《商务英语口语》课件 Unit 3 Business 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

Unit3BusinessIntroductionSpokenEnglishforBusinessCommunicationUnit4ConsultationandChattingUnit3

BusinessIntroductionSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Whatpreparationsshouldwedoifourclientspayavisittoourcompany?Forreference:First,confirmthetimeofvisitwiththecustomer.Notifyrelevantpersonnelordepartments.Second,trytofigureoutthepurposeofthecustomer’svisit.Third,preparemeeting-relatedmaterials.Fourth,prepareasmallgiftifnecessary.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Whatisthegoodwaytointroducethebusinessofacompanytotheclients?Forreference:Introducingacompanyshouldstartfromthefollowingaspects:(1)companyprofile:Thiscanincluderegistrationtime,registeredcapital,natureofcompany,technicalstrength,scale,numberofemployees,employeequality,etc.;(2)developmentstatus:achievementsandhonorarytitles,etc.;(3)corporateculture:thecompany’sgoal,philosophy,purpose,mission,visionandmessage,etc.;(4)mainproducts:performance,characteristics,innovationandadvancement;(5)salesperformance:salesvolume,localsalespoints,etc.;(6)after-salesservice:thecompany’scommitmenttoafter-salesservice.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication3.Whydosomepeoplesaythatshowroomisthe“face”ofacompany?Forreference:

First,mostclientswillseetheproductsintheshowroomforthefirsttimewhentheypayavisit.Sotheshowroomwillbedesignedtodisplaytheproductstoattractthecustomers.Second,theshowroomreflectsacompany’scultureandphilosophywhichleavesdeepimpressiononclients.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Hello,nicetomeetyou.I’mKate,thesalesmanagerofInternationalDepartmentofBlackDiamondMaterialScienceCo.,Ltd.WeareoneoftheleadingcarbonblackmanufacturersinChina.B:Hi,nicetomeetyoutoo.I’mTom,themarketingmanagerofABCChemicalCompany.I’minterestedinyourpigment.Yourcompanymusthavealong

historyinthisline.A:Yesindeed.Ourcompanyhasspecializedinpigmentcarbonblackforover20years.Westartedwithasmallfactoryinthelate1990s.B:Asmallfactory?Butfromyourwebsite,Icanseeyourcompanyhasreallydevelopedveryquickly.A:Youbet.Wehaveexpandedourfactorywithmorethan100experiencedworkers,2productionbases,andaheadquarterdealingwithdomesticandoverseasorders.B:SoyoualsoexportyourproductstoEurope?A:Yes,oursalesnetworkcoversmorethan70countriesallaroundthe

world,suchasUSA,Columbia,UK,France,India,SouthAfrica,Singapore,etc.B:Great,thenhowaboutyourcapacity?A:Wehave2productionbases.OneisinShanxiProvinceandtheotherisinAnhuiProvince.Eachcontains1gasline,1furnacelineand1highpurityproductionline,whichcanachieve20,000mtannualcapacity.Bytheway,mayIknowyourannualconsumption?B:Usuallywebuytwocontainersofpigmentcarbonblackeverytwomonthsforproducingwater-basedinks,solvent-basedinksandUVinks.Doyouhavecustomerslikeus?A:Yes,wedohaveseveralfamousinkscustomers,suchasSiegwerk,SunChemicalandTOYOINKaswellassomewell-knowncoatingsproducersyoumighthaveheard,AkzoNobel,PPG,Jotun,etc.B:Yes,Iknowthem.Theyareveryfamous.Icanseethatyoumustbeareliablesupplier.A:Thankyou.SpokenEnglishforBusinessCommunicationPPGIndustries

