《商務(wù)英語口語》課件 Unit 14 Trade Fair Follow-up

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-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:回應(yīng)，回復(fù)2. saleable:暢銷的，可供出售的3. additional:附加的，額外的4. discount:折扣，打折5. dealing:生意往來，交易6. terrific:極好的，極其的7. peak:山峰，最高點(diǎn)，頂點(diǎn)8. allot:調(diào)撥，分配，撥給9. MT:公噸，1000千克10.forward:發(fā)送，轉(zhuǎn)寄，運(yùn)送11.terms:條款，術(shù)語Notes:1.Ialwayshaveconfidenceinourproducts.

我對我們的產(chǎn)品一直很有信心。Youshouldhaveconfidenceinyourself.

你應(yīng)該對你自己有信心。Hecontinuestohaveconfidenceintheunderlyingstrengthoftheglobaleconomy.

他對全球經(jīng)濟(jì)的基本面仍然有信心。UsefulExpressions:2.Yourproductsturnedouttobeverysaleable.

你們的產(chǎn)品很暢銷。Theoppositeturnedouttobetrue,andDimonwoundupwitheggonhisface.

事實(shí)恰恰相反，戴蒙最終顏面盡失。Theyturnedouttobecompanysecuritypersonnel,monitoringtheboardmeetingtopreventeavesdropping.他們原來是公司的安全人員，監(jiān)視董事會(huì)會(huì)議以防止竊聽。UsefulExpressions:3.Inviewofourfirstsuccessfulbusinessdealings.

鑒于我們第一次成功的交易Therearedownsiderisks,especiallyinviewofthelatestpoliticaldevelopmentsintheeuroarea.

經(jīng)濟(jì)還有下行風(fēng)險(xiǎn)，尤其是考慮到歐元區(qū)最新的政治動(dòng)態(tài)。Weexpectbetterresultsinthecomingquartersinviewofrisingexportdemandandlowercornprice.

鑒于出口需求上升和玉米價(jià)格下跌，我們預(yù)計(jì)未來幾個(gè)季

度的業(yè)績會(huì)更好。UsefulExpressions:4.Weallagreedonthepointthattheywouldbesaleableonourmarket.

我們一致認(rèn)為這些產(chǎn)品在我們的市場上是可以銷售的。Ourproductsaresuperiorinqualityandreasonableinpriceandaresuretobesaleableinyourmarket.

我們的產(chǎn)品質(zhì)量優(yōu)秀，價(jià)格合理，在貴方市場上一定很暢銷。Thesaleableareaofthebuildingcannotsatisfythedemandoftheresidents.

那幢樓的實(shí)用面積不能滿足居民的需要。UsefulExpressions:5.I’msorryforthatPC?3800Giscompletelysoldout.

很抱歉，產(chǎn)品PC?3800G已經(jīng)全部賣完了。Thebakeryissoldoutofthosepastries.

面包店賣完了那些糕點(diǎn)。Wehavesoldoutthatmodelofthebookshelf.

那種型號的書架我們已經(jīng)賣完了。UsefulExpressions:6.Ifyouhavenoobjectionabouttheprice.

如果你對價(jià)格沒有異議的話Wehavenoobjectiontotherebeingameetinghere.

在這兒舉行會(huì)議，我們不反對。Ihavenoobjectiontotheirplan.

我不反對他們的計(jì)劃。UsefulExpressions:7.There’sanothertypeofpaintinginkavailable.

還有另外一種油墨。Keepafireextinguisheravailableatalltimes.

任何時(shí)候都要準(zhǔn)備一個(gè)滅火器。Thebedspreadsareavailableinthreecolors.

床罩有三種顏色可供選擇。UsefulExpressions:8.Yourcallremindsmeofthat.

你的電話提醒了我。Sheremindedhimoftwoappointments.

她提醒他有兩個(gè)約會(huì)。Youdonotneedtoremindpeopleoftheirmistakes.

你不需要提醒人們他們的錯(cuò)誤。UsefulExpressions:9.I’mcallingyoutoexpressmygratitudeforyourinterestinourproducts.

我打電話是為了感謝你對我們產(chǎn)品的興趣。Iwishtherewassomewayofshowingmygratitudeforallyouhavedoneforme.

我希望能有什么方式來表達(dá)我對你為我所做一切的

感激之情。Nowordscanfullyexpressmygratitude.

千言萬語也表達(dá)不盡我的感激心情。UsefulExpressions:10.Heagreedthatwecouldmeeteachotherhalfway.

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

不管怎樣，我們相互讓步，15%的折扣怎么樣?LetusmeeteachotherhalfwayandmakethepaymentbyD/P.

讓我們雙方各讓一步，用付款交單的方式付款。UsefulExpressions:11.Butshouldyourorderreach10MT,thediscountwouldbe10%.

但如果你的訂單達(dá)到10公噸，折扣是10%。Shouldyouhaveanyqueries,pleasecontactmewithouthesitation.

如果您有任何疑問，請隨時(shí)與我聯(lián)系Shouldyoubeinterestedinit,Iwouldlendittoyou.

如果你有興趣的話，我可以借給你。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Howisthesaleofcatscratchingtreeinyourmarket?貓爬樹產(chǎn)品在你們市場上銷售如何？2.Aspeakseasoniscoming,therewillbeahotdemandforcatbedinourmarket.

隨著旺季的來臨，我們市場對于貓床的需求強(qiáng)烈。3.Couldyoupleasesendmeyourofferafterthetradefair?

你能在展會(huì)后給我一個(gè)報(bào)價(jià)嗎？4.Ialmostforgotyourproductattradefairbecauseofthebusyschedule.

因?yàn)樘α耍铧c(diǎn)忘了展會(huì)上你們的產(chǎn)品。5.I’mcallingyoutoexpressmygratitudeforyourinterestinourpetproducts.

我打電話是為了表示感謝，感謝您對我們產(chǎn)品的興趣。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.我一回到辦公室，就發(fā)郵件給您報(bào)價(jià)，并給出相關(guān)交易條款。I’lle-mailyouafirmofferincludingothertermsassoonasI’mbackinmyoffice.7.鑒于第一次的成功交易，我們在本次報(bào)價(jià)中給出5%的折扣。Inviewofourfirstsuccessfuldealing,weofferadiscountof5%inthisquotation.8.我們的產(chǎn)品在展后一定會(huì)大賣，我對我們的產(chǎn)品有信心。Ourproductsaresuretobesoldwellafterthetradefair,andIhaveconfidenceinourproducts.9.很抱歉，展會(huì)上我們接到了很多訂單，貓床已經(jīng)賣完了。I’msorry,wehavereceivedalotofordersatthetradefair.Thecatbedsaresoldout.10.展會(huì)期間，我們已經(jīng)提供了最大的優(yōu)惠，你們同意我們各讓一半嗎？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中國國際進(jìn)口博覽會(huì)ChinaInternationalImportExpo世界制造業(yè)大會(huì)WorldManufacturingConvention中國國際徽商大會(huì)InvestmentandTradeExpoAnhuiChina中國進(jìn)出口商品交易會(huì)（廣交會(huì)）ChinaImportandExportFair（CantonFair）華東進(jìn)出口商品交易會(huì)EastChinaFair中國義烏國際小商品博覽會(huì)ChinaYiwuInternationalCommoditiesFair中國國際投資貿(mào)易洽談會(huì)ChinaInternationalFairForInvestmentandTrade中國(上海)國際技術(shù)進(jìn)出口交易會(huì)China(Shanghai)InternationalTechnologyFair中國國際高新技術(shù)成