国际商务英语听说答案.doc

ESP系列精品教材(第一辑)国际商务英语听说 (练习答案)主编 阮绩智 Unit 1 Company Profiles7. Follow up PracticeC.1. outline 2. operations 3. line 4. marketable5. ranging 6. when it comes to 7. get down to 8. handle9. specializes in 10.Thanks to 11. is being marketed 12. forecast13. in charge of 14. in . business 15. has an advantage overD.1) ZK(#Our company, established in 1978, has now become one of the leading exporters of kitchen appliances in our country.2) We have 10 specialist subsidiaries at home and 6 permanent representative offices abroad. Weve also set up more than 20 joint ventures in the home market. 3) We are a diversified company dealing mainly in international trade, international transportation, labor export, real estate and so on.4) We have been handling textiles for more than 30 years and maintain close contact with large manufacturers and distributors in our area.5) In order to grow rapidly, weve formed a diversifying strategic alliance which allows us to expand onto new market areas.6) The system of command of our company is that we have the partners, and then we have three associates immediately below the partners, that is, two partners at the top and three associates directly below them. And then below the associate we have senior engineers, junior engineers, draftsperson and so on and so forth, down to the office boy.7) As an American company in China we find we have an advantage over other companies when it comes to importing American products that are marketable here in China.8) Our company is a French company specializing in marketing French perfume in the Chinese market.9) Were a young company, only about five years old. There are only about 40 people in the company, split amongst four offices.ZK)10) ZK(#We also go to the other spectrum and import garments from China that are superior in quality and unexpensive in price.ZK)BT7Unit 2Job InterviewBT27. Followup PracticeBT3C.1.on his own initiativeKG*2WB2. arrange .forKG*2WB3. proceduresWB4. like a sieve5. availableDW6. in his shoes DW7. as a matter of fact 8. from time to timeDW9. in touch with DW10. scopeDW11. press on 12. positionDW13. reference DW14. vacancies DW15. apply forBT3D. 1) ZK(#Id like to apply for a job with your company. Could you please tell me what procedure to follow?2) We have three positions available now, but we have a lot of applicants. Were planning to fill them within one week.3) I see from your rsum and application that youve had quite a lot of experience in marketing already.4) If you were in my shoes, what sort of qualities youd look for in your employees?5) A department manager has to be able to do a lot of things on your own initiative.6) As a secretary, Ive had to do quite a lot of paper work, such as handling report writing, keeping minutes at meetings, and I seem to have a better memory than average.7) From the secretarys point of view I think its better to share an office room with her boss so that theres not much chance of her superior forgetting to let her know about important matters.8)The company where I worked is a marketing and public relations company and they do consultant work for foreign companies investing in China.9) I feel that I would have more scope and opportunities for personal development in your company and that the work will be more challenging for me.ZK)10) ZK(#What I basically do is to assist the manager by arranging visits, setting up meetings and presentations and to deal with his correspondence.ZK)BT7Unit 3On the TelephoneBT37. Followup PracticeBT3C.1. put. through KG2WB2. on the phone WB3. is tied upKG*2WB4. drop. a line5. hold onDW6. reachDW7. ring upDW8. have a word with9. leave wordDW10. cut offDW11. put . on holdDW12. over the telephone13. What ifDW14. get to the point15. dialBT3D. 1) ZK(#Im calling to see if you have any time to meet with me to discuss your sales plan next year.2) Id like to speak to someone in charge of sales about our order.3) I have something very important to go over with Mr Wang. Its urgent. I have to reach him before 2 oclock.4) Our manager is tied up at the moment. If you leave your name and phone number, Ill have him call you back as soon as hes available.5) What if I call him now and tell him that we want to cancel the order?6) Business calls are regarded as the most important link with customers.7) Using the telephone for company business has many advantages over writing letters.8) Since every day quite a few people transact business over the telephone, establishing a positive telephone image is obviously important to the success of the company.9) In a business call you dont need to spend time talking around the subject. Just get to the point as you would in a business letter.ZK)10) ZK(#Sometimes some customers demands are unreasonable. As long as we try to be polite, courteous and even disarming at the same time, we can retain even some of these individuals as future customers.ZK)BT7Unit 4Business MeetingsBT27. Followup PracticeBT3C.1.cover forWB2. updateWB3. are entitledWB4. be mergedWB5. routine6. go along withDW7. takeoverDW8. to and froDW9. came up withDW10. opted for11. a sea ofDW12. agendaDW13. carry outDW14. objectedDW15. outcomeBT3D.1) ZK(#You can always depend on Bill to come up with some practical suggestions for improving our work at a meeting.2) In my view its because of the