听力文本商务英语

UNIT 1

Task 2 Inappropriate questions in job interviews

Mr Carter: Come in, please

Yang: Good morning, sir. i'm Karen Yang.

Mr Carter: Good morning, Miss Yang. I am Kevin Carter, the Administration Manager. Take a seat, please

Yang: Oh, is that your wife, Mr Carter? She is so beautiful

Mr Carter: Thank you Ah. Miss Yang, i've gone through your resume. l'd like to ask you

some questions now, if you don't mind

Yang: Of course not. Please go ahead

Mr Carter: Well, can you tell me why you would like to work as a medical representative with us? Yang:I really like this kind of work, and having been a doctor for three years, I want to

apply for this position for a change

Mr. Carter: don't you think it's a pity for you to leave your present job?

Yang:To some extent, it is. I have learned a lot in the hospital. But I would like to try a

different kind of life. By the way, could you tell me how much the new job pays?

Mr Carter: Sure. There is a five-month probationary period and you can only get RMB2,000

for each month. After that, we’ll determine your salary according to your performance. Yang:Oh, I see. Then, what about the paid holidays, insurance, and things like that?

Mr. Carter: Every employee in our company enjoys life insurance and unemployment insurance. In addition, they enjoy two-week paid holidays

Yang:That sounds fine. How much time will it take for me to be promoted here?

Mr Carter: i'm not sure. It depends on your ability and performance. Maybe we'll send you

to one of our branches, if you like

Yang:No problem. I hate staying at one place all the time. But in which cities do you

have your branches? And, where is your company based?

Mr Carter: Our company is based in New York, with branches in many cities, such as Philadelphia, Beijing and London

Script

Cai: May I come in?

Ms, Smith: Yes, please.

Cai:Good morning, Madam. My name is Cai Ning. I am coming to your company for

an interview, as requested

Ms Smith: Fine, thank you for coming, Miss Cai. Please sit down. I am Anne Smith, Assistant Manager for the Personnel Department.

Cai: Nice to see you, Ms Smith

Ms Smith: Nice to meet you, too. Would you like to have a cup of coffee or tea?

Cai: Tea is fine. Thank you.

Ms. Smith: i've read your CV. It looks good. Now, I wonder if you can tell me more about

yourself, for example, your personality.

Cai:Well, I think I’m a serious-minded girl. Vm calm and I don't Panic in a crisis. I like

jokes and have a good sense of humor. And l also enjoy working with all kinds of

people. I can even get along with people who are bad-tempered or something like that

Ms. Smith: Well, then, what do you consider your strengths and weaknesses?

Cai:Strengths and weaknesses? Well, I think my ability to work with all types of

people is a particular strengthMy weakness? Er, I suppose 'm a little bit perfectionist. I’m quite oft en dissatisfied with what i've done I always think i can do it better or in a different way.

Ms Smith: I wouldn't call that a weakness. i'd call that a strength

Cai: Well, apart from that, I suppose sometimes I am not patient enough.

Ms Smith: Now, can you tell me about your past experience?

Cai:I have six years financial industry experience, working for several companies. For

the past two years, I have been working in an investment bank

Ms Smith: What qualifications have you had for this position?

Cai:I graduated from Peking University in 2001, majoring in accounting. I speak

fluent English and I can deal with bookkeeping and accounting in English quite well

Ms Smith: Why did you leave your last position?

Cai: I want to find a job that is challenging, where I can grow

Ms. Smith: Now, is there anything else you'd like to ask me?

Cai:Yes. If I get this job with HDC, would I be able to work abroad in one of your

overseas branches?

Ms Smith: Oh, yes, certainly. Our staff regularly does six-month placements in other branches. Cai: Oh, that's great

Ms Smith: Right, time Is pressing, Im afraid, so thank you very much for coming to see me

and well be in touch with you before the end of the week

Cai: Thank you for seeing me

Ms Smith: Goodbye.

Cai:Bye

Script

Chen: Good morning, Ms Mandel

Ms Mandel: Good morning. Sit down, please.

Chen: Thank you

Ms. Mandel: You are Chen Bo, arent you? I am Cathy Mandel, Director of the HR Department. Chen: Yes, i'm Chen Bo. Nice to meet you, Ms Mandel

Ms Mandel: Nice to meet you, too. i've gone through your resume and would like to know more about you.

Chen: Thank you for your interest in me

Ms Mandel: To start with, would you like to tell me a bit about yourself?

Chen:Sure. i'm a senior student at Guangdong University of Finance. I expect to

graduate this summer. My major is international finance.

Ms Mandel: So, why did you choose our company

Chen:As far as I know, your company is one of several leading international consultant corporations which came to China after China entered WTO. I think working here

would give me the best chance to use what i've learned at university.

Ms Mandel: As a major in international finance what do you think you can do in consultancy? chen:Well, I know how to tackle problems. For example, I know I must first analyze

the problem and work out its major cause. Then I will be able to search for ways

to solve it from the available data.

Ms Mandel: Sometimes data is not enough. Have you got any relevant experience in this field? chen:Last year during the probationary period, I was involved in the restoration of a

factory in Nanjing. I really

learned a lot from the experience, especially how to assess people's strengths and abilities.

Ms Mandel: Can you cope with hard work under pressure and in a tough environment?

chen:No problem. I don't care about pressure or the environment as long as I enjoy the work

Ms Mandel: Good. Now, do you have any questions to ask?

Chen:Yes, i've got one. Are there any opportunities for Chinese employees to be

transferred to the head office in New

York or other branch offices around the world?

