Part II Listening and Speaking
A: Warming Up
Look at the pictures and work in pairs to discuss the following questions.
1. Wearing a mask can keep warm in cold weather, prevent the fog, prevent respiratory infection, block the UV damage to the skin, stop the harmful gas droplets into the mouth and nose, and save the lipstick.
2. The raw materials of the rings are excellent. They are of exquisite workmanship, fashionable style,attractive design and are a symbol of happiness.
B: Vocabulary and Sentences
I. Listen to the following words and phrases and write down the Chinese meanings.
1. specification 规格；详述；说明书
2. top quality 高质量
3. water resistance 防水
4. description of goods 产品说明
5. product size 产品尺寸
6. package 包装
7. energy saving 节能
8. environment-friendly product 环保产品
9. convenience 便捷
10. high performance 良好的性能
11. promotion 促销
12. trade fair 商品交易会
13. sample 样品
14. good reputation 良好的信誉
15. elegant shape 优雅的外形
II. Listen and complete the sentences with the right words.
1. What are the strong points of this machine?
2. Here is our sales catalogue.
3. He is the sales representative of Watson Medical Company.
4. We offer a reasonable discount for larger orders.
5. I will send you the contact information of all agents after the order.
6. It’s a pleasure to show our company to our customers.
7. It is one of our traditional exports.
8. My colleague will explain how to do it.
9. I found some of the exhibits to be fine in quality and beautiful in design.
10. Which items do you have in mind？
III. Listen to the dialogues and choose the sentences you hear.
Script:
1. —Thank you for showing us around the company.
—It’s a pleasure to show our company to our customers.
2. —Could you give me more detailed information about that machine?
—Here is our sales catalogue.
3. —Good afternoon. I am Tina from England. Here is my card.
—Nice to meet you, Tina! This is Bill. He is the sales representative of Watson Medical Company.
4. —It is one of our traditional exports.
—Very impressive.
5. —This is our newly developed model.
—What are the strong points of this machine?
6. —Could you tell me how to operate the system?
—My colleague will explain how to do it.
7. — I found some of the exhibits to be fine in quality and beautiful in design.
—Thank you for saying so.
8. —How about the price of the scanner?
—We offer a reasonable discount for larger orders.
9. —Which items do you have in mind?
—We’re interested in your wrinkle remover.
10. —I will send you the contact information of all agents after the order.
—Thanks a lot. It is very thoughtful.
Keys: 1. B 2. A 3. A 4. B 5. A
6. B 7. A 8. A 9. B 10. A
C: Process Viewing
Video Episode 1
Script:
(Black is a salesman in Watson Medical Company. Now he is introducing the equipment to Phillips at the trade fair.)
Black: Welcome to our booth. These are our new models.
Phillips: What are their strong points?
Black: There’s a lot to be said for them. In the first place, they are more durable than any similar ones on the market.
Phillips: Why do they take longer time to wear out than the others?
Black: Their materials are carefully selected for quality and good for wear protection.
Phillips: Can you leave these samples with us?
Black: How long do you want to keep them?
Phillips: About thirteen days.
Black: That’s all right.
（布莱克是华特森医疗公司的销售员，他正在展销会上给菲利普斯介绍设备。）
布莱克：欢迎来到我们展位，这些是我们的新品。
菲利普斯：这些产品有哪些优点？
布莱克：有太多要讲的了。首先，它们比市场上同类产品更加耐用。
菲利普斯：为什么比其他的更加耐用呢？
布莱克：它们的材料都是经过精心挑选的优质品，耐磨性能好。
菲利普斯：可以留一些样品给我们吗？
布莱克：您想留多久呢？
菲利普斯：13天左右。布莱克：没问题。
Keys:
I. Watch the video episode and decide whether the following statements are true (T) or false (F).
1. T 2. F 3. T
II. Watch the video episode again and choose the sentences you hear.
1. A 2. A
Video Episode 2
Script:
(Black is showing his customer Phillips around his company, whom he met at the trade fair.)
Phillips: It was very kind of you to give me a tour of the company. It gave me a good idea of your product range.
Black: It’s a pleasure to show our company to our customers. What’s your general impression, may I ask?
Phillips: Very impressive, indeed. Especially the performance of your CT machine.
Black: That’s our latest development, a machine with high performance. We put it on the market just two months ago.
Phillips: The machine gives you an advantage over your competitors, I guess.
Black: Certainly, no one can match us so far.
Phillips: Could you give me some brochures for that machine? And the price, if possible.
Black: Right. Here is our sales catalogue.
Phillips: Thank you. I think we may work together in the future.
