教学配套课件：汽车商务英语

1、汽车商务英语Module OneCorporate Culture 企业文化Skill 1The History of Automobiles 汽车历史 Skill 2Know About Car Logos 了解汽车标记下一页返回Module TwoExhibition Reception 展厅接待Skill 1Prepare to Sell 准备出售 Skill 2Close to Customers 接近客户上一页下一页返回Module ThreeProducts Introduction 产品介绍Skill 1Walk-around Presentation 六位绕车介绍法 Skill

2、 2Sales Theme 销售主题上一页下一页返回Module FourTest Drive 试乘试驾SkillPrepare for a Test Drive 试驾准备上一页下一页返回Module FivePrice and Telephone Service 价格和电话服务Skill 1The Best Offer 最优价格 Skill 2Telephone Sales 电话销售上一页下一页返回Module SixCar Loan and Insurance 贷款和保险Skill 1Car Loan 汽车贷款 Skill 2Insurance 保险上一页下一页返回Module Seven

3、Pick Up the New Car 交车Skill 1Preparation for Picking Up the New Car 交车准备 Skill 2Call Back 回访 Skill 3Rent Cars 车辆租借上一页下一页返回Module Eight After-sales Service 售后服务Skill 1Road Rescue 道路救援 Skill 2Maintenance 维修上一页返回Module OneCorporate Culture 企业文化Skill 1The History of Automobiles 汽车历史 Skill 2Know About Ca

4、r Logos 了解汽车标记返回Skill 1The History of Automobiles 汽车历史 TEXTAs we know，the automobile was not invented in a single day by a single inventor. The history of automobiles actually began about 4，000 years ago and it reflects an evolution thattook place worldwide. A brief outline of the history of automob

5、iles includes the following highlights:1678:Ferdinand Verbiest built a working mode of a car powered by steam.1705:James Watt invented the steam engine.1769:Nicolas-Joseph Cugnot in France built the first true automobile.下一页返回Skill 1The History of Automobiles 汽车历史 1860:Lenoir developed the first int

6、ernal combustion engine.1883:Daimler invented the worlds first successful internal combustion engines with high compression ratio.1885:Carl Benz invented the petrol engine and developed the first successful gasoline powered automobile in Uermany.1887:Bosch invented the magneto ignition system.1889:D

7、unlop developed the first practical pneumatic tire.1893:Maybache invented a nozzle type carburetor.1893:Diesels diesel engine was advanced for him to patent it.1896:Henry Ford built his first car，a gas-powered quadricycle with no brakes.上一页下一页返回Skill 1The History of Automobiles 汽车历史 1899:Fiat automo

8、bile manufacturing company was established in Italy.1916:BMW was established.1923:Benz-Man Company produced the first diesel engine automobile. Useful SentencesI am interested in automobile history.I know the history of the automobile.The Ueneral Motors Corporation is the worlds first auto conglomer

9、ate.Give us a brief history of the automobile.上一页下一页返回Skill 1The History of Automobiles 汽车历史 The first gasoline-powered automobile was invented by Carl Benz.The first automobile assembly line rolled into action in 1914.DialoguesPart OneA:Hello，Mark!B:Hey. How is it going?A:Everything isOK. I start s

10、chool here and I am very excited to be studying the automobile.B:Really? Are you interested in automobile knowledgeA:Sure!I know the history of it.上一页下一页返回Skill 1The History of Automobiles 汽车历史 B:Give us a brief history of the car.A:OK.In 1678，Ferdinand Verbiest built a working model of a car powere

11、d by steam. 1705，Watt. . .B:Its wicked.Part TwoA:Hello，everyone!As we know，every organization has its own style. What is the environment and culture like at Mercedes-BenzB:You mean the corporate culture，dont you?上一页下一页返回Skill 1The History of Automobiles 汽车历史 A:Yeah. The corporate culture is the set