Ms Mandel: Um, probably. I think you are likely to be sent to work in an overseas branch to

get experience later on once you've proved your worth

Chen:Oh, great. If i'm accepted, I will do my best for the company

Ms Mandel: I wish you luck! we' l notify you of our final decision by Friday

Chen: Thank you, Ms Mandel. Goodbye

Ms, Mandel: Goodbye

viewing

Script

Wang: May I come in?

Mr White: Yes, please do

Wang:Good morning, sir. My name is Merry Wang Yve come for an interview, as requested.

Mr White: Nice to meet you, Miss Wang. I am Harry White, Director of the HR Department. I was expecting you. Please,

take a seat.

Wang: Thank you.

Mr White: Well, Miss Wang, you are applying for the position of Sales Manager, right? How did you know about our company?

Wang: I got to know your company from your TV commercials. They are elaborately

designed and produced, and leave me deep impression. And in the summers of1997 and 1998 I w orked as a salesgirl for your company in Guangzhou.

Mr White: Really? that's good Then you must know something about our company

Wang:Yes, a little. Your company is very famous. Your cosmetics and skincare products

are very popular with women all over the world

Mr White: Huh, that's right Miss Wang, can you tell me which university you attended? Wang: Sun yat-sen

Mr White: And what degree have you got?

Wang:I have a bachelor's degree in business administration

Mr White: How is your English? You know, some staff members in our company areAmericans, so

conversational English is very important.

Wang:I Passed TEM 8 at college, and I am good at oral English. I think I can communicate

with Americans quite well

Mr White: Good. I know you are now with United Butter. What is your chief responsibility there? Wang:Ive worked there for five years, since I graduated from college. Two years ago, Iwas appoint ed Brand manager-responsible for the Panda line of biscuits

Mr White: Why do you want to change your job?

Wang:I want to change my work environment, seek new challenges and broaden my experience. that's why I want to move into sales.

Mr White: What do you think is the most important qualification for a salesperson?

Wang:I think it's self-confidence and quality products

Mr White: I agree with you. What salary would you expect to get here?

Wang:Well, I would leave it to you to decide after you consider my abilities. My current

annual income at United Butter is 150 thousand. But, er,... could you tell me a

little more about what the job entails?

Mr White: You would be in charge of all the sales activities, for all hair products in northeast China. This would involve market analysis, client service and development, sales

promotion, and regular customer satisfaction surveys. you'd report directly to the

Regional Sales Director. Do you have any other questions?

Wang: Yes, only one. When can I have your decision?

Mr White: I need to discuss with other board members. we'll notify you of our decision as

soon as possible. but... to be honest, you seem to be a good candidate with the

right kind of experience and personality. you're high on my list

Wang: Thats good! Thank you, Mr White. I look forward to hearing from you. Goodbye

Mr White: Goodbye.

UNIT 2

Task 1 How is your job?

1. Script key

Sherry: Daniel, it's you! 1) lhaven't seen you for years. How are you doing

Daniel: Very well, thank you. And you, Sherry

sherry: Not too bad. I heard youve got a new job. So, 2) what do you do now?

Daniel: I am an engineer in a large international car corporation now

Sherry: Oh, that's nice! Which department are you in?

Daniel: 3) i'm in the Research and Development Department

sherry: That sounds great!

Daniel: Yes, it's really a very exciting and rewarding Job. At the moment, we are designing a

new type of car.

Sherry: Oh, really? Youve always been clever, Daniel. 4)I knew youd do something very challenging and creative. Do you need to work overtime?

Daniel: Not really, I just work regular hours most of the time. But on Friday nights, 5) sometimes stay in the office after work to deal with unfinished tasks

Sherry: Well, Daniel, you must come and see me sometime and tell me all about it over a

cup of tea.

Daniel: I certainly will. What about you, Sherry? How is your job?

Sherry: 6)lam still the accou ntant of that cosmetics company…

Task 2 Describing jobs

Script

Jack: Hi. Ym Jack. i'm the manager of the Research Development Department. I’ve been

in this position for three years. I have to manage all aspects of the product development process, including resource allocation, budget requirements and personnel management.

I have to work with marketing teams to analyze the needs of the developing markets and direct our work accordingly. i'm responsible for creating and managing the R&D teams and the overall planning, execution, and success of the projects.

Janet: i'm Janet, Sales Manager of R&T Company. Since I was promoted to the position of manager four years ago, i've been engaged in various responsibilities. My responsibilities include: developing sales strategies; achieving sales targets; recruiting and training sales

staff: supervising and motivating team performance; expanding the customer base and ensuring high levels of customer satisfaction

Stanley: Hi, i'm Stanley. As the manager of the Production Department, 'm responsible for selecting, developing and managing a highly competent and motivated staff of employees, ensuring that production is cost-effective and the products are produced on time and of

good quality. Moreover, I have to work out the human and material resources needed. I'm

also responsible for identifying the training needs of our staff and cultivating a culture of continuous improvement in all aspects of manufacturing.

Script

President: Good afternoon, everyone! This is Robin Copperfield, the new vice

president of our company. He will be in charge of the accounting work.

Let,'s give him a warm welcome

Robin: Thank you!

President: Mr. Copperfield is an expert in the field of accounting. So, it is a pleasure

for us to have him here. Now, Mr Copperfield, I'd like to introduce the vice

presidents and managers to you

Robin: it's OK, thank you!

President: This is May Bates, Vice President in charge of the Administration Department

and the Neighborhood Service Department.

Robin: Nice to meet you, Ms Bates.

Ms Bates: Nice to meet you, Mr Copperfield

President: And this is Dennis Hayes, Vice President in charge of the Marketing

Department and the Sales Department.

