《商务英语口语》课件 Unit 13 At 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-upUnit13AtTradeFairUnit13AtTradeFairSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Howdoyoupresentyourproductstopotentialcustomersattradefair?Forreference:Thepresentationisaveryimportantopportunityforustointroduceourproductsorservicetopotentialcustomers.Thepresentationshouldofferasummaryofkeypoints,respondtoquestionsorconcerns,explainthebenefits,andprovidefactsthatcanhelptheaudiencedecidewhethertobecomeourcustomerornot.(1)Translateourmessageintoprospectbenefits.Peoplepayforbenefits,notfeatures.Theydon’tcareaboutlistsofingredientsasmuchastheycareaboutthebenefitsthoseingredientswilldeliver.Answertheprospect’squestion,“What’sinitforme?”(2)Ask,thenlisten.Themoreourprospectistalkingabout,themorelikelyasalewilloccur.Makeourintroductoryremarksandthenaskquestionsthatelicitmorethanyesornoanswers.Nodtovalidatepoints,butdon’tinterrupt.(3)Show,don’ttell.Peoplestarttoownaproductwhentheyholditintheirhands.Gettheaudienceinvolvedinatactilemanner,forexample,offeringatestdrive,tryingonclothes,etc.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Doyouhaveanygoodwaystoattractcustomerstoyourbooth?Whatarethey?Forreference:Wemayattractattendeestoourboothbyusingbanners,brochures,videoclips,giveaways,etc.,orbymakingpresentationsanddemonstrations.Interactiveactivitiesarealsogoodwaystoattractpeople.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Goodmorning,sir.Welcometoourdisplayarea.Wouldyouliketohave

alookatthecatalogueandseewhatinterestsyou?B:Thankyou.Whatnewproductsdoyouhave?A:Therearesomesamplesofournewproductsdisplayedintheshowroom.Wouldyouliketohavealook?B:Sure!Pleaseshowmethiscatscratchingtree.A:Asyoucansee,it’sverytall,nearly180cmhigh.Itcomeswithmulti-

levelforcatsjumping,exploringorplayingwitheachother.It’salsoverysafebecauseitisbuiltwitha55x60cmfirmbasefortheultimatetoughness.B:It’sfantastic!Anyothersellingpoints?A:What’smore,itisequippedwith2laddersforclimbing,hangingmiceforhuntingthrills,sisalpostsforfullystretching,andclawsmaintaining.Therearevarioussoftperchingareas,likecondoandcradlefornicerestorsleep.B:Whenisthisproductgoingtobeonthemarket?A:Accordingtoourschedule,itwillbereleasednextmonth.Wouldyouliketoleaveyourcompany’snameandaddresswithussothatwecanprovideyouwiththelatestinformationasitisavailable?B:Yes,ofcourse.I’dreallyappreciatethat.A:Thisismycardwithourcompany’saddressandtelephonenumber.If

youhaveanyquestions,pleasedon’thesitatetocontactus.B:OK.Thankyou.A:You’rewelcome.SpokenEnglishforBusinessCommunicationHowtoPresentProductsatTradeFair

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2A:Oh,it’syou,Mr.Williams!Hownicetoseeyouagain!Wehaven’tmetfor2years.Howiseverythingwithyou?B:Fine,thankyou!Nicetoseeyouagain.A:Well,Mr.Williams.

Irememberyouplacedalargeorderforour

productsthreemonthsago.Howdidyoufindthelastlotofcatbedsandblankets?B:Oh,excellent.Theyareofhighqualityandbeautifuldesigns.Theyaresoldwellinmycountry.A:I’mverygladtohearthat.Nowwehaveagoodvarietyofournewproductsdisplayedhere.Theyareavailableinvariousstylesand

sizes.Wouldyouliketocomeinandhavealookintheshowroom?SpokenEnglishforBusinessCommunicationB:Sure!A:Thisway,please!B:Yournewproductshavewonderfuldesignsandbeautifulcolors.Thisstylelooksoriginalandthematerialseemsverygood.A:That’sright.Itismadeofhigh-qualitypolyester.Thisfabricisneitherliableto

shrinknortowrinkle.Ithasfantasticabilitytoabsorbwatertokeepthepetdryandclean.B:That’sreallyimpressive.Wealwayshavefaithinthequalityofyourproducts.Howabouttheprice?A:Consideringthelong-standingbusinessrelationshipbetweenus,wecanofferyouveryfavorableprices.Wouldyouliketotakeaseatandhaveacupofcoffeeandwecantalkabouttheprice?B:Goodidea.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3A:Goodafternoon,sir.Welcometoourstand.Thisisournewestcatalogue,pleasehavealook.B:Oh,itlooksnice!thankyou.WeunderstandthatChinesepetproducts

areverypopularonaccountoftheirsuperiorqualityandcompetitive

price.

