商務(wù)英語(yǔ)聽(tīng)說(shuō)下冊(cè)聽(tīng)力原文

1、UnitOnePartIIListening&Speaking1IListeningListentothepassageandfillintheblanks.Thedevelopmentandexpansionofabusinessdependsoncustomers,fornocustomermeansnobusiness.Thereforeitisveryimportanteitherforanewlyestablishedfirmoranoldonethatwishestoexpandnewmarketsorenterintonewfieldsofbusinessactivitiesto

2、establishbusinessrelationswithprospectivedealersinimportandexportbusiness.ButbywhatmeanscanabusinessmangetallthenecessaryinformationaboutanewmarketandanewcustomerSuchinformationisusuallyobtainablethroughthefollowingchannels:banks,ChamberofCommerce,c.CommercialCounselorsOffice,d.CommercialAttach,e.bu

3、sinesshouse,consultant,tradedirectory,adsinthemedia,marketinvestigation,tradefairsandexhibitions,inquiriesfromforeignmerchants.Listentothepassageandfillinthemissinginformation.WelearnedfromtheCommercialCouncilorsofficeoftheEmbassyofthePeoplesRepublicofChinainBritainthatyouarealeadingexporterofsilkga

4、rments.Wearealargedealerintextilesandbelievethattherewillbeagoodmarketinourcountryformoderatelypricedtextiles.Therefore,youarekindlyrequestedtosendusacopyofyourillustratedcatalogueswithdetailsofyourpriceandtermsofpayment,andsamplesofthedifferentqualitiesofthematerialsused.3.Listentothedialogueandans

5、werthefollowingquestions.MayIspeaktothemanageroftheexportingdepartmentHello.ImZhangMing,themanageroftheexportingdepartment.sOfficeoftheChineseEmbassyhere.IlearnedthatyouaretheleadingexportersofChinesetoys.B:Thatsright.WhatcanIdoforyouabigsuppliermthinkingthattheremightbesomeopportunitiesbetweenus.B:

6、DoyouhaveanythingyouareparticularlyinterestedinA:Tobefrank,Iknowlittleaboutyourtoys.CouldyousendmeyourbrochuresandillustratedcataloguessothatIcanhaveaclearideaofyourproductsB:Sure.MayIhaveyourmailingaddressA:Ofcourse.MymailingaddressisListentothepassageandcompletethenotes.Anenquirycanbemadebytelepho

7、ne,fax,ore-mail.Ifyouneedtogivemoreinformationaboutyourselforaskthesupplierformoreinformation,youneedtowritealetter.Thecontentsofthislettershouldinclude:howwellyouknowthesupplierandthetypeofgoodsyouareenquiringabout.Youneedtotellthesupplierwhatsortofcompanyyouareandhowyouobtainthetelephonenumberorth

8、ee-mailaddressofthesupplier.Itisnotnecessarytogivealotofinformationaboutyourselfwhenaskingforbrochures,cataloguesorpricelists.Butdoremembertosupplyyourtelephonenumber,faxnumber,e-mailaddressortheaddressofyourcompany.Itwillbehelpfulifyoucanbrieflypointoutanyparticularitemsyouareinterestedin.Whenaskin

9、gforgoodsorservices,youneedtobespecificandstateexactlywhatyouwant.Youmightwanttoseewhatamaterialoritemlookslikebeforeplacinganorder.Mostsuppliersarewillingtoprovidesamplesorpatternssothatyoucanmakeaselection.However,fewwillsendacomplexpieceofmachineryforyoutolookat.Inthatcaseyouwillbeinvitedtovisita

10、showroom.Nevertheless,ifitispractical,asktoseeanexampleofthearticleyouwanttobuy.Usuallyasimple“thankyou”issufficienttocloseanenquiry.However,youcouldmentionthatapromptreplywouldbeappreciated.Youcanalsoindicatefurtherbusiness,orotherlinesyouwouldbeinterestedinifyouthinktheycouldbesupplied.Ifasupplier

