1. Unit 4 Attending Fairs and Exhibitions 制作单位：应用外语系公共英语教研室 gongzuo20000@yeah.net

2. Getting Things Ready 1 Things to Do 2 Things to Write 3 Career Skill Description

3. Section 1 Getting Things Ready 1 get information related to Fairs make preparation for attending Fairs prepare a catalogue In this unit, you will learn how to: 2 3

4. Section 2 Things to Do Things to Do Activity Two Listen and Write Read and Think Activity One Related Information back

5. Section 2 Things to Do Attending Fairs Every year there are thousands of exhibitions and Fairs being organized throughout the world. There are two main participants in a fair, which are known as Exhibitors and Buyers (or Visitors). In general, take Canton Fair as example, as an Exhibitor, the followings should be done to attend a it: To apply for the Stand of the Fair To make catalog to introduce your company and your product Related Information:

6. Section 2 Things to Do back To get ready to receive customers To get the Application for Invitation To get Visa Application To get registration

7. approach reap option booth specialize professional specific vendor offer Section Two Things to Do Activity One Listen and Write guarantee back

8. Section Two Things to Do Question 3 If you want to sell products, how can you find buyers for your product? Question 2 What does a trade show offer? Question 1 How to decide what show to attend ? next

9. Read and Think Which Trade Show to Attend? There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key is to be clear about your goals. That will guarantee you get the most value out of it. 1. Find products or services to buy If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much more options and a much greater selection area. w s

10. 2. Find buyers for products or services that you sell If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesn't necessarily have to fit the theme of the trade show: it only has to fit the customer. Read and Think w s

11. 3. Build a professional network with people on either a local or national scale As the old saying goes, it's not "what" you know but "who" you know that matters. And trade shows offer an excellent forum to meet and greet other professionals. First, select a trade show aimed at your professional groups, ask questions to make sure you understand their business and explain a little bit about what you do and how you will be able to help them in their business. Then, exchange business cards and ask to schedule a formal meeting later on to discuss it in greater depth. These three approaches, when used well, will help ensure that your trade-show dollars reap incredible dividends. Just remember, focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal. (341 words) translation back w

12. Read and Think Task 1 Test your problem-solving ability. What is China Import and Export Fair? China Import and Export Fair, also called Canton Fair, is held twice a year in spring and autumn since it was inaugurated in the spring of 1957. It has become a comprehensive international trade event in China with the longest history, the largest scale, the most complete exhibit variety, the broadest distribution of buyers, the biggest buyer attendance, the greatest business turnover, and the soundest credibility. next

13. Read and Think Task 2 Tell whether the following statements are true or false. Write T for True and F for False. 1. To be clear about your goal is the key to decide what trade show to attend. 2. As a buyer, you should choose the trade show with few vendors for the products you are shopping for. 3. The trade show with as many vendors as possible for the product you are shopping for can offer yourself more options. 4. It will be helpful to be clear about who your customers are if you want to sell products. 5. When attending a trade show your product has to fit the theme of the show. 6. Trade shows offer an excellent forum to meet and greet other professionals. T T F T next F T

14. Read and Think 1. What are the goals of attending a trade show? Find products or services to buy; find buyers for products or services that you sell and build a professional network with people on either a local or national scale. 2. How do you decide which trade shows to attend? When deciding which trade show to attend, the key is to be clear about the goals. 3. What should you do if you are looking for a specific product? We should choose a trade show with as many vendors as possible for the product. next Task 3 Give brief answers to the following questions.

15. Read and Think 4. What will help you if you want to sell your products? It helps to be clear about who the customers are. 5. Where can you find an excellent forum to meet and greet other professionals? Trade shows offer an excellent forum to meet and greet other professionals. 6. What should you do to ensure that your trade-show dollars reap incredible dividends? Focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal. next

16. Read and Think next Task 4 Match A with B 1- g 2-b 3-h 4-f 5-j 6-a 7-i 8-c 9-d 10-e

17. Read and Think Task 5 Fill in the blanks with the right words or phrases. Change the form where necessary. 1. The trade show __________ a chance to practice your English. 2. They ________________ the delivery of our products on time. 3. To attend a fair you should have a ____________ target. 4. Their company _____________ the artificial flowers. guarantee specializes in compete with professional specific option focus on reap as many as possible offer offers have guaranteed specific specializes in

18. Read and Think 5. He is confident in his _______________ ability. 6. My job in the company is to ______________overseas clients. 7. We have no _______________ in that kind of product. 8. We ______________ what we sow. 9. We cannot hope to _____________ so experienced a company. 10. We must unite ____________ people ___________. professional focus on option reap compete with as many as possible back

19. Section 3 Things to Write Things to Write Activity Two: Applied Writing Prepare a CatalogueComplete a Catalogue Activity One: Task-based Writing back

20. Section 3 Things to Write Activity One: Task-based Writing Prepare a Catalogue Task 1 Study the following tips for writing. Task 2 Study the following language for writing. Task 3 Study the following model for witing. Task 4 Find a company online, study the catalogue back

21. Section 3 Things to Write When preparing a catalogue for the fair, in general, you should include the following: 1. Company information: a brief introduction to your company: name, history, reputation, trade, and so on. 2. Product information: names, models ( 型号 ), photos with descriptions, specification, price, place of origin, payment terms, etc. of your products. 3. Contact information: address, contact person, email address, telephone, fax, website, etc. back Task 1 Study the following tips for writing.

