职通商务英语听说教程教师参考书

Chapter 1 seeking forpotential clients

Unit 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 consultation

Unit 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 time

Unit 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 negotiation

Unit 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 contract

Unit 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 actions

Unit 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 forms

Unit 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 trade

Unit 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

《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。