市场开发与营销-EOP-(含目录)

目录市场开发与营销 1一、词汇100 1二、对话30组 7三、文章阅读 19市场开发与营销一、词汇1001.market['mɑ:kit]n.市场consumermarkets消费品市场consumer/householdmarket消费者/家庭市场coverageofgeographicmarket地域性市场的范围decliningmarkets衰退市场evolutionofmarket市场演变existingmarket现有市场2.marketing['mɑ:kitiŋ]n.市场营销differentiatedmarketing差异化营销directmarketing直接营销globalmarketingcontrol全球营销控制ethicsofmarketing营销伦理道德directmarketingviaadvertisingmedia通广告媒体的直接营销contractualverticalmarketingsystems合约式垂直营销系统corporateverticalmarketingsystems公司式垂直营销系统costsandbenefitsofmarketingfunctions营销职能的成本和效益2.demand[di'mɑ:nd]n.需求priceelasticityofdemand需求的价格弹性primarydemand基本需求selectivedemand选择性需求deriveddemand派生需求4.goods[ɡudz]n.商品conveniencegoods便利品emergencygoods急需品freegoods免费商品impulsegoods冲动购买品softgoods非耐用品5.service['sə:vis]n.服务serviceguarantees服务保证serviceindustry服务产业serviceorganization服务组织servicequality服务质量6.customer['kʌstəmə]顾客customersatisfaction顾客满意customarypricing习惯性定价法customeranalysis顾客分析customercontact顾客接触customerdemand顾客需求customerintimacy顾客亲密度customerloyalty顾客忠诚度customerneed顾客需要customerorganizationofsalesforce按客户组织销售队伍customerretention顾客维系/保留customersatisfaction顾客满意度customersegmentpricing顾客细分市场定价customerservice顾客服务customer-orientedpricing顾客导向定价法7.transaction[træn'zækʃən]n.交易exchangeandtransaction交换和交易transactioncostanalysis(TCA)交易成本分析8.marketer['mɑ:kitə]n.营销者marketersandprospect营销者和预期顾客9.concept['kɔnsept]观念productionconcept生产观念productconcept产品观念sellingconcept推销观念marketingconcept市场营销观念societalconcept社会营销观念10.customer['kʌstəmə]n.顾客lostcustomer失去的顾客customerdeliveredvalue顾客让渡价值totalcustomervalue顾客总价值totalcustomercost顾客总成本customersatisfaction顾客满意keepcustomer维系顾客11.advertising['ædvətaiziŋ]广告advertisingandmarketsegmentation市场细分advertisingandsalespromotion广告促进advertisingeffects广告效果advertisingethics广告伦理道德advertisingfeedback广告反馈advertisingfrequency广告频率advertisingmedia广告媒体advertisingmessage广告信息advertisingreach广告接受人数advertisingsource广告信息来源12.brand[brænd]品牌brandawareness品牌意识/认知brandextensions品牌扩展brandloyalty品牌忠诚度brandmark品牌标志brandname品牌名称brandpositioning品牌定位brandrecognition品牌识别brandstrategies品牌战略brandingstrategy品牌化战略branding品牌化brand'sequity品牌的价值13.channel['tʃænəl]渠道channelconflicts渠道冲突channeldecisions渠道决策channelfunctions渠道功能channelinstitutions渠道组织结构channelmanagement渠道管理channelobjectives渠道目标channelofdistribution分销渠道channelpower渠道权力channel-controlstrategies渠道控制战略channel-designdecisions渠道设计决策channel-managementdecisions渠道管策channelsofcommunication传播渠道14.competition[,kɔmpi'tiʃən]竞争competitionandindustryevolution竞争和行业演变competition-orientatedpricing竞争导向定价法competitiveadvantage竞争优势competitive(supply-side)evolution竞争（供方）演变competitivefactors竞争因素competitiveintelligence竞争情报/信息competitiveparitypromotionbudgeting竞争均势促销预算法competitivestrategy竞争战略competitivestrength竞争优势/能力competitoranalysis竞争者分析15.competitor[kəm'petitə]竞争者desiredcompetitors愿望竞争者genericcompetitors属类竞争者productcompetitors产品形式竞争者brandcompetitors品牌竞争者16.product['prɔdʌkt]产品productpolicies产品策略productpositioning产品定位productquality产品质量productscope产品范围productspace产品位置productspecifications产品规格productsystems产品体系producttype产品类型productusage产品用途productline产品线productcategory产品类别productdecisions产品决策productdesign产品设计productdevelopment产品开发productdimensionorattributes产品维度/属性productevolution产品演变productfeatures产品特征productleadership产品领导能力productlifecycle(PLC)产品生命周期17.promotion[prəu'məuʃən]促销promotionalallowance促销折让promotionaleffort促销努力promotionalpricing促销定价promotiondecisions促销决策promotionmix促销组合promotionpolicies促销策略18.quality['kwɔləti]质量servicequality服务质量targetlevelofproductquality产品质量标准totalqualitymanagemnt(TQM)全面质量管理oeverallquality总体质量19.price[prais]价格pricediscrimination价格歧视priceelasticityofdemand需pricefixing价格设定priceleaders价格领导者pricepromotion价格促销pricequotation报价pricesensitivity价格敏感度pricestructure价格结20.potential[pəu'tenʃəl]潜在的potentialadvantages潜在优势potentialcustomer潜在顾客potentialmarket潜在市场potentialtargetmarket潜在目标市场21.sale[seil]销售salesagents销售代理商salesanalysis销售分析salesforecasting销售预测salesmanagement销售管理salesorganization销售组织salesperformance销售表现/业绩22.target['tɑ:ɡit]目标targetaudience目标受众targetreturnprice目标回报价格targetingstrategy目标市场选择战略targetmarket目标市场23.research[ri'sə:tʃ]调研marketingresearch市场调研descriptiveresearch描述性调研interpretiveresearch解释性调研predictiveresearch预测性调研24.environment[in'vaiərənmənt]环境environmentandpackagingdisposal环境与包装处理environmentfactors环境因素environmentalscanning环境扫描/分析macro-marketingenvironment宏观营销环境profit['prɔfit]利润grossprofit毛利non-profitorganization非营利组织non-profitorganizationmarket非营利组织市场profitability盈利性/盈利能力profit-and-lossstatement损益表26.personal['pə:sənl]人员personalselling人员推销personalsources个人的信息来源personneldevelopment人力资源开发27.performance[pə'fɔ:məns]业绩、功能performancedimension业绩标准performanceevaluation业绩评估performancemeasures表现/业绩测度performanceobjective绩效目标performancestandards绩效标准28.packaging['pækidʒiŋ]包装recyclingofpackaging包装回收（利用）environmentandpackagingdisposal环境与包装处理29.export['ekspɔ:t]出口exportagents出口代理（商）exportjobbers出口批发商exportmanagementcompany出口管理公司exportmerchants出口贸易商30.import['impɔ:t]进口31.retail['ri:teil]零售retailcoveragestrategy零售范围战略RetailIndex零售指数retailoutlets零售店retailsales零售额retailerco-operatives零售商合作社retailer零售商retailingtrends零售趋势32.reseller['ri:selə]中间商33.wholesalers批发商34.quotas[k'wəʊtəz]定额35.quantity['kwɔntəti]数量36.discount['diskaunt]折扣cashdiscount现金折扣37.publics['pʌblik]n.