商務英語視聽說1-16單元和商務英語聽說下冊聽力原文

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商務英語視聽說

Unit1

PartIListeningandSpeaking

Task1

Q1.

IamgraduatinginJunefromABCUniversityandmymajorishotelmanagement.Iamanoutgoing,energeticperson.Ienjoyteamworkverymuch.Aspartofmydegreeprogram,Ineededto

finishdifferentprojectswithmyteammates.Ipossessexcellentinterpersonalskillsandaverypositiveattitude.Mycareeraspirationistobecomeasuccessfulhotelier.DuringmyinternshipattheGrandHyatt,Iworkedasareceptionist.Mydutiesincludedofferingfriendlyandefficientcheck-inandcheck-outservicetoguests,answeringphonecalls,takingandpassingonmessagestoguests,IfindthatifIcanmaketheguestshappy,Iwillbeveryhappy,too.

Q2.

Ireceivedhonorsinseveralschool-wideEnglishandcomputercontests.Ienjoyworkingwithpeoplefromdifferentbackgrounds.Iamgoodatcommunicating,organizingandcoordinating.Ifsomethingblocksmypath,Iwilllookforasolution.Inevergiveupeasily.

SometimesIreceivecommentsthatIneedtoimproveintheareaoffiling.Iamnowtryingtoimprovebylearningfromothers.

Q3.

Interestandcareerdevelopmentaretwoofmycriteriainchoosingajob.Interestisthebestmotivation.Ilovethehotelbusiness,soIwilldefinitelydevotemyselftoit.Moreover,highjobsatisfactioncanbeattainedwhenthejobiswhatIaminterestedin.

Careerdevelopmentisveryimportantfor

mewhenchoosingajob.FromwhatIknow,Shangri-Laprovidesequalcareeradvancementforallstaff.Thejobrotationplanandindividuallytailoredtrainingprogramarereallyexcitingandhelpfulforyoungpeoplelikeme.

Task2

Isthatyourwife,Mr.Carter?Sheissobeautiful.

Avoidaskinginterviewerpersonalquestionsormakingpersonalcomments.

Couldyoutellmehowmuchthenewjobpays?

Theinterviewermightinferfromthesequestionsthatyouareonlyinterestedinyourownneedsandnotthoseoftheircompany.Waituntiltheemployerraisesthesesubjectstodiscussthem.

Whataboutthepaidholidays,insurance,andthingslikethat?

Howmuchtimewillittakeformetobepromotedhere?

Butinwhichcitiesdoyouhaveyourbranches?Andwhereisyourcompanybased?

Itisalsounwisetoaskaboutthingsyoushouldhavealreadyknown.Youareonlytellingtheinterviewerthatyouhaven'tdoneyourhomework.

PartIILanguageFocus

Name:CaiNing

Personality:serious-minded;calm;humorous;easy-going

Strengths:theabilitytoworkwithalltypesofpeople

Weakness:perfectionist;impatient

Workexperience:sixyears’financialindustryexperiencewithseveralcompanies;twoyears’experienceinaninvestmentbank

Qualification:graduatedfromPekingUniversityin2001majoringinaccounting;fluentEnglish;bookkeepingandaccountingproficiencyinEnglish.

Reasonsforleavinglastjob:wanttofindajobthatischallenging.

Questionsaboutthejob:WouldIbeabletoworkabroadinoneofyouroverseasbranches?

PartIIIViewingandSpeaking

Video1

Reasonsforjoiningthecompany

ItisoneoftheleadinginternationalconsultantcorporationswhichcametoChinaafterChinaenteredWTO.Workinginthiscompanywouldgivehimthebestchancetousewhathehaslearnedatuniversity.

Relevantworkexperience

HewasinvolvedinafactoryrestorationinNanjing.

Questions

ArethereanyopportunitiesforChineseemployeestobetransferredtotheheadofficeinNewYorkorotherbranchofficesaroundtheworld?

Resultoftheinterview

ChenBowillbenotifiedofthefinaldecisionbyFriday.

Video2

1.

F

T

F

F

T

2.

