新职业英语 视听说 Unit

1、会计学1新职业英语新职业英语 视听说视听说 Unit 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 ListeningLearning Focus Knowledge: To build up the vocab

2、ulary (esp. terms) about international 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 businessSpeakingWatchingListeningOutline121212Supplementary MaterialFurther

3、 Listening (1) Further Listening (2) Further Listening (3) Further Watching (1) Further Watching (2) Fun TimeListening 1-Task 11. Warming-upInquiry 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 g

4、oodsspecificationpacking, delivery dateterms of payment and so onNew Words & Expressions1. range n. 系列系列His reading covers a wide range of subjects.他阅读的书籍涉及多种学科。2. series n. 一系列一系列Business was crippled by a series of strikes.商业因一系列的罢工而受损。3. online ad. 在线地；联机地在线地；联机地White boarding also facilitate

5、s meetings online.白板也方便了在线会议。4. indication n. 指示；暗示指示；暗示She gave the delicate indication firmly.她镇定自如地给出了微妙的暗示。Listening 1-Task 1New Words & Expressions5. vary v. 改变；使有变化改变；使有变化Customs vary widely from one area to another.不同地区的风俗迥然不同。6. quote n./v. 报价报价We accepted his quote.我们接受了他的报价。7. specific

6、ation n. 规格；详细说明规格；详细说明Can you give me a price list with specification?你能否给我一份有规格说明的价目单吗?Listening 1-Task 1Listening 1-Task 12. Extensive ListeningLaurent White is calling Bill from Canada. Listen to the conversation and decide whether the following statements are true or false. Then write down the

7、key words to support your answers.1. Mr. White is calling Mr. Smith to place an order.2. Mr. Smith offers a general indication of price.False Hes calling to make an inquiry.True The price for the A-Series is around $40 per unit, and varies slightly according to the size of order. ScriptListening 1-T

8、ask 13. Intensive ListeningListen to the conversation again and tick () the correct answer to each question.1. Where did Mr. White get the information of the products? A. In the catalog. B. In the brochure. C. On the website.2. What is the price for the A-Series? A. Around $14 per unit. B. Around $4

9、0 per unit. C. Around $50 per unit.3. What will Mr. White fax Mr. Smith later? A. An inquiry list. B. Product names and specifications. C. Product names and quantities.ScriptListening 1-Task 14. Language SummaryRead aloud the following sentences about making an inquiry.1.Im calling to see whether we

10、 can start increasing our business together.2.Im thinking of placing an order. Whats your supply position right now?3. Could you give me an indication of price?Further Listening 1-NegotiationListen and decide whether the following statements are true or false.1. Negotiation only takes place among bu

11、siness companies. 2. A negotiation usually goes through a series of processes.3. Some negotiators do not want to waste time on developing nice relationship and prefer discussing the main task immediately.4. Negative emotion in negotiation often leads to fruitful results.5. If the negotiators of one

12、party offer concession, it means that they lose everything.6. Both parties benefit from “win-win” approach in negotiation.Further Listening 1- Negotiation Listen again and give brief answers to the following questions.1. Where does negotiation take place?It occurs among nations, companies, non-profi

13、t organizations or individuals.2. What kind of preparation should be made before negotiation?Both parties should make clear their objectives, roles and communication skills.3. What kind of attitude do people-oriented negotiators hold?They are more aware of developing a nice relationship and creating

14、 a friendly atmosphere.4. How do skillful negotiators gain advantages at the stage of presenting ones positions?Skillful negotiators gain advantages by listening carefully and putting forward effective questions.5. How do negotiators close the meeting?Both parties make a summary, agree on certain ac

15、tion and bid farewell.Listening 1-Task 21. Warming-upThe following abbreviations are terms usually used in giving an offer. Work outtheir complete spellings with your partner.Click to add Title Cost Insurance FreightClick to add Title Cost & FreightClick to add Title Free on BoardClick to add Ti

16、tle Free Alongside ShipClick to add Title Free In and OutCIFC&FFOBFASFIOListening 1-Task 2FAS CIF FOB 工厂工厂 仓库仓库 敞车敞车 机场机场 集装箱集装箱 码头码头 码头码头 火车站火车站 堆场堆场 CY Goods are shipped for a rate that includes costs of delivery to and the loading onto a forward carrier at a specified point. C&FThe seller

