《會(huì)展情景英語》Unit8銷售演示

?會(huì)展情景英語?Unit8銷售演示LearningObjectivesSituationalDialogues3IndustrialTips4Practical

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

ABCDSituationalDialoguesDialogue1情景對(duì)話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[d?'pres]

vt.壓抑；使沮喪effective[?'fekt?v]

adj.有效的，起作用的demonstrate['dem?nstre?t]vt.展示；論證relevant['rel?v(?)nt]

adj.相關(guān)的；切題的minimal['m?n?m(?)l]adj.最低的；最小限度的modify['m?d?fa?]vt.修改，修飾concise[k?n'sa?s]adj.簡明的，簡潔的feature['fi?t??]n.特色，特征connection[k??nek?n]n.連接；關(guān)系Vocabularyanimated['?n?me?t?d]vt.使…有生氣;adj.活生生的；活潑的unimaginative[?n?'m?d??n?t?v]adj.缺乏想象力的；無趣的enthusiasm[?n'θju?z??z(?)m]n.熱心，熱情energy['en?d??]n.精力；活力；精神comparison[k?m'p?r?s(?)n]n.比較；對(duì)照tone[t??n]n.語氣；色調(diào)；音調(diào)；gesture['d?est??]n.姿態(tài)；手勢motivate['m??t?ve?t]vt.刺激；使有動(dòng)機(jī)monotone['m?n?t??n]n.單調(diào)；單音調(diào);adj.單調(diào)的

Notes1.howareyoudoingtoday?你今天好嗎?2.Ifeelabitdepressedthesedaysbecauseofmywork.由于工作的原因，這些天我感到有點(diǎn)兒沮喪。3.Idoubtmyability,andIdon’tknowwheremyproblemlies.我疑心我的能力，而且我不知道我的問題所在。4.Canyougivemesomesuggestions?Youaresoexperienced.你經(jīng)驗(yàn)豐富，能給我一些建議嗎?5.Whenyoumakeasalespresentation,youshouldprepareaPowerPointfiletodemonstrateyourproductsandservices.當(dāng)你做銷售演示的時(shí)候，你應(yīng)該準(zhǔn)備一個(gè)PowerPoint文件來展示你的產(chǎn)品和效勞。Notes6.Eachtimewhenyoumeetanewclient,modifyyourpresentationtosatisfytheirparticularneeds.每次當(dāng)你遇到一個(gè)新客戶的時(shí)候,你要修改你的〔產(chǎn)品〕演示來滿足他們的特別的需要。7.Youmeanthepresentationshouldbespecificandconcise?你的意思是〔產(chǎn)品〕展示應(yīng)該具體而簡潔?8.Yes,today’sbusinesspeoplearetoobusytolistentolengthyintroductions.是的,今天的商業(yè)人士太忙沒有時(shí)間聽冗長的介紹。9.Ifyoushowyourenthusiasmandenergyduringyourpresentation,thenyouwillstandoutincomparisontothecompetition.如果你在你的演示中顯示出你的熱情和精力,那么你將在劇烈的競爭中脫穎而出。

floororder現(xiàn)場租訂：由指定搭建商在展覽現(xiàn)場為參展商提供展具和設(shè)施等租賃效勞，通常價(jià)格比展前預(yù)訂要高。floorplan展臺(tái)平面圖：展會(huì)組織者的工作文件，根據(jù)租用場館的形狀劃分和標(biāo)示出各種展臺(tái)的面積和位置，是招展和現(xiàn)場效勞工作不可缺少的工作資料。IndustrialTips行業(yè)小貼士fromfillingcounter填表臺(tái)：展覽會(huì)主辦者專門為現(xiàn)場登記的觀眾設(shè)置的觀眾登記填表處。☆frequentexhibitor老展商：是指屢次或經(jīng)常參加該展覽會(huì)的參展商，顯示出該展的影響力和號(hào)召力。老展商比例越高，證明展商的忠誠度越高。fringeprogram展期活動(dòng)：意同concurrentevent，展覽會(huì)期間舉辦的各類會(huì)議、論壇和輔助活動(dòng)，以加強(qiáng)辦展效果。IndustrialTips行業(yè)小貼士SituationalDialoguesDialogue2情景對(duì)話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['spe??laiz]vi.專門從事manufacture[m?nj?'f?kt??]n.制造pillow['p?l??]n.枕頭comforter[‘k?mf?t?]n.〔美〕被子；〔英〕羊毛圍巾quilt[kw?lt]n.被子；棉被mattress['m?tr?s]n.床墊；bedspread['bedspred]n.床罩；床單concentrate['k?ns(?)ntre?t]n.濃縮;vi.集中；全神貫注browse[bra?z]n.瀏覽hesitate['hez?te?t]vt.躊躇，猶豫

