unit6_PPT商务英语视听说

商务英语视听说Unit 1Part I Listening and SpeakingTask 1Q1.I am graduating in June from ABC University and my major is hotel management. I am an outgoing, energetic person. I enjoy teamwork very much. As part of my degree program, I needed to finish different projects with my teammates. I possess excellent interpersonal skills and a very positive attitude. My career aspiration is to become a successful hotelier. During my internship at the Grand Hyatt, I worked as a receptionist. My duties included offering friendly and efficient check-in and check-out service to guests, answering phone calls, taking and passing on messages to guests, I find that if I can make the guests happy, I will be very happy, too.Q2.I received honors in several school-wide English and computer contests. I enjoy working with people from different backgrounds. I am good at communicating, organizing and coordinating. If something blocks my path, I will look for a solution. I never give up easily.Sometimes I receive comments that I need to improve in the area of filing. I am now trying to improve by learning from others.Q3.Interest and career development are two of my criteria in choosing a job. Interest is the best motivation. I love the hotel business, so I will definitely devote myself to it. Moreover, high job satisfaction can be attained when the job is what I am interested in.Career development is very important for me when choosing a job. From what I know, Shangri-La provides equal career advancement for all staff. The job rotation plan and individually tailored training program are really exciting and helpful for young people like me.Task 2Is that your wife, Mr. Carter? She is so beautiful.Avoid asking interviewer personal questions or making personal comments.Could you tell me how much the new job pays?The interviewer might infer from these questions that you are only interested in your own needs and not those of their company. Wait until the employer raises these subjects to discuss them. What about the paid holidays, insurance, and things like that?How much time will it take for me to be promoted here?But in which cities do you have your branches? And where is your company based?It is also unwise to ask about things you should have already known. You are only telling the interviewer that you haven't done your homework.Part II Language FocusName: CaiNingPersonality: serious-minded; calm; humorous; easy-goingStrengths: the ability to work with all types of peopleWeakness: perfectionist; impatientWork experience: six years’ financial industry experience with several companies; two years’experience in an investment bankQualification: graduated from Peking University in 2001 majoring in accounting; fluent English; bookkeepingand accounting proficiency in English.Reasons for leaving last job: want to find a job that is challenging.Questions about the job: W ould I be able to work abroad in one of your overseas branches?Part III Viewing and SpeakingVideo 1Reasons for joining the company It is one of the leading international consultant corporations which came to Chinaafter China entered WTO.Working in this company would give him the bestchance to use what he has learned at university.Relevant work experience He was involved in a factory restoration in Nanjing.Questions Are there any opportunities for Chinese employees to be transferred to the headoffice in New York or other branch offices around the world?Result of the interview Chen Bo will be notified of the final decision by Friday.Video 21. F T F F T2. 1) Sales Manager2) Five3) Brand Manager4) biscuits5) Business Administration6) oral EnglishIV Case AnalysisHint:She is not likely to get the job because she did poorly in the job interview.Things went wrong:1. Use filler words (“you know”) too many times.2. Bad-mouth former employer.3. Inappropriate answers to interviewer’s questions, eg, “I would rather like to establish my owncompany”4. Ask inappropriate q uestions, eg. “Can I take time off for vacation?”5. Self-conceit—“I have no weakness”.6. Too much emphasis on travel.Scripts Unit 2Part I Listening and SpeakingTask 11) I haven’t seen you for years.2) What do you do now?3) I’m in the Research a nd Development Department.4) I knew you’d do something very challenging and creative.5) I sometimes stay in the office after work to deal with unfinished tasks.6) I am still the accountant of that cosmetics company.Task 21) personnel management2) developing markets3) planning4) execution5) sales targets6) team performance7) customer base8)customer satisfaction9)selecting, developing and managing10)cost-effective11)on time12)of good quality13) human and material resources14)training needs15)continuous improvementPart II Viewing and SpeakingVideo 11.Caroline Clinton: financial accountsLucy White: data processingAdaBalck: management accounts2. Administration; Marketing; Engineering; Project Preparation; AccountingVideo 21. self-employed entrepreneur, buyer, Line Supervisor, Advertising Executive, Public Relations Manager2.Names Likes DislikesJerome making a lot more money; having lots of independence in doing things feeling tired sometimesRobin having been to a lot of places too much traveling; having very little time tospend with his familyColin good salary and benefits noisy work environment; seldom having theopportunity to go outFrank new challenges; a lot of experienceJanet meeting a lot of new & interesting people often having dinner parties in the evening; having little time with her family and babyUnit 3Part I Warm-up1) ensure smooth business communication2) the purpose of your call3) all the documents you’ll need4) schedule a specific time5) all distractions.6) confirm that you have understood each point.7) interruptions.8) strong accent.9) you sound polite and agreeable.10) the optional choice method,11) lengthy calls.12) smile while you are talking.Part II Listening and SpeakingTask 1F F TT F T F FTask 2 Leaving a messageMessage NoteTo: Louise PaulsonFrom: Paul JacksonPhone: 979-326-8965Message: Ring back to him about the order they placed last Friday. They have to make some changes to the order. It’s urgent.Taken by: RoyPart III Viewing & SpeakingVideo 11. F F T T F2. Message 1) Will you tell him that we’ve just received your sample of the new assembly coffee table and are quite happy with it?Message 2) Please tell Mr. Matthews we’re quite happy with the quality and design of the table, but the price is too high. We need some negotiation on it.Message 3) Please inform Mr. Matthews that I won’t be able to get to your company early on Saturday because of the rail strike. I probably w on’t arrive until that afternoon.Video 21.1)A 2)C 3)C 4)C 5)B 6)C2.1)“Hold on, please. I’ll connect you.”2)“I’m afraid you’ve dialed the wrong extension.”3)“Oh, sorry to have interrupted you. Can you give me Henry Miller’s extension, please?”4)“I’m very sorry, I didn’t notice that. I’ll put you through right now. Please wait a minute.”5)“It’s me again—Ms. Mandel. I’m still having trouble getting through to Henry Miller… Can youhelp?”6)“Oh, I’m terribly sorry for the trouble.”Unit4Task 11Formal*Good afternoon, I’d like to call the meeting to order.* First of all, let’s discuss…2Informal*OK, everyone is here…*So, why don’t we start with…3Informal* Right, you know why we are here.