國際商務(wù)函電實(shí)務(wù)4-尋找潛在客戶推銷產(chǎn)品-PPT課件

1、單擊此處編輯母版標(biāo)題樣式單擊此處編輯母版副標(biāo)題樣式11國際商務(wù)函電實(shí)務(wù)International Business Correspondence PracticePart Two Business Correspondence Writing Practice第二部 商務(wù)函電寫作實(shí)務(wù)Page 2國際商務(wù)函電實(shí)務(wù)Project 2Page 3Searching for Potential Clients and Promoting Sales國際商務(wù)函電實(shí)務(wù)Lead In（導(dǎo)入）To reach the goal of the project, the following knowledge a

2、nd talents are required:A good awareness of the target market, such as major lines of the potential clients, their position and nature in the trade, and so on.A good awareness of yourselves, such as the market intention of your company, the advantages of your products to promote, the market, etc. So

3、me knowledge and talents of marketing and consumer psychology. Good English in expression and grammar.It is a salespersons job to promote the sales of his/her products. In doing so, a salesperson should do STP marketing first, i. e., segmenting market, targeting market and positioning market. After

4、that, he/she need search for prospective customers in the target market.Page 4Project 2 Searching for Potential Clients and Promoting SalesAims and Demands（學(xué)習(xí)目標(biāo)）To know and master the ways to search for prospective customers in the target market To know and master the skills to promote products in t

5、he marketPersonal qualitySkillsKnowledgeTo be able to find out potential customers in the target market on the InternetTo be able to write letters of sales promotion with AIDA (Attention, Interest, Desire and Action) principleTo train to learn thinking and finding out rules for reaching the goal of

6、the project; To train to learn how to communicate and cooperate with your companions or co-workers. Page 5Project 2 Searching for Potential Clients and Promoting SalesPage 6Difficulties and Focuses（難點(diǎn)和重點(diǎn)） To be able to find out potential customers in the target market on the Internet; To train to le

7、arn thinking and finding out rules for reaching the goal of the project To write the letters of sales promotion persuasively and efficiently with correct strategies To train to learn how to communicate and cooperate with your companions or co-workersProject 2 Searching for Potential Clients and Prom

8、oting SalesCase Study（案例學(xué)習(xí)）Page 7There are two cases or situations involving opening up target markets. One is to search for a prospective client in the target market on the Internet, the other one is to write a letter of sales promotion for the products. Project 2 Searching for Potential Clients an

9、d Promoting SalesCase 2.1 Searching for Prospective ClientsPage 8Situation:Linda Lin is a saleswoman in Chengdu Minda Company. She is searching on the web for prospective customers in North America in need of T-shirts. Please give her a hand. Project 2 Searching for Potential Clients and Promoting S

10、alesCase 2.1 Searching for Prospective ClientsPage 9In-class PresentationStudents in groups are required to present their PPT in class, showing what you have learned about searching for prospective clients.The following is a reference. You can compare it with your way and find out which is quicker i

11、n fulfilling the task.Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 10Step 1 Baidu or Google “yellow pages Canada”Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 11Step 2 Click “

12、Free Canada Business Directory Listings”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 12Step 2 Click “Free Canada Business Directory Listings”, then the webpage shows:Project 2 Searching for Potential Clients and

13、Promoting SalesCase 2.1 Searching for Prospective ClientsPage 13Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 14Step 3 Click “textiles” under the entry of “Indu

14、stry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 15Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching fo

15、r Prospective ClientsPage 16Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 17Step 4 Click “Athletic Knit”, then the webpage shows:Project 2 Searching for Potenti

16、al Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 18Step 4 Click “Athletic Knit”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting SalesCase 2.1 Searching for Prospective ClientsPage 19Step 4 Click “Athletic Knit”, then the webpage shows:Now y

17、ou have found the contact details of a potential client for Linda. Also, there are other ways to search for potential clients on the Internet. You can also try Alibaba or other websites or searching engines to quote directly. Project 2 Searching for Potential Clients and Promoting Salesc & DConsider

18、ation and Discussion（思考與討論） Project 2 Searching for Potential Clients and Promoting SalesPage 21Consideration and Discussion（思考與討論） 1 . How many ways are there for you to search for prospective customers in the target market on the Internet and how to do it?The following ways may be adopted to searc

19、h for potential customers:Business web sites Professional websites Trade directory Business yellow pages and the Websites of authorities Usually searching engines are used with different key words put in. e.g. We can put in the key words: ladies shoes buyer (or seller)+spain to search for potential

20、clients in Spain in the market for ladies shoes. And different words can be used for replacement, such as importer, exporter, supplier, producer, manufacturer, and so on.Project 2 Searching for Potential Clients and Promoting SalesPage 22Consideration and Discussion（思考與討論） 2 . How to find out a pote