公众publicorganization公共组织publicrelations公共关系publicutilities公共设施publicity公共宣传38.group[ɡru:p]群体referencegroup参照群体primarygroup直接群体secondarygroup间接群体sepirationalgroups崇拜性群体39.channel['tʃænəl]渠道channelofdistribution分销渠道channelpower渠道权力channel-controlstrategies渠道控制战略channel-designdecisions渠道设计决策channelsofcommunication传播渠道40.buyers['baiə]购买者buyingbehavior购买行为buyingcenter采购中心buyinginertia购买惯性buyingintention购买意图buyingoffices连锁商店的buyingpowerindes(BPI)buyingsituation采购情况buyingtask采购任务41.credibility[,kredi'biləti]信誉42.coupon['ku:pɔn]优惠券43.data['deitə]数据datacollection数据收集dataconfidentiality数据保密dataresearch数据研究datasources数据来源44.delivery[di'livəri]配送45.empowerment[im'pauəmənt]授权46.salary['sæləri]工资fixedsalary固定工资47.territories['teritəriz]区域48.inventory['invəntəri]库存49.innovation[,inəu'veiʃən]创新50.jointventures[dʒɔint]['ventʃə]合资51.booth[bu:ð]展位52.CIF=cost,InsuranceandFreight到岸价格（成本、保险费加运费）53.FOB=FreeonBoard离岸价格54.sample['sɑ:mpl]n.样品；样本55.cooperation[kəu,ɔpə'reiʃən]n.合作，协作；协力56.asset['æset]n.资产57.merger['mə:dʒə]n.（企业等的）合并；并购58.e-commerce['i:,kɒmɜ:s]n.电子商务59.bundle['bʌndl]vt.捆绑60.barcodes条形码61.commitment[kə'mitmənt]n.承诺，保证；委托62.event[i'vent]n.活动63.supplychain供应链64.barrier['bæriə]n.障碍物，屏障entrybarriers进入壁垒mobilitybarriers流动壁垒exitbarriers退出壁垒65.attack[ə'tæk]n./v.攻击frontalattack正面进攻flankattack侧翼进攻encirclementattack包围进攻bypassattack迂回进攻66.culture['kʌltʃə]n.文化subcultures亚文化67.motivation[,məuti'veiʃən]n.动机68.risk[risk]n.风险riskadverse风险规避risktaking风险爱好69.R&D:researchanddevelopment研发70.SWOT分析：strength优势、weakness劣势、opportunity机会、threats威胁71.EDS：electronicdatasystems电子数据系统72.CE：concurrentengineering并行工程73.accessibility[ək,sesə'biləti]n.可进入性74.barter['bɑ:tə]vi.进行易货贸易；讨价还价n.实物交易75.benchmarking['bentʃ,mɑ:kiŋ]n.基准76.auto['ɔ:təu]n.自动autorepair汽车维修automationservices自动服务automobileindustry汽车产业77.bribery['braibəri]n.贿赂；受贿；行贿78.Carnival['kɑ:nivəl]n.狂欢节，嘉年华会79.HQ:headquarters[,hed'kwɔ:təz]n.总部80.exchange[iks'tʃeindʒ]n.交换81.fads[fæd]n.时尚；一时流行的狂热82.income['inkʌm]n.收入83.lifestyle['laifstail]n.生活方式84.boost[bu:st]vt.促进；增加n./vi.宣扬85.textile['tekstail]n.纺织品，织物adj.纺织的86.revenue['revənju]n.税收89.competition[,kɔmpi'tiʃən]n.竞争；比赛，竞赛90.CEO:ChiefExecutiveOfficer首席执行官91.quarter['kwɔ:tə]n.四分之一；季度92.percent[pə'sent]n.百分比，百分率；部分；百分数93.rival['raivəl]n.对手；竞争者94.investor[in'vestə]n.投资者95.alliance[ə'laiəns]n.联盟，联合96.vendor['vendɔ:]n.卖主；自动售货机97.forecast['fɔ:kɑ:st]vt./n.预报，预测；预示98.annual['ænjuəl]adj.年度的；每年的99.domestic[dəu'mestik]adj.国内的；家庭的100.platform['plætfɔ:m]n.平台二、对话30组Dialogue1LiHong：Excuseme，areyouMr▪JohsonfromNewYork?MikeJohnson:Yes,I’mMikeJohnson.LiHong:Howdoyoudo?MikeJohnson:Howdoyoudo?LiHong:MynameisLiHong.I’mfromShanghaiImportandExportCo.Ltd.MikeJohnson:I’mverygladtomeetyou,MissLi.LiHong:Gladtomeetyou,too,Mr▪Johnson.Ourmanageraskedmetocomeandmeetyou.MikeJohnson:Thankyouformeetingme.LiHong:You’rewelcome.Hopeyouhadagoodtrip.MikeJohnson:Ihadaverygoodflight.Bytheway,pleasecallmeMikeLiHong:OK,Mike.AndyoumaycallmebymyEnglishname,Lily.MikeJohnson:OK,Lily.Dialogue2Receptionist:EagleTradingCompany.CanIhelpyou?Caller:Hello,I’mcallingfromHongKong.ThisisFar-EastCompany.MayIspeaktoMr▪Smith?Receptionist:Heisnotaround.He’satameetingnow.Caller:Whenwillhebefree?Receptionist:Sorry,I’mnotsure.Caller:CanIleaveyouamessage?Receptionist:Yes,please.Caller:Pleasetellhimtocallmebackassoonasheisfree.Thereissomethingurgenttobediscussed.Receptionist:OK.MayIhaveyournameandnumber,please?Caller:Maryandthenumberis7654887.Receptionist:7654887.I’vemadeanoteofit.I’llmakesurehecallsyou.Thanksforcalling,goodbye.Dialogue3Mr.Smith:Hello,Mr.Liu.ThisisDanielSmithspeaking.Mr.Liu:Hello,Mr.Smith,nicetohearyourvoiceagain.IsthereanythingIcandoforyou?Mr.Smith:Oh,Mr.Liu,aftercarefulconsideration,ourcompanyhasdecidedtotakepartinthe7thShenzhenHi-TechFair.Mr.Liu:I’msohappytohearthat.Youwon’tbedisappointedbyyourdecision.Mr.Smith:I’dliketobookabooth.Arethereanyleft?Mr.Liu:Yes,butwhatkindofboothdoyouprefer?Mr.Smith:ArethereanyboothsleftinRegionA?Mr.Liu:Sorry,alltheboothsinRegionAhavebeenordered.Mr.Smith:Oh,thencouldyourecommendsometomeinotherregions?Mr.Liu:ThereisoneinRegionBI’dliketorecommend.It’sinthemiddleofthefirstlinefacingthegate.It’sthebestplaceforabooth.Mr.Smith:Soundsgreat.Whatisthepriceforit?Mr.Liu:Thepriceis$3,000forthebooth.Mr.Smith:Fine,I’lltakethebooth.I’llfaxtheregistrationformtoyouinaminute.Mr.Liu:Thankyou.Dialogue4Exhibitor:Goodmorning,Miss.Welcometoourbooth.Visitor:Goodmorning,I’minterestedinyourelectronicproducts.Whereareyoufrom?Exhibitor:WearefromtheNortheastofChina.ThisisthefirsttimewearetakingpartinthisHI-TechFair.Visitor:Oh,What’sthis?Canyoutellmesomethingaboutit?Exhibitor:Thisisoneofournewproducts,andthere’snothingsimilaronthemarketyet.Visitor:Isthatso?Letmehaveacloselookatit.Doyouhaveanybookletsaboutit?Exhibitor:Sure,hereisabrochureaboutourcompanyandtheproducts.Visitor:Anycatalogsandsomemoredetailedinformation?Exhibitor:Yes,pleaseleaveyourbusinesscard.I’llfaxalltheinformationyouneedaftertheexhibition.Visitor:Fine,hereismycard.Pleasecontactmeasearlyasyoucan.Exhibitor:OK,thankyouforcoming.Dialogue5Manufacturer:Mr.Jones,shallwetalkaboutthepacking?Packager:Sure.Weuseapolythenewrapperforeachshirt,readyforwindowdisplay.Manufacturer:Good,aneye-catchingwrappingwillhelppushsales.Packager:Right,customersalwayspaygreatattentiontothepacking.Manufacturer:Packagesare“silentsalespeople”,aren’tthey?Packager:Yes.I’msureourpackingwillbeidealforsellingyourproducts.Manufacturer:Thenwhatistheouterpacking?Packager:Well,theshirtsarepackedinplastic-linedwater-proofcartons.Manufacturer:Whynotwoodencases?Packager:Itwouldcostmore.Manufacturer:Allright.Weagreetousecartonsforouterpacking.Dialogue6Purchaser:MayIhaveyouroffersforitemsNo.70and80.Seller:Hereyouare.I’msureyouwillfindourpricesveryfavorable.Purchaser:AreyourquotationsCIF?Seller:Yes,butwecanmakethemFOBifyoulike.Purchaser:Howlongwilltheoffersremaingood/valid?Seller:TheywillremainfirmstillSaturday.Purchaser:Couldyouprovidesomesamplesfreeofcharge?Seller:Sorry,wecan’t.Butwecandiscountthecostofsamples.Purchaser:Forahighvolumeorder,doyouofferspecialterms?Seller:Sure,howmanypieceswouldyouliketoorder?Purchaser:9,000pieces.Seller:Well,forthisnumber,wewouldreduceourunitpriceby1%.Purchaser:Thankyouandthat’sadeal.Seller:Thankyou.Dialogue7Salesman:Morning,sir.WhatcanIdoforyou?Customer:I’dliketobuyaVolkswagenBora.Canyouhelpme?Salesman:Ofcourse,sir.Youaremakingagoodchoice.VolkswagenhasmadealotofdesignimprovementsinthenewBora.Customer:Whatcomeswiththestandard?Salesman:Onallournewcars,thestandardsinclude:airconditioning,anti-lockbrakessystems,airbags,andanAM/FMstereowithaCDplayer.Customer:Andwhataboutthesunroof?Isthatstandard?Salesman:No,thesunroofisoptional,sir.Customer:Isee.Anotherimportantthingisdelivery.WhencanIgetthiscar?Salesman:Well,ifyouorderonenow,wewillhaveitforyouinMay.Customer:That’sgoodenough,Ithink.WhatcolorsdoesthenewBoracomein?Salesman:Wehavethisnewmodelinred,white,blueorsilver.Thesearethestandardcolors.Customer:Ipreferthesilver.Salesman:ThatcolorisverypopularwithBorabuyers.Customer:Well,IthinkIwouldliketoorderthenewBorathen.Salesman:Okay,sir.Iwillgetthepaperworkreadyforyou.Justamoment.Dialogue8Seller:WhatcanIdoforyou,sir?Purchaser:Doyouhavemotors?Seller:Whattypeofmotorareyoulookingfor?Purchaser:Whattypescanyousupply?Seller:Well,hereisourcatalog.Youshouldbeabletofindthetypeyouneed.Purchaser:OK.Thistypeiswhatweneed.CanIgetitrightnow?Seller:Sure,wehavealargestockofit.Purchaser:Bytheway,doyouhavesuchanindicatoronsale?Seller:Yes,hereisthesample.Purchaser:Thisistoocrudely-made.Seller:Butourpriceisverycompetitive.Purchaser:Howaboutitsqualityandperformance?Seller:Itworksverywell.Dialogue9Agent:Miss,mayIhelpyou?Customer:Yes.Canyoushowmewheretheduplexapartmentsarelocated?Agent:Sure.Pleasetakealookatthemodelofthebuilding.IThasatotalof22floors,andtheduplexsuitesareonthefirstfloorandthetopfloor.Customer:Whatistheareaofthesetwosuitesrespectively?Agent:Theybothhaveagrossareaofapproximately180squaremeters.Customer:Ijustwonderedwhythereissuchapricedifferencebetweenthem.Agent:That’sbecauseoftheview.Thesuiteonthetopfloorhasaseaview.Customer:Howaboutthedirectionforit?Agent:Iffacessouth,whichisthebestdirectionforthewholebuilding.Customer:Whenisthecompletiondate?Agent:ThecompletiondatewillbeNovember20,2008.Customer:Ihavetothinkitover.ThankyouforyourhelpAgent:You’rewelcome.Dialogue10Interviewer:Whatmadeyouchooseourcompany?Applicant:Workinginaninternationalcompanywillhelpmeimprovemyabilities.Interviewer:Haveyoudoneanysalesworkbefore?Applicant:No,Ihaven’t.ButIworkhardandlearnfast.IbelieveIcanmakeagoodsalesrepresentative.Interviewer:DoyouspeakCantonese?Applicant:Yes,IcanspeakbothCantoneseandMandarin.Interviewer:Ifyoutakethisjob,you’llhavetotravelalot.Wouldyoumindthat?Applicant:No.I’myoungandunmarried.Thatwon’tbeaproblem.Interviewer:Whatstartingsalarywouldyouexpect?Applicant:Ifpossible,I’dliketostartatabout2,000Yuanamonth.Interviewer:You’regood.We’llletyouknowtheresultin3days.Hopetoseeyouagain