B: Good morning, Mr. Becker. This is Mary Wang. B: I’m sorry to ring you like this. A: That’s all right.
B: Did you get the invoice as well? A: Yes, yes
B: But the payment of the invoice sent to you has not yet been made. A: Yes, money is very tight at the moment, you see.
B: Yes, I think I know what you mean. We have a similar problem.
B: While, in the case of unsettled debts it is our company policy to take legal action. B: We would naturally prefer not to have to go so far. A: So what do you suggest we do about the money we owe you?
B: Well, please try and send the cheque before the end of the month. B: That’s one more week.
A: Thank you, we will do our best.
B: We hope to keep you as a regular customer despite any troubles you may have. A: Thank you very much for being so understanding. Goodbye. B: Bye.
Part Ⅵ
(1) SB-87654 (2) fifty thousand US dollars(US$ 50000.00) (3) No.DEF-101 dated
January 10,2006 (4) five (5) two (6) freight prepaid (7) pneumatic tools (8) drive (9) hose and quick couplings (10) allowed (11) No.IP/79370 (12) beneficiary’s (13) 15 days (14) SB-87654 (15)drafts
Unit 7 Delivery
Part Ⅰ
1. □time of establishment of the L/C
□availability of shipping space □supply of raw materials
□amount of orders to fulfill at the producer’s side
2.
(1)The procedures involved in the delivery of goods: negotiating the stipulations about delivery, ensuring the production of goods, transporting the goods to the port of shipment, checking insurance and other factors in shipping, delivering the goods at the port of destination, etc.
(2)The seller’s concerns: production and transportation time of goods meets the requirements, shipment of goods is carried out as scheduled, etc.
The buyer’s concerns: progress of the production and shipment, inspection of the quantity, quality and other aspects of delivery, etc.
Part Ⅱ
Task1
(1) one month after we signed the contract
(2) the shipping agent, get the necessary shipping apace (3) Our supplier, the supplier is short on materials Task2
1. (1) Good quality (2) on time (3) marketing channels (4) reach the end users (5)
their stocks
2. (1) at the beginning of November (2) before end of September for the Christmas
rush (3) manufacturers are working in full capacity because they have a lot of orders. (4) give his order top priority (5) the middle of October
Part Ⅲ
Conversation 1: 3 months after the contract is signed, No Conversation 2: July, mid-June, no shipping space Conversation 3: by the end of September, Yes
Part Ⅳ
1. Mr. Aubery insists on the delivery date should be no later than September 20thbecause they have a very strict timetable.
Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last possible shipment date.
2. (1) workshop (2) halted (3) orders (4) capacity (5) installed (6) September (7) September 25th(8) complete (9) transport (10) possible
Part Ⅴ
1. (1) c (2) c (3) a (4) b
2. The appropriate attitude should be polite and understanding, and try to explain the reasons for the delay. Apologise to your partner and try to make immediate compensation.
Part Ⅵ
1. The reason: The wrong delivery was caused by a slip-up by the shipping Department. The solution: Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of AI quality immediately. 2. (1) T (2) F (3) F (4) T (5) F
Unit 8 Complaints and Claims
Part Ⅰ
(1) damaged (2) claim (3) payment (4) documents (5) settlement (6) ownership
(7)invoice
Part Ⅱ
Task1
(1) defective items (2) insurance, shipping (3) pay compensation (4) provide a
replacement, return the money (5) ask for compensation Task2
(1) order (2) breakage (3) 30% (4) withholding payment (5) call me back
(1) Mrs. McCall (2) ACC (3) the quality is not the same as the sample (4) send the
whole lot back (5) 0181-993 421 (6) 5:30
Part Ⅲ
1. Appropriate responses: 1-3-4
Inappropriate responses: 2-5
2. (1) c (2) a (3) b (4) c (5) b
Part Ⅳ
(1) lodged a claim (2) 15 sets were badly damaged (3) rough handling by the shipping company (4) take the matter up with them (5) in good condition (6) careless handling at some stage prior to shipment (7) survey report (8) replace all 15 sets as soon as possible (9) settle your claim immediately (10) your cooperation
Part Ⅴ
1.
(1)A: The quality is different from that of the approved samples (2)A: The pictures of products with the wrong colour (3)A: Send the replacement
(4)A: Send the replacement immediately (5)A: No 2.
A: we’ve just received our order No.2-H35. We found that there were five pieces missing from the consignment.
B: we’ve sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by the shipping company during transit.
A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said they had nothing to do with the shortage. It must have happened during the packaging process. B: Well, do you have any evidence?
A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.
B: In that case, please fax us the survey report and we’ll deal with your claim. A: OK, I’ll fax you the report immediately.
Part Ⅵ
1. (1) juice (2) HY08/33 (3) Hamburg (4) PICC
2. (1) Fifteen cases were badly damaged. (2) The contract was on FOB basis.
(3) Turn to the insurance company for compensation.
Unit 9 Marketing
Part Ⅰ Warm-up
Market research / consumer behaviour / distribution channel / product launch / sales figure / advertising campaign / promotional strategy
Part Ⅱ Listening Practice
Task1
The Marketing Manager: (1) marketing strategy (2) demand for the products (3) competitors (4) potential new markets (5) the company’s products (6) potential customers
The Promotions Manager: (1) promotion programmes (2) advertising campaigns (3) exhibitions (4) occasional special price reduction campaigns
The Public Relations Manager: (1) publicity programmes (2) the company (3) customers’ support
The Sales Manager: (1) sales programmes (2) goals (3) training programmes (4) the sales figures (5) monitor the market share (6) maximize profits Task2
(1) demand (2) competition (3) Testing (4) samples (5) Divide (6) smaller (7) segment (8) Advertising (9) consider (10) budget
Part Ⅲ
1. Checklist: a- c-d-f-g
2. Graph 1 Product oo4 Graph 2 Product 003 Graph 3 Product 001 Graph 4 Product 002
Part Ⅳ
1. Checklist: a-c-d-e-g
2. (1) market share (2) There have been a number of new competitors (3) young fashion