新视野商务英语综合教程2unit5

Unit 5 Sales
Effective listening Most salespeople are natural talkers. But even a great speaker will only get so far without also listening. Taking the time to ask your prospects questions and really listening to the answers shows respect and will give you a clearer idea of what they really want. So how can you tell if you're doing enough listening? The next time you call a prospect, ask an open-ended question and then stay silent for at least a minute. By forcing yourself to be quiet, you will notice how eager you are to jump in and say something before the prospect has stopped talking. Ensure that you not only listen but also understand, be sure to ask some follow-up questions so that your prospect knows that you have listened effectively.
Unit 5 Sales
Unit 5 Sales
Task 1 Task 2
Unit 5 Sales
Task 1 Discuss in pairs to answer the following questions.
Unit 5 Sales
Task 2 Work in groups. Each group member says one thing you know about the following legendary figures in the business world. Then match the pictures of them with their names and the fields they are in.
politeness; patience; professional; communication skill; humor; wisdom and persuasiveness; honesty and sincerity
Unit 5 Sales
Some famous sales quotes 1. Sales are contingent upon the attitude of the salesman— not the attitude of the prospect. (By W. Clement Stone, American best selling author and founder of Combined Insurance Company) 2. The salesman knows nothing of what he is selling save that he is charging a great deal too much for it. (By Oscar Wild, Irish poet, novelist) 3. In the modern world of business, it is useless to be a creatless you can also sell what you create. (By David Oqilvy, British advertising executive)
Unit 5 Sales
Life about Dong Mingzhu Dong Mingzhu is a Chinese businessperson. She is the President of Gree Electric.She started working for Gree Electric in 1990 as an air conditioner salesperson. She worked in Anhui and became one of the company s top salespeople. By the mid1990s she became sales director. She became President in 2001. In 2013, Mingzhu was named Woman in the Mix for business by Forbes Asia. The New York Times called her one of the toughest businesswomen in China .
Unit 5 Sales
Building strong relationships Building and maintaining healthy relationships is the key to developing a strong network.Let's say you are trying to reach the decision-maker at a major company but you don't know anyone who works there. A call or two to your network contacts may help you find someone who knows someone who works in your target company. That may give you access to the prospective customer.
Unit 5 Sales
Setting Starting Point Text Understanding the Text Activity 1
Unit 5 Sales
Dealing with Language Focusing On Grammar Activity 2
Setting: Linda, the Sales Manager of G&D, a company specializing in shampoo and bath foam, is delivering some universal rules of selling to Christol King, a green hand in sales.
Unit Overview
By studying this unit, you are expected to: ● learn the basic qualities for a salesperson; ● know how to evaluate a salesperson’s performance; ● understand some selling skills in practice; ● write a simple commercial e-mail.
Unit 5 Sales
Persuasiveness There is a saying that 'Features tell, benefits sell.' Features are the facts about your product or service; benefits are the advantages to the buyer. For example, a 0% interest rate on a credit card is a feature, but being able to save money while buying the things you need is a benefit!Persuasiveness is the skill that allows you to convey these messages to the customer. If you can make your prospects feel how great it will be to own your product and how much their life will be improved when they have it, you will be more likely to make the sale.
Unit 5 Sales
Unit 5 Sales
Life about Joe Gerard Joseph Samuel Gerard, better known as Joe Gerard, (born on November 1st,1928 in Detroit, Michigan) is an American salesman. Having sold 13,001 cars at a Chevrolet dealership between 1963 and 1978, Gerard has been recognized by the Guinness Book of World Records as the world s greatest salesman. Being one of America’s most sought-after speakers, Gerard has spoken at engagements with General Motors, Hewlett-Packard, and Kmart.
Unit 5 Sales
Starting Point Task 1 What qualities and skills make a successful salesperson in your mind? List them down and compare your list with your partner's.