商务职场英语_Unit_2.ppt
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1、Unit 2 Selling is what its all aboutLessonsTeam ProjectReviewAdditional ResourcesEXITUnit 2 Selling is what its all about Lesson 1 Have you got what it takes? Lesson 2 How do you do it? Lesson 3 Sales have increased by 20% Lesson 4 Dealing with the customer Lesson 5 Dealing with complaints Lesson 6
2、Buying and selling on the InternetEXITUnit 2 Selling is what its all aboutAdditional ResourcesUnit TestReadingResourcesAdditional ActivitiesWritingResourcesGrammarResourcesEXITIn pairs or small groups, discuss these statements.a1.Selling is about sticking your foot in the door and making a speech.2.
3、To be a good salesperson it helps if you like people.3.It is essential to like what you are trying to sell.4.Selling is always fun.5. A salesperson needs to have a lot of initiative.In your notebook, make a list of the things that you think make a good salesperson. Then compare your ideas with a cla
4、ssmates.bn Lesson 1 Have you got what it takes?Read the text and evaluate your personality in terms of the characteristics mentioned. Then compare and discuss your ideas in pairs.cA suitable personality for the job We are all a mixture of different characteristics. A person does not have just one ty
5、pe of personality or another, though people do show a tendency to be one way rather than the other. There are many ways to analyze personality. Here we will consider just four. The first, Type A personality tends to be highly driven and may be very competitive. Type As generally like to get recognit
6、ion for their achievements, they can be very independent, and they may also be direct and to the point. They are likely to be very focused, persistent, and decisive. While the Type B personality, like A, is quite extroverted, he or she is often much more sociable, and likes to party and have a good
7、time even while working. Types C and D, on the other hand, have a tendency to be quieter and more introverted. Type C people usually pay great attention to detail, love accuracy, and are dependable and loyal, while Type D people generally enjoy guidelines and stick to deadlines and schedules. In its
8、 own way, each personality type has characteristics that are valuable assets in a salesperson.Read the article again and find examples of the following types of expressions.dexpressions thatshow a tendency:tends to be, may be, show a tendency, generally like, can be, are likely to be, have a tendenc
9、y to be connectors thatindicate contrast:while, though, on the other handKeyUse the following information to make sentences about each persons personality. Use expressions from Exercise d.eExample:Though Robert can sometimes be aggressive, at other times he can be very pleasant.Robert aggressive at
10、times / pleasant at other times_Chris likes a good time while working / capable of achieving a lot_Naomi generally very compassionate / very decisive and persistent_Mark careless sometimes / usually accurate and precise_Though Robert can sometimes be aggressive, at other times he can be very pleasan
11、t. Though Chris generally likes a good time while working, he is capable of achieving a lot.Though Mark has a tendency to be careless sometimes, he is usually accurate and precise.While Naomi is generally very compassionate, she can be very decisive and persistent.KeyListen to a talk about what make
12、s a good salesperson. Number the points in the order they are mentioned.f1. be a good listener _2. pick up on a persons personality traits _3. like people and recognize their needs and wants _4. create an emotional link with the customer _5. sell products that you like _6. recognize indecisiveness a
13、nd help customers to make a decision _5426KeyScript31Look at these informal expressions from the first part of the talk and rewrite each one in more formal language.g1. sticking your foot in the front door _2. bullying your way into a home _3. conning the person _4. coughing up for a product _preven
14、ting someone from shutting the door forcing someone to let you into their housepaying unwillingly for a productdeceiving or cheating the personKeyStudy the following phrasal verbs from the talk about salespeople. For each one, find a one-word verb with the same meaning.h1. turn out _2. pick up on _3
15、. build on _4. tune into _producenoticeunderstanduseKeyFrom what you have learned so far, write a short description of what makes a good salesperson.iSpeaker: In the traditional approach to selling, the salesman was someone who did it because he couldnt find another job. Selling often meant sticking
16、 your foot in the front door, bullying your way into a home, or conning the person into coughing up for a product that they may or may not need like a set of encyclopedias for the children. These days the image of the salesperson has changed drastically and a lot of preparation and psychology have g
17、one into turning out a good salesperson. Still it does help if you have certain personality characteristics before you start. A person whos able to quickly pick up on the personality traits of another and build on this insight to create an emotional link is likely to succeed at sales. Such a salespe
18、rson recognizes the indecisiveness of a prospective customer and helps them make up their mind in favor of the product. Its important that the salesperson likes people and is able to tune into their different needs and wants. Its also important to be a good listener and pay attention to the value sy
19、stem of the customer. Its also a good idea to sell products that interest you as this makes selling easier.n Lesson 2 How do you do it?In pairs, discuss the questions.a1. When was the last time you went shopping?2. What did you buy and why did you buy it?3. Have you ever bought something you had not
20、 planned to buy?4. What was it that convinced you to buy on impulse?1. Have you heard of Oxfam? _2. What size do you take? _3. Would you like brown or white bread? _4. Can you tell me where the organic produce is? _5. How much were you thinking of paying? _6. Do you have Marjorie Owens latest novel
21、in paperback? _Beside each question, put the letter of the correct response from the box. Then, in pairs, discuss where you might hear these conversations taking place.bfcdeabKeya. I was looking for something around $250.b. Im afraid we only have it in hardback.c. Yes. In the next aisle, on your lef
22、t.d. Usually a 6, but these look a little narrow.e. Yes. Its an aid organization, isnt it?f. Er . . . brown, please.Role-play one of these situations in pairs.cComplete the phrases or sentences with the verbs in the box.d check give help make reduce sign speak work1. Can I _ with Geraldine Murray, p
23、lease? _2. How can I _ you? _3. I _ for Telefast, a cost-cutting company . . . _4. . . . if theres a genuine way to help _ my phone bills . . . _5. Can you _ me a quick explanation? _6. We have a special offer if you _ up this month. _7. And if you _ international calls at off-peak times . . . _8. C
24、an I just _ that I have your correct address? _helpworkgivereducespeaksignmakecheckKeyIdentify the speaker of each sentence in Exercise d and write the numbers of the sentences in the chart.eKeysalesperson sentence #1, 3, 6, 7, and 8prospectivecustomersentence #2, 4, and 5Listen to the telephone con
25、versation to check your answers.fScript1. If theres a way to help reduce my phone bills, . . ._2. If you are interested, . . ._3. If you make international calls at off-peak times, . . . _4. If you want the free calls for a month, . . ._Match each condition with the corresponding action.gKeyConditio
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