新职业英语 视听说 Unit

1、Teaching Plan In Class Period 1: Listening 1 Watching 1 (Task 1) Period 2: Speaking 1 Project Period 3: Watching 1 (Task 2) Listening 2 Period 4: Watching 2 Speaking 2 (Task 3-4) After Class Unit File + Supplementary Listening Learning Focus Knowledge: To build up the vocabulary (esp. terms) about i

2、nternational trade To get a general idea of the typical working process in trade Skills: To be able to carry out a simulated trade process To learn the skills of negotiating price and terms in doing business Speaking Watching Listening Outline 12 12 12 Supplementary Material Further Listening (1) Fu

3、rther Listening (2) Further Listening (3) Further Watching (1) Further Watching (2) Fun Time Listening 1-Task 1 1. Warming-up Inquiry is usually an action undertaken by buyers to get the products information before purchasing. What kind of information may buyers ask for? The prices of goods specific

4、ation packing, delivery date terms of payment and so on New Words no one shall stop me. 我要实现我的目的，没人能阻止我。 Watching 1-Task 2 Watching 1-Task 2 2. Extensive Watching Alice comes to Laurent Whites office to sign the contract. Watch the video clip and answer the following questions. 1.What does Laurent W

5、hite do before signing the contract? 2. Whats their wish after they sign the contract? Laurent White reviews the contract before signing the contract. They wish to do more business in the future. Script Watching 1-Task 2 3. Intensive Watching Watch the video clip again and decide whether the followi

6、ng statements are true or false. Then write down the key words to support your answers. 1. Theyve signed the sales contract in English as its only legally recognized under Canadian law. 2. Laurent White emphasizes that shipment should be effected before the end of July. 3. Alices manager has already

7、 signed the contract before Alice brings the contract to Laurent White. False Theyve signed the contract in English and Chinese. Theyre both legally recognized under Chinese and Canadian law. False The shipment should be effected before the end of June. True My manager has signed the contract. Scrip

8、t Watching 1-Task 2 4. Language Summary Review the following sentences, which are useful on the occasion of signing a contract. 1. Please take one more look before you sign. 2. Let me check the terms again. 3. Everything is clearly stated. 4. Could you sign it now? 5. Please sign your name here. 6.

9、Here are two copies for you. 7. Im looking forward to doing more business with you in the future! Further Listening 2-Contract Listen and decide whether the following statement are true or false. 1. The contracted products should be delivered within 30-40 days from the date of the sellers receiving

10、of letter of credit. 2. The insurance of the contracted products is to be effected by the seller. 3. The buyer should pay for the packing of the contracted products. 4. The seller shall not be responsible for non-delivery if the contracted products are severely destroyed by flood. 5. The contract wi

11、ll automatically become invalid should the buyer fail to open a letter of credit in favor of the seller within 7 days after signing of the contract. 6. Both the buyer and the seller have read carefully and agreed to abide by all the terms and conditions listed in the contract. Further Listening 2- C

12、ontract Listen again and give brief answers to the following questions. 1. When and where is the contract signed? December 12, 2008, in Guangzhou. 2. What is the origin of the contracted products? Germany. 3. What is the payment term? The buyer shall open a 100% confirmed, irrevocable letter of cred

13、it in favor of the seller within 5 calendar days from date of the agreement through the issuing bank . 4. In case of no settlement can be reached, how should the parties deal with the dispute? Both parties should submit the disputes to arbitration. 5. Where should the arbitration be conducted? The a

14、rbitration shall take place in China and be conducted by the Foreign Economic and Trade Arbitration Commission of CCPIT. Speaking 1 1. Work in pairs. Complete and practice the following conversation with your partner in turn. A:A: I have great interest in your latest products. Im thinking of placing

15、 an order. B: We have a good supply of A: A: Could you B: OK. Here is . The price varies slightly according to the size of order. A: A: Can you ? B: If you can , I can give you a firm quote. A:A: I see. Ill B:B: Thanks. Whats your supply position right now? most of the products. give me an indicatio

