商务英语视听说-国家精品课程课件PPTunit15 marketing~
商务英语听说_Unit_15_Price_Negotiation_丁莉维
商务英语听说_Unit_15_Price_Negotiation_丁莉维绍兴市中等专业学校教案Unit 15 Price Negotiation(议价)（丁莉维）一、Teaching aims and tasks（教学目标和任务）:Teaching Aims/ Objectives(语言知识目标): make an offer; to make a counter-offer;to negotiate the price of a product; totalk about commission and discounts.让学生能够掌握有关报盘，还盘，磋商价格，谈论贸易和折扣等专业知识并基本运用。
Goalｓfor Language skills(语言技能目标):Listen skills(听): Understand what said on the tape and finish some relative exercises.能听懂录音材料，并完成相应的多种形式的练习。
Speaking skills(说):Grasp the words, rules, and ways of price negotiation by learning from teachers. Meanwhile, Students can make up a dialogueaccording to the information given.能通过专业知识的讲授，基本掌握价格切磋的专业术语、原则和套路，并能就提供的话题，在同学间展开讨论，同时模拟砍价情境，锻炼英语口语能力,表达流畅。
Reading skills(读):Understand the professional words and letters, and use them freely.通过学习，能读懂普通的外贸信件，理解相关的专业术语，并灵活使用。
Writing skills(写): Can write a letter to a trading company asking for price deduction, and express correctly.根据所学知识，能写好一封外贸谈价格的信件，没有语法错误，用词专业。
商务英语视听说PPTunit
Asking for information
Requesting Prices
Would it be too much to ask you to respond to my question by tomorrow?
May I have a copy ot delivery
5. How long is the warranty on these computers
6. Canned foods are of special interest to me, particularly canned fruit and meat.
Evaluation by traders
Part IV. Video 1
3 international and domestic trade fair Do the role play-using sentences
4 and phrases learnt in this unit
Reasons for visiting trade fairs
Learning about novelties Displaying and marketing new products Looking for new business partners Meeting with current partners Participating in business meetings Participating in conferences and seminars
Trade Fairs
2012年3月第四次课 新视野商务英语视听说
Learning Objectives
1 Comprehend basic trade fair vocabulary
体验商务英语3Unit 15 Competition
暨南大学外国语学院
MARKET LEADER BOOK THREE
JNU QUALITY COURSE
暨南大学外国语学院
ML Book three unit overview
Starting up
Vocabulary describing competition Language review talking about the future Skills negotiating Case study City Plaza Hotel
暨南大学精品课程项目 外国语学院大学英语教学部制作
• In my inner dictionary, to compete means to try to be more successful than another person or organization. It‟s no doubt that competition is an activity crude and fierce, or sometimes, bloody. But to me, competition is an ambitious word, I like it since by competing with others, I can make out what my advantages and disadvantages are to better develop myself—my study, my strength and my abilities. It‟s hard to imagine a world without competition—everyone is located at same level, living without any press and promotion, and everything looks dull.
