ENGLISH FOR RECEIVING INTERNATIONAL CLIENTS

1. ENGLISH FOR RECEIVING INTERNATIONAL CLIENTS SITUATION 2

2. 1 2 3 4 5 Learning Goals Warm-up Activities Situated Learning Students Activities Study Material Receiving Visitors on Exhibition SITUATION 2

3. Receiving Visitors on Exhibition SITUATION 2 • Learning Goal: • 1. know the procedures of exhibition hospitality • 2. know how to receive regular clients and potential clients • 3. know how to introduce exhibits • 4. master the basic expressions of receiving visitors on exhibition • 5. be familiar with the etiquette of receiving visitors on exhibition

4. Warm-up Questions 1. Have you ever been involved in an exhibition before? If so, describe your experience to your partner? 2. What do you think may be brought to your company if your reception work in exhibition is successful or unsuccessful? Warm-up Activities SITUATION 2

5. Typical Vocabulary SITUATION 2 Complete the table by translating the English and Chinese equivalents of the words given 主办方 invitation letter 展位 attendee 摊位 展位 exhibit 潜在客户 reserve booth(s)/stand(s) 展览 trade fair 参展商，展出者 sign a contract

6. Situated Learning SITUATION 2 Background The China Export Commodities Fair, also called Canton Fair, has been held twice a year in spring and autumn since it was inaugurated in the spring of 1957. It is China’s largest trade fair of the highest level, of the most complete varieties, and of the largest attendance and business turnover. Jiahui Light Industrial Products Import and Export Corporation is specialized in importing and exporting various footwear, bags, clothing and other light industrial products. The company decides to display their products and promote their sales in Canton Fair this autumn.

7. Situated Learning SITUATION 2 • Task Description • Han Mei, as a sales representative of Jiahui Light Industrial Products Import and Export Corporation, is sent to attend the Canton Fair in autumn. She receives visitors from abroad at the fair.

8. Situated Learning SITUATION 2 • Task Analysis • The ultimate purpose of participating in an exhibition event is to enhance the company’s brand recognition and enlarge its share in the target market. During the exhibition, you should receive potential and regular clients. If they have any questions, you may give an attractive and informative introduction on your products, your company as well as yourself to the visitors patiently.

9. New Words SITUATION 2 • inaugurate [i'nɔ:gjureit] v. 开创,举行...开幕典礼 • turnover ['tə:n,əuvə] n. 翻折，成交量 • ultimate ['ʌltimit] n. 终极,根本 a. 终极的，最后的 • annual [æ'njuəl] adj.每年的, 年度的, 一年一次的 • place an order 下订单 • unique [ju:'ni:k] adj.独一无二的, 仅有的, 惟一的 • cushion ['kuʃən] n. 垫子,橡皮软垫 v. 加垫褥 • midsole ['m id,səul] 鞋底夹层 • outsole ['autsəul] n.(鞋子、靴子的)外底，大底 • synthetic leather 合成皮带 • elastic [i'læstik] a. 有弹性的 n. 橡皮圈 • shrink [ʃriŋk] vt. & vi. 收缩; （使）缩水, 收缩, 缩小, 皱缩 • joint venture 合资企业 • salable ['seləbəl] adj. 适于销售的;价格适当的;畅销的

10. Situated Learning (Step 1) SITUATION 2 Listen to their conversation and fill in the blanks • Han Mei: Hello! May I speak to Mr. Williams? • Williams: Speaking. • Han Mei: Good morning, Mr. Williams. This is Han Mei from Jiahui Light Industrial Products Import and Export Corporation. How are you going! • Williams: , Thank you! • Han Mei: I am calling to tell you that our company will attend the annual in Guangzhou. You’re warmly welcome to participateas usual. We have some new styles to show you this time. • Williams: Thank you for remembering me. Yes, we will attend. • Han Mei: We are going to prepare for you. • Williams: That's great! Thank you. • Han Mei: I’ll email our booth numberand to you. If you have any questions, please let me know. • Williams: Fine. You are very . • Han Mei: Thank you. See you then. Pretty well _____________________ autumn fair ___________________ a guest card ___________________ exact timetable ___________________ considerate ___________________

