商务英语教案Chapter 1 International Business EnglishL Suggested Teaching PlanStudents will be able to:L understand the key idea of the international business (business, international business, the scope of international business activities, international risk, international business law, commercial credit, management of international business and brief introduction to WTO);2.master some basic terms of international business English(economic surplus, portfolio, parent company, turnkey project, collection, weight memo, T/T, D/D, etc.);3.conduct a series of reading, listening, speaking and writing activities related to the theme of the unit;plete all the relative exercises in this unit collaboratively with other peers.2nd period while reading (highlights of the text)3rd period highlights of the text4th period after-reading activitiesII・ Teaching Method(s)1.ppt or2.teacher gives lecture mainly or3- students read, teacher asks questions with detailed explanation or4. ask students to do ppt for presentationIIL Explanatory Notes on Technical Terms1.economic surplus—profit or the money that remains after all the expenses are paid.2.Portfolio—the list of shares in business owned by a person or a company; holdings in the form ofstocks, bonds or other securities.3. a parent company—holding company.4.turnkey project—a project undertaken by a contractor.5.expropriation—taking away (property) or dispossessing (sb. from an estate, etc.).6- collection — obtaining payment of a debt, e.g. a bill, cheque, etc.7. coiTespondent bank—a bank that has regular business with another bank or company in a distance place(esp. in a foreign country).& insunnice policy—a document issued by the insurer, setting out the exact terms and conditions of an insurance transaction.9.insurance certificate—a simplified insurance policy.10.weight memo(note) —a note made out by a seller and used to indicate the net and gross weights of each package.IV. Detailed readingWarming-up questions1.How much do you know about international business?2.Can you say something about the basic purpose of business activities?3.Do you know what features does international business deal with?Contents1.What is Business?•Traditionally，exchange or trade for things people wanted or needed•Technically, the production, distribution, and sale of goods and service for a profit•The primary goal of business activities is creating profit or economic surplus2.What is International Business?•As a field of management training, it deals with the special features of business activities that cross national boundaries including movements of goods, services, capital, or personnel; transfers of technology, information, or data, or even the supervision of employees.•The international business field encompasses international transactions in commodities, internationaltransfers of intangibles such as technology and data, and the performance of international services such as banking and transportation. It gives special attention to the multinational enterprises — an enterprise based in one country and operating in one or more other countries_ and the full methods open to such enterprises for doing business internationally.3.The Scope of International Business Activities•Physical goods—products from mining, petroleum, agriculture and manufacturing activities •Transactions in service —construction, hotel, tourism, business consulting, and retailing and wholesaling, transportation•Financial areas — commercial and investment banking, securities, and insurance •Communication media—radio, television, telegraph, telephone, magazines, books, newspapers, news services, networks and movies.•* foreign direct investment — investment that give the investor effective control and are accompanied by managerial participation.*portfolio(有彳介证券)investment— for the sake of obtaining investment income or capital gains rather than entrepreneurial income.^different ways of financing in foreign direct investment— not through capital movement abroad, but by borrowing locally, reinvesting foreign earnings, by the sale to the foreign affiliate of non-financial assets such as technology, or through funds generated by licensing fees and payments for management services to the parent company.*direct investment includes whole ownership and a joint venture with one or more partners, who may be private firms or governments in the host country or other international firms of different nationalities.4.International Risk•Include financial, political, regulatory, and tax risks•Financial risk elements involve balance-of-payments considerations, varying exchange rates, differential inflation trends among countries, and divergent interest rates-•PoHtical risks include the risk of expropriation and other adversary national policies. •regulatory risks arise from different legal systems, overlapping jurisdictions, and dissimilar policies that influence business practices and the application of antitrust law.•In the tax field, unforeseen changes in fiscal policies and the uncertainty of application of tax laws.5・ On International Business Law•The movement of people ______ v isa, work permit, employment agreement, and employment termination clauses•The movement of goods ____ tax, antitrust, packaging and advertising•Transfers of information ___ pate nt and trademark•Domestic laws of the home and host states, trade rules of regional groups(EU, WTO), and multilateral and bilateral treaties between the home and host statesmercial Credit•Credit ___ means who takes the responsibility of paying money and surrendering the shipping documents which represent the title to the goods in handing over the transacted goods and paying the above said money.