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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