商务英语 Unit building relationshipppt课件.ppt

Unit3 Buildingrelationship Warmer relationshipfamily colleagues boss friends clubstheindividualbelongsto Business to businessrelationshipPartner supplier distributorE marketplaceontheinternet l Warmer RelationshipnetworksStakeholdertheoryholdsthatsocietyismadeupofawebofrelationships andthateachmemberofthisarrangementhaditsstakeofinterestsandofresponsibilities Inacompany theinterestedpartiesareits Owners shareholders managersemployeessuppliersdistributorscustomers Warmer HowcompanieskeepcustomersItisveryimportanttofindoutwhatthecustomerthinksoftheserviceorproductthatthecompanyoffer Youcanfindoutwhatcustomersthinkthrough facetofaceinterviewsoronthetelephone orwrittenquestionnairesknoweachotherwelltalktoeachotherregularlyvisitthemfrequentlysmallgiftonspecialoccasions birthday woman sday Understandquotation Arelationshipislikeashark youknow Ithastoconstantlymoveforwardoritdies WoodyAllen Americanfilm makersandactorShark 鲨鱼密度比水稍大 也就是说 如果它们不积极游动 就会沉到海底 它们游得很快 在水中 大白鲨可以以43千米的时速穿梭 但它们只能在短时间内保持高速 Warmer WoodyAllen bornAllanStewartKonigsberg December1 1935 isanAmericanscreenwriter director actor comedian jazzmusician authorandplaywright Allen sdistinctivefilms whichrunthegamutfromdramastoscrewballsexcomedies havemadehimanotableAmericandirector Heisalsodistinguishedbyhisrapidrateofproductionandhisverylargebodyofwork 1 Allenwritesanddirectshismoviesandhasalsoactedinthemajorityofthem Forinspiration Allendrawsheavilyonliterature sexuality philosophy psychology Jewishidentity andthehistoryofcinema amongawealthofotherfieldsofinterest Warmer Vocabulary describingrelations PositivemeaningBuilduprelationsCementDevelopEncourageEstablishImproveMaintainPromoteRestoreResumeStrengthen Vocabulary describingrelations NegativemeaningBreakoffrelationsCloudCutoffDisruptImpairJeopardizeSeverSourSpoil Vocabulary describingrelations 1e2d3b4a5eGetSstotalkaboutrelationsbetweenTheircountryandanothercountryTheircompanyanditscustomersTheirdepartmentandtherestofthecompanytheyworkforTwowell knowncelebritiesorpoliticians Listening Waysofenteringmarkets TaskAGetSstosaywhethertheirpredicationswerecorrectornot China 1 2 5LatinAmerica 2 3 6 Reading Relationshipmarketing BriefintroductionaboutRankXeroxandDomino sPizza Inc RankXeroxwasformedin1956asajointventurebetweentheXeroxCorporationofU S andtheRankOrganisationofUK tomanufactureandmarketXeroxequipmentinitiallyinEuropeandlaterinAfricaandAsia AfurtherjointventurebetweenRankXeroxandModiGroupinIndiaformedModiXerox nowXeroxIndia tomanufactureandsellXeroxequipmentintheIndiansubcontinent Reading Relationshipmarketing 网络上xerox的定义施乐公司 Xerox 又称为全录 台湾 是一家美国文案管理 处理技术公司 产品包括打印机 复印机 数字印刷设备以及相关的服务和耗材供应 施乐公司的总部位于美国康涅狄格州费尔菲尔德县 于2007年10月由费尔菲尔德县搬过来 纽约州罗切斯特是施乐公司的诞生地 现在仍是施乐公司最主要的办公地点 zh wikipedia org wiki Xerox Reading Relationshipmarketing Domino sPizza Inc NYSE DPZ isaninternationalpizzadeliverycorporationheadquarteredinAnnArbor Michigan UnitedStates Foundedin1960 Domino sisthesecond largestpizzachainintheUnitedStates 1 Domino scurrentlyhasnearly9 000corporateandfranchisedstores 2 in60internationalmarkets 3 andall50U S states Domino sPizzawassoldtoBainCapitalin1998andwentpublicin2004 Domino smenufeaturespizza pasta oven bakedsandwiches wings bonelesschicken salads