• A. Commercial credit _____ remittance （汇付）and collection （托收），the buyer is responsible tomake payment, the seller to surrender documents-B. banker's credit _____ letter of credit （L/C 信用证），the banker is responsible to pay moneyand tender documents on behalf of both parties.•The buyer can adopt three different ways of remittance when he sends the money to the seller througha bank:1）Mail Transfer （M/T 信汇）The buyer gives money to his local bank. The local bank issues a trust deed for payment（付款委托书），then sends it to a correspondent bank at the seller^ end by means of mail and entrusts him to pay the money to the seller.2）T elegraphic Transfer （T/T 电汇）At the request of the buyer, the local bank sends a trust deed for payment by cable directly to a correspondent bank at the seller's end and entrust him to pay money to the seller.This method is quicker than mail transfe匸The seller can receive the money at an early date. But the buyer has to bear more expenses.3）Demand Draft （D/D 票汇）The buyer buys a bank draft （汇票）firom his local bank and sends it by mail to the seller. On thebasis of the above bank draft, the seller or his appointed person takes the money from the relative bank in his place.•Collection （托收）The seller issues a draft, to which the shipping documents are attached, forwards the draft to a bank in his place （i.e., the remitting bank 托H攵g艮彳亍或受托银彳亍），makes an application for collection and entrusts the remitting bank to collect the purchase price from the buyer through its correspondent bank abroad （ie, the collecting bank 代收银行）.Because the remitting bank instructs the collecting bank not to part the documents with the latter until the draft is accepted or paid（承兑或支彳、J ）, the buyers lack of commercial integrity is guarded against.•D/P ____ documents against payment （付款交单）The exporter is to ship the goods ordered and deliver the relative shipping documents to the buyer abroad thorough the remitting bank and the collecting bank with instructions not torelease the documents to the buyer until the payment for the goods is made.•Why cannot the buyer directly send cash or banker^s draft with his order to the seller?1）t he buyercapital will be tied up from the time of remitting it until the goods arrive and are sold, especially in cases where the goods ordered can only be shipped by the sellermonths or years after placing the order.2）T he seller may be unknown to the buyer, and his commercial integrity may be questionable.•Insurance policy （保险单）- a document issued by the insurer, setting out the exact terms and conditions of an insurance transaction _ the name of the insured, the name of commodity insured, the amount insured, the name of the carrying vessel, the precise risks covered, the period of cover, and any exceptions there may be. It is also a written contract of insurance between the insurance company and the insured.•Insurance certificate（保险凭证）一is a simplified insurance policy. It has the necessary items of an insurance policy, but it doesn't set out the rights and duties of the insurer and the insured, which are subject to the detailed insurance clauses of a fonnal insurance policy. In insurance certificate has the same effect as an insurance policy•Weight memo（重量单）is made out by a seller when a sale is affected in foreign trade, indicating the net and gross weights of each package, which enables the consignee or the customs office to check the goods.•Packing list（装箱单）- is made out by a seller when a sale is affected in foreign trade, indicating the name of the goods, the net weight, the gross weight and complete inner packing specifications and contents of each package. It enables the consignee to declare the goods at the customs office, distinguish and check the goods when they arrive at the port of destinations.7.On Management of International Businesses•Regardless of the specific job, most managers perform five basic functions.1）p lanning_ involves determining overall company objectives and deciding how these goals can best be achieved・2）O rganizing _ is the process of putting the plan into action. The most important is allocating resources, especially human resources, deciding on the positions to be createdand determining the associated duties and responsibilities.3）T he day-to-day direction and supervision of employees — make the full of the potentials of the employees and achieve the company goals.4）C oordinating_ to bring into proper relations among the various departments ofthe company.5)Con trolling __ managers evaluate how well company objectives are being met.If not met, then changes are necessary in the company^ organizational or managerialstructure. Then replan, reorganize, redirect, recoordinate.