作者：ZHANGJIAN

仅供个人学习，勿做商业用途

新视野商务英语视听说 下

Unit 1 A Factory Tour

Part Ⅰ: warm-up

(1) eat (2)tour (3)taste (4)enjoy (5)make (6)closed (7)shop 资料个人收集整理，勿做商业用途

Part Ⅱ: listening practice

Task1

(1)f (2)e (3)g (4)j (5)c (6)h (7)b (8)a (9)d (10) i 资料个人收集整理，勿做商业用途

Task2

1.

(1)aerospace (2)manufacturer (3)services (4)showcase (5)production 资料个人收集整理，勿做商业用途

(6) various (7) producer (8) advanced (9) globe (10) leader 资料个人收集整理，勿做商业用途

2.

(1)～(5) F F F T F

Part Ⅲ

1. (1) c (2) b (3) c (4) a (5) a

2. (1)6000units (2) only 1%

(3) First, they will confirm the quality of each part according to the regulations at every point in the process. Also, they have computer-controlled equipment to test the quality of the semi-finished product and of the final product. Lastly, they send some products to the public quality-control centre for checking.资料个人收集整理，勿做商业用途

Part Ⅳ

1

(1)200 markets across six continents (2) about 300000 (3)108 (4)8 (5)93资料个人收集整理，勿做商业用途

2

(1)20～30 (2)13 (3)15 (4)30～45

Part Ⅴ

1. (1) c (2) b (3) c (4) c (5) b资料个人收集整理，勿做商业用途

2. Thomas and Richard had a factory tour. Thomas was very impressed by the speed of the assembly line of the factory. Richard said that the high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on new product development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory.资料个人收集整理，勿做商业用途

Part Ⅵ

1. The correct order is: d-g-e-a-c-h-b-f

2. (1)history (2)first (3)consumed (4)manufacturing (5)secrets资料个人收集整理，勿做商业用途

Unit 2 Trade Fairs

Part Ⅰ

(1)China Import & Export Fair (Canton Fair), China Hi-Tech Fair, Beijing International Automotive Exhibition, etc.资料个人收集整理，勿做商业用途

(2)kitchenware & tableware, general ceramics, home decorations, glassware, foodstuffs, native product, medicines & health products, sporting, travel & recreation products, office supplies, shoes, cases & bags, furniture, etc.资料个人收集整理，勿做商业用途

(3) See a variety of goods, compare goods of different brands. Collect useful information such as catalogues, price list, etc; visit potential business partners; place orders.资料个人收集整理，勿做商业用途

Part Ⅱ

Task1

(1) F (2) F (3) T (4) F (5) F (6) T

Task2

(1)domestic (2)suppliers (3)Customer (4)value (5)services 资料个人收集整理，勿做商业用途

(6)ideas (7)compare (8)specialized (9)innovative(10)up-to-date资料个人收集整理，勿做商业用途

2. (1) new (2) reputation (3) world (4) range (5) latest资料个人收集整理，勿做商业用途

Part Ⅲ

1. (1) rentable (2) entertainment (3) transport (4) halls 资料个人收集整理，勿做商业用途

(5) exhibition (6) arena (7) facilities (8) conjunction资料个人收集整理，勿做商业用途

2. (1) c (2) b (3) c (4) c (5) a (6) b

Part Ⅳ

John: (3) (2)

Mr. Robbins: (1) (4) (5)

2. (1) c (2) b (3) c (4) a

Part Ⅴ

(1) Canton Fair 2) biannually (3) renown (4) variety (5) turnover资料个人收集整理，勿做商业用途

(6) exhibitors (7) opportunities (8) quality (9) promotion (10) volume资料个人收集整理，勿做商业用途

Part Ⅵ

Question 1: Miss Stewart, why did you want to exhibit in North America?资料个人收集整理，勿做商业用途

Question 2: How did you choose the right one?

Question 3: What did you do to prepare before attending the trade fair?资料个人收集整理，勿做商业用途

Question 4: How were you able to exploit your business opportunities and generate new business?资料个人收集整理，勿做商业用途

Question 5: What did you do after the trade fair?

