商务英语基础Unit12OffersandCounteroffers报盘与还盘.pptx

Unit 12Offers and Counter-offersOffers and Counter-offersv Listeningv Speakingv Business Readingv Grammarv Practice Exercises Unit 12 Offers and Counter-offersListeningTask One:Listen to the dialogue first and Task One:Listen to the dialogue first and repeat the following sentences.repeat the following sentences.1.We are offering 200 metric tons of rice at USD430 1.We are offering 200 metric tons of rice at USD430 per metric ton,CIF London.per metric ton,CIF London.2.Can you cut the price by,say,50 dollars per metric 2.Can you cut the price by,say,50 dollars per metric ton?ton?3.In view of our longstanding business relationship,3.In view of our longstanding business relationship,weve made you our best offer.weve made you our best offer.4.Our rice is one of the best rice in the world.4.Our rice is one of the best rice in the world.5.Its subject to your reply reaching us on or before 5.Its subject to your reply reaching us on or before May 15.May 15.ListeningTask Two:Listen to the dialogue again and fill in the missing words.Task Two:Listen to the dialogue again and fill in the missing words.Mr.Brown:Im glad you have worked out anMr.Brown:Im glad you have worked out an 1 1 for us.for us.Mr.Zhang:Well,we are offering 200 metric tons of rice at USD430 per Mr.Zhang:Well,we are offering 200 metric tons of rice at USD430 per metric ton,CIF London.metric ton,CIF London.Mr.Brown:430 dollars per metric ton.I think the price is ratherMr.Brown:430 dollars per metric ton.I think the price is rather 2 2 .Can you cut the price by,say,50 dollars per metric ton?Can you cut the price by,say,50 dollars per metric ton?Mr.Zhang:Im Mr.Zhang:Im 3 3 we cant.In view of our longstanding business we cant.In view of our longstanding business relationship,weve made you our best offer.relationship,weve made you our best offer.Mr.Brown:However,I think your price is a bit high this Mr.Brown:However,I think your price is a bit high this 4 4 .Mr.Zhang:Mr.Zhang:5 5 this price,youll get good-quality rice.Our rice is this price,youll get good-quality rice.Our rice is one of the best rice in the world.So I dont think the one of the best rice in the world.So I dont think the price is high.price is high.Mr.Brown:Well,when can you make the Mr.Brown:Well,when can you make the 6 6?Mr.Zhang:Immediately after we receive your L/C.Mr.Zhang:Immediately after we receive your L/C.Mr.Brown:OK.For how long will this offer remainMr.Brown:OK.For how long will this offer remain 7 7?Mr.Zhang:Its subject to your reply reaching us on or before May 15.Mr.Zhang:Its subject to your reply reaching us on or before May 15.Mr.Brown:Ill consider this offer and let you know my Mr.Brown:Ill consider this offer and let you know my 8 8 by by then.Thank you very much,Mr.Zhang.Bye!then.Thank you very much,Mr.Zhang.Bye!Mr.Zhang:Bye!Mr.Zhang:Bye!Listening Keys to fill in the missing words.Keys to fill in the missing words.1.offer 1.offer 2.high 2.high 3.afraid 3.afraid 4.time 4.time 5.With 5.With 6.shipment 6.shipment 7.valid 7.valid 8.decision8.decisionListeningTask Three:Listen to the dialogue the last Task Three:Listen to the dialogue the last time and answer the following questions.time and answer the following questions.What is the offer?What is the offer?What does Mr.Brown think of the price?What does Mr.Brown think of the price?When could the shipment be made?When could the shipment be made?How long will this offer remain valid?How long will this offer remain valid?What terms of payment will be required?What terms of payment will be required?Letter of credit.Letter of credit.200 metric tons of rice at RMB 3,000 yuan per metric 200 metric tons of rice at RMB 3,000 yuan per metric ton,CIF London.ton,CIF London.He