外貿(mào)交際英語scene1 Get Customers

GetCustomersWarm-up

SpeakingPracticalWritingPracticalLearningTrainingSceneOneTeachingObjectives1.知識目標：〔1〕了解尋找客戶的根本方法； 〔2〕掌握邀請客戶參加廣交會的交際技巧； 〔3〕掌握建交函及其回復函、邀請函及其回復函、促銷函寫作內(nèi)容和方法； 〔4〕了解通過關(guān)鍵詞查找客戶的方法。2.能力目標：〔1〕能夠使用網(wǎng)絡(luò)平臺查找新客戶；〔2〕能夠通過B2B網(wǎng)絡(luò)平臺，利用關(guān)鍵詞查詢真實買家信息。3.素質(zhì)目標：〔1〕熟悉并適應(yīng)貿(mào)易工作； 〔2〕能夠進行商務(wù)英語交際； 〔3〕具有一絲不茍、嚴肅認真的工作作風。DialoguesWritingPracticallearningTrainingImportancesandDifficulties教學重點：建交函、邀請函及促銷函寫作；

利用關(guān)鍵詞查詢買家信息。教學難點：通過B2B網(wǎng)絡(luò)平臺，利用關(guān)鍵詞查詢真實買家信息。

DialoguesWritingPracticallearningTrainingBasicKnowledge

Whenvocationalcollegestudentsgraduatefromtheirbusinessmajor,theywilltrytogettheirjobs.Mostofthemwillworkasforeigntradesalesmen.Thefirstworkingstepistryingtogettheforeigncustomers.Thisstepistoestablishbusinessrelationships.Itisabeginningofasuccessfulbusiness.Itisamostimportantworktoestablishbusinessrelationshipswithcustomerstoaneworoldcompany.Itishelpfultowinnewcustomersandtoenlargethebusinessanditisthekeysteptodevelopbusinessandwinbenefits.SectionI.Warm-up

DialoguesWritingPracticallearningTrainingBasicKnowledgeMostcommonwaysofestablishingbusinessrelationshipsareasfollows:Internetadvertising,searchingcustomerinformationonline,postingproductswithdetailedinformationonB2Bdatabasewebsites,suchasalibaba,,made-in-china,ec21,commodityfairsexhibition,businessdelegationvisits,friendsintroduction,etc.Youmayalsocontactwiththecustomersthroughbanks,embassy,counselor,foreignbranchestoknowsomebasicinformationincludingcreditstatusandbusinesssituationaswellasthebusinesscapability.DialoguesWritingPracticallearningTrainingWorkBackgroundMostcommonwaysofestablishingbusinessrelationshipsareasfollows:Internetadvertising,searchingcustomerinformationonline,postingproductswithdetailedinformationonB2Bdatabasewebsites,suchasalibaba,,made-in-china,ec21,commodityfairsexhibition,businessdelegationvisits,friendsintroduction,etc.Youmayalsocontactwiththecustomersthroughbanks,embassy,counselor,foreignbranchestoknowsomebasicinformationincludingcreditstatusandbusinesssituationaswellasthebusinesscapability.DialoguesWritingPracticallearningTrainingSectionII.SpeakingPre-taskTask

PracticeDialoguesWritingPracticallearningTrainingChinaImport&ExportCommoditiesFair中國進出口商品交易會NOTE

ChinaImportandExportFair,alsorenownedastheCantonFair,hasbeenheldsuccessfullywithoutanysuspensionsfor102sessionsinGuangzhoueveryspringandautumnsinceitsinaugurationin1957.OnOctober15,2006,attheOpeningandCelebrationCeremonyofthe100thsessionoftheCantonFair,Mr.WenJiabao,thePremieroftheStateCouncilofPeople’sRepublicofChina,announcedonbehalfoftheChineseGovernmentthat:DialoguesWritingPracticallearningTraining“Inordertobetteradapttothenewcircumstancesofopeningup,expandimport,increaseexportandpromotetheharmoniousandbalanceddevelopmentofimportandexporttrade,ChinesegovernmentdecidetochangethenameofChineseExportCommoditiesFairintoChinaImportandExportFairstartingfromits101stsession〞.Boastingexportandimportfunctions,theCantonFairbecomesthebestplatformforinternationalbusinesspeopletotradewithChina.

