世纪商务英语听说教程 3（第四版）
Unit 1
Establishment of
Business Relations
大连理工大学出版社
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
Part III
Fun Break
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
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.
2 How does Wanshun Trading Company get the information about the American company?
A. From a newspaper.
C. From an exhibition.
√B. From the Internet.
3 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.
4 Which continent does Max Toy Company Limited have a long history of importing goods
from?
A. Australia.
B. Europe.
√C. Asia.
Tapescript
Active Listening
Exercise 2
Directions: Listen to the dialogue again and decide whether the following statements are
true (T) or false (F).
( F ) 1. This is Mr. Chris Brown’s first visit to Shanghai, but second visit to China.
( T ) 2. There is an exhibition in Shanghai.
( F ) 3. Wanshun Trading Company Limited was founded in 1960.
( F ) 4. Mr. Chris Brown seldom goes on a business trip.
( T ) 5. Chris Brown has visited Wanshun Trading Company’s stall at the exhibition.
( F ) 6. The displayed products are not as good as those in the catalogue.
( T ) 7. Max Toy Company Limited has a long history of importing goods.
( F ) 8. Chris Brown is interested in Wanshun Trading Company’s toy pandas.
Active Listening
Active Listening
Exercise 1
Directions: 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?
_____________________________________________________________________
To offer him a reasonable price.
2. What’s Michelle’s reaction to John’s suggestion?
_____________________________________________________________________
It coincides with her wish as her company hasn’t Australian customers yet.
Tapescript
Active Listening
Exercise 1
Directions: 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?
_____________________________________________________________________
Bank of Hong Kong, or to his local Chamber of Commerce or inquiry agencies.
4. What will John do next?
_____________________________________________________________________
He will send a fax home to get answers to decide if he would do business with
_____________________________________________________________________
Michelle.
Active Listening
Exercise 2
Directions: 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 1
Directions: Listen to the initial letter from American laptop producer Super Laptop Co.
and choose the best answer to each question.
1 Where did the American company get the name of the prospective client?
A
√
B
Tapescript
C
Active Listening
Exercise 1
2 Which laptop is their latest design?
A
√
B
C
Active Listening
Exercise 1
3 Which group of people don’t think the latest design is ideal?
A
B
C√
Active Listening
Exercise 1
4 What is NOT included in Super Laptop Co.’s separate cover with the letter?
A
√
B
C
Active Listening
Exercise 2
Directions: Listen to the letter again and fill in the missing words.
On the recommendation of our Chamber of Commerce, we have learned with
address of your firm. We wish to inform
name and （2）__________
pleasure the （1）________
production and （4）___________
export
you that we specialize in the（3）____________
of
enter into business relations with
American laptops and shall be glad to（5）___________
you on the basis of equality and （6）________________
.
mutual benefit
Located in the world’s largest laptop and computer producer — America Super
Laptop Co. enjoys a favorable（7）____________
reputation of designing and producing
advanced laptops.
Active Listening
Exercise 2
purchasing
We find that more than just business people are interested in（8）_____________
variety
improved designs and more （10）__________
laptops, so our interest in（9）__________
in the types of laptops has increased.
...
Yours faithfully,
Jake Wu
Marketing Manager
Super Laptop Co.
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?
_____________________________________________________________
Only
one.
2. What did the lad sell to the customer?
_____________________________________________________________
Fish hooks, fishing lines, a boat and a truck.
Tapescript
Additional Listening
Additional Listening
Exercise 1
Directions: Listen to an introduction of a company and decide whether the following
statements are true (T) or false (F).
( F ) 1. Sky Peanut Import & Export Co., Ltd. specializes in producing, processing
and trading peanuts.
( F ) 2. Sky Peanut Import & Export Co., Ltd. has built business relationship with
European, Australian, American and African countries.
( T ) 3. The company has a raw material collection system throughout China.
( T ) 4. The company’s peanut products enjoy a good international market.
( T ) 5. Two of its advantages are fine processing and flexible marketing method.
Tapescript
Additional Listening
Directions: Listen to the passage again and write down the missing words.
QUALITY , EFFICIENCY, CONSISTENCY
The company’s principles of （1）____________
work ethic
& RELIABILITY continue to be the basis of the（2）______________
throughout the
prefers to
whole company. Sky Peanut Import & Export Co., Ltd.（3）______________
work closely
suppliers
with its customers and （4）____________
and believes strongly that business should be for
benefit
long-term view
the （5）____________
of all parties with a （6）_________________
.
enabled
hard work from its staff and management has（8）_________
Its expertise and（7）____________
unequalled
Sky Peanut to become the largest exporter of Chinese Peanuts with an（9）____________
Reliability .
reputation for Quality, Safety and （10）_____________
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.
Thank you!
大连理工大学出版社