Unit 1 First Business Contact.docx

1、Unit 1 First Business ContactUnit 1 First Business ContactPart 1 First Contact1. Situational DialogsSCRIPTS1) M: Maybe I should visit your company sometime. W: I promise youll know much better about our products after visit.Q: What can we learn from the conversation?2) M: I think we can draw up a te

2、ntative plan now. W: Weve got to report back to the head office.Q: What will the woman do?3) M: Im interested in your products, and would like to talk about business cooperation with you. W: Im glad to hear that. My firm has wide business relations with many corporations in your country, but yours s

3、eems quite new to us.Q: What are the two speakers talking about?4) M: Whats your general impression, may I ask? W: I think we may be able to work together in the future.Q: What is the womans impression according to the conversation?5) M: I hope this talk will be a good beginning of our business rela

4、tions. W: So do I. We look forward to the chances of doing business with you on the basis of equality and mutual benefit.Q: What are they looking forward to?ANSWERS:1. B 2. C 3. C 4. A 5. C 2. Passage ComprehensionSCRIPTSPlanning for trade fairs needs to start at least a few months in advance. Booth

5、 space is limited and must be reserved in advance. Designing the booth can take a few months, so plan ahead. A trade fair requires considerable advance preparation and, if you arent ready, can present a logistical nightmare. You must develop a solid plan and monitor your progress vigilantly.First, e

6、ncourage your staff to satisfy almost everything that the prospect needs. Stress the importance of getting phone numbers and E-mail address. Ask your staff to greet people warmly and send requested material as soon as possible. A quick response is your second opportunity to make a favorable impressi

7、on. Your staff should speak clearly and slowly enough to be understood. Nothing turns off customers more quickly than impatient, sullen, or indifferent staff. Make sure employees have a thorough understanding of your products and services so they can answer customer questions. Give employees leeway

8、to meet customer needs. Your literature packages should make responding easy for prospects by including your web address and information on the opportunities available to them.Second, keep a record of the customers who found out about your products through the trade fair. Use these results to demons

9、trate the trade fairs return on investment. After each trade fair, evaluate what went well and what didnt. Critique each aspect of the trade fair and ask others for comments. Pay special attention to feedback regarding communication to prospective customers.ANSWERS4. at least a few months5. present

10、a logistical nightmare6. to make a favorable impression7. information8. evaluate what went well 3. Sample ImitatingSCRITSThe exhibitor, Mrs. Anderson, is talking with Mr. Brown, the Import Manager about the products displayed at the trade fair.M: Good afternoon. I am John Brown, the Import Manager o

11、f Pacific Clothes Ltd., Salt Lake, U.S.A. This is my name card.W: Good afternoon, Mr. Brown. Im Mary Anderson, Manager of the Sales Department. M: Nice to meet you, Mrs. Anderson.W: Nice to meet you, too. Is this your first trip to the Fair, Mr. Brown?M: No, its the fourth time.W: Really? Did you fi

12、nd anything interesting?M: Oh, yes. We are especially interested in your latest products.W: Im glad to hear that. What items are you particularly interested in?M: Womens trousers. They are fashionable and suit American women well, too. If they are of high quality and the prices are reasonable, well

13、purchase large quantities of them.W: You wont be disappointed.ANSWERS9. This is my name card10. Manager of the Sales Department11. We are especially interested in your latest products12. What items are you particularly interested in 13. If they are of high quality and the prices are reasonablePart 2

14、 Discussing in Detail1. Sample LearningSCRIPTSM: Nice to meet you. W: Nice to meet you, too. I must say your leather shoes are very impressive.M: Im glad to hear that. Ill send you a catalog of our products when I go back to the head office.W: Thank you. Your products and your presentation really im

15、pressed me. By the way, I am coming here to ask if you could provide leather shoes in brighter colors.M: Im glad you have a good impression of our products, Miss Serena. Unfortunately, we dont have the color you require in stock, but Ill tell my general manager about your needs.W: Thanks. So you rea

