剑桥商务英语教程 Unit14 Entertaining
听说教程1Unit14Advertising听力原文答案注释
Unit 14 AdvertisingPart ACommunicative Function Agreement or Disagreement1. a. Agree b. Disagree2. a. Agree b. Disagree3. a. Agree b. Disagree4. a. Agree b. Disagree5. a. Agree b. Disagree6. a. Agree b. Disagree7. a. Agree b. Disagree8. a. Agree b. DisagreeScript1. --Do you think we should put an ad in the newspaper to sell our apartment?--Sure, why not?2. --Campus Daily isn't very interesting this week.--You can say that again.3. --I hear putting an ad in a newspaper costs a lot of money.--It depends.4. --In my opinion watching so many TV ads is a waste of time.--I couldn't agree with you less.5. --You don't care for commercials on TV, do you?--I'll say I don't.6. --Didn't you think the movie we saw last night was fascinating?--I wouldn't say that.7. --There'll be a football match between England and France on Channel 10 tonight.--Are you absolutely sure?8. --The design of the movie ads appeals to me very much.--You said it.NotesWe can express disagreement either directly or indirectly. You disagree directly when you are sure of the fact or when you think your opinion is more reasonable. Otherwise indirect disagreement often sounds more polite. "Are you absolutely sure?" and "I wonder if there's a mistake" are examples of showing disagreement indirectly.Listening StrategyDistinguishing Signal WordsWords like "but", "although" and "however" give a signal that the speaker (or writer) is going to say something different from what has been said. On the other hand, words like "and", "besides" and "also" only add something similar to what has been said. The ability to recognize these signal words while listening is a great help in understanding a text correctly.Listen to the short conversations and choose the right answers to the questions you hear.1. a. Yes b. No2. a. Yes b. No3. a. Yes b. No4. a. Yes b. No5. a. Yes b. No6. a. Yes b. No7. a. Yes b. No8. a. Yes b. NoScript1. --How do you like our campus, John?--Well, it's very large but it's not clean enough.Q: Does John have a favorable opinion of the campus?2. --How do you like your English teacher, Li Ming?--She's very strict and her classes are always well-organized. Besides, she often givesup her free time for her students.Q: Does Li Ming like her English teacher?3. --How did you enjoy your vacation, Jack?--Although it was short, I visited many museums and art galleries.Q: Did Jack enjoy his vacation?4. --Michael, everybody says Professor Fall is a boring teacher. What do you think?--Everyone falls asleep in his class. And he's hard to talk to.Q: Is Professor Fall popular among his students?5. --What's your impression of New York, Barbara?--I really like the stores and the museums appeal to me, too.Q: Does Barbara like New York very much?6. --Do you like living on campus?--I think so. But sometimes the dorm is so noisy that I can't get anything done.Q: Does the woman have a completely favorable opinion of living on campus? 7. --Do you think you will major in medicine, Mary?--I think being a doctor means a lot of study and then working all sorts of hours.Q: Does Mary want to major in medicine?8. --How do you like living with your roommates?--Well, sometimes it's hard to share a room with others but you get along with yourroommates by compromising.Q: Does the woman get along with her roommates?Part BListening TasksScriptPlacing an Ad(Ring …Ring … Sound of phone being picked up)John: Hello, Campus Daily, advertising department. This is John speaking.Maggie: Hi. I'm calling to place a couple of ads.J ohn: Sure. Under what classification?Maggie: Well, I'd like one in the "Roommates Wanted" section.J ohn: All right. And how would you like your ad to read?Maggie: It should read "Female roommate wanted for pleasant, sunny two-bedroom apartment on Fifth Avenue, three blocks from campus. Share rent and utilities. AvailableSeptember first. Call between 5 and 9 p.m. and ask for Maggie."John: Fine. And what about your other ad?Maggie: That one I'd like under "Merchandise for Sale", and I'd like it to read "Matching blue sofa and easy chair for sale, excellent condition, $350 or best offer. Call between 5 and9 p.m. and ask for Maggie." Did you get all that?J ohn: Uh, huh. You'll want your phone number on these, right?Maggie: Oh sure. Thanks for reminding me. It's 555-6792.John: And how long do you want these ads to run?Maggie: For a week, I guess. How much would that be?John: Let's see—it's $8 a week per line. Your two ads will both take up three lines, so that's $24 per ad.Maggie: All right.Language and Culture Notes1.Background information University and college students often run their own newspapers to keep the university community informed of what happens on campus. They cover major school events, notices issued by the school authorities, sports and entertainment news, and articles written by students to air different viewpoints. A special column called "classifieds", or "classified ads", is devoted to advertisements for jobs, accommodation news, sale of used things -- books, furniture, cars, etc.