外研社商务英语2013版课后习题汇总

Exercise

sole proprietorship 个人独资企业informational role 信息角色partnership 合伙企业interpersonal role 人际关系角色general partnership 普通合伙decisional role 决策角色limited partnership 有限合伙technical skill 技术技能limited partner 有限合伙人human skill 人际技能general partner 普通合伙人conceptual skill 概念技能corporation 公司production 生产non-profit corporation 非盈利公司manufacturing 制造double taxation 双重课税operations 运作joint venture 合资企业analytic process 分解型工艺limited liability company 有限责任公司synthetic process 合成型工艺merger 兼并just-in-time（JIT）准时库存控制horizontal merger 横向兼并purchasing 采购vertical merge 纵向兼并material requirement

planning

物料需求计划conglomerate merger 混合兼并production schedule 生产计划acquisition 收购job schedule 工作计划

franchise 特许program evaluation and

review technique（PERT）计划评审技术图

corporate ethics 企业道德

corporate social responsibility 企业社会责任enterprise resource planning 企业资源计划corporate culture 企业文化flexible manufacturing

systems

柔性制造系统risk-taking personality 喜欢冒险的个性computer-aided design（CAD）计算机辅助设计attention-to-detail personality 注重细节的个性computer-aided engineering 计算机辅助工程outcome-oriented personality 注重结果的个性productivity 生产力team-oriented personality 以人为本的个性lean manufacturing 精益生产people-oriented personality 注重团队的个性quality management 质量管理aggressive personality 积极进取的个性quality assurance 质量保证non-stable personality 不求稳的个性total quality management 全面质量管理management 管理quality control 质量控制planning 计划quality circles 质量管理小组strategic planning 战略规划continuous improvement 持续改进tactical planning 战术规划marketing 市场营销operational planning 运营规划market concept 市场营销观念contingency planning 应急计划marker mix 市场营销组合organizing 组织consumer product 消费品directing 领导industrial product 工业品controlling 控制loss leader pricing 亏本销售定价法autocratic leadership 专制型领导penetration pricing 渗透定价法democratic leadership 民主型领导differential pricing 区别定价法

managerial hierarchy 管理层次price skimming 撇脂定价法distribution 分销on-the-job training 在职培训direct sale 直销off-the-job training 脱产培训promotion 促销orientation 入职培训personal selling 个人销售absolute advantage 绝对优势advertising 广告comparative advantage 相对优势publicity 宣传fixed exchange rate 固定汇率制sales promotion 销售促销flexible exchange rate 浮动汇率制product life cycle 产品生命周期balance of payment 国际收支consumer buying behavior 个人购买行为current account 经常账户industrial buying behavior 组织购买行为capital account 资本账户marketing research 市场营销调研trade surplus 贸易顺差market segmentation 市场气氛trade deficit 贸易逆差human resource management 人力资源管理official reserves 官方储备human resource planning 人力资源计划letter of credit 信用证recruitment 招聘bill of lading 提单performance appraisal 业绩评估draft 汇票

job description 职位描述tariff 关税

hiring specification 招聘说明quota 配额

Multiple choice questions

Chapter 1

1.The easiest way to become your own boss is to set up a sole proprietorship .

2.My brother-in-law and I want to start a small vacuum cleaner repair shop as partners.We want to keep our investment cost down.We should organize a partnership .

3.A good reason to consider starting a business with a partner is partners with complementary skill can enhance the success of a business .

4.In which of the following forms of organization can you deduct health insurance premiums（保险费）as

a business expense? A corporation

5.Marie Wang recently invested $4,000 that her aunt had left her in the stock of a corporation. Marie has become a stockholder （股东）of the corporation.

6.What type of business finds it much easier to raise money? A corporation （法人）

7.All of the following statements about corporation are true except corporations must have at lease one owner with unlimited liability .

8.If I set up my business as an LLC, I could file my tax return as a sole-proprietorship .

9.A conglomerate merger unites firms in completely unrelated industries.

Chapter 2

1.When an entrepreneur assesses a market,he/she should consider the following aspects except site layout .

2.Ed Brickey wants to be certain he has done all he can do to help his business survive, so he has written a business plan. One advantage of developing the plan is that it forces Ed to think carefully about all aspects of his planned business .

3.Which of the following suggestion is an experienced entrepreneur most likely to give someone who is thinking about getting into business? Even small businesses must keep accurate records .

4.John wants to open a retail business in China. Which of the following is the best time?

before the Labor Day holiday .

5.When should an entrepreneur spend all of his/her time in the business? At the infancy stage .

Chapter 4

1.In what specific sequence do managers perform their functions to help achieve company goals?

Planning , organizing , directing , and controlling .

2.When an organization’s CEO sets a goal for each division, what managerial function is he/she mainly engages in? Planning .

3.Planning is a dynamic decision-making function that focuses on future performance

4.Once managers define future performance goals, they must translate this abstract vision into reality via the function of organizing .

5.A regional vice president lets local store managers operate each store as if it were a separate business. In this effort to better coordinate human and material resources, what managerial function is the vice president seeking to improve? Organizing .

