商务英语视听说

Unit1 Meeting and Greeting PeopleModule 2 Video Watch（先睹为快）Hi-tech cameras track shoppers to help companies better market products.Key Words and Expressions1.retailer n.零售商人2.grab v. 抓3.psychology n.心理学，心理状态4.merchandise n.商品，货物5.a short fuse 比喻人们易于烦躁或焦虑6.queue n.行列，长队，队列；vi. 排队，排队等待I .Interactive Activities（互动练习）Direction: Watch the video clip for the first time and discuss the following questions or topics with other students orally.1.What are the major problems with the shopping centers in your own experience?2.Do you think it is necessary to install Hi -tech cameras to track shopping behaviors?3.In your opinion, are there any other alternatives to solve the problem in this video clip?II .Spot Dictation(听写练习）Direction:Watch the video clip carefully and fill in the blanks with the missing words.Smile, you’re on consumer behavior camera. No surprise that you’ll likely be (1) videotaped while holiday shopping, but it’s not all for (2) _security__. Some of it is for market research. Retailers are tracking you to learn how you shop.“Where are people, shoppers, spending time? What is grabbing their attention? Are they having to wait too, too long for customer service at different points?”Consumer behavior analysis, it’s part (3) observation, part science, part technology and a bit of psychology. Rajeev Sharma’s software turns (4) images of customers working their way through stores into hard (5) data, allowing retailers to take fast action if things aren’t working out.“You can move around the merchandise to position of products so that it, it, it creates the right (6) sequence, and right products in front of the right people in the right time.”With the holiday shopping crunch, retailers know their customers have short fuses, and crowd hassles don’t help.“And you can create this kind of maps, the hot spots and the cold spots. These are extremely important because there’s no number. By just looking at this, this colored-coded map, you can see which (7) portion of this store i s receiving more attention.”And that helps retailers decide where to place display units.“After browsing, decide to interact with it, as in read labels or, or, or you know, experience it more. And finally, of course, what every product and retailer, er, the product manufacturer and retailer want you to drop it into your basket.”But it’s not all creative marketing; traffic jams at (8) checkout are often the biggest problem.“What this shows is a, is a line-forming, and something that you are very familiar with in this, this season.”Best Buy is using its own research to try to (9) shorten those lines.“We now deploy a queuing system in our stores, where all customers, they wait in a queue, and we have someday there directing traffic, so you don’t get (10) caught in the wrong line, which drives people crazy.Module 3 Listening Tasks（习耳攻听）I .Long ConversationsDialogue 1Mr. Wells, a US sports businessman, and his assistant, Ms. Porter, are visiting Shanghai. Ms. Li Xia and Mr. Wang Ping, officials from Shanghai Sub-council of CCPIT, are at the airport to meet them.Exercise 1Listen to the conversation and answer the following questions.Question 1: What is the relationship between Mr. Wells and Ms. Porter?Mr. Wells is the boss and Ms. Porter is his assistant.Question 2: Who is there to meet them?Ms. Li Xia and Mr. Wang Ping from Shanghai Sub-council of CCPITQuestion 3: Is it Mr. Wells’s first visit to Shanghai? Is it his first visit to China?It is his first visit to Shanghai, but not the first visit to China.Question 4: What did Ms. Porter come to Shanghai for last year?She came to shanghai to initiate an investment project and attend a trade fair Exercise 2Listen again and fill in the missing words with what you hear.Li: (1) Excuse me, but are you Mr. Wells from the U.S.?Wells: Yes, I’m John Wells. (2) You must be from CCPIT?Li: Yes, I’m Li Xia. (3) Nice to meet you Mr. Wells. (4) And this is Mr. Wang Pin, head of Foreign Investment Office.Wang: (5) How do you do, Mr. Wells? (6) I am very glad to meet you.Wells: Glad to meet you too, Mr. Wang. This is Ellis Porter, my assistant.Porter: How do you do? (7) Welcome to Shanghai..Wells: (8) It’s very kind of you to invite us to Shanghai and come to meet us at the airport. Wang: Not at all. (9) I hope you’ve had a good flight.Wells: Oh yes. The view of Shanghai is (10) lovely from the plane.Wang: I hope (11) you’ll enjoy your stay here in Shanghai.Wells: Thank you. (12)I’m sure we will.Li: Our car is waiting outside. I think you’d like to (13) take a rest to (14) overcome the jet lag.(15) Shall we go to the hotel first?Wells: Yes. It’s very (16) considerate of you.Li: (17) This way, please. We are going to take you to the Hilton Hotel.精彩点评1.对第一次见面的客户，为了显示尊重，我们最好用比较正式的语气打招呼，如“Glad tomeet you”, “How do you do？”等。

