商务英语听说III Unit2

Unit 2 Inquiry

● Learning Objectives:

1. To understand the main idea and select specific information while listening.

2. To get familiar with some important points about making inquires.

3. To learn about useful expressions for making inquires.

The First Period

●Learning Outcomes

1. To understand the main idea and select specific information while listening.

2. To get familiar with some important points about making inquiries.

3. To learn about useful expressions for making inquiries.

●Part I Active Listening

Dialogue 1 Price Inquiring

Step 1 Listen and read the words and expressions.

Step 2 Exercise 1

Directions: Chris Brown shows interest in telecontrol racing cars after having seen the

exhibits in the showroom of Li Yan’s company. Now listen to the dialogue

between Mr. Brown and Ms. Li and choose the best answer to each question you hear.

Tapescript:

(C—Chris Brown, L—Li Yan)

L: Mr. Brown, you have seen our exhibits in the showroom. May I know what particular

items you’re interested in?

C: I’m quite interested in your telecontrol racing cars. I’d like to know something more

about them.

L: They are our latest model. As our telecontrol racing cars are of good quality and fair

price, we have won a very good reputation from our clients all over the world.

C: I think they will find a good market in America, too.

L: The telecontrol racing cars are suitable for children aged between six and eleven.

They are easy to operate and can help interest children in science and technology.

C: And that is why I’m filled with confidence that there is a promising market in my

country.

L: Though we have increased the productivity of this product, it is still in great demand.

C: Your exhibits of the telecontrol racing cars and catalogues are very attractive. I’m

thinking of importing some of your toy cars.

L: I’m glad that you are so interested in our latest product. Actually there has been a

steady demand in our market for this kind of toy cars.

C: May I have an idea for your prices of the racing cars?

L: Would you please tell me the quantity you will possibly need so that we can work out

the offers?

C: I’ll talk it over with my colleagues. But could you give me an indication of the prices?

L: Here are our FOB price lists. All the prices in the lists are subject to our confirmation.

C: Well, if you’ll excuse me, I’ll go over your price lists right now.

L: Please go ahead.

1. What kind of product are they talking about?

2. Why has Li’s company won a good reputation from clients all over the world?

3. Which group of people are telecontrol racing cars designed for?

4. Why does Mr. Chris Brown believe that there would be a promising market for

telecontrol racing cars in his country?

5. Which of the following statements about prices is NOT true?

Step 3 Exercise 2 Listen to the dialogue again and decide whether the following statements are

true (T) or false (F).

(F) 1. Mr. Brown thinks the telecontrol racing cars will find a good market in Australia.

(T) 2. The telecontrol racing cars are suitable for children aged from six to eleven.

(F) 3. The price of telecontrol racing cars is very attractive.

(T) 4. Mr. Brown shows much interest in the latest product.

(F) 5. All the prices in the FOB price lists are subject to Mr. Brown’s confirmation.

The Second Period

Dialogue 2 Inquiring about the Product

Step 1 Words and Expressions:

State- of-the-art a. 最新式的，使用了最先进技术的

vibration n. 震动 brochure n. 小册子

call screening of function 来电显示功能

in-show discount 展示会折扣（或特价）

Step 2 Exercise 1.

Directions: Mark is interested in a new mode of telephone and is inquiring about its

functions. Listen to the dialogue between Mark and the saleslady and choose

the best answer to each question you hear.

TAPESCRIPT

(S—saleslady, M—Mark)

S: You seem to be interested in our new N5 cell phone. Would you like to know

something about it?

M: Yes. What does this button here do?

S: That button is for our call screening function. It allows you to identify the caller

before you answer the call.

M: I see.

S: The common vibration function will let you know when you have a call if you don’t

want the ringing sound to interrupt important meetings.

M: What else can you tell me about this phone?

S: This special phone uses state-of-the-art technology to bring you several unique

functions in addition to the call screening and vibration feature.

M: So, what are they?

