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1、LOGOChapter1EstablishingTradeRelationsSpoken English for Foreign TradeSpoken English for Foreign TradeEstablishingBusinessRelationsIntroducingCompanyandBusinessScopePhoningandMakingAppointmentsCallingonaCustomerContentsContentsQuestionsWhyfirmsestablishbusinessrelation?Nocustomer,NobusinessNewcustom
2、er,NewBusinessQuestionsvHowdoyoulookforyourcustomers?Talkaboutchannelstolookforcustomers1.TradeDirectory/Union1.TradeDirectory/Union 贸易名录贸易名录贸易名录贸易名录/行会行会行会行会2.2.ChamberofCommercebothathomeandabroadChamberofCommercebothathomeandabroad国内外商会国内外商会国内外商会国内外商会ChinaChamberofInternationalCommerce(CCOIC)Chin
3、aChamberofInternationalCommerce(CCOIC)中国国际商会中国国际商会中国国际商会中国国际商会5.Banks5.Banks4.Advertisementsinthenewspaperorperiodicals4.AdvertisementsinthenewspaperorperiodicalsWaystogetinformationofprospectiveclients:InformationRelated3.Embassiesorconsulates/Thecommercial3.Embassiesorconsulates/Thecommercialcouns
4、elorsofficeoftheembassyinforeigncountriescounselorsofficeoftheembassyinforeigncountries大使馆驻国外商务参赞处大使馆驻国外商务参赞处大使馆驻国外商务参赞处大使馆驻国外商务参赞处6.Marketsurvey/research6.Marketsurvey/research市场调研市场调研市场调研市场调研7.Mutualvisitsbytradedelegationsandrepresentatives7.Mutualvisitsbytradedelegationsandrepresentatives贸易代表互访贸
5、易代表互访贸易代表互访贸易代表互访9.TheInternet9.TheInternetInformationRelated8.Introductionfromotherbusinessfirmsorfriends8.Introductionfromotherbusinessfirmsorfriendsorbusinesshouseofthesametradeorbusinesshouseofthesametrade同业商行同业商行同业商行同业商行 10.Attendanceattheexportcommoditiesfairs10.Attendanceattheexportcommoditie
6、sfairsandexhibitionsathomeandabroadandexhibitionsathomeandabroad出口商品展会出口商品展会出口商品展会出口商品展会 广交会广交会广交会广交会(1957-)Guangzhou,Spring&Autumn(1957-)Guangzhou,Spring&AutumnChinaImportandExportFair(CantonFair)ChinaImportandExportFair(CantonFair)IntroducingCompanyandBusinessScopeTeachingObjectives1.Learnsomeexpr
7、essionsofintroducingcompanyandbusinessscope.2.Pickupsomeusefulpatternsinmakingintroductions3.Learntointroducecompanyanditsbusinessscopeunderspecificsituations.4.LearntousepreciseEnglishtodescribetheadvantagesandbusinessofthecompany.5.Learnappropriateetiquetteofmakingforeigncostumersgetacquaintanceof
8、thecompany.v总公司总公司HeadOffice分公司分公司BranchOfficeAccountingdepartment财务部财务部vSalesdepartment销售部销售部v国际部国际部InternationalDepartment出口部出口部ExportDepartment进口部进口部ImportDepartmentvPurchasing/procurementdepartment采购部采购部vResearchanddevelopmentdepartment研发部研发部(R&D)产品开发部产品开发部ProductDevelopmentDepartmentvQualitydep
9、artment质量部质量部Qualitycontroldepartment质控部质控部(QC)vPublicrelationsdepartment公共关系部公共关系部(PR)vAdvertisingDepartment广告部广告部vPlanningDepartment计划部计划部vHumanresourcesdepartment人力资源部人力资源部(HR)人事部人事部PersonnelDepartmentv秘书室秘书室SecretarialPoolvDepartment可简写为可简写为DeptWordsandPhrases-CompanyDepartmentv董事长董事长Chairmanv总裁
10、总裁Presidentv总经理总经理GeneralManagervC.E.O(ChiefExecutiveOfficer)v总经理助理总经理助理Generalmanagerassistantv行政助理行政助理administrationassistantvDirector主任；主管主任；主管DirectorZhangOfficeDirector办公室主任办公室主任v经理经理ManagervMarketingrepresentative销售代表销售代表vAccounting会计会计vCashier出纳员出纳员vClerk/Receptionist职员接待员职员接待员v推销员推销员Salesman
11、v采购员采购员Purchaserv售货员售货员SalesClerkWordsandPhrases-PositionWordsandPhrases-OfficeEquipmentOfficeequipment办公设备办公设备Officefurniture办公家具办公家具Cabinet柜子柜子Swivelchair转椅转椅computerdesktop台式电脑台式电脑laptop手提电脑手提电脑Monitor显示器显示器Computerscreen电脑荧屏电脑荧屏Keyboard键盘键盘Mouse鼠标鼠标Copier复印机复印机Faxmachine传真机传真机Telephone电话电话Printe
