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.实用文档..新视野商务英语视听说下Unit1AFactoryTourPartⅠ:warm-upeat(2)tour(3)taste(4)enjoy(5)make(6)closed(7)shopPartⅡ:listeningpracticeTask1(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)FFFTFPartⅢ1.(1)c(2)b(3)c(4)a(5)a2.(1)6000units(2)only1%(3)First,theywillconfirmthequalityofeachpartaccordingtotheregulationsateverypointintheprocess.Also,theyhavecomputer-controlledequipmenttotestthequalityofthesemi-finishedproductandofthefinalproduct.Lastly,theysendsomeproductstothepublicquality-controlcentreforchecking.PartⅣ1(1)200marketsacrosssixcontinents(2)about300000(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.ThomasandRichardhadafactorytour.Thomaswasveryimpressedbythespeedoftheassemblylineofthefactory.Richardsaidthatthehigh-speedassemblylinewasdesignedandmadebytheirengineersandtechnicians.ThenThomaswonderedhowmuchthefactoryspentonnewproductdevelopmenteveryyearandhowsoontheorderwouldbedelivered.Richardtoldhimthat8%to10%ofthegrosssaleswasspentonnewproductdevelopment.Healsosaidthatdeliveryofnewproductsdependedonthesizeoftheorderandtheitems.Finally,ThomasaskedRichardtogivehimsomebrochuresontheproductsbecausehewantedhismanagertoknowaboutthem.RichardalsosaidthatThomas’smanagerwouldbewelcometovisitthefactory.PartⅥThecorrectorderis:d-g-e-a-c-h-b-f(1)history(2)first(3)consumed(4)manufacturing(5)secretsUnit2TradeFairsPartⅠ(1)ChinaImport&ExportFair(CantonFair),ChinaHi-TechFair,BeijingInternationalAutomotiveExhibition,etc.(2)kitchenware&tableware,generalceramics,homedecorations,glassware,foodstuffs,nativeproduct,medicines&healthproducts,sporting,travel&recreationproducts,officesupplies,shoes,cases&bags,furniture,etc.(3)Seeavarietyofgoods,comparegoodsofdifferentbrands.Collectusefulinformationsuchascatalogues,pricelist,etc;visitpotentialbusinesspartners;placeorders.PartⅡTask1(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)latestPartⅢ1.(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)bPartⅣJohn:(3)(2)Mr.Robbins:(1)(4)(5)2.(1)c(2)b(3)c(4)aPartⅤ(1)CantonFair2)biannually(3)renown(4)variety(5)turnover(6)exhibitors(7)opportunities(8)quality(9)promotion(10)volumePartⅥQuestion1:MissStewart,whydidyouwanttoexhibitinNorthAmerica?Question2:Howdidyouchoosetherightone?Question3:Whatdidyoudotopreparebeforeattendingthetradefair?Question4:Howwereyouabletoexploityourbusinessopportunitiesandgeneratenewbusiness?Question5:Whatdidyoudoafterthetradefair?2.(1)a(2)c(3)b(4)a(5)bUnit3MarkingEnquiriesPartⅠAskformorninformationconcerningtheproductintheadvertisementinyesterday’sNewYorkTimes.JacksonBrothersIfIamthereceiver,Iwillsendthelatestcataloguetothewriterandanswerallthequestionsthatinteresthim.PartⅡTask1(1)C(2)B(3)ATASK21.(1)General(2)articles(3)Specific(4)content(5)specifications2.(1)steelscrewsinallsizes(2)CIF(3)Becausethesupplierisabletosupplylargerquantitiesatmoreattractiveprices(4)Thesupplier’soffer.PartⅢ1.(1)b(2)c(3)b(4)c2.