—under such headings as "Help Wanted", "Services", "Furniture for Sale", "Roommates Wanted", "Miscellaneous". To place an ad, one can call the advertising department of the paper to arrange it and pay a small fee. For example, a student-run paper at an American university in New York charges the following advertising rates: 8 dollars for the first 20 words, 25 cents for each individual word and 50 cents for a box.2. Campus Daily Name of a school newspaper3. How would you like your ad to read?What words would you like to put in your advertisement?4. Roommates Wanted A type of classified advertisement. You place your ad in this column in order to find others to share your apartment.5. utilities Supplies of water, gas, electricity and sometimes, telephone.6. Available September first. The earliest date for the roommate to move in will be September 1st.7. Matching blue sofa and easy chair The sofa and easy chair are of the same design and color8. ... or best offer Or highest price offered by a potential buyer9.it's $8 a week per line It costs $8 for one line to run /appear a week in the paper.Exercise 1: Listening for general understandingListen to the recording once and choose the right answers to the questions you hear.1. Who are the two speakers in the telephone conversation?a. A newspaperman and a reader.b. An advertising agent and a client.c. A real estate agent and a tenant.d. A shop assistant and a customer.2. What is Maggie doing in the conversation?a. She is applying to work for a newspaper.b. She is trying to sell her apartment through a local newspaper.c. She is running the ads column of a campus newspaper.d. She is having two ads run in a school newspaper.3. What can you infer about Maggie?a. She will graduate soon.b. She feels lonely living in an apartment all by herself.c. She will move out of a two-bedroom apartment.d. She might be unable to afford a two-bedroom apartment alone.Exercise 2: Listening for detailsListen to the recording once again and fill in the blanks with the missing information.Part CAdditional ListeningA Passage Different Kinds of AdvertisingListen to the passage and fill in the blanks with the missing information.ScriptDifferent Kinds of AdvertisingAdvertising is an important part of marketing. V ery few companies are able to sell a product without advertising. It is possible, but very unlikely. There are many different kinds of advertising. The simplest is called promotion. Promotion is using brochures or pamphlets to advertise. Theses can be handed to people on the street or they can be mailed. If they are mailed, it is called direct mail advertising. After direct mail advertising, there are: newspaper advertising, radio advertising, magazine advertising and television advertising. Newspaper advertising is the cheapest kind, while television is the most expensive.Television ads are generally used by large companies selling a product to a large market segment. Television advertising can be very successful because it reaches such a large audience. Small companies may find television advertising too expensive, so they often use newspapers to advertise. However, large companies also like newspapers because of their wide circulation.Part DTest Your ListeningA Compound DictationListen to the passage three times and supply the missing information.Advertising is an important part of the free enterprise 1) system. This is because different businesses are 2) competing for the same market. For this reason, they buy advertising 3) space in newspapers or magazines and advertising time on radio or TV. They each hope that advertisements will increase 4) demand for their products.In order to do well in the market, advertisers need to decide on a target; in other words, who are possible 5) buyers for their product? For example, what is the age and sex of their target group? How much education do they have? What are their political 6) beliefs and values? How much money do they make? Some companies such as McDonald’s target various groups, so they have many different ads—one for 7) teenagers, one for families and several in different languages.8) After advertisers decide on who, they need to determine where. What is a good place for their advertisement? Sellers of toys often advertise during children’s TV programs on Saturday morning. Sellers of expensive clothing advertise in V ogue and other fashion magazines.9) Advertisers also need to think about people’s motivation—their reasons for buying something. What makes people buy one product but not another? There are many possible reasons: health, profit, love, entertainment, etc. A study of advertising can also be a study of psychology. 10) When we think about the products that people buy, we learn about their needs, wants, fears, and values.。
商务英语听说unit 14
As the sales director of China Import and Export Textile Company, I am responsible for responding to the product inquiry and making the initial price quotation. Recent years we have made a lot of deals with foreign companies. These companies have found that our products are popular in the market and the prices we quoted are reasonable. Therefore our business partners are increasing. In this case, we need to develop more favorable conditions. In our negotiation, discount is the buzzword. People talk about discount frequently. As our general guideline, we do not offer discount in our trade. However, in order to promote business, we offer discount to our business partners. In this way, we have gained much more trade opportunities.
Unit 14
Inquiry and Offer 询盘和报盘
Part I listening
高级商务英语 Unit 14
Notice how the following expressions are related to handshaking and gift-giving practice. firm or limp handshake, direct eye contact, shifty and untrustworthy, intensity and duration, loosen/unloosen one’s grips, bow, distance, ritual
parcel, label, position, equality, practicality, taboo, number, painting, propensity, unwrap, symbolically, well-intentioned gift, embarrassment, hatred, proper, repetition
2. Students learn identify cultural differences in initiating business contacts, in social entertainment and gift-giving practices, etc.
初级商务英语听说 unit 14 Sightseeing and Gifts
A Listen to the passage on gift-giving customs in Latin America, the Arab world and Japan. Find out the corresponding customs for each region / country and write their number down accordingly.
