商务英语听说下册(参考答案)高等教育出版社.doc

Unit One Part 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 he wishes to buy. 2A 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 Councilors 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 of information about yourself; any particular items you are interested in 2) 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 offer concessionsPart 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 terms of 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 to respond; without knowing your companys 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 youIIInterpreting(1)A: Were 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. Ive seen your catalogue and Im interested in your Flying Pigeon Bicycle. I think this type of bicycle will have a ready market in Canada. This is a list of my requirements. Could you quote us your lowest price CIF Vancouver? A: We generally quote on a FOB. basis. Just a moment. Ill work it out for you.(3) A: Hello! B: Hello! Ive seen your catalogue and Im 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: Im very pleased with your products. Im 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 does ensure decisions are made by the right people.5. Generally the steps are estimating, pricing, and proposal.Unit Two Part I Lead-in1. Match the following currencies with their abbreviationsAustralian Dollar AUD Canadian Dollar CAD Hong Kong Dollar HKD New Zealand Dollar NZD U.S. Dollar USD Swiss Franc SFr Euro Dollar EUR Great Britain Pound GBP Japanese Yen JPY Singapore Dollar SGD Renminbi 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; terms of payment; packing; buyer; counter offer; offer counter offer counter-counter-offer 2) exporting; revenue; Appropriate pricing; establish all relevant market data; a particular market area; adjust prices; supply and demand; rising or falling; profit margin; The quality and quantity of the products; fluctuations3. Listen to the passage and complete the notes. quotes a price; taxes; gross prices; net prices; legally binding; when prices tend to fluctuate;are subject to change; hold the goods for a certain time; to protect their reputation; discounts;a trade discount; a quantity discount; a cash discount; a loyalty discountPart III Listening & Speaking 2I Listening1. Listen and fill in the missing information.A. 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; in wooden cases; USD3.7 per yard CIF London; To be made in three equal monthly installments; 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 blanks 1) counter-offer; offer; sellers; consider 2) buyers; bid; price; commodity; made 3) 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. Itll 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 dont 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. Weve 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 dont allow any commission. B: But you know, were 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 a long-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, well 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. Its impossible for us to conclude any transactions at this price. A: I dont know why you think so. Frankly speaking, we wouldnt quote you such a low price if you were not our regular customer. I bet you cant get such a favorable price from other suppliers. B: We got an offer from a Thailand supplier yesterday. Their price is 3% lower. A: You must take the quality of 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 of grade 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 all over the world. Most of the importers think that our offer is reasonable. I believe youll make 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. Youll have to reduce your price by 5%. B: Your counter-offer is far beyond my reach. We cant stand such a big cut. A: We make this counter-offer based on the offers from other suppliers. We made inquiries to some suppliers at the same time and found that your price is higher than the other suppliers. B: Could we just put this problem aside? Could you give me an idea of the size of your order first? A: It will largely depend on the price you offer. If you could make a 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. Lets 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 and organized 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 fast every 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.3Listen 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 Listening1Listen 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）T2Listen 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 orderIIInterpreting (1) A: Weve received your inquiry, Mr. Smith. But we are sorry to tell you that the goods you inquired for are out of stock. Youll have to wait for two months. B: Two months! It will be too long. Our customers are in urgent need of the goods. A: Theres nothing we can do. Our products have been well received for their high quality and reasonable prices. So demands have often been exceeding supplies. Though we have tried to speed up production, we still cant meet the increasing demands. So Id 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: Dont worry. The HRF-279 has been selling well in Europe and in Southeast Asian countries. Im 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. Well be placing a trial order for 50,000 sets. The order form will reach you tomorrow. B: Were 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: Dont 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. Hows business? A: Not bad. Hows 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, havent they? A: Thats 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: Im considering placing an order for 50,000 sets if your price is workable.Part IV Supplementary Reading1. “Chinas entry into the WTO is a historic event for Chinas opening and reform”, “a strategic decision by the Chinese government faced with the situation of economic globalization, and conforms with the target of Chinas opening & reform and the construction of a socialistic market economic system”. As a landmark historical development, Chinas entry into the WTO symbolizes a new phase of Chinas opening and reform, and will have a significant and far-reaching impact on the economic and social development of China in t