会展英语Chapter7

1、Business ContactqWarm-upqSituational DialoguesqPractical Writing qExtensive Reading It is a tiring experience to work 4 or 5 days at your companys stand at a trade show, but dont forget the importance of reception etiquette, which should be noted from the points below: 1. What should a sales person

2、prepare in his package for an exhibition (1) _where his companys contact details are clearly shown; (2)_, listing and illustrating information about products; Section I. Warm-upDialoguesWritingReading Listen to the passage and then fill in the blanks. Listen to the passage and then fill in the blank

3、s. Brochures Business cards (3)_to collect visitors information quickly. 2. How to open and close a conversation Dont open a conversation with “(4) _” Ask an (5)_question that demands an informative answer, such as “What are you interested in” Before closing the conversation, dont forget to (6) _ th

4、e visitors business cards or ask them to tick in a tailor-made lead recording form.Warm-upDialoguesWritingReadingPens, some paper, and recording forms Can I help you? open-ended obtain 3. How to make good use of body language Dont (7)_or stand with your hands in your pockets. Move (8)_of your client

5、. Lean slightly forward. Leaning backwards demonstrates aloofness or rejection. Dont sit or stand (9)_with other staff. Dont (10) _,visitors may think you have nothing interesting to say or sell.Warm-upDialoguesWritingReadingcross your arms within 6 to 8 feet in groupslook bored Listen to the passag

6、e and then fill in the blanks.Listen to the passage and then fill in the blanks. It is a tiring experience to work 4 or 5 days at your companys stand at a trade show, but dont forget the importance of reception etiquette, which should be noted from the points below:(1) What should a sales person pre

7、pare in his package for an exhibition: * business cards where his companys contact details are clearly shown * brochures , listing and illustrating information about the productsWarm-upDialoguesWritingReading * pens, some paper, and recording forms to collect visitors information quickly(2) How to o

8、pen and close a conversation: * Dont open a conversation with “Can I help you ?” * Ask an open-ended question that demands an informative answer, such as “What are you interested in?” * Before closing the conversation, dont forget to obtain the visitors business cards or ask them to tick in a tailor

9、-made lead recording form.(3) How to make good use of body language:Warm-upDialoguesWritingReading * Dont cross your arms or stand with your hands in your pockets. * Move within 6 to 8 feet of your client. Lean slightly forward. Leaning backwards demonstrates aloofness or rejection. * Dont sit or st

10、and in groups with other staff. * Dont look bored , visitors may think you have nothing interesting to say or sell.Warm-upDialoguesWritingReadingWarm-upDialoguesWritingReadingA Company Exhibits at a Trade Fair for the First Time Introduction to New Products Conversation with an Old Customer New Clie

11、nts Expecting to Place a Trial Order Mrs. Jenny Keats is a visitor who comes to China Import and Mrs. Jenny Keats is a visitor who comes to China Import and Export Fair every year. Now she comes to a stand that she has never Export Fair every year. Now she comes to a stand that she has never seen be

12、fore. Mr. Huang is the seen before. Mr. Huang is the sales representative sales representative for this stand and is for this stand and is trying to make a good impression on Mrs. Keats.trying to make a good impression on Mrs. Keats. H: Good morning. Welcome to our stand. K: Good morning. Nice to se

13、e you. Is this your first time to participate in The China Import and ExportWarm-upDialoguesWritingReading Fair I come here every time, but I have never seen you before. H: Yes. This is the first time for us to come here. Heres my card. K: Mr. Huang, your samples are very nice. Could you tell me som

14、ething about your company H: My pleasure. Our company was established in 2005, specializing in designing and producing embroidered textiles. Jiangsu Province is famous for this. We have been exporting to more than 10 countries in Europe and Asia. How about having a look at our catalogueWarm-upDialog

15、uesWritingReading1 K: Id like to. H: Have a seat, please. (Gesturing towards a chair) K: Thank you. H: These are the main lines of our company, featuring Chinese traditional styles. They are of very high quality. They have helped us to earn USD 12,000,000 last year. 70% of our output is for the inte

16、rnational market. K: Sounds great! I am quite interested in the embroidered pocket-handkerchiefs. Do you have any samples H: Certainly. (Showing her the samples)Warm-upDialoguesWritingReading K: Mmm, they look very beautiful! I really like them. Mr. Huang, this is my business card. Nice talking with