DialoguesWritingPracticallearningTrainingPre-task

InvitationtoCantonFair1.The111stCantonFairwillbeheldonApril15th,2021.2.OnepurposeofmyphonecalltodayistoinviteyoutoparticipateinthisFair.3.NewmodelkiteswillbeexhibitedontheFair.4.Wishtogetyourhelpandwishtoreceiveyourinvitationletterforvisaapplication.5.IwillsendyoutheinvitationlettertomorrowandIwillarrangeforyourcoming.DialoguesWritingPracticallearningTrainingPre-task

AdditionalSentences1.WewillattendXX〔展會名稱〕FairinGuangzhouduringxx/xx---xx/xx,2021.2.WarmlywelcometoourBoothNo.8B51.3.We’reoneofthemanufacturersspecializinginXX〔產(chǎn)品名稱〕.4.You'llknowourproductsbetterafterthisvisit.5.They'vemetwithgreatfavorhomeandabroad.6.Allthesearticlesarebestselling.DialoguesWritingPracticallearningTrainingTask

Assignataskbyteacher

Youinviteoneofcustomerstoexhibition.Youshoulddecidethenameofyourcompanyandproducts.Youmakearole-play,onerolesasexporter,theotheronerolesascustomer.DialoguesWritingPracticallearningTrainingPractice

checkandmakeconclusion

Importantsentencesandphrases1.Wecansurelymeetyourdemand.

2.Wewillofferyoubestqualitykitesinexcellentdesignswithcompetitiveprice.3.participatein

4.Thistalkisexcellentforvalue.DialoguesWritingPracticallearningTrainingTheletterforbuildingupbusinessrelations

SectionIII.PracticalWritingInvitationletterDoitYourselfDialoguesWritingPracticallearningTraining

PromotionletterEstablishingbusinessrelationDialoguesWritingPracticallearningTrainingSample1.EstablishingRelationsDearSirs,Wegotyournameandaddressonline.WeknowyouareawholesalerofkitesinEurope.WearemanufacturerofChineseKitesintheKiteCapitalcity—Weifang.Wemayoffervarieddesignsofkitesindifferentcolorsandsizes.Detailsseeourwebsite://.Wemaysendyousampleslater.Wishyouhaveinterestsforfurthernegotiation.Waitingforyourresponse.Detailsseeourwebsite://.Wemaysendyousampleslater.Wishyouhaveinterestsforfurthernegotiation.Waitingforyourresponse.BestregardsWangDaweiWeifangKitePlantAdd:35,WeizhouRd,Weifang,ChinaTel:86-536-8881234Fax:86-536-8881235E-DialoguesWritingPracticallearningTraining1.

Howtogetinformationforbuyerandseller?DiscussingQuestions(1)Internet,ads,fairs;

(2)Inquiriesreceivedfrommerchantsabroad;Theintroductionfrombusinessconnections;Themarketinvestigations;(3)CCPIT:ChinaCouncilforthePromotionofInternationalTrade;TheChamberofCommerce;TheCommercialCounselor’sOffice;TheBanks.DialoguesWritingPracticallearningTraining2.Howtowriteletterforestablishingrelations?DiscussingQuestionsIllustratingthechannelforgettinginformation;

(2)Introducingself-information;(3)Introducingimportantproductsandsendingcataloguesforreference;(4)ExpressingthewillingnesstogetagreementDialoguesWritingPracticallearningTrainingEstablishingbusinessrelationDialoguesWritingPracticallearningTrainingSample2.

ResponsetoEstablishingRelationsDearSirs,Thanksforyouremailreceivedthismorning.WehaveaplantobuyWeifangkitesinalargequantity.Plsofferyourproductscatalogueandpricelistforreference.Eachtypeshouldhavedetailedspecifications.Wishtohavesuccessfulcooperationandmutuallybenefits.Faithfully,Mr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:Website:://DialoguesWritingPracticallearningTraining1.信息來源PracticalSentences我們從駐貴國的中國大使館商務(wù)參贊處得知貴公司是紡織品的主要出口商。

WehaveobtainedyournameandaddressthroughtheCommercialCounselor’sOfficeoftheEmbassyofthePeople’sRepublicofChinaandunderstandthatyouaretheleadingexporteroftextiles.(2)我們從網(wǎng)上獲取貴公司的名稱和地址。

Wegotyournameandaddressonline.

(3)我們從中國駐倫敦大使館的參贊處得知你們的名字和地址。

We’vecometoknowyournameandaddressfromtheCommercialCounselor’sOfficeoftheChineseEmbassyinLondon.

