外企白领口语速查速说 Unit 5 部门职能 05 市场部门

[00:09.41]市场部门 [00:10.85]Markets [00:12.45] 市场需求量比较大 [00:14.76] in large demand on market [00:19.66]A: Our sales department claims that the stainless steel ones [00:24.26]are in large demand on market. [00:26.88]B: Really? That means we should make adjustment accordingly. [00:31.57] 接订单 fill the order [00:38.07]A: Do we have SM57 in stock? [00:41.94]B: Yes,we always try to keep adequate stock. [00:46.69]A: Can we fill this order? [00:48.81]B: No problem.We have enough stock to supply the clients. [00:53.85] 查一笔上个月的订单 [00:58.79] track down an order of last month. [01:03.94]A: Susan,I wonder if you could track down an order of last month. [01:09.07]It hasnt arrived yet. [01:11.13]B: Certainly.Do you have an order number? [01:16.44] 最新款的吸尘器 [01:18.86] the latest vacuum cleaner [01:23.62]A: I recommend to you our latest vacuum cleaner this year. [01:28.25]B: Whats the difference? [01:29.66]A: It makes less noise compared with the old ones. [01:32.78]B: And？ [01:33.91]A: The design of the appearance is also the fashion development trend [01:37.44]in the future. [01:39.75] 贵方觉得我们的产品如何？ [01:43.91] How do you like our products? [01:47.93]A: How do you like our products? [01:50.43]B: As a matter of fact, [01:51.97]we shall be obliged if you give us your catalogs,price list, [01:57.03]sales literature and other details of your business together with samples. [02:04.65] 试销 trial sale [02:08.98]A: Is this type of vase new？ [02:12.29]B: Yes,it is. [02:13.37]This is the most fashionable item for this year. [02:17.08]A: Wed like to order 100 first for a trial sale. [02:21.77]If it is sells well,we will order more. [02:25.42]B: Sorry,according to the regulations of our company, [02:29.18]the minimum order for this item is 200. [02:34.85] 大量订购 place a large order [02:39.32]A: If you can place your order within this month, [02:44.23]the present prices are still in effect. [02:47.04]B: I know,but I have to contact our headquarters first. [02:51.54]A: Certainly,and you can report that if you place a large order, [02:54.52]you can enjoy a special discount. [02:59.32] 价格上涨 Prices soared/increased. [03:06.98]A: Your prices have soared additional 20% over the last year. [03:12.35]B: The reason is that the price of the raw materials increased. [03:17.18]A: But at present,the price of this commodity is tending downward [03:21.73]on the world market. [03:23.01]B: Well,how about this: [03:25.04]we will lower our price another 5%, [03:28.53]that is our bottom price. [03:32.52] 物有所值 [03:34.69] High quality deserves high price. [03:38.94]A: Your goods are indeed superior in quality [03:42.66] compared with those of other manufacturers, [03:45.59]but can you cut the price a little bit? [03:48.81]B: Oh, Im sorry.High quality deserves high price. [03:55.06] 品质证明书 certificate of quality [04:00.79]A: As long as the quality is good, [04:03.00]it hardly matters if the price is a little bit higher. [04:07.29]B: Dont worry about that.We have a certificate of quality. [04:13.13] 商品目录所列的产品规格 [04:17.94] specifications shown in the catalogue [04:22.22] A: Weve received the specifications as shown in your catalog. [04:28.59]But the color in the design is not so fashionable in our market. [04:33.75]A: Thats not a serious problem. [04:35.52]We can adjust to your requirements. [04:38.92] 销售合同 sales contract [04:45.79]A: This is the sales contract we draft for this deal, [04:50.20]you can have a look first. [04:52.07]B: There seems no article about the terms of payment [04:55.87]and conditions of payment? [04:57.74]A: I just want to discuss with you about this. [05:00.54]Whats your opinion? [05:01.99]B: Opening the Letter of Credit within 30 days [05:06.05]after the shipment will be all right. [05:11.27] 分期付款 payment by installment [05:15.74]A: I was wondering if you could by any chance [05:19.55]accept the payment by installment. [05:22.43]B: Whats your specific idea about that? [05:25.46]A: Actually,our idea is that the payment can be separated [05:30.02]into two installments.60% of the total will be paid upon delivery. [05:35.56]And the rest after the final acceptance. [05:38.17]What do you say? [05:39.42]B: I think at least 70% of the total should be paid upon delivery. [05:44.41]A: You can say that again. [05:48.14] 销售业绩 [05:50.60] sales performance/achievement [05:54.79]A: From this month on, [05:56.79]we will apply the performancerelated pay system. [06:00.26]B: How about last months sales performance? [06:03.23]A: That will be calculated in this months pay. [06:06.60]So you will get a higher salary for your better performance. [06:11.22]B: Well,this