17、 you. Ill come back and talk more later. H: Nice talking with you too, Mrs. Keats. Ill e-mail you some detailed information about the products to the address on your card. Please keep this catalogue. K: Sure, see you later. H: See you. Bye.Warm-upDialoguesWritingReading Mr. Brian White (W) is visiti

18、ng the Office Appliance Exhibition. Mr. Brian White (W) is visiting the Office Appliance Exhibition. He is an importer from Sunshine Trading Co., Ltd.He is an importer from Sunshine Trading Co., Ltd. Z: Good morning, sir. Welcome to our booth. W: Good morning. Z: Heres my card. May I know what you a

19、re interested in? W: I am looking for a printer. Z: Youve come to the right place. We have a brand-newWarm-upDialoguesWritingReading 2 product. Its not just a printer. Its multi-functional. W: Do you have the product here Could you show me Z: Sure. Please come in and have a look. Its an all-in-one d

20、evice that combines a printer, a copier and a fax machine. Very convenient. W: Sounds interesting. But is the price much higher than a normal one Z: Compared with the single-functional printer, its cost will be a little more. But compared with buying three machines in the same quality, you can save

21、a lot if you choose this one. Warm-upDialoguesWritingReading W: But as we all know, the more functions it has, the easier it will be to go wrong. Z: I understand your concerns, but all of our products have experienced many tests before going onto the market. And this device has proved to be very rel

22、iable in the European, American, and our home market. W: Thank you. I will forward this information to my manager. Can you show me how it works now Z: Of course. Warm-upDialoguesWritingReading Mr. Colin Wood, (C) coming from New Zealand, is a buyer of Mr. Colin Wood, (C) coming from New Zealand, is

23、a buyer of toys. He has had business relations with Guangzhou Fengyuan Toy Co., toys. He has had business relations with Guangzhou Fengyuan Toy Co., Ltd. for several years. Now he has come to China Import and Export Ltd. for several years. Now he has come to China Import and Export Fair again, and m

24、eets Fengyuan companys sales representative, Ms. Fair again, and meets Fengyuan companys sales representative, Ms. Jolene Lee, (J) at her stand.Jolene Lee, (J) at her stand. J: Good afternoon, Colin. Ive been looking forward to seeing you again. C: Hi, Jolene. How are youWarm-upDialoguesWritingReadi

25、ng J: Fine, thanks. Do you feel well after your flight New Zealand to Guangzhou is such a long journey. C: Well. It is really very long. But its okay. Its exciting to meet you again and see your lovely toys. J: Nice to hear that! How were the toys you ordered last month C: Weve got them. Everything

26、is fine. Your prompt delivery is always appreciated. J: Thank you very much. Our job is to satisfy your requirements. You are our No.1 priority. Now, Colin, let me show you the newly designed toy I told you about in last weeks e-mail.Warm-upDialoguesWritingReading C: Great! Did you say it was good f

27、or both children and adults J: Yes, we have done many tests and market surveys. One day we invited many children and their parents to our company to play with it. They were all crazy about it, I think its a good way to improve relations between children and their parents. And this was one important

28、idea in designing the toy. C: It sounds like a good idea. J: Here it is. Please enjoy it.Warm-upDialoguesWritingReading Ms. Jane Smiths(S) company was just established this year, and Ms. Jane Smiths(S) company was just established this year, and this is the first time for her to participate in China

29、s Handcrafts this is the first time for her to participate in Chinas Handcrafts Exhibition. She is looking for some products that would be popular in Exhibition. She is looking for some products that would be popular in her home market. Miss Liao(L) is a sales representative of a ceramic her home ma

30、rket. Miss Liao(L) is a sales representative of a ceramic pany. L: Welcome to our stand, madam. What are you interested in S: I want to have a look at your handcrafts that wouldWarm-upDialoguesWritingReading be popular with our customers. Im the representative of ABC Trading Co., Ltd. Im in the impo

31、rt business. This is my card. L: Ms. Smith, Im glad to meet you and introduce our new products to you. This is my card. We have exported our products to lots of countries. S; Well, Id like to see your products now. L: These are our most popular products, cloisonn vases. And there are other lines of

32、cloisonn products, such as bangles and dinner sets. S: Very beautiful! Warm-upDialoguesWritingReading L: Cloisonn is of typical Chinese traditional design. It has been popular in China for hundreds of years. Nowadays, based on the traditional arts, we have brought in new techniques to refine them to

