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1、Unit 6 Trade Fairs【Learning Objectives】After finishing this unit, students shouldknow some useful expressions used at trade fairs.know some techniques in attending trade fairs.know how to make business cards. Warm-up Work in pairs. Discuss the following questions withyour partner. 1.Do you know when
2、 Shanghai World Expo was held? Whats its theme?2. It was held from May 1 to October 31 in 2010. Its theme is “Better city, better life”. 2. Did you go to Shanghai for the Expo? Tell something interesting to your partner. Open-ended. 3. The above 6 pictures show the pavilions of different countries.
3、Which countries do they belong to respectively, do you know? Write them down on the line under each picture. PolandFranceSingaporeChinaRussiaAmericaListening & Speaking Task 1: Listen to the dialogue and decide if the following statements are True (T) or False (F). New Words and Expressions illustra
4、te v. 说明；阐明说明；阐明 in detail 详细地详细地 demonstrate v. 演示；示范演示；示范 feedback n. 反馈；反馈信息反馈；反馈信息 potential adj. 可能的；潜在的可能的；潜在的 concentrate v. 集合；集中集合；集中 specific adj. 明确的；具体的明确的；具体的 measurable adj. 可测量的；可衡量的可测量的；可衡量的 chance of doing/to do sth 做某事成功的机会做某事成功的机会 ( ) 1. Joyce asked Brian some questions about exhi
5、biting at trade fairs.( ) 2. Exhibiting at trade fairs can help promote products and services.( ) 3. Brian was an experienced exhibitor, he knew how to demonstrate new products at trade fairs.( ) 4. Attending trade fairs may help build new businesses, for many customers and suppliers assemble in one
6、 place.( ) 5. Learning how to choose the right trade fair is very important for an exhibiting beginner.( ) 6. When exhibiting a trade fair, the higher you set your goals, the more profits you will obtain. FTFTTTTask 2: Listen to the following dialogue and complete it with the missing information. Ne
7、w Words and Expressions stand n. （用于陈列、展览等的）摊位（用于陈列、展览等的）摊位 porcelain n. 瓷；瓷器瓷；瓷器 ancient adj. 古代的古代的 series n. 一系列的事物一系列的事物 on hand 现有；在手边现有；在手边 enquiry n. 询价；询盘询价；询盘 home and abroad 国内外国内外 vase n. 花瓶；装饰瓶花瓶；装饰瓶 Seller: Welcome to our stand. _ _. Buyer: Thank you. Id like to have a look at the porce
8、lain you are showing. Where are you from?Seller: Thanks for your interest in our products. These are our best products. Our company is in Jiangxi Province and _ in making porcelain.Buyer: I see. This one looks really nice with a typically _.Seller: Im glad you like our products. This series is one o
9、f our best and most popular products, and we have on hand many enquiries_ _. Here is our catalogue. Please take a look at it. Please come in and take we have a long history ancient Chinese style from home anda look abroad Buyer: I like those big vases with more ancient paintings.Seller: They are our
10、 best products. We can even make porcelain according to your demand, _.Buyer: How about the price?Seller: Our price is _. We offer you our best prices, at which we have done a lot of business with other customers.Buyer: Great. Will you be here this afternoon?Seller: Yes, of course.Buyer: Ill be back
11、 this afternoon.Seller: See you this afternoon.Buyer: See you. especially in stylevery competitive Situational Dialogue Li Wei saw the products from Mr. Roberts company at China Import and Export Fair. He wanted to know more about the product, so he made some enquiries. First you are required to mat
12、ch each question with its corresponding answer, and then make a dialogue by using the questions and answers. After finishing the dialogue practice it with your partner. 1.How about the product selling?2. How long have you been in this business?3. Could you give me your price list and catalogues?4. I
13、s it possible for you to offer any discount?5. How long does it take you to make delivery?6. Could you give me your name card or telephone number?a.We have been in electronic industry for almost 10 years.b. Our products are selling very well in Chinese market. Our turnover of last year was RMB 100 m