.Applicant:Thankyouforyourtime.I’llbelookingforwardtoyourcall.Dialogue11A:ThereareadvertisementseverywherehereinHangKong.Thecityissobrightatnight,withalltheneonsigns.B:Ilikeit.Itmakesthecityfeelalive.IlikeallthedifferentcolorsandIlikethebillboardswitheye-catchingpicturesandslogans.A;Ithinkthattherearetoomanyofthem.Ithinkthatcompaniesspendfartoomuchmoneyonadvertising.Theyshouldhavelowerpricesinstead.Thentheywouldseemore.B;Iseeyourpoint,butifcompaniesdidn’tspendmoneyonadvertising,noonewouldhearabouttheirproducts.Iagreethatsomeformofadvertisingcanbeannoying.Idon’tlikeitwhenpeopletrytogiveyouleafletswithinformationaboutproductsyouhavenointentionofbuying.A;Ireallyhatereceivingspam.Ialsodislikehavingtolistentoadvertisementsandjingleswhentheyarebroadcastinstoresoronthesubway.B:Yes,thatannoysmetoo.Withbillboards,youcanlookaway,butwithbroadcasts,youcan’tavoidthem.Ilikethewaythatadvertisingagenciesusecomedyintheircampaign.A：Ilikethattoo.Idon’tlikethewaythatadvertisingcampaignoftentellyouifyoudon’tbuyacertainproduct,you’renotcoolormodernorefficientorsomething.B:Thatkindofadvertisingseemstobeverycommonwithbrandnameproducts.Theyarealwaystryingtomaintainbrandloyalty.Dialogue12WangTian:Doyouhaveanysalesexperience?XiaoLin:Yes,Iworkedinafashionshopasaparttimesalesgirl.WangTian:Whatkindofworkareyoudoingnow?XiaoLin:I'mworkingasanexportsalesstaffmemberforatradecompany.WangTian:Whereareyouworking?XiaoLin:IworkatYangshiTradeCompanyLtd.Ihavebeenworkingtheresince1997.Dialogue13Neal:Wouldyouliketotravel?ZhuYang:Oh,yes.Ioftenwentonbusinesstripsinthepastsixyears.Neal:Howmanylanguagescanyouspeakinadditiontoyourmothertongue?ZhuYang:IspeakEnglishandFrenchinadditiontomymothertongue,Chinese.Neal:That'sfine.Whatsalarydoyougetatyourpresentposition?ZhuYang:Mypresentmonthlysalaryis$1,500.Neal:We'llstartyouoffwithabasesalaryof$20,000ayear,withbonusesthatcanaddupto$40,000.Acompanycar,andacompanypensionscheme.Isthatacceptabletoyou?ZhuYang:Ithinkso.Neal:Excellent.Well,thankyouverymuch,Mr.ZhuYang,andyou'llbehearingfromusinthenextfewdays,eitherway.ZhuYang:Thankyou.Mr.Neal,andIcertainlyhopetheanswerwillbefavorable.Goodbye.Dialogue14Mitchell:Haveyouhadanyexperiencewithsaleswork?YangQian:Yes,Ihave.Infact,Ihadworkedforaforeigntradecompanyfornearlytwoyears,whereIestablishedbusinesstieswithseveralfirms.Mitchell:Whatexactlydidyoudoatthatcompany?YangQian:Visitcustomers,dispatchconsignmentsandthingslikethat.Mitchell:Didyoulikeyourwork?YangQian:Yes,Idid.Mitchell:Butwhenandwhydidyouleavethecompany?YangQian:Ileftittwomonthsago.Ididn'tthinkIcouldlearnmuchthere,andtherewerenotmanyopportunitiesforself-development.Mitchell:Isee.Whydidyouchooseourcompany?YangQian:I'vebeeninformedthattherearemanyopportunitiestodevelopmyselfinyourcompany.Besides,IgrewupinacityintheNortheast.Ihavelotsofacquaintancesintheregion,whichmighthelptopushsales