1. Unit 2 Establishing Business Relations 制作单位：应用外语系公共英语教研室 gongzuo20000@yeah.net

2. Getting Things Ready 1 Things to Do 2 Things to Write 3 Career Skill Description

3. Section 1 Getting Things Ready 1 about the ways to find new customers and business partners to keep track of customers to write a business liaison letter In this unit, you will learn: 2 3

4. Section 2 Things to Do Things to Do Activity Two Listen and Write Read and Think Activity One Related Information back

5. Section 2 Things to Do 1. History of Shell How to Build Strong Business Relationships Business to Business relationships do not start with: "Hello, nice to meet you, will you do some business with me, please?" A relationship has to be built between individuals, and based on mutual trust, respect and liking. With these as the foundation of the relationship, the business to business association will be a long and fulfilling one. There are 7 stages to go through: Related Information:

6. Section 2 Things to Do Unaware to aware Aware to curious Curious to interested Interested to wanting Wanting to buying Buying to satisfied Satisfied to the creation of a raving fan back

7. manufacturer potential take advantage of trade fair promotion approach advertise company leaflet business Section Two Things to Do Activity One Listen and Write customer back

8. Section Two Things to Do Question 3 Have you ever used the internet to get some product information you need? If yes, can you tell something about your experience? Question 2 What can you do to find new customers and business partners? Question 1 What do you need to do when you have started your business? next

9. Read and Think Building Business Relationships When you have started your own business, one important thing is to build business relationships. You will have to find new customers and business partners. There are several ways you can try. 1. General comprehensive searching By comprehensive searching, we mean you can try searching for new customers and partners by reaching every possible organizational groups, families, or communities. You can try reaching them by e-mails, paying a visit, posting business cards or company leaflets. 2. Advertising approach By advertising approach, we mean you can try reaching w s

10. your target customers through making advertisements. You can make advertisements in newspapers, on the internet, or through promotion activities. You can distribute advertisements to your target customers and attract them to your site of product promotion in a target region, where you can introduce and illustrate your products. 3. Trade fair opportunities Another effective approach to finding new customers and business partners is to take good advantage of trade fair opportunities. Various trade fairs are held in China every year, such as China Import and Export Fair (Canton Fair), China International Consumer Goods Fair, China International Small Read and Think w s

11. and Medium Enterprises Fair etc. These trade fairs provide you with great opportunities to find potential customers and business partners. Besides, you can make good use of the internet in finding your business partners. You can find a great deal of trade information such as information about commodities, manufacturers, buying demands etc. You can also find useful information about various expositions, trade fairs, and industry-related conferences that you can attend. On the other hand, you can distribute information of your products and services so that those who are interested can know about you and contact you. These are all opportunities you can grasp to start new business relationships. w

12. Read and Think When you have established business relationships with your customers or business partners, you need to keep track of them to further consolidate the relationship. Keep them informed of your products and services. Get feedbacks from your customers regularly. Expand your partnership areas. Try finding mutual benefits for both sides. By doing so, you can keep long lasting business relationships. And success is over there waving to you! (362 words) back w s

13. Read and Think Task 1 Test your problem-solving ability. Find out useful information about how an exporter can set up business relationships overseas. Generally, exporters can obtain information about prospective customers overseas through the following channels: 1. Banks in the buyer's country 2. Chambers of Commerce in foreign 3. Consulates stationed abroad 4. Various trade associations 5. Trade directory 6. Newspaper and advertisement next

14. Read and Think Having obtained the name and address of the prospective customers, the exporter may set out to send letters, circulars, catalogues, and price lists to the parties concerned. Such letters should tell the reader how his name is obtained and give him some details about the exporter's business, for example, the range of the goods handled and in what quantities.