Dennis Hayes: how do you do, Mr. Copperfield? Glad to meet you

Robin: Glad to meet you, Mr. Hayes

President:And this is. oh, where is Andrew Jefferson?

Robin:Mr. Jefferson? i've met him before. I heard he is one of the secrets of this company's success Everyone was raving about what a great job he's done

May B

President: Uh. speak of the devil .. Mr. Jefferson has just arrived

Mr. Jefferson: Hi, Mr Copperfield, good to see you again

Robin: Good to see you again. Mr. Jefferson

Mr. Jefferson: Sorry, i'm late I was talking to a client.

Robin: Oh, that's OK How many departments are you in charge of, Mr. Jefferson?

Mr. Jefferson: Four: Research Development, Engineering, Contract Budgets, and Project Preparation

Robin: No wonder you're so busy.

President: Mr. Copperfield, there are three managers who report directly to you, and they are all ladies. So, ladies, can you introduce yourselves?

Ada Black: i'm Ada Black, responsible for management accounts

Caroline Clinton: I’m Caroline Clinton, responsible for financial accounts

Lucy White: I’m Lucy White, responsible for data processing

Robin: Oh, good. Nice to meet you all, ladies

Viewing

Script

Robin: what's your job now, Jerome? Do you still work for that wholly funded American company

Jerome: No, I left it three years ago. I have my own business now

Frank: Gee, that's great! How do you feel as a self-employed entrepreneur? Jerome: I feel good. I can make a lot more money than before and I have a lot of Independence in doing things. But, sometimes i get tired. As you know, it's not

very easy to run a business on your own. What about you, Frank? What are you doing now？

Frank: i've worked for several companies. After graduation, I went to a private compars Then a year later, I changed to a sino-japanese joint-venture enterprise and

worked as a sales assistant. Two years later, I moved on to a computer company

and worked in export sales. And now, Im an advertising executive

Colin: Oh, you are a real job-hopper. Why have you changed jobs so often?

Frank: I’m always interested in new challenges. I know changing Jobs frequently can be a waste of a company's human resources, but i'm gaining a lot of experience

How is your job, Colin?

Colin: i've been working for the PMC Textile Plant since I graduated. Two years ago, V was promoted to Line Supervisor.

Frank: Do you like your job?

Colin: The salary and benefits are OK, but I don't like the work environment. You no the workshops are very noisy sometimes. Also, I don't often get an opportunity

to go anywhere. I hate staying in the same place all the time. You often travel on business, right, Robin?

Robin: Yes. As a buyer, I must travel to purchase stock. i've been to a lot of places.

Colin: Maybe I should think about becoming a buyer.

Robin: Mm. everything has two sides. I get fed up with traveling. Nowadays, want

to spend more time with my family.

Janet: HI, guys, may I join you?

Everybody: Sure. Have a seat

Janet: you enjoy getting together, don't you? What are you talking about?

Robin: Jobs. What kind of job do you have, Janet?

Janet: i'm the Public Relations Manager in a holding company

Colin: Do you enjoy it?

Janet: Yes. What I like about it is that I can meet a lot of new and interesting people Robin: How about your working hours?

Janet: that's the trouble. I usually have to work overtime, because I often have di

parties in the evening. I don't get enough time with my family and baby

UNIT 3

2. Script key

Good afternoon. Today I'm here to talk about how to make effective business calls. Telephone communication is common nowadays, therefore, how to 1)ensure smooth business communication gets increasingly important. Now i'd like to introduce some tips on making proper business calls. First, you should know 2)the purpose of your call in advance Make sure y ou have 3)all the documents you’ll need before you dial. One important thing we should not overlook is time schedule. Try to 4)schedule a specific time for calls Before you make the call, be sure that you get rid of 5)all distractions. For example, turn off the radio television, etc When making the call, listen carefully and 6)confirm that you have understood each point. don't pretend you have understood when you haven’t. Another thing we should keep in mind is: let other people speak and try to avoid 7)interruptions, Speaking slowly and clearly is important. Try to avoid 8)strong accent. Besides, make sure 9)you sound polit

and agreeable. Remember that you should not argue! Use 10)the optional choice method, such as "Which is better, Monday or Tuesday?"Morning or afternoon "Ten or eleven a.m.? And, of course, try to make your call brief. Avoid 11)lengthy calls. Additionally, don't try to be funny-you may be misunderstood. The last tip you should bear in mind is to 12)smile while you are talking. Your listener can "hear" your smile.

Task 1 Making a call

Script.

Office Assistant: Good morning. Luck Promotions. May I help you?

Mike: Hello, this is Mike Twist from Smooth Communication. Could I speak to

Steve Turner, please?

office Assistant: Just a moment, please

Steve: Hi, Mike. it's nice to hear from you. How's the English weather

Mike: it's pretty good for this time of year. what's it like in New York?

Steve: Not good, i'm afraid

Mike: that's a pity! 'm planning to come by next week

Steve: Really? Well, you' ll come by and see us while you're here, I hope.

Mike: That’s what I’m phoning about. i've got a meeting with a customer Boston on Thursday next week. I was hoping we could arrange to meet either before or after that

Steve: Great. That would give me a chance to show you the convention center

Mike: that's what I was thinking

Steve: You said you have to be in Boston on Thursday? That’s the 7th?

Mike: That’s right. I could stop over in New York on the way-that would be Wednesday. Would that be possible?

Steve: Ah, i'm afraid I wont be in the office on Wednesday.

Mike: Er, well, the other possibility would be to arrange it after I leave Boston

Steve: When do you plan to leave Boston?

