文档介绍：Unit 14
Sales and Negotiation
Objectives Focus Warming up Selling and buying The sales process Selling your own product Negotiation on the phone Getting it right in negotiations Negotiation an international deal Sum up Assignments
Objectives
Be aware of what is selling and buying
Be aware of the sales process
Know how to negotiate on the phone
Know how to negotiate an international deal
Focus
The sales process
The four main phases of negotiation
Warming up
Discuss: how should we make an effort to sell our products?
Students discuss in groups and then present their ideas in front of the class.
Help the students to be aware of it is not easy to be a good sales person.
Selling and buying
This section introduces the activity of selling and encourages students to think about both sides of the sales process
A. Picture reading
Look at the photos and discuss the questions:
What is happening in each picture?
What do all the situations have mon?
What are the people saying?
Have you ever been in any of the situations shown?
What sort of products and services are involved?
What sort of relationship do the people have with each other?
B. Reading: a training manual for sales staff
Points that should be stressed in discussion:
The importance of building up a good relationship with the clients
Belief in one’s own products is often stressed at training sessions. This will include being fully informed about its specifications, etc.
It is important to be adaptable. With one particular customer you may need to emphasize the price of the product, while with another the delivery times may be central.
The sales process
This section deals with the stages which a sales interview ideally goes through: the Opening Stage, the Building Stage and the Closing Stage.
A. Pre-listening activity
Focus the attention on the general gist of what is involved in the sales process before they listen to the recording