6.At all levels of management, the greatest amount of time is spent on directing .

7.Top management spends the lease amount of time on controlling .

8.An organization has a finance center, a marketing center, and a human resources center. It is organized by function .

9.Which of the following job titles is NOT an example if a middle manager? Section chief

10.Which of the following sets of managerial roles classify Mintzberg’s ten most common roles of managers?

Interpersonal , informational , and decisional .

11.Susan Smith periodically takes clients to lunch to reward them for being good customers. What role of management does her action exhibit? Figurehead

12.Which managerial role is to disseminate the organization’s information into its environment? Spokesman

13.Lucy Zhang managers a college bookstore,.She feels that her greatest problem is related to employee motivation. This problem is related to her role as a leader .

14.Mary Tan is the state sales manager for an electronic appliance company. She constantly seeks customer support because they can affect the company’s success. She knows that unhappy customers may switch to a competitor such as Hisense. What managerial role is Mary playing? Liaison .（联络）

15.Technical skills involve the ability to apply scientific methods, processes, and techniques .

16.Lisa Anderson promotes ream decision-making and welcomes employees’ free expression without fear of embarrassment. What skill is Lisa primarily using? Interpersonal .

17.Conceptual skills are concerned with a manager’s ability to view the organization as a whole .

Chapter 5

1.All of the following firms would be classified as manufacturers except fisheries .（渔业公司）

2.Most service organizations locate in urban areas because it is important for them to be close to their customers.

3.The assembly process puts components together to produce a product.

4.At a refinery, cruel oil is processes and broke down into many different products including wax and airplane fuel. Oil refining done in the refinery is an example of analytic process .

5.A PERT network consists if activities linked by arrows. Suppose two of the activities on the network are

labeled “A” and “B”. An arrow from “A” to “B” indicates that “A” must be completed before “B” can begin .

6. CAM involves computers directly in the production process.

7.What industry is the hardest to measure productivity? Service industries .

Chapter 6

1.The main goal if business marketing is to acquire and keep customers .

2.Which of the following statements by a managing director would best reflect a marketing-orientated business? We organize our business around understanding our customers and delighting them .

3.In a marketing-oriented company, management believe corporate goals can be achieved by satisfying customer needs profitably .

4.A physical, concrete produce you can touch is a good .

5.Geoff, the marketing manager for a manufacturer if hearing aids, is considering the use if a direct mailing campaign to increase sales. Which element of the marketing mix is he concerned with here? Promotion .

6.Which of the following if NOT commonly known as one of the “four P’s”of the marketing mix? Production .

7.In marketing theory, the acronym PLC stands for Product Life Cycle .

8.Marketers often change the elements of the marketing mix for it to be perceived as unique. This process is known as differentiation .

9.Which of the following stages is the last phase in the traditional product life cycle? Decline .

10.What is the first step in planning a market research project? Defining and locating the research already exists.

11.Stephanie Wang is working for a business during her summer holidays. She is sent to the local library to look up population forecasts for two ethnic groups. The information she found would be considered as secondary data.

12.Primary research is to collect original data .

13.HotStuff, a manufacturer of branded ready meals, want to know what proportion of customers examine the information on their product labels in a supermarket. What is the best way of getting hold if this information? Observation

14.If Walt Disney saw all DVD customers as pretty much alike and thus offered only one marketing mix, it would be using the homogeneous approach.

15.If Walt Ice Cream saw the ice cream market as composed of four age category groupings, each with different needs and desire, each grouping would be called a market segment .

16.Which if the following might be an appropriate basis for segmenting a market? All off the above .

17.McDonald’s uses a segmentation strategy for its sandwiches based on characteristics such as age, gender, and income. Which group of segmentation variables does it use? Demographic .

18.Toyota knows that some customers want small cars, others family estate cars（旅行轿车）, or sport cars. In this case Toyota has found its markets to be heterogeneous .

Chapter 8

1.Which of the following is NOT the function money serves? Means of evaluation

2.Which of the following is NOT the reason why credit are a popular substitute for cash payments?

Because of their small transaction fee .

3.What is the primary function of a central bank? To manage the nation’s money supply .

4.Which of the following will increase the amount of the money supply? Derivative deposits .

5.Which is the most popular form of short-term financing? Trade credit .

6.Which one is the feature of bonds? Conversion privilege .

7.In case of liquidation, who must be paid first? The creditors .

8.Which of the following statements is NOT true?

Under non-cumulative voting each stockholder is entitled to a number of votes equal to the number of shares owned multiplied by the number of directors to be elected .

Chapter 10

1.Which of one following is NOT true about absolute advantage?

According to Adam Smith, a country may also produce goods at home that it can buy at a lower cost from other countries .

2.Gains from trade only occur if countries that have different comparative advantages trade with each other .

3.If country A has a comparative advantage in producing shoes, then it can produce shoes at lower opportunity costs than other countries can .

4.A system of floating exchange rates has currencies whose values fluctuate according to market conditions .

