《我不是那种人》PPT课件.ppt

Chapter 5Sales 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: 特点, 种类, 本性 Birds of a feather flock together. I am not of that feather. 我不是那种人。 in place: 在适合的位置上, 就绪; 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: 在不适当的位置; in places: 在某些地方, 有几处,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. 老师把小学生们聚集在她周围。 customize: vt. to make or alter to individual or personal specifications: 定做 customize a van: 定做一辆大篷车 customized: adj. tailored; custom-built; custom-made; custom-tailored: adj. 定做的, 订制的,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，乔治 (1854-1932)：美国发明家和实业家。他发明了照相胶片的干片显影方法、可卷的胶片(即胶卷)、盒式照相机以及彩色照相法。,5.2 Steps in the Selling Process,anywhere fromto: prep. 从.到.间的任何数量 routine: adj. in accord with established procedure; habitual; regular; having no special quality; ordinary: 例行公事的; 习惯性的, 常规的; 平凡的, 普通的 a routine check of passports: 对护照的例行检查 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: 证明合格; 检验,证明 probe: v investigate: 调查, 查究, 探查 She tried to probe my mind and discover what I was thinking. 她试图刺探我的内心, 想知道我在想什么。 to probe rumors to the bottom: 彻查谣言来源 to probe a matter to the bottom: 彻底调查一件事,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: 确定; to find by searching, examining, or experimenting: 找出 locate Albany on the map: 在地图上确定阿尔伯尼的位置 locate the source of error: 找到错误的来源 We located the shops and the post office as soon as we moved into the town. 我们一搬进那个镇, 就找到了商店和邮局的所在地。,5.2 Steps in the Selling Process,authority: n. the power to enforce laws, exact obedience, command, determine, or judge: 权力; 能力 develop: to bring from latency to or toward fulfillment: 开发, 激发 an instructor who develops the capabilities of each student: 激发每个学生潜能的导师 initial: adj. first: 开始的; 首字母的 took the initial step toward reconciliation: 迈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: (心理学)认知不一致, 认识不协调, 认知悔悟; 认知失调; 后悔 open up: to make available or accessible: 使可利用, 使通往 open up new markets: 开辟新的市场,5.2 Steps in the Selling Process,all over again: 重新, 从头再来一遍 minimal: adj. smallest in amount or degree: 最小的, 极微的, 最低限度的; small in amount or degree: 小的, 少的; only barely adequate: 仅仅够的 Fortunately, the storm only did minimal damage to the farmers crops. 很幸运, 暴风雨只使农民的庄稼受到轻微的损害。 to the benefit of: prep. 为.的利益 upfront: adj. 在前面的, 提前的, 预先的,5.2 Steps in the Selling Process,uncover: v. to remove the cover from: 揭开的盖子; to manifest or disclose; reveal: 显现, 暴露, 揭露 uncover the box: 打开盒盖 uncover mistakes: 揭露错误 uncover the hidden riches: 找到埋藏的财宝 homework: preparatory or preliminary work: 准备或预备性工作 did their homework before coming to the meeting: 到会之前做好准备工作,5.2 Steps in the Selling Process,straightforward: adj. proceeding in a straight course; direct: 直线前进的, 直接的; not circuitous or evasive; honest and frank: 坦诚的, 不绕避或搪塞的; free from ambiguity or pretense; plain and open: 直率的 a straightforward explanation: 直截了当的解释 written in straightforward language: 用浅易的文字写成的 (simple, easy) straightforward in ones dealings: 做买卖(待人)正直,5.2 Steps in the Selling Process,5.2.1 Generating Needs groundwork: n. a foundation; a basis; base: 基础, 基本原理, 根基, 路基, 根据, 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; 探矿 prospect for oil: 勘探石油 sales lead: n. 销售先导者 prospect: n. a potential buyer; a prospective customer: 潜在客户,5.2.1 Generating Needs,notably: adv. 引人注目地，显著地；尤其；特别 trade show: n. trade fair; trade convention: 贸易/商业展览会, 商品交易会, 展销会 Chinas Export Commodities Fair: 中国出口商品交易会 a worlds fair: 世界博览会 book fair: 图书博览会 industrial fair: 工业博览会 international fair: 国际博览会,5.2.1 Generating Needs,direct mail: n. advertising circulars or other printed matter sent directly through the mail to prospective customers or contributors: 直邮广告 telemarketing: n. use of the telephone in marketing goods or services: 电话销售; 电话推销 publicity: n. the act, process, or occupation of disseminating information to gain public interest: 宣传, 推广, 广告,5.2.1 Generating Needs,some sort of: 某种的, 仿佛, 多少有些 put: v. to express; state: 表达; 陈述 I put my objections bluntly. 我直率地表明了我的反对意见。 suggest: vt. to make evident indirectly; intimate or imply: 间接地表明; 暗示 a silence that suggested disapproval: 暗示着反对的沉默 That girls sun-tanned face suggests excellent health. 那个姑娘被太阳晒黑了的脸表明她身体非常健康。,5.2.1 Generating Needs,cold call: n. 意外访问; (向潜在的主顾打的)冷不防的电话; v. (向潜在的主顾)打冷不防电话推销商品 network: n. an extended group of people with similar interests or concerns who interact and remain in informal contact for mutual assistance or support: 人际网, 关系网; 网, 网络 a network of railway: 铁路网 a network of falsehoods: 谎话连篇,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: 公民的义务 The US Presidents visit was the most important civic event of the year. 美国总统的来访是该城市那年的头等大事。 