1、1商务英语作业题Unit One Establishing Business Relations一 语汇练习Complete the following dialog. A: I havent seen you for quite a long time, Mr. Hong. How are you?洪先生，很久没有见到您了。您好吗？B: Fine, thank you. Welcome to the Fair. Did you find anything interesing ?很好，谢谢。欢迎您到交易会来。您发现什么感兴趣的东西吗？A: Of course, Im interested i
2、n your electrical appliances . .当然，我对你们的电器产品感兴趣。B: Thank you. Compared with competing products , ours is smaller and lighter. Take this walkman for example.谢谢。同其它竞争产品相比，我们的产品比较轻巧。比如说这个随身听。A: Yes, I can feel that . Well, I also notice the look of the walkman is different from the other products.是的，我能
3、感觉得到。同时我注意到这个随身听的外观和别的不一样。B: Yes. We believe the excellent quality will keep the customers happy, and the new look will make them notice them more.是的。我们相信优良的质量会让顾客让满意，全新的外观则会更加吸引他们的注意。A: So you are very confident about the quality of your products ?这么说你们对你们产品的质量非常有信心啦？B: You are right. We always pay
4、 attention to improving our quality. I can assure you that these products stand competition well .您说对了。我们一向重视提高产品质量。我们保证这些产品经得住考验。答案：Complete the following dialog. A: I havent seen you for quite a long time, Mr. Hong. How are you?B: Fine, thank you. Welcome to the Fair. Anything particular you are i
5、nterested in or Did you find anything interesting?A: Of course, Im interested in your electrical appliances.B: Thank you. Compared with competing products, ours is smaller and lighter. Take this walkman for example.A: Yes, I can feel that . Well, I also notice the look of the walkman is different fr
6、om the other products.B: Yes. We believe the high （ excellent, superior） quality will keep the customershappy, and the new look will make them notice them more.A: So you are very confident about the quality of your products?B: You are right. We always pay attention to improving our quality. I can as
7、sure 2you that these products stand competition well.二 实用表达练习Whats the English for the following products? Write them down.1. 视听产品 2. 电子玩具 3. 服装 4. 苏绣 5. 医疗设备 6. 化妆品 7. 电器设备 8. 瓷器 答案：Whats the English for the following products? Write them down.1. audio-visual products2. electronic toys 3. garments4
8、. Suzhou embroidery5. medical instruments6. cosmetics 7. electrical appliances8. ceramics三 翻译练习Translate the following dialog.A: 多么漂亮的纺织品展览啊！(display textiles) B: 谢谢。本省的丝绸工业有很长的历史了。其湘绣产品在世界上享有了好的声誉。 (embroidery, well established) A: 我知道。我从事湘绣的进口业务已有十几年了 。(specializing in, embroidery) B: 哦！我们有许多品种供您选
9、择。请看这边，这儿有些流行款式。(wide varieties, fashionable patterns) A: 如果你们的价格有有竞争力，贸易条件优惠的话，我可以考虑向你们购买。(competitive, favorable) B: 太好了！我希望我们之间能做很多生意。(business, be conducted)答案：A: What a beautiful display of textiles!B: Thank you. The silk industry in this province has a long history, and Hunan embroidery has be
10、en well established in the world. A: So I ve heard. I have been specializing in exporting Hunan embroidery for more 3than ten years.B: Oh! We have wide varieties for you to choose from. Look here, please, There are some fashionable patterns. A: I could consider buying from you if your price is compe
11、titive and the trade terms arefavorable.B: Thats great. I hope a lot of business will be conducted through between us.四 听力练习Part A Focus ListeningDirections: You will hear some Email addresses from the tape. Please write them down:1._2._3._4._答案：1. R2. 3. peterunix.lancs.ac.uk4 shirleymailbox.gu.edu
12、.auPart B DialogDirections: How many people are there in dialogue C FACE TO FACE? Who makes each of the following remarks? Please complete the following:There are _ people at the meeting. They are: _, _ and _. SPEAKER REMARK1 T. Wang Im here to _2 T. Wang I have an appointment _3 Rec. Your name plea
