外贸英语函电教程（第二版）

作者简介

郭晓丽，深圳信息职业技术学院副教授，2003年7月毕业于武汉大学外语学院，英语专业研究生。之后一直在深圳信息职业技术学院任教，现任应用外语学院副院长，主持国家级、省级教改项目多项。

内容简介

Unit 1 Establishing Business Relations
Objectives:
1. To help you get to know some common ways of finding new customers.
2. To help you learn to write tailor-made prospecting emails based on prospects’ needs.
Activity 1 Connecting with prospects
1. There are many ways to look for your prospects or your potential customers. Read the following customer-locating channels to connect with prospects and find the right description for each channel.
Channels Descriptions：
(1) Networking locally through organiza tions such as Chambers of Commerce
(2) Networking through social media platforms like Instagram, Facebook, Twitter and LinkedIn
(3) Attending trade shows and conferences
(4) Asking for referrals from satisfied current customers
Descriptions
A. This approach requires confidence and trust between vendors and customers.
B. These are unique opportunities that provide face to-face contact with people who are looking for products, expertise and solutions in the industry.
C. If you want to get connected with your prospects in this way, you need to send regular posts that your target audience find valuable and optimize your profile to portray yourself as a knowledgeable and approachable subject-matter expert in your industry.
D. If you want to find prospects in this way, you can attend the monthly meetings held by the organization during which local professionals get together to exchange ideas and network.
Prepare for group work
2. A prospecting email is an outreach email used by sales representatives to contact a potential customer or lead to encourage interest and curiosity in certain products or service.
? Read the following eight pairs of statements about approaching potential customers via emails below, tick (√) the more appropriate or effective ones and think about the reasons.
? Take turns to tell your group members your choices and reasons. Then try to reach a group agreement.
? Figure out a list of tips for approaching new customers via emails based on your choices and reasons.