商务英语口语课程论文

《商务英语口语》考试

班级：2012级国际经济与贸易（2）班姓名：蔡正平

学号：20123120201

任课老师：宋晓舒

(Today is Thursday, August 20,2015.Mr.Qiang zhou,marketing manager of Suzhou Textiles Co.,and his assistant,Mr.Jianguo wang come to Toronto Fashion Inc. for the formal negotiation about exporting 100,000 cotton pants.After exchanging greetings with Mr.Daniel, the marketing manager of Toronto Fashion,and Mr.Eric,the assistant of Mr.Daniel,they take seats.)

Section one: Price and Terms of Payment

Zhou:Now let’s get down to business.Your email of August 1 says you want to buy cotton pants from us.

Daniel:That’s correct. Here are the designs.

Zhou:Thank you. We certainly welcome this opportunity to further our relationship. Well, as we both have expressed satisfaction at our previous contract,may I suggest that it be the basis of the new contract? This will simplify the matter a great deal.

Daniel:It’s a great idea. I was wondering if you would give us a response to our email inquiry.

Zhou: We think that the price “at USD $26.80 each CIF Toronto in your email inquiry is a little low. Certainly,except for the price,we are pleased to offer you 100,000 cotton pants. The pants will be packed in plastic bags each four dozens in a corrugated cardboard box. They will be delivered in two consignments of 50,000 each, the first by October 15 and the second by December 15. The terms of payment will

be the same as those in the previous contract that is sight letter of credit.

Daniel: Well. Thank you very much for your offer and we'll take it seriously into consideration.To be frank, the market situation has a little changed recently. According to the latest forecast by the Canada Consumer Association,the recession will get worse before the economy gets better. As a result,the Canada consumers will prefer to save money than make consumption and walk away if the price stays on the same level.

Zhou: You are certainly right on that,But,there are other factors also influencing the market.As we all know,cotton pant is a kind of common necessity for consumer,which is inelastic.That’s to say,whatever the prices,people have no choice but must buy them. What’s the most important thing is that the cotton pants we provide are in high quality and they deserve higher price, which can help you sell a competitive price and win the goodwill from your customer.

Daniel: Well, as far as the theory is concerned.But I'm afraid the price of cotton pants is not entirely inelastic.Too high a price will certainly force people to buy fewer cotton pants particularly in a recession like this. In fact,our price is always the most competitive in your market.

Zhou: Actually I know what you mean.Yet on the other hand,you

price is not as competitive as usual. We use the terms of CIF and afford the cost of freight and insurance as usual. As we all know,the insurance rate has increased recently because of government policies. However,we offer you the same insurance premium as usual.

Daniel: All right,let me make it at USD $27.80 each CIF Toronto. Frankly, I doubt if we can make any profit at this price.

Zhou: Come on, Mr.Daniel,you needn't be so pessimistic.Even at this price, you can still make reasonable profit.

Daniel: You must be kidding, Mr.Zhou,That’s my rock top price.we can’t buy cotton pants up their real value.

Zhou: $29.80, Mr.Daniel,I can’t go any further.It’s my rock bottom price.I can’t sell those cotton pants without considering the much cost and overhead. Besides,we have cooperated with each other many times,and you know that the price is competitive in your market. Daniel: Okay,If there is no other way, let’s meet each other half away and split the difference.

Zhou: Well, I’ll have to think about that.

Daniel: Oh, come on, Mr.Zhou, I hate to say this.but I am already in a tight corner and can't move any more.This is the biggest sacrifice we can make as a special favor to you.

Zhou: Good,That’s a deal.At USD $28.80 each cotton pant CIF Toronto.The cotton pants will sell like hot cakes,and you will be

surprised at your profits.

Daniel: Terrific! We have come to an agreement on price at last. I’ll take your word for it.Well then,why don’t we work on the terms of payment?

Zhou: Good idea.you should pay with sight letter of credit as usual. right?

Daniel: That’s right.We'd like to make a change. You know, payment by L/C is rather costly to the importers. The fees could be unbearably high.

Zhou: Oh,yes.but L/C gives the best protection to the exporters. Daniel: That’s true,as we all know,the exporter needs that kind of protection only when he doesn't know the importer well. In our case, however,it's different. We've been doing business for many years and we have never failed to honor its obligations. So,would you like to take this into consideration and accept documents against acceptance? Zhou: We've never doubted your willingness to make payments when due but the booms and busts in the business world are sometimes beyond human control. So we can't take more risks.