1)SalesManager

2)Five

3)BrandManager

4)biscuits

5)BusinessAdministration

6)oralEnglish

IVCaseAnalysis

Hint:

Sheisnotlikelytogetthejobbecauseshedidpoorlyinthejobinterview.

Thingswentwrong:

1.Usefillerwords(“youknow”)toomanytimes.

2.Bad-mouthformeremployer.

3.Inappropriateanswerstointerviewer’squestions,eg,“Iwouldratherliketoestablishmyowncompany”

4.Askinappropriatequestions,eg.“CanItaketimeoffforvacation?”

5.Self-conceit—“Ihavenoweakness”.

6.Toomuchemphasisontravel.

ScriptsUnit2

PartIListeningandSpeaking

Task1

1)Ihaven’tseenyouforyears.

2)Whatdoyoudonow?

3)I’mintheResearchandDevelopmentDepartment.

4)Iknewyou’ddosomethingverychallengingandcreative.

5)Isometimesstayintheofficeafterworktodealwithunfinishedtasks.

6)Iamstilltheaccountantofthatcosmeticscompany.

Task2

1)personnelmanagement

2)developingmarkets

3)planning

4)execution

5)salestargets

6)teamperformance

7)customerbase

8)customersatisfaction

9)selecting,developingandmanaging

10)cost-effective

11)ontime

12)ofgoodquality

13)humanandmaterialresources

14)trainingneeds

15)continuousimprovement

PartIIViewingandSpeaking

Video1

1.CarolineClinton:financialaccounts

LucyWhite:dataprocessing

AdaBalck:managementaccounts

2.

Administration;Marketing;Engineering;ProjectPreparation;Accounting

Video2

1.

self-employedentrepreneur,buyer,LineSupervisor,AdvertisingExecutive,PublicRelationsManager

2.

Names Likes Dislikes

Jerome

makingalotmoremoney;havinglotsofindependenceindoingthings feelingtiredsometimes

Robin havingbeentoalotofplaces toomuchtraveling;havingverylittletimeto

spendwithhisfamily

Colin goodsalaryandbenefits noisyworkenvironment;seldomhavingthe

opportunitytogoout

Frank newchallenges;alotofexperience

Janet

meetingalotofnew&interestingpeople oftenhavingdinnerpartiesintheevening;havinglittletimewithherfamilyandbaby

Unit3

PartIWarm-up

1)ensuresmoothbusinesscommunication

2)thepurposeofyourcall

3)allthedocumentsyou’llneed

4)scheduleaspecifictime

5)alldistractions.

6)confirmthatyouhaveunderstoodeachpoint.

7)interruptions.

8)strongaccent.

9)yousoundpoliteandagreeable.

10)theoptionalchoicemethod,

11)lengthycalls.

12)smilewhileyouaretalking.

PartIIListeningandSpeaking

Task1

FFTTFTFF

Task2Leavingamessage

MessageNote

To:LouisePaulson

From:PaulJackson

Phone:979-326-8965

Message:RingbacktohimabouttheordertheyplacedlastFriday.Theyhavetomakesomechangestotheorder.It’surgent.

Takenby:Roy

PartIIIViewing&Speaking

Video1

1.

FFTTF

2.

Message1)Willyoutellhimthatwe’vejustreceivedyoursampleofthenewassemblycoffeetableandarequitehappywithit?

Message2)PleasetellMr.Matthewswe’requitehappywiththequalityanddesignofthetable,butthepriceistoohigh.Weneedsomenegotiationonit.

Message3)PleaseinformMr.MatthewsthatIwon’tbeabletogettoyourcompanyearlyonSaturdaybecauseoftherailstrike.Iprobablywon’tarriveuntilthatafternoon.

Video2

1.

1)A2)C3)C4)C5)B6)C

2.

1)“Holdon,please.I’llconnectyou.”

2)“I’mafraidyou’vedialedthewrongextension.”

3)“Oh,sorrytohaveinterruptedyou.CanyougivemeHenryMiller’sextension,please?”

4)“I’mverysorry,Ididn’tnoticethat.I’llputyouthroughrightnow.Pleasewaitaminute.”

5)“It’smeagain—Ms.Mandel.I’mstillhavingtroublegettingthroughtoHenryMiller…Canyouhelp?”

