2. Acceptance and Order 大连理工大学出版社 Unit 4 世纪商务英语听说教程 3 （第四版）

3. Learning Outcomes 1.To get familiar with important points about placing an order. 2.To learn the process of accepting and placing an order.

4. Contents Part I Active ListeningPart II Fun BreakPart III Additional ListeningPart IV Viewing & Speaking

5. Active Listening

6. Exercise 1 Directions: Listen to a dialogue between Mr. Chris Brown, Manager of the Import Department of Max Toy Company Limited, USA and Ms. Li Yan, the Sales Manager of Wanshun Trading Company Limited. Then choose the best answer to each question.

7. Active Listening Exercise 1 Tapescript How many rounds of talks have they already had before they finally finish this one? A. One.B. TwoC. Three. How did Chris Brown have the meeting with his colleagues? A. Through a phone call. B. Through the Internet meeting. C. Meeting them in person. About which two continents did his colleagues offer information? A. Asia and Europe. B. America and Africa. C. Asia and America. 1 √ 2 √ 3 √

8. Active Listening Exercise 1 Which two types of telecontrol racing cars are mentioned? A. MQ224 and MU222. B. MQ224 and MU212. C. MQ224 and MU202. Which two colors are mentioned by Chris Brown? A. Red and yellow. B. Red and purple. C. Black and red. 4 √ 5 √

9. 返回 Negotiation continues the next day. (C—Chris Brown, L—Li Yan) L: Good Morning, Mr. Brown. Please take your seat. C: Morning, Ms. Li, and thank you. L: Since this is the second round of negotiations we sincerely wish to conduct business with your company. C: I had an Internet meeting with my colleagues yesterday afternoon. L: Oh, really? I am eager to know your feedback. TAPESCRIPT

10. 返回 C: My colleagues offered me all the related information about the market of telecontrol racing cars around Asia and America, but we have concluded to do a trial order on your side. L: Thank you, Mr. Brown. I am so excited to hear the good news. C: We find the quality of your toy cars satisfactory and the prices reasonable so we want to place an order for the telecontrol racing cars, models MQ224 and MU202. L: OK, we have the stock of MQ224 and MU202 you require. By the way, what color and how many do you want for each?

11. TAPESCRIPT 返回 C: 2,000 red MQ224 and 1,500 yellow MU202. L: Yes, Mr. Brown, generally speaking, we confirm acceptance on said order and we are so glad to see your order after our offers and your counter-offers. C: Yes, we’re glad to place the first order with you. We should celebrate our cooperation and if everything goes smoothly, the first batch of children’s telecontrol racing cars can be put on the market before Christmas. L: No problem, Mr. Brown.

12. Active Listening Exercise 2 Directions: Listen to the dialiogue again and decide whether the following statements are true (T) or false (F). 1. Chris Brown has difficulties in entering into business relations with Wanshun. 2. Chris Brown’s colleagues offered related information of other toy cars. 3. Chris Brown wanted to conclude business relations with Wanshun Trading Company Limited at once. 4. Wanshun Trading Company Limited is not ready for Chris Brown’s suggestion. 5. Chris Brown has done business with Wanshun Trading Company before. 6. Chris Brown suggests ordering 2,000 pieces for the first model and 1,500 pieces for the second one. 7. Li Yan confirms the order in general. 8. Chris Brown expects the children’s telecontrol toy cars will be on the market before Christmas. F( ) F F T T F F T

13. Active Listening

14. Exercise 1 Directions: Listen to a dialogue between Amy Ford and Bob Quincy and answer the following questions. Tapescript 1. What does Bob Quincy think of Amy Ford’s tea? 2. Who makes a concession in the agreement on price? 3. How many cases can Amy supply? 4. What’s Bob Quincy’s hope for the next order? It is quite good, yet the price is a little high. ___________________________________________________________________ Bob Quincy. ___________________________________________________________________ 500 cases. ___________________________________________________________________ He hopes Amy Ford can offer more cases of tea next time. ___________________________________________________________________

15. 返回 (A—Amy Ford, B—Bob Quincy) A: So far our commodities have stood the competition well. The very fact that other clients continue buying speaks for itself. Few other teas can compare with ours either for flavor or color. What do you think of it, Mr. Bob Quincy? B: Yes, it is true, Ms. Ford. But I believe we’ll have a hard time convincing our clients at your price. A: To be frank with you, Mr. Quincy, if it weren’t for our good relations, we wouldn’t consider making you a firm offer at this price. TAPESCRIPT

16. 返回 TAPESCRIPT B: All right. In order to get the business, I accept your offer. A: I’m glad that we’ve settled the price. B: Now about the quantity. I said I could order 500 cases, which I think is not enough. Last year we sold 700 cases, and I’m sure I can do better this year. I want to order 800 cases. A: Because of the rapid growth of both our domestic and foreign markets, our production hasn’t been able to go at an equal pace with the demand. 500 cases are the best I can offer you at present.

