世纪商务英语阅读专业篇I_unit-5.ppt.pptVIP

5-3 Words and Expressions specify v. 说明 stimulate v. 刺激 audience n. 观众 marketer n. 营销人员 component n. 组成部分 overall a. 总的 relative a. 相对的 complex a. 复杂的 sponsor n. 赞助商 booth n. 有篷的摊位 allowance n. 让利 reseller n. 转卖人 quota n. 配额 reinforce v. 加强；充实 promotional mix 营销推广组合 5-3 Words and Expressions encyclopedia n. 百科全书 prospect v. 寻找(客户) lead n. 线索 formula n. 公式 fluster v. 使慌张 closing n. 结束(对客户的拜访) instruction [In5strQkF??n] n. 产品说明 subsequent [5sQbsIkwEnt] a. 接下来的 trade?in 以旧物折价换取同类新物的交易 pre?approach 预先的准备 follow?up 后续工作 5-3 Words and Expressions premium n. 奖金；保险费 dynamic a. 发展变化的；强有力的 caffeinated 含有咖啡因的 fizzy a. 起泡的 voucher n. 代币券；票券 self?liquidating 自我清偿 dump bin “垃圾桶”查看法 5-3 Text B 4. Handling Objections 7 A good salesperson is not by objections from customers and handles them in a positive, confident manner. 5. Closing or Asking the Buyer to Make a Purchase 4. 处理异议 一个优秀的推销员不会因为消费者的异议而不知所措；他或她会以一种积极自信的方式处理好这些异议。 5. 结束推销访问或对消费者的购买诉求 翻译 fluster 使慌张 flustered 5-3 Text B 8 Salespeople need to learn to look for signals that a closing is appropriate. Common signals that customers give include asking questions, making comments, leaning forward or nodding, or asking about price or terms. 推销员有必要学会把握好结束推销访问的合适时机。消费者会给出一些推销访问可以结束的信号，这些信号通常是：问一些问题，作一些评论，身体前倾或点头，询问价格或购物的条件等等。 翻译 5-3 Text B 6. Following Up 9 The follow?up, which can be done in person or by telephone, gives the customer the chance to ask questions and reinforce his or her buying decision. 6. 后续服务 后续服务可以是再次登门拜访或电话拜访，这样做让消费者有机会再问问题，从而更加坚定了消费者的购买决心。 翻译 5-3 Text B The salesperson can review how to use the product, go over instructions and payment arrangements［10］, and make sure the product has arrived in proper working order.［11］ This step ensures repeat business and is a good opportunity to obtain referrals and increases the chances that payments will be made. 推销员可以再