chapter 12 Business Letters and Presenting Information

《商务英语视听说》下册教案一、教学目标1. 提高学生的商务英语听说能力，使他们在商务场合能够流利地使用英语进行沟通。

2. 培养学生对商务英语听说的兴趣，增强他们的学习积极性。

3. 帮助学生掌握一定的商务知识和交际技巧，提高他们的商务沟通能力。

4. 培养学生的团队合作精神，提高他们的综合素质。

二、教学内容1. Chapter 1: Business MeetingsTopics: Preparing for a meeting, Starting a meeting, Handling meeting procedures, Closing a meetingSkills: Listening for mn ideas, Taking notes, Participating in discussions, Giving presentations2. Chapter 2: Business PresentationsTopics: Preparing a presentation, delivering a presentation, Using visual ds, Handling questionsSkills: Listening for specific information, Summarizing, Analyzing, Evaluating3. Chapter 3: NegotiatingTopics: Preparing for negotiation, Establishing mon ground, Handling concessions, Closing a dealSkills: Listening for detls, Interpreting meaning, Persuading, Negotiating4. Chapter 4: Teleconferences and Video ConferencesTopics: Setting up a teleconference, Participating in a video conference, Using technology effectively, Handling technical problemsSkills: Listening over the phone, Non-verbal munication, Adapting to different munication styles5. Chapter 5: Business CorrespondenceTopics: Writing business letters, Writing es, Formatting documents, Proofreading and editingSkills: Listening for relevant information, Summarizing, Writing clearly and concisely, Proofreading三、教学方法1. 任务型教学法：通过模拟商务场景，让学生在实际操作中练习商务英语听说能力。

外贸函电课程教案外贸英语函电课教案学期：2008-2009学年学时：40系（部）：外国语学院教研室：专业英语教研室授课教师：安然教学⽬的：本课程是英语（⽔产贸易英语）专业的核⼼课程。

通过本课程的学习，熟悉翻译和写作外贸业务中各类书信，掌握外贸业务中英语术语、缩略语、惯⽤句型和表达⽅法。

教学⼿段：教师授课和互动式教学结合，教学⽅法：复习，导⼊，教师讲解，学⽣练习English Business Correspondence教案章节：Preface 2课时教学⽬的：掌握商务沟通的基本原则及英⽂书信的写作格式教学任务：Part One: Principles of Good Communication The Structure of Business LettersThe forms of business letters Addressing an envelope 重点、难点：1.The Three Features f Business Communication 2．The Basic Principles of Business Letter Writing 3．The three forms 4．The principles of addressing envelopes教学内容提要：The Three Features:1.It has its own special language style and words.2.It is full of business termination, abbreviations and abbreviated phrases.3.It has close connections with international business practice.The 7 c’s: consideration courtesy clarity conciseness concreteness correctness completenessThe Standard Parts: The Optional Parts:复习思考题、作业：What is the relations between EBC and foreign trade Page Ex. I课后⼩结：the unique characteristics of EBC2.The difference between social communications and EBC 3．Grasp the Standard Parts and the Optional Parts of EBC English Business Correspondence教案章节：Preface 2课时教学任务：Skill Training重点、难点：1．Arrange a letter in proper form as they should be set out in a letter2．How to write self-introduction letters教学内容提要：The Structure of Business Letters1-1T he full blocked style1-2T he modified blocked style1-3The indented style1-4The Semi-blocked style with indented-paragraphs▲open punctuation▲close punctuationAddressing envelopes : three requirements:1.accuracy2.clearness3.appearance4.Explain C/O复习思考题、作业：Page Ex. II课后⼩结：Grasp the three forms of EBCHow to fill in an envelopeWrite a letter to an exporter and address an envelopeEnglish Business Correspondence教案章节：Chapter One Establishing business relations 教学任务：Letter 6 Letter 7重点、难点：1．Self-introduction letters2．transferring business relations3．Credit inquiries教学内容提要：1.owe one’s name and address to sb/doc/fd7174a6df88d0d233d4b14e852458fb770b389d.html mercial Counsellor;s Office/doc/fd7174a6df88d0d233d4b14e852458fb770b389d.html rm sb. of sth./ inform sb. that/ be informed that4.be in a market for sth.5.textiles6.avail7.approach = get in touch with8.establish business relations with sb.9. a state-operated corporation10.h andle11．acquaint sb with sth12. be well acquainted with sth复习思考题、作业：Page课后⼩结：熟练掌握⾃荐信的写作及其惯⽤表达法。

