Unit 1 A Factory TourPart I :warm-up(1) eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shopPart II : listening practiceTask1(1) f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) iTask21.("aerospace (2)ma nu facturer (3)services (4)showcase (5)producti on2.(1)〜⑸ F F F T FPart M1. (1) c (2) b (3) c2. (1)6000u nits (2) only 1%(3) First, they will con firm the quality of each part accord ing to the regulati ons at everypointquality-c on trol cen tre for check ing.Part IV1(1)200 markets across six continentsin the process. Also, they have computer-c on trolled equipment to test the qualitysemi-fi ni shed product and of the final product. Lastly, they send some products to theof the public (1)2 0 〜30 (2)13 (3)15 (4)3 0 〜45(6) various (7) producer (8) adva need (9) globe (10) leader(2) about 300000 (3)108 (4)8 (5)93Part V1. (1) c(5) b3. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engin eers and tech ni cia ns. The n Thomas won dered how much the factory spe nt on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spe nt on new product developme nt. He also said that delivery of new products depe nded on the size of the order and the items. Fin ally, Thomas askedRichard to give him some brochures on the products because he wan ted his man ager to know about them. Richard also said that Thomas s manager would be welcome to visit the factory.Part W3.The correct order is: d-g-e-a-c-h-b-f 4. (1)history (2)first (3)c on sumed (4)ma nu facturi ng (5)secretsUnit 2 Trade FairsPart I(1)Chi na Import & Export Fair(Ca nton Fair), Intern atio nal Automotive Exhibiti on, etc.recreati on products, office supplies, shoes, cases & bags, furn iture, etc.(3) See a variety of goods, compare goods of differe nt bran ds. Collect usefulin formati onsuch as catalogues, price list, etc; visit pote ntial bus in ess part ners;place orders. Part nTask1(1) F (2) F (3) T ⑷ F (5) F ⑹ TTask2Chi na Hi-Tech Fair, Beiji ng (2)kitche nware& tableware, gen eral ceramics, home decorations, glassware, foodstuffs,native product, medicines & health products,sport ing, travel &(1)domestic (2)suppliers (3)Customer (4)value (5)services (6)ideas (7)compare (8)specialized (9)i nno vative(10)up-to-date 2. (1) new (2) reputatio n (3) world (4) ra nge (5) latestPart M4. (1) rentable (2) entertainment (3) transport (4) halls(5) exhibiti on (6) arena (7) facilities (8) conj un cti on5. (1) c (2) b (3) c ⑷ c (5) a (6) bPart IVJohn:⑶(2)Mr. Robb ins: (1) (4) (5)5. (1) c (2) b (3) c ⑷ aPart V(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover(6) exhibitors (7) opport un ities (8) quality (9) promoti on (10) volumePart WQuestion 1: Miss Stewart, why did you want to exhibit in North America?Questi on 2: How did you choose the right one?Question 3: What did you do to prepare before attending the trade fair?Questi on 4: How were you able to exploit your bus in ess opport un ities and gen erate new bus in ess?Questi on 5: What did you do after the trade fair?3. (1) a (2) c (3) b ⑷ a (5) bUnit 3 Marking EnquiriesPart I(1) Ask for morn information concerning the product in the advertisement inyesterday ' New York Times.(2) Jacks on Brothers(3) If I am the receiver, I will send the latest catalogue to the writer and answerall the questi ons that in terest him.Part nTaskl ⑴ C (2) B (3) ATASK26. (1) Ge neral (2) articles (3) Specific (4) content (5) specificati ons7. (1) steel screws in all sizes(2) CIFis able to supply larger quantities at more attractive pricesPart M6. (1) b (2) c (3) b ⑷ c7. (1) Export (2) Merchandise(5) 10 o 'lock (6) sample(7) evaluated(8) purchasesPart IV4.(1) speedboats (2) price quote (3) around the corner (4) pay 5. (1) US$6500 (2) 10% (3) shipme nt (4) US$7850Part V1. (1) F ⑵ T (3) F (4)T2. If I were a farmer, the price would concern memost. The reason being that, first, form products do not gen erally sell at a high price so we have to keep producti oncosts down. Secondly, taxes are fairly high at present and we have less support from the gover nment, so our in comes are decreas ing. That' why I think the price is my greatest concern. On the other hand, if we can improve quality bybuying better seeds and improvi ng our handing methods, we can sell at a premium. That could in crease our in come. Part W1.