(1)Export(2)Merchandise(3)flight(4)Production(5)10o’clock(6)sample(7)evaluated(8)purchasesPartⅣ(1)speedboats(2)pricequote(3)aroundthecorner(4)pay(1)US$6500(2)10%(3)shipment(4)US$7850PartⅤ1.(1)F(2)T(3)F(4)T2.IfIwereafarmer,thepricewouldconcernmemost.Thereasonbeingthat,first,formproductsdonotgenerallysellatahighpricesowehavetokeepproductioncostsdown.Secondly,taxesarefairlyhighatpresentandwehavelesssupportfromthegovernment,soourincomesaredecreasing.That’swhyIthinkthepriceismygreatestconcern.Ontheotherhand,ifwecanimprovequalitybybuyingbetterseedsandimprovingourhandingmethods,wecansellatapremium.Thatcouldincreaseourincome.PartⅥ(1)c(2)a(3)c(4)b(5)cAgentsneedtobepaidfortheirwork.Sometimestheyarepaidapercentageoftheorderbutthathardlyinducesthemtonegotiatelowprices.Therefore,agentsareusuallypaidcommission.Thismaybepaidbythesellerorbybothsellerandbuyer.Unit4NegotiatingPricesPartⅠlisten(2)speak(3)interrupt(4)askquestions(5)penny(6)pound(7)assertive(8)aggressive(9)more(10)lessPartⅡTask1discountforbulk(2)minimumquantity(3)early-settlementdiscountcommission(5)contract,unitpriceTask2(1)T(2)F(3)T(4)F(5)F(1)FOB(2)agents(3)extra(4)Korean(5)exceptionsPartⅢ(1)b(2)a(3)c(4)a(5)cA:WeareveryinterestedinyourX358MP4andarethinkingofmakingatrialorderof10000pieces.Whatpricecanyouofferus?B:Asthisisourfirstbusiness,wecanprovideyouwithsomepreferentialterms.Howabout$40perpiece?A:Oh,I’mafraidthat’swaybeyondourexpectations.It’sevenhigherthanwhattheotherfactoriesgiveus.B:Yes,weknowtherearelowerpricearoundbutwouldyoupleaselookatthequality?Oursaremuchbetterthanourcompetitors’.Inaddition,thedemandforthisitemfromourcompanyisveryhigh.We’reactuallytemporarilyoutofstockrightnow.Currently,demandiswayaheadofsupplyinthemarket.A:Weknowaboutthat.Butdon’tyouthinkyoushouldmakesomeconcessionstomakeyourpricecompetitive?Canwemakeit$35ifweplacelargeorders?B:Well,that’satoughdeal.However,sincewe’regoingintoalong-termrelationship,maybewecantrytoreachthatbottomlineforyou.PartⅣ(1)b(2)c(3)c(4)b(5)a(1)Welsh(2)60days(3)13.5(4)1000(5)22.5(6)3(7)1000(8)500PartⅤ(1)4%,annual(2)expenses(3)publicity,personnel(4)40%(5)nextyearSampledialogue:A:Mr.Brown,I’manxioustoknowaboutyouroffer.B:Well,we’rebeenholdingitforyou.Hereitis.Fivehundredcasesofblacktea,at30poundsperkilogram,CIFLondon.ShipmentwillbeinJune.A:That’sasteepprice!It’llbedifficultforustomakeanysales.B:I’msurprisedtohearyousaythat.Youknowthepriceofblackteahasgoneupsincelastyear.Ourcomparesfavorablywithwhatyoumightgetelsewhere.A:I’mafraidIcan’tagreewithyouthere.Indiahasjustcomebackintothemarketwithalowerprice.B:Ah,buteverybodyintheteatradeknowsthatAmerica’sblackteaistopquality.Consideringthequality,I’dsaythepriceisveryreasonable.A:Nodoubtyourteaisofhighquality,butstill,there’skeencompetitioninthemarketthesedays.Iunderstandmanycountriesareloweringtheirprices.B:OK.Thenwe’llmakeit28poundsforthisorder.Isthatok?A:That’saverysmallconcession.Still,wewanttodobusinesswithyoubecausewethinkyourpackagingisexcellent.We’llgowiththispricethistimebuthopeforabetterdealforanyfurtherorders.B:Good,wecantalkaboutfurtherreductionslaterwhenweseehowbusinessisdevelopingbetweenus.PartⅥ(1)F(2)T(3)F(4)F(5)F(6)T(7)F(1)thequalityofourproductismuchbetterthanthatofothersuppliers(2)Wecantalkaboutthatlater.