Unit 1 Preparation for Business Negotiations Dialogue 2 Getting Information at the Fair

Activity 1 Brainstorming  Presentation and introduction of the products is very important before going into a business discussion. How can we draw the attention of prospective clients to the target products? A successful businessman should first be a good salesman himself. Now let’s discuss “ What is the necessity of being a good salesman?”

Activity 2 Reading  Now read Dialogue Two then answer the following questions:  1) What is the buyer interested in?  2) What sizes and colors can the seller offer?  3) What does the seller mainly deal in?  Answers:  1) He is interested in something elegant with some oriental characteristics.  2) Five colors are available: pink, blue, yellow, green, and white, and they can offer all sizes from “S” to “XXL”.  3) They mainly deal in the process and import & export of garments.

Activity 3 Discussion  Now tick the excellent sentences that are suitably used to promote the sales, and tell me the reasons.  The following is an example:  “Our company specializes in producing suits and I’m sure you’ve come to the right place.” Here the words, ”the right place” indicates that ” we can supply what you require”.Now try to give more examples.

 The more information your clients want to get from you, the more interest they are showing in your products, the more business opportunity it means for you.” Now discuss :  1. “How does Ms Qian arise the interest of the Spanish, step by step?”  Key: From patterns, materials, design, size, colors, quality, price to company, finally the buyer offers a personal visit to the company.  2. Do you think it is possible for Ms. Qian to obtain an order from the Spanish? Why?

 课后练习：  1. Finish the exercises related to dialogue two in Practice.  2. Review what have learned and preview dialogue 3.

Dialogue 3 Product Introduction by Phone  Activity 1 : Brainstorming  Questions for discussion:  1. When can you introduce your products on phone?  Answer:  When we have new products, we can inform our old customers of the news and introduce them briefly.

 2. What are the advantages & disadvantages of introducing your products on phone?  Advantage: more communication, more convenience, especially to the old customers.  Disadvantage: the seller can’t present the goods, and the buyer can’t have a personal experience of the products.

 3. What should we pay attention to when making phone introduction?  We should focus on the attraction of the products and arouse the attention of our customers and persuade them to visit our workshop to have a further understanding of our products.

Activity 2 : Reading  Now read dialogue three then answer the following questions:  1.Is Mr. Martin an old client?  2.Why does Mr. Liu phone Mr. Martin?  3.Do you think Mr. Martin will pay a personal visit to the workshop? Why?  4. What kind of information does the prospective buyer get?  (Key: He got lots of information, such as the design, materials, attractions, characteristics, the gas mileage, the supply of spare parts, the warranty and the maintenance after the warranty expires. )

Activity 3: Practice  1.Now finish the exercises related to dialogue three in Practice.  2.Check the exercises in Practice with the whole class.

 课后练习：  1. Memorize the Useful Expressions..  2. Review Unit one and preview Unit two.

实 训  Task 2 II: Translate the following sentences into English:  1. Our products have been exported to Europe and enjoy great popularity there.  2. We can assure you that our products are more competitive than others in price./ We can assure you that no other products are more competitive than ours in price.  3. We usually guarantee our products for 3 years.  4. All repairs are billed at cost after the warranty expires.  5. We always have our customer’s interests at heart.  6. How much is your annual production of edible oil?  7. How about your financial standing and registered capital?  8. What’s the superiority of your products?  9. Digital cameras enjoy fast sales recently.  10. What about the specifications of this product?

 11. Could you tell me something about your company?  12. What are your attractions?  13. Do you have any printed material on this product?  14. How do you ensure quality control?  15. Let me show you our sample room/ workshop/ exhibits.  16. What raw materials do you use? And where are they from?  17. Do you spend a lot of money on research and development each year?  18. What’s the total annual output of your factory?  19. We are supplying a full range of silk products to various countries. And silk garments are our best selling goods.  20. You’re welcome to have a try.

III: Translate the following dialogue into English :  A: Good morning! Anything particular you are interested in? We have wide varieties for you to choose from. Look, they are of top quality and excellently tailored.  B: Good. We’re interested in ready-made suits.  A: You’ve come to the right place. We specialize in producing suits. They are modern and elegant in fashion.  B: Will you please show me some products of different colors?  A: Certainly. Five colors are available here.  B: What about the size?  A: We can offer every size from “S” to “XXL”.Here is our catalogue and price list.