5.Which of the following is NOT the purpose that a bill of lading serves? It is a check .

6.An import tariff may make domestic producers gain .

7.Which of the following is NOT true? Any increase in demand under a tariffs would result in higher prices .

8.An import tariff of $10 per unit of an imported good that is imposed by a country increases the price of this good in the importing country .

Alternative-answer question

chapter 1

F 1.A sole proprietor is not personally liable for the obligations of his/her business.

F 2.If a sole proprietorship fails, the business is lost, but the personal assets of the owner are secure.

T 3.Closed corporations mean that the stock is held by only a few owners and not actively sold on the stock market.

T 4.The liabilities of the parties to a joint venture are similar to the liabilities of the partnership.

F 5.Ralph Xu wants to invest his money in business and share in its profits, but has no desire to actively manage the company. He also wants to limit his risk of loss. One type of ownership that would allow Ralph to meet his objectives is the general partnership.

F 6.A major producer of personal computers, is considering a merger with a leading producer of microprocessors and other computer chips. The former believes such a merger would give it a guaranteed source of needed components, and would enable it to have better control over quality. If this merger occurs, it would be an example of a horizontal merger.

F 7.A franchisee has the right to change products and services of the franchise company.

T 8.The franchiser can provide training, guidance, and other forms of support to the franchisee.

chapter 2

F 1.A sole proprietor is not personally liable for the obligations of a business.

F 2.Vivian Chen decided to work for a floral design shop before opening her own shop. This was a poor decision since she used her labor to make someone else successful.

T 3.If a business plan is to be effective it must be specific in analyzing the competition, the money needed to start, and other details of operation.

T 4.The name of a new business should be easy to remember and not misleading.

F 5.It is not necessary for a business to obtain licenses or permits.

T 6.It is hard for a small business to employ or find good, qualified people.

chapter 3

T 1.Businesspeople should make every effort to be fair, to consider the welfare of customers and others within the firm, to avoid conflicts of interest, and to communicate honestly.

F 2.Businesses exist for the sole purpose of making profits and creating wealth for the owners.

T 3.Corporate culture is described as the personality of an organization and it guides how employees think, act, and feel.

F 4.The job itself, salary, and bonuses should ba paid more attention to than the corporate culture in term of job-hunting.

T 5.Corporate culture has three functions. The first one is to provide a sense of identity for members. The second one is to generate commitment to the organization’s mission. The third is to clarify and reinforce standards of behavior.

T 6.Just as different people have different personalities, different organizations have different personalities, different organizations have different corporate cultures.

F https://www.wendangku.net/doc/5d251246.html,panies that treat employees well are said to have healthy corporate culture and these companies tend to have high employee turnover.

F 8.A big company usually has its subcultures and subcultures are regarded as separate cultures from the dominant culture.

T 9.Three major factors contribute to the emergence of corporate culture.They are company founders, experience with the general business and industry environment, and contact with others.

F 10.Only great events, not small tales, illustrate key aspects of an organization’s culture and telling great event can effectively introduce or reaffirm those values to employees.

T 11.The slang or jargon used in a company helps its employees define their identities as members of an organization.

T 12.Corporate culture and corporate climate are two different concepts. The former refers to the values, beliefs, and customs or norms of an organization, while the latter refers to the general atmosphere of an organization.

chapter 4

T 1.The president or CEO is the top management.

T 2.Supervisor is the name for a first-line manager,

F 3.The supervisor is locate at the top of the managerial hierarchy.

T 4.The vice president is located at the top of the managerial hierarchy.

T 5.The supervisor’s monitor role involves receiving and collecting information.

F 6.Supervisory management is less focused and more long-term than higher management role.

F 7.Initiating organizational change refers to a manager’s figurehead role.

T 8.In disseminating organizational information, the supervisor is acting in the role of spokesperson.

T 9.The relationship between the manager and employees refers to the leader role.

T 10.The most important role of the manager at all organizational levels is that of the leader.

T 11.Today’s managerial roles are commonly interdependent.

T 12.The roles of negotiator and resource allocator are closely related.

F 13.Conceptual skills are used by most supervisors.

F 14.Supervisors use human skills more than top managers.

T 15.Interpersonal relations are a type of human skills.

T 16.Management skills are classified into conceptual, human, and technical skills.

F 17.Technical skills are used most by middle managers.

T 18.The ability to effectively run a machine is classified as a technical skill.

T 19.Working effectively with a team to resolve conflicts describes a human skill.

F 20.In strategic planning, the company should diagnose threats and opportunities after implementing the company missions and goals.

chapter 5

F 1.Manufacturing and production mean the same thing.

T 2.When an ice company compresses carbon dioxide and cools it to produce dry ice, it is engaged in manufacturing process.

T 3.Paper mills should locate in areas where clean water is available in large quantities and at low cost.

T 4.The primary characteristic of a “just-in-time”inventory system is that suppliers deliver their products “just-in-time” to go on the assembly line.

F 5.The major purpose of program evaluation and review technique(PERT) is to identify the minimum time needed to complete a project.

