商务英语Transcript听力文稿07.docx

商务英语Transcript听力文稿07.docx

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商务英语Transcript听力文稿07

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