《我不是那種人》PPT課件.pptVIP

Chapter 5 Sales Management,5.2 Steps in the Selling Process,5.2 Steps in the Selling Process,The seven basic steps are: Generating leads Qualifying leads Approaching the customer and probing needs Developing and proposing solutions Handling objections Closing the sale Following up,5.2 Steps in the Selling Process,feather: n. character, kind, or nature: 特點(diǎn), 種類(lèi), 本性 Birds of a feather flock together. I am not of that feather. 我不是那種人。 in place: 在適合的位置上, 就緒; 在原地 With everything in place, she started the slide show. / While marching in place, the band played a popular tune. in place of = instead of: 替代; out of place: 在不適當(dāng)?shù)奈恢? in places: 在某些地方, 有幾處,5.2 Steps in the Selling Process,gather: vt. to collect into one place; assemble: 收集; to attract or be a center of attraction for: 吸引 The teacher gathered the pupils round her. 老師把小學(xué)生們聚集在她周?chē)?customize: vt. to make or alter to individual or personal specifications: 定做 customize a van: 定做一輛大篷車(chē) customized: adj. tailored; custom-built; custom-made; custom-tailored: adj. 定做的, 訂制的,5.2 Steps in the Selling Process,Eastman, George (1854-1932): American inventor and industrialist who invented a dry-plate process of photographic film development, flexible film, a box camera, and a process for color photography. 伊斯曼，喬治 (1854-1932)：美國(guó)發(fā)明家和實(shí)業(yè)家。他發(fā)明了照相膠片的干片顯影方法、可卷的膠片(即膠卷)、盒式照相機(jī)以及彩色照相法。,5.2 Steps in the Selling Process,anywhere fromto: prep. 從.到.間的任何數(shù)量 routine: adj. in accord with established procedure; habitual; regular; having no special quality; ordinary: 例行公事的; 習(xí)慣性的, 常規(guī)的; 平凡的, 普通的 a routine check of passports: 對(duì)護(hù)照的例行檢查 made his routine trip to the store: 照常去商店 a routine day: 平淡的一天,5.2 Steps in the Selling Process,qualify: vt. to declare competent or capable; certify: 證明合格; 檢驗(yàn),證明 probe: v investigate: 調(diào)查, 查究, 探查 She tried to probe my mind and discover what I was thinking. 她試圖刺探我的內(nèi)心, 想知道我在想什么。 to probe rumors to the bottom: 徹查謠言來(lái)源 to probe a matter to the bottom: 徹底調(diào)查一件事,5.2 Steps in the Selling Process,AIDA concept: Attention Interest Desire Action,5.2 Steps in the Selling Process,locate: vt. to determine or specify the position or limits of: 確定; to find by searching, examining, or experimenting: 找出 locate Albany on the map: 在地圖上確定阿爾伯尼的位置 locate the source of error: 找到錯(cuò)誤的來(lái)源 We located the shops and the post office as soon as we moved into the town. 我們一搬進(jìn)那個(gè)鎮(zhèn), 就找到了商店和郵局的所在地。