新職業(yè)英語_經(jīng)貿(mào)英語教案_Unit1

1、Unit 1Business Relations本單元結(jié)合國際經(jīng)貿(mào)業(yè)務(wù)中的典型工作流程、工作場景，概述經(jīng)貿(mào)行業(yè)中的第一個工作環(huán)節(jié)“建立業(yè)務(wù)關(guān)系”：l 建立業(yè)務(wù)關(guān)系：通過整體介紹首先明確建立業(yè)務(wù)關(guān)系的重要性、常用方法以及一些注意事項，并結(jié)合具體實(shí)力初步掌握業(yè)務(wù)關(guān)系的方法，如寫商務(wù)信件(Reading A);l 客戶接待：在具體的場景下包括打電話和直接會面，公司相關(guān)人員約見、接待客戶，向客戶介紹自己的公司及產(chǎn)品，并就合作意向和事宜進(jìn)行初步接洽(Listening & Speaking);l 客戶背景：通過多種途徑了解客戶的背景信息，對可能進(jìn)行合作的客戶及其產(chǎn)品有比較清楚準(zhǔn)確的了解(Reading

2、B);l 確立業(yè)務(wù)關(guān)系：客戶與公司通過比較正式的形式書面方式，溝通和確立業(yè)務(wù)關(guān)系(Writing).Unit ObjectivesAfter studying this unit, you are able to:l Understand how to establish business relationsl Receive a clientl Answer phone calls from potential customersl Write and answer emails for establishing business relations1. Warming-up Task 1

3、The following logos represent some of the most famous multinational companies in the world. Which ones are you familiar with? Please choose and talk about the companies and their products or services briefly. PhliopsRoyal Philips Electronics of the Netherlands focuses on improving peoples lives thro

4、ugh timely innovations. As a world leader in healthcare, lifestyle and lighting. Philips integrates technologies and design into people-centric solutions, providing a great variety of products such as juicer, coffee maker, patient monitor, etc.NokiaNokia Corporation is a Finnish multinational commun

5、ications corporation engaged in the manufacturing of mobile devices and in converging Internet and communications industries. It is the worlds largest manufacturer of mobile telephone.Wal-MartWal-Mart Stores, Inc. is an American public corporation that runs a chain of large, discount department stor

6、es. It is the worlds largest public corporation by revenue, according to the 2008 Fortune Global 500. The company was founded by Sam Walton in 1962, incorporated on October 31, 1969, and listed on the New York Stock Exchange in 1972.LenovoLenovo Group Limited in the worlds fourth largest personal co

7、mputer manufacturer, after Hewlett-Packard and Dell of the US and Acer of Chinas Taiwan. Lenovo produces desktops, laptops, servers, hand-held computers, imaging equipment, and mobile phone handsets. Its executive headquarters are located in Beijing, China, and in Morrisville, North Carolina, the US

8、.DunhillAlfred Dunhill, Ltd. Is a British-based company, specializing in mens luxury leather goods, writing implements, lighters, timepieces, fragrances and clothing.ToyotaToyota Motor Corporation is a multinational corporation headquartered in Japan, and the worlds largest automaker. In addition to

9、 manufacturing automobiles, Toyota provides financial services and also builds robots.Task 2 Receptions are normally considered the first business card of a company. Among the following qualities, what would make a qualified receptionist? Arrange your choices in order from the most important to the

10、least and explain why.n Standard Mandarin(普通話) n Cordial and Friendly Attitude n Attractive Appearance n Good Management Skilln Great Familiarity with Productsn Considerable Flexibility 2. Reading A Background Information In modern international trade, it is primary and necessary for a company to se

11、ek prospective clients and to establish business relations with them so as to start and develop its business. In doing this, the seller and the buyer often choose writing letters, sending emails, making phone calls, or simply meeting each other, among which, writing letters or emails is most frequen

12、tly used. A good letter for establishing business relations should comply with the following principles: completethe letter should include necessary information; consideratethe letter should be composed with due consideration of the receivers need or expectation; courteousthe tone of the letter shou

13、ld be courteous and polite; clearthe writers ideas should be expressed clearly in the letter, avoiding possibly misleading words or expressions; concisethe letter should be concise and direct; correctthe information, grammar, andpunctuations, etc. in the letter should be correct.Task 1 Before readin

