Unit 14 Sales and Negotiation
Unit 14 Sales and Negotiation
Objectives Focus Warming up 14.1 Selling and buying 14.2 The sales process 14.3 Selling your own product 14.4 Negotiation on the phone 14.5 Getting it right in negotiations 14.6 Negotiation an international deal Sum up Assignments
Objectives Focus Warming up 14.1 Selling and buying 14.2 The sales process 14.3 Selling your own product 14.4 Negotiation on the phone 14.5 Getting it right in negotiations 14.6 Negotiation an international deal Sum up Assignments
Objectives a Be aware of what is selling and buying a Be aware of the sales process a Know how to negotiate on the phone a Know how to negotiate an international deal
Objectives Be aware of what is selling and buying Be aware of the sales process Know how to negotiate on the phone Know how to negotiate an international deal
Focus 口 The sales process The four main phases of negotiation
Focus The sales process The four main phases of negotiation
Warming up a Discuss: how should we make an effort to sell our products? a Students discuss in groups and then present their ideas in front of the class a Help the students to be aware of it is not easy to be a good sales person
Warming up Discuss: how should we make an effort to sell our products? Students discuss in groups and then present their ideas in front of the class. Help the students to be aware of it is not easy to be a good sales person
14.1 Selling and buying a This section introduces the activity of selling and encourages students to think about both sides of the sales process
14.1 Selling and buying This section introduces the activity of selling and encourages students to think about both sides of the sales process
14. A Picture reading Look at the photos and discuss the questions d What is happening in each picture a What do all the situations have in common? a What are the people saying? Have you ever been in any of the situations shown a What sort of products and services are involved? a What sort of relationship do the people have with each other?
14.1 A. Picture reading Look at the photos and discuss the questions: What is happening in each picture? What do all the situations have in common? What are the people saying? Have you ever been in any of the situations shown? What sort of products and services are involved? What sort of relationship do the people have with each other?
14.1 B, Reading: a training manual for sales staff points that should be stressed in discussion a The importance of building up a good relationship with the clients d Belief in one's own products is often stressed at training sessions. This will include being fully informed about its specifications etc a It is important to be adaptable with one particular customer you may need to emphasize the price of the product, while with another the delivery times may be central
14.1 B. Reading: a training manual for sales staff Points that should be stressed in discussion: The importance of building up a good relationship with the clients Belief in one’s own products is often stressed at training sessions. This will include being fully informed about its specifications, etc. It is important to be adaptable. With one particular customer you may need to emphasize the price of the product, while with another the delivery times may be central
14.2 The sales process This section deals with the stages which a sales interview ideally goes through the Opening Stage, the Building Stage and the Closing stage
14.2 The sales process This section deals with the stages which a sales interview ideally goes through: the Opening Stage, the Building Stage and the Closing Stage
15.2 A. Pre-listening activity a Focus the attention on the general gist of what is involved in the sales process before they listen to the recording
15.2 A. Pre-listening activity Focus the attention on the general gist of what is involved in the sales process before they listen to the recording