S: Oh, it’s loaded with them. If you are outside of your service area, this cell phone can

still receive messages. Besides, it can send or receive emails and get information,

such as news, entertainment, stock quotes, from the Internet.

M: No kidding?

S: In addition to that, yon can watch TV on it.

M: That’s amazing.

S: Here is our brochure with all the details.

M: What is the price of the N5 model?

S: The list price is US $300 per unit. We’re offering a special in-show discount of 15%.

M: Well, I’ll have to contact my colleague and get back to you. Thanks.

1. What function does the button have?

2. What is the list price of the N5 model?

3. How much is the N5 mode in-show after discount?

4. Which of the following is NOT true?.

5. How does the man feel about the unique functions of the cell phone?

Step 3 Active Listening

Exercise 2 Directions: Listen to the dialogue again and fill in the table below with the

Step 4 A Passage on Inquiry

1. Listen and read the words and expressions.

Involve v. 包含，牵涉，卷入

Previously ad. 预先，以前

Trade terms 贸易条款

2． Exercise One

Directions: Listen to a passage and find the proper definitions for the terms on the left.

( c ) 1. inquiry a. is to get detailed information about the goods.

(d ) 2. general inquiry b. is sent to the seller or supplier whom you have not

previously doubted.

( a ) 3. specific inquiry c. is to get information about the goods to be ordered or sold.

( b ) 4. first inquiry d. is to get the general information about the goods.

TAPESCRIPT

Inquiry plays a very important role both in import and export and is usually the first step

involved in international trade negotiation. Inquiry is a request for business information such as

price list, catalogue, sample, trade terms and details about goods. Inquiry is usually made by the

buyer to get information about the goods to be ordered. But sometimes it is made by the seller to

get information about the goods to be sold. In international business, making inquiry is the initial

stage of business negotiations between the buyer and the seller. Inquiry can be made by letter,

email, fax, handwritten note, telephone call, or personal conversation.

Generally speaking, there are three kinds of inquiry: general inquiry, first inquiry, and specific

inquiry. General inquiry is sent to get the general information about goods. In this kind of inquiry

there is no intention to do business right away. First inquiry is sent to the seller or supplier whom

you have not previously doubted. Therefore, the source you get, the supplier’s name and address,

the intention you wish to establish business relations and the introduction to your business should

be contained in the first inquiry. Specific inquiry is sent to the seller or supplier with whom you

have already set up the business relations. In specific inquiry, the request for detailed information

about the goods is contained.

3. Exercise 2

Directions: Listen to the passage again and complete the statements with the words you hear.

involved in international trade negotiation. and details about goods. 4. Inquiry can be made by letter, email, fax, , telephone call, or Step 5 Part II Fun Break

Directions: Listen to a joke and answer the following questions.

1. What’s the boy’s part-time job?

To sack groceries at a supermarket.

2. Why did the boy feel very happy when he came home?

Because he could talk to some good-looking girls.

TAPESCRIPT

My Son’s Part-time Job

When my son was a high-school sophomore, he got a part-time job — sacking (装袋)

groceries at a supermarket. He came home all smiles.

“How was your first day?” I asked.

“It was great, Dad,” he replied. “I got to talk to some good-looking girls.”

Since Stephen is not very talkative, I asked, “What did you say to them?”

“Do you prefer paper or plastic?”

The Second Periods

Part III Additional Listening

▲ Specific Inquiry

Listen and learn the new words and expressions:

marketable: easy to sell, attractive to customers or employers.

Vancouver n. 温哥华

respective a.各自的， 分别的

representative: a. 代表性的，典型的

appoint v. 指定，委派

CIF （Cost, Insurance and Freight） 到岸价格（成本、运费加保险）

place substantial order: 大批量订购

sole agent 独家代理商

▲Exercise 1

Directions: Listen to a letter and decide whether the following statements are true (T) or

false (F).

(T) 1. Mr. Green showed great interest in mountain bikes of ATX690 and ATX740.6

(T) 2. Mr. John Smith wants to know the lowest prices CIF Vancouver.