Notes1.salesrepresentative銷售代表2.Theseareafewsamplesofourlatestdesignedproducts.這幾件樣品是我們最新設(shè)計(jì)的產(chǎn)品。3.Wespecializeinalltypesofbeddingsupplies.我們專營各類床上用品。4.Ourproductsarewell-knownbothathomeandabroad,andaremainlyexportedtoEuropeandNorthAmerica.我們的產(chǎn)品著名中外,主要出口歐洲和北美5.marketshare市場占有率

Notes6.Butduetothelimitedspace,wecan’tdisplayallofourmodels.但由于空間有限,我們不能展示我們所有的樣式。7.However,ifyouwanttoknowmoreaboutourproductsyoumaybrowseourwebsiteaftertheshow.然而,如果你想更多地了解我們的產(chǎn)品，你可以在展會(huì)后瀏覽我們的網(wǎng)站。8.And,ifyouhaveanyquestions,pleasedon’thesitatetocontactus.如果你有任何問題,請(qǐng)不要猶豫及時(shí)聯(lián)系我們。

Exhibitorlounge參展商活動(dòng)室

Anareaeitheronoradjacenttotheexhibitfloorwhereexhibitorsmayormeetwithcustomers.Showmanagementsometimesprovidesspecialservicesinthisarea,suchastranslatorsforashowthathasinternationalattendees.IndustrialTips行業(yè)小貼士

Exhibitorretention挽留參展商續(xù)展，指本屆參展商繼續(xù)參加下一屆展覽會(huì)。Persuadingcurrentexhibitorstoparticipateinsubsequentevents.

IndustrialTips行業(yè)小貼士

Exhibitornewsletter參展商通訊

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

你經(jīng)驗(yàn)豐富,能給我一些建議嗎?2.Letmegiveyousomeadvice.讓我給你一些建議。3.Eachtimewhenyoumeetanewclient,modifyyourpresentationtosatisfyhisparticularneeds.每當(dāng)你遇到一個(gè)新客戶的時(shí)候都要

修改你的演示,以滿足客戶特殊的需求。4.Yourpresentationshouldbespecificandconcise.你的介紹應(yīng)該

具體而簡潔。5.Youshouldalwayspresentthekeypointsandthefeaturesoftheproductstotheclientsatfirst.你應(yīng)該首先向客戶介紹產(chǎn)品的關(guān)鍵

點(diǎn)和特征。6.Today’sbusinesspeoplearetoobusytolistentolong-windedintroduction.今天的商業(yè)人士太忙沒有時(shí)間聽冗長的介紹。UsefulSentences常用句式7.Weshouldtrytoprovideconvenienceforourclients.我們應(yīng)該努力為我們的客戶提供方便8.Canyoubemorespecific?你能更具體些嗎?9.Youcantrytovaryyourvoiceandtone,usesomerelaxingwordsandgestures,amonotoneshouldbeavoided.你可以試著改變你的聲音和音調(diào)，使用一些放松的言語和手勢，防止單調(diào)10.Thankyousomuchforyouradviceaswellasyourtime,非常感謝你的建議和你的時(shí)間。11.IbelieveIcandowellinthefollowingyears.我相信我在隨后的幾年里可以做的很好。12.Thelastbutthemostimportantisthatyoushouldbeconfident,youshouldbelieveintheproductsorservicesyouprovide.最后但最重要的是你應(yīng)該自信，你應(yīng)該相信您提供的產(chǎn)品或效勞。

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.相關(guān)性b.特別的c.簡明的d.特征e.富于想像的f.熱情g.合同h.展示i.手勢j.預(yù)期

texttexttexttexttextCompletethefollowingdialoguewiththereferencesinChinesePresentingNewProducts(A=MissAgnesWang,aChinesebusinessperson;B=Mr.While,anAmericanbusinessman.)A:Goodmorning,Sir.Welcometoourshop.IsthereanythingIcandoforyou?B:Goodmorning.I’dliketobuya〔1〕_______〔復(fù)印機(jī)〕.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〕.