商务英语听说下参考答案doc.docx
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商务英语听说下参考答案doc.docx
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商务英语听说下参考答案doc
UnitOne
PartILead-in
1.1)Aninquiryisarequestforinformation.
2)Theimporterusuallyinquirestheexporterforinformationoranofferforthegoodshewishestobuy.
2・Aquotationismerelyanoticeofthepriceofcertaingoodsatwhichtheselleriswillingtosell.
3.
1)B2)C3)A
PartIIListening&Speaking1
IListening
1・Listentothepassageandfillintheblanks・
customers;anewlyestablishedfirm;businessrelations;allthenecessaryinformation;anewcustomer;channels
a.banks
b.ChamberofCommerce
e.businesshouse
g.tradedirectory
i.marketinvestigation
j.tradefairsandexhibitions
2.Listentothepassageandfillinthemissinginformation.
theCommercialCouncilor'soffice;aleadingexporter;agoodmarketinourcountry;price;termsofpayment
3・Listentothedialogueandanswerthefollowingquestions.
1)Whoiscallingthemanageroftheexportingdepartment?
JohnSmithfromtheCarterTradingCompany.
2)Whydoeshecallthemanageroftheexportingdepartment?
Hethinksthattheremightbesomeopportunitiesbetweenthetwocompanies・
3)Whatdoesheaskthemanageroftheexportingdepartmenttodo?
Heasksthemanageroftheexportingdepartmenttosendhimbrochuresandillustratedcatalogues.
4.Listentothepassageandcompletethenotes・
1)telephone,fax,ore-mail;thetypeofgoodsyouareenquiringabout;givealotofinformationaboutyourself;anyparticularitemsyouareinterestedin
2)specificandstateexactlywhatyouwant;samplesorpatterns;invitedtovisitashowroom
3)apromptreplywouldbeappreciated;aregularcustomer;quotecompetitivetermsandofferconcessions
PartIIIListening&Speaking2
IListening
1・Listentotwopassagesandcompletethenotes.
1)anactionundertakenbybuyers;toacquireproductdetails;thepricesofgoods;thetermsofpayment;underwhatconditionsthedealcanbemade;prompt,definiteandhelpful
2)youshoulddecideexactlywhatyouwantbeforeyouwrite;wouldbeatatotallosstorespond;withoutknowingyourcompany'sneeds;shouldnarrowdownthetypeyourcompanywouldconsider;3,000copiesamonth;25copiesatanyonetime;whatyouarelookingfor;youmotivateherresponse
2.Listentoaletteroffinquiryandfillinthemissinginformation.
yourinquiryofMay20;quoted;arangeofdesignsandcolors;inyourmarket;catalogue;mightbeofinteresttoyou
IIInterpreting
(1)
A:
WeTethinkingofplacinganorderforChineseteawithyou.
B:
Whichwouldyouprefer,blackorgreentea?
A:
Bothareverypopularinmycountry.CouldIhavealookatyoursamples?
B:
Sure・ThisisOolongTeafromFujianandLongjingTeafromtheWestLake,…
A:
Theyarereallyverygoodincolorandflavor.Nowonderyourteahasbeenwellreceivedbysomanypeople・Couldyougivemesomeindicationofyourprice?
B:
Hereisourpricelist.Allthepricesonthelistarcsubjecttoourfinalconfirmation.
(2)
A:
Goodmorning,sir.
B:
Goodmorning.I'veseenyourcatalogueandFminterestedinyourFlyingPigeonBicycle.IthinkthistypeofbicyclewillhaveareadymarketinCanada・Thisisalistofmyrequirements・CouldyouquoteusyourlowestpriceCIFVancouver?
A:
WegenerallyquoteonaFOB・basis.Justamoment.Fllworkitoutforyou.
(3)
A:
Hello!
B:
Hello!
PveseenyourcatalogueandPminterestedinsomeofyourproducts.
A:
Youchosewell.Theseproductsaresellingwellinyourneighborhood.Ibelievetheywillhaveareadymarketatyourend・
B:
CouldIhavealookatyoursamples?
A:
Sure・Hereyouarc・
B:
I'mverypleasedwithyourproducts.I'mconsideringplacinganorderaslongasyourtermsandconditionsareacceptable.
A:
Hereisourpricelist.Theseproductsareingreatdemandatpresent.Soplaceyourorderearlyifatallpossible•
PartIVSupplementaryReading
1.Asalesenquirycanbegeneratedinanumberofways・Itcanbeaphonecall,aletter,callfortender,faxore-mail,oritmaybeasaresultofcontactbyarepresentative,throughyouradvertising,ordirectmarketing・
2・Salesenquiriescanbedividedintoactiveenquiriesandpassiveenquiries・
3•Totaketheactiverole.
4.1)Decidewhetherwecandowhatisrequired,andalsowhetherweshoulddoit.
2)Produceanestimateorpriceaccuratelyandquickly.
3)Haveaprocessforkeepingthecustomerinformedatvariousstagesoftheprocess・
4)Haveawell-definedsystemofauthorization,thatdoesnotimpedeprogress,butdoesensuredecisionsaremadebytherightpeople・
5.Generallythestepsareestimating,pricing,andproposal.
UnitTwo
PartILead-in
1・Matchthefollowingcurrencieswiththeirabbreviations
AustralianD)llar
AUD
CanadianEbllar
CAD
HongFbngEbllar
HKD
New血landDollar
NZD
U.S.Ebllar
USD
SwissFranc
SFr
EuroDollar
EUR
GreatBitainPound
GBP
JapaneseYen
JPY
SingaporeDollar
SGD
Renminbi
RMB
MatchtheIncotermswiththeirChineseequivalents.
