d Read the article again and find examples of the
following types of expressions.
Key
expressions that show a tendency:
tends to be, may be, show a tendency, generally like, can be, are likely to be, have a tendency to be
_a_c_cu_r_a_te_and precise.
_____________________________________________________
_______
f Listen to a talk about what makes a good
salesperson. Number the points in thSecroiprtderKetyhey are mentioned.
_______
Mark
careless sometimes / usually accurate and precise
_T_h_o_u_g_h_M__a_rk__h_a_s_a_t_e_n_d_en_c_y__to__b_e_c_a_re_l_e_ss_s_o_m__e_ti_m_e_s_, _h_e_is__u_su_a_l_ly_
2. To be a good salesperson it helps if you
like people.
3. It is essential to like what you are trying
to sell.
4. Selling is always fun.
b
5. A salesperson needs to have a lot of initiative.
connectors that while, though, on the other hand indicate contrast:
e Use the following information to make sentences
about each person’s personality. Use expressions from Exercise d.
_c_ap_a_b_l_e_of achieving a lot.
_____________________________________________________
_______
Naomi generally very compassionate / very decisive and persistent
EXIT
Unit 2 Selling is what it's all about
Additional Resources
Additional Activities
Reading Resources
Writing Resources
Unit Test
Grammar Resources
EXIT
n Lesson 1
1. be a good listener
_____5____
2. pick up on a person’s personality traits 3. like people and recognize their needs and wants
____1_____ _____4____
4. create an emotional link with the customer 5. sell products that you like
h Study the following phrasal verbs from the talk
about salespeople. For each one, find a one-word
verb with the same meaning.
Key
1. turn out 2. pick up on 3. build on 4. tune into
terms of the characteristics mentioned. Then compare and discuss your ideas in pairs.
A suitable personality for the job We are all a mixture of different characteristics. A person does not have just one type of personality or another, though people do show a tendency to be one way rather than the other. There are many ways to analyze personality. Here we will consider just four. The first, Type A personality tends to be highly driven and may be very competitive. Type As generally like to get recognition for their achievements, they can be very independent, and they may also be direct and to the point. They are likely to be very focused, persistent, and decisive.
Example: Though Robert can sometimes be aggressive, at other times he can be very pleasant.
Key
Robert aggressive at times / pleasant at other times
_T_h_o_u_g_h__R_o_b_e_rt_c_a_n_s_o_m__et_i_m_e_s_b_e_a_g_g_r_e_ss_i_v_e_, a_t_o_t_h_e_r _ti_m_e_s_h_e__c_an__
Unit 2 Selling is what it’s all about
Lessons
Team Project
Review
Additional Resources
EXIT
Unit 2 Selling is what it’s all about
Lesson 1 Have you got what it takes? Lesson 2 How do you do it? Lesson 3 Sales have increased by 20% Lesson 4 Dealing with the customer Lesson 5 Dealing with complaints Lesson 6 Buying and selling on the Internet
In your notebook, make a list of the things that you think make a good salesperson. Then compare your ideas with a classmate’s.
c Read the text and evaluate your personality in
____2_____ ____6_____
6. recognize indecisiveness and help customers to make a decision
___3______
g Look at these informal expressions from the first
part of the talk and rewrite each one in Kmeoyre formal language. 1. sticking your foot in the front door __p_re_v_e_nt_in_g_s_o_m_e_on_e_f_ro_m__sh_u_tt_in_g_t_h_e _d_oo_r______________ __ 2.fbourclilnyginsgomyoeuornewtaoyleitnytouainhtoomtheeir house ___________________________________________ __deceiving or cheating the person 3. conning the person __p_ay_i_n_g _u_nw_i_ll_in_g_ly_f_o_r_a_p_ro_d_u_ct_____________________ __ 4. coughing up for a product ___________________________________________ __
While the Type B personality, like A, is quite extroverted, he or she is often much more sociable, and likes to party and have a good time even while working. Types C and D, on the other hand, have a tendency to be quieter and more introverted. Type C people usually pay great attention to detail, love accuracy, and are dependable and loyal, while Type D people generally enjoy guidelines and stick to deadlines and schedules. In its own way, each personality type has characteristics that are valuable assets in a salesperson.