新视野商务英语视听说(下册)答案【完整版】

1、PartI: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.(aerospace(2)manufacturer(3)services(4)showcase(5)production(6)various(7)producer(8)advaneed(9)globe(10)leader2.(1)FFFTFPartM(1)c(2)b(3)c(1)6000units(2)only1%(3)

2、First,theywillconfirmthequalityofeachpartaccordingtotheregulationsateverypointintheprocess.Also,duct.Lastly,theysendsomeproductstotheofthepublicPartIV1(2)about300000(3)108(4)8(5)9

3、3(1)200marketsacrosssixcontinents(1)2030(2)13(3)15(4)3045PartV(5)b1.(1)crytthefactory.Richardsaidthatthehigh-speedassemblylinewasdesignedandmadebytheirengineersandtechnicians.ThenThomaswonderedhowmuchthefactoryspentonnewproductdevelopmenteveryyearandhowsoontheorderwouldbedelivered.Richardtoldhimthat

4、8%to10%ofthegrosssaleswasspentonnewproductdevelopment.Healsosaidthatdeliveryofnewproductsdependedonthesizeoftheorderandtheitems.Finally,ThomasaskedRichardtogivehimsomebrochuresontheproductsbecausehewantedhismanagertoknowaboutthem.RichardalsosaidthatThomassmanagerwouldbewelcometovisitthefactory.PartW

5、Thecorrectorderis:d-g-e-a-c-h-b-f(1)history(2)first(3)consumed(4)manufacturing(5)secretsUnit2TradeFairsPartIChinaImport&ExportFair(CantonFair),ChinaHi-TechFair,BeijingInternationalAutomotiveExhibition,etc.kitchenware&tableware,generalceramics,homedecorations,glassware,foodstuffs,nativeproduct,medici

6、nes&healthproducts,sporting,travel&recreationproducts,officesupplies,shoes,cases&bags,furniture,etc.Seeavarietyofgoods,comparegoodsofdifferentbrands.Collectusefulinformationsuchascatalogues,pricelist,etc;visitpotentialbusinesspartners;placeorders.PartnTask1(1)F(2)F(3)TF(5)FTTask22.(1)new(2)reputatio

7、n(3)world(4)range(5)latest(5)services(1)domestic(2)suppliers(3)Customer(4)value(6)ideas(7)compare(8)specialized(9)innovative(10)up-to-datePartM(1)rentable(2)entertainment(3)transport(4)halls(5)exhibition(6)arena(7)facilities(8)conjunction(1)c(2)b(3)cc(5)a(6)bPartIVJohn:(2)Mr.Robbins:(1)(4)(5)(1)c(2)

8、b(3)caPartV(1)CantonFair2)biannually(3)renown(4)variety(5)turnover(6)exhibitors(7)opportunities(8)quality(9)promotion(10)volumePartWQuestion1:MissStewart,whydidyouwanttoexhibitinNorthAmerica?Question2:Howdidyouchoosetherightone?Question3:Whatdidyoudotopreparebeforeattendingthetradefair?Question4:How

9、wereyouabletoexploityourbusinessopportunitiesandgeneratenewbusiness?Question5:Whatdidyoudoafterthetradefair?(1)a(2)c(3)ba(5)bUnit3MarkingEnquiriesPartI(1)AskformorninformationconcerningtheproductintheadvertisementinyesterdayNewYorkTimes.tothewriterandanswer(3)IfIamthereceiver,Iwillsendthelatestcatal

10、ogueallthequestionsthatinteresthim.PartnasklC(2)B(3)ATASK2(1)General(2)articles(3)Specific(4)content(5)specifications(1)steelscrewsinallsizesCIFBecausethesupplierisabletosupplylargerquantitiesatmoreattractivepricesThesupplieroffer.PartM(1)b(2)c(3)bc(1)Export(2)Merchandise(3)flightProduction10olock(6

11、)sample(7)evaluated(8)purchasesPartIV(1)speedboats(2)pricequote(3)aroundthecorner(4)pay(1)US$6500(2)10%(3)shipment(4)US$7850PartV1.(1)FT(3)F(4)T2.IfIwereafarmer,thepricewouldconcernmemost.Thereasonbeingthat,first,formproductsdonotgenerallysellatahighpricesowehavetokeepproductioncostsdown.Secondly,ta