商务英语视听说大纲
商务英语视听说大纲主要包括以下内容：
1. 课程简介：商务英语视听说是一门商务英语专业的核心课程，旨在培养既具备英语能力，又掌握商务知识和技能的应用型涉外人才。

2. 教学目标：该课程的教学目标是使学生能够掌握商务场景下的英语听、说、读、写、译等技能，并了解国际商务惯例和跨文化交际知识，提高学生的实际应用能力和跨文化沟通能力。

3. 教学内容：教学内容以商务活动为主题，包括市场营销、贸易实务、商务谈判、国际支付与结算、国际商法等方面。

通过真实场景模拟、案例分析、角色扮演等形式，使学生能够深入了解商务实践和跨文化交际中的实际问题和挑战。

4. 教学方法：采用多种教学方法相结合的方式，包括课堂讲授、案例分析、小组讨论、角色扮演、实地考察等。

注重培养学生的实际操作能力和团队协作精神，提高学生的综合素质和就业竞争力。

5. 考核方式：采用多种考核方式相结合的方式，包括课堂表现、作业、小组项目、期末考试等。

注重对学生实际应用能力的考核，强调学生的实践能力和团队协作能力的评价。

6. 教材选用：选用适合本课程的教材，注重教材的实用性和针对性。

同时，结合实际教学需要，不断更新和完善教材内容，保持课程内容的时效性和前瞻性。

7. 教师素质要求：任课教师需要具备较高的英语水平和丰富的商务实践经验，能够熟练掌握商务英语视听说课程的教学方法和技巧，并不断提高自身的专业素养和教学水平。

以上是大纲的主要内容，具体的教学内容和教学方法可以根据实际情况进行调整和完善。

商务英语视听说内容第一篇：商务英语视听说内容“商务英语是国际商务环境中应用的英语”，《新视野商务英语视听说》（第二版）秉承这一原则和编写理念，以真实交流语境为依托，构建视听说有机结合的互动教学模式，实现在商务环境中学英语、在学英语中获得商务知识、掌握商务技能、培养职业素养的多重教学目标。

素材真实生动实景视频使教学内容更加直观生动，有利于提高商务英语课程的教学质量，帮助学生掌握商务技巧。

语言文化并行练习形式多样，活动设计环环相扣，商务文化和社交礼仪并举，帮助学生提高语言应用能力和文化素养。

商务实践突出每个模块基于真实的职业场景和活动，在岗位实践中培养学生的语言技能和商务交际技能，增强学生未来的择业能力和竞争力。

本教材分为上、下两册，每册十个单元。

学生用书和教师用书均配有多媒体光盘：学生光盘主要提供教材中的视频和练习；教师光盘针对视频提供正常和慢速两种语速，并补充更多商务英语视频资料，丰富课堂教学内容。

本书共10个单元，每单元包括以下内容：Unit Introduction 单元概述：介绍单元基本内容。

Part I Warm-up 热身活动：就学生所熟悉的话题展开讨论，导入教学。

Part II Listening Practice 听力练习：通过听力训练进入本单元主题。

Part III Language Focus A 语言要点 A：通过录音，介绍本单元的重点交际功能语言，可供学生反复模仿，难度较低。

Part IV Video 1 情景录像 1：通过真实商务场景中的人物对话，演示与单元主题相关的交际技巧和商务知识，采用任务型Teamwork 或讨论式听说巩固语言知识和实践技能。