Couldyoupleasegivemeadetaileddescriptionofyourproducts?A:Yes.Ourpetproductsaredividedintodifferentsections:catscratchingtree,catbeds,catblankets,dogcollars,pethairremover,dogcarseatcover,petbowl,petcage,petleash,petgroomingscissorssetandpetfood.Whatabouthavingalookatoursamples?B:Iamdazzledbysomanykindsofpetproducts.A:Whichitemdoyouthinkmightfindareadymarketatyourend?B:I’mthinkingaboutthedogcarseatcover.TipsforGettingCustomers’AttentionSpokenEnglishforBusinessCommunicationA:Youexcelatchoosingthegoods!

Thedogcarseatisverypopularwiththeconsumers.Sideflapsmakeiteasierfordogtogetinoroutofcar,andtheycanalsoprotectcardoorfromscratch.Asweknow,petslikeplayingandjumpingfromreartofrontseatduringdriving.Theycouldscratchandweartheseatupholsteryout.Thecovercankeeppetstayingattherearseatandprotectcarseatfromthedamage.B:Lovely.Thequalityandvarietyofyourproductsareveryattractiveindeed.Howdoyouensurequality?A:Well,it’sdonebytheQualityControlDepartment.Finalinspectionisdonebyourexperts.Weguaranteeworldstandardquality.B:Ifyourproductsareofsuchhighquality,thenthepricemustbehigh.A:Actually,that’snotthecase.Wearefullyawareoftheimportanceofprice.Inordertokeepourpricesdown,wetrytocutourcostswhereverpossible.B:That’sverygood.ImayplaceatestorderwhenIreturntomycompany.A:Thankyou!Weexpectyourorder.1. Showroom:陈列室，样品间2. ultimate:最终的，极限的3. fantastic:奇异的，极好的4. release:发布，公开，放开5. lot:份额，一批货物6. original:原创的，原来的，新颖的7. shrink:（使）缩小，（衣服、布料）缩水8. wrinkle:起皱9. superior:优秀的，出众的10.competitive:竞争的，有竞争力的11.dazzle:（强光等）使目眩；使眼花缭乱12.rear:后方的，后面的，背面的Notes:1.Wouldyouliketohavealookatthecatalogue?您想看一下产品目录吗？MayIhavealookatthatphoto?我可以看一看那张照片吗？Itissuchanunusualworkofartaseveryonewantstohavealookat.这是一件如此不寻常的艺术作品，以至于每个人都想看

一看。UsefulExpressions:2.Itcomeswithmulti-levelforcatsjumping.

猫爬树配有多层平台，让猫咪自由跳跃。Bathsarefacedwithstone,comewithseparateshowersandleadtoprivatepatios.

浴室是石砌的，配有单独的淋浴间，通往私人露台。Thepromisingopportunitiesofnewinternationalbusinesscomewithrisks.

新国际商务的发展良机伴随着风险。UsefulExpressions:3.What’smore

更重要的是,而且Thesceneryisbeautiful.What’smore,theairisfreshhere.

这里的景色很美，而且，空气也很新鲜Idon’tlikepubs.They’renoisy,smelly,andwhat’smore,expensive.

我不喜欢去酒吧，那里又吵又臭，而且还很贵。UsefulExpressions:4.Itisequippedwith2laddersforclimbing.

猫爬树有两个梯子供猫咪攀爬。Ourfactoryisequippedwithmodernmachines.

我厂配有现代化机器。Thenewestsmartphoneisequippedwithsensorsthataremorepowerfulthanitspredecessors.

最新的智能手机配备了比以前更强大的传感器。UsefulExpressions:5.Whenisthisproductgoingtobeonthemarket?

这个产品什么时候上市？Ifallgoeswell,theirfirstproductsshouldbeonthemarketnextyear.

如果进展顺利的话，它们的第一批产品可望在明年上市。IhavetomovenearerLondonsoI’veputmyhouseonthemarket.

我得搬到离伦敦更近的地方去，因此我已把我的房子上市出售。UsefulExpressions:6.Ifyouhaveanyquestions,pleasedon’thesitatetocontactus.有任何问题尽管和我们联系。Pleasedon’thesitatetocontactmeifyouhasanytrouble.假如你有任何麻烦的话，请不要犹豫，立即跟我联系。Don’thesitatetoturntousifyouareindifficulty.

当你遇到困难的时候，尽管来找我们。UsefulExpressions:7.Irememberyouplacedalargeorderforourproductsthreemonthsago.

