商务英语Transcript听力文稿07.docx

1、商务英语Transcript听力文稿07Unit OnePart II Listening & Speaking 1I Listening1. Listen to the passage and fill in the blanks.1) The development and expansion of a business depends on customers, for no customer means no business. Therefore it is very important either for a newly established firm or an old on

2、e that wishes to expand new markets or enter into new fields of business activities to establish business relations with prospective dealers in import and export business. But by what means can a businessman get all the necessary information about a new market and a new customer? Such information is

3、 usually obtainable through the following channels: a. banks, b. Chamber of Commerce, c. Commercial Counselors Office, d. Commercial Attach, e. business house, f. consultant, g. trade directory, h. ads in the media, i. market investigation, j. trade fairs and exhibitions, k. inquiries from foreign m

4、erchants. 2. Listen to the passage and fill in the missing information. We learned from the Commercial Councilors office of the Embassy of the Peoples Republic of China in Britain that you are a leading exporter of silk garments. We are a large dealer in textiles and believe that there will be a goo

5、d market in our country for moderately priced textiles. Therefore, you are kindly requested to send us a copy of your illustrated catalogues with details of your price and terms of payment, and samples of the different qualities of the materials used. 3. Listen to the dialogue and answer the followi

6、ng questions.A: May I speak to the manager of the exporting department?B: Hello. Im Zhang Ming, the manager of the exporting department. A: Hello. This is John Smith from Carter Trading Company calling from London. I got your phone number from the Commercial Counselors Office of the Chinese Embassy

7、here. I learned that you are the leading exporters of Chinese toys.B: Thats right. What can I do for you?A: We are interested in the stuffed toys. These toys are very marketable here. We are a big supplier for toys in the U.K. Im thinking that there might be some opportunities between us.B: Do you h

8、ave anything you are particularly interested in?A: To be frank, I know little about your toys. Could you send me your brochures and illustrated catalogues so that I can have a clear idea of your products?B: Sure. May I have your mailing address?A: Of course. My mailing address is 4. Listen to the pa

9、ssage and complete the notes.An enquiry can be made by telephone, fax, or e-mail. If you need to give more information about yourself or ask the supplier for more information, you need to write a letter. The contents of this letter should include: how well you know the supplier and the type of goods

10、 you are enquiring about. You need to tell the supplier what sort of company you are and how you obtain the telephone number or the e-mail address of the supplier. It is not necessary to give a lot of information about yourself when asking for brochures, catalogues or price lists. But do remember to

11、 supply your telephone number, fax number, e-mail address or the address of your company. It will be helpful if you can briefly point out any particular items you are interested in. When asking for goods or services, you need to be specific and state exactly what you want. You might want to see what

12、 a material or item looks like before placing an order. Most suppliers are willing to provide samples or patterns so that you can make a selection. However, few will send a complex piece of machinery for you to look at. In that case you will be invited to visit a showroom. Nevertheless, if it is pra

13、ctical, ask to see an example of the article you want to buy. Usually a simple “thank you” is sufficient to close an enquiry. However, you could mention that a prompt reply would be appreciated. You can also indicate further business, or other lines you would be interested in if you think they could

14、 be supplied. If a supplier thinks that you may become a regular customer, rather than someone who has placed the odd order, he would be more inclined to quote competitive terms and offer concessions. Part III Listening & Speaking 2I Listening1. Listen to two passages and complete the notes.1) Usual

15、ly, enquiry is an action undertaken by buyers to get the products information before purchasing. It is not only one of the most direct ways to acquire product details, but also a starting point of the formal contacts between buyers and sellers. When making an enquiry, besides the prices of goods, bu

16、yers may ask for more information such as the specifications of the product, packing, delivery date and the terms of payment. In an enquiry, buyers should clearly express what kind of information is needed and under what conditions the deal can be made. An enquiry should be brief, specific, courteou

17、s and reasonable. The answers to an enquiry should be prompt, definite and helpful. Each enquiry is a sales opportunity to foster a potential business relationship.2) Usually, an enquiry offers the recipient no immediate reward or advantage beyond the prospect of a future customer or the maintenance

