商務(wù)英語談判和會(huì)話培訓(xùn)課程(PPT 40頁).ppt

1、商務(wù)英語談判和會(huì)話,Business Negotiation & Dialogues,課程目標(biāo),通過本課程的學(xué)習(xí)，能運(yùn)用商務(wù)知識(shí)和基本談判技巧，擔(dān)任商務(wù)活動(dòng)中的談判工作。,能力目標(biāo)：,能夠?yàn)樯虅?wù)談判做前期準(zhǔn)備，如商務(wù)調(diào)查、安排會(huì)晤、接待客戶并能在交易會(huì)等場(chǎng)景介紹公司、產(chǎn)品等。 能夠就具體交易進(jìn)行談判，如價(jià)格、數(shù)量、包裝、支付、保險(xiǎn)、運(yùn)輸及合同一般條款。 能就交易履行中出現(xiàn)的問題進(jìn)行談判，如索賠或理賠。,知識(shí)目標(biāo)：,掌握商務(wù)英語談判技巧。 掌握相關(guān)的術(shù)語、詞匯和套語。 了解中英文化差異。 了解并掌握相關(guān)禮儀。 了解中國主要商務(wù)機(jī)構(gòu)、世界主要銀行及世界主要運(yùn)輸公司名稱。,其它目標(biāo)：,溝通與團(tuán)隊(duì)協(xié)作

2、能力。 自主學(xué)習(xí)能力。 創(chuàng)新能力。 處理實(shí)際事務(wù)能力。 誠實(shí)守信理念。 自我管理的能力。,課程內(nèi)容設(shè)計(jì),考核方案期末考試占50%；平時(shí)成績(jī)占50%。,Unit 1 Attending Trade Fairs,Objectives: Be familiar with the related expressions and patterns in attending trade fairs. Know how to introduce a company at a trade fair. Know how to introduce products or services at a trade f

3、air. Know how to set up business ralationship.,Questions for dialogues on P61& P66,1. What is a trade fair? 2. When did Chinese Import and Export Fair (Canton Fair) come into existence? 1957 3. How many times is Guangzhou Fair held each year and when is the forthcoming Canton Fair to be held? Oct.15

4、,2011 4. What role does the Guangzhou Fair play in Chinese economy?,The 109th Fair in 2011,第一期:2011年10月15日19日，展出大型機(jī)械及設(shè)備,小型機(jī)械,自行車,摩托車,汽車配件,化工產(chǎn)品,五金,工具,車輛（戶外）,工程機(jī)械（戶外）,家用電器 ,電子消費(fèi)品,電子電氣產(chǎn)品,計(jì)算機(jī)及通訊產(chǎn)品,照明產(chǎn)品,建筑及裝飾材料,衛(wèi)浴設(shè)備,進(jìn)口展區(qū)等展區(qū)。 10月20日-22日為換展期。 第二期:2011年10月23日27日，展出餐廚用具,日用陶瓷,工藝陶瓷,家居裝飾品,玻璃工藝品,家具,編織及藤鐵工藝品,園林產(chǎn)品

5、,鐵石制品（戶外）,家居用品,個(gè)人護(hù)理用具,浴室用品,鐘表眼鏡,玩具,禮品及贈(zèng)品,節(jié)日用品等展區(qū)。 4月28日-4月30日為換展期。 第三期:2011年10月31日11月4日，展出男女裝,童裝,內(nèi)衣,運(yùn)動(dòng)服及休閑服,裘革皮羽及制品,服裝飾物與配件,家用紡織品,紡織原料面料,地毯及掛毯,食品,土特產(chǎn)品,醫(yī)藥及保健品,醫(yī)療器械、耗材、敷料,體育及旅游休閑用品,辦公文具,鞋,箱包等展區(qū)。,Introducing Companies,在廣交會(huì)上，美國商人史密斯先生與一位中國的銷售代表王先生在展位前相遇: 王先生:早上好!先生,歡迎光臨我們的展位,請(qǐng)坐. 史密斯:謝謝! 王先生:這是我的名片 史密斯:謝

6、謝,這是我的. 王先生:哦!史密斯先生!您來自美國!您以前知道我們公司嗎? 史密斯:對(duì)不起!不知道.您能告訴我一些你們公司的情況嗎,王先生:好的.我們公司從事紡織品生產(chǎn)多年!目前在中國有 5個(gè)零售店.我們公司在紡織行業(yè)享有盛譽(yù)!而且我公司產(chǎn)品的銷售占國內(nèi)市場(chǎng)15%的份額 Yes, our company has produced textiles for many years, and now we have five retail outlets nationwide. We enjoy a good reputation in the textile industry, and now o

7、ur company has commanded 15% of domestic market.,Conform to Comply with Accord to In conformity with In compliance with In accordance with,史密斯：我希望我們今后能合作成功。Work together 王先生：我也希望如此。 史密斯：能給我介紹一些你們的新產(chǎn)品嗎？ May I know something about your products? 王先生：好的!這是我們最新的目錄!您可以在上面找到我們的新產(chǎn)品。 You can find our new pr

