SalesandPromotionUnit3英語(yǔ)5職業(yè)模塊制作：陳薇

審核：張俊Aftercompletingthisunit,youwillbeableto:UnderstandkeyprinciplesofsalesandpromotionNegotiatepricesWriteacounterofferletterCreateapromotionalposterBoostsalesthroughinnovationLearningObjectivesCONTENTS01/Warm-Up02/Reading03/GrammarandUsage04/IntegratedSkills

05/ExtendedReading06/Real-LifeActivity07/Self-Assessment08/WordsandExpressionsPART01Warm-UpEachpicturebelowshowsamethodshopsusetopromotesales.MatchthepictureswiththeChineseterms.1幸運(yùn)抽獎(jiǎng)打折買(mǎi)一贈(zèng)一免費(fèi)試用返現(xiàn)以舊換新PART02ReadingImaginestartingajobwhereyouhavetospeakalanguageyou’restilllearning—infrontofthousandsofpeople!That’sexactlywhatIanfacedwhenhebecamealivestreamer.Let’sdiveintohisinspiringjourneyandfindouthowheturnedstrugglesintosuccess!WhatchallengesmightIanmeet?TheJourneyofaLivestreamerAftercompletinghisdegreeinChinese,Ian,ayoungmanfromSriLanka,gotajobataforeigntradecompany.Hebeganhiscareerasalivestreamerforcross-bordere-commerce,butthingsdidn’tgosmoothlyatfirst.Atthebeginning,Ian’sChinesewasn’tfluent,andhisinteractionswithviewerswereonlyaverage,resultinginlowtrafficandmixedfeedback.Duringlivestreams,heoftenstruggledtodescribeproductsclearly,andhisnervousnesswasevidentinhisstiffbodylanguageandhesitantgestures.“HowcanImakethismorefun?”Ianwondered.Oneday,Ianattendedatrainingsessiondesignedtohelplivestreamersimprovetheirsalesskillsandconnectmoreeffectivelywiththeiraudience.“Today,we’llfocusonengagingyouraudienceandencouragingpurchases,”thelecturerannounced.Ianfeltinspiredbythepossibilitiesthisnewknowledgeoffered.Hebeganreviewinghispastperformances,carefullythinkingabouthowhecouldimprove.Heapproachedthelecturerforadvice.“Youneedtoconnectwithyourviewersonapersonallevel,”thelecturerexplained.“Makethemlaugh.Makethemfeellikethey’repartoftheshow.That’sthekeytogreatlivestreaming.”Together,theystudiedsuccessfulexamplesandexploredwaystointroducehumourandinteractionintohislivestreams.Daybyday,Ianimprovedhisskills,graduallymasteringtheartoflivestreaminginChinese.Hisoncestiffmovementsbecamesmoothandnatural,andhisvoicegrewmoreconfident.Beforelong,Ian’spopularitybegantorise.Hisplayfuluseoflanguageandgenuineinteractionsattractedagrowingfanbase.Fromashygraduatestrugglingwithlanguagetoarisinglivestreamingstar,Ian’sstoryhighlightsthevalueofhardworkandadaptability.Inthefast-changingworldofe-commerce,hefoundhisplaceasbothasellerandanentertainer,winningheartsandmindsthroughthescreen.跨境主播的成長(zhǎng)之路

來(lái)自斯里蘭卡的小伙子伊恩在取得中文專(zhuān)業(yè)學(xué)位后，進(jìn)入一家外貿(mào)公司。他開(kāi)始了跨境電商主播的職業(yè)生涯，但最初的發(fā)展并不順利。

起初，伊恩的中文并不流利，與觀眾的互動(dòng)也很一般，因此他流量低迷、反饋褒貶不一。直播中，他經(jīng)常難以清晰地描述產(chǎn)品特點(diǎn)，體態(tài)僵硬、動(dòng)作遲疑，緊張的情緒表露無(wú)遺?！霸鯓硬拍茏屩辈ジ腥つ兀俊币炼鹘?jīng)常思考。

有一天，伊恩參加了一次培訓(xùn)，其目的旨在提升主播的銷(xiāo)售技巧和與觀眾互動(dòng)的能力?！敖裉?，我們將重點(diǎn)討論如何吸引觀眾并鼓勵(lì)他們購(gòu)買(mǎi)?！敝v師宣布。

