商务英语视听说-国家精品课程课件PPTunit15 marketing~

商务英语听说_Unit_15_Price_Negotiation_丁莉维绍兴市中等专业学校教案Unit 15 Price Negotiation(议价)（丁莉维）一、Teaching aims and tasks（教学目标和任务）:Teaching Aims/ Objectives(语言知识目标): make an offer; to make a counter-offer;to negotiate the price of a product; totalk about commission and discounts.让学生能够掌握有关报盘，还盘，磋商价格，谈论贸易和折扣等专业知识并基本运用。

Goalｓfor Language skills(语言技能目标):Listen skills(听): Understand what said on the tape and finish some relative exercises.能听懂录音材料，并完成相应的多种形式的练习。

Speaking skills(说):Grasp the words, rules, and ways of price negotiation by learning from teachers. Meanwhile, Students can make up a dialogueaccording to the information given.能通过专业知识的讲授，基本掌握价格切磋的专业术语、原则和套路，并能就提供的话题，在同学间展开讨论，同时模拟砍价情境，锻炼英语口语能力,表达流畅。

Reading skills(读):Understand the professional words and letters, and use them freely.通过学习，能读懂普通的外贸信件，理解相关的专业术语，并灵活使用。

Writing skills(写): Can write a letter to a trading company asking for price deduction, and express correctly.根据所学知识，能写好一封外贸谈价格的信件，没有语法错误，用词专业。