12、xesarefairlyhighatpresentandwehavelesssupportfromthegovernment,soourincomesaredecreasing.ThatwhyIthinkthepriceismygreatestconcern.Ontheotherhand,ifwecanimprovequalitybybuyingbetterseedsandimprovingourhandingmethods,wecansellatapremium.Thatcouldincreaseourincome.PartW1.(1)c(2)a(3)cb(5)cagentstheorder

13、butthathardlyinducesthemtonegotiatelowprices.Therefore,andbuyer.paidbytUnit4NegotiatingPricesPartIlisten(2)speak(3)interrupt(4)askquestions(5)pennypound(7)assertive(8)aggressive(9)more(10)lessPartnTask1discountforbulk(2)minimumquantity(3)early-settlementdiscountcommission(5)contract,unitpriceTask2(1

14、)TFT(4)FF(1)FOBagents(3)extraKorean(5)exceptionsPartM(1)b(2)a(3)ca(5)cA:WeareveryinterestedinyourX358MP4andarethinkingofmakingatrialorderof10000pieces.Whatpricecanyouofferus?B:Asthisisourfirstbusiness,wecanprovideyouwithsomepreferentialterms.Howabout$40perpiece?A:Oh,Imafraidthatwaybeyondourexpectati

15、ons.Itevenhigherthanwhattheotherfactoriesgiveus.B:Yes,weknowtherearelowerpricearoundbutwouldyoupleaselookatthequality?OursaremuchbetterthanourcompetitorsInaddition,thedemandforthisitemfromourcompanyisveryhigh.Weeactuallytemporarilyoutofstockrightnow.Currently,demandiswayaheadofsupplyinthemarket.A:We

16、knowaboutthat.Butdonyouthinkyoushouldmakesomeconcessionstomakeyourpricecompetitive?Canwemakeit$35ifweplacelargeorders?ip,ryPartIV1.(1)b(2)c(3)cb(5)a2.(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,Im

17、anxioustoknowaboutyouroffer.B:Well,werebeenholdingitforyou.Hereitis.Fivehundredcasesofblacktea,at30poundsperkilogram,CIFLondon.ShipmentwillbeinJune.A:Thatsasteepprice!Itlbedifficultforustomakeanysales.B:Imsurprisedtohearyousaythat.Youknowthepriceofblackteahasgoneupsincelastyear.Ourcomparesfavorablyw

18、ithwhatyoumightgetelsewhere.A:ImafraidIcanagreewithyouthere.Indiahasjustcomebackintothemarketwithalowerprice.B:Ah,buteverybodyintheteatradeknowsthatAmericasblackteaistopquality.Consideringthequality,Idsaythepriceisveryreasonable.A:Nodoubtyourteaisofhighquality,butstill,thereskeencompetitioninthemark

19、etthesedays.Iunderstandmanycountriesareloweringtheirprices.B:OK.Thenwemakeit28poundsforthisorder.Isthatok?A:Thataverysmallconcession.Still,wewanttodobusinesswithyoubecausewethinkyourpackagingisexcellent.Webuthopeforgowiththispricethistimeabetterdealforanyfurtherorders.B:Good,wecantalkaboutfurtherred

20、uctionslaterwhenweseehowbusinesspingPart6.(1)FTFF(5)F(6)TF7.(1)thequalityofourproductismuchbetterthanthatofothersuppliersWecantalkaboutthatlater.ifyoucangivemebestpriceforthisfirstorder,wecanstartaIong-termrelationship.Thatreallyleavesuswithnothing.Ilmakethatconcession.Unit5PlacinganOrderPartInegoti

21、ate(2)acceptandconfirmanorder(3)signthecontract(4)confirmtheorder(5)confirmfurtherordersPartnisarequesttosupplyaspecifiedquantityofgoodsanenquirywithsubsequentquotationsprintedorderformsdescription,quantities,modeofpackagingagreeduponinpreviousnegotiationsarelegallyboundtofulfilltheiragreementatthea