11. Situated Learning (Step 2) SITUATION 2 • Han Mei: Welcome to our booth. Oh, is it Mr. Williams? How nice to see you again! How’s everything with you? • Williams: Fine. Nice to see you again. • Han Mei: Well, Mr. Williams. I remember you for our products three months ago. How did you find the last lot of leisure suits and children’s wear? • Williams: Oh, excellent. They areand beautiful designs. They sell well in my country. • Han Mei: I’m very glad to hear that. Now we have a good variety of new products displayed here. They are . Would you like to come in and have a look in the showroom? • Williams: Sure! • Han Mei: Just come this way, please! (pointing) placed a large order _________________________________ of high quality __________________________ available in various styles and sizes _________________________________________

12. Situated Learning (Step 2) SITUATION 2 • Williams: Oh, you have so many different styles of clothes. Would you please introduce your latest products to me? • Han Mei: Certainly. The new varieties have vivid designs and beautiful colors. This style is the latest fashion. It has been on the market for only a week and has already become very popular. • Williams: It looks . • Han Mei: That’s right. It is made of high-quality material. This fabric is not liable to shrink or wrinkle. Different flower patterns are designed to satisfy different customers. • Williams: That’s . We always have faith in the quality of your products. How about the price? • Han Mei: Considering the long-standing business relationship between us, we can offer you very favorable prices. Would you like to take a seat and have a cup of coffee and we can talk about the price? • Williams: Good idea. original and very fashionable _________________________________________ really impressive ___________________________

13. Situated Learning (Step 3) SITUATION 2 • Han Mei: Welcome to our showroom. Please come in and have a look at our products. • Brown: I am interested in sports shoes. ? • Han Mei: I am glad to. We provide a unique collection of sports shoes of different types and styles. Soccer shoes, basketball shoes, and racing shoes are our featured products. • Brown: Do your company specialize in making sports shoes? • Han Mei: Of course. Our company is ajoint venture, which leads the industry. Most of products are sold to the United States, Italy, France and some other European countries. As a multinational enterprise . • Brown: Good, are these shoes newly designed? • Han Mei: Yes, they are either newly-developed or modified models. Durability, stability and light weight are typical of them. Would you please introduce them to me ________________________________________________ we produce products which lead the fashion ___________________________________________________________________

14. Situated Learning (Step 3) SITUATION 2 • Brown: I can’t see any differences between your products and others. • Han Mei: Well, our products are made of high-tech materials so that the shoes are cushioning, fit and durable. Look, the shoe has a light, cushioned midsole and a durable outsole. Besides, the upper is made of synthetic leather. You may have a try. . • Brown: Yes, it is quite elastic, comfortable and light. The sportsman can run faster in these shoes, I suppose. • Han Mei: yes, they are of great help to enhance his athletic performance. How about ordering some of them? Brown: . • Han Mei: Retail prices, if you place a large order, you will get a profitable discount. Here are some of brochures and price lists. You may have a good study of them before you make a decision. And you can also leave your business card so that we contact you later. • Brown: Thank you. . This is my business card. Here you are. They may give you a different feeling ________________________________________________ I would like to know their prices _______________________________________ It is very considerate of you _______________________________________

15. Situated Learning (Step 4) SITUATION 2 • Han Mei: Hello, Mr. Williams. This is Han Mei calling. • Williams: Hello, Ms. Han. Are you still at Guangzhou? • Han Mei: No. . The exhibition ended yesterday. • Williams: It must have been a success, wasn’t it? • Han Mei: Yes. . I’m calling you to express our thanks for your interest in our products, and for your suggestion. • Williams: Thanks for calling. .The silk skirts I ordered last time was really salable. • Han Mei: That’s good news. I’ll mail you the sample you asked for . I hope that will be helpful. • Williams: Wonderful! And Ms. Han, we'll be expecting the first shipment next month? • Han Mei: That's right. They'll be there on time. Mr. Williams, I hope you have a chance to visit our factory if possible. • Williams: I’m sure I’ll have the opportunity. China is gaining competitiveness in the world market, and . • Han Mei: You’re right. If you have time, you may call me and I hope to see you in our factory. I am heading home now ____________________________ We have made some achievements _________________________________________ I’m really interested in yourproducts _________________________________________________ to the address on your business card after I arrive home ______________________________________________________________________________ it has been attracting more and more visitors from all over the world ______________________________________________________________________________

16. Summary SITUATION 2 • It is a popular way for you and your company to promote your products in an exhibition. The workflow of receiving visitors on exhibition is as follow:

17. Students Activities SITUATION 2 • Task one Tips for you (A) Situation: You are attending an international exhibition on which apotential client is visiting your booth. The tips are for you to prepare a conversation. • You are Chen Feng from China The Sales representative of Surlink Shoes Co., Ltd. China • You Express your welcome and thanks Ask for his business card Introduce your new products

18. Students Activities SITUATION 2 • Task one Tips for you (B): Situation: The exhibitor is introducing their products to you at the exhibition. The tips are for you to prepare a conversation. • You are Henry White from Brazil The head of the Import Dept. Of ACME Company, Rio de Janeiro, Brazil • You Exchange business card Inquiry about their products Ask for catalogue or brochure

19. Students Activities SITUATION 2 • Task Two • Background The Xinfa Trading Company is specialized in exporting furniture & fixtures. Now they are planning to attend an international trade fair. You are the sales representative of this company. David Law, the marketing manager of a Singapore company, is one of your regular clients. • Task Description Group work: You need to give a phone call or write an email to David Law, informing him of your booth number and express your expectation of his coming. When David Law comes to your booth at the fair, you should receive him sincerely. Act out your conversation. • Task Requirements The conversation should last at least 6 minutes. The following items should be included: • 1. telephone to David Law inviting him to the trade fair • 2. greet to each other at the fair • 3. recall your former pleasant transactions • 4. introduce your new products • 5. see him off at the gate of the exhibition hall

20. Students Activities SITUATION 2 • Task Two (group work) • 1. Making a plan on how to receive visitors on exhibition, then give a report to the whole class. Each group should give your comments on all the reports.

21. Students Activities SITUATION 2 • Task Two (group work) • 2. Improve your receiving plan referring to the comments of your teacher and classmates.

22. Students Activities SITUATION 2 • Task Two (group work) • 3. Act out how you receive visitors on exhibition

23. Check list SITUATION 2

24. Check list SITUATION 2

25. Assessment SITUATION 2 • Self- assessment Form

26. Assessment SITUATION 2 • Peer Assessment Form

27. Study Material SITUATION 2 • New words • publicity [pʌb'lisiti] n. 公众的注意，宣传 • investor [in'vestə] n. 投资者 • objectively [əb'dʒektivli,ɔb-] adv. 客观地 • VCR Video Casstte Recorder 录像，录像机，现多指录像短片 • apprise [ə'praiz] vt. 通知(报告) • underestimate [,ʌndə'estimeit] n. 低估 v. 低估 • top-notch adj. 出色的 • highlight ['hailait] n. 加亮区 v. 加亮，强调 • vastly ['vɑ:stli] adv. 广大地，许多

28. Study Material SITUATION 2 • New words • connotation [,kɔnəu'teiʃən] n. 含义 • cluster ['klʌstə] n. 串,丛,群 v. 聚合，成串，丛生，使...聚集 • recognition [,rekəg'niʃən] n. 认可，识别，赞誉 • delivery [di'livəri] n. 递送,交付，运输 • warranty ['wɔrənti] n. 担保，保证，根据 • ambassador [æm'bæsədə] n. 大使 • time-consuming ['taimkən, sju:miŋ] adj. 耗费时间的 • troublesome ['trʌblsəm] adj. 麻烦的，棘手的，困难的 • analyze ['ænəlaiz] vt. 分析

29. Study Material SITUATION 2 • Phrases and expressions • be essential to 对…是重要的， • prior to 在…之前 • get in touch with 与…联系 • make full use of 充分利用

30. Study Material SITUATION 2 • Topic-related reading • Receiving Visitors on Exhibition • 1.In modern trade exchanges, exhibition is an excellent platform for trade, publicity and information exchanges. With this platform, exhibitors, investors and visitors gather together to make business deals, obtain latest information and test their own products objectively.

31. Study Material SITUATION 2 • 2.Preparation for exhibitionhospitality. Once you decide to attend an exhibition, you should tell your regular clients detailed information such as the time, the place and your reserved booth number. Then, you will do exhibition planning, for example, booth decorating, writing invitation letters, preparing exhibits, making promotional materials including VCR. Make sure you are apprised of the company’s overall vision and goals for attending the exhibition. Underestimating the amount of planning and preparation required to exhibit is one of the biggest reasons of poor efficiency. To ensure a top-notch performance, begin preparing your attendance four to six months prior to the event.

32. Study Material SITUATION 2 • 3.Receiving visitors on exhibition. The day before the exhibition, we should have booth decorating which is vital to all companies taking part in an exhibition. Exhibition decoration is used by exhibitor organizations to highlight the image of the company and its products through the designing of stands. You should have a high-quality exhibition decoration which will vastly enhance the modern and cultural connotation of your company and your products.