本人从事机械领域十余年对机械液压有着较强的故障判断能力
Unit 14
Sightseeing and Gifts
In this unit we will talk about
recommending sightseeing for your business clients’ weekend during his/her business trip
3.4 When is a gift a bribe? A Discuss these questions with your partners.
B Now listen to Mona Wesley, an American business consultant, talking about gift-giving and complete the following questions according to what you’ve heard.
plans to do some sightseeing during business trips
selecting suitable gifts for clients and colleagues
some gift-giving culture
1. Starting-up 2. Sightseeing 3. Gifts
剑桥商务英语第二版14a the call center
e.g. * a direct flight, ie without stopping or changing planes 直飞航班 * a direct train, ie that goes to a passenger's destination without stopping beforehand 直达列车
Unit 14a Direct service providers
Commission n. payment to sb for selling goods which increases with the quantity of goods sold 佣金; 回扣; 酬劳金
e.g. You get (a) 10% commission on everything you sell. 你可从售出的 每种货物中得到10%佣金. She is working for us on commission, ie is not paid a salary. 她按挣回 扣方式为我们工作（没有薪水）. They work on commission (= they are paid according to how much they sell) and so they try to sell you more.
Unit 14a Direct service providers
J: Why did the company decide to offer its products directly by phone and Internet rather than the used way through insurance brokers or high street shops?
新版剑桥商务英语高级第三版课后答案unit14
新版剑桥商务英语高级第三版课后答案unit141、21 In a few years' time, there ________ thousands of trees on the hill. [单选题] * A．will haveB．will be(正确答案)C．are haveD．have2、I paint a lot of pictures. [单选题] *A. 评论B. 注意C. 悬挂D. 画(正确答案)3、20．Jerry is hard-working. It’s not ______ that he can pass the exam easily. [单选题] * A．surpriseB．surprising (正确答案)C．surprisedD．surprises4、52．I'm happy to ________ a birthday card from an old friend. [单选题] *A．buyB．makeC．loseD．receive(正确答案)5、—Do you like to watch Hero?—Yes. I enjoy ______ action movies. （）[单选题] *A. watchB. watching(正确答案)C. to watchD. watches6、19．Students will have computers on their desks ________ . [单选题] *A．in the future(正确答案)B．on the futureC．at the momentD．in the past7、It is reported that the fire caused serious（）to that school building. [单选题] *A. damage(正确答案)B. destroyC. harmD.hurt8、16．Lily is a lovely girl. We all want to ________ friends with her. [单选题] * A．haveB．make(正确答案)C．doD．take9、Jeanne's necklace was _____ 500 francs at most. [单选题] *A. worthyB. costC. worth(正确答案)D. valuable10、I?have to?_______ my younger brother on Sunday. [单选题] *A. look after(正确答案)B. look upC. take careD. look out11、We are very hungry now. Can you _______ us something to eat? [单选题] *A. carryB. takeC. borrowD. bring(正确答案)12、He made ______ for an old person on the bus. [单选题] *A. room(正确答案)B. roomsC. a roomD. some rooms13、His new appointment takes（）from the beginning of next month. [单选题] *A. placeB. effect(正确答案)C. postD. office14、David ______ at home when I called at seven o’clock yesterday evening. （）[单选题] *A. didn’tB. doesn’tC. wasn’t(正确答案)D. isn’t15、You might not like the way Sam behaves, but please be kind to him. _____, he is your grandfather. [单选题] *A. After all(正确答案)B. Above allC. In allD. At all16、The relationship between employers and employees has been studied（）. [单选题] *A. originallyB. extremelyC. violentlyD. intensively(正确答案)17、Guilin is _______ its beautiful scenery. [单选题] *A. famous for(正确答案)B. interested inC. fond ofD. careful with18、Jim, we have _______ important to tell you right now . [单选题] *A. someB. something(正确答案)C. anyD. anything19、_____ whether robots will one day have vision as good as human vision. [单选题] *A. What is not yet knownB. It is not yet known(正确答案)C. As is not yet knownD. This is not yet known20、Tom didn’t _______ his exam again. It was a pity. [单选题] *A. winB. pass(正确答案)C. beatD. Fail21、In 2019 we moved to Boston,（）my grandparents are living. [单选题] *A. whoB. whenC. where(正确答案)D. for which22、Is there going to ______ a football match in the stadium next month?（）[单选题] *A. beingB. haveC. be(正确答案)D. having23、I arrived _____ the city _____ 9:00 am _______ April [单选题] *A. at, in, atB. to, on, atC. in, or, atD. in, at, on(正确答案)24、--_______ do you have to do after school?--Do my homework, of course. [单选题] *A. What(正确答案)B. WhenC. WhereD. How25、9．There will be a lot of activities at English Festival nest month. Which one would you like to ________? [单选题] *A．take part in (正确答案)B．joinC．attendD．go26、Three ______ died of water pollution last winter. [单选题] *A. hundreds of villagersB. hundred villagers(正确答案)C. hundreds villagersD. hundred of villagers27、—______ do you play basketball?—Twice a week.（）[单选题] *A. How often(正确答案)B. How muchC. How manyD. How long28、Many young people like to _______ at weekends. [单选题] *A. eat out(正确答案)B. eat upC. eat onD. eat with29、My sister _______ listen to music when she was doing her homework．[单选题] *A. used to(正确答案)B. use toC. is used toD. uses to30、9．—Will there be more cars in the future?—________. [单选题] *A．See youB．Well, I'm not sure(正确答案)C．You're welcomeD．Thank you。
商务英语Unit14参考答案
Unit 14 LeadershipPart I Business V ocabulary1 As we are one of the leading importers in this line, we are _______ D _____ to handle large quantities.A at a positionB of a positionC on a positionD in a position2 We offer you the following items _______D _______ your reply reaching here by May21 our time.A subjecting toB to subject toC subjects toD subject to3 ______ A _____ your prices be in line, you will find a ready market for the products.A ShouldB To provideC ProvidedD Provide4 We confirm our e-mail of yesterday, _______ C ________ as follows.A readsB readC which readsD which reading5 Our latest design has won worldwideB.A popularB popularityC popularlyD popularize6 Art. No. 823 enjoys the fame of wideC.A sellingB salableC salesD sell7 As the goods are __ A _ great demand we regret being unable to cover your requirements.A inB onC ofD having8 Your payment terms are Dto us.A agreeB agreedC agreementD agreeable9 We would suggest _______ B ______ your own interest that you fax us your acceptance as soon as possible.A withB inC forD at10 Their latest products are ______B ________.A on scare supplyB in short supplyC Not preparingD with abundant supply11 We cannot _________B________ our offer open for more than three days, so please fax us your acceptance immediately.A haveB leaveC remainD make12 We are _________ D ______ your letter of June 24 offering us 50 metric tons of Groundnut