12、of values，beliefs，behaviors，customs，and attitudes.B:I think Mercedes-Benz is the best place to get the best car and it has been named one of fortune.A:For more than a century，Mercedes-Benz has been committed to extraordinary engineering，visionary design and standard-setting innovation. The best or n

13、othingrequiresthe efforts.B:To succeed is not an easy thing.上一页返回Skill 2 Know About Car Logos了解汽车标记TEXTAutomobile logos belong to various car brands. These logos become the representatives of automobile enterprises and corporate cultures. To have a full understanding of theautomobile，we must know mo

14、re about car logos. The main automobile logos of the world are as follows;下一页返回Skill 2 Know About Car Logos了解汽车标记上一页下一页返回Skill 2 Know About Car Logos了解汽车标记上一页下一页返回Skill 2 Know About Car Logos了解汽车标记上一页下一页返回Skill 2 Know About Car Logos了解汽车标记上一页下一页返回Skill 2 Know About Car Logos了解汽车标记上一页下一页返回Skill 2 Kno

15、w About Car Logos了解汽车标记上一页下一页返回Skill 2 Know About Car Logos了解汽车标记DialoguesA:How cool!What kind of car do you driveB:BM W.A:Damn right. ItS a good car。B:It goes however fast I make it go.A:Do you know about the car logo.B:The circular blue and white BMW logo or roundel is portrayed by BMW as the move

16、ment of an aircraft propeller，to signify the white blades cutting through the blue sky.A:Uive me a test drive!Lets go!上一页返回Module TwoExhibition Reception 展厅接待Skill 1Prepare to Sell 准备出售 Skill 2Close to Customers 接近客户返回Skill 1Prepare to Sell 准备出售 TEXTAS the saying goes，chance favors the one with a pr

17、epared mind. In order to learn to know about customers and respond to the psychological state of the method，Sales Staff mustfirst focus on tool preparation and image preparation before preparing to sell. Tools consist of business cards，pens，folders and folder lists. Image preparation consists of bod

18、y language training，the telephone ski appropriate business dress and grooming，the verbal communication and 11s. Each performs ones own functions. Salesmen are good at sales. And after sales service department personnel issue more clearly after-sales service.下一页返回Skill 1Prepare to Sell 准备出售 Useful Se

19、ntences1This is/Id like to introduce Mr. Wang.2Excuse me，are you/ is your name Mr. King?3 Good morning/afternoon!4Hello，good day!5 Welcome to our shop!6 Anything I can do for you?7What can I do for you?8 Im a salesman，Zhi Wand.上一页下一页返回Skill 1Prepare to Sell 准备出售 9this is my business card.10 Nice to

20、meet you!11What a lovely boy!12The dress is beautiful. Its very popular，right?13How are you? Fine，thanks. Not too bad，thank you.14How are you doing? Im doing good.15Whats up? Nothing.16Ive always wanted to meet you!17Ive been looking forward to meeting you.18Long time no see!上一页下一页返回Skill 1Prepare t

21、o Sell 准备出售 19 Let me introduce my friends to you!20I beg your pardon?DialoguesPart OneA:Good morning!Im a salesman，Zhi Wang. Nice to meet you.B:Nice to meet you.A:Anything I can help your?B:Oh no. I want to look at the cars by myself.A:OK .If you have any questions 上一页下一页返回Skill 1Prepare to Sell 准备

22、出售 B:Thanks.A:Youre welcome!Part TwoA:Hi，Susan. How are you doing recently?B:Too tired.A:Whats up?B:I am a new employee，you know. My company designs a program to get us to change.上一页下一页返回Skill 1Prepare to Sell 准备出售 A:What is the programB:It consists of body language trainings，the appropriate busines

23、s dress and grooming verbal communication，telephone skills and so on.A:Significant changes will positively impact our careers. Fighting!上一页返回Skill 2 Close to Customers接近客户TEXTGood morning!Welcome to our store. We have many cars on sale.Please come in and have a look!Please look at our Leaflets. This