kind of reform also can bring more profit to our company. [06:18.34] 销售指标 sales quota [06:22.01]A: What is your requirement to agencies? [06:26.88]B: You must fulfill the sales quota of 100 sets per month. [06:31.87]A: If so,how much can we get as the commission? [06:35.40]B: You will get a 10% commission on every machine you sell. [06:43.19] 目标客户 target/potential customer [06:47.69]A: How do you define your target customer? [06:52.40]B: We designed a questionnaire to do the research. [06:55.60]A: Whats the consumers response? [06:57.79]B: Almost all the young people have the great interest in our product. [07:04.98] 售后服务 aftersale service [07:09.11]A: Your product is nice, [07:12.88]but will the price be on the high side? [07:15.50]B: Our price is absolutely competitive. [07:18.50]You can compare that with the other dealers. [07:21.53]A: Then，how about the aftersale service? [07:24.38]B: Dont worry about that, [07:26.35]our company has sound aftersale service. [07:32.10] 调换 replace [07:35.57]A: If there is something wrong with the product after your purchase, [07:41.76]you can get it repalced within 7 days. [07:44.79]We also offer you the aftersale repair service within a year. [07:49.83]A: Will it be repaired free of charge? [07:52.28]B: Yes,but we will charge you after one year. [07:57.88] 销售单据 sales receipts/invoice [08:05.00]A: What are the sales documents I need to present to you [08:09.17]when I come to get it repaired? [08:11.16]B: Invoice is a must. [08:13.91]Youd better bring the guarantee certificate together with it as well. [08:19.20] 销售技巧 selling skills [08:24.65]A: How do you strengthen the sales personsquality in the training? [08:30.65]B: I always give them lectures on marketing. [08:34.31]A: Whats the specific content of those lectures? [08:37.72]B: Mostly I attract their attention to the selling skills [08:41.73]they must have as a salesperson. [08:45.13] 采购商 / 供应商 buyer / supplier [08:51.72]A: I find it more efficient for a buyer [08:56.70]to deal with fewer suppliers rather than more. [09:00.61]B: I dont buy your point. [09:01.95]I think more suppliers mean lower price and higher quality. [09:06.16]A: Its not the case in reality. [09:09.28]Buyers can benefit a lot from the reduction in the number of suppliers. [09:15.53] 采购数量与采购时机 [09:20.72] order quantities and timing [09:22.41]A: Henry,what do you think matters the most in purchasing? [09:28.10]B: Order quantities and timing. [09:30.91]A: Why are they important? [09:33.72]B: How and when to buy is a big concern in reducing cost. [09:42.10] 及时采购 [09:43.50] Justintime (JIT) purchasing [09:48.50]A: Justintime purchasing seems to be quite popular now, [09:53.07]isnt it? [09:53.98]B: Yes.You know one goal of modern purchasing [09:56.80]is to maintain supply continuity [09:59.23]with the minimum inventory investment. [10:02.04]A: I think the goal of JIT purchasing is zero inventory. [10:07.83]B: Theoretically speaking,it is. [10:10.07]But in practice,that is rarely achieved. [10:14.04] 市场调查 [10:17.02] conduct a market research [10:20.52]A: I am thinking of doing a new business. [10:23.98]B: What sort of business will it be? [10:26.39]A: Ive been thinking about opening a supermarket. [10:29.73]B: The business will be good if you choose the right location. [10:33.62]Youd better conduct a market research first. [10:40.64] 市场定位 market positioning [10:44.32]A: What is the market positioning for our new products? [10:49.86]B: We focus on the teenagers, [10:52.26]their consuming power is increasing day by day. [10:57.98] 销售战略 selling strategy [11:01.67]A: Have you predicted our position? [11:05.95]B: Well be the market leader in the near future. [11:09.17]Our selling strategy is the high quality of our products. [11:15.39] 市场会变得更规范。 [11:18.76] The market will be standardized. [11:23.20]A: What are the opportunities for the next five years? [11:28.04]B: The market will be standardized. [11:30.29]A: And? [11:32.33]B: The government may announce more positive policies [11:35.29]to promote the international business. [11:39.98] 市场营销策划 marketing plan [11:46.17]A: How is the marketing plan for the new product going on? [11:50.74] Dont forget to analyze the basic four aspects. [11:54.10]B: Dont worry; [11:55.23]weve already finished the part about product and promotion. [12:00.88] 分销渠道 distribution channels [12:05.61]A: What are the distribution channels you have found for our products? [12:11.70]B: Nowadays,the direct marketing is very popular, [12:14.79]such as the internet,telephone,mail, etc. [12:18.26]A: What are the advantages of direct marketing? [12:21.95]B: The most prominent