Chapter 7 Business Visit

Chapter 7 Business Visit Chapter 7 Business Visit ​ what do you think are the important aspects to show the visiting clients? ​ How to make clients feel satisfactory at the visit so as to induce them to place more orders? Unit Vocabulary 由于问题的新奇，他变得颇有兴趣。 He become interested because of the novelty of the problem. Novelty 新奇的东西; 新事物新颖小巧而廉价的物品; 新产品 Its novelty rapidly wore off.  它的新鲜劲儿很快就消失了。 Batch 一批，一次，一炉 一炉一炉地; 分批地; 成批地 In batches 同样货色, 一丘之貉 Of the same batch 仿古陶瓷 Imitation antique porcelain Bearing 轴承 有缺陷的 Defective 有毛病的车子全部收回了。 Defective cars were all recalled. 他缺乏幽默。 He is defective in humor. Occurrence 出现,有; 存在; daily occurrences 日常发生的事 Workshop 车间 预付定金Down payment At full capacity 满负载， 以全部力量，满功率 Balance payment 余款 整箱 FCL Full Container Load 拼箱 LCL Less than Container Load helmet 安全帽 Vital 重要的 capacity 生产量，生产力 收缩，缩水 Shrinkage 产量，出产 Output literature 商品说明书之类的印刷宣传品 零件，配件 Accessory assembly line 装配线 ,流水作业线 Useful Expressions Shift 轮班，转变 良好的开端是成功的一半 Well begun is half done. 高峰期 Peak season 低峰期 Off-peak season Under 的用法 示正在…..中，表过程 Eg：The trade showroom of the factory is under construction. While 的用法 当…的时候 While I am making a business appointment, my secretary gets ready for taking notes. 虽然 虽然你说的有道理，但我还是不同意。 While you have a point there, I can’t agree with you . Chapter 8 Innovative and Power Brand Strategy ​ What is brand? A brand could be a name, sign, symbol, design, or a combination of these, intended to identify the goods or services of a company or a group of companies. ​ What is power brand? Do you know any power brands? Brand power refers to the relative strength of a company’s brand in the minds of consumers, and can influence consumer choice of products. ​ Do you prefer to buy things with good brands and why? Brands are powerful to the extent that they confer high brand loyalty and strong brand associations, name recognition, perceived quality, and other assets such as patents and trademarks to a company ​ Have you ever advertised personally or for your business? ​ Which powerful advertising campaigns do you know about? ​ What are the factors to consider when building a power brand ? 1. Market demand 2. Production capacity and research ability 3. Quality guarantee 4. 'Multi-selling channels 5. Excellent working staff 6. Money backups 7. Advertisements Unit Vocabulary Innovative strategy 创新战略 ISO 国际化机构 International Organization for Standardization 　　 Compromise n, vi, vt 妥协 采用某人的教学方法 adopt sb.'s methods of teaching Adopt 采用; 正式通过； 选定 (道路、职业等); 采取； 沿用, 借用(别国语言等)；收养 采纳意见 adopt an idea 通过一项宪法修正案 adopt a constitutional amendment Entitle vt. 给...权利, 取名为, 给予名称, 叫做 直接同女王讲话时，我们该怎样称呼她呢？ How does one entitle the queen when speaking directly to her ？ 凭此券你可以得到两张参观博物馆的免费入场券。 The token entitled you to two free admissions to the museum. Be entitled to 有权 The seller is entitled to the payment by presenting documents. 卖方有权在递交单证后得到支付。 tough a tough story 难以置信的故事 a tough job 棘手的工作 a tough customer 难伺候的客人 have a tough time of it 日子不好过 Appendix 附件，附录 专利权 Patent 授权书 Authorized letter valid adj. 有充分根据的; 证据确凿的 【律】有效的; 有约束力的; 生病是不去上课的正当理由。 Illness is a valid excuse for being absent from class. Be valid We also want to see that your patent and trademark are still valid. Fancy Mr. Smith paid a fancy price for a computer. 史密斯先生以过高的价格买下一部电脑。 Adj. 超过的，不合理的 have a fancy for chess [traveling] 热衷于下棋[旅行] 嗜好; 爱好; 迷恋(for); fancy handwriting; fancy clothes.  花式字体；奇装异服。 Useful Expressions Last but not least （插入语，位于句首）最后但并非不重要的(一点) 最后，很重要的一点, …last but not least, I want to thank my wife for the help she gave me all that time. 解决的办法 way out 请找出路 Please find a way out. have no way out but stay idle 好事多磨 The road to happiness is always strewn with setbacks. Strew vt. 播，撒 eg: 出口单证撒满了一地板。 The export documents were strewn all over the floor. setback n. 