同事用英语怎么说剑桥商务英语听力原文(挂网)

2021年1月7日发(作者：许秀华)


Tapescript


Unit 1 Applying for a Job
II. Listening Task
1.
Recruitment
When a company needs to recruit or employ new people, it may decide to advertise the job or
position in the appointments section of a newspaper or on the Internet. People who are interested
can then apply for the job by sending in a letter of application or cover letter and a curriculum vitae
(CV) or résumé containing details of their education and experience. A company may also ask
candidates to complete a standard application form. The company’s Human Resource Department
or Personnel Department will then select the most suitable applications and prepare a short list of
candidates or applicants, who are invited to attend an interview.

2.
Some Common Aspects of Job Interviewing
Job interviews are all about making the best matches. Both the company and the job-seeker
want to determine if there is a correct fit between them. Job-seekers going on job interviews can
basically expect one of two styles of interviewing, the traditional job interview and the behavioral
interview. While the styles differ, there are some basic activities job- seekers need to do both before
and after the interview in order to succeed.
Preparing and Researching: Job-seekers must spend time before the interview conducting
research on the type of job, company, and industry they are interviewing. Your knowledge of these
factors is critical to your success.
Anticipating Questions and Preparing Answers: Although the types of questions differ
depending on the interviewing style, job-seekers must plan and be prepared for the typical types of
questions. You should not memorize answers, but script specific responses so that you will be able
to remember more details when asked about the question in the interview. You should also have
several questions ready to ask the interviewer.
Follow-Up: It is amazing how many job-seekers skip this crucial step. You must immediately
write a thank-you note to each person who interviewed you. Not only is this letter part of
professional etiquette, but it is often time to reinforce a concept or skill that you have and that the
employer desires in the person they will be hiring.
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3.
Traditional Interview and Behavioral Interview
The traditional job interview uses broad-based questions such as, ―why do you want to work
for this company,‖ and ―tell me about your strengths and weaknesses.‖ Interviewing success is
more often based on the ability of the job- seeker to communicate than on the truthfulness or
content of their answers. Employers are looking for the answer to three questions: does the
job-seeker have the skills and abilities to perform the job; does the job-seeker possess the
enthusiasm and work ethic that the employer expects; and will the job-seeker be a team player and
fit into the organization.
The behavioral job interview is based on the theory that past performance is the best indicator
of future behavior, and uses questions that probe specific past behaviors, such as: ―tell me about a
time where you confronted an unexpected problem,‖ ―tell me about an experience when you failed
to achieve a goal,‖ and ―give me a specific example of a time when you managed several projects
at once.‖ Job-seekers need to prepare for these interviews by recalling scenarios that fit the various
types of behavioral interviewing questions. Recent college grads with little work experience should
focus on class projects and group situations that might lend themselves to these types of questions.
Hobbies and volunteer work also might provide examples you could use. Job-seekers should frame
their answers based on a four-part outline: (1) describe the situation, (2) discuss the actions you
took, (3) relate the outcomes, and (4) specify what you learned from it.