(3)ifyoucangivemebestpriceforthisfirstorder,wecanstartalong-termrelationship.(4)Thatreallyleavesuswithnothing.(5)I’llmakethatconcession.Unit5PlacinganOrderPartⅠ(1)negotiate(2)acceptandconfirmanorder(3)signthecontract(4)confirmtheorder(5)confirmfurtherordersPartⅡ(1)isarequesttosupplyaspecifiedquantityofgoods(2)anenquirywithsubsequentquotations(3)printedorderforms(4)description,quantities,modeofpackaging(5)agreeduponinpreviousnegotiations(6)arelegallyboundtofulfilltheiragreement(7)attheagreedtime(8)acceptthegoodssuppliedandthenpayforthemTask21.(1)F(2)F(3)F(4)T2.(1)b(2)c(3)a(4)bPartⅢ1.(1)BelsterXPisthebestcopierforgeneraluse.Withacombinationoflargecapacity,smallsizeandefficiency,itcanbeconfiguredtosuitalmostallsituations.Furthermore,ithasanautomaticdocumentfeeder.(2)Thebuyercandownloadtheorderformfromtheseller’swebsite,andfillinthename,address,telephonenumberaswellastheitemnumberofthedesiredphotocopier.Thensendtheformtotheaddressprovided.(3)Tomakeapayment,thebuyercanwriteapayablechequetotheseller.Encloseitwiththemailorderformandsendittotheaddressprovided.2.A:Hello,IseefromtheInternetthatyouareatradingcompanywhodealswithsweatersandskirtsinGuangdongProvince.Isthatright?B:Yes,that’sright.Whatcanwedoforyou?A:We’reaNigeriancompany,andwe’relookingtoordersomeclothes.B:Good,weprovideavarietyofclothes.Sowhatkindofclothesareyouinterestedin?A:Sweatersandskirts.Butwouldyoupleasefirsttellmeyourminimumorder?B:Ourminimumorderissetat5000pieces.A:OK,that’sfine.I’veselectedtwoitemsfromyouronlinecatalogue:items6and18.ButIwouldliketomakesomechanges.Willyoubeabletoaccommodateme?B:Dependingonwhattypeofchangesyouwant,itshouldn’tbeaproblem.A:Foritem6,thesweater,Iwantthesweatertocomeintwoadditionalsizes.WouldyoupleaseaddXXLandXXXL?B:OK.Howaboutitem18?A:Thesizeisokwithitem18.Butwewanttoorderbothlightanddarkcolours.PartⅣ(1)haveaproblemwith(2)protects(3)cost(4)decorative(5)Europeantastes(6)long-distance(7)sales(8)increase(9)retailers(10)logoPartⅤ1.(1)acd(2)d(3)c(4)c2.A:Hello,I’dliketheorder1000DSC-T5DigitalCamerasformyourcompany.Butit’simportantthatwehavethembeforeJuly31.Canyoumakeit?B:I’mafraidthatwecan’tmakeitinsuchashortperiodoftime.That’sonlyamonthaway.Wouldyouconsideranyothermodels?A:Whatdoyousuggest?B:TheDSC-T7.Actually,it’sanupdatedversionoftheT5.Ithasmorefunctions.A:Wouldyoupleasetellmethedifference?B:TheDSC-T7hasa32MB2ofInternalFlashMemory.Otherwiseit’sthesameastheDSC-T5.A:Thatsoundsgood.Whatabouttheirprices?B:TheDSC-T5is$349.95whiletheT7is$449.95.A:Isee.Wouldyoubeabletoprovidemewith500ofeach?PartⅥ(1)BranGifts(2)ZWS10A(3)1000(4)US$18(5)XG7(6)foilinabrownbox(7)September10,2005(8)Toronto(9)110%oftheinvoicevalueagainstAllRisks(10)confirmedirrevocable(11)15th(12)Quality&QuantityUnit6:TermsofPaymentPartⅠAJapaneseYenBUnitedStatedDollarCPoundSterlingDEuropeanDollarEKoreanWonFCanadianDollarPartⅡThecorrectorderis:c-a-b-e-dTask21.