《商务英语口语》课件 Unit 2 Company Introduction

安徽省高等学校省级规划教材全国职业院校国际贸易专业“新形态”教材21世纪高职高专规划教材国际经济与贸易系列SpokenEnglishforBusinessCommunication商务英语口语ContentsModuleOne:EstablishmentofBusinessRelationsModuleTwo:BusinessTravelModuleThree:BusinessReceptionModuleFour:TradeFairSpokenEnglishforBusinessCommunicationModuleFive:BusinessNegotiationModuleSix:Follow-upServiceModuleOne

EstablishmentofBusinessRelations

Unit1Company

Introduction

Unit2ProductIntroduction

Unit3BusinessIntroductionSpokenEnglishforBusinessCommunicationUnit4ConsultationandChattingUnit2CompanyIntroductionSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Whatdobuyersconsideraboveallwhentheypurchaseproducts?Forreference:Buyersmayconsiderquality,functions,materials,prices,brands,colors,etc.whentheypurchaseproducts.Forexample,somebuyersmaytakebrandsastheirfirstconsiderationbecausetheytrustacertainkindofbrand.Maybesuchbrandhasalonghistoryofsuperiorqualityorhascreatedapowerfulemotionalconnectionwithitscustomers.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Howdoyoudescribeyourproductstopotentialcustomers?Forreference:Todescribeyourproductstopotentialcustomers,focusontheaspectsofyourofferingsthattheywillfindappealing,andthequalitiesthatwillcreateincentivesforthemtobuy.Ifyoudesignandproduceathleticgear,focusoncomfort,durabilityanddesignfeaturesgearedtowarddifferentsports.Ifyoumanufactureeco-friendlypackaging,emphasizethebiodegradablematerialsyouuseandtheenergyefficiencyofyourproductionprocesses.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication3.Howdoyouunderstand“goodvalueformoney”?Forreference:Thisphrasemeanstogetthemostfromwhatonepaysfororowns.Orsomethingyou’veboughtiswortheverypennyyou’vepaid.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Hi,Betty,welcometoouroffice.B:Thankyouverymuch,Sam.A:SoBetty,willyoupleasemakeusclearaboutyourrecentlyusedtypesandtheendinguse?B:OK.Sam,weareusingFW200inourcarpaintrightnow.Butwethinkthepriceistoohigh.Sowearewillingtofindasuitablereplacementtocutdown

ourproductioncost.Doyouhaveanygoodrecommendation?A:Yes,wearehappytoletyouknowthatwehavemuchsuccessfulexperienceinreplacingthistype.Wearefamiliarwiththisindustry.B:Sowhichtype?A:WesuggestourPowCarbon®BandPowCarbon®1,000Gforatest.

Theyaresuccessfullyapprovedbysomeworld-gradeendusers.B:Great!MayIhavealookattheTechnicalDataSheet(TDS)?A:Ofcourse.PleasekindlycheckthisTDS.B:Thankyou.Well,fromtheTDS,theyaredifferentfromFW200.Sowhatistheperformanceaccordingtoyoursalesfeedback?A:Thatisquitecommon,Betty.Ourproductisusuallysimilarinthetechnicaldatawiththetypeyou’verecentlyused,butcanhardlybethesame.Itisreasonable,isn’tit?Accordingtooursalesexperience,itdependsoncustomers’standardandendinguse.B:OK,wewillhaveatestonit.Canyousendsomesamplestoourlab?A:Ofcourse.Iwillarrangeitrightnowforyou.SpokenEnglishforBusinessCommunication

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2A:Nicetomeetyou,Mr.Andress.AnythingIcandoforyou?B:Hi,Jenica,nicetomeetyou,too.Bettytoldmethatyour

petproducts

havegainedpopularityintheworld.

Tobehonest,wehavealreadysetupanonlinesalessystemforpetproductsatthebeginningoftheyear.Butwewanttofillinmorecategories,suchascattrees,dogbedsandsoon.A:Great.Nowadays,moreandmorepeoplelikepets,andtheyarewillingtospendtheirmoneyonpets.B:Exactly.That’sthereasonwhyourcompanyfocusesonpetproductsatpresent.A:Doyouliketostartfromcattreesasyourfirstpurchase?B:Sure,whatkindofcattreesdoyourecommendasmyfirstchoice?A:Wehavemorethan150differentstylesforselection.Butthemedium

andsmallspecificationsarealwaysindemand.ColorMarketingSpokenEnglishforBusinessCommunicationB:Soundsgood.Couldyougivememoreadviceonthedetails?A:Yes.Let’smovetoourshowroomandI’llintroducetoyouonebyone.(Intheshowroom)A:Thisisoneofourbestsellingcolors,gray.Whatisthemaincolordoyouwanttotake,please?B:Ithinkbeige,grayandbrownarethepopularcolorsinSpanishmarket.A:Right.Youareallowedtomix5differentcolorsinone40ftcontainer.

