Unit 6 International Trade. Objectives Objectives Focus Focus Warming up Warming up 6.1 Exchanging information 6.1 Exchanging information 6.2 Making enquiries.

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<ul><li> Slide 1 </li> <li> Unit 6 International Trade </li> <li> Slide 2 </li> <li> Objectives Objectives Focus Focus Warming up Warming up 6.1 Exchanging information 6.1 Exchanging information 6.2 Making enquiries 6.2 Making enquiries 6.3 Answering enquiries 6.3 Answering enquiries 6.4 Placing and filling orders 6.4 Placing and filling orders Sum-up Sum-up Assignment Assignment </li> <li> Slide 3 </li> <li> Objectives When the learners finish learning this unit, they should be able to ask for and give information ask for and give information make and answer enquiries make and answer enquiries make and accept offers make and accept offers place, acknowledge and fill orders place, acknowledge and fill orders </li> <li> Slide 4 </li> <li> Focus Face-to-face negotiation on prices, terms of delivery, etc. Face-to-face negotiation on prices, terms of delivery, etc. Practice dealing with overseas customers on the phone and by fax or letter. Practice dealing with overseas customers on the phone and by fax or letter. </li> <li> Slide 5 </li> <li> Warming up Q: What are different methods of distribution? (Hints: by road, by sea, by air) </li> <li> Slide 6 </li> <li> Q1: what kinds of goods are more likely to be transported by road? Q1: what kinds of goods are more likely to be transported by road? Q2: what kinds of goods are more likely to be transported by sea? Q2: what kinds of goods are more likely to be transported by sea? Q3: what kinds of goods are more likely to be transported by air? Q3: what kinds of goods are more likely to be transported by air? </li> <li> Slide 7 </li> <li> 6.1 Exchanging information A Listening B language function C Speaking role play </li> <li> Slide 8 </li> <li> A Listening Q 1: Which of the words describe the impression the two men give in each version of the conversation? friendly informal helpful friendly informal helpful aggressive formal hostile aggressive formal hostile polite impatient polite impatient Q2 How does each speaker make himself sound more friendly and helpful? </li> <li> Slide 9 </li> <li> B Language function If you require some information: If you require some information: When someone gives you some information, you can comment or reply: When someone gives you some information, you can comment or reply: If someone asks you for information If someone asks you for information If you want to give someone some information: If you want to give someone some information: If someone hasn t given you If someone hasn t given you enough information: enough information: Could you tell me if / when / how much / why ? I wonder if you could tell me ? I d like to know I d like some information about Oh I see. That s interesting. Thanks for letting me know. As far as I know, Well, I can tell you that I m afraid I don t know. I ve no idea, I m afraid. I don t have that information available just now, can I call you back? I m afraid I can t tell you that, it s confidential. I d like you to know that I think you should know that Did you know that ? Could you tell me some more about ? I d like some more information about I d also like to know When / How much / Why exactly ? There s something else I d like to know Can you give me some more details about ? </li> <li> Slide 10 </li> <li> C Speaking (role play) Student A looks at File 12 Student A looks at File 12 Student B looks at File 44 Student B looks at File 44 Each of you has a partially illegible price list. You have to find out all the missing information from each other by asking polite, friendly questions. Each of you has a partially illegible price list. You have to find out all the missing information from each other by asking polite, friendly questions. </li> <li> Slide 11 </li> <li> Assignment Read through the company description, the article in A2 and the letter in B in 6.2. Read through the company description, the article in A2 and the letter in B in 6.2. </li> <li> Slide 12 </li> <li> 6.2 Making enquiries A Listening B Reading C Writing D Role play E Reading &amp; discussion </li> <li> Slide 13 </li> <li> A Listening Q 1: what Fritz is saying to Mr. North Q 1: what Fritz is saying to Mr. North during the call. during the call. Q 2: Reads the newspaper article. Q 2: Reads the newspaper article. What to tell Mr. North when he What to tell Mr. North when he returns to the office? returns to the office? to find alternative suppliers. to find alternative suppliers. </li> <li> Slide 14 </li> <li> B Reading Q 1: Why is this letter written? Q 1: Why is this letter written? Q 2: What kind of relationship are there between Mr. North and Jacques Roget? Q 2: What kind of relationship are there between Mr. North and Jacques Roget? Q 3: What changes would need to make if you have to write to other unknown companies? Q 3: What changes would need to make if you have to write to other unknown