商务英语视听说Consignment寄售 Commission 佣金Produce 农产品 Product 工业产品It’s a usual practice that agents should be paidProduction 产量 Productivity 生产力 on commission basis. Commissionis theOverall impression 总体 payment given to the agents or brokers forA big helping of 一大份their principals. It’s theremuneration\paymentPromotional literature 宣传材料 to selling agents by the exportersor theFootage 电影胶片 Lean 高效精干的 remuneration to buying agents bytheElevated walkway 高架行人道 importers in international trade.Affiliated 附属的 Trial order 首次订单PowerPoint slide 幻灯片 When buyers are not so familiar with the new state-of-the-art 达到最先进水平的 products or not so convinced bythe reputationmilestone 里程碑 of the sellers, they will make an initial attempt ready made 现成的 by ordering a small quantity of certainepitomize 为的缩影 products, which is known as a trial order. If it embody 表达 disseminate 传播 proves successful, long –term cooperation anddemonstrate 展示 delegate 代表 repeated orders will come in.lead 线索 booth 展台 Document against payment 承兑交单enquiry 询盘 offer counter 报盘还盘 It means documents can only be handedback up 支持 broker 经纪人 over to the buyer when he paid the amount ondeposit 订金 trade faire 商品交易会 the draft. In this case the banks will only dointeraction 合作 the service of collecting and remitting and will claim and arbitration 索赔与仲裁 not be liable for non-payment of the importer.firm offer 实盘 It can be further divided into Documentplace an initial order 首次订单 Against Payment At Sight and Documentplace an repeat order 重复订单 Against Payment after Sight.letter of credit 信用证 Lump Sum Payment 一次性付清irrevocable L\C 不可撤销信用证 It refers to a single payment for the total amount due，as opposed to a series of periodic revocable L\C可撤销信用证trade directory 商务目录 payments. it may spare the seller thetrade association 行业联合会 collection problems and the risk of postponeddrew up 草拟 Periodic payments. And it allows the seller thespecial indication of price 参考价格 Immediate use of the money. The buyer canturnover 营业额 ask for more favorable terms with lump sum payment. However，it may cause cash flow in one lot 一次发运without engagement 无约束力的 problems and increase risks for the buyer. 词组 chambers of commerce 国内外商会 Novelty 新奇，新鲜事物consulate 领事馆Venture 事业企业 textile 纺织品 trade directory 商务目录Speculation 推测投机买卖 trade associations 行业联合会Aggressive 好争斗挑衅 the export commodities fair进口商品交易会Ceramic 陶瓷的 exhibition and trade fairs商品展示会交易会 promotional literature 宣传材料 remain valid 有效期epitomize 为…的缩影 inventory 存货 backlog积压订单putter 轻击棒 invoice value 发票金额 be subject to 由决定on the high side 偏高 payment in part 部分付款 breaking dead locks打破僵局 order 付款通知 in the light of 由于 by remittance 汇拨支付 make concession 让步 in full 全额支付 half way 各让一步 mandatory 强制的verify 核实 supply exceed demand 供大于求 discrepancy差距 confirming bank 保兑银行 place a firm order 确定订单 payment by installment 分期付款 bidding 报价 arbitration 仲裁 cash on delivery货到付款 early settlement discount 提前付款优惠 cash flow 现金流 rest assured 放心incentive discount 刺激性折扣 line of business 行业 grant for 同意envisage 设想 agency agreement 代理协议 documentary credit 跟单信用证sales confirmation 销售确认书 invoice value 发票金额 be committed todoing 忙于做某事 freight to collect 运费到付 be occupied with 忙于marketing channel 销售渠道 execute an order 执行订单 end user 最终消费者in duplicate 一式两份 slip-up 疏忽 dispatch 派遣发出 gross| net weight 毛en route 在途中 |净重automatic document feeder自动送纸器 prior to 在…之前 relieved 放心的cover 给..保险 insurance policy 保险单exchanges 磋商 cardboard box 纸盒 consumption 消费 withhold 拒给 alternation 改动 lodge |entertain a claim 提出|受理索赔 plastic wrapper 塑料包装 target market 目标市场solar-powered 太invalid and void 失效阳能的cast my mind 回忆是 medium-priced 中等价位的 wracked my mind绞尽脑汁fashion-oriented 符合流行趋势的 bear with me 耐心听我说 out-fit 全套服装go down well 受欢迎的 elevated people 高层人士in an affluent society 富裕的 prime time 黄金时段assert one’s view 坚持某人的看法abbreviated 缩写的assertive 坚强而自信的 substantial 牢固的实质大量的inventory 存货 as per our last discussion 按照根据我们最后讨论 preferential 优惠的 commodity inspection bureau 商品检验局sanitary 卫生的acknowledgement 确认通知 commercial integrity商业信誉pneumatic 风动的 promissory note 本票draft、bill of exchange 汇票 reinstate 恢复deferred payment 记账赊账 Federal Express联邦快递公司 deposit payment 订金付款 optical 光学的 embody 表达 payment respite 延期付款canteen食堂 virtual 虚拟的 progressive payment 分期付款 solar-powered太阳能的medium-priced 中等价位的 pay on delivering(pod)货到付款timber 木材 outfit 全套服装 payment on terms 定期付款baffle 使困惑 brag 吹嘘league 联盟 editorial 编辑的 1、 you would save a lot if you order a litter flexibility灵活的 more. We offer a discount for large orders prospect 可能成为主顾的人 2、 if the quantity is too small， there is no ROI(return on investment)投资回报率 discountsurvey report 检验报告 shipmentinsurance policy 保险单 1、 is there any way to make the shipment defective 有缺陷的 earliercover 给….