* Maybe we should do it like this…4Formal*Welcome to BCG, and to what I am sure will be the beginning of a major new alliance. * Today our purpose is to…5Informal*Right, let’s get down to business…* I suggest we deal with that…6Formal*Well, gentleman, it’s a pleasure to be here today…*I’d like to start with…Task 21) Arrive at the meeting ahead of schedule.2) Consider using a tape recorder.3) Use a consistent format.4) Follow the agenda.5) Be concise.6) List specific outcomes.7) After the meeting, write a meeting report from your notes.Part II Viewing & SpeakingVideo 1F FF T FVideo 21) To figure out the reason for the sales drop and the actions to be taken.2) The salespeople are not very motivated.3) No, because the sales quotas are pretty high.4) He proposes to lower the quotas.Unit 5Part I Listening and SpeakingTask 1C B B C ATask 21)daily routine in the office2)whether the visitor has an appointment or not3)greet the visitor4)the visitor’s name, title and position5)apologize and make some suggestions6)express regret and explain why7)date, time, name and the firm the visitor works for.8)considerate and warm9)keep the visitor fully informed of the situation.Part II Viewing and SpeakingVideo 11)George is travelling on business.2）He will stay for about a week.3）He has been invited to attend the trade fair by his business associates.4) His laptop computer is in the bag. It’s duty-free.5) No, good for personal use rather than commercial use are not subject to duty, and they are within the limit.Video 21.F2. T3.F4.F5.F6.F7.T8.F9.T 10.FUnit 6Part I Listening and SpeakingTask 11. we are hiring for2. business software and consulting services3. 4,0004. large corporations5. 90 million dollars6. pretty fast7. 298. a large project for a bankTask 2Company Profile1) Monica Li2) Manager of the PR Department of Oracle China3) enterprise software company in the world the first4) global software giant in China5) 19776) California7) 42,0008) 11 billion dollars9) 1989; set up Beijing Oracle Software Systems Co.Ltd in10) 1991.11) Chengdu.12) education and support services.Part II Viewing and SpeakingVideo 1B A D E CVideo 2The things that Joan Copper does badlyShe doesn`t consider the audienceShe doesn`thave clear objectivesHer presentation isn`t well-preparedThere isn`t a clear structure (beginning, body, end)she doesn`t speak clearlyshe doesn`t speak at the right speedshe doesn`t maintain eye contact with the audienceshe doesn`t appear confident and positivethe visual aids aren`t clear and helpfulshe doesn`t use the equipment professionallyUnit 7Part I Listening and SpeakingTask 1120CM 130CM43KG 54KG 6KM/H1.smaller2.people-friendly3.arm movement4.heavier5.its controller6.at will7.total control8.turnTask 2Small and elegantEasy to set up: all you need is a touch-tone phone ;as easy to use as making a normal telephone callFull-color motion video; adjustable picture setting; good audio quality; preview mode; privacy modeOn a special offerPart II Viewing and SpeakingTask 11.Price2.discount3.after-sales service 3.money-back guarantee4.delivery5.warrantyTask 21.$22002.three years3.224.205.free for three years,$150/year after three years6.within threeweeks 7.within 24 hoursUnit 8Part I Listening and SpeakingTask 11.remained flat2.went up3.rose reached a peak4.up down droppedTask 2The growth trend more than 37% the persistent high price RMB48 million accounted for40.6% domestic routes RMB16869 millionPart III Viewing and SpeakingVideo 1Task1.increased significantly2.opened3.dropped by 50%4.continues to rise5.grows fast6.developedVideo 2Task 1A B D F GTask 21.annual turnover2.profit3.total output of washing machines4.market share of refrigeratorsUnit 91.Listening and SpeakingTask 1F F T F F TTask 2new reputation world leaders laddies’s clubs 835 latest2.Viewing and SpeakingVideo 1TaskC B C A CVideo 2TaskA CB A BUnit 101.Listening and SpeakingTask 1sample trade terms scope of its business initiating the business negotiation process classified general inquiries quotations for certain articles packing conditionsspecific inquiries regular customers generated representativeTask 21)Steel screws in all sizes.2)Because the supplier is able to supply larger quantities at more attractive prices.3)CIF.4)He looks forward to the supplier”s offer.2.Viewing and SpeakingVideo 1Taskrent to his guests quote around the corner a letter of credit $650010 percentage $7850 two to three weeksVideo 2TaskC A C B CUnit 111.Listening and SpeakingTask 1firm order acceptance terms and conditions terms of payment bind abide by terminate arbitrationTask2B C A B2.Viewing and SpeakingVideo 1have a problem with protects cost decorative European tastes Long-distance Sales Increase retailers LogoVideo 2Bran Gifts ZWS10A 1000 Cartons $18 XG7 bown box September 10, 2005 Toronto 110% of the invoice value against all risks Confirmed, irrevocable 15th Quanlity and QantityUnit 12Listening and speakingTask 1:Bank transfer the beneficiary the paying instructions local bankwhen the size of payment is not attractive enoughthe shipping documents credit rating exporterTask 2:Applicant 1 beneficiary 8 2 4 opening bank 7confirming bankVideo 1task:A lump sum payment payment by installments cash and delivery advance payment final acceptance one month of the final deliveryVideo 2task:Australia SB-87654 US$50000 5 2 100 allowedJanuary 18.2006 beneficiary’s 15 daysUnit 13Listening and speakingTask 1:Competitive price get to the market marketing channels end usersLose outTask 2:Within 3 months after the contract is signed no in July in mid-JuneShipping space fully bookedVideo 1task:Part of our workshop 10 days a backing of orders full capacityInstalled September 20th guarantee won’t be complete onward transportThe last possible dateVideo 2task:T F F T FUnit 14Listening and speakingTask 1:The insurance company or the shipping companyComplete and clear proof provided by competent investigating authorityBy making a refund and compensating for other direct losses or expenses, selling the goods at lower prices, or replacing the faulty goods.Task 2:Complaint 1:David brown 3a distributionAlmost 30%of the goods were damaged in one way or another withdraw payment until a solution has been worked out call him backComplaint 2:Mrs. McCall ACC company quality not the same as the samples send the whole lot back 0181-993-421 5:30Video 1task:Lodged a claim 15 sets were badly damaged rough handling by the shipping company take the matter up with them in good condition careless handling at some stage prior to shipment survey report replace all 15 sets as soon as possible settle your claimimmediately your cooperationVideo 2task:Because 15 cases of goods they received were badly damaged.Because the damage was due to rough handling in transit and the contract is based on FOB.To turn to the insurance company for compensation.Unit 151.Listening and SpeakingTask 1The company’s detailed marketing strategy potential new markets the company’s products promotional programs advertising campaigns exhibitionsestablishing closer contacts with consumers increasing sales publicity programscustom ers’ support raise public awareness of the company the company’s sales programs training programs how to improve their sales performance monitor the market share Task 2any demand any competition Testing selected customers if they like it or not smaller parts in which part or segment you’re going to sell your product Advertising target customers budget2.Viewing and SpeakingVideo 1Task 1Potential market competition sales-profit analysis advertising marketing strategy Task 2market share entry of new competitors young people $1800000 $180000006 percent radio and TV the Net fashion magazinesVideo 2TaskNo.How many staff members do you have?In a small canteen.Are they happy with the food served in the canteen?Because of a limited selection of dishes.Unit 161.Warm-upSlogan B Slogan F Slogan D Slogan A Slogan C Slogan E2.Listening and SpeakingTask 1A C BTask2Influence consumers to buy a reminder to consumersan innovation by altering the perceptions of consumers3.Viewing and SpeakingVideo 1C B A C AVideo 2It reaches the target market through the right media at right time. It is made to the tastes of the target customers.It tells an interesting and shocking story.It draws the a udience’s immediate response.。