新知識(shí)為他帶來(lái)了無(wú)限可能，伊恩深受啟發(fā)。他開(kāi)始認(rèn)真復(fù)盤(pán)自己過(guò)去的直播表現(xiàn)，仔細(xì)推敲可以改進(jìn)之處。

課后，伊恩特意向講師請(qǐng)教經(jīng)驗(yàn)?！澳阈枰c觀眾建立個(gè)人層面的聯(lián)系。”講師耐心解釋道?！耙屗麄冮_(kāi)懷大笑。讓他們感覺(jué)自己就是直播的一部分。這是直播成功的關(guān)鍵。”

他與老師一起研究成功案例，探索如何將幽默元素和互動(dòng)環(huán)節(jié)融入直播。

日復(fù)一日，伊恩的直播技巧不斷提升，逐漸掌握了中文直播的藝術(shù)。曾經(jīng)生硬的肢體動(dòng)作變得流暢自然，聲音也越發(fā)充滿(mǎn)自信。

很快，伊恩的人氣開(kāi)始攀升。他風(fēng)趣的語(yǔ)言和真誠(chéng)的互動(dòng)吸引了越來(lái)越多的粉絲。

從一個(gè)表達(dá)困難的靦腆畢業(yè)生到嶄露頭角的直播新星，伊恩的故事彰顯了不懈努力和頑強(qiáng)適應(yīng)力的價(jià)值。在快速變化的電商世界里，他成功找到了自己既是賣(mài)家，又是娛樂(lè)達(dá)人的定位，通過(guò)屏幕贏得了無(wú)數(shù)人的喜愛(ài)。Completethechartaccordingtotheinformationinthetext.1UnderstandingtheTextIntroductionIanstartedhiscareerasa__________for____________________aftercompletinghisdegreeinChineselanguage.ChallengesAtthebeginning,Ian’sbusinesswasnotverysuccessfulbecausehisChinesewasn’t_____,andhisinteractionswithviewerswereaverage,resultingin_________andmixedfeedback.TurningpointIanattendedatrainingsessiontoimprovehis_________.Thelectureradvisedhimtoconnectwithviewersonapersonallevelandtaughthimhowtointroduce___________________intohisstreams.ResultsIanimprovedhisskills:hisoncestiffmovementsbecame_________________,andhisvoicegrewmore________.ConclusionIan’sstoryhighlightsthevalueof_________and__________.livestreamer

cross-bordere-commercefluentlowtrafficsalesskillshumourandinteractionsmoothandnaturalconfidenthardworkadaptabilityTickthetruestatementsaccordingtothetext.2

1.Ianbeganhiscareerasamanagerataforeigntradecompany.

2.Atthebeginning,Ian’sinteractionswithviewerswerenotsuccessfulalthoughhespokeChinesefluently.

3.Ianattendedatrainingsessionforlivestreamerstoimprovehissalesskillsandinteractionwithviewers.

4.ThelectureradvisedIantoconnectwithhisviewersonaprofessionallevel.

5.Ian’spopularitygrewbecauseofhisplayfuluseoflanguageandgenuineinteractions.√√para1,sentence2livestreamerforcross-bordere-commercebecausehisChinesewasn’tfluentpara2,sentence1para4personalpara8,sentence1para11,sentence2WhatchallengesdidIanface,andhowdidheaddressthem?3ChallengeSolutionLanguageFocus1.Atthebeginning,Ian’sChinesewasn’tfluent,andhisinteractionswithviewerswereonlyaverage,resultinginlowtrafficandmixedfeedback.(para.2,line1-3)起初，伊恩的中文并不流利，與觀眾的互動(dòng)也很一般，因此他流量低迷、反饋褒貶不一。(1)fluent(adj.)流利的；流暢的afluentspeaker說(shuō)話流利的人Thelivestreamerspokethreelanguagesfluently.這個(gè)主播可以流利地說(shuō)三種語(yǔ)言。(2)traffic(n.)交通；信息流量heavy/rushhourtraffic繁忙的/高峰時(shí)刻的交通Lotsofinfluencersuseattractivecoverstodrivetraffictotheirchannelsonthisplatform.在這個(gè)平臺(tái)上，很多博主用吸引人的封面來(lái)為自己的頻道引流。LanguageFocus2.Duringlivestreams,heoftenstruggledtodescribeproductsclearly,andhisnervousnesswasevidentinhisstiffbodylanguageandhesitantgestures.(para.2,line3-5)直播中，他經(jīng)常難以清晰地描述產(chǎn)品特點(diǎn)，體態(tài)僵硬、動(dòng)作遲疑，緊張的情緒表露無(wú)遺。(1)nervousness(n.)緊張，焦慮Hernervousnessquicklydisappearedonceshewasinfrontofthecamera.她一到鏡頭前緊張情緒便迅速消失了。(2)hesitant(adj.)猶豫的，躊躇的