2. (1) a (2) c (3) b (4) a (5) b资料个人收集整理，勿做商业用途

Unit 3 Marking Enquiries

Part Ⅰ

(1) Ask for morn information concerning the product in the advertisement in yesterday’s New York Times.资料个人收集整理，勿做商业用途

(2) Jackson Brothers

(3) If I am the receiver, I will send the latest catalogue to the writer and answer all the questions that interest him.资料个人收集整理，勿做商业用途

Part Ⅱ

Task1 (1) C (2) B (3) A

TASK2

1. (1) General (2) articles (3) Specific (4) content (5) specifications资料个人收集整理，勿做商业用途

2. (1) steel screws in all sizes

(2) CIF

(3) Because the supplier is able to supply larger quantities at more attractive prices资料个人收集整理，勿做商业用途

(4) The supplier’s offer.

Part Ⅲ

1. (1) b (2) c (3) b (4) c

2. (1) Export (2) Merchandise (3) flight (4) Production资料个人收集整理，勿做商业用途

(5) 10 o’clock (6) sample (7) evaluated(8) purchases资料个人收集整理，勿做商业用途

Part Ⅳ

1. (1) speedboats (2) price quote (3) around the corner (4) pay资料个人收集整理，勿做商业用途

2. (1) US$6500 (2) 10% (3) shipment (4) US$7850资料个人收集整理，勿做商业用途

Part Ⅴ

1. (1) F (2) T (3) F (4)T

2. If I were a farmer, the price would concern me most. The reason being that, first, form products do not generally sell at a high price so we have to keep production costs down. Secondly, taxes are fairly high at present and we have less support from the government, so our incomes are decreasing. That’s why I think the price is my greatest concern. On the other hand, if we can improve quality by buying better seeds and improving our handing methods, we can sell at a premium. That could increase our income. 资料个人收集整理，勿做商业用途

Part Ⅵ

1. (1) c (2) a (3) c (4) b (5) c

2. Agents need to be paid for their work. Sometimes they are paid a percentage of the order but that hardly induces them to negotiate low prices. Therefore, agents are usually paid commission. This may be paid by the seller or by both seller and buyer.资料个人收集整理，勿做商业用途

Unit 4 Negotiating Prices

Part Ⅰ

(1) listen (2) speak (3) interrupt (4) ask questions (5) penny 资料个人收集整理，勿做商业用途

(6) pound (7) assertive (8) aggressive (9) more (10) less资料个人收集整理，勿做商业用途

Part Ⅱ

Task1

(1) discount for bulk (2) minimum quantity (3) early-settlement discount资料个人收集整理，勿做商业用途

(4) commission (5) contract, unit price

Task2

1. (1) T (2) F (3) T (4)F (5) F

2. (1) FOB (2)agents (3)extra (4)Korean (5)exceptions

Part Ⅲ

1. (1) b (2) a (3) c (4) a (5) c

2. A: We are very interested in your X358 MP4 and are thinking of making a trial order of 10000 pieces. What price can you offer us?资料个人收集整理，勿做商业用途

B: As this is our first business, we can provide you with some preferential terms. How about $40 per piece?资料个人收集整理，勿做商业用途

A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than what the other factories give us.资料个人收集整理，勿做商业用途

B: Yes, we know there are lower price around but would you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out of stock right now. Currently, demand is way ahead of supply in the market.资料个人收集整理，勿做商业用途

A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place large orders?资料个人收集整理，勿做商业用途

B: Well, that’s a tough deal. However, since we’re going into a long-term relationship, maybe we can try to reach that bottom line for you. 资料个人收集整理，勿做商业用途

Part Ⅳ

1. (1) b (2) c (3) c (4) b (5) a

2. (1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500资料个人收集整理，勿做商业用途

Part Ⅴ

1. (1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year资料个人收集整理，勿做商业用途

2. Sample dialogue:

A: Mr. Brown, I’m anxious to know about your offer.资料个人收集整理，勿做商业用途

B: Well, we’re been holding it for you. Here it is. Five hundred cases of black tea, at 30 pounds per kilogram, CIF London. Shipment will be in June.资料个人收集整理，勿做商业用途

