商务英语听说考试以及答案

《商务英语听说I》试卷及其答案（本试卷共2页，考试时间为90分钟）I. Give the English/Chinese Equivalents.（10×1=10分）1. 总部2. 年营业额3. 毛皮4. 环保的5. 圆形6.duty-free7.candidate8.public relations9.subsidiary company10.personnel departmentII. Interpreting the following conversation.(2×15=30分)1.A：你毕业于哪所大学？B：我毕业于山东外国语职业学院。

A：你什么时候毕业的？B：我2019年毕业的。

A：你学什么专业？B：应用英语A：你大学成绩怎样？B：还不错，平均分85分。

A：你的英语水平如何？B：我二年级通过了大学英语四级A：你希望起薪是多少？B：我想月薪3000元起。

A：你有什么问题要问我吗？B：你们的工作时间和福利待遇怎样？A：我们每周工作5天，偶尔加班。

我们的职员享受人寿保险、健康保险和每年13天的带薪假期，不包含公共假期。

每年年底，我们有奖金，奖金与工作表现和成绩挂钩。

B：我明白了。

A：面试就到这里吧。

2.A：想不到在这遇见你。

你好吗？B：还可以。

好长时间不见了，目前你在哪高就？A：我在一家中外合资企业当会计。

你呢？B：我现在是个体户。

我两年前就下海了。

我与朋友合开了家公司。

A：你们公司是搞哪一行的？B：我们专营化妆品。

不过现在生意很难做。

我们处于一种不赚不亏的状态。

你太太怎样？A：她下岗了。

她所在的企业半年前就倒闭了。

她现在正在找工作呢。

B：听到这我很难过。

请替我向她问好。

A：我会的，谢谢。

ⅢTranslating the following sentences(15×3=45分)1.我们公司是作外贸的。

2.这个产品是在国内外深受好评。

3.我把明天的预约推迟到下周三，你介意么？4.我可以问你几个个人方面的问题么？5.我的专业是英语，我辅修了国际商法。

商务英语专四试题及答案

商务英语专四试题及答案一、听力理解（共20分）1. 根据所听对话，选择正确答案。

A. 产品介绍B. 市场调研C. 客户反馈D. 销售策略[录音内容]（对话内容略）答案：C2. 根据所听短文，回答以下问题。

Q1: 公司的主要产品是什么？Q2: 公司面临的主要挑战是什么？[录音内容]（短文内容略）答案：Q1: 电子产品Q2: 市场竞争二、阅读理解（共30分）1. 阅读以下商务邮件，回答问题。

[邮件内容]（邮件正文略）Q1: 邮件的主要目的是什么？Q2: 发件人希望收件人采取什么行动？答案：Q1: 询问产品报价Q2: 提供报价单2. 阅读以下商务报告摘要，选择正确答案。

[报告摘要]（摘要内容略）A. 公司收入增长B. 市场份额下降C. 产品创新成功D. 客户满意度提升答案：A三、完形填空（共20分）阅读下面的商务文章，从所给选项中选择最合适的填入空白处。

[文章内容]（文章正文略）1. The company has been _______ for its innovative approach.A. recognizedB. criticizedC. ignoredD. forgotten答案：A2. Despite the challenges, the team _______ to meet the deadline.A. failedB. succeededC. hesitatedD. refused答案：B四、翻译（共15分）1. 将以下句子从中文翻译成英文。

“我们的产品在国际市场上享有很高的声誉。

”答案：Our products enjoy a high reputation in the international market.2. 将以下句子从英文翻译成中文。

"The negotiation process was lengthy but ultimately successful."答案：谈判过程漫长但最终成功。

商务英语听说1-5单元答案及原文

Tapescript for A1
1. Joan White, production director of Klosson Ltd. would like you to give her a return call about welding machines at8 a. m on Tuesday. Her phone is (3) 672179.
a. MAKING CONTACT BY PHONE
Receptionist:Quality Machine Tools. May I help you?
Wang:Yes, may I speak to Charles Wright, please?
Sally:Yes, I’ll connect you with his office. One moment please.
Sally:Hello. Charles Wright’s office.
Wang:Hello, I’d like to speak to Charles Wright, please.
Sally:I’m sorry; he is not in at the moment. May I take a message?
Wang:Yes. Mr.Wright. Thank you for returning my call. I was calling you about an inquiry of your machine tools.
Wright:Yes. My secretary told me that you’re from China Machinery & Equipment Corporation. What are you interested in, in particular?