unit 6 company presentation 商务英语视听说Task 1 A presentation by an HR Manager Script &key:I'd like to welcome all of you here today. First, I'm going to tell you about our company, Business Consultant Services, and the positions 1) we are hiring for. After that, we'll have some time for questions. OKBusiness Consultant Services provides 2) business software and consulting services.Business Consultant Services provides 2) business software and consulting services.We started out in 1997. Our head office is in Seattle, ., but we have offices all over the world, and we have approximately 3) 4,000 employees. We have 1,800 clients worldwide. Many of our clients are 4) large corporations, but we also work with small and medium-sized businesses. Our annual income in 2003 was about 5) 90 million dollars.We're growing 6) pretty fast right now, and a lot of our growth is in southeast Asia.We came to Thailand in 2000, and we now manage about 7) 29 accounts here. We're opening another office in the south of Thailand this month. In addition to Thailand,we have a very busy office in China. We're working for an oil company in Singapore,and we're starting 8) g large project for a bank in Malaysia.So, this is why we are looking for new employees and why I am here. In fact, this iswhy we're all here. We have openings for ...Task 2 Company profile of Oracle Script:Ladies and gentlemen, good morning. I am very honored to have the opportunity to address such a distinguished audience. My name is Monica Li and I am in charge of the PR Department of Oracle China. What I'd like to do today is provide you with some general information about Oracle Corporation and its latest development in China. Hopefully, this introduction can help you gain a better understanding of our company.My presentation will be divided into two parts: Oracle and Oracle China. The presentation will last about five minutes. If you have any questions, please feel free to ask me at the end of my presentation.I will start with Oracle, our parent company. Oracle Corporation, the world's largest enterprise software company, was founded in 1977 by Larry Ellison, Bob Miner and Ed Oates. Headquartered in Redwood Shores, California, Oracle employs over 42,000 individuals around the globe and has an annual revenue of 11 billion dollars.In 1989, Oracle formally entered China's market and became the first global software giant to open offices in China. In July 1991, after nearly two years' hard work, Oracle established a wholly-owned company in Beijing-Beijing Oracle Software Systems Co., better exploit and serve the rapidly growing market here. On August 8th, 2000, Oracle China formally opened its new officein the China World Trade Center in Beijing. This prestigious opening showed the development of Oracle's long-term involvement and commitment in the Chinese market. At present, Oracle China has set up branches in Beijing, Shanghai, Guangzhou and Chengdu, providing Oracle's 9i E-Business platform and Oracle E-Business Suite, as well as related consultlnq, education and support services for the Chinese market. By speeding up the localization of products, applications, channels and services, Oracle has realized a continuing and healthy development of its business in China.This is all I want to say about Oracle and Oracle China and I hope this brief introduction has helped shed some light on our company. So, are there any questions you'd like to ask before we move onScript:Hello, and welcome to Standard Electronics. I'm Geoff Bolton, the Factory Manager in charge of the plant you'll be seeing today. I know you have come a long way today, so we aim to make your tour both interesting and worthwhile. Before we start the tour, I'd like to give you a brief presentation about the company. It will last about 15 minutes and I will be using the flip chart. Since there's quite a lot to cover, I'd be grateful if you'd hold any questions until the end of my talk.As you can see, I've divided up my presentation into three main parts. First of all, we'll run briefly through the history of the company. Secondly, I'll tell you something about our main markets-this is important in understanding the production process. And finally, I'll come to the people-our most important asset.OK! Let's start with the history. Standard Electronics started out as a private limited company when it was first established in 1985 ...Viewing Script:I'm sorry. I'm a bit late ... um ... I'm not exactly sure how to start this ... um ... 1 suppose I should start by telling you something about the Brewery. It's old of course,very old, and ... it was founded in 17 ... 1778. Yes, I think that's right. So it's a very old brewery and ... um ... we use traditional production methods and our products are very, very old ... very traditional. Um ... oh, we also do European type beer and, well, sales have increased a lot over the last year.Of course, we were a family firm. Well, in fact, we still are a family firm. As you know, the present owner is Ralph Barrald ... um ... we continue to run as a family firm and this is important to the corporate image. Well, in fact this is why we're here today to discuss the corporate image and decide if we ... well, if it needs to change. We also have horses ... you may have seen them delivering the beer to the local pubs, yesYes, yes ... urn, production has actually dropped a little over the last few years, although profits have actually gone up and that's something we need to discuss ... 1 mean, can we continue as a small, independent breweryAnyway, that's about it. So ... um ... that's the main question today. So I don't know whetherthat helps at all, but it's alii can think of really, so I, I'll leave ... 1'11leave (1)think that's that; so I'll leave it there, OK Right.unit 7Script:On November 20, 2000, from Honda Motor Company comes a small, lightweight humanoidrobot named A51MO which is able to walk in a manner like a human being's. A51MO standsfor "Advanced 5tep in Innovative Moblllty" It is an amazing product which can be helpfulto humans as well as be of practical use in society.Compared to Honda's previous walking robot P3 made in 1997, A51MO is smaller, lighterand more people-friendly designed. P3 is 160cm tall and weighs 130kg while A5IMO's heightis only 120cm and its weight is reduced to a mere 43kg. A5IMO's special features includemore advanced walking technology, simple operation and an expanded range of arm movement.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, itcan act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, itcan act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.。