(1) c (2) a (3) c ⑷ b (5) c(3) Because the supplier(4) The supplier'offer.(3) flight ⑷ Production2. Agents n eed to be paid for their work. Sometimes they are paid a perce ntage ofthe order but that hardly in duces them to n egotiate low prices. Therefore, age ntsare usually paid commissi on. This may be paid by the seller or by both sellerand buyer.Unit 4 Negotiating PricesPart I(1) liste n (2) speak (3) in terrupt (4) ask questi ons (5) penny(6) pound (7) assertive (8) aggressive (9) more (10) lessPart nTask1(1) disco unt for bulk (2) minimum qua ntity (3) early-settleme nt disco unt(4) commissi on (5) con tract, unit priceTask28. (1) T ⑵ F ⑶ T (4)F ⑸ F9. (1) FOB ⑵ age nts (3)extra ⑷ Korean (5)exceptio nsPart M8. (1) b (2) a (3) c ⑷ a (5) c9. A: We are very interested in your X358 MP4 and are thinking of making a trialorder of 10000 pieces. What price can you offer us?B: As this is our first bus in ess, we can provide you with some prefere ntial terms.How about $40 per piece?A: Oh, I 'm afraid that ' way beyond our expectations. It ' even higher than what the other factories give us.B: Yes, we know there are lower price around but would you please look at thequality? Ours are much better tha n our competitors ' In additi on, the dema nd for this item from ourcompany is very high. We 'e actually temporarily out of stock right now. Curre ntly, dema nd is way ahead of supply in the market.A: We know about that. But don 'you think you should make some con cessi ons to make your price competitive? Can we make it $35 if we place large orders?relatio nship, maybe we can try to reach that bottom line for you.Part IV1. (1) b (2) c (3) c ⑷ b (5) a2. (1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500Part V10. (1)4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year11. Sample dialogue:A: Mr. Brow n, I 'm an xious to know about your offer.B: Well, we 're been holding it for you. Here it is. Five hundred cases of blacktea, at 30 pounds per kilogram, CIF London. Shipme nt will be in June.A: That 's a steep price! It 'lbe difficult for us to make any sales.B: I 'msurprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.A: I 'm afraid I can' agree with you there. In dia has just come back in to the market with a lower price.B: Ah, but everybody in the tea trade knows that America ' s black tea is top quality. Con sideri ng the quality, I 'd say the price is very reas on able.A: No doubt your tea is of high quality, but still, there s kee n competiti on in the market these days. I understand many countries are lowering theirprices.B: OK. Then we ' make it 28 pounds for this order. Is that ok?A: That ' a very small con cessi on. Still, we want to do bus in ess with you because'go with this price this time we think your packag ing is excelle nt. We but hope fora better deal for any further orders.B: Good, we can talk about further reducti ons later whe n we see how bus in essis develop ing betwee n us.Part(1) F ⑵ T ⑶ F ⑷ F (5) F (6) T ⑺ F(1) the quality of our product is much better tha n that of other suppliers (2) We can talk about that later.(3) if you can give me best price for this first order, we can start aIon g-term relati on ship.(4) That really leaves us with nothing. (5)I 'l make that con cessi on.Unit5 Placing an OrderPart I(1) n egotiate (2) accept and con firm an order (3) sig n the con tract (4) con firm the order (5) con firm further ordersPart n(1) is a request to supply a specified qua ntity of goods (2) an enquiry with subseque nt quotati ons (3) prin ted order forms(4) descripti on, qua ntities, mode of packag ing (5) agreed upon in previous n egotiati ons (6) are legally bound to fulfill their agreeme nt (7) at the agreed time(8) accept the goods supplied and the n pay for them Task210. (1) F ⑵ F ⑶ F ⑷ T6.7.11. (1) b ⑵ c ⑶ a ⑷ bPart M12. (1) Belster XP is the best copier for gen eral use. With a comb in ati on of largecapacity, small size and efficie ncy, it can be con figured to suit almost all situations. Furthermore, it has an automatic document feeder.