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Unit 6 The Quality and QuantityI Teaching Aim1. Cognitive Information(认知信息): Quality and Quantity of Customers2. Language Focus(内容重点):1）Word Study: A. cast, complex, relatively, critical, matter, conversely, specific, seminar, initially； B. income, budget, straightforward, cost, beneficial, individual, prospective, overall2）Phrases: A. in the hopes of, depend on, result in, instead of, be exposed to；B. seek to3）Key Words: A. spread；B. Specify3. Grammar: There be 结构4. Writing （写作技巧）: 英语写作的语气5. Translation （翻译技巧）: 句子主语的翻译III Background InformationThe Marketing Plan营销计划营销决策的核心部分就是营销计划。
营销计划的作用是：需要营销人员充分地了解营销决策的结果。
需要营销人员充分地了解他们所经营的市场。
制定目标并且为企业内部人员提供指导。
营销计划无论是计划一年或更长，都要求进行市场研究，以便更好地了解市场。
随着对市场的了解，营销人员可以根据以下要点进行计划：企业任务——企业长期发展的目标。
这是企业高层领导的意愿并且长期不变。
宗旨——反映出企业的希望。
与企业任务一样，企业宗旨也是从上贯彻到下的。
宗旨可能是以财政目标（比如，赢利）或营销目标的形式（比如，达到市场份额的某一水平）。
Unit 6Writing for Orders and Executing OrdersSection1. How to Write Letters Placing and Executing OrdersObjectives:To give a brief introduction to what is an order and reply to an orderTo enable Ss to become aware of main content of letters for an order and reply to an orderTo enable Ss to familiarize themselves with the samples givenTo read and practice using some of the important words and expressions for business writingTo do exercises and practice translating quotation, offer and counter-offer给一个简要介绍什么是一个订单和回复一个订单使学生了解字母的主要内容为一个订单和回复一个订单使学生熟悉样本给阅读和练习使用一些重要的单词和词组,商务写作做练习和实践翻译报价,报价,并还盘I. What Is an Order and Reply to An Order?An order is a request to supply a specified quantity of goods. V ery often, it is only after the exchange of a number of letters, faxes or E-mails that the two parties come entirely to terms and the buyer finally places or fills a formal order by letter or fax.When a seller receives the relative order and confirms and accepts its terms and conditions, he may begin to execute the order to the buyer’s satisfaction. However, there are times when a seller does not accept the buyer’s order for some reasons. Letters declining an order should be written with utmost care and an eye to good will and future business.一个订单是一个请求提供一个指定数量的商品。
《新编商务英语阅读教程》（第二版）练习参考答案Unit OneI.1. 资产C2. 边际变动E3. 市场势力I4. 劳动生产力（率）J5. 经济学A6. 市场失灵G7. 市场经济F8. 机会成本D9. 通货膨胀K10. 外部性H11. 效率B12. 菲利普斯曲线LII.Passage One经济学的研究主要分为两部分：宏观经济学及微观经济学。
宏观经济学着眼于经济全局——一幅宏观的画面。
在宏观经济学中，我们研究国家的政策目标，例如充分就业、抑制通货膨胀、经济增长等，而不考虑个人或者单个团体的利益和行为。
对宏观经济学的关注是为了从总体上认识并改善经济的运行。
微观经济学则关注宏观画面中的细节。
在微观经济学中，我们着眼于实际构成宏观经济的个人、厂商和政府机构。
我们感兴趣的是这些独立经济单位的行为。
他们的目标何在？以有限资源实现目标的途径是什么？如何对各种激励和机会做出反应？宏观经济学主要关注，例如，总消费性支出对总产出、就业及物价的影响。
很少关注消费性支出及其决定因素的实际内涵。
相反，微观经济学关注的是个体消费者具体的支出决策及其影响因素（爱好、物价水平、收入状况）。
宏、微观经济学的区别还反映在关于企业投资的讨论中。
宏观经济学中，我们需要了解决定企业总投资率的因素以及这些投资对一国的总产出、就业及物价水平产生影响的路径。
而微观经济学中，我们关注的是各家企业关于生产率、生产要素的抉择以及具体物品的定价决策。
了解宏、微观经济学的区别并非难事。
在现实社会，宏观经济的表现有赖于微观行为，而微观行为又受宏观经济表现的影响。
因此，人们只有了解了所有经济活动的参及者的行为方式及其成因，才能充分了解整个经济的运作方式。
但是，就如你会开车而不懂发动机的构造原理那样，你能观察到经济运行方式但并不能完全解开其中奥秘。
在宏观经济学中我们注意到经济这部汽车在踩油门时加速，踩刹车时减速。
这就是我们在大多数情形下所需了解的一切。
然而，汽车总有出故障的时候。
《新编商务英语阅读教程》（第二版）练习参考答案Unit OneI.1. 资产C2. 边际变动E3. 市场势力I4. 劳动生产力（率）J5. 经济学A6. 市场失灵G7. 市场经济F8. 机会成本D9. 通货膨胀K10. 外部性H11. 效率B12. 菲利普斯曲线LII.Passage One经济学的研究主要分为两部分：宏观经济学与微观经济学。
