国际商务谈判口语 答案汇 第1-12章

Referenceanswers

Task2EstablishingBusinessRelations

KnowledgeLecture

Fillintheblanksaccordingtotheabovepassage.

imperative(2)commerce(3)alliance(4)opportunity(5)cultivate

Dialogue1

Exercise1ReadthedialogueandmarkTrue(T)orFalse(F)foreachstatement.

T(2)T(3)F(4)F(5)T

Exercise2CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)fact-to-face(2)cooperation(3)beneficial

(4)tailored(5)agenda

Dialogue2

Exercise1Selecttheappropriatewordsfromtheboxtocompletethesentences,andpayattentiontotheformsofthewords.

remarkable(2)coincide(3)specializing

(4)superior(5)reasonable

Exercise2CompletethetablebelowaccordingtoEmma’sintroductionofthecompany.

(1)1990(2)leading(3)canned(4)Europe(5)reasonable

Dialogue3

Exercise1Matchthewordsontheleftwiththeircorrectdefinitionsontheright.

(1)C(2)D(3)E(4)A(5)B

Exercise2Choosethecorrectanswerbasedonthedialogue.

(1)C(2)B(3)A(4)B(5)B

Exercise3Completetheproductproductionprocessaccordingtothecontentofthedialogue.

(2)Washing(4)Cookingbriefly

(5)Can-filling(8)Inspectionandtesting

TellaStoryofChina

Exercise1Choosethebestanswerbasedonthepassage.

C(2)B

Self-Assessment

1.Matchwordswiththeircorrespondingexplanations.

(1)-(5)diajh(6)-(10)bcefg

2.CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)mutuallybeneficial(2)impressive(3)sellwell

(4)rawmaterials(5)coincidewith

3.InterpretthefollowingsentencesintoEnglish.

(1)Weareveryinterestedinyourcompany’sproductsandhopetoestablishbusinessrelations.

(2)Ourcompanywasfoundedin2010andspecializesintheproductionandsalesofelectronicproducts.

(3)Ourproductsarereliableinquality,competitiveinprice,andpopularinbothdomesticandinternationalmarkets.

(4)Webelievethatthroughourcooperation,bothpartiescanachievemutualbenefitandwin-winresults.

(5)Iwillsendyouabriefintroductionofourcompanyandaproductcatalogforyourreference.

4.CompletethedialoguebyfillingintheblankswiththeEnglishtranslationsoftheChinesepromptsinbrackets.

(1) Ourcompanywasfoundedin2015andspecializesindevelopingandmanufacturingsmartphonesandtablets.

(2) Ourproductsareknownforfinequalityandinnovativedesign.

(3) Ourpricesareverycompetitiveinthemarket,andweoffercustomizedservicestomeetdifferentneeds.

(4) Isitpossibleforyoutointroduceyourproductsanddisplaysamples?

(5) Welookforwardtoestablishingalong-termbusinessrelationshipwithyourcompany.

TaskSummary

Makeasummarybycompletingthegivenmindmap.

founded(2)canned(3)fastsales(4)superior

(5)reasonable(6)production(7)rawmaterial(8)cutting

(9)cooking(10)distribution

Referenceanswers

Task1ParticipatinginTradeFairs

KnowledgeLecture

Fillintheblanksaccordingtotheabovepassage.

tradefair(2)display(3)crucial(4)platform(5)stands

Dialogue1

Exercise1ReadthedialogueandmarkTrue(T)orFalse(F)foreachstatement.

F(2)F(3)T(4)F(5)T

Exercise2CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)upcoming(2)prospectiveclients

(3)eye-catching,well-organized(4)brochure(5)launch

Dialogue2

Exercise1Matchthebusinesstermsontheleftwiththeircorrectdefinitionsontheright.

B(2)E(3)A(4)D(5)C

Exercise2Fillinthegapsinthetradefairplanningguidewiththeappropriatewordsprovidedinthebox.

