第四章Exhibitor acquisition work招展工作 (一)目的与要求 How to make sales calls/cold calls? What are the skills of making e-mail promotion? (二)教学内容 第一节Scenario1 1.主要内容 Sales call work.Sales call is an important part of exhibition organization.Emmy is trying to persuade a potential customer to participate in the show,but it's not an easy way.The following conversation is what most sales staff encounter to make cold calls. 2基本概念和知识点 How to make sales phone call? ◆Branding eg:This is ...Company. Go direct to the point.(Because the customers don't have much time to listen to you.) eg:I'd like to invite you to exhibit in. Give preferential conditions. eg:1.If you reserve the space earlier,you can get an early-bird discount. 2.As you are a leading player in this sector,we can offer a preferential package for your participation if you take a larger space. 3.Maybe some show updates would be good for you to keep pace with the latest progress. 3.问题与应用（能力要求） Practicing the following dialogues: 某公司A向潜在客户B打由话： A:你好，我是。。，我们现在在广州举办…展览会。时间明年5月份， 10 10 第四章 Exhibitor acquisition work 招展工作 （一）目的与要求 How to make sales calls/cold calls? What are the skills of making e-mail promotion? （二）教学内容 第一节 Scenario 1 1.主要内容 Sales call work. Sales call is an important part of exhibition organization. Emmy is trying to persuade a potential customer to participate in the show, but it’s not an easy way. The following conversation is what most sales staff encounter to make cold calls. 2 基本概念和知识点 How to make sales phone call? ◆Branding eg: This is …Company. ◆Go direct to the point.(Because the customers don’t have much time to listen to you .) eg:I’d like to invite you to exhibit in … ◆ Give preferential conditions. eg:1. If you reserve the space earlier, you can get an early-bird discount. 2. As you are a leading player in this sector, we can offer a preferential package for your participation if you take a larger space. 3.Maybe some show updates would be good for you to keep pace with the latest progress. 3. 问题与应用（能力要求） Practicing the following dialogues: 某公司 A 向潜在客户 B 打电话： A：你好，我是。。。，我们现在在广州举办……展览会。时间明年 5 月份