11、thinksthatyoumaybecomearegularcustomer,ratherthansomeonewhohasplacedtheoddorder,hewouldbemoreinclinedtoquotecompetitivetermsandofferconcessions.PartIIIListening&Speaking2IListeningListentotwopassagesandcompletethenotes.Usually,enquiryisanactionundertakenbybuyerstogettheproductsinformationbeforepurch

12、asing.Itisnotonlyoneofthemostdirectwaystoacquireproductdetails,butalsoastartingpointoftheformalcontactsbetweenbuyersandsellers.Whenmakinganenquiry,besidesthepricesofgoods,buyersmayaskformoreinformationsuchasthespecificationsoftheproduct,packing,deliverydateandthetermsofpayment.Inanenquiry,buyersshou

13、ldclearlyexpresswhatkindofinformationisneededandunderwhatconditionsthedealcanbemade.Anenquiryshouldbebrief,specific,courteousandreasonable.Theanswerstoanenquiryshouldbeprompt,definiteandhelpful.Eachenquiryisasalesopportunitytofosterapotentialbusinessrelationship.Usually,anenquiryofferstherecipientno

14、immediaterewardoradvantagebeyondtheprospectofafuturecustomerorthemaintenanceofgoodwill.Therefore,yourenquirymustbewordedinsuchawaythattherecipientwillresponddespiteahecticschedule.Todothis,youmustmakeyourenquiryeasytoanswer.Firstofall,youshoulddecideexactlywhatyouwantbeforeyouwrite.Thisshouldinclude

15、thespecificinformationthatyouneedaswellasthecourseofactionyouwouldlikeyourreadertotake.Considerthisrequest:DearSirorMadame:Pleasesendusinformationaboutyourofficecopierssothatwewillknowwhetheronewouldbesuitedtoourtypeofbusiness.Yourstruly,Therecipientofthisletterwouldbeatatotallosstorespond.Otherthan

16、simplysendingabrochureorcatalogue,he/shecouldnotpossiblyexplaintheadvantagesofhercompanysmachineswithoutknowingyourcompanysneeds.Youhavenotmadeiteasyforhim/hertoact.Suchanenquiryshouldincludespecificquestionswordedtoelicitspecificfacts.Sincethemanufacturerofcopiersmaymakedozensofmodels,theenquirysho

17、uldnarrowdownthetypeyourcompanywouldconsider.DearSirorMadame:Weintendtopurchaseanewofficecopierbeforetheendofthismonth.WewouldliketoconsideranRBMcopierandwonderifyouhaveamodelthatwouldsuitourneeds.Ourofficeissmall.Andacopierwouldgenerallybeusedbyonlythreesecretaries.Werunapproximately3,000copiesamon

18、thandpreferamachinethatusesregularpaper.Wewouldlikeacollator,butrarelyneedtorunoffmorethan25copiesatanyonetime.Wewouldalsoliketoknowaboutyourwarrantyandrepairservice.Wehopetohearfromyousoon.Sincerelyyours,Notehowtherevisedlettermakesiteasierforyourreadertorespond.Youhavegivenaclearpictureofwhatyouar

19、elookingfor,sohe/shecandeterminewhichofthecompanysproductsmightinterestyou.Moreover,bymentioningtheREASONforenquiry,youmotivateherresponse.(YourintendedpurchaseisarealpotentialsaleforRBM.)Finally,bylettinghim/herknowWHENyouintendtobuy,youhaveencouragedhim/hertoreplypromptly.Listentoaletterofinquirya

20、ndfillinthemissinginformation.DearSirs,ThankyouforyourinquiryofMay20.Wearenowpleasedtosendyouourquotationforcottonbed-sheetsandpillowcases.Alltheitemsquotedaremadeof100%cottonandcanbesuppliedinarangeofdesignsandcolorswideenoughtomeettherequirementsinyourmarket.Thankyouagainforyourinterestinourproduc

