大连理工大学出版社

Unit 4Products

世纪商务英语听说教程 4 ( 第四版 )

Learning Objectives

1. To know about franchising and the general process of the

business.

2. To understand the current development of franchising in

China and the rest of the world.

Contents

Part I Active Listening1

Part II Fun Break2

Part III Additional Listening3

Part IV Viewing & Speaking4

Active Listening

Dialogue 1

purchaser n. 买方 , 购买者

disclosure document 公开的文件

FTC (Fair Trade Commission) 公平贸易委员会

Tips on Starting Your Own Business

Words and Expressions

Active Listening

Directions: Listen to a dialogue and decide whether the statements are true

(T) or false (F).

T( )

Tapescript

Exercise 1

1. The first thing Cathy should do is to get the disclosure document.

2. There’s usually a list of purchasers of the franchise business in the

disclosure document.

3. Cathy shouldn’t contact those on the list by any means.

4. Cathy needs to be more careful when things are going faster than usual.

5. It is advisable for Cathy to get some professional advice before making

any decisions.

T( )

F( )

T( )

T( )

Active Listening

Directions: Listen to the dialogue again and fill in the blanks.

Exercise 2

The first thing you should do when you’re considering starting your own business in

franchising is to get the disclosure document from the franchisor. The document usually

contains a list of other (1) , a (2) of the seller, (3)

of key executives, and the (4) of you and the seller,

etc. Talk to those on the list. Check the information. Compare the (5)

with (6) . Go to the (7) of the franchisor if

you are invited and listen carefully. Try to get some (8) from a

lawyer or an accountant before you decide to (9) . Be careful

because every decision (10) your own business.

purchasers_____________ financial statement__________________

background____________ responsibilities__________________

promised profits________________

actual profits________________ sales representation____________________

professional advice___________________

sign the contract__________________

concerns___________

Active Listening

Dialogue 2

highlight n. 精彩场面 , 最显著 (重要 )部分

referral n. 提名 , 推举 , 被推举的人

wax v. 给……上蜡

bid v. 出价

overview n. 一般观察 , 总的看法

master franchisee 总经销商

follow up with 跟踪调查

An Interview with a Master Franchisee

Words and Expressions

Active Listening

Directions: Greg is a master franchisee. His job is to sell individual

franchises.

What are the responsibilities of a master franchisee? Listen to

the dialogue and match the verbs with the phrases to complete

the following description.

Exercise 1

Tapescript

Active ListeningExercise 1

Tapescript

To be a master franchisee, you ought to:

1. secure A. training programs

2. provide B. franchisees and their customers

3. follow up with C. people who desire to own their business but

have limited capital and knowledge

4. help and put an

impact onD. contracts for your franchisees

5. give E. your franchisees an overview of the business

D

A

B

C

E

Active Listening

Directions: Listen to the dialogue again and choose the best answer to each

question you hear.

Exercise 2

A. He was tired of his old business.

B. He found it a promising trade which could make a lot of money.

C. He likes to control people so he entered the business.

D. He was looking for a service business in which he could use his sales experience.

A. A master franchisee can help people to reach their goals.

B. It is financially rewarding.

C. A master franchisee doesn’t have to be very busy and everything is under control.

D. A master franchisee can always tell people what to do.

1

√2 √

Active Listening

Exercise 2

A. Meet with franchisers. B. Follow up with customers.

C. Make sure that everything is going well. D. All of the above.

A. He contacts those who desire to own their franchise businesses.

B. He advertises and gets referrals from his franchisees.

C. He has many offices in business centers.

D. He waits for people to contact him for business.

A. To be a master franchisee, one should be self-motivated and responsible.

B. To be a master franchisee, one doesn’t have to be ready to help people.

C. Providing training programs is the last thing a master franchisee should do.

D. People should be well-informed if they want to start their own businesses.

3

√4

√

5 √

Active Listening

Passage

franchise n. 特许经销权；专卖权

franchisor n. 给予特许者

suitability n. 合适 , 适当 , 相配 , 适宜性

downfall n. 衰败 , 垮台

complacency n. 自满，自鸣得意

interference n. 干扰 , 干涉

prior to 在……以前

Am I a Suitable Candidate for Franchising?