投保 install 安装 2、 the goods we ordered are seasonal goods profitable 盈利的 slip-up 疏忽 and it would be better if you could ship halt 使停止 firm order 确定订货 them in one lothousehold家庭的 3、 unless we receive the goods we ordered 汉译英within the next seven days，the order will报盘还盘 be cancelled and placed elsewhere Offer 报盘 4、 as we arein urgent need of these Price articles，could you manage to speed up 1、we’re willing to make you a firm offer at delivery,this price Refuse an offer2、 we can offer you a quotation based upon Pricethe international standard 1、 we regret we have to decline your offer 3、 we are in a position to offer tea from our 2、 your price is too high to interest us intostock entering a negotiation4、 my offer was based on a reasonable profit 3、 I appreciate your position，but we simplyexpectation，not on wild speculation can’t afford to accept your price 5、 let me make you a special offer Because of quantity quantity We can’t handle order that small 1、I’m sorry，we can only supply you with 1，I’m afraid we’re not able to supply as 000 sets at present much as your require2、 this is the maximum quantity we can Shipmentsupply at present The delay in delivery will cause inconvenience 3、we will try to meet you request for the We don’t think it’s a good idea to unload theadditional 10，000 tons of coal Chinese teas in Londondate of shipment 商务背景知识1、I’m sure that shipment will be effected Trade fairsaccording to the contract stipulation A trade fair is an exhibition that has been 2、I’m sorry that we can’t advance the organ ized so that companies in a specifictime of delivery industry sector can showcase and Counter offer demonstrate their latest products and Price services，study the activities of their 1、 Your quotation is on the high side competitorsand examine recent trends and 2、 You ask for at least 5% more than the opportunities. Some are open to theyour competitors do Public, while others can only be attended by 3、We are happy to accept your offer company representatives and members of theprovided that you cut y our price by 2% ‘mass media’. They are classified as either Quantity ‘public’ or ‘trade only’. In history, moderntrade fairs still follow some of the traditions of quantity, packing and other aspects of thegoods. If the buyer finds anything that is not trade fairs established in late medieval Europe.in conformity with the contract, he might As innovation and manufacturing increased,produce and craft producers often visited complain and further file a claim against the towns to attend trade fairs in order to sell seller. These seller should settle the claim and showcase their products. properly.What is factory tour? AdvertisingFactory tour is an important part in business Advertising aims to increase sales by making activities. Buyers will get a comprehensive a product or service known to a wider understanding of the products and the audience，and by highlighting its positive production process in the tour. Meanwhile , qualities to the public. A company can themanufacturer can demonstrate their advertise in a variety of ways，depending onadvantages to attract buyers. how much it wishes to spend and thesize and What is trade fairs? type of audience it wishes to target Atrade fair is an exhibition that has been Marketingorganized so that companies in a specific Marketing involves finding out what your industry sector can showcase and customers want and supplying it to them at a demonstrate their latest products and profit. Marketing is how you define your services. Generally speaking, tradefairs are product，promote your product， distributenot open to the public and can only be your product，and maintain a relationship attended by company representatives and with your customers.members of the press. DeliveryWhat is making enquiries? Delivering the goods on time is very An enquiry is a request for information on the important to the buyer because the buyer supply of certain goods. In international trade, needs to catch the season. On the other hand, an enquiry is usually made by a prospective it takes time for the seller to arrange buyer without engagement. He\she may send production after signing the contract. an enquiry to a seller inviting a quotation or Sometimes it is not easy to reach a point to simply asking for some general information the satisfaction of both parties. concerning the goods in which he\she shows Inquiries 询盘interest. Example 1Placing an order Dear Sirs,After the exchanges between the buyer and We thank you for yourletter of May 3 the seller, the buyer may issue a request to and shall be glad to enter into business purchase a specified amount of goods. A relation with you.formal order should contain: name and article We have seen your brochure and number, quality and specifications, quantity, interested in ###. We shall be pleased if you delivery, unit price and total amount, terms of will kindly send us samples and all the payment, etc. accuracy and clarity about all necessary information regarding these the requirements are essential in placing an products.order. Example 2Complaints Should your price be competitive and date Upon receiving the goods delivered by the shipment acceptable, we intend to place a seller, the buyer will check the quality, large order with you.Offer 报盘Dear Mr. *We thank you for your email enquiry for ****In reply, we offer firm, subject to your reply ~~~Pleased note that we have quoted our most favorable price and are unable to entertain any counter offerCounter offer 还盘1. 报价比较高We acknowledge receipt of both your offer of ##时间and samples of 样品名称，and thankyou for these.While appreciating the good quality of your 商品， we find yourprice is rather too high for the market we wish to supply.其他家的报价比你的低 all of them are atprices from 10% to 5% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in you price,提出折中点，you may think itworthwhile to make a concession.回复Dear Mr.We confirm having received your telex###, asking us to make a # reduction in our price for 什么商品. Much to our regret, we are unable to comply with your request because we have give you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and anyfurther enquiry will receive our prompt attention.。