21、ts.Wearelookingforwardtoreceivingyourordersoon.Enclosedisacopyofourcatalogueaswethinksomeofourotherproductsmightbeofinteresttoyou.Yourssincerely,UnitTwoPartIIListening&Speaking1IListeningListenandwritedownthefollowingquotations.(1)AUD100perdozenEXWGuangzhou(2)CAD200perkilogramFCAGuangzhou(3)EUR137pe

22、rsetFOBShanghai(4)JPY597perunitFASShanghai(5)HKD167perpieceCFRHongKong(6)SGD463permetrictonCIFSingapore(7)USD800persetCPTGeneva(8)CHF2,629perkilogramCIPGeneva(9)USD325persetDeliveredatSino-Mongolianfrontier(10)EUR317perpieceDESMarseilles(11)GBP500perunitDEQLondon(12)EUR386permetrictonDeliveredat5Map

23、leRoad,Bonn,DutyPaid(13)EUR1,000permetrictonDeliveredatMapleRoad,Bonn,DutyUnpaidListentothepassageandfillinthemissingwordsorexpressions.Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftimeoranon-firmoff

24、erwhichismadewithoutengagementandissubjecttothesellersconfirmation.Usuallyanofferwillincludethefollowing:(1)nameofthegoods,(2)qualityorspecifications,(3)quantity,(4)detailsofprices,(5)discounts,(6)termsofpayment,(7)timeofshipment,and(8)packingsoastocounteroffercounter-counter-offeristheprocessofbarg

25、aining.Pricingisoneofthemostimportantandcomplextasksinbusiness,andevenmoreofaproblemwhenlinkedwithexporting.Anexportershouldsellhisproductsatapriceacceptabletothecustomersand,atthesametime,generateenoughrevenuetocoverallitscosts.Appropriatepricingisnoteasy,whichrequiresmuchskillandmustbetreatedserio

26、uslyandcarefully.Thefollowingpointsarethefactorstoconsiderinarrivingatapotentialprice:Haveagoodknowledgeoftheinternationalmarketlevel,establishallrelevantmarketdataoncompetitivepricesforsimilarproductsandevaluatethem.Whilereferringtotheinternationalmarketsituation,considerthepoliciesandregulationsth

27、atapplytoaparticularmarketarea.(3)Onthebasisofinternationalmarketlevel,adjustpricesaccordingtotheexportersspecificpurposesortheimportersrequirements.Astheworldmarketmayfluctuatewiththechangeofsupplyanddemandpattern,itisimportanttowatchthechangeofsupplyanddemandrelationshipandthetrendofrisingorfallin

28、gofthemarketprices.Yourpricemustincludeadequateprofitmarginoveryouractualproductionanddistributioncost,etc.Thequalityandquantityoftheproductscontracted,transportationcosts,placeandtermsofdelivery,etc.willalsoinfluencethedeterminationofexportprices.Methodofpaymentofgoodsandthepossiblefluctuationsoffo

29、reignexchangeratesareotherfactorsthatshouldbeconsideredwhenpricing.3.Listentothepassageandcompletethenotes.Whenamanufacturer,wholesalerorretailerquotesaprice,hemayormaynotincludeothercostsandchargessuchastransport,insurance,andtaxes.Priceswhichincludetheseextracostsareknownasgrossprices;thosewhichex

30、cludethemareknownasnetprices.Afirmsquotationisnotnecessarilylegallybinding,.theydonotalwayshavetosellyouthegoodsatthepricetheyquotedintheirreplytoanenquiry.However,whenpricestendtofluctuate,thesupplierwilladdaprovisiontotheirquotationstatingthattheirpricesaresubjecttochange.Ifthecompanymakesafirmoff

