外貿(mào)英語(yǔ)視聽說(shuō)市公開課一等獎(jiǎng)省名師優(yōu)質(zhì)課賽課一等獎(jiǎng)?wù)n件

參觀可口可樂企業(yè)Unit1AFactoryTourLearningObjectivesAftercompletingthislesson,studentsshouldbeableto:Understandthepreparationshouldbedonebeforeafactorytour;Comprehendbasicsentencepatternsrelatedtoafactorytour;Part1warm-up

Whatdoyouthinkweshouldpreparebeforeclientscomingtoourfactory?Preparation(1)Tonegotiatewiththecustomer

(2)Sample

(3)Qualityinspectionroom

(4)Theworkshop

(5)Languageandknowledge伊利參觀工廠BoeingBoeingisoneoftheworld’sleading1)________companies,withitsheritagemirroringthehistoryofflight.Itisthelargest2)________ofcommercialjetliners,satellitesandspaceflightandlaunch3)________.TheBoeingEverettFactorytoursareconductedto4)________theBoeingandEverettproductionlines,featuringthe747,767,777and787.Onthe5)________line,visitorswillseeairplanesin6)________stagesofmanufacture.Afterwards,theywillalsobeabletowatchaflighttest.AsBoeingisalsoaleading7)________ofmilitaryaircraft,helicopters,spacevehiclesandmissiles,visitorswillalsohaveachancetosee8)________fighterplanessuchastheF-15andF/A-18.Onthetour,visitorswilltourthelargestbuildingbyvolumeintheworld.Duringthistour,webelievevisitorsfromeveryregionofthe9)________willrealizethattheyhavewitnessedtheworkofthenumberoneaerospace10)________intheworld:BoeingEverett.Boeingisoneoftheworld’sleading1)aerospacecompanies,withitsheritagemirroringthehistoryofflight.Itisthelargest2)manufacturerofcommercialjetliners,satellitesandspaceflightandlaunch3)services.TheBoeingEverettFactorytoursareconductedto4)showcasetheBoeingandEverettproductionlines,featuringthe747,767,777and787.Onthe5)productionline,visitorswillseeairplanesin6)variousstagesofmanufacture.Afterwards,theywillalsobeabletowatchaflighttest.AsBoeingisalsoaleading7)producerofmilitaryaircraft,helicopters,spacevehiclesandmissiles,visitorswillalsohaveachancetosee8)advancedfighterplanessuchastheF-15andF/A-18.Onthetour,visitorswilltourthelargestbuildingbyvolumeintheworld.Duringthistour,webelievevisitorsfromeveryregionofthe9)globewillrealizethattheyhavewitnessedtheworkofthenumberoneaerospace10)leaderintheworld:BoeingEverett.Pre-viewingPart2Video1View…WatchthevideoandfillinthefollowingblanksThenameofthecompanyFordMotorSalesareasThenumberofemployeesThenumberofplants

ThenumberofautomotivebrandsThelocationofFordRougeFactoryInthesouthofDetroitThenumberofthebuildings200marketsacross6continentsAbout300,000108893PartofthefactorytourTime(min)Historicdrivingtour(1)Rarehistoricfootageviewing(2)Virtualrealityexperience(3)Assemblyplantwalkingtour(4)PartofthefactorytourTime(min)Historicdrivingtour(1)20to30Rarehistoricfootageviewing(2)13Virtualrealityexperience(3)15Assemblyplantwalkingtour(4)30to45Questions:WhatwillyouseeduringtheHistoricDrivingTour?WhatwillyoulearnduringtheRareHistoricFootageViewing?WhatwillyouexperienceduringtheVisualRealityExperience?WhatwillyouseeduringtheAssemblyPlantWalkingTour?Answers:Famouslandmarksandthemassivemanufacturingcomplex.ThetriumphsandtragediessurroundingtheRouge.Howautomobilesaremade.Thenew,leanandflexiblemanufacturingplantwherethenewFordF-150sareassembled.Part3languagefocusA