Mike: Either Thursday afternoon or Friday morning, but I would like to catch a flight back to London on Friday evening.

Steve: OK. Well, it would be best for us if you could fly in on Friday morning. I will pick you up at the airport, and then I could show you the convention center . If there's time, you could come back to the office and we'll run through any of the details that still haven't been finalized Mike: That sounds good. Just as long as I can get back to the airport for my evening flight Steve: No problem. Look, why don't you fax me your information once you've confirmed your flight? Then well get back to you with an itinerary for the day that’s Friday the 8th, right? Mike: that's right Good. Well, i'll do that and I look forward to seeing you next

week

Task 2 Leaving a message

Script

Operator: Hello, ABC Co Ltd. How can I help you?

Paul: This is Paul Jackson of Grand Company. Can I have extension 3421?

Operator: Certainly, hold on a minute and i'll put you through Louise Paulsons office.

Roy: This is Roy speaking

Paul: This is Paul Jackson calling Is Louise in?

Roy: i'm sorry. she's out at the moment.

Paul: When will she be back?

Roy: I’m afraid she won't be back soon. Can I take a message?

Paul: Yes, could you ask her to call me at 979-326-8965. I need to talk to her about the

order we placed last Friday. i'm afraid we have to make some changes to the order

Tell her it's urgent.

Roy: Could you repeat the number please

Paul: Yes, it's 979-326-8965 and this is Paul Jackson.

Roy: Could you spell it?

Paul: p-a-u-l, Paul, j-a-c-k-s-o-n, Jackson. Paul Jackson

Roy: Thank you, Mr. Jackson. i'll make sure Louise gets this as soon as possible

Paul: Thanks, bye

Roy: Bye

Viewing

Script:

Receptionist: Hello, International Sales

Mr. Schulz: Hello, this is Mr. Schulz here, calling from England

Receptionist: Yes, Mr. Schulz, who do you want to speak to?

Mr. Schulz: i'd like to speak to Mr Matthews.

Receptionist: Fine. Hold the line, please, i'm connecting you now.

(connected)

Miss Perez: Hello. Mr. matthews' office. Who’s calling please?

Mr. Schulz: This is Mr. Schulz calling from England. Can I have a word with Mr Matthews

Miss Perez: I’m afraid Mr Matthews isn't available He’s gone to Hong Kong on business

for a few days

Mr. Schulz: When do you expect him back?

Miss Perez: he'll be back on Friday afternoon. Is it urgent?

Mr. Schulz: Yes

Miss Perez: Can I take a message for him?

Mr. Schulz:

Yes, please. Will you tell him that we’ve just received your sample of the new assembly coffee table and are quite happy with it?

Miss Perez: Sure. it's very kind of you to say so. Can we expect an order from you?

Mr. Schulz: that's why i'm making the call. Please tell Mr Matthews were quite happy

with the quality and design of the table, but the price is too high. We need

some negotiation on it.

Miss Perez: OK, Mr. Schulz. Anything else?

Mr. Schulz: One more thing. Please inform Mr Matthews that I wont be able to get to

your company that early this Saturday because of the rail strike. it' probably be afternoon before I arrive.

Miss Perez: No problem, i'li give him the message

Mr. Schulz: Thanks

Miss Perez: you're welcome. Goodbye

Viewing

Script

First attempt

Receptionist: Good afternoon, this is DNN. How can I help you?

Ms. Mandel: Good afternoon. Id like to speak to Mr Miller, please.

Receptionist: Mr Miller? Hold on, please. i'll connect you

connected

Leo Miller: Mr Miller speaking. who's calling please?

Ms Mandel: This is Ms Mandel from BCM. Is this Henry Miller?

Leo Miller: What? Henry Miller? No, this is Leo Miller, in the Sales Department. Henry Miller is in the Customer Relations Office. Im afraid you ve dialed the wrong extension

Ms Mandel: Oh, sorry to have interrupted you. Can you give me Henry miller's extension?

Leo Miller: Sorry, I haven't got a directory on hand now. Would you mind calling the switchboard again? i'm sorry not to be of more help.

Ms Mandel: Oh, OK. It doesn’t matter. i'll call back to the receptionist. Thank you, anyway. Second attempt

Receptionist: Good afternoon. How can I help you?

Ms Mandel: Good afternoon. This is Ms Mandel again. I’m afraid you gave me the wrong extension just now. I want to speak to Henry Miller, not Leo Miller

Receptionist: Oh, there are two Mr Millers in our company. m very sorry, I didn’t notice that.

i'll put you through right now. Please wait a minute.

Ms Mandel: OK. i'm holding

(Phone rings. Nobody answers the phone. Ms Mande/ hangs up the phone.)

Third attempt

Receptionist: Good afternoon. How can I help you?

Ms Mandel: it's me again-ms Mandel I’m still having trouble getting through to Henry Miller. No one is answering his line. I really need to talk to Mr Miller as soon as possible. We placed an order with you last week, but we have so far heard nothing about it. it's a rush order, and we need it urgently. Can you help?

Receptionist: Of course. i'll go and find him and ask him to ring you immediately. There may be a problem with his line.

Ms, Mandel: OK, thank you so much.

Fourth attempt

(Mr. Miller is in his office. The phone line is connected.)

Ms Mandel: Hello, Mr Miller, this is Ms Mandel. Thank you for ringing back. You are hard to get hold of.

Henry Miller: Oh, Im terribly sorry for the trouble. I was in a meeting and left my cellphone in my office.