商务英语听说(第二版)参考答案unit1-to-test-I--the-keys-of--liste

Unit1. Welcome and farewell.Part A. intensive listeningPhonetics: A B A D CDictation:1.Flight AF 463 to Paris is now boarding at Gate number 7.2.This is the final call for flight No. AZ 963 to Rome.3.I’d like to make a reservation for a flight to Boston on Nov. 28th.4.Do you have a single room available tomorrow night?5.I’m looking forward to our future cooperation.6.I’ll need an economy ticket with an open return.7.I’d like to have my laundry by 9 o’clock tomorrow morning.8.Thank you for all your help during our stay here in China.Part B. Extensive listeningDialogues: B C B B D1.W: do you have anything particular to declare?M: No. I don’t think so. I haven’t got anything dutiable with me.Q: where does the conversation most probably take place?2. M: will you attend the Fair in Tianjin in two days?W: No. I’m leaving Tianjin for Shanghai tomorrow morning for a 3-day meeting, and will visit Guangzhou afterwards.Q: where is the man going tomorrow?3.W: your flight will be departing from Gate 18. the boarding time is 8:45 and yourflight leaves at 9:15, have a nice journey!M: thank you very much.Q: what time does the man’s flight depart?4.M: did you enjoy your flight?W: Not really, I was a little airsick when the plane experienced a few bumps.Q: how does the woman like her flight?5.W: room reservation, good afternoon.M: I’d like to book a double room for Tuesday next week.Q: what’s the probable relationship between the two speakers? Conversation:Meeting a foreign businessman at the airportMr. Wang: excuse me, sir, but are you Mr. Stone from New York?Mr. Stone: Yes, I am Michael Stone, the sales manager of ABC Import & Export Company, Ltd.Mr. Wang: I am Wang Qiang from Eastern Electronics Company. I’ve come to meet you, Mr. Stone.Mr. Stone: how are you, Mr. Wang? Thank you for coming to the airport to meet me. Mr. Wang: it’s my pleasure. How many people are there in your party?Mr. Stone: only two. This is Miss White, my assistant.Mr. Wang: nice to meet you, Miss White.Miss. White: nice to meet you too, Mr. Wang.Mr. Stone: I’m sorry to have kept you waiting for long, but the flight was delayed 30 minutes. If it weren’t for the heavy fog, we would have been here by 2:00pm.Mr. Wang: never mind. I was stuck in traffic, too.Mr. Stone: where are we heading now?Mr. Wang: I guess you must be very tired after the long trip, so it is best if we go to your hotel to check in first. If you don’t mind, we’d like to accommodate you at Sheraton Hotel.Mr. Stone: terrific! That’s very considerate of you.(on the way)Mr. Stone: how far is it to the hotel?Mr. Wang: about 45 minutes. Is this your first time here in Tianjin, Mr. Stone?Mr. Stone: yes. We’ve never been here before.Mr. Wang: so you might as well have a look at the city along the way. And we’ll show you around the city after our business.Mr. Stone: that would be great! Thank you very much.Section A: B C B D APart C. Listening & Speaking IntegrationConversation: Bon VoyageWang: it’s a shame that you can not stay in Beijing for a few more days, Mr. Knox! Knox: Yes, I’d like to, very much indeed. But I have to rush home and preside over the committee meeting. Anyhow, I really enjoyed every minute of my stay here, your warm reception, as well as your working enthusiasm have left me a deep and vivid impression and helped make my trip a productive one. Wang: it’s very kind of you to say so. Through beautiful negotiation we finally have all the disputes solved and the contract signed. I’m sure our initial transaction will pave the way for further cooperation between our two companies. We’ve been brought closer to each other by this transaction. It’s essential for us, or fora country, to strengthen economic contact with the outside world, isn’t it? Knox: I quite agree with you. In the long run, it makes sense for a nation to specialize in certain activities, producing the goods in which it has the most advantages and exchanging them for those in which it does not have the advantages. Wang: you seem to be an economist, Mr. Knox!Knox: you are to blame for it, Wang. If you hadn’t started this talk about a country’s…well, let’s drop this topic. Economist or not, I hope business between us will prosper. Then we’ll have more opportunities to meet each other. To tell you the truth, I find it very hard to say goodbye. I shall bemissing you, Wang.Wang: me too, I shall be looking forward to your visit again.Knox: next time I come, I shall see more of the city. And I’ve got to try Beijing Roast Duck again, very impressive. But listen, are they announcing my flight? I’m afraid I have to board the plane now.Wang: Bon V oyage, Mr. Knox!Knox: Good-bye. Let’s keep in contact.Wang: Good-bye and take care.Section A: F F T T TUnit 2. Companies and Occupations.Part A. intensive listeningPhonetics: B A D C ADictation:1.Our market share in China has increased by 6%, accounting for 15%.2.How many sections come under the Production Department?3.We have 70330employees world-wide and sales of $19806 million.4.The world wide company has operations in more than 100 countries.5.Secretaries who receive visitors are called receptionists.6.Business hours usually start at 9 am. And finish at 5 pm., Monday to Friday.7.Most of our work consists of looking after the taxation and financial affairs.8.In the United States alone we have a turnover of over $1 billion annually.Part B. Extensive listeningDialogues: D A D C B1.M: I’ve got a job offer in P&J Chemicals. Do you think I should take it?W: well, I’m not quite familiar with it. You’d better do some research on the internet.Q: what does the woman think of P&J Chemicals?2.W: I’d appreciate your professional opinion. Do you think that I should sue thecompany?M: not really. I think that we can settle this out of court.Q: what is the probable relationship between the two speakers?3.M: should I come for an interview?W: I’ll let you know in two weeks when I hear from the Personnel Department.Q: when should the man come for an interview?4.W: may I have a look around your company?M: sure, I’ll show you. This way please. The canteen is on the ground floor, the Personnel Department and the Sales are on the second floor. And you’ll find our biggest department on the third floor, which is the Production Department.Q: on which floor is the Sales Department?5. M: Good morning. I’m John Green from General Sales Company. I have anappointment with Mr. Smith of the Purchasing Department at ten W: Good morning. Mr. Smith’s office is on the third floor. You can take the lift around the corner.Q: which department does the woman work at?Conversation:McDonald’sTom: Where are we having lunch today?Mary: Since we are visiting another client at 1:30, I guess we’ll just grab sth at McDonald’s. what do you think?Tom: that’s pk with me. We don’t need to bother finding a place to eat, because you can find McDonal d’s everywhere. Bur do you know the history of the bigM?Mary: not really, you seem to be an expert on that. Tell me some. Did a person named McDonald start it?Tom: yes, actually brothers Richard and Maurice McDonald opened their first restaurant in California in 1940.Mary: it has many restaurants around the world now.Tom: quite right. It’s one of the two most recognized and powerful brands in the world. The other is Coca Cola, the only soft drink supplier to McDonal d’s today.McDonal d’s operates over 32000 restaurants in 119 countries worldwide, employing more than 1.5 million people. It is growing with an average of 396 new restaurants to the system annually in the past five years. This means a new McDonal d’s will open somewhere in the world every single day.Mary: incredible! I wonder how much they make!Tom: sales across all of its company-owned and franchised restaurants totaled $56.9 billion in 2009. its revenues were of $22.7 billion and the net profit amountsto $4.3 billion.Mary: very good business. Do you know when we had the first McDonal d’s in Beijing?Tom: if I’m not wrong. It was 1992. the date , yes, April 23. but actually McDonal d’s very first appearance in China was in Shenzhen on October 8, 1990.Mary: you seem to know everything! Did you work there?Tom: No, I just came across an article in the newspaper the other day!Part C. Listening & Speaking IntegrationConversation: a job interviewInterviewer: thank you for coming to see us, Emily. Have a seat please. Now, I’d like to start by checking a few details with you.Emily: OKInterviewer: your resume says you worked in ABC Electronics, when did you join it? Emily: five years ago. It is a large international company, which