22、greedtimeacceptthegoodssuppliedandthenpayforthemTask2(1)FFFTb、c、a、bPart(1)BelsterXPisthebestcopierforgeneraluse.Withacombinationoflargecapacity,smallsizeandefficiency,itcanbeconfiguredtosuitalmostallsituations.Furthermore,ithasanautomaticdocumentfeeder.website,andfillinThebuyercandownloadtheorderfor

23、mfromthesellerthename,address,telephonenumberaswellastheitemnumberofthedesiredphotocopier.Thensendtheformtotheaddressprovided.Tomakeapayment,thebuyercanwriteapayablechequetotheseller.Encloseitwiththemailorderformandsendittotheaddressprovided.12.A:Hello,IseefromtheInternetthatyouareatradingcompanywho

24、dealswithsweatersandskirtsinGuangdongProvinee.Isthatright?B:Yes,thatright.Whatcanwedoforyou?A:WereaNigeriancompany,andweelookingtoordersomeclothes.B:Good,weprovideavarietyofclothes.Sowhatkindofclothesareyouinterestedin?A:Sweatersandskirts.Butwouldyoupleasefirsttellmeyourminimumorder?B:Ourminimumorde

25、rissetat5000pieces.A:OK,thatfine.Ieselectedtwoitemsfromyouronlinecatalogue:items6and18.ButIwouldliketomakesomechanges.Willyoubeabletoaccommodateme?B:Dependingonwhattypeofchangesyouwant,itshouldnbeaproblem.A:Foritem6,thesweater,Iwantthesweatertocomeintwoadditionalsizes.WouldyoupleaseaddXXLandXXXL?B:O

26、K.Howaboutitem18?A:Thesizeisokwithitem18.Butwewanttoorderbothlightanddarkcolours.Part(1)haveaproblemwith(2)protects(3)cost(4)decorative(5)EuropeantastesIong-distanee(7)sales(8)increase(9)retailers(10)logoPartV(1)acddccA:Hello,Iliketheorder1000DSC-T5DigitalCamerasformyourcompany.Butitimportantthatweh

27、avethembeforeJuly31.Canyoumakeit?B:Imafraidthatwecanmakeitinsuchashortperiodoftime.Thatonlyamonthaway.Wouldyouconsideranyothermodels?A:Whatdoyousuggest?B:TheDSC-T7.Actually,itanupdatedversionoftheT5.Ithasmorefunctions.A:Wouldyoupleasetellmethedifferenee?B:TheDSC-T7hasa32MB2ofInternalFlashMemory.Othe

28、rwiseitthesameastheDSC-T5.A:Thatsoundsgood.Whatabouttheirprices?B:TheDSC-T5is$349.95whiletheT7is$449.95.A:Isee.Wouldyoubeabletoprovidemewith500ofeach?PartW(1)BranGifts(2)ZWS10A(3)1000US$18(5)XG7(6)foilinabrownboxSeptember10,2005(8)Toronto(9)110%oftheinvoicevalueagainstAllRisks(10)confirmedirrevocabl

29、e(11)15th(12)Quality&QuantityUnit6:TermsofPaymentPartIAJapaneseYenCPoundSterlingDEuropeanDollarEKoreanWonFCanadianDollarPartnThecorrectorderis:c-a-b-e-dTask2(1)babc(1)collection(2)DocumentsagainstPayment(3)DocumentsagainstAcceptaneeexpenses(5)procedures(6)actualpayment(7)collecting(8)non-paymentPart

30、M(1)bcac(5)candpackagingA:sincewehavereachedanagreementontheprice,quality,quantityLA:Actually,onL/Cpaymentisourgeneralpractice.A:TheexchangerateiscurrentlyratherunstableandanL/Cprovideaguaranteeofpromptpaymentfromthebank.A:Italsothegenerallyacceptedinternationalpractice.B:Thatsright.L/Careverycommon

31、inforeigntrade.B:ButthistimewesuggestD/Ppaymentforthefollowingreasons:marginB:firstly,aD/Ppaymentcanreducethecostandinturnallowalargerprofitforbothofus.Secondly,theorderisquitelargeandourexchangequoteisinsufficientatpresent.Finally,wehaveagoodcreditratinginseveralbanks.Youcantrustus!A:Thatsoundsgood

