世纪商务英语谈判口的语电子.pdfVIP

Unit1EstablishingBusinessRelations andBusinessInquiries 第一章 建立业务关系与询盘、报盘 PartI TeachingSuggestionsandTipsfor Leading-inQuestions （教学建议） 1．Suggestedhoursforthisunitis4-6periods. 2．Leading-inQuestions: If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell somethingto orbuy somethingfromfirmsin foreign countries,theperson inchargemust firstof all find outwhom he is going to deal with. Usually, he can secure all the necessary information aboutanew customer frommany sources.Having obtainedthe desirednames andaddressofthe firms from a certain source, he may start contacting the prospective customers and establishing businessrelationswiththembyself-introducing,tellingtheprospectivecustomershowtheirnames and address are known, indicating your desire to enter into business relations, making general inquiries,etc.. While all these might be done by writing, oral communications are still necessary in most cases when customers are met at fairs or exhibitions, are reached by telephones, and are paying visitstoourcompanies. Thispart servesasthe lead-intotheunit. Hopefullythe 6questionsinthispartwould offer the students some basic knowledge related to this unit and arouse the students’ interest of establishing business relations with prospective customers. When discussing these questions, let thestudentsknowthattheyaretalkingaboutthefirststepofdoingbusiness. In general, the Leading-in Questions part can be organized as warming-up activities in differentforms,suchasdiscussions,debatesetc..Theobjectiveistoarousethestudents’interestin theunittopicandpreparethemforthecontentsofthisunit. ThefollowingarethetipsforLeading-inQuestions. Q1:Whyisitimportanttoestablishbusinessrelationswithprospectivecustomers? It is fairly true to say no customer, no business. To establish business relations with