33、 meet the demand of international markets. S: Could you tell me how you make these exquisite ornaments and what materials are used L: We have the demonstration on video, showing the process of cloisonn making. (After Ms. Smith watches the video)(After Ms. Smith watches the video) S: Fantastic! Your

34、products and techniques are very attractive. How about the priceWarm-upDialoguesWritingReading L: As for the price, you would need to let me know the quantity youll order. S: Not large. We need to test our markets demand first. If the sales volume is good, we will increase our order. L: Sure. Here a

35、re the brochures and price list. S: Thank you. Ill think about it and come back to talk with you later.Warm-upDialoguesWritingReading What the company needs is a highly competitive sales representative. Would you like to met your sales representative? Warm-upDialoguesWritingReadingsales representati

36、ve Our product is competitive in the international market. Our price is attractive as compared with that in the international market. Warm-upDialoguesWritingReadinginternational marketWarm-upDialoguesWritingReadingbe reliable in This product is high in power, efficient, reliable in quality and popul

37、ar by all consumers. He is always steady and reliable in whatever he does. Hes really well cultured. Their new products bombed on the home market. This new type of air-conditioner will find a smooth way into the home market. Warm-upDialoguesWritingReadinghome market If you wish to keep your hold on

38、this market, prompt delivery of order we place with you is essential. We ask for prompt delivery as one of the conditions of sales agreement. Warm-upDialoguesWritingReadingprompt delivery We have done a market survey on this product. Our market survey informs us that you are interested in the import

39、 of this machinery. Warm-upDialoguesWritingReadingmarket survey Id like to buy a medium-sized cloisonn vase with alight blue background. This factory produces Chinas traditional hand craft：cloisonn，or Beijing enamel，as it is called. Warm-upDialoguesWritingReadingcloisonnWarm-upDialoguesWritingReadin

40、g Her skirt has very exquisite lace. The sets and costumes for the dance performance were exquisite.Warm-upDialoguesWritingReadingexquisite We bought some ornaments for the Christmas tree. A bauble is a showy ornament of little value. Warm-upDialoguesWritingReadingornament As for the hotel, it was v

41、ery uncomfortable and miles from the sea. As for you, I refuse to have any dealings with you. Warm-upDialoguesWritingReadingas for To your estimation, whats the most sales volume you will get? Our sales volume last year totaled RMB40 billion. Warm-upDialoguesWritingReadingsales volume1. catalogue 目录

42、册 Warm-upDialoguesWritingReading 参展商参加交易会前需要准备参展商参加交易会前需要准备: : 公司的目录册公司的目录册( (含公司和产品介绍含公司和产品介绍) ) 价格表价格表; ;通过通过的认证证书的认证证书 商标注册证书及专利证书等商标注册证书及专利证书等; ;厂房或办公厂房或办公室的图片室的图片; ;销售确认书销售确认书 销售合同销售合同 形式发票等形式发票等 Warm-upDialoguesWritingReading2. May I know what you are interested in 您能告诉我你对什么感兴趣吗? 接待到访客商时接待到访客商

43、时,最好用开放式的问题打开话题最好用开放式的问题打开话题,例如例如: What are you interested in How familiar are you with . What application for . do you have in mindWarm-upDialoguesWritingReading3. Never hover around or pounce on(盘问和纠缠) a visitor before engaging him in sensible conversation; let him browse for a while first.当新客户参观你

44、方展位时,不要急于追问他各种问题,那只会令他们反感,不利于开展新业务 不妨先给他一点时间浏览展品 Functional SentencesWarm-upDialoguesWritingReadingRole PlayListening ComprehensionBuild up Your Vocabulary1. May I know what you are interested in A. what you are familiar with B. how to operate this machine C. which model is the most popular among th

45、ese lines D. when it is convenient for you to come here to sign the contractWarm-upDialoguesWritingReading Functional SentencesSubstitute the italicized parts with the following choices. Warm-upDialoguesWritingReading2. We specialize in designing and producing embroidered textiles. A. exporting cloi

46、sonn vases. B. the export of electronic products. C. the import of DVD players. D. mountain-climbing gear. Functional SentencesWarm-upDialoguesWritingReading3. I look forward to seeing you again. A. your reply. B. our meeting on the terms of shipment tomorrow. C. establishing business relations with

47、 you. D. your prompt shipment. Functional SentencesWarm-upDialoguesWritingReading4. We would deeply appreciate your punctuality. A. high quality and efficient service. B. your giving us these easier payment terms. C. it if you could give us your reply as soon as possible. D. your concession on the p

