《商务英语口语》课件 Unit 14 Trade Fair Follow-up

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-upUnit13AtTradeFairUnit14TradeFairFollow-upSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Whatshouldwedowiththepotentialcustomers’informationaftertradefairs?Forreference:Makealistoftheinformationofthepotentialcustomers;Classifytheinformationaccordingtotheirdifferentdemandsfortheproducts;Distributetheinformationtodifferentdepartmentsofthecompany;Arrangeforspecificpersonstocontactthepotentialcustomers;Makerecordsofthecontact;(6)Decideonthefollow-up.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Isitnecessarytoexpressourthankstothetradefairorganizers?Why?Forreference:Ithinkit’snecessaryforustodoso.Theydoalotforexhibitors.Regardlessofhowlargeorhowlongthetradeeventis,organizersneedtomakesuremanythingsareinplace,rangingfrommeetingrooms,speakers,parkingspace,namebadges,floormaps,posterboards,meals,etc.Yourthanksarethebiggestrewardforthem.Justtakeafewminutestotellthemyourappreciation.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Hello.MayIspeaktoMs.Keats?B:ThisisJennyKeats.Who’sspeaking,please?A:ThisisLiJunfromOSAinAnhui.Doyoustillrememberme?B:Hi,Mr.Li.OfcourseIrememberyou.Iplacedanorderwithyoufor500catbedsinGuangzhouFair.Howareyou?A:Fine.IhavejustcomebacktoAnhui.Howisthesaleofcatbedsinyourmarket?B:Verygood.Themarketrespondedactivelyandquickly.Thecustomerswerecrazyaboutthem.A:That’sgoodnews.

Ialwayshaveconfidenceinourproducts.B:Yourproductsturnedouttobeverysaleable.I’mconsideringplacinganadditionalorderforthecomingChristmas.A:I’mgladtohearthat.Inviewofourfirstsuccessfulbusinessdealings,

Ms.Keats,wecanofferyouabetterdiscountforyourfuturelargeorders.B:Terrific!I’llsendyouanorderbye-maillater.A:Good.I’mlookingforwardtoit.AndI’lle-mailyouournewlyreleasedcatalogue.Thatwillbehelpful,Ithink.B:Thankyouverymuch.HowtoNurtureTradeShowLeads

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2A:Hello.CanIspeaktoMs.Zhang?B:ThisisZhangspeaking.Who’scalling,please?A:ThisisGeorgeTaylor.IvisitedyourstandatChinaImportandExportFairlastmonth.I’vereceivedandtestedyoursample,thenewproductPC®3800G.Weallagreedonthepointthattheywouldbe

saleableonourmarket.I’mcallingtodayinthehopeoforderingsome.B:I’mpleasedtohearyourorder,Mr.Taylor.ButI’msorryforthat

PC®3800Giscompletelysoldout.Thenextlotwillnotbeavailableuntilthe20thofnextmonth.A:Whatapity!Thatwouldbequitelate.Aspeakseasoniscoming,therewillbeahotdemandfortheminourmarket.B:Canyoutellmehowmanyyouwanttoorderthistime?Ifyourorderisnotlarge,wecanallotsomefromourbranchcompanytoyou.A:Thankyouverymuch.Wewanttoorder3MTthistime.Couldyoupleasesendmeanoffer?SpokenEnglishforBusinessCommunicationB:Sure,I’lle-mailanoffertoyouassoonaspossible.Ifyouhavenoobjection

abouttheprice,pleasesendusyourorder.Bytheway,Mr.Taylor,

there’sanother

typeofpaintinginkavailableanditisverypopularinthisseason.Thecustomerslikethemverymuch.CouldIsendyouasample?A:Thankyou.PleasesendittoMissBarbaraJones,mysecretary.Besides,Ms.Zhang,IwillgotoGuangzhounextweek,couldwemakeanappointment?B:That’sgreat!Whenwillyouarrive?A:Idon’thaveafirmdateyet,butIwillcallyouwhenIarriveinGuangzhou.B:OK.I’mlookingforwardtomeetingyouagain,Mr.Taylor.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3A:Goodmorning,mayIspeaktoMr.White?B:ThisisBrianWhite.Goodmorning.Who’sspeaking?A:I’mZhangYuan,SalesmanfromBlackDiamond.WemetatCantonFairinGuangzhou.Doyourememberourproduct,PC®3800Gthatyouwereinterestedin?B:Yes.I’mgladtoreceiveyourcall,Ms.Zhang.IwasthinkingabouttheproductwhenIwasback.ButIalmostforgotitbecauseofthebusyschedule.Yourcallremindsmeofthat.Thankyou!A:Mypleasure.