24、 is the Beetle，a sporty icon，324，OOORMB. And this is the Golf，the modern hatch，100，000 yuan. Look at thismidsize sedan!It is the most popular car named Passat，170，000 yuan.Volkswagen has sold more turbos than any other brand over the last years. Which do you like best in the leaflets下一页返回Skill 2 Clo

25、se to Customers接近客户DialoguesA:Hello，Madam. Welcome to our Exhibition Hall. Im a sales rep. Jack.B:Hello!I just want to look around here a bit.A:OK. Feel free to look around. This is my business card. You can call me Jack. If you have any problems，please call me.B:Sure!Thanks. Hi，Jack. There are too

26、many types of cars. Maybe I need your advice.A:With pleasure. We can just sit down and talk it over.B:OK. Thanks.上一页返回Module ThreeProducts Introduction 产品介绍Skill 1Walk-around Presentation 六位绕车介绍法 Skill 2Sales Theme 销售主题返回Skill 1Walk-around Presentation 六位绕车介绍法 TEXTCars for sale are usually listed un

27、der their own section in the classifieds of a newspaper. If a model is popular enough，the make may be omitted. There is specific time of the year that are good time to sell cars. To get the best price you will need to determine the optimal time to sell. Salesmen always introduce cars to their custom

28、ers by walk-around presentation. The presentation will provide a base strategy for selling cars and it also stresses features and advantages. It will introduce the front of the car，the back of the car the left side of the car，the right side of the car，cab and bonnet. After the presentation，they will

29、 invite customers to have a test drive.下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 Useful SentencesWhat can I do for yourWelcome to the Shanghai Volkswagen car showroom.Let me introduce the car to you，will you?Cross Polo sedan is the most affordable German car.It is very safe.The dark gray color br

30、ings the sense of movement.Compared with ordinary polo，cross polo with higher chassis and wider tires is good for driving.The fine and simple interior trim is very practical. Interior space is large，the same with trunk.上一页下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 Its my cup of tea.DialoguesPart O

31、neA:Miss Wang，can you do me a favorB:Of course!A:Thanks. The more customers like cars，the more they will be willing to pay for them. How could we the help customers decide?B:Introduce car by walk-around presentation to predict what customers want.上一页下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 Part

32、TwoA:Hello!Welcome to the Shanghai Volkswagen car showroom. Can I help your B:Ive heard Cross Polo sedan a lot. Where is it?A:Oh. Follow me，please!Let me introduce the car to you，will you?B:Go ahead!Thank you!上一页下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 A:Cross Polo sedan is the most affordable G

33、erman car. It is very safe. The dark gray color brings the sense of movement. Compared with ordinary polo，cross polo with higher chassis and wider tires is food for driving. The fine and simple interior trim is very practical. Interior space is large，and the same is with trunk.B:So cool!Its my cup o

34、f tea.上一页返回Skill 2 Sales Theme销售主题TEXTIts often said that Rome is not built in one day. Selling cars is not easy，either. As a salesman，you should know more about Sales Staff，sales proceeding，vehicles color andvehicles category.1 .Sales StaffSales Team Sales Manager Receptionist Sales-advisor2. Sales

35、 ProceedingCustomer DevelopmentReceptionDemand nalysisProducts IntroductionTest DriveProblem SolvingContract SigningDelivery ServiceCall-back下一页返回Skill 2 Sales Theme销售主题3. Vehicles ColorBlack Blue Green Brown Clear Dark Blue Dark Green PurpleGray Pink White Tan Light Blue Red Light Green VioletOrang

36、e4. Vehicles CategorySedan:4 doors and a trunk，the most popular body style上一页下一页返回Skill 2 Sales Theme销售主题Wagon:A versatile sedan added cargo roomCrossover:SUV capability car like rideLuxury:Comfort，amenities and prestige上一页下一页返回Skill 2 Sales Theme销售主题Coupe:Sleek and sporty 2-doorHatchback:With a hat

