新职业英语市场营销英语UnitPersonalSellingProducts介绍.pptVIP

- * - * Listening task 5 Script Li Ming: What a pleasant surprise, Yang Fan! Yang Fan: Li Ming, nice to see you! How’s everything? Li Ming: I was in Egypt for two weeks. You wouldn’t believe what happened there. Yang Fan: Try me. Li Ming: OK. I was in town in a menswear store. The owner of the shop asked me if I wanted any help. “No thanks,” I said, “I’m just browsing.” As I was doing just that, another guy came in with his friend. They were smartly dressed and as they walked into the shop, the owner again said, “Can I help you?” The man smiled and said, in a very polite way, “I’m looking for a BOSS suit.” “I like the brand BOSS. Do you sell BOSS?” - * - * Listening task 5 Script Yang Fan: I don’t see where this is going. Li Ming: Well, the shop didn’t sell BOSS. So what would you do if you were the guy who owns it? Yang Fan: I can think of three options: First, tell the customer that you don’t sell BOSS but you know where he could find it. Second, say that you agree that BOSS is a fine brand and you can understand why he likes it. Although you don’t sell it yourself, you have something similar. The third option is to say that you agree that BOSS is a fine brand and ask him what in particular he likes about it so that you have the best chance of matching his need to something you do have in the shop. Li Ming: Not this shop owner in Egypt! He said, “We all like BOSS, sir, but can you afford their prices?” Guess what? The guy looked him straight in the eye and replied, “Yes, I can,” and promptly walked out of the shop! - * - * Reading B Translation 经济衰退期间销售价值3.5万美元手表 当一位配戴卡地亚手表的男士步入万国表专卖店时, 一位名叫黄华的店员便马上迎上前去，问道：“您要不要试一下这块表？” 这位先生回答说：“不用了，”随后便离开了。布莱克先生走到这位店员面前，告诫他下次不要问些对方要用“是”或“不是”可以回答的问题，而应这样问：“想邀请您试戴一下这款手表。您请坐。”布莱克先生曾担任施乐公司的推销员，现正在训练万国表的销售队伍。万国表的售价在3000美元至 30万美元之间。 布莱克先生力劝他的学生用“价值”代替“价格”；推销“浪漫”，而非“产品”。 - * - * Reading B Translation 训练进入第二天，店面经理阿尔诺?怀特上前迎入一对夫妇。他热情地带领这对夫妇在店内参观。然后，他戴上黑色手套，将这位绅士的手表放在托盘上的两块万国腕表之间，并将一块精致的大飞行员腕表戴上男子的手腕上。 布莱克先生在附近巡视，派黄先生把一款腕表拿到这位先生的妻子面前。“