16、n of price? the price list give me a firm quote confirm the quantity fax you our inquiry list, including product names, specifications and quantities. Im looking forward to seeing it. Speaking 1 2. Work in pairs. Practice making up a conversation about giving an offer according to the following inst

17、ruction. . Speaking 1 3. Work in pairs. Complete the following sentences according to the steps given. Then practice making up a conversation. Speaking 1 4. Work in pairs. One acts as a sales representative and the other acts as a client. Suppose youre going to sign a contract. Make up a conversatio

18、n according to the following procedure and items agreed upon. Listening 2-Task 1 1. Warming-up Look at the examples below and brainstorm what might go wrong with an order with your partner. Packaging logo shipment, etc. New Words both Parties have read carefully and agreed to abide by all the terms

19、and conditions stipulated therein. The contract is signed by both Parties. The Seller: Johnson Company The Buyer: Guangdong Hua Hai Company Video Script Watching 1-Task 1Script Watching 1-Task 2 Watching 2-Task 1Script Watching 2-Task 2Script Script DANNY MCNEIL: Before we begin, are you sure that y

20、ou are in a position to conduct this negotiation? 丹尼麦克内尔：在开始前，我想问一下你确定你可以进行这次谈判吗？ EDWARD GREEN: Yes, I have the authority to negotiate with you. 爱德华格林：是的，我有跟你谈判的授权。 DANNY MCNEIL: Right. Lets get down to business. 丹尼麦克内尔：好，那我们就办正事吧。 EDWARD GREEN: Which of our product lines are you particularly intere

21、sted in Mr. McNeil? 爱德华格林：麦克内尔先生，你对我们的哪些生产线特别感兴趣？ DANNY MCNEIL: I could be interested in these ones that I have outlined here. 丹尼麦克内尔：我对这些划线的感兴趣。 But I want to hear what you say about discounts. 但我要听听你给什么样的优惠。 EDWARD GREEN: Lets talk specifically about Big Boss. 爱德华格林：那我们就具体用“大老板”来谈吧。 DANNY MCNEIL:

22、Lets be clear about one thing. 丹尼麦克内尔：我们先要明确一件事情。 I hope you realize that we must have a much larger discount than whats on the table now. 我希望你认识到我们要的优惠比现在摆在桌面的要大得多。 Further Watching (1)-Negotiating Prices Script EDWARD GREEN: I think the discount problem can be resolved but you need to be more prec

23、ise about numbers. 爱德华格林：我认为优惠的问题是可以解决的，但你得把具体的购货量明确一下。 DANNY MCNEIL: Fair enough. What kind of discount are you offering on ten thousand units? 丹尼麦克内尔：很公平。你们给1万件的优惠是多少？ EDWARD GREEN: On ten thousand units, Mr. Mcneil, I can offer a discount of 30 percent. But I cant offer more. 爱德华格林：麦克内尔先生，1万件的话，我

24、能给的优惠是30%。但不能再多了 DANNY MCNEIL: 30 per cent! 丹尼麦克内尔：30 %! EDWARD GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months. 爱德华格林：请让我说完，优惠是30%，但我们保证两个月内交货。 DANNY MCNEIL: Delivery must be within two months or Im not interested. 丹尼麦克内尔：交货必须是两个月内，否则我也没兴趣了。 Im offering you

25、 the chance to make a very large sale and you are turning it down because were. 我在向你提供大批量销售的机会，你却拒绝了，因为我们 Further Watching (1)-Negotiating Prices Script EDWARD GREEN: Can I just come in here Mr. McNeil? I havent turned anything down. I havent said no. I am just saying that on ten thousand units our

