Адаптации растений и животных к жизни в горах: Большое значение для жизни организмов в горах имеют степень расчленения, крутизна и экспозиционные различия склонов...
Своеобразие русской архитектуры: Основной материал – дерево – быстрота постройки, но недолговечность и необходимость деления...
Топ:
Проблема типологии научных революций: Глобальные научные революции и типы научной рациональности...
Выпускная квалификационная работа: Основная часть ВКР, как правило, состоит из двух-трех глав, каждая из которых, в свою очередь...
Методика измерений сопротивления растеканию тока анодного заземления: Анодный заземлитель (анод) – проводник, погруженный в электролитическую среду (грунт, раствор электролита) и подключенный к положительному...
Интересное:
Отражение на счетах бухгалтерского учета процесса приобретения: Процесс заготовления представляет систему экономических событий, включающих приобретение организацией у поставщиков сырья...
Принципы управления денежными потоками: одним из методов контроля за состоянием денежной наличности является...
Что нужно делать при лейкемии: Прежде всего, необходимо выяснить, не страдаете ли вы каким-либо душевным недугом...
Дисциплины:
2022-11-14 | 50 |
5.00
из
|
Заказать работу |
|
|
· Sales - товарооборот, объем продаж [сбыта]
· sales technique - 1) метод продаж [сбыта] (способ реализации товаров); 2), методика торговли, техника продаж (совокупность приемов и способов, с помощью которых осуществляется процесс продажи товаров)
· benefit - выгода; польза; прибыль; преимущество; benefits - льготы, услуги; привилегии
· features - свойства; feature - особенность, характерная черта
· total sales — общий объем сбыта; to decline/increase – снижение
· USP - abbreviation for unique selling point: a characteristic of a product that can be used in advertising to differentiate it from its competitors
Sales Techniques
А Sell benefits, not features
When you are selling, the customer doesn't want to know about the features of a product. They want to know how it is going to benefit them. Is it going to make them more attractive? Or save time? Or help them to work more efficiently?
B Differentiate your product
You must come up with at least three ways in which your product is different from the competition. These are called USPs - Unique Selling Points. For example, your product could be faster, cheaper, and smaller than the competition.
C Meet your customer face-to-face
You need to meet your customers, especially if you are new. It is not worth spending a fortune on newspaper advertising or direct mailing for first-time entrepreneurs.
D Let the customer tell you what they want
You need to understand your customer before you can sell him or her something. Don't start 'selling' something until your customer has talked about themselves.
Е Learn to listen
Sales people who do most of the talking usually lose the sale! Listen carefully and don't jump to conclusions. Take notes and concentrate on what your customer is saying. Find out what your customer really wants by asking lots of questions.
F Sell to people who buy
If you are trying to sell a product, don't try and sell it to someone who has never bought it before. Sell your product to someone who already has one. Show your clients how yours is superior to the competition.
G Turn your customers into salespeople
If your customers are happy, they are going to tell other people. Nearly 85% of sales are the result of word of mouth. So think about how you can create satisfied customers. They will do your advertising for you!
Find words and expressions that mean the following
a distinctive parts or aspects of something (paragraph A)
b to make something different from other things (B)
c sending adverts through the post (C)
|
d to decide too soon that something is true (E)
e better than (F)
f being told about something, rather than reading about it (G)
3. Retell the text ‘Sales Techniques”.
Task X
1. Read about Ann Hyssop and Stephen Nichol. They are talking about customer services provided by First Direct bank and a multinational retailer Marks & Spencer.
Int. = Interviewer
AH = Ann Hyssop
SN = Stephen Nichol
Int.: So, Ann and Stephen. I'd like to ask you some questions about customer service. Are there any companies which you are loyal to?
AH: I am fantastically loyal to Marks & Spencer.
SN: I'm also quite loyal to Marks & Spencer. If you buy presents for people and they don't like them, they can take the things back and they can exchange them.
Int.: So what's the attitude of the staff like at Marks and Spencer's?
AH: Friendly...
SN: Yeah
AH: helpful…
SN: professional
AH: co-operative, loyal to their company. They obviously enjoy working there most of the time. Yeah I don't know how they manage it, but they have a very friendly staff.
Int.: What about the quality of their products?
AH: Fantastic.
Int.: Are there any other companies which you're very loyal to?
SN: One company that I am loyal to, I think, is my bank which is First Direct.
Int.: And why's that?
SN: Well, first of all they're extremely convenient to use. I do all my banking over the phone and I can do this at any time of the day. I can find out how much money there is in my account, I can pay all my bills. I don't send any bills through the mail and also they're very professional, they're very friendly.
2. Who is loyal to Marks & Spencer?
a Ann b Stephen с Ann and Stephen
3. Which words do Ann and Stephen use to describe the staff at Marks & Spencer?
a friendly e professional
b courteous f well-dressed
с helpful g co-operative
d quick h loyal to the company
|
|
Адаптации растений и животных к жизни в горах: Большое значение для жизни организмов в горах имеют степень расчленения, крутизна и экспозиционные различия склонов...
Типы сооружений для обработки осадков: Септиками называются сооружения, в которых одновременно происходят осветление сточной жидкости...
Археология об основании Рима: Новые раскопки проясняют и такой острый дискуссионный вопрос, как дата самого возникновения Рима...
Механическое удерживание земляных масс: Механическое удерживание земляных масс на склоне обеспечивают контрфорсными сооружениями различных конструкций...
© cyberpedia.su 2017-2024 - Не является автором материалов. Исключительное право сохранено за автором текста.
Если вы не хотите, чтобы данный материал был у нас на сайте, перейдите по ссылке: Нарушение авторских прав. Мы поможем в написании вашей работы!