商务英语函电教案.doc

商务英语函电教案Time: 2009 Periods: 56 内容UNIT ONE BUSINESS LETTER-WRITING课 时4教学目的与要求In this unit, we will introduce to the students the importance of business letter-writing, and the different elements of business letters, such as the essentials, the letter-head, the date, the inside name and address, salutation, complimentary close and the envelop. After the unit the students should be very familiar with the different elements.重点难点及其处理1Different elements in the business letter;2Detailed requirements of each element.教学方法Translation; explanation; group work教学步骤The First and Second Teaching PeriodsStep 1 Warming up The teacher introduces correspondence English to the studentsStep 2 Leading in a Business LetterQuestions: What are the standard parts of a business letter Explanation of the business letterComplementary closeSignature areaStep 3. PracticeShow a business letter and let the students point out what standard part it belongs to and briefly explain each part of the optional parts of a business letter.: personal or confidential notation; attention line; subject line; reference line; executive and secretary initial; enclosure; copy notation mailing notation/notation of delivery; postscriptStep 4. Guidelines for writing a business letter1. 7 “C” s: 1)consideration; 2)courtesy; 3)clarity;4) conciseness; 5) Concreteness 6) Completeness 7)Correctness 2. Remember the “Kiss” principles: Keep it simple and short3. Use active not passive voiceStep 5 Revision the terms and expressions1. Business terms and conditions贸易条件2. Look forward to doing 期待3. Thank you in advance for your cooperation4. Your goods sell well in our market你方货物在我市场上畅销5. We have done import and export business for years.我公司已做进出口生意多年6.VAT 增值税7. Fair 交易会8. Sample样品9. Head office总公司10. With keen interest殷切地Step 6 HomeworkRemember all the words and expressions just learntThe Third and the Fourth Teaching periodsStep 1 RevisionDoing some translations.盼早复。若蒙早复，不胜感激。我们是我国一家大公司，在该行业经验丰富。你方8月20日来函，告知交易会开幕日期，已收到，谢谢。Step 2 PresentationIndented form is the traditional British practice with the heading usually in the middle and the date on the right-hand side. The complimentary close may be in the center or commence at the center point. With every new line two or three spaces are indented. Also each paragraph indents by five or six spaces.Step 3 Sample Letters1. Under the guidance of the teacher, the students learn the words and expressions listed in the notes2. The students read the letter and try to find out the main ideas of the letter orally. 3. Under the guidance of the teacher, the students go through the new words, expressions and the sentences in it.4. Under the guidance of the teacher, the students try to put the text into Chinese orally.5. Under the guidance of the teacher, the students try to figure out the way of writing.1) 缩行式： Indebted Style封内地址和其他需要分行打字部分，后一行都比前一行缩进二格或三格；信的正文，每段的开始一行都缩进若干格。2)The attention line 经办人姓名/代号The attention line is used to direct the letter to a special individual or section of the firm. It generally followed the inside address. 这里姓名只是笼统说法目的是为了避免不必要的担搁.3)Enclosure 附件 如信中有附件时，应在签名下注明Encl.或Enc.附件位置一般位于信纸的左下角。如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下： Enclosure: As SatedEnclosuresEnclosures 2Encl.Encls. 2 InvoicesEnc: 1 Photo 1 Certificate 6. Ask the students to read the text and try to remember the words, expressions and typical sentences in the text.7. Ask some students to put some sentences in to English.8. Ask the students to make sentences with the words and expressions just learnt.Step 4 Activities1.Vocabulary review2.Writing practice 按下面提供的材料，请你代表公司，按今天的日期，分别设计出一封齐头式，一封缩进式书信和信封，注意总体布局，准确运用标点符号和正确的拼写。Step 5 Summary and HomeworkThis unit is a guide to formats of business letters. The main parts of a letter include: letterhead date, inside address, salutation, and body of letter, closing, signature, and special notations. Three styles are discussed here :the block style, the indented style and modified style.1. Review the letter and try to recite it.2. Remember all the words and expressions just learnt课外作业及要求1. Review the new terms and expressions of this unit2. What are the different elements? What are the detailed requirements of each element?后记The students feel confused first and after a lot of practice, they are able to design their own letterhead and write a simple letter内容UNIT TWO ESTABLISHING BUSINESS RELATIONS课 时4教学目的与要求The establishment of business relations is one of the important undertakings in the field of foreign trade. The aim of this unit is to let students understand how to establish new business relations and keep old relations.重点难点及其处理1. Techniques in our enquiry;2. Points must be observed in the replies to the enquiry3. How to write a successful letter to establish business relations 教学方法Situational teaching method; task teaching method教学步骤The FirstSecond Teaching periodsStep 1.RevisionHave a revision of writing a business letter aHave a dictation of the new words of Unit 1Step 2 IntroductionThe teacher introduces the importance of business relationship in international trade by giving different situations.Step 3 Think and Discuss1. Why do foreign trade companies need a lot of business connections?2. Through what channels can the names and addresses of the firms to be dealt with be obtained?Step 4 Useful Sentences1. Please let us know their financial status and reputation.2. We owe your name to the First Commercial Bank at your end.3. We take this opportunity to introduce ourselves4. We understand that you are well experienced in the export of engineering