合理设计展台，提高企业整体形象

I’ve come to make sure that your stay in Beijing is a pleasant one.我特地为你们安排使你们在北京的逗留愉快。 You’re going out of your way for us, I believe.我相信这是对我们的特殊照顾了。 It’s just the matter of the schedule,that is,if it is convenient for you right now.如果你们感到方便的话，我想现在讨论一下日程安排的问题。 I think we can draw up a tentative plan now.我认为现在可以先草拟一具临时方案。 If he wants to make any changes,minor alternations can be made then.如果他有什么意见的话，我们还可以对计划稍加修改。 Is there any way of ensuring we’ll have enough time for our talks?我们是否能保证有充足的时间来谈判？ So our evenings will be quite full then?那么我们的活动在晚上也安排满了吗？ We’ll leave some evenings free,that is,if it is all right with you.如果你们愿意的话，我们想留几个晚上供你们自由支配。 We’d have to compare notes on what we’ve discussed during the day.我们想用点时间来研究讨论一下白天谈判的情况。 That’ll put us both in the picture.这样双方都能了解全面的情况。 Then we’d have some ideas of what you’ll be needing.那么我们就会心中有点儿数，知道你们需要什么了。 I can’t say for certain off-hand.我还不能马上说定。 Better have something we can get our hands on rather than just spend all our time talking.有些实际材料拿到手总比坐着闲聊强。 It’ll be easier for us to get down to facts then.这样就容易进行实质性的谈判了。 But wouldn’t you like to spend an extra day or two here?你们不愿意在北京多待一天吗？ I’m afraid that won’t be possible,much as we’d like to.尽管我们很想这样做，但恐怕不行了。 We’ve got to report back to the head office.我们还要回去向总部汇报情况呢。 Thank you for you cooperation.谢谢你们的合作。 We’ve arranged our schedule without any trouble.我们已经很顺利地把活动日程安排好了。 Here is a copy of itinerary we have worked out for you and your friends.Would you please have a look at it?这是我们为你和你的朋友拟定的活动日程安排。请过目一下，好吗？ If you have any questions on the details， feel free to ask.如果对某些细节有意见的话，请提出来。 I can see you have put a lot of time into it.我相信你在制定这个计划上一定花了不少精力吧。 We really wish you’ll have a pleasant stay here.我们真诚地希望你们在这里过得愉快。 I wonder if it is possible to arrange shopping for us.我想能否在我们访问结束时为我们安排一点时间购物。 Welcome to our factory.欢迎到我们工厂来。 I’ve been looking forward to visiting your factory.我一直都盼望着参观贵厂。 You’ll know our products better after this visit.参观后您会对我们的产品有更深的了解。 Maybe we could start with the Designing Department.也许我们可以先参观一下设计部门。 Then we could look at the production line.然后我们再去看看生产线。 These drawings on the wall are process sheets.墙上的图表是工艺流程表。 They describe how each process goes on to the next.表述着每道工艺间的衔接情况。 We are running on two shifts.我们实行的工作是两班倒。 Almost every process is computerized.几乎每一道工艺都是由电脑控制的。 The efficiency is greatly raised,and the intensity of labor is decreased.工作效率大大地提高了，而劳动强度却降低了。 All produets have to go through five checks in the whole process.所有产品在整个生产过程中得通过五道质量检查关。 We believe that the quality is the soul of an enterprise.我们认为质量是一个企业的灵魂。 Therefore,we always put quality as the first consideration.因而，我们总是把质量放在第一位来考虑。 Quality is even more important than quantity.质量比数量更为?38 Quality is even more important than quantity.质量比数量更为重要 I hope my visit does not cause you too much trouble.我希望这次来参观没有给你们增添太多的麻烦。 Do we have to wear the helmets?我们得戴上防护帽吗？ Is the production line fully automatic?生产线是全自动的吗？ What kind of quality control do you have?你们用什么办法来控制质量呢？ All products have to pass strict inspection before they go out.所有产品出厂前必须要经过严格检查。 What’s your general impression,may I ask?不知您对我们厂总的印象如何？ I’m impressed by your approach to business.