新视野商务英语下
新视野商务英语视听说(第三版)(下) Unit 4_电子教案
教案课程名称新视野商务英语视听说(第三版)(下) 课时班级专业教师系部教研室教材《新视野商务英语视听说(第三版)(下)》1Unit 4 Negotiating Prices Learning Objectives（教学目标）2Business Profile（内容概览）Price Negotiation StrategiesExporters, particularly small and medium-sized enterprises (SMEs), in developing countrieswho may be entering new markets, often face problems in initiating negotiations with importers, agents and buyers, in the target markets. These difficulties generally centre on pricing questions and particularly on the fact that prices may be considered too high. Although price is only one of many issues that have to be discussed during business negotiations, too frequently it tends to influence the entire negotiation process. New exporters may be inclined to compromise on price at the beginning of the discussions, thereby bypassing other negotiating strengths that they may have, such as the product’s benefits, the firm’s business experience and its commitment to expor ting quality products. As pricing is often the most sensitive issue in business negotiations, the subject should be postponed until all the other aspects of the transaction have been discussed and agreed upon.It is estimated that about 80% of the issues negotiated are of a non-price nature. Decisions to place export orders involve a long-term commitment and are, in any case, rarely made on the basis of price alone but rather on the total export package. This is particularly so in markets where consumers are highly conscious of quality, style and brand names, where marketing channels are well structured, and where the introduction of the product in the market is time-consuming and expensive.By presenting a more comprehensive negotiation package in a well-planned and organised manner, exporters should be able to improve the effectiveness of their business discussions and, in the long term, the profitability of their export operations.Tactics in negotiationsAn importer may reject an exporter’s price at the outset of the discussions simply to get the upper hand from the beginning of the negotiations, thereby hoping to obtain concessions on other matters. The importer may also object to the initial price quoted totest the seriousness of the offer, to find out how far the exporter is willing to lower the price,3to seek a specific lower price because the product brand is unknown in the market, or to demonstrate a lack of interest in the transaction as the product does not meet market requirements.If the importer does not accept the price, the exporter should react positively by initiating discussions on non-price questions, instead of immediately offering price concessions or taking a defensive attitude. Widening the issues and exploring the real reasons behind the objections to the price quoted will put the talks on a more equal and constructive footing. Only by knowing the causes of disagreement can an exporter make a reasonable counter-offer. This counter-offer need not be based merely on pricing. It can cover other related aspects.To meet price objections, some exporters artificially inflate their initial price quotations. This enables them to give price concessions during the opening of the negotiations without taking any financial risks. The danger of this approach is that it immediately directs the discussions into pricing issues at the expense of the other important components of the marketing mix. Generally such initial price concessions are followed by more demands from buyers that will further reduce the profitability of the export transaction. For instance, the buyer may press for concessions on:● Quantity discounts● Discounts for repeat orders● Improved packaging and labelling (for the same price)● Tighter delivery deadlines that may increase production and transport costs● Free promotional materials in the language of the import market● Free after-sales servicing●Supply of free parts to replace those damaged from normal wear and tear● Free training of staff in the maintenance and use of the product● Market exclusivity● A long-term agency agreement● Higher commission rates● Better credit and payment terms4To avoid being confronted by such costly demands, an exporter should try to determine the buyer’s real interest in the product from the outset. This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then should suitable counter-proposals be presented.Planning negotiationsTo achieve a favourable outcome from the negotiations, an exporter should draw up a plan of action beforehand, which addresses a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the product. It should also include developing counter-proposals if objections are raised on any of the exporter’s opening negotiating points. The preparations should thus involve formulating negotiating strategies and tactics. Market researchIn order to be able to supply a potential customer with what they need, it is necessary to know the market. This requires research. An exporter should assess competition from both domestic and foreign suppliers and be familiar with the prices that they quote. The distribution channels used for the product and the promotional tools and messages required should also be examined. Such information will be valuable for the seller in negotiation with buyers. The more that is known about the target market and the buyers for the products concerned, the better the exporter is to conduct the