（布莱克带着他在展销会上认识的客户菲利普斯参观公司。）
菲利普斯：真的很谢谢你带我们参观公司，这使我对你们的产品种类有了一个很好的了解。
布莱克：很荣幸给我们的客人展示我们公司，可以问一下您对我们公司的一个总体印象吗？
菲利普斯：印象非常深刻，真的。特别是你们的CT机器的性能。
布莱克：那是我们最新开发的产品，有着很高的性能。我们两个月之前才投放市场。
菲利普斯：我猜这台机器使你们比竞争对手更有优势。
布莱克：那是当然，到目前为止，没有人可以和我们匹敌。
菲利普斯：可以把那台机器的宣传册给我们一些吗？如果可以的话，还有价格。
布莱克：好的，这是我们的销售目录。
菲利普斯：谢谢。我想也许将来我们可以合作。
Keys:
I. Watch the video episode and choose the missing words according to what you hear.
1. It was very kind of you to give me a tour of the place.
2. Very impressive, indeed.
II. Watch the video episode again and choose the correct answers.
1. B 2. D 3. A
Video Episode 3 Script:
(Black is presenting his company’s new CT model for his foreign customer.)
Customer: Welcome to our company, Black.
Black: Thank you. I’m very glad to be here.
Customer: It’s so kind of you to make a presentation about your new product.
Black: As you know, our company put the original CT machine on the market a year ago, but we have developed an improved model which we believe will be a big seller in both China and the USA.
Customer: That’s great. Could you tell us in what ways this new model is better than the old one?
Black: Certainly. First of all, we have made more sensitive detector on the new model than the old one.Customer: Before you go on, could you tell us how to operate this machine?
Black: No problem. My colleague will explain how to do it.
（布莱克正在向他的外国客户介绍公司的新CT 模型。）
客户：欢迎来我们公司，布莱克。
布莱克：谢谢，很开心能来到这里。
客户：你能介绍你们的新产品真是太好了。
布莱克：如您所知，我们公司在一年前推出了原始CT机。但我们已经改进了型号，我们相信它在中国和美国都会很畅销。
客户：太好了。你能告诉我新机在哪些方面优于旧机吗？
布莱克：当然。首先，我们新机的探测器比旧机的灵敏度更高。
客户：在你接着讲之前，你能告诉我们怎样操作这台机器吗？
布莱克：没问题，我的同事会给您解释怎么操作。
Keys:
I. Watch the video episode and choose the possible sentences which have the same meanings as the sentences you hear.
1. A 2. A
II. Watch the video episode again and answer the following questions.
1. In the foreign customer’s company.
2. Because the new CT model has been improved and the detector is more sensitive than the old one.
3. No, he doesn’t.
Speaking
Omitted.
D: Situational Viewing
Video Episode 4
Script:
(Tom has been in China for an exhibition. He is talking with Black about the products he wants.)Tom: Good morning. I am Tom from Australia. Here is my card.
Black: Thank you. Nice to meet you, Tom. I am Black, the sales representative of Watson Medical Company.
Tom: Nice to meet you, too, Black. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people.
Black: Thank you for saying so. Have you seen the exhibition hall?
Tom: Oh, yes. I had a look yesterday. I found some of the exhibits to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your company sells. I’ve gone over the catalogue and the pamphlets enclosed in your letter.
Black: Our equipment is known for its good quality. It is one of our traditional exports. Our exports have met with great favour overseas and are always in great demand.
（汤姆来中国参加展销会，他正在和布莱克谈论他想要的产品。）
汤姆：早上好，我是来自澳大利亚的汤姆，这是我的名片。
布莱克：谢谢，很高兴见到你，我是布莱克，华特森医疗公司的销售代表。
汤姆：我也很高兴见到你，布莱克。我每年出差走很多地方，但这是我第一次来你们国家。你们友好的人民给我留下了深刻的印象。
布莱克：谢谢你这么说，你看过展览厅了吗？
汤姆：噢，是的，我昨天去看过。我发现有些展品质量很好，设计也很美。展会成功地向我展示了你们公司的产品。我已经看了你信中所附的目录和小册子。
布莱克：我们的设备以质量好而闻名，是我们的传统出口产品之一。我们的出口产品在国外很受欢迎，需求量一直很大。
Keys:
I. Watch the video episode and decide whether the following statements are true (T) or false (F).
1. T 2. F
II. Watch again and rearrange the following sentences in sequence of happening.
3—2—1
Video Episode 5
Script:
(Ralph is consulting Black some information about the items on the phone.)
Black: Hello, Sales Department. This is Black speaking.
Ralph: Hello, Black. This is Ralph Peterson from Health Drug Company.
Black: Yes, may I help you?
Ralph: I’m interested in a couple of items in your new catalogue, and I would like to know the prices.
