会话活动类型论文：会话活动类型研究框架下的英语电话销售话语分析.docVIP

会话活动类型论文：会话活动类型研究框架下的英语电话销售话语分析 【中文摘要】本文在J. Thomas提出的会话活动类型的研究框架下，首次对电话销售这一日常营销手段进行动态的语用研究。本文旨在研究电话销售员的语言策略，通过将优秀销售员与销售新手之间的电话销售过程进行对比，着重探讨以下两方面内容：1交际目标和语境对语言策略的影响；2销售员如何灵活运用语言策略突破劣势语境的限制从而掌控会话进程，达成交际目标。最后本文在描述分析的基础上归纳出电话销售中优秀销售员可能使用的部分会话策略，以期对销售人员具有一定的借鉴意义。在语言学研究历史上，对销售会话的专门研究不多，对电话销售的研究就更为少见。过去的研究大多数停留在静态研究的层面，从动态语境层面所做的较少。本文在前人研究的基础上，承认语境的动态本质，以公司间的电话销售（Business-to-Business）会话为研究对象，以本人通过实习在电话销售培训课中录制（20份）及权威销售类书籍中摘录（20份）的共40份电话销售对话为语料，对其在会话活动框架内进行6个维度的动态分析。本研究具有一定的理论和实践意义。首先，本研究对电话营销进行了语言学的初探，对未来的研究具有参照价值。其次，本研究拓展了会话活动类型理论的应用领域。再次，本课题的研究对于电话销售人员的语言技能培训具有一定的借鉴意义。 【英文摘要】This thesis conducts a dynamic pragmatic study of telesales conversation withinthe framework of Speech Activity Type proposed by J. Thomas. By contrasting thelinguistic strategies used by the exceptional salesperson and the remainderrespectively, this paper aims to answer the following two questions: 1. What influencedoes the goal relationship and context exert on the employment of linguistic strategy?2. How does the top telesales representative stray from constraints of inferior contextand control the conversation at last? Finally, this study summarizes the linguisticstrategies commonly used by top sellers on the basis of previous analysis, with a hopeto contribute to their selling techniques for the telesales staff.In the history of linguistic studies, there were few studies concerning the salesconversation and much sparser on the telesales conversation. Besides, the previousrelevant studies mostly hang on the static level, only a few focuses on dynamiccontext. Based on the previous studies, this thesis admits the dynamic nature ofcontext and conducts a dynamic study on telesales conversation with reference to sixdimensions within the framework of speech activity type. In this paper, we choosebusiness-to-business telesales conversation as our studying object, and 40 dialogueswhich are half recorded by the author and half exerted in relevant books as ourstudying data.This research is of certain pra