Daniel: I see, but how about D/P? We are always the best partner. You will not lose a penny if you accept D/P,but it will save us a great deal,which is beneficial for our further cooperation and that’s the real TWO-WINS.

Zhou: Please give me some more seconds.(thinks for a while) Okay.I agree with D/P.

Daniel: Thank you very much. Mr.Zhou.you are a very nice friend of mine,and I am very happy to do business with your company. Zhou: Well,Thank you for your compliment.

Wang: (looks the watch)well,don’t you think it’s time for a break? Lunch time is coming.

Eric: Right, well all need a good stretch.

Daniel: Well,Mr.zhou,What do you think of their suggestion? Zhou: I’ll afraid they are right.Let’s have lunch and take a break.

Section two: Delivery and Claim

(After the lunch and short break.they will go on the negotiation.) Daniel: Good afternoon!Mr.Zhou and Mr.Wang.Did you have a good lunch?

Zhou: Good afternoon,Mr.Daniel,thank for your hospitality!It’s great and delicious!

Wang: Perfect, I’m very grateful for what you did for us.

Eric: It’s my pleasure. We are so happy that you enjoy it. Daniel: Well, let’s continue our negotiation. What about delivery? Zhou: Good, as we said in the offer,We will deliver the first consignment in two months,that is, by October 15. The second

consignment will deliver in two months after the first consignment,that’s is,by December 15.Is there some problems? Daniel: Oh,yes.I’d like to draw your attention to the seasonality of such cotton pants.We will miss most of our profits if we don’t receive them by early November. As we all know, the procedures the imported textiles have to go through can be outrageously time-consuming.For example,It usually takes twenty days to pass the customers.So,Could you make it a bit earlier? Say,the beginning of the October and November.

Zhou: Actually,I'd like to deliver earlier. because if we did so we could have the payment earlier.But I can't agree the suggestion,you know,the time between the first and the two delivery is only one month,It’s too hard to make it.

Daniel: You are right, I am not thoughtful,the first consignment will deliver by October 1,while the second consignment will deliver by November 20,What do you think?

Zhou: All right. I will rearrange the production schedule to make sure that we can satisfy your needs.

Daniel: Thank you very much,That’s settled.

Zhou: Great. Mr.Daniel, Do you really think it's necessary to have a clause of claim?We've been doing business for so many years.

Daniel: I know, We have built up a good relationship through previous cooperation.But I want to be one percent sure that we can receive the goods stipulated in the contract.Certainly,neither of us want to take chances.

Zhou: All right. If you insist, let's work on it. How would you like to go about it?

Daniel: In my opinion, there are two problems that may cause claims: inferior quality and late delivery. Inferior quality will force the cotton pants to sell at a discount or to become completely unsalable. On the other hand,late delivery will also cause problems because once you miss the season,you’ll miss the profits as well.

Zhou: Mr.Daniel, I couldn’t agree more. Shall we go on the quality first?

Daniel: I agree. Firstly, I want to reemphasize that on the whole we have been satisfied with the quality of your products.

Zhou: Thank you very much for your compliment.

Daniel: Fine. But It is also necessary to make this clause. Exactly, I hope I will never have to invoke this clause and lodge a claim with you. I just want you to step into my shoes and feel the pressure. Zhou: All right. First of all, could you give me the definition of the inferior quality?

Daniel: Okay.Any defect: unevenly-stitched pants sides, stains on

the cotton pants ,improper hemming, missing trimmings, wrong labeling,the less cotton content,etc.

Zhou: You are right. But I think such defects can fall into two types and they fit for different penalty rates.

Daniel: It sounds reasonable. How to categorize these defects? Zhou: The first type is major defects.such as missing trimmings and stains on the pants, which may render the pants unsuitable for sale. The second type is minor defects,such as unevenly-stitched pants sides and improper hemming which will not make the pants unsalable. Daniel: It is fine with me. But you ignored the less cotton content.

I think it belongs to the major defects. What do you think about that? Zhou: You are right. What about the penalty rates?

Daniel: Well, I hope there will be no defect or as few defects as possible so that we' ll never have to lodge a claim with you. In this spirit. I suggest we adopt a progressive penalty rate.

Zhou: Could you spell it out more exactly?

