Unit 14: Working on A Stand

Saying it accurately

Kay works in marketing and is having a meeting with a potential customer, Jon. Number the sections of the conversation in the right order, 1-15.

Kay: Well, would you be interested in hearing more about our website design service to publicize what you do?
Kay: Hello Jon, nice to meet you. First of all, what line of work are you in?
Kay: And what does that involve exactly?
Jon: I'm a surveyor.
Kay: What sort of customers do you have?
Jon: Yes, I would.
Kay: Here's some more information on that then. And can I add you to our mailing list?
Jon: Well, I carry out valuations and building surveys on properties for clients.
Jon: That sounds like a good idea. I think it would be useful to keep up-to-date with any new marketing ideas.
Kay: What challenges do you face in your line of work?
Kay: And what do your customers want from you?
Jon: Hello Kay, I'm Jon.
Jon: We find it hard to get our message out to new clients without spending lots of money on advertising.
Jon: Mainly small businesses or private purchasers.
Jon: They are looking for a professional service that is delivered promptly and is good value for money.


Saying it clearly

Listen to the following questions and pay attention to how the intonation goes up and down in different questions.

1.What line of work are you in?
2.What does that involve exactly?
3.What sort of customers do you have?
4.What do your customers want?
5.What would help you to help your customers?
6.What issues do you face in your line of work?
7.Would you be interested in something that could make your life easier?
8.Would you like me to show you our new product?
9.Would you like to hear more about our new product?
10.Do you have a couple of minutes to look at our new product?

Saying it appropriately

Listen to three people on a stand who are trying to generate interest in a new product. Match the speakers to the descriptions.

Speaker 1A pushy and aggressive
Speaker 2B assertive and excited about their product
Speaker 3C shy and bored


Sometimes on a stand, you cannot do what a customer would like.

C: Can I take one of these demo software packages?
A: Unfortunately, I'm afraid I can't give you one. I'm sorry about that.

When you apologize, it is important to use the right phrase and to sound apologetic. Listen to these apologies and write in the missing words.
1.I'm ……………….. sorry but I haven't got any brochures left.
2.Unfortunately, I forgot to bring my business cards. I do ……………….. .
3.I'm ……………….. I can't help on you on this. I'll ask a colleague.

Listen to the apologies on the audio CD and repeat them. Make sure really do sound apologetic.

Get speaking

You work for a technology company on a stand at a trade fair. Start a conversation with a potential customer. Follow the cues. You start with the first question.

1.Ask him if you can help.
2.Ask him what line of work he is in.
3.Ask him who his customers are.
4.Ask him what his customers want.
5.Ask him what challenges he faces.
6.Ask him if he would be interested in hearing about a new video link teleconferencing system that would allow him to have meetings with customers around the world.