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Lesson 10跨境电子商务英语Multi-tier Supply ChainsSpeaking04Lead-in01Writing03Reading02Contents跨境电子商务英语Lead-inPart 1跨境电子商务英语跨境电子商务英语Discuss：In a global economy, How to assemble an Iphone within the world ReadingPart 2跨境电子商务英语1.What are channels 2.What’s the difference between wholesaler and agent 3.Can you give an example of a multi-channel distribution network 4.What should a company do to manage channels 5.Why does wine and adult beverage industry operate in the longest distribution channel Reading ComprehensionRead the text and answer the following questions.跨境电子商务英语1.What are channels Channels are sets of interdependent organizers (called intermediaries or distributors) involved in making the product available for consumption to end-user.Read the text and answer the following questions.跨境电子商务英语Reading ComprehensionThink:What are the channels of invisible products 2.What’s the difference between wholesaler and agent A jobber is a special type of wholesaler, typically one who operates on a small scale and sells only to retailers or institutions.Wholesalers typically sell in large quantities.Read the text and answer the following questions.跨境电子商务英语Reading Comprehension3.Can you give an example of a multi-channel distribution network Read the text and answer the following questions.跨境电子商务英语Reading ComprehensionTeslaworldwidefactoryassembly4.What should a company do to manage channels 跨境电子商务英语Reading ComprehensionRead the text and answer the following questions.An organization may need totrain staff of intermediariesandmotivatethe intermediary to sell the firm's products. The firm shouldmonitor the channel's performanceover time and modify the channel to enhance performance.5.5.Why does wine and adult beverage industry operate in the longest distribution channel Read the text and answer the following questions.跨境电子商务英语Reading ComprehensionWine is not allowed to sell to the customers directly by law.(1)Distribution：when goods are supplied to shops and companies for them to sell 〔商品的〕分销，经销e.g.a distribution centre 经销中心(2) Jobber：n. someone who buys large quantities of goods and resells to merchants rather than to the ultimate customers 批发商，中介人，经纪人(3)in practice：in practical applications 在实践中e.g.So how might we use this in practice 所以在实践中我们怎么使用它呢？Words跨境电子商务英语Words & Expressions跨境电子商务英语Words & ExpressionsExpressions1.Distribution of products takes place by means of channels to become available on markets, in stores or in webshops.Translation:产品的分销通过各种渠道来实现，使得我们能在市场、商店、网店中获得产品。跨境电子商务英语Words & ExpressionsExpressions2.Channels are sets of interdependent organizers (called intermediaries or distributors) involved in making the product available for consumption to end-user.Analysis:Channels are sets of interdependent organizers(called intermediaries or distributors)involved inmaking the product available for consumption to end-user.Translation:渠道是相互依赖的组织者(称为中间商或分销商)，参与将产品提供给最终用户跨境电子商务英语Words & ExpressionsExpressions3.An intermediary who is authorized to act for a principal in order to facilitate exchange.Analysis: An intermediarywho is authorized toact for a principal in order to facilitate exchange.Translation:被授权为委托人行事以促进交易的中间人。跨境电子商务英语Words & ExpressionsExpressions4.rack jobbers are small independent wholesalers who operate from a truck, supplying convenience stores with snack foods and drinks on a regular basis.Analysis:rack jobbers are small independent wholesalerswho operate from a truck, supplying convenience storeswithsnack foods and drinks on a regular basis.Translation:例如，货架批发商是小型的独立批发商，他们在卡车上经营，定期为便利店提供零食和饮料。跨境电子商务英语Words & ExpressionsExpressions5.a direct sales-force may call on larger customers may be complemented with agents to cover smaller customers and plement v. 补充，补足Translation:直接销售人员可能需要更大的客户，但也可能需要代理来覆盖更小的客户和潜在客户。跨境电子商务英语Words & ExpressionsExpressions6.Care must be exercised when considering negative actions as these may fall foul of regulations and can contribute to a public backlash and a public relations disaster.fall foul of v. 与……冲突；与……相撞backlash n. (对社会变动等的)强烈抵制，集体反对Translation:在考虑消极行为时必须慎重，因为这些行为可能违反规定，并可能造成公众反弹和公共关系灾难。