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Establishment of Business Relations 大连理工大学出版社 Unit 1 世纪商务英语听说教程 3 (第四版)

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Presentation on theme: "Establishment of Business Relations 大连理工大学出版社 Unit 1 世纪商务英语听说教程 3 (第四版)"— Presentation transcript:

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2 Establishment of Business Relations 大连理工大学出版社 Unit 1 世纪商务英语听说教程 3 (第四版)

3 Learning Outcomes 1.To get familiar with important points about establishing business relations. 2.To learn to build business contact with potential partners.

4 Contents Part I Active ListeningPart II Fun BreakPart III Additional ListeningPart IV Viewing & Speaking

5 Active Listening

6 Exercise 1 Directions: Mr. Chris Brown is the Manager of the Import Department of Max Toy Company Limited, USA and Ms. Li Yan is the Sales Manager of Wanshun Trading Company Limited, China. Dialogue 1 in the first eight units tells us how these two companies have established business relations. Now listen to a dialogue between Mr. Chris Brown and Ms. Li Yan and choose the best answer to each question.

7 Active Listening Exercise 1 Why does Mr. Chris Brown come to Shanghai? A. To travel for pleasure. B. Because he received his potential partner’s invitation. C. To take his first trip to Shanghai. How does Wanshun Trading Company get the information about the American company? A. From a newspaper.B. From the Internet.C. From an exhibition. Which of the following is NOT true about the Chinese company? A. An import and export company. B. A toy dealer. C. A newly founded company. Which continent does Max Toy Company Limited have a long history of importing goods from? A. Australia. B. Europe. C. Asia. 1 √ 2 √ 3 √ 4 √ Tapescript

8 返回 (C—Chris Brown, L—Li Yan) C:Good morning. I’m Chris Brown from Max Toy Company Limited, USA. Here is my name card. L: Very pleased to meet you and welcome to our company, Mr. Brown. I’m Li Yan and here is my card. C: Pleased to meet you too, Ms. Li. L: Have a seat, please. C: Thank you. I have been to many countries on business trips, but this is my first visit to your country. It’s good to be here. L: I’m so glad you could come in person. We have your name and address from the Internet and are glad to learn that you are seeking Chinese toy cars, so we invited you to come and see the exhibition in Shanghai. TAPESCRIPT

9 C: We’ve come to know your company was founded in 1950 and has grown to be the leading import & export company in China, dealing in toys and handicrafts. L: Yes. Mr. Brown, did you visit our stall in the exhibition? C: Oh, yes. I found some of your exhibits fine in quality and beautiful in design. It is terrific to see so many of your products in person. I’ve gone over the catalogue and the pamphlets and I’ve found that your displayed exhibits are even better than those in the catalogue and pamphlets. L: Thank you. I’m glad to hear that. C: We have a long history of importing goods from Asia. In order to expand our import business from China, we wish to trade with you in toy cars. L: Mr. Brown, your desire coincides with ours. We also hope to conduct business transactions with you in the near future. TAPESCRIPT 返回

10 Active Listening Exercise 2 Directions: Listen to the dialogue again and decide whether the following statements are true (T) or false (F). 1. This is Mr. Chris Brown’s first visit to Shanghai, but second visit to China. 2. There is an exhibition in Shanghai. 3. Wanshun Trading Company Limited was founded in 1960. 4. Mr. Chris Brown seldom goes on a business trip. 5. Chris Brown has visited Wanshun Trading Company’s stall at the exhibition. 6. The displayed products are not as good as those in the catalogue. 7. Max Toy Company Limited has a long history of importing goods. 8. Chris Brown is interested in Wanshun Trading Company’s toy pandas. F( ) T F F T F T F

11 Active Listening

12 Exercise 1 Directions: Listen to a dialogue between John Carson and Michelle Palma, who are willing to do business with each other, and answer the following questions. 1. What does John Carson require Michelle Palma to do if he establishes trade relations with her company? 2. What’s Michelle’s reaction to John’s suggestion? To offer him a reasonable price. _____________________________________________________________________ It coincides with her wish as her company hasn’t Australian customers yet. _____________________________________________________________________ Tapescript