Kernels.A at receipt ofB on receipt forC in receipt forD in receipt of13 Some customers requested us to ______ D _______ our price because they considered it too high.A put downB get downC take downD bring down14 Great demand in the market resulted ______A_______ the increasing prices of the digital cameras.A inB fromC forD at15 _________ B ______ we appreciate your intention, we regret that we cannot entertain any fresh order.A AsB ThoughC MuchD So16 _________ B _________ we would like to supply you with the product, we are unable to fill your order.A As much asB Much asC Very muchD As17 __________ C ______ heavy commitments, we cannot accept any fresh orders.A SinceB BecauseC Owing toD As18 We are fully aware _______ A _______ the trouble you are faced with.A ofB inC atD /19 Increased productions results _____C _____ the adoption of new production method.A inB atC fromD on20 The Buyers demand that the goods _________ D _________ within a week.A must shipB should shipC must be shippedD be shippedPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 首席执行官ChiefExecutive Officer2 资本结构capital structure3 宗教价值观religious values4 语音邮件voice-mail5 信息量volume of information6 商业领导Business Leader7 现任职位present position8 个人素质personal qualities9 管理理念management style10 业绩记录trackrecord11 商业技能commercial skill12 营销战略Marketing Strategy13 决策decision-making14 现金奖励Cashreward15 年终奖end-of-year bonus16 职业发展计划career development plan17 销售代表SalesRepresentative18 股东价值shareholder value19 财富创造者wealth creator20 两位数增长Double-digit growthPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation onthe Answer Sheet. This part totals 20 points, two points for each sentence.1. The word “manager” has too often come to be synonymous with control.“经理”这一词总给人一种和控制相类似的感觉.2. The world will belong to passionate, driven leaders – people who not only have enormous amounts of energy but who can energize those whom they lead.世界将属于那些富有热情,干劲十足的领导人.不仅要有巨大的活力,还要能够激励他们领导的员工.3. Above all else good leaders are open. They go up, down, and around their organizations to reach people.最重要的是好领导都是开诚布公的。
国际商务英语教程第三版14-20单元课后答案.doc
14.1. 1 .Get letters, documents and packages delivered overnight.2.Handle nearly 2 million packages and documents per day3.Own a large number of airplanes, trucks and vans for handling delivery4.Ensure that most of its flights arrive within fifteen minutes of schedulee a combination of direct services and independent contractors for international deliveries6.Promote the company's record of efficiency and on time delivery7.Face intense competition from electronic mail8.Businesses need to be able to communicate quickly with employees around the world9.Offer international service to over one hundred countries10.An adverse impact which losses in international operations have on a firm's earningsII.Increase a company s fixed costs of international operations12.Experience poor sales performance due to very stiff competition13.Have difficulty in building a global infrastructure to support its operations14.Try to improve its services through more sophisticated computersIL 1.Businesses and individuals in the United States and the whole world benefit greatly from the overnight letter,document and package delivery service handled by Federal Express.2.Federal Express has up-do-date means of transport,highly efficient service centers and facilities, and loyal and hardworking employees, which ensures the quick and punctual fulfillment of its delivery service.3.To promote its delivery service, Federal Express motivates its employees by offering them excellent training and compensation, so that they have very high level of service and efficiency-4.Despite its remarkable business performance, Federal Express is faced with fierce competition from its rivals in its business operations, with the result of a considerable loss of its market share.5.Although it has experienced many difficulties and setbacks in its business operations, Federal Express is convinced that, by improving its service through more sophisticated computers and customer relations, it can certainly succeed in attaining further overseas expansion.Revision Exercises(LL.8-14)I.Lin 2.in 3.with 4.for 5. to 6.of 7.on 8.in 9.to 10. with 1 Lon12.with 13.from 14.of 15.by 16.inIL 1.along with 2.importers 3.ensure 4.advertise 5.establishing6.existing7.blueprint8.in contrast with9.in spite of 10.was subject to 11 .were aimed at I2.are likely to 13.prevailing 14.affect 15.regardless of 16.extentIII.1.the government will provide them with preferential loans and relatively cheap raw materials2.The central bank of that Latin American country is likely to3.has played a significant role in the rapid economic growth of this country4.specializing in die manufacture of transformers5.will lead to price fluctuations and a slowdown in the improvement in the living conditions of inhabitants6.has enabled China's existing industrial enterprises to raise labor productivity, increase output and improve product quality.7.will promote the economic development of Shanghai, the Yangtse Delta and the whole country8.on the basis of the trade agreements reached with them9.there is no doubt that their export value will decline obviously10.consisting of a group of renowned economists11 .amounted to 2 billion U.S. Dollars, an increase of 15 percent over the year before12.has created conditions for the further development and opening up of that city13.will contribute to the expansion of economic and trade cooperation between China and Spain14.regardless of any difficulties and risksIV.l.At that time, taking advantage of his participation in an export commodity fair in Los Angeles, the presentative of this company producing household electric appliances got acquainted with many foreign entrepreneurs and businessmen so as to create favorable conditions for the development of the company s overseas business in the future.2.As far back as the mid-1980s, the government made great efforts to build highway and communication facilities in that economic development zone in order to create conditions for the vigorous economic development in the 1990s and beyond.3.In order to further expand opening・up, the government has allowed the branches of foreign banks in China to conduct RMB deposit and lending business so that they can play an important role in China's economic development.4.With a serious shortage of