reading and speaking 制作者：李响制作者单位：广东警官学院高等教育出版社...

Reading and Speaking

制作者：李响制作者单位：广东警官学院高等教育出版社高等教育电子音像出版社

Unit 4 Attending Fairs and Exhibitions

Getting Things Ready1

Things to Do2

Things to Write3

More Things to Do4

Career Skill Description

Section 1 Getting Things Ready

1

• get information related to Fairs

• make preparation for attending Fairs

• prepare a catalogue

In this unit, you will learn how to:

2

3

Activity 2: Read the passage in Section 2 and complete the following paragraph.


Every trade show offers a 1) ________ to find products or services to buy, to find 2) _______ for products or services that you want to sell or build a professional network with people. To 3) _________ you get the most value out of 4) _______ the trade show, you should focus on what you want out of the trade show first. Then, choose the trade show that best helps you achieve that 5) ________.

chance

buyers

guarantee attending

goal

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Section 2 Things to Do

Things to Do

Activity 2

Listen and Write Read and Think

Activity 1

back

approachapproach

reapreap

optionoption

booth booth

specializespecialize

professionalprofessional

specificspecific

vendorvendor

offer offer


Activity 1 Listen and Write.

guaranteeguarantee

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Question 3 If you want to sell products, how can you find buyers for your product?

Question 2What does a trade show offer?

Question 1How to decide what show to attend ?

Section 2 Read and Think

Which Trade Show to Attend?

There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key is to be clear about your goals. That will guarantee you get the most value out of it. 1. Find products or services to buy If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much more options and a much greater selection area.

w s

2. Find buyers for products or services that you sell If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesn’t necessarily have to fit the theme of the trade show: it only has to fit the customer.


w s


3. Build a professional network with people on either a local or national scale As the old saying goes, it’s not “what” you know but “who” you know that matters. And trade shows offer an excellent forum to meet and greet other professionals. First, select a trade show aimed at your professional groups, ask questions to make sure you understand their business and explain a little bit about what you do and how you will be able to help them in their business. Then, exchange business cards and ask to schedule a formal meeting later on to discuss it in greater depth. These three approaches, when used well, will help ensure that your trade-show dollars reap incredible dividends. Just remember, focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal. (341 words)

translationtranslation

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Task 1 Test your problem-solving ability.

What is China Import and Export Fair? China Import and Export Fair, also called Canton Fair, is held twice a year in spring and autumn since it was inaugurated in the spring of 1957. It has become a comprehensive international trade event in China with the longest history, the largest scale, the most complete exhibit variety, the broadest distribution of buyers, the biggest buyer attendance, the greatest business turnover, and the soundest credibility.

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Task 2 Tell whether the following statements are true or false. Write T for True and F for False.1. To be clear about your goal is the key to decide what trade show

to attend.2. As a buyer, you should choose the trade show with few vendors

for the products you are shopping for. 3. The trade show with as many vendors as possible for the product

you are shopping for can offer yourself more options. 4. It will be helpful to be clear about who your customers are if yo

u want to sell products. 5. When attending a trade show your product has to fit the theme o

f the show. 6. Trade shows offer an excellent forum to meet and greet other pro

fessionals.

T

T

F

T

next

F

T


1. What are the goals of attending a trade show? Find products or services to buy; find buyers for products or

services that you sell and build a professional network with people on either a local or national scale.

2. How do you decide which trade shows to attend? When deciding which trade show to attend, the key is to be cle

ar about the goals. 3. What should you do if you are looking for a specific product? We should choose a trade show with as many vendors as possi

ble for the product.

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Task 3 Give brief answers to the following questions.


4. What will help you if you want to sell your products?

It helps to be clear about who the customers are.

5. Where can you find an excellent forum to meet and greet other professionals?

Trade shows offer an excellent forum to meet and greet other professionals.

6. What should you do to ensure that your trade-show dollars reap incredible dividends?

Focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal.

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Task 4 Match A with B.

1- g 2-b 3-h 4-f 5-j 6-a 7-i 8-c 9-d 10-e


Task 5 Fill in the blanks with the right words or phrases. Change the form where necessary.

