教學課件-高級商務英語口語

高級商務英語口語ChapterOne

BusinessRelations

ChapterOneⅠTeachingobjective

Afterthestudyofthischapter,thestudentsareexpectedto:

1)knowthechannelsofbusinesscommunication;2)knowhowtosuccessfullyestablish,develop,andsustainbusinessrelations;3)talkonthephonewithpotentialinternationalbusinesspeopletoestablishbusinessrelations;4)talkfacetofacewithpotentialinternationalbusinesspeopletoestablishbusinessrelations.

ChapterOneⅡBackgroundInformation1.Modernbusinessdependsincreasinglyonbusinesscommunicationandbusinessrelationship.Businesscommunicationleadstotheestablishmentofbusinessrelations.Nobusinessrelations,nobusiness.Thereforeininternationalbusiness,establishinggoodandstablecross-culturalbusinesscommunicationwithforeignfirmsisofvitalimportancetothesurvivalanddevelopmentofacompany.Internationalbusinessdealsusuallyinvolveanumberofparties,suchasmanufacturers,exporters,importers,consumers,banks,shippingcompanies,customs,commodityinspectionorganizations,andarbitrationbodies.ChapterOne2.Nowadays,alistofchannelshasbeenavailableforobtainingbusinessinformationaboutthepotentialdealers:1)Businesswebsites;2)Advertisements;3)Tradefairs;4)TheCommercialCounselor’sOffice;5)TheChamberofCommerce;6)Tradedirectories;7)Recommendationfromfriendsorbusinessconnections;8)Banks;9)Marketinvestigations;

10）Attendingtradefairs.ChapterOne3.Therehavealsobeenquiteafewmeansofbusinesscommunicationasthroughtelephone,telegram,telex,fax,E-mail,E-commerce,andbusinessletters.Oftenpeopleenterintotradecooperationorallybytelephonecalls.Personalvisits,face-to-facetalks,discussions,andnegotiationsarealsofrequentlyusedfortheestablishmentofbusinessrelations.ChapterOne4.Whilemakingabusinessconversationtoestablishbusinessrelations,eitherfacetofaceoronthephone,businesspeopleininternationalcontextswouldoftentakethefollowingpointsintoconsideration:1)Greetings;2)Briefself-introductionandyourcompanyintroduction;3)Purposeforthiscontact;4)Sourceofinformation;5)Sincerityofestablishingbusinessrelations;6)Descriptionoftheproductsinquestion;7)Thesending/givingofacatalogue,brochures,samples,andthepricelistforproductacquaintance;8)Expressingwishesandsayinggoodbye.ChapterOne5.Therearesometipsforsuccessfullyestablishing,developing,andsustainingbusinessrelations:1)Trytomakeyourbusinesspartnerawarewhattypeofcompanyyoursis;2)Letyourbusinesspartnerknowmoreaboutyourcompanysoastoconsideryoursasademandorsupplyoptionwheninneed;3)Impressyourbusinesspartnerwiththequalityofyourproductandofyourmanagement,thuskeepingthegoodlinkbetweenyoutwo;4)Developstrategicpartnershipbetweenyoutwocompanieswithyourexpertise,makingyourbusinesspartnertrustyouandvalueyouropinion;5)Useproperandstandardlanguagetoimpressthecallerorthevisitor.

ChapterOneNotestoBackgroundInformationshippingcompanies船運公司commodityinspectionorganizations商檢局arbitrationbodies仲裁機構theCommercialCounselor商務參贊theChamberofCommerce商會tradedirectories商務目錄sourceofinformation信息來源ChapterOneNotestoBackgroundInformationtheproductsinquestion正在討論中的產(chǎn)品;談論的產(chǎn)品cataloguen.

目錄brochuresn.

印刷的小冊子samplesn.

樣品expertise

n.專業(yè)知識valueyouropinion重視你的觀點toimpresssb.給人留下深刻印象ChapterOneⅢWordsandexpressions:Conversation1tapestryn.

