Английский для экономистов и менеджеров. Ульянова О.В - 48 стр.

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____ Showing self- confidence;
____ building good understanding with people;
____ being convincing with new or regular customers;
____ showing attention with good listening skills;
____ being smartly dressed with neat care in appearance;
____ providing excellent after-sales service;
____ working well with others within a sales team.
33 Number the sales tips and steps in a logical order putting a proper
number in brackets. Try to find a synonymic word or phrase for each
underlined idea. Use a dictionary if necessary.
1. Negotiate
with the customer. ( )
2. Clarify
features and benefits.
Give the customer a GBS. ( )
3. Give alternatives
. ( )
4. Don’t rush
the sale. ( )
5. Recap
the agreement. ( )
6. Identify
and analyse needs. ( )
7. Deal with rejection
. ( )
8. Set up
an appointment with the
client. ( )
9. Write a sales proposal
. ( )
10. Follow-up
on the SLA. (Service
Level Agreement)
11. State your sales pitch
with a
USP. (unique selling proposition)
34 Choose the best word to complete each sentence.
1. Good selling is all about _________ (friendship/ relationship/ connec-
tion) building.
2. Your product or service should be _________ (adaptable/ changeable/
variable) to meet the needs of each customer.
3. The sales manager and the customer have an intense_________ (conver-
sation/ negotiation/discussion) to agree on the details of the contract.
4. We always aim to give a long-term ______________ (promise/ deci-
sion/ commitment) to every customer.
35 Use the words from the left column to fill the blanks in the
dialogues from the right column. Learn these words. Perform the
dialogues.
Advantage
Long-term contract
To be worth
Promising
– Do you know anything about a ______________ to
build a high-speed railway between Moscow and St.
Petersburg?
– Yes, certainly. This project ______________ dis-
cussing.

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