foreign exchange, this Latin American country has continuously cut down on imports, leading to an inadequate supply of many machinery and equipment and raw materials and a sustained decline in industrial production in the country.5.The statistics issued by China's Customs General Administration show that, on November 20, 2004 China's total export and import value topped 1 trillion U.S. Dollars, which became a new milestone in the development of the country's foreign trade, implying that China will become the world s third largest international trader next only to the United States and Germany.6.The foreign exchange system recently promulgated by Bank of China is aimed at stimulating domestic enterprises to expand exports and increase export earnings and encouraging overseas Chinese to make more remittance to their motherland.7.Recently, the commerce minister of that country stated at a press conference that, on the basis of some regulations promulgated by the World Trade Organization, the country would soon negotiate with some developed countries about bilateral economic andtrade relations.8.At that time, despite its major economic difficulties, China still provided some less developed countries with economic and technological assistance and helped them overcome various difficulties.9.Foreign investors have benefited a lot from China's policy of opening up, because that policy has enabled them to invest in a country having a huge market and reap enormous profits.10.With China's further expansion of its opening-up, foreign companies are permitted and encouraged by the Chinese government to make investments in such industries as commerce, banking and insurance other than manufacturing.1 l.In recent years, as a result of utilizing foreign capital and advanced foreign technology, Chinas auto industry has developed steadily and its output and product quality have risen, so that it has not only met the growing needs of the domestic market but has also continuously expanded exports.12.That year, the heads of state of France, Germany and some other European countries visited China in succession and each of them was accompanied by a China visiting group consisting of nearly a hundred people including senior business executives, bringing about various types of Sino-European business cooperation including investments in infrastructure and the establishment of joint venture.13.In the late 1990s, manufactured exports of that developing country accounted for 60 percent of its total exports, as opposed to only 18 percent in the 1970s, reflecting the rapid development of that country's manufacturing and the evident rise in the international competitiveness of its manufactured goods.14.After entering the 21st century, the U.S. Economy obviously worsened, which was characterized by a substantial decline in its growth rate, a marked reduction in production and domestic market sales and a sharp drop in stock prices.15.The spokesman of the Chinese ministry of commerce recently told the press that the new measures adopted by the Chinese government not long ago were aimed at encouraging foreign investors to make investments in China's central and western regions.15.LI.International investments which are aimed at earning higher returns abroad2.Take advantage of higher returns on securities abroad to earn more money3.Buyers of foreign securities who expect yield maximization4.Take account of the great variability in the market value of foreign securities5.A sharp reduction in returns arising from the drastic fall in the market prices of foreign securities6.Measure the risk associated with investments in foreign stocks and bonds7.Higher returns on direct investments resulting from higher growth rates abroad8.Retain direct control over unique production knowledgerge corporations which do not want to license foreign producers10.Avoid tariffs and other restrictions imposed on imports11 .Large-scale direct investment made in manufacturing in foreign countries12.Obtain the necessary financing to enter a new foreign market13.Exert direct control over the operations of the subsidiaries around the world14.Facilitate and encourage multinational corporations1 direct investments abroadILL International investments consist mainly of international portfolio investment and direct foreign investments, with the former referring to portfolio investments in the form of purchasing stocks and bonds and the latter referring to undertaking production or other business activities.2.After the second world war, in order to maximize profits, industrialized countries made different types of direct investments in all parts of the world as well as making great efforts to increase merchandise and services exports.3.There is no doubt that developing countries1 abundant natural resources, cheap labour and various incentives will certainly attract developed countries1 large corporations to make enormous direct investments in those countries and enable them to reap huge profits.4.Since the 1970s, developed countries1 direct investments in developing countries have increasingly taken the form of establishing joint ventures with local capital so as to obtain preferential treatment and prevent their firms from being nationalized by the host countries.5.Many multinational corporations of major developed countries undertake production, processing and marketing on a global basis and their branches and subsidiaries spread all over the world.16.1.1. The competitive advantage of MNCs in international markets2.Maximize the company's annual sales3.The establishment of a global network of distribution4.Shift production facilities to low-wage nations and regions5.The possibility of obtaining foreign market information6.Provide its foreign subsidiaries with new-type machinery and equipment7.Some products are overpriced and some other products are underpriced8.Engage in developing and manufacturing high-technology products9.Impose(place) restrictions on the transfer of highly sophisticated technology10.Exercise strict control over the quality of products1 l.Do harm to die reputation and economic strength of the parent firm12. The loss of the technological lead of this multinational corporation13.Strictly observe the laws and regulations of the host country for foreign investment14.Bring about frictions and disputes between domestic and foreign