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课 题 Unit1 A Factory Tour (I) 1. To grasp the key words and expressions; 教学目的 2. To retell the important sentences and make the situational dialogues; 要 求 3. To explore the listening skills by working in pairs or groups 重 点 难 点 Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice 教学过程 设 计 及 时间分配 Task 1: Dialogues (15’) Task 2: Presentation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and choose the correct answer 2.Listen and answer questions Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学场所或教学方法
Language Lab 使 用 Tapes CDs 教 具 Multi-media 0771策划团队
Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 作 业 2. To do the listening practice more 课 后 记 授课教师：
Unit 1 A Factory Tour (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs. What would you do and say when you receive a factory
visitor and future business partner? How do you attract his or her attention?
Ⅲ.Listening Practice
Task 1 Listen to the dialogues and check your answers. Step 1. Language points
bother 打搅 have a break 休息
Step 2.Play the audio and check your answers
(1) I hope the noise isn’t bothering you?
It’s no bother!
(2) Why don’t we start at the workshop?
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Sure. I’ll follow you.
(3) What did you think of our factory?
Very big and modern.
(4) What’s your overall impression?
I’m very favourably impressed.
(5) How big is your factory?
The multiplex of 9 buildings totals 767,708 square feet of floor
area.
(6) What is your market share?
45%
(7) How many workers are there in your factory?
At present, there are 2,000 workers at the plant.
(8) Well, shall we have a break? You must be tired, having seen all of our plants all at once.
Not really. But there is a lot to take in. let’s have a break!
(9) Are all the products available now?
Of course. We have good stock levels.
(10) Is there anything else you’d like to see?
I’d like to visit your research department.
Step 3. Oral practice (Imitate and model)
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Step 4. Evaluate the students’ performance Task 2: Presentation Listening
1) The Boeing Company is one of the most famous aerospace companies in the world. A tour of Boeing Factory will therefore be of great interest to every airline company and airplane fan. Listen to the introduction and fill in each blank. Step 1. Language points New Words and Expressions：
aerospace: 航天和航天（器制造）的 flight 飞行
showcase 展示
missile 导弹
military 军用的
aircraft飞行器 jetliner 喷气客机
helicopter 直升飞机
Step 2. Play the audio and fill in each blank.
Boeing is one of the world’s leading aerospace companies, with
its heritage mirroring the history of flight. It is the largest manufacturer of commercial jetliners, satellites and space flight and launch services. The Boeing Everett Factory Tours are conducted to showcase the Boeing and Everett production lines, featuring the 747, 767, 777 and 787. On the production line, visitors will see airplanes in various stages of manufacture. Afterwards, they will also be able to watch a flight test. As Boeing is also a leading producer of military aircraft, helicopters, space vehicles, and missiles, visitors will also have a chance to see advanced fighter planes such as the F-15 and
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F/A-18. On the tour, visitors will tour the largest building by volume (472,000,000 cubic feet) in the world.
During this tour, we believe visitors from every region of the globe will realize that they have witnessed the work of the number one aerospace leader in the world: Boeing Everett.
2) Listen to the conversation between a visitor and a receptionist in the reception room. Then decide if the following statements are true or false.
F (1) The plant was set up in the late 1960s. F (2) The newest products are listed on page 30.
F (3) The visitor prefers knowing the production conditions by watching the video tape.
T (4) The receptionist is happy to arrange a factory tour for the visitor.
F (5) The factory tour will be made the day after tomorrow. Step 3. Oral practice (Imitate and model) Showing visitors around a factory
I’ll show you around and explain the process.
I’ll guide you through the factory and give you a demonstration of our most recent models.
I’ll take you around the factory and give you an idea of how our machines operate.
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That’ll be helpful.
That’ll be very interesting. We’d like that very much.
Talking about the size of a factory
How many square meters does this warehouse cover? How large is the machine shop? How large is the plant?
It covers an area of 75,000 square meters. Its total area is 4 square kilometers. Talking about the history of a factory When was the plant set up?
When did you start the operations?
How long has your factory been established? The plant was set up in the early 1970s. We’ve been operating for about ten years. Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
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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. Step1 Language points
confirm 确认
according to 根据
final product 成品
semi-finished product半成品
Step 2 Play the audio and choose the correct answers. (1) Where will they visit?
Key: C The production
(2) How long does the factory tour last?
Key: B An hour
(3) What do they have to wear during the tour?
Key: C A helmet
(4) How is the assembly line worked?
Key: A Half-automated
(5) How many checks do all products?
Key: A 3
2. Listen again and answer the following questions. Key: (1) Q: What will be the output in November?
A: 6,000 units.
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(2) Q: What’s the usual percentage of rejects?
A: Only 1%.
(3) Q: How do they control the quality of the products?
A: First, they will confirm the quality of each part according to
the regulations at every point in the process.
Also, they have computer-controlled equipment to test the quality
of the semi-finished product and of the final production.
Lastly, they send some products to the public quality-control
centre for checking. Ⅴ. Consolidation
1. Summary the expressions about showing visitors around a factory, talking about the size of a factory, and talking about the history of a factory.
2. Problem-solving
Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
教 案 首 页
周次： X 日期 ： 课时序： X
课 题 Unit1 A Factory Tour (II)
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1. To grasp the key words and expressions; 教学目的 2. To retell the important sentences and make the situational dialogues; 要 求 3. To explore the listening skills by working in pairs or groups 重 点 难 点 Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Ford Rouge Factory Tour 1.Previewing (5’) 2.Viewing (10’) 教学过程 设 计 及 Ⅴ. Video 2 Victory Instant Noodle Factory Tour 时间分配 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) VI. Consolidation (5’) VII. Assignments (5’) Language Lab 使 用 Tapes CDs Task-based Teaching Method 教 具 Multi-media Lecture, Practice 教学场所或教学方法
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1. To grasp the language points; 作 业 2. To do the listening practice more 课 后 记 授课教师：
Unit 1 A Factory Tour (II)
Ⅰ.Teaching Organization Ⅱ.Warm- up
Ⅲ.Video 1 Ford Rouge Factory Tour
1. Pre-viewing
Step 1. New words and Expressions core 核心
historic 历史性的 meeting 汇合处
affiliated 附属的
virtual 虚拟
footage 电影胶片 的 soybean 大豆
triumph 成功
elevated walkway 高架行人道 conversion 转化
Step 2. Discuss the following questions.
(1) What logos are these?
(2) Do you often see these logos?
(3) Do you know which company they belong to?
2. Viewing
Step 1. Watch the video and fill in the blanks.
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The name of the company Sales areas Ford Motor (1) 200 markets across six continents The number of employees The number of plants The number of automotive brands (2) About 300,000 (3) 108 (4) 8 The location of Ford Rough Factory In the south of Detroit The number of the building (5) 93 Step 2. Watch the video again and find out how long each part of the factory tour will last.
Part of the factory tour Historic Driving Tour Rare Historic Footage Viewing Virtual Reality Experience Assembly Plant walking Tour 3. Post-viewing
Work in pairs. Discuss the following questions.
(1) What will you see in the Historic Driving Tour?
Time 20 to 30 minutes 13 minutes 15 minutes 30 to 45 minutes Famous landmarks and behind the scenes of the massive manufacturing complex.
(2) What will you learn in the Rare Historic Footage Viewing?
The triumphs and tragedies surrounding the Rouge.
(3) What will you experience in the Virtual Reality Experience?
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A 360-degree look at how automobiles are made.
(4) What will you see in the Assembly Plant Walking Tour?
The new, lean and flexible manufacturing plant where the new Ford F-150s are assembled.
Ⅳ. Follow-up Practice
1. Listen to the dialogue and choose the correct answer to each question. Key: (1) C (2)B (3)C (4)C
(5)B
2. Work in pairs. Listen to the dialogue again and try to retell the story to your partner. Sample answer:
Thomas and Richard had a factory tour. Thomas was very impressed by
the speed of the assembly line of the factory. Richard said that high-speed assembly line was designed and made by their engineers and technicians. Then Thomas wondered how much the factory spent on new product development every year and how soon the order would be delivered. Richard told him that 8% to 10% of the gross sales was spent on development. He also said that delivery of new products depended on the size of the order and the items. Finally, Thomas asked Richard to give him some brochures on the products because he wanted his manager to know about them. Richard also said that Thomas’s manager would be welcome to visit the factory.
Ⅴ. Video 2 Victory Instant Noodle Factory Tour
1. Pre-viewing
Step1. New Words and Expressions
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instant(食品)速溶的，方便的 般
silo筒仓
roller 滚筒
flour 面粉 strand 一
pre-steaming 顶蒸
dough 生面团
knead揉（面）成团 digestion 消化
gelatinize 使胶质化
Step 2. Work in pairs. Nowadays instant foods are more and more popular. They have become part of our daily consumption. The following are some examples of instant food. Could you give mare examples? Do you like instant food? Please list you reasons. instant coffee 速溶咖啡 即食凉粉
instant milk powder 速溶奶粉 instant snack 快餐 速溶茶
Reasons for likes or dislikes of instant food:
●Yes. I like instant food because it is convenient and cheap. Instant food can help me not only to save a lot of time when I’m busy, but also to save a lot of money when I travel by train where the food is terribly expensive. In short, speed, convenience and low price are the reasons I choose instant food.
●No. I don’t like instant food because it is bad for health. Many magazines tell us that how damaging fast food is to the body. For example, we will become fat yet lack basic nutrition if we eat too much instant food.
instant noodle 方便面
instant jelly
instant tea
2.Viewing
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Step1. Watch the video. Note down the different stages of the instant noodle producing process.
Keys: (1)d (2)g (3)e (4)a (5) hc
(6) h (7) b (8) f
Step2.Watch the video again, and fill in the blanks.
Keys: (1)history (2)first (3)consumed (4)manufacturing (5) secrets
3. Post-viewing
Work in pairs. Read your factory tour profile and prepare a two-minute dialogue with your partner. Sample answer:
A: could I visit your factory some time?
B: Of course you can. I can set up a tour next week. A: I’m free next Monday.
B: OK. I’ll wait for you in front of the factory gate at 9a.m. is the time suitable for you?
A: Yeah. I’d like to see the production shop and the new technology development centre. Could I? B: Sure you can visit them.
A: I’d also like to meet your General Manager. B: No problem, I’ll arrange it. A: Thank you very much.
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B: It’s my pleasure. VI. Consolidation
◆Oral Practice.(Imitate and model) Asking about production
Is the production line fully automated? Is the assembly line computer-controlled? Is production mechanized? Well, only half-automated.
Well, not fully computer-controlled. Yes, it’s fully mechanized. Talking about quality control How do you control quality?
How do your quality control systems work? What king of quality control do you operate?
All products have to go through three checks during the manufacturing process.
There are a total of five checks during the production process. All products will be thoroughly inspected before they go into the market. Talking about impressions following a tour of a factory
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It has given me a good idea of your product range. It has given me thorough understanding of your products. It has helped me to form a picture of your production process. I’m glade it was useful.
I’m pleased you found it helpful. VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
2011-3-13
Unit2 Trade Fair (I)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit2 Trade Fair (I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Presentation Listening (15’) Task 2: Speech Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and fill in the blanks 2.Listen and choose the correct answer Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit2 Trade Fair (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs. Discuss the following questions.
(1) What is the most frequent reason for visiting trade fairs? (2) What benefits are there in attending trade fairs? (3) What will you do when you visit trade fairs?
Ⅲ.Listening Practice
Task 1 Listen to the presentation and check your answers. Step 1 Language points
exhibition hall展览大厅
be suitable for合适
Step 2.Play the audio and check your answers: Listen to the presentation and decide if the following statements are true (T) or false (F).