(1)b(2)a(3)b(4)c2.(1)collection(2)DocumentsagainstPayment(3)DocumentsagainstAcceptance(4)expenses(5)procedures(6)actualpayment(7)collecting(8)non-paymentPartⅢ1.(1)b(2)c(3)a(4)c(5)c2.A:sincewehavereachedanagreementontheprice,quality,quantityandpackagingoftheproduct,nowlet’sgetdowntotalkaboutpayment,ok?B:Goodidea,whattermsofpaymentwouldyouprefer?A:Actually,onL/Cpaymentisourgeneralpractice.A:TheexchangerateiscurrentlyratherunstableandanL/Cprovideaguaranteeofpromptpaymentfromthebank.A:It’salsothegenerallyacceptedinternationalpractice.B:That’sright.L/Careverycommoninforeigntrade.B:ButthistimewesuggestD/Ppaymentforthefollowingreasons:B:firstly,aD/Ppaymentcanreducethecostandinturnallowalargerprofitmarginforbothofus.Secondly,theorderisquitelargeandourexchangequoteisinsufficientatpresent.Finally,wehaveagoodcreditratinginseveralbanks.Youcantrustus!A:Thatsoundsgood.ButwestillpreferanL/Csinceit’sourgeneralpractice.A:Doyouthinkyoucouldapplyforone?PartⅣ1.Thecorrectorderis:a-i-e-g-b-f-c-j-d-h2.(1)lumpsumpayment(2)paymentbyinstallment(3)cashondelivery(4)advancepayment(5)25%,finalacceptance(6)onemonthPartⅤ1.(1)Askwhatprovisionhasbeenmadeforsigningsalarychequesandplayingutilitybills.Putpressureonthepersondealingwithyoubystressinghowimportantyouraccountis.(2)Askhowoftentheseproblemsoccurandhowlongfaultsgenerallylast.(3)Askforchequeandpostagedetails(4)Askforthenameandaddressoftheirdebtorandtheexpecteddateofpayment(5)Askwhetherthisistheonlyreasonforlatepaymentandoffertofaxacopyimmediately2.A:Hello,Beckerhere.B:Goodmorning,Mr.Becker.ThisisMaryWang.B:I’msorrytoringyoulikethis.A:That’sallright.B:Didyougettheinvoiceaswell?A:Yes,yesB:Butthepaymentoftheinvoicesenttoyouhasnotyetbeenmade.A:Yes,moneyisverytightatthemoment,yousee.B:Yes,IthinkIknowwhatyoumean.Wehaveasimilarproblem.B:While,inthecaseofunsettleddebtsitisourcompanypolicytotakelegalaction.B:Wewouldnaturallyprefernottohavetogosofar.A:Sowhatdoyousuggestwedoaboutthemoneyweoweyou?B:Well,pleasetryandsendthechequebeforetheendofthemonth.B:That’sonemoreweek.A:Thankyou,wewilldoourbest.B:Wehopetokeepyouasaregularcustomerdespiteanytroublesyoumayhave.A:Thankyouverymuchforbeingsounderstanding.Goodbye.B:Bye.PartⅥSB-87654(2)fiftythousandUSdollars(US$50000.00)(3)No.DEF-101datedJanuary10,2006(4)five(5)two(6)freightprepaid(7)pneumatictools(8)drive(9)hoseandquickcouplings(10)allowed(11)No.IP/79370(12)beneficiary’s(13)15days(14)SB-87654(15)draftsUnit7DeliveryPartⅠ□timeofestablishmentoftheL/C□availabilityofshippingspace□supplyofrawmaterials□amountoforderstofulfillattheproducer’sside2.(1)Theproceduresinvolvedinthedeliveryofgoods:negotiatingthestipulationsaboutdelivery,ensuringtheproductionofgoods,transportingthegoodstotheportofshipment,checkinginsuranceandotherfactorsinshipping,deliveringthegoodsattheportofdestination,etc.