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1、商务英语谈判和会话,Business Negotiation&Dialogues,课程目标,通过本课程的学习，能运用商务知识和基本谈判技巧，担任商务活动中的谈判工作。,能力目标：,能够为商务谈判做前期准备，如商务调查、安排会晤、接待客户并能在交易会等场景介绍公司、产品等。能够就具体交易进行谈判，如价格、数量、包装、支付、保险、运输及合同一般条款。能就交易履行中出现的问题进行谈判，如索赔或理赔。,知识目标：,掌握商务英语谈判技巧。掌握相关的术语、词汇和套语。了解中英文化差异。了解并掌握相关礼仪。了解中国主要商务机构、世界主要银行及世界主要运输公司名称。,其它目标：,沟通与团队协作能力。自主学习能
2、力。创新能力。处理实际事务能力。诚实守信理念。自我管理的能力。,课程内容设计,考核方案期末考试占50%；平时成绩占50%。,Unit 1 Attending Trade Fairs,Objectives:Be familiar with the related expressions and patterns in attending trade fairs.Know how to introduce a company at a trade fair.Know how to introduce products or services at a trade fair.Know how to
3、set up business ralationship.,Questions for dialogues on P61&P66,1.What is a trade fair?2.When did Chinese Import and Export Fair(Canton Fair)come into existence?19573.How many times is Guangzhou Fair held each year and when is the forthcoming Canton Fair to be held?Oct.15,20114.What role does the G
4、uangzhou Fair play in Chinese economy?,The 109th Fair in 2011,第一期:2011年10月15日19日，展出大型机械及设备,小型机械,自行车,摩托车,汽车配件,化工产品,五金,工具,车辆（户外）,工程机械（户外）,家用电器,电子消费品,电子电气产品,计算机及通讯产品,照明产品,建筑及装饰材料,卫浴设备,进口展区等展区。10月20日-22日为换展期。第二期:2011年10月23日27日，展出餐厨用具,日用陶瓷,工艺陶瓷,家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品（户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,
5、玩具,礼品及赠品,节日用品等展区。4月28日-4月30日为换展期。第三期:2011年10月31日11月4日，展出男女装,童装,内衣,运动服及休闲服,裘革皮羽及制品,服装饰物与配件,家用纺织品,纺织原料面料,地毯及挂毯,食品,土特产品,医药及保健品,医疗器械、耗材、敷料,体育及旅游休闲用品,办公文具,鞋,箱包等展区。,Introducing Companies,在广交会上，美国商人史密斯先生与一位中国的销售代表王先生在展位前相遇:王先生:早上好!先生,欢迎光临我们的展位,请坐.史密斯:谢谢!王先生:这是我的名片史密斯:谢谢,这是我的.王先生:哦!史密斯先生!您来自美国!您以前知道我们公司吗?史密
6、斯:对不起!不知道.您能告诉我一些你们公司的情况吗,王先生:好的.我们公司从事纺织品生产多年!目前在中国有 5个零售店.我们公司在纺织行业享有盛誉!而且我公司产品的销售占国内市场15%的份额Yes,our company has produced textiles for many years,and now we have five retail outlets nationwide.We enjoy a good reputation in the textile industry,and now our company has commanded 15%of domestic marke
7、t.,Conform toComply withAccord toIn conformity withIn compliance with In accordance with,史密斯：我希望我们今后能合作成功。Work together王先生：我也希望如此。史密斯：能给我介绍一些你们的新产品吗？May I know something about your products?王先生：好的!这是我们最新的目录!您可以在上面找到我们的新产品。You can find our new products here.,史密斯:噢!这么多的新产品.我想我曾经在我们的市场上见到过你们的一些产品.Oh,th
8、ere are so many new products.I would say some of them could be found on the market in my country.王先生:是.由于质量上乘!价格合理!这些产品在多数西方国家受到了热情欢迎!并且销售很好.因此!您可以放心!它们同样会满足你们市场的品味.Yes.Owing to their superior quality and reasonable price,they are warmly received in most western countries.Therefore,you can rest assu
9、red they would suit the taste of your market as well.,史密斯:听起来不错.王先生:史密斯先生!您慢慢看!也欢迎您随时去我们厂里看一看.Please take your time and look around.You are welcome to visit our factory any time.史密斯:当然!我计划在交易会结束后到一些厂里去看看.王先生:很好.我们期待着再次见到您.,INTRODUCTION TO PRODUCTS,A:Hello,Mr.Yang.B:Hello,Mr.Hall.Glad to meet you aga
10、in.A:Im very interested in your products,and would like to know more about them.B:Good.Our leather bags have enjoyed a high reputation in the European market because of their fashionable styles,fine workmanship and quality material.We use advanced equipment imported from Italy.Besides,we keep a clos
