新编剑桥商务英语教师用书(高级.第三版)

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《新编剑桥商务英语教师用书(高级)(第3版)》：英国剑桥大学考试委员会推荐

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简介 　　剑桥商务英语证书(bec)考试是一种全新的实用型考试，侧重考察真实工作环境中的英语交流能力，专为广大商务英语学习者量身定做，获得全球众多教育机构及企业的认可，并将其作为入学考试或招聘录用的英语语言水平要求。　　 《新编剑桥商务英语教师用书》增加了学生用书中由于篇幅限制无法保留的部分内容，如详细的教学笔记、习题答案、听力文字材料和进一步的学习参考；还提供了内容高度凝练、充满趣味而且可以模仿的学习活动，是职场新人和广大师生们*理想的选择。

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插图：4. 1 Listening scriptSarahWe make financial software for medium-sizedcompanies. Competition is strong - not necessarily pricecompetition, because in our sector, quality, reliabilityand service are far more important factors. We use a salestechnique that's called 'relationship selling'. In other words,we spend a lot of time getting to know each prospect'sindividual needs: their business processes, their strategicaims, and um... also the issues and constraints they face.The idea is that the customer sees us as a partner, someonewho's going to work with them and help them find the bestsolution for their business. Working this way, there are timeswhen I have to freely admit to people that our products maynot be best suited to their particular needs, but to be honestI'd much prefer to be doing that than using some hard-selltechnique to push something I don't really believe in myself,you know...PresenterThankyou, Sarah. Now, Dale Freidman, I knowyou have a very different approach...DaleI would say so, yes. In my line of business, it's allabout perceived benefits - there are some tangible ones like,for example, use of natural ingredients in our deodorants,but everyone in the industry copies ideas, so it's difficultto sustain any kind of technical competitive advantage forlong. So, I use a lot of anecdotes when I sell; I tell stories, getpeople laughing. My approach is direct - I guess some mightsay pushy, but I get results. I deal only with the decisionmaker, who's generally a buyer for a chain of stores. You'dbe amazed how much time people waste talking to thewrong guy. I always start by presenting them with the mostexpensive options, because this increases our average sales,and as soon as I get a buying signal from them - it couldbe anything, you know, just a question like 'What's yourmost popular product？' - I move in and close the sale bydiscussing quantities required, special delivery arra