Unit 6 Establishing Business Relations

1、LOGOUnit 6 Establishing Business RelationsAimsTo listen and understand different channels for obtaining useful business information and business opportunitiesTo practice listening for specific information about establishing business relationsTo practice listening for general ideas Aims ContentsPart

2、I. Warm-Up Part II How to Find New CustomersPart III Seeking Business OpportunitiesPart IV Establishing Business RelationsContents Business owners constantly look for ways to increase profits and customers. Marketing, promotions and products are only a few of the ways to keep your customers coming b

3、ack. If you want to be successful, perhaps you should specialize in the export of a wide range of products and establish business relations.SituationPart I. Warm-Up Task 1: Directions: Work with your partner, discuss the following questions and do the task. 1. What do you think of when you hear the

4、word “business” and “business relation”? 2. Please list some words or terms related to “business” and “business relation”. Reference:12Open-ended.1. As the saying “No customer, no business ”, to seek prospective clients and establish business relations is one of the most important measures for a new

5、ly established firm or an old one that wishes to expand its market and enlarge its business scope and turnover. Word Banktangible 有形的；可触摸的 pulse 脉搏；脉冲 mechanism 机制；原理，途径；机械装置；技巧 accomplish 完成；实现；达到 reward 报酬；报答；答谢 involved in 涉及；包含；牵涉进 ethical 伦理的；道德的 Task 2 KEYSDirections: Listen to the following p

6、assage and then choose the best answers to the questions. You may need to take some notes while youre listening.1. Which of the following is “Not” true about business? ( C ) A. Business is related to profit-seeking activities and enterprises. B. Business must deal with consumers and the general publ

7、ic. C. Business provides more employment than products.Task 2 KEYSDirections: Listen to the following passage and then choose the best answers to the questions. You may need to take some notes while youre listening.2. Which of the following is seen as tangible goods? ( A ) A. Computer chips. B. Car

8、rental. C. InsuranceTask 2 KEYSDirections: Listen to the following passage and then choose the best answers to the questions. You may need to take some notes while youre listening.3.Why is business the economic pulse of a nation? ( A )A. Because it defines a nations standard of living.B. Because it

9、offers financial rewards to successful businesspeople.C. Because it provides all the necessary services a nation needs.Task 2 KEYSDirections: Listen to the following passage and then choose the best answers to the questions. You may need to take some notes while youre listening.4.What is the relatio

10、nship between profits and social responsibilities for a successful business? ( B )A. Social responsibilities are a little more important than profit. B. Profits and social responsibilities are equally important.C. Social responsibilities are much more important than profit.Task 3 KEYSDirections: Dis

11、cuss with your partner. With the Internet development, there are many websites which can provide business support for companies. Please list the domain names and the business services they provide. The first one has been done for you. Open-endedDomain nameServices www.eBResearch for information,Part

12、 II How to Find New Customers New Words fundamental 基础的 根本的 prospective 预期的，未来的 extensive 广泛的 approach 联系 靠近 exhibition 展览 展会 enlarge 扩大 investigation 调查 turnover 营业额，销售额 commercial counselor 商务参赞 revitalize 使复活；使复兴；使恢复生气 specialize in 专门从事，专营 catalogue 目录 Task 1 KEYSDirections: Work with your partn

13、er and discuss the following questions:1. How to look for new customers?2. Please list the channels of establishing business relations.Reference:Open-ended.12Usually a firm may approach its clients or obtain necessary information through the following channels: trade fairs, banks, the internet, cham

14、ber of commerce, trade directory etc. you can also obtain useful information from many sources such as periodicals, newspapers and TV advertisements, etc.Task 2 KEYSDirections: Listen to the following passage and fill in the missing words.The establishment of business relations is the fundamental st

15、ep in foreign trade and in international exchange because transaction can only be made after the business connections have been set up. A newly-founded firm needs seeking prospective clients to start its business; an established enterprise needs extensive connections to maintain or expand its market

16、 and enlarge its business scope and turnover. Usually a firm may approach its clients or obtain necessary information through the following channels: Task 2 KEYSDirections: Listen to the following passage and fill in the missing words.Banks;Trade fairs or exhibitions;The internet;Chamber of commerce

17、;Business association of the same trade;Trade Directory;Commercial counselors offices;Market investigation;Mutual visits by trade groups and delegations.Task 2 KEYSDirections: Listen to the following passage and fill in the missing words.Business connections are most valuable to firms engaged in for

18、eign trade. Therefore, traders must make all efforts to consolidate their established relations with the firms having previous business and go all out to revitalize and develop the trade by searching for new connections.Task 3 KEYSDirections: Listen to the passage and answer the following questions.