recent merger of our two companies that the financial problem has got out of hand.3) I would like to call the meeting to order. Before we begin I should like to say that I hope the meeting will be constructive and have a positive outcome.4) The purpose of this meeting is to resolve some financial and personnel problems which have been caused by the recent reform of our company.5) We have two questions on the agenda. The first item is a discussion of managements proposals on flexitime and the second item is the work arrangement for the coming holiday.6) Since we do not seem to be able to resolve this difference now, could we move on to the next point?7) Since all proposed resolutions have been passed, the meeting will be closed for today.8) A meeting is supposed to pool all the participants ideas and suggestions for a common purpose, which may function in several ways like solving problems, making decisions, sharing information and other kinds.9) A good preparatory job, first of all, refers to a good understanding of the subject and the goal of the agenda. Then, on the basis of such understanding, the participant should think about the relevant points to be prepared and brought up at the meeting. Sometimes, he may need to do some research work to confirm his opinions for the coming meeting.ZK)10) ZK(To be an effective meeting leader means one should exercise a good control over the meeting, which covers different stages at a meeting: control at the very beginning, control during the meeting and control at the end.ZK)LMBT7Unit 5Business PresentationsBT27. Followup PracticeBT3B.WT5”BZWTHZJZPresentation PlanJZThe New Videophone ModelHTCDF34WT5”BZIntroduction: WB2. PlaceObjective: WTHZTo inform the boardDWWTBZLaunch date: WTHZSTHZ1st May 2006WTBZSTBZOutline: 1. ProductDWDistribution: i. WTHZregistered retail outletsWTBZKG42. WTHZPlaceWTBZDWKG2ii.WTHZSTHZ mail order(28 days delivery)WTBZSTBZKG43. WTHZPriceWTBZDW3. PriceKG44. WTHZPromotionWTBZDWRetail price: WTHZSTHZapprox.500+VATWTBZSTBZDWConnection charge:1. Product DWSTHZ500 (normal ) 300(special offer )STBZ(1) What the product consists of: DW4. Promotioni. video screenii. WTHZvideo cameraWTBZDWTarget penetration: WTHZSTHZ25,000 in two yearsWTBZSTBZiii. WTHZaudio receiverWTBZiv. audio transmitterDWTarget audience: WTHZresidential usersWTBZ(2) How the product works: DWTV advertising concept:i. audio signal established DWWTHZcalls to distance relatives and friendsWTBZii. WTHZvideo signal established,WTBZDWConclusion:WTHZ if videophone terminalDW1.STHZ Summary of 4PsSTBZWTHZavailableDW2. WTHZFuture success of the companyWTBZHT CDF34WTSTBT3C.1. market shareWB2. market demandWB3 breakdownWB4. target5. ran throughDW6. At long lastDW7. be distributedDW8. was commissioned9. at your leisureDW10. in stockDW11. in terms ofDW12. market penetration13. retailDW14. synchronizedDW15. sectorBT3D. 1) ZK(#Ill begin by talking about our sales figures last year, and then Ill talk about our market share of our product in some major countries. Finally Ill talk about our main customers and future plans.2) We believe we must increase our export sales if we want to continue to grow, and we hope to increase exports to 40% of production.3) I realize youve got a full agenda so I intend to briefly run through the four Ps for the new videophone model? the product, the place, the price and the promotion.4) Please interrupt me if youve got any questions.5) My objective of the presentation today is to inform, not to persuade; hopefully youre all ready 100% behind this new project.6) If you look at this mockup drawing, youll see that it basically consists of four elements: a video screen, a video camera, an audio receiver and audio transmitter.7) In any case, Ill leave these written specifications with you which you can study at your leisure.8) Ill be getting back to you in a couple of months time with much more detail on the promotion campaign.9) Im also sure that you now share my enthusiasm for the new model which I have no doubt will not only open up a new sector of the market but ensure longterm growth and prosperity for our company.ZK)10) ZK(We confidently believe that this new product represents a significant market opportunity for the company with its ability to open up a new sector of the residential market.ZK)BT7Unit 6Establishing Business RelationsBT27. Followup PracticeWTHZB.WTBZ c-1f-2d-3a-4b-5e-6g-7BT3C.1) establishKG*2WB2) conform toKG*2 WB3) appreciate WB4) find a good market5) dependent onDW6) a wide range of DW7) has given much thought to8) facilityDW9) to the taste ofDW10) give you an idea of11) illustrating12) in turnDW13) were impressed DW14) saleable DW15) guaranteeBT3D.1) ZK(#We are one of the largest textile importers in our country. We have handled this commodity for more than 20 years and have connections all over the world.2) I had an opportunity to see your wellillustrated catalogues on the last fair and I am very interested in your canned fruit. Now I have come to discuss with you the possibility of importing the goods.3) You can rest assured that our foodstuffs are guaranteed to conform to the WHO standards.4) Canned goods are also among our major exports and have found a favourable reception in many other countries.5) The quality of our products is as good as that of many other suppliers, while our