~(aboutsth.)|~(todosth.)ahesitantsmile勉強(qiáng)的微笑She’shesitantaboutsigningthecontract.她對(duì)是否簽這個(gè)合同還猶豫不決。Manycustomersarehesitanttopurchaseclothesonline,despitetheverylowprices.許多顧客對(duì)在網(wǎng)絡(luò)上購(gòu)買(mǎi)衣服猶豫不決，盡管（它們）價(jià)格非常低。3.“Today,we’llfocusonengagingyouraudienceandencouragingpurchases,”thelecturerannounced.(para.5,line1-2)“今天，我們將重點(diǎn)討論如何吸引觀眾并鼓勵(lì)他們購(gòu)買(mǎi)。”講師宣布。(1)engage(v.)從事，投身；吸引住Manysmallandmedium-sizedenterprisesareactivelyengagingincross-bordere-commerceservicestoexpandtheirglobalmarketshare.許多中小企業(yè)正積極投身于跨境電商服務(wù)，以拓展全球市場(chǎng)份額。Personalizedcustomerservicehelpsengagebuyersandenhancetheirwillingnesstorepurchase.個(gè)性化的客戶(hù)服務(wù)有助于吸引買(mǎi)家，增強(qiáng)其復(fù)購(gòu)意愿。LanguageFocus(2)lecturer(n.)講師；演講者Theuniversitylectureroftensharescasestudiesofsuccessfule-commerceplatformsinhisclasses.這位大學(xué)講師經(jīng)常在課上分享成功電商平臺(tái)的案例研究。Thisindustrylecturerhasbeeninvitedtotrainemployeesofcross-borderservicecompaniesonhowtoimprovecustomercommunication.這位行業(yè)講師受邀為跨境服務(wù)公司的員工進(jìn)行培訓(xùn)，內(nèi)容是如何優(yōu)化客戶(hù)溝通。LanguageFocus4.Hebeganreviewinghispastperformances,carefullythinkingabouthowhecouldimprove.(para.6,line2-3)他開(kāi)始認(rèn)真復(fù)盤(pán)自己過(guò)去的直播表現(xiàn)，仔細(xì)推敲可以改進(jìn)之處。performance(n.)業(yè)績(jī)；表現(xiàn)，Thenewmanagementtechniquesaimtoimproveperformance.新的管理技術(shù)旨在提高業(yè)績(jī)。Shehasshownenthusiasmintheperformanceofherduties.她在工作中表現(xiàn)出對(duì)工作的熱忱。LanguageFocus5.Youneedtoconnectwithyourviewersonapersonallevel,”thelecturerexplained.(para.8,line1-2)“你需要與觀眾建立個(gè)人層面的聯(lián)系?！敝v師耐心解釋道。onapersonallevel在個(gè)人層面上Onapersonallevel,I’vegainedquiteabitfrommycooperativeexperience.從個(gè)人層面上說(shuō)，我從合作的經(jīng)歷中學(xué)到不少東西。Onapersonallevel,anyefforttoupgradeoneselfcanonlybebeneficial.就個(gè)人角度而言，任何能提升自己的努力都是有利無(wú)弊的。LanguageFocus6.That’sthekeytogreatlivestreaming.(para.8,line3)這是直播成功的關(guān)鍵。key(n.)關(guān)鍵

