商务英语入门第六章_外教修订版

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新编商务英语基础教程Unit 6

Unit 6 The Quality and QuantityI Teaching Aim1. Cognitive Information(认知信息): Quality and Quantity of Customers2. Language Focus(内容重点):1）Word Study: A. cast, complex, relatively, critical, matter, conversely, specific, seminar, initially； B. income, budget, straightforward, cost, beneficial, individual, prospective, overall2）Phrases: A. in the hopes of, depend on, result in, instead of, be exposed to；B. seek to3）Key Words: A. spread；B. Specify3. Grammar: There be 结构4. Writing （写作技巧）: 英语写作的语气5. Translation （翻译技巧）: 句子主语的翻译III Background InformationThe Marketing Plan营销计划营销决策的核心部分就是营销计划。

营销计划的作用是：需要营销人员充分地了解营销决策的结果。

需要营销人员充分地了解他们所经营的市场。

制定目标并且为企业内部人员提供指导。

营销计划无论是计划一年或更长，都要求进行市场研究，以便更好地了解市场。

随着对市场的了解，营销人员可以根据以下要点进行计划：企业任务——企业长期发展的目标。

这是企业高层领导的意愿并且长期不变。

宗旨——反映出企业的希望。

与企业任务一样，企业宗旨也是从上贯彻到下的。

宗旨可能是以财政目标（比如，赢利）或营销目标的形式（比如，达到市场份额的某一水平）。

商务英语unit 6 market investigation

Unit6 Heading West
-Market investigation
I.

Warm-up
1. Why do we need investigation? What’s the purpose? 2. Is investigation necessary in all cases? Any examples?

Dimensions of market analysis Market size (current and future) Market growth rate Market profitability Industry cost structure Distribution channels Market trends Key success factors The goal of a market analysis is to determine the attractiveness of a market, both now and in the future. Organizations evaluate the future attractiveness of a market by gaining an understanding of evolving opportunities and threats as they relate to that organization's own strengths and weaknesses. Organizations use the findings to guide the investment decisions they make to advance their success. The findings of a market analysis may motivate an organization to change various aspects of its investment strategy. Affected areas may include inventory levels,a work force expansion/contraction, facility expansion, purchases of capital equipment, and promotional activities.

商务英语(入门篇)

商务英语Business English入门篇Hi，欢迎你到“商务英语”的“入门篇”中来，很多人都觉得“商务英语”非常“高深”，似乎是“高不可攀”，可是当我们研究了BEC商务英语以及其他商务课程后，发现原来商务英语涉及到的内容并不都是专业得让人“望而却步”，商务英语的学习依然涉及到如何得体的introductions(介绍)、greetings(问候)等等基本的会话，在这些基础上，你才能进一步地学习有关marketing（市场）,sales(销售)等商务方面的知识。

所以把一些比较基本的社交英语以及简单的商务知识放在“入门”篇里学习，比如如何得体的进行“自我介绍”，如何“接听电话”，“收发传真”，“描述产品”以及基本的商务信函写作等等内容。

相信在“入门篇”里的学习使你可以应付外企环境中最基本的工作内容！现在我们就开始“入门”吧，说“入门”自然还要从学会得体的“自我介绍”开始，1. First Meetings 初次见面先预习一下本课中涉及的一些知识点吧：assistant 助理clerk 职员favorable impression 良好印象Personnel Manager 人事经理Managing Director（MD）总裁I'm new. 我是新来的。