Ms, Mandel: Oh, OK. Mr Miller, i'm calling you about…

UNIT 7

Part II Listening and Speaking

Task 1 An introduction to Honda ASIMO robot

Script:

On November 20, 2000, from Honda Motor Company comes a small, lightweight humanoid robot named ASIMO which is able to walk in a manner like a human beings ASIMO stands for "Advanced Step in Innovative Mobility. It is an amazing product which can be helpful to humans as well as be of practical use in society Compared to honda's previous walking robot P3 made in 1997, ASIMO is smaller, lighter and more people-friendly designed P3 is 160cm tall and weighs

130kg while ASIMOS height is only 120cm and its weight is reduced to a mere 43kg. aslmo's special features include more advanced walking technology, simple operation and an expanded range of arm movement.

In December 2005. Honda debuted its new ASIMO model. This model is 10cm taller and 1 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to mow carts and other objects around at will. And, with a newly developed total control system, it can act as a receptionist, or even deliver drinks on a tray The new ASIMO is also more agile than its predecessor, as it is able to run at 6km/h, and even turn while running.

Task 2 A videophone

Do you have friend or colleagues, would members you like to see more ofen? When you phone colleagues, would you like to see their faces? The ViaTV Desktop videophone means that you can call!

As you can see, it's small elegant and ideal for the office or home, even for business trips.

it's very easy to set up: all you need is a touch-tone phone. You don’t need a computer or any special software. Its also very easy to use, as easy as making normal telephone calls.

The Viatv Desktop videophone has many features. First, it has full-color motion video which means you can see the other person's gestures and changes of expression. The picture quality is excellent. Second, it has an adjustable picture setting that enables you to change the mode to get an ideal image even for viewing designs or documents. Third, its audio quality is exactly the same as a normal telephone call.

In addition, the vial Desktop videophone has a preview mode so that you can check what you look like before the other person sees you! And finally, the privacy mode is an important feature. You can use it to block the image but keep the voice connection.

Now, of course, just as any means of communication, it's worthwhile to have a set. We have a special offer on at the moment, so now is the time to buy the Viatv Desktop videophone

Put yourself in the picture!

Viewing

Script:

( Helen White comes into an office furniture retail store. The shop assistant David Brown meets her.)

David. Good morning.

Helen: Good morning. Have you got the Canon IR2270 photocopier?

David: Yes madam. Its right here.

Helen: Great! How much is it/

David: Let me see.iR2270 hmm, $ 2450

Helen: Ooh, its not cheap

David: Yes the price is. bit high, but it makes the best copies in the shortest time.

It has been the best-seller for 3 months.

Helen: know it's good. We have one in our office. But I’m afraid my boss won’t like the price. can you give discounts for bulk? We want to buy 4 of them.

David: In that case, we can cut the price to $2, 330

Helen: $,330. That’s about a 5% discount. Right?

David: Yes, that’s the lowest price we can offer.

Helen: OK. How long is the warranty? One year?

David: Three years from the date of purchase.

Helen: Good. How about its after-sales service? You know, photocopiers have jamming problems all the time. it's a real nuisance.

David: I can assure you that you wont have much problems with this model. Besides, we offer free on-site service for the length of the warranty. And then $150 a year after that If there’s something wrong with the machine, just contact us. we'll send a technician over as soon as possible.

Helen: Good. And what about the guarantees?

David: Well, there’s a 7-day money-back guarantee if you're not satisfied with the machine

Or if you have any problems, just bring it in and you can have a refund.

Helen: Fine. Oh, one more thing. How soon can you deliver them to our office?

David: Well, i' m afraid there's a slight delay on orders at the moment. We could send them to you at the end of the month.

Helen: You mean we have to wait for 3 weeks

David: Im afraid so.

Helen: That will be too late! We need them next week.

David: Er, how about this one, IR2010? We have plenty of this in stock, if you place the order now, you can have them by tomorrow at noon

Helen: I don’t know. How does it compare with IR2270?

David: They are a sins o size and have similar functions. The only difference is IR2270 can

print 22 copies a minute while IR201 prints 2 copies less.

Helen: That doesn’t matter. How much is this one?

David: $2, 200 each, if you buy 4

Helen: $2, 200. that's…

David: that's $130 less than the IR2270

Helen: Sounds not bad. I think we could have these

David: Do you want to place your order now?

Helen: Yes. But can you first show me how it works?

David: Sure. You see these buttons here?

Viewing

Script

Tiger Braun, a project manager, is presenting a product to his sales staff)

The underlined sentences are spoken by one or some of the sales staff.

Hello! Am I late?

No it's 8: 55

Good! Have you seen the brochure on the desk?

Thank you all for making it here. I know you are busy at this time of the year Can\'as

this opportunity to wish you all a merry Christmas?

Merry Christmas! Merry Christmas.

So, everybody’s here! Good, then i' get started

I’ve invited you here today to present to you the latest model of our smart phone--l

wow/d like to briefly run through the 3 Ps for the new model-the Product, the Place, and the Price. Please, stop me whenever you’ve got a question.

To start with, Ill focus on the features of this new model. Please look at the screen. This

As the picture of the Fora 1300 and its functions. You see, it's small enough to ft right in the palm of your hand. It measures 11.2x 6.0 2.2 cm, including the 2cm antenna, Just slightly larger than a mobile phone and yet it incorporates a small, yet functional physical keypad

is it too tiny to use?

Well, you can try it when we finish. you'll find it surprisingly easy to use. The screen

is 4. 5cm x 4.5cm. This phone makes both a great PDA and a cellphone. You can make phone calls and store up to 1,000 contact names And you can also browse on the Web it's reliable for light duty. It allows you to perform certain tasks that you would normally need a computer for. For example, when you are in a meeting and someone needs a figure that you know you have received in an email, you can download the email and view the spreadsheet and give the figure. Then you may find yourself rather grateful that your smart phone is more than a cellphone and a PDA.