(2) The buyer can dow nl oad the order form from the seller ' website, and fill inthe n ame, address, teleph one nu mber as well as the item nu mber of the desired photocopier. Then send the form to the address provided.(3) To make a payme nt, the buyer can write a payable cheque to the seller. En closeit with the mail order form and send it to the address provided.12.A: Hello, I see from the In ter net that you are a trad ing compa ny who deals withsweaters and skirts in Guangdong Provinee. Is that right?B: Yes, that ' right. What can we do for you?A: We 're a Nigerian company, and we 'e looking to order some clothes.B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?A: Sweaters and skirts. But would you please first tell me your minimum order?B: Our mi nimum order is set at 5000 pieces.A: OK, that ' fine. I 'e selected two items from your on li ne catalogue: items 6and 18. But I would like to make some cha nges. Will you be able to accommodate me?B: Depending on what type of changes you want, it should n' be a problem.A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?B: OK. How about item 18?A: The size is ok with item 18. But we want to order both light and dark colours.Part IV(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes(6) Ion g-dista nee (7) sales (8) in crease (9) retailers (10) logoPart V13. (1) acd ⑵ d ⑶ c ⑷ c14. A: Hello, I ' like the order 1000 DSC-T5 Digital Cameras form your company. But it ' important that we have them before July 31. Can you make it?B: I 'm afraid that we can 'make it in such a short period of time. That ' onlya month away. Would you con sider any other models?A: What do you suggest?B: The DSC-T7. Actually, it ' an updated vers ion of the T5. It has more fun cti ons.A: Would you please tell me the differe nee?B: The DSC-T7 has a 32 MB2 of In ternal Flash Memory. Otherwise it ' the same as the DSC-T5.A: That sounds good. What about their prices?B: The DSC-T5 is $349.95 while the T7 is $449.95.A: I see. Would you be able to provide me with 500 of each?Part W(1) Bran Gifts (2) ZWS10A (3) 1000 ⑷ US$18 (5) XG7 (6) foil in a brown box⑺ September 10, 2005 (8) Toro nto (9) 110% of the in voice value agai nst All Risks(10) con firmed irrevocable (11) 15th (12) Quality & Qua ntityUnit 6: Terms of PaymentPart IA Japa nese YenC Pou nd Sterli ngD Europea n DollarE Korean WonF Can adia n DollarPart nThe correct order is: c-a-b-e-dTask213. (1) b ⑵ a ⑶ b ⑷ c14. (1) collecti on (2) Docume nts aga inst Payme nt (3) Docume nts aga inst Accepta nee(4) expe nses (5) procedures (6) actual payme nt (7) collect ing (8) non-payme ntPart M15. (1) b ⑵ c ⑶ a ⑷ c (5) c16. A: since we have reached an agreement on the price, quality, quantity and packagingA: Actually, on L/C payme nt is our gen eral practice.A: The excha nge rate is curre ntly rather un stable and an L/C provide a guara ntee of prompt payme nt from the bank.A: It ' also the gen erally accepted intern ati onal practice. B: That ' s right. L/C are very com mon in foreig n trade.B: But this time we suggest D/P payment for the following reasons: B: firstly,a D/P payment can reduce the cost and in turn allow a larger profitfor both of us. Secon dly, the order is quite large and our excha nge quote is in sufficie nt at prese nt. Fin ally, we have a good credit rati ng in several ban ks. You can trust us!A: That sounds good. But we still prefer an L/C since it ' our gen eral practice.A: Do you think you could apply for one?Part IV15. The correct order is: a-i-e-g-b-f-c-j-d-h16. (1) lump sum payment (2) payment by installment (3) cash on delivery (4) adva nee payme nt (5) 25%, final accepta nee (6) one monthPart V17.(1) Ask what provision has been made for signing salary cheques and playing bills. Put pressure on the pers on deali ng with you by stress ing how importa nt your acco unt is.