negotiations and to match the offer to the buyer’s needs.Supply assessmentMaking counter-proposals also requires detailed information on the costs of the exporter’s production operations, freight insurance, packing and other related expenses. An exporter should carry out a realistic assessment of the quantities that can be supplied and the schedule for supplying them. As part of the preparations for negotiations, an exporter should list any potential price objections the buyer could have towards the offer being presented, along with all possible responses.5Language Expansion（语言扩充）Useful negotiating phrasesTalking about commission67Text Bank（扩展阅读）Managing the Sales Negotiation ProcessWe may hear the following expressions in the course of negotiating:“You’ve got to drop your price by 10% or we’ll have no choice but to go with your competition.”“You’ll have to make an exception to your policy if you want our business.”“I know that you have good quality and service, but so do your competit ors. What weneed to focus on here is your pricing.”“I agree that those special services you keep bringing up would be nice, but we simplydon’t have the funds to purchase them. Could you include them at no additional cost?”Every time you hear statements like these, you’re in the middle of a difficult sales negotiation. How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be. In order to give you a real edge in your sales negotiations, some key points have been listed below.Don’t believe everything you see or hear.Part of a good salesperson’s skill is to learn to read people and situations very quickly. However, when it gets down to negotiating, you have to note down everything you see and hear. Buyers are good negotiators, and thus they are good actors. You may be the only person who has what he needs, but everything he does and says, from body language to the words he uses, will be designed to lead you to believe that unless he gets an extra 10% off, he’s going with the competition. Be skeptical. Be suspicious. Test, probe, and see what happens.Don’t offer your bottom line early in the negotiation.How many times have you been asked to “give me your best price”? And have you ever given your best price only to discover that the buyer still wanted more? You have to play the game. It’s expected. If you could drop your price by 10%, start out with 1%, or 2%, or 4%. Leave yourself room to negotiate some more. Who knows—you may get it for a 2% reduction. You might have to go all the way to 10%, but often you won’t. A little8stubbornness pays big dividends.9Discussion:1. What negotiating skills are introduced in this passage?2. What do you think of the business negotiation procedures?10补充教学资源Video 1Price negotiationMr. Welsh: Hello, Mr. Wang. We received the samples you kindly sent to our headquarters. Thank you very much. We’re impressed by both the quality and the variety of your products. Mr. Wang: Thanks, and welcome to our factory. I hope you enjoyed the tour around some of our workshops.Mr. Welsh: Yes, we actually picked up several products from your catalogue after the tour. We may be able to give you a trial order. Now I’d like to know if we place a firm order with you, when can you deliver the goods?Mr. Wang: It depends on how many items you choose and what quantity. Normally for one container order, we can deliver the goods within 60 days.Mr. Welsh: That’s good. OK, let’s work through this list now.Mr. Wang: (After reading the list) Mm, I see, Mr. Welsh. You’ve only selected 4 items so we can guarantee delivery. This is the unit price of each product (showing him the prices).Mr. Welsh: Fine. But it seems to us that your price is much higher than other suppliers’ in China. We are currently doing business with some factories in Shenzhen.Mr. Wang: We know some factories give lower prices but their quality is poor. You see, the surface of our products is very smooth. And after the tour, you must have an idea how well our manufacturing environment meets international sanitary standards. Considering the quality, our price is very reasonable.Mr. Welsh: We don’t deny that. But if you can give us a little discount, we can start up a long-term relationship.Mr. Wang: You’re really tempting me. OK, what’s your quantity then? Generally, we’re not allowed to give discount at this price. But if your order is large enough, I can offer you a special discount.Mr. Welsh: For the large plastic chair and the trolley, we can take 1,000 pieces of each andmuch more later on after this trial order.11Mr. Wang: 1,000 pieces… Well, since it’s our initial transaction, I’ll give you a 10% discount on these two items.Mr. Welsh: 10%? Another company gives us a 15% discount for that size of order. You know, an incentive discount encourages the buyers and helps expand your business.Mr. Wang: Of course, I know, but that is too high a rate. Frankly speaking, the maximum discount we can grant is 10%.Mr. Welsh: Then how about the food box and cup container? Also 10%? We would like to order 800 food boxes and 500 cup containers to start.Mr. Wang: I’m afraid we can’t do that. You know, the price of the raw material has been rising steadily. There’s no profit margin left at tha t price.Mr. Welsh: Come on, of course there is. By the way, we don’t need the scale on the cup container. How about reducing the price of the container to US$2 from your original US$3? Mr. Wang: Well, it’s