one is reducing the cost. [12:26.36] 中间商 intermediary [12:31.76]A: Do you think we should use the intermediaries [12:35.45]to help us with the sales? [12:36.88]B: Absolutely.They have knowledge of customers and their needs. [12:43.85] 定价时所定的战略目标 [12:46.70] strategic objectives in pricing [12:51.98]A: What are the strategic objectives in your pricing? [12:56.35]B: Im not sure about it. [12:58.26] The least is survival, [13:00.48]but we are trying to achieve profit maximization as well. [13:07.01] 特许经营权 franchise [13:12.57]A: Are you planning to go with one of those big chain supermarkets? [13:16.92]B: Yes,that is probably reliable. [13:19.82]A: But a franchise from those big supermarkets must be very expensive. [13:24.94]B: Yes,I am thinking how to avoid investing a great deal of money. [13:32.55] 开设海外分公司 [13:35.32] Open an overseas branch company [13:40.47]A: Recently,we are preparing to enlarge our business scale further. [13:46.10]B: You mean？ [13:47.10]A: We are discussing opening an overseas branch company in the US. [13:52.54]B: Great,thats a big market for us to make the profit. [13:56.28] 我们可以把这里的经验运用在分公司的发展上。 [14:03.38] We can apply the experience we have here [14:07.92]to develop the branch company. [14:09.82]A: Do we need to hire all the managers and staff in the US? [14:16.26]B: No,the new company cannot be operated by all local people. [14:21.51]A: So we need to send some managers and engineers [14:24.44]from the headquaters to help them? [14:26.81]B: Yes,thus we can apply the experience we have here [14:30.25]to develop the branch company. [14:35.19] 当地的商务文化 [14:36.87] local business culture [14:40.96]A: We also need the local managers, [14:44.37]because they know the local business culture. [14:47.53]B: Would you please raise an example? [14:49.84]A: For example,when they negotiate with the American clients, [14:54.81] they know better about the difference. [14:58.37]B: It seems we need help from each other. [15:02.15] 调整管理风格 [15:05.02] adjust the management style [15:08.22]A: Our management in China is traditional,but in America, [15:14.37]we need to adjust the management style to the local culture. [15:18.71]B: Thats right, [15:19.99]the management approach in American culture emphasizes independence. [15:24.99]A: So we have to adjust to the different management [15:28.84]when we are developing the new market. [15:31.02]B: En,only by doing this [15:33.59]can we get the market share in the local market. [15:38.12] 没有涉猎到的市场 [15:41.62] an untapped market [15:45.59]A: Its time for us to develop a new market now. [15:49.57]So far,Vietnam is an untapped market for our product. [15:54.47]B: So wed better find an intermediary in Vietnam [15:57.49]to help us begin our business there. [16:01.65] 潜在市场 potential markets [16:07.15]A: This year we are going to find more potential markets. [16:11.56]B: That means well sell our products to more places? [16:15.66]A: Yes,but we need to remember [16:18.09]that some countries dont welcome the aggressive sales. [16:21.59]B: Youre right. [16:24.03] 犯规 break the rules [16:28.90]A: We have to prepare well before we enter into the new market. [16:34.27]In addition to the culture, [16:36.49]we need to understand their law regulations. [16:40.08]B: Yes,its easy to break the rules [16:42.55]if we are not familiar with them. [16:46.06] 开发新市场看重的是市场份额。 [16:51.67] emphasize the market share when developing new markets. [16:57.74]A: You must remember we emphasize the market share [17:01.55]when we develop the new market. [17:04.77]B: How about the other benefits? [17:06.49]A: Of course,profit is what we want, [17:09.11]but we need to get the customers first [17:11.33]in the fierce competition. [17:12.99]B: Ill take your advice. [17:17.31] 短期规划 shortterm planning [17:22.70]A: Whats the shortterm planning of your company? [17:26.19]B: We are preparing to enter new markets in Europe. [17:29.81]A: How do you define your term? [17:32.22]B: Our planning is within next year. [17:34.43] 长期规划 longterm planning [17:40.78]A: The longterm planning of our company [17:45.18]is to compete with the Fortune 500 corporations. [17:48.71]B: When do you plan to enter into Fortune 500? [17:53.15]A: I hope we will be on the list in 2010. [17:57.58] 那些都是不可避免的挑战。 [18:01.27] Those are all inevitable challenges. [18:06.18]A: Can you imagine the challenges for the next 5 years? [18:10.87]B: Those are all inevitable challenges. [18:13.81]A: Can you list some? [18:15.17]B: Like the increasing price of raw materials, [18:18.49]fierce competition and over capacity of the industry.

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