이 강의에서 우리는 법률 영어 어휘 저작권 관련. 저작물은 저자가 제작합니다., 작업 사용에 대한 로열티를받는 사람. 특정 용어에 대한 저작권이 있습니다., 다른 사람에게 할당 될 수 있습니다.. 저작권의 제한에는 공정 사용뿐만 아니라 공개 도메인의 저작물이 포함됩니다.. 또한 저작권 침해 및 불법 복제와 같은 아이디어도 살펴볼 것입니다..
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이번 강의에서 우리가 살펴볼 내용은 법률 영어 지적재산권과 관련된 어휘, 또는 IP. 지적재산권에는 특허가 포함됩니다., 상표 및 영업비밀은 물론. IP는 다른 사람에게 라이선스가 부여될 수 있습니다., 하지만 그것은 여전히 권리 보유자의 것입니다. 위조 등의 행위를 다루겠습니다., 리버스 엔지니어링도 그렇고. 그리고 마지막으로, 원산지 명칭을 살펴보겠습니다.
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Welcome back to Business English Pod for today’s lesson on dealing with a customer’s doubts about a proposed solution during the sales process.
Customers rarely agree to buy after an initial pitch. Sales typically involves a lot more work than just the initial approach. You need to get to know the customer, understand their needs and offer them good solutions. And somewhere along the way, you’ll have to deal with their questions and doubts. 결국, people want to be sure they’re making the right choice, and that they’re spending their money wisely. And even when you’ve shown them all the right reasons to buy from you, they might still be on the fence. So what can you do?
잘, there are a few useful techniques that can help you deal with a customer’s doubts. We can ask about reasons, and propose solutions. We can also relieve their fears and anticipate their concerns. 그리고 마지막으로, we can show them why the other alternatives are not good choices. 오늘 수업에서는, we’ll learn how to use these techniques.
대화 상자에서, we’ll rejoin Aaron, a salesman at a commercial refrigeration company. He’s been talking with a hotel about providing cooling systems for their restaurant and bar. Aaron has taken the time to get to know his customer, and he’s submitted a proposal that he thinks matches their needs. But now the customer has some doubts. Besides Aaron, you’ll hear Eva, the hotel manager, and William, the contractor who’s renovating the hotel.
듣기 질문
1. What is Aaron’s solution to Eva’s first concern?
2. What other concern of Eva’s is Aaron able to guess?
3. Why does Aaron think that not choosing his solution for the freezer is a bad idea?
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Welcome back to Business English Pod for today’s lesson on matching solutions to customers’ needs during the sales process.
Have you ever been frustrated by a salesperson who tried to sell you something you didn’t need? 예, we all have! And so if you’re the one doing the selling, remember that a one-size-fits-all approach isn’t likely to work. 대신에, you need to build a relationship and learn about your customer’s needs. Only then can you provide the right solution.
In our last two lessons on the sales process, we looked at how to make your initial approach 과 understand the customer’s needs. 그래서 이번 강의에서는, we’ll look at the next step in the process: matching a solution to those needs.
There are several techniques we can use to offer a solution to a customer. We can warn them against doing things a certain way. 그건, we can advise them against solutions that don’t match their needs. We can also emphasize cost benefits or quality, and ask hypothetical questions in order to persuade them. 그리고 마지막으로, once we’ve used these techniques, we can finish by summarizing agreement.
오늘 대화에서, we’ll rejoin Aaron, a salesperson with a commercial refrigeration company. He has been talking to customers at a new hotel who need equipment for their bar and restaurant. Aaron has visited the hotel to meet them and talk about their needs. Now Aaron is putting together a proposal, and he calls the hotel manager, 에바, to talk about some of his proposed solutions.
듣기 질문
1. What does Aaron advise Eva against doing at the beginning of their conversation?
2. What point does Aaron emphasize when he recommends the Coil-Pro unit?
3. 대화 끝에, how does Aaron introduce his summary of their discussion?
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당신이 기술의 팬이라면, 사물인터넷(Internet of Things)이라는 용어를 들어보셨을 것입니다., 또는 IoT. 이는 일상적인 장치를 인터넷에 연결하는 것이며 이미 우리가 서로 및 온라인 세계와 상호 작용하는 방식을 변화시키기 시작했습니다., Business Insider가 설명했듯이, 이제 막 시작됐어.
사물 인터넷은 다음과 같이 분류되었습니다. “다음 산업 혁명” 왜냐하면 사람들의 생활 방식이 바뀔 것이기 때문입니다., 작업, 즐겁게 하다, 그리고 여행, 정부와 기업이 세계와 어떻게 상호 작용하는지. 사실은, 혁명은 이미 시작됐다.
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