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1、第四册听力原文UNIT ONESection A Listening and SpeakingPart Two DialoguesPage 3 Dialogue 1Exercise . Listen to the dialogue and choose the best answer to each of the following questions.John: Good morning. Im John Brown from Australia. Here is my card. Susan: Thank you. Im pleased to meet you, Mr. Brown. My
2、 name is Susan Song, the representative of Sky Textile Import and Export Corporation. J: Pleased to meet you too, Ms. Song. I travel a lot every year on business, and I have been much impressed by the large scale of your company. S: Thank you for saying so. Have you seen our exhibition halls? Most o
3、f our products are on display, such as silk, woolen knitwear, cotton piece goods, and garments. J: Oh, yes. I have had a look yesterday. I found some of the exhibits to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. Ive gone
4、 over the catalogue enclosed in your last letter. Ive got some idea of your exports. Im interested in your silk blouses. S: Our silk is known for its good quality. It is one of our traditional exports. Silk blouses are brightly colored and beautifully designed. Theyve met with great favor overseas a
5、nd are always in great demand.Exercise . Listen to the dialogue again and fill in the blanks with the information youve heard.Page 4 Dialogue 2Exercise . Listen to the dialogue and answer the following questions.Betty: Mr. Smith, some of your products seem to be of the latest style. Now Ive a feelin
6、g that we can do a lot of trade in this line. We wish to establish business relations with you. Mr. Smith: Your desire coincides with ours. B: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry a
7、gencies. S: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about clo
8、ser ties between us.B: That sounds interesting. Ill send a fax home. As soon as I receive a definite answer, Ill make a specific inquiry. S: Well then make an offer as soon as possible. I hope a lot of business will be conducted between us. B: So do I. Exercise . Listen to the dialogue again and com
9、plete the following statements with the information youve heard.Part Three PassagesPage 4 Passage 1Listen to the passage twice and answer the following questions.Dear Sirs/ Madame(删),On the recommendation of your Chamber of Commerce, we have learned you are a large manufacturer of cotton towels.We a
10、re large importers in textiles and believe there is a promising market in our country if such goods are attainable at a moderate price. And we wish to enter into business relations with you on the basis of equality and mutual benefit.Would you please send us details of your product line, including w
11、eights, sizes, colors and prices, together with samples and catalogues?Please inform us of your terms of payment and discounts allowed on regular purchases of quantities not less than 100, 000 units. Price should be quoted on C.I.F. New York with quota.We look forward to hearing from you soon.Yours
12、faithfully,John BrownMarketing ManagerPage 5 Passage 2Exercise . Listen to the passage and answer the following questions.Dear Sirs: We are glad to receive your letter of September 20th, as the products you mentioned fall within the scope of our business activities, we shall be pleased to enter into
13、 direct business relationships with you. As requested, we enclose samples of different qualities of cotton towels. We are pleased to quote as follows:A1 Face Towel, Size: 3030cm Price: $ 0.15 A2 Hand Towel, Size: 5085cm Price: $1.07 A3 Bath Towel, Size: 70125cm Price: $2.40 All prices C.I.F. New Yor
14、k with quota.Offer valid until Dec. 31st, 2006.We enclose a copy of our catalogue in which you will find details of our other products, and we are looking forward to your favorable reply.Yours sincerelyJoe LeeCustomer Service ManagerExercise . Listen to the passage again and fill in the following ch
15、art.UNIT TWOSection A Listening and SpeakingPart Two DialoguesPage 29 Dialogue 1Exercise . Listen to the dialogue and decide whether the following statements are true (T) or false (F).Man: Id like to get the ball rolling by talking about prices. Woman: Shoot. Id be happy to answer any questions you
16、may have. M: Your products are very good. But Im a little worried about the prices youre asking. W: You think we should ask for more? M: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. W: 25%? Im afraid we cannot agree with that. Actuall
17、y, I dont know how we can make any profit with those numbers. M: Well, if we promise future businessvolume sales, that will slash your costs, right? W: Yes, but its hard to see how you can place such large orders. How could you turn over so many? We need a guarantee of future business, not just a pr
18、omise. M: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? W: If you can guarantee that on paper, I think we can discuss this further.Exercise . Listen to the dialogue again and fill in the blanks with the information youve heard.Pag
19、e 30 Dialogue 2Exercise . Listen to the dialogue and complete the following statements with the information youve heard.Alex：Welcome to our company. My name is Alex Young. Im in charge of the export department. This is my business card.John: Nice to meet you. Im John Smith. And this is my card. A：He
20、res your schedule, Mr. Smith. After this meeting, we will visit the factory and have another meeting with the production manager. And youll be having dinner with our director. J: Could you arrange a meeting with your boss? A: Of course, Ive arranged it at 10 oclock tomorrow morning. J: Well, thank y
21、ou. Shall we get down to business? A: Sure, did you receive the sample we sent last week? J: Yes, we are satisfied with it. If the price is acceptable we would like to order now. A: Im very glad to hear that. J: Whats your best price for that item? A: The unit price is $12.50. J: I think the price i
22、s a little high, cant you reduce it? A: Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00. J: Well, Ill accept the price and place an initial order of 10,000 units. A: Very good. Its been a pleasure to do business with you, Mr. Smit
23、h. J: The pleasure is ours. Can you deliver the goods by March 31st?A: Sure.Exercise . Listen to the dialogue again and answer the following questions.Part Three PassagesPage 31 Passage 1Exercise . Listen to the passage and choose the best answer to each of the following questions.Top negotiators ex
24、hibit certain common characteristics. First of all, they know what they want out of the deal before going into negotiations. They are shrewd, looking for a win-win situation. They are good listeners, open to hearing what the other side is looking for. They identify key issues quickly. They are creat