& Brief Introduction of WTO•WTO was established on 1 January 1995. It is the legal and institutional foundation of the multilateral trading system. It provides the principal contractual obligations determining how governments frame and implement domestic trade legislation and regulations. And it is the platform on which trade relations among countries evolve through collective debate, negotiation and adjudication•It is based in Geneva, Switzerland-•Its essential functions are:_ administering and implementing the multilateral and plural-lateral trade agreements which together make up the WTO;—acting as a forum for multilateral trade negotiations;_ seeking to resolve trade disputes;__ overseeing national trade policies; and__ cooperating with other international institutions involved in global economic policy-making. •The structure of the WTO is dominated by its highest authority, the Ministerial Conference, composed of representatives of all WTO members, which is required to meet at least every two years and which can make decisions on all matters under any of the multilateral trade agreements.V After-reading activitiesA.Try to do the exercises according to the text.prehension of the textAnswer the following questions1). What is the definition of business today?2). What's the scope of International business activities?3). What is the definition of foreign direct investment?4). How do we treat the international risk?5). What are the management functions in international business?6). What does the word "credit^ mean? What's the commercial credit?7). What ways of remittance can the buyer adopt when he sends the money to the seller?2.Explain the following key termsRemittance, collection, D/P, D/D, T/T, packing list, insurance policy, turkey project, weight memoB.Make a presentation about WTO in groups.Chapter 2 Business OrganizationsL Suggested Teaching Plan1.understand the basic idea of business organizations;2.master some key types of business organizations (corporation, general partnership, limited partnership, sole proprietorship, professional corporation, joint-stock companies, business trusts and joint ventures, etc.);3.conduct a series of reading, listening, speaking and writing activities related to the theme of the unit;plete all the relative exercises in this unit collaboratively with other peers.2nd period while reading (highlights of the text)3rd period highlights of the text4lh period after-reading activitiesIL Teaching Method(s)1.ppt or2.teacher gives lecture mainly or3.students read, teacher asks questions with detailed explanation or4.ask students to do ppt for presentationIIL Explanatory Notes on Technical Terms1.proprietorship—ownership.2.stockholder—one who owns stock in a company.3.partnership—unregistered business where two or more people agree to share, not necessarily equally, in the risks and profits of the organization..4.entity—something that has a real and separate existence.5• bankruptcy—state of being declared by a court of law not to be capable of paying its debts.6.Joint-stock company—public company whose shares are owned by very many people.7.dividend—percentage of profits paid to shareholders.6bylaw—a law or rule governing the internal affairs of an organization.9. treasurei•—person who looks after the money or finance of a club or society.1（）・ comptroller—financial controller.IV. Detailed readingWarming-up questions1.How much do you know about business organizations?2.Can you say something about the different types of companies?3.Do you know the difference between sole proprietorship and partnership?1.Introduction•The majority of business organizations are corporations, others are general partnerships（一般合伙企业）,limited partnerships （有限合伙企业）,and sole proprietorships （独资企业）.Less common are professional corporations（专业公司），joint-stock companies （合月殳公司），business trusts （商业信托）and joint ventures （合资企业）-The factors to be weighted in making the decision are ease of formation, financial resource available, control, taxation, management skills available, ability to raise capital, continuity, and legal capacity.2.Sole Proprietorship— is owned by a single person>•The principal advantage of the sole proprietorship is that the owner has exclusive control over its operations without accounting to board members, partners, or stockholders.•Disadvantages ___ first, the owner is exposed to unlimited liability. Second , it is normally not in the best position to raise large sum of money. Third, the lack of continuity. If the owner dies, or becomes too ill to continue operation of the business, there is no separate legal entity in existence with which the public, creditors, or suppliers can deal to ensure the continu让y of the business.3.General Partnership _ is an association of two or more persons to carry on, as co-owners, abusiness for profit, (the common law does not recognize a partnership as a legal entity, but usually as an aggregation of individuals. Thus, unlike a corporation, a partnership is not a fictional person with a distinct legal existence apart from its members.)•Does not require a formal written agreement, an agreement in writing contains names of the partners, name, location, purposes, duration of the partnership, allocation of profits and lossesamong partners, capital contributions by partners, partnersrights and responsibilities, dissolution procedures.•Dissolution by act of the parties ____ 1) by agreement; 2) withdrawal or addition of a partner; 3) violation of the partnership agreement by one of the parties; of 4) accomplishment of the purpose for which the partnership was formed.•Dissolution by operation of law ____ 1) by the death of a partner; 2) the bankruptcy of a partner or the partnership; 3) the illegality of the partnership; or 4)by order of a court.•Termination_ even though the partnership is dissolved, it does not actually terminate until the partnership affairs are completed.