高級職業(yè)英語聽說教程2-unit-2-Listening-and-Speaking

UnitTwo

Unit2

EstablishingBusinessRelations

ListeningforFunSectionTwoLead-inSkillsListeningandSpeakingSectionOneLead-in1.howtogetinformationaboutpotentialclients2.themainpointsofmakingbusinessliaison3.howtoestablishbusinessrelations.Inthisunit,youwilllearntotalkabout:backSection1GettingThingsReadySection1GettingThingsReadyActivity1ListenandLookActivity2ListenandRepeatActivity3SpeakOutTask1ListenandMatchTask2ListenandWriteTask2PrepareaSpeechTask1TalkandcompletebackSection1

ActivityOneTask1ListenandMatchnextSection1

ActivityOneback1-f3-i4-h5-g2-e7-a8-c6-jSection1

ActivityOneTask2ListenandwritebackListenandcompletethegeneralresponsibilitiesofHumanResourcesDepartment.sourcepotentialestablishmentembassiesandconsulates

exhibition

brochure

pamphlet

chamberofcommerce

marketinvestigation

businessrelation

Section1

ActivityTwo1.Nocustomer,nobusiness.2.Whatmustabusinesspersondofirstifhewishestoopenupanewmarket?3.Thefirststepinbuildingnewbusinessrelationsistogetallthenecessaryinformationaboutpotentialcustomersandmarkets.4.Howcanyouobtainalltheinformationaboutanewbusinesspartner?5.Thereisavarietyofsourcesofinformationaboutthetargetcustomersandmarkets.ListenandRepeatSection1

ActivityTwo6.Embassies,conferences,ads,etc.arehelpfulplacestoobtainthenamesandaddressesofothercompanies.7.Youcanalsoseekhelpfromchambersofcommerce.8.Whenyouhaveobtainedtheinformationaboutanewcustomeryoushouldtrytocontacthim.9.Therearemanywaystogetintouchwithapotentialcustomer.10.Thenextstepafterobtainingthedesiredinformationistosendalettertoexplorethepossibilitiesofsettingupbusinessrelations.backSection1

ActivityThree:SpeakoutTask1

Talkto2studentsandcompletethetablebelow.backSection1

ActivityThree:SpeakoutTask2Prepareashortspeechtobepresentedinclassbyfillingintheblankswiththeinformationfromthetableabove.Usually,theinformationofthetargetcustomersisobtainablethroughdifferentchannels(渠道).Attendingallkindsofcommodityfairsand_______heldbothathomeandabroadisadirectwaytocollectthenamesandaddressesofothercompanies.________andconsulatesareusuallyabletoprovidetheinformationyouwant._______innewspapersandonTVprovideanotherusefulsourceofinformation.Chambersof________canalsoplayanimportantrole.Afteryouhaveobtainedallthenecessaryinformation,youshouldtryto_______thetargetpartnerstoexplorethepossibilitiesofsettingupbusinessrelations.backSection2

ThingstoDoTask1ListenandWriteTask1ListenandRepeatTask2ListenandCompleteTask1ListenandRepeat

Task2ListenandJudgeActivity2InteractionsActivity3ListeningOutActivity1TaskCheck-upsTask3AnswerQuestionsTask2MakeapresentationTask3RolePlayingTask4JustDoItTask5ChallengeYourselfTask3ListenandDecideTask4ListenandCompletebackActivity1TaskCheck-upsScript:1commodity2commerce3marketinvestigation4source5channel6Nocustomer,nobusiness.7Therearemanywaystogetintouchwithapotentialcustomer.Task1ListenandWritebackActivity1TaskCheck-upsTask2MakeapresentationListenandtakenotes.Thenreporttheinformationyougettoyourclass.

Script:Usually,theinformationofthetargetcustomerscanbeobtainedthroughdifferentchannels.Attendingallkindsofcommodityfairsandexhibitionsheldbothathomeandabroadisadirectwaytocollectthenamesandaddressesofothercompanies.Embassiesandconsulatesareusuallyabletoprovidetheinformationyouwant.AdsinnewspapersandonTVprovideanotherusefulsourceofinformation.Chambersofcommercecanalsoplayanimportantrole.Afteryouhaveobtainedallthenecessaryinformation,youshouldtrytogetintouchwiththetargetpartnerstoexplorethepossibilitiesofsettingupbusinessrelations.backActivity1TaskCheck-upsListentothequestionsandcompletetheanswers1Abusinesspersonmustkeepinmindthesaying“___________________________________.”2Heneedsthedetailedinformationto_____________________________________________.3Hecanobtaintheinformationthroughmanychannels,suchas(namethree:)___________________________________.4Heshouldtrytocontactthemto_________________________________________________.5Hecanalso________________________________________backTask3Answerquestions“nocustomernobusiness”

establishnewbusinessrelations.advertisementsinnewspapers,marketinvestigations,andchambersofcommerceathomeandabroad.

explorethepossibilityofsettingupbusinessrelations.Open.(Hecanalsopayvisitstothepotentialcustomers.)Task1ListenandrepeatActivity2

