1、LOGISTICS ENGLISH物流专业英语物流专业英语Background:Allen is rotated to the marketing department firstly.His main job is to approach customers for the establishment of trade relations.He would learn how to introduce his company and business lines to their potential customers and express his desire of cooperatio
2、n clearly.Chapter Two Establish Business Relationgs Learning Goals1.Understand job responsibilities in marketing department2.Master methods to approaching customers3.Express clearly your desire of cooperation4.Learn how to greet customers on the phone5.Learn how to write a letter to establish busine
3、ss relations with customers.Useful words and phraseschamber tembn.房间，会所房间，会所 Chamber of commerce商业行会商业行会counsellor kans()l n.顾问，参赞顾问，参赞commercial Counsellors Office 大使馆的商务参赞处大使馆的商务参赞处magazine mgzin n.杂志杂志owe vt.把把归功于，认为是靠归功于，认为是靠的力量（后的力量（后接接to）inform nfmvt.通知，告诉通知，告诉approach prtvt.同同联系联系avail vel vt
4、.,vi.有用，有利有用，有利avail oneself of 利用利用acquaint kwentvt.使使熟悉，使熟悉，使了解了解handle hnd()l vt.经营，处理经营，处理;vi.搬运，易于操纵搬运，易于操纵export ekspt；k-n.;vt.;vi.出口，输出出口，输出import mpt;m-n.;vt.;vi.进口，输入进口，输入enclose nklzvt.随函付寄随函付寄covering kv()rn.;adj 有关的，涉及有关的，涉及的的commencement kmensm()ntn.开始，开端开始，开端appreciate prietvt.感谢（后接动名词
5、）；感谢（后接动名词）；vi.涨价涨价catalogue kt()lgn.目录目录recommend rekmendvt.;vi.推荐，介绍推荐，介绍take the liberty 擅自，冒昧擅自，冒昧potential ptenladj.潜在的，可能的潜在的，可能的;n.潜能，潜潜能，潜力力scope skpn.范围，余地范围，余地cooperation k,pre()nn.合作，协作合作，协作specialized spelaizd adj.专业的，专门的；专业的，专门的；v.专攻专攻（specialize的过去分词）；使的过去分词）；使专门化；详细说明专门化；详细说明involved
6、nvlvd v.涉及，包含（涉及，包含（involve的过去式的过去式和过去分词）；和过去分词）；adj.有关的；卷入的；复杂的有关的；卷入的；复杂的obtain bten vt.获得获得line lann.航线，路线；业务，行业航线，路线；业务，行业assure vt.保证；担保；使确信；弄清楚保证；担保；使确信；弄清楚item atm n.条款，项目；一则；一件商品（或物条款，项目；一则；一件商品（或物品）品）branch brn(t)n.树枝，分枝；分部；支流树枝，分枝；分部；支流associate set;-set n.同事，伙伴；关联的事物同事，伙伴；关联的事物reference r
7、ef()r()ns n.参考，参照；涉及，提及；参考，参照；涉及，提及；参考书目；介绍信；证明书参考书目；介绍信；证明书Background:Allen is rotated to the marketing department firstly.His main job is to approach customers for the establishment of trade relations.He would learn how to introduce his company and business lines to their potential customers and e
8、xpress his desire of cooperation clearly.John is Allens direct superior in marketing department.Mr.Smith and Mr.Brown are both potential customers for Allen.Dialogue 1 job responsibilities John:Since today is your first day in marketing department,I am going to tell you all about your job responsibi
9、lities.Allen:Great.I am eager to find out what I will be doing here.John:Your most important job will be marketing our logistics services to our new and old customers.Allen:What does that entail?John:We always approach customers by phone,email and attending trade shows.You can express our desire of
10、cooperation and quote to them.I will send you a potential customers list at the beginning.Allen:It sounds like a lot of work,but I think I can handle it.John:Great.Key Expressions:1.Job responsibilities 工作职责工作职责2.be eager to 盼望，渴望要做盼望，渴望要做I am eager to find out what I will be doing here.我很想知道我要做些什么。
11、我很想知道我要做些什么。3.Entail 使需要；承担；继承使需要；承担；继承What does that entail?那需要做什么？那需要做什么？4.approach 同同接洽，同接洽，同联系联系We always approach customers by phone,email and attending trade show.我们通常采用电话、电子我们通常采用电话、电子邮件和参展的方式来联系客户。邮件和参展的方式来联系客户。5.Sounds like 听起来听起来Dialogue 2 Initial Contact on the phone Smith:hello,Yocoss Co
12、mpany,what can I do for you?Allen:hello,this is The City Star Logistics co.Through the Commercial Counsellors Office of the Swedish Embassy in Guangzhou,we notice that you are interested in doing business with us.Smith:Yes.With expanding business in China,we need a professional logistics company to
13、provide warehousing and transportation service for us.Allen:Alright.It comes within the scope of our business activities.Can I have your specific requirements?Smith:OK.I will send our inquiry sheet to you.May I have your email?Allen:of course.Its .Smith:Thank you.We hope that you give us the best qu
14、otation.Allen:OK.And we are going to prepare for and negotiate with you in details in the afternoon.Smith:All right.See you later.Allen:Bye.Key Expressions:1.The Commercial Counsellors Office of the Swedish Embassy 瑞典大使馆的商务参赞处瑞典大使馆的商务参赞处2.Expanding business 拓展业务拓展业务3.Professional 专业的，职业的专业的，职业的4.Alr
15、ight 没问题，好的没问题，好的5.It comes within the scope of our business activities.这正好属于我们的业务范围。这正好属于我们的业务范围。6.Initial Contact 初次联系初次联系7.We hope that you give us the best quotation.我我们希望你给我们最好的报价们希望你给我们最好的报价8.We are going to prepare for and negotiate with you in details我们要准备一下，并与你商谈细节我们要准备一下，并与你商谈细节Dialogue 3
16、attending trade show Brown:Good morning.My name is Mr.Brown.Im from Australia.Here is my card.Allen:Thank you.Im pleased to meet you,Mr.Brown.My name is Allen,the representative of City Star Logistics co.Brown:Pleased to meet you too,Allen.I travel a lot every year on business,but this is my first v
17、isit to China.I must say I have been much impressed by your friendly people.Allen:Thank you for saying so.Have you seen the exhibition halls?We are leading supplier of transport and logistics in China.We can design and deliver customized logistics solutions for customers.Brown:oh,yes.The exhibition