(1)approachable(2)engage

(3)demonstrate(4)prospective

(5)follow-up

Dialogue3

Exercise1CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)specializein(2)inthemarketfor(3)state-of-the-art

(4)discount(5)catalog

Exercise2Choosethecorrectanswerbasedonthedialogue.thedialogue.

B(2)C(3)C(4)B(5)D

Exercise3CompletethetablebelowusingtheinformationfromEmma’sintroduction.

(1)fruits(2)vegetables(3)meats(4)seafood

(5)highquality(6)freshingredients(7)state-of-the-artcanningtechnology

(8)Europe(9)NorthAmerica(10)SoutheastAsia

(11)FDAstandards(12)EUregulations

TellaStoryofChina

Exercise1Choosethebestanswerbasedonthepassage.

B(2)B

Self-Assessment

1.Matchwordswiththeircorrespondingexplanations.

(1)-(5)ehgji(6)-(10)afcbd

2.CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)tradefair(2)inadvance(3)inthemarketfor

(4)specializein(5)inlargequantities

3.InterpretthefollowingsentencesintoEnglish.

(1)Tradefairsareanexcellentopportunitytomeetpotentialclientsandpartners.

(2)Ourcompanywillshowcasethelatestsmarthomeproductsatthistradefair.

(3)Duringthetradefair,ourstaffwillprovidelivedemonstrations.

(4)Ourproductscanmeetinternationalstandardsandhavebeenexportedtomanycountriesandregions.

(5)Afterthetradefair,wewillfollowupwithyouassoonaspossibletodiscusscooperationdetails.

4.CompletethedialoguebyfillingintheblankswiththeEnglishtranslationsoftheChinesepromptsinbrackets.

(1)Wespecializeinhigh-qualitysilkproductsandgarments.

(2)It’sknownforbeingsoft,breathableanddurable.

(3)Toletmelearnmoreaboutyourproducts,couldyougivemebrochureoracatalog?

(4)Welookforwardtoestablishingbusinessrelationswithyou.

(5)Feelfreetocomebackifyouhaveanymorequestions.

TaskSummary

Makeasummarybycompletingthegivenmindmap.

goals(2)booth(3)promotional(4)enthusiastic

(5)professional(6)proactive(7)demo(8)prospectives

(9)information(10)follow-up

Referenceanswers

Task3MakingInquiriesandReceivingOffers

KnowledgeLecture

Fillintheblanksaccordingtotheabovepassage.

(1) inquiry(2)specific(3)offer(4)firm(5)flexible

Dialogue1

Exercise1ReadthedialogueandmarkTrue(T)orFalse(F)foreachstatement.

F(2)T(3)F(4)T(5)F

Exercise2CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)attracted(2)European(3)complexity

(4)reference(5)reply

Dialogue2

Exercise1Matchthebusinesstermsontheleftwiththeircorrectdefinitionsontheright.

(1)C(2)E(3)D(4)A(5)B

Exercise2Answerthefollowingquestionsaccordingtothedialogue.

(1)Davidisinterestedinthehand-paintedlandscapevases.

(2)ThepriceisUSD35perpieceforordersover300,andthequotationisbasedonCIFHamburg.

(3)Thefirmofferisvalidfor5days.

(4)Ms.LiadvisesDavidtomakeanearlydecision.Thereasonisthatthesellingseasonisdrawingnear.

(5)Herofferhasadvantagesinfavorableprice,superiorqualityanduniquecraftsmanship.

Dialogue3

Exercise1CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

validity(2)sellfast(3)compare

(4)risensharply(5)acceptable

Exercise2Choosethecorrectanswerbasedonthedialogue.

B(2)B(3)A(4)C(5)C

Exercise3CompletethetablebelowaccordingtothedialoguebetweenDavidandWilliam.

(1)hand-paintedlandscapevases

(2)$35perpieceCIFHamburg

(3)5days

(4)$37to$40forsimilarquality

(5)cutthepriceto$34perpiece

TellaStoryofChina

Exercise1Choosethebestanswerbasedonthepassage.

