1、2Your company wants to improve work environment in the office. Talk together for 2minutes about some of the things that are important for this and decide which three would be the most important. Here are some ideas to help you.A: Lanlan, you look tired.B: Yes, I am sleepy. I worked late last night.

2、Whats more, the office is so dark. Every time I come to the office and I feel tired.A: So do I. Have you heard that our company wants to improve work environment in the office?B: Really? Thats wonderful. I think lighting is important. Good lighting can make the rooms more pleasant to work in.A: You

3、are right. Bad lighting also do harm to our eyes. The second thing we can do is to improve air quality.B: I quite agree with you. The air is a bit stuffy in the offices. We need bigger windows.A: Thats true, and we should ban smoking in the offices. Im sure in this way the air quality will be better

4、.B: And we need more file cabinets. Every desk has several piles of files. If we have more cabinets, the files can be kept in them.A: Then we will have more working space. And the office will look clean and tidy, too.B: So lighting, air quality and file cabinet are the most important things to consi

5、der.A: Youre absolutely right. 4 You have been asked to carry out market research for a new brand of cosmetic. Talk together for about 2 minutes about what methods can be used and decide which three would be the most effective. Here are some ideas to help you.A: Lanlan，morning, our manager asked us

6、to carry out market research for the new brand of cosmetic.B: Yes, what do you think of it? What methods can we use?A: I think face-to-face questionnaire, telephoning and interview are the most effective research methods. Face-to-face questionnaire is a direct way to collect the information.B: Yes,

7、its also one of the most effective ways. And we dont have to worry about how to collect the questionnaire. A carefully designed questionnaire will be helpful in collecting information.A: Thats true. Another good method is telephoning. People will relax and feel free to talk more while on the phone.B

8、: I quite agree with you. But I dont think interview is effective.A: Why? We can choose the interviewers and classify them. Then we will know what kind of people are the potential customers.B: But its difficult to choose a proper place for the interview. And it will cost much time.A: Maybe you are r

9、ight. How about delivering free samples with the feedback form?B: It is one of the effective methods. Free samples will help customers to learn more about our products. So their opinions will be valuable.A: Ok. Thats settled.5At the Frankfurt Exposition, Mr. Black shows interest in mens shirts and j

10、eans and is inquiring about them. Mr. Gao, a sales clerk of Jingjiang Garments Imp. & Exp. Corp, receives him at his stand. They talk about quantity, specification, time of delivery and payment terms. A: I believe you have seen our exhibits in the sample room. What do you think of them? What is it,

11、in particular, you are interested in?B: I have a great interest in your mens shirts and jeans. I think the items may find a ready market in our country.A: Yes, our products are of great potential. We are in a position to accept orders against customers samples specifying design, specifications and p

12、ackaging requirements.B: Please quote us your best price for the goods listed on the enclosed inquiry sheet, giving your process CIF Jarkata.A: Oh yes. We have the offer ready for you now. Its something like this: 1000 pieces of mens shirts, at USD 50 per piece and 1000 pieces of mens jeans, at USD

13、100 per piece, CIF Jarkata, for shipment in January, 2015. B: And how shall we pay for the order?A: Our normal payment terms is by sight L/C.B: Thats fine. But you should make an earlier shipment.A: No problem. B: Ok. Thats settled.6 Mr. Smith, a representative from New York Trading Company, makes a

14、n offer for American bean at US$300 and refuses a 2% commission. You try your best to persuade him in accepting a 2% commission.A: Good morning, Mr. Zhang. Welcome to New York.B: Thank you, Mr. Smith. Good to see you again.A: How was your flight here?B: It was fine. Everything went very smoothly.A:

15、Good. Im glad to hear that. Well, are you suffering from any jet lag?B: Yes. Im still quite exhausted and getting very little sleep at night.A: Oh, Im sorry to hear that.B: Oh, its ok. I will be all right in a day or two.A: We can visit Broadway tomorrow.B: Id rather start business first.A: Ok. Busi

16、ness first.B: So how much is American bean?A: USD 300.B: Oh, the price is much too high. Here is the thing I found that some other companies sold the same product at a lower price.A: I would like to know the exact price they offered.B: Sure. They offer a price about 10 percent lower than yours.A: In