11、e eye on the style changes in the international market.Mr.Hall,what in particular are you interested in?,A:Well,I find Article No.338 rather impressive.B:Its our latest design.Its most distinguishing feature is its chic别致的 style.It sells very well.Feedbacks from different markets show that this mode
12、l is appealing to even the most selective buyers.,A:Mr.Yang,compared with the various well-known brands from Italy and France,what gives your bags a competitive edge竞争优势,in your opinion?B:I would say prices.Our bags have the same high quality,but they are much more price-competitive,thanks to the lo
13、w labor and raw material costs.,A:Thats true.But in terms of personal items such as leather bags,brands names still matter a lot,and Italian and French products are still enjoying high customer loyalty.How can you make them buy yours?B:I think customers can make their own judgment,despite their incl
14、ination喜好 to Italian and French brands.I believe once we have managed our way into these markets,these customers will be convinced.,Related Expressions,Sentence drills for introducing companies or factories,1.介绍公司规模我们是中国第二大造纸厂Were the second largest paper manufacturer in China.2.工厂概貌这座工厂是7年前建造的This
15、plant was built seven years ago.,3.突出工厂优势我们不仅提高产品生产率，而且也在提高产品质量We have not only increased the rate of production of our products but also upgraded their quality.4.涉及公司机密很抱歉，但我没有权利在这个阶段透露信息Im sorry,but Im not authorized to give out that information at this stage.,5.公司经营产品我们以生产高新电子产品为主We are specializ
16、ed in producing hi-tech electronic products.6.员工人数目前我们这个工厂拥有员工1000余名At present we have more than 1,000 workers in this plant.,7.工厂面积我们工厂面积300000平方米Our factory covers an area of 300,000 square meters.8.建厂年限我们很快就要庆祝建厂10周年了We will soon be celebrating our 10th anniversary.,Task today,Work in pairs and c
17、ompose a dialogue introducing Zhejiang Grace Imp./Exp.Company Limited.,浙江格蕾丝进出口有限公司坐落于浙江省杭州市河山经济开发区留和路66号。本公司主要生产并出口各类公司以经营男女各式梭织和针织系列服装为主，同时经营纺织面料等进出口业务。本公司依托在国内外服装市场上的优良信誉，构建外贸人才高地，塑造贸易服务形象，务求全面快速的发展。年出口创汇2亿多美元，公司下设四个进出口部门，对外贸易的网络扩展到5大洲30多个国家和地区公司以经营男女各式梭织和针织系列服装为主，同时经营纺织面料等进出口业务。公司还拥有强大的货源生产基地，省内
18、外几十家企业为本公司提供优质产品。承办来料加工、补偿贸易及代理出口业务。,Zhejiang Grace Imp./Exp.Co.,Ltd.,We are Zhejiang Grace Imp./Exp.Co.,Ltd which is located at No.66 Liuhe Road，Heshan Economic Zone，Hangzhou，Zhejiang province.We specialize in exporting and manufacturing various woven and knitwear garments of cotton,silk,linen,synt
19、hetic and blended fabrics.Depending on the well-established reputation both at home and abroad,we are building our talents team,setting up our service image,and pursuing fast development.Our annual turnover amounts to USD200 million.Working under the company are four import and export departments respectively with more than 30 countries and regions from five continents.Our company has a large flow of supplies of raw materials.Hundreds of enterprises offer excellent goods to us.We also engage in processing supplied materials and samples,compensation trade and agency.五金,