The Guangdong Modern International Exhibition Centre was founded in December 2000,in a landscaped area of 330,000 square metres．Currently，there are 4 separate exhibition halls providing 150,000 square metres of indoor exhibition space which is capable of holding 5,500 international standard trade booths．The Conference Centre is able to provide 11 conference rooms，with sizes ranging from 85 to 2,400 square metres．A simultaneous interpretation system is available in the conference rooms．The largest multipurpose conference room is equipped with a revolving stage and is suitable for gala performances. Keys:(1) F
(2) T (3) F (4) T (5) T
Step 3. Oral practice (Imitate and model) Step 4. Evaluate the students’ performance Task 2: Speech Listening
1) Alfred is a marketing specialist. He is making a speech on trade fairs. Listen to the speech and fill in each blank. Step 1. Language points New Words and Expressions： encounter 遇见
innovative 富有创意的
reputation 声誉
metal wood 金属胶合木 putter （高尔夫球）轻击棒
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state-of-the-art 达到最先进水平的 Step 2. Play the audio and fill in each blank.
Alfred is a marketing specialist．He is making a speech on trade fairs．Listen to the following part of the
speech and fill in the blanks.
Attending trade fairs can be an excellent way to test and open up domestic and foreign markets and to find new suppliers．Customers hoping to get the best value from attending trade fairs must word out what kinds of products or services they want to find out and who they want to meet．An ideal trade fair can help them to see and compare new and relevant products or services，find new and specialized suppliers，encounter new ideas and innovative companies，get up-to-date with new technologies and make contact with other people in their area of business.
2) Listen to the dialogue between a sales representative of a golf manufacturing company, Golf Pro, and a potential customer at an international golf fair. Then fill the blanks. Keys: (1) new (2) reputation (3) world (4) range (5) Prices (6) latest Step 3. Oral practice (Imitate and model)
Expressing a wish to establish a business relation
We’d like to set a business operation in this field and are hoping you’d be interested in joining us. We’d like to collaborate on this venture.
The purpose of this meeting is to explore possibilities of doing business together. We’d welcome an opportunity to renew business relations. We’ll try to broaden our business dealings with you. Introducing your company
Our company mainly trades in arts and crafts.
We’re a small company but we’re flexible and efficient. We’ve been in the business for forty years.
We are the oldest manufacturing company of silk products in China. Our company is one of the major food manufactures here. Requests
What do you think of our products? Would you like to look at our catalogues? What particular items are you interested in? Would it be possible to have a sample?
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Do you have any printed material about this product? We’ve been operating for about ten years. Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
1. Listen to the introduction to the Asia World-Expo and fill in the blanks.
Key: (1) rentable (2) entertainment (3) transport (4) halls
(5) exhibition (6) arena
(7) facilities (8)conjunction
2. Listen to the dialogue between Mr. Li and Mr. Brown in the Exhibition Hall at the China Export Commodities Fair and choose the best answer to each question.
(1) What is Mr. Li boasting about when Mr. Brown appears in front of his booth? Key: C
(2) What advantages does Mr. Li not mention about his products? Key: B
(3) How many colours do Mr. Li’s samples have? Key: C
(4) What size does Mr. Li not have? Key: C
(5) What does Mr. Brown think of the products? Key: A
(6) Is Mr. Brown a decision-maker according to the dialogue? Key: B
Ⅴ. Consolidation
1. Summary the expressions about Expressing a wish to establish a business relation, Introducing your company and Requests.
2. Problem-solving Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
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Unit2 Trade Fair (II)
教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit2 Trade Fair (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice
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Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Exhibiting in trade fairs 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 A trade fair interview 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 课 后 记 授课教师： Unit2 Trade Fair (II) Ⅰ.Teaching Organization
Ⅱ.Warm- up
Ⅲ.Video 1 Exhibiting in trade fairs
1. Pre-viewing
exhibit 展出
Step 1. New words and Expressions demonstrate 展示 promote 宣传，推销
measurable 可测量的
specific 详细的 launch 将……投放市场
Step 2. Have a rough idea of the video.
(1) John is consulting Mr. Robbins about trade fairs. (2) Mr. Robbins is a college professor.
2. Viewing
Step 1. Watch the video and identify the speaker of each of the following sentences.
(1) You can use trade fairs to promote your products or services. (2) What benefits can I expect if I exhibit at trade fairs?
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(3) I wonder, what’s the most important thing to know about if I want to exhibit at a trade fair? (4) As an exhibitor, choosing the right trade fair is essential. (5) There’s an IT trade show being held now.
Keys: John: (2) (3) Mr. Robbins: (1) (4) (5)
Step 2. Watch the video again and choose the correct answer.
Keys: (1) C (2) B (3) C (4) A
3. Post-viewing
Work in pairs. Discuss what an exhibitor should pay attention to when participating in trade fairs.
Sample answer:
When arranging your own exhibit，you need to think through your strategy and aims and plan carefully how will manage
your exhibit．These problems need your attention:
●Who do you want to attract? ●What will you tell them?
●How will you stand out amongst you competitors?
●What image do you want to create?
●Will you be promoting or demonstrating particular highlights?
●What promotional materials will you use—screens，boards，display stands，posters，brochures，samples or merchandise? Ⅳ. Follow-up Practice
1. Listen to the passage twice and fill in the main information in this passage.
(1) Canton Fair (2) biannually (6) exhibitors
(3) renown (4) variety (5) turnover
(7) opportunities (8) quality (9) promotion (10) volume
Ⅴ. Video 2 A trade fair interview
1. Pre-viewing
Step1. New Words and Expressions booth 展台 delegate 代表 illustrate 举例说明
statistics 统计资料 profile 简介，概况
genuine 真正的
promotional literature 宣传资料
deadline 最终期限
lead 线索，（寓）可能的生意
Step 2. Read the following chart to have a rough idea of the video.
2.Viewing
Step1. Watch the video. As you watch, write down the questions James Goldman asked.
Step2.Watch the video again and choose the correct answer to each question..
Keys: (1)A (2)C (3)B (4)A (5) B
3. Post-viewing
Work in pairs. One of you plays role A and the other plays role B. Make a dialogue according to the given information. Sample dialogue:
A：Hi，nice to meet you．I’m a sales representative from SKIWHIZZ．We’re a ski equipment manufacturer． B：Nice to meet you，too．SKIWHIZZ？ I’ve never heard of it．Have you been doing business for long?
A：Our company was established in 1981．
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B：I see．In which country are you based?
A：It’s American-owned but has subsidiaries in many countries in Europe and Asia．
B：How many employees do you have and what are your main products?
A：We have over 2,000 employees and our main products are downhill and cross-country ski boots and accessories．
B：Aha，a big company．Which countries do you export to?
A：Europe is our main export market，but the Japanese market is developing rapidly．
B：Where is your biggest market?
A：France．
B：One more question．How many agents do you have in Europe and in which counties?
A：There are agents in France，Germany，Switzerland and Luxemburg． B：Sounds good．I’d like to know when you start manufacturing downhill skis．
A：We’ll start manufacturing downhill skis next month．
B：Sounds good．I’d like to know when you start manufacturing downhill skis．
A：We’ll start manufacturing downhill skis next month． B：Good！Thank you for giving me so much information． A：you’re welcome．I hope we can do business in the future．
VI. Consolidation
◆Oral Practice.(Imitate and model)
Promoting products
Here are our latest catalogue, price list and specification.
My firm has sent me here to inquire about the possibility of promoting our steel in China.
Our products are popular overseas and are always in great demand.
Why not place a trial order to sound out market potential? I strongly recommend this item. I’m sure you’ll be pleased with it.
Making enquires about sales How is the product selling? Where is your biggest market?
Could you tell me about your sakes network?
What was your turnover last year? How long is the warranty on these computers?
Evaluation by traders I think the patterns are quite good.
Unfortunately the quality isn’t suitable for our market.
Canned foods are special interest to me, particularly canned fruit and meat.
I think the small sizes are more marketable than the large sizes.
VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
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Unit3 Making Enquiries (I)
教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit3 Making Enquiries (I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Presentation Listening (15’) Task 2: Dialogue Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and choose the correct answer 2. Listen and fill in the blanks Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 Language Lab Task-based Teaching Method Lecture, Practice 使 用 教 具 Tapes CDs Multi-media
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作 业 课 后 记 1. To grasp the language points; 2. To do the listening practice more 授课教师：
Unit3 Making Enquiries (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs. Discuss what might be concerned in a business enquiry. Make up a dialogue using the
words in the box. catalogue sample quantity Time of shipment price list or quotation sheet specification unit price terms of payment Ⅲ.Listening Practice
Task 1 Listen to the presentation and check your answers. Step 1 Language points
responsibility 责任
destination 目的地
Step 2. listen to the definitions of the shipping terms and payment methods and match the definition with the following terms.
A: The Cost ＆ Freight is a trade term referring to the seller’s responsibility to arrange for the transport of goods by sea to the port of destination．The seller must also provide the buyer with the necessary documents to obtain the goods from the carrier．
B :Free On Board is a trade term referring to the seller’s responsibility to deliver goods on board a vessel designated by the buyer．
C: Free Alongside Ship is a trade term referring to the seller’s responsibility to deliver goods alongside a vessel designated by the buyer at a named port． Keys:(1) C
(2) B
(3) A
Step 3. Oral practice (Imitate and model)
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Step 4. Evaluate the students’ performance Task 2: Speech Listening
1) You will hear an importer talking about enquiries. Listen and fill in the blanks. Step 1. Language points New Words and Expressions： regular 固定的
content 内容 screw 螺丝钉
CIF[商] 到岸价格（成本、保险费加运费） Step 2. Play the audio and fill in each blank.
Enquiries can be classified into two groups．Some enquiries are requests for price lists or catalogues．These may be called General Enquiries．Other enquiries are requests for quotations for certain articles，or requests for price terms，packing conditions，time of shipment，mode of payment，insurance，etc．These may be called Specific Enquiries．
Enquiries from regular customers are sometimes very brief in content especially if they are making a repeat order．In this case only the name，code number and specifications of the article may be mentioned． 2) Listen to the enquiry made by an importer and answer the following questions. (1) What does he want to buy? Keys: Steel, screws in all sizes.
(2) What kind of price does he want to know, FOB, CIF or FAS? Keys: CIF
(3) Why does he want to buy the goods from the supplier?
Keys: Because the supplier is able to supply larger quantities at more attractive prices. (4) What does he look forward to? Keys: The supplier’s offer.
Step 3. Oral practice (Imitate and model) Enquiring about the price
Could you give us some idea of your price? How long does your offer remain valid/firm/open? Could you tell us what your terms of payment are?
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Can I have your price list?
By how much will you reduce the price if we order 1,000 units or more? Enquiring about the quantity
How many cotton sheets are you going to order? How much did you want to increase your order? What’s the minimum quantity of an order? What is the minimum we would have to order? Enquiring about shipment
How long does it usually take you to make delivery? Could you make prompt delivery?
Is it possible to effect shipment during September? Could you deliver the goods sooner? Could you advance the date of shipment? Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
2. Listen to the conversation between Mr. Kim, a seller, and Mr. Smith, a buyer. Listen to the conversation
and answer the questions.