1. The trade show __________ a chance to practice your English.

2. They ________________ the delivery of our products on time.

3. To attend a fair you should have a ____________ target.

4. Their company _____________ the artificial flowers.

guarantee specializes in compete with professional specific option focus on reap as many as possible offer

offers

have guaranteed

specific

specializes in


5. He is confident in his _______________ ability.

6. My job in the company is to ______________overseas clients.

7. We have no _______________ in that kind of product.

8. We ______________ what we sow.

9. We cannot hope to _____________ so experienced a company.

10. We must unite ____________ people ___________.

professional

focus on

option

reap

compete with

as many as possible

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Section 3 Things to Write

Things to Write

Activity 2: Applied Writing

Prepare a Catalogue Complete a Catalogue

Activity 1: Task-based Writing

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Activity 1: Task-based Writing.

Prep

are a Catalogu

eP

repare a C

atalogue

Task 1 Study the following tips for writing.

Task 2 Study the following language for writing.

Task 3 Study the following model for writing.

Task 4 Find a company online, study the catalogue.

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When preparing a catalogue for the fair, in general, you should include the following:

1. Company information: a brief introduction to your company: name, history, reputation, trade, and so on.

2. Product information: names, models ( 型号 ), photos with descriptions, specification, price, place of origin, payment terms, etc. of your products.

3. Contact information: address, contact person, email address, telephone, fax, website, etc.

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Task 1 Study the following tips for writing.


Task 2 Study the following language for writing.

deal in 经营distributors 分销商

merchandise 商品，货物priority 优先配给；优先考虑的事

registered capital 注册资金specialize in 擅长于 , 专攻


Sentence patterns:... is a professional manufacturer of furniture. Our company specilizes in the trade of cosmetics ( 化妆品 ).… Company is well known for exportation of shoes.Our main products include towels, bed-sheets and blankets.Our corporation ranks high in the world.… has established partnerships with the wholesalers, importers

and distributors from eighty countries and regions all over the world.

If you have any question, please don’t hesitate to contact us.

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Task 3 Study the following model for writing.

Catologue of Guangdong LIGHT INDUSTRIAL PRODUCTS IMP. & EXP. HOLDINGS CORPORATION

1. IntroductionNumber of Staff: 101 Registered Capital: 128 680 000 (RMB) Year of Foundation: 1994 Business Type: Trading With more than 30 years history of handling import and export trade, GLIP is one of the key developing enterprises in Guangdong province. It is well known for exportation of light industrial products. We deal in thousands of merchandises and 43


main-registered trademarks and follows ISO9001 international quality management system with the certificate granted by the BSI Company. Our quality policy is “quality priority, reputation first, service sincere, customer satisfactory.”

2. Products Showroom

Product Name: Antique Furniture

Model No. : at002

Place of origin: Guangdong, CHINA

Brand: GLIP

Description: Wooden with good quality.


Model No. : at003Place of origin: Guangdong, CHINA Brand: GLIP Description: pure wooden with good quality.

3. Contact usCompany Name: GUANGDONG LIGHT INDUSTRIAL

PRODUCTS IMP. & EXP. HOLDINGS CORPORATION Address: 52, DEZHENG ROAD SOUTH, GUANGZHOU,

CHINA


Province/city: GUANGDONGGUANGZHOU

Post code: 510110

Person to Contact: Linda Huang

Tel: 86-020-83331499

Fax: 86-020-83330181

Website: http://WWW.GLIP.COM.CN

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Task 4 Find a company online you are interested in and study the catalogue.

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Task 1 Look at the following words or expressions.

brand 牌子，商标category 类别

description 叙述；描写patent 专利权

Place of Origin 原产地Products Showroom 产品橱窗

record 记录registered 登记的；注册的

specification 规格


GUANGDONG FOREIGN TRADE IMP. & EXP.CORP

1. Introduction

Number of Staff: 350

1) _________________ ( 注册资本 ): 36 930 000(RMB)

Year of Foundation: 1984

Business Type: Trading

Exhibition Record: 104, 103, 102, 101, 100 Canton Fair

GFTC 2) ____________________ ( 成立于 1984 年 ). Since 1990, the company’s annual

Task 2 Complete the catologue by translating

the Chinese given in brackets into English.

