《商務(wù)英語(yǔ)口語(yǔ)》課件 Unit 2 Company Introduction

安徽省高等學(xué)校省級(jí)規(guī)劃教材全國(guó)職業(yè)院校國(guó)際貿(mào)易專業(yè)“新形態(tài)”教材21世紀(jì)高職高專規(guī)劃教材國(guó)際經(jīng)濟(jì)與貿(mào)易系列SpokenEnglishforBusinessCommunication商務(wù)英語(yǔ)口語(yǔ)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. FW200:一種化學(xué)顏料的型號(hào)2. productioncost:生產(chǎn)成本3. PowCarbon?B:炭黑B（用于著色顏料的化學(xué)物品）4. PowCarbon?1,000G:炭黑1,000G（用于著色顏料的化學(xué)物品）5. TDS:技術(shù)數(shù)據(jù)單（TechnicalDataSheet）Notes:6. performance:性能；效益7. container:集裝箱8. dimension:尺寸9.groominggloves:（給動(dòng)物）梳毛的手套10.massage:按摩11.hard-to-reach:難以接近的，難以達(dá)到的12.guarantee:保證；擔(dān)保Notes:1.Willyoupleasemakeusclearabout…

您能告訴我們……嗎？/您能讓我們了解一下……嗎？Wouldyouliketotellus…？您能告訴我們……嗎？MayIknow…clearly?我們能了解……嗎？UsefulExpressions:2. Sowearewillingtofindasuitablereplacementtocutdownourproductioncost.

所以我們想找個(gè)合適的替代品，以降低生產(chǎn)成本。Sowearelookingforasuitablereplacementtoreduceourproductioncost.

所以我們?cè)趯ふ乙粋€(gè)合適的替代品，以降低生產(chǎn)成本。Sowehavetheintentionoffindingsomethingsuitabletoreplaceitsoastocutdownourproductioncost.

所以我們打算找一個(gè)合適的產(chǎn)品代替它，以降低生產(chǎn)成本。UsefulExpressions:3.Wearefamiliarwiththisindustry.

我們對(duì)這個(gè)行業(yè)很熟悉。Weknowthisindustryverywell.

我們很了解這個(gè)產(chǎn)業(yè)。Wehavebeeninthislineforalongtime.

我們已經(jīng)從事這個(gè)行業(yè)很久了。UsefulExpressions:4. Theyaresuccessfullyapprovedbysomeworld-gradeendusers.

它們得到了一些世界級(jí)終端用戶的認(rèn)可。Theyarecompletelyacceptedbysomeendusers.

它們得到了一些終端用戶的充分認(rèn)可。Theyarewellapprovedbysomeendusers.

它們得到了一些終端用戶的充分認(rèn)可。UsefulExpressions:Petproductshavegainedpopularityintheworld.

寵物產(chǎn)品在全世界很受歡迎。

Petproductsaremoreandmorepopularintheworld.

寵物產(chǎn)品在世界范圍內(nèi)越來(lái)越受歡迎。Petproductsarewell-soldintheworldnow.

寵物產(chǎn)品現(xiàn)在在全世界很暢銷。UsefulExpressions:Butthemediumandsmallspecificationsarealwaysindemand.

但中小型規(guī)格的產(chǎn)品總是受歡迎的。

Butpeoplepreferthemediumandsmallspecifications.

但人們喜歡買(mǎi)這種中小規(guī)格的產(chǎn)品。

Butthemediumandsmallspecificationsarethemostpopularones.

但這種中小型規(guī)格的產(chǎn)品總是最受歡迎的。UsefulExpressions:7.Thisisoneofourbestsellingcolors,gray.

這是我們最暢銷的顏色之一，灰色。

Grayisoneofthemostpopularcolors.

灰色是最受歡迎的顏色之一。

Thisproducthasbeenabestsellerfornearlyoneyear.

該產(chǎn)品成為暢銷貨已經(jīng)近1年了。UsefulExpressions:8.Youareallowedtomix5differentcolorsinone40ftcontainer.

您可以在一個(gè)40英尺的集裝箱中混裝5種不同的顏色。

Youcanselectfivedifferentcolorstofitinone40ftcontainer.