really hard…Mr. Welsh: Well, we could meet each other half-way. That would conclude the deal.Mr. Wang: You certainly have a way of talking me into it. All right, let’s each make some concession. You increase the food box order to 1,000 pieces, OK?Mr. Welsh: Fine, no problem.Mr. Wang: You really drive a hard bargain! But we look forward to a long partnership.Video 2Price and commissionMr. Fang: Hello, Mr. Leeser. I’m very glad to meet you.Mr. Leeser: Likewise. This is interesting. Do you think the colour is right for the European market? And… what is the price for this wooden angel?Mr. Fang: No problem. You definitely have good taste. We have many Europeancustomers who are buying this Christmas range. The price is US$8, FOB Shanghai.12Mr. Leeser: US$8? Your price is much higher than the other offers we’ve received even just in this exhibition hall.Mr. Fang: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers’. You must take that into consideration.Mr. Leeser: I agree with you. That’s why I’ve come to your booth. This time I intend to place a large order, but business is almost impossible unless you can give me a discount.Mr. Fang: We can talk about that later. What’s your line of business?Mr. Leeser: We mainly sell gifts and decorations for Christmas, Easter and other traditional holidays. Christmas is our largest concern. Our annual sales can reach US$10 million.Mr. Fang: Good. We’ve been a large producer of these items for years. You see, not only is our quality much better than others’, but our product range is more diverse. You can always find the best of anything you want.Mr. Leeser: So, if you can give me best price for this first order, we can start a long-term relationship. For example, what is the price for these Santa Clauses?Mr. Fang: For the metal ones: US$20. The wooden ones: US$15. There are 8 differentstyles and 3 sizes for each type.Mr. Leeser: If I choose several items of this kind, what’s the minimum order?Mr. Fang: 100 pieces for each item number and a minimum of 10 items.Mr. Leeser: How about the discount? I can place an order for two containers to start.Mr. Fang: If so, we can grant you a very special discount of 8%.Mr. Leeser: 8%? I can hardly accept that as a special term according to the offers I’ve had today. I’d say 15% would be more like it. Some other companies have already promised us that.Mr. Fang: That really leaves us with nothing. Our maximum is 10%. You know, the price of these products tends to go up as winter comes and there’s heavy demand for them.Mr. Leeser: OK, I’ll make that concession for the sake of the beautiful colour of your products. By the way, have you thought of choosing a commissioned sales representative or agent overseas to promote your sales?13Mr. Fang: Yes. So far, we have several agents abroad but none in Germany.Mr. Leeser: We’re willing to be your agent in Germany for Christmas gifts and decorations. What’s your usual commission rate?Mr. Fang: Usually, we give a commission of 4% to our agents.Mr. Leeser: 4% is too low. You see, we’d have a lot of work to do in promoting sales, such as advertising on radio or TV, printing brochures and so on. It all costs.Mr. Fang: Don’t worry. We’ll allow you a higher commission rate if your sales are substantial. For example, if you sell US$2 million worth of gifts annually, we can allow a 3% commission. But, if the annual turnover exceeds US$5 million, we can offer a 5% commission. What do you think of that?Mr. Leeser: It sounds OK. We’d like to sign an agency agreement with you simultaneously when we sign the contract for this trial order.Mr. Fang: No problem. After you’ve chosen the products, we’ll work them both out for you to sign. We can do it within 3 days. Will that be suitable?Mr. Leeser: Fine, one more question. When can you deliver the goods?Mr. Fang: 60 days after the sales confirmation is signed.14。
新视野商务英语视听说下听力原文（Unit7）
新视野商务英语视听说下册第7单元听力原文Listening Practice Task 2-1 (B for Buyer; S for Seller)S: Can I help you, sir?B:I’d like some information about your microwave ovens.S: OK. What would you like to know?B: What’s your most popular model?S: Well, our most popular model is the B414. Here, this one. As you can see, it looks good and the price is low.B: What’s the target market?S: It’s for people with small kitchens.B: I see. How many colours?S: It comes in 3 colours– white, black and grey. The white one is the best seller. B: Does it have any special features?S: Yes, its user-friendly design. You can try it to see. It’s easy to operate.B: Hmm, how about the warranty?S: 12 months.B: And how much is it?S: The trade price is 48 US dollars.B: That’s not bad. One more question: what about delivery?S: We can deliver within 5 days.B: OK. Thank you. I’ll get back to you. Task 2-2 (S for Seller; C for Caller)S: Hello. Jason Office Products. What can I do for you? C: I’m calling about office furniture and equipment.S: Could you tell me what you need? C: Well, I think we need 2 filing cabinets with locks that are suitable for files with large pages. Is that type of cabinet available?S: Yes. We have 3 kinds of those cabinets available right now, two with three drawers and one with 4 drawers. C: I prefer the one with four drawers. It will hold more files , right?S: Yes, but it takes up more room. It’s 54-and-a-half inches high and 16 inches wide. C: That’s fine. Hmm…I need to know how deep each dr awer is.S: 39 inches. C: What’s the unit