Unit 6 Price BargainingUnit GoalsStarting-upPlease tick for expression on price negotiation.1.This offer is firm for 5 days.( )2.We’d like to set up a business operation in this field.( )3.If you can consider reducing the price by 10%, I’ll place an order for30,000 pieces.( )4.In view of our long-standing business relations, we are willing to reduceour price by 5%.( )5.We will accept your counter-offer if you agree to use the fabric of 80%polyester instead of 100% cotton.( )6.How many cotton sheets are you going to order.( )7.Could you let us know your lowest quotation, CIF EMP?( )8.Your products can find a ready market in the eastern part of our country.( )List the elements related to price.1. 2.3. 4.5. 6.Initial ListeningBefore listening, please learn the following trade terms by heart.T T a a s s k k11You will hear some phrases covering the reduction in price and discount. Repeat for the first time you hear. Then listen again and write your answers down.1._________________2.________________3._________________4.________________5._________________6.________________7._________________ 8.________________9._________________ 10.________________T T a a s s k k22You will hear eight sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and fill in the missing words.1.washing machines is too high to be acceptable.2.We regret to say that your price is .3.We don’t think there is business unlessyou .4.We think the price you offered quite reasonable but haveto .5.The customer agrees to of the total valueof .6.I’ll for the sake of the beautiful colour of your products..7., I think the price is reasonable.8.Your counteroffer is to you.T T a a s s k k33You will hear 5 short conversations. At the end of each conversation, one question will be asked. Both the dialogue and question will be spoken only once. Mark the best answer for each question.1. A. He would like the price to be far beyond.B. He wants the price to be lower.C. He expects to get the quotation from the woman.D. He finds the price acceptable.2. A. She wants to have a little profit.B. She informs the man of the supply position of raw materials.C. She quotes the price for raw materials.D. She explains the reason why the price is high.3. A. He can accept the price on CFR basis.B. He wants the woman to quote CFR.C. He asks the woman whether she can supply the goods.D. He hopes the woman to supply the goods on CFR basis.4. A. She will accept the order over 50,000 pieces.B. She agrees to allow a discount for the orders from the man.C. She can give the man a discount for orders up to the stipulated quantity.D. She intends to place orders for 50,000 pieces.5. A. He doesn’t agree with the woman.B. He can accept to increase the negotiated price by 1%.C. He couldn’t meet each other half way.D. He couldn’t lowe r the price by 1%.Oral DiscussionBefore discussion, you are given the following advices. Professional Advices1. For sellers, how to persuade buyers into accepting the price?Analyze the structure of the costExplain the market price of raw materialsDraw buyers’ attention to the qualitySort out the factors influencing the priceTake advantage of profit marginSet the price limit to be accepted2. For buyers, how to decide the target price?Research the market level for particular productsStudy catalogues and price list from vendorsMaster product informationKnow about production lineAsk sellers for minimum quantityWatch more vendors’ advertising and offersUnderstand the vendor’s costMake reference to retail priceNow, please complete the following tasks.T T a a s s k k11Work in pairs. Discuss what difference there are between counter-offer and price bargain?T T a a s s k k33Work in pairs. List the procedures of business negotiation and design the situation for each step.T T a a s s k k11Discuss the following topic.Imagine you are a seller to persuade your buyer into accepting the price, put down the persuasive sentences.Intensive ListeningLearn the following by heart before listening.D D i i a a l l o o g g u u e e11..1.Listen to the dialogue and decide whether the following statementsare true or false. Write “T” for true and “F” for false.1.Mr. Smith would like the price to be lower 8%. ( )2.Mr. Wang agrees to reduce the price by changing the style of embroidery.( )3.Mr. Smith doesn’t like to change the embroidery. ( )4.Mr. Wang and Mr. Smith meet each half way finally. ( )5.The finally confirmed price USD5.35. ( )2.Listen to the dialogue again and complete sentences according tothe contents in the dialogue.1. I have compared your quotation with those of and I’m sorry tosay that your price is about .2. We consider it indeed.3. To accept the price you quoted would leave us only on oursales because the principle demand in our city is for the similar articles .4. My target price is .5. If we can use five layers of petal instead of eight, the cost will be reducedand the price will also .3.Take notes for negotiation on priceMr. Smith’s target price _______________________Mr. Wang’s second quotationfor original style _______________________Change of Style _______________________The price agreed uponfor the revised style _______________________D D i i a a l l o o g g u u e e22..Listen to the dialogue and choose the best answer to each of the following questions.1.What does Mr. Wang think about the counter-offer from Mr. Smith?A.The price counter offered is too low for him.B.He can comply with the request for the counter-offer.C.The samples which are made for other countries.2.In which respect does Mr. Wang think his price competitive?A.DiscountB. Quantity C Quality3.How much higher than the market level does Mr. Smith find ?A.5%B. 15%C. 10%4.What accommodation is Mr. Wang able to give ?A. A reduction of 15% will be given.B.The price will go down to 5%C.The price will be reduced by 5%5.Does Mr. Smith accept the accommodation?A.No, but he wishes to have a cooperation in furture.B.Yes, he agrees to Mr. Wang’s advice .C.Not mentioned.Oral presentationIn this part, please make oral presentations after reading the following tasks. You are given the functional sentences to help you.Functional Sentences1. Your price is too high to be acceptable.2. Since the prices of the raw materials have been raised, I am afraid that wehave to adjust the prices of our products accordingly.3. Please see to it that your price is out of line with the prevailing market here.4. We are informed that our price is on the high side.5. We have cut our price to the limit, we regret being unable to comply with yourrequest for further reduction.6. We have already cut down our prices to cost level.7. The qualities are satisfactory, but your prices are considerably above ourusual figures.8. Commission transaction will surely help to push the sale of products.9. It’s really impossible for us to make any further concession in your price byallowing you any commission.10. The best we can do is to give you’re a 2% commission.11. On orders exceeding USD10000, we will allow you 5% discount.12. We regret having to decline your request for raising the price.13. We usually don’t grant any discount for small quantities.14. To have this business concluded, you need to lower your price at least by3%.15. We are pleased to grant you a 7% discount from the original offer since youagree to increase the order.16. We accept the price of USD50,000 for 10,000 pairs of leather shoes.17. In view of our good cooperation over the past few years, we are consideringaccepting your price.18. With an eye to future business, we agree to grant you 5% discount as aspecial accommodation.19. We have to say that our price has been reduced to the limit.20. May I put it this way that we meet each other half way to fill the gap in price? T T a a s s k k11Retell the passage of Dialogue 1 with the words and useful sentences used in the dialogue.T T a a s s k k22Work in pairs. Student A plays the role of seller and Student B plays the role of buyer. Make up a dialogue according to the following situation. You sell exercise bicycles on behalf of Tianjin Recreation Equipment Imp. & Exp. Co. A business from Canada wants to buy 500 sets of your bicycles. Your price is USD200 per set FOB Tianjin, but he can offer USD180 per set. You start bargaining.Background InputNegotiation the price of goods is the most important factor in negotiating for merchandise. One thing that must constantly be kept in mind is that the good must be “right”. It is better to overpay for the right goods than to underpay for the wrong merchandise. The buyer’s success in negotiating price may be greatly improved by the knowledge of the market in general and the individual resource in particular.Bargaining is an intensely personal act that must be learned from experience rather than a textbook. However, certain factors are more or less constant. Firstly, both the buyer and the seller approach the bargaining session with “limit” in mind. The buyer knows the maximum he or she is willing to spend and the seller, the minimum he or she will take. In bargaining each party tries to improve on his or her limit. Secondly, it is helpful for the buyer to give reasons for his or her offer. The buyer may build a case by discussing the retail selling price, the risk of consumer demand, the lateness of the season, and so on. Thirdly, usually after the negotiating has been in progress awhile, one of the parties always seems to suggest splitting the difference. That is , if the offer is $2 and the asking price is $4, they should settle at $3. The buyer should keep this in mind all the time, because this unseen price is closer to the final result than either the bid or the offer. Fourthly, it is unquestionably to the buyer’s advantage to maintain a friendly ongoing relationship with resources.。