8、oducts here.,史密斯:噢!這么多的新產(chǎn)品.我想我曾經(jīng)在我們的市場(chǎng)上見到過你們的一些產(chǎn)品. Oh, there are so many new products. I would say some of them could be found on the market in my country. 王先生:是.由于質(zhì)量上乘!價(jià)格合理!這些產(chǎn)品在多數(shù)西方國家受到了熱情歡迎!并且銷售很好.因此!您可以放心!它們同樣會(huì)滿足你們市場(chǎng)的品味. Yes. Owing to their superior quality and reasonable price, they are warmly

9、received in most western countries. Therefore, you can rest assured they would suit the taste of your market as well.,史密斯:聽起來不錯(cuò). 王先生:史密斯先生!您慢慢看!也歡迎您隨時(shí)去我們廠里看一看. Please take your time and look around. You are welcome to visit our factory any time. 史密斯:當(dāng)然!我計(jì)劃在交易會(huì)結(jié)束后到一些廠里去看看. 王先生:很好.我們期待著再次見到您.,INTRODUC

10、TION TO PRODUCTS,A: Hello, Mr. Yang. B: Hello, Mr. Hall. Glad to meet you again. A: Im very interested in your products, and would like to know more about them. B: Good. Our leather bags have enjoyed a high reputation in the European market because of their fashionable styles, fine workmanship and q

11、uality material. We use advanced equipment imported from Italy. Besides, we keep a close eye on the style changes in the international market. Mr. Hall, what in particular are you interested in?,A: Well, I find Article No.338 rather impressive. B: Its our latest design. Its most distinguishing featu

12、re is its chic別致的 style. It sells very well. Feedbacks from different markets show that this model is appealing to even the most selective buyers.,A: Mr. Yang, compared with the various well-known brands from Italy and France, what gives your bags a competitive edge競(jìng)爭(zhēng)優(yōu)勢(shì), in your opinion? B: I would

13、say prices. Our bags have the same high quality, but they are much more price-competitive, thanks to the low labor and raw material costs.,A: Thats true. But in terms of personal items such as leather bags, brands names still matter a lot, and Italian and French products are still enjoying high cust

14、omer loyalty. How can you make them buy yours? B: I think customers can make their own judgment, despite their inclination喜好 to Italian and French brands. I believe once we have managed our way into these markets, these customers will be convinced.,Related Expressions,Sentence drills for introducing

15、 companies or factories,1.介紹公司規(guī)模 我們是中國第二大造紙廠 Were the second largest paper manufacturer in China. 2.工廠概貌 這座工廠是7年前建造的 This plant was built seven years ago.,3.突出工廠優(yōu)勢(shì) 我們不僅提高產(chǎn)品生產(chǎn)率，而且也在提高產(chǎn)品質(zhì)量 We have not only increased the rate of production of our products but also upgraded their quality. 4.涉及公司機(jī)密 很抱歉，但

16、我沒有權(quán)利在這個(gè)階段透露信息 Im sorry, but Im not authorized to give out that information at this stage.,5.公司經(jīng)營產(chǎn)品 我們以生產(chǎn)高新電子產(chǎn)品為主 We are specialized in producing hi-tech electronic products. 6. 員工人數(shù) 目前我們這個(gè)工廠擁有員工1000余名 At present we have more than 1,000 workers in this plant.,7.工廠面積 我們工廠面積300000平方米 Our factory cover

17、s an area of 300,000 square meters. 8. 建廠年限 我們很快就要慶祝建廠10周年了 We will soon be celebrating our 10th anniversary.,Task today,Work in pairs and compose a dialogue introducing Zhejiang Grace Imp./Exp. Company Limited.,浙江格蕾絲進(jìn)出口有限公司坐落于浙江省杭州市河山經(jīng)濟(jì)開發(fā)區(qū)留和路66號(hào)。 本公司主要生產(chǎn)并出口各類公司以經(jīng)營男女各式梭織和針織系列服裝為主，同時(shí)經(jīng)營紡織面料等進(jìn)出口業(yè)務(wù)。 本公司

18、依托在國內(nèi)外服裝市場(chǎng)上的優(yōu)良信譽(yù)，構(gòu)建外貿(mào)人才高地，塑造貿(mào)易服務(wù)形象，務(wù)求全面快速的發(fā)展。年出口創(chuàng)匯2億多美元，公司下設(shè)四個(gè)進(jìn)出口部門，對(duì)外貿(mào)易的網(wǎng)絡(luò)擴(kuò)展到5大洲30多個(gè)國家和地區(qū)公司以經(jīng)營男女各式梭織和針織系列服裝為主，同時(shí)經(jīng)營紡織面料等進(jìn)出口業(yè)務(wù)。公司還擁有強(qiáng)大的貨源生產(chǎn)基地，省內(nèi)外幾十家企業(yè)為本公司提供優(yōu)質(zhì)產(chǎn)品。承辦來料加工、補(bǔ)償貿(mào)易及代理出口業(yè)務(wù)。,Zhejiang Grace Imp./Exp. Co., Ltd.,We are Zhejiang Grace Imp./Exp. Co., Ltd which is located at No. 66 Liuhe Road，Heshan Economic Zone，Hangzhou，Zhejiang province. We specialize in exporting and manufacturing various woven and knitwear garments