the~tosth.某事的關(guān)鍵Goodcommunicationiskeytosalespeople’ssuccess.良好的溝通是銷(xiāo)售人員成功的關(guān)鍵。Nevergivingupisthekeytorealizingourdreams.永不放棄是我們夢(mèng)想成真的關(guān)鍵。LanguageFocus7.Daybyday,Ianimprovedhisskills,graduallymasteringtheartoflivestreaminginChinese.(para.10,line1-2)日復(fù)一日，伊恩的直播技巧不斷提升，逐漸掌握了中文直播的藝術(shù)。daybyday日復(fù)一日Theserviceindustryisflourishingdaybyday.服務(wù)行業(yè)蒸蒸日上。Thee-commercemarketisbecomingprosperousdaybyday.電商市場(chǎng)日趨繁榮。LanguageFocus8.Beforelong,Ian’spopularitybegantorise.(para.11,line1)很快，伊恩的人氣開(kāi)始攀升。beforelong不久以后；很快Beforelong,hetookovertheeditingofthemagazine.他不久就接手了雜志的編輯工作。Hebeganworkingasalivestreamerbeforelong.他很快便開(kāi)始從事直播工作。LanguageFocus9.Hisplayfuluseoflanguageandgenuineinteractionsattractedagrowingfanbase.(para.11,line1-2)他風(fēng)趣的語(yǔ)言和真誠(chéng)的互動(dòng)吸引了越來(lái)越多的粉絲。genuine(adj.)真誠(chéng)的；真的Hemadeagenuineattempttoimproveconditions.他真心實(shí)意地努力改善環(huán)境。Thenewlivestreamerisverycaringandverygenuine.新主播非常關(guān)心他人，待人真誠(chéng)。LanguageFocus10.Ian’sstoryhighlightsthevalueofhardworkandadaptability.(para.12,line2-3)伊恩的故事彰顯了不懈努力和頑強(qiáng)適應(yīng)力的價(jià)值。adaptability(n.)適應(yīng)性；適應(yīng)能力Acompany’sadaptabilitytomarketdemandsdirectlyaffectsitscompetitiveness.企業(yè)對(duì)市場(chǎng)需求的適應(yīng)性直接影響其競(jìng)爭(zhēng)力。Employees’adaptabilitytodiverseculturalcommunicationstylesiscrucialforprovidinghigh-qualitycross-bordercustomerservices.員工對(duì)多元文化溝通方式的適應(yīng)性，對(duì)于提供高質(zhì)量的跨境客戶(hù)服務(wù)至關(guān)重要。LanguageFocusChoosethecorrectwordtocompleteeachsentence.Changetheformifnecessary.fluent

perform

nervous

lively

hesitant1.HavinglivedinEuropeformanyyears,theprofessoris________inseverallanguages.2.Toovercome___________beforepublicspeaking,hepractisedhisspeechdayandnight.3.A_______socialmediacontestboostedweekendsales.4.Thebrand’s________careforclientswonrepeatsales.5.Thismachinedeliversexcellent____________atacompetitiveprice.fluentnervousnessplayfulgenuineperformanceWordStudy1

Circlethecorrectwordtocompleteeachsentence.1.(On,In)apersonallevel,Ilovehelpingcustomersfindtherightproduct.2.Understandingcustomerneedsisthekey(with,to)successfulpromotions.3.Oursalesteam’sconfidencegrowsday(by,from)dayastheygainmoreexperienceindesigningpromotions.4.Ifwemaintainthislevelofpromotion,ourbrandwillbecomepopular

(after,before)long.5.Thesaleseventwasinspired(by,from)highdemandfortheitem.2Theprefixre-isusedtoformverbsthatmean“toperformtheactionagain”.Completeeachsentencebyaddingre-tothegivenword.1.Weareworkinghardto__________(organise)amoreefficientteam.2.Weneedto_______(place)theoldcomputerwithanewone.3.Pleaseensureto______(new)yourmembershipeverytwoyears.4.Iwill_______(view)thereportbeforesendingittotheclient.5.Themanageraskedmeto________(write)theemailtomakeitclearer.reorganisereplacerenewreview3rewritePART03GrammarandUsageChangestoDirectspeechIndirectspeech/“Waterboilsat100℃,”heexplained.Heexplainedthatwaterboilsat100℃.PronounsJohnsaid,“Iamfine.”Johnsaidthathewasfine.TensesHesaid,“Iwillfinishthereporttomorrow.”Hesaidthathe

wouldfinishthereportthenextday.TimereferenceShesaid,“Iwillmeetyouinyourofficetomorrow.”Shesaidthatshewouldmeetmeinmyoffice

