《会展情景英语》Unit8销售演示

?会展情景英语?Unit8销售演示LearningObjectivesSituationalDialogues3IndustrialTips4Practical

ExercisesContent1KnowledgelinkingWarm-upUsefulSentences5267Warm-upReadthefollowingitemsandmatchthemwiththepictures热身活动(1)Withthehighcostoftravel,teleconferencesalespresentationsareagoodwaytoreducecosts.(2)WebinarsalespresentationsareconductedviatheInternet.Webinarsletsthose,whochoosetoviewthesalespresentation,watchitontheircomputer.(3)Teamsalespresentationsarethosethatareperformedbymorethanoneperson.(4)Seminarsalespresentationsareheldinanauditoriumoralargevenue.(1)_______;(2)_______;(3)_______;(4)_______

ABCDSituationalDialoguesDialogue1情景对话Mr.Liu,anewstaffmemberinthesalesdepartmentofanofficesuppliescompany,meetswithMr.Jackson,asalesmanager,atascheduledmeetingoftheircompany.J=Mr.Jackson,L=Mr.LiuJ:HiMr.Liu,howareyoudoingtoday?L:Notsogood,Ifeelabitdepressedthesedaysbecauseofmywork.J:Oh,what’sthematter?Tellme,maybeIcanhelpyou.L:IthasbeenalmosttenmonthssinceIjoinedthecompany,butIdidnotevengetasinglecontract.Idon’tthinkmysalespresentationshavebeeneffective.Idoubtmyability,andIdon’tknowwheremyproblemlies.Canyougivemesomesuggestions?Youaresoexperienced.J:Ok,letmegiveyousomeadvice.Whenyoumakeasalespresentation,youshouldprepareaPowerPointfiletodemonstrateyourproductsandservices,withthecompanylogoontheslides.Youshouldalsomakethepresentationrelevanttoyourpotentialbuyer’sneeds,andneveruseagenericonebecauseithasminimalimportance.Eachtimewhenyoumeetanewclient,modifyyourpresentationtosatisfytheirparticularneeds.L:Youmeanthepresentationshouldbespecificandconcise?J:Youareright.Yourbuyerswillneverwastetheirvaluabletimepickingouttheimportantpointsinalargepresentation.Thereforeyoushouldalwaysfocusonthekeypoints,advantages,andthefeaturesoftheproducts.Andthencreateaconnectionbetweentheproductsorservicesthatareimportanttothecustomer.L:Yes,today’sbusinesspeoplearetoobusytolistentolengthyintroductions.Weshouldtrytoprovideaconvenienceforthem.Buthowcanyoucreatetheconnection?J:Toachievethis,Iusuallyprepareasampleoftheproductforthemtoexperience,andthenIexplainthebenefitsoradvantagesourproductwillprovidetothem.Thiscreatesabetterunderstandingofwhattheyarebuying.L:Youaresoimaginative,anditmustbeveryeffectiveinachievingyoursalegoals.Inmypresentations,Idon’tthinkIhaveusedenoughcreativeideas.HowcanIchangethissituation?J:Inapresentation,youshouldmakegooduseofyourbodylanguage,yourphysicalexpression,andbeanimated.Theseareallveryimportant.Mostsalespresentationsareboringandunimaginative.Ifyoushowyourenthusiasmandenergyduringyourpresentation,thenyouwillstandoutincomparisontothecompetition.L:Canyoubemorespecific?J:Forexample,youcantrytovaryyourvoiceandtone,usesomecomfortingwordsandgestures.Amonotonevoiceshouldalwaysbeavoided.L:Yes,enthusiasmandenergy,I’llrememberit.Isthatall?J;No,thelastbutthemostimportantisthatyoushouldbeconfident.Youshouldbelieveintheproductsorservicesyouareoffering.Yourattitudetowardstheproductsorservicescanbestaffectyourclientsbuyingdecisions.Ifyoucan’tgetexcitedaboutyourproducts,howcanyourclientsbecomemotivatedtobuythem?L:Yes,Iagree.Thankyousomuchforyouradviceaswellasyourtime.YouhavegivenmesomevaluableideasandIbelieveIcandomuchbetterinthefuture.J:OK,Ibelieveinyourabilitytoimproveyoursales.Goodlucktoyou!L:Thankyouagainandthesametoyou.

