《商务英语口语》课件 Unit 12 Preparing for Trade Fair

安徽省高等学校省级规划教材全国职业院校国际贸易专业“新形态”教材21世纪高职高专规划教材国际经济与贸易系列SpokenEnglishforBusinessCommunication商务英语口语ContentsModuleOne:EstablishmentofBusinessRelationsModuleTwo:BusinessTravelModuleThree:BusinessReceptionModuleFour:TradeFairSpokenEnglishforBusinessCommunicationModuleFive:BusinessNegotiationModuleSix:Follow-upServiceModuleFour

TradeFairSpokenEnglishforBusinessCommunicationUnit12PreparingforTradeFairUnit14TradeFairFollow-upUnit13AtTradeFairUnit12PreparingforTradeFairSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1. Haveyoueverbeenatatradefair?Forreference:Yes,IhavevisitedsometradefairsinChina,likeChinaInternationalImportExpoandChinaImportandExportFair(CantonFair).Therearelotsofbusinessmenfromdifferentcountries.Theycanfindtheircustomersattradefairs.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2. Whyistradefairimportantforcompanies?Forreference:Tradefairisanopportunityforcompaniestopromotetheirproducts.Attradefair,companiescancontacttheirregularcustomers,meetnewcustomers,andlaunchtheirnewproducts.Tradefairalsoprovidescompanieswiththeopportunityoflearningaboutthemarkettrend.Attradefair,businessmenfromdifferentcountriesvisitdifferentbooths,exchangetheirideaswithdifferentpeople,andattendseminarsledbyprominentindividualswithintheindustry.Theseactivitieshelpcompaniesknowaboutthetrendoftheindustry.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication3. Howshouldweprepareforatradefair?Forreference:First,weshouldmakeagoodplanbeforetradefair.Weshouldplanthegoal,budget,activities,productstoshow,etc.Second,weshouldresearchthevendors,sothatyou’llhaveaclearideaofwhomyouneedtovisit,andwhatyouneedtolearnfromthem.Third,weshouldchooseyourshipping,installation,removalandstoragevendors,andmakesureallconcernedpartiesareawareofthecorrectdatesandthescopeofservicesrequired.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Goodmorning,Tony.Let’sdiscussthetaskstobedonebeforethetradefair.

B:OK.WhatshouldIdo?A:First,youwillbeinchargeofboothdesignandinstallation.Here’sthecontactinformationofthecontractors.Pleasekeepintouchwiththem.B:I’venoteditdown.A:Anotherimportantjobforyouistransportationandaccommodation,includingbookinground-tripticketstoandfromGuangzhou,andhotelreservation.Areyouclear?B:Yes.ButIthinkweshoulddiscussthedetails.Taketransportationfor

instance,shallwegotherebyexpresstrainorbyair?Besides,howmanyroomsdoIneedtobook?Imean,shallwebookroomsforourclientslikebefore?HowmanydayswillwestayinGuangzhou?A:Goodquestions.We’llflythere.Fortherooms,consideronlythosepresentin

themeeting.Wewon’tbookroomsforourclientsthisyear.HowtoPrepareforTradeFairB:Isee.Oneofourclients,Adam,willparticipateinthisfair.HehasbookedtheairticketfromLondontoGuangzhouandwillarriveonthesamedayasus.Aftertheshow,hewillleavewithusandvisitourcompanyinHefei.A:That’sgreat.Then,pleasebookfiveroomsforfournights.Wewillarrivethereonedaybeforetheshowtocompletethedecorationsandstayonemoredayaftertheshowtovisitsomeclients.B:Well,Igotit.A:Pleasealsoprepareinvitationlettersandsendthemtoalltheclients.Pleaseconfirmwhowillvisitourbooth.Weneedtoapplyforthevisitorcardsforthem.DoImakeitclear?B:Yes.Iwillstartworkingonitsoon.A:Onemorething,someofourproductshavewonprizes,whichhavebeenwell-coveredinnewspapersandmagazines.Remembertoattachthosematerialswhilesendingtheinvitation.B:Noproblem.SpokenEnglishforBusinessCommunication

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2A:It’sourfirsttimeattendingatradeshowofthiskind.Whatwecareaboutmostisthedesignandbuildingofthestand.Wouldyoumind

tellingmesomethingaboutit?B:Certainly,I’llbehappytotellyoueverythingIknow.A:Whatthemeshouldweadoptforourstand?B:Thiswillbebasedonthemarketpositioningofyourcompany.