您可以在一個(gè)40英尺的集裝箱中混裝5種不同的顏色。

Fivedifferentcolorsareallowedinone40ftcontainer.

一個(gè)40英尺的集裝箱中可以混裝5種不同的顏色。UsefulExpressions:9.Thisisourlatestproductcalledgroomingglovesforpets.

這是我們公司的最新產(chǎn)品，稱為寵物美容手套。

Thegroominggloveforpetsisourlatestproduct.

這款寵物美容手套是我們公司的最新產(chǎn)品。

Thisisournewproductcalledgroomingglovesforpets.

這是我們公司的最新產(chǎn)品，稱為寵物美容手套。UsefulExpressions:10.What’syourcompetitiveedge?您的競(jìng)爭(zhēng)優(yōu)勢(shì)是什么？Whatisyourcompetitiveadvantage?您的競(jìng)爭(zhēng)優(yōu)勢(shì)是什么？

Whatareyourstrengths?

您的競(jìng)爭(zhēng)優(yōu)勢(shì)是什么？UsefulExpressions:11.Comparedwithothers,oursareelegantlydesignedandlighter.與其他家產(chǎn)品相比，我們的產(chǎn)品設(shè)計(jì)典雅，并且重量輕。

Ourproductsareelegantlydesignedandlighterthanothers.我們的產(chǎn)品設(shè)計(jì)典雅，而且重量輕。

Ourproductsaresuperiortoothersbecauseoftheelegantdesignandlightweight.

我們的產(chǎn)品由于設(shè)計(jì)典雅且重量輕，超越了其他家產(chǎn)品。UsefulExpressions:12.Wealsoprovideafter-salesservicefreeofchargewithinoneyear.

我們還提供一年內(nèi)免費(fèi)的售后服務(wù)。

Wealsoprovidefreeafter-salesservicewithinoneyear.我們還提供一年內(nèi)免費(fèi)的售后服務(wù)。

Weofferfreerepairingservicewithintheperiod.我們?cè)诖似陂g提供免費(fèi)維修服務(wù)。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Ourgoodshavewonhighappreciationamongendusers.

我們的商品贏得了終端用戶的高度贊賞。2.Customersarewillingtopayextramoneyforhighquality.客戶愿意為高質(zhì)量支付額外的費(fèi)用。3.Thisnewtypeofwasherswillbreakintothedomesticmarketeasily.這種新型洗衣機(jī)將很容易打入國(guó)內(nèi)市場(chǎng)。4.Ourproductswillbeavailableinalldepartmentstoresofthatarea.我們的產(chǎn)品將在那個(gè)地區(qū)的所有百貨商店中出售。5.Ourleathershoesenjoyahighreputationfortheirfineworkmanship.我們的皮鞋以其出色的做工而享有很高的聲譽(yù)。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.該產(chǎn)品設(shè)計(jì)新穎，很受年輕人歡迎。Theproductisnovelindesign,whichisverypopularwithyoungpeople.7.這種智能掃地機(jī)在城市里市場(chǎng)潛力巨大。Thisintelligentsweepingmachinehashugemarketpotential.8.考慮到我們采用的高科技，這個(gè)價(jià)格是合理的。Consideringthehightechnologyweuse,thepriceisreasonable.9.這款手提包是專門(mén)為職業(yè)女性設(shè)計(jì)的，有三種顏色可供選擇。Thishandbagisspeciallydesignedforcareerwomenandisavailableinthreecolors.10.我們一直在改善產(chǎn)品的設(shè)計(jì)和圖案，以符合世界市場(chǎng)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規(guī)格，技術(shù)參數(shù)workmanship/craftsmanship工藝reliablequality質(zhì)量可靠feature&function特色要功能performance性能warranty保修期uniquestyle風(fēng)格獨(dú)特 noveldesign設(shè)計(jì)新穎fashionable/moderndesign款式時(shí)尚 fine/good/exquisiteworkmanship工藝精湛top/first-classquality品質(zhì)一流 importedmaterial進(jìn)口材料durablematerial材料持久耐用 portablesize尺寸小，便于攜帶easyoperation操作簡(jiǎn)便 multi-function多功能high-techproduct高科技產(chǎn)品 goodafter-saleservice良好的售后服務(wù)energy-efficient