《商務(wù)英語(yǔ)口語(yǔ)》課件 Unit 3 Business Introduction

安徽省高等學(xué)校省級(jí)規(guī)劃教材全國(guó)職業(yè)院校國(guó)際貿(mào)易專(zhuān)業(yè)“新形態(tài)”教材21世紀(jì)高職高專(zhuān)規(guī)劃教材國(guó)際經(jīng)濟(jì)與貿(mào)易系列SpokenEnglishforBusinessCommunication商務(wù)英語(yǔ)口語(yǔ)ContentsModuleOne:EstablishmentofBusinessRelationsModuleTwo:BusinessTravelModuleThree:BusinessReceptionModuleFour:TradeFairSpokenEnglishforBusinessCommunicationModuleFive:BusinessNegotiationModuleSix:Follow-upServiceModuleOne

EstablishmentofBusinessRelations

Unit1Company

Introduction

Unit2ProductIntroduction

Unit3BusinessIntroductionSpokenEnglishforBusinessCommunicationUnit4ConsultationandChattingUnit3

BusinessIntroductionSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Whatpreparationsshouldwedoifourclientspayavisittoourcompany?Forreference:First,confirmthetimeofvisitwiththecustomer.Notifyrelevantpersonnelordepartments.Second,trytofigureoutthepurposeofthecustomer’svisit.Third,preparemeeting-relatedmaterials.Fourth,prepareasmallgiftifnecessary.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Whatisthegoodwaytointroducethebusinessofacompanytotheclients?Forreference:Introducingacompanyshouldstartfromthefollowingaspects:(1)companyprofile:Thiscanincluderegistrationtime,registeredcapital,natureofcompany,technicalstrength,scale,numberofemployees,employeequality,etc.;(2)developmentstatus:achievementsandhonorarytitles,etc.;(3)corporateculture:thecompany’sgoal,philosophy,purpose,mission,visionandmessage,etc.;(4)mainproducts:performance,characteristics,innovationandadvancement;(5)salesperformance:salesvolume,localsalespoints,etc.;(6)after-salesservice:thecompany’scommitmenttoafter-salesservice.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication3.Whydosomepeoplesaythatshowroomisthe“face”ofacompany?Forreference:

First,mostclientswillseetheproductsintheshowroomforthefirsttimewhentheypayavisit.Sotheshowroomwillbedesignedtodisplaytheproductstoattractthecustomers.Second,theshowroomreflectsacompany’scultureandphilosophywhichleavesdeepimpressiononclients.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Hello,nicetomeetyou.I’mKate,thesalesmanagerofInternationalDepartmentofBlackDiamondMaterialScienceCo.,Ltd.WeareoneoftheleadingcarbonblackmanufacturersinChina.B:Hi,nicetomeetyoutoo.I’mTom,themarketingmanagerofABCChemicalCompany.I’minterestedinyourpigment.Yourcompanymusthavealong

historyinthisline.A:Yesindeed.Ourcompanyhasspecializedinpigmentcarbonblackforover20years.Westartedwithasmallfactoryinthelate1990s.B:Asmallfactory?Butfromyourwebsite,Icanseeyourcompanyhasreallydevelopedveryquickly.A:Youbet.Wehaveexpandedourfactorywithmorethan100experiencedworkers,2productionbases,andaheadquarterdealingwithdomesticandoverseasorders.B:SoyoualsoexportyourproductstoEurope?A:Yes,oursalesnetworkcoversmorethan70countriesallaroundthe

