電商英語課件第7單元

Unit7EstablishingBusinessRelationshipsUnit7EstablishingBusinessRelationshipsWarmupTextLearningExercisesWarm-up1.Howcananexporterseekapotentialcustomer?Warm-up2.Howtowritetothecompanywhenyouwishtocontactforthefirst?

TextLearningNewWords&Expressions

Pre-ReadingQuestionsTextStructure

TextUnderstandingTextLearningNewWords&ExpressionsNewWordsrecommendation

n.推薦，推薦信，介紹，勸告，建議；Hegaveherthejobonheruncle’srecommendation.

1經(jīng)他叔父介紹，他讓她擔(dān)任了這個(gè)工作。2Willyouwritearecommendationforme?

你替我寫封推薦信好嗎？

NewWords

Iwantacatalogueofradios.

我要一份收音機(jī)的目錄。Canyoucataloguethefurnitureyousellandsendmeacopyofit?

他你能不能把你賣的家具編個(gè)目錄，寄給我一份？122.cataloguen.目錄；總目

v.編制目錄

NewWords:

Hisideasarerepresentativeofthoseofthewholeclass.

他的想法代表了全班學(xué)生的想法。Thecaseisrepresentative

oftheattitudesofthepolice.這個(gè)事例典型的反映了警方的態(tài)度。Sheistheclub’srepresentativeattheconvention.她是該俱樂部派來參加會(huì)議的代表。3.representative

n.代表，典型

adj.代表的，典型的，代表制的123NewWords:

Myinquiryabouthishealthwasneveranswered.我問及他的健康情況，但從得不到答案。They'vepromisedathoroughinquiryintotheplanecrash.

他們答應(yīng)對(duì)這次飛機(jī)失事進(jìn)行徹底的調(diào)查。4.inquiryn.詢問，調(diào)查；詢價(jià)12NewWordsIronexpandswhenitisheated.

鐵加熱即膨脹。Thissmallpocketdictionarywasexpandedintoalargevolume.該袖珍字典增編為較大的字典。5.expandv.擴(kuò)大12NewWordsHehasgotthelatestquotationontheforeignexchange.

他已經(jīng)得到了外匯交易市場的最新行情。6.quotationn.語錄；引用；行情；報(bào)價(jià)Hegavemeaquotationforanewhousewhichwastoohigh.

他給我找到一所新房子，可開價(jià)太高了。

12NewWords7.promptly

adv.迅速地，準(zhǔn)時(shí)地；立即12Weshallmakeofferspromptly.我方將立即報(bào)價(jià)Theperformancewillstartat7o’clockpromptly.表演將在7點(diǎn)鐘準(zhǔn)時(shí)開始。sampleNewWords8.sample

n.樣品，樣本vt.采樣，取樣12Theysampledthepopulationtofindoutthestateofpublicopinion

.他們對(duì)居民作抽樣調(diào)查以了解公眾的意見。Thefactorygivesfreesampleofnewsoap-flakestocustomers.那家工廠向顧客免費(fèi)贈(zèng)送新皂片樣品。NewWords9.enclose

v.隨附，封入1IencloseachequeforUSD5000.00withtheletter.我隨信寄了一張五千美元支票。PhrasesandExpressions1.Lookforwardto盼望Ilookforwardtoseeyou.1我盼望見到你。Ilookforwardtoworkingwithyouagain.2我非常盼望再次與你一同工作。PhrasesandExpressions1我們寫信的目的是希望和你建立業(yè)務(wù)關(guān)系。Wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.2.establishbusinessrelationship，建立業(yè)務(wù)關(guān)系2Doyouwanttoestablishbusinessrelationswithourcompany?你們想和我們公司建立業(yè)務(wù)聯(lián)系嗎？TextLearningPre-readingQuestionsPre-readingQuestionsWhydoforeigntradecompaniesneedalotofbusinessconnections?

