《商務英語口語》課件 Unit 13 At Trade Fair

安徽省高等學校省級規(guī)劃教材全國職業(yè)院校國際貿易專業(yè)“新形態(tài)”教材21世紀高職高專規(guī)劃教材國際經濟與貿易系列SpokenEnglishforBusinessCommunication商務英語口語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:陳列室，樣品間2. ultimate:最終的，極限的3. fantastic:奇異的，極好的4. release:發(fā)布，公開，放開5. lot:份額，一批貨物6. original:原創(chuàng)的，原來的，新穎的7. shrink:（使）縮小，（衣服、布料）縮水8. wrinkle:起皺9. superior:優(yōu)秀的，出眾的10.competitive:競爭的，有競爭力的11.dazzle:（強光等）使目眩；使眼花繚亂12.rear:后方的，后面的，背面的Notes:1.Wouldyouliketohavealookatthecatalogue?您想看一下產品目錄嗎？MayIhavealookatthatphoto?我可以看一看那張照片嗎？Itissuchanunusualworkofartaseveryonewantstohavealookat.這是一件如此不尋常的藝術作品，以至于每個人都想看

一看。UsefulExpressions:2.Itcomeswithmulti-levelforcatsjumping.

貓爬樹配有多層平臺，讓貓咪自由跳躍。Bathsarefacedwithstone,comewithseparateshowersandleadtoprivatepatios.

浴室是石砌的，配有單獨的淋浴間，通往私人露臺。Thepromisingopportunitiesofnewinternationalbusinesscomewithrisks.

新國際商務的發(fā)展良機伴隨著風險。UsefulExpressions:3.What’smore

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

這里的景色很美，而且，空氣也很新鮮Idon’tlikepubs.They’renoisy,smelly,andwhat’smore,expensive.

我不喜歡去酒吧，那里又吵又臭，而且還很貴。UsefulExpressions:4.Itisequippedwith2laddersforclimbing.

貓爬樹有兩個梯子供貓咪攀爬。Ourfactoryisequippedwithmodernmachines.

我廠配有現代化機器。Thenewestsmartphoneisequippedwithsensorsthataremorepowerfulthanitspredecessors.

最新的智能手機配備了比以前更強大的傳感器。UsefulExpressions:5.Whenisthisproductgoingtobeonthemarket?

這個產品什么時候上市？Ifallgoeswell,theirfirstproductsshouldbeonthemarketnextyear.

如果進展順利的話，它們的第一批產品可望在明年上市。IhavetomovenearerLondonsoI’veputmyhouseonthemarket.

我得搬到離倫敦更近的地方去，因此我已把我的房子上市出售。UsefulExpressions:6.Ifyouhaveanyquestions,pleasedon’thesitatetocontactus.有任何問題盡管和我們聯系。Pleasedon’thesitatetocontactmeifyouhasanytrouble.假如你有任何麻煩的話，請不要猶豫，立即跟我聯系。Don’thesitatetoturntousifyouareindifficulty.

當你遇到困難的時候，盡管來找我們。UsefulExpressions:7.Irememberyouplacedalargeorderforourproductsthreemonthsago.

我記得你三個月前訂了一大批我們的產品。OurschoolhasplacedalargeorderforLenovocomputer.

我們學校已訂購了大批聯想電腦。TheclientfromtheBeltandRoadcountryplacedalargeorderformachinery.

那個來自一帶一路國家的客戶訂購了大量的機械產品。UsefulExpressions:8.Theyareavailableinvariousstylesandsizes.

它們有各式各樣的款式和尺寸。Asmentionedabove,informationaboutyourhomeisavailableontheInternet.

如上所述，關于你家的信息可以在互聯網上找到。Whattreatmentsareavailable,andwhichdoyourecommend?

現有哪些治療手段？您的意見是什么？UsefulExpressions:9.Thisfabricisneitherliabletoshrinknortowrinkle.

這種織物既不容易收縮也不容易起皺。Mostofourclientsneithersmokenordrink.

我們的大多數客戶既不抽煙也不喝酒。Ourproductsareneitherroundnorsquare.

我們的產品既不是圓的也不是方的。UsefulExpressions:10.Consideringthelong-standingbusinessrelationshipbetweenus.考慮到我們之間長期的業(yè)務關系Consideringtherecoveringstateoftheeconomy,whatcanyoudo?

考慮到目前正在復蘇的經濟形勢，你能做些什么？Consideringtheircapability,thepossibilityofaccomplishingthetaskisnothigh.

考慮到他們的能力，完成這項任務的可能性不大。UsefulExpressions:11.Chinesepetproductsareverypopularonaccountoftheirsuperiorqualityandcompetitiveprice.

中國的寵物用品因價廉物美而深受歡迎。SofarasIknow,hisresignationisonaccountoffailinghealth.

據我所知，他辭職的原因是由于健康狀況不佳。Hersuccessisonaccountofgoodsenseofresponsibility.

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

你擅長挑選商品!Toexcelatsales,youmustknowyourproduct,andthensearchouttheperfectcustomersforthatproduct.

要想在銷售行業(yè)做到最好，你必須了解你的產品，才能

為你的產品找出最佳的客戶。Excelatwhatyoudo,andyouwillbeanexpert.

精通你所做的，你就會成為專家。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Therearesomesamplesofournewproductsdisplayedintheshowroom.展廳里陳列著我們新產品的樣品。2.BlackDiamondistheleadingpigmentcarbonblackmanufacturerintheworld.黑鈺公司是世界上領先的炭黑生產商。3.Accordingtoourschedule,itwillbereleasednextmonth.

根據我們的計劃，下個月發(fā)布這款產品。4.Theyareofhighqualityandbeautifuldesigns.這些產品質量上乘，設計優(yōu)美。5.Wouldyoupleaseintroduceyourlatestproductstome?你能向我介紹一下你們的最新產品嗎？

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.側翻門讓狗更容易進出汽車，也可以保護車門，防止抓痕。Sideflapsmakeiteasierforyourdogtogetinoroutofcar,andtheycanalsoprotectyourcardoorfromscratch.7.這款新品將會在明年四月上市。ThisnewproductwillbeonthemarketinFebruaryofnextyear.8.這條毛巾具有很強的吸水能力。Thetowelhasfantasticabilitytoabsorbwater.9.我對你們的產品印象深刻，也很信任產品的質量。Wehavedeepimpressiononyourproductsandhavefaithinthequality.10.我們的展位分為兩個部分：貓糧和貓爬樹。

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參展商攜帶的、與參展有關的輔助用品airfreight空運貨物at-