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岸价的最低价。
第7页
共 37 页
采购专业英语
by 陈春慧
4) 我方的报价有效期为三天，以我方最后确认为准。
5) 我方订单的大小取决于贵方价格的高低。
2. After making an enquiry, we know the price. As a customer, we always want to buy products at lower price. So we usually have a price bargain before making the deal. Raise the students’ interest by asking the following questions:
1) What should we say if we want to cut down the price?
2) How can we persuade our counter-partner to accept our price?
3) When making enquiry and offer, what kind of strategies will you adopt to have a good bargain? Step 2 Dialogue Learning
1. Help students go through new words and expressions.
2. Get students listen to the video of the dialogue with their books closed.
3. Ask students to think of more strategies for a lower price as a buyer.
4. Ask students to think of more strategies to protect their price as a seller. Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences.
2. Get students to do some translations.(from Chinese to English)
1) 由于我方将大批量订货，所以希望贵方作出特殊的让步。 Since we are likely to place sizable orders, we hope that you will make some special concessions.
2) 国际市场低迷，因此我方打算将价格降低 50 美元。 The international market is low, so I’d like to adjust our price downward by 50 dollars.
3) 从一开始，我方的价格就很优惠与现行的市场价格一致。 Our price has been fair from the very beginning, it is in line with the ruling price in the world market.
4) 很抱歉，我方不能按照贵方的要求减价。 I’m afraid we can’t reduce our price to the level you indicated.
5) 如果贵方能安排早日装运，我方可以接受贵方的价格。 We may accept your price only if you can make an earlier shipment. Step 4 Pair work and Practice:
1. Suppose student A is a buyer . Student B is a seller. They are talking about the price. A wants to get a lower price while B insist on his idea.
2. Student A and B exchange their roles to make up a new dialogue about bargain. Step 5 Role play
1. Get the students finish the task 1 and task
2.
2. Choose some pairs to give a performance. Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a discussion.
2. Invite some groups to give a performance and the rest students can give some
第8页 共 37 页
采购专业英语
by 陈春慧
comments.
3. Teacher’s comments on the students’ performance.
4.What tactics do the both parties of negotiators utilize?
5.What tactics are commonly used in international trade negotiation? Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this lesson and act it before the class.
2. Finish Translation. Step 8 Supplementary phrases: A jump in price 大幅度提价 Going price Actual price Wholesale price Reference price Promotion price Discount sale 现价 实价 批发价 参考价 促销价 折价销售 加价 底价 虚价 零售价 最低价 价差 廉价销售
to mark up the price base price nominal price retail price rock bottom price price gap bargain sale
Step 9 Assignment Finish Translation. A． From Chinese into English:
1．但如果价钱太高的话，我们就只好转向其他的供应货商。 If the price is too high，we'll have to switch purchase elsewhere．
2．我们的还价和国际市场的价格是相符的。如果您接受的话，我们将说服客户 向你们订购。 Our counter-offer is in line with the world market．If you can accept it．We will persuade out customers to place an order with you．
3．你们的报价与国际市场的差别太大，请再考虑一下能否给我们一个更优惠的 价格。 The difference between your offer and the one of the world market is too wide. Please reconsider it whether you can give us a better price．
4．我方调查证明你方价格和别的公司价格相比高出 20%。如果你们不能作些 让步，恐怕我方只好放弃这笔交易了。 Our survey has confirmed that your price is 20% higher compared with other company. I'm afraid I have to call the deal off if you can't make any concessions．
5．您的意思是即使市场价格上涨，我们也得降低价格？这不符合常规。 You mean we should cut down our price even if the market price has risen？This is out of line．
第9页
共 37 页
采购专业英语
by 陈春慧
B． From English into Chinese:
1．To be frank with you，your counter-offer wouldn't even cover our production cost. 坦白的说以你们的还价我们还不能保本。
2．If that's the case，there's not much point in further discussion．We might as well call the whole deal off. 如果是这样的话，那就没有什么意义再进一步讨论了，我们是否干脆放弃这 笔生意算了。
3．For old friend's sake we may exceptionally consider lowering our price a little， but never to that extent. 看在老朋友的份上，我们可以例外考虑降低一点价格，但不可能降低到那种 程度。
4．The difference between our quotations is too great．We can't make a deal this way. 我们双方报价差距太大，这样是无法做成生意的。
5．If your order is large in quantity， we will consider giving you preferential treatment by offering a special price. 如果您的定单大的话，我方将给特价优惠待遇。
第 10 页
共 37 页
采购专业英语
by 陈春慧
Unit 5 Packing and Labeling
I. Teaching Aims and Requirements:
1. Students know the terms of packing and labeling
2. Students master some useful sentences of packing and labeling
3. Students can make up dialogue to discuss packing and labelling
4. Students can finish the exercises well. II. Important Points:
1. Students master some useful sentences of . packing and labeling
1) How would you pack the goods that we have ordered?