T 6.CAD/CAM has made it possible to custom-design products to meet the tastes of small markets with a very small increase in costs.

F 7.The quality of goods or service is determined or defined by the producing companies.

F 8.Quality control is mainly about “preventing” defective output rather than detecting it.

chapter 6

F 1.If the introduction of a new product will reduce sales of an existing product sold by a company, the new product should not be introduced.

T 2.Marketing managers are concerned with product promotion, but they leave the actual design of the product managers.

F 3.The new product that your start-up company has developed appears to have significant market potential in 30 countries around the world. You should introduce it in all 30 countries as soon as possible in order to establish a foothold in the marketplace before the competition can get established.

T 4.A company does not always price its products or services to cover total costs plus a reasonable profit margin.

F 5.It is not possible to “differentiate” products that are considered “commodity” items.

T 6.Consumers usually do a lot of searching before they buy expensive products.

F 7.Market research starts with a look at primary data because it is easier and less expensive to obtain than secondary data.

T 8.In developing a market segmentation strategy it is possible to have a combination of demographic, geographic, and product usage dimensions to the strategy.

T 9.If a product/service is to be marketed in several countries, psychographic segmentation analysis would be important in developing an effective marketing strategy.

chapter 7

F 1.Orientation involves using application forms, resumes, interviews, employment and skills tests, and reference checks to evaluate and screen job candidates for the managers who will ultimately select and hire

a candidate.

T 2.Training and development both aim to increase employees’abilities to contribute to organizational effectiveness.

F 3.Low performers may have higher incomes and be prompted or transferred to help them develop their skills.

F 4.A booming economy can encourage expansion, which would increase the demand for employees. The same booming economy would result in high unemployment, making it easier and cheaper to attract qualified employees.

F 5.Firms recruit their employees only by such three sources as educational institutions, employment agencies, and job advertisements.

T 6.Managers can use four procedures to determine the training needs of individuals in their organization or subunit. They are performance appraisal, analysis of job requirements, organizational analysis, and employee survey.

T 7.The four C’s model for evaluating the effectiveness of HRM are competence, commitment, congruence, and cost effectiveness.

F 8.High commitment means that employees are versatile in their skills and can take on new roles and jobs as needed.

T 9.Salary is money compensation for longer periods of work time (e.g.a month or a year) and mostly paid to middle-and upper-level managers.

F 10.Like wages, salaries, and incentive programs which are directly linked with the jobs done, fringe benefits are also directly related with work performed.

T 11.The most common fringe benefits in the U.S. are life, health, and disability insurance, pension plans, and paid vacations.

T 12.Job enrichment and job enlargement have been adopted in many organizations to satisfy both the fundamental and personal needs of employees.

chapter 8

T 1.Money is a highly liquid financial asset that is generally accepted in exchange for other goods; it is used as a reference in valuing other goods, and can ba stored as wealth.

F 2.If there is too much money compared with the goods and services offered at existing prices, the goods and services will sell out, and money will not buy you anything, or prices will fall.

T 3.Money is a useful unit of account only as long as its value relative to the average of all other prices does not change too quickly.

T 4.Money is a financial asset. So it serves as a way to accumulate wealth until it is spent. To be a satisfactory store of purchasing power, however, the value of money should be reasonably stable over time.

F 5.Checking account refers to an account at a bank or other financial institution, with funds that can be withdrawn with an advance notice.

T 6.Savings accounts are not generally used for transactions or as a medium of exchange, because they cannot because directly as money, but their funds can be moved to a checking account which can be used directly by writing a check.

F 7.Money may be withdrawn from the savings account prematurely only after paying a substantial penalty which is higher than its total interest.

F 8.Average annual fees for the privilege of carrying specific credit cards are the most important source of money for issuing banks although bank cards are increasingly available with vary little charge.

F 9.Probably the most familiar form of electronic banking is the automated teller machine, which dispenses cash, accepts deposits, grant loans, and allows balance inquiries and cash transfers from one

account to another.

T 10.Once a corporation issues common stock, it cannot be recalled from the market as callable bonds or callable preferred stock.

Chapter 9

F 1.E-Commerce was first developed in the 1980s.

T 2.EDI stands for Electronic Data Interchange.

T 3.EDI is often described as “paperless trading.”

F 4.Small and medium enterprises who cannot afford to establish overseas offices cannot contact with the outside world even if there exists E-Commerce.

F 5.E-Commerce includes two types: Business-to-Business(B2B) E-Commerce and Business-to-Consumer (B2C) E-Commerce.

F 6.It’s more expensive to launch a functional E-Commerce site than to open a new sales office or retail store.

T 7.E-Learning falls into two categories: synchronous and asynchronous.

T 8.E-Learning can save both time and money for the companies.

T 9.The Internet-based systems are often called “lite EDI” because many of them contain all the features of conventional EDI networks.

T 10.One important obstacle to the speed of B2B electronic commerce is the high technological demands that companies face in transferring data to electronic networks from computers.