provided a trainee program for people from university and, well that was my first job, trainee marketing manager.Interviewer: what exactly did you do?Emily: well, the program lasted 18 months. During that time I worked in different departments—in personnel, purchasing, marketing and such things. O also went out with the sales representatives to visit customers.Interviewer: did you enjoy it?Emily: yes, I did. I didn’t really know what I wanted to do when I left university, so it was god to see what the different departments did. I was really practical. Interviewer: it sounds interesting.Emily: yes, it was. But it was very badly paid. I did the same work as other people. I think a lot of the trainees feel they are a cheap source of labor. Interviewer: how long did you stay there?Emily: till the end of the trainee program. And then I saw a job vacancy in the marketing department of GM, and I applied for a job there. That’s where I work now.Interviewer: but why do you want to leave now?Emily: I want sth more challenging. And I want a job closer to home, too. Interviewer:all right, and what career development are you looking for in our company?Unit 3. products and salesPart A. intensive listeningPhonetics: A B D C CDictation:1.we will allow you another 2% discount for its new product.2.the pants are available in four different colors and three sizes.3.our machine is of better quality though the price is a little higher.4.there is a close relationship between building a reputation and establishinggoodwill.pared with competing products, ours is smaller and lighter.6.we have a wide selection of shirts that will appeal to all ages.7.our company relies on quick sales and low profits.8.the sales reached a peak of 850 million in 2006, before falling to under 600million in 2008.Part B. Extensive listeningDialogues: A B D A C1．W: Do you think we should put an ad in the newspaper for the new product?M: by all means.Q: what does the man think of n ad in the newspaper?2．M: is it the latest model you have?W: Yes, this model is specially designed for personal cyclists. It’s got Italian frame and Japanese components.Q: what product are they talking about?3．W: In what newspapers, magazines or websites does your company advertise?M: we send brochures and samples to our potential customers. That’s more direct.Q: how does the man’s company advertise?4．M: any news from the annual conference?W: yes. The sales of this year are reported to be 120 million, increased by 20% compared with last year.Q: what were the sales last year?5. W: I’d like to get some information about your vacuum cleaner.M: OK. Unlike any other vacuum cleaner, ours is unique. It has some space age design features. Most importantly, there’s no bag inside.Q: what do we learn about the vacuum cleaner?Conversation:Section A: C B D A CPart C. Listening & Speaking IntegrationSection A1.warranty2.selling price\3.yearly on-site maintenance service after one-year warranty period4.money-back guarantee5.free deliveryUnit 4. MarketingPart A. intensive listeningPhonetics: B D A B BDictation:1.From what I’ve heard, you’re already well up in shipping work.2.I’m sorry to say that your price has soared.3.the next thing I’d like to bring up for discussion is insurance.4.it would be very difficult for us to push any sakes if we buy it at this price.5.we wish our opinions on marketing will be passed on to our manager.6.we sell our goods on loaded weight and not on landed weight.7.it’s too expensive, do you have any discount?8.we can effect shipment in December or early next year at the latest.Part B. Extensive listeningDialogues: A C D D B1.M: How many do you intend to order?W: I want to order 900 dozen.M: the most we can offer you at present is 600 dozen.Q: how many can the woman order?2.M: TV is much more effective to advertise our new product, but it will cost a lotof money.W: it is worth doing so as long as the result is satisfactory.Q: what does the woman mean?3.W: could we use booklets, letters, and catalogues for direct mail advertising?M: Yes. But you should build up a mailing list of possible customers for direct mail advertising.Q: what should the woman do first?4.W: you are going to Chicago tomorrow, aren’t you?M: Yes. I thought I’d fly, but then I decided that taking a Greyhound bus would be cheaper than driving or flying.Q: how will the man get to Chicago?5. M: I intend to get in the American market, but we know little about the localconditions and preferences.W: market research can help.Q: what does the woman mean?Conversation:Section A: F T F T FSection B:1.advertising\promotional2.on television\in a national newspaper3.posters\point-of-sales displays4.experienced salespeople5.high\T-shirts\umbrellaPart C. Listening & Speaking Integration Section A:1.have very little knowledge\blaze a trial2.defend and compete against3.various kinds and in scorching competition4.keep good relations and co-operationsUnit 5. Business FairsPart A. intensive listeningPhonetics: B D D C ADictation:1.I’m calling to inform you that we have decided to make the purchase.2.do you have any plans to sell in Europe?3.our company is ranked second in the business.4.we doubled our output in this department as a result.5.we could make a delivery of this parcel as soon as possible.6.we find our price 25% higher compared with other companies’.7.how much does she have to pay if she stays for 3 days?8.the new company can give him 2000 dollars a month as a start.Part B. Extensive listeningDialogues: C B D C D1. W: Do you think we should park the car downtown?M: it’s hard to find a place.Q: what does the man mean?2. M: if I place an order on this product, when can you deliver them?W: f or these products, we can arrange shipment at once. It would take longer, say, three months, if you want to order special designs.Q: when can products of special design delivered?3. W: are you glad that you came to work in Washington?M: Yes. Indeed. I’d considered going to New York or Boston, but I’ve never regretted my decision.Q: where does the man live now?4. M: registration always takes so long.W: what bothers me is all the people who cut in line.Q: what bothers the woman?5. M: did you buy your car from that dealer in the city?W: he went out of business last week.Q: what does the woman mean about the car dealer?Conversation:Section A: B D C B CSection B:1.calling from\get some information2.vacant suites\conference hall3.the experts\get the VIP treatment4.the reservation form\by fax5. 1000 RMB Yuan or 120 US DollarsPart C. Listening & Speaking IntegrationSection A:1.china international agricultural machinery exhibition2.concerning agriculture\increase the farmers’ income\supporting policies and laws\0086-10-68596444Test IPart A. intensive listeningPhonetics: A C B C B D D A B CDictation:1.can you give me an account of your product?2.I want to take part in the exhibition in Miami.3.I know the factory is operating at full capacity.4.I suggest we ride the subway back to our hotel and rest for a while.5.my watch reads 11:30, so we have about 45 minutes to get there.6.have you filled in the Customs Declaration Form?7.we have to arrive at the airport one hour earlier.8.the company was established in 1990 and we have about 1500 employees now.9.our net profits were over 100 million US dollars last year.10.I think some of the items may find a ready market in our country.Part B. Extensive listening-----Dialogues: D B A A B1. W: Jack, have you finished your research paper for economics?M: not yet. I always seem to put things off until the last minute.Q: what are they talking about?2. M: this black bag is $ 2.00 and that blue one is a dollar more.W: the red one is twice as much as the blue one.Q: how much is the red bag?3. W: watching the news on TV is a good way to learn English.M: it’s especially helpful when you check out the same information in the newspaper.Q: what are they talking about?4. M: I like to travel by air. I like getting different places fast. Do you like travelingby air?W: flying makes me nervous. I like feeling the ground under my feet. Traveling by rail and road are my favorite ways of traveling.Q: what does the woman feel about traveling by air?5. W: I’d like to cash this check.M: please sign the back. Do you have any account here?Q: what does the man ask the woman to do to cash money?Passage: D A B C BConversation: Leather products\leather garments\Europe\ FOB ShanghaiPart C. Listening & Speaking IntegrationSection A:Newspapers, magazines, online, E-mail, blog, Facebook, twitter and cinema advertising.Making counter displays for dealers to exhibit in their shops.。