Registered Capital

was established in 1984


volume of import and export amounts to 500 million US Dollars, and it 3) _________________________________ ( 位列“中国前 500 强企业” ). 4) __________________________ ( 主要从事于 ) production of and trade in furniture, stationery & sports goods, daily necessities and household appliance. 2. Products ShowroomName: Breakfast set Category: Furniture — Furniture for Domestic Indoor Model No.: bb15) ________________ ( 产地 ): CHINA Brand: GFTC Description : good quality, good price, patent owned

ranks among China’s top 500 enterprises

It has mainly been engaged in

Place of origin


3. 6) _________________ (联系方式 )Company Name : GUANGDONG FOREIGN TRADE IMP.&

EXP.CORP. Address: 15-18/F GUANGDONG FOREIGN ECONOMIC &

TRADE BUILDIN 351# TIANHE ROAD, GUANGZHOU CITY

Province/city: GUANGDONG, GUANGZHOU Post code: 510620 Person to Contact: Yadan Chen Tel: 86-20-38800027 Fax: 86-20-38802495 Website: http://www.gftiec.com

Contact us

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Section 4 More Things to Do

More Things to Do

Activity 2

Reading More Focus on Grammar

Activity 1

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A Brief Introduction to Expo 2010 Shanghai China

Expo 2010 Shanghai China will be the first registered World Exposition ( 博览会 ) in a developing country, which will be 1) ________ from 1st May to 31st October, 2010.

Expo 2010 Shanghai will be a great 2) ________ to explore the full potential of urban ( 城市的 ) life in the 21st century and a significant period in urban evolution ( 演变 ). Its 3) _______ is


aboard held rely theme present decide try abroad offer on as well as various support event on the other hand grand

Task 1 Read the passage and fill in the blanks with appropriate words from the box below.

held

event

theme


“Better City, Better Life”, representing the common wish of the whole humankind for a better living in future urban environments, which represents a central concern of the international community for future policy making, urban strategies and sustainable ( 可持续的 ) development.

There is no doubt the Chinese people will 4) ________ to the world a successful, splendid and unforgettable exposition. Expo 2010 Shanghai China will center on innovation ( 创新 ) and interaction. And it will also be a 5) _________ international gathering. On the one hand, we shall endeavor ( 努力 ) to attract about 200 nations and international organizations to take part in the exhibition 6) ________70 million visitors from home

present

grand

as well as


and 7) ________, ensuring the widest possible participation in the history of the World Expositions. 8) _______________, we will put Expo 2010 Shanghai China in a global perspective and do our best to encourage the participation and gain the understanding and support of 9) ________ countries and peoples, in order to turn Expo 2010 Shanghai China into a happy reunion of people from all over the world. In addition, Expo 2010 Shanghai China will 10) ________a wonderful opportunity for cross-culture dialogues. Before the conclusion of the Exposition, a “Shanghai Declaration” will be issued.

abroad

various

on the other hand

offer


The Chinese Government will go to great lengths ( 不遗余力 ) to make Expo 2010 Shanghai China a special event that carries on traditions and opens a new vista into the future. Our motto is: “Keeping in mind the next 60 years’ development while preparing for the six months’ Exposition.” We count on the continuing attention, support and participation of all the peace-loving countries.


Task 2 Choose the answer that best completes each sentence.

1. Expo 2010 Shanghai China will be the first registered World Exposition in ________.

A) a developed country

B) Asia

C) a developing country

D) London


2. The theme of Expo 2010 Shanghai China will be __________.

A) “Better City, Better Life”

B) “Better country, Better life”

C) “New City, New life”

D) “New urban, New Plan”


3. The visitors to Expo 2010 Shanghai China are expected to amount to _____

A) 200 million

B) 70 million

C) 170 million

D) 60 million


4. The word “vista” in the 2nd sentence of Paragraph 4 most probably means _________.

A) view

B) hope

C) meaning

D) idea


5. The passage makes a short introduction to _________.

A) Expo 2010 Shanghai China

B) the products exhibited in Expo 2010 Shanghai China

C) how to attend Expo 2010 Shanghai China

D) the location of Expo 2010 Shanghai China

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Read and Think


There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key is to be clear about your goals. That will guarantee you get the most value out of it.

1. Find products or services to buy

If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much more options and a much greater selection area.

back

Read and Think


There is a trade show for every conceivable purpose these days. When you are deciding what trade show to attend, the key is to be clear about your goals. That will guarantee you get the most value out of it.