T 11.The Internet can expand markets and territories, develop global marketing partnerships, and provide worldwide customer service.

chapter 10

T 1.One reason that a nation trades is that it lacks the raw materials, climate, specialist labor, capital, or technology needed to manufacture a particular good.

T 2.One way to maintain a fixed exchange rate is to manipulate the market through the use of official reserves.

T 3.The balance-of-payments statement shows all the payments a nation receives from foreign countries and all the payments it makes to them.

F 4.A country’s balance of payments is said to be in deficit by a certain amount if source of funds (such as imports or the receipts or the receipts of loans and investments ) exceed uses of funds (such as imports or investments in foreign countries ) by that amount .

T 5.A time draft allows for a delay in payment-normally 30, 60, 90, or 120 days.

F 6.A letter of credit is issued by a bank at the request of an exporter and then sent to the importer’s bank.

F 7.The most important function of tariffs is to raise revenue for the government.

F 8.A revenue tariff is designed to shield domestic producers from foreign competition.

T 9/Tariffs reduce the overall efficiency of the world economy because a protective tariff encourages domestic firms to produce products at home that, in theory, could be produced more efficiently abroad.

商务英语函电 参考答案

Reference Keys Unit 2 Establishing Business Relations 学学练练 I. 1. d 2. c 3. a 4. b 5. h 6. f 7. e 8. g II. 1.供你方参考 2. 期望，盼望 3. 供应中 4. in the hope of/that 5. establish business relations 6. fall within the scope of III. 1. desirous to 2. in the line of 3.give you a general idea 4. covering 5. in the market 6.refer to 7.be informed IV. 1. appreciate 2. in, for 3.upon 4. to 5. informed 6. with 7.enclosed 8. in 9. desire 10. for 实操练习 I. 1.Through the courtesy of ABC company, we have your name and address. 2. We would like to inform you that we could supply various types of men’s leather shoes. 3. We have established business relations with more than 50 countries in the world, on the basis of equality, mutual benefit and exchange of needed goods。 4. Specializing in the export of Chinese bicycles, we express our desire to trade with you in this line. 5. In order to promote business between us, we shall airmail you some samples for your reference. 6. We enclose a copy of catalog and a sampl e and are sure that you will be satisfied

商务英语阅读习题及答案一.doc

II) Match each one on the left with its correct meaning on the right 1. motivation 2. pursue 3. mark up 4. procurement 5. intangible 6. cargoroyalty 商务英语阅读习题（一） I) Comprehension 1. What is international trade? 2. What are the major motivations for private firm to operate international business? 3. What measures do most companies usually adopt to avoid wild swings in the sales and profits? 4. Pleas give the four major modes chosen by most companies when entering into international trade. 5. Could you find any difference between Direct Investment and Portfolio Investment? If you can, please tell the main reasons. 6. What is MNE? What are its synonyms? 7. What limits a firm's sales? A. to make continual efforts to gain sth. B. the action of obtaining, esp. by efforts of careful attention. C. which by is its nature can not be known by senses, not clear and certain, not real. D. the goods (freight) carried by a ship, plane or vehicle. E. the amount by which a price is raised. F. profit, interest- G. the net value of assets or interest, invest. 8. equity 股本，资产净值 H. not needing other things or people, taking decisions alone. 9. yield I. a share of the profits. 10. independent J. need or purpose. 2. A 3.E 4.B 5. C 6.D 7.1 8.G 9.F 10.H HI) Fill in the blanks with the words or expressions given below and if necessary, put the word in the right form. A. orientation B. diversify C. seek out D. differentiate...from E. take advantage of F. undergo G. bring about H. correspond L abandon J. amount to K. Come after L. approach 1. That factory is trying to B its products to sell in different markets. 2. A successful businessman is always skilled in E every possible opportunity. 3. Reforming and opening to the world has G great changes in our lives. 4. Can you D this kind of operating the others? 5. Private firm going in for international business have a profit A 6. He I his company and family and went away with all the money. 7. The L of winter brings cold weather. 8. The manager's words J a refusal to the proposal.

