project four---internatioanl trade part ii attending trade fairs
TRANSCRIPT
![Page 1: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/1.jpg)
Project Four---Internatioanl Trade Part II Attending Trade Fairs
![Page 2: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/2.jpg)
Task assignment Task assignment02
Autonomous learning and discussion
Autonomous learning and discussion
03
Display04
EvaluationEvaluation05
Part II Attending Trade Fairs
01 Review and Homework
Lead-in01
06
![Page 3: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/3.jpg)
I Warming-upDiscussion (10’)
• 1. What information can we get from the video?• 2. What are the benefits of trade fairs for exhibitors
and visitors?
• Reference answer• (Benefits for exhibitors: media exposure for the industry as a
whole and for specific companies, an opportunity to show their wares to an interested public, to find out what is happening in the industry and to evaluate the competition
• Benefits for visitors: the ease of judging relative standards and pries, an opportunity to find out what is happening in the industry, the convenience of everything in one place, a chance to talk to exhibitors)
![Page 4: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/4.jpg)
II Task assignment(3’)
• Questions:• 1. Read through an advertisement for the Top Drawer
exhibition and give information about the exhibition, exhibitors and visitors.
• 2. How to prepare for a trade fair ?• 3. How to meet visitors when attending a trade
show ? Make up a dialogue.
![Page 5: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/5.jpg)
![Page 6: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/6.jpg)
III Group discussion and teamwork(17’)
• 1. Read through an advertisement for the Top Drawer exhibition and give information about the exhibition, exhibitors and visitors.
• 2. How to prepare for a trade fair ?
![Page 7: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/7.jpg)
IV Practice and Output (15’)• 1. Read through an advertisement for the Top Drawer exhibition
and give information about the exhibition, exhibitors and visitors.
![Page 8: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/8.jpg)
2. How to prepare for a trade fair ?(list five preparations you need to make)
• (samples, catalogues……)
![Page 9: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/9.jpg)
V. Evaluation(15’)Planning a Trade Fair
1.Define Goals & Objectives
2. Select the Show & the Space
3. Set a Realistic Budget
4. Design the Booth
5. Train the Exhibit Staff
6. Prepare samples and catalogues• ……
![Page 10: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/10.jpg)
1. Define Goals & Objectives
• Prioritize answers to the following question: Why are you exhibiting?– To close a sale?– To create a database of
names?– To make contacts ?– To establish a presence?– Other?
![Page 11: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/11.jpg)
2. Select the Show & the Space
Questions for Show Management:
• How many attendees?• How is the show being
promoted?• Who has attended in the
past?• Will the people I want to
reach attend?
Questions about Booth Space:How much space do I need?Who am I near?What obstructions and restrictions exist?Inline, peninsula or island booth?
![Page 12: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/12.jpg)
3. Set a Realistic Budget
• Exhibit Design, Construction, Preparation
• Space Rental Costs• Freight Transportation• Show Services (Electrical,
Rentals, Labor, Water, etc.)• Other (Presenters,
Accommodations, Training, etc.)
Refurbishment4%
Shipping12%
Show Service18%
Travel & Entertainment
13%Promotion
9%
Other1%
Exhibit Space29%
Exhibit Design14%
Refurbishment4%
Shipping12%
Show Service18%
Travel & Entertainment
13%Promotion
9%
Other1%
Exhibit Space29%
Exhibit Design14%
![Page 13: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/13.jpg)
4. Design the Booth
• What one (1) message should your exhibit communicate in three (3) seconds?– It’s the visual bite generation!– Competing with hall clutter
• What are your step 1 goals?
• What’s your timeline?
What’s your draw?Feature/Benefits?Pre-show promotion?Entertaining or skilled staff?Contest or at-show promo?Product interest?Company recognitionBooth design?
![Page 14: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/14.jpg)
5. Train the Exhibit Staff
• Review show & staffing goals
• Create & communicate a schedule
• Review competition• Role-Play the sales pitches
Tip: Hire a trade show sales coach to lead your team through role-playing.
![Page 15: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/15.jpg)
6. Prepare samples and catalogues
• How many samples and catalogues do we need?
![Page 16: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/16.jpg)
Task 2
• How to meet visitors when attending a trade show ? Make up a dialogue.
![Page 17: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/17.jpg)
Model: Helping Customers at Your Booth•Jenny: Good morning, sir. I see you're looking at the Dinger. It's the latest model of computerized telephone. •Customer 1: It looks very impressive, but so do a lot of the products here. What can it do? •Jenny: The Dinger can save your company a lot of money by cutting down on wasted telephone time. •Customer 1 That sounds good, but can you tell me about each function in detail? •Jenny: Here, take a catalog. This will show you why the Dinger is the best value for your money. •Customer 2: Excuse me. Can you tell me about the call filter function on this model? I think this function can save a lot of time. •Jenny: Right. Only the Dinger has this type of call filter. When there's an incoming call, the number will appear on the digital display screen.
![Page 18: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/18.jpg)
• Customer 2: So, if you know the number of the person who is calling, you can then decide if you want to answer the phone.
• Jenny: Exactly. Why don't you take this catalog, my card is attached. If you have any questions after the show closes, just give me a call.
• Customer 3: How many extensions can this phone have? • Jenny: The Dinger can have up to a hundred extensions. It's
very convenient for large or busy offices. Would you like one of these catalogs?
• Customer 3: Sure, thanks. Can you tell me when this product will be on the market?
• Jenny: All of the products you see here will be on the market at the beginning of next month. Do you have a card?
• Customer 3: Yes, of course. Here it is. If you give me a call tomorrow, after I have a chance to look at the catalog, we can get together and talk.
![Page 19: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/19.jpg)
Practice
You are a sales receptionist of a computer company. When an American customer comes to your booth, how will you introduce your product including the design, the function and the price?
返回目录
![Page 20: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/20.jpg)
Evaluation
• Courtesy (Body language)• Language• Originality• Teamwork
![Page 21: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/21.jpg)
• Summary• Homework
![Page 22: Project Four---Internatioanl Trade Part II Attending Trade Fairs](https://reader036.vdocument.in/reader036/viewer/2022062517/56649f225503460f94c3a243/html5/thumbnails/22.jpg)
Thank You!