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1、EstablishingBusinessRelationsIntroducing Company and Business ScopePhoning and Making AppointmentsCalling on a CustomerContentsContents第1页/共92页QuestionsWhyfirmsestablishbusinessrelation?Nocustomer,NobusinessNewcustomer,NewBusiness第2页/共92页QuestionsHowdoyoulookforyourcustomers?Talkaboutchannelstolookf
2、orcustomers第3页/共92页 1.Trade Directory/Union1.Trade Directory/Union 贸易名录贸易名录/行会行会 2.2.Chamber of Commerce both at home and abroadChamber of Commerce both at home and abroad国内外商会国内外商会China Chamber of International Commerce(CCOIC)China Chamber of International Commerce(CCOIC)中国国际商会中国国际商会 5.Banks5.Banks
3、4.Advertisements in the newspaper or periodicals4.Advertisements in the newspaper or periodicalsWaystogetinformationofprospectiveclients:Information Related3.Embassies or consulates/The commercial 3.Embassies or consulates/The commercial counselors office of the embassy in foreign countriescounselor
4、s office of the embassy in foreign countries大使馆驻国外商务参赞处大使馆驻国外商务参赞处第4页/共92页 6.Market survey/research 6.Market survey/research 市场调研市场调研 7.Mutual visits by trade delegations and representatives7.Mutual visits by trade delegations and representatives贸易代表互访贸易代表互访9.The Internet9.The InternetInformation Re
5、lated8.Introduction from other business firms or friends8.Introduction from other business firms or friendsor business house of the same trade or business house of the same trade 同业商行同业商行 10.Attendance at the export commodities fairs10.Attendance at the export commodities fairsand exhibitions at hom
6、e and abroad and exhibitions at home and abroad 出口商品展会出口商品展会 广交会广交会(1957-)Guangzhou,Spring&Autumn(1957-)Guangzhou,Spring&AutumnChina Import and Export Fair(Canton Fair)China Import and Export Fair(Canton Fair)第5页/共92页Introducing Company and Business ScopeTeaching Objectives1.Learn some expressions o
7、f introducing company and business scope.2.Pick up some useful patterns in making introductions3.Learn to introduce company and its business scope under specific situations.4.Learn to use precise English to describe the advantages and business of the company.5.Learn appropriate etiquette of making f
8、oreign costumers get acquaintance of the company.第6页/共92页总公司总公司HeadOffice分公司分公司BranchOfficeAccountingdepartment财务部财务部Salesdepartment销售部销售部国际部国际部InternationalDepartment出口部出口部ExportDepartment进口部进口部ImportDepartmentPurchasing/procurementdepartment采购部采购部Researchanddevelopmentdepartment研发部研发部(R&D)产品开发部产品开
9、发部ProductDevelopmentDepartmentQualitydepartment质量部质量部Qualitycontroldepartment质控部质控部(QC)Publicrelationsdepartment公共关系部公共关系部(PR)AdvertisingDepartment广告部广告部PlanningDepartment计划部计划部Humanresourcesdepartment人力资源部人力资源部(HR)人事部人事部PersonnelDepartment秘书室秘书室SecretarialPoolDepartment可简写为可简写为DeptWords and Phrases
10、-Company Department第7页/共92页董事长董事长Chairman总裁总裁President总经理总经理GeneralManagerC.E.O(ChiefExecutiveOfficer)总经理助理总经理助理Generalmanagerassistant行政助理行政助理administrationassistantDirector主任；主管主任；主管DirectorZhangOfficeDirector办公室主任办公室主任经理经理ManagerMarketingrepresentative销售代表销售代表Accounting会计会计Cashier出纳员出纳员Clerk/Rece
11、ptionist职员接待员职员接待员推销员推销员Salesman采购员采购员Purchaser售货员售货员SalesClerkWords and Phrases-Position第8页/共92页Words and Phrases-Office EquipmentOffice equipment 办公设备 Office furniture 办公家具 Cabinet 柜子 Swivel chair 转椅computer desktop 台式电脑 laptop 手提电脑Monitor 显示器 Computer screen 电脑荧屏Keyboard 键盘 Mouse 鼠标Copier 复印机 Fax
