Unit 1 First Business Contact.docx

Unit 1 First Business Contact.docx

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Unit1FirstBusinessContact

Unit1FirstBusinessContact

Part1FirstContact

1.SituationalDialogs

SCRIPTS

1）M:

MaybeIshouldvisityourcompanysometime.

W:

Ipromiseyou’llknowmuchbetteraboutourproductsaftervisit.

Q:

Whatcanwelearnfromtheconversation?

2）M:

Ithinkwecandrawupatentativeplannow.

W:

We’vegottoreportbacktotheheadoffice.

Q:

Whatwillthewomando?

3）M:

I’minterestedinyourproducts,andwouldliketotalkaboutbusinesscooperationwithyou.

W:

I’mgladtohearthat.Myfirmhaswidebusinessrelationswithmanycorporationsinyourcountry,butyoursseemsquitenewtous.

Q:

Whatarethetwospeakerstalkingabout?

4）M:

What’syourgeneralimpression,mayIask?

W:

Ithinkwemaybeabletoworktogetherinthefuture.

Q:

Whatisthewoman’simpressionaccordingtotheconversation?

5）M:

Ihopethistalkwillbeagoodbeginningofourbusinessrelations.

W:

SodoI.Welookforwardtothechancesofdoingbusinesswithyouonthebasisofequalityandmutualbenefit.

Q:

Whataretheylookingforwardto?

ANSWERS:

1.B2.C3.C4.A5.C

2.PassageComprehension

SCRIPTS

Planningfortradefairsneedstostartatleastafewmonthsinadvance.Boothspaceislimitedandmustbereservedinadvance.Designingtheboothcantakeafewmonths,soplanahead.Atradefairrequiresconsiderableadvancepreparationand,ifyouaren’tready,canpresentalogisticalnightmare.Youmustdevelopasolidplanandmonitoryourprogressvigilantly.

First,encourageyourstafftosatisfyalmosteverythingthattheprospectneeds.StresstheimportanceofgettingphonenumbersandE-mailaddress.Askyourstafftogreetpeoplewarmlyandsendrequestedmaterialassoonaspossible.Aquickresponseisyoursecondopportunitytomakeafavorableimpression.Yourstaffshouldspeakclearlyandslowlyenoughtobeunderstood.Nothingturnsoffcustomersmorequicklythanimpatient,sullen,orindifferentstaff.Makesureemployeeshaveathoroughunderstandingofyourproductsandservicessotheycananswercustomerquestions.Giveemployeesleewaytomeetcustomerneeds.Yourliteraturepackagesshouldmakerespondingeasyforprospectsbyincludingyourwebaddressandinformationontheopportunitiesavailabletothem.

Second,keeparecordofthecustomerswhofoundoutaboutyourproductsthroughthetradefair.Usetheseresultstodemonstratethetradefair’sreturnoninvestment.Aftereachtradefair,evaluatewhatwentwellandwhatdidn’t.Critiqueeachaspectofthetradefairandaskothersforcomments.Payspecialattentiontofeedbackregardingcommunicationtoprospectivecustomers.

ANSWERS

4.atleastafewmonths

5.presentalogisticalnightmare

6.tomakeafavorableimpression

7.information

8.evaluatewhatwentwell

3.SampleImitating

SCRITS

Theexhibitor,Mrs.Anderson,istalkingwithMr.Brown,theImportManagerabouttheproductsdisplayedatthetradefair.

M:

Goodafternoon.IamJohnBrown,theImportManagerofPacificClothesLtd.,SaltLake,U.S.A.Thisismynamecard.

W:

Goodafternoon,Mr.Brown.I’mMaryAnderson,ManageroftheSalesDepartment.

M:

Nicetomeetyou,Mrs.Anderson.

W:

Nicetomeetyou,too.IsthisyourfirsttriptotheFair,Mr.Brown?

M:

No,it’sthefourthtime.

W:

Really?

Didyoufindanythinginteresting?

M:

Oh,yes.Weareespeciallyinterestedinyourlatestproducts.

W:

I’mgladtohearthat.Whatitemsareyouparticularlyinterestedin?

M:

Women’strousers.TheyarefashionableandsuitAmericanwomenwell,too.Iftheyareofhighqualityandthepricesarereasonable,we’llpurchaselargequantitiesofthem.

W:

Youwon’tbedisappointed.

ANSWERS

9.Thisismynamecard

10.ManageroftheSalesDepartment

11.Weareespeciallyinterestedinyourlatestproducts

12.Whatitemsareyouparticularlyinterestedin

13.Iftheyareofhighqualityandthepricesarereasonable

Part2DiscussinginDetail

1.SampleLearning

SCRIPTS

M:

Nicetomeetyou.

W:

Nicetomeetyou,too.Imustsayyourleathershoesareveryimpressive.

M:

I’mgladtohearthat.I’llsendyouacatalogofourproductswhenIgobacktotheheadoffice.

W:

Thankyou.Yourproductsandyourpresentationreallyimpressedme.Bytheway,Iamcomingheretoaskifyoucouldprovideleathershoesinbrightercolors.

M:

I’mgladyouhaveagoodimpressionofourproducts,MissSerena.Unfortunately,wedon’thavethecoloryourequireinstock,butI’lltellmygeneralmanageraboutyourneeds.

W:

Thanks.Soyoureallydon’tseeyourwaytogetthepricedownabit?

Ifyoucancutdownthepriceabit,wewillplaceanorderofalargequantity.

M:

I’msorry,MissSerena.Thisisourbottompriceanditisforthetrialorderonly.Wecan’tdoanymorebusinessonthesamebasis.It’sourlatestdesign,whichismuchbetterinstyle.

