全屏显示专题章节

1.　How do you understand “good value for money”?

2. In what ways can we promote our products?

3. What do buyers consider above all when they purchase products?

Situational Dialogues

A: It’s about two years since I saw you last time in China. How is everything?

B: Fine, thank you. And it’s a pleasure to meet you again.

A: The pleasure is mine. I’ve long wanted to have a talk with you about the possibility of business between us.

B: Oh, we welcome good business.

A: Good. I’ve come here to talk about your offer for scarfs.

B: It’s well known that our scarfs are exquisitely made and reasonably priced. They enjoy a good reputation for their superior quality and beautiful designs. There’s a wide variety of samples in our exhibition hall. Would you like to have a look first?

A: I’ve already visited it. Article No. 321 and No. 322 are especially attractive. Your scarfs have a ready market in our country. On the inquiry sheet, we inquired for 1 500 pieces of No. 321. Besides, please offer us another 1 000 pieces of No. 322.

B: No problem. We always try our best to meet the requirements of our customers.

A: Thank you. Generally speaking, I’m satisfied with the products because your scarfs are of good quality. I accept your prices though on a slightly high side.

B: Our products are relatively popular in the world market. We strongly recommend you to accept it as our stocks are running low.

A: Since that is the case, we are willing to conclude this transaction.

A: Hi, Mr. Dario, welcome to our office.

B: Thank you very much, Mike.

A: So Mr. Dario, will you please make us clear about your recently used types and the ending use?

B: OK. Well Mike, we are using FW 200 in our cars paint right now. But we think the price is too high. So we are willing to find a suitable replacement to cut down our production cost. Do you have any good recommendation?

A: Yes, we are happy to let you know that we have much successful experience in replacing this type. We are familiar with this industry.

A: We suggest our PowCarbon^® B and PowCarbon^® 1000G for a test. They are successfully approved by some world grade end users.

B: Great! May I have a look on the Technical Data Sheet (TDS)?

A: Of course. Please kindly check this TDS.

After studying the TDS

B: Well, from the TDS, they are different from FW200. So what is the performance according to your sales feedback?

A: That is quite common, Mr. Dario, our product is usually similar in the technical data with the type you’ve recently used, but can hardly be the same. It is reasonable, isn’t it? According to our sales experience, we have many successes, but also some failures. It depends on customers’ standard and ending use.

B: OK, we will have a test on it. Can you send some samples to our lab?

A: Of course. I will arrange it for you after your return to the office.

B: Can you send it now? I can tell our technician to test it without delay. I wish to know the result urgently.

A: In this case, I will arrange it right now for you.

B: That is great. Thanks.

1. exquisitely: 精致地；精巧地

2. inquiry sheet: 询价单

3. FW 200: 一种化学颜料的型号

4. replacement: 替代品

5. production cost: 生产成本

6. PowCarbon^® B: 炭黑B（用于着色颜料的化学物品）

7. PowCarbon^® 1000G: 炭黑1000G（用于着色颜料的化学物品）

8. TDS: 技术数据单（Technical Data Sheet）

9. feedback: 反馈；成果；回复

10. technician: 技术人员

1. The pleasure is mine. 我也很荣幸。

　All my pleasure. 荣幸之至。

　It’s my great honor. 非常荣幸。

2. Our scarfs are exquisitely made and reasonably priced. 我们的围巾做工精美，价格合理。

　Our scarfs are of fine workmanship and reasonable prices. 我们的围巾做工精良，价格合理。

　Our scarfs have good workmanship and favorable prices. 我们的围巾做工精细，价格实惠。

3. have a ready market　畅销

　sell well/fast/quickly　畅销，卖得好

　find a ready sale　畅销

4. on a slightly high side　稍稍偏高

　at a fairly high price　价格偏高

　at a price higher than the market　价格高于市价

5. Our stocks are running low. 我们的存货越来越少。

　We are short of stocks. 我们产品缺货。

　We are short of supply. 我们的产品供不应求。

6. Will you please make us clear about… 您能告诉我们……吗？/您能让我们了解一下……吗？

　Would you like to tell us…？您能告诉我们……吗？

　May I know…clearly? 我们能了解……吗？

7. So we are willing to find a suitable replacement to cut down our production cost.

　所以我们想找个合适的替代品以降低生产成本。

　So we are looking for a suitable replacement to reduce our production cost. 所以我们在寻