Of course, it has all the normal features such as a clock, alarm, reminders, stopwatch, curator games, tone composers, etc, plus a built-in camera and speakerphone. In a worst

it has just about everything you can think of and it does more than you expect

OK. Now, let me move on to the next point-the Place. I mean, how we are going to distribute the product and where. The launch date for the Fora 1300 will be January 1st next year so that it will definitely be in the shops in time for the present-buying season at Spring Festival. It will be in stock in all retail outlets throughout the country by then. We will also be making the phone available by mail order and online, with a guaranteed 6 days delivery Pricing comes along with the product going on the market. At present, the new model

will retail at $499. That should be quite a reasonable price considering the quality and the features.

Rig ht, i'll stop there. I hope you’ve got a clearer picture of the Fora 1300. And I hope you

will be 100% behind this model

Sure. but how does this model compare to our biggest competitor, SAMSUNG i700?

Good question, Philip. Well, it's smaller in size, and the screen is brighter. The battery lasts longer, and most important of all, it's more user-friendly

Is it competitively priced?

it's set at the same price as SAMSUNG i700

Is still a bit more expensive than some products of its kind it's difficult to get peopleto

500 fora phone?

That's true! I know a high price can stop people from considering our product, bate

offering discounts and free Spring Festival gifts

That’s good. The competition gets tougher every year .

UNIT 8

Scrip

let's have a look at sales of the Jeep V6 over the last few years. As you can see, there have

been quite a lot of changes during those years.

Total sales at the end of 1999 were 17 850. Sales remained flat through 2000. They were

about 18,000 by the end of the year.

In 2001, sales went up steadily, reaching about 19 200 by the end of the year. Then in 2002 things really started to happen. We had a strong economy, and consumer spending was up. We ran an advertising campaign on TV which was very effective. So in 2002, sales of the Jeep V6 rose dramatically. At the end of that year, sales reached a peak of 21,600. that's an increase of more than 11% in one year. It was a wonderful year for our salespeople.

However, this didn't continue The next year, gas prices were up, and sales were down

In 2003, our figures dropped by 1,700 to 19, 900. So it was a very challenging time in the industry, and we had to adapt very quickly to the market

Task 2 Business overview of China Southern Airlines

In 2004, the demand in the PRC civil aviation market continued 1)the growth trend from the second half of 2003. As a result, the Group recorded a year-on-year growth of 2)more than 37% in total operating revenue, marking a breakthrough achievement in the Group’s history. However, due to 3) the persistent high price of aviation fuel and major overhauls of aircraft which increased maintenance costs, the Group still recorded a net loss of A RMB 48 million for 2004. During the year, passenger revenue, which 5) accounted for 90.4% of the Group’s total traffic revenue, amounted to RMB21, 100 million, a rise of 6)40.6% over 2003. Passengers revenues on 7) domestic routes and international routes were 8)RMB16, 869 million at RMB3 127 million respectively, representing increases of 37.8 and 55%respectively

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Welcome, ladies and gentlemen

I am pleased to announce that this year has been a very good year for our company. Overall, we’ve increased our market share from 37% to 48%. That’s a significant increase. We ordered 35 new planes last year. To date, we have received 15 of them, which we are using on both our domestic and our international routes. That brings our total number of planes to 84.

We’ve also developed an extensive program to train all our employees on the new aircraft. So far, two thirds of the pilots and three-quarters of the mechanics have already finished training. We’ve opened several new routes this year, and we have extended service on our popular

Singapore route.

With our increased focus on customer service, customer complaints have dropped to7. 5%. down from 15% last year. That’s 50% less than last year.

And the number of passengers continues to rise This year, we’ve carried 12 million passengers, an increase of 5.5% over last year. August, in particular, was a very strong month. If you look at the chart here, you'll see that we carried 1,336,000 passengers in August, an increase of 8% over the same period last year. And our c argo service is growing fast. We’ve carried 50 million kilos of cargo, an increase of 56% over last year's figures.

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Script

Allen Zhou: Good morning, Miss Kasumi

Kasumi: Good morning, Mr Zhou. Nice to see you again.

Allen zhou: Nice to see you too. Please sit down. Tea or coffee?

Kasumi: Tea, please.

Allen Zhou: it's a bit chilly today.

Kasumi: Yes. The weatherman said it would be even colder tomorrow. hanky

Allen Zhou: Come in!

Secretary : Excuse me, Mr Zhou, your air ticket. 8: 50 tomorrow morning

Allen Zhou: Thank you

Kasumi: You must have been very busy these days, Mr. Zhou. I understand that yoi

set up a new plant In Jiangsu

Allen Zhou: Yes, you're right. Our new plant has just started running. I need to go down

there once every week to make sure that everything is under control

Kasumi : I see. Perhaps we can get started now, Mr Zhou?

Allen Zhou: Yes. Er .a second. Well, this morning, 'W tell you about the business

performance of our company in the year 2004. After that, well show you

around our main plant

Kasumi :ok.

Allen Zhou: This is our financial report. it contains some graphs that will help you get a clearer picture of our business

Kasumi: Great. Thank you.

Allen zhou: As you know, we make and sell refrigerators and washing machines. As you

can see from this bar graph for the year 2004, our business is getting big. The annual turnover reached 10.2 billion yuan. that's an increase of about 112% nover the previous year

Kasumi: your profit also creased?

