单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,?商务英语实训教程?上册,教师参考 Unit 13,教师用书,Unit13Sales Processes,Pre-reading questions,What is the purpose of a sales process?Please,list out sales processes as many as possible,as,well as their form acronyms.,The purpose of a sales process is to find a potential customer and negotiate a sale such that both parties are happy with the deal.CAB is a simple model reduces the sales process to just three stages:Cognition(awareness),Affect(interest),and Behavior(action).The AIDAS acronym is more detailed and describes the sales process as stages that attract the Attention,Interest,Desire,Action and Satisfaction.,【文本翻译】,销售过程,然而，销售过程可以进行传授，即使经验丰富的专业销售人员后来也根据他们的经验和直觉适应了该过程。销售过程的目的是为了寻找潜在客户，并且商谈交易双方都感兴趣的买卖。这被称为是一种“双赢的局面。,销售过程,研究说明，成功的销售涉及到向顾客提问并认真记录顾客的反响、提供相关的信息以及可能的情况下用充分的证据来说明自己的观点。能与客户产生共鸣并尽可能缓解紧张的情绪，使得销售过程尽可能自然，这也是至关重要的。虽然这些技巧可能比较实用，但对于新手而言，还需要了解一种结构完整的销售过程，使他们能充分利用销售时机。幸运的是，有很多书和文章中都介绍了销售过程的模式，并且往往这些模式都有缩略语表达形式。,销售过程,如CAB就是一个简单的模式，它将销售过程精简为三个阶段：认知意识、影响兴趣和行为行动。AIDAS这个缩略语就更加详细，它将销售过程描述为吸引注意力、引起兴趣、产生欲望、采取行动和感觉满意等几个阶段。然而，大多数销售过程都以六个阶段为准，从首次与客户打交道到交易结束以及售后跟踪对那些初做销售人员的新手进行指导。在任何一个销售过程中，销售人员都应要注意为他/她提供的产品或效劳增加感知价值或实际价值，以此将他/她的产品或效劳与同类产品区分开来。因此，销售过程的初始阶段是投入时间最多的时候。,New Words,词汇教学重点：,1.acronym krnim,例句1：Thats a mouthful of an acronym for a very simple technology.对,于一项非常简单的技术来说，这是一个很绕口的缩写词。,例句2：NASDAQ,acronym for the National Association of Securities,Dealers Automated Quotation system,is one of the largest,markets in the world for the trading of stocks.纳斯达克,NASDAQ是全美证券交易协会自动报价系统的首字母缩,略词，而且是当今世界上最大的股票交易市场之一。,2.adapt dpt,例句,1,：,She adapted herself quickly to the new climate.,她很快就适,应了这种新气候。,例句,2,：,Experiments were made to adapt this variety of shrimp to,fresh water.,人们进行了一些试验来使这种虾适应于淡水。,3.claim kleim,例句,1,：,He set up a claim to the throne.,他自称王位是属于他的。,例句,2,：,He defended his claim successfully.,他成功地为自己的主张,进行了辩护。,4.cognition knin,例句,1,：,It is a leap in the process of cognition.,这是认识过程的一次,飞跃。,例句,2,：,People have speculated about human cognition for 2000,years.,人们对人类的认知力已思索了,2000,年。,5.differentiate difrenieit,例句,1,：,Can you differentiate one variety from the other?,你能将这,两个品种区别开来吗,?,例句,2,：,This company does not differentiate between men and,women-they employ and pay both equally.,这家公司对男,女职工一视同仁,-,男女职工他们都雇用而且同工同酬。,6.empathize empaz,例句1：If I love you,I can empathize with you and see the world,through your eyes.假设我爱你，我会与你产生情感共鸣,并能通过你的眼睛看世界。,例句2：I clearly empathize with the people who live in those,neighborhoods.我非常同情生活在那些地方的人们。,7.intuition intuin,例句1：My intuitions proved correct.我的直觉确实是正确的。,例句2：He had an intuition that there was something wrong.他凭,直觉知道有些地方不对劲。,8.maximize mksimaiz,例句,1,：,People are expected to act so as to maximaize their well-,being.,人们总是期望他们的行动能取得最大的利益。,例句,2,：,This would allow us to maximize its potential without,losing our sense of place.,这会使我们最大程度地开发,其潜力而不失去我们的存在感。,9.potential ptenl,例句,1,：,Education develops potential abilities.,教育能开发人的潜能。,例句,2,：,The dispute has scared away potential investors.,这一争端,吓走了潜在的投资者。,10.recruit rikrut,例句,1,：,John was conscripted last week,so he is a very raw,recruit.,约翰是在上周被强征入伍的,所以他是一个训,练无素的新兵。,例句,2,：,Matsushita made a considerable effort to pass on his,companys legacy to each new recruit.,松下先生作了相,当大的努力，把他的公司的优秀遗产传给每一个新,成员。,11.release rilis,例句1：This is called making a release.这叫做一次放松。,例句2：I think her death was a merciful release.我认为她的,死是一种幸运的解脱。,12.response rispns,例句1：There was an enthusiastic response to my suggestions.我的,提议得到了热情的响应。,例句2：His cool response suggested that he didnt like the idea.他反,应冷淡说明他并不喜欢这个主意。,13.tension tenn,例句1：The tension soon transmitted itself to all the members of the,crowd.这种紧张情绪很快感染了人群中所有的人。,例句2：Relaxation exercises can free your body of tension.放松运动,可以松缓身体的紧张。,14.trainee treini,例句1：Tom didnt know the trainee beside him.汤姆并不认识他旁边,的那个实习生。,例句2：Each trainee according to the own work,supposes to make a,Strategic Sales Plan.每位学员根据自己的工作制定销售战略,方案。,Phrases,1.even if,例句,1,：,They couldnt,even if they would,get out of trouble by,themselves.,即使他们想,(,摆脱,),也无法独立摆脱困难。,例句,2,：,We should practice economy even if we are rich.,即使我,们富裕了也仍应该厉行节约。,2.in the light of,例句,1,：,A computer system is composed of software and,hardware in the light of its working mode.,根据计,算机的工作过程来看，计算机系统是由软件和,硬件组成的。,例句,2,：,In the light of his remarks,we rejected her offer.,鉴,于她的评语，我们拒绝了她的提议。,3.be associated with,例句,1,：,I didnt want to be associated with it at all.,我根本不,想与这事有牵连。,例句,2,：,Her name will ever be associated with the womens lib.,她的名字将永远和女权运动联系在一起。,4.be based on,例句,1,：,The TV play was based on real life.,那部电视剧是根,据现实生活创作的。,例句,2,：,Judgment should be based on facts,not on hearsay.,判,断应该以事实为依据，而不应该依据道听途说。,Business Terms,1.after-sale follow-up 售后跟踪效劳,售后跟踪效劳是市场营销领域的专业术语。是指生产企业、经销商把产品或效劳销售给消费者之后，为消费者提供的一系列效劳，包括送货、安装、调试、维修、技术培训、上门效劳以及后续效劳等等。,2.perceived value 感知价值,感知价值是指与其他竞争产品相比，顾客对拥有或使用某种产品的总利益和总本钱进行衡量后的差额价值，顾客的感知价值越高，对产品/效劳的满意度就越高。,Suggested Keys to English Language Exercises,Key to Vocabulary Exercise,1.B 2.A 3.A 4.C 5.D 6.B