掛毯specializein專營salesdepartment銷售部InternationalMarketingDepartment國際營銷部havewidebusinessconnectionswith和……有廣泛的業(yè)務聯(lián)系ChapterOneⅢWordsandexpressions:Conversation1beinpositiontoplacelargeorders有實力下大訂單purchaseorder購買訂單（簡稱：PO）enjoyahighreputationintheUSmarket在美國市場享有很高的聲譽Theyarepromisingitems.這些產(chǎn)品前途無量。ChapterOneSupplementaryusefulwordsandexpressionsTypesofCompaniesfirmenterprisetownshipenterprisestate-ownedenterpriseprivately-ownedenterprisesolely/wholly-ownedenterpriseforeigncapitalenterpriseSino-foreignjointventuremultinational/internationalcorporation公司，商號企業(yè)鄉(xiāng)鎮(zhèn)企業(yè)國有企業(yè)個體/私營企業(yè)獨資企業(yè)外資企業(yè)中外合資企業(yè)跨國公司ChapterOneⅢWordsandexpressions:Conversation2mostfavorableoffer最優(yōu)惠價格artsandcrafts藝術和工藝rawmaterials原材料soarvi.飆升manufactureaccordingtoourspecifications根據(jù)我們所要求的規(guī)格生產(chǎn)Shipmentismadewithin10daysafterreceiptoftheL/C.收到信用證后10天之內起運。L/Cletterofcredit信用證ChapterOneSupplementaryusefulwordsandexpressionsforspecifications:1)厘米centimeter2)米meter3)毫米mini-meter4)平方米square5)立方米

cubicmeter6)公里kilo7)英里mile8)英尺foot9)英寸inch10)碼yard11)公斤kilogram12)克gram13)磅pound14)盎司ounce15)升liter16)加侖gallon

ChapterOneⅢWordsandexpressions:Conversation3settingupbusinessrelationswith…與……建立業(yè)務關系beparticularlyinterestedin…對……特別感興趣enjoybigsales銷量很大maketheoffer報價enquiry=inquiry詢價beinlargedemand需求量很大quantityn.

