Business English

Contents

Chapter 1 Business Telephone Call 1 Chapter 2 Banquet and Party 9 Chapter 3 Business Conference 17 Chapter 4 Business Exchange Visit 24 Chapter 5 Business Negotiation 32 Chapter 6 Offer and Counter-offer 39 Chapter 7 Terms of Payment 46 Chapter 8 Shipment 59 Chapter 9 Complaint and Claim 71 Chapter 10 Insurance 79 Chapter 11 Tender and Sales Promotion 86 Chapter 12 Business Writing 96 操作指南102

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Words and Expressions

Section 1: Business Communication

Dialogue 1

Miss Li is calling back Mr. Wilson. Mr. Wilson wanted to talk about the time of meeting. (Op=Operator, li=Miss li, Wa=Miss Wang, Wi=Mr. Wilson)

Op: B&S Company. Can I help you?

li: Hello, may I speak to Mr. Wilson?

Op: Sorry, there are two Mr. Wilson. Which one do you want to talk to?

Wa: John Wilson of Sales Department, please.

Op: OK, I will put you through.

Wi: Hello, John Wilson speaking.

li: Hello, Mr. Wilson, this is Jenny Li of Nanjing Import & Export Ltd. returning your call. My secretary said you called me this

morning.

Wi: Yes, Miss Li, thank you for returning my call, I’m glad to finally get hold of you. I want to talk with you about our meeting on

Wednesday. I arranged to go to your city on Wednesday, but

plan never changes faster, I have to go to Tokyo next

Wednesday to attend an important campa ign. So I’m afraid we

have to change to another time to meet. Is it possible to meet

on Thursday? I will fly to your city directly from Tokyo.

li: I am sorry, I’m afraid I am completely booked on Thursday and Friday. You know we bought a new company recently and there

are so many things to do now. How about next Monday?

Wi: Oh, dear. I have to go back before Monday. I was counting on taking care of our meeting before I return home.

li: In that case, I will try to shut off a few things. Then let’s meet on Thursday afternoon.

Wi: That should be fine, shall we say about two o’clock?

li: Perfect! I look forward to seeing you at two o’clock on Thursday afternoon.

Wi: Thanks Miss Li, I’ll see you on Thursday.

li: See you then.

Dialogue 2

Mr. Wang is calling Mr. Hill to talk about the bearings he is interested

in. (Wa=Mr Wang, Hi= Mr. Hill)

Wa: Hello. This is Wang Bo from B&S Company. May I speak to Mr.

Hill please?

Hi: Speaking.

Wa: Mr. Hill, I’ve looked at your samples, and I am very happy with them. Your goods are all far above standard quality.

Hi: We spend a lot of money to make sure that our quality is much better. We don’t sacrifice quality for quick profits.

Wa: Yes, we would like to order from you as a trial. Is there any discount for 100 pieces? You know, discounts will more or less

encourage us to make every effort to push sales of your

products.

4 Hi:

I’m afraid not. The quantity you ordered is much smaller than those of others.

Wa: As far as a trial order is concerned, the quantity is not small.

And generally speaking, we like to profit from a trial order. Hi: Since it is the first deal between us, we offer you a 1% discount as a special encouragement.

Wa: 1%? That’s too low a rate. Could you see your way to increase it to 2%?

Hi: I’m afraid we have really made a great concession, and could not go any further.

Wa: OK. Then I will go to your office to talk about details tomorrow. Hi: All right. See you tomorrow.

Section 2: Business Reading

Section 3: Case Study

IKEA’s Global Marketing Strategy

Words and Expressions

Section 1: Business Communication

Dialogue 1

Mr. Tom Glyn is invited to have dinner with Ms. Lin and Lucy. (Lu= Lucy, Gl= Mr. Tom Glyn, Li= Ms. Lin)

Lu: Hello! Mr. Glyn. Take your seat please. Today Ms Lin and I host a

dinner for your arrival.

Gl: Thank you very much.

Li: Mr. Glyn, I’m very honored to have you here with us tonight. On

behalf of our company, I’d like to extend our warm welcome to you. We appreciate very much that you have come all the way to visit our company after the long and tiring journey. You are our old friend and we have cooperated with each other for a long time. The cooperation is proved to be mutual benefit to both sides. I hope coming discussion will be successful and fruitful by our mutual efforts. Now I’d like to take this opportunity to propose a toast to you. Let’s cheer for our friendship and future cooperation.

Gl: Thank you very much. Ms Lin and Lucy, I’m really very happy to

be here with my Chinese friends, especially with two beautiful ladies. Thank you so much for your kind speech and delicious food. I hope that my visit will lead to the wider and deeper cooperation between us. I also believe our friendship and business can be forever.

Li: So do I.

Lu: I hope so too. Maybe we are getting hungry now. Please taste

the Chinese food. We hope you will enjoy the food, Mr. Glyn. Gl: I will. Thank you.

Lu: Cheers for our cooperation and friendship, Tom Glyn!

Gl: Cheers!

Li: Cheers!

Dialogue 2

Lucy, Ms. Lin and their customer, Mr. Glyn are talking about Chinese food in the banquet. (Lu= Lucy, Gl= Mr. Glyn, Li= Ms. Lin)

Lu: Mr. Glyn, how do you like the Chinese food?

Gl: I like it very much. It is very delicious and famous in the world.

Could you tell me something about it?

Lu: Yes. We have many cuisines in China, such as Guangdong food, Sichuan food, Shanghai food, etc.

Gl: What’re their characteristics?

Lu: Generally speaking, Guangdong food is a bit light and clear while Sichuan food has strong and hot taste. Shanghai food is rather

oily and Beijing food is salty and spicy.

Gl: That’s very interesting.

Lu: Which would you prefer, Mao-tai or Port, Mr. Glyn?

Gl: Mao-tai is too strong for me, just a glass of Port.

Lu: Would you like knife and fork?

Gl: Yes, please. It’s too difficult for me to use chopsticks, I think. Lu: Here you are.

Gl: Thank you. I was told that Chinese banquet is always a feast. Can you tell me something about it?

Li: Let me tell you, Mr. Glyn. That’s right. A Chinese dinner, take Guangdong food for example, usually starts with an assorted

cold dish. It can be mixed seafood, poultry or vegetables. Then

comes the shark’s fin soup.

Gl: Is that all?

Li: Not yet. Following the shark’s fin soup, there will be a chicken dish, a prawn, a duck or a pigeon dish. Then comes a clear soup.

When you see the fish, it means that all the main dishes have

been served and the dinner will finish up with rice or other

wheaten foods.

Gl: I see. Thank you.

Lu: This is Beijing Roast Duck. Taste it, please.

Gl: I should see how you have it.

Lu: Let me show you. Dip a piece of duck meat into the sweet soybean paste and wrap it in a sheet of pancake.

13 Gl: Let me try. Is it right?

Lu: Good. Have some fish, please.

Gl:

No, Too too much for me. Thank you. I’m really full now.

Section 2: Business Reading

History of Banking

Section 3: Case Study

Companies Adjusting to Entering Different Cultures

Words and Expressions

Section 1: Business Communication

Dialogue 1

ABC Company is having a meeting to discuss how to increase sales in India. (Jo=Mr. Johnson, Bl= Mr. Black, Wh=Miss White, Sm= Mr. Smith,