商务英语听说(第二版)参考答案unit1 to test I--the keys of listening practice

Unit1. Welcome and farewell.Part A. intensive listeningPhonetics: A B A D CDictation:1.Flight AF 463 to Paris is now boarding at Gate number 7.2.This is the final call for flight No. AZ 963 to Rome.3.I’d like to make a reservation for a flight to Boston on Nov. 28th.4.Do you have a single room available tomorrow night?5.I’m looking forward to our future cooperation.6.I’ll need an economy ticket with an open return.7.I’d like to have my laundry by 9 o’clock tomorrow morning.8.Thank you for all your help during our stay here in China.Part B. Extensive listeningDialogues: B C B B D1.W: do you have anything particular to declare?M: No. I don’t think so. I haven’t got anything dutiable with me.Q: where does the conversation most probably take place?2. M: will you attend the Fair in Tianjin in two days?W: No. I’m leaving Tianjin for Shanghai tomorrow morning for a 3-day meeting, and will visit Guangzhou afterwards.Q: where is the man going tomorrow?3.W: your flight will be departing from Gate 18. the boarding time is 8:45 and yourflight leaves at 9:15, have a nice journey!M: thank you very much.Q: what time does the man’s flight depart?4.M: did you enjoy your flight?W: Not really, I was a little airsick when the plane experienced a few bumps.Q: how does the woman like her flight?5.W: room reservation, good afternoon.M: I’d like to book a double room for Tuesday next week.Q: what’s the probable relationship between the two speakers? Conversation:Meeting a foreign businessman at the airportMr. Wang: excuse me, sir, but are you Mr. Stone from New York?Mr. Stone: Yes, I am Michael Stone, the sales manager of ABC Import & Export Company, Ltd.Mr. Wang: I am Wang Qiang from Eastern Electronics Company. I’ve come to meet you, Mr. Stone.Mr. Stone: how are you, Mr. Wang? Thank you for coming to the airport to meet me. Mr. Wang: it’s my pleasure. How many people are there in your party?Mr. Stone: only two. This is Miss White, my assistant.Mr. Wang: nice to meet you, Miss White.Miss. White: nice to meet you too, Mr. Wang.Mr. Stone: I’m sorry to have kept you waiting for long, but the flight was delayed 30 minutes. If it weren’t for the heavy fog, we would have been here by 2:00pm.Mr. Wang: never mind. I was stuck in traffic, too.Mr. Stone: where are we heading now?Mr. Wang: I guess you must be very tired after the long trip, so it is best if we go to your hotel to check in first. If you don’t mind, we’d like to accommodate you at Sheraton Hotel.Mr. Stone: terrific! That’s very considerate of you.(on the way)Mr. Stone: how far is it to the hotel?Mr. Wang: about 45 minutes. Is this your first time here in Tianjin, Mr. Stone?Mr. Stone: yes. We’ve never been here before.Mr. Wang: so you might as well have a look at the city along the way. And we’ll show you around the city after our business.Mr. Stone: that would be great! Thank you very much.Section A: B C B D APart C. Listening & Speaking IntegrationConversation: Bon VoyageWang: it’s a shame that you can not stay in Beijing for a few more days, Mr. Knox! Knox: Yes, I’d like to, very much indeed. But I have to rush home and preside over the committee meeting. Anyhow, I really enjoyed every minute of my stay here, your warm reception, as well as your working enthusiasm have left me a deep and vivid impression and helped make my trip a productive one. Wang: it’s very kind of you to say so. Through beautiful negotiation we finally have all the disputes solved and the contract signed. I’m sure our initial transaction will pave the way for further cooperation between our two companies. We’ve been brought closer to each other by this transaction. It’s essential for us, or fora country, to strengthen economic contact with the outside world, isn’t it? Knox: I quite agree with you. In the long run, it makes sense for a nation to specialize in certain activities, producing the goods in which it has the most advantages and exchanging them for those in which it does not have the advantages. Wang: you seem to be an economist, Mr. Knox!Knox: you are to blame for it, Wang. If you hadn’t started this talk about a country’s…well, let’s drop this topic. Economist or not, I hope business between us will prosper. Then we’ll have more opportunities to meet each other. To tell you the truth, I find it very hard to say goodbye. I shall bemissing you, Wang.Wang: me too, I shall be looking forward to your visit again.Knox: next time I come, I shall see more of the city. And I’ve got to try Beijing Roast Duck again, very impressive. But listen, are they announcing my flight? I’m afraid I have to board the plane now.Wang: Bon V oyage, Mr. Knox!Knox: Good-bye. Let’s keep in contact.Wang: Good-bye and take care.Section A: F F T T TUnit 2. Companies and Occupations.Part A. intensive listeningPhonetics: B A D C ADictation:1.Our market share in China has increased by 6%, accounting for 15%.2.How many sections come under the Production Department?3.We have 70330employees world-wide and sales of $19806 million.4.The world wide company has operations in more than 100 countries.5.Secretaries who receive visitors are called receptionists.6.Business hours usually start at 9 am. And finish at 5 pm., Monday to Friday.7.Most of our work consists of looking after the taxation and financial affairs.8.In the United States alone we have a turnover of over $1 billion annually.Part B. Extensive listeningDialogues: D A D C B1.M: I’ve got a job offer in P&J Chemicals. Do you think I should take it?W: well, I’m not quite familiar with it. You’d better do some research on the internet.Q: what does the woman think of P&J Chemicals?2.W: I’d appreciate your professional opinion. Do you think that I should sue thecompany?M: not really. I think that we can settle this out of court.Q: what is the probable relationship between the two speakers?3.M: should I come for an interview?W: I’ll let you know in two weeks when I hear from the Personnel Department.Q: when should the man come for an interview?4.W: may I have a look around your company?M: sure, I’ll show you. This way please. The canteen is on the ground floor, the Personnel Department and the Sales are on the second floor. And you’ll find our biggest department on the third floor, which is the Production Department.Q: on which floor is the Sales Department?5. M: Good morning. I’m John Green from General Sales Company. I have anappointment with Mr. Smith of the Purchasing Department at ten W: Good morning. Mr. Smith’s office is on the third floor. You can take the lift around the corner.Q: which department does the woman work at?Conversation:McDonald’sTom: Where are we having lunch today?Mary: Since we are visiting another client at 1:30, I guess we’ll just grab sth at McDonald’s. what do you think?Tom: that’s pk with me. We don’t need to bother finding a place to eat, because you can find McDonal d’s everywhere. Bur do you know the history of the bigM?Mary: not really, you seem to be an expert on that. Tell me some. Did a person named McDonald start it?Tom: yes, actually brothers Richard and Maurice McDonald opened their first restaurant in California in 1940.Mary: it has many restaurants around the world now.Tom: quite right. It’s one of the two most recognized and powerful brands in the world. The other is Coca Cola, the only soft drink supplier to McDonal d’s today.McDonal d’s operates over 32000 restaurants in 119 countries worldwide, employing more than 1.5 million people. It is growing with an average of 396 new restaurants to the system annually in the past five years. This means a new McDonal d’s will open somewhere in the world every single day.Mary: incredible! I wonder how much they make!Tom: sales across all of its company-owned and franchised restaurants totaled $56.9 billion in 2009. its revenues were of $22.7 billion and the net profit amountsto $4.3 billion.Mary: very good business. Do you know when we had the first McDonal d’s in Beijing?Tom: if I’m not wrong. It was 1992. the date , yes, April 23. but actually McDonal d’s very first appearance in China was in Shenzhen on October 8, 1990.Mary: you seem to know everything! Did you work there?Tom: No, I just came across an article in the newspaper the other day!Part C. Listening & Speaking IntegrationConversation: a job interviewInterviewer: thank you for coming to see us, Emily. Have a seat please. Now, I’d like to start by checking a few details with you.Emily: OKInterviewer: your resume says you worked in ABC Electronics, when did you join it? Emily: five years ago. It is a large international company, which provided a trainee program for people from university and, well that was my first job, trainee marketing manager.Interviewer: what exactly did you do?Emily: well, the program lasted 18 months. During that time I worked in different departments—in personnel, purchasing, marketing and such things. O also went out with the sales representatives to visit customers.Interviewer: did you enjoy it?Emily: yes, I did. I didn’t really know what I wanted to do when I left university, so it was god to see what the different departments did. I was really practical. Interviewer: it sounds interesting.Emily: yes, it was. But it was very badly paid. I did the same work as other people. I think a lot of the trainees feel they are a cheap source of labor. Interviewer: how long did you stay there?Emily: till the end of the trainee program. And then I saw a job vacancy in the marketing department of GM, and I applied for a job there. That’s where I work now.Interviewer: but why do you want to leave now?Emily: I want sth more challenging. And I want a job closer to home, too. Interviewer:all right, and what career development are you looking for in our company?Unit 3. products and salesPart A. intensive listeningPhonetics: A B D C CDictation:1.we will allow you another 2% discount for its new product.2.the pants are available in four different colors and three sizes.3.our machine is of better quality though the price is a little higher.4.there is a close relationship between building a reputation and establishinggoodwill.pared with competing products, ours is smaller and lighter.6.we have a wide selection of shirts that will appeal to all ages.7.our company relies on quick sales and low profits.8.the sales reached a peak of 850 million in 2006, before falling to under 600million in 2008.Part B. Extensive listeningDialogues: A B D A C1．W: Do you think we should put an ad in the newspaper for the new product?M: by all means.Q: what does the man think of n ad in the newspaper?2．M: is it the latest model you have?W: Yes, this model is specially designed for personal cyclists. It’s got Italian frame and Japanese components.Q: what product are they talking about?3．W: In what newspapers, magazines or websites does your company advertise?M: we send brochures and samples to our potential customers. That’s more direct.Q: how does the man’s company advertise?4．M: any news from the annual conference?W: yes. The sales of this year are reported to be 120 million, increased by 20% compared with last year.Q: what were the sales last year?5. W: I’d like to get some information about your vacuum cleaner.M: OK. Unlike any other vacuum cleaner, ours is unique. It has some space age design features. Most importantly, there’s no bag inside.Q: what do we learn about the vacuum cleaner?Conversation:Section A: C B D A CPart C. Listening & Speaking IntegrationSection A1.warranty2.selling price\3.yearly on-site maintenance service after one-year warranty period4.money-back guarantee5.free deliveryUnit 4. MarketingPart A. intensive listeningPhonetics: B D A B BDictation:1.From what I’ve heard, you’re already well up in shipping work.2.I’m sorry to say that your price has soared.3.the next thing I’d like to bring up for discussion is insurance.4.it would be very difficult for us to push any sakes if we buy it at this price.5.we wish our opinions on marketing will be passed on to our manager.6.we sell our goods on loaded weight and not on landed weight.7.it’s too expensive, do you have any discount?8.we can effect shipment in December or early next year at the latest.Part B. Extensive listeningDialogues: A C D D B1.M: How many do you intend to order?W: I want to order 900 dozen.M: the most we can offer you at present is 600 dozen.Q: how many can the woman order?2.M: TV is much more effective to advertise our new product, but it will cost a lotof money.W: it is worth doing so as long as the result is satisfactory.Q: what does the woman mean?3.W: could we use booklets, letters, and catalogues for direct mail advertising?M: Yes. But you should build up a mailing list of possible customers for direct mail advertising.Q: what should the woman do first?4.W: you are going to Chicago tomorrow, aren’t you?M: Yes. I thought I’d fly, but then I decided that taking a Greyhound bus would be cheaper than driving or flying.Q: how will the man get to Chicago?5. M: I intend to get in the American market, but we know little about the localconditions and preferences.W: market research can help.Q: what does the woman mean?Conversation:Section A: F T F T FSection B:1.advertising\promotional2.on television\in a national newspaper3.posters\point-of-sales displays4.experienced salespeople5.high\T-shirts\umbrellaPart C. Listening & Speaking Integration Section A:1.have very little knowledge\blaze a trial2.defend and compete against3.various kinds and in scorching competition4.keep good relations and co-operationsUnit 5. Business FairsPart A. intensive listeningPhonetics: B D D C ADictation:1.I’m calling to inform you that we have decided to make the purchase.2.do you have any plans to sell in Europe?3.our company is ranked second in the business.4.we doubled our output in this department as a result.5.we could make a delivery of this parcel as soon as possible.6.we find our price 25% higher compared with other companies’.7.how much does she have to pay if she stays for 3 days?8.the new company can give him 2000 dollars a month as a start.Part B. Extensive listeningDialogues: C B D C D1. W: Do you think we should park the car downtown?M: it’s hard to find a place.Q: what does the man mean?2. M: if I place an order on this product, when can you deliver them?W: f or these products, we can arrange shipment at once. It would take longer, say, three months, if you want to order special designs.Q: when can products of special design delivered?3. W: are you glad that you came to work in Washington?M: Yes. Indeed. I’d considered going to New York or Boston, but I’ve never regretted my decision.Q: where does the man live now?4. M: registration always takes so long.W: what bothers me is all the people who cut in line.Q: what bothers the woman?5. M: did you buy your car from that dealer in the city?W: he went out of business last week.Q: what does the woman mean about the car dealer?Conversation:Section A: B D C B CSection B:1.calling from\get some information2.vacant suites\conference hall3.the experts\get the VIP treatment4.the reservation form\by fax5. 1000 RMB Yuan or 120 US DollarsPart C. Listening & Speaking IntegrationSection A:1.china international agricultural machinery exhibition2.concerning agriculture\increase the farmers’ income\supporting policies and laws\0086-10-68596444Test IPart A. intensive listeningPhonetics: A C B C B D D A B CDictation:1.can you give me an account of your product?2.I want to take part in the exhibition in Miami.3.I know the factory is operating at full capacity.4.I suggest we ride the subway back to our hotel and rest for a while.5.my watch reads 11:30, so we have about 45 minutes to get there.6.have you filled in the Customs Declaration Form?7.we have to arrive at the airport one hour earlier.8.the company was established in 1990 and we have about 1500 employees now.9.our net profits were over 100 million US dollars last year.10.I think some of the items may find a ready market in our country.Part B. Extensive listening-----Dialogues: D B A A B1. W: Jack, have you finished your research paper for economics?M: not yet. I always seem to put things off until the last minute.Q: what are they talking about?2. M: this black bag is $ 2.00 and that blue one is a dollar more.W: the red one is twice as much as the blue one.Q: how much is the red bag?3. W: watching the news on TV is a good way to learn English.M: it’s especially helpful when you check out the same information in the newspaper.Q: what are they talking about?4. M: I like to travel by air. I like getting different places fast. Do you like travelingby air?W: flying makes me nervous. I like feeling the ground under my feet. Traveling by rail and road are my favorite ways of traveling.Q: what does the woman feel about traveling by air?5. W: I’d like to cash this check.M: please sign the back. Do you have any account here?Q: what does the man ask the woman to do to cash money?Passage: D A B C BConversation: Leather products\leather garments\Europe\ FOB ShanghaiPart C. Listening & Speaking IntegrationSection A:Newspapers, magazines, online, E-mail, blog, Facebook, twitter and cinema advertising.Making counter displays for dealers to exhibit in their shops.。