31、er,itmeanstheywillholdthegoodsforacertaintimeuntilyouorder,.firm14days.Again,thisisnotlegallybinding,butsuppliersgenerallykeeptotheiroffertoprotecttheirreputation.Manufacturersandwholesalerssometimesallowdiscountstobedeductedfromthenetorgrossprice.Theymayallowatradediscounttosellersinsimilartrades;o

32、raquantitydiscountforordersoveracertainamount;oracashdiscountifpaymentismadewithinacertaintime,.sevendays,oraloyaltydiscountwhenfirmshavealongassociation.PartIIIListening&Speaking2IListeningListenandfillinthemissinginformation.100casesBristles,57mm,5kilogramspercase,atUSD25perkilogram,CFREuropeanmai

33、nports,forshipmentinSeptember,2002.Theofferisvalidforfivedays.Wearewillingtomakeyouanofferfor50,000tonsfertilizeratUSD225pertonFOBstowedMelbourne.Wedlikeotofferyou200kilogramsofwalnutsatUSD120perkilogramFOBShanghai.D.Wetakepleasureinmakingyouaspecialoffer,subjecttoourfinalconfirmation,follows:asArti

34、cleNo:8111PureSilkFabricsDesignNo:382913-ABSpecification:30 x36Minimum:50,000yardsPacking:Inbalesorinwoodencases,atbuyersoption.Price:peryardCIFLondonShipment:Tobemadeinthreeequalmonthlyinstallments,beginningfromMarch23,2002.Payment:ByirrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeo

35、fshipmentE.Inanswertoyourletter,subjecttoyourreply,reachingusbyJune1,Beijingtime,wearemakingyouthefollowingoffer:80metrictonsofRedBeans,F,A,Q.2002Crop,atUSD765permetrictonCIFC2%Airbus,shipmentpersteamerduringJunewithtransshipmentatCopenhagen.Othertermsandconditionsarethesameasusual,withtheexceptiono

36、finsurancewhichwillcoverAllRisksandWarRiskfor130%ofthetotalinvoicevalue.ListentothreeparagraphsandfillintheblanksAcounter-offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Thentheywillplacebeforethesellerstermsandconditionstheyseefitforthelattertoconsider.Sometimesbu

37、yersmaytaketheinitiativetomakeabidtosellers.Inthebidthebuyerswillstateatwhatpriceandonwhattermsandconditionstheywanttobuyacertaincommodity.Abidisactuallyan“offer”madebybuyers.Ifthebidisnotacceptabletothesellers,acounter-bidwillbemadesubsequently.Inthepriceclause,sometimescommissionordiscountisinvolv

38、ed.Commissionwillbespecificallystipulatedwhenanintermediaryisinvolvedinthedeal.Itreferstothemoneyreceivedbyexample,“USD200perM/TCIFC2%London”means2%ofcommissionisincludedintheexportprice.Discountisacertainpercentofpricereduction,aspecialfavorgivenbytheexportertotheimporter.Therearedifferenttypesofdi

39、scountsuchas“Quantitydiscount”,“cashdiscount”,and“specialdiscount”forsomespecialpurposes.Discountisalsospecifiedinthepriceclause,as“USD200permetrictonCIFLondonless3%discount”.Discountisusuallyusedasameansofpromotingandexpandingsales.“Netprice”meansthatcommissionordiscountisexcludedfromtheexportprice

40、.UnitThreePartIIListening&Speaking1IListeningListentothedialogueandanswerthefollowingquestions.(A=MissGreen,B=Mr.Smith)A:Mr.Smith,Idliketoplacearepeatorderof2,000piecesofyourpillowcases,ArticleNo.201.matisfyfraidyourwecandemandrightsnow.Weareyourregularcustomers,socouldyougiveussomepriorityonsupplyB

41、:ThebestIcandoistoofferyou1,000piecesonlyatsuchalowprice.Ifyoucouldacceptaslightlyhigherprice,say2%higherthantheoriginalprice,Icouldconsiderofferingyou2,000pieces.Youdriveahardbargain,Mr.Smith.Letscallitadeal.Listentothepassageandfillinthemissinginformation.DearSirs,ThankyouforyourquotationofNov.15t

