新视野商务英语视听说-(下册)答案.pdf

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1、作 者：ZHANGJIAN封 面 仅 供 个 人 学 习，勿 做 商 业 用 途新 视 野 商 务 英 语 视 听 说 下 Unit 1 A Factory TourPart I:warm-upeat(2)tour(3)taste(4)enjoy(5)make(6)closed(7)shopPart II:listening practiceTaskl(l)f(2)e(3)g(4)j(5)c(6)h(7)b(8)a(9)d(10)iTask21.(1)aerospace(2)manufacturer(3)services(4)showcase(5)production(6)various(7)

2、producer(8)advanced(9)globe(10)leader2.(1)-(5)F F F T FPart HI1.c(2)b(3)c(4)a(5)a2.(l)6000units(2)only 1%(3)First,they will confirm the quality of each part according to the regulations at every pointin the process.Also,they have computer-controlled equipment to test the quality of thesemi-finished

3、product and of the final product.Lastly,they send some products to the publicquality-control centre for checking.Part IV(1)200 markets across six continents(2)about 300000(3)108(4)8(5)932 20 30(2)13(3)15(4)30 45Part Vl.(l)c(2)b(3)c(4)c(5)b2.Thomas and Richard had a factory tour.Thomas was very impre

4、ssed by the speed of theassembly line of the factory.Richard said that the high-speed assembly line was designed andmade by their engineers and technicians.Then Thomas wondered how much the factory spent onnew product development every year and how soon the order would be delivered.Richard toldhim t

5、hat 8%to 10%of the gross sales was spent on new product development.He also said thatdelivery of new products depended on the size of the order and the items.Finally,Thomas askedRichard to give him some brochures on the products because he wanted his manager to knowabout them.Richard also said that

6、Thomass manager would be welcome to visit the factory.Part VI1.The correct order is:d-g-e-a-c-h-b-f(l)history(2)first(3)consumed(4)manufacturing(5)secretsUnit 2 Trade FairsPart I(l)China Import&Export Fair(Canton Fair),China Hi-Tech Fair,BeijingInternational Automotive Exhibition,etc.(2)kitchenware&

7、tableware,general ceramics,home decorations,glassware,foodstuffs,native product,medicines&health products,sporting,travel&recreation products,office supplies,shoes,cases&bags,furniture,etc.(3)See a variety of goods,compare goods of different brands.Collect usefulinformation such as catalogues,price

8、list,etc;visit potential business partners;place orders.Part IITaskl(1)F(2)F(3)T(4)F(5)F(6)TTask2(1)domestic(2)suppliers(3)Customer(4)value(5)services(6)ideas(7)compare(8)specialized(9)innovative(lO)up-to-date2.(1)new(2)reputation(3)world(4)range(5)la te stPart DI1.(1)rentable(2)entertainment(3)tran

9、sport(4)halls(5)exhibition(6)arena(7)fa c ilitie s(8)conjunction2.(1)c(2)b(3)c(4)c(5)a(6)bPart IVJohn:(3)(2)M r.Robbins:(1)(4)(5)2.(1)c(2)b(3)c(4)aPart V(1)Canton Fair 2)biannually(3)renown(4)variety(5)turnover(6)exhibitors(7)opportunities(8)quality(9)promotion(10)volumePart VIQuestion 1:Miss Stewar

10、t,w hy did you want to exhibit in North America?Question 2:How did you choose the right one?Question 3:What did you do to prepare before attending the trade fair?Question 4:How were you able to exploit your business opportunities and generatenew business?Question 5:What did you do after the trade fa

11、ir?2.(1)a(2)c(3)b(4)a(5)bUnit 3 Marking EnquiriesPart IAsk for morn information concerning the product in the advertisement inyesterday?s New York Times.(2)Jackson BrothersIf I am the receiver,I will send the latest catalogue to the writer and answerall the questions that interest him.Part IITaskl(1

