BEP 85 INT – Sales: Informal Product Presentation

In this Business English Podcast lesson, we’re going to look at the language of presenting your products and services to potential clients in informal situations.

Following on from our episode¹ on hosting a site visit, we return to our friends at the railway tunnel. Stanley Wang is a site agent for a railway construction project in western China. He has just taken Matt and Paul, sales engineers from a small American company, on a tour of the tunnel. Now, in the evening, Stanley and his boss Bill Zhang are hosting a dinner for Matt and Paula. The group is discussing possibilities for future cooperation.

In many countries and cultures around the world, informal occasions – such as a friendly meal or a game of a golf – are more important to the sales process than a formal presentation in the boardroom. And so in this episode, we’ll be studying language for presenting our products in such casual situations. In particular, we’ll see how you can sell your products in relation to your customers’ needs with a few soft-sell techniques.

Listening Questions:
1) Were Matt and Paula able to go to the tunnel face, that is, the end of the tunnel?
2) What is the main point of interest that Matt and Paula pursue in the discussion?
3) What are the advantages that Matt and Paula’s device have over traditional surveying methods?

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n.（作品的一段）情节，插曲，系列事件中之一

参考例句：

• The episode was a huge embarrassment for all concerned.这段小插曲令所有有关人员都感到非常尴尬。
• This episode remains sharply engraved on my mind.这段经历至今仍深深地铭刻在我的心中。