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2A:Tom,hereisourcompanybrochure.Youmayreaditandgetsomeideas.B:Thankyou.Isthisyourfactory?(Pointingtoapictureinthebrochure)A:Certainly.Therearethreeparts:theproductionarea,theprocessingareaandthedispatcharea?B:Howlargeisthefactory?A:Itcoversanareaof50,000squaremeters.B:ItismuchlargerthanIexpected.Howmanyemployeesdoyouhavenow?A:Morethan100.Thatisourofficeblock.Wehavealltheadministrativedepartmentsthere.Downthereistheresearch&developmentsection.B:HowmuchdoyouspendonR&Deveryyear?SpokenEnglishforBusinessCommunicationA:About5-6%ofthegrosssales.B:What’sthatbuildingoppositetotheofficeblock?A:That’sthewarehouse.Wekeepastockofthefaster-movingitemssothaturgentorderscanbemetquicklyfromstock.B:DoyouexportyourproductstoAustralia?A:Notyet.Wehavedonemarketresearchandfoundapotentialmarketthere.WeareendeavoringtoexpandourmarketshareinAustralia.B:Quitegood.

Thatindicatesapossibilityforyourcompanytostarta

newmarket.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3A:Hi,Jenica.Nicetoseeyouagain.MayIknowyourmainmarket?B:Hi,Mr.Andress.Nicetoseeyou.OurmainmarketisEurope.Oursales

inEurope

accountfor60%ofourtotalsales.

OthersalesmarketsareNorthAmerica,SoutheastAsia,etc.Soweareveryfamiliarwiththe

productsalestrendsintheEuropeanMarket.A:Great.Asyouknow,ourmarketisalsoEurope.Couldyourecommendsomepopularproductsforourmarket?B:Sure,it’smypleasure.Thisisthecatalogofourpopularproducts,pleasecheckit.A:OK.Whichproductsaresuitableforourmarket?B:Letmeintroducetoyou.Thisitemismediumsize,thestyleisnovelandthepriceissuitable.ItsellsverywellinEurope.SpokenEnglishforBusinessCommunicationA:Itlooksgood.Isthereanyotherstyleyoucanrecommendtous?Ourtrialorderrequiresaboutfiveitems.B:Sure.Doyouhaveanyrequirementsforsize?A:Twomediummodels,twosmallmodelsandonelargemodel,Ithink.B:OK.I’llsortoutaformforyouthatincludesseveralpopularproducts.Holdonaminute.(Afterawhile)B:Sorrytokeepyouwaiting.Thisistheformincludingrecommendedpopularproducts.Pleasecheckit.A:Iliketheseitems.Ithinkitwillsuitourmarket.

Thanks,Jenica.B:Mypleasure.I’mgladyouchoosetheseitems.Ibelievetheywillsellwell.1.capacity:生产力，生产量2.UV：ultraviolet，紫外线3.Siegwerk：盛威科国际集团，全球第三大专业油墨供应商，始建于1830

年，总部位于德国锡格堡，其分支机构遍及全球36个国家和

地区，是欧洲历史最悠久的家族企业之一。4.SunChemical:太阳化学有限公司，是太阳化学集团的子公司，总部位

于美国新泽西州帕瑟伯尼。5.TOYOINK:东洋油墨株式会社,主要产品涵盖印刷油墨、印艺关联器

材、高分子材料等，在世界上处于领先地位。6.AkzoNobel：阿克苏诺贝尔公司，跨国化工和医药集团，总部位于荷兰，

主要提供涂料、医药保健产品和化学品。Notes:7.PPG：PPG工业公司，全球性制造企业，成立于1883年，总

部位于美国匹兹堡。8. Jotun:佐敦国际涂料集团公司,成立于1926年，总部位于挪威。9. dispatch:派遣，调度10.R&D:research&development,研发11.grosssales：销售总额12.faster-movingitems：流动快的货物13.endeavor：努力，试图Notes:1.Yourcompanymusthavealonghistoryinthisline.您公司在这一行一定有悠久的历史。Yourcompanymusthavealonghistoryinthisfield.您公司在这一行一定有悠久的历史。Wearealargedealerwithmanyyears’experienceinthisline.我们是一个大公司，在这一行已经做了很多年了。UsefulExpressions:2. Youbet.当然了。Sure.当然了。Ofcourse.当然了。UsefulExpressions:3.Oursalesnetworkcoversmorethan70countriesallaroundtheworld.

我们的销售网络覆盖全球70多个国家。Oursalesnetworkextendstomorethan70countriesallaroundtheworld.

