商务英语课程课件Unit7.ppt

1、,UNIT,建立商务关系,7,Learning Objectives Establishing business relations with prospective clients Understanding business etiquette Writing letters for establishing business relations,Establishing Business Relations, Speaking Task, Warm-up Practice, Listening Task, Follow-up Practice, Writing Task, Reading

2、 Task,Warming-up Practice,We need to discuss some questions about what we are going to learn in this unit.,Sure, thatll help us understand better about what we are asked to do.,The _ of business relations is one of the important _in the field of foreign trade as a foreign-trade firm needs extensive

3、business _to _or expand its business activities. _ must not only do everything possible to _their established relations with firms having previous business but also develop and_their trade by searching for new _from time to time. To find out whom a firm is dealing with, information is _ through diff

4、erent _. After that, letters or _ should be sent to the parties concerned to express simply, clearly and concisely what they can _ or what they expect to _ .,1. Establishing business relations,establishment,undertakings,connections,maintain,Traders,consolidate,revitalize,connections,obtainable,chann

5、els,circulars,sell,buy,2. Discussion1）Work in pairs or small groups to work out as many channels as you can that are associated with establishing business relations.,Establishing Business Relations No transactions can be conducted until contacts have been made between two or more companies. To estab

6、lish business relations with prospective dealers is one of the vital important measures both for a newly established firm and an old one that wishes to enlarge its business scope and turnover. Business relations can be established through the following channels: 1) Banks; 2) Trade directory; 3) Chin

7、ese commercial counsellors office in foreign countries; 4) Business houses of the same trade; 5) Advertisements; 6) Trade fairs and exhibitions; 7) Chambers of commerce; 8) Introduction from business connections; 9) The Internet.,2）Of all the channels, which do you think is the most effective one? W

8、hy? 3）What will you do to maintain the established relations? 4) Why are people still writing letters while its so convenient to send faxes and email?,3. After business is established, several trade terms need to be talked over in order to come to an agreement during a business communication. Now st

9、ore the words and phrases that are associated with the trade terms.,HOW TO CHOOSE THE RIGHT TRADE SHOW/FAIR,1. Quantify the total number of relevant prospects, buyers, and influencers that will be interested in your particular product or service and that youll be able to get into your booth. 2. Esti

10、mate sales revenues from the show. 3. Estimate the cost of your participation. 4. Calculate the cost per lead and return on investment as a ratio of booth expenses to revenues generated. 5. Verify your decision and do a reality check.,DECISION MAKING,Ask your customers which trade shows they attend.

11、 Attend the show rather than exhibit. Ask your suppliers, competitors, and past exhibitors about their experiences with the show. Analyze your ability to service the geographical areas from which prospects originate. Analyze the show managements ability to promote the show successfully year after ye

12、ar: -Is the show growing? -Are audience demographics changing and if so, why? -Do you have an opportunity to raise your visibility by providing a conference, keynote, workshop, or seminar? - Do you have enough staff to follow up on the leads while theyre still hot? -And can you service the new busin

13、ess youll attract?,Ways to Increase Your Trade Show Sales,1. Greet visitors quickly When you first see a visitor, gently offer a handshake, and introduce yourself and your company. This immediately sets the tone of the conversation, and establishes basic rapport. 2. Qualify visitors in seconds The m

14、ost important thing for you to know is the responsibilities of your visitor. Rapidly qualify your visitor by seeking to disqualify them as a buyer. Keep looking for the deal killer - the one thing that means you cant do business. 3. Ensure 100% after-show contact 4. Double your leads Whether they ca

15、n do business with you or not, ask every visitor, Who can you think of that would benefit from what we do? 5. Move visitors along First, restate what will happen next, even if its, Im sorry I cant help you. Next, offer a handshake, and then say, Thanks for stopping by. This three step process moves

16、visitors along every time.,WHY SNAIL MAIL IS STILL NEEDED,Lettersnow fondly known as “snail mail are still used for various reasons: They seem particularly appropriate for formal introductions to companies, confirmation of contracts and thank you messages, possibly because they can seem appropriatel

17、y formal, caring or impressive (if printed on good paper). They can be a useful back-up to important emailed or faxed messages. They can be used to send bulky material, such as brochures or samples. They can be used when there are problems with the technology required for faxes and email. They can b

18、e sent to or from companies which have limited technology.,Listening Task,In this part you will listen to a passage and a dialogue about establishing business relations. Listen and try to finish the exercises while listening. Are you ready?,7.1.1 Listen to the passage and fill in the missing information in the blanks according to the information you hear.,The most important problem in _ is how to _. The buyers want to know where the _are, wh