工商英语课程讲义Unit14 (new)..pptVIP

New International Business English Viola Shao Email: violasjr@126.com Unit 14 Sales and negotiation This unit looks at various aspects of sales, including preliminary demonstration and negotiation, in which agreement on prices, product quality and delivery is made. 14.2 The sales process (P. 135) Reading and gap-filling (Work A): product 2. weaknesses 3. buying 4. before 5. wants 6. client 7. individual Work C: Listening Listening: Listen to a talk at a workshop (讨论会) for people who have little experience of selling. Fill the gaps in this summary of the talk. Vocabulary sales interview 销售会晤 stage- n. 阶段，步骤 planning- n. 策划 precede sth with sth 事先做…… get past sb 绕过…… prospect- nc. 可能的主顾 (sb) match sth to one’s needs ……满足某人的需要 objection- n. 异议 justify- v. 说明理由 foreseeable- adj. 可预见的，可能的 financial status 经济状况 Work C: Key Opening, your client, secretary, appointment Building, rehearse, friend, relation(relative), occasion, friendly, businesslike, social conversation, responsible, trustworthy, well-known, benefits, asking questions, half Closing, place, timing (时间控制),thank 14.3 Selling your product (P.136) Listening (Work A1): You’ll hear a sales representative demonstrating this product (camera) to a customer. Which of these aspects is NOT covered in the demonstration? Work A1: Key Covered: advertising, film for the camera, pricing, using the camera NOT covered: after-sales service, a guarantee period Work A2: Order the points Listening again (Work A2): This summary of the points the sales representative makes is jumbled up. Number the points in the order in which he makes them. Work A2: Key 1 When you look at a Nimslo 3-D print you get an amazing feeling of depth and realism. 2 The cost to the end-user will be under ￡100. Plus the usual trade discount. 3 It’s not possible to let you have the goods on sa