The Scarlet Letter - chapters 1-12Terry BiggarSalt Lake City, UtahName:The Scarlet LetterChapters 1-12Basic Level = CRequired/51. Poetry Assignment - "Upon the Burning of Our House" Anne Bradstreet/52. Team Assignment - Life in a Puritan Community/53. Rough Draft Writing - Society's Outcasts/104. Rough Draft Essay - Chapters 1-3 Hester/Dimmsdale/People/105. Rough Draft Essay - Chapters 4-7 Pearl/Chillingworth/256. Read Chapters 8-12 Choose one way for each chapter to show your understanding of the reading.**CompletionEvent Map 8 9 10 11 12of the ReadingChapter Outline 8 9 10 11 12is RequiredWrite 8-10 interesting questions for discussion. Include your answers, participate in the class discussion.for ANYChp.8-10 Tues. Oct. 12 Chp. 11-12 Thurs. Oct. 14 Grade. Answer written questions at the beginning of class.Chp. 8-10 Tues. Oct. 12 Chp. 11-12 Thurs. Oct. 14/10 7. Vocabulary List 1-20 Choose one way to show that you understand the words.-Matching Quiz 90% correct-Make an illustration that shows what the word means.-Use the word correctly in a sentence and write a definition in your own words. (Not the dictionary's!)/15 8. Proofread, edit, improve and type one of your essays (See #4 & #5 above.)For a B choose ONE assignment below. 15 pointsAll B assignments must be written neatly, but do not have to be typed. Be sure to proofread, edit and fix any mistakes. Turn in your final copy only.1. Five paragraph essay - Choose one topic.- The power struggle between Hester and the Puritan authorities.- Compare/Contrast - Pearl and the Puritan children of Boston.- Symbolism in the novel so far. What things seem to be symbolic of something else?- Hester Prynne : Fit or Unfit Parent?- Compare/Contrast - Chillingworth's outward actions with his true inner intentions..2. Design a "scarlet letter" for yourself or some famous person. Draw a picture of what the letter would look like. Explain what the letter would represent and the effect if would have on the person wearing it.3. Write a journal entry of 150-200 words as if you were one of the people in the marketplace on the day Hester Prynne stood on the scaffold with her baby. Explain how your reaction to her and the other people there.4. Find 5 newspaper articles that remind you of something in the novel The Scarlet Letter. Cut out each article, attach it to a sheet of paper. Then write a short summary of what the article is about and explain what the connection is to the novel.5. Write a Lyric Poem (Check back in red literature book if you need to review what it is.)of lines or more.6. Choose a character (Hester, Dimmsdale, Chillingworth, Pearl) Choose a scene from chapters1-12. Find 3 pieces of music that would show that character's state of mind at that point of the story. Play the music for the class and explain.7. Write a "Character Biography" for one of the important characters in the novel so far. (Get a copy from the file.)8. Write a personal experience about a time when you wanted to tell the truth about something, but felt you couldn't.For an A choose one assignment below. 20 pointsAll A assignments must be 200 words or more, must be proofread, edited and typed. Turn in only your final copy. All research must include a correct bibliography.1. Reaction paper. "To the untrue man, the whole universe is false, –it is impalpable–it shrinks to nothing within his grasp. And he himself, in so far as he shows himself in a false light, becomes a shadow, or, indeed, ceases to exits." Chapter 11. Discuss this quotation in relationship to the novel, your opinion, and life in our society of the 1990's.2. Timeline. (Get a copy from the file.) Choose 20 entries from the timeline that you think would have been significant to the Puritan world, or the world of the 1600's in America. Explain.3. Opinion paper. Exclusion as Punishment. Are people today shunned as punishment? Give specific examples. Discuss why you think