- •Міністерство освіти і науки України
- •Передмова
- •My Future Profession
- •My Future Profession
- •The Article.
- •The Noun: Plural Form, Possessive Case.
- •Unit 2 From the History of Marketing
- •It’s a battle of perceptions”
- •From the History of Marketing
- •The Adjectives. The Adverb.
- •Types of Questions.
- •It is an art of creating genuine customer value.”
- •Marketing
- •Marketing
- •The Present Indefinite Tense.
- •Classes of Pronouns (Personal Pronouns, Reflexive Pronouns, Possessive Pronouns).
- •Module control 1 Units 1 -3
- •The Past Indefinite Tense.
- •Numerals.
- •Market Segmentation
- •Market Segmentation
- •The Future Indefinite Tense.
- •The use of tenses in the subordinate clauses of time and condition.
- •Marketing Principles
- •Marketing Principles
- •Indefinite Tenses: Passive Voice.
- •Classes of Pronouns (Indefinite Pronouns, Demonstrative Pronouns, Quantitative Pronouns).
- •Module control 2 Units 4 -6
- •1. Excess demand occurs …
- •Functions of Marketing
- •The Present Continuous Tense.
- •The Structure to be going to do smth.
- •Classes of Pronouns (Interrogative Pronouns, Negative Pronouns).
- •Marketing Mix: the Four p’s
- •Marketing Mix: the Four p’s
- •The Past Continuous Tense. The Future Continuous Tense.
- •Continuous Tenses: Passive Voice.
- •Exercise 15. Put the verbs in appropriate tenses: Present Indefinite, Future Indefinite, Present Continuous or Future Continuous:
- •Module control 3 Units 7 -8
- •Products and Brands
- •Products and Brands
- •The Present Perfect Tense
- •Unit 10
- •Branding
- •Branding
- •The Past Perfect Tense.
- •Module control 4 Units 9 -10
- •1. Iconic brand is …
- •Marketing Different Classes of Goods
- •The Future Perfect Tense
- •2. We shall be doing it b) during the lunch.
- •Unit 12
- •Product and Pricing
- •Product and Pricing
- •Perfect Tenses – Passive Voice.
- •Module control 5 Units 11 -12
- •1. Convenience goods are…
- •Channels of Distribution
- •Perfect Continuous Tenses.
- •Unit 14 Forms of Trade
- •In economics, hope and faith coexist with
- •Forms of Trade
- •Sequence of Tenses.
- •Direct and Indirect Speech
- •12. Open the brackets and choose the correct form of the verb. Mind Sequence of Tenses:
- •13. Make one sentence from two sentences paying attention to Sequence of Tenses:
- •14. Translate the following sentences into Ukrainian:
- •15. Change the following sentences from direct into indirect speech:
- •16. Rewrite each sentence in reported speech:
- •17. Make up sentences using the Sequence of Tenses:
- •18. Translate into English:
- •Module control 6 Units 13 -14
- •1. Trade (commerce) is …
- •18. Hypermarket is …
- •20. Multiple shop is ...
- •21. Supermarket is …
- •23. Voluntary group is …
- •Glossary a
- •Grammar references
- •The Article (Артикль)
- •The Plural of Nouns (Множина іменників)
- •The Possessive Case (Присвійний відмінок)
- •Утворення
- •Вживання
- •Degrees of Comparison of Adjectives (Ступені порівняння прикметників)
- •Вживання
- •The Pronoun (Займенник)
- •Personal pronouns Особові займенники
- •Possessive pronouns Присвійні займенники
- •Reflexive pronouns Зворотні займенники
- •Indefinite pronouns Неозначені займенники
- •Demonstrative pronouns Вказівні займенники
- •Quantitative pronouns Кількісні займенники
- •Interrogative pronouns Питальні займенники
- •Negative pronouns Заперечні займенники
- •Reciprocal pronouns Взаємні займенники
- •Conjunctive pronouns Сполучні займенники
- •Defining pronouns Означальні займенники
- •The Numeral (Числівник)
- •Numbers in measurement Числівники у мірах
- •The Types of Questions
- •Question Words:
- •The Present Indefinite Tense Active Voice (Теперішній неозначений час) Активний стан
- •The Past Indefinite Tense Active Voice (Минулий неозначений час) Активний стан
- •The Future Indefinite Tense Active Voice (Майбутній неозначений час) Активний стан
- •The Use of the Tenses in the Subordinate Clauses of Time and Condition (Вживання підрядних речень часу та умови)
- •The Passive Voice (Пасивний стан)
- •The Present Indefinite Tense PassiveVoice (Теперішній неозначений час) Пасивний стан
- •The Past Indefinite Tense PassiveVoice (Минулий неозначений час) Пасивний стан
- •The FutureIndefinite Tense PassiveVoice (Майбутній неозначений час) Пасивний стан
- •Active Voice or Passive Voice
- •The Present Continuous Tense Active Voice (Теперішній тривалий час) Активний стан
- •The Structure to be going to do smth.
- •The Past Continuous Tense Active Voice (Минулий тривалий час) Активний стан
- •The Future Continuous Tense (Майбутній тривалий час)
- •Дієслова, що не вживаються у формі Continuous
- •The Present Continuous Tense Passive Voice (Теперішній тривалий час) Пасивний стан
- •The Past Continuous Tense Passive Voice (Минулий тривалий час) Пасивний стан
- •The Present Perfect Tense Active Voice (Теперішній завершений час) Активний стан
- •The Past Perfect Tense Active Voice
- •The Future Perfect Tense Active Voice
- •The Present Perfect Tense Passive Voice (Теперішній завершений час) Пасивний стан
- •The Past Perfect Tense Passive Voice
- •The Future Perfect Tense Passive Voice
- •The Present Perfect Continuous Tense (Теперішній перфектно-тривалий час)
- •The Past Perfect Continuous Tense (Минулий перфектно-тривалий час)
- •The Future Perfect Continuous Tense (Майбутній перфектно-тривалий час)
- •Sequence of Tenses (Узгодження часів)
- •I think that he will have problems.