Daniel: Okay, According to the previous experience, For major defects,if the defect rate does not exceed 0.1% , the penalty rate will be 0.05% of the contract value. From 0.1% to 0.5% inclusive,the penalty rate will be 1%. From 0.5% to 1% inclusive, the penalty rate will be 30%. From 1% to 5% inclusive, the penalty rate will be 70%. The penalty rate will be 200% and the whole lot will be returned to you if

the defect rate exceeds 5%.

Zhou: Um... It is too complicated and high. One successful cooperation depends on mutual trust and understanding.

Daniel: Come on, Mr.Zhou, don’t be so negative. What’s your suggestion on the penalty clause?

Zhou: For major defects,if the defect rate is from 0.5% to 1%, the penalty rate will be 20% of the contract value. From 1% to 5% inclusive, the penalty rate will be 60%.

Daniel: All right. I hope we will never use this clause. So shall we apply the same principle to the minor defects?

Zhou: Why not?I am glad to hear that because I have great confidence in my products.

Daniel: Good,I am very happy that we reach an agreement. Wang: Congratulations! Let make a quick summary.

Eric: Good idea.We'll buy you 100,000 cotton pants at USD $28.80 each cotton pants CIF Toronto. The cotton pants will be delivered in two consignments of 50,000 pieces each. The first consignment will be delivered by October 1, and the second will be delivered by November 20,which are all paid by sight D/P. Am I correct?

Wang: You are right. As for penalty clause, if the defect rate does not exceed 0.1% , the penalty rate will be 0.05% of the contract

value. From 0.1% to 0.5% inclusive,the penalty rate will be 1%. From 0.5% to 1% inclusive, the penalty rate will be 20%. From 1% to 5% inclusive, the penalty rate will be 60%. The penalty rate will be 200% and the whole lot will be returned to you if the defect rate exceeds 5%.

Eric:Great. Let’s draw the contract tonight so that we can sign the contract tomorrow. What do you think?

Zhou:You are right.

Danial: (looks the watch) Dinner time is coming, I know there is a very nice Canadian Restaurant nearby,and shall we go there to celebrate our cooperation?

Zhou:Perfect.Thank you very much.

Wang: It’s very kind of you.

Daniel: It is my pleasure.

(After almost one day’s negotiation,Mr.Zhou and Mr.Danial have reached an agreement on everything,and the sales contract will be signed by the two parties the following morning.)

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教学内容：教师根据课时安排及学生的英语程度，创造若干情景，要求学生运用有关的句式进行操练；功能句式的主题有：表示道歉、安慰、愿望、鼓励、邀请、会面、就医、观光旅游、电话交流、谈论天气、酒店住宿等。 教学要求：通过情景对话操练提高英语会话能力。 3．课堂讨论 教学内容：将相关词汇与课堂讨论相结合，使学生运用提供的词汇进行小组讨论。教师由新单词延伸至其他相关词汇，扩大学生词汇量，并帮助学生选用准确词语表达意思，同时将学生配对，分组进行讨论。讨论时间以30分钟为宜。 教学要求：通过自由讨论的形式鼓励学生大胆开口说英语，并进一步提高学生的语言应用能力和独立思考能力，同时加强团体合作精神。 4．课堂演讲 教学内容：教师用简单明了的语言，粗略讲解演讲辩论的步骤、技巧、方法；让学生课后查找资料，课堂上脱稿讲述。 教学要求：提高学生的演讲水平，扩展学生的课外知识，并培养学生独立的认知能力。 5．课堂游戏 教学内容：通过多种活动形式调动学生的学习兴趣和课堂气氛。例如，在理解文段大意的基础上，要求学生用自己的话进行复述，促使学生使用学过的词汇和短语或将学生分成正、反两方进行辩论，并要求学生辩论时有理有据，切忌空洞无物。 教学要求：在这一过程中, 学生处于活动的中心，教师辅助指导、组织、参与交际活动，并在活动之后在语言方面进行总结。 实际操作要求： 一Unit1 Asking for Help Introduce yourself as a new teacher and get to know students. Form a relationship. 二Unit2 Offering Help Introduce and teach vocabulary used for describing personalities and characters. Increase student’s vocabulary. 三Unit3 Giving and Receiving Gift Teach phrases and expressions, provoke discussion and opinions. Increase student s’ knowledge of phrase and open the student’s mouth to speak.