1. Find products or services to buy

If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for, which can give yourself much more options and a much greater selection area. back

Read and Think

2. Find buyers for products or services that you sell

If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesn't necessarily have to fit the theme of the trade show: it only has to fit the customer.

back

Read and Think

2. Find buyers for products or services that you sell

If you want to sell products, it helps to be clear about who your customers are. For instance, if your company specializes in fireplaces, and you have a booth at a home show, you now have to compete with all the other fireplace vendors that have booths at the same show. While in a wine-tasting trade show, you will be able to target many of the same clients but with far less competition. As you see, your product doesn’t necessarily have to fit the theme of the trade show: it only has to fit the customer.

back

Read and Think

3. Build a professional network with people on either a local or national scale As the old saying goes, it’s not “what” you know but “who” you know that matters. And trade shows offer an excellent forum to meet and greet other professionals. First, select a trade show aimed at your professional groups, ask questions to make sure you understand their business and explain a little bit about what you do and how you will be able to help them in their business. Then, exchange business cards and ask to schedule a formal meeting later on to discuss it in greater depth. These three approaches, when used well, will help ensure that your trade-show dollars reap incredible dividends. Just remember, focus on what you want out of the trade show first. Then, choose the trade show that best helps you accomplish that goal. (341 words)

back

Language Study

When you are deciding what trade show to attend, the key is to be clear about your goals.

The key is…: The most important thing is… 关键是 ···

For example:

To learn the skill well, the key is to do more practice. 要学好这个技能，关键是要多练。

To promote business, the key is to get more orders. 要繁荣生意，关键是要多弄到些订单。

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Language Study

If you are looking for a specific product, you should choose a trade show with as many vendors as possible for the product you are shopping for.

As… as possible: 尽可能 ···

For example:

You are supposed to effect the shipment as soon as possible. 你们应该尽速安排装运。

Please speak as loudly as possible. 请尽量说大声一点。

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Language Study

guarantee: v. to ensure; to promise or make certain 保证 , 担保For example:

Good planning will guarantee success. 好的计划是成功的保证。I guarantee that you’ll get useful information in the fair. 我保证

你能从这个交易会获得有用的信息。

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Language Study

specific: a. explicit, particular, or definite 具体的；明确的For example:

Please be more specific about your requirement. 请具体表明你们的要求。

I want a specific answer about the price. 我想要一个明确的价钱答复。

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Language Study

vendor: n. a person who sells something, esp. real property 卖方，小贩

For example:

The vendor signed a contract with the purchaser. 卖方与买方签订了契约。

It is a document sent to a vendor requesting goods or services. 这是一种提交给卖方的，关于购买货物和服务要求的单据。

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Language Study

option: n. the act of choosing; the power or liberty to choose 选择 ; 选择权For example:

Another option to consider is volunteer work. 另一可考虑的选择是去做义务工作。He had no option but to agree. 他除了同意外别无选择。

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Language Study

specialize in: to concentrate on a particular activity or product 专门从事；专营For example:

We specialize in wood furniture. 我们专门经营木家具。Their company specializes in fireplaces. 他们公司专门经营壁炉。

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Language Study

booth: n. a stall for the display, esp. a temporary one at a fair or market 摊位

For example:

Welcome to our booth. 欢迎到我们的展位来。I am taking down the booth. 我在拆除摊位。

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Language Study

compete with ： to make efforts to gain an advantage or win a victory over 与 ··· 竞争

For example:

We cannot compete with so experienced a company. 我们无法与如此经验丰富的公司竞争

Small shops cannot compete in prices with the big companies. 小店是无法在价格上跟大公司进行竞争的。

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Language Study

Your product doesn’t necessarily have to fit the theme of the trade show; it only has to fit the customer.

not necessarily… 不一定 ···

For example:

It does not necessarily show you will get the order. 这并不表明你能获得那个订单。

Luxury does not necessarily give you happiness. 奢侈不一定给你快乐。

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Language Study

professional: a. of, relating to, suitable for, or engaged in as a profession 职业 ( 性 ) 的 , 业务的

For example:

He is a professional manager. 他是一个专业管理者。I am confident in his professional ability. 我对他的业务技能很

有信心。

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Language Study

on a... scale: at a relative level or to a certain degree 在 ··· 层面；以 ··· 的规模

For example:

We need to organize a business activity especially one run on a large scale. 我们要组织一次大规模的商业活动。

