国际商务礼仪Unit 23 Sales Promotion Etiquette

UNIT23SalesPromotionEtiquette

〔推销礼仪〕

FocalPoints1.Firstimpressioncounts2.Etiquettebeginswithfirstphonecall3.ImportantrulesofsalesetiquetteRemember–FirstImpressionCounts

〔第一印象决定成败〕SalesPromotionEtiquetteKeepingyouretiquetteskillssharpisakeyingredientforkeepingyourcustomerbasehappy.Keepingyourcustomerbasehappyshouldbeyourmaingoalifyouareinthebusinessofsalesanditespeciallybecomesvitalintimesofeconomiccrisis.Notestothetext1、phony:apersonwhoprofessesbeliefsandopinionsthathedoesnothold骗子Theywereburnedbythephonystockdeal.他们在那虚假的股票交易中遭受损失。XiaoZhangisaplainphony.小张真是个骗子。2、dodgy:risky冒险的，危险的China'seconomicstatisticsarenotoriouslydodgy.中国的经济统计数据是众所周知的不可靠。3、objectionable:causingdisapprovalorprotest令人不快的，令人反感的Perhapsthisiswhatthenaysayersfindobjectionable.或许这就是反对者感到该反对的。4、hands-on:involvingactiveparticipation实用的，实际动手做的hands-onexperience

实践经验；实际动手经验hands-ontraining

实习培训5、profane:violatethethesacredcharacterofaplaceorlanguage亵渎的，不敬的Moneyisnotprofane.钱非俗物。"God-damn"isaprofaneword.“该死〞是句粗话。6、foullanguage:粗话B.EtiquetteBeginsWithFirstPhoneCall

〔推销礼仪〕1.referral:提交；推荐人Irecentlyreceivedacallfromaheadhunterforareferralaboutoneofmyformerstaff.我最近接到了一个猎头的，让我介绍一下以前的一位职员。2.monotonous:无变化的，单调乏味的Ifoundtheworkmonotonous.我发现这个工作枯燥无味。3.contagious:有感染力的Nothingissocontagiousasenthusiasm.热情是最富有感染力的。C.ImportantRulesofSalesEtiquette

〔推销礼仪中的本卷须知〕1、nit-picky:tendingtoraisepettyobjections挑剔的，吹毛求疵的2、justifiably:无可非议地Californiansarejustifiablyproud.加州学人是有理由自豪的。MostWallStreetCEOswilljustifiablyforfeittheirbonusesthisyear.大多数华尔街首席执行长今年都将无可非议地放弃奖金。3、irate:feelingorshowingextremeanger盛怒的Hedraggedtheiratefellowtothedoor.他把那个发怒的家伙拖到门口。4、CRM:CustomerRelationshipManagement客户关系管理I'minterestedinyouCRMsoftware.Canyougivemeanquote?我对你们的客户关系管理软件有兴趣。能给我个报价吗？5、showsomeclass:表现得高尚一点Showsomeclass,identifyyourselfandtrytocontributepositivelytotheforums.表现出一定的阶级，标明自己并尝试作出积极奉献的论坛。6、waltz:旋转Hedancedthewaltzwithme.他同我跳华尔兹舞。7、newbie:新兵，菜鸟Youwillbenewbieforever.你将永远都是个新手。8、angst:焦虑不安，烦恼Youcanunderstandtheirangst.“你可以理解他们的焦虑〞。9、standoff:疏远，保持一定距离Ilikethegirlswhoareshyandstandoff.我喜欢那些腼腆不愿与人接触的女孩们。Theystoodofftowardsmyproposal.他们对我的建议反映冷淡10、pitch:推销的话ThepresidentspeaksinNewYorktoday,makinganotherpitchforhiseconomicprogram.总统今天在纽约发表讲话，再一次推销他的经济方案。ExercisesI.Role-playactivity:Dividetheclassintoseveralgroups.Somegroupsaregoingtoimitatethesalesrepresentativeswhileotherswillmimicthepotentialcustomers.Intheprocessofperformingtheactualpromotionactivities,theyshouldtakepropersalesetiquettesintoaccount.

II.Thewholeclassisencouragedtosearchformoredetailedinformationonappropriatesalespromotionetiquettesinvariouscircumstancesandtheyareappreciatedtosharewiththerestoftheclass.

III.Readthefollowingarticleaboutmoreconsiderationsinsalespromotionetiquettesanddiscusspropermannersforasuccessfulbusinesstransaction.

SpeakingtoOthers:1.Doyourbesttolooktheotherintheeyeaseachofyouspeaks.2.Donotwatchotherscomeandgowhileyouarehavingaconversation.3.Takeanactiveinterestinwhatisbeingsaid.AttendingMeetings,EventsandConventions:1.Becourteoustovendors,don’tinterrupt.2.Smileandsay“hello〞evenasyouarepassingthemby.3.Grabbinggiveawayswithoutlearningaboutthebusinessisuncouth.4.Blockingthetablebytalkingwithafriendsmackinfrontisdisrespectful5.Ifyouneedtoputacupofliquiddownforamoment—doitelsewherethanonavendortable.6.Donotputanypersonalbelongingsonavendor’stable.7.Atameeting,askquestionsattheappointedtimeratherthaninterruptingthespeaker.8.Askquestionsappropriatetothetopicathand.9.Personalconversationswiththepresentershouldbeheldafterwardorscheduledforanothertime.ReceivingItemsintheMail:1.Letthesendingpartyknowtheitemswerereceived,don’tmakethemcall.2.Say“Thankyou〞.ReceivingGifts:1.Promptlyhandwriteathankyounote.2.Inyournoteandvoicemail—saysomethingspecificaboutthegift,howthethoughtbroughtyoujoyandthatyouareveryappreciative.GivingGifts:1.Thegiftshouldbeproportionatetotheamountofbusinessandwithinyourbudget.2.Athoughtfulnotewiththegiftwillbekept.3.Givesomethingyouarecertaintheotherpersonwilllike.Beingtreatedtoarestaurantmeal:1.Letthetreatingpartychoosetheirseat.2.Facingthewindowordoorisusuallythepowerseat—andthewaiterwillknowtoprovidethechecktothatperson.3.Trytostaywithinthesamepricerangeofwhatyourhostorders.4.Takeacuefromyourhostonwhethertoorderextrassuchasdrinksordessert.5.Doyourbesttoeatatthesamepaceasyourhost.6.Ifyouaren’tcertainwhichbreaddishorglassisyours,followtheseinstructions:facethepalmsofyourhandsawayfromyouwithfingersupward;touchyourthumbstotheforefingers—youwillseethelefthandmakesasmall“b〞andtherighthandasmall“d〞symbolizingbreadanddrink