ppt模板动态黑板模板-(7).pptx

Unit 9 SalesSituational PracticeSituational PracticeSituational PracticeSituational PracticeFocusFocusFocusFocusPublic Speakingin BusinessPublic Speakingin BusinessBEC FocusBEC FocusAssignmentAssignmentAssignmentAssignmentContents Contents Part OneSituational Practice Offer An American company wants to import some air cleaners from China.Mr.White,the representative of the American side,is sent to Shanghai to hold a business talk.You work in a house-hold appliances company,and you are sent to make an offer.Part TwoFocus Product Presentation Work in groups.Choose one of your items to sell to your group members.Introduce the features of your items.Public Speaking in BusinessPart ThreeGiving Sales PitchThe key to a successful sales pitch-whether delivered in person,over the phone or in written form-is to know your potential customer.Learn as much as you can about your potential customers.Keep your pitch concise.Organize your pitch around the customers needs.Listen closely to what your customer has to say.Tell true stories to connect with your customers.Follow up on your sales pitch.Work in pairs.Analyze one sales pitch you ever experienced before.Was it successful?If yes,analyze the characteristics of the sales pitch.If no,what were the reasons?Prepare to report to the class.Part FourBEC FocusSpeaking Test Part One:Interlocutors Questions:Business Topics:Do you think price is the only factor that you consider when you are deciding to buy a product?(Why/Why not?)Do you think companies should take competition into consideration when setting prices for products?(Why/Why not?)Do you think price discounting is an effective strategy for companies to increase sales?(Why/Why not?)Do you think product development is important for a company?(Why/Why not?)Speaking Test Part TWO:Mini-presentationWhat is important when?Promoting a product Advertising Advertising Sales promotionSales promotionSpeaking Test Part TWO:Collaborative Task and DiscussionPromoting a ProductYour company has launched a new medicine into market and now decides to increase sales.You have been asked for your views about how to promote the product.Discuss the situation together,and decide:What are the promotional strategiesWhat promotional gifts can be offered and what are the cost and quality of promotional giftsFollow-up questions:1 12 23 3Do you think the Internet advertising will be more important than other forms of advertising in the future?(Why/Why not?)Will you be a salesperson?(Why/Why not?)Do you think the use of coupons effective in promoting sales?(Why/Why not?)4 45 5What do you think are the most common promotion methods?Why do companies use personal selling?Part FiveAssignment Making Sales PresentationWork in groups.Suppose you are the sales manager of a computer company and you are asked to open and develop the market for a new line of computers for different groups of people,such as teenagers,businesspeople and parents buying for children.Think about the qualities of the computer that may attract these three groups.Choose one target group of customers and draft a memo outlining the objectives you propose for the computers introduction and your reasons for them.Organize and make your sales presentation with your group members by following the persuasive selling steps.Draw the outline form for your presentation and hand it to your teacher and classmates before you deliver the presentation.While one group is delivering the presentation,other students must listen carefully and evaluate its effectiveness.