Lesson 2: Understanding Client Needs

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Lesson 2: Understanding Client Needs
Lesson 2: Industry Vocabulary & Role-Play – Port Marketing

Business English 1-on-1

Marketing in Port & Logistics Sector

Part 2: Industry Vocabulary (25 mins)

Interactive Flashcards

Hover over (or tap) the cards to reveal the meaning and examples.

Di chuột (hoặc chạm) vào các thẻ để xem nghĩa và ví dụ tiếng Việt. (Nút phát âm thanh được đặt ở mặt sau của thẻ).

Group 1: Shipping Operations (Hoạt động Vận tải)

Shipping Volume

Shipping Volume

Sản lượng vận chuyển

“Our shipping volume increases during peak season.”

Transit Time

Transit Time

Thời gian vận chuyển

“Shorter transit time improves supply chain efficiency.”

Port Capacity

Port Capacity

Công suất cảng

“Large shipping lines require ports with high capacity.”

Group 2: Client Priorities (Ưu tiên của Khách hàng)

Cost Efficiency

Cost Efficiency

Hiệu quả chi phí

“Shipping companies always look for cost efficiency.”

Reliability

Reliability

Độ tin cậy

“Reliability is critical in international logistics.”

Supply Chain Stability

Supply Chain Stability

Ổn định chuỗi cung ứng

“Efficient ports help maintain supply chain stability.”

Teacher asks Student:

Q1: Why is reliability important for shipping companies?
Sample Answer: Reliability helps companies avoid delays and maintain stable supply chains.

(Độ tin cậy giúp các công ty tránh sự chậm trễ và duy trì chuỗi cung ứng ổn định.)

Q2: Why do shipping companies care about transit time?
Sample Answer: Shorter transit time means faster delivery and lower logistics costs.

(Thời gian vận chuyển ngắn hơn đồng nghĩa với giao hàng nhanh hơn và chi phí logistics thấp hơn.)

Q3: Why do large shipping lines need high port capacity?
Sample Answer: Because they handle large cargo volumes and large vessels.

(Vì họ xử lý khối lượng hàng hóa lớn và các tàu lớn.)

Part 3: Question Building (20 mins)

Sales Techniques

Explain three types of business questions to understand your client better.

1

Situation Questions

Purpose: Understand the client’s current operations.

  • Which ports do you currently use?
    (Bạn hiện đang sử dụng những cảng nào?)
    Ans: We mainly use Cat Lai and Cai Mep ports.
    (Chúng tôi chủ yếu sử dụng cảng Cát Lái và Cái Mép.)
  • What type of cargo do you usually ship?
    (Bạn thường vận chuyển loại hàng hóa nào?)
    Ans: We usually ship agricultural products in containers.
    (Chúng tôi thường vận chuyển nông sản trong container.)
  • What is your monthly shipping volume?
    (Sản lượng vận chuyển hàng tháng của bạn là bao nhiêu?)
    Ans: We ship around 500 TEUs per month.
    (Chúng tôi vận chuyển khoảng 500 TEU mỗi tháng.)
2

Problem Questions

Purpose: Identify challenges.

  • Do you experience congestion at those ports?
    (Bạn có gặp tình trạng tắc nghẽn ở các cảng đó không?)
    Ans: Yes, delays are quite common during peak seasons.
    (Có, việc chậm trễ khá phổ biến vào mùa cao điểm.)
  • Is transit time a problem for your operations?
    (Thời gian vận chuyển có phải là vấn đề đối với hoạt động của bạn không?)
    Ans: Sometimes. Slow transit times affect our delivery to customers.
    (Thỉnh thoảng. Thời gian vận chuyển chậm ảnh hưởng đến việc giao hàng cho khách.)
  • Do you face high logistics costs?
    (Bạn có phải đối mặt với chi phí logistics cao không?)
    Ans: Yes, inland transportation costs are currently very high.
    (Có, chi phí vận tải nội địa hiện tại rất cao.)
3

Need Questions

Purpose: Discover improvement opportunities.

  • What improvements are you looking for?
    (Bạn đang tìm kiếm những cải tiến nào?)
    Ans: We are looking for lower costs and faster cargo handling.
    (Chúng tôi đang tìm kiếm chi phí thấp hơn và xếp dỡ hàng nhanh hơn.)
  • Would faster cargo handling help your company?
    (Việc xếp dỡ hàng hóa nhanh hơn có giúp ích cho công ty bạn không?)
    Ans: Definitely, it would save us a lot of time and money.
    (Chắc chắn rồi, nó sẽ giúp chúng tôi tiết kiệm nhiều thời gian và tiền bạc.)
  • Are you looking for more reliable port services?
    (Bạn có đang tìm kiếm các dịch vụ cảng đáng tin cậy hơn không?)
    Ans: Yes, reliability is our top priority right now.
    (Có, độ tin cậy là ưu tiên hàng đầu của chúng tôi hiện nay.)

Practice Exercise

Student creates 3 questions for a shipping client. Use vocabulary: transit time, shipping volume, cost efficiency.

(Học viên tạo 3 câu hỏi cho khách hàng vận tải. Sử dụng các từ vựng trên).

Xem Gợi Ý Đáp Án (Sample Answers)

What is your typical shipping volume per month?

Ans: We usually ship around 200 to 300 containers per month.
(Chúng tôi thường vận chuyển khoảng 200 đến 300 container mỗi tháng.)

Are you satisfied with your current transit time?

Ans: Not really, sometimes it takes too long to reach Europe.
(Không hẳn, đôi khi mất quá nhiều thời gian để đến Châu Âu.)

Is cost efficiency an important factor for your company?

