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新职业英语Warming-upReadingAListeningSpeaking4123Project7Self-evaluationVocabularyandStructure8ReadingB5Writing6Warming-upTask1Lookatthefollowinglogosoffamoustelecomcompaniesandgivethenameofthecountryeachcompanyisbasedin.USChinaUKUSChinaUKHomeNextBackWarming-upTask2Workingroups.Discusswhatkindsofcellphoneservicesareusuallyofferedbytelecomcompanies.Someexamplesarealreadygiventoyouandyoucanaddmoreintheblanks.1.textmessaging2.email3.videocalling4.webbrowsing5.multimediamessaging6.voicemail7.Voicemail8.musicdownloading9.__________________10.___________________HomeNextBackReadingATask1Beforereadingthepassage,seehowmuchyouknowaboutagoodsalespersonbyansweringthefollowingquestions.1.Howcanonebecomeatopsalesperson?Whatdoyouthinkisthesecrettotheirsuccess?2.Inwhatwaysaretopsalespersonsdifferentfromtheaverageones?HomeNextBackPara.1Intoday’smarket,competitionhasneverbeentougher.Yetafewsalespersonsarestilldoingagreatjob.Doyouknowthesecrettotheirsuccess?Herearethereasons:HowtoBecomeaTopSalespersonReadingAHomeNextBackPara.21.BePersonallyResponsibleUnsuccessfulsalespersonsalwaysaskquestionssuchas:Whenwillmanagementdosomethingaboutourserviceproblems?Whenwillcustomersstopbeingsodemanding?Ifyoutalktotopsalespersons,you’llfindtheyaskverydifferentquestions:HowcanImeetmynumbersdespitethedifficultmarketconditions?WhatnewskillsdoIneedtolearntobemoresuccessful?WhatcanIdotohelpmarketing?DoIneeddifferenttoolstosellmore?Noticehowtopsalespersons’questionsstartwith“HowcanI”or“WhatcanI”.Byaskingthesesamequestions,youcanthinkofmanyideastokeepyouincontrolofyourdestiny.ReadingAHomeNextBackPara.32.SayIWill,NotI’llTryThismaysoundtooeasy,butit’sakeystep.Topsalespersonsdon’tsay,“I’lltry.”Theyknowchangeisdifficult,takestimeandisanongoingprocess.Their“Iwill”commitmentkeepsthemgoingevenwhentimesaretough.Para.43.TakeActionTopsalespersonsdon’tjustcomeupwithabunchofideas.Theyactonthem.Iftheyfeeltheirsellingskillsneedtobeenhanced,theysignupforworkshops.Ifthecompanywon’tpay,theyusetheirownmoney.Ifacustomer’sproblemsaffectfuturesales,theymakeeveryefforttoresolvethem.Meanwhile,theirlesssuccessfulcolleaguesarestillonthephoneplayingthe“Ain’titAwful”game.ReadingAHomeNextBackPara.54.GetStartedNowAneasywaytogetstartedistoanalyzeasaleyou’verecentlylost.Askyourself:WhatcouldIhavedonedifferentlytoincreasemychanceofsuccess?Analyzeyoursaleindetailandthenlookateverystageofthesalescycletoidentifywheremistakesmayhavebeenmade,stepsomitted,theprocessrushedorimportantinformationoverlooked