I’mcallingyoutoexpressmygratitudeforyourinterest

inourproducts,

andtellyousomegoodnews.B:Yes？SpokenEnglishforBusinessCommunicationA:Lasttimeyouaskedustoreducethepricebygivinga10%discountformorethan5MT,PC®3800G,right?B:Yes.Whatistheresult?A:Ihaveforwardedittomymanager.Heagreedthatwecouldmeeteach

otherhalfway,andoffereda7%discountfor5MTormore.Butshouldyour

orderreach10MT,thediscountwouldbe10%.B:10%wouldbemorereasonable.I’dliketobuy10MT.A:Great!I’lle-mailyouafirmofferincludingotherterms.Weassureyouthatwewillprovidehighqualityandgoodservice.B:Iappreciatethat.A:Thankyou!Mr.White.Pleasedon’thesitatetocontactmeagainifyouhaveanyquestions.B:OfcourseIwill.Goodbye.A:Bye-bye.5TipsforTradeShowFollow-Up1. respond:回应，回复2. saleable:畅销的，可供出售的3. additional:附加的，额外的4. discount:折扣，打折5. dealing:生意往来，交易6. terrific:极好的，极其的7. peak:山峰，最高点，顶点8. allot:调拨，分配，拨给9. MT:公吨，1000千克10.forward:发送，转寄，运送11.terms:条款，术语Notes:1.Ialwayshaveconfidenceinourproducts.

我对我们的产品一直很有信心。Youshouldhaveconfidenceinyourself.

你应该对你自己有信心。Hecontinuestohaveconfidenceintheunderlyingstrengthoftheglobaleconomy.

他对全球经济的基本面仍然有信心。UsefulExpressions:2.Yourproductsturnedouttobeverysaleable.

你们的产品很畅销。Theoppositeturnedouttobetrue,andDimonwoundupwitheggonhisface.

事实恰恰相反，戴蒙最终颜面尽失。Theyturnedouttobecompanysecuritypersonnel,monitoringtheboardmeetingtopreventeavesdropping.他们原来是公司的安全人员，监视董事会会议以防止窃听。UsefulExpressions:3.Inviewofourfirstsuccessfulbusinessdealings.

鉴于我们第一次成功的交易Therearedownsiderisks,especiallyinviewofthelatestpoliticaldevelopmentsintheeuroarea.

经济还有下行风险，尤其是考虑到欧元区最新的政治动态。Weexpectbetterresultsinthecomingquartersinviewofrisingexportdemandandlowercornprice.

鉴于出口需求上升和玉米价格下跌，我们预计未来几个季

度的业绩会更好。UsefulExpressions:4.Weallagreedonthepointthattheywouldbesaleableonourmarket.

我们一致认为这些产品在我们的市场上是可以销售的。Ourproductsaresuperiorinqualityandreasonableinpriceandaresuretobesaleableinyourmarket.

我们的产品质量优秀，价格合理，在贵方市场上一定很畅销。Thesaleableareaofthebuildingcannotsatisfythedemandoftheresidents.

那幢楼的实用面积不能满足居民的需要。UsefulExpressions:5.I’msorryforthatPC®3800Giscompletelysoldout.

很抱歉，产品PC®3800G已经全部卖完了。Thebakeryissoldoutofthosepastries.

面包店卖完了那些糕点。Wehavesoldoutthatmodelofthebookshelf.

那种型号的书架我们已经卖完了。UsefulExpressions:6.Ifyouhavenoobjectionabouttheprice.

如果你对价格没有异议的话Wehavenoobjectiontotherebeingameetinghere.

在这儿举行会议，我们不反对。Ihavenoobjectiontotheirplan.

我不反对他们的计划。UsefulExpressions:7.There’sanothertypeofpaintinginkavailable.

还有另外一种油墨。Keepafireextinguisheravailableatalltimes.

任何时候都要准备一个灭火器。Thebedspreadsareavailableinthreecolors.