Ans: Yes, reducing logistics costs is our main goal this year.
(Vâng, giảm chi phí logistics là mục tiêu chính của chúng tôi trong năm nay.)

Part 4: Reading (15 mins)

Case Study: Efficient Ports

Efficient Ports

Modern ports play a crucial role in global trade. Shipping companies prefer ports with large capacity, reliable operations, and efficient cargo handling.

These factors help reduce transit time and improve supply chain stability.

Ports that offer strong logistics connectivity can significantly improve cost efficiency for businesses.

Task 1: Reading Aloud

Focus on the pronunciation of:
“capacity” , “reliability” , and “connectivity” .

Task 2: Comprehension Questions

Q1: Why do shipping companies prefer efficient ports?
Answer: Because efficient ports reduce delays and improve supply chain stability.
Q2: How can ports improve cost efficiency?
Answer: They reduce transit time and improve logistics connectivity.
5-Minute Break

Part 5: Listening & Reading (15 mins)

Industry Insight

Listen to the audio and read along to understand the current challenges in the shipping industry.

Global Trade Challenges

In today’s global trade environment, shipping companies are under increasing pressure to improve efficiency and reduce costs.

One of the biggest challenges they face is port congestion. In many major ports around the world, vessels have to wait for several days before they can dock. This leads to longer transit times and higher operating costs for shipping lines. As a result, many companies are now looking for ports that offer faster turnaround times and more reliable operations.

In addition, shipping companies are also focusing on cost efficiency. They prefer ports that are located near industrial zones and have strong connections to highways and inland transport systems. By choosing the right port, companies can reduce delays, lower logistics costs, and improve overall supply chain stability.

Comprehension Q1

What is one of the biggest challenges for shipping companies today?

Show Answer
Port congestion. Vessels have to wait for several days before docking.

Comprehension Q2

What type of ports do shipping companies prefer?

Show Answer
They prefer ports with faster turnaround times, reliable operations, and locations near industrial zones/highways.
5-Minute Break

Part 6: Role-Play Practice (25 mins)

Speaking & Interaction

Instructions: Let’s practice! You (the student) will play the role of the Client. The teacher will be the Dong Nai Port Representative.

Hướng dẫn: Học viên đóng vai Khách hàng. Giáo viên đóng vai Đại diện Cảng Đồng Nai. Bấm vào biểu tượng cái loa để nghe mẫu (AI) hoặc đính kèm MP3.

Dialogue 1 – Current Operations + Follow-up

File nghe đính kèm (MP3)
Student (Client)
Hi, I’m Lisa from a shipping company.
Teacher (Port Rep)
Nice to meet you, Lisa. I’m [Name] from Dong Nai Port.
May I ask which ports you currently use in Vietnam?
We mainly use Cat Lai and Cai Mep.
I see. And what type of cargo do you usually handle?
Mostly container cargo, especially electronics.
That’s interesting. What is your average shipping volume per month?
Around 6,000 TEUs.
Do you expect your volume to increase in the future?
Yes, we expect steady growth next year.
That’s good to know. Thank you for sharing.
Dialogue 2 – Problems + Deeper Questions
File nghe đính kèm (MP3)
Hello, I’m Kevin from a logistics company.
Nice to meet you, Kevin. I’m [Name] from Dong Nai Port.
Do you experience congestion at your current ports?
Yes, especially during peak season.
How long do vessels usually wait?
Sometimes two to three days.
That’s quite long. Does it affect your delivery schedules?
Yes, it causes delays for our clients.
Do you also face higher costs because of that?
Yes, our operating costs have increased.
I understand. That must be a big challenge.
Dialogue 3 – Needs + Priorities
File nghe đính kèm (MP3)
Hi, I’m Daniel from a shipping line.
Nice to meet you, Daniel. I’m [Name] from Dong Nai Port.
What are your main priorities when choosing a port?
We focus on reliability and fast operations.
Is turnaround time important for your company?
Yes, very important.
How about cost efficiency?
Yes, we always try to reduce costs.
Between speed and cost, which is more important?
Reliability and speed are more important for us.
That makes sense. Thank you for your insights.
Dialogue 4 – Comparing Ports
File nghe đính kèm (MP3)
Hi, I’m Michael from a shipping company.
Nice to meet you, Michael. I’m [Name] from Dong Nai Port.
Can I ask what you like about your current ports?
They have good connectivity to industrial zones.
That’s great. Are there any issues you are not satisfied with?
Yes, sometimes the cargo handling is slow.
I see. Does that affect your transit time?
Yes, it increases our delivery time.
Would faster handling improve your operations?
Definitely. That would help a lot.
Thank you. That’s very helpful to know.
Dialogue 5 – From Questions → Soft Selling
File nghe đính kèm (MP3)
Hello, I’m Andrew from a logistics firm.
Nice to meet you, Andrew. I’m [Name] from Dong Nai Port.
May I ask what challenges you are currently facing?
We are dealing with delays and high costs.
Is transit time a major concern for your company?
Yes, it is one of our biggest issues.
And are you looking for more reliable port services?
Yes, reliability is very important for us.
I see. At our port, we focus on fast turnaround and reliable operations.
That sounds interesting.
Maybe we can discuss this in more detail later?
Sure, I’d like that.

Homework (Micro-learning)

Send a Voice Note via Zalo to the teacher.
Record yourself asking 3 business questions (Situation, Problem, Need) to a shipping client.

(Gửi ghi âm qua Zalo cho giáo viên. Đóng vai và hỏi khách hàng vận tải 3 câu hỏi khám phá nhu cầu: Tình trạng, Vấn đề, Mong muốn.)

Deadline: Before next class

Prepared for Business English 1-on-1 Sessions.

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