6)“Oh,I’mterriblysorryforthetrouble.”

Unit4

Task1

1

Formal

*Goodafternoon,I’dliketocallthemeetingtoorder.

*Firstofall,let’sdiscuss…

2

Informal

*OK,everyoneishere…

*So,whydon’twestartwith…

3

Informal

*Right,youknowwhywearehere.

*Maybeweshoulddoitlikethis…

4

Formal

*WelcometoBCG,andtowhatIamsurewillbethebeginningofamajornewalliance.

*Todayourpurposeisto…

5

Informal

*Right,let’sgetdowntobusiness…

*Isuggestwedealwiththat…

6

Formal

*Well,gentleman,it’sapleasuretobeheretoday…

*I’dliketostartwith…

Task2

1)Arriveatthemeetingaheadofschedule.

2)Considerusingataperecorder.

3)Useaconsistentformat.

4)Followtheagenda.

5)Beconcise.

6)Listspecificoutcomes.

7)Afterthemeeting,writeameetingreportfromyournotes.

PartIIViewing&Speaking

Video1

FFFTF

Video2

1)Tofigureoutthereasonforthesalesdropandtheactionstobetaken.

2)Thesalespeoplearenotverymotivated.

3)No,becausethesalesquotasareprettyhigh.

4)Heproposestolowerthequotas.

Unit5

PartIListeningandSpeaking

Task1

CBBCA

Task2

1)dailyroutineintheoffice

2)whetherthevisitorhasanappointmentornot

3)greetthevisitor

4)thevisitor’sname,titleandposition

5)apologizeandmakesomesuggestions

6)expressregretandexplainwhy

7)date,time,nameandthefirmthevisitorworksfor.

8)considerateandwarm

9)keepthevisitorfullyinformedofthesituation.

PartIIViewingandSpeaking

Video1

1)Georgeistravellingonbusiness.

2）Hewillstayforaboutaweek.

3）Hehasbeeninvitedtoattendthetradefairbyhisbusinessassociates.

4)Hislaptopcomputerisinthebag.It’sduty-free.

5)No,goodforpersonaluseratherthancommercialusearenotsubjecttoduty,andtheyarewithinthelimit.

Video2

1.F

2.T

3.F

4.F

5.F

6.F

7.T

8.F

9.T

10.F

Unit6

PartIListeningandSpeaking

Task1

1.wearehiringfor

2.businesssoftwareandconsultingservices

3.4,000

4.largecorporations

5.90milliondollars

6.prettyfast

7.29

8.alargeprojectforabank

Task2

CompanyProfile

1)MonicaLi

2)ManagerofthePRDepartmentofOracleChina

3)enterprisesoftwarecompanyintheworldthefirst

4)globalsoftwaregiantinChina

5)1977

6)California

7)42,000

8)11billiondollars

9)1989;setupBeijingOracleSoftwareSystemsCo.Ltdin

10)1991.

11)Chengdu.

12)educationandsupportservices.

PartIIViewingandSpeaking

Video1

BADEC

Video2

ThethingsthatJoanCopperdoesbadly

Shedoesn`tconsidertheaudience

Shedoesn`thaveclearobjectives

Herpresentationisn`twell-prepared

Thereisn`taclearstructure(beginning,body,end)

shedoesn`tspeakclearly

shedoesn`tspeakattherightspeed

shedoesn`tmaintaineyecontactwiththeaudience

shedoesn`tappearconfidentandpositive

thevisualaidsaren`tclearandhelpful

shedoesn`tusetheequipmentprofessionally

Unit7

PartIListeningandSpeaking

Task1

120CM130CM

43KG54KG6KM/H

1.smaller2.people-friendly3.armmovement4.heavier5.itscontroller

6.atwill7.totalcontrol8.turn

Task2

Smallandelegant

Easytosetup:allyouneedisatouch-tonephone;aseasytouseasmakinganormaltelephonecall

Full-colormotionvideo;adjustablepicturesetting;goodaudioquality;previewmode;privacymode

Onaspecialoffer

PartIIViewingandSpeaking

Task1

1.Price2.discount3.after-salesservice3.money-backguarantee4.delivery5.warranty

Task2

1.$22002.threeyears3.224.205.freeforthreeyears,$150/yearafterthreeyears6.withinthreeweeks7.within24hours