(F) 3. Mr. John Smith has decided to place substantial orders with Mr. Green.

(F) 4. Mr. John Smith’s Company has handled mountain bikes for more than twenty

years.

(F) 5. Mr. Green has promised to appoint his sole agent in Vancouver for Mr. John

Smith.

TAPESCRIPT

For your information, we have handled mountain bikes for twenty years and have a good (8)

connection in our country. We also have some associated firms in neighboring countries where a

(9) ready market can be found for your products. Therefore, we should like to know if you could

appoint us your (10) sole agent in Vancouver, which we think would serve your interests to the

best advantage.

Your immediate attention to our enquiry and proposal will be appreciated.

Yours faithfully,

John Smith

Marketing Manager

▲Exercise 2

Directions: Listen to the letter again and write down the missing words.

Dear Mr. Green,

Thank you for your letter of July 28th. We note with pleasure that you intend to (1)

________business with us in mountain bikes, which coincides with our desire. We have (2) your catalogue and found that several (3) , especially ATX690 and ATX740, appear to

here. We shall appreciate it if you will quote us the lowest prices CIF Vancouver and

(6) , please send us some representative samples. If your prices are workable and the

quality is (7) , we shall place substantial orders with you.

For your information, we have handled mountain bikes for twenty years and have a good (8) in our country. We also have some associated firms in neighboring countries where a (9) can be found for your products. Therefore, we should like to know if you could appoint us your

in Vancouver, which we think would serve your interests to the best advantage.

Your immediate attention to our enquiry and proposal will be appreciated.

Yours faithfully,

John Smith

Marketing Manager

▲Viewing & Speaking

Useful Expressions for Inquiries

◆ I’d like more information before placing an order.

◆ Please let us know your lowest possible prices for the relevant goods.

◆ If your prices are favorable, I can place the order right away.

◆ Are those prices the lowest you can offer?

◆ Would you please give us your lowest quotation CIF Vancouver?

▲Activity One

Listen and learn the words and expressions:

Air conditioner 空调

In line with 符合

▲Directions: Watch the video and answer the following questions.

1. What is the energy efficiency rating of the air conditioner?

The air conditioner tends to be high energy user.

2. What’s the price on the large model of the newest product?

$ 298

3. If the buyer makes a final decision to purchase 100 smaller models, how much should he pay?

$ 18,400

4. Did they make a deal at last?

Yes, they did.

▲TAPESCRIPT

Mr. Brown, a Canadian exporter, is talking with Alice, an American importer.

(A—Alice, B—Mr. Brown)

A: I’m interested in your air conditioners. But I’d like some more information before

placing an order.

B: I will be glad to answer your questions.

A: Well, my biggest question is: how energy efficient are your models?

B: As you know, an air conditioner tends to be a high energy consumer. Our model is no

exception.

A: Do you have any similar, but smaller models?

B: Why don’t you take a look at this one? This is our newest product.

A: What are the prices for these models?

B: The large one goes for $298 and the smaller unit is $200.

A: Are those the lowest prices you can offer? I’m not sure those prices will work for us.

B: We might be able to offer you an 8% discount or cut on your initial order. 8% off is

about as low as we can go.

A: I think that’s more in line with what we can handle.

B: Well, let me check my figures and I’ll get back to you on it.

▲Activity Two:

Directions: Watch the video again and get familiar with the characters in the dialogue. Then role play the dialogue in pairs.

▲Activity Three:

Directions: Suppose your company will import a new type of portable electric heater from a

Canadian company. You are the representative of your company and your partner is the sales manager of the Canadian company. Role play the situation with your partner using the following useful expressions.

Some hints:

◆ I’m interested in...

◆ I’d like more information before placing an order.

◆ How about the... of the heater?

◆ That sounds very impressive.

◆ What about... features?

◆ What are the prices on these models?

◆ Are those prices the lowest you can offer?

◆ We’d offer you a... commission on all sales.

◆ That might work well for both of us.