Unit 12 Fairs & SalesUnit 12 Fairs & Sales

ObjectivesObjectives FocusFocus Warming upWarming up 12.1 Finding about a trade fair12.1 Finding about a trade fair 12.2 Talking about products12.2 Talking about products 12.3 Placing an order12.3 Placing an order Sum-upSum-up AssignmentAssignment

ObjectivesObjectives

When the learners finish learning this unit, When the learners finish learning this unit, they should be able to they should be able to book accommodation book accommodation describe products and order taking describe products and order taking

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FocusFocus

Booking, making contacts, order Booking, making contacts, order checking checking

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Warming upWarming up One of the most common practices One of the most common practices

in business is attending fairs.in business is attending fairs. What are fairs? Fairs are platforms for What are fairs? Fairs are platforms for

manufacturers to display products, for manufacturers to display products, for buyers to pick up preferable goods, for buyers to pick up preferable goods, for business to develop contacts.( list of some business to develop contacts.( list of some annual fairs such as International Motor annual fairs such as International Motor Fairs, National Book Fairs, Toys Show in Fairs, National Book Fairs, Toys Show in Shanghai, etc).Shanghai, etc).

Why do manufacturers attend fairs aimed? Why do manufacturers attend fairs aimed? They attend fairs to developing market They attend fairs to developing market and clients or making bargain deals.and clients or making bargain deals.

What can we see at fairs? Booths/ stands, What can we see at fairs? Booths/ stands, posters, workers at fairs, goods, and posters, workers at fairs, goods, and manufacturers and buyers.manufacturers and buyers.

How to get new contacts? This is what we How to get new contacts? This is what we are going to discuss in the unit.are going to discuss in the unit.

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12.1 Finding about a trade 12.1 Finding about a trade fairfair

AA ReadingReading

1. Read the advertisement on Page 66. 1. Read the advertisement on Page 66.

Q1: When is the Gift & Stationery Show Q1: When is the Gift & Stationery Show starts?starts?

(April 21 – 24 )(April 21 – 24 )

Q2: Is there going to be a Food Show?Q2: Is there going to be a Food Show? ( Yes, from June 11 to 14.)( Yes, from June 11 to 14.)

Q3: What can be expected to display at a Q3: What can be expected to display at a Pharmaceutical Show?Pharmaceutical Show?

( Medical equipment and drugs)( Medical equipment and drugs)

Q4: Where can one attend the show of Q4: Where can one attend the show of furniture in March?furniture in March?

( Taipei World Trade Center Exhibition Hall )( Taipei World Trade Center Exhibition Hall )

Q5: Apart from the shows and fairs, what Q5: Apart from the shows and fairs, what is the other information can we collect is the other information can we collect from the poster?from the poster?

The organizer ----China External Trade The organizer ----China External Trade Development CouncilDevelopment Council

the contacting way to the organizer----Tel: the contacting way to the organizer----Tel: 886-2725-1111, Fax: 886-2725-1314886-2725-1111, Fax: 886-2725-1314

the e-mail address of Taipei World Trade the e-mail address of Taipei World Trade Center ----cetra@cetra.org.twCenter ----cetra@cetra.org.tw

the web site of Taipei World Trade the web site of Taipei World Trade Center---- http//www.taipeitradeshows.org Center---- http//www.taipeitradeshows.org ..

2. Discussion: 2. Discussion:

Which trade fairs would have products Which trade fairs would have products like those in the illustrations on Page like those in the illustrations on Page 66?66?

1. Computer Show1. Computer Show 2. Telecommunication Show2. Telecommunication Show 3. Furniture Show3. Furniture Show 4. Toy Show)4. Toy Show)

Ｂ Ｂ ListeningListeningl. Before listening, discuss the following points:l. Before listening, discuss the following points: 1) What a role is to be played by listener?1) What a role is to be played by listener? ( a staff at Atlantic Bikes )( a staff at Atlantic Bikes ) 2) What is the task?2) What is the task? ( arrange an accommodation)( arrange an accommodation) 3) What information is missing on the note?3) What information is missing on the note? ( how many rooms needed, what facilities ( how many rooms needed, what facilities required, duration of staying, reply from required, duration of staying, reply from Ambassador hotel, the alternative choice.)Ambassador hotel, the alternative choice.)

