新视野商务英语视听说（下册）答案[完整版](2)

relationship, maybe we can try to reach that bottom line for you.

Part Ⅳ

1. (1) b (2) c (3) c (4) b (5) a

2. (1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500 Part Ⅴ

1. (1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year 2. Sample dialogue:

A: Mr. Brown, I’m anxious to know about your offer.

B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June. A: That’s a steep price! It’ll be difficult for us to make any sales. B: I’m surprised 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’t agree with you there. India has just come back into the market with a lower price.

B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable. A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.

B: OK. Then we’ll make it 28 pounds for this order. Is that ok?

A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.

B: Good, we can talk about further reductions later when we see how business is developing between us.

Part Ⅵ

1. (1) F (2) T (3) F (4) F (5) F (6) T (7) F

2. (1) the quality of our product is much better than 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 a

long-term relationship.

(4) That really leaves us with nothing. (5) I’ll make that concession.

Unit5 Placing an Order

Part Ⅰ

(1) negotiate (2) accept and confirm an order (3) sign the contract (4) confirm the order (5) confirm further orders

Part 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 legally bound to fulfill their agreement (7) at the agreed time

(8) accept the goods supplied and then pay for them Task2

1. (1) F (2) F (3) F (4) T 2. (1) b (2) c (3) a (4) b

Part Ⅲ

1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.

(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.

(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it 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 who deals with sweaters and skirts in Guangdong Province. Is that right? B: Yes, that’s right. What can we do for you?

A: We’re a Nigerian company, and we’re 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 minimum order is set at 5000 pieces.

A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it shouldn’t 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) long-distance (7) sales (8) increase (9) retailers (10) logo

Part Ⅴ

1. (1) acd (2) d (3) c (4) c

2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?

B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models? A: What do you suggest?

B: The 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 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 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 & Quantity

Unit 6: Terms of Payment

PartⅠ

A Japanese Yen B United Stated Dollar C Pound Sterling D European Dollar E Korean Won F Canadian Dollar

Part Ⅱ

The correct order is: c-a-b-e-d Task2

1. (1) b (2) a (3) b (4) c

2. (1) collection (2) Documents against Payment (3) Documents against Acceptance (4) expenses (5) procedures (6) actual payment (7) collecting (8) non-payment

Part Ⅲ

1. (1) b (2) c (3) a (4) c (5) c

2. A: since we have reached an agreement on the price, quality, quantity and packaging of the product, now let’s get down 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 unstable and an L/C provide a guarantee of prompt payment from the bank.

A: It’s also the generally accepted international practice. B: That’s right. L/C are very common in foreign 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 profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient 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 could apply for one?

Part Ⅳ

1. The correct order is: a-i-e-g-b-f-c-j-d-h

2. (1) lump sum payment (2) payment by installment (3) cash on delivery (4) advance payment (5) 25%, final acceptance (6) one month

Part Ⅴ

1.

(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account 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 late payment and offer to fax a copy immediately 2.

A: Hello, Becker here.

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