.Dialogue15A：Whatdoyouthingarethemostimportantthingstodowhenrunningabusiness?B:Well,thereareseveralthings.Ofcourse,youmustdoeverythingyoucantokeepcostsdownandrevenueshigh.A:So,doyouthinkworkersshouldbepaidaslittleaspossible?B:No.ifyoudothat,theworkerswon’tliketheirjobs.Theywillbelessefficientandyouwillgetahighstaffturnover.Thosethingswillincreaseyoucosts.A:Howcanabusinessmaximizerevenues?B:Youneedtoinvestinsomegoodadvertising.Youhavetoknowwhereyourpotentialcustomersareandtargetthem.It’snogoodtryingtosellcomputergamestoolderpeople.Themarketistoosmall.A:Whatelsedoyousuggest?B:Findoutwhatothercompanieschargeforthesameproductsorservices.Priceyourselfnearthelowend.Don’tbemuchcheaperthaneveryoneelse,becausemanycustomersdistrustverycheapthings.Theythinkthatismustbepoorqualityifit’sthatcheap.Dialogue16A:Whatdoyouthinkweneedtodotogetournewbranchofficerunningwell?B:First,I‘dmakesurethatwehaveagood,local,corporatelawyer.Heorshewillknowallthelocallawsandregulations.A:That’sveryimportant.Afriendrecommendedagoodlawfirmtome.We’llneedsomeonetohirestaff.B:IthinkthatweshouldsendoneofourHRpeopletodothat.Idon’tthinkweshoulduseanagency,becausetheywon’tbefamiliarwiththetypeofpeopleweemploy.Havewedecideonthelocationofthebranchoffice?A;Yes.Wehave.Wechosethelocationinthenortheastofthecity,nottoofarfromtheairportandontheedgeoftheCBD.B;Whydidn’twechooseanofficeintheCBD?A:Theofficesthereweretooexpensive.Havewenegotiatedanycontractsyes?B:Yes.We’vesignedtwocontractswithcompaniesthatwealreadydoworkforinothercountries.Wehopetosignanotherthreethismonth.A:Whenwillthebranchofficeopen?B:Hopefullynextmonth.Everythingisalittlerushed.Weshouldbeabletosetupourbranchofficeandexpandourbusinessquickly.A:Hasandadvertisingcampaignbeenprepared?B:Yes,ithas.We’regoingtotargetthebusinesscommunitythroughbusinessmagazine.A:Imadeplentyofbusinesscontractsonmylastvisitandthroughtheembassy.Weshouldbeabletogetplentyofcustomers.Dialogue17A：ExcusememayIknowthenameofyourcorporation?B：ChinaNationalTextilesImportandExportCorporationA：Wefoundyoursamplesveryattractive.We'reinterestedinbuyingyourgarmentsifyourpricesarereasonableB：Ourproductsareofgoodquality.Sincethepricesoftextileshavegoneupintheworldmarket.We'vehadtoincreasethemonsomeitemsbyabouttenpercent.IfyouplacealargeorderItispossibleforustocutdownthepricesbyfivepercentA：CanIhaveareductionofsevenpercent?B：ItdependsonhowmuchyouorderA：CanIusetheFASclause／terms?B：I'dratherusetheCIFclause／terms.You'rewelcometocometotalkaboutitindetailwithyourgeneralmanagerandsignacontractDialogue18A:What’syourworkingdaylike?B:Ihaveatypical9to5job.Actually,Iworkalittlelongerthan9to5mostdays.A:Doyougetpaidovertime?B:No,Idon’t.Igetabonuseachmonth,dependingonthevalueofthecontractsIsignwithclients.A:Doyouhaveanybreaks?B:Wehaveanhour-longlunchbreakform12to1.wecantakecoffeebreaksduringtheday.Mybossdoesn’tmind,aslongaswegetoutworkdoneontime.A:Mybossgetsannoyedifwetakecoffeebreaks.Isupposeyourjobinvolvesalotpaperwork,doesn’tit?B:There’ssomepaperwork,butmostofthetimeweputanyinformationontocomputers.Thenwecansendinformationtoeachotherbyemailoracrossthenetwork.Doyouworkinacubicle?A:Yes,Ido.Idon’tlikeitverymuch.B:Iworkinacubicletoo,butIIdon’tmindit.Dialogue19A:WelcometoABCelectronics.First,letmegooverwhatwedointhedepartmentduringatypicalworkday.B:Ok.Iunderstandthatwebasicallyworkform8:30to5:30withanhour-longlunchbreakfrom12to1,right?A:That’sright,althoughwedoexpectyoutodoalittleovertimeifthere’ssomethingimportanttodo.Thelunchbreakisflexible.Youcangoalittleearlieroralittlelaterifyouprefer.B:That’sfine.IsitOKtohaveacoffeebreakduringtheworkingday?A:Ofcourse.Themainthingisthatallourworkmustbecompletedonschedule.Weevenallowouremployeetogohomeearlyiftheyfinishtheirworkearly.B:Howoftendoyouhavemeetings?A:YoushouldattendadepartmentmeetingeveryMondaymorning.Thereareothermeetingsforpeopleworkingtogetheroncertainprojects.Departmentheadsalsoattendaninterdepartmentalmeetingeachweek.B:I’vemetsomeofmycolleaguesalready.I’msurewe’llgetonwelltogether.A:Youareentitledtoacompanycar.Haveyouseenityet?B:Iwastoldtotakealookatitthisafternoonandtakecareofallthepaperwork.A:Ok.Thisisyourcubicle.Atfirst,you’llberesponsibletome.Later,you’llbeworkingmoreindependently.B:That’sfine.Ineedtolearnhowyoudothingsherefirst.Salariesarepaiddirectlyintoourbankaccount,aren’tthey?A:That’sright.Makesureyougivetheaccountsdepartmentallyourbankaccountdetailsassoonaspossible.Dialogue20A:We’rehavingadepartmentmeetingat10o’clock,ok?B:That’sfine…Ineedtopickupsomestationary-youknow,astapler,scissors,files,whoshouldIseeaboutthat?A:SeeJulie,thereceptionist.Sheknowswhereallthatstuffiskept.Youmightlikeacalendarforyoudesk.Shecangiveyouoneofthosetoo.B:Thanks.Ineedtomakeafewphotocopies.A:Thephotocopierisnearmyoffice.Comeon,I’llshowyouwhereitis.B:Doyouenjoyworkinginthisoffice?A:Yes,Ido.Everyone’sreallyfriendly.Sometimes,IwishIworkedoutdoorsmore,especiallyduringthesummer.B:What’susuallydiscussedatthedepartmentmeetings?A:Weusuallytelleachotherwherewearewithvariousclientsandpotentialclients.Thebossassignsextradutiestopeoplewhoshethinkscanbestdealwiththem.It’salsoachancetoputforwardsuggestionsandideas.Besuretospeakupifyouhaveany.Dialogue21A:Whatdidyoudoattheofficetoday?B:Ihadareallybusyday.Ihadtoworkalittleovertime.Inthemorninganimportantclientcalledtoplacealargeorder.Ihadtochecksomethingswithmycolleaguesbeforeconfirmingtheorder.A:Whatkindofthingsdidyouneedtocheck?B:Themostimportantthingwastocheckthatwehadthegoodsinstock.Ifthegoodsareinstock,wecandeliverthemimmediately.Ialsohadtochecktheprice.Thiscustomerisveryimportant,sotheygetspecialprices.A:Isee.Didanythingelsehappen?B:IreceivedalotofemailsfrompotentialclientsthatIhadtoanswer.Eachtime,Ihad