Notransactionscanbeconducteduntilcontactshavebeenmadebetweentwoormorecompanies.Asthesayinggoes,“Nocustomer,nobusiness”.It’safamouslogion(meansfamousandpopular)words.Toestablishbusinessrelationswithprospectivedealersisoneofthevitalimportantmeasuresbothforanewlyestablishedfirmandanoldonethatwishestoenlargeitsbusinessscopeandturnover.Pre-readingQuestions2.Throughwhatchannelscanweobtainthenamesandaddressesofthefirmstodealwith?

Thefollowingchannelscanhelpyoutoobtainsuchinformation:CommunicationinwritingAttendanceattheexportcommoditiesfairsContactattheexhibitionsheldathomeorabroadMutualvisitsbytradedelegationsandgroupsAdsinnewspapersorperiodicalsandInternetRecommendationsbyothersPre-readingQuestions3.Howtomakeself-introduction?

Ourcompanysaidbyhereissummarized,includecompanycharacter,businessrange,purposeandsomearerelativelypredominanttothecompany.Forexample,experienceenrich,thesupplyofmaterialchannelstabilizes,thebroadmarketing.Andhowtomakeselfintroductionandbusinessscope?Forexample:1.Wearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.2.Weenjoyagoodreputationinternationallyinthecircleoftextile.3.Wehaveourprincipleas“Clientsneedscomefirst”.TextLearningTextStructureTextStructurePartOne

Whydoforeigntradecompaniesneedalotofbusinessconnections?PartTwo

ChannelsforEstablishingBusinessRelationPartThree

ProceduresofEstablishingBusinessRelationTextLearningTextUnderstandingTextUnderstandingGiantPandasandTheirConservationPara.1

Para.2Para.3

Para.4

Para.5Para.6Para.7

Para.8

Para.9

Notransactionscanbeconducteduntilcontactshavebeenmadebetweentwoormorecompanies.Asthesayinggoes,“Nocustomer,nobusiness”.It’safamouslogion(meansfamousandpopular)words.Toestablishbusinessrelationswithprospectivedealersisoneofthevitalimportantmeasuresbothforanewlyestablishedfirmandanoldonethatwishestoenlargeitsbusinessscopeandturnover.

譯文：如果沒有兩個(gè)或更多的公司發(fā)生聯(lián)系，任何交易都是不可能進(jìn)行的。就像人們說的：“沒有客戶，就沒有生意?！边@是一個(gè)著名的名言（指著名的和流行的）話。對(duì)于新成立的公司和老公司來說，當(dāng)他們希望擴(kuò)大其業(yè)務(wù)范圍和營業(yè)額時(shí)，與潛在的客戶建立業(yè)務(wù)關(guān)系是至關(guān)重要的措施之一。Paragraph1Thefollowingchannelscanhelpyoutoobtainsuchinformation:CommunicationinwritingAttendanceattheexportcommoditiesfairsContactattheexhibitionsheldathomeorabroadMutualvisitsbytradedelegationsandgroupsAdsinnewspapersorperiodicalsandInternetRecommendationsbyothersParagraph2SentenceStudy解析：譯文：以下途徑可以幫助您獲得這樣的信息：書面通訊;出席出口商品交易會(huì);在國內(nèi)外舉辦的展覽會(huì)上接洽;通過貿(mào)易代表團(tuán)互訪;報(bào)紙或期刊上的廣告以及英特網(wǎng);其他人的推薦contactn.

聯(lián)系，接觸v.Haveyoubeenincontactwithyoursisterrecently?你最近和你妹妹有聯(lián)系嗎？Contactsb.

聯(lián)系某人

Paragraph3Whenwritingalettertoestablishbusinessrelations,youshouldcoveringthefollowingpoints:Thesourceofinformation(oneofthewaysabove)Theintentionofwritingletter(toestablishbusinessrelations)Self-introduction(Generally,itincludestwoparts:theintroductionofthecompanyandtheintroductionofitsmainproducts.Undercertaincircumstances,catalogues,samples,andpricelistmayalsobeenclosed.)YourexpectationfromtheaddresseeSentenceStudy譯文：建立業(yè)務(wù)關(guān)系的步驟當(dāng)寫一封信要求建立業(yè)務(wù)關(guān)系時(shí)，你應(yīng)該包括以下幾點(diǎn)：

