Your Turn

语汇练习
I. Complete the following sentences:
   1. make an inquiry about      2. lowest quotation FOB
   3. think highly of       4. catalog
   5. are subject to       6. feel free to
7. at competitive prices          8. most favorable

II. Complete the following dialog:
A: We’re quite interested in your Drawn Works. How about the supply position?
  B: For most of the articles in the catalogue, we have good supply.
  A: Here’s our inquiry list. You’ll find the required items, specifications and quantities all here.
B: Thanks. I’ll look into it and let you have our firm offers tomorrow.
A: I don’t need to remind you that the market has become very competitive.
B: You’ll find our prices very favorable.
A: That’s fine. By the way, do you quote FOB or CIF?
B: Either can be done, though we usually quote on CIF basis.
A: Then would you please make your prices CIF5%?
B: Certainly. We can work them out. 

术语和实用表达练习               
I. Please write down the full name and it’s Chinese equivalent of each international trade term.
EXW: Ex Works  工厂交货
FCA:  Free Carrier  货交承运人
FAS:  Free Alongside Ship  船边交货  
FOB:  Free On Board  船上交货
CFR:  Cost and Freight  成本加运费
CIF:  Cost, Insurance and Freight  成本、保险费加运费
CPT:  Carriage Paid To  运费付至
CIP:  Carriage and Insurance Paid To  运费、保险费付至
DAF:  Delivered At Frontier  边境交货
DES:  Delivered Ex Ship  目的港船上交货
DEQ:  Delivered Ex Quay  目的港码头交货
DDU: Delivered Duty Unpaid  未完税交货
DDP: Delivered Duty Paid  完税后交货

II. Use the terminologies and practical expressions that we have learned to describe the actions taken by two parties when they deal with an inquiry.
solicited inquiries from buyers
cabled an inquiry
full details of the product
at the earliest date
quoted
invite any inquiries

句型练习
I. Please complete the sentences with substitution drills.
Drill 1  Would you please … ?
       --- tell me what items you are interested in
       --- quote us your lowest prices for the goods
       --- give us the price list with specifications
       --- send us a complete set of your latest catalogue
  Drill 2  Could you also tell me the … you desire?
         --- patterns
         --- date of delivery
         --- number of the items
         --- quantity of the commodities
  Drill 3  I’d like to have your lowest quotations, …
         --- FOB Shanghai
         --- FAS Hongkong
         --- CFR San Francisco
         --- DES Long Beach, California
  Drill 4 … an indication of price.
        --- I hope you can give me …
        --- You don’t mind giving …, do you ?
        --- I was wondering if you could give me …
-- Would it be possible for you to give me …
  Drill 5 … is \ are subject to our final confirmation.
        --- The prices of these commodities
        --- The delivery date of these goods
        --- The availability of the airline ticket
        --- The final delivery date of this consignment

II. Translate the following sentences into English.
1. For this particular product, there are many different models. Which model do you want?
2. If you want / If necessary, we accept / take special orders according to your requirement.
3. I’m very interested in your chemical products. Could you quote us CIF New York on the following products?
4. Here is my quotation sheet with all the sales terms and conditions.
5. The tablecloths made in your province have a ready market in our country.

Listen to This  
Part A: Focus Listening
A1
Country          Port
1. Belgium  比利时    Antwerp   安特卫普
2. Australia  澳大利亚   Melbourne  墨尔本
3. Brazil   巴西    Rio de Janeiro 里约热内卢
4. Burma  缅甸    Rangoon  仰光
5. Chile   智利    Arica   阿里卡
6. Denmark  丹麦    Copenhagen  哥本哈根
7. Egypt   埃及    Alexandria  亚力山大
8. India   印度    Calcutta   加尔各答
9. Iraq   伊拉克    Basra   巴士拉
10.Portugal  葡萄牙    Lisbon   里斯本