37、ch instead of a trunk上一页下一页返回Skill 2 Sales Theme销售主题SUV:Plenty of room for people and cargoHybrid:An efficient mix of gas and electric powerConvertible:Drop the top for open-air fun上一页下一页返回Skill 2 Sales Theme销售主题Pickup:An open-bed truck for work and playVan/ Minivan:More Seats，family convenienceElec

38、tromobile:a purely electric car上一页下一页返回Skill 2 Sales Theme销售主题Useful Sentences(1)I think I can help you if you need.(2)Why do you want to buy ones(3)How much do you want for its(4)What do you think is more important，engine，car style，or others?(5)Mitsubishi Lancer suits you a lot!(6)Have a Seat，pleas

39、e!(7)Coffee，tea or water?(8)Chevrolet is the leading brand!上一页下一页返回Skill 2 Sales Theme销售主题DialoguesPart OneA:Can I help you?B:OK. I want to buy a car。But Im puzzled.A:I think I can help you if you need. Please answer me some questions.B:Uo ahead. Please.A:Why do you want to buy onesB:It is convenien

40、t for me to go to my company if I have one，because the company is far from my home.上一页下一页返回Skill 2 Sales Theme销售主题A:How much do you want for itsB:About 100，000 yuan.A:What do you think is more important，engine，car style，or others?B:Better performance.A:()K!Come here，please! Mitsubishi Lancer suits y

41、ou a lot!B:Thanks.Part TwoA:Good afternoon. Anything I can do for you?上一页下一页返回Skill 2 Sales Theme销售主题B:A couple of days ago，I got a Yeijing Hyundai ix35 in my sight. But today，I find Chevrolet Captiva is good，too. I am dubious about the two cars.A:Please allow me to compare Captiva with ix35，okay?B.

42、()K. Thanks.A:Have a Seat，please!Coffee，tea or w ater?B:Coffee，please.上一页下一页返回Skill 2 Sales Theme销售主题A:Chevrolet is the leading brand!Comparing with the output of ix35(226NM/4，000rmp)，Captiva 2. 4I. engines maximum output is 220 NM /2，200rpm. Captiva is apparently more suitable for driving in poor r

43、oad conditions. Ix35 has only 17cm ground clearance. To some extent it will have an influence on driving performance. Captiva is spacious，but head space is less than a punch.B:After your presentation，I will reconsider your recommendation. Thank you!上一页下一页返回Skill 2 Sales Theme销售主题A:Youre welcome!If y

44、ou need help please let me know. I am very happy to you!This is my business card.B:Thanks. Bye-bye!A:Bye-bye.上一页返回Module FourTest Drive 试乘试驾SkillPrepare for a Test Drive 试驾准备返回SkillPrepare for a Test Drive 试驾准备TEXTBefore customers buy a car,they will be ready for a test drive, as it is crucial in he

45、lping the mdecide whether to buy a car. A test drive is to assess its drivability，or road-worthiness, and general operating state by driving. Test drive is a simple matter of common sense. It is said that it should be put aside for a rainy day. Salesmen must make a good preparation for selling cars.

46、 Before making an appointment with their customers, you must inform the customer to prepare photocopies of their drivers licenses, test drive agreements, test tracks, cars and keys. 下一页返回SkillPrepare for a Test Drive 试驾准备Then，arrange the time, and invite your customers. When customers are driving ca

47、rs，you should pay attention to your customers feeling. You should know what the customers want to look for by a test drive.Useful Sentences(1)You took a fancy to BMW X6 last time.(2)Have you made a decision(3)Isnt that a great car?(4)Can I have a test drive(5)I will arrange the time first and tell y

48、ou the correct time.上一页下一页返回SkillPrepare for a Test Drive 试驾准备(6)I appreciate you letting me take the car out for a spin.DialoguesPart OneA:Hello，this is Mark，the salesman of BMW car shop. Is that Mr. HugB:Yes.A:You took a fancy to BMW X6 last time. Have you made a decisionB:Oh. No，I havent.I just r