17、 owns the goods until they are loaded on a vessel. The selling price includes all costs to this point plus the cost of the freight. The buyer is responsible for insurance.FIOThe cost of loading and unloading a freight vessel is borne by the seller.The seller is responsible for delivering the goods t

18、o a pier and placing them within reach of the ships loading equipment. 工厂工厂 仓库仓库 敞车敞车 机场机场 集装箱集装箱 码头码头 码头码头 火车站火车站 堆场堆场 CY 汽车站汽车站 出口国出口国 进口国进口国 *FCA CPT CIP FOB CFR DDU *FAS CIF DES *DEQ DDP EXW出口国出口国 进口国进口国DAF关境关境 关境关境Supplementary: Full Set of Incoterms 2000New Words & Expressions1. inquire v.

19、 询问；查问询问；查问If I feel any doubt, I inquire.我一感到有疑问就随时询问。2. draft n. 汇票；草稿汇票；草稿A documentary draft offers greater security to the exporter. 跟单汇票对出口商来说更为保险。3. current a. 现时的；通用的现时的；通用的A better alternative might be to undo within the current selection only. 有一种较好的替代方法，我们可以仅撤销当前的选择。4. confirmation n. 证实；

20、确认证实；确认confirmation dialog 确认对话框Listening 1-Task 2New Words & Expressions5. valid a.（法律）有效的（法律）有效的This assumption is often valid.这一假设通常是成立的。6. inquire about 询问；询价询问；询价I recommend that you inquire about the job.我建议你打听一下这项工作。7. be based on 以以 为根据；建于为根据；建于 之上之上Scientific theories must be based on f

21、acts.科学理论必须以事实为根据。8. be subject to 受制于受制于 的；应服从的；应服从 的的Statistical work shall be subject to public supervision.统计工作应当接受社会公众的监督。Listening 1-Task 2Listening 1-Task 22. Extensive ListeningAlice is visiting Laurent White. Listen to the conversation and tick () the correct answer to each question. 1. Why

22、 does Alice visit Laurent White? A. To give him some samples and catalogs. B. To express the desire to establish business relations. C. To follow up their quote.2. Whats Laurent Whites response to Alices offer? A. He refuses it directly. B. He accepts it directly. C. Hell consider it carefully.Scrip

23、tListening 1-Task 23. Intensive ListeningListen to the conversation again and answer the following questions.1. How much does Alice quote for the A-Series products?2. What are the terms of payment required?3. What does Laurent White think of this offer?4. Why does Alice think her offer is reasonable

24、?5. How long is Alices offer valid?Alice quotes $40 per unit for the A-Series products.Letter of Credit available by sight draft.Laurent thinks this offer is much higher than those from other manufacturers.Her offer is based on current international market prices.One week.ScriptListening 1-Task 24.

25、Language SummaryRead aloud the following sentences about offering a price.1. Heres the detailed price list for the A-Series products you inquired about.2. Its the CIF price.3. A: What about the terms of payment? B: Letter of Credit available by sight draft.4. A: Is your offer firm or subject to fina

26、l confirmation? B: This is a firm offer, remaining valid for a week.Watching 1-Task 11. Warming-upRead the following paragraph carefully and fill in the blanks with the given words.1. gain4. matched2. critical5. concession3. negotiators6. reinforceNew Words & Expressions1. unwise a. 不明智的；轻率的不明智的

27、；轻率的It is very unwise for the girl to marry him.这女孩嫁给他是很不明智的。这女孩嫁给他是很不明智的。2. in view of 鉴于；由于鉴于；由于I couldnt go to London in view of the train strike.由于铁路罢工，我未能前往伦敦。由于铁路罢工，我未能前往伦敦。3. insist on 坚决主张；强调坚决主张；强调I must insist on more regular hours.我必须强调起居定时。我必须强调起居定时。4. for the sake of 为了为了 的利益的利益They wer