breadsticks cheesesticks andavarietyofdessertitems Reading Relationshipmarketing Reading Relationshipmarketing TaskBAskforanswerstothequestions 1A5 decreaseinthenumberofdefectingcustomersledtoprofitincreasesofbetween25 and85 Domino sPizzasestimatesthataregularcustomerisworthmorethan 5 000overtenyears 2Establishedcustomers1 tendtobuymore2 Arepredictableand3 Usuallycostlesstoservicethannewcustomers4 Furthermore theytendtobelesspricesensitive and Reading Relationshipmarketing 5 Mayprovidefreeword of mouthadvertisingandreferrals 6 Retainingcustomerstoenteramarketorincreasetheirshareofamarket Thearticlealsomentions asitsmaintheme thatkeepingcustomersleadstoincreasedprofitability 3ProspectCustomerClientSupporterAdvocate Reading Relationshipmarketing TaskCHumdrumb Defectinga Nurturingb Correlationa Customerretentionb Reading Relationshipmarketing TaskD1c2a3b4e5dTaskEIftheSsneedprompting youcouldmention specialoffersofferedbymanytypesoforganisationsandretailers loyaltycardswithsupermarkets frequentflierprogrammerswithairlines free minuteswithmobilephonecompanies Languagereview Multi wordverbs TaskAFcbdgjheaiTaskB1geton reallywell 2counton3buildup4holdonto5putitoff6soundedout7let us down8setup9drawup10callitoff Languagereview Multi wordverbs TaskC1we llhavetocallthemeetingofftomorrow we llhavetocalloffthemeetingtomorrow 2Let sputoffthepresentationuntilnextweek 3Weknowoursupplierswillneverletusdown wecancountonoursupplierstomeettheirdeadlines 4WehavenowsetupafirstclassdistributionnetworkinEurope 5Couldyoupleasedrawupacontractassoonaspossible Couldyoupleasedrawacontractupassoonaspossible 6Couldyousetupameetingwiththemfornextyear Couldyousetupassoonas7We veheldontothesamemarketsharethatwehadlastyear 8Thenewsalesmanagergetsonverywellwithhisteam Languagereview Multi wordverbs GetSStodiscussthefollowingquestions1howcanbusinessesbuildupmarketshare 2howcancompaniesholdontotheirmostvaluedemployees 3whatpreparationshouldbemadebeforesettingupameetingwithanimportantpotentialcustomer Languagereview Multi wordverbs Possibleanswersforquestion1Ofcourse beforecompaniescanbuildupmarketshare theyhavetogetintothemarketinthefirstplace Theyhavetofindoutabouthowthemarketworks howdistributionissetupandsoon Whentheyhaveputtogetherenoughinformation theycansetouttoattractthemarket perhapsstartingoffinjustasmallareatobeginwith Theymaytrytosetthemselvesapartfromcompetitorsbyofferingaproductwithspecialfeatures ortheymaycompeteonprice Skills networking TaskA1a falseb true2a falseb false3a trueb false4a falseb trueTaskB1valentinPerez A wantsadviceonfranchisingcontracts Afriendhasgivenhimthenameofthepersonthathecalls sayingthattheymightbeabletohelp B whosenamewedonotlearn isunabletohelp butgivesValentinPerezthenameofsomeonewhomightbeableto StephanieGrant 2ThecallissuccessfulinthesensethatValentinPerezgetsStephanieGrant sname Skills networking TaskC1Ihopeyoudon tmindmephoning Silvanasaiditwouldprobablybeok 2Isitaconvenienttimetoringorcouldicallyoubackatabettertime 3Silvanamentionedthatyoumightbeabletoadvisemeonfranchisingcontracts 4Mmm Idon tknow Icouldmaybegiveyoualittlehelp butiknowsomeonewho sanexpertinthatarea 5Youhaven tgotherphonenumberbyanychance 6Canimentionyounamewhenicallher Casestudy Gettingtoknowyou Backgroundinformation companyK