【導(dǎo)讀】Personalselling:人員推銷/個人推銷isatwo-way

　　

【正文】 s t a n d b o o k i n g ?W : C e r t a i n l y . A n y t h i n g yo u w o u l d l i k e t o kn o w . T h e fi r s t a d v i c e I n e e d t o g i v e t o yo u i s t o bo o k yo u r s t a n d e a r l y . Y o u 161。175。l l h a v e a b e t t e r c h o i c e o f s t a n d s a n d ma y b e e n t i t l e d t o a n e a r l y bo o k i n g d i s c o u n t .M : O h , t h a t i s g o o d t o kn o w . E a r l y b o o k i n g e n t a i l s a d i s c o u n t . T h e n w h a t e l s e d o I n e e d t o p r e p a r e i n a d v a n c e ?W : Y o u n e e d t o e s t a b l i s h h o w mu c h s p a c e yo u i d e a l l y r e q u i r e t o d i s p l a y yo u r p r o d u c t s a n d 1. A. Because it creates awareness. B. Because it decreases traffic. C. Because it saves money. D. Because it reduces workload. 2. A. Use an individual’s name on the envelope. B. Use an individual’s name on the enclosed letter. C. Add a brief handwritten note at the bottom of the letter. D. Follow the mail with a phone call. 3. A. Company name and phone number. B. Company name and brief introduction. C. Company name and booth number. D. Booth size and booth number. LTask 3 Task 3 Mike Byron is discussing preshow promotion with Ms. Winn. Listen to the conversation and choose the best answer to each question you hear. Back Next Listening amp。 Speaking Home Script 聲音 L3Script Task 3 Script Listening amp。 Speaking Back 聲音 M : Y o u t o l d me t h a t di r e c t ma i l c a n be a po w e r fu l pr o mo t i o n . W : Y e s , di r e c t ma i l bu i l d s bo o t h t r a ff i c , ge n e r a t e s s a l e s l e a d s a n d c r e a t e s a w a r e n e s s .M : B u t t h e c l i e n t s w i l l r e c e i ve s o ma n y i n vi t a t i o n s be fo r e t h e s h o w . H o w c a n I ma ke mi n e di ff e r e n t f r o m t h e o t h e r s ?W : G e t pe r s o n a l . Al w a ys u s e a n i n d i vi d u a l 161。175。s n a me o n t h e e n ve l o p e a n d e n c l o s e d l e t t e r . An o t h e r t e c h n i q u e i s f o r yo u t o a d d a br i e f h a n d w r i t t e n n o t e a t t h e bo t t o m o f t h e l e t t e r . T h i s a d d s a pe r s o n a l t o u c h t o t h e c o mmu n i c a t i o n .Company Profile Name: _______ Umbrella Co. Ltd. History: founded in ________ Scale: ___ sales branches, ten offices, ___ solely owned plants Priority: product ________ Production Capacity: ___________ umbrellas a year Reputation: products _______________ in the market, leading market position Main markets: US, Canada, _________ and Japan LTask 4 Task 4 Denise Man is visiting a booth at a trade show and asking about the exhibitor’s information. Complete the following pany profile with what you hear. Back Next Listening amp。 Speaking Home Rainbow 1990 four sixquality ten million wellreceivedEuropeScript 聲音 L4Script Task 4 Script Back Listening amp。 Speaking 聲音 M : M a d a m, yo u s e e m t o be qu i t e i n t e r e s t e d i n o u r pr o d u c t s .W : Y e s , t h e f o l d i n g u mbr e l l a s l o o k be a u t i fu l . M : O u r u mbr e l l a s a r e l i g h t , U V r e s i s t a n t a n d i t s h e d s w a t e r a n d dr i e s qu i c kl y.W : W h a t 39。s t h e n a me o f yo u r c o mpa n y? C a n yo u t e l l me s o me i n fo r ma t i o n a b o u t yo u r c o mpa n y?M : Y e s , o f c o u r s e . O u r c o mpa n y i s R a i n b o w U mbr e l l a C o . L t d . I t w a s f o u n d e d i n 1 9 9 0 a n d n o w h a s f o u r s a l e s br a n c h e s a n d t e n o ff i c e s t h r o u g h o u t t h e c o u n t r y. W e s p e c i a l i z e i n de s i g n i n g a n d ma n u fa c t u r i n g u mbr e l l a s . Q u a l i t y LTask 51 Task 5 Listen to the passage twice and fill in the blanks with what you hear. Back Next Listening amp。 Speaking Home According to the Center for Exhibit Industry Research, the majority of trade fair attendees are decision makers or influencers who plan to make a purchase. Following are the guidelines to help make sure one is ready to _______________. Avoid soft sells and be engaging: Trade fairs require a hardsell approach. When attendees show interest in your booth, approach them immediately. Present your professionalism and willingness to help and avoid greetings like “Can I help you”. Instead, ______________________—“What information can I tell you about our new heating system?” Watch your manners: Don’t sit down. Don’t eat, drink, or smoke at the booth. Never leave your booth unattended. Don’t spend time chatting with colleagues instead of ________________________. sell effectively ask a direct question focusing on customers 聲音 LTask 52 Qualify prospects quickly: The first thing you should do once you meet someone new is to find out who they are and where they’re located. You can find this information out by requesting ________________. Ask lots of questions: Engage a prospect by asking openended questions—ones that require more than a yes or no answer. This will help you determine their needs and interests. Keep good records: Write down all the relevant information about a prospect on a “l(fā)ead card” which contains his or her needs, interests, _________________. Use this card for your postshow followup when you ret