新编剑桥商务英语中级学生用书 Unit.docx

新编剑桥商务英语中级学生用书 Unit.docx

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新编剑桥商务英语中级学生用书Unit

新编剑桥商务英语中级学生用书Unit 10B

IDonald,yourconsultancyhelpscompaniesenterforeignmarkets.WhatkindofhelparecompanieslookingforwhentheycometoKMP?

DWell,companiesusuallyhaveaspecificmarketinmindandaprettygoodideaastowhichproductstheyintendtoexport.BUtwhatthey'renotsureaboutishowtogettheproductintothetargetmaket.

ISowhatisthebestway?

DWell,therearemanyoptions,formfranchisestowholly-ownedsubsidiaries.Thehigherthedegreeofownership,themorecontrolyouhave.However,ownershipalsomeansmoreinvestmentand,therefore,morerisk.

ISowhat'sthesafestwayofenteringamarket?

DWell,ifyouwanttokeepfinancialrisktoaminimum,youshouldthinkaboutalicensingarrangementorperhapsafranchise.Thatwayyoudon'thaveanyofthecostsassociatedwithsettingupproductionfacilities.And,ofcourse,youretaincontroloftheproduct,whichmeansyouavoidsomeoftheconflictsinvolvedinjointventures.

IButjointventuresareaverypopularwayofenteringforeignmarkets.

DYes,theyare,becausetheyallowacompanytosharesomeofthecostsandrisk.Andevenmoreimportantly,theyprovideessentiallocalknowledgewithoutthecostofhavingtoacquireacompany.Butthey'renotrisk-free.

ISo,whatarethedangerofjointventures?

DWell,inatypicaljointventurethetwopartnerspooltheirknow-howandlearnfromeachotherastheyworktogether.But,infact,it'sactuallyalearningrace.Onefirmmightlearnmuchfasterthantheotherandstarttakingallthedecisions.Itcouldeventuallydecideithasnomoreuseforthearrangementandeventerminateit.

ISo,ifyouwantedtokeepcontrolandavoidthat,awholly-ownedsubsidiarywouldbethebestoption,then?

DItreallydependsonthetargetmarket.If,say,there'spotentiallyaveryhighdemand,thenitwouldmakesensetobuyorsetupasubsidiaryandproducelocally,becauseofeconomiesofscale.Distance,ofcourse,isanotherfator.Shippingtotheothersideoftheworldcanbeveryexpensive.That'swhyalotofJapanesecompaniesproduceinEurope.

IANdwhatotherfactorscanimproveacompany'schanceofsuccess?

DWell,asIsaid,ourclientsusuallyknowwhichproductstheywanttoexport,buttheyoftendon'trealizehowmuchtheirproductneedstobeadapted.Yousee,someproductsrequireanunderstandingoflocalneedsandanabilitytousethisknowledgeintheproduct'sdesign.

IOK.So,let'ssayacompanyhassuccessfullyenteredamarket.Howquicklyshoulditlooktoexpand?

DWell,onceagain,it'sfindingthebestwayofminimizingriskwhileoptimizingopportunity.However,undercertaincircumstances,acompanyisforcedtoexpandinordertosurvive.

IAndwhenisthisthecase?

DWhen,forexample,youenteramarketwithasuccessfulformulathat'seasytocopy-becauseyuu'llsoonhavealotoflocalcompetitorsofferingthesameproductsorservices.Now,unlessyou'reinapositiontoexpandquicklyenoughtomakeeconomiesofscalepossible,theselocalcompanieswillsoonundercutyouandpriceyououtofthemarket.

IAndhowcanacompanyprepareforthisexpansion?

