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1、UNIT ONE Meeting Foreign Business Individuals or GroupsTeaching aims:Background Knowledge about business meeting Learn how to receive business friends or groups for business communication or negotiation New words and expressions about business meetingPart One:Important expressions in Background know
2、ledgeIf you want to leave a good impression on your guests,the first important thing is to meet them at the airport.Youd better offer to take luggage for your customers to make your clients feel at home.After you bring your clients to the hotel,you dont need to visit the room to avoid bothering the
3、rest of the clients after a long flight.Part two:Listening and Discussion(1)What preparations do you need to make before going to the airport to meet your clients?(2)What else should a secretary do when there is a guest to visit the company?Part Three:Oral PracticeDialogue 1Dialogue 1A:顺便问一下，有没有靠近窗户
4、带有独立空间的桌子？B：因为我们有很多预定，所以我不能保证什么。A：我明白。如果能安排，我们不胜感激。B：我会尽力的。红烧划水红烧划水鸡丝燕窝鸡丝燕窝金鱼戏莲金鱼戏莲Dialogue TwoA:你好，你是来自东方公司的伍德吗？B：是的，很高兴见到你。这是我的助手迈克先生。A:很高兴很到你。旅行愉快吗？B：是的，服务很好。A：很高兴听到这个消息。我们的车停在外面的停车场，我们可以走了吗？B：可以，非常感谢。A：不客气，请这边走。东东坡坡肉肉清炖蟹粉狮子头清炖蟹粉狮子头Dialogue 3 A:晚上好，我希望我没迟到。B：你来的刚好。我们刚到，请坐。A：谢谢，你喜欢用筷子还是刀叉呢？B：入乡随俗，
5、就用筷子吧。A：喝点什么吗？B：随你便。A:谢谢你们的热情招待。B：不客气。很荣幸你能来。白灼虾白灼虾Part Four:Part Four:TranslationTranslation1.1.我在我在319319房间，有需要的话请叫我。房间，有需要的话请叫我。2.2.我们到了，我们得先办理住宿手续。我们到了，我们得先办理住宿手续。（check in)check in)3.3.招待不周招待不周(unsatisfactory(unsatisfactory entertainment)entertainment)，十分抱歉。，十分抱歉。Part Five:Part Five:Free TalkFr
6、ee TalkMake a short dialogue according to Make a short dialogue according to the following situation and present it the following situation and present it in front of the class.Wang Kali from in front of the class.Wang Kali from Hubei Import and Export company Hubei Import and Export company meets M
7、r.Laurent from London at meets Mr.Laurent from London at the airport.They talk about the the airport.They talk about the food and service on the flight.They food and service on the flight.They walk toward the parking lot and head walk toward the parking lot and head for a hotel.for a hotel.Unit 2 Pr
8、esentation and Promotion of New Products How to implement marketing objectives through sales and communications activities Understand and ensure the marketing process must be effective Learn what SWOT analysis is Many customers hold the principles of“seeing is believing”and pay attention to actual e
9、ffects.Both presentation and promotion will focus on stimulating customers interest in the product.Present how to use the product with patience in order to make customers understand the quality and characteristics of products.1.If you want to cut down the price of the product you want to buy,how cou
10、ld you say?2.How to describe a new product to your target customer?Dialogue 1 A:先生，早上好，欢迎参观我们先生，早上好，欢迎参观我们的展区。的展区。B：早上好！我可以看一下产品目：早上好！我可以看一下产品目录吗？录吗？A：好的。我们的中国丝绸物美价：好的。我们的中国丝绸物美价廉，很受欢迎。廉，很受欢迎。B：可以详细给我描述一下你们的：可以详细给我描述一下你们的产品吗？产品吗？A:没问题。让我来介绍一下我们没问题。让我来介绍一下我们的产品。的产品。B：听起来不错。谢谢你的介绍。：听起来不错。谢谢你的介绍。Dialog
11、ue 2A:早上好。先生，看看有什么你感兴趣早上好。先生，看看有什么你感兴趣的？的？B：你们的丝绸产品怎么样？：你们的丝绸产品怎么样？A：我们这儿的中国丝绸品种很多。要不：我们这儿的中国丝绸品种很多。要不要看一下样品？要看一下样品？B：好的。这么多丝绸产品看得我眼花缭：好的。这么多丝绸产品看得我眼花缭乱。乱。A:这是我的名片，如果需要，请联系我这是我的名片，如果需要，请联系我们。们。B：谢谢。我会考虑的。：谢谢。我会考虑的。Dialogue 3A:先生，这种领带是全棉的吗？先生，这种领带是全棉的吗？B：绝对百分百全棉。：绝对百分百全棉。A：受不受消费者欢迎？：受不受消费者欢迎？B：当然。这种产
12、品在国外很多地：当然。这种产品在国外很多地区销售。区销售。A：你们如何保证质量：你们如何保证质量?B:我们通过了我们通过了ISO 9000世界标准世界标准质量体系。质量体系。A：如果你们的产品质量这么高，：如果你们的产品质量这么高，价格一定很高吗？价格一定很高吗？B：不是的。如果订单大，我们会：不是的。如果订单大，我们会有一定的折扣。有一定的折扣。A：谢谢你的介绍。：谢谢你的介绍。B：不客气。：不客气。1.我们确信这种汽车将在儿童中大受欢迎（enjoy wide popularity)。2.我们想知道你的产品是否符合（meet)CPSIA的要求。(CPSIA:美国2008消费品安全加强法）3.
