Module 1 Services before an ExhibitionPart 1 推广展会 3
Task 1 Introducing an Exhibition 4
Task 2 Inviting to an Exhibition 8
Task 3 Enquiring about an Exhibition 14
Task 4 Choosing an Exhibition 16
Part 2 安排参展 21
Task 1 Booking a Stand 23
Task 2 Arranging Shipping 26
Task 3 Handling Insurance 29
Task 4 Making Travel Arrangements 31
Part 3 进驻展馆 35
Task 1 Building the Booth 37
Task 2 Decorating the Booth 41
Task 3 Training Booth Staff 43
Module 2 Services at an Exhibition 49
Part 4 接待客户 49
Task 1 Receiving Customers at a Booth 51
Task 2 Socializing with Clients 57
Task 3 Going Sightseeing with Clients 61
Part 5 推介产品 65
Task 1 Presenting Products 67
Task 2 Talking with Visiting Clients about New Products 70
Task 3 Learning to Present Effectively 74
Part 6 洽谈业务 81
Task 1 Negotiating about Price 83
Task 2 Negotiating about Payment 89
Task 3 Negotiating about Shipment 93
Task 4 Negotiating about Packing and Insurance 97
Part 7 签订合同 101
Task 1 Drawing up a Contract 103
Task 2 Amending a Contract 111
Task 3 Signing a Contract 115
Module 3 Services after an ExhibitionPart 8 跟进业务 121
Task 1 Learning Exhibition Follow-up Strategy 122
Task 2 Planning After-show Marketing Activities 127
Task 3 Following up Sales Orders ＆ Prospects 131
Part 9 分析会展成效 135
Task 1 Measuring the Success of an Exhibition 137
Task 2 Reporting Exhibition Results 140
Task 3 Writing Reports on Exhibition Results 143
Appendices 153
附录1 常用外贸专业术语缩略词 153
附录2 国际展览专业术语 155
附录3 部分展览专业网站 165
参考文献 166