It was a business deal on a trivial scale. 这是一次价值不高的商业交易。

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Language Study

aim at: to propose to do something; intend 打算；以 ··· 为目标For example:

We must aim at increasing/to increase exports. 我们要力求增加出囗货物。

The factory must aim at increasing production. 工厂应该以增加生产为目的。

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Language Study

in depth: thoroughly; deeply 彻底地；深入地For example:

He has studied the product in depth. 他深入地研究了那个产品。

You should think about the agreement at length and in depth. 你应该充分彻底地考虑那个协议。

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Language Study

ensure: v. make sure 确保For example:

Try to ensure that this timetable is strictly kept to. 务必确保严格遵守该时间表

Please ensure that the goods could be delivered on time. 请确保按时交货。

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Language Study

reap: v. to gain or get (something) as a reward 收获，获得For example:

Sow nothing, reap nothing. 春不播，秋不收。We reap benefits of the deal. 我们在那次交易中获得好处。

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Language Study

focus on: to concentrate attention or energy on 集中注意力或能力

For example:

Focus on life. 瞄准生活。As students, we must focus on our studies. 作为学生我们应把

注意力集中在学习上。

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Translation

如何选择展会现代社会里什么样的展会都有。如何选择展会，关键是要清楚你自己的目标，只有这样，才能保证参展给你带来最大的价值。1. 寻找合适的产品或服务如果你找的是一个具体的产品，选择一个拥有最多出售你欲购买产品的卖方的展会将会给你带来更多的选择和更大的选择范围。2. 为你的产品或服务寻找买家如果你想出售产品，清楚了解谁是你的买家将会对你有所帮助。例如，假设你们是一家专业经营壁炉的公司，在国内壁炉展会布展的话，你就必须跟所有其他参展的壁炉商竞争。而在酒类产品展上，你能瞄准相同的客户，竞争却少多了。正如你知道的那样，你的产品不一定要符合会展的主题，仅需要符合顾客要求。

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Translation

3. 建立一个本地的或全国规模的业务网络古语说：重要的不是你“懂得什么”而是你“认识谁”。而展会给我们提供一个很好的认识和了解其他专业人士的平台。首先，选择一个以你的专业人士为目标的会展，在展会上，你要通过提问了解他们的生意，并介绍你的职业以及你能对他们的生意做出的帮助，然后交换名片并要求安排一个正式的会议进行更深入的讨论。上面所述的三个方法，如能正确使用，将确保你参展的费用能有所回报。记住，你必须首先确定你要从展会上得到什么，然后选择一个最能帮助你实现目标的展会。

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Focus on Grammar

现在完成进行时现在完成进行时表示从过去某时开始一直延续到说话时还在进行，或可能还要继续下去的动作，通常和 “ for+ 时间段”或 “ since+ 点时间 (或从句 )” 的时间状语连用。其构成形式是： have/has been + 现在分词。例如：We have been studying English for about 6 years. 我们学了约 6年英语。The exhibition has been going on since 9:00 a.m. 展览从早上 9点一直进行到现在。

Focus on Grammar

Task 1 Study the following English sentences and translate the Chinese sentences into English.

1. The Company has been making shoes for twenty years.

蓝天公司五十年来一直致力于生产电视机。 BlueSky Company has been producing TV sets for 50 years.

2. They have been discussing the contract all day.

我们一整天都在等你的报盘。 We have been waiting for your offer all day.

Focus on Grammar

3. They have been living in this city for ten years. 我在这里已经工作五年了。

I have been working here for five years. 4. He has been studying here since 2004

我自 2006年以来一直在广州做生意。 I have been doing business since 2006 in Guangzhou. 5. They have been arguing for three hours. 会议已经拖拖拉拉 (drag on)开了五个小时了The meeting has been dragging on for five hours.

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Focus on Grammar

Task 2 Correct the errors in the following sentences.

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1. I have been knowing this company for years. have known 2. He had been writing for hours since 6:00 a.m. has been 3. She has working in Guangzhou for 5 years. has been working 4. The secretary has been written a contract. has been writing 5. Have you been seeing the manager these days? Have you seen 　

reading and speaking 制作者：李响 制作者单位：广东警官学院 高等教育出版社...

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reading and speaking 制作者：李响制作者单位：广东警官学院高等教育出版社...