Entertaining Business Clients 招待客戶

　　PART ONE: INTERVIEW

　　(1) Do you think you enjoy eating in restaurants? (Why?/Why not?)

　　你喜歡在餐館用餐嗎?(為什么?)

　　Yes. I do. I like eating in restaurants not for the sake of saving time. It gives great pleasure to be in a restaurant atmosphere. I would choose a restaurant that provides not only good food but also excellent service. I always take my time enjoying my food there.

　　(2) What type of restaurant would you take your business clients to? (Why?)

　　你會(huì)帶客戶上哪一類餐館?(為什么?)

　　It depends. First of all, I have to judge the character of my guests and decide if I should take them to a restaurant in a quiet place or in a busy street. If they come far away from our region I would probably take them to a restaurant with local flavour.

　　(3) Is it necessary to take your business clients to an expensive restaurant? (Why?/Why not?)

　　是否有必要帶客戶去高檔的餐館?(為什么?)

　　Yes. Taking my guests to an expensive restaurant is a way to show my hospitality. High price means excellence in service. I don’t want my clients to think that they are being slighted. If clients were made to feel that way, we may save some money, but we would lose our business.

　　(4) How important is it for company staff to have some basic knowledge in entertaining business clients?

　　對(duì)于公司職員來(lái)說(shuō)掌握基本的招待客戶的知識(shí)有何重要性?

　　Entertaining guests is a kind of social art. Basic knowledge and skills in this aspect will help to deal with your clients in the most appropriate manner. This is essential in an effort to establish a good relationship with your clients. In some cases, a blunder in social setting may offend your guests and in the end spoil your business.

　　PART TWO: MINI-PRESENTATION

　　What’s important when…?

　　Entertaining your business clients 招待客戶需考慮哪些要點(diǎn)?

　　l Appropriate venue for entertainment 適當(dāng)?shù)恼写�地點(diǎn)

　　l Clear objectives for the meeting 明確的目的

　　l

　　When entertaining business clients, we need, first of all, to decide on the most suitable venue for the event to take place. We wll probably find out in our first contact with our clients if they are more of art lovers or sports fans or gourmets, and then choose the type of entertainment: whether it should be in a restaurant or in the theatre or in some other appropriate venue for the event.

　　It is also very important for us to have a clear plan in mind when we come to the meeting. We need to work out a list of specific business objectives to achieve. Therefore while making sure our business clients enjoy themselves, we quietly and smoothly direct the meeting step by step towards our goal.

　　The other important aspect is the timing for bringing up the subject of business. Because inopportune mentioning of the matter of business may embarrass our clients at a social setting and discourage their interest in the business you intend to do and even ruin a fine business opportunity.

　　在款待客戶的時(shí)候，首先我們需要決定招待客戶最合適的場(chǎng)所。我們可能需要調(diào)查首次接洽的客戶的喜好，更喜愛(ài)藝術(shù)還是更青睞與運(yùn)動(dòng)或者美食，然后再選擇款待的類型：應(yīng)該在餐廳還是到電影院也或者在其他一些合適的場(chǎng)所款待客戶。

　　在款待客戶時(shí)，在腦中有一個(gè)清晰的計(jì)劃對(duì)我們來(lái)說(shuō)也很重要。我們需要列出一個(gè)具體的業(yè)務(wù)目標(biāo)實(shí)現(xiàn)的清單。因此在我們的客戶享受款待的同時(shí)，我們不露痕跡，順利直接的一步一步實(shí)現(xiàn)我們的目標(biāo)。

　　另一個(gè)重要的方面是提出主要業(yè)務(wù)的時(shí)機(jī)。因?yàn)椴缓蠒r(shí)宜的提出業(yè)務(wù)事項(xiàng)，可能使我們的客戶在社交場(chǎng)合尷尬，而且會(huì)挫傷他們與你做生意的興趣，甚至?xí)�毀掉一個(gè)良好的商業(yè)機(jī)會(huì)。

　　PART THREE: DISCUSSION

　　Entertaining Foreign Guests

　　A group of guests from Great Britain are coming to visit your company. You have been asked to help entertain them. Discuss the situation together, and decide:

　　● what activities should be included in the schedule

　　● what cultural differences need to be considered

　　招待外國(guó)客人

　　有一群英國(guó)客人將到你們公司參觀，請(qǐng)你們負(fù)責(zé)招待他們。討論并決定：

　　l 安排的計(jì)劃應(yīng)包括哪些活動(dòng)

　　l 應(yīng)考慮哪些文化差異

　　A: Our British guests are arriving at weekend for a two day visit, so let’s look at our arrangement of activities for our guests. Now, first of all, what items do you think should be included here?

　　B: Well, as we know, they are here to investigate a possible long-term cooperation with us. So, the first thing Monday morning is to take them for a tour around our company. We should show them the best part of our company, particularly the office computer management system.

　　A: Yes. But perhaps we should first give them a chance to see the video profile of our company before showing them around and that would give them a better idea of our unique way of operating our business.

　　B: That’s great. I totally agree with you on that. What are we going to arrange for Monday evening? Theatre, concert, or restaurant?

　　A: Oh, well. From the information we have gathered, they are people of very well cultured background, how about giving them some taste of Peking Opera at the Capital Theatre?