床罩有三种颜色可供选择。UsefulExpressions:8.Yourcallremindsmeofthat.

你的电话提醒了我。Sheremindedhimoftwoappointments.

她提醒他有两个约会。Youdonotneedtoremindpeopleoftheirmistakes.

你不需要提醒人们他们的错误。UsefulExpressions:9.I’mcallingyoutoexpressmygratitudeforyourinterestinourproducts.

我打电话是为了感谢你对我们产品的兴趣。Iwishtherewassomewayofshowingmygratitudeforallyouhavedoneforme.

我希望能有什么方式来表达我对你为我所做一切的

感激之情。Nowordscanfullyexpressmygratitude.

千言万语也表达不尽我的感激心情。UsefulExpressions:10.Heagreedthatwecouldmeeteachotherhalfway.

他同意我们可以折中一下。Anyhow,let’smeeteachotherhalfway,howabout15%?

不管怎样，我们相互让步，15%的折扣怎么样?LetusmeeteachotherhalfwayandmakethepaymentbyD/P.

让我们双方各让一步，用付款交单的方式付款。UsefulExpressions:11.Butshouldyourorderreach10MT,thediscountwouldbe10%.

但如果你的订单达到10公吨，折扣是10%。Shouldyouhaveanyqueries,pleasecontactmewithouthesitation.

如果您有任何疑问，请随时与我联系Shouldyoubeinterestedinit,Iwouldlendittoyou.

如果你有兴趣的话，我可以借给你。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Howisthesaleofcatscratchingtreeinyourmarket?猫爬树产品在你们市场上销售如何？2.Aspeakseasoniscoming,therewillbeahotdemandforcatbedinourmarket.

随着旺季的来临，我们市场对于猫床的需求强烈。3.Couldyoupleasesendmeyourofferafterthetradefair?

你能在展会后给我一个报价吗？4.Ialmostforgotyourproductattradefairbecauseofthebusyschedule.

因为太忙了，差点忘了展会上你们的产品。5.I’mcallingyoutoexpressmygratitudeforyourinterestinourpetproducts.

我打电话是为了表示感谢，感谢您对我们产品的兴趣。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.我一回到办公室，就发邮件给您报价，并给出相关交易条款。I’lle-mailyouafirmofferincludingothertermsassoonasI’mbackinmyoffice.7.鉴于第一次的成功交易，我们在本次报价中给出5%的折扣。Inviewofourfirstsuccessfuldealing,weofferadiscountof5%inthisquotation.8.我们的产品在展后一定会大卖，我对我们的产品有信心。Ourproductsaresuretobesoldwellafterthetradefair,andIhaveconfidenceinourproducts.9.很抱歉，展会上我们接到了很多订单，猫床已经卖完了。I’msorry,wehavereceivedalotofordersatthetradefair.Thecatbedsaresoldout.10.展会期间，我们已经提供了最大的优惠，你们同意我们各让一半吗？Wehavegivenyouourbestofferduringthetradefair.Doyouagreetomeeteachotherhalfway?