ShowingvisitorsaroundafactoryQ:I’llshowyouaroundandexplaintheprocess.I’llguideyouthroughthefactoryandgiveyouademonstrationofourmostrecentmodels.I’lltakeyouaroundthefactoryandgiveyouanideaofhowourmachinesoperate.A:That’llbehelpful.That’llbeveryinteresting.We’dlikethatverymuch.TalkingaboutthehistoryofafactoryQ:Whenwastheplantsetup？Whendidyoustartoperations?Howlonghasyourfactorybeenestablished?A:Theplantwassetupintheearly1970s.Thefactorywasestablishedsome20yearsagobymergingtwosmall-sizedoperations.We’vebeenoperatingforabout10years.TalkingaboutthesizeofafactoryQ:Howmanysquaremetersdoesthiswarehousecover?Howlargeisthemachineshop?Howlargeistheplant?A:Itcoversanareaof75,000squaremeters.Itstotalareais4squarekilometers.Itcoversatotalareaof5,000squaremeters.Part4ListeningpracticeQuestions:Ihopethenoiseisn’tbotheringyou?Whatdidyouthinkofourfactory?Whydon’twestartattheworkshop?Howmanyworkersarethereinyourfactory?Isthereanythingelseyou’dliketosee?Answers:I’dliketovisityourresearchdepartment.Atpresent,thereare2,000workersattheplant.Verybigandmodern.Sure.I’llfollowyou.It’snobother!e;c;d;b;aTrueorFalseTheplantwassetupinthelate1960s.ThenewestproductsarelistedonPage30.Thevisitorprefersknowingtheproductionconditionsbywatchingvideo.Thereceptionistishappytoarrangeafactorytourforthevisitor.Thefactorytourwillbemadethedayaftertomorrow.

FFFTFWherewilltheyvisit?

A.themachineshopB.thedesignshopC.theproductionshopHowlongdoesthefactorytourlast?A.forhalfanhourB.foranhourC.foroneandahalfhoursWhatdotheyhavetowearduringthetour?A.ajacketB.glovesC.ahelmetHowistheassemblylineoperated?A.half-automatedB.fullyautomatedC.manuallyHowmanychecksdoallproductshavetogothroughinthewholemanufacturingprocess?A.3B.4C.51.C2.B3.C4.A5.AQuestions:WhatwillbetheoutputinNovember?What’stheusualpercentageofrejects?Howdotheycontrolthequalityoftheproducts?Answers:6,000unitsOnly1%Gothrough3checksPart5languagefocusB

AskingaboutproductionIstheproductionlinefullyautomated?Istheassemblylinecomputer-controlled?Isproductionmechanized?Well,onlyhalf-automated.Well,notfullycomputer-controlled.Yes,it’sfullymechanized.TalkingaboutqualitycontrolHowdoyoucontrolquality?Howdoyourqualitycontrolsystemswork?Whatkindofqualitycontroldoyouoperate?Allproductshavetogothroughthreechecksduringthemanufacturingprocess.Thereareatotaloffivechecksduringtheproductionprocess.TalkingaboutimpressionsfollowingatourofafactoryIthasgivenagoodideaofyourproductrange.Ithasgivenmeathoroughunderstandingofyourproducts.Ithashelpedmetoformapictureofyourproductionprocess.I’mgladitwasuseful.I’mpleasedyoufoundithelpful.What’sthevisitor’sgeneralimpressionofthefactory?

A.toobadB.justso-soC.remarkableWhatdoesThomasthinkoftheproductionspeedofthefactory?A.it’snotveryimpressiveB.itgivesthefactoryanadvantageoveritscompetitors.C.ithasnodifferencewiththatofotherproducers.Whomadethehighspeedassemblyline?A.theengineersB.thetechniciansC.bothofthemHowmuchisspentonnewproductdevelopmenteveryyear?A.about8%ofthegrosssalesB.about10%ofthegrosssalesC.about8%to10%ofthegrosssalesWhowouldvisitthefactorysomeday?A.Richard’smanagerB.Thomas’smanagerC.nobodyCBCCBInstantfoodPart6Video2View…VictoryinstantnoodlefactorytourThesheetsarecutintofinestrands.Noodlesarecookedinoilandthendriedforeasystorageandquickpreparationbytheconsumer.Pre-steaminggelatinizesthenoodlesforeasierdigestion.Flouristransportedbytruckfromstoragesilos.Thedoughispassedthroughapairofrollerstorollitintosheets.PackagesofnoodlesarepackedinboxesforshippingTheflourismixedandkneadedinamixingmachinetoproducenoodledough.Thenoodlesareseparatedintomeal-sizedblockswhichareshapedintomoulds.InstantnoodlesFirst,Iwanttogiveyouabrief1)________ofthemanufacturingprocessofinstantnoodles.The2)________instantnoodlesweremadeinJapanin1958.Todaynoodlesareknownaroundtheglobe.Allovertheworld,everyyear,theyare3)________atabout80billionmeals.Doyouknowhowinstantnoodlesaremade?Forsuchasimple-lookingproduct,the4)___________processisactuallyquitecomplex.Herewerevealthe5)________ofhowinstantnoodlesaremade.Allthefactsarewaitingforyouonthisvisualinstantnoodlefactorytour.First,Iwanttogiveyouabrief1)historyofthemanufacturingprocessofinstantnoodles.The2)firstinstantnoodlesweremadeinJapanin1958.Todaynoodlesareknownaroundtheglobe.Allovertheworld,everyyear,theyare3)consumedatabout80billionmeals.Doyouknowhowinstantnoodlesaremade?Forsuchasimple-lookingproduct,the4)manufacturingprocessisactuallyquitecomplex.Herewerevealthe5)secretsofhowinstantnoodlesaremade.Allthefactsarewaitingforyouonthisvisualinstantnoodlefactorytour.Unit2TradeFairsPart1warm-up

Whataresomefamoustradefairsinchina?Exposhanghai;ChinaImportandExportFair;ChinaHi-techFair;BeijingInternationalAutomotiveExhibitionExpoShanghaiChinaFamoustradefairsinChinaChinaImportandExportFair(cantonfair)中國(guó)進(jìn)出口商品交易會(huì)即廣州交易會(huì)，簡(jiǎn)稱廣交會(huì)，英文名為Cantonfair。創(chuàng)辦于1957年春季，每年春秋兩季在廣州舉行，距年已經(jīng)有五十七年歷史，是中國(guó)當(dāng)前歷史最長(zhǎng)、層次最高、規(guī)模最大、商品種類最全、到會(huì)客商最多、成交效果最好綜合性國(guó)際貿(mào)易盛會(huì)。自4月第101屆起，廣交會(huì)由中國(guó)出口商品交易會(huì)更名為中國(guó)進(jìn)出口商品交易會(huì)，由單一出口平臺(tái)變?yōu)檫M(jìn)出口雙向交易平臺(tái)。ChinaHi-techFair“中國(guó)科技第一展”—中國(guó)國(guó)際高新技術(shù)結(jié)果交易會(huì)（簡(jiǎn)稱高交會(huì)），是中國(guó)規(guī)模最大、最具影響力科技類展會(huì)。每年11月16日至21日在深圳舉行BeijingInternationalAutomotiveExhibition

北京國(guó)際汽車展覽會(huì)，簡(jiǎn)稱“北京車展”，自1990年創(chuàng)辦以來(lái)，兩年一屆，已經(jīng)連續(xù)舉行過八屆，是在國(guó)際汽車展覽會(huì)中著名品牌展會(huì)之一，對(duì)促進(jìn)中外汽車界交流與合作、加緊中國(guó)汽車工業(yè)發(fā)展起到了主動(dòng)推進(jìn)作用。Part2listeningpracticeThethemeofExpois“BetterCity,BetterPeople.”