量，數(shù)量ChapterOneSupplementaryusefulwordsandexpressionsfortradefairsInternationalHouseholdElectricAppliancesExpo國際家用電器博覽會InternationalHomeTextileShow國際家紡展InternationalFoodIndustryShow國際食品工業(yè)展InternationalTablewareShow國際餐具展ChapterOneⅣKeystotheexercises1.Conversation1：Q1:Thisisanopen-endedquestion.Therearequitealottoconsider,suchasthechannelsofgettingtheinformationofthecompaniesandorganizations,yourtrustingandtrustworthyattitudetowardstheestablishingofthebusinessrelations,andyourfollow-upstrategiestosustainyourrelationships.ChapterOneⅣKeystotheexercises1.Conversation1：Q2:HismainpurposeofcallingistoestablishbusinessrelationswithChinaYellowSeaTextileImport&ExportCorporation.ChapterOneⅣKeystotheexercises1.Conversation1：Q3:TheylearnedthroughtheCommercialCounselor’sOfficeoftheUSEmbassyinChina.ChapterOneⅣKeystotheexercises1.Conversation1：Q4:Yes.He’sinterestedinyourtapestryandcarpetwith“Happiness”brand.Therearequitealotofwaystomakeyourproductsattractiveandpopularamonginternationalbuyers.Brandname,packaging,labeling,design,technology,practicality,novelty,color,service,canalladdtoitsappeal.ChapterOneⅣKeystotheexercises1.Conversation2：Q1:Theyarequitesatisfiedwiththetapestryandcarpetandwouldliketoknowthefavorableoffer,modeofpayment,anddeliverybeforeplacinganorder.ChapterOneⅣKeystotheexercises1.Conversation2：Q2:HethinksthattheirpriceismorefavorableandattractivecomparedwiththeEuropeanandUSsuppliers.ChapterOneⅣKeystotheexercises1.Conversation2：Q3:Theymaketapestryandcarpetforspecialpurposes.Theywillsatisfythecustomer’sneedsbecausetheyareexperiencedindoingthis.ChapterOneⅣKeystotheexercises1.Conversation2：Q4:Thisisanopen-endedquestion.The4-Psmixisalwayssomethingtoconsiderininternationalmarketingaswellashomemarketing,namely,product,price,placeandpromotion.Thecustomer,salespersonnel,andcustomerservicearealsowhattocreatestrategiesfrom.ChapterOneⅣKeystotheexercises1.Conversation3Q1:He’dliketodiscussthepossibilityofsettingupbusinessrelationswithYellowSeaTextileImport&ExportCorporation.ChapterOneⅣKeystotheexercises1.Conversation3：Q2:Sheisparticularlyinterestedinthesilkcovers.ChapterOneⅣKeystotheexercises1.Conversation3：Q3:Theyareverypopularbothhomeandabroad.Theyenjoybigsalesinrecentyears.ChapterOneⅣKeystotheexercises1.Conversation3：Q4:Thisisanopen-endedquestion.Yes,Iagree.Ashowroomthatissufferingfromalackofcustomerinterestmaymostprobablysufferfrompoorsales.Thenitisnecessaryfortheownertochangethelayoutofhisshowroomandhissalestechnique.Itisadvisablethattheownerknowhiscustomers,encouragetheirquestions,andmakebuyingaseasyandhappyaspossible.ChapterOneⅣKeystotheexercises2.(1)established(2)contractual(3)delivery(4)managerial(5)assurance(6)sincerity(7)arerelied(8)harmonious(9)breach(10)isattributedtoChapterOneⅣKeystotheexercises3.1)a---4;b---5;c---1;d---3;e---22)PleaserefertoBackgroundInformationNo.5.ChapterOneⅣKeystotheexercises4.1)(1)Weareamultinationalcompany.OurheadquarterislocatedinBeijing.(2)Ourcompanywasfoundedin1928.Itstartedoutasaprivately-ownedsmallshop.(3)Intheyear2011,ourcompanysucceededintakingovertwoforeignenterprises.(4)OurcompanywaslistedonNasdaqin2012.Asaresult,webecomealeaderinourindustry.(5)Thereare5departmentsinourcompany,includingthedepartmentsofproduction,sales,I&E,andaccounts.ChapterOneⅣKeystotheexercises2)(6)我們公司經(jīng)營房地產(chǎn)，并與全球的眾多房地產(chǎn)商有著廣泛的聯(lián)系。(7)我們公司在135個國家和地區(qū)建立了子公司或辦事處。(8)我們公司去年的營業(yè)額達385億美元，利潤達186億美元。(9)瓦爾特先生是我們公司的主席兼總裁，馬歇爾太太擔任首席運營總裁。（10）生產(chǎn)部經(jīng)理負責生產(chǎn)部，銷售部經(jīng)理負責市場營銷部。他們直接向總裁負責。ChapterOneⅣKeystotheexercises5.1)ahighreputation2)thepricelistwithspecifications3)promoteourcooperation4)inthislineofbusiness5)keepusregularlysuppliedChapterOne高級商務英語口語ChapterTwoBusinessEtiquettes

ChapterTwoⅠTeachingobjectiveAfterthestudyofthischapter,studentsareexpectedto:1)knowtheetiquettesrequiredindifferentinternationalbusinesssituations;2)knowhowtosuccessfullyestablishgoodfirstimpressionininternationalbusinesssituations;3)learntobehaveproperlyininternationalbusinesssituations.ChapterTwoⅡBackgroundInformation