商务英语听说 Test 1文本答案

Test 1Part A Intensive ListeningPhoneticsDirections: Listen and tick the word you will hear. The word will be read once. (5%)1. a. away b. abide c. obey d. today2. a. bathe b. bath c. birth d. breath3. a. shawl b. shoe c. show d. sue4. a. around b. account c. amount d. a pound5. a. sheep b. ship c. sleep d. shape6. a. beggar b. beg c. bag d. Back7. a. pull b. bull c. full d. foul8. a. choice b. chose c. choose d. chooses9. a. fond b. fund c. found d. find10. a hose b. false c. fourth d. horseDirectionDirections: you’ll hear ten sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and write them down. Chick your answers when you listen for the third time. (20%)1.Can you give me an account of your product?2.I want to tack part in the exhibition in Miami.3.I know the factory is operating at full capacity.4.I suggest we ride the subway back to our hotel and rest for a while.5.My watch reads 11:30, so we have about 45 minutes to get there.6.Have you filed in the Customs Declaration Form?7.We have to arrive at the airport one hour earlier.8.The company was established in 1990 and we have about 1500 employees now.9.Our net profits were over 100 million US dollars last year.10.I think some of the items may find a ready market in our country.Part B Extensive ListeningDialoguesDirections:You’ll hear 5 short dialogues in this section. At the end of each dialogues, one questions will be spoken only once. Make the best answer for each question. (5%)1.W: Jack, have you finished your research paper for economics?M: Not yet, I always seem to put things off until the last minute.Q: What are they talking about?A. A scientific experimentB. A college courseC. A time scheduleD. A research paper2. M: This black bag is $ 2.00 and that blue one is a dollar more.W: The red one is twice as much as the blue.Q: How much is the red bag.A. $ 4.00B. $6.00C. $8.00D. $12.003. W: Watching the news on TV is a good ay to learn English.M: M: It’s especially helpful when you check out the same information in the newspaper.Q: What are they talking about?A. How to learn English.B. How to get informationC. How to compare TV and newspaper.D. How to get a job.4. M: I like to travel by air. I like getting to different places fast. Do you like traveling by air?W: Flying makes me nervous. I like feeling the ground under my feet. Traveling by rail and road are my favorite ways of traveling.Q: What dose the woman feel about traveling by air?A. She feels nervous.B. She is OK with flyingC. She prefers traveling slowly.D. She likes traveling by train.5. W: I’d like to cash this check.M: Please sign the back. Do you have any account here?Q: What dose the man ask the woman to do cash money?A. Sign the front.B. Sign the back.C. Give him the account.D. Nothing special.PassageIntroducing New ProductsDirections: Listen to the passage and choose the best answer to each of the following question. (10%)We’re glad to have the opportunity to introduce to you our new range of products. Our leather bags have enjoyed a high reputation in the European market because of their fashionable styles, fine workmanship and quality materials. We used advanced equipment imported from Italy. In addition, we keep a close eye on the style changes in the international market, too. One of the best sellers is the write one here, which is our latest design. A lot of office ladies find it veryattractive, and feedbacks from different markets show that this model is appealing to even the most selection buyers. Compared with the various well-known brands from Italy and France, our bags have the same high quality, but are much more price-competitive, thanks to the low labor and raw material costs. As a result, we keep getting lots of orders from both overseas and home markets.1.Which one of the following reasons does not contributes to the popularity of the bags in theEuropean market?A. Fashionable stylesB. Fine workmanshipC. Quality materialsD. Good after-sales services.2. What de the feedbacks from different markets tell about the latest model?A. It is well received, and even the most particular buyers like it too.B. Only the most selective buyers like it.C. Most people like it, but not the most selective buyers.D. Most people don’t like it.3. Which group of consumers is the white leather bag most popular with?A. Young girls.B. Office ladies.C. GentlemenD. Housewives.4. Compared with other famous Italian and French brands, what gives the leather bags acompetitive edge according to the passage?A. Fashionable designB. High qualityC. Better pricesD. Good reputation5. What is the purpose of the speaker’s presentation?A. To introduce the companyB. To introduce the latest productsC. To complain about the productsD. To explain the production process ConversationA Talk at Guangzhou FairDirections:Listen to the conversation and complete the summary of the conversation. Listen again to check your answers. (10%)Wang: Good morning! Welcome to the Guangzhou Fair.Smith: Thank you. I’m from the United States. This is my card.Wang: How do you do, Mr. Smith. My name is Wang Ming. Here is my business card. What can I do for you?Smith: Ours is a big company in the United States, dealing in leather products. I’m coming to see if there’s any chance to do business with you.Wang: I’m glad you have come. You may be aware that our company has been exporting leather products for quite many years. And our leather products are warmly welcomed both athome and abroad. It’s our desire to trade with merchants of all countries in the world.By the way, have you seen our exhibition?Smith: Yes, I have had some understanding of your products. At present, I am interested in your leather garments. I’d like to get more details.Wang: With pleasure. We have here some catalogues for your reference. They are the most popular styles of the year and enjoy fast sales on the European markets. I believe they will also find a good market in your country.Smith: I hope so. If your price is reasonable, I shall buy in large quantities.Wang: Here’s our price list. All the prices are on FOB Shanghai basis.Smith: Good. Please give me a few days to make a decision.Wang: You’d better give us a reply as soon as possible.Smith: No problem.Smith, representing a U.S. company that deals in leather products, meets Wang at Guangzhou Fair. Smith seems to be very interested in Wang’s leather garments, some of which are very popular and enjoy fast sales in Europe. Smith may place a big order if the price is reasonable. It is Wang’s common practice to quote on FOB Shanghai basis.Part C Listening & Speaking Integration ConversationAdvertising ProgramsDirections: Listen to the conversation and complete the following exercises. (20%)Mr. Forrest: Good morning, Miss Reed. I am advertising executive John Forrest from Jay advertising agency. I believe you wanted to see me?Miss. Reed: Good morning, Mr. Forrest. Yes, we are keen to open the advertising programs for our electric bulbs and fluorescent bulbs. I want to discuss the methods ofadvertising.Mr. Forrest: I see we’ve been working on the advertising programs for nearly two months now.My advertising programs for your company include many ways of advertisingincluding print advertising and outdoor advertising.Miss. Reed: Good. Have you worked out the new advertising program that will be inserted in the newspapers and magazines for three advertising campaign?Mr. Forrest: Yes. We have made a series of three advertisements to be released in national newspapers and magazines. We feel that you should also plan alternative ways ofadvertising. There new ways of advertising, Facebook advertising and twitteradvertising. We also suggest that you make counter displays for dealers to exhibitin their shops. Cinema advertising would be an effective medium for to use as well.Bus backs too attract attention.Miss. Reed: All these advertising programs sound very interesting. But how much would they cost?Mr. Forrest: We have worked out advertising prices too for you. We have suggested a breakdown of expenses, distributed over the media plan, over a period of threemonths.Miss. Reed: I’ll have to discuss your media and budget proposals about advertising programs with the Market Manager. Perhaps, for the beginning we might decide is going forheavy newspaper advertising and bus backs. I’ll talk this matter over with you nextweek.Section AMake a list of different types of advertising you have just heard from the conversation. For each type, think of some ads that you often watch. Which one impresses you most?Section BIf you were to advertise for the one of following products or services, which type of advertising would you choose?1. a novel2. a new men’s perfume3. a luxury watchPart D Oral Practice1.Choose two of the following topics and give your opinions. (20%)1.In your opinion, what are the best ways to introduce to customers?2.Suppose you are the sales manager of a company, what should you do while you areintroducing your products to your customers?3.If you’re a sales representative of a corporation, how would you help your corporation topromote your products?4.What are the factors you should take into consideration when you arrange a schedulefor a foreign guest?2.Describe your ideal work environment. (10%)You may want to include:★Large space★Good business lunch★No overtime work★More coffee/tea breaks★No dressing code。

