1、English for Exhibition and ConferenceDismantling and Follow-up ContactsUnit ObjectivesAfter studying this unit,you will learn:As an organizer:how to assist exhibitors to move out;how to acquire feedbacks from exhibitors.As an exhibitor:how to dismantle display items;How to make follow-up contacts;ho
2、w to express gratitude to customers and the organizer.Part I Organizers DiaryDuring this period,I will:assist exhibitors in dismantling their booth items after the exhibition;safeguard the exhibition venue and exhibitors personnel and materials;design a questionnaire to receive feedbacks from visito
3、rs and exhibitors.exhibition summary reportexhibition analysisfollow-up by lettersTask 1 Vocabulary:Look at the pictures.Work with your partner and write out the post-show activities.I.Lead-in Practicefollow-up by phone callsgathering feedback by questionnairesbooth dismantlingTask 1 Vocabulary:Look
4、 at the pictures.Work with your partner and write out the complete English names of the exhibition buildings or logos.I.Lead-in PracticeI.Lead-in PracticeTask 2 Brainstorming:Work in groups.Discuss with your classmates about the post-show work for an organizer based on Task 1.Dismantling Questionnai
5、re Feedback Exhibition analysis Exhibition reviewTask 2 Brainstorming:Work in groups.Discuss with your classmates about the post-show work for an organizer based on Task 1.I.Lead-in PracticeDismantling Dismantling the booth as soon as the show is over.Displays and products should be moved out of the
6、 venue in set time.Questionnaire Distributing questionnaire to exhibitors,buyers and visitorsFeedback Gathering feedback by analyzing the questionnaireExhibition analysis Analyzing the gains of the exhibitionExhibition reviewSummarizing the exhibition as a wholeII.ReadingPassage 1 Post-show Work for
7、 an Organizer effectiveness:n.the quality of being able to bring about an expected result 有效性有效性 survey:v.to ask a large number of people questions in order to find out their attitudes or opinions 调查调查 assess:v.to judge the worth of something 评定，评估评定，评估 follow-up:n.an activity that continues somethi
8、ng that has already begun or that repeats something that has already been done 后续后续工作工作II.ReadingPassage 1 Post-show Work for an Organizer dedicated:adj.giving entirely to a specific person,activity,or cause 专注的专注的 statistics:n.a datum that can be represented numerically 统计，统统计，统计数计数 credibility:n.t
9、he quality of being believable or trustworthy 确实性，确实性，可靠可靠 reiterate:v.to say,state,or perform again 重申重申II.ReadingTask 1 Read the text and fill in the form below with the information from the text.Post-show Work for an OrganizerEvaluating the EffectivenessFollowing up with ExhibitorsSurveying _Reco
10、nnecting _Analyzing _Being helpful _Assessing _Sending _Comparing _Demonstrating _II.ReadingTask 1 Read the text and fill in the form below with the information from the text.Post-show Work for an OrganizerEvaluating the EffectivenessFollowing up with ExhibitorsSurveying visitors and stand personnel
11、Reconnecting exhibitorsAnalyzing the result from key indicatorsBeing helpful when the exhibitors need any analytical statistics from this exhibitionII.ReadingTask 1 Read the text and fill in the form below with the information from the text.Post-show Work for an OrganizerEvaluating the Effectiveness
12、Following up with ExhibitorsAssessing the economic and non-economic effectSending the required informationComparing the result against the set goals and previous exhibitionDemonstrating your speediness and ability to keep your wordII.ReadingTask 2 Read the text again and answer the following questio
13、ns.1.What should an organizer do to evaluate the effectiveness of the organizing of the exhibition?Design a questionnaire to survey visitors and stand personnel.Analyze key indicators such as the number of visitors,exhibitors and contracts signed.2.Why should an organizer follow up with exhibitors a
14、fter the show?To make sure the show is productive.II.ReadingTask 2 Read the text again and answer the following questions.3.Why is time so crucial for post-show work for organizers?Firstly the organizers want to show the clients their dedication.Secondly,they want their positive image to be easily r
15、ecalled and to continue the helpful,eager impression they have already created.4.What should an organizer do when exhibitors need statistical information from the exhibition?An organizer should be helpful and make it a post-show priority to give them the required information.II.ReadingPassage 2 Post
16、-show Dismantling dismantle:v.to take apart into constituent pieces;the act of taking apart 拆除；撤展拆除；撤展 move-out:the date specified by show management for dismantling exhibits 退场撤离时间；撤展期退场撤离时间；撤展期 release form:the form to liberate someone or something 放放 行条行条 accessible:adj.capable of being reached 可
17、得到的，可进入可得到的，可进入 的的II.ReadingTask 1 Read the text and fill in the blanks with the given words according to the context.1.dismantled 2.moved out 3.products4.exhibitors 5.delay 6.venueII.ReadingTask 2 Read the text again and answer the following questions.1.Why should exhibit and display materials stil
