Unit 4 Attending Fairs and Exhibitions

1、Attending Fairs and ExhibitionsSection 1 Getting Things Ready1 get information related to Fairs make preparation for attending Fairs prepare a catalogue In this unit, you will learn how to:23Section 1 Getting Things ReadySection 2 Things to Doapproachreapoptionbooth specializeprofessionalspecificven

2、doroffer Section Two Things to Do Activity One Listen and WriteguaranteeSection Two Things to Do Visitors/Buyers: find products/services to buy; expand their interpersonal networksExhibitors/Sellers: find buyers for products/services that they sell/expand their interpersonal networksNow let us watch

3、 a video about Canton Fair and then answer the question “What are the goals of attending a trade fair?”How to decide which show to attend?Read and ThinkWhich Trade Show to Attend? There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key

4、 is to be clear about your goals. That will guarantee you get the most value out of it. 1. Find products or services to buy If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much mo

5、re options and a much greater selection area. 2. Find buyers for products or services that you sell If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete w

6、ith all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesnt necessarily have to fit the theme of the trade show: it only has to fit the cu

7、stomer.Read and Think Read and Think3. Build a professional network with people on either a local or national scale As the old saying goes, its not what you know but who you know that matters. And trade shows offer an excellent forum to meet and greet other professionals. First, select a trade show

8、aimed at your professional groups, ask questions to make sure you understand their business and explain a little bit about what you do and how you will be able to help them in their business. Then, exchange business cards and ask to schedule a formal meeting later on to discuss it in greater depth.

9、These three approaches, when used well, will help ensure that your trade-show dollars reap incredible dividends. Just remember, focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal. (341 words)Activity 2: Read the passage in Section

10、 2 and completethe following paragraph. Section 1 Getting Things Ready Every trade show offers a 1) _ to find products or services to buy, to find 2) _ for products or services that you want to sell or build a professional network with people. To 3) _ you get the most value out of 4) _ the trade sho

11、w, you should focus on what you want out of the trade show first. Then, choose the trade show that best helps you achieve that 5) _.chancebuyersguaranteeattendinggoalbackIntroduction (Para. 1) When you are deciding what trade show to attend, the key is to be clear about your goals. The key is: The m

12、ost important thing is 关键是 Translation: 在决定参加哪个展览会时，关键要明确你的目标。e.g. 在做职业规划时，关键要明确自己能干什么。 When making a career plan, the key is to be clear about what you can do.e.g. 在求职时，关键要明确自己的兴趣是什么。 When looking for a job, the key is to be clear about your interests.1. Find products or services to buy If you are

13、looking for a specific product, you should choose a trade show with as many vendors as possible for the product (your are shopping for), which can give yourself much more options and a much greater selection area. as as possible: 尽可能 Translation:如果你找的是一个具体的产品，选择一个拥有最多出售你欲购买产品的卖方的展会将会给你带来更多的选择和更大的选择范

14、围。e.g. 如果要去找份好工作，应该尽可能多地收集相关信息。 If you want to find a good job, you should collect as much relevant information as possible.e.g. 如果你是个商人，就应该尽可能多结交些生意伙伴。 If you are a businessman, you should find as many partners as possible.2. Find buyers for products or services that you sellFor a company specializ

15、ing in fireplaces,at a fireplace showin a wine-tasting trade show Conclusion: Your product doesnt necessarily have to fit the theme of the trade show: it only has to fit the customer. Much competition Less competition2. Find buyers for products or services that you sell For instance, if your company

16、 specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors (that have booths at the same show). While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. specialize in: to

17、concentrate on a particular activity or product 专门从事；专营 Translation: 例如，假设你们是一家专业经营壁炉的公司，在国内壁炉展会布展的话，你就必须跟所有其他参展的壁炉商竞争。而在酒类产品展上，你能瞄准相同的客户，竞争却少多了。2. Find buyers for products or services that you sell As you see, your product doesnt necessarily have to fit the theme of the trade show: it only has to f