A: That’s a steep price! It’ll be difficult for us to make any sales.资料个人收集整理，勿做商业用途

B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Our compares favorably with what you might get elsewhere.资料个人收集整理，勿做商业用途

A: I’m afraid I can’t agree with you there. India has just come back into the market with a lower price.资料个人收集整理，勿做商业用途

B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.资料个人收集整理，勿做商业用途

A: No doubt your tea is of high quality, but still, there’s keen competition in the market these days. I understand many countries are lowering their prices.资料个人收集整理，勿做商业用途

B: OK. Then we’ll make it 28 pounds for this order. Is that ok?资料个人收集整理，勿做商业用途

A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.资料个人收集整理，勿做商业用途

B: Good, we can talk about further reductions later when we see how business is developing between us.资料个人收集整理，勿做商业用途

Part Ⅵ

1. (1) F (2) T (3) F (4) F (5) F (6) T (7) F

2. (1) the quality of our product is much better than that of other suppliers资料个人收集整理，勿做商业用途

(2) We can talk about that later.

(3) if you can give me best price for this first order, we can start a long-term relationship. 资料个人收集整理，勿做商业用途

(4) That really leaves us with nothing.

(5) I’ll make that concession.

Unit5 Placing an Order

Part Ⅰ

(1) negotiate (2) accept and confirm an order (3) sign the contract 资料个人收集整理，勿做商业用途

(4) confirm the order (5) confirm further orders

Part Ⅱ

(1) is a request to supply a specified quantity of goods 资料个人收集整理，勿做商业用途

(2) an enquiry with subsequent quotations

(3) printed order forms

(4) description, quantities, mode of packaging

(5) agreed upon in previous negotiations

(6) are legally bound to fulfill their agreement

(7) at the agreed time

(8) accept the goods supplied and then pay for them资料个人收集整理，勿做商业用途

Task2

1. (1) F (2) F (3) F (4) T

2. (1) b (2) c (3) a (4) b

Part Ⅲ

1. (1) Belster XP is the best copier for general use. With a combination of large capacity, small size and efficiency, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.资料个人收集整理，勿做商业用途

(2) The buyer can download the order form from the seller’s website, and fill in the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.资料个人收集整理，勿做商业用途

(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided.资料个人收集整理，勿做商业用途

2.

A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right?资料个人收集整理，勿做商业用途

B: Yes, that’s right. What can we do for you?

A: We’re a Nigerian company, and we’re looking to order some clothes.资料个人收集整理，勿做商业用途

B: Good, we provide a variety of clothes. So what kind of clothes are you interested in?资料个人收集整理，勿做商业用途

A: Sweaters and skirts. But would you please first tell me your minimum order?资料个人收集整理，勿做商业用途

B: Our minimum order is set at 5000 pieces.

A: OK, that’s fine. I’ve selected two items from your online catalogue: items 6 and 18. But I would like to make some changes. Will you be able to accommodate me?资料个人收集整理，勿做商业用途

B: Depending on what type of changes you want, it shouldn’t be a problem.资料个人收集整理，勿做商业用途

A: For item 6, the sweater, I want the sweater to come in two additional sizes. Would you please add XXL and XXXL?资料个人收集整理，勿做商业用途

B: OK. How about item 18?

A: The size is ok with item 18. But we want to order both light and dark colours.资料个人收集整理，勿做商业用途

Part Ⅳ

(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logo资料个人收集整理，勿做商业用途

Part Ⅴ

1. (1) acd (2) d (3) c (4) c

2. A: Hello, I’d like the order 1000 DSC-T5 Digital Cameras form your company. But it’s important that we have them before July 31. Can you make it?资料个人收集整理，勿做商业用途

B: I’m afraid that we can’t make it in such a short period of time. That’s only a month away. Would you consider any other models?资料个人收集整理，勿做商业用途

A: What do you suggest?

