版下册第七单元答案1、The famous writer, _____ writings for China Daily I appreciate a lot , is invited to give a speech in our university. [单选题] *A. thatB. whose(正确答案)C. whomD. who2、72．—? ? ? ? ? ? ? ? ? ? ? ??—Yes, please. I want a sweater. [单选题] *A．How muchB．Can I help you(正确答案)C．Excuse meD．What will you take3、Nick got out of bed and _______ a shower. [单选题] *A. practicedB. took(正确答案)C. didD. made4、Since the war their country has taken many important steps to improve its economic situation. [单选题] *A. 制定B. 提出C. 讨论D. 采取(正确答案)5、--What’s the weather like today?--It’s _______. [单选题] *A. rainB. windy(正确答案)C. sunD. wind6、The rain is very heavy _______ we have to stay at home. [单选题] *A. butB. becauseC. so(正确答案)D. and7、We haven't heard from him so far. [单选题] *A. 到目前为止(正确答案)B. 一直C. 这么远D. 这么久8、( ). The old man enjoys ______ stamps. And now he has1300 of them [单选题] *A. collectB. collectedC. collecting(正确答案)D. to collect9、_______ songs is my favorite. [单选题] *A. To Singing EnglishB. Singing English(正确答案)C. Singings EnglishD. Sing English10、67．—What can I do for you?—I'm looking at that dress.It looks nice.May I ________？[单选题] *A．hold it onB．try it on(正确答案)C．take it offD．get it off11、_____ to wait for hours,she brought along a book to read. [单选题] *A. ExpectedB. Expecting(正确答案)C. ExpectsD. To expect12、Will you be able to finish your homework _______? [单选题] *A. by the timeB. in time(正确答案)C. once upon a timeD. out of time13、John is quite _______. He likes to attend activities in?his spare time. [单选题] *A. active(正确答案)B. quietC. lazyD. honest14、33．Will Mary's mother ______ this afternoon? [单选题] *A．goes to see a filmB．go to the filmC．see a film(正确答案)D．goes to the film15、The classmates can' t（）Alice from her twin sister. [单选题] *A. speakB. tell(正确答案)C. talkD. say16、36．The students will go to the Summer Palace if it __________ tomorrow. [单选题] * A．won’t rainB．isn’t rainingC．doesn’t rain (正确答案)D．isn’t rain17、—Can you play tennis?—______. But I can play basketball.（）[单选题] *A. Yes, I canB. Yes, I doC. No. I can’t(正确答案)D. No, I don’t18、--Is that the correct spelling?--I don’t know. You can _______ in a dictionary [单选题] *A. look up itB. look it forC. look it up(正确答案)D. look for it19、83．The school is? ? ? ? ? ? ?the hospital. [单选题] *A．withB．intoC．ontoD．opposite(正确答案)20、If you want to _______, you’d better eat more healthy food and do more exercise. [单选题] *A. keep fatB. keep calmC. keep healthy(正确答案)D. keep on21、Your homework must_______ tomorrow. [单选题] *A. hand inB. is handed inC. hands inD. be handed in(正确答案)22、Since we have _____ money left,we can't afford the expensive computer. [单选题] *A. a littleB. a fewC. little(正确答案)D. few23、They will hold the party if they _____ the project on time. [单选题] *A. will completeB. complete(正确答案)C．completedD. had completed24、39．—What do you ________ my new dress?—Very beautiful. [单选题] * A．look atB．think aboutC．think of(正确答案)D．look through25、He made ______ for an old person on the bus. [单选题] *A. room(正确答案)B. roomsC. a roomD. some rooms26、Thank you very much. You gave us ____ our factory needed. [单选题] *A. informationB. informationsC. the information(正确答案)D. the informations27、This is not our house. lt belongs to _____. [单选题] *A. the Turners'B. the Turners(正确答案)C. Turner'sD. Turners28、It’s reported that there are more than 300?_______ smokers in China. [单选题] *A. million(正确答案)B. millionsC. million ofD. millions of29、This pair of shoes only _______ me 10 yuan. [单选题] *A. spentB. tookC. paidD. cost(正确答案)30、（）, it would be much more sensible to do it later instead of finishing it now. [单选题] *A. FinallyB. MildlyC. Actually(正确答案)D. Successfully。