Offer & Counter-offer

1. 世纪商务英语听说教程 3（第四版） Unit 3 Offer & Counter-offer 大连理工大学出版社

2. Learning Outcomes • 1. To understand the main idea and select specific information while listening. • 2. To get familiar with important points about offer and counter-offer. • 3. To learn about main expressions for making an offer and a counter-offer.

3. Part III Additional Listening Part IV Viewing & Speaking Part I Active Listening Part II Fun Break Contents

4. Active Listening

5. Active Listening Exercise 1 Directions: At the beginning of the dialogue, Mr. Chris Brown is reading the FOB price lists offered by Ms. Li Yan. Now listen to the dialogue between Mr. Brown and Ms. Li about offer and counter-offer and then fill in the table below with the specific information you hear.

6. Tapescript Active Listening Exercise 1 USD 20.99 USD 22.45 _______________ _______________ USD 19.40 USD 20.50 _______________ _______________ _______________ _______________ USD 19.88 USD 20.66

7. Active Listening Exercise 2 Directions: Listen to the dialogue again and choose the best answer to each question. What favorable price does Mr. Brown ask Ms. Li to quote for the toy cars? A. CFR prices. B. FOB prices. C. CIF New York. D. Not mentioned. Which of the following statements is NOT true according to the dialogue? A. Mr. Brown has got an idea about the FOB prices for the racing cars. B. Mr. Brown thinks the price offered by Ms. Li is high. C. Ms. Li thinks Mr. Brown’s counter-offer leaves them with almost no profit. D. Ms. Li thinks the telecontrol racing cars will sell well in the US. 1 √ 2 √

8. Active Listening Exercise 2 Directions: Listen to the dialogue again and choose the best answer to each question. Why does Ms. Li try her best to give Mr. Brown their final offer? A. Because they are friends. B. Because Mr. Brown’s company has a good reputation. C. Because this is the first business between them. D. All of the above. Whom will Mr. Brown discuss the matter with? A. The sales manager. B. The product manager. C. The marketing manager. D. His colleagues. How long does Ms. Li’s offer remain open? A. Seventeen days. B. One week. C. Three days. D. Seven weeks. 3 √ 4 √ 5 √

9. Active Listening

10. Tapescript Active Listening Exercise 1 Directions: Mr. Green is negotiating the price of green tea with Ms. Tang. Listen to the dialogue between them and choose the best answer to each question you hear. A. 20 pounds per gram. B. 20 dollars per gram. C. 20 pounds per kilogram. D. 20 dollars per kilogram. A. Last week. B. Last month. C. Last autumn. D. Last year. A. Indonesia. B. India. C. Japan. D. China. 1 √ 2 √ 3 √

11. Active Listening Exercise 1 A. Because they offer them a competitive price. B. Because they have been keeping good cooperation. C. Because their tea is of good quality. D. Because their price is comparatively low. A. The idea of expanding the market. B. The idea of keeping good relations in business. C. Personal friendship. D. The price of green tea will soon come down. 4 √ 5 √

12. Active Listening Exercise 2 Directions: Listen to the dialogue again and decide whether the following statements are true (T) or false (F). 1. The price Ms. Tang offered will be difficult for Mr. Green to make any sales. 2. Shipment of green tea will be in June. 3. Everybody in the tea trade knows that China’s green tea is of top quality. 4. There is no keen competition in the tea market. 5. Few other teas can compare with Ms. Tang’s either for flavor or color. ( ) T ( ) F ( ) T ( ) F ( ) T

13. Active Listening

14. Tapescript Active Listening Exercise 1 Directions: Listen to a passage and complete the statements with the words you hear. __________ sales 1. Offer will be provided by either the seller with a offer or the buyer with a offer. 2. A firm offer refers to a of selling or buying the goods in a certain time according to the price. 3. When the offer cannot meet the satisfaction of the offeree, he may and add some new and requirements. 4. The offeree cannot the original offer again unless the original offerer agrees. 5. Seller then can choose to accept at $140,000, again at a compromise price, the counter-offer, or let it expire. ___________ purchase ____________ promise ___________ agreed __________ amend __________ terms __________ agreed __________ counter _________ reject