world,suchasUSA,Columbia,UK,France,India,SouthAfrica,Singapore,etc.B:Great,thenhowaboutyourcapacity?A:Wehave2productionbases.OneisinShanxiProvinceandtheotherisinAnhuiProvince.Eachcontains1gasline,1furnacelineand1highpurityproductionline,whichcanachieve20,000mtannualcapacity.Bytheway,mayIknowyourannualconsumption?B:Usuallywebuytwocontainersofpigmentcarbonblackeverytwomonthsforproducingwater-basedinks,solvent-basedinksandUVinks.Doyouhavecustomerslikeus?A:Yes,wedohaveseveralfamousinkscustomers,suchasSiegwerk,SunChemicalandTOYOINKaswellassomewell-knowncoatingsproducersyoumighthaveheard,AkzoNobel,PPG,Jotun,etc.B:Yes,Iknowthem.Theyareveryfamous.Icanseethatyoumustbeareliablesupplier.A:Thankyou.SpokenEnglishforBusinessCommunicationPPGIndustries

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2A:Tom,hereisourcompanybrochure.Youmayreaditandgetsomeideas.B:Thankyou.Isthisyourfactory?(Pointingtoapictureinthebrochure)A:Certainly.Therearethreeparts:theproductionarea,theprocessingareaandthedispatcharea?B:Howlargeisthefactory?A:Itcoversanareaof50,000squaremeters.B:ItismuchlargerthanIexpected.Howmanyemployeesdoyouhavenow?A:Morethan100.Thatisourofficeblock.Wehavealltheadministrativedepartmentsthere.Downthereistheresearch&developmentsection.B:HowmuchdoyouspendonR&Deveryyear?SpokenEnglishforBusinessCommunicationA:About5-6%ofthegrosssales.B:What’sthatbuildingoppositetotheofficeblock?A:That’sthewarehouse.Wekeepastockofthefaster-movingitemssothaturgentorderscanbemetquicklyfromstock.B:DoyouexportyourproductstoAustralia?A:Notyet.Wehavedonemarketresearchandfoundapotentialmarketthere.WeareendeavoringtoexpandourmarketshareinAustralia.B:Quitegood.

Thatindicatesapossibilityforyourcompanytostarta

newmarket.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3A:Hi,Jenica.Nicetoseeyouagain.MayIknowyourmainmarket?B:Hi,Mr.Andress.Nicetoseeyou.OurmainmarketisEurope.Oursales

inEurope

accountfor60%ofourtotalsales.

OthersalesmarketsareNorthAmerica,SoutheastAsia,etc.Soweareveryfamiliarwiththe

productsalestrendsintheEuropeanMarket.A:Great.Asyouknow,ourmarketisalsoEurope.Couldyourecommendsomepopularproductsforourmarket?B:Sure,it’smypleasure.Thisisthecatalogofourpopularproducts,pleasecheckit.A:OK.Whichproductsaresuitableforourmarket?B:Letmeintroducetoyou.Thisitemismediumsize,thestyleisnovelandthepriceissuitable.ItsellsverywellinEurope.SpokenEnglishforBusinessCommunicationA:Itlooksgood.Isthereanyotherstyleyoucanrecommendtous?Ourtrialorderrequiresaboutfiveitems.B:Sure.Doyouhaveanyrequirementsforsize?A:Twomediummodels,twosmallmodelsandonelargemodel,Ithink.B:OK.I’llsortoutaformforyouthatincludesseveralpopularproducts.Holdonaminute.(Afterawhile)B:Sorrytokeepyouwaiting.Thisistheformincludingrecommendedpopularproducts.Pleasecheckit.A:Iliketheseitems.Ithinkitwillsuitourmarket.

Thanks,Jenica.B:Mypleasure.I’mgladyouchoosetheseitems.Ibelievetheywillsellwell.1.capacity:生產(chǎn)力，生產(chǎn)量2.UV：ultraviolet，紫外線3.Siegwerk：盛威科國(guó)際集團(tuán)，全球第三大專(zhuān)業(yè)油墨供應(yīng)商，始建于1830

年，總部位于德國(guó)錫格堡，其分支機(jī)構(gòu)遍及全球36個(gè)國(guó)家和

地區(qū)，是歐洲歷史最悠久的家族企業(yè)之一。4.SunChemical:太陽(yáng)化學(xué)有限公司，是太陽(yáng)化學(xué)集團(tuán)的子公司，總部位

