01-04-2020-3rd Edition ML Pre-Int(1) (1171843), страница 32
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Don't approach selling with dread, as an areapeople focus on this rejection and often end up makingwhere rejections are commonplace. Selling should be acontact with fewer prospects than they otherwise would.challenge. You should enjoy closing deals, making sales,You will receive setbacks, but the more people you call, theand each rejection should be looked on as a result -more leads or sales you'll make. It's a numbers game - hityou're one step closer to meeting your next customer.the high numbers, and success will almost always follow.Working across cultures 3, Task, page 91adapted from www.marketingminefield.co.ukStudent CYou are a senior manager based in Australia. You should:•listen carefully to the call leader- he/she will invite you to speak;•try not to interrupt others when they are speaking.••••11Your opinion is that more conference calls are a bad idea. The technology often does notwork well, and this wastes time.You often find it difficult to be on time.
You have to leave early on Fridays and you don'twork on Mondays.Your suggestion is to perhaps have the calls at different times, but you are not sure.Your view is that some extra training could be a good idea, a lt ho u gh you know it can beexpensive.Conflict, Case study, Task, page 1 1 1Student BShareholder AYou strongly believe that the Board of Directors should recommend acceptance of the offer.These are some of your reasons:•UCC will provide money to finance new products and entry into new markets, such asChina, Russia and the Middle East.•Herman & Corrie Teas will benefit from UCC's advanced production techniques andefficient sales teams.•UCC will encourage innovation, which Herman & C o r ri e Teas needs in order to becomemore competitive.•UCC has offered to pay a very good price for your shares. You will make a big profit byselling them.Add any other arguments you can think of.137Scanned for Agus SuwantoACTIVITY FILESelling, Case study, Task, page 293Group BYou are directors of EPJS.
These are the points you need to negotiate, together with your negotiating positionon each one.N egotiating pointYour positionLength of contractOne year, then re-negotiate if successful, e.g. We'd like a one-year contract.After that, a longer period if we're happy.Suite/roomsYou want to reserve for your clients:NumberType of room1Platinum SuiteGold Standard10Executive Standard20ServicesRatesAdvertising3Nights per year2050100locationAll countriesAll countriesAll countriesYou want:Platinum SuiteGold StandardExecutive StandardAll meals + hotel facilities/servicesBreakfast + all hotel facilitiesBreakfast + pool, spa, business centreFor each rate, you want:Platinum SuiteGold StandardExecutive Standard20% discount on the advertised rate10% discount on the advertised rate5% discount on the advertised rateYou will include information about Mega luxe hotels in all your advertising.Mega luxe must pay 40% of the total advertising budget.Selling, Skills, Exercise D, page 27Student AYou are Martin.
You want to:1 sell Chen some deluxe four-seater models of your cars.Price: €20,000; discount of 5% for first order2offer only two colours for your two-seater cars: white and black.Extra colours will raise the price by 5%.3send a Pulse mechanic to China every six months to service the cars.You can train local mechanics at a cost of€200 per hour.11Conflict, Case study, Task, page 111Student ESenior ManagerYou strongly believe that the Board of Directors should recommend acceptance of the offer.These are some of your reasons:•There will be more opportunities for promotion if UCC buys the company.•Herman & Corrie Teas needs a lot more investment to grow and enter new markets,such as China and Russia.
These have great sales potential.•The company needs to be more innovative to compete with rival firms.•The company needs new management, new ideas, more energy and to be morerisk-taking.Add any other arguments you can think of.4Great ideas, Skills, Exercise E, page 41Student BParticipantYou have the following opinions concerning The Hipster:Selling price:$10 approximatelyTarget consumer:Young people aged 15-25Special offer for first purchase:Discount of 10% for orders over 20Advertisements in magazines aimed at young peopleAdvertising/promotion:138Scanned for Agus SuwantoACTIVITY FilE8Marketing, Skills, Exercise H , page 79Student BYou are the European Sales Manager.
You want to do the following when you call the MarketingDirector.1 Tell the Marketing Director when and where the focus group takes place. Details are as follows:Commercial lnstituteLocation:20 Koninginnelaan 2482 BNAmsterdamDate/Time:Thursday, 2 5 August at 10.00 a.m.2 Note down the names of two people whom the Marketing Director wishes to invite to the focusgroup.3 Answer his or her questions about last month's sales results in France. Details are as follows:Total sales:€5.6 millionSales were 9% higher than the same period last year.6Entertai ning, Skills, Exercise F, page 57Student BYou are at a conference. You recognise someone youmet at a conference two years ago.
