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活动设计十五

(十五) Placing an Order

Teaching Objectives (教学目标):

After completing this lesson, students should be able to:

--place an order after negotiating terms;

--distinguish a general order from a mail order and a phone order;

--identify the differences between an order and a contract;

--talk about some of the general terms relating to orders and contracts:

Ÿ           product quality, quantity, packing, delivery/shipment, terms of payment, insurance, arbitration;

Ÿ           contract duration, execution, alteration, termination.

I. Discussion (课堂讨论). The following chart describes the general trading procedure. Use the steps in box to complete the chart.  (chart and answers omitted)

II. Sum-up (总结合同一般格式及基本条款):

Date:

Contract No.:

The Buyer:

The Seller:

This contract is made by and between the Buyer and the Seller; whereby the Buyer agrees to buy and the Seller agrees to sell the under-mentioned goods subject to the terms and conditions as stipulated hereinafter:

(1)   Name of commodity:

(2)   Quantity:

(3)   Unit Price:

(4)   Total Value:

(5)   Packaging:

(6)   Country of Origin:

(7)   Terms of Payment:

(8)   Insurance:

(9)   Time of Shipment:

(10) Port of Lading:

(11) Port of Destination:

(12) Marking:

(13) Terms of Payment:

(14) Claims:

(15) Force Majeure

(16) Arbitration:

(17) Other Terms:

III. Listening practice: Listen and Imitate. (录音呈现和模仿操练)

Task 1: Listen to the passage and choose the appropriate terms from below to complete the sentences. (passage omitted)

terminate  delivery  bind  arbitration  breach  terms

firm order  acceptance

Keys: 1) firm order  2) acceptance  3) terms  4) delivery  5) bind 

6) breach  7) terminate  8) arbitration

Task 2:

1. Mr. Harrison, the Manager of a Canadian company, is having a second negotiation meeting with Mr. Wang, the General Manager of a Chinese company. Mr. Harrison is interested in a shredder machine. Listen to the conversation and then decide if the following statements are true (T) or false (F).

1) Mr. Wang and Mr. Harrison haven’t negotiated the price yet.

2) Originally, Mr. Harrison is interested in buying Shredder No. T4.

3) According to Mr. Wang, Shredder No. S500 is in short demand at present.

4) They finally reach an agreement on Shredder No. T4 with normal delivery date.

Keys: 1) F  2) F  3) F  4) T

2. Listen to the conversation again and choose the correct answer to each question. (questions omitted)

Keys: 1) B  2) A  3) C  4) B

Words and expressions:

shredder; out of stock; performance; let sb. down; substantial

IV. Follow-up Practice. (后续练习)

1. You will hear a dialogue between Mr. Poly, a buyer, and Cathy, the receptionist with Belster Office Facilities Co. Listen and answer the following questions. (questions and answers omitted)

2. Work in pairs. Suppose you are making a phone order and compose a dialogue according to the following situation.

The buyer: You are with a Nigerian company and your company wants to place an order for sweaters and skirts with a Chinese trading company. Make a phone call to place the order; set the size of sweaters and colour of skirts.

The seller: You are in a company trading sweaters and skirts in Guangdong Province. Explain to your potential customer that your minimum order will not be less than 5,000 pieces with less than 6 items.

V. Play the video and make the role play. (视听呈现和角色扮演)

Video 1:

●New words and expressions: modify; corrugated box; plastic wrapper; polythene; cardboard box; alternation; etc.

●Pre-viewing: Read the following chart to have a rough idea of the video.

●Viewing: Watch the video. Pay attention to the modifications the exporter wants to make as well as the response of the importer, and fill in the blanks. (chart and answers omitted)

●Post-viewing: Work in small groups. Find out more about packaging terms for different types of products. (open)

Video 2:

●New words and expressions: Commodity Inspection Bureau; commercial integrity; etc.

●Pre-viewing: Read the following chart to have a rough idea of the video.

●Viewing: Watch the video and complete the contract below with the information you have gotten from the conversation.

SALES CONTRACT

Contract No.:

Date: August 5, 2005

The Buyers: Bran Gifts, F21-26 Business Building, World Trade Plaza, Toronto, Canada

The Sellers: Wenzhou Import & Export Co.

The Buyers agree to buy and the Sellers agree to sell the following goods on terms and conditions as stipulated below:

Commodity:

Name of commodity

Specifications

Quantity

Unit price

Total value

ZWS10A

12X12X36

1,000 cartons

US$6

US$30000.00

ZWS10B

12X12X36

1,000 cartons

US$6

US$30000.00

ZWS10C

12X12X36

1,000 cartons

US$6

US$30000.00

ZWS10D

12X12X36

1,000 cartons

US$6

US$30000.00

G35

24X24X36

1,000 cartons

US$18

US$90000.00

XG7

24X24X36

1,000 cartons

US$21.50

US$107500.00

Packing:

Jelly candles packed with foil in a brown box, which should then be put in a carton.

Terms of Shipment:

No later than September 10, 2005.

Port of Loading: Shanghai

Port of Destination: Toronto

Insurance:

To be covered by the Sellers with 110% of the invoice value against All Risks.

Terms of Payment:

By confirmed, irrevocable Letter of Credit, which shall reach the Sellers before the end of August and is to remain valid until the 15th day after the aforesaid time of shipment, failing which the Sellers reserve the right to cancel this Sales Contract without further notice and to claim from the Buyers for losses resulting therefrom.

Shipment Document: The Inspection Certificate of Quality and Quantity issued by the China Commodity Inspection Bureau shall be regarded as evidence of the Seller’s delivery.

Supplementary Condition(s):

Should the article stipulated in this Contract be in conflict with following supplementary condition(s), the supplementary condition(s) should be taken as valid and binding.

The Sellers Signature:                    The Buyers Signature:

●Post-viewing: Work in pairs. Find a partner and discuss how to express your agreement or disagreement when you are trying to reach a contract.

V. Assignment

Discussion: What matters should we pay attention to when negotiating and drafting a contract?

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