this takes place and what the result is for our society.4. Compare/Contrast paper. Compare Hester's experiences as a single parent with a parent in a similar situation today.5. Research. Find an example from history of a person who went against the social beliefs of their society. Locate 2 sources for your information.6. Research. Witchcraft beliefs in Puritan society. Summarize the information and explain how this information connects to The Scarlet Letter. Use specific examples. Locate 2 sources for your information.7. Research. The settlement of Puritans in America. Summarize the information and give examples of whether or not Hawthorne made his novel historically correct. Locate 2 sources for your information.8. Research. Medical care and doctors in early America. (1600-1750.) Locate 2 sources for your information.9. Research. The life and significance of Ann Hutchinson in Puritan society. Locate 2 sources for your information.10. Research. Puritans and Native Americans. Locate 2 sources for your information. Grading Scale:D- =65D=70-75C=76-85B=86-100A=101-120-----------------------------------------------Vocabulary for Scarlet Letter - Unit #31. PONDEROUS2. EDIFICE3. INAUSPICIOUS4. PHYSIOGNOMIES5. INDUBITABLY6. VENERABLE7. IGNOMINIOUS8. CLOISTER9. VISAGE10. MANIFEST11. SAGACITY12. EMINENT13. MIEN14. PERVADED15. AMENABLE16. EFFICACY17. LURID18. REPUGNANCE19. EXHORTATION20. ELDRITCHName:Character BiographyCharacter:Write at least one paragraph for each.1. Physical description.2. Best character traits/worst character traits.3. How the character sees herself or himself.4. Daydreams, fantasies, or ambitions.5. Philosophy of life.6. Darkest secret.7. Fears and trepidations.8. Scars and handicaps: emotional and physical.9. What he or she would have in a bag or scrapbook.10. Most important thing to know about this person.------------------------------------------------------------Name: Date:Written Questions: Chapters 8-10The Scarlet Letter1. When Hester takes Pearl to the Governor's mansion, how is Pearl dressed?2. What argument does Hester give to explain why she should be permitted to keep Pearl?3. How does Pearl answer Reverend Wilson's religious question?4. What is the outcome of Hester's dilemma? (Will Pearl be taken away?) Why does this happen?5. How does Hester respond to Mistress Hibbin's invitation to meet that night in the forest?6. Where does Chillingworth find lodging?7. What is happening to Dimmesdale's health?8. What do the townspeople believe is the cause of Dimmesdale's troubles?9. Chillingworth picks a medicinal weed from a grave. Where does he say it grows from?10. Chillingworth suggests that for Dimmesdale to get well, his secrets must be revealed. How does Dimmesdale react?------------------------------------------------------Name: Date:Written QuestionsScarlet Letter: Chapters 11-121. How does Chillingworth get his revenge on Dimmesdale?2. As Dimmesdale's sense of guilt increases, what happens to him in the eyes of his parishioners?3. What is Dimmesdale's secret goal during his sermons?4. Where does the minister walk one night?5. Why are Hester and Pearl out that night?6. Describe one way the letter A appears in Chapter 12.7. What does Pearl ask the minister to do? What is his response?8. What does the sexton find on the scaffold the next day?---------------------------------------------Name: Date:Vocabulary QuizScarlet Letter: Chapters 1-12Match the word with its meaning. (Just write the letter)1. ELDRITCH2. PONDEROUS3. EXHORTATION4. EDIFICE5. REPUGNANCE6. INAUSPICIOUS7. LURID8. PHYSIOGNOMIES9. EFFICACY10. INDUBITABLYA. Offensive, it is disgusting to you.B. Unquestionably, no doubts.C. To arouse; appeal to in a strong way.D. Sensational; shining with an unusual glare. Ghastly pale.E. Effective, it works well.F. Very heavy; dullG. A large, imposing looking building.H. Facial or external features.I. Strange or unearthly.。