Unit 2 Business Phone Calls
II. Listening Task
1.
How to Make Business Phone Calls
Being good in your job requires a lot of hard work. It is about submitting the most
comprehensive report, shining during business meetings, being able to meet your deadlines, and
having good presentation skills. Equally important as these competencies is your ability to conduct
effective business phone calls.
Phone calls can be very useful tools in developing your business. It’s a communication process
which can contribute a lot to your business if you know how to make every phone call work for
your objectives. Here are some tips for making business phone calls.
1. Develop a professional greeting. Don’t just say hello and jump into your telephone
presentation without taking a breath or allowing the other party to participate. Your greeting should
err on the side of formality. Begin with Mr., Mrs. or Ms, as in ―Good morning, Mr. Smith.‖ Or
―Good evening, Mrs. Jones.‖ Everyone else says, ―Hello.‖ Be different. Be professional.
2. Introduce yourself and your company. ―My name is John Smith with ABC Company.
We’re a local firm that specializes in helping businesses save money.‖ Don’t get too specific yet.
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Don’t mention your product. If you do, that allows the other party to say, ―Oh, we’re happy with
what we’ve got. Thanks anyway,‖ and hang up. By keeping your introduction general, yet
mentioning a benefit, you’ll peak your prospect’s curiosity and keep them on the line longer.
3. Express gratitude. Always thank the potential client for allowing you a few moments in
his busy day. Tell him that you won’t waste a second of his time. ―I want to thank you for taking
my call. This will only involve a moment of your time so you can get back to your busy
schedule.‖Don’t say that you’ll ―just take a moment.‖ The feeling evoked by them hearing that
you’ll take anything from them will put them off.
4. State the purpose of your call. It’s best if you can provide the purpose within a question.
―If we can show you a way to improve the quality of your product at a lower cost, would you be
interested to know more?‖ This is very likely to get a yes response. At this point, you’re ready to
start selling an opportunity to meet this person or get their permission to provide them with more
information. You’re not selling your product yet—you’re selling what your product will do for him.
5. Schedule a meeting. Get a confirmation to meet, either in person or to the teleconference to
get the information you need in order to give a solid presentation. If he’s so interested that he wants
to do it right then and there, that’s OK.
6. If a face-to-face meeting is the most appropriate next step, use the alternate-of-choice
questioning strategy. Offer him two times, ―Mr. Johnson, I can pop by your office at 2:15 p.m.
today to discuss this further. Or would 9:45 a.m. tomorrow better suit your schedule?‖ You didn’t
say, ―When can we meet?‖ When you use the alternate of choice, you take control of getting the
appointment. And note: Asking for an off-hour gets you noticed. There’s something about setting a
meeting at an off-hour that says you’re a salesperson who’ll be punctual and respect your
prospect’s time. Try it.
7. Thank them for their time today and for the upcoming appointment. Reconfirm the
date, time and location of the appointment. Ask for directions if you need them. Tell him how much
preparation you’ll do in order to make the best use of the time you’ll share. Give him your contact
information this way: ―If anything else comes to mind that I should be aware of prior to our
meeting, please contact me at 88662688‖.
8. Follow up. If your meeting is more than a few days in the future, send a letter of
confirmation immediately. If the meeting is tomorrow, send an e-mail confirmation. Keep it short
and upbeat.

2.
Telephone Manners
Although email and instant messaging are quickly becoming standard forms of office
communication, the telephone still plays an important role in business. Just like a face-to- face
meeting, telephone conversations are expected to follow certain rules of etiquette to help make the
experience pleasant and productive for all those involved.
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When making a business call, be sure to first identify yourself and your company. If you’re
routed to a receptionist or operator, also include the name of the person you’re trying to reach. A
simple, ―Hello, this is Mark Robert from Pacific Edge International. May I speak to Mary Grand?‖
will do.
Be prepared with one or two sentences explaining the purpose for your call. When you are
connected with the person, state the purpose of your call and then be sure to ask if you are calling at
a convenient time. This is one of the most overlooked areas of phone etiquette, and allows the
person you’re calling the opportunity to better address your needs at a later time.
People make business phone calls for specific reasons. Very rarely do clients call just to catch
up. Telephone calls usually lead to some action to be taken, so make sure your first vocal
impression is a good one by trying to answer the phone as pleasantly and professionally as possible.
Identify yourself and your company when receiving an incoming call. While it’s not impolite
to say, ―Pacific Edge International, Mark Robert speaking,‖ it might be easier on the listener to say,
―Thank you for calling Pacific Edge International. This is Mark Robert. How may I help you?‖
Variations on this theme can convey your greeting quite effectively. If you work at a large
corporation with many departments, it may also help to include your department or section name,
―This is Mark Robert, accounts receivable. How may I help you?‖
If you have to leave a message or voice mail for someone, make it short and to the point.
Speak clearly and slowly and leave your name, phone number, and a brief message. Say your name
and number at the beginning and again at the end of the message, especially if you don’t know the
person you’re calling. If the voice mail system allows you to play back your message, consider
taking advantage of that feature to make sure your message is clear and communicates your needs.
Returning messages promptly is always appreciated. It’s customary to return telephone calls
within 24 hours. If you cannot attend to the caller’s needs within that time, briefly phone the person
to say when you will be available.

