王灵芝-实用英语会话 Practical English conversation -中南大学出版社 (2006) PDF

实用英语会话
Pr a c tic a l English Con ve rsa tio n
主审史建权
主编王灵芝刘燕许进
刘新少
副主编符永道苏海花王薇
中南大学出版社
图书在版编目( CIP) 数据
实用英语会话 / 王灵芝等主编 . —长沙: 中南大学出版社, 2006. 8

ISBN 7-81105-445-0
Ⅰ. 实. . . Ⅱ. 王. . . Ⅲ. 英语 - 口语 Ⅳ. H319. 9
中国版本图书馆 CIP 数据核字( 2006 ) 第 084099 号
实用英语会话
主编王灵芝刘燕
许进刘新少
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前言 ⅰ
前言
纵观我们的英语教学和教材, 多数是以英语基础知识为主, 培养学生的

一般交际能力。而在目前迅速发展的时代, 社会对大学毕业生英语应用能力
的要求不断高升, 用人单位需要的是没有实习期的“ 来则能战, 战则能赢”的
“ 熟练工”, 这样, 帮助学生成为“能战的熟练工”的任务义不容辞地前移到了
学校和课堂。为了适应这种要求, 结合多年外语工作和教学实践, 以培养学
生从出校门到实际工作必需的业务英语会话能力为目标, 编写了这本《实用
英语会话》, 旨在培养学生涉外业务英语会话能力。
本书分为交际英语、求职英语、文秘英语、公司英语、商贸英语五大板
块。每一板块包括几个单元, 每一单元开始都对本单元内容做了简要说明,
每一单元按照不同职业、不同情景安排了若干小节。每一单元后设有训练情
景, 以便学生进行英语实训。各板块之间既有一定的联系, 每一板块又自成
一体, 可供自由选用。每一节后面, 对文中出现的短语、术语、一些语法现
象和难点做了详细的注释, 便于学习和使用。
本书的编写主要突出以下几个特点:
一、内容上突出“ 实用性”。选材具体实用、语言精炼易掌握, 而且时代
性、职业性很强。“ 公司英语”是本书的创新点, 与“ 文秘英语 ”有机结合, 使
学生把“ 公司”搬入课堂进入实战状态。书中的训练情景安排改变了传统教
材中“ 词汇、结构和阅读练习 ”模式, 使学生在学习中“ 工作”, 体现了实用
性。
二、设计上强调“ 可操作性”。书中选材集可听性的、可说性的、可读性
的和可用性的典范材料为一体, 对文中出现的短语、术语、一些语法现象和
难点做了详细的注释, 具有很强的可操作性。
三、选材上注重“ 多样性”。书中内容取材全面, 包括交际、求职、文秘、
ⅱ 实用英语会话
外贸、企事业单位等各种不同场景、不同职业所使用的语言材料, 选材文字

规范、语言地道、难度不大、可读性强。
本书既可作为高等院校、成人教育、高职高专的口语或实训教材, 也可
作为文秘、外贸、企事业单位等的外事工作者、翻译工作者及广大英语爱好
者的会话手册及工具书。
本书的编辑和出版得到了中南大学成人教育学院、高等职业技术学院领
导和有关人员的大力支持; 在编写过程中, 参阅了大量国内外有关书籍和资
料, 从中获得了很大启示和帮助; 美国宾西法尼亚州 East Stroudsburg
University 的语言学专家 Robert Ackerman 教授对材料进行了审阅, 在此一并
表示衷心的感谢。
由于编者水平有限, 书中定有疏漏、错误之处。读者是最好的老师, 您
在使用本书时如发现什么错误或不妥之处, 敬请不吝指教。
编者
2006 年 6 月
目录 ⅰ
目
Contents 录
P a rt Ⅰ Eng lis h fo r Co mmunic a tion 交际英语 ………………… ( 1)
Unit 1 Ever yda y E nglish 日常用语 ……………………………………… ( 3)

1. Greetings 问候 ………………………………………………………… ( 3)
2. Introductions 介绍 ……………………………………………………… ( 5)
3. Request and Help 请求与帮助 …………………………………………… ( 7)
4. Thanks and Gratitude 致谢 ……………………………………………… ( 8)
5. Apologies and Regrets 道歉与遗憾 ……………………………………… ( 10)
6. Sympathy 同情 ……………………………………………………… ( 12)
7. Congratulations and Good Wis hes 祝贺与希望 …………………………… ( 13)
8. Compliments 恭维 …………………………………………………… ( 14)
9. Complaints 抱怨 ……………………………………………………… ( 16)
10. Suggestions 建议 …………………………………………………… ( 17)
11. Farewell 告别 ………………………………………………………… ( 19)
Unit 2 Living Ser vice 生活服务 ………………………………………… ( 22)
1. Hous ekeeping 客房服务 ……………………………………………… ( 22)
2. Res taurant Service 餐厅服务 ………………………………………… ( 24)
3. Barber Service 理发服务 ……………………………………………… ( 26)
4. Laundry Service 洗衣服务 ……………………………………………… ( 27)
5. Mail Service 邮电服务 ………………………………………………… ( 29)
6. Medical Service 医疗服务 ……………………………………………… ( 36)
7. Bank Service 银行服务 ………………………………………………… ( 32)
Unit 3 Cha tting 聊天 …………………………………………………… ( 35)
1. Talking about the Weather 谈论天气 …………………………………… ( 35)
2. Campus Life 校园生活 ………………………………………………… ( 37)
ⅱ 实用英语会话
3. Talking about Current Affairs 谈论时事 ………………………………… ( 39)

4. Life Attitude 人生态度 ………………………………………………… ( 41)
5. Talking about the Family 谈论家庭 ……………………………………… ( 43)
6. Talking about Vacations 谈论假期 ……………………………………… ( 45)
7. Talking about Pets 谈论宠物 …………………………………………… ( 47)
8. Talking about Hobbies 谈论嗜好 ……………………………………… ( 49)
Unit 4 Social Inter course and Recr ea tion 社交活动与娱乐 ………… ( 52)
1. Appointment and Vis it 约会与拜访 ……………………………………… ( 52)
2. Invitation to Dinner 约请赴宴 ………………………………………… ( 53)
3. Social Dancing 交际舞会 ……………………………………………… ( 54)
4. Going to the Cinema 看电影 …………………………………………… ( 56)
5. Going to a Concert 听音乐会 …………………………………………… ( 58)
6. Watching TV 看电视 …………………………………………………… ( 60)
7. Bodybuilding and Sports 健身与运动 …………………………………… ( 61)
P a rt Ⅱ Eng lis h fo r J ob -a pplica tion 求职英语 ………………… ( 65)
Unit 1 J ob -application and Interview 求职与面试 …………………… ( 67)

1. Phone Application 电话求职 …………………………………………… ( 67)
2. Knocking on the Door 上门询问求职 …………………………………… ( 68)
3. In the J ob Center 在职业介绍所 ……………………………………… ( 69)
4. In the Recruiting Meeting 在招聘会 …………………………………… ( 70)
5. A Success ful Interview 成功的面试 …………………………………… ( 71)
6. An Unsucces s ful Interview 不成功的面试 ……………………………… ( 73)
7. Interview for Advancement 要求升迁面试 ……………………………… ( 74)
8. The End of the Interview 结束面试 ……………………………………… ( 75)
Unit 2 Per sonal Infor mation 个人信息 ………………………………… ( 78)
1. About Name and Age 关于姓名和年龄 ………………………………… ( 78)
2. About Addres s and Birthplace 关于住址和籍贯 ………………………… ( 79)
3. About the Family 关于家庭 …………………………………………… ( 80)
4. About Reasons for Leaving 关于辞职原因 ……………………………… ( 82)
5. About Reasons for Application 关于应聘原因 …………………………… ( 83)
6. About Personality 关于个人性格 ……………………………………… ( 85)
目录 ⅲ
7. About Hobbies 关于业余爱好 ………………………………………… ( 87)

Unit 3 Education Backgr ound and Ability 教育背景和能力 ………… ( 90)
1. About Education Background ( I) 关于教育背景 ( I) …………………… ( 90)
2. About Education Background ( II) 关于教育背景( II) …………………… ( 92)
3. About Your Ability 关于个人能力 ……………………………………… ( 93)
4. About Language Ability 关于语言能力 ………………………………… ( 96)
5. About Your Skills 关于个人技能 ……………………………………… ( 97)
6. About Work Experience 关于工作经验 ………………………………… ( 99)
7. About Achievements 关于工作成就 …………………………………… ( 100)
Unit 4 About Specific Positions 关于所谋职位 ……………………… ( 103)
1. About the Pos ition of a Secretary 关于秘书职位 ……………………… ( 103)
2. About the Pos ition of Computer Programmer 关于电脑程序员之职 ……… ( 105)
3. About the Pos ition of a Senior Production Planner 关于高级生产管理人员之职
…………………………………………………………………… ( 107)
4. About the Pos ition of an Accountant 关于会计职位 …………………… ( 108)
5. About the Pos ition of a Salespers on 关于销售员职位 …………………… ( 111)
6. About the Pos ition of a Front Office Manager 关于前台经理职位 ………… ( 113)
7. About the Pos ition of a Receptionist 关于接待员职位 …………………… ( 115)
8. About the Pos ition of a Touris t Guide 关于导游职位 …………………… ( 117)
Unit 5 The Applicant s Concerns 求职者关心的问题 ……………… ( 121)
1. About the Remuneration 关于薪酬 …………………………………… ( 121)
2. About Vacations and Benefits 关于节假日和福利 ……………………… ( 122)
3. About Work Hours and Opportunities for Advancement 关于工作时间与
提升机会 …………………………………………………………… ( 124)
4. About the Methods of Contact 关于联系方式 …………………………… ( 125)
5. About the Final Decis ion 关于应聘结果 ………………………………… ( 126)
P a rt Ⅲ Eng lis h fo r S e cre ta rie s 文秘英语 …………………… ( 129)
Unit 1 Business R eception 业务接待 ………………………………… ( 131)

1. Meeting at the airport 机场接人 ……………………………………… ( 131)
2. Room Res ervation 预订客房 ………………………………………… ( 133)
3. Dinners and Banquets 宴请 …………………………………………… ( 135)
ⅳ 实用英语会话
4. Scheduling of Activities 安排活动日程 ………………………………… ( 139)

5. Visiting Factories 参观工厂 …………………………………………… ( 143)
6. Arranging Visits and Sightseeing 安排参观游览 ………………………… ( 146)
7. Accompanying Gues ts for Shopping 陪来宾购物 ……………………… ( 148)
Unit 2 Da ily O ffice W or k 日常工作 ………………………………… ( 153)
1. Making and Receiving Telephone Calls 接打电话 ………………………… ( 153)
2. Receiving Vis itors 接待来访者 ………………………………………… ( 155)
3. Making an Appointment 安排会面 …………………………………… ( 157)
4. Planning and Organizing Meetings 组织会议 …………………………… ( 159)
5. Taking Minutes 会议记录 …………………………………………… ( 161)
6. Memorandum 备忘录 ………………………………………………… ( 165)
7. Sending and Receiving Fax and E-Mail 接发传真和电子邮件 …………… ( 166)
8. Handling Business Letters and Documents 处理商业函件 ……………… ( 168)
9. Filing Sys tems 档案管理 ……………………………………………… ( 172)
Unit 3 Ma nagement of Business 事务处理 …………………………… ( 176)
1. Arranging a Business Trip 安排商务旅行 ……………………………… ( 176)
2. Booking Airline Tickets 预订机票 ……………………………………… ( 178)
3. Planning a Vacation 计划休假 ………………………………………… ( 179)
4. Organizing a Ros ter 安排值班 ………………………………………… ( 182)
5. An Emergency in the Office 办公室紧急情况 …………………………… ( 183)
6. Dealing with Emergency Cases 处理紧急事件 ………………………… ( 186)
7. Going About Financial Matters 办理银行业务 …………………………… ( 188)
8. Control of Petty Cas h 小额财务管理 ………………………………… ( 192)
9. Buying Office Equipment 购买办公设备 ……………………………… ( 193)
10. Organizing a News Conference for New Products 组织新产品新闻发布会 …… ( 196)
P a rt Ⅳ Corpora te E nglis h 公司英语 …………………………… ( 200)
Unit 1 About a Company 公司情况 ………………………………… ( 203)

1. Introducing a Company 公司介绍 ……………………………………… ( 203)
2. Company s Organization 公司机构 …………………………………… ( 205)
3. Company Pers onnel Policies 公司人事政策 …………………………… ( 208)
4. Company Strategy 公司谋略 ………………………………………… ( 210)
目录 ⅴ
5. Financial Affairs 公司财务 …………………………………………… ( 213)

6. Company Bonus 公司奖金 …………………………………………… ( 216)
7. Company Competition 公事竞争 ……………………………………… ( 218)
8. Company Results and Trends 公司成果与趋势 ………………………… ( 221)
9. Ins urance 保险 ……………………………………………………… ( 222)
Unit 2 Company Pr oduction, Sales and Ser vice 公司生产、销售和服务
…………………………………………………………………… ( 227)
1. Presenting Products 介绍公司产品 …………………………………… ( 227)
2. Advertising 产品广告 ………………………………………………… ( 229)
3. Market Res earch 市场调研 …………………………………………… ( 231)
4. Marketing 营销 ……………………………………………………… ( 234)
5. A Trade Fair 交易会 ………………………………………………… ( 236)
6. Negotiations 业务谈判 ……………………………………………… ( 239)
7. Bargaining 讨价还价 ………………………………………………… ( 242)
8. Signing a Contract 签订合同 ………………………………………… ( 244)
9. After-s ale Service 售后服务 …………………………………………… ( 249)
P a rt Ⅴ Comme rce a n d Bus ine s s En glis h 商贸英语 ……… ( 253)
Unit 1 Commer cial E nglish 商业英语 ………………………………… ( 255)

1. Guiding the Customer for Shopping 指导顾客购物 ……………………… ( 255)
2. Showing 展示样品 …………………………………………………… ( 257)
3. Quality 质量 ………………………………………………………… ( 258)
4. Size and Colour 尺寸和颜色 ………………………………………… ( 259)
5. Style and Price 式样和价格 …………………………………………… ( 261)
6. Paying the Bill 付款 ………………………………………………… ( 262)
7. Changing Money 兑换 ………………………………………………… ( 264)
8. Exchanging or Refunding 退换 ………………………………………… ( 266)
Unit 2 Da ily Business E nglish 日常商贸英语 ………………………… ( 268)
1. Calling on a Cus tomer 拜访客户 ……………………………………… ( 268)
2. Establishing Bus ines s Relations 建立业务关系 ………………………… ( 270)
3. Changing Plans 改变计划 …………………………………………… ( 273)
4. Tender 投标 ………………………………………………………… ( 275)
ⅵ 实用英语会话
5. At Cus toms 在海关 …………………………………………………… ( 277)

6. Patent and Trademark 专利与商标 …………………………………… ( 279)
7. Foreign Trade Policy 外贸政策 ………………………………………… ( 282)
8. Abs orption of Foreign Capital 吸引外资 ………………………………… ( 285)
9. J oint Venture 合资企业 ……………………………………………… ( 289)
Unit 3 Pra ctica l Business En glish 外贸实务英语 …………………… ( 294)
1. Inquiry and Offer 询盘与报盘 ………………………………………… ( 294)
2. Counter-offer and Counter-counter-offer 还盘与反还盘 ………………… ( 297)
3. Acceptance and Order 接受与订货 …………………………………… ( 299)
4. Payment and Delivery 付款与交货 …………………………………… ( 301)
5. Packing and Shipment 包装与装运 …………………………………… ( 304)
6. Commodity Inspection and Ins urance 商检与保险 ……………………… ( 306)
7. Agency and Contract 代理与签约 ……………………………………… ( 308)
8. Commiss ion and Discount 佣金与折扣 ………………………………… ( 312)
9. Claims and Settlement 索赔与理赔 …………………………………… ( 315)
10. Compensation Trade 补偿贸易 ……………………………………… ( 316)
参考书目 ………………………………………………………………… ( 334)

Pa rt Ⅰ
En glish fo r Co m m u n ic a tio n
交际英语
Unit 1 Everyday English 日常用语 3
Un it 1 Ev e r y d a y En glish
日常用语
In our everyday lives, we associate with all kinds of people a round us. We show
our feelings and relationships by expressing our idea s a nd feelings to each other
through greetings and introductions, tha nks a nd congratula tions, requests and help,
a pologies and regrets, sympathies and compla ints, and so on. In these cases, we
should notice not only our attitude but also our speech. As we know, bea utiful words
show beautiful spirits, a nd beautiful words lea d to bea utiful communities.
1. Greetings 问候
A
1 2
A: Hi, Jack. Long time no see . Where have you been hiding?
3
B: I have been to Shanghai on business .
4
A: How is life treating you?
B: Not bad, and you?
A: Just so-so. The usual. Anything new with you?
B: Yes, I ve just got married.
A: Oh, congratulations! Who is the lucky girl?
B: You know her, I think. She was one of our classmates in college. Her
name is Lily.
5
A: Lucky dog! I envy you! Do you have any children?
B: Not yet. Welcome to our new home.
6
A: Thanks. I d be very glad to come some time. Give my regards to your
family.
B: Thank you, I will.
B
7 8
A: Why, Kate! What a nice surprise! What brings you here?
4 实用英语会话
9
B: Hi, Jim, I ve come here specially to see you.
10
A: Oh, that s very kind of you. I m much obliged. Come in, please. Take
11 12
a seat and make yourself at home . Would you like some tea or mineral water ?
13
B: Mineral water, icy , please. Well, how are things with you these days?
14
A: Not too good. Things are going from bad to worse.
15
B: I m sorry to hear that. I hope things will improve soon.
16
A: Yes, let s hope for the best. Well, it s time for supper. Please stay.
B: OK, thanks.
… …
B: I must be going now. Thank you for the delicious dinner.
A: Do you have to go? It s still early.
B: Sorry, Jim, I have an appointment at 8 this evening, and it s very
important to me, you know.
17
A: In that case, I won t keep you. Come again. You are welcome any time.
B: Thank you. And don t be too worried about your business. Things will be
better soon. If you need my help, don t hesitate to let me know. Remember, a
18
friend in need is a friend indeed.
19 20
A: Thanks a million. Good-bye and all the best.
B: Bye. Take care.
Not e s :
1 . Long time no see. 好久不见了。相当于 Haven t seen you for a long
time.
2 . Where have you been hiding? 你这一阵都躲哪儿去了?
3 . on business 出差
4 . How is life treating you? 生活过得怎么样?
5 . Lucky dog! 你真幸运。dog 是宠物, 在英语中常为昵称。
6 . Give regards to. . . 代向某人问好
7 . What a nice surprise! 简直令人吃惊!
8 . What brings you here? 是什么风把你给吹来了?
9 . I ve come here specially to see you. 我特地来看你的。
10. I m much obliged. 非常感激。
11. . . . make yourself at home. 别拘束( 就像在自己家里一样) 。
12. mineral water 矿泉水

13. icy 冰的
14. Things are going from bad to worse. 事情变得越来越糟。
15. improve 改善, 提高
16. Let s hope for the best. 让我们尽量朝好的方面想吧。.
17. In that case, I won t keep you. 如果是那样的话, 我就不留你了。
18. A friend in need is a friend indeed. 患难朋友才是真正的朋友。
19. Thanks a million. 非常感谢。
20. . . . all the best. 祝你万事如意。
2. Introductions 介绍
A
1
A: Excuse me. Allow me to introduce myself. My name is Jack, the
chairman of the Student Union.
2
B: Oh, I ve heard so much about you. And I m very glad to have the
opportunity to meet you. My name is Mike. I m a junior.
3
A: I know you very well by reputation. My teachers and friends have often
4
talked about you. Your proficiency in programming is among the first class in our
5
university.
6
B: Thank you for your compliments . Are you interested in programming too?
A: Definitely! But I found it not so easy to design a good program. I just
can t help wondering how you can do it so well.
B: It s really not that hard. If you want I will introduce my friends Polly to
you. She is better than I am in programming. Perhaps she can help you with it.
7
A: Terrific! It s so nice of you.
8
B: My pleasure. Well, speak of the devil, here he is. Hi, Polly, come to
meet Jack, the chairman of the Student Union.
A: Hello, Mr. Zhang, let me introduce myself, I m Liu Xinshao from

Changsha.
B: How do you do, Mr. Liu?
9
A: How do you do? I m very pleased to make your acquaintance . I ve been
looking forward to meeting you in person so that I can get direct help from you with
10
my English. I know you are one of the best English specialists in China.
B: Thank you for saying so. It s really important to exchange ideas between
us and share our experience.
A: Exactly! If you don t mind, I have a question at this moment to ask you.
11
B: Go ahead. I ll be very happy to offer my help if I can.
A: Thank you. My question is. . .
12
B: That really calls for deep thought. I ll give you my answer by E -mail
tomorrow. By the way, what s your E -mail address?
A: It s Liuxinshao@163. com. I ll be ready to get your instruction any time.
B: You are too modest. Let s study together. It s really nice to talk with you.
A: Me too. But I m sorry I have taken up so much of your time and given you
so much trouble.
B: Not at all. I m always glad to help you as long as I can.
A: Many thanks. Good-bye.
B: Bye.
Not e s :
1 . Allow me to introduce myself. 请允许我自我介绍一下。
2 . I ve heard so much about you. 久仰久仰。
3 . I know you very well by reputation. 久闻大名。
4 . My teachers and friends have often talked about you. 我的老师和朋友们
经常谈起你。
5 . Your proficiency in programming is among the first class in our university.
你的程序设计水平是我们大学一流的。
6 . compliments 称赞, 恭维
7 . Terrific! 好极了。
8 . Speak of the devil, here he is. 说曹操, 曹操到。
9 . make your acquaintance 认识你
10. specialist 专家
11. Go ahead. 说吧。
12. That really calls for deep thought. 那确实发人深思。
13. I m sorry I have taken up so much of your time and given you so much
trouble. 对不起, 占了您这么多时间, 并给您添了这么多麻烦。
3. Request and Help 请求与帮助
A
1
A: Excuse me, Tom. Would you do me a favor ?
B: Yes, of course. What s the problem?
A: My computer doesn t work, and I don t know how to restart it.
2
B: Don t worry. I ll check it.
A: Thank you.
3
B: Is the power off?
4
A: No. The power is on, and the circuit is normal, too.
B: Let me see. . . yes. Perhaps there is something wrong with the display
5
card . We need to open the machine box, I think.
A: But can you help me do so? I m not familiar with these things.
6
B: By all means . Will you watch me do it?
A: Sure, I will. I must learn to do it myself.
7 8
B: OK, that s it. The display card is loose , no wonder there are no pictures
on the screen.
A: Oh, I see. Thank you for your help, Tom.
9
B: I m glad to be of some service.
A: Hi, Mike. Are you busy now?

B: Not really. Why?
10
A: I m trying to move this heavy box. Will you give me a hand ?
B: Sure. Where are you going to carry the box?
A: My teacher asked me to carry it into the office in our department.
11
B: OK. Now let s pick it up . Oh, it s really heavy. What s in it?
12
A: Just paper. It s running short in the office.
B: Ouch!
A: Are you OK, Mike?
B: I just hurt my toes.

A: Is it serious?
13
B: Nothing serious. I can manage it , I think.
A: Sorry to have given you so much trouble.
14
B: No trouble at all.
Not e s :
1 . do me a favor 帮我一个忙
2 . check 检查
3 . Is the power off? 电源是关的吗?
4 . circuit 电路
5 . display card 显卡
6 . By all means. 当然可以。
7 . loose 松动的
8 . no wonder 难怪
9 . I m glad to be of some service. 我很高兴为你效劳。
10. give me a hand 帮我一个忙
11. pick it up 抬起, 举起
12. run short 快用完, 短缺
13. I can manage it. 我能应付得过来。
14. No trouble at all. 一点也不麻烦。
4. Thanks and Gratitude 致谢
A: Hi, Susan. How are you feeling today?

B: I m much better, thank you.
A: Look! I brought some flowers for you.
1 2
B: Oh, thanks! What lovely carnations ! How fragrant they are!
3
A: I m glad you like them. Just hope you ll be feeling better soon.
B: I am. The doctor says I can go home the day after tomorrow.
A: That s good. How long have you been in the hospital?
B: I have only been in this place for a week, but it seems as if I have been
here for a year.

A: Cheer up. In two days, you ll be among us again.
B: I hope so. At that time I ll go to climb mountains with you all and pick
many flowers for you.
4 5
A: You bet. Now I shall be off. I will see you again tomorrow and hope to
find you better.
6
B: Thank you for coming all the way to see me.
A: Don t mention it. Take good care of yourself. Good-bye.
B: Bye-bye.
B
7
A: I really don t know how I can thank you enough. If not for your help, my
son would be badly hurt in the traffic accident.
B: It s nothing. Everyone in my position would have done the same, I m
8
sure.
9
A: I m very much indebted to you for your selfless help. As a teacher, I am
10
duty-bound to educate the young people to follow your example.
11
B: Delighted to have been of assistance. My parents often educated me to
be of some service to people in trouble or difficulty.
12
A: No wonder you performed such a heroic deed. I d also like to express my
gratitude to your parents for the good education they gave to you.
13
B: Don t mention it, please. It s really what I should have done.
A: I really can t thank you enough for your selfless assistance. Once again,
14
I d like to thank you from the bottom of my heart.
B: It s my pleasure.
Not e s :
1 . carnation 康乃馨
2 . fragrant 芳香的
3 . Just hope you ll be feeling better soon. 希望你早些好转。
4 . You bet. 一定会, 可以肯定。
5 . Now I shall be off. 现在我得走了。
6 . Thank you for coming all the way to see me. 谢谢你大老远来看我。
7 . I really don t know how I can thank you enough. 我真不知道该怎么感谢

您才好。
8 . Everyone in my position would have done the same, I m sure. 我确信每
个处于我这种状况的人都会这样做的。
9 . I m very much indebted to you for your selfless help. 我非常感谢您的无
私援助。
10. duty-bound 责无旁贷的
11. Delighted to have been of assistance. 很高兴能帮得上忙。
12. No wonder you performed such a heroic deed. 难怪您能表现出这样的
英雄壮举。
13. It s really what I should have done. 那确实是我应该做的。
14. I d like to thank you from the bottom of my heart. 我从心底里感谢您。
5. Apologies and Regrets 道歉与遗憾
A: I m terribly sorry for spilling my drink on your coat! May I offer you my
1
sincere apologies for it?
2
B: Oh, don t worry about it. I know it was really quite unintentional .
3 4
A: But I have ruined your coat and I insist on making up for that.
B: Oh, that s all right. There s no harm done. I was thinking of sending it to
5
the laundry anyway.
A: I insist on paying you for the laundry then.
B: That s really not necessary. Just forget it.
6
A: I must apologize for my blunder .
7
B: Don t let it bother you any more .
A: It s very kind of you. I m Bob. Here is my card. Hope to meet you next
time. Good-bye.
B: Bye.
B
8
A: Much to my regret , I am unable to take part in Kate s birthday party this
weekend.
B: Oh! Why?
A: My mother is ill, and I have to take care of her at home.
B: It s really disappointing, but it s not your fault. What s the matter with
your mother?
9
A: She had a high temperature and coughed all night. The doctor said she
10
had pneumonia .
B: I m sorry to hear that. I hope she feels better soon.
A: Thank you. And give my best wishes to Kate.
11
B: Ok, I will. But Kate will be sorry that you can t go to see her.
12
A: Yes, that s really regrettable , but. . .
B: Don t worry about it. She will understand, I am sure.
A: I hope so. This is my gift to Kate. Would you give it to her for me,
please?
B: No problem. And I ll explain your situation to her.
A: Many thanks.
Not e s :
1 . I m terribly sorry for spilling my drink on your coat! May I offer you my
sincerest apologies for it? 很抱歉把饮料溅在你衣服上了, 特向您表示忠诚的歉
意。
2 . unintentional 非故意的
3 . ruin 损坏, 毁坏
4 . make up 弥补
5 . laundry 洗衣店
6 . blunder( 愚蠢的或粗心的) 错误
7 . Don t let it bother you any more. 别再让这事烦着你了。
8 . Much to my regret. . . 令我很遗憾的是……
9 . She had a high temperature and coughed all night. 她得了高烧, 晚上咳
嗽得厉害。
10. pneumonia 肺炎
11. be sorry 感到遗憾的
12. regrettable 令人遗憾的
6. Sympathy 同情
A: Yon don t look well today. What s the matter?

1
B: I m a bit under the weather. I was caught in the rain yesterday and I m
2
afraid I m coming down with a cold.
A: I m sorry to hear that. Hope it s not anything serious.
B: No, it isn t. Just that my nose is a bit stuffed and I have a slight
3
headache.
A: You d better see a doctor then.
B: I will. I have already taken some medicine.
A: I hope you get well soon.
B: Thank you.
B
4
A: Helen, how was the audition?
5
B: It went badly.
6 7
A: Are you serious? How could that be?
B: I went there on time, but I took with me the wrong music tape. So I had
8
to dance to a different music piece.
A: Oh, no! You should have checked before you left. Did you get the
position then?
9
B: No. I was told I needed to work more on my rhythm.
A: You must be feeling awful. I m sorry about your bad luck. Hope you have
better luck next year.
B: I d better, because that will be my last chance.
Not e s :
1 . I m a bit under the weather. 我有点感觉不舒服。
be under the weather 意为“ 感觉不舒服”
2 . I was caught in the rain yesterday and I m afraid I m coming down with a
cold. 昨天我淋了一场雨, 恐怕要得感冒了。 be caught in 意为“ 遇( 雨 ) ”; to
come down with 意为“ 得病”。

3 . My nose is a bit stuffed and I have a slight headache. 我鼻子不通, 头也
有点痛。
4 . How was the audition? 面试( 试唱、试演) 怎么样?
5 . It went badly. 考砸了; 没考好。
6 . Are you serious? 真的吗?
7 . How could that be? 怎么可能呢?
8 . I had to dance to a different music piece. 我跳舞时不得不换了一段音乐。
9 . I needed to work more on my rhythm. 我得多在节奏上下功夫。
7. Congratulations and Good Wishes 祝贺与希望
A: Hello, John. How have you been these days?

1
B: I ve just passed my graduation exams and got a BA in English.
A: Congratulations!
B: Thank you!
A: Do you have any idea what you want to do after graduation?
2
B: I m trying to find a job with one of the airlines .
A: Good luck on your job-hunting!
B: Thank you! How about you these days?
3
A: I ve quit my job with the firm and started my own business.
4
B: Good for you! I always thought you should do something you really enjoy
5
doing, like being your own boss. What business are you doing?
6
A: I m dealing in textiles.
7
B: That s your territory. All the best in your new business!
A: Thank you.
A: Hi! How are you doing?

B: I m doing fine. I ve just found a new job.
A: What s your new job?
8
B: I work as a sales rep in a trading company.
A: Good for you! All the best in your new job.

B: Well, I ve been very busy on the job and I have to do a lot of traveling
around the country.
9
A: I d like to wish you every success.
B: Thank you. As a matter of fact, I m going to Beijing tomorrow. Is there
anything I can do for you there?
A: No, but thank you just the same. Have a pleasant trip.
B: Thanks.
Not e s :
1 . I ve just passed my graduation exams and got a BA in English. 我刚刚通
过毕业考试, 并获得英语专业的文科学士学位。
2 . airline 航空公司
3 . I ve quit my job with the firm and started my own business. 我辞了职, 开
始自己做生意。
4 . Good for you! 你真行( 含祝贺之意) !
5 . I always thought you should do something you really enjoy doing, like
being your own boss. 我一直认为你会去做一些你自己喜欢做的事, 比如自己
当老板什么的。
6 . I m dealing in textiles. 我做纺织品生意。
7 . That s your territory. 那是你的本行。territory 本意为领土、版图
8 . sales rep 销售代理; rep 为 representative 的缩写, 意为代理、代表
9 . I d like to wish you every success. 我谨祝你一切顺利。
8. Compliments 恭维
A: Hi, Tom. You look so handsome today.

B: Thank you.
1
A: You ve changed so much. The nice clothes, fine shoes. You ve also
2 3
changed your hairstyle . You look like a different person.
B: To tell the truth, I m going to get married.
4
A: Congratulations! It s really marvelous news. Who is the girl?
B: The girl in the public relations department of our company. Her name is
Kate.
A: Oh, I know her. She s the most beautiful and lovely girl in our company!
B: It s very nice of you to say so.
A: When is the wedding?
B: Next Saturday, the National Day.
A: A very good day! All of the country will congratulate you on your
5
marriage. Am I among the people invited?
B: Sure. I was about to tell you.
A: I ll surely come. And I m really so happy for you.
B: Thank you very much.
A: What a delicious dinner!

B: I m very glad you liked it. This is the first time for me to invite you to
dinner since I moved to the new home, and I m not sure if my cooking suits your
taste or not.
A: Really very good. I like the fish you cooked. Its taste is very nice, and so
6
is the dumpling . I like this food but I could never make it so well, especially the
7
filling .
B: Next time I ll show you how to make the filling with beef. It ll taste even
better than this.
A: Come to my house next time and don t hesitate to teach me.
B: Sure. I like the soup and dessert you make. Terrific!
A: I m glad you think so. We ll have that in my house if you really like them.
B: OK.
Not e s :
1 . nice 得体的, 适当的
2 . hairstyle 发型
3 . You look like a different person. 你看上去像变了个人一样。
4 . marvelous 极好的, 绝妙的
5 . Am I among the people invited? 我也在邀请之列吗?
6 . dumpling 面团, 饺子
7 . filling( 饺子等的) 馅
9. Complaints 抱怨
A: Jim, could you turn down the music a bit? It s so noisy!

B: OK. But you are always complaining! I just don t see why.
1 2
A: How can you be so inconsiderate ? I have to concentrate on my work,
3
and it s very hard to do so with your music at full blast .
4
B: Can t you just go to another room and do your meditation ?
A: What kind of an attitude is that? You should have been ashamed of your
5
act.
B: You seem to have a grudge against everything, even good, decent
6
music!
7 8
A: I m not against music. But I really resent your thoughtless loudness.
9
B: That does it. I ll move out!
B
10
A: Waiter! The steak tastes like leather!
B: Sorry, sir. I ll change it for you. How would you like your steak done?
11 12
A: Medium rare. And the beer is not chilled enough.
B: I ll bring you another bottle then.
13 14
A: And the fish is burnt , I think. Look, it looks like charcoal .
15
B: It is meant to be a bit singed on the outside. But I can change it for you
if you insist.
16
A: You d better. Black food repels me.
B: I ll tell the chef not to singe the fish this time.
A: OK, do that, please.
Not e s :
1 . inconsiderate 不替别人着想的, 考虑不周的
2 . concentrate on 集中精力于
3 . at full blast 最大声地

4 . meditation 沉思
5 . You should have been ashamed of your act. 你应该为你的行为感到羞
耻。
6 . You seem to have a grudge against everything, even good, decent music!
你似乎对一切东西都很怨恨, 即使是对优美动听的音乐也是如此。grudge 怨
恨, 嫉妒
7 . I m not against music. 我并不反对音乐。
8 . But I really resent your thoughtless loudness. 但我确实对你那种不顾及
他人而制造噪音的行为感到气愤。resent 对……感动气愤, 愤恨
9 . That does it. I ll move out! 够了! 我搬出去。
10. The steak tastes like leather! 牛排吃起来就像嚼皮革一样!
11. Medium rare. 适中的( 不老不嫩的) 。
12. And the beer is not chilled enough. 啤酒不够凉。
13. burnt 烧糊的, 烧焦的
14. charcoal 木炭
15. It is meant to be a bit singed on the outside. 这本来就该外面焦一点。
be meant to. . . 有意, 特意
16. Black food repels me. 黑颜色的食物倒我的胃口。repel 排斥, 使某人
厌恶或反感
10. Suggestions 建议
A
1
A: Mike, have you decided what courses to take this semester ?
2
B: Not exactly. I m still weighing the pros and cons of each course. They are
3
all so interesting and important that I m a bit at a loss what to choose. I m
generally interested in culture though. Could you give me some advice?
A: Ok, in that case, I suggest you take“ American Society and Culture”and
4
“ Chinese Philosophy”. That would give you a chance to make some comparisons
between the two cultures.
B: Thank you. I ll take these two courses. Oh, one more thing, you know,
we are to take a second foreign language. They are offering French, Japanese,
German and Spanish. What language do you think I should learn?

A: It all depends on what you want to do after you graduate. If you intend to
work in a trade company, Japanese will be surely useful. But if you want to
5
continue your artistic or musical pursuits , it will be a great help if you know some
French or Italian.
6
B: I would like to do some comparative study of the development of painting
between Europe and China.
A: If that s what you want, I suggest that you take Italian.
7
B: Thank you very much. You ve really been a great help.
A: You look a bit worried. Is there anything on your mind?

B: Oh, nothing serious. I think I have developed a lump in my throat. It has
been bothering me for sometime now, but I thought I could deal with it later when
8
I have more time. What would you say?
A: I strongly advise you to have a check-up immediately. If I were you, I
would go and see a doctor right away.
B: But you know the mid-term exams are approaching and I was thinking
perhaps I could wait till after the exams.
A: You really ought to see a doctor first.
9
B: I think it s just that I have been smoking too much and if I cut down on
smoking, things might improve.
10
A: Definitely , smoking has affected your health and I strongly recommend
11
that you give up smoking altogether. And first things first , go and see a doctor.
I ll take over the class and don t worry about the exams.
B: That s very kind of you. I appreciate it very much.
Not e s :
1 . semester 学期
2 . I m still weighing the pros and cons of each course. 我还在权衡每一门课
的利弊。pros and cons 赞成和反对, 从正反两方面; weigh ( up) the pros and
cons 权衡利弊
3 . be at a loss 不知所措, 茫然, 困惑
4 . comparison 比较
5 . pursuit 追求
6 . comparative study 比较研究
7 . You ve really been a great help. 你真是帮了大忙了。
8 . What would you say? 你觉得怎么样?
9 . cut down 削减, 减少
10. definitely 完全正确
11. first things first 首先要做的事情
11. Farewell 告别
A: Mr. Li, I ve come to say goodbye, as I m leaving for America tomorrow

morning.
B: Why are you going there, Mr. Smith?
A: Our company opened a branch office in New York, and I was appointed as
1
its Regional Marketing Manager. I ll report for work next week.
B: How nice! But you ll be away for a long time.
A: Yes. Maybe I won t see you for a year.
B: Oh, how I shall miss you! Anyway, take care of yourself and don t forget
2
to keep in touch .
A: Good-bye. Thanks again for everything.
B: It was a pleasure. Hope to see you again next year.
B
3
A: It s very kind of you to come to see me off , Mr. Zhang.
B: Not at all, Mr. Wang. I m sorry you re unable to stay in Guangzhou a
little longer.
4
A: I m sorry, too. Thank you for your warm hospitality .
B: It was nothing at all. What s your flight number?
5
A: It s flight No. 108, Orient Airline . Oh, I think they re announcing my
6
flight now. I d better be going.
B: Good-bye. Have a good flight.
A: Good-bye, Mr. Zhang. I ll contact you again.

B: I hope I hear from you soon.
Not e s :
1 . Our company opened a branch office in New York, and I was appointed as
its Regional Marketing Manager. I ll report for work next week. 我们公司在纽约
开了一家分公司, 我被任命为地区市场经理, 下个星期就要去报到了。
2 . keep in touch 保持联系
3 . see sb off 送行, 送别
4 . hospitality 好客, 殷勤
5 . Orient Airline 东方航空公司
6 . I think they re announcing my flight now. 我想他们在通知我上飞机了。
Situation Practice
Practice 1
Make conversations according to the following situations:
Suppose you meet a friend and you greet each other.
1 ) You haven t seen each other for a long time.
2 ) You come across him at an unexpected place.
Practice 2
Make up a short dialogue according to the situation provided below:
Student A feels very depressed, because he or she spilt some ink on student
B s jacket. Student A apologizes to him or her for it Student B says it s no
problem, because such things often happen.
Practice 3
You have just passed the graduation exams and got a BA in Marketing
Management. Moreover, you ve found a new job as a sales representative in a
trading company. One of your classmates congratulates you.
Practice 4
You are an English major. You want your American friend, Jane, to give you
some suggestions on the revision of your composition. Jane suggests that you make
it shorter and check the spelling more carefully.
Un it 2 Liv in g Se r v ic e
生活服务
In modern society, the connections a mong people are becoming more a nd more
close a nd frequent. We can t be isola ted from others. For example, when we travel,
we need the services of the tra vel a gencies a nd hotels. When we a re ill, we need the
services of the hospitals. Even if we just stay at home, we still need the services of
shops, banks, post offices and so on. Lea rning the commonly used la nguage for
those occasions will help grea tly in our everyday communications.
1. Housekeeping 客房服务
A
1
A: Good morning, sir. May I do the housekeeping for you now?
B: Oh, thank you. But now I m busy with my work. Could you come back in
2 hours?
A: Certainly, sir.
2
B: Would you tidy up a bit in the bathroom? I ve just taken a bath and it is
3
quite a mess now. Also, please bring me a bottle of boiled water.
A: Yes, sir. I ll bring in some fresh towels along with the drinking water.
B: OK.
A: Is there anything else I can do for you?
B: No more. Thank you very much.
4
A: I m always at your service. Good-bye, sir, and do have a very pleasant
day.
A: Room Service. Can I help you?

5
B: Yes, there seems to be something wrong with the air conditioner in my
room.
Unit 2 Living Service 生活服务 23
6
A: What seems to be the trouble, sir?
7
B: It s blowing out heat. It s sweltering in here. Can you send someone up to
look at it?
8
A: I think if you flip the blue switch near the bottom it will activate the air
conditioner.
B: But the control switch doesn t work.
9
A: I see. I ll report it to maintenance. We apologize for the inconvenience.
Anything else, sir?
B: Yes, do you have larger size slippers than the ones I have in my room?
They are too small for me.
A: I m not really sure, sir. But I ll try and see if I can get you a pair of larger
ones. What s your room number, please?
B: 2109. And my name is Brown. Oh, one more thing, I also need a couple
10
more hangers .
A: I ll give you some more right away. Is four enough?
B: Yes, that s more than enough. Thank you.
A: You are welcome, sir.
Not e s :
1 . May I do the housekeeping for you now? 我现在可以为你清理房间吗?
2 . tidy up 整理, 打扫
3 . be a mess 混乱, 一团糟
4 . I m always at your service. 我随时为您服务。
5 . air conditioner 空调
6 . What seems to be the trouble, sir? 哪儿出毛病了, 先生?
7 . It s blowing out heat. It s sweltering in here. 吹出热气来, 这里都快闷死
了。
8 . activate 使活动, 使运转
9 . I ll report it to the maintenance. 我会将此事告知维修人员。
10. hangers 衣架
2. Restaurant Service 餐厅服务
A
1
A: Welcome to our restaurant. For three?
B: Yes, a table for three.
A: Would you come this way, please? Will this table be all right?
2
B: Is the table by the window reserved?
A: No, sir. You can have it.
B: Good. We can enjoy the swimming golden fish in the pond while eating.
A: Yes. Here s the menu. I ll be right back.
( A few minutes later. )
A: Are you ready to order?
B: Well, now, what do you recommend?
A: Well, the steak is very good today. Or if you prefer fish, there is fresh
sole.
B: I think I ll have the steak. My friends like fish. Two fish, please.
3
A: Yes. How do you like your steak cooked, sir?
4
B: I don t like it too underdone . Make it welldone.
5
A: All right. Would you like vegetables to go with it?
B: What vegetables do you have?
6
A: Roast potatoes, peas, spinach, and French beans.
B: I ll have the peas. They are nice to go with steak. You like French beans?
Yes, two French beans, please.
A: Very well. What drinks would you like?
7
B: Iced tea would be good.
A: Yes, three glasses of iced tea.
B: Could I order our dessert now?
A: Certainly, sir. Anything else?
A: No, thank you.
A: What would you like to order, sir?

B: I d like to try some real Chinese food since I m in China now.

A: Good idea. I m sure you ve had some Chinese food before you came to
China.
8
B: Yes, but it is quite catered for the tastes of westerners.
A: We serve different styles of Chinese food here. Cantonese food is well
9
known for seafood and fresh vegetables, rather light. Beijing food is a little heavy
10
and Sichuan food is usually spicy and hot.
B: Well, is it good to have one typical dish from the three different styles?
Can you arrange it?
A: Let me see. What about a steamed fish, Cantonese style, beancurd with
11 12
chile sauce , Sichuan style, and Gongbao chicken , Beijing style.
B: Very good.
A: Any vegetables?
B: Do you have spinach?
A: Yes. Is that all?
B: That s all.
Not e s :
1 . For three? 是供三人用餐吗?
2 . Is the table by the window reserved? 靠窗的桌子有人预订了吗?
3 . How do you like your steak cooked, sir? 你喜欢吃怎样做的牛排呢?
4 . underdone 尚未熟透的
5 . Would you like vegetables to go with it? 要配青菜吗?
6 . Roast potatoes, peas, spinach, and French beans. 烤土豆, 豌豆, 菠菜,
豆角。
7 . Iced tea would be good. 冰茶就行了。
8 . Yes, but it is quite catered for the tastes of westerners. 是的, 但是那些
菜常得符合西方人的口味。cater for 提供、迎合
9 . Cantonese food is well known for seafood and fresh vegetables, rather
light. 广东菜以海鲜、新鲜蔬菜著称, 相当清淡。
10. Beijing food is a little heavy and Sichuan food is usually spicy and hot.
北京菜口味重一点, 四川菜一般又麻又辣。
11. beancurd with chile sauce 加了辣椒酱的豆腐脑
12. Gongbao chicken 宫爆鸡丁
3. Barber Service 理发服务
A: Good morning, sir. What can I do for you?

1
B: Good morning. I d like to have a haircut and a shampoo.
A: Very well. Please sit down here. Do you want me to cut your hair very
short?
2
B: No, just trim the sides a little bit.
3
A: How do you part your hair: on the right, or on the left?
B: On the right, please.
A: What kind of shampoo do you use?
4
B: I don t stick to anything particular.
… …
5
A: Well, your hair is done. Would you like to have a close shave?
B: Yes, I d feel very comfortable after having a close shave.
A: All right, sir. . . now, I ve finished. How do you like it?
B: Very good. You ve done a good job. How much is it altogether?
A: 15 Yuan. Thank you. Good-bye.
B: Good-bye.
B
6
A: How would you like your hair done?
B: As summer is coming on, and my hair is a bit long now, I d better have it
7
shortened. Could you give it a good trimming all the way round?
8
A: Then you ll have a shampoo and set.
B: Right you are.
A: What shampoo do you prefer?
B: Shishedo, please. That s my favorite.
A: It s always been one of the most popular brands. It s wonderful for
9
bringing out the luster in the hair, especially blonde hair like yours.
B: So kind of you.
Not e s :
1 . I d like to have a haircut and a shampoo. 我想理发和洗头。
2 . No, just trim the sides a little bit. 不, 只修一修两边发脚就行了。trim
修剪
3 . How do you part your hair: on the right, or on the left? 你想怎样分发
路, 在右边分, 还是在左边分? part vt. 分开
4 . I don t stick to anything particular. 我不固定用某一种洗发水。
5 . Would you like to have a close shave? 您要不要把胡子刮干净?
6 . How would you like your hair done? 你想把头发剪成什么样的?
7 . Could you give it a good trimming all the way round? 你可以把整个头发
给修剪一下吗?
8 . Then you ll have a shampoo and set. 然后给你洗头和定型。
9 . It s wonderful for bringing out the luster in the hair, especially blonde hair
like yours. 它可以很好地保持头发光泽, 特别是像你这样的金黄色头发。
4. Laundry Service 洗衣服务
A: May I help you?

B: Yes. I have some laundry to be done. It is here in the laundry bag.
A: OK, just put them here. I ll wash it this evening.
B: Well, I d like my sweater to be washed by hand in cold water. It might
1
shrink otherwise.
A: By hand in cold water. I understand. Could you fill out the laundry form,
please?
2
B: Yes, I will. And I want to have my dress laundered . But I need to wear
it tonight.
3
A: Don t worry, madam. We have an express laundry service. It only takes
three hours.
B: What s the difference in price?
4
A: We charge fifty percent extra for express.
B: All right. I ll have express for the dress. Thank you.
A: That s all right. Bye.
A: What can I do for you?

B: I have some shirts to be washed.
A: OK. When do you need them, sir?
5
B: Not straight away.
A: Will tomorrow morning be all right?
6
B: That will be fine. But I have a suit that I would like pressed as soon as
possible.
A: If you are in a hurry, there is a two-hour quick service. But an extra
charge of 50% is required for it.
7
B: That s fine. And there is also a stain on my suit. Could you remove it?
A: What kind of stain is it, sir?
8
B: I spilled some orange juice on it.
9
A: I will do my best to remove the stain but we cannot guarantee the result.
B: OK, thank you.
A: You are welcome. Good-bye.
B: Bye.
Not e s :
1 . It might shrink otherwise. 否则会缩水。
2 . launder v. 洗熨
3 . We have an express laundry service. 我们有特快洗衣服务。
4 . We charge fifty percent extra for express. 对特快洗衣服务, 我们加收
50% 的额外费用。
5 . Not straight away. 不急。
6 . pressed 熨平
7 . stain 污点, 斑点
8 . I spilled some orange juice on it. 我洒了点儿橘汁在上面。
9 . guarantee 保证
5. Mail Service 邮电服务

1
B: I want to send a letter by Registered Mail to Hong Kong.
A: OK. Please fill out the form. Write your name and address and the
2
contents of the letter clearly.
3
B: Yes, I will. . . Here is the filled out form. What is the charge for it?
A: Seven Yuan.
B: You will give me a receipt, won t you?
A: Certainly.
4
B: Here is a hundred Yuan bill. I m sorry that I haven t anything smaller.
A: That s all right. Here is ninety-three Yuan for change.
B: Thank you. In the meantime, I want to mail this letter to Australia. I put
on a Three-Yuan stamp. Is it okay?
5
A: Let me weigh it. Well, it s overweight. You need to put on another stamp
of sixty Fen.
6
B: All right. Can I send the two newspapers as“ printed matter”?
7
A: Yes, sir. Please wrap it well so that it won t get damaged.
B: I will. Sorry for having given you so much trouble.
B: You are welcome.
A: Is there anything I can do for you?

8
B: Yes. I d like to send this letter to Paris by airmail. How much will it be?
A: Let me see. Hm, it s quite a bit overweight, I m afraid. It will be 20
Yuan.
9
B: Here s another letter. I d like to send it to London registered. How much
will it be?
A: Let me weigh it. It ll be 30 Yuan. That will be 50 Yuan altogether.
B: Can you break a 100 dollar bill?
A: Yes, here is your change.
B: Thank you. Do I hand the letters to you, or put them in the mailbox
10
outside?
A: Just let me have the registered one and I ll give you the receipt. You can
put the other one in the mailbox outside.
Not e s :
1 . I want to send a letter by Registered Mail to Hong Kong. 我要用挂号信
的方式把这封信寄往香港。
2 . Write your name and address and the contents of the letter clearly. 工整地
写出你的姓名、地址和信的内容。
3 . What is the charge for it? 要多少钱?
4 . I m sorry that I haven t anything smaller. 很抱歉, 我没有小数目的钞票。
5 . It s overweight. 信超重了。
6 . Can I send the two newspapers as“ printed matter”? 这两份报纸可否按
“ 印刷品”计算邮资?
7 . wrap v. 包裹, 打包
8 . I d like to send this letter to Paris by airmail. 我想把这封信空邮去巴黎。
9 . I d like to send it to London registered. 我想用挂号方式寄往伦敦。
10. Do I hand the letters to you, or put them in the mailbox outside? 我把这
两封信交给您, 还是把它们投进外面的邮箱?
6. Medical Service 医疗服务
A: What s bothering you, sir?

B: Doctor, I can t sleep. I have no appetite. I feel weak in all my limbs and
1
short of breath. There is a bitter taste in my mouth.
A: Since when have you been feeling like this?
B: About 3 weeks now. I did see a doctor a week ago. But it just sort of hung
2
on.
3
A: Open your mouth, please, and show me your tongue. It s rather coated.
Now please lie down on the couch there. Let me listen to your heart and lungs.
4
Well, you have got a faint murmur of the heart.
B: Murmur? Terrible! Am I going to die, doctor?

A: No. Don t worry. It s not that serious yet. I d better take your blood
pressure, too. Mm, it s a bit high. Do you drink a lot?
5
B: Yes, drinking is my life. I drink at least a bottle of liquor a day.
A: That s it. If you don t want to lose your life, you are advised to give up
drinking or at least cut down on your drinking.
B: I ll take your advice.
6
A: I ll prescribe some medicine for you. If there is no marked improvement,
come to me again.
B: OK, thanks.
A: Come in and sit down here. What s wrong with you?

B: My toothache kept me awake all night. It s really too much for me.
A: Just let me take a look at it first. Now open wide. Wider please. Take it
easy. Does this hurt?
B: Ow. Ow. Ow.
7
A: Hmm. I m afraid several of your teeth need attending to .
B: Really? But only this one hurts.
8
A: Yes, but besides that, four of your teeth have cavities .
B: You mean four? Are you sure?
9
A: Yes, four. And some of your old fillings are loose.
B: Oh, dear. I hope you don t have to pull all of them out.
10
A: Don t worry. I can put in artificial teeth for you.
B: But artificial teeth are not as good as natural ones.
A: Of course not. I may be able to save some of them. Let s hope for the
best. But it may take a lot of drilling. I ll have to give you an injection of
11
novocaine . Now open wide, please. This won t hurt too much.
Not e s :
1 . I feel weak in all my limbs and short of breath. 我四肢无力, 呼吸困难。
limb 肢( 腿、臂等)
2 . But it just sort of hung on. 但总是拖着不见好转。 hang on: have no
improvement 拖着不见好转
3 . It s rather coated. 有一层厚厚的舌苔。coated 有舌苔的
4 . Well, you have got a faint murmur of the heart. 你的心脏有杂音。
5 . liquor 烈性酒
6 . prescribe 开药方
7 . attend to 照料, 在这里意味着要“ 拔掉”几颗牙。
8 . cavity 腔, ( 牙) 洞
9 . filling 补牙, ( 补牙洞的) 填料
10. artificial teeth 人造牙, 假牙; artificial 人造的, 人工的
11. novocaine( 商标) 诺佛卡因, 新古柯碱( 一种麻醉类药品)
7. Bank Service 银行服务
A: Can I help you?

1
B: Yes. I d like to open an account, please .
A: What sort of account did you have in mind?
B: I m not very sure. Could you give me some suggestions?
A: How much money do you plan to keep in your account on a regular
2
basis?
B: I can deposit ＄400 a month that covers all my expenses.
3
A: I see. What you really need is a checking account so that you can pay
your bills.
B: Does it allow me to earn a little interest on my money?
4
A: Yes. The interest rate per year is 2 % .
B: That sounds good. How do I open it?
5
A: Please fill out these forms, print your name here and sign your name
here. How much do you plan to deposit in your account today?
B: ＄100.
A: We ll mail you in about a week your plastic bank card that allows you to
6
bank by computer during non-banking hours .
B: Wonderful. Thank you very much for your help.
A: It s my pleasure.
A: Hi. May I help you?

7
B: I m here to report a missing credit card. I lost it due to carelessness on
8
my part .
A: I see. What is the card number?
9
B: Gee, off hand , I don t remember it clearly. Does it really matter?
10
A: Not really. That helps to speed things up . Are there any other important
things lost?
11
B: You bet there are! Passport, checkbook, credit card, the whole works !
Can t you do something about it? Someone may be using it and charging everything
12
to my account this very minute.
A: You needn t get upset. As soon as we check your number your account
will be invalidated all over the world within 30 seconds, simply by informing the
13 14
terminal . Then the necessary steps will be taken to have a new card issued .
B: Oh, I m so relieved. Thanks.
Not e s :
1 . I d like to open an account, please. 我想要开个账户。
2 . How much money do you plan to keep in your account on a regular basis?
你经常能存多少钱?
3 . checking account 活期存款账户
4 . interest rate 利息率
5 . print your name 用印刷体填写姓名
6 . to bank by computer during non-banking hours 若银行不办公, 可用银行
所发的卡证在街上由计算机控制的自动取款机进行支取或存入
7 . I m here to report a missing credit card. 我特来挂失我的信用卡。
8 . on one s part 由某人造成
9 . off hand 突然一下子, 在没有准备的情况下
10. speed up 加速
11. the whole works 所有一切
12. charging everything to my account 支付的一切算在我的账上
charge sth. ( up) to sb. s account 将……记在某人的账上
13. terminal 终端
14. issued 发布, 颁发
Situation Practice
Practice 1
Make conversations according to the following situations:
Suppose you are the waiter at a restaurant and your classmates act as the
customers here for dinner.
1 ) Help the customers find a table and hand the menu to them.
2 ) Introduce the special dishes served by your restaurant and help them order
dishes.
3 ) Help the customers pay the bill.
Practice 2
Make conversations according to the following situation:
Suppose you are a doctor and one of your classmates caught a bad cold. He is
telling you how he feels, you will give them a check and give him some medical
advice.
Practice 3
You ask the clerk if you can send a letter by airmail. The clerk says you can
but ask you to weigh the letter on the scale. He tells you the letter is a bit
overweight and you have to pay ten yuan for the postage. You pay the money for
the stamp.
Practice 4
Suppose you go to the bank and want to open an account. You tell the clerk
in the bank what kind of account you plan to open and ask him or her about the
monthly interest rate and service time etc.
Unit 3 Chatting 聊天 35
Un it 3 Ch a t t in g
聊天
In our spare time, chatting is the usual wa y of communica tion. We talk about
the wea ther, our families, current affa irs, the ca mpus lives of our students, hobbies
a nd so on. By cha tting, we ca n exchange our idea s a nd feelings, increase our
understanding of each other, and sha re all kinds of informa tion. To some extent,
cha tting is something of a n art. A proper a nd decent chat can smooth the
relationship a mong the spea kers.
1. Talking about the Weather 谈论天气
A: What a beautiful day!