unit 6 company presentation 商务英语视听说Task 1 A presentation by an HR Manager Script &key:I'd like to welcome all of you here today. First, I'm going to tell you about our company, Business Consultant Services, and the positions 1) we are hiring for. After that, we'll have some time for questions. OK?Business Consultant Services provides 2) business software and consulting services.Business Consultant Services provides 2) business software and consulting services.We started out in 1997. Our head office is in Seattle, U.S., but we have offices all over the world, andwe have approximately 3) 4,000 employees. We have 1,800 clients worldwide. Many of our clientsare 4) large corporations, but we also work with small and medium-sized businesses. Our annual income in 2003 was about 5) 90 million dollars.We're growing 6) pretty fast right now, and a lot of our growth is in southeast Asia. We cameto Thailand in 2000, and we now manage about 7) 29 accounts here. We're opening anotheroffice in the south of Thailand this month. In addition to Thailand, we have a very busy office in China. We're working for an oil company in Singapore, and we're starting 8) g large project for abank in Malaysia.So, this is why we are looking for new employees and why I am here. In fact, this is whywe're all here. We have openings for ...Task 2 Company profile of Oracle Script:Ladies and gentlemen, good morning. I am very honored to have the opportunity to address such a distinguished audience. My name is Monica Li and I am in charge of the PR Department of Oracle China. What I'd like to do today is provide you with some general information about Oracle Corporation and its latest development in China. Hopefully, this introduction can help you gain a better understanding of our company.My presentation will be divided into two parts: Oracle and Oracle China. The presentation will last about five minutes. If you have any questions, please feel free to ask me at the end of my presentation.I will start with Oracle, our parent company. Oracle Corporation, the world's largest enterprise software company, was founded in 1977 by Larry Ellison, Bob Miner and Ed Oates. Headquartered in Redwood Shores, California, Oracle employs over 42,000 individuals around the globe and has an annual revenue of 11 billion dollars.In 1989, Oracle formally entered China's market and became the first global software giant to open offices in China. In July 1991, after nearly two years' hard work, Oracle established a wholly-owned company in Beijing-Beijing Oracle Software Systems Co., Ltd.-to better exploit and serve the rapidly growing market here. On August 8th, 2000, Oracle China formally opened its new office in the China World Trade Center in Beijing. This prestigious opening showed the development of Oracle's long-terminvolvement and commitment in the Chinese market. At present, Oracle China has set up branches in Beijing, Shanghai, Guangzhou and Chengdu, providing Oracle's 9i E-Business platform and Oracle E-Business Suite, as well as related consultlnq, education and support services for the Chinese market. By speeding up the localization of products, applications, channels and services, Oracle has realized a continuing and healthy development of its business in China.This is all I want to say about Oracle and Oracle China and I hope this brief introduction has helped shed some light on our company. So, are there any questions you'd like to ask before we move on?Script:Hello, and welcome to Standard Electronics. I'm Geoff Bolton, the Factory Manager in charge of the plant you'll be seeing today. I know you have come a long way today, so we aim to make your tour both interesting and worthwhile. Before we start the tour, I'd like to give you a brief presentation about the company. It will last about 15 minutes and I will be using the flip chart. Since there's quite a lot to cover, I'd be grateful if you'd hold any questions until the end of my talk.As you can see, I've divided up my presentation into three main parts. First of all, we'll run briefly through the history of the company. Secondly, I'll tell you something about our main markets-this is important in understanding the production process. And finally, I'll come to the people-our most important asset.OK! Let's start with the history. Standard Electronics started out as a private limited company when it was first established in 1985 ...Viewing Script:I'm sorry. I'm a bit late ... um ... I'm not exactly sure how to start this ... um ... 1 suppose I should start by telling you something about the Brewery. It's old of course,very old, and ... it was founded in 17 ... 1778. Yes, I think that's right. So it's a very old brewery and ... um ... we use traditional production methods and our products are very, very old ... very traditional. Um ... oh, we also do European type beer and, well, sales have increased a lot over the last year.Of course, we were a family firm. Well, in fact, we still are a family firm. As you know, the present owner is Ralph Barrald ... um ... we continue to run as a family firm and this is important to the corporate image. Well, in fact this is why we're here today to discuss the corporate image and decide if we ... well, if it needs to change. We also have horses ... you may have seen them delivering the beer to the local pubs, yes?Yes, yes ... urn, production has actually dropped a little over the last few years, although profits have actually gone up and that's something we need to discuss ... 1 mean, can we continue as a small, independent brewery?Anyway, that's about it. So ... um ... that's the main question today. So I don't know whether that helps at all, but it's alii can think of really, so I, I'll leave ... 1'11leave ... 1 think that's that; so I'll leave it there, OK? Right.unit 7Script:On November 20, 2000, from Honda Motor Company comes a small, lightweight humanoid robot named A51MO which is able to walk in a manner like a human being's. A51MO stands for "Advanced 5tep in Innovative Moblllty" It is an amazing product which can be helpful to humansas well as be of practical use in society.Compared to Honda's previous walking robot P3 made in 1997, A51MO is smaller, lighterand more people-friendly designed. P3 is 160cm tall and weighs 130kg while A5IMO's height isonly 120cm and its weight is reduced to a mere 43kg. A5IMO's special features include more advanced walking technology, simple operation and an expanded range of arm movement.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, it can act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, itcan act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.。