B(2)B

Self-Assessment

1.Matchwordswiththeircorrespondingexplanations.

(1)-(5)ifjha(6)-(10)bcdeg

2.CompletethesentenceswiththecorrectEnglishwordsbasedontheChinesemeaningsinbrackets.

(1)firmoffer(2)soldfast(3)risensharply

(4)standout(5)superiorquality

3.InterpretthefollowingsentencesintoEnglish.

(1)Inordertogiveyouageneralideaofourproducts,wewillsendyouourlatestcatalogandpricelist.

(2)PleasequoteusyourlowestFOBShanghaipricefor500casesofgreentea.

(3)Duetorisingrawmaterialcosts,allCFRoffersarevalidfor7daysonly.

(4)InresponsetoyourinquiryofMay10th,wearemakingthefollowingoffer:USD500pertonCIFLondon,subjecttoourfinalconfirmation.

(5)Comparedwithothersuppliers’prices,ourquotationishighlyfavorable.

4.CompletethedialoguebyfillingintheblankswiththeEnglishtranslationsoftheChinesepromptsinbrackets.

(1)PleasequoteusyourFOBShanghaipricefor500units

(2)USD18perunit

(3)It’svalidfor5days.

(4)Freesamplesareprovidedforordersover600units.

(5)We’llacceptyourofferifthequalityofthesampleissatisfactorytous.

TaskSummary

Makeasummarybycompletingthegivenmindmap.

SpecificInquiry(2)Catalog(3)Price(4)Firm

(5)Quotation(6)valid(7)Superior(8)Competitive

(9)craftsmanship(10)confirmation

Task4HandlingCounter-offers

ReferenceAnswers

KnowledgeLecture

Exercise

modifications(2)invalid(3)optimalsolution(4)drivingforce(5)win-win

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

attractive/charming(2)isbetterthan(3)narrow(4)give/allow(5)obvious/remarkable

Exercise2

(1)superior,qualitycontrol(2)sensitive

(3)profitmargin/marginofprofit(4)expected(5)onthehighside

Dialogue2

Exercise1

DAEFBC

Exercise2

(1)hotproduct (2)specialaccommodation(3)quantitydiscount(4)inurgentneed(5)deliverytime

Dialogue3

Exercise1

(1)A(2)B(3)C(4)A(5)A

Exercise2

800unitsmini-fridges

8%discount

30-daydeliveryupona30%depositbyFriday

18-monthcompressorwarranty

30%depositbytheendofthisweek

Exercise3

F(2)T(3)F(4)F(5)T

TellingaStoryofChina

Exercise1

B(2)A

Self-Assessment

1.

d(2)a(3)g(4)i(5)b(6)f(7)e(8)j(9)h(10)c

2.

(1)runningatfullcapacity(2)bottomline(3)warrantyperiod

(4)keyclients(5)rock-bottomprice/floorprice/lowestprice

3.

Consideringourlong-termcooperativerelationship,wehopeyoucanreducethepriceby10%.

(2)Ifyouincreasetheorderquantityto1,500pieces,wewillofferyoua5%quantitydiscount.

(3)Toconcludethistransaction,weagreetoextendthewarrantyperiodfromoneyeartotwoyears.

(4)Weareunabletoacceptyourcounter-offerduetotheincreaseinrawmaterialcosts.

(5)Wewillacceptyourcounter-offer,aslongasyoushortenthedeliverytimefrom45daysto30days.

4.

Thepriceishigherthanweexpected.

Ifyouincreasetheorderquantityby20%,wecangivea5%discount

(3)We’lltryourbesttomakeitin30daysifyoupaya40%deposit.

(4)Wethinka8%discountismorereasonable.

(5)I’mgladwereachedanagreement.