18、it the customer.e.g. 众所周知，他是电脑软件方面的专家。 As everybody knows/as is known to all, he is an expert in computer software.e.g. 俗话说：“时间就是金钱”。 As the old saying goes, “time is money”.e.g. 这并不意味着你会赢。 It doesnt necessarily mean you will win.e.g. 有钱不一定幸福。 Money doesnt necessarily bring happiness.3. Build a prof

19、essional network with people on either a local or national scale As the old saying goes, its not “what” you know but “who” you know that matters. Translation: 古语说：重要的不是你“懂得什么”而是你“认识谁”。 e.g. 俗话说得好，重要的不是输赢而是参与。 As the old saying goes, it is not the winning or losing but participating that matters.e.g.

20、 古人云，活到老学到老。 As the old saying goes, never too old to learn/live and learn.3. Build a professional network with people on either a local or national scale First, select a trade show (aimed at your professional groups), ask questions to make sure you understand their business and explain a little bit

21、 about what you do and how you will be able to help them in their business. Then, exchange business cards and ask to schedule a formal meeting later on to discuss it in greater depth. Translation:首先，选择一个以你的专业人士为目标的会展，在展会上，你要通过提问了解他们的生意，并介绍你的职业以及你能对他们的生意做出的帮助，然后交换名片并要求安排一个正式的会议进行更深入的讨论。 Example: The

22、Pursuit of Happyness (Chris - a broker -Mr Ribbon - pension fund CEO - football game)Conclusion (Para. 5) These three approaches, when used well, will help ensure that your trade-show dollars reap incredible dividends. Translation: 上面所述的三个方法，如能正确使用，将确保你参展的费用能有所回报。e.g. 我希望这有助于保证产品质量能满足我们的要求。 I hope t

23、hat this will help ensure that the quality of the product can meet our demand.e.g. 这些措施有助于保证达到要求。 These measures will help ensure that the requirements are met.Read and ThinkTask 1 Test your problem-solving ability.What is China Import and Export Fair? China Import and Export Fair, also called Canto

24、n Fair, is held twice a year in spring and autumn since it was inaugurated （举行开幕礼）in the spring of 1957. It has become a comprehensive international trade event in China with the longest history, the largest scale, the most complete exhibit variety, the broadest distribution of buyers, the biggest b

25、uyer attendance, the greatest business turnover（营业额）, and the soundest credibility（可信性）.Read and ThinkTask 2 Tell whether the following statements are true or false. Write T for True and F for False.1. To be clear about your goal is the key to decide what trade show to attend.2. As a buyer, you shou

26、ld choose the trade show with few vendors for the products you are shopping for. 3. The trade show with as many vendors as possible for the product you are shopping for can offer yourself more options. 4. It will be helpful to be clear about who your customers are if you want to sell products. 5. Wh

27、en attending a trade show your product has to fit the theme of the show. 6. Trade shows offer an excellent forum to meet and greet other professionals.TTFTFTRead and Think1. What are the goals of attending a trade show? Find products or services to buy; find buyers for products or services that you

28、sell and build a professional network with people on either a local or national scale.2. How do you decide which trade shows to attend? When deciding which trade show to attend, the key is to be clear about the goals. 3. What should you do if you are looking for a specific product? We should choose

29、a trade show with as many vendors as possible for the product. Task 3 Give brief answers to the following questions.Read and Think4. What will help you if you want to sell your products? It helps to be clear about who the customers are.5. Where can you find an excellent forum to meet and greet other

30、 professionals? Trade shows offer an excellent forum to meet and greet other professionals. 6. What should you do to ensure that your trade-show dollars reap incredible dividends? Focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal

31、.Read and ThinkTask 4 Match A with B 1- g 2-b 3-h 4-f 5-j 6-a 7-i 8-c 9-d 10-eRead and ThinkTask 5 Fill in the blanks with the right words or phrases. Change the form where necessary.1. The trade show _ a chance to practice your English. 2. They _ the delivery of our products on time.3. To attend a