Unit 6 Price BargainingUnit GoalsStarting-upPlease tick for expression on price negotiation.1.This offer is firm for 5 days.( )2.We’d like to set up a business operation in this field.( )3.If you can consider reducing the price by 10%, I’ll place an order for30,000 pieces.( )4.In view of our long-standing business relations, we are willing to reduceour price by 5%.( )5.We will accept your counter-offer if you agree to use the fabric of 80%polyester instead of 100% cotton.( )6.How many cotton sheets are you going to order.( )7.Could you let us know your lowest quotation, CIF EMP?( )8.Your products can find a ready market in the eastern part of our country.( )List the elements related to price.1. 2.3. 4.5. 6.Initial ListeningBefore listening, please learn the following trade terms by heart.T T a a s s k k11You will hear some phrases covering the reduction in price and discount. Repeat for the first time you hear. Then listen again and write your answers down.1._________________2.________________3._________________4.________________5._________________6.________________7._________________ 8.________________9._________________ 10.________________T T a a s s k k22You will hear eight sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and fill in the missing words.1.washing machines is too high to be acceptable.2.We regret to say that your price is .3.We don’t think there is business unlessyou .4.We think the price you offered quite reasonable but haveto .5.The customer agrees to of the total valueof .6.I’ll for the sake of the beautiful colour of your products..7., I think the price is reasonable.8.Your counteroffer is to you.T T a a s s k k33You will hear 5 short conversations. At the end of each conversation, one question will be asked. Both the dialogue and question will be spoken only once. Mark the best answer for each question.1. A. He would like the price to be far beyond.B. He wants the price to be lower.C. He expects to get the quotation from the woman.D. He finds the price acceptable.2. A. She wants to have a little profit.B. She informs the man of the supply position of raw materials.C. She quotes the price for raw materials.D. She explains the reason why the price is high.3. A. He can accept the price on CFR basis.B. He wants the woman to quote CFR.C. He asks the woman whether she can supply the goods.D. He hopes the woman to supply the goods on CFR basis.4. A. She will accept the order over 50,000 pieces.B. She agrees to allow a discount for the orders from the man.C. She can give the man a discount for orders up to the stipulated quantity.D. She intends to place orders for 50,000 pieces.5. A. He doesn’t agree with the woman.B. He can accept to increase the negotiated price by 1%.C. He couldn’t meet each other half way.D. He couldn’t lowe r the price by 1%.Oral DiscussionBefore discussion, you are given the following advices. Professional Advices1. For sellers, how to persuade buyers into accepting the price?Analyze the structure of the costExplain the market price of raw materialsDraw buyers’ attention to the qualitySort out the factors influencing the priceTake advantage of profit marginSet the price limit to be accepted2. For buyers, how to decide the target price?Research the market level for particular productsStudy catalogues and price list from vendorsMaster product informationKnow about production lineAsk sellers for minimum quantityWatch more vendors’ advertising and offersUnderstand the vendor’s costMake reference to retail priceNow, please complete the following tasks.T T a a s s k k11Work in pairs. Discuss what difference there are between counter-offer and price bargain?T T a a s s k k33Work in pairs. List the procedures of business negotiation and design the situation for each step.T T a a s s k k11Discuss the following topic.Imagine you are a seller to persuade your buyer into accepting the price, put down the persuasive sentences.Intensive ListeningLearn the following by heart before listening.D D i i a a l l o o g g u u e e11..1.Listen to the dialogue and decide whether the following statementsare true or false. Write “T” for true and “F” for false.1.Mr. Smith would like the price to be lower 8%. ( )2.Mr. Wang agrees to reduce the price by changing the style of embroidery.( )3.Mr. Smith doesn’t like to change the embroidery. ( )4.Mr. Wang and Mr. Smith meet each half way finally. ( )5.The finally confirmed price USD5.35. ( )2.Listen to the dialogue again and complete sentences according tothe contents in the dialogue.1. I have compared your quotation with those of and I’m sorry tosay that your price is about .2. We consider it indeed.3. To accept the price you quoted would leave us only on oursales because the principle demand in our city is for the similar articles .4. My target price is .5. If we can use five layers of petal instead of eight, the cost will be reducedand the price will also .3.Take notes for negotiation on priceMr. Smith’s target price _______________________Mr. Wang’s second quotationfor original style _______________________Change of Style _______________________The price agreed uponfor the revised style _______________________D D i i a a l l o o g g u u e e22..Listen to the dialogue and choose the best answer to each of the following questions.1.What does Mr. Wang think about the counter-offer from Mr. Smith?A.The price counter offered is too low for him.B.He can comply with the request for the counter-offer.C.The samples which are made for other countries.2.In which respect does Mr. Wang think his price competitive?A.DiscountB. Quantity C Quality3.How much higher than the market level does Mr. Smith find ?A.5%B. 15%C. 10%4.What accommodation is Mr. Wang able to give ?A. A reduction of 15% will be given.B.The price will go down to 5%C.The price will be reduced by 5%5.Does Mr. Smith accept the accommodation?A.No, but he wishes to have a cooperation in furture.B.Yes, he agrees to Mr. Wang’s advice .C.Not mentioned.Oral presentationIn this part, please make oral presentations after reading the following tasks. You are given the functional sentences to help you.Functional Sentences1. Your price is too high to be acceptable.2. Since the prices of the raw materials have been raised, I am afraid that wehave to adjust the prices of our products accordingly.3. Please see to it that your price is out of line with the prevailing market here.4. We are informed that our price is on the high side.5. We have cut our price to the limit, we regret being unable to comply with yourrequest for further reduction.6. We have already cut down our prices to cost level.7. The qualities are satisfactory, but your prices are considerably above ourusual figures.8. Commission transaction will surely help to push the sale of products.9. It’s really impossible for us to make any further concession in your price byallowing you any commission.10. The best we can do is to give you’re a 2% commission.11. On orders exceeding USD10000, we will allow you 5% discount.12. We regret having to decline your request for raising the price.13. We usually don’t grant any discount for small quantities.14. To have this business concluded, you need to lower your price at least by3%.15. We are pleased to grant you a 7% discount from the original offer since youagree to increase the order.16. We accept the price of USD50,000 for 10,000 pairs of leather shoes.17. In view of our good cooperation over the past few years, we are consideringaccepting your price.18. With an eye to future business, we agree to grant you 5% discount as aspecial accommodation.19. We have to say that our price has been reduced to the limit.20. May I put it this way that we meet each other half way to fill the gap in price? T T a a s s k k11Retell the passage of Dialogue 1 with the words and useful sentences used in the dialogue.T T a a s s k k22Work in pairs. Student A plays the role of seller and