挫折 Unit 9 Packing, Marking and Shipment ​ Is packing important? ​ Which is more important, packing or quality? ​ What aspects should we consider when packing or wrapping? Packing Packing can be divided into two types. Outer Packing --for the convenience of protecting and transporting goods. Inner Packing --also called small packing, is designed for the promotion of sales. Marking 标识 Shipping mark 运输标志— name/initials of the consignee(收货人） or shipper（发运人）, destination and packaging number（件数）, etc. Indicative and warning mark 指示性和警告性标志. Do Not Drop This Side Up Keep Dry Handle with Care, etc. · Other marks to indicate dimensions(尺寸) and weight（重量）. Useful Expressions 包装完好无损（破损）。 The packings are in good (bad) order. 机器包装必须防湿、防潮、防锈、防震。 The machines must be well protected against dampness, moisture, rust and shock. 每个丸药装入小盒后用蜡密封好. Each pill is put into a small box sealed with wax. 金笔装在一个锦缎小盒里，再用一条漂亮的绸带系在外面。 The fountain pen is placed in a satin-covered small box, lined with beautiful silk ribbon. 凭卖方样品买卖 Quality as per seller’s sample 每100打装一箱，刷上唛头TM，从第一号开始往上循序编号。 Every 100 dozen should be packed in a wooden case marked TM and numbered from No. 1 upward. 请勿倒挂 Use No Hooks 勿倾倒 Not to be tripped 爆炸品 Explosive 易燃品 Inflammable 用滚子搬运 use rollers 放入有泡沫塑料软垫的纸盒中，每盒10辆，50盒装一油纸衬里的木箱。 and packed in cardboard boxes padded with foam plastic, ten toy cars each, 50 boxes to a wooden case lined with oil-cloth. ​ Sack: A large bag, usually of strong cloth or leather, used for storing or moving flour, coal, vegetables, etc. 袋 ​ Carton: Made of light but strong cardboard, or fiberboard with double lids盖子 and bottoms, fixed by glue, adhesive tapes, metal bands or wire staples. 纸板箱 ​ Crate: A slatted wooden box or large basket or hamper of wickerwork, used for for packing, shopping, or storing fruit, furniture, glassware, etc.柳条筐; 板条箱 ​ Drum: A cylindrical box, esp. a large, metal one for storing or transporting liquids. Certain dry chemicals (non-inflammable) or powders are sometimes packed in wood or cardboard drums. 圆桶,鼓桶 ​ barrel: A cylindrical wooden container with slightly bulging sides made of staves棍棒hooped箍 together, and with flat, parallel ends.. (中间比两端粗的)大桶，琵琶桶 ​ PlywoodPlaɪwʊd : A material made of several thin sheets of wood stuck together to form a strong board. 胶合板. Unit Vocabulary 扬声器，喇叭 Loudspeaker poly-bag 塑料包装袋 一年一度的巴黎之行 an annual trip to Paris. annual 每年的 年轮 annual ring spread out 分布，展开 摊开地图 spread out a map 牛皮纸 Kraft paper 再循环 N,vt. Recycle 把铝盒再加工后重新使用 recycle aluminum cans 把旧仓库改建成公寓 recycling old warehouses as flats. 使那房间保持恒温 keep the room at a uniform temperature 相同重量的东西 things of uniform weight uniform adj. 统一的, 相同的, 一致的, 始终如一的, 均衡的 n.制服 a tight wire 拉得很紧的线 系得很紧的结; a tight knot 推理严密的论证 a tight argument Parameter n.参数：在相同一般类型的等式中取值变化的等式中的常数或常量 技术参数 technical parameter 进出口检验检疫局 entry-exit inspection and Quarantine Bureau re-inspection 复检 现场检验 field inspection 固定资产总清查 general inspection of fixed assets 抽样检查 sampling inspection 随机抽查 random inspection 定期检查 regular inspection Chapter 13 Business Negotiation Defining negotiation ​ Negotiation is getting what you want from the other person. ​ We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle. ​ Whenever you attempt to reconcile differences, resolve disputes, manage conflicts, influence others, establish or improve relationships, you are negotiating Before the negotiation you should (know): ​ 1. Know what you want. ​ 2. Know what concessions you’re willing to make. ​ 3. Know your alternatives. ​ 4. Know your counterpart and the subject matter. ​ 5. Rehearse… practice what you will say The Art of Negotiation ​ There are no rules ​ Everything is negotiable ​ Be creative ​ Learn to say “NO” yourself ​ Think carefully, think creatively, and think ahead ​ Mind the cultural differences ​ Win is not an outcome. It is a feeling. ​ It’s a game, play it with a smile Ten Negotiation Techniques: 1.​ Prepare, prepare, prepare. Enter a negotiation without proper preparation and you've already lost. Start with yourself. 2.​ Pay attention to timing. You must know what to ask for. But be sensitive to when you ask for it. There are times to press ahead, and times to wait. 3.