Lesson 7bec新东方口语

Lesson7赵倩PartⅡ分类讲解（2）marketingClientstaffMarketingHandlingcomplaintinterviewMarketingPromotionmixAttractcustomerMaintaincustomer一二补充本课内容Marketing市场营销Marketing市场营销1.Seletingpromotionmix促销组合promotionmixadvertisingdemographiccharacteristicsgeographicdistributionsalespromotionMarketing市场营销1.Seletingpromotionmix促销组合sweepstake抽奖freebie赠品distribution分销Personalselling/in-homesellingRetail/wholesaleTelephoneretailingNonstoreretailingMarketing市场营销2.AttractingclientsattractingclientspackageadvertisementpricepromotioncampaignMarketing市场营销2.AttractingclientsattractingclientspackagePackagecatchesclients’eyebyitsdelicateouterimage,appropriatepackingmaterialsandsmartprofile.Marketing市场营销2.AttractingclientsattractingclientsadvertisingAnewproductmayeasilybuildupitsimageandbrandawarenessinconsumers’mindbyimpressiveadvertisingdesignorlogo.Marketing市场营销2.AttractingclientsattractingclientspackageadvertisementpricepromotioncampaignMarketing市场营销3.MaintainingclientsmaintainingclientsservicequalityproductscustomersatisfactionsurveydiscountMarketing市场营销3.MaintainingclientsmaintainingclientsserviceIt’simportanttooffergoodservice.Itcannotonlykeepregularcustomers,butalsoattractpotentialcustomers.Soacompanymustprovideservicewhichcanmeetorevenexceedcustomers’expectations.Marketing市场营销3.MaintainingclientsmaintainingclientsqualityproductsWhywouldcustomersbeloyaltoyourproducts?Becausethey’reeasliyoperated,safeanddurable.Soit’sanessentialelementtokeepcustomerdefectionratelow.Marketing市场营销3.Maintainingclientscustomerdefectionrate顾客流失率rapport融洽的关系innovativeideafollow-upserviceimagepricing二.PartⅡ分类讲解（2）Marketing4Whatisimportantwhen…?introducinganewproductrangeintothemarket●Timing●Advancedpublicity●●练习二.PartⅡ分类讲解（2）client5entertainingclientshandlingcomplaints二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?entertainingclients●typesofactivities●cost●●例五：二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?entertainingclients●typesofactivities●cost●●例五：1.Entertainingclientsconsistsofaseriesofactivities,whichmayincludesightseeing,abasketballmatch,aconcertorballetshow,afashionshow,playinggulfortennisandaformalmeal.1.Entertainingclientsconsistsofaseriesofactivities,whichmayincludesightseeing,abasketballmatch,aconcertorballetshow,afashionshow,playinggulfortennisandaformalmeal.2.Itmayhaveadirectinfluenceonourclients’firstimpressionaboutus,sowecannotaffordtoscrewitup.Whenchoosinganactivity,wehavetoconsiderlotsoffactors,mostofwhichareabouttheclient,suchashisage,educationalbackgroundandhishobbies.forexample,….2.Itmayhaveadirectinfluenceonourclients’firstimpressionaboutus,sowecannotaffordtoscrewitup.Whenchoosinganactivity,wehavetoconsiderlotsoffactors,mostofwhichareabouttheclient,suchashisage,educationalbackgroundandhishobbies.forexample,….3.Butnomatterwhatkindofpersonheis,thedaymustbeendedwithaformalmeal,sincehardlyanyonewouldliketoconsiderabusinessdealduringagameoraballetshow,whichareonlytheappetizerbeforethemaincourse.Afterawholeday’sentertainment,wemaygetmuchclosertoeachother,makingitquitecomfortableforustodiscusssomebusiness.QUESTION:Doyouthinktherearesomethingweshouldavoidwhenentertainingaclient?二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?entertainingclients●typesofactivities●cost●●例五：1.Thecostofactivitiesisessential,asaresult,wehavetoconsiderthenatureofthetransaction(sizeofthedeal)whendecidingtheschedule.Ifwearegonnacloseabigdeal,…Onthecontrary,ifthecompanyforeseesthattheclientisnotverylucrative,then…Cost:2.Generallyspeaking,Ithinkthecostofentertainmentisreallycrucialduringthebusinessnegotiation:foronething,somecompaniesmayregarditasthemeasurementoftheamountofsincerityofthehostcompany,iftheydonotfeelcontented,probablytheywouldthinkthatthehostdoesn’ttakethisdealseriouly;fortheotherthing,mosthostcompaniescannotaffordtoindulgetheirguests.It’sprettytricky.Cost:2.Generallyspeaking,Ithinkthecostofentertainmentisreallycrucialduringthebusinessnegotiation:foronething,somecompaniesmayregarditasthemeasurementofthesincerityofthehostcompany,iftheydonotfeelcontented,probablytheywouldthinkthatthehostdoesn’ttakethisdealseriouly;fortheotherthing,mostcompaniescannotaffordtoindulge/spoiltheirguests.It’sprettytricky.Cost:二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?entertainingclients●typesofactivities●cost●selectedstaff●time例五：4.Ithastobepointedoutthateventhoughthehostcompanyshouldtryitsbesttoentertainitsclient,itmustalwayskeepthetrackoftime.Ifbothofthemwerecarriedawaybythejoyandtotallyforgetaboutthebusiness,theywouldactuallymissthepointofthistrip.Time:4.Ithastobepointedoutthateventhoughthehostcompanyshouldtryitsbesttoentertainitsclient,itmustalwayskeepthetrackoftime.Ifbothofthemwerecarriedawaybythejoyandtotallyforgetaboutthebusiness,theywouldactuallymissthepointofthistrip.Time:二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?entertainingclients●typesofactivities●cost●selectedstaff●time例五：二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?contactingclientsbytelephone●callingattherighttime●listeningcarefully●●练习二.PartⅡ分类讲解（2）client5Whatisimportantwhen…?handlingcomplaints●offeringanapology●findingo