商务英语听说PPT unit 3 Company and products

Unit 3 Company and Products
Unit Goals
Starting-up
Translate the names of following ten world-famous companies into Chinese and then write out their nationalities.
1.WAL-MART STORES
2.SINOPEC GROUP
3.TOYOTA MOTOR
4.VOLKSWAGEN
5.ROYAL DUTCH SHELL
6.SAMSUNG ELECTRONICS
7.DAIMLER
8.PROCTER & GAMBLE
9.LEGAL & GENERAL GROUP
10.S IEMENS
Initial Listening
Before listening, please learn the following trade terms by heart.
Now, please complete the following tasks.
T T a a s s k k 11
You will hear six product titles. For each product, choose the proper words from the box to compose its full title according to what you will hear. Each title will be read twice.
1. 2.
3. 4.
5. 6.
（图片来源：以上图片均来自百度图片）
T T a a s s k k22
You will hear five sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and write them down. Check your answers when you listen for the third time.
1.
2.
3.
4.
5.
T T a a s s k k33
You will hear 5 short extracts from company profiles. Some information on the following short passages is missing. When you listen to the conversations, please complete the sentences. The conversations will be spoken twice.
1.One reason why Levi Strauss & Co. grew so rapidly was that they spent a lot
of money on . Even in their early days, Levi Strauss & Co. ran a strong advertising for their products.
2.GKS Services high-tech security alarms and exports its products
all over the world. It 150 people at its factory near Rotterdam although the company’s head office is in Amsterdam and has a staff of 20.
3.OLYMPUS aims to offer people challenging and work in a pleasant
environment. Employees dress on days when there is no customer contact and this helps to create a friendly atmosphere.
4.Natura is a Brazilian cosmetics and toiletries company which
started as a small laboratory in a garage 45 years ago. Today, it is trying to go . It picked France as the first country outside Latin America to try out its ideas.
5.Hongdou is the name of one of the most clothing brands in China.
Their main products are suits, shirts, jackets, underwear and children’s clothes. In 1994, the government named Hongdou as one of China’s top ten famous brands and in 2004, the company won a award.
Oral Discussion
Before discussion, you are given the following advices. Professional Advices
1.When describing a product to a potential customer, you need to
highlight the competitiveness of it from the following aspects: Advanced technology
Ingenious design conception and principles
Comprehensive functions
Convenient operations
Superb materials and workmanship
Superior quality
Favorable price
Attractive appearance
Considerate after-sale services
Accurate target market
2.When introducing your company to a potential customer, you need
to make the introduction from the following aspects:
Name of company
Location of company or headquarters
Development history of company
Organizational structure
Main business scope
Featured products or competitive products
Main business partners
Main import and export markets
Office environment
Operation and management mechanism
Now, please complete the following tasks.
T T a a s s k k11
Work in pairs. Discuss what should be included in the detailed introduction to a specific Import and Export company?
T T a a s s k k22
Work in pairs. Discuss what should be included in your detailed introduction when you show a potential customer around the sample room of your company?
T T a a s s k k33
Discuss the following topic.
If you are a sales representative of a specific Import and Export company, how should you introduce objectively and veritably your company and products to your customers and further make them have a good impression to your company?
Intensive Listening
Learn the following by heart before listening.
D D i i a a l l o o g g u u e e11..
1.Mr. Smith is visiting Wang Kai’s company in Tianjin, China. Wang Kai
is introducing his company in details on site to Mr. Smith, his
potential customer. Watch the dialogue and decide whether the following statements are true or false.
1.Wang Kai’s general manager will have a for mal interview with Mr. Smith
straight away. ( )
2.Tianjin Giant Garments Import & Export Company is a state-controlled
enterprise which is authorized by Tianjin Municipal People’s Government.
( )
3.The main business scope of Tianjin Giant Garments Import & Export
Company is import and export of textiles. ( )
4.The pie chart shows that natural colored cotton products are the second
largest export products of the company. ( )
5.Europe and North America are the biggest trading partners and traditional
export markets of the company. ( )
2.Watch the dialogue again and complete sentences according to the
contents in the dialogue.
1. We are mainly specialized in the import and export of various and the business scope has been extended while the product structure has been further under innovation and development.
2. You gain a variety of public bidding from and market every year.
3. Every year we accept a large number of national and international orders from the regular customers. And all of these certificates are our
and .
4. It shows, at present, among the exports, natural cotton and natural colored cotton products have reached , pure silk products account for , while down and leather products are .
