Business English 教案

Business English 教案 Unit Page1of10Establishing BusinessRelations I.Teaching AimsAfter studyingthis unit,the studentsmay:1.know the importance ofestablishing business relations;2.understand differentways ofestablishing business relations;3.master key words and sentences inbusiness contact,and makeconversations onestablishing business relations.II.Teaching Focuses1.key words and sentences2.practice of the Englishin establishing businessrelationsIII.Teaching AidMulti-media IV.Teaching Arrangement2class hoursV.Teaching ProcedureStep1:Leading inBrief Introduction:The establishmentof businessrelations isone of the importantthings in the fieldof foreigntrade asa foreign-trade firmneeds extensivebusiness connectionsto maintainor expandits businessactivities.Traders mustnot onlydo everythingpossible toconsolidate theirestablished relationswith firmshaving previousbusiness butalso developtheir tradeby searchingfor newconnections fromtime totime.To findout whoma firmis dealingwith,information isobtainable throughdifferent channels.(The teacherasks the students tothink asmany channelsas theycan thatare associatedwith establishing businessrelationsand findssome students to givetheir answers.)To establish businessrelationswith prospectivedealers isone of the vitalimportant measuresboth fora newlyestablished firmand anold ohat wishesto enlargeits businessscope.Business relationscan beestablished throughthe followingchannels:1)Banks;2)Trade directory;(贸易行的行名录)3)Chinese mercialcounselors officein foreigncountries;（中国驻外商务处）4)Business housesof thesame trade;(同业商行)5)Advertisements;(Publications)6)Trade fairsand exhibitions;7)Overseas chambersof merce;(海外商会)8)Introduction frombusiness connections;9)The Inter；10)Your branchoffices abroad;11)Publications Aftergetting theinformation,letters,e-mails,etc.can beused to make contactwith the pany,or youcan eto the pany tofind moreinformation about the productsin person.在国际贸易中，虽然进口商与出口商不在同一个国家，相距千里，了解对方的情况非常困难，但仍有一些渠道可以使进出口商互相了解。 Page2of101国外银行可以提供有关当地出口商的材料，如公司的名称和地址等。 2西方国家几乎每个城市都有一个商会。 商会的成员就是当地的商人和企业主等。 商会的任务就是搜集信息和为其他成员提供业务机会。 3也可在驻外大使馆或领事馆的商务参赞出了解当地的有关商业资料。 4也可通过阅读报纸广告，发现潜在客户。 5也可以经朋友介绍结识新公司。 6我国每年都定期举办交易会，如广州交易会、昆明交易会等。 会上往往有大量外商参加。 这也是一个认识了解外商的好途径。 Step2:Useful words and sentences:The teacherpresents useful words and sentences inestablishingbusinessrelations:1）Words andphrases:2)Useful sentences:Step3:Example conversations:The teacherpresents3example conversationsand asksstudents toact themout.(Before acting,the teachershould remindthe studentstheimportanceof somenon-verbal languages,like hand-shaking,smile,etc.)Step4:Follow uppractice:(The teacherdivides thewhole classinto6groups.Ask students to dogroup work.Suppose group1is atrade panymanufacturing plasticproducts,group2books,3furniture,4shoes,5closes,6paint,etc.Ask them to givea conversationno lessthan10sentences.)Step5:Homework:Next week,every groupmust give one conversationsbased on the products of their group:Mr.David Taylorfrom Englandes toChina tomeet Mr.Zhao froma Chineseinternational trade pany forexploring thepossibilities ofestablishingbusinessrelations.After greetingand introduction,Mr.Zhao makesa briefintroduction of thepany.Then heshows Mr.Taylor aroundthepanys sampleroom andprovides himwith somecopies of the latestcatalogs.Mr.Taylor isvery interestedin thispanys productsand wouldlike todiscuss furtherabout thepossibility of business cooperationafter hehas acloser lookat thesamples.Unit Page3of10Offer VI.Teaching AimsAfter studyingthis unit,the studentsmay:1.obtain thekey tipsfor making offer;2.study therelative languagepoints;3.master key words and sentences inbusiness contact,and makeconversations onmaking offer.VII.Teaching Focuses1.key words and sentences2.practice of the Englishin makingoffer VIII.Teaching AidMulti-media IX.Teaching Arrangement2class hoursX.Teaching ProcedureStep1:Review ofUnit2Review thekey pointsof unit2,and askeach groupto givetheir conversationsof thehomework.Step2:Leading inBrief Introduction:Business negotiation:The negotiationis thedealings betweenseller(or exporter)and buyer(or importer)in orderto reachan agreementof the terms inrespect ofquality,quantity,packing,price,shipment,insurance,payment,etc.Only