2) We hope that the design and the color will suit the European taste.
3) Your recommendations on improving packing would be appreciated.
4) Your opinions on packing will be passed on to our manufacturers..
5) Packing should be suitable for sea voyage.
2. Students can discuss the terms of . packing and labeling in a transaction in good English. III. Difficult Points:
1. Students know the terms of packing and labeling
2. Different goods require different packing and labeling. Students should know some goods need special packing and labeling in good English. IV. Word Study
1. packing/package
2. mark
3. inner packing
4. label
5. waterproof packing
6. rough handling
7. handle with care
8. brand name
9. principal display
10. collision 包装 唛头 内包装 标签 防水包装 粗暴装卸 小心轻放 商标名称 （标签上的）主要说明 碰撞
V．Teaching Procedures: ． Step 1 Lead in
1. Revise the contents in Unit 17 by doing some translations.
1）I wonder if we can make payment for this order by D/P at sight.
2) If you agree to D/A payment, we can compromise on other terms.
3) We will open an irrevocable letter of credit in your favor within 10 days of the contract.
4) Payment is to be effected by 100% confirmed irrevocable L/C.
5) Miss Wang, to meet you half-way, how about 50% by L/C, and the rest by D/P?
第 11 页
共 37 页
采购专业英语
by 陈春慧
2. Besides payment, packing is also important because some particular goods require special packing. So we should know something about packing and labeling. Raise the students’ interest by asking the following questions:
1) How much do you about packing and labeling?
2) What is the usage of packing and labeling?
3) What should be concerned in packing and labeling?
4) In discussing packing and labeling, what should we pay attention to ? Step 2 Dialogue Learning
1. Help students go through new words and expressions 1
70.
2. Get students listen to the video of the dialogue with their books closed.
3. Ask students to find out the conflict that occurs in the dialogues and how the conflict is settled? Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences 1
71.
2. Get students to do some translations.(from Chinese to English)
1) 包装的重要功能之一就是激起买主的购买欲。 One important function of packing is to stimulate the buyer’s desire to buy.
2)他们将用纸箱包装，每个纸箱 10 打，每个纸箱的净重约为 25 千克。 They will be packed at 10 dozen to the carton, gross weight around 25 kilos a carton.
3) 你能告诉我贵方打算如何包装这批货物吗？ Could you tell me what kind of packing you plan to use for this consignment of goods?
4) 请记住在木箱上印上“易碎”“小心轻放”及其它相关的标记。 Please remember to stencil warning marks like “fragile”, “ handle with care” and other relevant marks on the wooden cases.
5) 我方从厂商获悉，货物已按照贵方的要求包装。 We have informed the manufacturer to have them packed as per your instruction. Step 4 Pair work and Practice:
1. Students discuss about the packing with his partner. A plays as the seller and B plays as the buyer, then they exchange their roles.
2. Suppose Mr. Smith and Miss Black are discussing packing and labeling. Mr. Smith insists that the goods be packed in wooden cases. Miss Black agrees to the wooden cases but she asks Mr. Smith to pay for the extra expense. They are trying to persuade each other. Step 5 Role play
1. Get the students finish the task 1 and task 2 1
74.
2. Choose some pairs to give a performance.
第 12 页
共 37 页
采购专业英语
by 陈春慧
Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a discussion 1
74.
2. Invite some groups to give a performance and the rest students can give some comments.
3. Teacher’s comments on the students’ performance. Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this lesson and act it before the class.
2. Finish Translation 1
73. A. From Chinese into English:
1. 虽然这些纸箱轻便、易拿，但我们认为它们在运输中不太结实。 Although these cartons are light, easy to handle, we don’t think they are strong enough during transit.
2. 关键的问题是要确信这些箱子适合海运。 The key point is to make sure that the cases should be suitable for sea voyage.
3. 我们希望你们的设计和颜色对美国人具有巨大吸引力。 I hope your design and color will appeal to the Americans greatly.
4. 我们很想听听你们在包装方便有什么意见。 We want to hear what you have to say about the matter of packing.
