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1、Unit 6 Establishing Business Relations,,,,,,Aims,,,To listen and understand different channels for obtaining useful business information and business opportunities,,To practice listening for specific information about establishing business relations,,,,To practice listening for general ideas,,Conten

2、ts,,,,Part I. Warm-Up,,Part II How to Find New Customers,,,,Part III Seeking Business Opportunities,,,Part IV Establishing Business Relations,,Business owners constantly look for ways to increase profits and customers. Marketing, promotions and products are only a few of the ways to keep your custom

3、ers coming back. If you want to be successful, perhaps you should specialize in the export of a wide range of products and establish business relations. .,Situation,Part I. Warm-Up,Task 1: Directions: Work with your partner, discuss the following questions and do the task.,Reference:,,,,,1,2,Open-en

4、ded.,Word Bank,,Task 2 KEYS,Directions: Listen to the following passage and then choose the best answers to the questions. You may need to take some notes while youre listening.,1. Which of the following is “Not” true about business? ( C ) A. Business is related to profit-seeking activities and en

5、terprises. B. Business must deal with consumers and the general public. C. Business provides more employment than products.,,Task 2 KEYS,Directions: Listen to the following passage and then choose the best answers to the questions. You may need to take some notes while youre listening.,2. Which o

6、f the following is seen as tangible goods? ( A ) A. Computer chips. B. Car rental. C. Insurance,,Task 2 KEYS,Directions: Listen to the following passage and then choose the best answers to the questions. You may need to take some notes while youre listening.,3.Why is business the economic puls

7、e of a nation? ( A ) A. Because it defines a nations standard of living. B. Because it offers financial rewards to successful businesspeople. C. Because it provides all the necessary services a nation needs.,,Task 2 KEYS,Directions: Listen to the following passage and then choose the best ans

8、wers to the questions. You may need to take some notes while youre listening.,4.What is the relationship between profits and social responsibilities for a successful business? ( B ) A. Social responsibilities are a little more important than profit. B. Profits and social responsibilities are

9、 equally important. C. Social responsibilities are much more important than profit.,,Task 3 KEYS,Directions: Discuss with your partner. With the Internet development, there are many websites which can provide business support for companies. Please list the domain names and the business services

10、they provide. The first one has been done for you.,,,Open-ended,Part II How to Find New Customers,,Task 1 KEYS,Directions: Work with your partner and discuss the following questions:,Reference:,,,,Open-ended.,1,2,Usually a firm may approach its clients or obtain necessary information through the fol

11、lowing channels: trade fairs, banks, the internet, chamber of commerce, trade directory etc. you can also obtain useful information from many sources such as periodicals, newspapers and TV advertisements, etc.,,Task 2 KEYS,Directions: Listen to the following passage and fill in the missing words. .,

12、The establishment of business relations is the fundamental step in foreign trade and in international exchange because transaction can only be made after the business connections have been set up. A newly-founded firm needs seeking prospective clients to start its business; an established enterprise

13、 needs extensive connections to maintain or expand its market and enlarge its business scope and turnover. Usually a firm may approach its clients or obtain necessary information through the following channels:,,Task 2 KEYS,Directions: Listen to the following passage and fill in the missing words. .

14、,Banks; Trade fairs or exhibitions; The internet; Chamber of commerce; Business association of the same trade; Trade Directory; Commercial counselors offices; Market investigation; Mutual visits by trade groups and delegations.,,Task 2 KEYS,Directions: Listen to the following passage and fill in the

15、 missing words. .,Business connections are most valuable to firms engaged in foreign trade. Therefore, traders must make all efforts to consolidate their established relations with the firms having previous business and go all out to revitalize and develop the trade by searching for new connections.

16、,,Task 3 KEYS,Directions: Listen to the passage and answer the following questions. You may need to take some notes while youre listening.,1. From the local chamber of commerce 2. More than 60 years 3. To establish business relations 4.The export of various leather handbags,Part III Seeking Business

17、 Opportunities,,Task 1 KEYS,Directions: ABC Import and Export Corporation would like to expand its business in American market. Steven Chen, an experienced sales representative of ABC, attended the Chicago International Home & Housewares Show. He brought a wide range of products which appealed to ma

18、ny customers. During the Show, he met Denise Maclean from Macys Inc. She is interested in Chinese products. Now listen to the conversation and decide whether the following statements are true or false.,Task 1 KEYS,( F ) 1.Denise approached her new business counterparts through communication in writi

19、ng from the conversation. ( F ) 2.Denise is interested in silk, woolen knitwear, cotton piece goods, and garments of ABC Import and Export Corporation. ( T ) 3.Silk blouses with brightly colored and beautifully designed are always in great demand. ( T ) 4.Macys Inc. wishes to establish relations wit

20、h ABC Import and Export Corporation. ( F ) 5If you want to know the financial position, credit standing and trade reputation of Macys Inc., you may only refer to Bank of Hong Kong.,,Task 2 KEYS,Directions: After Steven Chen came back from the Chicago International Home & Housewares Show, he continue

21、d to collect information about Macys Inc. and Sears, Roebuck and Company. Now he is discussing with his colleague Lucy. Listen to the conversation and fill in the blanks.,Task 2 KEYS,,Task 3 KEYS,Directions: Discuss the following question with your partner. Please list the important factors that inf

22、luence your establishing business relations with a prospective client. The first one has been done for you.,Task 3 KEYS,Part IV Establishing Business Relations,,Task 1 KEYS,Directions: Steven receives a phone call after he returned back from the Show. Listen to the telephone conversation, and write

23、words or numbers in the spaces.,,Task 2 KEYS,Directions: After the phone call, Steven arranges to send the samples Tony is interested in. One month later, Steven receives a phone call from Tony. Listen to the conversation and decide whether the following statements are true or false.,( T ) 1. Tony i

24、s satisfied with the samples except for the green color. ( T ) 2. The producer can make silk products according to the buyers different requirement. ( F ) 3. Tony would like to order Chinese silk products with Stevens company at once. ( F ) 4. Tony will go to China on holiday next month.,,Task 3 KEY

25、S,Directions: Work with your partner. List the steps of establishing business relations in foreign trade and terms or sentences related to, then practice with them.,Task 3 KEYS : (Reference),,,,,,Part I,Part II,Part III,Part IV,Warm-Up,How to Find New Customer,Seeking Business Opportunities,Establishing Business Relations,Summary,Thank You!,,,,,,