原创力文档- 1、本文档共8页，可阅读全部内容。
- 2、原创力文档（book118）网站文档一经付费（服务费），不意味着购买了该文档的版权，仅供个人/单位学习、研究之用，不得用于商业用途，未经授权，严禁复制、发行、汇编、翻译或者网络传播等，侵权必究。
- 3、本站所有内容均由合作方或网友上传，本站不对文档的完整性、权威性及其观点立场正确性做任何保证或承诺！文档内容仅供研究参考，付费前请自行鉴别。如您付费，意味着您自己接受本站规则且自行承担风险，本站不退款、不进行额外附加服务；查看《如何避免下载的几个坑》。如果您已付费下载过本站文档，您可以点击 这里二次下载。
- 4、如文档侵犯商业秘密、侵犯著作权、侵犯人身权等，请点击“版权申诉”（推荐），也可以打举报电话：400-050-0827(电话支持时间：9:00-18:30)。
PAGE
PAGE3
NewInternationalBusinessEnglish
Unit14Salesandnegotiation
Thesalesprocess
Youwillhearpartofaworkshoppeoplewhoarestartinguptheirownbusinessesandtohavelittleornoexperienceofselling.
Workshopleader:...Allrighttheneverybody,if...um...welookatatypicalsalesinterviewwhereyoumeetaclientorwhereasales-personvisitsyoutosellyousome-thing,weseethattherearethreestages:theOpeningStage,theBuildingStageandtheClosingStage.Andweshouldaddtothesestagesotheractivitiesthatwilltakeplacewhenyouarenotactuallymeetingortalkingtoaclient:PreparationandPlanning.
Soletslookatthesestagesonebyone.Ifyouhaveanyquestionsdontbeafraidtointerrupt.Now,thefirststage,one,istheOpeningStage.Usuallythisisaphonecall.Butyoumightbeprecedingitwithaletter,orabrochureorsomethinglikethat.Thefirstthingyouhavetodoisgetpastthesecretary,thatsthemostimportant.Findoutwhenexactlyyoucantalktoyourprospect.Dontacceptapromisetoringyouback,ever.Andyouneedtoexplainwhoyouareandwhatyoureselling.Andarrangeanappointment.Right?
AndtwoiswhatwecalltheBuildingStage.Inotherwordsthesalesinterviewitself.Itsimportanttopreparewellandrehearsedoingthissalesinterview.OK?Andyoucanrole-playitwithafriendorarelation.Erm...andnowthispersonshouldtrytobeunfriendlyanduncooperativeanddifficult,togiveyoutherightsortofpractice.OK?Thendresssuitablyfortheoccasion.OK,thinkaboutthat.Behaveina...inafriendly,confidentbutbusiness-likemanner.Right?Andremembernottospendtoolongonsocialconversation,itmakespeopleimpatient,beforegettingdowntobusiness.
Andrememberthatyourclientisabusyperson.Sorespectthat.Tryandshowtheclientthatyourearesponsible,trustworthyperson,whichofcourseyouare.Telltheclientaboutalltheotherwe
文档评论（0）