Expowilllastfortwomonths.ParticipatingwilldisplayurbancivilizationtothefullextentduringtheExposition.Expowillcentreoninnovationanddevelopment.Expowillattractabout100nationsandinternationalorganizationsaswellas17millionvisitors.AttheendoftheExposition,a“ShanghaiDeclaration”willbeissued.FFTFFTT/FAsiaWorld-ExpoTheAsiaWorld-Expoisaworld-classexhibitionandeventvenueofferingover70,000squaremetersof1)________spaceforexhibitions,conventions,concerts,sportingand2)________events.Thisstate-of-the-artvenuewhichopenedinDecemberislocatedatthecenterofanextensiveandefficientair,landandmarine3)_________networkconnectingChina’sPearlRiverDeltawithHongKongandtheworld’sbusinesscapitals.AsiaWorld-Expoprovidesspacewhichincludes10ground-floor,column-free,high-specification4)________offeringmorethan66,000squaremetersof5)_________space.Italsohousesapurpose-built,13,500-seat6)______equippedwithtop-qualitybackstage7)________.The10hallscanbeusedeitherseparatedorin8)________witheachothertoprovideonecontinuousspaceforevents.TheAsiaWorld-Expoisaworld-classexhibitionandeventvenueofferingover70,000squaremetersof1)rentablespaceforexhibitions,conventions,concerts,sportingand2)entertainmentevents.Thisstate-of-the-artvenuewhichopenedinDecemberislocatedatthecenterofanextensiveandefficientair,landandmarine3)transportnetworkconnectingChina’sPearlRiverDeltawithHongKongandtheworld’sbusinesscapitals.AsiaWorld-Expoprovidesspacewhichincludes10ground-floor,column-free,high-specification4)hellsofferingmorethan66,000squaremetersof5)exhibitionspace.Italsohousesapurpose-built,13,500-seat6)arenaequippedwithtop-qualitybackstage7)facilities.The10hallscanbeusedeitherseparatedorin8)conjuctionwitheachothertoprovideonecontinuousspaceforevents.TheChineseExportCommoditiesFair(CECF),orthe1)“________”forshort,wasinauguratedinthespringof1957.Sincethen,theCECFisheld2)________inGuangzhoueveryautumnandspring.TheFair,awide-rangingtradeeventofinternationalimportance,haswon3)_________as“China’sNo.1Fair”foritslonghistory,largescale,wide4)________ofexhibits,broaddistributionofoverseasbuyers,andthelargestbusiness5)_________inChina.InChina,many6)________seetradefairsasgoodplacestoseekbusiness7)_________andtheCECFistheirfirstchoice.Aroundtheworld,moreandmorebusinesspeoplearelookingtowardsChina,andtoChinese8)______productsandenterprises.With50yearsofexperienceandabroad.Eachfairattractsover10,000Chineseenterprisesandahugenumberofbuyersfromover200countriesandregions.AttheSpringFairof,nearly300,000exhibitorsandbuyersattendedtheCECFandthe10)________oftradereachedUS32billion.TheChineseExportCommoditiesFair(CECF),orthe1)“CantonFair”forshort,wasinauguratedinthespringof1957.Sincethen,theCECFisheld2)biannuallyinGuangzhoueveryautumnandspring.TheFair,awide-rangingtradeeventofinternationalimportance,haswon3)renownas“China’sNo.1Fair”foritslonghistory,largescale,wide4)varietyofexhibits,broaddistributionofoverseasbuyers,andthelargestbusiness5)turnoverinChina.InChina,many6)exhibitorsseetradefairsasgoodplacestoseekbusiness7)opportunitiesandtheCECFistheirfirstchoice.Aroundtheworld,moreandmorebusinesspeoplearelookingtowardsChina,andtoChinese8)qualityproductsandenterprises.With50yearsofexperienceanddevelopment,theCECFhasprovedtobeareliablemethodoftrade9)promotionbothinChinaandabroad.Eachfairattractsover10,000Chineseenterprisesandahugenumberofbuyersfromover200countriesandregions.AttheSpringFairof,nearly300,000exhibitorsandbuyersattendedtheCECFandthe10)volumeoftradereachedUS32billion.Discussion

Whypeoplevisittradefairs？Whatarelikelytobesoldattradefairs?

Attendingtradefairscanbeanexcellentwaytotestandopenup1)________andforeignmarketsandtofindnew2)________.3)_________hopingtogetthebest4)________fromattendingtradefairsmustworkoutwhatkindsofproductsor5)_________theywanttofindoutandwhotheywanttomeet.A(n)6)______tradefaircanhelpthemtoseeand7)________newandrelevantproductsorservices,findnewand8)________suppliers,encounternewideasand9)________companies,get10)____withnewtechnologiesandmakecontactwithotherpeopleintheirareaofbusiness.

