Teacher’s Book for Unit 9
Unit 9 Negotiate prices
Motivating
About the unit
S alespeople often come across customers asking for discounts, for various reasons. The main goal of negotiating prices in sales process is to reach an agreement that’s acceptable to both parties in order to clo the deal. Before replying to the request for a discount, salespeople will consider many factors, including who’s asking, the size of the required discount, and the reason the customer is asking for one. They need to understand what both parties need and where they may be able or willing to make concessions, and then make an appropriate respon. Salespeople usually work within the company’s pricing constraints. If unsure, they can ask someone higher up whether they’d authori the discount. If they really have to reject the request, they should do so politely.
This unit mainly focus on rejecting a request for discount. In “Inputting”, Ss will learn the content, the necessary words and expressions concerning a counteroffer, as well as how to structure and deliver an
email to reject a request for discount effectively, before they complete the task in “Outputting”. “Extending” will help Ss learn the steps following price negotiation and know more about negotiation skills. After studying this unit, Ss will understand how to negotiate prices and be able to draft an email to reject a request for discount.
Teaching objectives
Upon completion of this unit, the T is expected to enable Ss to:
●list the words and expressions concerning price negotiations (Listening &
Reading: Form)
●note down specific information about replying to a counteroffer (Listening
& Reading: Content)
孙策怎么死的
偏利共生●describe the structure of a reply to a counteroffer (Structuring)
●talk aboutthe process of reaching a sales agreement (Listening &
Reading: Content)
●draft an email to reject a request for discount (Outputting)
Teaching suggestions
A production-oriented approach is suggested here. By adopting this approach, the T needs to make clear the unit tting, the production task and the learning objectives in “Motivating”. With the content, language and structure learned in “Inputting”, the T can help Ss get prepared for the production task in “Outputting”. “Extending” is the final stage where a follow-up listening and reading are carried out.
Sections Tips
Motivating Period 1 (Warming-up)
• Prent the scenario of communication to Ss.
(Trying-out)
• Ask Ss to try out the communicative task.
• Help Ss reali their gap to complete the task and arou their interest in learning.
(Taking aim)
• Explain the learning objectives and the output task.
• Make sure Ss can distinguish between the communication and the language objectives.
• Make sure Ss are clear about the type and content of the output task.
Inputting Periods 1-3(Listening)
• Play the audio for Ss to listen to for the first time and to do Task 1 to get
a rough idea of a counteroffer, such as who’s asking, the size of the
discount, the reasons for asking, and whether to grant the discount, etc;
check the answers and offer help to Ss if necessary.
• Play the audio for Ss to listen to and to finish Task 2 to get further information about the counteroffer and the suggested solution; check answers and offer help to Ss if necessary.
• Explain the Language Points (The T may explain the language points before the first listening).
• Explain the Cultural Point and the Business Point.
• Lead Ss to summari the language that can be ud to complete the output task.
(Reading)
• Guide Ss to read and understand the passage by finishing the two tasks of “Content” (Task 2 might be finished before Task 1 if necessary) to gather more detailed information about the counteroffer; check answers and provide assistance when necessary.
• Explain the Language Points, the Cultural Point and the Business Point and any part of the passage that might be necessary for Ss.
• Guide Ss to finish the three tasks of “Form” (some of the tasks such as Task 3 might also be finished flexibly while the language is being explained); check answers and provide assistance when necessary. • Lead Ss to note down more information of the counteroffer and collect more language structures that are uful for the output task. (Structuring)
妈妈对女儿说的话• Explain the structure of a reply email to a counteroffer.
• Guide Ss to grasp the structure by finishing the Task; check answers and provide assistance when necessary.
保持健康的英语作文• Make sure Ss have grasped the structure of the email before moving to the next part of the unit.
Outputting Period 4 • Describe the output task so that Ss are clear about each step of the task and relevant requirements of each step.
• Guide Ss to finish the output task step by step and carry out the lf-asssment.
• Asss Ss’ performance by working with them together (construct the asssment criteria with Ss in advance and make a timely asssment inside or outside the class according to the time available).
• Provide assistance when necessary.
Extending (outside class) (Listening & Reading)
• Assign Ss to finish the tasks and provide the channel through which Ss can check answers; provide assistance when necessary.
• If time permits, the T can also guide Ss to finish the tasks inside the class and roughly follow the procedures of “Listening” and “Reading” in “Inputting”.
Inputting
2.1 Listening
Language focus
1.I remember that they inquired about our standing desks.
inquire: v. to ask for information on products, prices, etc. 询问；打听
< We are writing to inquire about a couple of items in your new catalog.
2.…but they have other suppliers who may offer a more competitive price than
us.
1)supplier: n. a company, person, etc. that provides things that people want
or need, especially over a long period of time供货商
< The equipment can be purchad from your local supplier.
2)offer: v. to provide or supply something 出（价）；开（价）
< We can offer you the chance to buy the complete t of pans at half
price.
3.Creative Technic is a well-known and influential company.
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influential: a. able to influence someone or something有影响力的
< She wanted to work for a bigger and more influential company.
4.And we ldom cut the price for small orders.
cut the price: to make the price lower减价；降价
< I’ll cut the price by 2% if you are going to make a big purcha.
5.Well, 10% is acceptable if they can place an order of more than RMB 100,000.
place an order: to ask (a company) to supply goods订购；订货
< I’d like to place an order for some tea with you.
Reference answers
Task 1
1.standing desks
2.20%
3.small orders
陈树菊4.10%
5.future co-operation
Task 2
1.Fal cost of materials
2.Fal out of their budget
微信多开分身
3.True more competitive
4.Fal establish co-operation with them
5.True a win-win situation
Scripts:
Lisa:Hi, George. Are you available now?
George:Sure. What’s the matter?
Lisa:I’d like to discuss our business with Creative Technic with you.
George:Alright. I remember that they inquired about our standing desks.
How is it going?
Lisa:I’ve received a counteroffer from them and they requested a 20% reduction in the original price.
George:Well, that’s not a small number. You know, the cost of our
materials is very high.
Lisa:Yes, they did prai our product, but they said our price was out of their budget.
George:What is their budget?
Lisa:They didn’t mention that, but they have other suppliers who may offer a more competitive price than us.
George:I e. What do you think?
冬凌草清咽茶
Lisa:Well, Creative Technic is a well-known and influential company.
I believe our co-operation with them will lead to higher profits
and a better reputation in the future.
George:I agree, but 20% off is just too much. The highest discount we
have ever offered is 15%. And we ldom cut the price for small
orders.
Lisa:How about 10% off? I believe establishing co-operation with a customer like Creative Technic is important. This will help
achieve a win-win situation.