13、se?4 Rec. Ill tell Mr. Wright that_45 Rec. Mr. Wright will be out to meet you _6 C. Wright You must be _7 C. Wright Please call me _8 Tom Wang Please call me _9 Wright Lets have _10 Wang That sounds fine.答案：three Receptionist Charles Tom SPEAKER REMARK1 T. Wang Im here to see Charles Wright2 T. Wang
14、 I have an appointment for 10 oclock3 Rec. Your name please?4 Rec. Ill tell Mr. Wright that you are here.5 Rec. Mr. Wright will be out to meet you in a few minutes6 C. Wright You must be Tom Wang7 C. Wright You can call me Charles8 Tom Wang Please call me Tom9 Wright Lets have some coffee in my rece
15、ption office10 Wang That sounds fine.Part C PassageC1. Directions: Listen to the passage, and decide whether the following statements are true or false .1. Business communication is an important part in conducting a trade ( )2. Business communications are carried out by money. ( )3. Business communi
16、cations are either by writing or verbally.( )4. When it is done verbally, the usual means are by letters, cables and telexes. ( )5. Through verbal communications trading transactions are 5concluded in large amounts at Fairs in Guangzhou. ( )答案： 1-T 2- F 3 -T 4 -T 5 - TC2. Directions: Listen to the p
17、assage again, complete the following sentences.1. It is the dealing between the seller and the buyer in order to reach agreement on the _, _, _, _ and other terms or 1 2 3 4conditions of a sale.2. Business talks are also held at _ where businessmen are allover the5world can _one another over _and _
18、trading.6 7 83. In order to come to an agreement during a business communication the following terms are talked over, such as the description of the goods , their quality, quantity, _ , _, _ , _ ,payment, inspection, claims disputes 9 10 11 12and arbitration.答案： 1. the price 2. quantity 3. quality 4
19、. payment 5.international fairs 6. negotiate with 7.export 8. import 9.packing 10.price11.shipment 12.insuranceUnit Two Inquiry 一 语汇练习Complete the following dialog: A: Were quite_ your Drawn Works. How about the supply position?我们对你们的抽纱制品很有兴趣。供应情况怎么样？B: For most of the articles in the catalogue, we
20、have good _.目录中的大部分商品的货源都很充足。A: Heres our _. Youll find the required_ all here.6这是我们的询价单。所需要的品种、规格和数量都在上面。B: Thanks. Ill _ it and let you have our_ tomorrow.谢谢！我把这询价单研究一下，明天报实盘给你。A: I dont need to remind you that the market has become very_. 我不需要提醒你市场的竞争很剧烈。B: Youll find our prices very _.你会发现我们的价格非
21、常优惠。A: Thats fine. By the way, _ ?那很好。顺便问一下，你们是报离岸价还是到岸价？B: Either can be done, though we usually quote _.报哪种都行，不过我们一般是报到岸价。A: Then would you please _ ?那请你报包括百分之五佣金在内的到岸价行吗？B: Certainly. We can _. 行，我们可以替你把这价格算出来。答案：A: Were quite interested in your Drawn Works. How about the supply position?B: For m
22、ost of the articles in the catalogue, we have good supply.A: Heres our inquiry list. Youll find the required items, specifications and quantities all here.B: Thanks. Ill look into it and let you have our firm offers tomorrow.A: I dont need to remind you that the market has become very competitive.B:
23、 Youll find our prices very favorable.A: Thats fine. By the way, do you quote FOB or CIF?B: Either can be done, though we usually quote on CIF basis.A: Then would you please make your prices CIF5%?B: Certainly. We can work them out. 二 术语和实用表达练习 Please write down the full name and its Chinese equival