Howaboutblueanddark?B:Quitegood.Iwanttoorderthese3cattrees.ButMayImakesomechangesonthedimensions?A:Yes,sure.Whichpartswouldyouliketobechanged?B:Formodel72,Ihopetheoverallsizecouldbe60x50x180cmratherthan50x50x170cm.Isthisworkable?A:Yes.Butasyoualwaysknow,thepriceswillbechangedbasedonthesizes.B:Couldwecutdownthecostbychangingthematerials?A:Yes.Youarearealbusinessman.Let’sdiscussitlater.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3A:Mr.Andress,pleasecomethisway.Let’sgototheoffice.B:OK,let’sgo.Oh,what’sthis?

Jenica,itlookssospecial.A:Thisisourlatestproductcalledgroomingglovesforpets.

Youcanusetheglovesonadailybasis.Theydonotonlyremoveloosehair,butalsoofferyourpetagentle,relaxingmassage.B:Wow,that’sreallygreat!I’mtotallyinterestedinthisproduct.Couldyouintroducemoredetails?A:Sure.Thefive-fingerdesigngloveallowsyoutogroomhard-to-reachplacesliketailorface.Thelayeroffuriseasytopeelofffromtheglove.SpokenEnglishforBusinessCommunicationB:Whataboutthematerial?A:Thematerialisnontoxicsiliconwhichissupersoftandflexible.Itfeelslikesoftmassagewhileusingthisgroomingglovetocleanpets’hair.BathingisnolongerachallengeB:Thatsoundsnice.What’syourcompetitiveedge?A:Wecanoffersuperiorproductsatthesamepriceasourcompetitors.

Comparedwithothers,oursareelegantlydesignedandlighter.B:Howlongistheguaranteeonyourproducts?A:Oneyear.Ourproductsaresoldwithamoney-backguarantee.Inaddition,

wealsoprovideafter-salesservicefreeofchargewithinoneyear.B:That’sgreat.Thankyouforyourinformation.1. FW200:一种化学颜料的型号2. productioncost:生产成本3. PowCarbon®B:炭黑B（用于着色颜料的化学物品）4. PowCarbon®1,000G:炭黑1,000G（用于着色颜料的化学物品）5. TDS:技术数据单（TechnicalDataSheet）Notes:6. performance:性能；效益7. container:集装箱8. dimension:尺寸9.groominggloves:（给动物）梳毛的手套10.massage:按摩11.hard-to-reach:难以接近的，难以达到的12.guarantee:保证；担保Notes:1.Willyoupleasemakeusclearabout…

您能告诉我们……吗？/您能让我们了解一下……吗？Wouldyouliketotellus…？您能告诉我们……吗？MayIknow…clearly?我们能了解……吗？UsefulExpressions:2. Sowearewillingtofindasuitablereplacementtocutdownourproductioncost.

所以我们想找个合适的替代品，以降低生产成本。Sowearelookingforasuitablereplacementtoreduceourproductioncost.

所以我们在寻找一个合适的替代品，以降低生产成本。Sowehavetheintentionoffindingsomethingsuitabletoreplaceitsoastocutdownourproductioncost.

所以我们打算找一个合适的产品代替它，以降低生产成本。UsefulExpressions:3.Wearefamiliarwiththisindustry.

我们对这个行业很熟悉。Weknowthisindustryverywell.

我们很了解这个产业。Wehavebeeninthislineforalongtime.

我们已经从事这个行业很久了。UsefulExpressions:4. Theyaresuccessfullyapprovedbysomeworld-gradeendusers.

它们得到了一些世界级终端用户的认可。Theyarecompletelyacceptedbysomeendusers.

它们得到了一些终端用户的充分认可。Theyarewellapprovedbysomeendusers.

它们得到了一些终端用户的充分认可。UsefulExpressions:Petproductshavegainedpopularityintheworld.