Howdoesyourcompanyorientitself?A:Ourtargetcustomersarepeoplewholikekeepingpets.Thus,ahappyandhealthylifewithpetsshouldbestressed.Thewarmandharmonious

lifewithpetsshouldbethefeaturesofourcompany’simage.B:OK,Isee.Thenitisimportanttoachieveawarmstyle.Soweneedtodesignabiglivingroominwhichsomepetslive.Wealsoneedsomefurnituresuchassofa,desks,chairsandshelveswhichlookunique.A:That’sright.Theywillhelpattractourtargetcustomers.SpokenEnglishforBusinessCommunicationB:Theneveryoneortwohours,youcouldconductapresentationsessionofyour

productsandprovidesomegiveaways.A:Thisisaterrificidea

andwilldefinitelyhelpgatherpeopleatthestand.B:Besidesthat,youcouldorganizesomeinteractionbetweenpetsandpeopleanditcouldattractmorepet-lovingpeopletoyourplace.A:Oh,thisisingenious！B:Besuretokeeparecordofthosewhoareinterestedinyourproductsatthe

stand.Itwillbeworthwhiletosavetheinformationforfutureuse.A:Youhaveinspiredmealotofideas.Thankyouverymuch.B:Youarewelcome.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3A:Now,Iwanttoaskyouaboutthedecorations.B:Ourdecoratorscantakecareofit.Howwouldyoulikeittobedecorated?A:Forthistabletopdisplay,Iwantattractivedraperies.B:Yes,Iagreewithyou.A:Youknow,Ithinkweshouldmakesurethatourdisplayisculturallyacceptableandhighlightingthethemeofthestand.B:Sure.Buthowcanwemakeourstandreallydistinctiveand

noticeable?A:Isuggestyouusesomebrightcolorsandmaterialswithgoodtexturetobuildanddecoratethestand.SpokenEnglishforBusinessCommunicationB:Yes,wehadbetterusesomeflowersandspotlightstogiveourstandaniceandwarmatmosphere.A:Goodidea!Bytheway,weneedtopaintthewalloftheboothbrightyellowtomatchourproductsanduniforms.B:Nowweshouldputthegoodstogetheraccordingtotheircategories.A:Yes,weshouldbreakdownalltheseitemsintocategoriesforconvenience:catscratchingtree,catbeds,catblankets,dogcollars,pethairremover,dogcarseatcover,dog&catbowl,petcage,petleash,petgroomingscissorssetandpetsfood.B:Yes,thatisgreat!Wewillmakeeverythingreadybeforetheshowopens.A:

Ilookforwardtoseeingourspecialstand.1. installation:安装，装置2. round-trip:来回的；双程的3. booth：展位，电话亭4. giveaway:免费样品，赠品5. orient:朝向；确定方位6. interaction:相互作用，互动，交流7. ingenious:有独创性的；别出心裁的8. tabletop:桌面，台面9. drapery:布料，帷帐10.distinctive:独特的，有特色的；与众不同的11.texture:质地，纹理12.uniform:制服Notes:1.Youwillbeinchargeofboothdesignandinstallation.你将负责展位的设计与安装。Lilywillbeinchargeoftheclients’receptionatthetradefair.莉莉将负责本次展会的客户接待。Myassistantwillbeinchargeofthedepartmentinmyabsence.我的助理将在我不在的时候负责这个部门。UsefulExpressions:2.Pleasekeepintouchwiththem.

