1、Sales and Sales Call,Unit Five,新境界职业英语 综合教程 ,Pre-reading Activities,Reading of the Text,Grammar Review,Task 1,Task 2,Task 4,Comprehension,Task 1,Task 2,Vocabulary,Translation,Task 3,Task 4,Task 5,Syndicate Activities,Task 6,Task 7,Task 3,Task 1,Task 2,Comprehensive Exercises,Mini Text,Background Inf
2、ormation,Text A,Task 3,Part I Text A,Home,Pre-reading Activities,Part I Text A,Task 1,Work in pairs. Look at the following pictures and then discuss with your partner the questions below.,Back,Part I Text A,1. Have you ever sold any product to others? Or has anyone else ever sold a product to you?2.
3、 What do you think is a successful sales practice?,Open answer.,Its a pleasant experience. Both the seller and the buyer are satisfied.,Back,Part I Text A,3. What qualities or skills do you think are the most important in a successful sale?,I think the following qualities or skills are very importan
4、t in a successful sale: 1) Know your product very well and have confidence in it; 2) Know your customers needs; 3) Make the selling points of your products clear to your customer; 4) Be good at listening; 5) Possess good communication skills.,Back,Part I Text A,4. What is a sales call?5. What do you
5、 think are the main points in a sales call?,A sales call refers to a personal visit to a customer or a telephone call to him.,For an old customer, the salesperson may ask him about his recent sales and encourage him to sell more. For a possible customer, the salesperson may greet him and ask about h
6、is needs and introduce products to him.,Back,Part I Text A,6. Suppose you are a salesperson and you look after many customers. How do you manage and visit them?,You should classify your customers into 3 or 4 categories according to their sales volume and visit them with different frequency.,Back,Par
7、t I Text A,Task 2,Read the following Mini Text and find the words or expressions that match the context meaning given.,_: a group of people or products with particular features in common b) _: the number of times that something happens c) _: facts or information, especially when examined and used to
8、 find out things or to make decisions,category,frequency,data,Back,Part I Text A,Task 2,d) _: to try to sell goods or services by using methods e) _: to be worth something or treatment _: the roads you use when you go from one place to another,merchandise,deserve,route,Back,Part I Text A,Mini Text,R
9、oute Visit Planning,Sales need to visit customers periodically, check the credit, generate order, follow up the deliveries of products, present the new product or promotion, merchandise products, negotiate a new position, handle different complaints, etc., so many things in the same retail outlet. N
10、ow, imagine a salesperson is responsible for 300 outlets, how can he make an effective visit? In such a situation it is important to have a proper sales route planning. This is done through several steps:, Word Tips, Notes,Back,Part I Text A,Collecting data of all retail outlets in the given market,
11、 including actual sales volume, sales estimate, sales potential, size of outlet, etc. 2) Once you have data of all your outlets, you classify them into ABC categories.,Back,Part I Text A,3) Now you set visit frequency for the outlet categories. Here you apply the Pareto principle. Since the most of
12、your sales volume comes from the relatively small number of outlets, they deserve the highest visit frequency. Therefore, the model of visit frequency may look like:A outlets Weekly visits ( or even several times per week ) B outlets Once in 2 weeks C outlets Once per month,Back,Part I Text A,Word T
13、ips,credit n. 分期付帐 merchandise v. 推销 retail outlet 零售店 route n.（销售）拜访线路 data n. 数据，资料 sales volume 销售量 sales estimate 销售预估 category n. 种类，类别 frequency n. 次数，频率,Back,Part I Text A,Notes,Pareto principle: Pareto原则。1879年，意大利人Villefredo Pareto提出：社会财富的80%是掌握在20%的 人手中，而余下的80%的人只占有20%的财富。渐渐地，这种“关键的少数（vital
14、 few）和次要的多数（trivial many）”的理论，被广为应用在社会学和经济学中，并 被称之为Pareto原则。,Back,Part I Text A,Task 3,Pair Work,Work with your partner and answer the following questions according to the Mini Text.,1. How many steps are mentioned to have a proper sales route?,There are three steps: 1) collecting data of all retail
15、 outlets; 2) classifying the outlets into ABC categories; 3) setting visit frequency for the outlet categories.,Back,Part I Text A,2. What data does a salesperson need to collect about all retail outlets?3. How many categories can we classify all the retail outlets into?,He needs to collect the data
16、 of actual sales volume, sales estimate, sales potential and size of outlets.,Three categories, that is, ABC categories.,Back,Part I Text A,4. What principle can a salesperson apply to planning his visit frequency?5. Which category deserves the highest visit frequency according to the author?6. How
17、often does a salesperson need to visit Category C customers?,Category A deserves it.,Pareto principle.,He needs to visit them once a month.,Back,Part I Text A,Task 4,Context Clues,Work with your partner and answer the following questions according to the Mini Text.,sales call,in person,factors,Disco