(2) Ask how ofte n these problems occur and how long faults gen erally last. (3) Ask for cheque and postage details(4) Ask for the n ame and address of their debtor and the expected date of payme ntmarginutility18.A: Hello, Becker here.B: I ' sorry to ring you like this.A: That ' all right.B: Did you get the in voice as well?A: Yes, yesB: But the payme nt of the in voice sent to you has not yet bee n made.A: Yes, money is very tight at the mome nt, you see.B: Y es, I thi nk I know what you mean. We have a similar problem.B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would n aturally prefer not to have to go so far.A: So what do you suggest we do about the money we owe you?B: Well, please try and send the cheque before the end of the mon th.B: That ' one more week.A: Thank you, we will do our best.B: We hope to keep you as a regular customer despite any troubles you may have.A: Thank you very much for being so un dersta nding. Goodbye.B: Bye.Part(1) SB-87654 (2) fifty thousa nd US dollars(US$ 50000.00)⑶ No.DEF-101 datedJanuary 10,2006 (4) five ⑸ two ⑹ freight prepaid (7) pn eumatic tools (8) drive (9) hose andquick couplings (10) allowed (11) No.IP/79370 (12) ben eficiary s (13) 15 days (14) SB-87654(15)draftsUnit 7 DeliveryPart I1. E^time of establishme nt of the L/C□availability of shipp ing space□amount of orders to fulfill at the producer s side(1) The procedures in volved in the delivery of goods: n egotiat ing the stipulati onsabout delivery, ensuring the production of goods, transporting the goods of shipme nt, check ing in sura nee and other factors in shipp ing, deliveri ng at the port of dest in ati on, etc.(2) The seller ' concerns: producti on and tran sportatio n time of goods meets the requireme nts, shipme nt of goods is carried out as scheduled, etc.The buyer ' concerns: progress of the production and shipment, inspection of thequa ntity, quality and other aspects of delivery, etc.Part nTaskl(1) one mon th after we sig ned the con tract(2) the shipp ing age nt, get the n ecessary shipp ing apace(3) Our supplier, the supplier is short on materialsTask217. (1) Good quality (2) on time (3) marketi ng cha nn els (4) reach the endtheir stocks18. (1) at the beg inning of November (2) before end of September for the Christmasrush (3) manu facturers are work ing in full capacity because they have a lot oforders. (4) give his order top priority (5) the middle of OctoberPart MCon versatio n 1: 3 mon ths after the con tract is sig ned, NoCon versatio n 2: July, mid-J une, no shipp ing spaceCon versati on 3: by the end of September, YesPart IV19. Mr. Aubery in sists on the delivery date should be no later tha n September 20th because they have a very strict timetable.Mr. Hall says that because of the damage from a disastrous hurrica ne last mon th,they can only make delivery in the last week in September. Fin ally, they on this and make September 25th the last possible shipme nt date.to the port the goodsusers (5)September 25th (8) complete (9) tran sport (10) possiblePart V20. (1) c ⑵ c ⑶ a ⑷ b21. The appropriate attitude should be polite and understanding, andthe reas ons for the delay. Apologise to your part ner and try to make immediatecompe nsati on.Part W8. The reason: The wrong delivery was caused by a slip-up by the shippingThe solution: Ms. Lester suggested that they would try to find another buyer forthe goods on the condition that Mr. Backer ' scompany would reduce thefor the lot and ship a con sig nment of Al quality immediately.9. (1) T⑵F⑶F⑷T⑸FUnit 8 Complaints and ClaimsPart I(1) damaged (2) claim (3) payme nt (4) docume nts (5) settleme nt(7) i nvoicePart nTask1(1) defective items (2) in sura nee, shipp ing (3) pay compe nsatio n (4) provide a replaceme nt, retur n themoney (5) ask for compe nsati onTask2(1) order (2) breakage (3) 30% (4) withholding payment (5) call me back(1) Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send thewhole lot back ⑸ 0181 -993 421 (6) 5:30Part M3. Appropriate resp on ses: 1-3-4In appropriate resp on ses: 2-5 20.(1) c ⑵ a ⑶ b ⑷ c (5) bPart IV(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage priorto shipme nt (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperati onPart V22.