【正文】 Speaking Home According to the Center for Exhibit Industry Research, the majority of trade fair attendees are decision makers or influencers who plan to make a purchase. Following are the guidelines to help make sure one is ready to _______________. Avoid soft sells and be engaging: Trade fairs require a hardsell approach. When attendees show interest in your booth, approach them immediately. Present your professionalism and willingness to help and avoid greetings like “Can I help you”. Instead, ______________________—“What information can I tell you about our new heating system?” Watch your manners: Don’t sit down. Don’t eat, drink, or smoke at the booth. Never leave your booth unattended. Don’t spend time chatting with colleagues instead of ________________________. sell effectively ask a direct question focusing on customers 聲音 LTask 52 Qualify prospects quickly: The first thing you should do once you meet someone new is to find out who they are and where they’re located. You can find this information out by requesting ________________. Ask lots of questions: Engage a prospect by asking openended questions—ones that require more than a yes or no answer. This will help you determine their needs and interests. Keep good records: Write down all the relevant information about a prospect on a “l(fā)ead card” which contains his or her needs, interests, _________________. Use this card for your postshow followup when you retu。 Speaking 聲音 M : M a d a m, yo u s e e m t o be qu i t e i n t e r e s t e d i n o u r pr o d u c t s .W : Y e s , t h e f o l d i n g u mbr e l l a s l o o k be a u t i fu l . M : O u r u mbr e l l a s a r e l i g h t , U V r e s i s t a n t a n d i t s h e d s w a t e r a n d dr i e s qu i c kl y.W : W h a t 39。s n a me o n t h e e n ve l o p e a n d e n c l o s e d l e t t e r . An o t h e r t e c h n i q u e i s f o r yo u t o a d d a br i e f h a n d w r i t t e n n o t e a t t h e bo t t o m o f t h e l e t t e r . T h i s a d d s a pe r s o n a l t o u c h t o t h e c o mmu n i c a t i o n .Company Profile Name: _______ Umbrella Co. Ltd. History: founded in ________ Scale: ___ sales branches, ten offices, ___ solely owned plants Priority: product ________ Production Capacity: ___________ umbrellas a year Reputation: products _______________ in the market, leading market position Main markets: US, Canada, _________ and Japan LTask 4 Task 4 Denise Man is visiting a booth at a trade show and asking about the exhibitor’s information. Complete the following pany profile with what you hear. Back Next Listening amp。 Speaking Back 聲音 M : Y o u t o l d me t h a t di r e c t ma i l c a n be a po w e r fu l pr o mo t i o n . W : Y e s , di r e c t ma i l bu i l d s bo o t h t r a ff i c , ge n e r a t e s s a l e s l e a d s a n d c r e a t e s a w a r e n e s s .M : B u t t h e c l i e n t s w i l l r e c e i ve s o ma n y i n vi t a t i o n s be fo r e t h e s h o w . H o w c a n I ma ke mi n e di ff e r e n t f r o m t h e o t h e r s ?W : G e t pe r s o n a l . Al w a ys u s e a n i n d i vi d u a l 161。l l h a v e a b e t t e r c h o i c e o f s t a n d s a n d ma y b e e n t i t l e d t o a n e a r l y bo o k i n g d i s c o u n t .M : O h , t h a t i s g o o d t o kn o w . E a r l y b o o k i n g e n t a i l s a d i s c o u n t . T h e n w h a t e l s e d o I n e e d t o p r e p a r e i n a d v a n c e ?W : Y o u n e e d t o e s t a b l i s h h o w mu c h s p a c e yo u i d e a l l y r e q u i r e t o d i s p l a y yo u r p r o d u c t s a n d 1. A. Because it creates awareness. B. Because it decreases traffic. C. Because it saves money. D. Because it reduces workload. 2. A. Use an individual’s name on the envelope. B. Use an individual’s name on the enclosed letter. C. Add a brief handwritten note at the bottom of the letter. D. Follow the mail with a phone call. 3. A. Company name and phone number. B. Company name and brief introduction. C. Company name and booth number. D. Booth size and booth number. LTask 3 Task 3 Mike Byron is discussing preshow promotion with Ms. Winn. Listen to the conversation and choose the best answer to each question you hear. Back Next Listening amp。 Speaking 聲音 M : N i c e t o me e t yo u . M a y I i n q u i r e s o me t h i n g a b o u t s t a n d b o o k i n g ?W : C e r t a i n l y . A n y t h i n g yo u w o u l d l i k e t o kn o w . T h e fi r s t a d v i c e I n e e d t o g i v e t o yo u i s t o bo o k yo u r s t a n d e a r l y . Y o u 161。 Speaking Home We have large stocks in our warehouse This is the kind of thing my customers might go for. we do some subcontracting 聲音 LTask 2 Task 2 Alan Lawson, whose pany intends to take part in a trade show, is making an inquiry with the trade show anizer about stand booking. Listen to the conversation and plete the following note. Back Next Listening amp。 Speaking Task 1 Task 2 Back Next Task 3 Task 4 Task 5 Home LTask 11 Task 1 Pamela Fischer, an American importer, talks with a Chinese salesman at a trade show. Listen to the conversation and fill in the blanks with what you hear. Back Next Listening amp。 BTrans4 Back Reading B 雖然您已清楚我們的經(jīng)銷條款，但為了鼓勵經(jīng)銷羅伊牌新型實心輪胎的銷售，如您在 12月 31日前訂購