Teachers ManualChapter 12Chapter 12Instructional OverviewCommunicative Skills and Functionsl Clarify understanding of place and timel Indicate ability (can)l Indicate obligation (must, have to)l Some ESP about finalizing discussion of terms for quotel Some ESP about credit lines for import financingGrammar Introducedl Modals (can, must, have to)Story for Chapter 12In upstate New York, it is snowing heavily. Paula Zimmer and Gary Lane are in the office. But many workers are staying at home because of the dangerous roads. Paula tells Gary that she has received an initial quote from Jimmy. They will soon need to finance a pulp import. Gary tells Paula that he plans to chat with Tony Martino, an international banker at UGB in New York City. When Gary makes a phone call to Tony, he asks about the possibility of a bank loan to finance the imports. Tony is delighted to hear from Gary and agrees in principle to start the paperwork necessary for an extended credit line.PreviewTranscript of Audio TextWelcome to Chapter 12. In the last chapter, Peter Schmidt gave his presentation on identity theft in London, and Jimmy Andoh sent an e-mail to Paula Zimmer. New York State has long winters, with lots of snow. Travel in snowy weather can be tough for cars and trucks. Paula Zimmer and Gary Lane have to be in the office today. A shipment is coming today, and there are banking issues. One issue, for example, is how Apple Falls Mill will finance the letter of credit for the new order? Gary needs cash, and he has to talk with his banker friend, Tony Martino. Maybe Tony will help Gary.As you listen to the story, think about the following questions:1. In what ways does weather affect business? 2. What regions in the world have lots of snow?3. Managers like Paula and Gary often work very long hours. Do you think managers get enough money?4. When business people make decisions, they need information. What kind of information can bankers provide to importers?Answers1. In what ways does weather affect business? Weather affects business and industry in many ways. Farmers need rain for their crops, but not too much rain. Travel is difficult in snow and ice, and so bad weather causes delays. Very hot weather can cause machinery to fail.2. What regions in the world have lots of snow?Russia, Iceland, Sweden, Alaska and the North and South Poles all have lots of snow. In the northeastern U.S., there is a “snow belt” which includes upstate New York.3. Managers like Paula and Gary often work very long hours. Do you think managers get enough money?This is a matter of personal opinion and really depends on the situation. Some managers receive very good salaries. But the time they spend traveling or away from their families may or may not be worth what they bring home.4. When business people make decisions, they need information. What kind of information can bankers provide to importers?Bankers who are experts in international finance can provide information on L/Cs, insurance, country risk and credit lines. They can also provide information on interest rates and foreign currency fluctuation.Listen Up!Part One In New York StateGo over the keywords with the class before playing the audio text.Keywordshave a difficult time 困難的時刻stay at home 留在家be worried about (the weather) 关心（天气） ice 冰icy roads 结冰的马路push v. 催促、促使push (him) for a better price 催他接受一个更好的价give someone a call 给某人打电话specialize in something 專攻、專門從事one way or another 不论如何Part One Transcript of Audio TextPaula: Gary, theres a shipment of pulp due today. The trucks are going to have a difficult time on these icy roads, but the good news is this: I have an FOB quote from Brazil. Gary: Oh, yeah? How is it?Paula: Actually, the price isnt bad, but theyre asking for a sight L/C. Gary: We dont want an L/C at sight. We want to pay at 90 days or more. Paula: I can tell Jimmy. Ill also push him for a better price. Gary: OK. And I can give Tony Martino a call.Paula: Tony Martino? Whos Tony Martino?Gary: Tonys a friend. He works in New York City for United Global Bank. Tony specializes in international banking. I want to talk to him about bank loans and about the L/C. One way or another, we are going to need cash.Part One Practice Answer Keysa) Listen to the conversation. Then read the statements below and decide whether they are true or false.T F1. The roads to Apple Falls Mill are easy to travel now.2. Paula is happy with Jimmys recent e-mail.3. Gary wants to wait three months for payment.4. Paula knows Tony Martino very well. 5. Gary Lane wants to discuss the value of Brazilian pesos.b) Listen to the conversation one more time and fill in the blanks, using the word