1.Etiquettereferstomannersandbehaviorsconsideredinterpersonallyacceptablebypeopleoftheculture.Itisanartofsocialcontacts,whichisthecriterionofbehaviorshowingmutualrespectinsocialactivities.Itrequiresyoutopresentyourselfwiththekindofpolishthatshowsyoucanbetakenseriously.Itmeansbeingcomfortablearoundpeopleandmakingthemcomfortablearoundyou!Italsosignifiesbeingcourteousandthoughtfultothepeoplearoundyou,regardlessofthesituation.It,too,meansconsideringotherpeople’sfeelingsandhandlingthingsasdiplomaticallyaspossible.ChapterTwo2.Thereareetiquettesguidingpeople’sbehaviorsindifferentsituations,namelyPoliticalEtiquette,BusinessEtiquette,ProtocolEtiquette,SocialEtiquette,andServiceEtiquette.Learningetiquettecanhelpimproveaperson’squality,makepeoplecommunicatemoreconveniently,andmaintainthepublicorderaswellasaperson’simage.Etiquetteisalsothecriteriontojudgethecivilizationlevelofasocietyaswellasaperson’saccomplishment.ChapterTwo3.Businessetiquettereferstomannersandbehaviorconsideredacceptableinbusinesssituationsinparticular.Itisasetofrulesthatallowbusinesspeopletointeractwithothersinacivilizedmannerandacomfortableenvironment.Itrepresentsanimportantpartofthecorporatecultureandamajorreflectionofthecorporateimage.Itisagoodwayofavoidingmisunderstandingamongpeople,impressingpeoplewithcourtesyandrespect,andgeneratinginternationalacknowledgementforthecompany.ChapterTwo4.Businessetiquetteisveryimportanttothesuccessoftheemployersandthebusinessitself.Learningbusinessetiquettecanhelpcreateagoodbusinessatmosphere,mouldagoodimage,closebusinessrelationship,deepenmutualunderstanding,andpromotebusinesssuccess.Iftheemployersarenotverypoliteandcourteoustotheclients,itwillbeverybadforitsbusiness.Manypotentiallyworthwhileandprofitableopportunitieswillbelost.ChapterTwo5.InternationalBusinessEtiquettereferstothebehaviorguidanceapplicablethroughouttheglobalworkplacetoachievesuccessfulbusinesscommunication.Inthecurrentglobalworkingenvironment,cross-culturalinteractionswithproperunderstandingsofthetime-honoredprotocolsindifferentculturesarecriticaltoestablishingharmoniousrelationshipswithmutualbenefitsandsmooththewayforallthebusinessactivities.ChapterTwo6.InternationalBusinessEtiquetteoriginatedfromEuropeanandAmericansocialetiquettes.Itisthroughlong-termcommunicationsandcompromisesandeveninmisunderstandingsandconflictsthatInternationalBusinessetiquettehasbeencross-culturallyblendedoutofvariousproperbusinessrulesindifferentculturesonthebasisofuniversalityandtypicality.Itsgoverningprincipalsarebasedonrespect,sincerity,consideration,flexibility,gratitudeandgenerosity.ChapterTwo7.Ininternationalbusinesssituations,therearedifferentetiquettes.Everydaybusinessetiquetteconsistsofetiquettesfordressing,grooming,posture,handshaking,visiting,receiving,greeting,introducing,listening,dining,ice-breaking,andcardexchanging.Specificbusinessetiquettesincludesuchetiquettesasthoseofmakingphonecalls,holdingbusinessmeetings,attendingbusinessnegotiations,writingbusinesscorrespondences.ChapterTwoNotestoBackgroundInformationthecriterionofbehavior行為準則polishn.

優(yōu)雅courteousa.

彬彬有禮的handlethingsdiplomatically圓滑地處理事情PoliticalEtiquette政務禮儀

BusinessEtiquette商務禮儀ProtocolEtiquette外交禮節(jié)SocialEtiquette社交禮儀ServiceEtiquette服務禮儀ChapterTwoNotestoBackgroundInformationinacivilizedmanner以文明禮貌的方式thecorporateculture企業(yè)文化thecorporateimage企業(yè)形象courtesyn.

禮貌；謙恭generatinginternationalacknowledgement引發(fā)國際上的認可createagoodbusinessatmosphere營造良好的業(yè)務氛圍mouldagoodimage樹立良好的形象closebusinessrelationship密切業(yè)務關系promotebusinesssuccess推動企業(yè)的成功potentiallyworthwhileandprofitableopportunities一些有價值和有利的潛在機遇ChapterTwoNotestoBackgroundInformationthebehaviorguidance行為指導applicablea.

合適的;適用的thetime-honoredprotocols久享盛名的禮儀禮節(jié)criticala.

決定性的originatefrom起源于compromisen.

妥協(xié)blendv.混合ChapterTwoNotestoBackgroundInformationuniversalityn.

普遍性typicalityn.

典型性sincerityn.

真誠considerationn.

關心flexibilityn.

彈性gratituden.

感激generosityn.

大方;慷慨ChapterTwoNotestoBackgroundInformationdressingn.

穿衣groomingn.

修飾；打扮posturen.

姿勢handshakingn.

握手ice-breakingn.

破冰；打破沉默cardexchanging交換名片correspondencen.

通信ChapterTwoⅢWordsandexpressions:Conversation1etiquette/'etiket/n.

禮節(jié)，禮儀；規(guī)矩internship/'int?:n?ip/n.

實習生；（美）實習期；實習醫(yī)師職位intern/in't?:n,'int?:n/n.

實習生occasion/?'kei??n/n.

