商务英语口语 1-2

商务英语情景会话PartOneBuildingUpBusinessRelationsKeySentences:1.WeareindebtedtoMr.Brownforyournameandaddress.承蒙布朗先生介绍，我们得知您的大名和地址。2.Wearenowwritingtoyoufortheestablishmentofbusinessrelationswithyou.我们特此致函与贵公司建立贸易关系。3.Weshallbepleasedtoenterintodirectbusinessrelationswithyou.我们很高兴与贵公司建立直接的贸易关系。4.WehaveheardfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforelectricfans.我们从中国国际贸易促进委员会获悉，你们有意购买电扇。5.WearegiventounderstandthatyouarepotentialbuyersofChineseporcelain,whichcomeswithintheframeofourbusinessactivities.据了解，你们是中国瓷器的潜在买家，而该商品正属于我们的业务经营范围。6.WehaveseenyouradvertisementintheITJournalandshouldbegladifyouwouldsendusbyreturnsamplesandpricecatalogofdesktopsavailablefromstock.从《IT月刊》上看到贵公司广告，恳请寄来备有存货的台式机样品及价目表。7.Wehavethepleasuretointroduceourselvestoyouwithaviewtobuildingupbusinessrelationswithyourfirm.•我公司自荐与贵公司建立业务关系。8.We’veheardyou’reinthemarketforelectricappliances.我们听说你们有意购买电器用品。9.Yourdesiretoestablishbusinessrelationswithuscoincideswithours.你们与我方建立商务关系的意愿与我们的相吻合。10.Inthislineformorethan30years,weareamainimporteroflightindustrialproducts.我们主要经营轻工业产品的进口业务，至今已有30多年了。11.Wespecializeincashmeresweaters.我们专营羊绒衫。12.Wethinkitwillsellwellintheworldmarket.我们认为它会在国际市场上畅销。13.Wehopetohaveabusinesstalkwithyou.我们希望能与你们进行业务会谈。14.ThiskindofcannedfruitistothetasteofAmericanmarket.这种水果罐头在美洲市场很受欢迎。15.We’llsendyouourlatestcatalogueforyourbetterunderstandingofournewproducts.•为了便于您对我们的产品有更进一步的了解，我们将寄上最新的产品目录。16.Wearealwaysimprovingourdesignandpatternstoconformtotheworldmarket.•我们一直在提高我们产品的设计水平，以满足世界市场的要求。17.China’ssuccessfulaccessiontotheWTOwillbringmoreinternationalclientsandbusinessrelations.•入世的成功将会给中国带来更多的国际客户，建立更多的国际商务关系。Unit2:ProductPresentation1.PresentingNewProducts2.RecommendingProducts3.ComparingProductsOutlineoftheProductPresentation1)Introduction-Thisisnormallyjustatitleslidewherethespeakerintroducesthemselves,andthepointoftheproductpresentation.Thisiswhereyouwanttohookyouraudienceandtellthemwhatisinitforthem.Ifyouarenotgoingtobegivingthepresentationyoumaywanttohaveanoteslidewiththepointonit.(1-2slides)2)Agenda-Anagendaisoptional,butprovidesyouwithanyouropportunitytotellyouraudiencewhatyouaregoingtocoverinyourpresentation.Itavoidspeopleaskingquestionsearlyinthepresentationaboutmaterialyouwillbecoveringlater.（1slide）3)CompanyInformation-Thisisawaytoestablishcredibilityandtomaketheaudiencefeelcomfortablewithyourcompany.Waystodothisincludecustomerlists,high-profileexecutivesoradvisors,informationonfunding(ifaprivatecompany),awardsandmajormilestones.Don'tspendtoomuchtimeonthis,youdon'twantyouraudiencefallingasleep.4)Positioning-Successfulproductshaveauniquetechnologyorpositioningthatsetsthemapartfromotherproductsonthemarket.Youwanttointroducethisaspectofyourproductupfronttoletyouraudienceknowhowyourproductisdifferentandwhytheyshouldlistentotherestofyourpresentation.Usethisasanattentiongetter.Thisshouldbedoneintermsoftheproblemthattheyhaveandthatyouaresolvingwithyourproduct.Besuretopresentthisintermsofyouraudienceandtheirpain.（1-5slides）5)Productdescription-Clearlydescribeyourproductintermsthatyouraudiencewillunderstand.Itmaybehelpfultohaveachartwiththeproductcomponents.Youwanttogivetheaudienceaframeofreferenceforthefeaturesandbenefitsthattheyaregoingtosee.Youalsowantthemtoknowhowyourproductfitsintotheirexistingenvironment.Showhowtheproductinterfaces(匹配)withotherproductsorsystemstheymaybeusing.（1-2slides）6)Clearlyarticulatedbenefitsastheyrelatetoyourtargetaudience-Youcanuseafeaturesandbenefitslistorjustwalkthroughthefeaturesandbenefits.Whateveryoudo,donotforgetthebenefits!Theymaybeobvioustoyoubecauseyouliveandbreaththeproduct,butyouraudienceshouldhavethemclearlycalledoutandtheymustrelatetotheirneeds.（1-5slides）7)Examples/successes-Atthispointinthepresentationyouraudienceshouldbefamiliarwithyourproductandwhyitisdifferentandbetter.Inordertodrivethispointhomeuseexamplesofhowyourproductisbeingusedandhowcustomershavebenefitedfromtheproduct.（1-3slides）8)Closingargument-Thisisyouropportunityfora‘calltoaction’.Youwantsummarizeyourproductpresentation,re’iterate（重申）thepointofthepresentation,andaskyouraudiencetodosomething,ifthatisthepointofyourpresentation.OtherImportantPoints（1）•UseExamples•Simplify•Easy-to-ReadFonts（字体）•StyleUseapresentationtemplate（模板）andthenusethecolorsfromthetemplate(oronesinthesamefamily)forallchartsandgraphs.Usealignment（直线）carefully.Ifyourtemplateisleftorrightaligned,usethatalignmentthroughoutthepresentation.Removeharshlines.Powerpointalwaysputsadarklinearoundanyboxthatyoudraw.Theselinesmakethedrawingslookcrudeandharsh.Byremovingthelinesyoureyefocusesmoreonthecontentoftheboxratherthantheboxesthemselves.Additionallinesandarrowsdon'thavetobedarkeither,trymakingthemthickerandlightersothattheydon'tdrawattentionawayfromthepointoftheslide.OtherImportantPoints（2）•ProvideSpeaker'sNotes•ProvideHandouts•UseThemesforGroupPresentations•MarkConfidential•Ifthepresentationisconfidential,don'tforgettomarkitconfidential.Slidesoftengetcopiedatcustomersitesandcaneasilyendupinyourcompetitors'hands.Otherhelpful