3.
Telephone English
A lot of people find it difficult to make phone calls in a foreign language—and that’s
understandable. You can’t see the person you are talking to, their voice might be unclear, and you
might find it difficult to find the right words.
One thing you can do to improve your telephone skills is to learn some of the multi-word
verbs that are commonly used in telephone conversations. Most of them are featured in this module.
Hold on means ―wait‖—and hang on means ―wait‖, too. Be careful not to confuse hang on with
hang up! Hang up means ―finish the call by breaking the connection‖—in other words: ―put the
phone down.‖
Another phrasal verb with the same meaning as ―hang up‖ is ―ring off‖. The opposite of
―hang up‖ or ―ring off‖ is ―ring up‖. If you ring somebody up, you make a phone call. And if you
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pick up the phone, (or pick the phone up) you answer a call when the phone rings.
If you are talking to a receptionist, secretary or switchboard operator, they may ask you to
hang on while they put you through. ―Put through‖ means to connect your call to another telephone.
With this verb, the object (you, me, him, her, etc.) goes in the middle of the verb: put you through.
But if you can’t get through to the person you want to talk to, you might be able to leave a
message asking them to call you back. ―Call back‖ means to return a phone call. If you use an
object (you, me, him, her, etc.), it goes in the middle of the verb: call you back.

Unit 3 At the Meeting
II. Listening Task
1.
Meetings
Meetings are communicating with an audience in a format in which more than one individual
come together to introduce, review, or decide something. Many people make fun of meetings and
say they are a waste of time but these are the places and times when a lot of decisions are made and
business gets done. Meeting times and places have become more complicated as new technologies
have emerged and become less expensive and more popular. As examples, teleconferences are now
a standard way to bring people in different places together for a meeting. Videoconferences are
more expensive and require broadband connections and more expensive equipment, but their use is
growing rapidly. The use of audio and video conferencing over the Internet is now growing quickly.
Its lower price is attractive, but the lower quality can be a distraction.
Usually someone calls a meeting, and other people check their calendars and attend if their
schedule is free and they don’t have a conflict or other prior commitment. A meeting place and
meeting time are arranged, and an agenda or the goals of the meeting are set. Once these are
established and agreed on, people prepare what they will need for the meeting, like graphs, or a
PowerPoint presentation.
The future of meetings is that they will happen anywhere you are, any time you are awake.
Businesses now often have to make strategy and plan and take action quickly. To do this, the people
involved have to come together in some form, review the situation, and make a decision. More and
more, these people are in different places, and may even speak different languages. These are the
challenges that modern meeting technologies need to solve. Advances in compression and
streaming technologies are allowing higher and higher quality audio and video transmission over
the Internet, so many people believe small, affordable Internet meeting technologies are the future
of meetings when people can’t meet face to face.

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2.
Why Have a Meeting?
Depending on your job, you may be involved in meetings once a week or several times a day.
Many work teams, for example, function by meeting together formally and informally to discuss
workplace issues. Organizations use meetings to help co-ordinate activities involving a number of
people or work groups. Meetings are used to negotiate sales, investigate problems, plan events, set
up business arrangements, develop new procedures and so on. Community bodies and social clubs
also have regular meetings, so even your spare time can be taken up in this way.
Meetings offer many benefits to an organization and its members. A well-run meeting
encourages co- ordination—people can keep up-to-date with developments and changes, which
means better planning and co-operation between sections. Meetings can give people an opportunity
to share ideas and help develop team spirit. Other benefits of well-managed meetings include
greater organizational consensus resulting from collaboration, and more effective problem solving.
Different situations require different kinds of meetings. Depending on the problem to be
solved, the type of business to be transacted and the nature of the group and leadership style, you
might choose: committee meetings; conferences; informal decision-making sessions; conventions;
general staff meetings; formal board meetings; meetings to give instructions and training sessions.