商务英语听说下(参考答案).doc

Unit OnePart I Lead-in1.1) An inquiry is a request for information.2)The importer usually inquires the exporter for information or an offer for the goods hewishes to buy.2・ A quotation is merely a notice of the price of certain goods at which the seller is willing to sell.3.1)B 2) C 3) APart II Listening & Speaking 1I Listening1 ・ Listen to the passage and fill in the blanks・customers; a newly established firm; business relations; all the necessary information; a new customer; channelsa.banksb.Chamber of Commercee. business houseg. trade directoryi.market investigationj. trade fairs and exhibitions2.Listen to the passage and fill in the missing information.the Commercial Councilor's office; a leading exporter; a good market in our country; price;terms of payment3・ Listen to the dialogue and answer the following questions.1)Who is calling the manager of the exporting department?John Smith from the Carter Trading Company.2)Why does he call the manager of the exporting department?He thinks that there might be some opportunities between the two companies・3)What does he ask the manager of the exporting department to do?He asks the manager of the exporting department to send him brochures and illustratedcatalogues.4.Listen to the passage and complete the notes・1)telephone, fax, or e-mail; the type of goods you are enquiring about; give a lot ofinformation about yourself; any particular items you are interested in2)specific and state exactly what you want; samples or patterns; invited to visit a showroom3)a prompt reply would be appreciated; a regular customer; quote competitive terms and offerconcessionsPart III Listening & Speaking 2I Listening1・ Listen to two passages and complete the notes.1)an action undertaken by buyers; to acquire product details; the prices of goods; the termsof payment; under what conditions the deal can be made; prompt, definite and helpful2)you should decide exactly what you want before you write; would be at a total loss torespond; without knowing your company's needs; should narrow down the type yourcompany would consider; 3,000 copies a month; 25 copies at any one time; what you arelooking for; you motivate her response2.Listen to a letter off inquiry and fill in the missing information.your inquiry of May 20; quoted; a range of designs and colors; in your market; catalogue;might be of interest to youII Interpreting(1)A: WeTe thinking of placing an order for Chinese tea with you.B: Which would you prefer, black or green tea?A: Both are very popular in my country. Could I have a look at your samples?B: Sure・ This is Oolong Tea from Fujian and Longjing Tea from the West Lake,…A: They are really very good in color and flavor. No wonder your tea has been well received by so many people・ Could you give me some indication of your price?B: Here is our price list. All the prices on the list arc subject to our final confirmation.(2)A: Good morning, sir.B: Good morning. I've seen your catalogue and Fm interested in your Flying Pigeon Bicycle. I think this type of bicycle will have a ready market in Canada・This is a list of myrequirements・ Could you quote us your lowest price CIF Vancouver?A: We generally quote on a FOB・ basis. Just a moment. Fll work it out for you.(3)A: Hello!B: Hello! Pve seen your catalogue and Pm interested in some of your products.A: You chose well. These products are selling well in your neighborhood. I believe they will have a ready market at your end・B: Could I have a look at your samples?A: Sure・ Here you arc・B: I'm very pleased with your products. I'm considering placing an order as long as your terms and conditions are acceptable.A: Here is our price list. These products are in great demand at present. So place your order early if at all possible•Part IV Supplementary Reading1. A sales enquiry can be generated in a number of ways・ It can be a phone call, a letter,call for tender, fax or e-mail, or it may be as a result of contact by a representative,through your advertising, or direct marketing・2・ Sales enquiries can be divided into active enquiries and passive enquiries・3 • To take the active role.4.1) Decide whether we can do what is required, and also whether we should do it.2)Produce an estimate or price accurately and quickly.3)Have a process for keeping the customer informed at various stages of the process・4)Have a well-defined system of authorization, that does not impede progress, but doesensure decisions are made by the right people・5.Generally the steps are estimating, pricing, and proposal.Unit TwoPart I Lead-in1 ・ Match the following currencies with their abbreviationsAustralian D)llar AUDCanadian Ebllar CADHong Fbng Ebllar HKDNew 血land Dollar NZDU.S. Ebllar USDSwiss Franc SFrEuro Dollar EURGreat B itain Pound GBPJapanese Yen JPYSingapore Dollar SGDRenminbi RMMatch the Incoterms with their Chinese equivalents.CFR ( Cost and Freight) 成木加运费CIF ( Cost, Insurance and Freight) 成本,保险费加运费CIP ( Carriage and Insurance Paid To) 运费和保险费付至CPT ( Carriage Paid To) 运费付至DAF ( Delivered at Frontier) 边境交货DDP ( Delivered Duty Paid) 完税后交货DDU ( Delivered Duty Unpaid) 未完税交货DES ( Delivered Ex-Ship) 冃的港船上交货DEQ (Delivered Ex-Quay) 目的港码头交货EXW (Ex-Works) 工厂交货FAS ( Free Alongside Ship) 船边交货FCA (Free Carrier) 货交承运人FOB ( Free on Board) 船上交货3.Open(10) (11) (12)4. OpenPart II Listening & Practice 1I Listening1 ・ Listen and write down the following quotations.1) AUD DO per dozjn EXW Guangzhou(2) CAD 2(® per kilogram FCA Guangzhou(3) EUR 137 per st FOB Sianghai(4) JPY 597 per uni FAS Shanghai(5) HKD 1(7 per pece CFR H )ng K )ng(6) SGD 463 per nitric t )n CIF Sngapore(7) USD 800 per st CPT Geneva(8) CHF 2,629 per kilogram CIP Geneva(9) USD 325 per st Delivered a 8no-Mongolian frontierEUR 317 per piece DES MirseillesGBP 500 per unit DEQ LondonEUR 3© per nctric t )n Delivered at 5 Maple Road, Bonn, Duty Paid(13) EUR 1,000 per metric ton Delivered at Maple Road, Bonn, Duty Unpaid2. Listen to the passage and fill in the missing words or expressions ・1) offer; goods; a firm offer; non-firm offer; quality or specifications; details of prices; terms of payment; packing; buyer; counter offer; offer — counter offer — counter-counter-offer2) exporting; revenue; Appropriate pricing; establish all relevant market data; a particular market area; adjust prices; supply and demand; rising or falling; profit margin; The quality and quantity of the products; fluctuations3. Listen to the passage and complete the notes ・quotes a price; taxes; gross prices; net prices; legally binding; when prices tend to fluctuate; are subject to change; hold the goods for a certain time; to protect their reputation; discounts; a trade discount; a quantity discount; a cash discount; a loyalty discountPart III Listening & Speaking 2I Listening1. Listen and fill in the missing information.A. 1()() cases; 5 kilograms per case; at USD25; CFR European main ports; September, 2002; five days.B. 50,000 tons; USD 225;C. 200 kiograms; USD 120; FOB Shanghai.D. subject to our final confirmation; 8111 Pure Silk Fabrics; 382913-AB; 50,000 yards; inwooden cases; USD3.7 per yard CIF London; To be made in three equal monthlyinstallments; March 23, 2002; to be opened 30 days before the time of shipment;E.letter; reply; June 1; offer; 80 metric tons; 2002 Crop; USD765 per metric ton; June;transshipment; terms and conditions; insurance; 130%2.Listen to three paragraphs and fill in the blanks1)counter-offer; offer; sellers; consider2)buyers; bid; price; commodity; made3)an intermediary; the money; 2% of commission; price reduction; "special discount^;promoting and expanding sales; excluded from the export price.II Interpreting(1)A: Here is our offer for 1,000 cases of jasmine tea・B: Well, your price is too high to accept. ItUl be very difficult for us to make any sales.A: You must be aware that the price of jasmine tea has been increasing ・B: But Vietnamese suppliers give a lower price.A: Every one in the trade knows that our jasmine tea is far more superior.B: I don't deny the quality of your jasmine tea. But competition is keen. Manysuppliers are in fact cutting their prices trying to get a larger market share.A: So far, our product can handle the competition well. We，ve had many orders and more are coming・ It just shows that our product is competitive and our price is attractive.(2)A: Here is our price list. All the prices in the list are subject to our final confirmation.B: By the way, do you allow any commission?A: Well, our prices are quoted on an FOB net basis. As a rule, we don't allow any commission.B: But you know, we3 4 5re a commissioned agent. We do business on a commission basis.Commission transactions will surely help to push the sale of your products・A: Yet your order is really not large enough.B: What quantity would you consider to be a large shipment?A: USD 500,000 or over.B: Wow, really substantial. Well, Mr. Chen, this is our first transaction. Can you be more flexible and offer us more favorable terms? It might be possible for us to establish along-term relationship.A: O.K. Wc would grant you a 3% commission 讦you place an order of USD 400,000.B: We appreciate your concession very much・However, we can usually get a 5% commission from our European suppliers.A: Mr. Green, our price itself is already favorable・ Ii is for our future business that we make this exception. This is the best we can do.B: All right, weTl have to accept it.3A: Mr. Wright, here is our offer for 5,000 metric tons of grade A red beans, USD175 per metric ton, CIFC 5% Rotterdam.B: Your price is on the high side, Mi; Chang. It's impossible for us to conclude any transactions at this price.A: I don^t know why you think so. Frankly speaking, we wouldnY quote you such a low price if you were not our regular customcr. I bet you can't get such a favorable pricefrom other suppliers・B: We got an offer from a Thailand supplier yesterday. Their price is 3% lower.A: You must take the quality of our red beans into consideration. Every one in this trade is well aware that the Chinese Grade A red bean is of superior quality. So the price ofgrade A commodities of course must be higher than those of inferior quality. Besides,there is a strong demand for Grade A red beans. A lot of orders are pouring in from allover the world. Most of the importers think that our offer is reasonable. I believe youllmake profits buying at this price.