Unit 12 Agency.docx
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Unit 12 Agency.docx
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Unit12Agency
Unit12Agency
TeachingObjectives
1.Todevelopthestudents’listeningskill.
2.Totrainthestudents’abilitytograsptheknowledgeabouthowtoapplytobeanagent,talkaboutcommissionandrefusetheapplicationtobeanagent.
3.Togivethestudentsmorechancestotalkaboutsomethinginrelationtowhattheyhaveheardonthetape.
4.Todevelopthestudentsspeakingskill.
Theimportantanddifficultpoints
Tofamiliarizethestudentswithhowtousethelanguagetheylearntopracticetheactivitiesinrelationtoapplyingtobeanagent,talkingaboutcommissionandrefusingtheapplicationtobeanagent.
TeachingTime
4课时(180分钟)
Teachingsteps:
Lead-in
1.Whatshouldbetakenintoconsiderationinanagencyagreement?
Discussthefollowingaspectsingroups.
1)Typeofagency
2)Durationofagency
3)Regionofagency
4)Commission
5)Turnover
2.Choosethreeorfourstudentstoreporttheirdiscussion.
3.Theimportantwordsandthephrases:
agentn.代理人,代理商cooperationn.合作,协作
soleadj.唯一的agencyn.代理,代理处
advantagen.优势,有利条件connectionn.联系,关系,连接
wholesalern.批发商retailern.零售商
appointv.任命,指定,约定(时间,地点)annualadj.每年的,年度的
turnovern.营业额,成交量soleagency独家代理
befamiliarwith对……熟悉appoint...as指定……为……
annualturnover年度销售额shipmentn.装船,出货
advertisev.登广告,宣传promotev.促进,提升,升迁,促销
tobefrankwithsb.坦率地说atanyrate无论如何
inthatcase在那种情况下
onconditionthat以……为条件,条件是……
doubtv.怀疑expandv.扩展get‐acquainted刚认识的
getalong与……相处,进展besatisfiedwith对……满意
pushthesale推销attheget‐acquaintedstage处于刚结识的阶段
atpresent现在intheyearstocome在未来的几年中tryout试一试
12-1ApplyingtobeanAgent
Teachingobjective
Thispartisdesignedtomakethestudentslearnhowtodealwithroutineofficeworkandgraspthetermsrelatedtoapplyingtobeanagent.
1.Pre-listeningtasks
1)Usefulsentencesandinformation
(1)We'dliketosignasoleagencyagreementwithyouonyourslippersforaperiodof3years.我方想与你方签订为期三年的拖鞋独家代理协议。
代理是国际贸易中采用的贸易方式之一。
所谓代理就是由进出口公司给予代理商,在特定地区和一定期限内,享有代销指定商品的权利。
双方属于一种委托和被委托的代销关系,而不是买卖关系。
代理商应积极推销代理商品,并享有收取佣金的权利。
由于对代理权限的委托不一,代理可分为独家代理、一般代理和总代理。
独家代理(soleagencyorexclusiveagency)指委托人给予代理人在一定时期、特定地区推销指定商品的专营权,委托人向代理人支付佣金,负担经营风险,一般不再向该地区其他商人销售该种商品。
一般代理(commonagency)是指不享有对某种商品的专营权,但其他权利、义务和独家代理一样。
在同一地区、同一时期内,委托人可以选定一家或几家客户作为一般代理商,并根据销售商品的金额支付佣金。
总代理(generalagency)是指代理商在指定地区内不仅有权独家代销指定商品,而且还有权代表委托人办理一些其他非商品性的事务。
(2)Whatspecialadvantagecanyouofferindevelopingthetrade?
你们在发展业务上有什么优势?
(3)Whatannualturnoverwouldyouproposefortheagencyagreement?
您建议独家代理协议的年销售额是多少?
(4)Wewillconsiderappointingyouasoursoleagentforourslippersforthenext3yearsinyourlocalmarket.
我方将考虑在未来三年内委派你方市场以拖鞋独家代理。
considerdoingsth.:
考虑做某事。
2)Askthestudentstoreadthechoicesinthisexercisesandmakeguessesaboutwhataregoingtobediscussedbeforetheylistentothedialogue.