Unit8

PartIListeningandSpeaking

Task1

1.remainedflat2.wentup3.rosereachedapeak4.updowndropped

Task2

Thegrowthtrend morethan37% thepersistenthighprice RMB48million accountedfor 40.6% domesticroutes RMB16869million

PartIIIViewingandSpeaking

Video1

Task

1.increasedsignificantly

2.opened

3.droppedby50%

4.continuestorise

5.growsfast

6.developed

Video2

Task1

ABDFG

Task2

1.annualturnover

2.profit

3.totaloutputofwashingmachines

4.marketshareofrefrigerators

Unit9

1.ListeningandSpeaking

Task1

FFTFFT

Task2

newreputationworldleadersladdies’sclubs835latest

2.ViewingandSpeaking

Video1

Task

CBCAC

Video2

Task

ACBAB

Unit10

1.ListeningandSpeaking

Task1

sampletradetermsscopeofitsbusinessinitiatingthebusinessnegotiationprocess

classifiedgeneralinquiriesquotationsforcertainarticlespackingconditions

specificinquiriesregularcustomersgeneratedrepresentative

Task2

1)Steelscrewsinallsizes.

2)Becausethesupplierisabletosupplylargerquantitiesatmoreattractiveprices.

3)CIF.

4)Helooksforwardtothesupplier”soffer.

2.ViewingandSpeaking

Video1

Task

renttohisguestsquotearoundthecorneraletterofcredit$6500

10percentage$7850twotothreeweeks

Video2

Task

CACBC

Unit11

1.ListeningandSpeaking

Task1

firmorderacceptancetermsandconditionstermsofpaymentbindabideby

terminatearbitration

Task2

BCAB

2.ViewingandSpeaking

Video1

haveaproblemwithprotectscostdecorativeEuropeantastesLong-distanceSalesIncreaseretailersLogo

Video2

BranGiftsZWS10A1000Cartons$18XG7bownboxSeptember10,2005

Toronto110%oftheinvoicevalueagainstallrisksConfirmed,irrevocable15thQuanlityandQantity

Unit12

Listeningandspeaking

Task1:

Banktransferthebeneficiarythepayinginstructionslocalbank

whenthesizeofpaymentisnotattractiveenough

theshippingdocumentscreditratingexporter

Task2:

Applicant1beneficiary824openingbank7

confirmingbank

Video1

task:

Alumpsumpaymentpaymentbyinstallmentscashanddelivery advancepaymentfinalacceptanceonemonthofthefinaldelivery

Video2

task:

AustraliaSB-87654US$5000052100allowed

January18.2006beneficiary’s15days

Unit13

Listeningandspeaking

Task1:

Competitivepricegettothemarketmarketingchannelsendusers

Loseout

Task2:

Within3monthsafterthecontractissignednoinJulyinmid-June

Shippingspacefullybooked

Video1

task:

Partofourworkshop10daysabackingofordersfullcapacity

InstalledSeptember20thguaranteewon’tbecompleteonwardtransport

Thelastpossibledate

Video2

task:

TFFTF

Unit14

Listeningandspeaking

Task1:

Theinsurancecompanyortheshippingcompany

Completeandclearproofprovidedbycompetentinvestigatingauthority

Bymakingarefundandcompensatingforotherdirectlossesorexpenses,sellingthegoodsatlowerprices,orreplacingthefaultygoods.

Task2:

Complaint1:

Davidbrown3adistribution

Almost30%ofthegoodsweredamagedinonewayoranotherwithdrawpaymentuntilasolutionhasbeenworkedoutcallhimback

Complaint2:

Mrs.McCallACCcompanyqualitynotthesameasthesamplessendthewholelotback0181-993-4215:30

Video1

task:

Lodgedaclaim15setswerebadlydamagedroughhandlingbytheshippingcompanytakethematterupwiththemingoodconditioncarelesshandlingatsomestagepriortoshipmentsurveyreportreplaceall15setsassoonaspossiblesettleyourclaimimmediatelyyourcooperation

Video2

task:

Because15casesofgoodstheyreceivedwerebadlydamaged.