Commission 佣金It’s a usual practice that agents should be paid on commission basis. Commission is the payment given to the agents or brokers for their principals. It’s the remuneration\paymentto selling agents by the exporters or the remuneration to buying agents by the importers in international trade.Trial order 首次订单When buyers are not so familiar with the new products or not so convinced by the reputationof the sellers, they will make an initial attempt by ordering a small quantity of certain products, which is known as a trial order. If it proves successful, long –term cooperation and repeated orders will come in.Document against payment 承兑交单It means documents can only be handed over to the buyer when he paid the amount on the draft. In this case the banks will only do the service of collecting and remitting and will not be liable for non-payment of the importer.It can be further divided into Document Against Payment At Sight and Document Against Payment after Sight.Lump Sum Payment 一次性付清It refers to a single payment for the total amount due，as opposed to a series of periodic payments. it may spare the seller the collection problems and the risk of postponed Periodic payments. And it allows the seller the Immediate use of the money. The buyer can ask for more favorable terms with lump sum payment. However，it may cause cash flow problems and increase risks for the buyer.词组Novelty 新奇，新鲜事物Venture 事业企业textile 纺织品Speculation 推测投机买卖Aggressive 好争斗挑衅Ceramic 陶瓷的promotional literature 宣传材料epitomize 为…的缩影putter 轻击棒invoice value 发票金额Consignment寄售Produce 农产品Product 工业产品Production 产量Productivity 生产力Overall impression 总体A big helping of 一大份Promotional literature 宣传材料Footage 电影胶片Lean 高效精干的Elevated walkway 高架行人道Affiliated 附属的PowerPoint slide 幻灯片state-of-the-art 达到最先进水平的milestone 里程碑ready made 现成的epitomize 为的缩影embody 表达disseminate 传播demonstrate 展示delegate 代表lead 线索booth 展台enquiry 询盘offer counter 报盘还盘back up 支持broker 经纪人deposit 订金trade faire 商品交易会interaction 合作claim and arbitration 索赔与仲裁firm offer 实盘place an initial order 首次订单place an repeat order 重复订单letter of credit 信用证irrevocable L\C 不可撤销信用证revocable L\C可撤销信用证trade directory 商务目录trade association 行业联合会drew up 草拟special indication of price 参考价格turnover 营业额in one lot 一次发运without engagement 无约束力的chambers of commerce 国内外商会consulate 领事馆trade directory 商务目录trade associations 行业联合会the export commodities fair进口商品交易会exhibition and trade fairs商品展示会交易会remain valid 有效期inventory 存货backlog积压订单be subject to 由决定on the high side 偏高breaking dead locks 打破僵局in the light of 由于make concession 让步half way 各让一步supply exceed demand 供大于求place a firm order 确定订单bidding 报价arbitration 仲裁early settlement discount 提前付款优惠incentive discount 刺激性折扣grant for 同意agency agreement 代理协议sales confirmation 销售确认书be committed to doing 忙于做某事be occupied with 忙于execute an order 执行订单in duplicate 一式两份gross| net weight 毛|净重automatic document feeder自动送纸器exchanges 磋商cardboard box 纸盒alternation 改动plastic wrapper 塑料包装invalid and void 失效cast my mind 回忆是wracked my mind绞尽脑汁bear with me 耐心听我说elevated people 高层人士in an affluent society 富裕的assert one’s view 坚持某人的看法substantial 牢固的实质大量的as per our last discussion 按照根据我们最后讨论commodity inspection bureau 商品检验局commercial integrity商业信誉promissory note 本票draft、bill of exchange 汇票deferred payment 记账赊账deposit payment 订金付款payment respite 延期付款progressive payment 分期付款pay on delivering（pod）货到付款payment on terms 定期付款payment in part 部分付款order 付款通知by remittance 汇拨支付in full 全额支付mandatory 强制的verify 核实discrepancy差距confirming bank 保兑银行payment by installment 分期付款cash on delivery货到付款cash flow 现金流rest assured 放心line of business 行业envisage 设想documentary credit 跟单信用证invoice value 发票金额freight to collect 运费到付marketing channel 销售渠道end user 最终消费者slip-up 疏忽dispatch 派遣发出en route 在途中prior to 在…之前relieved 放心的cover 给..