DialoguesWritingPracticallearningTraining2.寫信目的PracticalSentences我們有意與貴公司建立業(yè)務(wù)關(guān)系。

Wewouldliketoestablishbusinessrelationshipwithyourcompany.(2)我們愿與貴公司建立商務(wù)關(guān)系。

Wearewillingtoestablishtraderelationswithyourcompany.(3)我們希望與您建立業(yè)務(wù)往來。

Pleaseallowustoexpressourhopeofopeninganaccountwithyou.

DialoguesWritingPracticallearningTraining3.公司及產(chǎn)品簡介PracticalSentences我公司經(jīng)營電子產(chǎn)品。

Ourcompanyspecializesinelectronicproducts.(2)我們主要經(jīng)營風箏。

Wearemanufacturerofkites.Ourchieflineisproductionkites.Ourbusinessareaissalesandproductionofkites.Wespecializeinmanufacturingkites.Welimitourselvesinsalesofkites.(3)本公司經(jīng)營這項業(yè)務(wù)已多年，并享有很高的國際信譽。Ourcompanyhasbeeninthislineofbusinessformanyyearsandenjoyshighinternationalprestige.

DialoguesWritingPracticallearningTraining4.隨函附上產(chǎn)品目錄PracticalSentences為了使貴方對我方經(jīng)營的產(chǎn)品有所了解，特寄我方最新目錄，以供參閱。

Inordertoacquaintyouwiththeproductswedealin,wetakepleasureinsendingyouourlatestcataloguesforyourreference.

DialoguesWritingPracticallearningTraining5.表達建交意愿

(1)很榮幸向貴公司推介本公司，希望我們能有時機與貴公司合作，進一步拓展業(yè)務(wù)。Wehavethepleasureofintroducingourselvestoyouwiththehopethatwemayworkcloselywithyouinfurtherbusinessdevelopment.

DearMr.Smith,The111thCantonFairwillbeheldonApril15th,2021.WesincerelyinviteyoutoattendfordirectdiscussionsontheorderofWeifangKites.Itisappreciatedtogetyourdecisionandscheduleintimeinorderthatwemaycompletethenecessaryformalities.WearelookingforwardtomeetingyouattheFair.BestregardsInvitationletterSample3.InvitationtoCantonFair

DialoguesWritingPracticallearningTrainingWangDaweiWeifangKitePlantTel:86-536-8881234Fax:86-536-8881235E-DialoguesWritingPracticallearningTraining1.

What

contentdoesaninvitationletterinclude?DiscussingQuestionsReasonsforinvitationNameandtimeofafairThepurposeforinvitationYourdecisionandscheduleWishesandcontactinformationDialoguesWritingPracticallearningTrainingDearMr.Wang,Thankyouverymuchforyourkindinvitationreceivedthismorning.IwillarriveatGuangzhouonApril26thwithmysalesmanager,Mr.Johnson.TheflightNo.isBI747.Iwillcallyouthenforourmeeting.Thanksagainforyourefforts.Wishtomeetyousoon.B.rgds.Mr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:Website:://Sample4.Replytotheinvitation

DialoguesWritingPracticallearningTrainingPracticalSentences1〕WeherebysincerelyinviteyouandyourcompanyrepresentativestovisitourboothatTheContinentalExhibitionCenterfromApril15thto20th2021.2〕From28April-1May2021,wewillbeexhibitingatthe"HongKongGifts&PremiumFair2021".3〕wewillattendthe104thCantonFairwhichwasheldincantononOctober15thto20th2021.4〕OurboothnumberisA102.5〕Itwouldbeagreatpleasuretomeetyouattheexhibition.

DialoguesWritingPracticallearningTrainingComplimentaryCloseSincerelyyours,Yourssincerely,Respectfullyyours,Yourstruly,Yourscordially,Verytrulyyours,DialoguesWritingPracticallearningTraining

YouaretheSalesManagerforSunlightAutoCo.,Ltd..YouareorganizingyourscheduleforshowingproductsatTheChinaImportandExportFairon15th-20thApril.Writeaninvitationlettertoyourclient,whosenameisMr.HigginsfromABCcompanytovisityourboothatthattime.