Allen Zhou: Definitely. Look at the next graph. Our profit amounted to 725. 33 minion yuan

an increase of over 64% over 2003.

Kasumi: Wow

Allen Zhou: These two pie graphs show the total output of our main products, refrigerators and washing machines, First look this one on the right, the total output of refrigerators stood at 2.1 million units, of which nearly half were exported.

Kasumi: Which countries are your leading export markets?

Allen Zhou: United states and some European countries.

Kasumi: I see How about washing machines?

Allen Zhou: The total output of washing machines in 2004 was 1.98 million 0.7 million units were exported

Kasumi: You seemed to put great emphasis on overseas markets. How about your performance in the domestic market?

Allen Zhou: that's a very good question. In fact, that is the point i'd like to talk about

next. Our domestic market shares are increasing steadily. We took 23% of the

refrigerator market and 15. 6% of the washing machine market. These two

figures place us at No. 1 in both markets

Kasumi: that's pretty impressive

Allen Zhou: Now let's look at

UNIT 15

2. Script

1)i'm the Marketing Manager. 'm responsible for the company's detailed marketing strategy. Together with my staff, I try to ascertain demand for our products and our competitors. I also identify potential new markets. I work with advertising and promotion managers to promote the company’s products and to attract potential customers.

2)i'm the Promotion Manager. I’m responsible for promotional programs which mainly include advertising campaigns, exhibitions, and occasional price reduction campaigns. Promotion programs may involve direct mail, telemarketing, television or radio advertsing, catalogs, exhibits, Internet advertisements, in-store displays, and special events. All these ate aimed at establishing closer contacts with consumers and increasing sales.

3)I’m the Public Relations Manager. I’m responsible for publicity programs. I use every possible communication medium to promote our company and to retain our customers support. For example, I often handle special events such as sponsoring of races, launching of new products, or other activities aimed at gaining the publics attention. I work closely with the media, providing press releases for new products in order to raise public awareness of the company without advertising directly.

4) I’m the Sales Manager. Im responsible for the company’s sales programs. I set goals and provide training programs for the salespeople. I try to motivate the sales staff and advise them on how to improve their sales performance. I also analyze the sales figures in order to monitor the market share of our products and to maximize profits.

Mr Wu: Good morning, Mr. Golden. I need your advice on developing overseas markets for my products

Golden: Fine. Tell me what kind of information you need.

Mr Wu: Thank you. What we need to know is how to start selling a new product in a new market.

Should we send our salespeople out and have them just walk up to potential customers and tell them, "Here’s our wonderful, newly-designed furniture that can solve all your problems"?

Mr. Golden: In some cases you might just do that! But before you actually enter a new market, there’s a lot of work you need to do. For example, market research, market testing, market segmentation, advertising, and..

Mr Wu: Wait, wait! I know you're an expert and that’s why I come to talk with you. Would you please explain these items one by one? First, how can we carry out market research in a new market?

Mr. Golden: that's a very big question. The main aim of market research is to find out whether there is any demand for your product, and also whether there’s an y competition

Mr Wu: Well, should we send our salespeople to carry out the market research?

Mr Golden: It depends on how much money you plan to spend on marketing. I would suggest you find a local market research agency. They do very professional work and will know more about the local situation than your salespeople.

Mr Wu: All right. Then what do you mean by market testing

Mr. Golden: Well, we produce a small quantity of the product and offer samples to selected. customers to find out if they like it or not.

Mr Wu: I see. Now tell me something about market segmentation

Mr. Golden: Well, when you introduce the product into a new market, you cant expect meet the needs of everyone. So, you need to divide the whole market smaller parts and determine in which part or segment you're going to sell product.

Mr Wu: Wow! That sounds rather technical. Can you give me some idea of market segmentation for my line of furniture?

Mr. Golden: To give you a rough idea, we could divide the whole market into four segments People moving into new apartments, people replacing old furniture, people living in rented houses, and people making wedding purchases. And then, we decide which part we want to focus on. That’s our target market.

Mr Wu: Now it's becoming clearer! What about advertising?

Mr. Golden: You need to consider your product, target customers and budget. There are many ways to do this such as TV, newspapers, outdoor billboards, and so on. The choice of media depends on the nature of your product and your target customers.

Mr Wu: I see, Well, Mr. Golden, thank you very much for your advice

Mr. Golden: My pleasure. I wish you every success.

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Script:

Dennis: Well, as you know, the purpose of this meeting is to come up with a marketing plan

for our new product, the solar-powered watch. At this stage we have three points to consider-you have them on your agenda. The first one is the potential market. Erica, what can you say about that?

Erica: OK, well, the initial sales analysis led us to a lot of market research. Here are the main results

Dennis: Em.. It seems that we’ve not been doing very well in the last few months

Erica: i'm afraid not As you can see in Figure One, in spite of the fact that our brand has

achieved a sales rise of 100, our market share has dropped from a peak of 25% to 20% Dennis: Were you able to see the reason for the decline

Erica: Well, there have been a number of new competitors who may have had an impact. They appeal to many of the young people with their fashionable styles. But, I think our new watch will be very competitive and will help us regain our position in the market.

Dennis: Good According to our market survey, our brand is ranked third among the top ten best watches. 80% of the people interviewed would feel honored and greatly pleased if they were given one of our watches. 509 said they would be wing to consider buying one as a gift for their friends or relatives

Tim: Yes, and the market for watches is becoming larger and larger. More and more people, especially the young, regard watches as fashion items, not Just for telling time. Many young people have more than one watch. Young ladies tend to wear different watches to match different outfits. I think there’s a large market segment for medium-priced and fashion-oriented watches and we can target young fashion followers as potential customers for our new product. Erica: I’m with you on this point. We’ve shown some samples of the SP watch to the people

we interviewed More than 65% of them think they are cute and fashionable "About 50% of the young people interviewed are interested in buying one if the price is acceptable.