13、请为我们提供产品合格证书(certificate of Conformity)。这对我们决定订单商品很必要。Make a short dialogue between Mr.Jiang and his assistant Miss Chen according to the following instruction.Mr.Jiang plans to organize an exhibition for PuEr tea.His company named zhuhai Tea company would attend the 2012 Autumn Canton Fair.Before c
14、oming to PaZhou complex,he should write a report to tell his assistant and other marketers how to present their new products.The report should include the companys background,product specification(规格），格），price,quality etc.Unit 3 InquiriesTeaching Aims:Ask for a catalogue and price list of a companys
15、 products and relevant information How to make general or special inquiries and deal with them Inquiry is a kind of business activity when one side wants to sell a specific product while the other side wants to ask for information of the product.A complete inquiry includes:product name,specification
16、,quality,price,quantity,package,delivery time,way of payment and demand product,product catalogue,price list etc.Part One:Important expressions in Background knowledgeGeneral InquirySpecial InquiryPart One:Important expressions in Background knowledgeGeneralenquiryisbasicnolegalconsequences,becausea
17、fterthecustomermakeageneralenquiry,youcantimmediatelyaccept,Youcanonlytoaskquestionstomakereply.Specificenquiryisdifferent,ithasadetailedaboutthepriceofgoods,transport,packaging,suchasthenumberofconditions,onceaclearaccepthappened,itshaveclearlegalconsequences.What kind of inquiry is effective?PartT
18、wo:ListeningandDiscussionWhatarethedifferencesbetweennormalinquiryandspecialinquiry?Part Three:Oral Practice in Groups Dialogue 1 A:很高兴有机会拜访贵公司，希望能与贵公司合作。B：很高兴与您见面。相信您已经看过我们的目录和样品间的展品。A:是的。B：请问你们感兴趣的具体产品是什么？A:机床。我觉得这种产品在美国会很有销路。B：这是肯定的。你想订货吗？A：是的。如果你方价格优惠，我们可以马上订货。Part Three:Oral Practice in Groups
19、Dialogue 2 A:你好，我是加拿大贸易公司的代表。B：你好。很高兴见到您。请问您对哪些产品感兴趣？A：T恤衫，运动衫。B：这是我们最新的报价表，您会发现我们的价格极具竞争力。A：我想知道东京港口的最低到岸价是多少？B：这取决于你的订单规模。A：你们通常多长时间可以交货？B：一般来说，在收到信用证后一个月内就可以全部发货。A：谢谢。B：不客气。2023/3/6Part Three:Oral Practice in Groups Dialogue 3 A:请问你们有这种产品的最新价格表吗？B：给你。A：价格似乎有点高。B:不是的，先生。我可以向你保证我们产品的质量优良，价格合理。A：顺便问
20、一下，你们有佣金吗？B：既然你正考虑下大订单，我们会提供2%的佣金。A：谢谢，我会拜访您，进一步讨论这事。2023/3/6Part Four:Translation1.这件商品的最低价（floor price)是多少？2.我们希望向贵公司订购（Place an order with somebody)一万辆自行车。3.请你按离岸价（FOB）报最低价（best quotation)2023/3/6Part Five:Free TalkPart Five:Free TalkMake a short dialogue according to the following instruction.Li
21、nda is the agent of BenCao Company.The boss asked Linda to attend Guangzhou Trade Fair.Her task is to meet with a Portuguese customer Ferdinand,who has inquired prices of Chinese herbal medicine.Linda will stand at the booth and try to persuade Ferdinand to buy BenCao Companys products.2023/3/6Unit
22、4 Offer and OrderTeaching Aims Understand the differences between firm offer and non-firm offer.Making an order with the sellerPart One:Important expressions in Background knowledge A firm-offer is a promise to sell goods at a stated period of time and if it has been accepted within its stipulated v