你们经营业务的方法给我留下了很深的印象。 The product gives you an edge over your competitors,I guess.我认为你们的产品可以使你们胜过竞争对手。 No one can match us so far as quality is concerned.就质量而言，没有任何厂家能和我们相比。 I think we may be able to work together in the future.我想也许将来我们可以合作。 We are thinking of expanding into the Chinese market.我们想把生意扩大到中国市场. The purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.我此行的目的正是想探询与贵公司建立贸易关系的可能性。 We would be glad to start business with you.我们很高兴能与贵公司建立贸易往来。 I’d appreciate your kind consideration in the coming negotiation.洽谈中请你们多加关照。 We are happy to be of help. 我们十分乐意帮助。 I can assure you of our close cooperation.我保证通力合作。 Would it be possible for me to have a closer look at your samples?可以让我参观一下你们的产品陈列室吗？ It will take me several hours if I really look at everything.如果全部参观的话，那得需要好几个小时。 You may be interested in only some of the items.你也许对某些产品感兴趣。 I can just have a glance at the rest.剩下的部分我粗略地看一下就可以了。 They’ve met with great favor home and abroad.这些产品在国内外很受欢迎。 All these articles are best selling lines.所有这些产品都是我们的畅销货。 Your desire coincides with ours.我们双方的愿望都是一致的。 No wonder you’re so experienced.怪不得你这么有经验。 Textile business has become more and more difficult since the competition grew.随着竞争的加剧，纺织品贸易越来越难做了。 Could I have your latest catalogues or something that tells me about your company?可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗？ At what time can we work out a deal?我们什么时候洽谈生意？ I hope to conclude some business with you.我希望能与贵公司建立贸易关系。 We also hope to expand our business with you.我们也希望与贵公司扩大贸易往来。 This is our common desire. 这是我们的共同愿望。 I think you probably know China has adopted a flexible policy in her foreign trade.我想你也许已经了解到中国在对外贸易中采取了灵活的政策。 I’ve read about it,but I’d like to know more about it.我已经知道了一点儿，但我还想多了解一些。71 Seeing is believing. 百闻不如一见。 I would like to present our comments in the following order.我希望能依照以下的顺序提出我们的看法。 First of all, I will outline the characteristics of our product.首先我将简略说明我们商品的特性。 When I present my views on the competitive products, I will refer to the patent situation.专利的情况会在说明竞争产品时一并提出。 Please proceed with your presentation.请开始你的简报。 Yes, we have been interested in new system.是的，我们对新系统很感兴趣。 Has your company done any research in this field?请问贵公司对此范畴做了任何研究吗？ Yes, we have done a little. But we have just started and have nothing to show you.有，我们做了一些，但是因为我们才刚起步，并没有任何资料可以提供给你们。 If you are interested, I will prepare a list of them.如果您感兴趣的话，我可以列表让你参考。 By the way, before leaving this subject, I would like to add a few comments.在结束这个问题之前顺便一提，我希望能再提出一些看法。 I would like to ask you a favor.我可以提出一个要求吗？ Would you let me know your fax number?可以告诉我您的传真机号码吗？ Would it be too much to ask you to respond to my question by tomorrow?可以请你在明天以前回复吗？ Could you consider accepting our counterproposal?你能考虑接受我们的反对案吗？ I would really appreciate your persuading your management.如果你能说服经营团队，我会很感激。 I would like to suggest that we take a coffee break.我建议我们休息一下喝杯咖啡。 Maybe we should hold off until we have covered item B on our agenda.也许我们应该先谈论完B项议题。 As a matter of fact, we would like to discuss internally regarding item B.事实上，我们希望可以先内部讨论B项议题。 May I propose that we break for coffee now?我可以提议休息一下，喝杯咖啡吗？ If you insist, I will comply with your request.如果你坚持，我们会遵照你的要求。 We must stress that these payment terms are very important to us.我们必须强调这些付款条件对我们很重要。 Please be aware that this is a crucial issue to us.请了解这一点对我们至关重要。 I don’t know whether you realize it, but this condition is essential to us.我不知道你是否了解，但是，这个条件对我们是必要的。 Our policy is not to grant exclusivity.我们的方针是不授与专卖权。 There should always be exceptions to the rule.凡事总有例外。 I would not waste my time pursuing that.如果是我的话，不会将时间浪费在这里。 Would you care to answer my question on the warranty?你可以回答我有关保证的问题吗？ I don’t know whether you care to answer right away.我不知道你是否愿意立即回答。 I have to raise some issues which may be embarrassing.我必须提出一些比较尴尬的问题。 Sorry, but could you kindly repeat what you just said?抱歉，你可以重复刚刚所说的吗？ It would help if you could try to speak a little slower.请你尽量放慢说话速度。 Could you please explain the premises of your argument in more detail?你能详细说明你们的论据吗？ It will help me understand the point you are trying to make.这会帮助我了解你们的重点。 We cannot proceed any further without receiving your thoughts with respect to the manner of payment.我们如果不了解你们对付款方式的意见，便不能进一步检讨。 Actually, my interest was directed more towards what particular markets you foresee for our product.事实上，我关心的是贵公司对我们产品市场的考量。 We really need more specific information about your technology.我们需要与贵公司技术相关更专门的资讯。 Our project must proceed at a reasonably quick tempo. Surely one month is ample time, isn’t it?这个计划必须尽速进行。一个月的时间应该够了吧？ I will try, but no promises. 我会试试看，但是不敢保证。 I could not catch your question. Could you repeat it, please?我没听清楚你们的问题，你能重复一次吗？ The following answer is subject to official confirmation.以下的答案必须再经过正式确认才有效。 Let me give you an indication.我可以提示一个想法。 Please remember this is not to be taken as final.请记得这不是最后的回答。 Let’s imagine a hypothetical case where we disagree.让我们假设一个我们不同意的状况。 Just for argument’s sake, suppose we disagree.为了讨论各种情形，让我们假设我方不同意时的处理方法。 There is no such published information.没有相关的出版资料。 Such data is confidential. 这样的资料为机密资料。 I am not sure such data does exist.我不确定是否有这样的资料存在。 It would depend on what is on the list.这要看列表内容。 We need them urgently. 我们急需这些资料。 All right. I will send the information on a piecemeal basis as we acquire it.好。我们收齐之后会立即寄给你。 I’d like to introduce you to our company. Is there anything in particular you’d like to know?我将向你介绍我们的公司，你有什么特别想知道的吗？ I’d like to know some information about the current investment environment in your country?我想了解一下贵国的投资环境。 I’d like to know something about your foreign trade policy.我非常想了解有关贵国对外贸易的政策。 It is said that a new policy is being put into practice in your foreign trade.据说你们正在实施一种新的对外贸易政策。 Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.我们的对外贸易政策一向是以平等互利、互通有无为基础的。 We have adopted much more flexible methods in our dealings.我们在具体*作方法上灵活多了。 We have mainly adopted some usual international practices.我们主要采取了一些国际上的惯例做法。 You have also made some readjustment in your import and export business, have you?你们的进出口贸易也有一些调整，对吗？ We are sure both of us have a brighter future.我们相信双方都有一个光明的前景。 How would you like to proceed with the negotiations?你认为该怎样来进行这次谈判呢？ Perhaps you’ve heard our product’s name. Would you like to know more about it?也许你已听说过我们产品的名称，你想知道更多一点吗？ 展览行业面临着严峻的新挑战，这表现在以下两方面：