TaskSummary

premium/superior/fine/excellent (2)quality(3)quantity

urgent(5)season(6)flood(7)backlog(8)capacity

(9)extend(10)deposit(11)bottom(12)compare

Task5NegotiatingPaymentTerms

ReferenceAnswers

KnowledgeLecture

Exercise

paymentmethods(2)themostsecure(3)DocumentagainstPayment(4)innovative(5)digital

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

A(2)B(3)C(4)A(5)B

Exercise2

IthinkweshoulduseTelegraphicTransfer(T/T)forthisorder.It’squickandefficient.

...butT/TmeansIhavetotrustyoutopayafterIshipthegoods.That’sabigriskforus.

weenjoyedahighreputationinthisfieldandwehadafriendlybusinessrelationshipforover5years.Youcantrustus.

Let’sagreeona30%advancepaymentviaT/T,andthebalanceafterthegoodsarereceivedandinspected.

Iwillcalculatetheeuropriceassoonaspossibleandsendittoyou.

Dialogue2

Exercise1

TFFTF

Exercise2

(1)C (2)A(3)E(4)B(5)D

Dialogue3

Exercise1

(1)issue/open/establish(2)valid(3)ship(4)inspector(5)inspectioncosts

Exercise2

B(2)B(3)C(4)D(5)B

Exercise3

F (2)T (3)T (4)F (5)T

TellingaStoryofChina

Exercise1

B(2)C

Self-Assessment

1.

(1)e (2)j(3)b(4)f(5)a(6)i(7)g(8)c(9)h(10)d

2.

enjoyahighreputation(2)advancepayment

financialpressure (4)ampletime

mutuallybeneficial

3.

(1)Weprefertouseanirrevocableletterofcreditatsightforpayment.

(2)Inlightofourfirstcooperation,wehopethatyouwillmakeanexceptionandacceptDeliveryagainstPayment(D/P).

(3)Werequirea20%advancepaymenttoinitiateproduction,andthebalancecanbepaidbyL/C.

(4)WehopetochangethesettlementcurrencyfromtheUSdollartotheChineseyuantoavoidexchangeraterisks.

(5)Weneedtoagreeonamutuallyacceptableinspectionagencytoensureimpartiality.

4.

Couldyoumakeanexceptionandaccepteasierpaymentterms?

IhopewecanacceptpaymentbyD/Patsightforthistransaction.

(3)OpeninganL/Cwilltieupourfundsandaddtothecostofourimports.

(4)Howabout50%byL/CandtheremainingamountbyD/P?

(5)Isincerelyhopethatwecanexpandourtradingvolumeanddeepenourcooperationinthefuture.

TaskSummary

(1)efficient (2)delivery (3)anexporter/exporters

(4)straightforward (5)financial (6)guarantee (7)costly

(8)ties (9)business (10)commercialinvoice

(11)packinglist (12)HSBC(13)Citibank

Task6DiscussingPackingRequirements

ReferenceAnswers

KnowledgeLecture

Exercise

marketingpacking(2)shipmentpacking(3)costcontrol(4)innovation(5)sustainable

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

D(2)C(3)E(4)F(5)A(6)B

Exercise2

becompliantwith(2)oceantransport(3)waterproof

highlight (5)indicativemarks

Dialogue2

Exercise1

FTTFT

Exercise2

(1)stylish(2)sophisticateddesign(3)GalaxyBlue

(4)Embossed(5)EU(6)original/unchanged(7)3

Dialogue3

Exercise1

A(2)C(3)D(4)E(5)B

Exercise2

packing (2)protectivesleeve (3)waterproof

(4)complywith (5)inventorymanagement

Exercise3

C(2)C(3)B(4)B(5)B

TellingaStoryofChina

Exercise1

B(2)B

Self-Assessment

1.

(1)j (2)g(3)e(4)f(5)h(6)a(7)b(8)i(9)c(10)d

2.

settletheprice (2)minimalistdesign

complywith (4)roughhandling

marketingpacking

3.

(1)Weneedtodiscussthepackagingdetailsforsmartphonesindetailtoensuresafetransportation.

