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,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,本幻灯片资料仅供参考，不能作为科学依据，如有不当之处，请参考专业资料。谢谢,Module 7,第1页,Business topic,Sales,Business skills,selling,第2页,7.1 Sales,Vocabulary:,Sale terms,2,Reading 2,3,Describing jobs,4,Reading 1,1,第3页,Reading,1.,Work in pairs.Compare the jobs in each of the following pairs.What are the similarities and differences?Say which you would prefer to do and why.,*doctor/vet *fighter,pilot,/airline pilot,*school teacher/university lecturer *politician/journalist,*manager of a company/manager of a charity,第4页,Reference:1st pair,You need to be highly qualified to be a doctor or a vet.,both deal with,health,but obviously one,deals with people.,I would prefer to work,with animals,because,they are less difficult.,第5页,Languages for qualities and skills,fighter pilot/airline pilot,Excellent health/vision,Excellent heart condition,Challenging,dangerous,politician/journalist,Face the public and be eloquent,Public relation skills,Come across new people and new things,Face the stern criticism,第6页,Would you prefer to work in sales or marketing,why?,Can you list some differences between marketing and sales?,第7页,2.,Read the article and find out why more people prefer a career in marketing than in sales.Complete the table below with reasons from the text.,Reasons for choosing marketing,Reasons for choosing sales,-,sounds better at dinner parties,-,has an air of glamour(whereas sales has an unglamorous image),-(,many graduates believe)you work on creative PR campaigns and go on lots of jollies,-,marketing seems more attractive(than sales),-,it isnt as bad as myths suggest,-,unlike marketing,sales is tangible,-,it has a direct impact on a companys results,-,you meet people and communicate with different personalities,-,in sales theres a buzz of a target-driven environment,-,you can manage millions of pounds of business,-,make customers happy,-,its incredibly rewarding,第8页,标题,Not sold on sales,头韵（修辞）,对销售工作不感兴趣,销售岗位滞销,第9页,注释,Shake off its unglamorous image,摆脱其乏味形象,Association with,与,联络,Dishonest,A job in sales cannot quite shake off its unglamorous image or associations with something rather dishonest,在销售部门工作总是摆脱不了乏味形象，并与无商不奸概念仅仅相联,第10页,Retain an air of glamour,显得很风光,Jolly,痛快，刺激,Door-to-door,挨家挨户,Cold calling,不期而至电话,Outnumberby.,数量上超出,第11页,Fall into,从事,.,Gamble,赌博,Pay off,还清，取得成功,Dynamic,活力，充满生机,In the buzz of,Target-driven,Commercial direct,销售总监,Incredibly rewarding,回报率令人难以想象,Pitch,程度，水平,Sales pitch,推销口才,第12页,MSF,（无国界医师组织）,is a humanitarian-aid non-governmental organization best known for its projects in war-torn regions and developing countries facingendemic diseases,地方病,.Its headquarters are in Geneva,Switzerland.In Canada and the United States,it is also known as,Doctors Without Borders,is also used.,第13页,Rackspace Managed Hosting,可控制虚拟主机企业,is an IT hosting company based inSan Antonio,Texas.,第14页,Proctor ad Gamble:,宝洁企业,(,P&G,),is aFortune 500 Americanmultinational corporation headquartered in downtown Cincinnati,Ohioand manufactures a wide range of consumer goods.,第15页,Not sold on sales?,对销售工作不感兴趣？,Myths of sales:,Not a good conversation opener,Unglamorous,Associated with something rather dishonest,Door-to-door work and cold calling,Not a profession,Yet,they are,misleading,第16页,The truth about sales:,Sales professionals outnumber people in marketing,Sales is tangible,has direct impact on a companys results,Sales is all about meeting people and communicating with different personalities,Sales creates a buzz of a target-driven environment,Sales can be managing millions of pounds of business and making sure the customer is happy.,Sales is incredibly rewarding.,第17页,3.,Read the text again and answer these questions.,1),In the first paragraph,the writer says its easier to start conversations at dinner parties _.,A.if you are in sales.B.if you are in marketing.,C.if you are a fighter pilot.D.if you lie.,2)According to the writer,the truth is that _.,A.marketing is a better profession.,B.sales is actually more glamorous than marketing.,C.more people are in sales than marketing.,D.there are more graduates in marketing.,3)One reason Ross Snowdon likes sales more than marketing is because_.,A.its better paid.B.you see real results.,C.you meet more people.D.you can work on your own.,4)Its difficult to attract graduates into sales because _.,A.many arent suited to it.B.they arent passionate.,C.they dont have the right qualifications.D.of a false perception.,第18页,Vocabulary:Sales terms,Match these words(1-7)from the text to their definitions(A-G).,1.,sales pitch,2.door-to-door selling,3.a buzz,4.a myth,5.cold calling,6.an air,7.jollies(informal),A.Making an unexpected phone call or visit to sell something.,B.Excitement.,C.Business trips with lots of free entertainment.,D.Knocking on doors all day to sell.,E.Making a speech to convince people to buy something.,F.Something people incorrectly believe to be true.,G.Feeling or attitude.,第19页,另外一些相关销售表示法：,（1）,sales quota,销售定额,（2）sales figure,销售数字,（3）sales