B: The DSC-T7. Actually, it’s an updated version of the T5. It has more functions.资料个人收集整理，勿做商业用途

A: Would you please tell me the difference?

B: The DSC-T7 has a 32 MB2 of Internal Flash Memory. Otherwise it’s the same as the DSC-T5.资料个人收集整理，勿做商业用途

A: That sounds good. What about their prices?

B: The DSC-T5 is $349.95 while the T7 is $449.95.

A: I see. Would you be able to provide me with 500 of each?资料个人收集整理，勿做商业用途

Part Ⅵ

(1) Bran Gifts (2) ZWS10A (3) 1000 (4) US$18 (5) XG7 (6) foil in a brown box (7) September 10, 2005 (8) Toronto (9) 110% of the invoice value against All Risks (10) confirmed irrevocable (11) 15th (12) Quality & Quantity资料个人收集整理，勿做商业用途

Unit 6: Terms of Payment

PartⅠ

A Japanese Yen

B United Stated Dollar

C Pound Sterling

D European Dollar

E Korean Won

F Canadian Dollar

Part Ⅱ

The correct order is: c-a-b-e-d

Task2

1. (1) b (2) a (3) b (4) c

2. (1) collection (2) Documents against Payment (3) Documents against Acceptance (4) expenses (5) procedures (6) actual payment (7) collecting (8) non-payment资料个人收集整理，勿做商业用途

Part Ⅲ

1. (1) b (2) c (3) a (4) c (5) c

2. A: since we have reached an agreement on the price, quality, quantity and packaging of the product, now let’s get down to talk about payment, ok?资料个人收集整理，勿做商业用途

B: Good idea, what terms of payment would you prefer?资料个人收集整理，勿做商业用途

A: Actually, on L/C payment is our general practice.资料个人收集整理，勿做商业用途

A: The exchange rate is currently rather unstable and an L/C provide a guarantee of prompt payment from the bank.资料个人收集整理，勿做商业用途

A: It’s also the generally accepted international practice.资料个人收集整理，勿做商业用途

B: That’s right. L/C are very common in foreign trade.资料个人收集整理，勿做商业用途

B: But this time we suggest D/P payment for the following reasons:资料个人收集整理，勿做商业用途

B: firstly, a D/P payment can reduce the cost and in turn allow a larger profit margin for both of us. Secondly, the order is quite large and our exchange quote is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!资料个人收集整理，勿做商业用途

A: That sounds good. But we still prefer an L/C since it’s our general practice.资料个人收集整理，勿做商业用途

A: Do you think you could apply for one?

Part Ⅳ

1. The correct order is: a-i-e-g-b-f-c-j-d-h

2. (1) lump sum payment (2) payment by installment (3) cash on delivery 资料个人收集整理，勿做商业用途

(4) advance payment (5) 25%, final acceptance (6) one month资料个人收集整理，勿做商业用途

Part Ⅴ

1.

(1) Ask what provision has been made for signing salary cheques and playing utility bills. Put pressure on the person dealing with you by stressing how important your account is.资料个人收集整理，勿做商业用途

(2) Ask how often these problems occur and how long faults generally last.资料个人收集整理，勿做商业用途

(3) Ask for cheque and postage details

(4) Ask for the name and address of their debtor and the expected date of payment资料个人收集整理，勿做商业用途

(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately资料个人收集整理，勿做商业用途

2.

A: Hello, Becker here.

B: Good morning, Mr. Becker. This is Mary Wang.

B: I’m sorry to ring you like this.

A: That’s all right.

B: Did you get the invoice as well?

A: Yes, yes

B: But the payment of the invoice sent to you has not yet been made.资料个人收集整理，勿做商业用途

A: Yes, money is very tight at the moment, you see.资料个人收集整理，勿做商业用途

B: Yes, I think I know what you mean. We have a similar problem.资料个人收集整理，勿做商业用途

B: While, in the case of unsettled debts it is our company policy to take legal action.资料个人收集整理，勿做商业用途

B: We would naturally prefer not to have to go so far.资料个人收集整理，勿做商业用途

A: So what do you suggest we do about the money we owe you?资料个人收集整理，勿做商业用途

B: Well, please try and send the cheque before the end of the month.资料个人收集整理，勿做商业用途

B: That’s one more week.