Dennis: It sounds like there’s a large potential market for our new product. Now, Tim, what about the sales-profit analysis?

Tim: Well, in order to get the target profit of USS1.8 million within one year, we have to reach sales of US$ 18 million We set the unit price at US$ 130, which means we'll have to sell a total of 138, 460 units. That would probably cover a market share of 6%. We would hopefully regain what we’ve lost if sales of our other watches don't fall.

Dennis: that's really encouraging. Now to the last point. To attain this goal, what marketing strategy do we need?

Tim: Since most of our potential customers are young people, I think the best choices

would be to advertise on pop music, sports and fashion programs on radio and T

Dennis: What about the Net?

Tim: Yes, that’s a good place to advertise. Almost all the young people like surfing and it's

also much cheaper.

Erica: Fashion magazines should also be considered. A lot of young women read them. Dennis: Good idea! So, "SP watches are for the young" and advertising will be targeted at the young. Well, I think that's all for now. Thank you for your information. we'll discuss the details at the next meeting.

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Script:

Manager: Come in, please.

Salesman: Good morning, sir. m from Good Life. We manufacture microwave ovens.

wonder if you could allow me a few minutes to tell you about our products

Manager: i'm sorry, this is a furniture company. Do you have big ovens so we could dry our timber in them?

Salesman: you're kidding.

Manager: Then, why on earth would your microwave ovens have anything to do with us?

Salesman: Well, quite a lot. I notice that your company is located in the suburbs, so you're a

long way from town, aren’t you?

Manager: Yes, that's true

Salesman: Are there any restaurants nearby

Manager: No, unfortunately. The nearest restaurant is about two kilometers away

salesman: May I ask how many members of staff you have?

Manager : I’m sorry. but I don’t get your point. Actually, I’m really very busy.

esman: Oh, just give me one more minute. m trying to tell you what our product can do Manager: OK, be brief then. We have about 200 staff here.

Salesman. Then where do they eat at noon?

Manager: We have a canteen. A small one. but it's enough.

salesman: Are your staff happy with the food served here in the canteen?

Manager：l．．．er．…suppose so。

Salesman: Do you eat there yourself?

Manager: Well, sometimes. I must say, I prefer to drive into town if I have time

salesman: So you don’t really enjoy eating there, do you?

Manager: Well…

Salesman: Why is that?

Manager: Well, there’s only a small selection of dishes in the canteen. The kitchen isn't big enough for much variety so they just make two or three each day and sometimes it's not to my taste.

Salesman: Fair enough. If you had a choice of several more dishes, you would be happy to

eat more often in the canteen. Is that right?

Manager: Yes. I think I would

Salesman: And the same would be true of your staff?

Manager: Maybe

Salesman: You see, with our microwave ovens, a dish can be cooked in just a few seconds

M

Manager: Really?

Salesman: Yes. So your cooks can prepare several different dishes without a lot of pots and pans. And they take up much less space than a normal oven, so you could put five or six microwave ovens in your small kitchen.

tanager: That sounds great!

Salesman: If your people could have a choice of several delicious dishes in the canteen every day, they'd be happy and more efficient. Do you see what our microwave ovens can do for you now? Manager: Yes. OK, i'll think about it.

salesman: Well, I’ll call again in a day or two. Here’s my name card. Please give me a ring if you’d like any more information.

UNIT 16

Task 1 Ads of advertising companies

Script

Ad T

Verity Advertising makes you an active partner in our advertising campaigns. e combine

our expertise in the advertising market with your product knowledge to create a perfect partnership. Verity has a good feel for the market, and our experts will work with your managers and designers to meet the goals you are seeking

Ad 2

You want brand recognition, market share and all the rest. But lets face it-what you really

want is customers buying your products! And that’s what Impact Ads is all about. We have come from nowhere to the top in 10 years, because were good. We aren't the cheapest the business but the ROI we generate speaks for itself!

Ad 3

You need a company that delivers quality at a low cost. You need transworld-the

le ideas and results that are changing the industry. No other advertising company with the advertising agency supplies more value for your money than Transworld. With our flat management structure, we put more of your expenses back into your campaign than a

other agency in the business

As a form f mass communication, advertising delivers relevant messages to target audiences.

It moves consumers from being unaware of a product to finally purchasing it. An ad is considered effective if it propels the consumer a step further in this process. Advertising

performs a number of functions.

One of the main things that advertising should accomplish is to influence consumers to buy Good advertising should present reasoned arguments and emotional appeals to generate strong demand for a specific product over competing products. There are several key questions to consider when creating a marketing campaign. What makes your product better? Why should people buy it? The answers to these questions should be incorporated in your marketing messages.

Advertising can also serve as a reminder to consumers. When a consumer has a specific need or desire, advertising can help that consumer associate a specific product with that need or desire. For example, if a consumer recently saw an advertisement for a carpet cleaning product, and then a week later someone spilled something on the carpet which created a stain, the consumer is more likely to purchase the product in the advertisement when they go to purchase a cleaning product.

Thirdly advertising adds value to an innovation by altering the perceptions of consumers. The way Debeers marketed diamonds is a perfect example of this function Before Debeers, diamonds were nothing, after the company's effective marketing campaign, diamonds were equated with showing love.

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Brian: We’ve got a number of promotions coming up over the summer.