　　B: I do not disagree, but I am afraid it shouldn’t be too long for that. There are other things I would want to bring to our attention. I mean we need to take cultural differences into consideration. I don’t think we can expect them to sit out a two hours performance that they understand practically little.

　　A: Maybe we can arrange for half an hour of Peking opera before we take them for a late night dinner.

　　B: Alright. That’s settled. But where do you think we should take them to for the meal?

　　A: We should choose one of the best restaurants alone the busiest street in this city where they could experience the hustle and bustle of this city.

　　B: But there’s something else that I want to note here. I think the British are generally rather reserved people. I am afraid they would prefer not to have a too noisy and busy place for dinner.

　　A: That’s a good point. In this case, we should book a room in a quite distinctive restaurant where we could have more privacy and at the same time enjoy the local food.

　　B: If there is no further question, let’s get down to our preparation right now.

　　A:我們的英國(guó)客戶在周末抵達(dá)將對(duì)我司進(jìn)行2天的訪問(wèn)，那么讓我們看一下對(duì)客戶的互動(dòng)安排。你認(rèn)為我們首先要安排的項(xiàng)目是什么呢?

　　B:據(jù)我們所知，他們到這里來(lái)調(diào)研能否跟我司建立長(zhǎng)期的合作。因此，首先要做的事情是周一一早帶他們參觀我們的公司。我們應(yīng)該將公司最好的一面展示給客戶，特別是辦公電腦管理系統(tǒng)。

　　A:是的，但是在參觀之前也許我們首先應(yīng)該讓他們有機(jī)會(huì)觀看公司的視頻簡(jiǎn)介，用一個(gè)獨(dú)特的方式讓他們更好的了解我們公司的運(yùn)作。

　　B: 那很好。我完全贊同你的觀點(diǎn)。周一晚上要做什么安排? 去劇院、聽(tīng)音樂(lè)會(huì)還是去餐廳用餐呢?

　　A: 從我們收集的信息來(lái)看，客戶們有良好的文化背景，帶他們?nèi)ナ锥紕��?chǎng)觀看京劇怎么樣?

　　B：我不反對(duì)這樣，但是擔(dān)心京劇的時(shí)間不是很長(zhǎng)，我們可以再安排一些其他的項(xiàng)目。我的意思是我們需要考慮到文化的差異。我不認(rèn)為客戶對(duì)自己知之甚少的京劇能耐心坐上兩個(gè)小時(shí)。

　　A: 也許我們可以在晚餐之前安排半小時(shí)的京劇演出。

　　B:好的，問(wèn)題解決了�？墒俏覀儜�(yīng)該帶客戶去哪里共進(jìn)晚餐呢?

　　A: 我們應(yīng)該選擇在本城市最繁華的商業(yè)街選擇一個(gè)最好的餐館，他們可以在那里體驗(yàn)這個(gè)城市的喧囂。

　　B: 但是這里有一些其他要注意的地方。我認(rèn)為英國(guó)人通常都很保守。我擔(dān)心他們不會(huì)喜歡在太喧囂和繁忙的地方用餐。

　　A: 這點(diǎn)提的很好。這樣的話，我們應(yīng)該預(yù)定一個(gè)有特色的餐廳，我們可以有更多的隱私同時(shí)享受當(dāng)?shù)氐拿朗场?/P>

　　B:如果沒(méi)有別的問(wèn)題，讓我們現(xiàn)在著手準(zhǔn)備吧。

　　(1) Is it necessary for a company to establish a good long-term relationship with its clients? (Why?/Why not?)

　　公司是否有必要與客戶建立一種長(zhǎng)期良好的關(guān)系?(為什么?)

　　Yes. A good long-term business relationship with clients means better understanding and greater trust between you and your clients. It will help ensure smooth and speedy business transactions between your company and your clients.

　　(2) What do you think is the most suitable form of entertainment for forign business clients?(Why?)

　　你認(rèn)為對(duì)外國(guó)客戶最適宜的招待方式是什么?(為什么?)

　　The best entertainment is to take them to see places of cultural and historical interest. More background knowledge of our culture and history will give them more insight into our way of life and way of doing business. Our dynamic history and colourful culture will win more of their respect, in turn, this will help encourage their business interest in China.

　　(3) What problems may arise when socializing with foreign business people?(Why?)

　　與外商交往時(shí)，可能出現(xiàn)什么問(wèn)題?(為什么?)

　　When interacting with foreign business people, problems may arise in different thought patterns, different ways of seeing the world, and different ways of decision-making. These problems are the result of cultural differences and will often lead to misunderstanding.

　　(4) Do you think you would enjoy looking after business visitors for a few days?

　　你是否喜歡花上幾天時(shí)間照顧來(lái)訪的客戶?(為什么?)

　　Yes, I do. I think it’s a great pleasure to do so. In the first place, it’s a great chance to introduce them to our culture and history. Secondly, socializing with business people will help me to acquire networking skills. Finally I may land business cuntracts from them.

　　(5) Where would you take foreign visitors to in your hometown?(Why?)

　　外國(guó)客人到你的家鄉(xiāng)，你愿意帶他們上哪里玩?(為什么?)

　　I would take them to the local restaurants to taste the local cuisine and enjoy the annual cooking festivity. Each year a cooking contest is held there to name the “best cook of the year”. The winner will ride in a horse-drawn carriage escorted by his admires through the main street and will be showered with flowers from the crowds along the way.

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