商務(wù)英語視聽說1-16單元和商務(wù)英語聽說下冊聽力原文

PAGEPAGE12商務(wù)英語視聽說Unit1PartIListeningandSpeakingTask1Q1.IamgraduatinginJunefromABCUniversityandmymajorishotelmanagement.Iamanoutgoing,energeticperson.Ienjoyteamworkverymuch.Aspartofmydegreeprogram,Ineededto

finishdifferentprojectswithmyteammates.Ipossessexcellentinterpersonalskillsandaverypositiveattitude.Mycareeraspirationistobecomeasuccessfulhotelier.DuringmyinternshipattheGrandHyatt,Iworkedasareceptionist.Mydutiesincludedofferingfriendlyandefficientcheck-inandcheck-outservicetoguests,answeringphonecalls,takingandpassingonmessagestoguests,IfindthatifIcanmaketheguestshappy,Iwillbeveryhappy,too.Q2.Ireceivedhonorsinseveralschool-wideEnglishandcomputercontests.Ienjoyworkingwithpeoplefromdifferentbackgrounds.Iamgoodatcommunicating,organizingandcoordinating.Ifsomethingblocksmypath,Iwilllookforasolution.Inevergiveupeasily.

SometimesIreceivecommentsthatIneedtoimproveintheareaoffiling.Iamnowtryingtoimprovebylearningfromothers.Q3.Interestandcareerdevelopmentaretwoofmycriteriainchoosingajob.Interestisthebestmotivation.Ilovethehotelbusiness,soIwilldefinitelydevotemyselftoit.Moreover,highjobsatisfactioncanbeattainedwhenthejobiswhatIaminterestedin.Careerdevelopmentisveryimportantfor

mewhenchoosingajob.FromwhatIknow,Shangri-Laprovidesequalcareeradvancementforallstaff.Thejobrotationplanandindividuallytailoredtrainingprogramarereallyexcitingandhelpfulforyoungpeoplelikeme.Task2Isthatyourwife,Mr.Carter?Sheissobeautiful.Avoidaskinginterviewerpersonalquestionsormakingpersonalcomments.Couldyoutellmehowmuchthenewjobpays?Theinterviewermightinferfromthesequestionsthatyouareonlyinterestedinyourownneedsandnotthoseoftheircompany.Waituntiltheemployerraisesthesesubjectstodiscussthem.Whataboutthepaidholidays,insurance,andthingslikethat?Howmuchtimewillittakeformetobepromotedhere?Butinwhichcitiesdoyouhaveyourbranches?Andwhereisyourcompanybased?Itisalsounwisetoaskaboutthingsyoushouldhavealreadyknown.Youareonlytellingtheinterviewerthatyouhaven'tdoneyourhomework.PartIILanguageFocusName:CaiNing

Personality:serious-minded;calm;humorous;easy-goingStrengths:theabilitytoworkwithalltypesofpeopleWeakness:perfectionist;impatientWorkexperience:sixyears’financialindustryexperiencewithseveralcompanies;twoyears’experienceinaninvestmentbankQualification:graduatedfromPekingUniversityin2021majoringinaccounting;fluentEnglish;bookkeepingandaccountingproficiencyinEnglish.Reasonsforleavinglastjob:wanttofindajobthatischallenging.Questionsaboutthejob:WouldIbeabletoworkabroadinoneofyouroverseasbranches?

PartIIIViewingandSpeakingVideo1Reasonsforjoiningthecompany

ItisoneoftheleadinginternationalconsultantcorporationswhichcametoChinaafterChinaenteredWTO.Workinginthiscompanywouldgivehimthebestchancetousewhathehaslearnedatuniversity.RelevantworkexperienceHewasinvolvedinafactoryrestorationinNanjing.QuestionsArethereanyopportunitiesforChineseemployeestobetransferredtotheheadofficeinNewYorkorotherbranchofficesaroundtheworld?ResultoftheinterviewChenBowillbenotifiedofthefinaldecisionbyFriday.

Video21.

