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1、Unit 3Organization Structure1.Who are involved in a companys executive team?2.What is COO Jims main job responsibilities?3.What does senior receivable accountant do?4.What does senior payable accountant do?5.Who handles the companys taxes in financial department?CEO,CFO,COOHe oversees a wide variety
2、 of areas including production,sales and marketing.Manage money that comes into the company from customers.Make sure invoices get issued and the company gets paid on time.Handle accounts payable.Make sure the company pays money to its suppliers and service providers.Senior payable accountantHello gu
3、ys.Ive been working in Hyper Foreign Trade Company for almost three weeks now.I got to know several nice colleagues and theyve told me aboutour companys structure.Hello everyone.Im Nemo,Ill be here to help Michael to have a better understanding of the company profile.Task 1 Look at the comics,descri
4、be it and then discuss it with your partners.Words and expressions for your reference:mergercorporate imageCEOdeadlineannual reportCFOdelegatemanagementexpansionjunior toentrepreneurdepartmentssenior toTask 1Task 2Task 3Part 1 Warm-uppart1part2part3part4part5Tip 1 _Tip 2 _Tip 3 _Task 2 Fill in the b
5、lanksPart 1 Warm-upTask 1Task 2Task 3I had a reunion with my college friends and they were asking me about my company,but Nemo is not here.So would you like to give me some tips for presenting a company?Task 3 Listen to the dialogue and finish the questions.1.What are the tips Mr.Wu gave to Michael?
6、Lets sum up.Some of tips have been listed.Part 1Warm-upTask 1Task 2Task 3Thanks for your suggestions.Today I came across my manager Mr.Wu in the pantry.Please listen to our dialogue.Tip 1 _ Bear in mind that a good company profile presents an opportunity for the prospective buyer to know about the c
7、ompany and enable direct interaction with the sales and marketing teams of the business.Tip 2 Think about your objectives.Ask yourself questions like:a._What makes your company shine?b.Why would your client choose you over any other company?c._Tip 3 Think about how you are going to present it to you
8、r client:a._b._Tip 4 _Part 1Warm-upHow can you define your companys vision,mission and target?Get organized.Make sure that you have all of your materials in order before you actually meet with the client.You dont want to be fumbling for the right charts or numbers in the middle of the discussion.Pra
9、ctice what you are going to say out loud,to an audience.Anticipate questions and concerns from your clients.Here are some good expressions used in the conversation.Part 1Warm-upget on track （1）_bear in mind （2）_prospective buyer （3）_get organized （4）_in order （5）_fumble for （6）_anticipate questions
10、（7）_Part 1 Warm-up2.Fill out the Chinese meaning of some of the expressions used in the conversation.步入正轨牢记，记住潜在买家有条理，有计划井然有序摸索，瞎摸，笨手笨脚预料问题Part 1 Warm-upTask 3 Listen to the dialogue an finish the questions.Mr.Wu:Morning,Michael,how have you been doing so far?Michael:Good morning,Mr.Wu.Im fine,thank
11、 you.Mr.Wu:So youve been here for a month or so?Michael:Three weeks.Mr.Wu:Right.How are your teammates?Michael:They are really nice to me and Ive learned a lot about my job responsibilities from them.Mr.Wu:Good,good.Getting on track now are you?Michael:I suppose so.Well,I had dinner with a couple of
12、 friends from college last night.They knew I got an offer and were asking me about my company.Mr.Wu:What did you say?Michael:I told them I worked in a trade company.And one of them seemed to be interested in the products and service we provide.I think he could be a potential client.Mr.Wu:Really?Are
13、you going to set up a meeting with him?Michael:Probably.But I have to get prepared beforehand.Mr.Wu,could you please give me some tips for introducing our business to an interested client?Mr.Wu:Sure.Well,you need to bear in mind that a good company profile presents an opportunity for the prospective
14、 buyer to know about the company and enable direct interaction with the sales and marketing teams of the business.Michael:Yes,I know that.But what exactly should I do?Mr.Wu:Think about your objectives.Ask yourself questions like what makes your company shine?Why would your client choose you over any
15、 other company?How can you define your companys vision,mission and target?Michael:These are really big questions for a new employee like me.Mr.Wu:They are indeed.Youll need some time to get fully prepared.Michael:What should I do after I figure that out?Mr.Wu:Then you have to think about how you are
16、 going to present it to your client.First,get organized.You need to make sure that you have all of your materials in order before you actually meet with the client.You dont want to be fumbling for the right charts or numbers in the middle of the discussion.Michael:Okay,I can do that.Im good at organ
17、izing things.Mr.Wu:Second,practice what you are going to say out loud,to an audience.It sounds ridiculous and might feel silly but its important to make sure that youre phrasing your presentation correctly.Michael:Oh,I may have to work hard on this part.I dont feel very comfortable to speak in front