我们的销售网络覆盖全球70多个国家。Oursalesnetworkspreadstomorethan70countriesallaroundtheworld.

我们的销售网络覆盖全球70多个国家。UsefulExpressions:4.Howaboutyourcapacity?

贵公司生产量如何？Howaboutthecompany’sproductioncapacity?

贵公司生产量如何？Howaboutyourproductionvolume?

贵公司生产量如何？UsefulExpressions:5.Itcoversanareaof50,000squaremeters.

它占地面积50,000平方米。Ittakesupanareaof50,000squaremeters.

它占地面积50,000平方米。Itoccupiesanareaof50,000squaremeters.

它占地面积50,000平方米。UsefulExpressions:6.WeareendeavoringtoexpandourmarketshareinAustralia.

我们正在努力扩大在澳大利亚的市场份额。

WearetryingtoexpandourmarketshareinAustralia.

我们正在努力拓展在澳大利亚的市场份额。WemanagetoexpandourmarketshareinAustralia.我们正在设法扩大在澳大利亚的市场份额。UsefulExpressions:7.Thatindicatesapossibilityforyourcompanytostartanewmarket.

那表明贵公司有可能开拓新市场。

Itispossibleforyourcompanytostartanewmarket.

贵公司可能要开拓新市场。

Yourcompanyhasthepotentialtoexpandintonewmarkets.

贵公司有开拓新市场的潜力。UsefulExpressions:8.OursalesinEuropeaccountfor60%ofourtotalsales.

我们在欧洲的销售额占我们总销售额的60％。OursalesinEuropeoccupy60%ofourtotalsales.

我们在欧洲的销售额占我们总销售额的60％。OursalesinEuropetakeup60%ofourtotalsales.

我们在欧洲的销售额占我们总销售额的60％。UsefulExpressions:9.SoweareveryfamiliarwiththeproductsalestrendsintheEuropeanMarket.

因此，我们对欧洲市场的产品销售趋势非常熟悉。SoweknowbetterabouttheproductsalestrendsintheEuropeanMarket.

因此，我们对欧洲市场的产品销售趋势更加熟悉。SoweareclearabouttheproductsalestrendsintheEuropeanMarket.

因此，我们对欧洲市场的产品销售趋势非常了解。UsefulExpressions:ItsellsverywellinEurope.它在欧洲卖得很好。Itisthebest-sellerinEurope.

它是欧洲的畅销品。ItisverypopularinEurope.

它在欧洲很受欢迎。UsefulExpressions:11.Ithinkitwillsuitourmarket.

我认为它将适合我们的市场。Ithinkitwillbesuitableforourmarket.

我认为它将适合我们的市场。Ithinkitwillfitourmarket.

我认为它将适合我们的市场。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Wespecializeinthemanufacturingandsalesofplasticproducts.我们专营塑料产品的生产和销售。2.ItisamultinationalcorporationwithitsheadquartersinNewYork.

