文档介绍：该【新编剑桥商务英语(高级)第三版4.1 】是由【1781111****】上传分享，文档一共【7】页，该文档可以免费在线阅读，需要了解更多关于【新编剑桥商务英语(高级)第三版4.1 】的内容，可以使用淘豆网的站内搜索功能，选择自己适合的文档，以下文字是截取该文章内的部分文字，如需要获得完整电子版，请下载此文档到您的设备，方便您编辑和打印。:..TheartofsellingSellingessfulsalesmen?‘Yourattitude,notyouraptitude,willdetermineyouraltitude.’'Peopledon'.''Failureisadetour,notadead-endstreet’.'Peopleoftensaythatmotivationdoesn',neitherdoesbathing–that’smenditdaily.'‘plainingcustomerrepresentahugeopportunityformorebusiness.'ZigZiglar,authorofSecretsofClosingtheSale2Haveyoueversoldanything?Doyouconsideryourselftobegoodatselling?Why?/Whynot?-salespetitioninthemarketplacetoday,particularly(0)pricecompetition,thatitisunusualforasellertobeabletofinda(1)___sellingpointora(2)(3)iving(4)___valuetothecustomerthrough(5)(6)(7)''Ireallylikethecar,butit'sabitoutsidemybudget’.2It'sgoteverythingIwant,butsilverisnotthecolorIhadinmind’.3I’mreallyconfusedaboutalltheseextraoptions-Ijustwantedtobuyacar,notaspaceship!'4''mgoingtogoawayandthinkaboutit’.5'I'vealwayshadVW,Idon'tknowifthiscarsuitsmyimage.'Salestechniques:..’?2Whatistheapproachofeach?3Whataretheadvantagesanddisadvantagesofeachapproach?-petition,becauseinoursector,quality,'scalled'relationshipselling’.',it'’,who’...themostexpensiveoptions,....I___inandclosethesale...11...bydiscussingquantitiesrequired,specialdeliveryarrangement,___paymentterms.?cost?massorniche(targetedadvertising)?reach(howmanyseeit)?essrate?consumerperception?ImpactMediumAdvantagesDisadvantages1Radioadvertisements2Point’-of-salepromotion3Sponsorshipofasportsevent4Directmail(bypostoremail)5Word-of-mouthmendation6Billboards(intownoronmainroads)7Viralmarketing(over)8Vehicleadvertising(companyorpublic):..?Doyouagreewiththeauthor’sanalysis?3Studythetextagaintofindthebestanswer(A,B,CorD),especiallyyoungpeople,,--demandviewingofprogrammesArepresentsabigthreatforadvertisersBmeansadvertiserswillspendalotofmoneytoreachacleartargetaudienceCwillchallengesearch-Dwillincreaseagenciesadvertisingrevenues7Advertisersinthefuturewillasktheiragenciestoattracttheyoung-basedmediaBwithmorefriendlymessagesCthroughchatroomsputerviruses:..THEADREVOLUTIONWILLNOTBETELEVISEDAmongmostadvertisers,(PVR)andthetendencyforyoungerviewerstowatchlessTVinfavorofsharingtheirownwords,pictures,,televisionviewingfellin2005forthefirsttimeinthemedium’,rationisevenmorewidespread,,CaratUK,andothersatthesharpend,panieslikeCocaColaandUnileverareactivelyreducingtheamountbudgetsandso-called‘directresponse’advertising–,theconsumergoodsgiant,hassaidthatduringthelastfiveyearsaroundafifthofits￡300madbudgetwasshiftedoutoftelevisionandintooutdoorposters,onlineadvertisingandsponsorship,suchasFlora’slong-,thePVReffectisstartingtomakeitspresencefeltnowthatthedevices,whichallowviewerstoeasilyrecordshowsaswellaspauseandrewindliveTV,,-‘themajorityofallprogrammeswillbeconsumedinanon-demandway,whetherthroughpersonalvideorecordersorvideo-on-demandover’.Astheboominsearch-hasproved,ifurately,,whichviewerswilltuneontowatchlive,,-allads.:..Advertisersaredemandingamoreholisticviewfromtheiragencies,askingthemtoconsiderhowtotapintoyoungerconsumersviablogs,workingsites,advertiser-,whichinvolvesmakingpelledtosendthemontofriends,eofageduringthepasttwoyears.‘We’reseeinganewwaveofinterestbecausebrandsarelookingfornewformsofmediaandnewmarketingtechniques,’saysWillJeffery,,Hassell,directoratdigitalagencyRalph,believesthatadvertisersfirstasameansofcreatingabuzzaroundaparticularclipTensesandtimephrases1Whichtensewouldyouexpecttofolloweachofthetimephrasesbelow?Presentsimplepresentcontinuouspresentperfectwillfutureperfectpastsimple1Uptonow...2Afewyearsago…3Atthemoment...4Bytheyear2050…5Nowadays...6Overthepasttenyears...7Inthenextfiveyears...8DuringtheI980s...9Soonerorlater...-℃..■/raisedagain.:..3Saleshavereduced/?5Inwhichofthesentencesinexercise4wouldthefollowingverbsfit?increasegoupputupsoarcutgodowndropdecreaselowercollapse6Useoneoftheverbs(transitiveorintransitive)-pany,youarevisitingshopsanddepartmentstoresinDenmarktopersuadethemtosockyourdesignerlamps.?.?[rise,lower,etc):Peopledropintotheshopallthetimetopickupcatalogues,butyou'veonlysentustenandthey’:Wecancertainlyincreasethenumberofcatalogueswesentyou,butuntilthevolumeofsalesgoesup,it'(fourorfive)asatrial,,'%,-of-talepromotionalmaterial-displays,catalogues,'--frankly,they''?ThanksGerry:..Usingtheframeworkbelowandexpandingthenotesinitalics,writeasalesreport(200wordsapprox).SALESREPORT--DENMARK?Results(salesdown30%onlastyear;marketgenerallyflat)?Reasons(newIkeastorerecentlyopenednearCopenhagen;noDanishbrochures;mission25%,hasfrozenorders)?Prospects(good--signsofrecoveryinconsumerconfidence;possiblecontractwithbighotelchainrefurnishingtwelvehotels)?mendations(getDanishbrochuresout;missionsacrosstheboard;moreadvertising,egarticlesinlifestylemagazines)