(2)Eachinnerboxcontains12smartphones,witheachphoneinitsownprotectivesleeve.

(3)Thepackingmustbewaterproofandstrongenoughtowithstandshockandroughhandlingduringtransit.

(4)Theuseofbar-codesmakesiteasyforcustomerstotrackgoodsandmanageinventory.

(5)BothpartiesagreethatthepackagingmustfullycomplywithEUenvironmentalandsafetystandards.

4.

howcanyouensurethepackingiswaterproofduringoceantransport?

Couldyoustenciltheshippingmarksdirectlyontheouterwoodencrates?​

Pleasepackthegoodsinboxesof15pieceseach,10boxestoacarton,and15cartonsonapallet.

Canyouensurethatthepackagingcomplieswithrelevantsafetyregulations?​

Thenwe’llinformthemanufacturertopackthegoodsasperourconfirmedinstruction.​

TaskSummary

Waterproof/water-resistant(2)double(3)plastic(4)shipping(5)indicative(6)sophisticated(7)gradient(8)embossed(9)environmental(10)dangerous(11)barcodes

Task7ArrangingShipmentDetailsReferenceAnswers

KnowledgeLecture

Exercise

(1)Sea/Ocean(2)Air(3)Rail(4)Road(5)Parcelpost(6)Multimodal(7)Ocean(8)Liner(9)Tramp(10)Rail(11)Air(12)Road(13)Parcel(14)Multimodal(15)door-to-door

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

(1)F(2)F(3)T(4)T(5)T

Exercise2

(1)doortodoor(2)seatransportation

(3)freight(4)Railway(5)transshipment

Dialogue2

Exercise1

C(2)E(3)A(4)B(5)D

Exercise2

(1)B(2)D(3)C(4)A(5)C

Dialogue3

Exercise1

productionschedule(2)shipment(3)manufacturers(4)partialshipment(5)confirm

Exercise2

(1)A(2)D(3)C(4)B(5)A

Exercise3

1.March2.603.15004.April5.Three

TellingaStoryofChina

Exercise1

F(2)F

Self-Assessment

1.

1-B,2-A,3-G,4-H,5-J,6-I,7-C,8-D,9-E,10-F

2.

(1)promptshipment(2)byair(3)effectshipment

(4)partialshipment(5)expedite

3.

(1)Itisimportantthatshipmentbemadebeforetheendofthismonth.Ifnot,youshouldberesponsibleforanylossthatmightbecausedbythedelayinshipment.

(2)We’llaskourshippingagenttoarrangeeverythingforcontainershipping.

(3)IwonderwhetherourgoodscanbeshippedinOctober.

(4)Ihopeyou’lltrytopersuadethemanufacturertospeedupproductionandgiveourorderaspecialconsideration.

(5)Asyoufailtodeliverthegoodsintime,ithascausedgreatinconveniencetous.

4.

(1)theearliesttimeofshipmentyoucanexpect?

(2)isthesellingseasonforchinaware

(3)arefullycommitted

(4)expediteproduction.

(5)ifshipmentcanbemadeearlierthanNovember.

TaskSummary

rail(2)air(3)road(4)multimodal

(5)specified(6)partial(7)vessels

Task8NegotiatingMarineInsurance

ReferenceAnswers

KnowledgeLecture

Exercise

generalaverage(2)perils

partiallosses(4)extraneous(external)

(5)specialadditionalrisks

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

(1)T(2)F(3)F(4)T(5)F

Exercise2

(1)afirmofsuchprestige(2)consistsof

95%naturalingredients

(3)comprehensive

coverage(4)every

particular(5)afragilesticker

Dialogue2

Exercise1

D(2)C(3)A(4)E(5)B

Exercise2

(1)provider(2)policy(3)premium(4)supporting

recovery

Dialogue3

Exercise1

Inlightof(2)arepreparedto

(3)debitnote(4)all-riskcoverage(5)generalextraneousrisks‌

Exercise2

A(2)C(3)C(4)B(5)B

Exercise3

People'sInsuranceCompany(2)Jennifer'scompany

(3)porcelaindinnerware(4)20000sets(5)London(6)AllRisks

(7)RiskofBreakage(8)for110%oftheinvoicevalue

(9)franchise(10)attherateof5‰(11)policy(12)invoice

TellingaStoryofChina

Exercise1

B(2)D

Self-Assessment

1.

d(2)f(3)c(4)a(5)i(6)g(7)h(8)b(9)e(10)j

2.