representative,销售代表,（4）substantial financial rewards,切实经济问题,（5）help buyers satisfy their wants and needs,帮助用户满足他们需要,（6）communicate knowledge face to face,面对面地传输知识,第20页,Reading:The worst job in the world?,A,Which firm?A firm of architects,建筑设计企业,Which useless jobs was she creating?,Removing and re-gluing stamps,Email confirmation form(strangest),Which was her strangest invention?,All emails had to be copied into a word document,printed,and signed at the bottom by someone,Common:,Wasting paper,第21页,B,Boring,Call center,电话服务中心,Booking people in with the same three conversations,进行一样三分钟对话，为他们预约时间,repetitive,第22页,C,My mother worked in a sugar factory,Job,Stand at the corner,eight hours a day,with a pole to help the sixth bag round.,Why?,Be replaced with a piece of plastic on the corner,第23页,Look at the statements below about the three jobs.Which job does each statement refer to(A,B or C)?There is more than one answer in some questions.,1.,These two jobs were the same every day._B_ _C_,2.The job description for this job didnt include this!_A_,3.This job probably wasnt in a paperless office._A_,4.This job became unnecessary._C_,第24页,Vocabulary:Describing jobs,Complete the table below with the different forms of each word from the box.,repetitive responsible boring frustrating varied challenging well-paid,adjective,noun,comparative form,superlative form,repeat/repetition,boring,most challenging,variety,more varied,best-paid,frustration,responsible,第25页,repetitive,重复，,responsible,负责，责任重大,boring,单调，乏味,frustrating,令人沮丧,varied,不一样，有改变,challenging,具挑战性，困难,well-paid,酬劳高,？,positive,negative or both,C,an you think out,more words?,E,xciting,P,opulous,Glamorous,Well-respected,第26页,Apply the adjectives to the three cases,Case A,Frustrating,challenging,Case B,Repetitive,boring,Case C,Repetitive,boring,frustrating,第27页,p69,What is important when choosing a job,第28页,Listening:,Selling,2,Reading:,A proposal,3,Speaking,4,Reading:,How to sell.,1,7.2 Selling,Writing:,A fax,5,第29页,Reading:How to sell,1.What are the qualities of a successful salesperson?Make a list of your ideas.,persuasiveness,Keen observation,knowledgeable,trustworthy,believes in the product or service,never gives up,Ability to make friends and to get along with the people,has good communication skills,-has a good understanding of the,products and related information,-hard worker,-works well under pressure.,第30页,2.,Read the guide to selling below and choose the best word A,B,C or D to fill gaps 1-15.,How to sell,Its not quite true that a great salesperson can sell anything to anyone.For a(1)_,they might not need it-and sales is all about meeting needs.(2)_,selling is one of those things that can happen to anyone,no(3)_ what their job description,so here are the basics.,Step 1,Build trust,You need to(4)_ trust with the person to whom you are selling.They dont have to be your best friend but essentially people dont buy from people they hate or distrust.,(1),A.beginning B.start,C.customer D.first,(2)A.However B.Although,C.Because D.Whatever,(3)A.much B.more,C.way D.matter,(4)A.set up B.find,C.establish D.know,第31页,Step 2,Dont misunderstand the customer,Understand the needs of the other person.Then its up to the salesperson to(5)_ that the benefits of their goods or services match the requirements.Without that,you have no sale,Step 3,Ask clever questions,Ask questions to find out what the customers problems and issues are.Then think(6)_ what the needs must be.Its often more(7)_ than asking the obvious,What do you need?,Step 4,Know your stuff,It(8)_ without saying:know your product and understand the marketplace into(9)_ you are selling.,(5),A.perform B.compare C.present D.demonstrate,(6)A.along B.through C.out D.across,(7)A.clear B.efficient C.effective D.better,(8)A.goes B.moves C.does D.makes,(9)A.what B.which C.whom D.where,第32页,Step 5,Dont overload people with(10)_,You need to know every product specification but your customer doesnt.Essentially,he or she needs to know how it will make their life(11)_.If later on they want the dimensions,theyll find it on your website.,Step 6,Salespeople are not necessarily born,The classic(12)_ of a salesperson is someone who is outgoing.But like customers who come in all personality types,sales people can(13)_.The main thing is to be able to reflect and react to a customers personality.,Step 7,Be prepared to fail,It doesnt matter how good you are,you will get(14)_.Sales is full of knockbacks,so dont get hung up on it.(15)_ on to the next customer.,(10),A.details B.offers C.discounts D.prices,(11)A.good B.better C.well D.best,(12)A.vision B.look C.focus D.image,(13)A.change B.vary C.listen D.buy,(14)A.sent back B.recruited C.turned down D.contracts,(15)A.Phone B.Try C.Move D.Contact,第33页,Listening:Selling,1.,Listen to give salespeople and their customers.In each case the salesperson is either following a step from the article on How to sell or failing to follow it.Write the number of the step next to the salesperson and write what you think they are selling.,Step Product or service?,Salesperson 1 _ _,Salesperson 2 _ _,Salesperson 3 _ _,Salesperson 4 _ _,Salesperson 5 _ _,3,4,or 5,1,or 6,4,7,advertising,car,stationery,personal organizers,home improvements/insulation,Step 1,Build trust,Step 2,Dont misunderstand the customer,Step 3,Ask clever questions,Step 4,Know your stuff,Step 5,Dont overload people with details,Step 6,Salespeople are not necessarily born,Step 7,Be prepared to fail,第34页,2.,Listen again and complete the notes about each salespersons product or services.,Demand falls in(1)_ but July is better.The client might be interested in advertising on the(2)_.,BEAVIS SUPPLIES,Ray would like to change the(5)_ on the old letterheads.,Leather Diaries,Available in black and(6)_ as well as brown.,Customer wants to know price for putting company(7)_ on the front.,The XR5 is a huge improvement on the(3)_ model:,-backseat airbags,Travels 0 to 70 in(4)_,air conditioning.,Points to mention in each call:,Warm and Cosy,Ask questions about persons(8)_,Suggest(9)_ visits to advise on home,improvements.,第35页,3.,Listen for the expressions below.Write the number of the listening(1-5)in which you hear each expression.,A.I know its proved much more popular than,B.What did you have in mind exactly?,C.So is something you might be interested in?,D.I was wondering if youd mind answering a few questions about,E.Perhaps could be useful?,F.Is there anything I can help you with at the moment?,G.Shall I put you down for?,H.Its a huge improvement on,4,3,1,5,1,3,3,2,第36页,4.,Match the expressions A-H in exercise 5 to the categories below.Write one letter on each line.,1,Establish customer needs:,_,_,_,2,Suggest possible requirements:,_,_,3,Compare:,_,_,4,Close the sale:,_,B,D,F,C,E,A,H,G,第37页,Speaking:A sales conversation,Choose an object in the classroom.Work in pairs and take turns to sell your objects to each other.Follow the flow chart in the last part.,1,Establish customer needs:,_,_,_,2,Suggest possible requirements:,_,_,3,Compare:,_,_,4,Close the sale:,_,第38页,A,sales conversation,Establish customer needs,W,hat did you have in mind exactly?,I,was wondering if you would mind answering a few questions about,Is there anything I can help you with at the moment?,第39页,S,uggest possible requirements,S,o is,something you might be interested in?,Perhapscould be useful?,C,ompare,I,know it is proved much more popular than,It is a huge improvement on,C,lose the sale,S,hall,I,put you down for,?,第40页,A leather handbag,Pen,A book,第41页,Reading:A proposal,A salesperson who works for a company renting office space has faxed the proposal below to a client.Read it and answer question 1-3.,1.What are the needs of the client?,2.Is the salesperson able to meet those needs?,3.What are the benefits of the second location?,Dear Mr.Rice,Thank you for your order by fax.Further to your request for office space for twelve months.Id like to mention that I can also offer you a 10%discount for bookings of an eighteen-month period.,You enquired about availability at the Virginia Walk Centre and offices are still vacant.However,please note that there is limited parking and some offices are on different floors.As an interesting alternative,you might wish to consider a new premises called Dockside(about one mile down the riverside from Virginia Walk).It has the following features:,a first-floor open-plan office space(75m2)with wonderful views of the old harbour.,a convenient three-minute walk from the station and ideal for cyclists with a path along the riverside,suitable parking facilities for over twenty staff.,FAX,第42页,Please consider this possibility and note the discount would still apply.A visit to this premises can be arranged,although I would suggest a prompt decision on this second option.,I look forward to hearing from you in the very near future.,Yours sincerely,Hugo Jones,1.What are the needs of the client?,2.Is the salesperson able to meet those needs?,3.What are the benefits of the second location?,The client needs office space for 12 months.,The salesperson can meet those needs and also wants to try and sell a little more in addition.,The second location offered has these benefits:,offices on the same floor,wonderful views,more convenient than the other location for transport,suitable parking facilities,第43页,可能用于,提提议,表示法：,Thank you for your order,Further to your request,Id like to mention that I can also,Please note,As an interesting alternative,you might wish to consider,It has the following features,Please consider this possibility and note,I would suggest a prompt decision,I look forward to hearing from you,第44页,Writing:A fax,Spacesaver,company which rents warehouse space to businesses,has been sent this fax.Look at the fax and the other information below and answer the following questions.,To:Spacesaver,From:Randy Burr,Subject:Renting warehouse space,Further to our discussion last week in which I outlined our need for warehousing over the next eighteen months,I would like to enquire if th
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