12、 machine传真机 Telephone 电话Printer 打印机 Ink jet printer 喷墨式打印机 Laser printer 激光打印机Paper shredder 碎纸机Paperclip 回形针 Stapler 订书机Printer 打印机Scanner 扫描仪第9页/共92页Part One Preparing yourselfPlease let me introduce myself.ImMay I introduce myself?ImAllow me to introduce myself.ImIm from ABC company in Beijing.My
13、 name is David Lee.vIm very pleased/glad/happy/honor to see/meet you,Mr.Smith.vIve heard so much about you,Mr.Blake.vIve often heard about you,Mr.Blake.vThe others have often talked about you,Mr.Blake.vHow do you do,Mr.Blake.听完别人自我介绍以后，可以说：1.self introduction1.self introduction1.self introduction第10
14、页/共92页Part One Preparing yourselfHow do you do,Mr.Blake?熟人打招呼：How are you?How are you doing?Fine,thanks,and you?Very well,thank you.Not bad.Thank you.Im OK.初次见面，较正式How do you do?更亲切要注意在不同场合使用的语气1.self introduction第11页/共92页Part One Preparing yourself2.Third-party IntroductionMay I introduce you to ou
15、r office director?Id like to introduce you to Mr.Smith.Let me introduce you to our personal manager.Please allow me to introduce you to Mr.Smith.Its my pleasure to introduce you to It is with great pleasure that I introduce to you Mr.Zhang,manager of our company.Joe,Id like you to meet Joe,I dont be
16、lieve youve ever met This is Joe.Hes in charge ofHes our Director/Manager.Jane,this is Tom,Tom,this is Jane.Jane,Tom.Tom,Jane.在很多情况下，你往往会作为中间人介绍互不认识的双方。第12页/共92页I am glad to have the honor of introducing We have nearly employees and sales of million.Id like to establish trade relations with Ive been
17、 in this business for more than years.3.Introducing CompanyPartOnePreparingyourself第13页/共92页Our products are sold in Weve got several years experience and professional knowledge in the export ofHere is our product information sheet.We are one of the leading exporters of in China.Here are our catalog
18、ue and price listThe catalogue lists all the we export,and the price list gives price forWe noted that your company is the leading importer of inThe quality of ours is as good as that of many other suppliers,while our pricesWish you have interests.Its going to be the pride of our company.4.Introduci
19、ng Business ScopePartOnePreparingyourself第14页/共92页Part One Preparing yourself5.WelcomeWelcome to On behalf of,Im very glad to welcome you toThank you for coming all this way.第15页/共92页WordsandPhrases linecompetitivecompetitivesuppliersupplier有竞争力的行业，业务供应商第16页/共92页WordsandPhrases product information s
20、heetshow show aroundaroundprice list带领参观价格表cataloguecatalogue产品目录产品说明书第17页/共92页忌讳的话题一、过分的关心和告诫一、过分的关心和告诫二、个人的私生活（年龄、收入、婚姻、健康、住址）二、个人的私生活（年龄、收入、婚姻、健康、住址）三、令人不快的事物三、令人不快的事物四、他人的长短四、他人的长短五、宗教和政治五、宗教和政治第18页/共92页SmalltalktopicsTripWeatherItinerary第19页/共92页Trip对方经过长时间旅行，旅途劳累，此时若能关切地询问一下对方的旅途情况，有助于建立亲切感，并给
21、对方留下好的印象。第20页/共92页Howaboutyourflight?Howsyourflight?Didyouhaveagoodtrip/apleasantjourney/anicevoyage?Haveyouhadanicetrip?Haveyouenjoyedyourjourney?Wonderful!Nicefoodandgoodservice.Yes,Ienjoyeditverymuch.Verypleasant.Verygood.ButIamalittletired,becauseitsalongtrip.Well,generallyspeaking,itwasfine.But