我记得你三个月前订了一大批我们的产品。OurschoolhasplacedalargeorderforLenovocomputer.

我们学校已订购了大批联想电脑。TheclientfromtheBeltandRoadcountryplacedalargeorderformachinery.

那个来自一带一路国家的客户订购了大量的机械产品。UsefulExpressions:8.Theyareavailableinvariousstylesandsizes.

它们有各式各样的款式和尺寸。Asmentionedabove,informationaboutyourhomeisavailableontheInternet.

如上所述，关于你家的信息可以在互联网上找到。Whattreatmentsareavailable,andwhichdoyourecommend?

现有哪些治疗手段？您的意见是什么？UsefulExpressions:9.Thisfabricisneitherliabletoshrinknortowrinkle.

这种织物既不容易收缩也不容易起皱。Mostofourclientsneithersmokenordrink.

我们的大多数客户既不抽烟也不喝酒。Ourproductsareneitherroundnorsquare.

我们的产品既不是圆的也不是方的。UsefulExpressions:10.Consideringthelong-standingbusinessrelationshipbetweenus.考虑到我们之间长期的业务关系Consideringtherecoveringstateoftheeconomy,whatcanyoudo?

考虑到目前正在复苏的经济形势，你能做些什么？Consideringtheircapability,thepossibilityofaccomplishingthetaskisnothigh.

考虑到他们的能力，完成这项任务的可能性不大。UsefulExpressions:11.Chinesepetproductsareverypopularonaccountoftheirsuperiorqualityandcompetitiveprice.

中国的宠物用品因价廉物美而深受欢迎。SofarasIknow,hisresignationisonaccountoffailinghealth.

据我所知，他辞职的原因是由于健康状况不佳。Hersuccessisonaccountofgoodsenseofresponsibility.

她的成功是由于良好的责任感。UsefulExpressions:12.Youexcelatchoosingthegoods!

你擅长挑选商品!Toexcelatsales,youmustknowyourproduct,andthensearchouttheperfectcustomersforthatproduct.

要想在销售行业做到最好，你必须了解你的产品，才能

为你的产品找出最佳的客户。Excelatwhatyoudo,andyouwillbeanexpert.

精通你所做的，你就会成为专家。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Therearesomesamplesofournewproductsdisplayedintheshowroom.展厅里陈列着我们新产品的样品。2.BlackDiamondistheleadingpigmentcarbonblackmanufacturerintheworld.黑钰公司是世界上领先的炭黑生产商。3.Accordingtoourschedule,itwillbereleasednextmonth.

根据我们的计划，下个月发布这款产品。4.Theyareofhighqualityandbeautifuldesigns.这些产品质量上乘，设计优美。5.Wouldyoupleaseintroduceyourlatestproductstome?你能向我介绍一下你们的最新产品吗？

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.侧翻门让狗更容易进出汽车，也可以保护车门，防止抓痕。Sideflapsmakeiteasierforyourdogtogetinoroutofcar,andtheycanalsoprotectyourcardoorfromscratch.7.这款新品将会在明年四月上市。ThisnewproductwillbeonthemarketinFebruaryofnextyear.8.这条毛巾具有很强的吸水能力。Thetowelhasfantasticabilitytoabsorbwater.9.我对你们的产品印象深刻，也很信任产品的质量。Wehavedeepimpressiononyourproductsandhavefaithinthequality.10.我们的展位分为两个部分：猫粮和猫爬树。

Ourstandisdividedintotwosections:catfoodandcatscratchingtree.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayFangHuaisabusinessmanfromAnhuiOSAPetProductsCo.,Ltd.,acompanywhichdealsinpetproductsexports.HeisreceivingBellaatInvestmentandTradeExpoAnhuiChina.FangHuaintroduceshimselfandhisproductstoBellawithanintentionofestablishingbusinessrelationswithher.SpeakingPracticeSpokenEnglishforBusinessCommunicationTask3:FreeTalk：TopicforMoralEducation:openingupForreference:(1)Itisimportantforallcountriestoopenwiderandexpandthespaceformutuallybeneficialcooperation.Opennessbringsprogresswhileseclusionleadstobackwardness.(2)Itisimportantforallcountriestopursueinnovativegrowthandspeedupthetransformationofgrowthdrivers.Innovationisthepremierenginefordevelopment.(3)Itisimportantforallcountriestopursueinclusivedevelopmentforthebenefitofall.AsaChinesesayinggoes,“Allflowersinfullblossommakeabeautifulspring.”Toleadahappylifeisthecommonaspirationofpeopleallovertheworld.1. WhatcanwelearnfromthekeynotespeechbyPresidentXiJinpingattheopeningceremonyofthefirstChinaInternationalImportExpo?SpeakingPracticeSpokenEnglishforBusinessCommunication2. WhatdoyouthinkChinacandotostepupeffortstoopenwidertotheoutsideworld?Task3:FreeTalk：TopicforMoralEducation:openingup