equipment with service.5. We enclose herewith a pamphlet introducing our business standing and outline, the complete catalogue of our goods, and some samples.6. We wish to introduce ourselves as a reliable importer of textile.7. Be glad to enter into business relations with you.8.We are in the hope of opening an account with you9. Payment should be made by an irrevocable and confirmed letter of credit.Step 5 Letter 1 ：Making self-introductionThe following company plans to extend its business activities, and wants to establish business relationships with the importer in the market.Zhuzhou& Co. Learn the letter on page 14 by dealing with the language points. Step 6. Activities1. Vocabulary review2. Translate the following phrases Page 153. Fill in the blanks with word or words from the list in proper form and then translate the sentences into Chinese. Page 16Step 7 HomeworkExercise 4 Writing Practice The Third-Fourth Teaching periodsStep I Leading In How can an exporter seek his potential customers?It is vital for an exporter to seek new customers as well as to hold the old customers. The following channels are frequently used by the exporters to obtain the necessary information of their potential buyers.Banks，advertisements in the periodicals, magazines, and newspapers，Internet and various kinds of trading fairs & exhibitionsStep 2 Writing principles1. 建立业务关系信件正文结构When writing a letter to establish business relations, you should covering the following points:The source of information (one of the ways above)The intention of writing letter (to establish business relations)Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.)Your expectation from the addresseeThis kind of letters should be written cordially, sincerely, and courteously.2. 常见开头1) 自荐We take this opportunity to introduce ourselvesWe take the liberty of writing to you with a view to establishing business relations with you.We have the pleasure of introducing ourselves to you with the hope that we may establish business relations.We are in the hope of opening an account with you.2) 推荐We owe your name to the First Commercial Bank at your end.Your name and address have been given to us by Smith & Co. Inc. in New York, who has informed us that you are one of the leading importers of Light Industrial Products in your country.We have obtained your name and address from ABC Company. 3) 广告We understand from your advertisement in “Electric” that you are exporter of silk goods.我们从电器杂志的广告上得知你方是丝织品的出口商。3. 介绍公司常用句型. We understand your corporation handles foodstuffs for export. We have been for many years in the chemical line. We are specialized in the export of Chinese Cotton Piece Goods.We have various kinds of Cotton Piece Goods available for export. We handle the import business of textiles. 4. 介绍产品常用句型Our products are complete in specifications. Our products are excellent in quality and low in price. Our products are attractive and durable. Our products sell well all over the world. Step 3 Reading Comprehension of letters 3-5Ask the students to read the example showing how to establish business relation with a foreign firm and help them understand every line.Dealing with any difficulties Step 4. TranslationTranslate the letters into English; pay attention to the formality.Step 5. Doing some exercises1. Fill in the blanks in the passage with the words given.2. Check up the answers: market , potential, prospective, publicity, brochures, promoting, complain, launchingStep 6 HomeworkWriting Practice: Draft a letter to a company asking for establishing business relations课外作业及要求Exercises . On P.24.Exercises . On P.25.后记The students can point out the main points in the sample letters. Learning new things through letters is more acceptable for the students。内容UNIT THREE ENQUIRIE AND OFFERS课 时4教学目的与要求This unit focuses on the channels and methods to obtain the information in order to make students more clear about some techniques for status enquiries.重点难点及其处理1. Importance of status enquiries;2. Tips in writing status enquiries and replies. 教学方法Presentation; discussion; translation; explanation教学步骤The First Teaching periodStep 1. RevisionReview the new words learned in last unitStep 2. Greetings and leading inGreet the students as usualIntroduce todays topic: 1. Business negotiation Five links: inquiry, offer, counteroffer, acceptance and conclusion of business.2. Two kinds of inquiries: What is an inquiry?A specific inquiry and a general inquiry3. Terms to learn 1. trade negotiation 2. an enquiry 3. an offer 4. a firm offer 5. proforma invoice 6. a voluntary offerStep 3 Language Points Inquiry is made when one party of a transaction wants to get a supply of products, service or information from the other party. It is the first step of a business negotiation. （一）询盘的类型 Inquiries may fall into two categories: general inquiries and specific inquiries. If the importer wants to have a general idea of the commodity, which the exporter is in a position to supply, he may make a request for a pricelist, a catalogue, samples and other terms. This is a general inquiry. (Generally, it is also a first inquiry. That is an inquiry writing without first writing a letter to establish business relations) If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific inquiry.（二）询盘信件结构 When writing a letter of inquiry, you should cover the following points:General inquiryThe source of information and a brief self-introductionThe intention of writing the letter. (Ask for a catalogue, samples or a pricelist)Stating the possibility of placing an orderSpecific InquiryThe names and descriptions of the goods inquired for, including specifications, quantity, etc.Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.Stating the possibility of placing an order.This kind of letter should be written with clearness, concreteness and completeness.（三）常用句型 1. 询价(1) Please quote the lowest price.(2) Please quote the lowest price, F.O.B Shanghai.(3) Please quote the lowest price, including 3% commission.(4) Please quote the lowest price, stating the earliest date of shipment.(5)Please quote us lowest price of CFR Canada for 800 boxes of long Hair Cat article No KC2048.2. 寄送(1) 随函附寄encloseeg. (1) We are enclosing herewith a catalogue for your reference.(2) Enclosed is a price list.Enclosed are a price list and a catalogue.(3) Enclosed please find our quotation which are open for 15 days only.(2) 另寄（1）We have the pleasure of sending you under separate cover our latest catalogue.(2)? We have sent you by separate post our new catalogue.(3) 索取Please send the catalogue and the price list of your electric goods.?We are interested in your new product and shall be pleased to have a catalog and price list.We are interested in your color pens in the sample book. We should be glad if you would send us your quotationWe have pleasures in sending you our catalogue, which gives full information about our various products.Step 4 Letter 6(Making an Enquiry)1.Under the guidance of the teacher, the students learn the words and expressions listed in the notes2.The students read the letter and try to find out the main ideas of the letter orally.3. Under the guidance of the teacher, the students go through the new words, expressions and the sentences in it.4. Under the guidance of the teacher, the students try to put the text into Chinese orally.5. Under the guidance of the teacher, the students try to figure out the way of writing.6. Ask the students to read the text and try to remember the words, expressions and typical sentences in the text.Step 5 ActivitiesVocabulary reviewRead the English expressions from an enquiry letter. Decide whether their understandings in Chinese are right or wrong.Read through the letter on Page 33 and fill the form with suitable English information from the letters.Choose the suitable expressions for each blank.Step 6 HomeworkReview the letter and try to recite it.remember all the words and expressions just learnt3.writing practice: Draft to a company asking for detailed information as mentioned on Page 34The Second teaching periodStep 1 Leading inAsk students the differences between firm offer and non-firm offer?Step 2 Introduction-Fulfillment of the orderT: As an exporter, after you have received an order, you may make different choices:Acceptable of the orderby printed routine acknowledgementOffering substitutes-acceptableRejection of the orderin a polite wayStep 3 Language points(一） 报盘的分类 Firm offer and non-firm offer(二) 常用表达方式 虚盘常用表达方式subject to our final confirmation以我方最后确认为准。without engagement此报盘无约束力。subject to the goods being unsold以货物未被售出为准subject to prior sale 以先售为准实盘常用表达方式1. make a firm offer2. offer sb. firm报盘有效期表示法We make you the following offer subject to your reply within 10 days.现报盘如下，以你方在10日之内回复为有效。We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time.现报盘如下，以你方在北京时间10月21日中午前回复为有效。The offer is valid for 3 days. 此报盘有效期为三天。The offer is open till March 15. 此报盘在3月15日以前有效。Step 4 Learn Letter 7(Making an offer)1.Under the guidance of the teacher, the students learn the words and expressions listed in the notes2. The students read the letter and try to find out the main ideas of the letter orally. (It is a letter from a Chinese company. iIn his letter ,he thanks to the exporter for his enquiry and mentions the enclosure and the illustrated catalogue and samples the exporters needs and expresses his expectation of getting the orders from the exporter. 3. Under the guidance of the teacher, the students go through the new words, expressions and the sentences in it.4. Under the guidance of the teacher, the students try to put the text into Chinese orally.5. Under the guidance of the teacher, the students try to figure out the way of writing.6. Ask the students to read the text and try to remember the words, expressions and typical sentences in the text.7. Ask some students to put some sentences in to English.8. Ask the students to make sentences with the words and expressions just learnt.Step 5 Activities1. Vocabulary review2. Choose the suitable English terms into an offer letter from different columns, and match them with the expressions in Chinese.3 Read the statements from an offer letter. Pick out the expression which doesnt match with each complete sentence.4.writing practice: Complete the sentences on Page 38 with the in formation from Chinese into EnglishStep6 HomeworkReview the letter and try to recite it.remember all the words and expressions just learntThe Third and Fourth Teaching periodsStep 1 RevisionReview the last letter by doing some translationsStep 2 Leading InAsk students what the proforma invoice is.Step 3 Learn Letter 7 and Letter 81. Under the guidance of the teacher, the students learn the words and expressions listed in the notes2. The students read the letter and try to find out the main ideas of the letter orally. (It is a letter from a Chinese company. In his letter he thanks to the exporter for purchasing his goods and mentions the enclosure and sending the Proforma invoice the exporters needs and expresses his expectation of getting the orders from the exporter. 3. Under the guidance of the teacher, the students go thro