最新商务英语课后题答案

UNIT ONE Ⅰ. 1. 世界贸易组织2.国际商会3. 联合国贸易和发展会议4. 世界银行5.国际货币基金组织6. 中华人民共和国商务部7. 中国国际贸易促进委员会8. 中华人民共和国海关总署9. 国家质量监督检验检疫总局Ⅱ.（F）（T）（T）（F）（F） （T）Ⅲ. ( 4 ) A. Gree air conditioner( 6 ) B. Dengcun Green Tea( 3 ) C. soy bean( 2 ) D. mineral （F） Ⅱ. .（F） （F） （T） ore ( 5 ) E. paintings( 7 ) F. construction equipment( 8 ) G. medicine( 1 ) H. T-shirt Ⅳ. 1．AC2009 is our newly developed product, it is of superior quality, fashionable design and reasonable price. 2. 500 metric tons is the biggest amount we can supply at present. 3. We have received the sample which you sent to us last Friday and we are satisfied with the sample quality. 4. If the quality of the first consignment is satisfactory，we will place a repeat order in large quantity. 5. The landed quantity instead of the shipping quantity shall govern. Ⅱ.1.用铁桶装，每桶净重190公斤。2.用纸箱包装，每箱装四盒，每盒大约9磅。每件商品都必须蜡封并用纸进行包装。 3.商品采用中性包装，买方的标签必须在装船月前45天送达卖方。 4.用聚丙烯编织袋包装，每袋50公斤，以毛代净。每袋包装上必须用英文标注商品名称、重量、原产国、包装日期。 5.用新的单层麻袋包装，每袋净重100公斤。麻袋必须足够结实以适应野蛮装卸和海洋运输。Ⅲ. 1．How will you pack the goods we ordered?2. I’m afraid the carton is not strong enough for ocean transportation.3. We will transfer your suggestions on packing to our supplier.4. According to normal practice, the packing charge shall be borne by the buyer.5. Do your nation’s customs have any special requirement and regulations on wooden packages?Ⅳ. .(F)(T)(F)(T)(T) UNIT FOUR Ⅰ. (T)(F)(T)(T)(F)(F)(F)(T)(T) (F)Ⅱ. 1. 卖方必须提供与合同相符的货物和商业发票或与发票具有同等效力的电子数据。2．买方必须自付费用订立指定装运港运送货物的合同。3．卖方必须在约定的日期或期限内，在指定的装运港，按照该港习惯方式，将货物交至买方指定的船只上。4．买方必须支付任何装运前检验的费用，但出口国有关当局强制进行的检验除外。5．卖方必须支付将货物运至指定的目的所需的运费和费用。但交货后货物灭失或损坏的风险，以及由于各种事件造成的任何额外费用，即由卖方转移到买方。UNIT FIVEⅠ 1. 报价，产于泰国、孟加拉国的新鲜土豆，每公吨750美元FOB吉大港。 2. 我方可提供散装腰果，每公吨800美元FOB美国纽约。3 . 商品目录表中的每件商品都没有最低订货数量，但是每个订单的金额不得少于200美元，不包括运输成本，税费和增值税。4. 我们对于金额超过1 000美元或每个式样、颜色、尺寸的数量都超过30件的订单都给予5%的折扣，不包括运输成本，税费和增值税。5. 以非美元货币所进行的报价，以报价时的汇率为准，除非另有规定，如果发票日的汇率不同则价格应相应上下浮动。 Ⅱ.Calculation1. The buyer from Hong Kong agrees to purchase from the seller in Shanghai 1,000 sets of tool kits at HK$80.00 per set CIF Hong Kong. The insurance is arranged to cover All Risks (Rate=0.5%) at 110% of the invoice value of the purchase. Work out how much it is in HK dollars CFR Hong Kong. FOB = CIF－I－F I = CIF×(1＋10%)×0.5% = 0.44 F = 3 FOB = 79.56 2.Convert US$ 50 per case CIF New York into CFRC5 New York. (The insurance is arranged to cover All Risks

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Key (练习答案) Unit 6 Jewelry Reading I Exercise II 1. c 2. c 3. b 4. d 5. d III 1. accumulate 2. brilliant 3. choosy 4. malicious 5. bachelor 6. destined 7. odd 8. communion 9. intuition 10. fulfill IV 1. infect 2. was destined 3. joke about 4. to do with 5. takes her time 6. were to 7. in his stead 8. edge to her voice 9. fell apart 10. won’t be cut out for V 1. shortly 2. It’s very odd 3. choosy 4. in my stead 5. in communion with 6. be destined never to see each other again VI 1.revel 1) vt. to make known (something previously secret or unknown)揭示；揭露；泄露 e.g. The investigation has revealed some serious faults in the system. 2) vt. to show or allow sth. to be seen 展现;显露出 e.g. The curtains opened, to reveal a darkened stage. [相关词] revealing adj. allowing parts to be seen which are usually kept covered 暴露的；裸露的 e.g. a very revealing dress revelation n. the making known of some secret 展示；揭露；显露 e.g. The revelation of his scandalous past led to his resignation. revelations n. (宗教)启示录 [相关搭配] reveal a scandal 揭露丑闻 reveal the inside story (of) 揭开内幕 reveal a secret 揭开秘密 reveal the objective laws 揭示客观规律 a. Her biography revealed that she was not as rich as everyone thought. b. A joke can be very revealing of what someone’s really thinking. c. He still did not reveal what he felt about me. 2. accumulate vi./ vt. to collect or grow into a mass积累；积聚 e.g. A thick layer of dust had accumulated in the room. He gradually accumulated an impressive collection of paintings. He accumulated wealth through illegal means. 他以非法手段敛财。 [相关搭配] accumulated profit 累积利润 accumulated reserve 积累储备

