商务英语函电u4

【课题】UNIT 4 Counter-offersⅠ

【教材版本】

闫兴伯黄宪西.中等职业教育国家规划教材——商务英语函电（国际商务专业）.第二版.北京：高等教育出版社，2006

【教学目标】

知识目标：熟记本单元（还盘）的常见词汇和句型。

能力目标：1. 了解并掌握要求降价还盘的业务思路和信的结构安排。

2. 能看懂并正确书写要求降价还盘的书信。

【教学重点、难点】

教学重点：能正确书写要求降价还盘的书信。

教学难点：能正确书写要求降价还盘的书信。

【教学媒体及教学方法】

制作PPT。

演示法、讲授法、分组讨论法。

【课时安排】

2课时（90分钟）。

【教学过程】

第一环节导入

1. 复习询盘和报盘的信的结构安排。

2. 学生讨论问题：（见PPT）

What does a counter-offer letter usually include?

对某些交易条件讨价还价，表明自己的要求或意见。

第二环节新授课

1. Pre-Study

（1）Terms to Learn

A. 教师带读，学生跟读P47-P50的常见词汇。

B. 学生理解并熟记这些单词和表达方法。

（2）Useful Sentences

A. 教师带读，学生跟读本单元的常用句型。

B. 学生理解并熟记这些表达方法。

2. Request for Lower Price

（1）掌握要求降价还盘的业务思路及信的结构安排（见PPT）

A. 还盘信需要给出适当的理由，选择适当的角度，提出适当的条件。

B. 要求降价还盘信要注意表明：要求降价的理由和提出降价的幅度。

C. 要求降价的理由如下：报价高于当地市价、可以用较低的价格获得类似质量的商品、可以从别

的供应商处以较低的价格购进该商品、该商品的市场疲软等。

D. 开头句或开头段。

还盘信都是回信，要求降价的还盘信首先仍要感谢对方的报盘，接着表达不能接受报价的歉意。

E. 结尾句或结尾段。

强调希望继续磋商的愿望。

（2）帮助学生读通和理解信文。（NOTES见PPT）

A. In reply to your letter of February 3. 此复你们2月3日的来信。

in reply 此复类似的表达还有：in answer to in response to

B. … we regret to state …抱歉地告知

类似的表达还有：We very much regret to inform (say) that …

Much to our regret, we learnt that …

We note (find) with regret that …很遗憾地获悉

We feel regretful that …我们感到遗憾/抱歉…

C. out of line with the current market level 与市价脱节/与现行价格不一致

类似的表达还有：be unworkable 价格做不开

be too high for the market 太高于此地市场

be on the high side 偏高

相反意思的表达有：in line with 与…相一致

D. the current market level 市价/现行价格

类似的表达还有：the present price / the ruling price / the prevailing price

the going price / the prevalent price

E. be declining 市场下跌

类似的表达还有：weak 疲软

相反意思的表达有：strong /firm 坚挺（或有上涨趋势）

be advancing 上涨

active 活跃

F. come to terms 成交

类似的表达还有：come to business / close a deal / close a bargain / close the trade （3）学生完成课堂练习P51. V ocabulary review （参考答案见PPT）

Homework

1.抄写并熟记本单元的常见词汇和句型。

2. P52 Writing Practice

Useful Information:

A. What is counter-offer?

After the importer receives an offer from its foreign supplier, he may ask to change one or some conditions and then give a reply to the seller. Such reply is called counter-offer. After the seller receives this counter-offer, he may think the reduction asked for is too much, or the date to delivery is too early, and whatever material change he makes, this amendment advice is called a re-counter offer.

Of course, after the buyer receives this re-counter, he may send another re-counter offer to his seller. In this way, a business transaction is concluded after several rounds of such business negotiation. There could be many re-counter offers before a business transaction is concluded.

B. Structure of counter-offers

a. thanks for your partner for his offer or counter-offer