我不是那种人

1、Chapter 5Sales Management5.2Steps in the Selling Process15.2 Steps in the Selling ProcessThe seven basic steps are:Generating leadsQualifying leadsApproaching the customer and probing needsDeveloping and proposing solutionsHandling objectionsClosing the saleFollowing up25.2 Steps in the Selling Proc

2、essfeather: 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 plac

3、e: 在不适当的位置; in places: 在某些地方, 有几处35.2 Steps in the Selling Processgather: 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c

4、ustomize 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45.2 Steps in the Selling ProcessEastman, George (1854-1932): American inventor and industrialist who invented a dry-plate process of photographic film development, flexible film, a box camera,

5、 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。55.2 Steps in the Selling Processanywhere 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

6、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65.2 Steps in the Selling Processqualify: vt. to declare competent or capable; certify: 证明合格; 检验,证明probe: v&n. to delve into; inquire; investigate: 调查, 查究, 探查She tried to probe my mind and discov

7、er 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75.2 Steps in the Selling ProcessAIDA concept:AttentionInterestDesireAction85.2 Steps in the Selling Processlocate: vt. to determine or specify the position or limits of: 确定; to f

8、ind 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。95.2 Steps in the Selling Processauthority: n. the power to enforce laws, exa

9、ct 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105.2 Steps in the Selling Pr

10、ocesscognitive 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 m

11、arkets: 开辟新的市场115.2 Steps in the Selling Processall 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 benef

12、it of: prep. 为.的利益upfront: adj. 在前面的, 提前的, 预先的125.2 Steps in the Selling Processuncover: 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

13、their homework before coming to the meeting: 到会之前做好准备工作135.2 Steps in the Selling Processstraightforward: 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 explana

14、tion: 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145.2 Steps in the Selling Process5.2.1 Generating Needsgroundwork: 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) fo

15、r 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 155.2.1 Generating Needsnotably: 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

16、 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165.2.1 Generating Needsdirect 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 goo

17、ds 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175.2.1 Generating Needssome 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 indirect

18、ly; 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。185.2.1 Generating Needscold 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

19、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195.2.1 Generating Needscivic: 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civi

20、c 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205.2.1 Generating Needsfacility: n. something that facilitates an action or process; amenity: 设备; 设施h

21、ospitals 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？215.2.1 Generating Needsadvent: n. 到来, 来临Now, with the advent and popularity of the home computer, its advantages and disadvantages h

22、ave 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225.2.1 Generating Needsproverbial: adj. of the nature of a proverb: 谚语的; expressed in a prov

23、erb: 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。235.2.1 Generating Needshaystack: n. a large stack of hay for winter storage in the open; hay

24、rick: 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245.2.2 Qualifying Leadsunanswered: 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, frow

25、ns, 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255.2.2 Qualifying Leadsa recognized need: a perceived needcriterion: n. (pl. criteria/criterions) a standard, rule, or test on which a judgment or decision can b

26、e 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265.2.2 Qualifying Leadspreliminary: 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organizatio

27、nal 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275.2.2 Qualifying Leadsstature: 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

28、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285.2.3 Approaching the Customer and Probing Needsreference source: 参考资料, 参考源, 基准源Moodys: 穆迪公司Standard & Poors

29、: 标准普尔公司Dun & Bradstreet: 邓白氏公司small talk: n. casual or trivial conversation: 闲谈, 闲扯, 闲聊, 应酬话, 客套话sincerity: n. 诚挚, 真实, 真挚, 纯粹, 亲密meet it in all sincerity: 开诚相见295.2.3 Approaching the Customer and Probing Needsrapport: n. relationship, especially one of mutual trust or emotional affinity: 关系, 友好, 和谐

30、, 亲善be in rapport with: 跟一致；跟友好situation: n. position or status with regard to conditions and circumstances: 情况, 处境option: something chosen or available as a choice: 供选择的事物305.2.3 Approaching the Customer and Probing Needsappend: vt. to add as a supplement or an appendix; to fix to; attach: 附加, 添加,

31、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315.2.3 Approaching the Customer and Probing Needswrap up: v. to bring to a conclusion; settle finally or successfully; to sum

32、marize; 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325.2.4 Developing and Proposing Solutionsflip chart: n. a chart consisting of sheets hinged at the top that can be flipped over to present information sequentially

33、: 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335.2.4 Developing and Proposing Solutionsopen-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345.2.5 Handling Objectionsleg

34、itimate: 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355.2.5 Handling Objectionsstand 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365.2