Interactions

backlathen.車床machinetool機床productionline生產(chǎn)線businessscope業(yè)務(wù)范圍haveinmind心里想著Activity2

InteractionsDialogueOneListenandchooseananswertocompletethedialogue.Thenlistenandrepeat.(Meetingataninternationaltradefair.)W:Goodmorning.AreyouMr.WhitefromtheWBImportandExportCorporationinCanada?M:Yes,I’mJackWhite.1__________?W:I’mZhangHuafromtheHDMachineryandEquipmentCorporation.2__________M:Oh,thanks.Hereismine.Nicetomeetyou,Mr.Zhang.W:Thanks.Nicetomeetyou,too.Ireadfromyourbrochurethatyouare3__________inimportingmachinery.Task2ListenandcompletecdaActivity2

InteractionsM:That’sright.What4__________doesyourcompanymanufacture?W:Weproduceallkindsofmachinetools,lathesandproductionlines.M:Thatjustcomeswithinourbusinessscope.Perhapsweshouldhaveatalksometime?W:That’swhatI5__________.Whatabouthavingdinnertogetherthisevening?M:Goodidea.Sixo’clockattheRiversideRestaurant,OK?W:That’sperfectforme.Seeyouthen.bnexteActivity2

Interactions

Listenandsupplythemissingwords.Thenlistenandrepeat.W:Wehavelearntthatyouareanimporterofcottongoods,whichcomeswithinthe1______ofourbusinessactivities.M:Really?Couldyougivemeageneralideaofyourproducts?W:Wehaveagoodvarietyof2_____________________productswhichcomeinvariousstyles,colorsandsizes.Wouldyouliketohaveacloselookatthisbrochure?M:Certainly,thanks.Oh!Youhavesomanyfashionable3__________andcolorshere.scopenewly-developedDialogueTwodesignsActivity2

InteractionsW:Theyareallmadeofhigh-qualitymaterial.Iamsuretheywillbemostwelcomeinyourmarket.Ourproductsenjoyhigh4________________________bothathomeandabroad.M:Doyouhavethelatestcatalogueandpricelist?W:Hereyouare.Ifyouhaveanyquestions,pleasedon’t5__________tocontactme.Ihopewewillbecomebusinesspartners.M:SodoI.I’llgetintouchwithyoulater.customersatisfaction

hesitatebackActivity2

InteractionsbackActivity2

InteractionsSituation1:Talkabouthowtomakebusinessliaisons.Foryourreference:1.explorenewmarketsfortheproducts2.searchfornewbusinessassociations3.manyinformationchannels4.bookletsandpamphlets5.advertisementsinnewspapers6.Internetcommunications7.chambersofcommercestationedathomeandabroad8.mutualvisitsbytradegroupsanddelegationsnextTask4Justdoit:MakeupyourowndialoguesampleActivity2

InteractionsSituation2:Asalesclerkisintroducingtheproductsandservicesofhiscompanytoaforeignimporter.Foryourreference:1.petitiveprices7.expectationoffurthercooperation8.enterintobusinessrelationssamplebackActivity2

InteractionsLookatthepicturesandaskeachotherquestionsaboutthemwithyourpartner.Usethewordsasclues.Theymaybeusedasanswerstoyourquestions.nextTask5Challengeyourself:AskquestionsActivity2

InteractionsbackActivity3ListeningOut

Task1ListenandrepeatbackListentothe5shortconversationsandtellifthestatementsaretrueorfalse.WriteTforTrueandFforFalse.

1.Themancreatedanopportunitytopromotehisnewproducts.()2.Thewomanwantstolookthroughthecataloguefirst.()3.Themanfailedtogetacompletesetofthecatalogues.()4.Thewomanispromotinghergoodstoanewcustomer.()5.Thewomanisnotsatisfiedwiththeafter-saleserviceofferedbytheman.()Activity3ListeningOutFFFTTbacksssssTask2ListenandJudge

Activity3ListeningOutListentothedialoguesandchoosethebestanswer.DialogueOne

1.A)Heshowedthewomansomesamples.B)HecamewithMr.Harrison.C)Hepaidthewomanavisit.D)HewantedtogotoSingapore.2.A)TheproductshavebeenexportedtomanycountriesincludingU.S.B)Theproductswillbringthecompanymanyorders.C)TheproductsaremadeintheUnitedStates.D)Theproductssellwellforthedesignandtheprice.backnextscriptTask3ListenanddecideActivity3ListeningOutDialogueTwo3.A)Longstandingfriends.B)Oldbusinesspartners.C)Oldcolleagues.D)Newacquaintances.4.A)Atthefair.B)Intheoffice.C)Inarestaurant.D)Inahotel.scriptnextActivity3ListeningOut5.A)High.B)Reasonable.C)CompetitiveD)Favorable.backActivity3ListeningOutListentothepassageandfillintheblanks.

