1、Chapter 1 Establishing Trade Relations Spoken English for Foreign TradeSpoken English for Foreign TradeEstablishing Business RelationsIntroducing Company and Business ScopePhoning and Making AppointmentsCalling on a CustomerContentsQuestions Why firms establish business relation?No customer,No busin
2、essNew customer,New BusinessQuestionsvHow do you look for your customers?Talk about channels to look for customers Ways to get information of prospective clients:Information Related Information Related Introducing Company and Business ScopeTeaching Objectives1.Learn some expressions of introducing c
3、ompany 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 company.5.Learn appropriate etiquette of making foreign costumer
4、s get acquaintance of the company.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/procurement department 采购部采购部v Research and development department 研发部研发部(
5、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 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 Secretaria
6、l Pool v Department可简写为可简写为 DeptWords and Phrases-Company Departmentv 董事长董事长 Chairmanv 总裁总裁 President v 总经理总经理 General Managerv 总经理助理总经理助理General manager assistantv 行政助理行政助理administration 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
7、 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-PositionWords and Phrases-Office 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 lapto
8、p 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 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Monitor 显示器 Computer screen 电脑荧屏T
9、ake care ofInformation RelatedIm not sure about the pesticide residues in your foodstuffs,though Im sure,you must have given much thought to the matter.with your corporation.B:您好，多丽丝在吗？国际部 International DepartmentDo you want to see Mr.Wish you have interests.Teaching Objectivesdrop in顺便拜访Its very go
10、od of you to invite me.Clerk/Receptionist职员接待员Im a spring/summer/autumn/winter person.This way,please!Our canned meat is in various weighs.Ive heard so much about you,Mr.A:I must say good-bye.Would you like to have a look at this one?Part One Preparing yourselfv Please let me introduce myself.Imv Ma
11、y 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/glad/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 Ho
12、w 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 introductionPart One Preparing 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
13、注意在不同场合使用的语气1.self introductionPart One Preparing yourself2.Third-party Introductionv May I introduce you to 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
14、v It is with great pleasure that I introduce to you Mr.Zhang,manager of our company.v Joe,Id like you to meet 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
15、认识的双方。识的双方。v I am glad to have the honor of introducing v We have nearly employees and sales of million.v Id like to establish trade relations with v Ive been in this business for more than years.3.Introducing CompanyPart One Preparing yourselfv Our products are sold in v Weve got several years expe
16、rience and professional knowledge in the export ofv Here is our product information 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 imp
17、orter of inv The quality of ours is as good as that of many other suppliers,while our pricesv Wish you have interests.v Its going to be the pride of our company.4.Introducing Business ScopePart One Preparing yourselfPart One Preparing yourself5.WelcomeWelcome to On behalf of,Im very glad to welcome
18、you toThank you for coming all this way.Words and Phrases line有竞争力的有竞争力的行业，业务行业，业务供应商供应商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Small t
19、alk topicsvTripvWeathervItineraryTrip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。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 jou
20、rney?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 feel
21、 a bit tired.v No,not very good,I was got air.Glad to hear it.Do you feel better now?TripTripv 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/time/travel/trip
22、 to Beijing?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 beginning to spot.It rains a l
23、ot 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.Weatherv I hate the winter here in Beijing.Its so cold and dry,and we dont re
24、ally 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 month is July and the coldest is Janua
25、ry.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 October,they are the best time for travelin
26、g.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!Itineraryv How long will you be in Beijing?v How long do you intend t
27、o 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 sightseeing for you,if you wish.Offeringv Let me take your suitcase.v L
28、et 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.Some useful sentencesv Thank you for meeting me at the airport.v It is very kind
29、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 the parting lot to drive my car.v My car is in the parking lot,this way please.Part two
30、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.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 busin
31、ess partner3.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。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
32、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 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 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，我需要你的合作。在这件事情上，我需要你的合作。petitive adj.
33、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.volume orders 大宗订单大宗订单 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 con
34、nections10.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 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。11.deal in 从事，经营从事，经营=handle v.经
35、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。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。v The follow
36、ing conversation is between Mr.Gatty,an importer from Britain,and Mr.Dong,a director of Liming Foodstuffs Factory.v Mr 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 a
37、nd greater.Mr Gatty:So it is.Though _5_,as you know,your exports of foodstuffs to our country have _6_ increased during the last few years.It appears that _7_.LISTENING PRACTICEv 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
38、,which _9_ are you interested in?G:Canned goods are of _10_ to me,particularly the canned fruit and meat.As 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 y
39、ou show me some samples?D:Yes.This way,please!Our canned meat is in various weighs.The largest one weighs three and a half pounds net,the smallest seven ounces net.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
40、.The smallest size of yours is even bigger than that of mine.I wonder if _14_.D:Your are welcome 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 restr
41、ictions have been _17_,so we are not allowed to import any polluted goods.D:You can _18_.Our foodstuffs 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_.v D:What about other canned goods,such as canned mushrooms and vegetab
42、les?G:They are not as saleable as canned fruit,I suppose.D:Mm,no.I really do not think 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 whet
43、her they are to the taste of our people.What would you allow me taking some samples 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.HomeworkvFinish the part five self-practice of task 1 on page 9-10.vBest quality and
44、competitive pricevArrange for further discussion9/29/202241Add your company sloganThank youv 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:Y
45、es,what can I do for you?是的是的,有什么事能帮有什么事能帮您吗您吗?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 贸易贸易公司。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。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。我是来与您探讨一下
46、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 do
47、so.我们很高兴这样做。我们很高兴这样做。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 work.v 您不忙吗您不忙吗?
48、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。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,先生先生,他在。他在。v 请问贵姓请问贵姓?v Whom shall I announ
49、ce?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 about.v 关于我们的业务关于我们的业务,您建议我应该跟谁谈您建议我应该跟谁谈?v Do you have
50、 any suggestions about whom I should speak with regarding sales?v For example:v A:Do you have any suggestions about whom I should speak with regarding sales?v 关于我们的业务关于我们的业务,您建议我应该跟谁谈您建议我应该跟谁谈?v B:Actually,the woman who does our purchasing is in a meeting now.v 事实上事实上,帮我们做采购的那位女士正在开会。帮我们做采购的那位女士正在开会