DoitYourselfKeytothisletterDialoguesWritingPracticallearningTrainingJ.HigginsManager45BroughtonStreetBrightonBN251XLFeb.15,2021DearMr.Higgins,Asyouareourvaluedcustomer,welookforwardtoeveryopportunitytomeetwithyou.From15thApr.to20thApr.2021,wewillbeexhibitingatthe105thChinaImportandExportFair.Wecordiallyinviteyoutovisitourbooth.Ourboothnumberis2B28inHall2.WithCompliments,P.MatthewsP.MatthewsSalesManagerSunlightAutoCompanyDialoguesWritingPracticallearningTrainingPromotionLetterDialoguesWritingPracticallearningTrainingSample5.IntroducingNewProductsDearSirs,WearemanufacturerofkitesinWeifang,China.Ournewdesignedsportkite“2021LondonOlympics〞isintroducedtothemarketnow.Weofferasfollows:1)Size:160x80cm,140x70cm,120x60cm2)Material:ripstopnylonornylon3)Frame:fibreglass4)Windrange:2-6bft5)Line:2x50mIndividualpacking:1pc/PVCbagornormalPVC+nylonsewnbagOuterpacking:40pcs/ctnCartondimensions:115x28x33cmWecanofferothertypesofkites,detailsseeourwebsite:://WaitingforyourresponsetoBestregardsWangDaweiWeifangKitePlantAdd:35,WeizhouRd,Weifang,ChinaTel:86-536-8881234Fax:86-536-8881235DialoguesWritingPracticallearningTraining1.Whataspectstointroduceproducts?DiscussingQuestions規(guī)格〔specification〕;

(2)材料〔material〕;(3)設(shè)計(design);(4)質(zhì)量(quality):

(5)包裝(package)DialoguesWritingPracticallearningTrainingJuly22nd,2021DearSirs,Wearepleasedtonotefromyoure-mailofJuly20ththatyouaremanufacturerofWeifangkitesandhaveanewproduct“2021Olympics〞withdetailedinformation.PlsquoteusyourlowestpriceCIFEMP,inclusiveofour5%commission,statingtheearliestdateofshipment.Ifyourpriceisfoundcompetitiveandthedeliverydateacceptable,wewillplacealargeorderwithyou.Waitingforyourpromptresponse.

BestregardsMr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:Website:://Sample6.ResponsetointroducenewproductsDialoguesWritingPracticallearningTrainingPracticalSentences1〕Thismodeloftypewriterisefficientanddurable,economicalandpracticalformiddleschoolstudents.這個型號的打字機對中學生來說，高效、耐用、經(jīng)濟、實惠。2〕Thecomputerweproducedischaracterizedbyitshighquality,compactsize,energysavingandisalsoeasytolearnandeasytooperate.我們生產(chǎn)的計算機其特點是質(zhì)量好，體積小，節(jié)能，而且易學好。3〕Theyarenotonlyaslow-pricedasthegoodsofothermarkers,buttheyaredistinctlysuperiorinthefollowingrespects.它們不但和其它廠家的產(chǎn)品一樣低廉，而且在以下幾個方面有其獨特的優(yōu)越性。

DialoguesWritingPracticallearningTrainingHowtosearchbuyersonline?SectionIV.PracticalLeaning

Thoughmostbuyersprefertolookforproductsandsuppliersbysearchingandbrowsing,almostathirdofthempostBuyingLeadstoletsellersfindtheminstead.Asaseller,youcansearchthebuyingtradeleadspostedbythosebuyersandsendinstantquotations.

DialoguesWritingPracticallearningTrainingSearch1.Clickthe"Buyers"tababovetheSearchBar.2.EnteraproductnameintheSearchBox(Relatedsuggestionswillbeshownwhenyoustarttyping.IfyoudonotneedSearchSuggestions,youcanclick"Hide"toremovethem),thenclick"Search".SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining3.YoucanfilteryoursearchresultsbyCountry/Regionand/orCategory.4.YoucanalsouseRefineSearchtofilteryoursearchresults.SectionIV.PracticalLearningDialoguesWritingPracticallearningTrainingSelectDateThishelpsyoufilteryourbuyingleadresultsbypostingdate.SelectPurchaseTypeTherearetwopurchasetypesyoucanusetofilteryourbuyingleadresults."UrgentlyNeededProduct"isforshort-termorurgentpurchaseneeds."Long-termpurchase"isforlong-termpurchaseneeds.SectionIV.PracticalLearningDialoguesWritingPracticallearningTrainingBrowsing1.ClickBuyingLeadstolookforthelatestbuyingleads.SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining2.Then,youcanchoosethecategoryyouareinterested