DWell,thekeytoexpansionisnotspreadingyourmanageialandfiancialresurcestoothinly.That'swhyit'scrucialtodevelopalong-termstrategyandmakeathoroughassessmentofalltheresourcesavailableforexpansion.Otherwise,youwon'tbeabletodefendandprofitfromthemarketpresenceyou'vecreated

新编剑桥商务英语中级学生用书Unit 8B

Unit8b BusinessTravel

1.Anyregularbusinesstravelerwilltellyouhowimportantthisisifyouwanttofeelreadytofaceawholedayofbusinessmeetings.

Sometimes,youworkstraightthroughmeal-timessoitmightbetheonlythingyou’llgetuntilyoustepontheplaneforyourflighthome.Andwhowantstohavetostartlookingforaburgerbaratmidnight?

2:

fromthebusinesstraveler’spointofview,flexibilityandchoiceareabsolutelycrucial.Businessescan’tdependonairlinesofferingaflightonaparticulardayortimeoftheirchoosing.ireallydofeelthatgettingtoandfromyourdestinationatatimewhichsuitsyouandfitsinwithyourplansisessential.Andoneofthemainreasonsforchoosingisairline.

3.ijustfinditreallyannoying.AfterI’veeaten,Ijustwanttositquietly,haveadrinkandreadmynewspaper.thelastthingIwantolistentopeoplescrammingwithlaughteratsomeridiculouscomedy.

4.onashorttrip,it’snotsoimportant.You’renottherelongenoughtohavemorethanadrinkandaquicklookatthepaper.Butonalongtrip,youreallyneedtobeabletostretchout,liebackandgetsomepropersleep.

5.ofcourse.icouldgetacheaperseat,butthat’snotthepoint.Withalongdayofmeetingsandnegotiationsaheadofme.Ineedabitofcomfortandlookingafter.Andmycompanyunderstandsthat.It’salsoagoodplacefornetworking.AndI’veoftengotintoconversationwiththepersonnexttome,who’sdevelopedintoausefulcontact.

新编剑桥商务英语中级学生用书Unit 8A

Unit8ABusinessExpenses

Listening1

Conversation1

David:

DavidHobbs.

Roger:

Hello,MrHobbs.ThisisRogerHargreavesfromAccounts.I'mjustringingaboutyourexpensesclaim.ThereareacoupleofthingsIneedtocheck.

David:

OK.Whatdoyouneedtoknow?

Roger:

Well,youputdownthatitwasabusinesstrip.Butdoyouthinkyoucouldbeabitmorespecific?

David:

Yes,sorry.Itwasactuallyamarketingconference.

Roger:

OK.AndyoustayedattheCartlandsHotel.Butyoudidn'tputdownhow muchitcost.

David:

Oh,sorry.Itwas￡80.Andthatwasforonenight.

Roger:

Isee.Nowunder'ClientEntertaining'youput￡56.70foramealanddrinks.Butyouaresupposedtoputdownthenameofanybodyyouentertain,youknow.

David:

I'msorry.Imusthaveforgotten.Anyway,theclient'snameisLimbert.Paul

Limbert.He'soneofourBelgiansuppliers.

Roger:

Couldyouspellhislastnameforme?

David:

Limbert?

Yes,it'sL-I-M-B-E-R-T.

Roger:

Right,thanks.Oh,andthisamountfor￡9.00under'OtherExpenses'.Whatexactlywasthatfor?

David:

￡9.00?

Letmesee.￡9.00?

Oh,yes.ThatwasforacoupleoffaxesIhadtosendfromthehotel.

Conversation2

Alison:

AlisonForbes.

Roger:

Hello,Alison.It'sRogerHargreavesfromAccounts.IsAlanthere,please?

Alison:

I'mafraidheisn'tintoday.CanIhelpatall?

Roger:

Idon'tthinkitso,no.It'sabouthisexpenses,youknow,forthetriptoSweden.

Alison:

CanIgivehimamessage?

Roger:

Yes,ifyoucould.Couldyoutellhimthatsomethingwasmissing?

Itwashishotelbill.AndIneeditquicklyifhewantsustopayhimthismonth.

Alison:

Actually,Ithinkhewaslookingforittheotherday.

