Entertaining Business Clients 招待客户

　　PART ONE: INTERVIEW

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

　　你喜欢在餐馆用餐吗?(为什么?)

　　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?)

　　你会带客户上哪一类餐馆?(为什么?)

　　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?)

　　是否有必要带客户去高档的餐馆?(为什么?)

　　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?

　　对于公司职员来说掌握基本的招待客户的知识有何重要性?

　　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 招待客户需考虑哪些要点?

　　l Appropriate venue for entertainment 适当的招待地点

　　l Clear objectives for the meeting 明确的目的

　　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.

　　在款待客户的时候，首先我们需要决定招待客户最合适的场所。我们可能需要调查首次接洽的客户的喜好，更喜爱艺术还是更青睐与运动或者美食，然后再选择款待的类型：应该在餐厅还是到电影院也或者在其他一些合适的场所款待客户。

　　在款待客户时，在脑中有一个清晰的计划对我们来说也很重要。我们需要列出一个具体的业务目标实现的清单。因此在我们的客户享受款待的同时，我们不露痕迹，顺利直接的一步一步实现我们的目标。

　　另一个重要的方面是提出主要业务的时机。因为不合时宜的提出业务事项，可能使我们的客户在社交场合尴尬，而且会挫伤他们与你做生意的兴趣，甚至会毁掉一个良好的商业机会。

　　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

　　招待外国客人

　　有一群英国客人将到你们公司参观，请你们负责招待他们。讨论并决定：

　　l 安排的计划应包括哪些活动

　　l 应考虑哪些文化差异

　　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:我们的英国客户在周末抵达将对我司进行2天的访问，那么让我们看一下对客户的互动安排。你认为我们首先要安排的项目是什么呢?

　　B:据我们所知，他们到这里来调研能否跟我司建立长期的合作。因此，首先要做的事情是周一一早带他们参观我们的公司。我们应该将公司最好的一面展示给客户，特别是办公电脑管理系统。

　　A:是的，但是在参观之前也许我们首先应该让他们有机会观看公司的视频简介，用一个独特的方式让他们更好的了解我们公司的运作。

　　B: 那很好。我完全赞同你的观点。周一晚上要做什么安排? 去剧院、听音乐会还是去餐厅用餐呢?

　　A: 从我们收集的信息来看，客户们有良好的文化背景，带他们去首都剧场观看京剧怎么样?

　　B：我不反对这样，但是担心京剧的时间不是很长，我们可以再安排一些其他的项目。我的意思是我们需要考虑到文化的差异。我不认为客户对自己知之甚少的京剧能耐心坐上两个小时。

　　A: 也许我们可以在晚餐之前安排半小时的京剧演出。

　　B:好的，问题解决了。可是我们应该带客户去哪里共进晚餐呢?

　　A: 我们应该选择在本城市最繁华的商业街选择一个最好的餐馆，他们可以在那里体验这个城市的喧嚣。

　　B: 但是这里有一些其他要注意的地方。我认为英国人通常都很保守。我担心他们不会喜欢在太喧嚣和繁忙的地方用餐。

　　A: 这点提的很好。这样的话，我们应该预定一个有特色的餐厅，我们可以有更多的隐私同时享受当地的美食。

　　B:如果没有别的问题，让我们现在着手准备吧。

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

　　公司是否有必要与客户建立一种长期良好的关系?(为什么?)

　　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?)

　　你认为对外国客户最适宜的招待方式是什么?(为什么?)

　　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?)

　　与外商交往时，可能出现什么问题?(为什么?)

　　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?

　　你是否喜欢花上几天时间照顾来访的客户?(为什么?)

　　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?)

　　外国客人到你的家乡，你愿意带他们上哪里玩?(为什么?)

　　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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