商务英语灵活应用unit1-5新.doc

UNIT1商业谈判英语01 买卖过招第一回What is important when being interviewed for a job?(1) Information about the company(2) Personal appearanceIs personal appearance important? (Why/Why not?)How do you prepare for job-interviews?What is the most important factor when you accept a new job？02 你来我往价格战1. Is self-confidence essential? (Why/Why not?)2. How are you getting along with your colleagues/ classmates?3. Is it important for the candidate to ask questions at the interview?4. What is important when selecting staff for promotion?(1) Attitude to work(2) Current performance03 把手言欢，契定条款定合约1. What fo you think of the idea of working at home?2. Tell me something about your konwledge of company structure and systems.3. What will you do to further develop yourself/ career?/ What is your plan in five years?/ What would you like to be doing in five yearstime?04 远方来客，带来订单谈代工1. What is important when selecting applicants for a job? Work Experience Personal Qualities2Is technology useful to you in your work/studies?3. Do you have targets in different stages of your life? Have you achieved them? How do you make progress in achieving them?05 鱼与熊掌，利弊得失细斟酌1. Is it important to consider opportunities for further promotion?2. What is important when preparing for a job interview? Studying the job advertisement Finding out about the company 3. What kind of advice would you give to a new colleague joining your company?06 技术转移，互惠互利是基础1. What is important when dealing with complaints from clients?2. What is important when deciding whether to attend a conference?(决定是否出席一场会议时应该考虑什么？)Choice of Venue (地点的选择)Appointed Speakers (指定的发言者)07 争取代理，行销业绩显实力1. What is important when looking for a new supplier?(1) Delivery times(2) Discounts2. How important is it to have a career structure for employees?3. What is important when setting prices for new products?(1) Production costs(2) Competitorsprices08 独家代理，条件谈判要周详1. What is important when dealing with complaints from clients?(1) Offering an apology(2) Suggesting a solution to the problem2. What do you think about people wearing uniforms at work?3. What is important when developing new products?(开发新产品的时候应该注意什么？)Marktet Research (搞市场调研)Costs involved (相关开销)09 代理合约，限期佣金要细谈1. How can you prove your ability of selling?2. How to make a perfect marketing plan?3. How to develop the market?10 运筹帷幄，创造条件掌乾坤1. What are the advantages of learning a foreign language with work colleagues?2. Do you think foreign language skills will continue to be useful for business in the future?3. Would you like to take part in teamwork for developing program?11 是进是退，拿捏分寸细思量1. What is important when aiming for promotion?(1) Quality of performance (2) Company loyalty2. Talking about company growth, what can we focus on?(1) Turnover (2) Production(3) Factories3. How to put a new into new markets?UNIT2 国际贸易英语01 PRICE 价格01-a 市场价格要定位（1）You are at the airport to meet your colleague, Mr. Smith, for the first time. How would you introduce yourself to him?（2）What problems do you think there could be when selling products in another country?01-b 竞争价格最重要（1）Your friend, Mr. Davis, comes to Yangzhou for the first time. He asks you which place he should visit first. Which place would you recommend?（2）What is important when designing a brochure?Having clear informationUsing picturesGiving contact details01-c 谈判价格要互让(1)You win take a 7-day holiday next week, but you cannot take your pet dog with you. How would you ask your Mrs. Bell for help?(2)what is important when delegating work to others?Clear instructionsChoice of person for02 Inquiry 询价02-a 询问资料来了解（1）You are at a business meeting with your boss in his office. You suddenly get a stomachache, and you just cant stand it. What would you say to your boss to ask for leave?（2）Do you think a company benefits from holding conferences for his employees?02-b 电话跟进求效率（1）Jack, a foreign friend of yours, comes to borrow a book from you. You dont need the book but you will need it the day after tomorrow. What would you say to him?（2）what is important when deciding whether to buy or rent office equipment?Cost Speed of technological change02-c 互惠条件显诚意（1） You are trying to finish the report assigned by your supervisor, but your colleague with whom you share the office is talking endless on the phone with a friend. What would you say?（2） How important is location to success of a conference?03 Offer 报价03-a 还价立场要坚决（1）Mr. Smith, your boss, just found out you used the office phone to home once. He gives you a copy of the company policy and demands an explanation. What would you say to him?（2）How do you think students can benefit from seminars from a company?03b-还价立场要坚决(1) Youre doing some paperwork for your company, but your company doesnt work properly. Your friend, Mr. Smith happens to have a portable computer. How would you ask him to leng it to you for two weeks?(2) What is important when producing marketing plan?Identifying target customersSetting a budget03-c 价格变动定期限（1）What do you usually do in spare time?（2）what is important when promoting a new product?Cost of productAdvertisingFree samples04 Market 市场04-a精打细算忌冲动（1）You are driving Mr. Cave, your client, to the airport, and are often stopped by traffic lights. You try to assure Mr. Cave he wont miss his flight as youve off very early. What would you say to him?（2）Can you think of any things a company could do to help a local college? Why?04-b 携手合作打市场（1）Your friend Tom, comes to China for the first time, and he is surprised to see so many bicycles in the city. How would you explain the phenomenon to him?