12、r打印机打印机Inkjetprinter喷墨式打印机喷墨式打印机Laserprinter激光打印机激光打印机Papershredder碎纸机碎纸机Paperclip回形针回形针Stapler订书机订书机Printer打印机打印机Scanner扫描仪扫描仪PartOnePreparingyourselfvPlease let me introduce myself.ImvMay I introduce myself?ImvAllow me to introduce myself.ImvIm from ABC company in Beijing.My name is David Lee.vIm
13、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.听完别人自我听完别人自我介绍以后，可介绍以后，可以说：以说：1.self introduction1.self introduction1.selfintroductionPartOnePrepa
14、ringyourselfvHow do you do,Mr.Blake?v熟人打招呼：vHow are you?vHow are you doing?vFine,thanks,and you?vVery well,thank you.vNot bad.Thank you.vIm 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.selfintroductionPartOnePreparingyourself2.Third-partyIntroductionvMay I introduce you to our office director?vId like
15、 to introduce you to Mr.Smith.vLet me introduce you to our personal manager.vPlease allow me to introduce you to Mr.Smith.vIts my pleasure to introduce you to vIt is with great pleasure that I introduce to you Mr.Zhang,manager of our company.vJoe,Id like you to meet vJoe,I dont believe youve ever me
16、t vThis is Joe.Hes in charge ofvHes our Director/Manager.vJane,this is Tom,Tom,this is Jane.vJane,Tom.Tom,Jane.在很多情况下，在很多情况下，你往往会作为中你往往会作为中间人介绍互不认间人介绍互不认识的双方。识的双方。vI am glad to have the honor of introducing vWe have nearly employees and sales of million.vId like to establish trade relations with vIv
17、e been in this business for more than years.3.IntroducingCompanyPartOnePreparingyourselfvOur products are sold in vWeve got several years experience and professional knowledge in the export ofvHere is our product information sheet.vWe are one of the leading exporters of in China.vHere are our catalo
18、gue and price listvThe catalogue lists all the we export,and the price list gives price forvWe noted that your company is the leading importer of invThe quality of ours is as good as that of many other suppliers,while our pricesvWish you have interests.vIts going to be the pride of our company.4.Int
19、roducingBusinessScopePartOnePreparingyourselfPartOnePreparingyourself5.WelcomeWelcome to On behalf of,Im very glad to welcome you toThank you for coming all this way.WordsandPhrases linecompetitivecompetitivesuppliersupplier有竞争力的有竞争力的行业，业务行业，业务供应商供应商WordsandPhrasesproductinformationsheetshowshowarou
20、ndaroundpricelist带领带领参观参观价格表价格表cataloguecatalogue产品目录产品目录产品说明书产品说明书忌讳的话题一、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SmalltalktopicsvTripvWeathervItineraryTrip对方经过长时间旅对方经过长时间旅行，旅途劳累，此行，旅途劳累，此时若能关切地询问时若能关切地询问一下对方的旅途情一下对方的旅途情况，有助于建立亲
21、况，有助于建立亲切感，并给对方留切感，并给对方留下好的印象。下好的印象。vHowaboutyourflight?Howsyourflight?vDidyouhaveagoodtrip/apleasantjourney/anicevoyage?vHaveyouhadanicetrip?vHaveyouenjoyedyourjourney?vWonderful!Nicefoodandgoodservice.vYes,Ienjoyeditverymuch.Verypleasant.vVerygood.ButIamalittletired,becauseitsalongtrip.vWell,gener
22、allyspeaking,itwasfine.ButitisreallyalongdistancefromNewYorktoShanghai.vOnthewhole,itsnottoobad.vItwasOK,thoughIfeelabittired.vNo,notverygood,Iwasgotair.Glad to hear it.Do you feel better now?TripTripvyoumustbetired.vItsalongwaytoChina,isntit?AndIthinkyoumustbetired.vYoumustbeverytiredaftersuchalong
23、flight.vIsthisyourfirstvisitto?vIsthisyourfirstvisit/time/travel/triptoBeijing?WeathervItsawarm/lovely/beautifuldaytoday.vItsbitingcoldtoday.Itissubzero.vItstoocloudy.Ihearditsgoingtorainthisafternoon.vTheweatherforecastsaysitwillbeastormtomorrow.vLookatthethickclouds,Ithinkitsgoingtorain.vItsbeginn
24、ingtospot.Itrainsalothereinsummer.vTheweatherisbetterthanyesterday.vItsrathercoldandwindytoday.vItisratherdryinBeijing.vItsbeginningtoletup.vItseemstobeclearingup.vIthasbeenrainingalltheweekinShanghai.WeathervIhatethewinterhereinBeijing.Itssocoldanddry,andwedontreallygetmuchrain.HowslikeinNewYork?vT