•Liquidation ___ o ccurs between dissolution and termination. During this process, business affairs are put in order, receivables are collected, accountings are made, payments to creditors are made, and the remaining assets are distributed to the partners as provided in the Uniform Partnership Act.4.Limited Partnership ___ one or more partners in the limited partnership have limited liability,that is, their liability is limited to the extent of their investment in the partnership, and the limited partners have no control over the everyday management of the partnership. The limited partnership involves passive investors who are like shareholders in a corporation. Thus limited partnership has features of both a general partnership and a corporation.5- Joint Stock Company —is an unincorporated business enterprise with the ownership interest represented by shares of stock. It can be created with little formality and no initial capital outlay is required, (they are rarely seen now.) The shareholders are personally liable for all the association's obligations, while they share the profits in proportion to their controlling interest in the company.The joint stock company is controlled by a board of directors and officers.6.Corporations•Features: 1) a corporation is a separate legal entity for all purposes.2)it is not mortal theoretically. It continues until dissolved, merged, or otherwise terminated.3)the owners of the corporation, called shareholders, enjoy limited liability.4)it is easy to transfer ownership interests by buying or selling shares of stock freely.5)the separation of ownership from management.6)it pays taxes on its earnings.7)the corporate forni requires compliance with an array of formalized procedures. And government more closely supervises corporations than partnerships or sole proprietorships.•Types of corporations1)public coiporation ___ are established by the goveniment. (eg. The U.S. PostalService)2)quasi-public corporations_ are public service companies, such as public utilities.3)Private corporations ____ are those established for private interest. Privatecorporation may further be divided between nonprofit and profit. Nonprofit ones areformed for charitable or religious purposes. Profit ones are usually formed to carry outbusiness.4)Profit corporation are further divided into professional专业公司)，closely held(私募公司),and publicly held (公募公司).•Corporation managementShareholders elect a board of directors to manage the corporation. The board, in turn, delegates the clay to day operations to officers. The directors and the officers comprise the management of the corporation. The board of directors are responsible for making the policy of the company, declaring dividends, proposing amendments to articles of incorporation and bylaws, proposing candidates for the board and removing officers. Officers are appointed by the board of directors pursuant to the bylaws and are responsible for implementing the policies of the board and for the oversight of the day to day operations of the business. Officers include a president, vice presidents, secretary, and treasurer.•Shareholders1)common shareholders and prefeixed shareholders2)prefeiTed shareholders are entitled to receive their dividends before common shareholders-On dissolution, preferred shareholders are entitled to distributions of assets before commonshareholders. Common shareholders have voting rights whereas preferred stockholdersnormally can vote only on extraordinary matters.• Dividends — are portions of corporate earnings distributed to shareholders. A board maintains almostabsolute discretio n to declare or not declare divide nds. Dividends may be in the form of cash or stock.V After-reading activitiesA.Try to do the exercises according to the text.prehension of the textAnswer the following questions1)- What are the major disadvantages of sole proprietorship?2). What are the chief difference between general partnership and limited partnership?3). Is general partnership a legal entity?4). Why is it desirable to have articles of partnership as far as partnership is concerned?5). What has to be dealt with between dissolution and termination of a partnership?6). What are the main advantages and disadvantages of joint-stock company?7). Which feature makes a corporation attractive to investors? Why?2.Explain the following termsl)Sole proprietorship 2)general partnership3)limited partnership, 4)coiporation5)joint-stock company3.Translate the following economic terms into English1)独资商2)普通合伙商3)法人4)合股公司5)董事会6)国有公司7)资本摊缴8)多数股权9)优先股股东10)公司章程B.Make a presentation about the advantages and disadvantages of different types of business organizations in groups.Chapter 3 Ways of BusinessL Suggested Teaching PlanStudents will be able to: 1 .understand the idea of the different ways of business (wholesaling, retailing, franchising, agency, and electronic commerce);2.master some key terms of ways of business;3.conduct a series of reading, listening, speaking and writing activities related to the theme of the unit;plete all the relative exercises in this unit collaboratively with other peers.2nd period while reading (highlights of the text) 3rd period highlights of the text 4th period after-reading activitiesII・ Teaching Method(s)1.ppt or2.teacher gives lecture mainly or3- students read, teacher asks questions with detailed explanation or4.ask students do ppt to do presentationIIL Explanatory Notes on Technical Terms1.intermediary—agent or other person or firm through whom business is done.2.Merchandising—organizing the display and promotion of goods for sale.3.Bookkeeping—keeping of the financial records of a company or an organization..4.broker—person who acts as a middleman in negotiating bargains or contracts.5.franchise—business arrangement in which an individual obtains rights from a larger company to sella well-known product or service.6.Royalty—share of profits or receipts paid to an owner of a pate nt, copyright for the use of