14、g the passage, see how much you know about establishing business relations by answering the following questions. 1. Why do companies need to establish business relations?Because establishing business relations is the very first step of doing business with clients, especially when your company is new

15、ly established, or the client is new, or your company is entering a new market.2. What are the methods generally adopted to establish business relations?Meeting in person, making phone calls, writing business letters, sending emails, etc3. What kind of business letter contributes to successful estab

16、lishment of business relations?A successful business letter should be polite, cordial, friendly, with your intention clearly stated, and include necessary information such as the introduction to your company and products.Text Establish Business Relations Establishing business relations is usually th

17、e first step for a company to do business, and it is very important either for a new firm or an old one. For the former, it helps start business and secure its position on the market; for the latter, it enables the old firm to expand business and increase the turnover.建立業(yè)務(wù)關(guān)系通常是公司開展業(yè)務(wù)的第一步，無論對于新公司還是老公

18、司都非常重要。對于前者，建立業(yè)務(wù)關(guān)系有助于開展業(yè)務(wù)和確保其市場地位；對于后者，建立業(yè)務(wù)關(guān)系則能夠使其擴(kuò)大業(yè)務(wù)量、增加營業(yè)額。 In international business, there are some channels for a business to obtain information about potential customers, such as advertisements in the media, market survey, its business connections, chambers of commerce, trade fairs and exhibi

19、tions held both at home and abroad, or mutual visits by trade delegations and groups, etc. The generally enormous geographic distance between the buyer and the seller makes it hard for them to meet, so writing to a potential or prospective client for the establishment of business relations is a comm

20、on practice. The following information is usually included in this kind of letter: 在國際貿(mào)易中，一個公司可以通過某些渠道獲得關(guān)于潛在客戶的信息，如媒體廣告、市場調(diào)查、業(yè)務(wù)關(guān)聯(lián)、商會、國內(nèi)外貿(mào)易交易展覽會或貿(mào)易代表團(tuán)的互訪等。國際貿(mào)易的買方與賣方之間通常存在巨大的地理距離，這使買賣雙方很難會面，所以通常的做法是寫信給潛在的或可能成為客戶的伙伴來建立業(yè)務(wù)關(guān)系。此類信件通常包括以下信息：1. The source of information (where you learn about the company);2

21、. The reference to the companys position and reputation on the market;3. Brief introduction to your own company (the business scope of your company, your position on the market, your products or services, etc.);4. Your intention of writing the letter (in what way you want to start business with them

22、: to buy their products, to sell your own products or to invest in their company, etc.);5. Your expectation of cooperation and early reply.The following is a sample letter for your reference.1信息來源（在何處獲知對方公司）；2提及對方公司在市場的地位和聲望；3簡略介紹己方公司（公司的業(yè)務(wù)范圍、市場地位、產(chǎn)品或服務(wù)等）；4寫該信的目的（期望以何種方式與對方開展業(yè)務(wù)：購買對方產(chǎn)品、銷售己方產(chǎn)品或投資對方公司等

23、）；5表示期待合作和及早得到答復(fù)。 下面是一封信件樣本供您參考。Dear Mr. Scott, We learned about your company from your business associate, Jack Lewis, at the Guangzhou Trade Fair last week. Your company certainly has been in fashion business for years and is famous around the world. Mr. Lewis suggested that I contact you regardin

24、g the services and products of my agency, the China Textile Product Corporation. So I am now writing to you, hoping that you might be interested in our high-quality fabric and other related products. As you may know, China is one of the main suppliers of cotton and silk products. My agency is respon

25、sible for the export and import of Chinese textile products. Our great productivity, best-quality products and the responsible work of my agency make us the best and the most reliable client. Enclosed in this letter is our latest catalog, which will give you a general idea of our company and our pro

26、ducts. Should you be further interested, please contact us at any time. We are expecting your reply. Thank you very much.Yours sincerely,Yang FangGeneral ManagerChina Textile Product Corporation 親愛的司考特先生： 在上星期舉行的廣交會上，我們從貴公司的業(yè)務(wù)伙伴杰克路易斯處了解了貴公司。貴公司已在時裝行業(yè)從業(yè)數(shù)年，在國際上享有盛名。關(guān)于我公司（中國紡織品公司）的服務(wù)和產(chǎn)品，路易斯先生建議我與您直接聯(lián)系。