price?S: It has been selling for a 20% discount since yesterday. It’s only $748 now. C: It’s still expensive.S: Yes, it’s not cheap, but I’m sure it’s the best cabinet you’ll find in town. It’s all steel and the guarantee period is 18 months! C: Have you got any wooden computer desks?S: Yes, we have some very stylish multipurpose wooden desks. C: How big are they? S: They come in different sizes. C: You see, our office is not large. The desk can’t be wider than 50 inches.S: In that case, I would recommend the SAFCO desk. It’s 48 inches wide, 27 inches deep and about 30 inches high. C: That will fit perfectly! How much is it?S: The list price is $289, but you can have it now for $199. It’s on sale. C: That’s not bad! I’ll probably take it.S: Would you like to place an order now? C: Oh no, not yet. I need to look at it before I buy it.S: I think you’re right. C: Oh, I forgot one more thing: the printer! You sell printers, don’t you?S: Yes, we have a big collection of printers here. Which brand and model would you like? C: I’m not sure. I think we want something inexpensive but good quality.S: I suggest you buy the EPSON inkjet colour printer. It’s the best choice if you have a limited budget since it only costs about $112. C: How big is it?S: It’s quite small in size, about 8 inches long, 6 inches wide and 4 inches high.S: Well, that sounds like what I want. I’ ll drop in this afternoon. Thank you.C: My pleasure.3. Language Focus A Task 1Do you have friends or family members you would like to see more often? When you phone colleagues, would you like to see their faces? The ViaTV Desktop videophone means that you can! As you can see, it’s small, elegant and ideal for the office or home, even fo r business trips. It’s very easy to set up: all you need is a touch-tone phone. You don’t need a computer or any special software. It’s also very easy to use, as easy as making a normal telephone call. The ViaTV Desktop videophone has many features. Fist, it has full-colour motion video which means you can see the other person’s gestures and changes of expression. The picture quality is excellent. Second, it has an adjustable picture setting that enables you to change the mode to get an ideal image even for viewing designs or documents. Third, its audio quality is exactly the same as the normal telephone call. In addition, the ViaTV Desktop videophone has a preview mode so that you can check what you look like before the other person sees you! And finally, the privacy mode is an important feature. You can use it to block the image but keep the voice connection. Now, of course, just as any means of communication, it’s worthwhile to have a set. We have a special offer on at the moment, so now is the time to buy the ViaTV Desktop videophone. Put yourself in the picture! 4. Video 1 (B for Buyer; S for Seller)S: Good morning.B: Good morning. Having you got the Canon iR2270 photocopier?S: Yes, madam. It’s right here.B: Great! How much is it?S: Let me see… iR2270, hmm, $2450.B: Woo, it’s not cheap!S: Yes, the price is a bit high, but it makes the best copies in the shortest time. It has been the best seller for 3 months.B: I know it’s good. We have one in our office. But I’m afraid my boss won’t like t he price. Can you give discounts for bulk? We want to buy 4 of them.S: In that case, we can cut the price to $2330.B: $2330… That’s about a 5% discount. Right?S: Yes, that’s the lowest price we can offer.B: OK. How long is the warranty? One year?S: Three years from the date of purchase.B: Good. How about its after-sales service? You know, photocopiers have jamming problems all the time. It’s a real nuisance!S: I can assure you that you won’t have much problems with this model. Besides, we offer free on-site service for the length of the warranty. And then $150 a year after that.If there’s something wrong with the machine, just contact us. We’ll send a technician over as soon as possible.B: Good. And what about the guarantees?S: Well, there’s a 7-day money-back guarantee if you’re not satisfied with the machine. Or if you have any problems, just bring it in and you can have a refund. B: Fine. Oh, one more thing. How soon can you deliver them to our office?S: Well, I’m afraid there’s a slig ht delay on orders at the moment. We could send them to you at the end of the month.B: You mean we have to wait for 3 weeks!S: I’m afraid so.B: That will be too late! We need them next week.S: Er, how about this one, iR2010? We have plenty of this in stock. If you place the order now, you can have them by tomorrow at noon.B: I don’t know. How does it compare with iR2270?S: They are a similar size and have similar functions. The only difference is iR2270 can print 22 copies a minute, while iR2010 prints 2 copies less.B: That doesn’t matter. How much is this one?S: $2200 each, if you buy 4.B: $2200. That’s…S: That’s $130 less than the iR2270.B: Sounds not bad. I think we could have these.S: Do you want to place the order now?B: Yes. But can you first show me how it works?S: Sure. You see these buttons here? 5. Language Focus B Task 1 From Honda Motor Company comes a new small, lightweight humanoid robot named ASIMO that is able to walk in a similar manner to a human being’s.。
unit 4 negotiating prices 新视野商务英语视听说下 U4(学习通)
www.dutp
Negative effect on the deal
There are number of problems on the table. It seems that we still have a long way to go
before the agreement.