Attendingtradefairscanbeanexcellentwaytotestandopenup1)domesticandforeignmarketsandtofindnew2)

suppliers.3)Customershopingtogetthebest4)valuefromattendingtradefairsmustworkoutwhatkindsofproductsor5)servicestheywanttofindoutandwhotheywanttomeet.A(n)6)idealtradefaircanhelpthemtoseeand7)comparenewandrelevantproductsorservices,findnewand8)specializedsuppliers,encounternewideasand9)innovativecompanies,get10)up-to-datewithnewtechnologiesandmakecontactwithotherpeopleintheirareaofbusiness.WhypeoplevisittradefairsLeaningaboutnoveltiesDisplayingandmarketingnewproductsLookingfornewbusinesspartnersMeetingwithcurrentpartnersPart3

Video1View…IdentifywhoisthespeakerofeachsentenceYoucanusetradefairstopromoteyourproductsorservices.WhatbenefitscanIexpectifIexhibitattradefairs?Iwonder,what’sthemostimportantthingtoknowaboutifIwanttoexhibitatatradefair?Asanexhibitor,choosingtherighttradefairisessential.There’sanITtradeshowbeingheldnow.RanktheimportanceSelectatradefaircarefullySetarealisticbudgetCarryoutadvertisingandpublicityDesignthestandTraintheexhibitstaffSchedulethetimeSelectexhibitscarefully

GolfProisrelatively1)________tothegolfequipmentindustrybutisveryquicklyacquiringa(n)2)________foritsproducts.Itisnowoneofthe3)_________leadersinmetalwoodsandhasacomprehensive4)________ofclubsincludinganewrangeofladies'clubs.Itstop-of-the-rangeclubscost￡835.Allup-to-dateinformationonalltherangeoftheirclubsisgiveninthecompany’s5)_________brochures.

GolfProisrelatively1)newtothegolfequipmentindustrybutisveryquicklyacquiringa(n)2)reputationforitsproducts.Itisnowoneofthe3)worldleadersinmetalwoodsandhasacomprehensive4)rangeofclubsincludinganewrangeofladies'clubs.Itstop-of-the-rangeclubscost￡835.Allup-to-dateinformationonalltherangeoftheirclubsisgiveninthecompany’s5)latestbrochures.Part4LanguagefocusAExpressingawishtoestablishabusinessrelationshipWe’dliketocollaborateonthisventure.Thepurposeofthismeetingistoexplorepossibilitiesofdoingbusinesstogether.Wewelcomeanopportunitiestorenewbusinessrelations.IntroducingyourcompanyOurcompanymainlytradeinartsandcrafts.We’reasmallcompanybutwe’reflexibleandefficient.We’vebeeninthebusinessforfortyyears.WearetheoldestsilkproductsmanufacturingcompanyinChina.RequestsWhatdoyouthinkofourproducts?Wouldyouliketolookatourcatalogues?Woulditbepossibletohaveasample?Doyouhaveanyprintedmaterialsaboutthisproduct？Follow-uppracticeWhatisMr.LiboastingaboutwhenMr.Brownappearsinfrontofhisbooth?A.trousersB.T-shirtsC.suitsWhatadvantagedoesMr.LiNOTmentionabouthisproducts?A.theyaremodernandelegantinstyleB.theyareclassicinstyleC.thematerialretainsitslusterwithoutbecomingshinyHowmanycolorsdoMr.Li’ssampleshave?A.5B.6C.7WhatsizedoesMr.LiNOThave?A.SB.MC.XXXL5.WhatdoesMr.Brownthinkoftheproducts?A.thepriceishigherthanthatofothers’B.thestyleisoutofdateC.thequalityisnotgoodIsMr.Brownadecision-makeraccordingtothedialogue?A.yesB.noC.it’snotmentionedCBCCABPart5LanguagefocusBAskingforinformationWouldyouletmeknowyourfaxnumber？Whencanwemeettoworkoutadeal?Canyoutellmeabouttheseelectronictools?Isthereagoodmarketforthesearticles?RequestingpricesCouldyougivemeanideaofyourprices?CouldIhaveacopyofyourpricelist？Howmucharethey/isit?AskingfordeliveryWhataboutdelivery？Couldyoumakethedeliverysoon?Howlongdoesitusuallytakeyoutomakedelivery?Couldyouadvanceyourdateofshipment?AskingfordiscountsIsitpossibletogiveusmoreofadiscount?Howmuchdiscountareyouabletogiveusonthisorder?Ifourorderislarge,willyoubeabletogiveusadiscount?AdditionalvideoPart6

