1、LOGOChapter 1 Establishing Trade Relations Spoken English for Foreign TradeSpoken English for Foreign Trade1第1页，共92页。Establishing Business RelationsIntroducing Company and Business ScopePhoning and Making AppointmentsCalling on a CustomerContents2第2页，共92页。Questions Why firms establish business relat
2、ion?No customer,No businessNew customer,New Business3第3页，共92页。QuestionsvHow do you look for your customers?Talk about channels to look for customers4第4页，共92页。Ways to get information of prospective clients:Information Related5第5页，共92页。Information Related 6第6页，共92页。Introducing Company and Business Sco
3、peTeaching Objectives1.Learn some expressions of 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 co
4、mpany.5.Learn appropriate etiquette of making foreign costumers get acquaintance of the company.7第7页，共92页。v 总公司总公司 Head Office 分公司分公司 Branch Office Accounting department 财务部财务部v Sales department 销售部销售部v 国际部国际部 International Department 出口部出口部 Export Department 进口部进口部 Import Department v Purchasing/pr
5、ocurement department 采购部采购部v Research and development department 研发部研发部(R&D)产品开发部产品开发部 Product Development Department v Quality department 质量部质量部Quality control department 质控部质控部(QC)v Public relations department 公共关系部公共关系部(PR)v Advertising Department广告部广告部v Planning Department计划部计划部v Human resources
6、 department 人力资源部人力资源部(HR)人事部人事部 Personnel Departmentv 秘书室秘书室 Secretarial Pool v Department可简写为可简写为 DeptWords and Phrases-Company Department8第8页，共92页。v 董事长董事长 Chairmanv 总裁总裁 President v 总经理总经理 General Managerv C.E.O(Chief Executive Officer)v 总经理助理总经理助理General manager assistantv 行政助理行政助理administratio
7、n assistantv Director 主任；主管主任；主管 Director Zhang Office Director 办公室主任办公室主任v 经理经理 Managerv Marketing representative 销售代表销售代表v Accounting会计会计v Cashier出纳员出纳员 v Clerk/Receptionist职员接待员职员接待员v 推销员推销员 Salesmanv 采购员采购员 Purchaser v 售货员售货员 Sales ClerkWords and Phrases-Position9第9页，共92页。Words and Phrases-Offic
8、e EquipmentOffice equipment 办公设备办公设备 Office furniture 办公家具办公家具 Cabinet 柜子柜子 Swivel chair 转椅转椅computer desktop 台式电脑台式电脑 laptop 手提电脑手提电脑Monitor 显示器显示器 Computer screen 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 Fax machine传真机传真机 Telephone 电话电话Printer 打印机打印机 Ink jet printer 喷墨式打印机喷墨式打印机 Laser printer
9、 激光打印机激光打印机Paper shredder 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10第10页，共92页。Part One Preparing yourselfv Please let me introduce myself.Imv May I introduce myself?Imv Allow me to introduce myself.Imv Im from ABC company in Beijing.My name is David Lee.v Im very pleased/gla
10、d/happy/honor to see/meet you,Mr.Smith.v Ive heard so much about you,Mr.Blake.v Ive often heard about you,Mr.Blake.v The others have often talked about you,Mr.Blake.v How 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.self introduction11第11页，共92页。Part One Pr
11、eparing yourselfv How do you do,Mr.Blake?v 熟人打招呼：v How are you?v How are you doing?v Fine,thanks,and you?v Very well,thank you.v Not bad.Thank you.v 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 introduction12第12页，共92页。Part One Preparing yourself2.Third-party Introductionv May I introduce you t
12、o our office director?v Id like to introduce you to Mr.Smith.v Let me introduce you to our personal manager.v Please allow me to introduce you to Mr.Smith.v Its my pleasure to introduce you to v It is with great pleasure that I introduce to you Mr.Zhang,manager of our company.v Joe,Id like you to me