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1)SalesManager

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3)BrandManager

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IVCaseAnalysisHint:Sheisnotlikelytogetthejobbecauseshedidpoorlyinthejobinterview.Thingswentwrong:1.Usefillerwords(“youknow”)toomanytimes.2.Bad-mouthformeremployer.3.Inappropriateanswerstointerviewer’squestions,eg,“Iwouldratherliketoestablishmyowncompany”4.Askinappropriatequestions,eg.“CanItaketimeoffforvacation?”5.Self-conceit—“Ihavenoweakness”.6.Toomuchemphasisontravel.ScriptsUnit2PartIListeningandSpeakingTask11)Ihaven’tseenyouforyears.2)Whatdoyoudonow?3)I’mintheResearchandDevelopmentDepartment.4)Iknewyou’ddosomethingverychallengingandcreative.5)Isometimesstayintheofficeafterworktodealwithunfinishedtasks.6)Iamstilltheaccountantofthatcosmeticscompany.Task21)personnelmanagement2)developingmarkets3)planning4)execution5)salestargets6)teamperformance7)customerbase8)customersatisfaction9)selecting,developingandmanaging10)cost-effective11)ontime12)ofgoodquality13)humanandmaterialresources14)trainingneeds15)continuousimprovementPartIIViewingandSpeakingVideo11.CarolineClinton:financialaccountsLucyWhite:dataprocessingAdaBalck:managementaccounts2.

Administration;Marketing;Engineering;ProjectPreparation;AccountingVideo21.

self-employedentrepreneur,buyer,LineSupervisor,AdvertisingExecutive,PublicRelationsManager2.

Names Likes DislikesJerome

makingalotmoremoney;havinglotsofindependenceindoingthings feelingtiredsometimesRobin havingbeentoalotofplaces toomuchtraveling;havingverylittletimetospendwithhisfamilyColin goodsalaryandbenefits noisyworkenvironment;seldomhavingtheopportunitytogooutFrank newchallenges;alotofexperience

Janet

meetingalotofnew&interestingpeople oftenhavingdinnerpartiesintheevening;havinglittletimewithherfamilyandbaby

Unit3PartIWarm-up1)ensuresmoothbusinesscommunication2)thepurposeofyourcall3)allthedocumentsyou’llneed4)scheduleaspecifictime5)alldistractions.6)confirmthatyouhaveunderstoodeachpoint.7)interruptions.8)strongaccent.9)yousoundpoliteandagreeable.10)theoptionalchoicemethod,11)lengthycalls.12)smilewhileyouaretalking.

PartIIListeningandSpeakingTask1FFTTFTFF

Task2LeavingamessageMessageNoteTo:LouisePaulsonFrom:PaulJacksonPhone:979-326-8965Message:RingbacktohimabouttheordertheyplacedlastFriday.Theyhavetomakesomechangestotheorder.It’surgent.Takenby:Roy

PartIIIViewing&SpeakingVideo11.

FFTTF2.

Message1)Willyoutellhimthatwe’vejustreceivedyoursampleofthenewassemblycoffeetableandarequitehappywithit?Message2)PleasetellMr.Matthewswe’requitehappywiththequalityanddesignofthetable,butthepriceistoohigh.Weneedsomenegotiationonit.Message3)PleaseinformMr.MatthewsthatIwon’tbeabletogettoyourcompanyearlyonSaturdaybecauseoftherailstrike.Iprobablywon’tarriveuntilthatafternoon.

Video21.1)A2)C3)C4)C5)B6)C

2.1)“Holdon,please.I’llconnectyou.”2)“I’mafraidyou’vedialedthewrongextension.”3)“Oh,sorrytohaveinterruptedyou.CanyougivemeHenryMiller’sextension,please?”4)“I’mverysorry,Ididn’tnoticethat.I’llputyouthroughrightnow.Pleasewaitaminute.”5)“It’smeagain—Ms.Mandel.I’mstillhavingtroublegettingthroughtoHenryMiller…Canyouhelp?”6)“Oh,I’mterriblysorryforthetrouble.”Unit4Task11Formal*Goodafternoon,I’dliketocallthemeetingtoorder.*Firstofall,let’sdiscuss…2Informal

