目錄市場開發(fā)與營銷 1一、詞匯100 1二、對話30組 7三、文章閱讀 19市場開發(fā)與營銷一、詞匯1001.market['mɑ:kit]n.市場consumermarkets消費品市場consumer/householdmarket消費者/家庭市場coverageofgeographicmarket地域性市場的范圍decliningmarkets衰退市場evolutionofmarket市場演變existingmarket現(xiàn)有市場2.marketing['mɑ:kiti?]n.市場營銷differentiatedmarketing差異化營銷directmarketing直接營銷globalmarketingcontrol全球營銷控制ethicsofmarketing營銷倫理道德directmarketingviaadvertisingmedia通廣告媒體的直接營銷contractualverticalmarketingsystems合約式垂直營銷系統(tǒng)corporateverticalmarketingsystems公司式垂直營銷系統(tǒng)costsandbenefitsofmarketingfunctions營銷職能的成本和效益2.demand[di'mɑ:nd]n.需求priceelasticityofdemand需求的價格彈性primarydemand基本需求selectivedemand選擇性需求deriveddemand派生需求4.goods[ɡudz]n.商品conveniencegoods便利品emergencygoods急需品freegoods免費商品impulsegoods沖動購買品softgoods非耐用品5.service['s?:vis]n.服務(wù)serviceguarantees服務(wù)保證serviceindustry服務(wù)產(chǎn)業(yè)serviceorganization服務(wù)組織servicequality服務(wù)質(zhì)量6.customer['k?st?m?]顧客customersatisfaction顧客滿意customarypricing習(xí)慣性定價法customeranalysis顧客分析customercontact顧客接觸customerdemand顧客需求customerintimacy顧客親密度customerloyalty顧客忠誠度customerneed顧客需要customerorganizationofsalesforce按客戶組織銷售隊伍customerretention顧客維系/保留customersatisfaction顧客滿意度customersegmentpricing顧客細分市場定價customerservice顧客服務(wù)customer-orientedpricing顧客導(dǎo)向定價法7.transaction[tr?n'z?k??n]n.交易exchangeandtransaction交換和交易transactioncostanalysis(TCA)交易成本分析8.marketer['mɑ:kit?]n.營銷者marketersandprospect營銷者和預(yù)期顧客9.concept['k?nsept]觀念productionconcept生產(chǎn)觀念productconcept產(chǎn)品觀念sellingconcept推銷觀念marketingconcept市場營銷觀念societalconcept社會營銷觀念10.customer['k?st?m?]n.顧客lostcustomer失去的顧客customerdeliveredvalue顧客讓渡價值totalcustomervalue顧客總價值totalcustomercost顧客總成本customersatisfaction顧客滿意keepcustomer維系顧客11.advertising['?dv?taizi?]廣告advertisingandmarketsegmentation市場細分advertisingandsalespromotion廣告促進advertisingeffects廣告效果advertisingethics廣告?zhèn)惱淼赖耡dvertisingfeedback廣告反饋advertisingfrequency廣告頻率advertisingmedia廣告媒體advertisingmessage廣告信息advertisingreach廣告接受人數(shù)advertisingsource廣告信息來源12.brand[br?nd]品牌brandawareness品牌意識/認知brandextensions品牌擴展brandloyalty品牌忠誠度brandmark品牌標志brandname品牌名稱brandpositioning品牌定位brandrecognition品牌識別brandstrategies品牌戰(zhàn)略brandingstrategy品牌化戰(zhàn)略branding品牌化brand'sequity品牌的價值13.channel['t??n?l]渠道channelconflicts渠道沖突channeldecisions渠道決策channelfunctions渠道功能channelinstitutions渠道組織結(jié)構(gòu)channelmanagement渠道管理channelobjectives渠道目標channelofdistribution分銷渠道channelpower渠道權(quán)力channel-controlstrategies渠道控制戰(zhàn)略channel-designdecisions渠道設(shè)計決策channel-managementdecisions渠道管策channelsofcommunication傳播渠道14.competition[,k?mpi'ti??n]競爭competitionandindustryevolution競爭和行業(yè)演變competition-orientatedpricing競爭導(dǎo)向定價法competitiveadvantage競爭優(yōu)勢competitive(supply-side)evolution競爭（供方）演變competitivefactors競爭因素competitiveintelligence競爭情報/信息competitiveparitypromotionbudgeting競爭均勢促銷預(yù)算法competitivestrategy競爭戰(zhàn)略competitivestrength競爭優(yōu)勢/能力competitoranalysis競爭者分析15.competitor[k?m'petit?]