精华版-课件-unit-4

Lookatthefollowingpictures.Tellwhatyouknowaboutthestoresandwhatvisitingfrequenciesasalesrepshouldplanforeachofthem.ApproachingWorkplaceBackWal-Mart(dailysales:$500,000)Metro(dailysales:$800,000)7-Eleven(dailysales:$20,000)SmallStore(dailysales:$10,000)ApproachingWorkplaceBackWal-MartistheundisputedretailleaderinNorthAmericaandtopsthegloballistofretailers.Theirslogan“SaveMoney,LiveBetter”isverycustomer-friendly.Ithas8,900storesspanning15countriesunder55differentnames.Forthiscompany,sellershavetocontracthimfrequently,onceormoreaweektoinsurethegoodsisenoughforthelargeamountofconsumerseachday.(Possiblevisitfrequency:onceaweek)ApproachingWorkplaceBackMetroAG,knownastheMetroGroup,isaGermanretailerandwholesalergroup.Ithasthelargestmarketshareinitshomemarket,andisoneofthemostglobalisedretailandwholesalecorporations.IthasitsinternationalpresencealloverEurope,AsiaandAfrica.Forthiscompany,sellershavetocontacthimregularly.Thegoodsthereareoftenstoredinlargesize.(Possiblevisitfrequency:twiceaweek)ApproachingWorkplaceBack7-Elevenispartofaninternationalchainofconveniencestores.Itistheworld’slargestoperator,franchisor,andlicensorofconveniencestores.Forthesestores,sellersalsohavetocontactitfrequently,becausethegoodstherearevariouswithlimitedamount.(Possiblevisitfrequency:onceeverytwoweeks)ApproachingWorkplaceBackSmallshop,aretailstoreoperatedbyindividualenterprise,sellsgoodsfordailyuse.Itoftenpresentsinanareawithlessamountofconsumers.(Possiblevisitfrequency:onceeveryfourweeks)Nowdiscussthequestionsbelowandthenreporttoyourclass.1.Haveyoueversoldanyproducttoothers?Orhasanyoneelseeversoldaproducttoyou?2.Whatqualitiesorskillsdoyouthinkareveryimportantinasuccessfulsale?Freeanswers.Ithinkthefollowingqualitiesorskillsareveryimportantinasuccessfulsale:1)Knowyourproductverywellandhaveconfidenceinit;2)Knowyourcustomer’sneeds;3)Makethesellingpointsofyourproductscleartoyourcustomer;4)Begoodatlistening;5)Possessgoodcommunicationskills.Back3.Whatdoyouknowaboutasalescall?4.Whatdoyouthinkarethemainpointsinasalescall?5.Supposeyouareasalespersonandyoulookaftermanycustomers.Howdoyoumanageandvisitthem?Asalescallreferstoasalesman’spersonalvisittoacustomer,orhistelephonecallorwritingemailtothecustomer.Foranoldcustomer,thesalespersonmayaskhimabouthisrecentsalesandencouragehimtosellmore.Forapotentialcustomer,thesalespersonmaygreethimandaskabouthisneedsandintroduceproductstohim.BackYoushouldclassifyyourcustomersinto3or4categoriesaccordingtotheirsalesvolumeandvisitthemwithdifferentfrequencies.WorkplaceCommunicationBackYouwillhearfivestatements.Listentothemcarefullyandmatcheachstatementwiththecorrespondingpicture.abdceBackListentothestatementsagainanddecidewhetherthesesentencesare“Right”or“Wrong”.Ifthereisnotenoughinformationtochoose“Right”or“Wrong”,choose“Notmentioned”.1.Jackmakesasalescalltohiscustomerandtellsherhowtomerchandiseproducts.a.Right.b.Wrong.c.Notmentioned.2.Tomischeckingthestocksintheshopwhilemakingasalescalltohiscustomer.a.Right.b.Wrong.c.Notmentioned.Back3.Davidistiredforserving300outlets,andheismakingatravelplanforhisholiday.a.Right.b.Wrong.c.Notmentioned.4.Helenoftenmakessalescallstohercustomersbytelephoneorinperson.a.Right.b.Wrong.c.Notmentioned.5.Amyisreviewingsalesperformancewithakeyaccountmanageronhersalescall.a.Right.b.Wrong.c.Notmentioned.ScriptsBackUsetheRightWordHerearetwogroupsofwordsfrequentlyusedinsalesandsalescall.Ineachgroup,deleteonewordwhichdoesnotgowiththeoneinthecircle.BackBackUsetheRightWordHerearetwogroupsofwordsfrequentlyusedinsalesandsalescall.Ineachgroup,deleteonewordwhichdoesnotgowiththeoneinthecircle.ListeningInSituation:SerenaandGeorgearecolleaguesintheSalesDepartment.Theyaretalkingaboutplanningsalescalls.Listentothemodeldialogueandfillintheblankswithwhatyouhear.BackModelDialogueSerena:George,howdoyoumake__________________________?George:Well,Iusuallymakeitbytelephoneoremail,orvisitinperson.Serena:Isee.Howdoyou__________________________?George:Iputtheminthreeclasses:ClassAisthelargeoutletsthathavelargesalesvolume;ClassBis_____________________,whileClassCissmallstoreswithlowersalesvolume.Serena:Emm…that’sveryclear.So,howoftendoyou____________differentcustomers?George:ForClassA,Idoit________________________,ClassB,onceineverytwoweeks,whileClassC,onceamonth.Serena:Great.Itsoundsreasonable.yoursalescallclassifyyourcustomersmiddle-sizeoutletspayavisittoonceaweekBackListentothedialogueagainandcheckyouranswers.Thenpracticethedialogueandtrytorole-playitwithyourpartner.Whenyourole-playit,youareexpectedtousetheMindMapbelow,butdoNOTlookatthemodeldialogue.SpeakingOutScriptsBackBackListentothedialogueandfillinthemissinginformationonthefollowingMindMap.Situation:Tomisasalesrep.HeismakingasalescalltohiscustomerSusanathershop.ListeningInBackBackListentothedialogueagainandcheckyouranswers.Thenrole-playitwithyourpartnerbyusingtheaboveMindMap.ScriptsBackReadthefollowingMiniTextandfindthewordorexpressionthatmatchesthecontextmeaninggiven.a)_____________:agroupofpeopleorproductswithparticularfeaturesincommonb)_____________:thenumb