（2）Would you prefer to have meetings face to face or through video conferencing?04-c时常低迷用策略（1）Linda, your friend, will hold a birthday party this Thursday, and you have already accepted her invitation. But your boss just told you must take a busyness trip abroad on Thursday. How could you explain this to Linda and make her understand why you are unable tomorrow（2）What areas of business would you like to have more experience of?05 sample 样品05-a 封存样品保品质（1）Your friend David, asks you to pick up his parents at the airport, since he has to travel to another city on business. How would you introduce yourself when you meet his parents at the airport?（2）How important do you think practical experience is for business student?05-b 样品种类要清楚（1）Your friend, Mr. Brown, is inviting you to a teahouse after work. However, you dont feel very well, and you probably will go to see the doctor after work. What would you say?（2）Do you think modern technology has affected the amount of business travel in recent years?05-c 谈成相对谈买卖（1）Whats your favorite sport?（2）Do you think its better to send one person or a team of people on a sales trip?06 Quality 品质06-a 品质保证有制度（1）Suppose that you were late for work today. When you hurled into the office, your boss, David was waiting for you for some important documents. What would you say?（2）Would you like to take a group of student visitors on a tour of your company?06-b 品质分析要谨慎（1）Your friend, John, is a chain smoker. You know that smoking kills. How would you persuade to stop smoking?（2）What kinds of information about a company would not be suitable for a group of student visitors?06-c 品质优异或青睐（1）Your friend, Tom, and you are chatting with other people in a bar. It is very late and you feel very sleepy. However, you dont want to leave him alone there since he is not familiar with the place. How would you persuade him to go back with you（2）what is important when preparing to go away on a business trip?Informing colleagues and clientsDelegating essential tasks07 Payment 付款07-a 精打细算谈付款（1）Mr. Louis, from France, is thinking about importing some silk from your company. You are meeting with him for the second time in hope of an order. You know you should impress him more with promised quality and reasonable price. What would you say?（2）do you think magazines are a good way to keep staff informed?07-b 分期付款好商量(1) It is two hours before you are due to off work, but you have to leave now because your mother suddenly falls ill. How would you ask for leave? Your boss is known for his harshness towards his employee(2) what is important when choosing an employee promotion?Length of serviceMotivationPerformance07-c 赊帐付款更划算（1）Your boss asks you to take a business trip to Suzhou and asks Xiaoyang, your colleague, to take a trip to Yangzhou, your hometown. You would to know whether you could exchange with Xiaoyang, as you would like to go home to see your mother who hasnt been very well/ How would you put it to your boss?（2）What are the advantages to companies of inviting business students to visit their offices?08 Placing Orders 订货08-a 定单及时好商量（1）You are at a restaurant in London now. You want to have a meal. What do you want to say to the waiter?（2）What is important when meeting foreign clients for the first time?Foreign language skillsKnowledge of cultural difference08-b 灵活处理保定单(1)You are having a chat with Tony, one of your western colleagues, about your weekend plans and asking him if he is interested in joining you. What would you say?(2)What kind of support can companies give to area where they are located?08-c 长远合作最可贵（1）Mr. Adams is inviting you to a dinner at a famous restaurant. You know, however, you have to go to your good friends wedding. How do you respond to his invitation?（2）what is important when planning corporate hospitality?Guest listType of event09 Packing 包装09-a 包装条件算成本（1）You are introducing your company to your new colleague, Mr. David. You find that he has somehow misunderstood you. How would you rephrase your statement?（2）Do you think sales people should be allowed to take their families with them on foreign trips?09-b 包装变动要声明（1）You are in a bank, and you think the balance of your savings is not right. What would you say to the bank clerk?（2）What is important when writing a newspaper advertisement for a job vacancy?Description of the workExperience needed ba applicantsthe task09-c 再三叮嘱防出错（1）Your next door neighbor, Tom, often plays noisy music at night. You find it very disturbing and want to talk to him about it. What would you say?（2）What is important when buying products on the internet?Safe payment systemWide choices of productsQuick delivery10 Insurance保险10-a 保险种类要清楚（1）You have something urgent to report to your boss, Mr. Davis. However, he is talking to some else in the office. What would you say?（2）Your boss, Mr.Davis, is telling you what to do while you are traveling to the State. You are not quite clear about what he is saying. Hoe would you ask for clarification?10-b 投保选择很关键（1）One of your colleagues is changing jobs. What would you say to him?（2）Apart from promotion, in what other ways might a company increase sales?10-c 承保范围细思量（1）What difficulties are you find with your English?（2）What is important when organizing job interviews?Time availableNumber of interviewsPreparing questions11 Shipping 装船（1）Do you think the skills people learn in one company are always useful in another company?（2）What is important when considering a job in anther country?Length of contractFinancial advantages of the jobAvailability of language training11-b装运时间很关键（1）How important do you think it is to speak the language of the people you are selling to?（2）Do you think magazines for customers are a useful marketing tool?11-c 精打细算省运费（1）What special qualities do you think a good sales person needs?（2）what is important when designing a company website? type of information to include different language versions12 Claims 索赔12-a 索赔通知要及时(1) In what other ways could the company promote the brand?