Part V Language Focus B 语言要点 B：通过录音，介绍本单元的重点交际功能语言，可供学生反复模仿，语言难度比Language Focus A 稍高。

Part VI Video 2 情景录像2：为Video 1 的延续，语言难度有所提高。

商务英语视听说教程2: U7U8答案（姜荷梅第二版）一、Unit 7 答案1. Listening (听力)Part A (第一部分)1.B2.A3.C4.B5.A6.C7.B8.CPart B (第二部分)9.conference room10.provide some training11.make a presentation12.improve their performance13.schedule a meeting14.make a reservation15.arrange a business trip16.book a flightPart C (第三部分)17.training program18.market research19.customer satisfaction20.business trip21.job interview22.team building23.product launch24.staff meeting2. Speaking (口语)Part A (第一部分)篇章内容：Steve: Hi Karen, have you finished the report?Karen: Yes, I have. I just need to double-check a few details.Steve: Great. If it’s ready, can you send it to me via email?Karen: Sure, I’ll send it to you right away.Steve: Thanks, Karen. I appreciate your hard work on this project.Karen: No problem, Steve. It was a team effort. We all worked together to get it done.Steve: That’s true. We make a great team.Karen: Absolutely. We have a lot of talented individuals on our team.Steve: We should celebrate our success. Let’s go out for lunch tomorrow.Karen: Sounds good. We can discuss future projects and ideas over lunch.Steve: Perfect. I’ll book a table at our favorite restaurant.Karen: Thanks, Steve. Looking forward to it.Steve: Me too. See you tomorrow.Karen: See you then.Part B (第二部分)题目：Discussing Upcoming Business Trips篇章内容：Mike: Hi Lisa, I heard you will be going on a business trip soon. Where will you be going?Lisa: Yes, I will be traveling to Tokyo next week.Mike: That sounds exciting. What is the purpose of your trip?Lisa: I’ll be attending a conference and meeting with our Japanese business partners.Mike: Have you made all the necessary arrangements?Lisa: Yes, I have booked my flight and hotel. I also prepared a detailed itinerary.Mike: That’s great. Is there anything I can help you with?Lisa: Actually, I have never been to Tokyo before. Do you have any recommendations for sightseeing or restaurants?Mike: Sure, I can give you some suggestions. I’ll send you an email with all the information.Lisa: Thank you, Mike. I really appreciate your help.Mike: No problem, Lisa. I hope you have a successful trip.Part C (第三部分)题目：Discussing Performance Evaluation Results篇章内容：Kate: Hi Mark, have you received your performance evaluation results?Mark: Yes, I received them this morning. How about you?Kate: I got m ine too. Let’s discuss our results and see how we can improve.Mark: Sure, let’s go through the feedback we received.Kate: Overall, my evaluation was positive. However, there are a few areas for improvement.Mark: Same here. I need to work on my time management and communication skills.Kate: It’s good that we are aware of our weaknesses. We can create a plan to address them.Mark: Definitely. We can also seek guidance from our supervisor if needed.Kate: That’s a good idea. Let’s schedule a meeting wi th him to discuss our performance goals.Mark: Great. I’ll send an email to arrange the meeting.Kate: Thank you, Mark. I’m confident we can grow and excel in our roles.二、Unit 8 答案1. Listening (听力)Part A (第一部分)1.B2.A3.C4.C5.B6.A7.B8.CPart B (第二部分)9.product promotion10.market segmentation11.advertising campaign12.customer loyalty13.brand image14.target audience15.sales strategypetitive advantagePart C (第三部分)17.market research18.product launch19.advertising budget20.sales forecast21.marketing strategy22.customer feedback23.brand awareness24.online advertising2. Speaking (口语)Part A (第一部分)篇章内容：John: Hi Lisa, have you heard about the new advertising campaign?Lisa: Yes, I have. It’s a great initiative to promote our new products.John: Definitely. The ads are catchy and the message is clear.Lisa: I agree. It will definitely grab the attention of our target audience.John: We should also leverage social media to reach a wider audience.Lisa: That’s a good idea. We can create engaging content and run targeted ads.John: We should also monitor customer feedback and respond quickly.Lisa: Absolutely. Customer satisfaction is key to building brand loyalty.John: I’m confident that this campaign will boost our sales and brand image.Lisa: Me too. Let’s work together to ensure its succe ss.John: Sounds like a plan. Let’s schedule a meeting to discuss the details.Lisa: Perfect. I’ll check our calendars and send an invitation.Part B (第二部分)题目：Discussing New Product Launch篇章内容：Emily: Hi Mike, have you heard about the new product launch?Mike: Yes, I have. The new product looks promising.Emily: Indeed. We need to create an effective marketing strategy to introduce it to the market.Mike: Agreed. We should conduct market research to identify our target audience.Emily: We also need to establish a budget for advertising and promotional activities.Mike: That’s right. We should allocate resources wisely to maximize the impact.Emily: We can leverage digital marketing channels to reach a wider audience.Mike: Absolutely. Social media and online advertising are essential in today’s digital age.Emily: We should also plan a product launch event to generate buzz and media coverage.Mike: I’ll start working on the marketing plan and get back to you with the details.Emily: Great, I’m looking forward to it. Let’s make this launch a big success.Part C (第三部分)题目：Discussing Sales Strategy篇章内容：Tom: Hi Sarah, let’s discuss our sales strategy for the upcoming quarter.Sarah: Sure, Tom. We need to set realistic sales targets to drive performance.Tom: I agree. We should also analyze market trends and adjust our strategy accordingly.Sarah: We need to identify our competitive advantage and highlight it in our sales pitch.Tom: Absolutely. Differentiating ourselves from competitors will give us an edge.Sarah: We should also focus on building long-term customer relationships to enhance customer loyalty.Tom: That’s a good point. Happy customers will recommend our products to others.Sarah: We should also train our sales team to effectively communicate the value of our products.Tom: I’ll schedule a training session to ensure our team is equipped with the necessary skills.Sarah: Thank you, Tom. Together, we can achieve our sales goals and exceed expectations.三、总结本文档为《商务英语视听说教程2: U7U8答案（姜荷梅第二版）》的答案文档，包含了Unit 7和Unit 8的听力和口语部分的答案。