于美國(guó)新澤西州帕瑟伯尼。5.TOYOINK:東洋油墨株式會(huì)社,主要產(chǎn)品涵蓋印刷油墨、印藝關(guān)聯(lián)器

材、高分子材料等，在世界上處于領(lǐng)先地位。6.AkzoNobel：阿克蘇諾貝爾公司，跨國(guó)化工和醫(yī)藥集團(tuán)，總部位于荷蘭，

主要提供涂料、醫(yī)藥保健產(chǎn)品和化學(xué)品。Notes:7.PPG：PPG工業(yè)公司，全球性制造企業(yè)，成立于1883年，總

部位于美國(guó)匹茲堡。8. Jotun:佐敦國(guó)際涂料集團(tuán)公司,成立于1926年，總部位于挪威。9. dispatch:派遣，調(diào)度10.R&D:research&development,研發(fā)11.grosssales：銷(xiāo)售總額12.faster-movingitems：流動(dòng)快的貨物13.endeavor：努力，試圖Notes:1.Yourcompanymusthavealonghistoryinthisline.您公司在這一行一定有悠久的歷史。Yourcompanymusthavealonghistoryinthisfield.您公司在這一行一定有悠久的歷史。Wearealargedealerwithmanyyears’experienceinthisline.我們是一個(gè)大公司，在這一行已經(jīng)做了很多年了。UsefulExpressions:2. Youbet.當(dāng)然了。Sure.當(dāng)然了。Ofcourse.當(dāng)然了。UsefulExpressions:3.Oursalesnetworkcoversmorethan70countriesallaroundtheworld.

我們的銷(xiāo)售網(wǎng)絡(luò)覆蓋全球70多個(gè)國(guó)家。Oursalesnetworkextendstomorethan70countriesallaroundtheworld.

我們的銷(xiāo)售網(wǎng)絡(luò)覆蓋全球70多個(gè)國(guó)家。Oursalesnetworkspreadstomorethan70countriesallaroundtheworld.

我們的銷(xiāo)售網(wǎng)絡(luò)覆蓋全球70多個(gè)國(guó)家。UsefulExpressions:4.Howaboutyourcapacity?

貴公司生產(chǎn)量如何？Howaboutthecompany’sproductioncapacity?

貴公司生產(chǎn)量如何？Howaboutyourproductionvolume?

貴公司生產(chǎn)量如何？UsefulExpressions:5.Itcoversanareaof50,000squaremeters.

它占地面積50,000平方米。Ittakesupanareaof50,000squaremeters.

它占地面積50,000平方米。Itoccupiesanareaof50,000squaremeters.

它占地面積50,000平方米。UsefulExpressions:6.WeareendeavoringtoexpandourmarketshareinAustralia.

我們正在努力擴(kuò)大在澳大利亞的市場(chǎng)份額。

WearetryingtoexpandourmarketshareinAustralia.

我們正在努力拓展在澳大利亞的市場(chǎng)份額。WemanagetoexpandourmarketshareinAustralia.我們正在設(shè)法擴(kuò)大在澳大利亞的市場(chǎng)份額。UsefulExpressions:7.Thatindicatesapossibilityforyourcompanytostartanewmarket.

那表明貴公司有可能開(kāi)拓新市場(chǎng)。

Itispossibleforyourcompanytostartanewmarket.

貴公司可能要開(kāi)拓新市場(chǎng)。

Yourcompanyhasthepotentialtoexpandintonewmarkets.

貴公司有開(kāi)拓新市場(chǎng)的潛力。UsefulExpressions:8.OursalesinEuropeaccountfor60%ofourtotalsales.

我們?cè)跉W洲的銷(xiāo)售額占我們總銷(xiāo)售額的60％。OursalesinEuropeoccupy60%ofourtotalsales.