,5.2 Steps in the Selling Process,authority: n. the power to enforce laws, exact obedience, command, determine, or judge: 權(quán)力; 能力 develop: to bring from latency to or toward fulfillment: 開(kāi)發(fā), 激發(fā) an instructor who develops the capabilities of each student: 激發(fā)每個(gè)學(xué)生潛能的導(dǎo)師 initial: adj. first: 開(kāi)始的; 首字母的 took the initial step toward reconciliation: 邁出了走向和解的第一步,5.2 Steps in the Selling Process,cognitive dissonance: n. Psychology a condition of conflict or anxiety resulting from inconsistency between ones beliefs and ones actions, such as opposing the slaughter of animals and eating meat: (心理學(xué))認(rèn)知不一致, 認(rèn)識(shí)不協(xié)調(diào), 認(rèn)知悔悟; 認(rèn)知失調(diào); 后悔 open up: to make available or accessible: 使可利用, 使通往 open up new markets: 開(kāi)辟新的市場(chǎng),5.2 Steps in the Selling Process,all over again: 重新, 從頭再來(lái)一遍 minimal: adj. smallest in amount or degree: 最小的, 極微的, 最低限度的; small in amount or degree: 小的, 少的; only barely adequate: 僅僅夠的 Fortunately, the storm only did minimal damage to the farmers crops. 很幸運(yùn), 暴風(fēng)雨只使農(nóng)民的莊稼受到輕微的損害。 to the benefit of: prep. 為.的利益 upfront: adj. 在前面的, 提前的, 預(yù)先的,5.2 Steps in the Selling Process,uncover: v. to remove the cover from: 揭開(kāi)的蓋子; to manifest or disclose; reveal: 顯現(xiàn), 暴露, 揭露 uncover the box: 打開(kāi)盒蓋 uncover mistakes: 揭露錯(cuò)誤 uncover the hidden riches: 找到埋藏的財(cái)寶 homework: preparatory or preliminary work: 準(zhǔn)備或預(yù)備性工作 did their homework before coming to the meeting: 到會(huì)之前做好準(zhǔn)備工作,5.2 Steps in the Selling Process,straightforward: adj. proceeding in a straight course; direct: 直線前進(jìn)的, 直接的; not circuitous or evasive; honest and frank: 坦誠(chéng)的, 不繞避或搪塞的; free from ambiguity or pretense; plain and open: 直率的 a straightforward explanation: 直截了當(dāng)?shù)慕忉?written in straightforward language: 用淺易的文字寫(xiě)成的 (simple, easy) straightforward in ones dealings: 做買(mǎi)賣(mài)(待人)正直,5.2 Steps in the Selling Process,5.2.1 Generating Needs groundwork: n. a foundation; a basis; base: 基礎(chǔ), 基本原理, 根基, 路基, 根據(jù), 基本工作, 基本原理 prospect: v. to search for or explore (a region) for mineral deposits or oil: 探察, 探求; 探礦 prospect for oil: 勘探石油 sales lead: n. 銷(xiāo)售先導(dǎo)者 prospect: n. a potential buyer; a prospective customer: 潛在客戶(hù),5.2.1 Generating Needs,notably: adv. 引人注目地，顯著地；尤其；特別 trade show: n. trade fair; trade convention: 貿(mào)易/商業(yè)展覽會(huì), 商品交易會(huì), 展銷(xiāo)會(huì) Chinas Export Commodities Fair: 中國(guó)出口商品交易會(huì) a worlds fair: 世界博覽會(huì) book fair: 圖書(shū)博覽會(huì) industrial fair: 工業(yè)博覽會(huì) international fair: 國(guó)際博覽會(huì),5.2.1 Generating Needs,direct mail: n. advertising circulars or other printed matter sent directly through the mail to prospective customers or contributors: 直郵廣告 telemarketing: n. use of the telephone in marketing goods or services: 電話銷(xiāo)售; 電話推銷(xiāo) publicity: n. the act, process, or occupation of disseminating information to gain public interest: 宣傳, 推廣, 廣告,5.2.1 Generating Needs,some sort of: 某種的, 仿佛, 多少有些 put: v. to express; state: 表達(dá); 陳述 I put my objections bluntly. 我直率地表明了我的反對(duì)意見(jiàn)。 suggest: vt. to make evident indirectly; intimate or imply: 間接地表明; 暗示 a silence that suggested disapproval: 暗示著反對(duì)的沉默 That girls sun-tanned face suggests excellent health. 那個(gè)姑娘被太陽(yáng)曬黑了的臉表明她身體非常健康。,5.2.1 Generating Needs,cold call: n. 