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayLiHuiisasalesmanfromAnhuiOSAPetProductsCo.,Ltd.BessshowedherinterestinOSACatBlanketbutdidn’tplaceanorderatthefair.Now,LiHuihasreturnedtohiscompanyfromthefair.HeiscallingBesstoexpresshisgratitudeandtrytogetanorderfromher.SpeakingPracticeSpokenEnglishforBusinessCommunicationTask3:FreeTalk：TopicforMoralEducation:ModestyandConcessionForreference:Yes,Ithinkitisveryimportanttobemodestandmakeconcessionswhilewefollowupourcustomers.Whetherwearesellersorbuyers,tobemodestistorespecttheotherparty.Andtocooperatemeanstomakeconcessions.Ifnopartyiswillingtomakeconcessions,businesswillcometoadeadlock.Toknowwhenandwherewecanmakeconcessionsisagoodqualitythatweshouldobtain.1.Doyouthinkweshouldbemodestandmakeconcessionswhilefollowingupourcustomers?SpeakingPracticeSpokenEnglishforBusinessCommunication2.PleasesearchthestoryofSixFeetLaneinTongchengofAnhuiandintroduceitinEnglishtoyourclassmates.Task3:FreeTalk：TopicforMoralEducation:ModestyandConcessionForreference:“SixFeetLane”,awell-knownhistoricalallusioninChina,tellshowatopofficialintheQingDynasty(1644-1911),ZhangYing,settleddisputeswiththeWufamily,hisneighborinhishometownofTongcheng.TheneighborattemptedtoencroachontoanarrowpassagewaybetweenthemansionsoftheZhangandWufamilies.TheZhangfamilywrotetoseekhelpfromZhangYing,whowasthenservingofficialdutiesinthecapitalcity.Zhangwroteback,“Whatifyouyieldathree-footstripforthem?”Zhang’sfamilydidso.TheWufamilywastouchedandmadetheirownthree-footstripforthelanetoo.The“SixFeetLane”thereforebecamearepresentationofmodestyandcomity,highlightsoftraditionalChinesemoralism,aswellasamuch-toldstoryontheofficial-civilianrelationship.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:TipsforFollowingupafteraTradeShowFollowupafteratradeshowisjustascrucialasyouractionsduringthetradeshow.Herearesomeimportanttipsfortradeshowfollowup.Holdameetingrightaftertheshow.Assembleyourfollow-upteamorsalesteamandhaveeveryonegoovertheleadnotes.Identifythemostimportantonesforimmediatefollow-up,andcreateascheduleforfollowinguponallleadswithinareasonablelengthoftime.It’sagoodgoaltoshootforcontactingallleadswithin48hours.Withinthistime,youwon’tforgetpeople’snamesandfaces,andthey’relesslikelytohaveforgottenyou.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingVaryyourfollow-upemailfromshowtoshow.Whenyousendoutthesamefollow-upemailaftereverytradeshow,youwon’tgetthesameresponseyou’rehopingfor.Makesureyouidentifytheshowandthelocationoftheshowbynameinthesubjectorinthefirstparagraphwithyourfollow-upemail.Includeyourbooth.Apictureofyourboothwillgoalongwaytoremindingprospectsofyourcompanyandwhatyouofferedattheshow.Thiswillalsohelpyoutostandout,butdon’tmakethepicturetoobigoritmaytakeforevertoloadwhentheemailisopened.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingHaveafollow-upplan.Thefollow-upprocessdoesn’tendafterthefirstemailoreventhesecondemail.Youneedafullfollow-upplanallowingyoutotakeasmanyprospectsandturnthemintocustomersaspossible.Twoorthreeemailsquicklyaftertheshowarejustthestart.Fromthere,youcangetanyleadsnotbecomingcustomersintoasecondfollow-upsystemwithnewslettersorregularemailstokeepthemengagedwithyourbrand.Don’tforgetsocialmedia.AddasmanyofyournewleadsaspossibletoyourLinkedIn,Twitter,Wechat,Pinterest,orGooglePlusfriendslists.Evenpeoplewhoaren’tnecessarilyinterestedinbuyingfromyounowmightbecomeconvertedcustomersifyoustayincontactwiththem.Developingrelationshipsisoneofthemostimportantaspectsofbuildingasuccessfulbusiness.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingKeepyourpromises.Makesureyoukeepanypromisesyoumadeduringthetradeshow,suchassendingsomeoneabrochureoraproductsample.Duringtheshow,makenotesonpromisesyoumake,andbesureyourfollow-upteamgetsalltheleadswhateveryoupromised.Thisestablishesyouasadependable,trustworthypersontodobusinesswith.Thereareseveralwaystoensureyourfollow-upsystemhelpsyougainthebestROIpossiblefromeverytradeshow.Thebiggestmistakeyoucanmakeisnotfollowingupatall.1.Whatisthemeaningofthewordleadsinthesecondparagraph?

Thewordleadsmeansthepotentialcustomermetattradefair.2.Howshouldyouvaryyourfollow-upemailfromshowtoshow?

Youidentifytheshowandthelocationoftheshowbynameinthesubjectorinthefirstparagraphwithyourfollow-upemail.3.What’stheuseofapictureofyourbooth?

