商务英语听说（下）Unit 12 Agency

Unit12AgencyTeachingObjectivesTodevelopthestudents’listeningskill.2.Totrainthestudents’abilitytograsptheknowledgeabouthowtoapplytobeanagent,talkaboutcommissionandrefusetheapplicationtobeanagent.Togivethestudentsmorechancestotalkaboutsomethinginrelationtowhattheyhaveheardonthetape.Todevelopthestudentsspeakingskill.TheimportantanddifficultpointsTofamiliarizethestudentswithhowtousethelanguagetheylearntopracticetheactivitiesinrelationtoapplyingtobeanagent,talkingaboutcommissionandrefusingtheapplicationtobeanagent.TeachingTime4课时（180分钟）Teachingsteps:Lead-in1.Whatshouldbetakenintoconsiderationinanagencyagreement？Discussthefollowingaspectsingroups．1)Typeofagency2)Durationofagency3)Regionofagency4)Commission5)Turnover2.Choosethreeorfourstudentstoreporttheirdiscussion.3.Theimportantwordsandthephrases:agentn.代理人，代理商cooperationn.合作，协作soleadj.唯一的agencyn.代理，代理处advantagen.优势，有利条件connectionn.联系，关系，连接wholesalern.批发商retailern.零售商appointv.任命，指定，约定（时间，地点）annualadj.每年的，年度的turnovern.营业额，成交量soleagency独家代理befamiliarwith对……熟悉appoint．．．as指定……为……annualturnover年度销售额shipmentn.装船，出货advertisev.登广告，宣传promotev.促进，提升，升迁，促销tobefrankwithsb.坦率地说atanyrate无论如何inthatcase在那种情况下onconditionthat以……为条件，条件是……doubtv.怀疑expandv.扩展get‐acquainted刚认识的getalong与……相处，进展besatisfiedwith对……满意pushthesale推销attheget‐acquaintedstage处于刚结识的阶段atpresent现在intheyearstocome在未来的几年中tryout试一试12-1ApplyingtobeanAgentTeachingobjectiveTeachingobjectiveThispartisdesignedtomakethestudentslearnhowtodealwithroutineofficeworkandgraspthetermsrelatedtoapplyingtobeanagent.Pre-listeningtasks1)Usefulsentencesandinformation(1)We'dliketosignasoleagencyagreementwithyouonyourslippersforaperiodof3years.我方想与你方签订为期三年的拖鞋独家代理协议。代理是国际贸易中采用的贸易方式之一。所谓代理就是由进出口公司给予代理商，在特定地区和一定期限内，享有代销指定商品的权利。双方属于一种委托和被委托的代销关系，而不是买卖关系。代理商应积极推销代理商品，并享有收取佣金的权利。由于对代理权限的委托不一，代理可分为独家代理、一般代理和总代理。独家代理（soleagencyorexclusiveagency）指委托人给予代理人在一定时期、特定地区推销指定商品的专营权，委托人向代理人支付佣金，负担经营风险，一般不再向该地区其他商人销售该种商品。一般代理（commonagency）是指不享有对某种商品的专营权，但其他权利、义务和独家代理一样。在同一地区、同一时期内，委托人可以选定一家或几家客户作为一般代理商，并根据销售商品的金额支付佣金。总代理（generalagency）是指代理商在指定地区内不仅有权独家代销指定商品，而且还有权代表委托人办理一些其他非商品性的事务。(2)Whatspecialadvantagecanyouofferindevelopingthetrade？你们在发展业务上有什么优势？(3)Whatannualturnoverwouldyouproposefortheagencyagreement？您建议独家代理协议的年销售额是多少？(4)Wewillconsiderappointingyouasoursoleagentforourslippersforthenext3yearsinyourlocalmarket.我方将考虑在未来三年内委派你方市场以拖鞋独家代理。considerdoingsth.：考虑做某事。2)Askthestudentstoreadthechoicesinthisexercisesandmakeguessesaboutwhataregoingtobediscussedbeforetheylistentothedialogue.2.While-listeningtasks1)Playthedialogueonceandletthestudentsgetthemainideaofthematerial.Andthentheteacherexplainsthedifficultlanguagepoints.2)PlaythedialoguetwiceandletthestudentsdoTask1.3)PlaythedialoguethreetimesandletthestudentsdoTask2.3.Post-listeningtask1)Playthedialogueanothertimesandletthestudentslistenandrepeatafterthetape,andthendoTask3(practicethesentenceswiththeirpartners)andthendoTask4.2)Givethestudentstimetomakeasimilardialogueanddoroleplaywiththeirpartners.(Task5)3)Checkthestudents’work.(Asksomestudentstodoroleplayinfrontoftheclass.)Task1Listenandchoose．1.Howlonghavetheybeendoingbusiness？A.For1year.B.For2years.C.For3years.2.Howlongdotheyexpecttheperiodoftheagencyagreement？A.For1year.B.For2years.C.For3years.3.Whatwastheturnoveroflastyear？A.30,000.B.40,000.C.60,000.4.What'stheturnovertheyproposefortheagencyagreement？A.30,000.B.40,000.C.60,000.Task2Listenandfill.1.Yes，I'mgladwe'vehadvery_pleasantcooperationinpreviousyears.2.We'dliketosignasoleagency_agreementwithyouonyourslippersforaperiodof3years.3.Whatspecialadvantagecanyouofferindevelopingthetrade_？