请和他们保持联系。Hewouldkeepintouchwithuswhereverhewas.

他无论在什么地方，总是与我们保持联系。Doyoustillkeepintouchwithyourformerclassmates?你现在还和老同学保持联系吗？UsefulExpressions:3.Taketransportationforinstance.

以交通运输为例。TakeBlackDiamondforinstance.

以黑钰公司为例。Takeforinstancehisadviceonhowtopromotebooks.

就拿他关于如何推广书籍的建议来说吧。UsefulExpressions:4.Wouldyoumindtellingmesomethingaboutit?

你能告诉我这方面的事情吗？Wouldyoumindsittingoverthereinthecorner?

如果您不介意，坐在那边角落里好吗？Wouldyoumindpickingthemupandthrowingthemintothegarbage?

你介意把他们捡起来扔进垃圾桶吗？UsefulExpressions:5.Thiswillbebasedonthemarketpositioningofyourcompany.

这将基于你们公司的市场定位。Alldecisionswillbebasedontheactualsituation.

所有的决定都要基于实际情况。Alloftheworkwedoisbasedonscience.

我们所做的一切都是在科学的基础上完成的。UsefulExpressions:6.Youcouldconductapresentationsessionofyourproducts.

你可以组织一场产品演示会。We’dbetterconductatrainingsessionbeforethetradefair.我们最好在会展前组织一场培训会。Aclosedsessionwasconductedinthepresidentmeetingroomofthecompany.

在公司的总裁会议室举行了一场闭门会。UsefulExpressions:7.Besuretokeeparecordofthosewhoareinterestedinyourproductsatthestand.

务必要记下那些来到展台并对你的产品感兴趣的人。Keeparecordofallexpenses,suchashotelandrestaurantreceipts.

请做好开支记录，如酒店餐厅的发票。Manybankskeeparecordoftheircustomers’creditscore.

很多银行都在记录客户的信用分值。UsefulExpressions:8.Ourdecoratorscantakecareofit.

我们的装潢师可以解决。Thatwouldtakecareofthesleepcase.

那可以解决睡眠的案例。Don’tworryaboutit.We’lleventakecareofthisforyou.

别担心，我们会帮你处理的。UsefulExpressions:9.Howcanwemakeourstandreallydistinctiveandnoticeable？

我们怎样才能使我们的展位真正与众不同、引人注目呢?Wecanmakewaterclearandmountainsgreen.

我们能够让水变清、山变绿。Howcanthegovernmentmakethemarketstable?

政府怎样才能使市场保持稳定？UsefulExpressions:10.Wehadbetterusesomeflowersandspotlights.

我们最好使用一些鲜花和聚光灯。Shehadbetterusesomecosmeticsfortheopeningceremony.

参加开幕式，她最好用点化妆品。Givenhishealthcondition,wehadbetternotlethimgothere.

考虑到他的身体状况，我们最好不要让他去那里。UsefulExpressions:11.Ilookforwardtoseeingourspecialstand.

我期待见到我们的特别展位。Ilookforwardtopresentingthepowerfulapplicationtoyou.

我期待着给您现场演示这一强大的应用功能。Welookforwardtotheopportunitytoworkwithyou!

我们期待着有机会与你们一起工作！UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.We’lldiscussthetaskstobedonebeforethetradefair.

我们将讨论一下交易会前要完成的任务。2.Whowillbeinchargeofclients’receptionbeforethetradefair?

谁负责交易会前的客户接待?3.Theharmoniouslifewithpetsshouldbethefeaturesofourcompany’simage.

与宠物和谐共处的生活应该是我们公司形象特色。4.Youcouldorganizesomeinteractionbetweenpetsandpeople.

你可以组织一些宠物和人之间的互动活动。5.Howwouldyoulikethestandtobedecorated?

你想要怎样装饰你们的展位?

