商务英语听说下15单元参考答案.docx

商务英语听说下15单元参考答案.docx

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商务英语听说下15单元参考答案

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:

We'rethinkingofplacinganorderforChineseteawithyou.

B:

Whichwouldyouprefer,blackorgreentea?

A:

Bothareverypopularinmycountry.CouldIhavealookatyoursamples?

B:

Sure.ThisisOolongTeafromFujianandLongjingTeafromtheWestLake,…

A:

Theyarereallyverygoodincolorandflavor.Nowonderyourteahasbeenwellreceivedbysomanypeople.Couldyougivemesomeindicationofyourprice?

B:

Hereisourpricelist.Allthepricesonthelistaresubjecttoourfinalconfirmation.

（2）

A:

Goodmorning,sir.

B:

Goodmorning.I’veseenyourcatalogueandI’minterestedinyourFlyingPigeonBicycle.IthinkthistypeofbicyclewillhaveareadymarketinCanada.Thisisalistofmyrequirements.CouldyouquoteusyourlowestpriceCIFVancouver?

A:

WegenerallyquoteonaFOB.basis.Justamoment.I’llworkitoutforyou.

（3）

A:

Hello!

B:

Hello!

I’veseenyourcatalogueandI’minterestedinsomeofyourproducts.

A:

Youchosewell.Theseproductsaresellingwellinyourneighborhood.Ibelievetheywillhaveareadymarketatyourend.

B:

CouldIhavealookatyoursamples?

A:

Sure.Hereyouare.

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

AustralianDollarAUD

CanadianDollarCAD

HongKongDollarHKD

NewZealandDollarNZD

U.S.DollarUSD

SwissFrancSFr

EuroDollarEUR

GreatBritainPoundGBP

JapaneseYenJPY

SingaporeDollarSGD

RenminbiRMB

2.MatchtheIncotermswiththeirChineseequivalents.

CFR（CostandFreight）成本加运费

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）目的港船上交货

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）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）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.100cases;5kilogramspercase;atUSD25;CFREuropeanmainports;September,2002;fivedays.

B.50,000tons;USD225;

C.200kilograms;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.It’llbeverydifficultforustomakeanysales.

A:

Youmustbeawarethatthepriceofjasmineteahasbeenincreasing.

B:

ButVietnamesesuppliersgivealowerprice.

A:

Everyoneinthetradeknowsthatourjasmineteaisfarmoresuperior.

B:

Idon’tdenythequalityofyourjasminetea.Butcompetitioniskeen.Manysuppliersareinfactcuttingtheirpricestryingtogetalargermarketshare.

A:

Sofar,ourproductcanhandlethecompetitionwell.We’vehadmanyordersandmorearecoming.Itjustshowsthatourproductiscompetitiveandourpriceisattractive.

（2）

A:

Hereisourpricelist.Allthepricesinthelistaresubjecttoourfinalconfirmation.

B:

Bytheway,doyouallowanycommission?

A:

Well,ourpricesarequotedonanFOBnetbasis.Asarule,wedon’tallowanycommission.

B:

Butyouknow,we’reacommissionedagent.Wedobusinessonacommissionbasis.Commissiontransactionswillsurelyhelptopushthesaleofyourproducts.

A:

Yetyourorderisreallynotlargeenough.

B:

Whatquantitywouldyouconsidertobealargeshipment?

A:

USD500,000orover.

B:

Wow,reallysubstantial.Well,Mr.Chen,thisisourfirsttransaction.Canyoubemoreflexibleandofferusmorefavorableterms?

Itmightbepossibleforustoestablishalong-termrelationship.

A:

O.K.Wewouldgrantyoua3%commissionifyouplaceanorderofUSD400,000.

B:

Weappreciateyourconcessionverymuch.However,wecanusuallygeta5%commissionfromourEuropeansuppliers.

A:

Mr.Green,ourpriceitselfisalreadyfavorable.Itisforourfuturebusinessthatwemakethisexception.Thisisthebestwecando.

B:

Allright,we’llhavetoacceptit.

（3）

A:

Mr.Wright,hereisourofferfor5,000metrictonsofg