　找一个合适的替代品以降低生产成本。

　So we have the intention of finding something suitable to replace it so as to cut down our production cost. 所以我们打算找一个合适的产品代替它以降低生产成本。

8. We are familiar with this industry. 我们对这个业务很熟悉。

　We know this industry very well. 我们很了解这个产业。

　We have been in this line for a long time. 我们已经从事这个行业很久了。

9. They are successfully approved by some world-grade end users.

　它们得到了一些世界级用户的认可。

　They are completely accepted by some end users. 它们得到了一些用户的充分认可。

　They are well approved by some end users. 它们得到了一些终端用户的认可。

10. Please kindly check this TDS. 请您仔细看一下技术数据单。

　Please check the TDS./Please have a check. 请您看一下技术数据单。

11. Our product is usually similar in the technical data with the type you’ve recently used.

　我们的产品在技术数据上与您最近使用的产品相差无几。

　Our product is usually similar with the type you’ve used in terms of the technical data.

　我们的产品在技术数据上与您使用的品种类似。

　Our product is usually similar in terms of the technical data with the type you’ve recently used. 我们的产品与您近期使用的品种在技术数据上相差无几。

12. without delay　尽快

　as soon/quickly/fast/early as possible　尽快

　with the least possible delay　尽快

13. I will arrange it right now for you. 我立刻给您安排。

　I will immediately arrange it for you. 我即刻给您安排。

　I will arrange it for you at once. 我现在就给您安排。

Task 1: Interpretation

1. Our goods have won high appreciation among customers.

2. Customers are willing to pay extra money for high quality.

3. This new type of washers will break into the domestic market easily.

4. Our products will be available in all department stores and chain stores.

5. Our leather shoes enjoy a high reputation for their fine workmanship.

6. 该产品体积小，便于携带。

7. 这种新产品市场潜力巨大。

8. 考虑到我们采用的高科技，这个价格是合理的。

9. 这款手提包是专门为职业女性设计的，有三种颜色可供选择。

10. 我们一直在改善产品的设计和图案，以符合世界市场的需求。

A is a salesperson for Red Inc. He has come across his regular customer B from Hong Kong at the Canton Fair. And they start the conversation with a chat. B might be interested in buying the new line of office supplies including copy-paper, pens, mouse-pads, stationary, etc. A introduces these products to B and finally convinces him to place an order.

1. How do you launch a new product into the market successfully?

2. Is it necessary to keep long relationship with old customers? Why or why not?

Task 4: Reading and Speaking

Knowledge for selling is obtained in two ways: First, most companies provide some formal sales training that teaches information through preliminary training programs and sales meetings. Second, the salesperson learns through practices and experience. Experience is the best teacher for the beginning salesperson.

Sales training is the effort an employer puts forth to provide the opportunity for the salesperson to receive job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment.

Successful companies thoroughly train new salespeople and maintain ongoing training programs for their experienced sales personnel. Companies are interested in training primarily to increase sales volume, salesperson productivity, and profitability.

Like many professional careers, selling is a skill that is truly developed only through experience. Sales knowledge obtained through education, reading, formalized sales training, and word-of-mouth is helpful to enhance overall sales ability, but actual experience is the critical source of sales knowledge. Some sales managers hire only experienced people to fill marketing staff positions unless they have had field sales experience with the company or a major competitor.

Sales experience improves a salesperson’s abilities by showing how buyers perceive a product or a product line, revealing unrecognized or undervalued product benefits or shortcomings, voicing a multitude of unanticipated protests and objections, and generally providing a challenge that makes selling a skill that is never mastered, only improved.

1. In what ways can we gain sales knowledge?

2. Why are companies interested in training?

3. What kind of employees will a sales manager possibly hire?

4. How do you understand “selling is a skill that is never mastered, only improved”?

5. Do you have any sales experience? Share it with your classmates.

unique style　风格独特　　　　　　　　novel design　设计新颖

fashionable/modern design　款式时尚　 fine/good/exquisite workmanship　工艺精湛

top/first-class quality　品质一流　　 imported material　进口材料

durable material　材料持久耐用　　　　portable size　尺寸小，便于携带

easy operation　操作简便　　　　　　　multi-function　多功能

high-tech product　高科技产品　　　　 good after-sale service　良好的售后服务

high/good/excellent/superb/superior quality　高品质，品质优良

favorable/reasonable/competitive price　　优惠的/合理的/有竞争力的价格