18、 of goodwill. Therefore, your enquiry must be worded in such a way that the recipient will respond despite a hectic schedule. To do this, you must make your enquiry easy to answer. First of all, you should decide exactly what you want before you write. This should include the specific information th

19、at you need as well as the course of action you would like your reader to take. Consider this request:Dear Sir or Madame:Please send us information about your office copiers so that we will know whether one would be suited to our type of business. Yours truly,The recipient of this letter would be at

20、 a total loss to respond. Other than simply sending a brochure or catalogue, he/she could not possibly explain the advantages of her companys machines without knowing your companys needs. You have not made it easy for him/her to act. Such an enquiry should include specific questions worded to elicit

21、 specific facts. Since the manufacturer of copiers may make dozens of models, the enquiry should narrow down the type your company would consider.Dear Sir or Madame:We intend to purchase a new office copier before the end of this month. We would like to consider an RBM copier and wonder if you have

22、a model that would suit our needs.Our office is small. And a copier would generally be used by only three secretaries. We run approximately 3,000 copies a month and prefer a machine that uses regular paper. We would like a collator, but rarely need to run off more than 25 copies at any one time.We w

23、ould also like to know about your warranty and repair service. We hope to hear from you soon.Sincerely yours,Note how the revised letter makes it easier for your reader to respond. You have given a clear picture of what you are looking for, so he/she can determine which of the companys products migh

24、t interest you. Moreover, by mentioning the REASON for enquiry, you motivate her response. (Your intended purchase is a real potential sale for RBM.) Finally, by letting him/her know WHEN you intend to buy, you have encouraged him/her to reply promptly.2. Listen to a letter of inquiry and fill in th

25、e missing information. Dear Sirs,Thank you for your inquiry of May 20. We are now pleased to send you our quotation for cotton bed-sheets and pillowcases. All the items quoted are made of 100% cotton and can be supplied in a range of designs and colors wide enough to meet the requirements in your ma

26、rket.Thank you again for your interest in our products. We are looking forward to receivingyour order soon.P.S. Enclosed is a copy of our catalogue as we think some of our other products might be of interest to you.Yours sincerely,Unit TwoPart II Listening & Speaking 1I Listening1. Listen and write

27、down the following quotations. (1) AUD 100 per dozen EXW Guangzhou (2) CAD 200 per kilogram FCA Guangzhou (3) EUR 137 per set FOB Shanghai (4) JPY 597 per unit FAS Shanghai(5) HKD 167 per piece CFR Hong Kong(6) SGD 463 per metric ton CIF Singapore(7) USD 800 per set CPT Geneva(8) CHF 2,629 per kilog

28、ram CIP Geneva(9) USD 325 per set Delivered at Sino-Mongolian frontier(10) EUR 317 per piece DES Marseilles(11) GBP 500 per unit DEQ London(12) EUR 386 per metric ton Delivered at 5 Maple Road, Bonn, Duty Paid(13) EUR 1,000 per metric ton Delivered at Maple Road, Bonn, Duty Unpaid2. Listen to the pa

29、ssage and fill in the missing words or expressions. 1) An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at a stated price, usually within a stated period of time or a non-firm offer which is made without engagement and

30、is subject to the sellers confirmation. Usually an offer will include the following: (1) name of the goods, (2) quality or specifications, (3) quantity, (4) details of prices, (5) discounts, (6) terms of payment, (7) time of shipment, and (8) packing so as to enable the buyer to make a decision. A b

31、uyer may reject the terms and conditions in the non-firm offer and counter offer his own terms and conditions. This process of offer counter offer counter-counter-offer is the process of bargaining.2) Pricing is one of the most important and complex tasks in business, and even more of a problem when

32、 linked with exporting. An exporter should sell his products at a price acceptable to the customers and, at the same time, generate enough revenue to cover all its costs. Appropriate pricing is not easy, which requires much skill and must be treated seriously and carefully. The following points are the factors to consider in arriving at a potential price:(1) Have a good knowledge of the international market level, establish all relevant market data on competitive prices for similar products and evaluate them