- •Спостерігається такі випадки вживання цього правила:
- •Direct and Indirect Speech (Пряма та непряма мова)
- •In her last letter she wrote that she had successfully passed all her exams.
- •Supplementary reading
- •Types of Positions in Marketing
- •Motivation Marketing
- •The Centrality of Marketing
- •Marketing as an Organizational Philosophy
- •Marketing Exchanges
- •What is Marketing Research?
- •The decide Model
- •Targeting Market Segments
- •Positioning
- •Marketing Budget
- •Legal Aspects of Marketing
- •Marketing as a Societal Process
- •Marketing Strategies
- •Marketing Activities
- •Product Components
- •Quality
- •Building Brands
- •Brand Values Common Brand Values
- •Choosing a Brand Name
- •New Product Development 1
- •New Product Development 2
- •Brainstorming
- •The Importance of Price and Pricing Decisions
- •Competitive Pricing
- •Profitability
- •The Importance of Marketing Channels
- •Contribution of Intermediaries
- •Telemarketing
- •Personal Selling
- •Merchandising
- •Indefinite Tenses: Passive Voice.
Telemarketing
Telemarketing is a form of direct marketing: the messages are delivered individually to potential customers. It requires an immediate response – when the phone rings, the natural response is to answer it. It provides a company with immediate feedback – you can find out what a potential customer thinks straight away. It also provides a captive audience – the person who answers the phone usually stays to listen for a few minutes. The success of telemarketing campaigns is measured in the cost acquisition, cost per acquisition, cost per inquiry (CPI) or cost per order.
With outbound telemarketing, telemarketers (also known as telemarketing operators) call prospects (potential clients) from a list. Lists can be bought from list brokers. A cold list is a list of people who have had no prior contact with the company. Calling the people on the list for the first time is known as cold calling. A qualified telemarketing list includes the details about prospects who have the need or authority to purchase.
Common reasons for cold calling include:
lead generation – contacting cold prospects (people who don’t yet have a relationship with the company) to create hot contacts (people who are ready to buy)
phone sales – selling services over the telephone
appointment setting - making an appointment for a sale rep to meet the prospect.
Follow-up calls may take place after a mail shot or a trade show. Telemarketers try to convert these leads into sales. This is called lead conversion. Voice broadcasting is a cheaper form of outbound telemarketing. Instead of having a live operator – that is, an actual person – a recorded message is played to the prospect or left on their answering machine.
With inbound telemarketing, clients call the telemarketing firm, perhaps in response to an advert, to place an order, to make a reservation or contact customer services.
Telemarketing operators are trained to deal with objections (reasons people give for not buying). Telemarketing scripts list the questions that must be asked and what must be said to reassure the potential client.
Comprehension questions:
1. What is telemarketing?
2. What is a cold list?
3. What do common reasons for cold calling include?
Referring to Unit 14
Personal Selling
The sales representatives or salesperson make up a company’s sales force. They interact directly with customers or prospects – potential customers – to make sales and build long-term relationships.
The sales force can include inside salespeople, who conduct business from their offices and field salespeople or travelling salespeople, who call on customers (visit them).
Sales forces are often organized with each salesperson having an exclusive territory – a geographical zone where they make their sales calls or visits. Salespeople normally receive incentives, such as financial bonuses or gifts, if they reach their target or sales quota – the amount of revenue they have to bring in during a given period.
Personal selling, or selling to a customer face-to-face, is different from impersonal selling such as advertising and sales promotion. Salespeople can inform customers and demonstrate technical products, at the same time customizing the sales message to what that specific customer needs to hear.
The sales process helps the sales force convert leads into signed deals (change prospective customers to actual customers).
1. Prospecting and qualifying. Salespeople prospect (or look for) new clients. New leads are generated by making cold calls, calling potential customers from a list, or by asking current customers for referrals. The best leads are then identified, or qualified.
2. Presenting. The sales presentation can focus on the product’s USP (unique selling products), or be customer-oriented – showing how the product will meet the customer’s needs. Testimonials from satisfied customers, sales literature and samples may support the presentation.
3. Closing deals. When salespeople spot, or detect, buying signals from their customers, they will try to close the deal by asking the customer to place an order. They may trade concession or negotiate.
4. Following up. Follow-up calls are part of the after-sales service which enables salespeople to check customer satisfaction with the service or product – how happy they are with it. Satisfied customers will purchase again, generating repeat business.
Marketing supports the sales force by providing product knowledge and market knowledge – information about what the sales force are selling and the environment they’re selling it in. Marketers can design materials, or marketing collateral, to help the sales force present their sales arguments. The sales kit contains sales aids such as:
product samples (so customers get a better idea of what the product is)
price lists (so they can see how much it costs)
order forms (so they can place an order)
sales literature – brochures, leaflets and product sheets or sales sheets, containing information about the product features (what it does) and product benefits (why the product is good), and its unique selling points or USPs (what it has that its competitors don’t).
Comprehension questions:
1. Who or what make up a company’s sales force?
2. What does the sales force include?
3. What is personal selling?
4. How does the sales process help the sales force?
5. How does marketing support the sales force?