Video2View…Miss

Stewart,

why

did

you

want

to

exhibit

in

North

America?A.BecauseNorthAmericahasahugemarket.B.BecauseNorthAmericaisveryneartheUK.C.BecauseNorthAmericahasmanytradefairs.

How

did

Miss

Stewart

choose

the

right

tradefair?A.Accordingtothereputationofthetradefair.B.Accordingtothescaleofthetradefair.C.Accordingtotheinformationfromfairorganizers.WhatisNOTmentionedbyMiss

Stewartaspreparationbeforethetradefair?A.settingabudgetB.makingpricelistsC.drawingupdeadlines

ACBWhenagoodprospectturnsupatthetradefair,whatdidthestaffintheboothdo?A.Theyemphasizedkeyaspects.B.Theyfocusedoninnovation,qualityandpriceC.Theyemphasizedeveryaspects.

What

did

thestaff

do

after

theyreturnedtothecompany?A.Theyvisitedeachvisitors.B.Theyfollowedeachleadbye-mailorletter.C.Theytelephonedeachvisitor.

ABUnit3MakingEnquiriesKennethBears2520VisitaAvenueOlympia,WA98501JacksonBrothers348723rdStreetNewYork,NY1September12,ToWhomItMayConcernWithreferencetoyouradvertisementinyesterday’sNewYorkTimes,couldyoupleasesendmeacopyofyourlatestcatalogue?Iwouldalsoliketoknowifitispossibletomakepurchasesonline.YoursfaithfullyKennethBearsAdministrativeDirectorEnglishLearners&CompanyPart1

Warm-up

Discussion

Whatistheaimofthisenquiryletter?Whoisthereceiveroftheletter?Ifyouarethereceiver,whatwillyoudoafterreadingit?Part2ListeningPracticeTask1(1)FAS(2)FOB(3)C&FPart2ListeningPracticeQ:Whatdoestheimporterwanttobuy？A：2.Q:Whatkindofpricedoeshewanttoknow,FOB,CIForFAS？A：3.Q:Whydoeshewanttobuythegoodsfromthesupplier?A：4.Q:Whatdoeshelookforwardto?A：SteelscrewsinallsizesCIFBecausethesupplierisabletosupplylargerquantitiesatmoreattractiveprices.Thesupplier’sofferPart3LanguagefocusAEnquiringaboutpriceCouldyougiveussomeideaofyourprices?CanIhaveyourpricelist?Byhowmuchwillyoureducethepriceifweorder1,000unitsormore?EnquiringaboutshipmentHowlongdoesitusuallytakeyoutomakedelivery?Couldyoudeliverthegoodssooner?Couldyouadvancethedateofshipment?EnquiringaboutquantityHowmanycottonsheetsareyougoingtoorder？What’stheminimumquantityofanorder?Byhowmuchdoyouwanttoincreaseyourorder?QuotingpriceWecanofferyouaquotationbasedupontheinternationalstandard.Weareinapositiontoofferteafromourstock.Letmemakeyouaspecialoffer.QuotingquantityWecanonlysupplyyouwith20,000yardsofpuresilk.Thisisthemaximumquantitywecansupplyatpresent.Smallordersarealsowelcome.DiscussingthedateofshipmentI’msurethatshipmentwillbeeffectedaccordingtothecontractstipulation.I’msorrythatwecan’tadvancethetimeofdelivery.Follow-upPracticeWhendidMr.Smithreceivethesample?A.ThisweekB.LastweekC.ThisMondayWhatistheunitpricethatMr.Kimoffers?A.55.05B.55.55C.55.50HowmuchunitsdoesMr.Smithorder?A.1,000B.10,000C.100,000BywhattimeshouldMr.Kimdeliverthegoods?A.March13thB.March3rdC.March31st

