商務(wù)英語Unitbuildingrelationship公開課一等獎市賽課獲獎?wù)n件

Unit3BuildingrelationshipWarmer

relationshipfamily,colleagues,boss,friends,clubstheindividualbelongsto,Business-to-businessrelationshipPartner:supplier,distributor

E-marketplaceontheinternetlWarmer

RelationshipnetworksStakeholdertheoryholdsthatsocietyismadeupofawebofrelationships,andthateachmemberofthisarrangementhaditsstakeofinterestsandofresponsibilities.

Inacompany,theinterestedpartiesareits

:Owners(shareholders)managersemployeessuppliersdistributorscustomersWarmerHowcompanieskeepcustomersItisveryimportanttofindoutwhatthecustomerthinksoftheserviceorproductthatthecompanyoffer.Youcanfindoutwhatcustomersthinkthrough:facetofaceinterviewsoronthetelephone,orwrittenquestionnairesknoweachotherwelltalktoeachotherregularly

visitthemfrequentlysmallgiftonspecialoccasions(birthday,woman'sday)Understandquotation"Arelationshipislikeashark,youknow.Ithastoconstantlymoveforwardoritdies."--WoodyAllen,Americanfilm-makersandactorShark:鯊魚密度比水稍大，也就是說，假如它們不主動游動，就會沉到海底。它們游得不久，在水中，大白鯊能夠以43千米旳時速穿梭，但它們只能在短時間內(nèi)保持高速。WarmerWoodyAllen(bornAllanStewartKonigsberg;December1,1935)isanAmericanscreenwriter,director,actor,comedian,jazzmusician,authorandplaywright.Allen’sdistinctivefilms,whichrunthegamutfromdramastoscrewballsexcomedies,havemadehimanotableAmericandirector.Heisalsodistinguishedbyhisrapidrateofproductionandhisverylargebodyofwork.[1]Allenwritesanddirectshismoviesandhasalsoactedinthemajorityofthem.Forinspiration,Allendrawsheavilyonliterature,sexuality,philosophy,psychology,Jewishidentity,andthehistoryofcinema,amongawealthofotherfieldsofinterest.WarmerVocabulary:describingrelationsPositivemeaningBuilduprelationsCementDevelopEncourageEstablishImproveMaintainPromoteRestoreResumeStrengthenVocabulary:describingrelationsNegativemeaningBreakoffrelationsCloudCutoffDisruptImpairJeopardizeSeverSourSpoilVocabulary:describingrelations1e2d3b4a5eGetSstotalkaboutrelationsbetweenTheircountryandanothercountryTheircompanyanditscustomersTheirdepartmentandtherestofthecompany

theyworkforTwowell-knowncelebritiesorpoliticians.Listening:WaysofenteringmarketsTaskAGetSstosaywhethertheirpredicationswerecorrectornot.China:1,2,5LatinAmerica:2,3,6Reading:RelationshipmarketingBriefintroductionaboutRankXeroxandDomino'sPizza,Inc.RankXeroxwasformedin1956asajointventurebetweentheXeroxCorporationofU.S.andtheRankOrganisationofUK,tomanufactureandmarketXeroxequipmentinitiallyinEuropeandlaterinAfricaandAsia.AfurtherjointventurebetweenRankXeroxandModiGroupinIndiaformedModiXerox(nowXeroxIndia)tomanufactureandsellXeroxequipmentintheIndiansubcontinent.Reading:Relationshipmarketing網(wǎng)絡(luò)上xerox旳定義施樂企業(yè)（Xerox，），又稱為全錄（臺灣），是一家美國文案管理、處理技術(shù)企業(yè)，產(chǎn)品涉及打印機、復(fù)印機、數(shù)字印刷設(shè)備以及有關(guān)旳服務(wù)和耗材供給。施樂企業(yè)旳總部位于美國康涅狄格州費爾菲爾德縣（于2023年10月由費爾菲爾德縣搬過來）。紐約州羅切斯特是施樂企業(yè)旳誕生地，目前仍是施樂企業(yè)最主要旳辦公地點。Reading:RelationshipmarketingDomino'sPizza,Inc.(NYSE:DPZ)isaninternationalpizzadeliverycorporationheadquarteredinAnnArbor,Michigan,UnitedStates.Foundedin1960,Domino'sisthesecond-largestpizzachainintheUnitedStates.[1]Domino'scurrentlyhasnearly9,000corporateandfranchisedstores[2]in60internationalmarkets[3]andall50U.S.states.Domino'sPizzawassoldtoBainCapitalin1998andwentpublicin2023.Domino'smenufeaturespizza,pasta,oven-bakedsandwiches,wings,bonelesschicken,salads,breadsticks,cheesesticks,andavarietyofdessertitems.Reading:RelationshipmarketingReading:RelationshipmarketingTaskBAskforanswerstothequestions.1A5%decreaseinthenumberofdefectingcustomersledtoprofitincreasesofbetween25%and85%.Domino'sPizzasestimatesthataregularcustomerisworthmorethan$5,000overtenyears.2Establishedcustomers1)tendtobuymore2)Arepredictableand3)Usuallycostlesstoservicethannewcustomers4)Furthermore,theytendtobelesspricesensitive,andReading:Relationshipmarketing5)Mayprovidefreeword-of-mouthadvertisingandreferrals.6)Retainingcustomerstoenteramarketorincreasetheirshareofamarket.Thearticlealsomentions,asitsmaintheme,thatkeepingcustomersleadstoincreasedprofitability.3Prospect

