文秘英文教材版Unit7

◆ Warm-up Practice ◆ Listening Task ◆ Speaking Task
◆ Reading Task
◆ Writing Task ◆ Follow-up Practice
We need to discuss some questions about what we are going to learn in this unit.
Sure, that’ll help us understand better about what we are asked to do.
1. Establishing business relations The establishment of business relations is one of the important undertakings in the field of foreign trade as a foreign-trade firm needs extensive business connections to maintain or expand its business activities. Traders must not only do everything possible to consolidate their established relations with firms having previous business but also develop and revitalize their trade by searching for new connections from time to time.To find our whom a firm is dealing with, information is obtainable through different channels. After that, letters or circulars should be sent to the parties concerned to express simply, clearly and concisely what they can sell or what they expect to buy.
quantity
Trade Terms
HOW TO CHOOSE THE RIGHT TRADE SHOW/FAIR
1. Quantify the total number of relevant prospects, buyers, and influencers that will be interested in your particular product or service and that you'll be able to get into your booth. 2. Estimate sales revenues from the show. 3. Estimate the cost of your participation. 4. Calculate the cost per lead and return on investment as a ratio of booth expenses to revenues generated. 5. Verify your decision and do a reality check.
1) Banks; 2) Trade directory;
3) Chinese commercial counsellor’s office in foreign countries;
4) Business houses of the same trade; 5) Advertisements; 6) Trade fairs and exhibitions; 7) Chambers of commerce; 8) Introduction from business connections; 9) The Internet.
Ways to Increase Your Trade Show Sales
1. Greet visitors quickly When you first see a visitor, gently offer a handshake, and introduce yourself and your company. This immediately sets the tone of the conversation, and establishes basic rapport. 2. Qualify visitors in seconds The most important thing for you to know is the responsibilities of your visitor. Rapidly qualify your visitor by seeking to disqualify them as a buyer. Keep looking for the deal killer -- the one thing that means you can't do business. 3. Ensure 100% after-show contact 4. Double your leads Whether they can do business with you or not, ask every visitor, "Who can you think of that would benefit from what we do?" 5. Move visitors along First, restate what will happen next, even if it's, "I'm sorry I can't help you." Next, offer a handshake, and then say, "Thanks for stopping by." This three step process moves visitors along every time.
2. Discussion
1） Now as a class, pairs or groups, think of as many channels as you can that are associated with establishing business relations.
trade fair
Business Channel
Establishing Business Relations
No transactions can be conducted until contacts have been made between two or more companies. To establish business relations with prospective dealers is one of the vital important measures both for a newly established firm and an old one that wishes to enlarge its business scope and turnover. Business relations can be established through the following channels:
DECISION MAKING

Ask your customers which trade shows they attend. Attend the show rather than exhibit. Ask your suppliers, competitors, and past exhibitors about their experiences with the show. Analyze your ability to service the geographical areas from which prospects originate. Analyze the show management's ability to promote the show successfully year after year: -Is the show growing? -Are audience demographics changing and if so, why? -Do you have an opportunity to raise your visibility by providing a conference, keynote, workshop, or seminar? - Do you have enough staff to follow up on the leads while they're still hot? -And can you service the new business you'll attract?
WHY SNAIL MAIL IS STILL NEEDED
Letters—now fondly known as “snail mail’are still used for various reasons: 1. They seem particularly appropriate for formal introductions to companies, confirmation of contracts and thank you messages, possibly because they can seem appropriately formal, caring or impressive (if printed on good paper). 2. They can be a useful back-up to important e-mailed or faxed messages. 3. They can be used to send bulky material, such as brochures or samples. 4. They can be used when there are problems with the technology required for faxes and e-mail. 5. They can be sent to or from companies which have limited technology.
2）Of all the channels, which do you think is the most effective one? Why? 3）What will you do to maintain the established relations? 4) Why are people still writing letters while it’s so convenient to send faxes and email?
3. After business is established, several trade terms need to be talked over in order to come to an agreement during a business communication. Now store the words and phrases that are associated with the trade terms.
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Learning Objectives
Establishing business relations with prospective clients Understanding business etiquette Writing letters for establ源自文库shing business relations