*OK,everyoneishere…*So,whydon’twestartwith…3Informal*Right,youknowwhywearehere.*Maybeweshoulddoitlikethis…4Formal*WelcometoBCG,andtowhatIamsurewillbethebeginningofamajornewalliance.*Todayourpurposeisto…5Informal*Right,let’sgetdowntobusiness…*Isuggestwedealwiththat…6Formal*Well,gentleman,it’sapleasuretobeheretoday…*I’dliketostartwith…Task21)Arriveatthemeetingaheadofschedule.2)Considerusingataperecorder.3)Useaconsistentformat.4)Followtheagenda.5)Beconcise.6)Listspecificoutcomes.7)Afterthemeeting,writeameetingreportfromyournotes.PartIIViewing&SpeakingVideo1FFFTFVideo21)Tofigureoutthereasonforthesalesdropandtheactionstobetaken.2)Thesalespeoplearenotverymotivated.3)No,becausethesalesquotasareprettyhigh.4)Heproposestolowerthequotas.Unit5PartIListeningandSpeakingTask1CBBCATask21)dailyroutineintheoffice2)whetherthevisitorhasanappointmentornot3)greetthevisitor4)thevisitor’sname,titleandposition5)apologizeandmakesomesuggestions6)expressregretandexplainwhy7)date,time,nameandthefirmthevisitorworksfor.8)considerateandwarm9)keepthevisitorfullyinformedofthesituation.

PartIIViewingandSpeakingVideo11)Georgeistravellingonbusiness.2）Hewillstayforaboutaweek.3）Hehasbeeninvitedtoattendthetradefairbyhisbusinessassociates.4)Hislaptopcomputerisinthebag.It’sduty-free.5)No,goodforpersonaluseratherthancommercialusearenotsubjecttoduty,andtheyarewithinthelimit.Video21.F

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10.FUnit6PartIListeningandSpeakingTask11.wearehiringfor2.businesssoftwareandconsultingservices3.4,0004.largecorporations5.90milliondollars6.prettyfast7.298.alargeprojectforabankTask2CompanyProfile1)MonicaLi2)ManagerofthePRDepartmentofOracleChina3)enterprisesoftwarecompanyintheworldthefirst4)globalsoftwaregiantinChina5)19776)California7)42,0008)11billiondollars9)1989;setupBeijingOracleSoftwareSystemsCo.Ltdin10)1991.11)Chengdu.12)educationandsupportservices.