这是一家跨国公司，总部位于纽约。3.Weintendtoopen10officesintheAsian-PacificRegionthisyear.我们打算今年在亚太地区开设10个办事处。4.WehavesetupbranchesinBeijingandGuangzhou,providingprofessionalservices.我们在北京和广州设有分部，提供专业服务。5.Theoutputofthisproductlastquarterwas45,000sets.该产品上一季度的产量为45,000套。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.这一行业属于我们的业务范围。Thisindustrybelongstoourbusiness.7.该公司主要从事电子产品的销售。Thecompanyismainlyengagedinthesalesofelectronicproducts.8.开拓美国市场是我公司的下一个目标。ExpandingtheUSmarketshareisourcompany’snexttarget.9.该酒店打算通过改善酒店设施来吸引顾客。Thehotelintendstoattractcustomersbyimprovinghotelfacilities.10.我们想知道在非洲推销这种产品的可能性。WewouldliketoknowthepossibilityofmarketingthisproductinAfrica.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayZhangLiangisabusinessmanfromJinshengInternationalTradingCo.,Ltd.,acompanywhichdealsinmugsexports.HeisnowinChinaImportandExportFair.BonnieisabuyerfromtheUnitedStates.SheisnowcomingtoZhangLiang’sexhibitioncounter.Theyhaveagreatchatoverbusiness:businessscope,marketshare,annualoutputetc.SpeakingPracticeSpokenEnglishforBusinessCommunicationTask3:FreeTalk：TopicforMoralEducation：reliabilityForreference:Yes,Ido.Icanalwaysdependonher.Ifshetellsmeshewillmeetmesomewhereatacertaintime,Icanbesurethatshewillbethere.IfIneedhelp,shewilldoherbesttohelpme.IfIamintrouble,shewillnotrunawayfromme.1. Doyouhaveareliablefriend?Whydoyouthinkheorsheisreliable?SpeakingPracticeSpokenEnglishforBusinessCommunication2. Whyshouldreliabilitybetakenintoconsiderationwhenpeoplemakefriends?Task3:FreeTalk：TopicforMoralEducation：reliabilityForreference:Whenpeoplemakefriends,reliabilityshouldbeconsidered.Becausetruefriendscanunderstandyou.Whenyouareintrouble,theyarewillingtogiveyousincerecareandhelp.Youtrustthemanddependonthem.Justlikethefamoussayingsays,afriendinneedisafriendindeed.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:SWOTAnalysisYou’veeverlistenedtoWarrenBuffetttalkaboutinvesting.You’veheardhimmentiontheideaofacompany’smoat.Themoatisasimplewayofdescribingacompany’scompetitiveadvantage.Astrongcompetitiveadvantage,orawidemoat,givesacompanysustainability,which,asinvestors,we’rehighlyinterestedin.ApopulartoolforevaluatingcompetitiveadvantageiscalledSWOTanalysis.SWOTanalysisshouldbedoneoneverycompanywe’rethinkingofmakinganinvestmentin.SWOTstandsfor:Strengths,Weaknesses,Opportunities,Threats.Analyzingthesefourfactorswillhelpyoumakebetterinvestmentdecisions.AgoodSWOTanalysistakeseffort,butthemoreyouputintoSWOTanalysis,thebetteryouwillunderstandthecompany.Let’slookateachfactorinturn.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingStrengthsFirst,welookatthecompany’sstrengths.Whatdoesthecompanydowell?Whatmakesitbetterthanothers?Whatdoesthecompanyhaveordo,thatsetsitapartfromitscompetition?Theseareimportantquestions,andshouldincludeaspectsofthecompanythatmakeyouconsideritforinvestmentinthefirstplace.Lookatbranding,image,pricingpower,size,marketshare,financialposition(balancesheetstrength),etc.WeaknessesNowthatyou’vedeterminedhowwonderfulthecompanyis,it’stimetolookfortheweaknesses.Thesamequestionsshouldbeaskedwhenlookingforweaknesses.Whatdoesthecompanydopoorly,ornotsowell?Whatareothercompaniesdoingbetter?Whatiskeepingthecompanyfromgreatersuccess?Ifyouperceiveaweakness,listit.Theweaknessyoufailtolisttodaycouldbewhyyourinvestmentturnsoutpoorlynextyear.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingOpportunitiesWeshiftourfocustoexternalfactorswhenwelookatopportunities.Herewetrytoidentifyareasofbusinesswethinkthecompanyislookingtoenter,orshouldbelookingtoenter.Wealsolookforopportunitiestogainmarketsharefromcompetitors,orgrowthecompany’smarkettonewcustomers.Buttherearemorethanjustexternalopportunities.Thereareopportunitieswithinacompanythatshouldbeconsidered.ThreatsFinally,weneedtoconsiderthreatstothecompany.Again,threatscanbeinternalaswellasexternal.Infact,I’vefoundthatinternalthreatsusuallycomefirst,whichopensthedoortoexternalthreats.Therefore,it’simportanttodoagoodthreatanalysis.FocusontheweaknessesandthethreatswhendoingSWOT,becauseopportunitiesdon’talwaysshowup,butsomehowrisksalwaysdo.SWOTAnalysis1.WhoisWarrenBuffett?SearchinformationfromtheInternet.