Forreference:First,Chinawillstimulatethepotentialforincreasedimports.Tomeetthetrendofconsumptionupgrading,Chinawilltakemoreproactivemeasurestoincreasepeople’sincomeandspendingpower,fosternewgrowthareasofmedium-high-endconsumption,continuetounleashthepotentialofthedomesticmarketandexpandthescopeforimports.Second,Chinawillcontinuetobroadenmarketaccess.Chinawillincreasetheopennessofthefinancialsector,continuetoopenuptheservicesector,andworktowardgreateropennessintheagricultural,miningandmanufacturingsectors.Third,Chinawillfosteraworld-classbusinessenvironment.Chinawillintroducethelawonforeigninvestmentatafasterpace,andinstituteanopenandtransparentsystemofforeign-relatedlaws.Fourth,Chinawillexplorenewhorizonsofopening-up.Chinawillsupportitspilotfreetradezones(FTZ)todeepenreformandinnovation,makecontinuedexplorationsbasedontheirdifferentiatedconditionsandstepupstresstests,soastogivefullplaytotheirrolesasapilotgroundforreformandopening-up.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:TipsforExhibitionMostofmycoordinatorsofexhibitionstandandeventswillprobablyagreethattherearethreethingswecandotogivepeopleataneventamemorableexperience:offeracomfortableandimpressivevenue,saysomethingthatismeaningfulandcreateemotionalassociationsthroughentertainment.Thatisthecreativeinteractionofanyevent.VideoandgraphicsImagescanhaveabigimpactinanysetting.Theywillplayamajorpartinattractingattentionandcreatingthemoodofanevent,especiallyinatradefair.Bigvideowallscanbeabigpartofcreatingamoodonyourstand–butyoumusthavegoodfilmmaterialtoshowonthescreenotherwiseitcanbackfire!

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeaking

Havingascreeninyourboothcertainlyisagreateye-catchingtool.Yet,itcanalsobecomeanightmare.Youmustbeclearaboutthetypeoffileitcanplay,thetypeofinputyoucanuseandtheratioofthescreen.Youbetterfindaprofessionaltosetitupforyou.Alsorememberthatgoodvideosdon’trequiresound:iftheeventisnoisy,noonecouldhearwhatyourvideosays.PerformancesDependingonyourindustry,theeventandyouraudience,liveshowofsomekindcanbeabitofagamble,anditneedstobecarefullyplannedinordertobringtherightmessageandhavetherightimpactonyouraudience.Ashowjustforthesakeofdrawinganaudiencecanbeacostlybudgetitem–itmightnotbringtheresultsiftheaudienceleaveswhenthepureentertainmentisover.Becautiouswith‘artistic’andwithhumor.The‘artistic’canbecometastelessandhumorcanbeverypersonal.Theshowcansendawrongimageofyourcompanyculture.Anoisygamecandrawacrowdbuthinderthesalesmeninthework.Awell-plannedperformancereflectspositivelyyourcompanycultureandintegratesalinktomessaging.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingHaveameaningfulmessageOuraimastradefairstandorganizersisusuallytomaketheproductappealonapersonallevel,byknowingwhatyourcustomersarelookingfor.Makeyourmessagerelevant.Putyourselfintheeventvisitors’shoes:whatwouldmakethemcare?Makeyourmessagestrong.Amessagedoesnotjustlistfeaturesoftheproduct.Itshouldbeconcise,clearandconsistent–and,ifpossible,powerful.Implementthemessagingconsistently:haveatheme.Communicatinganideaseamlesslyandcoherentlyusuallytakesexperience,butit’sacrucialaspectofeventmanagement.Itisusefultocreateatheme,andthethemeshouldbebasedontheobjectives.Thatthemecanthenbebrought‘tolife’throughouttheevent:invitations,giveawaysandeventheentertainment.Eventsliketradefairsareimportanttoolsforcommunicatingthesellingpointsofacompany’sproducts,buttheyalsotransmitacompany’svaluesandcreatebrandawareness.1.Howshouldwemakecustomerhaveamemorableexperienceatfair?

Offeracomfortableandimpressivevenue,saysomethingthatismeaningfulandcreateemotionalassociations.2.Howcanyoumakethebestuseofscreenattradefair?