14、illion.c. Sure. Here you are. If you want to set up business cooperation, please call me. d. OK. Ill give you our up-to-date price list and catalogues.e. If your order is large, we may consider giving some discounts.f. That depends on the distance, quantity and type of shipping.Passage Listen to the
15、 passage, and then fill in the blanks with the missing words. New Words and Expressionsshowcase v. 展示；陈列展示；陈列rival n. 竞争对手竞争对手in contrast to 与与形成对比形成对比representative n. 代表；代理人代表；代理人the press 报界；新闻界报界；新闻界classify v. 把把分类分类hybrid n. 混合物；合成物混合物；合成物 Frankfurt Book Fair 法兰克福图书展法兰克福图书展directory n. 商行目录商行目
16、录attendee n. 出席者出席者 A trade fair is an exhibition organized so that companies in a specific industry can showcase and _, service, study activities of rivals and examine recent market trends and opportunities. In contrast to consumer fairs, only some trade fairs are _, while others can only be attend
17、ed by company representatives (members of the trade, e.g. professionals) and members of _, therefore trade shows are classified as either “Public” or “_”. open to the public demonstrate their latestproducts Trade Only the press A few fairs are hybrids of the two; one example is the Frankfurt Book Fa
18、ir, which is trade-only for its first three days and open to the general public _. They are held on a continuing basis in virtually all markets and normally attract companies _. For example, in the U.S. there are currently over 2,500 trade shows held every year, and several online directories have b
19、een established to help organizers, attendees, and marketers _. from around the globe on its final two days identify appropriateevents Language Focus Introduction at trade fairs 1. Nice to meet you. My name is2. Its a great honor to meet you. Im Tom Black, Sales Manager of3. My name is Li Gang, sale
20、s representative of ABC Company. This is my card.4. How do I address you?5. Let me introduce myself to you. Im Jack Smith, General Manager of Royal Porcelain Company.6. Our company is one of the largest manufacturers in clothing industry.7. We mainly trade in food and drinks.8. We have been in elect
21、ronic industry for almost 10 years. Promoting products 1.Our products are of high quality. They are very 2. popular with home customers.2. This vase is made of blue and white porcelain. It is delicate and elegant.3. I recommend this article. Im sure youll be pleased with it.4. The small-sized laptop
22、 adopted the latest electronic technology.5. Why not place a trial order to sound out market potential?6. I can offer you our latest catalogue, price list and specification for detailed information. 7. Our products are designed especially for the elderly.8. This is our newest product. It is compact
23、and easy to carry. Asking about prices and discounts 1. How much is it?2. May I take a look at your price list?3. Could you give me some information about your prices?4. Could you give me some discounts?5. If you can give us a discount, we may place a big order.6. What discount can you offer if we d
24、ouble the order?7. Would you consider increasing the discount to help open the market since this is a new product? Farewell 1. Goodbye. Take care.2. Thank you for your visiting. Please call me if you want to know more of us.3. Thank you for coming to our pavilion. If youd like to place any order, pl
25、ease let me know.4. See you next time. Easy Time Enjoy the following song. Reading Lead-in Work in pairs. Imagine you are going to attend a large-scaled trade fair, what preparations should you make? Tick the ones you think necessary. ( ) 1. Get some information about the fair and make your visiting
26、 plan.( ) 2. Get to know in detail all the exhibitors.( ) 3. Search on the Internet the exhibitors youre interested in and get more information about them.( ) 4. Take enough name cards and send them out to the exhibitors you may make business with.( ) 5. Take plenty of food and water with you.( ) 6.
