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1UnitOnePartILead-in1.1)Aninquiryisarequestforinformation.2)Theimporterusuallyinquirestheexporterforinformationoranofferforthegoodshewishestobuy.2．Aquotationismerelyanoticeofthepriceofcertaingoodsatwhichtheselleriswillingtosell.3.1)B2)C3)APartIIListening&Speaking1IListening1.Listentothepassageandfillintheblanks.customers;anewlyestablishedfirm;businessrelations;allthenecessaryinformation;anewcustomer;channelsa.banksb.ChamberofCommercee.businesshouseg.tradedirectoryi.marketinvestigationj.tradefairsandexhibitions2.Listentothepassageandfillinthemissinginformation.theCommercialCouncilor’soffice;aleadingexporter;agoodmarketinourcountry;price;termsofpayment3.Listentothedialogueandanswerthefollowingquestions.1)Whoiscallingthemanageroftheexportingdepartment?JohnSmithfromtheCarterTradingCompany.2)Whydoeshecallthemanageroftheexportingdepartment?Hethinksthattheremightbesomeopportunitiesbetweenthetwocompanies.3)Whatdoesheaskthemanageroftheexportingdepartmenttodo?Heasksthemanageroftheexportingdepartmenttosendhimbrochuresandillustratedcatalogues.4.Listentothepassageandcompletethenotes.1)telephone,fax,ore-mail;thetypeofgoodsyouareenquiringabout;givealotofinformationaboutyourself;anyparticularitemsyouareinterestedin2)specificandstateexactlywhatyouwant;samplesorpatterns;invitedtovisitashowroom3)apromptreplywouldbeappreciated;aregularcustomer;quotecompetitivetermsandofferconcessions2PartIIIListening&Speaking2IListening1.Listentotwopassagesandcompletethenotes.1)anactionundertakenbybuyers;toacquireproductdetails;thepricesofgoods;thetermsofpayment;underwhatconditionsthedealcanbemade;prompt,definiteandhelpful2)youshoulddecideexactlywhatyouwantbeforeyouwrite;wouldbeatatotallosstorespond;withoutknowingyourcompany’sneeds;shouldnarrowdownthetypeyourcompanywouldconsider;3,000copiesamonth;25copiesatanyonetime;whatyouarelookingfor;youmotivateherresponse2.Listentoaletteroffinquiryandfillinthemissinginformation.yourinquiryofMay20;quoted;arangeofdesignsandcolors;inyourmarket;catalogue;mightbeofinteresttoyouIIInterpreting(1)A:We'rethinkingofplacinganorderforChineseteawithyou.B:Whichwouldyouprefer,blackorgreentea?A:Bothareverypopularinmycountry.CouldIhavealookatyoursamples?B:Sure.ThisisOolongTeafromFujianandLongjingTeafromtheWestLake,…A:Theyarereallyverygoodincolorandflavor.Nowonderyourteahasbeenwellreceivedbysomanypeople.Couldyougivemesomeindicationofyourprice?B:Hereisourpricelist.Allthepricesonthelistaresubjecttoourfinalconfirmation.(2)A:Goodmorning,sir.B:Goodmorning.I’veseenyourcatalogueandI’minterestedinyourFlyingPigeonBicycle.IthinkthistypeofbicyclewillhaveareadymarketinCanada.Thisisalistofmyrequirements.CouldyouquoteusyourlowestpriceCIFVancouver?A:WegenerallyquoteonaFOB.basis.Justamoment.I’llworkitoutforyou.(3)A:Hello!B:Hello!I’veseenyourcatalogueandI’minterestedinsomeofyourproducts.A:Youchosewell.Theseproductsaresellingwellinyourneighborhood.Ibelievetheywillhaveareadymarketatyourend.B:CouldIhavealookatyoursamples?A:Sure.Hereyouare.B:I’mverypleasedwithyourproducts.I’mconsideringplacinganorderaslongasyourtermsandconditionsareacceptable.A:Hereisourpricelist.Theseproductsareingreatdemandatpresent.Soplaceyourorderearlyifatallpossible.PartIVSupplementaryReading31．Asalesenquirycanbegeneratedinanumberofways.Itcanbeaphonecall,aletter,callfortender,faxore-mail,oritmaybeasaresultofcontactbyarepresentative，throughyouradvertising,ordirectmarketing.2．Salesenquiriescanbedividedintoactiveenquiriesandpassiveenquiries.3．Totaketheactiverole.4．1)Decidewhetherwecandowhatisrequired,andalsowhetherweshoulddoit.2)Produceanestimateorpriceaccuratelyandquickly.3)Haveaprocessforkeepingthecustomerinformedatvariousstagesoftheprocess.4)Haveawell-definedsystemofauthorization,thatdoesnotimpedeprogress,butdoesensuredecisionsaremadebytherightpeople.5.Generallythestepsareestimating,pricing,andproposal.UnitTwoPartILead-in1.MatchthefollowingcurrencieswiththeirabbreviationsAustralianDollarAUDCanadianDollarCADHongKongDollarHKDNewZealandDollarNZDU.S.DollarUSDSwissFrancSFrEuroDollarEURGreatBritainPoundGBPJapaneseYenJPYSingaporeDollarSGDRenminbiRMB2.MatchtheIncotermswiththeirChineseequivalents.CFR(CostandFreight)成本加运费CIF(Cost,InsuranceandFreight)成本,保险费加运费CIP(CarriageandInsurancePaidTo)运费和保险费付至CPT(CarriagePaidTo)运费付至DAF(DeliveredatFrontier)边境交货DDP(DeliveredDutyPaid)完税后交货DDU(DeliveredDutyUnpaid)未完税交货DES(DeliveredEx-Ship)目的港船上交货DEQ(DeliveredEx-Quay)目的港码头交货EXW(Ex-Works)工厂交货FAS(FreeAlongsideShip)船边交货FCA(FreeCarrier)货交承运人FOB(FreeonBoard)船上交货3.Open44.OpenPartIIListening&Practice1IListening1.Listenandwritedownthefollowingquotations.1)AUD100perdozenEXWGuangzhou(2)CAD200perkilogramFCAGuangzhou(3)EUR137persetFOBShanghai(4)JPY597perunitFASShanghai(5)HKD167perpieceCFRHongKong(6)SGD463permetrictonCIFSingapore(7)USD800persetCPTGeneva(8)CHF2,629perkilogramCIPGeneva(9)USD325persetDeliveredatSino-Mongolianfrontier(10)EUR317perpieceDESMarseilles(11)GBP500perunitDEQLondon(12)EUR386permetrictonDeliveredat5MapleRoad,Bonn,DutyPaid(13)EUR1,000permetrictonDeliveredatMapleRoad,Bonn,DutyUnpaid2.Listentot