28、e ready to suffer death for the sake of their country. 他们愿意为国牺牲。他们愿意为国牺牲。Watching 1-Task 1Watching 1-Task 12. Extensive WatchingScriptLaurent White is talking with Alice on the phone. Watch the video clip and tick () the correct answer to each question.1. Whats the purpose of Laurent White calling A

29、lice? A. To bargain for a better offer. B. To refuse her offer. C. To cancel the deal.2. Whats the result of this telephone conversation? A. They call the whole deal off. B. They reach an agreement. C. They decide to negotiate later.Watching 1-Task 13. Intensive WatchingWatch the video clip again an

30、d decide whether the following statements are trueor false. Then write down the key words to support your answers.1. Laurent White thinks theres no chance of business between them in view of Alices offer.2. Alice insists on reducing the price by 2% or they will cancel the deal.3. They finally reache

31、d the agreement at the price of $38 per unit.True Youll reduce the price by 5%? That will be $38 per unit.False Laurent says the chances are small.False Alice proposes to meet half way.ScriptWatching 1-Task 14. Language SummaryRead aloud the following sentences, paying special attention to the wordi

32、ng skills in price negotiation.1. In view of the prices youve quoted, chances of more business between us are very small.2. Your offer is still much higher than other suppliers. Im afraid we cant work with this price.3. I think it is unwise for either of us to insist on their own price.4. This is re

33、ally our bottom line.Watching 1-Task 21. Warming-upSuppose you are to sign a contract. What should you do before signing your name in the contract? Work in pairs and list them. Read the contract carefully. Confirm all the items such as the price, quantity, payment, delivery, insurance, etc. Clarify

34、any point that doesnt seem right.New Words & Expressions1. legally ad. 合法地；法律上合法地；法律上Both were legally obliged to care for their children.双方都有法律义务抚养子女。2. shipment n. 装船；装运装船；装运port of shipment 装运港3. effect v. 使生效；实现使生效；实现I will effect my purpose; no one shall stop me.我要实现我的目的，没人能阻止我。Watching 1-T

35、ask 2Watching 1-Task 22. Extensive WatchingAlice comes to Laurent Whites office to sign the contract. Watch the video clip and answer the following questions.1.What does Laurent White do before signing the contract?2. Whats their wish after they sign the contract? Laurent White reviews the contract

36、before signing the contract. They wish to do more business in the future.ScriptWatching 1-Task 23. Intensive WatchingWatch the video clip again and decide whether the following statements are true or false. Then write down the key words to support your answers.1. Theyve signed the sales contract in

37、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 signed the contract before Alice brings the contract to Laurent White.False Theyve signed the contract in English and Chinese. T

38、heyre 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.ScriptWatching 1-Task 24. Language SummaryReview the following sentences, which are useful on the occasion of signing a contract.1. Please

39、 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. Here are two copies for you.7. Im looking forward to doing more business with you in the future!Further Listening 2-ContractListen and decide

40、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 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 co

41、ntracted products.4. The seller shall not be responsible for non-delivery if the contracted products are severely destroyed by flood.5. The contract will 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

42、. 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- ContractListen again and give brief answers to the following questions.1. When and where is the contract signed?December 12, 2008, in Guangzhou.2. What

43、is the origin of the contracted products?Germany.3. What is the payment term?The buyer shall open a 100% confirmed, irrevocable letter of credit 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 t

44、he parties deal with the dispute?Both parties should submit the disputes to arbitration.5. Where should the arbitration be conducted?The arbitration shall take place in China and be conducted by the Foreign Economic and Trade Arbitration Commission of CCPIT.Speaking 11. Work in pairs. Complete and p

45、ractice the following conversation with your partner in turn.A:A: I have great interest in your latest products. Im thinking of placing 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

46、 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 indication of price?the price listgive me a firm quoteconfirm the quantityfax you our inquiry list, including product names, specifications and quantities.Im looking forward to se

47、eing it.Speaking 12. Work in pairs. Practice making up a conversation about giving an offer according to the following instruction.Speaking 13. Work in pairs. Complete the following sentences according to the steps given. Then practice making up a conversation.Speaking 14. Work in pairs. One acts as

