第一篇 参展 2
CHAPTER 1 To Attend the Show 预备参展 2
1.1 Reserving a Space in a Trade Show (预订展示位置) 2
1.2 Checking the Cost of Attendance (查参展费用) 7
1.3 Arranging Shipping for the Display (安排展示物的运送) 12
1.4 Arranging Travel(安排旅程) 17
CHAPTER 2 Befroe the Show 展出之前 22
2.1 Making an Attractive Display(如何让展示更有吸引力) 22
2.2 Setting up the Display /Networking with Exhibitors(设立展示位/与其他参展单位交际) 27
2.3 Hiring a Local Interpreter(雇用当地翻译员) 33
2.4 Looking for a Foreign Agent/Representative(寻找国外代理人或代表) 38
CHAPTER 3 Miscellaneous 展览前其他事务 44
3.1 Cancellation of Attendance to the Show(取消参展) 44
3.2 Proposing a Shared Booth(建议共用摊位) 49
3.3 First Day of Show--General Conduct(展示会第一天--一般事项) 55
3.4 Collecting Information on Overseas Markets(收集国外市场资料) 60
第二篇 展览会现场 68
CHAPTER 4 Computer Hardware/Software 电脑软硬件展 68
4.1 Introduction of Product/People(介绍产品与人员) 68
4.2 Asking and Handling Questions(询问与处理问题) 73
4.3 Sales Presentation/Demonstraton(销售发表会与展示) 78
4.4 Buyer Response(买主的反应) 83
4.5 Price Negotiations(价格谈判) 88
CHAPTER 5 Toys 儿童玩具展 95
5.1 Introduction of Product/People(介绍产品与人员) 95
5.2 Asking and Handling Questions(询问与处理问题) 100
5.3 Sales Presentation/Demonstration(销售发表会与展示) 106
5.4 Buyer Response(买主的反应) 111
5.5 Price Negotiations(价格谈判) 116
6.1 Introduction of Product/People(介绍产品与人员) 122
CHAPTER 6 Media Production--Televisions,Video Games,Music 多媒体展--电视、电玩、音像制品 122
6.2 Asking and Handling Questions(询问与处理问题) 127
6.3 Sales Presentation/Demonstraton(销售发表会与展示) 132
6.4 Buyer Response(买主的反应) 137
6.5 Price Negotiations(价格谈判) 142
CHAPTER 7 Sprots Equipment 运动器材展 149
7.1 Introduction of Product/People(介绍产品与人员) 149
7.2 Asking and Handling Questions(询问与处理问题) 154
7.3 Sales Presentation/Demonstration(销售发表会与展示) 159
7.4 Buyer Response(买主的反应) 164
7.5 Price Negotiations(价格谈判) 169
CHAPTER 8 High Tech 高科技产品展 175
8.1 Introduction of Product/People(介绍产品与人员) 175
8.2 Asking and Handling Questions(询问与处理问题) 180
8.3 Sales Presentation/Demonstration(销售发表会与展示) 185
8.4 Buyer Response(买主的反应) 190
8.5 Price Negotiations(价格谈判) 195
第三篇 成果验收 202
CHAPTER 9 After the Show 展览结束时 202
9.1 Last Day of Show--Follow-Up(展示的最后一天) 202
9.2 After the Show--Tearing down(展览之后--拆卸装置) 207
9.3 Checking out-Thanking the Appropriate People(结束手续--感谢相关人员) 211
9.4 After Hours(展期的夜晚时间) 216
CHAPTER 10 Follow-Up 展览成效追踪 221
10.1 Telephone Follow-Up(电话追踪) 221
10.2 Written Follow-Up(书面追踪) 226
10.3 Follow-Up Visit(追踪拜访) 231
10.4 Analyzing the Productivity of the Show(分析展览成效) 235
第四篇 国际商品展顾问 242
Tips 参展成功秘笈 242