18、l be kept when the show is over?Because they can be reused for future exhibitions.2.Can an exhibitor give away its products at the end of the show?No.This causes embarrassing delay and unnecessary confusion.3.What might happen if an exhibitors release form is lost?It can be used wrongly and cause pr
19、operty loss.III.Sample Study A customer satisfaction questionnaire is a simple,productive tool to aid an organization in obtaining constructive feedback from both existing and potential customers.Feedback from the target audience could determine whether the business succeeds or fails.A well-designed
20、 questionnaire can help identify clients habits and determine their satisfaction with product or service features or their inclination to purchase the products or services.It can also help the organization to better define its customer base.III.Sample StudyIt generally includes the following key ele
21、ments:deciding what information to gather from the survey asking only those questions that will provide the useful information making the questions easy for almost anyone to understand arranging the questions in a logical order and evolve from general to specific using multiple-choice questions when
22、ever possible avoiding leading questions that might generate negative responses using the same rating scale throughout the survey for questions requiring the respondent to rate items testing the survey on some people beforehandIII.Sample StudyIII.Sample StudyIII.Sample StudyIII.Sample StudyTask Fill
23、 in the form with related questions asked in the above sample.Topics Questions AskedResponsiveness Professionalism Environment Technical supportLikes Dislikes Decision-making Recommendation III.Sample StudyTask Fill in the form with related questions asked in the above sample.Topics Questions AskedR
24、esponsiveness How do you rate our responsiveness?Professionalism How do you rate our professionalism?Environment How do you rate our exhibition environment?Technical supportIf youve received any technical support,how do you rate the technical competence of our staff?III.Sample StudyTask Fill in the
25、form with related questions asked in the above sample.Topics Questions AskedLikes What do you like about our exhibition service?Give examples.Dislikes What do you dislike about our exhibition service?Give examples.Decision-making What are the factors that influence your decision to attend our exhibi
26、tion?Recommendation Would you recommend our exhibition to others?IV.Situational Dialogs Reminding an exhibitor to move out of the venue within the set time Chris Davis:the Sales Manager of Saidel Group,a famous international convention and exhibition company Stella Li:the Marketing Manager of Dengsh
27、eng Toys Co.,Ltd.Dialog oneIV.Situational Dialogs Reminding an exhibitor to move out of the venue within the set timeDialog one1.Can we dismantle our display items right now?2.the dismantling of the booths can be started only after3.Empties will be available after.4.When will the official forwarding
28、 agent come into the exhibition venue?5.The exhibition venue will be closed afterIV.Situational DialogsDialog one urgently:紧急地紧急地 release form:放行表，放行条放行表，放行条 empty container:空集装箱空集装箱 empties:空集装箱，空容器空集装箱，空容器 Reminding an exhibitor to move out of the venue within the set timeIV.Situational DialogsDia
29、log oneTask 3 Work in groups.Act as Chris Davis,Stella Li and role-play the dialog.Reminding an exhibitor to move out of the venue within the set timeIV.Situational Dialogs Helping an exhibitor with special demands Chris Davis:the Sales Manager of Saidel Group,a famous international convention and e
30、xhibition company Amy Wang:the Marketing Manager of JAC Group,a furniture company specialized in childrens productsDialog TwoIV.Situational Dialogs Helping an exhibitor with special demands Dialog Two1.Are you ready for moving out?2.The regular dismantling period ends at.3.After the exhibitions dism
31、antling hours are over,our logistics partner Hunter will remove the items4.continuous electrical supply will be cut offIV.Situational DialogsDialog TwoTask 3 Work in groups.Act as Chris Davis,Amy Wang and role-play the dialog.Task 4 Simulation:Make up a dialog with your partner,taking the roles of M
32、r.Hemingway and Miss Tao.Mr.Joe Hemingway is the Marketing Manager of an exhibition company,the organizer of a toy exhibition.He is calling Miss Sue Tao,the Marketing Manager of a famous toy company,which has attended the toy exhibition,to talk about details of dismantling when the exhibition is alm
33、ost over.Helping an exhibitor with special demands Part II Exhibitors DiaryDuring this period,I will:dismantle the display items;call Eric Blair the Purchasing Manager of London Kids Paradise to show gratitude;send out relevant materials to visitors as promised.I.Lead-in PracticeTask Work with your