to be working together. 我们将一起工作。

to look forward to doing sth. 盼望做某事初次见面用语：Nice to meet you. 很高兴见到你。

告别时用语：It was very nice to have met you. 能见到你我真高兴Hope to see you again. 希望能再次见到你。

第一天到公司上班，You must be nervous.你的心情一定挺紧张。

怎么才能给上级和同事留下 a favorable impression（良好印象）呢？西装革履的你看起来很cool，但你还是没有十分的把握。

新剑桥商务英语 Unit_6_Transportation

Pipelines transportation
• The most important characteristics of pipeline transportation include: • Designed for a specific purpose only, to carry one commodity from a location to another • Effective in transporting large quantities of products • Link isolated areas of production with major centers of refining and manufacture
Airways
railways
Bicycles Pedestrians
Roadways
Waterways
Pipelines
the modes of transportation
General Introduction of Transportation
• What is transportation?
• 在公路运输市场中，承运人可以使用现有的公路设施，无须先进行大量的资本投入。因此这个市场中竞争者很多，他们以有竞争力的价格提供相似的服务。
• 3. Rail offers the cost-effective transport of large quantities of cargos over long distances. It is especially good for cargos with high volume and low value, such as coal, timber and grain. • 4. It offer rapid, flexible delivery, but it is also perceived as expensive compared to the charges of land and ocean freight. Bulky cargo with low unit value can not afford to ship by air.

外教社国际商务礼仪简明教程PPT课件U06 France

Lead-in
Cultural Values
Reading
Comprehension Questions
Etiquette
Cultural Notes
Dilemma
Why does the author say “French cafés like Café Parisien are more than just a place for a stiff espresso”?
Why are iconic French cafés changing?
In cities, more coffee is being served in to-go cups, and an abundance of co-working spaces are popping up. In the countryside, small towns have to battle against economic stagnation and urbanization.
Why is Groupe SOS promoting its “1,000 Cafés” initiative?
Rural cafés are becoming a dying breed; Groupe SOS is hoping to reverse this trend. It will enable towns to find their footing and to have a decent social life.
What is your understanding of the statement that cafés are “the life of the neighborhood”?

《实用商务英语》Unit6

• Ⅲ. Oral practice.
• 1. Listen to Passage 1 again and talk about the following questions. • (1) What is an “enquiry”? • (2) What is an “offer”? • (3) What are modes of transportation? Talk about their advantages and disadvantages. • (4) What does this passage mainly talk about? • 2. Listen to Passage 2 again and discuss how to negotiate successfully.
• 国际仲裁
• 争议（dispute）是交易的一方认为另一方未能全部或部分履行合同规定争议（）的责任而引起的业务纠纷。的责任而引起的业务纠纷。 • 国际商务活动中，如果当事人发生争议，以仲裁的方式解决纠纷，是较为国际商务活动中，如果当事人发生争议，以仲裁的方式解决纠纷，普遍的一种选择。所谓仲裁（普遍的一种选择。所谓仲裁（arbitration）又称公断，是指双方当事人在）又称公断，争议发生前或争议发生后达成仲裁协议，争议发生前或争议发生后达成仲裁协议，自愿将争议交给仲裁机构做出裁并约定双方有义务执行该裁决的一种解决争议的方法。决，并约定双方有义务执行该裁决的一种解决争议的方法。 • 当事人对于仲裁裁决书，应依照其中所规定的时间自动履行，裁决书未规当事人对于仲裁裁决书，应依照其中所规定的时间自动履行，定期限的，应立即履行。定期限的，应立即履行。
• New Words • Phrases and Expressions • Proper Nouns

Module 6 英国剑桥商务英语初级

• • • • •
Let’s have some fun
• • • • • Little red riding hood Big wolf Grandma Mother Hunter
1
2
34Βιβλιοθήκη 5678
P60 Hotel Amenities设施
• • • • • Jacuzzi 按摩浴缸 Conference room 会议室 Conference equipment 会议设施 Laundry service 洗衣服务 multilingual concierge service 多语言礼宾服务
Module 6 Business Travel
P56 Exercise 2
journey 1. How long does the ___________ from here to Paris take? travel 2. Do you often __________ in your job? trip 3. Have a good ____________! 4. I’m coming back next week, so I need a return ________________ticket. 5. You can only take one piece of luggage _____________ on the airplane.
What is your experience?
• Often delay (to Beijing, Chengdu…) • Luggage was delayed (Air France, back to Birmingham) • Overbooking (Lufthansa back to HK, but they solved it and gave me compensation)