12、)C(2)B(3)ATASK21.(1)General(2)articles(3)Specific(4)content(5)specifications2.(1)steel screws in all sizes(2)C1F(3)Because the supplier is able to supply larger quantities at more attractiveprices(4)The supplier*s offer.Part HI1.(1)b(2)c(3)b(4)c2.(1)Export(2)Merchandise(3)flight(4)Production(5)10 o

13、clock(6)sample(7)evaluated(8)purchasesPart IV(1)speedboats(2)price quote(3)around the corner(4)pay(1)US$6500(2)10%(3)shipment(4)US$7850Part V1.(1)F(2)T(3)F(4)T2.If I were a farmer,the price would concern me most.The reason being that,first,form products do not generally sell at a high price so we ha

14、ve to keep productioncosts down.Secondly,taxes are fairly high at present and we have less support fromthe government,so our incomes are decreasing.That s why I think the price is mygreatest concern.On the other hand,if we can improve quality by buying better seedsand improving our handing methods,w

15、e can sell at a premium.That could increaseour income.Part VI1.(1)c(2)a(3)c(4)b(5)cAgents need to be paid for their work.Sometimes they are paid a percentage ofthe order but that hardly induces them to negotiate low prices.Therefore,agentsare usually paid commission.This may be paid by the seller or

16、 by both sellerand buyer.Unit 4 Negotiating PricesPart Ilisten(2)speak(3)interrupt(4)ask questions(5)penny(6)pound(7)assertive(8)aggressive(9)more(10)lessPart IITaskldiscount for bulk(2)minimum quantity(3)early-settlem ent discount(4)commission(5)contract,unit priceTask21.(1)T(2)F(3)T(4)F(5)F2.(1)F

17、O B(2)agents(3)extra(4)Korean(5)exceptionsPart IH1.(1)b(2)a(3)c(4)a(5)cA:W e are very interested in your X358 M P 4 and are thinking of making a tr ia lorder of 10000 pieces.W hat price can you offer us?B:A s this is our f ir s t business,w e can provide you with some preferential terms.H o w about$

18、40 per piece?A:O h,I m afraid th at s way beyond our expectations.I t s even higher thanwhat the other factories give us.B:Yes,w e know there are lower price around but would you please look at thequality?Ours are m uch better than our competitors?.In addition,the demandfor this item from our compan

19、y is very high.W e,re actually temporarily outof stock right now.Currently,demand is way ahead of supply in the market.A:W e know about that.But don t you think you should make some concessionsto make your price competitive?Can w e make i t$35 if w e place large orders?B:Well,th a t s a tough deal.H

20、owever,since we re going into a long-termrelationship,maybe w e can try to reach that bottom line for you.Part IV1.(1)b(2)c(3)c(4)b(5)a(1)Welsh(2)60 days(3)13.5(4)1000(5)22.5(6)3(7)1000(8)500Part V(1)4%,annual(2)expenses(3)publicity,personnel(4)40%(5)next year2.Sample dialogue:A:Mr.Brown,I m anxious

21、 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.Shipment will be in June.A:That s a steep price!It 11 be difficult for us to make any sales.B:I m surprised to hear you say that.You know the price of black t

22、ea has goneup since last year.Our compares favorably with what you might get elsewhere.A:IJ m afraid I can,t agree with you there.India has just come back into themarket with a lower price.B:Ah,but everybody in the tea trade knows that America s black tea is topquality.Considering the quality,I d sa

23、y the price is very reasonable.A:No doubt your tea is of high quality,but still,there y s keen competitionin the market these days.I understand many countries are lowering theirprices.B:OK.Then we 11 make it 28 pounds for this order.Is that ok?A:That s a very small concession.Still,we want to do bus

24、iness with you becausewe think your packaging is excellent.We 11 go with this price this timebut hope for a better deal for any further orders.B:Good,we can talk about further reductions later when we see how businessis developing between us.Part VI1.(1)F(2)T(3)F(4)F(5)F(6)T(7)F(1)the quality of our