商务英语口语课程教学大纲

“商务英语口语”课程教学大纲 教研室主任：王海霞执笔人：王义 一、课程基本信息 开课单位：外国语学院英语系 课程名称：商务英语口语1 课程编号： 英文名称：Spoken Business English 1 课程类型：专业基础课 总学时：36 理论学时：实验学时： 学分：2 开设专业：英语（商务） 先修课程：英语口语1、2 二、课程任务目标 （一）课程任务 本课程是英语（商务方向）的必修课程之一。该课程将基本英语口语训练与国际商务知识、沟通交流相结合，通过开展大量的商务情景模拟交往训练培养商务英语口语表达能力，这是一门实践性很强的综合应用性课程。本课程以技能训练为主，突出交际实用性，训练学生参与对外贸易过程中各个环节的磋商能力，掌握商务英语听、说基本技能，能用英语进行一般对外经贸商务活动与贸易洽谈活动，外事接待活动等，成为具有优秀的商务英语应用型人才。 （二）课程目标 在学完本课程之后，学生能够： 1、掌握商务英语听说及口头表达的基本技能； 2、培养英语思维习惯，从而培养在具体的工作、生活情景下正确运用语言的技能； 3、能够掌握商务英语会话中的专业术语、常用词汇、惯用句型表达方式； 4、以正确清楚的语音语调发音，用英语进行一般对外业务谈判和生活接待； 5、能将课堂所学内容灵活运用到商务活动中，以胜任用英语从事国际贸易工作。

总之，学生通过学习，应能够比较自如地运用所学的有关专业知识，并将其转化为职业技能，有效地培养学生的创新思维和独立分析问题、解决问题的能力。 三、教学内容和要求 Unit 1 Connections 本单元由一些常见的商务英语词汇开篇，对如何接听电话进行了训练，同时对中西方文化差异在商务情境中的体现及影响进行了探讨。最后对商业情境下进行自我介绍进行训练。学生应掌握相应的词汇及句子表达，了解文化差异对商务活动的影响。 Unit 2 The Company 本单元介绍了如何描述不同性质的企业以及其不同的运作方式，介绍了三叶草组织。就如何召开企业会议、在会议中如何提问、反驳及讨论进行了模拟实景演练。对目前企业存在的吸烟及出差焦虑症进行了探讨，模拟了接待客户的商务情景。重点是对商务会议的模拟及口语训练。 Unit 3 Money 本单元介绍了与货币相关的常用词汇，练习了数字的读法与写法，重点及难点是把握如何用英语描述商务图表，如何在商务交际中打破僵局。 Unit 4 The Market 本单元教学内容为与市场营销相关的词汇，商业提案的接受与拒绝，广告的撰写以及如何安排客户行程。通过参与情景商务模拟，学生应掌握礼貌拒绝的方式，广告撰写的步骤和与客户就其行程进行交流的技巧。 Unit 5 Management 本单元的教学重点为：掌握开放性问题和封闭性问题，通过情景模拟了解面试的技巧和方法，掌握X理论和Y理论，体会不同文化中人们进行交流的方式差异。语音语调对对话结果的不同影响是教学难点。 Unit 6 The Customer 本单元介绍了在销售中的常用词汇，通过情景模拟练习如何进行商务谈判。学生应掌握一定的商务谈判技巧，认识到谈判中常见的问题。教学难点是在餐厅中菜名的翻译和使用以及如何点餐。 Unit 7 Production 本单元介绍了与生产相关的词汇，通过学习，学生应体会正式与非正式的语言风格，通过讨论了解形成有效工作小组的方法，掌握谈论兴趣爱好的方法。

商务英语口语900句(中英对照)

《商务英语口语900句》 出版发行：广东世界图书出版公司 ISBN 7-5062-6878-7/H.0471 中国加入WTO以后，急需培养一大批既懂得国际经贸知识，又熟练掌握商务英语的人才。为了让更多的经贸人员尽快适应我国对外贸易迅速发展的经济形势，我们编写了《商务英语口语900句》一书。 本书市作者对自己多年商贸英语教学实践和商务世纪现场谈判经验的总结，涉及范围全面，内容充实，语言规范、景点，适用面广，实用性强，可以说不但是一本理想的商务口语培训教材，也是一本非常实用的对外经贸业务人员的必备工作手册。 本书共由30各单元组成，每个单元设计了20-40个句子不等，其中有30或40 个句子的单元又分成了两个部分，以减轻学员在学习时的心理负担。 本书同时配有长期在中国从事英语口语教学的美国口语教师配音的cd，以便学院边听边学，帮助他们尽快掌握商务英语会话的各种技巧，同时也可以提高自己的语音语调水平。 目录： Unit 1 希望与要求 Unit 2 产品介绍 Unit 3 业务范围介绍 Unit 4 承诺 Unit 5 询盘 Unit 6 报盘 Unit 7 还盘 Unit 8 对还盘的反应 Unit 9 要求优惠 Unit 10 给予优惠 Unit 11 双方让步 Unit 12 订货及确认 Unit 13 请求代理并说明代理理由和代理能力 Unit 14 对代理请求的回应 Unit 15 代理条件和要求 Unit 16 合同 Unit 17 卖方对支付方式的要求 Unit 18 买方的支付方式 Unit 19 保险 Unit 20 对包装的建议及要求 Unit 21 告知客户包装所用材料、方式及其质量保证 Unit 22 货运通知 Unit 23 货运要求及答复