Key: (1) B (2) C (3) B (4) C
2. Listen to the conversation again and choose the best answers to complete the paragraph. Keys: (1) Export
(2) Merchandise (3) flight
(4) Production (5) 10 o’clock
(6) sample
(7) evaluated (8) purchases
Ⅴ. Consolidation
1. Summary the expressions about Enquiring about the price, Enquiring about the quantity and Enquiring about shipment.
2. Problem-solving Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
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Unit3 Making Enquiries (II)
教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit3 Making Enquiries (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Enquiring price 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Commission 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 Language Lab Task-based Teaching Method Lecture, Practice 使 用 教 具 Tapes CDs Multi-media
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作 业 课 后 记 1. To grasp the language points; 2. To do the listening practice more 授课教师：
Unit3 Making Enquiries (II)
Ⅰ.Teaching Organization Ⅱ.Warm- up
Ⅲ.Video 1 Enquiring price
1. Pre-viewing
Step 1. New words and Expressions breeze 微风
backlog 积压的订单
speedboat 快艇 inventory 存货
around the corner 即将来临
Step 2. Have a rough idea of the video.
(3) The seller: Rocky, the owner of a small company that manufactures recreational speedboats.
(4) The buyer: Jacques, the owner of a seaside resort in New Zealand, is having a telephone conversation with
Rocky and they are talking about ordering speedboats. 2. Viewing
1) Keys: (1) speedboats (2) price quote (3) around the corner (4) Irrevocable 2) Keys: (1) US$6,500 (2) 10% 3. Post-viewing
Work in pairs. One of you plays the role of seller and the other plays the role of buyer. Make a dialogue according to the following situation.
(3) shipment
(4) US$7,850
The buyer receives and ad letter of product catalogue and price list from the seller. He calls the seller for
further details of the price, terms of payment and terms of shipment. The buyer hopes the seller could offer him the most reasonable price. Sample dialogue：
A：Is that Mr. Bill White？This is Anderson Bush speaking． B：This is Bill White．How can I help you？
A：I read your advertisement in the ABC catalogue and am interested in your products．
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B：Thank you．Could you tell me what interests you？
A：The musical mobile phone．I wonder if your prices have changed since publication？
B：Sorry，our prices are the same as in the advertisement．We have no immediate plans to lower them because this style of mobile phone is still very popular in the market． A：I see．I do think it’s a little expensive．
B：If you order more than 10,000 units before this weekend，I cam give you 5% off． A：Um，let me think it over．
Ⅳ. Follow-up, Practice
2. Listen to the passage twice and fill in the main information in this passage.
Keys: (1) F
3.
(2) T
(3)F
(4) T
Work in pairs. Listen again and discuss with your partner what would concern you most if you were buying products for use on a farm.
Sample answer：
If I were a farmer，the price would concern me most．The reason being that，first，farm products do not generally sell at a high price so we have to keep production costs down．Secondly，taxes are fairly high at present and we have less support from the government，so our incomes are decreasing．That’s why I think the price is my greatest concern．On the other hand，if we can improve quality by buying better seeds and improving our handling methods，we can sell at a premium．That could increase our income．
Ⅴ. Video 2 Commission
1. Pre-viewing
Step1. New Words and Expressions commission 佣金
hardware 五金器具
indication of price 参考价格
Step 2. Read the following chart to have a rough idea of the video.
2.Viewing
Step1.Watch the video and choose the correct answer to each question.. Keys: (1)C (2)A (3)C (4)B (5) C
Step2.Watch the video again and discuss the role of commission in business.
3. Post-viewing
Work in pairs. One of you is the representative of the seller and the other is the representative
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of the buyer. Choose a card and make a conversation according to the situation described on the card.
Sample dialogue：
Role Card B: A：This is KKK．
B：Hello，this is Jack Kennedy speaking from Canada．I’m the Purchase Manager for the Global Shopping Mall． A：Hello，Mr. Kennedy．What can I do for you？
B：I read the special report about your hand-made shoes and gloves in the trade magazine．And I’m attracted by the modern styling．
A：Thank you．That’s good to hear．Our current leather products are proving very popular．People like the new designs and especially the hand stitching．
B：That’s it．In Canada，we have a steady demand for high quality leather shoes and gloves．They sell well in the big cities．So we need a good supplier．
A：Our company is the biggest leather producer in East Asia．
B：Could you send me your catalogue，the export prices and terms of payment，together with any samples you would like to let us examine．
A：Sure．Please e-mail me your address and I’11send the samples off to you today． B：Thank you very much． A：You’re welcome． VI. Consolidation
◆Oral Practice.(Imitate and model) Quoting prices
We’re willing to make you a firm offer at this price.
We can offer you a quotation based upon the international market. We are in a position to offer tea from our stock.
My offer was based on a reasonable profit expectation, not on wild speculation. Let me make you a special offer. Quoting quantity
We can only supply you with 20,000 yards of pure silk. This is the maximum quantity we can supply at present.
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We will try to meet your request for the additional 10,000 tons of coal. Small orders are also welcome.
I’m sorry. We can only supply you with 1,000 sets at present. Discussing the date of shipment
I’m sure that shipment will be effected according to the contract stipulation. I’m sorry that we can’t advance the time of delivery. We can guarantee delivery within three weeks.
Your order is being shipped via Federal Express and should arrive in 2 days.
Under normal conditions, we’ll deliver the goods two weeks from receipt of the order. VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit4 Negotiating Prices(I)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit4 Negotiating Prices(I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Presentation Listening (15’) Task 2: Dialogue Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and choose the correct answer 2. Make up a dialogue Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit4 Negotiating Prices (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs: Study some terms of price in negotiations.
Ⅲ.Listening Practice
Task 1 Listen to the presentation and fill in the blanks. Step 1 Language points
medium-sized 中号
possibility 可能性
Step 2. Listen to the following sentences．Them fill in the blanks with the appropriate phrases from the list． (1) We can provide you with a discount for bulk of 2.5% on orders of US$500,000 or more．
(2) What’s the minimum quantity if I want to import this medium-sized ceramic vase？100 pieces？ (3) Cam you offer me an early-settlement discount if I can pay you in less than 20days？
(4) I’m afraid there’s little possibility of discounts since the commission charged by our agent ahs already been increased to 4%．
(5) The contract value is US$5,000 since you have just ordered 100 pieces of item No．T300 at the unit price of US$50 per piece．
Step 3. Oral practice (Imitate and model)
Step 4. Evaluate the students’ performance Task 2: Dialogue Listening
1) Listen to the conversation and then decide if the following statements are true or false. Step 1. Language points New Words and Expressions： favourable 优惠的 agent
代理
FOB price 离岸价 exception
例外
Step 2. Play the audio and decide if the following statements are true or false.
A：By the way，we’d like to know whither you provide any favourable terms for your customers？ B：Our favourable terms are reflected in discount．With discount，we provide buyers with a certain percentage
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reduction on the original price．There are many kinds lf discounts：quantity，seasonal，early settlement，cash，etc．For example，we offer a 5% discount if the total value is over US$500,000，a 3% discount for clothes out of season，a 3% discount if the contract is paid within 15 days，and a 2% discount if it’s paid in cash．
A：I see，what’s your usual practice with regard to commission？ B：As a rule，our prices are quoted on an FOB basis．
A：But as you are aware，we are agents．Our service is financed from commissions earned．You should be aware that using commission-paying transactions will help to extend your market．
B：Yes，I understand．But we’ll only consider it if the order is large enough． A：How about 5,000 sets？
B：In that case，we can allow a 3% commission on an FOB basis． A：3% would be impossible for us．We wouldn’t cover our costs．
B：OK…Since your region is a new market to us，we’ll offer you an extra 2% commission．
A：Well．Thank you but can’t you give us any other favourable terms？We usually get 5.5% from our Korean suppliers．
B：I’m sorry，that’s the best we can do．We’ve already made exceptions for you． A：Mm…OK，thank you．We’ll think about it． Keys: (1)T (2)F
(3)T
(4)F
(5)F
2) Listen the conversation again and fill in the blanks. (1) As a rule, our prices are quoted on an FOB basis.
(2) But as you are aware, we are agents. Our service if financed from commissions earned. (3) Since your region is a new market to us, we’ll offer you an extra 2% commission. (4) We usually get 5.5% from our Korean suppliers.
(5) I’m sorry, that’s the best we can do. We’ve already made exceptions for you.
Step 3. Oral practice (Imitate and model) Bargaining
You’re asking too much for this product.
Your price is rather stiff/high/competitive in comparison to market trends. It isn’t very satisfactory to close the deal with this price. Would you reconsider?
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The goods are prices too high. I can buy the same thing from Korea at one third of your price. Our price may appear a little higher, but the quality is much better than our competitors. Requesting for discounts Could you make it a little cheaper?
Is it possible for you to reduce the price by 10%?
How much do you think you can bring the price down by?
A deal is possible if you can reduce your price by 5% to US$5 per piece.
Could you possibly consider decreasing your price to help develop a new market? Refusing a price reduction
We simply can’t stand such a huge cut. There’s no room for any discount in the price.
This is the best price we can offer/provide/come up with.
The difference/gap between our prices is considerable, but I’m afraid we can’t improve ours. We’ve already cut our price to cost level. with this price, we won’t make nay profit. Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
3. Listen to the dialogue and choose the correct answer to each question.
Key: (1) B (2) A (3) C (4) A (5) C
4. Work in pairs. Make up a dialogue according to the following situation.
You are the Export Manager of a Chinese electronic company. Mr. Thomson from an Australian company is considering placing an order of 10,000 pieces of your X358 MP4, but he asks for a lower price. You insist on your price and stress the good quality of your products and the rising market demands for MP4 products. Finally, you agree to provide a discount on condition that he makes a large order. Sample dialogue:
A: We are very interested in your X358 Mpe4 and are thinking of making a trial order of 10,000piecds. What price can you offer us?
B: As this is our first business, we can provide you with some preferential terms .How about $40per piece? A: Oh, I’m afraid that’s way beyond our expectations. It’s even higher than the other factories give us.
B: Yes, we know there are lower prices around but you please look at the quality? Ours are much better than our competitors’. In addition, the demand for this item from our company is very high. We’re actually temporarily out
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of stock tight now. Currently, demand is way ahead of supply in the market.
A: We know about that. But don’t you think you should make some concessions to make your price competitive? Can we make it $35 if we place larger orders?
B: Well, that’s a tough deal. However, since we’re getting into a long-term relationship, maybe we can try to reach that bottom line for you. Ⅴ. Consolidation
1. Summary the expressions about bargaining, requesting for discounts and refusing a price reduction 2. Problem-solving Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit4 Negotiating Prices (II)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit4 Negotiating Prices (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Price negotiation 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Price and commission 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit4 Negotiating Prices (II)
Ⅰ.Teaching Organization Ⅱ.Warm- up
Ⅲ.Video 1 Enquiring price
1. Pre-viewing
Step 1. New words and Expressions trial order 试订
incentive discount 刺激性折扣
sanitary 卫生的
firm order 确定订货make concession 让步
Step 2. Have a rough idea of the video.
(5) The seller: Mr. Wang is the Manager of a Chinese company which produces plastic products. (6) The buyer: Mr. Welsh is the Import manager of a large china store company in the U.S.
(7) The setting: After a factory tour, Mr. Welsh picks up several products and starts to negotiate prices with Mr.
Wang. 2. Viewing 1) Keys: (1) B
(2) C
(3) C
(4) B (5) A
2) Keys: (1) Welsh
(5) 22.5
3. Post-viewing
(2) 60 days (6) 3
(3) 13.5 (7) 1,000
(4) 1,000 (8) 500
Work in small groups. Discuss skills and techniques that can be used in negotiations under different circumstances.. Sample dialogue：
Always be polite to the other party. Don’t concede without exchange. Assume the other owes you a concession.