Vocabularydepress[dɪ'pres]

vt.压抑；使沮丧effective[ɪ'fektɪv]

adj.有效的，起作用的demonstrate['demənstreɪt]vt.展示；论证relevant['relɪv(ə)nt]

adj.相关的；切题的minimal['mɪnɪm(ə)l]adj.最低的；最小限度的modify['mɒdɪfaɪ]vt.修改，修饰concise[kən'saɪs]adj.简明的，简洁的feature['fiːtʃə]n.特色，特征connection[kəˈnekʃn]n.连接；关系Vocabularyanimated['ænɪmeɪtɪd]vt.使…有生气;adj.活生生的；活泼的unimaginative[ʌnɪ'mædʒɪnətɪv]adj.缺乏想象力的；无趣的enthusiasm[ɪn'θjuːzɪæz(ə)m]n.热心，热情energy['enədʒɪ]n.精力；活力；精神comparison[kəm'pærɪs(ə)n]n.比较；对照tone[təʊn]n.语气；色调；音调；gesture['dʒestʃə]n.姿态；手势motivate['məʊtɪveɪt]vt.刺激；使有动机monotone['mɒnətəʊn]n.单调；单音调;adj.单调的

Notes1.howareyoudoingtoday?你今天好吗?2.Ifeelabitdepressedthesedaysbecauseofmywork.由于工作的原因，这些天我感到有点儿沮丧。3.Idoubtmyability,andIdon’tknowwheremyproblemlies.我疑心我的能力，而且我不知道我的问题所在。4.Canyougivemesomesuggestions?Youaresoexperienced.你经验丰富，能给我一些建议吗?5.Whenyoumakeasalespresentation,youshouldprepareaPowerPointfiletodemonstrateyourproductsandservices.当你做销售演示的时候，你应该准备一个PowerPoint文件来展示你的产品和效劳。Notes6.Eachtimewhenyoumeetanewclient,modifyyourpresentationtosatisfytheirparticularneeds.每次当你遇到一个新客户的时候,你要修改你的〔产品〕演示来满足他们的特别的需要。7.Youmeanthepresentationshouldbespecificandconcise?你的意思是〔产品〕展示应该具体而简洁?8.Yes,today’sbusinesspeoplearetoobusytolistentolengthyintroductions.是的,今天的商业人士太忙没有时间听冗长的介绍。9.Ifyoushowyourenthusiasmandenergyduringyourpresentation,thenyouwillstandoutincomparisontothecompetition.如果你在你的演示中显示出你的热情和精力,那么你将在剧烈的竞争中脱颖而出。

floororder现场租订：由指定搭建商在展览现场为参展商提供展具和设施等租赁效劳，通常价格比展前预订要高。floorplan展台平面图：展会组织者的工作文件，根据租用场馆的形状划分和标示出各种展台的面积和位置，是招展和现场效劳工作不可缺少的工作资料。IndustrialTips行业小贴士fromfillingcounter填表台：展览会主办者专门为现场登记的观众设置的观众登记填表处。☆frequentexhibitor老展商：是指屡次或经常参加该展览会的参展商，显示出该展的影响力和号召力。老展商比例越高，证明展商的忠诚度越高。fringeprogram展期活动：意同concurrentevent，展览会期间举办的各类会议、论坛和辅助活动，以加强办展效果。IndustrialTips行业小贴士SituationalDialoguesDialogue2情景对话S=SalesRepresentativeC=clientS:Goodmorningmadam,welcometoourbooth.C:Goodmorningsir.S:Iamasalesrepresentativeforourcompany.MayIintroduceourproductstoyou?C:Ok.S:Theseareafewsamplesofourlatestdesignedproducts.C:Whatareyourmainproducts?S:Thesearethemainonesofourcompany.Wespecializeinalltypesofbeddingsupplies.Pleasehavealook.C:OK.Whichbeddingsuppliesdoesyourcompanymanufacture?S:Pillows,PillowCases,Sheets,Comforters,Quilts,MattressCovers,Bedspreads,BedSkirts,etc.C:Soundsgood!S:Ourproductsarewell-knownbothathomeandabroad,and

aremainlyexportedtoEuropeandNorthAmerica.C:Doesyourcompanyenjoyagoodmarketshare?S:Yeswedo,withafocusinproducinghighqualityproducts,withareasonableprice,whileconcentratingontheneedsofourclients.C:I’minterestedinyourQuilts&Dedspreads.S:Thanksforyourinterestinourproducts.Butduetothelimitedspace,wecan’tdisplayallofourmodels.However,ifyouwanttoknowmoreaboutourproductsyoumaybrowseourwebsiteaftertheshow.And,ifyouhaveanyquestions,pleasedon’thesitatetocontactus.Thisismybusinesscard.MayIhaveyourcontactnumber?C:Sure.Hereismybusinesscard.Iwillkeepintouchwithyou.Thankyouforyourpresentation.Iwillbeincontactwithyousoon.Byefornow.S:Mypleasure.Takegoodcare.Vocabularyspecialize['speʃəlaiz]vi.专门从事manufacture[mænjʊ'fæktʃə]n.制造pillow['pɪləʊ]n.枕头comforter[‘kʌmfətə]n.〔美〕被子；〔英〕羊毛围巾quilt[kwɪlt]n.被子；棉被mattress['mætrɪs]n.床垫；bedspread['bedspred]n.床罩；床单concentrate['kɒns(ə)ntreɪt]n.浓缩;vi.集中；全神贯注browse[braʊz]n.浏览hesitate['hezɪteɪt]vt.踌躇，犹豫