5. 包装有助于推销产品。 Packing will help promote sales. B. From English into Chinese:
1. There are three different kinds of packing available for this product: cartons, bags and regular packing. 针对这种产品有三种包装可以提供：纸箱、纸袋和常规包装。
2. This kind of article is often bought as a gift, so exquisite and tasteful design is of primary importance. 这类商品经常被购作礼物，所以精致的、有品味的设计是首要的。
3. All these boxes should be lined with shockproof cardboard from the inside and reinforced with straps from the outside. 所有这些盒子应该在里面有防震的纸板做衬里，在外面用带子加固。
4. The culture and the needs and desires of a particular market segment need to be considered in the design of packing. 包装设计应考虑特定市场的文化、需求和期望。
5. Our packing is strong, economical and suitable for window display. 我们的包装结实、经济，而且适合橱窗展示。 VI．Supplementary Material 补充背景文化知识 ．
1.durable packing 耐用的包装 "durable"，‘经久耐用的’。这是指可防止破损、湿气、破裂、折断等的包装方 式，一般用于较易毁损的货物，因此所用的外包材料为较坚硬者，如铁皮、木片 等，而填充物则有稻草、木屑、纸屑等。
第 13 页
共 37 页
采购专业英语
by 陈春慧
2.inferior packing 劣质包装；次级包装 "inferior"，‘劣质的；次等的’。卖方为节省材料、人工、运费等，有时会选择 较差的包装材料，或较粗糙的包装方式，造成货物易于毁损。故买方在订购较昂贵 物时，应特别要求卖方给予货品适当的包装。
3.country of origin mark 原产国家标志 "origin"，‘起源，出身’。"country of origin"是指货品的原产国。原产国标志载 明货物于某国制造、生产、或加工。大多数国家的海关，对于未标明原产国的货 物，都规定不准进口。
4.quality mark 品质标志 ‘品质标志’即‘等级标志’(Grade Mark)，是表示货物品质等级的记号，通常以 A
1、A2 或 A，B，C 等符号表示。但由于许多货物是凭样品交易，因此并无注明 品质等级的必要。
5. round handling 野蛮装卸 Round handling will result in damage to the goods.
6、包装的分类 运输包装(Transport Packing) 销售包装(Selling Packing) 中性包装（Neutral Packing）
7、包装标志 运输标志（Shipping Mark，俗称“唛”或“唛头”）的含义、作用、内容 指示性标志（Indicative Mark）的含义 警告性标志（Warning
第7页
共 37 页
采购专业英语
by 陈春慧
4) 我方的报价有效期为三天，以我方最后确认为准。
5) 我方订单的大小取决于贵方价格的高低。
2. After making an enquiry, we know the price. As a customer, we always want to buy products at lower price. So we usually have a price bargain before making the deal. Raise the students’ interest by asking the following questions:
1) What should we say if we want to cut down the price?
2) How can we persuade our counter-partner to accept our price?
3) When making enquiry and offer, what kind of strategies will you adopt to have a good bargain? Step 2 Dialogue Learning
1. Help students go through new words and expressions.
2. Get students listen to the video of the dialogue with their books closed.
3. Ask students to think of more strategies for a lower price as a buyer.
4. Ask students to think of more strategies to protect their price as a seller. Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences.
2. Get students to do some translations.(from Chinese to English)
1) 由于我方将大批量订货，所以希望贵方作出特殊的让步。 Since we are likely to place sizable orders, we hope that you will make some special concessions.
2) 国际市场低迷，因此我方打算将价格降低 50 美元。 The international market is low, so I’d like to adjust our price downward by 50 dollars.
3) 从一开始，我方的价格就很优惠与现行的市场价格一致。 Our price has been fair from the very beginning, it is in line with the ruling price in the world market.
4) 很抱歉，我方不能按照贵方的要求减价。 I’m afraid we can’t reduce our price to the level you indicated.
5) 如果贵方能安排早日装运，我方可以接受贵方的价格。 We may accept your price only if you can make an earlier shipment. Step 4 Pair work and Practice:
1. Suppose student A is a buyer . Student B is a seller. They are talking about the price. A wants to get a lower price while B insist on his idea.
2. Student A and B exchange their roles to make up a new dialogue about bargain. Step 5 Role play
1. Get the students finish the task 1 and task
2.
2. Choose some pairs to give a performance. Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a discussion.
2. Invite some groups to give a performance and the rest students can give some
第8页 共 37 页
采购专业英语
by 陈春慧
comments.
3. Teacher’s comments on the students’ performance.
4.What tactics do the both parties of negotiators utilize?
5.What tactics are commonly used in international trade negotiation? Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this lesson and act it before the class.
