新编剑桥商务英语高级第三版第61.docx

新编剑桥商务英语高级第三版第61.docx

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新编剑桥商务英语高级第三版第61

6.1Purchasingpower

VOCABULARYOnlinetrading

1Whatdoesthewordqualitymeantoyou?

2ReadPeterDruckerdefinition.Doyouagree?

Qualityinaproductorserviceisnotwhatthesupplierputsin.Itiswhatthecustomergetsoutandiswillingtopayfor.Aproductisnotqualitybecauseitishardtomakeandcostsalotofmoney,asmanufacturerstypicallybelieve.Thisisincompetence.Customerspayonlyforwhatisofusetothemandgivesthemvalue.Nothingelseconstitutesquality.PeterF.Drucker,Managementguru

3DoyoueveruseeBayorasimilaronlinetradingplace?

Why?

/Whynot?

4Theseitemsfromanonlinefeedbackpagedescribebuyers’andsellers’experiences.Explainwhateachunderlinedphrasemeans.

OItemexactlyasdescribed.Highlyrecommendedseller.

Youshouldbuyfromthisseller.

1Greatbuyer!

Verypromptpayment.Thanks.28-Mar-10:

15

2Beautifullypackagedandgoodsinmintcondition.Woulddobusinessagain.27-Mar-10:

05

3A1!

Efficientserviceandswiftdelivery.Pleasuretodobusinesswith.25-Mar-13:

47

4Slightdelayindespatch,butgreatcommunication.21-Mar-12:

11

5Smoothtransaction.Thanks.15-Mar-08:

08

6Unreliable!

ThisisthesecondtimeIhavereceivedgoodsnotasadvertised.10-Mar-11:

30

7Itemabitmarkedbutveryreasonablypriced.Saved$$$$.28-Feb-20:

40

8Goodsdamagedintransit.Poorpackingforhighprice.

20-Feb-14:

25

9Beware!

Soldmeacamerathatwasn’tinstock.16-Feb-21:

14

5Writefeedbackforthefollowingtwoonlinetradingexperiences.

1Johnbuyssomejewelleryforafriend’sbirthdaywhichisintwodays’time.Thesellerpromisesitwillarrivethenextdayanditdoes.Johnwritesabouttheseller.

2Fredasellersatennisracquetthatsheboughtbutneverused.Thebuyerpaysimmediately,butwhenitisdeliveredclaimsitissecond-handandpostsnegativefeedback.Fredawritesaboutthebuyer.

SPEAKINGManagingsuppliers

6Lookatthefollowingsupplier-customerpairings.Inwhichcasewouldyouexpecttherelationshiptobebasedon:

aacloseworkingrelationship?

bprice?

1acameramanufacturerandelectricalgoodsretailer

2apharmaceuticalcompanyandahospital

3ahaulage（deliverybytruck）companyandamail-orderclothesretailer

4amakerofnutsandboltsandahelicoptermanufacturer

5amakerofmotorsandahelicoptermanufacturer

7Completethisquestionnairefromabusinessmagazinetofindoutyourattitudetosuppliers.Compareyouranswerswithyourpartner.

Shallwedobusiness?

Howdoyoutreatyoursuppliers?

Answerourshortsurvey.

1Whenitcomestonegotiatingpriceswithasupplier,it’sbestto

abeasopenaspossibleabouteachother’scostsandmargins

bagreeapriceyou’rebothhappywith.

csqueezethemashardasyoucantogetthebestprice

2Whenrenewingcontracts

atrytokeepyoursuppliersandbuildalong-termrelationship

brenegotiatetermsthatareagreeabletobothofyou

cforcesupplierstore-tenderforthecontracteachyear

3Whenpayingsuppliers

apaythempromptlywhenyoureceivetheinvoice

bbesensitivetotheircashneedsandthecontracteachyear

cwaituntilthefirstpaymentreminderarrivesbeforepayingthem.

4Whendevelopingnewproducts

aalwaysinvolveyoursupplier-theycanhelpwithdevelopmentandmarketing

bconsiderhowyoursupplierscanhelptosharethecostofdevelopment.

ckeepyourdevelopmentssecretandnevertrustyoursuppliers.

5Thinkofyoursuppliersas

aanintegralpartofyourbusiness.

babusinesspartner.

cjustanothercompany,withitsowninterestsandconcerns.

Nowcheckyouranswersonpage127.

READING

1Discussthefollowingquestions.

1Howmuchofyourfoodshoppingdoyoudoatsupermarkets?

Why?

2Aresupermarketsinyourcountrysqueezingsmallergroceryshopsoutofthemarket?

Isthisabadthingoranaturaldevelopment?

2Readthroughthetextbelowquickly.Whatistheproblemforsuppliersofbigsupermarkets?

3Putonewordineachspacetocompletethetext.

Howthesupermarketsaresqueezingtheirsuppliers

Thepowerwieldedbythebigsupermarketsisbecomingasourceofconcerninmanycountries.Onthe（0）onehand,theirdominationofthemarketisforcingsmallerfoodretailers

（1）__________ofthemarket;ontheotherhand,thewaythattheytreat

（2）__________suppliersisnowattractingtheattentionofregulatorsandgovernments.

IntheUK,aninvestigationhasfound（3）__________suppliersoftwoofthelargestsupermarkets,TescoandAsda（asubsidiaryofWal-Mart）areprovidinglargeamountsoffinance,（4）__________hashelpedtofundTesco’sandAsda’sgrowth.