23、alidity,it can not be withdrawn.A firm offer is a definite expression that the offerer（报价人）（报价人）fr is ready to do business with the offeree（接盘人）（接盘人）,fri:within the stipulated time on the terms and conditions put forward.It is irrevocable and unchangeable.A Non-firm offer is an offer without engagem
24、ent(诺言诺言).It is a non-undertaking expression of the offerer who is not bound by the terms and conditions listed between offerer and offeree.The content of a non-firm offer is not completed.It has no term of validity,but often with the remark this offer is subject to our final confirmation.Part Two:L
25、istening and Discussion1.What issues are closely related to the goods and are referred to as the description of the goods?2.Why do you think the quality,quantity and packing of the goods are key issues to be discussed by the seller and the buyer?Part Three:Oral Practice in GroupsDialogue 1A：我们的报价有充分
26、的：我们的报价有充分的依据。依据。B：也许，不过按照你们：也许，不过按照你们的价格我们很难打开市的价格我们很难打开市场。场。A：虽然材料成本最近涨：虽然材料成本最近涨了很多，但我们还是尽了很多，但我们还是尽力保持原来的价格。力保持原来的价格。B：请容许我考虑一下。：请容许我考虑一下。A：好的。有事请联系。：好的。有事请联系。B：谢谢你的服务。：谢谢你的服务。Dialogue 2 A:你好。我打算订购你好。我打算订购500部这种手机。部这种手机。B：非常感谢你的订单。：非常感谢你的订单。A:有什么优惠吗？有什么优惠吗？B：我们会给老客户：我们会给老客户15%的折扣。的折扣。A:你们什么时候可以发
27、你们什么时候可以发货？货？B：收到订单五天内发：收到订单五天内发货。货。A：成交。：成交。Part Three:Oral Practice in GroupsDialogue 3A:你好，王小姐，请简单介绍一下贵公司的鞋子好吗？B：欢迎光临，刘老板。你想看哪种颜色的鞋？A：红色和白色的球鞋（Sports shoes/sneaker)吧。看起来不错。我想各订200双试销下。有优惠吗？B：谢谢。我们会给你3%的折扣，如果现金支付的话。A:成交。合作愉快。Part Four:Translation 1.如果不能接受，请尽力给一个最好的还盘（counter-offer)。2.这种洗衣机的起订数量(mi
28、nimum order)是多少？3.如果这种按摩椅（message chair)卖得像预期的一样好，我们会继续订购（further order)。Part Five:Free TalkPart Five:Free TalkStudent AStudent A You are the You are the buyer,Mr.buyer,Mr.Black Jackson.Black Jackson.Talk with Mr.Talk with Mr.Denny Chen Denny Chen about the about the prices of the prices of the sing
29、le roller single roller shoes.Ask for shoes.Ask for 5%off.Make a 5%off.Make a concession in concession in the end.the end.Student BStudent B You are the seller,You are the seller,Mr.Denny Chen Mr.Denny Chen talk with Mr.Black talk with Mr.Black Jackson about the Jackson about the prices of the singl
30、e prices of the single roller shoes.Insist roller shoes.Insist on 2%off only.Try on 2%off only.Try to offer other to offer other incentives such as incentives such as giveaways to close giveaways to close the deal.the deal.Unit 5 Price,Commission and DiscountTeaching AimsHow to ask for a commission
31、or discountHow to ask for a commission or discountHow to negotiate about priceHow to negotiate about pricePart One:Important Expressions inBackground KnowledgeCommission is the money that buyers or sellers pay to intermediate agent to thank for his or her introduction service.Part One:Important Expr