4.Wearea_well-establishedcompanyand_familiarwiththecustomers'needshere.5.What_annualturnoverwouldyouproposefortheagencyagreement？6.Wewillconsider_appointingyou_asoursoleagentforourslippersforthenext3yearsinyourlocalmarket.Task3Learntheusefulsentencesandpractisewithyourpartner.略Task4Roleplay.A———AsalesmanagerfromABCImport&ExportCompanyB———AclientofABCImport&ExportCompanyBisapplyingtobeanagentofABCcompany.12-2TalkingaboutCommissionTeachingObjectiveTeachingObjectiveInthispart,weshouldtraintheSs’abilitiestograspimportantdetailsoftalkingaboutcommission.TeachingstepsPre-listeningtasks1)Usefulsentences(1)Whatdoyouthinkofourproposalfora5％commissionagainsttheinvoicevalueofeachshipment？你方认为我方关于佣金为每批货发票金额5％的提议怎么样？Whatdoyouthinkof．．．你认为……怎么样？该句型用来征求别人的意见。invoicevalue：发票金额。(2)Tobefrankwithyou，Ithinkit'stoohigh.坦率地讲，我认为这太高了。tobefrankwithyou：坦率地讲。Tobefrankwithyou，Mr.Smith，thepriceyouquotedisimpossible.坦率地讲，史密斯先生，你报的价格是不可能成交的。Tobefrankwithyou，Ithinkyourdemandsaretoohigh.老实说，您的要求太高了。(3)Canyouincreasethecommissionto5％？您能将佣金提高到5％吗？increase．．．to．．．：提高到……。increase．．．by．．．：提高了……。表示提高的幅度。(4)Wehavetodoalottoadvertiseyourproductstopromotethesale.为促销你们的产品，我们需要进行大量的广告宣传。代理为了促销，要投入一定的人力、财力来宣传产品。2)AskthestudentstoreadthesentencesinTask1andmakeguessesaboutthesituationaldialoguebeforetheylistentothedialogue.2)TheteachercangivethestudentssomekeywordsandsentenceslistedinNewWordsandExpressionsandnotestohelpthestudentstoformthesituationaldialogue.2.While-listeningtasks1)PlaythedialogueandaskthestudentstofocustheirattentiononthesentencesinTask1,andthendoTask1.2)PlaythedialogueagainandthestudentsdoTask2.3)Playthedialoguethethirdtimesandaskthestudentstorepeatthesentencesafterthetape.3.Post-listeningtasks1)AskthestudentstodoTask3inpairs.2)AskthestudentstodoTask4first,thencheckwiththeirpartners,andtheteachermakesfeedback.3)GivethestudentssomeminutestomakeadialoguewiththeirpartnersaccordingtotheinformationgiveninTask5.4)Askthestudentstodoroleplayinfrontoftheclass.Task1Listenanddecidetrueorfalse.1.Theagentproposeda3％commission.（F）2.Mr.Brownusuallygiveshisagenta5％commission.（F）3.Theyfinallymakeit4％.（T）4.Ifthecommissionishigh，itisgoodfortheseller.（F）5.Theagenthastodoalotofadvertisingtopromotethesale.（T）Task2Listenandfill.1.Canwediscussthecommission_now？2.Whatdoyouthinkofourproposalfora_5%commissionagainstthe_invoicevalueofeachshipment？3.Canyou_increasethecommission_to5％？4.Wehavetodoalottoadvertise_yourproductsto_promotethesale.5.Whendoyouexpecttosigntheagencyagreement_？Task3Learntheusefulsentencesandpracticewithyourpartner.略Task4Completethesentences.1.Tobefrank（坦率地）withyou，Ithinkit'stoohigh.2.Whatdoyouthinkofourproposalfora5％commissionagainsttheinvoicevalue（发票金额）ofeachshipment？3.Wecanunderstandthat，buta5％commissioncan'tbeacceptedatanyrate（无论如何）.4.Inthatcase（在那种情况下），wecanmakeit4％，onconditionthat（条件是）weactasanexclusiveagencyofthewholecountry.Task5Roleplay.A———AstaffofD&HCompanyB———AnagentofD&HCompanyTheyaretalkingaboutthecommissionoftheagency.12-3RefusingtheApplicationtoBeanAgentTeachingObjectiveTeachingObjectiveInthispart,weshoulddevelopthestudents’abilitytograspimportantdetailsofrefusingtheapplicationtobeanagent.TeachingstepsPre-listeningactivityUsefulsentencesThestylesandcolorsareverymuchtothetasteofourmarket.款式和颜色都很适销对路。Doyoudoubtourabilityasanagent？你怀疑我们作为代理的能力吗？Doubtv.：怀疑。后面可以接名词或从句。Wedon’tdoubtasinglewordofyours.我一点也不怀疑你的话。We’veneverdoubtedthatyourproductsaremadeofbestmaterial.我们从来没怀疑过你们的产品是用最好的材料制成的。