Unit 22Trade Show Etiquette（会

1、Unit Twenty-Two Trade Show Etiquette（会展礼仪）（会展礼仪）Focal Pointsv1. How to create a good first impression in trade showsv2. Nonverbal communication in trade showsv3. Other considerations in trade show etiquetteA. Creating First Impression （留（留下良好的第一印象）下良好的第一印象）Words to know v1. lucrative: producing a go

2、od profit 获利多的，赚钱的vShe has a lucrative business selling leather goods. v她做皮货生意她做皮货生意, 利润丰厚利润丰厚v2.attires: clothing 服装服装vHe likes casual attires. v他喜欢休闲服装他喜欢休闲服装。v3.scuffed: worn out 磨损的磨损的vThe floor was badly scuffed where they had been dancing. v他们在上面跳过舞的那块地板磨损得十分厉害他们在上面跳过舞的那块地板磨损得十分厉害。v4. query: q

3、uestions 询问vn. 疑问，质问；疑问号vvi. 询问；表示怀疑vI query his trustworthiness. 我对他的可靠性有怀疑。 v5.munch: chew noisily 大嚼vHe was munching an apple.v他在津津有味地嚼着苹果。vWe watched her munch through two packets of peanuts.v我们看她津津有味地嚼了两包花生米。v6. get engrossed in: be immersed in使全神贯注v7.amicable: mikbl characterized by good will

4、and friendship 友好的，温和的vThe two nations settled their quarrel in an amicable way.v两国以和睦友好的方式解决了他们的争端。v8. demeanor: the way a person behaves toward other people行为，举止，态度vHis good demeanor spoke well for him when he went to apply for the job.v他去申请工作时,他良好的举止帮了他不少忙。vFlaunt:炫耀, 夸耀 vShe was flaunting her ne

5、w fur coat.v她正在夸耀她那件新的皮大衣。B. Nonverbal communication in trade shows（会展中的体态交际）会展中的体态交际） Words to knowv1. faux pas 失态，失礼v2. slouch: 无精打采地站（或坐、走）vSeveral students were slouching against the wall.v有几个学生没精打采地倚在墙上。3. sales pitch: 宣传标语C Other considerations in tradeshow etiquette (会展礼仪中的会展礼仪中的其他注意事项其他注意事项)

6、 Words to know v1. hardcore selling 硬性推销v2. grumpy: bad-tempered, angry 生气的vThe old man is a grumpy elder.v这老人是个脾气坏的长者。vDont be so grumpy and cynical about it.v不要为此这么生气,这么愤世嫉俗。v3. elicit: call forth 引出，探出vIn one hour he had elicited the truth.v不到一个小时, 他就查明了真相。v4. dismantling: the act of taking somet

7、hing apart 分解5. Super Bowl: 美国橄榄球超级杯大赛，一般在每年1月份的最后一个或是2月份的第一个星期天举行，被称为“超级碗”（Super Bowl）的这一天是所有球迷的狂欢节。 ExercisesvI.Role-play activity: Divide the class into several pairs. Then each pair just follows the protocol to imitate and act in different tradeshows as hosts and attendees. Finally they are goin

8、g to compare which pair performs the best.II. The whole class will be divided into groups to discuss the following case in class, perhaps some students may introduce similar cases of trade show etiquette. vSeveral years ago, I was staffing a booth with a couple of other people when walked a very bea

9、utiful woman along with her blind husband. They asked a couple of questions and left. A few moments later one of the other staff members started talking about this womans features in great detail, then said “Its a shame, a woman like that, and her husband cant even see what hes missing.” At that poi

10、nt her husband made his way back from two booths away and said, “I might not be able to see, but I can hear.” v The point is: Whether its about other booth staffers, competitors or attendees, your conversations can and will be overheard. Will what you say encourage trust in you as a person? In the e

11、nd, our decision to buy is based on what we think of you. What you sell is almost ancillary（辅助的） III. Read the following article to obtain further information on trade show etiquette and have a discussion in groups. v International Trade Show EtiquettevTrade shows in the United States are fairly pre

12、dictable, especially in the industrial sector. Some companies have determined that the formula for success and attracting visitors to your booth is pretty girls in revealing (but tasteful) clothing, alcohol and promotional items with puns heavy on the sexual innuendo. This has worked for manufacture

13、rs and auto makers for years, so why would anyone change?vThe answer is because you want to attract international customers. The Internet has made the market place truly global, which means that industrial companies have more opportunities to expand their reach than ever. The energy industry especia

14、lly faces huge potential gains. But it also means a whole new set of rules needs to be learned.vFor instance, various cultures and religions find women in skimpy clothing offensiveand some cultures bar men from even conversing with a woman whose legs or arms are showing. Similarly, alcohol consumpti

15、on is prohibited by some religions. And as for promotional items with suggestive puns, theyre perceived as rude and shocking.vIf youre attending American-only trade shows, these points arent a problem. But if you have a booth that will be visited by potential customers from all over the world, you might want to rethink the bikini girls and free b