48、rice. Functional SentencesWarm-upDialoguesWritingReading5. How about having a look at our catalogue? A. meeting each other half way B. making a reduction of 5% C. discussing the other terms tomorrow D. showing me the products now Functional Sentences You are Wang Ming, the Sales Representative of Fe

49、ida Bicycle Company, showing your products at China Import and Export Fair. Ms. Janet Hopper is a buyer of mountain bikes from Far East Export & Import Co., Ltd. She comes to your stand.Warm-upDialoguesWritingReadingRole PlayMake up a dialogue based on the following situation. Miss Liang: L / Mr

50、. Cooper: CL: Good morning, sir. Welcome to our exhibition counter. Here is (1) _.C: Good morning.L: May I know (2) _, sirC: Im interested in your cameras.L: Good. This product is the result of (3) _.Warm-upDialoguesWritingReading Listening Comprehension Listen to the short dialogues; fill in the bl

51、anks according to what you hear. Then practice the dialogues with your partner. my cardwhat you are interested inour latest technologyC: Do you have (4) _that I can take with meL: Certainly. Here is all the information you might need. Please take it (5)_.C: Thank you. Mmm, Ive already seen some of t

52、he items wed like to order.L: Let me show you (6) _, sir.C: Its not too complicated. Are they available for purchase Ill (7) _ .L: Sorry, these products are for demonstration andWarm-upDialoguesWritingReadingsome written materialfor your referencehow to operate this cameramake a comparison not for s

53、ale. And as far as I know, there is no one else producing these items yet.C: Really But I saw them on sale in some other countries.L: They are our products. We have exported them (8) _to many countries this year.C: Im convinced that they will sell well. May I have (9)_L: This is our companys (10) _

54、_. If you have any questions, dont hesitate to contact us. Could you please leave your address and telephone number so we can keep in touchin very large quantitiesyour companys contact detailsWarm-upDialoguesWritingReadinge-mail address, websiteand telephone number(1) 中国进出口商品交易会(2) 享受折扣(3) 尝试性订单(4)

55、销售代表(5) 采取积极态度(6) 国内市场(7) 首次订单Warm-upDialoguesWritingReading Build up Your Vocabulary1. Match the expressions on the left with the best translation on the right. a. take the initiative b. an initial order c. sales representative d. home market e. a trial order f. China Import and Export Fair g. rece

56、ive a discount(1) We are one of the largest importers of electronic products in China and we would be pleased to _ _ (与贵方建立业务关系).(2) We _ (专门经营纺织品的出口) which have enjoyed great popularity on the world market.(3) What is your _(最惠价)for three copy machinesWarm-upDialoguesWritingReading Build up Your Vo

57、cabulary2. Complete the following sentences with words or expressions from the dialogues. specialize in the export of textilesbest price / most favorable pricebusiness relations with youestablish(4) I would be grateful if you could _ _(经电话或发送电子邮件与我方联系)(5) Never _or _(盘问和纠缠)a visitor before engaging

58、him in sensible conversation let him browse for a while first.(6) Please leave your companys address and telephone number for_(售后服务).Warm-upDialoguesWritingReading Build up Your Vocabularyhover around pounce onafter sales service / further servicephone or e-mailcontact me either by Notes of FormatWa

59、rm-upDialoguesWritingReadingSamplesDo it Yourself 当公司要扩展业务或开展新业务时当公司要扩展业务或开展新业务时,需要需要 寻求新的合作伙伴寻求新的合作伙伴,建立业务关系建立业务关系,在国内外拓在国内外拓 展有效的营销网络展有效的营销网络 新的贸易对象的名址一般新的贸易对象的名址一般 可以通过以下渠道获得可以通过以下渠道获得:1.Exhibition and Trade Fairs (商品展销会商品展销会,交易会交易会)2.Chamber of Commerce (国内外商会国内外商会)Warm-upDialoguesWritingReading

60、Establishing a Business RelationshipEstablishing a Business Relationship3.Embassy or Consulate (大使馆大使馆,领事馆领事馆)4.Commercial Counselors Office (商务参赞处商务参赞处) 5.other clients (其他客户其他客户) 6.advertisements in the media (媒介广告媒介广告) 7.market investigation (市场调查市场调查)8.bank (银行银行)9.trade delegation (贸易代表团贸易代表团) 10.