32、fair you should have a _ target.4. Their company _ the artificial flowers. guarantee specializes in compete with professional specific option focus on reap as many as possible offer offers have guaranteedspecificspecializes inRead and Think5. He is confident in his _ ability. 6. My job in the compan

33、y is to _overseas clients.7. We have no _ in that kind of product.8. We _ what we sow. 9. We cannot hope to _ so experienced a company. 10. We must unite _ people _. professionalfocus onoptionreapcompete with as many as possible Section 3 Things to WriteWhen preparing a catalogue for the fair, in ge

34、neral, you should include the following:1. Company information: a brief introduction to your company: name, history, reputation, trade, and so on.2. Product information: names, models (型号), photos with descriptions, specification, price, place of origin, payment terms, etc. of your products.3. Conta

35、ct information: address, contact person, email address, telephone, fax, website, etc.Task 1 Study the following tips for writing.Section 3 Things to WriteTask 2 Study the following language for writing.registered capital 注册资金specialize in 擅长于, 专攻deal in 经营wholesalers 批发商importers 进口商distributors 分销商

36、Section 3 Things to WriteSentence patterns:. is a professional manufacturer of furniture. Our company specilizes in the trade of cosmetics (化妆品). Company is well known for exportation of shoes.Our main products include towels, bed-sheets and blankets.Our corporation ranks high in the world. has esta

37、blished partnerships with the wholesalers, importers and distributors from eighty countries and regions all over the world.If you have any question, please dont hesitate to contact us.Section 3 Things to WriteTask 3 Study the following model for witing. CATOLOGUE OF GUANGDONG LIGHT INDUSTRIAL PRODUC

38、TS IMP. & EXP. HOLDINGS CORPORATION1. IntroductionNumber of Staff: 101 Registered Capital: 128,680,000 (RMB) Year of Foundation: 1994 Business Type: Trading With more than 30 years history of handling import and export trade, GLIP is one of the key developing enterprises in Guangdong province. I

39、t is well known for exportation of light industrial products. We deal in thousands of merchandises and 43 main-registered trademarks and follows ISO9001 international quality management system with the certificate granted by the BSI Company. Our quality policy is quality priority, reputation first,

40、service sincere, customer satisfactory.”Section 3 Things to Write2. Products ShowroomProduct Name: Antique FurnitureModel No. : at002Place of origin: Guangdong, CHINA Brand: GLIP Description: Wooden with good quality.Model No. : at003Place of origin: Guangdong, CHINA Brand: GLIP Description: pure wo

41、oden with good quality.Section 3 Things to Write3. Contact usCompany Name: GUANGDONG LIGHT INDUSTRIAL PRODUCTS IMP. & EXP. HOLDINGS CORPORATION Address: 52, DEZHENG ROAD SOUTH, GUANGZHOU, CHINA Province/city: GUANGDONGGUANGZHOU Post code: 510110 Person to Contact: Linda HuangTel: 86/p>

42、 Fax: 86Website: http:/WWW.GLIP.COM.CNSection 3 Things to WritenextSection 3 Things to Write GUANGDONG FOREIGN TRADE IMP. & EXP.CORP1. Introduction Number of Staff: 350 1) _ (注册资本): 36930000(RMB) Year of Foundation: 1984 Business Type: Trading Exhibition Record: 104, 103, 102, 101,

43、 100 Canton Fair GFTC 2) _ (成立于1984年). Since 1990, the companys annual Task 2 Complete the company profile by translatingthe Chinese given in brackets into English.Registered Capital was established in 1984Section 3 Things to Writevolume of import and export amounts to 500 million US Dollars, and it