Invoicevalue(2)takeoutAllRisks

(3)debitnote(4)additionalcoverage(5)policyform

3.

Insurancebrokerswillquoteratesforalltypesofcargoesandrisks.

Wehavecoveredinsuranceonthesegoodsfor10%abovetheinvoicevalueagainstAllRisks.

ItcoverseverythinginFPA.pluspartiallossescausedbynaturalcalamities.

(4)CanIhavethegoodsinsuredagainstWPA.AndTPND.For130%oftheinvoicevalue?

(5)Thepremiumvarieswiththerangeofinsurance.Theratesquotedbyusareverymoderate.

4.

Ithinkweneedtodiscussthetermsofinsuranceforournewcontract.

IsuggestthatweinsureWPAandagainsttheriskofbreakage.

(3)WouldyoupleasecoverthegoodsagainstAllRisks?

(4)WecancoverAllRisksfor110%oftheinvoicevalue.

(5)Theextrapremiumcanbebornebyus.

TaskSummary

FPA.(2)WPA.(3)AllRisks(4)General(5)Special

(6)War(7)Strike(8)breakage(9)water(10)delivery

Task9DraftingandReviewingSalesContract

ReferenceAnswers

KnowledgeLecture

Exercise

1.mutualconsent2.offer3.formalcontract4.confirmation5.original6.filing7.legalcompliance8.seller9.packaging

10.payment11.destination12.ForceMajeure

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

T(2)F(3)T(4)F(5)T

Exercise2

valid(2)extend(3)usual(4)commercial(5)integrity

Dialogue2

Exercise1

D(2)C(3)E(4)B(5)A

Exercise2

(1)C(2)A(3)B(4)D(5)C

Dialogue3

Exercise1

fluctuationadvancepayment(2)L/C(3)PIPO(4)financialexposure(5)PI

Exercise2

C(2)B(3)D(4)A(5)C

Exercise3

Steelcoil (2)20% (3)1-2weeks (4)PI (5)3working

TellingaStoryofChina

Exercise1

F(2)T(3)F

Self-Assessment

1.

1-h,2-d,3-i,4-a,5-b,6-j,7-c,8-e,9-g,10-f

2.

review(2)modify(3)execute

(4)enterintoeffect(5)cancel

3.

(1)ThebuyershallopenanirrevocableletterofcreditinfavorofthethesellerwiththeBankofChina20daysbeforeshipment.

(2)Thesellershouldadvisethebuyerofthecontractnumber,nameofcommodity,grossandnetweight,invoicevalue,nameofvesselandloadingdateuponcompletionofloading.

(3)WewillsendyouthesalescontractbyEMS.Pleasecountersignbothcopiesandreturnthesignedoriginalsforourrecords.

(4)Thecontractisvalidfortwoyears.

(5)ManyclientsparticularlyfromwesterncountriesprefertheuseofProformaInvoicetothatofcontract,especiallyforsmalldeals.