25、herainissoheavy.IdislikethesummerhereinBeijing.Therestoomuchrainfall.HowslikeinNewYork?vItsreallyhottoday.Beijinghasalonghotsummer,longchillywinter,andshorterspringandautumn.ThehottestmonthisJulyandthecoldestisJanuary.vSpringiscoming,butitisstillalittlecold.Inspring,sometimesitwillhavesandstormsinBe
26、ijing,butnowthetreeplantingisstillgrowing.Nowitsbetterthanbefore.vItsawarmdaytoday.InBeijing,themostpleasantweatherisinSeptemberandOctober,theyarethebesttimefortraveling.WeathervImaspring/summer/autumn/winterperson.vImadogperson.vrain/snow/heavyrain/heavysnow/downpour/drizzle/shower/storm/blizzardvI
27、tisdismal/cloudy/cold/damp/stormy/windy/chilly/clearingup/.vItrainscatsanddogs!ItineraryvHowlongwillyoubeinBeijing?vHowlongdoyouintendtostay?vHowlongdoyouplantostay?vUntilnextmonth.vAboutaweek.vImstayinghereforfivedays,andIwillflytoLondonnextMonday.vGood.Wellhaveenoughtimeforourbusinesstalks.Andbetw
28、eentalks,wellarrangesomesightseeingforyou,ifyouwish.OfferingvLetmetakeyoursuitcase.vLetmehelpyouwithyourluggage.vCanIhelpyouwithyourbags?vWouldyoulikemetohelpyouwiththeluggage?vOh,thankyouverymuch.vNo,thanks.Icanmanageit.vItdoesntmatter,thankyou.Icanhandlebymyself.SomeusefulsentencesvThankyouformeet
29、ingmeattheairport.vItisverykindofyoutomeetmeattheairport.vOurcompanyhassentmetopickyouuphere.vWouldyouliketogotoyourhoteltorestforashort?vThiswayplease,mycarisoutside.vPleasewaitformehere,Iamgoingtothepartinglottodrivemycar.vMycarisintheparkinglot,thiswayplease.ParttwoActingout In this part,you are
30、requested to act out a conversation with your partner.The following useful expressions are provided for your reference.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&Expressions
31、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&Expressions4.enquire v.询问询问 e.g.We would like to enquire whether you can supply the following items.我们想询问一下，贵公司能否提供下列商
32、我们想询问一下，贵公司能否提供下列商 品。品。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&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.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
33、合作。在这件事情上，我需要你的合作。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&Expressions8.volume adj.大量的大量的 e.g.volume orders 大宗订单大宗订单 New Words&Expressions 9.enter into business relations 建立贸易关系建立贸易关系 还可以用
34、：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 advantage of this opportunity or avail ourselves of this opportunity.e.g.We take this opportunity to express our great appreciation for your cooperat
35、ion.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。New 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 have 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。
36、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。vThefollowingconversationisbetweenMr.Gatty,animporterfromBritain,andMr.Dong,adirectorofLimingFoodstuffsFactory.vMrDong:Hereisour_1_roomvMrGatty:Youcertainlyhavegotalargecollectionofsample_2_here.MrDong:Yes.Weare_3_foo
37、dstuffstomanycountries.Andthe_4_isgettinggreaterandgreater.MrGatty:Soitis.Though_5_,asyouknow,yourexportsoffoodstuffstoourcountryhave_6_increasedduringthelastfewyears.Itappearsthat_7_.LISTENING PRACTICEvD:Yousaidit.Thequalityofoursisasgoodasthatofmanyother_8_,whileourpricesarenothighastheirs.Bythewa
38、y,which_9_areyouinterestedin?G:Cannedgoodsareof_10_tome,particularlythecannedfruitandmeat.Asyourcannedfruitisamongthemostpopularonesinourmarket,Imgoingto_11_inadayortwo.D:Good.Howaboutourcannedmeat?vG:Ithinkitwillalsofindagood_12_inourcountry.Willyoushowmesomesamples?D:Yes.Thisway,please!Ourcannedme