意外訪問(wèn); (向潛在的主顧打的)冷不防的電話; v. (向潛在的主顧)打冷不防電話推銷(xiāo)商品 network: n. an extended group of people with similar interests or concerns who interact and remain in informal contact for mutual assistance or support: 人際網(wǎng), 關(guān)系網(wǎng); 網(wǎng), 網(wǎng)絡(luò) a network of railway: 鐵路網(wǎng) a network of falsehoods: 謊話連篇,5.2.1 Generating Needs,civic: adj. of, relating to, or belonging to a city, a citizen, or citizenship; municipal or civil. 城市的, 市民的, 公民的 civic duties: 公民的義務(wù) The US Presidents visit was the most important civic event of the year. 美國(guó)總統(tǒng)的來(lái)訪是該城市那年的頭等大事。 civic rights and duties: 公民的權(quán)利和義務(wù) civic-minded: 有公民意識(shí)的 civic ethics: civic virtues: 文明禮貌, 公民道德,5.2.1 Generating Needs,facility: n. something that facilitates an action or process; amenity: 設(shè)備; 設(shè)施 hospitals and other health care facilities: 醫(yī)院和其他的醫(yī)療保健設(shè)施 There are facilities for cooking in the kitchen. 廚房里有烹飪?cè)O(shè)備。 Are there washing facilities in the school? 學(xué)校里有洗滌設(shè)備嗎？,5.2.1 Generating Needs,advent: n. 到來(lái), 來(lái)臨 Now, with the advent and popularity of the home computer, its advantages and disadvantages have been a subject of discussion. 現(xiàn)在, 隨著家用電腦的出現(xiàn)和普及,人們開(kāi)始討論起家用電腦的優(yōu)缺點(diǎn)了。 Since the advent of jet aircraft, travel has been speeded up. 自從噴氣式飛機(jī)出現(xiàn)以來(lái),旅行的速度大為提高。 financial status: financial positions; 財(cái)務(wù)狀態(tài); 財(cái)政狀態(tài); 信用狀態(tài),5.2.1 Generating Needs,proverbial: adj. of the nature of a proverb: 諺語(yǔ)的; expressed in a proverb: 用一句諺語(yǔ)表示的; widely referred to, as if the subject of a proverb; famous: 出名的, 著名的 He seems to have 9 lives, like the proverbial cat. 他就像格言中所說(shuō)的貓一樣，似乎有九條命。 His punctuality has become proverbial. 他的準(zhǔn)時(shí)已經(jīng)是眾所周知的了。,5.2.1 Generating Needs,haystack: n. a large stack of hay for winter storage in the open; hayrick: 干草堆 look for a needle in a haystack: 做沒(méi)有希望的事, 海底撈針 pass to: 傳給, 轉(zhuǎn)到, 通到 identify: vt. to ascertain the origin, nature, or definitive characteristics of: 確認(rèn), 驗(yàn)明,5.2.2 Qualifying Leads,unanswered: adj. 未答復(fù)的, 無(wú)反應(yīng)的 indication: n. something that serves to indicate; a sign: 標(biāo)志, 跡象, 指示, 暗示, 信號(hào) smiles, frowns, and other indications of emotion. 微笑、皺眉以及其它一些情緒變化的跡象 publication: n. an issue of printed material offered for sale or distribution: 出版物,5.2.2 Qualifying Leads,a recognized need: a perceived need criterion: n. (pl. criteria/criterions) a standard, rule, or test on which a judgment or decision can be based; standard: 標(biāo)準(zhǔn), discount: to leave out of account; disregard: 忽視, 不理睬; to underestimate; minimize: 低估, 輕視; discount a rumor: 對(duì)謠言漠然置之,5.2.2 Qualifying Leads,preliminary: adj. prior to or preparing for the main matter, action, or business; introductory or prefatory: 開(kāi)頭的,初步的, 預(yù)備的, 前面的 organizational chart: n. 