2.While-listeningtasks
1)Playthedialogueonceandletthestudentsgetthemainideaofthematerial.Andthentheteacherexplainsthedifficultlanguagepoints.
2)PlaythedialoguetwiceandletthestudentsdoTask1.
3)PlaythedialoguethreetimesandletthestudentsdoTask2.
3.Post-listeningtask
1)Playthedialogueanothertimesandletthestudentslistenandrepeatafterthetape,andthendoTask3(practicethesentenceswiththeirpartners)andthendoTask4.
2)Givethestudentstimetomakeasimilardialogueanddoroleplaywiththeirpartners.(Task5)
3)Checkthestudents’work.(Asksomestudentstodoroleplayinfrontoftheclass.)
Task1 Listenandchoose.
1.Howlonghavetheybeendoingbusiness?
A. For1year. B. For2years. C.For3years.
2.Howlongdotheyexpecttheperiodoftheagencyagreement?
A.For1year.B.For2years.C.For3years.
3.Whatwastheturnoveroflastyear?
A.30,000.B.40,000.C.60,000.
4.What'stheturnovertheyproposefortheagencyagreement?
A.30,000.B.40,000.C.60,000.
Task2 Listenandfill.
1.Yes,I'mgladwe'vehadvery_pleasantcooperationinpreviousyears.
2.We'dliketosignasoleagency_agreementwithyouonyourslippersforaperiodof3years.
3.Whatspecialadvantagecanyouofferindevelopingthetrade_?
4.Wearea_well-establishedcompanyand_familiarwiththecustomers'needshere.
5.What_annualturnoverwouldyouproposefortheagencyagreement?
6.Wewillconsider_appointingyou_asoursoleagentforourslippersforthenext3yearsinyourlocalmarket.
Task3 Learntheusefulsentencesandpractisewithyourpartner.略
Task4 Roleplay.
A———AsalesmanagerfromABCImport&ExportCompany
B———AclientofABCImport&ExportCompany
BisapplyingtobeanagentofABCcompany.
12-2TalkingaboutCommission
TeachingObjective
Inthispart,weshouldtraintheSs’abilitiestograspimportantdetailsoftalkingaboutcommission.
Teachingsteps
1.Pre-listeningtasks
1)Usefulsentences
(1)Whatdoyouthinkofourproposalfora5%commissionagainsttheinvoicevalueofeachshipment?
你方认为我方关于佣金为每批货发票金额5%的提议怎么样?
Whatdoyouthinkof...你认为……怎么样?
该句型用来征求别人的意见。
invoicevalue:
发票金额。
(2)Tobefrankwithyou,Ithinkit'stoohigh.
坦率地讲,我认为这太高了。
tobefrankwithyou:
坦率地讲。
Tobefrankwithyou,Mr.Smith,thepriceyouquotedisimpossible.
坦率地讲,史密斯先生,你报的价格是不可能成交的。
Tobefrankwithyou,Ithinkyourdemandsaretoohigh.
老实说,您的要求太高了。
(3)Canyouincreasethecommissionto5%?
您能将佣金提高到5%吗?
increase...to...:
提高到……。
increase...by...:
提高了……。
表示提高的幅度。
(4)Wehavetodoalottoadvertiseyourproductstopromotethesale.
为促销你们的产品,我们需要进行大量的广告宣传。
代理为了促销,要投入一定的人力、财力来宣传产品。
2)AskthestudentstoreadthesentencesinTask1andmakeguessesaboutthesituationaldialoguebeforetheylistentothedialogue.
2)TheteachercangivethestudentssomekeywordsandsentenceslistedinNewWordsandExpressionsandnotestohelpthestudentstoformthesituationaldialogue.
2.While-listeningtasks
1)PlaythedialogueandaskthestudentstofocustheirattentiononthesentencesinTask1,andthendoTask1.
2)PlaythedialogueagainandthestudentsdoTask2.
3)Playthedialoguethethirdtimesandaskthestudentstorepeatthesentencesafterthetape.
3.Post-listeningtasks
1)AskthestudentstodoTask3inpairs.