Notes1.salesrepresentative销售代表2.Theseareafewsamplesofourlatestdesignedproducts.这几件样品是我们最新设计的产品。3.Wespecializeinalltypesofbeddingsupplies.我们专营各类床上用品。4.Ourproductsarewell-knownbothathomeandabroad,andaremainlyexportedtoEuropeandNorthAmerica.我们的产品著名中外,主要出口欧洲和北美5.marketshare市场占有率

Notes6.Butduetothelimitedspace,wecan’tdisplayallofourmodels.但由于空间有限,我们不能展示我们所有的样式。7.However,ifyouwanttoknowmoreaboutourproductsyoumaybrowseourwebsiteaftertheshow.然而,如果你想更多地了解我们的产品，你可以在展会后浏览我们的网站。8.And,ifyouhaveanyquestions,pleasedon’thesitatetocontactus.如果你有任何问题,请不要犹豫及时联系我们。

Exhibitorlounge参展商活动室

Anareaeitheronoradjacenttotheexhibitfloorwhereexhibitorsmayormeetwithcustomers.Showmanagementsometimesprovidesspecialservicesinthisarea,suchastranslatorsforashowthathasinternationalattendees.IndustrialTips行业小贴士

Exhibitorretention挽留参展商续展，指本届参展商继续参加下一届展览会。Persuadingcurrentexhibitorstoparticipateinsubsequentevents.

IndustrialTips行业小贴士

Exhibitornewsletter参展商通讯

Annewslettersentbyshowmanagementtoexhibitorspriortoashow.Itincludesupdatesondeadlines,showrulesandregulations,events,andmarketingopportunitiesofferedbyshowmanagement,pluseducationalarticlestoimproveexhibitors’effectiveness.UsefulSentences常用句式1.Canyougivemesomesuggestions?Youaresoexperienced.

你经验丰富,能给我一些建议吗?2.Letmegiveyousomeadvice.让我给你一些建议。3.Eachtimewhenyoumeetanewclient,modifyyourpresentationtosatisfyhisparticularneeds.每当你遇到一个新客户的时候都要

修改你的演示,以满足客户特殊的需求。4.Yourpresentationshouldbespecificandconcise.你的介绍应该

具体而简洁。5.Youshouldalwayspresentthekeypointsandthefeaturesoftheproductstotheclientsatfirst.你应该首先向客户介绍产品的关键

点和特征。6.Today’sbusinesspeoplearetoobusytolistentolong-windedintroduction.今天的商业人士太忙没有时间听冗长的介绍。UsefulSentences常用句式7.Weshouldtrytoprovideconvenienceforourclients.我们应该努力为我们的客户提供方便8.Canyoubemorespecific?你能更具体些吗?9.Youcantrytovaryyourvoiceandtone,usesomerelaxingwordsandgestures,amonotoneshouldbeavoided.你可以试着改变你的声音和音调，使用一些放松的言语和手势，防止单调10.Thankyousomuchforyouradviceaswellasyourtime,非常感谢你的建议和你的时间。11.IbelieveIcandowellinthefollowingyears.我相信我在随后的几年里可以做的很好。12.Thelastbutthemostimportantisthatyoushouldbeconfident,youshouldbelieveintheproductsorservicesyouprovide.最后但最重要的是你应该自信，你应该相信您提供的产品或效劳。

Practical

ExercisesRolePlay1.Supposeyouareatanexhibitionbooth,andintroducingyourproductstovisitors.Thereisadialog,backandforth.Playouttheconversationasyouthinkitwillhappen.2.Supposeyouareanexperiencedsalesrepresentative,andMr.Yangisanewstaffofyourcompany,andheisnotdoingwellinhisjobrecently,now,yougivehimsomesuggestions.3.YouareasalesmanagerofDafaFashionClothingCompany,andnowconductingasalespresentationtoMr.Wang,generalmanagerofYingerFashionGroupMatchtheexpressionsontheleftwiththebesttranslationontheright.(1)contract(2)demonstrate(3)Gestures(4)prospect(5)pertinence(6)particular(7)Concise(8)feature(9)imaginative(10)enthusiasma.相关性b.特别的c.简明的d.特征e.富于想像的f.热情g.合同h.展示i.手势j.预期

texttexttexttexttextCompletethefollowingdialoguewiththereferencesinChinesePresentingNewProducts(A=MissAgnesWang,aChinesebusinessperson;B=Mr.While,anAmericanbusinessman.)A:Goodmorning,Sir.Welcometoourshop.IsthereanythingIcandoforyou?B:Goodmorning.I’dliketobuya〔1〕_______〔复印机〕.A:Wouldyoupleasetakealookatourphotocopieronshowfirst?B:Itseemsquitecommonexceptforthedesign.Inwhatwayisitbetterthanother〔2〕_______〔品牌〕?Couldyoutellmeaboutthismodel?A:Yes.Thisoneisourlatestproduct.Itwas〔3〕_______〔正式推出〕thisyear.Asyoucanseeithasanattractivedesign.Comparedwithotherproducts,itisrelativelysmallinsize,lightinweight,easiertooperate,andthemostimportantofall,itsaves〔4〕_______〔能量〕.