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安徽省高等學(xué)校省級規(guī)劃教材全國職業(yè)院校國際貿(mào)易專業(yè)“新形態(tài)”教材21世紀(jì)高職高專規(guī)劃教材國際經(jīng)濟(jì)與貿(mào)易系列SpokenEnglishforBusinessCommunication商務(wù)英語口語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:安裝,裝置2. round-trip:來回的;雙程的3. booth:展位,電話亭4. giveaway:免費樣品,贈品5. orient:朝向;確定方位6. interaction:相互作用,互動,交流7. ingenious:有獨創(chuàng)性的;別出心裁的8. tabletop:桌面,臺面9. drapery:布料,帷帳10.distinctive:獨特的,有特色的;與眾不同的11.texture:質(zhì)地,紋理12.uniform:制服Notes:1.Youwillbeinchargeofboothdesignandinstallation.你將負(fù)責(zé)展位的設(shè)計與安裝。Lilywillbeinchargeoftheclients’receptionatthetradefair.莉莉?qū)⒇?fù)責(zé)本次展會的客戶接待。Myassistantwillbeinchargeofthedepartmentinmyabsence.我的助理將在我不在的時候負(fù)責(zé)這個部門。UsefulExpressions:2.Pleasekeepintouchwiththem.
請和他們保持聯(lián)系。Hewouldkeepintouchwithuswhereverhewas.
他無論在什么地方,總是與我們保持聯(lián)系。Doyoustillkeepintouchwithyourformerclassmates?你現(xiàn)在還和老同學(xué)保持聯(lián)系嗎?UsefulExpressions:3.Taketransportationforinstance.
以交通運輸為例。TakeBlackDiamondforinstance.
以黑鈺公司為例。Takeforinstancehisadviceonhowtopromotebooks.
就拿他關(guān)于如何推廣書籍的建議來說吧。UsefulExpressions:4.Wouldyoumindtellingmesomethingaboutit?
你能告訴我這方面的事情嗎?Wouldyoumindsittingoverthereinthecorner?
如果您不介意,坐在那邊角落里好嗎?Wouldyoumindpickingthemupandthrowingthemintothegarbage?
你介意把他們撿起來扔進(jìn)垃圾桶嗎?UsefulExpressions:5.Thiswillbebasedonthemarketpositioningofyourcompany.
這將基于你們公司的市場定位。Alldecisionswillbebasedontheactualsituation.
所有的決定都要基于實際情況。Alloftheworkwedoisbasedonscience.
我們所做的一切都是在科學(xué)的基礎(chǔ)上完成的。UsefulExpressions:6.Youcouldconductapresentationsessionofyourproducts.
你可以組織一場產(chǎn)品演示會。We’dbetterconductatrainingsessionbeforethetradefair.我們最好在會展前組織一場培訓(xùn)會。Aclosedsessionwasconductedinthepresidentmeetingroomofthecompany.
在公司的總裁會議室舉行了一場閉門會。UsefulExpressions:7.Besuretokeeparecordofthosewhoareinterestedinyourproductsatthestand.
務(wù)必要記下那些來到展臺并對你的產(chǎn)品感興趣的人。Keeparecordofallexpenses,suchashotelandrestaurantreceipts.
請做好開支記錄,如酒店餐廳的發(fā)票。Manybankskeeparecordoftheircustomers’creditscore.
很多銀行都在記錄客戶的信用分值。UsefulExpressions:8.Ourdecoratorscantakecareofit.
我們的裝潢師可以解決。Thatwouldtakecareofthesleepcase.
那可以解決睡眠的案例。Don’tworryaboutit.We’lleventakecareofthisforyou.
別擔(dān)心,我們會幫你處理的。UsefulExpressions:9.Howcanwemakeourstandreallydistinctiveandnoticeable?
我們怎樣才能使我們的展位真正與眾不同、引人注目呢?Wecanmakewaterclearandmountainsgreen.
我們能夠讓水變清、山變綠。Howcanthegovernmentmakethemarketstable?
政府怎樣才能使市場保持穩(wěn)定?UsefulExpressions:10.Wehadbetterusesomeflowersandspotlights.
我們最好使用一些鮮花和聚光燈。Shehadbetterusesomecosmeticsfortheopeningceremony.
參加開幕式,她最好用點化妝品。Givenhishealthcondition,wehadbetternotlethimgothere.
考慮到他的身體狀況,我們最好不要讓他去那里。UsefulExpressions:11.Ilookforwardtoseeingourspecialstand.
我期待見到我們的特別展位。Ilookforwardtopresentingthepowerfulapplicationtoyou.
我期待著給您現(xiàn)場演示這一強大的應(yīng)用功能。Welookforwardtotheopportunitytoworkwithyou!
我們期待著有機會與你們一起工作!UsefulExpressions:
SpeakingPractice:SpokenEnglishforBusinessCommunicationTask1:Interpretation1.We’lldiscussthetaskstobedonebeforethetradefair.
我們將討論一下交易會前要完成的任務(wù)。2.Whowillbeinchargeofclients’receptionbeforethetradefair?
誰負(fù)責(zé)交易會前的客戶接待?3.Theharmoniouslifewithpetsshouldbethefeaturesofourcompany’simage.
與寵物和諧共處的生活應(yīng)該是我們公司形象特色。4.Youcouldorganizesomeinteractionbetweenpetsandpeople.
你可以組織一些寵物和人之間的互動活動。5.Howwouldyoulikethestandtobedecorated?
你想要怎樣裝飾你們的展位?
SpeakingPractice:SpokenEnglishforBusinessCommunicationTask1:Interpretation6.我們必須在展會開始前做好所有的準(zhǔn)備.Wemustmakeeverythingreadybeforetheshowopens.7.請做好展位租賃、展位搭建、交通及食宿的預(yù)算。Pleasebudgetforboothrental,boothsetup,transportationandaccommodation.8.我們每周一次例會,跟進(jìn)展前準(zhǔn)備的進(jìn)展。Wewillhavearegularmeetingeveryweektofollowuptheprogressofthepreparationforthetradefair.9.能告訴我你們公司的目標(biāo)客戶是哪些人?Canyoutellmewhoyourcompany’stargetcustomersare?10.我們需要將墻刷成亮色以保持與產(chǎn)品風(fēng)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展臺設(shè)計exhibitstand展位exhibitormanual參展商手冊floorplan展館平面圖installation&dismantle展臺搭建和撤展,常簡稱為“I&D”installationcontractor展臺搭建服務(wù)商move-in展臺搭建、布展期move-out撤展期
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