4.

formallysignthecontract

reviewClause8

modifyFOBShanghaitoFOBShanghaiPort

comeintoeffectonMarch15

returnthesignedoriginalstoyou

TaskSummary

confirmation(2)agreement(3)memorandum(4)complex

(5)person(6)signature(7)electronic(8)names

(9)quantity(10)unitprice(11)loading(12)forcemajeure

Task10ExecutingOrdersandEnsuringDelivery

ReferenceAnswers

KnowledgeLecture

Exercise

pre-productionpreparation(2)regulatorystandard

productionexecution(4)rigorous(meticulous)

(5)contractstipulations

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

(1)F(2)F(3)T(4)F(5)F

Exercise2

(1)conveyedtous(2)incorporatepayment

(3)proceeds(4)accordingly(5)chargethesamplefeeto

Dialogue2

Exercise1

C(2)D(3)A(4)E(5)B

Exercise2

(1)approval(2)pass

(3)accessories(4)authorized

(5)delivery

Dialogue3

Exercise1

issuethecertificateofquality(2)assemblyline

(3)intermediatereport(4)electroniccomponents(5)productionschedule

Exercise2

B(2)B(3)C(4)C(5)C

Exercise3

Design(2)raw(3)accessories(4)cost(5)counter

pre-production(7)technique(8)schedules(9)bulk

quality(11)instructions(12)methods(solutions)(13)QA(14)application(15)surveyreport

TellingaStoryofChina

Exercise1

D(2)B

Self-Assessment

1.

j(2)h(3)e(4)g(5)d(6)i(7)b(8)a(9)c(10)f

2.

cuttingsamples(2)countersample

(3)intermediateinspection(4)designatesuppliers(5)bulkproduction

3.

Allproductsstrictlycomplywithdestinationmarketregulations.

Wewillmakethemassproductionasperyouroriginalsampleand

submitthecertificateofqualitybeforeshipment.

Toincreaseourproductivity,weintroducedalotofadvanced

technologyandequipment.

(4)We'llacceptthegoodsonlyiftheresultsfromthetwoinspectionagenciesareidenticalwitheachother.

(5)OurgoodsmustbeuptoexportstandardsbeforetheInspectionBureaureleasesthem..

4.

Wespend5%ofourannualsalesrevenueonthedevelopmentofnewproductseveryyear.

Butwewillincreasetheoutputto1200unitscommencingfromOctober.

(3)Butpleaserestassuredthatwehavefiveproductionlinesandassurepunctualdeliveryofyourorder.

(4)Astoinspection,wedesignateSGSasourauthorizedinspectionagency,soyouarerequestedtoapplyforpreliminary,intermediateandfinalinspectionsbeforedelivery.

(5)Ifthegoodssellwellinourmarket,wewillplacemorerepeatorderswithyouinfuture.

TaskSummary

labdips(2)pre-production(3)rawmaterials(4)accessories

(5)bulk(6)in-process(7)instructions(8)verify

(9)final(10)certificate(11)letterofcredit(12)shippingspace

(13)customsformalities

Task11HandlingClaimsandSettlementsReferenceAnswers

KnowledgeLecture

Exercise

perform(execute)(2)entitled(3)indemnity(compensation)

(4)disputes(5)amicably

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

(1)F(2)F(3)T(4)T(5)T

Exercise2

(1)regretful(2)improperpacking

(3)surveyreport(4)outerpacking(5)satisfactorysolution

Dialogue2

Exercise1

C(2)A(3)E(4)B(5)D

Exercise2

(1)justified(2)evidence

(3)readily(4)solution

(5)agreeable

Dialogue3

Exercise1

(1)stowage(2)inevitable(3)disposeof

(4)aptto(5)relieved

Exercise2

C(2)D(3)B(4)B(5)D

Exercise3

roughhandling(2)frames'scratches(3)worn-outsaddles(4)inspectionfee(5)shippingline(6)insurancecompany

threemorebucketsofpaint(8)air(9)newsaddles(10)sea

disposeof(12)thefoamcushionpackagingmaterial

TellingaStoryofChina

Exercise1

B(2)B

Self-Assessment

1.

e(2)i(3)a(4)f(5)b(6)c(7)d(8)j(9)g(10)h

2.

lodgedaclaim(2)complain,inferiorinquality

(3)surveyreport(4)returnthegoods(5)inpe