時機，機會；場合；理由buildaperfectprofessionalimage塑造完美的個人形象morningattire/?'tai?/n.

白天的盛裝ChapterTwoⅢWordsandexpressions:Conversation1morningattire/?'tai?/n.

白天的盛裝outfit/'autfit/n.

全套裝備accessory/?k'ses?ri/n.

（衣服的）配飾intermsof在……方面fabrics/'f?brik/n.

纖維織物；衣料matte/m?t/adj.

無光澤的solidadj.

單色的ChapterTwoⅢWordsandexpressions:Conversation1pinstripe/'pinstraip/adj.

細直條紋的checked格子花紋的buckle/'b?kl/n.

皮帶扣，帶扣learnthetying['taii?]學系領帶coordinate/k?u'?:dineit/vi.

協(xié)調mostpreferablecolors非?？扇〉念伾玸uspender/s?'spend?/n.

襪吊；吊褲帶；懸掛物ChapterTwoSupplementaryusefulwordsandexpressionsfordressmaterialpuresilk真絲syntheticfiber合成纖維rayon人造絲denim粗料棉布genuineleather真皮fur毛皮linen亞麻布nylon尼龍wool羊毛ChapterTwoⅢWordsandexpressions:Conversation2extend/ik'stend/vt.

延伸；伸出；給予turbulence/‘t?:bjul?ns/n.

騷亂，動蕩；不穩(wěn)定的氣流claimone’sluggage認領行李

buckle/‘b?kl/v.

扣住meander/mi'?nd?/vt.

漫步；蜿蜒緩慢流動；綿延ChapterTwopresident/chairpersonCEO/ManagingDirectorCOO(ChiefOperationOfficer)marketingmanagerofficemanagerproductionmanagerfinancedirectorsalesmanagerpersonnelmanagercateringsupervisor董事會主席總裁/首席執(zhí)行官首席運營官營銷經(jīng)理/主管辦公室主任生產(chǎn)部經(jīng)理財務經(jīng)理銷售經(jīng)理人事部/人力資源部經(jīng)理餐飲經(jīng)理SupplementaryusefulwordsandexpressionsforpositionsChapterTwoⅢWordsandexpressions:Conversation3dedicated/'dedikeitid/adj.

獻身的，非常敬業(yè)的chairameeting:presidesoverameeting主持會議fiscalyear/fisk?l/財政年agenda/?'d?end?/n.

議程；日常工作事項witness/'witnis/vt.

目擊；證明；為……作證saturated/'s?t??reitid/adj.

飽和的high-endproductn.

高端產(chǎn)品tapnewmarkets開發(fā)新市場ChapterTwo

after-saleservicequalityassurancesecuritytransportgeneralaffairslogistics售后服務質量檢查/質保保安運輸總務后勤SupplementaryusefulwordsandexpressionsthefocusofbusinessmeetingsChapterTwoⅣKeystotheexercises1.Conversation1：Q1:Morningattireistheformaldressthatcanbewornonformaloccasionsintheday.Itissuitableforallsituationsandcanbeworneveryday.Suitsareveryformalmorningattireforbusinesspeople.

ChapterTwoⅣKeystotheexercises1.Conversation1：

Q2:Itincludestheoutfitofmen’ssuit,shirt,socks,shoesandaccessories,andwomen’ssuit,blouse,scarf,stocking/high-heels,shoesandaccessories.

ChapterTwoⅣKeystotheexercises1.Conversation1：

Q3:Itshouldnotonlyfitwellandmakepeoplefeelcomfortable,buthavethemattesurface.Itisusuallymadeofwoolenorcotton.Adarkcolororsomelightershadeofbrownorgreyismostlyaccepted,eithersolidorpinstripe,butnotchecked.ChapterTwoⅣKeystotheexercises1.Conversation1：

Q4:Thisisanopen-endedquestion.First,whiteshirtisthedressiestchoicewithothermutedcolorssuchasblue,grey,anddarkbrownisacceptabletoo.Next,don’twearatiewithmorethanthreecolors.Blackanddarkbrownaremostpreferablecolors.Besides,wearcottonorsilksocksindarkandsolid.Don’twearwhitesockstogetherwithblackshoes.What’smore,makesureyoursuit,shirt,tie,shoes,andaccessoriescoordinatewellwithoneanotherincolor.ChapterTwoⅣKeystotheexercises1.Conversation2：

