1.counter-offer 2. price 3.incoterms 4. Fees运费,保费 进口税 5.EXW 工厂交货价6.FCA 货交承运人价 7.FAS 装运港船边交货价(水上) 8. FOB装运港船上交货价(水上) 9 . CFR 成本加运费价(水上) 10. CIF 成本加保险，运费价(水上) 11. CPT运费付至….价 12.CIP 保险，运费付至….价 13.DAF 边境交货价 14.DES 目的港船上交货价(水上) 15.DEQ 目的港码头交货价(水上) 16.DDU 未完税交货价 17.DDP 完税交货价 Step 3 Language Points 1. A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. The buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. The effect of a counteroffer is that the original offer is no longer valid, and the offeree now becomes the offeror as the counteroffer becomes the new offer. This process can go on for many rounds until business is finalized or called off. （一）What does a counter-offer letter usually include? A letter of counter-offer should cover the following points: Thank the seller for his offer, mention briefly the content of the offer Express regret at inability to accept (give the reasons for non-acceptance) Make a counter-offer if, under the circumstances, it is appropriate Hope the counter-offer will be accepted and there may be an opportunity to do business together （二）Useful sentences Your price is out of line with the prevailing international market. 你方价格与现行世界市场行情不一致。 Our price is in line with the current market prices. 我们的价格与现行市场价格相一致。 形容价格 Your price is rather on the high/low side. 你方价格偏高（低）。 Your price is too high/low. 你方价格太高（低） The price is rising/advancing/going up. 价格正在上涨。 The price is falling/dropping/going down. 价格正在下跌。 There has been a jump/slump in sugar price recently. 最近，糖的价格暴涨（暴跌）。 The price we quoted is reasonable/favorable/competitive. 我们报的价格很合理/优惠/具有竞争性。 This is really our rock bottom price (lowest price). 这已是我们的最低价。
Our product is moderately priced.我们的价格很合理。 关于降价 The best we can do is 5% off. (5% off is the best we can do.) 我们最多只能降价5%。 I‘m afraid there is not much room for further reduction. (We can‘t lower it any more.)?? 恐怕没有多大的降价的可能。 In order to conclude the transaction, we are prepared to reduce the price to 30 pounds. 为了达成交易，我们准备降至30镑。 In view of our long-standing relations, we decide to reduce the price. 鉴于我们长期的业务关系，我们决定降价。 The cost of raw materials has increased considerably, so we are not in a position to make any reduction. 原材料成本大幅增长，所以我们不能降价。 This is our rock bottom price. We wouldn‘t make any further concessions. 这已是我们的最低价，我们不能再让步了。 We wouldn‘t make any profits at the price you offered. 以你方所报的价格，我们将无利可图。 Let‘s meet each other half way and reduce the price by 2%. 让我们各让一步，将价格降低2%。 Step 4 Learn Letter 10 (Request for Lower Price) 1.Under the guidance of the teacher, the students learn the words and expressions listed in the notes 2. The students read the letter and try to find out the main ideas of the letter orally.(It is a letter from an American exporter who wants a Chinese company to lower the price . He hope the counter-offer will be accepted and there may be an opportunity to do business together.) 3. Under the guidance of the teacher, the students go through the new words, expressions and the sentences in it. 4. Under the guidance of the teacher, the students try to put the text into Chinese orally. 5. Under the guidance of the teacher, the students try to figure out the way of writing. 6. Ask the students to read the text and try to remember the words, expressions and typical sentences in the text. 7. Ask some students to put some sentences in to English. 8. Ask the students to make sentences with the words and expressions just learnt. Step 5 Activities
Vocabulary review Read the English note from counter-offer letter from letter. Decide which expression doesn‘t match with each complete sentence. Read through the letter on Page 51 and fill the form with suitable English information from the letters. Study the way of replying to an unfavorable offer. Decide the suitable expression for each step. Step 6 Homework Review the letter and try to recite it. remember all the words and expressions just learnt 3.writing practice: Draft to a trading company asking for price reduction on Page 52 The Third and Fourth Teaching periods Step 1 Revision Review the last letter by doing some translations 很遗憾，你们的价格对于此地市场来说太高了。 If your were prepared to reduce your limit by, say 6%, we might come to terms. Step 2 Leading In A brief introduction of the letter It is a letter of declining price reduction. The writer can‘t accept the buyer‘s request for price reduction. He informs the buyer of the reason of rejecting and tries to recommend an excellent substitute at the buyer‘s previously-mentioned price and express his expectations. Step 3 Learn Letters 11-13 1.Under the guidance of the teacher, the students learn the words and expressions listed in the notes 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 go through the new words, expressions and the sentences in it. 4. Under the guidance of the teacher, the students try to put the text into Chinese orally. 5. Under the guidance of the teacher, the students try to figure out the way of writing. 1) mentioning the price/ the offer he just received 2) reasons for the increase/concession on price 3) the prices he counter-offers.
4) recommendation on acceptance. 6. Ask the students to read the text and try to remember the words, expressions and typical sentences in the text. Step 4 Activities 1.Vocabulary review 2 Read the sentences from counter--offer letters in Part A match each sentence with the one in Part B 3 Pick out all the similarities in the left box above to the given expressions. Page 55 4. Writing practice: Draft a letter to a trading company declining a price reduction ) Step 5 Homework 1. Review the letter and try to recite it. 2. remember all the words and expressions just learnt 3. Finish Exercise 3 课外作业及要求 后记 内容 教学目的与要求 重点难点及其处理 教学方法 教 学
Read all the letters in this unit. Exercises Ⅳ, Ⅴ. On P.49. The students should prepare more vocabulary to finish the writing exercises UNIT FIVE BUSINESS CONTRACTS AND ORDERS 时 课 4 In this unit, we will discuss the validity of acceptance and learn how to place, decline and accept orders in writing. the new words, expressions and sentences in the letters of orders the writing skills of this kind of letter Reading; mixed methods of explanation; practice The First- Second Teaching Periods Step 1. Revision Revise what you have learned in the last unit Have a dictation of the new words Step 2. Introduction Questions: What does an order letter usually include? What are the two ways in which an offer can be effected One way: As a reply to a specific inquiry in which the importer asks the exporter for an offer Another way: As an initiative offer by the seller himself
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