26、discount terms are thirty percent. 爱德华格林：麦克内尔先生，我能插两句吗？我没有拒绝任何事。我并没有说“不 ”。 我只是说，对于1万件我们给的优惠是30%。 DANNY MCNEIL: But. 丹尼麦克内尔：但是 EDWARD GREEN: Please let me finish. Now if you commit to buy twenty thousand units then I could consider a larger discount. 爱德华格林：请让我说完。如果你承诺购买2万件，那么我可以考虑更大的优惠。 DANNY MCNEIL:

27、 How much larger? 丹尼麦克内尔：大多少？ EDWARD GREEN: If you commit to twenty thousand units then I can offer a 35 percent discount. 爱德华格林：如果你承诺购买2万件，那么我可以给你 35%的优惠。 DANNY MCNEIL: 30, 35 percent. Im getting tired of this. You are playing games. 丹尼麦克内尔：30%、35%，我不吃这一套。你们在玩把戏。 I am looking for a large discount,

28、and I hope that youre going to offer me one. 我要的是大优惠，并且我希望你能给我这样的优惠。 Further Watching (1)-Negotiating Prices Script EDWARD GREEN: If you want a big discount then you must make the order a big one. Lets talk about unit price rather than discount. Our standard unit price to the wholesaler is 23.5. 爱德华

29、格林：如果你想要大的优惠，那么你的定单也要大。我们还是不谈优惠，谈单价吧。我 们给批发商的标准单价是23.5。 DANNY MCNEIL: And Im not interested in 23.5. 丹尼麦克内尔：但我对23.5元没什么兴趣。 EDWARD GREEN: Yes, I know that Mr. McNeil. If you buy 40,000 units, then I can offer a unit price of 19.5. What will your mark-up be on the Boss, 3, 3.5, 4? 爱德华格林：是的，麦克内尔先生，我知道。

30、如果你买4万件，那么我可以给你19.5元的单价。 你在“大老板”上的毛利是多少， 3、3.5、4？ DANNY MCNEIL: About that. 丹尼麦克内尔：大约这个数吧。 EDWARD GREEN: With those figures youre going to be very competitive. 爱德华格林：以我们给出的单价，你将会很有竞争力。 DANNY MCNEIL: 19.5 unit price? 丹尼麦克内尔：单价19.5？ EDWARD GREEN: If you buy 40,000 units; that represents a discount of.

31、 爱德华格林：如果你买4万件的话，这样优惠就是 DANNY MCNEIL: I have a calculator, too. I can see what the discount is. Offer me a unit price of 19.5 on 25,000 units and we can do business. 丹尼麦克内尔：我能知道这个优惠是多少。给我19.5的单价，我买2.5万件，我们就可以成交。 Further Watching (1)-Negotiating Prices Script EDWARD GREEN: I cant do that. Im sorry. 爱

32、德华格林：对不起，我办不到。 DANNY MCNEIL: Lets break for a few minutes. Ive got a few things I have to see to. Ill be a couple of minutes. Would you like a cup of coffee? 丹尼麦克内尔：我们先休息一下。我有几件事要处理。我要几分钟。来杯咖啡？ EDWARD GREEN: Yes, please. 爱德华格林：好的，谢谢。 DANNY MCNEIL: Help yourself to the phone if you want to make a cal

33、l. 丹尼麦克内尔：如果你想打电话，请随意。 EDWARD: Thanks. 爱德华：谢谢。 DON BRADLEY: Don Bradley. 堂布拉德利：堂布拉德利。 EDWARD GREEN: Hi, Don. Hows the meeting? 爱德华格林：堂，你好。会议开的怎样？ DON BRADLEY: Its just finished. Im on my way over. Hows your meeting? 堂布拉德利：刚刚结束。我在过来的路上了。你的会面怎样？ EDWARD GREEN: hes definitely interested. Were having a b