25、 product is m uch better than that of other suppliers(2)W e can talk about that later.(3)if you can give m e best price for th is f ir s t order,w e can s ta rt along-term relationship.(4)That really leaves us with nothing.(5)I 11 make that concession.Unit5 Placing an OrderPart I(1)negotiate(2)accep

26、t and confirm an order(3)sign the contract(4)confirm the order(5)confirm further ordersPart II(1)is a request to supply a specified quantity of goods(2)an enquiry with subsequent quotations(3)printed order forms(4)description,quantities,mode of packaging(5)agreed upon in previous negotiations(6)are

27、legally bound to f u lf ill th eir agreement(7)at the agreed time(8)accept the goods supplied and then pay for themTask21.(1)F(2)F(3)F(4)T2.(1)b(2)c(3)a(4)bPart JU1.(1)Bolster X P is the best copier for general use.With a combination of largecapacity,small size and efficiency,it can be configured to

28、 su it almost a llsituations.Furthermore,it has an automatic document feeder.(2)The buyer can download the order form from the s e lle r?s website,and f i l l inthe name,address,telephone number as well as the item number of the desiredphotocopier.Then send the form to the address provided.(3)To mak

29、e a payment,the buyer can write a payable cheque to the seller.Enclosei t with the mail order form and send it to the address provided.2.A:Hello,I see from the Internet that you are a trading company w ho deals withsweaters and sk irts in Guangdong Province.Is that right?B:Yes,th a t s right.W hat c

30、an w e do for you?A:W e re a Nigerian company,and we re looking to order some clothes.B:Good,w e provide a variety of clothes.So what kind of clothes are you interestedin?A:Sweaters and skirts.But would you please f ir s t te ll m e your minimum order?B:Our minimum order is set at 5000 pieces.A:O K,

31、th a t s fine.I ve selected two items from your online catalogue:items 6and 18.But I would like to make some changes.Will you be able to accommodate m e?B:Depending on what type of changes you want,i t shouldn,t be a problem.A:For item 6,the sweater,I want the sweater to come in two additional sizes

32、.W ouldyou please add X X L and X X X L?B:O K.H o w about item 18?A:The size is ok with item 18.But w e 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)long-distance(7)sales(8)increase(9)retailers(10)logoPart V1.(1)acd(2)d(3)

33、c(4)c2.A:Hello,I d like the order 1000 DSC-T5 Digital Cameras form your company.Butit s important that we have them before July 31.Can you make it?B:If m afraid that we can t make it in such a short period of time.That s onlya month away.Would you consider any other models?A:What do you suggest?B:Th

34、e DSC-T7.Actually,it s an updated version of the T5.It has more functions.A:Would you please tell me the difference?B:The DSC-T7 has a 32 MB2 of Internal Flash Memory.Otherwise it s the same asthe 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

35、.Would you be able to provide me with 500 of each?Part VI(1)Bran Gifts(2)ZWS10A(3)1000(4)US$18(5)XG7(6)foil in a brown box(7)September 10,2005(8)Toronto(9)110%of the invoice value against All Risks(10)confirmed irrevocable(11)15th(12)Quality&QuantityUnit 6:Terms of PaymentPart IA Japanese Y enB Unit

36、ed Stated DollarC Pound SterlingD European DollarE Korean W o nF Canadian DollarPart IIThe correct order is:c-a-b-e-dTask21.(1)b(2)a(3)b(4)c2.(1)collection(2)Documents against Payment(3)Documents against Acceptance(4)expenses(5)procedures(6)actual payment(7)collecting(8)non-paymentPart IH1.(1)b(2)c(

37、3)a(4)c(5)c2.A:since w e have reached an agreement on the price,quality,quantity and packagingof the product,now le t s get dow n to talk about payment,ok?B:Good idea,what terms of payment would you prefer?A:Actually,on L/C payment is our general practice.A:The exchange rate is currently rather unst

