Unit 3 Making Enquiries.doc

授课章节名 称Unit Three Making Enquiries (Part& Part )教材逻辑结构分析和学生分析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. In this period, Ss will know something about enquiry.教学目的1. Learn how to write an enquiry letter;2. Listen for some specific points.教学重点Understand some specific trade terms. 教学难点Remember the trade terms.更新、补充及删节内 容Understanding the enquiry according to the inrtoduction.教学方法与使用教具Communicative Language Teaching;Tape-recorder Teaching procedures:Step 1 Leading in1. Have a warm-up activity by asking the students did they know the meaning of enquiry.2. Ask them if they want to make an enquiry what they want to ask.Step 2 Presentation1. PartWarm-up(1) Get the students to read the enquiry letter on page 26 and answer the following questions. What is the aim of this enquiry letter? Who is the receiver of the letter? If you are the receiver of the letter, what will you do after reading the letter?2. Part Listening Practice(1) Task 1A. Get the students to listen to the definitions of the shipping terms and payment methods and match the definitions with the following terms on page 27.B. Play the tape and ask the students to check their answers.(2) Task 2A. Get the students to listen to an importer talking about enquiries and fill in the blanks.B. Check the answers.C. Ask the students to listen to an enquiry made by an importer and answer the questions.D. Check the answers.Step 3 Business Profile: Enquiry Any import/export transaction is likely to start with market reaserch and the establishment of business relations; enquiries, quotations and negotiation on prices, orders, delivery and documentation may follow. So far as a specific transaction is concerned, an enquiry is the first real step in business negotiations.DefinitionAn enquiry is a request for information regarding the supply of certain goods. In foreign trade, an enquiry is uauslly made by the prospective buyer “without engagement”. This means the prospective buyer makes an enquiry to a seller inviting a quotation for the goods he/she wants to buy or simply asking for some general information concerning goods in which he/she is interested. It does not necessarily mean that the transaction will follow. It will depend on whether the buyer is satisfied with the information and how the prices and quality compare with other suppliers.Classification of enuiriesEnquiries can be classified into two groups. Some enquiries are requests for price lists or catalogues. These may be called General Enquiries. Other enquiries are requests for quotations for certain articles, or requests for price terms, packing conditions time of shipment, mode of payment, insurance, etc. These may be called Specific Equiries.Enquiries from regular customers are sometimes very brief in content especially if they are making a repeat order. In this case only the name, code number and specifications of the article may be mentioned.Other business terms often usedCost and Freight (C&F)The seller owns the goods until they are loaded on a vessel. The selling price includes all costs to this point plus the cost of the freight. The buer is responsible for insurance.Free on Board (FOB-U.S. Domestic Use)Goods are shipped for a rate that includes costs of delivery to and the loading onto a forward carrier at a specified point.Free Alongside Ship (FAS)The seller is responsible for delivering the goods to a pier and placing them within reach of the ships loading equipment.Free In and Out (FIO)The cost of loading and unloading a freight vessel is borne by the seller.Step 4 Consolidation and Assignment1. Get the Ss to remember some abbreviations of trade terms.2. Assignment: Ask the students to remember some abbreviations of trade terms after class.授课章节名 称Unit Three Making Enquiries (Part & part )教材逻辑结构分析和学生分析In this period, the students are supposed to learn the expressions about enquiry and offer; they will watch a video about an enquriy.教学目的1. Enquiring about price;2. Enquiring about shipment;3. Enquiring about quantity.教学重点How to make an offer. 教学难点How to make an offer. 更新、补充及删节内 容Discussing the date of shipment 教学方法与使用教具Task-based teaching;Tape-recorder Teaching procedures:Step 1 Leading in1. Revise the abbreviations of trade terms.Step 2 Presentation1. Language Focus AA. Price enquiriesCould you give me an idea of the prices?Can I have a copy of your price list?Do you offer FOB or CIF?Could I have a firm offer for this item?What is the unit price of this type of item?Are you able to provide quotations for all the items we need?B. Price offersWe have the offer ready for you.Im here to hear about your offer for fertilisers.We can offer you a quotation based upon international market prices.We will give you a firm offer by 11 a.m. tomorrow.This offer will remain open for three days.2. Follow-up PracticeA. Play the tape and get the students to hear a conversation between Mr. Kim, a seller, and Mr. Smith, a buyer. And then choose the best answers to the questions on page 29.B. Check the answers.C. Ask the students to listen to the conversation again and choose the best answers to complete the paragraph on page 29.D. Check the answers.3. Video 1 A. Get the students to look at the pictures on page 30 to have a rough idea of the video. B. Ask the students to watch the video. Pay attention to what Jacques says and fill in the blanks on page 30. C. Check the answers. D. Ask the students to watch the video again and pay attention to what Rocky says and fill in the blanks on page 31. E. Check the answers.4. Post-viewingGet the students to work in pairs. One plays the role of seller and the other plays the role of buyer. Make up a dialogue according to the given situation. A nuyer receives a product catalogue and a price list from a seller. He/She calls the seller for detailed information including the discount, terms of payment and terms of shipment. He/She hopes the seller would quote the most reasonable price.Step 3 Consolidation and Assignment(1) Get the Ss to read aloud the expressions about enquiring about price, shipment, and quantity.授课章节名 称Unit Three Making Enquiries (Part & Part )教材逻辑结构分析和学生分析In this period, the students will learn the expressions about counter-offers and refusing an offer, they will watch a video about Commission in business.教学目的1. Know how to make price negotiation;2. Get to know how to make quantity discussion;3. Talking about shipment discussion.教学重点How to decline price offer.教学难点Declining orders because of quantity.更新、补充及删节内 容Questioning shipment.教学方法与使用教具Task-based teaching;Video Teaching procedure:Step 1 Leading in Ask the students to retell the expressions about enquiring price, shipment, and quantity.Step 2 Presentation1. Language Focus BA. Responding to offersWe think your offer is too high. Were afraid we wont have any margin.Your offer is reasonable and realistic. Its in line with current market prices.If you are unable to decrease your price and cant make any concessions, there wont be much point in any further discussion.Still, I think it unwise for either of us to become entrenched on price.Im able to respond to your counter-offer by reducing our price by three dollars.If the price is any higher than $1,000, wed rather call the whole deal off.B. Refusing price offersCompared with prices quoted by other suppliers, yours is not workable.We thank you for your offer, but regret to say that your price is not acceptable.We cant accept your offer unless the price is reduced by 5%.Your counter-offer is too low. Im afraid we cant accept it.The margins are too low. We wont make any money. Im sorry, well have to drop the deal.2. Follow-up Practice A. Ask the students to listen to the conversation and decide if the statements on page 33 are true or false.B. Check the answers. C. Get the students work in pairs to listen to the conversation again and discuss with their partners what wo