CFR(CostandFreight)
成木加运费
CIF(Cost,InsuranceandFreight)
成本,保险费加运费
CIP(CarriageandInsurancePaidTo)
运费和保险费付至
CPT(CarriagePaidTo)
运费付至
DAF(DeliveredatFrontier)
边境交货
DDP(DeliveredDutyPaid)
完税后交货
DDU(DeliveredDutyUnpaid)
未完税交货
DES(DeliveredEx-Ship)
冃的港船上交货
DEQ(DeliveredEx-Quay)
目的港码头交货
EXW(Ex-Works)
工厂交货
FAS(FreeAlongsideShip)
船边交货
FCA(FreeCarrier)
货交承运人
FOB(FreeonBoard)
船上交货
3.Open
4.Open
PartIIListening&Practice1
IListening
1・Listenandwritedownthefollowingquotations.
1)AUDDOperdozjnEXWGuangzhou
(2)CAD2(®perkilogramFCAGuangzhou
(3)EUR137perstFOBSianghai
(4)JPY597peruniFASShanghai
(5)HKD1(7perpeceCFRH)ngK)ng
(6)SGD463pernitrict)nCIFSngapore
(7)USD800perstCPTGeneva
(8)CHF2,629perkilogramCIPGeneva
(9)
USD325perstDelivereda8no-Mongolianfrontier
EUR317perpieceDESMirseilles
GBP500perunitDEQLondon
EUR3©pernctrict)nDeliveredat5MapleRoad,Bonn,DutyPaid
(13)EUR1,000permetrictonDeliveredatMapleRoad,Bonn,DutyUnpaid
2.Listentothepassageandfillinthemissingwordsorexpressions・
1)offer;goods;afirmoffer;non-firmoffer;qualityorspecifications;detailsofprices;termsofpayment;packing;buyer;counteroffer;offer—counteroffer—counter-counter-offer
2)exporting;revenue;Appropriatepricing;establishallrelevantmarketdata;aparticularmarketarea;adjustprices;supplyanddemand;risingorfalling;profitmargin;Thequalityandquantityoftheproducts;fluctuations
3.Listentothepassageandcompletethenotes・
quotesaprice;taxes;grossprices;netprices;legallybinding;whenpricestendtofluctuate;aresubjecttochange;holdthegoodsforacertaintime;toprotecttheirreputation;discounts;atradediscount;aquantitydiscount;acashdiscount;aloyaltydiscount
PartIIIListening&Speaking2
IListening
1.Listenandfillinthemissinginformation.
A.1()()cases;5kilogramspercase;atUSD25;CFREuropeanmainports;September,2002;fivedays.
B.50,000tons;USD225;
C.200kiograms;USD120;FOBShanghai.
D.subjecttoourfinalconfirmation;8111PureSilkFabrics;382913-AB;50,000yards;inwoodencases;USD3.7peryardCIFLondon;Tobemadeinthreeequalmonthlyinstallments;March23,2002;tobeopened30daysbeforethetimeofshipment;
E.letter;reply;June1;offer;80metrictons;2002Crop;USD765permetricton;June;transshipment;termsandconditions;insurance;130%
2.Listentothreeparagraphsandfillintheblanks
1)counter-offer;offer;sellers;consider
2)buyers;bid;price;commodity;made
3)anintermediary;themoney;2%ofcommission;pricereduction;"specialdiscount^;promotingandexpandingsales;excludedfromtheexportprice.
IIInterpreting
(1)
A:
Hereisourofferfor1,000casesofjasminetea・
B:
Well,yourpriceistoohightoaccept.ItUlbeverydifficultforustomakeanysales.
A:
Youmustbeawarethatthepriceofjasmineteahasbeenincreasing・
B:
ButVietnamesesuppliersgivealowerprice.
A:
Everyoneinthetradeknowsthatourjasmineteaisfarmoresuperior.
B:
Idon'tdenythequalityofyourjasminetea.Butcompetitioniskeen.Many
suppliersareinfactcuttingtheirpricestryingtogetalargermarketshare.
A:
Sofar,ourproductcanhandlethecompetitionwell.We,vehadmanyordersandmorearecoming・Itjustshowsthatourproductiscompetitiveandourpriceisattractive.
(2)
A:
Hereisourpricelist.Allthepricesinthelistaresubjecttoourfinalconfirmation.
B:
Bytheway,doyouallowanycommission?
A:
Well,ourpricesarequotedonanFOBnetbasis.Asarule,wedon'tallowanycommission.
B:
Butyouknow,wereacommissionedagent.Wedobusinessonacommissionbasis.Commissiontransactionswillsurelyhelptopushthesaleofyourproducts・
A:
Yetyourorderisreallynotlargeenough.
B:
Whatquantitywouldyouconsidertobealargeshipment?
A:
USD500,000orover.
B:
Wow,reallysubstantial.Well,Mr.Chen,thisisourfirsttransaction.Canyoubemoreflexibleandofferusmorefavorableterms?
Itmightbepossibleforustoestablishalong-termrelationship.
A:
O.K.Wcwouldgrantyoua3%commission讦youplaceanorderofUSD400,000.
B:
Weappreciateyourconcessionverymuch・However,wecanusuallygeta5%commissionfromourEuropeansuppliers.
A:
Mr.Green,ourpriceitselfisalreadyfavorable・Iiisforourfuturebusinessthatwemakethisexception.Thisisthebestwecando.
B:
Allright,weTlhavetoacceptit.
A:
Idon^tknowwhyyouthinkso.Franklyspeaking,wewouldnYquoteyousuchalowpriceifyouwerenotourregularcustomcr.Ibetyoucan'tgetsuchafavorablepricefromothersuppliers・
B:
WegotanofferfromaThailandsupplieryesterday.Theirpriceis3%lower.
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