新職業(yè)英語(yǔ) 視聽(tīng)說(shuō) Unit

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1、會(huì)計(jì)學(xué)1新職業(yè)英語(yǔ)新職業(yè)英語(yǔ) 視聽(tīng)說(shuō)視聽(tīng)說(shuō) 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.他閱讀的書(shū)籍涉及多種學(xué)科。2. series n. 一系列一系列Business was crippled by a series of strikes.商業(yè)因一系列的罷工而受損。3. online ad. 在線地；聯(lián)機(jī)地在線地；聯(lián)機(jī)地White boarding also facilitates me

5、etings online.白板也方便了在線會(huì)議。4. indication n. 指示；暗示指示；暗示She gave the delicate indication firmly.她鎮(zhèn)定自如地給出了微妙的暗示。Listening 1-Task 1New Words & Expressions5. vary v. 改變；使有變化改變；使有變化Customs vary widely from one area to another.不同地區(qū)的風(fēng)俗迥然不同。6. quote n./v. 報(bào)價(jià)報(bào)價(jià)We accepted his quote.我們接受了他的報(bào)價(jià)。7. specification n.

6、 規(guī)格；詳細(xì)說(shuō)明規(guī)格；詳細(xì)說(shuō)明Can you give me a price list with specification?你能否給我一份有規(guī)格說(shuō)明的價(jià)目單嗎?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 key word

7、s 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-Task 13.

8、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 $40 per un

9、it. 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 can sta

10、rt 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 business c

11、ompanies. 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 party of

12、fer 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-profit organi

13、zations 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 a frien

14、dly 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 action and

15、 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 Title Free Alo

16、ngside ShipClick to add Title Free In and OutCIFC&FFOBFASFIOListening 1-Task 2FAS CIF FOB 工廠工廠 倉(cāng)庫(kù)倉(cāng)庫(kù) 敞車敞車 機(jī)場(chǎng)機(jī)場(chǎng) 集裝箱集裝箱 碼頭碼頭 碼頭碼頭 火車站火車站 堆場(chǎng)堆場(chǎng) 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 owns the goods unti

17、l 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 to a pier and placing

18、 them within reach of the ships loading equipment. 工廠工廠 倉(cāng)庫(kù)倉(cāng)庫(kù) 敞車敞車 機(jī)場(chǎng)機(jī)場(chǎng) 集裝箱集裝箱 碼頭碼頭 碼頭碼頭 火車站火車站 堆場(chǎng)堆場(chǎng) CY 汽車站汽車站 出口國(guó)出口國(guó) 進(jìn)口國(guó)進(jìn)口國(guó) *FCA CPT CIP FOB CFR DDU *FAS CIF DES *DEQ DDP EXW出口國(guó)出口國(guó) 進(jìn)口國(guó)進(jìn)口國(guó)DAF關(guān)境關(guān)境 關(guān)境關(guān)境Supplementary: Full Set of Incoterms 2000New Words & Expressions1. inquire v. 詢問(wèn)；查問(wèn)詢問(wèn)；查問(wèn)If I feel any

19、 doubt, I inquire.我一感到有疑問(wèn)就隨時(shí)詢問(wèn)。2. draft n. 匯票；草稿匯票；草稿A documentary draft offers greater security to the exporter. 跟單匯票對(duì)出口商來(lái)說(shuō)更為保險(xiǎn)。3. current a. 現(xiàn)時(shí)的；通用的現(xiàn)時(shí)的；通用的A better alternative might be to undo within the current selection only. 有一種較好的替代方法，我們可以僅撤銷當(dāng)前的選擇。4. confirmation n. 證實(shí)；確認(rèn)證實(shí)；確認(rèn)confirmation dial

20、og 確認(rèn)對(duì)話框Listening 1-Task 2New Words & Expressions5. valid a.（法律）有效的（法律）有效的This assumption is often valid.這一假設(shè)通常是成立的。6. inquire about 詢問(wèn)；詢價(jià)詢問(wèn)；詢價(jià)I recommend that you inquire about the job.我建議你打聽(tīng)一下這項(xiàng)工作。7. be based on 以以 為根據(jù)；建于為根據(jù)；建于 之上之上Scientific theories must be based on facts.科學(xué)理論必須以事實(shí)為根據(jù)。8. be subj