whenthe partiesall agreeon thevarious termsconsulted canthe businessbe doneand thecontract ofsales concluded.Enquiry:An enquiry is arequest forbusiness information,such asprice lists,catalogues,samples anddetails aboutthe goodsor tradeterms.It can be made by eitherthe importeror the exporter.On receivingthe enquiry,it isa regularpractice that theexportershould replyto itwithout delayto startthe negotiation.Offer:Aording toUnited NationsConvention onContracts forSale ofGoods(联合国国际货物销售合同公约),a proposalfor concludinga contractaddressed toone ormore specificpersons constitutesan offerif it is sufficientlydefinite andindicates theintention ofthe offer or tobe boundin caseof aeptance.Page4of10又称发价、要约，交易的一方向对方提出买卖某种商品的各项交易条件，并愿意按照这些条件达成交易，订立合同的一种肯定明确的表示。 法律后果发盘一经发出，即具有法律约束，在其有效期内发盘人不得任意撤销或修改。 发盘一经受盘人在有效期内表示无条件的接受，发盘人将承担按发盘条件与受盘人订立合同的法律责任，合同成立后对双方都有法律约束力。 Categories of offer:An offerincludes afirm offer and anon-firm offer.实盘和虚盘1)Firm offer:A firm offer isa kindof offerwhich ismade toa specificperson orpersons toexpress orimply adefinite intentionofthe offeror tomake a contract undera clear,plete andfinal tradeterms.Once itis unconditionallyaepted by the offereewithin itsvalidity,this firm offer cannotbe revokedor amendedand isbinding onboth offeror and offeree.Then thetransaction ispleted anda contractis concludedright away.A firm offer lapseswhen it exceeds theterms of validity.The lapsedoffer isno longerbinding on the offeror.At thismoment,even if the offereeexpresses hisaeptance,the offeroris entitledto refuseit.2)Non-firm offerA non-firmoffer is an offer withoutengagement.It isunclear,inplete andwith reservation.It hasno bindingforce uponthe offeror.The tradeterms arenot indicatedclearly anddefinitely.The contentis notso pletedas thatof afirmoffer.It hasno termofvalidity.Moreover,the offerormakes the offer withreservation:the offer is subjectto hisfinal confirmation.So anon-firmoffer often bearssuch wording“this offeris subjectto ourfinal confirmation”,or“the pricesare subjectto changewithout notice”.Step2:Useful words and sentences:The teacherpresents usefulwords and sentences for makingoffer:1）Words andphrases:2)Useful sentences:Step3:Example conversations:The teacherpresents3example conversationsand asksstudents toact outreferring to these conversations.Step4:Follow uppractice:(The teachergives studentssome timeto prepare.Then ask them toact outbefore classes.)Step5:Homework:Next week,every groupmust giveone conversationsbased onthe productsof theirgroup:Mr.Clive froma panyin Canadaes toa Chinesetrade panyfor the prices of their products.Mr.Young ismeeting withhim.Unit Page5of10Counter OfferXI.Teaching AimsAfter studyingthis unit,the studentsmay:1.obtain thekey tipsfor making counter offer;2.study therelative languagepoints;3.master key wordsandsentences inbusiness contact,and makeconversations onmaking counter offer.XII.Teaching Focuses1.keywordsandsentences2.practice ofthe Englishin makingcounter offerXIII.Teaching AidMulti-media XIV.Teaching Arrangement2class hoursXV.Teaching ProcedureStep1:Review ofUnit2Review thekey pointsof unit3,and askeach groupto givetheir conversationsofthehomework.Step2:Leading inBrief Introduction:If the offeree（受盘人）agrees toall transaction terms of a quotation oranoffer madeby theofferer（发盘人）,both partiescan make a contractand concludebusiness.This refersto theaeptance oftheoffer.If theofferee doesnot agreeto anyor someofthetransactionterms of a quotationoranoffer,he sendsa counter-offer.A counter-offeris an indirectrefusal ofthe originaloffer.（如果受盘人不同意某一报价或报盘中的某些交易条件，他可以发出还盘或还价。 ）This meanstheoffereedeclines thetermsoftheoffer.Therefore,a counter-offeris,in fact,a newofferand,atthesame time,the originaloffer lapses.In the counter-offer,the buyercan showhis disagreementto thecertain termor termsand statehis ownidea instead.Additional ordifferent terms,put forwardby theofferee,relating to theprice,payment,quality andquantity ofthe goods,place andtime ofdelivery,extent ofone partys liabilitytotheother or the settlementof disputesare consideredto alterthetermsofoffermaterially.The appearanceofthecounter-offer indicatesor signifiesthat businesshas tobe negotiatedontherenewed basis.The originalofferer（原报盘人）orthe seller nowbees theofferee（受盘人）and hehas thefull rightto aeptor refusethecounter-offer sentbythe buyer.In thelatter case,thesellermay make another counter-offerofhis own.This processcan goon forseveral roundstill businessis finalizedor calledoff.Page6of10C ha pter4-u ni t1Offer andCounter-offerOfferorOffereeOffer(new offeror)(new offeree)Counter-offer(new offeror)(new offeree)Anti Counter-offer Step2:Useful sentences:The teacherpresents usefulsentences formakingcounteroffer:Useful sentences:P211.Price onthe HighEnd2.Asking forPrice Reduction3.No Roomfor ReductionStep3:Example conversations:The teacherpresents4example conversationsand asksstudents toact outreferring tothese conversations.Step4:Follow uppractice:(The teachergives studentssome timeto prepare.Then askthem toact outbefore classes.)Step5:Homework:Next week,every groupmust giveone conversationsbased onthe productsof theirgroup:Mr.Smith froma panyin Americaes toa Chinesetrade panyfor theprices oftheir products.Mr.Liu ismeeting withhim.Mr.Liu givestheir offer,and Mr.Smith makesa counter-offer.Unit Page7of10Discount andCommission XVI.Teaching AimsAfter studyingthis unit,the studentsmay:1.obtain thekey tipsfor discount and mission;2.study therelative languagepoints;3.master keywordsandsentences inbusiness contact,and makeconversations ondiscount and mission XVII.Teaching Focuses1.keywordsandsentences2.practice ofthe Englishin discount andmissionXVIII.Teaching AidMulti-media XIX.Teaching Arrangement2class hoursXX.Teaching ProcedureStep1:Review ofUnit7Review thekey pointsof unit7,and askeach groupto givetheir conversationsofthehomework.Step2:Leading in1.discount:A discountis anamount ofmoney thatis takenoff theusual costof sth.Discount meansthat sellersoffer buyersa certainpercentage ofreduction onthe originalprice.When petitioninthemarket isfierce,discount willhelp toimprove sellerspetitiveness.There aredifferent kindsof discount，for example,quantity discount,seasonal discountand exceptionaldiscount.The specificamount orpercentage of discount variesin differentsituations.The percentageof discountcanbeclearly writtendown in acontractiftheseller andthebuyerhave reachedan agreement.The amount ofdiscountis usuallydeducted fromthe buyerspayment.折扣（Discount）是卖方在原有的基础上给予买方的一定比例的减让。 使用折扣方式减让，而不直接降低，使卖方既保持了商品的价位，又明确表明了给予买方的某种优惠，是一种促销手段、如数量折扣、年终折扣、特别折扣等。 卖方在开具发票时，应标明折扣，并在总价中将折扣减去。 比如CIF伦敦每公吨200美元，折扣，可写成US200per M/T CIFD3%London.2.mission:A missionisanamountofmoney paidto sbfor sellinggoods.佣金（Commission）是指卖方或买方支付给中间商买卖或介绍交易的服务酬金。 佣金通常以英文缩写字母C表示。 比如每公吨1000美元CIF纽约含佣金2，可写成US1000peM/T CIFC2%New York。 其中的“C2”即表示佣金率为2。 佣金的规定应合理，其比率一般掌握在至之间，不宜偏高。 Step2:usefulwordsDiscount:Commission:Page8of10Step3Useful sentences:The teacherpresents usefulsentences fordiscountandmission:Useful sentences:4.Discount:Quantity Discount:Asking fordiscount:Conversations aboutdiscount:2Commission:Step4:Example conversations:The teacherpresents4example conversationsand asksstudentstoact outreferring tothese conversations.Step5:Homework:Next week,everyone must giveoneconversation based onthe productsoftheirgroup:You arethe representativeofa pany.And Mr.(Mrs.)Black plansto purchaseyour productsfrom yourpany.Then youare discussingaboutthediscountandmission.Unit Page9of10Inquiry XXI.Teaching AimsAfter studyingthis unit,thestudentsmay:1.obtain thekey tipsformaking inquiry;2.study therelative languagepoints;3.master keywordsandsentences inbusiness contact,and makeconversations oninquiry.XXII.Teaching Focuses1.keywordsandsentences2.practice ofthe Englishin makinginquiry XXIII.Teaching AidMulti-media XXIV.Teaching Arrangement2class hoursXXV.Teaching ProcedureStep1:Review ofUnit1Review thekey pointsof unit1,and askeach groupto givetheir conversationsofthehomework.Step2:Leading inBrief Introduction:After themarket researchand establishmentofbusinessrelations,it es tothereal procedureof animport/export transaction:enquiry（询盘）offer（发盘）counteroffer（还盘）aeptance（接受）So enquiryis thefirst realstep inbusiness negotiation.The importanceof enquiry:Enquiry isusually thefirst realstep inbusiness negotiation.The natureof enquiry:In foreigntrade anenquiryisusually(not absolutely)madebythe