商务英语视听说2商务英语视听说2是一门针对商务专业学生的课程，旨在提高学生在商务环境中的听、说能力。

通过学习该课程，学生能够更好地理解商务相关的听力材料，并能够运用所学知识进行商务场景的口语表达。

本文将从三个方面介绍商务英语视听说2课程的特点和重要性。

首先，商务英语视听说2注重提高学生的听力技巧。

商务英语听力对学生的要求更高，涉及到商务会议、谈判、电话沟通等复杂场景。

因此，通过大量的听力练习，学生可以更好地理解商务英语中的专业词汇、口音和语速。

通过练习，学生能够提高对听力材料的理解和把握能力，更好地应对商务场景中的听力挑战。

其次，商务英语视听说2注重培养学生的口语表达能力。

商务英语口语对学生的表达能力和语言组织能力有较高要求。

通过课程中的对话练习和角色扮演，学生能够提高商务场景下的口语表达能力。

同时，课程也会涉及商务英语中常见的专业词汇和用语，学生可以通过课堂练习来熟悉这些用语，并能够在实际商务环境中准确运用。

最后，商务英语视听说2注重培养学生的交际技巧。

商务交际是商务英语学习的重点之一。

通过该课程的学习，学生可以了解商务文化差异，学习商务会谈的礼仪和技巧，并能够运用这些技巧进行商务沟通和谈判。

此外，学生还能够通过与其他同学的合作和讨论，提高团队合作能力和应对商务问题的能力。

总之，商务英语视听说2是一门对于商务专业学生来说非常重要的课程。

通过这门课程的学习，学生可以提高自己的听力和口语表达能力，熟悉商务用语和文化，并能够在实际商务环境中灵活运用所学知识。

希望学生们能够充分利用这门课程，不断提升自己的商务英语能力，为将来的职业发展打下坚实的基础。

商务英语视听说四教学大纲English:The Business English Audiovisual Speaking course aims to enhance students' ability to communicate effectively in a business environment. The course focuses on developing students' listening and speaking skills through a variety of real-life business scenarios, such as presentations, negotiations, and meetings. Students will practice and improve their listening comprehension by exposing them to authentic business dialogues and speeches. Additionally, they will also develop their speaking skills by participating in role-plays, discussions, and presentations. The course will also cover essential business vocabulary and phrases, as well as effective communication strategies in cross-cultural contexts. Through this course, students will gain the necessary language and communication skills to succeed in the global business world.中文翻译:商务英语视听说课程旨在提高学生在商务环境中有效交流的能力。

