商务英语4 Unit 3.building relationship

Unit3BuildingrelationshipWarmerrelationshipfamily,colleagues,boss,friends,clubstheindividualbelongsto,Business-to-businessrelationshipPartner:supplier,distributorE-marketplaceontheinternetWarmerRelationshipnetworksStakeholdertheoryholdsthatsocietyismadeupofawebofrelationships,andthateachmemberofthisarrangementhaditsstakeofinterestsandofresponsibilities.Inacompany,theinterestedpartiesareits:Owners(shareholders)managersemployeessuppliersdistributorscustomersWarmerHowcompanieskeepcustomersItisveryimportanttofindoutwhatthecustomerthinksoftheserviceorproductthatthecompanyoffer.Youcanfindoutwhatcustomersthinkthrough:facetofaceinterviewsoronthetelephone,orwrittenquestionnairesknoweachotherwelltalktoeachotherregularlyvisitthemfrequentlysmallgiftonspecialoccasions(birthday,woman'sday)UnderstandquotationArelationshipislikeashark,youknow.Ithastoconstantlymoveforwardoritdies.--WoodyAllen,Americanfilm-makersandactorShark:鲨鱼密度比水稍大，也就是说，如果它们不积极游动，就会沉到海底。它们游得很快，在水中，大白鲨可以以43千米的时速穿梭，但它们只能在短时间内保持高速。WarmerWoodyAllen(bornAllanStewartKonigsberg;December1,1935)isanAmericanscreenwriter,director,actor,comedian,jazzmusician,authorandplaywright.Allen’sdistinctivefilms,whichrunthegamutfromdramastoscrewballsexcomedies,havemadehimanotableAmericandirector.Heisalsodistinguishedbyhisrapidrateofproductionandhisverylargebodyofwork.[1]Allenwritesanddirectshismoviesandhasalsoactedinthemajorityofthem.Forinspiration,Allendrawsheavilyonliterature,sexuality,philosophy,psychology,Jewishidentity,andthehistoryofcinema,amongawealthofotherfieldsofinterest.WarmerVocabulary:describingrelationsPositivemeaningBuilduprelationsCementDevelopEncourageEstablishImproveMaintainPromoteRestoreResumeStrengthenVocabulary:describingrelationsNegativemeaningBreakoffrelationsCloudCutoffDisruptImpairJeopardizeSeverSourSpoilVocabulary:describingrelations1e2d3b4a5eGetSstotalkaboutrelationsbetweenTheircountryandanothercountryTheircompanyanditscustomersTheirdepartmentandtherestofthecompanytheyworkforTwowell-knowncelebritiesorpoliticians.Listening:WaysofenteringmarketsTaskAGetSstosaywhethertheirpredicationswerecorrectornot.China:1,2,5LatinAmerica:2,3,6Reading:RelationshipmarketingBriefintroductionaboutRankXeroxandDomino'sPizza,Inc.RankXeroxwasformedin1956asajointventurebetweentheXeroxCorporationofU.S.andtheRankOrganisationofUK,tomanufactureandmarketXeroxequipmentinitiallyinEuropeandlaterinAfricaandAsia.AfurtherjointventurebetweenRankXeroxandModiGroupinIndiaformedModiXerox(nowXeroxIndia)tomanufactureandsellXeroxequipmentintheIndiansubcontinent.Reading:Relationshipmarketing网络上xerox的定义施乐公司（Xerox，），又称为全录（台湾），是一家美国文案管理、处理技术公司，产品包括打印机、复印机、数字印刷设备以及相关的服务和耗材供应。施乐公司的总部位于美国康涅狄格州费尔菲尔德县（于2007年10月由费尔菲尔德县搬过来）。纽约州罗切斯特是施乐公司的诞生地，现在仍是施乐公司最主要的办公地点。zh.wikipedia.org/wiki/Xerox-Reading:RelationshipmarketingDomino'sPizza,Inc.(NYSE:DPZ)isaninternationalpizzadeliverycorporationheadquarteredinAnnArbor,Michigan,UnitedStates.Foundedin1960,Domino'sisthesecond-largestpizzachainintheUnitedStates.[1]Domino'scurrentlyhasnearly9,000corporateandfranchisedstores[2]in60internationalmarkets[3]andall50U.S.states.Domino'sPizzawassoldtoBainCapitalin1998andwentpublicin2004.Domino'smenufeaturespizza,pasta,oven-bakedsandwiches,wings,bonelesschicken,salads,breadsticks,cheesesticks,andavarietyofdessertitems.Reading:RelationshipmarketingReading:RelationshipmarketingTaskBAskforanswerstothequestions.1A5%decreaseinthenumberofdefectingcustomersledtoprofitincreasesofbetween25%and85%.Domino'sPizzasestimatesthataregularcustomerisworthmorethan$5,000overtenyears.2Establishedcustomers1)tendtobuymore2)Arepredictableand3)Usuallycostlesstoservicethannewcustomers4)Furthermore,theytendtobelesspricesensitive,andReading:Relationshipmarketing5)Mayprovidefreeword-of-mouthadvertisingandreferrals.6)Retainingcustomerstoenteramarketorincreasetheirshareofamarket.Thearticlealsomentions,asitsmaintheme,thatkeepingcustomersleadstoincreasedprofitability.3ProspectCustomerClientSupporterAdvocateReading:RelationshipmarketingTaskCHumdrumb)Defectinga)Nurturingb)Correlationa)Customerretentionb)Reading:RelationshipmarketingTaskD1c2a3b4e5dTaskEIftheSsneedprompting,youcouldmention:-specialoffersofferedbymanytypesoforganisationsandretailers.-loyaltycardswithsupermarkets-frequentflierprogrammerswithairlines-'free'minuteswithmobilephonecompanies.Languagereview:Multi-wordverbsTaskAFcbdgjheaiTaskB1geton(reallywell)2counton3buildup4holdonto5putitoff6soundedout7let(us)down8setup9drawup10callitoffLanguagereview:Multi-wordverbsTaskC1we'llhavetocallthemeetingofftomorrow/we'llhavetocalloffthemeetingtomorrow.2Let'sputoffthepresentationuntilnextweek.3Weknowoursupplierswillneverletusdown./wecancountonoursupplierstomeettheirdeadlines.4WehavenowsetupafirstclassdistributionnetworkinEurope.5Couldyoupleasedrawupacontractassoonaspossible./Couldyoupleasedrawacontractupassoonaspossible.6Couldyousetupameetingwiththemfornextyear./Couldyousetupassoonas7We'veheldontothesamemarketsharethatwehadlastyear.8Thenewsalesmanagerget