保险insurance policy 保险单consumption 消费withhold 拒给lodge |entertain a claim 提出|受理索赔target market 目标市场solar-powered 太阳能的medium-priced 中等价位的fashion-oriented 符合流行趋势的out-fit 全套服装go down well 受欢迎的prime time 黄金时段abbreviated 缩写的assertive 坚强而自信的inventory 存货preferential 优惠的sanitary 卫生的acknowledgement 确认通知pneumatic 风动的reinstate 恢复Federal Express联邦快递公司optical 光学的embody 表达canteen食堂virtual 虚拟的solar-powered 太阳能的medium-priced 中等价位的timber 木材outfit 全套服装baffle 使困惑brag 吹嘘league 联盟editorial 编辑的flexibility灵活的prospect 可能成为主顾的人ROI（return on investment）投资回报率survey report 检验报告insurance policy 保险单defective 有缺陷的cover 给….投保install 安装profitable 盈利的slip-up 疏忽halt 使停止firm order 确定订货household家庭的汉译英报盘还盘Offer 报盘Price1、we’re willing to make you a firm offer atthis price2、we can offer you a quotation based uponthe international standard3、we are in a position to offer tea from ourstock4、my offer was based on a reasonableprofit expectation，not on wild speculation5、let me make you a special offer quantity1、I’m sorry，we can only supply you with1，000 sets at present2、this is the maximum quantity we cansupply at present3、we will try to meet you request for theadditional 10，000 tons of coaldate of shipment1、I’m sure that shipment will be effectedaccording to the contract stipulation2、I’m sorry that we can’t advance thetime of deliveryCounter offerPrice1、Your quotation is on the high side2、You ask for at least 5% more thanyour competitors do3、We are happy to accept your offerprovided that you cut your price by 2%Quantity1、you would save a lot if you order a littermore. We offer a discount for large orders2、if the quantity is too small，there is nodiscountshipment1、is there any way to make the shipmentearlier2、the goods we ordered are seasonal goodsand it would be better if you could ship them in one lot3、unless we receive the goods we orderedwithin the next seven days，the order will be cancelled and placed elsewhere 4、as we are in urgent need of thesearticles，could you manage to speed up delivery？Refuse an offerPrice1、we regret we have to decline your offer2、your price is too high to interest us intoentering a negotiation3、I appreciate your position，but wesimply can’t afford to accept your priceBecause of quantityWe can’t handle order that smallI’m afraid we’re not able to supply as much as your requireShipmentThe delay in delivery will cause inconvenience We don’t think it’s a good idea to unload the Chinese teas in London商务背景知识Trade fairsA trade fair is an exhibition that has been organized so that companies in a specific industry sector can showcase and demonstrate their latest products and services，study the activities of their competitors and examine recent trends and the opportunities. Some are open to the Public, while others can only be attended bycompany representatives and members of the ‘mass media’. They are classified as either ‘public’ or ‘trade only’. In history, modern trade fairs still follow some of the traditions of trade fairs established in late medieval Europe. As innovation and manufacturing increased, produce and craft producers often visited towns to attend trade fairs in order to sell and showcase their products.What is factory tour?Factory tour is an important part in business activities. Buyers will get a comprehensive understanding of the products and the production process in the tour. Meanwhile , the manufacturer can demonstrate their advantages to attract buyers.What is trade fairs?A trade fair is an exhibition that has been organized so that companies in a specific industry sector can showcase and demonstrate their latest products and services. Generally speaking, trade fairs are not open to the public and can only be attended by company representatives and members of the press.What is making enquiries?An enquiry is a request for information on the supply of certain goods. In international trade, an enquiry is usually made by a prospective buyer without engagement. He\she may send an enquiry to a seller inviting a quotation or simply asking for some