15. Active Listening Exercise 2 Directions: Listen to the passage again and decide whether the following statements are true (T) or false (F). 1. Offers include non-firm offers and firm offers. 2. A firm offer can be cancelled or changed. 3. A non-firm offer is an expression for accepting the transaction terms with a legal promise. 4. A counter-offer is a new offer issued by the offeree to the offerer. 5. The offer from one party will be of no effect after the other party’s counter-offer. ( ) T ( ) F ( ) F ( ) T ( ) T

16. Tapescript Fun Break Directions: Listen to a joke and answer the following questions. 1. When did the woman purchase her dining set from the fine-furniture store? 2. Why did she call the fine-furniture store? 3. What did the office manager say? _____________________________________________________________ In the 1930s. _____________________________________________________________ Because she wanted to replace some chairs from a dining set she purchased. _____________________________________________________________ Don’t tell me she hasn’t received them yet!

17. Additional Listening

18. Tapescript Additional Listening Exercise 1 Directions: Listen to the two letters and choose the best answer to each question. Why do Mr. Taylor’s customers show a great interest in Mr. Smith’s products? A. Because the price is competitive. B. Because there is a growing demand for the products. C. Because the product is of good quality. D. All of the above. FNO Company is one of the leading _________ in the country. A. shopping malls B. department stores C. franchised stores D. supermarkets 1 √ 2 √

19. Additional Listening Exercise 1 Directions: Listen to the two letters and choose the best answer to each question. Of what kind of shoes will FNO Company take up the entire stock if Mr. Taylor can reduce the price by 10%? A. Men’s shoes. B. Women’s shoes. C. Children’s shoes. D. Work boots. What percentage of the price does Mr. Smith agree to reduce if Mr. Taylor will buy shoes for US $50,000 or more? A. 6%. B. 7%. C. 8%. D. 10%. 3 √ 4 √

20. Additional Listening Exercise 2 Directions: Listen to the second letter again and write down the missing words. Dear Mr. Taylor, We have carefully studied your letter of April 6th. As our two (1) have done business with each other for so (2) years, we should like to grant your request to (3) the prices of our shoes. But there are difficulties. The cost of (4) has risen sharply in the past four months and to (5) prices by 10% you mentioned could not be done without considerably lowering our (6) of quality. This is something we are not (7) to do. _________ firms _________ many __________ lower ______________ __________ raw material reduce __________ standards ___________ prepared

21. Additional Listening Exercise 2 Directions: Listen to the second letter again and write down the missing words. Instead of 10% reduction on our shoes, we suggest a reduction of 6% for US $50,000 (8) . On orders of this size we could (9) make the reduction without lowering our standards. We hope you will agree to our counter-suggestion and look forward to receiving (10) from you as in the past. Yours faithfully, John Smith ____________ or more _____________ manage to ______________ regular orders

22. Viewing & Speaking

23. Viewing & Speaking

24. Viewing & Speaking

25. Viewing & Speaking

26. Videoscript Viewing & Speaking Directions: Watch the video and get familiar with the characters in the dialogue. Then role play the characters in pairs. The following sentences are for your reference. I’m thinking of ordering... I don’t think the price on that tent is workable for us. I’m afraid we can’t go any lower. We do have a similar tent which uses... That sounds like...

27. Viewing & Speaking Directions: Make a dialogue with your partner. Suppose you are the distributor. After inspecting the tent, you make a decision to purchase the tent which uses high-impact plastic poles instead of aluminum, but the price the exporter offered is not workable. After a long-time negotiation, you persuade the exporter to lower the price.

28. Viewing & Speaking Some hints: • We appreciate the quality of... • ...glad to have the opportunity to do business with... • ...make some allowance on your price • No doubt yours is of high quality, but... • ...prices are highly competitive when you consider... • If you can reduce the price by... we shall order... • ...meet each other half way • If it weren’t for..., we wouldn’t...

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