Q1:SheisresponsiblefortheSalesDepartment.ChapterTwoⅣKeystotheexercises1.Conversation2：

Q2:No,shedidn’t,becausetherewerequiteabitofturbulenceduringtheflight.ChapterTwoⅣKeystotheexercises1.Conversation2：

Q3:Yes,itisaproperintroduction.Ininternationalbusinessworkingenvironment,itispropertointroducetheoneinlowerstatustotheoneinhigherstatus,maletofemale,andthehosttoguests,asinthiscase.ChapterTwoⅣKeystotheexercises1.Conversation2：Q4:Thisisanopen-endedquestion.Mikedoesagoodjobandhisreceptionisproperininternationalbusinessetiquette.First,hearrivesattheairportearliertowaitforSusan’sarrival.Hethengreetsandintroduceshimselfinaformalmanner.HealsodoesagoodjobinintroducingthedrivertoSusaninaformalwaywhiletakingcareofhertitle“manager”.Hechecksherluggageandofferstohelpwiththeluggagebeforegoingtothecar.Hefinallytellshersomeniceinformationaboutthehotelarrangementtomakeherfeelhappyonthewaytothehotel.Hisreceptiontaskissuccessfullyandproperlyfulfilled.

ChapterTwoⅣKeystotheexercises1.Conversation3：

Q1:

Togathersomenewmarketingstrategies.ChapterTwoⅣKeystotheexercises1.Conversation3：

Q2：TheManageroftheExportDepartmentofShanghaiImportandExportCompany.ChapterTwoⅣKeystotheexercises1.Conversation3：

Q3：Theyhaverisendramatically.ChapterTwoⅣKeystotheexercises1.Conversation3：

Q4：Thisisanopen-endedquestion.Thechairpersonpresidesoverthebusinessmeetingskillfullyandsuccessfullywithproperbusinessmeetingetiquettes.Beforethemeeting,hepreparedthemeetingsowellthathecollectedthestatisticsoftherecentsales,informedtheparticipantsofthedate,place,time,agendaandobjectiveofthemeeting,preparedallthefilesthatneedtobedistributedtotheattendees,andprearrangedrelevantreportsforthemeeting.(tobecontinued)ChapterTwoⅣKeystotheexercises1.Conversation3：

Q4：Duringthemeeting,hesetsthepurposeofthemeeting,presentsanagenda,focusesonthemainissue,listenstotheattendees,giveseveryattendeeachancetocontribute,triestoencourageallmemberstogivetheiropinions,andmakesasummaryattheendofthemeeting.Heendsthemeetingwiththanksandinformationaboutthenextmeeting.Thechairingitselfcanbesaidtobeanexcellentexample.ChapterTwoⅣKeystotheexercises2.1)matched2)stains3)sightseeing/sights4)professional5)behalf6)appointment7)time/trip8)watch9)hospitality10)SmilingChapterTwoⅣKeystotheexercises3.

(1)a---1b---3c---5d---4e---2(2)a.Getbusinesscardsfromeveryoneyoumeetandwritenotesonitaboutwhenyoumet,whatyouhadincommon,anddetailsabouttheperson,includingnamesofchildren.b.Learnthesenamesbyheart!!!Itwillhelpyoualotinyourbusiness.C.Avoidsaying,“I’msorry,Ihaveforgottenyourname”Instead,say“Helpmeout,yournamewasonthetipofmytongueandImustbehavingaseniormoment.”ChapterTwoⅣKeystotheexercises4.

1)(1)Pleaseallowmetointroducemyself.(2)I’mresponsiblefortheHumanResourcesDepartmentandOverseasBusiness.(3)Helpmeout,yournamewasonthetipofmytongueandImustbehavingaseniormoment.(4)I’mafraidMr.Carsonisn’tavailable.HehasgonetoItalyonbusinessforafewdays.(5)Within30secondspeoplejudgeyoureconomiclevel,educationallevel,socialposition,andyourlevelofsophisticationandsuccess.ChapterTwoⅣKeystotheexercises2)