1
B: It is gorgeous out here today. I thought it was going to rain.
A: The weatherman said that it s supposed to get up to 90 degrees Fahrenheit
2
today.
B: Really? That s unusual for October, isn t it?
A: Well, you never can tell about the weather here in Changsha.
3
B: Yes, that s true. Still, it s hard to believe. Yesterday our high was only
50 degrees Fahrenheit.
A: I know. There was a cold front from Northern China coming through
4
yesterday. It was chilly.
5
B: Well, I m going to enjoy this nice day while it lasts. I think I ll eat lunch
outdoors.
A: What s the weather like today?

6
B: It s very cold, rainy and windy.
A: It s always like this at this time of the year in Changsha.
B: Yes. What do you think of the weather here?

7
A: Terrible! In summer, it is too hot and there isn t a breath of wind , and in
winter, it is too cold and there is no end of wind. Besides, it rains too much.
B: Is the weather here different from your hometown?
A: Quite different. We have sunshine most of the year. In summer, it s never
as hot as here. In winter though the temperature is very low, we don t feel so cold
8
because we have heat in the house.
B: Then the weather in your hometown is much better than here.
9
A: Well, you can say so. But the sightseeing here is much better than my
hometown. So I like both my hometown and Changsha.
10
B: Thank you. I hope you can adapt yourself to the weather here soon and
enjoy your stay here.
A: I think so. Thank you.
Not e s :
1 . It is gorgeous out here today. 今天户外的天气真的很棒。gorgeous 灿烂
的、美丽的、极好的
2 . The weatherman said that it s supposed to get up to 90 degrees Fahrenheit
today. 天气预报员说今天气温会升到华氏 90 度。Fahrenheit 华氏温度的
3 . high 这里指“ 最高气温”
4 . There was a cold front from Northern China coming through yesterday. It
was chilly. 昨天有从华北来的冷锋经过, 是很冷。
5 . I m going to enjoy this nice day while it lasts. 这种好天气我可要好好享
受一下。
6 . It s very cold, rainy and windy. 天气很冷, 又刮风又下雨的。
7 . a breath of wind 一丝风
8 . heat 暖气装置
9 . sightseeing 风光、风景
10. adapt to 适应
2. Campus Life 校园生活
A: I didn t quite catch what type of test Prof. Zhang is going to give us this
semester.
1
B: He didn t mention the type in class.
2
A: If it s all essay questions , I m dead! You have to make sure you know
your material, and you have to present it in composition form. I hope it s an
3
objective test. True false or multiple choice and matching are easier for me.
4
B: I like objective tests, too. You just learn by heart the facts, the dates
and names. The professor is trying only to find out if you know the answers to the
questions which were discussed in class or in the readings.
A: I hope Prof. Zhang is not going to test our ability to write this time.
B: It s hard to put new ideas together in an organized way within the time
5 6 7
limit. I can never think quickly to allocate my time properly, so I wind up trying
to finish the last question or two in five minutes.
8 9
A: But the objective questions can be very tricky . Do you ever guess?
B: Yes, sometimes. Everybody does.
A: I agree with you.
A: Lily, I need your help. I don t know what to do.

B: Don t tell me you can t think of a topic for your paper.
A: This is more important.
B: OK, how much do you want to borrow?
10
A: Hey, don t be cynical . You know, there is something more important in
this world than grades and money and that s love.
11
B: Oh, well. I m really flattered , but. . .
A: Not you! I mean, you re my best friend, I like you and everything, but
12
it s this girl in my English class. I think I have a crush on her. I lose my mind
just standing next to her.
13 14
B: Wow, that s classic. But are you sure the feeling is mutual?
A: No, I m not. That s why I need your advice. As soon as I saw her I
thought:“ She is the one for me”. But then I thought she was probably the girl a
lot of other guys have been searching for. A girl that beautiful has to have a
boyfriend.
B: Maybe the other guys all thought so. You re too busy wondering if she
15
likes you to realize she might be wondering if you like her.
A: Wow, what insight.
B: Well, I am a girl. So take my advice, ask her out.
Not e s :
1 . type 这里指“ 题型”
2 . essay questions 问答题
3 . I hope it s an objective test. True false or multiple choice and matching are
easier for me. 我希望是客观题考试。对错辨别题、多项选择题和搭配题对我
来说要较为容易些。
4 . learn by heart 牢记在心、熟记
5 . It s hard to put new ideas together in an organized way within the time
limit. 在规定的时间内很难把新的想法很好地组织起来并表达出来。
6 . allocate 分配、配置
7 . wind up 结束、办完
8 . tricky 微妙的、靠不住的
9 . Do you ever guess? 你曾经猜过答案吗?
10. cynical 讽刺的
11. I m really flattered. 我感到很荣幸。
12. I think I have a crush on her. 我对她简直着迷了。have a crush on 迷
恋, 对……自作多情
13. Wow, that s classic. 哇, 太经典了。
14. But are you sure the feeling is mutual? 你肯定她也喜欢你吗? mutual
相互的
15. You re too busy wondering if she likes you to realize she might be
wondering if you like her. 你老是猜想她是否喜欢你, 而没有意识到她可能也
在猜想你是否喜欢她。
3. Talk about Current Affairs 谈论时事
A: What s new in today s newspaper?

1
B: Oh, the headline news in all the newspapers is about America s attack on
2
Iraq .
A: That s nothing surprising. A sovereign state s attacking another sovereign
3
one will surely draw the world s attention.
4
B: But what do you think of this situation? Is the war just or not?
A: Well, in my opinion, if it turns out at last that Iraq really owns the large-
5
scale killing weapons just like the American government said, perhaps there is
6 7
some ground for America s armed intervention , but if not, there isn t any excuse
for it.
B: I think countries should resolve conflicts through dialogue and consultation
8
with one another, instead of resorting to force or threat of force.
A: You are quite right. Nations should not settle their differences by armed
force.
9
B: What do you think of Sadam Hussein , the president of Iraq? Is he a
10
national hero or an autocratic monarch?
A: It depends on the people of Iraq. And I think history will give him a just
11
appraisal.
B: If only the world could be full of peace and friendship. Let s pray for the
12
peace of the world.
A: Yes, let s.
B
13
A: We never took personal hygiene habits as seriously as we do today.
14
B: Yes. The threat of SARS gives people a good lesson.
A: Now people don t spit anywhere like before, and they have begun to adopt
15
the habit of having meals separately.
B: Isn t that a good thing? It s time for us to change our ways of living
16
somehow, I think.
A: It is said that the SARS virus originated from wild animals, which were
17
frequently eaten by some people in the South of China. Is that true?
18
B: It was not necessarily the case. But at least we should keep in mind the
concept of protecting wild animals and refuse to put them on the table freely.
A: Definitely. Animals are friends of man.
B: Now I am realizing more and more clearly that any individual s action is
19
related to the whole society.
A: So am I. I think all of us should be responsible for society, as well as for
ourselves.
B: That s it.
Not e s :
1 . headline news 头版头条新闻
2 . Iraq 伊拉克
3 . A sovereign state s attacking another sovereign one will surely draw the
world s attention. 一个主权国家对另一个主权国家的进攻肯定会引起世人的
关注。
4 . just 正义的
5 . the large-scale killing weapons 大规模杀伤性武器
6 . ground 理由
7 . armed intervention 武装干涉
8 . I think countries should resolve conflicts through dialogue and consultation
with one another, instead of resorting to force or threat of force. 我认为国与国之
间应该通过对话与相互协商来解决冲突, 而不应该诉诸武力或以武力相威
胁。
9 . Sadam Hussein 萨达姆・侯赛因( 伊拉克前总统)
10. Is he a national hero or an autocratic monarch? 他是一位民族英雄还是
一位专制君主?
11. It depends on the people of Iraq. And I think history will give him a just
appraisal. 那得由伊拉克人民自己来决定。我想历史会给他一个公正的评价。
12. Let s pray for the peace of the world. 让我们为世界和平而祈祷吧。
13. We never took personal hygiene habits as seriously as we do today. 我们
从来没有像今天一样重视保持卫生的习惯。
14. SARS 萨斯病( 非典) 。Serious Acute Respiratory Syndrome ( 严重的急

性呼吸道综合征) 的缩写
15. Now people don t spit anywhere like before, and they have begun to adopt
the habit of having meals separately. 现在人们不再像以前一样随地吐痰, 而且
也开始采用分餐制。
16. It s time for us to change our ways of living somehow, I think. 我想是我
们改变某些生活方式的时候了。
17. It is said that the SARS virus originated from wild animals, which were
frequently eaten by some people in the South of China. 据说萨斯病毒起源于中
国南部某些人常常食用的野生动物。
18. It was not necessarily the case. 情况不一定是这样的。
19. Any individual s action is related to the whole society. 任何个人的行为
都和整个社会有关。
4. Life Attitude 人生态度
A
1
A: Do you think it necessary for a person to attend college?
B: Sometimes we can say so, but sometimes not.
A: What do you mean by that?
B: I mean college is a good place where we learn knowledge, and learn how
2
to behave as a person as well. To this point, it s necessary for one to attend
college. But in most cases, we can learn those from other places besides college.
To this point, it s not necessary.
A: I see. But which one is more important for a college student, to learn
knowledge or to learn how to behave as a person?
B: Both are important. But if you want an exact comparison, to learn how to
behave as a person is more important, I think.
A: Why?
B: Well. As a person, he or she belongs to society first. So as a social
person, he or she is supposed to know how to behave as a person firstly. But to
3
learn knowledge only decides what a person will become in the future, a teacher,
a scientist, a technician and so on. Obviously how to be a person comes before
what a person will become.

A: Nowadays, I find that most students are concentrating on the books,
4
seldom on the cultivation of morality and character.
B: Yes, that s not so good. I hope it will change a little soon.
B
5
A: What s your attitude toward life? Are you optimistic or pessimistic?
6
B: I think the sun is new every day. So I m optimistic, I think.
A: Haven t you met any difficulties in your life?
B: Yes, of course I ve met some. But I always overcome them by my efforts.
7
A: Did you become depressed when you failed in something?
B: Yes. But after a while, I tried to adjust my mood, and became energetic
and confident again, and then things got better.
A: That s great. Someone said life is very much like a mirror, if you smile
upon it, it smiles back upon you; but if you frown and look doubtful on it, you will
8
get a similar look in return.
B: Yes. In whatever situation men can be placed, they may find
9
conveniences and inconveniences. Only persistence can lead to victory.
10 11
A: What you said is very instructive , I very much appreciate it.
B: Thank you for your appreciation. Good luck to you.
A: Thanks a lot.
Not e s :
1 . Do you think it necessary for a person to attend college? 你认为一个人上
大学是必要的吗?
2 . College is a good place where we learn knowledge, and learn how to
behave as a person as well. 大学是一个学习知识和学会做人的好地方。
3 . So as a social person, he or she is supposed to know how to behave as a
person firstly. But to learn knowledge only decides what a person will become in
the future. 作为一个社会性的人, 他首先应该学会如何做人。而学习知识只
是决定了他今后成为什么样的人( 具有某种专业知识的人) 。
4 . Nowadays, I find that most students are concentrating on the books,
seldom on the cultivation of morality and character. 现在, 我发现许多学生主要
集中精力于学习书本知识, 而很少关注自己的思想品质的培养。
5 . What s your attitude toward life? Are you optimistic or pessimistic? 你的人
生态度是什么? 是乐观还是悲观?
6 . Sun is new every day. 太阳每天都是新的。
7 . depressed 沮丧的, 失落的
8 . Someone said life is very much like a mirror, if you smile upon it, it
smiles back upon you; but if you frown and look doubtful on it, you will get a
similar look in return. 有人说生活犹如一面镜子, 你朝它笑, 它也朝你笑, 如
果你双眉紧锁, 向它投以怀疑的目光, 它也将还你以同样的目光。
9 . In whatever situation men can be placed, they may find conveniences and
inconveniences. 人们不论处在什么情况下, 总会有顺利和不顺利的地方。
10. instructive 有教育意义的
11. appreciate 感激
5. Talking about the Family 谈论家庭
A
1
A: Do you think there is a generation gap between you and your parents?
B: Perhaps there is. But not serious.
A: Do you always spend your weekend together?
2
B: Yes, in the daytime, we often go out for an excursion or shopping. And
in the evening, we sit together to watch TV or just have a talk.
3
A: How happy and harmonious your family is!
B: Yes. But sometimes we quarrel with each other.
A: For what?
B: Many things. For example, I liked making friends and took part in all
4
kinds of activities with them. But my parents always told me not to associate with
them too closely. They kept murmuring around me about this and that. Sometimes
I was really tired of that. So we had quarrels.
5
A: It is a common thing for parents to nag their children again and again .
6
But they do mean well. They want the children to grow happily and healthily.
7
B: I see. But I just couldn t calm down when I was angry about their
8
interference with me.
A: I think you need more understanding among your family members.

9
Anyway, the family is a place where we live together and rely on each other.
B: I quite agree with you. Anyway, I love my family very much.
A: Is your family size a typical one, I mean parents and two children?
B: I think so. American families tend to have two to three children.
10
A: Your news media often describe problems with the family such as
conflicts between husband and wife, between different generations etc. They seem
to be very serious.
B: Well, sometimes the news media create the false impression that the
11 12
elderly are left alone in illness and poverty ; a teenager being outrageously bad.
The fact is that few are like that. Most old people live in their own homes with one
of their children or friends, or communities specially established for them instead
13
of being dumped into nursing homes or mental institutions and forgotten. Most
young people share their parents values and ideas, though they may argue on
certain matters.
A: I agree with you. In a society of rapidly changing social and moral
14
values , it s natural that parents and children often disagree about what is right
and what is wrong.
B: You are right. Though people complain about and quarrel with members of
their family when trouble arises, close relatives are usually the first to step in and
15
help. We frequently say“ Blood is thicker than water” .
A: That s true. Yours, like many, is a happy and harmonious family. But I
guess minor problems may arise occasionally. Am I right?
B: Certainly. I have a feeling that your family is a happy one, too.
A: Yes. I miss them very much.
Not e s :
1 . generation gap 代沟
2 . excursion 郊游, 短途旅行
3 . harmonious 和谐的, 和睦的
4 . associate with 与……交往
5 . nag. . . again and again 反复叮嘱 nag v. to tell someone what to do

repeatedly, even in small things
6 . But they do mean well. 但他们是好意的。
7 . calm down 平静下来
8 . interference 干涉
9 . Anyway, the family is a place where we live together and rely on each
other. 不管怎样, 家庭是我们共同生活和相互依靠的地方。
10. news media 新闻媒体
11. The elderly are left alone in illness and poverty. 老年人被独自留在家
里, 贫病交加。
12. teenagers being outrageously bad 青少年胡作非为
13. . . . being dumped into nursing homes or mental institutions and forgotten.
被送进护理院或精神病院, 就被遗忘了。
14. In a society of rapidly changing social and moral values 在一个社会价值
与道德观念急剧变化的社会里
15. Blood is thicker than water. 血浓于水。
6. Talking about Vacations 谈论假期
A: What s your plan for the summer vacation this year?

B: Oh, I d like to travel.
1
A: What are your destinations then?
B: First, I want to go sightseeing in Zhangjiajie of Western Hunan Province,
2
which is well known for the beautiful mountains and water. Then I d like to go to
Yunnan Province, where there are many places with beautiful landscapes, such as
Dali, Kunming, Lijiang, and so on.
A: That s a good way of spending your summer vacation. I think you ll gain a
lot during that time.
B: I hope so. You know travel can widen one s scope of knowledge. Usually,
I don t have the time to travel, so I must make full use of my holidays.
A: That s right. Vacations are the golden time of our lives. Without
vacations, our lives would seem so dull and boring, and it would do harm to the
3
development of the economy, too.
4
B: Absolutely. In fact, tourism has become an important form of economy in
our country and many other countries. A lot of companies and enterprises are
5
developing it energetically .
A: Yes. In modern society, how to spend vacations has become a concern of
6
most people. And it will become more and more important in the future.
B: Yes, I think so.
A: How did you enjoy your holiday on October 1st for the National Day?
7
B: Oh, I enjoyed it very much. It s really a golden week for me.
A: I also had a happy and exciting holiday. Tell me what your holiday was
like.
B: Well, I went to Beijing, and visited the Great Wall. Then I visited some
interesting places in Beijing city, such as the Palace Museum, Tian anmen
Square, Summer Palace, and so on.
A: Beijing is a great city with a long history. It is the symbol of city
8
civilization of China.
B: Yes. I have been to Beijing several times, but I didn t have a good visit
there. Next time I will go to travel around Beijing, too.
A: It s really worthwhile. You ll never regret the vacation if you go there.
B: How about your holiday?
A: I didn t go out because I took part in a training class for College English
Test-Band 6.
9
B: Oh, that s good. Seize the day, seize the life.
10
A: Thanks. I just wanted to take advantage of the holidays to learn
something.
B: Anyway, we didn t waste our time. That s the most important thing.
Not e s :
1 . destination 目的地
2 . I want to go sightseeing in Zhangjiajie of Western Hunan Province, which
is well known for the beautiful mountains and water. 我想去湘西的张家界观光,
那里以奇美的山水而著名。
3 . Without vacations, our lives would seem so dull and boring, and it would
do harm to the development of the economy, too. 没有假日, 我们的生活将显得
单调而乏味, 而且也对经济的发展不利。
4 . tourism 旅游业
5 . energetically 大力地
6 . In modern society, how to spend vacations has become a concern of most
people. 在现代社会, 怎样度假已成为大多数人们所关心的事情。
7 . golden week 黄金周
8 . It is the symbol of city civilization of China. 它是中国城市文明的象征。
9 . Seize the day, seize the life. 抓住每一天, 便抓住了生命。
10. take advantage of 利用
7. Talking about Pets 谈论宠物
A: Do you want to see a picture of my new cat?

B: Sure. I thought people only showed off pictures of their new babies, not
new pets!
A: Well, this is my new baby. He s just as much trouble. That s for sure!
1
But, he s a lot of fun.
2
B: I see what you mean. He s really cute . How old is he?
A: He is only one month. Look how lovely he is!
B: You always love pets more than anything else.
A: Yes, pets are my close friends in my life. When I am tired, or in a bad
mood, I always play with my pets, a cat, a dog, or some other little animals.
3
Then I feel refreshed myself again.
4
B: No wonder many people are fond of pets.
A: Yes. Pets can give us comfort and warmth which sometimes we can t get
5
from people around us.
B: That s the main reason for people to raise pets, I think.
A: That s right.
A: Oh, the dog is so lovely. Where did you buy it?

B: I didn t buy it. I found it in a restaurant last week. At that time, it was
6
very dirty, and it looked so thin, so miserable. I gave it a piece of meat, and the
dog ate it quickly. Then I came home. But I found it followed me all the way. I
7
thought it must have been discarded by its owner. So I adopted it.
8
A: You are merciful . But I heard that many animals are discarded by their
9
owners. Some of them are old, and some are ill. I think that s not humanitarian .
B: Yes. We must be kind to animals, especially to those that have been
10
raised by us. If we discard them, it will be difficult for them to find food outside.
Then some of them will die miserably. So when I found this dog discarded, I
adopted it immediately. Look, how cute and lovely it is now!
A: It is a lucky dog. I hope other pets that were discarded can be looked after
well, too.
B: I hope so.
Not e s :
1 . He s just as much trouble. That s for sure! But, he s a lot of fun. 它同样
麻烦, 这点毫无疑问。但是它太好玩了。
2 . cute 漂亮的, 逗人喜爱的
3 . refresh 使恢复, 使振作
4 . be fond of 喜爱, 喜欢
5 . Pets can give us comfort and warmth which sometimes we can t get from
people around us. 有时我们并不能从周围的人那里得到慰藉和温暖, 而宠物
却能给我们。
6 . At that time, it was very dirty, and it looked so thin, so miserable. 那时,
它全身很脏, 又瘦又可怜。
7 . adopt 收养
8 . merciful 仁慈的
9 . humanitarian 人道的
10. We must be kind to animals, especially to those that have been raised by
us. 我们得善待动物, 尤其是对那些我们所饲养过的动物。
8. Talking about Hobbies 谈论嗜好
A: What are your hobbies?

B: Well, traveling might be my hobby.
A: It s very exciting living in another country for a while. I hate living in the
same place.
B: Which countries have you been to?
A: Last summer, I traveled around Europe where I enjoyed the sights and I
got a lot of pictures in Rome, Paris, London and Athens, which are my treasured
1
memories .
B: I haven t seen another country yet. Most of the time I travel in China.
2
A: I guess I m lucky. World travel has changed my outlook on many things.
Now I want to go anywhere and see anything in the world.
B: If I have time this summer, I ll also go to Europe.
A: May you have a nice trip.
B: Thank you.
A: You are a famous manager. Do you like your job very much?
B: Yes, I do. The work is very interesting. I get on really well with my
colleagues and the salary s great.
A: Are there any bad things in your work?
B: Well, I work very hard. 10 hours a day is quite normal. And if something
important comes up, I m often in the office until 10 or 11 in the evening, or I take
work home.
A: So, what do you do in your spare time?
B: Generally, I like to get my mind off my work by reading novels, listening
3
to music or playing tennis.
A: What kind of novels do you like to read?
4
B: Historical novels are my favorite.
A: Why do you like this kind of novels?
B: Well, historical novels can give me a sense of historical reality, as well as

the enjoyment of literature. Through the historical figures, I can understand a lot
5
of things, such as responsibility, duty, freedom, justice, and so on.
A: I can see that you are a very responsible person,
B: Thank you.
Not e s :
1 . treasured memories 珍贵的记忆
2 . outlook 看法、观点、态度
3 . Generally, I like to get my mind off my work by reading novels, listening
to music or playing tennis. 通常我喜欢通过阅读小说、听音乐或打网球使我的
大脑得到休息。
4 . historical novels 历史小说
5 . Well, historical novels can give me a sense of historical reality, as well as
the enjoyment of literature. Through the historical figures, I can understand a lot
of things, such as responsibility, duty, freedom, justice, and so on. 嗯, 历史小
说能给我一种历史的现实感和一种文学的享受。通过历史人物, 我理解了许
多事情, 比如责任、义务、自由和正义等。
Situation Practice
Practice 1
Suppose you are going on a picnic with your classmates, talk about the
weather on the following possibilities:
1 ) The weather will be good.
2 ) The weather will be bad.
Practice 2
Talk about your campus with your classmates according to the following
situations:
1 ) Where is your campus located?
2 ) How does your campus look like?
3 ) Do you like it or not?
Practice 3
Talk about your family with your classmates according to the following
situations:
1 ) How many members in you family?
2 ) Do you get along well with them?
3 ) What do you usually do together with your family?
4 ) Do you have some time when you are in opposition to each other?
Practice 4
Talk about your hobbies with your classmates according to the following
situations:
1 ) What hobbies do you have?
2 ) Suppose your hobby is traveling, why do you like it?
3 ) Does the hobby bring to you happiness? What and why?
Un it 4 Soc ia l I n t e r c ou r se a n d R e c r e a t ion
社交活动与娱乐
Social intercourse and recrea tion a re the beautiful flowers in the lives of human
society. As we a ll know, everyone is not only a n individual but a lso an element of
the whole society, and his or her life va lue and ideal must come to reality in the
society, not anywhere else. Social intercourse is not only the way but also the pla ce
to realize one s va lue and ideal. As regards to recrea tion, it s well known that a
person who knows how to work knows how to rest, i. e. how to get recreation. So
recreation is importa nt in everyone s life.
1. Appointment and Visit 约会与拜访
A
1
A: I d like to call on you next Monday if it is convenient for you.
2
B: I ll be filled up all day next Monday. I m afraid I can t manage our
appointment then. How about next Wednesday?
A: I am sorry, I ll be engaged that day.
B: In that case, we have to take a rain check on our appointment for a few
3
days. Please come this afternoon if there is anything urgent coming up. I can
spare you two hours.
A: Great! I ll be most delighted to come over and meet you in your office this
afternoon.
B: Great! I ll be expecting you then.
4
A: Sure, we ll have a good reminiscence of our youth.
B: Definitely.
A: Excuse me, Prof. Zhang. I have some questions to discuss with you. I
wonder if it will be all right to visit you in the afternoon.
Unit 4 Social Intercourse and Recreation 社交活动与娱乐 53
5
B: I d be happy if you could come, but this afternoon is all booked up .
What about tomorrow afternoon?
A: Well, I have classes tomorrow afternoon.
B: Maybe you can come to my house this evening.
A: What time will it be all right?
B: How about 8 o clock after I had my dinner?
A: That s fine.
6
B: All right then. I ll be expecting you.
( In the evening. )
A: Is Prof. Zhang in?
7
B: Hi, come on in. Make yourself at home. Can I get you something to
drink, coffee or tea?
A: Tea, please.
Not e s :
1 . call on 拜访
2 . I ll be filled up all day next Monday. 下周一我全天日程都排满了。
3 . In that case, we have to take a rain check on our appointment for a few
days. 那样的话, 我们只好把约会推迟几天啦。rain check 延期举行( 美国俚
语)
4 . We ll have a good reminiscence of our youth. 我们会共同回忆一下美好
的青春时代。
5 . booked up 预订
6 . I ll be expecting you. 我等着你来。
7 . Make yourself at home. 请随便( 像在家里一样) 。
2. Invitation to Dinner 约请赴宴
A: Betty, we re going to give a dinner this weekend. We d like you to come.

Can you manage?
1
B: Oh, Thank you. I d be glad to. But what s the occasion, may I ask?
A: I just got a promotion.
B: Oh, really, how wonderful. May I offer you my heartiest congratulations?

A: Thank you.
B: Shall I bring anything with me when I come?
2
A: No, don t bother. Just come as you are.
A: Are you doing anything special this evening?

B: Yes, I promised to go to a concert with my sister. What did you have in
3
mind?
A: I was thinking of inviting you to dinner.
B: Oh, I d love to. Can you arrange it some other day?
A: Sure. How about Friday then?
B: That sounds fine.
A: Shall we say 7 o clock?
4
B: I ll be there! You re still a fabulous cook, aren t you?
A: That ll be for you to decide. I ve got a new dish that I want to try out on
5
you.
6
B: I m ready. I think I ll fast all day Friday.
Not e s :
1 . But what s the occasion, may I ask? 是什么事, 我可以知道吗?
2 . Just come as you are. 就这样空手来。
3 . What did you have in mind? 有什么事吗?
4 . fabulous 奇妙的, 有名的
5 . I ve got a new dish that I want to try out on you. 我做了一道新菜, 想要
你来试一下。try out on sb. 把某人当试验对象
6 . fast v. 禁食
3. Social Dancing 交际舞会
A: May I ask you for a dance?

B: Sure. I d like to, but I m not a very good dancer.
A: Neither am I. Come on. Just for fun. Sway your body in time with the
1
music, that s all.
B: Do you often go dancing?
2
A: I used to go a lot, but the novelty had soon worn off. Now I just go to
concerts.
B: Then I suppose you are very keen on music. What sort of music do you
like?
3
A: I prefer light music to serious music. I m particularly fond of rock and
4 5
roll . The rhythm and the beat give you a lot of excitement.
B: Personally I like classical music, for it has more depth and meaning, you
know.
A: I guess that s true, but I don t know much about it.
B: Do you like singing?
6
A: No, singing isn t my cup of tea. Frankly speaking, I ve got a voice like a
7
foghorn.
8
B: You re putting me on.
A: Oh, the music is over. Do you care for another dance?
9
B: Is it a quick three-step dance ?
A: No, it s disco.
B: I don t think I can do that now. I would rather sit out this dance if you
don t mind.
A: Okay. Do you want anything to drink?
B: Yes, a cup of coffee, please.
B
10
A: May I have the first dance?
B: With pleasure!
A: I know that you are a good dancer. What dances do you like?
B: I like the old styles of dance, such as fox-trot, waltz, tango and so
11
on.
A: Why do you like the old styles of dance?
12
B: Why not? Do you think I should like modern dances ?
A: I think so, because most young people like modern dances.
B: Oh, sorry, I don t. Susan can do it well. Why not ask her?
A: Yes, I will. Thank you.
B: You re welcome.
Not e s :
1 . Sway your body in time with the music, that s all. 跟着音乐摇摆身体, 就
这样。
2 . The novelty had soon worn off. 不久就不再有新鲜感了。
3 . I prefer light music to serious music. 我较喜欢轻音乐而不太喜欢严肃
音乐。
4 . rock and roll 摇滚乐
5 . The rhythm and the beat give you a lot of excitement. 节奏与鼓点很令人
激动。
6 . Singing isn t my cup of tea. 唱歌不是我所喜爱的( 不是我得心应手的
事) 。
7 . I ve got a voice like a foghorn. 我的嗓音像大喇叭。
8 . You re putting me on. 你在骗我吧。
9 . quick three-step dance 快三步舞曲
10. May I have the first dance? 我可以请你跳第一支舞吗?
11. I like the old styles of dance, such as fox-trot, waltz, tango and so on.
我喜欢古典舞, 比如说狐步、华尔兹、探戈等。
12. modern dances 现代舞
4. Going to the Cinema 看电影
A: What are you going to do this evening?

B: Nothing special. What s your plan?
A: What about going to see a film? There is a very good film, at half past
seven in the school auditorium.
B: I d like to, but I have no ticket. When a good film is on, there is always
a full house.
1
A: Don t worry. I ve got a ticket to spare. Here you are.
B: It s very kind of you.

A: I m glad to have been of some help.
( Before the film)
B: What s the film about?
2
A: It s about war. It s said that the film has been a hit in many countries. It
has attracted millions of people.
B: I see. Did any famous stars play the main parts?
A: No. Many young actors and actresses were chosen instead. So you ll have
many unfamiliar faces in the film.
B: They play their parts well, don t they?
A: Yes, they do. It was said that the acting is very good. It s really worth
seeing.
( After the film. )
A: What did you think of the film?
B: I enjoyed it very much. I feel as if I was one of them.
3
A: It is because the film shows the history.
4
B: Yes. So the film has evoked general approval.
5
A: I like the heroine very much. Her feelings are sincere and natural.
B: It s said that she appeared on the screen for the first time.
6
A: But she became famous because of her hard work.
B: If I see the film once more I ll like it better.
A: Me too.
A: What did you think of the movie you saw last night?
7
B: There s a lot I could say about it, but to put it in a nutshell it was
terrible. It s the worst I have ever seen. It s really a big disappointment. But I
8
watch it all the way through because the ticket was very expensive. I simply
9
wanted to get my money s worth .
A: You didn t, anyway.
10
B: No, I didn t. If it hadn t been for the exaggerated review , I wouldn t
have been there at all.
A: What s the problem with the movie?
B: Too many problems. For one thing, the plot is highly improbable; for
another, the characters seem more like paper dolls than people. They re just
11 12
stereotypes with no individuality at all. As I have told you it s a sheer waste of
time.
A: What s the story about?
B: It s really a wonderful story. A man lost his wife during the war and got
married to another woman whose husband was assumed killed in a battle. When
13
the war was over, by some stroke of fortune , both husbands and both wives were
brought together and he went back to his first wife.
A: Ha, ha, ha. Nonsense. No wonder you dislike it.
Not e s :
1 . I ve got a ticket to spare. 我有多余的一张票可以让给你。to spare 过
剩, 有余, 剩余
2 . hit 红极一时的人或事, 成功
3 . The film shows the history. 影片再现了历史。
4 . evoke 产生或引起
5 . heroine 女主角
6 . become famous 出了名
7 . put it in a nutshell 概括地说
8 . watch it all the way through 从头到尾看完
9 . get my money s worth 合算
10. exaggerated review 夸张的评论
11. They re just stereotypes with no individuality at all. 他们的表演很呆板,
毫无个性可言。
12. sheer 俨然的, 纯粹的, 绝对的
13. a stroke of fortune 走运, 没想到的运气
5. Going to a Concert 听音乐会
A: Would you like to go to a concert this evening?

B: I d like to very much.
A: All right then. There s one at the Empress Concert Hall. It starts at 8 : 15.
So we d better be there at about 8: 00.
B: Who s playing?
1
A: It s the Palmville Symphony Orchestra . They re doing an eighteenth-
century program.
2
B: Who s directing?
A: You won t believe it, but the conductor s from China. He s just finishing
3
his tour in the United States. And it s going to be his farewell performance .
B: Then we ll have a great time this evening.
A: Did you go to yesterday s concert?

B: Yes, I did.
A: What do you think of it? Any attractions?
4
B: Generally speaking, the concert didn t quite come up to my expectations.
One leading folk singer sang a few well-known folk songs and drew the biggest
applause. I suppose that was one of the best parts of the show.
5
A: I know you are always keen on folk songs and Beijing Opera. Did any one
play guitar?
B: Oh, yes, a young musician played a few numbers from the film The Sound
6
of Music , and some other pieces of Western music which I didn t quite
understand. To do him justice, he played very well which I could tell from the
7
loud applause he received.
A: Oh, I wish I had been there.
Not e s :
1 . Palmville Symphony Orchestra 帕姆威尔交响乐团
2 . Who s directing? 谁是乐队指挥?
3 . farewell performance 告别演出
4 . The concert didn t quite come up to my expectations. 音乐会并不像我预
料的那样( 好) 。
5 . I know you are always keen on folk songs and Beijing Opera. 我知道你特
别喜欢民歌与京剧。
6 . A young musician played a few numbers from the film The Sound of
Music. 一个年轻音乐家演奏了电影《音乐之声》中的几首曲子。
7 . To do him justice, he played very well which I could tell from the loud
applause he received. 公正地说, 他演奏得很好, 这一点我从观众响亮的掌声
中听得出来。
6. Watching TV 看电视
A: Would you mind if I change the channel?

B: No, I wouldn t mind.
A: Are you sure? I mean if you want to watch this channel, I won t change
it.
B: Honestly, if you want to change the channel, it s all right with me. Go
right ahead. I don t want to see any more of this TV show.
1
A: I suppose you would like to see the opening ceremony of the Olympic
Games.
2
B: Oh, yes, please. When is it on? It s a live telecast , isn t it?
A: Yes, it is. It should be on channel 6 . It s about time now. There it
3
comes. It has begun with a parade of all the competing nations.
A: On what channel is the TV series Gone With the Wind? Have you got this
week s issue of TV Guide? I d like to know when it will be on.
B: Don t even bother looking. As long as the Monkey King is going on, your
boys won t let you near it.
4
A: They have been glued to the tube all afternoon. I suppose they should
take a rest now.
5
B: That s wishful thinking . I don t think I m able to make them stop
watching TV. See if you can do that.
6
A: If you can t, how can you expect me to? Our boys are really spoiled by
us. I wish I hadn t sold the black-and-white TV set. I m quite fed up with this
7
constant squabbling over the TV.
B: I asked you not to sell it, but you wouldn t listen to me. It s no use crying
8
over spilt milk.
Not e s :
1 . opening ceremony 开幕式
2 . a live telecast 现场( 电视) 直播
3 . parade 列队行进, 游行
4 . They have been glued to the tube all afternoon. 他们整个下午都守在电
视屏幕前。
5 . wishful thinking 主观臆想、想入非非
6 . spoil 娇惯, 宠坏
7 . squabbling 争吵, 口角
8 . It s no use crying over spilt milk. 后悔是没有用的。
7. Bodybuilding and Sports 健身与运动
A: You are in excellent shape. What kind of sports do you do?

B: My favorite sport is swimming. I also play tennis.
1
A: I m afraid I m putting on weight. Can you give me some tips as to how to
keep fit?
2
B: The best way to keep fit is to go in for sports. If you do exercise every
3
day, you can keep your heart and lungs in good shape . I m going swimming
today. Do you want to go with me?
4
A: OK. I really need to lose weight . Where do you like to go?
B: The swimming pool near our school.
A: By the way, what style of swimming do you like best?
5
B: I like breast stroke best.
A: Good morning, Felix. What are you doing here?

6
B: I m doing some warm-up exercise before I start to run.
A: Are you going to enter the Marathon again?
B: I ve been practicing for months ever since my failure in the last Marathon
race. I run 10 miles every morning.
7
A: Wow, that s really impressive. You ll probably place this year.
B: I hope so. Frankly speaking, I ve never been in better shape in my life.
A: Do you have the qualification for this race? I mean, are there any
requirements?
B: Not really. It s open to the public. All you have to do is pay a minimum
8
fee to register. Do you mean you want to enter?
9
A: No, not at all. 25 miles is an awfully long stretch . It requires great
10 11
stamina to run such a long distance. I don t want to be wiped out and carried
away on a stretcher. You know, I m getting old. When you re old, every year
12
tells. But I d like to join the crowd to cheer you on.
B: Thank you.
Not e s :
1 . tip 建议
2 . go in for 从事
3 . in good shape 身体健康
4 . lose weight 减肥
5 . breast stroke 俯泳
6 . warm-up 热身运动, 准备活动
7 . place 获得名次
8 . All you have to do is pay a minimum fee to register. 你所要做的只是付
很少一点注册费。
9 . an awfully long stretch 路程太长
10. stamina 体力, 精力
11. be wiped out 累坏
12. Every year tells. ( 人上了年纪) 一年和一年的感觉就是不一样。
Situation Practice
Practice 1
Suppose you have promised to visit a friend at a certain time and place, and
now you have something urgent to deal with and have to call it off. Explain it to
your friend. Make up a short conversation according to the above situation.

Practice 2
Discuss with your classmates and make up a short conversation according to
the situation below.
Suppose a friend asks you for dinner:
1 ) Ask him what the occasion is;
2 ) Offer him congratulations if necessary;
3 ) Tell him whether you ll go or not.
Practice 3
You intend to invite one of your classmates to a dance on Friday evening. But
he or she has to meet friend then. Both of you feel sorry about it. Still he or she
thanks for the invitation.
Practice 4
Pair work: Ask each other whether you like sports or not and tell each other
what your favorite sport is.
Pa rt Ⅱ
En glish fo r Jo b -a p p lic a tio n
求职英语
Unit 1 Job-application and Interview 求职与面试 67
Un it 1 J o b -a p p lic a t io n a n d I n t e r v ie w
求职与面试
Job-application involves many forms, such as writing application letters,

phoning, knocking on the door, and so on. But a mong them, the interview is the
most usua l a nd basic step of every form. A job-applicant must try his or her utmost to
get a chance of being interviewed through application letters, phone ca lls, door-
knockings, etc. A successful interview depends on the applicant s education, ability,
experience, performa nce on the spot, and even luck, etc.
1. Phone Application 电话求职
A: Hello, Xxx Company. Can I help you?

B: Hello, this is Andy Smith. I m calling to see if you have a position for a
Senior Secretary?
1
A: Lucky dog! We happen to need a secretary. Would you tell me briefly
about your degree and employment history?
2
B: Well, I got a B. A. from Central South University this June. And since I
have just finished my study, I have never been employed before. But with my
3
knowledge and training I obtained from my university, I m sure I m qualified for
this position.
A: Then would you like to come here to have an interview tomorrow morning?
4
B: That s great! Thanks a million.
A: Good morning, 8831210, Xxx Company.

B: Good morning. May I speak to Mr. Liu, the manager of the human
5
resources department?
A: This is he speaking. What can I do for you?

B: Mr. Liu, I wish to apply for the position advertised in last Sunday s
Xiaoxiang Morning Herald. I m sure that I am competent to meet the requirements
6
that you have specified .
A: I m sorry, but this position has been filled. Would you please try another
place?
B: OK. Thanks any way.
Not e s :
1 . Lucky dog! 你真幸运!
2 . BA = Bachelor of Arts, 文科学士, 又如: BS = Bachelor of Science, 理科
学士
3 . be qualified for. . . 有资格胜任……
4 . Thanks a million. 非常感谢。
5 . human resources 人力资源
6 . I wish to apply for the position advertised in last Sunday s Xiaoxiang
Morning Herald. I m sure that I am competent to meet the requirements that you
have specified. 我希望应聘贵公司上周日于《潇湘晨报》登载广告招聘的职
位。我确信自己符合贵公司列出的条件。Xiaoxiang Morning Herald: 《潇湘晨
报》, 长沙地区的报纸。 Herald 先驱, 传令官。be competent to 有能力做某
事, specify vt. 把……列为条件, 明确说明
2. Knocking on the Door 上门询问求职
A
1
A: Excuse me, please. I saw a vacancy advertisement on the Internet for an
assistant manager. Is it still available?
B: I m sorry, but the vacancy has been filled.
A: Oh, pity! But do you have any other position for me here? I m anxious to
find a job.
B: I m afraid not, but maybe I can introduce you to Xxx Company, which is
2 3
recruiting a Personnel Manager now.
A: Thank you very much!
B
4
A: Sorry to trouble you. I m looking for a job. Is it possible to find one here?
B: What kind of job are you looking for?
A: Computer Programmer.
B: Do you have any experience at it?
A: Yes, I have. Actually, I have been working in the Network Center in our
5
university as a Computer Programmer for about a year.
B: Very well. We do have a vacancy for a Computer Programmer at this
moment. But do you mind. . . ?
Not e s :
1 . vacancy n. 空缺, vacant adj. 空缺的
2 . recruit [ re kru t ] vt. 招募, 招生, 征新兵
3 . Personnel Manager 人事部经理
4 . Is it possible to. . . ? 我能不能……?
5 . Computer programmer 计算机程序员
3. In the Job Center 在职业介绍所
A: Hello. May I help you?

1
B: Yes, please. I m a graduating student from Central South University.
And I wonder if you can help me to find a job here?
2 3
A: Don t you worry . We ll try our best to help you. Will you please fill out
4
this form? We ll match your qualification against any new jobs when they come in.
B: OK, thanks. But how long shall I wait?
A: Well, it s hard to say. But we ll contact you as soon as possible when
there is a job that suits you.
B: That s nice of you.
5
A: Excuse me, Sir. I m an enrolled university student majoring in English.
Do you think I can find a part-time job here with your help?
B: Yes, I think so. Someone just wanted an English tutor for a middle school
student. Would you like to take it?
A: Great. What are the requirements for that position?
B: Fluent in English speaking, reading and writing.
6
A: You can bet on it . My English scores are always in the top three of our
department. And what s the schedule?
B: Twice a week, two hours each, in the evening.
A: No problem. I ll take it. Thanks a lot.
Not e s :
1 . graduating student 应届毕业生
2 . fill out 填写, 同义词如 fill in; fill up 等。
3 . Don t you worry. 别担心。为 Don t worry 的一种强调形式。
4 . match. . . against. . . 将……和……搭配
5 . enrolled university student 在读大学生
6 . You can bet on it. 相当于 You bet. 你可确信。( 的确, 当然)
4. In the Recruiting Meeting 在招聘会
A
1
A: Excuse me. Do you need an employee majoring in electronic information
technology?
B: Yes, we do. Have you brought your resume?
A: Yes, here you are.
2
B: Pretty good. Would you please come to our company for a detailed
conversation next Monday? We are too busy at this moment, you see.
A: That s good. Thank you.
A: Good morning, sir. I want to apply for the position of Assistant Manager
advertised on your vacancy board. Here is my resume.
B: Well. Could you please tell me why you want to work in my company?
A: As I know, your company is the largest and best one in the field of
electronic technology in the region of Changsha, and I hope to pursue my career in
such a company.
B: Sounds good. Leave your resume here, OK? We ll contact you as soon as
possible to inform you if we accept you or not.
A: OK, thanks so much.
Not e s :
1 . employee 员工, 雇工。相对应的名词为 employer 雇主, 老板。类似的
词有: interviewee 被面试者, interviewer 主持面试者, 面试官; examinee 考生,
examiner 主考官。
2 . Pretty good 相当于 Very good。
5. A Successful Interview 成功的面试
A: Good morning, I m Yibin Jiang. I d like to apply for the position of

secretary in your company. Is it available?
B: Yes, we are looking for such a person. What kind of experience do you
have for the job?
A: I ve been an assistant secretary in one of the offices of our university for
about one month, and I m familiar with operating office machines and other office
affairs.
B: Good, what kind of education do you have?
A: I studied International Secretary in Central South University, and got an
1
BA degree.
B: Pretty good, and one more thing, can you work overtime?
A: Yes, I can.
B: That s fine. When can you start working then?
A: Tomorrow, I think.
B: OK, I am glad to offer you this job then.
A: Thank you very much.
B: See you tomorrow.
A: Come in. Please sit down.

B: Thanks. Mr. Liu, I m a graduating student in Central South University,
and I m here to look for a job in the Human Resources Department. Would you
kindly consider my application?
A: Well. Do you understand the duties?
B: Sorry, I m not quite sure. But I m a quick learner, so I think I can suit
the job well after a short time of practice.
2
A: What are your strong points about this job?
3
B: I m good at organization and willing to have dealings with all kinds of
persons.
4
A: Good. Would you mind having a probation of 30 days?
B: Not a bit.
A: That s good. You can start on the 1st of August, OK?
B: No problem. Thanks so much.
Not e s :
1 . BA = Bachelor of Art 文科学士
2 . strong points 强项, 优点
3 . have dealings with 与……打交道
4 . probation 见习, 试用; 见习期, 试用期
6. An unsuccessful Interview 不成功的面试
A: Are you still a student now?

B: Yes, I m studying computer science in Hunan University.
A: Good. What experience do you have?
1
B: I once worked as a computer data input operator in the office of our
department.
A: Have you ever worked as a computer programmer?
B: No, but I think I can learn quickly.
2
A: I know. But the problem is, we need a skilled computer programmer to
develop an applied program for our offices at present. So I have to say I can t offer
you the job.
B: That s all right. I can try other places. Good-bye.
A: Bye.
A: Mr. Liu, this is my resume. I wonder if you can offer me the job of office
3
assistant ?
B: Let me see. Well, it says in your resume that you graduated from
Zhongshan University, and you majored in Electronic Information Technology,
didn t you?
A: Yes, I did.
B: But you know we only need one who majored in secretary or office
management. So I m sorry to say you don t suit us well.
A: Oh, pity! Anyway thank you for your review of my application. Good-
bye.
B: Good-bye.
Not e s :
1 . computer data input operator 计算机资料输入员
2 . skilled ( 技艺等) 熟练的

3 . office assistant 办公室助理
7. Interview for Advancement 要求升迁面试

B: Well, I ve worked here as a public relations girl for about 2 years, and I d
1
like to have a chance for advancement .
A: Then what job are you applying for?
B: I d like to be the assistant manager of the public relations department.
A: What were your achievements when you were a public relations girl?
B: I successfully organized several business and trade meetings, which
2
brought great benefits to our company. Besides, my planning booklet for our
company s development was highly praised by the management of our company too.
3
A: Well, I ve heard about these, and I know you have the seniority now.
But you must have a thirty-day s probation first, OK?
B: No problem. I ll try my utmost to learn the new job.
A: Well, good luck.
B
4
A: Manager, I have worked here as a typist for about a year, and I want to
5
get ahead . Would you please kindly consider my application?
B: What s your job objective then?
6 7
A: I d like a secretarial job in the clerical department .
8
B: Do you understand the duties ?
9
A: I m not quite sure, but I think it should be typing, filing and answering
phones.
B: Is your English good enough?
A: I hope so. I m able to communicate in English orally and in written form.
B: What about your typing speed?
A: I can type 80 words per minute.
B: Good. I ll consider your application carefully and inform you of my

decision as soon as possible.
A: Thanks a million.
Not e s :
1 . advancement 升职, 提升
2 . planning booklet 企划书
3 . seniority 资深, 资历
4 . typist 打字员
5 . get ahead 升迁, 获得提升
6 . secretarial job 秘书工作
7 . clerical department 办公部门
8 . duties 职责, 职务
9 . filing 文件归档
8. The End of the Interview 结束面试
1
A: Thank you for taking time out of your busy schedule to interview me.
B: You are welcome.
2
A: When should I contact you regarding your decision?
B: I will call you next week.
3
A: Thanks a lot, I ll look forward to hearing from you. Good-bye.
B: Bye-bye.
A: Well, thank you for your interest in our company.

B: You are welcome.
4
A: We hope to make a decision by the end of this week.
B: I look forward to hearing from you. And do I need to have a second
5
interview?
6
A: We ll notify you if necessary.
7
B: A thousand thanks. Good-bye.
A: Good-bye.
Not e s :
1 . Thank you for taking time out of your busy schedule to interview me. 谢谢
你在百忙中抽出时间来给我面试。
2 . When should I contact you regarding your decision? 我什么时候可以再
与你联系? regarding prep. 关于, 有关
3 . I ll look forward to hearing from you. 我将期待你的消息。look forward
to 盼望, 期待; to 为介词, 后接名词或动名词。
4 . make a decision 做出决定; 决定, 相当于动词 decide。
5 . And do I need to have a second interview? 我是否需要第二次面试?
6 . We ll notify you if necessary. 如果需要我们会通知你。if necessary = if
it is necessary.
7 . A thousand thanks. 非常感谢。类似于 Thanks a million。
Situation Practice
Practice 1
Discuss the following questions with classmates:
What is your ideal job after graduation? To be a civil servant, a freelancer( 自
由职业者) , a white-collar in a big company or a boss of yourself?
Practice 2
Make up a conversation according to the following situations and play the roles
in class.
You are a graduate-to-be in a college, and you want to apply for a position
related to your major. Now please make a telephone dialogue with a personnel
manager ( acted by another student in your class ) in a company. Your dialogue
must include your greetings, your self-introduction about your education
background, your abilities and your other personal informations, as well as your
request for an opportunity of being interviewed.
Practice 3
Suppose you are having an interview with interviewer in the recruiting
meeting. Make up a conversation according to the following information and play

the roles in class.
1 ) What job are you applying for?
2 ) You d like to have a chance for advancement.
3 ) What achievements have you got in relation to the applied job?
Un it 2 P e r s o n a l I n fo r m a t io n
个人信息
Persona l information tells about the applicant s circumsta nces that are
indirectly-related to the objective job, such as name, age, a ddress, birthplace,
hobbies, personality, reasons for lea ving, or a pplication, a nd so on. Although those
a re not the most important things for an a pplica nt to get a job, they a re quite useful
for the employer to have an all-round comprehension of the a pplica nt. To some
extent, personal informa tion reflects indirectly the a pplica nt s work abilities and
potentia l for development.
1. About Name and Age 关于姓名和年龄
A
1
A: May I have your name, please?
B: My name is Mingyan Wang.
2
A: How do you spell your family name ?
B: Wang. W-A-N-G.
3
A: Do you have an alias ?
B: No.
4
A: Do you have a pen name ?
B: Yes, my pen name is Hongye.
5
A: How old are you, may I ask?
B: I m twenty.
B
6
A: Can you tell me what your full name is, please?
B: My full name is Haiying Li.
A: Do you have an English name?
B: Yes, I do. It s Nancy.
Unit 2 Personal Information 个人信息 79
A: How do you spell your English name, please?

B: Nancy, N-A-N-C-Y.
A: Could you tell me how old you are?
B: I m twenty-one years old.
7
A: What s your date of birth ?
B: I was born on December 15 th, 1982.
Not e s :
1 . May I have your name, please? 请问尊姓大名? 相同的用法还有:
What s your name? May I ask your name? Would your give me your name? Please
give me your name. 等等。
2 . family name 姓。表示“ 姓”还可以用 surname, last name 等。表示“名”
可以用 given name, first name 等。
3 . alias 别名。另: nickname 表示“ 绰号”。
4 . pen name 笔名。另: pseudonym 表示“ 假名”。
5 . How old are you, may I ask? 可以问问你有多大了吗? 一般来说, 为了
表示礼貌, 在必须询问年龄, 收入等较隐秘的问题时, 常在句后加上“ may I
ask? ”以示尊重。
6 . full name 全名, 包括姓和名。英语中一般先说名, 后说姓。因此以英
语表达汉语姓名时也以名在前, 姓在后为佳。如 Mingyan Wang: 王明艳;
Yuanyuan Jiang: 蒋源源, 等。
7 . date of birth 生日, 可简为 birthday。另: place of birth 籍贯、出生地,
也常简为 birthplace。
2. About Address and Birthplace 关于住址和籍贯
A: Where do you live?

B: I live in South Lushan Road, Changsha.
1
A: What s your permanent address ?
B: My permanent address is Room 306, Student Building 4, South Campus,
2
Central South University, South Lushan Road, Changsha .
3
A: What is your domicile place ?
B: My domicile place is Changsha.

A: And your telephone number, please?
B: 0731-8837224.
A: What s your address?

B: My address is 27 Huangxing Road, Changsha.
A: Where are you studying?
4
B: I m studying in Hunan Normal University .
A: Where is your hometown?
B: My hometown is Changsha.
5
A: Then you are a local resident , aren t you?
B: Yes, I am. Changsha is my hometown.
Not e s :
1 . permanent address 永久性住址; permanent 不变的, 永久的
2 . Room 306, Student Building 4 , South Campus, Central South University,
South Lushan Road, Changsha. 长沙市麓山南路中南大学南校区, 学生 4 舍
306 房。
3 . domicile place 户籍所在地; domicile 户籍
4 . Hunan Normal University 湖南师范大学
5 . Local resident 当地居民; local 当地的, 本地的; resident 居民
3. About the Family 关于家庭
A: Could you say something about your family?

B: There are only three persons in my family: my parents and I. Both of my
1
parents are peasants. They keep working hard everyday to support the family . I
love my parents very much.
A: Do you spend much time talking with your family?
2
B: Oh, yes. People say there s always a generation gap between parents and
their children, but I don t think there is one at our house. We often take time to
talk with each other. Especially at mealtimes, we all get together to eat and talk.
3
Meals are very lively at our house.
A: How old is your father, may I ask?
B: My father is forty years old this year.
4
A: What are you going to do for your family?
5
B: First, I want to find an ideal job with good pay to support my family;
then I ll try to take care of my parents lives, and take much time to stay with
them.
B
6
A: What s your family like?
B: Well, I have a big family: my parents, grandparents, my bother, my
sister and me. My father works in a company and my mother is a teacher. Both my
brother and sister are studying at school. My grandparents are retired at home.
A: How do you get along with your brother and sister?
7
B: We get along very well. My brother is studying for college entrance exams
right now, so he often asks me for advice on how he should study and things like
that. My sister likes singing and drawing, just like me. So we have common
8
language . On weekends and holidays, we go swimming and climbing mountains
together a lot. Of course, we fight sometimes, too, but mostly we get along very
well.
A: Are your parents strict with you?
9 10
B: Sometimes they are. For example, as to our study and behavior , they
ask us to study hard and behave well. But as to our usual interests and future
11
careers, they think we should choose according to our own wills.
Not e s :
1 . support the family 维持家庭
2 . generation gap 代沟
3 . Meals are very lively at our house. 在我们家里吃饭是非常热闹的。
4 . What are you going to do for your family? 你打算为你家里做些什么呢?
5 . good pay 优厚待遇
6 . What s your family like? 你家庭情况怎么样?
7 . college entrance exams 大学入学考试

8 . common language 共同语言
9 . as to 就……而言, 关于
10. behavior 行为举止
11. But as to our usual interests and. . . according to our own wills. 但是关
于我们的平常兴趣爱好及未来事业, 他们认为我们应当按照自己的意志来选
择。
4. About Reasons for Leaving 关于辞职原因
A
1
A: Why do you want to leave your present job?
B: As you know I serve as a secretary in my present company, but there is
little chance of advancement. I want to have a job which offers me more
challenging opportunities, so that I can improve my position and have more
2
responsibilities.
A: Then what kind of work are you interested in?
B: Just like the one that you advertised in the newspaper.
3
A: So that s the reason to choose our corporation ?
B: Yes, as my experience is closely related to this job, I m confident of doing
4
it well.
5
A: Sure! I believe you can. Does your boss know you are leaving?
6
B: Yes, he understands me and would like to be my reference.
A: Don t you like the present work?

