- •Contents
- •I. Selling
- •IV. Read the text again and answer the following questions.
- •§1 Quick, §2 path, §3 probable, §5 persuade, §7 discouraging.
- •If you fail to follow up an initial contact …………
- •If you are going to do the selling and it has not been your job previously it is vital ……….
- •If the goods are going to be late …………
- •Vocabulary Focus
- •Commerce
- •§1Unprocessed, §2substitute, §3empower, §4obtain, include; §7consist; amount
- •6. Banks assist commerce by providing businessmen ………….. .
- •Vocabulary Focus
- •Consumer Goods
- •Vocabulary Focus
- •Pricing And Sales
- •VI. Find the equivalents of these Russian words and phrases in the text.
- •Vocabulary Focus
- •Pricing strategies:
- •How to Set a Price
- •II. Read and decide whether these statements are true (t) or false (f).
- •III. Now read the text and check your answers to the statements from ex. II.
- •§2 Computation, §3 cost, §5 purchaser, §7 maintain, §5 resources
- •5. Some people use the level of costs as a way of……… .
- •Vocabulary Focus
- •Modern-day Retailing
- •§1 Intend, §2 supply, §3 range, §5 realize, §6 equipment.
- •Vocabulary Focus
- •Wholesale Trade
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 A person who buys in bulk, §1 luggage compartment, §2 multiple store, §3dispenser, §3 tradesman, §3 producer, §4 storehouse, §5 assortment of goods
- •2. Firms engaged in large-scale retail trade is large enough …………………. .
- •3. The wholesalers reduce the number of parcels ……………………… .
- •Vocabulary Focus
- •Credit Sales
- •III. Now read the text and check your answers to the statements from ex. II.
- •1. In order to encourage retailers to………… a wholesaler may offer a cash discount.
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 Preparations, §2 mediators, §3 at the same time, §4 relations, §7 peculiarity,
- •§8 Decrease
- •Intermediaries (stockbrokers) who transact business …………… .
- •Vocabulary Focus
- •The Role of the Market
- •III. Now read the text and check your answers to the statements from ex. II.
- •§2 Domestic; use §3 work §5 offer; temporary; senior managers §6 shortage
- •2. The low hamburger price was a good way to satisfy your appetite………. .
- •Vocabulary Focus
- •Marketing and Promotion
- •Vocabulary Focus
- •Trade Restrictions
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 Newborn, §2 restricted, §3 obligatory, §4 precise, §5 free from
- •If an industry is just starting up (when it is called an infant industry) the government may help it because ………….. .
- •If tariffs only apply to certain goods of certain countries, …………. .
- •Vocabulary Focus
- •Sales Jobs
- •§1 Main, §3 profitable, §3 to increase, §3 to underline, §4 to debate
- •Vocabulary Focus
- •XI.Paraphrase the following phrases in italics using the expressions from ex. X.
- •References
IV. Read the text again and answer the following questions.
1. What happens if you do not make any sales?
2. What is one important rule for you to remember?
3. What is the first step in gaining sales?
4. What are your duties as an organizer?
5. How can possible sales drop?
6. Why are sales record needed?
7. What is the second step for effective selling?
8. What is vital if you are going to do the selling?
9. What is the quickest and easiest way to increase sales?
10. Why should you aim to build up long-term relationships with a new customer?
Read the text and find the words in it which mean the following.
§1 Quick, §2 path, §3 probable, §5 persuade, §7 discouraging.
Find the definitions of these words and phrases in the text.
the part of the capital of a business enterprise available for operations
a discussion set up or intended to produce a settlement or agreement
the process of teaching (to do something), as by subjecting to various exercises or experiences
a commission or instruction to produce or supply something in return for payment
a person who sells merchandise or services either in a shop or by canvassing in a designated area
Look for details in the text and choose the proper option.
Everyone who answers the telephone they must be …………
i punctual, well-bred, open and conservative
ii slow, impatient, rude and forgetful
iii prompt, polite, friendly and helpful
If you fail to follow up an initial contact …………
You will prosper
You will forget to provide something which is promised.
You will find another contact
Sales records are needed for another reason to help in…………
business planning
business records
management
If you are going to do the selling and it has not been your job previously it is vital ……….
to have well-thought out dialogues and presentations
to have well-prepared shows
to have well-organized workplace
You may even be able to convince your clients …………
to sell everything
to buy your competitors’ products
to buy other products you offer
If the goods are going to be late …………
make a repeat order
warn your customer in advance
call to the police
When you are first starting your business, it is very important for selling to have………..
complete product knowledge
a license
an outlet
Which of the three is the key message of the text?
If you are starting your business your main task will be in the search for more sales and clients. You should follow some steps in gaining sales. The first step is to plan and organize and keep records of customers and deals. The second step for effective selling is to brush up personal selling skills. You should aim to build up a long-term relationship for repeat orders. Complete product knowledge is very important for selling.
The simple truth is that if you do not make any sales you do not have a business. However, one important rule for you to remember is that every part of your business will be involved in selling, in the search for more sales. If you are doing the selling, it would be a mistake to think that you do not need to organize and plan because you have stored it all in your head. You need the same information, sales systems and records as any sales representative.
If you are starting your business your main task will be in the search for more sales and clients. You should follow some steps in gaining sales. You should aim to build up a long-term relationship for repeat orders. Complete product knowledge is very important for selling.