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.我们必须在展会开始前做好所有的准备.Wemustmakeeverythingreadybeforetheshowopens.7.请做好展位租赁、展位搭建、交通及食宿的预算。Pleasebudgetforboothrental,boothsetup,transportationandaccommodation.8.我们每周一次例会，跟进展前准备的进展。Wewillhavearegularmeetingeveryweektofollowuptheprogressofthepreparationforthetradefair.9.能告诉我你们公司的目标客户是哪些人？Canyoutellmewhoyourcompany’stargetcustomersare?10.我们需要将墙刷成亮色以保持与产品风格一致。Weneedtopaintthewalloftheboothbrightcolortomatchourproducts.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayJordanistheDirectorofMarketingDept.ofABCCompany,acompanywhichdealsintentsexports.HeispreparingfortheCantonFair(ChinaImportandExportFair)inGuangzhou.LuoJiaisanexhibitionorganizerwhoisresponsibleforthesetupofstand.JordanandLuoJiaaretalkingabouthowtodecoratethestand.SpeakingPracticeSpokenEnglishforBusinessCommunicationTask3:FreeTalk：TopicforMoralEducation:communityofcommonfuture

Forreference:

First,ImprovedinfrastructureconditionsalongtheBRI'slandandsearoutescouldhelplowertransportationcostsforimport-exporttradeandenablecompaniestotapintothelowerwagesofmoreemergingeconomies.Secondly,Improvementsinthebusinessclimateandindisposableincomeinparticipatingcountriesarealsolikelytodrivedemandforimportedconsumergoodsandfoodandbeverages.Thirdly,Theremovalofnon-tariffbarrierscouldmakeiteasiertocarryoutbusiness.Fourthly,Thetrading,tourism,logistics,energyandinfrastructuresectorscouldbenefitfromupgradesininfrastructureandutilities.1.WhateffortsisChinamakingforinitiativestobuildtheSilkRoadEconomicBeltandthe21stCenturyMaritimeSilkRoad?SpeakingPracticeSpokenEnglishforBusinessCommunication2. WhatkindofforeigntradeopportunitiesdoweenjoywhilewebuildtheSilkRoadEconomicBeltandthe21stCenturyMaritimeSilkRoad?Task3:FreeTalk：TopicforMoralEducation:communityofcommonfuture

Forreference:First,Chinaisenhancinginfrastructureconnectivity.Buildingroadsandrailwayscreatesprosperityinallsectors.ChinahasacceleratedthebuildingofJakarta-Bandunghigh-speedrailway,China-Laosrailway,AddisAbaba-DjiboutirailwayandHungary-Serbiarailway,andupgradedGwadarandPiraeusportsincooperationwithrelevantcountries.Alargenumberofconnectivityprojectsarealsointhepipeline.Secondly,ChinaisworkingwithothercountriesinvolvedintheBeltandRoadInitiativetopromotetradeandinvestmentfacilitationandimprovebusinessenvironment.ForKazakhstanandotherCentralAsiancountriesalone,customsclearancetimeforagriculturalproduceexportingtoChinaiscutby90%.TotaltradebetweenChinaandotherBeltandRoadcountriesin2014-2016hasexceededUS$3trillion,andChina'sinvestmentinthesecountrieshassurpassedUS$50billion.Chinesecompanieshavesetup56economiccooperationzonesinover20countries,generatingsomeUS$1.1billionoftaxrevenueand180,000jobsforthem.Thirdly,ChinahasengagedinmultipleformsoffinancialcooperationwithcountriesandorganizationsinvolvedintheBeltandRoadInitiative.TheAsianInfrastructureInvestmentBankhasprovidedUS$1.7billionofloansfor9projectsinBeltandRoadparticipatingcountries.TheSilkRoadFundhasmadeUS$4billionofinvestment,andthe16+1financialholdingcompanybetweenChinaandCentralandEasternEuropeancountrieshasbeeninaugurated.Withdistinctivefocus,thesenewfinancialmechanismsandtraditionalmultilateralfinancialinstitutionssuchastheWorldBankcomplementeachother.Amulti-tieredBeltandRoadfinancialcooperationnetworkhastakenaninitialshape.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:TradeFairAtradefair(tradeshow,tradeexhibitionorexpo)isanexhibitionorganizedsothatcompaniesinaspecificindustrycanshowcaseanddemonstratetheirlatestproducts,service,studyactivitiesofrivalsandexaminerecentmarkettrendsandopportunities.Incontrasttoconsumerfairs,onlysometradefairsareopentothepublic,whileotherscanonlybeattendedbycompanyrepresentatives(membersofthetrade,e.g.professionals)andmembersofthepress,thereforetradeshowsareclassifiedaseither“Public”or“TradeOnly”.Afewfairsarehybridsofthetwo;oneexampleistheFrankfurtBookFair,whichistrade-onlyforitsfirstthreedaysandopentothegeneralpublicinitsfinaltwodays.Whilepreparingforthetradefair,companiesshouldselectrightstafftoattendthefair.Theymustbesurethatthepersonnelselectedareinformativeandwellqualified,withexcellentcommunicativeandmarketingskills.Thesepeopleshouldknoweverythingaboutproductsandcanansweranykindofquestionsproducedbypotentialcustomersaboutyourproductsskillfully.BriefIntroductiontoTradeFair

