商务听说.docx
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商务听说.docx
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商务听说
Unit1文化差异culturaldifferences
SectionA:
Listening
1.Pre-listeningVocabulary
Referto
Moral
Behavior
Determine
View
Unconsciously
Makethemostsense
Taketheformal
Expectation
Behave
Inthegivensituation
Essentially
Perspective
Exist
Countypart
Motivate
2.Hushthenlisten
Culturalgenerallyreferstoasetoflearnknowledge,standers,values,believes,morals,laws,customs,habits,andbehaviors,sharebyindividualsandsocietiesthatreturnshowindividuals,arts,feels,anduseoneselfandothers.Oftenpeopleaboutcultureunconsciouslyusetheirpersonalculturalbackground,astheguideforjudgingtheactionsofthepeople.Theythinktheirwayofdoingthingsmakesthemostsense.Inthebusinessworld,thishabitoftentakestheformalexpectation.Thattheothersidewillbehaveinthecertainwayinthegivensituation.Ortheotherswillseetheirparticularprobleminthesamewaywedo.Theseexpectationsareunderstandingintheworld,arequitedifferentamongdifferentpeoples.Suchdifferencesarecalledculturaldifferences.Sinceinternationalbusinessisessentiallyinsocialactivityamongdifferentpeoples,itisveryimportanttounderstandthedifferentperspectivesofthepeopleintheworld.Thisunderstandingshouldexistinthealmosteverypartoninternationalbusiness.Therefore,whenyourcounterpartsaremotivatedbyadifferentsetofrules,youhavetopayspecificattentiontowhatisgoingoninsidetheirheads.Andyouneedtounderstandwhatmotivatetheirdecisions.Thebusinessmanwhowellunderstandstheculturaldifferencesisusuallythewinner.
SectionB:
speakingup
1.Typicaldialogue.
1)Backgroundinformation:
OnhiswaytoafamilypartyinAmerica,Mr.ZhouFangandhisbusinesspartnerMr.BerryJacksontalkedaboutculturaldifferences.Mr.ZhouFang,Mr.BerryJackson.
2)Practicaldialogue:
Mr.ZhouFang:
It’sverykindofyoutoinvitemetoyourfamilypartyandtopickmeuphere.
Mr.BerryJackson:
It’smypleasure.
Mr.ZhouFang:
Besides,myhomeisfarawayfromhere.Itwillcostyoualotifyoutakeataxi.Thankyouforyourconsideration.Ididn’tknowyouhavesuchabeautifulluxuriouscar!
Mr.BerryJackson:
Thankyou.Iboughtonlyafewmonthsago.
Mr.ZhouFang:
Howmuchdidyouspentonit?
Mr.BerryJackson:
Mm…well…youknow,itishardformetogiveaspecificanswer.
Mr.ZhouFang:
Iamverysorry.Ihaveunconsciouslyviolatedtothetaboo.Inmycultural,peopleaskssuchquestionsallthetime.
Mr.BerryJackson:
Iunderstand.Butsometimesweneedtimetobridgetheculturalgap.NowI’lltellyouatruestorydealingwithaSaudicompany.AnAmericanbusinessmanpresentedaSaudiArabianclientwithamultitimesbilliondollarsproposalinthepigskinbinder.Youknowresultofhisdid.
Mr.ZhouFang:
InMuslimculture,anythingrelatedtopigisconsideredwithtaboo.
Mr.BerryJackson:
Yes,asaresult,thisAmericancompanynotonlylostthedealbutwastostoutinblacklistfromworkingwithSaudibusiness.
Mr.ZhouFang:
Jesus!
Internationaldealmakershavetobowtolocaltraditionsandetiquettethatasubtleyetpotent.
2.Typicaldialogue.
1)Backgroundinformation:
Ms.LilyTangandMr.Yang,thecolleaguefromforeigncountries,weretalkingabouttherelationshipofthemanagementandculture.Ms.LilyTang,Mr.Yang.
2)Practicaldialogue.
Ms.LilyTang:
OurbosswasangrywithKuno,youknowtheJapanesesalesrepresentative.
Mr.Yang:
Whywasthat?
Ms.LilyTang:
Whenourbossaskedhimwhetherthearticlenumberctozeroweresoldwellinhisnorthmarket,Kunosaidyes.Asanotherfact,thisproductwasnotatallcompetitive.
Quiteembarrassing!
WhentheJapanesesaidyes,itsimplymeansIunderstandyourquestions.
Ms.LilyTang:
Ithinksomerelationshipbetweenthemanagementandculture.Whatdoyouthink?
Mr.Yang:
Yesthereisindeed.Ithinkculturaldifferenceoccurinmanagementonthreelevels.
Ms.LilyTang:
Threelevels?
Goahead.
Mr.Yang:
First,artifactandindicatelevel.Second,thebehaviorandactionslevel,thethirdiscalledmorals,believesandvalueslevel.
Ms.LilyTang:
Great,penetratinganalysis!
Mr.Yang:
Theprimerculturalissuesaretheoneswhichhasmostdirectlyimpactoncooperationbetweenthecolleaguesandpartners.
Ms.LilyTang:
Doyouthinkourculturalingredientshouldbemanaged?
Mr.Yang:
Foronething,culturedifferencesonthebehaviorshouldbefocusedbecausetheyheavilyimpacttheworkeffectivenessoftheworkersinmanagement;otherwise,theyrelatesuchproblemsinmanagementasthedecisionmaking,communication,andmotivation,etc.