thenextday.PlacereferenceSarahsaid,“Iwillmeetyouhere.”Sarahsaidthatshewouldmeetmethere.DirectandIndirectSpeechDirectspeechusestheexactwordssomeonesaidandplacesthemwithinquotationmarks.Indirectspeechexplainswhatwassaidwithoutquotingtheexactwords.Whendirectspeechisturnedintoindirectspeech(orviceversa),changestopronouns,tenses,andreferencestotimeandplaceareoftenrequired.Changethedirectspeechtoindirectspeech,andthentranslatetheindirectsentenceintoChinese.11.Shesaidtome,“Iwillcallyoutomorrow.”→Shesaidthat_____wouldcall____thenextday.2.“Wesawthemanagerlastnight,”theytoldme.→Theytoldmethattheyhadseenthemanagerthe___________.3.“I’mcheckingtheemailnow,”shetoldme.→Shetoldmethatshe____________theemailatthattime.4.“Iwillmeetyouandyourfriendhere,”Tomsaid.→Tomsaidthathewouldmeetmeandmyfriend_____.shemenightbeforewascheckingthere她說(shuō)她第二天會(huì)打電話給我。他們告訴我，他們前一晚見(jiàn)過(guò)經(jīng)理。她告訴我，她當(dāng)時(shí)正在查看電子郵件。湯姆說(shuō)他會(huì)在那里與我和我的朋友見(jiàn)面。PART04IntegratedSkillsListentotheconversationandanswerthequestion.1HowdoesIanfeelabouthislivestreamsnow?a.Unsure.??????b.Confident.??????c.Disappointed.Listenagainandchoosethecorrectanswertoeachquestion.21.WhathasthesupervisornoticedaboutIan’slivestreams?a.Theyarenotgettingenoughattention.b.Theyhavebeenreceivingalotofattentionlately.c.Thequalityofthelivestreamsispoor.2.HowdoesIandiscusspricesduringhislivestreams?a.Heshowsthepricefirst,thenexplainsthevalue.b.Heneverdiscussespricesinhisstreams.c.Heexplainsthevalueoftheproductbeforementioningtheprice.ScriptSupervisor:HiIan,I’venoticedyourstreamshavebeenreceivingalotofattentionlately. That’sfantastic!Ian: Thanks!Ittooksometime,butI’mdefinitelyfeelingmoreconfidentnow.Supervisor:That’sgreattohear.Iwantedtoask—howdoyouapproachdiscussingprices duringyourlivestreams?Doyouthinkit’simportant?Ian: Absolutely!I’vefoundthatviewersreallyappreciateitwhenpricesareclear. Ialwaysmakesuretohighlighttheproduct’svaluebeforeevenmentioning theprice.Supervisor:That’sagreatapproach.

Whataboutwhenpeopleaskfordiscountsorcompare priceswithotherbrands?Howdoyouhandlethat?Ian: Itrytokeepitlight-hearted.Iftheymentioncompetitors,Ishiftthe conversationtowhatmakesourproductspecialinstead.Supervisor:Perfect.Justremember,buildingapersonalconnectionwithyouraudience buildstrust—andtrustiswhatdrivessales.You’redoinggreat,sokeepitup!Ian: Thankssomuch!I’llkeepworkingtoimprove.參考譯文主管：

伊恩，我注意到你最近的直播關(guān)注度很高。非常不錯(cuò)！伊恩：

謝謝！我花了不少心思，不過(guò)現(xiàn)在我確實(shí)更有信心了。主管：

很高興聽(tīng)你這么說(shuō)。我想請(qǐng)教下，你在直播中是如何討論價(jià)格的呢？你認(rèn)為這個(gè)環(huán)節(jié)

重要嗎？伊恩：

當(dāng)然重要！我發(fā)現(xiàn)觀眾特別在意價(jià)格透明度。我通常先充分展示產(chǎn)品價(jià)值，最后才會(huì)

說(shuō)價(jià)格。主管：

這個(gè)策略很好。遇到觀眾討價(jià)還價(jià)或與其他品牌比價(jià)的情況怎么辦呢？你如何處理？伊恩：

我會(huì)用輕松的方式應(yīng)對(duì)。比如，如果觀眾提到競(jìng)品時(shí)，我就把話題引向我們產(chǎn)品的獨(dú)

