Unit 3 Product Presentation

Unit3ProductPresentationPart1AtaFair1.SampleLearningSCRIPTSM:Nicetomeetyou.W:Nicetomeetyou,too.W:Howisyourproductcomparedwiththecompetitor’s?M:Ourproductisoverandaboveourrivals’productsinthreeaspects.It’sgoodinmaterial,fashionableindesignandsuperbinworkmanship.W:Soundimpressive,howaboutitsquality?M:Iguaranteeitsquality.ManagementandqualitycontroloftheproductconformtothestandardsofISO9000,soIstronglyrecommendthisproduct.I’msureyou’llbepleasedwithit.W:Isee,thequalitysoundsallright.Butyourpriceistoohigh,canyougiveusaquantitydiscount?M:Itdependsonthequantityyouorder.Normallythehighestquantitydiscountwecanofferis5.3%.W:Bytheway,willyousupplysparepartsifwewantthem?M:Certainly.Wealwayshavetheinterestofthecustomersinmind.W:Howlongisthewarranty?M:Weguaranteeourproductsfortwoyears.W:Howaboutrepairsafterthewarrantyexpires?M:Allrepairsarebilledatcost.W:Soundsgood!WouldyoumindifIasktoseeasurveyreportofyourproducts?Imayhaveafewmorequestionsaboutyourqualityanalysis.Questions:1.Howistheproductcomparedwiththerival’s?2.Whatkindofqualityandmanagementstandarddoesthecompanyadopt?3.Howmuchdiscountdoesthebuyerget?4.Howlongisthewarranty?5.Howaboutrepairsafterthewarrantyexpires?ANSWERS:1.D2.A3.C4.C5.C2.PassageComprehensionSCRIPTSProductpresentationsareanimportantpartofsellingyourproductstoprospectivecustomers.Inmanycases,especiallyinanexhibition,itwouldbethecustomers’firstimpressionofyourcompanyandyourproducts.Properpreparationisvitaltopresentingyourproductinthebestlightpossible.Thefollowingaretwokeyfactorsforasuccessfulproductpresentation.1.ProductDescriptionAllproductsaremadetobesold.Whenyouwanttosellyourproductstoyourcustomers,youmustrelyonyourproductdescriptiontoconvincepotentialcustomerstopurchaseyourmerchandise.Perhapsthemostimportantfactorsinaproductisthequalityoftheproduct.Itisimportanttogiveagoodandaccuratedescriptionofyourproductstoimpressandconvincethepotentialcustomerstobuytheproductswithoutusingexaggeratingwordstodeceivethem.Whenyouaretryingtodescribeaproducttoyourcustomers,youshouldstressthefollowingfactors:material,sizeandmeasurements,colorandpattern,possibleuses,quality,durabilityanddesign.2.CommunicationCommunicationisabsolutelyessential.Ifyouareatyourdisplaystandwithyourarmsfolded,yourshouldershangingandyourheaddown,chancesarethatyouarenotmakingtherightimpressionorconveyingtothepotentialcustomerthatyouareaprofessionalfirmwithalottooffer.Byattemptingtopresentyourselfwithyourarmsoutbytheside,strongshouldersandyourheadup,youwillgiveoffafarmorepositiveimpression.Asmilewillofcourseonlyaddtothis--butdon’toverdoit.TheJokerlookmaynotnecessarilyhelpyourcause!ANSWERS:6.T7.F8.F9.T10.F3.SampleImitatingANSWERS11.Howmanydidyouselllastseason12.it’seasytohandleanditworkswithlittlenoise13.controlledbymicro-computeranddisplayedbyLCD14.IntelligentProtectionFunctions15.user-friendlyPart2IntheShowroom1.SampleLearningSCRIPTSMissPanisshowingBillthesampleroom.W:Sinceweareshortoftime,shallwestartrightnow?M:I’mwonderingifyoucouldstartbyshowingmearoundyoursampleroom.W:That’sagoodidea.Hereweare.M:OK...(Inthesampleroom.)Wow,youhavegotalargecollectionofsamplecarpetshere.W:Yes.WearethelargestcarpetsmanufacturerinChina,andourcarpetshavebeenexportedtomorethan40countries.W:Thecarpetsfeelsmooth.W:Yousaidit.Asyouknow,theChinesetraditionalcarpetsareofbothartisticandpracticalvalue.WhiteCatbrandcarpetsproducedbyourcompanyrangefromsupergradewoolencarpets,naturalcolorwoolencarpetsmixedwithsilkandwool.Theyexcelinworkmanship,color,designanddurability.M:I’mgettinginterestedinthem.Whatdesignsdoyouhave?W:WehaveBeijingOlympicsDesign,FloralDesign,SceneryDesignandAnimalDesign.M:Soundsgood.W:AndIcanguaranteethequalityofourproducts.Wedon’tsacrificequalityforquickprofits.M:Well.We’rereallyinterestedinplacinganorderafternegotiation.Wecanstartthenegotiationassoonasyouwant.W:That’sgreat.I’mgladwe’llbeabletodobusinesstogether.M:Fine,bytheway,wouldyoumindifIasktoseeasurvey’sreportofyourproducts?W:Ofcoursenot.ANSWERS1.F2.F3.F4.N/M5.T2.PassageComprehensionSCRIPTSThefollowingisanoutlineforaproductpresentation.Youwillnotethatthemaximumnumberofslidesistwenty.Mostsalescallsallow30minutesfortheformalpresentation,attwominutesaslide,fifteenslidesistheappropriatenumber.Itisimportanttokeepyourpresentationpreciseotherwiseyourpointwillbedrownedoutinthequestionsaboutdetails.1)Introduction--Thisisnormallyjustatitleslidewherethespeakerintroduceshimselfandthepointoftheproductpresentation.Thisiswhereyouwanttohookyouraudienceandtellthemwhatisinitforthem.2)Agenda--Anagendaisoptional,butprovidesyouraudiencewhatyouaregoingtocoverinyourpresentation.Itpreventspeopleaskingquestionsearlyinthepresentationaboutinformationyouwillbecoveringlater.3)CompanyInformation--Thisisawaytoestablishcredibilityandtomaketheaudiencefeelcomfortablewithyourcompany.4)Positioning--Successfulproductshaveauniquetechnologyorpositioningthatsetsthemapartfromotherproductsinthemarket.Letyouraudienceknowhowyourproductisdifferentandwhytheyshouldlistentotherestofyourpresentation.5)Productdescription--Clearlydescribeyourproductintermsthatyouraudiencewillunderstand.Itmaybehelpfultohaveachartwiththeproductcomponents.6)Closingargument--Thisisyouropportunityfora“callforaction”.Youwanttosummarizeyourproductpresentationandaskyouraudiencetodosomething,ifthatisthepointofyourpresentation.ANSWERS6.maximumnumberofslidesistwenty7.whereyouwanttohookyouraudience8.peopleaskingquestionsearlyinthepresentationaboutinformationyouwillbecoveringlater.9.establishcredibility10.uniquetechnologyorpositioning3.SampleImitatingANSWERS11.C12.A13.B14.E15.DPart3TheProductLaunch1.SituationalDialogsSCRIPTS1.W:Thismodelofcomputerischaracterizedbyitshighqualityandsmallsize.It’salsoenergy-saving,easy-to-learn,easy-to-operate,economicalandpracticalforoldpeople.M:Butourcustomersaremainlymiddleschoolstudents.Q:Whatkindofcustomerissuitableforthismodelofcomputer?2.M:Thenewtypeofbicycledesignedbyourcompanyisveryingeniousandpractical.W:That’sattractive.Q:Whatarethemainfeaturesofthenewtypeofbicycle?3.W:Themaximumspeedofthiskindofelectricbicycleis45K/H.M:Isee.Youngpeoplewilllikeit.Q:What’sthemaximumspeedoftheelectricbicycle?4.W:Howabouttheprices?M:Ourproductsare15%cheapercomparedwiththecounterparts.Q:Howisthepriceofferedbythiscompany?5.W:Howmanydidyouselllastseason?M:About600000inall.Q:Howmanyproductsdidtheyselllastseason?ANSWERS1.B2.D3.A4.D5.B2.SampleLearningSCRIPTSW:Goodmorning,everyone.I’mproudtolaunchNokiaN85smartphone.Pleasehavealookatournewproduct.M:Itlooksbeautiful.W:TheN85smartphoneusesanopenoperatingsystemandboastsmanynewfunctions.ItisaphonewithadvancedfeatureslikeE-mail,theInternetbrowserande-bookreader.Ithasabuilt-inkeyboardandanexternalUSBkeyboard.Asyoucansee,it’ssleekandcompact.ParticularlyimpressiveisitsintegratedGPS,Wi-FiandBluetooth.Inotherwords,itisamini-computerthathasphonecapability.Thereisasampleforyou.I’dbegladtoansweranyofyourquestions.M:Doesithaveacamerafunction?W:Yes,theN85smartphoneboastsa5-megapixelcamerathatproducesgood-qualityphotosandvideos.M:HowmuchistheinternalmemorystoragecapabilityofNokiaN85?W:TheNokiaN85hasauseful85MBofinternalmemorystoragecapabilityinwhichyoucanstorepictures,songsandvideosfiles.ItalsosupportsmicroSDcardformemoryexpansionofupto8GB.M:What’sthedimensionofit?W:NokiaN85comesinacompactdesignasitsoveralldimensionis16mmx15mmx103mm.M:Thankyouforyourintroduction.I’venomorequestions.W:Thankyouforcomingtoourproductlaunch!ANSWERS√√×√√√×××3.SampleImitatingANSWERS6.preparationforthepressreleasetonight7.inchargeofthefinalmodification8.15majormediawillbeinvited9.wearlongerthanotherfabric10.materialiscarefullyselectedonthebasisofqualityLeisureTimeANSWERS1.Ididnottakethem.Iamnotstupid!Nobodygivesthingsbackandthenpaysforthem!2.She’sverycunning.