27、 Take some printed materials about your own company, sending them out to your target exhibitors when necessary.( ) 7. Reserve your ticket and hotel in advance.( ) 8. Listen to the weather forecast.( ) 9. Collect only necessary luggage and make your bag as light as possible.( ) 10. Make a form for ev
28、ery exhibitor in which you can write down detailed information of him.Reading Fairs Attending Know-how New Words and Expressionslarge-scaled /ldskeld/ adj. 大规模的；大型的大规模的；大型的exhausted /gzstd/ adj. 极其疲倦的极其疲倦的make use of sth/sb 使用或利用某事物使用或利用某事物/某人某人layout /leaut/ n. 布局；安排；设计布局；安排；设计route /rut/ n. 路线；路程路
29、线；路程fill out 填写填写insole /nsul/ n. 鞋垫鞋垫venue /venju/ n. 会场；聚集地点会场；聚集地点commute /kmjut/ v. 来回往返于；来回往返于；乘车上下班乘车上下班category /ktgr/ n. 种类；类别种类；类别 booth /bu/ n. 货摊；摊位；小房间货摊；摊位；小房间specify /spesfa/ v. 确切说明；明确规定确切说明；明确规定appointment /pntmnt/ n. 约会；预约约会；预约arrangement /rendmnt/ n. 安排；筹备安排；筹备showroom /urum/ n. 陈列
30、室陈列室seminar /semn/ n. 研讨会研讨会register /redst/ v. 登记；注册登记；注册hand out 分发；散发分发；散发carbonated /kbnetd/ adj. 碳酸的；碳化的碳酸的；碳化的summarize /smraz/ v. 总结；概括总结；概括figure out 理解；弄明白理解；弄明白file /fal/ v. 将某物归档将某物归档follow up 采取进一步行动；深入调查采取进一步行动；深入调查 Notes 1.When preparing luggage, be sure to save room for materials coll
31、ected when attending fairs. 2. 收拾行李的时候，一定要留出空间来存放出席收拾行李的时候，一定要留出空间来存放出席展会时要带的相关资料。展会时要带的相关资料。2. Choose a hotel near the exhibition venue, you can save a lot of time commuting and make it easier to have enough rest. 选择距离会展场地较近的酒店，这样能免除路途选择距离会展场地较近的酒店，这样能免除路途奔波，从而可以有足够的休息时间奔波，从而可以有足够的休息时间。 3. Further,
32、 prepare questions you need to ask and design a product or service information collecting form so as to clearly specify the differences between exhibitors. 此外，要准备好自己想问的问题，并且设计一此外，要准备好自己想问的问题，并且设计一 份产品或服务信息收集表，以便明确说明各参份产品或服务信息收集表，以便明确说明各参 展商之间的具体差异。展商之间的具体差异。 so as to do sth意思是意思是“为了做某事为了做某事”。 Exampl
33、e: I left a message so as to be sure of contacting her. 我留下了张条子以便与她取我留下了张条子以便与她取 得联系。得联系。 4. Register in advance and get to the exhibition venue 30 minutes early to save time for queuing. 提前登记，并提早半小时到达展会地点，以省去提前登记，并提早半小时到达展会地点，以省去 排队的时间。排队的时间。 queue的意思是的意思是“排队等候排队等候”。 Example: We queued for an hour
34、but didnt get in. 我们排队等候一小时也没进去。我们排队等候一小时也没进去。 5. Leave the venue 30 minutes early to avoid waiting for buses or taxis. File all the information about the exhibitors you get for future contacts. 提前半小时离开会场，这样就不必花时间等公交提前半小时离开会场，这样就不必花时间等公交 车和出租车。将你在展会中获取的所有参展商的车和出租车。将你在展会中获取的所有参展商的 信息进行归档，以方便日后联系。信息进行
35、归档，以方便日后联系。 Exercises I.Choose the best answer for each of the following questions. 1. Whats the purpose of the fair layout plan? 2. _ A. It can help exhibitors make more profits. B. It serves as a guide for the visitors. C. It can tell foreigners how to get to the fair. D. It can help visitors find
36、 the products they want to buy. B 2. If you are to attend a trade fair, you should take the following things except _. A. a lot of name cards B. comfortable shoes and clothes C. carbonated drinks and beer D. materials related to the fair C 3. Youd better book a hotel close to the fair venue because
37、of the following reasons except that _. A. it takes a lot of time for you to get there if you live far from the venue B. you may not have a good rest if your hotel is far from the fair C. you can save the long distance traveling D. you can make more business friends D 4. Which of the following can s
38、ave your time filling out forms? _ A. Your pens and notebooks. B. Your business cards. C. Your documents about your own company. D. Other visitors. B 5. Which of the following is not true according to the passage? _ A. When at trade fairs you should talk with the trade insiders actively. B. Leave th
39、e fair venue 30 minutes early, so that you can avoid waiting buses or taxis. C. You should follow up on the printed materials and samples you acquired at the fair. D. You should avoid the crowed booths, although youre interested in them. DII. Match each word in Column A with its corresponding explan