Tape Script for A1
1. Melbourne       2. Lisbon
3. Rio de Janeiro      4. Antwerp
5. Rangoon       6. Copenhagen
7. Alexandria       8. Basra
9. Arica        10. Calcutta

A2.
A list of countries and their ports, capitals and languages:

 
No. Name of the
Country  Capital Language Main Port(s)   
1 Canada
 Ottawa
 English
(French) 
Halifax
哈利法克斯
St. John
圣约翰
(Vancouver )
温哥华
(Quebec city )
魁北克市
   
2 The people’s
Republic of
Bangladesh
孟加拉国 Dacca
达卡 (Bengali)
孟加拉语
(English) (Chittagong)
吉大港   
3 (Belgium)
比利时 Brussels
布鲁塞尔 Flemish
佛拉艺语
French (Antwerp )
安特卫普
(Ghent)
根特   
4 (Brazil)
巴西 Brasilia
巴西利亚 Portuguese (Recife )
勒西腓
Rio de Janeiro
里约热内卢
(Santos  )
桑托斯   
5 (Chile)
智利 (Santiago)
圣地亚哥 Spanish Valparaiso
瓦尔帕莱索
(Arica)
 阿里卡
Antofagasta
安托法加斯塔   
6 China Beijing Chinese Dalian  大连
(Xingang) 新港
Tianjin  天津
Shanghai 上海
Qingdao 青岛
(Zhan jiang )湛江
Huangpu 黄埔
Guangzhou 广州
(Qinhuangdao)
秦皇岛   
7 Cuba
古巴 (Havana )哈瓦娜 (Spanish) Havana
哈瓦那
(Cienfuegos )
西思富戈斯   
8 Egypt
埃及 Cairo 开罗  (Arabic)
阿拉伯语
English (Alexandria)
亚力山大
Port Said 赛德港
(Suez )苏伊士   
9 (Iraq  )伊拉克 (Baghdad )巴哥拉 Arabic
English (Basrah ) 巴士拉   
10 (India)
印度 New Delhi
新德里 Hindi  印地语
English (Bombay)
 孟买
Calcutta
加尔各答
(Mardrass )
马德拉斯 

Tape Script for A2
Canadians speak English and French. Halifax, St. John, Vancouver and Quebec are the main ports of their country.
The people of the People’s Republic of Bangladesh speak Bengali and English. Chittagong is their main port.
Antwerp and Ghent are the two main ports in the Kingdom of Belgium. Flemish and French are the country's languages.
There are three main ports in the Federative Republic of Brazil. They are Recife, Rio de Janeiro and Santos.
Santiago is the capital of the Republic of Chile. Valpariso, Arica and Antofa-gasta are its main ports.The people of the country speak Spanish.
China’s main ports are Dalian, Xingang, Tianjin, Shanghai, Qingdao, Zhanjiang, Huangpu, Guangzhou and Qinhuangdao.
Cubans speak Spanish. Havana is their capital. Havana and Cienfuegos are their main ports.
Alexandria, Port Said and Suez are the main ports in Egypt. Egyptians speak Arabic and English.
Baghdad is the capital of the Republic of Iraq. Basra is the port of the country. The people of the country speak Iraqi, an Arabic dialect, as well as English.
Bombay, Calcutta and Madras are three important ports in India. Hindi and English are the main languages.

Part B   Dialog
B1 
      1.c   2.d   3.a   4.c   5.d   6.b
 B2 
How do you like your coffee?
What do you say?
Fine with me.
As you can see they’re quite competitive.
They look a little high.
We’ve been in this business many years.
You’ll be happy with our machine tools.
You can count on that.
Let me consider that.
I’ve got to think about your price.