34、partner and collect your thoughts on the following questions.1.How should exhibitors dismantle their booth displays in good order after the show?The exhibitor should have a good plan for dismantling beforehand and follow the instructions given by the organizer while dismantling their booths.2.What s
35、hould exhibitors do when the show is over?Follow up contacts with exhibition visitors so as to establish good contacts.II.ReadingPassage The Significance of Show Follow-up literature:n.published writings in a particular style on a particular subject 文献文献;印刷品印刷品 lead:n.an individual or organization t
36、hat expresses an interest in your goods or services 潜在客户潜在客户 revenue:n.the entire amount of income before any deductions are made 收入收入 registrant:n.a person who is formally entered(along with others)in a register(and who obtains certain rights thereby)登记者登记者II.ReadingPassage The Significance of Show
37、 Follow-up segment:v.to divide or split up 分割分割 authority n.the power or right to give orders or make decisions 权力，权威权力，权威 auxiliary adj.furnishing added support 辅助的，附加的辅助的，附加的 timing n.the regulation of occurrence,pace,or coordination to achieve a desired effect 时间的安排，时机时间的安排，时机II.ReadingTask 1 Rea
38、d the text and fill in the form below with the information from the text.Points Key WordsDetailed RulesTime To be immediate1 _ follow-up is essential.Good timing For marketing and follow-up activities,2_ is critical.Items To be differentIncludes 3_ for your marketing before,during and after the even
39、tTo be specificAddress 4_ the customer shared while visiting your booth.To be satisfyingMailing articles,5_ that directly address customer needs.Style and formBe determined by 6_.Offer Include 7_ your prospects to take action.II.ReadingTask 1 Read the text and fill in the form below with the informa
40、tion from the text.Points Key WordsDetailed RulesWays 8 _.9 _.10 _.Personal visit.II.ReadingTask 1 Read the text and fill in the form below with the information from the text.Points Key WordsDetailed RulesTime To be immediate1 Immediate and continual follow-up is essential.Good timing For marketing
41、and follow-up activities,2 timing is critical.Items To be differentIncludes 3 different information and literature for your marketing before,during and after the eventTo be specificAddress 4 specific interests or needs the customer shared while visiting your booth.To be satisfyingMailing articles,5
42、fact sheets,and other detailed product information that directly address customer needs.Style and formBe determined by 6 the sales potential of the lead.Offer Include 7 a special and specific offer to encourage your prospects to take action.II.ReadingTask 1 Read the text and fill in the form below w
43、ith the information from the text.Points Key WordsDetailed RulesWays 8 Mail.9 Email.10 Phone call.Personal visit.II.ReadingTask 2 Read the text again and answer the following questions.1.What is the difference between the materials sent to potential customers before and after the exhibition?The mate
44、rial sent after the exhibition should be a new piece with additional information and selling points that appeal to the needs of potential customers.2.Why is good timing so important in follow-up contact?Because if too much time has passed before follow-up contact,a hot prospect could become a cold l
45、ead.III.Do It YourselfFill in the Customer Satisfaction Questionnaire inSample Study with the information below.Peter Date is the Managing Director of New-Tech Equipment,which was established in 1993 and is situated in the prime industrial belt of Hong Kong.The company is engaged in manufacturing ma
46、chinery and tooling unit.He has just attended the 15th China High-Tech Fair and is quite satisfied with the overall service of the organizer.III.Do It YourselfFill in the Customer Satisfaction Questionnaire inSample Study with the information below.Here are the comments from him:“We have continuousl
47、y exhibited since September 2000.Every day of the show we had a few hundred interested visitors watching our machines perform magicwe cannot achieve this every day at our showroom.Once again we managed to sell every machine off our stand,and have some very good deals that we will close in the next f
48、ew weeks.”“I believe that the show was well-organized and the standard of the stands was higher than I have seen in previous years.”“The shows organization was excellent through the attention to details.”“We were surprised and delighted with the quality of visitors and the leads generated from the s
49、how.”IV.Situational Dialogs Showing gratitude to clients Stella Li:the Marketing Manager of Desheng Toys Co.,Ltd.Eric Blaire:the Purchasing Manager of London Kids Paradise,who had visited the 24th Asian Toy and Game FairDialogIV.Situational Dialogs Showing gratitude to clientsDialog1.Thank you very
50、much for stopping by our booth2.Your team and products have left me a very good impression.3.I am fascinated by.4.can you forward us your latest product catalog?5.if you can place an order,we will give you a special offer.6.I will consider your products after IV.Situational Dialogs Showing gratitude