3.
Meeting Opening
Well, we’d better make a start. I would like to start by welcoming everyone. This is the first
meeting in our new series of weekly meetings just for engineers. The reason why we are here today
is to discuss the two most important issues we will be dealing with next month. Most of you have
asked me to include these on the agenda, and I have done so. As you can see on the agenda, these
issues are: first, the renovation of our laboratory; and second, the selection of the design team for
our PWC project. The meeting will finish at noon. That gives us two hours. Ordinarily, the meeting
will last only one hour. But I think this first meeting will require a lot of discussion, since you are
all eager to discuss the two issues on the agenda. So, let’s begin with the first item of business: the
renovation of our laboratory. Let’s begin by going around the table and getting everyone’s opinion
before we have a free discussion.

Unit 4 Business Presentations
II. Listening Task
1.
The Role of Business Presentations
Anyone who plans a career in sales, training, or education expects to make many oral
presentations to customers, employees, or students each week. What you may not have realized,
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though, is that almost everyone in business will give at least one major presentation and many
smaller ones each year, to customers, superiors, subordinates, or colleagues—not to mention
presentations at various kinds of meetings, civic clubs and the like.
The costs of effective presentations are immense. With many managers earning big salaries, a
presentation that discusses ideas incompletely and ineffectively wastes time and money. Sales are
lost, vital information is not communicated, training programs fail, policies are not implemented,
and profits fall.
Technology is undoubtedly changing the physical characteristics of oral presentations in
business—for example, by making presentations possible via interactive computer or television
rather than in person. Competent communicators recognize, however, that the compelling effects of
verbal and nonverbal communication strategies that are possible in oral presentations will continue
to make them a critical communication competency in the contemporary business organization.

2.
How to Overcome Presentation Nerves
Good morning, everyone. I would like to give you a brief talk on how to overcome
presentation nerves.
It’s important to think about why people get nervous and the effects nerves can have on you
when you present. There are all sorts of symptoms that can be created through nerves. And
sometimes they can manifest themselves quite a lot when people present.
So the more you are aware of them and aware of the fact that it’s quite normal to feel nervous
then the more that you can actually start to overcome them.
Preparing for the presentation
The first thing to think about is preparing yourself for your presentation. Your preparation may
involve the planning, structuring, the visual aids, etc. But there’s also you—the presenter and how
best to prepare yourself.
Obviously the benefits of proper planning are very important—and will certainly help to
reduce nerves. However there are other things that you can do to fully take control of the nerves
before you present.
Physical techniques
The benefits of breathing are often overlooked but this one simple technique can really help to
calm you and slow you down. When you are nervous you probably also speed up your speech. So
controlling the speed that you speak at is a good way to help control your nerves. Of course, as you
can imagine, there are lots of other physical strategies that people employ to help reduce nerves and
focus their minds.
Psychological techniques
There are also some key psychological techniques that you can apply to help you to kick out
those negative thoughts that can creep into your mind and reduce your confidence.
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These techniques can help you to maintain a positive mental attitude towards your
presentation and help you remain in control if any negative thoughts start to creep into your mind.
One technique is to imagine that the presentation has just taken place – and that it was successful.
Spend time imagining that success—and how you feel at that time. Imagine the voices and
other sounds that you hear at the end of the presentation and what the audiences’ faces look like and
what else you can see in the room. Take time to imagine all of the positives about the presentation
that made it a success.
A lot of the time our imagination focuses on the negatives—so forcing it to focus on the
positive can help to turn things around and will help build your confidence.
Rehearsing the presentation
Rehearsing your presentation is essential for practicing and assessing your timekeeping, body
language (such as eye contact and hand gestures), voice projection, pace of speech and logical
order of content. It gives presenters a chance to amend their presentation and envisage how they
will go about presenting on the day. It may be useful to record your voice on a mobile phone, or
video yourself and watch it back, noting good points and areas for improvement.
The more presentation experience you have the more confident you will feel and less nervous
you become. Familiarize yourself with several techniques for overcoming presentation nervousness
so that your next speaking engagement can be a fun and rewarding experience.