42、ogetherwithsamplesofladiesnyloncloth,Ladiesnylonpantsandbags.Wefindbothyourqualityandpricessatisfactoryandthereforearepleasedtoplaceatrialorderforthefollowingitems:DescriptionofgoodsQuantityUnitPriceAmountLadiesnyloncloth20,000pcspcLadiesnylonpants20,000pcspcBags500pcspcUSDCIFWalvisNamibiaWeexpectto

43、findagoodmarketfortheaboveandhopetoplacefurtherandlargerorderswithyouinthenearfuture.3Listentoapassageanddecidewhetherthefollowingstatementsaretrueorfalse.PlacingYourFirstOrderPlacinganorderwithiseasy.Theresnoneedtocreateanaccountfirst.Youautomaticallycreateanaccountwhenyouplaceyourfirstorderonline.

44、(Wecannotacceptordersbyphone,fax,ore-mail.Allordersmustbeplacedonline.)Herearethestepsyouneedtofollowtoplaceanorder.1.FindtheItemsYouWantFirstyouwillneedtobrowseorsearchfortheitemsyouwouldliketoorder.Keywordsearchboxesarelocatedonnearlyeverypageofourstore.Youwillalsofindlinkstobrowselistsandmoredeta

45、iledproduct-specificsearchesinthetopnavigationbarofeachstore.Whenyoufindanitemthatinterestsyou,clickthetitleornameoftheitemtoseeitsproductdetailpage.Hereyouwillfindmoreinformationabouttheitem,includinganavailabilityestimateofhowlongitwilltakebeforetheitemwillbereadytoleaveourfulfillmentcenter.Ifyoud

46、ontfindwhatyourelookingforinoneofourstores,youmaywanttovisitoneofourotherWebsites,including,and.2.AddtheItemstoYourShoppingCartIfyouwanttoorderanitemfrom,clickthe“AddtoShoppingCart”buttonsonproductheitemdetailpage.(Ifyouwanttobuytheproductfromanotherseller,clickthelinkintheMoreBuyingChoicesboxinstea

47、dandfollowthedirections.)OnceyouveaddedanitemtoyourShoppingCart,usethecarttopsnavigationbarorthe“Continueshopping”buttontokeepsearchingorbrowsinguntilyourcartcontainsalloftheitemsyouwanttoorder.YoucanaccessthecontentsofyourShoppingCartatanytimebyclickingtheShoppingCarticonatthetopofeverypageofourWeb

48、site.3.ProceedtoCheckoutTakeamomenttoreviewalloftheitemsyouveplacedinyourShoppingCart.Ifyoudecidethatyoudontwanttopurchaseaparticularitemrightaway,clickthe“savebuttonfornextlaterto”thetitle.TheitemwillmovefromyourcurrentShoppingCarttotheSavedItems“ToBuyLater”listbelow.Whenyourereadytoplaceanorderfor

49、everythinginthe“ShoppingCartItemsToBuyNow”sectionofyourcart,clickthe“Proceedtocheckoutbutton.You”willbetakentothefirstpageoftheorderform.Theinstructionsbelowoutlineeachstepofouronlineorderform.Ifatanypointyouencounterdifficultyorreceiveanerrormessage,pleaseconsultourtroubleshootingtips.4.SignInEnter

50、youre-mailaddress,indicatethatyouareanewcustomer,andclickthe“buttoSign.in”(Keepinmindthatthee-mailaddressyouprovideherewillbetheonlye-mailaddresstowhichwecansendinformationaboutsubsequentorders.)Donotfillinthepasswordfield.Youwillbeaskedtoprovideapasswordforyouraccountlaterintheprocess.5.EnteraShipp

