English for Sales & Purchasing [Student's Book And MultiROM] by Oxford University Press Series Lưu

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English for Sales and Purchasing can be used as a stand-alone course, for self-study using the interactive Multi-ROM, or alongside a coursebook such as International Express.

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OX,FORDUNIVERSITY PRESSGreat Clarendon Street, Oxford ox2 6DpOxford University Press is a departrnent ofthe University ofOxford.It firrthers the University's objective ofexcellence in research, scholarship,and education by publishing worldwide inOxford NewYorkAuckland CapeTown Dares Salaam HongKong KarachiKuala Lumpur Madrid Melbourne Mexico City NairobiNew Delhi Shanghai Taipei TorontoWith offices inArgentina Austria Brazil Chile CzechRepublic Frarce GreeceGuatemala Hungary Italy Japan Poland Portugal SingaporeSouthKorea Switzerland Thailand Turkey ulcaine VietnamoxFoRD and oxronp ENGr,rsH are registered trade marks ofOxford University Press in the UK and in cenain other countries@ Oxford University Press zoogAdapted from Eflglish Jor Sales and Purchosing by Lothar Gutjahr andSean Mahoney @ Cornelsen Verlag GmbH & Co. OHG, Berlin zooTThe moral rights ofthe autior have been assertedDatabase right Oxford University Press (maker)First published zoogr2073 2rJ12 2Oa1 2O1O 2OO9109876s432No unauthorized photocopyingAll righa resen'ed- No pan of this publication maybe reproduced,stored in a retriellal svstem, or transmitted, in any form or by anymeans, r'ithout the prior permission in writing of Oxford UniversityPress, or as expressll' permitted by law, or under terms a$eed with theappropriate reprographics rights organization. Enquiries concerningreproducrion outside the scope ofthe above should be sent to the ELIRights Deparrnent, Oxford University Press, at the address aboveYou must not cirorlate this book in any other binding or coverand you must impose this sarne condition on any acquirerAny websites refened to in this publication are in the public domainand their addresses are provided by Oxford University Press forhformation only. Oxford University Press disclaims any responsibilityfor f}Ie contentrsBN: 978 o 19 457931 5Printed in ChinaACKNOWLEDGEMENTSThe yrublisher wouldlike to thankthe fonowingfor theirkind permission tareproduce photograpw and other cop1,t'ight ffiateriol: /Jamy pp 1 3 (tradefair/dbimages), 46 (woman on phone/Rob Wilkinson), 57 (womanspeaker/Andrew Paterson); Getty Images p5 (businessmanfiony Garcia);iStockphoto.com pp 5 (businesswoman/pkline), 8 (rnan and woman atcomputer/pkline), 12 (woman, top 1eft/texxter), (man, top right;woman,middle left; woman, boftom right/Yuri_Arcurs), (man, bottom left/digitalskillet), 14 (desk meetinglisegagne), 16 (bar meetingfihomas_EyeDebign), 21 (businesswoman/Yuri_Arcurs), 22 (man at computer:woman on phonelYuri_Arcurs), 23 (wine cellar/gehringj), 24 (man onphone/archives), (woman on phone/acilo), 26 (woman on phone/1O01nights), 28 (wineglasses/sarasang), 32 (business neeting/monkeybusiness images), 33 (cars/Andy445), 34 (car interior/PKM1),36 (caf6 interior/1001nights), 37 (business meeting/X.apidEye), 38(handshake/jhorrocks), 41(hammer/Flamster3d), 42 (man on phone/inkastudio), 44 (clothesrail,YT), 49 (woman, top leftijhorrocks), (man,top right/shorrocks), (man, bottom 1eft/Renphoto), (woman, bottomright/masta4650), 55 (\,eoman at computerrotek), 57 (coffee sack/migin), (half fuIl cup/sumos), (fu ll cup/nallevalle), (coffee beans/eAlisa),(two people drinking coffee/nyul); webstockpro pu (pilot and flightattendant/CD Bank).Art'vv mk @ : Stephen May.C6ter itnages ca)rtesy of Punchstock (rnain imageil.ob Melrrychuk/Photodisc), (top left/Bernhard Lang/?hotographerls Choice), OUP(bottom left/Photodisc). lsGontentslffi:,l.ii,=::!r-i;i' lil3i.*10,,,,,""t3 I -"r eontacts22 I ""'*32 | ttesotiations42 I "'*"50 I "*t-el GaleJob tittes and tasksA sales meetingA requisitionAt a trade fairRelationship buildingFollow-up emailsA sales pitchThe AIDA approach to salesA request for proposalAn offer letterTips for successful negotiationsA companyvisitNegotiating stylesWin-win negotiationsTelephone ordersAn online orderA change to an orderNumbers and figuresContract terms and phrasesDeating with problems over thetelephone and in writingAn online complaint form;ffiffit?1ilitFffi€_*1ii1i|:-1;!i*:::;r,|.r=1y,rr. 't:"",.,.,,, "''t,,,::,:,,,,..s8 lest yourselfl6o Partner files54 Answerkey69 flanscripts76 A-Z word list7A Usefut phrases and vocabularyTatking about your jobTalking about goals, objectives, andtargetsTelephoning [anguageBeing potiteEstabtishing contact at a trade fairSmatt-tatk strategiesEmail conventions and phrasesOffers, tenders, and bidsTatking about a productThe tendering (or bidding) processActive tisteningDiscussing terms and conditions(cond itional sentences)Agreeing and disagreeingStarting and ending a negotiationExchanging informationHandling ordersReferring to numbers in an orderComptaining effectivetyComptaint management with CASHLetters of complaint and apology