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingAllthisisimpossiblewithoutcarefulplanning.Soyouhavetoplaninadvancetomakeyourdisplayacompletesuccess.Inordertomakethemostofatradefair,attractivenessisanimportantfactortoconsiderwhenplanningthestandlayout.Itshouldbedesignedtoconformtoyourcompany’simageandinsuchacreativewaythatitisveryeye-catchingtogetmorepeopletovisityourstand.Forinstance,lightingissomethingyoucanpayattentionto.Innovativelightingcreatesatmosphere,sparksinterest,providesguidanceforvisitorsanddirectstheirattention.Securityofexhibitsisthemostimportantfactortotakeintoconsideration.Noonewantstoseeanyvisitortoyourstandbehurtduetotheneglectofsecurityofexhibits.Somakesureyourexhibitsareplacedinsuchasafewaytobefreefromanypotentialdangers.Spacearrangementofthestandisalsoimportantforattractingvisitors.Thedesignmustbesuchthatitgeneratesacomfortableenvironment.Forinstance,thereshouldbeagood-sizeddemonstrationareaforyourproductsandameetingareafordiscussionwithyourpotentialclients.1.Forwhatpurposeisatradefairorganized?

Atradefairisorganizedsothatcompaniesinaspecificindustrycanshowcaseanddemonstratetheirlatestproducts,service,studyactivitiesofrivalsandexaminerecentmarkettrendsandopportunities.2.Howmanykindsoftradefairarethereaccordingtothepassage?

Therearetwokindsoftradefair:“Public”and“TradeOnly”accordingtothepassage.3.Asastafftoattendthefair,whatgoodqualificationsshouldheorshehave?

Theyshouldhaveexcellentcommunicativeandmarketingskills.Theyshouldknoweverythingaboutproductsandcanansweranykindofquestionsproducedbypotentialcustomersaboutyourproductsskillfully.Answerthefollowingquestionsorallyaccordingtothepassage.4.Doyouhaveanygoodideasondesigningthestandinthetradefair?Whatarethey?