17. 返回 TAPESCRIPT B: I see. But if I don’t take care of the supply of my market, my customers will naturally turn somewhere else for their needs. A: Sorry, I don’t think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get even these 500 cases for you. B: All right. We’ll take the 500 cases this time. But I do hope you can supply more next time. A: We’ll see if we can do better next year.

18. Active Listening Exercise 2 Directions: Listen to the dialogue again and put the apples into the right baskets. B C E F I _____________ A D G H _____________

19. Active Listening

20. Exercise 1 Directions: Listen to an order letter from Santa Clause Trading Company and choose the best answer to each question. Tapescript What is the condition of Santa Clause Trading Company’s placing an order with JiaDe Washing Machine manufacturer? A. If JiaDe can guarantee the quality. B. If JiaDe offers more than the quantity. C. If JiaDe can deliver the goods before/on the arrival date. Where is JiaDe probably located? A. In Shanghai. B. In Shenzhen. C. In Beijing. 1 √ 2 √

21. Active Listening Exercise 1 Directions: Listen to an order letter from Santa Clause Trading Company and choose the best answer to each question. What will JiaDe do since its washing machines are not well-known? A. Look for more American partners. B. Explore more countries. C. Make an advertisement in the US market. What might Santa Clause open after receiving JiaDe’s order confirmation? A check. B. An irrevocable L/C. C. Money order. 3 √ 4 √

22. 返回 Santa Clause Trading Company had several business negotiations with JiaDe Washing Machine manufacturer in China. After JiaDe’s offer, Santa Clause’s counter- offer and JiaDe’s another offer, Santa Clause Trading Company finds it satisfactory and decides to place an order. The following is a letter placing an order by the Santa Clause Trading Company. Dear Sir, We are pleased to receive your letter of December 3rd and find the quotation reasonable. We are very pleased to place the following order with you if you guarantee the shipment from Shanghai to San Francisco, US by January 15th. TAPESCRIPT

23. 返回 TAPESCRIPT We order 300 washing machines of NY356 with the price of $200 per set and 200 washing machines of NZ765 with the price of $250 per set. If the quality is up to our expectations, we shall send further orders in the near future as our company has a lot of partners in America and they enjoy substantial outlets. As you know, your brand is not well-known here in the US, so we hope you will make your advertisements as mentioned in your letter.

24. 返回 TAPESCRIPT We reserve the right of cancellation and refusal of delivery after the date stipulated in the future contract. Upon receipt of your acceptance, we will open an irrevocable L/C in your favor through Bank of America to cover the total CIF value of this order. Please advise us when our order is completed and forward the shipping documents immediately. Enclosed please find our order form No.236 and we are waiting for your order confirmation by return. Sincerely yours, Santa Clause Trading Company

25. Active Listening Exercise 2 Directions: Listen to the letter again and help Santa Clause Trading Company to fulfill the following order form issued by JiaDe Washing Machine. Santa Clause Trading Company _______________________________ San Francisco, US _______________________________ January 15th. _______________________________ 300 _____ $200 _______ $60,000 _________ NZ765 _______ $250 _______ $115,000 _________

26. Fun Break Directions: Listen to a fun story twice and answer the following questions. 1. What salary does the young engineer look for? 2. Is it possible for the engineer to get the salary? About $125,000 a year and benefits package. _____________________________________________________________ No. _____________________________________________________________ Tapescript

27. 返回 A Young Engineer Reaching the end of a job interview, the Human Resources Person asked the young engineer fresh out of MIT, “And what starting salary were you looking for?” The engineer said, “In the neighborhood of $125,000 a year, depending on the benefits package.” The HR Person said, “Well, what would you say to a package of 5-week vacation, 14 paid holidays, full medical and dental, company matching retirement fund to 50% of salary, and a company car leased every 2 years — say, a red Corvette( 雪佛兰 )?” The engineer sat up straight and said, “Wow!!! Are you kidding?” And the HR Person replied, “Yeah, but you started it.” TAPESCRIPT

28. Additional Listening

29. Exercise 1 Directions: Listen to a passage and decide whether the following statements are true (T) or false (F). Tapescript 1. Helen got the name card of Johnson Company and logged on its website to find a lot of hard cotton designs. 2. Brilliance Trade Corporation asked a Japanese bank to investigate the financial standing of Johnson Company. 3. According to the information, Johnson Company is a credible company. 4. Helen flew to Japan to have negotiations with Bill of Johnson Company. 5. Johnson Company won the first order from Brilliance Trade Corporation. F( ) F T F T