宠物产品在全世界很受欢迎。

Petproductsaremoreandmorepopularintheworld.

宠物产品在世界范围内越来越受欢迎。Petproductsarewell-soldintheworldnow.

宠物产品现在在全世界很畅销。UsefulExpressions:Butthemediumandsmallspecificationsarealwaysindemand.

但中小型规格的产品总是受欢迎的。

Butpeoplepreferthemediumandsmallspecifications.

但人们喜欢买这种中小规格的产品。

Butthemediumandsmallspecificationsarethemostpopularones.

但这种中小型规格的产品总是最受欢迎的。UsefulExpressions:7.Thisisoneofourbestsellingcolors,gray.

这是我们最畅销的颜色之一，灰色。

Grayisoneofthemostpopularcolors.

灰色是最受欢迎的颜色之一。

Thisproducthasbeenabestsellerfornearlyoneyear.

该产品成为畅销货已经近1年了。UsefulExpressions:8.Youareallowedtomix5differentcolorsinone40ftcontainer.

您可以在一个40英尺的集装箱中混装5种不同的颜色。

Youcanselectfivedifferentcolorstofitinone40ftcontainer.

您可以在一个40英尺的集装箱中混装5种不同的颜色。

Fivedifferentcolorsareallowedinone40ftcontainer.

一个40英尺的集装箱中可以混装5种不同的颜色。UsefulExpressions:9.Thisisourlatestproductcalledgroomingglovesforpets.

这是我们公司的最新产品，称为宠物美容手套。

Thegroominggloveforpetsisourlatestproduct.

这款宠物美容手套是我们公司的最新产品。

Thisisournewproductcalledgroomingglovesforpets.

这是我们公司的最新产品，称为宠物美容手套。UsefulExpressions:10.What’syourcompetitiveedge?您的竞争优势是什么？Whatisyourcompetitiveadvantage?您的竞争优势是什么？

Whatareyourstrengths?

您的竞争优势是什么？UsefulExpressions:11.Comparedwithothers,oursareelegantlydesignedandlighter.与其他家产品相比，我们的产品设计典雅，并且重量轻。

Ourproductsareelegantlydesignedandlighterthanothers.我们的产品设计典雅，而且重量轻。

Ourproductsaresuperiortoothersbecauseoftheelegantdesignandlightweight.

我们的产品由于设计典雅且重量轻，超越了其他家产品。UsefulExpressions:12.Wealsoprovideafter-salesservicefreeofchargewithinoneyear.

我们还提供一年内免费的售后服务。

Wealsoprovidefreeafter-salesservicewithinoneyear.我们还提供一年内免费的售后服务。

Weofferfreerepairingservicewithintheperiod.我们在此期间提供免费维修服务。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Ourgoodshavewonhighappreciationamongendusers.

我们的商品赢得了终端用户的高度赞赏。2.Customersarewillingtopayextramoneyforhighquality.客户愿意为高质量支付额外的费用。3.Thisnewtypeofwasherswillbreakintothedomesticmarketeasily.这种新型洗衣机将很容易打入国内市场。4.Ourproductswillbeavailableinalldepartmentstoresofthatarea.我们的产品将在那个地区的所有百货商店中出售。5.Ourleathershoesenjoyahighreputationfortheirfineworkmanship.我们的皮鞋以其出色的做工而享有很高的声誉。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.该产品设计新颖，很受年轻人欢迎。Theproductisnovelindesign,whichisverypopularwithyoungpeople.7.这种智能扫地机在城市里市场潜力巨大。Thisintelligentsweepingmachinehashugemarketpotential.8.考虑到我们采用的高科技，这个价格是合理的。Consideringthehightechnologyweuse,thepriceisreasonable.9.这款手提包是专门为职业女性设计的，有三种颜色可供选择。Thishandbagisspeciallydesignedforcareerwomenandisavailableinthreecolors.10.我们一直在改善产品的设计和图案，以符合世界市场的需求。Wearealwaysimprovingthedesignandpatternofourproductstomeettheneedsoftheworldmarket.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayOliverisasalesmanagerfromRedInc.ofSpain.HehascomeacrossaChinesebuyerTongYueatCIIE(ChinaInternationalImportExpo).Andtheystarttheconversationwithachat.TongYuemightbeinterestedinbuyingthesaffronfromSpain.OliverintroducestheproducttoTongYueandfinallyconvinceshertoplaceanorder.ProductIntroduction——SaffronSpeakingPracticeSpokenEnglishforBusinessCommunication1.Whatistheprofessionaldedicationinyouropinion?