Introduce yourselfand make small talk. Use this information to prepare forthe conversation.•You met Student A two years ago at a conference onCustomer Care in Frankfurt.•You are the Sales Manager for a mobile-phonecompany.•You have been at the conference for three days.•You have visited the city (beautiful old castle,interesting museum, excellent restaurants, but veryexpensive).•You are staying at a small hotel outside the city (abad choice: room is small and noisy, and too farfrom the centre of the city).•You are leaving tomorrow.•The conference is boring- the speakers talk toomuch and use too many PowerPoint slides.Add one other piece of information which you think isimportant.11 Conflict, Skills, Exercise E, page 109Student BYou are the General Manager. You r company is going through a difficult financial period.
You havebeen told to keep costs as low as possible. You know that the executive is very unhappy for thesereasons:•They were not chosen for an overseas posting in Argentina.•They have to use a middle-of-the-range car.•They received an end-of-the-year bonus which was below their expectations.Persuade the executive that they have been treated fairly.
These are your reasons for the decisions:The executive was not fluent enough in Spanish for the overseas posting.•They need more training in teamwork skills before being posted overseas.•Only senior executives are given top-of the-range cars for work and private use.•All members of staff received small bonuses because of the financial situation.•Working across cultures 3, Task, page 91Student DYou are a senior manager based in Latin America. You should:•listen carefully to the call leader- he/she will invite you to speak;try not to interrupt others when they are speaking.•••••Your view is that you are not sure more conference calls are a good idea.
Your experience ofconference calls is mixed (some good/some bad).Your opinion is that the technology is difficult to use. You prefer e-mail or face-to-face meetings.Your idea is that calls should be at the same time of day each week or month, so people do notforget. You prefer the morning.Your suggestion is to have a number of training courses for all staff before increasing the numberof conference calls.139Scanned for Agus SuwantoACTIVITY FILENew business, Skills, Exercise D, page 717Student BAsk and answer questions to complete the information in these charts.WJ-,at 15 tJ-,e population of Delhi?A: Twenty-two point one million O R Twenty-two million1 one hundred tJ-,ou5and.EXAMPLE: 8:% of households withInternet (2008)Biggest cities(population in millions)Oldest populations(% aged over 60)Cars per 1,000 people1 Japan2 Italy1 Iceland.
. . . . .1 Tokyo, Japan36.712 Delhi, India. . . . . . .2 Iceland.3 Sao Paulo, Brazil20.33 Netherlands86.13 Germany26.04Mumbai, India.5Mexico City, Mexico6 New York, USSouth Korea· · · · · · ·......30.5. 2669Luxembourg. ...3 New Zealand. . .84.44 Sweden... ... 4Italy609. . . . . . .5Norway84.05Finland..... . 5Brunei. .
. . . .19.46 Denmark... ..6Bulgaria24.5. ...6 MaltaMarl<eting. Skills, Exercise H , page 79You are the Marketing Director. You want to do the following when the European Sales Manager calls you.211. .Sweden. .Student A1. ... .. 4All figures taken from The Economist: Pocket world in figures, 2011 edition (Profile 2010)8. . .Note down when and where the focus groupmeeting will take place.Suggest that these people attend the meeting:•Elisavet EfstathiouTel: (812) 275 6381E-mail: e.efstat@nimarkt.comShe is a marketing consultant based inAthens, Greece.•Katja BuchholtzTel: (361) 339 4032She is Head Buyer for a department storein Munich, Germany.3 Ask the European Sales Manager about lastmonth's sales results in France.Did they increase or decrease?Conflict, Case study, Task, page 111Student CShareholder BYou strongly believe that the Board of Directors should not recommend acceptance of the offer.These are some of your reasons:•Herman & Corrie Teas will lose its identity and principles if UCC buys it.
UCC will only beinterested in making money.•UCC will change the management. This will not please the staff, who like the family atmospherein the company.•Many customers will no longer buy Herman & Corrie's products when they find out that a largemultinational now owns and manages the company.•A small, privately owned tea company, FTC, contacted you recently.
They would like to mergewith your company. They have the same values and principles as Herman & Corrie Teas.Add any other arguments you can think of.140Scanned for Agus Suwanto559.DModals 1 : ability, requests and offersForm+1/You/He/She/ lt/We/They can go.-1/You/He/She/lt/We/They can't (= cannot) go.?Can 1/you/he/she/it/we/they/go?Uses1 We use can and could to:•make requests.Can I make a phone call?Could you tell me the time, please? (a little more formal)•give or refuse permission.You can use my mobile phone.You can't go in there. It's private.••make an offer.Can I help you?I can take you to the station if you like.describe ability.Paola can speak Chinese.When he was younger, he could (= was able to) run a marathon in under three hours.•say that something is possible or impossible.You can make a lot ofmoney ifyou work hard.I can't get through to them.
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