34、reak. 爱德华格林：他很有兴趣。我们在休息。 Further Watching (1)-Negotiating Prices Script DON BRADLEY: Whats the situation? 堂布拉德利：情况怎么样？ EDWARD GREEN: Its becoming difficult, were stuck on the size of the order for Big Boss. He wants a unit price of 19.5 on an order of 25,000. 爱德华格林：变的有点难，我们还在订购“大老板”的量上。他想要19.5，买的量是

35、2.5万件。 DON BRADLEY: That sounds good to me. 堂布拉德利：我觉得不错。 EDWARD GREEN: I think we can push him further. 爱德华格林：我认为还可以再逼下他。 DON BRADLEY: Do you think so? 堂布拉德利：你是这样认为的吗？ EDWARD GREEN: I think so.I hope so. 爱德华格林：我是这样认为的 希望如此。 DON BRADLEY: Be careful. Hes a clever man. Ive dealt with Mcneil before. Whe

36、n he starts banging on the table, thats as far as you can go with him. Good luck! 堂布拉德利：小心点，他可是个聪明人。我以前跟麦克内尔打过交道。如果他开始敲 桌子的话，那就是你能做的极限了。祝你好运！ EDWARD GREEN: Thanks. So lets clarify the position so far. 爱德华格林：谢谢。那么我们明确一下我们现在为止的处境。 Further Watching (1)-Negotiating Prices Script As far as Big Boss is co

37、ncerned we have agreed on a unit price of 20 for 30,000, and I cant go below that price for an order of this size. 仅就“大老板” 我们同意给20的单价，但要购买3万件，对这样的订购量我不可能低 于这个数。 Now lets look at terms of payment. 现在我们看一下付款条款。 DANNY MCNEIL: 90 days. 丹尼麦克内尔：90天。 EDWARD GREEN: Im sorry Mr. Mcneil, but thats completely

38、unacceptable. Our standard policy on discounts of over 30 percent is payment within thirty days of delivery. 爱德华格林：对不起 ，麦克内尔先生，不过这完全不可接受。我们对于超过30%的优 惠的优惠政策通常是交货后30天之内。 DANNY MCNEIL: This is not a standard situation. I am making a very large order. 丹尼麦克内尔：但这不是个通常情况。我订购的货量很大 EDWARD GREEN: Can I just c

39、ome in here, Mr. Mcneil? I know youre making a large order but you are also getting an excellent product at a very large discount. 爱德华格林：麦克内尔先，我能插两句吗？我知道你的订购量很大，但你也是以很 大的优惠获得一件很棒的产品。 DANNY MCNEIL: I cant believe that this is your final offer. 丹尼麦克内尔：真不能相信，这就是你们的最终报价。 Further Watching (1)-Negotiating

40、 Prices Script EDWARD GREEN: If you order 35,000 then I can authorize payment in 90 days. 爱德华格林：如果你订购3.5万件，我可以授权90天内付款。 DANNY MCNEIL: We have already decided on quantity. This is my last offer. 30,000 at 60 days payment. Take it or leave it. 丹尼麦克内尔：我们已经决定了数量。这是我的最后出价：3万件，60天内付款。要么接受要么 一拍两散。 EDWARD G

41、REEN: I think that offer will be acceptable. So all we have to do now is finalise the delivery arrangements. 爱德华格林：我认为这个出价可以接受。那么我们现在要做的就是商定交货的安排了。 DANNY MCNEIL: Well, lets discuss the details tomorrow. 丹尼麦克内尔：我们还是明天再商谈细节吧。 DANNY MCNEIL: Come in! Don, how are you? 丹尼麦克内尔：进来! 堂，你好！ DON BRADLEY: Hello

42、, Danny, Edward. Im sorry Im late. 堂布拉德利：你好，丹尼， 爱德华。对不起，我迟到了。 DANNY MCNEIL: You are late. Id rather do business with you than this young man. What have you been feeding him? 丹尼麦克内尔：你真是迟了。我宁愿跟你打交道，也不愿跟这个年轻人做生意。你都给他吃了 什么啊？ DON BRADLEY: Oh, we dont feed him. We like to keep our staff hungry. 堂布拉德利：哦，我们