Customer

Client

Supporter

Advocate

Reading:RelationshipmarketingTaskCHumdrumb)Defectinga)Nurturingb)Correlationa)Customerretentionb)Reading:RelationshipmarketingTaskD1c2a3b4e5dTaskEIftheSsneedprompting,youcouldmention:-specialoffersofferedbymanytypesoforganisationsandretailers.-loyaltycardswithsupermarkets-frequentflierprogrammerswithairlines-'free'minuteswithmobilephonecompanies.Languagereview:Multi-wordverbsTaskAFcbdgjheaiTaskB1geton(reallywell)2counton3buildup4holdonto5putitoff6soundedout7let(us)down8setup9drawup10callitoffLanguagereview:Multi-wordverbsTaskC1we'llhavetocallthemeetingofftomorrow/we'llhavetocalloffthemeetingtomorrow.2Let'sputoffthepresentationuntilnextweek.3Weknowoursupplierswillneverletusdown./wecancountonoursupplierstomeettheirdeadlines.4WehavenowsetupafirstclassdistributionnetworkinEurope.5Couldyoupleasedrawupacontractassoonaspossible./Couldyoupleasedrawacontractupassoonaspossible.6Couldyousetupameetingwiththemfornextyear./Couldyousetupassoonas7We'veheldontothesamemarketsharethatwehadlastyear.8Thenewsalesmanagergetsonverywellwithhisteam.Languagereview:Multi-wordverbsGetSStodiscussthefollowingquestions1howcanbusinessesbuildupmarketshare?2howcancompaniesholdontotheirmostvaluedemployees?3whatpreparationshouldbemadebeforesettingupameetingwithanimportantpotentialcustomer?Languagereview:Multi-wordverbsPossibleanswersforquestion1

Ofcourse,beforecompaniescanbuildupmarketshare,theyhavetogetintothemarketinthefirstplace.Theyhavetofindoutabouthowthemarketworks,howdistributionissetupandsoon.Whentheyhaveputtogetherenoughinformation,theycansetouttoattractthemarket,perhapsstartingoffinjustasmallareatobeginwith.Theymaytrytosetthemselvesapartfromcompetitorsbyofferingaproductwithspecialfeatures,ortheymaycompeteonprice.Skills:networkingTaskA1a)falseb)true2a)falseb)false3a)trueb)false4a)falseb)trueTaskB1valentinPerez(A)wantsadviceonfranchisingcontracts.Afriendhasgivenhimthenameofthepersonthathecalls,sayingthattheymightbeabletohelp.B(whosenamewedonotlearn)isunabletohelp,butgivesValentinPerezthenameofsomeonewhomightbeableto:StephanieGrant.2ThecallissuccessfulinthesensethatValentinPerezgetsStephanieGrant'sname.Skills:networkingTaskC1Ihopeyoudon'tmindmephoning.Silvanasaiditwouldprobablybeok.2Isitaconvenienttimetoringorcouldicallyoubackatabettertime?3Silvanamentionedthatyoumightbeabletoadvisemeonfranchisingcontracts.4Mmm,Idon'tknow.Icouldmaybegiveyoualittlehelp,butiknowsomeonewho'sanexpertinthatarea.5Youhaven'tgotherphonenumberbyanychance?6Canimentionyounamewhenicallher?Casestudy:GettingtoknowyouBackgroundinformation:company Kimso