Words and Expressions

Active Listening

Directions: Listen to a passage and decide whether the following statements

are mentioned as the general characteristics for failure in

franchising. Put a tick (√) in the corresponding box.

Exercise 1

Tapescript

Statements Mentioned Not Mentioned

1. The franchisee used to do the similar type of business.

2. The franchisee used to do different types of business.

3. The franchisee doesn’t get support from his/her friends

and family.

√

√

√

Active Listening

Exercise 1

Statements Mentioned Not Mentioned

4. The franchisee is often interfered by his/her friends and

family.

5. The franchisee has got too much self-satisfaction.

6. The franchisee doesn’t follow the system.

7. The franchisee expects too much from the franchisee.

8. The franchisee expects too much from the franchisor.

9. The franchisee hasn’t got the nerve.

√

√

√

√

√

√

Active Listening

Directions: Listen to the passage again and complete the table with the

information you hear.

Exercise 2

Advantages of Franchising Reasons

1. Franchising offers an opportunity to

and own their to many

individuals who want to be their own boss.

Because they can see in wor- king for themselves, and their will not be limited.

2. Franchising is much wider than fast food

restaurants.

There are franchises

that you can think of

.

3. Franchising can provide a relatively safer

route into self-employment.

Because the franchisor has done it all

and can therefore help you to

you most probably

would make if you tried to do it all by yourself.

break______

free_____ own business____________

long-range security__________________potential income_________________

available in almost

every business area

_________________________

_______________________

in all price ranges___________________

many

times before

___________

_______________

eliminate all the mistakes________________________

Fun Break

Directions: Enjoy the following logos for some franchising companies and try

to give a brief introduction to the companies.

Answer

Additional Listening

To Be a KFC Franchisee

Words and Expressions

consecutive a. 连续的，依次相续的

n. （房屋的）居住权；（土地的）使用期

recruitment n. 招聘，吸收（新成员）

questionnaire n. （意见调查用的）问卷，调查表

commence v. 开始，着手

vs =versus （一方）对（另一方）

Additional Listening

Directions: Listen to a passage and pay attention to the franchise

recruitment process. Then put the following steps that applicants

should do in the right order.

Tapescript

Exercise 1

A. To complete a business plan and SWOT analysis.

B. To submit an on-line query.

C. To commence a comprehensive 24-week training program.

D. To complete an on-line application and self-assessment questionnaire.

E. To be interviewed by executives.

3_____

1_____

5_____

2_____

4_____

Additional Listening

Directions: Listen to the passage again and fill in the blanks.

Exercise 2

1. KFC franchisees benefit from:

☆ 40 years’ in Australia

☆ world class

☆ 52-week-per-year high-impact

☆ systems

☆ significant across Australia, New Zealand and Asia.

2. What makes the applicants successful KFC franchisees?

☆ They need to be , , and individuals.

☆ They should have experience from a known brand or

experience.

☆ They should talk with at three of KFC franchisees before the interview stage.

operating experience_____________________

product development_____________________

television advertising____________________

global training__________________purchasing power____________________

talented__________ optimistic____________ business-minded_________________business ownership______________________

middle management___________________

least________

Viewing & Speaking

Useful Expressions for Describing Products

I’m considering starting my own business in franchising.

I think the first thing you’d do is to get the disclosure document from the franchisor.

You should be especially interested in the promised profits vs actual profits.

If you are invited to the sales presentation of the franchisor, listen carefully.

Before you make any decisions, you should always get professional advice.

Before investing, you should talk with several franchisees of the same business.

Viewing & Speaking

Directions: Watch a video and then

have a discussion with

your partner: Suppose

you are going to start

your own business.

Decide whether you can

be a successful

franchisee or an

independent business owner according to what Michael says in

the video.

Activity 1

Videoscript

Viewing & Speaking

Activity 2

Directions: Make a dialogue according to the situation and role-play it with

your partner.

Now you are talking to an executive of a successful franchisee in the local

fast food business. Ask about what you should do before investing in a chain

store of the same business. And discuss some examples of failure and try to

find ways to avoid making similar mistakes.

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