22、itisreallyalongdistancefromNewYorktoShanghai.Onthewhole,itsnottoobad.ItwasOK,thoughIfeelabittired.No,notverygood,Iwasgotair.Glad to hear it.Do you feel better now?Trip第21页/共92页Tripyoumustbetired.ItsalongwaytoChina,isntit?AndIthinkyoumustbetired.Youmustbeverytiredaftersuchalongflight.Isthisyourfirstv
23、isitto?Isthisyourfirstvisit/time/travel/triptoBeijing?第22页/共92页WeatherItsawarm/lovely/beautifuldaytoday.Itsbitingcoldtoday.Itissubzero.Itstoocloudy.Ihearditsgoingtorainthisafternoon.Theweatherforecastsaysitwillbeastormtomorrow.Lookatthethickclouds,Ithinkitsgoingtorain.Itsbeginningtospot.Itrainsaloth
24、ereinsummer.Theweatherisbetterthanyesterday.Itsrathercoldandwindytoday.ItisratherdryinBeijing.Itsbeginningtoletup.Itseemstobeclearingup.IthasbeenrainingalltheweekinShanghai.第23页/共92页WeatherIhatethewinterhereinBeijing.Itssocoldanddry,andwedontreallygetmuchrain.HowslikeinNewYork?Therainissoheavy.Idisl
25、ikethesummerhereinBeijing.Therestoomuchrainfall.HowslikeinNewYork?Itsreallyhottoday.Beijinghasalonghotsummer,longchillywinter,andshorterspringandautumn.ThehottestmonthisJulyandthecoldestisJanuary.Springiscoming,butitisstillalittlecold.Inspring,sometimesitwillhavesandstormsinBeijing,butnowthetreeplan
26、tingisstillgrowing.Nowitsbetterthanbefore.Itsawarmdaytoday.InBeijing,themostpleasantweatherisinSeptemberandOctober,theyarethebesttimefortraveling.第24页/共92页WeatherImaspring/summer/autumn/winterperson.Imadogperson.rain/snow/heavyrain/heavysnow/downpour/drizzle/shower/storm/blizzardItisdismal/cloudy/co
27、ld/damp/stormy/windy/chilly/clearingup/.Itrainscatsanddogs!第25页/共92页ItineraryHowlongwillyoubeinBeijing?Howlongdoyouintendtostay?Howlongdoyouplantostay?Untilnextmonth.Aboutaweek.Imstayinghereforfivedays,andIwillflytoLondonnextMonday.Good.Wellhaveenoughtimeforourbusinesstalks.Andbetweentalks,wellarran
28、gesomesightseeingforyou,ifyouwish.第26页/共92页OfferingLetmetakeyoursuitcase.Letmehelpyouwithyourluggage.CanIhelpyouwithyourbags?Wouldyoulikemetohelpyouwiththeluggage?Oh,thankyouverymuch.No,thanks.Icanmanageit.Itdoesntmatter,thankyou.Icanhandlebymyself.第27页/共92页SomeusefulsentencesThankyouformeetingmeatt
29、heairport.Itisverykindofyoutomeetmeattheairport.Ourcompanyhassentmetopickyouuphere.Wouldyouliketogotoyourhoteltorestforashort?Thiswayplease,mycarisoutside.Pleasewaitformehere,Iamgoingtothepartinglottodrivemycar.Mycarisintheparkinglot,thiswayplease.第28页/共92页ParttwoActingout In this part,you are reque
30、sted to act out a conversation with your partner.The following useful expressions are provided for your reference.第29页/共92页1.prospective adj.潜在的潜在的 可能的可能的 预期的预期的 prospective buyers 可能的买主可能的买主 prospective business partners 可能的贸易伙伴可能的贸易伙伴 2.trading partner 贸易伙伴贸易伙伴 or business partnerNew Words&Express
31、ionsNew Words&Expressions第30页/共92页3.intend v.想要想要,打算后常接动词不定式打算后常接动词不定式 e.g.They intend to place an order with you.他们打算跟贵方订货。他们打算跟贵方订货。We intend to extend our business activities.我们打算扩大我们的业务范围。我们打算扩大我们的业务范围。New Words&ExpressionsNew Words&Expressions4.enquire v.询问询问 e.g.We would like to enquire whethe
32、r you can supply the following items.我们想询问一下，贵公司能否提供下列商我们想询问一下，贵公司能否提供下列商 品。品。第31页/共92页5.catalogue n.目录目录 quotation n.报价，报价单报价，报价单 pricelist n.价目表价目表 New Words&ExpressionsNew Words&Expressions6.cooperation n.合作，协作合作，协作 cooperate v.合作，协作合作，协作e.g.Lets cooperate with each other for our mutual benefits.