enterprises ILL In the postwar era, the rapid development of multinational corporations resulting from the sharp increase in the foreign direct investments of major industrial countries played a significant role in the world's economic development.2.The steady increase in the number and strength of German, French and Japanese multinational corporations based on the rapid economic development of their owncountries has undermined the superiority of American multinational corporations.3.Many multinational corporations have exploited their huge production and distribution networks to engage in various speculative and unlawful activities and harm the host countries1 economic sovereignty and the legitimate interests of the public, in an attempt to seize enormous illegal earnings.4.In the early 1970s, on the basis of centralized management, International Business Machine Corporation provided its foreign affiliates with some operating autonomy so that they could adapt their marketing to the fast changing local economic and political situation.5.The American multinational corporation which undertakes production and distribution on a global basis is faced with serous difficulties in its operation arising from fierce foreign competition.17.LI. A joint venture in which two business entities from China and Japan have participated 2.Be against majority ownership and undivided managerial authority by a foreign partner3.Two basic factors determining the form a joint venture should take4.An American oil company formed a joint venture in the Middle East with a British oil firm for oil exploration in that region.5.The advantage arising from pooling the different resources and capabilities of each partner6.The local partner in a joint venture who is of some significance in the field7.The foreign partner who contributes production facilities to a joint venture formed by both the Chinese and foreign parities8.A joint venture formed with a local partner who operates in a related industryernment participation in joint ventures realized through government participation in the ownership of enterprises10.conflicting views and different ways of looking at problem that exist between the two partners11.Bring to the joint venture management their longstanding managerial practices12.Properly handle the interpersonal friction in the joint venture management13.E xplain to the other partner his headquarters* decisions in respect to the operations of the joint venture14.Have complete autonomy in every operating decision of a joint ventureILL An equity joint venture relates to an economic organization jointly invested and formed by its two partners and having the new and independent status as a legal person, and both partners share profits and losses according to their respective proportions of investment.2.The Law of the People's Republic of China on Joint Ventures Using Chinese and Foreign Investment promulgated in 1979, which was designed to attract foreign firms to make direct investments in China, was the first important foreign economic legislation enacted after the implementation of the open-up policy3.A joint venture formed by both its Chinese and foreign partners is an enterprisejointly invested by a Chinese and a foreign business entities, to which both partners can contribute cash,material objects(such as factory buildings, equipment and materials), industrial proprietary rights, knowhow and the right to use the site.4.A joint venture formed by both its Chinese and foreign partners, which enjoys operating autonomy, is endowed with such powers as laying out its scheme for enterprise development, drawing up its production and management programs, working out its plans for financial budget, profit distribution and labor and wages, and engaging managerial personnel.5.It is evidenced by practice that the establishment of joint ventures, which are new-type enterprises imbued with great vitality, contributes to the absorption of foreign capital, the introduction of advanced technology, and the promotion of the technological transformation of existing enterprises; the expansion of exports and the augmentation of foreign exchange earnings; and the absorption of foreign management experience and the improvement in the business management of enterprises.18LI. Every foreign investment proposal is examined by the Chinese authorities.2.Foreign direct investments which are in the best interests of China can be approved.3.Foreign companies have long coveted China's potential as a huge market.4.Both market size and resources are the motivation for investing in China by foreign investors.5.See Chian as the world's last big growth market6.Establish Special Economic Zones in which incentives to invest are given to foreign companies7.Of the total investment in a joint venture the Chinese and foreign partners own 51 percent and 49 percent respectively.8.A feasibility study that includes the type and quantity of product and target market9.Agreements between the two partners are presented to the Ministry of Commerce or local authorities for approval.10.Register to obtain a business license within a month of approval11.The application and approval procedure for a wholly foreign-owned venture is basically the same as that for a joint venture.12.The transfer of technology is conducive to an increase in the export competitiveness of Chinese enterprises.13.Achieve the foreign investors* objectives such as an increase in the returns on investment and in market share14.China is taking effective measures to further attract foreign investmentsILL In the past years, Chinas rapid economic growth and its peoples rising purchasing power have translated into huge consumer spending and market size, which is the main motivation for vigorously making direct investments in China by foreign companies.2.In recent years, many areas in China have given foreign investors the incentives which are consistent with the Chinese government's policy of further expanding opening-up and the measures they have taken are aimed at stimulating foreign companies toincrease their direct investments in China.3.In view of China's abundant cheap labour, foreign firms see their direct investments in China as a means of reducing costs, increasing international competitiveness and expanding exports to international markets.4.In the late 1970s, the Chinese leaders