thinks the price is rather high.He thinks the price is rather high.Immediately after we receive your L/C.Immediately after we receive your L/C.Its subject to the reply reaching Mr.Zhang on or Its subject to the reply reaching Mr.Zhang on or before May 15.before May 15.Payment is to be made by an L/C.Payment is to be made by an L/C.v Sound discriminationv Short conversations ListeningSpeaking Situation:Charles,an exporter from Britain,makes Charles,an exporter from Britain,makes an offer for fountain pens.Mr.Jiang,the an offer for fountain pens.Mr.Jiang,the importer,has some specific requirements importer,has some specific requirements for packing.In the end,they make a deal.for packing.In the end,they make a deal.SpeakingUseful knowledge:Useful knowledge:We are pleased to make you an offer for We are pleased to make you an offer for We are glad to give you an offer forWe are glad to give you an offer forThis offer is valid for days.This offer is valid for days.This offer is subject to your reply reaching here This offer is subject to your reply reaching here before June 20.before June 20.What about packing?What about packing?SpeakingA model:A:Listen to the model carefully and then work in pairs.scriptSpeakingA modelBackA:Good morning,Charles.How have you been?A:Good morning,Charles.How have you been?B:Fine,thank you,Mr.Jiang.I think you have received our inquiry B:Fine,thank you,Mr.Jiang.I think you have received our inquiry sheet for your fountain pens,havent you?sheet for your fountain pens,havent you?A:Yes.It arrived here last Thursday.We meant to send you an offer A:Yes.It arrived here last Thursday.We meant to send you an offer by fax.Since you are here,we can discuss it now.by fax.Since you are here,we can discuss it now.B:Thats good.To be frank,your fountain pens are popular in our B:Thats good.To be frank,your fountain pens are popular in our market.market.A:Im glad to hear that.Our products are famous for their high A:Im glad to hear that.Our products are famous for their high quality and competitive price.quality and competitive price.B:By the way,when can you make delivery?B:By the way,when can you make delivery?A:Let me see.Is July or August all right?A:Let me see.Is July or August all right?B:Thats it.Its the sales peak.B:Thats it.Its the sales peak.A:No problem.Do you have any specific requirements for packing?A:No problem.Do you have any specific requirements for packing?B:Yes.The packing must be in line with local market preference.B:Yes.The packing must be in line with local market preference.A:Thats OK.A:Thats OK.Business Reading Give Ss 5 Mins to self-study the text with Give Ss 5 Mins to self-study the text with three Pre-reading Questions:three Pre-reading Questions:1.What is an offer?1.What is an offer?2.What should be included in an offer?2.What should be included in an offer?3.How many kinds are offers divided into?3.How many kinds are offers divided into?Business Reading Guess the meaning of the following Guess the meaning of the following words,phrases and sentences one by words,phrases and sentences one by one.one.promise within quantity promise within quantity follow oral divide definite follow oral divide definite validity binding detail situation validity binding detail situation be divided into firm offers non-firm be divided into firm offers non-firm offers offers It usually follows an inquiry that is either It usually follows an inquiry that is either written or oral.written or oral.An offer is sometimes called a firm offer if it An offer is sometimes called a firm offer if it is a definite promise to sell.is a definite promise to sell.Business Reading I.Write“T”for true,“F”for false according to the I.Write“T”for true,“F”for false according to the text.text.