Student B plays the role of buyer. Make up a dialogue according to the following situation. You sell exercise bicycles on behalf of Tianjin Recreation Equipment Imp. & Exp. Co. A business from Canada wants to buy 500 sets of your bicycles. Your price is USD200 per set FOB Tianjin, but he can offer USD180 per set. You start bargaining.Background InputNegotiation the price of goods is the most important factor in negotiating for merchandise. One thing that must constantly be kept in mind is that the good must be “right”. It is better to overpay for the right goods than to underpay for the wrong merchandise. The buyer’s success in negotiating price may be greatly improved by the knowledge of the market in general and the individual resource in particular.Bargaining is an intensely personal act that must be learned from experience rather than a textbook. However, certain factors are more or less constant. Firstly, both the buyer and the seller approach the bargaining session with “limit” in mind. The buyer knows the maximum he or she is willing to spend and the seller, the minimum he or she will take. In bargaining each party tries to improve on his or her limit. Secondly, it is helpful for the buyer to give reasons for his or her offer. The buyer may build a case by discussing the retail selling price, the risk of consumer demand, the lateness of the season, and so on. Thirdly, usually after the negotiating has been in progress awhile, one of the parties always seems to suggest splitting the difference. That is , if the offer is $2 and the asking price is $4, they should settle at $3. The buyer should keep this in mind all the time, because this unseen price is closer to the final result than either the bid or the offer. Fourthly, it is unquestionably to the buyer’s advantage to maintain a friendly ongoing relationship with resources.。

unit 6 company presentation 商务英语视听说Task 1 A presentation by an HR Manager Script &key:I'd like to welcome all of you here today. First, I'm going to tell you about our company, Business Consultant Services, and the positions 1) we are hiring for. After that, we'll have some time for questions. OK?Business Consultant Services provides 2) business software and consulting services.Business Consultant Services provides 2) business software and consulting services.We started out in 1997. Our head office is in Seattle, U.S., but we have offices all over the world, andwe have approximately 3) 4,000 employees. We have 1,800 clients worldwide. Many of our clientsare 4) large corporations, but we also work with small and medium-sized businesses. Our annual income in 2003 was about 5) 90 million dollars.We're growing 6) pretty fast right now, and a lot of our growth is in southeast Asia. We cameto Thailand in 2000, and we now manage about 7) 29 accounts here. We're opening anotheroffice in the south of Thailand this month. In addition to Thailand, we have a very busy office in China. We're working for an oil company in Singapore, and we're starting 8) g large project for abank in Malaysia.So, this is why we are looking for new employees and why I am here. In fact, this is whywe're all here. We have openings for ...Task 2 Company pro Oracle Script:Ladies and gentlemen, good morning. I am very honored to have the opportunity to address such a distinguished audience. My name is Monica Li and I am in charge of the PR Department of Oracle China. What I'd like to do today is provide you with some general information about Oracle Corporation and its latest development in China. Hopefully, this introduction can help you gain a better understanding of our company.My presentation will be divided into two parts: Oracle and Oracle China. The presentation will last about five minutes. If you have any questions, please feel free to ask me at the end of my presentation.I will start with Oracle, our parent company. Oracle Corporation, the world's largest enterprise software company, was founded in 1977 by Larry Ellison, Bob Miner and Ed Oates. Headquartered in Redwood Shores, California, Oracle employs over 42,000 individuals around the globe and has an annual revenue of 11 billion dollars.In 1989, Oracle formally entered China's market and became the first global software giant to open offices in China. In July 1991, after nearly two years' hard work, Oracle established a wholly-owned company in Beijing-Beijing Oracle Software Systems Co., Ltd.-to better exploit and serve the rapidly growing market here. On August 8th, 2000, Oracle China formally opened its new office in the China World Trade Center in Beijing. This prestigious opening showed the development of Oracle's long-terminvolvement and commitment in the Chinese market. At present, Oracle China has set up branches in Beijing, Shanghai, Guangzhou and Chengdu, providing Oracle's 9i E-Business platform and Oracle E-Business Suite, as well as related consultlnq, education and support services for the Chinese market. By speeding up the localization of products, applications, channels and services, Oracle has realized a continuing and healthy development of its business in China.This is all I want to say about Oracle and Oracle China and I hope this brief introduction has helped shed some light on our company. So, are there any questions you'd like to ask before we move on?Script:Hello, and welcome to Standard Electronics. I'm Geoff Bolton, the Factory Manager in charge of the plant you'll be seeing today. I know you have come a long way today, so we aim to make your tour both interesting and worthwhile. Before we start the tour, I'd like to give you a brief presentation about the company. It will last about 15 minutes and I will be using the flip chart. Since there's quite a lot to cover, I'd be grateful if you'd hold any questions until the end of my talk.As you can see, I've divided up my presentation into three main parts. First of all, we'll run briefly through the history of the company. Secondly, I'll tell you something about our main markets-this is important in understanding the production process. And finally, I'll come to the people-our most important asset.OK! Let's start with the history. Standard Electronics started out as a private limited company when it was first established in 1985 ...Viewing Script:I'm sorry. I'm a bit late ... um ... I'm not exactly sure how to start this ... um ... 1 suppose I should start by telling you something about the Brewery. It's old of course,very old, and ... it was founded in 17 ... 1778. Yes, I think that's right. So it's a very old brewery and ... um ... we use traditional production methods and our products are very, very old ... very traditional. Um ... oh, we also do European type beer and, well, sales have increased a lot over the last year.Of course, we were a family firm. Well, in fact, we still are a family firm. As you know, the present owner is Ralph Barrald ... um ... we continue to run as a family firm and this is important to the corporate image. Well, in fact this is why we're here today to discuss the corporate image and decide if we ... well, if it needs to change. We also have horses ... you may have seen them delivering the beer to the local pubs, yes?Yes, yes ... urn, production has actually dropped a little over the last few years, although profits have actually gone up and that's something we need to discuss ... 1 mean, can we continue as a small, independent brewery?Anyway, that's about it. So ... um ... that's the main question today. So I don't know whether that helps at all, but it's alii can think of really, so I, I'll leave ... 1'11leave ... 1 think that's that; so I'll leave it there, OK? Right.unit 7Script:On November 20, 2000, from Honda Motor Company comes a small, lightweight humanoid robot named A51MO which is able to walk in a manner like a human being's. A51MO stands for "Advanced 5tep in Innovative Moblllty" It is an amazing product which can be helpful to humansas well as be of practical use in society.Compared to Honda's previous walking robot P3 made in 1997, A51MO is smaller, lighterand more people-friendly designed. P3 is 160cm tall and weighs 130kg while A5IMO's height isonly 120cm and its weight is reduced to a mere 43kg. A5IMO's special features include more advanced walking technology, simple operation and an expanded range of arm movement.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, it can act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, itcan act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.。

