01-04-2020-3rd Edition ML Pre-Int(1) (1171843), страница 6
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It questionedsales professio nals o n what they considered to be the most important qualities for asalesperso n . It also asked who would be most likely to succeed.3 Both men ( 5 3 % ) a n d women (66%) a g reed that women do make better salespeople, withH i l l a ry Clinton voted as the top female celebrity most likely to succeed in a career in sales.4 When asked why women make the best salespeople, men believe the main reason is thatwomen are better a t actually closing a deal, while women stated they are better than men whenit comes to dealing with people. Other female skills highlighted included being more organisedand being able to handle more work, while male skills were identified as strong personalitiesand selling skills.5 Jonathan Fitchew, Managing Director of Pareto Law, s a i d : "Television programmes havei ncreased people's interest in the sales industry, but have also hig hlig hted the d ifferentapproaches of men a n d women to the same sales issues."6 When it comes to the individual qual ities required to become a successful salesperson, menranked honesty as most important (53%), while women placed most value o n personality(47%).
Both ag reed that integ rity was also key, coming third overall ( 4 1 % ) . Good looks cameat the bottom of the list, with only 3 % of sales professionals ranking this as important.7 This focus o n professionalism, rather than the hard sell, supports the fact that over half of thesales professionals questioned believe that the reputation of sales has im proved over the last1 0 years, with 55% of men and 47% of women considering this to b e the case.8Both men (87%) and women (86%) ag reed that the top incentive for salespeople was money,with the average sales executive expecting to earn between £25-35k, including bonusesand commission, in their first year of work. Other incentives included verbal praise, overseasholidays and cars.adapted from www.ukprwire.comI:JWork in pairs.Student A: Ask Student B these questions about their article.1What should you do if you are not inwardly confident?2What do you need to know well?3What do 3 0 seconds' and '15 seconds' refer to?4What should you do when you are rejected?5What should you focus on?'6 What do you need to know when negotiating?7What sales mindset should you have?Student B: Ask Student A what these numbers refer t oa) two-thirdsh) 41i) 3b) h alfj) 10c) 53I<) 5 5d) 66l) 47ine) 53m) 87their article.f) 47n) 86g) thirdo) 25-3525Scanned for Agus SuwantoUNIT 3...SELLING•LANGUAGE REVIEWModals 2: must,need to, have to,should•••We use should or shouldn't to give advice or make suggestions.You should follow up all your leads.You shouldn't talk about yourself.We use have to or need to to say that something is necessary or very important.I think you have to pay a sales tax.I need to sell my car quickly.We use don't have to or don't need to if something is not necessary.You don't have to make a sale the first time you speak to a contact.Ifyou buy now, you don't need to pay anything until next year.must is very similar to have to.You must sound and appear confident.But mustn't is not the same as don't have to.
We use mustn't to say that somebodyis not allowed to do something.You mustn't sell cigarettes to anyone underage. (= Don't sell cigarettes to anyoneunderage.)C) Grammar reference page 143rJIRead these rules of a timeshare* vacation club. Then answer the questionsbelow.•T imeshare members must have an income of$60,000 or over.•You don't have to go to a t imeshare sales presentation.•You have to stay for a minimum of seven nights.••••You shouldn't play loud music after1 0 p.m.You need to make your reservation1 80 days in advance.You don't have to attend members' welcome nights.Timeshare members must be25 or over.* A timeshare is the right to use holiday accommodation for a specific amount of time each year.1Can you be a member if you earn $50,000?2Is it necessary to sit through a timeshare sales presentation?3Is it necessary to stay for at least seven nights?No4 Can you play loud music after 10 p.m.?5 Can you book 90 days in advance?6 Is7I]itnecessary to go to members' welcome nights?Can you be a timeshare member if you are 2 1 ?Match each of these sentences (1-6) to a suitable ending (a-f).1 I can pay for the house now,a) so we don't need to work over the weekend.2We've reached our sales targets,b) so we must not offer any further discounts.3Our profit margin is low,c) so you must be confident.4My business is quite small,d) so you'll have to buy it on disk.5It isn't available as a download,e) so I have to be very careful with cashflow.6 The job involves sales presentations, f) so I don't have to worry about a bank loan.III n pairs, write an advice sheet on how to be a good salesperson, including thequalities you need to succeed.