18、has successfully displayed to me what your corporation handles.Ive gone over the catalogue and the pamphlets enclosed in your last email.I am interested in your warehousing service in bonded area.Allen:We operate 5 warehouses comprising 10000 m2 in bounded area.And our Company is known for fast,effi
19、cient and flexible service.Key Expressions:1.Here is my card.这是我的名片。这是我的名片。2.Representative 代表代表3.We can design and deliver customized logistics solutions for customers.我们能为客户设计和实施我们能为客户设计和实施定制化的物流解决方案。定制化的物流解决方案。4.the catalogue and the pamphlets 目录和小册子目录和小册子5.Enclose 随函付寄，把（文件等）放入信封内随函付寄，把（文件等）放入信封
20、内6.Bonded area 保税区保税区Dialogue 4 entertaining business clients Allen:Hi,John.Im treating Mr.Smith and his team members from Yocoss to dinner tomorrow evening.Where do you think I should take them?John:Well,Yocoss is one of our important clients.I suggest you take them to a decent western restaurant.M
21、ake sure you make a really good impression.Allen:Thats good idea.Which one do you recommend?John:Chez Max or Wilbers.Theyre both listed in this years Gourmet Magazine.Allen:Thank you for your advice.I will book a table for four at 7 p.m.at Chez Max.John:My pleasure.Key Expressions:1.treat sb.招待某人；请客
22、招待某人；请客2.I suggest you take them to a decent western restaurant.我建议你带他们去一家好点的西餐厅。我建议你带他们去一家好点的西餐厅。3.Make sure you make a really good impression.务务必留下好印象。必留下好印象。4.Gourmet Magazine 杂志美食家杂志美食家5.My pleasure.别客气。别客气。ReadingText A:How to Start Logistics Business Logistics business requires good management
23、 and high-quality equipments.But in order to succeed,you must first learn the techniques in starting this business.Putting up your own logistics business can be a great idea especially if you love working on different kinds of people.This is actually a lucrative business if you know how to start and
24、 run it and grab many opportunities on it.Many industrialized nation today demand instruments and machinery that they can use in sorting,transporting,building,and so on.By following some tips and advices on how you can successfully start and run your logistics company,your business will definitely g
25、row.The first thing to decide on is the equipments that you will have to deal in.Think of what equipments will you invest in that can potentially make your small business grow.You have to know which of these equipments in your mind is the most in-demand in your area or by your target market.For exam
26、ple,if you think that construction equipments can give you more customers in the area then you may invest with common equipments for that matter such as carts,cranes,forklifts,truck,and others.But if you think that factories can be your potential clients then you may invest in machinery such as sort
27、ers,racking,forklifts,packaging equipments,and others.Once you have decided on what to invest in then you have to find the right location next.Finding a strategic location can give you more opportunities of being seen by your potential market.You also have to decide if you are only offer rent servic
28、es for logistics equipments or you will also buy-and-sell equipments.Some companies have also ventured in the manufacturing of these equipments which give them higher rates of profit.Before opening your company,you have to build a brand first.Make sure that you can be distinguished from other logist
29、ics company and it can be done in many different ways.You can be the one that offers unique products and services.You may also become known to be the one that offers cheap products that are truly high-quality.Try to find your niche in this business and become known to the clients.Be careful with you
30、r customers because in this business,you also have to choose your clients.When some client places volumes of orders do not just go by it right away.Try to know them well first and think about your long-term growth.Build good relationships with them.Knowing the ways on how to start logistics business
31、 is just a part of being successful.Quality of the products that you are going to offer gives the other part of this ventures success.You always have to adhere with quality and the customers will keep on coming back to your company.Do not settle on equipments that are of low or average quality becau
32、se it might ruin your business.Manage and maintain your logistics equipments well and you will continue to become big.NOTES1.high-quality equipments 高质量的设备高质量的设备2.Putting up 搭建搭建3.Working on different kinds of people 与不同类型的人与不同类型的人打交道打交道Work on 影响，对影响，对起作用；继续工作；从事于起作用；继续工作；从事于4.Lucrative有利可图的，赚钱的有利可
33、图的，赚钱的5.Instruments 仪器仪器6.Deal in 经营经营7.Invest in 投资于投资于8.potential 潜在的潜在的9.the most in-demand 最受欢迎的最受欢迎的10.Carts手推车手推车 cranes 起重机起重机forklifts叉车叉车 truck货车货车sorter分拣机分拣机packaging equipments包装设备包装设备11.Rent service 租赁服务租赁服务 Text B:How to Find Customers in 4 Easy Steps You have this amazing product and