WarrenBuffettisoneofthemostsuccessfulinvestorsintheworld.HewasbornonAugust30,1930,inOmaha,NebraskaofUSA.Attheageof11,heboughthisfirststock.2.WhatdoesSWOTstandfor?

SWOTstandsforStrengths,Weaknesses,Opportunities,Threats.Answerthefollowingquestionsorallyaccordingtothepassage.3.WhyshouldpeopleneedtoanalyzeSWOTwhentheyinvest?

BecauseSWOTanalysismayevaluatethecompetitiveadvantagesofacompanyandhelpyoumakebetterinvestmentdecisions.4.Canyoulistsomequestionsconcerningweaknesses?

Whatdoesthecompanydopoorly,ornotsowell?Whatareothercompaniesdoingbetter?Whatiskeepingthecompanyfromgreatersuccess?Answerthefollowingquestionsorallyaccordingtothepassage.5.Whatareexternalopportunities?

Opportunitiestogainmarketsharefromcompetitors,orgrowthecompany’smarkettonewcustomers.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2Inbusiness,there’saspeeddifference.It’sthedifferencebetweenhowimportanta-firm’s-leaders-sayspeedistotheircompetitivestrategyandhowfastthecompanyactuallymoves.Thedifferenceisimportantregardlessofindustryandcompanysize.Companiesfearfuloflosingtheircompetitiveadvantagespendmuchtimeandmoneylookingforwaystopickupthespeed.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingInourstudyof343businesses,thecompaniesthatchosetogo,go,gototrytogainanedgeendedwithlowersalesandoperatingincomesthanthosethatpausedatkeymomentstomakesuretheywereontherighttrack.What’smore,thefirmsthat“sloweddowntospeedup”improvedtheirtopandbottomlines,averaging40%highersalesand52%higheroperatingincomesoverathree-yearsperiod.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingHowdidtheydisobeythelawsofbusinessphysics,takingmoretimethancompetitorsyetperformingbetter?Theythoughtdifferentlyaboutwhat“slower”and“faster”mean.Firmssometimesfailtounderstandthedifferencebetweenoperationspeed(movingquickly)andstrategicspeed(reducingthetimeittakestodelivervalue).Simplyincreasingthespeedofproduction,forexample,maybeonewaytotrytoreducethespeeddifference.Butthatoftenleadstoreducedvalueovertime,intheformoflower-qualityproductsandservices.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingInourstudy,highperformingcompanieswithstrategicspeedalwaysmadechangeswhennecessary.Theybecamemoreopentoideaanddiscussion.Theyencouragednewwaysofthinking.Andtheyallowedtimetolookandlearn.Bycontrast,performancesufferedatfirmsthatmovedfastallalong,andhadlittletimethinkingaboutchanges.Strategicspeedservesasakindofleadership.Teamsthatregularlytaketimetogetthingsright,ratherthanploughaheadfullbore,aremoresuccessfulinmeetingtheirbusinessgoals.Thatkindofstrategymustcomefromthetop.1.Whatdoestheunderlinedpart“gainanedge”inParagraph2mean?Itmeans“getanadvantage”.2.Whatdoestheunderlinedpart“thelawsofbusinessphysics”inParagraph3mean?Itmeans“takinglesstimeandperformingbetter”.3.Canyoumakeasuitabletitleforthispassage?Needspeed?Slowdown.Or:Faster?Slower.Answerthefollowingquestionsorallyaccordingtothepassage.4.Areleadersimportantinacompany?Why?Yes,leadersareimportant.Becausetheleadersalwaysmakedecisionsinacompanywhichmayinfluencethecompany’sfuture.5.Whatcanwelearnfromthepassage?

Firmsguidedbystrategicspeedtaketimetomakenecessarychanges.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:TradePartners贸易伙伴seller卖方，供货商buyer买主，买方supplier供货商advertiser广告商dealer经销商retailer,tradesman零售商Wholesaler批发商merchant商人，批发商consumer消费者，用户client/customer顾客，客户producer生产商manufacturer制造商，制造厂middleman中间商，经纪人agent代理商consignor发货人consignee收货人importer进口商exporter出口商pot