21、ntial clients detailed address when you only know the name of the company?We may put the name of the company as well as its country in a searching engine and try to find out the companys website. Then we may discover the postal address and contact ways of the potential client.Project 2 Searching for

22、 Potential Clients and Promoting SalesCase Study（案例學(xué)習(xí)）Page 23Project 2 Searching for Potential Clients and Promoting SalesCase 2.2 A Letter of Sales PromotionPage 24Mr. Wang wants to promote in Britain a type of hand-woven carpet manufactured in China. Please draft a letter of promotion for him, con

23、sidering how to capture the readers attention at the first time and promote the goods successfully. Project 2 Searching for Potential Clients and Promoting SalesCase 2.2 A Letter of Sales PromotionPage 25In-class PresentationStudents in groups are required to present their PPT in class, showing what

24、 you have learned about searching for prospective clients.Project 2 Searching for Potential Clients and Promoting SalesCase 2.2 A Letter of Sales PromotionPage 26Project 2 Searching for Potential Clients and Promoting SalesCase 2.2 A Letter of Sales PromotionPage 27Project 2 Searching for Potential

25、Clients and Promoting Salesc & DConsideration and Discussion（思考與討論） Project 2 Searching for Potential Clients and Promoting SalesPage 29Consideration and Discussion（思考與討論） 1 . Think about the rules and strategies that a salesperson should follow up when writing a letter of sales promotion and discus

26、s them in class. When a salesperson writes a letter to promote sales of the goods, he / she should observe the AIDA Principle for Sales Promotion, which indicates the necessary steps in promotion with four key words. The principle or rule is stated as follows: To capture customers Attention To arous

27、e their Interest To create their purchase Desire To encourage their purchase ActionUsually the basic components describing the product to be promoted are involved as follows:Quality (material, craftsmanship)、Price、Design、Specification/color variety、Popularity in other marketsProject 2 Searching for

28、Potential Clients and Promoting SalesPage 30Consideration and Discussion（思考與討論） 2 . Compare your letter with this sample and summarize the components of such a letter. What are the rules for the format and layout of an international business letter and an envelope, and discuss them in class.Most int

29、ernational business letters, regardless of their purposes, are of the following 7 basic parts: Letterhead 信頭 Date line 日期 Inside address 信內(nèi)地址 Salutation 稱呼 Body of the letter 正文 Complimentary close 結(jié)束敬語 Signature 簽署Project 2 Searching for Potential Clients and Promoting SalesPage 31Consideration and

30、 Discussion（思考與討論） 2 . Compare your letter with this sample and summarize the components of such a letter. What are the rules for the format and layout of an international business letter and an envelope, and discuss them in class.When appropriate, any of the 7 optional parts below can be included:

31、Reference number or file number 參考號或檔案編號 Attention line 閱函人 Subject line 主題 Enclosures 附件 Reference notation 參考代碼 Carbon copy notation 抄送 Postscript 附言Project 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)） Task 2.1Find out a prospective customer in Canada for l

32、adies handbags produced in China.Page 32Project 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)）Task 2.1Repeat step 1-3 in Case 2.1, then Step 4 Click “Albarrier Canada Limited”, and the webpage shows:Page 33Reference Key to Project Practice TasksProject 2 Search

33、ing for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)） Task 2.2Find out a commodity on the Internet and try to write a letter to your customer you have found for promoting the products.Page 34Project 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)

34、目實(shí)踐工作任務(wù)）Task 2.2Page 35Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)）Task 2.2Page 36Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任

35、務(wù)）Task 2.2Page 37Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)） Task 2.3You are required to type a letter with the following given parts in proper form and to address an envelope for it for they should be set out i

36、n a business letter.Page 38Project 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)） Task 2.31、Sender: China National Light Industrial Products Import & Export Corporation, Shanghai Branch2、Date: March 23, 20193、Senders address: 1001 Huangpu Road, Shanghai, China4

37、、Sender e-mail: shanghaichinalig5、Sender fax number: 86-21-631796026、Senders telephone: 86-21-631770677、Senders web: chinalight8、Receivers name: Biddle, Sawyer & Co., Ltd.9、Salutation: Dear Sir,Page 39Project 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)）10、Att

38、ention line: Mr. H.A. Donna, Import Department11、Receivers address: 125 Fitzory Street, London SW8 25DY, England12、Subject line: 100% Cotton Bed Sheets13、Complimentary close: Yours faithfully,14、The body: We thank you for your letter of March 16 enquiring for the captioned goods. The enclosed bookle

39、t contains details of all our bed sheets and will enable you to make a suitable selection. We are looking forward to receiving your specific enquiry with keen interest.Page 40 Task 2.3Project 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)）Page 41Task 2.3Referenc

40、e Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)）Page 42Task 2.3Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting SalesProject Practice Tasks（項(xiàng)目實(shí)踐工作任務(wù)）Page 43Task 2.3Reference Key to Project Practice TasksProject 2 Searchin