B: I like the work, but the salary is too small, as a man I really want to give
my wife and my little daughter a better life.
A: So you decided to leave.
B: Yes. And my present job is similar to what was advertised in this
Monday s newspaper.
A: That s the reason for you to apply for this job?
B: Yes. What s more, your company is one of the largest and best trading
7
companies in this line of business. I m eager to work for you.
A: But the work is also very hard.
B: I expect to work hard, sir.
A: You don t even mind going on business trips frequently?
B: No. I enjoy traveling.
Not e s :
1 . Why do you want to leave your present job? 你为什么要离职? 类似的表
达方式有: Why do you want to resign? 你为什么要辞职? What s the reason why
you left your previous employer? 你为何要离开原来的雇主? What made you
decide to change your job? 什么原因使你决定换工作? 等等。
2 . As you know I serve as. . . and have more responsibilities. 正如你所知道
的, 我在我现在的公司做秘书, 但是很少有升职的机会。我想找一个更富有
挑战性的工作, 这样我可以承担更多的责任并提高我的职位。serve as 担任,
充当; challenging 有挑战性的; responsibilities 责任, 职责
3 . corporation 公司
4 . As my experience is closely related to this job, I m confident of doing it
well. 由于我对这行有丰富的经验, 我有信心做好。 be closely related to 与
……紧密相关; be confident of doing sth. 有信心做某事
5 . Does your boss know you are leaving? 你老板知道你要离开吗?
6 . He understands me and would like to be my reference. 他能理解我, 并
愿意做我的介绍人。
7 . What s more, your company is one of the largest and best trading
companies in this line of business. I m eager to work for you. 另外, 贵公司是这
一行业中最大和最好的贸易公司之一, 我渴望为贵公司工作。
5. About Reasons for Application 关于应聘原因
A: Why do you choose to come here for a job?

B: I m desirous to get a job where I can use my computer knowledge, and I
happened to see your advertisement for a computer operator in the Changsha
1
Evening News.
A: Do you want to work here just because you can operate a computer?
B: No, not only because I can operate a computer here, but also because I
can learn some advanced methods of management from a big company like
2
yours.
A: If you were hired, when would it be convenient for you to begin to work?
B: I ll start to work tomorrow if you like.
A: What s the reason for your application for our company since it is a new
3
establishment in Beijing?
B: Because your company is a new one I think I ll be given more
opportunities, and the working conditions and surroundings are so excellent
4
here.
A: It certainly is. But the work is also very hard.
5
B: I expect to work hard, sir.
6
A: You don t even mind going on business trips frequently?
B: No, I enjoy traveling. Besides, I don t have a girl friend or a wife, so I
7
can go out frequently.
A: How do you like our company?
B: Your company has a good reputation in this region, I think it will have a
8
great future and is conducive to the further development of my abilities.
Not e s :
1 . I m desirous to get a job where. . . in the Cha ngsha Evening News. 我希望
能找到一个工作来发挥我的计算机特长, 正巧看到了贵公司在《长沙晚报》上
刊登的招聘一名计算机操作员的广告。
2 . But also because I can learn some advanced methods of management from
a big enterprise like yours. 而且还因为我能从一家像贵公司一样的大企业学
习先进的管理方法。
3 . What s the reason for your application for our company since it is a new
establishment in Beijing?
你来我们这样一家在北京新成立的公司应聘是什么原因呢?
establishment 成立、建立, 或成立、建立的机构
4 . Because your company is a new one. . . so excellent here. 因为贵公司是

一家新成立的公司, 所以我在这里能得到更多的机遇, 并且这里的工作条件
和工作环境又非常的好。
5 . I expect to work hard, sir. 我会很努力地干的, 先生。
6 . You don t even mind going on business trips frequently? 你是否介意经常
出差? on business trip 因公出差; 下句中的 travel 也指出差。
7 . No, I enjoy traveling. Besides, I don t have a girl friend or a wife, so I
can go out frequently. 不介意, 我喜欢出差。而且我既没有女朋友, 又没有妻
子, 所以能经常外出。
8 . Your company has a good reputation. . . of my abilities. 贵公司在这地区
声誉很好, 我想会有着光明的前途, 并且有助于我能力的进一步发挥。 be
conducive to 对……有帮助, 有益于……
6. About Personality 关于个人性格
A
1
A: What kind of personality do you think you have?
B: Well, I approach things very enthusiastically, I think, and I don t like to
2
leave something half-done. It makes me nervous----I can t concentrate on
something else until the first thing is finished.
3
A: Do you think you are introverted or extroverted?
4
B: Extroverted, I think. I mix well and enjoy doing things with others.
5
A: Are you more of a follower or a leader?
B: I don t try to get in front of people and lead them, particularly. I d rather
6
cooperate with everybody else, and get the job done by working together. I don t
always follow others opinions. So I don t agree with someone else s opinion if I
think he is wrong, but if I understand his thinking and see he has some good
ideas, then I m very happy to go along with him.
7
A: Tell me about your strengths and weaknesses.
B: Well, I am a self-motivated hard worker, but I sometimes forget to spend
8
time with my family due to my busy work.
B
9
A: Do you think you are more outward-looking or more inward-looking ?
B: Well, sometimes I want to be by myself, but most of the time I prefer

10
being with a group of people, so I guess you d say rather outgoing, I was very
active in my university club.
11
A: Do you have any idea what your classmates would say about you?
12
B: I think they would say I am an intelligent, diligent and kind person.
13
A: What types of people do you prefer working with?
B: I like working with all types of people.
A: Are there any types you don t like working with?
14
B: I don t like lazy people or people who gossip .
Not e s :
1 . personality 性格, 个性
2 . I approach things very enthusiastically, I think, and I don t like to leave
something half-done. 我做事非常热心, 不喜欢半途而废。approach 处理
3 . Do you think you are introverted or extroverted? 你认为你是内向还是外
向?
4 . I mix well and enjoy doing things with others. 我善于交际并喜欢与人共
事。mix well 与人相处的好, 善于交际
5 . Are you more of a follower or a leader? 你比较像跟随者, 还是领导者?
6 . I don t try to. . . done by working together. 我不试图领先别人, 尤其是
去领导他们。我宁愿和其他每一个人合作, 一起努力完成工作。
7 . Tell me about your strengths and weaknesses. 说说你的优点和缺点。
8 . I am a self-motivated hard worker, but I sometimes forget to spend time
with my family due to my busy work. 我是一个自我激励, 工作认真的人, 但往
往因工作繁忙而忘了与家庭团聚。
9 . outward-looking or more inward-looking 外向还是更内向
10. Sometimes I want to be by myself, but most of the time I prefer being
with a group of people. 有时我想单独一个人待着, 但大多数时候我比较喜欢
和其他人在一起。
11. Do you have any idea what your classmates would say about you? 你认为
你的同学会怎么评价你呢?
12. intelligent 聪明的; diligent 勤劳的
13. What types of people do you prefer working with? 你比较喜欢和什么样
的人一起工作?
14. gossip 讲闲话
7. About Hobbies 关于业余爱好
A: What kind of hobbies do you have?

B: I enjoy sports and I like reading very much.
1
A: What kind of sports do you like? And do you watch or play?
B: I like watching and playing both. And I enjoy almost all sports, but I
2
especially like tennis and gymnastics . I was in the gymnastics club all through
3
high school, so particularly in the case of gymnastics I prefer doing to watching.
A: What do you like to read?
4
B: I like to read love stories .
A: Whose love stories do you like best?
B: Those written by Qiongyao and Sanmao. Both of them are female writers in
5
China, and their stories are very moving .
B
6
A: How do you spend your free time?
B: I run or play football or do something else like that to get some exercise
7
and keep in shape .
A: What do you think of football?
B: Football is a very interesting game because it keeps you alert and it also
8
requires a lot of team spirit.
A: Are you a smoker?
B: No, I m not.
A: Do you drink?
9
B: Yes, but just during social occasions .
A: Are you a music lover?
10
B: Yes, I like listening to Beethoven s works .
Not e s :
1 . And do you watch or play? 你是看, 还是玩?
2 . gymnastics 体操
3 . So particularly in the case of gymnastics I prefer doing to watching. 所以
单就体操来说, 我比较喜欢做, 而不喜欢看。prefer. . . to. . . 宁愿, 更喜欢;
prefer 与 to 后均接动名词或名词
4 . love stories 言情故事
5 . moving 动人的
6 . How do you spend your free time? 你空闲的时候怎么过?
7 . keep in shape 保持身材
8 . Football is a very interesting game because it keeps you alert and it also
requires a lot of team spirit. 足球是一项极刺激的运动, 它会使你保持灵敏, 而
且它极需具有团队合作精神。
9 . during social occasions 在社交场合
10. works 作品
Situation Practice
Practice 1
Role play: During a behaviour interview, the interviewees are always asked to
have a discussion over a particular topic, and they are expected to express
themselves logically and persuasively. Now there is a behaviour interview with the
topic of“ Is it OK to marry in college? ”or“Is harmonious relationship with family
members important for your job?”You are divided into groups of six. Three of you
are in favor of it, and the other three are against. You will have a debate, and
each of you must give enough reasons to support your opinions.
Practice 2
Suppose you want to give up your present job, or you have the idea of
changing your job, Talk about it with classmates your according to the following
situation: The job is wonderful, the only fly in the ointment is that the pay is too
low.
Practice 3
Be sure to find a job according to your personality, it will take you less time
to make your dream come true. Now discuss the following questions with you
classmates: What personality do you belong to, extroverted, introverted,
aggressive, sociable, realistic, or idealistic etc. ? Does your personality have some
influence on your future success in the work?

Un it 3 Edu c a t ion B a c kgr ou n d a n d Abilit y

教育背景和能力
In most cases, an interviewer will pa y special attention to the education

background and a bilities of an interviewee. Although they are not the only factors for
a n employee to get a job, they a re the most important ones. So a clear and
persua sive introduction of one s education ba ckground a nd work abilities will
contribute a lot to the success of the a pplica tion. Of course, the importance of work
a bilities can never be over-emphasized during seeking a job.
1. About Education Background ( I) 关于教育背景 ( I)
A: What is your education background?

1
B: Two months ago, I graduated from Beijing University and received a BS
degree. My major is computer science. In 2000, I graduated from Affiliate Middle
2
School of Hunan Normal University , which is a famous middle school in Hunan,
even in China. At that time, my best subject was Math.
3
A: How were your scores at university?
4
B: They were all excellent, 96 points average.
A: How about your English?
B: I can speak, read and write English fluently, and I passed Band 6 in
5
College English Test.
A: What course do you like most at university?
B: Computer programming, I think. My knowledge in Math gives me great
help while programming.
A: Would you tell me which university you graduated from?

B: I graduated from Central South University.
Unit 3 Education Background and Ability 教育背景和能力 91
A: What department did you study in?

6
B: I studied in the Higher Vocational Technical School , and my major was
7
International Secretary .
A: Why did you choose Central South University?
B: Because Central South University is one of the best universities in Hunan,
8
and I m sure I m one of the best students.
A: Have you received any degrees?
9
B: Yes, I have received an BA degree.
10
A: Tell me about the courses of your major subject at university.
B: I took more than 30 courses at university, including Secretarial Principles,
Stenography, Computer Word Processing, English for Watching, Listening and
11
Speaking, Business English, Office Management, and so on.
A: What was your favorite subject at university?
B: My favorite subject was English. I work hard at it not only because I like
12
it but also because I am aware of its importance.
Not e s :
1 . BS = Bachelor of Science 理科学士
2 . Affiliate Middle School of Hunan Normal University 湖南师范大学附属中
学
3 . How were your scores at university? 你大学时的成绩怎么样?
4 . They were all excellent, 96 points average. 成绩都优秀, 平均 96 分。
5 . I can speak, read and write E nglish fluently, and I passed Band 6 in
College English Test. 我英语说、读、写流利, 并通过了大学英语 6 级考试。
6 . Higher Vocational Technical School 高等职业技术学院
7 . International Secretary 涉外文秘
8 . Because Central South University is. . . the best students. 因为中南大学
是湖南地区最好的一所大学, 而我又相信自己是其中最好的学生之一。
9 . BA = Bachelor of Art 文科学士
10. Tell me about the courses of your major subject at university. 能否告诉
我你在主修专业上所修的课程?
11. I took more than. . . Office Management, and so on. 大学期间我修了 30
多门课程, 包括秘书学原理, 速记, 计算机文字处理, 英语视、听、说, 商务
英语, 办公室管理, 等等。

12. I work hard at it. . . aware of its importance. 我努力学习英语, 不仅是
因为我喜欢它, 而且因为我认为英语很重要。
2. About Education Background ( II) 关于教育背景( II)
A
1
A: How have you been getting on with your studies so far?
B: I have been doing quite well at college. According to the academic records
I ve achieved so far, I am confident that I will get my Master of Business
2
Administration degree this coming July.
3
A: What does your MBA thesis deal with?
4
B: It deals with macro-modulation in the socialist market economy.
A: How do you think the education you ve received will contribute to your
5
work in this institution?
B: I have already learned a lot in the classroom and I hope to be able to make
6
practical use of it in business in your company.
A: It says in your resume that you just graduated from Hunan University.
B: Yes, I got a bachelor s degree in July this year.
A: Which subject did you major in at university?
B: I majored in electronic information technology.
7
A: What made you study that subject?
B: I had an interest in electrical technology since I was in middle school and
I want to become an electrical engineer.
8
A: What was your minor subject?
B: Computer.
A: Did you make fine records at university?
B: I got excellent records in all my subjects.
A: Well, in this case, you must have gotten a good record in your English?
9
B: Yeah, my English scores were always in the top three of our department.
10
A: That s very impressive.
B: Thank you.
Not e s :
1 . How have you been getting on with your studies so far? 到目前为止, 你
在校学习情况如何?
2 . According to. . . this coming July. 根据至今我所取得的学习成绩, 我敢
肯定今年 7 月份我一定能获得 MBA 学位。
3 . What does your MBA thesis deal with? 你的 MBA 硕士论文是关于什么
的? deal with 处理, 论述, 涉及
4 . It deals with macro-modulation in the socialist market economy. 它论述的
是社会主义市场经济的宏观调控。
5 . How do you think. . . will contribute to your work in this institution? 你认
为你接受的教育将如何有助于在本机构的工作?
6 . I have already learned. . . in business in your company. 我在课堂上学了
许多东西, 我希望能在贵公司把它实际运用到商务活动中去。
7 . What made you study that subject? 你为什么要学这门专业?
8 . minor subject 辅修专业
9 . in the top three 在前三名
10. That s very impressive. 那是很令人惊叹的成绩了。 impressive 感人
的, 给人以深刻印象的
3. About Your Ability 关于个人能力
A: What are your strong points?

B: I think one of my strong points is that I am very good at planning. I
1
manage my time perfectly so that I can always get things done on time.
A: What are your weak points?
B: When I think something is right, I will stick to that. Sometimes it sounds
a little stubborn but I am now trying to find a balance between insistence and
2
compromise.
3
A: What are your greatest accomplishments ?
B: Although I feel my greatest accomplishments are still ahead of me, I am
proud of my involvement with the International Business Conference 2000. I made

my contribution as part of the planning and preparing team and learned a lot in the
4
process.
5
A: Can you work under pressure?
6
B: Yes, I find it stimulating . However, I believe in planning, and proper
7
management of my time reduces panic deadlines.
B
8
A: What are your strengths ?
B: I have very strong observation power. I can generate interesting ideas from
minor things and once the idea is formed, I have a very strong urge to put it into
9
action.
A: What is your weakness?
B: I always give each job my best efforts, so when others are not pulling their
10
weight, I get frustrated.
11
A: What are the problems you have encountered in your job and how do you
solve them?
B: As an editor, I have to proofread numerous articles. This is a fairly
repetitive job, so it s easy to overlook mistakes. Lots of people do. But I always
12
look for them and it keeps me alert and motivated so I do a better job.
13
A: How do you deal with those who you think are difficult to deal with?
14
A: I stick to my principles and follow the rules. Sometimes, they just lack
enthusiasm and I get them involved with something constructive. Some of them
15
changed their attitude later.
Not e s :
1 . I manage my time perfectly so that I can always get things done on time.
我极懂分配时间, 因此总能准时完成任务。
2 . When I think. . . insistence and compromise. 若我认为某事情是对的,
我会坚持到底。有时候, 这显得有点顽固, 因此我正在努力寻求执著与妥协
之间的平衡。stubborn 固执的, 顽固的, 倔强的; insistence 坚持, 固执;
compromise 和解, 折衷, 让步了事
3 . accomplishments 成就
4 . Although I feel. . . a lot in the process. 虽然我认为我最大的成就还未

出现, 但我对于曾参与“ 2000 国际商务会议 ”这个活动感到很自豪。作为筹
划小组成员之一, 我做出了自己的贡献, 亦从中学到很多东西。 involvement
涉及, 参与, 卷入; contribution 贡献; process 过程, 经过, 进展
5 . Can you work under pressure? 你能在压力下工作吗?
6 . stimulating 刺激, 鼓舞
7 . However, I believe in planning, and proper management of my time
reduces panic deadlines. 但我相信适当地分配时间及周详地计划能减少最后
工作期限带来的恐慌。 reduce 减少, 缩减; panic 惊慌, 恐慌; deadline 最后
期限, 截止时间
8 . strengths 长处, 优点, 相当于 strong points; “ 短处, 缺点 ”为
weaknesses 或 shortcomings.
9 . I have a very strong. . . to put it into action. 我认为我有很强的观察力,
能从小事引发出有趣的想法, 而且想法一旦形成, 便有很强的愿望付诸实
行。generate 产生; urge 冲动, 刺激, 激励
10. I always give each job. . . get frustrated. 我做每份工作总是全力以赴,
所以当我发现其他人没有努力做时, 我会感到挫折失意。pull one s weight 尽
本分, 尽职; frustrate 使受挫, 使心情沮丧
11. encounter 遇到, 碰到
12. As an editor, I have to. . . a better job. 作为一个编辑, 我经常有大量
稿件要校对, 这是一项重复而单调的工作, 极容易忽略某错误。许多人都会
这样。但我总是努力找出这些错误, 这令我保持警觉及积极状态, 所以我做
得比别人好。proofread 校对; repetitive 重复的, 反复的; overlook 忽略; alert
机警的, 警惕的, 敏捷的 motivated 活跃的, 机动的
13. How do you deal with those who you think are difficult to deal with? 你怎
样应付那些你认为难以合作的人?
14. I stick to my principles and follow the rules. 我会坚持原则和谨守规
则。
15. Sometimes, they just. . . changed their attitude later. 有时候, 他们只是
缺乏工作热情, 当我安排他们处理一些建设性的工作时, 一些人改变了原来
的态度。enthusiasm 热情; constructive 建设性的; attitude 态度
4. About Language Ability 关于语言能力
A: What foreign languages can you speak?

B: I m fluent in English, Japanese, and German.
1
A: Can you manage English translation?
B: Yes, I can. I have worked as an interpreter in the International Academic
2
Meeting on Ethics held in our university. And I have translated an English book of
more than 50000 words into Chinese with one of my classmates.
3
A: Can you speak Mandarin ?
B: Yes, I have been speaking Mandarin since I was a child.
4
A: Besides Mandarin, what other Chinese dialects do you understand?
5
B: I m familiar with Cantonese and Shanghaiese , because my father came
from Guangdong and my mother from Shanghai. I learned their dialects from them.
6
A: We happen to need a translator for our Sino-Japan joint enterprise in
GuangZhou. Would you like to accept that job?
B: That s great, I certainly will. Thank you very much.
B
7
A: How is your English proficiency?
8
B: I have a good command of English.
A: Do you think you re proficient in both written and spoken English?
B: Yes, I think I m quite proficient in both written and spoken English. I
passed Band 6 in College English Test, and got a high score on the TOEFL.
9
A: Do you think your English is good enough to do desk work ?
B: The amount of English I know enables me to do general desk work. I
10
believe the amount of English I know is sufficient to work in an American firm.
11
A: What language can you speak other than English?
12
B: In addition to English, I can speak French and Italian.
A: Do you speak French and Italian as well as English?
13
B: No. English is my first foreign language , and I have studied it for a long
time; French and Italian are my second and third foreign languages respectively,
And I learned these two languages only four years ago.
Not e s :
1 . Can you manage English translation? 你能应付英语翻译吗?
2 . International Academic Meeting on Ethics 国际伦理学学术会议
3 . Mandarin 汉语普通话
4 . Dialects 方言
5 . Cantonese and Shanghaiese 广东话和上海话
6 . Sino-Japan joint enterprise 中日合资企业
7 . How is your English proficiency? 你的英文程度如何? proficiency 熟练,
精通
8 . have a good command of 精通, 通晓
9 . desk work 文书工作
10. The amount of English. . . to work in an American firm. 我的英文适宜
做普通文书工作。我想我的英语水平在美资机构做事绝对没有问题。
11. other than 除了……之外
12. In addition to 除了……之外
13. first foreign language 第一外语
5. About Your Skills 关于个人技能
A: How are your typing skills?

B: I can type 70 words per minute.
A: Can you take shorthand?
B: Yes, I take shorthand pretty fast.
A: How about your computer skills?
B: I m skillful in computer operating, and I m especially good at making
1
network pages .
A: What kind of software do you have working knowledge of?
B: I have working knowledge of Office 2000 , Photoshop7. 0 , 3D Max, and
FrontPage.
2
A: What certificates of technical qualifications have you received?
B: I ve received a Computer Operator s Qualification Certificate and a

3
Network Engineer Qualification Certificate.
A: Can you drive?
B: I m learning now.
B
4
A: Could you tell me something about your special skills ?
B: Of course, I ve learned both English and Chinese typing, and I take
shorthand very fast.
5
A: What are your qualifications as a typist and for being a stenographer ?
B: I can type more than 70 words per minute and I take shorthand at 100
words per minute.
A: Do you have any special training in office skills?
B: Yes, I do. As I have said in my resume, I have received some special
training in typing and stenography. Besides, I m good at operating common office
6 7
machines, such as a fax machine , Photostat , and microcomputer.
A: What certificates of technical qualification have you obtained?
8
B: I have received an Export Sales Staff qualification certificate and an
9
Office Expert qualification certificate in computer operating.
A: Well, do you have any licenses?
B: Yes, I have a driver s license.
Not e s :
1 . making network pages 制作网页
2 . certificates of technical qualifications 技术资格证书
3 . Network Engineer 网络工程师
4 . special skills 特殊技能
5 . stenographer 速记员
6 . fax machine 传真机
7 . Photostat 影印机
8 . Export Sales Staff 出口营销员
9 . Office Expert 办公专家
6. About Work Experience 关于工作经验
A: Have you got any experience as a secretary?

1
B: Yes, I acted as a secretary in an insurance company.
2
A: Would you tell me the essential qualities a secretary should maintain?
B: Well, to begin with, I would say she needs to be diligent, and the second
point is that she has to do a lot of things on her own initiative. Finally, she can
take notes in shorthand and types and has skills in report writing, summary
writing, keeping minutes at meetings, and so on. Most important of all is that she
3
seems to have a better memory than average.
A: Right, then have you had any experience with computers?
B: Yes, I studied in a computer-training program, and I m familiar with the
operation of common software needed in office work.
4
A: That s fine. What about operating the fax and duplicators ?
5
B: I can handle them without any trouble.
A: How often do you work overtime?
B: I worked overtime several times a month.
A: Where are you working now?

B: I m working at the Bank of China, Beijing branch.
6
A: What is your responsibility there?
7
B: I am responsible for foreign exchange settlement.
8
A: How long have you been engaged in this work?
B: I have been working there for 2 years.
A: How many employers have you worked for?
B: Three. Frankly speaking, I ve gained enough experience by changing work
9
units and I m anxious to settle down now.
A: I understand you. But what have you learned from jobs you have held
besides work experience?
B: Above all, I have learned that what is good for the company is good for
1 00 实用英语会话
10
me. So I follow the instructions strictly and always keep my boss informed.
Not e s :
1 . insurance 保险
2 . Would you tell me the essential qualities a secretary should maintain? 你
能告诉我作为一个秘书必须具备哪些重要素质吗?
3 . Well, to begin with. . . have a better memory than average. 首先, 我认为
她必须勤奋。其次, 她必须主动做许多事情。再就是, 她应会速记和打字,
并具有书写报告、提要以及做会议记录的能力。其中, 最重要的是比常人更
强的记忆力。 on one s own initiative 主动地, 率先地, 自动自发地; keep
minutes 做会议记录
4 . duplicator 复印机, 相当于 duplicating machine
5 . handle 操作, 使用
6 . responsibility 责任, 职责
7 . be responsible for 对……负责
8 . be engaged in 从事
9 . Frankly speaking, I ve gained. . . anxious to settle down now. 坦白地说,
通过更换工作我得到了丰富的工作经验, 而我现在非常想固定下来。
10. Above all, I have learned that. . . keep my boss informed. 我明白对公
司有利的事对自己也有利, 所以我严格遵循指示, 并经常向我的主管汇报。
7. About Achievements 关于工作成就
A
1
A: Would you like to talk about your merits ?
B: I have been working as the production manager of Changsha Tianjian
Garment Factory for nearly two years, and I succeeded in raising yearly products
2
by 30% at profit margins from 60 % to 80% .
A: Wonderful. You ve really made lots of contribution to your factory. And
3
have you received any honors or awards?
4
B: I got the title of“ Advanced Worker”in 2001 and 2002.
5
A: If you enter this company, what section would you like to work in?
6
B: If possible, I d like you to try me in the planning department .
Unit 3 Education Background and Ability 教育背景和能力 10 1
A: Please tell me something about your achievements in your work unit.

B: As an editor of Hunan People s Press for nearly two years, I have edited
30 scientific and technical books----nearly six million words in terms of Chinese
characters.
A: That s fine. Do you have any publications written by yourself?
B: Yes, I have 8 articles in Chinese and 5 articles in English published in
7
Beijing Evening News and China Daily, respectively .
A: Have you received any honors?
B: Yes. When I was at university, I was chosen as a “ Three Virtues ”
8
student several times.
A: Then have you received any honors at your unit?
9
B: I was chosen as one of“ The Top Ten Prominent Youths” of Beijing in
2000.
Not e s :
1 . merits 业绩, 功劳
2 . I have been working as. . . from 60% to 80% . 我任长沙天剑服装厂生
产部经理近两年来, 成功地将年产量提高了 30% , 把利润幅度由 60% 提高到
80% 。margin 余额, 利润
3 . And have you received any honors or awards? 你得到过什么荣誉和奖励
吗?
4 . I got the title of“ Advanced Worker”in 2001 and 2002. 我在 2001 年和
2002 年获得了“先进工作者”的称号。
5 . section 部门
6 . planning department 企划部
7 . respectively 分别地, 各自地
8 . “ Three Virtues”student“ 三好”学生
9 . “ The Top Ten Prominent Youths”“ 十大杰出青年”
Situation Practice
Practice 1
in class.
Suppose you want to find a job in a company as an accountant. You are
having an interview given by the personnel director of the company. He or she
wants to know your education background, you tell him or her what degree you ve
got and what your major is etc.
Practice 2
in class.
Suppose you are applying for a job as a tourist guide advertised on internet.
The interviewer wants to know something about your working experience. You tell
him you have no experience in that field but you have a good command of both
English and Russian. And you have confidence to do the job well.
Practice 3
As the saying goes:“ Opportunities only belong to those who prepared for
them. ”So Preparation is the No. 1 issue in finding an ideal job. As far as you are
concerned, what do you think are the most important factor during job-hunting—
the education background, the ability, the skills, the work experience or the
achievements? Discuss the above question with your classmates.
Unit 4 About Specific Positions 关于所谋职位 10 3
Un it 4 Ab o u t Sp e c ific P o s it io n s
关于所谋职位
In a certain specific interview, there must be a n objective position for a n

a pplica nt to apply for. And the conversation between the interviewer and the
interviewee goes ahea d around this topic, including the educa tion background,
working a bilities, specia l skills and so on. So becoming fa milia r with the common-
used sentences in some specific positions will do great help to the success of the
interview.
1. About the Position of a Secretary 关于秘书职位
A: Could you tell me something about your special skills to be a secretary?

B: Of course. I ve learned both English and Chinese typing, and I take short-
hand pretty fast.
A: What are your qualifications as a typist and for being a stenographer?
B: I can type more than 60 words per minute and I take shorthand at 100
words per minute.
A: Could you tell me something about your educational background?
B: I was admitted into Nankai University as an English major and specialized
1
in English secretarial studies in 1998. In addition, I took the courses of computer
and public relations while in the university.
A: Do you have any experience as a secretary?
2
B: Yes, I have. I have been employed as a professional secretary in the
manager s office of Changsha Iron & Steel Company since my graduation.
3
A: Can you do English business correspondence?
B: Yes, that s one of my strong points, I think.
A: What kind of job are you interested in?

B: I want a secretarial job in which I can use my English knowledge. I would
also like to be able to have some responsibility in my work.
A: I appreciate that. I would expect my secretary to be able to work
independently and take over some of my ordinary responsibilities such as answering
routine correspondence, taking phone calls for me, and sometimes assisting me
4
with personal business affairs.
5
B: Yes, I see. In my previous job, I did typing and filing every day.
A: Have you had any experience as a guide?
B: Well, not exactly. But I have shown some of my foreign friends around
Beijing.
A: Once in a while we have visitors from abroad and I would like to be able
6
to ask my secretary to take them shopping and sightseeing.
B: I think I would like that.
7
A: I see. We work a five-day week and there is rarely any overtime. The
salary would be 1600 Yuan to start and raises would be given according to your
ability. And how do you feel about the job?
8
B: I think it sounds like what I am looking for. Thank you very much.
Not e s :
1 . I was admitted into Nankai University as an English major and specialized
in English secretarial studies in 1998. 1998 年我被南开大学录取, 主修英语, 并
接受了专门的英语文秘训练。 be admitted into. . . 被…… 录取; major 专业学
生; specialize in 专门研究, 专门从事
2 . professional 专业的
3 . Can you do English business correspondence? 你能否处理英文商务函
件?
4 . I appreciate that. I would expect. . . with personal business affairs. 我欣
赏这个想法。我希望我的秘书能够独立工作, 并接办我的一些平常事务, 例
如回日常书信、替我接电话、有时帮我处理私人业务等。
5 . filing ( 将文件等) 存档, 归档
6 . Once in a while we have visitors from abroad and I would like to be able to
ask my secretary to take them shopping and sightseeing. 偶尔我们会有从国外来
的客人, 我希望能让我的秘书带他们去逛街和观光。once in a while 偶尔
7 . We work a five-day week and there is rarely any overtime. 我们每周工作
五天, 很少加班。
8 . I think it sounds like what I am looking for. 我想这似乎正是我要找的工
作。sound like. . . 听起来好像……, 似乎……
2. About the Position of Computer Programmer 关于电脑程序员之职
A: I see from your resume that you graduated from China Science &
Technology University with a major in computer science two years ago. What
1
specialized courses did you take?
B: The specialized courses I completed include computer science, computer
techniques and application, systems design and analysis, systems operation and
management, fundamentals of programming, PASCAL programming, COBOL
2
programming, and C + + programming.
A: Where are you working now?
B: I m working at Asus Computer Company.
A: What are your responsibilities at your present work unit?
B: I m responsible for collecting business information and programming for
3
management .
A: What types of systems have you worked on?
4
B: I have worked on about every system that is out there right now.
A: What kind of computer are you experienced in?
B: I m experienced in all types of PC.
A: What sort of software do you have a good command of?
5
B: I m adept at Windows, Auto CAD, Photoshop7. 0, and 3 D-MAX.
A: Good morning, sir, I am Jack, I ve come to apply for the position as

computer programmer at your firm.
B: Oh, I see. Well, what made you decide to get into computers?
A: Nothing in particular, I guess. I always liked mathematics and tinkering
6
with machines.
B: OK. What about your experience? How long have you been working with
computers?
A: More than three years now. After my graduation from university where I
majored in computer technology, I began to specialize in computer programming.
B: That s fine. Where are you working now?
A: I m working at Acer Computer Company, which develops applied
7
software .
B: Why did you decide to choose our firm?
A: Well, I m happy with the work at my present position. But to tell you the
8
truth, I want to get better pay.
B: What starting salary would you expect here?
A: I d like to start at two thousand dollars a month.
B: No problem. When can you start to work if we hire you?
A: Tomorrow, I think.
B: That s good. Then see you tomorrow.
A: See you.
Not e s :
1 . What specialized courses did you take? 你主要学了哪些专业课程?
2 . The specialized. . . and C + + programming. 我完成的专业课程包括:
计算机科学、计算机技术与应用、系统设计与分析、系统操作与管理、程序
设计基本原理、PASCAL 程序设计语言、COBOL 程序设计语言、C + + 程序
设计语言。
3 . collecting business information and programming for management 收集商
业信息和编制管理程序
4 . I have worked on about every system that is out there right now. 目前市场
上的系统我大概都使用过。
5 . be adept at 擅长, 精通
6 . Nothing in particular, I guess. I always liked mathematics and tinkering
with machines. 我想没什么特别的原因, 只是我一向喜欢数学和修理机械。
7 . applied software 应用软件

8 . I want to get better pay. 我想赚更多的钱。
3. About the Position of a Senior Production Planner

关于高级生产管理人员之职
1
A: Excuse me, is this the personnel division?
B: Yeah. What can I do for you?
A: I came about your advertisement for a senior production planner. Is it still
available?
B: Oh, yes. Won t you sit down? What s your surname?
A: My surname is Liu.
B: What s your first name, Mr. Liu?
A: It s Xinshao.
B: I m the director of the personnel division of the company, Mr. Zhang.
A: How do you do, Mr. Zhang?
B: How do you do, Mr. Liu?
A: Here is my resume.
B: Fine. What degree do you have now?
A: Master s degree in Applied Mathematics.
B: Why are you interested in the position?
A: Because I read your advertisement in the newspaper last week. It says that
you need a senior production planner, who is fluent in English and good at
mathematics. I think I m fit for the position. For the past two years, I ve been
dealing with foreigners in English, so my ability to write and speak English is
2
beyond question , and what s more, I m sure my major would be of great use for
the position.
B: I see. Are you satisfied with your present work in Central South
University?
A: I m quite happy in my present work, indeed. But I hope I can work in a
great company of high prestige like yours and have more responsibility and improve
3
my position.
B: Excuse me for interrupting, but could you tell me what types of people
you d like to work with?
A: To tell you the truth, I can co-operate with various people. People say I m
4
a good-natured person. But of course, I especially enjoy working with people who
are responsible, friendly and helpful.
B: That s good. If we decided to hire you, we d pay you two thousand and
5
five hundred Yuan a month at the start. You can have Saturdays and Sundays off.
6
Besides , you may have a paid month holiday every year. What do you think about
it?
7
A: As regards salary, I leave it to you to decide.
B: Well, we ll give you our decision in a couple of days. It s a pleasure to
talk to you, Mr. Liu.
A: Thank you, Mr. Zhang. I really appreciate your assistance.
Not e s :
1 . personnel division 人事部
2 . out of question 毫无问题, 不成问题
3 . But I hope I can work in a great company of high prestige like yours in
order to have more responsibility and improve my position. 但是我希望能在一家
像贵公司一样的极具声誉的大公司上班, 以承担更多的责任和提升自己的职
位。
4 . good-natured 脾气好的
5 . You can have Saturdays and Sundays off. 你星期六、星期天不上班。
6 . a paid month holiday 一个月的带薪假期
7 . As regards salary, I leave it to you to decide. 至于薪水, 还是留给贵公
司做决定吧。
4. About the Position of an Accountant 关于会计职位

A: Come in, please.
B: Good morning, sir. My name is Wang Ling.
A: Good morning, Miss Wang. According to your resume, you are a
university graduate in accounting and have already got 2 years work experience in
a manufacturing factory. Now can you tell me what made you decide to leave your
former factory and apply for the vacancy here?
1
B: Well, my former working unit is a medium-sized enterprise. Though I am
2
familiar with computerized accounting systems, I can find no application there.
That s the reason why I want to come here to face a new challenge.
A: What are your responsibilities at your present work unit?
B: My work involves various routine bookkeeping and basic accounting tasks
including journal entries, verifying data and reconciling discrepancies, preparing
detailed reports from raw data, and checking accounting documents for
3
completeness, mathematical accuracy and consistency.
4
A: Are you familiar with PRC Financial and Tax Regulations?
B: Sure.
5
A: OK. Can you tell me something about this balance sheet now?
B: Of course. This balance sheet contains three major sections, that is,
assets, liabilities and owner s equity. So, you see, the total current liabilities of
your company are ＄2372000 , and owner s equity is ＄5400000 . That means that
the total assets, which is equal to the sum of the creditor s and the owner s
6
equities, are 7772000 .
A: Just a moment. What is the creditor s equity?
B: The creditor s equity is the same as liabilities.
7
A: How much are accrued salaries payable ?
B: They are ＄15000.
8
A: Could you tell me something about cash control ?
B: Yes, of course. In accounting, cash means all items that are acceptable
9
for deposit in a bank.
A: What are they?
B: Such as paper money, coins, checks, money orders, bank deposits and so
10
on.
A: What should we do when dealing with cash?
B: As a rule, we should control the handling and recording of cash. Cash
should be handled separately from the recording of cash transactions so that errors
11
can be readily disclosed and the possibility of irregularities is reduced.
A: How does it work, then?
B: That means all cash receipts are deposited intact in the bank, and all
major payments are made by check and an imprest fund is used for petty cash
12
disbursements.
13
A: So you mean that we can have a double record of cash transactions.
B: Yes. One record is made by the company s record-keeping procedures,
and another is furnished by the bank.
14
A: Are you familiar with American accounting ?
B: I think so. When I was at college, I worked as an assistant accountant
with American General Electric China Inc. for two summers.
A: That s very good. You seem to have the right kind of experience. I ll let
you know the result of this interview next week.
B: Thank you. Good-Bye.
Not e s :
1 . medium-sized 中型的, 中等规模的
2 . Though I am familiar with computerized accounting systems, I can find no
application there. 虽然我熟悉电算会计系统, 但在那里我用不上。
3 . My work involves various routine. . . and consistency. 我的工作是履行各
种簿记与会计事项, 包括填写日记账、核实数据、纠正误差、根据原始数据
编制明细报表、核查会计文件的完整性、数字的精确性和一致性。
4 . Are you familiar with PRC Financial and Tax Regulations? 你熟悉中华人
民共和国财税制度吗?
5 . balance sheet 资产负债平衡表, 另如: financial statement 财务报表;
income statement 收益表。
6 . This balance sheet contains three major. . . the owner s equities, are
7772000. 这份资产负债表包含三部分: 即资产、负债和收益。因此, 你看贵
公司的当前流动负债总额为 2372000 美元, 所有者权益为 5400000 美元。资
产等于债权人权益加上所有者权益, 即为 7772000 美元。 asset 资产;
liabilities 负债; owner s equity 所有者权益; current liabilities 流动负债, 包括应
付票据 ( notes payable ) 、应付账款 ( accounts payable ) 、应付工资 ( accrued
salaries payable) 。creditor s equities 债权人权益
7 . accrued salaries payable 应付工资; accrued 自然增值的, 增加的
8 . cash control 现金控制
9 . In accounting, cash means all items that are acceptable for deposit in a
bank. 在会计上, 现金指的是可被银行接受的所有项目。
10. Such as paper money, coins, checks, money orders, bank deposits and
so on. 比如纸币、硬币、支票、汇票、和银行存款等。
11. As a rule, we should control the handling and recording of cash. Cash
should be handled separately from the recording of cash transactions so that errors
can be readily disclosed and the possibility of irregularities is reduced. 按常规,
我们应当控制现金处理和记录, 现金管理应与现金业务的记录分开进行。这
样, 差错就能马上查出来, 也减少了不法行为的可能性。handle 处理; cash
transaction 现金交易; irregularity 不法行为
12. That means all cash receipts are deposited intact in the bank, and all
major payments are made by check and an imprest fund is used for petty cash
disbursements. 这就是说, 所有的现金收入要如数存入银行, 一切的主要支出
都使用支票, 并设立预付资金来用于零星的现金支付。 cash receipt 现金收
入; imprest 预付的, 预付款; petty cash 零用资金; disbursement 支付
13. a double record 双重记录
14. American accounting 美式会计
5. About the Position of a Salesperson 关于销售员职位

A: Is this the General Manager s office?
B: Yes, it is. Come in and sit down, please.
A: Thanks. I was asked to have an interview this afternoon.
B: Yes. Would you tell me about your educational background?
1
A: OK. I graduated from Beijing College of Commerce . My major was
commerce.
B: What courses have you completed?
A: The courses I ve completed are marketing, business law, business
English, statistics, marketing principles, sales management, distribution theory,
2
economics and psychology.
B: How are your grades?
3
A: I have an average of 90 points.
B: Good. Why are you interested in the job?
A: Because I love your company. Yours is one of the most effective and
4
respectable companies in this area.
B: I see. Have you worked anywhere else?
5
A: Yes. Three years ago, I began to work in a developing company in
Guangzhou. One year later, I came to Shanghai, and worked in a small

department store as a salesgirl. And now I m the secretary to the General Manager
of Hui Jia Chain Supermarket.
6
B: OK. We have received your letter and resume in answer to our
advertisement in the paper. I d like to talk about your qualifications for the
position.
A: I think you must have gotten a lot of replies to your advertisement.
B: I haven t counted the exact number of the replies, but I think there were
at least thirty for the job. However, many who applied don t have the qualifications
we require. We only picked out the ten best replies for interviews. And yours is
7
just among them.
A: Thanks. I m glad that my letter is acceptable.
B: You mentioned in your letter that you had worked in a small department
store as a salesperson. In what department?
8
A: Ladies fashion.
B: Did you like the job?
9
A: Yes, I liked it very much. In fact, I have good taste in dress. I think I m
interested in clothing design and like to be dressed in fashion.
B: Well, Miss Li, it was nice talking to you. However, we want to interview
the other applicants before making any final decision. You will hear from us soon.
Thank you for your coming, Miss Li.
A: Thank you, Sir. I hope to hear from you as soon as possible.
Not e s :
1 . Beijing College of Commerce 北京商学院
2 . The courses I ve completed are marketing. . . economics and psychology.
我修完的课程有: 市场营销、商业法、商务英语、统计学、营销原理、销售管
理、商品配销理论、经济学和心理学。
3 . I have an average of 90 points. 我各门成绩平均 90 分。
4 . Yours is one of the most effective and respectable companies in this area.
贵公司是本地区最有影响和最受人尊敬的公司之一。
5 . a developing company 一家正处于发展阶段的公司
6 . in answer to 为回答, 答复
7 . We only picked out the ten best replies for interviews. And yours is just
among them. 我们只挑选了十位最优秀的申请人来参加面谈, 你的材料是其
中之一。
8 . Ladies fashion. 女装部。
9 . In fact, I have good taste in dress. 事实上, 我对时装很有眼光。
6. About the Position of a Front Office Manager 关于前台经理职位

A: Excuse me. May I see Mr. Wang, the manager?
B: It s me. What can I do for you?
1
A: I have come at your invitation for an interview. Nice to meet you, Mr.
Wang.
B: Nice to meet you, too. Sit down, please.
A: Thank you, sir.
B: May I have you name?
A: I m Meihua Zhang.
B: How do you spell your surname?
A: Zhang----Z-H-A-N-G.
B: Would you tell me what university you graduated from?
A: I graduated from Nanjing University.
B: What was your major in the university?
A: My major was English.
B: No wonder you speak English so fluently.
2
A: Thank you for your compliment , sir.
B: Where are you working now?
A: I m working at Changjian Hotel.
B: I would like you to tell me some of what you have been doing recently.
A: OK. Every day I go to work on time to guarantee the proper operation of
3
the front desk. We accept booking, tell about room rates, find out how the bill
will be paid and help the guests to check in and check out. When some guests
want to have cancellations, change rooms or extend a reservation, we always offer
4
our help with courtesy.
5
B: In what way do most clients check out?
A: Most clients check out by credit card, traveler s cheques or Master Card.
6
Our hotel doesn t accept personal cheques.
7
B: How do you deal with a reservation mix-up?
A: If we are booked solid, I would first of all apologize to the clients for this
mistake. Then I ll ask them to rest on the chairs while I contact another hotel for
8
them.
9
B: What would you do if the guest s total bill exceeds the credit limit?
A: I would ask if the guest is willing to pay the difference by cash. If not, I ll
try to get permission from the office which set the limit to extend credit over that
10
amount.
B: You seem to have done a good job. Why would you come here to apply for
the job?
A: Ours is a small hotel. There are not many foreign guests every year. As an
English major, I d like to take a more challenging job. That s the reason why I
want to come and work in your hotel.
B: How long have you been working there?
A: I ve been working there since 1999.
B: Could you tell me your expectation in salary?
11
A: The average salary for department manager is OK.
B: Have you got any other extra requirements?
A: No.
B: We ll grant you a commencing salary of 3500 Yuan a month. Is that
12
acceptable to you?
A: I think so.
B: How can we contact you about our final decision?
A: You can call me at this number during working hours.
B: We ll get in touch with you by next Monday. Thank you, Mr. Zhang for
your interest in our hotel.
A: Thank you, Mr. Wang. I hope to see you again.
B: I hope so.
Not e s :
1 . I have come at your invitation for an interview. 我应邀前来参加面试。
2 . compliment 称赞, 恭维
3 . Every day I go to work on time to guarantee the proper operation of the

front desk. 我每天按时上班, 以保证前台工作的顺利进行。
4 . We accept booking. . . offer our help with courtesy. 我们接受订房、解释
房价、看顾客以什么方式结算、帮助顾客入住及结账。如果有顾客要求取消
预订、换房间或延长住宿时间, 我们总是给予周到服务。
5 . In what way do most clients check out? 多数顾客以什么方式结账?
6 . Most clients check out by credit card, traveler s cheques or Master Card.
Our hotel doesn t accept personal cheques. 多数顾客用信用卡、旅行支票或万
事达卡结账。我们不接受个人支票。
7 . How do you deal with a reservation mix-up? 你们如何处理订房出现的差
错? mix-up 混乱, 迷惑
8 . If we are booked solid, I would first of all apologize to the clients for this
mistake. Then I ll ask them to rest on the chairs while I contact another hotel for
them. 如果房间都已订完, 我先向顾客道歉, 然后请他们坐下休息, 我为他
们另外联系一个宾馆。
9 . What would you do if the guest s total bill exceeds the credit limit? 如果顾
客的账单超过信用卡限额怎么办?
10. I would ask if the guest is willing to pay the difference by cash. If not,
I ll try to get permission from the office which set the limit to extend credit over that
amount. 我先征求顾客意见, 看他是否愿意用现金支付差价。如果不愿意的
话, 我就和发卡机关联系, 看能不能扩大限额度。
11. The average salary for department manager is OK. 部门经理的平均工资
即可。
12. We ll grant you a commencing salary of 3500 Yuan a month. Is that
acceptable to you? 我们给你起薪为每月 3500 元, 可以接受吗? commence 开
始, 着手
7. About the Position of a Receptionist 关于接待员职位

A: Good morning. Can I help you?
B: Yes. I came about your advertisement for receptionists in the newspaper
1
last week.
A: Oh, yes. Won t you sit down? What s your name?
B: My name is Jianguo Yang.
A: How old are you?

B: I m 24 years old.
A: Have you worked anywhere else?
B: Yes, I ve been working in the Changxin Restaurant as a fulltime waiter
after leaving the occupational school. Here is my resume.
A: Good. May I ask why you are interested in working at our hotel?
B: Because I think I m fit for a receptionist s job. I m still learning spoken
English, you know. There will be a lot of foreigners to come to your hotel, won t
there?
A: Certainly. When did you study English?
B: When I was a student, English happened to be my favorite subject. After
graduation, I went on studying spoken English in my spare time.
A: I see. Do you think there is still any room for improvement in your spoken
English?
B: Sure, I do think so. But as the old saying goes“ Where there is a will,
2
there is a way. ”
I ll do my best to improve my spoken English.
A: Well, that s a good answer. Can you tell me why you want to leave your
present post?
B: I m desirous of leaving my present employer simply because I see no
3
chance of advancement.
A: Do you want to work here because you can speak English?
B: No, not just because I can speak English. What I really want is the
chance to learn some advanced methods of management from foreign staff
members.
A: We believe you would be able to do the job very well. But as you know,
we have dozens of applicants to be answered. We can t reach a final decision until
4
we talk to all applicants being asked to come here.
5
B: When can I know whether I m accepted or not?
6
A: I think we ll send you a letter by early next month if you are wanted.
B: I see. Thank you for your talking with me.
A: Thank you, Mr. Yang, for your interest in our hotel. Good luck to you.
B: Thank you.
Not e s :
1 . I came about your advertisement for receptionists in the newspaper last
week. 我是来应聘贵公司上周在报纸上登载广告所招聘的接待员一职的。
came 表示这一动作虽然刚刚来到, 但已经结束。
2 . But as the old saying goes“ Where there is a will, there is a way. ”但正如
一句老话所说: “ 有志者, 事竟成。”
3 . I m desirous of leaving my present employer simply because I see no
chance of advancement. 我想离开现在的雇主, 仅仅是因为我看不到有提升的
机会。
4 . We can t reach a final decision until we talk to all applicants being asked
to come here. 我们要在所有被邀请来的求职者都面谈过之后, 才能做出最后
的决定。
5 . When can I know whether I m accepted or not? 我什么时候才能得知是
否被录用了呢?
6 . . . . if you are wanted. 如果你被录用的话, ……
8. About the Position of a Tourist Guide 关于导游职位
A: I m Charles, the personnel manager.

B: I m pleased to meet you, Mr. Charles.
A: Could you tell me what your name is?
B: My name is Junyu Wang.
1
A: Do you think you are quite extroverted or introverted?
2
B: I think I am quite outgoing .
A: Why do you want to be a tourist guide?
B: I like to travel and I also like meeting various kinds of people.
A: What courses have you completed at college?
B: I have studied English, tourist culture, guiding methods and techniques
and so on.
A: Have you learned any other foreign languages?
B: Yes, I have learned Japanese as well.
A: Do you know that is a hard job?

B: Yes, I know. But I don t mind working hard.
A: Is there anything you want to ask about?
3
B: No. I only wish that you could give me a definite answer to my
application as soon as possible.
A: Hello, Mr. Huang, sit down, please.

B: Thank you.
A: Could you tell me what made you interested in working for a travel
4
agency ?
5
B: Well, that s a long story , actually. Ever since I was little, I ve been
interested in foreign countries, especially their literature and culture. I majored in
English in college so that I d be able to understand those cultures better. I m
especially interested in the United States. So when I began thinking about getting a
6
job, a travel agency seemed the logical choice. I d like to be an overseas tourist
guide, actually.
A: There s a good chance of that if you go to work for this company. Not right
away, of course, but in a few years, after people learn something about the way
the business runs, a lot of them go overseas with a group, or go beforehand to set
7
up hotel arrangements and such.
B: That would be interesting. I d like to be a good tour guide, and help
people really enjoy their trip.
A: We just need that kind of person like you. Would you like to come here
next week for a second interview so that we can have a detailed discussion of your
qualifications?
B: No problem. Thank you very much.
Not e s :
1 . Do you think you are quite extroverted or introverted? 你认为自己性格很
外向呢, 还是内向?
2 . outgoing ( 性格) 外向的
3 . definite 明确的, 一定的
4 . travel agency 旅行社

5 . That s a long story. 说来话长。
6 . So when I began thinking about getting a job, a travel agency seemed the
logical choice. 所以当我开始考虑找工作时, 旅行社就似乎是个合理的选择。
7 . . . . after people learn something about the way the business runs, a lot of
them go overseas with a group, or go beforehand to set up hotel arrangements and
such. 等你们对营业情况掌握一些以后, 很多人就会陪旅行团到国外去, 或
是先去预订旅馆等。
Situation Practice
Practice 1
in class.
Student A is taking a job interview for the post as marketing manager. The
post requires the applicant to have a college diploma, at least 2 years experience
in advertising or marketing, knowledge of computer software and a good command
of both spoken and written English. Student B acts as the interviewer who is
satisfied with A s qualifications.
Practice 2
in class.
Student A is applying for the job as a financial controller of a textile company.
The post requires the applicant to have several years of joint venture financial
experience, to be fluent in English, to be good at computer use and have good
knowledge of Chinese and Western accounting and management. Student B acts
the interviewer who promises to give A a reply two weeks later.
Practice 3
Pair-work: Here are four positions advertised for you to apply for. The
contacting number of your parterner s is 138. . . 3943. Please choose one of them to
make a telephone application dialogue. The positions are:
Sales representative Senior secretary
Computer Programmer Electronic engineer
Practice 4
Role play: Suppose you are in a company, and your product is education
software called Crazy English. Now you are given 3 minutes to prepare for the
methods of how to selling your product to the market. You are expected to illustrate
your product, your price, your place and your promotion plannings and so on in
detail.
Unit 5 The Applicant’s Concerns 求职者关心的问题 12 1
Un it 5 T h e Ap p lic a n t s Co n c e r n s
求职者关心的问题
Genera lly speaking, an applica nt had better not ask for too ma ny conditions
from the employer during an interview or in a n application letter. But when both
sides have reached a n intention of employment, the applicant ca n put forward his or
her concerns a bout the salary, benefits, department, opportunities for a dvancement
a nd so on, which are related to his or her immediate interests. Of course, great
a ttention must be paid to manners. It is better to add a sentence like“ . . . ma y I
a sk? ” or“ . . . if you don t mind my a sking? ” to the applicant s questions, for
exa mple, “ Wha t s the sala ry, may I a sk? ” or“ How about the holida ys and
benefits, if you don t mind my asking?”etc.
1. About the Remuneration 关于薪酬
A: What is your salary now?

B: My present pay is RMB 3000 Yuan each month.
A: What s your expected salary here?
B: What is important to me is the job and the people I will be working with,
so regarding salary, I leave it to you and I am sure that you will make me a fair
1
offer.
A: I can offer you 5000 Yuan per month. Raises are given after three months
2
probation period according to your performance. Is that satisfactory?
B: Yes, it is quite satisfactory. I accept it.
A: What s your expected salary?

B: Since this will be my first job and I don t have much experience, I hesitate
3
to suggest a salary.
4
A: What figure do you have in mind?
B: I d rather leave that to you, Mrs. Li.
A: Would you consider a starting salary at RMB 3000 Yuan?
5
B: For a post with good promotion prospects, I think it is reasonable. I can
accept it.
A: Fine. When would you start working?
B: How about next week?
A: OK. Then see you next week.
B: Thank you. Bye-bye.
Not e s :
1 . What is important to me is. . . make me a fair offer. 对我来说, 工作及同
事较为重要, 至于薪水, 留给您来决定, 我相信您会给我一份合理的薪水。
2 . Raises are given after three months probation period according to your
performance. 三个月的试用期后, 根据你的工作成绩加薪。
3 . Since this will be my first job and I don t have much experience, I hesitate
to suggest a salary. 由于这是我的第一份工作, 又缺乏工作经验, 所以不敢贸
然提出待遇要求。
4 . figure 数字
5 . For a post with good promotion prospects, I think it is reasonable. 对一个
有着良好提升前景的职位来说, 我觉得这工资很合理。
2. About Vacations and Benefits 关于节假日和福利
A: Is there anything you want to ask me?

B: Um. . . Yes, can you tell me something about holidays and things like
that?
A: OK. There are four weeks of holidays a year, excluding the public
1
holidays , and the starting salary for our department managers depends on age,
experience, qualifications and so on. It s something about RMB 2000 Yuan a
month.
B: I see. By the way, may I ask for an apartment?
A: No problem. We ll supply you with an apartment of two bedrooms and a

2
living room.
3
B: Does it have a toilet and kitchen?
A: Of course.
B: OK. Thank you very much.
A: Do you have any particular conditions that you would like our company to
4
take into consideration?
B: Nothing in particular, but how about the holidays and benefits, if you
don t mind my asking?
A: As for the holidays, you can have Saturdays and Sundays off. Besides you
may have a paid month holiday every year. About the benefits, you ll get bonus at
the end of each year, and you ll also receive life insurance and health
5
insurance.
6
B: By the way, can you tell me a little bit about the pension scheme ?
A: Ok. As a long-term employee in our company, you can get the retirement
7
pension at the age of 6o. You and we will pre-deposit the pension tens of Yuan
per month.
B: That s good. Thank you.
Not e s :
1 . excluding the public holidays 不包括公共假日
2 . We ll supply you with an apartment of two bedrooms and a living room. 我
们将提供你一套两室一厅的公寓。
3 . Does it have a toilet and kitchen? 带卫生间和厨房吗?
4 . Do you have any particular conditions that you would like our company to
take into consideration? 你有某些特别的条件想要我们公司考虑的吗?
5 . As for the holidays. . . life insurance and health insurance. 就节假日而
言, 你可以周六和周日不工作, 此外, 你可以每年休一个月的带薪假期。关
于福利, 年底你会得到年终奖金, 并可享受人寿保险和健康保险。
6 . pension scheme 退休金制度
7 . pre-deposit 预存
3. About Work Hours and Opportunities for Advancement

关于工作时间与提升机会
A: Do you have any questions you would like to ask me?