companies? </li> <li> Slide 15 </li> <li> Q1: This is a typical letter in which enquiries about price, delivery date and other requirements are made. Q1: This is a typical letter in which enquiries about price, delivery date and other requirements are made. Q2: Business acquaintance. (The letter is very friendly and informal. Give my regards to your wife and family. ) Q2: Business acquaintance. (The letter is very friendly and informal. Give my regards to your wife and family. ) Q3: It would be more serious and formal. Q3: It would be more serious and formal. Answers to: </li> <li> Slide 16 </li> <li> C Writing Read through the requirements Read through the requirements Draft your own letter. Draft your own letter. </li> <li> Slide 17 </li> <li> 3 November 20__ Dear Sirs, Lightweight batteries We are the manufacturers of BROADWAY delivery vehicles and electric vehicles for disabled people. Our company is a subsidiary of Broadway International Inc. of Portland, Oregon. We are seeking an alternative supplier of lightweight batteries to power our vehicles. As far as we are aware you do not have a local distributor of your products in this country. A full specification of our requirements is given on the attached sheet. Quantity required: 4,800 units Delivery: by 15 January 20__ Please quote us your best. CIF price, giving a full specification of your product and shipping date. We would need to have samples of the batteries to test in our laboratories before placing a firm order. We usually deal with new supplies on the basis of payment in our currency by confirmed 60-day irrevocable letter of credit. If our laboratory tests are satisfactory and you can provide us with a good price and service, we will be happy to place more substantial orders on a regular basis. We look forward to receiving an early reply to this enquiry, Yours faithfully, Fred North Fred A. North Buying Manager Enclosed: specification and technical brochureAnswer: </li> <li> Slide 18 </li> <li> D Role play Work in pairs. Work in pairs. Role-play the phone call to practice making enquiries and quoting on phone. Role-play the phone call to practice making enquiries and quoting on phone. </li> <li> Slide 19 </li> <li> E Reading &amp; discussion Read the letter from Artemis Batteries. Read the letter from Artemis Batteries. Discuss the offers of Rex, Dale &amp; Sons and Artemis and decide what action to take. Discuss the offers of Rex, Dale &amp; Sons and Artemis and decide what action to take. Should Mr. North's old chum be favored with sole supplier status? If so, what advantages and disadvantages might there be? Should Mr. North's old chum be favored with sole supplier status? If so, what advantages and disadvantages might there be? </li> <li> Slide 20 </li> <li> Assignment Step A in 6.3 should be prepared at home. Step A in 6.3 should be prepared at home. </li> <li> Slide 21 </li> <li> 6.3 Answering enquiries A Reading B Writing C Listening &amp; writing D Speaking (Role play) E Discussion </li> <li> Slide 22 </li> <li> A Reading 1. Q: what products are described in the advertisement ? Vocabulary: Vocabulary: bug eavesdropping scrambler. bug eavesdropping scrambler. Some useful phrases and sentences: Some useful phrases and sentences: special introductory price special introductory price money-back warranty money-back warranty refundable against purchase refundable against purchase All our prices are carriage paid by air All our prices are carriage paid by air Full no-argument money-back warranty on Full no-argument money-back warranty on all our products. all our products. </li> <li> Slide 23 </li> <li> 2. Look at the notes for a letter answering an enquiry: What would you add or not include in the model letter. What would you add or not include in the model letter. Give some learned sentences as examples of each step. Give some learned sentences as examples of each step. -- Thank you very much for your enquiry about our products. -- Thank you very much for your enquiry about our products. --We are pleased to inform you that our products can meet your requirements completely. --We are pleased to inform you that our products can meet your requirements completely. --Enclosed please find our latest catalog and price list. --Enclosed please find our latest catalog and price list. --At our showroom center all our products are on show now. --At our showroom center all our products are on show now. --We are going to attend the trade fair in your city for an exhibition of our products next Saturday and Sunday. --We are going to attend the trade fair in your city for an exhibition of our products next Saturday and Sunday. --If you need any more information please do contact us. --If you need any more information please do contact us. </li> <li> Slide 24 </li> <li> 3. Look at the document about the current stock position. Look at the document about the current stock position. --to check on the availability of the products --to check on the availability of the products Vocabulary: Vocabulary: inventory position inventory position