Forreference:Inmyopinion,professionaldedicationmeansloyaltytoone’sownworkanddevotiontoone’sownprofession,whichisonekindofvaluableprofessionalethicsspirit.Task3:FreeTalk：TopicforMoralEducation：professionaldedicationSpeakingPracticeSpokenEnglishforBusinessCommunication2.Howshouldyoushowyourprofessionaldedicationoncampus?Forreference:Ascollegestudents,themainaimoncampusistolearnknowledge,technologyandskills.Weshouldfocusmoreonsubjectsanddevoteourselvestolearningandpractice.Atthesametime,wemayparticipateinsomesocialworkactivities,forexample,asvolunteers,togainmoreexperienceandservethepeoplearoundus.Task3:FreeTalk：TopicforMoralEducation：professionaldedication

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:SalesKnowledgeKnowledgeforsellingisobtainedintwoways:First,mostcompaniesprovidesomeformalsalestrainingthatteachesinformationthroughpreliminarytrainingprogramsandsalesmeetings.Second,thesalespersonlearnsthroughpracticesandexperience.Experienceisthebestteacherforthebeginningsalesperson.Salestrainingistheeffortanemployerputsforthtoprovidetheopportunityforthesalespersontoreceivejob-relatedculture,skills,knowledge,andattitudesthatresultinimprovedperformanceinthesellingenvironment.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSuccessfulcompaniesthoroughlytrainnewsalespeopleandmaintainongoingtrainingprogramsfortheirexperiencedsalespersonnel.Companiesareinterestedintrainingprimarilytoincreasesalesvolume,salespersonproductivity,andprofitability.Likemanyprofessionalcareers,sellingisaskillthatistrulydevelopedmainlythroughexperience.Salesknowledgeobtainedthrougheducation,reading,formalizedsalestraining,andword-of-mouthishelpfultoenhanceoverallsalesability,butactualexperienceisthecriticalsourceofsalesknowledge.Somesalesmanagershireonlyexperiencedpeopletofillmarketingstaffpositionsunlesstheyhavehadfieldsalesexperiencewiththecompanyoramajorcompetitor.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSalesexperienceimprovesasalesperson’sabilitiesbyshowinghowbuyersperceiveaproductoraproductline,revealingunrecognizedorundervaluedproductbenefitsorshortcomings,voicingamultitudeofunanticipatedprotestsandobjections,andgenerallyprovidingachallengethatmakessellingaskillthatisnevermastered,onlyimproved.1.

Inwhatwayscanweobtainsalesknowledge?Salesknowledgeisobtainedintwoways:First,mostcompaniesprovidesomeformalsalestrainingthatteachesinformationthroughpreliminarytrainingprogramsandsalesmeetings.Second,thesalespersonlearnsthroughpracticesandexperience.2.

Whyarecompaniesinterestedintraining?Companiesareinterestedintrainingprimarilytoincreasesalesvolume,salespersonproductivity,andprofitability．Answerthefollowingquestionsorallyaccordingtothepassage.３.

Whatkindofemployeesmayasalesmanagerpossiblyhire?

Asalesmanagermaypossiblyhireonlyexperiencedpeopletofillmarketingstaffpositionsunlesstheyhavehadfieldsalesexperiencewiththecompanyoramajorcompetitor.Answerthefollowingquestionsorallyaccordingtothepassage.Answerthefollowingquestionsorallyaccordingtothepassage.４.

Howdoyouunderstand“Sellingisaskillthatisnevermastered,onlyimproved”?Salesexperienceimprovesasalesperson’sabilitiesbyshowinghowbuyersperceiveaproductoraproductline,revealingunrecognizedorundervaluedproductbenefitsorshortcomings,voicingamultitudeofunanticipatedprotestsandobjections,andgenerallyprovidingachallengethatmakessellingaskillthatisnevermastered,onlyimproved.Noonecansaythathehasmasteredalltheskillsforselling.Therearealwayspossibilitiesfortheskillstobeimproved.5.