宏观经济学着眼于经济全局——一幅宏观的画面。
在宏观经济学中，我们研究国家的政策目标，例如充分就业、抑制通货膨胀、经济增长等，而不考虑个人或者单个团体的利益和行为。
对宏观经济学的关注是为了从总体上认识并改善经济的运行。
微观经济学则关注宏观画面中的细节。
在微观经济学中，我们着眼于实际构成宏观经济的个人、厂商和政府机构。
我们感兴趣的是这些独立经济单位的行为。
他们的目标何在？以有限资源实现目标的途径是什么？如何对各种激励和机会做出反应？宏观经济学主要关注，例如，总消费性支出对总产出、就业及物价的影响。
很少关注消费性支出及其决定因素的实际内涵。
相反，微观经济学关注的是个体消费者具体的支出决策及其影响因素（爱好、物价水平、收入状况）。
宏、微观经济学的区别还反映在关于企业投资的讨论中。
宏观经济学中，我们需要了解决定企业总投资率的因素以及这些投资对一国的总产出、就业及物价水平产生影响的路径。
而微观经济学中，我们关注的是各家企业关于生产率、生产要素的抉择以及具体物品的定价决策。
了解宏、微观经济学的区别并非难事。
在现实社会，宏观经济的表现有赖于微观行为，而微观行为又受宏观经济表现的影响。
因此，人们只有了解了所有经济活动的参与者的行为方式及其成因，才能充分了解整个经济的运作方式。
但是，就如你会开车而不懂发动机的构造原理那样，你能观察到经济运行方式但并不能完全解开其中奥秘。
在宏观经济学中我们注意到经济这部汽车在踩油门时加速，踩刹车时减速。
这就是我们在大多数情形下所需了解的一切。
然而，汽车总有出故障的时候。
Unit 6 TradePart I Business V ocabularyDirections: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence.1 They’ve _____B_______ us a very good price for the consignment.A offeredB quotedC presentedD supplied2 If you can’t _______A_________ the delivery date, let us know as soon as possible.A meetB makeC produceD decide3 We ______D________ in distributing high quality wines.A sellB bring outC handleD specialize4 We would appreciate it if we could be B your sole distributor.A pointed outB appointedC acted asD represented5 We have ____B__________ Julian Montero, the Argentine supplier of the wine we are importing.A contacted withB contactedC linked toD linked6 Please ________C________ a letter of credit to cover the shipment.A makeB produceC openD draw7 We look forward to receiving a copy of your letter to your ______D______ bank in Argentina as soon as possible.A correspondingB correspondedC respondingD correspondent8 Since we’ve not _____B________ you before, we’d like to be paid by banker’s draftA dealt inB dealt withC dealt atD dealt for9 It creates its own branded products but also makes guitars ________B_________ distributors’ specifications.A atB toC inD by10 The two companies have had some initial _____D___________ by fax and nowface-to-face meeting is required.A lettersB emailsC faxesD correspondence11 We do hope we can reach an agreement ________D_______ the terms quoted.A forB ofC atD on12 In reply, we are _____C_______ you for 500 cases of Chinese Black Tea atAuD80 per case CIF Sydney.A providingB supplyingC offeringD granting13 This offer is ______B_______ to your reply reaching us before the 20th of February.A subjectingB subjectC subjectedD to subject14 Payment is to be ____D_______ by irrevocable L/C at sight.A done D conducted C paid D made15 They are ____D_ great demand abroad and our stocks are running down quickly.A atB ofC forD in16 We are confident that once you have tried our blouses, you will place repeat orderswith us _____C______ large quantities.A atB forC inD by17 Please note that we do not allow any commission _____B______ our blouses.A forB onC aboutD at18 The above offer is made _____C________ engagement and is subject to our finalconfirmation.A withB noC withoutD having19 ______A______ we are appreciating the good quality of your black tea, we regretthat your price appears to be on the high side.A WhileB WhenC HoweverD Therefore20 However, please note that it is only because we hope to obtain your futuresubstantial orders _____D______ we accept your requirements.A whichB whereC whatD thatPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 国内生产总值Gross Domestic Product2 国民生产总值Gross National Product3 人均GDP GDP per capita4 自然资源natural resources5 新生产业infant industry6 自由港free port7 战略产业strategic industry8 交货期delivery date9 保险insurance10 本地商会local Chamber of Commerce11 总值total value12 不可撤销信用证irrevocable Letter of Credit13 往来行correspondent bank14 清洁提单clean Bill of Lading15 分批装运part shipment16 成本加保险费运费价CIF(cost, insurance and freight)17 长期关系long-term relationship18 利润幅度profit margin19银行转帐bank transfer20 船上交货价FOB(Free on Board)Part III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.It’s essential to comply with all regulations if you want the delivery to gothrough without problems.如果你想要交货没有问题那就必须遵守所有条款。
Unit 6 Appointments and ArrangementsPart A Intensive ListeningPhoneticsDirections: Y ou’ll hear one word read from each group. Repeat for the first time you hear. Then listen again and tick them out (√)(1) a. high b. hide c. hate d. made(2) a. pub b. part c. part d. pet(3) a. mug b. mud c. mark d. march(4) a. but b. bark c. bar d. bat(5) a. hunt b. heart c. hat d. hurt2 . Directions:Y ou’ll hear eight sentences. Repeat for the first time you hear. Pay attention to the stresses and tones, Then listen again and write them down. Check your answers when you listen for the third time⏹(1)I’d like to arrange a meeting to discuss our new order sometime next week.⏹(2)Y ou’ll be having a lunch meeting with the department managers tomorrow.⏹(3) Could you please put off the negotiation to Tuesday July 21’st?⏹(4)The meeting is scheduled at 3 o’clock this afternoon in the conferenceroom.⏹(5)Could we meet and discuss the natter in detail?⏹(6)I’m calling about Wednesday’s appointment we made yesterday.⏹(7)Let’s draw up an agenda for our discussions together.⏹(8)I’m sorry I won’t be able to afford any time on the moring of next Friday. Part B Extensive ListeningDialoguesDirections: Y ou’ll hear 5 short dialogues in this section. At the end of each dialogue, one question will be asked. Each dialogue and question will be spoken only once. Mark the best answer for each question.W: I’d like to make an appointment to see you tomorrow. What time would you be available?M: I’ll be giving a presentation in the morning. So maybe any timebetween two and four in the afternoon.1.Q: What is the probable time for the speakers to meet?A: Nine o’clock in the morning.B. Twelve o’clock at noon.C. Three o’clock in the afternoonD. Half past four in the afternoon.2. W：Are you free on Thursday？M：I’m afraid I’m pretty booked up on Thursday. What about Friday?Q：What does the man mean?A: He can’t meet her on Thursday because he has to buy some books.B: He can’t meet her on Thursday because he has other appointments.C: He is willing to meet her on ThursdayD: He doesn’t want to meet her at all.3. W:I think we should give ourselves a day off. Why don’t we go for a picnic?M: It’s fun having some contact with the nature.Q: What does the man think of going for a picnic?A. He dislike the planB. He likes the plan.C, He is indifferent to the plan. D. He finds it not interesting.4. M: I need to call Mr. Clark in the Sydney office at ten their time. Do you know thetime difference?W: It’s two hours earlier in Sydney.Q: What time should the man place the call?A. At two o’clock.B. At eight o’clockC. At ten o’clock.D. At twelve o’clock.5. M: Today is Monday. Am I supposed to meet Linda tomorrow?W: No, sir. It’s the day after tomorrow.Q: What day is the man supposed to meet Linda?A: Monday. B. Tuesday.Conversation1Planning a visit to LondonWords and Expressionsdigital adj.数字的routine meeting 例会call in 来访make a note of sb.做笔记Useful Sentences1.Can you put me through to…,please?2.Can we make it…?3.Would the morning of next Friday suit you?4.That’s fine by me.5.I’d like to make an appointment to see…6.When do you think you could arrange the meeting?7.What is the most convenient time for you?8.There is nothing special on your schedule tomorrow morning.C. Wednesday.D. Thursday.Directions: Listen to the conversation and complete the following exercises. Jennifer: Good morning. Marketing Department, how can I help you?Frank: Hi, is that you, Jennifer? This is Frank Green.Jennifer: Oh, hello Frank. Nice to hear from you. How are you doing these days? Frank: I’m doing well. Listen. I’m coming to London in October and I’d like to call in to discuss the marketing of the digital camera SK36. Jennifer: Great. When are you planning to come?Frank: Well, I’m visiting someone in Paris on the 13thand 14th .I thought I’d fly to London on the evening of the 14th.Would the 15th be OK? Jennifer: Let me check my schedule. Right. Here we are. Er…yes! I’m free onthe 15th.Frank: Thursday, the 15th.would the morning suit you?Jennifer: Y es, that would be fine.Frank: Shall we say nine o’clock?Jennifer: Can we make it half past nine? The routine meetingfinishes at 9:00,just in case…Frank: Oh, yes. That’s fine by me. I’m seeing someone in theafternoon, and I can book my flight back to New Y ork for thatevening. But I’ll have to go to Sydney for a trade fair after theweekend. Well, nice talking to you, Jennifer. I ’ll see you on the15th at 9:30.Jennifer: See you then, bye.Section AChoose the answer to each of the following questions.1.What’s the purpose of Frank’s visit to London?A. Visiting colleagues.B. Inspecting business operation.C. Working on a marketing plan.D. Selling digital cameras.2. Where is Frank usually based?A. London.B. New Y orkC. ParisD. Sydney.3. On what day will Frank arrive in London?A. Friday.B. Thursday.C. Wednesday.D. Tuesday.4.How many nights does Frank plan to stay in London?A. Not mentioned.B. One.C. Two.D. Three.5.What will Jennifer being doing before her meeting with Frank in the morning?A. Attending a regular meeting.B. Meeting a client.C. Two.D. Nothing, she is free.Section BListen to conversations again and fill in the blanks with thewords you hear.Frank will visit someone in Paris on the 13th and 14th inOctober. He plans to call in Jennifer’s office in London todiscuss the marking of the digital camera SK36 on Thursdaythe 15th.After seeing someone in the afternoon the same day,he is leaving for New Y ork that evening.Conversation 2A Five-day VisitW ords and ExpressionsTentative adj.暂定的Itinerary n行程。