2. Finish Translation. Step 8 Supplementary phrases: A jump in price 大幅度提价 Going price Actual price Wholesale price Reference price Promotion price Discount sale 现价 实价 批发价 参考价 促销价 折价销售 加价 底价 虚价 零售价 最低价 价差 廉价销售
to mark up the price base price nominal price retail price rock bottom price price gap bargain sale
Step 9 Assignment Finish Translation. A． From Chinese into English:
1．但如果价钱太高的话，我们就只好转向其他的供应货商。 If the price is too high，we'll have to switch purchase elsewhere．
2．我们的还价和国际市场的价格是相符的。如果您接受的话，我们将说服客户 向你们订购。 Our counter-offer is in line with the world market．If you can accept it．We will persuade out customers to place an order with you．
3．你们的报价与国际市场的差别太大，请再考虑一下能否给我们一个更优惠的 价格。 The difference between your offer and the one of the world market is too wide. Please reconsider it whether you can give us a better price．
4．我方调查证明你方价格和别的公司价格相比高出 20%。如果你们不能作些 让步，恐怕我方只好放弃这笔交易了。 Our survey has confirmed that your price is 20% higher compared with other company. I'm afraid I have to call the deal off if you can't make any concessions．
5．您的意思是即使市场价格上涨，我们也得降低价格？这不符合常规。 You mean we should cut down our price even if the market price has risen？This is out of line．
第9页
共 37 页
采购专业英语
by 陈春慧
B． From English into Chinese:
1．To be frank with you，your counter-offer wouldn't even cover our production cost. 坦白的说以你们的还价我们还不能保本。
2．If that's the case，there's not much point in further discussion．We might as well call the whole deal off. 如果是这样的话，那就没有什么意义再进一步讨论了，我们是否干脆放弃这 笔生意算了。
3．For old friend's sake we may exceptionally consider lowering our price a little， but never to that extent. 看在老朋友的份上，我们可以例外考虑降低一点价格，但不可能降低到那种 程度。
4．The difference between our quotations is too great．We can't make a deal this way. 我们双方报价差距太大，这样是无法做成生意的。
5．If your order is large in quantity， we will consider giving you preferential treatment by offering a special price. 如果您的定单大的话，我方将给特价优惠待遇。
第 10 页
共 37 页
采购专业英语
by 陈春慧
Unit 5 Packing and Labeling
I. Teaching Aims and Requirements:
1. Students know the terms of packing and labeling
2. Students master some useful sentences of packing and labeling
3. Students can make up dialogue to discuss packing and labelling
4. Students can finish the exercises well. II. Important Points:
1. Students master some useful sentences of . packing and labeling
1) How would you pack the goods that we have ordered?
2) We hope that the design and the color will suit the European taste.
3) Your recommendations on improving packing would be appreciated.
4) Your opinions on packing will be passed on to our manufacturers..
5) Packing should be suitable for sea voyage.
2. Students can discuss the terms of . packing and labeling in a transaction in good English. III. Difficult Points:
1. Students know the terms of packing and labeling
2. Different goods require different packing and labeling. Students should know some goods need special packing and labeling in good English. IV. Word Study
1. packing/package
2. mark
3. inner packing
4. label
5. waterproof packing
6. rough handling
7. handle with care
8. brand name
9. principal display
10. collision 包装 唛头 内包装 标签 防水包装 粗暴装卸 小心轻放 商标名称 （标签上的）主要说明 碰撞
V．Teaching Procedures: ． Step 1 Lead in
1. Revise the contents in Unit 17 by doing some translations.
1）I wonder if we can make payment for this order by D/P at sight.
2) If you agree to D/A payment, we can compromise on other terms.
3) We will open an irrevocable letter of credit in your favor within 10 days of the contract.
4) Payment is to be effected by 100% confirmed irrevocable L/C.
5) Miss Wang, to meet you half-way, how about 50% by L/C, and the rest by D/P?
第 11 页
共 37 页
采购专业英语
by 陈春慧
2. Besides payment, packing is also important because some particular goods require special packing. So we should know something about packing and labeling. Raise the students’ interest by asking the following questions:
1) How much do you about packing and labeling?
2) What is the usage of packing and labeling?
3) What should be concerned in packing and labeling?
4) In discussing packing and labeling, what should we pay attention to ? Step 2 Dialogue Learning
1. Help students go through new words and expressions 1
70.
2. Get students listen to the video of the dialogue with their books closed.
3. Ask students to find out the conflict that occurs in the dialogues and how the conflict is settled? Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences 1
71.