16、lly dont see your way to get the price down a bit? If you can cut down the price a bit, we will place an order of a large quantity.M: Im sorry, Miss Serena. This is our bottom price and it is for the trial order only. We cant do any more business on the same basis. Its our latest design, which is mu

17、ch better in style.W: OK. I will take it into account and report to the head office. I hope we can have a chance to cooperate.M: Sure. Our phone numbers and E-mail address are on the booklet I gave you. Please keep us informed about your final decision.W: I will keep in touch with you.Questions:1. W

18、hat products are the two speakers talking about?2. Why did the woman come back to the exhibition again?3. What did the woman concern with the product besides the color?ANSWERS1. C 2. C 3. A 2. Passage ComprehensionYour business can live or die by the recommendations or complaints of your clients. Wi

19、thout clients, you dont have a business. We all know it, but perhaps it is taken for granted or forgotten. With the widespread use of social media for marketing purposes, this fact is emphasized even more. Within some minutes, a happy client can sing your praises to thousands of people. In contrast,

20、 a fatal damage can be done to your reputation in the same amount of time by an upset client. If you impress them, they will most likely share the pleasure of their experience with their friends and associates. They will remember the human element and personal touches that you provide. And they will

21、 enjoy, rather than resent, their ability to reward you financially for a job well done.The first clients are the most difficult to get, because you dont have anyone to tell them about you. So youll have to do that yourself. First, you should determine who your clients are, and what their wants or n

22、eeds are. Second, you should know how your product or service satisfies their wants or needs. Then, insist on the concept of continuous quality improvement and qualified customer service as a way of life in your business. Make customers feel different while they are doing business with you. At last,

23、 dont forget to show your appreciation of their having interest in your products. Consider sending handwritten thank=you notes later.ANSWERS4. recommendations5. reputation6. financially7. The first clients are the most difficult to get, because you dont have anyone to tell them about you.8. you shou

24、ld determine who your clients are, and what their wants or needs are.9. you should know how your product or service satisfies their wants or needs.10. continuous quality improvement3. Sample ImitatingTwo persons are conducting a detailed talk in the first business contact.M: Its very kind of you to

25、give me such a detailed description of your products.W: My pleasure. Whats your general impression, may I ask?M: Your products are well designed and very attractive. I am very much impressed, indeed, on your DMY Model.W: Thats our latest high-tech development. A product with high performance. We lau

26、nched it in the market just two months ago.M: The machine gives you an edge over your competitors, I guess.W: Certainly. No one can match us as far as the function is concerned.M: Your products are very good. But Im a little worried about the prices. I know your research costs are high, but what Id

27、like to have is a 10% discount.W: That seems to be a little high. I dont know how we can make a profit.M: What if we plan orders for a year?W: You know this product has a steady demand in the market. Well, since this is the first transaction between us, we grant you this special discount to promote

28、our relationships.M: Good. By the way, may I ask how is your quality guarantee?W: I can promise you that, if you buy our product, you will be getting quality. We spend a lot of money to make sure that our quality is up to high standard. We never sacrifice quality for quick profits.M: Thats great. I

29、think this will be a good start of our future cooperation.ANSWERS11. Whats your general impression, may I ask?12. The machine gives you an edge over your competitors, I guess.13. What if we plan orders for a year?14. We grant you this special discount to promote our relationships. 15. I think this w

30、ill be a good start of our future cooperation.Part 3 Potential Client Analysis1. Sample LearningSCRIPTSM: Madam, can I help you?W: Well, Im shopping around the fair for some advanced laser printers with a view to purchasing several.M: May I ask who you are buying for?W: Taw Company. My name is Blair

31、.M: Ah, welcome to London. Would you like to step up here for a demonstration?W: Sure.M: Our laser printers are known for good quality. They are one of our traditional exports. Weve made great improvements since the competition is so fierce. These machines are developed with high technology and beau

32、tifully designed. Theyve met with great favor overseas and are always in great demand.W: Yes. I found the exhibition has successfully displayed to me what your corporation handles. Im interested in your products. Right now Id like to talk about the possibility to cooperate with you in the near future.M: Your desire coincides with ours.W: Ive a feeling that we can do a lot of trade in