32、essions inBackground Knowledge One of the International practices commonly used is agency,whereby a principal entrusts an agent to behave on his behalf in the targeted market in a specific area and during a specific peirod of time.Part One:Important Expressions inBackground Knowledge Agency is widel
33、y used because it saves a lot of cost for the companies who want to expand their foreign market.Under agency,the principal can control the targeted market much mor eeasily.The agents and the principals usually have stable relationship,which may benefit both parties.Part Two:Listening and Discussion1
34、.Have you had some satisfying experience in price-haggling?2.How many parts should be included in an agency agreement?Part Three:Oral Practice in GroupsDialogue 1A:先生，我们给的价格很公平。你的报价是多少？先生，我们给的价格很公平。你的报价是多少？B：我们的还盘价为大连到岸价每吨：我们的还盘价为大连到岸价每吨200人民币，加人民币，加5%佣佣金。金。A：没问题。不过你们最好三天内下单，要求订购我们产：没问题。不过你们最好三天内下单，
35、要求订购我们产品的人越来越多。品的人越来越多。B：好的，只要能在三月份前发货。：好的，只要能在三月份前发货。A：我认为发货不是大问题。：我认为发货不是大问题。B：很高兴我们能达成这项交易。希望这是良好的开端。：很高兴我们能达成这项交易。希望这是良好的开端。A：谢谢。我们等待你们的确认。一般来说，我们的报价：谢谢。我们等待你们的确认。一般来说，我们的报价有效期为三天。有效期为三天。Part Three:Oral Practice in GroupsDialogue 2 A:我想跟你谈下代理电子计算机的问题。我想跟你谈下代理电子计算机的问题。B：你有什么特别要求吗？：你有什么特别要求吗？A：我今天
36、来的目的是和你签订一份三年的独家代理：我今天来的目的是和你签订一份三年的独家代理协议。协议。B：非常感谢您的好意以及为促进我们电子计算机的：非常感谢您的好意以及为促进我们电子计算机的销售所做的努力。销售所做的努力。A：你们的产品在中国很有市场。：你们的产品在中国很有市场。B：不过你们去年的销售很一般，希望今年去的更大：不过你们去年的销售很一般，希望今年去的更大的成功。的成功。A:我们今年头三个月的销售很好。我们愿意再续签两我们今年头三个月的销售很好。我们愿意再续签两年的代理合同。年的代理合同。B：看在我们的长期合作关系，我们会考虑给你们：看在我们的长期合作关系，我们会考虑给你们1%的佣金的。祝
37、合作愉快。的佣金的。祝合作愉快。A:谢谢。谢谢。Part Three:Oral Practice in GroupsDialogue 3A:王经理，我今天来谈下独家代理茶叶的问题。王经理，我今天来谈下独家代理茶叶的问题。B：非常欢迎。请坐。：非常欢迎。请坐。A：如果你们指定我们为你的代理商，我们会尽最大努力：如果你们指定我们为你的代理商，我们会尽最大努力促进产品的销售。促进产品的销售。B：根据你们的估计，你们可完成的年销售量是多少？根据你们的估计，你们可完成的年销售量是多少？A：4000件左右。件左右。B：听起来不错。我们通常是不给佣金的，因为价格比较：听起来不错。我们通常是不给佣金的，因为价
38、格比较优惠。考虑到你们定的量很大，我们答应给优惠。考虑到你们定的量很大，我们答应给2%的额外的额外佣金。佣金。A：谢谢。合作愉快。：谢谢。合作愉快。Part Four:Translation 1.如果你方订单足够大，我们会考虑数量上的折扣。（quantity discount)2.成交额在一百万美元以上，你们给多少佣金？3.如果销售额超过100万人民币，你可以得到10%的佣金。Part Five:Free TalkPart Five:Free TalkMake a a short dialogue according to the following instructions:Mr Smith
39、 is the exporter and Mr White is the importer.Mr Smith hopes to conclude the deal with partial compensation,but Mr White prefers total compensation.They finally decide to make it by partial compensation whereby Mr White pays a deposit of 20%,for the remaining 80%,Mr White will pay through compensati
40、on with the resultant goods.Unit6Unit6QualityandQuantityQualityandQuantityTeachingAimsTeachingAimsLetstudentstalkaboutthequalityandquantityproperlyLearnsomeexpressionsaboutqualityandquantityPart one:Important Expressions in Background Knowledge In international trade,the quality of the commodities n