21、ect to 受制于受制于 的；應(yīng)服從的；應(yīng)服從 的的Statistical work shall be subject to public supervision.統(tǒng)計(jì)工作應(yīng)當(dāng)接受社會(huì)公眾的監(jiān)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 does Alice visit Laurent Wh

22、ite? 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.ScriptListening 1-Task 23. Intens

23、ive 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?5. How long is Alices offer

24、 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. Language SummaryRead aloud t

25、he 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 final confirmation? B: This is a

26、 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；輕率的不明智的；輕率的It is very unwise for the gi

27、rl to marry him.這女孩嫁給他是很不明智的。這女孩嫁給他是很不明智的。2. in view of 鑒于；由于鑒于；由于I couldnt go to London in view of the train strike.由于鐵路罷工，我未能前往倫敦。由于鐵路罷工，我未能前往倫敦。3. insist on 堅(jiān)決主張；強(qiáng)調(diào)堅(jiān)決主張；強(qiáng)調(diào)I must insist on more regular hours.我必須強(qiáng)調(diào)起居定時(shí)。我必須強(qiáng)調(diào)起居定時(shí)。4. for the sake of 為了為了 的利益的利益They were ready to suffer death for the

28、sake of their country. 他們?cè)敢鉃閲?guó)犧牲。他們?cè)敢鉃閲?guó)犧牲。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 Alice? A. To bargain for a better

29、 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 and decide whether the following s

30、tatements 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 reached the agreement at the price of

31、$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 wording skills in price negotiation.1

32、. 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 really our bottom line.Watching 1-

33、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 any point that doesnt seem right

34、.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.雙方都有法律義務(wù)撫養(yǎng)子女。2. shipment n. 裝船；裝運(yùn)裝船；裝運(yùn)port of shipment 裝運(yùn)港3. effect v. 使生效；實(shí)現(xiàn)使生效；實(shí)現(xiàn)I will effect my purpose; no one shall stop me.我要實(shí)現(xiàn)我的目的，沒(méi)人能阻止我。Watching 1-Task 2Watching 1-Task 22. Extensive W

35、atchingAlice 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 before signing the contract. They wi

36、sh 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 English as its only legally recogniz

37、ed 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. Theyre both legally recognized under

38、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 take one more look before you sign.

39、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 whether the following statement are

40、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 contracted products.4. The seller shal

41、l 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. Both the buyer and the seller have

42、 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 is the origin of the contracted prod

43、ucts?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 the parties deal with the dispute?Bot

44、h 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 practice the following conversation w

45、ith 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 give you a firm quote.A:A: I see. I

46、ll 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 seeing it.Speaking 12. Work in pairs.

47、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 a sales representative and the othe

48、r 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.Packaginglogoshipment, etc.New Word

49、s & Expressions1. stock n. 庫(kù)存物；供應(yīng)物庫(kù)存物；供應(yīng)物All our stock has been marked down for the sales.我們所有的存貨都減價(jià)廉售。2. emphasize v. 強(qiáng)調(diào)；重視強(qiáng)調(diào)；重視They wished to emphasize more fundamental issues.他們希望強(qiáng)調(diào)更重要的問(wèn)題。Listening 2-Task 1Listening 2-Task 12. Extensive ListeningHaving signed the contract, Alice calls Bill. Liste

50、n 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.ScriptListening 2-Task 13. Intensive ListeningListen

51、 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 Production Department.3. Youd better re

52、mind our Production Department of this.4. Ill arrange the shipment as soon as possible. 這個(gè)訂單有別于其他訂單。請(qǐng)向生產(chǎn)部闡明這些要求。關(guān)于此項(xiàng)，你最好能提醒一下生產(chǎn)部。我將盡快安排裝船。Listening 2-Task 21. Warming-upDo you know some terms of payment in the international trade? Work out the meaning of the following abbreviations with your partner