27、因此我冒昧地寫信給您，希望您會對我們優(yōu)質(zhì)的布料和其他相關(guān)產(chǎn)品有興趣。 正如您可能了解的，中國是棉質(zhì)和絲質(zhì)產(chǎn)品的主要供貨地之一。我公司負(fù)責(zé)中國紡織產(chǎn)品的進(jìn)出口業(yè)務(wù)，我們強(qiáng)大的生產(chǎn)力、優(yōu)質(zhì)的產(chǎn)品以及認(rèn)真負(fù)責(zé)的態(tài)度使我們成為最佳、最可靠的客戶。隨信寄去我們最新的產(chǎn)品目錄，以便您大概了解我公司和我們的產(chǎn)品。如果您有興趣，請隨時聯(lián)系我們。 期待您的回復(fù)。非常感謝。敬上方 洋中國紡織品公司總經(jīng)理 (做某事物的)機(jī)會，余地opportunity to do or achieve sth scope (for sth/to do sth)a job with (a lot of ) scope for sle

28、f-fulfilment a house with some scope of improvement range of matters being deal with, studied etc. (處理、研究事物的)范圍 This subject is outside the scope of our inquiry.對于（某人/事）；關(guān)于；至于 She said nothing regarding your request.Task 2 Read the passage. Choose from the following word and expressions and fill in

29、the appropriate box.expanding business advertisements in the media exhibitions trade fairs business connections starting businesswriting letters increasing the turnover chambers of commerce The functions of establishing business relations:expanding business; starting business; increasing the turnove

30、r Sources for getting information about potential dealers:exhibitions; business connections; chambers of commerce; advertisements in the media; trade fairs Task 3 Read the passage again and tick off the facts mentioned in the sample letter. 1. Location 2. Brief introduction to the company 3. The int

31、ention of writing the letter 4. The history of the company 5. Competition on the market 6. Expectation of cooperation and early reply 7. Payment for sales 8. Plan for development 9. The source of information 10. Previous customers satisfactionTask 4 The reading passage has shown clearly how to write

32、 a letter aiming at establishing business relationships. Besides the important points given in the passage, do you think there are still more useful techniques? Please talk about them in class.3. Listening Task 1Listen to the conversation and fill in the blank with what you hear. Ben: This is Ben Bl

33、are. Im working with the United Produce Corporation, and Im calling to see if there would be opportunities for our business cooperation , and I dont know whom I should talk to. Ben: Sure. Our company handles the export of animal by-products. We have been in the business for years and have good reput

34、ation on the market. Sara: I see. If you agree, I shall arrange an appointment for you with Alan Wood, the assistant to the manager. He is responsible for this kind of business.Sara: He will be here tomorrow morning. Does the time suit you ?Script Sara: Good morning. Fortune Export & Import. What ca

35、n I do for you?Ben: This is Ben Blare. Im working with the United Produce Corporation, and Im calling to see if there would be opportunities for our business cooperation, and I dont know whom I should talk to.Sara: Hmm. Could you further introduce your company?Ben: Sure. Our company handles the expo

36、rt of animal by-products. We have been in the business for years and have good reputation on the market.Sara: I see. If you agree, I shall arrange an appointment for you with Alan Wood, the assistant to the manager. He is responsible for this kind of business.Ben: That would be perfect. When can I c

37、ome over to see him?Sara: He will be here tomorrow morning. Does the time suit you?Ben: Sure! I will come at ten oclock tomorrow morning. Thank you very much.Sara: My pleasure. Bye.Task 2Listen to the conversation and match the people with the correct information. John FosterGrace Kingl assistant to

38、 the managerl from the Network Departmentl consider after-sales technical service is ofl great importance to the companyl visit to see if there is possibility to enter into business relationships with the companyl sales representative from Smart Softwarel CorporationScript John Foster: How do you do

39、? Im John Foster from Smart Software Corporation.Grace King: Nice to meet you, Mr. Foster. Im Grace King from the Network Department, and I am the assistant to the manager. Here is my card.John Foster: Nice to meet you, Ms. King. The reason I came here is to see if there is possibility that we enter

40、 into business relationships with your company.Grace King: I see. Do you also provide after-sales technical service? Thats the part we are mostly concerned.John Foster: Up to now the focus of our business is to develop and sell computer software. The after-sales technical service is our next plan.Gr

41、ace King: What a pity! We attach great importance to that part. Im expecting the development of your after-sales technical service and looking forward to our cooperation then.John Foster: Thats also our expectation. Thank you for meeting me, Ms. King.Grace King: You are welcome.Task 3Jerry Smith is

42、visiting Lara of Peterson Brothers Co. Listen to the conversation and decide whether the following statements are true (T) or false (F). 1. Jerry and Laura have met before. 2. Laura is the assistant to the general manager. 3. Laura is impressed by the variety of products of Tiger Textile Company. 4.