17、 that case, I should mention that our product is of higher quality than theirs.B: I fully understand that. However, I think the price difference should not be as huge as 10 percent.A: In view of our good cooperation over the past years, lets meet each other half way. Ill make a reduction by5%.B: Ok,

18、 Mr. Smith. One more question, how much commission will you allow us?A: We usually dont allow any commission. B: Come on, our order is large enough. I think 2% commission can be considered. As you dont agree, we will have to purchase the goods elsewhere.A: All right. Thats a deal.7 An American busin

19、essman wants to place an order for 50 metric tons of peanuts from you. You explain your companys minimum order to him, which start from 100 metric tons. Begin from inquiry, and proceed to commission or discount. Settle on these issues with your customer.A: Good morning, May I help you?B: I have a gr

20、eat interest in your peanuts. Some of our customers have recently expressed interest in it, so I think it may find a ready market in our country. How much does it cost?A: This is our price list. Here you are.B: Let me have a look. OK. I want to order 50 metric tons. A: Well, I have to remind you tha

21、t our minimum quantity is 100 metric tons.B: If you reduce the price by 5%, I think we can order 100 metric tons.A: Thats impossible. Our products are superior in quality and our quotations come in line with the ruling prices in the world market.B: Im not used to bargaining. But your price is too hi

22、gh for us to accept. It would be very difficult for us to push any sales if we buy it at that price.A: Well, lets meet each other half way. Ill make a reduction by 3% for a good start for our business relationship. Okay?B: Thats great. One more question. How much commission will you allow us?A: But

23、we usually dont allow any commission. B: Come on. We have a lot of work to do in sales promotion. It all costs money. I think 2% commission can be settled.A: All right. Thats a deal.8 You are going to import some toys from a supplier from Dutch. But you find their price is on the high side. You try

24、your best to persuade him to reduce the price with good reasons. At last he agrees to make a reduction. A: Good morning. May I help you?B: I wonder if you can give me some more information about these toys.A: Id be glad to help. Our company has always concentrated on the domestic market. The toys yo

25、u see here are specially designed by our company to cater to the vast foreign market. B: Your toys look unique. How much does a toy like this cost?A: Its 100 RMB.B: The price is much too high. Here is the thing I found that some other suppliers sold the same products at a lower price. A: I would lik

26、e to know the exact price they offered.B: Sure. They offer a price about 10 percent lower than yours.A: In that case, I should mention that our product is of higher quality than theirs.B: I fully understand that. However, I think the price difference should not be as huge as 10 percent. A: Well, to

27、get the business done, I can consider reducing the price. But first, youll have to give me an idea of the quantity you wish to order from us, so that I can adjust the price accordingly. B: The size of our order depends greatly on the prices.A: Well, if your order is large enough, we are ready to red

28、uce our prices by 5%.B: 5% is still too high.A: Come on. The quality of our products is guaranted, and youre buying the best of its kinds, you know that.B: But other suppliers are also saying that their products are the best. How could I tell?A: All right then, Ill cut another 2%, and thats my rock

29、bottom price.B: All right. Thats a deal.9An American businessman wants to buy 5000 sets of cameras from Chinese Export Company. Both sides agree upon the price. But the American businessman asks for a 6% quantity discount. Chinese Export Company agrees to 3% discount. The American takes it and the b

30、usiness is done on the usual terms.A: Good morning. May I help you?B: I wonder if you can give me some more information about this camera. A: Id be glad to help. This is the new product that our company has just researched and developed last year. The cameras commend good sales because of their supe

31、rior quality.B: So, how much does a camera like this cost?A: Its 500 RMB.B: Ok. I want to order 5000 sets.A: Well, Im glad to see that weve settled the price. Have you any questions on this deal?B: Doesnt the quantity discount apply on this order? We ask for a 6% quantity discount.A: Im afraid thats

32、 quite impossible. You want to drive me bankrupt. You cant expect us to give a discount to that extent.B: Since were likely to place sizable orders, we hope that you will make some special concessions. You know, our order is for a much larger quantity. How about meeting each other halfway and each m

33、akes a further concession so that business can be concluded.A: All right. We will give you a 3% quantity discount for a good start for our business relationship, okay?B: It seems there is nothing more than I can do but take up your offer. But we accept it only you can make an earlier shipment.A: No problem. B: Ok. Thats a deal.10 A buyer plans to place an order with you. But he asks for a 5% reduction in the price. You refuse to consider any reduction, but give him a 3% commis