32、.ButwestillpreferanL/Csinceitourgeneralpractice.A:Doyouthinkyoucouldapplyforone?PartIVThecorrectorderis:a-i-e-g-b-f-c-j-d-h(1)lumpsumpayment(2)paymentbyinstallment(3)cashondelivery(4)advaneepayment(5)25%,finalacceptanee(6)onemonthPartV17.utilityAskwhatprovisionhasbeenmadeforsigningsalarychequesandpl

33、ayingbills.Putpressureonthepersondealingwithyoubystressinghowimportantyouraccountis.Askhowoftentheseproblemsoccurandhowlongfaultsgenerallylast.AskforchequeandpostagedetailsAskforthenameandaddressoftheirdebtorandtheexpecteddateofpaymentlypy18.A:Hello,Beckerhere.ng.ng,B:Isorrytoringyoulikethis.A:Thata

34、llright.B:Didyougettheinvoiceaswell?A:Yes,yesB:Butthepaymentoftheinvoicesenttoyouhasnotyetbeenmade.A:Yes,moneyisverytightatthemoment,yousee.B:Yes,IthinkIknowwhatyoumean.Wehaveasimilarproblem.B:While,inthecaseofunsettleddebtsitisourcompanypolicytotakelegalaction.B:Wewouldnaturallyprefernottohavetogos

35、ofar.A:Sowhatdoyousuggestwedoaboutthemoneyweoweyou?B:Well,pleasetryandsendthechequebeforetheendofthemonth.B:Thatonemoreweek.A:Thankyou,wewilldoourbest.B:Wehopetokeepyouasaregularcustomerdespiteanytroublesyoumayhave.A:Thankyouverymuchforbeingsounderstanding.Goodbye.B:Bye.PartSB-87654(2)fiftythousandU

36、Sdollars(US$50000.00No.DEF-101datedJanuary10,2006(4)fivetwofreightprepaid(7)pneumatictools(8)drive(9)hoseandquickcouplings(10)allowed(11)No.IP/79370(12)beneficiarys(13)15days(14)SB-87654(15)draftsUnit7DeliveryPartI1.EAtimeofestablishmentoftheL/Cavailabilityofshippingspacesupplyofrawmaterialsssideamo

37、untoforderstofulfillattheproducerTheproceduresinvolvedinthedeliveryofgoods:negotiatingthestipulationsaboutdelivery,ensuringtheproductionofgoods,transportingthegoodsofshipment,checkinginsuraneeandotherfactorsinshipping,deliveringattheportofdestination,etc.Thesellerconcerns:productionandtransportation

38、timeofgoodsmeetstherequirements,shipmentofgoodsiscarriedoutasscheduled,etc.Thebuyerconcerns:progressoftheproductionandshipment,inspectionofthequantity,qualityandotheraspectsofdelivery,etc.PartnTaskl(1)onemonthafterwesignedthecontracttheshippingagent,getthenecessaryshippingapaceOursupplier,thesupplie

39、risshortonmaterialsTask2(1)Goodquality(2)ontime(3)marketingchannels(4)reachtheendtheirstocks(1)atthebeginningofNovember(2)beforeendofSeptemberfortheChristmasrush(3)manufacturersareworkinginfullcapacitybecausetheyhavealotoforders.(4)givehisordertoppriority(5)themiddleofOctoberPartMConversation1:3mont

40、hsafterthecontractissigned,NoConversation2:July,mid-June,noshippingspaceConversation3:bytheendofSeptember,YesPartIVtotheportthegoodsusers(5)Mr.AuberyinsistsonthedeliverydateshouldbenolaterthanSeptember20thbecausetheyhaveaverystricttimetable.Mr.Hallsaysthatbecauseofthedamagefromadisastroushurricanela

41、stmonth,theycanonlymakedeliveryinthelastweekinSeptember.Finally,theyonthisandmakeSeptember25ththelastpossibleshipmentdate.September25th(8)complete(9)transport(10)possiblePartV(1)ccabTheappropriateattitudeshouldbepoliteandunderstanding,andthereasonsforthedelay.Apologisetoyourpartnerandtrytomakeimmedi

