Establishment of Business Relations

大连理工大学出版社

Unit 1世纪商务英语听说教程 3 （第四版）

Learning Outcomes

• 1. To get familiar with important points about establishing

business relations.

• 2. To learn to build business contact with potential partners.

Contents

Part I Active Listening

Part II Fun Break

Part III Additional Listening

Part IV Viewing & Speaking

Active Listening

Active Listening

Exercise 1

Directions: Mr. Chris Brown is the Manager of the Import Department of Max Toy

Company Limited, USA and Ms. Li Yan is the Sales Manager of Wanshun Trading Company Limited, China. Dialogue 1 in the first eight units tells us how these two companies have established business relations. Now listen to a dialogue between Mr. Chris Brown and Ms. Li Yan and choose the best answer to each question.

Active Listening

Exercise 1

Why does Mr. Chris Brown come to Shanghai?

A. To travel for pleasure. B. Because he received his potential partner’s invitation.

C. To take his first trip to Shanghai.

How does Wanshun Trading Company get the information about the American

company?

A. From a newspaper. B. From the Internet. C. From an exhibition.

Which of the following is NOT true about the Chinese company?

A. An import and export company.

B. A toy dealer. C. A newly founded company.

Which continent does Max Toy Company Limited have a long history of importing

goods from?

A. Australia. B. Europe. C. Asia.

1√

2√

3

√4

√

Tapescript

Active Listening

Exercise 2Directions: Listen to the dialogue again and decide whether the following statements are

true (T) or false (F).1. This is Mr. Chris Brown’s first visit to Shanghai, but second visit to China.

2. There is an exhibition in Shanghai.

3. Wanshun Trading Company Limited was founded in 1960.

4. Mr. Chris Brown seldom goes on a business trip.

5. Chris Brown has visited Wanshun Trading Company’s stall at the exhibition.

6. The displayed products are not as good as those in the catalogue.

7. Max Toy Company Limited has a long history of importing goods.

8. Chris Brown is interested in Wanshun Trading Company’s toy pandas.

F( )

T( )

F( )

F( )

T( )

F( )

T( )

F( )

Active Listening

Active Listening

Exercise 1Directions: Listen to a dialogue between John Carson and Michelle Palma, who are

willing to do business with each other, and answer the following questions.1. What does John Carson require Michelle Palma to do if he establishes trade relations

with her company?

2. What’s Michelle’s reaction to John’s suggestion?

To offer him a reasonable price._____________________________________________________________________

It coincides with her wish as her company hasn’t Australian customers yet._____________________________________________________________________

Tapescript

Active Listening

Exercise 1Directions: Listen to a dialogue between John Carson and Michelle Palma, who are

willing to do business with each other, and answer the following questions.3. Who does John suggest Michelle should consult if she wants to know more information

about his Australian company?

4. What will John do next?

Bank of Hong Kong, or to his local Chamber of Commerce or inquiry agencies._____________________________________________________________________

He will send a fax home to get answers to decide if he would do business with

Michelle.

_____________________________________________________________________

_____________________________________________________________________

Active Listening

Exercise 2Directions: Listen to the dialogue again and tick(√) the information about Michelle

Palma’s company.Michelle Palma’s Company

producing mobile phones

trading with New Zealand

trading with foreign countries

importing and exporting mobile phones

Its mobile phones are of the latest style.

having business relations with European countries

It doesn’t want to open the Australian market.

Doing business with John Carson’s company will bring harm to her company.

√

√

√

√

Active Listening

Active Listening

Exercise 1Directions: Listen to the initial letter from American laptop producer Super Laptop Co.

and choose the best answer to each question.Where did the American company get the name of the prospective client?1

√A B C

Tapescript

Active Listening

Exercise 1

Which laptop is their latest design?2

√A B C

Active Listening

Exercise 1

Which group of people don’t think the latest design is ideal?3

√A B C

Active Listening

Exercise 1

What is NOT included in Super Laptop Co.’s separate cover with the letter?4

√A B C

Active Listening

Exercise 2Directions: Listen to the letter again and fill in the missing words.On the recommendation of our Chamber of Commerce, we have learned with

pleasure the （ 1 ） and （ 2 ） of your firm. We

wish to inform you that we specialize in the （ 3 ） and （ 4 ） of American laptops and shall be glad to （ 5 ） business relations with you on the basis of equality and （ 6 ） .