25、ive, patient and have empathy for people. Some people go into negotiations with the idea that there is a limited pie. And, of course, they want the biggest slice. But are these assumptions true? The answer is no. Not everyone wants the same thing out of a deal. And because of these differences, a wi
26、n-win situation is the desirable outcome.Take buying a car as an example. The dealer wants a sale and to make a profit. If business is slow, the dealer may have a cash flow problem and be willing to settle for less or even no profit. The customer, on the other hand, wants a vehicle. Factors that aff
27、ect him, besides the cost, are style, ease of maintenance, warranty, and other factors that the dealer doesnt really care about.Exercise . Listen to the passage again and fill in the blanks with what you have heard.Page 31 Passage 2Listen to the passage twice and fill in the blanks with what you hav
28、e heard.I recommend negotiating with suppliers just like youll negotiate with investors: let them believe in your company as much as you do. For instance, let your suppliers dream of the day when youll be their biggest customer. Negotiating a deal on favorable terms will be considerably easier when
29、they consider your business as a potential long-term client rather than a startup.One good way to accomplish this with a key supplier is to extend the duration of your order rather than just negotiate on price, and to protect yourself by adding termination provisions to the contract. Suppliers and t
30、heir sales staff are more likely to provide a favorable price for a long-term agreement with a termination clause rather than to a small, low volume order. For example, if youre reasonably confident in your businesss growth potential, try ordering three years worth of supplies rather than a one-year
31、 supply. But be sure to spread out the payments over the life of the contract and add in an enforceable termination clause.UNIT THREESection A Listening and SpeakingPart Two DialoguesPage 57 Dialogue 1 Exercise . Listen to the dialogue and decide whether the following statements are true (T) or fals
32、e (F).Woman: Now lets talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.Man: The terms of payment we usually adopt are sight L/C.W: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term. M: Sorry, its our usual
33、 practice to accept payment by L/C only.W: But you know, a Letter of Credit would raise the cost of my imports, because Ill have to pay a margin to the bank to open a Letter of Credit.M: Oh, Im sorry. Im afraid I cant be of any help in this respect.W: Also, there will be bank charges and fax expense
34、s in opening an L/C. It would help me greatly if you would accept D/P or D/A instead.M: Well, I see your point, but you are doubtless aware that an irrevocable L/C gives us the additional protection of the bankers guarantee. Thats why we always require L/C for our exports. Thats the usual practice a
35、dopted internationally.W: As this is the first transaction concluded at a time when the world competition is rather keen, I would suggest that you give us more favorable terms so as to promote trade between our two counties. What about D/A?M: Sorry, it cant be accepted. Payment by L/C is our usual p
36、ractice of doing business with all customers for such commodities. Perhaps we shall see whether we can agree to D/P terms after we have done some smooth transactions.W: If thats the case, Ill have no choice but to accept your terms of payment. Exercise . Listen to the dialogue again and complete the
37、 following statements with the information youve heard.Page 58 Dialogue 2 Exercise . Listen to the dialogue and complete the following statements with the information youve heard.Amy: Mr. Wang, we came here to talk to you about our requirements of CX Series of mans shirts. After going over your pric
38、e-list and catalogues, we are interested in No. CX1205 and CX 1238, but we find that your price is much higher than those offered by other suppliers. It would be impossible for us to push any sales at such high prices. Mr. Wang: Im sorry to hear that. You must know that the cost of production has ri
39、sen a great deal in recent years while our prices basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced. A: Im afraid I cant agree with you in this respect. I know
40、 that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations Ive received from your competitors in other countries. So, your price is not competitive in this market. W: As you may know, our products are of high quality and have found a
41、 good market in many countries. So you must take quality into consideration, too. A: I agree with what you say, but the price difference should not be so big. If you are prepared to cut down your price by 8%, we might come to terms.W: 8%? Im afraid you are asking too much. Actually, we have never gi
42、ven such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford. A: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices. I want to order one cont
43、ainer of CX1205 and 438 sets of CX1238.W: Miss Lee, I can assure you that our price is most favorable. We are sorry to say that we cannot bring our price down any further. A: Ok, then I will have to accept that. Now lets talk about the terms of payment, shall we? Exercise . Listen to the dialogue ag
44、ain and answer the following questions.Part Three PassagesPage 59 Passage 1 Listen to the passage and choose the best answer to each of the following questions. Then listen to it again and check your answers.Like a first date, negotiating is thrilling and frightening all at once. But if you have con
45、fidence in yourself, prepare well, and know what you want, things will turn out great. Here are a few tips: Research. Information is power. Collect as much information as you can before you start any negotiation. Your best source of information is the client. Everything you get will help you design
46、a persuasive presentation based upon the clients needs. Be prepared. Before you negotiate, know exactly what you want and be ready to make your position clear. It helps to break down your concerns into three categories: nice to have, like to have, and must have. Be honest and fair. Be open and hones
47、t about what you want. Reaching common ground and setting the stage for mutual respect and cooperation may be more important than the few extra dollars you might be able to obtain otherwise. Negotiating is never easy, and no clear and fast rules apply, but thats what makes negotiating so exciting.Pa
48、ge 60 Passage 2 Listen to the passage and fill in the blanks with the information that youve heard. Then listen to it again and check your answers.What Makes a Good Negotiator?Being a good negotiator is all about reaching a conclusion that satisfies both you and the other partypreferably more in your favor, of course.As with so many things in life, preparation is everything. The first step you need to take is to be absolutely sure what you want to get and which objectives are most imp