Unit 1 Unit 1 Negotiation and ContractNegotiation and ContractPart One Warm-upPart One Warm-up(1) How many people are included in negotiation team? Discuss this topic with your partners in groups. Key to the Question in Warm-upKey to the Question in Warm-upGenerally speaking, a negotiation team consists of negotiating leaders(谈判领导人员), technicians (技术人员), businessmen(商务人员), legal advisers (法律顾问)，accountants (财务人员,会计), and interpreter(翻译人员). Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 draft contract draft contract 合同草案合同草案合同草案合同草案draft a contract 起草合同Please go through the draft contract and make sure everything is all right.请把合同草案过一遍，看有什么问题。bring up bring up 提出提出提出提出以供考虑以供考虑以供考虑以供考虑He brought up a question for discussion.他提出问题讨论。He brought up a subject rarely raised during the course of this campaign.他提出了一个在该运动进程中很少被提及的话题。stipulate v. stipulate v. 规定规定规定规定; ;约定约定约定约定to stipulate a price规定价格the items stipulated in the contract合同中约定的条款She could have stipulated that she would pay when she collected the computer.她本可以明确要求取电脑时付款的。terms of payment terms of payment 付款条件付款条件付款条件付款条件Now we have settled the terms of payment.现在我们已经谈妥了付款条件。Our terms of payment is confirmed and irrevocable letter of credit.我们的付款条件是保兑的不可撤消的信用证。D/P= Document against D/P= Document against Payment Payment 付款交单付款交单付款交单付款交单We regret we cant accept payment cash against document.很抱歉，我们不能接受凭单付款办法。Our payment term usually is to accept document against payment in 60 days, which we hope can satisfy you.我方通常的支付条件是60天付款交单，希望这令你方满意。L/C= letter of credit L/C= letter of credit 信用状信用状信用状信用状The project is being backed by a letter of credit from Lasalle Bank.这个项目有拉萨尔银行的信用状支持。The bank has made out an irrevocable letter of credit.银行开出了不可撤销的信用证。take up take up 开始；开始从事开始；开始从事开始；开始从事开始；开始从事He took up writing after graduation.毕业后他开始从事写作。to take up swimming开始学游泳He did not particularly want to take up a competitive sport. 他并没有特别想要开始从事竞技性运动项目。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2skyrocket vi.skyrocket vi.剧增剧增剧增剧增; ; 猛涨猛涨猛涨猛涨Production has dropped while prices and unemployment have skyrocketed. 在物价和失业人数猛增的同时，生产却下降了。the skyrocketing costs of health care. 暴涨的医疗费用。undertake vt. undertake vt. 从事；试图从事；试图从事；试图从事；试图We could undertake the work for the time being.我们可以暂时从事这项工作。She undertook the task of monitoring the elections. 她承担了监督选举的任务。interest n.interest n.利息利息利息利息Does your current account pay interest? 你的活期存款账户计息吗？The money was repaid with interest. 这笔钱是带息偿还的。commencement n.commencement n.开始；生效开始；生效开始；生效开始；生效All applicants should be at least 16 years of age at the commencement of this course. 所有申请人在本课程开始时应至少年满16岁。the commencement of the financial year 财政年度的开始 carry out carry out 执行执行执行执行You must carry out my orders.你必须执行我的命令。Three students were chosen to carry out the experiment.挑选了三名学生进行这项实验。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3mutual adj. mutual adj. 共同的；相互的共同的；相互的共同的；相互的共同的；相互的The East and the West can work together for their mutual benefit and progress. 东西方可以为互惠和进步而合作。 mutual respect 相互的尊敬mutual understanding 相互的理解 mutual support aid 相互的支持 mutual aid 相互的帮助 lease v. lease v. 出租出租出租出租He leased his shop to a friend.他把商店租给了一个朋友。We lease all our computer equipment. 我们所有的计算器设备都是租来的。 Parts of the building are leased out to tenants. 这栋大楼有一部份租出去了。proposal n. proposal n. 提议，建议提议，建议提议，建议提议，建议to submit/ consider/ accept/ reject a proposal 提交审议接受拒绝一项建议 They judged that the time was right for the proposal of new terms for the trade agreement. 他们判断，提出贸易协议新条款的时机成熟了。 supplementary adj. supplementary adj. 补充的补充的补充的补充的supplementary agreement 补充协议；增补协议 supplementary contract 补充契约 supplementary provision 补充规定；追加拨款Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers is complaining that the price of leathers is higher than some of the manufacturers, so you need to persuade him to accept your quotation and let him know the high quality of your products. Make a dialogue in pairs on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: I must point out your price is higher than some of the quotations weve received from other sources.B: But you must take the quality into consideration. Everyone in the trade knows that Chinas leathers are of superior quality to those from other countries.A: I agree that yours are of better quality. But theres competition from synthetic products, too. We cant very well ignore that. Prices for synthetic leathers are very competitive over the years.B: Theres practically no substitute for feathers for certain uses. Thats why demand for natural feathers keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long-standing relationship between us, we would hardly offer this price.Sample dialogue (part 2)Sample dialogue (part 2)A: Well, well have a lot of difficulties in persuading our clients to buy at this price. But the comforting part is Ive inspected your units, and I am very happy with them. Your goods are all far above standard quality.B: We dont sacrifice quality for quick profits. We spend a lot of money to make sure that our quality is much better.A: Well, were really interested in placing an order under further negotiation. We can start the negotiations as soon as you prepared.B: Thank you very much. I believe the contract will bear fruit in no time, and I hope our continuing cooperation and further extension of our trade relations.A: Thats what I want, too.Activity 2Activity 2Your customer is not satisfied with the contract, and he wants to add one term that your should set up a mechanism of punishment so that both sides can carry on his duty rightly. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)Tom: I still have some questions concerning our contract.Mary: If you have any comment on these clauses, do not hesitate to make. Please!Tom: Thank you. I think we should add one term that we should set up a mechanism of punishment so that both sides can carry on his duty rightly.Mary: We are really glad to see you so constructive in helping settle the problems as regards the signing of the contract. We completely agree with your opinion.Tom: Thank you very much.Sample dialogue (part 2)Sample dialogue (part 2)Mary: I think the negotiations on the rights and obligations of the parties under contract turned out to be very successful.Tom: Yes. We have agreed on all terms in the contract. Shall we sign it next week?Mary: All right. Next Monday is OK?Tom: Yes. Its a pleasure to cooperate with you.Mary: Me too.Activity 3Activity 3The customer would like to renegotiate existing agreements, so you have to call him and ask for information. Discuss this topic with your partners and then make a dialogue in pairs on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)Paul: Hello, This is Paul speaking, may I speak to Alice?Alice: Hello, Paul. Im Alice. Thanks for calling. As you know, weve experienced some restructuring lately.Paul: I had heard as much. What were the main areas of change?Alice: Well, weve become smaller. We shut down the department that put out our magazine. These days, we focus mainly on media relations.Paul: Ah, I see. So you wont be needing as much paper, then?Sample dialogue (part 2)Sample dialogue (part 2)Alice: Thats the long and short of it. I know we have contracted to purchase seven boxes per week, but we really dont need that much anymore.Paul: Im between a rock and a hard place, here, Alice. Id like to help you, but weve already drawn up our plans based on those sales.Alice: Is there any way we could cut our order down a bit? We would be willing to renew our contract for another two years at the same rate per box.Paul: That just might work, but Ill have to run it by the department head.Part Five HomeworkPart Five HomeworkTask 1Task 1After the two-days negotiation, you havent come to a compromise, since this deal is as important to the opposite negotiator as it is to you. Whats your plan for the following negotiation? What can you do to make a deal? Exchange your opinions with your partners about the questions and make a dialogue.Sample dialogue (part 1)Sample dialogue (part 1)A: How did the two-days negotiation go? Have you come to a compromise yet?B: Slowly and painfully.A: Why? What do you think of the opposite negotiator? Is he a hard one?B: He is. Whats more, it seems he is trying to make these negotiations fail.A: This deal is as important to them as it is to us. Why would they act like that though?B: I think they are using these tactics to try and get us tired and impatient, and then try and get the terms of the contracts more in their favor.Sample dialogue (part 2)Sample dialogue (part 2)A: Do we have any plans for tomorrow?B: We pretend to stay reasonable and level-headed as he did. Theres no way we cant achieve any compromise.A: Will it work?B: Three days is the utmost we can wait. Then we have to return and see if they are willing to be reasonable and hopefully come to a mutually beneficial agreement.A: Then I dont think our plan is reliable.B: But they didnt leave us many choices.A; Well, I personally really learned a lot from the past two days.B: Lets hope its not too late to learn.A: Its never too late to learn.Task 2Task 2Your customer can not agree to the contract. They complain that the rates are too high for them to ensure profits. So they suggest that free shipping on these large orders. What can you do? Discuss it with your partners and then make a dialogue to show what and what you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)June: Im not sure that we can agree to this contract. The rates are just not low enough for us to ensure profitability on our end.Peter: Well, as always we are open to further negotiation. We want this to work as much as you do. How can we make it worth your while?June: You could start by not charging us for shipping on these large orders.Peter: Free shipping on such large orders is a bit much, dont you think? Those moving men dont work for free.Sample dialogue (part 2)Sample dialogue (part 2)June: I realize that, but we cant keep buying from you at your current rates. Somethings gotta give.Peter: Well, what if we offered you a discount on shipping? We can meet you halfway.June: Thats a step in the right direction, at least. If you can agree to a 50% rate cut on shipping costs, we can talk about signing this contract.Peter: Ill have our lawyers draft a new version of the agreement and get back to you later this week.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）I made a thorough study of the draft contract this morning.（2）Your draft contract says that payment is to be made by D/P.（3）We agree to different packing for the bus base.（4）Well revise the contract tomorrow, and have it ready to be signed tomorrow evening at 8. Hows that?（5）But in a long run, the quality and efficiency of the machines are more important.Key to the CKey to the CE ExercisesE Exercises（6）You can pay for the coal cutter with the coal produced by the cutter.（7）Youll buy from us three sets of coal cutters at the unit price of US $ 5 million.（8）But we must remind you of your definite responsibilities for technical assistance, the performance of the machines and finally a smooth start-up.（9）We are still not satisfied with Item 4 in your proposed agreement and I hope we can spend some time on it and see what we can do for our mutual benefits.（10）We talked about the guarantee period and we agreed that we would further discuss the period, but now you still insist on two years.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）草案规定所有的机器零件都必须用塑料箱包装。（2）我们希望通过美国的一家银行以信用证的方式付款。（3）但在一些小地方还希望能得到你的帮助。（4）今天我们请您来是想探讨一下从贵方进口挖煤机的事情。（5）我们的机器完全是物有所值的。Key to the EKey to the EC ExercisesC Exercises（6）您想进行全部补偿贸易还是部分补偿贸易？（7）我们将从购买之日起三年内付清款项。（8）根据本协议，所提供的设备将得到两年的质量保证，保证期限从设备安装完成之日算起，设备安装后的试运行阶段包括在内。（9）因为在美国我们通常的做法是只给客户提供两年的质量保证期。（10）要我们提供更长的保证期很难，不过，超过保证期后，我可以给你们优惠的维修服务。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）Can we take up the points one by one?（2）Its better than the coal cutters we just purchased from other countries.（3）Which do your prefer, buyback or counter purchase ?（4）On the basis of the cutters production capacity and the current price of coal, it will take about two years to complete the payment.（5）Its our hope that youll meet our requirements of shipment for all the coal you sell to us.Key to Task 5Key to Task 5（6）We will surely act in accordance with our agreement.（7）I hope you understand that this proposed agreement is based on our letter of intent signed last year when I came to China for this project.（8）I am sorry, Ms. Lu. I dont mean that I want to insist on that. But the manufacturer is unwilling to give us a guarantee period of more than two years.（9）We will charge you only 80 percent of the regular service charge for the maintenance service after the guarantee period.（10）Ill put the suggestion into the agreement as a supplementary item for your signature.Thanks for Your Attention!Unit 2 Unit 2 AdvertisingAdvertisingPart One Warm-upPart One Warm-up(1) Whats the function of advertisements? Discuss this topic with your partners in groups. Key to the Question in Warm-upKey to the Question in Warm-up1) For ConsumerFirstly, advertisements could help consumers understand feature/main function of product, for example Wanglaoji ad shows the product “Afraid lit drink Wanglaoji （怕上火喝王老吉）” clearly;Secondly, advertisements also help consumers familiar with brand image of the advertiser, as we familiar with Mercedes-Benz ads; Thirdly, advertisements help consumers build up style of consumption which just as what Colgate tooth toothpaste does; Finally, advertisements help consumers have better understanding on trends of consumption which like BYD Hybrid advertisements done. Advertisements can educate consumer relevant knowledge2) For AdvertiserOn the other hand, advertisement is good friend to advertiser. Advertisements deliver product information to customer, depends on how, where and when that company want to; Advertisements develop interest of customer to product, attract them take out money; Advertisements help advertiser to establish a strong competitive advantage by increasing brand awareness and preference; Advertisements can maintain and increase customer loyalty; Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 expenses ikspens n. expenses ikspens n. 费用费用费用费用delivery expense 送货费；运输费prepaid expense 预付费用traveling expense 差旅费；旅游消费running expense 经营费用；日常费用Hes bought a big TV at vast expense so that everyone can see properly.他花了很多钱买了台大电视，这样人人都可以看清楚了。work out work out 制定出制定出制定出制定出Negotiators are due to meet later today to work out a compromise.谈判者们预定在今天晚些时候会面以找到一个折中的办法。Students worked out a better method of learning English.学生们找到了一种更好的学习英语的方法。in return in return 作为回报；作为作为回报；作为作为回报；作为作为回报；作为的报的报的报的报酬酬酬酬He was motivated by love,and expected nothing in return.他是出自爱心，并不指望得到任何回报。Do something for somebody without expecting anything in return.为某人做点什么事情，不期望获得任何回报。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2agency agency ed()ns ed()ns n. n. 公司公司公司公司travel agency 旅行社Advertising agency 广告公司shipping agency船务代理；航运公司The relief agency distributed food among the poor.救援机构在穷人中分发食物。client klaint n. client klaint n. 客户客户客户客户The client left his visiting card on his desk.客户将自己的名片留在他的桌上。In this pattern, the client needs a service and makes a request for it.在这个模式中，客户需要一个服务并要为它设置一个请求。budget budget bdt bdt n. n. 预算预算预算预算Military budget 国防预算；军事预financial budget 财政预算national budget 国家预算The congress approved the budget.国会批准了国家预算。And so if you can cut out all of that advertising budget, then you can sell the product for much cheaper.所以如果你把广告预算都去掉，产品就可以卖得便宜很多。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3consultant knsltnt n. consultant knsltnt n. 顾问顾问顾问顾问Engineering Consultant 工程顾问HR Consultant人力资源顾问Finance Consultant财务顾问She is a consultant to the government.她是政府顾问。So she contacted his consultant at once to consult with him about this.于是她立刻联系他的顾问医生向他请教怎么办。illustration ,ilstrein n. illustration ,ilstrein n. 插图插图插图插图The illustration shows Mr.John as prince in Hamlet.这个插图说明约翰先生在哈姆雷特一剧中扮演王子这个角色。A color illustration shows which kinds of buildings and rooms offer the best protection from radiation.一幅彩色插图显示了哪些种类的建筑物和房间能够提供最好的防辐射保护。be vital to be vital to 对对对对极其重要极其重要极其重要极其重要That public spending will be vital to ensure a strong rebound in the national economy.这项公共支出对能否保证全国经济强劲反弹至关重要。In some countrysides, more and more people realize that online education will be vital to the success of their students.在一些农村，越来越多的人认识到在线教育对他们孩子的成功至关重要。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1Your company is thinking about marketing your products in the American market, so you need to seek advice from experts about how to launch an advertising campaign in the US. Make a dialogue in pairs on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)Mr. Chang: Would you give me some expert opinion about marketing our products in the American market?Mr. Bridges: Well, there are a lot of ways to push sales in the U.S., for example, try to make you known by TV ads. Advertisement on TV costs a lot of money but in a new market, such expenses are absolutely necessary.Mr. Chang: Now, how to?Mr. Bridges: In order to guide your advertising campaigns to success, we should work out a careful plan.Sample dialogue (part 2)Sample dialogue (part 2)Mr. Chang: Could you put it in detail, Mr. Bridges?Mr. Bridges: The first thing is what media we should choose and when we should place advertising in the media. Very often in a campaign, two or more media are used together. The purpose of our advertising is to draw American customers interests and keep hold of their attention, so that they may do something in return.Mr. Chang: What media do you recommend then?Mr. Bridges: I recommend television. Its much more effective if youre willing to pay a little more money.Activity 2Activity 2Advertising plays a very important role in our life, but few of us know how it comes out. Do you know? Discuss this topic with your partners and then report what you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Mr. Smith, You are the expert. Could you tell us something about the advertising?B: Sure. Perhaps first I should introduce the structure of advertising agency. There are three main sections in an advertising agency: the media department, the design department and the client service department.A: How do they function?B: The media department advises and plans which newspapers, magazines or television stations a client should use. It also buys the space or TV time for the client. The design department, from its name you know, designs advertisements. Here youll find the copywriters and artists who actually create the ads. This is the most important section of our agency, I suppose.Sample dialogue (part 2)Sample dialogue (part 2)A: Then, how about the client service department?B: Well, They contact the clients directly. Their job is to ensure that the ads convey the right message to the right people within budget. A: Oh, I see. There is a lot of work to be done before making an advertisement.B: Certainly. Once they know what to achieve, who the advertisement is talking to, how much to spend, what kind of advertisement campaign to run, they will suggest a media plan to the client.A: It really sounds interesting and complicated. Thank you very much.B: My pleasure.Activity 3Activity 3Do you know the relationship between the role of image, public relations and advertising in the production promotion?Discuss this topic with your partners and then make a dialogue about it.Sample dialogue (part 1)Sample dialogue (part 1)A: Im especially interested in the role of image, public relations and advertising in the production promotion. Would you like to tell me the relationships between them?B: Yes. Thats a fascinating area, and an area that is extremely important in the entire process of successful merchandising, especially the matter of public relations and image.A: Its really a matter of establishing trust, isnt it? There is a close relationship between building a reputation and establishing what we call goodwill. Am I right?B: Yes. We all know what it is when a company has it and we clearly know when a company doesnt have it.Sample dialogue (part 2)Sample dialogue (part 2)A: I think we all know that.B: The same thing applies to a product, too. And thats why I think that specific product advertising has only limited effectiveness. Good advertising is vital to call attention to a product and introduce new products. But in the long run, it is image that really counts.A: I understand. Public relations play a role in building image, both product image and company image.B: Yes. Advertising can help build product recognition, but product itself builds image.Part Five HomeworkPart Five HomeworkTask 1Task 1Do you know what an advertising campaign is? If you are assigned to be the designer of an advertising campaign, what would you do？Exchange your opinions with your partners about the questions and then make a dialogue to show what you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning. John. How are you today? B: Im doing fine. How are you?A: Great, thanks. So, whats the status of our advertising campaign?B: As I mentioned before, itll be a national campaign starting next month. Weve decided to use a variety of media for full coverage. First, well have a 30-second ads on television once a day for 3 weeks. At the same time, well do 15-second radio commercials 3 times a day in selected cities with large populations. Finally, well have some outdoor ads using billboards near main entrances to big cities.Sample dialogue (part 2)Sample dialogue (part 2)A: What style will the ads use?B: Were focusing on slice of life, showing how you can beat the summer heat by biting into a cool ice-cream sandwich. Therell be some reason why we have our choice of flavors.A: Sounds like an ideal approach. Will we have a new slogan?B: Definitely. The advertising agencys working on that right now. Theyll have some proposals ready by the end of the week.A: Sounds like well have a winner on our hands! Task 2Task 2 Do you believe in the advertised products? What do ads bring about? What are the advantages and disadvantages? Exchange your opinions with your partners about the questions and then make a dialogue to show what you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: I should like to hear what young people think about advertising.B: Thats interesting.A: Well, we wouldnt know what there was to buy if we didnt have advertisements.B: Yes, thats true. Advertisements provide information that we need.A: Yes, and advertisements tell us which product is the best.B: Do they? I dont think so. Every manufacturer says that his product is the best. Only one can be the best, so the others are misleading us.Sample dialogue (part 2)Sample dialogue (part 2)A: Well, in a way, I suppose, the cost of advertising is added to the price of the article. You and I and all the other people who buy the article pay for the advertising.B: Well, I suppose we get something for our moneysome information.