5. In recent years, has become an emerging market, with U.S.A. and Canada being major destinations.
3.Make a memo about the company profile mentioned in the dialogue. Name of Company:
Nature of Company:
Main Business Scope:
Honor of Company:
Main Export Products:
Main Trading Partners:
D D i i a a l l o o g g u u e e22..
Wang Kai is showing Mr. Smith around the sample room of Tianjin Giant
Garments Import & Export Company. Choose the best answer to each of the following questions.
1. What are displayed in the sample room of the company?
A. samples exhibited at the Canton Fair
B. samples of the entire product lines of products
C. most representative products from each line
2. Which ranges of garment does NOT Wang Kai’s company specialize in?
A. pure silk
B. down and leather
C. chiffon
3. Where are the suppliers of the company’s cotton products from?
A. southern Xinjiang
B. northern Xinjiang
C. northern China
4. What is NOT the advantage of raw materials of the company’s cotton products?
A. superior quality
B. numerous variety
C. favorable cost
5. How does Wang Kai’s company build its own design team?
A. engage world-class designers with higher salaries
B. send potential young designers abroad to study
C. hold training and sharing sessions regula rly
Oral presentation
In this part, please make oral presentations after reading the following tasks. You are given the functional sentences to help you.
Functional Sentences
1.ABC Company is one of the world's leading international cosmetic
companies.
2.We employ around 85,000 people in almost 80 countries worldwide.
3.The goal of our company is to be a focused jewelry company that delivers
value over volume.
4.The company has a long history of over 2000 years.
5.With its exquisite skill, unique style and complete varieties, the company
enjoys great popularity at home and abroad.
6.At present Lorentz Company engages in import and export trade and serves
as a professional manufacturer.
7.Our products have won many domestic gold and silver medals.
8.Our products are sold well to more than 40 domestic tourist cities in China
and over 60 foreign countries and regions.
9.We sincerely welcome and promise guests from far and wide high-quality
goods, comfortable environment and excellent after-sale service.
10.F ounded in 1902 and incorporated in 1923, ADM is headquartered in Chicago,
Illinois, and operates processing and manufacturing facilities across the United States and worldwide.
11.O ur market share in Europe has increased by 8%, accounting for 20%
12.T hrough our extensive global distribution facilities and capabilities, IBM
makes a significant contribution to the world's economy and quality of life.
13.O ur goods are superior in quality compared to those of other manufacturers.
14.B usiness hours usually start at 8:30 a.m. and finish at 5:30 p.m., Monday to
Friday.
15.T he tennis shirt is available in five different colors and four sizes.
16.W e have a wide selection of jeans that will appeal to all ages.
17.O ur products enjoy a high reputation in North American market.
18.O ur hoodies are especially popular with young people.
19.T he quality of our products has the edge on competition.
20.C ompared with the various well-known brands from Europe and America,
our products have the same high quality, but are much more price competitive, thanks to the low labor and raw material cost.
T T a a s s k k11
Retell the passage of Dialogue 1 with the words and useful sentences used in the dialogue.
T T a a s s k k22
Work in pairs. One of you plays the role of a sales representative in a trade company and the other plays the role of a potential customer. Make up a dialogue according to the following situation.
Mr. Brown is very interested in ABC Company’s products wh ich were exhibited at the trade fair held three weeks ago. Today Mr. Brown comes to ABC Company to have an initial visit. Tom is a sales representative of ABC Company. He is introducing his company and products in details respectively to Mr. Brown. Background Input
The product life cycle concept consists of 4 stages: introduction, growth, maturity, obsolescence. It outlines the stages the product is first introduced into the market until it is finally removed from the market. The length of the life cycle, duration of each stage and the shape of the curve vary widely for different products. Not all products reach the final stage and some may continue to rise or even fall.
Product Life Cycle Curve
Introduction
⏹Critical Factor - Product Development and Design
⏹Researching, developing and launching the product.
⏹Product passes through a low volume introduction phase where unit profit margin is low and
sales volume starts to rise.
Growth
⏹Critical factor - Advertising and Distribution
⏹Sales increasing at a faster rate.
⏹Volume and profit both starts to rise.
Maturity
⏹Critical Factor - Marketing Effectiveness
⏹Unit profit margin at its highest but the rate of sales volume is slowing down. For example,
there are now new competitors in the market.
Obsolescence
⏹Critical Factor - Cost Efficiency
⏹Sales and profit began to fall.
⏹Declining volume pushes costs up until all profits are eliminated.
⏹This may be due to the need of disappearing or a better and cheaper product has been
developed in the market.
To extend a life of the product, techniques include advertising, price reduction (attract new customers), adding value to the product (new features), explore new markets (selling your product overseas) and new packaging (freshen up old packaging).。