53、.Letter of Credit 信用證信用證Documents Against Acceptance 承兌交單承兌交單Documents Against Payment 付款交單付款交單Telegraphic Transfer 電匯電匯Open Account 記賬方式，賒銷，記賬貿(mào)易記賬方式，賒銷，記賬貿(mào)易Cash Against Documents 交單付現(xiàn)交單付現(xiàn)New Words & Expressions1. expiry n. 終止；期滿終止；期滿What is the expiry date on your library novel?你從圖書(shū)館借的小說(shuō)哪一天到期?2. vi

54、a prep. 經(jīng)由，經(jīng)過(guò)經(jīng)由，經(jīng)過(guò)The Olympics were telecast live via satellite.奧運(yùn)比賽經(jīng)由人造衛(wèi)星進(jìn)行實(shí)況轉(zhuǎn)播。3. Vancouver 溫哥華溫哥華The city of Vancouver is situated on the west coast of Canada. 溫哥華市座落于加拿大西岸。4. coverage n. 承保范圍；保險(xiǎn)險(xiǎn)別承保范圍；保險(xiǎn)險(xiǎn)別insurance cover ( coverage ) 險(xiǎn)別Listening 2-Task 2New Words & Expressions4. invoice n. 發(fā)票；發(fā)貨

55、單發(fā)票；發(fā)貨單Commercial invoice is a document.商業(yè)發(fā)票是一種單證。5. schedule n. 時(shí)間表時(shí)間表George always falls behind his schedule.喬治老是不能按時(shí)完成計(jì)劃。6. be in line with 與與 一致一致Our counter-offer is in line with the international market. 我們的還盤與國(guó)際市場(chǎng)價(jià)格是相符的。7. as for 至于，關(guān)于至于，關(guān)于As for (As to) the journey, we must decide about that

56、 later. 關(guān)于旅行的事，我們要以后再?zèng)Q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 answers.1. Alice calls Laurent White to promote the

57、 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 right away.ScriptListening 2-Task 23. Intensive

58、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 insurance?5. When is the new Letter of Credit expect

59、ed 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 coverage is usually 110% of the invoice value.ScriptLi

60、stening 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

61、will happen.4. As for insurance, the coverage is usually 110% of the invoice value.5. As it is a tight schedule, we hope the new L/C will reach us within a week so we can ship the goods within the contracted time.Further Listening 3-Cash FlowB: So, Steve, hows the cash flow situation? Any better?St:

62、 Not really, no. The more we sell, the less cash we seem to have.B: Yes, I know. Its called . Youre going to have to figure out a quicker way of turning those sales into cash.St: But how,Barbara? Thats the question.B: Well, did you think any more about St: Oh, yeah, we talked to most of our customer

63、s about it. They sounded quite interested. It seems that if we offered a 1% dicount, about half our customers would .B: Well, that would to cash flow.St: But if we offer 2%, of our customers will pay within ten daysB: Thats great. So why dont you do it?St: Oh come on, Barbara. Our margins are small

64、enough already. I dont see how we can afford to offer discounts. If we gave a 2% discount, wed lose thousands of dollars every year.over-trading offering early settlement discount.pay in ten daysmake a big differencethree quarters Watching 2-Task 11. Warming-upMatch the words or phrases in the left

65、column with their meanings in the right column.New Words & Expressions1. container n. 集裝箱；容器集裝箱；容器Pressure in the container remains constant.容器中的壓力保持不變。2. respectively ad. 分別地；各自地分別地；各自地Now that a decision has been taken, lets do it respectively.既然決定了，就分頭去辦。3. watertight a. 防水的防水的a watertight compar

66、tment (船的) 防水隔艙 間4. secure a. 牢固的；安全的牢固的；安全的 v. 使安全；保護(hù)使安全；保護(hù)Now my house is secure against burglary.現(xiàn)在我的房子無(wú)被盜竊之危險(xiǎn)。Watching 2-Task 1Watching 2-Task 12. Extensive WatchingAlice comes to see Mr. Burner. Watch the video clip and tick () the correct answer to each question.1. What does Mr. Burners company mainly deal with? A. Shipment. B. Containers. C. Insurance.2. Whats the purpose that Alice comes to see Mr. Burner? A. To settle charges. B. To book a shipment. C. To get containers.ScriptWatching 2