​ Leave behind your ego. The talent of the best negotiators is to make the other side feel like the final agreement was all their idea. 4.​ Ramp up your listening skills. The best negotiators are often quiet listeners. Encourage the other side to talk first., it's generally better to sit tight and let the other side go first. 5.​ If you don't ask, you don't get. As part of your preparation, define your highest justifiable price. As long as you can argue convincingly, don't be afraid to aim high. 6.​ Anticipate compromise. 7.​ Offer and expect commitment. 8.​ Don't absorb their problems. 9.​ Stick to your principles. 10.​ Close with confirmation. Are you a Motivated Negotiator? 1.​ Enthusiasm 2.​ Confidence 3.​ Social Skills 4.​ Enjoy people 5.​ Teamwork 6.​ Self-control 7.​ Creativity 8.​ Always looking for ways to complete the deal Unit Vocabulary 乌克兰 Ukraine Exempt 免除，豁免 Premium 保险费 Border line 边界 销售量 The volume of sales Consignee 收货人 印花税 stamp duty 订单 Indent 惯例 the general practice 黄金外汇储备 gold and foreign exchange reserve 最惠国待遇  most-favored nation treatment-MFNT 出口津贴 export subsidy 商品倾销 Dumping 贸易顺差 favorable balance of trade 不受约束 without engagement 来料加工 processing on giving materials 品质检验证书 inspection certificate of quality 商品检验局 commodity inspection bureau (*.C.I.B) 招标 invitation of tender 投标 submission of tender Chapter 18 Interview ​ First part: Preparations before the interview: Dressing —of vital importance Questions — Preparing answers is essential for any job interview. ​ Second part: Process First Part Dressing Do you think dressing well is important and why ​ The first impression you make is the most vital and it's made within seconds, so make those seconds count. ​ you can be confident and comfortable on the interview. How to dress ​ Research your Job ​ Dress conservatively You can't go wrong wearing a classic suit in a neutral color such as grey or a dark navy blue. Dressing for interviews Women: 1.​ Conservative suit 2.​ Shoes with conservative heels 3.​ Conservative socks near skin color 4.​ Carry a briefcase, not a purse 5.​ You’d better wear no nail polish 6.​ Minimal use of makeup (light, should not be too noticeable) 7.​ No more than one ring on each hand 8.​ Keep your jewelry to a minimum, especially stay away from dangling or noisy Jewelry. Do not overdo the fragrance Useful Tips: 1.​ Try them on a couple weeks in advance 2.​ Clean 3.​ can sit down in it without it wrinkling 4.​ can move in it comfortably. 5.​ Have all the appropriate accessories-- 6.​ Have a good briefcase, be organized, good shoes that are polished, a watch, etc. ​ Men: 1.​ Conservative suit 2.​ Necktie should be silk with a conservative pattern. 3.​ Short hair 4.​ Dark shoes 5.​ Dark socks 6.​ No beards 7.​ No rings other than wedding ring 8.​ No earrings Unit Vocabulary 人事部 Personnel Section 精通的 Proficient 专业 Specialization Ambitious 有雄心壮志的 Self-motivated 自我激励 Mentor 导师 适应性 Adaptability Compensate 补偿 夜班，日班 Night shift day shift 资格 Qualification 勤奋 Diligence 户口 registered permanent residence. 居住证 residence permit 她被给予一张为期一年的居住证。 She is granted a residence permit for one year.  试用期，试用, 见习 probation I worked as an intern in that firm last summer.  去年夏天我在那家商行实习。 attendance book 签到本 差旅费 traveling allowance (for official trip) 外快 windfall 年终奖 year-end bonus 打卡 punch the clock 无薪假 unpaid leave 税前薪水 before-tax salary income tax 所得税 after-tax salary 税后净薪 养老保险 endowment insurance 医疗保险 medical insurance 失业保险 unemployment insurance 住房公积金 housing fund What specific goals have you established for your life? How has your college experience prepared you for a business career? At what point did you choose this career? How do you evaluate success? What's more important-- the work itself or how much you're paid ? And what’s your ideal salary? What do you consider to be your greatest strengths and weaknesses? How would a good friend describe you? Why should I hire you? What's the most recent book you've read? How do you work under pressure? Are you willing to travel for the job? What do you know about our competitors? Have you ever made any mistakes? What have you learned From them? Unexpected questions ​ Are you more of a follower or a leader? ​ Would you describe yourself as goal-driven? ​  Why did you leave your last job? ​ How to answer these tough questions? ​ Answer it naturally and say what you think. ​ Keep your answers short and positive with a happy ending. What you should do before or during the interview? 