商务英语视听说
商务英语视听说Consignment寄售 Commission 佣金Produce 农产品 Product 工业产品It’s a usual practice that agents should be paidProduction 产量 Productivity 生产力 on commission basis. Commissionis theOverall impression 总体 payment given to the agents or brokers forA big helping of 一大份their principals. It’s theremuneration\paymentPromotional literature 宣传材料 to selling agents by the exportersor theFootage 电影胶片 Lean 高效精干的 remuneration to buying agents bytheElevated walkway 高架行人道 importers in international trade.Affiliated 附属的 Trial order 首次订单PowerPoint slide 幻灯片 When buyers are not so familiar with the new state-of-the-art 达到最先进水平的 products or not so convinced bythe reputationmilestone 里程碑 of the sellers, they will make an initial attempt ready made 现成的 by ordering a small quantity of certainepitomize 为的缩影 products, which is known as a trial order. If it embody 表达 disseminate 传播 proves successful, long –term cooperation anddemonstrate 展示 delegate 代表 repeated orders will come in.lead 线索 booth 展台 Document against payment 承兑交单enquiry 询盘 offer counter 报盘还盘 It means documents can only be handedback up 支持 broker 经纪人 over to the buyer when he paid the amount ondeposit 订金 trade faire 商品交易会 the draft. In this case the banks will only dointeraction 合作 the service of collecting and remitting and will claim and arbitration 索赔与仲裁 not be liable for non-payment of the importer.firm offer 实盘 It can be further divided into Documentplace an initial order 首次订单 Against Payment At Sight and Documentplace an repeat order 重复订单 Against Payment after Sight.letter of credit 信用证 Lump Sum Payment 一次性付清irrevocable L\C 不可撤销信用证 It refers to a single payment for the total amount due，as opposed to a series of periodic revocable L\C可撤销信用证trade directory 商务目录 payments. it may spare the seller thetrade association 行业联合会 collection problems and the risk of postponeddrew up 草拟 Periodic payments. And it allows the seller thespecial indication of price 参考价格 Immediate use of the money. The buyer canturnover 营业额 ask for more favorable terms with lump sum payment. However，it may cause cash flow in one lot 一次发运without engagement 无约束力的 problems and increase risks for the buyer. 词组 chambers of commerce 国内外商会 Novelty 新奇，新鲜事物consulate 领事馆Venture 事业企业 textile 纺织品 trade directory 商务目录Speculation 推测投机买卖 trade associations 行业联合会Aggressive 好争斗挑衅 the export commodities fair进口商品交易会Ceramic 陶瓷的 exhibition and trade fairs商品展示会交易会 promotional literature 宣传材料 remain valid 有效期epitomize 为…的缩影 inventory 存货 backlog积压订单putter 轻击棒 invoice value 发票金额 be subject to 由决定on the high side 偏高 payment in part 部分付款 breaking dead locks打破僵局 order 付款通知 in the light of 由于 by remittance 汇拨支付 make concession 让步 in full 全额支付 half way 各让一步 mandatory 强制的verify 核实 supply exceed demand 供大于求 discrepancy差距 confirming bank 保兑银行 place a firm order 确定订单 payment by installment 分期付款 bidding 报价 arbitration 仲裁 cash on delivery货到付款 early settlement discount 提前付款优惠 cash flow 现金流 rest assured 放心incentive discount 刺激性折扣 line of business 行业 grant for 同意envisage 设想 agency agreement 代理协议 documentary credit 跟单信用证sales confirmation 销售确认书 invoice value 发票金额 be committed todoing 忙于做某事 freight to collect 运费到付 be occupied with 忙于marketing channel 销售渠道 execute an order 执行订单 end user 最终消费者in duplicate 一式两份 slip-up 疏忽 dispatch 派遣发出 gross| net weight 毛en route 在途中 |净重automatic document feeder自动送纸器 prior to 在…之前 relieved 放心的cover 给..保险 insurance policy 保险单exchanges 磋商 cardboard box 纸盒 consumption 消费 withhold 拒给 alternation 改动 lodge |entertain a claim 提出|受理索赔 plastic wrapper 塑料包装 target market 目标市场solar-powered 太invalid and void 失效阳能的cast my mind 回忆是 medium-priced 中等价位的 wracked my mind绞尽脑汁fashion-oriented 符合流行趋势的 bear with me 耐心听我说 out-fit 全套服装go down well 受欢迎的 elevated people 高层人士in an affluent society 富裕的 prime time 黄金时段assert one’s view 坚持某人的看法abbreviated 缩写的assertive 坚强而自信的 substantial 牢固的实质大量的inventory 存货 as per our last discussion 按照根据我们最后讨论 preferential 优惠的 commodity inspection bureau 商品检验局sanitary 卫生的acknowledgement 确认通知 commercial integrity商业信誉pneumatic 风动的 promissory note 本票draft、bill of exchange 汇票 reinstate 恢复deferred payment 记账赊账 Federal Express联邦快递公司 deposit payment 订金付款 optical 光学的 embody 表达 payment respite 延期付款canteen食堂 virtual 虚拟的 progressive payment 分期付款 solar-powered太阳能的medium-priced 中等价位的 pay on delivering(pod)货到付款timber 木材 outfit 全套服装 payment on terms 定期付款baffle 使困惑 brag 吹嘘league 联盟 editorial 编辑的 1、 you would save a lot if you order a litter flexibility灵活的 more. We offer a discount for large orders prospect 可能成为主顾的人 2、 if the quantity is too small， there is no ROI(return on investment)投资回报率 discountsurvey report 检验报告 shipmentinsurance policy 保险单 1、 is there any way to make the shipment defective 有缺陷的 earliercover 给….