国际商务函电实务4寻找潜在客户推销产品

《国际商务函电实务4寻找潜在客户推销产品》由会员分享，可在线阅读，更多相关《国际商务函电实务4寻找潜在客户推销产品（50页珍藏版）》请在装配图网上搜索。

1、单击此处编辑母版标题样式 单击此处编辑母版副标题样式 11 国际商务函电实务International Business Correspondence Practice Part Two Business Correspondence Writing Practice第二部 商务函电写作实务Page 2 国 际 商 务 函 电 实 务 Project 2 Page 3 Searching for Potential Clients and Promoting Sales国 际 商 务 函 电 实 务 Lead In（导入） n To reach the goal of the project,

2、 the following knowledge and talents are required:n A good awareness of the target market, such as major lines of the potential clients, their position and nature in the trade, and so on.n A good awareness of yourselves, such as the market intention of your company, the advantages of your products t

3、o promote, the market, etc. n Some knowledge and talents of marketing and consumer psychology. n Good English in expression and grammar.n It is a salespersons job to promote the sales of his/her products. In doing so, a salesperson should do STP marketing first, i. e., segmenting market, targeting m

4、arket and positioning market. After that, he/she need search for prospective customers in the target market.Page 4 Project 2 Searching for Potential Clients and Promoting Sales Aims and Demands（学习目标）To know and master the ways to search for prospective customers in the target market To know and mast

5、er the skills to promote products in the market Personal qualitySkillsKnowledge To be able to find out potential customers in the target market on the InternetTo be able to write letters of sales promotion with AIDA (Attention, Interest, Desire and Action) principle To train to learn thinking and fi

6、nding out rules for reaching the goal of the project; To train to learn how to communicate and cooperate with your companions or co-workers. Page 5 Project 2 Searching for Potential Clients and Promoting Sales Page 6 Difficulties and Focuses（难点和重点） To be able to find out potential customers in the t

7、arget market on the Internet; To train to learn thinking and finding out rules for reaching the goal of the project To write the letters of sales promotion persuasively and efficiently with correct strategies To train to learn how to communicate and cooperate with your companions or co- workers Proj

8、ect 2 Searching for Potential Clients and Promoting Sales Case Study（案例学习） Page 7There are two cases or situations involving opening up target markets. One is to search for a prospective client in the target market on the Internet, the other one is to write a letter of sales promotion for the produc

9、ts. Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 8Situation:Linda Lin is a saleswoman in Chengdu Minda Company. She is searching on the web for prospective customers in North America in need of T-shirts. Please give her a hand. Project

10、 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 9In-class PresentationStudents in groups are required to present their PPT in class, showing what you have learned about searching for prospective clients.The following is a reference. You can comp

11、are it with your way and find out which is quicker in fulfilling the task.Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 10Step 1 Baidu or Google “yellow pages Canada”Project 2 Searching for Potential Clients and Promoting Sales Case 2.1

12、 Searching for Prospective Clients Page 11Step 2 Click “Free Canada Business Directory Listings”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 12Step 2 Click “Free Canada Business Directory Listings”, then the we

13、bpage shows:Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 13Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective C

14、lients Page 14Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 15Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searchin

15、g for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 16Step 3 Click “textiles” under the entry of “Industry”, then the webpage shows:Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 17Step 4 Click “At

16、hletic Knit”, then the webpage shows: Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective Clients Page 18Step 4 Click “Athletic Knit”, then the webpage shows: Project 2 Searching for Potential Clients and Promoting Sales Case 2.1 Searching for Prospective

17、 Clients Page 19Step 4 Click “Athletic Knit”, then the webpage shows:Now you have found the contact details of a potential client for Linda. Also, there are other ways to search for potential clients on the Internet. You can also try A or other websites or searching engines to quote directly. Projec

18、t 2 Searching for Potential Clients and Promoting Sales c & DConsideration and Discussion（思考与讨论） Project 2 Searching for Potential Clients and Promoting Sales Page 21 Consideration and Discussion（思考与讨论） 1 . How many ways are there for you to search for prospective customers in the target market on t

19、he Internet and how to do it?The following ways may be adopted to search for potential customers:Business web sites Professional websites Trade directory Business yellow pages and the Websites of authorities Usually searching engines are used with different key words put in. e.g. We can put in the k

20、ey words: ladies shoes buyer (or seller)+spain to search for potential clients in Spain in the market for ladies shoes. And different words can be used for replacement, such as importer, exporter, supplier, producer, manufacturer, and so on.Project 2 Searching for Potential Clients and Promoting Sal

21、es Page 22 Consideration and Discussion（思考与讨论） 2 . How to find out a potential clients detailed address when you only know the name of the company?We may put the name of the company as well as its country in a searching engine and try to find out the companys website. Then we may discover the postal

22、 address and contact ways of the potential client. Project 2 Searching for Potential Clients and Promoting Sales Case Study（案例学习）Page 23 Project 2 Searching for Potential Clients and Promoting Sales Case 2.2 A Letter of Sales Promotion Page 24Mr. Wang wants to promote in Britain a type of hand-woven

23、 carpet manufactured in China. Please draft a letter of promotion for him, considering how to capture the readers attention at the first time and promote the goods successfully. Project 2 Searching for Potential Clients and Promoting Sales Case 2.2 A Letter of Sales Promotion Page 25In-class Present