(3)Sowedon'tthinkitpropertoconsiderthematterofsoleagencyatpresent.因为我们认为目前讨论独家代理的问题很不合适。Idon'tthink．．．：我认为……不。it在句中作形式宾语，真正的宾语是后面的todo不定式结构。(4)Whenwetryoutaperiodofcooperation，wemaydiscusstheproblemofagency.我们先试着合作一段时间，再来谈代理的问题。2)AskthestudentstoreadthesentencesinTask1firstandpredicttheanswers.2.While-listeningactivities1)Playthedialogueonce,andthentheteacherexplainssomedifficultwordsandsentenceslistedinWordsandExpressionsandNotes.2)Playthedialogueagain,andthestudentsdoTask1.3)Playthedialogueagain,andthestudentsdoTask2.Playthedialogueanothertimes,andaskthestudenttorepeatafterthetape.3.Post-listeningactivities1)AskthestudentstodoTask3&4inpairs.2)GivethestudentssomeminutestopreparetheroleplayinTask5,andthenasksomepairsofthestudentstodoinfrontoftheclass.Task1Listenanddecidetrueorfalse.1.Thecustomersaresatisfiedwiththestylesandcolorsofthesilkdress.（T）2.Mr.Brownisalittlesurprisedattheproposalofagency.（T）3.Theyhavedonebusinessformanyyears.（F）4.Theycan'tdobusinesswithoutanagencyagreement.（F）5.Mr.Blake'scompanyisreadytoexpandthesaleoftheproduct.（T）Task2Listenandfill.1.Howareyougettingalong_withyourbusiness，Mr.Blake？2.Thestylesandcolorsareverymuchto_thetasteofourmarket.3.Doyou_doubtourabilityasanagent？4.Weareonlyatthe_get-acquainted.5.Wehavea_wideconnectioninourcountryand_richexperienceinbusiness.6.Wecanstill_expandbusinesswithoutanagencyagreement，can'twe？Task3Learntheusefulsentencesandpractisewithyourpartner.略Task4Completethesentences.1.Ourcustomersarequitesatisfiedwith（对……满意）yoursilkshirts.2.Weappreciateverymuchwhatyou'vedoneinthepastinpushingthesale（推销）ofoursilkshirts.3.Weareonlyattheget-acquaintedstage（刚结识阶段）.4.Wehaveawideconnection（广泛的联系）inourcountryandrichexperience（丰富的经验）inbusiness.5.Whenwetryout（试一试）aperiodofcooperation，wemaydiscusstheproblemofagency.Task5Roleplay.A———ThemanagerofaClothingCompanyB———AbuyeroftheproductsoftheClothingCompanyBwantstobeanagentofA'scompany.HeisdiscussingtheproblemwithA.Buthisapplicationisrefused.HomeListeningandPractisingHomeListeningandPractisingThispartisgiventothestudentsastheirhomework.12-4Practice1.Listenandcompletethesentences.（1）We'dliketosignasoleagency_agreementwithyou.（2）Soweproposean_annualturnoverof60,000.（3）Wewillconsider_appointingyouasoursoleagentforourslippers.（4）Canwediscussthe_commissionnow？（5）Wehavetodoalottoadvertiseyourproductsto_promotethesale.（6）Whendoyouexpectto_signtheagencyagreement？（7）Ourcustomersarequite_satisfiedwithyoursilkshirts.（8）Your_proposalcameasalittlesurprisetous.（9）Wehaveawideconnection_inourcountry.（10）Wehaveagoodmindtoexpand_thesaleofyoursilkshirtsintheyearstocome.2.Listentotheconversationsandchoosethebestanswerstothefollowingquestions.（1）Howlonghavetheybeendoingbusiness？A.Foroneyear.B.Fortwoyears.C.Forthreeyears.（2）Whatwastheturnoverlastyear？A.30,000.B.3,000.C.60,000.（3）Whatdoesthesecondspeakermean？A.5％commissionisacceptable.B.3％commissionisacceptable.C.5％istheircommonpractice.（4）Howmuchisthecommission？A.3％.B.4％.C.5％.（5）Whatdoesthefirstspeakermean？A.Heisrefusingthesecondspeaker'sapplicationtobeanagent.B.Heisacceptingthesecondspeaker'sapplicationtobeanagent.C.Heisapplyingtobeanagent.3.Translatethephrases.（1）坦率地讲tobefrankwith（2）独家代理soleagency（3）在那种情况下inthatcase（4）对……满意besatisfiedwith（5）在未来的几年中intheyearstocome（6）appoint．．．as指定……为……（7）annualturnover年度销售额（8）attheget‐acquaintedstage处于刚结识的阶段（9）pushthesale推销（10）atanyrate无论如何4.Completethesentences.（1）Weareawell‐establishedcompanyandarefamiliarwith（对……熟悉）thecustomers'needshere.（2）Whatannualturnover（年销售额）wouldyouproposefo