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1、Chapter5 SalesManagement5.2StepsintheSellingProcess5.2StepsintheSellingProcessThesevenbasicstepsare:GeneratingleadsQualifyingleadsApproachingthecustomerandprobingneedsDevelopingandproposingsolutionsHandlingobjectionsClosingthesaleFollowingup5.2StepsintheSellingProcessfeather:n.c
2、haracter,kind,ornature:特点,种类,本性Birdsofafeatherflocktogether.Iamnotofthatfeather.我不是那种人。inplace:在适合的位置上,就绪;在原地Witheverythinginplace,shestartedtheslideshow./Whilemarchinginplace,thebandplayedapopulartune.inplaceof=insteadof:替代;outofplace:在不适当的位置;inplaces:在某些地方,有几处5.2StepsintheSell
3、ingProcessgather:vt.tocollectintooneplace;assemble:收集;toattractorbeacenterofattractionfor:吸引Theteachergatheredthepupilsroundher.老师把小学生们聚集在她周围。customize:vt.tomakeoraltertoindividualorpersonalspecifications:定做customizeavan:定做一辆大篷车customized:adj.tailored;custom-built;custom-made;cu
4、stom-tailored:adj.定做的,订制的5.2StepsintheSellingProcessEastman,George(1854-1932):Americaninventorandindustrialistwhoinventedadry-plateprocessofphotographicfilmdevelopment,flexiblefilm,aboxcamera,andaprocessforcolorphotography.伊斯曼，乔治(1854-1932)：美国发明家和实业家。他发明了照相胶片的干片显影方法、可卷的胶片(即胶卷)、盒
5、式照相机以及彩色照相法。5.2StepsintheSellingProcessanywherefrom…to:prep.从...到...间的任何数量routine:adj.inaccordwithestablishedprocedure;habitual;regular;havingnospecialquality;ordinary:例行公事的;习惯性的,常规的;平凡的,普通的aroutinecheckofpassports:对护照的例行检查madehisroutinetriptothestore:照常去商店aroutineday:平淡的一天5.2St
6、epsintheSellingProcessqualify:vt.todeclarecompetentorcapable;certify:证明…合格;检验,证明probe:v&n.todelveinto;inquire;investigate:调查,查究,探查ShetriedtoprobemymindanddiscoverwhatIwasthinking.她试图刺探我的内心,想知道我在想什么。toproberumorstothebottom:彻查谣言来源toprobeamattertothebottom:彻底调查一件事5.2StepsintheSell
7、ingProcessAIDAconcept:AttentionInterestDesireAction5.2StepsintheSellingProcesslocate:vt.todetermineorspecifythepositionorlimitsof:确定;tofindbysearching,examining,orexperimenting:找出locateAlbanyonthemap:在地图上确定阿尔伯尼的位置locatethesourceoferror:找到错误的来源Welocatedtheshopsandthepostofficeass
8、oonaswemovedintothetown.我们一搬进那个镇,就找到了商店和邮局的所在地。