Summarize progress and areas of
Negotiating Prices
UNIT 4 CONTENTS
Warm-up Part I
Language Focus A Part III
Language Focus B Part V
Business Culture Part VII
Part II Listening Practice Part IV Video 1 Part VI Video 2
Task 1 Listen to the following sentences. Then fill in the blanks with the appropriate phrases from the list.
Task 2
1. Nick Donald is the manager of a clothes manufacturing company. He is talking about their regulations on giving discounts and commission. Listen to the conversation and then decide if the following statements are true (T) or false (F).
Welsh:
Hello,
新视野商务英语视听说(下)：第四版教学课件U2
Work in pairs. Look at the chart which shows reasons why people visit trade fairs. Then discuss the following questions.
Task 1
Listen to an introduction to Expo 2010 Shanghai China and decide whether the following statements are true (T) or false (F).
Trade Fairs
UNIT 2 CONTENTS
Warm-up Part I
Language Focus A Part III
Language Focus B Part V
Business Culture Part VII
Part II Listening Practice Part IV Video 1 Part VI Video 2
Script
Mr. Robbins: As an exhibitor, choosing the right trade fair is essential. If the trade fair is too specialist or too broad, it’s unlikely to attract visitors who want to buy what you sell, and participating in trade fairs can be a waste of time. So, you see, when you attend a trade fair, you should make sure you know what kind of customers you want to reach and what you want to achieve. John: Anything else I should know? Mr. Robbins: One more thing. You should make specific and measurable goals. If you choose your fair carefully and give yourself plenty of time to plan your goals, you’ll have a good chance of doing good business. John: Good. You really are a specialist. Thank you. Mr. Robbins: You’re welcome, John. By the way, there’s an IT trade show being held now. It might be a good idea for you to go and have a look. You’d get an idea of what’s going on. John: Thank you, I will. That’s a good idea.