34、know if you can just get it into the hands of the public,you could make millions!But finding and successfully selling to new customers is the hardest thing any business is faced with(whether you have one employee or thousands).How to continually find customers efficiently and cost effectively has st
35、umped even the most seasoned entrepreneur.Unfortunately,there is no quick fix or easy answer to this conundrum.However,once you have sat down and answered a few planning questions,there are four steps every business should take to effectively find customers.First,you must properly understand which c
36、ustomer you are trying to target,second,you need to compile a potential customer list(often referred to as a prospect or lead list),third,you need to make the initial contact,and finally,in order to actually make ongoing sales,it is imperative you follow-up with your prospects again and again.STEP 1
37、:Zero In On Your Target Market Finding the right customer may seem ridiculously logical.But saying it and then actually taking the time to refine who your customer really is or should be is a much more complex task.Take the time to understand who your target market is so you dont waste your time fin
38、ding and selling to the wrong customers.STEP 2:Acquire a Potential Customer List You cant start a party without a guest list and,likewise,you cant start or run a company without accumulating a sizable list of potential customers(often referred to as sales leads).There are plenty of places where you
39、can do this.Here are just a few:(1)Personal Contacts:Your friends and family are the most likely to purchase something from you.You shouldnt hesitate to let them know of your new venture.(2)Referrals:Call upon your existing customers to refer friends and family.Offer an incentive.(3)Purchase a Lead
40、List:There are many companies out there where you can purchase mailing or contact lists based off the characteristics you identify.Do a Google search for mailing lists and you will find dozens of companies.(4)Internet Research:This works best if you are targeting businesses for your product or servi
41、ce.Going online and doing local searches for businesses fitting your criteria can generate many excellent leads.(5)Trades Shows or Craft Fairs:If you are a B2B-focused business,searching through other business exhibitors will generate nice results.If your business focuses on consumers(B2C),you may w
42、ant to consider exhibiting.This will allow you to collect potential customer information and buyer information during the show.This is why there are so many raffles held at exhibits or gift fairs.They want to collect your information so they can market to you in the future.(6)Social Media:Do you hav
43、e social media followers on Twitter,Facebook or Linkedin?These are definitely contacts you can market to about your products,coupons,sales,company updates etc.STEP 3:Making Your First Initial Contact Over The Phone:Use an easy flowing/conversational script to introduce your product or purpose for ca
44、lling.Remember,telling isnt selling.If you are doing all the talking,the likelihood of convincing someone they need your product or service isnt going to be high.Ask them questions!At the end of your conversation,close with a call-to-action.To get results,you have to ask the potential customer to do
45、 something.Whether it is committing to a trial period or giving you an email or physical address for additional information.Finally,if an individual says they are not interested,ask them if they know of someone who might be.You never know,you might get some additional leads.Email:If you are sending
46、out an email,offer some value.Give a brief explanation of who you are,provide a coupon or a free article on a relevant topic.Review the anti-spam laws,which require you to include an unsubscribe option to every contact.Here are some additional resources on email marketing.In-Person:Whether it is via
47、 door-to-door sales or a chance encounter on an airplane,it is important to remember a few key points to affective in-person selling.First,know your stuff and start asking them questions that will lead up to your product or service introduction.Watch them and their body language,doing so will help y
48、ou modify your approach to their comfort level.Make sure and end with a call to action and a promise to follow-up.Traditional Mail:Create the piece you plan to send,whether that is a postcard,brochure,letter etc.You may need to hire this type of work out to a creative firm.STEP 4:Follow-Up and then
49、Follow-Up Again People are going to tell you no.Lots of them.Did you know that 80%of sales are not made on the first,second,or even third contact,but rather the fifth to twelfth contact?That may seem crazy,but it is true.Finding customers requires thick skin and a strong belief in whatever it is you
50、 are selling.Just because someone tells you“no”today doesnt mean it will be a“no”tomorrow.Keep asking,but avoid being a nuisance.NOTES1.You could make millions!你可以成为百万富翁！你可以成为百万富翁！2.How to continually find customers efficiently and cost effectively 如何不断地高效地、成本有效地寻找客户如何不断地高效地、成本有效地寻找客户3.Even the most