Prepare beforehand: find out which points you want to negotiate.
Exaggerate the value of your concessions and minimize the effect of what is offered.
Ⅳ. Follow-up Practice
4. Listen to the dialogue and complete the sentences.
Keys: (1) 4%, annual (2) expenses (3) publicity, personnel
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5.
(4) 40%
(5) next year
Work in pairs. The general practice of price negotiation goes through the following procedures: enquiry→ offer →counter-offer →counter-counter-offer → acceptance → sales contract. Assume you and your partner are the seller and buyer respectively, and make a dialogue.
Sample dialogue:
A: Mr. Brown, I’m anxious to know about your offer.
B: Well, we’ve been holding it for you. Here it is. Five hundred cases of black tea, at ￡30 per kilogram, CLF London. Shipment will be in June.
A: That’s a steep price! It’ll be difficult for us to make any sales.
B: I’m surprised to hear you say that. You know the price of black tea has gone up since last year. Ours compares favourably with what you might get elsewhere.
A: I’m afraid I can’t agree with you there. India has just come back i, nto the market with a lower price., B: Ah, but everybody in the tea trade knows that America’s black tea is top quality. Considering the quality, I’d say the price is very reasonable.
A: No doubt your tea is high quality, but still, there’s keen competition in the tea market these days. I understand, many countries are lowering their prices.
B: OK, them we’ll make it ￡28 for this order. Is that OK?
A: That’s a very small concession. Still, we want to do business with you because we think your packaging is excellent. We’ll go with this price this time but hope for a better deal for any further orders.
B: Good, we can talk about further reductions late when we see how business is developing between us.
Ⅴ. Video 2 Price and commission
1. Pre-viewing
Step1. New Words and Expressions range 系列
decoration 装饰品
exceed 超过
agency agreement 代理协议 sales confirmation销售确认书
Step 2. Read the following chart to have a rough idea of the video.
2.Viewing
Step1.Watch the video carefully and decide if the sentences are true re false. Keys: (1)F (2)T (3)F (4)F (5) F (6)T (7)F
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Step2.Watch the video again and complete the chart below.
(1) the quality of our products is much better than that of other suppliers. (2) We can talk about that letter
(3) if you can give me best price for this order, we can start a long-term relationship (4) That really leaves us with nothing (5) I’ll make that concession
3. Post-viewing
Work in pairs. Role play the negotiation.
Sample dialogue： Sample dialogue:
Mr. Liu: Welcome to our factory. It’s a pleasure to meet you. You had a good journey? Good. Right, let’s sit down and get down and get down to business.
Mr. Drouvin: OK. We’re very impressed by your products, especially the china plates and cups.
What are your prices for these?
Mr. Liu: You really have good taste. These are our company’s best sellers. Which items are
you intending to order?
Mr. Drouvin: Let’s look at item 38 first.
Mr. Liu: Well, the price for this four-place set is $20.
Mr. Drouvin: $20? I am afraid that’s too high. You know, before we came here, we
visited several other factories. They all gave us much lower prices than that.
Mr. Liu: We know that, but out quality is much better than theirs.
Mr. Drouvin: We’ve considered that. It’s your quality and variety that attracted us but you
need to cut your price so we can do business.
Mr. Liu: As we know, the design, color and workmanship of our products are much better than
other factories’. But, in order to show you that we value your business, we’re willing to make really large orders. What do you think?
Mr. Drouvin: OK, don’t worry about that. We’ll be ordering in large quantities. VI. Consolidation
◆Oral Practice.(Imitate and model) VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit5 Placing an Order(I)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit5 Placing an Order(I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Presentation Listening (15’) Task 2: Conversation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and answer the questions 2. Make up a dialogue Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit5 Placing an Order (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs: Study some terms of price in negotiations.
Ⅲ.Listening Practice
Task 1 Listen to the presentation and fill in the blanks. Step 1 Language points
generally speaking一般来说
terms of payment 支付方式
Step 2. Listen to the following sentences．Them fill in the blanks.
In a case where the buyer has made a counter-offer, or taken the initiative by placing a firm order with the seller, containing all the necessary terms and conditions, the seller’s acceptance constitutes a deal between the two parties.
A contract that has been agreed upon and signed is enforceable in a court of low.
Generally speaking, an order and a contract cover all the necessary terms and conditions for a transaction: name of the commodity, quality, quantity, total value, packing, delivery, terms of payment, and all required documents.
The conditions of the contract bind both parties. A breach of contract is where one party does not abide by Also, ways in which the parties can end, or terminate the contract are often written into the contract. These the conditions set out in the contract.
may be called “get out” clauses. If a dispute arises between the parties concerned, many contracts may also provide for arbitration, but in some cases the dispute results in litigation. Step 3. Oral practice (Imitate and model)
Step 4. Evaluate the students’ performance Task 2: Dialogue Listening
1) Listen to the conversation and then decide if the following statements are true or false. Step 1. Language points New Words and Expressions： shredder碎纸机
out of stock缺货 performance 性能
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let sb. down让某人失望
substantial 大量的
Step 2. Play the audio and decide if the following statements are true or false.
Situation: Mr. Harrison, the manager of a Canadian company, is having a second negotiation meeting with Mr. Wang, the General Manager of a Chinese company. Mr. Harrison is interested in a shredder machine. Mr. Harrison: I’m so glad we have reached an agreement on the price of Shredder No. S500. Can I ask you,
how long does it usually take for delivery?
Mr. Wang: Generally, we deliver the goods within 50 days after receipt of the L/C. but this order will take
another 30 days as No. S500 is currently out of stock.
Mr. Harrison:
Really? 80 days is too long a time for us. There’s a big demand for it in our region. Can you
possibly effect the delivery earlier?
Mr. Wang: I’m afraid not. You know, we’re fully committed to fulfilling earlier orders. Mr. Harrison:
Oh, what a pity! Well…
Mr. Wang: Would you like to try a similar model? I highly recommend our new shredder, No. T4. Besides
having the same performance as the S500, it is better because the paper doesn’t get jammed up so often and it’s smaller in size. It has a similar unit price.
Mr. Harrison:
Are you sure the quality is the same as the S500? I’m worried it may not sell as well. Our
customers know the S500.
Mr. Wang: Don’t worry. Our clients all think highly of it. You could make a trial order first.
Mr. Harrison: That sounds good. OK, I’ll order 1,000 units for a start. But can you make sure you deliver them
within 50 days.
Mr. Wang: No problem. We won’t let you down.
Mr. Harrison: Good. If No.T4 proves satisfactory, I can assure you substantial Let’s get the order form ready now. Keys: (1)F (2)F Keys: (1)B
(2)A
(3)F
(4)T
orders will follow.
2) Listen the conversation again and choose the correct answer.
(3)C
(4)B
Step 3. Oral practice (Imitate and model) The availability of goods
The goods are out of stock at the moment.
The goods you ordered are in short supply at present. Supply is exceeding demand.
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Demand has surpassed supply.
I’m sorry, our stock levels are low and we’re unable to meet your requirements. There is limited stock.
Our factory is fully committed to/occupied with fulfilling existing orders. Placing an order
What is your minimum order for this item? How many items can we choose for one order?
We’re interested in these so we’d like to order 10,000 pieces first.
We’d like to order 1,000 pieces at $6 per piece, to be delivered on the 13th of March. General terms relating to orders
We would like to modify/make an alternation to our last order. How would you like the packaging to be done for this order? What other documents do you require in order to execute this order?
We have specific requirements for the color/ specification /textile/quality of the product. Will you provide us with some favorable terms/preferential conditions for follow-up orders? Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
5. Listen to the dialogue and answer the following questions.
(1) What are the characteristics of Belster XP?
Key: Belster XP is the best copier for general use. With a great combination of large capacity, small size and efficient function, it can be configured to suit almost all situations. Furthermore, it has an automatic document feeder.
(2) How can a buyer make an order?
Key: The buyer can download the order form from the seller’s website, fill in name, address, and telephone number as well as the item number of the desired photocopier. Then send the form to the address provided. (3) How can the payment be made?
Key: To make a payment, the buyer can make the check payable to the seller. Enclose it with the mail order form and send it to the address provided.
6. Work in pairs. Make up a dialogue according to the following situation.
You are the Export Manager of a Chinese electronic company. Mr. Thomson from an Australian company is considering placing an order of 10,000 pieces of your X358 MP4, but he asks for a lower price. You insist on
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your price and stress the good quality of your products and the rising market demands for MP4 products. Finally, you agree to provide a discount on condition that he makes a large order. Ⅴ. Consolidation
1. Summary the expressions about the availability of goods, demand has surpassed supply, placing an order and general terms
relating to orders
2. Problem-solving Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit5 Placing an Order (II)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit5 Placing an Order (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Modifying an order 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Signing the contract 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit5 Placing an Order (II)
Ⅰ.Teaching Organization Ⅱ.Warm- up
Ⅲ.Video 1 Enquiring price
1. Pre-viewing
Step 1. New words and Expressions modify修改
corrugated box 瓦楞纸盒 cardboard box 纸盒
plastic wrapper塑料包装 alternation 改动
polythene 聚乙烯
Step 2. Have a rough idea of the video.
(8) The importer: Mr. Anke is from a European import & export company. He pays much attention to the
packaging of goods.
(9) The exporter: Mr. Zhang is with a Chinese trading company which enjoys a good reputation as an exporter of
over 20 years’ history. 2. Viewing
1) Keys: (1) have a problem (2) protects 2) Keys: (1) Welsh
(5) 22.5
3. Post-viewing
Work in small groups. Find out more about packaging terms for different types of products. roll, coil, reel 卷 area
面积
(3) cost
(4) decorative
(5) European tastes (6) sales (7) increase (8) retailers (9) long distance (10) logo
(2) 60 days (6) 3
(3) 13.5 (7) 1,000
(4) 1,000 (8) 500
length 长度 volume 体积 gross weight毛重
actual tare, real tare 实际皮重 standard weight 标准皮重 computed tare约定皮重 legal weight 法定重量
capacity 容积 net weight 净重 average tare
平均皮重
customary tare 习惯皮重
conditioned weight 公量
Ⅳ. Follow-up Practice
6. Listen to the dialogue and choose the correct answers.
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Keys: (1) ACD
(2)D
(3) C
,(4)C
Ⅴ. Video 2 Price and commission
1. Pre-viewing
Step1. New Words and Expressions
Commodity Inspection Bureau 商品检验局 commercial integrity 商业信誉
Step 2. Read the following chart to have a rough idea of the video.
2.Viewing
Step1.Watch the video carefully and complete the contract. Keys: (1) Bran Gifts
(5) XG7
(2) ZWS10A
(3) 1,000 cartons
(4) US$18
(6) foil in a brown box (8) Toronto
(7) September 10, 2005
(9) 110% of the invoice value against All Risks. (10) confirmed, irrevocable (11) 15th
(12) Quality and Quantity
3. Post-viewing
Work in pairs. Find a partner and discuss how to express your agreement or disagreement when you are trying to reach a contract. VI. Consolidation
◆Oral Practice.(Imitate and model) VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit6 Terms of Payment(I)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit6 Terms of Payment(I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Statement Listening (15’) Task 2: Presentation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and choose the correct answer 2.Role play Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit 6 Terms of Payment (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs. Have you ever heard about L/C? Why is L/C generally used in international trade?