You may use the reading texts on pages 25 and137 to help you.EXAMPLE:You mu>t )ound and appear confident26Scanned for Agus SuwantoUNIT 3.. ..SELLINGWork in two groups, A and B.SKILLSNegotiating:reachingagreementGroup A: Look at the negotiating tips on page 132.Group B: Look at the negotiating tips on page 136.I]1Each group agrees on the five most important negotiating tips on its list.2Form new groups with members from Groups A and B. Agree on a single listof the five most important tips from both lists.�>l) C01.32 You are going to hear a conversation between Martin, Sales Managerof Pulse, an electric-car company, and Chen, an official from the UrbanTransport Department of a city in China. Listen and answer these questions.1Why does Chen want to buy electric cars for the Transport Department?2Which of these do they discuss?•3IIliJ•quantityprice•discounts•colours•delivery•warranty•modelsWhat will they discuss after lunch?�>l) C01.32 Listen to the negotiation again and complete these sentences.1Chen:Yes, pollution is a big problem here.
We're trying all sorts of ideas to reduceit ... I see from your . . . . . . . . . . . . . . . . . . . . . . . . that a standard two-seater car willcost about €12,000.2Martin:If you order 10 vehicles, you'll be paying us about €100,000 , minus the 2%. . . . . . . . . . . . we offer a new customer.3Martin:We could possibly deliver by late August, all being well.Chen:Mmm, that might be OK, if you can . . . . . .
. . . . . . . . . . . . . . . . . . by then.4Chen:Good, how about the . . . . . . . . . . . . ? We'd like a long period.5Chen:What about payment? Do you offer . . . . . . . . . . . . terms?Martin:I'm afraid not. It's company . . . . . . . . . . . . for a new customer. We needpayment by bank transfer on receipt of the goods.
Oh, and we ask fora . . . . . . . . . . . . . . . . . . . . . . . . of 20% of the value of the order.Work i n pairs to role-play this situation. Martin and Chen are continuingthe negotiation. They discuss these points.•four-seater car•colours•after-sales-service•radio/CO player and sat-nav systemStudent A: Turn to page 138.Student B: Turn to page 134.Read your role cards. Try to agree on the points you negotiate.U S E F U L LANGUAGESTATING AIMSREJECTING SUGGESTIONSGETTING AGREEMENTWe're interested in buying 10 cars.I'm afraid not.
It's company policy.That's very reasonable, don't you think?We'd like to start the scheme in June.I'm sorry, we can't agree to that.That sounds a fair price to me.We must have delivery as soon aspossible.Unfortunately, we can't do that.Fine./OK./Great!BARGAININGIf it works, we'll increase the orderlater on.If you increased your order, we couldoffer you a much higher discount.That might be OK if you can guaranteedelivery by then.FINISHING THE N EGOTIATIONRight, we've got a deal.Good, I think we've covered everything.OK, how about dinner tonight?MAKING CONCESSIONSWe could possibly deliver by August.That could be all right, as long asyou pay more for a longer period.We can do that, providing you makea down payment.27Scanned for Agus SuwantoA partnershipagreementHow can a jet charter company stay a head of t h e competition?BackgroundEPJS (Executive and Private Jet Service) is a jet charter company.
It arranges travel in private jetsfor top executives and VIPs (very important people). It provides a customised service, lookingafter all its customers' requirements, from booking tickets to transporting air travellers to theirfinal destination.It is currently negotiating a partnership agreement with the Megaluxe group of hotels.
Basedin Stuttgart, Germany, Megaluxe has five-star hotels across Europe, Asia and South America.EPJS has agreed to give Megaluxe 'preferred partner status'. This means that EPJS will alwaysreserve rooms for its customers in a Megaluxe hotel, providing the customer has not expressed apreference for another hotel.EPJS is a fast-growing company, but it is facing strong competition from other charter airlines.To beat the competition, it must offer customers a very attractive package: good·value prices,special assistance at airports, superb hotel accommodation and outstanding service.EPJS and Mega luxe have met several times.
They are now ready to negotiate some of the keyterms of the contract...>)) CD1.33 Listen to a conversation between a director of EPJS and a director of Mega luxe. Theyare discussing the agenda for the negotiation. Note down the agenda items.1IEPJS customer profile (% of total customers p.a.)1*Super-wealthy2 ** Wealthy3 Business executives4 VIPs5 *** Other1%3%82%6%8%* Very high net worth (over $30 million)** High net worth (over $1 million)*** Clients chartering for special events, e.g. celebration trips,family reunions, sports·team travel, bands on tour, etc.Scanned for Agus SuwantoSUITESROOMSRESTAURANTBUSINESS CENTREWe lco m e to M e ga l uxe h otels•Every modern convenience• Splendid views of the city• Elegance, luxury, relaxationSPABARSREST ROOMSROOM RATESFormatPlatinum SuiteGold StandardExecutive StandardPOOLINDOOR TENNISCONCIERGE SERVICEArrangementSuiteDouble roomDouble roomGOLF COURSEMEETING ROOMSRate per night$4,000 per night$1,000 per night$850 per nightWork in two groups.Group A: You are directors of Megaluxe.
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