13 Active Listening Exercise 1 Directions: Listen to a dialogue between John Carson and Michelle Palma, who are willing to do business with each other, and answer the following questions. 3. Who does John suggest Michelle should consult if she wants to know more information about his Australian company? 4. What will John do next? Bank of Hong Kong, or to his local Chamber of Commerce or inquiry agencies. _____________________________________________________________________ He will send a fax home to get answers to decide if he would do business with Michelle. _____________________________________________________________________

14 返回 (J—John Carson, M—Michelle Palma) J: Ms. Palma, your company’s mobile phones seem to be of the latest style. I am sure that the Australian customers will like them very much. If you can offer us a reasonable price, we sincerely hope to establish trade relations with your company. M: Your desire coincides with ours. We really want to open the Australian market as we don’t have any customers there yet. J: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies. We enjoy a long history in exporting and importing goods in Australia. TAPESCRIPT

15 返回 M: Thank you for your information. As you know, we always trade with foreign countries on the basis of equality and mutual benefit, especially with countries from Asia and Europe. Establishing business relations between us will be a new start for our company. I have no doubt that it will bring mutual benefits to us. J: That sounds great. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry. M: We are expecting to hear positive news from you. I hope a lot of business will be conducted between us. J: So do I. TAPESCRIPT

16 Active Listening Exercise 2 Directions: Listen to the dialogue again and tick(√) the information about Michelle Palma’s company. Michelle Palma’s Company producing mobile phones trading with New Zealand trading with foreign countries importing and exporting mobile phones Its mobile phones are of the latest style. having business relations with European countries It doesn’t want to open the Australian market. Doing business with John Carson’s company will bring harm to her company. √ √ √ √

17 Active Listening

18 Exercise 1 Directions: Listen to the initial letter from American laptop producer Super Laptop Co. and choose the best answer to each question. Where did the American company get the name of the prospective client? 1 √ A B C Tapescript

19 Active Listening Exercise 1 Which laptop is their latest design? 2 √ A B C

20 Active Listening Exercise 1 Which group of people don’t think the latest design is ideal? 3 √ A B C

21 Active Listening Exercise 1 What is NOT included in Super Laptop Co.’s separate cover with the letter? 4 √ A B C

22 返回 Dear Sir: On the recommendation of our Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the production and export of American laptops and shall be glad to enter into business relations with you on the basis of equality and mutual benefit. Located in the world’s largest laptop and computer producer — America, Super Laptop Co. enjoys a favorable reputation of designing and producing advanced laptops. TAPESCRIPT

23 返回 We find that more than just business people are interested in purchasing laptops, so our interest in improved designs and more variety in the types of laptops has increased. We have a variety of laptop types, such as ultraportable laptops, thin and light laptops, mid- size laptops and desktop replacement laptops. Our latest design is the ultraportable laptop, the smallest in the laptop category. This is an ideal laptop size for frequent travelers and students who will be carrying their laptop a great deal. We have the technical strength and a strong capacity to develop new products. “Good quality for survival, excellent credit for development” is our principle that we follow. Honesty and mutual benefits are the business philosophy that we pursue. TAPESCRIPT

24 返回 To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference. Please send a specific enquiry if you are interested in any of the items listed in the catalogue. We shall make offers promptly. We look forward to your early reply. Yours faithfully, Jake Wu Marketing Manager Super Laptop Co. TAPESCRIPT

25 Active Listening Exercise 2 Directions: Listen to the letter again and fill in the missing words. On the recommendation of our Chamber of Commerce, we have learned with pleasure the ( 1 ) and ( 2 ) of your firm. We wish to inform you that we specialize in the ( 3 ) and ( 4 ) of American laptops and shall be glad to ( 5 ) business relations with you on the basis of equality and ( 6 ). Located in the world’s largest laptop and computer producer — America Super Laptop Co. enjoys a favorable ( 7 ) of designing and producing advanced laptops. name ________ address __________ production ____________ export ___________ enter into ___________ mutual benefit ________________ reputation ____________

26 Active Listening Exercise 2 We find that more than just business people are interested in ( 8 ) laptops, so our interest in ( 9 ) designs and more ( 10 ) in the types of laptops has increased.... Yours faithfully, Jake Wu Marketing Manager Super Laptop Co. purchasing _____________ improved __________ variety __________