競爭者desiredcompetitors愿望競爭者genericcompetitors屬類競爭者productcompetitors產(chǎn)品形式競爭者brandcompetitors品牌競爭者16.product['pr?d?kt]產(chǎn)品productpolicies產(chǎn)品策略productpositioning產(chǎn)品定位productquality產(chǎn)品質(zhì)量productscope產(chǎn)品范圍productspace產(chǎn)品位置productspecifications產(chǎn)品規(guī)格productsystems產(chǎn)品體系producttype產(chǎn)品類型productusage產(chǎn)品用途productline產(chǎn)品線productcategory產(chǎn)品類別productdecisions產(chǎn)品決策productdesign產(chǎn)品設(shè)計productdevelopment產(chǎn)品開發(fā)productdimensionorattributes產(chǎn)品維度/屬性productevolution產(chǎn)品演變productfeatures產(chǎn)品特征productleadership產(chǎn)品領(lǐng)導(dǎo)能力productlifecycle(PLC)產(chǎn)品生命周期17.promotion[pr?u'm?u??n]促銷promotionalallowance促銷折讓promotionaleffort促銷努力promotionalpricing促銷定價promotiondecisions促銷決策promotionmix促銷組合promotionpolicies促銷策略18.quality['kw?l?ti]質(zhì)量servicequality服務(wù)質(zhì)量targetlevelofproductquality產(chǎn)品質(zhì)量標準totalqualitymanagemnt(TQM)全面質(zhì)量管理oeverallquality總體質(zhì)量19.price[prais]價格pricediscrimination價格歧視priceelasticityofdemand需pricefixing價格設(shè)定priceleaders價格領(lǐng)導(dǎo)者pricepromotion價格促銷pricequotation報價pricesensitivity價格敏感度pricestructure價格結(jié)20.potential[p?u'ten??l]潛在的potentialadvantages潛在優(yōu)勢potentialcustomer潛在顧客potentialmarket潛在市場potentialtargetmarket潛在目標市場21.sale[seil]銷售salesagents銷售代理商salesanalysis銷售分析salesforecasting銷售預(yù)測salesmanagement銷售管理salesorganization銷售組織salesperformance銷售表現(xiàn)/業(yè)績22.target['tɑ:ɡit]目標targetaudience目標受眾targetreturnprice目標回報價格targetingstrategy目標市場選擇戰(zhàn)略targetmarket目標市場23.research[ri's?:t?]調(diào)研marketingresearch市場調(diào)研descriptiveresearch描述性調(diào)研interpretiveresearch解釋性調(diào)研predictiveresearch預(yù)測性調(diào)研24.environment[in'vai?r?nm?nt]環(huán)境environmentandpackagingdisposal環(huán)境與包裝處理environmentfactors環(huán)境因素environmentalscanning環(huán)境掃描/分析macro-marketingenvironment宏觀營銷環(huán)境profit['pr?fit]利潤grossprofit毛利non-profitorganization非營利組織non-profitorganizationmarket非營利組織市場profitability盈利性/盈利能力profit-and-lossstatement損益表26.personal['p?:s?nl]人員personalselling人員推銷personalsources個人的信息來源personneldevelopment人力資源開發(fā)27.performance[p?'f?:m?ns]業(yè)績、功能performancedimension業(yè)績標準performanceevaluation業(yè)績評估performancemeasures表現(xiàn)/業(yè)績測度performanceobjective績效目標performancestandards績效標準28.packaging['p?kid?i?]包裝recyclingofpackaging包裝回收（利用）environmentandpackagingdisposal環(huán)境與包裝處理29.export['eksp?:t]出口exportagents出口代理（商）exportjobbers出口批發(fā)商exportmanagementcompany出口管理公司exportmerchants出口貿(mào)易商30.import['imp?:t]進口31.retail['ri:teil]零售retailcoveragestrategy零售范圍戰(zhàn)略RetailIndex零售指數(shù)retailoutlets零售店retailsales零售額retailerco-operatives零售商合作社retailer零售商retailingtrends零售趨勢32.reseller['ri:sel?]中間商33.wholesalers批發(fā)商34.quotas[k'w??t?z]定額35.quantity['kw?nt?ti]數(shù)量36.discount['diskaunt]折扣cashdiscount現(xiàn)金折扣37.publics['p?blik]n.