我們?cè)跉W洲的銷(xiāo)售額占我們總銷(xiāo)售額的60％。OursalesinEuropetakeup60%ofourtotalsales.

我們?cè)跉W洲的銷(xiāo)售額占我們總銷(xiāo)售額的60％。UsefulExpressions:9.SoweareveryfamiliarwiththeproductsalestrendsintheEuropeanMarket.

因此，我們對(duì)歐洲市場(chǎng)的產(chǎn)品銷(xiāo)售趨勢(shì)非常熟悉。SoweknowbetterabouttheproductsalestrendsintheEuropeanMarket.

因此，我們對(duì)歐洲市場(chǎng)的產(chǎn)品銷(xiāo)售趨勢(shì)更加熟悉。SoweareclearabouttheproductsalestrendsintheEuropeanMarket.

因此，我們對(duì)歐洲市場(chǎng)的產(chǎn)品銷(xiāo)售趨勢(shì)非常了解。UsefulExpressions:ItsellsverywellinEurope.它在歐洲賣(mài)得很好。Itisthebest-sellerinEurope.

它是歐洲的暢銷(xiāo)品。ItisverypopularinEurope.

它在歐洲很受歡迎。UsefulExpressions:11.Ithinkitwillsuitourmarket.

我認(rèn)為它將適合我們的市場(chǎng)。Ithinkitwillbesuitableforourmarket.

我認(rèn)為它將適合我們的市場(chǎng)。Ithinkitwillfitourmarket.

我認(rèn)為它將適合我們的市場(chǎng)。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Wespecializeinthemanufacturingandsalesofplasticproducts.我們專(zhuān)營(yíng)塑料產(chǎn)品的生產(chǎn)和銷(xiāo)售。2.ItisamultinationalcorporationwithitsheadquartersinNewYork.