()1.A letter of offer is a letter followed by an()1.A letter of offer is a letter followed by an inquiry.inquiry.()2.Quantity,prices,shipment,terms of payment()2.Quantity,prices,shipment,terms of payment are usually included in a letter of offer.are usually included in a letter of offer.()3.There are two kinds of offers:firm offer and()3.There are two kinds of offers:firm offer and counter offer.counter offer.()4.The terms in the promise of a firm offer can()4.The terms in the promise of a firm offer can be changed after it is accepted by the buyer within a be changed after it is accepted by the buyer within a stated time stated time()5.Non-firm offers are the offers which are not()5.Non-firm offers are the offers which are not binding upon the buyers.binding upon the buyers.()6.The details of a non-firm offer may change in()6.The details of a non-firm offer may change in certain situations.certain situations.T TT TF FF FF FT T Business Reading II.Choose the best answer.II.Choose the best answer.1.This offer is _ for three days.1.This offer is _ for three days.A.open B.close C.opened D.closed A.open B.close C.opened D.closed2.I can assure you that this is our _ offer.2.I can assure you that this is our _ offer.A.low B.high C.best D.better A.low B.high C.best D.better3.Please make us _ firm offer.3.Please make us _ firm offer.A.an B.a C.the D./A.an B.a C.the D./4.I dont think our prices are _.4.I dont think our prices are _.A.expensive B.dear C.high D.tall A.expensive B.dear C.high D.tall5.The price is on the basis of CIF New York,_ our 5%5.The price is on the basis of CIF New York,_ our 5%mission.A.include B.including C.included D.inclusive A.include B.including C.included D.inclusive6.Were pleased to inform you that we _ your offer.6.Were pleased to inform you that we _ your offer.A.accept B.refuse C.decline D.receive A.accept B.refuse C.decline D.receive7.We take pleasure in giving you an offer _ 7.We take pleasure in giving you an offer _ puters.A.of B.in C.on D.for A.of B.in C.on D.for8.Its impossible for us to _ our price.8.Its impossible for us to _ our price.A.low B.lower C.lowest D.slow A.low B.lower C.lowest D.slowA AC CB BC CB BA AD DB B Grammar bookbookpenpenfishfishwatchwatchknifeknifehousehousebikebikechairchairQuestioning usage GameQuestioning usage Game Grammar Passive VoicePassive VoiceI.I.被动语态的构成：被动语态的构成：被动语态的构成：被动语态的构成：be+be+动词过去分词动词过去分词动词过去分词动词过去分词II.II.被动语态的用法：被动语态的用法：被动语态的用法：被动语态的用法：1.1.不知道谁是动作的执行者，或者没有必要指出谁是动作的执不知道谁是动作的执行者，或者没有必要指出谁是动作的执不知道谁是动作的执行者，或者没有必要指出谁是动作的执不知道谁是动作的执行者，或者没有必要指出谁是动作的执行者。行者。行者。行者。e.g.A lot of new products have been produced in the last few e.g.A lot of new products have been produced in the last few years.years.近年来生产出了许多新产品。近年来生产出了许多新产品。近年来生产出了许多新产品。近年来生产出了许多新产品。2.2.需要强调动作的承受者。需要强调动作的承受者。需要强调动作的承受者。需要强调动作的承受者。e.g.Technical work will be loved by more and more people.e.g.Technical work will be loved by more and more people.技术活被越来越多的人所喜爱。技术活被越来越多的人所喜爱。技术活被越来越多的人所喜爱。技术活被越来越多的人所喜爱。3.3.为了使语气婉转或由于修辞的需要。为了使语气婉转或由于修辞的需要。为了使语气婉转或由于修辞的需要。为了使语气婉转或由于修辞的需要。e.g.You are expected to come and its sure that you will be e.g.You are expected to come and its sure that you will be warmly welcomed by all the workers.warmly welcomed by all the workers.大家期待你的到来，可以肯定你会受到全体员工的热烈欢迎。大家期待你的到来，可以肯定你会受到全体员工的热烈欢迎。大家期待你的到来，可以肯定你会受到全体员工的热烈欢迎。大家期待你的到来，可以肯定你会受到全体员工的热烈欢迎。Practice Exercises VI.Complete the following sentences with the VI.Complete the following sentences with the Chinese in the brackets,using active voice Chinese in the brackets,using active voice or passive voice.or passive voice.1.When will _(1.When will _(交易交易交易交易会什么时候举行会什么时候举行会什么时候举行会什么时候举行)?(hold)?(hold)2.This kind of shirts _ 2.This kind of shirts _(销售得好销售得好销售得好销售得好).(sell).(sell)3.A new product _ 3.A new product _(由经理拿给他看由经理拿给他看由经理拿给他看由经理拿给他看).).