Black: Great. Which items did you have in mind?
Ralph: We’re interested in your new anti-influenza drug shown on Page 5 of your catalogue. I would also like more details about the high blood pressure medicine on Page 7.
Black: OK. The price of the anti-influenza drug is twenty-five dollars. Then we offer reasonable discount for larger orders.
Ralph: How about the price of the high blood pressure medicine?
Black: The high blood pressure medicine is our latest development this year. The price is thirty dollars each.
Ralph: That sounds good. Could you send me more details about them, including the specifications?
Black: Certainly. I can fax or e-mail the information to you this afternoon.
Ralph: Thank you. Goodbye.
（拉尔夫在电话里向布莱克咨询有关产品的信息。）
布莱克：你好，销售部，我是布莱克。
拉尔夫：你好，布莱克，我是健康药品公司的拉尔夫·彼特森。
布莱克：有什么可以帮到你的吗？
拉尔夫：我对你们新目录的几项产品很感兴趣，也想了解一下价格。
布莱克：太好了，你对哪些产品有兴趣？
拉尔夫：我们对你们目录第五页上的新型抗流感药品感兴趣，还想了解更多有关于第七页的高血压药品的细节。
布莱克：好的。抗流感药物的价格是25美元，如果大量订购，我们会给出合理的折扣。
拉尔夫：降压药的价格是怎么样的？
布莱克：高血压药是我们今年最新开发的产品，每盒价格是30美元。
拉尔夫：听起来不错。你可以发给我更详细的资料和说明书吗？
布莱克：当然，今天下午我就可以把资料传真或电邮给你。
拉尔夫：谢谢，再见。
Keys:
I. Watch the video episode and choose the correct answers.
1. B 2. A 3. D
II. Watch again and decide whether the following statements are true (T) or false (F).
1. F 2. T
Video Episode 6
Script:
(Black is handling the customer’s questions about after-sales service.)
Black: That is my introduction for today. Is there anything else you want to know?
Customer: It’s so impressive. I was attracted by your new innovation. But I have one last question.
Black: Yes, please!
Customer: What will happen if something goes wrong when we are operating the medical equipment?
Black: If that were to happen, just contact our nearest agents and they will send maintenance men round immediately.
Customer: Oh, that sounds great.
Black: Furthermore, I will send you the contact information of all agents after the order.
Customer: Thanks a lot. It is very thoughtful.
Black: Not at all. I hope we shall be hearing from you very shortly.Customer: Well, I expect so, too!
（布莱克正在处理有关客户售后服务的问题。）
布莱克：这就是我今天的介绍，你还有什么想知道的吗？
客户：印象非常深刻，我被你们的新发明给吸引住了。但我还有最后一个问题。
布莱克：好的，请问。
客户：当我们操作机器设备时，如果出了问题，该怎么办呢？
布莱克：如果发生这样的情况，请和我们最近的代理联系，他们会马上派维修人员来。
客户：噢，那听起来不错。
布莱克：另外，订单完成后，我会把所有代理的联系方式发给你。
客户：非常感谢，你想得可真周到。
布莱克：别客气，我希望不久就能收到你们的回复。
客户：嗯，我也是这么想的。
Keys:
I. Watch the video episode and choose the correct answers.
1. B 2. C 3. D
II. Watch the video episode again and answer the following questions.
1. I hope we shall be hearing from you very shortly.
2. Remember the customer’s name, phone number and interests, visit him from time to time, keep contact through e-mails or phones regularly, send an e-mail with a brief introduction of my new business, and send greeting card and thanks card during the holiday, etc.
Speaking
Work in pairs to make up a dialogue with your partner according to the following situation.
Suppose you are Betty, working for an import and export corporation. Your company is attending a trade fair. Mr. Smith is your customer, who wants to get some information about the items he is interested in.
Reference:
Betty：Good morning, sir. May I help you?
Mr. Smith：Good morning, beautiful lady. I want to know about your company and your product which has been displayed at the trade fair.
Betty：OK. I am very glad to make an introduction to you. Firstly, I am from the Office Equipment Import and Export Corporation, and my name is Betty. Secondly, I’d like to introduce our latest typewriter to you.
Mr. Smith：Thank you very much, Betty. What are the strong points of this machine?
Betty：This model of typewriter is our improved one which is more efficient and durable, economical and practical for most clerks.
Mr. Smith：That’s great. Could you tell us in what ways this new model is better than the old one？
Betty：This typewriter we produced is characterized by its compact size and is easy to maintain because of its simple structure.
Mr. Smith：Very impressive, indeed. Could you give me some brochures for that?
Betty：All right. Here is our sales catalogue.
Mr. Smith：Thank you.
Betty：You are welcome.