特優(yōu)勢(shì)。主管：

非常好。記住，與觀眾建立個(gè)人聯(lián)系能培育信任，這才是銷(xiāo)售的核心。干得好，繼續(xù)

保持！伊恩：

謝謝！我會(huì)繼續(xù)精進(jìn)的。Listentotheconversationandfillintheblanks.3Supplier:Thepricefor100unitsofpaperis$50.Wouldyouliketoplaceanorder?Manager:$50seemsabithigh.Isthereanyroomtolowertheprice?Supplier:Absolutely!Forlargerorders,Ican______________.Ifyoubuy200units,Icanreducethepriceto$45per100units.Manager:That’sstillbeyondourbudget.Canyou________________foralargerorder?Supplier:Ifyouorder300units,Ican______________to$40per100units.Manager:That’scloser,butIwashopingforsomethingaround$35per100units.Supplier:$35won’tdo,butIcould_______per100unitsifyouarewillingtopayupfront.Manager:Payingupfrontworksforus.Couldyoualsoinclude___________?Supplier:For300unitsandupfrontpayment,Icanincludefreedelivery.Manager:Thatsoundsreasonable.Let’sgoaheadwith300unitsat$38per100units,includingfreedelivery.Supplier:Perfect!I’llgettheinvoicereadyandconfirmthe_______________withyou.offeradiscountofferabetterpricelowerthepriceoffer$38freedeliverydeliveryschedule參考譯文供應(yīng)商： 100件紙品的價(jià)格是50美元。要下單嗎？采購(gòu)經(jīng)理： 50美元有些高了。價(jià)格還能商量嗎？供應(yīng)商：