27 Fun Break Directions: Listen to a fun story twice and answer the following questions. 1. How many customers did the young lad sell things to? 2. What did the lad sell to the customer? Only one. _____________________________________________________________ Fish hooks, fishing lines, a boat and a truck. _____________________________________________________________ Tapescript

28 返回 A Young Salesman A keen Texas lad applied for a salesman’s job at a city department store. The store was the biggest in the world and sold everything under the sun. “Have you ever been a salesman before?” the boss asked during his interview. “Yes, I was a salesman in Texas,” the lad answered. The boss took an immediate liking to him and told him he could start the next day. “I’ll come and see how you make out after we close up,” the boss said. The day was long and hard for the young man, but finally it was 5 o’clock. The boss closed up the store and found the lad sitting, slumped and exhausted, in a chair. “How many sales did you make today?” the boss asked. “One,” said the lad. TAPESCRIPT

29 返回 “One?” said the boss, obviously displeased. “Most of the salespeople on my staff make 20 or 30 sales a day. How much was the sale worth?” “Exactly $101,334.53,” said the young man. “How did you manage that?” asked the boss, shocked. “Well,” said the lad, “this man came in and I sold him a small fish hook, then a medium fish hook, and finally a really large hook. Then I sold him a small fishing line, a medium one, and a huge one. I asked him where he was going fishing, and he said he was going down the coast. TAPESCRIPT

30 返回 I said he’d probably need a boat, so I took him down to the boat department and sold him that fancy 22-foot Chris Craft with twin engines. Then he said his Honda Civic probably wouldn’t be able to handle the load, so I took him to the vehicle department and sold him a new GMC 1-ton pickup truck.” “You sold all that to the guy who came in for a fish hook?” the boss asked in astonishment. “He didn’t come in to buy a fish hook,” the Texas boy explained. “He came in to buy a box of onions for his wife, and I said to him, ‘You might as well go fishing for your weekend.’” TAPESCRIPT

31 Additional Listening

32 Exercise 1 Directions: Listen to an introduction of a company and decide whether the following statements are true (T) or false (F). 1. Sky Peanut Import & Export Co., Ltd. specializes in producing, processing and trading peanuts. 2. Sky Peanut Import & Export Co., Ltd. has built business relationship with European, Australian, American and African countries. 3. The company has a raw material collection system throughout China. 4. The company’s peanut products enjoy a good international market. 5. Two of its advantages are fine processing and flexible marketing method. F( ) F T T T Tapescript

33 返回 Sky Peanut Import & Export Co., Ltd. is specializing in sorting, grading, processing and trading peanuts. The company has built up a wealth of experience in the peanut business and has developed strong, mutually beneficial relationships with hundreds of customers all over the world, mainly from EU, Japan, USA, Canada, ASEAN, Russia, East European countries, Middle East, Australia and New Zealand. The company has a complete raw material collection system throughout China, and six special professional manufacturing factories for exporting peanut products. Its peanuts and peanut products enjoy a high reputation in the international market. Non-polluted material, fine processing, advanced equipment, a complete quality guarantee system and flexible marketing method, all of these advantages improve the quality of its products and confidence of the company as well as its customers. TAPESCRIPT

34 返回 The company continues to enjoy a large portion of the international market. The company’s principles of (1) QUALITY, EFFICIENCY, CONSISTENCY & RELIABILITY continue to be the basis of the (2) work ethic throughout the whole company. Sky Peanut Import & Export Co., Ltd. (3) prefers to work closely with its customers and (4) suppliers and believes strongly that business should be for the (5) benefit of all parties with a (6) long-term view. Its expertise and (7) hard work from its staff and management has (8) enabled Sky Peanut to become the largest exporter of Chinese Peanuts with an (9) unequalled reputation for Quality, Safety and (10) Reliability. TAPESCRIPT