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）As you know, were very interested in developing new markets. We believe your expert opinion will help us a lot.（2）There are a lot of ways to push sales in USA. For example, try to make yourself known by TV ads.（3）I think the first thing is what media you should use and when you should place advertising in the media.（4）I think television is much more effective if it doesnt matter for you to pay a little more money.（5）There are three main sections: the media department, the design department and the client service department.Key to the CKey to the CE ExercisesE Exercises（6）The design department, from its name, you know, designs advertisements. This is the most important section of an ad agency.（7）They contact the clients directly. Their job is to ensure that the ads convey the right message to the right people within budget.（8）Id like to talk with one of your consultants. I need some suggestions on how to market my products.（9）We are a business suit company, which offers a variety of business suits.（10）We cannot advertise very long on radio because it is expensive. Time is very limited.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）你知道，为使你们在新市场的广告战中大获全胜，你们应该制订一个详尽的计划。（2）你们做广告的目的就是引起外商的兴趣并紧紧抓住他们的注意力，这样你们才能从他们那里得到回报。（3）如果你们想做批发生意，就不要去拜访零售商。零售业务只是作为补充生意而已。（4）宣传媒介部负责向客户提供建议并策划在哪家报纸、杂志或电视台刊登广告，还为客户购买报刊版面或电视播放时间。（5）为了达到这个目的，他们就得从客户那里了解尽量多的信息，并且知道客户想花多少广告费。Key to the EKey to the EC ExercisesC Exercises（6）最后，他们把这些信息以制作要点的形式传递给广告制作部。（7）您可以将您的产品给特定的读者群，而且还可以用抢眼的插图吸引读者。（8）现在人们很少听广播，只有地位稳固的知名企业才可以成功地运用广播广告。（9）电视广告是最贵的，但因为可以结合声音、动作以及色彩，所以吸引了大批的顾客。（10）好的广告对于唤起人们对产品的注意和介绍新的产品是至关重要的。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）My biggest concern now is business promotion. Can you give me some tips?（2）But for a new company, such expenses are absolutely necessary.（3）Furthermore, dont neglect all kinds of industrial shows and exhibitions. You will make lots of business friends there.（4）That is to say I should aim at big importers and chain stores. （5）They have good reputations and may place regular orders of big quantities.Key to Task 5Key to Task 5（6）We regard this department as the bridge between the agency and the client.（7）Have you thought about advertising in newspapers and magazines such as Businessman ?（8）And thats why I think that specific product advertising has only limited effectiveness.（9）Ill think over your suggestion and discuss it with my sales department.（10）Im interested in the functions of an advertising agency.Thanks for Your Attention!Unit 3 Unit 3 Joint Joint VentureVenturePart One Warm-upPart One Warm-upWhat should be paid attention to when you want to set up a joint venture? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upIn a cooperative venture, parties involved may operate as separate legal entities（独立法人） and bear liabilities independently rather than as a single entity. A cooperative venture can be registered as a limited liability entity resembling an equity joint venture in operations, structure, and status as a national legal entity.There is no minimum foreign contribution required to initiate a cooperative venture, allowing a foreign company to take part in an enterprise where they preferred to remain a minor shareholder. The contributions made by the investors are not required to be expressed in a monetary value and can include excluded in the equity joint venture process can be contributed such as labor, resources, and services. Profits in a cooperative venture are divided according to the cooperative venture contract rather than by investment share, allowing a more flexible schedule for return on investment where one investor provides cash while the other partys investment is primarily in kind.Greater flexibility in structuring a cooperative venture is permissible to include structure of the organization, management, and assets. There is no term for unlimited terms in cooperative ventures, but no provisions for the term of the duration. The term of the cooperative venture contract may be renewed subject to consent of parties involved and approval from examination and approval authorities. The foreign investor is permitted to withdraw their registered capital or a portion thereof from the cooperative venture during the contract.Because of unique privileges and added features offered to the foreign party in a cooperative venture, trade unions must represent employees.Reference:http:/www.chinadaily.com.cn/beijing/2012-12/08/content_15998154.htmPart Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 cooperation cooperation ku,prein ku,prein n. n. 合合合合作作作作international cooperation 国际合作development cooperation 发展合作economic cooperation 经济合作；合作经济The success of our plan rests on your cooperation.我们的计划成功与否取决于你的合作。investment investmnt n. investment investmnt n. 投资投资投资投资Investment income 投资收益International Investment 国际投资This is an investment that returns a good interest.这是一项可获得丰硕利润的投资。preferential ,prefrenl adj. preferential ,prefrenl adj. 优惠的优惠的优惠的优惠的preferential policy 优惠政策preferential price 优惠价preferential terms优惠条件We will make you a compensation of 6% and give you some preferential terms later on.我方将向贵方赔偿6%，并且在以后的生意中给你们一些优惠条件。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2responsibility responsibility ri,spnsbilti n. ri,spnsbilti n. 责任责任责任责任He could not retreat from his responsibility in this accident.在这次事故中他不能逃避他应负的责任。I accept this responsibility as part of my job.作为我工作的一部分，我接受这一责任。approval pruvl n. approval pruvl n. 许可许可许可许可Approval Certificate 批准证书Administrative Approval行政审批Approval Date批准日期They create the full design of the book and send it to you for feedback and approval.他们创建这本书的整个设计并且发给你来获得反馈和批准。registration redstre()n registration redstre()n n. n. 登记登记登记登记Marriage without registration is not recognized by law.法律不承认未经登记手续的婚姻。The process consists of two phases: installation and registration.这个过程由两个阶段组成：安装 和注册。transportation trnspte()n transportation trnspte()n n. n. 运输运输运输运输transportation business 运输业transportation engineering 运输工程urban transportation城市交通railway transportation铁路运输The baggage was being rapidly stowed away for transportation.行李正迅速被装好收起以便运输。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3status stets n. status stets n. 地位地位地位地位status bar 状态栏social status 社会地位People do want to get their financial affairs in order if possible. But it is not money or status that holds the true importance for them.如果可能的话，人们真的想将财务事务处理有序，但是对他们来说真正重要的东西并不是金钱或地位。participationpr,tspen participationpr,tspen n. n. 参与参与参与参与participation rate参与率full participation完全参与partial participation部分参与I will do my best to stave off his participation.我会尽力阻止他的参与。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers would like to establish a computer joint venture in China, you must tell him the matter about the foreign proportion of investment, and the term of contract. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Wed like to establish a computer joint venture. Is there any regulation on the foreign proportion of investment?B: Yes. The lowest proportion shall be 25%, but there isnt upper limit.A: We are prepared to contribute 55%. Must we invest in cash only?B: The parties to the venture may contribute cash, capital goods and industrial property right, etc. as their investment.Sample dialogue (part 2)Sample dialogue (part 2)A: Good. Well invest machinery and equipment estimated at about 40% of the total investment.B: We will provide the factory building, premises, some machinery and equipment. The right to use the site is also a part of our investment.A: How long will the joint venture be?B: We can temporarily fix the term for 10 years first. So long as we can run the plant well, the period can be prolonged later.A: Good. Were very interested.Activity 2Activity 2If you plan to establish a joint venture with your customer, and the total amount of investment goes to $6,000,000, do you know the investment proportion of the two parties? Discuss this topic with your partners and then make a dialogue to show what and how you discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: How much would the total amount of investment come to?B: A total amount of $6,000,000 would be large enough for the construction funds and circulation capital.A: If the total amount of investment goes to $6,000,000, the registered amount should be $3,000,000, accounting for 50%.Sample dialogue (part 2)Sample dialogue (part 2)B: What about the investment proportion of the two parties?A: Its stipulated that the low limit for the foreign party is not less than 25% of the authorized capital. There is no top limit.B: We shall invest 60%. As for the products, we would sell 50% on the international market.A: Could you raise the percentage to 70 so as to ensure the foreign balance and cover your profit?B: Yes, I agree. Lets settle it down.Activity 3Activity 3If you want to establish a joint venture in China, What do you have to do? Discuss this topic with your partners and then make a dialogue to show what and how you discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: What do I have to do if I want to start a joint venture in China?B: First of all, youll have to do a market research to choose the right project and seek a suitable Chinese partner.A: Do we sign an agreement with the Chinese company?B: Not an agreement, but a letter of intent. Then your Chinese partner shall submit the project proposal to the authorities concerned for examination and approval. Thats only the first stage of requirements.Sample dialogue (part 2)Sample dialogue (part 2)A: What is involved in the second stage?B: You should prepare three documentsa feasibility study, a contract and articles of association, and send them to the same authorities for approval.A: How long will it take for all these documents to be approved?B: According to the existing rules, a project proposal will take no more than 20 days, and the feasibility study and so on, 30 days.A: Thank you for your explanation.Part Five HomeworkPart Five HomeworkTask 1Task 1Your cooperator would like to establish a joint venture with your company. After visiting your sports shoe factory, you get down to talking about the investment details, such as investment proportion and contract period. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Now, lets discuss about the investment details.B: OK.A: We think that we need a total of 100 million dollars investment. It is enough to provide construction funds and circulation capital for a sports shoe factory. B: I agree. How much would Chinese side invest in the joint venture?A: We are planning to invest 55%, which includes land, factory building, labor recruit and cash.Sample dialogue (part 2)Sample dialogue (part 2)B: That is acceptable. We will provide the rest 45% in terms of cash, technology authorization, equipment and training.A: It sounds good. How long will the joint venture last?B; Do you have any suggestions?A: I suggest 10 years as a start. If we operate it well, we can extend our joint venture.B: I agree. Wish we have a successful cooperation.A: I believe so.Task 2Task 2After having decided to establish a joint venture with your cooperator, you are going to talk about the board of directors. Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Now this afternoon, we will take on some tough ones. Shall we first talk about the issue of board of directors? I suggest the total number of the seats of directors be six: four from our factory and two from your company.B: The shares of our investment basically determine that. So I dont have any argument about this arrangement at all.Sample dialogue (part 2)Sample dialogue (part 2)A: Okay. Now I am thinking of this question: how long do you think the term of the directors, chairman and vice chairman should be? Would a two-year period be reasonable?B: From the perspective of the continuity and stability of companys policy, I think four years is better.A: I think ifs reasonable. Thats decided then, and Ill include it in the contract.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）We are thinking of cooperating with you to set up a sports shoes factory by way of joint venture in Quanzhou.（2）China is a perfect place for foreign investment. The government provides preferential treatment for foreign investors.（3）According to Chinese laws and regulations, the proportion of investment contributed by foreign side cannot be more than 49 %.（4）Foreign side can provide technology and equipment as investment. Chinese side could provide land, factory building and labor as investment.（5）Since last time I have got necessary information about setting up a joint venture, I come here to discuss with you the responsibility of our two sides.Key to the CKey to the CE ExercisesE Exercises（6）You should provide land, factory building and recruit labor force.（7）We need your technology documents of installation, calibration, production and quality control.（8）I think it is the best way to settle all the disputes through negotiation between us.（9）Although our products have covered the color TV market of almost every big city in China, we still sense a fierce competition in this field.（10）The board of directors on our side has also the intention to cooperate with you to set up a joint venture in China.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）您能具体说说如果我们建立合资工厂的话，我们能享受哪些优惠待遇吗？（2）外国投资者可以在缴税后将利润汇回本国。（3）总体来说，我方负责申请投资许可、工商登记和生产许可。（4）我们也需要贵方在与进口设备有关的运输和海关申报方面提供协助。（5）如果协商不成，可以提交仲裁。也可以在法律的框架下解决问题。Key to the EKey to the EC ExercisesC Exercises（6）当然，我们会提供必要的帮助。（7）可以说，我们厂是中国最大的彩电生产厂家。在中国彩电市场的占有率达30%以上。（8）我们的投资能否占到所有股份的50%以上？（9）但我们的销售市场主要在国内，中方最好能占所有股份的70%。（10）明天在第三方的参与下，我们将科学地评估你们的高新技术，尽快使你们的技术资本化。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）We would like to take this step as our knock on the door of the Chinese market. （2）A joint venture pays lower income tax during the first five profit-making years.（3）That is to say, we can enjoy lower income tax rate in the first five years in which we make any profit.（4） I will take this back to my boss. Im sure I will come back to further discuss this with you.（5）You should provide technology, equipment and labor force training.Key to Task 5Key to Task 5（6）We will send technicians to help you do that.（7）I think we can make our cooperation a successful one.（8）Ive already learnt that a fierce competition exists in color TV market in China.（9）We must catch up with the worlds advanced technology. We plan to introduce the technology of digital TV. （10）Our cooperation is based on the principle and of equality and mutual benefit.Thanks for Your Attention!Unit 4 Unit 4 E-commerceE-commercePart One Warm-upPart One Warm-upDo you know international e-commerce?Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upElectronic commerce, commonly known as e-commerce or eCommerce, is a type of industry where the buying and selling of products or services is conducted over electronic systems such as the Internet and other computer networks. Electronic commerce draws on technologies such as mobile commerce, electronic funds transfer, supply chain management, Internet marketing, online transaction processing, electronic data interchange (EDI), inventory management systems, and automated data collection systems. Modern electronic commerce typically uses the World Wide Web at least at one point in the transactions life-cycle, although it may encompass a wider range of technologies such as e-mail, mobile devices, social media, and telephones as well.Electronic commerce is generally considered to be the sales aspect of e-business. It also consists of the exchange of data to facilitate the financing and payment aspects of business transactions. This is an effective and efficient way of communicating within an organization and one of the most effective and useful ways of conducting business.E-commerce can be divided into:E-tailing or virtual storefronts on websites with online catalogs, sometimes gathered into a virtual mall“Buying or Selling on various websites and/or online marketplacesThe gathering and use of demographic data through Web contacts and social mediaElectronic Data Interchange (EDI), the business-to-business exchange of dataE-mail and fax and their use as media for reaching prospective and established customers (for example, with newsletters)Business-to-business buying and sellingThe security of business transactionsReference: http:/en.wikipedia.org/wiki/E_commercePart Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 storage strid n. storage strid n. 存储存储存储存储data storage 数据存储 storage system 存储系统storage space 贮存面积I want to upload data to the computer network storage from my office computer.我想将资料从办公室电脑转送到计算机中心网络的储存中。merchandise m:tndaiz; -dais merchandise m:tndaiz; -dais n. n. 商品商品商品商品general merchandise 日用商品merchandise trade 商品贸易 merchandise sales 商品销售merchandise on hand 现货；库存商品 purchase of merchandise 商品进货ownership unip n. ownership unip n. 所有权所有权所有权所有权state ownership 国家所有制 private ownership 私人所有制 land ownership 土地拥有权The matter in dispute is the ownership of the house.眼下的纠纷是这所房子的所有权问题bargaining n. bargaining n. 讨价还价讨价还价讨价还价讨价还价bargaining power 议价能力 bargaining chip 谈判的筹码The women are bargaining with the dealers for the property.妇女们与商人就那笔房地产的交易讨价还价。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2innovative adj. innovative adj. 创新的创新的创新的创新的innovative business创新企业innovative thinking创新思维innovative ability创新能力My problem is not how to be innovative.我的问题并不是如何去创新。distributor n. distributor n. 经销商经销商经销商经销商sole distributor 独家经销商exclusive distributor 独家经销商 Under what circumstances can the distributor return merchandise to the manufacturer?在什么情况下分销商能将商品返还给制造商？Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3transaction trnzkn transaction trnzkn n. n. 交易交易交易交易transaction cost 交易成本business transaction 商业交易transaction volume 交易量 market transaction 市场交易They derived a benefit from that transaction.他们从那笔交易中获利。account kaunt n. account kaunt n. 账户账户账户账户saving account 储蓄帐户checking account 支票帐户deposit account 存款帐户These figures disagree with our account.这些数字与我们的账单不符。entrust v. entrust v. 委托委托委托委托A JV may either sell the products on the world market by itself or entrust foreign sales agencies or foreign trade companies in China to sell on commission.合作企业可以自行向国际市场销售其产品，也可以委托国外的销售机构或者中国的外贸公司代销或者经销其产品。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1 Do you know how to shop on-line?Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Does shopping online have the same procedures as shopping in the supermarket?B: Almost the same, but you have to register to become an affiliate first.A: Do you mean that only legal affiliates can get into the market?B: Yes. I have got in with my affiliate identity, and I can buy anything I like.A: How do you choose goods?B: First choose the sort of goods you want and browse them. Now you can choose the grocery.A: I have seen it. There are commodity lists with details. Oh, there is a text box used to input amount.Sample dialogue (part 2)Sample dialogue (part 2)B: Input the amount you want in the text box, and dick the order button.A: Is there an order button beside the goods when I am browsing?B: Yes, some web sites offer hyper-link signed add to cart. If you dick it, the cart dialog box will appear.A: There are many modifying buttons in the cart dialog box. Its likely that I can rechoose.B: All goods have the same choices. There are many things in our cart. We had better check them out.Activity 2Activity 2Online auction is a trend in todays world. Do you know its advantages and disadvantages?Discuss this topic with your partners and then make a dialogue in pairs on this topic.Sample dialogue (part 1)Sample dialogue (part 1)A: There are many advantages of the online auction.B: What advantages?A: It can extend the auction time, the number of people and materials to the largest with the network platform.B: You mean that whoever and wherever you are, if you get on line, you can buy and sell anything.A: Yes, it improves the traditional sale manner of selling goods at a fixed price and offers prompt continuous preferential goods and services to the consumers.B: But I suppose there are still many problems in the online auction.Sample dialogue (part 2)Sample dialogue (part 2)A: Do you have any valuable advice?B: Due to the striking conflict in the settlement manner, the difficulty in paying and so on, it is difficult to carry out the real online auction.A: Its true. It will be solved with the popularity of credit cards.B: Its still a major problem how to deliver the goods to the seller promptly and safely.A: But I still believe that the online auction is bound to mature with the development of the system of the social service.Activity 3Activity 3The customer would like to purchase walnut meat and peanut kernels, but he complains that the price is too high while the goods are in great demand. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Oh, so many kinds! Could you tell me something about them?B: Our company on the Internet is mainly handling the export of farm products, including grains,beans, walnuts, peanuts, etc. What kind of products are you interested in most?A: We want to find out if you can supply walnut meat and peanut kernels.B: Yes, we can. We have many suppliers with good reputations. We have many inquiries and orders recently.A: Then how about the prices?B: Could you give me an indication of the quantities that you require?A: Walnut meat 100 tons and peanut kernels 80 tons. Sample dialogue (part 2)Sample dialogue (part 2)B: Well, these two commodities are selling quite well and in high demand these days. For walnut meat the price is US$1,000 per ton, and peanut kernels US$700 per ton.A: That seems rather high for a good customer. Will you give me a discount if I pay cash?B: I should think we can come to some kind of agreement.A: Good, and what about delivery? When can you deliver them?B: We have sufficient inventory to meet your present needs. Delivery will be made ten days after receipt of your L/C.A: Thats good. As to details of the transaction, Ill call you later.Part Five HomeworkPart Five HomeworkTask 1Task 1You are operating a company with you friend, Mike. But now, with the development of e-commerce, your company seems to be having a lot of troubles. Mike suggests that you should get out of the traditional retailing, and set up an e-commerce operation. But you hold the opposite opinions, and you think that e-commerce is just a fad. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Frankly, Im really worried about the way things are going. Its pretty obvious we have serious problems. And I think we need, you know, a really radical solution. Weve got to get out of high-street retailing altogether. B: Hold on. What do you mean? In what way should we change, Mike?A: Go completely on line. Sell all the stores, every one of them. It wouldnt be too difficult to do that. Then use the money to set up an e-commerce operation. A 100% on line operation. Think of the saving in costs, lower overheads, wage bills. Surely the markets telling us this is the way to go.Sample dialogue (part 2)Sample dialogue (part 2)B: Oh, come on, its not as simple as that. Weve got no experience in that area whatsoever. And look at whats happening to dot-com business. Theyre going busted every day. I think theyre just a fad and people will soon come to their senses. Theyre not the answer, believe me.A: OK, so what is the answer? Weve got to do something, thats for sure.B: Im not against on line selling, Mike. But it wont solve our problems. Weve got good products and a loyal customer base. Where are we going wrong? Well, I think were not promoting our goods properly. Weve been doing all our marketing in-houseits a mistake. We should be outsourcing our advertising and promotion. We need to get a really creative ad agency wholl work on our image and rebrand us.Sample dialogue (part 3)Sample dialogue (part 3)A: Thats it? Thats your solution?B: Not just that. I think we ought to pay more attention to the findings of the study done by the Marketing Department. Another thing why not get it right? Do we need new products and services? Do we need to target different segments of the market? But, we must stay in the high streetthats the business we know.A: I cant agree. Our profits are falling, while costs are increasing. Most of our customers are over 40, and were not bringing in the younger ones at all. We cant stay as we are. Its just not an option.B: Ok, Let me think about it.Task 2Task 2 Do you know the barriers which electronic commerce would encounter, including social, cultural, political, governmental, economic and technological obstacles etc. Discuss this topic and exchange your opinions with your partners about the topic.Sample dialogue (part 1)Sample dialogue (part 1)A: Are there any barriers to the development of the global e-commerce?B: Actually there are some barriers, including social, cultural, political, governmental, economic and technological obstacles etc.A: What are the cultural and social barriers?B: A nations social and cultural features usually have great impacts on the growth of e-commerce. These two factors are very critical, because from a marketing point of view, they decide the demand from internet services and propensity to purchase online. Social factors would affect business decisions including the cost of doing business, selecting suppliers in a country and developing long-term relationships with the suppliers. Sample dialogue (part 2)Sample dialogue (part 2)And cultural elements such as language, education level, and belief and value systems influence technological innovations. Research also shows that the Internet adoption and e-commerce demands in different countries are greatly affected by various social factors which include gender, age, purchasing habits and other relevant elements. These social differences have decided that certain types of e-commerce would be able to flourish in one country while being totally depressing in other regions.A: What are the economic or commercial barriers? .Sample dialogue (part 3)Sample dialogue (part 3)B: Economic conditions present one of the most pervasive and difficult-to-overcome barriers to global e-commerce. Managers developing e-commerce strategies in multinational companies will initially target the countries that are most developed in the use of the technology. On the other hand, few online companies will invest the time and resources necessarily to sell goods or services to the market with less internet access and lower e-commerce awareness. Whats more, a nations transport, energy, computer or telecommunications capabilities and commercial infrastructure are also critical to e-commerce.Sample dialogue (part 4Sample dialogue (part 4) )A: Then what are the political or governmental barriers to the development of e-commerce?B: The political and legal climate of a country can significantly hinder the growth of e-commerce when there is not substantial cooperation from the government. Government policies that promote supporting industries, for example, information technology, can help improve a countrys technological and economic environment.A: Technological problems are also very important, arent they?Sample dialogue (part 5)Sample dialogue (part 5)B: They certainly are. Technological infrastructure is the backbone or supporting complexes that are in place to promote implementation, communication and usage of networks. A reliable IT system normally falls on the shoulders of the governments to finance the infrastructure needed. For the developed countries like USA, this is no question. But for the less developed countries like India, it possibly means a fortune for the government to finance the IT.A: For the development of e-commerce, there is a long way to go.B: Hope to see its fast development.A: Me too.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）The whole world is coming into an era of information-network, and the operation mode of traditional business would be replaced by e-commerce, the new operation system in business.（2）The wholesale reduces the exchanging time and ware storage cost in society.（3）The retail trade lies in the eventual phase and serves the intimate consumers directly, and it links producing and consuming.（4）The application of e-commerce provides a lot of developing opportunities for small enterprises and the technique becomes the most important factor for obtaining competition advantage as the substitution of scale.（5）I created a new, innovative durable consumer product, but I cant find the way for distribution.Key to the CKey to the CE ExercisesE Exercises（6）Because the news is spread online, youd better send those who really want to be the distributor of the product a free Accident Report Kit and wholesale price list.（7）You should give your thanks to the Internet. It is a good method to let others know your products.（8） Stock transactions can be directly done by account transfers through online transaction, so it will save you extra trips.（9）If I dont want to invest all my capital, can I change the trust amount?（10）But you should know that if you have struck a bargain, you shouldt cancel it.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）电子商务对批发存储行业和零售行业都有深刻的影响。（2）在传统的商品分配中，商品从生产者到消费者手中需要通过批发和零售两个渠道。（3）批发业使讨价还价的成本大大减少了。（4）而传统上的额外的分配环节会增加流通成本、降低流通效率。（5）它叫做交通事故报告器。它是价格低、销售额髙的产品。Key to the EKey to the EC ExercisesC Exercises（6）它是给开车人使用的，当需要向保险公司申请赔偿时，它教你如何收集信息。（7）经销商能获得更髙的利润。（8）我们甚至提供被提名者的服务，那能够帮助客户接受所有股息和红利。（9）登录成功后委托过程复杂吗？（10）系统会自动在“委托价格项填入价格，并给出可买股数。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）But by means of e-commerce, the producer could easily obtain operating information through the Internet.（2）The producer can accomplish the commodity circulation process without the retail trade.（3）Through the Internet, the small companies can enter international market and do international marketing.（4）Under the condition of e-commerce, the two preconditions of business enterprises expanding are challenged and the modern business enterprises must reconsider its problem of management scale. （5）Why not issue the information online?Key to Task 5Key to Task 5（6）It can cause them strong interests in this way. Thank you for your good advice.（7）I dont want to waste my time going to your bank.（8）Will your bank help clients to keep shares and transfer certificates?（9）Is it simple to buy in and sell out stocks online?（10）You can change both the trust price and the trust amount.Thanks for Your Attention!Unit 5 Unit 5 Technology TransferTechnology TransferPart One Warm-upPart One Warm-upWhat should be paid attention to when you negotiate on technology transfer? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upMany companies, universities and governmental organizations now have an Office of Technology Transfer (TTO, also known as Tech Transfer or TechXfer) dedicated to identifying research which has potential commercial interest and strategies for how to exploit it. For instance, a research result may be of scientific and commercial interest, but patents are normally only issued for practical processes, and so someonenot necessarily the researchersmust come up with a specific practical process. Another consideration is commercial value; for example, while there are many ways to accomplish nuclear fusion, the ones of commercial value are those that generate more energy than they require to operate.The process to commercially exploit research varies widely. It can involve licensing agreements or setting up joint ventures and partnerships to share both the risks and rewards of bringing new technologies to market. Other corporate vehicles, e.g. spin-outs, are used where the host organization does not have the necessary will, resources or skills to develop a new technology. Often these approaches are associated with raising of venture capital (VC) as a means of funding the development process, a practice more common in the United States than in the European Union, which has a more conservative approach to VC funding.2 Research spin-off companies are a popular vehicle of commercialisation in Canada, where the rate of licensing of Canadian university research remains far below that of the US.Technology transfer offices may work on behalf of research institutions, governments and even large multinationals. Where start-ups and spin-outs are the clients, commercial fees are sometimes waived in lieu of an equity stake in the business. As a result of the potential complexity of the technology transfer process, technology transfer organizations are often multidisciplinary, including economists, engineers, lawyers, marketers and scientists. The dynamics of the technology transfer process has attracted attention in its own right, and there are several dedicated societies and journals.There has been a marked increase in technology transfer intermediaries specialized in their field since 1980, stimulated in large part by the Bayh-Dole Act and equivalent legislation in other countries, which provided additional incentives for research exploitation.Reference: http:/en.wikipedia.org/wiki/Technology_transferPart Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 technology transfer technology transfer 技术转让技术转让技术转让技术转让Contract for Technology Transfer技术转让合同technology transfer fee技术转让费We require that at the signature of the technology transfer agreement, you will provide us with the bank guarantee for the transfer of all payments.我方要求在签署技术转让协议时，贵方要向我方提供支付所有技术转让费用的银行担保。supervision ,sju:pvin supervision ,sju:pvin n. n. 管理管理管理管理technical supervision 技术监督health supervision 卫生监督 democratic supervision 民主监督 construction supervision 施工监理Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2compensate for compensate for 补偿补偿补偿补偿Nothing can compensate for the loss of ones health.失去健康是无法补偿的。If the damage was caused by poor packing, you should compensate for it.如果破坏因不合格包装造成，你们要对此进行赔偿。proposal prpz()l n. proposal prpz()l n. 提议提议提议提议technical proposal 技术建议rationalization proposal 合理化建议They reacted against my proposal.他们反对我的建议。I think we have to think about your proposal about agency carefully.我想我们必须慎重考虑你方关于代理的建议。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3technician teknin n. technician teknin n. 技术员技术员技术员技术员laboratory technician 化验员engineering technician 工程技术员 lab technician 实验室技术员computer technician 计算机技术人员 Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers would like you to provide him a technical license to improve his present products and develop new ones. You need to let him know the rights, period and expenses of the technical license. Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Shall we take up the business now?B: Thats fine with me. Im ready.A: Wed like you provide us with a technical license to improve our present products and develop new ones.B: I hope we can satisfy your requirements. Well guarantee that machines and technology are of advanced world levels, and the technology provided is integrated, precise and reliable.A: Very good. What right will the license grant to us?B: It will grant rights of both manufacture and sales of our products.Sample dialogue (part 2)Sample dialogue (part 2)A: Does the license include the patent?B: Yes.A: How long will you allow us to use the patent?B: 3 years.A: Well, how much will you ask for?B: We hope you will pay us $80,000 as initial payment for buying the production rights from us, and 5% of the sales price on each product sold.A: Im afraid that we cant accept that. We hope you can reduce to 3% of the sales price on royalty.B: It would not seem proper to do so. What about 4%?A: Well, yes.B: We have reached an agreement on payment. Then, within 30 days after the effective date of the contract, you must pay the initial payment for our license.Activity 2Activity 2A customer has decided to buy a technical license from you, and you should provide him with its details so as to make clear the responsibilities and interests of the two sides. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Well, since weve decided to buy the technical license from you, the license should guarantee that machines and technology are of world advanced levels.B: Of course.A: If you fail to deliver technical documentations and the equipment or its spare parts, we shall have the rights to cancel the contract and ask you to return us all the payment already made plus interest at a rate of 10% per year. If delivery is delayed, penalty percentage shall be fixed to the duration of delay. Do you agree?B: Yes, I agree and we also should stipulate confidentiality. In 10 years you should keep confidential all the technical information and know-how offered by us.Sample dialogue (part 2)Sample dialogue (part 2)A: Certainly. But you should also guarantee the ownership of the patent, know-how and technology. If any third party disputes your rights to use the patent and know-how, you should bear the full responsibility.B: All right.A: You shall provide us with adequate facility and the necessary tools to our technicians of rendering technical assistance.B: All the costs for them shall be borne by you. Is that OK?A: Oh, yes, we agree.Sample dialogue (part 3)Sample dialogue (part 3)B: How shall we settle disputes?A: All disputes and difference of any kinds arising from the execution of this contract shall be settled amicably by the parties, or shall be submitted to the China Council for Promotion of International Trade, Beijing, for arbitration.B: We agree with you.A: Anything else you want to bring up for discussion?B: No, nothing else.Activity 3Activity 3 If you are the boss of Long Feng Bao Zi (Long Feng Steamed Stuffed Bun, 龙凤包子), and you want to sell your brand to one of your cooperators, how can you persuade him to buy the brand? Exchange your opinions with your partners about this question and then make a dialogue.Sample dialogue (part 1)Sample dialogue (part 1)A: What kind of transfer would you suggest?B: How about my selling you the brand? I mean you name yours after mine, which is Long Feng Bao Zi.A: Yes, and.B: This means Ill provide you with the full information about the making of Long Feng Bao Zi.A: It sounds good, but even so, we may still have difficulties in making Long Feng Bao Zi. Say, the taste may not be the same as that of yours, and itll certainly spoil the fame and reduce the sale.Sample dialogue (part 2)Sample dialogue (part 2)B: You are right. To solve it, well send some specialists to your country to train your cooks and managing personnel, or if you like, you send your people here to receive all these trainings. You could choose whichever way you like.Part Five HomeworkPart Five HomeworkTask 1Task 1You and your client have come to agreement on the price of technology transfer. And you are going to talk about the details of payment now. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: It is very glad we have settled down the price issue.B: Yes. Thats the key to the deal. Now, I would like to discuss with you the payment details.A: No problem.B: To make it easier for both of us, we divide the fee into three parts, which include technical document preparation fee, training fee and technical service fee.A: We prefer you give us a fixed total fee instead of several parts.B: I may not make myself clear. Actually, the total price remains the same. Firs, 50% of the technical document preparation fee should be paid within 10 days after we sign the agreement. The other 50% will be paid after the delivery of the document. The training fee will be paid when you send engineers to us. The technical service fee will be paid according to actual service.Sample dialogue (part 2)Sample dialogue (part 2)A: We still prefer a fixed total price. And we would like to pay you in 5 times.B: Whats your plan?A: We will pay 10% after we sign the agreement, 20% after the delivery of document, 30% after the training is done, 30% after the quality control test is done. The last 10% will be paid one year after the quality control test.B: If you insist this way, we have to reconsider the price. It will take so long to pay the price.A: Shall we make some concessions?B: We suggest 20% after we sign the agreement, 30% after the delivery of document, 30% after training and 20% after quality control test.Sample dialogue (part 3)Sample dialogue (part 3)B: Usually, we need the full payment if the test shows no problem.A: We insist 10% should be paid one year after the quality control test. Its a good way for us to ensure the quality.B: OK. Could we make it 5% ?A: OK, we accept.Task 2Task 2The two parties are negotiating on the royalty rate and the initial down payment. And the seller then agrees to lower the royalty rate. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: As to our existing technology, the minimum accepted royalty is 5 percent of the net sales price of all licensed items made and sold during the term of the agreement, in addition to an initial payment of US $ 100,000.B: Im afraid both the royalty rate and the initial down payment are too high. As you know, the company will have a tough time in the initial stage of operation. How could a joint venture bear such a heavy additional load?A: The initial down payment cannot be reduced, but we may consider lowering the royalty rate a little bit.Sample dialogue (part 2)Sample dialogue (part 2)B: We suggest the rate come down to 4% of the net sales price.A: This can be considered. Wed like to have the samples of the first production sent to us. Our technical department will make sure the products meet the necessary specifications.B: Will you issue a surveyors report after the inspection, or suggest measures for improvement if the samples fall short of the requirements?A: Yes, well do that. I think things are quite clear now.B: Not quite, not before weve prepared the feasibility report and drafted the contract.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）We have decided to buy your patent technology of unit design. I come here to discuss with you about terms of the technology transfer.（2）In the former negotiation, we have settled all the problems regarding technology.（3）You know that patent licensing fee constitutes a large part of the deal.（4）We think 2% is reasonable because it lasts for 10 years and we have to bear the risk that the technology may be outdated.（5）So you also know that buying the know-how is better than the right to use the patent.Key to the CKey to the CE ExercisesE Exercises（6）The know-how tells one all the details of how to manufacture the equipment, and buying the know-how will be capable of contributing to advancement of our scientific and technical level.（7）If thats the case, there is hardly any need for further discussion. We might as well call the whole deal off.（8）You have a way of telling me into agreeing to your terms.（9）I find your factory has very good machinery and equipment.（10）Well provide you with our latest design and send you 2 or 3 technicians to give technical guidance.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）非常感谢您亲自到我们公司来与我们商讨。（2）价格的第一部分包含技术文档转移费、专利许可费、技术指导和人员培训费。（3）如果我们确定一个固定价格的话，我们会大幅度提高交割。你们可能接受不了。如果采取分成的形式对你们来说更容易承担。