A: Thank you, we will do our best.

B: We hope to keep you as a regular customer despite any troubles you may have.资料个人收集整理，勿做商业用途

A: Thank you very much for being so understanding. Goodbye.资料个人收集整理，勿做商业用途

B: Bye.

Part Ⅵ

(1) SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 dated January 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools (8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12) beneficiary’s (13) 15 days (14) SB-87654 (15)drafts资料个人收集整理，勿做商业用途

Unit 7 Delivery

Part Ⅰ

1. □time of establishment of the L/C

□availability of shipping space

□supply of raw materials

□amount of orders to fulfill at the producer’s side资料个人收集整理，勿做商业用途

2.

(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.资料个人收集整理，勿做商业用途

(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.资料个人收集整理，勿做商业用途

The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.资料个人收集整理，勿做商业用途

Part Ⅱ

Task1

(1) one month after we signed the contract

(2) the shipping agent, get the necessary shipping apace资料个人收集整理，勿做商业用途

(3) Our supplier, the supplier is short on materials

Task2

1. (1) Good quality (2) on time (3) marketing channels (4) reach the end users (5) their stocks资料个人收集整理，勿做商业用途

2. (1) at the beginning of November (2) before end of September for the Christmas rush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of October 资料个人收集整理，勿做商业用途

Part Ⅲ

Conversation 1: 3 months after the contract is signed, No资料个人收集整理，勿做商业用途

Conversation 2: July, mid-June, no shipping space

Conversation 3: by the end of September, Yes

Part Ⅳ

1. Mr. Aubery insists on the delivery date should be no later than September 20th because they have a very strict timetable.资料个人收集整理，勿做商业用途

Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last possible shipment date.资料个人收集整理，勿做商业用途

2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th (8) complete (9) transport (10) possible 资料个人收集整理，勿做商业用途

Part Ⅴ

1. (1) c (2) c (3) a (4) b

2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.资料个人收集整理，勿做商业用途

Part Ⅵ

1. The reason: The wrong delivery was caused by a slip-up by the shipping Department.资料个人收集整理，勿做商业用途

The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately.资料个人收集整理，勿做商业用途

2. (1) T (2) F (3) F (4) T (5) F

Unit 8 Complaints and Claims

Part Ⅰ

(1) damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership (7)invoice 资料个人收集整理，勿做商业用途

Part Ⅱ

Task1

(1) defective items (2) insurance, shipping (3) pay compensation (4) provide a replacement, return the money (5) ask for compensation 资料个人收集整理，勿做商业用途

Task2

(1) order (2) breakage (3) 30% (4) withholding payment (5) call me back资料个人收集整理，勿做商业用途

(1) Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send the whole lot back (5) 0181-993 421 (6) 5:30 资料个人收集整理，勿做商业用途

Part Ⅲ

1. Appropriate responses: 1-3-4

Inappropriate responses: 2-5

2. (1) c (2) a (3) b (4) c (5) b

Part Ⅳ

(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperation资料个人收集整理，勿做商业用途

Part Ⅴ

1.

(1)A: The quality is different from that of the approved samples资料个人收集整理，勿做商业用途

(2)A: The pictures of products with the wrong colour资料个人收集整理，勿做商业用途

(3)A: Send the replacement

(4)A: Send the replacement immediately

(5)A: No

2.

A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.资料个人收集整理，勿做商业用途

B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.资料个人收集整理，勿做商业用途

A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process.资料个人收集整理，勿做商业用途

B: Well, do you have any evidence?

A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.资料个人收集整理，勿做商业用途

B: In that case, please fax us the survey report and we’ll deal with your claim.资料个人收集整理，勿做商业用途

A: OK, I’ll fax you the report immediately.