新视野商务英语视听说第四版下册u7
新视野商务英语视听说第四版下册u7第一部分：主题概述1.1 介绍在新视野商务英语学习系列中，第四版下册的第七单元是关于文化多样性的。
这个主题在今天的全球化社会中变得越来越重要，因此学习这一主题将有助于我们更好地了解不同文化之间的差异和共同点。
1.2 主题重要性和意义文化多样性不仅是我们个人成长和发展的重要组成部分，也是商务交流中需要考虑的重要因素。
通过学习这一主题，我们可以更好地了解他人的文化，增进彼此之间的理解和尊重，从而更有效地进行商务沟通和跨文化合作。
第二部分：深度探讨2.1 文化多样性的定义和范围文化多样性指的是来自不同地区、国家或民族的人们之间的文化差异。
这包括语言、宗教、价值观念、习俗、传统等方面的差异。
在商务环境中，文化多样性也体现在商务礼仪、谈判风格、决策方式等方面。
2.2 文化多样性对商务交流的影响不同文化背景的人们在进行商务交流时，往往会受到自己文化的影响。
这可能导致在沟通方式、谈判技巧、合作模式等方面出现误解和冲突。
因此了解文化多样性对商务交流的影响至关重要，可以帮助我们更好地应对跨文化交流中可能遇到的问题。
2.3 跨文化合作的挑战与机遇跨文化合作往往伴随着挑战，但同时也带来了机遇。
挑战主要来自于文化差异带来的沟通障碍、信任缺失以及合作协调的困难。
然而，跨文化合作也为我们提供了更广阔的发展空间和更丰富的思维碰撞，可以促进创新和知识的交流。
第三部分：个人观点和理解在我看来，文化多样性是我们今天这个多元化世界所必须面对和适应的。
作为一名商务人士，我们应该尊重并学会理解不同文化背景的人们，建立跨文化的合作关系。
这需要我们具备一定的跨文化交流技巧和跨文化管理能力，以更好地应对国际商务环境中的挑战和机遇。
第四部分：总结与回顾通过对新视野商务英语视听说第四版下册u7主题的深度探讨，我们更全面地了解了文化多样性对商务交流的影响，以及跨文化合作所面临的挑战与机遇。
在个人观点和理解方面，我们也意识到了尊重文化多样性的重要性。
新视野商务英语视听说(下)：第四版教学课件U4
How to organise your negotiation
Follow-up Practice
1. Listen to the dialogue and complete the following sentences.
4%
personnel 40%
expenses publicity
next year
Script
Mr. Welsh: Fine. But it seems to us that your price is much higher than other suppliers’ in China. We are currently doing business with some factories in Shenzhen. Mr. Wang: We know some factories give lower prices but their quality is poor. You see, the surface of our products is very smooth. And after the tour, you must have an idea how well our manufacturing environment meets international sanitary standards. Considering the quality, our price is very reasonable. Mr. Welsh: We don’t deny that. But if you can give us a little discount, we can start up a longterm relationship. Mr. Wang: You’re really tempting me. OK, what’s your quantity then? Generally, we’re not allowed to give discount at this price. But if your order is large enough, I can offer you a special discount. Mr. Welsh: For the large plastic chair and the trolley, we can take 1,000 pieces of each and much more later on after this trial order.
新视野商务英语(下)学生用书外研版2003年8月第1版
Senior managers or company officers head the various departments or functions within the company,which may include the following.
a.Marketing
b.Public Relations or PR
3.What does this involve?
2.What is his principal role in the company?
1.What contributed to Mr Guerin's transition from general worker to a managerial position?
Unit 2 Recruitment
招聘
Key vocabulary
When a company needs to recruit or employ new people,it may decide to advertise the job or position in the appointments section of a newspaper.
Many large retailers operate from out of town locations with parking facilities,known as either hypermarkets(over 30,000 square metres) or superstores (under 30,000 square metres).
3.Listen to part 2 and answer the questions.
新视野商务英语第三版下册听力原文
新视野商务英语第三版下册听力原文Unit 3Part 2A: Good morning, Paper Mill plc。
How can I help youB: Good morning。
Can I talk to Pail Oman, pleaeA: Who’ calling pleaeB: Simon Weller, calling from Singapore。
A: Well, Mr。
Weller, I’m afraid Mr。
Oman i not available at the moment。
He ha jut left for a workhop。
B: I’ll try hi cellphone。
Could you give me the number, pleaeA:。
B: Jut let me check that。
A: That’ right。
B: Thank you。
Bye。
Part 32、Operator: Hello, ABC Ltd。
How can I help youPaul: Thi i Paul Jackon of Grandioe。
Can I have etenion 3421, pleaeO: Certainly, hold on a minute, I’ll put you through。
Roy: Louie Paulon’ office, Roy peaking。
P: Thi i Paul Jackon calling。
I Louie inR: I’m afraid he’ out at the moment。
Can I take a meageP: Ye。
Could you ak her to call me at 979-326-8965、 I need to talk to her about the order; it’ urgent。
新视野商务英语视听说(下)：第四版教学课件U9
Reference answer: Sales have been rising steadily during the last three months. Sales fell suddenly/increased gradually during last month. The sales of the product reached a peak in August. Sales of the new product have been showing an upward trend since it was launched