13、et v Joe,I dont believe youve ever met v This is Joe.Hes in charge ofv Hes our Director/Manager.v Jane,this is Tom,Tom,this is Jane.v Jane,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。13第13页，共92页。v I am glad to have the honor of introducing v We have nearly employees and sales of
14、 million.v Id like to establish trade relations with v Ive been in this business for more than years.3.Introducing CompanyPart One Preparing yourself14第14页，共92页。v Our products are sold in v Weve got several years experience and professional knowledge in the export ofv Here is our product information
15、 sheet.v We are one of the leading exporters of in China.v Here are our catalogue and price listv The catalogue lists all the we export,and the price list gives price forv We noted that your company is the leading importer of inv The quality of ours is as good as that of many other suppliers,while o
16、ur pricesv Wish you have interests.v Its going to be the pride of our company.4.Introducing Business ScopePart One Preparing yourself15第15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.16第16页，共92页。Words and Phrases l
17、ine有竞争力的有竞争力的行业，业务行业，业务供应商供应商17第17页，共92页。Words and Phrases product information sheetprice list带领带领参观参观价格表价格表产品目录产品目录产品说明书产品说明书18第18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19第19页，共92页。Small talk topicsv TripvWeathe
18、rvItinerary20第20页，共92页。Trip对方经过长时间旅行，对方经过长时间旅行，旅途劳累，此时若能旅途劳累，此时若能关切地询问一下对方关切地询问一下对方的旅途情况，有助于的旅途情况，有助于建立亲切感，并给对建立亲切感，并给对方留下好的印象。方留下好的印象。21第21页，共92页。v How about your flight?Hows your flight?v Did you have a good trip/a pleasant journey/a nice voyage?v Have you had a nice trip?v Have you enjoyed your j
19、ourney?v Wonderful!Nice food and good service.v Yes,I enjoyed it very much.Very pleasant.v Very good.But I am a little tired,because its a long trip.v Well,generally speaking,it was fine.But it is really a long distance from New York to Shanghai.v On the whole,its not too bad.v It was OK,though I fe
20、el a bit tired.v No,not very good,I was got air.Glad to hear it.Do you feel better now?Trip22第22页，共92页。Tripv you must be tired.v Its a long way to China,isnt it?And I think you must be tired.v You must be very tired after such a long flight.v Is this your first visit to?v Is this your first visit/ti
21、me/travel/trip to Beijing?23第23页，共92页。Weatherv Its a warm/lovely/beautiful day today.v Its biting cold today.It is subzero.v Its too cloudy.I heard its going to rain this afternoon.v The weather forecast says it will be a storm tomorrow.v Look at the thick clouds,I think its going to rain.v Its begi
22、nning to spot.It rains a lot here in summer.v The weather is better than yesterday.v Its rather cold and windy today.v It is rather dry in Beijing.v Its beginning to let up.v It seems to be clearing up.v It has been raining all the week in Shanghai.24第24页，共92页。Weatherv I hate the winter here in Beij
23、ing.Its so cold and dry,and we dont really get much rain.Hows like in New York?v The rain is so heavy.I dislike the summer here in Beijing.Theres too much rainfall.Hows like in New York?v Its really hot today.Beijing has a long hot summer,long chilly winter,and shorter spring and autumn.The hottest
24、month is July and the coldest is January.v Spring is coming,but it is still a little cold.In spring,sometimes it will have sandstorms in Beijing,but now the tree planting is still growing.Now its better than before.v Its a warm day today.In Beijing,the most pleasant weather is in September and Octob