perceived that only by carrying out an open-up policy and attracting and utilizing foreign capital, technology and management methods rather than continuing economic isolationism could a rapid economic development be achieved.5.Since its establishment in late 1993, the economic development zone in China's Jiangsu province has accepted substantial foreign direct investments which are in the best interests of the nation and by the end of 2002, over 300 foreign-invested firms had been established there, including 52 firms with an investment of over ten million dollars each.19.LI. Foreign companies which are firmly established in Asia and China2.The most promising market in the Asia-Pacific region and in the world3.The acknowledged long-term center of business in China4.Foreign-invested enterprises whose primary objective is to participate in the vast China market5.The local growth and GDP are ahead of the country as a whole.6.Being greatly optimistic about business in the Shanghai area7.Offering very attractive incentives to foreign investors8.A great improvement in the infrastructure and investment environment in the Shanghai area9.Projects in such categories as high-technology, environmental protection and export orientation10.Foreign enterprises1 investment projects which enjoy preferential policies and regulations11.The convenient location and the improved quality of life12.Further open to foreign investment and international commerce13.Encourage and attract more trade and investment from the West14.More and more multinational corporations are placing senior executives in Shanghai ILL In recent years, as the infrastructure and investment environment in the Shanghai area have been greatly upgraded, foreign business people have been increasingly interested in engaging in trade and making direct investments in this area.2.Guided by the open-up policy, the local authorities of Shanghai have attached great importance to absorbing foreign funds, technology and managerial expertise, in an effort to contribute greatly to the city's economic development and prosperity.3.As foreign companies are optimistic about Shanghai's economic development and prospects, they intend to establish new enterprises and factories or increase investment in the existing enterprises in this city.4.In implementing the policy of absorbing foreign capital, the government of Shanghai provides high-technology and export-oriented foreign enterprises with various incentivesaimed at encouraging and promoting their development.5.With the constant perfection of Shanghai's investment environment and steady improvement in its quality of life, there is no doubt that the multinational corporations of many developed countries wish to be established in Shanghai.20LI. The overseas investment strategy of Chinese enterprises is related to their survival.2.Resolutely implement the overseas investment strategy of "going out and developing international markets M3.An important measure for Chinese enterprises to meet the challenge of economic globalization4.A shared vision and mission of an enterprise can motivate its members to strive for great success.5.Identifying an enterprise's purpose for overseas investments is a prerequisite for developing its strategic objective6.Invest overseas to exploit certain resources to meet domestic needs7.China heavily imports resources that are in abundant supply in the international market.8.Should consider setting up overseas production facilities for products that have reached a saturation point in the domestic market9.Should take into account whether overseas investment is more cost effective than the use of domestic resources10.Should take into account whether the investment environment is good in selecting the host country1 L Business leaders should identify die strengths and weaknesses of their enterprises through a careful analysis.12.Ensure the sustainable development of an enterprise and adapt to the fast changing environment13.To increase their international competitiveness, firms should make efforts to create strong brands.pete in price and quality with solid foreign companies in international market. ILL Since these mineral resources had long been in short supply in the domestic market and had high price fluctuations, at that time priority was given to these mineral resources in identifying the products of overseas investment-2.When the large Chinese television manufacturing corporation found out that the production costs of some spare parts and components of television sets were considerably lower in that neighbouring developing country than in China, it decided to set up a factory in that country to produce these spare parts and components and meet the needs of domestic production.3.To prevent the trade barriers of some developed countries from hindering the export of its products to them and expand its exports, the Chinese clothing producer decided to invest in those countries and set up factories and produce clothing there.4.In developing their overseas investment and operating strategy, Chinese multinational corporations should not focus only on profits and other immediate interestbut should take into account their long-term interests and strategic goals.5.Chinese multinational corporations should make great efforts to create and identify their strong brands and become involved in international competition in order to increase sales and strive for a larger market share.。
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After watching a football match with your clients, you may invite them to have a meal and discuss business. Make small talks before you get into any business item. Start discussing business after the appetizer 开 胃菜has been served and do not wait until dessert.餐后甜点
14.1 Taking a guest to dinner
Understand the basic information of business entertainment Understand the basic table manners;
Vocabulary
Entertain 1) to amuse or interest people in a way that gives them pleasure 娱乐 entertain somebody with something She entertained the children with stories, songs and drama. 2)to invite people to your home for a meal, party etc 招待; 宴客 Business entertainment 商务接待
Decline to say no politely when someone invites you somewhere谢绝；婉拒 decline an offer/invitation etc Mary declined Jay's invitation to dinner. decline to do something The court declined to review her case.