18、very,in light of,close,Back,Part I Text A,Reading of the Text,Make an Effective Sales Call,Part I Text A,Para. 1 Selling lies at the very heart of every business. Whether youre a new start-up or a growing company, you need to sell to survive. It doesnt matter whether youre online or offline, whether
19、 youre selling products or services, you have to make sales. Your pitch may be in an email, a phone call, or a boardroom presentation. Whatever it is, you need to include these elements:,Make an Effective Sales Call,Back,1,Part I Text A,1. Introduction Para. 2 You need an intentional introduction. B
20、efore youre able to sell a single product or service to your prospect, you need to sell them on your credibility. If they wont buy into your credibility, they wont buy your product or service. Take fifteen to thirty seconds of your sales call to: a Re-introduce yourself; b Re-introduce the company;
21、c Tell them what the company can do for them.,Back,2,Part I Text A,Para. 3 EXAMPLE: “My name is Jim Johnson. Im the sales rep for XYZ Equipment. Were one of the leading industrial safety equipment suppliers in North America and the reason why I work for them is because I like the idea of making busi
22、nesses like yours safer for the worker and free of workplace injury claims for the employer.,Back,3,Part I Text A,2. Discovery Para. 4 This is where you ask questions, then shut up and listen. Too many sales are lost because the salespersons voice drowned out the buying signals from the prospect. Wh
23、ats more, dont just listen to the words, but to the whole prospect. I know someone who was in a sales call with a prospective client, just last week. The client was saying that they werent interested, but their body language and inflection suggested otherwise. They contradicted themselves and backpe
24、dalled regularly. The sale was made because the salesperson saw their true interest and pushed through the resistance.,Back,4,5,6,7,Part I Text A,3. Presentation Para. 5 After discovering the needs and wants of a client, present your product or service in light of what you discovered. Emphasize the
25、things theyve indicated are important to them. Perhaps your product is much better than your competitors. If the client only cares about delivery fulfillment, spend your time highlighting your success in that area and forget all the other bells and whistles that make your product special.,Back,8,Par
26、t I Text A,4. The Close Para. 6 Ask for the order. There are lots of ways to close someone and thats a topic for another time. The most important thing you want to know is this: If they say no, go back to the “Discovery” stage and try to understand why they didnt buy: a Is it the right product but t
27、he wrong time? (You can come back later.) b Is it the right product but the wrong price? (You can negotiate.) c Is it the right product but theres something else blocking the sale? (Discover it and deal with it.) d Is it the wrong product?,Back,Part I Text A,(That happens. Sometimes you misunderstoo
28、d their needs. Thank them for their time and ask for a referral, then move on; dont hound them.)Para. 7 No matter whether you use email or telephone to make the sales call or you do the call in person, you can be sure that effective sales calls contain these factors to some degree. Use them to sell
29、more.,Back,9,10,Part I Text A,Sales call: is usually pre-arranged and face-to-face meeting between a salesperson and a customer or prospect for the purpose of generating a sale.,Background Information,Back,Part I Text A,Develop a professional greeting. Dont just say hello and jump into your telephon
30、e presentation without taking a breath or allowing the other party to participate. Your greeting should err on the side of formality. Begin with Mr., Mrs. or Ms, as in “Good morning, Mr. Smith.“ Or “Good evening, Mrs. Jones.“ Everyone else says, “Hello.“ Be different. Be professional.,8 Tips for a S
31、uccessful Sales Call:,Background Information,Back,Part I Text A,2. Introduce yourself and your company. “My name is Sally Smith with ABC Company. Were a local firm that specializes in helping businesses like yours save money.“ Dont get too specific yet. Dont mention your product. If you do, that all
32、ows the other party to say, “Oh, were happy with what weve got. Thanks anyway,“ and hang up. By keeping your introduction general, yet mentioning a benefit, youll peak your prospects curiosity and keep them on the line longer.,Background Information,Back,Part I Text A,3. Express gratitude. Always th
33、ank the potential client for allowing you a few moments in his busy day. Tell him that you wont waste a second of his time. “I want to thank you for taking my call. This will only involve a moment of your time so you can get back to your busy schedule.“ Dont say that youll “just take a moment.“ The