(1) A: The quality is different from that of the approved samples (2) A: The pictures of products with the wrong colour (3) A: Send the replacement(4) A: Send the replacement immediately (5) A: No 23.A: we 'e just received our order No.2-H35. We found that there were five pieces miss ing from the con sig nment.B: we 'e sorry to hear that. Did you check with the shippingcompany? Maybe it wasdue to in appropriate han dli ng by the shipp ing compa ny duri ng tran sit.A: The cart on was not damaged. But there were five pieces miss ing from in side the cart on. So the shipp ing compa ny said they had nothing to do with the shortage. Ittry to explainDepartme nt.price by 25%(6) own ershipmust have happe ned duri ng the packag ing process.B: Well, do you have any evide nee?A: Yes, of course. We have a survey report issued by the In specti on Bureau in ourcoun try.B: In that case, please fax us the survey report and we ' deal with your claim.A: OK, I 'fax you the report immediately.Part W10. (1) juice ⑵ HY08/33 ⑶ Hamburg ⑷ PICC11. (1) Fiftee n cases were badly damaged. (2) The con tract was on FOB basis.(3) Turn to the in sura nee compa ny for compe nsati on.Unit 9 MarketingPart iWarm-upMarket research / consumer behaviour / distribution channel / product launch / sales figure / advertis ing campaig n / promoti onal strategyPart II Listening PracticeTask1The Marketi ng Man ager: (1) marketi ng strategy (2) dema nd for the products (3)competitors (4) potential new markets (5) the company ' products (6) potential customersThe Promoti ons Man ager: (1) promotio n programmes (2) advertis ing campaig ns (3)exhibiti ons (4) occasi onal special price reducti on campaig nsThe Public Relatio ns Man ager: (1) publicity programmes (2) the compa ny (3)customers ' supportThe Sales Man ager: (1) sales programmes (2) goals (3) trai ning programmes (4) thesales figures (5) mon itor the market share (6) maximize profitsTask2(1) dema nd(2) competiti on (3) Testi ng (4) samples (5) Divide (6) smaller (7) segme nt (8) Advertising (9) consider (10) budgetPart M1. Checklist: a- c-d-f-g2. Graph 1 Product oo4Graph 2 Product 003Graph 3 Product 001Graph 4 Product 002Part IV24. Checklist: a-c-d-e-g25. (1) market share (2) There have been a number of new competitors (3) young fashionfollowers (4) 1.8 millio n ⑸ 1.8 millio n (6) 6% ⑺ radio and TV (8) the net(9) fashi on magaz inesPart V21. (1) c ⑵ b ⑶ c ⑷ a22.Agent: Good morning, sir, I 'm an in sura nee age nt. May I ask you some questi ons? Man: Yes. Go ahead.Agent: Do you have any in sura nee proteeti on for you and your family?Man: No, not really.Agent: How many people are there in your family?Man: Four. My wife, two ehildre n and me.Agent: Does your wife work?Man: No. She takes care of the ehildre n at home.Agent: Then you 're the only breadw inner in your family.Man: I guess so.Agent: Have you ever thought about what your family would do if anything happe ned to you? How would they servive?Man: Mm ? I can only hope that won 't happen?Agent: Well, sir. Noth ing in life is eerta in. Just in ease, may I suggest you buy some in sura nee? By this way, you 'lbe protected. I promise you that if the eon diti ons of your policy are met, the in sura nee eompa ny will pay out.Man: That sounds reas on able. Can you expla in the details?Agent: Sure.Part W(1) No(2) How many staff members do you have?(3) Where do they eat at noon?(4) A limited seleeti on dishes.(5) YesUnit 10 AdvertisingPart IAmway: outdoor billboard, TV commercialEsprit: fashi on magaz inesIKEA: cataloguesNestle: TV commercials, magaz inesMe Donald ': sports sponsorship, outdoor billboards, TV commercialsStarbucks coffee: word of mouthVolkswag on: magaz in es, TV commercials, outdoor billboardsPart nTaskl(2) E (3) A (4) G (5) D (6) B (7) FTask222. (1) products (2) companies (3) image (4) hear (5) read (6) information (7)resp ond to (8) prospects (9) salespeople (10) customers23. (1) a ⑵ c ⑶ bPart M26.Leaflets & flyers: local shops & fit ness clubsShowrooms: Nokia, ToyotaSports spon sorship: Coca-cola, BenzRadio advertis ing: local restaura ntsTV commercials: Amway, Mc Don ald 'The In ternet: IBMMagaz in es: omega, DellOutdoor billboards: China Unicon, Petro China(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young peoplePart IV24. spon sorship; posters; radio; TV commercials25. (1) c ⑵ b ⑶ a ⑷ c (5) aPart V26. b-e27. (1) office furn iture (2) brand aware ness (3) bus in ess executives self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15Part W12. Automobile, Marmalade, Fur niture, Ice cream13. (1) c ⑵ a ⑶ d ⑷ b。