Talk about various types of L/C and their differences. Words Tips：irrevocable; revocable; confirmed;
unconfirmed; transferable; untransferable
Ⅲ.Listening Practice
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. Step 1. Language points
domestic 国内的 sufficient 充分的 consignment 寄售
Step 2.Play the audio and correct the answers
Security Level: C. cash in advance A. letter of credit
B. document against presentation E. payment through a bank account
D. other payment mechanism, such as “on consignment”
Step 3. Oral practice (Imitate and model) Step 4. Evaluate the students’ performance Task 2: Presentation Listening
1) Listen to the passage about letters of credit and choose the correct answer to each question. Step 1. Language points
New Words and Expressions：beneficiary: 受益人 mandatory:强制的,必须履行的
confirming bank: 保兑银行 verify: 核实；查对 revocable: 可撤销的 discrepancy:差距，出入 inadvisable:不可取的，不明智的
Step 2. Play the audio and correct the answers
1.B 2.A 3.B 4.C
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2) Listen to the passage again and completer the following paragraph.
A letter of credit may be either irrevocable (that is, it cannot be changed unless both the buyer and the seller agree to make the change) or (1) revocable (that is, either party may unilaterally make changes). A revocable letter of credit is (2) inadvisable. A letter of credit may be “at sight”, which means (3) immediate payment upon presentation of (4) documents, or it may be a “time or date” letter of credit with payment to be made (5) on a date in the future.
Step 3. Oral practice (Imitate and model)
☆Currency for payment
How will the currency be exchanged?
Are there any currency restrictions in your country? In what currency would you like the payment to be made? We may have some difficulties with a payment in cash? It’s our usually practice to make the payment via an L/C. Have you taken the exchange rate into consideration?
What do you think of payment in pounds sterling instead of US dollar? We’d prefer to receive payment in hard currency. ☆Method of payment
I wonder if you accept D/P or D/A?
What’s your usual practice concerning payment?
Could you possibly make and exception and accept a T/T transfer? It would be a great help if you could accept D/D. What mode of payment do you prefer?
What do you say if we make half the payment in cash and half via an L/C. The only method of payment we can accept is an L/C/
As it’s our first transaction, we suggest 50% via an L/C and the balance by D/P. We request an L/C at sight from all our customers.
The method of payment we usually adopt is payment via a confirmed and irrevocable L/C. Step 4. Evaluate the students’ performance
Ⅳ. 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
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question..
Step1 Language points take charge of 掌管，负责 installment 分期付款 Step 2 Play the audio and correct the answers. 1.B 2.A 3. B 4.C
2. Role-play. Find a partner, and make a dialogue according to the following information. Try to find a solution for both parties to gain a win-win situation. Sample dialogue:
A: Since we have reached an agreement on the price, quality, quantity and packaging of the products, now let’s
get down to talk about payment, OK?
B: Good idea. What terms of payment would you prefer?
A: Actually, an L/C payment is our general practice. The exchange rate is currently rather unstable and an L/C
provides a guarantee of prompt payment from the bank. It’s also the generally accepted international practice.
B: That’s right. L/Cs are very common in foreign trade. But this time we suggest D/P payment for the following
reasons: firstly, a D/P payment can reduce the cost and in turn allows a larger profit margin for both of us. Secondly, the order is quite large and our exchange quota is insufficient at present. Finally, we have a good credit rating in several banks. You can trust us!
A: That sounds good. But we still prefer L/C since it’s our general practice. Do you think you could apply for one?
B: Ok, maybe we can start with an L/C and then talk about D/P later on.
Ⅴ. Consolidation
1. Summary the expressions about currency and methods of payment.
2. Problem-solving
Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit6 Terms of Payment (II)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit6 Terms of Payment (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Lump sum payment 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Payment by letter of credit 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit 6 Terms of Payment (II)
Ⅰ.Teaching Organization Ⅱ.Warm- up
Ⅲ.Video 1 Lump sum payment
1. Pre-viewing
Step 1. New words and Expressions
lump sum payment:一次性付清 sincerity 真诚 line of business: 行业 payment by installment: 分期付款 cash on delivery: 货到付款 cash flow: 现金流
Step 2. Read the following chart to have a rough idea of the video.
The seller the buyer the setting
2. Viewing
Step 1. The following statements are extracted form the dialogue in the video. Watch the video and put them in
the right order.
Step 2. Correct the answers.
Key: (1) a (2) I (3) e (4) g (5) b (6) f (7) c (8) j (9) d (10) h
Step3. Watch the video again. Pay attention to the terms of payment proposed by the buyer and the seller respectively, and their responses to each other. Then fill in the blanks.
Key: (1) lump sum payment (2) payment by installments (3) cash on delivery
(4) advance payment (5) 25%; final acceptance (6) one month
3. Post-viewing
Work in small groups. Find out more about terms of payment. Sample answers:
Talk about international modes of payment:
Deferred payment 延期付款 Progressive payment 分期付款 Payment on terms 定期付款 Payment agreement 支付协定 Payment order 付款通知 Payment by banker 银行支付 Payment by remittance 汇拨支付 Simple/clean payment 单纯支付 Payment in part 部分付款 payment in full 全部付款
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Payment by installments 分期付款 payment respite 延期付款 Payment at maturity 到期付款 payment in advance 预付（货款） Cash with order (C..W.O) 随定单付现 cash on delivery(C.O.D) 交货付现 Pay on delivery (P. O. D) 货到付款 payment in kind 实物支付 Payment for(in) cash 现金支付，付现
Ⅳ. Follow-up Practice
1. In foreign trade, we may encounter various excuses for late payment. Tom Darwin, the Department Manager, is giving suggestions on how to deal with these excuses. Listen and write the advice given for each excuse in the chart. Sample answer:
(1) Ask what provision has been made for signing salary cheques and utility bills. Put pressure on the person dealing with you by stressing how important your account is.
(2) Ask how often these problems occur and how long faults generally last. (3) Ask for cheque and postage details.
(4) Ask for the name and address of their debtor and the expected date of payment.
(5) Ask whether this is the only reason for late payment and offer to fax a copy immediately. 2. Work in pairs. Find a partner, and make a dialogue according to the following situation.
You are the business representative of a large Chinese manufacturing company, and your partner is the manager of the Export Department of an American technology company. You are on a business trip in the United Sates to import a complete set of computer-controlled technological component for your company. Your budget is &50,000 to $ 70,000. You are interested in the technology of your partner’s company, and start to talk business. Begin with a price enquiry and then discuss terms of payment. Sample answer:
A: Hello, Mr. Chen. Welcome to our company. I hope you enjoyed the tour? B: Yes, thank you very much. It’s been most interesting to see all the latest developments in computer-controlled technology.
A: I’m happy to hear it. We’ve invested a lot in IT development in the past six months. It’s starting to provide some great efficiency.
B: That’s great! But how would it improve our company if we introduced it?
A: Well it depends on the scale of your company and the variety of your products. But, it could increase
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productivity by 20%
B: That’s good. What about the price? A: It’s about $ 80,000.
B: Oh, that’s a bit steep. The sum we hand in mind was between $ 50,000 and $ 70,000. Can you give us any preferential terms?
A: It’s hard to say. You know the cost of research and development in technology is very high. $ 70,000 is our bottom line but only if you can also order our additional services.
B: Mmmm---that’s a possibility. We could order that well. How about terms of payment? A: Lump sum payment. It’s the general practice for technology transactions. B: OK, we’ll discuss it with our manager and get back to you.
Ⅴ. Video 2 Payment by letter of credit
1. Pre-viewing
Step1. New Words and Expressions
Documentary credit: 跟单信用证 invoice value: 发票值 Packing list:装运清单 freight to collect: 运费到付 Step 2. Read the following chart to have a rough idea of the video.
2.Viewing
Step1. Watch the video and think about the basic elements of an L/C. Sample answer: The basic elements of a letter of credit are: A payment undertaking given by the bank (issuing bank)\\ On behalf of the buyer (applicant) To pay a seller (beneficiary) A given amount of money
On presentations of specified documents representing the supply of goods within time limits
These documents confirmation to terms and conditions set out in the letter of credit These documents to be presented at a specified place
Step2. Watch the video again and complete the letter below. Pay attention to the structure of the letter. Key: (1) SB-87645 (2) fifty thousand U.S. Dollars; 50,000,00
(2) No. DEF-101 dated January 10,2006 (4) five (5) two
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(6) Freight Prepaid (7) Pneumatic Tools (8) drive (9) hose and quick couplings (10) allowed (11) IP/79370 (12) beneficiary’s (13) 15days (14) SB-87654 (15) drafts
3. Post-viewing
◆Work in pairs. Choose one of the following topics and discuss with your partner: International modes of payment
Advantages and disadvantages different modes of payment Basic elements of an L/C. (Open)
VI. Consolidation
◆Oral Practice.(Imitate and model) Payment by L/C
We require payment via a letter of credit.
For a new client, we can’t accept any terms of payment other than an L/C. We’ll issue the L/C one month before the shipment.
Since the international monetary market is rather unstable, we always use L/Cs for our business transactions. Establishment an L/C
Please open a letter of credit in good time.
We required documentary credit to be opened at the People’s Bank of China. When should we open the L/C if the goods are to be delivered before March? Duration of the L/C
The expiration date of this L/C is the 1st of May. What’s the validity period of the letter of credit?
The L/C will remain valid until the 15th day after shipment. The L/C was cancelled due to the expiry of its validity. VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit7 Delivery (I)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit7 Delivery (I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Statement Listening (15’) Task 2: Presentation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and complete the table 2.Listen and identify the problem Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit 7 Delivery (I)
Ⅰ.Teaching Organization Ⅱ.Warm- up
◆Work in pairs. Discuss which of the following factors will influence the determination of delivery date.
Time of establishment of the L/C Wording of the contract Availability of shipping space Quality of goods Supply of raw materials
Amount of orders to fulfill at the producer’s side Terms of payment
Ⅲ.Listening Practice
Task 1 Listen to the sentences and fill in the following blanks. Step 1. Language points
L/C letter of credit 信用证 be in contact with 联系
Step 2.Play the audio and correct the answers
(1) You should have opened the L/C one month after we signed the contract. Because you failed to do that, we’re unable to make a delivery.
(2) We’ve been in contact with the shipping agent. However, it’s a busy season. We’re sorry to tell you that we’re not able to effect shipment as scheduled because we can’t get the necessary shipping space.
(3) Our supplier has a major problem so I’m afraid we won’t be able to make the delivery on time. Simply
put, the supplier is short on materials. Step 3. Oral practice (Imitate and model)
Step 4. Evaluate the students’ performance Task 2: Presentation Listening
1) You will hear an important talking about the importance of delivery dates. Fill in the blanks according to what you hear. Step 1. Language points
New Words and Expressions：marketing channel: 销售渠道
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end user: 最终消费者
profitable: 盈利的 manufacturer: 生产商 capacity:产量；生产力
Step 2. Play the audio and correct the answers
The date of delivery is a matter of great importance to us. Good quality and
competitive price will mean nothing if the goods don’t get to market on time. Besides, after the arrival of the shipment, the flow of the goods through the marketing channels takes at least two or three weeks before they reach the end users. If we can’t get our goods into the market before our competitors have sold their stocks, we’ll lose out. 2) Listen to the conversation about the delivery and take notes. The delivery time the woman suggested at first:
(1) at the beginning of November The delivery time the man hoped and why:
(2) before the end of September for the Christmas rush Why couldn’t the woman advance shipment:
(3) manufacturers are working in full capacity because they have a lot orders The man asked the woman to: (4) give his order top priority The delivery time they settled: (5) the middle of October Step 3. Oral practice (Imitate and model)
☆Requesting delivery dates
May I ask when we can expect delivery?
