新职业英语市场营销英语Unit6 Personal selling services

Unit6PersonalSelling—Services市场营销英语EnglishforSalesandMarketing-2-2020/2/8ContentsWarming-upReadingAListeningReadingBWritingProjectVocabularyandStructureSpeaking-3-2020/2/8Warming-upActivityWarming-upActivityTask2Warming-upActivityTask1-4-2020/2/8Warming-up:Task1»Commentsarewelcome.Thisisanopenanswerquestion.-5-2020/2/8Warming-up:Task2»Dos:Activelyhelpcustomerssolveproblems.Behonest.Beprofessional.»Don’ts:Ignorecustomers’objections.Cheatcustomers.-6-2020/2/8ReadingActivityAForbackgroundinformation,clickHERE.ReadingA:Task1ReadingA:Task2ReadingA:Task3ReadingA:Task4ReadingA-7-2020/2/8ReadingA:BackdropEmergingmarketThebusinessmodelofaninsurancecompanyiscloselylinkedtothetypesofproductsitsells.Itisthereforeeasiesttouseaproductsegmentationtodescribethedifferentinsurancebusinessmodels.Typicallytwotypesofinsurancecompaniesaredistinguished.Lifeinsurancecompaniessellinsurancepoliciesrelatedtoaperson’slife.Non-lifeinsuranceisquiteabroaddefinition,butcoversallinsurancepoliciesthatarenotdirectlyrelatedtoanindividual’slife.Thismeansthatnon-lifeinsurancecompaniescanbehealthinsurancecompanies,butalsopropertyandcasualtyinsurancecompanies.-8-2020/2/8ReadingA:翻译-9-2020/2/8ReadingA:翻译-10-2020/2/8ReadingA:翻译-11-2020/2/8ReadingA:Task1Beforereadingthepassage,workinpairstodiscussthefollowingquestions.»1.Whatisthetargetmarketoflifeinsurance?-1.Lifeinsuranceisgenerallydesignedforyoungerworkingpeoplewithfamilies.»2.Whatqualitiesarerequiredforasuccessfullifeinsurancesalesperson?-2.Sellinglifeinsurancerequireshardwork,diligence,perseverance,andongoingeducation,trainingandprofessionaldevelopment.-12-2020/2/8ReadingA:Task2-13-2020/2/8ReadingA:Task3-14-2020/2/8ReadingA:Task4Readthepassageagainandanswerthefollowingquestions.»1.Whatarethespecificchallengesforlifeinsurancesalespeopleaccordingtothepassage?-Thechallengesincludepersuadingpeopletoconfronttheirownmortalityandthecertaintyofdeath,andultimatelytoputdowntheirhard-earnedafter-taxdollarstobenefitotherpeopleaftertheythemselvesaredead;persuadingthemtotalkhonestlyabouttheirspouses,children,peopletheyloveandpeopletheydon’t,health,assetsanddebts,successesandfailures,andwhatthey’dliketohavehappenaftertheyaregone.»2.Whatisthe10:3:1rulethathasbeenproventobegeneralinlifeinsuranceselling?-The10:3:1rulesaysthatonaverage,forevery10prospectsyoureach,threewillexpressseriousinterest,andonewillbuy.»3.Whataretheeffectivewaystoreachadefinedmarketaccordingtothepassage?-Directmarketing,targetedmarketing,well-positionedadvertising,andleveraginginsurancecompanypromotionscanalsohelpyouachievesuccess.EmailnewslettersandInternet-basedsocialnetworkingtoolsareeffectivewaystoreachadefinedmarket.-15-2020/2/8ListeningActivitiesListeningTask4ListeningTask3ListeningTask2ListeningTask5ListeningTask1-16-2020/2/8Listeningtask1»From:WangFeng»For:Ms.Black»Message:AnappointmentwithWangFengfromUnitedHealthInsurance»Time:At3o’clockonMondayafternoon-17-2020/2/8Listeningtask2Mary,theSalesManageroftheUnitedHealthInsuranceCompany,istalkingwitWangFeng.Listentotheconversationandanswerthefollowingquestions.»1.WhatisWangFengnotsureabout?-WangFengisnotsureaboutwhichstrategytoemploy.»2.WhatmakesWangFengbelievetheManagerofACMEisinterestedintheoffer?-ThemanageratACMEisn’tenrolledinanyformofemployeeinsuranceplans.»3.WhatdoesWangFengthinkACMEwilldobecauseofbusinessexpansion?-HethinksACMEwillpushfordiscounts.»4.WhatshouldACMEdoiftheywanttogetapricediscountof15percent?-ACMEwillhavetopayforadditionalproducts,suchasHospitalCashBackInsuranceandBusinessTravelAccidentInsurance.-18-2020/2/8Listeningtask3-19-2020/2/8Listeningtask4»1.F2.F3.F4.T-20-2020/2/8Listeningtask5-21-2020/2/8SpeakingActivitiesSpeakingTask4SpeakingTask3SpeakingTask2SpeakingTask1-22-2020/2/8Speakingtask1»Situation1»A:Goodmorning.CanIhelpyou?»B:Goodmorning.ThisisRebeccaPark.MayIspeaktoMr.Johnsonplease?»A:I’mafraidheisn’tinhisofficerightnow.Doyouhaveanappointment?»B:No.I’dliketoknowwhenhewillbeback.I’dliketotalksomeimportantthingswithhim.»A:Wouldthisafternoonbeconvenientforyou?»B:Yes,Iwillcallagainthisafternoon.»Situation2»A:Hello.DanielWongspeaking.»B:Hello,Mr.Wong.ThisisRebeccaParkspeaking.IhaveanappointmentwithMr.Johnsonearlierthisweek.Couldyouputmethroughtohim,please?»A:OK.Holdon,please.Iwillputyouthrough.»C:Goodmorning,thisisPeterJohnson.»B:Hello,Mr.Johnson.Ihavesomethingveryinterestingtoshowyou.Shallwesetatimeforameetingthisafternoon?»C:I’mafraidIhaven’tenoughtimealldaytoday.-23-2020/2/8Speakingtask2»A:Goodmorning.I’mMaryfromKJCompany.»B:Goodmorning.Welcometoourcompany.»A:Wehaveanewinsuranceproductforyouremployees.»B:I’dliketoknowhowwecanbenefitfromprovidinginsuranceforouremployees.»A:Itwillsaveyoumuchmoneyifyouremployeessufferdiseases.»B:HowmuchdoyouchargeforTypeA?»A:It’s$8,000for200employees.Wecangiveyoua10%discountifyouorderbefore31December.»B:Wehavemorethan300peopleworkinginthisbuilding.Couldyougiveahigherdiscount?»A:Iunderstandthisissuchamajororder.Butthisdiscountisthehighestwecanoffer.»B:OK.Iwillbuyit.-24-2020/2/8Speakingtask3»A:StarTravelAgency.HowcanIhelpyou?»