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,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Q1:,What is market research?Why is it important to make market research before you negotiate with a new customer?,Q2:,How to carry out market research?What issues you need to consider when you are performing market research?,Q3:,What are the main contents of credit investigations?Through what channels we can obtain the necessary information?,Q4:,What is the importance of knowing related business cultures or customs before negotiating?,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Unit 1 Making Business Investigation,1/32,Drill 1.,A:I went over the sales figures in the market research.It seems theres only one conclusion,B:Whats that?,A:It seems this market is sensitive to price.,B:So,we should start at a low introductory price?,A:I think that would be a good idea.Price is an important variable in our market,so we can use it to build our customer base.We can bring the price up after our customer base is consolidated.,Notes:,“went over”,这里指“通读，浏览”；“,market research”,这里能够翻译为“市场调查”。,与之意思大致相同表示还有“,market survey”,；“,introductory price”,可译作“推广价”；,“,variable”,这里用作名词，意为“变量”。,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,2/32,Drill 2.,A:From what Ive read,the trend of eating out instead of at home continues to increase every year.,B:Youre right.That business would probably be a money maker if youre in the right location.,A:Do you really think so,？,B:Yes.Have you done any research on location or which kind of fast food is more popular?,A:I have done some,but I need more information before I make a final decision.,B:There are professionals you can go to for help.,Notes:“money maker”,这里指挣钱工具或路径。能够翻译为“摇钱书”或“印钞机”之类,表示；“,professionals”,这里指“专业人员”，所以“,go to professionals for help”,意思是,“向专业人员求援”。,Module One Negotiation Preparing,第一章 商务调查,Unit 1 Making Business Investigation,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,3/32,Drill 3.,A:Are you using any of our companys products at present?,B:Yes,I am using your companys laptop.,A:Good.Then what do you think about it?,B:Well,generally speaking,its not bad.,A:Would you please be more specific?,B:The colour and the design are good.But I think there is still room for improvement in performance.,Notes:“laptop”,指“手提电脑”。又称“便携式电脑”或“膝上电脑”；“,be more specific”,指,“（说得）更详细一些”。,Module One Negotiation Preparing,第一章 商务调查,Unit 1 Making Business Investigation,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,4/32,Drill 4.,A:We just know little about your company.Do you mind telling us your regular bank so that we could get acquainted with your company?,B:No problem.Our regular bank is Bank of Canada.You wont meet any difficulty in obtaining the information you inquire for.,A:Really glad to hear that,and that will expedite our future trade.,B:Er.In return,can you furnish us with your reference bank?,A:Yes,of course.Our reference bank is Bank of China,Guangzhou Branch.We feel sure that the bank will supply you with any information you need.,B:Thanks.Hope everything goes well as our expectations.,A:It will be.We wish to cooperate with you as soon as possible.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,5/32,Notes:“know little”,这里表示否定意思，意为“知之甚少”；“,regular bank”,这里能够翻,译为“往来银行”，与之意思大致相同表示还有“,reference bank”,（译为“参考银行”）。,二者都是指业务往来较多，可提供相关资料银行；“,get acquainted with sb.”,表示“了解,或熟悉某人”；“,in return”,这里指“作为交换”；“,furnish sb.with”,，表示“向某人提供,”,使用方法与“,supply sb.with”,同。,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,6/32,Drill 5.,A:Can you please tell me something about ABC company,？,We are going to negotiate with them about an export contract.,B:As far as we know,the executives of the company are very inexperienced in the business.,A:Really?,B:Yes.So I advise you to be cautious in dealing with them.,A:As this is the case,I think it is advisable for us to refrain from having relations with that company.,B:What to do is up to you.,A:Of course.Thank you,any way.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,7/32,Notes:,第二句“,As far as we know”,和第五句“,As this is the case”,可分别译为“据我,们所知”和“既然情况是这么”。