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1、Unit One Part 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 he wishes to buy. 2A 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 I
2、I 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 an
3、d exhibitions2. Listen to the passage and fill in the missing information.the Commercial Councilors 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?
4、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
5、 him brochures and illustrated catalogues.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 of information about yourself; any particular items you are interested in 2) specific and state exactly what you want; sample
6、s or patterns; invited to visit a showroom3) a prompt reply would be appreciated; a regular customer; quote competitive terms and offer concessionsPart III Listening & Speaking 2I Listening1. Listen to two passages and complete the notes.1) an action undertaken by buyers; to acquire product details;
7、 the prices of goods; the terms of 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 to respond; without knowing your companys needs; should narrow down the type your company would co
8、nsider; 3,000 copies a month; 25 copies at any one time; what you are looking 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 youIIInt
9、erpreting(1)A: Were 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 g
10、ood 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 are subject to our final confirmation.(2) A: Good morning, sir. B: Good morning. Ive seen your catalogue and Im
11、 interested in your Flying Pigeon Bicycle. I think this type of bicycle will have a ready market in Canada. This is a list of my requirements. Could you quote us your lowest price CIF Vancouver? A: We generally quote on a FOB. basis. Just a moment. Ill work it out for you.(3) A: Hello! B: Hello! Ive
12、 seen your catalogue and Im 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 are. B: Im very pleased with your products. Im cons
13、idering 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
14、 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 require
15、d, 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 does ensure decisions are made by the right people.5. Generally the steps are estimating, pricing, and proposal.Unit Two Part I Lead-in1. Match the following currencies with their abbreviationsAustralian Dollar A