投保 install 安装 2、 the goods we ordered are seasonal goods profitable 盈利的 slip-up 疏忽 and it would be better if you could ship halt 使停止 firm order 确定订货 them in one lothousehold家庭的 3、 unless we receive the goods we ordered 汉译英within the next seven days，the order will报盘还盘 be cancelled and placed elsewhere Offer 报盘 4、 as we arein urgent need of these Price articles，could you manage to speed up 1、we’re willing to make you a firm offer at delivery,this price Refuse an offer2、 we can offer you a quotation based upon Pricethe international standard 1、 we regret we have to decline your offer 3、 we are in a position to offer tea from our 2、 your price is too high to interest us intostock entering a negotiation4、 my offer was based on a reasonable profit 3、 I appreciate your position，but we simplyexpectation，not on wild speculation can’t afford to accept your price 5、 let me make you a special offer Because of quantity quantity We can’t handle order that small 1、I’m sorry，we can only supply you with 1，I’m afraid we’re not able to supply as 000 sets at present much as your require2、 this is the maximum quantity we can Shipmentsupply at present The delay in delivery will cause inconvenience 3、we will try to meet you request for the We don’t think it’s a good idea to unload theadditional 10，000 tons of coal Chinese teas in Londondate of shipment 商务背景知识1、I’m sure that shipment will be effected Trade fairsaccording to the contract stipulation A trade fair is an exhibition that has been 2、I’m sorry that we can’t advance the organ ized so that companies in a specifictime of delivery industry sector can showcase and Counter offer demonstrate their latest products and Price services，study the activities of their 1、 Your quotation is on the high side competitorsand examine recent trends and 2、 You ask for at least 5% more than the opportunities. Some are open to theyour competitors do Public, while others can only be attended by 3、We are happy to accept your offer company representatives and members of theprovided that you cut y our price by 2% ‘mass media’. They are classified as either Quantity ‘public’ or ‘trade only’. In history, moderntrade fairs still follow some of the traditions of quantity, packing and other aspects of thegoods. If the buyer finds anything that is not trade fairs established in late medieval Europe.in conformity with the contract, he might As innovation and manufacturing increased,produce and craft producers often visited complain and further file a claim against the towns to attend trade fairs in order to sell seller. These seller should settle the claim and showcase their products. properly.What is factory tour? AdvertisingFactory tour is an important part in business Advertising aims to increase sales by making activities. Buyers will get a comprehensive a product or service known to a wider understanding of the products and the audience，and by highlighting its positive production process in the tour. Meanwhile , qualities to the public. A company can themanufacturer can demonstrate their advertise in a variety of ways，depending onadvantages to attract buyers. how much it wishes to spend and thesize and What is trade fairs? type of audience it wishes to target Atrade fair is an exhibition that has been Marketingorganized so that companies in a specific Marketing involves finding out what your industry sector can showcase and customers want and supplying it to them at a demonstrate their latest products and profit. Marketing is how you define your services. Generally speaking, tradefairs are product，promote your product， distributenot open to the public and can only be your product，and maintain a relationship attended by company representatives and with your customers.members of the press. DeliveryWhat is making enquiries? Delivering the goods on time is very An enquiry is a request for information on the important to the buyer because the buyer supply of certain goods. In international trade, needs to catch the season. On the other hand, an enquiry is usually made by a prospective it takes time for the seller to arrange buyer without engagement. He\she may send production after signing the contract. an enquiry to a seller inviting a quotation or Sometimes it is not easy to reach a point to simply asking for some general information the satisfaction of both parties. concerning the goods in which he\she shows Inquiries 询盘interest. Example 1Placing an order