24、ationStudents in groups are required to present their PPT in class, showing what you have learned about searching for prospective clients. Project 2 Searching for Potential Clients and Promoting Sales Case 2.2 A Letter of Sales Promotion Page 26 Project 2 Searching for Potential Clients and Promotin

25、g Sales Case 2.2 A Letter of Sales Promotion Page 27 Project 2 Searching for Potential Clients and Promoting Sales c & DConsideration and Discussion（思考与讨论） Project 2 Searching for Potential Clients and Promoting Sales Page 29 Consideration and Discussion（思考与讨论） 1 . Think about the rules and strategi

26、es that a salesperson should follow up when writing a letter of sales promotion and discuss them in class. When a salesperson writes a letter to promote sales of the goods, he / she should observe the AIDA Principle for Sales Promotion, which indicates the necessary steps in promotion with four key

27、words. The principle or rule is stated as follows: To capture customers Attention To arouse their Interest To create their purchase Desire To encourage their purchase Action Usually the basic components describing the product to be promoted are involved as follows:Quality (material, craftsmanship)、P

28、rice、Design、Specification/color variety、Popularity in other markets Project 2 Searching for Potential Clients and Promoting Sales Page 30 Consideration and Discussion（思考与讨论） 2 . Compare your letter with this sample and summarize the components of such a letter. What are the rules for the format and

29、layout of an international business letter and an envelope, and discuss them in class.Most international business letters, regardless of their purposes, are of the following 7 basic parts: Letterhead 信头 Date line 日期 Inside address 信内地址 Salutation 称呼 Body of the letter 正文 Complimentary close 结束敬语 Sig

30、nature 签署 Project 2 Searching for Potential Clients and Promoting Sales Page 31 Consideration and Discussion（思考与讨论） 2 . Compare your letter with this sample and summarize the components of such a letter. What are the rules for the format and layout of an international business letter and an envelope

31、, and discuss them in class.When appropriate, any of the 7 optional parts below can be included: Reference number or file number 参考号或档案编号 Attention line 阅函人 Subject line 主题 Enclosures 附件 Reference notation 参考代码 Carbon copy notation 抄送 Postscript 附言 Project 2 Searching for Potential Clients and Promo

32、ting Sales Project Practice Tasks（项目实践工作任务） Task 2.1n Find out a prospective customer in Canada for ladies handbags produced in China. Page 32 Project 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务）Task 2.1n Repeat step 1-3 in Case 2.1, then n Step 4 Click “Alb

33、arrier Canada Limited”, and the webpage shows: Page 33 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Task 2.2n Find out a commodity on the Internet and try to write a letter to your customer you have found for pr

34、omoting the products. Page 34 Project 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务）Task 2.2 Page 35 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务）Task 2.2 Page 36 Reference

35、 Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务）Task 2.2 Page 37 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Task 2.3n You are require

36、d to type a letter with the following given parts in proper form and to address an envelope for it for they should be set out in a business letter. Page 38 Project 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Task 2.31、Sender: China National Light Industrial

37、 Products Import & Export Corporation, Shanghai Branch2、Date: March 23, 20113、Senders address: 1001 Huangpu Road, Shanghai, China4、Sender e-mail: 5、Sender fax number: 86-21-631796026、Senders telephone: 86-21-63177067 7、Senders web: 8、Receivers name: Biddle, Sawyer & Co., Ltd.9、Salutation: Dear Sir,P

38、age 39 Project 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务）10、Attention line: Mr. H.A. Donna, Import Department11、Receivers address: 125 Fitzory Street, London SW8 25DY, England12、Subject line: 100% Cotton Bed Sheets13、Complimentary close: Yours faithfully,1

39、4、The body: We thank you for your letter of March 16 enquiring for the captioned goods. The enclosed booklet contains details of all our bed sheets and will enable you to make a suitable selection. We are looking forward to receiving your specific enquiry with keen interest.Page 40 Task 2.3 Project

40、2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Page 41Task 2.3 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Page 42Task 2.3 Reference Key to Project Practice TasksProject

41、2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Page 43Task 2.3 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Project Practice Tasks（项目实践工作任务） Task 2.4n Address the envelope properly with the names and addr

42、esses below:n The sender: Ms. Xu Fang, Star Sewing Machines, No.2, Guangzhou Road, Shanghai, Chinan The receiver: Mr. J. Armstrong, the sales manager, United Steel Inc., 648 Eastern Avenue, Pittsburgh, Pennsylvania, USAPage 44 Project 2 Searching for Potential Clients and Promoting Sales Project Pra

43、ctice Tasks（项目实践工作任务） Page 45Task 2.4 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Page 46 Situational Practice （情境工作实践） Task 2.5 Project 2 Searching for Potential Clients and Promoting Sales Page 47Task 2.5 Reference Key to Project Practice Ta

44、sksProject 2 Searching for Potential Clients and Promoting Sales Situational Practice （情境工作实践） Page 48Task 2.5 Reference Key to Project Practice TasksProject 2 Searching for Potential Clients and Promoting Sales Situational Practice （情境工作实践） Page 49 Pre-work for Next Project（新项目工作任务）Layout and forma

45、ts of business letters and envelopesLearn about the strategies to write a letter in the hope of establishing business relations with the stranger potential clients. You are required to make PPT and to present it and talk about it in class next time.PW Project 2 Searching for Potential Clients and Promoting Sales The End