2. Get students to do some translations.(from Chinese to English)
1) 包装的重要功能之一就是激起买主的购买欲。 One important function of packing is to stimulate the buyer’s desire to buy.
2)他们将用纸箱包装，每个纸箱 10 打，每个纸箱的净重约为 25 千克。 They will be packed at 10 dozen to the carton, gross weight around 25 kilos a carton.
3) 你能告诉我贵方打算如何包装这批货物吗？ Could you tell me what kind of packing you plan to use for this consignment of goods?
4) 请记住在木箱上印上“易碎”“小心轻放”及其它相关的标记。 Please remember to stencil warning marks like “fragile”, “ handle with care” and other relevant marks on the wooden cases.
5) 我方从厂商获悉，货物已按照贵方的要求包装。 We have informed the manufacturer to have them packed as per your instruction. Step 4 Pair work and Practice:
1. Students discuss about the packing with his partner. A plays as the seller and B plays as the buyer, then they exchange their roles.
2. Suppose Mr. Smith and Miss Black are discussing packing and labeling. Mr. Smith insists that the goods be packed in wooden cases. Miss Black agrees to the wooden cases but she asks Mr. Smith to pay for the extra expense. They are trying to persuade each other. Step 5 Role play
1. Get the students finish the task 1 and task 2 1
74.
2. Choose some pairs to give a performance.
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Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a discussion 1
74.
2. Invite some groups to give a performance and the rest students can give some comments.
3. Teacher’s comments on the students’ performance. Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this lesson and act it before the class.
2. Finish Translation 1
73. A. From Chinese into English:
1. 虽然这些纸箱轻便、易拿，但我们认为它们在运输中不太结实。 Although these cartons are light, easy to handle, we don’t think they are strong enough during transit.
2. 关键的问题是要确信这些箱子适合海运。 The key point is to make sure that the cases should be suitable for sea voyage.
3. 我们希望你们的设计和颜色对美国人具有巨大吸引力。 I hope your design and color will appeal to the Americans greatly.
4. 我们很想听听你们在包装方便有什么意见。 We want to hear what you have to say about the matter of packing.
5. 包装有助于推销产品。 Packing will help promote sales. B. From English into Chinese:
1. There are three different kinds of packing available for this product: cartons, bags and regular packing. 针对这种产品有三种包装可以提供：纸箱、纸袋和常规包装。
2. This kind of article is often bought as a gift, so exquisite and tasteful design is of primary importance. 这类商品经常被购作礼物，所以精致的、有品味的设计是首要的。
3. All these boxes should be lined with shockproof cardboard from the inside and reinforced with straps from the outside. 所有这些盒子应该在里面有防震的纸板做衬里，在外面用带子加固。
4. The culture and the needs and desires of a particular market segment need to be considered in the design of packing. 包装设计应考虑特定市场的文化、需求和期望。
5. Our packing is strong, economical and suitable for window display. 我们的包装结实、经济，而且适合橱窗展示。 VI．Supplementary Material 补充背景文化知识 ．
1.durable packing 耐用的包装 "durable"，‘经久耐用的’。这是指可防止破损、湿气、破裂、折断等的包装方 式，一般用于较易毁损的货物，因此所用的外包材料为较坚硬者，如铁皮、木片 等，而填充物则有稻草、木屑、纸屑等。
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2.inferior packing 劣质包装；次级包装 "inferior"，‘劣质的；次等的’。卖方为节省材料、人工、运费等，有时会选择 较差的包装材料，或较粗糙的包装方式，造成货物易于毁损。故买方在订购较昂贵 物时，应特别要求卖方给予货品适当的包装。
3.country of origin mark 原产国家标志 "origin"，‘起源，出身’。"country of origin"是指货品的原产国。原产国标志载 明货物于某国制造、生产、或加工。大多数国家的海关，对于未标明原产国的货 物，都规定不准进口。
4.quality mark 品质标志 ‘品质标志’即‘等级标志’(Grade Mark)，是表示货物品质等级的记号，通常以 A
1、A2 或 A，B，C 等符号表示。但由于许多货物是凭样品交易，因此并无注明 品质等级的必要。
5. round handling 野蛮装卸 Round handling will result in damage to the goods.
6、包装的分类 运输包装(Transport Packing) 销售包装(Selling Packing) 中性包装（Neutral Packing）
7、包装标志 运输标志（Shipping Mark，俗称“唛”或“唛头”）的含义、作用、内容 指示性标志（Indicative Mark）的含义 警告性标志（Warning