import license import license special order special order cash with order cash with order </li> <li> Slide 25 </li> <li> B Writing look at the inventory position in A3 to answer the enquiries, using the information given in the advertisement. look at the inventory position in A3 to answer the enquiries, using the information given in the advertisement. Answer enquiries by letter, e-mail or fax. Answer enquiries by letter, e-mail or fax. Do the letters meet the requirements? Do the letters meet the requirements? </li> <li> Slide 26 </li> <li> Answer to B Enquiry #1 Dear Mr. Hanson, Thank you very much for your enquiry about AntiSpy Products. As you requested we are sending you our latest catalog of security products. We have debited your American Express card #667589980 for the sum of $50 US. This $50 will be discounted from your first purchase from the catalog. Do please get in touch with me if you have any queries about any of our products which are not covered in the catalog. Sincerely, </li> <li> Slide 27 </li> <li> Enquiry #2 Dear Mr. Perez, Thank you very much for your enquiry about AntiSpy Products. I am pleased to inform you that we do supply a portable, listening device detector: The AntiSpy CJ 4000P is a battery-driven device which will detest any eavesdropping devices within 20 feet. It is very compact, looks just like a Walkman arid costs only $359. For an order of five or more items we are happy to offer you a rebate of 20'%, making the price per item $287.20. All our prices include shipping by air. I can also confirm that this product is available from stock at this time. If you would like to see a copy of our complete 120pp catalog this is available for $50 which is refundable when you place an order. However, if you decide to order one of our CJ 4000Ps a free catalog will be included with your order. Sincerely, </li> <li> Slide 28 </li> <li> C Listening &amp; writing Listen to the recording. Listen to the recording. What exchange should be made to the stock position? What exchange should be made to the stock position? ----Now we only have one LR 44 OCTOPUS TELEPHONE SCRAMBLER in stock. Draft replies to the two enquiries. ----Now we only have one LR 44 OCTOPUS TELEPHONE SCRAMBLER in stock. Draft replies to the two enquiries. </li> <li> Slide 29 </li> <li> Enquiry #3 Dear Ms Graham, Thank You very much for your enquiry about AntiSpy Products. We do carry a telephone scrambler: the LR 44 Octopus Telephone Scrambler. The price for this is $299including shipping by air. I can confirm that this product is suitable for both tone dial and pulse dial and will adjust automatically to any mains voltage from 100 to 250 volts. We have only one of these items available at this time but will have full stocks from August 15. Please let me know by fax today if you would like to purchase one at this time I have reserved our one remaining LR 44 for you for 24 hours. Please note that you would need an import license for this product. If you would like to see a copy of our complete 120 page catalog this is available for $50 which is refundable when you place an order. However, if you decide to order one of our LR 44s a free catalog will be included with your order. Sincerely, </li> <li> Slide 30 </li> <li> Enquiry #4 Dear Mr. Ovambo, Thank you very much for your enquiry about AntiSpy Products. I regret that we are unable to supply our Screen Protector at this time. This is because of the import restrictions into Nigeria which are currently in force. However, our former distributors may still have stocks and I suggest you contact them. They are: Kano Security, Independence Square, Kano. Do please contact me if you have any further enquiries about our products. Sincerely, </li> <li> Slide 31 </li> <li> D Speaking (Role play) Answer two more enquiries on the phone. Answer two more enquiries on the phone. In the first call, In the first call, --student A (Agencia Leon) looks at File 14 --student A (Agencia Leon) looks at File 14 --student B (AntiSpy Products) looks at File 42 --student B (AntiSpy Products) looks at File 42 In the second call, In the second call, --This call concerns certain details mentioned in the fax in the Student's Book. --This call concerns certain details mentioned in the fax in the Student's Book. --Student B calls student A with answers to the queries. --Student B calls student A with answers to the queries. Comment on each other's telephone performance. Comment on each other's telephone performance. </li> <li> Slide 32 </li> <li> E Discussion Arrange the class into groups for this follow-up discussion. Arrange the class into groups for this follow-up discussion. Every group chooses a representative to give their idea. Every group chooses a representative to give their idea. </li> <li> Slide 33 </li> <li> 6.4 Placing and filling orders A Reading B Writing C Case study (writing </li> <li> Slide 34 </li> <li> A Reading The fax contain some errors. Discuss it and correct the errors. The fax contain some errors. Discuss it and correct the errors. What important...</li></ul>