43、 Jerry has great confidence in the products of his company. 5. According to Jerry, the best design team, leading techniques and advanced management make Tiger Textile Company very successful. 6. Laura makes the decision to start business with Jerrys company.Script Jerry: Good morning. Im Jerry Smith

44、 from Tiger Textile Company.Laura: Welcome, Mr. Smith. Im Laura, assistant to the general manager. We have talked over the phone.Jerry: Sure. Today I bring with me brochures and catalogs of our products. I hope they willhelp you better understand our company and products.Laura: Thank you. That would

45、 be very helpful. Wow! Wonderful! I like the design of your silk products. The patterns and the colors are really impressive!Jerry: We have the best design team, and our techniques are leading the field.Laura: Thats terrific. What about the quality of your products?Jerry: You can be entirely assured

46、 of that. We have been in the business for over 50 years.High quality is one of the most important factors that have secured our leading position on the market.Laura: It seems that everything is perfect. Id like you to meet with our general manager and talk about the details of cooperation.Jerry: Th

47、at would be the best arrangement. Thank you so much.Laura: You are welcome.Task 4Sun Yan is receiving John Jeffery from Swift Automobile, talking about the details of cooperation. Listen to the conversation and fill in the blanks with what you hear. 1. Sun Yan is from the sales Department.2. Sun Yan

48、 learns about Mr. Jefferys company from the report by her assistant and clerks .3. Sun Yan asks for favorable conditions for establishing business relations such as payment and delivery, their after-sales service.Script Mr. Jeffery: Nice to meet you, Ms. Sun. Im John Jeffery from Swift Automobile.Su

49、n Yan: Welcome to our company. Im Sun Yan, manager of the sales department. I have read the report by my assistant and clerks and learned a lot about you and your company.They speak highly of your products as well as your company.Mr. Jeffery: Thank you for saying so. In fact, if you decide to establ

50、ish business relations with us, you will never be disappointed.Sun Yan: I hope so. And will you provide favorable conditions such as considerable discount if we establish a business relationship?Mr. Jeffery: Thats for sure. We always give the best discount to our old clients. And we also have other

51、favorable conditions to our loyal customers regarding payment and delivery. And our after-sales service is also very attractive.Sun Yan: Good. I can foresee the bright future of our cooperation.Mr. Jeffery: Me too.Task 5Martin Blade is paying a visit to Sam Browns company. Listen to the conversation

52、 and answer the following questions. 1. Whats the main products of the company Martin Blade works with?Toys2. What is the purpose of Martin Blades visit?His purpose of visit is to negotiate business. 3. What will Martin Blade study a bit further?Some items hed like to order. 4. When will they probab

53、ly make the deal?The next morning. Script Martin Blade: Hello. Allow me to introduce myself. My name is Martin Blade. Im a representative of New Star Co. which produces toys.Sam Brown: Nice to meet you.Martin Blade: Nice to meet you, too. My company has assigned me to negotiate business with you. He

54、res my card.Sam Brown: Thanks. Would you like to have a look at our showroom now, Mr. Blade?Martin Blade: Id love to.Sam Brown: This way, please.Martin Blade: Your products are of such a great variety. It would take hours if I really look at everything.Sam Brown: You may be especially interested in

55、some of the items.Martin Blade: I think Ive already seen some items wed like to order. But Id still like to study them a bit further.Sam Brown: OK. By the way, we have also prepared these brochures for your reference. When do you think we can work out a deal?Martin Blade: Ill probably be able to let

56、 you know tomorrow.Sam Brown: All right. Ill be expecting you tomorrow morning.4. Speaking Task 1Work in pairs. Practice making short phone calls with the words provided according to the example below. Task 2Work in pairs. Speedy Shoe Factory produces high-quality sports shoes and enjoys great popul

57、arity. Suppose the sales representative of Speedy is receiving a new client from abroad who hopes to enter into business relations with Speedy. Practice making a conversation some useful expressions are provided in the box for your reference. Task 3Work in pairs. Vice President of Green Electrical Appli