How long does it usually take you to make delivery? When will you deliver the goods?
When is the earliest possible date you can ship the goods? ☆Requesting early delivery
Can you consider prompt shipment? Can’t you advance the time of delivery? Can you do something to speed up the delivery?
What about our request for an earlier delivery of the goods?
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Will it be possible for you to ship the goods before early October? ☆Explaining delivery time
The earlier delivery we can make is in May.
We’ll try our best to advance shipment to September.
We deliver all our orders within three months after receipt of the L/C. I’m sorry we can’t make delivery so quickly. Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
1. You will hear three conversations between sellers and buyers. Listen and complete the table below. Step1 Language points
fulfill 满足，实现 steamer 蒸汽船 advance the shipment 提前装运
Step 2 Play the audio and correct the answers.
Delivery date Delivery date Seller’s Seller’s reason suggested by the suggested by the answer seller Conversation (1) buyer Manufacturers fully committed 6months after the 3 months after No contract is signed the contract is signed Conversation (2) Conversation (3) July Mid-June No No space shipping By the end of August September Yes ------ 2. Below are some problems associated with bringing forward the date of shipment and the possible solutions to the problems. Listen to the conversation and identify the problem discussed in the conversation.
Key: C. no available direct shipping space Ⅴ. Consolidation
1.Summary the expressions about requesting delivery dates, requesting early delivery and explainying delivery time.
2. Problem-solving
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Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit7 Delivery (II)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit7 Delivery (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Settling delivery time 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Dealing with wrong delivery 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
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Unit 7 Delivery (II)
Ⅰ.Teaching Organization Ⅱ.Warm- up
Ⅲ.Video 1 Settling delivery time
1. Pre-viewing
Step 1. New words and Expressions
timetable:时间表 hurricane:飓风 halt:停止 install: 安装
Step 2. Read the following chart to have a rough idea of the video.
The seller the buyer the setting
2. Viewing
Step 1. Watch the video. Note down the disagreement between Mr. Hall and Mr. Auberry on the matter of
delivery time.
Step 2. Correct the answers. Sample answer:
Mr. Auberry insists on the delivery date should be no later than September 20th because they have a very strict timetable. Mr. Hall says that because of the damage from a disastrous hurricane last month, they can only make delivery in the last week in September. Finally, they compromise on this and make September 25th the last shipment date.
Step3. Watch the video again and fill in the blanks. Mr. Hall Mr. Auberry We had a disastrous hurricane here last The engine have to be(5) installed after month and part of our (1) workshop was we receive them. That takes time. I do damaged. That (2) halted production for hope you’ll appreciate our position. Can’t 10 days. There’s a backlog of (3) orders you arrange delivery for (6) September to fill. We’re working at full (4) capacity, 20th ? but the earliest delivery date we can make is the last week in September. We can try but we can’t guarantee it. We It’ll take about a week for onward (9) can guarantee (7) September 25th. We transport to the destination so we won’t
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can’t make an earlier shipment because be able to install the engine until the 5th production won’t be (8) complete in time. of October. I’m sorry. We can try to meet an earlier Okay, let’s make it the 25th. But we must date but I don’t hold out much hope. 3. Post-viewing Work in pairs.You are the seller and buyer respectively. Make a dialogue according to the following situation. Situation:The buyer is in urgent need of the goods ordered and requires a prompt shipment after the conclusion of the contract. However, due to the lack of raw materials, the seller cannot meet his requirement. They are trying to work out a delivery time to the satisfaction of both parties. Sample dialogue
Buyer: What is your earliest delivery date? Seller: Mid June.
Buyer: I’m afraid we’re not satisfied with that. We’re in urgent need of the goods. We need delivery by the end of
the May.
Seller: I’m sorry, mid June is the best we can do. As you know, we’re short of raw materials. And our suppliers
are trying their best to meet our requirements. But we’ll need another month to complete production.
Buyer: That’s too late for us. Can’t you do anything to speed things up? Seller: Well, we can’t guarantee anything but we’ll do our best. Buyer: So when can you be sure to deliver by? Seller: June 4th. Buyer: Why the 4th?
Seller: That’s the date on which the first freight ship is scheduled to sail for your port in June. Buyer: Let me see, it’ll take about a week for the goods to arrive at the destination port--- Seller: But we’ll do our best to meet an earlier date.
Buyer: Okay, thank you. Let’s make it the 4th. But if you can make it earlier, all the better. Seller: Of course. You can count on me.
insist absolutely on September 25th as the last (10) possible date. Ⅳ. Follow-up Practice
1. Listen to the telephone conversation. Choose the correct answer to each question. Key: (1) C (2)C (3)A (4)B
2. Work in pairs. Listen to the conversation again and discuss what the appropriate attitude toward complaints of
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delivery delays is. How would you make things better? Sample answer:
The appropriate attitude should be polite and understanding, and try to explain the reason for the delay. Apologize to your partner and try to make immediate compensation.
Ⅴ. Video 2 Dealing with wrong delivery
1. Pre-viewing
Step1. New Words and Expressions
misunderstanding:误解 consignment:寄售的货物 unload: 卸货 slip-up: 疏忽
Step 2. Work in pairs. What may cause delays in delivery? List all the factors you can figure out. Sample answer:
Shortage of raw materials: late arrival of the carrying vessel; problem with suppliers; late arrival of the buyer’s L/C.
Step 3. Read the following chart to have a rough idea of the video. The seller the buyer the setting
2.Viewing
Step1. Watch the video. Note down the reason for the wrong delivery and solution to the mistake. Step2. Correct the answers. Sample answer:
The wrong delivery was caused by a slip-up by the Shipping Department, Ms. Lester suggested that they would try to find another buyer for the goods on the condition that Mr. Backer’s company would reduce the price by 25% for the lot and ship a consignment of A1 quality immediately.
Step3.Watch the video again, and decide if the following statements are (T) or (F). Keys: (1)T (2)F (3)F (4)T (5) F
3. Post-viewing
◆Work in pairs.Choose a role card and make a dialogue according to the situation described on the card. Sample answer: Role card A:
B: The last consignment that arrived at the port was not what we ordered.
A: Really! Oh, I’m terribly sorry. Something must be wrong. Let me check this on the computer. Er---, oh dear, yes, I’m afraid there has been a slip-up in our Shipping Department. I’m sorry. It’s certainly our fault. Mm---
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what would you like us to do about it?
B: Well, we’d like you to take the wrong goods back and send us the goods we orders right away.
A: Certainly. I’ll check our stock position--- Yes, we can ship a consignment of the correct goods by the first available steamer. Actually there’s one scheduled the day after tomorrow. We’ll try our best to make an immediate arrangement for the shipment.
B: Oh, that’ll be fine. I believe the steamer will arrive on schedule. And the extra cost of the freight will be borne by you?
A: No problem. I’m very sorry for the inconvenience and thanks for your cooperation. VI. Consolidation
◆Oral Practice.(Imitate and model) Anticipating delivery
We need the goods to be at our port on time.
We hope that the goods will arrive in time for the New Year rush. I hope that the goods can be shipped promptly after you get our L/C. Please speed up the delivery so that we can catch the marketing season. Explaining delivery delays
I apologize for the delay. The problem was caused by our factory. They had a shortage of raw materials. I’m sorry to tell you that the freight vessel was delayed by engine trouble.
We’re sorry to delay the shipment but our manufacturer has met unexpected difficulties. Owing to the late arrival of your L/C, shipment will be delayed for two weeks. I’m sorry for the delay in delivery and the inconvenience it must have caused you. Requesting prompt delivery
The last shipment date is nearly with us. Be sure to ship the goods before that date. Why haven’t you delivered the shipment? The marketing season is nearly over. The shipment you promised last month hasn’t arrived yet. What’s the problem?
The contract provides for the delivery of the goods in April. But we’ve received none of the goods to date. Could you please look into the matter and let us know what the problem is? VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
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Unit8 Complaints and Claims(I)
教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit8 Complaints and Claims(I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice
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Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Statement Listening (15’) Task 2: Presentation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and complete the table 2.Listen and identify the problem Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 课 后 记 授课教师：
Unit 8 Complaints and Claims (I)
Ⅰ.Teaching Organization
Ⅱ.Warm- up
◆Discuss what might be the reason for most of the complaints and claims. You may refer to the words in the box. damage quality quantity color difference wrong sizes wrong shipment delay in delivery Ⅲ.Listening Practice
Task 1 Listen to the sentences and fill in the following blanks. Step 1. Language points
take the responsibility 承担责任 investigate 调查
Step 2.Play the audio and correct the answers
(1) If the buyer complaints about the poor quality of the goods, the seller can ask the buyer to return the defective items.
(2) When the buyer files a claim against the seller, the seller must investigate to decide which party should take
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responsibility: the buyer, the seller, the insurance company or the shipping company. (3) If it is found that the seller is responsible, the seller must pay compensation to the buyer.
(4) The seller can either provide a replacement or return the money to the buyer.
(5) If the seller won’t entertain the claim, the buyer can ask for compensation from the shipping company of the insurance
company.
Step 3. Oral practice (Imitate and model) Step 4. Evaluate the students’ performance
Task 2: Presentation Listening
1) You will hear a message left by a customer complaining about damage to goods. Listen carefully and fill in the blanks.
Step 1. Language points
New Words and Expressions：breakage: 破损 withhold: 拒给
Step 2. Play the audio and correct the answers
Hello, this if Sarah Congdon from Stanton Distribution. We’ve just received our Trade Fair (1) order, but we’re very disappointed with the amount of (2) breakage. Almost (3) 30% of the goods were damaged in one way or another. We’ll be (4) withholding payment until this has been worked out. I’d be grateful if you’d (5) call me back. You’ve got my number.
Thanks. Bye.
2) Listen to the second message and complete the main information in this message.
The caller: (1) Mrs. McCall from (2) ACC company Problem: (3) quality not the same as the samples The caller’s intends to: (4) send the whole lot back
The caller’s number: (5) 0181-993 421 The caller can be reached till: (6) 5:30 Step 3. Oral practice (Imitate and model)
☆Lodging complaints and claims I’m sorry, but I’ve a claim to make against you. We have no alternative but to lodge a claim with you.
The goods you sent us are not up to the standard stipulated in the contract.
Your goods can’t be accepted as they differ from your samples.
☆Making responses to complaints: apologizing
I’m sorry to hear that.
I’m sorry for any inconvenience this has caused you.
We’re extremely sorry for all the trouble.
I do hope it’s nothing serious.
☆Making responses to complaints: taking action
I’ll look into the matter immediately.
We’ll work everything out and get back to you with a solution.
We’ll take responsibility for it.
This is definitely our fault. I assure you it won’t happen again.
Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
1. Listen to 5 short conversations, and decide which are appropriate responses to a claim and which are not.
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Step1 Language points
approved samples 认可的样品 specifications 规格 replacement 替换
Step 2 Play the audio and correct the answers. Appropriate responses (1) (3) (4) Inappropriate responses (2) (5) 2. Listen to the dialogue and choose the correct answer to each question.
(1) C (2) A (3) B (4) C (5) B
Ⅴ. Consolidation
1.Summary the expressions about Lodging complaints and claims, making responses to complaints and making responses
to complaints. 2. Problem-solving Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit8 Complaints and Claims (II)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit8 Complaints and Claims (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Entertaining claims 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Refusing claims 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师：
Unit 8 Complaints and Claims (II)
Ⅰ.Teaching Organization
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Ⅱ.Warm- up
Ⅲ.Video 1 Entertaining claims
1. Pre-viewing
Step 1. New words and Expressions
en route:在途中 handling: 搬运 evidence: 证据 survey report:检验报告 replacement: 替换品
Step 2. Read the following chart to have a rough idea of the video.