PartIIViewingandSpeakingVideo1BADECVideo2ThethingsthatJoanCopperdoesbadlyShedoesn`tconsidertheaudienceShedoesn`thaveclearobjectivesHerpresentationisn`twell-preparedThereisn`taclearstructure(beginning,body,end)shedoesn`tspeakclearlyshedoesn`tspeakattherightspeedshedoesn`tmaintaineyecontactwiththeaudienceshedoesn`tappearconfidentandpositivethevisualaidsaren`tclearandhelpfulshedoesn`tusetheequipmentprofessionallyUnit7PartIListeningandSpeakingTask1120CM130CM43KG54KG6KM/H1.smaller2.people-friendly3.armmovement4.heavier5.itscontroller6.atwill7.totalcontrol8.turnTask2SmallandelegantEasytosetup:allyouneedisatouch-tonephone;aseasytouseasmakinganormaltelephonecallFull-colormotionvideo;adjustablepicturesetting;goodaudioquality;previewmode;privacymodeOnaspecialofferPartIIViewingandSpeakingTask11.Price2.discount3.after-salesservice3.money-backguarantee4.delivery5.warrantyTask21.$22002.threeyears3.224.205.freeforthreeyears,$150/yearafterthreeyears6.withinthreeweeks7.within24hoursUnit8PartIListeningandSpeakingTask11.remainedflat2.wentup3.rosereachedapeak4.updowndroppedTask2Thegrowthtrend morethan37% thepersistenthighprice RMB48million accountedfor 40.6% domesticroutes RMB16869millionPartIIIViewingandSpeakingVideo1Task1.increasedsignificantly2.opened3.droppedby50%4.continuestorise5.growsfast6.developedVideo2Task1ABDFGTask21.annualfit3.totaloutputofwashingmachines4.marketshareofrefrigeratorsUnit91.ListeningandSpeakingTask1FFTFFTTask2newreputationworldleadersladdies’sclubs835latest2.ViewingandSpeakingVideo1TaskCBCACVideo2TaskACBABUnit101.ListeningandSpeakingTask1sampletradetermsscopeofitsbusinessinitiatingthebusinessnegotiationprocessclassifiedgeneralinquiriesquotationsforcertainarticlespackingconditionsspecificinquiriesregularcustomersgeneratedrepresentativeTask21)Steelscrewsinallsizes.2)Becausethesupplierisabletosupplylargerquantitiesatmoreattractiveprices.3)CIF.4)Helooksforwardtothesupplier”soffer.2.ViewingandSpeakingVideo1Taskrenttohisguestsquotearoundthecorneraletterofcredit$650010percentage$7850twotothreeweeksVideo2TaskCACBCUnit111.ListeningandSpeakingTask1firmorderacceptancetermsandconditionstermsofpaymentbindabidebyterminatearbitrationTask2BCAB2.ViewingandSpeakingVideo1haveaproblemwithprotectscostdecorativeEuropeantastesLong-distanceSalesIncreaseretailersLogoVideo2BranGiftsZWS10A1000Cartons$18XG7bownboxSeptember10,2021Toronto110%oftheinvoicevalueagainstallrisksConfirmed,irrevocable15thQuanlityandQantityUnit12ListeningandspeakingTask1:BanktransferthebeneficiarythepayinginstructionslocalbankwhenthesizeofpaymentisnotattractiveenoughtheshippingdocumentscreditratingexporterTask2:Applicant1beneficiary824openingbank7confirmingbankVideo1task:Alumpsumpaymentpaymentbyinstallmentscashanddelivery advancepaymentfinalacceptanceonemonthofthefinaldeliveryVideo2task:AustraliaSB-87654US$5000052100allowedJanuary18.2021beneficiary’s15daysUnit13ListeningandspeakingTask1:CompetitivepricegettothemarketmarketingchannelsendusersLoseoutTask2:Within3monthsafterthecontractissignednoinJulyinmid-JuneShippingspacefullybookedVideo1task:Partofourworkshop10daysabackingofordersfullcapacityInstalledSeptember20thguaranteewon’tbecompleteonwardtransportThelastpossibledateVideo2task:TFFTFUnit14ListeningandspeakingTask1:TheinsurancecompanyortheshippingcompanyCompleteandclearproofprovidedbycompetentinvestigatingauthorityBymakingarefundandcompensatingforotherdirectlossesorexpenses,sellingthegoodsatlowerprices,orreplacingthefaultygoods.Task2:Complaint1:Davidbrown3adistributionAlmost30%ofthegoodsweredamagedinonewayoranotherwithdrawpaymentuntilasolutionhasbeenworkedoutcallhimbackComplaint2:Mrs.McCallACCcompanyqualitynotthesameasthesamplessendthewholelotback0181-993-4215:30Video1task:Lodgedaclaim15setswerebadlydamagedroughhandlingbytheshippingcompanytakethematterupwiththemingoodconditioncarelesshandlingatsomestagepriortoshipmentsurveyreportreplaceall15setsassoonaspossiblesettleyourclaimimmediatelyyourcooperationVideo2task:Because15casesofgoodstheyreceivedwerebadlydamaged.BecausethedamagewasduetoroughhandlingintransitandthecontractisbasedonFOB.Toturntotheinsurancecompanyforcompensation.Unit151.ListeningandSpeakingTask1Thecompany’sdetailedmarketingstrategypotentialnewmarketsthecompany’sproductspromotionalprogramsadvertisingcampaignsexhibitionsestablishingclosercontactswithconsumersincreasingsalespublicityprogramscustomers’supportraisepublicawarenessofthecompanythecompany’ssalesprogramstrainingprogramshowtoimprovetheirsalesperformancemonitorthemarketshareTask2anydemandanycompetitionTestingselectedcustomersiftheylikeitornotsmallerpartsinwhichpartorsegmentyou’regoingtosellyourproductAdvertisingtargetcustomersbudget2.ViewingandSpeakingVideo1Task1Potentialmarketcompetitionsales-profitanalysisadvertisingmarketingstrategyTask2marketshareentryofnewcompetitorsyoungpeople$1800000$180000006percentradioandTVtheNetfashionmagazinesVideo2TaskNo.Howmanystaffmembersdoyouhave?Inasmallcanteen.Aretheyhappywiththefoodservedinthecanteen?Becauseofalimitedselectionofdishes.Unit161.Warm-upSloganBSloganFSloganDSloganASloganCSloganE2.ListeningandSpeakingTask1ACBTask2Influenceconsumerstobuyaremindertoconsumersaninnovationbyalteringtheperceptionsofconsumers3.ViewingandSpeakingVideo1CBACAVideo2Itreachesthetargetmarketthroughtherightmediaatrighttime.Itismadetothetastesofthetargetcustomers.Ittellsaninterestingandshockingstory.Itdrawstheaudience’simmediateresponse.UnitOnePartIIListening&Speaking1IListening1.Listentothepassageandfillintheblanks.1) Thedevelopmentandexpansionofabusinessdependsoncustomers,fornocustomermeansnobusiness.Thereforeitisveryimportanteitherforanewlyestablishedfirmoranoldonethatwishestoexpandnewmarketsorenterintonewfieldsofbusinessactivitiestoestablishbusinessrelationswithprospectivedealersinimportandexportbusiness.Butbywhatmeanscanabusinessmangetallthenecessaryinformationaboutanewmarketandanewcustomer?Suchinformationisusuallyobtainablethroughthefollowingchannels:a.banks,b.ChamberofCommerce,c.CommercialCounselor’sOffice, d.CommercialAttaché,e.businesshouse,f.consultant,g.tradedirectory,h.adsinthemedia,i.marketinvestigation,j.tradefairsandexhibitions,k.inquiriesfromforeignmerchants.2.Listentothepassageandfillinthemissinginformation.WelearnedfromtheCommercialCouncilor’sofficeoftheEmbassyofthePeople'sRepublicofChinainBritainthatyouarealeadingexporterofsilkgarments.Wearealargedealerintextilesandbelievethattherewillbeagoodmarketinourcountryformoderatelypricedtextiles.Therefore,youarekindlyrequestedtosendusacopyofyourillustratedcatalogueswithdetailsofyourpriceandtermsofpayment,andsamplesofthedifferentqualitiesofthematerialsused.3.Listentothedialogueandanswerthefollowingquestions.A:MayIspeaktothemanageroftheexportingdepartment?B:Hello.I’mZhangMing,themanageroftheexportingdepartment.A:Hello.ThisisJohnSmithfromCarterTradingCompanycallingfromLondon.IgotyourphonenumberfromtheCommercialCounselor’sOfficeoftheChineseEmbassyhere.IlearnedthatyouaretheleadingexportersofChinesetoys.B:That’sright.WhatcanIdoforyou?A:Weareinterestedinthestuffedtoys.Thesetoysareverymarketablehere.WeareabigsupplierfortoysintheU.K.I’mthinkingthattheremightbesomeopportunitiesbetweenus.B:Doyouhaveanythingyouareparticularlyinterestedin?A:Tobefrank,Iknowlittleaboutyourtoys.CouldyousendmeyourbrochuresandillustratedcataloguessothatIcanhaveaclearideaofyourproducts?B:Sure.MayIhaveyourmailingaddress?A:Ofcourse.Mymailingaddressis…4.Listentothepassageandcompletethenotes.Anenquirycanbemadebytelephone,fax,ore-mail.Ifyouneedtogivemoreinformationaboutyourselforaskthesupplierformoreinformation,youneedtowritealetter.Thecontentsofthislettershouldinclude:howwellyouknowthesupplierandthetypeofgoodsyouareenquiringabout.Youneedtotellthesupplierwhatsortofcompanyyouareandhowyouobtainthetelephonenumberorthee-mailaddressofthesupplier.Itisnotnecessarytogivealotofinformationaboutyourselfwhenaskingforbrochures,cataloguesorpricelists.Butdoremembertosupplyyourtelephonenumber,faxnumber,e-mailaddressortheaddressofyourcompany.Itwillbehelpfulifyoucanbrieflypointoutanyparticularitemsyouareinterestedin.Whenaskingforgoodsorservices,youneedtobespecificandstateexactlywhatyouwant.Youmightwanttoseewhatamaterialoritemlookslikebeforeplacinganorder.Mostsuppliersarewillingtoprovidesamplesorpatternssothatyoucanmakeaselection.However,fewwillsendacomplexpieceofmachineryforyoutolookat.Inthatcaseyouwillbeinvitedtovisitashowroom.Nevertheless,ifitispractical,asktoseeanexampleofthearticleyouwanttobuy.Usuallyasimple“thankyou”issufficienttocloseanenquiry.However,youcouldmentionthatapromptreplywouldbeappreciated.Youcanalsoindicatefurtherbusiness,orotherlinesyouwouldbeinterestedinifyouthinktheycouldbesupplied.Ifasupplierthinksthatyoumaybecomearegularcustomer,ratherthansomeonewhohasplacedtheoddorder,hewouldbemoreinclinedtoquotecompetitivetermsandofferconcessions.PartIIIListening&Speaking2IListening1.Listentotwopassagesandcompletethenotes.1)Usually,enquiryisanactionundertakenbybuyerstogettheproducts’informationbeforepurchasing.Itisnotonlyoneofthemostdirectwaystoacquireproductdetails,butalsoastartingpointoftheformalcontactsbetweenbuyersandsellers.Whenmakinganenquiry,besidesthepricesofgoods,buyersmayaskformoreinformationsuchasthespecificationsoftheproduct,packing,deliverydateandthetermsofpayment.Inanenquiry,buyersshouldclearlyexpresswhatkindofinformationisneededandunderwhatconditionsthedealcanbemade.Anenquiryshouldbebrief,specific,courteousandreasonable.Theanswerstoanenquiryshouldbeprompt,definiteandhelpful.Eachenquiryisasalesopportunitytofosterapotentialbusinessrelationship.2)Usually,anenquiryofferstherecipientnoimmediaterewardoradvantagebeyondtheprospectofafuturecustomerorthemaintenanceofgoodwill.Therefore,yourenquirymustbewordedinsuchawaythattherecipientwillresponddespiteahecticschedule.Todothis,youmustmakeyourenquiryeasytoanswer.Firstofall,youshoulddecideexactlywhatyouwantbeforeyouwrite.Thisshouldincludethespecificinformationthatyouneedaswellasthecourseofactionyouwouldlikeyourreadertotake.Considerthisrequest:DearSirorMadame:Pleasesendusinformationaboutyourofficecopierssothatwewillknowwhetheronewouldbesuitedtoourtypeofbusiness.Yourstruly,Therecipientofthisletterwouldbeatatotallosstorespond.Otherthansimplysendingabrochureorcatalogue,he/shecouldnotpossiblyexplaintheadvantagesofhercompany’smachineswithoutknowingyourcompany’sneeds.Youhavenotmadeiteasyforhim/hertoact.Suchanenquiryshouldincludespecificquestionswordedtoelicitspecificfacts.Sincethemanufacturerofcopiersmaymakedozensofmodels,theenquiryshouldnarrowdownthetypeyourcompanywouldconsider.DearSirorMadame:Weintendtopurchaseanewofficecopierbeforetheendofthismonth.WewouldliketoconsideranRBMcopierandwonderifyouhaveamodelthatwouldsuitourneeds.Ourofficeissmall.Andacopierwouldgenerallybeusedbyonlythreesecretaries.Werunapproximately3,000copiesamonthandpreferamachinethatusesregularpaper.Wewouldlikeacollator,butrarelyneedtorunoffmorethan25copiesatanyonetime.Wewouldalsoliketoknowaboutyourwarrantyandrepairservice.Wehopetohearfromyousoon.Sincerelyyours,Notehowtherevisedlettermakesiteasierforyourreadertorespond.Youhavegivenaclearpictureofwhatyouarelookingfor,sohe/shecandeterminewhichofthecompany’sproductsmightinterestyou.Moreover,bymentioningtheREASONforenquiry,youmotivateherresponse.(YourintendedpurchaseisarealpotentialsaleforRBM.)Finally,bylettinghim/herknowWHENyouintendtobuy,youhaveencouragedhim/hertoreplypromptly.2.Listentoaletterofinquiryandfillinthemissinginformation.DearSirs,ThankyouforyourinquiryofMay20.Wearenowpleasedtosendyouourquotationforcottonbed-sheetsandpillowcases.Alltheitemsquotedaremadeof100%cottonandcanbesuppliedinarangeofdesignsandcolorswideenoughtomeettherequirementsinyourmarket.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoreceivingyourordersoon.P.S.Enclosedisacopyofourcatalogueaswethinksomeofourotherproductsmightbeofinteresttoyou.Yourssincerely,UnitTwoPartIIListening&Speaking1IListening1.Listenandwritedownthefollowingquotations.(1)AUD100perdozenEXWGuangzhou(2)CAD200perkilogramFCAGuangzhou(3)EUR137persetFOBShanghai(4)JPY597perunitFASShanghai(5)HKD167perpieceCFRHongKong(6)SGD463permetrictonCIFSingapore(7)USD800persetCPTGeneva(8)CHF2,629perkilogramCIPGeneva(9)USD325persetDeliveredatSino-Mongolianfrontier(10)EUR317perpieceDESMarseilles(11)GBP500perunitDEQLondon(12)EUR386permetrictonDeliveredat5MapleRoad,(13)EUR1,000permetrictonDeliveredatMapleRoad,2.Listentothepassageandfillinthemissingwordsorexpressions.1) Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftimeoranon-firmofferwhichismadewithoutengagementandissubjecttotheseller'sconfirmation.Usuallyanofferwillincludethefollowing:(1)nameofthegoods,(2)qualityorspecifications,(3)quantity,(4)detailsofprices,(5)discounts,(6)termsofpayment,(7)timeofshipment,and(8)packingsoastoenablethebuyertomakeadecision.Abuyermayrejectthetermsandconditionsinthenon-firmofferandcounterofferhisowntermsandconditions.Thisprocessofoffer→counteroffer→counter-counter-offeristheprocessofbargaining.2) Pricingisoneofthemostimportantandcomplextasksinbusiness,andevenmoreofaproblemwhenlinkedwithexporting.Anexportershouldsellhisproductsatapriceacceptabletothecustomersand,atthesametime,generateenoughrevenuetocoverallitscosts.Appropriatepricingisnoteasy,whichrequiresmuchskillandmustbetreatedseriouslyandcarefully.Thefollowingpointsarethefactorstoconsiderinarrivingatapotentialprice:(1) Haveagoodknowledgeoftheinternationalmarketlevel,establishallrelevantmarketdataoncompetitivepricesforsimilarproductsandevaluatethem.(2) Whilereferringtotheinternationalmarketsituation,considerthepoliciesandregulationsthatapplytoaparticularmarketarea. (3) Onthebasisofinternationalmarketlevel,adjustpricesaccordingtotheexporter’sspecificpurposesortheimporter’srequirements. (4) Astheworldmarketmayfluctuatewiththechangeofsupplyanddemandpattern,itisimportanttowatchthechangeofsupplyanddemandrelationshipandthetrendofrisingorfallingofthemarketprices. (5) Yourpricemustincludeadequateprofitmarginoveryouractualproductionanddistributioncost,etc.(6) Thequalityandquantityoftheproductscontracted,transportationcosts,placeandtermsofdelivery,etc.willalsoinfluencethedeterminationofexportprices.(7) Methodofpaymentofgoodsandthepossiblefluctuationsofforeignexchangeratesareotherfactors