外贸交际英语scene1 Get Customers.ppt
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1、Get Customers,Warm-up Speaking Practical Writing Practical Learning Training,Scene One,Teaching Objectives,1. 知识目标: (1)了解寻找客户的基本方法; (2)掌握邀请客户参加广交会的交际技巧; (3)掌握建交函及其回复函、邀请函及其回复 函、促销函写作内容和方法; (4)了解通过关键词查找客户的方法。 2. 能力目标: (1)能够使用网络平台查找新客户; (2)能够通过B2B网络平台,利用关键词查询 真实买家信息。 3. 素质目标: (1)熟悉并适应贸易工作; (2)能够进行商务英语
2、交际; (3)具有一丝不苟、严肃认真的工作作风。,Dialogues,Writing,Practical learning,Training,Importances and Difficulties,教学重点:建交函、邀请函及促销函写作; 利用关键词查询买家信息。 教学难点:通过B2B网络平台,利用关键词 查询真实买家信息。,Dialogues,Writing,Practical learning,Training,Basic Knowledge When vocational college students graduate from their business major, they
3、will try to get their jobs. Most of them will work as foreign trade salesmen. The first working step is trying to get the foreign customers. This step is to establish business relationships. It is a beginning of a successful business. It is a most important work to establish business relationships w
4、ith customers to a new or old company. It is helpful to win new customers and to enlarge the business and it is the key step to develop business and win benefits.,Section I. Warm-up,Dialogues,Writing,Practical learning,Training,Basic Knowledge,Most common ways of establishing business relationships
5、are as follows: Internet advertising, searching customer information online, posting products with detailed information on B2B database websites, such as , , made-in-, , commodity fairs exhibition, business delegation visits, friends introduction, etc. You may also contact with the customers through
6、 banks, embassy, counselor, foreign branches to know some basic information including credit status and business situation as well as the business capability.,Dialogues,Writing,Practical learning,Training,Work Background,Most common ways of establishing business relationships are as follows: Interne
7、t advertising, searching customer information online, posting products with detailed information on B2B database websites, such as , , made-in-, , commodity fairs exhibition, business delegation visits, friends introduction, etc. You may also contact with the customers through banks, embassy, counse
8、lor, foreign branches to know some basic information including credit status and business situation as well as the business capability.,Dialogues,Writing,Practical learning,Training,Section II. Speaking,Pre-task,Task,Practice,Dialogues,Writing,Practical learning,Training,China Import & Export Commod
9、ities Fair 中国进出口商品交易会,NOTE,China Import and Export Fair, also renowned as the Canton Fair, has been held successfully without any suspensions for 102 sessions in Guangzhou every spring and autumn since its inauguration in 1957. On October 15, 2006, at the Opening and Celebration Ceremony of the 100t
10、h session of the Canton Fair, Mr. Wen Jiabao, the Premier of the State Council of Peoples Republic of China, announced on behalf of the Chinese Government that:,Dialogues,Writing,Practical learning,Training,“In order to better adapt to the new circumstances of opening up, expand import, increase exp
11、ort and promote the harmonious and balanced development of import and export trade, Chinese government decide to change the name of Chinese Export Commodities Fair into China Import and Export Fair starting from its 101st session”. Boasting export and import functions, the Canton Fair becomes the be
12、st platform for international business people to trade with China.,Dialogues,Writing,Practical learning,Training,Pre-task Invitation to Canton Fair,1. The 111st Canton Fair will be held on April 15th, 2012. 2. One purpose of my phone call today is to invite you to participate in this Fair. 3. New mo
13、del kites will be exhibited on the Fair. 4. Wish to get your help and wish to receive your invitation letter for visa application. 5. I will send you the invitation letter tomorrow and I will arrange for your coming.,Dialogues,Writing,Practical learning,Training,Pre-task Additional Sentences,1. We w
14、ill attend XX(展会名称)Fair in Guangzhou during xx/xx-xx/xx, 2012. 2. Warmly welcome to our Booth No.8B51. 3. Were one of the manufacturers specializing in XX(产品名称). 4. Youll know our products better after this visit. 5. Theyve met with great favor home and abroad. 6. All these articles are best selling
15、.,Dialogues,Writing,Practical learning,Training,Task Assign a task by teacher,You invite one of customers to exhibition. You should decide the name of your company and products. You make a role-play, one roles as exporter, the other one roles as customer.,Dialogues,Writing,Practical learning,Trainin
16、g,Practice check and make conclusion,Important sentences and phrases 1. We can surely meet your demand. 2. We will offer you best quality kites in excellent designs with competitive price. 3. participate in 4. This talk is excellent for value.,Dialogues,Writing,Practical learning,Training,The letter
17、 for building up business relations,Section III. Practical Writing,Invitation letter,Do it Yourself,Dialogues,Writing,Practical learning,Training,Promotion letter,Establishing business relation,Dialogues,Writing,Practical learning,Training,Sample 1. Establishing Relations,Dear Sirs, We got your name
18、 and address online. We know you are a wholesaler of kites in Europe. We are manufacturer of Chinese Kites in the Kite Capital cityWeifang. We may offer varied designs of kites in different colors and sizes. Details see our website http:/. We may send you samples later. Wish you have interests for f
19、urther negotiation.,Waiting for your response. Details see our website http:/. We may send you samples later. Wish you have interests for further negotiation. Waiting for your response. Best regards Wang Dawei Weifang Kite Plant Add: 35, Weizhou Rd, Weifang, China Tel:86-536-8881234 Fax: 86-536-8881
20、235 E-mail:,Dialogues,Writing,Practical learning,Training,1. How to get information for buyer and seller?,Discussing Questions,(1) Internet, ads, fairs; (2) Inquiries received from merchants abroad; The introduction from business connections; The market investigations; (3) CCPIT: China Council for t
21、he Promotion of International Trade; The Chamber of Commerce; The Commercial Counselors Office; The Banks.,Dialogues,Writing,Practical learning,Training,2.How to write letter for establishing relations?,Discussing Questions,Illustrating the channel for getting information; (2) Introducing self-infor
22、mation; (3) Introducing important products and sending catalogues for reference; (4) Expressing the willingness to get agreement,Dialogues,Writing,Practical learning,Training,Establishing business relation,Dialogues,Writing,Practical learning,Training,Sample 2. Response to Establishing Relations,Dea
23、r Sirs, Thanks for your email received this morning. We have a plan to buy Weifang kites in a large quantity. Pls offer your products catalogue and price list for reference. Each type should have detailed specifications. Wish to have successful cooperation and mutually benefits.,Faithfully, Mr. Smit
24、h Global Trade Company, Kite Branch Tel: +44-(0)-8707-353666 Fax: +44-(0)-8707-353667 E-mail: Website: http:/www.globaltrade.uk,Dialogues,Writing,Practical learning,Training,1.信息来源,Practical Sentences,我们从驻贵国的中国大使馆商务参赞处得知贵公司是纺织品的主要出口商。 We have obtained your name and address through the Commercial Co
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