it.7.fraudulent—characterized by, constituting, or gained by fraud・8.principal — person or company which is represented by an agent.9.fiduciary—trustee pertaining to the holding of something in trust.IV. Detailed readingWarming-up questions1.How much do you know about different ways of doing business?2.Can you say something about the distinction between wholesaling and wholesalers?3.Do you know what is retailing?ContentsL Introduction2.Wholesaling_ includes all marketing transactions in which purchases are intended for resale or areused in making other products. It is not exchange with ultimate consumers, but with industrial, reseller and institutional users, including other wholesalers who act as intermediaries in buying products for, or selling products to, other middlemen.3.Retailing ___ retail exchanges are entered into for personal, family, or household purposes. Itmay take place in a store, or in-home selling, vending machine, or mail-order catalogues.•By providing assortments of products that match consumer's wants, retailers create place, time and possession utilities.•Product assortments•Major types of retail stores: department stores, mass merchandisers and specialty stores, non-store retailers, franchisers, planned shopping centers.4.Franchising(特许经营权) __ is a license to operate an individually owned business as thoughit were part of a chain of outlets or stores.•Three types:1)product franchise—g. Car dealers and gasoline station2)manufacturing franchise ____ eg. Soft-drink bottling plant3)business-format franchise ___ fast food chains•advantages of franchise1)to the franchiser2)to the franchisee3)to the public•disadvantages of franchise_ no guarantee of wealth, cost more to buy a franchise, pay royalty to franchiser, little independence5.Agency_ an agent acts on behalf of another. The party for whom an agent acts is the principal. Agentshave authority to bind their principals. Agents may enter into contracts on behalf of their principals.And principals are liable for the tortuous acts committed by agents within the scope of their agency.•Three types of agents1)ordinary agents2)general agents3)sole agents6.Electronic Commerce•The advantages and disadvantages of E-commerce (open for discussion)V After-reading activitiesA.Try to do the exercises according to the textprehension of the text.Answer the following questions1). What functions are performed by wholesalers?2). What?s the importance of retailing?3). What utilities do retailers create?4). What do specialty retailers have in common?5). What are the major distinctions between discount houses and department stores?6). What does the typical franchises gain from the franchiser?7). Will a franchise necessarily be successful? Why?8)In what way may a principal-agency relationship terminate?2.Explain the following key termsWholesaling, retailing, discount house, franchising, principal3.Translate the following business terms into English.1)最终消费者2)增值价值3)批发商4)产品花色品种5)地方效用6)邮售7)地方商店8)现金流量9)存货控制10)市场分区/分片B.Make a presentation about the advantages and disadvantages of different kinds of ways of business in groups.Chapter 4 International Trade TermsL Suggested Teaching PlanStudents will be able to:1- understand the key idea of the international trade terms (Incoterms 1990);2.master some basic terms of international business English(FCA, FAS, FOB, CFR, CIF, CPT, CIP, DAF, DES, DEQ, DDU, DDP and EXW);3.conduct a series of reading, listening, speaking and writing activities related to the theme of the unit;plete all the relative exercises in this unit collaboratively with other peers.2nd period while reading (highlights of the text)3rd period highlights of the text4th period after-reading activitiesIL Teaching Method(s)1 • ppt or2.teacher gives lecture mainly or3.students read, teacher asks questions with detailed explanation or4.ask students do ppt to do presentationIIL Explanatory Notes on Technical Terms1.carrier—a company which transports goods or vehicle or ship which transports goods.2.camage—transporting goods from one place to another or cost of transport of goods.3.Free on board (FOB)—price including all the seller's costs until the goods are on the ship for transportation; US price includes all the seller's costs until the goods are delivered to a certain place.4.Cost, Insurance and Freight (CIF) —estimate of a price, which includes the cost of the goods, the insurance and the transport charges.mission—money paid to a salesman or agent, usually a percentage of the sales made.6.discount—a percentage by which a full price is reduced to a buyer by the seller7.CIFC3%—Cost, Insurance, Freight, including a 3% commission.IV. Detailed reading1.How much do you know about international trade terms?2.Can you say something about the most important term among the basic terms and conditions in inlemational business contract?3.Do you know what are the most often used terms and conditions among the price terms and conditions?ContentsL Introduction• What are the basic terms and conditions of the contract in international business?_____ T erms and conditions of quality, quantity, packing, price, delivery, insurance, terms of payment, inspection, claim and arbitration.•USD2000/MT CIF C4% London2.Definition of the Trade Terms in Incoterms 1990EX WORKS (... named place)工厂交货价•It means that the seller delivers when he places the goods at the disposal of the buyer at the seller^ premises or another named place (i.e., works, factory, warehouse, etc.) not cleared for export and not loaded on any collecting vehicle.FCA(Free Carrier ... named place)货交承运人。