3.
ACT Systems Corporation
My name’s Jane Littlefield and I’m the Technical and Quality Manager at ACT in London and
work within the MTD—the Materials Testing Division, which makes equipment used by industrial
firms to test the strength and durability of materials like plastics, metals and so forth. We’re a
subsidiary of ACT Systems Corporation, an American firm based in San Francisco. ACT employs
about 2,880 people worldwide and is a leading supplier of mechanical testing and simulation
equipment. Our major development and manufacturing operations are located in the US, Britain,
France, Germany, and Australia and we have sales and service offices around the world.
Before I describe the organization of my department, I’ll outline the structure from the top,
starting with David Johnson, our CEO, who oversees all aspects of our activities here. Just below
him is the General Manager, Bill Harry, who is my immediate superior. Then there’s Edward
Brown, the Human Resources Director, and Alice White, the GM’s Secretary, who also report
directly to him. We have a management team that includes myself, Peter Smith, the Sales Manager,
Catherine Lee, the Finance Manager, and of course, Sanjoy Bose, who is also the Marketing
Manager. There are also two new departments— Customer Service and NVD, the Noise and
Vibration Division—headed by Louis Regnier and Alan Seymour respectively.
Now, getting back to the way my department is organized, I’m responsible for operations, so
I’m in charge of Purchasing and Planning, R&D and Quality. The Purchasing and Planning
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Department schedules production based on orders provided by the sales team and forecasts from
the Marketing Department. In R&D, there are about three sub-departments—Mechanical
Engineering, Electronics, and Software Engineering—which are involved in developing new
products and modifying existing products to meet customer demands. They receive technical
specifications from the Marketing Department and provide drawings, a parts list and assembly
instructions. Arvin Marsh works closely with me on Quality—an area that takes up nearly a third of
my time. And finally there’s the head of Shipping, as well as the person in charge of Assembly, who
also report to me.

Unit 5 Business Travel
II. Listening Task
1.
Tips for Travelling Abroad
If you plan to travel abroad either for business or leisure, you should check that you have
made all the necessary arrangements to minimize travel problems. The following tips can help you
to make your travel easier and safer:
1. Make sure you have a signed, valid passport and visas, if required. Also, before you go fill
in the emergency information page of your passport.
2. Register so the department concerned can better assist you in an emergency. This will help
them to contact you if there is a family emergency in your country, or if there is a crisis where you
are traveling.
3. Familiarize yourself with the local laws and customs of the countries to which you are
traveling. Remember, while in a country, YOU ARE SUBJECT TO ITS LAWS!
4. Make 2 photocopies of your passport identification page. This will facilitate replacement if
your passport is lost or stolen. Leave one copy at home. Carry the other with you in a separate place
from your passport.
5. Leave a copy of your itinerary with your work unit, family or friends at home so you can be
contacted in case of an emergency.
6. Notify by phone or register in person with your embassy or consulate upon your arrival.
7. Don’t leave luggage unattended in public areas. Don’t accept packages from strangers.
8. Don’t be a target! Avoid conspicuous clothing and expensive jewelry and don’t carry
excessive amounts of money or unnecessary credit cards.
9. In order to avoid violating local laws, deal only with authorized agents when you exchange
money or purchase art or antiques.
10. If you get into trouble, contact the embassies and consulates abroad. They can provide
emergency assistance to their citizens.

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2.
Reservations for a Business Travel
In having to travel to a distant location because of a business conference, a meeting or an
event, there are things that you have to be mindful of aside from just packing your clothes and
things and driving yourself to the airport.
The first thing you should know is the cost of the travel. You can opt to purchase an economy
or coach plane ticket which tends to be the least expensive among the three coach group in the
airplane. But if you really want a seat or place in the airplane which has more leg room and
amenities suitable for you to still work with your laptop computer while on the plane, you can opt
to travel in the business class or coach. This costs more than the economy coach and a little less
than the first class. Before booking a reservation in a hotel or an airline, it is advisable to take note
of the venue of your business meeting or conference so you can book a reservation in a hotel and
airport near the place.
It is also advisable to book a flight that will take you to your destination at least a day or a
couple of hours prior to your meeting or conference to give yourself time to rest first in your hotel
room and rethink all the things that you will do in that event.