Bigvideowallscanbeusedtoshowsomegoodfilmmaterialtocreatemoodandattractvisitors’attention.Wemustbeclearaboutthetypeoffileitcanplay,thetypeofinputyoucanuse,andtheratioofthescreen.3.Whydoestheauthorthinkliveshowcanbeabitofagamble?Becausetheresultofshow(performance)isdifficulttopredict.Itdependsonyourindustry,theeventandyouraudience.Answerthefollowingquestionsorallyaccordingtothepassage.4.Whyshouldwebecautiouswith“artistic”andwithhumor?

Becausethe“artistic”canbecometastelessandhumorcanbeverypersonal.Theshowcansendawrongimageofyourcompanyculture.Anoisygamecandrawacrowdbuthinderthesalesmeninthework.Awell-plannedperformancereflectspositivelyyourcompanycultureandintegratesalinktomessaging.5.Howcanwemakemessagemeaningfulattradefair?Inordertomakemessagemeaningfulattradefair,weshouldmakeourmessagerelevant,strongandimplementthemessagingconsistently.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2：HowtoMakeaGoodFirstImpressionatTradeShowsYounevergetasecondchancetomakeafirstimpression.It’sasayingsotruethatshouldserveasamottoforyourboothstaff.Beginningwellmeansyou’rehalfdone.Withthegoodfirstimpression,thehardworkofnegotiatingadealandclosingasalebecomessomucheasier.Here’swhatyouneedtoknowtocreateagoodfirstimpressiontimeandtimeagain,overthelonghoursanddaysthatyou’llbeatthetradeshow.What’sforsalehere?Whenyou’reatatradeshow,whatyou’resellingisYOU.Therewillalwaysbeadue-diligencecomponenttobusiness,butasurprisingamountofdecisionsaremadebypeople“trustingtheirgut”.Duringthosecrucialfirstminuteswhereyou’recheckingouttheattendee,they’recheckingyouout.Theyare,perhapsunconsciously,assessingwhattheyperceiveasyourintentionsandmotivations.Fewpeoplebelievethattheycangetagooddealfromsomeonetheydonotbelievetobeagoodperson.KeySecret:Peoplehavetobuyyoubeforetheycanbuyyourproducts.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingCanyouhearwhatI’msaying?Non-verbalcommunicationplaysahugeroleincreatingfirstimpressions.Attendeesareconstantlywatching.Standingatthecornerofyourexhibitwithyourarmsfoldedtellsattendees“Stayaway!I’monguard.”Sittingdown,flippingthroughamagazine,orchattingwithcolleaguessays“I’vegotbetterthingstodo.”Altogether,itmeans“You’renotimportanttome,”evenifyouasktheattendeeswhatyoucandoforthemtoday.KeySecret:Peoplewon’tcomeinifyourbodylanguagesays“Goaway!”TheWallofNoiseTalkingisimportant,butlisteningismoreso.Shiftthefocusfromyourownsalesspieltoactuallylisteningtothecustomerandyou’llfindyourresultsimmediatelyimprove.Askattendeesquestions,andlistentotheiranswers.Givethemyourfullattention.Hearwhatthey’resayingandofferappropriateresponses.KeySecret:Focusontheattendeeformaximumresults.1.Whyisgoodimpressionimportantattradeshow?

Becausewiththegoodfirstimpression,thehardworkofnegotiatingadealandclosingasalebecomessomucheasier.2.Whatdoes“trusttheirgut”mean?Itmeansthatpeoplemakedecisionbytheirfirstimpressionattradefair.3.Canyougivesomeexamplesofbodylanguagethatmaycausecustomers’leaving?Standingatthecornerofyourexhibitwithyourarmsfolded,sittingdown,flippingthroughamagazine,orchattingwithcolleaguesarebodylanguagethatmaycausecustomers’leaving.Answerthefollowingquestionsorallyaccordingtothepassage.4.Whymustwelistenmorethanwetalkattradeshow?Becauselisteningismoreimportantthantalking.Weshouldshiftthefocusfromyourownsalesspieltoactuallylisteningtothecustomer.Weshouldaskattendeesquestions,andlistentotheiranswers.Givethemourfullattention.Hearwhatthey’resayingandofferappropriateresponses.5.Whatarethethreesecretsgiveninthepassage?Thethreesecretsare:Peoplehavetobuyyoubeforetheycanbuyyourproducts.Peoplewon’tcomeinifyourbodylanguagesays“Goaway!”Focusontheattendeeformaximumresults.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:TermsforTradeFairsaffixedmerchandise参展商携带的、与参展有关的辅助用品airfreight空运货物at-