33. Study Material SITUATION 2 • 4.To know how to receive visitors is very important for a businessman. At the booth, you should give an attractive and informative introduction on your products, your company as well as yourself to the visitors patiently. The visitors may ask some questions concerning the basic information of different products such as prices, discounts, delivery time, warranties, etc. You should know your products very well and the first impression is essential to successful business dealing.

34. Study Material SITUATION 2 • 5.You should wear business dress standard for the industry and region, even if attendees will visit the trade show wearing informal clothes. Pay attention to your etiquette during exhibition. You should prohibit eating, smoking, drinking, or reading when you are on duty. You shouldn’t be talking on the phone, clustering in conversation groups with each other. Your purpose of participating in an exhibition is to enhance your company’s recognition and enlarge its share in the target market, so you are ambassadors, representing your company for the whole world to see. Make sure that you will visit your VIP, give some gifts and see him off if necessary.

35. Study Material SITUATION 2 • 6.After the exhibition. Some enterprises think that everything is done after the exhibition. As a matter of fact, it is important to get in touch with visitors and consumers after the exhibition, to make your potential clients your real buyer, and to improve the quality of your products. Attending an exhibition is time-consuming, troublesome and costly. So the enterprises must analyze the results carefully, and make full use of this exhibition to expand your business.

36. Study Material SITUATION 2 Comprehension of the passage 1. Which of the following is the advantage of attending exhibitions ______? A. attract new clients B. maintains their reputation. C. enlarge its share in the target market D. all of the above. 2. When you prepare for an exhibition, you need to consider the following things except . A. reserving a booth B. preparing exhibits C. preparing enough snacks D. booth decorating

37. Study Material SITUATION 2 Comprehension of the passage 3. What kind of clothes you should wear in exhibition? A. jeans B. business dress C. casual clothes D. Whatever you like. 4. In concerning of products, what do attendees usually inquire at the exhibition except ? A. price B. warranty C. delivery D. your profit

38. Study Material SITUATION 2 Comprehension of the passage 5. You'd better do the following things after exhibition except , A. let it be B. see off your attendees if necessary C. give some gifts D. visit your client in person if time permits

39. Tips for exhibition hospitality SITUATION 2 • Not all exhibitions can reach targets and fulfill expectations. Sometimes it is time and energy consuming yet with little effect. Quality and level of exhibitions vary a great deal. Therefore, choosing a proper exhibition is the key for successful exhibition participation. • When you attend an exhibition, wear business dress and wear comfortable shoes. Respect and give attention to all visitors at your stand. Speak clearly and slowly. • When you have visitors, you never start a conversation with, “Can I help you?” Instead, create an open-ended question that encourages visitors to indicate a bit about who they are and what they do. • See off and give gifts to your clients if necessary. Contact your potential clients by e-mails or call them after the exhibition.

40. Useful expressions SITUATION 2 • Booking a booth for exhibition • May I inquire something about stand booking? • Early booking entails a discount. • You need to establish how much space you require to display your products or services and check whether this fits within your budget. • Complete the stand application form and fax it to ... Your booking then will be confirmed by phone. • The equipment is charged on a daily basis

41. Useful expressions SITUATION 2 • Exhibitors can say 6. Welcome to our booth. 7. Our company was established in 1998. 8. Have you ever been to this fair before? 9. The Fair is a big gathering. Thousands of businessmen from all over the world are here to trade with China. 10. I'll be glad to do what we can for you. 11. I wonder if the scarf has any attraction for you. 12. Do you have any interest in the product? 13. We will be sending free samples to everyone that attended the trade show. 14. We will be glad to do what we can for you. Do you have anything in mind at the moment? 15. This is a brochure about our company and products. May I have your business card? I can e-mail you some detailed information about the products.

42. Useful expressions SITUATION 2 • Visitors may say 16. I wonder if you could give me some information about your company. 17. This is my first visit to the Fair. Everything is new to me. 18. It would be nice if you can give me your booklet about the product. 19. Can you tell me more about your products? 20. I’ll come back and talk more later. 21. Thank you for your time. 22. Let me look over your selection first. 23. I find the embroidered 2 sides’ muffler is very attracting. 24. This is my name card. Nice talking with you. 25.You have a great display and an excellent service.

43. Thank You ! English for Receiving International Clients