38、able and an L/C provide a guaranteeof prompt payment from the bank.A:I t s also the generally accepted international practice.B:That s right.L/C are very com m on in foreign trade.B:But th is time w e suggest D/P payment for the following reasons:B:firstly,a D/P payment can reduce the cost and in tu

39、rn allow a larger p ro fit marginfor both of us.Secondly,the order is quite large and our exchange quote isinsufficient at present.Finally,we have a good credit rating in several banks.You can trust us!A:That sounds good.But we still prefer an L/C since it s our general practice.A:Do you think you c

40、ould apply for one?Part IV1.The correct order is:a-i-e-g-b-f-c-j-d-h2.(1)lump sum payment(2)payment by installment(3)cash on delivery(4)advance payment(5)25%,final acceptance(6)one monthPart V1.(1)Ask what provision has been made for signing salary cheques and playing utilitybills.Put pressure on th

41、e person dealing with you by stressing how important youraccount is.(2)Ask how often these problems occur and how long faults generally last.(3)Ask for cheque and postage details(4)Ask for the name and address of their debtor and the expected date of payment(5)Ask whether this is the only reason for

42、 late payment and offer to fax a copyimmediately2.A:Hello,Becker here.B:Good morning,Mr.Becker.This is Mary Wang.B:Im sorry to ring you like this.A:That s all right.B:Did you get the invoice as well?A:Yes,yesB:But the payment of the invoice sent to you has not yet been made.A:Yes,money is very tig h

43、 t a t the moment,you see.B:Yes,I think I know what you mean.W e have a sim ila r problem.B:While,in the case of u n se ttle d debts i t is our company policy to take legal action.B:W e would n a tu ra lly p re fe r not to have to go so far.A:So what do you suggest we do about the money we owe you?B

44、:Well,please try and send the cheque before the end of the month.B:T hat s one more week.A:Thank you,we w ill do our best.B:W e hope to keep you as a reg u lar customer d e sp ite any tro u b les you may have.A:Thank you very much fo r being so understanding.Goodbye.B:Bye.Part VISB-87654(2)f i f t y

45、 thousand U S dollars(US$50000.00)(3)No.DEF-101 datedJanuary 10,2006(4)fiv e(5)two(6)fre ig h t prepaid(7)pneumatic to o ls(8)drive(9)hose and quick couplings(10)allowed(11)No.IP/79370(12)b e n e fic ia ry s(13)15 days(14)SB-87654(15)d ra ftsUnit 7 DeliveryPart I1.D tim e of establishm ent of the L/

46、C a v aila b ility of shipping space supply of raw materialsamount of orders to f u lf ill at the producerT s side2.(l)The procedures involved in the delivery of goods:negotiating the stipulationsabout delivery,ensuring the production of goods,transporting the goods to the portof shipment,checking i

47、nsurance and other factors in shipping,delivering the goodsat the port of destination,etc.(2)The s e lle r,s concerns:production and transportation time of goods meets therequirements,shipment of goods is carried out as scheduled,etc.The buyer s concerns:progress of the production and shipment,inspe

48、ction of thequantity,quality and other aspects of delivery,etc.Part IITaskl(1)one month a fte r w e signed the contractthe shipping agent,get the necessary shipping apace(3)Our supplier,the supplier is short on materialsTask2(1)Good quality(2)on time(3)marketing channels(4)reach the end users(5)th e

49、ir stocks(1)at the beginning of November(2)before end of September for the Christmasrush(3)manufacturers are working in fu ll capacity because they have a lot oforders.(4)give his order top p rio rity(5)the middle of OctoberPart H IConversation 1:3 months afte r the contract is signed,N oConversatio

50、n 2:July,mid-June,no shipping spaceConversation 3:by the end of September,YesPart IV1.Mr.Aubery insists on the delivery date should be no later than September 20thbecause they have a very strict timetable.Mr.Hall says that because of the damage from a disastrous hurricane last month,they can only ma