DearSirs:WehaveyournameandaddressfromyourchamberofcommercestationedinBeijingandwishtointroduceourselvesinthehopeofenteringintodirect1________________withyourcompany.Theproductswearedealinginforover10yearsareelectricalappliances.Weareinagoodpositiontoserveourcustomerswiththemostreliablequalityand2___________________.

businessrelations

competitiveprices

Task4Listenandcomplete

Activity3ListeningOutTogiveyouageneralideaofthescopeofourbusinessactivities,we3__________acompletesetofbookletsshowingthefullrangeofourproducts.OurbankersarethebankofTokyo,Japan.Theycanprovideyouwiththeinformationofour4________________.Wearelookingforwardtoyour5________________.Yoursfaithfully,ZhangWeiSalesmanagerbackenclose

financesandcreditspecificinquiries

SpeakingPracticeSituation1M:Businessrelationsareofgreatvaluetofirms.Buthowcanweestablishnewbusinessrelations?W:Firstofall,youshouldcollectallthenecessaryinformationaboutyourpotentialpartners.M:Couldyouintroduceinformationchannelsforpotentialcustomersandtargetmarkets?W:Therearemanychannelstogetthedesiredinformation,suchaschambersofcommerceathomeandabroad,Internetcommunicationsandadvertisements.SampleDialogues

SpeakingPracticeM:Whataboutcommoditiesfairsandexhibitionsheldinmanycities?W:Theyareconvenientwaystomakedirectbusinesscontacts.Youmaymeetmanyvisitingtradegroupsanddelegationsthere.M:Whatshouldwedonext?W:Thenyoushouldtrytogetintouchwiththemtoexplorethepossibilitiesofdoingbusinesswiththem.backSpeakingPracticeSituation2Asalesclerkisintroducingtheproductsandservicesofhiscompanytoaforeignimporter.M:Youknow,ourcompanymanufacturesvarioushit-techproducts.W:Really?Whatlineofproductsdoyoumake?M:Mainlycommunicationsdevices,suchasmobilephonephones,satellitesignalreceivers,blue-toothdevices,etc.SpeakingPracticeW:That’sinteresting.Whataboutthepricesandafter-saleservices?M:Ourpricesareveryreasonableandofferthreeyears’freeservices.W:Thatsoundsgood.PerhapsI’llgoandhavealook.M:You’rewelcomeanytime.backListeningpracticeScript:1M:Welcometoourstand.WhatcanIdoforyou?W:Thanks.I’mjustlookingaround.M:MaybeIcouldshowyouaroundandintroducesomeofournewproductstoyou.W:That’sfine.backListeningpracticeScript:2.M:WehavedevelopedsolidbusinessrelationswithmanyimportersfromUSA,Canada,JapanandSingapore.W:Well,I’dliketogooveryourcatalogueandpricelistsfirst.M:OK,hereyouare.Wehaveagoodvarietyforyoutochoosefromandthepricesarecompetitive.W:Thankyou.Ihopewewillbecomepartnersforourmutualbenefits.backListeningpracticeScript:3.W:Wehavedevelopedanewtypeofelectronicproducts.Theyhaveagoodreceptioninboththenationalandinternationalmarkets.M:Wouldyoupleasegivemethelatestquotationsontheseproducts?W:Hereisacompletesetofourlatestcatalogues.MayIhaveyourcontactnumberforfurtherinformation?M:Sure.Thisismycardwithmytelephonenumber.backListeningpracticeScript:4.M:Wewouldliketodevelopbusinessrelationswithyouforourmutualbenefits.W:Wouldyoupleaseintroduceyourproductstome?M:Ourgoodsarepopularamongcustomersbecauseofthehighqualityandcompetitiveprices.Hereisourcatalogueandsomesamples.W:Thanks.Andhopewewillhavetheopportunityforcooperation.backListeningpracticeScript:5.M:Wehavelearntthatyouarealeadingimporterofelectricalfans.Wehavebeeninthislineofbusinessformanyyears.W:Iknowyourproducts.Willyoutellmesomethingaboutyourafter-saleservices?M:Weofferathree-yearfreeservicetoourcustomers.W:Thatsoundsgood.backListeningpracticeScript:

M:Goodmorning.I’masalesrepresentativeofYijiaElectronicToyCo.Hereismybusinesscard.W:Thanks.Nicetomeetyou.Thisismine.M:Thanks.WelearntfromMr.HarrisonthatyouarealeadingdealerofelectronictoysinU.S.A.Somyvisithereistoexplorethepossibilityofestablishingdirectbusinessrelationsforourmutualbenefits.W:That’sfine.Wouldyouliketogivemeageneralviewofyourproducts?DialogueOneListeningpracticeM:OurproductshavebeenexportedtoJapan,SingaporeandFrance.Theyarewellreceivedfortheirdesignsandreasonableprices.W:CouldIhaveyourcatalogueforfurtherconsideration?M:Hereyouare.Theyareourillustratedcatalogueswiththelatestprices.Iamsuretheywillsellwellinyourmarket.W:I’minterestedintheseitems.Thankyourvisit.Ibelievewecancooperatewell.Q1:Whatdoyouknowaboutthesalesrepresentativefromthetoycompany?Q2:Whatdoyouknowabouttheproductsofthetoycompany?backListeningpracticeScript:M:Verynice