市场营销英语Unit6_Personal_selling_services.ppt
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1、Unit 6 Personal SellingServices,市场营销英语 English for Sales and Marketing,- 2 -,2019/6/30,Contents,Warming-up,Reading A,Listening,Reading B,Writing,Project,Vocabulary and Structure,Speaking,- 3 -,2019/6/30,Warming-up Activity,- 4 -,2019/6/30,Warming-up: Task 1,Comments are welcome. This is an open answ
2、er question.,- 5 -,2019/6/30,Warming-up: Task 2,Dos: Actively help customers solve problems. Be honest. Be professional. Donts: Ignore customers objections. Cheat customers.,- 6 -,2019/6/30,Reading Activity A,For background information, click HERE.,- 7 -,2019/6/30,Reading A: Backdrop,Emerging market
3、 The business model of an insurance company is closely linked to the types of products it sells. It is therefore easiest to use a product segmentation to describe the different insurance business models. Typically two types of insurance companies are distinguished. Life insurance companies sell insu
4、rance policies related to a persons life. Non-life insurance is quite a broad definition, but covers all insurance policies that are not directly related to an individuals life. This means that non-life insurance companies can be health insurance companies, but also property and casualty insurance c
5、ompanies.,- 8 -,2019/6/30,Reading A:,翻译,- 9 -,2019/6/30,Reading A:,翻译,- 10 -,2019/6/30,Reading A:,翻译,- 11 -,2019/6/30,Reading A: Task 1,Before reading the passage, work in pairs to discuss the following questions. 1. What is the target market of life insurance? - 1. Life insurance is generally desig
6、ned for younger working people with families. 2. What qualities are required for a successful life insurance salesperson? - 2. Selling life insurance requires hard work, diligence, perseverance, and ongoing education, training and professional development.,- 12 -,2019/6/30,Reading A: Task 2,- 13 -,2
7、019/6/30,Reading A: Task 3,- 14 -,2019/6/30,Reading A: Task 4,Read the passage again and answer the following questions. 1. What are the specific challenges for life insurance salespeople according to the passage? - The challenges include persuading people to confront their own mortality and the cer
8、tainty of death, and ultimately to put down their hard-earned after-tax dollars to benefit other people after they themselves are dead; persuading them to talk honestly about their spouses, children, people they love and people they dont, health, assets and debts, successes and failures, and what th
9、eyd like to have happen after they are gone.,2. What is the 10:3:1 rule that has been proven to be general in life insurance selling? - The 10:3:1 rule says that on average, for every 10 prospects you reach, three will express serious interest, and one will buy.,3. What are the effective ways to rea
10、ch a defined market according to the passage? - Direct marketing, targeted marketing, well-positioned advertising, and leveraging insurance company promotions can also help you achieve success. Email newsletters and Internet-based social networking tools are effective ways to reach a defined market.
11、,- 15 -,2019/6/30,Listening Activities,- 16 -,2019/6/30,Listening task 1,From: Wang Feng For: Ms. Black Message: An appointment with Wang Feng from United Health Insurance Time: At 3 oclock on Monday afternoon,- 17 -,2019/6/30,Listening task 2,Mary, the Sales Manager of the United Health Insurance C
12、ompany, is talking wit Wang Feng. Listen to the conversation and answer the following questions.,1. What is Wang Feng not sure about? - Wang Feng is not sure about which strategy to employ.,2. What makes Wang Feng believe the Manager of ACME is interested in the offer? - The manager at ACME isnt enr
13、olled in any form of employee insurance plans.,3. What does Wang Feng think ACME will do because of business expansion? - He thinks ACME will push for discounts.,4. What should ACME do if they want to get a price discount of 15 percent? - ACME will have to pay for additional products, such as Hospit
14、al Cash Back Insurance and Business Travel Accident Insurance.,- 18 -,2019/6/30,Listening task 3,- 19 -,2019/6/30,Listening task 4,1. F 2. F 3. F 4. T,- 20 -,2019/6/30,Listening task 5,- 21 -,2019/6/30,Speaking Activities,- 22 -,2019/6/30,Speaking task 1,Situation 1 A: Good morning. Can I help you?
15、B: Good morning. This is Rebecca Park. May I speak to Mr. Johnson please? A: Im afraid he isnt in his office right now. Do you have an appointment? B: No. Id like to know when he will be back. Id like to talk some important things with him. A: Would this afternoon be convenient for you? B: Yes, I wi
16、ll call again this afternoon.,Situation 2 A: Hello. Daniel Wong speaking. B: Hello, Mr. Wong. This is Rebecca Park speaking. I have an appointment with Mr. Johnson earlier this week. Could you put me through to him, please? A: OK. Hold on, please. I will put you through. C: Good morning, this is Pet
17、er Johnson. B: Hello, Mr. Johnson. I have something very interesting to show you. Shall we set a time for a meeting this afternoon? C: Im afraid I havent enough time all day today.,- 23 -,2019/6/30,Speaking task 2,A: Good morning. Im Mary from KJ Company. B: Good morning. Welcome to our company. A:
18、We have a new insurance product for your employees. B: Id like to know how we can benefit from providing insurance for our employees. A: It will save you much money if your employees suffer diseases. B: How much do you charge for Type A? A: Its $8,000 for 200 employees. We can give you a 10% discoun
19、t if you order before 31 December. B: We have more than 300 people working in this building. Could you give a higher discount? A: I understand this is such a major order. But this discount is the highest we can offer. B: OK. I will buy it.,- 24 -,2019/6/30,Speaking task 3,A: Star Travel Agency. How
20、can I help you? B: I want to know if you offer guided tours of Dalian. A: Yes. We offer a comprehensive program typically for a group of no more than 16 travelers. B: Well, in fact my wife and I are looking for honeymoon tours. A: We offer a wide range of special tours, including five kinds of honey
21、 moon tours within the city. B: Thats great. We are on a tight budget, so well choose the cheapest one. Does the price include the trip accommodation? A: Yes. When do you want to start the tour? B: Next Wednesday. A: OK. Our bus will pick you up then.,- 25 -,2019/6/30,Speaking task 4,Situation 1 A:
22、Why do the waiters always let me wait? B: Im terribly sorry. Ill tell them to hurry up. Situation 2 A: The bathroom in my room is very dirty. B: Im extremely sorry. Ill send someone to clean it immediately. Situation 3 A: My secretary made a reservation for me last week, but your receptionist said t
23、here is no available room. B: Ill check for you. If its our mistake, well give you satisfied compensation.,- 26 -,2019/6/30,Reading Activity B,- 27 -,2019/6/30,Reading B,翻译,- 28 -,2019/6/30,Reading B,翻译,- 29 -,2019/6/30,Reading B,翻译,- 30 -,2019/6/30,Reading B: Task 1,1. T 2. F 3. F 4. F 5. T,- 31 -,
24、2019/6/30,Reading B: Task 2,1. N 2. N 3. Y 4. Y 5. Y,- 32 -,2019/6/30,Reading B: Task 3,很多人不喜欢陌生推销电话。他们视其为一场战争,在战争中他们一定要在多轮角逐中获胜才能赢得战争。这种关于陌生电话推销的认识有失偏颇,现实销售的情况并非如此。陌生推销电话仅仅是一种由销售代表实施完成的广告活动而已。广告旨在鉴定或吸引潜在顾客。如同报纸或公告牌一样,你在电话推销过程中只需吸引人们的注意就可以了。如果他们暂时不想要或者不需要你销售的产品或服务,那也没什么。,- 33 -,2019/6/30,Writing,Dea
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