prices are not so high as theirs.6) We think mutual understanding and cooperation can help us do more and better business with each other.7) Since we are in the same business lines, I can see there are a lot of business opportunities we can cooperate in the future.8) Your desire to expand business with us coincides with ours.9) The aim of our visit to your company is to look for a business partner, and we are glad to have a direct contact with you.ZK)10) ZK(#So far we have not developed a large export market for our poultry. We primarily serve the domestic market.ZK)BT7Unit 7Enquiries and OffersBT27. Followup PracticeBT3C.1) negotiateWB2) have opened up KG*2WB3) in no case WB4) from stock5) Now thatDW6) have quoted DW7) had been customized8) offer9) a full range of DW10) stand a chance ofDW11) a ready market12) all very well, butDW13) are pouring in DW14) stretch a point DW15) availableBT3D. 1) We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable.2) The price varies according to the quantity. So please tell us what quantity you require so that we can work out the offer.3) The size of our order depends greatly on your price.4) Id like to have your lowest quotations, CIF New York.5) We are pleased to inform you that your bicycles have a ready market in our country and there is a steady demand for your product in our market. So wed like to make an inquiry.6) The export of our textiles last year reached a record high and this year we are trying hard to further improve the quality and design to suit the international market.7) As our stocks of these goods are limited, we would advise you to place your order without delay.8) As a rule we do not allow any commission. But if the order is a sizable one, well consider it.9) With an eye to our future business, well stretch a point this time. Well allow you 3 percent commission. Thats the top rate.ZK)10) ZK(We believe through the cooperation between us, large transactions will be brought to speedy conclusion.ZK)BT7Unit 8Terms of PaymentBT27. Followup PracticeBT3C.1) without failWB2) Given WB3) meet you halfway WB4) make up for5) as compared withDW6) in conformity with DW7) tie up DW8) It wont do9) adhere to DW10) drainedDW11) exert themselves DW12) live up to13) rest assured DW14) be effected DW15) honourBT3D. 1) Our usual terms of payment are by confirmed, irrevocable letter of credit by sight draft against presentation of shipping documents.2) If you promise to effect shipment one month earlier, we will agree to payment by L/C at sight.3) Although your price is on the high side as compared with those of rival goods, the quality of your products, I suppose, will probably make up for it.4) In order to pave the way for your promotion of our products in your market, we will accept D/P at sight as a special accommodation.5) In order to conclude the business, I hope youll meet me half way. What about 50% by L/C and the balance by D/P?6) Payment by L/C is our usual practice with all new customers for such commodities. Moreover, the international capital market is fluctuating, so I am afraid that we have to insist on payment by L/C at sight.7) In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be taken as a precedent.8) We always require L/C for our exports. And the other way round, we pay by L/C for our imports and furthermore, we pay by the same kind of letter of credit when we import from your country.9) I am sorry that you insist on payment by L/C. Could you make an exception in our case and accept D/P?ZK)10) ZK(Frankly, a letter of credit would raise the cost of our imports. When we open a letter of credit with a bank, Ill have to pay a margin. Thatll not only tie up our money but also increase our cost.ZK)BT7Unit 9PackingBT27. Followup PracticeBT3C.1) standsWB2) on the ground of WB3) is lined with WB4) catch the eye of5) reinforceDW6) commit ourselves DW7) take your chance DW8) beyond9) in caseDW10) see(to it) thatDW11) improve on DW12) appeal to13) get an edge over DW14) be shown off DW15) having been stowedBT3D.1) ZK(#Your products should be competitive not just in price, quality, but in packaging as well.2) Both of us know that the buyers cant see or touch the quality of your products, and they for the most part judge it by its packing.3) I think your packing lacks a sense of expensiveness, and the color of your packing really should be more eyecatching. My opinion is that the packing should give the buyer an idea of what is packed inside.4) As to the packing of our Tshirts, we use a polythene wrapper for each article, all ready for window display.5) With competition from many similar products, the merchandise must not only be of value but also look attractive.6) We are confident that the fine quality of our products, especially the unique design of the packing will help you promote the sales of our products.7) Well make sure that the packing is seaworthy, but we cant commit ourselves to being responsible for every kind of mishap.8) The price of a fine quality product must not only be superior in quality but also attractive in appearance packing.9) The cartons are comparatively light and therefore easy to handle. They wont be stowed with other heavy cargoes. Besides, well reinforce the cartons with iron straps.ZK)10) ZK(Proper packing is strong enough to stand long sea voyage, rough handl