Unit 12 Agency

Unit 12 AgencyTeaching Objectives1.To develop the students’ listening skill.2. To train the students’ ability to grasp the knowledge about how to apply to be an agent, talk about commission and refuse the application to be an agent.3.To give the students more chances to talk about something in relation to what theyhave heard on the tape.4.To develop the students speaking skill.The important and difficult pointsTo familiarize the students with how to use the language they learn to practice the activities in relation to applying to be an agent, talking about commission and refusing the application to be an agent.Teaching Time4课时（180分钟）Teaching steps:Lead-in1. What should be taken into consideration in an agency agreement ？Discuss the following aspects in groups．1) Type of agency2) Duration of agency3) Region of agency4) Commission5) Turnover2. Choose three or four students to report their discussion.3. The important words and the phrases:agent n.代理人，代理商cooperation n.合作，协作sole adj.唯一的agency n.代理，代理处advantage n.优势，有利条件connection n.联系，关系，连接wholesaler n.批发商retailer n.零售商appoint v.任命，指定，约定（时间，地点）annual adj.每年的，年度的turnover n.营业额，成交量sole agency 独家代理be familiar with 对……熟悉appoint ．．．as 指定……为……annual turnover年度销售额shipment n.装船，出货advertise v.登广告，宣传promote v.促进，提升，升迁，促销to be frank with sb.坦率地说at any rate 无论如何in that case 在那种情况下on condition that 以……为条件，条件是……doubt v.怀疑expand v.扩展get‐acquainted 刚认识的get along 与……相处，进展be satisfied with 对……满意push the sale 推销at the get‐acquainted stage 处于刚结识的阶段at present 现在in the years to come 在未来的几年中try out试一试12-1 Applying to be an AgentThis part is designed to make the students learn how to deal with routine office work and grasp the terms related to applying to be an agent.1.Pre-listening tasks1) Useful sentences and information(1) We'd like to sign a sole agency agreement with you on your slippers for a period of 3 years. 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（sole agency or exclusive agency）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（common agency）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（general agency）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) What special advantage can you offer in developing the trade ？你们在发展业务上有什么优势？(3) What annual turnover would you propose for the agency agreement ？您建议独家代理协议的年销售额是多少？(4) We will consider appointing you as our sole agent for our slippers for the next 3 years in your local market.我方将考虑在未来三年内委派你方市场以拖鞋独家代理。

consider doing sth.：考虑做某事。

2) Ask the students to read the choices in this exercises and make guesses about what are going to be discussed before they listen to the dialogue.2. While-listening tasks1) Play the dialogue once and let the students get the main idea of the material. And then the teacher explains the difficult language points.2) Play the dialogue twice and let the students do Task 1.3) Play the dialogue three times and let the students do Task 2.3. Post-listening task1) Play the dialogue another times and let the students listen and repeat after the tape, and then do Task 3 (practice the sentences with their partners) and then do Task 4.2) Give the students time to make a similar dialogue and do role play with their partners. (Task5)3) Check the students’ work. (Ask some students to do role play in front of the class.)Task 1 Listen and choose ．1. How long have they been doing business ？A.For 1 year.B.For 2 years.C. For 3 years.2. How long do they expect the period of the agency agreement ？A. For 1 year.B. For2 years.C. For 3 years.3. What was the turnover of last year ？A.30,000.B.40,000.C.60,000.4.What's the turnover they propose for the agency agreement ？A.30,000.B.40,000.C.60,000.Task 2 Listen and fill.1.Yes ，I'm glad we've had very_ pleasant cooperation in previous years.2. We'd like to sign a sole agency_ agreement with you on your slippers for a period of 3 years.3. What special advantage can you offer in developing the trade_？4. We are a_ well-established company and_ familiar with the customers' needs here.5. What_ annual turnover would you propose for the agency agreement ？6. We will consider_ appointing you_ as our sole agent for our slippers for the next 3 years in your local market.Task 3 Learn the useful sentences and practise with your partner. 略Task 4 Role play.A ——— A sales manager from ABC Import & Export CompanyB ——— A client of ABC Import & Export CompanyB is applying to be an agent of ABC company.12-2 Talking about CommissionIn this part, we should train the Ss’ abilities to grasp important details of talking about commission.Teaching steps1.Pre-listening tasks1) Useful sentences(1)What do you think of our proposal for a 5 ％commission against the invoice value of each shipment ？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？What do you think of ．．．你认为… … 怎么样？该句型用来征求别人的意见。