18、 of audience.But I think Ill manage.Anything else?Mr.Wu:Yes,you should also anticipate questions and concerns from your clients.Brainstorm all of the possible reasons that the client might want to walk away from the deal.If you have an answer for every objection that comes up,the client will see no
19、reason not to do business with you.Michael:Wow,youve taught me a lot,Mr.Wu.Thank you!Mr.Wu:No problem.Tell me how it goes if you set up a meeting with your friend.Michael:Will do.Have a nice day,Mr.Wu.Mr.Wu:You too Michael.Part 1Warm-upPart II Listening Practicepart1part2part3part4part5Practice 1.Li
20、sten to the following dialogue and fill in the missing words.Michael:Mr.Wu,you see,Ive been here for three weeks,but Im still not quite clear about what our company does.Could you tell me some (1)details?Mr.Wu:Sure.What do you want to know?Michael:Well,I know its a trade company,but what kind of pro
21、ducts do we mainly trade in?Mr.Wu:We are one of the leading (2)in importing and exporting (3),textile and garments,as well as light industrial products in this city.Michael:I see.What are light industrial products?Mr.Wu:They are products which are more consumer-oriented than business-oriented.Most l
22、ight industry products are produced for (4)rather than as (5)for use by other industries.It is the production of small consumer goods,like clothes,shoes,(6),consumer electronics and home appliances.Michael:How long have we been in this business?Mr.Wu:We were established in 1978.Weve expanded a lot o
23、ver the past few (7).Now we have 9 subsidiary trading companies and 1 shipping company with around 250 employees.Michael:Well I guess Im lucky to be here.Does the company do other business besides import and export?Mr.Wu:Yes.We also provide service for joint venture cooperation,(8)and processing wit
24、h supplied materials,special productions as per customers requests.specificdealers commoditiesend users intermediatesfurnituredecadesmanufacturingPart II Listening PracticePractice 1Michael:Mr.Wu,you see,Ive been here for three weeks,but Im still not quite clear about what our company does.Could you
25、 tell me some specific details?Mr.Wu:Sure.What do you want to know?Michael:Well,I know its a trade company,but what kind of products do we mainly trade in?Mr.Wu:We are one of the leading dealers in importing and exporting commodities,textile and garments,as well as light industrial products in this
26、city.Michael:I see.What are light industrial products?Mr.Wu:They are products which are more consumer-oriented than business-oriented.Most light industry products are produced for end users rather than as intermediates for use by other industries.It is the production of small consumer goods,like clo
27、thes,shoes,furniture,consumer electronics and home appliances.Michael:How long have we been in this business?Mr.Wu:We were established in 1978.Weve expanded a lot over the past few decades.Now we have 9 subsidiary trading companies and 1 shipping company with around 250 employees.Michael:Well I gues
28、s Im lucky to be here.Does the company do other business besides import and export?Mr.Wu:Yes.We also provide service for joint venture cooperation,manufacturing and processing with supplied materials,special productions as per customers requests.Part II Listening Practice2.Listen again and fill in t
29、he table.Michael has made two inappropriate questions and responses.Do you know what are they?And state your reasons.Silly questions/responsesReasons What kind of products do we mainly trade in?He should have known this since he has been there for three weeks.How long have we been in this business?A
30、s an employee he should learn the companys history.（1）_ （2）_ （3）_ （4）_ （5）_ （6）_ （7）_ （8）_ cfegahbdPart II Listening Practice3.Study the following expressions and match them with the corresponding Chinese equivalents.(1)textile and garmentsa.建立于(2)light industrial productsb.航运公司(3)consumer-orientedc
31、.纺织服装(4)home appliancesd.合资经营(5)be established in.e.消费者导向(6)subsidiary trading companyf.轻工业品(7)shipping companyg.家电用品(8)joint venture cooperationh.子贸易公司Mr.Wu continued to show me our company and tell me more detailed information about the companys structure.Part II Listening PracticePractice 21.List
32、en to the dialogue and decide whether the statements below are true(T)or false(F)._(1)Their company has R&D department._(2)Mr.Wu is in the Administration department and is an Operations Manager._(3)Mr.Wus major responsibility is to increase regional sales._(4)CEO is responsible for leading the compa
33、ny to long-term success._(5)One of the Sales Managers job descriptions is to expand customer base.F TF TTPart II Listening PracticePractice 2Michael:Mr.Wu,thank you for telling me about our companys main business.I was wondering if you could take some extra minutes to tell me about the company struc