信息來源（以上方法之一）

信的寫作意圖（建立業(yè)務(wù)關(guān)系）

自我介紹（一般來說，它包括兩個(gè)部分：公司介紹和產(chǎn)品介紹，某些情況下會(huì)隨附產(chǎn)品目錄、樣品和價(jià)目表。）

您的期望

Paragraph4Thatishowtogettheotherparty'sdata.Asthemerchant,hecanhavecomingtoknowthecustomerdatavariousapproach,suchasbeingsenttoworkabroadembassy,CommercialCounsellor’soffice,chamberofcommerce,businessaffairsoffice,bank,introductionofthirdcompanies.Orcansearchontheenterprisedirectory,variousbiographymatchmakeradvertisement,Internet.Orgettoknowonsometradefair,exhibition.Andwhenbeingmarketinvestigationslearn.Andhowtostatethesourceofinformation?Paragraph4

suchas例如例句：Booksofreference,suchasdictionariesandhandbook,areofgreathelptostudents.

諸如字典，手冊之類的參考書對(duì)學(xué)生十分有幫助。派生：such……that例句:ItwassuchaboringspeechthatIfeelasleep.這個(gè)演講枯燥無味，聽得我都睡著了。Paragraph5

Generallyspeaking,theexportercontactinganimporteronself'sowninitiative,alwaystakesexpandingbusinessareaandthemarriagepartner,buildinglongrangebusinessrelation,broadeningproductsaleaspurpose.Andhowtointroducestateyourintention?Forexample:1.InordertoexpandourproductsintoSouthAmerica，wearewritingtoyoutocooperatepossibilities.2.Wearewritingtoyoutoestablishlong-termtraderelationswithyou.3.Wewishtoexpressourdesiretoenterintobusinessrelationshipwithyou.一般說來，出口商主動(dòng)聯(lián)系進(jìn)口商，總是以擴(kuò)大交易地區(qū)及對(duì)象、建立長期業(yè)務(wù)關(guān)系、拓寬產(chǎn)品銷路為目的。例如：1.為了使我們的產(chǎn)品進(jìn)入南美市場，我們寫信想和貴公司合作。

2.我們給您寫信希望與您建立長期貿(mào)易關(guān)系。

3.我們希望表達(dá)和您建立業(yè)務(wù)關(guān)系的愿望。譯文：Paragraph6

Ourcompanysaidbyhereissummarized,includecompanycharacter,businessrange,purposeandsomearerelativelypredominanttothecompany.Forexample,experienceenrich,thesupplyofmaterialchannelstabilizes,thebroadmarketing.Andhowtomakeselfintroductionandbusinessscope?Forexample:1.Wearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.2.Weenjoyagoodreputationinternationallyinthecircleoftextile.3.Wehaveourprincipleas“Clientsneedscomefirst”.4.Acrediblesalesnetworkhasbeensetupandwehaveourregularclientsfromover100countriesandregionsworldwide.Paragraph7譯文：我們這里所說的公司概述，包括對(duì)公司性質(zhì)、業(yè)務(wù)范圍、宗旨等基本情況的介紹以及對(duì)公司某些相對(duì)優(yōu)勢的介紹，例如，經(jīng)驗(yàn)豐富，供貨渠道穩(wěn)定，有廣泛的銷售網(wǎng)等。例如：1.我們是一家具有多年進(jìn)出口業(yè)務(wù)經(jīng)驗(yàn)的龍頭機(jī)械企業(yè)。