24、ent of each international trade term.EXWFCAFASFOBCFRCIFCPTCIPDAFDESDEQDDU7DDP答案：EXW: Ex Works 工厂交货FCA: Free Carrier 货交承运人FAS: Free Alongside Ship 船边交货 FOB: Free On Board 船上交货CFR: Cost and Freight 成本加运费CIF: Cost, Insurance and Freight 成本、保险费加运费CPT: Carriage Paid To 运费付至CIP: Carriage and Insurance Pai
25、d To 运费、保险费付至DAF: Delivered At Frontier 边境交货DES: Delivered Ex Ship 目的港船上交货DEQ: Delivered Ex Quay 目的港码头交货DDU: Delivered Duty Unpaid 未完税交货DDP: Delivered Duty Paid 完税后交货三 翻译练习Translate the following sentences into English.1. 这种商品型号很多，你们要哪一种？(particular product, model)2. 如果需要的话，我们可以按你们的要求，接受特殊订货。(specia
26、l orders)3. 我对你们的化工产品很感兴趣，请你是否能就下列产品报给我纽约港的到岸价。(to be interested in, quote)4. 这是我们的报价单，单上详列了全部销售条件。(sales terms and conditions.)5. 贵省所产的台布在我国市场上十分畅销。(have a ready market)答案：1. For this particular product, there are many different models. Which model do you want? 2. If you want / If necessary, we acc
27、ept / take special orders according to your requirement.3. Im very interested in your chemical products. Could you quote us CIF New York on the following products?4. Here is my quotation sheet with all the sales terms and conditions.5. The tablecloths made in your province have a ready market in our
28、 country.四 听力练习Part A: Focus ListeningDirections: You will hear 10 sentences. Please fill the missing parts in the blank spaces 8in the following form according to what you hear. Listen to the part again when it is necessary.A list of countries and their ports, capitals and languages:No. Name of the
29、 CountryCapital Language Main Port(s)1 Canada Ottawa English( )Halifax 哈利法克斯St. John 圣约翰( )温哥华( )魁北克市2 The peoplesRepublic of BangladeshDacca达卡( )孟加拉语( )( )吉大港3 ( ) Brussels布鲁塞尔Flemish佛拉艺语French( )安特卫普( ) 根特4 ( ) Brasilia巴西利亚Portuguese ( )勒西腓Rio de Janeiro里约热内卢( )桑托斯5 ( ) ( )圣地亚哥Spanish Valparaiso瓦尔
30、帕莱索( ) 阿里卡Antofagasta安托法加斯塔6 China Beijing Chinese Dalian ( ) Tianjin Shanghai Qingdao( ) Huangpu Guangzhou ( ) 97 Cuba ( )哈瓦娜( ) Havana 哈瓦那( )西思富戈斯8 Egypt Cairo 开罗 ( ) English( )亚力山大Port Said 赛德港( )苏伊士9 ( ) ( )格达ArabicEnglish( ) 巴士拉10 ( ) New Delhi Hindi 印地语English( ) 孟买Calcutta 加尔各答( )马德拉斯答案：No. N
31、ame of the CountryCapital Language Main Port(s)1 Canada Ottawa English(French)Halifax 哈利法克斯St. John 圣约翰(Vancouver )温哥华(Quebec city )魁北克市2 The peoplesRepublic of Bangladesh孟加拉国Dacca达卡(Bengali)孟加拉语(English)(Chittagong)吉大港3 (Belgium)比利时Brussels布鲁塞尔Flemish佛拉艺语French(Antwerp )安特卫普(Ghent) 根特4 (Brazil)巴西Br
32、asilia巴西利亚Portuguese (Recife )勒西腓10Rio de Janeiro里约热内卢(Santos )桑托斯5 (Chile)智利(Santiago)圣地亚哥Spanish Valparaiso瓦尔帕莱索(Arica) 阿里卡Antofagasta安托法加斯塔6 China Beijing Chinese Dalian 大连(Xingang) 新港Tianjin 天津Shanghai 上海Qingdao 青岛(Zhan jiang )湛江Huangpu 黄埔Guangzhou 广州(Qinhuangdao) 秦皇岛7 Cuba古巴(Havana )哈瓦娜 (Spanis
33、h) Havana 哈瓦那(Cienfuegos )西思富戈斯8 Egypt埃及Cairo 开罗 (Arabic) 阿拉伯语English(Alexandria)亚力山大Port Said 赛德港(Suez )苏伊士9 (Iraq )伊拉克 (Baghdad )巴哥拉 ArabicEnglish(Basrah ) 巴士拉10 (India)印度New Delhi新德里Hindi 印地语English(Bombay)孟买Calcutta 加尔各答(Mardrass )马德拉斯Part B DialogDirections: Listen to the dialog, and write down
34、 the exact sentences which are used to mean the following.111. What do you prefer in your coffee?_2. Hows that?_3. OK_4. Theyre obviously a good buy._5. I think that the prices are a bit too much._6. Were done this sort of thing for a long time._7. Youll find that our equipment is very good._8. That
35、 is certain._9. I want to think about it._10. I need to consider the price._答案：1. How do you like your coffee?2. What do you say?3. Fine with me.4. As you can see theyre quite competitive.5. They look a little high.6. Weve been in this business many years.7. Youll be happy with our machine tools.8.