商务英语Unit 6 参考答案

Unit 6 TradePart I Business V ocabularyDirections: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence.1 They’ve _____B_______ us a very good price for the consignment.A offeredB quotedC presentedD supplied2 If you can’t _______A_________ the delivery date, let us know as soon as possible.A meetB makeC produceD decide3 We ______D________ in distributing high quality wines.A sellB bring outC handleD specialize4 We would appreciate it if we could be B your sole distributor.A pointed outB appointedC acted asD represented5 We have ____B__________ Julian Montero, the Argentine supplier of the wine we are importing.A contacted withB contactedC linked toD linked6 Please ________C________ a letter of credit to cover the shipment.A makeB produceC openD draw7 We look forward to receiving a copy of your letter to your ______D______ bank in Argentina as soon as possible.A correspondingB correspondedC respondingD correspondent8 Since we’ve not _____B________ you before, we’d like to be paid by banker’s draftA dealt inB dealt withC dealt atD dealt for9 It creates its own branded products but also makes guitars ________B_________ distributors’ specifications.A atB toC inD by10 The two companies have had some initial _____D___________ by fax and nowface-to-face meeting is required.A lettersB emailsC faxesD correspondence11 We do hope we can reach an agreement ________D_______ the terms quoted.A forB ofC atD on12 In reply, we are _____C_______ you for 500 cases of Chinese Black Tea atAuD80 per case CIF Sydney.A providingB supplyingC offeringD granting13 This offer is ______B_______ to your reply reaching us before the 20th of February.A subjectingB subjectC subjectedD to subject14 Payment is to be ____D_______ by irrevocable L/C at sight.A done D conducted C paid D made15 They are ____D_ great demand abroad and our stocks are running down quickly.A atB ofC forD in16 We are confident that once you have tried our blouses, you will place repeat orderswith us _____C______ large quantities.A atB forC inD by17 Please note that we do not allow any commission _____B______ our blouses.A forB onC aboutD at18 The above offer is made _____C________ engagement and is subject to our finalconfirmation.A withB noC withoutD having19 ______A______ we are appreciating the good quality of your black tea, we regretthat your price appears to be on the high side.A WhileB WhenC HoweverD Therefore20 However, please note that it is only because we hope to obtain your futuresubstantial orders _____D______ we accept your requirements.A whichB whereC whatD thatPart II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 国内生产总值Gross Domestic Product2 国民生产总值Gross National Product3 人均GDP GDP per capita4 自然资源natural resources5 新生产业infant industry6 自由港free port7 战略产业strategic industry8 交货期delivery date9 保险insurance10 本地商会local Chamber of Commerce11 总值total value12 不可撤销信用证irrevocable Letter of Credit13 往来行correspondent bank14 清洁提单clean Bill of Lading15 分批装运part shipment16 成本加保险费运费价CIF(cost, insurance and freight)17 长期关系long-term relationship18 利润幅度profit margin19银行转帐bank transfer20 船上交货价FOB(Free on Board)Part III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.It’s essential to comply with all regulations if you want the delivery to gothrough without problems.如果你想要交货没有问题那就必须遵守所有条款。

商务英语基础 Unit 6 At the Bank课件

world.
(
(
) 4. You can make a call to obtain traveler’s checks.
) 5. The cashier enters the amount in your passport.
精品
Business Reading
dealing with protected against pay for refund separated from cashier charge foreign currency
时把它和支票分开保管。)
3. I’m going to Germany, so I’d like US$ 50 worth of Euros.
4. What if my checks are stolen or lost?
5. If that happens unfortunately, please inform us as soon as you can.
Filling Game
1. England is _______________ separated from France by the Channel. 2. What is the best way of ____________ dealing with young criminals（罪犯）? cashier 3. The ____________ will usually ask to see your passport again too. 4. We’ll direct you to the nearest location where you can get a ___________ refund or new checks. 5. -- And do you need some ________________? foreign currency

