商务英语课程课件Unit7

LearningObjectivesEstablishingbusinessrelationswithprospectiveclientsUnderstandingbusinessetiquetteWritinglettersforestablishingbusinessrelations◆SpeakingTask◆Warm-upPractice◆ListeningTask◆Follow-upPractice◆WritingTask◆ReadingTaskWeneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatweareaskedtodo.The_________ofbusinessrelationsisoneoftheimportant___________inthefieldofforeigntradeasaforeign-tradefirmneedsextensivebusiness________to______orexpanditsbusinessactivities._______mustnotonlydoeverythingpossibleto________theirestablishedrelationswithfirmshavingpreviousbusinessbutalsodevelopand______theirtradebysearchingfornew_______fromtimetotime.Tofindoutwhomafirmisdealingwith,informationis______throughdifferent______.Afterthat,lettersor_____shouldbesenttothepartiesconcernedtoexpresssimply,clearlyandconciselywhattheycan___orwhattheyexpectto___.1.EstablishingbusinessrelationsestablishmentundertakingsconnectionsmaintainTradersconsolidaterevitalizeconnectionsobtainablechannelscircularssellbuy2.Discussion1）Workinpairsorsmallgroupstoworkoutasmanychannelsasyoucanthatareassociatedwithestablishingbusinessrelations.tradefairBusinessChannelEstablishingBusinessRelationsNotransactionscanbeconducteduntilcontactshavebeenmadebetweentwoormorecompanies.Toestablishbusinessrelationswithprospectivedealersisoneofthevitalimportantmeasuresbothforanewlyestablishedfirmandanoldonethatwishestoenlargeitsbusinessscopeandturnover.Businessrelationscanbeestablishedthroughthefollowingchannels:1)Banks;2)Tradedirectory;3)Chinesecommercialcounsellor’sofficeinforeigncountries;4)Businesshousesofthesametrade;5)Advertisements;6)Tradefairsandexhibitions;7)Chambersofcommerce;8)Introductionfrombusinessconnections;9)TheInternet.2）Ofallthechannels,whichdoyouthinkisthemosteffectiveone?Why?3）Whatwillyoudotomaintaintheestablishedrelations?4)Whyarepeoplestillwritingletterswhileit’ssoconvenienttosendfaxesandemail?3.Afterbusinessisestablished,severaltradetermsneedtobetalkedoverinordertocometoanagreementduringabusinesscommunication.Nowstorethewordsandphrasesthatareassociatedwiththetradeterms.quantityTradeTermsHOWTOCHOOSETHERIGHTTRADESHOW/FAIR1.Quantifythetotalnumberofrelevantprospects,buyers,andinfluencersthatwillbeinterestedinyourparticularproductorserviceandthatyou'llbeabletogetintoyourbooth.2.Estimatesalesrevenuesfromtheshow.3.Estimatethecostofyourparticipation.4.Calculatethecostperleadandreturnoninvestmentasaratioofboothexpensestorevenuesgenerated.5.Verifyyourdecisionanddoarealitycheck.DECISIONMAKINGAskyourcustomerswhichtradeshowstheyattend.Attendtheshowratherthanexhibit.Askyoursuppliers,competitors,andpastexhibitorsabouttheirexperienceswiththeshow.Analyzeyourabilitytoservicethegeographicalareasfromwhichprospectsoriginate.Analyzetheshowmanagement'sabilitytopromotetheshowsuccessfullyyearafteryear:-Istheshowgrowing?-Areaudiencedemographicschangingandifso,why?-Doyouhaveanopportunitytoraiseyourvisibilitybyprovidingaconference,keynote,workshop,orseminar?-Doyouhaveenoughstafftofollowupontheleadswhilethey'restillhot?-Andcanyouservicethenewbusinessyou'llattract?WaystoIncreaseYourTradeShowSales1.GreetvisitorsquicklyWhenyoufirstseeavisitor,gentlyofferahandshake,andintroduceyourselfandyourcompany.Thisimmediatelysetsthetoneoftheconversation,andestablishesbasicrapport.2.QualifyvisitorsinsecondsThemostimportantthingforyoutoknowistheresponsibilitiesofyourvisitor.Rapidlyqualifyyourvisitorbyseekingtodisqualifythemasabuyer.Keeplookingforthedealkiller--theonethingthatmeansyoucan'tdobusiness.3.Ensure100%after-showcontact4.DoubleyourleadsWhethertheycandobusinesswithyouornot,askeveryvisitor,Whocanyouthinkofthatwouldbenefitfromwhatwedo?5.MovevisitorsalongFirst,restatewhatwillhappennext,evenifit's,I'msorryIcan'thelpyou.Next,offerahandshake,andthensay,Thanksforstoppingby.Thisthreestepprocessmovesvisitorsalongeverytime.WHYSNAILMAILISSTILLNEEDEDLetters—nowfondlyknownas“snailmail’arestillusedforvariousreasons:1.Theyseemparticularlyappropriateforformalintroductionstocompanies,confirmationofcontractsandthankyoumessages,possiblybecausetheycanseemappropriatelyformal,caringorimpressive(ifprintedongoodpaper).2.Theycanbeausefulback-uptoimportantemailedorfaxedmessages.3.Theycanbeusedtosendbulkymaterial,suchasbrochuresorsamples.4.Theycanbeusedwhenthereareproblemswiththetechnologyrequiredforfaxesandemail.5.Theycanbesenttoorfromcompanieswhichhavelimitedtechnology.Inthispartyouwilllistentoapassageandadialogueaboutestablishingbusinessrelations.Listenandtrytofinishtheexerciseswhilelistening.Areyouready?7.1.1Listentothepassageandfillinthemissinginformationintheblanksaccordingtotheinformationyouhear.Themostimportantproblemin___________ishowto__________.Thebuyerswanttoknowwherethe______are,whilethesellerswanttoknowwheretofindtheir______.Generallyspeaking,more__________(exceptveryfewimportantmaterialssuchas________&_______),belongtothebuyers’_____.Apartfromthis,mostcountries_________overforeign______andforeigntrade,______commodityexportand______