當(dāng)然！量大從優(yōu)。如果您訂購(gòu)200件，每百件45美元。采購(gòu)經(jīng)理：

還是有點(diǎn)超預(yù)算了。如果再加量，能否更優(yōu)惠？供應(yīng)商：

如果您訂300件的話，我可以給到每百件40美元。采購(gòu)經(jīng)理：

接近我們的心理價(jià)位了，但我希望每百件能降到35美元左右。供應(yīng)商：

35美元實(shí)在是做不到，但如果您可以預(yù)付全款的話，每百件可以降

到38美元。采購(gòu)經(jīng)理：

預(yù)付沒(méi)問(wèn)題。可以包郵嗎？供應(yīng)商： 300件加全額預(yù)付的話，可以包郵。采購(gòu)經(jīng)理：

成交。就訂300件，每百件38美元，包郵。供應(yīng)商：

好的！我這就準(zhǔn)備發(fā)票，稍后跟您確認(rèn)配送時(shí)間。Supplier:Thepricefor100unitsofpaperis$50.Wouldyouliketoplaceanorder?Manager:$50seemsabithigh.Isthereanyroomtolowertheprice?Supplier:Absolutely!Forlargerorders,Icanofferadiscount.Ifyoubuy200units,Icanreducethepriceto$45per100units.Manager:That’sstillbeyondourbudget.Canyouofferabetterpriceforalargerorder?Supplier:Ifyouorder300units,Icanlowerthepriceto$40per100units.Manager:That’scloser,butIwashopingforsomethingaround$35per100units.Supplier:$35won’tdo,butIcouldoffer$38per100unitsifyouarewillingtopayupfront.Manager:Payingupfrontworksforus.Couldyoualsoincludefreedelivery?Supplier:For300unitsandupfrontpayment,Icanincludefreedelivery.Manager:Thatsoundsreasonable.Let’sgoaheadwith300unitsat$38per100units,includingfreedelivery.Supplier:Perfect!I’llgettheinvoicereadyandconfirmthedeliveryschedulewithyou.Listenagainandhighlightthesentencesusedtonegotiateprices.4UsefulExpressionsNegotiatingpricesSupplier:?Thepricefor...is...Wouldyouliketoplaceanorder??Forlargerorders,Icanofferadiscount.?Ifyoubuy/purchase...,Icanreducethepriceto...?...willnotdo,butIcouldoffer...if...?For...,Icanincludefreedelivery.Buyer:?...seemsabithigh.Isthereanyroomtolowertheprice??Could/Canyouofferabetterpricefor...??Iwashopingforsomethingaround...?Couldyoualsoinclude...??Thatsoundsreasonable.Let’sgoaheadwith...Usetheexpressionsabovetonegotiatepricesineachscenario.5Supplier:Thepricefor50kilogramsofflouris$25.________________________?Owner:$25seems______________.____________________________________?Scenario1:Abakeryispurchasingflour.Supplier:Ifyoubuy100headphonesunits,Icanreducethepriceto$15perunit.Owner:That’s__________________.____________________________________?Scenario2:Anelectronicsstoreisbuyingheadphones.Supplier:I’mafraid$4.50pernotebookwon’tdo,butIcouldoffer$5ifyouorderatleast500units.Owner:Thatsoundsreasonable._________________________________________?Scenario3:Abookstoreisorderingnotebooksforanewschoolseason.Supposeyouareabuyerandhavereceivedapriceofferfromasupplier.Completethelettertonegotiatetheterms.6ZhangWeiQuotationforBluetoothSpeakersDearMrZhang,Thankyouforyourenquiry.IamhappytoprovideyouwiththefollowingpricingdetailsfortheBluetoothspeakers:?Unitprice:$100?Volumediscount:$95perunit(for10+units)?Bulkdiscount:$90perunits(for50+units)Pleaseletmeknowifyourequireanyfurtherinformationorwouldliketoplaceanorder.Welookforwardtoyourreply.Bestregards,JohnSmithJohnSmithRe:QuotationforBluetoothSpeakersDearMrSmith,ThankyouforsharingthepricingdetailsfortheBluetoothspeakers.___________________(expressthatthepriceisabithigh).Weareplanningtopurchase10units.________________________(askforalowerprice).Also,_____________________(discussshipping)?Ifthesetermsareacceptable,wewillorder10unitsstraightaway.Lookingforwardtoyourreply.Bestregards,ZhangWeiPART05ExtendedReadingMyfirstjobwasinacallcentreforanonlinesportinggoodsstore.Whencustomerscalledtoaskaboutbasketballhoops,myjobwastoguidetheconversationtowardsourbestmodel.Iwouldquicklylistallthebenefits:thestrongerpole,thebiggerbackboard,andthelongerwarranty.Butaftermonthsoftrying,Irealiseditwasn’tworking.Logan,mymentor,noticedIwasstrugglingandsteppedintohelp.“Stoplistingfeatures,”hesaid.“Peopledon’tbuyfeatures;theybuystories.”Withanencouragingsmile,hetaughtmethetwo-pathtechnique—weavingthebenefitsintoastoryaboutthecustomer’slife,oreventheirchild’sfuture.UpsellingaBasketballHoopAsalespersononcebelievedthatsellingbasketballhoopswasallaboutlistingfeatures.However,hesoonlearnedthattherealkeywasstorytelling—tellingastorythatconnectswithpeople’slivesanddreams.FollowingLogan’sadvice,Istartedpaintingavividpictureforcallers.Idescribedayoungplayer’sdisappointmentwhenacheaphoopcouldn’tkeepupwithhisgrowingskills.Iexplainedhowspendingalittlemorenowcouldsavemoneyinthelongrun,preventdisappointment,andevensparkalifelongloveforbasketball.AsIsharedthesestories,Icouldhearthechangeinthecustomers’voices.Theystartedimaginingthemselvesinthesituation,picturingtheirchild’spotential,andrecognisingthevalueofabetterhoop.Theysawhowinvestinginaqualityhoopcouldsupporttheirchild’spassionandfuture.Fromthisexperience,Ilearnedthatsellingisn’taboutpersuadingpeopletobuysomething—it’saboutconnectingwiththeirdreamsandhelpingfamiliestakeasteptowardsthem.籃球架銷(xiāo)售升級(jí)術(shù)

我的第一份工作是在一家體育用品電商的客服中心接電話。當(dāng)顧客咨詢(xún)籃球架時(shí)，我的任務(wù)是引導(dǎo)他們關(guān)注我們的高端型號(hào)。我會(huì)快速羅列所有賣(mài)點(diǎn)：更堅(jiān)固的立柱、更大的籃板以及更長(zhǎng)的保修期。經(jīng)過(guò)數(shù)月嘗試，我發(fā)現(xiàn)這個(gè)套路不管用。

