当代商务英语听说教程4 第二单元听力答案

A Word study

(1) I will cancel my subscriptions to this magazine next month.

(2)Acronym is a word made up from the first letters of the name of something such as an organization. For example WTO is an acronym for the World Trade Organization.

(3) When a company delivers on its promises ，it does or provides the things it is expected to.

(4) The publicity has done little to enhance his reputation.

(5) Due to unforeseen circumstances, the campaign has been cancelled.

(6) The salesperson talked to several prospects at the trade fair.

(7) Give us a ring if you have any queries about the contract.

(8) We must consider how to best utilize what resources we have.

(9) I tried to visualize the house while he was describing it.

(10) We have addressed the issue of low morale in our last meeting.

(11)Overcoming objections is an important step in closing the sale.

(12) An entrepreneur is someone who starts a new business often in a way that involves financial risks.

(13) When someone is sold on something, he

or she thinks it is very good.

(14) A vendor is someone or a company that is selling something. It's a formal word.

(15) Are you ready to make a long-term commitment ？

(16) We have to tackle the fundamental cause of the problem.

（1）下个月我将取消订阅这本杂志。

（2）首字母缩略词是由组织等名称的首字母组成的词。例如，世贸组织是世界贸易组织的缩写。

（3）当一家公司兑现承诺时，它会做或提供它所期望的事情。

（4）宣传对提高他的声誉没有什么作用。

（5）由于不可预见的情况，活动取消了。

（6）售货员在交易会上和几个潜在客户谈了谈。

（7）如果你对合同有任何疑问，请给我们打电话。

（8）我们必须考虑如何最好地利用我们拥有的资源。

（9）他在描述这所房子时，我试着把它形象化。

（10）我们在上次会议上讨论了士气低落的问题。

（11）克服异议是完成销售的重要一步。

（12）创业者是指通常以涉及财务风险的方式开始新业务的人。

（13）当某人对某事感兴趣时，他或她会认为它很好。

（14）卖主是卖东西的人或公司。这是一个正式的词。

（15）你准备好做出长期的承诺了吗?

（16）我们必须解决这个问题的根本原因。

Funtional listening

(1) In closing a sale, the first step is to raise ope ended questions.

(2) It's also important to identify what fundamental need the client is trying to get by buying the product.

(3) The salesperson should try to gain an agreement and guide her potential customer to a positive conclusion.

4) It seems that the salesperson also has some trouble performing a trial close.

(5)As the salesperson continues the sales process, she should ask her prospect if he/she would like to buy now.

(6) In addition, the salesperson should concentrate on specific objections.

(7) Finally, the salesperson should ask the client to make the commitment during the sales process.

（1）在结束销售时，第一步是提出开放式问题。

（2）同样重要的是要确定客户购买产品的目的是什么。

（3）销售人员应设法达成一致意见，并引导潜在客户得出积极的结论。

（4）看来销售人员在试销时也遇到了一些困难。

（5）当销售人员继续销售过程时，她应该询问潜在客户是否愿意现在购买。

（6）此外，销售人员应专注于具体的反对意见。

（7）最后，销售人员应该要求客户在销售过程中做出承诺。

T2

(1) Geoff Smith will provide some information about the services their company can offer.

(2) The audience's company is spending about 1500 pounds a month on security at the moment.

(3) Geoff's company can offer the same level of service for about 20% less.

(4) Currently, the audience's company is working with three different companies.

5) Geoff's company can offer clients the whole range of service all from just one company.

(6) Last year, Geoff's company was elected No.1 security firm in this region.

(7) Geofi's offer is a lower price,simpler administration and partner their clients can trust.

（1）杰夫·史密斯将提供一些他们公司能提供的服务信息。

（2）目前，观众公司每月在安保方面的开支约为1500英镑。

（3）杰夫的公司可以提供同样水平的服务，价格降低约20%。

（4）目前，观众公司正与三家不同的公司合作。

5）杰夫的公司可以为客户提供全方位的服务，你所需要的一切都来自一家公司。

（6）去年，杰夫的公司被选为该地区第一大安全公司。

（7）Geofi的报价是一个更低的价格，更简单的管理和合作伙伴，他们的客户可以信任。Dictation

建立读者对你的产品的渴望的一个好方法是将特性和利益连接在一起，希望你的产品的重要特性已经被设计为给你的目标市场的成员一个特定的利益。

营销复制时,重要的是你不要忘记这个阶段的好处，当你描述订单时，你提供的不只是事实和特性，还有期望观众的利益。清楚地告诉他们这样做的好处，可以激发他们的兴趣和欲望。例如，以这个铝制的笔记本电脑外壳为例，它描述了一种功能，并让观众思考是什么通过让你的背部和肩膀看起来更时尚来说服观众。你可能想要更进一步，通过吸引人们更深层次的需求，给予轻松的便携性和光滑的外观，这会让你的朋友和同事羡慕。

1.要克服销售障碍，你不仅要了解你的产品，还要了解你自己和你的潜在客户。

2.大多数的反对实际上是对更多信息的请求，需要对您或您的组织有更大的信心。

3.一个好的推销员会欢迎别人提出反对意见，因为这表明潜在客户可能正在考虑或考虑他的产品。

4. 如果你听到价格阻力，要问这是钱还是价值的问题？

5.发现并克服销售上的异议会在智力和情感上给你带来挑战。

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Listen to the interview with Erika Van Beek, an engineer. According to Erika, what should be done about overcrowding in cities? The future building boom? Interviewer: What do you think is the biggest problem facing our cities? Erika: I think it's overcrowding. Talk to anyone living in a major metropolitan area and they will say the same thing: There's no space. Even the suburbs are getting crowded. Interviewer: Well, in some places there simply isn't any land left for building, right? Erika: Yes, that's true, but you have to think creatively. You can't give up so easily. Interviewer: Think creatively? What do you suggest? Eiika What rm saying is that we can build more structures underground. We can add parking lots, malls, hotels, and even apartment buildings. There's plenty of space. Interviewer: Isn't it expensive? Eiika Yes, it can be. In the past building underground has been very expensive. However, we have new technology that will bring the cost down. It involves using robots. 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