Becauseapictureofyourboothwillgoalongwaytoremindingprospectsofyourcompanyandwhatyouofferedattheshow.Thiswillalsohelpyoutostandout.Answerthefollowingquestionsorallyaccordingtothepassage.4.Howshouldwemakefulluseofsocialmediawhilefollowingup?AddasmanyofyournewleadsaspossibletoyourLinkedIn,Twitter,Wechat,Pinterest,orGooglePlusfriendslists.Evenpeoplewhoaren’tnecessarilyinterestedinbuyingfromyounowmightbecomeconvertedcustomersifyoustayincontactwiththem.5.Whyshouldwekeepourpromisesafterthetradefair?Becauseithelpsestablishyouasadependable,trustworthypersontodobusinesswith.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2：TheSecrettoEffectiveWrittenBusinessCommunicationGatheringbusinesscardsisbetterthannothing,butitmaynotbeenoughofatriggertoreallyremindyouofwhotheyareandwhyyouwanttofollowupwiththem.Thereareseveralwaystofollowupafterexhibition:socialmedia,telephone,inperson,andemail.Sendinganemailadayortwoaftertheconferenceisthemostcommonwaytocommunicatewithyourclients.Thiscanremindyourcontacthowyoumetandmentionahighlightortwofromyourconversation.Buthowcanwewriteaneffectiveletter?

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingEffectiveletterwritingboilsdowntoknowingwhyyouarewritingtheletter,understandingyourreader’sneedsandthenclearlywritingwhatyouneedtosay.Everylettershouldbeclear,human,helpfulandasfriendlyasthetopicallows.Thebestlettershaveaconversationaltoneandreadasifyouweretalkingtoyourreader.Inbriefthen,discovertheSeven-Csofletterwriting.Youshouldbe:clear,concise,correct,courteous,conversational,convincing,complete.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingWhenyouwritealetter,youaretryingtoconvincesomeonetoactorreactinapositiveway.Yourreaderwillrespondquicklyonlyifyourmeaningiscrystalclear.Putyourselfinthereader’sshoesandwriteinafriendlyandhelpfultone.Don’trepresentyourcompanyasonethatcannotmakeamistakeandmustalwaysbeintheright.Trynottoreplyinthenormalblandanddefensivewayoforganizations—writeasincereandhelpfulletter.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingShowyouareinterestedinthereader’scircumstances.Ifheorshehasmentionedsomethingpersonalintheletter,refertoitinyourreply.Thisbuildsabridgebetweenyouandthereader.Readtheoriginallettercarefullyandseeifthereissomethingyoucanputinyourlettertoshowyourinterest.Forallwritersthemostimportantpeoplearetheirreaders.Ifyoukeepyourreadersinmindwhenyouwrite,itwillhelpyoutousetherighttone,appropriatelanguageandincludetherightamountofdetail.1.Whatdoyouneedtoknowbeforewritingaletter?Youshouldknowwhyyouarewritingtheletterbeforewriting,andtrytounderstandyourreader’sneedsandthenclearlywritewhatyouneedtosay.2.Whataretheprinciplesofletterwriting?TheprincipleshouldbeSeven-Cs:clear,concise,correct,courteous,conversational,convincing,complete.3.Whatdoes“putyourselfinthereader’sshoes”mean?“Putyourselfinthereader’sshoes”meanstrytoconsidertheproblemfromthereaders’pointofview.Answerthefollowingquestionsorallyaccordingtothepassage.4.Whatshouldyouwriteinyourreplyifheorshehasmentionedsomethingpersonalinthepreviousletter﹖Youshouldrefertoitinyourreply.Thisbuildsabridgebetweenyouandthereader.Readtheoriginallettercarefullyandseeifthereissomethingyoucanputinyourlettertoshowyourinterest.5.Whoisyourmostimportantpeoplewhenyouwrite?Yourreadersareyourmostimportantpeoplewhenyouwrite.Ifyoukeepyourreadersinmindwhenyouwrite,itwillhelpyoutousetherighttone,appropriatelanguageandincludetherightamountofdetail.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:ImportantTradeFairs中国国际进口博览会ChinaInternationalImportExpo世界制造业大会WorldManufacturingConvention中国国际徽商大会InvestmentandTradeExpoAnhuiChina中国进出口商品交易会（广交会）ChinaImportandExportFair（CantonFair）华东进出口商品交易会EastChinaFair中国义乌国际小商品博览会ChinaYiwuInternationalCommoditiesFair中国国际投资贸易洽谈会ChinaInternationalFairForInvestmentandTrade中国(上海)国际技术进出口交易会China(Shanghai)InternationalTechnologyFair中国国际高新技术成