2)AskthestudentstodoTask4first,thencheckwiththeirpartners,andtheteachermakesfeedback.
3)GivethestudentssomeminutestomakeadialoguewiththeirpartnersaccordingtotheinformationgiveninTask5.
4)Askthestudentstodoroleplayinfrontoftheclass.
Task1 Listenanddecidetrueorfalse.
1.Theagentproposeda3%commission.(F )
2.Mr.Brownusuallygiveshisagenta5%commission.( F )
3.Theyfinallymakeit4%.( T )
4.Ifthecommissionishigh,itisgoodfortheseller.(F )
5.Theagenthastodoalotofadvertisingtopromotethesale.(T )
Task2 Listenandfill.
1.1.Canwediscussthecommission_now?
2.Whatdoyouthinkofourproposalfora_5%commissionagainstthe_invoicevalueofeachshipment?
3.Canyou_increasethecommission_to5%?
4.Wehavetodoalottoadvertise_yourproductsto_promotethesale.
5.Whendoyouexpecttosigntheagencyagreement_?
Task3 Learntheusefulsentencesandpracticewithyourpartner.略
Task4 Completethesentences.
1.Tobefrank(坦率地)withyou,Ithinkit'stoohigh.
2.Whatdoyouthinkofourproposalfora5%commissionagainsttheinvoicevalue(发票金额)ofeachshipment?
3.Wecanunderstandthat,buta5%commissioncan'tbeacceptedatanyrate(无论如何).
4.Inthatcase(在那种情况下),wecanmakeit4%,onconditionthat(条件是)weactasanexclusiveagencyofthewholecountry.
Task5 Roleplay.
A———AstaffofD&HCompany
B———AnagentofD&HCompany
Theyaretalkingaboutthecommissionoftheagency.
12-3RefusingtheApplicationtoBeanAgent
TeachingObjective
Inthispart,weshoulddevelopthestudents’abilitytograspimportantdetailsofrefusingtheapplicationtobeanagent.
Teachingsteps
1.Pre-listeningactivity
1)Usefulsentences
(1)Thestylesandcolorsareverymuchtothetasteofourmarket.
款式和颜色都很适销对路。
(2)Doyoudoubtourabilityasanagent?
你怀疑我们作为代理的能力吗?
Doubtv.:
怀疑。
后面可以接名词或从句。
Wedon’tdoubtasinglewordofyours.
我一点也不怀疑你的话。
We’veneverdoubtedthatyourproductsaremadeofbestmaterial.
我们从来没怀疑过你们的产品是用最好的材料制成的。
(3)Sowedon'tthinkitpropertoconsiderthematterofsoleagencyatpresent.
因为我们认为目前讨论独家代理的问题很不合适。
Idon'tthink...:
我认为……不。
it在句中作形式宾语,真正的宾语是后面的todo不定式结构。
(4)Whenwetryoutaperiodofcooperation,wemaydiscusstheproblemofagency.我们先试着合作一段时间,再来谈代理的问题。
2)AskthestudentstoreadthesentencesinTask1firstandpredicttheanswers.
2.While-listeningactivities
1)Playthedialogueonce,andthentheteacherexplainssomedifficultwordsandsentenceslistedinWordsandExpressionsandNotes.
2)Playthedialogueagain,andthestudentsdoTask1.
3)Playthedialogueagain,andthestudentsdoTask2.
4)Playthedialogueanothertimes,andaskthestudenttorepeatafterthetape.
3.Post-listeningactivities
1)AskthestudentstodoTask3&4inpairs.
2)GivethestudentssomeminutestopreparetheroleplayinTask5,andthenasksomepairsofthestudentstodoinfrontoftheclass.
Task1 Listenanddecidetrueorfalse.
1.Thecustomersaresatisfiedwiththestylesandcolorsofthesilkdress.(T )
2.Mr.Brownisalittlesurprisedattheproposalofagency.(T )
3.Theyhavedonebusinessformanyyears.( F )
4.Theycan'tdobusinesswithoutanagencyagreement.(F )
5.Mr.Blake'scompanyisreadytoexpandthesaleoftheproduct.(T )
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