建立业务关系(1、2).doc

商务英语（二）课程标准化教案-学习情境Basic Elements of Establishing Business Relations学习单元Chapter 1 Establishing Business Relations授课时间2012年2月2012年6月授课教师李锦成，王佩授课班级国专1001国专1002班国本1001国本1004班课型理论实践一体课次1、2目标群体International Trade Major课时4学习环境Language Lab.教学目标能力目标1. Where to find the clients information?2. What are the main elements to consider?3. How to surfing on information?4. Dos and donts.知识目标1. Understand the main idea of the passage.2. Be familiar with cultural differences.3. Practice a collaborative speaking task.4. Practice listening for specific information resources.素质目标 Have cross-cultural awareness in establishing business relations. 教学方法Project approach, Situation simulation approachDesign of the lesson:Steps:1. Design a task in the form of a project.2. Prepare the necessary learning materials.3. Divide the students into several project teams and assign the task to each team.4. The students finish the task in the project team.5. Invite one of the team members in each project team to present their achievements to the class.6. The teacher and students make comments on the performance of each team.商务英语（二）课程标准化教案教学过程时间分配（分钟）教学内容教学方法、教学目的备注导入新课5说明本次课程意义讲授，提问主要以提高学生学习兴趣分组2分组、6-8人一组，每组选出负责人项目教学法可以自由分组、男女搭配分组、教师指定分组等形式进行任务布置3下达任务书、布置任务、要求每组学生在给定的角色和环境下完成工作了解课堂步骤、明确学习任务项目教学法教师需讲解任务书中主要内容课程说明20给学生介绍课本，本学期的学习任务，课程主要内容讲解，提问，学生了解本学期的教学目标和内容课程预习15预习下节课程内容，了解课文大意第二小节课提问导入新课5说明本次课程意义讲授，提问主要以提高学生学习兴趣新课讲解20讲解建立业务关系的各要素了解课程内容，掌握课程内容教师讲授关键知识，注重过程引导任务布置3下达任务书、布置任务、要求每组学生在给定的角色和环境下完成工作了解课堂步骤、明确学习任务项目教学法教师需讲解任务书中主要内容个人陈述15指定学生对学习的内容进行陈述，要求脱稿锻炼学生的语言表达能力鼓励学生，给学生自由发挥的空间布置作业2预习下节课程内容，查阅字典和资料第二小节课提问导入新课5说明本次课程意义讲授，提问主要以提高学生学习兴趣任务布置3下达任务书、布置任务、要求每组学生在给定的角色和环境下完成工作了解课堂步骤、明确学习任务项目教学法教师需讲解任务书中主要内容学习讨论35根据任务要求、组内分工、各小组协同完成项目任务分组讨论、分析提高协作能力教师讲授关键知识，注重过程引导成果展示35小组汇报学习成果角色扮演法提高语言表达能力小组推荐或教师指定人员进行汇报点评小结10总结，指出不足，给出范例教师点评、学生点评求同存异，对学生所做汇报内容不持否定态度布置作业2浏览阿里巴巴国际网站，了解各行业分类联系实际，巩固能力完成能力迁移（课后）教学总结学生能够了解招待外国客户的流程，注意事项，了解各国的文化差异，并能够将所说知识应用于真实案例。语言应用能力和职业素质得到提高。Task AssignmentTaskBasic Elements of Establishing Business RelationsAims1. Where to find the clients information?2. What are the main elements to consider?3. How to surfing on information?4. Have cross-cultural awareness in receiving visitors.Rules1. Students in the project team must cooperate with each other and finish one part of the task.2. Make records about everything when finishing the project, including the task of each team member, the contents of discussion and so on.3. One of the team members will be asked to present the achievement of his team to the class.4. Ask the teacher for help if students have any questions.Steps1. Study the topic 1topic 3.2. Group discussion. 3. Decide on your ways of retelling the three topics.4. Reciting one of the topics and retelling it.5. List the dos and donts of finding potential clients.7. Mark grades for other teams and vote for the best team and top performer.Notes1. Teamwork is required when completing the project.2. Attention must be paid to culture differences and business etiquette.CommentsLearning MaterialsDiscussion:1. The ways to get to know your prospective business partners. 2. The things to consider when entering into trade relations. 3. What to talk about for an initial business contact? 4. How to write a business letter to your potential client?Topic 1: The ways to get to know your prospective business partners.It is well known that no business can be done without customers. In international trade, no transaction can be concluded unless business relations have been established first. There fore, the establishment of business relations with prospective customers in vitally important both for a newly established firm and an old one that wishes to expand its business.Usually, information about firms in foreign countries can be obtained from the following sources:1. Mutual visits by trade delegations and groups.2. Contact at exhibitions and commodity fairs.3. Chambers of commerce and commercial counselors office.4. Banks, periodicals, and advertisements in newspapers, on TV or the Internet.Topic 2: The things to consider when entering into trade relationsWHAT SOMETHING SHOULD BE CONSIDERED WHEN YOU PREPARED TO ESTABLISH RELATIONSHIP WITH SOME COMPANY?When you determine to enter into trade relations with other firms in foreign countries, the most important thing is to obtain some information primarily about:1. The financial position2. The credit standing3. The reputation4. The business methods5. The business scopeTopic 3: What to talk about for an initial business contactWhen you meeting first time, what topics you will talking?Having obtained the information of the overseas firm, business relations can be established either by communication in writing, via telephone or face-to-face contact. Generally speaking, when you meet foreign guests for the first time, the following should be mentioned:1. You should introduce yourself and your company, including the business scope, the products you are dealing in, the promising future of the company, and so on.2. Besides the introduction, remember to tell the other party your intention of cooperation and see if there is possibility of doing business with each other for mutual benefit.3. The reference as to your companys financial standing and integrity.Additional MaterialsBusiness Letters of Establishing Business RelationsLetter 1 A letter from an importerABC Trading Corporation 9 Alexander Street, London, EnglandJuly 23, 2010China South Imp. & Exp. Corp.Shenzhen, ChinaTel:ax:-mail: SGentlemen:As your name and address were listed in the International Business Daily, we are writing in the hope of opening an account with your company.We are one of the leading importers and wholesalers of various light industrial products in London, having a business background of some 40 years, and are now particularly interested in light industrial products of all types.In order to let us have a better understanding of your products, would you please send us by return mail catalogues and prices of your products with full details. Upon receipt of such materials, we shall see what items are of interest to us and pass our enquires to you.If you need more objective information concerning our credit, please refer to the Midland Bank, London.We anticipate the pleasure of hearing from you in the near future.Letter 2 ReplyChina South Import & Export Corp.Shenzhen, ChinaAugust 16, 2010ABC Trading Corporation London, EnglandDear Sirs,Your letter of July 23 addressed to our sister corporation in Shenzhen has been transferred to us for attenti