Managers do not need identical sets of competencies.

Task Two - Experience at the fair

&8226;For questions 18-22, match the extracts with the experiences, listed A-H.

&8226;For each extract, choose the experience at the fair that each person mentions.

&8226;Write one letter (A-H) next to the number of the extract.

A thought of a way of cutting costs.

B was impressed by some publicity material.

C saw a new way of applying technology.

D was pleased by some sales figures.

E noticed some export opportunities.

F was impressed by a competitor's product.

G saw someone demonstrating an effective selling technique.

H I thought of ways of improving an important product we make.

Task Two--Summary of the news

?For questions 18-22, match the extracts with the summaries of the business news, listed A-H.

?For each extract, choose the summary reported.

?Write one letter (A-H) next to the number of the text.

A China and Russia are going to build hi-tech parks.

B The U.S, and China issued a joint statement on economic and financial issues.

C The Pan-Pearl River Delta region is willing to strengthen cooperation with the U. S. tourism players.

D Shanghai gets western gas that pumps through the huge West-to-East Natural Gas Pipeline.

E Shanghai Volkswagen Corporation plans to out the price of its car parts aiming to have more market share in China.

F China plans to build a third scientific research station on Antarctica during the 11th five-year-plan period.

G China plans to regulate fireworks industry.

H China strives to build the "remanufacturing' industry as one of its pillar manufacturing industries.

Today I will talk about some selling tactics. The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave They work for any business—regardless of what you sell, how you sell or where you sell it.

1. Pay Attention to Getting Attention

Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't, including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them. This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention—and get it fast—or your sales message will be ignored. Here are 3 proven ways you can capture a prospect's attention quickly: Make a dramatic statement: Example: "Even, My Doctor Uses These Health Products"; Surprise your prospects with something unexpected: Example, "Try our service without charge for one month; why aren't you making six figures?" And I'd like to tell you a tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away—unless something instantly catches their attention.

2. Emphasize the Human Relationship Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you. If you sell online or in some other ways where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are umquely qualified to provide what your customer wants. And there is a tip. Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.

3. Trigger Your Customer's Imagination Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits. Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss. And I'd like to introduce a tip. Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit). These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.

?You will hear a business presentation about 3 simple selling tactics.

?As you listen, for questions 1-12, complete the notes, using up to three words or a number.

?After you have listened once, replay the recording.

SELLING TACTICS

NOTES

Business Presentation

Pay Attention to Getting Attention

1．A major obstacle of selling things is that your sales message will be______.Three proven ways you can capture a prospect's attention quickly:

2．Make a______.

3．Surprise your prospects______.

4．Include attention getting headlines on all______.

&8226;Read the text below about a management training course.

&8226;In most of the lines 41-52 there is one extra word. It is either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct.

&8226;If a line is correct, write CORRECT on your Answer Sheet.

&8226;If there is an extra word in the line, write the extra word in CAPITAL LETTERS on your Answer Sheet.

Management Development Programme

We are proud to present this Management Development Programme as a five-day opportunity to improve your personal and the interpersonal management skills.

41. Managing - the human side of many enterprise - today calls for top-level talents in

42. self-management and the management of others and this type course offers the inside

43. track to gaining skills which needed to achieve outstanding effectiveness. It is designed

44. for executives at all levels, to strengthen core skills in the areas of management

45. and communication skills. By the end of the course, individuals will have been taken a

46. major step forward in their ability to achieve truly excellent levels of performance

47. from themselves and others. To maintain a high level of stimulation throughout course,

48. a variety of learning methods will be employed. These include formal lectures,

49. team exercises and case studies. All will be carefully managed to ensure you that

50. learning is developed through relating to each one individual's own work experiences.

51. In order to ensure that each participant derives the maximum of benefit from

52. the course, numbers are limited to 15. So don't delay - book your place now!

(41)

ionship.

&8226;Read the article about how to handle trick questions in a job interview.

&8226;For each question 31--40, write one word in CAPITAL LETTERS on your Answer Sheet.

How do You Handle Trick Questions?

Many trained interviewers have a trick question they always ASK, one for which there is no correct answer but that lets you potentially damage yourself whichever way you respond.

The chairperson (31) an English department may ask a potential teacher, "How heavily do you count off for spelling errors when you grade an essay?" If the candidate regards spelling errors very minimally, he or she may (32) accused of having very low academic standards. On the (33) hand, if the candidate penalizes heavily for these errors, he or she may be accused of being out of touch (34) current approaches to teaching writing and with evaluation techniques.

If the interviewer asks you (35) you like to work overtime and you enthusiastically say "yes", he or she may then smugly tell you that company policy prohibits employees (36) working overtime. If you hedge or say "no", the interviewer may say that the willingness to be flexible with overtime hours is a requirement of all employees. Try to spot the trick question so (37) you will not be trapped by it. Remember that one of your tasks at the interview is to gain some control of the flow of talk. Ask a question yourself: "I am certainly willing to do what overtime assignments are necessary (38) my position. How much overtime do most of your employees work each month?"

If the interviewer asks, "What was it (39) your last job that you most disliked," see this as a trick question and sidestep it: "I'm not certain I really disliked anything about my last job. I just feel that I am now ready (40) even more challenges and responsibilities. "

(31)

Task Two - Purpose of advertisement

&8226;For questions 18-22, match the extracts with the purposes, listed A-H.

&8226;For each extract, choose the purpose of the advertisement.

&8226;Write one letter (A-H) next to the number of the extract.

A. to advertise a job

B. to launch a new product

C. to announce new opening times

D. to publicise a sale

E. to announce a change in location

F. to change the company's image

G. to give information about sales figures

H. to promote a catalogue

f DVDs. You have decided to answer the letter immediately.

&8226;Writer your letter to tell the customer that you have sufficient goods to supply, including the following information:

&8226;you have sufficient stock to meet the customer's needs;

&8226;you have a wide range of goods to meet the customer's specifications and recommend some similar new products;

&8226;you agree to use confirmed irrevocable letter of credit;

&8226;you promise to send some samples by express.

&8226;Write 200-250 words on a separate sheet.

2. Question 3

&8226;The company you are working for meets some financial problems. The CEO has asked you to suggest ways of dealing with the problems.

&8226;Write a proposal for the CEO, including the following information:

&8226;what caused the problems;

&8226;ways to solve the problems;

&8226;the possible consequences of this bad situation;

&8226;the ways to prevent the likely consequences.

&8226;Write 200-250 words on a separate sheet.

3. Question 4

&8226;Your company is considering launching an advertising campaign. You have been asked to write a report about the project.

&8226;Write the report, outlining some of your problems concerning the marketing of your products. You should refer to at least two of the following areas:

&8226;the present marketing situation of the products;

&8226;the feasibility of the advertising campaign;

&8226;the advantages of the advertising campaign;

&8226;the budget for the advertising campaign.

&8226;Write 200-250 words on a separate sheet. Listening