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1、Unit 6 Personal SellingServices,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,Comments are welcome. This is an open answer
2、question.,- 5 -,2020/7/8,Warming-up: Task 2,Dos: Actively help customers solve problems. Be honest. Be professional. Donts: Ignore customers objections. Cheat customers.,- 6 -,2020/7/8,Reading Activity A,For background information, click HERE.,- 7 -,2020/7/8,Reading A: Backdrop,Emerging market The b
3、usiness model of an insurance company is closely linked to the types of products it sells. It is therefore easiest to use a product segmentation to describe the different insurance business models. Typically two types of insurance companies are distinguished. Life insurance companies sell insurance
4、policies related to a persons life. Non-life insurance is quite a broad definition, but covers all insurance policies that are not directly related to an individuals life. This means that non-life insurance companies can be health insurance companies, but also property and casualty insurance compani
5、es.,- 8 -,2020/7/8,Reading A:,翻译,- 9 -,2020/7/8,Reading A:,翻译,- 10 -,2020/7/8,Reading A:,翻译,- 11 -,2020/7/8,Reading A: Task 1,Before reading the passage, work in pairs to discuss the following questions. 1. What is the target market of life insurance? - 1. Life insurance is generally designed for yo
6、unger working people with families. 2. What qualities are required for a successful life insurance salesperson? - 2. Selling life insurance requires hard work, diligence, perseverance, and ongoing education, training and professional development.,- 12 -,2020/7/8,Reading A: Task 2,- 13 -,2020/7/8,Rea
7、ding A: Task 3,- 14 -,2020/7/8,Reading A: Task 4,Read the passage again and answer the following questions. 1. What are the specific challenges for life insurance salespeople according to the passage? - The challenges include persuading people to confront their own mortality and the certainty of dea
8、th, and ultimately to put down their hard-earned after-tax dollars to benefit other people after they themselves are dead; persuading them to talk honestly about their spouses, children, people they love and people they dont, health, assets and debts, successes and failures, and what theyd like to h
9、ave happen after they are gone.,2. What is the 10:3:1 rule that has been proven to be general in life insurance selling? - The 10:3:1 rule says that on average, for every 10 prospects you reach, three will express serious interest, and one will buy.,3. What are the effective ways to reach a defined
10、market according to the passage? - Direct marketing, targeted marketing, well-positioned advertising, and leveraging insurance company promotions can also help you achieve success. Email newsletters and Internet-based social networking tools are effective ways to reach a defined market.,- 15 -,2020/
11、7/8,Listening Activities,- 16 -,2020/7/8,Listening task 1,From: Wang Feng For: Ms. Black Message: An appointment with Wang Feng from United Health Insurance Time: At 3 oclock on Monday afternoon,- 17 -,2020/7/8,Listening task 2,Mary, the Sales Manager of the United Health Insurance Company, is talki
12、ng wit Wang Feng. Listen to the conversation and answer the following questions.,1. What is Wang Feng not sure about? - Wang Feng is not sure about which strategy to employ.,2. What makes Wang Feng believe the Manager of ACME is interested in the offer? - The manager at ACME isnt enrolled in any for
13、m of employee insurance plans.,3. What does Wang Feng think ACME will do because of business expansion? - He thinks ACME will push for discounts.,4. What should ACME do if they want to get a price discount of 15 percent? - ACME will have to pay for additional products, such as Hospital Cash Back Ins
14、urance and Business Travel Accident Insurance.,- 18 -,2020/7/8,Listening task 3,- 19 -,2020/7/8,Listening task 4,1. F 2. F3. F 4. T,- 20 -,2020/7/8,Listening task 5,- 21 -,2020/7/8,Speaking Activities,- 22 -,2020/7/8,Speaking task 1,Situation 1 A: Good morning. Can I help you? B: Good morning. This
15、is Rebecca Park. May I speak to Mr. Johnson please? A: Im afraid he isnt in his office right now. Do you have an appointment? B: No. Id like to know when he will be back. Id like to talk some important things with him. A: Would this afternoon be convenient for you? B: Yes, I will call again this aft
16、ernoon.,Situation 2 A: Hello. Daniel Wong speaking. B: Hello, Mr. Wong. This is Rebecca Park speaking. I have an appointment with Mr. Johnson earlier this week. Could you put me through to him, please? A: OK. Hold on, please. I will put you through. C: Good morning, this is Peter Johnson. B: Hello, Mr. Johnson. I have something very interesting to show you. Shall we set a time for a meeting this afternoon? C: Im afraid I havent enough time all day today.,- 23 -