34、feeling evoked by them hearing that youll take anything from them will put them off.,Background Information,Back,Part I Text A,4. State the purpose of your call. Its best if you can provide the purpose within a question. “If we can show you a way to improve the quality of your product at a lower cos
35、t, would you be interested to know more?“ This is very likely to get a yes response. At this point, youre ready to start selling an opportunity to meet this person or to get their permission to provide them with more information. Youre not selling your product yet-youre selling what your product wil
36、l do for him.,Background Information,Back,Part I Text A,5. Schedule a meeting. Get a confirmation to meet, either in person or to teleconference to get the information you need in order to give a solid presentation. If hes so interested that he wants to do it right then and there, thats OK.,Backgrou
37、nd Information,Back,Part I Text A,6. If a face-to-face meeting is the most appropriate next step, use the alternate-of-choice questioning strategy. Offer him two times, “Mr. Johnson, I can pop by your office at 2:15 p.m. today to discuss this further. Or would 9:45 a.m. tomorrow better suit your sch
38、edule?“ You didnt say, “When can we meet?“ When you use the alternate of choice, you take control of getting the appointment. And note: Asking for an off-hour gets you noticed. Theres something about setting a meeting at an off-hour that says youre a salesperson wholl be punctual and respect your pr
39、ospects time. Try it.,Background Information,Back,Part I Text A,7. Thank them for their time today and for the upcoming appointment. Reconfirm the date, time and location of the appointment. Ask for directions if you need them. Tell him how much preparation youll do in order to make the best use of
40、the time youll share. Give him your contact information this way: “If anything else comes to mind that I should be aware of prior to our meeting, please contact me at (212) 555-1212.“,Background Information,Back,Part I Text A,8. Follow up. If your meeting is more than a few days in the future, send
41、a letter of confirmation immediately. If the meeting is tomorrow, send an e-mail confirmation. Keep it short and upbeat.,Background Information,Back,Part I Text A,Language Points,1. (Para. 1) Whether youre a new start-up or a growing company, you need to sell to survive.Paraphrase: Whether your comp
42、any is starting up or growing, in order to survive, you have to sell. Structure Analysis: “whetheror”is adverbial clause of concession. e.g. Whether youre male or female, youll meet great challenge in modern society. 无论你是男性还是女性， 在现代社会都面临巨大挑战。,Back,Part I Text A,Language Points,2. (Para. 2) Before yo
43、ure able to sell a single product or service to your prospect, you need to sell them on your credibility. Paraphrase: Before you can sell a product or service to your customer, you need to make them have trust in you. Structure Analysis: “Before youreyour prospect” is adverbial clause of time. credi
44、bility: the quality of deserving to be believed and trusted 可信，可靠 e.g. The scandal has damaged his credibility as a leader. 这件丑闻损害了他作为领导者的信誉。,Back,Part I Text A,Language Points,3. (Para. 3) Were one of the leading industrial safety equipment suppliers in North America and the reason why I work for t
45、hem is because I like the idea of making businesses like yours safer for the worker and free of workplace injury claims for the employer.,Paraphrase:,Structure Analysis:,Claims:,Back,Part I Text A,Language Points,Paraphrase: Our company is a main supplier of industrial safety equipment in North Amer
46、ica, and the reason I work at the company is that it can make businesses like yours safer for the workers and make them out of workplace injury.,Back,Part I Text A,Language Points,Structure Analysis: “why I work for them” is attributive clause and it modifies the antecedent “the reason”; “becauseout
47、 of workplace injury” is predicative clause. e.g. This is the reason why I was late this morning. 这就是我今天早上为何迟到的原因。,Back,Part I Text A,Language Points,claim: a request for money that you believe have a legal right to get from a company 申领（款项），报销；索赔 e.g. The insurance company cannot meet such enormous
48、 claims. 保险公司无法提供数额如此巨大的赔偿金。,Back,Part I Text A,Language Points,4. (Para. 4) Too many sales are lost because the salespersons voice drowned out the buying signals from the prospect.,Paraphrase:,drown:,Structure Analysis:,Back,Part I Text A,Language Points,Paraphrase: Too many sales are failed becaus
49、e the salespersons voice made the customers buying signals unnoticeable.,Back,Part I Text A,Language Points,Structure Analysis: “becausefrom the prospect” is adverbial clause of reason. e.g. My stomach ached because I ate too much ice-cream. 我肚子痛是因为我吃了太多的冰激凌 。,Back,Part I Text A,Language Points,drown: if a loud noise drowns out another sound, it prevents the voice from being heard 淹没（声音）e.g. A train blew its whistle and drowned his voice. 火车鸣笛淹没了他的声音。,