W:

OK.Iwilltakeitintoaccountandreporttotheheadoffice.Ihopewecanhaveachancetocooperate.

M:

Sure.OurphonenumbersandE-mailaddressareonthebookletIgaveyou.Pleasekeepusinformedaboutyourfinaldecision.

W:

Iwillkeepintouchwithyou.

Questions:

1.Whatproductsarethetwospeakerstalkingabout?

2.Whydidthewomancomebacktotheexhibitionagain?

3.Whatdidthewomanconcernwiththeproductbesidesthecolor?

ANSWERS

1.C2.C3.A

2.PassageComprehension

Yourbusinesscanliveordiebytherecommendationsorcomplaintsofyourclients.Withoutclients,youdon’thaveabusiness.Weallknowit,butperhapsitistakenforgrantedorforgotten.Withthewidespreaduseofsocialmediaformarketingpurposes,thisfactisemphasizedevenmore.Withinsomeminutes,ahappyclientcansingyourpraisestothousandsofpeople.Incontrast,afataldamagecanbedonetoyourreputationinthesameamountoftimebyanupsetclient.Ifyouimpressthem,theywillmostlikelysharethepleasureoftheirexperiencewiththeirfriendsandassociates.Theywillrememberthehumanelementandpersonaltouchesthatyouprovide.Andtheywillenjoy,ratherthanresent,theirabilitytorewardyoufinanciallyforajobwelldone.

Thefirstclientsarethemostdifficulttoget,becauseyoudon’thaveanyonetotellthemaboutyou.Soyou’llhavetodothatyourself.First,youshoulddeterminewhoyourclientsare,andwhattheirwantsorneedsare.Second,youshouldknowhowyourproductorservicesatisfiestheirwantsorneeds.Then,insistontheconceptofcontinuousqualityimprovementandqualifiedcustomerserviceasawayoflifeinyourbusiness.Makecustomersfeeldifferentwhiletheyaredoingbusinesswithyou.Atlast,don’tforgettoshowyourappreciationoftheirhavinginterestinyourproducts.Considersendinghandwrittenthank=younoteslater.

ANSWERS

4.recommendations

5.reputation

6.financially

7.Thefirstclientsarethemostdifficulttoget,becauseyoudon’thaveanyonetotellthemaboutyou.

8.youshoulddeterminewhoyourclientsare,andwhattheirwantsorneedsare.

9.youshouldknowhowyourproductorservicesatisfiestheirwantsorneeds.

10.continuousqualityimprovement

3.SampleImitating

Twopersonsareconductingadetailedtalkinthefirstbusinesscontact.

M:

It’sverykindofyoutogivemesuchadetaileddescriptionofyourproducts.

W:

Mypleasure.What’syourgeneralimpression,mayIask?

M:

Yourproductsarewelldesignedandveryattractive.Iamverymuchimpressed,indeed,onyourDMYModel.

W:

That’sourlatesthigh-techdevelopment.Aproductwithhighperformance.Welauncheditinthemarketjusttwomonthsago.

M:

Themachinegivesyouanedgeoveryourcompetitors,Iguess.

W:

Certainly.Noonecanmatchusasfarasthefunctionisconcerned.

M:

Yourproductsareverygood.ButI’malittleworriedabouttheprices.Iknowyourresearchcostsarehigh,butwhatI’dliketohaveisa10%discount.

W:

Thatseemstobealittlehigh.Idon’tknowhowwecanmakeaprofit.

M:

Whatifweplanordersforayear?

W:

Youknowthisproducthasasteadydemandinthemarket.Well,sincethisisthefirsttransactionbetweenus,wegrantyouthisspecialdiscounttopromoteourrelationships.

M:

Good.Bytheway,mayIaskhowisyourqualityguarantee?

W:

Icanpromiseyouthat,ifyoubuyourproduct,youwillbegettingquality.Wespendalotofmoneytomakesurethatourqualityisuptohighstandard.Weneversacrificequalityforquickprofits.

M:

That’sgreat.Ithinkthiswillbeagoodstartofourfuturecooperation.

ANSWERS

11.What’syourgeneralimpression,mayIask?

12.Themachinegivesyouanedgeoveryourcompetitors,Iguess.

13.Whatifweplanordersforayear?

14.Wegrantyouthisspecialdiscounttopromoteourrelationships.

15.Ithinkthiswillbeagoodstartofourfuturecooperation.

Part3PotentialClientAnalysis

1.SampleLearning

SCRIPTS

M:

Madam,canIhelpyou?

W:

Well,I’mshoppingaroundthefairforsomeadvancedlaserprinterswithaviewtopurchasingseveral.

M:

MayIaskwhoyouarebuyingfor?

W:

TawCompany.MynameisBlair.

M:

Ah,welcometoLondon.Wouldyouliketostepuphereforademonstration?

W:

Sure.

M:

Ourlaserprintersareknownforgoodquality.Theyareoneofourtraditionalexports.We’vemadegreatimprovementssincethecompetitionissofierce.Thesemachinesaredevelopedwithhightechnologyandbeautifullydesigned.They’vemetwithgreatfavoroverseasandarealwaysingreatdemand.

W:

Yes.Ifoundtheexhibitionhassuccessfullydisplayedtomewhatyourcorporationhandles.I’minterestedinyourproducts.RightnowI’dliketotalkaboutthepossibilitytocooperatewithyouinthenearfuture.

M:

Yourdesirecoincideswithours.

W:

I’veafeelingthatwecandoalotoftradein