33、为了我们双方的利益，让我们合作吧。为了我们双方的利益，让我们合作吧。I need your cooperation in this matter.在这件事情上，我需要你的合作。在这件事情上，我需要你的合作。第32页/共92页petitive adj.竞争的，有竞争力的竞争的，有竞争力的 e.g.If your prices are competitive,we would place an order with you.如果你们的价格有竞争力，我们就跟你们订如果你们的价格有竞争力，我们就跟你们订 货。货。New Words&ExpressionsNew Words&Expressions8.v
34、olume adj.大量的大量的 e.g.volume orders 大宗订单大宗订单 第33页/共92页New Words&ExpressionsNew Words&Expressions 9.enter into business relations 建立贸易关系建立贸易关系 还可以用：还可以用：set up open up establish business relations or build up business connections10.take this opportunity to(后接动词原型后接动词原型)利用这利用这个机会做个机会做 还可以说还可以说take adva
35、ntage of this opportunity or avail ourselves of this opportunity.e.g.We take this opportunity to express our great appreciation for your cooperation.借此机会，对于您的合作，我们深表感谢。借此机会，对于您的合作，我们深表感谢。第34页/共92页New Words&ExpressionsNew Words&Expressions11.deal in 从事，经营从事，经营=handle v.经营经营 deal with 跟跟做生意做生意e.g.We h
36、ave dealt in the export of washing machines for about ten years.我们从事洗衣机出口已经有很多年了。我们从事洗衣机出口已经有很多年了。We handle the import and export business of chemical products.我们经营化工产品的进出口业务。我们经营化工产品的进出口业务。We wish to deal with you in this line.我们希望在该行业与你们做生意。我们希望在该行业与你们做生意。第35页/共92页Thefollowingconversationisbetween
37、Mr.Gatty,animporterfromBritain,andMr.Dong,adirectorofLimingFoodstuffsFactory.MrDong:Hereisour_1_roomMrGatty:Youcertainlyhavegotalargecollectionofsample_2_here.MrDong:Yes.Weare _3_foodstuffstomanycountries.Andthe_4_isgettinggreaterandgreater.MrGatty:Soitis.Though_5_,asyouknow,yourexportsoffoodstuffst
38、oourcountryhave_6_increasedduringthelastfewyears.Itappearsthat_7_.LISTENING PRACTICE第36页/共92页D:Yousaidit.Thequalityofoursisasgoodasthatofmanyother_8_,whileourpricesarenothighastheirs.Bytheway,which_9_areyouinterestedin?G:Cannedgoodsareof_10_tome,particularlythecannedfruitandmeat.Asyourcannedfruitisa
39、mongthemostpopularonesinourmarket,Imgoingto_11_inadayortwo.D:Good.Howaboutourcannedmeat?G:Ithinkitwillalsofindagood_12_inourcountry.Willyoushowmesomesamples?D:Yes.Thisway,please!Ourcannedmeatisinvariousweighs.Thelargestoneweighsthreeandahalfpoundsnet,thesmallestsevenouncesnet.第37页/共92页G:Thesmallsize
40、saremore_13_inourmarketthanthelargeones.Ivebroughtwithmeasampleofcannedmeatwhichisonlysixounces.Thesmallestsizeofyoursisevenbiggerthanthatofmine.Iwonderif_14_.D:Yourarewelcometo_15_.Hereitis._16_.G:Oh,Itsdelicious.Mm.Imnotsureaboutthepesticideresiduesinyourfoodstuffs,thoughImsure,youmusthavegivenmuc
41、hthoughttothematter.Butyouknow,ourgovernmentalrestrictionshavebeen_17_,sowearenotallowedtoimportanypollutedgoods.D:Youcan_18_.OurfoodstuffsareguaranteedtoconformtoWHOstandards.G:Good.Idliketoordermeatofthiskindinsevenouncetinsifthepriceis_19_.第38页/共92页D:Whataboutothercannedgoods,suchascannedmushroom