The seller the buyer the setting
2. Viewing
Step 1. Watch the video. Pay attention to Mr. Carlos’s attitude towards the claim, and complete the following sentences.
Step 2. Correct the answers.
(1) Have you checked into the cause of the damage? (2) I suppose the breakage might have happened en route.
(3) That would probably have been due to rough handling by the shipping company.
(4) I advise you to take the matter up with them.
(5) Have you any evidence?
(6) Well, we respect the findings of the Inspection Bureau so we’re willing to settle your claim immediately.
(7) We’ll send the replacement by air on the first available flight.
(8) I’m sorry for the inconvenience it caused you and your customer. I assure you this will not happen again. Step3. Watch the video again. Stop each time when Mr. Carlos raise a question about the claim and repeat the sentences.
3. Post-viewing
Work in pairs.Discuss what the seller should make sure before entertaining a claim.
Sample answers:
What is the cause of the damage to or loss of the goods? Is the damage due to rough handling by the shipping company? Does the buyer have any evidence of how the damage occurred?
What is the buyer’s solution to the problem?
Ⅳ. Follow-up Practice
1. Listen to the dialogue and answer the following questions. (1) Q: What’s the problem with the goods of order No. 211 ? A: The quality is different form that of the approved samples.
(2) Q: What does the seller ask the buyer to email? A: The pictures of products with the wrong color.
(3) Q: What will the seller do if it proves to be their responsibility?
A: Send the replacement.
(4) Q: What does the buyer want the seller to do?
A: Send the replacement immediately. (5) Q: Is the buyer’s requirement accepted?
A: No. 2. Work in pairs.
Situation:You and your partner are the seller and buyer respectively. Make a dialogue according to the situation given
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below.
When the buyer received the goods, he found 5 pieces missing. The buyer lodges a claim against the seller. However, the
seller is unwilling to entertain the claim.
Sample dialogue:
A: We’ve just received our order No. 2-H35. we found that there were five pieces missing from the consignment. B: We’re sorry to hear that. Did you check with the shipping company? Maybe it was due to inappropriate handling by
the shipping company during transit.
A: The carton was not damaged. But there were five pieces missing from inside the carton. So the shipping company said
they had nothing to do with the shortage. It must have happened during the packaging process.
B: well, do you have any evidence?
A: Yes, of course. We have a survey report issued by the Inspection Bureau in our country.
B: In that case, please fax us the survey report and we’ll deal with your claim.
A: OK, I’ll fax you the report immediately.
Ⅴ. Video 2 Refusing claims
1. Pre-viewing
Step1. New Words and Expressions
consumption: 消费 crush：压坏 leak：渗漏 on board: 到船上 Bill of Lading:提货单 transit: 运输
cover: 给---保险；包括 insurance policy: 保险单 Step2. Read the following chart to have a rough idea of the video.
The exporter The importer The setting
2.Viewing
Step1: Watch the video. As you watch, note down the following information.
Step2: Correct the answers (1) Q: Why did the import file a claim? A: Fifteen cases were badly damaged.
(2) Q: Why was it refused? A: The contract was on FOB basis. (3) Q: What should the importer do?
A: Turn to the insurance company for compensation.
Step3: Work in pairs. Discuss why some claims are refused. Try to figure out some of the reasons.
Sample answers:
No reliable evidence; responsibility of the shipping company; improper handling by the buyer; damage covered by
insurance
3. Post viewing
◆Work in pairs.Choose a role card A, B, or C, and make a dialogue according to the information given in the card.
Sample dialogue: Role card A
A: The shipment arrived at our port yesterday, but fifteen cases were missing. I suppose I have to file a claim against you. B: Well, Mr. Potter, the quantity of the goods was correct when they were shipped on board. The Bill of Lading signed by the captain of the ship is proof. So apparently, the goods went missing during transit. I’m sorry to tell you that we can’t
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consider your claim.
A: OK. Then what are we going to do? The loss is unacceptable.
B: I suggest you turn to the insurance company for compensation. They should cover your losses.
A: Then I’d better check with the insurance company right away. OK, thank you very much for the information.
B: You’re welcome. Feel free to contact us at any time. Goodbye then.
VI. Consolidation
◆Oral Practice.(Imitate and model)
Entertaining a claim
If we were at fault, we would be glad to compensate you for your losses. We have decided to compensate you with a payment of 5% of the total values.
We’ll send you a replacement right away.
Refusing a claim
There are no grounds for this claim so I’m sorry to say we can’t accept your claim against us.
Your claim should be against the shipping company.
Since no sufficient documents can be found to support the case, we’re sorry that your claim can’t be considered.
Presenting proof
Here is the survey report issued by a well-known laboratory in Hong Kong. Their testimony is absolutely reliable. The investigation made by the China Commodity Inspection Bureau has revealed that the damage is attributable to
improper packaging. VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
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Unit9 Marketing (I)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit9 Marketing (I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Statement Listening (15’) Task 2: Presentation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and complete the table 2.Listen and identify the problem Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 课 后 记 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 授课教师： Unit 9 Marketing (I) Ⅰ.Teaching Organization
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Ⅱ.Warm- up
◆Work in pairs. Marketing is more than sales. Try to list and explain what marketing includes.
Word tips: communication pricing conception promotion
Sample answers:
Marketing involves more than communicating information about a product or service. Marketing includes planning and executing the conception, pricing, promotion and distribution of ideas, goods and services to satisfy customers. A healthy marketing mix consists of the 4Ps: providing the customer with the right product at the right price, presenting it in the
most attractive way(Promotion) and making it easily available (place).
Ⅲ.Listening Practice
Task 1 Listen to the managers talking about their responsibilities. Fill in the blanks and check your understanding with
their explanation.
Step 1. Language points
ascertain 确认 targeted public 目标受众 Step 2.Play the audio and correct the answers
(1)The Marketing Manager:
Responsible for the company’s detailed marketing strategy;
Tries to ascertain demand for product, and to identify potential new markets
(2)The Promotion Manager:
Responsible for promotion programmes which mainly include advertising campaign, exhibitions and occasional special
price reduction campaign. (3)The Public Relations Manager:
Responsible for publicity programmes to a targeted public; Tries to promote company and to retain customers’ support.
(4)The Sales Manager:
Responsible for the company’s sales programmes;
Sets goals and provides training programmes for the sales people;
Analyses the sales figures to monitor the market shares for the products and to maximize profits.
Step 3. Oral practice (Imitate and model) Step 4. Evaluate the students’ performance
Task 2: Presentation Listening
1) Listen to the conversation and complete the flow chart covering the four steps for entering a new market. Step 1. Language points
New Words and Expressions：segmentation: 分割 target market: 目标市场 market research: 市场调查 billboard:
广告牌
Step 2. Play the audio and correct the answers
Market Research
Find out whether there is any (1) demand for you products,
and whether there is any (2) competition.
Market (3) Testing
Offer (4) samples to selected customers to find out if they like it or not.
Market Segmentation
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(1) Divide the whole market into (6) smaller parts and determine in which part or (7)segment you’re going to sell your products.
(8) Advertising
You need to (9) consider your products, target customers and (10) budget.
Step 3. Oral practice (Imitate and model)
☆Developing new markets
With increasingly intense competition in the domestic market, there is good reason to go international.
Our products are really competitive and I bet they will sell in the North American market.
We are a new entrant to this market and few people know our brand.
☆Marketing competition
The market situation is much better than we expected.
The competition is getting fierce.
According to the result of our market research, customers aren’t particularly loyal to any brand with his kind of product.
☆Marketing figures
Sales reached $7 million, an increase of 5.4% from 2000. Sales have decreased by 20% compared to last quarter.
As you can see from this graph, the amount of net sales has steadily increased over the last decade.
Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
1. You are going to hear a speech from a Marketing Manager talking about marketing plans. Which of the following
promotional methods does he mention in his speech?
Step1. Language points
promotioanal programmes 促销方案 deliver directly to one’s homes 直销
Step 2. Play the audio and correct the answers.
Key: A C D F G
2. Listen to a Sales Manager presenting the sales targets for four products. As you listen, match the graphs with the
products: 001, 002, 003 and 004.
Key: Graph 1:004 Graph 2:003 Graph 3: 001 Graph 4:002
Ⅴ. Consolidation
1.Summary the expressions about developing new markets, marketing competition and markeeting figures.
2. Problem-solving Ⅵ. Assignment 1. To grasp the language points; 2. To do the listening practice more
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Unit9 Marketing (II)
教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit9 Marketing (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice
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Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Marketing plans 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 Promoting products 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 课 后 记 授课教师： Unit 9 Marketing (II) Ⅰ.Teaching Organization
Ⅱ.Warm- up
Ⅲ.Video 1 Marketing plans
1. Pre-viewing
Step 1. New words and Expressions
olar-powered:太阳能的 peak:顶点 decline: 下降 appeal:吸引
Step 2. Work in pairs.Discuss the sales of a particular kind of product within a certain period by using the following
expressions.
upward trend rise steadily level off increase gradually sudden fall dramatic increase reach a peak
Sample answers:
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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Step 3. Read the following chart to have a rough idea of the video.
The salesman The customer
2. Viewing
Step 1. Watch the video. How many points do they cover in the discussion? Identify them from the checklist below.
Step 2. Correct the answers.
Key: potential market; competition; sales-profit analysis; advertising;
marketing strategy
Step3. Watch the video again and complete the following chart. Marketing Plan for the SP Watch Market results research Problem: decline of (1) market shares Reason: (2) There have been a number of new competitors. Potential market Sales-profit analysis (3) young fashion followers Target profit: (4) $ 1.8 million Target sales: (5) $ 18 million Target market share: (6) 6 % Marketing strategy Pop music, sports and fashion programmes on (7) radio and TV (8) the net (9) fashion magazine 3. Post-viewing
Choose a product you are familiar with, and make a marketing plan for the product.
Ⅳ. Follow-up Practice
1. Listen to a telemarketer pushing sales of his products to a potential customer. Choose the correct answer to each
question.
Key: (1) C (2) B (3) C (4) A
2. Work in pairs. Make a dialogue according to the following situation.
Situation:You are an insurance agent. You are trying to sell a life and sickness insurance policy to a middle-aged man with a family of four-the husband (the man himself), the wife (a housewife), and two children (one is 12 years old and the other
sic years old). The man has never bought any kind of insurance before.
Sample dialogue:
Agent: Good morning, sir. I’m an insurance agent. May I ask you some questions?
Man. Yes. Go ahead.
Agent: Do you have any insurance protection for you and your family?
Man: No, not really.
Agent: How many people are there in your family?
Man: Four. My wife, two children and me.
Agent: Does your wife work?
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Man: N, o. She takes care of the children at home. Agent: Then you’re the only breadwinner in your family.
Man: I guess so.
Agent: Have you ever thought about what your family would do if anything happened to you? How would they survive?
Man: Mm--- I can only hope that won’t happen.
Agent: Well, sir. Nothing in life is certain. Just in case, may I suggest you buy some insurance. That way, you’ll be
protected. I promise you that if the conditions of your policy are met, the insurance will pay out.
Man: That sounds reasonable. Can you explain the details?
Agent: Sure.
Ⅴ. Video 2 Promoting products
1. Pre-viewing
Step1. New Words and Expressions
timber: 木材 staff: 员工 canteen: （自助）食堂
Step 2. Work in pairs. Discuss and list all the qualities that you think make a good salesperson.