15. Read and Think Task 2 Tell whether the following statements are true or false. Write T for True and F for False. 1. Building business relationships is not so important for one’s business. 2. Making advertisements is one way to find new customers and business partners. 3. Trade fairs provide great opportunities to find potential customers and business partners. 4. You can use the internet to find helpful trade information. 5. You can not use the internet to distribute information of your products and services. 6. Keeping track of your customers and business partners is important for keeping a long lasting business relationship. F T T T F T next

16. Read and Think Task 3 Give brief answers to the following questions. 1. What is important when you have started your business? To build business relationships.. 2. What is meant by “advertising approach”? By advertising approach, we mean you can try reaching your target customers through making advertisements. 3. How many trade fairs are mentioned in the text? What are they? Three. They are China Import and Export Fair, China International Consumer Goods Fair, and China International Small and Medium Enterprises Fair. next

17. Read and Think 4. What kind of trade information can we find on the internet? We can find a great deal of trade information such as information about commodities, manufacturers, buying demands etc. 5. What else can we do on the internet besides finding business partners? We can distribute information of our products and services so that those who are interested can know about us and contact us. 6. What else should we do after we have established a business relationship? We should keep track of our customers and business partners. next

18. Read and Think next Task 4 Match A with B 1- d 2-g 3-j 4-i 5-b 6-h 7-a 8-f 9-c 10-e

19. Read and Think Task 5 Fill in the blanks with the right words or phrases. Change the form where necessary. 1. Nowadays people often _________ information on the internet. 2. There is a high __________ for skilled workers in the manufacturing business. 3. She is quite satisfied with her employees who have already reached their sales ___________. 4. We are doing a special ___________ of our new products. promotion customers take advantage of potential demand target approach feedback contact search for search for demand target promotion

20. Read and Think 5. We need more _____________ from the consumers in order to improve our goods. 6. The manager believed that Africa is a __________ market for their new products. 7. Many stores ______________ the holidays to promote their goods. 8. The company views “___________ satisfaction” as first rule of its service. 9. ______________ me tomorrow to discuss more details of our marketing plan. 10. We all appreciate her ____________ to the problem. feedback potential take advantage of customer Contact approach back

21. Section 3 Things to Write Things to Write Activity Two: Applied Writing A Business Liaison Letter Complete a letter Activity One: Task-based Writing back

22. Section 3 Things to Write Activity One: Task-based Writing Creating an Agenda Task 1 Study the following tips for writing. Task 2 Study the following language for writing. Task 3 Study the following model for witing. Task 4 write Write a business association letter back

23. Section 3 Things to Write When writing a letter to establish a business relationship, usually you should include the following: 1. Source of information: where and how you know of the company or its products; 2. Your interest: what is your interest in the company or its products; 3. Information of your company: products, services; 4. What you can offer: what special offers or service you can give to the other company; 5. Wish for the future: your wish to establish a business relationship. back Task 1 Study the following tips for writing.

24. Section 3 Things to Write Task 2 Study the following language for writing.

25. Section 3 Things to Write Sentence patterns: We have seen the advertisement of your products in Guangzhou Daily. We are very interested in your cell phones. If possible, we would like to establish a regular business relationship with you. We would appreciate it very much if you could send us a catalogue of your products. We would consider placing large and regular orders. If you place regular orders for large quantities, we can offer you special discount. We are enclosing a catalogue of our latest summer products. We look forward to your early reply. back

26. Section 3 Things to Write Task 3 Study the following model for witing. December 29, 2005 Dear Sir or Madam, We have seen the advertisement of your products on television. We are very interested in your models of cell phones. Will you please send us a copy of your catalogue and current price list for your products? We are the leading mobile phone seller in this city, and we have branches in five regions. If the quality of your products is satisfactory and the prices are reasonable, we’ll place regular and large orders.

