BEC-higher-module-4高级商务英语.ppt

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1、HIGHERSUCESSWITHBECMODULE4BusinessTopicTheartofselling4.1Businesstopic:Theartofselling4.2businessskills:Presentingfigures4.3Examspotlight:WritingTestIntroductionandPartoneMODULE4MODULE4Contents1.Selling(vocabulary)2.Salestechniques3.Advertisingtrends4.Asalesreport5.Presentingfi

2、gures6.Analyzingagraph4.1Theartofsellingclosethesaledetouraltitudeaptitudebuyingsignalperceivedbenefitaddedvaluecompetitiveadvantagesellingpontemotionalbenefit达成交易绕道，弯路高度，海拔能力成交信号情感利益情感利益附加值竞争优势卖点decisionmaker决策者option选择供应的附件prospectreliability可能成为主顾的人可靠性（产品）VOCABULARY:4.1Thear

3、tofsellinglinepresenterhard-sellconstraintpushyanecdotepoint-of-salenichepaymenttermsdeodorant行业，行当主持人强行推销限制，制约粗鲁的，莽撞的轶事，奇闻除臭剂销售网点专门市场支付方式word-of-mouth口头传播viralmarketing病毒式营销advertiservehicleadvertising广告客户车辆广告VOCABULARY:4.1TheartofsellingubiquityPVRpop-upadsbanneradsupsurgefra

4、gmentreceptiveaudiencerewindmediacompanybroadband普遍存在个人视频录像机自动弹出广告横幅广告增长，高涨使分裂宽带受众倒带传媒公司premium过高价值catch-on包罗万象的creatingabuzzholistic造势全盘的）VOCABULARY:1.quotations-understandingPersonalityCheerfuldisposition性格Mentalingredient:imagination,creation,initiatives,presenceofmind…Patie

5、nceandperseveranceCourtesyCompleteknowledgeabouttheproducts,companyandthecustomers2.successfulsales:price,productfeature,oremotionalbenefit4.1TheartofsellingLead-in：ForsaleVOCABULARY:4.1TheartofsellingSelling:qualitiesOptimisticNeverputoffbyfailuresManipulatethebuyer’sfeelingsm

6、otivatedVOCABULARY:4.1TheartofsellingVOCABULARY:EX.4Howtoclosethesale?4.1TheartofsellingLISTENING:salestechniquesEx.5themainreasonsforacustomerdecidingnottobuyaproductorservice:noneed,nomoney,nohurry,nodesire,notrust.ZigZiglar'sclosingthesale:Everysalehasfivebasicobstacles:4.1T

7、heartofsellingLISTENING:salestechniques4.1TheartofsellingLISTENING:salestechniques4.1TheartofsellingREADING:Advertisingtrend4.1TheartofsellingREADING:Advertisingtrend4.1TheartofsellingREADING:AdvertisingtrendReadingTasks1.Gothroughthearticle,figureoutthemainidea.(5m)2.Canyoufin

8、dwordsinthispassagethatmean‘up’and‘down’?(3m)4.1Theart