Business associate生意伙伴；业务联合 Social customs社会风俗；社会习俗
A. Speaking
Suggested answers: 1. Two colleagues visiting from an office in another country have been invited to someone’s home 2. Company canteen, colleagues 3. Coffee house, business partners
14.2 Making invitations
A. Presentation and listening
Which version is more polite and friendly?
First version
Bonillo: Bonillo. Perez: Hello. Mr Bonillo? B: Yes, speaking. P: This is Graciela Perez. I want you to have lunch with me at the Atlas restaurant next week. I want to discuss our new product with you. B: When? P: Are you free on Tuesday?
Hale Waihona Puke
B: No, I’m not. I’m busy. I haven’t got time. P: Well, Thursday then. B: Yeah, that’s OK. What time? P: 12:30. B: OK. See you at the Atlas on Thursday at 12:30.
tete-a-tete [‘teita:’teit] 两个人私下的谈话 One-on-one 一对一 Business style 商务风格
C. Reading
Answers 1T 2T 3F 4T 5T 6F
1. Why do we entertain our clients/associates?
和一场足球赛相比，一顿饭是更加亲密的商务讨 论的完美安排
Before the entertaining, invite the guests to your office for a cup of coffee and a boardroom 会议室 with presentation of the new products and services.
B: That’s very kind of you, but I’m afraid I can’t make Tuesday. I’ve got a meeting all day. P: That’s a pity. Does Thursday suit you? B: Yeah, that would be fine. What time? P: Shall we say 12:30? B: Yeah, that’s fine. Next Thursday at 12:30 at the Atlas. I’ll look forward to it. See you then.
If we want to entertain clients, what condition should we take into consideration?
The important criteria[kraɪ‘tɪərɪə]条件 to entertain a client.
1.Invite your guests early and give them time to respond. 2.Know which clients expect to bring their wife with them. 3. Don’t arrange events on or near public holidays. 4. It is a good idea to arrive at an event with your guests. ( Uncompanied guests may feel
What
kinds of activities do we usually have to entertain our business partners?
business dinner cocktail party鸡尾酒会 client appreciation banquet客户答谢宴会 wine tasting & food tasting品酒会 concerts or exhibitions演唱会、展览会 an sightseeing tour of the city charity ['tʃærɪtɪ] events慈善活动 sporting events运动项目 shopping trip购物之旅
uncomfortable.)
5. When there are several guests, ensure that there is one host for every two guests. 6. A meal is a perfect setting for more intimate business discussions than a football match.
Vocabulary
Invite to ask someone to come to a party, wedding, meal etc invite somebody to something Who should we invite to the party? invite somebody to do something Gail invited me to stay with her while her husband was out of town. Invitation
Unit 14 Entertaining
AIMS
1. Use social skills and cultural awareness in business and entertaining guests 2. Make and accept or decline invitations 3. Take a business associate to dinner
2.
How to entertain them?
We should decide Who we are going to entertain What activities we will do to entertain them and Where we will have the entertaining activities
After the entertaining activity, write and thank the clients for their attendance and enclose marketing brochures小册子with your firm’s services.
3.
How can you combine entertainment with business communication?
Second version (more polite and friendly)
Bonillo: Good morning. Victor Bonillo speaking. Perez: Hello. This is Graciela Perez. B: Hello, how are you, Ms Perez. P: Fine, Fine. Look, I’d like to discuss our new product with you. Would you like to have lunch at the Atlas some time next week? B: That sounds nice. When exactly? P: Well, how about Tuesday?