首先，企业面临着日趋激烈竞争，降低成本成了立足市场的一个关键。据专家的经验，展览业的行情取决于经济景气状况。景气时，企业有较为宽松的预算，大大小小的展览会都乐得参加，而且要求豪华的展台，口袋里的钞票好像取之不尽。然而遇到经济不景气，他们就会就得缩手缩脚，迟疑不决，即使参加展览会，也不敢铺张，场地布置只好因陋就简。从总的情况看，企业在展览会方面的支出日趋紧缩，所以不少企业采取了丢卒保车的策略，即放弃小的展览会，集中人力物力于大的展览会。

第二，其它媒体手段的迅速发展，使得企业有了多种信息转播和与外界联系的渠道，因此一种有一定代表性的观点认为，既然企业通过计算机网络可以超越时间和空间的限制，与任何人联系，那么就不一定像以前一样非参加展览会不可，换言之，与那些时兴的电子媒体相比，从“赶集”发展而来的展览会似乎显得落伍了。

展览行业的前景究竟如何？对此持乐观态度的业内人士提出了有力的论据，这就是展览会上那种厂商与观众面对面的、有针对性的接触与交流。在此人们通过交谈，也通过非语言形式的交流，相互了解，建立信任。这种交流完全是因人而异、有的放矢的，因而也就容易取得成效。这是展览会无可取代的优势所在。有些高技术产品或服务特别需要专业人员亲自向顾客讲解和演示，参加展览会就显得特别重要。

但是上述两方面的挑战是客观存在的，展览会必须积极地适应这些变化，采用有效的对策，才能长期立于不败之地。对此不少专家展开讨论，共同的意见是展览会的地位作用必须重新定义，要把参加展览会与企业整个公关工作、企业整体形象树立和宣传有机地接合起来，要采取各种可能的措施降低参展成本。落实这些原则首先体现在展台的设计与搭建上。展台的设计应体现和加强企业形象，反映企业精神。展览会不再是摆摊推销卖货，它不应再孤立地展示个别的产品，而是以产品为载体通过综合的手段展示企业整体，它的能力，它的档次。除了产品本身的介绍和推销之外，这些手段还要包括广泛的信息传播、交流、广告、公关和咨询等。使观众在了解产品的同时，也在一定程度上加深了对企业的印象。因此在展台设计与搭建时，要围绕这个中心，做到以下几点：

充分利用各种可能的要素，例如，展台的形成、材料、音响、光线、色彩和其它装潢用品，不断给观众以新鲜感，刺激其好奇心，使他们对展台产生兴趣，进而产生与展览者谈话的愿望。展台的设计要强调个性，同时要在空间上和气氛上方便交谈，如果能使人在此既有“别有洞天”之感，又仿佛宾至如归，那就理想不过了。展台要素的配套使用还应有助于增强工作人员谈话内容的说服力，使顾客的瞬间好感在有限的时空内能够反复得到证实和加强，为展览会后的联系打下基础。 展台设计还要考虑到与展览会期间企业计划举办的其它活动配套。越来越多的大企业把展览会当成了进行题公关活动的好场所，除了展览本身以外，他们还在展览会期间同时举行各种各样的会议、研讨会、表演或招待会等活动，因为展览会期间观众量大而且集中，这些活动与展览同时举行，影响大又节约开支。这在另一方面对展台搭建提出了新的要求。归根结底，企业对参展的态度还取决于经济上是否划算。因此在保证效果的同时，还要算好经济账，尽可能使用新型的、可重利用的展台材料，认真研究设计方案，减少不必要的开支。一言以蔽之，对企业来说，当然少花钱多办事最好。但是这是说起来容易，做起来难的事情。它需要展台设计和搭建人员更加具有想象力、创造性和灵活性。 于是现在有这样一种趋势，即大企业开始撤销内部的展览会负责部门，而把展览会整个设计组织委托给展览会服务公司或者类似的广告公司，从展台设计到各种配套活动的举办，均由后者负责计划、组织和实施。这一方面提高了展览会建设的专业化程度，另一方面也给了企业讨价的可能性。所以有关广告服务公司在价格和时间方面的压力往往是很大的，但可能也唯有如此，才能有效促进展览行业专业化的进程，使其更加适应市场竞争的要求。

来源：网摘