商务英语视听说口语题目1.Mr. Xie, a graduate of Guangdong University of Foreign Studies, is applying foraposition of Assistant Manager ,at Guangdong spinning Company Ltd.,. a sino-Britishjoint venture. The Vice Manager,Mr.Wang is interviewing him about his educational background.2. Mr. Cai has worked in astale-owncd enterprise for six years. He is now applying for the position of production manager in a Taiwanese company in Shenzhen. He is being intcrviewed about his work experiencc. qualifications and other special skills.3. You have a booking in the Peninsula Hotel in Singapore. You are now flying toSingapore. Upon arrival, you will check in. order some food and hope to have a morning call at 6:15 a.m. Make a dialogue according to the situation.4. Mr. Jones is going to New York on business and plans to book a single room from Dec.20 to 28. He calls to make a reservation at Hilton Hotel, but all the rooms are fully booked. He has to ring the Grand Hotel for a reservation Make a dialoguebetween Mr. Jones and the receptionist.5.You are at an airport. You have just finished checking in and are proceeding to the security check. Suppose you are carrying a toy gun for your son and a botle of styling mousse.6 Make up a dialoge according to the following suituation Mr xie a graduate of（估计拍漏了大学的名字，但是不妨碍）manager, Ms. Wang, is interviewing him about his educational background.7. You are the secretary of a foreign trade company. Your boss, Mr.Li Long, is goingto attend the Paris Exposition (巴黎博覧会) next weck. He wants you to make areservation for single room form July 9to 15. You call a hotel but are told the roomsare booked. You try a second hotel, but there are only double rooms available. Youhaveto try a third one and make a reservation.8. You are going on a business trip to London next Monday. Work with your partner and create a dialogue:. Booking a round trip from Nanjing to Iondon9.You are going on a business trip to London next Mondy work with your partenr and create adialogue:Checking in at the airport.10.You are going on a buinss tirp to London next Monday Work with your partnerand create a dialogue:Going through customs11 You are going on a business urip to London next Monday. Work with your parmerand create a dialogue:. Checking in at the hotel12. You will attend the Guangzhou High-lech Fair(高科技交易会) You ring to book a single room for three nights form October15to17im a hotelBut you are lold all the roomns are bookcd. You are recommended to try another hotel nearhy.Takc turns to be the client and the hotel clerk.13. You, Mr. Alan are flying to Berlin You are now checking in at Hongkong International Airport. Your partner acts as the check-in agent. Make up a dialogue at the check -in counter.14 You are at Kennedy Airport. You have just finished checking in and are proceeding to the security check. Suppose you are carrying a toy gun and a bottle of styling mousse.15. You have claimed your luggage and are going through customs. Suppose you arecarrying an I-pad bought two days ago for personal use before your left US. Make up a dialogue going through customs. your parncr acting as the customs official.16. Mr. Li, a graduate of Guangdong University of Forcign Studies, is applying for a position of Assistant Manager at Guangying Spinning Company Ltd, a Sino-British joint venture. The Vice Manager, Ms. Wang; is interviewing him about his personal information, educational background, work experience. qualifications and