42、atecompensation.PartWThereason:Thewrongdeliverywascausedbyaslip-upbytheshippingThesolution:Ms.LestersuggestedthattheywouldtrytofindanotherbuyerforthegoodsontheconditionthatMr.BackerscompanywouldreducetheforthelotandshipaconsignmentofAlqualityimmediately.T(2)FFTFUnit8ComplaintsandClaimsPartIdamaged(2

43、)claim(3)payment(4)documents(5)settlementinvoicePartnTask1(1)defectiveitems(2)insuranee,shipping(3)paycompensation(4)provideareplacement,returnthemoney(5)askforcompensationTask2(1)order(2)breakage(3)30%(4)withholdingpayment(5)callmeback(1)Mrs.McCall(2)ACC(3)thequalityisnotthesameasthesample(4)sendth

44、ewholelotback0181-993421(6)5:30PartM3.Appropriateresponses:1-3-4Inappropriateresponses:2-520.(1)cabc(5)bPartIVtrytoexplain(1)lodgedaclaim(2)15setswerebadlydamaged(3)roughhandlingbytheshippingcompany(4)takethematterupwiththem(5)ingoodcondition(6)carelesshandlingatsomestagepriorDepartment.toshipment(7

45、)surveyreport(8)replaceall15setsassoonaspossible(9)settleyourclaimimmediately(10)yourcooperationpriceby25%PartV22.(1)A:Thequalityisdifferentfromthatoftheapprovedsamples(2)A:Thepicturesofproductswiththewrongcolour(3)A:Sendthereplacement(4)A:Sendthereplacementimmediately(6)ownership(5)A:No23.A:weejust

46、receivedourorderNo.2-H35.Wefoundthattherewerefivepiecesmissingfromtheconsignment.B:weesorrytohearthat.Didyoucheckwiththeshippingcompany?Maybeitwasduetoinappropriatehandlingbytheshippingcompanyduringtransit.A:Thecartonwasnotdamaged.Buttherewerefivepiecesmissingfrominsidethecarton.Sotheshippingcompany

47、saidtheyhadnothingtodowiththeshortage.Itmusthavehappenedduringthepackagingprocess.B:Well,doyouhaveanyevidenee?A:Yes,ofcourse.WehaveasurveyreportissuedbytheInspectionBureauinourcountry.B:Inthatcase,pleasefaxusthesurveyreportandwedealwithyourclaim.A:OK,Ifaxyouthereportimmediately.PartW(1)juiceHY08/33H

48、amburgPICC(1)Fifteencaseswerebadlydamaged.(2)ThecontractwasonFOBbasis.Turntotheinsuraneecompanyforcompensation.Unit9MarketingPartiWarm-upMarketresearch/consumerbehaviour/distributionchannel/productlaunch/salesfigure/advertisingcampaign/promotionalstrategyPartIIListeningPracticeTask1TheMarketingManag

49、er:(1)marketingstrategy(2)demandfortheproducts(3)competitors(4)potentialnewmarkets(5)thecompanyproducts(6)potentialcustomersThePromotionsManager:(1)promotionprogrammes(2)advertisingcampaigns(3)exhibitions(4)occasionalspecialpricereductioncampaignsThePublicRelationsManager:(1)publicityprogrammes(2)th

50、ecompany(3)customerssupportTheSalesManager:(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)segmentAdvertising(9)consider(10)budgetPartM1.Checklist:a-c-d-f-g2.Graph1Product

51、oo4Graph2Product003Graph3Product001Graph4Product002PartIV24.Checklist:a-c-d-e-g25.(1)marketshare(2)Therehavebeenanumberofnewcompetitors(3)youngfashionfollowers(4)1.8million1.8million(6)6%radioandTV(8)thenetfashionmagazinesPartV(1)cbca22.Agent:Goodmorning,sir,Imaninsuraneeagent.MayIaskyousomequestions?Man:Yes.Goahead.Agent:Doyouhaveanyinsuraneeproteetionforyouandyourfa