49、eally need to make sure that I get the best car for my money.上一页下一页返回SkillPrepare for a Test Drive 试驾准备A:Isnt that a great car?B:Yes，it is. But can I have a test driveA:Of course. Are you free on Tuesday?B:Yes.A:OK. I will arrange the time first and tell you the correct time.B:I appreciate you letti

50、ng me take the car out for a spin.Part TwoA:I really like the style of the car.B:Would you like to take the car out for a test driveA:Great.上一页下一页返回SkillPrepare for a Test Drive 试驾准备B:Please present your Drivers License. I will copy it.A:Here you are.B:After you sign this agreement,well take a spin.

51、 Buckle your seat belt，pleaseA:I would like to go on the freeway to test it for speed.B:Take a left at the next signal to enter the freeway. Just keep it under the speed limit. This car has a nice smooth ride even on the freeway.A:The car is exactly what I want ,so I probably should buy it.B .From w

52、hat I see。its a good deal. Lets work out the details of purchase.上一页返回Module FivePrice and Telephone Service 价格和电话服务Skill 1The Best Offer 最优价格 Skill 2Telephone Sales 电话销售返回Skill 1The Best Offer 最优价格 TEXTFrom how to describe your vehicle to determine the best price，sales staff should create a list of

53、 attractives to would-be buyers. Sales price contains the market price，the reduced price，quotes，the psychological price and the last price. You must have the most successful strategy to meet their objectives. Price does not set in stone. In general，It IS a good Idea toset the starting price low to a

54、ttract buyers attention and drive market excitement.下一页返回Skill 1The Best Offer 最优价格 Useful Sentences(1)The price is 99，888 yuan，without registration and insurance.(2)I might be able to come down a little on the price.(3)How about selling the car for 90，000 yuan?(4)Thats less than what I could accept

55、.(5)However，I could accept 95，000 yuan.(6)It is the best cheap car.(7)Now it is on sale 80%.(8)That wounds fair to me.上一页下一页返回Skill 1The Best Offer 最优价格 (9)Its a deal，then.(10)It consists in six colors-Flash Red，Candy White，Shadow Blue，Terra Beige Reflex Silver and Deep Black.(11)Which color do you

56、like best(12)I would love to take it for a drive.(13)Come in and we11 sit down and discuss it right now.(14)How much are you willing to take for the carp(15)That would work well for me.(16)Ive enjoyed doing business with you.上一页下一页返回Skill 1The Best Offer 最优价格 DialoguesPart OneA:Welcome to the Toyota

57、 showroom!Can I help you?B:LOOk at Y1YIS.A:OK!Could I introduce it for yourB:No. Thanks. I fancy the car. How much is itsA:The price is 99，888 yuan，without registration and insurance.B:But it is more expensive. You can get it a little cheaper than that，cant you?上一页下一页返回Skill 1The Best Offer 最优价格 A:I

58、 might be able to come down a little on the price 99，000 yuan.B:How about selling the car for 90，000 yuan?A:No，thats way less than I could accept. However，I could accept 95，000 yuan.B:ErA:It is the best cheap car. Now it is on sale 80%.B:That sounds fair to me. Its a deal，then.A:It consists in six c

59、olors-Flash Red，Candy White，Shadow Blue，Terra Beige Reflex Silver and Deep Black. Which color do you like best上一页下一页返回Skill 1The Best Offer 最优价格 B:Shadow Blue. Can I try to drive this carpA:Sure!I would like to take it for a drive.B:You cant beat that.Part TwoA:How much does the car costB:Well，come

60、in and we11 sit down and discuss it right now. How much are you willing to take for the carpA:I really was just wondering what is the price.上一页下一页返回Skill 1The Best Offer 最优价格 B:Its 125，000 yuan.A:I was thinking a little lower than that. Would you sell it to me for 120，000 yuan?B:You know，you look li