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00:05 / 03:00
2. Watch the video again and complete the following chart.
新视野商务英语(下册)大纲_英语考试_外语学习_教育专区.doc
一、课程的性质、目的与任务《新视野商务英语是听说（下册）》视为高等院校培养“英语+专业”的复合型涉外人才而编写，旨在培养学生在各种商务环境下熟练运用英语知识与技能的能力。
本教材注重英语听说技能在各种商务活动中的实际应用，其设计贯穿了一个基本理念：让学生在商务环境中学习英语，通过英语获取商务知识，提高技能。
建立商务英语专业人才培养的“宽，厚, 活”的模式，即“宽”基础能力，“厚”专业能力，“活岗位群适应能力的三维能力模式。
“宽”基础能力，要求学生具有较宽的英汉语言文化知识，具有扎实的英语听，说，读，写, 译得基本功，以适应终身教育与学习化社会发展的需要；“厚”专业能力，要求学生拓宽专业口径，夯实专业基础，不断加大经贸，金融，管理等专业主干课程的“双语”力度和范围, 掌握-•般的经贸金融知识基础，突岀专业的复合性；“活”岗位群适应能力，要求学生增强适应未來岗位群的综合化特征的能力,通过模块化方向课程的设置，扩人专业选修课的范围, 参加相关专业的辅修课程的学习，加强实践，增强毕业后的择业能力和竞争能力。
二、课程内容及基本要求《新视野商务英语是听说（下册）》中共有十个单元，每个单元由大致有两个Language Focus. 在教学过程中Language Focus A和Language Focus B都需粕讲。
Unit 1 3学时基本要求：本单元的主题是关于A Factory Tour,通过本单元的学习，学生应该知道如何为血试做准备，如何回答关于个人的具体问题，如何处理一些不合时宜的问题。
Unit 2 3学时基木要求：木单元的主题是关于Trade Fair,通过木单元的学习，学生应该掌握对工作及职责的描述，了解公司的各个岗位及部门；会表达对工作的满意和不满意。
Unit 3 3学时基本耍求：本单丿匸的主题是关于Making Enquiries,通过本单元的学习，学生应该能够回答电话，如何接通电话，留口信，处理电话的一些特殊情况.Unit 4 3学时基本要求：本单元的主题是关于Negotiating Prices,通过本单元的学习，学牛•学握少会议有关的词汇，能够了解一般会议的组成耍素，并且能够熟练地运用会议的沟通技能。
新视野商务英语视听说第四版下unit2
新视野商务英语视听说第四版下unit2Part 11. What is the main topic of the unit?The main topic of the unit is communication.2. What is the main benefit of effective communication?The main benefit of effective communication is that it helps people to understand each other better and to achieve their goals more effectively.3. What are some of the barriers to effective communication? Some of the barriers to effective communication include language differences, cultural differences, physical barriers, and emotional barriers.4. What are some strategies for overcoming language barriers? Some strategies for overcoming language barriers include using simple language, avoiding slang and idioms, and providing written materials in the person's native language.5. What are some strategies for overcoming cultural barriers? Some strategies for overcoming cultural barriers include learning about other cultures, being respectful and open-minded, and avoiding stereotypes and assumptions.Part 21. What are some common methods of communication in business? Some common methods of communication in business include phone calls, emails, letters, memos, presentations, and face-to-face meetings.2. When is face-to-face communication preferred?Face-to-face communication is preferred when the message is complex, when there are sensitive issues to discuss, or when building relationships is important.3. What are some advantages and disadvantages of using email for communication?Some advantages of using email for communication include speed, convenience, and the ability to send attachments. Some disadvantages include the potential for misinterpretation, the lack of nonverbal cues, and the possibility of information overload.4. How can businesses ensure effective communication with employees?Businesses can ensure effective communication with employees by establishing clear communication policies, providing training and resources, listening to employee feedback, and maintaining an open and transparent culture.5. What are some factors to consider when communicating with people from different cultures?Some factors to consider when communicating with people from different cultures include language differences, cultural norms, nonverbal communication, and personal values and beliefs. It is important to be respectful, open-minded, and willing to learn.。
unit 6 terms of payment 新视野商务英语视听说下 U6
• Zimbabwe is a mineralrich矿产丰富
• southern African country. • It became independent in
1980 • and was a British colony
before independence. • At the beginning of
Generally, the clause(从句,分句;条款) dealing with the payment consists of four basic elements: time, mode, place and currency of payment.
The purpose of exporting is to get payment. Only when payment has been received can a process of transaction be completed.