1
B: What are the work hours, may I ask?
A: Well, from Monday to Friday, you work from 8 to 11: 30 in the morning
and from 14: 30 to 18: 00 in the afternoon. You have Saturdays and Sundays off.
2
B: Is there overtime?
3
A: Yes, sometimes. As our company deals with advertisement designing , we
always have some urgent advertisement pictures to make. So overtime is sometimes
4
inevitable .
B: I don t mind overtime. Instead, I always work on my tasks till they are
finished. I don t like my work left over to the next day.
A: That s fine. We offer overtime pay as well. It is double time.
B: That s very good. Thank you.
A: You may ask questions about us, if you have any.

5
B: Um. . . Are there any opportunities for advancement?
A: Sure. Our company is one of the largest companies in the field of software
development in Central South of China. Any employee has the opportunities for
advancement according his or her work abilities and achievements. In addition, we
have a perfect system to ensure the opportunities of promotion for every employee.
B: That s pretty good. I ll try my utmost to work for you and I hope someday I
can get promoted to manager of the department.
6
A: You are ambitious . Good luck to you.
B: Thanks a lot.
Not e s :
1 . What are the work hours, may I ask? 我可以问一下工作时间怎样吗?
2 . Is there overtime? 有加班吗?
3 . advertisement designing 广告设计

4 . inevitable 不可避免的
5 . Are there any opportunities for advancement? 有提升的机会吗?
6 . ambitious 有雄心的
4. About the Methods of Contact 关于联系方式
A: When can I know whether I am accepted or not?

1
B: I think we ll send you a letter by early next week, if you are wanted. Or
we may give you a call. By the way, have you got a telephone?
A: Yes, My office phone number is 8837222 .
B: What s the best time to call you, then?
A: Between four and five in the afternoon.
B: Thank you for coming, Miss Wu.
2
A: The pleasure is mine. It s been nice talking with you, madam. Good-
bye.
A: Any questions you would like to ask me?

B: When will you let me know the result?
A: You will be hearing from us by next Saturday. By the way, shall we notify
you by mail or by phone?
3
B: You d better do it by mail. It would be difficult for you to reach me by
phone since I live in a student dormitory.
A: All right. That s all for you. I ve got some more candidates to interview.
Thank you for coming.
B: Thank you very much, Mr. Chen. I ll look forward to hearing from you.
Good-bye.
A: Good-bye.
C
4
A: How can we contact you about our decision?
B: By telephone, please. Do you have my number?

A: Yes. I see it here on the resume. May I call you at your office about our
final decision?
B: Yes, please.
A: Thank you, Miss Xie, for your interest in this job. Good luck to you.
Not e s :
1 . . . . if you are wanted. 如果你被聘用, ……
2 . The pleasure is mine. 我也感到很荣幸。
3 . You d better do it by mail. 你最好写信给我。
4 . How can we contact you about our decision? 我们决定下来之后怎么跟
你联系呢?
5. About the Final Decision 关于应聘结果
( Telephone)
A: Hello, ABC Company.
B: Hello, may I speak to Mr. Chen?
A: This is him speaking, who is calling?
B: Mr. Chen, my name is Wang Jia, I was interviewed by you last Friday.
1
A: Yes, I know. You are strongly impressed on my memory. Can I help
you?
2
B: I m just calling to follow up on the status of the secretary position.
3
A: We have narrowed it down to you and three other candidates.
B: Great, thank you very much. You know it is one of my dreams to work in
your company. I hope you will contact me when you need further information.
A: I will, thank you for calling.
A: How long have you been here?

B: About three months.
A: Have you worked as a telephonist?
B: No, but I think I can learn quickly.

A: Well, your English is very good. I have noticed that. But the problem is
4
my telephonist must have local knowledge as well.
B: Oh?
A: People call us up not just to order meals. They often ask questions about
travel, entertainment, etc. So I have to say I can t offer you the job.
B: That s all right. I can try other places. Good-bye.
A: Bye.
Not e s :
1 . You are strongly impressed on my memory. 你在我记忆中留下了深刻的
印象。
2 . I m just calling to follow up on the status of the secretary position. 我只想
问一下我所参加的秘书招聘的情况。follow up 采取后续行动; status 情况
3 . We have narrowed it down to you and three other candidates. 我们已经初
步选定了你和其他三位候选人。narrow down to 缩小到, 限制于
4 . But the problem is my telephonist must have local knowledge as well. 但
问题是话务员还必须有关于当地情况的知识。 telephonist = telephone operator
话务员; local 当地的
Situation Practice
Practice 1
In your opinion, which of the following answers is better to the interview
question: Why do you want to work for a foreign company? Explain your reasons.
Answer A:
1 ) Because I want to improve my English.
2 ) Because I want to meet foreign people and make friends with them.
Answer B:
1 ) Because I believe my past work experience can help your company.
2 ) Because I believe my English and Chinese ability can be of great help to a
foreign company.
Practice 2
Student A acts as an applicant and student B acts as the interviewer. The
interviewer wants to know student A s expected salary, student A says he d rather

leave it to student B. He doesn t lay more emphasis on the remuneration, and more
impotant to him is the job and the people he will be working with. Now make up a
conversation and play the roles in class.
Practice 3
Suppose you have had an interview last week. Make a telephone call to ask
about the final decision of the interview on the following possibilities respectively:
1 ) You got the job applied for.
2 ) You didn t get the job applied for.
Pa rt Ⅲ
En glish fo r Se c re ta rie s
文秘英语
Unit 1 Business Reception 业务接待 13 1
Un it 1 B u s in e s s R e c e p t io n
业务接待
Every secreta ry is in the front-line as far as public relations are concerned. They
a re often involved in receiving and entertaining visitors from other pa rts of the country
1
or even overseas. Careful preparations must be made a nd a checklist of the activities
2
required needs to be drawn up. It is a lso helpful if the secretary does a little discreet
background resea rch on the distinguished guests.
1. Meeting at the airport 机场接人
A: Excuse me, are you Mr. Black from America?

B: Yes, I m John Black.
A: Allow me to introduce myself. My name is Li Li. I m from the Yuanda
3 4
Textile Corporation. I m here to meet you.
B: Glad to meet you. I have the feeling that we have known each other for a
5
long time.
A: Of course. We have talked to each other so many times over telephone.
Did you have a nice flight, Mr. Black?
B: Yes, the flight was smooth. The service was good, too.
6
A: I m glad to hear that! Do you have all your luggage here?
B: Yes, It s all here.
7
A: We have a car over there to take you to your hotel.
B: That s fine.
A: Let me help you with that suitcase.
B: Thanks a lot.
A: Shall we go, then?
B: Yes, thank you for all your trouble.
8
A: No trouble at all. This way, please.
B
9
A: Hello, Mr. Smith, how nice to see you again. How have you been?
B: Fine, and you?
A: Just fine, thanks. Our manager Mr. Wang asked me to say‘ hello’to
10
you. He meant to come here to meet you in person. But some other business held
him back, so he asked me to come in his place.
B: That s all the same. I don t think you know Mr. Parker, my associate.
A: How do you do, Mr. Parker? My name is Wang Ying.
C: How do you do, Miss Wang?
A: Nice to meet you, Mr. Parker. Is this your first visit to China?
C: Yes, it s my very first. I always wanted to come but I never had the
chance.
11
A: Good, I can show you around while you are here. I hope you enjoy your
12
stay here.
C: Thank you. I m sure I will.
A: Well, you must be tired after your long flight. Our car is out in the
13
parking lot.
B: Fine.
A: Let s go, please.
Not e s :
1 . checklist ( n. ) list of items to be marked as present or having been dealt
with 清单
2 . discreet ( a . ) careful or showing good judgment in what one says or does
言谈举止谨慎的, 言行审慎的
3 . Yuanda Textile Corporation 远大纺织品公司
4 . I m here to meet you. 我是来这儿接你的。
5 . I have the feeling that we have known each other for a long time. 我觉得
好像我们已经认识很久了。
6 . Do you have all your luggage here? 你的行李都在这儿吗?
7 . We have a car over there to take you to your hotel. 我们的车停在那边,
送你们去宾馆。
8 . No trouble at all. 一点也不费事。

9 . How have you been? 你一向可好?
10. He meant to come here to meet you in person. 他本来打算亲自来接你。
mean to do something 本来打算干某事
11. show sb. around 领某人参观
12. I hope you enjoy your stay here. 希望你在这儿过得愉快。
13. Our car is out in the parking lot. 我们的车就在外边停车场。
2. Room Reservation 预订客房
A: Holiday Inn. Can I help you?

B: Good morning. This is Tom Jackson calling from Rex Software Company in
1 2
New York. I d like to book some accommodations for the trade fair next week.
A: What exactly do you need?
B: Five single rooms with bath. From Monday to Friday.
A: Let me check that. . . I m very sorry, but we haven t got any single rooms
3
for Monday. We re fully booked up.
4
B: Oh dear. Can you recommend some other hotels?
A: Yes, there are probably some rooms at Fei Tian Hotel. Have you got their
phone number?
B: No, I haven t. Could you tell me?
A: Sure. It s 8879256 .
B: 8879256. OK. I ll try it. And thanks a lot for your help.
A: Reservations. Can I help you?

B: I m calling from Beijing. I d like to book a room for Mr. Brown of the
International Trading Corp. Our executive usually stays at your hotel and you may
5
recognize the name.
A: How long will he be staying?
B: From the 3rd of May to the 7 th of May, inclusive.
6
A: Let me see what we have available. Yes, we do have a room on the
eighth floor, Room 806.

7
B: A double room with bath. Overlooking the park, if possible.
A: Yes, it s exactly a double room with bath available. And actually it
overlooks the park.
8
B: Do all your rooms have telephone extensions?
A: Room 806 has.
9
B: Can you make calls on outside lines?
A: Yes.
B: Then how much is it?
A: ＄60 per night including air conditioning and color TV.
B: Thank you. Can you book a room for Mr. Brown for those dates, please?
A: Yes, I ve made a note of the dates. Would you like us to send you a
10
confirmation of the reservation?
B: Yes, please.
A: And your address?
B: Beijing International Trading Corporation, 69 Chaoyang Road, Beijing,
China.
A: Thank you. I hope the letter reaches you in time. Good-bye.
B: Thank you, good-bye.
Not e s :
1 . accommodations 住宿
2 . trade fair 博览会, 交易会
3 . We re fully booked up. 我们旅馆已订满了。
4 . recommend 推荐, 介绍
5 . Our executive usually stays at your hotel and you may recognize the name.
我们总经理通常住在你们宾馆, 你可能还记得这个名字。
6 . Let me see what we have available. 让我看看有什么房间。
7 . Overlooking the park, if possible. 如果可能的话, 要朝花园的房间。
8 . Do all your rooms have telephone extensions? 房间里有电话吗?
9 . Can you make calls on outside lines? 可以打外线吗?
10. Would you like us to send you a confirmation of the reservation? 你希望
我们写信确认预订吗?
3. Dinners and Banquets 宴请
A: Hello, Miss Chen. How nice to see you again. Come in, please.
B: How fresh you are looking! I think that you have had a refreshing
1
sleep.
A: Yes. Thank you.
B: How do you find the room service and the food here?
A: The room service is quite satisfactory and the food is delicious.
B: I m glad you find the hotel service satisfactory.
A: It s very considerate of you, Miss Chen. Thank you for the trouble you ve
2
taken.
B: No trouble at all. Well, by the way, Mr. Smith, I wonder if you are busy
tonight?
A: I m not sure, but let me check my calendar. Ah, no, I have nothing on
tonight.
B: Great! Mr. Wang has asked me to come over to invite you to a banquet
3
held in your honor at the Shangri-la Hotel at 7: 00 this evening.
A: How nice of him. I ll be delighted to go. But what time would you like me
to come?
B: If you can be ready by 6: 30 o clock, I ll be at the hotel to pick you up.
A: That s good. It s most thoughtful of you to do this, Miss Chen.
B: That s all right. Well, then, I ll say good-bye.
A: Good-bye and see you tonight, Miss Chen.
A: Mr. Smith, please sit here. This is our traditional seat for the guest of
4
honor.
5
B: Oh, I m much honored to be given so much attention.
6
A: Would you like to use the chopsticks or the fork and knife?
B: When you are in China, do as the Chinese do. I ll take the chopsticks.
A: Well, what would you have for a drink?
B: can you make a few suggestions?

7
A: How about Maotai, the best liquor in China?
8
B: It s quite strong, isn t it?
9
A: Yes, rather. But it doesn t go to the head as most liquors do.
B: OK. I d like to try it.
( A: Mr. Gao; B: Mr. West; C: Ms. Nathan; D: Miss Wang)

D: Mr. West, take this seat, please, and Ms. Nathan, here, please.
B&C: Thanks.
10
A: I am happy to host this dinner party in honor of our friends, Mr. West
and Ms. Nathan.
11
B: Thanks. We are very honored to be invited to this magnificent dinner.
A: What would you like to drink, beer or juice?
C: Lemon juice, please.
B: I d like some Qingdao Beer.
A: ( Raising his glass. ) Now Mr. West and Ms. Nathan, to our friendship
and cooperation. Cheers!
B&C: Cheers!
A: Now, here come the dishes. Let me try to tell you the names first. This is
12 13
fried quail eggs with fresh mushrooms, and this is sautéshredded pork with
14 15
bamboo shoots, this one is curry beef, and that one is fried crisp chicken.
16
B: What beautiful colors. They look really inviting.
A: Chinese cooking places stress on color, smell and taste. Now, please help
yourselves.
B: ( After tasting. ) Oh, it s delicious!
A: Try some, Ms. Nathan.
C: Yes, thank you.
B: I ve learned that Chinese people buy fresh meat and vegetables in the
market everyday.
A: Yes, we like to eat our meat and vegetables fresh.
17
B: I think this is what makes you people so healthy. You see, the people in
18
our country get old early because they eat too much canned food and frozen meat,
they also eat too much fat.

A: Yes. That s why we Chinese people are slimmer. Well, please don t just
speak. Help yourselves to have more.
B&C: Thank you.
A: Here come the dumplings. They are all handmade and steamed in a
bamboo steamer. Please have a taste.
C: Oh, how beautiful! These are really the most beautiful desserts I have
ever seen in my life.
19
B: They are not desserts. They are the main course.
C: Ah, they are made by hand. If I didn t see them with my own eyes, I
really wouldn t believe it.
20
A: This food is a Hunan specialty. Help yourself, please.
D: Make yourself at home and eat it while it is hot, Mr. West
B: Thank you. These dishes are all delicious, especially the chicken in chili
21 22
sauce and red-cooked fish.
D: I m glad you like it. May I help you to some more?
23
B: Thank you, just a small helping.
A: May I help you to some of the roast duck, Ms. Nathan? It tastes best
while it is hot.
24
C: very delicious! Tender and crisp. I ve never tasted anything like that.
A: Have some more, please.
C: No, thank you. It s really delicious, but I must leave room for my other
25
favourites.
A: May I fill your glass again?
C: Thank you. Mr. Gao, in Chinese mandarin“ Cheers ” is called“ Gan
Bei”, right?
26
A: Yes. I wish to propose a toast to the success of our business and to our
further cooperation. Gan Bei.
All: To the success of our business and to our further cooperation. Gan Bei.
Not e s :
1 . How fresh you are looking! I think that you have had a refreshing sleep.
您看上去精神很好! 我想您一定是睡了一个解乏的好觉。
2 . Thank you for the trouble you ve taken. 劳您费心了。

3 . a banquet held in your honor 为您举行的宴会
4 . This is our traditional seat for the guest of honor. 这是我们招待贵宾的传
统座位。
5 . I m much honored to be given so much attention. 给予如此的关注我十分
荣幸。
6 . chopsticks 筷子
7 . liquor 烈性酒, 白酒
8 . strong 烈性的
9 . go to the head ( 指酒) 上头
10. I m happy to host this dinner party in honor of our friends. 非常高兴能
为朋友举办这次晚宴。
11. We are very honored to be invited to this magnificent dinner. 我们非常
荣幸能被邀请参加这个盛宴。
12. fried quail eggs 油炸鹌鹑蛋
13. sautéshredded pork 炒肉丝
14. curry beef 咖喱牛肉
15. fried crisp chicken 香酥鸡
16. They look really inviting. 它们看起来真诱人。
17. I think this is what makes you people so healthy. 我想正是这些使得你
们身体很健康。
18. canned food and frozen meat 罐装食品和冷冻肉
19. main course 主食
20. specialty 特色菜
21. the chicken in chili sauce 麻辣鸡
22. red-cooked fish 红烧鱼
23. just a small helping 少来点儿( 席间用语)
24. tender and crisp 又嫩又脆
25. I must leave room for my other favorites. 我还要留点儿肚子吃别的菜。
此处的 room 指的是胃的空间。
26. I wish to propose a toast to. . . 我提议为……干杯。
4. Scheduling of Activities 安排活动日程

( A: Miss Huang, the secretary of the China National Industrial Products

Import & Export Corporation; B: Mr. Wilson & Mr. Matthew, businessman and
technician from Canada. )
A: Good morning, Mr. Wilson and Mr. Matthew. I trust you ve had a good
1
rest.
B&C: Yes, thank you.
2
A: I have come to make sure that your stay in Beijing is a pleasant one.
3
B: Why, thank you. You re going out of your way for us, I believe.
A: Not at all. After all, it s your first trip here and we d like you to feel at
4
home. If there s anything special you want, you can tell me. I ll try my best to
help you.
B: Thank you. The room service here is quite good and we like the food
here.
A: I m very glad you find the hotel service satisfactory.
B: Yes, I do.
A: By the way, Mr. Wilson and Mr. Matthew, I have a few things I d like to
talk over with you.
5
B: By all means.
A: It s just the matter of the schedule, that is, if it is convenient for you right
now.
6
B: Why not? No better time than now.
A: I understand that Mr. Paul of your party has not arrived yet. When do you
expect him?
B: Mr. Paul has booked his flight for the 28th. I think we can draw up a
7
tentative plan now. If he wants to make any changes, minor alterations can be
8
made then. Will that suit you?
A: That would be fine.
C: Well, Wilson. I m sure Mr. Paul wouldn t mind two days of sightseeing as
our hosts have taken all the trouble to arrange things.
B: Well, in that case. . .
C: Miss Huang, were you thinking of any particular place you wanted to take
us to?
9
A: Well, we had the Summer Palace and Great Wall in mind.
C: Wonderful! I was told that the Summer Palace was the summer residence
10
of the E mpress Dowager. The Great Wall is the sign of the civilization of human
beings. I ve heard so much about them. How about them, Wilson?
11
B: Sure, I m all for it now that you ve got me interested. But is there any
12
way of ensuring we ll have enough time for our talks?
A: Well, so long as we know what each other s requirements are and we don t
13
get bogged down on details, I m sure the talks will progress as planned.
14
C: Well, for our part, we ll do our best to make everything go smoothly.
15
A: Thank you. If all goes well, we ll be able to wind up our talks on Friday
this week.
B: I hope so. Anyway we ll do our best.
( Mr. Zhao, the director of the Municipal Foreign Fund Investment

Department, enters into Mr. Brown s room at 9 o clock in the morning of the
following day after the arrival of Brown. )
A: Good morning, Mr. Brown. Did you have a good sleep last night? Have
you recovered from the journey?
B: Why, yes. I had a sound sleep last night and I enjoyed it a great deal.
The hotel is fitted up with modern comforts and conveniences and the food here is
16
very much to my taste.
A: Very glad to hear that.
B: Ah, sit down please, Mr. Zhao. Would you like a cup of tea or coffee?
A: Thank you. Well, Mr. Brown, I m here to ask your opinion about the
time schedule of the next six days. I was wondering if it would suit you right
17
now?
B: Perfectly all right.
A: Well, we ve drawn up a tentative program for the following six days,
18
which lasts from tomorrow till the day you board the plane to Shanghai. And I am
wondering whether you like it.
( Zhao hands over the schedule to Mr. Brown, and he begins to read)
A: What do you think of this arrangement?

B: It sounds good to me. But would it be possible for a free afternoon to be
arranged? You see, I have a friend here, and I want to take this opportunity of my
19
business trip to pay a visit to him.
A: And I think that could be easily arranged. Anything else?
B: No more. You see, I am a total stranger here, and I suppose the safest
20
way is to put myself at your disposal.
A: Thank you for saying so. And we ll make sure that your stay here is a
pleasant one.
B: Thank you indeed.
A: Then it s all settled. And finally, for this very afternoon, which isn t listed
in our program, our vice-mayor in charge of foreign trade will meet you at his office
at 3 o clock. .
21
B: How nice of him. I will be most delighted to go and meet him.
A: Then I ll come for you at 2: 30 this afternoon.
B: OK. I ll be in the lobby downstairs waiting for you.
A: Goodbye.
B: See you this afternoon.
Not e s :
1 . I trust you ve had a good rest. 我想你们已经休息好了吧。
2 . I have come to make sure that your stay in Beijing is a pleasant one. 我特
地为你们安排使你们在北京的逗留愉快。
3 . You re going out of your way for us, I believe. 我相信这是对我们的特殊
照顾了。
4 . feel at home 随便
5 . By all means. 当然可以。
6 . No better time than now. 现在讨论最合适不过了。
7 . I think we can draw up a tentative plan now. 我认为现在可以先草拟一
个临时方案。
8 . If he wants to make any changes, minor alterations can be made then. 如
果他有什么意见的话, 我们还可以对计划稍加修改。
9 . have sth in mind 考虑某事

10. Summer Palace was the summer residence of the Empress Dowager. 颐和
园是慈禧太后的夏季行宫。
11. I m all for it now that. . . 我完全赞成 …… be for 赞成, 支持
12. But is there any way of ensuring we ll have enough time for our talks? 我
们是否能保证有充足的时间来谈判?
13. We don t get bogged down on details, I m sure the talks will progress as
planned. 大家又不拘泥于纠缠细节, 我相信谈判能按计划顺利进行。bog sth
down 使( 某事) 陷入困境不能前进
14. For our part, we ll do our best to make everything go smoothly. 从我方
来讲, 我们将尽一切努力使所有的谈判能顺利进行。
15. wind up 结束
16. The hotel is fitted up with modern comforts and conveniences and the food
here is very much to my taste. 这个宾馆装备有各种现代化的设施, 服务周到,
饭菜也非常合我的胃口。fit up with 装备有…… 例: The house was fitted with
gas and steam heaters. 房子里装有煤气和暖气。
17. I was wondering if it would suit you right now? 不知眼下谈事情对您是
否合适?
18. We ve drawn up a tentative program for the following six days, which
lasts from tomorrow till the day you board the plane to Shanghai. 我们初步拟定了
从明天起到您搭上飞往上海的飞机时为期 6 天的日程安排。
19. You see, I have a friend here, and I want to take this opportunity of my
business trip to pay a visit to him. 你瞧, 我有位老朋友在此地, 我想利用这次
出差机会顺便拜访他。
20. You see, I am a total stranger here, and I suppose the safest way is to
put myself at your disposal.
你知道我在这儿人生地不熟, 我想最保险的做法就是听从你的安排。
21. How nice of him. I will be most delighted to go and meet him. 他真好,
我们非常高兴去拜访他。
5. Visiting Factories 参观工厂

A: This is the workshop, Mr. Smith. All the TV sets are made here.
1
B: I see. Are all the workers in this workshop skilled workers?
2
A: Yes, most of them graduated from schools of electronic technology.
B: Well, the workshop is well-lighted and all the workers are dressed
3
adequately for their work.
A: Yes, our manager always pays much attention to the working conditions
and he is strict with the workers as well. And here is our new production line.
4
B: It s very advanced at present.
A: Thank you. I m afraid you ll have to wear an overall. It s a hygienic
5
requirement.
B: OK.
A: Could you stand back a little bit please? It s a security requirement not to
6
touch the machine.
B: Oh, I m sorry.
A: Welcome to our factory.

7
B: I ve been looking forward to visiting your factory.
8
A: Actually, you ll know our products better after the visit. I ll show you
around and explain the operations as we go along.
B: That ll be most helpful.
9
A: Maybe we could start with the Design Department. And then we could
10
look at the production line.
B: How much do you spend on design development every year?
11
A: About 4% ～5% of the gross sale.
12
B: That s fine. Could I have a look over the manufacturing process?
A: Of course. This way, please.
( They are on the way to the production line. )
13
A: This is the assembly line. These drawings on the wall are process sheets.
14
They describe how each process goes on to the next.
B: How many workers are there on the lines?
15
A: About 50. But we are running on three shifts. And every day, 1500
motor-cars are assembled.
B: Oh, it s highly efficient.
A: Yes, this assembly line was built recently. Almost every process is
16
computerized. What a worker does is usually to push buttons. Thus, the
17
efficiency is greatly raised, and the intensity of labor is decreased.
B: How do you control the quality of the products?
A: Well, all products have to go through five checks in the whole process.
18
We believe that quality is the soul of an enterprise. Therefore, we always put
quality as the first consideration.
B: Yes, quality is even more important than quantity.
A: That s right.
B: I hope my visit does not cause you too much trouble.
A: No trouble at all. Shall we rest a while and have a cup of tea before going
around?
B: That s fine.
B: How large is the plant?

A: It covers an area of 1950000 square meters.
B: It s much larger than I expected. When was it set up?
A: In the early 1980s. We ll soon be celebrating the 20th anniversary.
B: Congratulations.
A: Thank you.
B: How large is the machine shop?
A: Its total area is 3000 square meters.
20
B: Do we have to wear the helmets?
A: You d better, to protect your heads. When in the workshop, please don t
cross the white lines.
21
B: Is the production line fully automatic?
A: Well, not fully automatic.
B: What kind of quality control do you have?
A: We set up a special lab and a department for inspection according to the
22
world standard. All products have to pass strict inspection before they go out.
B: This visit gave me a good picture of your product areas.
A: I m pleased you found it helpful. What s your general impression, may I
ask?
23
B: I m impressed by your approach to business. In addition, you have fine
facilities and efficient people. The product gives you an edge over your
24
competitors, I guess.
A: Yes. No one can match us as far as quality is concerned.
B: Could you give me some brochures for your products? And the price if
possible.
25
A: Certainly. Here are our sales catalog and literature.
B: Thank you. I think we may be able to work together in the future.
Not e s :
1 . Are all the workers in this workshop skilled workers? 这个车间的工人都
是技术工人吗?
2 . schools of electronic technology 电子技术学校
3 . dressed adequately for their work 穿上工作服工作 adequately 适当的,
充分的
4 . advanced 先进的
5 . I m afraid you ll have to wear an overall. It s a hygienic requirement. 恐怕
你必须穿上工作服, 这是卫生的需要。
6 . It s a security requirement not to touch the machine. 不要接触机器, 这
是出于安全的要求。
7 . look forward to. . . 期望; 盼望
8 . know. . . better 对…… 更了解
9 . Maybe we could start with the Design Department. 也许我们可以先参观
一下设计部。start with. . . 从…… 开始
10. production line 生产线
11. gross sale 总销售量
12. Could I have a look over the manufacturing process? 我能看一看生产工
艺吗?
13. assembly line 装配线
14. These drawings on the wall are process sheets. They describe how each
process goes on to the next. 墙上的图表是工艺流程图。它们说明了每道工艺
间的衔接情况。
15. But we are running on three shifts. 我们实行的工作制是三班倒。
16. Every process is computerized. 每一道工艺都是由计算机控制的。
17. intensity of labor 劳动强度
18. We believe that quality is the soul of an enterprise. 我们认为质量是一
个企业的灵魂。
19. It covers an area of. . . ( 占地) 面积为……
20. wear the helmets 戴防护帽
21. Is the production line fully automatic? 生产线是全自动的吗?
22. We set up a special lab and a department for inspection according to the
world standard. 我们建有专门实验室和质检部以保证达到世界标准。
23. I m impressed by your approach to business. 你们的经营方法给我留下
了很深的印象。
24. The product gives you an edge over your competitors, I guess. 我认为你
们的产品可以使你们胜过竞争对手。
25. Here are our sales catalog and literature. 这是我们销售产品的目录和
说明材料。
6. Arranging Visits and Sightseeing 安排参观游览
A: If there s anything special you want, don t hesitate to tell me, Mr. Fisher.
B: Thank you. I m free this afternoon. I was told there s an industrial
1
exhibition here, so I d like to go and have a look.
A: Good, I can arrange that for you. There re various new industrial products
2
on display. The exhibition will give you some idea of the industries in this city.
3
B: That s wonderful! Could you be more specific about some of the industries
you ve mentioned?
A: Well, take the chemical industry for example. It has rich resources of
4
petroleum for chemical synthetic fibers and other products. Many of our products
have been exported in large quantities to many countries.
B: That s interesting. I definitely want to visit the industrial exhibition, but

5
I d also like to see something like a food market bustling with activity.
A: Oh, we have a special street that s lined with shops and restaurants in
6
traditional Chinese style. Many visitors from various parts of the world come and
7
enjoy traditional Chinese delicacies as well as dishes.
B: I ll go to that street after the exhibition.
A: Is there anything else you d like to see?
8
B: I d like to see some historic spots in China, but I have to make sure we ve
got enough time for our talks.
A: I m sure the talks will proceed as planned. We ll do our best to make
9
things smooth sailing.
10
B: I have no doubt we ll come to a successful conclusion.
A: Let s arrange to see the exhibition and the food street first. We ll see what
11
other places we can go to after the talks.
B: That s the idea.
A: Who is knocking at the door?

B: It s me, Ma Ling.
A: Oh, Miss Ma. Do come in, please.
B: Thank you, Mr. West. Our business has come to a successful conclusion.
We should let our minds relax.
A: Anything interesting?
12
B: I have come to extend an invitation to you.
A: Really? That s good.
13
B: Tomorrow is Saturday. We d like to invite you to go on an excursion.
A: Wonderful! Is there anything interesting to see in this city?
14
B: There are some famous historical sites and scenic spots to see in our city.
15
I m afraid two day s time isn t enough for us to see all the places of interest.
16
A: I m going on a guided tour around the old city. Would you like to be my
tourist guide, Miss Ma?
B: Certainly, I d like to accompany you on the excursion.
Not e s :
1 . industrial exhibition 工业展览会
2 . The exhibition will give you some idea of the industries in this city. 参观
这个展览会使你对该城市的工业有所了解。
3 . Could you be more specific about. . . ? 你能更具体地谈谈……?
4 . synthetic fibers 合成纤维
5 . bustle with activity 到处是繁忙的景象
6 . We have a special street that s lined with shops and restaurants in
traditional Chinese style. 我们有一条专门的街道, 两边是具有中国传统建筑
风格的商店和餐馆。
7 . delicacy 美味食品
8 . historic spots 历史古迹
9 . We ll do our best to make things smooth sailing. 我们会尽最大努力使一
切顺利。
10. come to a successful conclusion 顺利完成, 圆满成功
11. We ll see what other places we can go to after the talks. 会谈之后我们
再看看还有其他什么地方可以去。
12. to extend an invitation to sb 邀请某人
13. to go on an excursion 进行短途旅游
14. historical sites and scenic spots 历史遗迹和风景区
15. places of interest 名胜古迹
16. guided tour 配导游的旅游
7. Accompanying Guests for Shopping 陪来宾购物
( A: Mr. Baker; B: Miss Li; C: the clerk )

A: Miss Li, I want to do some shopping. Could you help me?
B: Of course, I d like to. What are you going to buy?
1
A: I want to buy a blouse for my wife.
B: In that case, Hongqiao Market may be a good place, we can bargain for
the price there.
A: Can we? It s a good idea. But is the quality OK?

B: We can find something there with the same quality as in department stores
2
at a much cheaper price.
A: Great, where is it? Is it far away?
B: It s not too far.
A: OK. Let s go and have a look.
( At the Hongqiao Market)
B: Here we are.
A: Good, the environment for shopping is comfortable. Now let s go to see
the blouse. ( At the dressing department) This one is beautiful, the material is
3
good, embroidery is wonderful. ( To the clerk ) Excuse me, would you please
show me that silk blouse?
C: Yes, here you are. It s a hundred percent silk.
A: Nice, I ll take it. How much shall I pay for it?
C: They are three hundred and twenty yuan in RMB.
A: Oh no, they are expensive. Can I pay two hundred yuan?
4
C: I m sorry, sir. Two hundred yuan is too little, I ll lose money. Two
hundred and fifty will do, sir?
A: OK. That sounds reasonable.
B: They are fine, they will look good on your wife.
A: I think so, and the price is also good. You know, I don t take money so
5 6
seriously, but I don t like to be fooled. I want to buy some arts and crafts for my
friends. Where shall we find them, Miss Li?
B: I think you d better buy them at the Friendship Souvenir Shop because
those are precious things. The qualities are guaranteed there.
A: Thank you, Miss Li. You are really helpful.
B: My pleasure. Let s go.
( A: Miss Wang B: Mr. Johnson C: clerk)

A: Here is the Friendship Souvenir Shop. Would you like to have a look?
7
B: Yes, of course, I d like to look at some handicraft articles. ( After
8
entering) The goods are dazzling.
A: These are typical Chinese things: Chinese paintings, kites, face painting
9
of Beijing opera, patch work, embroideries. . .
B: Very good, I like them. They are fresh to me. They reflect the old
10
oriental culture and tradition, which is quite different from ours.
A: Yes, what you said is quite correct.
11
B: Are these wares made of jade?
12
A: Yes, but usually they are just for ornaments, not for daily use.
B: Chopsticks, so many kinds. And there is a pair made of silver. It s very
cheap. I ll buy some.
C: What can I do for you, sir?
B: Yes, I want to buy some silver chopsticks as souvenirs.
C: How many would you like to have?
B: Two pairs. They are neither for ornaments nor for daily use, they are just
souvenirs.
C: Actually, you can use them, I think, when you have Chinese dinners.
13
They function very well. You may look at the jade carvings. These jade carvings
14
with varying styles are lovely. Would you like the jade bull? You know, a bull is
a symbol of boom in business.
B: It s great. How much is it?
C: 500 yuan RMB.
B: I ll take it. And would you show me that jewelry box over there?
15
C: It looks elegant and attractive, isn t it?
16
B: How exquisite! Is it hand-made?
17
C: Entirely hand-made with fine workmanship. This will surely make a very
wonderful present.
18
B: OK, please wrap it up nicely.
Not e s :
1 . blouse 女衬衣
2 . We can find something there with the same quality as in department stores
at a much cheaper price. 我们可以买到和商场里同样质量的东西, 但是价格
要便宜很多。
3 . embroidery 刺绣品
4 . I ll lose money. 我会赔钱的。

5 . I don t take money so seriously, but I don t like to be fooled. 我并不把钱
看得太重, 但也不愿被愚弄。
6 . arts and crafts 工艺品
7 . handicraft articles 手工艺品
8 . dazzling 眼花缭乱的
9 . These are typical Chinese things: Chinese paintings, kites, face painting
of Beijing opera, patch work, embroideries. . . 这些都是典型的中国货: 中国
画、风筝、京剧脸谱、织补品、刺绣……
10. They reflect the old oriental culture and tradition. 这些都反映出古老的
东方文化和传统。
11. wares 陶器; 制品
12. They are just for ornaments, not for daily use. 这些只是用于装饰而不
是日用品。
13. jade carvings 玉雕
14. bull 公牛
15. It looks elegant and attractive. 看上去很雅致诱人。
16. exquisite 精致的
17. workmanship 手艺; 作工
18. Please wrap it up nicely. 请把它包得漂亮些。
Situation Practice
Practice 1
Student A acts as the secretary of Shanghai Arts and Crafts Import and Export
Corporation and student B a businessman from Australia. A is meeting B at the
airport. The conversation should include greetings, asking about flight, thanks for
meeting him at the airport.
Practice 2
Make conversations according to the following situations and play the roles in
class.
Student A acts as a secretary of the Orient Shopping Center, who comes to the
hotel to invite Mr. Black to a dinner party held at West Asia Restaurant at seven
o clock. Student B acts as Mr. Black from America who accepts the invitation with
pleasure. Student C acts as the general manager of the Orient Shopping Center who
holds a dinner party in honor of Mr. Black. The conversation should include taking
seats, filling up the glasses, proposing a toast, recommending dishes, etc.
Practice 3
class.
1 . Mr. Anson, an important client of your company, is going to stay in China
for 4 days. You have drawn up a tentative time schedule. Now you are discussing
with Mr. Anson about the programme. Mr. Anson basically agrees with your plan.
2 . Student A acts as Mr. Owen from Britain who has come to China to have
negotiations with the China National Light Industrial Products Import and Export
Corporation on purchase of silk blouses. Student B acts as the sales manager of the
Chinese company who comes to see Mr. Owen with an agenda for the first round
negotiation. Mr. Owen wants to end the negotiations two days earlier, so some
issues have to be left to the next round negotiation.
Practice 4
class.
1 . Student A acts as the director of a Factory while student B acts as Mr.
Harrison who is visiting the Factory. A will show B around the factory, introducing
its history, its products, its equipment, its technology, and its prospect.
2 . Student A acts as the director of a Television Factory while student B acts
as Mr. Benson who is paying a visit to this factory. The conversation should
include a brief account of the factory, its workshops, types and sales of products,
working conditions and social welfare of the workers.
Unit 2 Daily Office Work 日常工作 15 3
Un it 2 Da ily Offic e Wo r k
日常工作
1
As a n“ executive assistant”, a secretary should possess a mastery of office skills
such as pla cing all necessa ry telephone calls, receiving visitors, scheduling
a ppointments, a rranging meetings, handling incoming and outgoing ma il and
filing etc. This is only the typica l daily routine. Every office functions differently.
2
Hence a s a successful secretary, one must alwa ys be flexible a nd adapta ble to the
needs of his / her office and of his / her supervisor.
1. Making and Receiving Telephone Calls 接打电话
A
3
A: Johnson Motorcars. Good morning. Liu Hua speaking.
B: Hello, I d like to speak to Mr. Johnson, please.
A: May I ask who is calling, please?
B: My name is Karl Teller of International Trade Corporation.
A: Mr. Teller, just a moment, please. ( To Mr. Johnson s extension) Mr.
Johnson, a Mr. Teller of International Trade Corporation is on the line. . . Yes, I
will, Mr. Johnson. ( To Mr. Teller) I m sorry to have kept you waiting, Mr.
Teller, Mr. Johnson is rather busy now and would like to know what you wish to
speak to him about, so he can call you back.
B: I want to talk to him about the possible sale of safety belts to Johnson s.
A: I see. Thank you very much, Mr. Teller. I ll tell him about it and he will
call you later. Does he have your telephone number?
B: My telephone number is 65448826. And I ll be here till noon. Good-bye.
A: Good-bye.
A: NEC Company. Can I help you?

B: Could I speak to Mr. Wu, please?

A: Yes, who is calling, please?
B: It s John Smith of AST.
A: And what is it about?
B: He phoned me earlier. I m returning his call.
A: Just a moment please, Mr. Smith.
4
C: Hello, Mr. Smith, thank you for calling me back so promptly.
B: Not at all. Then how can I help you?
C: I m interested in your micro-computers.
B: For use at home or in the office?
C: In the office.
B: Fine, what is the name of your company?
C: NEC Company.
B: Right. I ll pass this information on to Mr. Li who will be able to help
5
you.
C: Thank you.
A: Mr. Rider s office, Miss Skive speaking.

B: This is Paul Danny. I d like to speak to Mr. Rider about some new office
6
equipment I think he d be interested in.
A: Mr. Simmons is our purchasing manager. I believe he can help you. May
7
I transfer your call to him?
8
B: The operator told me Mr. Rider was in charge.
A: Oh, I see. She was thinking, of course, that Mr. Rider is the branch
manager. However, I am sure that Mr. Simmons is the person you should talk
9
to.
B: All right, I ll talk to Mr. Simmons.
A: One moment, please. I ll transfer the call for you.
Not e s :
1 . executive assistant 主管( 领导) 的助手
2 . adaptable 能适应的, 适应性强的
3 . Liu Hua speaking. 我是刘华。( 这是接电话人的常用语。) 完整的句子

应该是: This is Liu Hua speaking.
4 . promptly 迅速的
5 . I ll pass this information on to Mr. Li who will be able to help you. 我把
这个情况转告给李先生, 他可以帮助你。
6 . I d like to speak to Mr. Rider about some new office equipment I think
he d be interested in. 我想找瑞德先生谈谈有关办公设备的事, 我想他会感兴
趣的。
7 . May I transfer your call to him? 要我把你的电话转给他吗?
8 . The operator told me Mr. Rider was in charge. 接线员告诉我是瑞德先
生负责此事。
9 . I am sure that Mr. Simmons is the person you should talk to. 我肯定你应
该找西蒙先生谈此事。
2. Receiving Visitors 接待来访者
A: Hi, my name is Tom Li. I m here to see David Black.

1
B: Do you have an appointment?
A: Yes, it is for 2: 00 but I m a little early.
B: I see. Mr. Black is with someone right now. Would you like to wait?
A: Yes, that will be fine.
2
B: Please make yourself comfortable.
A: Thank you.
B: Can I get you some coffee?
A: No, thanks.
A: Good afternoon, Miss Yang.

B: Good afternoon, Mr. Watt. You have an appointment with our manager at
2 : 00 o clock this afternoon, haven t you?
A: Yes, is the manager in?
3
B: Yes, he is. He is expecting you in his office. I ll tell him that you are
here.
4
A: Thank you, Miss Yang. Please tell him I have brought the agreement this
time.
B: OK, just wait a minute, please. Would you like a cup of tea?
A: Yes, please. Thank you.
A: Good morning, Miss Liu.

B: Oh, good morning, Mr. Smith.
A: I d like to see Mr. Johnson, if I could.
B: Do you have an appointment?
A: No, I m afraid I haven t.
5
B: Let me see if he is available. Would you please sit down and wait a few
minutes?
A: All right.
B: ( To Mr. Johnson on his extension) Mr. Smith wants to see you. . . All
right. ( To Mr. Smith) Would you please go up to his office? It s Room No. 8 on
the Fifth floor. Mr. Johnson is expecting you.
A: Room 8, Fifth floor.
6
B: Yes. The elevator is over there. By the way, would you please sign the
7
visitor s book?
A: Yes, of course.
Not e s :
1 . Do you have an appointment? 你约好时间了吗?
2 . Please make yourself comfortable. 请随便坐坐。
3 . He is expecting you in his office. 他正在办公室等你。
4 . agreement 协议
5 . Let me see if he is available. 让我看看他是否有空?
6 . The elevator is over there. 电梯在那边。
7 . Would you please sign the visitor s book? 请在来客簿上签个名好吗?
3. Making an Appointment 安排会面

A: Excuse me, I d like to make an appointment with Mr. Hanson. Can he fit
1
me in his schedule?
2
B: I think so. Oh, the whole morning is booked up, but he has time this
afternoon. Is that okay to you?
A: I m sorry I can t be there that time. Maybe another time would be better.
B: How about 10 on Tuesday?
A: I won t be back till 12 on Tuesday. Could I possibly make it in the
afternoon?
3
B: Well, let me see. . . Oh, yes, I think I can manage that. How about 2
o clock?
4
A: That would suit me better. Thank you.
B: You are welcome.
A: Good morning. May I speak to Mr. Brown?

B: This is Brown speaking. Who is calling, please?
A: This is Wang Hua from Parker Factory.
B: Oh, Miss Wang, what s happened?
5
A: It s about the appointment with our manager. I m extremely sorry he can t
see you at two o clock this afternoon. You see, something unexpected has come
6 7
up. He has to attend a very urgent meeting.
8
B: So you want to cancel the appointment. That s too bad.
9
A: No, not exactly. Actually we just want to put it off until supper time.
After, we ll invite you to dinner.
B: Well, so much the better. Why didn t you mention it in the first
10
place?
11
A: I only want to give you a surprise. We have also invited some of the
government officials to be present at the dinner, so that you can find out something
12
about the policies.
B: That s wonderful. Thank you very much for what you have done for us.
A: Hello, Miss Zhang. I d like to make an appointment with Mr. Wilson

13
regarding our sales plan for the second half of the year. Is he free on Monday
morning?
14
B: No, he is visiting our warehouse. What about the afternoon?
A: I m afraid I can t make that. I am meeting Mr. Hardy at the bank. How
about Tuesday?
B: He is busy all day Tuesday. In the morning he is picking up Mr. Smith at
15
the airport. And in the afternoon he is showing a big client around the factory.
Would Wednesday morning suit you?
16
A: No, I m tied up. I m attending the sales conference, but I am free in the
afternoon.
B: He can t manage Wednesday afternoon. Mr. Wilson is seeing someone at
17
the American Embassy. Are you busy on Thursday?
A: Yes. In the morning, I m interviewing sales representatives and in the
afternoon I am giving a talk. Is he doing anything on Friday morning?
B: He is free then. Will you see him, say, 9: 30 ?
A: That would be fine. Thanks for your help.
B: It s my pleasure. I m glad we finally made it.
Not e s :
1 . Can he fit me in his schedule? 他的日程还能给我安排吗? fit in 表示
“ 安插, 安排进去”
2 . The whole morning is booked up. 整个上午都安排满了。book up 表示
“ 预先都安排满了”, 也可以说 fully booked
3 . I think I can manage that. 我想那是可以的。manage 意为“ 设法做到”,
其后常跟不定式结构。例: She managed to accomplish her work in time. 她设法
按时完成任务。
4 . That would suit me better. 那样对我更合适些。
5 . It s about the appointment with our manager. 是关于您和我们经理的约
会。
6 . You see, something unexpected has come up. 你瞧, 出现了意外的事
情。
7 . He has to attend a very urgent meeting. 他必须去参加一个紧急会议。
8 . cancel 取消
9 . put sth off 推迟, 延期
10. Why didn t you mention it in the first place? 你为什么不早说呢?
11. give sb a surprise 给某人一个惊喜
12. We have also invited some of the government officials to be present at the
dinner, so that you can find out something about the policies. 我们还邀请了一些
政府官员到场, 以便您可以了解一些政策信息。
13. regarding sales plan for the second half of the year 关于下半年的销售计
划
14. warehouse 仓库
15. show sb around 领某人参观
16. I m tied up. 我非常忙。
17. American Embassy 美国大使馆
4. Planning and Organizing Meetings 组织会议
A: What time is the meeting going to begin?

1
B: At ten o clock. Did you set up the conference room?
A: yes, I did.
B: Let me have a look. Oh, no! That isn t right!
A: What s the matter?
B: There aren t enough chairs.
A: How many people are going to attend the meeting?
2
B: There are going to be twelve. And there aren t any memo pads.
A: Where do you want me to put the pads?
B: Put one at each place.
A: Are there enough pencils?
B: No, there aren t. The sales men and women always use a lot of pencils.
A: Do they need more ashtrays? There weren t any more in the closet.
B: No, that s enough.
A: Do they need water?

B: No, I m going to order coffee for them.
B
3
A: Could we have a quick word about the sales conference?
4
B: Yes, of course. The venue s booked.
A: Good. And I ve got some definite numbers now. There are 50
5
delegates.
6
B: OK. The conference room holds 70.
A: We also need to know what special equipment the speakers need. What
have we got, then?
7
B: There are simultaneous translation facilities and a video projector in the
conference room.
8
A: What about microphones and slide projectors?
B: If the speakers do need those things, we d probably have to borrow them
from the hotel. What time would you like to start?
9
A: Nine, I think. Then we can fit two sessions in before lunch. What are we
doing for lunch?
10
B: There s a bar for drinks and I thought we d have a buffet.
11
A: Don t they do sit-down meals?
B: Yes. Would you prefer a sit-down meal, then?
A: I think so.
B: OK. I ll arrange it.
A: Mr. Johnson. I came to remind you that a meeting is scheduled for 9

12
o clock this morning.
B: Oh, that s right. And the general manager asked me to report the
13
company s sales for last year at the meeting.
A: By the way, the meeting will be held in the conference room.
B: All right. Thank you very much.
14
A: Not at all, that s my job.
Not e s :
1 . set up 布置
2 . memo pads 便笺簿
3 . Could we have a quick word about the sales conference? 我们可以快速谈
谈有关销售会议的事吗?
4 . The venue s booked. 会议场地已经订好了。
5 . delegate 代表
6 . The conference room holds 70 . 会议室可容纳 70 人。
7 . simultaneous translation facilities 同声传译设备 a video projector 视频放
映仪
8 . microphone 麦克风, 话筒 slide projector 幻灯放映机
9 . Then we can fit two sessions in before lunch. 这样我们可以在午饭前安
排两个专题会。
10. buffet 自助餐
11. sit-down meals 坐下来吃的一餐饭
12. I came to remind you that a meeting is scheduled for 9 o clock this
morning. 我是来提醒您, 今天上午 9 点有个会议。
13. And the general manager asked me to report the company s sales for last
year at the meeting. 总经理要我在会上对去年的销售情况做个报告。
14. That s my job. 这是我应该做的。
5. Taking Minutes 会议记录
A: Hi, Mary, you have been a secretary for several years in the company.
1
Could you tell me what a secretary should do for a meeting or a conference?
B: Well, an important part of the duties of a secretary, I think, is to do well
2
the preparation work for the meeting.
A: Then what should a secretary do to prepare for a meeting? Can you tell me
3
a bit more about it?
4
B: First of all, the agenda should be prepared before the meeting. Then you
5
should ensure that those entitled to be present are properly informed.
6
A: I see, and how about the documents or the information?
B: All the necessary documents and the information relevant to the meeting
7
should be available, preferably printed and distributed before the meeting.
A: And what should a secretary do during the meeting?
8
B: Of course she should take minutes.
A: And after the meeting?
B: After the meeting she should type the minutes up, and keep proper
records of the business transacted and the resolutions passed and also implement
9
many of the decision reached at the meeting.
A: Thank you very much. You are very helpful.
B: Not at all.
A: How long have you been working here now, Miss Wang?
B: I have been working here for three months, since May.
A: Good, there is going to be a meeting this afternoon. I have come to tell
10
you that you ll have to take some minutes for Mr. Black this afternoon.
B: Take some minutes?
A: Yes. To take minutes means to make notes at a meeting so that afterwards
11
you can write a record of what has happened.
B: Should I write down every word that everyone says?
A: No, you needn t. That s very difficult and hardly ever necessary. You just
12
make a note of the topics that are discussed and the result of the discussion. After
13
that you should type out the minutes from the notes.
B: So I go to the meeting, make notes, and then type out the minutes from
the notes.
A: That s right.
B: This meeting that I have to take minutes at this afternoon-is it a big
meeting?
14
A: Oh yes, it s a very big meeting. All the branch managers will be there.
It s a formal meeting.
B: A formal meeting?
15
A: Yes, meetings are either formal or informal.
B: What s the difference?

A: Well, an informal meeting usually takes place on the spur of the moment
16
to discuss a special point. It isn t planned in advance.
B: Like the drivers meeting last week?
A: Yes, that s right.
17
B: Mr. Black suddenly called the meeting when he heard a driver had been
18
fined for parking his car in Peace Square.
A: Yes. Mr. Black was very cross. As soon as he heard about it, he called
all the drivers to his office for a special meeting, an informal meeting.
B: Did you have to take minutes at that meeting?
A: No, I didn t. As it was an informal meeting, I just made a short
19
report.
B: Was it difficult?
A: No, not really.
20
B: Could you show me a copy?
21
A: Yes, here you are. You see you must make sure that you include
everything. First the time and the place. Second, who was there. At last, a
22
summary of what Mr. Black said. Mr. Black said that all drivers must obey city
car parking regulations and that in future any parking fines should have to be paid
by the drivers themselves.
23
B: Whew! That ll make them careful about parking in the future.
Not e s :
1 . Could you tell me what a secretary should do for a meeting or a
conference? 你能告诉我在会议中秘书必须做些什么工作?
2 . An important part of the duties of a secretary, I think, is to do well the
preparation work for the meeting. 我认为一个秘书的重要职责之一就是做好会
议的准备工作。
3 . Can you tell me a bit more about it? 你能讲得稍微详细些吗? a bit: 一
点, 一些
4 . agenda 议程
5 . Then you should ensure that those entitled to be present are properly
informed. 然后你要保证出席这次会议的人员都要通知到。
6 . How about the documents or the information? 还有文件和资料怎么办呢?

7 . All the necessary documents and the information relevant to the meeting
should be available, preferably printed and distributed before the meeting. 所有有
关会议的文件和资料都得准备妥当, 最好在会议前印好并分发出去。
8 . take minutes 做会议记录
9 . After the meeting she should type the minutes up, and keep proper records
of the business transacted and the resolutions passed and also implement many of
the decision reached at the meeting. 会后她还要把讨论的问题和通过的决议做
出记录, 把它打印出来, 并把会上做出的决定进行贯彻。
10. I have come to tell you that you ll have to take some minutes for Mr.
Black this afternoon. 我来告诉你, 今天下午的会议, 你得为布莱克先生做会
议记录。
11. To take minutes means to make notes at a meeting so that afterwards you
can write a record of what has happened. 会议记录是指在开会的时候记笔记,
这样会后你可以把开会的情况做个记录。
12. You just make a note of the topics that are discussed and the result of the
discussion. 你只要把讨论的题目和结果记下来就行了。
13. You should type out the minutes from the notes. 你要根据笔记将会议
记录打印出来。
14. All the branch managers will be there. 公司各部门经理都将出席会议。
15. Meetings are either formal or informal. 会议有正式和非正式之分。
16. An informal meeting usually takes place on the spur of the moment to
discuss a special point. 非正式会议通常都是为了讨论某个特殊问题而当场召
开的。on the spur of the moment 一时兴起, 随兴所至
17. call the meeting 召集会议
18. fine 罚款, 罚金
19. I just made a short report. 我只是做了简短纪要。
20. Could you show me a copy? 你可以让我看一份纪要吗?
21. make sure. . . 确保, 务必
22. a summary of what Mr. Black said. 布莱克先生所做的总结。
23. Whew! 哎呀! ( 表惊讶, 有时表开玩笑时的态度)
6. Memorandum 备忘录
A: Can you tell me the differences between a letter and a memorandum?

B: Certainly. A letter must be sent out of the company and must be mailed or
1
posted. A memorandum is a communication within an organization.
A: Should we use the layout we use for a letter when we write a
2
memorandum?
3
B: No, not necessary. Usually we have a set form which is printed. We just
fill in the printed forms and send it to the person or the offices concerned in the
4
company.
A: It seems quite easy to write a memorandum. Could you show me a sample
5
copy?
B: Of course, let me find one for you.
A: Can you type a memo for me?

B: Yes.
6
A: I wrote down some ideas. Let me know what you cannot read.
B: Who is it going to?
A: It is to Bob Smith. But let me see it before you send it.
7
B: All right. I ll get it to you in a few minutes.
A: After you type this memo, sign my name and send it to Linda Chen.
B: Do you have her address?
A: Yes, it is in my address book.
8
B: Does it need to be overnight?
9
A: No, just send it by regular mail.
B: Okay.
D
10
A: Please distribute this memo to the departments.
11
B: Do you need any copies of it?
A: Yes, I ll need two copies for myself.

B: Okay.
Not e s :
1 . A memorandum is a communication within an organization. 备忘录是一个
单位内部的通讯。
2 . Should we use the layout we use for a letter when we write a memorandum?
写备忘录时该用与信同样的格式吗?
3 . a set form 固定格式
4 . We just fill in the printed forms and send it to the person or the offices
concerned in the company. 只要填入印好的表格, 然后把它送往公司内有关的
人员或部门。
5 . a sample copy 一份样本
6 . Let me know what you cannot read. 你如果有看不懂的地方告诉我。
7 . I ll get it to you in a few minutes. 我几分钟之内就可交给您。
8 . Does it need to be overnight? 您要隔夜送达的限时专递寄吗?
9 . by regular mail 用平信寄
10. Please distribute this memo to the departments. 请把这份备忘录分发到
各部。
11. Do you need any copies of it? 您需要一些备份吗?
7. Sending and Receiving Fax and E-Mail 接发传真和电子邮件
A
1
A: When you finish typing that contract, fax it to this number.
2
B: Okay. Whose attention should it go to?
3
A: Send it to Mary s attention.
4
B: Do they need to sign it and fax it back?
A: Yes.
B: All right.
5
A: Make sure I get two copies of it after they fax it back.
B: I will.
B
6
A: Did that fax come in from Japan yet?
B: No.
A: Are you sure the fax machine is working?
B: Yes, it works fine.
A: Is there paper in the machine?
B: Yes.
7
A: Maybe you should call them and see if they ve sent it yet.
B: I will.
A: Do you want me to print you a copy of the report?

