序号

单元

主要内容

教学要求

1

General introduction  to the exhibition industry

理论教学

1.Types of people involved in an exhibition

2.Benefits of attending exhibitions

3.Impacts of exhibitions

4.Development and prospect of China’s exhibition industry

5.Exhibition industry in other countries

1.understand the visitors’ purposes of attend exhibitions

2.Know some famous exhibitions in China and around the world

实践项目

Search for some information on line

1.the information of exhibition industry in China

2.the information of exhibition industry in other countries

2

Promoting an Exhibition

理论教学

1.Introducing an exhibition

2.Inviting to an exhibition

3.Enquiring about an exhibition

4.Choosing an exhibition

1.Introduce and promote an exhibition

2.Make invitation to an exhibition

3.Enquire about an exhibition

4.Choose an exhibition

实践项目

Making an Invitation to a Trade Fair:

1.to ask for information about an exhibition

2.to invite a foreign company to a trade fair

3.to write an invitation letter

4.exhibition and its classification

1.ask for information about an exhibition;

2.invite a foreign company to a trade fair;

3.write an invitation letter;

4.know something about exhibition and its classification

3

Making exhibiting arrangements

理论教学

1.Booking a stand

2.Arranging shipping

3.Handling insurance

4.Making travel arrangements

1.Deal with booth reservations

2.Deal with exhibits transportation

3.Deal with exhibits insurance

实践项目

Making Travel Arrangements:

1.to deal with the shipping of exhibits;

2.Moving in and moving out of exhibits.

1.deal with the shipping of exhibits;

2.the procedures of moving in and moving out of exhibits.

4

Moving in an exhibition

理论教学

1.Building the booth

2.Decorating the booth

3.Training booth staff

1.Deal with booth building

2.Talk about how to decorate a booth

3.Train booth staff

4.Find information about business and exhibition arrangements

实践项目

Making Exhibition Stands Attractive:

1.to make an exhibition stand attractive to customers;

2.to decorate a distinctive booth.

1.make an exhibition stand attractive to customers;

2.decorate a distinctive booths

5

Receiving clients

理论教学

1.Receiving customers at a booth

2.Socializing with Clients

3.Going sightseeing with clients

1.Attract more buyers to your stand

2.Receive clients appropriately at the stand

3.Entertain clients by business dinners

4.Build friendly business relationship at the first contact

实践项目

Receiving Customers:

1.to know how to communicate with your customers and be professional;

2.to know how to promote products;

3.to know and master how to attract more people to your stand

4.to know how to choose qualified staff for the exhibition

1.communicate with your customers and be professional;

2.promote products;

3.attract more people to your stand

4.choose qualified staff for the exhibition

6

Presenting products

理论教学

1.Presenting products

2.Talking with visiting clients about new products

3.Learning to present effectively

1.Inquire about products and services

2.Make professional introduction to products and companies

3.Attract customers with an effective product presentation

4.Communicate effectively with suppliers or buyers

实践项目

Introduction to Exhibitions:

1.to understand different descriptions of products;

2.to introduce companies and their products;

3.to attract a customer with your knowledge about the products;

4.to be an effective communicator.

1.understand different descriptions of products;

2.introduce companies and their products;

3.attract a customer with your knowledge about the products;

4.be an effective communicator.

7

Negotiating business

理论教学

1.Negotiating about price

2.Negotiating about payment

3.Negotiating about shipment

4.Negotiating about packing and insurance

1.Negotiate about price

2.Negotiate about payment

3.Negotiate about shipment

4.Negotiate about packing and insurance

5.Develop about the negotiating skills

实践项目

Business Negotiation:

1.to comprehend successful negotiation skills;

2.to master useful expressions during negotiation;

3.to practice negotiation skills

1.successful negotiation skills;

2.useful expressions during negotiation;

3.negotiation skills

8

Signing a contract

理论教学

1.Drawing a contract

2.Amending a contract

3.Signing a contract

1.the definition and legal effect of contract

2.the necessary parts of a contract

3.Be familiar with terms in a contract

4.Be able to check and amend various terms of a contract

实践项目

Business Contact:

1.to attract the buyers to visit your stand;

2.to avoid inappropriate words or behavior during reception;

3.to build up your professional body language and understand others’

1.attract the buyers to visit your stand;

2.avoid inappropriate words or behavior during reception;

3.build up your professional body language and understand others’

9

Following up business

理论教学

1.Learning exhibition follow-up strategy

2.Planning after-show marketing activities

3.Following up sales orders & prospects

1.Learn exhibition follow-up strategy

2.Discuss exhibition follow-up plans

3.Follow up sales orders placed at the exhibition

4.Follow up potential clients

实践项目

Moving Out of an Exhibition and Follow-up:

1.to comprehend the tips on business follow-up;

2.to get familiar with expressions in different situations;

3.to practice letter writing about business follow-up.

1.comprehend the tips on business follow-up;

2.get familiar with expressions in different situations;

3.practice letter writing about business follow-up.