款人或者持票人的票据。
Procedure of using bill of exchange
① issue drawer
出票人
② present
payee
( 提示) payer/drawee
收款人 ③ accept, pay 付款人 / 受票人
出票人本人签发给受款人的、保证在见票时或在指定 的或可确定的将来某一时间无条件支付一定金额的书 面承诺。
Learning Objectives
• 1. To know about payment terms； • 2. To learn how the phrases and expressions
about payment; • 3. To learn how to write a business letter
新视野商务英语视听说(下)：第四版教学课件U1
Script
Script
Follow-up Practice 1. You will hear a dialogue between Thomas and Richard when they have a factory tour. Listen to the dialogue and choose the correct answer to each question.
manufacturer services
showcase
various
aerospace
production advanced
producer
globe
leader
Script
2. You will hear a dialogue between a visitor and a receptionist in the reception room. Listen to the dialogue and decide whether the following statements are true (T) or false (F).
(1) f (2) e (3) g (4) j (5) c (6) h (7) b (8) a (9) d (10) i
Script
Task 2
1. Boeing is the world’s leading aerospace company and the largest manufacturer of commercial jetliners and military aircraft combined. Listen to the introduction of the Boeing Everett Factory tours and choose the proper word to fill in each blank.
新视野商务英语视听说(下)：第四版教学课件U7
Follow-up Practice
1. You will hear three conversations between sellers and buyers. Listen and complete the table below.
July
by the end of September
Conversation 2 A: Well, I’d like to know when you can ship the goods. B: In July, I think. A: That’s too late. Is there any possibility for you to advance the shipment to the middle of June? B: I’m afraid not, Mr. Smith. You know, there are only two direct steamers sailing for your port, and shipping is already fully booked from now to the end of June.
C
Script
A: Well, I’d like to know when you can ship the goods. B: In April, I think. A: That’s too late. Is there any possibility of you bringing shipment forward to February? B: I’m afraid not, Mr. Smith. You know, there are only two direct steamers sailing for your port, and shipping is booked up from now to the end of March. A: Oh, that’s too bad. We really need the goods urgently. April is the best season for this commodity. In order to catch the season, we were hoping you could deliver the goods before the end of February. B: How about transshipment? There’ll be a ship leaving Tokyo for your destination port in February. We might be able to get the goods to Tokyo in time to catch that ship.
新视野商务英语(下)Unit 8
Language points
issue n/vt. 问题，发行，放出 Nowadays all the businesses attach importance to the issue of global warming. 现在所有的企业重视全球变暖问题。
The central bank is responsible for issuing currency and setting a nation’s monetary and financial policy. 中央银行负责发行货币制定国家的货币金融政策。
becomes a _s_h_a_r_e_h_ol_d_e_r_(_U_S__st_o_c_k_h_o_ld_e_r)and owns a part of ( or has a _s_t_a_k_e in) a company. Shareholders can make money by receiving __d_iv_id_e_n_d_s, paid as a proportion of a company’s annual profits, and when the value of their shares increases. A company can also borrow money from investors by issuing _b_o_n_d_s, loans
___in_s_ti_t_ut_i_o_na_l_i_n_ve_s_t_o_rs_ or the general public. Different types of shares or __e_qu_i_t_ie_s are available, but the most common are known as _o_r_d_in_a_r_y_o_r__c_om__m_o_n_s_h_a_r_e_s _(_U_S__co_m_m__o_n_s_t_oc_k_). When an investor buys a share, using the services of a specialist company or __b_ro_k_e_r , he or she
新视野商务英语(下)Unit1 COMPANY STRUCTURES
1
We use the present perfect + for to show
the duration of an action, and the present perfect + since to show when an action began.
I’ve known her for three months. I’ve known her since July. We often use the present perfect with these adverbs: just ever never lately so far up to now
Financial
Key vocabulary
company detail structure marketing literature annual report presentation information founder key dates events shareholders management workforce organization chart board of directors managing director Senior management middle management
Objectives
When the learners finish learning this unit, they should be able to
providing information on some companies
structures collecting information on some companies structures.
Words and expression
新视野商务英语视听说(下)：第四版教学课件U6
Script
Task 2
1. Work in pairs. Match the questions with the corresponding answers. Then listen to the dialogue between the interviewer and the interviewee and check your answers. b a
Korean Won
Canadian Dollar
Task 1 You will hear an exporter talking about basic methods to receive payment for products sold abroad. Rank the following methods of payment in order from most secure for the exporter to least secure. Then listen and check your answer.
expenses
procedures
actual payment
collecting
non-payment
Script
Follow-up Practice 1. Listen to the dialogue about the opening of an L/C between Linda Jones, the accountant with Italian BAK Export and Import Co., and Brian Martin, a bank clerk. Then choose the correct answer to each question. b c