职通商务英语听说教程教师参考书3

出版社：高等教育出版社  作者：贺雪娟  页数：270  

内容概要

　　《职通商务英语听说教程》共分三册，除主教材外，还配有《教师参考书》以及mp3录音光盘、电子教案、多媒体学习课件及网络学习资源。《职通商务英语听说教程教师参考书.3》分两大阶段使用，第一阶段（第一册、第二册）突出通用商务英语交际技能训练，每册包含10个单元，采用相同的教学模块设计，主题鲜明，学习目的明确。第二阶段（第三册）突出外贸业务工作流程技能训练，全书分为7章，并根据章节特色分为20个单元，每单元根据工作任务的特点分成3个模块，重点突出。《职通商务英语听说教程教师参考书》采用与主教材配套的单元结构，每单元都提出了教学目标，并提供了参考资料、教学建议、参考答案、听力原文；还针对重点、难点适当加入了丰富的背景材料，方便教师进行课堂教学。

书籍目录

Chapter 1 seeking forpotential clientsUnit i first business contact Section i lead-in Section ii businessscenes Part 1 first contact Part 2 discussing in detail Part 3 potential client analysis Unit 2 b2 bcommunication Section i lead-in Section ii businessscenes Part 1 making a business call Part 2 company visit Part 3 making a business appointment Unit 3 productpresentation Section i lead-in Section ii businessscenes Part 1 atafair Part 2 in theshowroom Part 3 theproduct launch Section iv leisure time Chapter 2 business consultationUnit 4 enquiries and replies Section i lead-in Section ii businessscenes Part 1 in theshowroom Part 2 over thephone Part 3 on the factory tour Section iv leisure timeUnit 5 offers and counter-offers Section i lead-in Section ii businessscenes Part 1 lowering theprices Part 2 offering discounts Part 3 increasing agency commissions Chapter 3 business negotiationUnit 6 terms of commodity Section i lead-in Section ii businessscenes Part 1 quality control Part 2 packing negotiation Part 3 quantity negotiation Unit 7 transportation and insurance Section i lead-in Section ii businessscenes Part 1 transportation Part 2 delivery Part 3 insurance Section iv leisure time Unit 8 pricing andpayment Section i lead-in Section ii businessscenes Part 1 initial haggling Part 2 negotiating in detail Part 3 terms ofpayment Chapter 4 conclusion of the contractUnit 9 placing an order Section i lead-in Section ii businessscenes Part 1 trial order Part 2 repeat order Part 3 telephone order Section iv leisure time Unit 10 signing the contract Section i lead-in Section ii businessscenes Part 1 drawingup a draft contract Part 2 alternating the contract Part 3 signing the contract Section iv leisure time Unit 11 quiz Unit 12 declaring at customs Section i lead-in Section ii businessscenes Part 1 customs formalities Part 2 hscode Part 3 declaration documents Chapter 5 post contract actionsUnit 13 after-salesservice Section i lead-in Section ii businessscenes Part 1 introduction toservice Part 2 customerservice Part 3 customer feedback Section iv leisure time Unit 14 complaints and claims Section i lead-in Section ii businessscenes Part 1 making complaints Part 2 rejecting claims Part 3 accepting claims Chapter 6 other trade formsUnit 15 agency. Section i lead-in Section ii businessscenes Part 1 negotiation onsole agent agreement Part 2 requirements ofsole agency Part 3 signing thesole agent agreement Unit 16 bids and tenders Section i lead-in Section ii businessscenes Part 1 calling for a bid Part 2 submitting a bid Part 3 concluding a tender Chapter 7 businessskills in international tradeUnit 17 business etiquette Section i lead-in Section ii businessscenes Part 1 personal etiquette Part 2 business etiquette Part 3 cross-cultural communication Unit 18presentationskills Section i lead-in Section ii businessscenes Part 1 making astart Part 2 key factors of asuccessfulpresentation Part 3 finishing off Unit 19 skills forsuccessful negotiation Section i lead-in Section ii businessscenes Part 1 different negotiatingstyles of different cultures Part 2 proper behaviors in negotiation Part 3 negotiationstrategies Unit 20 finaltest

章节摘录

　　In a contract， many issues may concern only one of the parties to a salestransaction， but a number of key issues must be taken into account by both parties.At first glance， the key issues may seem relevant to one party or the other only.However， the success of the entire transaction， as well as the profit for both parties，tends to hinge on these key issues.　　When engaging in international business， you must consider the businesspractices and legal requirements of both the buyer's and the seller's country. Yonmust at least become aware of export and import requirements， internationalpayment methods， foreign exchange rules， intellectual property rights， and choiceof governing law and jurisdiction. Parties to a commercial transaction generallyhave the freedom to agree to any contract terms that they desire， but the lawsof your country or the foreign country may require a written contract. In sometransactions， the laws may even specify all or some of the contract terms.　　Whether a contract is valid in a particular country is mainly of concern if youhave to seek enforcement. Otherwise， you have fairly broad flexibility in negotiatingcontract provisions. However， you should always be certain to come to a definiteunderstanding with the other party on four basic issues： the goods （quantity， type，and quality）， the time of delivery， the price and the time and means of payment.　　……