More business English para Dummies Read Online Free PDF Page A

those of modern machines … What do you do if you want to copy advertising brochures?”
    If the customer now reacts with a suitable answer,
(“That’s true, for such tasks we always have to use a copy shop.”)
then Allan G. follows up with a whole series of questions, which are
steering
him towards the closing,
“The copy shops are not exactly cheap. How much money do you spend there per month?” – “It surely costs you a lot of time to take the material there and pick it up again. How long does it take your associate to get to the copy shop and back?” – “How much time does it take your copy shop to carry out your order?”
    If the customer’s answers show how very dissatisfied he is with his current situation, Allan G. asks the all important closing question,
“Then it would be much quicker and cheaper if you could do such print work on your own copier. If you were able to save 20 % of your printing costs, would that be a reason for you to substitute your old black and white copy machine for an efficient colour copier?”
    If Allan G. is dealing with especially sceptical customers, he uses “closed” questions
exclusively
, which the customer can only answer with “yes” or “no.” Examples: “With your old copy machine, one copy costs … cents, with a new one only … cents. Isn’t that a considerable difference?” – “Isn’t it
aggravating
that your copy machine breaks down regularly?” – “The repair costs are surely running high?”
    The basic idea behind this procedure: Each “yes” from the customer brings the sales representative nearer to his final closingquestion. Then, it’s only a formality for the customer to say “yes” and sign the order.
     
Palabras para recordar
to reveal: to impart, to communicate, to disclose, to divulge
provided: as long as, on the condition that, on the assumption that
to be prone to breaking down: to be likely, disposed, or predisposed to stop working
to utter: to say, to speak, to express, to voice, to state
a revelation: an eye-opener, a realisation
to make up one’s mind to do something: to come to a decision or reach a conclusion to do something
to determine: to find out, to discover, to learn, to establish, to ascertain
to become aware of something: to know, to be informed of or in the know about something
they knew from experience: they had learned or realised from previous incidents
considerably: significantly, very much, a great deal, substantially
to be overly zealous: to be too hasty, eager, keen, intense, or forceful
to provoke: to evoke, to cause, to give rise to, to elicit, to induce
to entertain considerable doubt: to harbour scepticism, uneasiness, apprehension, or distrust
appropriate: suitable, proper, right, apt, pertinent, opportune
to inundate: to overwhelm, to swamp, to overburden, to bog down
to convince: to persuade, to prevail upon, to sway, to coerce
to come to an interesting conclusion: to learn of a compelling result or outcome
to take one’s time: to proceed
resolved: answered, sorted out, cleared up
it has not failed us yet: it has not let us down or disappointed us so far
state-of-the-art: up to date, modern, advanced
cartridge: cassette, container
to run into a lot of money: to be quite expensive or costly
office supply costs: expenses for place of work resources
to broach: to bring up, to introduce, to raise, to mention, to open
printed impression: print image, printed design
associate: colleague, fellow worker, co-worker, employee, member of staff
to steer: to guide, to manoeuvre, to lead, to directassociate: assistant, staff member
to carry out: to fulfil, to complete, to execute, to finish
to substitute for: to replace with, to exchange for, to use instead of, to switch with
exclusively: solely, only
aggravating: frustrating, irritating, annoying, getting on one’s nerves

Capítulo 2
Trabajo en equipo y gestión

    En este capítulo
    Agilizar el proceso de venta
    Fijar objetivos e instrumentos de