這是一家跨國(guó)公司，總部位于紐約。3.Weintendtoopen10officesintheAsian-PacificRegionthisyear.我們打算今年在亞太地區(qū)開(kāi)設(shè)10個(gè)辦事處。4.WehavesetupbranchesinBeijingandGuangzhou,providingprofessionalservices.我們?cè)诒本┖蛷V州設(shè)有分部，提供專(zhuān)業(yè)服務(wù)。5.Theoutputofthisproductlastquarterwas45,000sets.該產(chǎn)品上一季度的產(chǎn)量為45,000套。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.這一行業(yè)屬于我們的業(yè)務(wù)范圍。Thisindustrybelongstoourbusiness.7.該公司主要從事電子產(chǎn)品的銷(xiāo)售。Thecompanyismainlyengagedinthesalesofelectronicproducts.8.開(kāi)拓美國(guó)市場(chǎng)是我公司的下一個(gè)目標(biāo)。ExpandingtheUSmarketshareisourcompany’snexttarget.9.該酒店打算通過(guò)改善酒店設(shè)施來(lái)吸引顧客。Thehotelintendstoattractcustomersbyimprovinghotelfacilities.10.我們想知道在非洲推銷(xiāo)這種產(chǎn)品的可能性。WewouldliketoknowthepossibilityofmarketingthisproductinAfrica.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayZhangLiangisabusinessmanfromJinshengInternationalTradingCo.,Ltd.,acompanywhichdealsinmugsexports.HeisnowinChinaImportandExportFair.BonnieisabuyerfromtheUnitedStates.SheisnowcomingtoZhangLiang’sexhibitioncounter.Theyhaveagreatchatoverbusiness:businessscope,marketshare,annualoutputetc.SpeakingPracticeSpokenEnglishforBusinessCommunicationTask3:FreeTalk：TopicforMoralEducation：reliabilityForreference:Yes,Ido.Icanalwaysdependonher.Ifshetellsmeshewillmeetmesomewhereatacertaintime,Icanbesurethatshewillbethere.IfIneedhelp,shewilldoherbesttohelpme.IfIamintrouble,shewillnotrunawayfromme.1. Doyouhaveareliablefriend?Whydoyouthinkheorsheisreliable?SpeakingPracticeSpokenEnglishforBusinessCommunication2. Whyshouldreliabilitybetakenintoconsiderationwhenpeoplemakefriends?Task3:FreeTalk：TopicforMoralEducation：reliabilityForreference:Whenpeoplemakefriends,reliabilityshouldbeconsidered.Becausetruefriendscanunderstandyou.Whenyouareintrouble,theyarewillingtogiveyousincerecareandhelp.Youtrustthemanddependonthem.Justlikethefamoussayingsays,afriendinneedisafriendindeed.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:SWOTAnalysisYou’veeverlistenedtoWarrenBuffetttalkaboutinvesting.You’veheardhimmentiontheideaofacompany’smoat.Themoatisasimplewayofdescribingacompany’scompetitiveadvantage.Astrongcompetitiveadvantage,orawidemoat,givesacompanysustainability,which,asinvestors,we’rehighlyinterestedin.ApopulartoolforevaluatingcompetitiveadvantageiscalledSWOTanalysis.SWOTanalysisshouldbedoneoneverycompanywe’rethinkingofmakinganinvestmentin.SWOTstandsfor:Strengths,Weaknesses,Opportunities,Threats.Analyzingthesefourfactorswillhelpyoumakebetterinvestmentdecisions.AgoodSWOTanalysistakeseffort,butthemoreyouputintoSWOTanalysis,thebetteryouwillunderstandthecompany.Let’slookateachfactorinturn.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingStrengthsFirst,welookatthecompany’sstrengths.Whatdoesthecompanydowell?Whatmakesitbetterthanothers?Whatdoesthecompanyhaveordo,thatsetsitapartfromitscompetition?Theseareimportantquestions,andshouldincludeaspectsofthecompanythatmakeyouconsideritforinvestmentinthefirstplace.Lookatbranding,image,pricingpower,size,marketshare,financialposition(balancesheetstrength),etc.WeaknessesNowthatyou’vedeterminedhowwonderfulthecompanyis,it’stimetolookfortheweaknesses.Thesamequestionsshouldbeaskedwhenlookingforweaknesses.Whatdoesthecompanydopoorly,ornotsowell?Whatareothercompaniesdoingbetter?Whatiskeepingthecompanyfromgreatersuccess?Ifyouperceiveaweakness,listit.Theweaknessyoufailtolisttodaycouldbewhyyourinvestmentturnsoutpoorlynextyear.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingOpportunitiesWeshiftourfocustoexternalfactorswhenwelookatopportunities.Herewetrytoidentifyareasofbusinesswethinkthecompanyislookingtoenter,orshouldbelookingtoenter.Wealsolookforopportunitiestogainmarketsharefromcompetitors,orgrowthecompany’smarkettonewcustomers.Buttherearemorethanjustexternalopportunities.Thereareopportunitieswithinacompanythatshouldbeconsidered.ThreatsFinally,weneedtoconsiderthreatstothecompany.Again,threatscanbeinternalaswellasexternal.Infact,I’vefoundthatinternalthreatsusuallycomefirst,whichopensthedoortoexternalthreats.Therefore,it’simportanttodoagoodthreatanalysis.FocusontheweaknessesandthethreatswhendoingSWOT,becauseopportunitiesdon’talwaysshowup,butsomehowrisksalwaysdo.SWOTAnalysis1.WhoisWarrenBuffett?SearchinformationfromtheInternet.

WarrenBuffettisoneofthemostsuccessfulinvestorsintheworld.HewasbornonAugust30,1930,inOmaha,NebraskaofUSA.Attheageof11,heboughthisfirststock.2.WhatdoesSWOTstandfor?

SWOTstandsforStrengths,Weaknesses,Opportunities,Threats.Answerthefollowingquestionsorallyaccordingtothepassage.3.WhyshouldpeopleneedtoanalyzeSWOTwhentheyinvest?