27. Section 3 Things to Write back If possible, we would like to establish a regular business relation with you. And we sincerely hope that we can cooperate to our mutual benefits in the future. Sincerely yours, Wang Yue Sales Manager DF Cell Phone Sales Co., Ltd. Your wish

28. Section 3 Things to Write next

29. Section 3 Things to Write December 24, 2006 Dear Sir or Madam, I 1) ______________________________________________ ( 从 《广州日报》获知有关贵公司的信息）. And I am writing to ask if you have some 2) ________________________ ( 我们所要的玩具商品 ) and weather they are in stock. Would you please 3) ____________________________ ( 给我们提供合理的价格 )? If possible, we would like to 4) ____________________________________ ( 与贵公 司建立贸易关系 ). We 5)____________________________________ ( 盼早日收到您的 回复 ). Sincerely yours, Wang Gang Manager China Office Equipment Imp.& Exp. Co. Ltd Task 2 Complete the company profile by translating the Chinese given in brackets into English. back knew about your company from Guangzhou Daily toy products we are interested in offer us a reasonable price establish a business relationship with you are looking forward to your early reply

30. Read and Think Building Business Relationships When you have started your own business, one important thing is to build business relationships. You will have to find new customers and business partners. There are several ways you can try. started 1. General comprehensive searching By comprehensive searching, we mean you can try searching for new customers and partners by reaching every possible organizational groups, families, or communities. You can try reaching them by e-mails, paying a visit, posting business cards or company leaflets. 2. Advertising approach By advertising approach, we mean you can try reaching back

31. Read and Think Building Business Relationships When you have started your own business, one important thing is to build business relationships. You will have to find new customers and business partners. There are several ways you can try. 1. General comprehensive searching By comprehensive searching, we mean you can try searching for new customers and partners by reaching every possible organizational groups, families, or communities. You can try reaching them by e-mails, paying a visit, posting business cards or company leaflets.By comprehensive searching, we mean you can try searching for new customers and partners by reaching every possible organizational groups, families, or communitiesYou can try reaching them by e-mails, paying a visit, posting business cards or company leaflets. 2. Advertising approach By advertising approach, we mean you can try reaching back

32. Read and Think your target customers through making advertisements. You can make advertisements in newspapers, on the internet, or through promotion activities. You can distribute advertisements to your target customers and attract them to your site of product promotion in a target region, where you can introduce and illustrate your products.target 3. Trade fair opportunities Another effective approach to finding new customers and business partners is to take good advantage of trade fair opportunities. Various trade fairs are held in China every year, such as China Import and Export Fair (Canton Fair), China International Consumer Goods Fair, China International Small back

33. Read and Think your target customers through making advertisements. You can make advertisements in newspapers, on the internet, or through promotion activities. You can distribute advertisements to your target customers and attract them to your site of product promotion in a target region, where you can introduce and illustrate your products.You can distribute advertisements to your target customers and attract them to your site of product promotion in a target region, where you can introduce and illustrate your products. 3. Trade fair opportunities Another effective approach to finding new customers and business partners is to take good advantage of trade fair opportunities. Various trade fairs are held in China every year, such as China Import and Export Fair (Canton Fair), China International Consumer Goods Fair, China International SmallAnother effective approach to finding new customers and business partners is to take good advantage of trade fair opportunities back

34. Read and Think and Medium Enterprises Fair etc. These trade fairs provide you with great opportunities to find potential customers and business partners. provide you with potential Besides, you can make good use of the internet in finding your business partners. You can find a great deal of trade information such as information about commodities, manufacturers, buying demands etc. You can also find useful information about various expositions, trade fairs, and industry-related conferences that you can attend. On the other hand, you can distribute information of your products and services so that those who are interested can know about you and contact you. These are all opportunities you can grasp to start new business relationships.demandsOn the other hand, contact back

35. Read and Think When you have established business relationships with your customers or business partners, you need to keep track of them to further consolidate the relationship. Keep them informed of your products and services. Get feedbacks from your customers regularly. Expand your partnership areas. Try finding mutual benefits for both sides. By doing so, you can keep long lasting business relationships. And success is over there waving to you!keep track of Keep them informed of feedbacksregularly. back

36. Read and Think When you have established business relationships with your customers or business partners, you need to keep track of them to further consolidate the relationship. Keep them informed of your products and services. Get feedbacks from your customers regularly. Expand your partnership areas. Try finding mutual benefits for both sides. By doing so, you can keep long lasting business relationships. And success is over there waving to you!By doing so, you can keep long lasting business relationships. back