跨境电子商务英语Words & ExpressionsExpressions7.It operates in what is known as the three-tier system, meaning the winery is required by law to first sell its product to a wholesaler, who then sells to a retailer.Translation:它的运作方式被称为三级制，这意味着法律要求酒厂首先将其产品销售给批发商，然后再由批发商销售给零售商。WritingPart 3跨境电子商务英语Exercises:跨境电子商务英语Dear Mr. Jackson,Re: Prompting the paymentThis is about your account No.3602. We have given your a few reminders, but you still have not paid off the bill. We are wondering whether there is any special reason for the payment. Anyway , you are expected to make payments within the time stated in the contract.We would greatly appreciate your earnest attention to the payment.Yours truly,Z &M corporationSales managerQiang WangExercises:跨境电子商务英语Dear Mr. Wang,Postponing the paymentI am very sorry for the overdue balance on our account. I know that payment for our order is due this Tuesday. But something is wrong with our finance. We wonder whether you can grant us 3 weeks extension of payment We promise that you can receive the outstanding balance in time.Your understanding will be highly appreciated.Yours truly,DHA CorporationHart JacksonExercises:跨境电子商务英语Training:按下列要求撰写两封信函：（1）中国东莞某商人催促韩国某公司付款；（2）韩国某公司延迟付款的说明。SpeakingPart 4跨境电子商务英语Warming up跨境电子商务英语Task 1 Short conversationsComplete the short conversations according to the Chinese versions given to you. Then practice the conversations with your partner.1. A: Could you talk about your requirement of price B:_We’d like you to quote us your best CIF San Francisco price（希望你们报成本加保险、运费到旧金山的最低到岸价。）2.A:Could you give me your catalogue if I visit you tomorrow B:__________________________________________（当然可以，从目录和样品中你将看到各种不同的设计、颜色和大小的详细介绍。）Certainly. From the catalogue and samples you’ll get detailed information about different designs, colors and sizesWarming up跨境电子商务英语Task 1 Short conversationsComplete the short conversations according to the Chinese versions given to you. Then practice the conversations with your partner.1. A: Could you talk about your requirement of price B:_We’d like you to quote us your best CIF San Francisco price（希望你们报成本加保险、运费到旧金山的最低到岸价。）2.A:Could you give me your catalogue if I visit you tomorrow B:__________________________________________（当然可以，从目录和样品中你将看到各种不同的设计、颜色和大小的详细介绍。）Certainly. From the catalogue and samples you’ll get detailed information about different designs, colors and sizesSpeaking OutA:No doubt the quality of your silk blouses is first class, but the price is rather unacceptable.B: You know the cost of production has gone up dramaticaly and we have to adjust our price accordingly.But given its superior quality and a strong market, it still compares favorably with those you can get from other suppliers.A: I see your point but such a high price is really quite unexpected.Anyhow, can youbring it down a little because at such a price we can't sell anything 跨境电子商务英语Read the model dialogues. Pay attention to the highlighted sentences and then role-play it with your partner.Bargaining PricesSpeaking OutB: I’ve told you that we were alreadyin a tight comerand there wasn't any room for us to move.A:The highest bid we can give is US$15. 4. i.e., a 10% reduction in your original offer.Anything higher than this, we won't be able to sign the contract.B: You are driving it too close to our cost of production.Actually, our price is already narrowly calculated and it leaves us only a small profit margin.We could have offered a higher price, but we didn't do so because we don't want to hurt our cooperation and lose a valued customer like you.A:Then what do you say to reducing your price by 8% B: Well, it's still too low. The best I can do is 6%.This is our lowest price and I can’t go any further.跨境电子商务英语Speaking OutA: 6% sounds OK. Though it's still a bit high, I accept it because we don’t want to lose the high end of the market either.B:You really drive a hard bargain,Mr, Chen, Let's call it a deal.跨境电子商务英语Role-playAs a food export company, have a business bargain with a client from AustraliaGive a presentation in the front of class跨境电子商务英语

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