(4)A: Your price is 5% higher than that of the last transaction.B: You know production cost has increased a great deal recently. We also need to consider upward trends when we fix the price.A: But it will be very difficult for us to persuade our clients to buy at such a price・ You'll have to reduce your price by 5%.B: Your counter-offer is far beyond my reach・ We can't stand such a big cut.A: We make this counter-offer based on the offers from other suppliers. We made inquiries to some suppliers at the same time and found that your price is higher than the othersuppliers ・B: Could we just put this problem aside? Could you give me an idea of the size of your order first?A: It will largely depend on the price you offer. If you could make a 5% reduction, we would place an order of 100,000 pieces.B: All right. Shall we move together? We reduce the price by 3% on the condition that you increase your order to 200,000 pieces. This is our rock-bottom price・A: O.K. Let，s call it a deal.Part IV Supplementary Reading1 • Pricing should be postponed un til all of the other aspects of the transaction have beendiscussed.2.By presenting a more comprehensive negotiating package in a well planned andorganized manner.3.The exporter should react positively by initiating discussions on non-price questions,instead of immediately offering price concessions or taking a defensive attitude・4.The importer may press the exporter to make a concession on quantity discounts,discounts for repeat orders and improved packaging and labeling (for the same price).5.The importer may object to the initial price quoted.Unit ThreePart II Listening & SpeakingI Listening1 ・ Listen to the dialogue and answer the following questions.1)Pillowcases, Article No. 201.2)2,000 pieces.3)No. Because pillowcases Article No. 201 are the best selling goods・ They are sold outfast every yea匚4)She has to pay a higher price in order to get 2,000 pieces・2.Listen to a passage and fill in the missing information.quotation of Nov. 15; with samples; quality; prices; place a trial order; Ladies' nylon pants;20,000 pcs; USD0.20/pc; USD4000.00; Bags; 500 pcs; USDl.OO/pc; USD 500.0(); a good market; place further and larger orders.3.Listen to a passage and decide whether the following statements are true or false・1) F 2)T 3) F 4) F 5)T 6)T 7) F 8)TPart III Listening & Speaking 2I ListeningI• Listen to three dialogues and decide whether the following statements are true (T) or false(F).1)F 2) F 3) F 4) T 5) F 6) F 7) T 8) F 9) F 10) T2.Listen to a passage and answer the following questions・1)To check that the products are available and to confirm the order with the custome匚2)No.3)The stock control systcm.4)You send an invoice to the customer.3.Listen to a passage and fill in the blanks・1)interest; to make enquires; place an order; publicizing and promoting; client; delivery;replacements; after-sales service2)letters, faxes or e-mails; a formal order; a firm order; terms and conditions; the articlenumber; the port of destination; the payment terms; execute the orderII Interpreting(1)A: We9ve received your inquiry, Mr. Smith・ But we are sorry to tell you that the goods you inquired for are out of stock. You'll have to wait for two months.B: Two months! It will be too long・ Our customers arc in urgent need of the goods・A: There's nothing we can do. Our products have been well received for their high quality and reasonable prices・ So demands have often been exceeding supplies・ Though we have tried to speed up production, we still can't meet the increasing demands・ So Fd like to recommend to you the HRF-279.B: Our clients are familiar with GSB-112, but not HRF-279. How do I know that it will sell well in our market?A: Don't worry. The HRF-279 has been selling well in Europe and in Southeast Asian countries・ I'm sure it will have a ready market at your end.B: I hope so.(2)(On the phone)A: We have received your sample and are very satisfied with it. We，11 be placing a trial order for 50,000 sets. The order form will reach you tomoiTow・B: We're glad to accept your order. May I remind you that the sample should be added as part of the first shipment.A: No problem・ Whenever we place an order, we always ask for a sale by sample agreement, so we can be sure of the quality of the product.B: DonY worry. Our products are always as good as the samples we send.A: Thank you. If they sell well in our market, I can promise you that substantial orders will follow.(3)A: Hi.B: Hi. Nice to see you. How's business?A: Not bad. How's everything?B: It is the off-season in my market, since spring festival has just passed・ I found that your sales of bicycles have been falling off lately, haven^t they?A: ThaFs because we have switched to car accessories.B: Then, are you still handling bicycles?A: I am, but not on a large scale. Are you thinking of placing an order for some bicycles?B: I'm considering placing an order for 50,000 sets if your price is workable・Part IV Supplementary Reading1."China，s entry into the WTO is a historic event for China^s opening and reform^, “astrategic decision by the Chinese government faced with the situation of economicglobalization, and conforms with the target of China，s opening & reform and theconstruction of a socialistic market economic system”. As a landmark historicaldevelopment, China's entry into the WTO symbolizes a new phase of China's opening and reform, and will have a significant and far-reaching impact on the economic and socialdevelopment of China in the new century.2.According to WTO rules, all WTO members have the right to enjoy equal and justtreatment, and have the obligation to observe the organization^ various regulations.3・ The Chinese government has promised (1) to reduce the import tariff of 5000 kinds of goods as of January 1st, 2002, bringing the overall tariff level down to 12% from 15.3%,Revocable 12C Irrevocable L/C Sight UC Usancc/timc L/C Documentary L/C Clean L/C Standby L/C Revolving L/C Red dausc I/C Reciprocal I/C 可撤销信用证不可撤销信川证即期信用证远期信用证跟单信用证光票/无跟单信用证备用/保证信用证循坏信用证红条款信用证对开/互开信用证with a reduction rate of up to 73%, (2) to eliminate the quota licensing management offoodstuffs, wool, cotton, acrylic fibers, polyester pellets, fertilizer, and some tires as of the 1st of January 2002. By January l s, of 2005, non-tariff measures for over 400 kinds ofgoods will also be eliminated・4.The Chinese government should perform the obligations of Notification and Inquiry.5.China should "make scientific analysis and comprehensive understanding of theadvantages and disadvantages, opportunities and challenges of entry into the WTO. When faced with advantages, take opportunities and make positive use of them; withdisadvantages, work hard and strive to avoid risk：Unit FourPart I Lead-in1.Match Column A with Column B2.Open3.Below is a sample of irrevocable letter of credit which illustrates the various parts of a typicalletter of credit.1.1.2.3.2.No.3.within 21 days from B/L date4.Questions for reflection1)T/T 2) opm account 3) L/C 4) D/P 5) L/C 6) escrowPart II Listening & Speaking 1I Listening1.Listen to a passage and fill in the blanks.the letter of credit; reliable; safe; buyers; sellers; buyers; the opening bank; finance; collection; Documents against Payment; Documents against Acceptance; expenses; procedures; a risk; actual payment; collecting; non-payment; shipping documents; D/P at sight; D/P after sight; immediate payment; D/P; make payment; 45; 90; the documents; pays; acceptance; promise; thefinancial standing of the importer is sound; have convinced; payment.2.Listen to the dialogue between the bank clerk and the customer and answer the following questions.1 ・ To make an investigation of the financial position of the Malaysian Trading Company.2.Yes.3.RMBY898 in total.4.The results of the investigation of the financial standing of the Malaysian TradingCompany3・ Listen to a passage and decide whether the following statements are true (T) or false (F)1)F 2)T 3)T 4) F 5) F 6)T 7)T 8) F 9) F 10) TPart III Listening & Speaking 2I Listening1.Listen to a passage and fill in the missing information.export; irrevocable letter of credit; at sight; 30 days before shipment; the 15th day; documents against acceptance; the payment method; through full discussion; our imports; payment by collection.2.Listen to a dialogue and answer the following questions.A.To discount a time bill.B. A ninety-day bill for USD 9,876,000.C.Yes.D.3・ Listen to a passage and decide whether the following statements are true (T) or false (F).1) T 2) F 3) F 4) T 5) TII Interpreting(1)A: When should we open the L/C?B: The L/C must reach us one month before shipment. Since the goods are supplied from stock, yoird better open the L/C as soon as possible, otherwise it may delay the shipment.A: If we open the L/C one month before shipment, it'll tie up our money. Would 15 days do?B: Fm afraid not. It'll take us a lot of time to get the goods ready and book shipping space.You can" expect us to make delivery within 15 days・A: When are you going to ship the goods?B: The goods will be ready at the end of January・ So if the L/C would reach us by January 1，we could deliver the goods in early February.A: Do you have any stipulations on the validity of the L/C?B: Wc generally require the L/C to remain valid until the fifteenth day after shipment.A: Can we use Citi Bank as our opening bank?B: No problem at all.