（4）我们建议专利使用费分成比例为2%，使用期为10年。其他费用, 采用固定价格一次收取。（5）如你所知，它比用我们的专利制造设备要便宜得多。并且这将意味着你们的成本将削减1/3。Key to the EKey to the EC ExercisesC Exercises（6）为了友谊，我们考虑削减5%。（7）我想，我们双方都坚持自己的价格是不明智的，我们各退一步，生意就可成交。（8）我知道你们已向一些厂家提供了专有技术，并大大提高了那些厂家产品质量的竞争力。（9）任何国家，发展中国家和发达国家都一样，或者任何企业都会从引进先进技术中受益。（10）对于一些细节，诸如合作条件、提供设计的时间和派遣技术人员的时间、价格和付款条件等，留待明天再讨论。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）I think a face to face talk could save both of us time.（2）In terms of patent licensing, you ask for royalties.（3）It may save us a lot of uncertainty due to the exchange rate fluctuation.（4）However, we think the fee for technical service and personnel training is too expensive.（5）I would like to suggest a sliding-scale royalty based on your sale.Key to Task 5Key to Task 5（6）Thats enough to compensate for the sum you pay for it.（7）I suggest we meet each other half way in order to narrow the gap.（8）Its a great honor to have you visit our factory.（9）Im sure, with your help, well reach the advanced world level.（10）We need quite some time to negotiate.Thanks for Your Attention!Unit 6 Unit 6 Commodity InspectionCommodity InspectionPart One Warm-upPart One Warm-upDo you know the inspection clauses of an international sales contract? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-up(1) The time and place of inspection(2) Inspection agency(检验机构)(3) Inspection certificate (检验证书)(4) Inspection standards and methods (检验标准与检验方法) Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 in transit in transit 在运输中在运输中在运输中在运输中Please give special attention to the packing, or the good could be damaged in transit.请特别注意包装，不然的话，货物可能会在运输中遭损。The result of our investigation said the damage was caused sometime in transit.我们调查的结果是，货物是在运输途中的某个时候受损的。lodge a claim lodge a claim 提出索赔提出索赔提出索赔提出索赔We have to lodge a claim against you for damage in transit.我们不得不因为货物在运输途中遭到损坏而向你方提出索赔。We are entitled to lodge a claim for the inferior quality against the seller.我们有权因货物质量低劣向卖方索赔。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2entitle intaitl v. entitle intaitl v. 有有有有权利权利权利权利Your qualifications entitle you to a higher salary.你的资格使你有权享有较高的薪水。Our experience in foreign trade and intimate knowledge of international market will entitle us to your confidence.我公司的对外贸易经验以及对国际市场的了解，会使我们有资格得到你们的信任。expense ikspens n. expense ikspens n. 花费花费花费花费at the expense of 以为代价maintenance expense 维修费用 interest expense 利息费用operating expense 经营费用She bought fame at the expense of her happiness and health.她牺牲了幸福和健康换得名誉。claim payment claim payment 索赔付款索赔付款索赔付款索赔付款I claim payment from my friend.我要求我的朋友付款。Can I claim payment for him for the damage?我能代他为其受到的伤害要求赔偿吗？Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3seminar semin: n. seminar semin: n. 研讨会研讨会研讨会研讨会advanced seminar 高级研讨会I suggest we telescope the seminar into an hour.我建议将研讨会缩短为一个小时。a series of half-day seminars to help businessmen get the best value from investing in information technology.一系列帮助商界人士从投资信息技术中获得最大价值的、每次为期半天的专题讨论会。consultation ,knsltein consultation ,knsltein n.n.磋商磋商磋商磋商online consultation在线咨询political consultation政治协商consultation company 咨询公司 They retired to another room for private consultation.他们退到另一房间秘密磋商。arbitration ,:bitrein arbitration ,:bitrein n. n. 仲裁仲裁仲裁仲裁arbitration commission 仲裁委员会commercial arbitration 商务仲裁arbitration petition 仲裁申请书So the arbitration clauses have to be included in contract.必须在合同中写上关于纠纷仲裁的条款。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1Your customer is an American importer. After inspecting your samples, he complains that the quality and design of the silk handkerchiefs are not suitable, because the patterns with animals are not popular with Americans. Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Hello, Mr. Lin. Glad to meet you again. How is everything going?B: Im fine, thank you very much. What can I do for you?A: Ive been sent to discuss quality, quantity and other particulars of the goods with you.B: So, you must have received the samples and pattern books of our hand-embroidered silk products we sent last week.A: Yes, we studied them carefully after receipt.B: Do you have any questions?A: Oh yes. We find that the color and quality of your silk scarfs are satisfactory, but the quality and design of the silk handkerchiefs are not suitable. Im sorry to say that we dont like them at all.Sample dialogue (part 2)Sample dialogue (part 2)B: As far as I know, there cant be any problem with the quality of our silk handkerchiefs. As you know, silks are one of Chinas traditional exports. Theyre highly reputed for their quality. In fact, theyre selling well in European markets. As regarding patterns, could you please tell me in detail?A: The patterns with animals are not popular with Americans and Im afraid that they may not be salable.B: Really? Are you joking? Anyway, its easy to solve that problem. Here are our latest designs. You can choose what you like.A: These designs are so lovely that theyll appeal to the most selective consumers. Id like to order two of them: Silk Handkerchief No.10:4,000 dozens; No. 12:2,000 dozens.B: Im glad that you add your order.Activity 2Activity 2One of your customers is going to place an order with your company. Youve talked about payment terms for his imported machine parts. Now you should talk about the inspection of the cargos. Your customer would like to reinspect the goods at the destination. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Mr. Wang, weve talked about payment terms for your imported machine parts. Now shall we talk about the inspection of the cargos?B: Sure, Mr. Wilson. The inspection of a commodity is an integral part of the contract.A: Yes. But as you know, Mr. Wang, weve gone through the inspection of the cargos before delivery at the port of shipment. Do you think its still necessary to have them reinspected at the destination?B: Im afraid it is. Its a common practice in international trade today that the exporters have the right to inspect export goods before delivery, while the importers have the right to reinspect the goods after their arrival.Sample dialogue (part 2)Sample dialogue (part 2)A: Oh, Mr. Wang, I quite understand your situation on this point. So you have to engage a surveyor as soon as possible.B: As a matter of fact, weve had the best surveyor, the China Import and Export Commodity Inspection Bureau, which has a prestigious fame all around the world.A: Ive heard about this bureau. So where will you plan to have the cargos reinspected?B: The end user is the Baotou Iron and Steel Corporation. So its appropriate to have reinspection go through there.A: Well, I suppose that the time limit for reinspection is within 60 days after the arrival of the goods.Sample dialogue (part 3)Sample dialogue (part 3)B: Yes. Well complete the reinspection within the time limit.A: Thats fine. I hope the result of your reinspection will coincide with that of our inspection.B: So do I, and I hope theres no occasion for any disagreeable things to happen.Activity 3Activity 3 If your company will export a batch of household electric appliances to Russia but you dont know how to apply for inspection, you need to consult the surveyor about inspection. Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)D: Our company will export a batch of household electric appliances to Russia. How should I apply for inspection?Z: Export from our port or from the shipping place?D: We want to ship them from inland to Russia directly by train.Z: In that case, inspection can be carried out in the shipping place where the inspection and quarantine institution will issue a certificate if the result is qualified.D: What documents should I provide?Z: Some necessary certificates such as the frontier trade contract or order form, letter of credit, invoice, etc.Sample dialogue (part 2)Sample dialogue (part 2)D: What if the letter of credit is revised after inspection?Z: Then you have to apply for the change and you will be reinspected.D: When should I apply for inspection?Z: Please apply to the entry-exit inspection and quarantine institution for inspection twenty days before you ship for export.D: Thank you.Part Five HomeworkPart Five HomeworkTask 1Task 1Your customer has received the goods you sent. After inspecting your goods, he found that the goods are not in conformity with the specifications of the contract, he thought that you should fix up the problems and make it up to him. So what should you do? Exchange your opinions with your partners about the questions and then make a dialogue.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning, Mr. Brown. This is John Davis from a Canadian Import and Export Company.B: Good morning, Mr. Davis. Can I help you?A: I have something very unpleasant to talk over with you, Mr. Brown.B: Go ahead, please.A: We have received the goods you sent. To our surprise, the goods are not in conformity with the specifications of the contract.B: I am sorry to hear you say that. Just be patient, please. Any criticism on our goods is sincerely invited. Lets talk about the problems first.Sample dialogue (part 2)Sample dialogue (part 2)A: The goods reached us a week ago, and were immediately examined after they arrived. To our astonishment, we found the goods were underweight.B: Is that so? So far we havent had any complaint of this kind. I II check why the goods were underweight.A: This made us lose a lot of money, so we feel that you should fix up the problems and make it up to us.B: Though everything may be as you say, there are many factors involved.A: Well, whats more, we feel that the percentage of the goods of inferior quality was too high.Sample dialogue (part 3)Sample dialogue (part 3)B: Is that so? We are really at a loss to understand what you described. As everybody knows, our goods have enjoyed a good reputation for their superior quality for years in the world. Complaints about the quality are very rare indeed.A: Yes, your products enjoy high prestige in the world. Thats why we ordered your goods.B: OK, I promise Ill check into these problems, and find out if it was our fault.A: Well, Ill be waiting for your result several days later.B: If we really find that the error occurred in the factory upon investigation, we would accept your claim on it.Sample dialogue (part 4)Sample dialogue (part 4)A: You can make amends for the losses by replacing all of the inferior products, and paying for the business we have lost.B: OK, one of my people will go to your company tomorrow to talk about what replacements are needed.A: I really appreciate your correct attitude in this case.B: Please believe me this is a singular case. Im sure that everything will be smooth in our future business.Task 2Task 2Your products are checked by China Commodity Inspection Bureau. However, the inspection report shows that your company has been a debasement of quality since last year. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Our team has finished its analysis of your factory, and given us its surveyors report.B: Im sure that the report shows that my company is still making goods of customary quality.A: I regret to inform you that the opposite is true. There has been a debasement of Quality since last year.B: I don t understand. With our new quality analysis teams, our quality should get better, not worse.A: The problem seems to be that the workers are unhappy with the pay negotiations you are having right now.Sample dialogue (part 2)Sample dialogue (part 2)B: Its true there have been some troubles over pay, but I didnt think it would cause problems in the quality of our products.A: We cannot give you an inspection certificate now. But well do another inspection in two months, to see if things become better.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）The goods will be inspected by China Commodity Inspection and Quarantine Bureau. And the certificate of quality and certificate of weight issued by the Bureau will be taken as final and binding.（2）In the event that there is shortweight or disqualification at your end, the responsibility should not rest with us. It might be the damage or spoilage in transit.（3）As our transaction involves frozen broilers, we have to make sure the sanitary standards are up to the requirements of the French Government.（4）We demand that before delivery you should test and inspect all the equipment and parts comprehensively in regard to quality, quantity, specification and performance.（5）Please inform us of the date of inspection one month before the open-package inspection.Key to the CKey to the CE ExercisesE Exercises（6）During inspection, if shortages, defects or anything which doesnt conform to the contract are found, we will be entitled to claim against you.（7）But if we find any discrepancy which falls within your responsibility, the China Commodity Inspection Bureau will issue a certificate which will be the effective evidence for us to claim payment from you.（8）if claims fall within the responsibility of the shipping company, the underwriter shall not be entertained.（9）Its best to choose the inspection agency with both sides approval in the contract.（10）A seminar of technical specialists including the surveyors from both sides will be held to clarify which result is correct.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）您昨天说你方售货以装船质量、数量和重量为准。（2）我们的检验检疫局将出具动物检疫证明书，以证明货物符合出口标准。（3）此外，您能否再出具一个证明货物未受放射线污染的证书？（4）实际上交货前对所有的设备及部件进行检验是我们通常的做法。（5）设备运到现场后，须经我方代表及中国商检局详细检查。Key to the EKey to the EC ExercisesC Exercises（6）但如果发现货物损坏是由保險人或承运人的责任造成，我方则不承担任何责任。（7）复检应该在货物抵达后10天内进行，如果发现任何差异，索賠必须在30天内提出。（8）检验是由中国商品检验和检测局执行的。通常是在装运前5天内进行检验。（9）如果两次检验的结果不一致该怎么办？（10）一旦无法解决，任何一方都可以将案子提交仲裁。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）The goods will be inspected by China Commodity Inspection and Quarantine Bureau.（2）You should lodge the claim against the insurance company.（3）I wonder if its possible for one of our vets to inspect your factories.（4）Shall we go down to the question of inspection?（5）You can dispatch your representative to join the open-package inspection, if you like.Key to Task 5Key to Task 5（6）we want you to replace the damaged goods as soon as you receive our notice.（7）The expenses thus incurred shall not be at your account.（8）What do you have in mind?（9）Can we appoint any authentic surveyor without your approval?（10）Would you tell me how the inspection is conducted before shipment and by which agency?Thanks for Your Attention!Unit 7Unit 7ShipmentShipmentPart One Warm-upPart One Warm-upWhat should be paid attention to when you want to fix the time of shipment? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-up(1) The real situation of supply of goods and ships. (2) Fix flexible and appropriate time of shipment.(3) The date of delivery depends on the specific goods and markets. For more details, read the passage of Part Four Business Knowledge of this unit on the textbook.Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 retailing riteli n. retailing riteli n. 零售业零售业零售业零售业retail business 零售业务retail price 零售价 retail market 零售市场 retail store 零售商店The auto industry and retailing remain in distress.汽车业和零售业继续处于困境。customs formalities customs formalities 报关单报关单报关单报关单handle customs formalities 办理报关手续go thought customs formalities 办理海关例行手续How long will it take to go through the Customs formalities?办完海关手续要多少时间？shopping season shopping season 销售旺季销售旺季销售旺季销售旺季The day after Thanksgiving marks the beginning of the Christmas shopping season, an important time for U.S. retailers.感恩节后第二天意味着圣诞购物季节的开始，这对美国零售商来说是一个重要的促销季节。There are more signs that American consumers are coming back as the key holiday shopping season gets underway.更多迹象表明，随着主要的节日购物季节的来临，美国消费者逐渐开始增加支出。back orders back orders 过期订单过期订单过期订单过期订单reduce back orders 减少延期交货How does it handle back orders?它是怎样处理延期交货的？The German company said it caught up on back orders Sept. 1, after reopening the factory in May, and remains committed to manufacturing in Japan.这家德国公司说，在今年5月重新开工之后，它在9月1日赶完了拖欠的订单，并承诺将继续在日本进行生产。lose out lose out 亏本亏本亏本亏本When faced with a big opponent or a big challenge, we might assume that we will lose out.当我们面对一位强大的敌人或是一项严峻的挑战时，我们可能会预见到失败。When you lose out on a job opportunity, it is because it wasnt the right job for you.当你失去了一个工作机会，这只是因为这并不是适合你的工作。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2lead-time n. lead-time n. 订货至交货的时间订货至交货的时间订货至交货的时间订货至交货的时间His companys lead-time is just seven days, he says.麦克迈尔斯强调，他公司的生产周期只需七天。Only an effective combination of weather and flood forecasting, can we extend the lead-time.只有有效结合气象预报与洪水预报，才能有效延长预报期。advance dv:ns v. advance dv:ns v. 将将将将提前提前提前提前advance payment 预付款 cash advance 预付现金 advance with times 与时俱进 They will pay a hundred and thirty francs in advance.他们将预付130法郎。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3prompt delivery prompt delivery 即刻装船即刻装船即刻装船即刻装船make prompt-delivery 即期交货prompt and timely delivery 迅速及准时交货期We guarantee prompt delivery of goods.我们担保送货迅速。Prompt delivery would be necessary as we have a fast turnover in this trade.即期交货很重要，因为这种货流通很快。favorable price favorable price 优惠价格优惠价格优惠价格优惠价格Please note that we have quitted our most favorable price and are unable to entertain any counter offer.请注意到我们已报最优惠价格，无法考虑任何还盘。Please quote us your most favorable price for moderate purchase, stating your payment terms.请报一般购买量情况下最优惠价格，同时说明你方付款条件。transshipmenttransshipment trnspmnt trnspmnt n. n. 转运转运转运转运transshipment charges 转运费transshipment depot 中转仓库transshipment terms 转运条款Partial shipments are allowed and transshipment is allowed.允许分批装运和转运。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers is going to import some Christmas goods from your company. Now he is negotiating on the time of shipment with you, and he would like you to allow partial shipment. What should you do? Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)C: Because theres a great demand on shipment lately. We suggest that you allow partial shipment.F: No, no, partial shipment is not allowed. The goods we ordered are seasonal goods, so they must be shipped all at one time. We hope you will have these goods on board a ship before the end of September. Wed like them to be there in time for our Christmas sales.C: Christmas doesnt come until almost the end of the year, does it?F: But in the United States the Christmas season begins about a month before December 25.Sample dialogue (part 2)Sample dialogue (part 2)C: I see. To ensure timely shipment at one time, well get in touch with the shipping company and see what their shipping arrangement will be.F: So that the goods will be able to catch the Christmas sales.C: Since your order is in a great variety, we plan to ship them in Dalian loading them on a container ship.F: Thank you. Please by all means guarantee the date of shipment.C: We can assure you that the shipment of your order will be effected in September at the latest.There is no need to worry.Activity 2Activity 2The customer needs a couple of your SB2000 speedboats to rent to his guests. As it is the tourist season, so he needs them pretty quick. He also wants to know the price and the time of shipment. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Hi, Bob, what can I do for you?B: I need a couple of your SB2000 speedboats to rent to guests. Can you give me a price quote?A: Let me see. Uh, the list price is US$6,500. Youre a valued customer, so Ill give you a 10% discount.B: Thats very reasonable. Do you have them in stock?A: Sure do! We set up new inventory controls last year, so we dont have many backlogs any more.B: Thats good. The tourist season is just around the corner, so I need them pretty quick. Whats the earliest shipping date you can manage?A: They can be ready for shipment in 23 weeks.Sample dialogue (part 2)Sample dialogue (part 2)B: Perfect. Whats the total CIF price, Rosa?A: Hang on.The price will be US$15,230 to your usual port. Do we have a deal?B: You bet! Send me a fax with all the information, and Ill send you my order right away. Ill pay by irrevocable letter of credit, as usual, same terms as always?A: Of course.B: Great! Nice doing business with you again, Rosa. Bye for now, and say hello to the family for me.A: 1 will, and the same goes for me. Bye, Bob.Activity 3Activity 3Your customer places a large order from your company several days ago. Now you are going to send the goods. You call him to let him know the time of delivery and remind him to check the mail in time. Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Hello. May I speak to Mr. Toyn, please?B: Speaking. What company are you from?A: Mr. Toyn, this is Ding speaking from China National Textiles Import and Export Corporation.Im glad to tell you that were sending you the goods ordered by your telegram on May 18.B: Fine, by rail or by water?A: This time by rail.B: When is the freight train to start?A: The day after tomorrow.B: Thats good. Theyll reach here in less than a month, I presume.A: Theyll reach you in time to meet your urgent need.B: I think yes.Sample dialogue (part 2)Sample dialogue (part 2)A: This purchase will give you entire satisfaction and give you a good profit, Im sure.B: Thank you. These are seasonal goods. Theyll catch the brisk demand at the very start of the season.A: Besides, this morning we posted you a special delivery containing an invoice and B/L. Please meet the mail in time.B: Sure.A: We hope to have more opportunities to get orders from you in the future.B: Were quite satisfied with what you have done for us. Thanks a lot.A: Were always at your service.Part Five HomeworkPart Five HomeworkTask 1Task 1If you are a manager of American trading company, you have received an order from one of your regular customers, and he would like you to ensure prompt shipment. But your manufacturers are fully committed at the moment, so you promise that you will try you best to meet his demand. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Hi, Simon. Nice to see you again!B: Glad to meet you here.A: May I know when you can deliver the products?B: Let me check, well, in January.A: Is there any possibility for you to ensure prompt shipment?B: Its hard to say. Our manufacturers are fully committed at the moment. We dare not commit ourselves beyond what the production schedule can fulfill.A: You dont say! That might be too late. You know, the Spring Festival, I mean the Chinese lunar new year is just coming up around the corner, we expect the goods to be on the market before the end of December to catch up with the Spring Festival sales.Sample dialogue (part 2)Sample dialogue (part 2)B: I see.A: Anyhow, can you do anything to advance the shipment to December? Because Im just afraid to miss the Spring Festival season, you know.B: I can understand your position. The best we can do is to effect shipment at the end of December.A: Let me put it this way, Simon. Weve agreed to conclude the deal on an FOB basis. Even if you deliver the cargo at the end of December, we still have to go through the Customs with the red tape and this will take us about more than two weeks. If you manage to deliver the goods two or three weeks earlier, everything will be perfect and we will be able to make it.Sample dialogue (part 3)Sample dialogue (part 3)B: Well, as you are our regular customer, I wish we could make a deal. Ill get in touch with the manufacturer and ask them to try their best to advance the shipment to the middle of December. Perhaps some other orders will be canceled. Then youre a lucky dog. Well keep you informed.A: Right on! Thats extremely thoughtful of you. Im looking forward to receiving your advice and shipment as soon as possible.Task 2Task 2After negotiation for a long time, you and your customer have finally concluded the transaction. Now you need to talk about the shipment. Since this is the first transaction, you wish you could make a deal. You make a promise to him you will try your best to meet his demand. Discuss this topic with your partner and make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: We have finally concluded the transaction through negotiation. Now lets discuss the freight and packing.B: What do you think about the shipment?A: We usually ship the goods by regular liners.B: What is the allotted time for receiving?A: About September to October.B: For this lot, could you consider prompt shipment? As you see, the goods we ordered are seasonal goods.A: OK. Considering this point and the large quantity you ordered, we can ship the goods one month ahead of time.Sample dialogue (part 2)Sample dialogue (part 2)B: Thank you. By the way, is the port of loading Shanghai?A: Youre right. The loading port is Shanghai, and the unloading port is San Francisco.B: I see. Who should bear all the costs of transportation of the goods?A: Well be responsible for the charges including Customs duties on export as well as any other service charges on exporting goods. And youll bear the costs of transportation.B: But as is stipulated in the contract, you should inform us by cable, 30 days before the month of shipment, of the contract number, the name of the commodity, quantity, loading port and the estimated date when the goods will reach the port of loading.Sample dialogue (part 3)Sample dialogue (part 3)A: We promise. In a word, well provide you with all good service.B: Thank you very much. So we can put our minds at ease.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）June is the season for this commodity on our market, and we have to find someone else to do the retailing.（2）But I must point out that our factories have a lot of back orders on hand.（3） My Letter of Credit will be issued early April. Other terms and conditions remain the same as the previous dealings.（4）Weve booked a direct steamer to sail to your port in the middle of next month.（5）In order to meet the season, we hope you will ship the goods before the end of this month. If we miss the season, it wont bring profits.Key to the CKey to the CE ExercisesE Exercises（6）Such term as prompt delivery is not clear, which may likely cause misunderstanding.（7）Then what is the earliest date we can expect the shipment?（8）I really hate to disappoint you. But your order is too big, we cannot deliver the whole lot at such a short time.（9）How about partial shipment? You can ship whatever you are ready in the early part of October.（10）But I hope you wont make transshipment of our order. Because transshipment adds expense as well as risks of damage and pilferage.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）如果等其他进口商以有利价格卖了他们的商品，我们再投放市场，可就亏本了。（2）我希望我们之间的交易量将来会更大。（3）知道我们的订单数目大，积压的资金数目也大。能不能想些办法提前装运？（4）为了便于我方备货装船并满足你方急需，希望允许分批装船，这个月底我方将装运一半。（5）那么三分之二怎么样？余下的下月中旬装运。Key to the EKey to the EC ExercisesC Exercises（6）高品质、优惠价在商品无法及时投放市场的情况下是没有任何意义的。准时交货对我们而言是至关重要的。（7）我们能在去您港口的直运轮船上定到舱位。每个月从我方港口到马德里有两个航班。（8）我不必担心我一半订货的交付了。（9）我们一定尽量提前装运，以便能使您赶上销售季节。（10）好。我相信您的话。我建议您把它写到合同里。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）Im desirous to know if its possible to effect shipment during April?（2）Our customs formalities are rather complicated and will take quite a long time.（3）Well make an effort to advance the shipment to early May.（4）As you know, next month is the selling season for this commodity.（5）Thats workable. Then, shipment will be made strictly according to the schedule.Key to Task 5Key to Task 5（6） Can you make prompt delivery?（7）I hope you will effect shipment in October.（8）We can ship the first half of your order in the early part of October.（9）How about the delivery of the balance?（10）Thank you very much. Id like to place further orders with you in future.Thanks for Your Attention!Unit 8 Unit 8 PackagingPackagingPart One Warm-upPart One Warm-upHow many different kinds of packaging do you know in foreign trade? Discuss this topic with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upPackaging can be divided into Full Packed and Part Packed when we take into consideration the extent to which the products are packed.It can also be divided into Shipping Package and Sale Package when we take into account the role it plays in circulation. Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 packing pki n. packing pki n. 包装包装包装包装seaworthy packing 适合海运包装packing charge 包装费用export packing 出口包装I want most economical packing.我要最经济的包装。transportation ,trnsptein transportation ,trnsptein n. n. 运输运输运输运输public transportation 公共交通urban transportation 城市交通运输road transportation 公路运输 air transportation 空运WPA= with particular average WPA= with particular average 水渍险水渍险水渍险水渍险For this consignment, we shall cover WPA and risk of breakage for 110% of the invoice value.我们为这批货物投保按票面价值加110%的水渍险和破碎险。Im afraid that WPA coverage is too narrow for a shipment of this nature. Please extend the coverage to include TPND.恐怕对这种性质的货物只保水渍险是不够的，请加保偷盗提货不着险。TPND =Theft, Pilferage and Non-Delivery TPND =Theft, Pilferage and Non-Delivery 盗窃和提货不着险盗窃和提货不着险盗窃和提货不着险盗窃和提货不着险We have covered the goods against All Risks and TPND.我们已为货物投保一切险和偷窃、提货不着险。Please let us know whether your price covers the risk of TPND.请问你们的价格是否包括偷窃和提货不着险。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2specification ,spesifikein specification ,spesifikein n. n. 说明书说明书说明书说明书technical specification 技术说明 product specification 产品规格design specification 设计规格quality specification 质量说明书 Unfortunately the specification does not say what those other means should be.遗憾的是，该规范并没有指明这些其它方法是什么。complaint kmpleint n. complaint kmpleint n. 投诉投诉投诉投诉complaint center 投诉中心 make a complaint 提出投诉complaint handling 投诉处理 chief complaint 主诉 What if the complaint is about high prices?要是投诉是关于价格太高，该如何处理？Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3transit trnsit n. transit trnsit n. 运输，运送运输，运送运输，运送运输，运送in transit 在运输中rail transit 城市轨道交通public transit 大众运输 rapid transit 高速交通Transit systems regardless of size and capacity should have a plan for all possible disasters.不管交通系统的规模和实力如何，都应该有一个应对所有可能灾害的计划。chinaware tainw n. chinaware tainw n. 瓷器瓷器瓷器瓷器chinaware store 瓷器商店This is a sample of the chinaware made for the Princes wedding.这是为王子婚礼制作的瓷器样品。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers is afraid that cardboard boxes are not strong enough for transport by sea, and that cartons are easier to be cut open, which increases the risk of being pilfered. How do you talk him/her over to use the cardboard boxes for the outer packing? Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)Ana: Im afraid cardboard boxes are not strong enough for transport by sea. Will such outer packing be strong enough to withstand the handling during ocean transportation? Why dont you use wooden case instead?Miss Wu: Cartons are comparatively light and easy to handle, and they will not be stowed away with heavy with straps and line them with plastic sheets. The goods you ordered are not fragile, and they can stand jolting.Ana: You know, Miss Chang, cartons are easier to be cut open. Wont this increase the risk of being pilfered? Wooden cases, however, are much stronger than cartons.Sample dialogue (part 2)Sample dialogue (part 2)Miss Wu: I dont think so. On the contrary, cardboard boxes may discourage pilferage because tampering with cartons is easily detected.Ana: But Im still afraid that in case of damage or pilferage, the insurance company wont compensate us due to improper and unsuitable packing for sea voyage.Miss Wu: Dont worry about that, Ana. Up to now, we havent received any complaints about our packing. Furthermore, such packing is approved by our insurance company for WPA and TPND.Ana: Well, Miss Chang, in this case, I agree with you to use cardboard boxes for the outer packing.Activity 2Activity 2Do you know what the purpose of shipping marks is? Discuss this topic with your partners and then make a dialogue to show what and how you discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Whats the purpose of shipping marks?B: With shipping marks the importer, the customs authorities and the clerks on the piers can identify the packages very easily. Besides, the longshoremen dont have to spend time examining each package closely.A: The overt use of a trademark carries the purpose of substantial advertising, doesnt it?B: Yes. And what comes underneath the trade marks?A: Thats the name of the destination.Sample dialogue (part 2)Sample dialogue (part 2)B: Whats below the destination?A: Below the destination is the number of the individual package. The number must never be put above the port mark. Am I right?B: Perfectly right.Activity 3Activity 3The customer would like to pack the goods in wooden cases, but you want to talk him/her over to use cartons because of extra expense, plastic padding, metal straps, and “Handle with Care” mark. Try to make a dialogue based on the given situation.Sample dialogue Sample dialogue A: Id like to have a look at the pack. Have you got any samples?B: Here it is.A: Wed like you to pack the goods in wooden cases.B: As a matter of fact, you have to pay extra expense if you want to change into wooden cases.A: I dont think the cases are strong enough to stand rough handling at the ports.B: Well use plastic padding to fix the goods inside the cartons and metal straps to reinforce the outside.A: Fine. Do you mark the bar codes on the inner packing?B: Of course. And well mark Handle with Care on the face of the carton.Part Five HomeworkPart Five HomeworkTask 1Task 1What do you know about sales packing (销售包装) or inner packing (小包装或内包装)? What is it used for? Is it convenient for a seller or a customer to exhibit, recognize, and use the product in the inner packing? Exchange your opinions with your partners about the questions.The key to the questionThe key to the questionIt protects products for distribution, storage, sale, and use. It is convenient for a seller or a customer to exhibit, recognize, and use the products in the inner packing. For more details, read the passage of Part Four Business Knowledge of this unit on the textbook.Task 2Task 2As for different countries, there are different requirements and regulations for sales package. For example, one of the American provisions on the imported drugs is that functions, components, and directions must be made explicit on the sales package. What about other countries such as Japan, Italy? Other than the provisions of a certain country, what other things about the sales package should be taken into consideration? Exchange your opinions with your partners about the questions.The key to the questionThe key to the questionFor example, it is stipulated in Japan that canned fruit should be marked the production time.And it is stipulated in Italy that the package of canned fruit involves the instructions in Italian,We should also take into consideration of religious belief, taboos, customs and so on. Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises(1) I wonder if you have any special requirements concerning the packing of the goods. (2) I think the outer packing must be strong seaworthy packing.(3) Will such outer packing be strong enough to withstand the handling during ocean transportation? Why dont you use wooden case instead?(4) Dont worry about that, Ana. Up to now, we havent received any complaints about our packing. Furthermore, such packing is approved by our insurance company for WPA and TPND.(5) Packaging is ultimately designed for consumers, so it must meet the mind of the consumers. Improper packaging is destined to fail.Key to the CKey to the CE ExercisesE Exercises(6) I think it would be better to print the simple specifications regarding function and usage on the package.(7) Cardboard boxes are cheap and can reduce costs, but they are easy to cut open, so there remains the risk of pilferage.(8) We have been using cartons in the packing of silk dresses for years and so far havent had any complaints.(9) Packing of such kind of goods needs meticulousness and carefulness. I dont like my goods to be broken in transit.Key to the CKey to the CE ExercisesE Exercises(10) Our cartons are strong enough to stand rough handling in transit. We use metal angles to reinforce the corners of each carton and strengthen them with metal straps outside, also inside the cartons, we use hard fermented plastic padding to fix the articles. So using this method to pack fragile goods is as safe as using wooden cases.(11) For the inner packing, we use boxes with designs of the article itself, ready for shelf display. From the box itself, the customer will have a clear view of the graceful shape and beautiful color of the article packed in. So it is convenient for him to choose which ever he wants.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）您想怎样包装这些风铃？（2）我们将会按贵方说明来包装货物。（3）请按照我们的设计包装货物。（4）包装必须要坚固。（5）我们谈谈包装的问题好吗？Key to the EKey to the EC ExercisesC Exercises（6）我很乐意听一下你对领带包装的意见。（7）请确保包装能经得起装卸。（8）引人注目的包装一定有利于促销。（9）货物是用防水材料包装的。（10）用于运输的包装是怎样的呢？Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1） Im afraid cardboard boxes are not strong enough for transport by sea.（2） The goods you ordered are not fragile, and they can stand jolting.（3） But Im still afraid that in case of damage or pilferage, the insurance company wont compensate us due to improper and unsuitable packing for sea voyage.（4） Such packing is approved by our insurance company for WPA and TPND.（5） Packaging is ultimately designed for consumers.Key to Task 5Key to Task 5（6） Then I look forward to a brand new packaging next time.（7） It seems that the advantages of carton outweigh its disadvantages.（8） I dont like my goods to be broken in transit.（9） Please tell me your packing method（包装方法） for the chinaware.（10） If you use wooden cases, youll have to pay extra fees.Thanks for Your Attention!Unit9 Unit9 Marketing StrategiesMarketing StrategiesPart One Warm-upPart One Warm-upHow many marketing strategies do you know? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-up（1）Product extension(产品延伸策略)（2）Product adaptation (产品适应策略)（3）Product invention (产品创新策略)For more details, read the passage of Part Four Business Knowledge of this unit on the textbook.Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 joint venture joint venture 合资企业合资企业合资企业合资企业I would also receive joint venture offers or requests in the email.在电子邮件里，我也会收到一些联合企业的提供和要求。The joint venture is not up and running, because China lacks laws covering wealth management.由于中国缺少针对财富管理的法律，这方面的合资企业尚未启动。tariff trif n. tariff trif n. 关税关税关税关税tariff barriers 关税壁垒tariff system 关税制度tariff cartel 关税同盟tariff rate 关税税率Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2appearance n. appearance n. 外观外观外观外观appearance quality 外观质量personal appearance 个人形象，仪表 elegant appearance 美观大方 The car is not bad in appearance.这辆小车外表看起来还不赖。property prpti n. property prpti n. 性能性能性能性能mechanical property 机械性能real property 不动产intellectual property 知识产权property right 产权He settled his property on his friend.他把财产赠给了他的朋友。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3feasiblefizib()ladj.feasiblefizib()ladj.feasiblefizib()ladj.feasiblefizib()ladj.可行的可行的可行的可行的We all think this proposal feasible.大家认为这个建议是可行的。This is because it is not always feasible to consolidate enterprise data into a data mart or warehouse.这是因为，将企业数据合并到专用数据栈或数据仓库之内并不总是可行。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1Marketing strategy plays an important role in the development of an enterprise. If your company has produced a new product and needs a marketing plan to promote the sale of products. What can you do? Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: So, do you have a marketing plan for our new product?B: Yes, I do. After weeks of marketing research, I think we are in good shape. One of our main strengths is the fine quality of our new product, so there must be a good market opportunity for the novelty of our product. Since our company already has a good image, I dont see many weaknesses.A: I assume we dont need to worry about creating a need, with the selling season almost here.B: Right. As for the marketing mix, we might as well alter the package of our product. The main promotion will be through advertising next month, using a pull strategy, of course. We havent finalized our ads yet, so III have to let you know.Sample dialogue (part 2)Sample dialogue (part 2)A: As for ads, have you got any new ideas?B: Yes. The market is going to go up of course during the selling season. Therefore, I think we should put more emphasis on ads in the low season.A: It sounds good! We can do some comparative advertising. Our product is definitely better than the competitions.B: Yes. We may also use a variety of media for full coverage. First of all, well have some outdoor ads using billboards near the entrances to big cities. At the same time, well do 15-second radio commercials 3 times a day in selected cities with large populations. Finally, well have 30-second spots on television once a day for 3 weeks.A: Sounds like an ideal approach.Activity 2Activity 2If you are a salesman of electric bicycles, now you need to recommend your latest electric bicycle to a customer. Do you know how to persuade him to purchase your products? Exchange your opinions with your partners about the questions and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Good afternoon, Mr. Green.B: Good afternoon, Mr. Wang.A: Im very glad to have the opportunity to recommend to you our latest electric bicycle of this year.B: What about the functions?A: It combines the strong points of motorcycles and bicycles. It runs faster than the bicycle, powered either physically or electrically. And it doesnt burn gas and discharges no pollutants.B: Sounds great. Have you looked into the sales?A: Such products will gain in popularity because of their fine quality and competitive prices. They will be well marketable in your area.Sample dialogue (part 2)Sample dialogue (part 2)B: Good. But it looks so stout in some parts. Wont it be too heavy?A: No, it wont. We have bikes for gents and ladies of different sizes and various colors. The largest size has a net weight of around 17.5 kilos, and the smallest size about 16 kilos only, even lighter than an average bicycle.B: Thats impressive.Activity 3Activity 3You are the sales manager of Children Toy Company, and you would like to recommend your products to Mr. Leo, a regular customer. You need to let him know the model and the price. Try your best to make a dialogue in pairs.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning. Mr. Leo, my name is Chen Xiao and I come here to see whether you have interest in our new toys.B: Yes, Im very interested in toys for children.A: Right. Here is a brochure for some new models. Please have a look.B: OK. Could you tell me something about them?A: Certainly. The toys on these pages are machine toys, electronic toys and intellectual toys, suitable for children from the age of five upwards. The toys on those pages are bamboo wooden toys, plastic toys and plush toys, suitable for children under five. They are all available from stock.Sample dialogue (part 2)Sample dialogue (part 2)B: Quite interesting.A: Theyve only been on the market for a few months, but they already are very popular.B: How about the prices?A: The prices can be found on the price list. Here is the price list, Sir.B: Id also like to get some information about the discount. Can you give me a good discount on a large order?A: Well, it depends on the size of the order.B: OK. Would you give me your name and address?A: Heres my card.Part Five HomeworkPart Five HomeworkTask 1Task 1Do you know the main functions of a marketing consultant?Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)V: Mr. Cutlock, can I ask you about the main functions of a marketing consultant?C: I say it is similar to any other consultant in that he supplies short bursts of specialist expertise when needed by a company. This frees the company from employing such skills throughout the year.V: What exactly do you mean by short bursts of expertise?C: Well, when a new product is being launched, or an old product is being redeveloped or changed in some way to make it more attractive for the market, there is a great deal of work in the field of research. And it is unlikely that the company itself has sufficient staff which will be still working on their old products and keeping the company going.Sample dialogue (part 2)Sample dialogue (part 2)V: So a company is likely to call in a marketing consultant when it is stepping outside its established field and wishes for specialist advice?C: Yes, that is true.V: And when it calls in a marketing consultant what concrete help are you able to offer?C: Well, we may first find where the company is going and how it wishes to develop. Its then necessary to look at the resources of the company, what it has, what it can offer. Having done this, you then develop marketing objectives. Marketing objectives include.Task 2Task 2Owing to the fierce competition in the international market, you need to show your consumers that your products have an edge. How to differentiate your products from the others? Exchange your opinions with your partners about the questions.Sample dialogue (part 1)Sample dialogue (part 1)Evan: The question on everyones mind is, how can we reach our target demographic? What television shows do they watch? What magazines do they read?Mary: I think youre forgetting a little something about our target demographic. Young adults aged 18-25 watch their TV and read their magazines on the Internet!Evan: Oh, youre right. Sometimes I forget that everyones glued to their computers these days.Mary: I think we might really have some success with a viral marketing campaign. I can see it now: a short video clip of two kids rapping about our latest product.Sample dialogue (part 2)Sample dialogue (part 2)Evan: Do you really think something that low-budget will be effective?Mary: It worked for our competitors. We need to show our consumers that our products have an edge.Evan: Well, lets give it a try. What have we got to lose?Mary: Thats the spirit. Ill get our art department working on it right away.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）How have the preparations for the new marketing campaign been going?（2）I dont think that a joint venture is suitable for our type of consumer products because it is not necessary for us to have a local partner.（3）I think we can make a name for ourselves. It will be hard at first. But if we develop a good advertising campaign, I think we can break into the market.（4）The reason is that even if the quality is high, people wont accept a high tech product unless they recognize the name.（5）But the price is almost double of the original type. It is thought that the original type is very practical though the appearance looks a bit out of fashion.Key to the CKey to the CE ExercisesE Exercises（6）Did you have a chance to look over the information I gave you.（7）But your new rackets are not well-known, and the look isnt attractive enough. So the higher prices may push away customers.（8）I really think it would be better at first for you to sell this new line of rackets at a lower price.（9）I dont think thats feasible. Weve already had an unexpected rise in materials costs. The price isnt very flexible.（10）Now weve decided to go global, what form of entry should we use to get into the international market?Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）但是在我们进一步行动之前，我们还需对我们的新产品做一些进一步的考虑。（2）我认为我们应该请一位经销代理人和一名业务顾问。（3）在决定进行这个计划之前我们要多做一些调查研究。（4）这是我们改进后的产品。小得多，携带又方便。（5）如果您对我们的产品感兴趣，请随时与我联系。我期待早日收到您订单。Key to the EKey to the EC ExercisesC Exercises（6）不过，这组网球拍的价钱使得市场上的竞争对你们很不利。（7）虽然竞争者的产品不如你们的好，但是比较便宜，也比较好看，因此在短期内能很快地获得利润。（8）您觉得我们的球拍不容易吸引新顾客是因为价钱和外观设计？（9）开始大概一千支左右。若依您上回说的价钱打八五折，那就值得考虑。（10）但是我认为我们在做任何事情之前，应该先编制一本完整的策略指南。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）what form of entry should we use to get into the international market?（2）We have the right to sell in America at a much lower tariff.（3）So I think that we need to make considerations of the new product as thorough as possible.（4）But it is the fact that the new type is much more efficient and it has some properties the old one doesnt have.（5）Ill telephone you when Im ready.Key to Task 5Key to Task 5（6）As I said before, your level of quality is very high.（7）Our products have sold very well in the North American market so far.（8）Though I understand you have a solid line. I have to look for a dependable profit.（9）If your order is large, we could offer you a bulk discount.（10）Let me take your samples back to my boss. Well think it over and contact you later.Thanks for Your Attention!Unit 10 Unit 10 InsuranceInsurancePart One Warm-upPart One Warm-upWhat are the principles of effecting insurance? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-up(1) The principle of insurable interest (可保利益原则)(2) The principle of maximum good faith (最大诚信原则)(3) The principle of proximate cause (近因原则)(4) The principle of indemnity (补偿原则)For more details, read the passage of Part Four Business Knowledge of this unit on the textbook.Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 consignment knsainm()nt consignment knsainm()nt n. n. 托运的货物托运的货物托运的货物托运的货物consignment note 托运通知书consignment order 寄售单Products of more than 100 designers, from clothes, accessories to furniture, will be sold on consignment in the 540-square-meter store.这家540平米的体验店将以寄售的方式销售100多位设计师的作品，包括服装、配饰及家具等。F.P.A. = Free from Particular Average F.P.A. = Free from Particular Average 平安险平安险平安险平安险Neither the W. P. A. nor the F. P. A. mentions the risks covered or the risks excluded.无论“ 水渍险”还是“平安险”都不述明哪些险别或不包括哪些险别。I know that F. P. A. insurance does not cover losses on consumer goods.我知道“平安险”并不包括消费品的种种损失。W.P.A. = with particular average W.P.A. = with particular average 水渍险水渍险水渍险水渍险Do you cover risk other than W.P.A. and War Risk?除了水渍险和战争险外，你们还保其他险吗？The coverage is W.P.A. plus Risk of Breakage.投保的险别为水渍险加破碎险。premium pri:mim n. premium pri:mim n. 保险费保险费保险费保险费premium rate 保险费率 additional premium 附加保险费extra premium 额外保险费annual premium 年保险费initial premium 初期保险费Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2canned goods canned goods 罐头食品罐头食品罐头食品罐头食品The canned goods are to be packed in cartons with double straps.罐装货物装在纸箱里，外面再加两道箍。The use of canned goods has become extensive.罐头食品的使用已趋广泛。lodge a claim lodge a claim 提出索赔提出索赔提出索赔提出索赔We regret we have to lodge a claim against you, as there are 50 break cases among the delivered goods.很遗憾我们必须向你提索赔，因为到货中有50只破包。We shall lodge a claim for all the losses incurred as a consequence of your failure to ship our order in time.由于你方未能及时交货，我方将向你方提出由此而遭受的全部损失的索赔。invoice invis n. invoice invis n. 发票发票发票发票commercial invoice 商业发票invoice amount 发票额tax invoice 税务发票invoice date 发票日期 The merchandise does not check with invoice.这批货与发货单不符。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3underwriter nd,rait underwriter nd,rait n. n. 保险公司保险公司保险公司保险公司If the market will not buy the shares, the underwriter buys them.如果市场不买这些股票，包销商就会买。Bank of China Ltd. is the main underwriter of the deal, Bank of Tokyo-Mitsubishi UFJ (China) said.三菱东京日联银行中国有限公司透露，中国银行(Bank of China Ltd.)是这桩发债交易的主要承销商。validity vliditi n. validity vliditi n. 有效期有效期有效期有效期Shocked by the results of the elections, they now want to challenge the validity of the vote.震惊于这些选举的结果，他们现在想质疑投票的可信性。Some people, of course, denied the validity of any such claim.当然，一些人否认任何此类说法的可信性。particular average particular average 单独海损单独海损单独海损单独海损If a particular cargo is partially damaged，the damage is called particular average.如果某批货是部分受损，我们称之为单独海损。Breakage is a particular average, isnt it?破碎险属于一种单独海损，对吗？Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1You have concluded the terms of payment with your customer. Now you are going to talk about the terms of insurance, and you prepare to cover the goods against WPA for your customer. Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Last time, we talked about the terms of payment. Shall we take up the terms of insurance today?B: OK. Whats your usual practice?A: Since we are to sell goods on CIF basis, so well buy the insurance.B: Thats to say the premium should be borne by you.A: Certainly.B: From which insurance company will you have the goods insured?A: All our export goods sold on CIF terms are insured with the Peoples Insurance Company of China (PICC).Sample dialogue (part 2)Sample dialogue (part 2)B: What kind of insurance can they provide?A: They can provide a broad range of marine insurance, such as F. P. A., W. P. A., All Risks and Extraneous Risks.B. What kind of coverage will you take out for the goods we ordered?A: We shall cover the goods against W. P. A. only.B: OK.Activity 2Activity 2Do you know the scope of different insurances? If you are a Chinese businessman and you are importing a batch of goods from America, what kind of insurances would you cover? Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: What kind of insurance policy would you like? Im sure we can help you in any way you need.B: We have a shipment coming from the United States. We want to find out about your marine insurance.A: Well, since you told me that the goods are very important, I think insurance against All Risks would be best.B: I know All Risks is the broadest kind of standard coverage, but I dont think there is any chance that our goods will be stolen, anyway. So I dont think we need a policy that is so expensive.A: May I suggest a Free from Particular Average Policy? That will cover you if the ship sinks or burns, or gets stuck.Sample dialogue (part 2)Sample dialogue (part 2)B: Thats better, but I think we need to cover more kinds of things, like damage by seawater, for example.A: How about With Particular Average? It covers more risks than the F. P. A. It covers you against partial loss in all cases.B: Thats a good idea. I have one more question here. How long is the period from the commencement to termination of insurance?A: The coverage shall be limited to 60 days upon discharge of the insured goods from the seagoing vessel at the final port of discharge.B: By the way, in the event of loss or damage to my goods, what is the procedure for filing a claim?Sample dialogue (part 3)Sample dialogue (part 3)A: If any loss or damage occurs, you may lodge a claim with their agent at your port. The claim is to be supported by a survey report and put in within 60 days after the arrival of the consignment. In the light of the actual findings, theyll compensate you for the loss according to the provisions of the insurance policy.B: Thank you very much. Youve answered so many questions about insurance for me.A: Youre welcome. Come back if you have any other questions, OK?B: OK, see you.A: See you.Activity 3Activity 3Your customer is an Australian businessman. He is importing a batch of TVs from your company, and he would like to cover the insurance. You need to deal with the matter. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)L: Hello, its nice to see you again. Is there anything I can do for you?H: The purpose of my visit is to talk about an additional order for 500 TV sets. Our clients think it simpler to have the insurance covered by you.L: No problem. Should any damage be incurred, you may, within 60 days after the arrival of consignment, file a claim, supported by a survey report, with the insurance agent at your end.H: Will you please cover W.P.A. and War Risk?L: Well be glad to do so.H: Id like to have the insurance of the goods covered at 130% of the invoice amount.Sample dialogue (part 2)Sample dialogue (part 2)L: But please note that our insurance coverage is for 110% of the invoice value. If more than that is asked for, the extra premium for the difference between 130% and 110% should be borne by the buyer.H: Thats all right. Then please cover the insurance against W.P.A. and War Risk for 130% of the invoice value with the PICC. The extra 20% will be on our account.L: You can be sure that we will have the goods insured as soon as they are shipped.Part Five HomeworkPart Five HomeworkTask 1Task 1Do you know how to calculate the premium? What should you do if you suffer loss or damage of your consignment?Exchange your opinions with your partners about the questions.Sample dialogue (part 1)Sample dialogue (part 1)Z: What is premium based on?A: First of all, premium varies with different risks, different destinations and routes, different periods of insurance, and other differences.Z: What are the other differences?A: The other differences lie in different means of cargo transportation and different kinds of goods.Z: What should we do if we suffer loss or damage of our consignment?A: In that case, you can apply for immediate survey to the surveying agent or the claim-settling agent. If they arent available, a local competent surveyor can also help.Sample dialogue (part 2)Sample dialogue (part 2)Z: Is there anything we need to take to the insurance company for compensation?A: Yes, the consignee should obtain from the carrier or Port Authorities a Certificate of Loss or Damage and/or Shorthand Memo, so that he can lodge a claim against the carrier or the party concerned.Z: I see. Now I know what to do about our loss of the consignment. Thank you very much for your explanation.Task 2Task 2One of your customers is talking about the insurance clauses with you, and he would like to know what kind of insurance policies you would cover. If he concludes the business on CIF basis, what coverage will you take out for the goods? If he would like to have the goods insured for 130% of the invoice value. Is it appropriate?Exchange your opinions with your partners about the questions and then make a dialogue.Sample dialogue (part 1)Sample dialogue (part 1)A: What do your insurance clauses cover？B: There are three basic covers, namely, Free from Particular Average, With Particular Average and All Risks.A: If we conclude the business on CIF basis, what coverage will you take out for the goods?B: Generally speaking, we only insure the goods With Particular Average.A: Do your cover risks other than WPA, for instance. TPND, Risk of Shortage and Fresh Water Damage?B: Yes. If the buyers want to have the goods insured against these risks, we shall arrange for them.Sample dialogue (part 2)Sample dialogue (part 2)A: And it is the buyers who will pay for the extra premium, I think.B: Thats it. According to the international practice, we do not insure against such risks unless they are called for by the buyers.A: Another thing, we would like to have the goods insured for 130% of the invoice value. Can that be done?B: Yes. Although our usual practice is to insure the goods at the invoice value plus 19%, we are prepared to get cover for 130% of the invoice value. I dont think it is necessary to tell you that the extra charges will be for your account.A: Absolutely not.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）I have a batch of porcelain ware to be shipped to New Zealand. What risks should be covered?（2）The premium is to be calculated in this way. First find out the premium rate for porcelain, that is 0.3% and secondly, consider what risks are covered.（3）But my exporter insists that the damage has nothing to do with packing itself and asks me to claim against either the insurance company or the shipping company.（4）F. P. A policy only covers you against total loss in the case of minor perils such as damage by sea water.（5）We took our neither F A nor WPA. We were insured for All Risks because I thought with All Risks, we would be covered for everything.Key to the CKey to the CE ExercisesE Exercises（6）Well, with whom do you say I can claim for the loss due to rough handling in transit or during unloading? Insurance Company?（7）This is Mr. Jordan of the Peoples Insurance Company of China. He has come to explain the unfortunate affair about the insurance.（8）As you may recall, the February consignment arrived at Manila seriously damaged. The loss through breakage was over 30% of the consignment.（9）The Insurance Company is responsible for the claim as far as it is within the scope of coverage.（10）Our import license only runs up to the middle of February, consequently we are not able to extend the validity of the letter of credit.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）我们公司可以承保海洋运输的所有险别，如：平安险、水渍险、一切险还有附加险。（2）2月份装运的那些罐头制品运达目的地时，受挤压凹陷了，用户拒绝付款。（3）一般说来，根据CIF价格条件，所投保的是货物发票价值110%的一切险和战争险。（4）虽然一切险是投保范围最广泛的一种标准险类，但它并不真的保一切风险。（5）野蛮作业的损失是由船运公司造成的，责任应由他们来负，难道不是吗？Key to the EKey to the EC ExercisesC Exercises（6）我们已通过你们公司向保险公司提出了索赔，但保险公司以没投保破碎险为由，拒绝承担责任。（7）根据你们的要求，我们出具了投保水渍险的保险凭证，但没提及到破碎险。（8）我想要指出的是，我们的价格没把任何特殊险计算在内，所以我们只投保了通常的水渍险，而让我们的客户自行办理破碎险事宜。（9）可是按照通常惯例要在保险单或保险凭证上特别注明破碎险包括在内。（10）这类险别的保险费率将根据货物种类，或根据货物的易脆性而有所不同，比如陶瓷器。我想这些您应该都知道。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）Were able to cover all kinds of risks for transportation by sea, land, and air.（2）Its better for you to scan this leaflet first, and then make a decision.（3）Ive finished. Please help me to have a check to see if everything is correct.（4）So my question to you is whether I can lodge a claim with the insurance company on the damaged goods.（5）Additional specific risks may be covered by additions to the F. P. A and W. P. A.Key to Task 5Key to Task 5（6）All Risks excludes coverage against damage caused by war, strikes, riots.（7）You know, of course, that we, the sellers, are merely acting as mediators in this matter.（8）The loss in question was beyond the coverage granted by us.（9）Only coverage for all marine risk was requested in the Letter of Credit.（10）I must admit Im a layman as far as insurance is concerned.Thanks for Your Attention!Unit 11 Unit 11 Agency AgencyPart One Warm-upPart One Warm-upWhats agency? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upAn agency is a business that provides a service on behalf of other businesses. In other words, it is a business or an organization that provides a particular service especially on behalf of other businesses or organizationsPart Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 renew rinjurenew rinju v. v. 续签续签续签续签, ,继续继续继续继续; ;重新开始重新开始重新开始重新开始Larrys landlord threatened not to renew his lease.拉里的房东威胁说不再让他续租。When the two men met again after the war they renewed their friendship.当这两个男人战后重逢时，他们恢复了友谊。distributorship distributorship distribjut,ipdistribjut,ip n. n. 分销权分销权分销权分销权, ,经销经销经销经销( (商商商商) )distributorship contract 经销合同distributorship certificate 经销权授权书exclusive distributorship 独家经销quota kwot n. quota kwot n. 定额定额定额定额above quota 超额 export quota 出口配额，输出限额 import quota 输入限额 production quota 生产指标sales quota 目标销售额The production group has overfulfilled the quota today.今天， 这个生产小组超额完成了定额。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2CIF = Cost Insurance and Freight CIF = Cost Insurance and Freight 到岸价到岸价到岸价到岸价I have to remind you that our terms are CIF Shanghai.我不得不提醒你我们的条款是上海的到岸价格。We shall effect the insurance of the goods for 110% of their CIF value.我方将按照货物到岸价金额的110%对这批货物进行投保。draft contract draft contract 合同草案合同草案合同草案合同草案Please go through the draft contract and make sure everything is all right.请把合同草案过一遍，看有什么问题。After studying your draft contract, we found it necessary to make a few changes.在研究了贵方草拟的合同之后，我方发现有几处有必要更改。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3occupancy kjpnsi n. occupancy kjpnsi n. 占有率占有率占有率占有率market occupancy 市场占有human occupancy 人口密度Hotel occupancy has been as low as 40%.酒店入住率已低至40%。commission kmin n. commission kmin n. 佣金佣金佣金佣金He took his commission out before turning in the rest of the money.他扣除自己的佣金后上缴余款。However, as an encouragement for businesses, we will allow you a 3% commission.然而，作为一种贸易奖励，我们可以给您3%的佣金。reward riwd n. reward riwd n. 报酬报酬报酬报酬The firm last night offered a $10,000 reward for information leading to the conviction of the killer.这家公司昨晚对能将凶手定罪的信息悬赏1万美元。Make the extra effort to impress the buyer and you will be rewarded with a quicker sale at a better price.格外卖力地给买主一个好印象，你的回报是：用更佳的价格更快地卖掉商品。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers would like to be your sole agent in Canada, but you think his annual turnover is too conservative to be a sole agent. How do you talk him over to increase the turnover? Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: One of the reasons for my visit here is to sign a sole agency agreement with you on this item for a period of three years. As it is to our mutual interest and profit, Im sure youll have no objection to it.B: We know you have local knowledge and good connections. But, the demand for this item in your market is quite substantial. According to our records, the total amount of your orders last year was moderate, which does not warrant an agency appointment. Unless you increase the turnover we can hardly appoint you as our sole agent.A: Ill come to that. My proposal is: PC pumps of all models, 700,000 pieces annually within the area of the whole Canadian market.Sample dialogue (part 2)Sample dialogue (part 2)B: As far as I remember, we sold about 500.000 pieces last year to you alone. Dont you think this annual turnover is rather conservative for a sole agent?A: Well, I admit I always do business on the safe side.B: Our price is the lowest among all similar products, and. with the sole agency in your hand, there will be no competition and you could easily control the market, which would naturally result in bigger sales. Your market still has great potential. I believe.A: Then, could you let me have your proposal?B: Lets put it in this way. I propose a sole agency agreement for PC pumps for a duration of three years. Sample dialogue (part 3)Sample dialogue (part 3)700,000 pieces to be sold in the first year, 800,000 pieces in the second year, and 900,000 pieces in the third year. As to the commission, you know that all our agents in this line are getting 4%. But to help you push sales, we could make this an exception and give you 5% .A: All right. I agree. When do you expect to sign the agency agreement?B: Tomorrow morning at International Building.A: That will be fine.Activity 2Activity 2You customer would like to act as your agent. Now, he is talking with you about this matter. What is the territory to be covered? And what is the rate of commission? Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Wed like to know your plan to push the sales of our products, since youd like to act as our agent. You understand that an agent will give us a great help to break into a new market.B: Well, well do a lot of advertising in newspapers and on TV programs. Also well send our salesmen around to promote the sales of your goods. We propose the guaranteed annual amount be 300.000 US dollars for a start.A: What is the territory to be covered?B: You know the territory to be covered is the whole of the US.Sample dialogue (part 2)Sample dialogue (part 2)A: And the rate of commission you want to charge?B: Our commission is quite reasonable. We usually get a 10% commission of the amount on every deal.A: You know, however, that all our agents in this line are getting a 5% commission.B: Our customers are not familiar with your goods, so well have to spend a lot of money in popularizing your products. Since there is sale resistance to overcome at the beginning, you should allow us a 10% commission.Sample dialogue (part 3)Sample dialogue (part 3)A: Our price is worked out according to the cost. A 10% commission means an increase in our price. Well, to help you push sale, we could make this an exception and give a 6% commission for a trial period of one year. We will send you our catalogues and other promotional materials free of charge. The advertising expense shall be shared between us on 50-50 basis.B: Quite reasonable. We look forward to happy and successful cooperation between us.Activity 3Activity 3In the product exhibition, one of your customers is expressing his will that he would like to be your sole agent in the southern region. However, you dont think its an appropriate time for you to discuss this issue. How do you turn down this regular customer？Exchange your opinions with your partners about the questions and then make a dialogue.Sample dialogue (part 1)Sample dialogue (part 1)A: Mr. Peter, I heard that you made several contracts with customers in the exhibition. Congratulations.B: Thank you. Our customers are quite satisfied with your companys computer products. We are considering applying for the sole agent of your computer products in the southern region.A: Thanks for your interest in our products. However, I dont think it is an appropriate time for us to discuss the sole agency.B: Why? Do you suspect our ability in sales? You cannot deny that we successfully promoted your products at this years exhibition.Sample dialogue (part 2)Sample dialogue (part 2)A: I really appreciate your work. So could you tell me whether you have a specific plan to help us take up the market of the southern region? Have you ever estimated the total amount of sales you can achieve in a year?B: We will try our best to promote your products and raise the sales. But we cannot make any promise at least in the beginning.A: We appreciate your willingness. I suggest that you first do some market research and make a detailed promotion plan for our products. Anyway, we can still strengthen business ties without sole agency agreement.B: Thank you. I think this is a good idea.Part Five HomeworkPart Five HomeworkTask 1Task 1German businessman Berg proposes to be an agent for the products of your company. Wang Bin, an assistant manager of the sales department, agrees to take his proposal into consideration. Discuss this situation with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)Wang Bin: Weve been doing business with each other for seven years and have been quite successful. We expect you have come with even larger orders.Berg: Yes. I do think we can take a step forward. Id like to discuss with you the problem of agency for your products.Wang Bin: Do you mean youre going to act as our agent?Berg: Yes. Your garments have aroused much interest in our market. No doubt we can do better this year.Wang Bin: But the amount of your orders last year was moderate.Sample dialogue (part 2)Sample dialogue (part 2)Berg: Thats true. But we showed an increase After the International Clothing Fair held in Berlin last December, people become so interested in Chinese garments that the demand this year will surely be multiplied.Wang Bin: Do you think it will help much if we appoint a local agent?Berg: Im sure it will, if we are appointed your agent. Your garments are attractive, and we, a well- established importer with multiple sales channels, can boost the sales.Wang Bin: Well, we will consider your proposal.Task 2Task 2Alice Chen, a sales representative of a Chinese manufacturer, meets Charles Smith, an Australian importer. Alice Chen offers the sole agency to Charles Smith. Now, they talk about the agency for the products. Charles Smith complains that 3% commission is too low. After negotiation, Alice Chen grants him a commission of 4%.Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)S: Miss Chen, what is the commission you are going to give?C: Well pay you a commission of 3% based on the FOB value of all orders placed through you.S: A 3% commission is too low. Is it possible to increase to 5%? You have mentioned just now that some of your products are new to the customers, so it wont be easy for us to introduce them into our market. I think we need some fees for sales promotion.C: Promotion fees should be part of your overheads and be taken from your commission.S: There, you should increase our commission!Sample dialogue (part 2)Sample dialogue (part 2)C: A high commission means a high selling price, doesnt it?S: Yes, it does. But it can help us promote sales, which will benefit you.C: You are tempting me, Mr. Smith. All right, considering our good relationship and future business, we grant you a commission of 4%. We cant go any further. What would you say?S: All right, I agree to it. What if customers in my territory order directly from you?C: Mr. Smith, you will be entitled to the same rate of commission.S: That seems fair.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）Ive come again to renew our sole agency agreement for another two years.（2）But I think the annual sale of 400 pianos for a sole distributorship in Canada is rather conservative.（3）We wish to add another clause. For every 50 pieces sold in excess of the quota, well get 1% more in commission for our efforts.（4）We think this market could bear a 5% commission on our invoice value. Thats CIF value.（5）Thirdly, and also finally, to what extent would you help us technically?Key to the CKey to the CE ExercisesE Exercises（6）Mr. Tom, what is your impression of your visit to our company?（7）They can provide the customers detailed information of the products and can present the operation to the customers.（8）We have been working on this market for more than 50 years. We are more familiar with this market than any other sales companies.（9）As a sole agent, your company may get a considerable amount of commission. If your performance is better than what we expect, we would provide additional reward.（10）You must report to us at least once a month about the market information and customers feedback related to our products.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）您应该相信，我们已经不遗余力地，并且投入了一大笔资金来推销你们的产品。（2）作为我们的独家经销商，你们既不能经销其他产地的同样或类似的产品，也不能把我们的商品再出口到你们地区以外的任何地区。（3）还有一点，就是每六个月我们应收到一份你们有关当前市场状况及用户对我们产品的意见的详细报告。（4）我们得弄清楚贵公司的设备中是否有与我们业已代理的项目重复的。（5）我们将指定一位技术代表来培训贵公司指派的负责我方设备的人员。Key to the EKey to the EC ExercisesC Exercises（6）目前我公司正在寻找合适的代理商以提高我公司产品的销量、提髙市场占有率。你能阐述一下贵公司如何能帮助我们实现上述目标吗？（7）我们可以向贵公司提供最新的市场信息，包括市场发展趋势、价格变动、产品更新、包装要求以及客户反馈等等。（8）这也是我们申请成为独家代理商而不是普通代理商的原因。（9）你们将得到合理的佣金回报。一般情况下是本地市场发票价格的17%。（10）我们可使贵公司的产品成为最适合本地市场的产品，这样贵公司产品的销量和市场占有率均会提髙。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）You have done very well in fulfilling the agreement.（2）What annual quantity would you suggest for the new agreement then?（3）Ive brought it with me. Ill put it forward when we talk with the manufacturers tomorrow.（4）Are you still interested in representing us in China?（5）Whats the extent of the agency, sole agency or average agency?Key to Task 5Key to Task 5（6）Ill arrange another meeting with you when your draft contract is ready.（7）We are clear this is the common practice of sole agent. We can assure that.（8）As the sole agent, you need to endeavor to promote our products. However, the price should be negotiated with us and you must follow our final decision.（9）We are holding a discreet attitude towards the business.（10）I am satisfied with the commission. We are looking forward to cooperating with your company.Thanks for Your Attention!Unit 12 Unit 12 Complains and Claims Complains and Claims Part One Warm-upPart One Warm-upWhat should be paid attention to when you want to lodge a claim? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-up(1) Deadline for demanding compensation (索赔的期限)(2) Basis for claims (索赔的依据)(3) Claim amount (索赔的金额)For more details, read the passage of Part Four Business Knowledge of this unit on the textbook.Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 straighten out straighten out 解决解决解决解决He has had a bit of trouble, and I have to straighten it out for him.他遇到了点儿麻烦，我得替他把这事了结掉。The confused situation has straightened out.原先十分混乱的局面现在已恢复正常了。attach great importance attach great importance 重视重视重视重视Politically, both sides attach importance to deepening the bilateral all-round strategic partnership.政治上，双方都重视深化中欧全面战略伙伴关系。Li said the Chinese government will continue to attach importance to the development of bilateral ties with Bulgaria.李肇星表示，中国政府将一如既往地重视发展同保加利亚的关系。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2place the order place the order 订货订货订货订货If your prices are favourable and if I can get the commission I want, I will place the order right away.如果你方的价格优惠，而且包括我方提出的佣金，我可以马上订货。If you can fill our order of 5000 ties very soon wed like to place the order with you now.如果贵方能很快的执行我方5000条领带的订单的话，我方想现在就下单。lodge a claim lodge a claim 提出索赔提出索赔提出索赔提出索赔We have to lodge a claim against you for damage in transit.我们不得不因为货物在运输途中遭到损坏而向你方提出索赔。Should you fail to honor your payment in due time, we would terminate the contract and lodge a claim against you.如果贵方到期未能按时付款，我方将终止合同，并提出索赔。adjustment n. adjustment n. 调整调整调整调整price adjustment 价格调整adjustment cost 调整的成本Investment is up by 5.7% after adjustment for inflation.投资在通货膨胀调整之后增长了5.7%。Compensation could be made by adjustments to taxation.补偿可由调税实现。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3attribute to attribute to 归因于；由于归因于；由于归因于；由于归因于；由于The difference is attributed to an emphasis on lower-cost systems and some solid business moves in recent years.造成这样的原因可归结于对低成本系统以及最近几年基础商业活动的重视。Much of these price drops can be attributed to over development during the boom.这些价格的下降大部分可以归因于在经济繁荣时期的过度开发。be liable for be liable for 有有有有责任责任责任责任In no event shall the World Health Organization be liable for damages arising from its use.世界卫生组织对于因使用这些材料造成的损失不承担责任。If he violates a copyright created by registration, he may be liable for damages, fines or imprisonment.但如果侵犯了注册版权，侵权人便会承担支付损害赔偿，罚款或被监禁的法律责任。forwarding fwdi adj. forwarding fwdi adj. 运运运运输的输的输的输的forwarding order 运输委托书forwarding company运输公司The second request also involved forwarding mail to a specific server.第二个需求也涉及把邮件转发到特定的服务器。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1One of your customers complains about the defective products to you. He complains that quite a number of cartons were badly damaged. Some silk was water-stained and severely spoiled. The goods are damaged probably because of packaging. How do you talk him over to accept your apology? Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning. Mr. Pit. Glad to see you again.B: Good morning. Mr. Wood. Nice seeing you, too.A: Mr. Pit, our cooperation has been going on very well for three years, but Im afraid I have some bad news this time.B: Bad new? What are they?A: Its about our order under Contract 87095.B: Im listening.A: The shipment of sick arrived. Alexandria on October 10. Im sorry to say the quality is by no means satisfactory.B: Our products have to go through six checks in the whole process.Sample dialogue (part 2)Sample dialogue (part 2)A Yes, I believe its not the quality problem. I didnt express it clearly enough, theyre damaged probably because of the packaging. Quite a number of cartons were badly damaged. Some silk were water-stained and severely spoiled.B: I can promise you that the product we sent you are of A-one quality.A: I believe so, but the spoiled silk is unacceptable.B: We agree to replace the defective products for you. I promise Ill check into the problems and find out if they were our fault.A: I am so glad to hear of your ready agreement.Sample dialogue (part 3)Sample dialogue (part 3)B: I assure you that such things will not happen again in our future deliveries.A: It sounds like a pleasant solution.B: I feel regretful for this unfortunate incident, and I hope it will not affect our further cooperation.A: It wont. You handled it well.B: Thank you.Activity 2Activity 2Your customer Frank complains that some of the laser printers are damaged so seriously that they are unsalable in the market. However, you reject the complaint, since all the goods had gone through rigid inspection before packing and they must be damaged in the course of transit. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)Frank: Good morning. Im here to make a complaint about the laser printers.Mr. Wu: Good morning. I was informed about this matter. What is wrong with our printers?Frank: Some of them are damaged so seriously that they are unsuitable in the market.Mr. Wu: How many?Frank: About 160. Heres the video of those damaged ones.Mr. Wu: You should believe me, all the goods had gone through rigid inspection before packing and the carrier received them in apparently good condition. Thus, they must be damaged in the course of transit.Sample dialogue (part 2)Sample dialogue (part 2)Frank: Do you reject our claim?Mr. Wu: Yes. You should refer the claim to the carrier or the insurance company.Frank: But the inspection certificate shows that the goods are not properly packed.Mr. Wu: Sorry, but I cant agree. We have the evidence that we shall not be held liable for the damage.Frank: This seems to be a very dear case. You should consider our claim seriously for protection of your own reputation.Mr. Wu: I apologize deeply for this matter. Perhaps we could submit the case to arbitration.Activity 3Activity 3Mr. Li is the general manager of the China Foodstuffs Corporation. You complain to him about the quality of 500 cartons of tin food you ordered last time, since you found nearly half of them were moldy. After negotiation, Mr. Li promises to meet your claim for the loss according to the contract. Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Id like to talk with you about something trouble-some.B: Whats that?A: About the quality of 500 cartons of tin food we ordered last time.B: Any trouble with them?A: Yes. They reached us yesterday. But we found nearly half of them were moldy. We cant accept them anyway.B: Hows that? We havent had any complaint of this kind. Is there any evidence?A: Yes. Heres the survey report issued by the Health Office, which is absolutely reliable.Sample dialogue (part 2)Sample dialogue (part 2)B: Its beyond my comprehension! You know, the goods were inspected by the Commodities Inspection Office before shipment. They concluded that the goods were of good quality and proved no problem.A: I guess they must have inspected only part of the goods, but not the whole.B: Considering the friendly relation between us, were prepared to meet your claim for the loss according to the contract, as the case may be.A: Thank you for your understanding and cooperation in this matter.Part Five HomeworkPart Five HomeworkTask 1Task 1Do you know how to reject the claim if it is not your fault in an international trade? Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: I have something very unpleasant to talk over with you, Miss Zhao.B: Whats the matter?A: We exported a lot of small leather bags 40 days ago. Now the goods have arrived at the destination. Unfortunately, most of them have gone mouldy.B: Have you asked our agent in that country to take samples and photos?A: Yes. A spot investigation has been made.B: What does the survey report say?A: It said it was a chemical reaction that caused the mould. When the bags were stored in the factory, the moisture and the chemical elements in the leather bags resulted in the chemical reaction.Sample dialogue (part 2)Sample dialogue (part 2)B: We reject the claim for the losses.A: Our insurance covered All Risks, so the insurance company should be liable for total loss on land or sea of the insured goods.B: The insurance company doesnt cover loss or damage from normal loss, inherent vice or nature of the insured goods.A: But when the goods came out of the factory, they were in good condition. It was the long voyage that made them mouldy.B: Do you have any certification?A: No, we dont.B: Thats why the insurance company refused to admit the liability.Task 2Task 2One of your customers complains that 30% of dried bamboos were moldy and there were even small brownish bugs in many cartons. Furthermore, he shows you the investigation report by a well-known lab in New York. In order to investigate the causes, you promise him an immediate response after the check. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Mr. Bush, Id like to talk to you about something unpleasant in this cooperation. Id like, if possible, to see it settled at this meeting.B: What is it, Mrs. Ying?A: Its about the quality of 500 cartons of dried bamboos. After the arrival two weeks ago they were immediately examined. To our astonishment, about 30% of them were moldy and in many cartons there were even small brownish bugs crawling. They are absolutely cant be accepted.B: Is that so? We never received any complaint of this kind so far. Our bamboos have enjoyed a good reputation for their superior quality for years. We are really at a loss to understand why your lot was found moldy and worm-eaten. Have you got any evidence?Sample dialogue (part 2)Sample dialogue (part 2)A: Sure. Heres a survey report by a well-known lab in New York, whose testimony is absolutely reliable.B: Though everything may be as you say, there are many factors involved. Whats more, your surveyors have not mentioned any cause for the damage.A: The report stated that external conditions of goods at the time of survey are all sound and intact. So it is obvious that bamboos were not completed dried before packaging.B: As you know, before shipment, the Commodity Inspection Bureau inspected and concluded that the goods were well dehydrated from fresh, and up to standard for export.Sample dialogue (part 3)Sample dialogue (part 3)A: But they just examined a few packages of samples selected, they happened to be up to the standard.B: So far, I am not in a position to entertain your claim on quality. But I promise an immediate response after the check.A: Would you please respond within 48 hours?B: Well try our best and take it seriously.A: All right.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）When the goods arrived in April this year, it was found that many packages were broken, most of which were leaking.（2）Im unwilling to lodge a claim, but the damage was unbearable.（3）We had it examined by our cargo-handling people and they said it was obviously damaged prior to loading onto the ship.（4）Im phoning about our order for the developing agent and the photosensitive paper.（5）Im very sorry. Weve had problems with our manufacturers. Were still waiting for the delivery of it.Key to the CKey to the CE ExercisesE Exercises（6）What evidence do you have to support this delay caused by the force majeure?（7）Now that you cannot make any adjustment about it, the case under dispute might have to be submitted to arbitration.（8）Im here to settle the claim for the fertilizer. Nearly 10% of the bags had been broken.（9）Im extremely sorry for any unnecessary you had suffered, but I would have thought our company is not to be blamed for the faults of the shipping company.（10）But according to the contract, no second-hand gunny bags are allowed to be used. To our regret, you have used 210 second-hand ones.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）我们想请您帮忙解决一下有关包装破损的问题。（2）我们公司一向十分重视包装，以前从来没有发生过类似的事情。（3）很抱歉发生了这样的事故。如果你们的索赔理由充足，我们理应照合同办。（4）我们两月前发的订单，迄今未收到所订购的货物。（5）由于你方未能及时装船造成了我方的损失，我们要提出索賠。Key to the EKey to the EC ExercisesC Exercises（6）你们找到包装破裂的原因了吗？到目前为止，我们还没有听到过这种抱怨。（7）非常明显，在装船之前包装袋已经破裂了，因此应由卖方负责賠偿。（8）这是中国商品检验与检测局出具的检測报告。（9）我真无法忍受运输代理公司总是犯令人难堪的错误。我为我们给你们造成的不便深表歉意。（10）重新包装确实花费了很长时间。总共花费为30000元人民币。我希望得到这些賠偿。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）What was the percentage of breakage and leaking?（2）A: Have you found the cause of the breakage? B: Apparently it was due to careless packing.（3）I suppose this breakage took place on route.（4）Im very sorry for all the losses you suffered, but its due to force majeure.（5）But we have evidence that the delay was due to your carelessness.Key to Task 5Key to Task 5（6）It was apparently attributed to faulty packing.（7）l dont think the shipping company is liable for the claim.（8）The goods were in perfect order when they left. I think the damage must have occurred during transit.（9）Poor packing was the cause of the damage and nothing else.（10）Certainly. We will compensate you for any expenses you may have incurred.Thanks for Your Attention!Unit 13 Unit 13 Job InterviewJob InterviewPart One Warm-upPart One Warm-upWhat should be paid attention to when you want to go for an interview? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upIn order to make a good impression during job interview, you need to prepare yourself for it. You must arrive in plenty of time before the interview, so that you give yourself a little time to relax before the interview begins. The impression you make as you walk into the room is very important. Try to find out if the company or organization has rules about dress. Then try to dress according to their regulations.You also need to plan what you are going to say. In some interviews you will have to do a lot of talking, and in others you will only have to answer a few questions about your education and experience. You need to have answers ready about yourself, your reasons for applying for the job, and the salary you expect.You will also be allowed to ask some questions of your own. The questions you ask will show the interviewers that you have given careful thought to the position. You can ask questions like these: What duties will I have to do in the job? Does the company provide health insurance? Does the company provide opportunities for further education?Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 laboratory lblaboratory lb rtri n. rtri n. 实验室实验室实验室实验室Is it possible to multiply bacteria in the laboratory?有可能在实验室繁殖细菌吗?He would stay for hours at a stretch in the laboratory.他在实验室里一蹲就是好几个小时。part-time ,p:ttaim adj. part-time ,p:ttaim adj. 兼职的兼职的兼职的兼职的Many businesses are cutting back by employing lower-paid part-time workers.许多商家正通过雇佣低工资的兼职工来削减开支。Part-time work is generally hard to find.兼职工作一般很难找。I want to work part-time.我想做兼职。in the day time in the day time 在白天在白天在白天在白天I have to work in the day time, study at night, and do housework during my spare time.我白天工作，晚上学习，还要在空闲时间做家务。they can enjoy themselves in the day time and it is not so hot.天气不是那么的热，他们也可以尽情地玩耍。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2reference n. reference n. 推荐信推荐信推荐信推荐信in reference to 关于 reference room 资料室The firm offered to give her a reference.公司提出给她开一封推荐信。The above views may or may not be correct, they are only for your reference.以上看法不一定符合实际， 仅供你们参考。qualification n. qualification n. 资格资格资格资格qualification examination 资质审查qualification agency 资格认证机构qualification approval 资格认可They had every qualification for success.他们具备获得成功的各种条件。probation n. probation n. 试用期；缓刑试用期；缓刑试用期；缓刑试用期；缓刑Employee appointment to the council will be subject to a term of probation of 6 months.到该理事会任职须经过6个月的试用期。A young woman admitted three theft charges and was put on probation for two years.一名年轻的妇女承认了3宗盗窃指控，被处以2年缓刑。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3graduate from graduate from 毕业于毕业于毕业于毕业于graduate from university从大学毕业He was graduated from this college 10 years ago.十年前他从这个学院毕业。I will graduate from Peking University this July. I have majored in accounting.今年七月将从北京大学毕业，我主修的专业是会计学。shorthand thnd n. shorthand thnd n. 速记速记速记速记shorthand typist 速记打字员John took notes in shorthand.约翰用速记法记笔记。Laslett uses the shorthand of second age for the group of younger people who are creating families.拉斯莱特用“第二代”来简单指称那些更年轻、正在组建家庭的人。dictation diktei ()n n. dictation diktei ()n n. 听写听写听写听写take dictation 记录spot dictation 听写填空I wrote the letter at his dictation.我照他的口述写信。The teacher gave the pupils dictation.教师让学生听写。Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1Mr. Li is HR manager and Tom is an interviewee. The latter is having an interview. Mr. Li is enquiring him about his previous work experiences and the position he wants.Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Can you tell me something about your first job?B: Well, yes. It was with a large international company. They have a trainee programme for people from university. My first job is Trainee Marketing Manager.A: What exactly did you do?B: Well, the programme lasted for one year. During that time I worked in different departments.A: Did you enjoy it?B: Yes, l did. I didnt really know what I wanted to do when I left university, so it was good to see what the different departments did. It was really practical.Sample dialogue (part 2)Sample dialogue (part 2)A: It sounds interesting.B: Yes, it was. But it was very badly paid. I did the same work as other people. I think a lot of the trainees feel they are a cheap source of labor.A: Would you do it again.B: Sure. I learned a lot, and found out where I really wanted to work.Activity 2Activity 2You are an interviewee who graduated from Tokyo University with three years working experience. Now, you are having an interview. You must try your best to introduce yourself to the interviewer.Make a dialogue in pairs based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Can you tell me something about yourself?B: Well, I left school in 1991 when I was eighteen. And then I went to university. I studied Economics.A: And was that in Tokyo?B: Yes, thats right. I was at Tokyo University for four years. I finished my course in 1995.A: And what did you do after that?B: I got a job with Matsumoto Bank. I joined the Investment Department as a Trainee Investment Adviser.A: How long did you stay there?Sample dialogue (part 2)Sample dialogue (part 2)B: For two years. And then I went to Canada. The company sent me to Toronto in 1997 to work in the office there and to learn English. I spent a year there. I also took a course in French while I was in Toronto.A: So you speak French?B: Oui!A: What did you do after that?B: I came back to Japan in June 1998 and I went back to my old department as Assistant Investment Adviser.A: Right. Can you tell me something about your present job?B: Yes, well, I am responsible for.Activity 3Activity 3Do you know how to persuade the general manager that you are the right people for the position of Vice Administration Director?Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning, Im Mandy from HR, good to see you here. So Jack, right? Would you please make a brief self-introduction?B: Good morning. Sure, thank you. My name is Jack Liu and I apply for the position of Vice Administration Director. The reason why I might be qualified for the position is that Ive got my B.A in HR from Tianjin University in 2007 and I graduated with a reward of excellent graduate. After graduation, I have a two-year experience of receptionist and one-year of Administration in SPN Assistant in SPT, which made me more capable and practical in handling of HR work. The earlier working experience makes me confident of communicating and cooperating with others, which I think is very important in working as a Vice Administration Director.Sample dialogue (part 2)Sample dialogue (part 2)A: I have to say your CV Ive got is very impressive and as you mentioned you have a rich working experience in HR. B: Im a person who is encouraged to face new challenge and the position of VAD in your company, I think, could motivate my potentials that could not be provided by my former work.A: I have got your points. The last question: what is your major weakness?B: I cannot leave a job half-done and usually find myself thinking of possible solutions to problems while I am driving to work or in the shower. I also know I spend too much time in my work I cant get enough leisure time.A: OK, your performance today is very impressive and we will inform you the result in three days. Thank you. Goodbye.B: Thank you for your time, goodbye.Part Five HomeworkPart Five HomeworkTask 1Task 1Do you know how to succeed in a job interview? First of all, introduce yourself to the interviewer, and then tell him why you want to apply for this job. Secondly, what subjects and hobbies do you like most? You can also ask the interviewer about holidays and salary. Exchange your opinions with your partners about the questions and then make a dialogue.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning, Mr. Parson.B: Good morning, Mr. Lu. Please take a seat.A: Thank you.B: Now, let me look at your application form. Well, first of all, Mr. Lu, can you tell me why you want to work as a sales manager with us?A: Its a job Im interested in, and your company is one of the best known. Although I have no much experience as a manager, the job description you sent me was very interesting. Its a job I intended to take when I was at university.B: Oh, is it? What subjects do you like most at university?A: Sales strategies. I liked that the most, really.Sample dialogue (part 2)Sample dialogue (part 2)B: Can you explain why?A: I think its because I like dealing with people and its very challenging. It involves the use of mind.B: Fine. And what about your hobbies?A: I like sports. I play volleyball and table tennis.B: Well, I think thats all that I want to ask you for now. Certainly your references are very good. Is there anything you want to ask me?A: Um . yes, can you tell me something about holidays and things like that?B: There are four weeks of holidays a year, excluding the public holidays, and the starting salary for our departmental managers depends on their age, experience, qualifications and so on. Its something about 1700 Renminbi yuan a month.Sample dialogue (part 3)Sample dialogue (part 3)A: I see.B: Good. Have you got anything else to ask me?A: No. I dont think so.B: Thats fine, then. Thank you very much for coming to see us. I hope to be able to let you know about the job within the week.Task 2Task 2 Mr. Li is the HR manager of China light Industrial Products Corporation. Tom would like to apply for a position in this firm. Now, he is introducing himself to Mr. Li. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: What kind of jobs have you had?B: I have been a Production Manager.A: How many years have you worked as a Production Manager?B: 3 years.A: Would you like to tell me something about your outstanding achievements?B: I had introduced an advanced product line, which increased the output and lessened the cost.A: Wonderful. Then how many employers have you worked for?B: Frankly speaking, three. If your company employs me, it will be my fourth.Sample dialogue (part 2)Sample dialogue (part 2)A: Then have you received any award at your present company?B: Yes. I was awarded the title of advanced worker last year.A: How would you evaluate the company you are with?B: Although I could not say that everything is perfect there. I still very much appreciate what the company has given me, especially many chances.A: How would your colleagues evaluate you?B: They would say I am a responsible friend and a capable colleague.A: Can you get recommendations from your present employer?Sample dialogue (part 3)Sample dialogue (part 3)B: Yes. I have brought them with me. Here they are.A: Do you have any questions?B: I think that you have covered all the important points already. But if I have any questions later I will contact you.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）Can you tell me why you replied to our advertisement?（2）I suppose Im a reasonable student. I passed all my tests and enjoyed studying subjects that interested me.（3）Ive thought about doing the part-time Chemistry Certificate course at Technical College. I think I would really benefit from doing that.（4）If the course would help me improve my prospects for promotion and help me to be better at my job I would definitely do it.（5）Since you have had nearly four years study of English at university. I consider you the right girl for the post.Key to the CKey to the CE ExercisesE Exercises（6） Another thing, I hope you can carry on the daily routine even if the office director is on leave or absent. Do you think you can do that?（7）If you are satisfied with the conditions here, please sign this contract and give it to me.（8）The office here is very nice. I think the business of your company is very good.（9）What courses have you taken in English Secretary studies?（10）But Im graduating in early July. In fact, Im writing the graduation paper at the moment.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）我一直很喜欢科学而且这份工作可以让我在这个领域得到锻炼。（2）实验室助理需要维护试验仪器，监督材料供给以及为试验准备化学制剂。（3）我的确是很不错的学生，我没有特别被动地学习过，总是不用担心就可以顺利通过考试。（4）如果我不得不做的话，我会的。但现在我已经完成了学业我更希望好好从事社会活动。（5）我对你的资格相当满意。我们公司需要个秘书来管理英文文件。Key to the EKey to the EC ExercisesC Exercises（6）你可得到每月800元人民币的工资。六个月后你的工资就会调整。（7）我能在一分钟内打75个单词，速记100个英语单词。（8）那么你是李小姐，其中的一位申请当秘书的人喽。现在我们的确有这一职位空缺。请坐。（9）我一直都很忙，我要好好学习，成绩很重要。（10）如果我们公司希望你能到相关机构进行技术拓展，你们认为如何？Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）I dont really know for sure, but I think its got something to do with helping out the scientists in the laboratory, hasnt it?（2）Would I get time off from work to attend it? I hope its not at nightmy social life would be ruined.（3）I have worked part-time at a take away food storethe one just round the corner.（4）Of course Ill have to put you on six months probation first.（5）Naturally, at the end of each year you can get the bonus.Key to Task 5Key to Task 5（6）Which university did you graduate from?（7）How are your typing and shorthand skills?（8）Thank you very much. I am sure I will enjoy working in your company.（9）I think I have asked you everything I wanted to. Thank you for coming along to the interview.（10）Im afraid that I only liked the ones I was good at.Thanks for Your Attention!Unit 14 Unit 14 Promotion and Promotion and Occupation MobilityOccupation MobilityPart One Warm-upPart One Warm-upHow to get yourself promoted? Discuss this question with your partners in groups.Key to the Question in Warm-upKey to the Question in Warm-upDo a Good Job. How you perform in your current position is going to be important when youre considered for a promotion. Excellent performance reviews and your reputation as an above-average employee will carry a lot of weight when the company is making staffing decisions.Be a Team Player. Volunteer to help with new projects in the office. Volunteer for committees or task forces. Offer to help your boss and co-workers whenever time permits. Youll be known as a team player and an individual that colleagues want to work with.Dont Miss Work. Be on time for work and dont take more time off than you are allocated. If youre known as a sloucher and someone who misses more work than is appropriate, it will be held against you.Continue Your Education. If your company offers opportunities for professional development classes take advantage of as many as you can. If your skills need updating or advancing take continuing education or college classes. This way, your technical skills will be top level.Part Two Situational DialoguesPart Two Situational DialoguesDialogue 1 Dialogue 1 advancement n. advancement n. 提升提升提升提升He cared little for social advancement.他几乎不在乎社会地位的升迁。Her work for the advancement of the status of women in India was recognized by the whole nation.她为促进印度妇女地位的提升所做的工作得到了全国人民的认可。personnel department personnel department 人事处人事处人事处人事处to manage the personnel department 负责人事部After a week, his calendar alerts him to call the personnel department.一周之后，他的日历提醒他去给人事部门打电话。But this is something you should discuss with our personnel department.但你最好与我们的人事部门谈论这些事情。seniority sinrt n. seniority sinrt n. 资历资历资历资历He has said he will fire editorial employees without regard to seniority.他说过在解雇编辑人员时他不会考虑其资历如何。Ought promotion to go by seniority or by abilities?晋级应以年资为准， 还是以能力为准?pay raise pay raise 加薪加薪加薪加薪promotion and pay raise 升职加薪asking for a pay raise 要求加薪He got a pay raise 他加薪了You see, the Chinese name of Michele Lee has the same pronunciation of pay raise.你看，李嘉欣的中文名字和加薪的发音一样。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 2Dialogue 2available adj.available adj.可利用的，空缺的可利用的，空缺的可利用的，空缺的可利用的，空缺的available resources 可利用的资源 (be) available for 可用于的The shop has about 500 autographed copies of the book available for purchase.这家书店有大约500本该书的签名版本可供购买。Mr. Leach is on holiday and was not available for comment.利奇先生在休假，没空作评论。candidatecandidate kndideitkndideit n. n. 候选人候选人候选人候选人suitable candidate 合适人选 He is a candidate for the office of governor.他是州长的候选人。The Democratic candidate is still leading in the polls.那名民主党候选人仍在民意测验中领先。application plke()n application plke()n n. n. 申请申请申请申请application form 申请表His application for membership of the organization was rejected.他对该组织会员资格的申请被拒绝了。Your application to join the club was honoured.你加入俱乐部的申请获得批准了。Part Two Situational DialoguesPart Two Situational DialoguesDialogue 3Dialogue 3typist taipist n. typist taipist n. 打字员打字员打字员打字员The publishing firm was advertising for a typist.这家出版公司正在登广告招聘一名打字员。Kitty was down on the junior typist.基蒂仇视那个年轻的打字员。secretarial adj. secretarial adj. 秘书的秘书的秘书的秘书的secretarial assistant 秘书助理I was doing temporary secretarial work.我在做临时的秘书工作。What kind of secretarial experience do you have?你有什么做秘书的经验？Part Three Classroom ActivitiesPart Three Classroom ActivitiesActivity 1Activity 1Your boss is quite satisfied with what you have done. So he decided to recommend you for promotion. You have no idea you could move so quickly from entry level to managerial staff. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)Mr. Brian: John, Id like to see you in my office for a minute.John: Yes, sir, Ill be there in just a moment.Mr. Brian: John, I have been watching you. Ive been paying attention to you over the last quarter and Im impressed. Youve done a tremendous job in tackling some difficult accounts. I just want to let you to know, after this months performance reviews, Im recommending you for promotion.John: Gosh sir, thank you, sir! I had no idea there were any positions opening up in our department.Sample dialogue (part 2)Sample dialogue (part 2)Mr. Brian: well, its not going to be in our department. Ive recommended you for an interdepartmental transfer. Theres supervisory spot opening up in financial. Im turning your name in for it.John: Management? Wow, I had no idea I could move so quickly from entry level to managerial staff.Mr. Brian: youve earned it.Activity 2Activity 2Your boss is the person who would like his staffs to switch duties. So you are transferred to the sales department. Make a dialogue in pairs according to the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Good morning, sir.B: Oh, Li Ming. I just have a word to say with you.A: Yes, please.B: Youre transferred to the sales department.A: Yep then I get to switch my duties.B: You have the market expansion experience.A: I see. What will be my new responsibilities?B: Youll have the task of monitoring the local marketing team, and giving some directions.A: Understand. Why does everyone have to rotate some responsibilities?B: Its the companys custom. The boss wants his people to be diverse.Activity 3Activity 3If your current employment isnt ideal, you may tell your boss that you want to leave the department and put in for a transfer. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: ls It all right for me to come in now, Mr. Wu?B: AII right, come in. What can I do for you?A: I want to leave the department. Do you think I could put in for a transfer?B: Yes, but why should you want to do that?A: There is no room for the kind of career growth I would like. I want my work to be recognized and rewarded. And something else. Do you mind if I speak frankly?B: Not at all. Go ahead.A: Well, you see, I dont like the office, I dont like the staff, and Im afraid you and I dont get on. So, may I put in for a transfer?B: Id be delighted if you did.Part Five HomeworkPart Five HomeworkTask 1Task 1You want to have a chance of advancement, and you finally get up the courage（鼓起勇气）to talk to your boss. However, your boss refuses your request. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Sample dialogue (part 1)A: Ive been working in this position for several years and have learned a lot on the job. Now I think I have a lot to offer.B: You are negotiating a promotion?A: I want to offer better services to the company.B: This is not the right time to talk about it. I need to keep you where you are for at least another year.Task 2Task 2Because of your excellent performance, you have been promoted to the department manager. How do you express your gratitude to your company and boss? Discuss this topic with your partners and then make a dialogue to show what and how you have discussed.Sample dialogue (part 1)Sample dialogue (part 1)A: Hello, Mr. Li. Sit down, please.B: Thank you, sir. What can I do for you?A: Good news. You have been promoted to the vice dean of your section. Congratulations!B: Really? Thank you very much.A: Youll receive a salary raise of 1,000 yuan every month.B: Thats one fourth of my original salary.A: Youll get an extra five-day paid vacation this year.B: Ill work harder to repay the company and your support.A: I believe you will. Your promotion will contribute to the development of the company.Task 3Translate the following sentences from Chinese into English.Key to the CKey to the CE ExercisesE Exercises（1）Ive worked here as a receptionist for about a year, and Id like to have a chance for advancement.（2）I think you are qualified for this position now. Do you understand the duties?（3）One thing I want to tell you is that you will get a pay raise when you start your new position.（4）If you have a few minutes, Id like to talk to you about my future at this company.（5）One year already? Its amazing how time flies like that. Are you enjoying your job?Key to the CKey to the CE ExercisesE Exercises（6）Do you understand what duties that job would entail?（7）In fact if you look at my resume, you can see that I was a manager before I started this job.（8）Is your English good enough? What about your typing speed?（9）I can type 60 words per minute.（10）No problem. Ill try my best to learn the new job.Task 4Translate the following sentences from English into ChineseKey to the EKey to the EC ExercisesC Exercises（1）我了解这个情况，我也正在考虑在另一个部门给你一个机会。（2）我不十分清楚，但我想应包括打字、管理文件和接电话等工作。（3）看起来你似乎对那个岗位很了解啊！你具备应有资历，你会把工作做好的。（4）等我把你的档案调出来看看。你在我们这儿工作多久了？（5）我注意到销售部经理职位空缺。Key to the EKey to the EC ExercisesC Exercises（6）我需要直接管理销售部所有的销售代表。（7）根据公司政策，你仍然得经过正式申请程序，所以填好这份申请表，下周我会通知你面试。（8）我想在办公部门获得一份秘本事务的工作。（9）你可以在8月1日开始上班，行吗？（10）我在这儿当一名打字员差不多有两年了，我想有一次提升的机会。Task 5Complete the sentences based on what you have learnedKey to Task 5Key to Task 5（1）Id like an office job in the personnel department.（2）I hope you can keep working hard no matter where you work.（3）Ive worked here as a sales representative for about a year now.（4）What job did you have in mind?（5）I assume thered be more meetings, paperwork, and other responsibilities, too.Key to Task 5Key to Task 5（6）Do you have any experience in management?（7）I think youd be the perfect candidate for the position.（8）I have worked here as a typist for two years, and Id like to have a chance of advancement.（9）Im studying English at a language school.（10）A: Do you understand probation? B: Yes, I think so. I have 30 days to learn the job, right?Thanks for Your Attention!