(2)Theseller’sconcerns:productionandtransportationtimeofgoodsmeetstherequirements,shipmentofgoodsiscarriedoutasscheduled,etc.Thebuyer’sconcerns:progressoftheproductionandshipment,inspectionofthequantity,qualityandotheraspectsofdelivery,etc.PartⅡTask1onemonthafterwesignedthecontracttheshippingagent,getthenecessaryshippingapaceOursupplier,thesupplierisshortonmaterialsTask2(1)Goodquality(2)ontime(3)marketingchannels(4)reachtheendusers(5)theirstocks(1)atthebeginningofNovember(2)beforeendofSeptemberfortheChristmasrush(3)manufacturersareworkinginfullcapacitybecausetheyhavealotoforders.(4)givehisordertoppriority(5)themiddleofOctoberPartⅢConversation1:3monthsafterthecontractissigned,NoConversation2:July,mid-June,noshippingspaceConversation3:bytheendofSeptember,YesPartⅣ1.Mr.AuberyinsistsonthedeliverydateshouldbenolaterthanSeptember20thbecausetheyhaveaverystricttimetable.Mr.Hallsaysthatbecauseofthedamagefromadisastroushurricanelastmonth,theycanonlymakedeliveryinthelastweekinSeptember.Finally,theycompromiseonthisandmakeSeptember25ththelastpossibleshipmentdate.2.(1)workshop(2)halted(3)orders(4)capacity(5)installed(6)September(7)September25th(8)complete(9)transport(10)possiblePartⅤ1.(1)c(2)c(3)a(4)b2.Theappropriateattitudeshouldbepoliteandunderstanding,andtrytoexplainthereasonsforthedelay.Apologisetoyourpartnerandtrytomakeimmediatecompensation.PartⅥ1.Thereason:Thewrongdeliverywascausedbyaslip-upbytheshippingDepartment.Thesolution:Ms.LestersuggestedthattheywouldtrytofindanotherbuyerforthegoodsontheconditionthatMr.Backer’scompanywouldreducethepriceby25%forthelotandshipaconsignmentofAIqualityimmediately.2.(1)T(2)F(3)F(4)T(5)FUnit8ComplaintsandClaimsPartⅠdamaged(2)claim(3)payment(4)documents(5)settlement(6)ownership(7)invoicePartⅡTask1defectiveitems(2)insurance,shipping(3)paycompensation(4)provideareplacement,returnthemoney(5)askforcompensationTask2order(2)breakage(3)30%(4)withholdingpayment(5)callmebackMrs.McCall(2)ACC(3)thequalityisnotthesameasthesample(4)sendthewholelotback(5)0181-993421(6)5:30PartⅢAppropriateresponses:1-3-4Inappropriateresponses:2-5(1)c(2)a(3)b(4)c(5)bPartⅣ(1)lodgedaclaim(2)15setswerebadlydamaged(3)roughhandlingbytheshippingcompany(4)takethematterupwiththem(5)ingoodcondition(6)carelesshandlingatsomestagepriortoshipment(7)surveyreport(8)replaceall15setsassoonaspossible(9)settleyourclaimimmediately(10)yourcooperationPartⅤ1.(1)A:Thequalityisdifferentfromthatoftheapprovedsamples(2)A:Thepicturesofproductswiththewrongcolour(3)A:Sendthereplacement(4)A:Sendthereplacementimmediately(5)A:No2.A:we’vejustreceivedourorderNo.2-H35.Wefoundthattherewerefivepiecesmissingfromtheconsignment.B:we’vesorrytohearthat.Didyoucheckwiththeshippingcompany?Maybeitwasduetoinappropriatehandlingbytheshippingcompanyduringtransit.A:Thecartonwasnotdamaged.Buttherewerefivepiecesmissingfrominsidethecarton.Sotheshippingcompanysaidtheyhadnothingtodowiththeshortage.Itmusthavehappenedduringthepackagingprocess.B:Well,doyouhaveanyevidence?A:Yes,ofcourse.WehaveasurveyreportissuedbytheInspectionBureauinourcountry.B:Inthatcase,pleasefaxusthesurveyreportandwe’lldealwithyourclaim.A:OK,I’llfaxyouthereportimmediately.PartⅥ(1)juice(2)HY08/33(3)Hamburg(4)PICC(1)Fifteencaseswerebadlydamaged.