36、You can count on that.9. Let me consider that.10. Ive got to think about your price. 12Part C: Passage C1 Directions: Listen to the passage and fill the number you get from the tape into the right column.Brand Speed Size of Engine Gas Mileage Price1) XX-17car2)Sunrise-700 truck1._in 6 seconds2. _6.
37、3. on the highway4. in the city5._ 7 ._ 答案：1. 80 km/h 2. 2 500cc 3. 80 mpg 4. 40 mpg5. 10 850 6. 3 000cc 7. 12 500C2. Directions: Listen to the passage again. Put check marks beside the characteristics of each new model according to the information you hear on the tape.Characteristics XX-17 Sunrise-
38、7001. It can reach speeds of 80 km/h in 6 seconds2. The steering turns are no problem3. It has the advanced, anti-locking brake system4. 2 500cc engine5. gas mileage 40 in the city6. 4-cylinder engine7. engine 3 000 cc8. the solid, four-wheel drive9. the futuristic body style10. aerodynamic and appe
39、aling13答案：Characteristics XX-17 Sunrise-7001. It can reach speeds of 80 km/h in 6 seconds 2. The steering turns are no problem 3. It has the advanced, anti-locking brake system 4. 2,500cc engine 05. gas mileage 40 in the city 06. 4-cylinder engine 7. engine 3000cc 0 8. the solid, four-wheel drive 0
40、9. the futuristic body style 0 10. aerodynamic and appealing 0 Unit Three Offer and Counteroffer 一 语汇练习：Complete the following dialog:A. _, it would be very difficult for us to_ your product at the price offered. 说实在的，我们很难按所报的价格去推销你们的产品。B. Our price is _ the world market. Its workable.我们的价格与世界行情相一致，
41、是可行的。A. We have been approached by other _ with offers about 10% lower than yours. 其他供货商给我们来的报价要比你们的低百分之十左右。B. 10% lower? Its impossible. Have you compared our product with theirs? Are they _ ? 低百分之十？那不可能。你们把我们的产品和他们作比较了吗？是同一个档次的货吗？A. But the _ shouldnt be as big as 10%. Well have to _ other supplie
42、rs if you dont make some reduction. 但是价格也不应该相差百分之十呀。如果不减少一点的话，我们不得不去找别的供货商了。B. What would that be in your mind?你想要减多少？A. A reduction of 5% is only _. 减去 5%无论如何也是合理的。B. Im afraid youre asking _ 5% reduction is out of the 14question. We can never go _ that. 恐怕你开口太大了。百分之五根本不能考虑。我们决不可能减去那么多。A. Then how
43、much can you _ ?那么你们能减去多少？B. To help you sell our product, well _ and reduce the price by 2%.为了有助于你们推销我们的产品，作为例外，我们减去 2%。A. I sincerely hope a transaction can be _. Im ready to move another step forward. Lets _ and meet each other halfway. 我真诚地希望能做成一笔买卖，我愿意往前再走一步。让我们采取折衷办法均摊差额吧。B. I appreciate what
44、you said. As a gesture of our good will, we accept your_.我很赞赏你的话，为了表示我们的良好愿望，我们接受你出的价格。答案：A. To be frank, it would be very difficult for us to market your product at the price offered. B. Our price is in line with the world market. Its workable.A. We have been approached by other suppliers with offers about 10% lower than yours. B. 10% lower? Its impossible. Have you compared our product with theirs? Are they in the same class? A. But the price gap shouldnt be as big as 10%. Well have to turn to other suppl
