新职业英语市场营销英语Unit5 Personal Selling--Products

Unit5PersonalSelling--Products市场营销英语EnglishforSalesandMarketing-2-2020/2/8ContentsWarming-upReadingAListeningReadingBWritingProjectVocabularyandStructureSpeaking-3-2020/2/8Warming-upActivityWarming-upActivityTask2Warming-upActivityTask1-4-2020/2/8Warming-up:Task11.D2.B3.C4.A-5-2020/2/8Warming-up:Task2Confidence,honesty,optimism,integrity,goodinterpersonalskill,etc.-6-2020/2/8ReadingActivityAReadingA:Task4ReadingA:Task3ReadingA:Task2ReadingA:Task1Forbackgroundinformation,clickHERE.ReadingAMasteringSales»“Everyoneissellingsomething,butnoteveryoneisbuying.”Theultimatechallengeforsalespeopleistofindawaytogettheirshareofthemarketwhencompanieshavecutsalestrainingandpromotionbudgetstotheboneandthereismorecompetitionthanever.»Tobecomeasuccessfulsalesperson,youmustdevelopskills.Whetheryouarejuststartingyoursalescareerorhavebeenclosingcomplexdealsfordecades,youcanalwaysimprove.ThefollowingMasterTipsareacompilationofsalesadvicefromthebestinthebusiness.-7-2020/2/8声音翻译ReadingA»MasterTip1:Digforsalesopportunities.»Today,salesprofessionalsneedtouncoveropportunitiesthemselvesratherthanwaitforleadsorforcustomerstocometothem.Thebestperformersrecognizethateveniftherearemanyleadsintheirsalespipeline,theyneedtoinvestpartoftheirtimeregularlyinfindinganddevelopingnewsalesopportunities.Thinkofbuyersaspartners—partnerswhomaybeabletoreferyoutoasteadystreamofnewbusiness.Askforareferralatthecloseofeverysale.Contactindividualswhohavebenefitedfromyourproductsinthepast.Becomeinvolvedinorganizationsthatmayincludeprospectivecustomers.Insales,it’swhoyouknowthatcounts.-8-2020/2/8翻译ReadingA»MasterTip2:Knowwhatitmeanstobeasalesstar.»Whenyouhearabosstalkaboutherbestsalesperson,sheoftenreferstoherasastar.It’shighpraise.Beingastarmeansyouhavesuperiortalent.Starsachievetheirstatusbyworkinghardandlovingwhattheydo,alwaysbeingenthusiasticabouttheirproductsandalwaysreadytohelptheircustomersachieveasatisfactorydeal.-9-2020/2/8翻译»MasterTip3:Sellwithintegrity.»Thenumber-onetoolinyoursalesarsenalisintegrity.Beliefinyourproductsisessentialbutwillbeinsufficientunlessyoubuildthisbeliefonthefoundationofintegrity.Behonestwithyourcustomers,donotsaythatyourproductsarebetterthantheyare,negotiateafairpriceandnevertakebackhanders.ReadingA-10-2020/2/8翻译-11-2020/2/8ReadingA:Task1Manypeoplestereotypetheaveragesalespersonasasmoothtalkerwhoisadeptatmanipulatingpeopleintobuyingthingstheydonotneed.Thisimageisnottrue.Infact,theaveragesalespersonishard-working,knowledgeable,anddeservesourrespect.Ineverybusiness,sellingisabsolutelyvital.Personalsellingplaysaverysignificantroleinthemarketingofaproductorservice.Ascomparedtoanyotherformofpromotionaltools,personalsellingallowsthemarketertohavepersonalinteractionwiththecustomers.-12-2020/2/8ReadingA:Task22.Asalespersonachievehisorherstarstatusbyworkinghardandlovingwhattheydo,alwaysbeingenthusiasticabouttheirproductsandalwaysreadytohelptheircustomersachieveasatisfactorydeal.1.Becausebuyersmaybeabletoreferasalesmantoasteadystreamofnewbusiness.3.Behonestwithhisorhercustomers,donotsaythathisorherproductsarebetterthantheyare,negotiateafairpriceandnevertakebackhanders.-13-2020/2/8ReadingA:Task3FFTF-14-2020/2/8ReadingA:Task4(Openanswer)-15-2020/2/8ListeningActivitiesListeningTask4ListeningTask3ListeningTask2ListeningTask5ListeningTask1-16-2020/2/8Listeningtask11.closeadeal2.concernedabout3.puttingheroff4.delayingthedecision5.movingahead-17-2020/2/8Listeningtask2LiMingrecommendsafewmodelsofNokiaphonestothecustomer.Becauseshe’salreadyusingaNokiaphone.AusefulfeatureisthatshecaneasilytransfercontactsfromheroldphonethroughBluetooth.Becauseshewantstosavealotofinformationinthecalendarbecauseofherwork.-18-2020/2/8Listeningtask3»1.C»2.C»3.A»4.C-19-2020/2/8Listeningtask4FFFT-20-2020/2/8Listeningtask5»1.findit»2.youdon’tsellthebrand,butyouhavesomethingsimilar»3.youhavethebestchanceofmatchinghisneedtosomethingyoudohaveintheshop-21-2020/2/8SpeakingActivitiesSpeakingTask4SpeakingTask3SpeakingTask2SpeakingTask1-22-2020/2/8Speakingtask1»SampleA:ThisisthefirsttimeIhaveacustomerlikethis.B:What’stheproblem?A:Shewastoopicky,havingproblemwitheverything.Firstthecolor,thenthesize…B:Howdidyouhandleherproblems?A:Well,Ishowedherthebestdresswehave,justasusual,butshewasstillunhappy.IjustwanttoknowwhatIcoulddotomakehersatisfied.B:Butwhydon’tyouaskherwhatkindofdressshewaslookingfor?A:You’reright!Thankyouforyouradvice.B:Ihopeyoucanlistenmoretothecustomers.-23-2020/2/8Speakingtask2»SampleA:Goodmorning.I’veanappointmentwiththePurchasingManager.B:Yes.Mr.Blackiswaitingforyouinhisoffice.A:GoodmorningMr.Black.I’mJackSmith,asalesmanofIBM.C:Goodmorning,Mr.Smith.WhatcanIdoforyou?A:Weofferanewkindofsoftware.MayIinterestyouinit?C:Yes,please.A:Ournewproductcanhelpyoucutcostby15percent.C:Thatsoundsgood.A:Well,hereismybusinesscard.Ifyouareinterestedinit,pleasecontactmebyemailorbyphone.C:OK.Thankyouverymuch.-24-2020/2/8Speakingtask3»Sample1.Yes,Isee.Hereismynamecard.Youcancallmeanytime.2.Youcanpayitininstalments.3.Iunderstand.Whatwouldyourhusbandwant?4.Iwillsendyoumoreinformationby