常用商务英语口语：提供详细联系方式

We enclose a copy of product catalogue with detailed specification. 随函寄上带有详细规格的产品目录一份。 Thanks. 谢谢。 Here's our brochure with full details on prices and discounts. 这是我们的产品目录，上面有价格和优惠的详细信息。 Here is our catalogue and price-list. 这是我们的产品目录和报价单 This is our sample and product catalogue. 这是我们的样品和产品目录单。 Please tell me how to contact it. 请告诉我联系方式 Is there any agent of your company in China? If there is one, please tell me how to contact it. 请问贵公司的产品在中国有没有代理商，如果有请告诉我联系方式。 I'll send it to your email. 我会把地址发到你的邮箱里。 Please have it printed under its official letterhead with contact information. 请以带有责公司联系方式抬头的信纸打印。 Please bear in mind, that at least one person must be identified as your organization's official contact point. 请牢记，贵公司的联系方式中至少要提供一个固定联系人的联系方式。 For more information please visit our website. 更多信息敬请查询浏览本公司网站。Please offer me your website. 请给我細网址。 More information can be obtained from the company's website. 更多资讯可浏览本公司网站。 You can find more information on our website. 更多信息请浏览公司网站。 For details, please visit the company's Website. 详情请浏览公司网站。 Please provide a detailed address. 请提供详细地址! I will send it to you via email. 我会发到你的邮箱麵。

最新商务英语口语

1．We have received your letter and resume，and we thought we would like to ask you to come here for an interview． 2．我们已收到你的信和简历，想请你来参加面试。 2．I am very glad to know that my letter and resume have been received． 得知本人的信和简历贵公司已收到，感到非常荣幸。 3．What are your major and minor subjects? 你的主修课和副课是些什么? 4．My major subject is English and my minor subject is Economics． 我主修英语，辅修经济学。 5．What degree have you received? 你得到过什么学位? 6．When and where did you receive your MBA degree? 你的工商管理硕士学位是什么时候，在哪里获得的? 7．I received my MBA degree from Peking University in 1 994．， 我于1994年在北京大学获得的工商管理硕士学位。 8．What is your greatest strength? 你最大的长处是什么? 9．I manage my time perfectly SO that I can always get things done on time． 我极懂分配时间，因此总能准时完成任务。 1 0．I suppose a strong point is that I like to develop new things and ideas． 我想我有一个优点就是喜欢创新。 11一can take on jobs that bother other people and work at them slowly until they get done． 我能承担别人认为烦恼的工作，然后慢慢努力，直到把工作完成为止。 1 2．What are your weak points? 你的缺点是什么? 1 3．When I think something is right，I will stick to that．Sometimes it sounds a little stubborn，but I am now trying to find a balance between insistence and compromise． 若我认为某件事情是对的，我会坚持到底。有时候，这显得有点顽固，因此我正努力在坚持与妥协之间寻求平衡。 14．I'm afraid I'm a poor talker,and that’s not very good in public,S o I've been learning how to speak 我这个人恐怕不善言谈，这样不好，所以我一直在学怎样在众人面前讲话。 1 5．What is your greatest achievement? 你最大的成就是什么? 1 6．Can you work under pressure? 你能在压力下工作吗? 1 7．Yes,I find it stimulating． 能，我认为它具有鼓舞作用。 1 8．What are the problems you have encountered in your job? 你在工作中曾遇到过哪些困难? 1 9．HOW do you deal with those who you think are difficult to work with? 你怎样应付那些你认为难以合作的人? 20．I stick to my principles and keep to roles． 我会坚持原则和谨守规则。 2 1．What kind of personality do you think you have? 你认为你具有哪种性格? 22．I'm quite active and energetic．I approa ch things enthusiastically and I don’t like leaving things half done．