39、atisinvariousweighs.Thelargestoneweighsthreeandahalfpoundsnet,thesmallestsevenouncesnet.vG:Thesmallsizesaremore_13_inourmarketthanthelargeones.Ivebroughtwithmeasampleofcannedmeatwhichisonlysixounces.Thesmallestsizeofyoursisevenbiggerthanthatofmine.Iwonderif_14_.D:Yourarewelcometo_15_.Hereitis._16_.G
40、:Oh,Itsdelicious.Mm.Imnotsureaboutthepesticideresiduesinyourfoodstuffs,thoughImsure,youmusthavegivenmuchthoughttothematter.Butyouknow,ourgovernmentalrestrictionshavebeen_17_,sowearenotallowedtoimportanypollutedgoods.D:Youcan_18_.OurfoodstuffsareguaranteedtoconformtoWHOstandards.G:Good.Idliketoorderm
41、eatofthiskindinsevenouncetinsifthepriceis_19_.vD:Whataboutothercannedgoods,suchascannedmushroomsandvegetables?G:Theyarenotassaleableascannedfruit,Isuppose.D:Mm,no.Ireallydonotthinkthatisso.Theyarealsoamongour_20_andhavefounda_21_receptioninmanyothercountries.G:Then,mayIhavealookatthesamplesfirst?vD:
42、Certainly.Hereyouare.G:Ah,veryniceindeed.ButIamnotsurewhethertheyaretothetasteofourpeople.WhatwouldyouallowmetakingsomesampleshomebeforeI_22_?D:Thatsallright.G:Well,Ihavean_23_at4:00.Shallwetalkaboutovertomorrowmorning?D:Ok,Seeyoutomorrow.HomeworkvFinish the part five self-practice of task 1 on page
43、 9-10.vBest quality and competitive pricevArrange for further discussionLOGOAdd your company sloganTask 2 Making Telephone AppointmentWordsandPhrasesvSecretarySecretaryvConcerningConcerningvPossibilityPossibilityvCompletelyCompletelyvBookedBookedvpostponepostpone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
44、约的预约的预约的预约的推迟推迟推迟推迟WordsandPhrasesvShuffleShufflevArrangeArrangevConfirmConfirmvRemindRemindvopeningopeningv搅乱，重组搅乱，重组搅乱，重组搅乱，重组v安排安排安排安排v确认确认确认确认v提醒提醒提醒提醒v空缺空缺空缺空缺WordsandPhrasesvSchedulingconflictSchedulingconflictvTimeslotTimeslotvReturnacallReturnacallvMisssb.Misssb.vMakeameetingMakeameetingvGet
45、aholdofsb.Getaholdofsb.v行程安排有冲突行程安排有冲突行程安排有冲突行程安排有冲突v时间段时间段时间段时间段v回电话回电话回电话回电话v没找到某人没找到某人没找到某人没找到某人v安排见面安排见面安排见面安排见面v找到某人找到某人找到某人找到某人WordsandPhrasesvOutoftownOutoftownvMoveameetingMoveameetingvCountonCountonvTakecareofTakecareofvLookforwardtoLookforwardtov出城出城出城出城v改变见面时间改变见面时间改变见面时间改变见面时间v指望，料想指望，料想
46、指望，料想指望，料想v照顾，处理照顾，处理照顾，处理照顾，处理v期待，盼望期待，盼望期待，盼望期待，盼望WordsandPhrasesvFeelfreeFeelfreevPutsb.in(foranPutsb.in(foranappointment)appointment)vWorksb.InWorksb.InvPutsb.down(foranPutsb.down(foranappointment)appointment)v随时随时随时随时v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v额外安排某人额外安排某人额外安排某人额外安排某人v记下某人的预约时间记下
47、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.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?我们订在我们订在2点好吗？点好吗？Shal
48、lwesayabout2oclock?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?初级初级中级中级 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，您给我打詹金思，您给我打詹金思，您给我打詹金思，您给我打过电话。过电话。过电话。过电话。ThisisJenkinsofBradfordandSonsThisisJenkinsofBradfordandSonsreturningyourcall.returningyourcall.我
49、的秘书说您打电话问我们下周二见面的事，是吗我的秘书说您打电话问我们下周二见面的事，是吗我的秘书说您打电话问我们下周二见面的事，是吗我的秘书说您打电话问我们下周二见面的事，是吗？MysectarysaidyoucalledconcerningourMysectarysaidyoucalledconcerningourmeetingnextTuesday?meetingnextTuesday?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？Isthereanypossibilitywecanmoveth
50、eIsthereanypossibilitywecanmovethemeetingtoMonday?meetingtoMonday?对不起恐怕我周一的日程已排满了。对不起恐怕我周一的日程已排满了。对不起恐怕我周一的日程已排满了。对不起恐怕我周一的日程已排满了。Iamsorry,IamafraidIamcompletelybookedIamsorry,IamafraidIamcompletelybookedonMonday.onMonday.能否等您回来再说？能否等您回来再说？能否等您回来再说？能否等您回来再说？WhatitbepossibletopostponeuntilyouWhatitbe