国际商务洽谈口语教程参考答案

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1、Answersforreference（参考答案）Introduction.Questions1)Traditionalcounter-basedbankingisnotconvenientandflexible.Customershavetogotoabankoutlettogettheservicetheywant,andtheyusuallyhavetowaitforalongtime.That’sinconvenient.Ontheotherhand，itisclosedafterbusinesshours

2、,andpeoplewhohavetoworkinregularbusinesshourscanhardlyfindanaccesstocounter-basedbankingservice.2)ItwasbelievedthatthefirstATMwasintroducedintoChinesemainlandin1986,anditwasaNCRATMinstalledatBankofChinaShenzhenbranch.3)Itwassaidthatthefirstself-servicebankingo

3、utletinChinawassetupinSeptember，1996inBankofChinaShanghaiBranch.4)Self-servicebankingcanbeusedtoextendregularbusinesshours，anditcanalsohelpeasethepressureonthecounters.Inaddition,itisalsobelievedthatitcanreduceoperatingcostsofabank.Inotherwords，itoffersconveni

4、enceandflexibilitytocustomers.5)Self-servicecashterminalsincludeATM，CDM，CRS，andmultiplefunctionalkiosks.6)Non-cashterminalsincludepassbookprinters,andinformationterminals.7)AsystemsintegratorisusuallyanITcompanythathasastrongtechnicalcapabilityofbringinghardwa

5、reandsoftwaretogether，andmakingthemworkasonesystem.8)ITdepartmentisprobablythemostimportanttothesuppliersorsystemsintegratorsbecauseitisresponsiblefordevelopingandmaintainingcomputersystemswithinabank.Unit1Answerfollowingquestions1)Exclusiveagencyandnon-exclus

6、iveagency.2)Asoleagentcangethigherprofitmargin,astherearenocompetitorsforthesameproductherepresents.Butheisnotallowedtosellanyothercompetingproducts，andhastomeethighersalestarget.Anon-exclusiveagentwillfacemorecompetitionfromotheragentswhorepresentsthesameprod

7、uct.However，hehasthefreedomtosellmanydifferentproductsandthereisusuallynogiventarget.3)SigmaofferedthesoleagentstatustoNOBSforthekiosk，probablybecauseSigmawasasmallvendor.TheyhadnopresenceintheremoteChinamarket，sotheycouldnotfindmanyotheragentsatthetime.Ontheo

8、therhand,Lenovohasmanynon-exclusiveagentsinChinaforitsPCs，becausetheyareabigvendorinChina，andtheycaneasilyfindmanyagentsinthemarket.Givingasoleagencyusuallymeansahighrisk,asthevend