unit 6 company presentation 商务英语视听说Task 1 A presentation by an HR Manager Script &key:I'd like to welcome all of you here today. First, I'm going to tell you about our company, Business Consultant Services, and the positions 1) we are hiring for. After that, we'll have some time for questions. OKBusiness Consultant Services provides 2) business software and consulting services.Business Consultant Services provides 2) business software and consulting services.We started out in 1997. Our head office is in Seattle, ., but we have offices all over the world, and we have approximately 3) 4,000 employees. We have 1,800 clients worldwide. Many of our clients are 4) large corporations, but we also work with small and medium-sized businesses. Our annual income in 2003 was about 5) 90 million dollars.We're growing 6) pretty fast right now, and a lot of our growth is in southeast Asia.We came to Thailand in 2000, and we now manage about 7) 29 accounts here. We're opening another office in the south of Thailand this month. In addition to Thailand,we have a very busy office in China. We're working for an oil company in Singapore,and we're starting 8) g large project for a bank in Malaysia.So, this is why we are looking for new employees and why I am here. In fact, this iswhy we're all here. We have openings for ...Task 2 Company profile of Oracle Script:Ladies and gentlemen, good morning. I am very honored to have the opportunity to address such a distinguished audience. My name is Monica Li and I am in charge of the PR Department of Oracle China. What I'd like to do today is provide you with some general information about Oracle Corporation and its latest development in China. Hopefully, this introduction can help you gain a better understanding of our company.My presentation will be divided into two parts: Oracle and Oracle China. The presentation will last about five minutes. If you have any questions, please feel free to ask me at the end of my presentation.I will start with Oracle, our parent company. Oracle Corporation, the world's largest enterprise software company, was founded in 1977 by Larry Ellison, Bob Miner and Ed Oates. Headquartered in Redwood Shores, California, Oracle employs over 42,000 individuals around the globe and has an annual revenue of 11 billion dollars.In 1989, Oracle formally entered China's market and became the first global software giant to open offices in China. In July 1991, after nearly two years' hard work, Oracle established a wholly-owned company in Beijing-Beijing Oracle Software Systems Co., better exploit and serve the rapidly growing market here. On August 8th, 2000, Oracle China formally opened its new officein the China World Trade Center in Beijing. This prestigious opening showed the development of Oracle's long-term involvement and commitment in the Chinese market. At present, Oracle China has set up branches in Beijing, Shanghai, Guangzhou and Chengdu, providing Oracle's 9i E-Business platform and Oracle E-Business Suite, as well as related consultlnq, education and support services for the Chinese market. By speeding up the localization of products, applications, channels and services, Oracle has realized a continuing and healthy development of its business in China.This is all I want to say about Oracle and Oracle China and I hope this brief introduction has helped shed some light on our company. So, are there any questions you'd like to ask before we move onScript:Hello, and welcome to Standard Electronics. I'm Geoff Bolton, the Factory Manager in charge of the plant you'll be seeing today. I know you have come a long way today, so we aim to make your tour both interesting and worthwhile. Before we start the tour, I'd like to give you a brief presentation about the company. It will last about 15 minutes and I will be using the flip chart. Since there's quite a lot to cover, I'd be grateful if you'd hold any questions until the end of my talk.As you can see, I've divided up my presentation into three main parts. First of all, we'll run briefly through the history of the company. Secondly, I'll tell you something about our main markets-this is important in understanding the production process. And finally, I'll come to the people-our most important asset.OK! Let's start with the history. Standard Electronics started out as a private limited company when it was first established in 1985 ...Viewing Script:I'm sorry. I'm a bit late ... um ... I'm not exactly sure how to start this ... um ... 1 suppose I should start by telling you something about the Brewery. It's old of course,very old, and ... it was founded in 17 ... 1778. Yes, I think that's right. So it's a very old brewery and ... um ... we use traditional production methods and our products are very, very old ... very traditional. Um ... oh, we also do European type beer and, well, sales have increased a lot over the last year.Of course, we were a family firm. Well, in fact, we still are a family firm. As you know, the present owner is Ralph Barrald ... um ... we continue to run as a family firm and this is important to the corporate image. Well, in fact this is why we're here today to discuss the corporate image and decide if we ... well, if it needs to change. We also have horses ... you may have seen them delivering the beer to the local pubs, yesYes, yes ... urn, production has actually dropped a little over the last few years, although profits have actually gone up and that's something we need to discuss ... 1 mean, can we continue as a small, independent breweryAnyway, that's about it. So ... um ... that's the main question today. So I don't know whetherthat helps at all, but it's alii can think of really, so I, I'll leave ... 1'11leave (1)think that's that; so I'll leave it there, OK Right.unit 7Script:On November 20, 2000, from Honda Motor Company comes a small, lightweight humanoidrobot named A51MO which is able to walk in a manner like a human being's. A51MO standsfor "Advanced 5tep in Innovative Moblllty" It is an amazing product which can be helpfulto humans as well as be of practical use in society.Compared to Honda's previous walking robot P3 made in 1997, A51MO is smaller, lighterand more people-friendly designed. P3 is 160cm tall and weighs 130kg while A5IMO's heightis only 120cm and its weight is reduced to a mere 43kg. A5IMO's special features includemore advanced walking technology, simple operation and an expanded range of arm movement.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, itcan act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.In December 2005, Honda debuted its new ASIMO model. This model is 10cm taller and 11 kg heavier than the first ASIMO. It can walk alongside its controller, and is able to movecarts and other objects around at will. And, with a newly developed total control system, itcan act as a receptionist, or even deliver drinks on a tray. The new ASIMO is also more agilethan its predecessor, as it is able to run at 6km/h, and even turn while running.。