8
B: No, just e-mail it to me.
9
A: Good, that way you can just make your corrections on-line.
B: Yes, and we can save paper.
10
A: What is your e-mail address?
11
B: It is available in your directory.
A: I ll look it up.
B: Good, I ll be expecting it.
Not e s :
1 . fax it to this number 把它传真到这个号码
2 . Whose attention should it go to? 收件人写谁呢?
3 . Send it to Mary s attention. 收件人写玛丽。
4 . Do they need to sign it and fax it back? 需要他们签字并传真回来吗?
5 . Make sure I get two copies of it after they fax it back. 他们传真过来之后
一定要给我两份。
6 . Did that fax come in from Japan yet? 从日本发的传真收到了吗?
7 . Maybe you should call them and see if they ve sent it yet. 也许你应该打
个电话看看他们是否已经发过来了。
8 . e-mail it to me 用电子邮件把它发给我
9 . That way you can just make your corrections on-line. 这样, 你只要在网
上修改就可以了。
10. e-mail address 电子邮件地址
11. It is available in your directory. 在你的目录里可以找到。
8. Handling Business Letters and Documents 处理商业函件
A
1
A: A letter from Beijing has just arrived. Shall I get it for you, Mr. Brown?
B: Yes, please. I ve been waiting for it.
A: Well, here it is.
B: Thanks. Isn t there any other mail today?
2
A: Yes, there is a personal letter for the general manager. I ve given it to
him.
B: Right. I ll call you if I need anything else. By the way, please bring me
3
the NEC s files. There are some figures I have to check.
A: Yes, here is the NEC s files. Do you need anything else?
B: And I also need all the other data on NEC. Could you bring them to me?
A: I ll get them for you at once.
A: Mr. Li, are you free now?

B: Yes. What s the matter?
4
A: This is a letter from Maxton Electronics.
B: Read it, please.
A: “ Dear Mr. Li, I wish to thank you for your excellent hospitality extended
5
to me during my stay in Changsha. The opportunity to meet you was something
that I had long looked forward to, and I hope that I may be able to receive a visit
6
from you. I appreciate your kindness very much and that of Ms. Zhang in showing
me around your new plant. Very Truly Yours, Mike Stanley. ”
B: Thank you.
A: Shall I write back immediately?
7 8
B: Yes. Maxton Electronics is our key client. I ll dictate a letter to you.
OK. Let s start. “Dear Mr. Stanley, thank you for sending me the letter. I m glad
to know that you had a good time in Changsha. I ll attend a conference held in
New York next week. We will meet each other soon. Sincerely Yours, Jianwei
Li. ”
A: Hello, Lili, do you want something to drink?

B: Yes, thank you.
A: Have you ever met any difficulties recently? I hope everything is going
smoothly.
9
B: Well, I got several business documents recently. I just find it is hard to
10 11
understand some terms. It really gives me a headache.
A: I understand. I also met such difficulties when I came to our company five
years ago. It seemed that at that time the real circumstances were quite different
12
from what I had learned.
B: That s what I mean. Well, what should I do now?
A: The best way to settle the problem is to read and write more such
documents.
B: I see. I have read a paragraph like this:“ Most banks accept International
Money Orders. You can either deposit the I. M. O. to your account, or the bank
13
will cash it for you if you provide some identification. ” I know that I. M. O.
14
stands for International Money Order, but I don t know how to get it when we use
it.
A: I. M. O. doesn t belong to business documents. It belongs to banking
15
documents. In business, some processes must be fulfilled with the help of the
16
bank. In international trade, that bank plays a very important role in payment.
17
Some documents must go to the bank and some are even issued by the bank.
B: I see. Do I. M. O. , L / C, B / L and draft belong to the same category?
A: Absolutely. They are commonly seen in international trade and all of them
are closely connected with the bank.
B: Which one is the most important one?
A: It s hard to say which one is more important. The I. M. O. is very
18
convenient to you, because it is completely on the spot. It is given to you
19
personally and you post it in person. This will eliminate any delay. If you want to
deposit for hotel bookings or pay for subscription abroad or mail orders, you d
20
better use the I. M. O. The payment of L /C is reliable and safe, protecting the
seller as well as the buyer. B / L is an essential document in international trade and
21
shipment. It is important in law, finance and insurance. Another point is that a
22
B /L is a negotiable document. An importer can endorse the B / L and sell the
23
goods even before they arrive. Are you clear now?
24
B: Sure. After your lecture, I have a clear idea of banking documents. May
I ask you another question?
A: Go ahead.
B: You have mentioned that there are four kinds of banking documents. How
about business documents? As far as I know, there are a total 11 of types, such as
stores requisition, purchase requisition, price list, quotation, order, advice note,
delivery note, goods received note, invoice, credit note and. . . what is the last
one?
A: And statement! I m glad that you know all the terms. But, it s not enough
that you just remember these terms. You have to know their usage as well.
B: Thank you for your suggestion, Mr. Hu.
Not e s :
1 . A letter from Beijing has just arrived. 有一封刚从北京来的信。
2 . personal letter 私人信件
3 . Please bring me the NEC s files. 请把 NEC 公司的档案给我。
4 . Maxton Electronics Maxton ( 迈可斯顿) 电器公司
5 . I wish to thank you for your excellent hospitality extended to me during my
stay in Changsha. 我在长沙停留期间受到您的热情款待, 对此我十分感激。
6 . receive a visit from you 接受您的访问
7 . key client 主要客户
8 . I ll dictate a letter to you. 我口授( 给你) 一封信。
9 . business documents 商业单据主要包括下面 11 种: Stores Requisition
( 库存调拨单 ) , Purchase Requisition ( 购物申请单 ) , Price List ( 价目表 ) ,
Quotation ( 报价单) , Order( 订购单 ) , Advice Note ( 供货通知单 ) , Delivery
Note( 交货单) , Goods Received Note( 收货单) , Invoice ( 发票明细单) , Credit
Note( 信用单) , Statement( 财务报表)
10. term 术语
11. give sb a headache 使某人感到头痛
12. It seemed that at that time the real circumstances were quite different
from what I had learned. 在那时好像所学的跟实际情况相差很远。
13. You can either deposit the I. M. O. to your account, or the bank will
cash it for you if you provide some identification. 你可以将国际汇票记入你的存
户账号上, 或者在你提供身份证明后兑换现金。 I. M. O. 即 International
Money Order 国际汇票, 是银行单据的一种。
14. stand for 代表
15. banking documents 银行单据, 银行单据有许多种类, 银行可以根据
自己的需要制订它们。本文出现的四种单据是在国际贸易中最普通, 最常用
的。除了 I. M. O. 之外, 还有 L /C ( Letters of Credit) 信用证, B / L ( Bill of
Lading) 提货单, 以及 Bill of Exchange( draft) 汇票。
16. In business, some processes must be fulfilled with the help of the bank.
商业流通的某些过程必须经由银行帮助完成。be fulfilled with 完成
17. Some documents must go to the bank and some are even issued by the
bank. 某些单据必须上交给银行, 某些则直接由银行制发。
18. on the spot 在现场, 当场
19. It is given to you personally and you post it in person. 它交由你本人寄
出。
20. If you want to deposit for hotel bookings or pay for subscription abroad or
mail orders, you d better use the I. M. O. 如果你想交旅馆订金及押金、支付国
外预定费或寄送订购单, 最好使用国际汇票。
21. It is important in law, finance and insurance. 它在法律、金融和保险中
十分重要。
22. negotiable document 可转让单据
23. An importer can endorse the B /L and sell the goods even before they
arrive. 进口商可以在提货单背面签字, 在货物到达之前就可以把货物卖出
去。
24. I have a clear idea of banking documents. 我对银行单据有了大致了
解。
9. Filing Systems 档案管理

A
1
A: Miss Chen, did you look up those files I requested?
B: I m sorry, Mr. Smith. I couldn t find any information on that trade
2
company, even though I checked all the cross-references. I don t think it s there.
3
A: I m almost certain that information was filed.
4
B: Would you like me to check again under a different heading?
A: Yes, in fact I believe I asked you to put it in Mr. Steven s file.
B: Maybe that s why I couldn t find it. All the information on the Steven
5
correspondence is filed under‘ S’.
A: Do you still remember how our filing system works?
6
B: Yes, I do. All files are arranged alphabetically.
A: That s right.
B: And outgoing and incoming correspondence is kept in that file, reports
and business documents in this one. And customers information in this one.
A: Very good.
7
B: By the way, I m going to clean out all the old files by tomorrow. Would
8
you like to look through any of them before I throw them away?
A: Of course, but first of all, fetch me those Steven files right away.
B: Yes, Mr. Smith.
B
9
A: Miss Zhou, do you know the filing system in our company?
B: Yes, I attended a training class last week before I started work in this
office.
A: What is the most important thing about filing, do you know?
B: The most important thing about filing I remember is to bring together in a
10
single folder or file all papers relating to a particular subject.
11
A: That means‘ one customer__ one file’.
B: And each file should be named clearly, either in block capitals or in jet-
12
black typed capitals.
13
A: That s right. And how should the filing materials be sorted into order?
B: There are four basic methods of classifying materials for filing:
alphabetical, numerical and alpha-numerical, geographical, and by the

14
subject.
A: You have a good memory, Miss Zhou.
B: One thing I think is also very important.
A: What s that?
B: If individual papers must be removed from the files, markers should be
15
used for all absent files so that one can know where the papers are.
A: Yes, that s really very important.
16
B: A card index is very useful in the filing system. It is a most valuable
17
friend to a secretary, so it must be kept handy and up to date.
A: That s true. Prompt and careful filing is important to the efficiency of our
office.
B: Yes, I ll do my best with the filing work in our office.
Not e s :
1 . Did you look up those files I requested? 我要的那些档案资料都找到了
吗?
2 . cross-references 相互参照条目
3 . I m almost certain that information was filed. 我几乎可以肯定那份资料
已经存档。
4 . under a heading 以……为题, 在……题目下
5 . All the information on the Steven correspondence is filed under“ S”. 所有
斯蒂文往来信件的资料都归在“ SB”字母下。
6 . alphabetically 按字母顺序
7 . clean out 清理, 清除
8 . Would you like to look through any of them before I throw them away? 我
把它们处理掉之前, 你还要仔细地检查一遍吗?
9 . Do you know the filing system in our company? 你了解我们公司的档案
管理系统吗?
10. The most important thing about filing I remember is to bring together in a
single folder or file all papers relating to a particular subject. 我记得档案管理最
重要的是要归存于单独的档案夹, 或者把与某一特定主题有关的所有文件存
档。relating to 与……有关的
11. one customer—one file 一户一档

12. And each file should be named clearly, either in block capitals or in jet-
black typed capitals. 每一档案名称要清楚, 或用印刷体大写字母, 或用黑体
字大写字母。
13. And how should the filing materials be sorted into order? 归档材料怎样
分类排序?
14. alphabetical, numerical and alpha-numerical, geographical, and by the
subject 按字母、数字和字母排列加数字、地理位置、主题
15. If individual papers must be removed from the files, markers should be
used for all absent files so that one can know where the papers are. 如果个别的资
料要从档案中去掉的话, 所有缺少的档案材料要用标签标明以便于了解这些
文件在什么地方。
16. card index 卡片索引
17. It is a most valuable friend to a secretary, so it must be kept handy and
up to date. 它是秘书最宝贵的朋友, 因此它要保持方便、时新。
Situation Practice
Practice 1
class.
1 . Student A acts as the secretary of a company who makes a phone call to
Mr. / Ms. Harrison, a businessperson from Australia. Mr. / Ms. Harrison stays in
Jin Jiang Tower, Room 1012. When A calls, he /she is not in. A leaves a message
that she ll ring back an hour later. Student B acts as the operator and answers the
phone.
2 . Student A acts as Diana Bacon, a businesswoman who is making a phone
call to Mr. Joseph Miller, the sales manager of an American company. She wants
to inquire about the repair of the equipment bought from the American company.
But Mr. Joseph Miller is not in at the moment, student B asks if A ( Diana Bacon)
would like to leave a message, and take down the message. Then tell her that Mr.
Joseph Miller will call her back as soon as he gets in.
Practice 2
Your boss has been delayed by an appointment with a visitor. Your task is to
receive the visitor and engage him in conversation until your boss arrives. Some of
you will be asked to play the part of the visitor.
The Visitor s role: The Secretary s role:
Introduce yourself Greet the visitor
Respond to what the secretary Explain the delay
says Start up a conversation
Ask some questions about the Answer any questions diplomatically
company s business without leaking the secret
Practice 3
Role play in pairs, student A asks Student B questions concerning the
information below:
A. When the meeting is going to begin
B. How many people are coming to the meeting
C. If there should be extra chairs
D. If direction signs to the venue should be arranged
E . If writing paper should be prepared for all the members
F. If there are enough pencils
G. If audiovisual equipment will be needed
H. If there are enough glasses
I. If there should be some ashtrays
Practice 4
Role play in pairs. One of you is a boss, the other is a secretary. The boss is
telling the secretary how to file according to the following cues.
A. Arrange all the files alphabetically
B. Name each file clearly in block capitals
C. Name each file clearly in jet-black typed capitals
D. Organize the files by numerical order
E . Organize the files by alpha—numerical order
F. Organize the files by geographical order
Un it 3 Ma n a ge m e n t o f B u sin e s s
事务处理
In addition to daily office work, one of the primary functions of a secretary may
be to ma nage or dea l with various business matters by himself /herself rather than to
pass them onto his /her boss, for example, a rra nging business trips, dea ling with
emergency cases, controlling petty cash etc. How well he /she copes with these
problems is directly rela ted to the successful opera tion of the compa ny.
1. Arranging a Business Trip 安排商务旅行
A: I need you to make some travel arrangements for me.

B: For when?
A: I need to go to Japan in August and return the next day.
B: What time of day do you want to depart?
1
A: Mid-afternoon and return around the same time.
B: I ll see what I can do.
A: Can you tell me the arrangement for my business trip to Beijing, Miss
wang?
B: Of course. Next Monday, you ll leave for Beijing by plane at 4 o clock in
the afternoon, Mr. Liu will meet you at the airport and drive you to the Beijing
Hotel.
A: What s the arrangement for Tuesday?
B: On Tuesday morning, you ll have an interview with Mr. Chen, who is the
general manager of Beijing Electronic Company, at the hotel. And in the
afternoon, you will take part in a sales conference at the head office of our
2
company.
Unit 3 Management of Business 事务处理 17 7
A: I shall go to Beijing Electronic Company on Wednesday, shall I?

B: Yes, you are right, Mr. Manager.
A: Mr. Black, I m calling you to tell you how your trip to Beijing is
3
prepared.
4
B: Great, please go ahead.
A: I ve sent a fax to Beijing, telling them that you will arrive at 10 a. m. , the
5
day after tomorrow.
B: Good. Have you booked the flight to Beijing?
A: Yes. And I ve got your plane ticket.
B: Thank you, how about the hotel?
6
A: I ve reserved a single room in the Beijing Hotel there. It s said to be the
best there.
B: Fine, and what about the car reservation?
A: The hotel has reserved it for you.
B: Oh, have you reserved a banquet there?
A: Not yet. I m still looking for an ideal place.
B: Have you found all the necessary documents?
A: Yes, I ve got all of them prepared.
7
B: Excellent. But have you cancelled the meeting with Mr. White?
A: I ve left a message to his secretary.
Not e s :
1 . Mid-afternoon and return around the same time. 在下午半晌的时候, 返
回大约是在相同的时间。
2 . And in the afternoon, you will take part in a sales conference at the head
office of our company. 下午您将去我们公司总部参加一个销售会议。
3 . I m calling you to tell you how your trip to Beijing is prepared. 我打电话
告诉你, 你去北京的行程准备好了。
4 . go ahead 继续
5 . I ve sent a fax to Beijing, telling them that you will arrive at 10 a. m. , the
day after tomorrow. 我给北京发了传真, 告诉他们你将在后天上午 10 点钟到
达。
6 . I ve reserved a single room in the Beijing Hotel there. 我已在北京饭店订
了一个单人房间。
7 . But have you cancelled the meeting with Mr. White? 你取消和怀特先生
的约会了吗?
2. Booking Airline Tickets 预订机票
A: China Southern Airlines, good morning. Can I help you?

B: Good morning. I want to know if there is a flight to Guangzhou sometime
1
around 10 a. m. on the second of May?
A: One moment, please. . . We have a flight at 10: 20 a. m.
B: That s good. I d like to book one ticket for Mr. Smith, please.
2
A: Single or return?
B: Single, please.
3
A: First class or economy?
B: Economy class.
A: OK. One ticket for Mr. Smith, economy class, leaving Beijing for
Guangzhou at 10: 20 a. m. , the second of May.
B: That s right. Thank you.
A: Good morning. Can I help you?

B: Yes. I d like to book 2 seats to Shanghai on the 2nd of April, please.
4
A: Just a moment, I ll check the schedule.
5
B: I prefer a morning flight.
A: The only flight available is Eastern Airlines 216, which leaves at 9: 45 a.
6
m.
7
B: Could you tell me what the economy class fare is?
A: It s ＄580 one way.
8
B: Is it a direct flight?
9
A: Yes, it s a non-stop.
B: What time does it arrive in Shanghai?

A: It arrives at 1: 20 p. m.
B: Fine. Book it for me, please.
10
A: Certainly, Madam. May I have your name and telephone number?
B: Of course. Li Fang, 8830789
A: Thank you.
Not e s :
1 . I want to know if there is a flight to Guangzhou sometime around 10 a. m.
on the second of May? 请问有没有五月二号大约上午 10 点钟飞往广州的航
班?
2 . Single or return? 单程票还是往返票?
3 . First class or economy? 头等舱还是经济舱?
4 . Just a moment, I ll check the schedule. 请稍等, 我来查一下时刻表。
5 . I prefer a morning flight. 最好是早上的航班。prefer 本身的意思是“ 更
喜欢”, 相当于 like better 或 place before the other( s) . prefer A to B 意思是
“ 与 B 相比, 更愿意选择 A”。例: He prefers classic music to popular music. 他
喜欢古典音乐, 不喜欢流行音乐。
6 . The only flight available is Eastern Airlines 216 , which leaves at 9: 45
a. m. 只有东方航空公司的 216 次航班, 上午 9: 45 起飞。
7 . Could you tell me what the economy class fare is? 您能告诉我经济舱的
票价吗?
8 . Is it a direct flight? 是直达航班吗?
9 . Yes, it s a non-stop. 是的, 是直飞。
10. May I have your name and telephone number? 请问您的姓名和电话号
码?
3. Planning a Vacation 计划休假
A: Miss Li, it s reported that the way people spend their vacation has
changed a great deal in the past 10 years.
B: Yes, 90% of people spent their vacation at home 10 years ago, but the
figure has droped to 40% now.

A: It seems that people are becoming more and more mobile, and they want
1
to explore the entertainment in the outside world.
B: But have you got any idea where you would like to go this summer, Mr.
2
White?
A: I was thinking I might travel to Hangzhou. You know, that s a city I have
always wanted to see.
3 4
B: Well, Hangzhou is certainly a great attraction. But, in all honesty, I
don t think it s a good idea to travel south in summer. It can be very hot.
A: Oh. . . you are probably right. Where would you suggest?
B: What about a visit to Yantai in Shandong province? Yantai is a beautiful
5
city by the sea. The beaches are lovely and the weather is really pleasant. Im
sure you will enjoy yourself there.
6
A: But if I spend all the time on the beaches, I may get bored.
B: Well, yes. But there are many other places to visit nearby. For instance,
you can make a day tour to Penglai where the Eight immortals were said to have
7
stayed and launched the trip across the sea.
A: Oh, how interesting! I may have a chance to become an immortal myself.
B: Yes, if you are lucky enough, you may be able to see a mirage from
8
Penglai Pavilion.
9
A: Sounds fantastic! Thank you, Miss Li. Your idea is very good.
A: Mr. White, here is your ticket for Yantai. It is a non-stop train for
10
tourists.
B: Thank you. Let me have a look. . . so the train will arrive at Yantai station
at 8 : 00 tomorrow morning.
A: Yes, I ve arranged for someone to pick you up, and then he will get you to
11
the hotel.
B: Fine.
A: I ve also made a reservation at a travel agency so that you can have a
12
guide during the sightseeing.
B: Thank you for all the things that you ve done for me. I ll come back in two
weeks so the work won t pile up. 13

A: I ll take care of things here. Don t worry. Hope you can have two weeks of
14
total relaxation.
B: Thank you.
Not e s :
1 . It seems that people are becoming more and more mobile, and they want to
explore the entertainment in the outside world. 看上去人们越来越爱活动了, 他
们想去外面的世界寻找娱乐。
2 . But have you got any idea where you would like to go this summer, Mr.
White? 怀特先生你打算今年夏天去哪儿休假?
3 . Hangzhou is certainly a great attraction. 杭州当然是一个风景宜人的地
方。attraction 吸引力, 有吸引力的地方
4 . in all honesty 诚实地, 实在地
5 . The beaches are lovely and the weather is really pleasant. 海滩阳光明媚
风和日丽。
6 . I may get bored. 我可能会觉得乏味的。
7 . You can make a day tour to Penglai where the Eight immortals were said to
have stayed and launched the trip across the sea. 你可以到蓬莱游玩一天, 那里
是传说中八仙过海的地方。
8 . If you are lucky enough, you may be able to see a mirage from Penglai
Pavilion. 如果你运气好的话, 能从蓬莱阁上看到海市蜃楼。
9 . Sounds fantastic! 太神奇了!
10. It is a non-stop train for tourists. 是旅游直通车。
11. I ve arranged for someone to pick you up, and then he will get you to the
hotel. 我已经安排人去车站接你, 然后直接送你去饭店。
12. I ve also made a reservation at a travel agency so that you can have a
guide during the sightseeing. 我已经与旅行社联系好了, 在游览期间有导游陪
你。
13. pile up 堆积
14. Hope you can have two weeks of total relaxation. 希望你能在这两个星
期里得到彻底的休息。
4. Organizing a Roster 安排值班
A: Excuse me, Miss Zhang. I have something to discuss with you.

1
B: I m in a bit of a hurry, Rose. Can you wait for a minute?
A: I would really appreciate it if we could talk for a few minutes now. It s
2
about the overtime you ve asked me to put in.
B: All right. Why don t you have a seat? What s the problem?
A: I really can t work overtime. Because my father has been ill recently, I
must take care of him.
B: I m sorry to hear that. Take good care of your father. I ll find another one
3
to go on duty.
A: Hi, Miss Green, what are you busy doing?

B: I ve been asked to draw up the holiday roster this year and, as far as
4
possible, I d like to please everybody. What about you? Where are you going for
your holiday this year?
A: I m thinking of going to my brother s. He lives by the sea.
5
B: How nice! Then, give me a couple of dates. I can t promise anything,
but I ll do my best.
A: Let me see. I d like to spend my three-week holidays either in May or
6
October so that I can get a cheap holiday.
B: I wish everybody was like you. But lots of people want to go away in July
or August.
A: Why can t we go when we want?
B: You know, someone has to keep the firm going and there must be always
7
be someone on duty who is capable of standing in for the person who is away. For
example, you should not be away at the same time as Mary because you are the
only one who knows how to do Mr. Wilson s work.
8
A: I suppose it helps if we re all trained to do more than one job.
B: Of course, it does.
9
A: Will I clash with Mary if I go off at the beginning of July?
10
B: You probably will. You d better give me two alternatives just in case.
A: Can you put me down for either the end of August or the beginning of
October?
B: OK.
Not e s :
1 . I m in a bit of a hurry. 我这会儿正忙。
2 . I would really appreciate it if we could talk for a few minutes now. It s
about the overtime you ve asked me to put in. 我很想现在就和你谈谈, 只要几
分钟。是关于您让我加班的事。
3 . I ll find another one to go on duty. 我另外找人值班。
4 . I ve been asked to draw up the holiday roster this year and, as far as
possible, I d like to please everybody. ( 上司) 要求我安排出今年的休假日程
表, 并且要求尽可能让每一个人都满意。holiday roster 休假日程表
5 . Then, give me a couple of dates. 那么告诉我一下你的休假日期吧。
6 . I d like to spend my three-week holidays either in May or October so that I
can get a cheap holiday. 我想在五月或十月份度过这三周假期, 这样可以少花
钱。either. . . or. . . 或者……或者……; a cheap holiday 花钱不多的假期
7 . Someone has to keep the firm going and there must be always be someone
on duty who is capable of standing in for the person who is away. 公司需要继续
运作, 就必须要有人顶替休假者的工作。
8 . I suppose it helps if we re all trained to do more than one job. 我想如果
我们都学会做不止一项工作, 事情就好办多了。
9 . Will I clash with Mary if I go off at the beginning of July? 如果我七月初
离开, 会和玛丽发生冲突吗?
10. You d better give me two alternatives just in case. 你最好给我两个选择
时间的余地, 以防万一。in case 万一, 以防
5. An Emergency in the Office 办公室紧急情况
( A: Miss Green; B: Mr. Johnson; C: Miss Mary)

A: Good morning, Mr. Johnson. We ve got a bit of a crisis in Mr. Parker s

1
office, and I was wondering if you could help us.
2
B: I certainly will if I can. What s up?
3
A: Mr. Parker is due back from Beijing this morning, and his secretary has
4
just telephoned to say that she s ill. She thinks she s got flu.
B: I m sorry to hear that.
A: Mr. Parker will need someone to help him. The other two girls in the
Sales Office can t do shorthand, so could you possibly spare a girl from your
5
department?
6
B: Oh dear! Well, I suppose I could let him have Mary.
A: What s her shorthand like?
B: Reasonable. She sets her letters out well, although I wouldn t say she was
7
the world s fastest worker.
8
A: Oh, I expect she ll manage. Thanks for your help.
( In the Mr. Parker s Office)
9
A: Here s today s post, Mary.
C: Thank you.
10
A: It was sorted and stamped with today s date, as you know, in the
General Office. In this“ in”tray are all the letters and memos which have come in
while Mr. Parker has been away. You ll see that Sally has written a note with each
one to show whether she has taken any action or not. By the way, Sally keeps all
the stationery in this drawer here, letterheads, envelopes, flimsy and so on. Mr.
Parker will probably be in any minute now. If you need help you can come into my
11
office down the corridor. Do you think you ll be able to manage?
C: OK, I think it ll be fun to have a change.
A: Yes, well, you ll be very busy. The work here is rather different from the
work in the General Office, you know. I must leave you now.
C: Thank you, Miss Green.
( A: Miss Mary; B: Mr. John; C: Mr. Baker, the Security officer )

12
A: John, are you sure you haven t seen the missing file? I could have
brought it into this office with some other files. Please have a look everywhere. It s
13
marked“ confidential”and it has a limited circulation.
B: Oh, Mary. Do go away. I ve got much worse troubles than a lost file.
14
A: But it s serious. The file s got all the details of the new desk range. Mr.
Parker says if anyone copied our designs, it could put the work on the new desks
back at least a year! And we re supposed to be launching them at the International
15
Office Equipment Exhibition.
16
B: Mary, please, something much worse has just happened.
A: Why, what s the matter?
17
B: I ve got the Security Officer coming up in a minute. It s just a matter of a
loss of ＄400 in cash.
A: Oh, no! When did that happen, and how?
B: Somebody came in this morning, bought four hundred dollars worth of
office furniture and paid in cash.
18
A: How odd. Don t most people pay by check?
B: Yes, usually, well, there was no one in the Accounts Department, so I
19
went to get the key of the safe. When I got back. . . the money had gone.
A: How terrible, John. Is it your responsibility? Will they expect you to
20
replace the money?
21
B: Well, I haven t got ＄40, let alone ＄400. . . Oh, here s the Security
Officer now. Good morning, Mr. Baker.
C: Good morning, Miss Mary. This is a very unfortunate affair. Now, John,
I ll have to ask you some questions about the money that s missing.
B: Oh, Mr. Baker, before you start, I m afraid I have to report the loss of an
22
important file. It s a very serious matter.
Not e s :
1 . We ve got a bit of a crisis in Mr. Parker s office. 帕克先生的办公室人手
有点紧张。
2 . What s up? ( 口语) 怎么啦? 或出什么事了?
3 . due 预期的
4 . flu = influenza 流感
5 . Could you possibly spare a girl from your department? 你能从你们部抽调
一个女秘书过来吗? spare 意为“ 匀出, 分出”
6 . I suppose I could let him have Mary. 我想可以让玛丽去。

7 . Reasonable. She sets her letters out well, although I wouldn t say she was
the world s fastest worker. 还可以, 我虽然不能说她是一把好手, 但信函打得
挺漂亮的。reasonable ( 口语) 还可以, 说得过去
8 . I expect she ll manage. 我希望她能胜任。
9 . Here s today s post. 这是今天来的邮件。
10. It was sorted and stamped with today s date. 对此进行了分类并盖有今
天的日期戳记。
11. Do you think you ll be able to manage? 你看能忙得过来吗?
12. Are you sure you haven t seen the missing file? 你肯定没有见到那份失
踪的卷宗吗?
13. It s marked“ confidential”and it has a limited circulation. 这是一份标
有“ 机密”并且只限少数人参阅的卷宗。
14. The file s got all the details of the new desk range. 这封卷宗涉及到新
办公桌系列的所有细节情况。range 范围, 系列
15. And we re supposed to be launching them at the International Office
Equipment Exhibition. 我们本来打算在国际办公设备展览会上投放这批设计。
to launch ( a product) 把( 产品) 投放市场
16. Something much worse has just happened. 还有比这更糟糕的事情发生
了。
17. Security Officer 保安人员
18. Don t most people pay by check? 大多数人不是用支票支付吗?
19. safe ( 名词) 保险柜
20. Will they expect you to replace the money? 他们会不会要你赔这笔钱?
21. let alone 且不说; 至于……更不必说
22. I m afraid I have to report the loss of an important file. 恐怕我得去汇报
丢失重要文件这件事了。
6. Dealing with Emergency Cases 处理紧急事件
( A: Miss Liu; B: Mr. Hubert; C: one of Miss Liu s colleagues)

A: Mr. Hubert, I m very sorry that you are ill.
B: I m sorry to bother you.

A: No bother at all. This is my job. And we are good friends.
C: We are worrying about you. How do you feel?
1
B: It just feels difficult to breathe and I have been suffering from it for
several hours.
A: I m sorry to hear it. What s the matter?
2
B: The hotel doctor said I m just allergic to the seafood, and I ve already had
the medicine.
A: We suggest that you go to the hospital. The No. 1 People s Hospital is not
far from here. It s the best of its kind.
3
B: I really don t want to put you to trouble.
A: No trouble at all. Let s go at once.
( A: Miss Liu; B: Mr. Hubert; C: the doctor)

A: Good morning, doctor.
C: Good morning. Sit down please. Now what can I do for you?
4
A: Mr. Hubert complains of difficult breathing.
C: When did he begin to feel like this?
B: About one o clock in the morning.
C: ( To Mr. Hubert) Did you suffer from the same problem before?
B: No, never.
C: Do you have a headache or a stomachache?
B: No.
C: May I take your blood pressure?
B: Yes, of course.
C: Now, please open your mouth and say“ Aaah”.
B: Aaah.
5
C: It s all right. I must have you X-rayed and check your heart.
( After checking)
B: Any problem with my heart?
6
C: No, no problem with your heart, nor with your lung and trachea. It s just
an allergy. Did you eat any seafood?
B: Yes, but I had it before, nothing happened.

C: Some allergies happen occasionally, when you are tired and nervous.
7
Don t worry. It s not a serious problem. Just have some intravenous drips and a
good sleep, then, you ll be quite all right.
B: Thank you, doctor.
Not e s :
1 . suffer from 经受, 遭受( 痛苦)
2 . I m just allergic to the seafood. 我只是吃海产品过敏。
3 . I really don t want to put you to trouble. 我实在不愿给你添麻烦。put sb
to trouble 使某人陷入麻烦
4 . Mr. Hubert complains of difficult breathing. 赫平先生说他呼吸困难。
5 . I must have you X-rayed and check your heart. 我必须给你拍 X 光片并
检查心脏。
6 . trachea 气管
7 . intravenous drips 静脉注射, 打点滴
7. Going about Financial Matters 办理银行业务
A: Good afternoon, Madam. Can I help you?

1
B: Yes, please. Can I open a fixed deposit account in H. K. dollars?
A: Certainly, Madam.
2
B: What s the interest rate for fixed deposit account in H. K. dollars?
A: The annual interest rate for fixed deposit account in H. K. dollars is 0.
4% .
B: I see. I d like to open a fixed deposit account in H. K. dollars.
A: Very well. Would you please fill in this form?
B: Certainly. . . Here you are.
3
A: Here s the certificate of deposit.
B: Thank you.
A: Good afternoon, Madam. What can I do for you?

4
B: Good afternoon. I need to remit 2000 dollars to New York.
A: Very well.
B: But what I have here is RMB. I want to change it into 2000 dollars and
then send it to New York.
5
A: According to the exchange control regulations, Madam. I m afraid you
6
have to get the approval from the Bank of China.
7
B: Yes, I have got the license from the Bank of China. Here you are.
8
A: That s right. May I ask the name of the remittee s bank?
B: Certainly. It s the American Construction Bank.
9
A: All right. Please fill out this remittance slip and sign your name here.
10
One more thing, please write the amount both in words and figures.
11
B: How much do you charge for a cable remittance to New York?
A: The cable charge is 58 dollars, and we would also charge you on an extra
12
service commission.
13
B: How much does it cost if I remit the money by air mail?
14
A: In the case of air mail, we charge you 22 dollars.
B: Thank you very much for your information. I d like to remit the money by
cable.
Not e s :
1 . Can I open a fixed deposit account in H. K. dollars? 我可以开一个港币
定期存款账户吗?
2 . What s the interest rate for fixed deposit account in H. K. dollars? 港元定
期存款利率是多少?
3 . Here s the certificate of deposit. 这是存款单。
4 . I need to remit 2000 dollars to New York. 我要往纽约汇 2000 美元。
5 . the exchange control regulations 外汇管理条例; exchange rate 汇率
6 . I m afraid you have to get the approval from the Bank of China. 恐怕你得
先取得中国银行的同意。
7 . I have got the license from the Bank of China. 我已经得到了中国银行的
批准。license 许可证
8 . remittee 收款人, remitter 汇款人后缀-ee 表示接受方, 如 employee 雇
员, trainee 受训者
9 . Please fill out this remittance slip and sign your name here. 请填写这张
汇款单, 并在这儿签名。
10. Please write the amount both in words and figures. 请用文字和数字两
种方式填写金额。
11. How much do you charge for a cable remittance to New York? 电汇到纽
约你们收多少费用? charge for 收费
12. We would also charge you on an extra service commission. 我们还要收
取额外手续费。commission 手续费; 佣金
13. How much does it cost if I remit the money by air mail? 如果我用航空
邮寄需要花多少钱?
14. in the case of 在……情况下
8. Control of Petty Cash 小额财务管理
( A: Sandra, the junior secretary; B: Karen, the senior secretary)

A: I wonder whether you are getting bored dealing with such petty cash
1
transaction, say, a trifle of a few pence.
B: Not at all, you see, Sandra, as a secretary, he or she is expected to keep
2
the office cash transaction recorded in an efficient and accurate manner. So every
item of expenditure must be proved by a petty cash voucher, otherwise the auditor
3
will want to know the reason.
4
A: By the way, what are the chief purposes of keeping a petty cash account,
Mrs. Karen?
5
B: A petty account is used for recording small items of business expenditure,
or the private expenses of the executives. An agreed sum of money is allocated to
the secretary, who is responsible for daily petty cash payments.
6
A: I happened to hear of the“ imprest system” , what s that about?
B: It s the method of keeping the petty cash. At the end of the month or other
period of time, the amount spent is refunded, the money refunded restores the
allocation to the original amount. The original amount is known as the“ imprest
system”.
A: Is it necessary for a secretary to keep a receipt while he or she holds a
7
voucher?
B: Of course, whenever cash is paid out, a voucher or receipt should be
obtained, which means that at all times the total of the cash plus the current
month s vouchers should equal the amount of the imprest. The vouchers should be
8
numbered consecutively, and where there is a receipt you attach it.
9
A: How can I record the daily petty cash transactions properly?
B: Well, the following procedure, I think, may be helpful to recording petty
cash dealings. Firstly, when cash is paid from the cashier to the petty cashier, you
enter the amount in the credit column and at the same time, enter the amount in
10
the debit column; secondly, you credit petty cash amount; thirdly, at the end of
the period, debit ledger accounts with the total of the petty cash account columns;
the last one, when a trial balance is taken out, the petty cash balance must be
11
debited.
A: That sounds a bit complicated. Anyhow, I m sure I ll get used to that
procedure. Well then, how do you know when to give and when to refuse a request
for petty cash?
B: Obviously, you must use your judgment. If Tommy, the office boy, came
and asked me for a fiver to buy coffee for the office, I d be a fool to give it to him.
On the other hand, you must trust people to a certain extent, and anyway, there
12
are always the old petty cash pages to refer to as examples.
A: What happens if money is missing?
B: Then you re in trouble, my girl. If money is missing, you ll have to dip
13
into your pocket to make good the balance, with a float as large as this, I advise
you to be a qualified treasurer for your money.
14 15
A: Apart from being careful when handing out the cash, what else should I
do?
B: Well, you should check the money at the end of each day and balance the
books.
A: Anything else?
16
B: Yes, so I never leave the money lying about unlocked. I always lock the
petty cash box, and carry the key around with me. At night I leave the box in the
17
safe, and I also keep the duplicate key there.
18
A: I shall have to be very careful when I balance the books!
Not e s :
1 . I wonder whether you are getting bored dealing with such petty cash
transaction, say. 我想你对处理这样的零用现金交易不烦吗?
2 . As a secretary, he or she is expected to keep the office cash transaction
recorded in an efficient and accurate manner. 作为一名秘书, 他或她须按要求
以高效、准确的方式对办公室的现金交易做好记录。
3 . So every item of expenditure must be proved by a petty cash voucher,
otherwise the auditor will want to know the reason. 因此每一笔开销都应该有一
张零用现金发票, 否则审计员就要追究其原因。
4 . what are the chief purposes of keeping a petty cash account? 登记零用现
金账目的主要目的是什么?
5 . A petty account is used for recording small items of business expenditure.
零用现金账目是用来记录小额的业务费用开支的。
6 . imprest system 预付制
7 . Is it necessary for a secretary to keep a receipt while he or she holds a
voucher? 对于秘书来说, 当手里持有收据时, 还有没有必要保存凭据呢?
8 . The vouchers should be numbered consecutively, and where there is a
receipt you attach it. 凭据应该连续编号, 凡是凭据有收据的, 则要附上收据。
9 . How can I record the daily petty cash transactions properly? 我怎样才能
合理地记录每天的小额现金支付账目呢?
10. When cash is paid from the cashier to the petty cashier, you enter the
amount in the credit column and at the same time, enter the amount in the debit
column. 当出纳员将现金支付给小额现金出纳员时, 他就将这笔金额登入贷
方, 与此同时, 也将此笔金额登入借方一栏。
11. At the end of the period, debit ledger accounts with the total of the petty
cash account columns; the last one, when a trial balance is taken out, the petty
cash balance must be debited. 在这段时间结束时, 将小额现金账栏目的总额
记入分类账目的借方; 最后, 在会计试算表被取出时, 小额现金的节余金额
必须被记入借方。
12. On the other hand, you must trust people to a certain extent, and
anyway, there are always the old petty cash pages to refer to as examples. 另一方
面, 在一定程度上, 必须信任别人; 并且, 无论如何, 总还是有旧的小额现金
账页可作为实例而加以查询的。
13. If money is missing, you ll have to dip into your pocket to make good the
balance. 如果现金出现了短缺, 那你得掏自己的腰包来补上所缺的差额。to
dip into one s pocket / purse = to provide money 掏钱
14. apart from 除……之外
15. hand out 交给
16. I never leave the money lying about unlocked. 我从不将现金乱放, 而
是把它锁起来。
17. in the safe 在保险柜里
18. I shall have to be very careful when I balance the books! 结算账时, 我
得十分细心。
9. Buying Office Equipment 购买办公设备
A: Office supply. Good morning. Can I help you?

1
B: Yes. I d like to order 3 filing cabinets.
2
A: OK. Have you got any particular measurements in mind?
B: Yes, it shouldn t be wider than 50 centimeters.
3
A: Right. Well, I think we can meet your requirements. We have a kind of
4
filing cabinet with two drawers. It s only 46. 5 centimeters wide and 69. 8
centimeters high.
5
A: What color do you like? Light gray, pale blue or pink?
B: Pale blue.
A: Is there anything else you want to order?
6
B: Yes, I also need some stationery.
A: What exactly?
B: A4 envelopes, postage stamps, drawing pins, adhesive tapes, highlighter
7
pens, correcting fluid and paper clips.
B
8
A: We d like to order some office equipment from your catalogue.
9
B: Certainly. Could you give me the details, Mr. Johnson?
A: We need a large desk and a filing cabinet.
10
B: Have you got the reference number please?
11
A: Yes, the desk is model SR 39.
B: Model SR 39. What color would you like?
A: Black. We d like a four-drawer filing cabinet. . . in gray.
B: Anything else?
12
A: No, that s all. When can you deliver? We need the furniture as soon as
possible.
B: How about tomorrow?
A: That s fine.
13
B: And we ll send you an invoice.
A: May I help you, Miss?

B: Yes, my name is Hu Yulan from ABC International Co. Robert Lin
14
referred me to you.
A: Yes. He told me you would be calling. Glad to meet you, Miss Hu. And
here is my card.
B: Thank you. Glad to meet you too, Mr. Field. I m excited to hear about
your new product.
A: OK. I m sure you will love what this new automated answering system can
15
do for your business.
B: Yes. I ve heard a lot about it.
16
A: Watch our computer demonstration, please. You ll be convinced that our
17
product is superior.
( After the demonstration )
B: Yes. I would have to agree with you. It seems to offer more options than
18
the others. But new products sometimes have a few problems. How about yours?
19
A: Our systems are 100% trouble-free.
B: How do you ensure the quality?
A: All of our new products go through a 1 ～3 year testing period.
B: Are your prices negotiable?
20
A: Yes, our prices are negotiable, but our quality is not
21
B: What happens if I am not satisfied with my purchases?
22
A: Your satisfaction is guaranteed, or we refund your money.
B: I see. But I have to discuss it with my boss before I make a decision.
23
A: OK. I hope you will be in touch with me shortly.
Not e s :
1 . I d like to order 3 filing cabinets. 我想订购 3 个文件柜。
2 . Have you got any particular measurements in mind? 你想好一些具体的尺
寸了吗?
3 . I think we can meet your requirements. 我想我们可以满足您的要求。
4 . We have a kind of filing cabinet with two drawers. 我们有一种两抽屉的
文件柜。
5 . Light gray, pale blue or pink? ( 是要) 浅灰色、淡蓝色还是粉色?
6 . stationery 文具
7 . A4 envelopes, postage stamps, drawing pins, adhesive tapes, highlighter
pens, correcting fluid and paper clips. A4 的信封、邮票、图钉、粘胶带、荧光
笔、涂改液和文件夹。
8 . We d like to order some office equipment from your catalogue. 我们想从
你的目录中订购一些办公设备。
9 . details 细节
10. reference number 参考号
11. The desk is model SR 39. 桌子是 SR 39 型号。
12. When can you deliver? 你什么时候可以送货?
13. And we ll send you an invoice. 我们会送给你发票。
14. Robert Lin referred me to you. 罗伯特・林让我来找你。
15. I m sure you will love what this new automated answering system can do
for your business. 我相信这一套最新自动答录系统会给贵公司的业务带来很
多好处。
16. Watch our computer demonstration, please. 请看看电脑演示。
17. You ll be convinced that our product is superior. 你一定会相信我们的
产品比别家的好。
18. It seems to offer more options than the others. 看起来你们产品的功能
比别家的多。
19. trouble-free 零故障 / 无故障
20. Our prices are negotiable, but our quality is not. 我们的价格可以谈,
但我们产品的质量是没说的。
21. What happens if I am not satisfied with my purchases? 假如买了后不满
意怎么办?
22. Your satisfaction is guaranteed, or we refund your money. 我们保证用
户满意, 不然我们就退款。
23. I hope you will be in touch with me shortly. 我希望你们不久就和我们
联系。
10. Organizing a News Conference for New Products 组织新产品新闻发布会
( A: Mr. Hart, the manager; B: Miss Janet; C: reporters)

A: Janet, I need you to arrange a news conference for tomorrow at 2: 30
1
p. m. to introduce our latest product.
B: OK. Mr. Hart. I ll call my contacts at the papers, magazines, radio and
2
TV stations and inform them of the conference.
A: Very well, be sure to give them enough information to make them curious.
3
But do not disclose the specifics of the project.
4
B: Of course, we want to leave some room for speculation.
A: Yes, our new product has been kept secret for a long period of time.
B: OK, Mr. Hart, those product samples are ready to make their media
5
debut.
6
A: Great, is the stage set up like I asked?
7
B: Yes, and the seating arrangement is in order.
A: I think we are ready.
A: Ladies and Gentlemen, first of all, I just want to thank you for coming
today. We have an exciting new product to tell you about. . . ( the voice for
introducing the product)
8
C: Mr. Hart s doing a great job of giving the media plenty of information.
9
A: Now that I ve told you all about our exciting new project, I ll open the
10
floor to answer any questions you might have.
C: Mr. Hart, what makes your new product stand out above the other
11
products in its market?
A: I m glad you asked that. For one thing, our product was developed by the
nation s leading scientists and has been tested for more than two years.
C: Mr. Hart, I was told that one of your customers got a strange illness after
using your product. Is that true?
12
A: Absolutely not. That is a vicious rumor and I will not answer that
question. It is not relevant.
C: Mr. Hart, I have some more questions for you.
A: Ms. Jones, I am afraid I can only answer one more question. Go ahead.
* * * *
A: Well, Ladies and Gentlemen, that s about all the time I have to answer
13
questions right now. But again, I want to thank you all for your time and
interest.
C: Mr. Hart, can I ask one more question?
A: I really appreciate your interest. But I think time won t allow any more
14
questions. Why don t you put it in writing? I will call you and answer it over the
phone. Thank you all very much.
Not e s :
1 . I need you to arrange a news conference for tomorrow at 2: 30 p. m. to
introduce our latest product.
请你在明天下午 2 点 30 分安排一个记者招待会, 介绍我们的最新产品。
I need you to. . . = I want you to. . . 我要你去做……, need 有时暗示需要帮忙
的意思。例: I need you to mail this letter for me. 我要你帮我把这封信寄出去。
2 . I ll call my contacts at the papers, magazines, radio and TV stations and
inform them of the conference. 我会给报纸、杂志、电台和电视台的联络人打
电话, 通知他们这个招待会的消息。
3 . But do not disclose the specifics of the project. 不要给他们透露项目的
细节。
4 . We want to leave some room for speculation. 我们要保留猜测的余地。

5 . debut 初次登场
6 . Is the stage set up like I asked? 展台按我的要求摆好了吗?
7 . in order 就绪
8 . plenty of 大量, 许多
9 . now that 既然
10. I ll open the floor to answer any questions you might have. 欢迎大家提
问, 我来解答。open the floor = open the floor for questions 欢迎提问
11. What makes your new product stand out above the other products in its
market? 是什么使你们的新产品在市场上优于其他产品?
12. vicious rumor 恶毒的谣言
13. That s about all the time I have to answer questions right now. 现在我也
只有这些时间来回答问题。
14. Why don t you put it in writing? 你为何不把问题用书面形式写下来?
Situation Practice
Practice 1
class.
Student A is going to book a ticket to London for Nov. 25, and student B acts
as a clerk working in the airline ticket booking office. The conversation should
include such information as which flight A wants, when the plane takes off, how
long it takes, whether it is a direct flight and how much the fare is.
Practice 2
Role play in pairs. Suppose one of you is a manager, the other is a secretary.
There is an urgent meeting for the manager to attend. The manager asks the
secretary to do the following things:
A. type the letter to Mr. Jackson
1
B. transcribe the letter on the Dictaphone
C. photocopy some materials
D. calculate the figures on the list
E . post these letters
F. send these materials to the reproduction department
Not e s :
1 . Dictaphone—machine that records speech, esp. dictated letters, and
plays it back so that a secretary can type it out ( 录下口授信函等然后播放以供
秘书打出的) 录音机, 口授录音机
Practice 3
Work with your partner. Supposed both of you are secretaries. One of you is
new in the company, the other has been working in the company for a long time.
The new secretary asks the following questions and the other secretary gives the
answer based on the following cues.
A. What are the main purposes of keeping a petty cash account?
B. What is the‘ imprest system’?
C. How many steps should be followed in recording petty cash dealing? What
are they?
D. How can an accountant or a secretary keep cash properly?
Pa rt Ⅳ
Co r p o ra te En glish
公司英语
Unit 1 About a Company 公司情况 20 3
Un it 1 Ab o u t a Co m p a n y
公司情况
A company or corpora tion is a group of people combined together for business,

tra de or commercial purposes. There a re staff and departments in a company, and
some large ones ha ve subsidiaries. As a company it has its own orga nization,
personnel policies, financial affa irs and strategy etc.
1. Introducing a Company 公司介绍
A: Where is your company?

1
B: It s located near the railway station on Wu Yi Road.
A: What kind of company is it?
B: It s a trading company.
2
A: Does most of your business deal in exports?
B: Yes, most of our business is in trade with America.
A: How about Japan and Europe?
3
B: Well, at the moment, not much. But with a view to future trade, we
have branch offices in New York and Chicago. We re planning to open a new office
in Hong Kong, too.
A: Is your main office in Changsha?
4
B: Yes, it was founded in 1985 . I belong to the Export Department and I
meet foreign customers; I show them our new products and discuss trade terms with
them. I sometimes entertain our customers.
A: Could you tell me about your company?

5
B: Yeah, certainly. Samsung is the largest company in South Korea. The
6
head office is in Seoul. It produces almost everything from excavators to X-ray
7
machines and has annual sales of around ＄35 billion.
8
A: Samsung has many overseas subsidiaries, hasn t it?
B: Yes, it has over 100 agencies and factories worldwide. Since 1989, five
branch offices have opened in China and one joint-venture was established in
9
Tianjin.
A: How is the business?
10
B: We re doing very well, despite the recession. In fact, last year our
profits were up.
11
A: In your view, what is your company s main strength?
12
B: I guess it is the high quality products with competitive prices.
A: Please take a seat, Mr. James. Let me give you an outline of the company
and its operations. When we visit our head office in Huangpu tomorrow, we will
discuss the details. Does that sound OK?
13
A: Good. Well, as you can see from this brochure, ABC Manufacturing was
14
established in 1990 in Huangpu. We are a medium-size state-owned enterprise.
15
We produce automobile parts. Our main products are suspension parts. Our
biggest customer is Tristar, which purchases around 55% of our total products.
Total sales last year were around ￥400 million.
B: I see. How many plants does ABC have?
A: As you can see from the map on Page 5 of the brochure, we have three
16 17
plants, two in Foshan and one in Huangpu Economic and Development Zone.
Our head office is located in our main plant in Huangpu.
B: Mmm. . . how many employees work in the head office?
A: In the head office there are about 120 employees. The total number of
employees is around 2800. You can find the details on Page 16 of this brochure.
B: I see. OK, what percentage of ABC products is exported at present?
A: Last year ABC exported less than 5% of its total products, but we hope to
increase exports in the future. We are especially interested in exporting to the US,
with your help.
Not e s :
1 . It s located near the railway station on Wu Yi Road. 公司位于火车站附
近的五一路上。be located in / at /near. . . 位于……位置
2 . deal in 经营
3 . with a view to 着眼于; 以……为目的; 考虑到
4 . the Export Department 出口部
5 . South Korea 南朝鲜, 韩国
6 . Seoul 首尔
7 . It produces almost everything from excavators to X-ray machines and has
annual sales of around ＄35 billion. 生产从挖掘机到 X 光机几乎所有的东西,
年销售额 350 亿美元。
8 . subsidiary 分公司; 子公司
9 . Since 1989 , five branch offices have opened in China and one joint-
venture was established in Tianjin. 自 1989 年以来, 在中国已开设了 5 个办事
处并在天津建立了合资公司。
10. We re doing very well, despite the recession. 尽管商业不景气, 但我们
经营得也很好。
11. What is your company s main strength? 贵公司的主要优势是什么?
12. competitive prices 有竞争力的价格
13. ABC Manufacturing ABC 制造公司
14. We are a medium-size state-owned enterprise. 我们公司是中型国有企
业。
15. suspension parts 悬挂( 装置) 零件
16. Foshan 佛山
17. Huangpu Economic and Development Zone 黄埔经济开发区
2. Company s Organization 公司机构
A: What s the difference between company s organization in the United States

and that in Japan?
B: The biggest difference is the number of divisions the Japanese have, I
think. And that s a result of the Japanese having many different lines of
1
business.
2
A: Yes, I see. But if it s a very large conglomerate in the United States,
there should be many divisions.
B: Right, but the majority of American companies would not have so many
divisions. That might be a superficial difference. Actually within each division the
Japanese organization is quite similar to that of the United States.
A: What do you mean by“ similar”?
B: It s about the department and section separations. That is, each
department within the division is headed by a department manager, and sub-
3
separations within the department are usually called sections.
A: Then what is the section head called?
B: Sometimes they just use section head, but usually they prefer section
manager. But like many other companies in the United States or many other
4
countries, the allocation of responsibility follows along the same lines. Basically,
it s from the section manager to the department manager and then to the division
5
manager.
6
A: So it s the general manager at the top supervising everything?
B: You can say that, but most of the division managers in Japanese
companies are regarded as part of the top management team, or the management
7
committee.
A: That may be another difference between companies in the two countries.
B: Yes, I think so.
B
8
A: First of all, on behalf of the personnel team, I d like to welcome you to
Haier.
B: Thank you very much.
A: In this meeting I m going to explain the structure of the department. If you
9
have any questions, please feel free to interrupt as we go along.
B: Right. Fine.
A: As you know, I head the department. I act as spokesperson for the
department in all our senior management discussions, as well as in policy-making
10
meetings. I m also responsible for coordinating the work of the personnel team.
So, in brief, representing the Personnel Department and coordinating its activities
11
are my two functions.
B: Is there any manager reporting to you?
A: Yes, four managers. Firstly, there s our Recruitment and Selection
Manager, who is responsible for maintaining contact within the company in order to
look for manpower according to our needs. Next we have the Compensation and
Benefits Manager. He handles the company s employee benefits program, primarily
12
health insurance and pension plans. Then we have the Training and Development
13
Manager, who s in charge of skill training and management development.
Training and development are both very important here at Haier. Part of our policy
here has been to offer opportunities for personal development. And finally, there s
our Employee Relations Manager. He deals with the relationship between
management and employees and advises us on all aspects of union-management
14
relations. Is that clear?
B: Yes, that s all very clear. Oh, just one question I wanted to ask: you
mentioned union-management relations.
A: Yes.
15
B: Which unions are active here?
A: Good question. I ll come back to that after we ve looked at this. . .
Not e s :
1 . And that s a result of the Japanese having many different lines of business.
那是日本众多不同经营行业的结果。
2 . conglomerate 联合大企业
3 . Each department within the division is headed by a department manager,
and sub-separations within the department are usually called sections. 分公司的每
一个部门由一位部门经理领导, 部门的下属单位叫做科室。
4 . The allocation of responsibility follows along the same lines. 责任的分配
遵循着同样的顺序。
5 . Basically, it s from the section manager to the department manager and
then to the division manager. 基本上, ( 责任的分配) 是从科室经理到部门经
理, 然后到分公司经理。
6 . general manager 总经理

7 . Most of the division managers in Japanese companies are regarded as part
of the top management team, or the management committee. 日本公司的大多数
分公司经理被认为是高层管理队伍或管理委员会的成员。
8 . on behalf of. . . 代表……
9 . If you have any questions, please feel free to interrupt as we go along. 你
如果有什么问题, 请及时打断, 不要客气。
10. I act as spokesperson for the department in all our senior management
discussions, as well as in policy-making meetings. 我代表该部门参加公司的高
级管理会议以及政策制定会议。as well as 也; 又
11. So, in brief, representing the Personnel Department and coordinating its
activities are my two functions. 那么, 简单来讲, 代表人事部以及协调部门工
作是我的两项职责。
12. He handles the company s employee benefits program, primarily health
insurance and pension plans. 他负责公司员工的福利安排, 主要是健康保险和
退休金。
13. be in charge of 负责例: I am in charge of the sales department. 我负
责销售部。
14. . . . on all aspects of union-management relations. 工会与管理部门方方
面面的关系
15. Which unions are active here? 工会起什么作用?
3. Company Personnel Policies 公司人事政策
A: Your way of recruitment of employees here is quite different from ours in

1
Japan.
B: But yours sounds rather interesting and maybe we can learn something
from you.
A: The biggest difference is the matter of lifetime employment for all of our
regular employees in Japan. We assure that a new employee will stay with the
2
company for his entire career.
B: What do you mean by your regular employees? All your employees or just
the white-collar employees?