B,C,B,CPart4Video1View…PayattentiontowhatJacquessaysandfillintheblanksJacquesneedsacoupleof1)________torenttohisguestsandasksRockytogivehima(n)2)________.Sincethetouristseasonis3)_________,heneedsthegoodsprettyquick.Aftertheyhaveadeal,Jacquesdecidesto4)_________byaletterofcredit.Jacquesneedsacoupleof1)speedboatstorenttohisguestsandasksRockytogivehima(n)2)pricequote.Sincethetouristseasonis3)aroundthecorner,heneedsthegoodsprettyquick.Aftertheyhaveadeal,Jacquesdecidesto4)paybyaletterofcredit.SpeakingAbuyerreceivesaproductcatalogueandapricelistfromaseller.He/Shecallsthesellerfordetailedinformationincludingthediscount,termsofpaymentandtermsofshipment.He/Shehopesthesellerwouldquotethemostreasonableprice.SampleA:IsthatMr.BillWhite?ThisisAndersonBushspeaking.B:ThisisBillWhite.WhatcanIhelpyou？A:IreadyouradvertisementintheABCcatalogueandaminterestedinyourproducts.B:Thankyou.Couldyoutellmewhatinterestsyou?A:Themusicalmobilephone.Iwonderifyourpriceshavechangedsincepublication.B:Sorry,ourpricesarethesameasintheadvertisement.Wehavenoimmediateplanstolowerthembecausethisstyleofmobilephoneisstillverypopularinthemarket.A:Isee.Idothinkit’salittleexpensive.B:Ifyouordermorethan10,000unitsbeforethisweekend,Icangiveyoua5%discount.A:Um,letmethinkitover.Part5LanguageFocusBCounter-offersPricenegotiationYourquotationisonthehighside.Youaskforatleast5%morethanyourcompetitorsdo.NoothersuppliershaveofferedpriceshigherthanyoursQuantitydiscussionMayIsuggestthatyoucutthequantityofyourorderbyhalf?Isthereaminimumorder?Canyougiveusanadditional200cases?ShipmentdiscussionIsthereanywaytomaketheshipmentearlier?I’mterriblyworriedaboutlateshipment.Unlesswereceivethegoodsweorderedwithinthenextsevendays,theorderwillbecancelledandplacedelsewhere.RefusinganofferDecliningpriceofferWeregretwehavetodeclineyouroffer.I’mafraidtheofferisunacceptable.Yourpriceistoohightointerestusintoenteringanegotiation.DecliningordersbecauseofquantityWecan’thandleanorderthatsmall.Wecan’tspiltacasetofulfillyourorder.Couldyoutakethewholecase?Wecan’tsupplyyouwithsuchalargequantityatpresent.QuestioningshipmentIt’snotacceptabletohavethegoodsunloadedanHamburg.Wedon’tthinkit’sagoodideatounloadtheChineseteasinLondon.Thedelayindeliverywillcauseinconvenience.WhatwouldyouconcernmostPart6Video2View…WhatisTominterestedinpurchasing?A.somesoftwareitemsB.somecataloguesC.somehardwareitemsWhathasTomseenbeforehistalkwithMr.Chen?A.theexhibitsandcataloguesofthecompanyB.thefactoryC.othersuppliers’productsWhatdoesTomwanttoobtaininaddition?A.bonusB.discountC.commissionWhatisMr.Chen’sattitudetowardscommission?A.therewillbenocommissionB.ItdependsonthesizeoftheorderC.Itdependsonthepriceofthegoods5.HowmuchcommissiondoesTomaskfor?

A.oneortwopercentB.twopercentC.twoorthreepercentCACBCUnit4NegotiatingpricesPart1Warm-upYoushould1)________morethan2)_________.(speak/listen)Remember:Never3)_____butalways4)_______.(askquestion/interrupt)Don’tbe5)_______wiseand6)______foolish.(penny/pound)Being7)_______isapowerfultool.Being8)______isonlydestructive.(assertive/aggressive)Sellersshouldaskfor9)______thantheyex