Themoneyowedbythesetworetailerstotheirsuppliershasincreasedatafarfasterrate（5）__________eithersalesorstock.AtTesco,thefive-yearincreaseinpaymentsowedtocreditorswas£2.2bn,comparedwitha£0.7bnincreaseinstocks,leaving£1.5bntofinancethebusiness.

Infoodretailing,stockisturned（6）__________cashatthecheck-outcounterslongbeforesuppliershavetobepaid.So,ineffect,thesuppliersareacting（7）__________bankersforthesupermarkets.Thesupermarketscanholdontotheattheirmoneyforanythingupto90days.Thismoneycaneitherearninterestatthebankorbeusedtofinanceotherinvestments,reducingtheneedforthesupermarketstoborrowmoneyfromothersources,（8）__________asthecapitalmarkets.

Forallsuppliersthisisaproblem,butforsomemorethanothers.Thebiggerfoodproducerscanoftenpasstheproblemontotheirownsuppliersbydelayingpaymenttothemuntiltheyarepaidbythesupermarkets.Butforsmallersuppliers,（9）__________isnotpossible.Employeeshavetobepaid,andequipmentandmaterialspaidforbeforethesupermarketshavesettledtheirdebt.

Thispractice（10）__________belegal,butisitfair?

Smallsupplierssaynot-theyarebeingsqueezedoutofbusiness–andnowtheyareaskinggovernmentstointervene.

LearningTip

Keepaspecialnotebookforfixedphrases（egforthetimebeing）andphrasalverbs（egcomeacross,bringabout）andwriteexamplesentencestohelpmemorisethem.

4Doyouthinksuppliersshouldbeprotectedagainstthepowerofbigcompanies?

Whatmeasurescouldbetakentodothis?

GRAMMARRelativeandparticipialclauses

5Replacetherelativeclausesinthesesentenceswitheither:

aanadjectivebapresentparticiple（egworking）caparticiple（egworked）

0Themoneywhichisowedtosuppliersisusedtofinanceotherprojects.

Themoneyowedtosuppliersisusedtofinanceotherprojects.

1Peoplewhowanttousesmalllocalshopsareunabletodoso.

2Thesupermarketswhichhavebeenaccusedofunfaircompetitionhavedeniedit.

3Thecompanieswhodominatethemarketgetstrongerandstronger.

4ThemoneywhichisspentatTescoaccountsfor13%ofallUKconsumerspending.

5Supplierswhodon’sacceptthesetermsareignored.

6Thegoodswhichcustomersbuyoftenhaven’tbeenpaidforbythesupermarkets.

7Supplierswhocannotwaitalongtimeforpaymentareforcedoutofthemarket.

LISTENINGAcontracttosupply

6Youhaveashopsellingflooringproducts（carpets,tiles,woodenflooring,etc）.Whatwouldbethemostimportantpointstoconsiderwhennegotiatingacontractwithyoursuppliers?

Makealistwithyourpartner.

76.1ListentotheconversationbetweenPaul（fromtheretail,A1Flooring）andBarbara（fromthesupplier,ParagonFloors）andchoosethecorrectanswer.

1SalesoftheKliklaminateflooringhavebeen

Apoor,eventhoughcustomersaresatisfiedwithit

Bgood,buttheycouldbebetter.

CGoodandcustomersatisfactionishigh.

2Inthefuture,Paulwouldliketosee

Areductionsontheproductsatcertaintimesofyear.

Babettercommission.

Cgreatdiscountsoncertainproductlines.

3Barbaradoesn’twantto

AhaveaspecialpolicyjustforA1flooring.

Bgiveanyfurtherdiscounts.

Cmentionthistoherboss.

4AnotherproblemforPaulisthat

AParagon’sstocklevelsaretoolow.

BParagoncan’talwayssupplythepreciseproductordered.

CParagonarenotflexibleenough.

5Barbarasaystheshortagesofstockare

Aduetolimitedspaceintheirwarehouse.

Bbecominglessofaproblem.

CnotthefaultofParagon.

6Shesaysthatwoodis

Aanexpensivenaturalproduct.

Bdifficulttostoreandtomovefromplacetoplace.

Cisavailableinmanydifferenttypes.

7Paulsaysthathiscustomers

Aunderstandthesituation.

Bwillwaitfortherightproductiftheyhaveto.

Cwilltaketheircustomtoanotherretailer.

GRAMMAROrderingevents:

tensepractice

1Awomanishavingbadexperienceswithherhotwaterboiler.Thesesentencesaretakenfromaletterofcomplaintshewrotetothemanufacturer.Matchthetwohalvesofeachsentence.

0InthebeginningAitseemedlikethemostconvenientoption

1ThisisthethirdtimethatBIamtakingshowersatthelocalswimmingpool.

2OnthesecondoccasionCitwasworkingfine

3ThenexttimeitbreaksdownDIhavehadaskforanengineertocomeout.

4AtthattimeEtheengineerneverturnedup.

5ForthetimebeingFIamtoldthatmycaseisveryuntypical.

6AtnotimeGIwilltakelegalactionthroughthemallclaimscourt.

7EverytimeIcallHIhadneverhadanyproblemswithmyboiler.

8BeforethattimeIhaveItriedtorepairtheboilermyself.

2Completethisletterbyputtingtheverbsinthecorrecttense.

DearSir

I（0）amwriting（write）toyoutodaybecauseuptonowI

（1）__________（be）unabletogetasatisfactoryanswertomyquestionfromyourtelephoneoperators.EachtimeIcalltheoperator

（2）__________（promise）thatshewillinvestigateandcallmeback,butno-oneeverdoes.

ThreemonthsagoIpurchasedavacuumcleanerfromyour