商务英语--Unit 2 Lesson Two.ppt

Business English Office February 2013 Business English （Ⅲ） Course Code: 5302 Unit Two Sale and Selling Scope Leading-in Sales Conversation Sample Background Knowledge Language Focus Role play Leading-in Act out the conversation What is the conversation about? A Sample Read and practice the sample conversation and think about: How to make a sales conversation? Steps to a sales conversation Step 1: Greeting and introduction Step 2: Establish rapport Ways to build rapport Comment on something in their office Discuss an area of commonality Get to the point of your meeting right away Make small talk about traffic, weather, etc. Compliment them Step 3 Step 3: Surveying (Questions/Listening) (To uncover the situations /problems / needs) Open-ended Questions or Close-ended Questions? Question Examples Would you like spending your holiday at a seaside hotel? What is your favorite way to spend your holiday? Close Ended ＆Open Ended Are you going to have lunch? Tell me about your food beverage needs. Will you be paying for the rooms? How would you like billing to be handled? Will you need audio visual equipment? What type of audio visual needs will you have? Step 4 Step 4: Provide solutions and describe the benefits Step 5 Closing and discuss the next steps Open-ended Questions or Close-ended Questions? Im assuming youre ready to fill out the application. Is that correct? Shall we have our first meeting on Wednesday at noon or Thursday at 5 pm? Would you like the blue dress or the red dress? Shall we get started on the paperwork? Tips? Ask right or good questions Talk to, not at (To listen) Use positive emotions Detect the buying signal Professional image … Role-play Each group choose one thing to sell among the following: Rooms Catering services Meeting facilities Wedding services Club or Health center services Role-play 2. One group