48、 a sales representative and the other acts as a client.Suppose youre going to sign a contract. Make up a conversation according to thefollowing procedure and items agreed upon.Listening 2-Task 11. Warming-upLook at the examples below and brainstorm what might go wrong with an order with your partner

49、.Packaginglogoshipment, etc.New Words & Expressions1. stock n. 库存物；供应物库存物；供应物All our stock has been marked down for the sales.我们所有的存货都减价廉售。2. emphasize v. 强调；重视强调；重视They wished to emphasize more fundamental issues.他们希望强调更重要的问题。Listening 2-Task 1Listening 2-Task 12. Extensive ListeningHaving sign

50、ed the contract, Alice calls Bill. Listen to the conversation and answer the following questions.1.Why does Alice make this phone call?2. What does Bill Smith think of Alices work in Canada?Alice makes this phone call to ask Bill Smith to prepare the order.He thinks shes done a good job.ScriptListen

51、ing 2-Task 13. Intensive ListeningListen to the conversation again and complete the following notes.pinktheir logodelayScriptListening 2-Task 14. Language SummaryTranslate the following sentences into Chinese.1. This order is a bit different from others.2. Please make these requirements clear to our

52、 Production Department.3. Youd better remind our Production Department of this.4. Ill arrange the shipment as soon as possible. 这个订单有别于其他订单。请向生产部阐明这些要求。关于此项，你最好能提醒一下生产部。我将尽快安排装船。Listening 2-Task 21. Warming-upDo you know some terms of payment in the international trade? Work out the meaning of the f

53、ollowing abbreviations with your partner.Letter of Credit 信用证信用证Documents Against Acceptance 承兑交单承兑交单Documents Against Payment 付款交单付款交单Telegraphic Transfer 电汇电汇Open Account 记账方式，赊销，记账贸易记账方式，赊销，记账贸易Cash Against Documents 交单付现交单付现New Words & Expressions1. expiry n. 终止；期满终止；期满What is the expiry dat

54、e on your library novel?你从图书馆借的小说哪一天到期?2. via prep. 经由，经过经由，经过The Olympics were telecast live via satellite.奥运比赛经由人造卫星进行实况转播。3. Vancouver 温哥华温哥华The city of Vancouver is situated on the west coast of Canada. 温哥华市座落于加拿大西岸。4. coverage n. 承保范围；保险险别承保范围；保险险别insurance cover ( coverage ) 险别Listening 2-Task

55、 2New Words & Expressions4. invoice n. 发票；发货单发票；发货单Commercial invoice is a document.商业发票是一种单证。5. schedule n. 时间表时间表George always falls behind his schedule.乔治老是不能按时完成计划。6. be in line with 与与 一致一致Our counter-offer is in line with the international market. 我们的还盘与国际市场价格是相符的。7. as for 至于，关于至于，关于As fo

56、r (As to) the journey, we must decide about that later. 关于旅行的事，我们要以后再决定。Listening 2-Task 2Listening 2-Task 22. Extensive ListeningAlice is calling Laurent White. Listen to the conversation and decide whether thefollowing statements are true or false. Then write down the key words to support your ans

57、wers.1. Alice calls Laurent White to promote the new products of TAF.2. Laurent White doesnt think theres anything wrong with the Letter of Creditand refuses to amend it.False There are some details in the L/C that are not in line with the terms of the contract.False Thats my mistake. Ill get on it

58、right away.ScriptListening 2-Task 23. Intensive ListeningListen to the conversation again and answer the following questions. 1. Whats wrong with the Letter of Credit?2. What should the amount be in the Letter of Credit?3. Where should be the expiry place?4. How much is usually required for the insu

59、rance?5. When is the new Letter of Credit expected to reach?The new L/C is expected to reach within a week.There are one or two details that are not in line with the terms of the contract.US Dollars Three Hundred and Eighty Thousand Only.The expiry place should be Vancouver.For insurance, the covera

60、ge is usually 110% of the invoice value.ScriptListening 2-Task 24. Language SummaryRead aloud the following sentences, which are useful in handling L/C.1. Thank you for your Letter of Credit we received yesterday.2. There are one or two details that are not in line with the terms of our contract.3. If we deal with them right now, nothing serious