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Dear Sirs, We obtain your name and address from the internet, and we are writing you in the hope of establishing direct business relations with you. We’re one of the importers of Beddings with years’of experience in this line. At present, we’ll be pleased to get the samples for your bed-sheets. Thank you for your cooperation. Yours sincerely, \\ 2 Dear Sirs, Your company has been introduced to us by FMC Company, Sydney, Australia, who has informend us that you are interested in electric goods . As we have been in this line for years, we are writing you in the hope of establishing business relations with you. In order to give you a rough idea of our products available for export at present, we are sending you under separate cover the latest catalogues. Looking forward to your early reply. Yours faithfully Dear Sirs, We learn from the internet that you are in urgent need of a large quantity of Children’s Sport Shoes. We’re writing you in the hope of entering into long-term business relations with you. We have been handling the export of various kinds of textiles and shoes for many years, and our products are very popular in the American and European markets for their good quality and reasonable prices. We also have kept close connections with the local shoe manufacturers, and can ensure the steady source and quality. In order to give you a rough idea of our products, we are sending you our latest catalogues and price lists for Children’s Sport Shoes for your reference. If you are interested in any of the items, please let us know. We await your early reply. Yours faithfully,

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Chapter 8 Learning Aims 学完本章，学生应能： 1．识别装船指示和装船通知； 2．熟悉一些模具产品名称； 3．掌握装运方面信件的结构以及相关术语和表达方式； 4．学会案例分析，并撰写与装运相关的信函。 Background Information 在国际贸易中，在装运前，买方通常把他们的装运需求发送给卖方，告知他们包装和标志，运输方式等，此为装运指示。 卖方在装运货物后应立即向买方发送装船通知，告知他们装运情况。装船通知通常包含以下内容： （1）预计出发时间；预计到达时间 （2）装船货物 （3）船名 （4）集装箱号 （5）铅封号 （6）所附单证 装运当事人有三方，即货主，承运人和收货人。 提单可被看作为货物收据、运输合同证明和物权凭证。 Letter 1

李友

Letter 2 Letter 3 Letter 4

Letter 5 Letter 6

Exercises I．Fill in the following blanks. 1. importance; urgent; advance; co-operation 2. circumstances; compelled; an alternative/alternatives; 3. extended; expired 4. pleasure; informing 5. in duplicate II．Translate the following sentences into Chinese. 1．我们很高兴在此通知，贵方所订的车灯模具已由“魅力”号货轮发出，将于5月15号抵达宁波。 2．我们很奇怪至今尚未收到于8月1号所订的螺钉，我方客户要求予以解释，因为他们急需此批货物。 3．由于交货长期延误，给我们带来不便。我们要求立即发货，否则，我们将不得不按合同规定取消订单。 4．请尽快安排装运我方所订的货物。 5．这艘货船将于7月20号左右驶往上海。 III．Translate the following sentences into English. 1. Upon receipt of the L/C, please effect shipment of the goods booked by us as soon as possible. 2. We are informed by ABC shipping company that S.S. “Beauty” is due to sail from your city to our port on or about 6th this month. 3. We are very much obliged for your kind cooperation. 4. We hope that these goods will reach you in time and turn out to your entire satisfaction. 5. We are in urgent need of the goods and have to request you to ship them without any further delay.

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Unit 13 The Business of Making Money Exercises 1. Questions on the text: 1)What are the latest developments in private equity in recent years Compared to the 1980s, the targets of today’s private equity groups are much bigger in size. In recent years, the private equity industry has raised record money and its share of mergers and acquisitions has grown massively. The industry has also become a byword for money-making skills but its wealth has also brought many enemies. 2)According to the article, what are the main inconveniences for a company to be a publicly quoted company The main inconveniences for a publicly quoted company include: its executives have to face intrusive media coverage; it has to obey strict and long corporate-governance codes; it also has to face the threats of activist investors and short sellers and the scrutiny by some politicians. 3)What are the main reasons for a company to get listed on a stockmarket Traditionally there are three main reasons to get a company’s share listed on a stockmarket. The first is to raise capital, either to expand the business or to allow the founders to realise their wealth. The second is to help retain staff, who can be offered share options as an incentive to stay and work hard. The third involves prestige; customers, suppliers and potential employees may be reassured (and attracted) by the apparent seal of approval given by a public listing. Meanwhile, being publicly listed gives a company better access to fund investors and retail investors. 4)Why are companies in the Anglo-Saxon economies reluctant to borrow from banks Companies in the Anglo-Saxon economies were reluctant to borrow from banks because their often felt nervous about the possibility of the sudden withdrawal of credit from the banks, due to a change in lending policy, new management or an economic downturn. 5)According to the article, what are the main sources for today’s companies to raise money (including equity capital and debt) Nowadays the main sources for companies to raise money are: first, equity market; second, banks, though much less important than they used to be; third, bond market; fourth, private equity. 6)How do private-equity firms respond to the problems identified by Professor Jensen with regard to public companies Professor Jensen argued that the structure of a public company creates an inherent conflict between investors and the managers they hire to run the business, particularly with regard to the use of free cash flow. He also argued

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商务英语课后题答案-CAL-FENGHAI.-(YICAI)-Company One1