general information concerning the goods in which he\she shows interest.Placing an orderAfter the exchanges between the buyer and the seller, the buyer may issue a request to purchase a specified amount of goods. A formal order should contain: name and article number, quality and specifications, quantity, delivery, unit price and total amount, terms of payment, etc. accuracy and clarity about all the requirements are essential in placing an order.ComplaintsUpon receiving the goods delivered by the seller, the buyer will check the quality, quantity, packing and other aspects of the goods. If the buyer finds anything that is not in conformity with the contract, he might complain and further file a claim against the seller. These seller should settle the claim properly.AdvertisingAdvertising aims to increase sales by making a product or service known to a wider audience，and by highlighting its positive qualities to the public. A company can advertise in a variety of ways，depending on how much it wishes to spend and the size and type of audience it wishes to target MarketingMarketing involves finding out what your customers want and supplying it to them at a profit. Marketing is how you define your product，promote your product，distribute your product，and maintain a relationship with your customers.DeliveryDelivering the goods on time is very important to the buyer because the buyer needs to catch the season. On the other hand, it takes time for the seller to arrange production after signing the contract. Sometimes it is not easy to reach a point to the satisfaction of both parties.Inquiries 询盘Example 1Dear Sirs,We thank you for your letter of May 3 and shall be glad to enter into business relation with you.We have seen your brochure and interested in ###. We shall be pleased if you will kindly send us samples and all the necessary information regarding these products.Example 2Should your price be competitive and date shipment acceptable, we intend to place a large order with you.Offer 报盘Dear Mr. *We thank you for your email enquiry for ****In reply, we offer firm, subject to your reply ~~~Pleased note that we have quoted our most favorable price and are unable to entertain any counter offerCounter offer 还盘1.报价比较高We acknowledge receipt of both your offer of ##时间and samples of 样品名称，and thank you for these.While appreciating the good quality of your 商品，we find your price is rather too high for the market we wish to supply.其他家的报价比你的低all of them are at prices from 10% to 5% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in you price,提出折中点，you may think it worthwhile to make a concession.回复Dear Mr.We confirm having received your telex###, asking us to make a # reduction in our price for 什么商品. Much to our regret, we are unable to comply with your request because we have give you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.。

《商务英语视听说》课程教学大纲一、课程基本信息课程代码：18060302课程名称：商务英语视听说英文名称：Business English: Viewing, Listening and Speaking课程类别：专业选修课学时：32学分：2适用对象: 全日制本科二年级国际贸易、国际商务专业考核方式：考查先修课程：大学英语、基础商务英语二、课程简介《商务英语视听说》是为以商务和贸易为专业的本科院校学生开设的一门综合语言技能课。

课程内容主要包括日常商务活动和国际贸易进出口两大部分，目的是提高学生运用英语进行商务交际的能力。

本课程在教学过程中设计了各种以商务交往、贸易往来为目的的商务环节，并通过模拟训练，让学生能够在体验中学习英语，了解在实际工作中应如何与国际商务人士沟通交流。

This course is designed to meet the needs of business and trade oriented undergraduate students. The purpose is to improve students’ comprehensive business English skills, and thus improve the ability to use English for communications in global business and international trade. The main contents of this course include common business activities and international import and export. During the teaching process the students have to do a lot of simulated training and practice so as to learn business English with full experience and understand how to communicate with foreigners successfully in business environment.三、课程性质与教学目的本课程属于专业选修课，是为国际贸易和国际商务本科专业学生开设的一门综合语言技能课。