商务英语课程课件Unit6

Think of two more tips for good presentations and explain why.
If you’re going to give a presentation, remember the Three Ps：
Before …
Practise giving your talk into a tape recorder
Remember A little nervousness is natural but thorough advance preparation and planning will
give you the best possible chance of making a confident and polished presentation.
2. Read the passage (6.3) and answer the following questions:
1) Why is it important to know what sort of audience a presentation is intended for? Understanding the makeup of your audience can help you give a presentation in an appropriate way as different audience may have different expectations or requirements.
3) What should a presentation generally consist? It generally consists of four basic parts, an opening, body, summary and closing.

新编剑桥商务英语unit_6

Which person…
1. has stopped working? ________
2. has started working? ________
3. doesn’t need to work? ________
4. has lost a job?
________
5. didn’t speak to their employer face to face? _____ ______
Let’s Talk
招聘安排面试自动语音信息还清抵押贷款惩戒程序被裁员
裁员呼叫中心提出辞职
LOGO
Reading: Employment news
Read the three news stories and match each extract A, B or C to a rson described below. In 1 and 5 there are two correct answers. Underline the words in the text which give you the answer.
Skills: language, dirving, communication, managing, selling, organizing, etc.
LOGO
Questions
If you are a boss, what are the main reasons to fire or lay off people?
S2: Someone had to go. We haven’t been getting the orders for a while
so it was clear that they’d be laying people off sooner or later. Anyway, I thought rather than wait I’d go now and take the money. It was a good deal and it gives me a few months to find another job.

商务英语基础教程06

f corporate culture
3. Storyteller and priests
Storytellers and priests are familiar with the past history of the organization and serve to spread corporate culture to new people by telling their “stories”.
Workshop
Presentation work
1. Select a company and tell people about its corporate culture. 2. Select a company and illustrate how it uses heroes, rites and rituals, and storytellers.
What is corporate culture?
Corporate culture is a specific value system (including the norms, beliefs, attitudes, and philosophies) known and shared by all personnel of an organization.
Chief elements of corporate culture
2. Rites and rituals
Rites and rituals help to communicate and reinforce desired behavior. Award-giving ceremonies and other festive occasions are an important form of “rites and rituals”.

商务英语Unit6Trade精品PPT课件

Starting up
• import and export trade 进出口贸易 • break into the market 打入市场 • make an investment 投资
Rich & poor
• place an order 下订单，订货 • delivery date 交货日期 • shipment 装运 • insurance cover 保险金额，保险范围
correct amount. If the buyer is unable to make payment on the
consignment.
Vocabulary D Find verb + noun partnerships in Exercise C. Which
Free trade
of them is normally done by the:
a) exporter? b) importer? c) both?
Vocabulary A Use the words in the box to complete the table. Free trade barriers dumping protectionism quotas open borders tariffs laisser-faire deregulation free port strategic industries liberalize subsidize infant industries restrictions customs
tariff barrier 关税壁垒 non-tariff barrier 非关税壁垒
Starting up
• free trade 自由贸易 • NAFTA (the North American Free Trade

国际商务英语课文电子版lesson (6)