22. Section 3 Things to Write Task 2 Study the following language for writing. registered capital 注册资金 specialize in 擅长于, 专攻 deal in 经营 wholesalers 批发商 importers 进口商 distributors 分销商

23. Section 3 Things to Write Sentence patterns:... is a professional manufacturer of furniture. Our company specilizes in the trade of cosmetics ( 化妆品 ). … Company is well known for exportation of shoes. Our main products include towels, bed-sheets and blankets. Our corporation ranks high in the world. … has established partnerships with the wholesalers, importers and distributors from eighty countries and regions all over the world. If you have any question, please don't hesitate to contact us. back

24. Section 3 Things to Write Task 3 Study the following model for witing. CATOLOGUE OF GUANGDONG LIGHT INDUSTRIAL PRODUCTS IMP. & EXP. HOLDINGS CORPORATION 1. Introduction Number of Staff: 101 Registered Capital: 128,680,000 (RMB) Year of Foundation: 1994 Business Type: Trading With more than 30 years history of handling import and export trade, GLIP is one of the key developing enterprises in Guangdong province. It is well known for exportation of light industrial products. We deal in thousands of merchandises and 43

25. Section 3 Things to Write main-registered trademarks and follows ISO9001 international quality management system with the certificate granted by the BSI Company. Our quality policy is "quality priority, reputation first, service sincere, customer satisfactory.” 2. Products Showroom Product Name: Antique Furniture Model No. : at002 Place of origin: Guangdong, CHINA Brand: GLIP Description: Wooden with good quality.

26. Section 3 Things to Write Model No. : at003 Place of origin: Guangdong, CHINA Brand: GLIP Description: pure wooden with good quality. 3. Contact us Company Name: GUANGDONG LIGHT INDUSTRIAL PRODUCTS IMP. & EXP. HOLDINGS CORPORATION Address: 52, DEZHENG ROAD SOUTH, GUANGZHOU, CHINA

27. Section 3 Things to Write Province/city: GUANGDONGGUANGZHOU Post code: 510110 Person to Contact: Linda Huang Tel: 86-020-83331499 Fax: 86-020-83330181 Website: http://WWW.GLIP.COM.CN back

28. Section 3 Things to Write next

29. Section 3 Things to Write GUANGDONG FOREIGN TRADE IMP. & EXP.CORP 1. Introduction Number of Staff: 350 1) _________________ ( 注册资本 ): 36930000(RMB) Year of Foundation: 1984 Business Type: Trading Exhibition Record: 104, 103, 102, 101, 100 Canton Fair GFTC 2) ____________________ ( 成立于 1984 年 ). Since 1990, the company's annual Task 2 Complete the company profile by translating the Chinese given in brackets into English. back Registered Capital was established in 1984

30. Section 3 Things to Write volume of import and export amounts to 500 million US Dollars, and it 3) _________________________________ ( 位列 “ 中国进 500 强企业 ”). 4) __________________________ ( 主要从事于 ) production of and trade in furniture, stationery & sports goods, daily necessities and household appliance. 2. Products Showroom Name: Breakfast set Category: Furniture--Furniture for Domestic Indoor Model No.: bb1 5) ________________ ( 产地 ): CHINA Brand: GFTC Description : good quality, good price, patent owned ranks among China's top 500 enterprises It has mainly been engaged in Place of origin

31. Section 3 Things to Write 3. 6) _________________ ( 联系方式 ) Company Name : GUANGDONG FOREIGN TRADE IMP.& EXP.CORP. Address: 15-18/F GUANGDONG FOREIGN ECONOMIC & TRADE BUILDIN 351# TIANHE ROAD, GUANGZHOU CITY Province/city: GUANGDONG, GUANGZHOU Post code: 510620 Person to Contact: Yadan Chen Tel: 86-20-38800027 Fax: 86-20-38802495 Website: http://www.gftiec.com Contact us

32. Read and Think Which Trade Show to Attend? There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key is to be clear about your goals. That will guarantee you get the most value out of it. guarantee 1. Find products or services to buy If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much more options and a much greater selection area.specificvendorsoption back

33. Read and Think Which Trade Show to Attend? There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key is to be clear about your goals. That will guarantee you get the most value out of it.When you are deciding what trade show to attend, the key is to be clear about your goals 1. Find products or services to buy If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much more options and a much greater selection area.If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, back

34. Read and Think 2. Find buyers for products or services that you sell If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesn't necessarily have to fit the theme of the trade show: it only has to fit the customer. specializes in booth compete with back

35. Read and Think 2. Find buyers for products or services that you sell If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesn't necessarily have to fit the theme of the trade show: it only has to fit the customer. your product doesn't necessarily have to fit the theme of the trade show: it only has to fit the customer back

36. Read and Think 3. Build a professional network with people on either a local or national scaleprofessional on either a local or national scale As the old saying goes, it's not "what" you know but "who" you know that matters. And trade shows offer an excellent forum to meet and greet other professionals. First, select a trade show aimed at your professional groups, ask questions to make sure you understand their business and explain a little bit about what you do and how you will be able to help them in their business. Then, exchange business cards and ask to schedule a formal meeting later on to discuss it in greater depth.aimed at in greater depth These three approaches, when used well, will help ensure that your trade-show dollars reap incredible dividends. Just remember, focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal. (341 words) ensurereapfocus on back