42、sandvegetables?G:Theyarenotassaleableascannedfruit,Isuppose.D:Mm,no.Ireallydonotthinkthatisso.Theyarealsoamongour_20_andhavefounda_21_receptioninmanyothercountries.G:Then,mayIhavealookatthesamplesfirst?D:Certainly.Hereyouare.G:Ah,veryniceindeed.ButIamnotsurewhethertheyaretothetasteofourpeople.Whatwo
43、uldyouallowmetakingsomesampleshomebeforeI_22_?D:Thatsallright.G:Well,Ihavean_23_at4:00.Shallwetalkaboutovertomorrowmorning?D:Ok,Seeyoutomorrow.第39页/共92页2023/3/1140HomeworkFinish the part five self-practice of task 1 on page 9-10.Best quality and competitive priceArrange for further discussion第40页/共9
44、2页Add your company slogan第41页/共92页Task 2 Making Telephone Appointment第42页/共92页WordsandPhrasesSecretarySecretaryConcerningConcerningPossibilityPossibilityCompletelyCompletelyBookedBookedpostponepostpone秘书秘书秘书秘书有关有关有关有关可能性可能性可能性可能性完全完全完全完全预约的预约的预约的预约的推迟推迟推迟推迟第43页/共92页WordsandPhrasesShuffleShuffleArran
45、geArrangeConfirmConfirmRemindRemindopeningopening搅乱，重组搅乱，重组搅乱，重组搅乱，重组安排安排安排安排确认确认确认确认提醒提醒提醒提醒空缺空缺空缺空缺第44页/共92页WordsandPhrasesWordsandPhrasesSchedulingSchedulingconflictconflictTimeslotTimeslotReturnacallReturnacallMisssb.Misssb.MakeameetingMakeameetingGetaholdofsb.Getaholdofsb.行程安排有冲突行程安排有冲突行程安排有冲突行
46、程安排有冲突时间段时间段时间段时间段回电话回电话回电话回电话没找到某人没找到某人没找到某人没找到某人安排见面安排见面安排见面安排见面找到某人找到某人找到某人找到某人第45页/共92页WordsandPhrasesWordsandPhrasesOutoftownOutoftownMoveameetingMoveameetingCountonCountonTakecareofTakecareofLookforwardtoLookforwardto出城出城出城出城改变见面时间改变见面时间改变见面时间改变见面时间指望，料想指望，料想指望，料想指望，料想照顾，处理照顾，处理照顾，处理照顾，处理期待，盼望
47、期待，盼望期待，盼望期待，盼望第46页/共92页WordsandPhrasesWordsandPhrasesFeelfreeFeelfreePutsb.in(foranPutsb.in(foranappointment)appointment)Worksb.InWorksb.InPutsb.down(forPutsb.down(foranappointment)anappointment)随时随时随时随时把某人安排进预约名把某人安排进预约名把某人安排进预约名把某人安排进预约名单单单单额外安排某人额外安排某人额外安排某人额外安排某人记下某人的预约时间记下某人的预约时间记下某人的预约时间记下某人的
48、预约时间第47页/共92页初级初级您好，我是比尔您好，我是比尔伯顿。伯顿。Hello,BillBurtonspeaking.您有事吗？您有事吗？WhatcanIdoforyou?很高兴，我终于联系到您了。很高兴，我终于联系到您了。Iamgladtofinallygetaholdofyou.第48页/共92页初级初级那天，我要出城去办事。那天，我要出城去办事。Iwillbeoutoftownthatday.周四下午怎么样？周四下午怎么样？WhataboutThursdayafternoon?你可以吗？你可以吗？Willthatworkforyou?第49页/共92页我们订在我们订在2点好吗？点好
49、吗？Shallwesayabout2oclock?你好，多丽丝在吗？你好，多丽丝在吗？Hello,isDorisavailable?请问您是哪位？请问您是哪位？Whoiscallingplease?初级第50页/共92页中级中级 我是布拉德福家庭公司的詹尼我是布拉德福家庭公司的詹尼我是布拉德福家庭公司的詹尼我是布拉德福家庭公司的詹尼 詹金思，您给我詹金思，您给我詹金思，您给我詹金思，您给我打过电话。打过电话。打过电话。打过电话。ThisisJenkinsofBradfordandSonsThisisJenkinsofBradfordandSonsreturningyourcall.return
50、ingyourcall.我的秘书说您打电话问我们下周二见面的事，是我的秘书说您打电话问我们下周二见面的事，是我的秘书说您打电话问我们下周二见面的事，是我的秘书说您打电话问我们下周二见面的事，是吗？吗？吗？吗？MysectarysaidyoucalledconcerningMysectarysaidyoucalledconcerningourmeetingnextTuesday?ourmeetingnextTuesday?我们有没有可能把见面的时间改到周一？我们有没有可能把见面的时间改到周一？我们有没有可能把见面的时间改到周一？我们有没有可能把见面的时间改到周一？Isthereanypossib