Dear Sirs,After the exchanges between the buyer and We thank you for yourletter of May 3 the seller, the buyer may issue a request to and shall be glad to enter into business purchase a specified amount of goods. A relation with you.formal order should contain: name and article We have seen your brochure and number, quality and specifications, quantity, interested in ###. We shall be pleased if you delivery, unit price and total amount, terms of will kindly send us samples and all the payment, etc. accuracy and clarity about all necessary information regarding these the requirements are essential in placing an products.order. Example 2Complaints Should your price be competitive and date Upon receiving the goods delivered by the shipment acceptable, we intend to place a seller, the buyer will check the quality, large order with you.Offer 报盘Dear Mr. *We thank you for your email enquiry for ****In reply, we offer firm, subject to your reply ~~~Pleased note that we have quoted our most favorable price and are unable to entertain any counter offerCounter offer 还盘1. 报价比较高We acknowledge receipt of both your offer of ##时间and samples of 样品名称，and thankyou for these.While appreciating the good quality of your 商品， we find yourprice is rather too high for the market we wish to supply.其他家的报价比你的低 all of them are atprices from 10% to 5% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in you price,提出折中点，you may think itworthwhile to make a concession.回复Dear Mr.We confirm having received your telex###, asking us to make a # reduction in our price for 什么商品. Much to our regret, we are unable to comply with your request because we have give you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and anyfurther enquiry will receive our prompt attention.。
(完整)体验商务英语视听说unit精品PPT资料精品PPT资料
0181 442 5655, ext 39
Good times… bad times…
Unit 3 Money
_________________________________________
the total amount of sales:
_________________________________________
What do the two pictures show?
Linda Burne Video clip, unit 1 (P. How much money was lost on the London market? Video clip, unit 1 (P. 0181 442 5655, ext 39 Which one of the four sentences describes the first conversation and which one describes the second conversation? What tasks does he have to do and what doesn’t he have to do? the total amount of sales: the total amount of sales: Which one of the four sentences describes the first conversation and which one describes the second conversation? fell; plunged; soared; stabilize, recover 0181 442 5655, ext 39 Video clip, unit 1 (P. Write down the calculations they make in the spaces provided. Part of a company’s profit.
国际市场营销英文ppt课件
1-14
2.(1 )International Marketing(P10)
1-24
5) Developing a Global Awareness
To be globally aware is to have: tolerance of cultural differences knowledge of cultures, history, world
market potential, and global economic, social, and political trends
1-4
Part Three Research of the international marketing (Chapter 8)
Part Four STP (Chapter12 )
Segmentation Targeting Positioning
1-5
Part Five 4Ps
International marketing is the performance of business activities designed to plan, price, promote, and direct the flow of a company’s goods and services to consumers or users in more than one nation for a profit.
商务英语视听说-国家精品课程课件PPT
商务英语视听说
U1
Part I
Warm-up
Brainstorm What is your first consideration when you are looking for a job?
It can bring your ability and potential into full
3
4 5
Language Focus
Viewing and Speaking
Case Analysis
Foreign Languages College Hunan International Economics University
Business English: Viewing, Listening & Speaking
Foreign Languages College Hunan International Economics University
Business English: Viewing, Listening & Speaking
商务英语视听说
U1
How to succeed in your job interview
Sample 1
Foreign Languages College Hunan International Economics University
Business English: Viewing, Listening & Speaking
商务英语视听说
U1
I am graduating in June from ABC University and my major is hotel management. I am an outgoing, energetic person. I enjoy teamwork very much. As part of my degree program, I needed to finish different projects with my teammates. I possess excellent interpersonal skills and a very positive attitude. My career aspiration is to become a successful hotelier. During my internship at the Grand Hyatt, I worked as a receptionist. My duties included offering friendly and efficient check-in and checkout service to guests, answering phone calls, taking and passing on massages to guests. I find that if I can make the guests happy, I will be very happy, too.