这两个表示在谈判口语中用得很多，往往用来引出一个自己,将要陈说事实和将要做出决定；“,executives”,是指“管理人员”；“,refrain from doing,sth.”,是个固定表示，指“防止做某事”；“,up to sb.”,也是个固定表示，表示“由某人负责，,由某人决定”之意。,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,8/32,Drill 6.,A:Our boss was angry with Jason in the meeting,you know,the Korean sales representative.,B:Why was that?What happened?,A:When our boss asked him whether Article No.F15 sold well in the northeast market,Jacon said“yes”.As a matter of fact,our boss knew that this product was not at all competitive.,B:What an embarrassing case!You know,when a Korean says“yes”,he simply means“I understand your questions”.,A:Oh yeah?,B:I think your boss should learn some related Korean culture before attending the meeting.,A:Yes,I agree with you.,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Unit 1 Making Business Investigation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,9/32,Notes:“competitive”,是指“（价格、品质等）经得起竞争，有竞争力”意思。所以“,was,not at all competitive”,指在市场上一点竞争力都没有；“,embarrassing”,指“尴尬，令人,困窘为难”。,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Unit 1 Making Business Investigation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,10/32,Drill 7.,A:What gifts should I take to the host when I go to dinner at his house?,B:But its unnecessary to do that.,A:Why,we couldnt go to there empty-handed,could we?I wouldnt feel right.,B:Perhaps thats your Chinese custom.Well,if you really want to give the host a present,why not give something Chinese?,A:Thats a good idea.,Notes:“feel right”,在这里意思是说“以为自在”。所以这一句能够翻译为“我会以为不好,意思”。,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,11/32,Drill 8.,A:I thought at first that the American and the British are almost alike.And I also trusted a British gentleman I got along well with on the telephone until,B:Until when?,A:Until I traveled to London to meet face-to-face with him to sign a contract.There was something that didnt seem right.,B:What happened then?,A:Throughout the presentation none of the British,not even the man I had developed a phone relationship with,would look at us in the eye.It was like they were hiding something.,B:You have to understand this,my friend.Whereas Americans believe that looking at someone directly in the eye during negotiations indicates honesty and sincerity,the British believe such a gesture to be a mark of rudeness.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,12/32,A:I understand it now.I guess I shouldnt have taken it so,personally.,Notes:“thought”是“think”过去时，很多时候用到它时都是指一个以后被证实是不正确,想法，所以往往翻译成汉字“原认为”，这么，这里“I thought at first”就能够翻译为,“开始我认为”；“I got along well with on the telephone”这里作定语修饰“a British,gentleman”，整句可译为“一个我经过电话建立了良好关系英国人”；“There was,something that didnt seem right.”意思是“好像有点什么不对劲”；“hide”这里指“隐瞒”,；在一个复合句中，假如“whereas”放在主句句首，就有“然而，反之”之意，假如放在从,句句首则能够了解为“在.时侯(从句)，却会(主句),”。比如，本操演中这句话就应,该译为“在美国人认为.时侯，英国人却以为.”；最终一个词“personally”原意,为“亲自地、个人地”，在这里能够译为“主观地、自认为是地”。,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Drills,1.,Drills,2.,Expressions,Drills,3.,Drills,4.,Drills,5.,Drills,6.,Drills,7.,Drills,8.,13/32,1,贵国市场情况怎样？,How is the market situation in your country?,2,您认为我们产品在国际市场上有足够竞争力吗？,Do you think our products are competitive enough in an international market?,3,你们在国外也有工厂吗？,Do you have overseas plants as well,？,4,我们最新型号产品销售情况怎样？,How has our latest model been accepted,？,5这家企业有口皆碑，很可靠。,This company is well-established and reliable.,6据我们所知，他们非常可靠，但对其财务情况我们不甚了解。,As far as we know,they are sound enough,but we have no certain knowledge of their true financial position.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Expressions,14/32,7该被调查企业在商界享受很高声望，他们总能很及时地推行其义务。,The firm under inquiry enjoys a high reputation in the business circles for their punctuality in fulfilling obligations.,8他们被定为A1级企业。你们可放心地与之交易，没有什么风险。,They are rated as A1 company.You can deal freely with little risk.,9很抱歉，我无意中犯忌了。在我国，人们经常问这么问题。,I am very sorry I have unconsciously violated the taboo.In my culture,people ask such questions all the time.,10有时我们需要时间适应文化上差异方便顺利地达成交易。