D-商务英语教程unit-5.pptVIP

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. 推销员可以再次说明产品的用法、使用时应注意的事项、付款方式及程序，同时，可以确认产品到达消费者手里后是否功能良好。后续服务保证了回头客户，这些回头客户又极有可能介绍新的客户，这样一来，后续买卖的机会也就大大增加了。 翻译 subsequent 接下来的 subsequent 5-3 Notes [1] with the purpose of: 目的在于…… 例：Troops were sent solely for the purpose of assisting refugees. 派遣军队的唯一目的 就是帮助难民。 [2] sets ... apart from: 将……区别开来 例：Her unusual lifestyle sets her apart from other girls. 她不同寻常的生活方式使得她 看起来和别的女孩很不一样。 [3] in person: 亲自 例：You have to sign for the document in person. 你得亲自在这份文件上签上你的名 字。 5-3 Notes [4] Salespeople may learn about competitors’products or about emerging customer needs that may lead to the development of a new product. Emerging customer needs 意思是“顾客新的需求”。这种需求的好处在限制性定语从 句that...a new product中得以说明，即“可以引导新产品的开发”。 [5] hard?sell: 强行销售 5-2 Notes [4] Sales promotion is d