2.我們在國際紡織品范圍內(nèi)享有良好的聲譽(yù)。

3.我們始終把“客戶的需要放在第一位”。

4.我們有來自100多個(gè)國家和地區(qū)的長期客戶并已經(jīng)建立了一個(gè)可靠的銷售網(wǎng)絡(luò)。Paragraph8

Inthispart,twokindsofdifferentproductsappearonpossibility:Whenmakingtheotherparty'sneedclearcomparatively,weareabletochoosesomespeciallyappointedkindproducts,theconcreterecommendationbeinginprogressintroducesthat;Otherwise,wemovetowardsacompanygenerallyonlymanagetheproductoverallcondition,suchasqualitylevel,pricelevel,saleetc.,docomparativelygeneralintroduction.Certainly,encloseherewithcatalogue,quotationofpricesorpostasampleseparatelybeingfortheotherparty'sreference'sbeingalsothemethodofworkthatthecompanyoftenadopts.SentenceStudy解析：譯文：在這部分，可能出現(xiàn)兩種不同的產(chǎn)品介紹：在較明確對(duì)方需求時(shí)，我們會(huì)選取某類特定產(chǎn)品，進(jìn)行具體的推薦介紹；否則，我們通常只就公司經(jīng)營產(chǎn)品的整體情況，如質(zhì)量標(biāo)準(zhǔn)、價(jià)格水平,銷路等，作較為籠統(tǒng)的介紹。當(dāng)然，附上目錄、報(bào)價(jià)單或另寄樣品供對(duì)方參考也是公司經(jīng)常采取的做法。otherwise否則，其他方面。

Doitnow,otherwiseitwillbetoolate.Daddystillhasabitofhiscold,butotherwiseallarewelI.Paragraph9Assameasotherpromotingletters,inendingpart,weusuallywritingsomesentenceshopingthattheotherpartygivestoaresponseorprevailingontheotherpartytotakeactionimmediately譯文：與其他商業(yè)促銷信函一樣，在結(jié)尾部分，我們通常都會(huì)寫上一兩句希望對(duì)方給與回應(yīng)或勸服對(duì)方立即采取行動(dòng)的語句。Exercises

Fillintheblanks

ChoosethecorrectwordsTranslation

II.Directions:

Fillintheblanksaccordingtothetext.DearSirs,Thisisto(1)introduceourselvesasoneoftheleadingexportersfromtheUnitedkingdomofawiderangofchemicals.Wehaveenjoyedan(2)excellentreputationthroughfiftyyears'businessexperience.Wearesurethatyouwillbequite(3)satisfiedwithourservicesandtheexcellentqualityofourgoods.We(4)attachalistofproductsweareregularlyexportingandtrustsomeoftheseitemswillbeofinteresttoyou.Wewouldbe(5)interestedinreceivingyour(6)inquiriesforallkindsofchemicals,againstwhichwewillsendyouour(7)quotationsinsterling,FOBU.K.ports,packingincluded.Termsofpaymentaretobearranged.

Ifyouarenotinterestedin(8)dealingwiththeimportofourchemicals,pleasebegood(9)enoughtoforwardthislettertotheimportcorporationwhomaybeinterestedintheseitems.

Welook(10)forwardtoyourearlyreply.

Yoursfaithfully,ExercisesIII.

Directions:

Choosethebestanswer.Exercises1Iselectyouandyourcompany'sinformation_________theinternetthatyouareengagedintheXXimportation,andIamwritingtoofferourproductsandservices.A.fromB.byC.inC.on2Weare_________inthemining,manufacturingandexportingofthehighqualitystoneproductsfromChinatoallovertheworld.yourorderofApril10,weareworkingonit.A.specializedBspecializingC.bespecializedD.beingspecializedAB3Avoid_________afollow-uplettertoosoon,eveniftheintroductoryletterswassendbyfax.A.sendingB.tosendC.sendD.writing4Theestablishmentofbusinessrelationsis_________theimportantundertakingsinthefieldofforeigntrade.A.aB.akindofC.oneofD.one5We_________herewithapamphletintroducingourbusinessstandingandoutline,thecompletecatalogueofourgoods,andsomesamples.A.sendB.giveC.willsendD.enclose6Iwillalwaysdomybestto_________theexcellentserviceandbestpricethatwillbecompetitiveinyourmarket.A.provideB.offerC.giveD.doExercisesADCBExercises7Welookforwardtohearing_________youandassureyouofourclosecooperationatalltimes.A.aboutB.toC.fromD.in8Ifyouarenotinterestedindealingwiththeimportofourchemicals,please_________goodenoughtoforwardthislettertotheimportcorporationwhomaybeinterestedintheseitems.A.beB.onC.不填D.to9Weunderstandthatyouare_________experiencedintheexportofengineeringequipmentwithservice.