新编剑桥商务英语unit_7ppt

Reasons for choosing sales
- it isn’t as bad as myths suggest - unlike marketing, sales is tangible - it has a direct impact on a company’s results - you meet people and communicate with different personalities - in sales there’s a buzz of a target-driven environment - you can manage millions of pounds of business - make customers happy - it’s incredibly rewarding
1. What are the key elements that affect sales? 2. Why does the winning team sell more? What is their key to success? 3. Why does the losing team sell less? What would you do differently if you were them?
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 * school teacher / university lecturer * fighter pilot / airline pilot * politician / journalist
Part of the reason why graduates are often not interested in sales is because it isn’t seen as a profession. Clarissa Gent, a chemistry graduate and sales manager at Rackspace Managed Hosting, an IT support firm, says: ‘Careers departments don’t talk about sales and there is a lack of education about the different levels you can go to with it. I always thought marketing seemed more attractive, but it wasn’t the dynamic world I’d imagined. Then I talked to people in sales and realized that it is possible to be passionate about it. It soon became apparent that I was much more suited to sales. Now I speak to customers every day in the buzz of a target-driven environment. It’s fantastic.’ Tom Moody, a commercial director for Proctor and Gamble, says that sales can be ‘managing millions of pounds of business and making sure the customer’s happy. It’s incredibly rewarding.’ Now there’s a convincing sales pitch if I ever heard one!
Stevens says that Toshiba recently had to market its graduate scheme as a sales and marketing programme because ‘we knew sales alone wouldn't attract people’. The gamble paid off. Last year the majority of recruits chose sales, including Ross Snowdon, a marketing graduate. ‘Unlike marketing, sales is tangible. It has direct impact on a company’s results. It’s all about meeting people and communicating with different personalities.’
4) It’s difficult to attract graduates into sales because ___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
Module 7 Sales
Wordlist
buzz challenging cold calling door-to-door selling frustrating jolly (informal) myth repetitive sales pitch varied well-paid
* manager of a company / manager of a charity
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
- 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)
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. it’s better paid. C. you meet more people. A. many aren't suited to it. C. they don’t have the right qualifications. B. you see real results. D. you can work on your own. B. they aren't passionate. D. of a false perception.
7.1 Sales
1 2 3
Reading 1
Vocabulary: Sale terms
Reading 2 Grammar
4
5 Speaking: Comparing jobs
Warm up activity
Watch an episode of The Apprentice about sales and discuss the following:
Not sold on sales?
‘Hi, I work in sales.’ not a great conversation opener, is it? Not like being a fighter pilot or a director of Medecins sans Frontieres, for example. Unfortunately, a job in sales can’t quite shake off its unglamorous image or associations with something rather dishonest. This all means recruitment problems for graduate employees. On the other hand, marketing – a less direct way of selling a product – is rather more popular as a career choice, and sounds better at dinner parties. Why? Susan Stevens, head of HR at Toshiba, believes that marketing ‘retains an air of glamour’ and that graduates ‘expect to work on creative campaigns with PRs and lots of jollies’. But, on the other hand, sales means ‘door-to-door work and cold calling’. Yet this image is misleading. Sales professionals in the UK outnumber people in marketing by about 200,000. This is partly because those who do fall into sales work realize it isn’t anything like as awful as the myths suggest.