Yes,Ido.Attractivenessisanimportantfactortoconsiderwhenplanningthestandlayout.Itshouldbedesignedtoconformtoyourcompany’simageandinsuchacreativewaythatitisveryeye-catchingtogetmorepeopletovisityourstand.5.Howshouldwearrangethespaceofthestand?Whenwearrangethespace,weshouldgeneratesacomfortableenvironment.Forinstance,thereshouldbeagood-sizeddemonstrationareaforyourproductsandameetingareafordiscussionwithyourpotentialclients.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2：Skyworth:SeizeOpportunitiestoGototheIndustrialForefrontatCantonFairSincethe103rdsessionofCantonFairin2008,thisisthe24thtimethatShenzhenSkyworth-RGBElectronicsCo.,Ltd.hasparticipatedinthefair.“Theclientswefirstmetatthefairarenowourmostimportantstrategicclients.Overtheyears,ourdevelopmentoverseasisinseparablefromCantonFair.”saidWangZhiguo,ChairmanofShenzhenSkyworth-RGBElectronicsCo.,Ltd.,withaconfidentsmile.Inrecentyears,withincreasingordersyearbyyear,Skyworthhasgraduallyopenedupinternationalmarkets,coveringcountriesonallcontinents.WangsaidthatnewcustomersthatSkyworthhadmetatCantonFairweremostlyfromIndia,Bangladesh,Thailand,MalaysiaandothercountriesalongtheBeltandRoad.“Everyyear,wehavesteadilyincreasingcustomersatCantonFair,becauseeverytimeweparticipateinthefair,welaunchourlatestproducts;ouroldcustomerswillnotmiss.Inaddition,manynewcustomerscometousandareattractedbyourproducts.Thesteadyflowofcustomersandgoodproductsleadtoorderincreaseyearbyyear.”

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingHigh-qualitybuyersatCantonFairnotonlygraduallyestablishalong-termrelationshipofcooperationwithSkyworth,butalsohelpSkyworthunderstandthelatestmarketdemands,sothatSkyworthcangraspthecorrectdirectiontoupgradeitsproducts.“CustomerscometoustounderstandthedevelopmentofChina’stechnologiesandbuyproducts.Wealsotaketheopportunitytocommunicatewiththemandlearnabouttheirlatestlocalneeds.”CantonFairisawindowtoreceiveinformation,whichinturnpushescompaniestocarryoutinternaltechnologyupgradesandultimatelyprovidecustomerswithhigher-qualityproductsthatmeettheirneeds,Mr.Wangsaid.CantonFairisawindowof“introducing”andalsoawindowof“goingout”.Here,Skyworthfindsmoreandmoreforeignbuyers,whohavealsowitnessedthetransformationanddevelopmentofChina’snationalbrandslikeSkyworthfrom“MadeinChina”to“IntelligentManufacturedinChina”,andseenthedeterminationandstrengthofChina’sbrandstogoglobal.1.HowmanytimeshasSkyworthparticipatedinCantonFair?

Skyworthhasparticipatedinthefairfor24times.2.WhydoesSkyworthhavesteadilyincreasingcustomersatCantonFair?Becauseeverytimetheyparticipateinthefair,theylaunchtheirlatestproducts;theiroldcustomerswillnotmiss.Inaddition,manynewcustomerscometothemandareattractedbytheirproducts.Thesteadyflowofcustomersandgoodproductsleadtoorderincreaseyearbyyear.3.WhatdidSkyworthbenefitfromhigh-qualitybuyersatCantonFair?High-qualitybuyersatCantonFairnotonlygraduallyestablishalong-termrelationshipofcooperationwithSkyworth,butalsohelpSkyworthunderstandthelatestmarketdemands.Answerthefollowingquestionsorallyaccordingtothepassage.4.WhydoweperceiveCantonFairasawindow?

CantonFairisawindowof“introducing”andalsoawindowof“goingout”.WecanfindmoreandmoreforeignbuyersandseethedeterminationandstrengthofChina’sbrandstogoglobal.5.Canyoumakealistofmoretradefairs?ChinaInternationalImportExpo,WorldManufacturingConvention,InvestmentandTradeExpoAnhuiChina,ChinaInternationalFairforInvestmentandTrade,ChinaInternationalCoatingsShow.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:TermsforPreparingExhibitionexhibitdesigner展台设计exhibitstand展位exhibitormanual参展商手册floorplan展馆平面图installation&dismantle展台搭建和撤展，常简称为“I&D”installationcontractor展台搭建服务商move-in展台搭建、布展期move-out撤展期