Sample answers: aggressive, convincing, smart, self-confident, polite, persistent
Step 3. Read the following chart to have a rough idea of the video.
The salesman The customer
2.Viewing
Step1. Watch the video. As you watch, note down the question of the salesman and the answers from the manager. Step2. Watch the video again. How does the microwave oven salesman sell his product to the furniture company? Try to
figure our this reasoning and complete the following flow chart.
Key:
Your factory is located in the suburbs, so you’re a long way from town, aren’t you?
Yes
Are there any restaurants nearby?
(1) No.
(2)How many staff members do you have? About 200.
(3) Where do they eat at noon?
In a small canteen.
Are your staff happy with the food served here in the canteen?
Not really. Why is that?
(4) A limited selection of dishes.
If you had a choice of several more dishes, you and your stall would be happy to eat more often in the canteen. Is that
right? (5)Yes.
Our microwave can help!
3. Post-viewing
◆Work in pairs. You are a salesperson and your partner is a potential customer. Pick one of the following products, and
try to sell the product to your partner.
Sample dialogue
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Sales: Good morning. I’m from ABC Airline. I’m here to introduce our new service.
Man: So, what is it? Please be brief. I don’t have much time this morning. Sales: Sure. It won’t take long. I guess you’ll have your annual vacation next month.
Man: Yes.
Sales: Do you have any plans?
Man: Not really. I’ve got several options but I’m still making up may mind.
Sales: Ok. We have a special offer for a round-trip ticket to Hawaii. If you book now, it’s 60 % off.
Man: Hawaii? I’m not sure--- it’s still a month before I go on holiday.
Sales: Think about it, sir. The holiday season is coming. Many people will be going abroad next month. If you leave buying a ticket until the last minute, you’ll have to pay full price and maybe you won’t be able to go at all if all the flights are full.
But if you book now, you get 60% off.
Man: Ok, it’s not a bad idea to spend my vacation on the beach in Hawaii. I’ll take it!
Sales: Thank you very much. VI. Consolidation
◆Oral Practice.(Imitate and model) Introducing products for promotion
Would you like to take a look at the catalogue and see what interests you?
Here’s our latest model. Would you like to try it? Considering its quality, the price is reasonable.
Describing marketing potential The product will find a ready market.
We’re sure the products will go down well in your market.
This is something you can’t afford to be without.
This is excellent value for your money. Explaining promotion measures
We’ll offer you a 10% discount if you order right now.
We have a free delivery system.
The first 50 customers who order the new model will be given special gifts.
VII. Assignment
1. To grasp the language points; 2. To do the listening practice more
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Unit10 Advertising (I)
教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit10 Advertising (I) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice
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Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Listening Practice Task 1: Statement Listening (15’) Task 2: Presentation Listening (25’) Ⅳ. Follow-up Practice (25’) 1.Listen and complete the table 2.Listen and identify the problem Ⅴ. Consolidation (10’) Ⅵ. Assignments (5’) 教学过程 设 计 及 时间分配 教学场所或教学方法 作 业 Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media 课 后 记 授课教师： Unit 10 Advertising (I) Ⅰ.Teaching Organization
Ⅱ.Warm- up
◆Work in pairs. The following are logos of 8 famous companies.
How and where do they advertise their products?(P103)
Ⅲ.Listening Practice
Task 1 Listen to the advertising slogan twice, and then decide which companies they are from. The first one has been
done for you.
Step 1. Play the audio and correct the answers Slogan A : All the news that’s fit to print.
Slogan B: Better things for better living through chemistry.
Slogan C: Good to the last drop. Slogan D: Let your fingers do the walking.
Slogan E: No more tears.
Slogan F: Reach out and touch someone.
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Slogan G: You deserve a break today. Step 2. Oral practice (Imitate and model) Step 3. Evaluate the students’ performance
Task 2: Presentation Listening
1) Listen to Martin Jones, an Advertising Manager, talking about his job and fill in the blans.
Step 1. Language points
New Words and Expressions：image: 形象 prospect: 可能成为主顾的人 recognition: 认可
ROI(Return on Investment): 投资回报率 Step 2. Play the audio and correct the answers
People don’t buy (1) products they don’t know. Our job is to make sure that people or (2) companies who could be buying our products know about them. We also sell what we call the (3) “image” of the company. The image is what people think about a company and its product. This comes form what they (4) hear or (5) read. In our ads, we offer to send people (6) information about the company and its products. People who (7) respond to the ads. are the best (8) salespeople
to call on. Our goal is to make (10) customers out of the prospects. That’s how you build a company.
2) Listen to the advertisements form three advertising agencies: verity, Impact Ads and Transworld. What different
images do they stress in their ads? Key: (1) A (2) C (3) B Step 3. Oral practice (Imitate and model) ☆Planning an advertising campaign
We’ll be running a major advertising campaign for the product. The advertising campaign obviously has to be aimed at young people.
I think we should change the style of our advertisements. The old slogan is a bit out of date now.
☆Deciding on the advertising media
We targeted fashion magazines and sports magazines.
We’ll be signing a sponsorship deal with one of China’s top football clubs.
☆Comparing advertising media It’s cheaper to advertise on the radio than to advertise in newspapers or magazines.
Outdoor billboards can provide a great deal of flexibility. They can be placed along highways, near stores of around sports
grounds.
Step 4. Evaluate the students’ performance
Ⅳ. Follow-up Practice
1. Listen to the dialogue between two staff members from Advertising Department about their choice of advertising
approaches. How do they evaluate their options? Step1 Language points
audience: 听众 visual: 视觉的 commercial: 电视广告
prime time: 黄金时段 loyalty: 忠实 Step 2 Play the audio and correct the answers. (1) TV Commercials: high visibility, but too expensive (2) Radio advertising: might work if placed well,
also too expensive given the budget
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(3) Billboards: won’t work on highway, better focus on subway and train advertising (4)The internet: will reach a lot of young people
Ⅴ. Consolidation
1.Summary the expressions about Planning an advertising campaign, decideing on the advertising media and comparing
advertising media 2. Problem-solving Ⅵ. Assignment
1. To grasp the language points; 2. To do the listening practice more
Unit10 Advertising (II)
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教 案 首 页
周次： X 日期 ： 课时序： X 课 题 教学目的 要 求 重 点 难 点 Unit10 Advertising (II) 1. To grasp the key words and expressions; 2. To retell the important sentences and make the situational dialogues; 3. To explore the listening skills by working in pairs or groups Important sentences drills Oral practice Ⅰ.Teaching Organization (5’) Ⅱ. Warm-up (5´) Ⅲ. Video 1 Advertising media 1.Previewing (5’) 2.Viewing (10’) 3.Post-viewing (15’) Ⅳ. Follow-up Practice (10’) Ⅴ. Video 2 What makes a good ad? 1.Previewing (5’) 2.Viewing (10’) 3. Post-viewing (15’) 教学过程 设 计 及 时间分配 VI. Consolidation (5’) VII. Assignments (5’) 教学场所或教学方法 作 业 课 后 记 授课教师：
Unit 10 Advertising (II) Ⅰ.Teaching Organization
Language Lab Task-based Teaching Method Lecture, Practice 1. To grasp the language points; 2. To do the listening practice more 使 用 教 具 Tapes CDs Multi-media
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Ⅱ.Warm- up
Ⅲ.Video 1 Advertising media 1. Pre-viewing
Step 1. New words and Expressions
audience 观众 visual 视觉的 commercial 电视广告 loyalty 忠实
Step2. Suppose you are the Advertising Manager of a clothing company. The company is planning to promote a range of casual clothing targeted at young people. Which of the following media would you choose in the advertising campaign? TV commercials; the Internet; magazines
Step 3. Read the following chart to have a rough idea of the video. 2. Viewing
Step 1. Watch the video. Note down how many kinds of advertising media are mentioned in the discussion, and what they are.
Step 2. Correct the answers.
sponsorship; posters; radio; TV commercials
Step 3. Watch the video again. Choose the correct answer to each question. Key: (1) C (2) B (3) A (4) C (5) A 3. Post-viewing
Work in pairs. You are the Markeing Manager and Advertising Manager respectively of a company specialized in children’s shoes. The children’s Day is coming. Your company is planning an adertising campaign for your products and you are discussing the details of this advertising campaign. Make up a dialogue. Sapmle dialogue:
Marketing Manager: Children’s Day is nearly upon us. It’s a good opportunity for us to lauch a promotion campaign. Do you have any idea?
Advertising Manager: Well, people often buy children’s shoes as gifts for Children’s Day. So I think we should offer a free gift-wrapping service at our stores to attract more potential buyers.
Marketing Manager: Yes. That’ll be convenient for those customers. But how could we advertise our special service? Advertising Manager: We can put up posters in our neighbourhood and issued leaflets.
Marketing Mangager: OK. I also think on Children’s Dya many parents will take their kids to the store to buy shoew. So we need to do something for the kids on their special day.
Advertising Manager: An additional gift would be a good idea. A toy or a book or some things that might interest the kids. Marketing Manager: That sounds great. Children always like presents.
Advertising Manager: And I think regular customers should be given a special discount on the day.
Marketing Manager: All right. 20% off for regular customers. But, please, would you write a detailed plan of the campaign highlighting what we’ve discussed and giving cost predictions. Advertsing Manager: No problem. Ⅳ. Follow-up Practice
1. Read the items below. Which of them are mentioned in the ad you hear? Key: B E
2. Ms. Lynch from a furniture company is consulting Mr. Howard about how to make a TV commercial. Listen to their conversation and complete the notes. Sample answer:
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Business Solution
Product: a new range of (1) office furniture
Goal: improve image and increase (2) brand awareness
Target audience: (3) business executives, corporate businessmen and (4) self-employed professionals Image: the best manufacuter of office furniture who produces (5) furniture successful people dream of Budger: (6) under half a million dollars Deadline: (7) April 15
Ⅴ. Video 2 What makes a good ad? 1. Pre-viewing
Step1. New Words and Expressions
marmalade: 柑橘酱 appeal to sb.: 吸引某人 brag: 吹嘘 Step 2. Read the following chart to have a rough idea of the video. The teacher The students 2.Viewing
Step1. Watch the video. The ads of some of the following products are mentioned in the discussion. What are they? Step2. Correct the answers.
Sample answer: Automobile; Marmalade; Furniture; Ice cream
Step3.Watch the video again. Match each product with the reason that the students give for liking the ad of these products.
Keys: (1)c (2)a (3)d (4)b
3. Post-viewing
◆Work in small groups. What are your favourite TV commercials? Describe them to your partners and explain why you think they are effective. Sample answer:
I like Kodak commercials. Several pictures of a little boy are taken tin the commercial. For example, in the morning, the little boy is brushing his teeth with his dad. They are bending over shoulder to shoulder and they have toothpaste bubbles in their mouths. Then they look at each other and smile. The photograph catches the smile perfectly. In another clip, the little boy is having a haircut. He has a white towel under his neck and scissors snipping about his head. The boy suddenly cries and the photograph is taken. It’s very funny. I think the commercial conveys the message that Kodak records your life. It’s very impressive.
VI. Consolidation
◆Oral Practice.(Imitate and model) Advertising slogans
Things get better with Coca-cola. (Coca-cola) Quality never goes out of style. (Levi’s) Think differently.(Apple computer) Show your true colour. ( Kodak film) I have no excuses. I just wear them. ( jeans)
Flowers by Interflora speak from the heart. (flower shop) VII. Assignment
1. To grasp the language points;
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2. To do the listening practice more
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