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1、Unit 5 Personal Selling-Products,市场营销英语 English for Sales and Marketing,- 2 -,2020/7/8,Contents,Warming-up,Reading A,Listening,Reading B,Writing,Project,Vocabulary and Structure,Speaking,- 3 -,2020/7/8,Warming-up Activity,- 4 -,2020/7/8,Warming-up: Task 1,1. D 2. B 3. C 4. A,- 5 -,2020/7/8,Warming-u
2、p: Task 2,Confidence, honesty, optimism, integrity, good interpersonal skill, etc.,- 6 -,2020/7/8,Reading Activity A,For background information, click HERE.,- 7 -,2020/7/8,Reading A,Mastering Sales “Everyone is selling something, but not everyone is buying.” The ultimate challenge for salespeople is
3、 to find a way to get their share of the market when companies have cut sales training and promotion budgets to the bone and there is more competition than ever. To become a successful salesperson, you must develop skills. Whether you are just starting your sales career or have been closing complex
4、deals for decades, you can always improve. The following Master Tips are a compilation of sales advice from the best in the business.,声音,翻译,- 8 -,2020/7/8,Reading A,Master Tip 1: Dig for sales opportunities. Today, sales professionals need to uncover opportunities themselves rather than wait for lea
5、ds or for customers to come to them. The best performers recognize that even if there are many leads in their sales pipeline, they need to invest part of their time regularly in finding and developing new sales opportunities. Think of buyers as partnerspartners who may be able to refer you to a stea
6、dy stream of new business. Ask for a referral at the close of every sale. Contact individuals who have benefited from your products in the past. Become involved in organizations that may include prospective customers. In sales, its who you know that counts.,翻译,- 9 -,2020/7/8,Reading A,Master Tip 2:
7、Know what it means to be a sales star. When you hear a boss talk about her best salesperson, she often refers to her as a star. Its high praise. Being a star means you have superior talent. Stars achieve their status by working hard and loving what they do, always being enthusiastic about their prod
8、ucts and always ready to help their customers achieve a satisfactory deal.,翻译,- 10 -,2020/7/8,Master Tip 3: Sell with integrity. The number-one tool in your sales arsenal is integrity. Belief in your products is essential but will be insufficient unless you build this belief on the foundation of int
9、egrity. Be honest with your customers, do not say that your products are better than they are, negotiate a fair price and never take backhanders.,Reading A,翻译,- 11 -,2020/7/8,Reading A: Task 1,Many people stereotype the average salesperson as a smooth talker who is adept at manipulating people into
10、buying things they do not need. This image is not true. In fact, the average salesperson is hard-working, knowledgeable, and deserves our respect. In every business, selling is absolutely vital. Personal selling plays a very significant role in the marketing of a product or service. As compared to a
11、ny other form of promotional tools, personal selling allows the marketer to have personal interaction with the customers.,- 12 -,2020/7/8,Reading A: Task 2,2. A salesperson achieve his or her star status by working hard and loving what they do, always being enthusiastic about their products and alwa
12、ys ready to help their customers achieve a satisfactory deal.,1. Because buyers may be able to refer a salesman to a steady stream of new business.,3. Be honest with his or her customers, do not say that his or her products are better than they are, negotiate a fair price and never take backhanders.
13、,- 13 -,2020/7/8,Reading A: Task 3,F,F,T,F,- 14 -,2020/7/8,Reading A: Task 4,(Open answer),- 15 -,2020/7/8,Listening Activities,- 16 -,2020/7/8,Listening task 1,close a deal 2. concerned about 3. putting her off 4. delaying the decision 5. moving ahead,- 17 -,2020/7/8,Listening task 2,Li Ming recomm
14、ends a few models of Nokia phones to the customer.,Because shes already using a Nokia phone.,A useful feature is that she can easily transfer contacts from her old phone through Bluetooth.,Because she wants to save a lot of information in the calendar because of her work.,- 18 -,2020/7/8,Listening t
15、ask 3,1. C 2. C 3. A 4. C,- 19 -,2020/7/8,Listening task 4,F,F,F,T,- 20 -,2020/7/8,Listening task 5,1. find it 2. you dont sell the brand, but you have something similar 3. you have the best chance of matching his need to something you do have in the shop,- 21 -,2020/7/8,Speaking Activities,- 22 -,2
16、020/7/8,Speaking task 1,Sample A: This is the first time I have a customer like this. B: Whats the problem? A: She was too picky, having problem with everything. First the color, then the size B: How did you handle her problems? A: Well, I showed her the best dress we have, just as usual, but she was still unhappy. I just want to know what I could do to make her satisfied. B: But why dont you ask her what kind of dress she was looking for? A: Youre right! Thank yo