51、ingAddressTelluswhereyouwouldliketoshipyourorder,andletusknowifanyoftheitemsaretobegifts.(Ifso,youllbegivenachancetoordergift-wrapandaddanote.)IfyouareshippingtoanAPOorFPOaddress,clickhereforfurtherinstructions.Ifyouareshippingtoapostofficebox,pleaseenterthewords“PObeforeBOX”yourboxnumbertoensuretha

52、ttheorderisdeliveredbythe.PostalService.6.ChooseaShippingMethodConsiderhowquicklyyouwouldliketoreceiveyourorder,andchooseashippingmethod.IfyouwouldliketotakeadvantageofFREESuperSaverShippingandyourorderqualifies,besuretoselectitasyourshippingoption;youwillnotreceivefreeshippingautomatically.Wewilles

53、timateshippingdatesforyouontheorderform,justbeforeyousubmityourorder.Youwillseeestimatedshipmentanddeliverydatesinthee-mailwesendyoutoconfirmyourorder.Ifthereismorethanoneiteminyourorder,youwillbegiventhefollowingoptions:GroupmyitemsintoasfewshipmentsaspossibleIwantmyitemsfaster.Shipthemassoonasthey

54、becomeavailable(atadditionalcost)Ifyouchoosethefirstoption,wellconsolidateyouritemsintothefewestshipmentspossible.Wellshowyoutheminimumnumberofshipmentsneededtocompleteyourorder.Ifyouchoosethesecondoption,wewillshipitemstoyouastheybecomeavailable,beginningwiththosealreadyinstock.Youllbechargedaper-s

55、hipmentfeeforeachshipment.Readmoreaboutshippingpreferences,andfinddomesticshippingratesorinternationalshippingrates.Also,pleasenotethattheavailabilitylistingsonourWebsiteareintendedforsingle-copyorders.Ordersformanycopiesofthesameitemmaytakelongertoassemble.Theshippingchargeforyourorderwillbedisplay

56、edontheordersummarypagejustbeforeyousubmityourorder.7.ProvideaPasswordandPaymentInformationChooseapasswordforyouraccountsothatwhenyoucomebacktointhefuture,youcanusethesameshippingaddressandmethodofpaymentyouprovidedduringthisfirstorder.Youwillalsobeabletouseyourpasswordandmakechangestoyourorderandac

57、countinformation.Makesureyouwriteyourpassworddownsomewheresothatyoucanrememberitthenexttimeyouplaceanorder.Next,letusknowhowyouwouldliketopayforyourorder.WeacceptAmericanExpress,DinersClub,Discover,JCB,MasterCard,Eurocard,MasterMoney,Visa,VisaCheckCards,giftcertificates,oracheck,moneyorder,orcashier

58、scheckdenominatedin.dollarsanddrawnona.repayingwithacreditcard,enterthenumberwithoutspacesordashes.8.ReviewandSubmitYourOrderturn1-Clickshoppingonforyousothatitseveneasiertoorderinthefuture.9.CheckYourOrderStatusIfyouwouldliketorevieworchangesomethingabouttheorderyouplacedbeforeitenterstheshippingpr

59、ocess,clicktheYourAccountlinkinthetoprightcornerofmostpagesonoursite.Hereyouwillbeabletochangetheparticularsofyourorderwithouthavingtocontactus.PartIIIListening&Speaking2IListening1Listentothreedialoguesanddecidewhetherthefollowingstatementsaretrue(T)orfalseF）.Dialogue1A:Iwanttoorder2,000casesofblac

60、ktea.B:Imafraidwecanonlysupplyyouwithnomorethan1,000casesthistime.Well,Ihopeyouwillbeabletosupplyme10,000casesnextweek.IllseetoitmyselfanddothebestIcan.Dialogue2AreyoureadytoplaceyourordernowTheorderformwillbemailedtoyounextweek.IsyourorderformgoingtomyheadofficeNo,Ithinkitisgoingtobemailedtoyourloc