3.
Sarah: Good afternoon, I’m Mrs. Smith. I’m traveling on business to the States next month and
would like to book a ticket.
Clerk: Good afternoon, Mrs Smith. Well, we offer several types of tickets, Mrs. Smith. What is
your itinerary?
Sarah: Um, I’ll be traveling to the States for several weeks, visiting five or six cities, starting from
Los Angeles.
Clerk: Right then, Mrs. Smith, the normal full-fare business class ticket sounds the most
appropriate option. It offers more flexibility.
Sarah: Will I be able to change my itinerary, if necessary?
Clerk: Yes, Mrs. Smith, and the free day departure allows you to travel whenever you like.
Sarah: What about the cheaper economy class tickets?
Clerk: Well, we have normal economy and excursion fares.
Sarah: What’s the difference between excursion fares and full-fare tickets?
Clerk: The major difference is that excursion fares are not so flexible—for example, they have a
fixed departure date, which means, you must travel on the date specified on your ticket,
otherwise you may need to buy another ticket.
Sarah: I see. I think I will take a business class ticket. One more thing. Do I need a visa to travel?
Clerk: Well, a visa is not necessary for the US, but it’s always advisable to have one as a
precaution.
Sarah: Could you get the visa for me as well?
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Clerk: Certainly. I guess the one-month validity is enough for you.
Sarah: It might be. But in case I’d stay a little longer, I think a 3-month validity is safer.
Clerk: Sure. Is there anything else I can do for you?
Sarah: Yes, please. I’d like an aisle seat in the non-smoking section.
Clerk: No problem, Mrs. Smith.
Sarah: Also, I’d like to order vegetarian meals for the flight.
Clerk: I’ve put it down, vegetarian meals. May I have your full name and your passport number?
Sarah: Yes, of course. Sarah Smith. S-a-r-a-h, Sarah. And my passport number is G0456780.
Clerk: I’ll repeat that. Sarah Smith, G0456780. Thank you, Mrs. Smith, would you like to pay
cash, by check or by credit card?
Sarah: I’ll pay cash.

Unit 6 Building Business Relationships
II. Listening Task
1.
Seeking Clients
The most important problem in international trade is how to seek clients. The buyers want to
know where the sellers are, while the sellers want to know where to find their buyers.
Generally speaking, more commodities (except very few important materials such as
petroleum & rare metals), belong to the buyers’ market. Apart from this, most countries exercise
control over foreign exchange and foreign trade, awarding commodity export and restricting
commodity import. Therefore it is much more difficult for an export merchant to seek his clients
than an import merchant to seek his own. No matter whether it is an export company or factory
manufacturing goods for export sales, it should cherish any chance available to get some
information of its counterparts abroad. They may be approached through such channels as banks,
chambers of commerce in foreign countries, commercial counselor’s office, trade fairs and
exhibitions, advertisements and the Internet.