Doyouhaveanysalesexperience?Shareitwithyourclassmates.Openanswer.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2:SalebyDescriptionThequalityofcommodityreferstotheoutwardappearanceandessentialqualityofthegoodssuchasshape,structure,colorflavoraswellaschemicalcomposition,physicalandmechanicalproperties,biologicalfeatures,etc.Ininternationaltransaction,therearedifferentwaysofshowingquality.Oneofthemostcommonwaysisthesalebydescription.Itmainlyincludesthefollowingtypes.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSalebyspecification.Thespecificationreferstocertainmainindicatorswhichindicatethequalityofthegoodssuchascomposition,content,purity,size,length,etc.Itisoftenexpressedbyindexes.Forexample,thespecificationofironoremaybeexpressedas“thecontentofiron>80%”.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSalebygrade.Thegradereferstotheclassificationofthegoodsandisindicatedbywords,numbersorsymbols.Forexample,thefresheggweighed55-60gisclassifiedintoGradeA,50-55gGradeB,45-50gGradeC.However,thegradeofthesameproductmaybedifferentindifferentcountries.Itisnecessarytomakesurethatthegradeofthecommodityisunderstoodidenticallybytheparties,iftheywanttosellbythegrade.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSalebystandard.Thestandardreferstothespecificationsorgradeswhicharestipulatedandannouncedbythegovernmentorthechambersofcommerce,etc.Qualityofcommoditycanbedescribedinthecontractbytheinternationalstandard.LikeISO,orthenationalstandard,eitheroftheexport’sortheimport’scountrywhichisagreeduponbybothparties.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSalebybrandortrademark.Abrandisthename,term,symbol,designoracombinationofthesetoidentifyaproduct.Whileatrademarkincludesallthosewords,symbolsormarksthatarelegallyregisteredforusebyasinglecompany.Someproductsmayhavebeensoldintheglobalmarketformanyyearsandenjoyhighreputation.Andtheirqualitycouldberepresentedbytheirbrandnamesortrademarks,forexample,Coca-Cola.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingSalebynameoforigin.Somecountriesandplacesarefamousforcertainproducts.Andthequalityofthegoodproductsmaybedescribedbytheirorigincountriesorplaces.ForexampleChineseporcelain,Jinhuabam,etc.However,inordertoavoidpossibledispute,itisadvisableforthepartiestousethespecificationstogetherwiththebrandnameandotherwaysinthecontract.Salebyillustration.Thequalityofsomecommoditiessuchastechnologicalinstruments,electricmachine,etccannotbesimplyindicatedbyqualityindexes.Instead,itisquitenecessarytoexplainindetailthestructure,material,performanceaswellasmethodofoperation.Ifnecessary,pictures,photos,etc.shouldalsobeprovided.1.Howmanytypesofsalebydescriptionarementionedaccordingtothispassage?Sixtypesofsalebydescriptionarementionedaccordingtothispassage.2.Thegradesofthesameproductarealwaysthesameindifferentcountries.Isittrue?No,itisnottrue.Thegradeofthesameproductmaybedifferentindifferentcountries.Itisnecessarytomakesurethatthegradeofthecommodityisunderstoodidenticallybytheparties,iftheywanttosellbythegrade.Answerthefollowingquestionsorallyaccordingtothepassage.3.Whatkindofproductsareusuallysoldbytrademarkorbrandname?

Someproductsmayhavebeensoldintheglobalmarketformanyyearsandenjoyhighreputation.Andtheirqualitycouldberepresentedbytheirbrandnamesortrademarks.4.Canyoulistsomeproductssoldbynameoforigin?Chineseporcelain,Jinhuabam,Beijingroastducketc.Answerthefollowingquestionsorallyaccordingtothepassage.5.Whataspectswillyoudescribeifyouaresellingtheintelligentvacuumcleaners?

IfIamsellingtheintelligentvacuumcleaners,itisnecessarytoexplainindetailthestructure,material,performanceaswellasmethodofoperation.Ifnecessary,pictures,photos,etc.shouldalsobeprovided.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:

ProductIntroductionspecification规格，技术参数workmanship/craftsmanship工艺reliablequality质量可靠feature&function特色要功能performance性能warranty保修期uniquestyle风格独特 noveldesign设计新颖fashionable/moderndesign款式时尚 fine/good/exquisiteworkmanship工艺精湛top/first-classquality品质一流 importedmaterial进口材料durablematerial材料持久耐用 portablesize尺寸小，便于携带easyoperation操作简便 multi-function多功能high-techproduct高科技产品 goodafter-saleservice良好的售后服务energy-efficient