体验商务英语综合教程3 第二版双语对照版Unit1 Made in Europe 欧洲制造Almost every fashion label outside the top super-luxury brands is either already manufacturing in Asia or 5 thinking of it. Coach, the US leather goods maker, is a classic example. Over the past five years, it has lifted all its gross margins by manufacturing solely in low-cost markets. In March 2002 it closed its factory in Lares, Puerto Rico, its last company-owned plant, and outsources all its products.除了顶级奢侈品牌外几乎所有的时尚品牌都已经在亚洲生产，或者正在考虑这么做。

美国的皮革商品制造商蔻驰（Coach）就是一个经典的例子。

在过去的五年中，它通过仅在低成本市场生产来提升毛利率。

在2002年的3月，它关闭了在波多黎各拉雷斯的最后一间公司所属工厂，将所有产品全部外包。

Burberry has many Asian licensing arrangements. In 2000 it decided to renew Sanyo's Japanese licence for ten years. This means that almost half of Burberry's sales at retail value will continue to be produced under license in Asia. At the same time however, Japanese consumers prefer the group's European-made products.巴宝莉（Burberry）在亚洲持有许多许可授权安排。

lower cost.C results inD resulted withUnit 12 StrategyPart I Business VocabularyDirections: There are 20 incomplete sentences in this part ・ For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the cente 匚 This part totals 20 points, one point for each sentence.1 Your order is packed in cartons lined with ____ C ___________ material.A water-tightB water-provedC water-proofD water-proven2 You may rest assured that the _______ B ______ will be seaworthy.A packageB packingC packD packaging3 We require the bicycles to be packed in a wooden case _C ____________ with softmaterials.A fullB supportedC paddedD surrounded 4 There is always a lot of _______ B _____ to attend to on a Monday morning.A lettersB correspondenceC communicationsD information5 We will pack the goods according to our usual practice if we do not hear from you _B _____ the contrary.A onB toC inD as6 The mass production _____ C ____ A result from B result on7 The overall D _____________ of the case are 100cm X 80cm X 60cm.A volumeB weightC capacityD dimensions 8 Please havethe goods packed in strong packing, so as to prevent the case Ddamage. A in B out of C out D from9 The notice given by the shipper after the shipment of the goods is called shipping C ・A noticeB instructionC adviceD documents 10 We hope that your customers will not object to A the goods in wooden case. A packingB packC wrapD wrapping19 We are writing toA conduct ____ D _____B makethe arrangements we made with you.C confineD confirm11Your body _C ____ usually gives other people information about how you really feel.A looksB impressionC languageD relationship12John and Jackson are business ______ C _______ and have arranged to meet at the sales conference.A representativesB customersC associatesD officers13Pve given the latest sales _______ B ______ to our General Manager but he hasrft had a chance to look at them yet.A amountsB figuresC volumeD facts14Make sure that the addressee's job _____ A _________ is correct.A titleB styleC nameD type15A well written letter always gives a good _______ C _______ ・A ideaB responseC impressionD point16If you are _D ___________ in attending, please let me know as soon as possible.A concernedB pleasedC wantedD interested17You must ____ A ______ your application by the end of the week.A submitB subdueC subscribeD subcontract18We should ____ B_ staff to maintain the no-smoking policy throughout the building.A suggestB encourageC manageD discourage20 PH put you _______ C________ to the Sales Department.A overB offC throughD inPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1萤事会board of directors2工会代表union representatives3合资企业Joint venture4电影发行Film distribution5经济运动an economy drive6成本削减Cost cutting7宗旨说明mission statements8研究型公司a research-based company9公司合并Company merger1()公司战略company strategy11管理空缺Management opening12管理团队Management team13经销渠道Distribution channel14并购acquisition15商业伙伴Business partner16发展态势development trend17股东年度大会annual general meeting18收购出价a takeover bid19公司标志Company logo20特许经营体制Franchising systemPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.The takeover is the biggest made by a western pharmaceuticals producers in eastEurope ・该收购是西方制药生产商在东欧的最大的一次收购。