41、ot only concerns the value in use and price of commodities,but also concerns the sales of commodities and credit standing of the manufacturer.In international trade,both the buyer and the seller must take agreed quantity of goods as the foundation for performance of the contract.Part one:Important E
42、xpressions in Background KnowledgePart one:Important Expressions in Background Knowledge In business negociation and conclusion of the contract,the quality clause and quantity clause shall be stipulated clearly in order to avoid any dispute related to the quality of commodities.PartTwo:ListeningandP
43、artTwo:ListeningandDiscussionDiscussion1.What will possibly happen if the quality is not in conformity with terms agreed?2.What should the seller do if the quantity of the products is insufficient?Part Three:Oral Practice in GroupsDialogue 1A:您能说说化肥价格吗？您能说说化肥价格吗？B：好的。这是我们的价格表。：好的。这是我们的价格表。A：恐怕你们的价格有
44、点偏高。：恐怕你们的价格有点偏高。B：我们也提供价格更低一点的同类产品。：我们也提供价格更低一点的同类产品。A:可以看下样品吗？可以看下样品吗？B：好的。这边请。：好的。这边请。A：东京到岸价是多少钱一吨？：东京到岸价是多少钱一吨？B：25美金。美金。A：还算合理。：还算合理。B：我们要订购：我们要订购50吨试销一下。吨试销一下。A:合作愉快。合作愉快。Part Three:Oral Practice in GroupsDialogue 2 A:你们的价格能再优惠点吗？你们的价格能再优惠点吗？B:恐怕有点难。你知道，生产成本最近一直在飙升。恐怕有点难。你知道，生产成本最近一直在飙升。A：其他国
45、家也有这个问题。不过他们报价低一点。：其他国家也有这个问题。不过他们报价低一点。B：我们的报价很优惠了。利润空间也小。：我们的报价很优惠了。利润空间也小。A：如果你不减点价，恐怕我们只能少订购点了。：如果你不减点价，恐怕我们只能少订购点了。B:如果那样，我们可以考虑给一点数量上的折扣。如果那样，我们可以考虑给一点数量上的折扣。A：这太好了。这太好了。Part Three:Oral Practice in GroupsDialogue 3A:你好。鉴于你们的产品在我省很有市场。你好。鉴于你们的产品在我省很有市场。我想再向贵公司订购一些。我想再向贵公司订购一些。B:如果数量超过如果数量超过300吨
46、，我们会给你吨，我们会给你2%的折的折扣。扣。A：谢谢。如果产品销售得快，我们会续购更：谢谢。如果产品销售得快，我们会续购更多。多。B：如果你们能把数量增加到：如果你们能把数量增加到600吨，我们会吨，我们会给你给你3%的折扣。的折扣。A：好的。我们会明天来谈具体问题。好的。我们会明天来谈具体问题。B：我们等待你的回复。：我们等待你的回复。Part Four:Translation 1.这种手机有多种不同的质量可供选择(available)。2.这家公司享有很高的质量声誉（enjoy-for sth)。3.小批订货（a small order)今年也受欢迎。Part Five:Free Tal
47、kPart Five:Free TalkMake a short dialogue according to the following instructions.usually a reduction of price can be made along with the quantity of the order.Now you are explaining your companys quantity discount policy to your new customer,Mr Smith.The following table can help you.Quantity(pieces
48、)Dsicount10,0001%20,0002%30,0003%40,0004%Instructions for free talkA:By the way,what would you say about the discount?B:It all depends on the quantity you order.A:_B:_Unit 7 Packing and LabelingTeaching Aims Way of packing Inner packing and outer packing Let students talk about packing and labeling
49、properlyPart One:Important Expressions in Background Knowledge The real art of packing is to get the contents into a nice,compact shape that will stay that way during the roughest journey.Part One:Important Expressions in Background Knowledge It has been estimated that as much as 70%of all cargo los
50、s could be prevented by proper packing and marking.Part One:Important Expressions in Background Knowledge The excessive packaging means waste of resources,environmental pollution and do harm to social interests,it should be determined to put an end to.Part Two:Listening and Discussion 1.What kind of