1.​ Look at your resume for why you should be hired and what skills you have. 2.​ Say what about you in your experience and knowledge that will most impress the interviewer. 3.​ Just don't hung up trying to remember your answers word-for-word during the interview. Useful expressions ​ 我学经济，主修国际贸易。 ​ I studied Economics, with an emphasis on International Trade. ​ 我觉得我英语学的很好 ​ I think I have a good command of English. ​ 我英语口语和书面能力都很强 ​ I’m proficient in both written and spoken English. ​ 我在学校里学的专业和你们公司所处的领域是对口的。 ​ My specialization at the university is just in line with the areas your company deals with. ​ In line with 和…一致的 ​ 你性格是外向型还是内向型的？ ​ Would you describe yourself as outgoing or more reserved? ​ 外向的 Extraverted 内向的 Introverted ​ 我会珍惜每一个和前辈工作的机会，而且我相信在贵公司工作会给我提供更多的机会学以致用。 ​ I would embrace any opportunity to work with a mentor and I think working in this company would provide e with more opportunities to use my knowledge. ​ 如果你被录用，我们会在下周初通知你的。 ​ We’ll notify you of our decision by early next week if you are wanted. ​ Notify sb. of sth. 通知某人某事 ​ 系统有任何变化你都会接到通知 ​ You will be notified of any changes in the system. Chapter 19 Complaints What is a complaint? “an expression of dissatisfaction by a customer whether justified or not” Handling complaints 1.​ Listen 2.​ Repeat 3.​ Apologise 4.​ Acknowledge 5.​ Explain action 6.​ Thank 7.​ Follow up 8.​ Remain calm 9.​ Focus on problem not person 10.​ Turn unhappy person into a happy customer A happy guest... 1.​ Returns the next time. 2.​ Recommends the place to his friends. 3.​ Avails other services of your enterprise. 4.​ Appreciates the staff and respects them 5.​ And thus, the profits are increased Why do guests complain? 1.​ Bad or unsatisfactory service 2.​ Delayed service 3.​ Issues not being handled seriously 4.​ Rude and disinterested Staff 5.​ Not getting the services as promised 6.​ Anything extra you can think of? Impacts of Guest Complaints 1.​ Losing the customer 2.​ Losing the opportunity to serve the customer better 3.​ Bad name for organization 4.​ One unhappy customer stops 35 people approximately from his friends and acquaintance from using the service. Why do we seek for customers’ complaints? A research indicates that for every complaint expressed there are over 25 unregistered ones. Many dissatisfied customers just quietly take their business elsewhere. Therefore, organizations work hard at providing their customers with opportunities to complain. Eight Steps to complaint resolution 1.​ Provide customers with the opportunity to complain. 2.​ Give customers your full and undivided attention. 3.​ Listen completely. 4.​ Ask the key question: "what else?" 5.​ Agree that a problem exists; never disagree or argue. 6.​ Apologize. 7.​ Resolve the complaint. (Ask again: "what else?") 8.​ Thank the customer for bringing the complaint to your attention. Unit Vocabulary 垃圾邮件 Spam ,junk mail 欺骗 Fraud 网上商铺 Cyber store 矫正 Rectify 校正历书 rectify the calendar rectify errors 改正错误 由某人做主,由某人处置 At one’s disposal 欲速则不达 Haste makes waste 投诉受理中心 Complaints Center 积欠帐款 Run up a bill 她积欠了很多电话费 She ran up an enormous phone bill. 也许是着批货漏检了 Maybe this batch of product slipped through the normal e Useful expressions 我逛了易趣网。 I browsed eBay. 我们通过报纸得知贵公司 I was browsing through a newspaper when I spotted your name. 运费甚至不抵货款。 The freight charge cannot even be covered by the cost of the articles. 度假期间谁接替你的工作？ Who’s going to cover for you when you’re on holiday? 整个事情都没巧妙的隐瞒起来，始终没有在报纸上爆光。 The whole thing was very well covered up and never reached the newspapers.