25、er,they are the best time for traveling.25第25页，共92页。Weatherv Im a spring/summer/autumn/winter person.v Im a dog person.v rain/snow/heavy rain/heavy snow/downpour/drizzle/shower/storm/blizzardv It is dismal/cloudy/cold/damp/stormy/windy/chilly/clearing up/.v It rains cats and dogs!26第26页，共92页。Itinera
26、ryv How long will you be in Beijing?v How long do you intend to stay?v How long do you plan to stay?v Until next month.v About a week.v Im staying here for five days,and I will fly to London next Monday.v Good.Well have enough time for our business talks.And between talks,well arrange some sightseei
27、ng for you,if you wish.27第27页，共92页。Offeringv Let me take your suitcase.v Let me help you with your luggage.v Can I help you with your bags?v Would you like me to help you with the luggage?v Oh,thank you very much.v No,thanks.I can manage it.v It doesnt matter,thank you.I can handle by myself.28第28页，
28、共92页。Some useful sentencesv Thank you for meeting me at the airport.v It is very kind of you to meet me at the airport.v Our company has sent me to pick you up here.v Would you like to go to your hotel to rest for a short?v This way please,my car is outside.v Please wait for me here,I am going to th
29、e parting lot to drive my car.v My car is in the parking lot,this way please.29第29页，共92页。Part two Acting out In this part,you are requested to act out a conversation with your partner.The following useful expressions are provided for your reference.30第30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
30、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 partner31第31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
31、业务范围。4.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我们想询问一下，贵公司能否提供下列商 品。品。32第32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 6.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 ou
32、r 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，我需要你的合作。在这件事情上，我需要你的合作。33第33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。8.volume adj.大量的大量的 e.g.
33、volume orders 大宗订单大宗订单 34第34页，共92页。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)利用这个利用这个机会做机会做 还可以说还可以说take advantage of this opportunity or avail ourselves of this opportun
34、ity.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。35第35页，共92页。11.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
35、 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。36第36页，共92页。v The following conversation is between Mr.Gatty,an importer from Britain,and Mr.Dong,a director of Liming Foodstuffs Factory.v Mr
36、 Dong:Here is our _1_ roomv Mr Gatty:You certainly have got a large collection of sample _2_ here.Mr Dong:Yes.We are _3_ foodstuffs to many countries.And the _4_ is getting greater and greater.Mr Gatty:So it is.Though _5_,as you know,your exports of foodstuffs to our country have _6_ increased durin
37、g the last few years.It appears that _7_.LISTENING PRACTICE37第37页，共92页。v D:You said it.The quality of ours is as good as that of many other _8_,while our prices are not high as theirs.By the way,which _9_ are you interested in?G:Canned goods are of _10_ to me,particularly the canned fruit and meat.A
38、s your canned fruit is among the most popular ones in our market,Im going to _11_ in a day or two.D:Good.How about our canned meat?v G:I think it will also find a good _12_ in our country.Will you show me some samples?D:Yes.This way,please!Our canned meat is in various weighs.The largest one weighs