組織結(jié)構(gòu)圖 standing: n. status with respect to rank, reputation, or position in society or a profession: 級(jí)別, 地位, 名聲, 身份 credit standing: n. 信用狀況, 償還能力, 取得貸款的資格, 商譽(yù), 信譽(yù), 資信,5.2.2 Qualifying Leads,stature: n. an achieved level; status: 聲望, 地位 time-consuming: adj. taking up much time: 花許多時(shí)間的, 耗時(shí)的 prioritize: v. to arrange or deal with in order of importance: 以?xún)?yōu)先順序排列 entice: vt. to attract by arousing hope or desire; lure: 誘惑, 誘使 The promise of higher pay enticed me into the new job. 誘使,5.2.3 Approaching the Customer and Probing Needs,reference source: 參考資料, 參考源, 基準(zhǔn)源 Moodys: 穆迪公司 Standard & Poors: 標(biāo)準(zhǔn)普爾公司 Dun & Bradstreet: 鄧白氏公司 small talk: n. casual or trivial conversation: 閑談, 閑扯, 閑聊, 應(yīng)酬話, 客套話 sincerity: n. 誠(chéng)摯, 真實(shí), 真摯, 純粹, 親密 meet it in all sincerity: 開(kāi)誠(chéng)相見(jiàn),5.2.3 Approaching the Customer and Probing Needs,rapport: n. relationship, especially one of mutual trust or emotional affinity: 關(guān)系, 友好, 和諧, 親善 be in rapport with: 跟一致；跟友好 situation: n. position or status with regard to conditions and circumstances: 情況, 處境 option: something chosen or available as a choice: 供選擇的事物,5.2.3 Approaching the Customer and Probing Needs,append: vt. to add as a supplement or an appendix; to fix to; attach: 附加, 添加, 貼上, 系上, 附加, 懸掛; to add to the end; particularly to add records to the end of a file: 計(jì)設(shè)置數(shù)據(jù)文件的搜索路徑 append a charm to the bracelet: 在手鐲上貼上一小飾物 append a tag on a suitcase: 加標(biāo)簽于衣箱上,5.2.3 Approaching the Customer and Probing Needs,wrap up: v. to bring to a conclusion; settle finally or successfully; to summarize; recapitulate: 結(jié)束, 得出結(jié)論, 解決; 總結(jié), 概括 wrap up a business deal: 做成一筆交易 reiterate: vt. to say or do again or repeatedly; repeat: 重申, 重復(fù),5.2.4 Developing and Proposing Solutions,flip chart: n. a chart consisting of sheets hinged at the top that can be flipped over to present information sequentially: 活動(dòng)掛圖, 配套掛圖 plug in: v. to connect (an appliance) to an electrical outlet: 插入電源 plug into: v. to cause to be closely attuned or responsive to: 使與緊密協(xié)調(diào), 使與產(chǎn)生共鳴,5.2.4 Developing and Proposing Solutions,open-ended: adj. 開(kāi)口的, 無(wú)底的, 無(wú)終止的, 開(kāi)放式的 poised: adj. 泰然自若的, 威嚴(yán)的, 有自信心的, 平衡的,5.2.5 Handling Objections,legitimate: adj. based on logical reasoning; reasonable: 合理的, 合乎邏輯的 a legitimate solution to the problem: 該問(wèn)題合乎邏輯的解決辦法 legitimate right: 正當(dāng)權(quán)利 dedication: n. 題辭, 奉獻(xiàn), 專(zhuān)用 pit against: vt. 使.相斗, 使競(jìng)爭(zhēng),5.2.5 Handling Objections,stand by: v. to be ready or available to act: 準(zhǔn)備好或者能夠行動(dòng); to wait for something, such as a broadcast, to resume: 等待重新開(kāi)始; to remain uninvolved; refrain from acting: 不關(guān)心, 不行動(dòng); to remain loyal to; aid or support: 對(duì)忠誠(chéng), 幫助或者支持; to keep or maintain: 保持, 維持 stood by and let him get away: 站在一邊并讓他逃脫 stands by her friends: 支持她的朋友 stood by her decision: 堅(jiān)持她的決心,