2.
How to Establish Business Relationships Online
The Internet has changed the way we do business. Today, with a few simple clicks, you can
make contact with a customer or supplier from the other side of the world. When engaging in
international trade, you are likely to be dealing with people from all sorts of different cultures. It is
in your best interest to build up a good relationship so that your partners and customers can grow
together with your business. Here are some tips on how to establish business relationships online.
Tip 1: Establish trust and credibility
When making your first contact, bear in mind that whoever is at the other side of the line does
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not know you as a person. Instead of just barging in with your demands and requests, take the time
to introduce yourself properly. This step is necessary for setting the foundation for a good business
relationship. It’s always easier to work with someone whom you know as a person then to work
with a ―faceless‖ individual sitting on a computer at the other end of the world.
Tip 2: Mind your net etiquette
There is such a thing as good manners on the Internet. Since most of the time communications
take place with the written text, it is important to remember not to convey the ―wrong‖ messages.
You don’t want to come across as an unreasonable person. For example, if you capitalize all your
words, your email may come across as impatient and even rude. Use non-verbal cues like smiley
faces or be clear with your communications to avoid misunderstandings.
Tip 3: Ask, don’t demand
Demanding almost always spoils relationships. When there is an issue, ask if it can be
corrected in a nice and polite manner. You are more likely to receive a positive response if you ask
nicely. If you demand in a forceful manner, whoever is on the other side will tend to behave in a
similar manner. In the end, such actions are just harmful to business relationships.
Tip 4: Get in touch regularly
Even if it’s just a simple email with a couple of sentences, be sure to get in touch every week
or so. People drift apart due to lack of communications. So don’t let that happen to you, especially
if you know that you have some really good partners and customers in your portfolio. Spend more
time developing those accounts that you think will help grow your business. Eventually, the time
that you have invested in developing those relationships will pay off handsomely.
Tip 5: Be personal
The Internet is essentially a one-to-one communication tool. For instance, an email or an
instant chat session tends to be personal—you are communicating with just one person at a time. So
be a real and genuine person. There is no need to talk business all the time.
Once in a while, drop a personal note or message to find out how your partners and customers
are doing. When you do so, you stay closer to your customers. If they are in need of help, just lend
a helping hand and you will earn yourself a loyal friend. Your contacts will eventually help boost
your international trade business to greater heights.

3.
Johnson: Hello! My name’s Peter Johnson from the United States.
Chen: How do you do, Mr. Johnson? My name’s Chen Jia.
business cooperation. After knowing you’d hold the trade fair in your city, I decided to
come here in person to explore the possibility of establishing business relations with
you.
Chen:
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We’d be very pleased to enter into trade relations with your company.
Johnson: Pleased to meet you, Ms. Chen. Before my trip to China, I sent you a letter seeking for
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Johnson: Thank you, Ms. Chen. We learned from our Commercial Counselor’s Office in your
country that you’re a leading importer of electronic products in your area. We’ve been in
this line for more than twenty years. Here is our catalogue. Some of our products are
very popular in the Chinese market. I hope some of the products will appeal to you.
Chen: I hope so. As you know, there is an increasing demand for electronic products,
especially, computers in China. If your prices are competitive, we can place orders on a
regular basis.
Johnson: Well, I can assure you that our prices compare very favorably with the prices of the
same kind of products on the international market.
Chen: That’s good. Now, we’ll first go to see your exhibits, then study your catalogue and
decide what items we are interested in. Then we can have further discussions tomorrow.
Johnson: That’ll be fine.
Chen:
Chen:

I’ll phone tomorrow for the meeting.
See you then.
Johnson: Good! See you tomorrow.
Unit 7 Enquiries and Offers
II. Listening Task
1.
Enquiries and Offers
Business negotiations in international trade usually start with an enquiry by an overseas buyer
to a seller, inquiring for sales information. Nevertheless, at some times, a seller can also initiate the
negotiation by making an enquiry to a foreign buyer, including his intention of selling certain goods
to the latter. It is worthy of note that whoever makes an enquiry is not liable for the buying or the
selling, and, the opposite party, at the same time, can make no reply at all. But, according to the
commercial practice the receiver of an enquiry will respond without delay in the usual form of a
quotation, an offer, or a bid.
An offer means submitting or furnishing details including prices, conditions and other related
items needed for a contract. Or, according to CISG, ―a proposal for concluding a contract addressed
to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the
intention of the offerer to be bound in case of acceptance.‖
There are two kinds of offer: a firm offer or offer with engagement and a non-firm offer or
offer without engagement. The former has legal effect and is binding on the offerer within its
validity. The latter has no legal effect.
A firm offer must satisfy the following requisite conditions:
(1) It must be sent to one or more specific persons;
(2) The contents of the offer must be definite, that is, the conditions given must be complete,
◇◇◇Business English
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