30. 返回 Johnson Company is a big Japanese company producing (1) cotton prints and it enjoys lots of customers (2) overseas. The (3) representative of Johnson Company, Bill, (4) took part in an exhibition in Shanghai in July, where he met Helen Cooper, the (5) purchasing manager of Brilliance Trade Corporation, an American importer. Brilliance Trade Corporation is a (6) well-known American importer which (7) has dealt in the import of cotton prints and (8) garments for nearly one hundred years. Its (9) headquarters (10) are located in San Francisco, California. After receiving the brochures and name cards of Johnson Company, Japan, Helen logged on the website of the Japanese company and found a lot of newly-designed cotton prints which are hard to found in America. “It is a good opportunity for us.” TAPESCRIPT

31. 返回 TAPESCRIPT Helen said to her boss, the director of Brilliance Trade Corporation. Then the American company asked American Bank to investigate the financial standing and business status of the Japanese company. American Bank has a lot of outlets around the world. Its Japanese office has gathered information of Johnson Company through other local Japanese banks. All the information shows that Johnson Company is a credible partner who enjoys a good reputation in Japan and other countries. Helen Cooper decided to write an email to Bill, who she met at the Shanghai exhibition. She asked the recent price for several latest cotton prints and through emailing back and forth making offers and counter-offers. Finally, Helen decided to place the initial order with Johnson Company.

32. Additional Listening Directions: Listen to the first paragraph of the passage again and write down the missing words. Johnson Company is a big Japanese company producing (1) prints and it enjoys lots of customers (2). The (3) of Johnson Company, Bill, (4), where he met Helen Cooper, the (5) of Brilliance Trade Corporation, an American importer. Brilliance Trade Corporation is a (6) American importer which (7) in the import of cotton prints and (8) for nearly one hundred years. Its (9) (10) are in San Francisco, California. cotton _________ took part in an exhibition in Shanghai in July ________________________________________ overseas __________ has dealt __________ purchasing manager ____________________ Exercise 2 well-known _______________ representative ______________ garments __________ headquarters ______________ located __________

33. Viewing & Speaking Useful Expressions for Acceptance and Order  If the quality is up to our expectations, we shall send further orders in the near future.  If it weren’t for our good relations, we wouldn’t consider accepting your offer at this price.  We’re ready to place an order now.  We find both quality and prices satisfactory and are pleased to give you an order for your products.  What is the minimum we would have to order?

34. Viewing & Speaking Useful Expressions for Acceptance and Order  The more you order, the more you will save.  I’m sorry to say we can’t handle an order that small.  This is our order form No.236 and we are waiting for your order confirmation by return.  We confirm acceptance on said order subject and we are so glad to see your final order after our offers and your counter-offers.

35. Viewing & Speaking

36. Directions: Watch the video and answer the following questions. Videoscript 1. What is the good news? 2. How many packs are there for the first order? 3. What do you know about Sun Company? 4. What is the price for the first order and which party makes concessions? Sun Company finally placed an order. _____________________________________________________________ 100 packs. _____________________________________________________________ It is an important leader in American tea import and export market. _____________________________________________________________ 1,000 yuan per pack. Sun Company made concessions. _____________________________________________________________

37. 返回 (M—Mary Hilton, C—Charles Johnson) M: Hi, Charles, have you read the email? Great news! C: Let me see. Oh, great, Sun Company finally places an order with us. Great job, Mary! M: Thanks, Charles. And thanks for your help. C: How many packs did they order? M: Well, Let’s see. They place an order for 100 packs of tea. And we need to back them ASAP. C: That’s no problem, Mary. We have a large stock at this moment. But make sure you follow the details of their order to the letter and make a successful. M: Sure, I will. Sun Company is an important leader in the American tea import and export business. TAPESCRIPT

38. 返回 TAPESCRIPT C: Wait, did they really accept the price we offered? M: Well, in the email it says, “... We are placing an order for 100 packs of tea at the price you offered, attached please find the order form...” C: Open the attach, so they agree to buy the packs at 1,000 yuan. M: At first they only offered 750 yuan per pack. But we were able to persuade them to try the tea at a higher price because of the high quality of the tea sample we sent them. C: I’m confident that they will like the first batch of tea we sent them as I have confidence in our products. M: Me too. I will fax them on the order confirmation. C: See you Mary. M: See you Charles.

39. Viewing & Speaking Directions: Suppose you are Mary in the company. Tell your partner about the good news by using the answers to the questions in Activity 1.

40. Viewing & Speaking Some hints:  highlight your company’s long-term relationship with the Thai company  insist that this is a fair price in the market right now  consider the offer of a lower price in a larger quantity Directions: As a clerk in an international trading company, you have just received a call from a Thai company saying that they want to refuse your offer as your price is too high. What would you do? Make a telephone conversation with your partner with the aim to win the deal. You may use the above useful expressions and the following hints.

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