A: Actually, both white-collar and blue-collar. In other words, Japanese
companies and their employees have a certain commitment to each other to stay
together through the employees entire working life.
3
B: You don t lay workers off even in slack times?
A: That rarely happens in a company in Japan. We recruit temporary
4
employees from time to time, but we keep our regular employees in slack times.
B: Then how do you decide who will be the regular employees?
A: The temporary employees will have to apply for it. We have an interview
5
procedure and they will also pass a strict test. Then they can become regular
employees.
A: It s said that there s much paternalism in the employee relationships in

6
Japanese companies, is that right?
B: Many people perhaps have such ideas, but we usually don t consider it
paternalism in Japan. We re interested in creating a happy working environment for
our employees and we hope that the employees see the company as a kind of family
7
and working in the company as a part of their life.
A: What about promotion or transfers? You use the seniority system, don t
8
you?
B: In many respects, yes. The employees are usually promoted or transferred
9
on the basis of seniority and this is consistent with the seniority system in many
areas in Japanese society.
A: Then what about merit? It should be rather important for the employees.
Promotion, wage raises and so on should be mainly based on the performance and
10
merit of the employees.
11
B: Of course merit also plays a part and we often take this into
12
consideration, but in Japan it s not so strong as it is in your country.
A: I think effectiveness is the most important aspect to any personnel system.
B: Yes. But the personnel policies also reflect the customs and traditions of
the society in which they operate.
A: There s much in what you said. To some extent the culture and tradition of
a nation influence the way to manage companies there.
Not e s :
1 . Your way of recruitment of employees here is quite different from ours in
Japan. 你们招收员工的方式与我们日本有很大不同.
2 . The biggest difference is the matter of lifetime employment for all of our
regular employees in Japan. We assure that a new employee will stay with the
company for his entire career. 最大的不同是日本对所有的正式员工实行终生
聘用制。我们担保新员工在公司度过他的全部工作生涯。
3 . You don t lay workers off even in slack times? 在萧条时期, 你们不裁减
员工吗? lay off( 暂时) 解雇; 停止工作
4 . We recruit temporary employees from time to time. 我们不时地招收临时
工。
5 . We have an interview procedure and they will also pass a strict test. 我们
有一个面试程序, 并且他们还要通过严格的考试。
6 . It s said that there s much paternalism in the employee relationships in
Japanese companies, is that right? 据说在日本公司的员工关系中存在着家长
制, 是这样吗?
7 . We hope that the employees see the company as a kind of family and
working in the company as a part of their life. 我们希望员工把公司当成家, 把
工作看成自己生活的一部分。see. . . as. . . 把……看作是……
8 . What about promotion or transfers? You use the seniority system, don t
you? 关于升迁和调任呢? 你们是根据资历来的吗?
9 . be consistent with the seniority system 与论资排辈的体制是一致的
10. Promotion, wage raises and so on should be mainly based on the
performance and merit of the employees. 升职、增加工资等应主要根据职员的
工作表现和成绩。
11. play a part 有关系; 有影响
12. take sth. into consideration 把……考虑进去
4. Company Strategy 公司谋略

A: Miss Wang, you are the Human Resources Manager of our company. Let s
1
make a decision about the appointment of a new marketing manager. So, where do
2
we stand on this appointment?
3
B: If we go for the obvious choice—that s Mary Smith—we ll be making a
safe decision. If we go for the other strong candidate—that s George Maxwell—
4
there would be a risk, but perhaps more of an opportunity.
A: I know what you mean. We should look at it from the corporate point of
5
view. I understand what you are saying about George Maxwell—he s a maverick
6
and sometimes organizations need people like him.
B: Yes, you are right.
A: Do you think we need a flexible strategy to meet the changing market

7
conditions?
8
B: Sure. Our main objective must be to gain market share, and to do this we
must reduce prices.
A: But are you sure that our market share will increase if we reduce our
prices?
B: Yes, I think so.
9
C: That s probably true, but if we reduce prices, our margins will be lower
and that will cut profits.
B: In the short term that s right, but we can slowly increase production and
10
with increased production, we ll cut unit costs.
11
C: That s really a long-term prospect. Unit costs can only come down if we
invest in new plants and machinery.
A: I think our company strategy is concerned with at least two things, first,
12
the market, and second, manufacturing. Do we agree that increased market share
is the objective?
C: I can t completely agree. I think we should go for higher profitability. If
13
we can upgrade the product, we ll get better prices and therefore higher profits.
B: Look, the market is already very competitive and getting more so. If we
increase prices, whatever the quality, sales will drop rapidly.

A: Right, let s look at it from the other point of view—manufacturing.
C: Well, if we can reduce cost in manufacturing, that must put us in a strong
14
position to adapt to the market. The only way we can be flexible enough is to sub-
15
contract more of the production.
B: But it ll mean job losses if we do that.
16
C: Yes, but the jobs that remain will be more secure.
Not e s :
1 . Let s make a decision about the appointment of a new marketing manager.
让我们决定任命一位新的营销经理。
2 . Where do we stand on this appointment? 关于这项任命, 我们的意见如
何呢? where sb. stands 表示某人对某事的意见或看法例: We want to know
where you stand on our pay raise. 我们想知道你对给我们加工资是什么看法。
3 . go for 选择
4 . There would be a risk, but perhaps more of an opportunity. 这样会有一
定的风险, 但同时也许更是一个机遇。
5 . We should look at it from the corporate point of view. 我们应该从公司的
角度看这个问题。
6 . He s a maverick and sometimes organizations need people like him. 他是
一个自行其是的人, 有时公司需要他这样的人。
7 . Do you think we need a flexible strategy to meet the changing market
conditions? 你认为我们需要有灵活的策略来应付市场变化的形势吗?
8 . Our main objective must be to gain market share. 我们的主要目的应该
是占有市场份额。
9 . margin 利润幅度
10. unit costs 单位成本
11. That s really a long-term prospect. 这属于长远的规划。
12. I think our company strategy is concerned with at least two things, first,
the market, and second, manufacturing. 我认为我们公司的策略至少涉及两个
方面的问题: 一是市场, 二是生产。
13. If we can upgrade the product, we ll get better prices and therefore higher
profits. 如果能够更新产品, 我们就会获得价格优势, 从而提高利润。
14. If we can reduce cost in manufacturing, that must put us in a strong

position to adapt to the market. 如果我们降低成本, 那肯定会增强我们适应市
场的能力。
15. sub-contract 转包; 分包
16. But the jobs that remain will be more secure. 但留下来的工作就更有保
障了。
5. Financial Affairs 公司财务
A: Concerning financial affairs, all the companies are the same, in the east
and the west.
B: What do you mean by“ the same”?
1
A: I mean the financial officers. They play very important roles in all aspects
2
of management function.
B: That s true. It s because the corporate planning and the establishing of
3
specific budgetary policies and controls can t do without them.
A: Yeah, the financial officers generally have four major responsibilities. All
of them must be carried out on the basis of careful financial analysis.
B: You mean. . . ?
A: I mean the functions of policy planning and implementation. To put it
more specifically, the four responsibilities are organizing, coordinating, executing
4
and measuring. They re integrated into the broad classification of financial
5
management.
B: Are they usually handled by the same department?
A: It depends on the size of the company. In most companies all the four
6
functions fall on the responsibility of the chief financial officer.
B: I think the situation is similar in our company. Financial officers are
responsible for planning and carrying out the financial policies of the company.
B
7 8
A: What s financial accounting, Tom? I came across this term in David s
report.
B: You re still new in this field. So there s a lot for you to learn.
A: Yes. I think so.
B: Financial accounting is about recording the day-to-day income and
expenditures of the company: sales and purchases, wages and salaries, petty cash
and expenses. It also deals with national insurance, credit control and so on.
A: The term credit control is not familiar to me.
9
B: It s a system for making sure that customers won t have too much credit.
A: How?
10
B: We usually supply customers on a net monthly account basis. That is,
they pay each month for the goods supplied the previous month. When they open a
11
new account, we take up reference and set a credit limit.
A: So the credit control system ensures that the monthly limit isn t
12
exceeded?
B: That s it.
13
A: What shall we do if a customer doesn t pay up on the due date?
B: We send him a statement showing the amount that is overdue. If he
14
doesn t pay, we send him a reminder with a red sticker on it. After that, we have
a series of letters.
A: What s in the letters?
B: We might write“ You appear to have overlooked this item. . . ”, “ We
should appreciate early settlement. . . ” or even“ Unless your check is received
within a week we shall have no alternative. . . ”and so on.
A: Then any customer will pay with the letters I think.
B: Yes, but sometimes there s still someone that doesn t.
A: What shall we do then?
B: If it s a small amount we write it off as bad debt. For larger sums we take
15
legal steps to recover the money. It s your department to look after that.
A: Thank you. I am now beginning to understand it.
B: With this term we have management accounting. It s easy to confuse
them. But actually they re two different concepts. Management accounting is
16
concerned with supplying information to management. It s to help plan the
company s objectives and control the budgets, measure the profitability of
products, and several other things.
A: With your explanation of these terms I won t feel confused any longer when
people talk about them.
Not e s :
1 . financial officers 财务主管
2 . They play very important roles in all aspects of management function. 他
们在管理的各个方面起着重要的作用。
3 . It s because the corporate planning and the establishing of specific
budgetary policies and controls can t do without them. 这是因为制定公司计划和
做具体预算时没有他们是不行的。
4 . To put it more specifically, the four responsibilities are organizing,
coordinating, executing and measuring. 具体地说, 这四项职责就是组织、协
调、执行和衡量。
5 . They re integrated into the broad classification of financial management. 那
些都被归入财务管理的大类中去了。
6 . In most companies all the four functions fall on the responsibility of the
chief financial officer. 在大多数公司里, 这四项职能全落在财务主管身上。
7 . financial accounting 财务会计
8 . come across ( 偶尔) 遇到
9 . It s a system for making sure that customers won t have too much credit. 这
是一个保证我们不让客户过多赊账的制度。
10. on a net monthly account basis 在每月账上净额结算的基础上
11. When they open a new account, we take up reference and set a credit
limit. 在客户开立新账户时, 我们要进行咨询, 并且规定信贷限额。
12. So the credit control system ensures that the monthly limit isn t exceeded?
这样信贷控制制度保证每个月的限额不致突破?
13. pay up on the due date 到期支付
14. We send him a reminder with a red sticker on it. 我们寄给他一封贴有
红纸条的催款单。
15. If it s a small amount we write it off as bad debt. For larger sums we take
legal steps to recover the money. 如果数额较小, 我们就作为坏账将其注销。
如果款项比较大, 我们采取法律手段追回货款。
16. Management accounting is concerned with supplying information to
management. 管理会计涉及到向管理层提供信息。
6. Company Bonus 公司奖金
A: How I envy you, Tim. Your company has very generous fringe benefit
1
policies.
B: That s true. But many companies have that, not only ours.
A: We don t. What specific policies do you have?
B: We have health insurance, accident insurance, endowment insurance,
2
transportation allowances, lunch allowances and subsidized housing.
A: By subsidized housing, do you mean that the company will assist the
employees in purchasing a house?
B: Yes. But in our company housing allowances take the form of dormitory
3
facilities for single employees and apartment facilities for married employees.
4
Rental fees for such housing are much below the market prices.
5
A: But the main fringe benefit is the bonus, isn t it?
B: You can see it that way, but nowadays many people consider it as a form
of salary. Of course, bonus has to depend on the company s performance, but
some companies have made bonuses rather rigid in amounts and terms. So many
6
people say that bonus is a salary extension.
A: What about the bonus in your company?
7
B: We always get a quite handsome bonus every month.
A: It all sounds so attractive. I ll move to your company.
A: You re looking so excited, Tim. Just because of the bonus day?

B: Of course, you too.
A: What s your bonus like?
8
B: I ve got the equivalent of six months salary.
A: Six months salary? You re not kidding, are you? That s incredible! I ve
only got three months salary.
B: I work harder than you and I also spend more money than you.
A: That s amazing you ve got so much bonus!

B: You d also be amazed at how little is left after the credit companies have
deducted their share from my account. You re lucky that you re still able to make
your payments. I missed a credit payment last month. Now my bank account s
9
overdrawn, and the company is threatening to take back my purchase.
A: How can that be since you ve got a handsome salary and a handsome
10
bonus? What on earth did you buy? A new house, a new car, or something?
B: Nothing so luxurious as that. I just bought a few suits last month and a
11 12
stereo component system and a set of English video cassettes this month.
13
A: Oh, I know why you ve been in the red. Then why don t you spend the
money on things you really need?
B: I don t have decent clothes. And my English is in desperate need of
14
brushing up. I ve already failed our company s exam twice.
A: Who cares? It s just a test. You ll pass it eventually.
B: If I don t pass it this year, I ll really be in great trouble.
A: You ll lose your job here?
B: Not my job but my bonus. The boss said to me last month that he would
cut my bonus if I fail a third time.
Not e s :
1 . How I envy you, Tim. Your company has very generous fringe benefit
policies. 我真妒忌你们, 你们公司有慷慨的附加福利政策。
2 . We have health insurance, accident insurance, endowment insurance,
transportation allowances, lunch allowances and subsidized housing. 我们有健康
保险、事故保险、人寿定期保险、交通补贴、午餐补贴和住房补贴。
3 . But in our company housing allowances take the form of dormitory facilities
for single employees and apartment facilities for married employees. 但我们公司
的住房补贴采用为单身职工提供宿舍以及为已婚职工提供公寓的形式。
4 . rental fees 租金
5 . But the main fringe benefit is the bonus, isn t it? 主要附加福利是奖金,
对吗?
6 . You can see it that way, but nowadays many people consider it as a form
of salary. Of course, bonus has to depend on the company s performance, but
some companies have made bonuses rather rigid in amounts and terms. So many
people say that bonus is a salary extension. 你可以这样看, 但现在许多人把奖
金看成工资的一种形式。当然, 奖金必须取决于公司的经营状况, 但是一些
公司已经把奖金的数量和条件变成固定的了, 因此很多人认为奖金是增加了
的工资。
7 . We always get a quite handsome bonus every month. 每个月我们都领一
大笔奖金。
8 . I ve got the equivalent of six months salary. 我领了相当于 6 个月工资的
奖金。
9 . You d also be amazed at how little is left after the credit companies have
deducted their share from my account. You re lucky that you re still able to make
your payments. I missed a credit payment last month. Now my bank account s
overdrawn, and the company is threatening to take back my purchase. 信贷公司
从我的户头上划去他们的份额之后, 我所得之少就更令你吃惊。你很幸运,
仍然能够赊账。上个月我欠了一笔赊账, 现在我的银行户头已经透支, 公司
威胁我说要收回我买的东西。
10. on earth 究竟
11. a stereo component system 组合音响
12. English video cassettes 英文录像带
13. I know why you ve been in the red. 我知道你为什么会透支了。in the
red 透支
14. And my English is in desperate need of brushing up. 我的英语急需好好
复习一下。
7. Company Competition 公司竞争
A: The market is becoming more and more competitive.

1
B: Exactly. So we must know how things stand with us and do something to
keep our lead.
A: We d better look at the strengths, weaknesses, opportunities and threats
2
we have. First, it s obvious that our main competitive advantage is our range of
3 4
products. Our accounts software packages are perceived as the most user-friendly
on the market, very easy to install, requiring much less training than our
5
competitors packages and representing better value for the money. So all in all
we ve got an excellent product.
B: I think our advantage is not our products but our people.
A: You mean. . .
B: I mean the after-sale side.
A: Quite right. Our after-sale team is faster, more qualified and more
6
efficient.
B: How do you analyze our weakness?
A: I think our problem is that we have a strong product but we haven t
7
achieved the sort of market penetration we should have.
B: That s because our marketing is not as effective as our competitors. We ve
8
relied too much on product quality, not enough on promotion.
A: I agree. So from now on we have to put considerably more effort into our
advertising and direct mail campaigns. And we actually have the opportunity to
9
dominate the small business user market but we are clearly not taking it. We
could achieve significantly higher sales-fifty to sixty percent.
B: We should take effective measures to dominate the market. We must be
10
aware of the threat we face. Look at Collin. They ve got a much more impressive
11
dealer network and their promotion is a lot more sophisticated than ours. We ve
got a better range of products but we should be capitalizing on this.
A: So, we ve still got a tough job to do.
A: In this area Norton Company is our main competitor. They entered the
market in 1986, ten years later than us. And they ve been developing rapidly and
12
now are the biggest in terms of market share.
B: We must admit they ve been doing well in product development. But they
have their weakness at the moment. They have the lowest profitability.
A: Yes, in terms of this we still have an advantage. But look at our second
competitor, TPC. They entered the market almost at the same time as us. They
have a lower market share than us and their products are sold at slightly higher
13
prices. But their annual return shows greater profitability. They re in a strong
14
position to overtake us soon.
B: I think it s the same case with Hill. They have a much smaller market
share, but their products have been selling at the market at much higher prices. So
they achieve the best profitability of the several companies with much lower
turnover. We must realize where we are. Our products are not highly priced but
less attractive than others. We re also getting problems with reliability.
A: I agree. Our market share is higher. This is important but profitability is
equally important. We must become more competitive if we want to hold on to our
15
market share and increase profitability.
B: We should get the management and the working staff to realize our
16
situation and call on everyone for effort.
Not e s :
1 . So we must know how things stand with us. 因此, 我们必须认清自己的
处境。
2 . We d better look at the strengths, weaknesses, opportunities and threats
we have. 我们最好考虑一下自己的优势、劣势、机遇面临的威胁。
3 . range of products 产品的系列
4 . accounts software packages 财会软件包
5 . all in all 总的说来
6 . Our after-sale team is faster, more qualified and more efficient. 我们的售
后服务队伍更称职、效率更高。
7 . We haven t achieved the sort of market penetration we should have. 我们
没有达到我们应有的市场占有率。
8 . We ve relied too much on product quality, not enough on promotion. 我们
过于依赖产品质量, 促销手段不行。
9 . And we actually have the opportunity to dominate the small business user
market but we are clearly not taking it. 实际上我们有机会占领小商业用户市
场, 但很明显, 我们没有占领住。
10. We must be aware of the threat we face. 我们必须意识到面临的威胁。
11. They ve got a much more impressive dealer network and their promotion is
a lot more sophisticated than ours. 他们有更加有效的经销商网络, 而且他们的
促销手段也比我们成熟得多。
12. But they ve been developing rapidly and now are the biggest in terms of
market share. And their annual return shows greater profitability. 他们发展迅速, 就
市场份额而言, 他们是最大的一家。而且他们的年统计也显示出较高的利润。
14. They re in a strong position to overtake us soon. 他们处于超过我们的有
利形势。
15. hold on to our market share 保持住我们的市场份额
16. call on everyone for effort 号召大家努力
8. Company Results and Trends 公司成果与趋势
( A: Chairman B: Manager, Mr. Zhou C: Another manager present at the

meeting)
A: This graph shows the sales results for last year. Can everybody see it
clearly? Ok, good. Perhaps you could run through the figures for us, Mr. Zhou?
B: Yes, of course. Er. . . as you can see, we had a quiet start to the year.
Sales remained steady at ＄500000 per week in January and February.
1
C: When did the Spring Sales Campaign begin?
B: In March. You can see that sales increased slightly to ＄700000 per week
and then they went up to ＄1000000 in May.
2
C: Why did we have that trough in July?
B: Well, that was due to increased competition. Our competitors, such as
3 4
Shell and Mobil, launched a rival product in July and sales fell to ＄700000 per
week. But we increased our discounts to the wholesalers and from September sales
rose steadily, back to ＄ 1000000 per week in November. They stayed at
＄1000000 until the end of the year. Er. . . are there any questions?
C: Ah, yes. How do these figures compare with the previous year s?
B: Very well. I ve got last year s graph here. Er. . . you can see that there
was a slight improvement at the beginning of this year but the figures for March are
a bit disappointing. Well, any more questions?
A: Thank you, Mr. Zhou.
A: What do you think might happen in the business world in the next 30
years?
B: Um. . . there ll be no more telexes, business will only use fax and e-mail.
A: Mm. . . office cleaning and some typing work will be done by robots.
B: Well, there will be much more unemployment.
5
A: I think people will have to retrain for new skills every five years.
B: Well, I think robots will replace workers.
A: I agree, especially production and clerical workers.
B: There 11 be less need for transport, as people will work mainly at home.
A: Most consumer advertising will be delivered directly to the home.
6
B: Well, business travel will be replaced by live video meetings, there won t
be any need to go to visit the client any more.
Not e s :
1 . Spring Sales Campaign 春季销售活动
2 . trough 槽, 低谷; 此处指曲线图上的最低点
3 . Shell and Mobil 壳牌石油公司和美孚石油公司
4 . launched a rival product 向市场投放竞争产品
5 . I think people will have to retrain for new skills every five years. 我认为
人们每五年就要进行再教育以获得新的技能。
6 . Business travel will be replaced by live video meetings. 实况电视会议将
取代商务旅行。
9. Insurance 保险
A: I ll only work in this company for two years and I don t think I need health
insurance.
B: If I were you I would purchase insurance, just to guard against sudden
economic emergencies due to sickness or injury. The medical system in the United
States is quite different from that in your country. The cost of medical care here is
very high.
A: I m young and strong and I won t get sick. Don t you think it s a waste of
money?
B: It s quite possible that the money for insurance is down the drain, but if
you have a medical problem, I can assure you, insurance can save you from going
1
bankrupt.
A: They say that the companies have a health insurance plan for their
employees and it costs ＄ 200 a year and I can purchase health insurance
elsewhere as long as I m insured. What s your advice?
B: You d better have a close look at the health policies before you make the
2
final decision.
A: Anything special I should pay attention to?
B: Especially the benefits, terms and limitations. Does it cover dental
3
services, for example?
A: It seems quite complex.
B: You may say so, but you have to get used to that. If you buy a car, you
have to get your car insured. It s illegal to drive a car that isn t insured. Most
4
people in the U. S. are insured in some way against something.
A: What about other insurance?
B: They are numerous—life insurance, house insurance, property insurance.
Film stars have to insure their bodies, dancers their legs, and pianists their
5
hands. . .
A: Then what can we insure working in the company?
A: How many different types of insurance does our company purchase, Mr.
Hanson?
B: First the buildings. They have to be insured against fire, flood, tempest
and other perils. Similar cover has to be arranged on the contents—office furniture,
6
equipment and so on. There s also the insurance against consequential loss.
A: What s consequential loss?
B: Suppose one of our delivery vehicles catches fire and the load is
7
destroyed. We claim for the value of the goods under our Goods in Transit cover.
If the lost goods can t be replaced quickly enough we lose valuable orders. In this
case our loss is much greater than the value of the goods destroyed by the fire. This
is an example of consequential loss.
A: What other types of insurance are there?
8
B: There s Public Liability Insurance. If a member of the public is injured
while on our premises, or through the negligence of one of our employees, that
person can claim damage from us.
A: When you say member of the public, does it include the employees?
9
B: No. They re covered by the Employer s Liability Insurance.
A: Is there any insurance against theft, burglary or something of this kind?
B: Yes. We re covered against all kinds of theft, both on the premises and of
10
goods in transit. Goods in transit are also protected against all other perils like
fire, flood and so on, as I ve mentioned.
A: I suppose our company also carries a lot of motor insurance.
B: Right. All the company vehicles are insured through our department. As a
matter of fact, I m often asked to advise on private insurance matters by our
employees.
A: When the employees travel on behalf of the company, are they insured?
B: Of course, and so are their belongings.
Not e s :
1 . It s quite possible that the money for insurance is down the drain, but if
you have a medical problem, I can assure you, insurance can save you from going
bankrupt. 投保的钱打了水漂, 这完全有可能, 但如果有了医疗问题, 保险可
以使你免遭破产。down the drain 意思是“ ( 资金等) 被浪费掉”。
2 . You d better have a close look at the health policies before you make the
final decision. 你最好仔细阅读保险单之后再作决定。
3 . Especially the benefits, terms and limitations. Does it cover dental services,
for example? 特别是保险赔偿费、条款以及限度, 例如包不包括看牙医?
4 . Most people in the U. S. are insured in some way against something. 大部
分美国人都以某种方式对某种东西投保险。
5 . Film stars have to insure their bodies, dancers their legs, and pianists
their hands. . . 影星必须为身体保险, 舞蹈家为腿保险, 钢琴家为手保险……
6 . consequential loss 间接损失险

7 . We claim for the value of the goods under our Goods in Transit cover. 我
们根据所投保的“ 运输途中货物险”, 对货物的价值提出索赔。
8 . Public Liability Insurance 公共责任险
9 . the Employer s Liability Insurance 雇主责任险
10. We re covered against all kinds of theft, both on the premises and of
goods in transit. 不管是在公司里还是货物在运输途中, 我们保了各种偷窃险。
on the premises 在建筑物等内
Situation Practice
Practice 1
You are introducing your company to your partner who shows interest in
cooperating with your company. Below is the profile of your company.
Location In the eastern suburbs of Changsha
Established 1990
Number of employees 1, 950
Electronic products, including computers, washing

Main products
machines, TV sets, refrigerators and air-conditioners
Turnover in last year RMB 800000000
1) establishing a plant in Dongguan City

Current projects 2) launching an advanced high-tech products: plasma
TV
1) run more chain shop in China

Future plans 2 ) establishing two more plants in the northwestern
parts of China
Practice 2
You are personnel manager of FuRong Group Corporation. You are expected
to introduce your company s organizations to new colleagues. Below is the
organization chart of your corporation.
The organization chart of FuRong Group Corporation
Practice 3
You work for a toy company. Your company s leading product is Dancer Dan,
while your biggest competitor s leading product is Big Boy. You are discussing with
your boss about the competition between these two products.
Dancer Dan Big Boy

price ＄32 ＄25
cost ＄8. 5 ＄7
Ad spending ＄6500000 ＄7000000
markets Europe Europe
USA USA
Far East Far East
Markets share Europe 12 % Europe 10 %
USA 7% USA 5%
Far East 14% Far East 20%
Unit 2 Company Production, Sales and Service 公司生产、销售和服务 22 7
Unit 2 Company Pr oduction, Sales and Ser vice

公司生产、销售和服务
Production, sales a nd after-sa le services a re closely linked processes in operating

a company. They are of vital importa nce to its success. To keep its competitive
strength it should not only depend on high product qua lity, effective ma rket research
a nd promotion, but also put more effort into a dvertising, a fter-sa les service and so
on.
1. Presenting Products 介绍公司产品
A
1
A: I learned from the ads that you manufacture and sell this kind of product.
B: Yes, we do. Are you interested in our products? If so, then you ve come
to the right place.
A: Good.
2
B: Well then, what can I do for you? What exactly are you after?
A: I d like to know something more about the product. For example, the
materials, the design and the sales position.
3
B: Here is a catalogue and a price list. We have many varieties. The
product is made of 100 percent cashmere, designed in Tokyo, and is widely sold in
big stores in China and chain stores in other countries as well. It s a very popular
item this year.
A: Really! Mm. . . , what about the quality?
B: Absolutely reliable. The quality is superior, yet the price is very
4
reasonable. It feels soft and smooth. This is this year s latest design. It sold
remarkably fast during the domestic trial sale period. I can assure you it is more
competitive than others.
A: Thank you. You ve been very helpful.
B: My pleasure. I can assure you that you ll find very good prospects in our
products.
A: Good morning. Welcome to our company.

B: Good morning. I m the manager of the import department of Changsha Co.
Ltd. Here is my card.
A: Pleased to meet you and glad to have the opportunity to recommend to you
our latest electronic product of this year. This product of ours represents the
5
development trend for the next decade.
B: What about the functions?
A: It combines many functions in one. It is a high grade product.
6
B: Have you looked into the sales?
A: Such products are widely sold in markets abroad. And they are gaining in
popularity because of their fine quality, competitive prices and our honest
dealings.
B: I would like to see the samples first.
A: O. K. This is the newest export item for this year.
B: Thanks. Do you have catalogues? I d like to have a few copies to study
them carefully.
A: Here you are. I m sure our products will interest you.
B: I also hope we can do business together in the future.
A: I hope so.
Not e s :
1 . ads = advertisements 广告
2 . What exactly are you after? 您需要什么?
3 . We have many varieties. 我们有许多品种。
4 . The quality is superior, yet the price is very reasonable. 质量上乘, 价格
也很合理。
5 . This product of ours represents the development trend for the next decade.
我们的产品代表着今后 10 年的发展趋势。
6 . look into 调查或观察某事物
2. Advertising 产品广告
A
1
A: Now, let s discuss the advertising campaign for our company s products.
B: In order to guide our campaigns to success in the new market, we should
2
work out a careful plan.
3
A: Could you put it in detail, Mr. Green?
B: I think the first thing is what media we should use and when we should
place advertising in the media. Very often in the campaign, two or more media are
used together. The purpose of our advertising is to draw foreign customers interest
4
and keep their attention, so that they may do something in return.
A: What media do you recommend then?
B: I think television is much more effective if it doesn t matter for us to pay a
5
little more money.
6
A: Well, it s worth doing so long as the result is satisfactory. But when shall
we take this advertisement?
B: How about the beginning of this fall?
A: All right.
A: Hi, Ruth. I ve got my first real job. I have to draw an advertising leaflet
7
for the new product. Will you please give me some background information on it?
B: I m sorry I can t though I want to very much, but I m sure Mr. Harden
can. Ah, here he is. Mr. Harden, this is E dward Culross. He s working in Mr.
8
Wood s section and he s after some background information on the new product.
C: Pleased to meet you, Mr. Culross. Come into my office. Now, what do
you want to know?
A: Well, I ve got the diagrams and technical data, but I d like a general
9
description of the product. What kind of image do you want to convey? What
10
special features should I emphasize?
C: The main attraction of this product is economy. Several new design
features make it more efficient than many similar and more expensive products
made by our competitors.

11
A: Do you think I should include some performance data?
12
C: That s a very good idea. Here re the results of the tests on the prototype.
There isn t a production model available yet.
A: What about the prices?
C: We haven t finalized them yet. Anyway they ll be on a separate sheet. You
13
needn t worry about them for the time being.
A: I think that s all I need for the moment. Thank you very much.
C: Has Mr. Wood said anything about pictures?
A: No. Do you think I should include some?
C: Yeah. A picture gives a better impression than just a diagram. Have a
14
word with him about it, will you?
A: Surely I will.
Not e s :
1 . advertising campaign 广告宣传活动
2 . In order to guide our campaigns to success in the new market, we should
work out a careful plan. 为了使我们的广告宣传在新的市场上获得成功, 我们
应该精心拟定出一个计划。
3 . Could you put it in detail, Mr. Green? 格林先生, 您能否详细谈谈?
4 . The purpose of our advertising is to draw foreign customers interest and
keep their attention. 我们做广告的目的是引起外国客商的兴趣, 并使之保持
关注。
5 . I think television is much more effective if it doesn t matter for us to pay a
little more money. 如果我们多花点钱没关系的话, 我想电视更为有效。
6 . It s worth doing so long as the result is satisfactory. 只要结果令人满意,
多花点钱值得。
7 . I have to draw an advertising leaflet for the new product. 我要为新产品
起草广告小册子。
8 . He s working in Mr. Wood s section and he s after some background
information on the new product. 他在伍德先生的科室工作, 他在找一些关于我
们新产品的背景资料。be after sb. / sth. 意思相当于 be looking for
9 . What kind of image do you want to convey? 你想表现什么样的形象?
10. What special features should I emphasize? 我应该突出哪些特征呢?

11. Do you think I should include some performance data? 你认为应该包含
一些性能数据吗?
12. Here re the results of the tests on the prototype. 这里是对产品原形的测
试结果。
13. for the time being 暂时
14. Have a word with him about it, will you? 和他谈谈这事, 可以吗?
3. Market Research 市场调研
A
1
A: You d like to get down to details which concern your particular product.
B: Yes. What about electric motors and electronic control mechanisms?
A: Most electronic control systems on the market are fairly simple. Yours is
2
not. So we sent questionnaires to the users of electric vehicles. We asked them
whether they would welcome your type of speed control and the increased mileage it
3
would give.
B: Then how did the customers react?
A: We questioned 320 users of electric vehicles. 128—that s 40% replied to
4
our questionnaires. Of these, 20% were satisfied with the performance of their
existing vehicles. 25% felt that increased mileage was an advantage worth paying
5
for. And 55% would welcome increased mileage but would not welcome any
increase in cost in order to achieve it.
B: Well, provided the market for the SC1 was big enough, we could produce
it relatively cheaply. Then I think it would be relevant to mention we also
6
questioned some potential users of electric vehicles. Several of them would think
7
of buying electric vehicles if they had increased range. Is this reported in the
study?
8
A: We ve included some of the preliminary findings. We ll have to give you
the rest of the information as it comes in.
A: Generally, how does the company start selling a new product? Do the
salesmen just go from door to door and say“ Here s a wonderful new product and
9
it s what everyone longs for and can solve any problem of yours”?
10
B: In some cases they can do that. But a great deal of work has been done
beforehand in the way of product development, market research, test marketing
11
and so on.
A: How is market research carried out?
B: That s a very wide question. A whole book can be written on this subject.
But to put it in a very simple way, one of the objects of market research is to find
12
out whether there s a market for the product and whether we can sell the product
in the market.
A: Who does this kind of job then?
B: Sometimes we carry out our own research, but for major products where
13
development costs are likely to be high, we employ specialists.
A: Do our own salesmen take part?
B: In the early stages, only the regional managers do. If we decide to have
14
some test marketing, some of the senior salesmen are brought in.
A: It seems to me that the salesmen receive some special training.
B: Yes, they all have an initial training course when they first join the
company, and this includes product training.
A: What is that?
B: As a salesman he or she must fully understand the various applications,
design features, special advantages and almost everything of the products we
15
produce.
A: Then the salesmen have to refresh themselves frequently since we keep
16
producing new products.
17
B: Exactly. They attend a short refresher course once a year.
Not e s :
1 . You d like to get down to details which concern your particular product. 你
想认真研究有关你们特殊产品的细节。get down to 开始认真考虑
2 . So we sent questionnaires to the users of electric vehicles. 我们向电车用
户发了调查问卷。
3 . We asked them whether they would welcome your type of speed control and
the increased mileage it would give. 问他们是否喜欢你们设计的那种速度控制

以及将增加的里程。
4 . 128—that s 40% replied to our questionnaires. 128 位即 40% 的客户答
复了我们的调查问卷。
5 . Of these, 20% were satisfied with the performance of their existing
vehicles. 25% felt that increased mileage was an advantage worth paying for. 其
中, 20 % 的用户对现有车辆的性能感到满意, 25% 的人认为增加里程这一优
势是值得花钱的。
6 . Then I think it would be relevant to mention we also questioned some
potential users of electric vehicles. 然后我想适当提一下我们也询问了有可能
购买电动车辆的客户。
7 . Several of them would think of buying electric vehicles if they had
increased range. 如果增加了里程, 其中有几个人会考虑购买。
8 . We ve included some of the preliminary findings. 我们的报告包括了一
些初步调查结果。
9 . long for 渴望
10. in some cases 在某些情况下
11. But a great deal of work has been done beforehand in the way of product
development, market research, test marketing and so on. 但是, 有关产品开发、
市场调研、试销等方面的大量工作事先都已经做了。
12. One of the objects of market research is to find out whether there s a
market for the product. 市场调研的目的之一就是了解这项产品是否有市场。
13. Sometimes we carry out our own research, but for major products where
development costs are likely to be high, we employ specialists. 有时我们自己搞
调研, 但费用高的一些主要产品, 我们请一些专家。
14. Some of the senior salesmen are brought in. 请一些高级销售人员加入
进来。bring sb. in 某人参与或介入
15. As a salesman he or she must fully understand the various applications,
design features, special advantages and almost everything of the products we
produce. 作为一名销售人员必须对我们产品的各种用途、设计特点、独特优
点等都全面了解。
16. Then the salesmen have to refresh themselves frequently since we keep
producing new products. 我们不断出新产品, 因此销售人员必须经常接受培
训。
17. They attend a short refresher course once a year. 他们一年参加一次短
期专业进修。refresher course 进修课程
4. Marketing 营销
( A: John B: Richard C: Tom)

A: Any news from Germany yet, Richard?
B: There was nothing in the post this morning, but we had a call a few
moments ago from Mr. Smith. Tom s talking to him now.
A: So, do we get an order or not?
B: I don t know. I don t listen to Tom s conversations. Not when they re in
1
German, anyway.
A: We can ask the man himself. He s just put the phone down.
C: Oh, hello John. I was just talking to Smith.
2
A: So I gathered. And. . .
C: He said he enjoyed his visit here. He and his colleague have reported
3
back to their board.
B: Well, go on, don t keep us in suspense.
4
C: They re putting through a preliminary order —for two thousand PC32s.
B: Two thousand! Fantastic!
A: That s really good news, Tom. Well done.
C: They ll be sending us written confirmation of the order in the next few
days. Don t forget, that s only for starters. He did say it was a preliminary order.
If all goes well with the first consignment, there could be a lot more orders to
5
come.
A: How do you value the function of marketing in the management process?

B: I think it s an essential part of the entire process of management. But
many people still don t see it this way. They think marketing and management are
separate and independent from each other. Actually the two are parts of the same
6
process.
7
A: I see eye to eye with you. Marketing is surely not restricted to just buying
and selling.
8
B: I like to see marketing as a three-sided function, and each side is closely
connected with the management process.
A: You mean development, advertising and sales as the three functions?
B: Absolutely. Marketing research and product development are one side,
advertising and sales promotion are another, and sales service and administration
are the third.
A: And the concept of integrated management functions operates in each of
these areas?
B: Yes, effective management in each must be coordinated with effective
9
overall management to make the entire process successful.
A: I quite agree with you. That s the way to look at it.
Not e s :
1 . Not when they re in German, anyway. 我从来不听别人的谈话内容。更
何况他们还是用德语呢。
2 . So I gathered. And. . . 我知道了, 那么……
3 . He and his colleague have reported back to their board. 他和他的同事已
经向公司董事会作了汇报。
4 . They re putting through a preliminary order. 他们决定订购首批货。
5 . They ll be sending us written confirmation of the order in the next few
days. Don t forget, that s only for starters. He did say it was a preliminary order.
If all goes well with the first consignment, there could be a lot more orders to
come. 过几天他们把确认订购的书面文件寄给我们。别忘了, 这只是刚刚开
始。他的确说这是首次订货。如果第一批货物一切进展顺利, 随后还会有大
批的订单。
6 . Actually the two are parts of the same process. 实际上这两者是同一过
程的不同部分。
7 . I see eye to eye with you. 我完全同意你的看法。see eye to eye 意思是
“ 同意” 例: He never saw eye to eye with his section head. 他总是和部门的头
儿意见不一致。
8 . I like to see marketing as a three-sided function. 我认为营销有三个方面

的功能。
9 . Effective management in each must be coordinated with effective overall
management to make the entire process successful. 每个方面的有效管理都必须
与整体有效管理协调, 以使整个管理过程获得成功。
5. A Trade Fair 交易会
A
1
A: David, you ve got to supply the interpreting service on the stand. Do you
think you can manage?
B: I ll try my best. I ve studied all our brochures and I feel quite confident.
Of course, people may ask questions that are not answered in our literature.
A: Don t worry. You won t be left on your own. Either Mr. Blake or myself
will be on duty throughout the exhibition and there ll normally be a production
engineer around to help with technical queries.
B: What exactly do you want me to do?
A: To help the staff on the stand with any language problems that may arise,
but you may be called upon to handle some routine inquiries yourself if we get
really busy.
B: I hope I ll be able to cope. I ve only been with the company for a short
time, you know.
A: Yes, if you re in any doubt, just keep the customer happy until one of us
is free to come to the rescue. A lot of people just want to stop long enough to pick
2
up a few catalogues. Try to get their names, and the names and address of their
companies, so that we can follow up the inquiries after the exhibition.
B: Suppose someone turns up whose language none of us can speak?
3
A: In that case, we ll have to use the interpreting service at the center.
B: Why don t we have our catalogues printed in several languages?
A: That s a very good question. Actually we re working on foreign language
versions of our main product catalogue, but they aren t going to be ready in time for
4
this exhibition. We ran into a long series of hold-ups —staff leaving, labor dispute
at the printers. The last time I spoke to the head of the printing works, he gave me
a delivery date early in November. All we can do is promise the customers to send
5
them a copy as soon as possible. I m afraid this is one area where we ve slipped
6
up rather badly.
B: What arrangements are made for meals?
A: Oh, there re several restaurants and bars. We ll arrange a rota so that
there s always someone on duty on the stand, even during the lunch hour. Some
people prefer to go round the exhibition then when it s a bit less crowded.
( Mr. Kerbrnan is very interested in the ceramic products on display at the

Guangzhou Export Commodities Fair. He talks with Mr. Liu, the salesman, to
make inquiries. )
( A: Mr. Kerbrnan B: Mr. Liu)
B: Good morning, sir. Can I help you?
A: Yes, sir. I like these ceramics. Do you know whose products they are?
B: Sure, they are our products. And, I m Liu Debiao of the Shantou
Ceramics Import and Export Corporation. Here is my name-card.
A: Thank you, Mr. Liu. Well, Mr. Liu, your company must have a long
history in ceramic production.
B: Yes. Our corporation has engaged in ceramic production for many years,
7
and our products have been sold all over the world.
8
A: I m sure of it, just look how nice they are.
B: I m very glad you like our products. Are there any pieces you like best?
A: Yes, I like those big vases with Chinese paintings.
B: Oh, yes. They are our best products.
A: Yes. How much do they cost?
B: Well, their prices are different. For example, this one here is 800 US
dollars. The one over there is 500 dollars.
A: Why are they so different in price?
B: Because of their quality and size.
A: I see. If I want to order these products, when can you deliver them?
B: If you want to buy the products here, we can arrange shipment at once.
But if you want to order some with special designs, it will take about three
9
months.
A: Why so long?
B: Because it is very complicated to produce these vases. It takes much time
to paint the pictures on them.
A: That s right. Thank you, Mr. Liu, for your help. Will you be here this
afternoon?
B: Yes, of course.
10
A: I may come back in the afternoon to place an order. I hope you can be
here to help me again.
B: It s my pleasure.
A: See you this afternoon.
B: See you.
Not e s :
1 . You ve got to supply the interpreting service on the stand. 你要在摊位上
为顾客提供翻译服务。
2 . A lot of people just want to stop long enough to pick up a few catalogues.
很多人只是想拿一些目录。
3 . In that case, we ll have to use the interpreting service at the center. 那样
的话, 我们必须使用展览中心的翻译服务。
4 . We ran into a long series of hold-ups. . . 我们遇到了很多问题…… hold-
up 意思是“ 障碍, 阻碍” 例: An unexpected hold-up meant we had fallen 3
weeks behind schedule. 意想不到的停顿意味着我们要比原计划晚三个星期。
5 . All we can do is promise the customers to send them a copy as soon as
possible. 我们能够做到的是答应顾客将尽快给他们寄去。
6 . I m afraid this is one area where we ve slipped up rather badly. 恐怕这是
我们的一大失误。slip up 意思是“ 疏忽, 错误” 例: The secretary slipped up
and the letter was never sent. 秘书疏忽大意, 致使那封信一直没有寄出。
7 . Our corporation has engaged in ceramic production for many years, and
our products have been sold all over the world. 我们公司从事陶瓷生产多年, 产
品远销全世界。
8 . I m sure of it. 我对此完全相信。
9 . If you want to buy the products here, we can arrange shipment at once.
But if you want to order some with special designs, it will take about three months.
如果贵方要订购这儿的产品, 我们可以立刻安排装运。但是如果贵方要订购
一些特殊图案的产品, 要花大约三个月的时间。
10. I may come back in the afternoon to place an order. 我可能下午来下订
单。
6. Negotiations 业务谈判
A: Good morning, Mr. Black. Glad to see you again.

B: So am I, Mr. Liu.
A: Now, this is the draft of the sales contract for the canned ham you are
1
going to buy. Please have a look and tell me your opinion.
B: Thank you. Commodity, quantity, unit price, total value, well, what
about packaging?
A: Packaging is included in the term of quantity. Look, 20 tins packed in
one case.
2
B: Well, I think we d better make it a separate term.
A: OK. How would you like it to be?
B: What about 20 tins in one standard wooden box?
3
A: Well, we usually use cardboard cases for packaging. Why do you need
wooden boxes?
B: You know, cardboard cases are not good at protecting the goods from
damage. When you shipped the goods last time, many tins were dented because of
4
poor packaging.
5
A: But that s because we shipped them by bulk last time. We are going to
ship our products by container this time. So there shouldn t be any problem.
B: Well, in that case, let s change the packaging back to standard cardboard
cases.
A: But you still want to have a separate clause for packaging, right?
B: Yes.
A: OK, let me write it into the contract. Do you have other questions?
B: Well, can I take it back? I may have to contact my boss for the other
terms and conditions.

A: Yes, of course. When shall we meet again, then?
B: What about tomorrow morning at 10?
A: Sure. See you tomorrow, then.
B: Bye.
A: Well, shall we turn to the actual terms now?

B: Certainly. We ve already discussed price in some detail. I suppose you d
be interested in delivery?
6
A: Yes, I would. It s critical to meeting our deadlines, as you can imagine.
B: Sure, what sort of delivery periods did you have in mind?
A: Well, you ve seen the order quantities, what do you think you could
manage?
B: Well, on the AX 2000 components, we could certainly. . .
A: No, I didn t mean on the individual orders. What about the whole
consignment, on a monthly basis?
B: Oh, I see. I hadn t realized we d be talking about that. I d have to get
7
back to Geoff to confirm times on that.
A: Surely you could give me some ideas?
B: Well, I reckon. . . we could manage 15 days from confirmed order. But,
as I say, I d have to get back to you to confirm that.
A: That s at your quoted prices?
8
B: Um. . . well, actually we quoted for those batch by batch. We hadn t
9
realized you d be thinking of ordering the whole lot.
10
A: I see. So I suppose we d be looking at a reduction for bulk orders?
B: Look, I m sorry, Miss Smith. To be perfectly frank, you ve caught me on
11
the hop here. Would you mind waiting while I speak to Geoff on the phone?
12
A: No, of course not. . . Did you get through OK?
B: Yes, I did. I apologize for keeping you waiting. Anyway we can now talk
more concretely about delivery terms.
A: Good.
B: We can deliver the whole consignment at 15 days at the prices already
quoted. This would mean dispatch from our premises. . .

A: I m surprised you re not prepared to offer some sort of bulk discount
13
considering the size of the order.
B: Well, I m sure you understand that meeting this sort of order will mean
14
quite a lot of overtime—it would be very difficult to come down on the price.
A: But we are offering you a large amount of regular business.
B: That s true. Would you be willing to sign an annual contract on the basis
we discussed?
15
A: Um, possibly, subject to quality and delivery guarantees.
B: Of course. Well, in that case we could offer a 5 % discount for a
16
confirmed monthly order for the next 12 months.
A: I was hoping for something a bit more substantial.
B: I m afraid that s as far as we could go. We d already be stretching
17
ourselves to the limit.
A: Right, Mr. Boardman. May I suggest we sign a 6 -months contract at a
5 % discount on your quoted prices and then we ll meet again to see if we can
reduce the prices further?
18
B: You re a tough negotiator. OK. Let s shake on that and draw up the
details of the first contract.
Not e s :
1 . This is the draft of the sales contract for the canned ham you are going to
buy. 这是你方准备购买的火腿罐头的售货合同草稿。
2 . I think we d better make it a separate term. 我想我们最好把它( 包装) 单
独列为一项。
3 . cardboard cases 纸板箱
4 . Cardboard cases are not good at protecting the goods from damage. When
you shipped the goods last time, many tins were dented because of poor
packaging. 纸板箱不利于防止货物受损。上次你方装运货物时, 许多听罐头
由于包装不好而凹损。
5 . But that s because we shipped them by bulk last time. 不过那是因为我们
上次用散装货运。ship. . . by bulk 用散装方式运输……
6 . It s critical to meeting our deadlines. 这对我们遵守最后期限非常关键。
7 . I d have to get back to Geoff to confirm times on that. 我必须回去找杰

夫, 要经他同意。
8 . batch by batch 一批一批地
9 . We hadn t realized you d be thinking of ordering the whole lot. 我们没有
意识到你在考虑将所有货物订下。
10. bulk order 大批量订货
11. You ve caught me on the hop here. 你出其不意搞得我毫无准备。catch
on the hop 意思是“ 乘人不备, 出其不意”
12. Did you get through OK? 电话打通啦?
13. I m surprised you re not prepared to offer some sort of bulk discount
considering the size of the order. 令我惊奇的是, 我们订了这么多的货, 你们竟
没给予价格优惠。
14. It would be very difficult to come down on the price. 价格再向下降就非
常困难了。
15. . . . subject to quality and delivery guarantees. 这要有质量和货运保证
方可。subject to 意为“ 须经……, 才可以……”
16. Well, in that case we could offer a 5% discount for a confirmed monthly
order for the next 12 months. 那么, 在这种情况下我们能在下一年里, 将每月
的订货降价 5% 。
17. We d already be stretching ourselves to the limit. 我们已经尽最大努力
了。
18. shake on sth. ( 对某事 ) 握手 ( 表示同意 ) 例: We re agreed, so let s
shake on it. 咱们意见一致了, 握握手吧。
7. Bargaining 讨价还价
A: We are surprised to find that your price is 25 % higher compared with

other companies.
1
B: 25% ? You can t be serious!
A: That has been confirmed by our survey. I m afraid I ll have to cancel the
deal unless you reduce your price.
B: But you know full well that our product is of superior quality. Other
products can t be compared with it.

A: True. But it s also a fact that your price is too high.
B: Then what s your idea of a good price?
A: I would say 20% off the listed price.
B: Impossible. We won t make any profit at that price. 10% off is the best
we can do.
A: It s still too high.
2
B: Our quality is far beyond comparison. Besides, the market is advancing.
3
Our goods can always find a good sale.
A: Other companies are also saying that their products are the best.
4
B: Let s meet each other half way. I ll cut another 5% . That s definitely my
5
rock bottom price.
A: All right. That s settled.
A: Unfortunately your price appears to be higher than ever.

B: Yes. Because of the piece hike in raw materials, we were forced to adjust
our prices accordingly.
6
A: I m sorry to say we can t close business at that price. Aren t we old
friends? We ve had a very good business relationship over the past years. I think
this transaction would be more promising if you could make an appropriate
reduction.
B: Well, in view of our good cooperation over the past years, we can take
some considerations, but only for this order.
A: Then how much can you go down?
B: 1 % off the original price.
A: 1% ! Your reduction is too modest. What about 4 % ?
B: Oh, I m afraid the price you give is too low. The best I can do is 2% .
Anyway, compared with the prices of similar products on the international market,
our price has always been on the low side.
A: You say 2% and I say 4% . How about splitting the difference and
meeting each other half way? Let s settle at 3% .
B: No. I m afraid it s still not acceptable.
A: What do you say to 2. 5 % , then?

B: Hmm. . . I appreciate your efforts and sincerity in this transaction. As a
7
token of our cooperation, we accept your bid.
8
A: Thank you. Let s call it a deal.
B: Excellent.
Not e s :
1 . You can t be serious! 你不是在开玩笑吧!
2 . Besides, the market is advancing. 而且行市一直在上涨。
3 . Our goods can always find a good sale. 我们的货物销路总是很好。
4 . Let s meet each other half way. 我们折中一下吧。
5 . rock bottom price 底价
6 . close business 成交
7 . As a token of our cooperation, we accept your bid. 为了表示我们的诚意
合作, 我们接受你的报价。
8 . Let s call it a deal. 那么成交。
8. Signing a Contract 签订合同
A: What I want to discuss with you is discrepancy and claim.

B: Yes?
A: After I read the clause, I feel it needs some clarification.
B: And what is it?
A: According to the draft, if we want to file a claim for damage, we should
1
give you a survey report issued by a surveyor approved by you.
B: That s right.
A: But we don t know what you mean by a survey report, and what kind of
surveyor you will approve.
B: Well, a survey report is a written document issued by an authority to
2
confirm the actual damage or discrepancy in quality and quantity upon the goods.
In other words, a report issued by your commodity inspection officer at the port of
destination supporting your claim for damage or discrepancy.
A: I see. But Mr. Liu, according to our regulations, food stuff imported
should also be inspected by the Food Stuff and Drug Inspection after the goods are
3
unloaded and before we can put them on the market.
B: Well, that has nothing to do with shipping damage or discrepancy.
A: No, I don t think so. You see, if the Food Stuff and Drug Inspection finds
that the hams go bad or contain some harmful elements, we cannot put them on the
4
market and have to destroy them. In that case, who is to bear the losses?
B: But our products have been carefully inspected both at the factory and by
the inspection officers at the port. I don t think such problem will occur.
A: Well, it is hard to say. You know, our requirements on food are not the
same.
B: In that case, you should have told us the requirements in your order.
A: We think you understand.
B: Now, Mr. White, what about the goods we sent you last time? Did your
5
inspection officers find anything negative in them?
A: No, they were fine.
B: So there shouldn t be any problem, as the goods we are going to send are
the same.
A: But what about the date of production? You know, if the goods are
outdated, they will also go bad.
B: Oh, you are talking about warranty. As you know, there is a three-month
warranty for our export products from the date of shipment. So if you sell the goods
within three months, there won t be any problem. But if you sell them one year
later, it is not us to blame.
A: But can we add it as a condition in the clause?
B: I can t see the meaning of doing that. But if you insist, we can make it a
6
separate clause.
7
A: How will it go?
B: Product Warranty: The Seller offers a warranty of three months for the
goods from the date of shipment and will cover all losses of the Buyer during the
8
period of warranty should there be any quality problems.
A: Good, please add that clause.
B: Anything else?
A: No more, Mr. Liu, and thank you for your understanding.