civic rights and duties: 公民的权利和义务 civic-minded: 有公民意识的 civic ethics: civic virtues: 文明礼貌, 公民道德,5.2.1 Generating Needs,facility: n. something that facilitates an action or process; amenity: 设备; 设施 hospitals and other health care facilities: 医院和其他的医疗保健设施 There are facilities for cooking in the kitchen. 厨房里有烹饪设备。 Are there washing facilities in the school? 学校里有洗涤设备吗？,5.2.1 Generating Needs,advent: n. 到来, 来临 Now, with the advent and popularity of the home computer, its advantages and disadvantages have been a subject of discussion. 现在, 随着家用电脑的出现和普及,人们开始讨论起家用电脑的优缺点了。 Since the advent of jet aircraft, travel has been speeded up. 自从喷气式飞机出现以来,旅行的速度大为提高。 financial status: financial positions; 财务状态; 财政状态; 信用状态,5.2.1 Generating Needs,proverbial: adj. of the nature of a proverb: 谚语的; expressed in a proverb: 用一句谚语表示的; 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. 他就像格言中所说的猫一样，似乎有九条命。 His punctuality has become proverbial. 他的准时已经是众所周知的了。,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: 做没有希望的事, 海底捞针 pass to: 传给, 转到, 通到 identify: vt. to ascertain the origin, nature, or definitive characteristics of: 确认, 验明,5.2.2 Qualifying Leads,unanswered: adj. 未答复的, 无反应的 indication: n. something that serves to indicate; a sign: 标志, 迹象, 指示, 暗示, 信号 smiles, frowns, and other indications of emotion. 微笑、皱眉以及其它一些情绪变化的迹象 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: 标准, discount: to leave out of account; disregard: 忽视, 不理睬; to underestimate; minimize: 低估, 轻视; discount a rumor: 对谣言漠然置之,5.2.2 Qualifying Leads,preliminary: adj. prior to or preparing for the main matter, action, or business; introductory or prefatory: 开头的,初步的, 预备的, 前面的 organizational chart: n. 组织结构图 standing: n. status with respect to rank, reputation, or position in society or a profession: 级别, 地位, 名声, 身份 credit standing: n. 信用状况, 偿还能力, 取得贷款的资格, 商誉, 信誉, 资信,5.2.2 Qualifying Leads,stature: n. an achieved level; status: 声望, 地位 time-consuming: adj. taking up much time: 花许多时间的, 耗时的 prioritize: v. to arrange or deal with in order of importance: 以优先顺序排列 entice: vt. to attract by arousing hope or desire; lure: 诱惑, 诱使 The promise of higher pay enticed me into the new job. 诱使,5.2.3 Approaching the Customer and Probing Needs,reference source: 参考资料, 参考源, 基准源 Moodys: 穆迪公司 Standard to fix to; attach: 附加, 添加, 贴上, 系上, 附加, 悬挂; to add to the end; particularly to add records to the end of a file: 计设置数据文件的搜索路径 append a charm to the bracelet: 在手镯上贴上一小饰物 append a tag on a suitcase: 加标签于衣箱上,5.2.3 Approaching the Customer and Probing Needs,wrap up: v. to bring to a conclusion; settle finally or successfully; to summarize; recapitulate: 结束, 得出结论, 解决; 总结, 概括 wrap up a business deal: 做成一笔交易 reiterate: vt. to say or do again or repeatedly; repeat: 重申, 重复,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: 活动挂图, 配套挂图 plug in: v. to connect (an appliance) to an electrical outlet: 插入电源 plug into: v. to cause to be closely attuned or responsive to: 使与紧密协调, 使与产生共鸣,5.2.4 Developing and Proposing Solutions,open-ended: adj. 开口的, 无底的, 无终止的, 开放式的 poised: adj. 泰然自若的, 威严的, 有自信心的, 平衡的,5.2.5 Handling Objections,legitimate: adj. based on logical reasoning; reasonable: 合理的, 合乎逻辑的 a legitimate solution to the problem: 该问题合乎逻辑的解决办法 legitimate right: 正当权利 dedication: n. 题辞, 奉献, 专用 pit against: vt. 使.相斗, 使竞争,5.2.5 Handling Objections,stand by: v. to be ready or available to act: 准备好或者能够行动; to wait for something, such as a broadcast, to resume: 等待重新开始; to remain uninvolved; refrain from acting: 不关心, 不行动; to remain loyal to; aid or support: 对忠诚, 帮助或者支持; to keep or maintain: 保持, 维持 stood by and let him get away: 站在一边并让他逃脱 stands by her friends: 支持她的朋友 stood by her decision: 坚持她的决心,5.2.6 Closing the Sale,concession: n. the act of conceding: 让步的行为; something, such as a point previously claimed in argument, that is later conceded: 让步 The bosss promise to increase the workers pay was a concession to union demands. That is a great concession. 老板答应提高工人们的工资是对工会提出的要求所作的让步。这是很大的让步。,5.2.6 Closing the Sale,trial order: n. 试购 nonissue: n. a matter of so little import that it ought not become a focus of controversy and comment: 不成问题的问题 She felt that the matter of her attire should have been a nonissue. 她认为她的穿着打扮不应该是件引起这么多争论的事。,5.2.7 Following Up,place an order: v. 预订, 预购 extranet: 外联网, 外连网 unlisted: adj. not appearing on a list, especially not listed in a telephone directory; relating to or being stock or securities not listed on a stock exchange: 未列出的, 未上市的, 未登记入册的, 未上电话号簿的 URL: abbr. Uniform Resource Locator: 在Internet的WWW服务程序上用于指定信息位置的表示方法,5.2.7 Following Up,redeploy: vt. to move (military forces) from one combat zone to another: 重新布署; to shift (something) from one place or use to another for greater effectiveness: 重新调配 redeploy the companys resources: 重新调配公司的资源,5.2 Steps in the Selling Process,Thank u 4 ur attention! & Questions r invited.,