外企白领口语速查速说 Unit 5 部门职能 05 市场部门
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    市场部门
    Markets
    市场需求量比较大
    in large demand on market
    A: Our sales department claims that the stainless steel ones
    are in large demand on market.
    B: Really? That means we should make adjustment accordingly.
    接订单 fill the order
    A: Do we have SM57 in stock?
    B: Yes,we always try to keep adequate stock.
    A: Can we fill this order?
    B: No problem.We have enough stock to supply the clients.
    查一笔上个月的订单
    track down an order of last month.
    A: Susan,I wonder if you could track down an order of last month.
    It hasnt arrived yet.
    B: Certainly.Do you have an order number?
    最新款的吸尘器
    the latest vacuum cleaner
    A: I recommend to you our latest vacuum cleaner this year.
    B: Whats the difference?
    A: It makes less noise compared with the old ones.
    B: And?
    A: The design of the appearance is also the fashion development trend
    in the future.
    贵方觉得我们的产品如何?
    How do you like our products?
    A: How do you like our products?
    B: As a matter of fact,
    we shall be obliged if you give us your catalogs,price list,
    sales literature and other details of your business together with samples.
    试销 trial sale
    A: Is this type of vase new?
    B: Yes,it is.
    This is the most fashionable item for this year.
    A: Wed like to order 100 first for a trial sale.
    If it is sells well,we will order more.
    B: Sorry,according to the regulations of our company,
    the minimum order for this item is 200.
    大量订购 place a large order
    A: If you can place your order within this month,
    the present prices are still in effect.
    B: I know,but I have to contact our headquarters first.
    A: Certainly,and you can report that if you place a large order,
    you can enjoy a special discount.
    价格上涨 Prices soared/increased.
    A: Your prices have soared additional 20% over the last year.
    B: The reason is that the price of the raw materials increased.
    A: But at present,the price of this commodity is tending downward
    on the world market.
    B: Well,how about this:
    we will lower our price another 5%,
    that is our bottom price.
    物有所值
    High quality deserves high price.
    A: Your goods are indeed superior in quality
    compared with those of other manufacturers,
    but can you cut the price a little bit?
    B: Oh, Im sorry.High quality deserves high price.
    品质证明书 certificate of quality
    A: As long as the quality is good,
    it hardly matters if the price is a little bit higher.
    B: Dont worry about that.We have a certificate of quality.
    商品目录所列的产品规格
    specifications shown in the catalogue
    A: Weve received the specifications as shown in your catalog.
    But the color in the design is not so fashionable in our market.
    A: Thats not a serious problem.
    We can adjust to your requirements.
    销售合同 sales contract
    A: This is the sales contract we draft for this deal,
    you can have a look first.
    B: There seems no article about the terms of payment
    and conditions of payment?
    A: I just want to discuss with you about this.
    Whats your opinion?
    B: Opening the Letter of Credit within 30 days
    after the shipment will be all right.
    分期付款 payment by installment
    A: I was wondering if you could by any chance
    accept the payment by installment.
    B: Whats your specific idea about that?
    A: Actually,our idea is that the payment can be separated
    into two installments.60% of the total will be paid upon delivery.
    And the rest after the final acceptance.
    What do you say?
    B: I think at least 70% of the total should be paid upon delivery.
    A: You can say that again.
    销售业绩
    sales performance/achievement
    A: From this month on,
    we will apply the performancerelated pay system.
    B: How about last months sales performance?
    A: That will be calculated in this months pay.
    So you will get a higher salary for your better performance.
    B: Well,this kind of reform also can bring more profit to our company.
    销售指标 sales quota
    A: What is your requirement to agencies?
    B: You must fulfill the sales quota of 100 sets per month.
    A: If so,how much can we get as the commission?
    B: You will get a 10% commission on every machine you sell.
    目标客户 target/potential customer
    A: How do you define your target customer?
    B: We designed a questionnaire to do the research.
    A: Whats the consumers response?
    B: Almost all the young people have the great interest in our product.
    售后服务 aftersale service
    A: Your product is nice,
    but will the price be on the high side?
    B: Our price is absolutely competitive.
    You can compare that with the other dealers.
    A: Then,how about the aftersale service?
    B: Dont worry about that,
    our company has sound aftersale service.
    调换 replace
    A: If there is something wrong with the product after your purchase,
    you can get it repalced within 7 days.
    We also offer you the aftersale repair service within a year.
    A: Will it be repaired free of charge?
    B: Yes,but we will charge you after one year.
    销售单据 sales receipts/invoice
    A: What are the sales documents I need to present to you
    when I come to get it repaired?
    B: Invoice is a must.
    Youd better bring the guarantee certificate together with it as well.
    销售技巧 selling skills
    A: How do you strengthen the sales personsquality in the training?
    B: I always give them lectures on marketing.
    A: Whats the specific content of those lectures?
    B: Mostly I attract their attention to the selling skills
    they must have as a salesperson.
    采购商 / 供应商 buyer / supplier
    A: I find it more efficient for a buyer
    to deal with fewer suppliers rather than more.
    B: I dont buy your point.
    I think more suppliers mean lower price and higher quality.
    A: Its not the case in reality.
