【正文】 advantage 競爭優(yōu)勢 petitive (supplyside) evolution 競爭（供方）演變 petitive factors 競爭因素 petitive intelligence 競爭情報/信息 petitive parity promotion budgeting 競爭均勢促銷預算法 petitive strategy 競爭戰(zhàn)略 petitive strength 競爭優(yōu)勢/能力 petitor analysis 競爭者分析15. petitor [k?m39。kw?l?ti] 質(zhì)量service quality 服務質(zhì)量target level of product quality 產(chǎn)品質(zhì)量標準total quality managemnt (TQM) 全面質(zhì)量管理oeverall quality 總體質(zhì)量19. price [prais]價格price discrimination 價格歧視price elasticity of demand 需price fixing 價格設定 price leaders 價格領導者 price promotion 價格促銷 price quotation 報價 price sensitivity 價格敏感度price structure 價格結20. potential [p?u39。vai?r?nm?nt]環(huán)境environment and packaging disposal 環(huán)境與包裝處理 environment factors 環(huán)境因素 environmental scanning 環(huán)境掃描/分析 macromarketing environment 宏觀營銷環(huán)境25. profit [39。p230。ri:teil]零售retail coverage strategy 零售范圍戰(zhàn)略Retail Index 零售指數(shù) retail outlets 零售店 retail sales 零售額 retailer cooperatives 零售商合作社 retailer 零售商 retailing trends 零售趨勢32. reseller [39。diskaunt] 折扣cash discount 現(xiàn)金折扣37. publics [39。bai?] 購買者buying behavior 購買行為buying center 采購中心 buying inertia 購買慣性 buying intention 購買意圖buying offices 連鎖商店的buying power indes (BPI) buying situation 采購情況buying task 采購任務41. credibility [,kredi39。liv?ri] 配送45. empowerment [im39。terit?riz]區(qū)域48. inventory [39。] 展位52. CIF=cost , Insurance and Freight 到岸價格（成本、保險費加運費）53. FOB=Free on Board 離岸價格54. sample [39。set] n. 資產(chǎn)57. merger [39。mitm?nt] n. 承諾，保證；委托62. event [i39。t230。D : research and development 研發(fā)70. SWOT分析： strength 優(yōu)勢、weakness劣勢、 opportunity 機會、 threats 威脅71. EDS： electronic data systems 電子數(shù)據(jù)系統(tǒng)72. CE： concurrent engineering 并行工程73. accessibility [?k,ses?39。?:t?u] auto repair 汽車維修 automation services 自動服務 automobile industry 汽車產(chǎn)業(yè)77. bribery [39。t?eind?] n. 交換 [f230。tekstail] n. 紡織品，織物adj. 紡織的86. revenue [39。sent] n. 百分比，百分率；部分；百分數(shù)93. rival [39。vend?:] n. 賣主；自動售貨機97. forecast [39。mestik] adj. 國內(nèi)的；家庭的100. platform [39。 I see your point, but if panies didn’t spend money on advertising, no one would hear about their products. I agree that some form of advertising can be annoying. I don’t like it when people try to give you leaflets with information about products you have no intention of buying.A。ll start you off with a base salary of $ 20,000 a year, with bonuses that can add up to $ 40,000. A pany car, and a pany pension scheme. Is that acceptable to you?Zhu Yang: I think so.Neal: Excellent. Well, thank you very much, Mr. Zhu Yang, and you39。 Yes. We have. We chose the location in the northeast of the city, not too far from the airport and on the edge of the CBD. B。d rather use the CIF clause／terms. You39。re interested in buying your garments if your prices are reasonableB：Our products are of good quality. Since the prices of textiles have gone up in the world market.We39。t think I could learn much there, and there were not many opportunities for selfdevelopment.Mitchell: I see. Why did you choose our pany?Yang Qian: I39。m working as an export sales staff member for a trade pany.Wang Tian: Where are you working?Xiao Lin: I work at Yangshi Trade Company Ltd. I have been working there since 1997.Dialogue 13Neal: Would you like to travel?Zhu Yang: Oh, yes. I often went on business trips in the past six years.Neal: How many languages can you speak in addition to your mother tongue?Zhu Yang: I speak English and French in addition to my mother tongue, Chinese.Neal: That39。tf?:m] n. 平臺二、對話30組Dialogue 1Li Hong：Excuse me，are you Mr? Johson from New York? Mike Johnson: Yes, I’m Mike Johnson.Li Hong: How do you do?Mike Johnson: How do you do?Li Hong: My name is Li Hong. I’m from Shanghai Import and Export Co. Ltd.Mike Johnson: I’m very glad to meet you, Miss Li.Li Hong: Glad to meet you , too, Mr? Johnson. Our manager asked me to e and meet you.Mike Johnson: Thank you for meeting me.Li Hong: You’re wele. Hope you had a good trip.Mike Johnson: I had a very good flight. By the way, please call me MikeLi Hong: OK, Mike. And you may call me by my English name, Lily.Mike Johnson: OK, Lily.Dialogue 2Receptionist: Eagle Trading Company. Can I help you?Caller: Hello, I’m calling from Hong Kong. This is FarEast Company. May I speak to Mr?Smith?Receptionist: He is not around. He’s at a meeting now.Caller: When will he be free?Receptionist: Sorry, I’m not sure.Caller: Can I leave you a message?Receptionist: Yes, please.Caller: Please tell him to call me back as soon as he is free. There is something urgent to be discussed.Receptionist: OK. May I have your name and number, please?Caller: Mary and the number is 7654887.Receptionist: 7654887. I’ve made a note of it. I’ll make sure he calls you. Thanks for calling, goodbye.Dialogue 3: Hello, Mr. Liu. This is Daniel Smith speaking.Mr. Liu: Hello, Mr. Smith, nice to hear your voice again. Is there anything I can do for you?: Oh, Mr. Liu, after careful consideration, our pany has decided to take part in the 7th Shenzhen HiTech Fair.Mr. Liu: I’m so happy to hear that. You won’t be disappointed by your decision.: I’d like to book a booth. Are there any left?Mr. Liu: Yes, but what kind of booth do you prefer?: Are there any booths left in Region A?Mr. Liu: Sorry, all the booths in Region A have been ordered.: Oh, then could you remend some to me in other regions?Mr. Liu: There is one in Region B I’d like to remend. It’s in the middle of the first line facing the gate. It’s the best place for a booth.: Sounds great. What is the price for it?Mr. Liu: The price is $3,000 for the booth.: Fine, I’ll take the booth. I’ll fax the registration form to you in a minute.Mr. Liu: Thank you.Dialogue 4Exhibitor: Good morning, Miss. Wele to our booth.Visitor: Good morning, I’m interested in your electronic products. Where are you from?Exhibitor: We are from the Northeast of China. This is the first time we are taking part in t