Located in the world’s largest laptop and computer producer — America Super

Laptop Co. enjoys a favorable （ 7 ） of designing and

producing advanced laptops.

name________ address__________

production___________

_

export___________

enter into___________

mutual benefit________________

reputation___________

_

Active Listening

Exercise 2

We find that more than just business people are interested in （ 8 ） laptops, so our interest in （ 9 ） designs and more （ 10 ） in the types of laptops has increased.

...

Yours faithfully,

Jake Wu

Marketing Manager

Super Laptop Co.

purchasing_____________

improved__________ variety__________

Fun Break

Directions: Listen to a fun story twice and answer the following questions.1. How many customers did the young lad sell things to?

2. What did the lad sell to the customer?

Only one._____________________________________________________________

Fish hooks, fishing lines, a boat and a truck._____________________________________________________________

Tapescript

Additional Listening

Additional Listening

Exercise 1Directions: Listen to an introduction of a company and decide whether the following

statements are true (T) or false (F).1. Sky Peanut Import & Export Co., Ltd. specializes in producing, processing

and trading peanuts.

2. Sky Peanut Import & Export Co., Ltd. has built business relationship with

European, Australian, American and African countries.

3. The company has a raw material collection system throughout China.

4. The company’s peanut products enjoy a good international market.

5. Two of its advantages are fine processing and flexible marketing method.

F( )

F( )

T( )

T( )

T( )

Tapescript

Additional Listening

Directions: Listen to the passage again and write down the missing words. The company’s principles of （ 1 ） , EFFICIENCY,

CONSISTENCY

& RELIABILITY continue to be the basis of the （ 2 ） throughout

the whole company. Sky Peanut Import & Export Co., Ltd. （ 3 ）

work closely with its customers and （ 4 ） and believes strongly that

business should be for the （ 5 ） of all parties with a （ 6 ）

.

Its expertise and （ 7 ） from its staff and management has （ 8 ）

Sky Peanut to become the largest exporter of Chinese Peanuts with an （ 9 ）

reputation for Quality, Safety and （ 10 ） .

work ethic______________

QUALITY____________

prefers to______________

suppliers____________

benefit____________ long-term view_________________

hard work____________ enabled_________

unequalled____________

Reliability_____________

Viewing & Speaking

Useful Expressions for Establishing Business Relations

Our corporation, which was founded in 1959, is recognized as one of the leaders in

the field of automobile manufacturing.

Our purpose is to explore the possibilities of developing trade with you.

Our company mainly trades in arts and crafts.

We specialize in the export of Chinese textiles and shall be glad to enter into

business relations with you on the basis of equality and mutual benefit.

Our competitive prices, experiences, efficiency, and reliability have won confidence

and good will among our clients around the world.

I found some of your products fine in quality and beautiful in design.

Viewing & Speaking

Useful Expressions for Establishing Business Relations

We always trade with foreign countries on the basis of equality and mutual benefit.

We would be glad to start business with you.

We enjoy a long history of exporting and importing goods in China.

We also hope to expand our business with you.

We have been working on expanding our scope of cooperation with China.

We have a technical strength and a strong capacity to develop new products.

We are sending you under separate cover a catalogue together with a range of

pamphlets for your reference.

Viewing & Speaking

Viewing & Speaking

Directions: Watch the video and then discuss with your partner what you know about SARA Company after watching it.

Tapescript

Viewing & Speaking

Directions: Suppose you are Angel Milton (A), the representative of SARA Company and

your partner is Daniel Smith (B), the representative of the Brazilian Home Appliance Company. Make a dialogue using the useful expressions above.

For your reference:

B —— see your booth; hear a lot about your company

A —— show your brochure; introduce your company and products briefly

B —— we enjoy a good market in the USA, especially...

A —— No need to... Just buy some and put them standing beside the old, traditional

fridges. It would hit...

B —— I am sure it would enjoy a good market in Brazil.

A —— Here is my name card, and there is...

Viewing & Speaking

Directions: Suppose your company, which is producing automobiles, will establish a business relationship with a famous car dealer in India. You’re the representative of your

company and your partner is the Indian car dealer. Present a dialogue, using the useful expressions and the hints below.Some hints:

introduce your company, especially your advantages

imagine a good market in India

offer a brochure about your company

Viewing & Speaking

Useful expressions:

We specialize in / We enjoy a long history in / Our company mainly trades or produces...

We hope to expand our business with you. / We want to explore the possibilities of

developing trade with you.

We always trade with foreign countries on the basis of equality and mutual benefit.

Our corporation, which was founded in..., is recognized as one of the leaders in the field

of automobile manufacturing.

大连理工大学出版社

Thank you!