19、 You may need to take some notes while youre listening.1. From the local chamber of commerce 2. More than 60 years3. To establish business relations4.The export of various leather handbagsPart III Seeking Business OpportunitiesNew Words fiscal 会计的，财政的；国库的 retailer 零售商 apparel 服装；衣服 website 网站，主页 sub

20、sidiary 子公司，附属机构 affiliated stores 加盟店 retailer 零售商 specialty stores 专卖店，专门店 knitwear 针织品 garment 服装，衣服；外表，外观 pamphlet 小册子 coincide 一致，符合 Chicago International Home & Housewares Show 美国芝加哥国际家庭用品博览会 Macys Inc. 梅西公司（美国最大的零售商之一） Sears, Roebuck and Company 西尔斯-雷宝公司，简称为 Sears，是世界上最大的百货公司，1893 年创办，也是

21、SHC 的子公司。 Task 1 KEYSDirections: ABC Import and Export Corporation would like to expand its business in American market. Steven Chen, an experienced sales representative of ABC, attended the Chicago International Home & Housewares Show. He brought a wide range of products which appealed to many

22、customers. During the Show, he met Denise Maclean from Macys Inc. She is interested in Chinese products. Now listen to the conversation and decide whether the following statements are true or false.Task 1 KEYS( F ) 1.Denise approached her new business counterparts through communication in writing fr

23、om the conversation. ( F ) 2. Denise is interested in silk, woolen knitwear, cotton piece goods, and garments of ABC Import and Export Corporation. ( T ) 3.Silk blouses with brightly colored and beautifully designed are always in great demand. ( T ) 4.Macys Inc. wishes to establish relations with AB

24、C Import and Export Corporation. ( F ) 5 If you want to know the financial position, credit standing and trade reputation of Macys Inc., you may only refer to Bank of Hong Kong. Task 2 KEYSDirections: After Steven Chen came back from the Chicago International Home & Housewares Show, he continued

25、 to collect information about Macys Inc. and Sears, Roebuck and Company. Now he is discussing with his colleague Lucy. Listen to the conversation and fill in the blanks.Task 2 KEYSGeneral ImageGoods and ServiceBrandsMacys Inc. is one of the nations premier retailers, with fiscal 2011 sales of $26.4

26、billion.It almost offers various goods and services you need such as apparel and beverages, consumer electronics, telecommunication etcMacys brand operates about 800 Macys department stores and furniture galleries in 45 states. Sears, Roebuck and Company is a wholly owned of SHC. It is a leading ret

27、ailer providing goods and service. It offers a wide range of goods, including home appliance, clothes and automotive products. It offers consumers leading proprietary including Kenmore, Craftsman and Lands End. Task 3 KEYSDirections: Discuss the following question with your partner. Please list the

28、important factors that influence your establishing business relations with a prospective client. The first one has been done for you.Task 3 KEYSFor a company For products credit standingquality financial reservefashion designcorporate cultureDurabilitylocationPricinghigh reputationDiscountbrand user

29、s satisfaction staff qualitycost Part IV Establishing Business Relationscatalogue产品目录产品目录samples样品样品durability持久性，耐用性 look forward to盼望，期待respectively分别地，各自地instruction指令，要求Task 1 KEYSDirections: Steven receives a phone call after he returned back from the Show. Listen to the telephone conversation,

30、 and write words or numbers in the spaces.Telephone MessageCaller: Tony Brown is the 1) purchasing manager of Sears, Roebuck and Company.Channel: Tony know ABC Company from the International Home & 2) Housewares ShowPurpose of call: In the hope of 3) establishing business relationsModels require

31、d: Model No. 4) No. 106 and No. 5) No.297Popular Products: For their 6) durability and fashion design, especially for 7) competitive price .Address: From 8) websiteTask 2 KEYSDirections: After the phone call, Steven arranges to send the samples Tony is interested in. One month later, Steven receives

32、 a phone call from Tony. Listen to the conversation and decide whether the following statements are true or false.( T ) 1. Tony is satisfied with the samples except for the green color. ( T ) 2. The producer can make silk products according to the buyers different requirement. ( F ) 3. Tony would like to order Chinese silk products with Stevens company at once.( F ) 4. Tony will go to China on holi