1、1Module 7.2 Selling2 Marketing vs. Selling Selling focuses on the needs of the seller and the need to convert product to cash. Marketing focuses on the needs of the buyer and the need to satisfy the customer through the products produced.“ Its sales job to influence the customer to buy what the comp

2、any has produced. Its marketings job to influence the company to produce what the customer wants. Both are concerned with the customer but, while sales talks, marketing listens. (Theodore Levitt 西奧多萊維特 ) 37.2 SellingInfluence the customer to buy 1. Do you believe “A great salesperson can sell anythi

3、ng to anyone”? Why (not)? 2. What are the qualities of a great salesperson? 3. What are the dos and donts in selling? 4Ex: 2 Reading Build trust with your prospectsDont misunderstand your customerAsk clever questions Know your stuff and the market youre sellingDont overload people with details1. Be

4、prepared to fail 57.2 Listening Salesperson 1 pick up IMPROVE a) if a situation picks up, it improves Her social life was picking up at last. The economy is finally beginning to pick up again. Weve been through a bit of a bad patch, but things are picking up again now.6Salesperson 2 Model Airbag Bra

5、king system State-of-the-art using the most modern and recently developed methods, materials, or knowledge Itll do zero to 70 in five seconds. The car accelerates from zero to 70 in five seconds. Dashboard 7Salesperson 3 Letterhead n. paper that has the name and address of a person or business print

6、ed at the top of it Put down: to write something, especially a name or number, on a piece of paper or on a list synonym write down Put you down for your usual order 8Salesperson 4 Diary section Address book Leather 9Person 5 Advise you on : to give you advice on / about Home improvement : home renov

7、ation or remodeling is the process of renovating or making additions to ones home. 10 Ex. 5 / 6/ 711Features of the electronic dictionary Latest model that comes in four colors Talking dictionary / Color LCD display Bilingual / multilingual dictionary Good voice quality / long battery life It suppor

8、ts Chinese / English menus The two methods of input are keyboard and stylus It supports handwriting recognition it allows quick navigation between dictionaries It includes tools like calculators, Currency converter, etc12Features of the cell phone Candy bar / flip / slider phone Ext messaging Wirele

9、ss internet MP3 player Camera GPS receiver (global positioning system) 13Supplementary Cold calling tipsFocus on the goal when cold calling.Research your markets and prospects.Prepare an opening statement for your cold call. “ Good afternoon, Ms. Marshall. This is Ken Brown with Green Works. I read

10、in the local paper that you recently broke ground for a new office complex. We specialize in commercial landscape services that allow you to reduce in-house maintenance costs and comply with the citys new environmental regulations. Id like to ask a few questions to determine whether one of our progr

11、ams might meet your needs. 14Supplementary 4. Prepare a cold calling script for the rest of your cold call. 5. Ask for an appointment at a specific time when cold calling. 6. Be persistent when cold calling. Eighty percent of new sales are made after the fifth contact, yet the majority of sales peop

12、le give up after the second call 15 Supplementary What are the qualities of a successful salesperson hard-working ethical creative sincere positive enthusiastic good-humored resilient attentive to details though-minded competitive patient practical persistent empathetic informed about his products /

13、 industry/ competitors passionate about his work willing to take risks has a high IQ/ EQ/ AQ16Supplementary Most important qualities: Persuasive Persistent Knowledgeable Trustworthy Never give up Believes in the product or service he sells Confident17Supplementary Choosing items and bargaining at a

14、souvenir shop A: Good evening. Is there something I can help you find?B: Well, Im looking for T-shirts.A: Theyre right here. What size do you need?B: I need five of each size.A: Good! Theyre arranged by size, small, medium, large, and finally extra large. B: I was wondering if I could get a discount for buying so many at once.A: Hmm. On 20 T shirts I think I can do that. Ill take a dollar off the price o