2. Listen and fill out the note. 2. Listen and fill out the note.

3. Listen again for checking.3. Listen again for checking. Suggested answer: Suggested answer: 1) 3, 1) 3, 2) shower, 2) shower, 3) 28, 3) 28, 4) 2, 4) 2, 5) No, 5) No, 6) Imperial, 6) Imperial, 7) 596-51117) 596-5111

C SpeakingC Speaking 1. Role play with files on Page 119(File 32) and 1. Role play with files on Page 119(File 32) and Page 116 (File 31).Page 116 (File 31). Useful expressions for booking accommodation:Useful expressions for booking accommodation:1) I'd like to book a single room/double room with 1) I'd like to book a single room/double room with

shower/bath from .. .to ….shower/bath from .. .to ….2) I'd like you to confirm with me about the reservation.2) I'd like you to confirm with me about the reservation.3) Sorry, our hotel has no vacancy now.3) Sorry, our hotel has no vacancy now.4) Sorry, our hotel is full now.4) Sorry, our hotel is full now.

2. Demonstration2. Demonstration返回返回

12.2 Talking about 12.2 Talking about productsproducts

A ReadingA Reading 1. Complete the catalogue page 1. Complete the catalogue page

from Atlantic Bikes with the product from Atlantic Bikes with the product in illustration.in illustration.

New words and expressions:New words and expressions: Helmet: a cap for the wearer’s safetyHelmet: a cap for the wearer’s safety Sole: the bottom of a shoeSole: the bottom of a shoe Image: outlookImage: outlook

Suggested answer:Suggested answer:

1) racing bike, 1) racing bike, 2) cycle computer, 2) cycle computer, 3) shoes, 3) shoes, 4) cycle bags, 4) cycle bags, 5) mountain bike, 5) mountain bike, 6)helmet6)helmet

2. Discussion2. Discussion From the catalogue, we can see how From the catalogue, we can see how

products are described professionally.products are described professionally.

These are the terms generally used for These are the terms generally used for describing products:describing products:

Range, standards, price, function, for Range, standards, price, function, for whom whom

the design is done, color, size, material, the design is done, color, size, material, style, etc. style, etc.

Try to find the above terms in the Try to find the above terms in the catalogue on Page 68.catalogue on Page 68.

B ListeningB Listening 1. Before listening, some expressions are introdu1. Before listening, some expressions are introduced to facilitate the listening task:ced to facilitate the listening task: combination (combination ( 组合组合 )) be available in red color/small size (be available in red color/small size ( 有红色有红色 // 小小号的现货供应号的现货供应 )) standard model (standard model ( 普通型普通型 )) deluxe modeldeluxe model （豪华型）（豪华型） be suitable for some one (be suitable for some one ( 适用于…适用于… )) offer a discount (offer a discount ( 打折打折 ))

2. Listen to the tape three times. 2. Listen to the tape three times. The last time is for checking The last time is for checking only. only.

C SpeakingC Speaking1. Role play with the instruction of D ,Page 1. Role play with the instruction of D ,Page

69.69. Useful expressions:Useful expressions: The color combination is red with blue. The color combination is red with blue. This type is available in red only. This type is available in red only. We can offer a discount of 5%. We can offer a discount of 5%. It is in large/ medium/small size. It is in large/ medium/small size. It’s suitable for all occasionsIt’s suitable for all occasions

2. Demonstration (2 pairs) 2. Demonstration (2 pairs) 返回返回

12.3 Placing an order12.3 Placing an order A PresentationA Presentation1. What is an order?1. What is an order? An order is a document made by purchasing side to An order is a document made by purchasing side to

supplier which indicates what goods are to be supplier which indicates what goods are to be bought at what condition ( payment, delivery, etc).bought at what condition ( payment, delivery, etc).

An order carries such information: order placer and An order carries such information: order placer and the contacting way, order number, to whom the the contacting way, order number, to whom the order is sent, goods description, quantity, unit order is sent, goods description, quantity, unit price, number of the goods ordered, total price, and price, number of the goods ordered, total price, and terms of payment ( discount, cash, check, letter of terms of payment ( discount, cash, check, letter of credit), delivery. credit), delivery.