39、three and a half pounds net,the smallest seven ounces net.38第38页，共92页。v G:The small sizes are more _13_ in our market than the large ones.Ive brought with me a sample of canned meat which is only six ounces.The smallest size of yours is even bigger than that of mine.I wonder if _14_.D:Your are welco
40、me to _15_.Here it is._16_.G:Oh,Its delicious.Mm.Im not sure about the pesticide residues in your foodstuffs,though Im sure,you must have given much thought to the matter.But you know,our governmental restrictions have been _17_,so we are not allowed to import any polluted goods.D:You can _18_.Our f
41、oodstuffs are guaranteed to conform to WHO standards.G:Good.Id like to order meat of this kind in seven ounce tins if the price is _19_.39第39页，共92页。v D:What about other canned goods,such as canned mushrooms and vegetables?G:They are not as saleable as canned fruit,I suppose.D:Mm,no.I really do not t
42、hink that is so.They are also among our _20_ and have found a _21_ reception in many other countries.G:Then,may I have a look at the samples first?v D:Certainly.Here you are.G:Ah,very nice indeed.But I am not sure whether they are to the taste of our people.What would you allow me taking some sample
43、s home before I _22_?D:Thats all right.G:Well,I have an _23_ at 4:00.Shall we talk about over tomorrow morning?D:Ok,See you tomorrow.40第40页，共92页。HomeworkvFinish the part five self-practice of task 1 on page 9-10.vBest quality and competitive pricevArrange for further discussion7/31/202241第41页，共92页。L
44、OGOAdd your company slogan42第42页，共92页。43第43页，共92页。44第44页，共92页。45第45页，共92页。46第46页，共92页。47第47页，共92页。48第48页，共92页。49第49页，共92页。50第50页，共92页。51第51页，共92页。52第52页，共92页。53第53页，共92页。54第54页，共92页。55第55页，共92页。56第56页，共92页。57第57页，共92页。58第58页，共92页。59第59页，共92页。60第60页，共92页。61第61页，共92页。62第62页，共92页。63第63页，共92页。64第64页，共92
45、页。65第65页，共92页。66第66页，共92页。67第67页，共92页。Thank you68第68页，共92页。69第69页，共92页。v 对不起对不起,请问这是纺织公司的办公室吗请问这是纺织公司的办公室吗?v Excuse me,is this the office of the Textile Corporation?v For example:v A:Excuse me,is this the office of the Textile Corporation?v 对不起对不起,请问这是纺织公司的办公室吗请问这是纺织公司的办公室吗?v B:Yes,what can I do for
46、 you?是的是的,有什么事能帮有什么事能帮您吗您吗?70第70页，共92页。v 我来自我来自BBS贸易公司。贸易公司。v Im from BBS Trade Company.v For example:v A:Im from BBS Trade Company.我来自我来自 BBS 贸贸易公司。易公司。v B:Welcome to our corporation.Im in charge of the export business.v 欢迎光临我们公司。我负责出口业务。欢迎光临我们公司。我负责出口业务。71第71页，共92页。v 我是来与您探讨一下与贵公司建立业务关系的可能性的。我是来与您
47、探讨一下与贵公司建立业务关系的可能性的。v Im here to discuss the possibility of establishing business relations with your corporation.v For example:v A:Im here to discuss the possibility of establishing business relationsv with your corporation.v 我是来与您探讨一下与贵公司建立业务关系的可能性我是来与您探讨一下与贵公司建立业务关系的可能性的。的。v B:Wed be very glad to
48、 do so.我们很高兴这样做。我们很高兴这样做。72第72页，共92页。v 我只是顺便来看看你。我只是顺便来看看你。v I just dropped in to say hello.v For example:v A:Hi,Mr.Henry!Come in,please.v 你好你好,亨利先生。里边请。亨利先生。里边请。v B:I just dropped in to say hello.v 我只是顺便来看看你。我只是顺便来看看你。v drop in顺便拜访顺便拜访v 我希望不会耽误你的工作。我希望不会耽误你的工作。v I hope Im not keeping you from your
49、work.73第73页，共92页。v 您不忙吗您不忙吗?v Arent you busy?v For example:v A:Arent you busy?您不忙吗您不忙吗?v B:No,of course not.Come in,please.不不,一点儿也一点儿也不忙。请进。不忙。请进。74第74页，共92页。v 布莱克先生在家吗布莱克先生在家吗?v Is Mr.Blake at home?v Is Mr.Blake in?v For example:v A:Is Mr.Blake at home?布莱克先生在家吗布莱克先生在家吗?v B:Yes,sir.He is in,是的是的,先生先
50、生,他在。他在。75第75页，共92页。v 请问贵姓请问贵姓?v Whom shall I announce?v What name shall I say?v 你是想见张先生吗你是想见张先生吗?v Do you want to see Mr.Zhang?v For example:v A:Do you want to see Mr.Zhang?你是想见张先生你是想见张先生吗吗?v B:Yes,if he is free.是的是的,如果他有空的话。如果他有空的话。v 我有重要的事情谈。我有重要的事情谈。v Ive got something very important to talk abo