Tape Script for Part B
Making Inquiry
Wright:  Have a seat, Tom. How do you like your coffee?
Wang: Cream and sugar, please.
Wright: Sally, would you get us one with cream and sugar and one black for me? Thank you. OK Tom, what do you say? Let’s talk business.
Wang: Fine with me. Like I said, we’re interested in some of your lathe models: XL-13 and XL-17 to be specific. What are your prices on these?
Wright:  Well Tom, how many do you want to buy?
Wang: Yes, we’ll talk about that, Charlie. But first, can you give me an indication of price?
Wright: Here’s our FOB price list. As you can see, they’re quite competitive.
Wang: Well, Charlie, they look a little high.
Wright: Tom, you must know our reputation for high quality. We’ve been in this business many years. You’ll be happy with our machine tools.
Wang:  Well, how long would delivery take? That’s an important factor.
Wright: We make delivery in two months max. You can count on that.
Wang: How about a discount? Five per cent would be helpful.
Wright: Well, Tom, that will depend on the size of your order. Can you give me an idea how many lathes you want?
Wang: Let me consider that, Charlie. I’ve got to think about your price.
Wright: Fine. Let’s take a look at the production line.

Part C   Passage
                 
C1
1.  80 km/h  2.  2 500cc   3.  80 mpg        4.  40 mpg 
5.  10 850   6.  3 000cc          7.  12 500
C2
 
Characteristics XX-17 Sunrise-700   
1. It can reach speeds of 80 km/h in 6 seconds √ √   
2. The steering turns are no problem √ √   
3. It has the advanced, anti-locking brake system √ √   
4. 2,500cc engine √ 0   
5. gas mileage 40 in the city  √ 0   
6. 4-cylinder engine √ √   
7. engine 3000cc 0 √   
8. the solid, four-wheel drive 0 √   
9. the futuristic body style 0 √   
10. aerodynamic and appealing 0 √ 

Tape Script for Part C
Introduction to Product
    Good afternoon. I’m Joe Smith and I’m here to introduce to you this year’s new models of our cars and trucks. As you know, our cars and trucks are very popular in the world. The high quality, sporty look, and reasonable price are certainly the major attractions. I’d like to draw your attention to the screen.
    First of all, our XX-17 model can reach speeds of 80 km/h in 6 seconds. The steering is very responsive, and hairpin turns are easy. In addition, we have the advanced and anti-lock brake system, which can make the XX-17 stop on a dime.
    You might ask, “what about the gas mileage?” The XX-17’s 2500 cc 4-cylinder engine faithfully provides 80km/g on the highway and 40km/g in the city.
    And let’s not forget the trend-setting, sleek body style of the XX-17 which will certainly give Toyota a run for its money.
    The wholesale price ? A very competitive US$10 850.
     And now, the truck of the future, our pride and joy, the “Sunrise-700”. Having all the competitive features of the XX-17, the Sunrise-700 has a bigger and more powerful 3 000 cc engine with slightly less gas mileage than the XX-17. With the added horse power and the solid, four-wheel drive, the “Sunrise-700” can go any where you want it to take you. As you can see, the futuristic body style is most aerodynamic and appealing. The wholesale price is a surprisingly low US$12 500.
Now that we’ve had an introduction to these new models, which we believe will be quite competitive in the sport-utility market, please join me outside in the lane for a first-hand experience of the XX-17 and Sunrise-700. Thanks, and see you outside in a couple of minutes.

Act it out
Sample dialog for situation I:
A: Hello. I have made an appointment to meet Mr. Liu, the Manager of China National Trading Company at 3.
B: May I know your name?
A: I’m John Steven, the sales manager of the ABC Computer Company.
B: He is waiting for you in his office. Follow me please.
A: Thank you.
C: Hello, nice to see you, Mr. Steven. Please take a seat.
A: Thank you. Nice to see you. This is the latest leaflet for our products. Would you like to see it?
C: Sure. We’re particularly interested in you medium-sized computers.
A:  This is the medium-sized computer. What do you think of it?
C: It’s nice. What’s the price?
A: $1100 for each. We can offer you a 10% discount if you purchase 100 or more computers at a time.
C: Sounds reasonable. Well, let’s fix a time to have further talks tomorrow. OK?
A: Fine.

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