.Thinkaboutwhatelseyoucouldhavedoneorhowyoucouldhavehandledthingsdifferently.ReadingAHomeNextBackPara.65.ReflectionintheMirrorBeingbrutallyhonestwithyourselfcanbepainful,buttopsalespersonsarewillingtodoitonaregularbasis.Tobelikethem,youneedtotakeagoodhardlookinthemirrortoo.Noonecanmakeyoudothingsdifferently;thedecisiontochangeisyoursalone.Therearen’tanyshortcutstosuccess.It’salifelongprocessofgrowthanddevelopment.Butifyoumakethiscommitment,youwillbeatopsalesperson—maybenotovernight,butovertimeandconsistently.ReadingAHomeNextBack如何成为一名优秀的推销员当今市场上，竞争是无比激烈的，但是有些推销员却能脱颖而出。你知道他们成功的秘诀吗？以下正是：1.对自己负责不成功的推销员总是问这样的问题：管理层什么时候才会关注我们的服务问题？顾客什么时候才能不这么吹毛求疵？如果你跟优秀的推销员交谈，你会发现他们问的问题完全不同：我怎么才能在艰难的市场环境下完成销售任务？我需要什么新技能来取得更大成功？我是否需要不同的工具来提高销售额？请注意优秀的推销员如何用“我该怎样做”、“我该做什么”来提问。通过反复问这样的问题，你可以想出很多主意，将命运把握在自己手里。ReadingAHomeNextBack2.说我会的，而不是我试试。这可能听起来很容易，但却是关键性的一步。优秀推销员不会说：“我试试”。他们知道改变很难，需要时间，并且是个长期的过程。他们的一句承诺“我会的”能让他们保持干劲，即使困难重重。3.采取行动优秀的推销员不仅想出一大堆主意，他们也会付诸行动。如果他们觉着自己的销售技巧有待提高，他们就报班学习。如果公司不报销，他们就自己出钱。如果一个客户的问题影响将来的销售业绩，他们会尽全力解决。而与此同时，他们那些不太成功的同事们却都在抱着电话埋怨“太糟了”。ReadingAHomeNextBack4.现在就行动一个简单的迅速开始行动的方法是分析一个你最近失败的销售案例。问问你自己：我当初怎样做会加大成功的几率？剖析一下案例，分析流程中的每一个步骤，找出有可能出错的环节、被忽略的细节、以及有没有鲁莽行事或者忽视什么重要信息。想一想当时还可以做些什么或者是否有别的处理方法5.自我审视残忍地审视自己是件很痛苦的事情，但是优秀的推销员却经常这么做。想与他们为伍，你也需要在镜子里好好地看看自己。没有人能要求你改变，改变的权利在你自己手里。成功没有捷径，而是一个终生的成长和进步的过程。但是如果你做出这样的承诺，你就会成为一名优秀的推销员——这也许不是一日之功，但只要坚持下去，这一天一定会来临。ReadingAHomeNextBackTask2Readthepassageandanswerthefollowingquestions.1.Whatquestionsdotopsalespersonsaskwhenfacedwithdifficultsituations?Howarethequestionsdifferentfromthoseaskedbyunsuccessfulsalespersons?Topsalespersonsaskquestionslike“HowcanImeetmynumbersdespitethedifficultmarketconditions?”“WhatnewskillsdoIneedtolearntobemoresuccessful?”“WhatcanIdotohelpmarketing?”“DoIneeddifferenttoolstosellmore?”Whileunsuccessfulsalespersonsask“Whenwillmanagementdosomethingaboutourserviceproblems?”“Whenwillcustomersstopbeingsodemanding?”Theformerareactiveandkeepthemselvesincontroloftheirdestinyandthelatterarepassiveandrelyonothers.ReadingAHomeNextBack2.Whatkeepstopsalespersonsgoingdespitedifficulties?Their“Iwill”commitmentkeepsthemgoingthroughdifficulttimes.3.Whatdoestheunderlinedsentence“Meanwhile,theirlesssuccessfulcolleaguesarestillonthephoneplayingthe‘Ain’titAwful’game.”mean?Itmeanstheunsuccessfulsalespersonsspendmuchoftheirtimecomplaininginsteadoftakingactionstomakeachange.ReadingAHomeNextBack4.Whatshouldonedoto“getstartednow”?Onecangetstartedbyanalyzingasalethathasbeenrecentlylost.5.Whatdotopsalespersonsdoregularly?Theyarealwaysbr