43、不给他们吃的。我们喜欢使员工有饥饿感。 Further Watching (1)-Negotiating Prices Script DON BRADLEY: Id like you to look at those figures: As you can see, the maximum retail price for the Mark 2 must be 60. That means, that to keep our margins, our production costs must be no more than 14 per unit. 堂布拉德利：我想请大家看一下这些数字：正如

44、大家所看到的，马克二世的最高价格 必须是60。这就是说，为了保持我们的利润，我们的生产成本每件一定不能超过14。 DEREK JONES: Id rather have a retail price of 75. I dont believe that the Mark 2 can be produced for less than 18 per unit. 德里克琼斯：我宁愿零售价是75。我认为马克二世的单个生产成本不会低于18。 DON BRADLEY: That retail price is not a realistic option, Derek. Weve done the re

45、search. 堂布拉德利：这样的零售价是不实际的，德里克。我们做过了调查。 DEREK JONES: But its not just a toy. This is a genuine breakthrough. 德里克琼斯：但这不只是个玩具。这是一项真正的突破。 DON BRADLEY: Derek. 堂布拉德利：德里克 DEREK JONES: Let me finish-this is a genuine breakthrough and the market will be prepared to pay a premium price for something that is s

46、o advanced. 德里克琼斯：让我说完这是个真正的突破，市场对某种如此先进的东西会有所准 备的，他们会愿意出高价。 Further Watching (2)-Negotiating Delivery Script DON BRADLEY: Derek, let me. 堂布拉德利：德里克， 让我 DEREK JONES: Just a minute. There is nothing like this on the market, we have to take a chance with it. 德里克琼斯：等一下。市场上没有老的产品，我们得冒冒险。 CLIVE HARRIS: De

47、rek, I dond like arguing with you, but I have to agree with Don. Im sorry, we cant take the risk. 克莱夫哈里斯： 德里克，我不想跟你争论，但我不同意你的看法。对不起，我们不 能冒这个险。 I say we retail at 60 and produce at 14. 我的看法是零售价60，生产成本14。 DEREK JONES: No manufacturer will be able to produce the Mark 2 for 14 per unit and maintain the

48、quality. 德里克琼斯：没有哪家制造商能以单个成本14来生产马克二世而又能保证质量。 CLIVE HARRIS: I would rather not decide anything now. 克莱夫哈里斯： 我不想现在就下决定。 DEREK JONES: I would like to show it to Hazelford Systems. They might be able to produce it for 15 or 16. 德里克琼斯：我想让Hazelford系统公司的人看一下，他们或许能以15或16的单价生产 。 Further Watching (2)-Negotia

49、ting Delivery Script KATE MCKENNA: Jenny, could you do something about this fax machine? 凯特麦凯纳：詹妮，你能解决一下这台传真机的问题吗？ Phone the company, cancel the rental agreement and get the best deal you can from another firm. 给传真机公司打电话，取消租赁协议，跟另外一家公司合作，尽力获得最好的条件。 Im sick of this. 我烦透这个了。 JENNY ROSS: Hello. This is

50、 Jenny Ross of Bibury Systems. 詹妮罗斯：你好。我是Bibury系统公司的詹妮罗斯 。 We hired a fax machine from you and I would like to cancel our rental agreement. 我们在你公司租了一台传真机，我现在要取消租赁协议。 No, Im sorry. I would rather just cancel the agreement . 不，对不起。我只想取消协议 No, we did ask you to send someone yesterday and it still isnt

51、working properly. 不，我们昨天确实要求你们派人来维修，但还是不能正常工作。 Im sorry, but I have to say no. 对不起，我不得不说“不”。 Yes, if you could send someone to collect it tomorrow morning, please. 是的，请你明天上午派人来回收传真机。 Further Watching (2)-Negotiating Delivery Script DANNY MCNEIL: Now lets turn to the Big Boss. What is the soonest you