公眾publicorganization公共組織publicrelations公共關(guān)系publicutilities公共設(shè)施publicity公共宣傳38.group[ɡru:p]群體referencegroup參照群體primarygroup直接群體secondarygroup間接群體sepirationalgroups崇拜性群體39.channel['t??n?l]渠道channelofdistribution分銷渠道channelpower渠道權(quán)力channel-controlstrategies渠道控制戰(zhàn)略channel-designdecisions渠道設(shè)計決策channelsofcommunication傳播渠道40.buyers['bai?]購買者buyingbehavior購買行為buyingcenter采購中心buyinginertia購買慣性buyingintention購買意圖buyingoffices連鎖商店的buyingpowerindes(BPI)buyingsituation采購情況buyingtask采購任務(wù)41.credibility[,kredi'bil?ti]信譽42.coupon['ku:p?n]優(yōu)惠券43.data['deit?]數(shù)據(jù)datacollection數(shù)據(jù)收集dataconfidentiality數(shù)據(jù)保密dataresearch數(shù)據(jù)研究datasources數(shù)據(jù)來源44.delivery[di'liv?ri]配送45.empowerment[im'pau?m?nt]授權(quán)46.salary['s?l?ri]工資fixedsalary固定工資47.territories['terit?riz]區(qū)域48.inventory['inv?nt?ri]庫存49.innovation[,in?u'vei??n]創(chuàng)新50.jointventures[d??int]['vent??]合資51.booth[bu:e]展位52.CIF=cost,InsuranceandFreight到岸價格（成本、保險費加運費）53.FOB=FreeonBoard離岸價格54.sample['sɑ:mpl]n.樣品；樣本55.cooperation[k?u,?p?'rei??n]n.合作，協(xié)作；協(xié)力56.asset['?set]n.資產(chǎn)57.merger['m?:d??]n.（企業(yè)等的）合并；并購58.e-commerce['i:,k?m?:s]n.電子商務(wù)59.bundle['b?ndl]vt.捆綁60.barcodes條形碼61.commitment[k?'mitm?nt]n.承諾，保證；委托62.event[i'vent]n.活動63.supplychain供應(yīng)鏈64.barrier['b?ri?]n.障礙物，屏障entrybarriers進入壁壘mobilitybarriers流動壁壘exitbarriers退出壁壘65.attack[?'t?k]n./v.攻擊frontalattack正面進攻flankattack側(cè)翼進攻encirclementattack包圍進攻bypassattack迂回進攻66.culture['k?lt??]n.文化subcultures亞文化67.motivation[,m?uti'vei??n]n.動機68.risk[risk]n.風(fēng)險riskadverse風(fēng)險規(guī)避risktaking風(fēng)險愛好69.R&D:researchanddevelopment研發(fā)70.SWOT分析：strength優(yōu)勢、weakness劣勢、opportunity機會、threats威脅71.EDS：electronicdatasystems電子數(shù)據(jù)系統(tǒng)72.CE：concurrentengineering并行工程73.accessibility[?k,ses?'bil?ti]n.可進入性74.barter['bɑ:t?]vi.進行易貨貿(mào)易；討價還價n.實物交易75.benchmarking['bent?,mɑ:ki?]n.基準76.auto['?:t?u]n.自動autorepair汽車維修automationservices自動服務(wù)automobileindustry汽車產(chǎn)業(yè)77.bribery['braib?ri]n.賄賂；受賄；行賄78.Carnival['kɑ:niv?l]n.狂歡節(jié)，嘉年華會79.HQ:headquarters[,hed'kw?:t?z]n.總部80.exchange[iks't?eind?]n.交換81.fads[f?d]n.時尚；一時流行的狂熱82.income['ink?m]n.收入83.lifestyle['laifstail]n.生活方式84.boost[bu:st]vt.促進；增加n./vi.宣揚85.textile['tekstail]n.紡織品，織物adj.紡織的86.revenue['rev?nju]n.稅收89.competition[,k?mpi'ti??n]n.競爭；比賽，競賽90.CEO:ChiefExecutiveOfficer首席執(zhí)行官91.quarter['kw?:t?]n.四分之一；季度92.percent[p?'sent]n.百分比，百分率；部分；百分數(shù)93.rival['raiv?l]n.對手；競爭者94.investor[in'vest?]n.投資者95.alliance[?'lai?ns]n.聯(lián)盟，聯(lián)合96.vendor['vend?:]n.賣主；自動售貨機97.forecast['f?:kɑ:st]vt./n.預(yù)報，預(yù)測；預(yù)示98.annual['?nju?l]adj.年度的；每年的99.domestic[d?u'mestik]adj.國內(nèi)的；家庭的100.platform['pl?tf?:m]n.