Where there are no differences among countries in the basic capabilities at producing goods, other bases for trade among them may still exist. First, patterns of demand may differ among nations. For example, most consumers in one country may consider dog meat a delicacy(delicious food), while in another country the consumption of dog meat is abhorrent. In this case the second country may sell its dog meat to the first country. Trade will be based not on differences in theproduction capabilities of the two countries but on different consumption preferences.Second, trade may occur out of economies of scale,that is, the cost advantages of large-scale production. For example, Country A and Country B may have the same capability in producing cars and computers, but the cost for the production of both commodities will decrease if the goods are produced on a larger scale. Both countries might find it advantageous if eachwere to specialize completely in the production of one commodity and import the other.Third, trade takes place because of innovation or style.Even though Country A produces enough cars at reasonable costs to meet its own demand and even to export some, it may still import cars from other countries for innovation or variety of style.To summarize, the theory of international specialization seeks to answer the question which countrieswill produce what goods, with what trade patterns among them. Differences in production conditions, the element highlighted (stressed) by the theory of comparative advantage, provide the most important part of the answer. But a complete answer must also take into account other factors such as patterns of demand, economies of scale and innovation or style.In reality, however, complete specialization may never occur even when it is economicallyadvantageous. For strategic or domestic reasons, a country may continue to produce goods for which it does not have an advantage. The benefits of specialization may also be affected by transport cost. Goods and raw materials have to be transported around the world and the cost of the transport reduces the benefit of trade. The case will be more serious with transporting bulky or perishable goods. Protectionist measures which are often taken by governments are also barriers totrade, and typical examples are tariffs and quotas.Tariff barriers are the most common form of trade restriction. A tariff is a tax levied on a commodity when it crosses the boundary of a customs area which usually coincides with the area of a country.A customs area extending beyond national boundaries to include two or more independent nations is called a customs union. Import duties are tariffs levied on goods entering an (customs) area while export dutiesare taxes levied on goods leaving an (customs) area. The former type is more common than the latter as most nations want to expand exports and increase their foreign exchange earnings (income). Import duties may be either specific, or ad valorem, or a combination of the two –compound duties. The term drawback refers to duties paid on imported goods that are refunded if the goods are reexported. The term most-favored-nation (MFN) treatment refers to a tariff treatment.Under this treatment, a country is required to extend to all signatories (contracting parties) any tariff concessions(关税减让) granted (given) to any participating country. However, MFN treatment is not really special but is just normal trading status. It gives a country the lowest tariffs only within the tariff’s schedule, but it is still possible to have lower tariffs.Quotas or quantitative (quantity) restrictions are the most common form of non-tariff barriers. A quotalimits the imports or exports of a commodity during a given period of time. The limits may be in quantity or value terms, and quotas may be on a country basis or global, without reference to countries. They may be imposed unilaterally and can also be negotiated on a so-called voluntary basis. Obviously, exporting countries do not readily agree to limit their sales. Thus, the “voluntary” label generally means that the importing country has threatened to imposeeven worse restrictions if voluntary cooperation is not forthcoming.In addition to visible trade, which involves the import and export of goods, there is also invisible trade, which involves the exchange of services between countries.Transportation service across national boundaries is an important kind of invisible trade. International transportation involves different means of transport such as ocean ships, planes, trains, trucks andinland water vessels. However, the most important of them is maritime ships. When an exporter arranges shipment, he generally books space in the cargo compartment of a ship, or charter a whole vessel. Some countries such as Greece and Norway have large maritime fleets and earn a lot by way of this invisible trade.Insurance is another important kind of invisible trade. In the course of transportation, a cargo is vulnerable to many risks such ascollision, pilferage, fire, storm, explosion, and even war. Goods being transported in international trade must be insured against loss or damage. Large insurance companies provide service for international trade and earn fees for insuring other nation's foreign trade. Lloyd's of London is a leading exporter of this service.Tourism is yet another important form of invisible trade. Many countries may have beautiful scenery, wonderful attractions,places of historical interest, or merely a mild and sunny climate. These countries attract large numbers of tourists, who spend money for travelling, hotel accommodations, meals, taxis, and so on. Some countries depend heavily on tourism for their foreign exchange earnings, and many countries are making great efforts to develop their tourism.The fourth type of invisible trade meriting (deserving) attention is called immigrant remittance. Thisrefers to the money sent back to home countries by people working in a foreign land. Import and export of labour service may be undertaken by individuals, or organized by companies or even by states. And this is becoming an important kind of invisible trade for some countries.Invisible trade can be as important to some countries as visible trade is to others. In reality, the kinds of trade nations engage in are varied(various) and complex(complicated), often a mixture of visible and invisible trade.。