52、 can deliver? 丹尼麦克内尔：现在我们谈“大老板”的事情。你们最快什么时候可以交货？ EDWARD GREEN: You can have the first five thousand units before the end of the month. 爱德华格林：本月底前你可以得到首批5,000件。 DANNY MCNEIL: I want ten thousand by the end of the month. 丹尼麦克内尔：月底前我想要1万件。 EDWARD GREEN: Well, Mr. Mcneil, that will be difficult, 爱德华格林：麦

53、克内尔先生，这太难了， But as you have been so understanding over the question of price, I think we can arrange that. 不过鉴于你在价格问题上对我们的理解支持，我认为我们可以安排的。 DANNY MCNEIL: What about the balance of the order? 丹尼麦克内尔：所订购货物之其余部分呢？ EDWARD GREEN: We can deliver that in three consignments over the following three months. 爱

54、德华格林：我们将在随后的三个月里分三批交货。 DANNY MCNEIL: Id rather have everything delivered by the end of May. 丹尼麦克内尔：我宁愿在5月底前你们交清所有货物。 EDWARD GREEN: I cant promise to do that, but I shall do my best. 爱德华格林：我不能保证做到，不过我会尽力。 Further Watching (2)-Negotiating Delivery Script MS WONG: First of all, let me welcome all the r

55、epresentatives of Bibury Systems. 黄女士：首先，让我欢迎所有Bibury系统公司的代表。 Id like to say that we at Hazelford Systems are delighted that you are considering us as a future supplier. 我想说，Hazelford系统公司很高兴你们考虑我们作为今后的供应商。 Perhaps I could begin by checking that everyone has a copy of the agenda? 或许我该问一下各位是不是都有一份会议议程

56、？ And Id like to add one extra item, if I may ? Could we discuss the question of exchange procedures after item four, 如果可以，我想增加一条 ，我们能不能在第四项后讨论交易流程的问题， which looks at general payment conditions? 涉及大概的付款条件？ So lets make a start. 那我们就开始了。 Mr. Jones, would you like to outline your position on the first

57、 item on the agenda: technological specifications? 琼斯先生，请你大体描述一下对议程第一条技术规范的看法，好吗？ DEREK JONES: Thank you. I think that we need to consider a couple of options when we look at this question. 德里克琼斯：谢谢。我认为我们对这个问题应该要考虑几个选择 Further Watching (2)-Negotiating Delivery Script FAX REP: So thats fine. You can

58、sign the contract when we deliver the machine. 传真机代表：这样就没问题了。你们可以在我们送传真机时再签合同。 JENNY ROSS: How soon can we expect delivery? 詹妮罗斯：要等多久能送到？ FAX REP: Well, would next Tuesday be convenient? 传真机代表：下周二方便吗？ JENNY ROSS: No, we really need it today. 詹妮罗斯：不，我们今天就很需要。 FAX REP: Im afraid thats just not possibl

59、e. 传真机代表：恐怕这不可能。 JENNY ROSS: Well, what is the earliest you can deliver? 詹妮罗斯：那么，你们最早什么时候可以送到？ FAX REP: We cant do it before Friday afternoon. 传真机代表：我们在周五下午前不可能送到。 JENNY ROSS: Well, Im afraid we really need the machine by tomorrow at the latest or Im going to have to look elsewhere. 詹妮罗斯：恐怕我们最迟明天就要，

60、不行我去找别家了。 FAX REP: Okay, Ill see what I can do. 传真机代表：好的，我会看看我能做些什么。 Further Watching (2)-Negotiating Delivery Script JENNY ROSS: Im sorry but that just isnt good enough. I must have a guarantee of delivery by tomorrow. 詹妮罗斯：对不起，不过这还不够。我必须有明天交货的保证。 FAX REP: Ill need to speak to my boss. Can I call y