Ms.LilyTang:
Sobehaviorsformanimportantandintegralpartofallinteractionbetweenco-workers.
Mr.Yang:
Yes,indeed.
VocabularyA:
Dialogue1
luxurious
Violatedthetaboo
Bridge
Culturalgap
Multi-milliondollars
Proposal
Binder
Tostout
Blacklist
Dealmaker
Bowto
Etiquette
Subtle
Potent
Dialogue2
Artifact
Behavior
Core
Morals
Believe
Penetrating
Impact
Ingredient
Workeffectiveness
Integral
Interaction
Co-workersUnit2参观展会visitingatradeshow
SectionA:
Listening
1.Pre-listeningVocabulary
Gathering
Offering
Identify
Prospect
Memberofthetrade
Thepress
Perspective
Destruction
Device
Bannerstand
Roof
Panel
Component
Enhance
Facilitate
Logo
2.Hushthenlisten
Atradeshowisanexhibitionorabusinessgatheringorganizedbycompaniesthatshowtheirnewproductsandservicesandalsotheirlatestofferings.Tradeshowsprovideopportunitiesforcompaniestomeettheircustomers,tocomparetheirproductstothoseoftheircompetitors,tolearnnewtrendsandtoidentifynewprospects.Theyalsoprovideopportunitiesforcustomerstohavetheabilitytocloselyexaminecompetitiveproducts.Tradeshowsarenotopentothepublicandcanonlybeattendedbycompanyrepresentatives,membersofthetradeandmembersofthepress.Oneadvantageofthetradeshowisthatitshortensthetimeittakesforcompaniestolookfortheperspectivecustomers,whilethemajordisadvantageisthatcustomersusuallycannotconcentrateonmanyexhibitorsandtheirproductsduetothedistractionsandthebusyatmosphere.
Inatradeshow,theyoftenusedevicesfordisplaysincludingbannerstands,books,andcounters,andpaneldisplay,etc.Thetradeshowboothisanimportantcomponentofthetradeshowdisplay.Asitaimstoenhancethebrandandfacilitatesvaluableforfacetofacecontactbetweenthecompaniesandtheirperspectivecustomers.Alltheabovedevicesclearlydisplaythecompanylogoandgivecustomersabetterunderstandingoftheproductsorservicesbeingmarketed.
SectionB:
speakingup
1.Typicaldialogue.
1)Backgroundinformation:
Atthenorthspringtradeshow,aPhilippinedealerofelectronicproducts,WinyCrews,isenquiringpricesofthestandofaChinesecompany.WinyCrews,Ms.FangJuan,salerepresentativeoftheChinesecompany.
2)Practicaldialogue:
WinyCrews:
Goodmorning,mynameisWinyCrews.Hereismycard.I’veseenyourexhibitsincataloguesofyourelectronicstationary.Hereismylistofrequirements.Canyougivemeyourlowestquotations,CIFManila,Philippines?
Ms.FangJuan:
Thankyouforyourenquiry,Mr.Crews.Wouldyougiveusanestimatedquantityyourequire,soastoenableustoworkoutthequotation?
WinyCrews:
SureIwill,couldyougivemeanindicationofthepricefirst?
Ms.FangJuan:
HereisourlatestFOBpricelist.Allthepricesonthelistaresubjecttoafinalconfirmation.
WinyCrews:
Forhowlongdoesyourquotationremainopen?
Ms.FangJuan:
It’sopenforsevendays,thedurationoftheexhibition.Whencanyoudecidethesizeofyourorder?
WinyCrews:
Thatwilldependonyourprice.Ifyourpriceisreasonableorifwecangetthecommission,we’llplacealargeorder.
Ms.FangJuan:
Aha!
Generallywedon’tallowanycommission,butifyourorderislarge,wewilltakeitintoconsideration.
WinyCrews:
Ok,I’llbebacktoyoutomorrowafterIconsultmyheadofficeinthePhilippines.
Ms.FangJuan:
Thenseeyoutomorrow.
2.Typicaldialogue.
1)Backgroundinformation:
Mr.Black,salesmanagerofafarmersuety-cullplant,isgoingtopublicizehisproductinaminitradeshow.HeisnowtalkingthematteroverwithMr.Lee,managerofLianTongAdvertisementCo.,Ltd.
Mr.Black,Mr.Lee
2)Practicaldialogue.
Mr.Black:
First,allowmetogiveyouabriefintroductionofourcompany.Wearejoint-venturewithCanadaandoneofthelargestmanufacturersofmedicineinNortheastChina.Inordertopushsalesofoneofournewproductsintothemarket,ourcompanyisthinkingofattendingtheminitradeshowheldnextmonthinthecity.Iwonderifyouareinterestedinhelpingusinthisrespect.
Itwouldbeagreatpleasuretous.Butfirstofall,couldyoutellmewhatyouwantsothatIcanseewhereIcouldbeyourhelp?
First,we’dliketoaskyoutohelpwithballoonswithslogansonandworkingstaff,etc.
Noproblem,wedohavesuchfacilitiesandwehaveetiquetteladiestohelpwiththereceptionetiquette,andsomeguystohelpexplainandpropagateyourproduct.
That’sfine.Inordertomakeourshowwell-knowntopeople,IhavepreparedsomestraightforwardliteratureinbothChineseandEnglish.
Iwonderifyoucanhelpustohaveitdesignedmoreimpressivelyandattractively.
Smallcase!
Itisourjob.We’llsurelydowell.Wesuggestyoutoputanadin
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