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Unit 1 Establishing Business Relationsand Business Inquiries第一章 建立业务关系与询盘、报盘Part I Teaching Sugges

Unit1EstablishingBusinessRelations andBusinessInquiries 第一章建立业务关系与询盘、报盘 PartITeachingSuggestionsandLeading-inQuestions Tipsfor （教学建议） 1． Suggestedhoursforthisunitis4-6periods. 2． Leading-inQuestions: Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosell somethingtoorbuysomethingfromfirmsinforeigncountries,thepersoninchargemustfirstof allfindoutwhomheisgoingtodealwith.Usually,hecansecureallthenecessaryinformation aboutanewcustomerfrommanysources.Havingobtainedthedesirednamesandaddressofthe firmsfromacertainsource,hemaystartcontactingtheprospectivecustomersandestablishing businessrelationswiththembyself-introducing,tellingtheprospectivecustomershowtheirnames andaddressareknown,indicatingyourdesiretoenterintobusinessrelations,makinggeneral inquiries,etc.. Whileallthesemightbedonebywriting,oralcommunicationsarestillnecessaryinmost caseswhencustomersaremetatfairsorexhibitions,arereachedbytelephones,andarepaying visitstoourcompanies. Thispartservesasthelead-intotheunit.Hopefullythe6questionsinthispartwouldoffer thestudentssomebasicknowledgerelatedtothisunitandarousethestudents’interestof establishingbusinessrelationswithprospectivecustomers.Whendiscussingthesequestions,let thestudentsknowthattheyaretalkingaboutthefirststepofdoingbusiness. Ingeneral,theLeading-inQuestionspartcanbeorganizedaswarming-upactivitiesin differentforms,suchasdiscussions,debatesetc..Theobjectiveistoarousethestudents’interest intheunittopicandpreparethemforthecontentsofthisunit. ThefollowingarethetipsforLeading-inQuestions. Q1:Whyisitimportanttoestablishbusinessrelationswithprospectivecustomers? Itisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswith prospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmor anoldonethatwishestoenlargeitsbusinessscopeandturnover. Q2:Throughwhatchannelscanyousecureallthenecessaryinformationabouta potentialcustomer? Youmaysecureallthenecessaryinformationaboutanewcustomerthroughthefollowing channels:thebanks,theperiodicals,theadvertisementsinnewspapersoronTV,theintroduction fromhisbusinessconnections,themarketinvestigations,theCommercialCounselor’sOffice,the ChambersofCommercebothathomeandabroad,theinquiriesreceivedfromthemerchants abroad,theself-introductionbymerchantsthemselvesandsoon. Q3:Whatwillyoutalkaboutwiththenewcustomerinthecourseofestablishing businessrelations? Generallyspeaking,theestablishmentofbusinessrelationsbeginsbytellingthenew customerhowtheirnamesandaddressareknown.Thenyoumaymakeabriefintroductionofyour