(2) What is important when aiming to increase staff productivity?Offering bonusesCreating a pleasant environment12-b 理智回应求补救（1）Do you think advertising always increase sales?（2）What makes an advertisement effective?12-c 承认失误平风波（1）Mr. Adams has caught a bad cold and has a fever, so you go to his flat and suggest him go to see doctor at once. What would you say to him?（2）what is important when trying to attact new staff?Competitive wagesCompany reputationUNIT3 接听电话商贸英语01 入门句型（1）（1） Your friend has just had a baby. You go to the hospital to see her. What do you say?（2） What is important when considering a career change?Further study or trainingOpportunities for future promotion02 入门句型（2）（1） What would you like to live?（2） The manufacturing company you work for wants to improve contacts with a local business college. Talk for about two minutes about some of the ways the company could help the college and decide which two are best.Pay college fees for some studentsProvide work experience for studentsGive regular presentations at collegeGive guided tours of the company03 留言（1） You have just spilled some coffee on a foreigner in a coffee shop. What would you say to him or her?（2） The company you work for is going to send one employee to an English-speaking country for one month on a sales trip. Talk together for about two minutes about three of the employees and which one would be best.Time with companyForeign LanguagesSales ExperiencePersonal Qualities04 难以通话（1）You have just been given a promotion at work. How would you thank your boss? (2)The company you work for has invited a group of business students to spend a day in company. Talk about some of the things the company could arrange for the students and decide which three would be most useful.Tour of administration officesVisit to IT departmentLunch with personal managerVisit to production department Meetings with individual employees05 打错电话（1）Your foreign friend Alice would like you to travel to Shanghai together on the weekend, but you have an important meeting to attend on Saturday morning. What would you say to her?(2) The company you work for wants to launch an advertising campaign to increase the sales of brand of sports shoes. Talk about some of the ways to advertise the product.06海外电话（1）Your colleague, John, has borrowed a very expensive book from you and when he returned it, it was in very poor condition with some pages missing. What would you say to him?(3) What problems do you think there could be when saling products in another country?07长途电话（1）Your colleague, Mr. Cook, is an American who has an eight-year-old child in America. One day he is very happy and shows you a picture of his little daughter. What would you say?(2) Do you think advertising always increase sales?08 问候和邀请(1)In a library reading room, most of the people are reading quietly; but a couple of girls keep talking and laughing among themselves. How would you express your annoyance?(2)What special qualities do you think a good sales person needs?09 深夜电话(1) You are about to leave home in hurry to catch a train, when one of your former classmates calls from another city, what would you say to him or her?(2) Do you think there are advantages to a company in having contacts with a local college?10 致歉的电话（1）You will take a 7-day holiday next week, but you cannot take your pet dog with you. How would you ask your friend for help?(2) You company is organizing a conference for sales managers working in its offices around the world.You have been asked to help plan the conference, discuss the situation and decide: What information you will need to send to sales managers before the conference.What activities you could organize to help people to get to know each other better.11 取消定位(1) How do you practice your oral English?(2) Your company has been asked to deliver a series of one-day seminars to a group of business students to help them prepare for working in a large company. You have been asked to help with planning the seminars, discuss the situation and decide:What kinds of information it would be useful to know about the students?What the most useful topics would be.12要求饭店服务(1) What kind of weather do you like?(2) Your company is planning to introduce an internal magazine to keep staff informed of company developments. You have been asked to help plan the staff magazine.What type of information to include in the magazine?What type of staff should contribute to magazine?13 叫出租车(1) You go to see Sam, your colleague, in hospital. He asks if it is too much for you to take over his work in the office. What would you say?(2)The company you work for is concerned about the amount of time staff spend traveling to meetings in other braches of the company, and is looking at the alternatives.You have been asked to make recommendations about introducing video conferencing.What the company needs to know about the meetings that take places at present.What the advantages and disadvantages of video conferencing might be.14. 预约（1）(1) Do you like your present job? Why or why not?(2) Your company is entertaining a group of foreign clients for three days, including one non-working day.You have been asked to plan a programme for the visit. What kids of activities would be suitable for the visit? What kinds of activities it would be useful to know about the clients before finalizing the programme?15 预约（2）（1）You are having a chat with Tony, one of your Western colleagues, about your weekend plans and asking him if he is interested in joining you. What would you say?(3) Your company is sending a small group of employees away together for three days to encourage them to work as a team. You have been asked to help plan this programme.What practical