,Sometime we need time to bridge the cultural gap so that we can conclude transactions smoothly.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,Drills,Expressions,15/32,1.,(David is doing a market research for a new business),David,:Excuse me.Im doing a market survey for a new business.Id,like to ask you a few questions if you dont mind.,Interviewee,:Thats fine,ask,anyway,.,David,:This business will be“fast food”,so the questions will be,related,to,that.,Interviewee,:OK.Go ahead.,David,:Which of the major fast food hamburgers do you prefer?,Interviewee,:I like Burger King.I think you get more for your,money,.,David:,Which soft drink do you prefer,Coca Cola or Pepsi products?,Interviewee:,Id rather have a Pepsi.,David:,Would that preference be a deciding factor in,which place you,choose?,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,16/32,Interviewee:,Not usually.,David:,Are you concerned about the fat content of the food?,Interviewee:Im not,but I know my sister is.,David:,Do you know why?,Interviewee:,Im not sure.Maybe it is because she is a lady.,David:,Thank you for your cooperation.,Interviewee:,You are welcome.,Notes:,1,“,ask anyway”,这里意思是“怎么问都行”，所以可译为“随便问”。,2,“,be related to”,意为“与,相关”,3,这里意思是“（在汉堡王这个地方，）你钱能够买到更多东西”，也就是说这里东,西更廉价。,4,“,soft drink”,可直译为“软饮料”，指不含酒精饮料。,5,整句意思是：这个偏爱是不是您选择餐馆决定性原因呢？,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,17/32,2.,(Mr.Huang is making a Credit Investigation with the,help of Mr.Chen,a clerk from Bank of China,Shanghai,Branch),Mr.Chen,:Good morning,this is Consultant Department of Bank of,China,Shanghai Branch.What can I do for you?,Mr.Huang,:Well,we have got a new partner in a big transaction,and planned to sign a contract at the end of this month.So Id like,to know more about that company.,Mr.Chen,:You mean you want us to make a status,inquiry,?,Mr.Huang,:Yes,I want to get the credit information about our,cooperative partner.,Mr.Chen,:OK.Ill see what I can do for you.,Mr.Huang,:Will making a credit investigation be difficult？,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,18/32,Mr.Chen,:No，its not,complicated,the only thing for you to do is,to fill in a form and sign it.,Mr.Huang,:,And then?,Mr.Chen,:Then we will send it to our branch office or agent,in,Canada by the fastest way.They will do as your request,then send,the report back.Of course it is done in a,confidential,way,and we,hope you will keep it confidential.,Mr.Huang,:Yes,of course we will.Well,what about the,service,fee?,Mr.Chen,:For our long-term clients we charge only direct,fees like,telephone or fax fee.,Mr.Huang,:Thank you,Mr.Chen.,(a week later),Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,19/32,Mr.Huang,:Hello,Mr.Chen.Is there the status report about Pacific,Trading Co.?,Mr.Chen,:Yes.We have just completed our inquiries,concerning,the,firm mentioned in your,trust form,.,Mr.Huang,:Any troubles?,Mr.Chen,:No,this is a favorable reply.Its a private firm and enjoys,good reputation in its area.As the credit report shows,its always,punctual to,meet its,commitments,.It seems to be safe to do business,with them.,Mr.Huang:,Great.Now we can negotiate with them with assurance.,Mr.Chen:,Besides,according to the report,the technique of this,company is among the best in the world.,Mr.Huang:,Thank you for your information.,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,20/32,Notes:,1,“,status inquiry”,这里能够翻译为“信用情况咨询”。与之意思大致相同表示还“,credit investigation”,，译作“资信调查”。,2,“,complicated”,是指程序上复杂或难以了解，而“,difficult”,是指完成难度；,3,“,An then?”,可译为“然后呢？”。这个表示在口语中往往用来引导跟进性问题。,4,“,confidential”,意思是“秘密，保密”。,5,“,concerning”,这里用作介词，意为“关于，相关”,6,“,trust form”,这里可译为“委托表”,7,“,meet its commitments”,这里可了解为“信守承诺，推行诺言”,Unit 1 Making Business Investigation,Module One Negotiation Preparing,第一章 商务调查,Leading,-,in Questions,Drills,&Expressions,Typical,Dialogues,Roles,Simulation,21/32,There are several roles designed for you here.Please,act,them out in pairs or group according to the following,situational information.You are advised to use some of the,drills and expressions you have learned in this unit,the,
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