44、 3) _ (位列“中国进500强企业”). 4) _ (主要从事于) production of and trade in furniture, stationery & sports goods, daily necessities and household appliance. 2. Products ShowroomName: Breakfast set Category: Furniture-Furniture for Domestic Indoor Model No.: bb15) _ (产地): CHINA Brand: GFTC Description : good

45、quality, good price, patent owned was ranked among Chinas top 500 enterprises It has mainly been engaged in Place of origin Section 3 Things to Write3. 6) _ (联系方式联系方式)Company Name : GUANGDONG FOREIGN TRADE IMP.& EXP.CORP. Address: 15-18/F GUANGDONG FOREIGN ECONOMIC & TRADE BUILDIN 351# TIANH

46、E ROAD, GUANGZHOU CITY Province/city: GUANGDONG, GUANGZHOU Post code: 510620 Person to Contact: Yadan Chen Tel: 86-20-38800027 Fax: 86-20-38802495 Website: http:/ Contact us A Brief Introduction to Expo 2010 Shanghai China Expo 2010 Shanghai China will be the first registered World Exposition (博览会)

47、in a developing country, which will be 1) _ from 1st May to 31st October, 2010. Expo 2010 Shanghai will be a great 2) _ to explore the full potential of urban (城市的) life in the 21st century and a significant period in urban evolution (演变). Its 3) _ is Section 4 More Things to Doaboard held rely them

48、e present decide try abroad offer on as well as various support event on the other hand grand Task 1 Read the passage and fill in the blanks with appropriate words from the box below.heldeventthemeSection 4 More Things to Do Better City, Better Life, representing the common wish of the whole humanki

49、nd for a better living in future urban environments, which represents a central concern of the international community for future policy making, urban strategies and sustainable (可持续的) development. There is no doubt the Chinese people will 4) _ to the world a successful, splendid and unforgettable e

50、xposition. Expo 2010 Shanghai China will center on innovation(创新)and interaction. And it will also be a 5) _ international gathering. On the one hand, we shall endeavor (努力) to attract about 200 nations and international organizations to take part in the exhibition 6) _70 million visitors from homep

51、resentgrandas well asSection 4 More Things to Doand 7) _, ensuring the widest possible participation in the history of the World Expositions. 8) _, we will put Expo 2010 Shanghai China in a global perspective and do our best to encourage the participation and gain the understanding and support of 9)

52、 _ countries and peoples, in order to turn Expo 2010 Shanghai China into a happy reunion of people from all over the world. In addition, Expo 2010 Shanghai China will 10) _a wonderful opportunity for cross-culture dialogues. Before the conclusion of the Exposition, a Shanghai Declaration will be iss

53、ued. abroadvariouson the other handofferSection 4 More Things to Do The Chinese Government will go to great lengths (不遗余力) to make Expo 2010 Shanghai China a special event that carries on traditions and opens a new vista into the future. Our motto is: Keeping in mind the next 60 years development wh

54、ile preparing for the six months Exposition. We count on the continuing attention, support and participation of all the peace-loving countries.nextSection 4 More Things to DoTask 2 Choose the answer that best completes each sentence.1. Expo 2010 Shanghai China will be the first registered World Expo

55、sition in _. A) a developed country B) Asia C) a developing country D) London Section 4 More Things to Do2. The theme of Expo 2010 Shanghai China will be _. A) “Better City, Better Life” B) “Better country, Better life” C) “New City, New life” D) “New urban, New Plan”Section 4 More Things to Do3. Th

56、e visitors to Expo 2010 Shanghai China are expected to amount to _ A) 200 million B) 70 million C) 170 million D) 60 million Section 4 More Things to Do4. The word “vista” in the 2nd sentence of Paragraph 4 most probably means _. A) view B) hope C) meaning D) ideaSection 4 More Things to Do5. The passage makes a short introduction to _. A) Expo 2010 Shanghai China B) the products exhibited in Expo 2010 Shanghai China C) how to attend Expo 2010 Shanghai China D) the location of Expo 2010 Shanghai Chinaback