    Buyers can benefit a lot from the reduction in the number of suppliers.
    采购数量与采购时机
    order quantities and timing
    A: Henry,what do you think matters the most in purchasing?
    B: Order quantities and timing.
    A: Why are they important?
    B: How and when to buy is a big concern in reducing cost.
    及时采购
    Justintime (JIT) purchasing
    A: Justintime purchasing seems to be quite popular now,
    isnt it?
    B: Yes.You know one goal of modern purchasing
    is to maintain supply continuity
    with the minimum inventory investment.
    A: I think the goal of JIT purchasing is zero inventory.
    B: Theoretically speaking,it is.
    But in practice,that is rarely achieved.
    市场调查
    conduct a market research
    A: I am thinking of doing a new business.
    B: What sort of business will it be?
    A: Ive been thinking about opening a supermarket.
    B: The business will be good if you choose the right location.
    Youd better conduct a market research first.
    市场定位 market positioning
    A: What is the market positioning for our new products?
    B: We focus on the teenagers,
    their consuming power is increasing day by day.
    销售战略 selling strategy
    A: Have you predicted our position?
    B: Well be the market leader in the near future.
    Our selling strategy is the high quality of our products.
    市场会变得更规范。
    The market will be standardized.
    A: What are the opportunities for the next five years?
    B: The market will be standardized.
    A: And?
    B: The government may announce more positive policies
    to promote the international business.
    市场营销策划 marketing plan
    A: How is the marketing plan for the new product going on?
    Dont forget to analyze the basic four aspects.
    B: Dont worry;
    weve already finished the part about product and promotion.
    分销渠道 distribution channels
    A: What are the distribution channels you have found for our products?
    B: Nowadays,the direct marketing is very popular,
    such as the internet,telephone,mail, etc.
    A: What are the advantages of direct marketing?
    B: The most prominent one is reducing the cost.
    中间商 intermediary
    A: Do you think we should use the intermediaries
    to help us with the sales?
    B: Absolutely.They have knowledge of customers and their needs.
    定价时所定的战略目标
    strategic objectives in pricing
    A: What are the strategic objectives in your pricing?
    B: Im not sure about it.
    The least is survival,
    but we are trying to achieve profit maximization as well.
    特许经营权 franchise
    A: Are you planning to go with one of those big chain supermarkets?
    B: Yes,that is probably reliable.
    A: But a franchise from those big supermarkets must be very expensive.
    B: Yes,I am thinking how to avoid investing a great deal of money.
    开设海外分公司
    Open an overseas branch company
    A: Recently,we are preparing to enlarge our business scale further.
    B: You mean?
    A: We are discussing opening an overseas branch company in the US.
    B: Great,thats a big market for us to make the profit.
    我们可以把这里的经验运用在分公司的发展上。
    We can apply the experience we have here
    to develop the branch company.
    A: Do we need to hire all the managers and staff in the US?
    B: No,the new company cannot be operated by all local people.
    A: So we need to send some managers and engineers
    from the headquaters to help them?
    B: Yes,thus we can apply the experience we have here
    to develop the branch company.
    当地的商务文化
    local business culture
    A: We also need the local managers,
    because they know the local business culture.
    B: Would you please raise an example?
    A: For example,when they negotiate with the American clients,
    they know better about the difference.
    B: It seems we need help from each other.
    调整管理风格
    adjust the management style
    A: Our management in China is traditional,but in America,
    we need to adjust the management style to the local culture.
    B: Thats right,
    the management approach in American culture emphasizes independence.
    A: So we have to adjust to the different management
    when we are developing the new market.
    B: En,only by doing this
    can we get the market share in the local market.
    没有涉猎到的市场
    an untapped market
    A: Its time for us to develop a new market now.
    So far,Vietnam is an untapped market for our product.
    B: So wed better find an intermediary in Vietnam
    to help us begin our business there.
    潜在市场 potential markets
    A: This year we are going to find more potential markets.
    B: That means well sell our products to more places?
    A: Yes,but we need to remember
    that some countries dont welcome the aggressive sales.
    B: Youre right.
    犯规 break the rules
    A: We have to prepare well before we enter into the new market.
    In addition to the culture,
    we need to understand their law regulations.
    B: Yes,its easy to break the rules
    if we are not familiar with them.
    开发新市场看重的是市场份额。
    emphasize the market share when developing new markets.
    A: You must remember we emphasize the market share
    when we develop the new market.
    B: How about the other benefits?
    A: Of course,profit is what we want,
    but we need to get the customers first
    in the fierce competition.
    B: Ill take your advice.
    短期规划 shortterm planning
    A: Whats the shortterm planning of your company?
    B: We are preparing to enter new markets in Europe.
    A: How do you define your term?
    B: Our planning is within next year.
    长期规划 longterm planning
    A: The longterm planning of our company
    is to compete with the Fortune 500 corporations.
    B: When do you plan to enter into Fortune 500?
    A: I hope we will be on the list in 2010.
    那些都是不可避免的挑战。
    Those are all inevitable challenges.
    A: Can you imagine the challenges for the next 5 years?
    B: Those are all inevitable challenges.
    A: Can you list some?
    B: Like the increasing price of raw materials,
    fierce competition and over capacity of the industry.
     

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