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Chapter 1 1.这一监控体系最终将取代美国政府对古巴雪茄进口的上限。The monitoring system will finally substitute the U.S. government 's cap on cigar imports from Cuba. 2.墨西哥和美国之间的争执不会有任何作用，并可能导致北美自由贸易协定中关税解除的中 断。The quarrel between Mexico and the U.S. will be of no avail and it may disrupt the lifting of the agricultural tariffs under the North American Free Trade Agreement. 3.在召开部长级会议之前，将举行一次经济合作商业论坛，重点探讨如何减小全球经济 失衡的纠正对中国的冲击。An economic cooperation business forum, which will discuss how to minimize the negative impact of global economic imbalance adjustment on China, will take place shortly before the ministerial conference. 4.只有少数美国人将此问题归咎于这些明 显的因素，即美元贬值或经济周期。Few Americans attribute this to such obvious causes as a devalued dollar or the business cycle. 5.最新的科学研究揭示了这样的事实，即为减少温室气体排放所采取的必要措施会带来沉重的经济和政治成本。Recent research has shed light on the fact that there are heavy financial and political costs associated with the measures necessary to reduce the emission of greenhouse gases. 6.有传言称上个月政府和这家公司的总裁秘密达成一笔交易。There are rumors that the government struck a private deal with the corporation's chairman last month. 7.反对派对美国政府施加压力，让他们改变对纺织品进口的政策。The opposition is exerting pressure on the U.S. government to change the policy towards textile imports. 8.自从签署双边自由贸易协定以来，这个新兴经济体一直处于科技的前沿。Since the establishment of the bilateral free-trade agreement, this emerging economy has always been at the forefront of science and technology. 9.一般 来说，浮动汇率应该使国家免受与贸易伙伴在通货膨胀上的持续差异的影响。In general, floating exchange rates are supposed to insulate countries from persistent differences in inflation with their trading partners. 10.据保守预测，到2010 年中国与北美和欧盟的进出口贸易堂将分別超过4000 亿美元，与10 个东盟国家的进出口贸易堂将超过2000 亿美元。According to conservative estimates, by 2010, China's import and export volume with North America and the EU would surpass $400 billion respectively, with ten ASEAN countries exceeding $200 billion. Chapter 2 1)政府出资 1 亿美元用于农村地区再生能源的开发和利用。The government has allocated $ 0.1 billion to the development and utilization of renewable energy in rural areas. 。 2)开发西部不能以破坏环境为代价，因此政府一直走经济开发建设和生态环境保护并进

商务英语综合教程U1-U7课后答案

Unit 1 Company Profile 1.Translate the following Chinese terms into English. candidate patent industry personnel registered trademark core competency domain name intended market emerging market headquarter multinational corporation Chief Executive Officer stakeholder 2.Translate the following English terms into Chinese. 股本，股金总额 以人为本的解决方案 精于心简于形 对客户的深入了解 工业革命 回收利用 3.Translation: 宝洁公司始创于1837年，是世界上最大的日用消费品公司之一。2007财政年度，公司全年销售额达682亿美元。在《财富》杂志评选出的全球500家最大企业中，排名第74位。 宝洁公司在全球80多个国家设有工厂或分公司，所经营的300多个品牌的产品畅销160多个国家和地区，其中包括美容护理、居家护理、吉列产品等。每天，在世界各地，宝洁公司的产品与全球消费者发生着三十亿次亲密接触。宝洁大中华业务区包括1988年成立的中国大陆分公司、1987成立的香港分公司和1985年成立的台湾分公司。 一九八八年，宝洁公司在广州成立了在中国的第一家合资企业－广州宝洁有限公司，从此开始了其中国业务发展的历程。宝洁总部位于广州,目

前在广州、北京、上海、成都、天津、东莞及南平等地设有多家分公司及工厂，并在北京设立技术中心。 二十年来，宝洁取得了飞速的发展，主要表现在： 建立了领先的大品牌 宝洁公司是中国最大的日用消费品公司，年销售额超过二十亿美元。我们在参与竞争的领域内占据了最大的市场份额。飘柔、舒肤佳、玉兰油、帮宝适、汰渍及吉列等品牌在各自的护发、个人清洁、皮肤护理、婴儿护理、洗衣粉、男士美容等产品领域内都处于领先的市场地位。 业务保持了强劲的增长 中国宝洁是全球业务增长速度最快的区域市场之一。目前, 宝洁大中华区的销售量已位居宝洁全球区域市场中的第二位,销售额也已位居前五位。 建立了出色的组织结构 伴随着公司的业务发展，宝洁的中国员工得到了迅速的成长。中国籍的员工占员工总数的97%以上，宝洁大中华区已成为向宝洁其他市场的重要管理人才输出地。 承诺做模范企业公民 宝洁向中国的各项公益事业捐款的总额已超过八千万元人民币（一千万美元），希望工程是宝洁公司慈善捐赠的最大接受者。 4.略 Unit 2 Business Meeting 1.Translation: Honorable Guests, Ladies and Gentlemen, Good evening! It is a great pleasure for me to attend, among all of you here the opening ceremony of the 2005 FORTUNE Global Forum on this pleasant