(2)ThecontractwasonFOBbasis.(3)Turntotheinsurancecompanyforcompensation.Unit9MarketingPartⅠWarm-upMarketresearch/consumerbehaviour/distributionchannel/productlaunch/salesfigure/advertisingcampaign/promotionalstrategyPartⅡListeningPracticeTask1TheMarketingManager:(1)marketingstrategy(2)demandfortheproducts(3)competitors(4)potentialnewmarkets(5)thecompany’sproducts(6)potentialcustomersThePromotionsManager:(1)promotionprogrammes(2)advertisingcampaigns(3)exhibitions(4)occasionalspecialpricereductioncampaignsThePublicRelationsManager:(1)publicityprogrammes(2)thecompany(3)customers’supportTheSalesManager:(1)salesprogrammes(2)goals(3)trainingprogrammes(4)thesalesfigures(5)monitorthemarketshare(6)maximizeprofitsTask2(1)demand(2)competition(3)Testing(4)samples(5)Divide(6)smaller(7)segment(8)Advertising(9)consider(10)budgetPartⅢChecklist:a-c-d-f-gGraph1Productoo4Graph2Product003Graph3Product001Graph4Product002PartⅣChecklist:a-c-d-e-g(1)marketshare(2)Therehavebeenanumberofnewcompetitors(3)youngfashionfollowers(4)1.8million(5)1.8million(6)6%(7)radioandTV(8)thenet(9)fashionmagazinesPartⅤ(1)c(2)b(3)c(4)a2.Agent:Goodmorning,sir,I’maninsuranceagent.MayIaskyousomequestions?Man:Yes.Goahead.Agent:Doyouhaveanyinsuranceprotectionforyouandyourfamily?Man:No,notreally.Agent:Howmanypeoplearethereinyourfamily?Man:Four.Mywife,twochildrenandme.Agent:Doesyourwifework?Man:No.Shetakescareofthechildrenathome.Agent:Thenyou’retheonlybreadwinnerinyourfamily.Man:Iguessso.Agent:Haveyoueverthoughtaboutwhatyourfamilywoulddoifanythinghappenedtoyou?Howwouldtheyservive?Man:Mm…Icanonlyhopethatwon’thappen?Agent:Well,sir.Nothinginlifeiscertain.Justincase,mayIsuggestyoubuysomeinsurance?Bythisway,you’llbeprotected.Ipromiseyouthatiftheconditionsofyourpolicyaremet,theinsurancecompanywillpayout.Man:Thatsoundsreasonable.Canyouexplainthedetails?Agent:Sure.PartⅥ(1)No(2)Howmanystaffmembersdoyouhave?(3)Wheredotheyeatatnoon?(4)Alimitedselectiondishes.(5)YesUnit10AdvertisingPartⅠAmway:outdoorbillboard,TVcommercialEsprit:fashionmagazinesIKEA:cataloguesNestle:TVcommercials,magazinesMcDonald’s:sportssponsorship,outdoorbillboards,TVcommercialsSonyEricsson:outdoorbillboards,magazinesStarbuckscoffee:wordofmouthVolkswagon:magazines,TVcommercials,outdoorbillboardsPartⅡTask1E(3)A(4)G(5)D(6)B(7)FTask21.(1)products(2)companies(3)image(4)hear(5)read(6)information(7)respondto(8)prospects(9)salespeople(10)customers2.(1)a(2)c(3)bPartⅢ1.Leaflets&flyers:localshops&fitnessclubsShowrooms:Nokia,ToyotaSportssponsorship:Coca-cola,BenzRadioadvertising:localrestaurantsTVcommercials:Amway,McDonald’sTheInternet:IBMMagazines:omega,DellOutdoorbillboards:ChinaUnicon,PetroChina2.(1)expensive,budget(2)tooexpensive(3)highway,subway,train(4)youngpeoplePartⅣ1.sponsorship;posters;radio;TVcommercials2.(1)c(2)b(3)a(4)c(5)aPartⅤ1.b-e2.(1)officefurniture(2)brandawareness(3)businessexecutives(4)self-employedprofessionals(5)successfulpeopledreamof(6)underhalfamilliondollars(7)April15PartⅥ1.Automobile,Marmalade,Furniture,Icecream2.(1)c(2)a(3)d(4)b