Part Ⅵ

1. (1) juice (2) HY08/33 (3) Hamburg (4) PICC

2. (1) Fifteen cases were badly damaged. (2) The contract was on FOB basis. (3) Turn to the insurance company for compensation.资料个人收集整理，勿做商业用途

Unit 9 Marketing

Part Ⅰ Warm-up

Market research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategy资料个人收集整理，勿做商业用途

Part Ⅱ Listening Practice

Task1

The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customers 资料个人收集整理，勿做商业用途

The Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaigns 资料个人收集整理，勿做商业用途

The Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ support资料个人收集整理，勿做商业用途

The Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profits资料个人收集整理，勿做商业用途

Task2

(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budget资料个人收集整理，勿做商业用途

Part Ⅲ

1. Checklist: a- c-d-f-g

2. Graph 1 Product oo4

Graph 2 Product 003

Graph 3 Product 001

Graph 4 Product 002

Part Ⅳ

1. Checklist: a-c-d-e-g

2. (1) market share (2) There have been a number of new competitors (3) young fashion followers (4) 1.8 million (5) 1.8 million (6) 6% (7) radio and TV (8) the net (9) fashion magazines资料个人收集整理，勿做商业用途

Part Ⅴ

1. (1) c (2) b (3) c (4) a

2.

Agent: Good morning, sir, I’m an insurance agent. May I ask you some questions?资料个人收集整理，勿做商业用途

Man: Yes. Go ahead.

Agent: Do you have any insurance protection for you and your family?资料个人收集整理，勿做商业用途

Man: No, not really.

Agent: How many people are there in your family?

Man: Four. My wife, two children and me.

Agent: Does your wife work?

Man: No. She takes care of the children at home.

Agent: Then you’re the only breadwinner in your family.资料个人收集整理，勿做商业用途

Man: I guess so.

Agent: Have you ever thought about what your family would do if anything happened to you? How would they servive?资料个人收集整理，勿做商业用途

Man: Mm… I can only hope that won’t happen?

Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance? By this way, you’ll be protected. I promise you that if the conditions of your policy are met, the insurance company will pay out.资料个人收集整理，勿做商业用途

Man: That sounds reasonable. Can you explain the details?资料个人收集整理，勿做商业用途

Agent: Sure.

Part Ⅵ

(1) No

(2) How many staff members do you have?

(3) Where do they eat at noon?

(4) A limited selection dishes.

(5) Yes

Unit 10 Advertising

Part Ⅰ

Amway: outdoor billboard, TV commercial

Esprit: fashion magazines

IKEA: catalogues

Nestle: TV commercials, magazines

Mc Donald’s: sports sponsorship, outdoor billboards, TV commercials资料个人收集整理，勿做商业用途

Sony Ericsson: outdoor billboards, magazines

Starbucks coffee: word of mouth

Volkswagon: magazines, TV commercials, outdoor billboards资料个人收集整理，勿做商业用途

Part Ⅱ

Task1

(2) E (3) A (4) G (5) D (6) B (7) F

Task2

1. (1) products (2) companies (3) image (4) hear (5) read (6) information (7) respond to (8) prospects (9) salespeople (10) customers 资料个人收集整理，勿做商业用途

2. (1) a (2) c (3) b

Part Ⅲ

1.

Leaflets & flyers: local shops & fitness clubs

Showrooms: Nokia, Toyota

Sports sponsorship: Coca-cola, Benz

Radio advertising: local restaurants

TV commercials: Amway, Mc Donald’s

The Internet: IBM

Magazines: omega, Dell

Outdoor billboards: China Unicon, Petro China

2.

(1) expensive, budget (2) too expensive (3) highway, subway, train (4) young people资料个人收集整理，勿做商业用途

Part Ⅳ

1. sponsorship; posters; radio; TV commercials

2. (1) c (2) b (3) a (4) c (5) a

Part Ⅴ

1. b-e

2. (1) office furniture (2) brand awareness (3) business executives (4) self-employed professionals (5) successful people dream of (6) under half a million dollars (7) April 15 资料个人收集整理，勿做商业用途

Part Ⅵ

1. Automobile, Marmalade, Furniture, Ice cream

2. (1) c (2) a (3) d (4) b

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