(showto)(showto)4.(4.(一座新的工厂将建造一座新的工厂将建造一座新的工厂将建造一座新的工厂将建造)_)_ next year.(build)next year.(build)the fair be held the fair be held sell wellsell well was shown to him by the managerwas shown to him by the manager A new factory will be builtA new factory will be built Practice Exercises 5.This problem_(5.This problem_(难以难以难以难以解决解决解决解决).(solve).(solve)6.The digital computer _6.The digital computer _(花费了他花费了他花费了他花费了他50005000元元元元).(cost).(cost)7.The typist was made _7.The typist was made _(一天工作一天工作一天工作一天工作1010小时小时小时小时).(work).(work)8.(8.(据说据说据说据说)_ that they have got the)_ that they have got the goods ready.(say)goods ready.(say)is difficult to solveis difficult to solve cost him 5000 yuancost him 5000 yuan to work ten hours a day to work ten hours a day It is said It is said Practice Exercises VII.Choose the best answer.VII.Choose the best answer.1.This watch needs _.1.This watch needs _.A.mend B.mended C.to be mended D.to mend A.mend B.mended C.to be mended D.to mend2.This is a nice watch.Is it _ in Japan?2.This is a nice watch.Is it _ in Japan?A.maked B.made C.making D.make A.maked B.made C.making D.make3.An accident _ on this road last week.3.An accident _ on this road last week.A.has been happened B.was happened A.has been happened B.was happened C.is happened D.happened C.is happened D.happened4.A talk on the new products _ in the hall next 4.A talk on the new products _ in the hall next week.week.A.is given B.has been given A.is given B.has been given C.will be given D.gives C.will be given D.gives5.Look!A photo _ for our boss.5.Look!A photo _ for our boss.A.is taking B.is being taken A.is taking B.is being taken C.has been taken D.takes C.has been taken D.takesC CB BD DC CB BPractice Exercises 6.The doctor _ for yet.6.The doctor _ for yet.A.isnt sent B.hasnt been sent A.isnt sent B.hasnt been sent C.wont be sent D.wasnt sent C.wont be sent D.wasnt sent7.The Great Wall _ all over the world.7.The Great Wall _ all over the world.A.knows B.knew C.is known D.was known A.knows B.knew C.is known D.was known8.A story _ by Granny yesterday.8.A story _ by Granny yesterday.A.was told us B.was told to us A.was told us B.was told to us C.is told us D.told us C.is told us D.told us9.Older people _ well.9.Older people _ well.A.must be looked after B.looks after A.must be looked after B.looks after C.must look after D.looked after C.must look after D.looked after10.Who _ this book _?10.Who _ this book _?A.did;written B.was;written by A.did;written B.was;written by C.did;written D.was;written C.did;written D.was;writtenB BC CB BA AB BPractice Exercises Translate the following sentences into Chinese.Translate the following sentences into Chinese.1.At your request,we are making you an offer as 1.At your request,we are making you an offer as follows.follows.2.The samples were sent to you yesterday.2.The samples were sent to you yesterday.3.Please make us an offer for 5 metric tons of 3.Please make us an offer for 5 metric tons of walnut.walnut.4.This offer is subject to our final confirmation.4.This offer is subject to our final confirmation.5.Im afraid the offer is unacceptable.5.Im afraid the offer is unacceptable.按你方要求，现报盘如下。按你方要求，现报盘如下。按你方要求，现报盘如下。按你方要求，现报盘如下。样品已于昨日寄给你方。样品已于昨日寄给你方。样品已于昨日寄给你方。样品已于昨日寄给你方。请报请报请报请报5 5公吨核桃仁的价格。公吨核桃仁的价格。公吨核桃仁的价格。公吨核桃仁的价格。该报盘以我方最后确认为准。该报盘以我方最后确认为准。该报盘以我方最后确认为准。该报盘以我方最后确认为准。恐怕你方的报价不能接受。恐怕你方的报价不能接受。恐怕你方的报价不能接受。恐怕你方的报价不能接受。Practice Exercises Writing Writing Background Background：如果你：如果你：如果你：如果你ABCABC公司收到纽约纺织品贸易公司公司收到纽约纺织品贸易公司公司收到纽约纺织品贸易公司公司收到纽约纺织品贸易公司(New(New York Textiles Trading Company)York Textiles Trading Company)要求你方报盘的来信，请写要求你方报盘的来信，请写要求你方报盘的来信，请写要求你方报盘的来信，请写信告诉其价格、付款方式、装运条件、佣金等，并寄送有关信告诉其价格、付款方式、装运条件、佣金等，并寄送有关信告诉其价格、付款方式、装运条件、佣金等，并寄送有关信告诉其价格、付款方式、装运