40、ation in Column B. Column A Column B1.venue2.booth3.summarize4.category5.exhausted6.seminar7.file8.layouta.anoccasionforexpertstodiscussb.sthb.verytiredc.thewaythatsthisarrangedd.classorgroupofthingse.placesthinafilef.aplacewherepeoplemeetforsthg.makeasummaryofsthh.asmallstallwheregoodsaresoldordisp
41、layedIII. Fill in the blanks with the words or phrases given below. Change the forms if necessary. specify acquire arrangement hand out figure out registerfollow up fill out 1. Within two weeks of arrival all foreigners had to 2. _ with the local police.2. They stood on the street corner _ leaflets
42、about their new products.3. He has _ a reputation of dishonesty because he often told lies to others. register handing out acquired 4. Ill make _ for you to be met at the airport.5. Employees who have worked for at least 5 years in our company have the chance to be elected as chairman by _ an applic
43、ation form.6. Have you _ whats wrong with your car?7. The regulations _ that you may use a dictionary in the examination. 8. She _ the phone call with an e-mail to ask for the detailed information of the specification of this vase. followed up arrangements filling out figured outspecifyIV. Translate
44、 the following sentences into English. 1. 因为现在生产的产品种类繁多，所以商品交易会因为现在生产的产品种类繁多，所以商品交易会都变得非常专业化了。都变得非常专业化了。 Trade fairs have become extremely specialized because of great variety of products now manufactured. 2. 对中国出口商来说，商品交易会经常是推销产品、对中国出口商来说，商品交易会经常是推销产品、 正确发现用户怎样看待该产品的最迅速、最有效的正确发现用户怎样看待该产品的最迅速、最有效的 方
45、式。方式。 For the Chinese exporters, the trade fair is often the fastest and most effective way to promote a product and to find out exactly what buyers think of it. 3. 虽然这些商品交易会偶尔允许普通公众进入，但基虽然这些商品交易会偶尔允许普通公众进入，但基 本上都是产业交易会。本上都是产业交易会。 These trade fairs are basically industrial trade fairs, although they
46、 occasionally permit entry to the general public. 4. 如果可以的话，我会用几句话把争论的要点概括一如果可以的话，我会用几句话把争论的要点概括一 下。下。(summarize) Ill just summarize the main points of the argument in a few words if I may. 5. 你要很好地发挥你的谈判技能，一定要取得你要很好地发挥你的谈判技能，一定要取得 本次谈判的胜利。本次谈判的胜利。(make use of) You need to make good use of your nego
47、tiation skills and make sure to succeed in negotiating. Writing Business Card When doing business, people tend to exchange business cards to provide personal information as well as information about their companies. The information on a business card mostly includes ones full name, title, name of th
48、e company, address, phone number, fax number, e-mail address, etc. Besides, the colors and logos on business cards can attract the eye and help people remember the cards. Some people use the reverse side of business cards for more information about their companies. This is a good and inexpensive way
49、 of advertising. Sample 1ShanghaiUniversityCollegeofForeignLanguages Zhao PingProfessor/DeanAdd:135XingangRoad,ShanghaiPostCode:200315Tel:021-34851209Fax:021-35662574Mobile:13932123452E-mail:W工作工作单位位姓名姓名头衔地址及地址及联系方式系方式Sample 2AustralianInstituteofTourism&Hospitality Jerry WhiteChairmanAdd:Level14,20
50、7MurraySt.PerthAustraliaWA6000Tel:0061-8-93221929Fax:0061-8-93221595Mobile:0061-402-105494E-mail:工作工作单位位姓名姓名头衔地址及地址及联系方式系方式ExercisesTask 1: Write a business card in English according to the information given below. 北京中国国际旅行社 张张 建建 总经理总经理地址：北京市朝阳区建外大街28号旅游大厦701室手机号码：1360106589电话号码：010-51657194传真号码：01
51、0-65150627电子邮件： Beijing China International Travel Service Zhang Jian General ManagerAddress:Room701TourismMansion,No.28JianwaiStreet,ChaoyangDistrict,BeijingMobile:1360106589Telephone:010-51657194Fax:010-65150627E-mail:Suggested versionTask 2: Make a business card in English according to the inform
52、ation given below. (1) Mark Smith works for Green Industries Inc.(2) He is the General Manager of the company.(3) His telephone number is (01)306-752-3654.(4) His fax number is (01)306-752-3736.(5) His company is located at 586 Park Avenue, Rockford, AL53256, USA.(6) His e-mail is . Suggested versionMark SmithGeneral ManagerAddress:586ParkAvenue,Rockford,AL53256,USATel:(01)306-752-3654Fax:(01)306-752-3736E-mail:.Green Industries Inc.