B: Not at all. OK, I ll type a clean contract based on the revision and we can
9
sign it this afternoon.
B
10
A: Good morning, Mr. Blake. You ve read the draft contract, I m sure. Do
you have any different opinions about the clauses and wording?
B: Yes, I ve had a close study of it. On the whole, it s what we were agreed
on yesterday, but there re a few points that need detailed discussion today.
A: What are they?
B: First, it s Clause 4 about packing. It s our usual practice to ship our
products in containers. That ll be much safer and it ll also save time and money,
but in the draft contract it s wooden cases. I suggest we put in the words
“ containers are allowed”.
A: Right. Both wooden cases and containers have their own advantage for
packing; it depends on the actual situation. But in this way there s a choice.
Agreed.
B: Secondly, it s clause 8 about“ Late Delivery and Penalty”.
A: What s your idea?
B: It says“ Should the late delivery exceed eight weeks, the buyer shall have
11
the right to cancel the contract”. As for whether the shipment will get to your
port in time as you want, it s beyond our powers and functions. We re only
12
responsible for making shipment as per contract time. If we deliver the goods
according to the time we ve agreed on, but they don t arrive within eight weeks
13
because of unforeseen reasons, you will terminate the contract. It s not fair.
A: I partially agree with you. We should reconsider it and weight the
14
wording. What we want is your guarantee of a timely delivery.
B: We ve mentioned this in that clause.
A: The last point is about the arbitration. As I remember, in the past
dealings with your company, we were agreed that arbitration would be held in a
15
third country. How come you want it in your country?
B: As I see it, it s only a matter of wording. First, I think we agree that the
16
arbitration commission in our country enjoys high international prestige. Second,
in the past years we settled all the disputes arising from our business transactions
with you through friendly consultations and I don t see any occasion for arbitration
17
for this transaction. So I think this will not really make any difference.
A: You re right about our past transactions, but we d better have it held in
the third country if arbitration cannot be avoided.
B: OK, no problem.
A: Anything else?
B: No, I think that s all I have.
18
A: Fine. I ll get the original of the contract ready this afternoon. Shall we
sign it then?
B: Sure. Then the contract will come into effect.
Not e s :
1 . According to the draft, if we want to file a claim for damage, we should
give you a survey report issued by a surveyor approved by you. 根据草案, 如果我
们想就货物破损提出索赔, 需要向你们提交一份由你们同意的检查机构的检
验报告。
2 . A survey report is a written document issued by an authority to confirm the
actual damage or discrepancy in quality and quantity upon the goods. 检验报告是
指货物抵达后, 由一个官方机构出示的书面报告, 确认货物的实际破损或者
质量和数量的不符。
3 . According to our regulations, food stuff imported should also be inspected
by the Food Stuff and Drug Inspection after the goods are unloaded and before we
can put them on the market. 根据我国的规定, 进口食物在卸货之后, 投放市
场之前要经过食品医药检验局的检查。
4 . bear the losses 承担损失
5 . Did your inspection officers find anything negative in them? 你们的检查
官员有没有发现任何不良情况?
6 . But if you insist, we can make it a separate clause. 不过, 如果你方坚
持, 我们可以单独列一项。
7 . How will it go? 这条怎么写?
8 . Product Warranty: The Seller offers a warranty of three months for the
goods from the date of shipment and will cover all losses of the Buyer during the
period of warranty should there be any quality problems. 保质期: 卖方为商品提

供三个月的保质期, 日期从装运日期开始。如果在保质期间出现任何质量问
题, 卖方将负担买方的一切损失。
9 . OK, I ll type a clean contract based on the revision and we can sign it this
afternoon. 好吧, 我将根据修改后的合同重新打印一份, 今天下午我们就可以
签约。
10. draft contract 合同草案
11. Should the late delivery exceed eight weeks, the buyer shall have the
right to cancel the contract. 如果货运迟到超过 8 周, 客户有权取消合同。
12. As for whether the shipment will get to your port in time as you want, it s
beyond our powers and functions. We re only responsible for making shipment as
per contract time. 至于货物是否会按照你们要求的时间到达你方港口超出了
我们的权限, 我们只能根据合同条款对货运负责。as per 意思同 according to
例: The work has been carried out as per the boss s instruction. 这项工作已经
按照老板的指示完成了。
13. unforeseen reason 不可预见的原因
14. We should reconsider it and weight the wording. 我们应该对此条重新
考虑, 推敲一下措辞。
15. how come 怎么
16. arbitration commission 仲裁委员会
17. Second, in the past years we settled all the disputes arising from our
business transactions with you through friendly consultations and I don t see any
occasion for arbitration for this transaction. 其次, 多年来我们通过友好协商解
决了交易过程中出现的所有争执, 我感到这笔交易也不会有需要仲裁的可
能。
18. the original of the contract 合同正本
9. After-sale Service 售后服务
A: I m really quite impressed by your product. But we have some questions

about after-sale services.
B: I m glad you asked about that. Please take a look at our organization
1
chart.
A: Hmm. I see you have several regional offices in China. Are they all
2
equipped to produce repair service?
B: Yes, fully trained engineers staff each office. If any trouble arises, we can
3
deal with it promptly. Repairs take a maximum of 10 days.
A: How long is the warranty?
4
B: The main mechanism carries a three-year warranty. Any peripheral
5
equipment is guaranteed for one year. Within the warranty periods, all repairs are
free.
A: What about after the warranty expires?
6
B: All repairs are billed at cost.
( A: Customer B: Sales Representative )

A: The IBM Compatible Computer is exactly what I need. How much does it
cost?
7
B: ＄1 , 700. And we provide a ＄350 software package free.
A: I see. And what sort of warranty do you offer on that? Is it a one-year
warranty?
B: No, longer than that. It s 18 months from the day of purchase.
A: Good. And could you tell me something about service? Do you offer on-
8
site maintenance?
B: Yes, we do. It s free for the length of the warranty. And then ＄ 60 a
year after that.
A: Anything else?
B: We also provide 2 days free training at our company and technical support
9
on our hot-line call anytime in business hours.
A: Right. What about other guarantees?
B: Well, there s a 14-day money-back guarantee if you are not satisfied with
10
the computer.
A: Fine. And what about delivery? How soon can you deliver it to my office?
B: We can deliver it in 48 hours. And that s free too.
A: Good afternoon, madam.

B: Good afternoon. May I speak to Mr. Chen, the sales manager of your
company?
A: Wait a minute, please.
( Chen is coming. )
C: Is there anything I can do for you?
B: Yes. I am one of your customers. You know I bought a washing-machine
11
last week at the agency of your company. Having used it for a week, I found it
doesn t work now, they say it is the motor.
C: Now show me your receipt and let me check it.
B: Could you please send someone to have a look?
C: Tell me your address, please. I ll go myself in a minute.
C: Thanks a lot.
Not e s :
1 . organization chart 组织结构图
2 . Are they all equipped to produce repair service? 他们都是搞维修服务的
吗?
3 . Yes, fully trained engineers staff each office. If any trouble arises, we can
deal with it promptly. Repairs take a maximum of 10 days. 是的, 每个办事处都
配有训练有素的工程技术人员。如果出现什么问题, 我们立刻就能解决。修
理时间最多不超过十天。
4 . a three-year warranty 三年保修期
5 . peripheral equipment 外围设备
6 . All repairs are billed at cost. 所有修理只收成本费。
7 . software package 软件包

8 . Do you offer on-site maintenance? 你们提供上门维修吗?
9 . We also provide 2 days free training at our company and technical support
on our hot-line call anytime in business hours. 我们公司还提供两天的免费培
训, 并且在工作时间内任何时候均可通过热线电话提供技术咨询。
10. There s a 14-day money-back guarantee if you are not satisfied with the
computer. 14 天内若产品质量不合格保证退款。
11. the agency of your company 你们公司的销售处
Situation Practice
Practice 1
You are sales representative of Sony Corporation. In a trade fair, your
partner—a buyer shows considerable interest in one of your digital cameras—
Cyber-shot DSC-T7 Digital Camera, and asks about the information about the
DC. Below are the specifications of the digital camera.
Up to 5. 1 Megapixel image capture

Carl Zeiss Vario-Tessar lens with 3X optical zoom
2. 5″hybrid LCD monitor
Features Real Imaging Processor technology for extraordinary
responsiveness
The world s most compact zoom camera
Purchase this camera and be automatically entered in the Picture Perfect
Holiday Sweepstakes.
Practice 2
Suppose you are the buyer and your partner the seller. During the
negotiation, you require a 5% reduction on the price while your partner requires
the minimum quantity of the order to be 10000 dozen. After bargaining, you and
your partner both make some concessions and the deal is concluded.
Practice 3
Suppose you are the importer and your partner the exporter. You decide to
import 1000 T-shirts from your partner. Now you are discussing with your partner
about the payment terms and delivery terms.

Practice 4
Suppose you are the buyer and your partner the seller. You have bought a
digital camera from your partner. After using one month, you found your camera
didn t work any more. Now you are asking your partner to repair it for you.
Pa rt Ⅴ
Com m erc e a nd Business English
商贸英语
Unit 1 Commercial English 商业英语 25 5
Un it 1 Co m m e r c ia l En glish
商业英语
Since the implementation of the open-door policy and later entra nce to the WTO
( World Trade Orga nization) , China s commerce has developed rapidly a nd played
a n important role in the nationa l economy, and the competition ha s become keener
a nd keener. So you have to learn how to deal various problems with your customers
properly, for example, receive the customers politely a nd help the customers in
shopping a nd so on, so that the business activities will be successful.
1. Guiding the customer for shopping 指导顾客购物
A: Good morning, sir. What can I do for you?

1
B: Yes, please. I am leaving China soon. I want to buy a Chinese toy for
my son as his birthday present, but I don t know which one is the best for him.
A: How old is your son?
B: Four years old.
A: This is a“ Panda Trucker”. It is an electric toy. I think your son will
2
enjoy playing with it.
B: Show me how it works, please.
A: It s very simple. Put two batteries into this box, then turn on the switch,
and the panda will drive the truck.
3
B: What an interesting toy it is! I ll take one. I m sure my son will be
delighted. Here s the money. Thank you for your suggestion.
A: You are welcome. Hope you have a pleasant journey.
A: Welcome to our shop, Madam. Can I help you?

B: Yes, please. I want some skin cream.
4
A: We ve lots of brands here. Which kind do you like better?
5
B: I ve no idea. Can you make a suggestion for me?
A: Olay is a perfect brand in our country. Lots of women like it.
B: My skin often feels dry in winter, so I d like to buy one suitable for my
skin.
A: You may choose the moisturizing cream of this brand. It contains natural
6
moisture factor and balances the moisture of the skin.
B: Yes, that s just what I want. How much does it cost?
7
A: Forty-five yuan. What next?
B: I want a small bottle of perfume.
A: We have many brands. Is there any special brand you prefer?
B: Oh, I m not very particular, provided it s really good and doesn t affect the
8
skin.
A: I think I could recommend something for you. How about this one? It s
9
neither too strong nor too ordinary.
B: All right. Please give me a bottle of this brand.
Not e s :
1 . I am leaving China soon. 我不久就要离开中国。此句中 leave 的进行时
态表示将要进行的动作。
2 . I think your son will enjoy playing with it. 我想您的儿子会喜欢玩这个
玩具的。enjoy doing sth 喜欢做某事例: The boy enjoys playing football. 这男
孩儿喜欢踢足球。
3 . What an interesting toy it is! 这是一个感叹句, 也可说成: How
interesting the toy is!
4 . Which kind do you like better? 此句中的 better 为副词, 表示“ 更加”。
5 . I ve no idea. 我不知道。
6 . It contains natural moisture factor and balances the moisture of the skin.
它含有自然保湿因子, 能够平衡皮肤的水分。
7 . What next? 还要买些什么?
8 . I m not very particular, provided it s really good and doesn t affect the
skin. 我并不是特别讲究, 只要它真正好并且不影响皮肤就好。provided 为连
词, 意思是“ 只要……” 例: I ll come provided it s not rain. 只要不下雨, 我一
定来。
9 . It s neither too strong nor too ordinary. 它不是特别刺激也不是太平常。
2. Showing 展示样品
A: Could you show me some photo albums?

1
B: Sure. We have a large assortment of them.
2
A: You do have quite a range.
B: Yes, Here re some samples. What sort of albums are you looking for?
A: I m not sure. Could you give me some idea?
3
B: How do you like this design?
A: Oh, I think it looks too plain. Besides, it is too small in size.
B: This one may give you every satisfaction.
4
A: Yes, it is the very thing I want to buy.
A: Good afternoon, miss. Do you have colour film?

B: Yes, sir. What size?
A: One hundred and thirty-five.
5
B: Will you kindly step over here to this showcase?
A: Yes, thanks.
B: Kodak and Fuji are imported film. We also sell domestic products, such
as Lekai.
6
A: By the way, with what brand were those pictures above taken?
B: Just with Lekai.
A: The colour is wonderful. Please get me two rolls of it.
B: Here you are.
Not e s :
1 . We have a large assortment of them. 我们有许多花色品种。
2 . You do have quite a range. 你们的确有许多品种。
3 . How do you like this design? 你认为这种图案怎么样?

4 . It is the very thing I want to buy. 这正是我想买的。very 在句中用来加
强名词 thing 的语气。
5 . Will you kindly step over here to this showcase? 您能到陈列柜看看吗?
6 . With what brand were those pictures above taken? 上面的照片是由什么
胶卷拍的。
3. Quality 质量
A: Can you help me, please?

B: Certainly. What do you wish to buy?
1
A: I d like to have a look at your fur wear.
B: Right over here. Madam. The furs here are always dependable.
A: Will you show me some silver foxes first?
B: Here you are.
2
A: It s very charming, but I don t think it s what I want.
B: Why don t you take this white squirrel coat then?
3
A: How delicate and bright the hairs are! And it s light in weight.
B: Yes, it s of the best quality. It s the latest fashion, very popular.
A: May I try it on?
4
B: Yes, please. The fitting-room is at the corner.
A: You ve been looking around here for quite a long time, sir. Which type of
5
washer have you decided on?
B: Well, I m still not so sure.
A: We have many brands: Little Swan and Haier are domestic. Whirpool and
Panasonic are imported.
B: Which one is of the highest quality?
A: It s hard to say. In fact, all of them are of high-quality. Some customers
prefer domestic ones because they are cheaper, and others believe imported ones
because they are more dependable. I think the quality of domestic ones is about
6
the same as that of imported ones, but the price is quite different.
7
B: I don t care much about the price if only the quality is guaranteed.
A: These days Little Swan is selling quite well. The customers all have good
comments on it. It s the latest product of a joint-venture factory in Zhejiang
8
province.
B: Is it? I think I ll talk it over with my family first. Thank you for your
patient explanation.
Not e s :
1 . fur wear 毛皮服装
2 . It s very charming, but I don t think it s what I want. 这非常迷人, 但这
并不是我想要的。
3 . How delicate and bright the hairs are! 多么柔软光亮的皮毛啊!
4 . The fitting-room is at the corner. 试衣间在拐角处。
5 . decide on 对……做出决定
6 . I think the quality of domestic ones is about the same as that of imported
ones, but the price is quite different. 我认为国产的质量和进口的一样, 只是价
格有很大不同。
7 . I don t care much about the price if only the quality is guaranteed. 只要质
量有保证, 我不太在乎价格。
8 . It s the latest product of a joint-venture factory in Zhejiang province. 这是
浙江省合资工厂生产的最新产品。
4. Size and Colour 尺寸和颜色
A: Good morning, sir. Welcome to our counter.

B: Can you show me some hats?
A: Certainly. But what kind would you prefer?
B: The one at the bottom of the counter. Will you show it to me?
A: All right. But it won t be your size, I am afraid. If you really like this
style, I ll find the right size for you.
B: Thanks a lot.
A: Here s one that ll fit you, I think.

1
B: Sorry to say it is a little dark in colour.
A: Why don t you try this one? It is the latest model.
2
B: Yes, this is just the thing. How much does it cost?
A: Fifty-five yuan.
B: Well, I ll take this.
A: Is there anything I can do for you?

B: Yes. I d like to see a pair of these shoes, size six.
3
A: Do you know your size in inches?
B: No, I don t. But when I buy shoes in the United States, I take size six.
A: Well, ma am, the simplest thing to do would be to measure your foot.
Would you mind sitting down here?
B: Not at all.
A: I see. You take a size twenty-three. I believe we have your size. Just a
moment, please. Here you are.
B: On second thought, I don t believe I care for this color. Do you have the
same design in black?
A: I m sorry, the only other color in this design is brown.
B: Oh, I don t think I d like that. Let me see an open-toed shoe in black,
something like that one over there.
A: Certainly. Here you are, Ma am. Would you like to try them on?
B: Yes. Oh, they re too big.
4
A: But they seem to be a perfect fit.
B: I know. But I always buy my shoes a size too small. They stretch, you
5
know. Do you have these a size smaller? But not in black. I believe I d prefer a
light brown.
A: Just a moment, Ma am. I ll see if we have. No, I m so sorry, this is all
we have.
B: Oh, it doesn t matter. Anyway, thank you so much.
6
A: Please call again.
Not e s :
1 . Sorry to say it is a little dark in colour. 遗憾的是颜色有点深了。
2 . This is just the thing. 这正是我想要的。
3 . Do you know your size in inches? 知道你的尺码是多少英寸吗?
4 . But they seem to be a perfect fit. 但是这双对你非常合适。
5 . But I always buy my shoes a size too small. They stretch, you know. 我总
是要买小一码的, 你知道鞋穿久了会松的。
6 . Please call again. 欢迎下次光临。
5. Style and price 式样和价格
A
1
A: Have you been taken care of?
2
B: No. I wonder if you stock any Xuelian sweaters.
3
A: I m sorry we don t carry that brand, but we have some similar in quality
and style.
B: I d like to get a sweater in the new fashion.
A: The sweaters in the left counter are all in the new fashion. Both close-
4
fitting and loose-fitting are the fashion now.
B: What style will be better on me? Can you make some suggestion for me?
A: This one is very popular with the young ladies here. It s very loose in the
waist and sleeves, so it s comfortable to wear. What do you think of the style?
B: That s OK. But the price is rather more than what I was thinking of
5
giving.
A: Of course, you ve got the quality there as well as the style. It s worth the
price.
A: May I help you?

6
B: Yes. Have you got table cloths here?
A: Yes, we have. But I wonder which do you prefer, the hand-woven or the
7
machine-woven?
B: What s the difference in the prices between the two kinds?

8
A: Of course. These hand-embroidered ones are all first class goods. They
are more expensive than the machine-woven ones.
B: Although the machine-woven table cloth is much cheaper, I don t like it.
A: So, have a look at the hand-embroidered one.
B: What fine needlework! What does it cost?
A: Ninety yuan and twenty fen.
9
B: Can you give discounts?
10
A: That s our rock bottom price.
Not e s :
1 . Have you been taken care of? 有人招呼您吗? take care of 关心, 照顾
2 . I wonder if you stock any Xuelian sweaters. 我想知道你们是否有雪莲牌
羊毛衫? stock 在句中用作动词, 表示“储存”。stock 也可作名词讲, 表示“ 存
货”。
3 . I m sorry we don t carry that brand. 抱歉, 我们没有这个品牌。
4 . Both close-fitting and loose-fitting are the fashion now. 紧身和宽松式现
在都流行。
5 . But the price is rather more than what I was thinking of giving. 但价格比
我想象的贵得多。what I was thinking of giving 为宾语从句
6 . table cloths 台布
7 . But I wonder which do you prefer, the hand-woven or the machine-woven?
我不知道您喜欢什么样的, 是手编的还是机编的?
8 . hand-embroidered 手工刺绣的
9 . Can you give discounts? 能打折吗?
10. That s our rock bottom price. 那是最低价了。
6. Paying the Bill 付款
A
1
A: How much does it come to?
B: One hundred and five Yuan.
A: Where should I pay it?
2
B: Please pay it at the cashier s over there.
A: Thank you.
B
3
A: Good morning. May I pay my bills here?
B: Yes, please.
A: Here you are.
4
B: The two bills come up to two hundred and thirty Yuan.
A: Here s the money.
B: Right. You ve given me two hundred and fifty Yuan in all. Your change
5
and receipt, please.
A: Thank you. Goodbye.
B: Please call again.
C
6
A: Good afternoon. I want to get my bill paid.
B: Give me your bill, please.
7
A: Here you are. By the way, do you accept foreign currency.
B: I m sorry we don t. Please change your money at the Foreign Money
8
Exchange Agency.
A: What a pity. I ll come back again soon.
Not e s :
1 . How much does it come to? 那个多少钱? come to 意为“ 共计 ”, “ 达
到”, “ 得到……结果” 例: His plan came to nothing. 他的计划没有成功。
2 . Please pay it at the cashier s over there. 请到那边的付款台付款。at the
cashier s 英语中表示有生命的名词( 人或动物) 末尾加 s 即构成所有格, 其后
指地点的名词往往省略。例: I met him at the butcher ( shop) . 我在肉店里见
到了他。
3 . May I pay my bills here? 我可以在这儿付款吗?
4 . The two bills come up to two hundred and thirty Yuan. 两张账单总共 230
元。
5 . Your change and receipt, please. 找你的钱和发票。
6 . I want to get my bill paid. 我想付款。get sth. done 意为“ 使某事被

做”, 动作的执行者是另外一方。例: I must get my bicycle fixed. 我必须修一
下自行车。
7 . foreign currency 外币
8 . Please change your money at the Foreign Money Exchange Agency. 请到
外币兑换处兑换。
7. Changing Money 兑换
( At the Foreign Exchange Service)

A: Excuse me, I d like to have some American dollars exchanged for
1
RMB.
B: What sum have you got?
A: 300 dollars and what s the exchange rate, please?
B: If you can wait a moment, I ll find it out for you. Well, sir, today s
2
exchange rate is 866. 83 Yuan to 100 US dollars. Would you please fill in the
3
exchange memo and sign your name to it?
A: OK. Here are the dollars and the memo.
B: Let me have a look at your passport.
A: All right. Here it is.
B: Here is your money. Please check it and keep the exchange memo for
4
reconversion into foreign currency. By the way, this memo is valid for six
5
months.
B: You are welcome.
A: Good morning, sir. Can I help you?

6
B: Would you mind changing some HK dollars, please?
A: Well, according to today s buying rate, each HK dollar in note is equal to
7
1 . 1238 Yuan RMB while the rate today s traveller s check is one HK dollar
against 1 . 1326 Yuan RMB. How much do you want to change?
B: 2000 HK dollars in note and 3000 HK dollars in traveller s check.

A: Could you sign the traveller s checks here, please?
8
B: But I ve already finished signing them once.
9
A: Traveller s checks need countersigning.
B: Oh, sure. Here you are.
10
A: Thank you. How do you want it?
11
B: You d better let me have 5000 Yuan RMB in 100 Yuan denomination and
the rest in tens or fives and small change, please.
A: Certainly. Here it is.
B: Thanks a lot.
A: With pleasure.
Not e s :
1 . I d like to have some American dollars exchanged for RMB. 我想将美元
兑换成人民币。have sth. done 句型, 意为“ 使某事完成 ” 例: I ll have my
hair cut. 我要理发。
2 . Today s exchange rate is 866. 83 Yuan to 100 US dollars. 今天的兑换率
是 866. 83 元人民币兑换 100 美元。
3 . Would you please fill in the exchange memo and sign your name to it? 请
您填一下这份兑换水单并签名好吗?
4 . Please check it and keep the exchange memo for reconversion into foreign
currency. 请检查一下, 并保存好这张兑换水单以便兑换回外币。
5 . By the way, this memo is valid for six months. 顺便告诉你一声, 这张水
单有效期六个月。
6 . Would you mind changing some HK dollars, please? 您可以帮我换一些
港币吗? Would you mind doing sth. 意为“ 是否介意做某事”
7 . traveller s check 旅行支票
8 . But I ve already finished signing them once. 我已签过一次了。
9 . Traveller s checks need countersigning. 旅行支票需要复签。
10. How do you want it? 你想要什么样的?
11. denomination 币值
8. Exchanging or Refunding 退换
A: Excuse me. Can I exchange this jacket, please?

B: When did you buy it?
A: Yesterday afternoon. Here s the invoice.
1
B: Is there anything wrong with the jacket?
A: No, nothing wrong. I got the wrong size. The problem is that it is too
small for my son to wear.
B: How tall is your son?
2
A: He is six feet tall. Have you anything a size bigger?
B: We have the size but not the same color.
3
A: How about showing me some other samples?
B: Certainly.
4
A: Yellow becomes him. This jacket will sure give him every satisfaction.
A: Good afternoon, sir.

B: Good afternoon. What are you looking for?
5
A: Nothing. But can goods be refunded at your counter?
6
B: Yes. Goods purchased in this store are refundable within seven days.
A: I bought a scarf for my wife this morning, but she isn t satisfied with it.
B: Don t worry about that. Give me back the invoice, please. You may get
your refund at once.
Not e s :
1 . Is there anything wrong with the jacket? 这件夹克衫有什么问题吗?“ Is
there anything wrong with + 名词”用来询问某人或某物是否有毛病, 有时更简
略。例: Anything wrong with your pen? 你的钢笔有毛病了?
2 . Have you anything a size bigger? 有没有更大尺码的?
3 . How about showing me some other samples? 其他样品拿给我看看好吗?
4 . Yellow becomes him. This jacket will sure give him every satisfaction. 黄
色适合他。这套运动服肯定会使他满意的。
5 . But can goods be refunded at your counter? 你们柜台的商品可以退吗?
6 . Goods purchased in this store are refundable within seven days. 在本店购
买的商品 7 天内可以退换。
Situation Practice
Practice 1
Suppose you are an assistant of Friendship Department Store and your partner
a businessman from America. Your partner is leaving China soon and wants to buy
a gift for his wife. You are required to introduce some suitable items for him
Practice 2
You want to buy a cell phone. Your partner is introducing Nokia 7260 and
Samsung E568 to you. You want to see the samples and then decide to buy one of
them.
Practice 3
Student A acts as a foreign visitor who wants to exchange 1000 dollars for
RMB. Now he is asking Student B, a bank cashier, about the exchange rate.
Practice 4
Student A acts as a customer and Student B an assistant. A has bought a coat
for his wife but it turned out to be a little larger. A wants to exchange it for a small
one.
Un it 2 Da ily B u s in e s s En glish
日常商贸英语
Since the entrance to the WTO, China has completely opened its door to the
outside world. The tra de volume with other countries has increa sed greatly, and
tra de contacts a mong the countries will still strengthen in the future. So it s
important to esta blish and keep good relations with other countries, perfectly
understand tra de policies and new trends for foreign investment in China and
Chinese-foreign joint ventures.
1. Calling on a Customer 拜访客户
( A: the importer B: the maker C: the secretary)

1
B: I have an appointment with Mr. John at 2 o clock.
C: May I have your name, please?
B: My name is David Andson. Sales Manager of the Apple Computer
Company.
C: He s waiting for you. I ll show you to his office. Please follow me.
B: Thank you.
A: Have a seat, please, Mr. Andson.
2
B: Thank you. These are some illustrations of the latest model computers.
3
A: Our company is interested in medium-sized computers.
B: Here are the medium-sized computers. What do you think of them?
A: They are very splendid. What about the price?
B: It costs 1 , 200 dollars per set. But if you buy one hundred sets we ll give
4
you a 10 per cent discount.
Unit 2 Daily Business English 日常商贸英语 26 9
A: Good morning.
B: Good morning. May I help you?
A: Yes, I m Li Ming, representative of the Zhonghua Power Tool Company.
I d like to see your purchasing manager. Here s my card.
B: Oh, Mr. Li, I m Smith, the purchasing manager.
A: Glad to meet you, Mr. Smith.
B: Me too. Please have a seat.
A: Thanks. I m here to see if you want some power tools. We are informed by
5
the newspaper that your company is carrying out a big project. Congratulations!
B: Thanks. That s true. Well, Mr. Li, what do you have?
6
A: We specialize in power drills and power cutters.
B: Oh, that s good. Could you tell me something about your products?
A: Our products are of high quality. Let me show you our sample. Look, it s
light and small. It also has high power-saving and safety features.
7
B: The chuck looks good.
A: Yes. These two geared chucks are firmly bit. You see, this pistol trip
8
handle is for sure drilling in any position?
9
B: What kind of motors does it use?
10
A: This drill needs a 3 amp motor of 1000 r. p. m. it s smaller than other
drills with similar features, very convenient, easy to carry. Also, it can keep
11
drilling the lock.
B: Very good. What about the electrical current? Alternating current or direct
12
current?
13
A: Two hundred and twenty. AC and DC.
B: Great.
Not e s :
1 . I have an appointment with Mr. John at 2 o clock. 我与约翰先生两点钟
有个约会。
2 . These are some illustrations of the latest model computers. 这是一些最新
型电脑的说明书。
3 . Our company is interested in medium-sized computers. 我们公司对中型

电脑感兴趣。 be interested in. . . 对 …… 感兴趣例: He is interested in
football. 他对足球感兴趣。
4 . But if you buy one hundred sets we ll give you a 10 per cent discount. 不
过, 如果你买 100 台的话, 我们给你 10% 的折扣( 打 9 折) 。
5 . We are informed by the newspaper that your company is carrying out a big
project. 我们从报纸上得知, 你们公司要进行一项大项目。
6 . We specialize in power drills and power cutters. 我们专营电钻和电锯。
specialize in 专门从事, 专攻例: He specializes in law. 他专攻法律。
7 . The chuck looks good. 这夹具看起来不错。
8 . Yes. These two geared chucks are firmly bit. You see, this pistol trip
handle is for sure drilling in any position? 是的, 这两个齿轮夹得很紧。您看这
手柄能够控制钻的角度。
9 . What kind of motors does it use? 用什么电机?
10. This drill needs a 3 amp motor of 1000 r. p. m. 这个钻需要 3 安培电
机, 每分钟 1000 转。
11. Also, it can keep drilling the lock. 而且锁定连续转。
12. Alternating current or direct current? 直流电还是交流电?
13. Two hundred and twenty. AC and DC. 220 伏, 直流电、交流电都行。
AC = alternating current 交流电 DC = direct current 直流电
2. Establishing Business Relations 建立业务关系
( A: Secretary of a Company B: A Sales manager of Hua Guang Electronics)

A: Good morning, sir. Can I help you?
B: Good morning. I d like to see Peter, your manager.
A: Do you have an appointment, sir?
B: No, I don t. I m a sales manager from Hua Guang Electronics. I ll take
1
just a few minutes of his time.
2
A: May I have your name, please?
B: My name is Li Ming. And here s my card.
A: I m sorry, Mr. Li, Peter is busy at this moment. Can I ask what s the
matter?
B: I d like to explain the matter to him myself.
3
A: I m sorry, Mr. Li. I m told to get the information from visitors.
B: Yes. I want to talk about our new software with him. Maybe he is
interested in it, because your new project needs new software for its designs.
A: In that case, please wait a moment. Let me see when Peter is free
tomorrow. Yes, 10 : 00 tomorrow morning, is it OK for you?
B: Yes. That s fine. I ll come again tomorrow. See you tomorrow.
A: See you.
( Mr. Brown, a businessman from Australia, is visiting China. The aim of his
visit is to establish business relations with us. )
( A: Mr. Brown B: Mr. Zhang)
A: Good morning. My name is Brown. I m from Australia. Here is my card.
B: Thank you. I m pleased to meet you, Mr. Brown. My name is Zhang Lin,
the representative of Suzhou Textiles Import and Export Corporation.
A: Pleased to meet you too, Mr. Zhang. I travel a lot every year on
4
business, but this is my first visit to your country. I must say I have been much
impressed by your friendly people.
B: Thank you for saying so. Have you seen the exhibition halls? On display
are most of our products, such as silks, woolen knitwear, cotton piece goods,
garments.
A: Oh, yes. I had a look yesterday. I found some of the exhibits fine in
quality and beautiful in design. The exhibition has successfully displayed to me
5
what your corporation handles. I ve gone over the catalogue and the pamphlets
6
enclosed in your last letter. I have got some idea of your exports. I m interested in
your silk blouses.
B: Our silks are known for their good quality. They are one of our traditional
exports. Silk blouses are brightly coloured and beautifully designed. They ve met
7
with great favour overseas and are always in great demand.
A: Some of them seem to be of the latest style. Now I ve a feeling that we can
8
do a lot of trade in this line. We wish to establish relations with you.
9
B: Your desire coincides with ours.
A: Concerning our financial position, credit standing and trade reputation,
you may refer to our bank, or to our local chamber of commerce or inquiry
agencies.
B: Thank you for your information. As you know, our corporation is a state-
10
operated one. We always trade with foreign countries on the basis of equality and
11
mutual benefit. Establishing business relations between us will be to our mutual
12
benefit. I have no doubt that it will bring about closer ties between us.
A: That sounds interesting. I ll send a telex home. As soon as I receive a
definite answer, I ll give you a specific enquiry.
B: We ll then make an offer as soon as possible. I hope a lot of business will
be put through between us.
A: So do I.
Not e s :
1 . I ll take just a few minutes of his time. 我只占用他几分钟时间。
2 . May I have your name, please? 请问尊姓大名?
3 . I m told to get the information from visitors. 让我了解一下来宾有什么事
情。
4 . I travel a lot every year on business, but this is my first visit to your
country. 我每年多次外出旅行做生意, 不过这是我第一次到贵国来。
5 . I found some of the exhibits fine in quality and beautiful in design. The
exhibition has successfully displayed to me what your corporation handles. 我感到
有些产品质量上乘, 设计美观。我认为这次展览成功地展示了贵公司的产
品。
6 . I ve gone over the catalogue and the pamphlets enclosed in your last letter.
我已看过了你上次信中所附的目录和小册子。enclose 随信附上例: We
enclose a copy of our latest pricelist. 随函寄出我方最新价格表一份。
7 . They ve met with great favour overseas and are always in great demand. 他
们在国外很受欢迎, 需求量很大。to meet with great favour 意为“ 很受欢迎”
8 . Now I ve a feeling that we can do a lot of trade in this line. 我感到我们在
这方面可为做不少买卖。line 行业例: We have been in this line for many
years. 我们经营这一行多年了。
9 . Your desire coincides with ours. 你们的愿望同我们的一致。coincides

with 与……一致
10. state-operated 国有( 营) 的
11. We always trade with foreign countries on the basis of equality and mutual
benefit. 我们总是与外国在平等互利的基础上做生意。
12. Establishing business relations between us will be to our mutual benefit. I
have no doubt that it will bring about closer ties between us. 我们之间建立贸易
关系将对双方有利。毫无疑问, 它将使我们双方建立更紧密的联系。to our
mutual benefit ( interest, advantage ) 对我们双方有利例: Expending trade
between us will be to our mutual benefit. 扩大我们之间的贸易将对我们双方有
利。
3. Changing Plans 改变计划
A
1
( Mr. Li informs Mr. Smith of the change in the day s program. )
A: Good morning, Mr. Smith. I m afraid there s been a change in today s
program. I just got word that your appointment with our manager will have to be
2 3
put off. Something urgent has come up. And Mr. Ma is sending his apologies
and has asked me to find out if this afternoon would be all right with you.
B: Yes, this afternoon will be just as good.
4
A: Then shall we make it two o clock this afternoon?
B: Good. Two o clock this afternoon. And then I can do some shopping this
5
morning. I d like to get some souvenirs to take back to my friends at home.
A: Dombradi speaking.
B: Is that you, Dombradi? This is Frank Shaw.
A: Oh, hello Frank. Nice to hear from you.
B: Please, listen, Dombradi. I m coming to Budapest in October and I d like
6
to call in to discuss the marketing of the XJ3.
A: Great. When are you planning to come?
B: Well, I m visiting someone in Warsaw on the fourteenth and fifteenth. I
thought I d fly to Budapest on the evening of fifteenth. Would the sixteenth be OK?
A: Since you changed your schedule. Let me check my diary. Right. Here
they are. Er. . . , I m sorry that I m not free on the sixteenth.
B: Well, how about Thursday the seventeenth? Would the morning suit you?
A: Yes. That would be fine.
7
B: OK. Shall we say nine o clock?
A: Can we make it half past nine?
B: Oh, yes. That s fine by me-I ll be a little tired by the end of this busy
trip! I ll take a short rest and I m seeing somebody in the afternoon. Then, I ll
book my flight to Prague for that evening. Well, nice talking with you, Dombradi.
I ll see you on the seventeenth at nine thirty.
A: You said you would come back this Sunday?

B: I m afraid not. I ve made some changes in my plan.
A: In that case you won t stay longer than four days?
8
B: No, I won t. I can take care of all the necessary business in four days.
A: Then shall I have them keep the hotel reservation for you?
B: No need. I ll return earlier. So please write to them to cancel the
reservation.
A: All right. Shall I book the plane ticket for your return?
B: Yes, please. Here is my schedule.
A: Well, have a good trip.
Not e s :
1 . Mr. Li informs Mr. Smith of the change in the day s program. 李先生将
今天日程的变化通知 Smith 先生。inform sb. of sth. 将某事告诉某人例:
Did you inform them of the meeting? 你把开会的事告诉他们了吗?
2 . I just got word that your appointment with our manager will have to be put
off. 我刚得知, 您与我们经理的约会不得不推迟了。
3 . Something urgent has come up. ( 因为) 有急事。come up 出现例:
Some unexpected questions came up at our discussion. 我们讨论时出现了意想不
到的问题。
4 . Then shall we make it two o clock this afternoon? 那么, 我们就定在今天

下午两点, 好吗?
5 . And then I can do some shopping this morning. 这样, 今天上午我们可
以买些东西。do some shopping 购物
6 . I m coming to Budapest in October and I d like to call in to discuss the
marketing of the XJ3 . 我十月份要去布达佩斯, 到时我去拜访你并讨论 XJ3 的
销售问题。
7 . Shall we say nine o clock? 我们定在 9 点钟好吗?
8 . I can take care of all the necessary business in four days. 在 4 天内, 我可
以处理好一切必要的事情。
4. Tender 投标
A: I believe you know that we are going to take two or three of our tankers off
1
the Persian Gulf run, either this year or next.
2
B: Yes, you did send us some correspondence about that.
A: That s right, we did. Well, we re now able to go further into the question
3
of replacements. You haven t submitted any preliminary tenders, have you?
B: Not yet, but we gathered from your last letter that you intended to get bids
4
from us.
5
A: Yes. There was some doubt about size of the replacements. However,
6
we ve decided to go ahead with two ships in the 20 to 30 thousand ton class.
B: I see. Then would you like us to draw up general plans and specifications?
A: Yes, we would. And for the purpose of bidding, you can quote for a
7
24000 and a 26000 . That s deadweight tonnage in both cases.
B: I see. And the propulsion method whether steam or diesel, you ll leave to
8
us, I suppose?
A: Yes. Is there any distinct advantage in having one or the other?
B: Well, there are many factors to be taken into consideration in deciding
which type you want.
A: Which is the cheaper to run, the diesel or the steam?
9
B: Diesel is the more economical in fuel on a pound per horse power basis.
And it s lighter.
A: But diesel fuel is more expensive, surely.
B: It is, and that might offset the saving in fuel. Now comes the question of
price. Can you indicate what budget you are prepared to allocate for the
10
vessels?
A: I can tell you that we are willing to go up to ＄180. Shall we submit our
11
tender to your Hong Kong office?
B: Yes, either directly or through your representative in Hong Kong. Who is
your representative in Hong Kong now? You have a new man there, I believe.
A: Yes, Mr. Kennths.
B: I know your former representative, Mr. Parkson, very well. We often met
in the street.
A: Did you? Mr. Kenneths will be there for two years.
B: Is that so? I ll call on him when I am back in Hong Kong.
Not e s :
1 . I believe you know that we are going to take two or three of our tankers off
the Persian Gulf run, either this year or next. 我想你知道的, 本公司将于今年
或明年取消两三艘油轮在波斯湾航线之行驶。
2 . You did send us some correspondence about that. 贵公司寄给我们的一
些信函中确曾提到过。句中 did 表示强调。
3 . You haven t submitted any preliminary tenders, have you? 贵公司还没有
提出任何初步标价, 对吗?
4 . Not yet, but we gathered from your last letter that you intended to get bids
from us. 还没有, 但我们从你们上次的信函中得知, 贵公司有意从敝公司获
得标价。
5 . There was some doubt about size of the replacements. 关于新船的大小还
有些疑问。
6 . However, we ve decided to go ahead with two ships in the 20 to 30
thousand ton class. 不过, 本公司已决定订购两艘两万吨级至三万吨级的船
只。
7 . That s deadweight tonnage in both cases. 两者都是指载重容量。
8 . And the propulsion method whether steam or diesel, you ll leave to us, I
suppose? 至于动力方式是采用“ 蒸气式”抑或“ 柴油式 ”, 我想贵公司将交由

我方全权处理吧?
9 . Diesel is the more economical in fuel on a pound per horse power basis.
以一磅对一马力的比率而言, 柴油式在燃料上是比较经济的。
10. Can you indicate what budget you are prepared to allocate for the vessels?
你能不能说说, 贵公司对这两条船准备拨出多少预算?
11. submit to 呈送, 提交
5. At Customs 在海关
A
1
A: Your passport, please.
B: Here it is.
2
A: Show me your health certificate, please.
B: Here you are.
3
A: When did you get your last vaccination?
B: Just before I left. You can check my health certificate.
4
A: Have you got anything to declare?
5
B: No, I haven t got any dutiable things with me.
6
A: Well, you ve got quite a few watches here.
7
B: Do I have to pay duty for them? They re very cheap ones, just gifts for my
friends.
A: All right. I ll let them pass.
B: Thank you.
A: Please bring your luggage here for inspection. Will you show me your
8
declaration form, please?
B: Here you are, officer.
A: Is all your luggage here?
B: Yes, a briefcase, a traveling bag and a suitcase.
9
A: Your briefcase is exempted from examination. Will you open this suitcase
please?
B: Certainly.
A: Have you anything to declare?
10
B: No. I have only personal effects.
11
A: Have you got any spirits or tobacco?
12
B: Yes, I ve got some cigarettes and two bottles of whisky.
A: How many packets of cigarettes?
B: Eight packets.
13
A: That s not in excess of the duty-free allowance. Well, I see you have two
cameras and eight electronic calculators.
B: Yes, one camera for personal use and the other is intended to be a gift.
14
The electronic calculators are samples for the corporation.
A: Each passenger is allowed one camera duty-free. You ll have to pay duty
for the other one. As for the samples they are dutiable. I ll release them now, but
you ll have to submit a written statement on your exit by the corporation receiving
15
the samples.
B: Well, where shall I pay the duty for the camera?
A: Please wait for a moment, I ll make out the duty memo. . . There you are.
Take this and pay the man over there.
16
B: ( Returning) I ve paid the duty. Here is the receipt.
A: Very well. ( Marking the suitcase to indicate it has been cleared by the
Customs) . That s all. I hope you enjoy your stay in China, Mr. Anderson.
B: Thank you, officer.
Not e s :
1 . Your passport, please. 请出示护照。
2 . Show me your health certificate, please. 请给我看看你的健康证明。
3 . When did you get your last vaccination? 你最后一次接种疫苗是在什么
时候?
4 . Have you got anything to declare? 有什么东西要申报吗?
5 . dutiable things 应纳税的东西
6 . quite a few 相当多的
7 . Do I have to pay duty for them? 这些表我必须交税吗?
8 . declaration form 申报单
9 . exempted from examination 免检

10. personal effects 随身物品, 个人物品
11. spirits ( 常用复数) 烈酒
12. two bottles of whisky 两瓶威士忌酒
13. That s not in excess of the duty-free allowance. 没有超过免税限额。
14. The electronic calculators are samples for the corporation. 这些电子计算
器是公司的样品。
15. I ll release them now, but you ll have to submit a written statement on
your exit by the corporation receiving the samples. 我会让行的, 但是你必须提
交接收这些样品的公司出具的出境书面说明。
16. Here is the receipt. 这是收据。
6. Patent and Trademark 专利与商标
( Application for Patent)

A: I m going to apply for a patent, but I m not sure how to prepare the
application.
1
B: You need to submit a request, a description and a claim. The description
is particularly important. If necessary, it should be supported by drawings.
2
A: How long shall I have to wait for the approval?
B: Well, examination takes time. The Patent Office will announce the result
and notify the application within 18 months. Even then, you won t get the patent
3
certificate.
A: Why?
B: The Patent Office needs 90 days to wait for any possible opposition. Only
when everything is OK will the patent be registered.
4
A: How long is the duration of protection?
B: This is only for one of the patent rights. For invention the duration of
5
protection is 15 years. For utility models and designs, the duration of protection is
even shorter, only 5 years protection.
A: Why is there such big difference?
B: Now technology is developing fast. An invention may be new today, but in
6
a few years, it may be outdated. Better inventions may take its place.
A: I see. When a patent right yields no more benefits, protection becomes
7
meaningless.
8
B: You are to the point.
A: Does every country specify the same duration of protection?
B: No. 15 years protection is the minimum protection any country will grant
its patentees. In some countries, the patent right duration for invention is 20
years.
A: So the patentees registered in these countries can enjoy longer protection.
B: But they enjoy it with a cost. In any country, patentees must annually pay
9 10
fees. The longer the protection, the more they have to pay.
B
11
( Trademark Registration)
A: I want to have my product be registered. Do you know what I should do
for this affair?
B: You mean the procedures for trademark examination, don t you? It is not
12
complicated. You may just contact the Trademark Office. It will send you
13
standard forms for you to fill out.
A: That sounds quite simple. By the way, is there a time limit for trademark
rights?
B: Of course, by law, the protection in our country is limited to 30 years.
14
And trademark rights can be renewed.
A: That s great.
B: Trademark registration may be renewed continuously. But the producer or
15
registrant should apply for the registration renewal every 30 years.
A: That s fair. It is not easy for a producer to establish a well recognized
16
trademark. He has reasons to enjoy such protection.
B: Even if the producer forgets to apply for the registration renewal, the law
17
grants a 6-month grace period.
A: Thank goodness.
B: Yes, unless the same trademark is also registered in this country.
A: How can we do it in another country?
B: For trademark registration, different countries follow different rules. For

18
example, China has adopted the priority-of-registration principle. A number of
countries, including Japan and Germany, observe the same principle. Other
countries prefer the priority-of-use principle. U. S. A. and many other countries
19
belong to this group.
A: Which principle is more reasonable?
B: Well, we can t say one is better than the other. The former seems simpler
in regard to the registration procedures.
A: Suppose I seek a trademark registration in the U. S. A. , what should I
do then?
B: You ll have to prepare a lot of documents, and many of them must be
20
notarized. Sometimes, the registration fee will be very expensive.
A: In this case who is willing to seek trademark registration abroad?
B: It s still worth trying. Otherwise, it will be hard for your products to cross
the boundary. Or even if it crosses over, you may be legally charged with
21
infringement.
A: Thank you, you really helped me a lot.
Not e s :
1 . You need to submit a request, a description and a claim. 你需要提供一
份申请, 一份说明书和一份要求书。
2 . How long shall I have to wait for the approval? 要得到认可我得等多久?
3 . The Patent Office will announce the result and notify the application within
18 months. Even then, you won t get the patent certificate. 专利局将在 18 个月
内宣布并申报结果。
4 . duration of protection 保护期限
5 . utility models and designs 实用新型和外观设计
6 . outdated 过时的
7 . When a patent right yields no more benefits, protection becomes
meaningless. 享有专利权如果不能更多的获利, 那么专利权的保护就失去了
意义。
8 . You are to the point. 你说到点子上了。
9 . In any country, patentees must annually pay fees. 任何国家的专利权人
每年都必须付费。
10. The longer the protection, the more they have to pay. 保护期越长, 付
的费就越多。the more. . . the more. . . 越……越……
11. trademark registration 商标注册
12. the Trademark Office 商标局
13. It will send you standard forms for you to fill out. 它( 商标局) 会寄给你
标准表格要你填写。fill out 同 fill in, 意为填写
14. And trademark rights can be renewed. 商标权可为续延注册。
15. But the producer or registrant should apply for the registration renewal
every 30 years. 而生产商或注册人应每 30 年申请办理注册商标的续延手续。
16. It is not easy for a producer to establish a well recognized trademark. 生
产商创出公认的名牌不容易。
17. Even if the producer forgets to apply for the registration renewal, the law
grants a 6-month grace period. 连生产商都常常忘记申请注册续延, 法律会给
予 6 个月的宽限期。
18. China has adopted the priority-of-registration principle. 中国采用注册优
先原则。
19. Other countries prefer the priority-of-use principle. U. S. A. and many
other countries belong to this group. 其他国家更青睐优先使用原则, 美国属于
这一种。
20. notarized 确认的
21. Otherwise, it will be hard for your products to cross the boundary. Or
even if it crosses over, you may be legally charged with infringement. 否则, 你的
产品很难跨出国门, 即使跨出国门, 你也可能被指控侵权。
7. Foreign Trade Policy 外贸政策
A
1
A: It is said that you are taking up a new policy in your foreign trade. Is that
true?
B: We still keep to the principle of equality and mutual benefit. Only we are
2
trying to follow some general international practices.
A: I d like very much to know something about this. Could you explain it in
detail?
B; With Pleasure. We have adopted, for example, payment by installments,
3
compensation trade and so on.
A: Do you accept foreign loans?
B: Yes. If the terms and conditions are favourable, we are prepared to accept
4
foreign loans.
5
A: Then your policy must be more flexible than before. This will give us
both a better chance for cooperation.
B: Quite right. It will benefit us both, too.
6
A: Now I ve come to see you re really pursuing an open door policy. I hope
your policy will remain unchanged.
B: Don t worry about it. We ve always adhered to our policy and surely will in
7
the future.
A: Mr. Wang, we are pleased to know that you are beginning to accept both
8
private and government-to-government loans.
B: Our policy is to rely mainly on our own efforts. But if conditions permit,
we don t refuse to consider government-to-government or non-government loans.
A: Do you have any other restrictions or concrete policies regarding accepting
9
loans?
B: Yes, there are, as a matter of fact. Here is an example: No matter who
plans to accept loans, the acceptance is only permitted when the programme is
10
ready and sufficient RMB to match the loans has been collected.
A: I would really like to know some details in the field of international trade.
B: In foreign trade, our policy is the same. We encourage individual units to
consider carefully their ability to pay before using the loans, especially when
importing goods. Anyway, some statistics have revealed that quite a few companies
and enterprises have used commercial credits, bank credits and other long-term
11
interest-free loans.
A: If there is any need, we d like to supply you with a loan at the most
12
favourable rate.
B: What favourable rate could you offer?
A: Our pay-off period could be as long as 15 years, not including 3 years

13
grace period. We will allow you 15% grant element. The interest rate could be
14
as low as 3% . But we will require you to purchase our equipment at least by
15
25% of the total loan.
B: What kind of equipment do you mean?
A: Well, we can discuss that matter. We have equipment for textile industry,
16
chemical industry and automobile industry. They are quite advanced.
B: I see. But I m afraid we can t decide the matter now because we need to
discuss it among ourselves first.
A: That s all right.
Not e s :
1 . It is said that you are taking up a new policy in your foreign trade. 听说你
们在对外贸易中采取了一项新政策。 It is said + that clause 据说例: It is
said you are going to go abroad. 听说你要出国了。
2 . We still keep to the principle of equality and mutual benefit. Only we are
trying to follow some general international practices. 我们依然坚持平等互利的原
则。我们只是遵循一些基本的国际惯例。
3 . We have adopted, for example, payment by installments, compensation
trade and so on. 例如, 我们已经采用了分期付款、补偿贸易, 等等。
4 . If the terms and conditions are favourable, we are prepared to accept
foreign loans. 如果条件优惠的话, 我们打算接受外国贷款。 be prepared to do
sth. . . 打算 / 愿意做某事, 例: To start business with you, we are prepared to
order 80 tons for a trial. 为了与你们初步展开业务, 我们准备买 80 吨作为试
用。
5 . flexible 灵活的
6 . Now I ve come to see you re really pursuing an open door policy. 现在我明
白了, 你们确实在贯彻开放政策。I ve come to do. . . 用于表示一个动作的发
展过程例: I ve come to know that you specialize in export of hardware. 我了解
到你们专营小五金的出口。
7 . We ve always adhered to our policy and surely will in the future. 我们一
贯坚持自己的贸易政策, 将来也肯定如此。adhere to. . . 坚持
8 . We are pleased to know that you are beginning to accept both private and
government-to-government loans. 我们高兴地了解到你们正在开始接受私人及

政府间的贷款。
9 . Do you have any other restrictions or concrete policies regarding accepting
loans? 关于接受贷款, 你们有什么其他限制或具体政策? regarding 关于……
10. No matter who plans to accept loans, the acceptance is only permitted
when the programme is ready and sufficient RMB to match the loans has been
collected. 不管何人计划接受贷款, 只有在项目准备好并有足够的配套人民币
的前提下才允许接受贷款。
11. Anyway, some statistics have revealed that quite a few companies and
enterprises have used commercial credits, bank credits and other long-term
interest-free loans. 无论如何, 一些统计数据表明不少公司和企业已经使用了
商业信贷、银行信贷和其他长期无息贷款。
12. If there is any need, we d like to supply you with a loan at the most
favourable rate. 如果需要, 我们愿意以最优惠的利率向你们提供贷款。
13. Our pay-off period could be as long as 15 years, not including 3 years
grace period. We will allow you 15 % grant element. 我们的偿付期可达 15 年之
久, 不包括 3 年的宽限期。
14. The interest rate could be as low as 3% . 利率可低至 3% 。
15. But we will require you to purchase our equipment at least by 25% of the
total loan. 不过, 我们要求你们以贷款总额至少 25% 的资金购买我们的设备。
16. advanced 先进的
8. Absorption of Foreign Capital 吸引外资
A: Hi, Mr. Zhang. How are you?

B: Fine, thanks, Mr. Smith. How are you?
A: Fine. I m glad you have time to talk today.
B: Sure.
A: I d like some advice.
B: I ll be happy to help in any way I can.
1
A: Well, I need to learn your policy on investment.
B: Absorption of foreign capital is an essential part of our business activities.
It covers foreign loans to government departments, enterprises and direct foreign

2
investment.
A: What are the sources of your outside financing? More and more foreign
companies make investment and set up factories in China.
B: Well, naturally we make use of various bank credits and commercial
credits; also foreign governments and international banking establishments make
3
loans to us.
A: What about direct investment?
B: They are equipment, funds, technology and labor service provided by
foreign enterprises through joint ventures, cooperative operation and cooperative
4
exploitation and compensation trade.
A: I see. China is such a large country with a tremendous population. I m
thinking of making investments in China.
B: Mr. Smith, if you make investments in China, you are sure to make good
profits.
A: That s marvelous. What other encouraging things can you tell me?
B: Oh, quite a lot. I think it is important to tell you our principle of“ lighter
5
tax burden, greater preference ”, then you may know what preferential measures
China is taking at present.
A: What are the factors determining the scope of your absorption of foreign
capital?
B: Basically there are three: the needs of China s economic development, the
quality and conditions of funds and technology provided by foreign enterprises and
the ways of cooperation and the economic results.
6
A: That makes sense. Countries that have ignored these important factors
usually have very sad histories.
B: Before we use foreign capital, we first make clear the orientation and focal
7
point of investment.
A: Do you mean focal point of investment in the sense of the priorities of
utilizing foreign capital?
8
B: Yes, up to a point. Foreign capital is chiefly used in the key construction
9
projects and technology reformation of the existing enterprises.
A: That s a very wise view. Capital and technology exchanges gained by some
faster developing countries have proved this.

B: Yes, that s true.
A: Well, Mr. Zhang, I ve got a general picture of your policy on absorption
10
of foreign capital. But I am not too sure of your“ policy on direct investment”.
Since it concerns my money, I want to have a thorough understanding of it.
B: Well, I ve got a book ready for you. It is very helpful, I think. Here you
are.
A: Thank you. I understand that I have to do some heavy reading on this
subject before we can continue.
B: Good idea.
B
11
( New Regulations and Measures Favoring Foreign Investors )
A: I think that the new regulations and measures will primarily benefit the
investors, for example, a joint venture will be allowed a certain reduction or even
12
exemption from income tax in the first five profit-making years.
B: What are profit-making years? You mean the year of production?
A: No, I mean the first five years in which the venture succeeds in producing
13
a profit.
B: I see.
A: What s more, all legitimate rights and interests of foreign investors are
14
protected by Chinese law.
B: That s good.
15
A: And net profit can be remitted abroad.
B: This has been a problem in some other countries. But what if your policy
would change?
16
A: Mr. West, let me put your mind at rest. Perhaps you are worried that
17
the government might nationalize or requisition your investment and property. I
can assure you that such things will never happen. China s political and economic
18
situation is stable, and we mean what we say.
B: What about the risk?
A: Whenever and wherever you invest, it would involve risk. Mr. West, if
you are not to take risks, how can we venture jointly? What s more, the chance of
success in China is very high. This is because our government presents an

excellent environment for investment and also because China has a large
population, and our resources are rich and wages are low.
B: You are right. What you said makes me firm.
Not e s :
1 . I need to learn your policy on investment. 我需要了解你们有关投资的
政策。
2 . Absorption of foreign capital is an essential part of our business activities.
It covers foreign loans to government departments, enterprises and direct foreign
investment. 吸引外资是我们经济活动的重要部分, 它包括对政府部门和企业
的外国贷款, 以及外商在华的直接投资。
3 . We make use of various bank credits and commercial credits; also foreign
governments and international banking establishments make loans to us. 我们除了充
分利用各种银行信贷和商业信贷以外, 还接受外国政府及国际金融机构的贷款。
4 . They are equipment, funds, technology and labor service provided by foreign
enterprises through joint ventures, cooperative operation and cooperative exploitation
and compensation trade. 所谓“直接投资”指的是外国企业通过合资经营、合作生
产、合作开发及补偿贸易向我们提供设备、资金、技术及劳务。
“ 纳税从轻、优惠从
5 . principle of“ lighter tax burden, greater preference”
宽”的政策
6 . That makes sense. 有道理。
7 . We first make clear the orientation and focal point of investment. 首先我
们要解释清楚投资的方向和重点。
8 . up to a point: to some extent; in some degree 在某种程度上
9 . Foreign capital is chiefly used in the key construction projects and
technology reformation of the existing enterprises. 外资主要用于现有企业的建设
项目和技术改造。
10. I ve got a general picture of your policy on absorption of foreign capital.
我对你们吸引外资的政策有了大体的了解。
11. New Regulations and Measures Favoring Foreign Investors 有益于外国投
资者的新规章制度
12. I think that the new regulations and measures will primarily benefit the
investors, for example, a joint venture will be allowed a certain reduction or even
exemption from income tax in the first five profit-making years. 我认为新的规章
制度和措施首先是对投资者有利, 例如, 合资企业头五个获利年可以减少甚
至不缴所得税。
13. I mean the first five years in which the venture succeeds in producing a
profit. 我指的是企业创利润的头五年。
14. All legitimate rights and interests of foreign investors are protected by
Chinese law. 外国投资者的合法权益都会受到中国法律的保护。
15. And net profit can be remitted abroad. 同时净利还可汇往国外。
16. Let me put your mind at rest. 让我来解除你的顾虑吧。put one s mind
at rest 使某人放心; 使某人安心
17. Perhaps you are worried that the government might nationalize or
requisition your investment and property. 也许你会担心, 我国政府会对你的投
资和财产实行国有化或加以征用。
18. We mean what we say. 我们说话是算数的。
9. Joint Venture 合资企业
A: I would like to discuss with you ways in which we build a chemical works
1
as a joint venture. I mentioned it while we were in Shanghai last month,
remember?
B: Great! You know our new policy of opening to the outside world presents
2
unrivalled opportunities for joint ventures.
3
A: I know that. But before going into details, may I ask you to enlighten me
on some questions?
B: Yes, I ll be only too glad to. What s it, Mr. Jones?
A: Well, first, I want to know more about the joint venture policy of your
country. Could you explain it to me?
4
B: Yes, of course. I think you are more concerned about paying less taxes
and getting more benefit, right?
A: Yeah! That s the way I see it.
B: Well, according to China s investment policy, investors are provided with
5
preferential treatment, that is: they are allowed a certain reduction or even total
6
exemption from income tax in the first five profit-making years.
A: I see. Can we remit our profit to foreign countries?
7
B: Yes, you can, after having paid taxes. In some of our EDZ, the 10%
income tax on the remittance amount that is legally charged can even be exempted.
A: Yes? But this has been a problem in some countries. Anyway, I m
concerned very much about China s policy, I mean, would it last long?
8
B: You may rest assured. China s political and economic situations are
stable, and will remain stable. Our government won t nationalize or requisition
investments and property of investors. We do mean what we say.
A: Are investors lawfully protected?
B: Yes, all legitimate rights and interests of foreign investors are protected by
Chinese law.
A: Thank you, next, a joint venture should determine by themselves their
9
organizational structure and personnel system, right?
B: You said it. But the point is that the president is to be appointed by our
side and the vice president by your side. All other managing directors and
managers would be nominated and agreed upon by both parties through
10
consultations. And the joint venture is to be under the guidance of the board of
11
directors.
A: Well, another question: what about production and other things such as
wage system?
B: I know what s on your mind. In accordance with the targets of their
production and operation, they also have the right to determine production and
operation plans, to raise funds, to use funds and determine by themselves the wage
12
levels, the forms of wages and bonuses and allowance system.
A: Mark, last time we talked about the possibility of our joint venture to build
a color TV factory in our country. Shall we come to some details this time?
B: Fine. The board of directors had a meeting. Most of the directors thought
that China is a big country with a large population, rich resources and a
comparatively low level of wages and salary. All these are favorable conditions. So
they have decided to make the investment.

