商务英语听说下册听力原文.doc

Unit One
Part II Listening & Speaking 1
I Listening
1. 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 one 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 usually obtainable through the following channels:
a. banks,
b. Chamber of Commerce,
c. Commercial Counselor’s Office,
d. Commercial Attaché,
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 merchants.

2. Listen to the passage and fill in the missing information.

We learned from the Commercial Councilor’s office of the Embassy of the People's 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 good 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 following questions.
A: May I speak to the manager of the exporting department?
B: Hello. I’m 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 Counselor’s Office of the Chinese Embassy here. I learned that you are the leading exporters of Chinese toys.
B: That’s 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. I’m thinking that there might be some opportunities between us.
B: Do you have 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 passage 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 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 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 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 practical, 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 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 2
I Listening
1. Listen to two passages and complete the notes.
1) Usually, 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, buyers 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, courteous 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 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 that 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 a total loss to respond. Other than simply sending a brochure or catalogue, he/she could not possibly explain the advantages of her company’s machines without knowing your company’s needs. You have not made it easy for him/her to act. Such an enquiry should include specific questions worded to elicit 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 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 would 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 company’s products might 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 the 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 market.
Thank you again for your interest in our products. We are looking forward to receiving
your 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 Two
Part II Listening & Speaking 1
I Listening
1. Listen and write 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 kilogram 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 Unpaid

2. Listen to the passage 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 is subject to the seller's 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 buyer 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 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.
(2) While referring to the international market situation, consider the policies and regulations that apply to a particular market area.
(3) On the basis of international market level, adjust prices according to the exporter’s specific purposes or the importer’s requirements.
(4) As the world market may fluctuate with the change of supply and demand pattern, it is important to watch the change of supply and demand relationship and the trend of rising or falling of the market prices.
(5) Your price must include adequate profit margin over your actual production and distribution cost, etc.
(6) The quality and quantity of the products contracted transportation costs, place and
terms of delivery, etc. will also influence the determination of export prices.
(7) Method of payment of goods and the possible fluctuations of foreign exchange rates are other factors that should be considered when pricing.

3. Listen to the passage and complete the notes.
When a manufacturer, wholesaler or retailer quotes a price, he may or may not include other costs and charges such as transport, insurance, and taxes. Prices which include these extra costs are known as gross prices; those which exclude them are known as net prices.
A firm’s quotation is not necessarily legally binding, i.e. they do not always have to sell you the goods at the price they quoted in their reply to an enquiry. However, when prices tend to fluctuate, the supplier will add a provision to their quotation stating that their prices are subject to change. If the company makes a firm offer, it means they will hold the goods for a certain time until you order, e.g. firm 14 days. Again, this is not legally binding, but suppliers generally keep to their offer to protect their reputation.
Manufacturers and wholesalers sometimes allow discounts to be deducted from the net
or gross price. They may allow a trade discount to sellers in similar trades; or a quantity
discount for orders over a certain amount; or a cash discount if payment is made within a
certain time, e.g. seven days, or a loyalty discount when firms have a long association.

Part III Listening & Speaking 2
I Listening
1. Listen and fill in the missing information.
A. 100 cases Bristles, 57mm, 5 kilograms per case, at USD25 per kilogram, CFR European main ports, for shipment in September, 2002. The offer is valid for five days.
B. We are willing to make you an offer for 50,000 tons fertilizer at USD 225 per ton FOB stowed Melbourne.
C. We’d like to offer you 200 kilograms of walnuts at USD 120 per kilogram FOB Shanghai.
D. We take pleasure in making you a special offer, subject to our final confirmation, as follows:
Article No: 8111 Pure Silk Fabrics
Design No: 382913-AB
Specification: 30x36
Minimum: 50,000 yards
Packing: In bales or in wooden cases, at buyer’s option.
Price: USD3.7 per yard CIF London
Shipment: To be made in three equal monthly installments, beginning from
March 23, 2002.
Payment: By irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment
E. In answer to your letter, subject to your reply, reaching us by June 1, Beijing time, we are making you the following offer:
80 metric tons of Red Beans, F,A,Q. 2002 Crop, at USD765 per metric ton CIFC2% Airbus, shipment per steamer during June with transshipment at Copenhagen. Other terms and conditions are the same as usual, with the exception of insurance which will cover All Risks and War Risk for 130% of the total invoice value.

2. Listen to three paragraphs and fill in the blanks
1) A counter-offer is made when the prospective buyers find any terms and conditions in the offer unacceptable. Then they will place before the sellers terms and conditions they see fit for the latter to consider.
2) Sometimes buyers may take the initiative to make a bid to sellers. In the bid the buyers will state at what price and on what terms and conditions they want to buy a certain commodity. A bid is actually an “offer” made by buyers. If the bid is not acceptable to the sellers, a counter-bid will be made subsequently.
3) In the price clause, sometimes commission or discount is involved. Commission will be specifically stipulated when an intermediary is involved in the deal. It refers to the money received by an agent for his intermediary service. Commission may or may not be included in the price. For example, “USD 200 per M/T CIFC 2% London” means 2% of commission is included in the export price. Discount is a certain percent of price reduction, a special favor given by the exporter to the importer. There are different types of discount such