Roger:

Ihopehehasn'tlostit.Well,look,ifhecan'tfindit,hereallyneedstocallmeassoonaspossible.

Ailson:

OK.I'lltellhim.

Roger:

Thanks.Oh,andoneotherthing.Thelasttimewepaidhimhisexpenses,heaskedustopayhimincash.Well,I'mafraiditcausedallkindsofproblems,andeveryonestartedaskingforcashpayments.Sowe'vedecidedthatwereallycan'tdothatagain.

Alison:

OK,I'lltellhimknow.Bye.

Conversation3

Chris:

Hello?

Roger:

Hello,MrEvans?

Chris:

Speaking.

Roger:

ThisisRogerHargreaves.I'mjustringingaboutyourexpensesfortheParistrip.

Chris:

Well,youdoknowIlostmycaseonthattrip?

SoI'mafraidIcan'tgiveyouanyreceiptsoranything.

Roger:

That'snotaproblem.Ijustneedtocheckafewdetails.

Chris:

OK.Whatdoyouneedtoknow?

Roger:

Well,firstofall,whenwasthetripexactly?

Chris:

Letmejustcheckmydairy.Yes,itwasthelastweekendinJune.The25thand26th.

Roger:

Soonenight.Right.Andwheredidyoustay?

Chris:

HotelContinental.ButI'mafraidIcan'tremembertheprice.Butit'sthesamehotelIstayedatlasttime.Infact,itwaseventhesameroom.

Roger:

Fine.Icanlookthatup.Andwhatabouttravel?

Didyouflyortakethetrain?

Chris:

Thetrain.Eurostar.But,again,Ican'tremembertheprice.

Roger:

That'sOK.Icancheckitmyself.Oh,andwerethereanyotherexpenses?

Chris:

Ican'tthinkofanything.Oh,yestherewasactually.IhadtobuymetroticketstogetaroundParis.

Roger:

Metrotickets……thatwouldbeabout￡5,wouldn'tit?

Chris:

Thatsoundsaboutright.

Roger:

OK,MrEvans,thanksverymuch.

Listening2

1.Goodmorning.ThisisamessageforDavidEastman.Igotyournoteaboutmyexpensesform-aboutreturningittoyou.Well,actuallyIdidsendittoyou.The onlyproblemisitwenttothewrongdepartment,andthat'swhyyoustillhaven'tgotit.Anyway,I'llbringitroundfirstthinginthemorning,OK?

Oh,sorry,thisisAlexEddington,bytheway.

2.Hello,thisisJuneSalisbury.YouwantedtospeaktomeaboutmyexpensesclaimfortheMunichtrip.CouldwegettogetheronFridaymorningtotalkaboutit?

Perhapsatabout11,ifthat'sallright?

Justgivemysecretaryacall.OK.Bye.

3.ThisisBobRichardshere.Listen,I'vejustfoundanotherreceiptformyOslotriplastmonth.It'sforquitealotofphotocopiesIhaddoneinashop.Isupposeit'stoolateforthismonth,butisitOKifIputthisthroughonnextmonth'sexpenses?

Couldyougetbacktomeandletmeknow?

OK.Bye.

4.Hello,thisisPatriciaGravesfromSales.Look,I'mringingaboutmyexpensesagain.ThelasttimeIcalledyou,yousaidthey'dbeincludedinthismonth'spay.Well,I'vecheckedwithbybankandthey'renot.Ican'tkeepchasingyouaboutthisandI'mgettingprettyfedupwaiting.I'llcallbyyourofficesometimetomorrow,andthistime,I'dlikeacheque.Goodbye.

5.Hello,David.ThisisSimon.Look,aboutthismorning,I'mafraidsomethingurgent'scomeupandIhavetorushofftoLondon,soIwon'tbeabletomakeit.I'mreallysorryit'ssuchshortnotice.I'llcallyouwhenIgetback.OK?

Speak