BecausethedamagewasduetoroughhandlingintransitandthecontractisbasedonFOB.

Toturntotheinsurancecompanyforcompensation.

Unit15

1.ListeningandSpeaking

Task1

Thecompany’sdetailedmarketingstrategypotentialnewmarketsthecompany’sproducts

promotionalprogramsadvertisingcampaignsexhibitions

establishingclosercontactswithconsumersincreasingsalespublicityprograms

customers’supportraisepublicawarenessofthecompanythecompany’ssalesprograms

trainingprogramshowtoimprovetheirsalesperformancemonitorthemarketshare

Task2

anydemandanycompetitionTestingselectedcustomersiftheylikeitornot

smallerpartsinwhichpartorsegmentyou’regoingtosellyourproductAdvertising

targetcustomersbudget

2.ViewingandSpeaking

Video1

Task1

Potentialmarketcompetitionsales-profitanalysisadvertisingmarketingstrategy

Task2

marketshareentryofnewcompetitorsyoungpeople$1800000$18000000

6percentradioandTVtheNetfashionmagazines

Video2

Task

No.

Howmanystaffmembersdoyouhave?

Inasmallcanteen.

Aretheyhappywiththefoodservedinthecanteen?

Becauseofalimitedselectionofdishes.

Unit16

1.Warm-up

SloganBSloganFSloganDSloganASloganCSloganE

2.ListeningandSpeaking

Task1

ACB

Task2

Influenceconsumerstobuyaremindertoconsumers

aninnovationbyalteringtheperceptionsofconsumers

3.ViewingandSpeaking

Video1

CBACA

Video2

Itreachesthetargetmarketthroughtherightmediaatrighttime.

Itismadetothetastesofthetargetcustomers.

Ittellsaninterestingandshockingstory.

Itdrawstheaudience’simmediateresponse.

UnitOne

PartIIListening&Speaking1

IListening

1.Listentothepassageandfillintheblanks.

1) Thedevelopmentandexpansionofabusinessdependsoncustomers,fornocustomermeansnobusiness.Thereforeitisveryimportanteitherforanewlyestablishedfirmoranoldonethatwishestoexpandnewmarketsorenterintonewfieldsofbusinessactivitiestoestablishbusinessrelationswithprospectivedealersinimportandexportbusiness.Butbywhatmeanscanabusinessmangetallthenecessaryinformationaboutanewmarketandanewcustomer?

Suchinformationisusuallyobtainablethroughthefollowingchannels:

a.banks,

b.ChamberofCommerce,

c.CommercialCounselor’sOffice,

d.CommercialAttaché,

e.businesshouse,

f.consultant,

g.tradedirectory,

h.adsinthemedia,

i.marketinvestigation,

j.tradefairsandexhibitions,

k.inquiriesfromforeignmerchants.

2.Listentothepassageandfillinthemissinginformation.

WelearnedfromtheCommercialCouncilor’sofficeoftheEmbassyofthePeople'sRepublicofChinainBritainthatyouarealeadingexporterofsilkgarments.Wearealargedealerintextilesandbelievethattherewillbeagoodmarketinourcountryformoderatelypricedtextiles.Therefore,youarekindlyrequestedtosendusacopyofyourillustratedcatalogueswithdetailsofyourpriceandtermsofpayment,andsamplesofthedifferentqualitiesofthematerialsused.

3.Listentothedialogueandanswerthefollowingquestions.

A:MayIspeaktothemanageroftheexportingdepartment?

B:Hello.I’mZhangMing,themanageroftheexportingdepartment.

A:Hello.ThisisJohnSmithfromCarterTradingCompanycallingfromLondon.IgotyourphonenumberfromtheCommercialCounselor’sOfficeoftheChineseEmbassyhere.IlearnedthatyouaretheleadingexportersofChinesetoys.

B:That’sright.WhatcanIdoforyou?

A:Weareinterestedinthestuffedtoys.Thesetoysareverymarketablehere.WeareabigsupplierfortoysintheU.K.I’mthinkingthattheremightbesomeopportunitiesbetweenus.

B:Doyouhaveanythingyouareparticularlyinterestedin?