35 Additional Listening Directions: Listen to the passage again and write down the missing words. The company’s principles of ( 1 ), EFFICIENCY, CONSISTENCY & RELIABILITY continue to be the basis of the ( 2 ) throughout the whole company. Sky Peanut Import & Export Co., Ltd. ( 3 ) work closely with its customers and ( 4 ) and believes strongly that business should be for the ( 5 ) of all parties with a ( 6 ). Its expertise and ( 7 ) from its staff and management has ( 8 ) Sky Peanut to become the largest exporter of Chinese Peanuts with an ( 9 ) reputation for Quality, Safety and ( 10 ). work ethic ______________ QUALITY ____________ prefers to ______________ suppliers ____________ benefit ____________ long-term view _________________ hard work ____________ enabled _________ unequalled ____________ Reliability _____________

36 Viewing & Speaking Useful Expressions for Establishing Business Relations  Our corporation, which was founded in 1959, is recognized as one of the leaders in the field of automobile manufacturing.  Our purpose is to explore the possibilities of developing trade with you.  Our company mainly trades in arts and crafts.  We specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit.  Our competitive prices, experiences, efficiency, and reliability have won confidence and good will among our clients around the world.  I found some of your products fine in quality and beautiful in design.

37 Viewing & Speaking Useful Expressions for Establishing Business Relations  We always trade with foreign countries on the basis of equality and mutual benefit.  We would be glad to start business with you.  We enjoy a long history of exporting and importing goods in China.  We also hope to expand our business with you.  We have been working on expanding our scope of cooperation with China.  We have a technical strength and a strong capacity to develop new products.  We are sending you under separate cover a catalogue together with a range of pamphlets for your reference.

38 Viewing & Speaking

39 Directions: Watch the video and then discuss with your partner what you know about SARA Company after watching it. Tapescript

40 返回 (A—Angel Milton, D—Daniel Smith) A: Good morning, Mr. Daniel Smith, I am Angel Milton, representative of the SARA Company. D: Good morning, Ms. Milton, nice to meet you. A: Nice to meet you, too. I have seen your wonderful booth here in the exhibition and I’ve heard a lot of your company. D: Thank you. So is SARA doing similar trade? A: Yes. We are producing portable fridges. And I understand your company Brandy is a well-known trader in dealing with home appliance in Brazil. TAPESCRIPT

41 返回 D: Yeah. Our company enjoys a 20-year history in being a home appliance market leader in Brazil. Would you let me see your product? A: Sure. Here is our brochure. This is the greatest little portable fridge you’ve ever seen. Pack it with sandwiches, drinks, fried chicken, fruit, whatever, and you’ll have at your fingertips child food and drink day and night. D: Portable fridge is a new product in our market. A: Well, we enjoy a good market here in the US, young people especially like it very much. D: Yes, we might need to explore this new market since it has so much potential. TAPESCRIPT

42 返回 A: No need to explore a new one, Mr. Daniel Smith. Just buy some and put them standing beside the old, traditional fridges. It would hit the market automatically. I am sure it would enjoy a good market in Brazil. D: Sounds reasonable. Yet I still need to consult with my colleagues. Could you give me more detailed information about your company and product? A: No problem. Here is my name card, and there is the company’s website on it. D: Thank you. TAPESCRIPT

43 Viewing & Speaking Directions: Suppose you are Angel Milton (A), the representative of SARA Company and your partner is Daniel Smith (B), the representative of the Brazilian Home Appliance Company. Make a dialogue using the useful expressions above. For your reference: B —— see your booth; hear a lot about your company A —— show your brochure; introduce your company and products briefly B —— we enjoy a good market in the USA, especially... A —— No need to... Just buy some and put them standing beside the old, traditional fridges. It would hit... B —— I am sure it would enjoy a good market in Brazil. A —— Here is my name card, and there is...

44 Viewing & Speaking Directions: Suppose your company, which is producing automobiles, will establish a business relationship with a famous car dealer in India. You’re the representative of your company and your partner is the Indian car dealer. Present a dialogue, using the useful expressions and the hints below. Some hints:  introduce your company, especially your advantages  imagine a good market in India  offer a brochure about your company

45 Viewing & Speaking Useful expressions:  We specialize in / We enjoy a long history in / Our company mainly trades or produces...  We hope to expand our business with you. / We want to explore the possibilities of developing trade with you.  We always trade with foreign countries on the basis of equality and mutual benefit.  Our corporation, which was founded in..., is recognized as one of the leaders in the field of automobile manufacturing.

46 大连理工大学出版社 Thank you!


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