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(After World War II )
efore mpany er needs over the e Marketing Concept
arketin
Marketing
Marketing Mix
• Product • Price • Place • Promotion '§ ' ‹ § ‹ §›
Marketing
Marketing
•The process of planning and executing the conception, pricing, promotion, and distribution of goods, services and ideas to create exchanges that satisfy individual and organizational objectives.
Emphasis on improvements and differences in competitors’ products Weaker competitors lose interest and exit the
Sales promotion
Publicity
Marketing
The Marketing Mix Promotion • Personal Selling Determine what is to be sold; Plan a programme;
Prepare a sales call;
Record the interview.
Determine how much money to spend to ochieve the advertising objectives. Outline a media plon, indicating specific medio in which odvertisements will be run ond when they will be run to reoch the target morkets.
Marketing
The Marketing Mix Product
A product is a bundle of tangible and intangible attributes including packaging, colour, and brand, plus the services and even the reputation of the seller. Products also can be services or ideas. Consumer products Industrial products
Marketing
The Product Life-Cycle Growth stage
Growth stage is the stage of a product’s life cycle when sales rise rapidly and profits reach a peak and then start to decline.
making products readily available to customers.
Marketing
The Marketing Concept
•The philosophy that firms should analyze the needs of their customers and then make decisions to satisfy those needs, better than the competition.
•Which one is not desirable;
•How to modify in order to make it effective.
Marketing
• • • • • • • • • • • • • Make yourself heard. (Ericsson) Things go better with Coca-cola. Communication unlimited. (Motorola) Behind that healthy smile, there’s a Crest kid. (Crest toothpaste) We can’t forge ahead by sticking to existing roads. (Audi) Time is what you make of it. (Swatch) Fresh-up with Seven-up. (Seven-up) Anything is possible. (Li-Ning Co. Ltd.) Feast your eyes (Pond’s Cucumber Eye Treatment) Focus on life. (Olympus) We are the dot in. com. (Sun Micro-system) Live well, snack well. (Snack Wells)
Marketing
The Product Life-Cycle Growth stage
• What are the traits of this stage?
More competitors enter the market
Product pricing is aggressive
Brand loyalty becomes important Gaps in market coverage are filled
Loss Leader Pricing Penetration Pricing Price Skimming
Differential Pricing
Marketing
The Marketing Mix Place
Place refers to how you will sell your products to your customers.
Marketing
The Marketing Concept •The Production Concept •The Selling Concept •The Marketing Concept •Difference Between Selling and Marketing
arketin
The Production Concept
Marketing
The Marketing Mix Promotion • Advertising
Identify the torget oudience of the odvertisements.
State the objective to be occomplished (increose sales, build owareness, etc.).
Promotion expenditures moderate
Production efficiencies lower costs
Marketing
The Product Life-Cycle Maturity stage
Maturity stage is the stage of a produCt s life
The Product Life-Cycle
Introduction
Growth
dry sales
Industry profits
Time
Marketing
The Product Life-Cycle Introduction stage
Introduction stage is the initial stage of a product’s life cycle its first appearance in the marketplace when sales start at zero and profits are negative. •Why new products fail? Lack of resources, knowledge, and marketing skills to successfully launch the product High pricing to recoup (J\]\§) research and development costs
• Buyer Behaviour i' l\ #?_§§Jº¶»I»j§;?j
• Marketing Research ?j±1¶%t’ é J¾b§ • Market Segmentation iji t¶?¶ «f
Marketing
Lead-in activities
• Which one can most stimulate the customers’ desire to buy;
Marketing
The Marketing Mix Promotion • Short-term Promotional Activity Coupons Point-of-purchase displays
Premiums
Trade shows
Contests Samples
Marketing
rketing
arketin
The Selling Concept
(by the early 1930’s)
arketing pt
od rson
would produce the Iso recognized that and advertising were methods.
arketin
The Marketing Concept
Marketing
The Marketing Mix Price
Price is the value or worth of a product that attracts the buyer to exchange money or something of value for the product.