(2)A: I'm Chen Qiang of the Guangdong Silk Import & Export Corporation. Fd like to talk to you regarding your order No. 123-456 with us.B: Is there anything wrong?A: Well, shipping space is all booked up. Pm afraid we can't deliver the goods on time.Could you extend the L/C until the end of this month?B: No problem, but please try your best to solve the problem. The goods are seasonal commodities; weUl have to meet the Christmas selling season.A: WeTl try our best to ensure delivery in Mid-October.B: Thank you very much.A: You9re welcome.・(3)A: So far we have already settled the problems of price, quality and quantity. Now what about the terms of payment?B: We only accept payment by irrevocable letter of credit payable against shipping documents ・A: Could you be more flexible and accept D/A or D/P?B: Fm afraid not.A: Frankly speaking, we have overstocked some other goods, and our floating funds are insufficient. It'll tie up our money to open an L/C.B: I quite understand your position. But the problem is that the world economic situation is going downward and the financial market is fluctuating. Wc have to do business onan L/C basis so as to be guaranteed・A: Then could you accept 50% payment by L/C and the balance by D/P?B: Sorry, we are not in a position to do that, yet we could olfer you more favorable terms of delivery instead・Part IV Supplementary Reading1 ・ An experienced exporting firm extends credit cautiously. It evaluates new customers withcare and continuously monitors older accounts・ Such a firm may wisely decide to declinea customer's request for open account credit if the risk is too great and propose insteadpayment on delivery terms through a documentary sight draft or irrevocable confirmedletter of credit or even payment in advance. On the other hand, for a fully creditworthycustomer, the experienced exporter may decide to allow a month or two to pay, perhapseven on open account.1)Cash in advance;2)Documentary letter of credit;3)Documentary collection or draft;4)Open account; and5)Other payment mechanisms, such as consignment sales.3・ Drafts that are paid upon presentation are called sight drafts・ Drafts that are to be paid at a later date, often after the buyer receives the goods, are called time drafts or date drafts.4.The exporter usually expects the buyer to pay the charges for the letter of credit, but somebuyers may not agree to this added cost. In such cases, the exporter must either absorb thecosts of the letter of credit or risk losing that potential sale. Letters of credit for smalleramounts can be somewhat expensive since fees can be high relative to the sale.5・In a foreign transaction, an open account can be a convenient method of payment if the buyer is well established, has a long and favorable payment record, or has been thoroughly checked for creditworthiness. With an open account, the exporter simply bills the customer, who is expected to pay under agreed terms at a future date・Some of the largest firms abroad make purchases only on open account.Exporters contemplating a sale on open account terms should thoroughly examine the political, economic, and commercial risks. They should also consult with their bankers if financing will be needed for the transaction before issuing a pro forma invoice to a buye匚Unit Five PackingL Lead-in1.Open2.Open3.I) gunny bags 2) foam plastic 3) keg 4) barrels5) (rate 6) ron dums 7) paper b堀s 8) (artonsIL Listening & Speaking 1I Listening1 ・ Listen to the first part of a passage and fill in the blanks・damage free, destination, quality wooden, customized, mode of transportation, certification, vapor, land shipment, measured, location, loaded, end products, securing2. Listen to the second part and complete the notes・Centrally located 5 miles from the International Airport; 5,50() 一30,000# forklifts, overhead cranes, a cherry picker and basic rigging tools, an assortment of saws and drills, as well as a fully equipped mobile packing unit; on call 24 hours a day, 7 days a week.3.Listen to a passage, and answer the following questions.1)To protect the commodity and keep it good in quality and intact in quantity in the circulationprocess and to increase the market value of the goods.2)Shipping packing is also called big packing or outer packing; the function of marketing packingis to protect the goods as well as to beautify and introduce them.Ill Listening & Speaking 2L Listening1. Listen to the ten sentences and write them down.1)We are to use plastic wrappers for each shirt, so they are ready for window display.2)Please use normal export containers unless you receive special instructions from our agents・3)The packing must be strong enough to withstand rough handling・4)As for the packing of the products, we'd like to use crates・5)For this kind of product we export, each item is individually packed in plastic sheets・6)Every 24 pieces are packed in a paper carton before shipping・7)This shipping mark indicates the total number of cases, the ordinal number of package andnumber of the bill of lading・8)Packing charge is already included in the price.9)Actually we keep making improvements in our method of packing in order to meet the keencompetition in the world market・10)Each carton is lined with wateiproof paper, so the contents cant be spoiled by dampness or rain.2.Listen to the dialogue and answer the following questions・1)Each jar will be wrapped by tissue paper placing in its individual decorative cardboard・ Thenwe pack the boxes in strong cardboard twelve to a carton, separated from each other bycorrugated paper dividers・2)They arc fragile commodities.3)Details of weight, symbols of warnings and directions such as USE NO HOOK, STOW AWAYFROM HEAT, DONOT DROP, and FRAGILE, as well as B's own marks.3.Listen to the passage and do the following exercises・A: 1)B 2) A 3)C 4)C 5) AB: Fill in the blanks according to the passage yoifve just heard.1 ・ standard cartons, corrugated rolls, air bubbles, plywood boxes, masking tape, plastic andsteel straps, buckles2. Frozen goods, Perishables, Consumable items3・ general cargo, personal belongings, packing, transportation, insurance facilitiesIL Interpreting(1)A: The safety of packing is something we always pay a lot of attention to. Especially for fragile commodities, wc'vc got to be extra careful. Otherwise, if something unexpectedhappened, we'd be responsible and it would cause you a lot of inconvenience, too.B: You' re right. But wouldn't it be safer to use wooden cases?A: Surely we can 讦you want us to, but the charge would be much higher.B: Then, let^ s keep using cartons・A: Sure, no problem. Cartons arc good enough for goods like this. You don9 t have to worry about it.(2)A: Fm so glad that we have the chance to do business togethe匚B: Me too・A: I made this special trip here this time hoping to have a look at the packing of our products because in the last shipment we received, there were a few items damaged by dampness・B: Fm sorry for that. But we have taken care of it.A: Could you be more specific?B: Although we are still using cartons, we have taken measures to prevent them from dampness. We have lined them with plastic sheets on the inside・ In addition, we've put a "keep dry" sign on the outside・A: That sounds good・(3)A: Do you niind if I give you a little suggestion about the inner packing of the products?B: No. Go ahead.A: Well, you know, packing affects the reputation of the products, and one important function of packing is to stimulate the buyer9s desire to buy. In addition, packing should give thebuyer an idea of what is packed inside・Your products arc good, but your packing doesn't look attractive enough to the buyer.B: Thank you very much. That's a good suggestion and we happen to have the same view. We have just improved our packing.A: Great! Would you let me have a look?B: Sure thing. Let's go to the sample room.IV Supplementary Reading1.No, not really.2.Customers often require rapid delivery, and faster handling speeds require protective packaging,while the packaging engineers and product designers would optimize the product-package。

商务英语口语试题及答案

商务英语口语试题及答案一、听力理解（共20分）1. 根据所听对话，选择正确的答案。

A. 会议将在下午2点开始。

B. 会议被推迟到明天。

C. 会议将在上午11点开始。

听录音：[录音内容]答案：A2. 根据所听对话，选择正确的答案。

A. 客户对产品不满意。

B. 客户要求退货。

C. 客户要求换货。

听录音：[录音内容]答案：B二、口语表达（共30分）1. 请用英语描述一次商务会议的流程。

参考答案：In a typical business meeting, there is an agenda that outlines the topics to be discussed. The meeting starts with a greeting, followed by an introduction of attendees. Then, the chairperson leads the discussion according to the agenda. After each topic is discussed, a conclusion or decision is made. The meeting concludes with asummary of the decisions and next steps.2. 请用英语表达你对远程工作的看法。

参考答案：Remote work offers flexibility and can increase productivity for some employees. However, it may also lead to communication challenges and a lack of team cohesion. Companies need to establish clear guidelines and use technology to facilitate effective communication.三、情景对话（共30分）1. 假设你是一家公司的销售人员，客户询问产品价格，请你用英语回答。