A:Tobefrank,Iknowlittleaboutyourtoys.CouldyousendmeyourbrochuresandillustratedcataloguessothatIcanhaveaclearideaofyourproducts?

B:Sure.MayIhaveyourmailingaddress?

A:Ofcourse.Mymailingaddressis…

4.Listentothepassageandcompletethenotes.

Anenquirycanbemadebytelephone,fax,ore-mail.Ifyouneedtogivemoreinformationaboutyourselforaskthesupplierformoreinformation,youneedtowritealetter.Thecontentsofthislettershouldinclude:howwellyouknowthesupplierandthetypeofgoodsyouareenquiringabout.Youneedtotellthesupplierwhatsortofcompanyyouareandhowyouobtainthetelephonenumberorthee-mailaddressofthesupplier.Itisnotnecessarytogivealotofinformationaboutyourselfwhenaskingforbrochures,cataloguesorpricelists.Butdoremembertosupplyyourtelephonenumber,faxnumber,e-mailaddressortheaddressofyourcompany.Itwillbehelpfulifyoucanbrieflypointoutanyparticularitemsyouareinterestedin.Whenaskingforgoodsorservices,youneedtobespecificandstateexactlywhatyouwant.Youmightwanttoseewhatamaterialoritemlookslikebeforeplacinganorder.Mostsuppliersarewillingtoprovidesamplesorpatternssothatyoucanmakeaselection.However,fewwillsendacomplexpieceofmachineryforyoutolookat.Inthatcaseyouwillbeinvitedtovisitashowroom.Nevertheless,ifitispractical,asktoseeanexampleofthearticleyouwanttobuy.Usuallyasimple“thankyou”issufficienttocloseanenquiry.However,youcouldmentionthatapromptreplywouldbeappreciated.Youcanalsoindicatefurtherbusiness,orotherlinesyouwouldbeinterestedinifyouthinktheycouldbesupplied.Ifasupplierthinksthatyoumaybecomearegularcustomer,ratherthansomeonewhohasplacedtheoddorder,hewouldbemoreinclinedtoquotecompetitivetermsandoffer

concessions.

PartIIIListening&Speaking2

IListening

1.Listentotwopassagesandcompletethenotes.

1)Usually,enquiryisanactionundertakenbybuyerstogettheproducts’informationbeforepurchasing.Itisnotonlyoneofthemostdirectwaystoacquireproductdetails,butalsoastartingpointoftheformalcontactsbetweenbuyersandsellers.Whenmakinganenquiry,besidesthepricesofgoods,buyersmayaskformoreinformationsuchasthespecificationsoftheproduct,packing,deliverydateandthetermsofpayment.Inanenquiry,buyersshouldclearlyexpresswhatkindofinformationisneededandunderwhatconditionsthedealcanbemade.Anenquiryshouldbebrief,specific,courteousandreasonable.Theanswerstoanenquiryshouldbeprompt,definiteandhelpful.Eachenquiryisasalesopportunitytofosterapotentialbusinessrelationship.

2)Usually,anenquiryofferstherecipientnoimmediaterewardoradvantagebeyondtheprospectofafuturecustomerorthemaintenanceofgoodwill.Therefore,yourenquirymustbewordedinsuchawaythattherecipientwillresponddespiteahecticschedule.Todothis,youmustmakeyourenquiryeasytoanswer.

Firstofall,youshoulddecideexactlywhatyouwantbeforeyouwrite.Thisshouldincludethespecificinformationthatyouneedaswellasthecourseofactionyouwouldlikeyourreadertotake.Considerthisrequest:

DearSirorMadame:

Pleasesendusinformationaboutyourofficecopierssothatwewillknowwhetheronewouldbesuitedtoourtypeofbusiness.

Yourstruly,

Therecipientofthisletterwouldbeatatotallosstorespond.Otherthansimplysendingabrochureorcatalogue,he/shecouldnotpossiblyexplaintheadvantagesofhercompany’smachineswithoutknowingyourcompany’sneeds.Youhavenotmadeiteasyforhim/hertoact.Suchanenquiryshouldincludespecificquestionswordedtoelicitspecificfacts.Sincethemanufacturerofcopiersmaymakedozensofmodels,theenquiryshouldnarrowdownthetypeyourcompanywouldconsider.

