商务英语4-Unit-3.building-relationshipPPT优秀课件

Unit3BuildingrelationshipWarmerrelationshipfamily,colleagues,boss,friends,clubstheindividualbelongsto,Business-to-businessrelationshipPartner:supplier,distributorE-marketplaceontheinternetlWarmerRelationshipnetworksStakeholdertheoryholdsthatsocietyismadeupofawebofrelationships,andthateachmemberofthisarrangementhaditsstakeofinterestsandofresponsibilities.Inacompany,theinterestedpartiesareits:Owners(shareholders)managersemployeessuppliersdistributorscustomersWarmerHowcompanieskeepcustomersItisveryimportanttofindoutwhatthecustomerthinksoftheserviceorproductthatthecompanyoffer.Youcanfindoutwhatcustomersthinkthrough:facetofaceinterviewsoronthetelephone,orwrittenquestionnairesknoweachotherwelltalktoeachotherregularlyvisitthemfrequentlysmallgiftonspecialoccasions(birthday,woman'sday)Understandquotation"Arelationshipislikeashark,youknow.Ithastoconstantlymoveforwardoritdies."--WoodyAllen,Americanfilm-makersandactorShark:鲨鱼密度比水稍大，也就是说，如果它们不积极游动，就会沉到海底。它们游得很快，在水中，大白鲨可以以43千米的时速穿梭，但它们只能在短时间内保持高速。WarmerWoodyAllen(bornAllanStewartKonigsberg;December1,1935)isanAmericanscreenwriter,director,actor,comedian,jazzmusician,authorandplaywright.Allen’sdistinctivefilms,whichrunthegamutfromdramastoscrewballsexcomedies,havemadehimanotableAmericandirector.Heisalsodistinguishedbyhisrapidrateofproductionandhisverylargebodyofwork.[1]Allenwritesanddirectshismoviesandhasalsoactedinthemajorityofthem.Forinspiration,Allendrawsheavilyonliterature,sexuality,philosophy,psychology,Jewishidentity,andthehistoryofcinema,amongawealthofotherfieldsofinterest.WarmerVocabulary:describingrelationsPositivemeaningBuilduprelationsCementDevelopEncourageEstablishImproveMaintainPromoteRestoreResumeStrengthenVocabulary:describingrelationsNegativemeaningBreakoffrelationsCloudCutoffDisruptImpairJeopardizeSeverSourSpoilVocabulary:describingrelations1e2d3b4a5eGetSstotalkaboutrelationsbetweenTheircountryandanothercountryTheircompanyanditscustomersTheirdepartmentandtherestofthecompanytheyworkforTwowell-knowncelebritiesorpoliticians.Listening:WaysofenteringmarketsTaskAGetSstosaywhethertheirpredicationswerecorrectornot.China:1,2,5LatinAmerica:2,3,6Reading:RelationshipmarketingBriefintroductionaboutRankXeroxandDomino'sPizza,Inc.RankXeroxwasformedin1956asajointventurebetweentheXeroxCorporationofU.S.andtheRankOrganisationofUK,tomanufactureandmarketXeroxequipmentinitiallyinEuropeandlaterinAfricaandAsia.AfurtherjointventurebetweenRankXeroxandModiGroupinIndiaformedModiXerox(nowXeroxIndia)tomanufactureandsellXeroxequipmentintheIndiansubcontinent.Reading:Relationshipmarketing网络上xerox的定义施乐公司（Xerox，），又称为全录（台湾），是一家美国文案管理、处理技术公司，产品包括打印机、复印机、数字印刷设备以及相关的服务和耗材供应。施乐公司的总部位于美国康涅狄格州费尔菲尔德县（于2007年10月由费尔菲尔德县搬过来）。纽约州罗切斯特是施乐公司的诞生地，现在仍是施乐公司最主要的办公地点。zh.wikipedia.org/wiki/Xerox-Reading:RelationshipmarketingDomino'sPizza,Inc.(NYSE:DPZ)isaninternationalpizzadeliverycorporationheadquarteredinAnnArbor,Michigan,UnitedStates.Foundedin1960,Domino'sisthesecond-largestpizzachainintheUnitedStates.[1]Domino'scurrentlyhasnearly9,000corporateandfranchisedstores[2]in60internationalmarkets[3]andall50U.S.states.Domino'sPizzawassoldtoBainCapitalin1998andwentpublicin2004.Domino'smenufeaturespizza,pasta,oven-bakedsandwiches,wings,bonelesschicken,salads,breadsticks,cheesesticks,andavarietyofdessertitems.Reading:RelationshipmarketingReading:RelationshipmarketingTaskBAskforanswerstothequestions.1A5%decreaseinthenumberofdefectingcustomersledtoprofitincreasesofbetween25%and85%.Domino'sPizzasestimatesthataregularcustomerisworthmorethan$5,000overtenyears.2Establishedcustomers1)tendtobuymore2)Arepredictableand3)Usuallycostlesstoservicethannewcustomers4)Furthermore,theytendtobelesspricesensitive,andReading:Relationshipmarketing5)Mayprovidefreeword-of-mouthadvertisingandreferrals.6)Retainingcustomerstoenteramarketorincreasetheirshareofamarket.Thearticlealsomentions,asitsmaintheme,thatkeepingcustomersleadstoincreasedprofitability.3ProspectCustomerClientSupporterAdvocateReading:RelationshipmarketingTaskCHumdrumb)Defectinga)Nurturingb)Correlationa)Customerretentionb)Reading:RelationshipmarketingTaskD1c2a3b4e5dTaskEIftheSsneedprompting,youcouldmention:-specialoffersofferedbymanytypesoforganisationsandretailers.-loyaltycardswithsupermarkets-frequentflierprogrammerswithairlines-'free'minuteswithmobilephonecompanies.Languagereview:Multi-wordverbsTaskAFcbdgjheaiTaskB1geton(reallywell)2counton3buildup4holdonto5putitoff6soundedout7let(us)down8setup9drawup10callitoffLanguagereview:Multi-wordverbsTaskC1we'llhavetocallthemeetingofftomorrow/we'llhavetocalloffthemeetingtomorrow.2Let'sputoffthepresentationuntilnextweek.3Weknowoursupplierswillneverletusdown./wecancountonoursupplierstomeettheirdeadlines.4WehavenowsetupafirstclassdistributionnetworkinEurope.5Couldyoupleasedrawupacontractassoonaspossible./Couldyoupleasedrawacontractupassoonaspossible.6Couldyousetupameetingwiththemfornextyear./Couldyousetupassoonas7We'veheldontothesamemarketsharethatwehadlastyear.8Thenewsalesmanagergetsonverywellwithhisteam.Languagereview:Multi-wordverbsGetSStodiscussthefollowingquestions1howcanbusinessesbuildupmarketshare?2howcancompaniesholdontotheirmostvaluedemployees?3whatpreparationshouldbemadebeforesettingupameetingwithanimportantpotentialcustomer?Languagereview:Multi-wordverbsPossibleanswersforquestion1Ofcourse,beforecompaniescanbuildupmarketshare,theyhavetogetintothemarketinthefirstplace.Theyhavetofindoutabouthowthemarketworks,howdistributionissetupandsoon.Whentheyhaveputtogetherenoughinformation,theycansetouttoattractthemarket,perhapsstartingoffinjustasmallareatobeginwith.Theymaytrytosetthemselvesapartfromcompetitorsbyofferingaproductwithspecialfeatures,ortheymaycompeteonprice.Skills:networkingTaskA1a)falseb)true2a)falseb)false3a)trueb)false4a)falseb)trueTaskB1valentinPerez(A)wantsadviceonfranchisingcontracts.Afriendhasgivenhimthenameofthepersonthathecalls,sayingthattheymightbeabletohelp.B(whosenamewedonotlearn)isunabletohelp,butgivesValentinPerezthenameofsomeonewhomightbeableto:StephanieGrant.2ThecallissuccessfulinthesensethatValentinPerezgetsStephanieGrant'sname.Skills:networkingTaskC1Ihopeyoudon'tmindmephoning.Silvanasaiditwouldprobablybeok.2Isitaconvenienttimetoringorcouldicallyoubackatabettertime?3Silvanamentionedthatyoumightbeabletoadvisemeonfranchisingcontracts.4Mmm,Idon'tknow.Icouldmaybegiveyoualittlehelp,butiknowsomeonewho'sanexpertinthatarea.5Youhaven'tgotherphonenumberbyanychance?6Canimentionyounamewhenicallher?Casestudy:GettingtoknowyouBackgroundinformation:companyKimsoongactivityCarmanufacturerBasedinKorea,EuropeanHQnearParisstructureRetailfranchisesinmostEuropeancountries,alsotyre-andexhaust-fittingservicesSpecialfeaturesofthecompanyReliabilityatlowpricesBasicmodelsincludemanyfeaturesthatareusuallyoptionsEnvironmentallyawareSocialconscience--makesdonationstoenvironmentalgroups-Eco-carunderdevelopmentInternetresources:CRMEventisawebsitethatprovidesnews,articlesandeventsoncustomerrelationshipmanagement.VisitPeoplePowerforalistoftipsonhowtogetthemostoutofnetworkingevents.的使用配色修改：配色方案在【格式】-->【幻灯片设计】-->【配色方案】-->【编辑配色方案】下调整。LOGO的添加：Logo添加修改在【视图】-->【母版】-->【幻灯片母版】下调整。直接选择logo图片删除或修改。字体格式的设置：括标题和文本格式的设置在【视图】-->【母版】-->【幻灯片母版】下调整。锐得精品　幻演天下　　更多精品模板请登陆锐得PPT模板商城www.ruideppt.net