2. Read the order on Page 69 and find the i2. Read the order on Page 69 and find the items terms.tems terms.

3. Note that discount in English is express3. Note that discount in English is expressed differently from that in Chinese. ed differently from that in Chinese. 九折九折 = 10% discount.= 10% discount. What’s in Chinese for a discount of 5%?What’s in Chinese for a discount of 5%? (( 九五折九五折 )) What’s in English for What’s in English for 七折？七折？ (thirty percent/30% discount )(thirty percent/30% discount )

B Listening B Listening

1. Make sure that every item on the 1. Make sure that every item on the order is well understood before order is well understood before listening.listening.

2. Listen to the recording.2. Listen to the recording.

Suggested answer:Suggested answer:

10 standard racing bikes (yellow), 2,200, 22,000 10 standard racing bikes (yellow), 2,200, 22,000 10 delux racing bikes (green), 3,500,35,000 10 delux racing bikes (green), 3,500,35,000 100 mountain bikes, 159, 15,900 100 mountain bikes, 159, 15,900 100 helmets , 60, 6,000 100 helmets , 60, 6,000 total: 78,900 total: 78,900 Comments: 115% discount = 67,06525% for Comments: 115% discount = 67,06525% for

delivery = 3,353 delivery = 3,353 Grand Total: 70,418 Grand Total: 70,418

C Discussion and writingC Discussion and writing1. Discussion1. Discussion Generally speaking, a confirming letter is Generally speaking, a confirming letter is

accompanied with an order, particularly the accompanied with an order, particularly the order is a large one. By confirming, both the order is a large one. By confirming, both the buyer and the supplier can make sure the buyer and the supplier can make sure the details of the deal as even a small mistake details of the deal as even a small mistake will lead to big loss. A very cautious supplier will lead to big loss. A very cautious supplier also would send an acknowledgement to the also would send an acknowledgement to the order placer for a further confirming.order placer for a further confirming.

2. Practice in class: Use the information to 2. Practice in class: Use the information to complete the order confirmationcomplete the order confirmation

Suggested version:Suggested version:

Dear Ms. Mclean,Dear Ms. Mclean, Confirmation of our order Number AB 2371 for the following:Confirmation of our order Number AB 2371 for the following: 10 standard racing bikes (yellow), @2,20010 standard racing bikes (yellow), @2,200 10 delux racing bikes (green), @3,50010 delux racing bikes (green), @3,500 100 mountain bikes, @159100 mountain bikes, @159 100 helmets , @60100 helmets , @60 We would like to confirm that payment is by Letter of Credit. We would like to confirm that payment is by Letter of Credit.

Thank Thank you for the discount of 15%.you for the discount of 15%. We would appreciate delivery within the next 6 weeks and look We would appreciate delivery within the next 6 weeks and look forward to receiving your acknowledgement.forward to receiving your acknowledgement. Yours sincerely Yours sincerely Peter SungPeter Sung

Sum-upSum-up In this unit, we have learnt:In this unit, we have learnt:

1 what to do at fairs1 what to do at fairs2 how to book accommodation2 how to book accommodation3 what basic information a catalogue 3 what basic information a catalogue

carriescarries4 how to describe products with terms of 4 how to describe products with terms of businessbusiness5 the procedure of placing order5 the procedure of placing order 返回返回

AssignmentAssignment 1. Make sure that you know these 1. Make sure that you know these

terms of trading:terms of trading: confirmationconfirmation place an order place an order offer a discountoffer a discount deliverydelivery letter of creditletter of credit unit priceunit price

2. Put the following sentences into English:2. Put the following sentences into English:1) 1) 这种产品备有现货。这种产品备有现货。 （（ This product is available now.This product is available now. ））2) 2) 能让我看看最新的产品目录吗？能让我看看最新的产品目录吗？ （（ Please let me get a latest catalogue.Please let me get a latest catalogue. ））3) 3) 这种安全帽适合小学生戴。这种安全帽适合小学生戴。 （（ This helmet is suitable for school children.This helmet is suitable for school children. ））4) 4) 订得多的话，我们可以给你们九折。订得多的话，我们可以给你们九折。 （（ We could offer you a discount of 10% on your We could offer you a discount of 10% on your big order.big order. ））5) 5) 请帮我预定一个单间。请帮我预定一个单间。 (Would you please book a single room for me?)(Would you please book a single room for me?)返回返回