商务英语课程课件Unit15 E-Commerce
2. Listen to the passage and fill in the missing information in the blanks according to the information you hear.
Today, the Internet is reshaping the way business transactions are conducted. It is empowering both consumers and businesses by providing expanding markets and choices to not only national, but also international communities. It enriches competition in products and prices and it drives change and improvement, given its ability to provide information and comparative choices. Putting up a Website to promote and display products, and the luring online shoppers in to look around at the offerings, however, are only one dimension of conducting business via the Internet. To realize the true potential of electronic commerce, an effective method of receiving payment for products sold or delivered through the Internet is a necessity. This is the focus of current Internet-related research. While it is currently possible to make purchase over the Internet, this form of commerce has not yet gained sufficient popularity. It has great potential. While nobody is certain what the future will bring, we do know that the Internet recognizes no national borders. Electronic commerce is global in nature, so the Internet can’t help but to dramatically increase international business. The everchanging technology in electronic commerce and the introduction of new hardware, software, and service technology force market participants to quickly and readily adjust their basic business strategies. Companies who want to participate in the worldwide electronic commerce revolution must adapt their electronic commerce service capabilities and product offerings to the requirements of the electronic commerce marketplace.
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Definition
Marketing is a set of activities through a certain process orientated by a certain philosophy. It’s objective is to meet and satisfy human and social needs and wants by creating customer value and customer satisfaction. 市场营销是创造、沟通与传送价值给顾客，及经营 顾客关系以便让组织与其利益关系人受益的一种组 织功能与程序。
Unit 15 Marketing
Learning Objectives
After completing this lesson, students should be able to : ----comprehend basic vocabulary related to marketing; ----identify and understand basic elements of marketing ----develop communication skills to: develop marketing plans describe marketing results promote products
regulations into account
定价策略：要考虑产品成本、竞争者定价、价格调整等 方面
Promotion: making a product and its benefits
known and stimulating consumers demand for it
促销策略：以各种有效方式向目标市场传递信息，以刺 激其购买欲望
Quotation
―Communication is the most important form of marketing.‖
Akio Morita (1921 – 1999) Co-founder f Sony
A ‘The four Ps’ form the basis of the marketing mix. If you want to market a product successfully, you need to get this mix right. Match the ‘Ps’ 1 to 4 to the definitions a) to d) a) the cost to the buyer of goods or services b) informing customers about products and persuading them to buy them c) where goods or services are available d) goods or services that are sold
When talking about Marketing, many people just regard it as selling things. But at the first of our presentation, we want to stress one concept--Marketing is absolutely not just selling things.
Marketing is a social and managerial process which deals with identifying and meeting human and social needs. (meeting needs profitably) Philip Kotler ——（The Founder of Modern Marketing）
Product: special appeal for consumers in aspects
like quality, utility or image
产品策略：要考虑在产品的质量、用途、外观等方面对 消费者的吸引
Price: take costs, rivals’ prices and pricing
The overall concept of product
Potential Product
Example for NongFu Spring
A little sweet taste Mineral water Mineral water from the Qiandao Lake
Augmented Product Expected Product Actual Product Core Product
1 Product 2 Price 3 Promotion 4 Place
Marketing Mix (营销组合) 4Ps
Product Place
Price
Promotion 4 Ps ---is defined by many marketers as ―putting the right product in the right place, at the right price and right time.‖
Mineral water Water
Additional view materials
Place: channels of distribution and timely
transportation, make goods and services available
分销策略：将产品和服务及时送达到消费者手中的渠道 和路径
Oral Practice
Discuss in pairs. What is the most expensive product you bought in the past half year? Why did you buy it? Was it strongly or weakly marketed?