A: I m happy to hear that. How much do you plan to invest?
13
B: Well. We would like to hear your proportion first.
A: We are prepared to contribute 57% . This includes cash, factory buildings
14
and premises. The right to use the site is also a part of our investment.
B: Does that mean we shall invest by machinery and equipment with our
technology?
A: There are two ways of investment, I think. One is to provide a complete
production line and relative technology. The other is to provide necessary
machinery and equipment and we ll assemble components from your side on
15
commission.
16
B: How much do you expect the registered capital to be?
A: I would presume 12 million U. S. Dollars.
B: That s not a small figure. But how can we arrive at the precise value of the
17
factory buildings and premises?
18
A: We ll ascertain such matters through joint assessment.
B: Are you optimistic about its future?
19
A: I have every reason to believe that the future is very promising. Our
actual volume of trade each year is much bigger than that of the previous year.
B: It s profitable! I suggest the General Director is to be appointed by your
side and the rest of the leaders are to be nominated and agreed upon by both
parties through consultations.
A: I agree with you. As for undiscussed matters, shall we meet again
20
tomorrow?
B: That s OK.
Not e s :
1 . I would like to discuss with you ways in which we build a chemical works
as a joint venture. 我想同你讨论我们合资建造一所化工厂的方式。
2 . You know our new policy of opening to the outside world presents
unrivalled opportunities for joint ventures. 你知道, 我们对外开放的新政策为合
资企业提供了前所未有的机遇。
3 . enlighten 启发( 迪) , 教导
4 . concern about 关心
5 . preferential treatment 优惠待遇

6 . They are allowed a certain reduction or even total exemption from income
tax in the first five profit-making years. 他们在头 5 个获利年度可以少缴所得
税, 甚至完全不缴所得税。
7 . EDZ 即 economic development zone 经济开发区
8 . You may rest assured. 你尽可放心。rest assured 确信无疑, 放心
9 . A joint venture should determine by themselves their organizational
structure and personnel system, right? 合资企业应由自己决定其组织结构和人
事制度, 对吗?
10. But the point is that the president is to be appointed by our side and the
vice president by your side. All other managing directors and managers would be
nominated and agreed upon by both parties through consultations. 但主要的一点
是中方任命董事长, 你方任命副董事长。所有其他总经理及经理们由双方提
名一致通过。
11. board of directors 董事会
12. In accordance with the targets of their production and operation, they also
have the right to determine production and operation plans, to raise funds, to use
funds and determine by themselves the wage levels, the forms of wages and
bonuses and allowance system. 根据生产和经营的目标要求, 合资企业可以自
行制定生产经营计划、筹措资金、自行制定工资标准、工资形式和奖励以及
津贴制度。
13. We would like to hear your proportion first. 我们想先听一下你们的投
资比例。
14. This includes cash, factory buildings and premises. 这包括现金、厂房
和其他房产。
15. One is to provide a complete production line and relative technology. The
other is to provide necessary machinery and equipment and we ll assemble
components from your side on commission. 一种投资方式是提供整套生产线和
相关技术。另一种是提供必要的机器、设备, 我们受委托组装你方的部件。
16. How much do you expect the registered capital to be? 你认为注册资本
是多少呢?
17. But how can we arrive at the precise value of the factory buildings and
premises? 可是如何才能准确得出厂房和其他房产的价值呢?
18. We ll ascertain such matters through joint assessment. 我们将通过双方
共同估算来确定这些东西的价值。
19. I have every reason to believe that the future is very promising. 我们完
全有理由相信前途是非常光明的。
20. As for undiscussed matters, shall we meet again tomorrow? 至于尚未讨
论的事情, 我们明天再碰头好吗? as for 至于, 就……方面来说
Situation Practice
Practice 1
You are sales manager of Dell Computer Company. You pay a visit to Cooper
Company and want to see the purchase manager to find out if they need your
company s latest computer.
Practice 2
Student A acts as an Australian businessman who plans to invest his capital in
a construction project. You are the Chinese official responsible for the project. He
needs to learn your policy on investment. You give him a general picture of your
policy on absorption of foreign capital.
Practice 3
When you were in America on a business trip, you bought 8 bottles of White
Sky face-crearm, 3 digital cameras and 4 Teddy Bears as gifts to your family and
friends. Now you are at Customs and have to declare the dutiable things.
Practice 4
You are a representative of Fedders, an American air-conditioner producer.
Your company needs a joint venture partner. Now you are discussing with your
partner, a representative of Ningbo General Air-conditioner Factory about
establishing a joint venture.
Name Fedders Xinle

Registered capitals ＄24 m, among which Fedders contributes ＄18 . 4m
Board of Directors 5 board members, Fedders appoint three of them
Un it 3 P r a c t ic a l B u s in e s s En glish
外贸实务英语
Guided in genera l by internationa l practice, China ha s been a ctively developing

worldwide trade and international cooperation. In this unit pra ctical business is
involved, for instance, inquiry a nd offer, counter-offer and counter-counter-offer,
a cceptance and order, inspection and insurance, claims a nd settlement,
compensa tion trade etc.
1. Inquiry and Offer 询盘与报盘
A: Can you show us your catalogue?

1
B: Certainly. Here s a catalogue for some of our popular items.
A: Thanks. We re very interested in some of your products. Here s an
2
enquiry sheet we ve drawn up.
B: Thank you. We ll look into it carefully.
3
A: How about the supply position of your products?
B: We have a steady supply for most of them.
4
A: Do you quote FOB or CIF?
5
B: We usually quote on CIF basis.
6
A: The market at our end has become pretty competitive. In order to sell
successfully there, your goods will have to be competitive in price as well.
B: You ll find our prices very attractive.
7
A: Would you give us an offer for Art. No. 17 CIFC5% London now?
B: What s the quantity?
A: We d like to start with 10000 pieces. It s an attractive quantity, isn t it?
B: When do you want the goods to be delivered?
A: Could you make it for May?
B: I think we could manage.
Unit 3 Practical Business English 外贸实务英语 29 5
8
A: We pay by letter of credit.
B: OK. So now we can offer you 10000 pieces of Art. No. 17 at US ＄ 80
9
per piece CIFC5 % London for shipment in May.
10
A: Thank you. How long will this offer be open?
B: It s valid for three days.
A: I will study your offer with my colleagues and give you a definite reply in
three days.
B: I ll be waiting for your good news.
A: It s about a year since I saw you last in Guangzhou. How s everything with
you?
11
B: Fine, thank you. I ve come to hear about your offer for tablecloths.
A: As is well-known, our tablecloths are exquisitely made and moderately
12
priced. They are known for their fine quality and beautiful packing. There is a
wide range of samples in our showroom. Would you like to have a look first?
B: Yes, I d like to. Oh, how beautiful they are! I m especially interested in
Art. No. 64 and 58. The tablecloths made in your province have a ready market in
13
our country. On the inquiry sheet, we inquired for 1000 pieces of Art. No. 45.
It remains unchanged. In addition to this item, please offer us 2000 pieces of Art.
14
No. 64 and 58 .
A: There would be no problem, I suppose. We always try our best to meet
your requirements in cardboard boxes or in polythene bags, both of them being
decorated with beautiful designs. Here are the samples of packing available now.
Which do you prefer?
15
B: Please have Art. No. 64 and 58 packed in cardboard box and Art. No.
45 in polythene bag. What about the terms of payment?
A: Letter of credit available by sight draft. Here is a detailed list of our offer.
The prices we now offer are on the basis of C. I. F 3 % Hamburg.
16
B: Is your offer a firm one or one subject to final confirmation?
17
A: A firm one, which remains open for 5 days.
B: Thank you. I don t need that long. Since your offer is quite reasonable, I
can accept it here and now.
A: I m glad we have closed the business. Thank you for your cooperation.
Not e s :
1 . popular items 畅销货
2 . enquiry sheet 询价单
3 . the supply position 供货情况
4 . Do you quote FOB or CIF? 你们报 FOB 还是 CIF 价? FOB 即 Free on
Board 装运港船上交货; CIF 即 Cost, Insurance and Freight 到岸价格
5 . We usually quote on CIF basis. 我们通常以 CIF 方式报价。on. . . basis
以……方式
6 . The market at our end has become pretty competitive. 我地市场竞争很激
烈。
7 . Would you give us an offer for Art. No. 17 CIFC5% London now? 现在
请给我们报 17 号货成本加运保费到伦敦价, 包括百分之五的佣金。Art. 即
article 物品, C5 % 即 commission 5 % 5% 佣金
8 . We pay by letter of credit. 我们用信用证付款。
9 . So now we can offer you 10000 pieces of Art. No. 17 at US ＄ 80 per
piece CIFC5% London for shipment in May. 现在我们向你们报价 17 号货一万
件, 每件成本加保费至伦敦 80 美元, 含佣金 5 % , 五月份运装。
10. How long will this offer be open? 这个报价有效期多长?
11. I ve come to hear about your offer for tablecloths. 我来听听你们对桌布
的报盘。
12. As is well-known, our tablecloths are exquisitely made and moderately
priced. 众所周知, 我们的台布做工精致, 价格公道。
13. The tablecloths made in your province have a ready market in our
country. 你省所产的桌布在我国市场上畅销。have a ready market 有现成的市
场; 畅销
14. In addition to this item, please offer us 2000 pieces of Art. No. 64 and
58. 此外, 请将货号 64 和 58 的 2000 件货物的报价告诉我们。
15. Please have Art. No. 64 and 58 packed in cardboard box. 请把货号 64
和 58 用硬纸板包装。
16. Is your offer a firm one or one subject to final confirmation? 你报的是实
盘还是以最后确认为准?
17. A firm one, which remains open for 5 days. 实盘, 报价的有效期为 5

天。
2. Counter-offer and Counter-counter-offer 还盘与反还盘
A: Frankly speaking, I think the price is working against us.

B: Why, Mr. Smith? This is a fair market price.
A: It certainly is.
B: What leads you to think that we have to reduce our price?
A: I look at it this way: suppliers should be able to reduce their CIF price,
even lower than their home price.
B: We give you quotations on the same basis as we quote in the domestic
1
market.
2
A: That s the point. Your overheads are in your domestic price, but they
3
can t be carried in the C. I. F. price.
4
B: But even with the overheads out, the export overheads must be put in.
Finally, it comes to the same thing. Anyway, I ll look into it.
A: I wish you could, because there s plenty of other business offering here.
A: Mr. Robert, let s have your firm offer now.

5
B: Gladly. Here s our offer, 310 US ＄ per ton, FOB Boston. You will
notice the quotation is much lower than the current market price.
A: I m afraid I disagree with you there. We have quotations from other
sources too. And, as you well know, we mainly rely on our own resources. Our
own chemical industry has expanded rapidly. We import a certain amount of
chemical fertilizer only when the price is reasonable.
B: Well, then, what s your idea of a competitive price?
A: As we do business on the basis of mutual benefit, I suggest somewhere
around 270 US ＄ per ton FOB Boston.
B: I m sorry the difference between our price and your counter offer is too
6
wide. It s impossible for us to entertain your counter offer, I m afraid.
A: Mr. Robert, no doubt you have wide contracts. I don t think I have to
stress that our counter offer is well founded. It is in line with the international
market.
B: I don t see how I can pull this business through. Mr. Wang, let s meet
7
each other halfway. Mutual efforts would carry us a step forward.
A: Now Mr. Robert, what we have given is a fair price.
B: Well, how s this? We accept your price provided you take the quantity we
offer.
A: I m surprised, Mr. Robert. Wouldn t it be better to settle on the price first
before going on to the quantity? If you accept our counter offer, we ll advise the
quantity from you.
B: Then perhaps you could give me a rough idea of the amount needed?
A: It ll be somewhere around 50000 tons.
B: All right, Mr. Wang. As a token of friendship, we accept your counter
offer for 50000 tons, at 270 US ＄ per ton FOB Boston.
A: I m glad we have brought this transaction to a successful conclusion.
B: I appreciate your efforts and cooperation and hope that this will be the
forerunner of other transactions in future.
A: Thank you. We ll be waiting for your confirmation.
Not e s :
1 . We give you quotations on the same basis as we quote in the domestic
market. 我们给您的报价单和给国内市场的一样。
2 . That s the point. 问题就在这儿。
3 . Your overheads are in your domestic price, but they can t be carried in the
C. I. F. price. 贵公司的经费包含在你们国内的价格里, 但这项费用是不应该
加入 CIF 价格的。
4 . But even with the overheads out, the export overheads must be put in. 即
使除掉这个经费, 外销经费还是得加进去的。
5 . Here s our offer, 310 US ＄ per ton, FOB Boston. 我们的报价是每吨
310 美元, 波士顿船上交货价格( 离岸价格) 。
6 . It s impossible for us to entertain your counter offer, I m afraid. 恐怕我们

不能接受你方的还盘。
7 . meet sb. halfway 折中
3. Acceptance and Order 接受与订货
A: How many do you intend to order about the garments?

B: We want to order 400000 pieces.
A: Can you order more? Such garments are very high in quality.
B: The quantity of our order depends greatly on your prices.
A: Would you give me an idea how many you wish to order from us, so that
we adjust our prices accordingly? We can reduce our price by 2% further if you
order more than 500000 pieces.
B: If you reduce your price by 5% , we ll order 500000 pieces.
A: All right, in order to get the business, we accept the price you required.
A: What shall we discuss next step?

1
B: Let s discuss the problem of placing an order, shall we?
2
A: Of course, we can. What is the minimum quantity of an order for this
product?
B: The minimum quantity of an order for this product is 15000 yards.
A: Well, let me place a trial order of 150000 yards about this new product.
3
If the sales volume is large enough, we will give you larger orders in the future.
A: Good morning, Mr. Edward. Did you just arrive from Sydney?
4
B: Yes, I m here for a week. . . calling on business friends.
A: I see. And how s business?
5
B: Fairly good. How do you find things?
A: Well, this is the off-season, so business is not particularly brisk just now.
6
Well, we ve noticed that your orders have been falling off lately, haven t they?
7
B: That s because we have switched to the piece goods market.
8
A: But you re still handling made-up goods, aren t you?
B: We are, but on a smaller scale.
A: Is there anything that I can book for you now?
B: Well, if your prices are right, you can.
A: You ll get right prices. You can rely on that. What kinds of goods do you
want, knit goods, sportswear, T shirts, or underwear?
B: We can do better with woven garments, but what we can order from you
right now are cotton goods.
A: I see. Can you let me have the name and quantities? I ll take them down
9
in this indent book and give you a copy.
10
B: Let s see, table linen, 5000 sets, with 50 sheets to the case.
A: Any pillow cases?
B: Yes. Let s have 5000 pillow cases. Watch the front buttons this time. You
11
remember? Some were too loose in the last lot you sent us.
A: That s right, I remember. We ll see that the buttons are securely stitched
on this time. How did that shipment of trousers go that we sent you in April?
B: Oh, that one. That was for one of our branch stores. I believe the trousers
sold well.
A: Could you take some more?
B: Not just now. It s a bit too early. What I ve given you is about all for the
12
present.
Not e s :
1 . place an order 订货
2 . the minimum quantity 起订量
3 . sales volume 销售量
4 . I m here for a week. . . calling on business friends. 我在这儿逗留一周,
拜访商业界的朋友。call on sb. 拜访, 看望某人
5 . How do you find things? 你们的情况怎么样呢?
6 . We ve noticed that your orders have been falling off lately, haven t they?
我们发现贵公司的订单逐渐减少了, 不是吗? fall off 减少
7 . That s because we have switched to the piece goods market. 那是因为我
们转向布匹生意的缘故。
8 . But you re still handling made-up goods, aren t you? 但你们仍然经营成
衣, 不是吗?
9 . I ll take them down in this indent book and give you a copy. 我把它记在
这订货本上, 然后复印一份给你。
10. with 50 sheets to the case 每箱 50 条床单
11. Watch the front buttons this time. You remember? Some were too loose in
the last lot you sent us. 这次得注意前排钮扣。你记得吗? 上次你寄给我们的
那批货, 有些钮扣太松了。
12. What I ve given you is about all for the present. 我所告诉你的大概就是
目前的这些。
4. Payment and Delivery 付款与交货
A: We ve settled all the questions about price, insurance, packing and

1
shipment. Now what about your terms of payment?
B: As you ve seen from the specimen contract, we require payment by
2
confirmed, irrevocable L / C payable against presentation of shipping documents.
A: I m sorry that you insist on payment by L / C. Could you make an
3
exception in our case and accept D / P or D / A?
B: I m afraid not. It s our usual practice to accept payment by L / C only.
A: Frankly, a letter of credit would raise the cost of my imports. When I
open a letter of credit with a bank, I ll have to pay a margin. That ll not only tie up
4
my money but also increase my cost.
B: Oh sorry. I cannot be of any help in this respect.
A: Still, there will be bank charges and fax expenses in opening an L / C. It
would help me greatly if you would accept D / P or D /A instead. You can draw on
5
me just as if there were a letter of credit. It makes no great difference to you, but
it certainly does to me.
B: Well, I see your point, but you are doubtless aware that an irrevocable L /
6
C gives us the additional protection of the banker s guarantee. That s why we
always require L / C for our exports. And the other way round, we also pay by L / C
7 8
for our imports. That s the usual practice adopted internationally.
A: But I heard you would accept different kinds of payment.
B: Quite right. But that all depends on the specific circumstances.
A: Is D /P acceptable to you?
B: But for the moment, I m afraid we must insist on our usual payment terms.
A: If that s the case, I ll have no alternative but to accept your terms of
9
payment. By the way, when must I open the L /C if I want the goods to be
delivered before Christmas season? You know, Christmas is the selling season at
our end.
B: A month before date of shipment, as mentioned in our Sales Contract.
A: All right. I ll have the L / C opened by fax as soon as I get home.
B: When will that be?
A: E arly next week. Meanwhile, please get everything ready and try to
dispatch the goods immediately after you get my L / C.
B: You may rest assured of that.
A: Let s discuss the delivery date first. You offered to deliver within six
months after the contract signing.
B: Yes.
A: The interval is too long, I m afraid. Could you deliver the drillers sooner?
B: I must say we can do very little in this matter. But we d like to hear more
from you on this. Then we shall see what can be done.
A: Our idea is that you deliver within three months after the contract signing.
B: Impossible! As you know, we make most of the drillers parts, but the
10
base of the truck comes from another Swedish manufacturer. We have to order
from them first.
A: I see.
B: To make this base, they must first get detail-for example, the height of the
tunnel.
A: Right.
B: It ll therefore take quite a long time. I ll telex home for the earliest
11
possible delivery date.
12
A: Please let us know as soon as you hear from your home office?
B: I ll certainly do that.
Not e s :
1 . terms of payment 付款方式
2 . As you ve seen from the specimen contract, we require payment by
confirmed, irrevocable L /C payable against presentation of shipping documents.
正如你们从合同样本上看到的那样, 我们要求的付款方式是不可撤销的保兑
的凭提交的装运单据付款的信用证。
3 . Could you make an exception in our case and accept D /P or D / A? 你能否
为我们破例接受付款交单或者承兑交单? D /P = documents against payment
付款后交付凭单 D / A = documents against acceptance 承兑后交付凭单( 外汇)
4 . That ll not only tie up my money but also increase my cost. 那将不仅会冻
结我的资金而且会增加我的费用。
5 . You can draw on me just as if there were a letter of credit. 我可以像用信
用证支付一样开出汇票向我收款。
6 . But you are doubtless aware that an irrevocable L / C gives us the additional
protection of the banker s guarantee. 不过, 毫无疑问你们明白开立不可撤销的
信用证会使我们得到银行的保护。
7 . And the other way round, we also pay by L /C for our imports. 反过来说,
我们进口也用信用证支付。
8 . That s the usual practice adopted internationally. 这是国际上采用的惯
例。
9 . If that s the case, I ll have no alternative but to accept your terms of
payment. 如果那样的话, 我除了接受你们的付款条件外别无选择。have no
alternative but. . . 除了 …… 外别无选择例: I ll have no alternative but to go
with you. 我除了跟你走外别无选择
10. As you know, we make most of the drillers parts, but the base of the
truck comes from another Swedish manufacturer. 你知道, 我们生产钻机大部分
零件, 只是底座由一家瑞典制造商生产。
11. I ll telex home for the earliest possible delivery date. 我会给国内打电报
尽可能把交货日期提前。
12. Please let us know as soon as you hear from your home office? 一收到国
内总部的来电就请通知我们。
5. Packing and Shipment 包装与装运
A: Can we discuss the packing today?

B: Sure. We usually pack our shirts individually in polythene bags, 120 to
one carton.
A: Acceptable. But please pay attention to the design of the inner packing.
All the packages must be ready for window display.
B: Please don t worry. All the bags are beautifully designed to come in line
1
with the local market preference at your end.
A: Have you got any samples here? I d prefer to have a look.
B: Here you are.
A: It does look good. Especially the little swan.
B: Thank you. We understand that your people regard swans as a symbol of
good luck.
A: Most of them do. But the background color should be a little lighter.
2
B: No problem. What do you think of our logo?
A: Very good. Maybe you should move it a little closer to the middle.
B: All right. Do you have anything to say about the outer packing?
A: You mentioned cartons, didn t you? I m afraid cartons are not strong
enough.
B: But we re only talking about shirts. They re not fragile goods. Besides,
cartons are light and easy to handle.
A: Well, I just mean they re easily breakable.
B: There s no need to worry. We can reinforce the cartons with straps.
A: Look, these goods will have to go a long way before they arrive at our
3
port. What if dampness gets into the packages?
B: All the cartons are lined with plastic sheets, so they re absolutely water-
proof, I can assure you.
A: As I just said, it s a long-distance transportation. I really don t want to
4
take any chances.
B: You need have no fears about that. Our way of packing has been widely
accepted by other clients, and we have received no complaints whatsoever up to
now.
A: Well, I suppose there is no other choice.
A: It has just occurred to me that there is still another possibility to ensure a

5
prompt delivery of the goods.
B: And that is?
A: How about making Hong Kong the port of shipment instead of Shantou?
B: I m afraid we can t agree to that. We concluded the business with you here
in Guangzhou, and the goods you ordered are manufactured in Shantou. We wish
to point out that all orders accepted by us are shipped form Shantou or Huangpu.
6
Hong Kong is out of the question.
A: It s like this. There are only one or two sailings a month from Shantou to
Osaka, while sailings from Hong Kong are quite frequent. If shipment were
7
effected from Hong Kong we could receive the goods much earlier.
B: I see. You want to have your goods shipped from Shantou to Osaka via
8
Hong Kong, where they can be transshipped. Is that the idea?
A: Yes, exactly, because I want these goods on our market at the earliest
possible date.
B: Your idea may be a good one, but the trouble is that there are risks of
pilferage or damage to the goods during transshipment at Hong Kong. How about
shipping them from Huangpu instead of Shantou? You may choose either one as
port of shipment. It makes no difference to us. There are more sailings from
Huangpu than from Shantou.
A: Is sounds all right to me, but I will have to think about it. I ll give you a
definite answer tomorrow. If I choose Huangpu, will it be possible for you to ship
the goods by the end of March?
B: We ll try our best. Anyway, we assure you that shipment will be made not
later than the first half of April.
A: It s very nice of you, Mr. Luo. Good-bye!
B: Good-bye, Mr. Johnson!
Not e s :
1. All the bags are beautifully designed to come in line with the local market
preference at your end. 所有的袋子都设计得很精美, 符合你们当地市场的口味。
2 . logo 标识
3 . What if dampness gets into the packages? 包装袋受潮怎么办?
4 . take any chances 冒险
5 . It has just occurred to me that there is still another possibility to ensure a
prompt delivery of the goods. 我突然想起还有另一个确保这批货物迅速交货的
可能性。It occurred to sb. + that 从句表示“ 某人突然想起 …… ” 例: It
suddenly occurred to him that this was something he should never do. 他突然想到
他绝不能干这种事。
6 . Hong Kong is out of the question. 香港是不可能的。out of the question
意为“ 不可能, 办不到的”
7 . If shipment were effected from Hong Kong we could receive the goods
much earlier. 如果从香港装船, 我方收到货物的时间便可以早多了。
8 . You want to have your goods shipped from Shantou to Osaka via Hong
Kong, where they can be transshipped. 你想要把你们的货物从汕头经香港转运
到大坂。
6. Commodity Inspection and Insurance 商检与保险
A: Hello, Mr. Gao. Glad you are back, I do hope you had a pleasant trip.
B: Thank you. I had a very pleasant flight. I m very glad to hear that the
negotiation is going on well. Shall we get down to the question of inspection this
morning, Mr. West?
A: All right. Careful and proper inspection is an indispensable part to ensure
1
the quality of the goods to be purchased.
B: First we should define the inspection right.
A: How do you stipulate the inspection clauses for your imports and exports?
B: According to the inspection clauses inspection must be conducted before
shipment by recognized surveyors. The certificates of quality and quantity issued
2
by the recognized surveyors may be taken as the basis for negotiating payment.
3
After the goods arrive, the commodity inspection bureau at the port of destination
may re-inspect the goods. The inspection certificates issued by the inspection
4
bureau of the destination port shall serve as the basis for filing a claim.
A: That is, the exporter should have the goods inspected before shipment,
and the importer should have the goods re-inspected after their arrival, right?
B: You are right. It is common in international trade today.
A: Very reasonable. The interests of both the buyer and seller are taken into
account.
( Mr. Smith is discussing insurance terms with Mr. Wang in the insurance
department. )
( A: Mr. Smith B: Mr. Wang)
A: May I ask you a few questions about insurance?
B: Yes.
5
A: Now we ve given a C. I. F. Shanghai price for some steel plates. What
insurance rate do you suggest we should get?
B: Well, obviously you won t want All Risks cover.
A: Because they aren t delicate goods and won t likely be damaged on the
6
voyage. F. P. A. will be good enough.
B: Then am I right in understanding that F. P. A. does not cover partial loss
7
of the nature of particular average?
A: That s right. On the other hand, a W. P. A. policy covers you against
8
partial loss in all cases.
9
B: Are there any other clauses in marine policies?
A: Oh, lots of them! For instance, War Risks, T. P. N. D and S. R . C.
10
C.
B: Well, thank you very much for all that information. Could you give me a
quotation for my consignment now?
A: Are you going to make an offer today?
B: Yes, my customer is in urgent need of the steel plates.
A: OK. I ll get the rate right away.
B: Thank you.
A: Sure.
Not e s :
1 . to ensure the quality of the goods to be purchased 确保即将购买的商品
质量 to be purchased 此处不定式的被动式作定语
2 . The certificates of quality and quantity issued by the recognized surveyors
may be taken as the basis for negotiating payment. 公认的检查员出具的质量和
数量证明可作为议付的依据。take as the basis for = serve as the basis for 作为
依据, 作为基础
3 . the commodity inspection bureau at the port of destination 目的港的商检
局
4 . serve as the basis for filing a claim 作为索赔的依据
5 . C. I. F. = cost, insurance and freight 到岸价格( 包括货价, 运费和保险
费)
6 . F. P. A. will be good enough. 平安险就挺好。
7 . Then am I right in understanding that F. P. A. does not cover partial loss
of the nature of particular average? 我理解平安险不保水渍险性质的部分损失,
对吗?
8 . On the other hand, a W. P. A. policy covers you against partial loss in
all cases. 另一方面, 水渍险保险单保你在各种情况下遭受的部分损失险。
9 . marine policies 海运保险单
10. For instance, War Risks, T. P. N. D and S. R. C. C. 比如, 战争险,
偷窃提货不着险及罢工, 暴动和民变险。
7. Agency and Contract 代理与签约
A: I ve come to talk about an agency agreement.

B: What do you have in mind?
A: Ever since your product entered our market two years ago, it has shown a
great market potential. But you can do even better if you develop some kind of
1
sales network here.
B: To tell you the truth, I was just thinking of that.

A: As you know, we are a well-established firm in the line of textiles, and we
enjoy good relations with all the wholesalers, chain stores and distributors in
Canada. You ll find it most worthwhile if you appoint us as your sole agent.
B: Thank you for your intention to help promote the sales of our products,
and we are quite satisfied with your performance in the last two years. But
honestly, an annual sales volume of ＄500000 does not justify a sole agency
2
agreement.
A: If we are granted the sole agency, we can assure you that we ll double the
turnover.
B: Do you mean to say that if we entrust you with the agency, you will sell
＄1000000 each year?
A: I couldn t have said it any better, but we expect a 10% commission, of
3
course.
B: Our agents in other areas usually get a 5-7% commission.
A: But your product is still new to our market, and we need to do a lot of
work and spend a lot of money on sales promotion. A 10% commission won t leave
us much.
4
B: What duration are we talking about?
A: Let s say three years to start with. After that the agreement can be
renewed if we both agree.
B: Let s put it this way: we ll allow you 10% commission if you guarantee an
5
annual increase of ＄100000, starting from ＄1000000, for the first year.
6
A: You certainly drive a hard bargain, Mr. Li. But I agree.
7
B: The territory will be confined to the Canadian market only.
A: Of course. Within the validity of the agency agreement, you will not
supply your product to any other buyer in Canada, and we, on our part, shall not
8
handle competitive products offered by other suppliers either.
B: Sure, Let s call it a deal.
A: When do we sign the agreement?
B: We ll have the agreement made out within two days. Please come along at
2 p. m. the day after tomorrow.
A: I ll be here at 2o clock sharp.
A: Good morning, Mr. Smith. Here is our contract. Please go over it and see
9
if everything is in order.
B: Let me read it over and consider it. ( Reading the contract ) Don t you
think we should add a sentence here like this. If one side fails to observe the
contract, the other side is entitled to cancel it, and the loss for this reason should
10
be charged by the side breaking the contract?
A: That s OK. I think all the terms should meet with unanimous agreement.
Do you have any comment on this clause?
11
B: I think this clause suits us well, but the time of payment should be
prolonged, two to three months.
A: Usually we are accustomed to payment within one month, but for the sake
12
of the friendship between us, we ll fix it at two months.
13
B: No wonder everyone speaks highly of your commercial integrity.
A: Thank you for your compliment, you know, it is our permanent principle
14
that contracts are honored and commercial integrity is maintained. Anything else
15
you want to bring up for discussion?
B: Yes, one more thing I would like to point out, that is, timely delivery.
16
You know our customers are in urgent need of the goods. If you fail to deliver the
goods at the time stipulated in the contract, they may turn elsewhere for
17
substitution. In that way, we just can t stand the loss.
A: Well, you may rest assured that the shipment will be duly delivered, we
18
must have your LC at least one month before the time of shipment.
B: Of course, when I get back, I ll open an LC for the whole quantity as soon
19
as possible.
A: Good, one more thing to say, the stipulations in the relevant credit should
strictly conform to the terms stated in the contract in order to avoid subsequent
20
amendment. If that does happen, shipment will possibly be delayed.
B: I see.
A: Any other questions?
B: No, nothing more. The contract contains basically all we have agreed
upon during our negotiations. I hope no questions about the terms. So, Miss Li,
please have the contract amended. And we are to sign it tomorrow morning. Now,
21
I m glad our negotiation has come to a successful conclusion. I hope this will lead
to further business between us.
A: We hope so, too.
Not e s :
1 . But you can do even better if you develop some kind of sales network here.
但如果你们能在那儿开发出某种销售网络, 将会卖得更好。
2 . But honestly, an annual sales volume of ＄500000 does not justify a sole
agency agreement. 50 万美元的年销售量并不证明你们能胜任独家代理的工
作。
3 . I couldn t have said it any better, but we expect a 10% commission, of
course. 就是这个意思。当然我们要求 10% 的佣金。
4 . What duration are we talking about? 那么代理期限是多长?
5 . We ll allow you 10% commission if you guarantee an annual increase of ＄
100000, starting from ＄1000000, for the first year. 如果你们保证第一年销售量
100 万美元, 然后每年增加 10 万, 我们就给 10% 的佣金。
6 . You certainly drive a hard bargain. 你真善于讨价还价。
7 . The territory will be confined to the Canadian market only. 代理地区将仅
限于加拿大市场。
8 . And we, on our part, shall not handle competitive products offered by
other suppliers either. 当然我们也不能经营其他供货商提供的竞争性产品。
9 . Please go over it and see if everything is in order. 请过目一下, 看看是
否一切妥当。
10. If one side fails to observe the contract, the other side is entitled to
cancel it, and the loss for this reason should be charged by the side breaking the
contract? 如果一方不履行合同协议, 另一方则有权终止合同, 由此造成的损
失由毁约方承担。
11. I think this clause suits us well. 我认为这一条款很合适。
12. But for the sake of the friendship between us, we ll fix it at two months.
但是看在我们之间友谊的份上, 我们就把付款期限定为两个月。 for the sake
of 为了……的缘故
13. No wonder everyone speaks highly of your commercial integrity. 难怪大
家都极为推崇你们的商业信誉。
14. It is our permanent principle that contracts are honored and commercial
integrity is maintained. 重合同、守信用是我们的一贯原则。
15. to bring up 提出
16. be in urgent need of 急需……
17. In that way, we just can t stand the loss. 这样的话, 我们将无法承受损
失.
18. You may rest assured that the shipment will be duly delivered, we must
have your LC at least one month before the time of shipment. 你们尽可放心, 我们
会按时交货的, 我们必须在船运之前一个月收到你们的信用证。
LC 信用证, 即 Letter of Credit
19. When I get back, I ll open an LC for the whole quantity as soon as
possible. 我回去之后将尽快开出所有数量的信用证。
20. The stipulations in the relevant credit should strictly conform to the terms
stated in the contract in order to avoid subsequent amendment. 有关信用证上的
规定必须与合同上的条款完全一致, 这样, 才可避免日后被修订。
21. I m glad our negotiation has come to a successful conclusion. 我很高兴
这次洽谈圆满成功。come to a conclusion 得出结论
8. Commission and Discount 佣金与折扣
A: Now, Mr. Liu, we have gone too far off the point. Let s return to the topic
of commission shall we?
B: That s just what I was going to propose.
A: Honestly, Mr. Liu, the rate of commission you are going to grant us is far
1
too small.
B: But that s exactly the same we pay to other agents. Any increase would
have to be put onto the price and make it less competitive. Moreover, when other
2
customers get to know it, they are likely to raise questions. It would then be very
embarrassing.
A: That I know. But then, they have established their markets while we have
to start from the very beginning. Besides, it s a new product. We shall have to
spend a lot of money on advertising.

B: There may be some truth in what you say. But your ten percent is far from
3
being acceptable.
A: Could we make a compromise? Allow us a higher rate for a certain period,
say six months. What would you say to it?
B: That sounds more practical. But I can t decide for the moment. I have to
4
get confirmation from the head office.
A: When can you give me a definite answer?
B: Will you come round tomorrow afternoon? I think I ll be able to inform you
of the results by then.
A: OK.
A: Mr. Wang. I ve considered the offer you made me yesterday. I must point
out that your price is much higher than other quotations we ve received.
B: Well, it may appear a little higher, but the quality of our products is
much better than that of other suppliers. You must take this into consideration.
A: I agree with you on this point. Otherwise, we would simply stop doing
business with you. This time I intend to place a large order but business is almost
5
impossible unless you give me a discount.
B: If so, we ll certainly give you a discount. But how large is the order you
intend to place with us?
A: 80000 sets with a discount rate of 20% .
B: I am afraid I could not agree with you for such a big discount. In this
6
way, it won t leave us anything. Our maximum is 10% .
A: Oh, Mr. Wang, you see, with such a large order on hand, you needn t
7
worry any more. You don t have to take in new orders. Think it over. We are old
friends.
B: Considering the long-standing business relationship between us we shall
grant you special discount of 10% . As you know, we do business on the basis of
equality and mutual benefit.
A: Yes, I also hope we do business on mutually beneficial basis. But 10%
discount is not enough for such a big order.
8
B: Only for very special customers do we allow them a rate of 10% discount.
9
Besides, the price of this product is tending up. There is a heavy demand for it.
A: Yes, I know the present tendency. Anyhow, let s meet each other half-
10
way, how about 15 % ?
B: You are a real businessman! All right, I agree to give you 15% discount
provided you order 100000 sets.
A: OK. I accept.
Not e s :
1 . Honestly, the rate of commission you are going to grant us is far too small.
老实说, 你给我们的佣金率太小了。
2 . Any increase would have to be put onto the price and make it less
competitive. Moreover, when other customers get to know it, they are likely to
raise questions. 佣金的任何增加都会加到价格上, 从而使价格的竞争力下降,
而且, 其他客户如果知道的话, 他们很可能会提意见的。be likely to do sth.
有可能……
3 . But your ten percent is far from being acceptable. 可是, 你提出的 10% 太
高, 难以接受。
4 . I have to get confirmation from the head office. 我必须得到总公司的确
认才行。
5 . This time I intend to place a large order but business is almost impossible
unless you give me a discount. 这次我想订一大批货。可是如果你不给我折扣
的话, 这笔生意几乎没有可能做成。
6 . In this way, it won t leave us anything. 这样的话, 我方就无利可图了。
7 . You don t have to take in new orders. 你们就不必接受新的订单了。take
in 此处意为: 接( 订单, 活干)
8 . Only for very special customers do we allow them a rate of 10% discount.
只有对十分特殊的客户, 我们才给予 10% 的折扣。
9 . Besides, the price of this product is tending up. 此外, 这种产品的价格
正上涨。
10. Anyhow, let s meet each other half-way, how about 15% ? 不管怎样, 我
们相互让步, 15 % 的折扣怎么样?
9. Claims and Settlement 索赔与理赔
A: What should we do when our shipment has been totally lost or partially
damaged?
B: We must prepare our claim and send it to the insurance company to secure
payment.
A: Do brokers take care of that?
B: Yes, they usually do. In Europe they charge a 1% commission on the
amount of the claim for their collecting services while in the States they do the work
1
without charge to the importer.
A: That s part of the service on the broker s side.
2
B: Exactly. When we have bought insurance for the country of destination,
we can directly contact the insurance company or through our brokers.
3
A: What are the documents needed to obtain payment?
B: Well, let s talk about that next time.
A: Have you checked how much of the contents of the damaged bales can still
be used?
B: The report said that the majority can be salvaged. About 20% can t be
used or sold out. We are very anxious about it. We had counted on receiving the
shipment to complete several orders.
A: We understand your problem.
B: I m sure we can count on your support to help us to overcome the present
difficulty.
A: What do you suggest for a settlement?
B: We are willing to accept the shipment if you will allow 30% reduction in
price.
A: Let s compromise on a 20% reduction in price on this shipment. And for
your next order, we ll give you some preferential terms in addition to what you are
4
getting from us now.
B: I appreciate your quick decision, Mr. Gao, we accept the proposal. I m

glad we found a solution.
Not e s :
1 . Yes, they usually do. In Europe they charge a 1% commission on the
amount of the claim for their collecting services while in the States they do the work
without charge to the importer. 是的, 保险经纪人通常得承担。在欧洲他们收
取索赔全额的百分之一, 作为收款服务的佣金; 在美国则市例行服务, 他们
不向进口商收取费用。collecting service, 收款服务。
2 . the country of destination 进口国
3 . What are the documents needed to obtain payment? 申请理赔款时, 得凭
什么文件?
4 . And for your next order, we ll give you some preferential terms in addition
to what you are getting from us now. 下次订货时, 你们除了这次得到的之外,
我们还要给你们优惠。
10. Compensation Trade 补偿贸易
A
1
A: Shall we revert to the matter we talked about yesterday?
B: I m glad to make further discussion with you. We agree to supply you with
2
a complete set of equipment for an asparagus processing line.
3
A: Could you give a detailed account of the equipment?
B: You may rest assured that the equipment is made of the best materials with
4
first-class workmanship, brand-new and unused.
A: Your equipment is somewhat better than that we just purchased from other
suppliers, but your price is too high.
B: We could manage to reduce our price by 3 % if you are agreeable to pay us
5
back wholly or in part by the resultant product of the equipment.
6
A: It s better for us to do total compensation trade. We guarantee that the
canned asparagus is up to the Chinese export standard.
B: We accept total compensation trade then. Equipment costs will be paid for
with the asparagus produced by the machines.
7
A: How long should it take to have the payment completely made?
B: Two years or so. The sooner the better.
A: Well complete payment within 2 years from the commencement of
production.
B: That sounds reasonable to us.
8
A: How many engineers will be sent to help us with the installation work?
9
B: Two or three at most.
A: How about their expenses?
B: According to the terms and conditions we stipulated yesterday, air tickets
between China and America is for our account, and such expenses as for inland
10
traffic, meals and lodging in China are born by you.
A: As we know, compensation trade is a form of trade based on mutual trust
and mutual benefit. I hope with your full support and close cooperation, more
important business will be done in the near future.
B: I hope so. Would you prepare the draft agreement?
A: OK. Shall we meet again at 2 this afternoon?
B: Good. I ll be expecting you then.
A: I got to know from your agency that you require our textiles and want to
11
pay for them with your bean curd processing line. Shall we discuss the matter in
detail, Mr. Smith?
12
B: Sure. That is exactly what I ve come all the way here for.
A: You see, we usually do not enter into this form of business of
13
compensation trade, because it involves risks. But since you are one of our old
long-standing customers and both parties have established mutual trust, we would
consider it this time provided the machines you provide are advanced and terms are
preferential. Now, could you tell me something about the equipment?
B: Certainly. As you may well know, our bean curd processing line is the
most advanced and well-known in the world.
14
A: And what precisely are your requirements?
B: We want you to supply annually 1000 pieces of cotton goods, 14000
garments and 25000 piece goods. The total quantity for the five years will be X
pieces and garments. The prices of these products will just compensate the costs of
15
equipment and installation of the line.
A: I m afraid I can t accept your terms. Admittedly, your equipment is
somewhat better than those from other suppliers, but your price is too high.
Besides, we have to bear the risk of fluctuation in exchanging rate in these five
16
years. We can only accept 80 % of your requirements for five years. Only in this
way can it be reasonable.
17
B: In order to conclude the business, how about meeting us half way? We
accept your suggestion of the quantities of the textiles, but could you manage to
supply them within 3 years?
A: Three years is a problem because our annual textile output is limited, but
we could manage to pay you back within 4 years.
18
B: OK, let s fix it. You provide us the above said bean curd processing line
and we provide you with X pieces of textiles in total within 4 years as the
compensation of your equipment and installation fee.
A: Right. Now how many engineers will be sent to help us with the
installation work?
B: Two.
A: How about their expenses?
B: Air tickets between China and South Korea are for our account.
19
A: When shall we sign the draft agreement?
B: As soon as I ve prepared it, two or three days.
A: Good, I wish for a pleasant cooperation between us.
B: Our cooperation is always satisfying, and this time, I am sure, will not be
an exception.
Not e s :
1 . Shall we revert to the matter we talked about yesterday? 我们接着昨天谈
过的问题谈, 好吗?
2 . We agree to supply you with a complete set of equipment for an asparagus
processing line. 我们同意向你方提供一整套芦笋生产线的设备。 supply sb.
with sth. 或 supply sth. to sb. 向某人提供……
3 . detailed account ( 设备的) 详细情况
4 . You may rest assured that the equipment is made of the best materials with
first-class workmanship, brand-new and unused. 你可以放心, 这套设备由一流
工艺、优质材料制造, 崭新, 尚未使用过。
5 . We could manage to reduce our price by 3 % if you are agreeable to pay us
back wholly or in part by the resultant product of the equipment. 如果你方愿用直
接产品进行全部或部分的补偿, 我们可以设法减价 3% 。
6 . It s better for us to do total compensation trade. 对我们来说最好用全额
补偿。
7 . How long should it take to have the payment completely made? 还清货款
要多久?
8 . installation work 安装工作
9 . at most 至多
10. According to the terms and conditions we stipulated yesterday, air tickets
between China and America is for our account, and such expenses as for inland
traffic, meals and lodging in China are born by you. 根据我们昨天定的条款, 中
美之间的车票由我方负担, 象内陆交通、在中国的食宿这样的费用由你方负
担。be for one s account = be born by sb. 由……负担
11. I got to know from your agency that you require our textiles and want to
pay for them with your bean curd processing line. 我从你方的代理处得知你们需
要我们的纺织品并想用你们的豆腐生产线偿付。
12. come all the way 从远道而来
13. We usually do not enter into this form of business of compensation trade.
我们通常不从事补偿贸易这种类型的生意。to enter into 进入, 参与, 开始从
事例: Our corporation entered into trade on garments two years ago. 我们公司
是两年前从事服装贸易的。
14. What precisely are your requirements? 你们的具体要求是什么样?
15. The prices of these products will just compensate the costs of equipment
and installation of the line. 你方生产的产品价格将正好补偿我方提供的设备
及安装生产线的费用。
16. We have to bear the risk of fluctuation in exchanging rate in these five
years. 在这五年里, 我们还得冒货币兑换率浮动的危险。
17. In order to conclude the business, how about meeting us half way? 为了
达成交易, 我们互相折衷一下, 怎么样? meet sb. half way 折衷, 互相让步
18. Let s fix it. 我们就这样定了吧。

19. draft agreement 协议草案
Situation Practice
Practice 1
Make conversations based on the following table.
Goods to be traded: Cars
Negotiators Mr. Jason, the exporter Mr. May, the importer

Quoted at ＄60000 per set asking for a 5% reductions in the
Price
CIF Shanghai quoted price
Prices much higher than prevailing
Superior quality
prices
Prices of raw material
Ordering in quantity
Reasons advancing
The prospect of opening up a new
Prompt delivery
market and longstanding business
Perfect after-sales network
relations
Both parties conclude the deal on the ground that the exporter
Settlement makes a concession to give a 2 % dicount and the importer increase
his order by a quarter
Practice 2
Mr. Mason, the buyer, suggests paying on D/ P basis in view of the small
amount of the transaction while Mr. May, the seller, insists on paying by
confirmed irrevocable documentary L / C, which is the usual practice of his
company. After negotiating, Mr. May agrees to make an exception to the rules and
accept delivery against D / P at sight. The deal is concluded.
Practice 3
It is your usual way to pack bath towels in cartons, but your client thinks that
cartons are easy to cut open and thus subjected to pilferage. You assure him that
your cartons are strong and well protected from moisture and pilferage. Your client
agrees to your packing for a trial shipment.
Practice 4
Suppose you are a Chinese supplier of men and women s underwear. A foreign
buyer asks for a 10% commission which you think is much higher than you can
afford. After negotiating, you two finally reach an agreement on 7% commission.
实用英语会话
参考书目
[ 1] 曾国龙. 现代贸易英语会话. 香港世界图书出版公司, 1991 年 2 月

[ 2] 国家人事教育劳动司. 外经贸英语 500 句. 北京: 对外经济贸易大学出版社, 2002
年1月
[ 3] P. B. 鲁宾逊著, 裘果芬等译. 外贸进出口英语会话. 上海: 上海交大出版社, 1988
年3月
[ 4] 李新达. 速成英文商业会话. 香港万里书店出版社, 1983 年 8 月
[ 5] 对外经济贸易大学英语系. 外贸英语对话. 对外贸易教育出版社, 1992 年 11 月
[ 6] 黄晓琳等. 流畅英语口语. 大连: 大连理工大学出版社, 2002 年 11 月
[ 7] 张林等. 外企工作行话连篇. 大连: 大连理工大学出版社, 2002 年 8 月
[ 8] 张萍. 商务口语在线. 大连: 大连理工大学出版社, 2003 年 1 月
[ 9] 唐振邦. 涉外经济工作英语会话. 中国对外经济贸易出版社, 1989 年 4 月
[ 10] 陈苏东等. 剑桥商务英语教程. 华夏出版社, 2002 年 4 月
[ 11] 杜慧贞等. 涉外秘书高级英语口语. 广州: 华南理工大学出版社, 1999 年月 1 月
[ 12] 李灏等. 文秘英语 900 句. 北京: 中国书籍出版社, 2000 年 5 月
[ 13] 葛志宏等. 商贸英语 900 句. 北京: 中国书籍出版社, 2000 年 8 月
[ 14] 吴少波等. 商务英语脱口说. 广州: 广州出版社、世界图书出版公司, 2001 年 9 月
[ 15] 王乃彦. 外贸英语口语. 北京: 对外经济贸易大学出版社, 2000 年 9 月
[ 16] 吴少波等. 文秘英语脱口说. 广州: 广州出版社、世界图书出版公司, 2001 年 9 月
[ 17] 肖文萍. 实用外事接待英语口语. 北京: 首都经济贸易大学出版社, 1998 年 9 月
[ 18] 袁昌寰等. 秘书英语培训鉴定教材. 北京: 京华出版社, 2000 年 11 月
[ 19] 许群航. 秘书英语口语 25 天快训. 西安: 西安交通大学出版社, 2002 年月 12 月
[ 20] 王延雪等. 外企实用口语. 西安: 西安交通大学出版社, 2000 年 9 月
[ 21] 李长忠. 公司英语 900 句. 北京: 中国书籍出版社, 2000 年 5 月
[ 22] 王振远等. 求职英语 900 句. 北京: 中国书籍出版社, 2001 年 1 月
[ 23] 虞苏美等. 大学英语听力. 上海: 上海外语教育出版社, 1998 年 12 月
[ 24] 廖瑛. 实用公关、文秘、外贸、旅游英语口语. 长沙: 中南大学出版社, 1997 年 8 月
[ 25] 吴少波等. 旅游英语脱口说. 广州: 广州出版社、世界图书出版公司, 2001 年 9 月
[ 26] 谢关平. 旅游英语导航. 合肥: 中国科学技术大学出版社, 2001 年 11 月
[ 27] 王苏平. 旅游英语. 北京: 中国林业出版社, 2001 年 4 月
[ 28] 盛之等. 运用自如英语会话. 长沙: 中南工业大学出版社, 1998 年 12 月
[ 29] 汪颖. 电话英语 900 句. 北京: 中国书籍出版社, 2000 年 10 月
参考书目
[ 30] 毛采凤等. 校园英语 900 句. 北京: 中国书籍出版社, 2000 年 5 月

[ 31] 张秀桂. 英语 1000 句. 北京: 旅游教育出版社, 1997 年 1 月
[ 32] 吴少波等. 交际英语脱口说. 广州: 广州出版社、世界图书出版公司, 2001 年 9 月
[ 33] 刘人等. 求职英语. 北京: 世界图书出版社, 2000 年
[ 34] 吴志兰. 英文履历和英语面试技巧. 北京: 中国物价出版社, 2001 年
[ 35] 杨淑惠. 面试英语. 北京: 外文出版社, 2000 年
[ 36] 教育部. 实用英语教材编写组. 北京: 高等教育出版社, 2004 年
[ 37] 袁昌寰等. 秘书英语培训鉴定教材. 北京: 京华出版社, 2000 年

王灵芝-实用英语会话 Practical English conversation -中南大学出版社 (2006) PDF

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实用英语会话

Pr a c tic a l English Con ve rsa tio n

实用英语会话 / 王灵芝等主编 . —长沙: 中南大学出版社, 2006. 8

中国版本图书馆 CIP 数据核字( 2006 ) 第 084099 号

□开 本 730× 960 1 / 16 □印张 21. 75 □字数 396 千字

纵观我们的英语教学和教材, 多数是以英 语基础知 识为 主, 培养学 生的

外贸、企事业单位等各种不同场景、不 同职 业所 使用的 语言 材料, 选材 文字

P a rt Ⅰ Eng lis h fo r Co mmunic a tion 交际英 语 ………………… ( 1)

Unit 1 Ever yda y E nglish 日常用语 ……………………………………… ( 3)

3. Talking about Current Affairs 谈论时事 ………………………………… ( 39)

P a rt Ⅱ Eng lis h fo r J ob -a pplica tion 求职英语 ………………… ( 65)

Unit 1 J ob -application and Interview 求职与面试 …………………… ( 67)

7. About Hobbies 关于业余爱好 ………………………………………… ( 87)

P a rt Ⅲ Eng lis h fo r S e cre ta rie s 文 秘英语 …………………… ( 129)

Unit 1 Business R eception 业务接待 ………………………………… ( 131)

4. Scheduling of Activities 安排活动日程 ………………………………… ( 139)

P a rt Ⅳ Corpora te E nglis h 公司 英语 …………………………… ( 200)

Unit 1 About a Company 公司情况 ………………………………… ( 203)

5. Financial Affairs 公司财务 …………………………………………… ( 213)

P a rt Ⅴ Comme rce a n d Bus ine s s En glis h 商贸 英语 ……… ( 253)

Unit 1 Commer cial E nglish 商业英语 ………………………………… ( 255)

5. At Cus toms 在海关 …………………………………………………… ( 277)

参考书目 ………………………………………………………………… ( 334)

12. mineral water 矿泉水

A: Hello, Mr. Zhang, let me introduce myself, I m Liu Xinshao from

3. Request and Help 请求与帮助

A: Hi, Mike. Are you busy now?

B: I just hurt my toes.

4. Thanks and Gratitude 致谢

A: Hi, Susan. How are you feeling today?

here for a year.

7 . I really don t know how I can thank you enough. 我真不知道该怎么感谢

5. Apologies and Regrets 道歉与遗憾

A: Yon don t look well today. What s the matter?

come down with 意为“ 得病”。

7. Congratulations and Good Wishes 祝贺与希望

A: Hello, John. How have you been these days?

A: Hi! How are you doing?

A: Good for you! All the best in your new job.

A: Hi, Tom. You look so handsome today.

A: What a delicious dinner!

A: Jim, could you turn down the music a bit? It s so noisy!

3 . at full blast 最大声地

German and Spanish. What language do you think I should learn?

A: You look a bit worried. Is there anything on your mind?

A: Mr. Li, I ve come to say goodbye, as I m leaving for America tomorrow

A: Good-bye, Mr. Zhang. I ll contact you again.

A: Room Service. Can I help you?

2. Restaurant Service 餐厅服务

A: What would you like to order, sir?

B: I d like to try some real Chinese food since I m in China now.

12. Gongbao chicken 宫爆鸡丁

3. Barber Service 理发服务

A: Good morning, sir. What can I do for you?

4. Laundry Service 洗衣服务

A: May I help you?

A: That s all right. Bye.

A: What can I do for you?

5. Mail Service 邮电服务

A: What can I do for you?

A: Is there anything I can do for you?

6. Medical Service 医疗服务

A: What s bothering you, sir?

□开本 730× 960 1 / 16 □印张 21. 75 □字数 396 千字

纵观我们的英语教学和教材, 多数是以英语基础知识为主, 培养学生的

外贸、企事业单位等各种不同场景、不同职业所使用的语言材料, 选材文字

P a rt Ⅰ Eng lis h fo r Co mmunic a tion 交际英语 ………………… ( 1)

P a rt Ⅲ Eng lis h fo r S e cre ta rie s 文秘英语 …………………… ( 129)

P a rt Ⅳ Corpora te E nglis h 公司英语 …………………………… ( 200)

P a rt Ⅴ Comme rce a n d Bus ine s s En glis h 商贸英语 ……… ( 253)

5 . nag. . . again and again 反复叮嘱 nag v. to tell someone what to do