平臺二、對話30組Dialogue1LiHong：Excuseme，areyouMr?JohsonfromNewYork?MikeJohnson:Yes,I’mMikeJohnson.LiHong:Howdoyoudo?MikeJohnson:Howdoyoudo?LiHong:MynameisLiHong.I’mfromShanghaiImportandExportCo.Ltd.MikeJohnson:I’mverygladtomeetyou,MissLi.LiHong:Gladtomeetyou,too,Mr?Johnson.Ourmanageraskedmetocomeandmeetyou.MikeJohnson:Thankyouformeetingme.LiHong:You’rewelcome.Hopeyouhadagoodtrip.MikeJohnson:Ihadaverygoodflight.Bytheway,pleasecallmeMikeLiHong:OK,Mike.AndyoumaycallmebymyEnglishname,Lily.MikeJohnson:OK,Lily.Dialogue2Receptionist:EagleTradingCompany.CanIhelpyou?Caller:Hello,I’mcallingfromHongKong.ThisisFar-EastCompany.MayIspeaktoMr?Smith?Receptionist:Heisnotaround.He’satameetingnow.Caller:Whenwillhebefree?Receptionist:Sorry,I’mnotsure.Caller:CanIleaveyouamessage?Receptionist:Yes,please.Caller:Pleasetellhimtocallmebackassoonasheisfree.Thereissomethingurgenttobediscussed.Receptionist:OK.MayIhaveyournameandnumber,please?Caller:Maryandthenumberis7654887.Receptionist:7654887.I’vemadeanoteofit.I’llmakesurehecallsyou.Thanksforcalling,goodbye.Dialogue3Mr.Smith:Hello,Mr.Liu.ThisisDanielSmithspeaking.Mr.Liu:Hello,Mr.Smith,nicetohearyourvoiceagain.IsthereanythingIcandoforyou?Mr.Smith:Oh,Mr.Liu,aftercarefulconsideration,ourcompanyhasdecidedtotakepartinthe7thShenzhenHi-TechFair.Mr.Liu:I’msohappytohearthat.Youwon’tbedisappointedbyyourdecision.Mr.Smith:I’dliketobookabooth.Arethereanyleft?Mr.Liu:Yes,butwhatkindofboothdoyouprefer?Mr.Smith:ArethereanyboothsleftinRegionA?Mr.Liu:Sorry,alltheboothsinRegionAhavebeenordered.Mr.Smith:Oh,thencouldyourecommendsometomeinotherregions?Mr.Liu:ThereisoneinRegionBI’dliketorecommend.It’sinthemiddleofthefirstlinefacingthegate.It’sthebestplaceforabooth.Mr.Smith:Soundsgreat.Whatisthepriceforit?Mr.Liu:Thepriceis$3,000forthebooth.Mr.Smith:Fine,I’lltakethebooth.I’llfaxtheregistrationformtoyouinaminute.Mr.Liu:Thankyou.Dialogue4Exhibitor:Goodmorning,Miss.Welcometoourbooth.Visitor:Goodmorning,I’minterestedinyourelectronicproducts.Whereareyoufrom?Exhibitor:WearefromtheNortheastofChina.ThisisthefirsttimewearetakingpartinthisHI-TechFair.Visitor:Oh,What’sthis?Canyoutellmesomethingaboutit?Exhibitor:Thisisoneofournewproducts,andthere’snothingsimilaronthemarketyet.Visitor:Isthatso?Letmehaveacloselookatit.Doyouhaveanybookletsaboutit?Exhibitor:Sure,hereisabrochureaboutourcompanyandtheproducts.Visitor:Anycatalogsandsomemoredetailedinformation?Exhibitor:Yes,pleaseleaveyourbusinesscard.I’llfaxalltheinformationyouneedaftertheexhibition.Visitor:Fine,hereismycard.Pleasecontactmeasearlyasyoucan.Exhibitor:OK,thankyouforcoming.Dialogue5Manufacturer:Mr.Jones,shallwetalkaboutthepacking?Packager:Sure.Weuseapolythenewrapperforeachshirt,readyforwindowdisplay.Manufacturer:Good,aneye-catchingwrappingwillhelppushsales.Packager:Right,customersalwayspaygreatattentiontothepacking.Manufacturer:Packagesare“silentsalespeople”,aren’tthey?Packager:Yes.I’msureourpackingwillbeidealforsellingyourproducts.Manufacturer:Thenwhatistheouterpacking?Packager:Well,theshirtsarepackedinplastic-linedwater-proofcartons.Manufacturer:Whynotwoodencases?Packager:Itwouldcostmore.Manufacturer:Allright.Weagreetousecartonsforouterpacking.Dialogue6Purchaser:MayIhaveyouroffersforitemsNo.70and80.Seller:Hereyouare.I’msureyouwillfindourpricesveryfavorable.Purchaser:AreyourquotationsCIF?Seller:Yes,butwecanmakethemFOBifyoulike.Purchaser:Howlongwilltheoffersremaingood/valid?Seller:TheywillremainfirmstillSaturday.Purchaser:Couldyouprovidesomesamplesfreeofcharge?Seller:Sorry,wecan’t.Butwecandiscountthecostofsamples.Purchaser:Forahighvolumeorder,doyouofferspecialterms?Seller:Sure,howmanypieceswouldyouliketoorder?Purchaser:9,000pieces.Seller:Well,forthisnumber,wewouldreduceourunitpriceby1%.Purchaser:Thankyouandthat’sadeal.Seller:Thankyou.Dialogue7Salesman:Morning,sir.WhatcanIdoforyou?Customer:I’dliketobuyaVolkswagenBora.Canyouhelpme?Salesman:Ofcourse,sir.Youaremakingagoodchoice.VolkswagenhasmadealotofdesignimprovementsinthenewBora.Customer:Whatcomeswiththestandard?Salesman:Onallournewcars,thestandardsinclude:airconditioning,anti-lockbrakessystems,airbags,andanAM/FMstereowithaCDplayer.Customer:Andwhataboutthesunroof?Isthatstandard?Salesman:No,thesunroofisoptional,sir.Customer:Isee.Anotherimportantthingisdelivery.WhencanIgetthiscar?Salesman:Well,ifyouorderonenow,wewillhaveitforyouinMay.Customer:That’sgoodenough,Ithink.WhatcolorsdoesthenewBoracomein?Salesman:Wehavethisnewmodelinred,white,blueorsilver.Thesearethestandardcolors.Customer:Ipreferthesilver.Salesman:ThatcolorisverypopularwithBorabuyers.Customer:Well,IthinkIwouldliketoorderthenewBorathen.Salesman:Okay,sir.Iwillgetthepaperworkreadyforyou.Justamoment.Dialogue8Seller:WhatcanIdoforyou,sir?Purchaser:Doyouhavemotors?Seller:Whattypeofmotorareyoulookingfor?Purchaser:Whattypescanyousupply?Seller:Well,hereisourcatalog.Youshouldbeabletofindthetypeyouneed.Purchaser:OK.Thistypeiswhatweneed.CanIgetitrightnow?Seller:Sure,wehavealargestockofit.Purchaser:Bytheway,doyouhavesuchanindicatoronsale?Seller:Yes,hereisthesample.Purchaser:Thisistoocrudely-made.Seller:Butourpriceisverycompetitive.Purchaser:Howaboutitsqualityandperformance?Seller:Itworksverywell.Dialogue9Agent:Miss,mayIhelpyou?Customer:Yes.Canyoushowmewheretheduplexapartmentsarelocated?Agent:Sure.Pleasetakealookatthemodelofthebuilding.IThasatotalof22floors,andtheduplexsuitesareonthefirstfloorandthetopfloor.Customer:Whatistheareaofthesetwosuitesrespectively?Agent:Theybothhaveagrossareaofapproximately180squaremeters.Customer:Ijustwonderedwhythereissuchapricedifferencebetweenthem.Agent:That’sbecauseoftheview.Thesuiteonthetopfloorhasaseaview.Customer:Howaboutthedirectionforit?Agent:Iffacessouth,whichisthebestdirectionforthewholebuilding.Customer:Whenisthecompletiondate?Agent:ThecompletiondatewillbeNovember20,2008.Customer:Ihavetothinkitover.ThankyouforyourhelpAgent:You’rewelcome.Dialogue10Interviewer:Whatmadeyouchooseourcompany?Applicant:Workinginaninternationalcompanywillhelpmeimprovemyabilities.Interviewer:Haveyoudoneanysalesworkbefore?Applicant:No,Ihaven’t.ButIworkhardandlearnfast.IbelieveIcanmakeagoodsalesrepresentative.Interviewer:DoyouspeakCantonese?Applicant:Yes,IcanspeakbothCantoneseandMandarin.Interviewer:Ifyoutakethisjob,you’llhavetotravelalot.Wouldyoumindthat?Applicant:No.I’myoungandunmarried.Thatwon’tbeaproblem.Interviewer:Whatstartingsalarywouldyouexpect?Applicant:Ifpossible,I’dliketostartatabout2,000Yuanamonth.Interviewer:You’regood.We’llletyouknowtheresultin3days.Hopetoseeyouagain.Applicant:Thankyouforyourtime.I’llbelookingforwardtoyourcall.Dialogue11A:ThereareadvertisementseverywherehereinHangKong.Thecityissobrightatnight,withalltheneonsigns.B:Ilikeit.Itmakesthecityfeelalive.IlikeallthedifferentcolorsandIlikethebillboardswitheye-catchingpicturesandslogans.A;Ithinkthattherearetoomanyofthem.Ithinkthatcompaniesspendfartoomuchmoneyonadvertising.Theyshouldhavelowerpricesinstead.Thentheywouldseemore.B;Iseeyourpoint,butifcompaniesdidn’tspendmoneyonadvertising,noonewouldhearabouttheirproducts.Iagreethatsomeformofadvertisingcanbeannoying.Idon’tlikeitwhenpeopletrytogiveyouleafletswithinformationaboutproductsyouhavenointentionofbuying.A;Ireallyhatereceivingspam.Ialsodislikehavingtolistentoadvertisementsandjingleswhentheyarebroadcastinstoresoronthesubway.B:Yes,thatannoysmetoo.Withbillboards,youcanlookaway,butwithbroadcasts,youcan’tavoidthem.Ilikethewaythatadvertisingagenciesusecomedyintheircampaign.A：Ilikethattoo.Idon’tlikethewaythatadvertisingcampaignoftentellyouifyoudon’tbuyacertainproduct,you’renotcoolormodernorefficientorsomething.B:Thatkindofadvertisingseemstobeverycommonwithbrandnameproducts.Theyarealwaystryingtomaintainbrandloyalty.Dialogue12WangTian:Doyouhaveanysalesexperience?XiaoLin:Yes,Iworkedinafashionshopasaparttimesalesgirl.WangTian:Whatkindofworkareyoudoingnow?XiaoLin:I'mworkingasanexportsalesstaffmemberforatradecompany.WangTian:Whereareyouworking?XiaoLin:IworkatYangshiTradeCompanyLtd.Ihavebeenworkingtheresince1997.Dialogue13Neal:Wouldyouliketotravel?ZhuYang:Oh,yes.Ioftenwentonbusinesstripsinthepastsixyears.Neal:Howmanylanguagescanyouspeakinadditiontoyourmothertongue?ZhuYang:IspeakEnglishandFrenchinadditiontomymothertongue,Chinese.Neal:That'sfine.Whatsalarydoyougetatyourpresentposition?ZhuYang:Mypresentmonthlysalaryis$1,500.Neal:We'llstartyouoffwithabasesalaryof$20,000ayear,withbonusesthatcanaddupto$40,000.Acompanycar,andacompanypensionscheme.Isthatacceptabletoyou?ZhuYang:Ithinkso.Neal:Excellent.Well,thankyouverymuch,Mr.ZhuYang,andyou'llbehearingfromusinthenextfewdays,eitherway.ZhuYang:Thankyou.Mr.Neal,andIcertainlyhopetheanswerwillbefavorable.Goodbye.Dialogue14Mitchell:Haveyouhadanyexperiencewithsaleswork?YangQian:Yes,Ihave.Infact,Ihadworkedforaforeigntradecompanyfornearlytwoyears,whereIestablishedbusinesstieswithseveralfirms.Mitchell:Whatexactlydidyoudoatthatcompany?YangQian:Visitcustomers,dispatchconsignmentsandthingslikethat.Mitchell:Didyoulikeyourwork?YangQian:Yes,Idid.Mitchell:Butwhenandwhydidyouleavethecompany?YangQian:Ileftittwomonthsago.Ididn'tthinkIcouldlearnmuchthere,andtherewerenotmanyopportunitiesforself-development.Mitchell:Isee.Whydidyouchooseourcompany?YangQian:I'vebeeninformedthattherearemanyopportunitiestodevelopmyselfinyourcompany.Besides,IgrewupinacityintheNortheast.Ihavelotsofacquaintancesintheregion,whichmighthelptopushsales.Dialogue15A：Whatdoyouthingarethemostimportantthingstodowhenrunningabusiness?B:Well,thereareseveralthings.Ofcourse,youmustdoeverythingyoucantokeepcostsdownandrevenueshigh.A:So,doyouthinkworkersshouldbepaidaslittleaspossible?B:No.ifyoudothat,theworkerswon’tliketheirjobs.Theywillbelessefficientandyouwillgetahighstaffturnover.Thosethingswillincreaseyoucosts.A:Howcanabusinessmaximizerevenues?B:Youneedtoinvestinsomegoodadvertising.Youhavetoknowwhereyourpotentialcustomersareandtargetthem.It’snogoodtryingtosellcomputergamestoolderpeople.Themarketistoosmall.A:Whatelsedoyousuggest?B:Findoutwhatothercompanieschargeforthesameproductsorservices.Priceyourselfnearthelowend.Don’tbemuchcheaperthaneveryoneelse,becausemanycustomersdistrustverycheapthings.Theythinkthatismustbepoorqualityifit’sthatcheap.Dialogue16A:Whatdoyouthinkweneedtodotogetournewbranchofficerunningwell?B:First,I‘dmakesurethatwehaveagood,local,corporatelawyer.Heorshewillknowallthelocallawsandregulations.A:That’sveryimportant.Afriendrecommendedagoodlawfirmtome.We’llneedsomeonetohirestaff.B:IthinkthatweshouldsendoneofourHRpeopletodothat.Idon’tthinkweshoulduseanagency,becausetheywon’tbefamiliarwiththetypeofpeopleweemploy.Havewedecideonthelocationofthebranchoffice?A;Yes.Wehave.Wechosethelocationinthenortheastofthecity,nottoofarfromtheairportandontheedgeoftheCBD.B;Whydidn’twechooseanofficeintheCBD?A:Theofficesthereweretooexpensive.Havewenegotiatedanycontractsyes?B:Yes.We’vesignedtwocontractswithcompaniesthatwealreadydoworkforinothercountries.Wehopetosignanotherthreethismonth.A:Whenwillthebranchofficeopen?B:Hopefullynextmonth.Everythingisalittlerushed.Weshouldbeabletosetupourbranchofficeandexpandourbusinessquickly.A:Hasandadvertisingcampaignbeenprepared?B:Yes,ithas.We’regoingtotargetthebusinesscommunitythroughbusinessmagazine.A:Imadeplentyofbusinesscontractsonmylastvisitandthroughtheembassy.Weshouldbeabletogetplentyofcustomers.Dialogue17A：ExcusememayIknowthenameofyourcorporation?B：ChinaNationalTextilesImportandExportCorporationA：Wefoundyoursamplesveryattractive.We'reinterestedinbuyingyourgarmentsifyourpricesarereasonableB：Ourproductsareofgoodquality.Sincethepricesoftextileshavegoneupintheworldmarket.We'vehadtoincreasethemonsomeitemsbyabouttenpercent.IfyouplacealargeorderItispossibleforustocutdownthepricesbyfivepercentA：CanIhaveareductionofsevenpercent?B：ItdependsonhowmuchyouorderA：CanIusetheFASclause／terms?B：I'dratherusetheCIFclause／terms.You'rewelcometocometotalkaboutitindetailwithyourgeneralmanagerandsignacontractDialogue18A:What’syourworkingdaylike?B:Ihaveatypical9to5job.Actually,Iworkalittlelongerthan9to5mostdays.A:Doyougetpaidovertime?B:No,Idon’t.Igetabonuseachmonth,dependingonthevalueofthecontractsIsignwithclients.A:Doyouhaveanybreaks?B:Wehaveanhour-longlunchbreakform12to1.wecantakecoffeebreaksduringtheday.Mybossdoesn’tmind,aslongaswegetoutworkdoneontime.A:Mybossgetsannoyedifwetakecoffeebreaks.Isupposeyourjobinvolvesalotpaperwork,doesn’tit?B:There’ssomepaperwork,butmostofthetimeweputanyinformationontocomputers.Thenwecansendinformationtoeachotherbyemailoracrossthenetwork.Doyouworkinacubicle?A:Yes,Ido.Idon’tlikeitverymuch.B:Iworkinacubicletoo,butIIdon’tmindit.Dialogue19A:WelcometoABCelectronics.First,letmegooverwhatwedointhedepartmentduringatypicalworkday.B:Ok.Iunderstandthatwebasicallyworkform8:30to5:30withanhour-longlunchbreakfrom12to1,right?A:That’sright,althoughwedoexpectyoutodoalittleovertimeifthere’ssomethingimportanttodo.Thelunchbreakisflexible.Youcangoalittleearlieroralittlelaterifyouprefer.B:That’sfine.IsitOKtohaveacoffeebreakduringtheworkingday?A:Ofcourse.Themainthingisthatallourworkmustbecompletedonschedule.Weevenallowouremployeetogohomeearlyiftheyfinishtheirworkearly.B:Howoftendoyouhavemeetings?A:YoushouldattendadepartmentmeetingeveryMondaymorning.Thereareothermeetingsforpeopleworkingtogetheroncertainprojects.Departmentheadsalsoattendaninterdepartmentalmeetingeachweek.B:I’vemetsomeofmycolleaguesalready.I’msurewe’llgetonwelltogether.A:Youareentitledtoacompanycar.Haveyouseenityet?B:Iwastoldtotakealookatitthisafternoonandtakecareofallthepaperwork.A:Ok.Thisisyourcubicle.Atfirst,you’llberesponsibletome.Later,you’llbeworkingmoreindependently.B:That’sfine.Ineedtolearnhowyoudothingsherefirst.Salariesarepaiddirectlyintoourbankaccount,aren’tthey?A:That’sright.Makesureyougivetheaccountsdepartmentallyourbankaccountdetailsassoonaspossible.Dialogue20A:We’rehavingadepartmentmeetingat10o’clock,ok?B:That’sfine…Ineedtopickupsomestationary-youknow,astapler,scissors,files,whoshouldIseeaboutthat?A:SeeJulie,thereceptionist.Sheknowswhereallthatstuffiskept.Youmightlikeacalendarforyoudesk.Shecangiveyouoneofthosetoo.B:Thanks.Ineedtomakeafewphotocopies.A:Thephotocopierisnearmyoffice.Comeon,I’llshowyouwhereitis.B:Doyouenjoyworkinginthisoffice?A:Yes,Ido.Everyone’sreallyfriendly.Sometimes,IwishIworkedoutdoorsmore,especiallyduringthesummer.B:What’susuallydiscussedatthedepartmentmeetings?A:Weusuallytelleachotherwherewearewithvariousclientsandpotentialclients.Thebossassignsextradutiestopeoplewhoshethinkscanbestdealwiththem.It’salsoachancetoputforwardsuggestionsandideas.Besuretospeakupifyouhaveany.Dialogue21A:Whatdidyoudoattheofficetoday?B:Ihadareallybusyday.Ihadtoworkalittleovertime.Inthemorninganimportantclientcalledtoplacealargeorder.Ihadtochecksomethingswithmycolleaguesbeforeconfirmingtheorder.A:Whatkindofthingsdidyouneedtocheck?B:Themostimportantthingwastocheckthatwehadthegoodsinstock.Ifthegoodsareinstock,wecandeliverthemimmediately.Ialsohadtochecktheprice.Thiscustomerisveryimportant,sotheygetspecialprices.A:Isee.Didanythingelsehappen?B:IreceivedalotofemailsfrompotentialclientsthatIhadtoanswer.Eachtime,Ihad