剑桥商务英语资料Unit 13.doc

Unit 13 Money13.1 Negotiating(n.談判） the priceA. Vocabulary1. Three different situations(1) in a business meeting, price negotiable（adj.可磋商的）; in a personal arts and crafts (n.手工/工藝）store, price negotiable; in the regular(adj.規則的/有秩序的）run by a company or a government, price fixed(adj.固定不變的）.(2) The type of things that are variable(n.變數，adj.可變的）when a customer and supplier are negotiating the price of an article.Eg. Delivery dates, quantity, method of payment, packaging, methods of delivery, insuranceB. Listening (略)backlog / / n. 积压未办之事，积压的工作My secretary can not cope(vi. 竟爭，對抗，克服） with the backlog of paperwork.reduction /ri5dQkFn/ n. 缩小；减少somewhere between 大约大概，略多于，略少于（某数）C. Grammar(1) Model Sentence:Will you give me a discount if I pay cash?But if youre prepared to wait, well give you a reduction in price.(2) 在以when, after, before, as soon as等引导的时间状语从句和在以if, unless, once等引导的条件状语从句中，用一般现在时表示一般将来时。We will put off the sports meeting if it goes on raining like this.After Jenny returns, we will begin our work.will + verb. - if + present tenseif + present tense, - will + verb.(3) Go through the guided dialogue, eliciting the suggestions for each line.Ask about the priceWhat is your fixed price for this item?What kind of price did you have in mind?Could you let me know your price on this item?State the priceThe list price is 24,999.This product is $US 50 per unit.Reject itIm afraid this price is really high/dear/excessive(adj.格外的、極端的）.Im sorry to say you quoted too high a price. Could you give us a discount?Unfortunately we cant accept your offer, for your prices are too high to be workable.Make an offerIf you can increase the quantity of your order, well be able to give you a favorable price.If you are prepared to wait, well give you a reduction in price.If your order is large enough, we are ready to reduce our price by 2%.Make an alternative offerIf you can give us a 10% discount, well remain the warranty (n.保証）time unchanged.How about giving us a 10% discount if we can wait until you deliver the goods in six weeks?I suggest/propose that we wait for you to deliver the goods in six weeks, and you offer us a 10% discount.Accept or reject itI accept your view.I think we can accept that.That sounds fine/reasonable. I accept it.D. SpeakingI was hoping for 3 weeks.What about the delivery? When can you deliver the goods?Could you tell me the warranty time for all your products?Well, the quality has already been fixed. Im afraid I cant change it.I think we can come to an agreement.I think itll probably take somewhere 2 months.13.2 Getting paidQuestions:1. What do you do when you get a personal bill?2. How long does your company give customers to settle an invoice?3. How long does your company wait before paying the supplies?4. What would happen if nobody paid bills on time?B. Listening1. New Words:miserable /5mizrbl/ adj. 很不幸的，痛苦的recession /ri5seFn/ n. 萧条；（商业的）衰退Economics Correspondent /7kRri5spRndnt/ n. 经济通讯员overdue /5uv5dju:/ adj. （过期）未付的unique /jU:5nik/ adj. 唯一的，独一无二的Scandinavian /7skAndi5neivjn/ n. （北欧一地区，包括挪威、瑞典、丹麦、冰岛的）斯堪的纳维亚人2. Answers(略)C. Reading 1. Can you give some suggestions on how to make sure customers pay on time?a. send a demanding letter or call the customers to ask for payment (remind the customers of the contract);b. send out bills with late reminders to the customers regularly;c. get in touch with the right person, perhaps the top management at the company;d. stop the further business until the bills are paid;e. consider going to the court; 2. New Words:guidelines / 5gaidla / n. 指导方针；行动准则reference / 5refrns/ n. 推荐信，介绍信interval / 5in/n. 间隔，间歇specific /spi5sifik/ adj. 具体的，详尽的issue / 5iFu/ v. 颁布；发出promptly / 5p/ adv. 立即；准时accurate / 5A adj. 准确的，精确的set out 陈述；阐明（书面地或口头形式）punctually / 5 adv. 准时地；守时地routine /ru:5ti:n/ n. （输入计算机）例行程序priority /prai5Rriti/ n. 优先权，优先考虑的事情 account /5kaunt/ n. 账单；（给予售货安排和服务的）客户chase /tFeis/ v. 追逐；努力赢得，设法获得straightway /5streit-wei/ adv. 立即，立刻，马上straightawaysolicitor /s5lisit/ n. 初级律师3. The answers to the questions(略)13.3 Chasing payment A. Reading 1. Why has this letter been written?-To chase payment2. What information is missing from the invoice?What questions can be questions to find out these missing information?Invoice No.-Could I have the invoice number?Date-What was the date of invoice?Customer No.-Could I have your customer number?Item-What was the order for?Amount of money-What was the total amount?B. ListeningNew Words:Patel /p5tel/ n. 女姓Kidderminster / 5kid7minst/ n. 基德明斯特镇：英格兰中西部的自治村镇，位于伯明翰西南偏西方。Chezdoy / 5tFezdRi/ n. 男姓outstanding /aut5stAndiN/ adj. 杰出的，优秀的；未完成的，未付款的belt /belt/ n. 腰带incomplete /7inkm5pli:t/ adj. 不完整的；未完成的automatically /7R:t5mAtikli/ adv. 自动地C. GrammarIll send you a cheque if/when I get the goods.The reasons why the companies dont pay the bills on time:being short of cashsomething wrong with the invoicegoods not arrivedsomething wrong with the delivery of the goodsMatch the reasons to the promises and then write some sentences.1. Im sorry. Ive mislaid(mislay 把-放錯地方） the invoice. Ill send you a cheque as soon as I find it.2. Im afraid were rather short of cash. Well send you a cheque as soon as our cash flow situation improves.3. You sent the invoice to the Purchasing department. Well send you a cheque when the Accounts department gets the invoice.4. We ordered 1,000 and you billed us for 1,500. Well send you a cheque when you send us a corrected invoice.5. The consignment was faulty. Well send you a cheque as soon as we receive the replacement.D. SpeakingSome sentences for reference:Im calling about an outstanding invoice. Thats invoice f