BecauseSWOTanalysismayevaluatethecompetitiveadvantagesofacompanyandhelpyoumakebetterinvestmentdecisions.4.Canyoulistsomequestionsconcerningweaknesses?

Whatdoesthecompanydopoorly,ornotsowell?Whatareothercompaniesdoingbetter?Whatiskeepingthecompanyfromgreatersuccess?Answerthefollowingquestionsorallyaccordingtothepassage.5.Whatareexternalopportunities?

Opportunitiestogainmarketsharefromcompetitors,orgrowthecompany’smarkettonewcustomers.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2Inbusiness,there’saspeeddifference.It’sthedifferencebetweenhowimportanta-firm’s-leaders-sayspeedistotheircompetitivestrategyandhowfastthecompanyactuallymoves.Thedifferenceisimportantregardlessofindustryandcompanysize.Companiesfearfuloflosingtheircompetitiveadvantagespendmuchtimeandmoneylookingforwaystopickupthespeed.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingInourstudyof343businesses,thecompaniesthatchosetogo,go,gototrytogainanedgeendedwithlowersalesandoperatingincomesthanthosethatpausedatkeymomentstomakesuretheywereontherighttrack.What’smore,thefirmsthat“sloweddowntospeedup”improvedtheirtopandbottomlines,averaging40%highersalesand52%higheroperatingincomesoverathree-yearsperiod.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingHowdidtheydisobeythelawsofbusinessphysics,takingmoretimethancompetitorsyetperformingbetter?Theythoughtdifferentlyaboutwhat“slower”and“faster”mean.Firmssometimesfailtounderstandthedifferencebetweenoperationspeed(movingquickly)andstrategicspeed(reducingthetimeittakestodelivervalue).Simplyincreasingthespeedofproduction,forexample,maybeonewaytotrytoreducethespeeddifference.Butthatoftenleadstoreducedvalueovertime,intheformoflower-qualityproductsandservices.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingInourstudy,highperformingcompanieswithstrategicspeedalwaysmadechangeswhennecessary.Theybecamemoreopentoideaanddiscussion.Theyencouragednewwaysofthinking.Andtheyallowedtimetolookandlearn.Bycontrast,performancesufferedatfirmsthatmovedfastallalong,andhadlittletimethinkingaboutchanges.Strategicspeedservesasakindofleadership.Teamsthatregularlytaketimetogetthingsright,ratherthanploughaheadfullbore,aremoresuccessfulinmeetingtheirbusinessgoals.Thatkindofstrategymustcomefromthetop.1.Whatdoestheunderlinedpart“gainanedge”inParagraph2mean?Itmeans“getanadvantage”.2.Whatdoestheunderlinedpart“thelawsofbusinessphysics”inParagraph3mean?Itmeans“takinglesstimeandperformingbetter”.3.Canyoumakeasuitabletitleforthispassage?Needspeed?Slowdown.Or:Faster?Slower.Answerthefollowingquestionsorallyaccordingtothepassage.4.Areleadersimportantinacompany?Why?Yes,leadersareimportant.Becausetheleadersalwaysmakedecisionsinacompanywhichmayinfluencethecompany’sfuture.5.Whatcanwelearnfromthepassage?

Firmsguidedbystrategicspeedtaketimetomakenecessarychanges.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:TradePartners貿(mào)易伙伴seller賣(mài)方，供貨商buyer買(mǎi)主，買(mǎi)方supplier供貨商advertiser廣告商dealer經(jīng)銷(xiāo)商retailer,tradesman零售商Wholesaler批發(fā)商merchant商人，批發(fā)商consumer消費(fèi)者，用戶client/customer顧客，客戶producer生產(chǎn)商manufacturer制造商，制造廠middleman中間商，經(jīng)紀(jì)人agent代理商consignor發(fā)貨人consignee收貨人importer進(jìn)口商exporter出口商pot