世纪商务英语谈判口语电子【参考】.docVIP

Unit 1 Establishing Business Relations and Business Inquiries 第一章 建立业务关系与询盘、报盘 Part I Teaching Suggestions and Tips for Leading-in Questions （教学建议） Suggested hours for this unit is 4-6 periods. Leading-in Questions: If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must first of all find out whom he is going to deal with. Usually, he can secure all the necessary information about a new customer from many sources. Having obtained the desired names and address of the firms from a certain source, he may start contacting the prospective customers and establishing business relations with them by self-introducing, telling the prospective customers how their names and address are known, indicating your desire to enter into business relations, making general inquiries, etc.. While all these might be done by writing, oral communications are still necessary in most cases when customers are met at fairs or exhibitions, are reached by telephones, and are paying visits to our companies. This part serves as the lead-in to the unit. Hopefully the 6 questions in this part would offer the students some basic knowledge related to this unit and arouse the students’ interest of establishing business relations with prospective customers. When discussing these questions, let the students know that they are talking about the first step of doing business. In general, the Leading-in Questions part can be organized as warming-up activities in different forms, such as discussions, debates etc.. The objective is to arouse the students’ interest in the unit topic and prepare them for the contents of this unit. The following are the tips for Leading-in Questions. Q1: Why is it important to establish business relations with prospective customers? It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the