(1)請允許我很榮幸地向大家介紹IBM公司的簡·史密斯博士。(2)——請問你在公司負責哪個部門？——我在生產(chǎn)線主管的手下工作。(3)現(xiàn)在開會。正式在開會前，我想說的是希望這次會議是一次建設性的、富有成效的會議。(4)對不起，我不能完全同意你的看法。你是否可以做些改動呢？(5)一名出色的會議主持人能夠很好地控制整個會議的時間和進程，并能夠調動與會者參與討論的積極性。ChapterTwoⅣKeystotheexercises5.1)efficient2)distractions3)politeandagreeable4)confirmyourunderstanding/confirmthatyouunderstand5)ApologizesincerelyChapterTwo高級商務英語口語ChapterThree

Enquiry,Offer&Counter-offer

ChapterThreeⅠTeachingobjectiveAfterthestudyofthischapter,thestudentsareexpectedto:gothroughtheprocessof“Enquiry–Offer–Counter-offer–Acceptance”beforetheysignacontract；expressfirmofferandnon-firmoffer;writeeffectivelettersonmakingenquiry,offerandcounter-offeraswell；

ChapterThreeⅡBackgroundInformationBrieflyspeaking,whenabusinessmanintendstoimport,hemakesenquiries,whenhepreparestoexport,hesendsoffers.Enquiriesandofferscanbesentbyletter,ortransmittedbycableandtelex.Informalenquiriesandoffersmaybecommunicatedbytelephoneorthroughface-to-facetalk.ChapterThreeEnquiry：Whenanimporterwantstoimportsomething,hemaysendanenquirytotheexporter.Whenmakinganenquiry,theimportermaybeginwiththequestionorquestionsyouwanttoask;yourreaderthenknowsatoncewhatyourenquiryisabout.Keepyourenquiryshortandtothepoint;saywhatneedstobesaidandthenstop.Inageneralenquiry,theimportermayonlyaskforcatalogues,pricelists,samplesorsomeotherreferencematerialsfromtheexporter.Ifbothpartieshaveneverdealtwitheachotherbefore,thentheimporterwillinformtheexporterofthesourceofhisinformationatthebeginningofhisletter.ChapterThreeDetailsofhisowncompanyand/orbusinesswillalsobeincluded.Theletterassuchisknownasa“FirstEnquiry”.Theimporterwhosendsaspecificenquirymayrequireinformationastoprice,specifications,discount,quantity,termsofpayment,dateofshipment,etc.regardingsomedefinitegoodsinadditiontoreferencematerials.Anenquirymustbeacknowledgedintermsthatestablishgoodwillifanimmediatesaleisnotpossible.Ifitisfromanoldcustomer,sayhowmuchyouappreciateit;ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofkeepingupfriendlybusinessrelationship.ChapterThreeOffer：Itisproperfortheexportertosendanimmediatereplytotheimporter’senquirynomatterwhetherheisabletosupplyornot.Anaffirmativereplyisactuallyanoffer.Therearetwokindsofoffers:firmofferandnon-firmoffer.Theexporteroftenpromisesinafirmoffertosupplycertainquantityofgoodsatafixedpricewithinastatedperiodoftime.Othertermssuchasspecifications,packing,termsofpaymentmustbedefiniteaswell.Anon-firmofferisanofferwithareservationclause.ChapterThreeCounter-offer：

Sometimestheimporterortheexportermaybedissatisfiedwithpartofthetermsandconditionsofferedbytheotherandputsforwardhisowninstead.Alettermakingacounter-offershouldbeginwithexpressionsofthanksforanofferorbid;thenregretbeingunabletoacceptwhathasbeenofferedandstateyourreasons.Attheend,makeacounter-offer,ifappropriate,orsuggestotheropportunitiestodobusinesstogether.Thepartywhoreceivesacounter-offerhastherighttoacceptitordeclineit.Hemayevenchoosetomakeanothercounter-offerifthedivergencebetweenthetwopartiesisnottoobig.

ChapterThreeNotestobackgroundinformation:Distinctionbetweenofferandquotation：嚴格講quote/quotation與offer不同。Quote/quotation是報價，指某一商品的單價；offer是報盤，除單價外，還包括數(shù)量、交貨期、付款方式等等。另外，offer一般比較固定，賣方價格報出后，一般不能輕易變動，而quote/quotation則不同，賣方報價后，不受約束，可以根據(jù)情況略加調整。盡管有區(qū)別，但各國商人則往往