English Correspondence of BusinessChapter One Basic Knowledge of Business Letter WritingSection Nine Exercises 练习I. Translate the following expressions into English:Keys: Councellorand export list4. enquiry6. price list8. Chamber of Commerce 9. market price10. agreement customers12. commodities fair 13. competitive price14. EMP(European Main ports)15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamoticKeys:1. We are sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letter of May5.5. We hope you will consider our proposals.6. We hope to hear from you soon.informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist16. We wish you could effect insurance on the goods with PICC.17. Please send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco.III. Arrange the following in proper form as they should be set out in a letterKeys:OpenV. Point out the mistakes in the following addresses and rewrite them.Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front StreetLondon, E. C. 3 London, Liverpool L6 3FYEngland EnglandVI. Please write a letter according to the following particulars:Keys:Shanghai Light Industrial Products Corp.11 Jiefang RoadShanghaiTel: 02The Pacific Trading Inc.87 Broadway ST.New York, NY10408,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection One Introduction 概述可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。

BBC步入商界Unit 12 BusinessLetters 商务信件Unit 12 Business Letters and Presenting Information 商务信件和呈交信息DON BRADLEY: We haven t decided on a plan of action yet.堂．布拉德利：我们还没决定行动计划。

We must outline a strategy, but first let me summaries what we re said so far.我们必须定出行动纲领，下面我先总结一下大家的发言。

This is a critical situation.这是个非常危机的形势。

We know that J.K. Toys are playing to win.我们知道J.K.玩具公司计划大获全胜。

And we know that right now they have the edge. 我们知道，目前他们占有优势。

So, let s look at the down side.所以，我们先来看一下不利因素。

What are their advantages?他们的优势是什么？They have a larger market share;他们有更大的市场份额；they have a cheaper product;他们的产品更便宜；they have an earlier launch date,他们产品上市时间更早，and we think they have a larger advertising budget.并且我们认为他们的广告预算很高。

KATE MCKENNA: Their strategy is very clear:凯特．麦凯纳：他们的策略很清楚：they want our share of the market, both the European market and the export market.他们要的是我们的市场份额，包括欧洲市场和出口市场。

113Unit 12 Urging Establishment of L/CIntroductionⅠ．When shall L/C be opened?It is the usual practice that the letter of credit is to be opened and to reach the sellers 30 days ahead of shipment so as to give the seller enough time to make preparation for shipment,such as making the goods ready and booking shipping space.For prompt shipment,it is advisable that the letter of credit be issued in good time.Ⅱ．Principles of writing letters urging establishment of L/C:No suggestion of annoyance is allowed to be shown in the letter urging establishment of L/C.It is not advisable,except under special conditions,to start off too strongly by blaming the buyer for not executing the contract.The first message sent should therefore be a polite note saying that the goods ordered are ready but the relevant letter of credit has not yet be received.If the first message brings no reply,a second one will be sent.This one, though still restrained,will express disappointment and surprise.114 外贸英语函电教师参考书资料Ⅲ．The following structure is for your reference in writing a letter urging establishment of L/C1．Open the letter in a positive way.For example,in the first paragraph the seller usually informs the buyer that the goods are ready for dispatch or that the shipping space has already been booked.2．Politely push the buyers to open the L/C without delay,either by referring to the stipulations of the contract or by reminding the buyers of the seriousness of not opening the L/C in time. 3．Express expectations and ask the buyers to take immediate action.Chinese Versions of the TextsSample Letter Ⅰ敬启者：我们很高兴地通知你们，你方第TY213号购货合同下的货物已备妥待运。