other special skills. Make up a dialoguc between the intervicwer and interviewee.17.The boss, Gcorge. is discussing the drop of laptop sales last month with the manager of sales department.18. Talking about jobsSituation: You are former classmates, but have not seen each other for years.Suppose you come across each other in Nanjing one day.Student A : Named John, graduating from South China University of TechnologyYou want to apply for the position of sales manager in Suning Commerce GroupCo.. Ltd. Student B: Named Smith. You happen to be a personnel manager in Suning Commerce Group. You try to provide your partner as much information as required.19. Situation: A group of sales persons working for ZTE Corporation are discussing the current drops in sales of mobile phones.Student A: Your name is Yu, marketing manager of Corporation You are analyzing the dropping sales.Student B: Your name is Xi. coming from Shanghai office. You are offering a promotion strategy to see whether it is effective or not.20. Situation :Make a hotel reservationStudent A: You are Mr. i Smith. a CEO of Pepesi Co.You are l going to go on a business trip to Shanghai.You are callimg to make a holel reservation.Student B：You are Mr John, working as a receptionist in a hotel. You are asking the customerStudent A wants and other questions.21.Mike and Mary are working in a company. Mary is planning a meeting. but she is not sure what to do. So, she asks Mike for help. Make a conversation about it.22.Alice works in a toy-bear company. Mr. Smith wants to place an order. So he inquires some questions about the products and the company.23. Situation Airport ConversationStudent A: You are John. You are departing from an airport in Canada. You are stopped by StudentB. a security ollicer.Student B: You are Mike. a security oflicer. You think there is something unusual with John and ask him some questions such asa) What is the purpose of your visit?b) Where have you been staying?)Who have been in contact with in Canada?d) What is inside your case?24. Talking on the phoneStudent A Your name is X You telephone Y at Business Circle Conferencing.Request details of the next course on telephone skills and ask them to be sent by email (give your email address). Confirm that you will want to send five members of yourStaff on the course and find out what discount can be given on group booking.StudentB; Your name is Z. You work for Business Circle ConferencingSomeone calls to speak to your colleague Y, but (s)he has taken the day off today.Takc a message.25. Job interviewStudent A: IntervicweexXx. living in Nanjing. born in 1980, electrical engineering major; enthusiastic, disliking to leave things half-done. organized and extremely capable: a poor speaker,having been studying how to speak in public persistent and a fast learner cooperative and have good teamwork spirit a dnvers license a CPA (Cerificd Public Accountan)Student B: InterviewerManager of GE company。

商务英语视听说课程
《商务英语视听说》是一门将英语语言技能与商务专业知识相结合的课程，通过课堂教学和实践训练，培养学生在商务环境中运用英语进行有效沟通的能力。

本课程旨在提高学生的商务英语听力、口语和视听理解能力，使他们能够听懂并理解商务场景中的英语对话、演讲、会议等，能够流利地表达自己的观点，进行有效的口头交流。

同时，学生还将通过观看商务英语视频材料，提高对商务场景的理解和应对能力。

在课程中，学生将学习商务英语的常用词汇、表达方式和句型，了解商务活动中的各个环节，如商务谈判、营销、财务、人力资源等。

通过角色扮演、小组讨论、案例分析等教学活动，学生将有机会在模拟的商务环境中进行实际的英语交流，提高他们的语言应用能力和自信心。

此外，本课程还将培养学生的跨文化交际意识，让他们了解不同国家和地区的商务文化差异，从而更好地进行国际商务交流。

总的来说，《商务英语视听说》课程将为学生提供一个全面提升商务英语能力的学习平台，为他们未来在商务领域的发展打下坚实的基础。

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。