34、ture and major positions responsibilities.Mr.Wu:Of course.As with any large trading company,we have several departments,including Import&Export,Marketing,Sales,Human Resources,Advertising,Logistics,Accounts and Administration.Michael:Which department are you in Mr.Wu?Mr.Wu:Me?Im with the Administrat
35、ion.Im an Operations Manager.Michael:What do you do exactly?What are your main responsibilities?Mr.Wu:As an Operations Manager,I have to plan,direct and coordinate all organizations operations.Im responsible for improving performance,productivity,efficiency and profitability through the implementati
36、on of effective methods and strategies.Michael:Wow,seems like a tough job.Part II Listening PracticeMr.Wu:Well,comparing to what a CEO has to do,this is nothing.You know our CEO right?Michael:Yes I know.But I havent met him yet.What does a CEO do?Mr.Wu:CEO supervises and controls all strategic and b
37、usiness aspects of the company.He is the first in command in the company and responsible for giving proper strategic direction as well as creating a vision for success.An ideal CEO should be able to see the big picture in a variety of setting.The ultimate goal is to drive the companys development an
38、d guide it towards long-term success.Michael:What about Sales Manager?I mean sales accounts for a large portion of our business right?Mr.Wu:Youre quite right.The main objective for a Sales Manager is to achieve growth and hit sales targets.He should design and implement a strategic business plan tha
39、t helps to expand companys customer base and ensure its strong presence.He may also coach and monitor the performance of sales representatives.Michael:Thank you for telling me all these things,Mr.Wu.I really appreciate it.Mr:Wu:No problem.Part II Listening Practice2.Translate the underlined sentence
40、s by yourself,then listen to the dialogue again and check your translations.2.Translate the underlined sentences by yourself,then listen to the dialogue again and check your translations.Michael:Mr.Wu,thank you for telling me about our companys main business.I was wondering if you could take some ex
41、tra minutes to tell me about the company structure and major positions responsibilities.Mr.Wu:Of course.（1）像任何大型贸易公司一样，我们也有很多部门，包括进出口部、市场营销部、销售部、人力资源部、广告部、后勤部、会计部和行政管理部。Michael:Which department are you in Mr.Wu?Mr.Wu:Me?Im with the Administration.Im an Operations Manager.Michael:What do you do exact
42、ly?What are your main responsibilities?Mr.Wu:As an Operations Manager,（2）我需要计划、指导和协调整个公司的运行。Im responsible for improving performance,productivity,efficiency and profitability through the implementation of effective methods and strategies.Michael:Wow,seems like a tough job.Mr.Wu:Well,comparing to wha
43、t a CEO has to do,this is nothing.You know our CEO right?Michael:Yes I know.But I havent met him yet.What does a CEO do?As with any large trading company,we have several departments,including Import&Export,Marketing,Sales,Human Resources,Advertising,Logistics,Accounts and Administration.I have to pl
44、an,direct and coordinate all organizations operations.Mr.Wu:（3）首席执行官监督和掌控公司各方面的战略和业务。He is the first in command in the company and responsible for giving proper strategic direction as well as creating a vision for success.An ideal CEO should be able to see the big picture in a variety of setting.（4）
45、最终目标是推动公司发展，引导公司走向长期成功。Michael:What about Sales Manager?I mean sales accounts for a large portion of our business right?Mr.Wu:Youre quite right.The main objective for a Sales Manager is to achieve growth and hit sales targets.He should design and implement a strategic business plan that helps to exp
46、and companys customer base and ensure its strong presence.（5）他也许还要监督销售代表的工作表现。Michael:Thank you for telling me all these things,Mr.Wu.I really appreciate it.Mr.Wu:No problem.Part II Listening PracticeCEO supervises and controls all strategic and business aspects of the company.The ultimate goal is t
47、o drive the companys development and guide it towards long-term success.He may also have to monitor the performance of sales representatives.Poor Michael said something inappropriate again.Discuss with your partner about why it is inappropriate.Part II Listening Practice 3.DiscussionPart III Languag
48、e Focuspart1part2part3part4part5Task 1 Listen to the presentation and answer the following questions.(1)What is Vivians position in Cosmo Import&Export Service Inc.?(2)When was Cosmo founded?(3)What does Cosmo specialize in?She is the Marketing Manager.It was founded in 1995.It specializes in Europe
49、an sourcing and trade consulting for the European market.Part III Language Focuspart1part2part3part4part5Task 1 Listen to the presentation and answer the following questions.(4)What kinds of products do these factories produce?(5)What main trade consulting services does the company include?They prod
50、uce consumer goods like housewares,furniture,lighting,office products,hardware,gardening equipment,and moreTheir services include trade facilitation service,market strategy development,target market and competition analysis,business proposal development,sales plan implementation and European financi