我的師傅洛根見(jiàn)我遇到了難題，主動(dòng)伸出援手。“別再羅列特點(diǎn)了。”他指點(diǎn)道?！跋M(fèi)者買(mǎi)的不是特點(diǎn)，而是故事?！睅е膭?lì)的笑容，他向我傳授了雙路徑話術(shù)：將產(chǎn)品優(yōu)勢(shì)融入顧客的生活故事，甚至是他們孩子的未來(lái)。

按照洛根的指點(diǎn)，我開(kāi)始給客戶(hù)描繪具體的場(chǎng)景。一個(gè)孩子熱愛(ài)籃球，廉價(jià)球架無(wú)法滿(mǎn)足他日益提高的技術(shù)，他因此感到沮喪。我接著解釋?zhuān)m然現(xiàn)在多花一點(diǎn)錢(qián)，但從長(zhǎng)遠(yuǎn)來(lái)看反而更劃算，又能保護(hù)孩子的運(yùn)動(dòng)熱情，甚至可能培養(yǎng)他對(duì)籃球的終身熱愛(ài)。

當(dāng)我講述這些故事時(shí)，我能明顯感受到顧客語(yǔ)氣的變化。他們開(kāi)始設(shè)身處地地想象這個(gè)場(chǎng)景，仿佛看到了自己孩子的運(yùn)動(dòng)潛力，逐漸認(rèn)識(shí)到優(yōu)質(zhì)球架的價(jià)值。他們明白了投資一個(gè)好球架，不僅能支持孩子當(dāng)下的熱愛(ài)，更是在為他們的未來(lái)鋪路。

這段經(jīng)歷讓我意識(shí)到，銷(xiāo)售的本質(zhì)不在于說(shuō)服別人購(gòu)買(mǎi)，而在于連接夢(mèng)想，在于幫助每個(gè)家庭邁向理想生活。Completethechartaccordingtotheinformationinthetext.1UnderstandingtheTextOldsalesapproachSellingbasketballhoopsbylisting______________Mentor’sadviceStop_____________;instead,weavethebenefitsintoa_____aboutthecustomer’slifeortheirchild’sfuture.NewsalesapproachDescribescenariossuchasachild’sdisappointmentwithacheaphoopandexplainthesavingsfrominvestinginbetterequipment____________.CustomerreactionBuyersconnectedemotionally,recognisingthevalueofa__________.LessonlearnedSuccessfulsellingisaboutusingstoriestoshowhowproductsconnectwithcustomers’dreams,ratherthansimply__________themtobuy.allthebenefitslistingfeaturesstoryinthelongrunbetterhooppursuadingHereisabriefintroductiontoanewmodelofsmartphone.Completeitwiththegiveninformation.2

long-lastingbattery

studyapps

lightning-fastperformance

super-clearcameraHey,you’reabouttostartcollege,right?Thisnewphoneisperfectforyou!Imaginecapturingeveryamazingmomentduringcampustripswithits_______________,turningeveryshotintoamasterpiece.Whenbalancingclassesandsociallife,its_________________ensuresyouneverhavetoworryaboutrunningoutofpower.Plus,its______________________letsyouswitchseamlesslybetween_________andchattingwithfriends.It’snotjustaphone—it’syourperfectcollegecompanion!super-clearcamera

long-lastingbatterylightning-fastperformance

studyappsPART06Real-LifeActivityCreatingaposterisoneofthemostcommonwaystopromoteaproduct.Now,withthehelpofAI,makingaposterhasneverbeeneasier!Simplydescribewhatyouwantontheposter,andtheAIwilldotherestforyou.Now,thinkofaproductyoulove(orinventone),andthenfollowthestepsbelowtodesignyourposter.Chooseyourproduct.Step1Selectarealproduct(e.g.,yourfavouritesnacks)orinventone(e.g.,self-cleaningshoesorhigh-techearbuds).Consideryourtargetaudienceandlistthreetofivekeyfeaturesthatmakeyourproductunique.UseAItocreateyourposter.Step2TherearemanyAIappsthatcangenerateimagesbasedonyourdescriptions.ChooseanAIappthatsuitsyourneeds.Togetthebestresults,youneedtotelltheAIexactlywhatyouwant.Usetheexamplebelowasaguidetowriteyourownposterdescription.Editandperfectyourposter.Step3TheAI-createdpostermayincludeunwantedelements,suchaswatermarksortextthatappearsdifficu