商务英语函电教案

Please send your representatives to Guangzhou for further discussion 请派代表到广州进一步磋商 3)turnover营业额,成交额 annual turnover年营业额 Should you be prepared to appoint us as your agent ,we would guarantee a turnover of 100000 dollars each year. 如贵方委派我方担当代理，我们保证10万美元的年营业额。 Postpone…till把….推迟到…. We think it advisable to postpone the matter until your future sales warrant such a step. 我们认为你访日后的销售值得采取这一步骤时再谈此事较为稳妥 2. The students read the letter and try to find out the main ideas of the letter orally. 3. Under the guidance of the teacher, the students try to figure out the way of writing. 1) Acknowledge receipt of correspondence 2) Express appreciation and regret for the refusal. 3) Explain reasons leading to rejection 4) State your decision 5) Suggest what can be done 6) Show goodwill 7)Wish a further cooperation Step 4 Learn Letter 40( Signing Sole Agency Agreement) 1. Leading In A brief introduction of the letter After the exchange of business correspondence, the terms and conditions, such as the period of agency, commission, territory of agency, advertising and expenses, validity of agreement and so on, all have been settled, Party A (the supplier) appoints party B as the sole agent and an agreement is to be signed. 2. Under the guidance of the teacher, the students learn the words and expressions listed in the notes 1)further to 继。。。之后。用在信件开头，表示和前文有关。 Further to our letter of 18th inst,. we wish to inform you that we have seen the counter samples mentioned. 2)statement n.报表，表格 financial statement财物报表 annual statement年度报表 income statement收益报表 statement of sales销售报表 3）You act as our sole agent for a trial period of one year, commencing on 1st Jan.2006. 代理从2006年6月1日开始，期限为1年。 4)You undertake not to sell the competing products of other manufacturers. 不得自行经营具有竞争性的产品。

5）You render monthly statements of sales, market reports and accept drafts we draw on you for the net amount due. 你方提交月销售报表，市场报告并承兑我方开给你方的汇票支取应付的净额。 3. Under the guidance of the teacher, the students try to figure out the way of writing. 1）Acknowledge receipt of correspondence 2) Show agreement to the application 3) Propose general terms and conditions 4) State mutual benefits Step 5 Activities 1).Vocabulary review 2). Complete the following sentences in English, then put them into the blanks in the sentences on Page182 3). Put the following letter into Chinese .Page 183 4). Fill the blank with the prepositions 5).Writing practice Read the letter, punctuate the sentences and divide it into paragraphs. 4 Step 6 Homework 1. Review the letter and try to recite it. 2. Remember all the words and expressions just learnt 3. Do Exercise 4 on Page 187 课外作业及要求 后记 内容 （标题） 教学目的 与要求 Exercises Ⅳ, Ⅴ and Ⅵ On P.183-187. In this unit, we learned three letters about agencies, which involve many new words. Therefore, the students need more written practice after class. Revision of Unit 1-Unit 6 课 时 4 In these periods, we discuss some forms of business letters, such as exploration of business cooperation, paying a visit to chins for business discussions, announcing changes in the administration of a firm, making offers and counteroffers How to improve the students‘ business writing ability Revision; asking and answering activities; explanation Step 1. Greetings Greet the students as usual 重点难点 及处理 教学 方法 教

学 步 骤 Step 2. Reviewing Unit 1 Discuss the following questions: 1 How many types of business letters do you know? 2 What are the standard part of a business letter? 3 What are the optional parts of a business letter? Revise the terms and expressions of Unit 1 Step 3. Revision of Unit 2 Discuss the following questions: Why do foreign trade companies need a lot of business connections? Through what channels can the names and addresses of the firms to be dealt with be obtained? Review the two sample letters and the terms or expressions of Unit 2 Step 4. Revision of Unit 3 Discuss the following questions: 1. What is an inquiry? 2. What does an enquiry letter include? 3. What does an offer letter usually include? Review the two sample letters and the terms or expressions of Unit 2 Step 5. Revision of Unit 4 Discuss the following questions: 1. How do you make concession on price when going shopping? 2. How do you draft a letter of making concession on price, Revise some useful expressions and sentences used in the letter. Revise the letter of making concession on price. Step 6. Revision of Unit 5 Discuss the following questions: 1. What is an order? 2. What details need to be mentioned in an order? 3. What choices would you make if you received an order? Revise the terms and expressions of Unit 5 Step 7. Revision of Unit 6. Discuss the following questions: 1. What elements should be mentioned in the payment? 2. What are the three common ways of payment? Revise the procedures of applying an L/C Revise the terms and expressions of Unit 6

Step 8. Dealing with any difficulties 课外作业 及要求 后 记 内容 （标题） 教学目的 与要求 Remember the expressions in units1-6 Remember the writing principles Make sure every student get to know the contents of these units and help them deal with any difficulties. Revision of Unit 7-Unit 12 课 时 4 In these two periods, we discuss some forms of business letters, such as exploration of business cooperation, paying a visit to chins for business discussions, announcing changes in the administration of a firm, making offers and counteroffers How to improve the students‘ business writing ability Revision; asking and answering activities; explanation Step 1. Greetings Greet the students as usual Step 2. Reviewing Unit 6 Discuss the following questions: 1 What does a different payment letter usually include? 2. How to write a letter proposing to Pay by D/A? Revise the terms and expressions of Unit 6 Step 3. Revision of Unit 7 Discuss the following questions: 1. What are the various activities for shipment? 2. What does a shipping advice include? Review the two sample letters and the terms or expressions of Unit7 Step 4.Revision of Unit 8 Discuss the following questions: 1. What is insurance? 2. How many kinds of losses do you know? Review the sample letters and the terms or expressions of Unit 8 Step 5. Reviewing Unit 9 Discuss the following questions: 重点难点 及处理 教学方法 教 学 步

骤 1 What elements should be mentioned in the payment? 2 What are the three common ways of payment? 3. What are the procedures of applying an L/C: Revise the terms and expressions of Unit 9 Step 6. Revision of Unit 10 Revise complaints of various kinds Revise settlements of different complaints Revise the terms and expressions of Unit 10 Step 7. Revision of Unit 11 Discuss the following questions: 1. Why do partners communicate with each other by E-means in international business? 2. How do partners communicate with each other? Revise the terms and expressions of Unit 11 Step 8. Revision of Unit 12 Discuss the following questions: What is an agent? What are the main terms included in agency agreement? Revise all the terms and expressions of Unit 12 Step 10. Dealing with any difficulties Remember the expressions in units7-12 Remember the writing principles. After they have revised the whole textbook, the students feel much clearer about international business trade knowledge, however, they need more chances to use them in their daily life and the future job. 课外作业 及要求 后 记