DearSirorMadame:

Weintendtopurchaseanewofficecopierbeforetheendofthismonth.WewouldliketoconsideranRBMcopierandwonderifyouhaveamodelthatwouldsuitourneeds.

Ourofficeissmall.Andacopierwouldgenerallybeusedbyonlythreesecretaries.Werunapproximately3,000copiesamonthandpreferamachinethatusesregularpaper.Wewouldlikeacollator,butrarelyneedtorunoffmorethan25copiesatanyonetime.

Wewouldalsoliketoknowaboutyourwarrantyandrepairservice.Wehopetohearfromyousoon.

Sincerelyyours,

Notehowtherevisedlettermakesiteasierforyourreadertorespond.Youhavegivenaclearpictureofwhatyouarelookingfor,sohe/shecandeterminewhichofthecompany’sproductsmightinterestyou.Moreover,bymentioningtheREASONforenquiry,youmotivateherresponse.(YourintendedpurchaseisarealpotentialsaleforRBM.)Finally,bylettinghim/herknowWHENyouintendtobuy,youhaveencouragedhim/hertoreplypromptly.

2.Listentoaletterofinquiryandfillinthemissinginformation.

DearSirs,

ThankyouforyourinquiryofMay20.Wearenowpleasedtosendyouourquotationforcottonbed-sheetsandpillowcases.Alltheitemsquotedaremadeof100%cottonandcanbesuppliedinarangeofdesignsandcolorswideenoughtomeettherequirementsinyourmarket.

Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoreceiving

yourordersoon.

P.S.Enclosedisacopyofourcatalogueaswethinksomeofourotherproductsmightbeofinteresttoyou.

Yourssincerely,

UnitTwo

PartIIListening&Speaking1

IListening

1.Listenandwritedownthefollowingquotations.

(1)AUD100perdozenEXWGuangzhou

(2)CAD200perkilogramFCAGuangzhou

(3)EUR137persetFOBShanghai

(4)JPY597perunitFASShanghai

(5)HKD167perpieceCFRHongKong

(6)SGD463permetrictonCIFSingapore

(7)USD800persetCPTGeneva

(8)CHF2,629perkilogramCIPGeneva

(9)USD325persetDeliveredatSino-Mongolianfrontier

(10)EUR317perpieceDESMarseilles

(11)GBP500perunitDEQLondon

(12)EUR386permetrictonDeliveredat5MapleRoad,Bonn,DutyPaid

(13)EUR1,000permetrictonDeliveredatMapleRoad,Bonn,DutyUnpaid

2.Listentothepassageandfillinthemissingwordsorexpressions.

1) Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftimeoranon-firmofferwhichismadewithoutengagementandissubjecttotheseller'sconfirmation.Usuallyanofferwillincludethefollowing:(1)nameofthegoods,(2)qualityorspecifications,(3)quantity,(4)detailsofprices,(5)discounts,(6)termsofpayment,(7)timeofshipment,and(8)packingsoastoenablethebuyertomakeadecision.Abuyermayrejectthetermsandconditionsinthenon-firmofferandcounterofferhisowntermsandconditions.Thisprocessofoffer→counteroffer→counter-counter-offeristheprocessofbargaining.

2) Pricingisoneofthemostimportantandcomplextasksinbusiness,andevenmoreofaproblemwhenlinkedwithexporting.Anexportershouldsellhisproductsatapriceacceptabletothecustomersand,atthesametime,generateenoughrevenuetocoverallitscosts.Appropriatepricingisnoteasy,whichrequiresmuchskillandmustbetreatedseriouslyandcarefully.Thefollowingpointsarethefactorstoconsiderinarrivingatapotentialprice:

(1) Haveagoodknowledgeoftheinternationalmarketlevel,establishallrelevantmarketdataoncompetitivepricesforsimilarproductsandevaluatethem.

(2) Whilereferringtotheinternationalmarketsituation,considerthepoliciesandregulationsthatapplytoaparticularmarketarea.

(3) Onthebasisofinternationalmarketlevel,adjustpricesaccordingtotheexporter’sspecificpurposesortheimporter’srequirements.

(4) Asthewo