Selling methods
Date: 2015-10-07; view: 395.
Зміст практичних занять (Unit 4)
Теми та зміст практичних занять
Інститут економіки та бізнесу
Імені Тараса Шевченка»
ДЗ «Луганський національний університет
(другий курс, всі спеціальності)
Потижневе планування
| Завдання, що потрібно виконати | Термін для виконання завдання |
| Unit 1 | 1.10. 14 – 13.10. 14 |
| Unit 2 | 14.10. 14 – 27.10. 14 |
| Unit 3 | 28. 10.14 – 10. 11. 14 |
| Unit 4 | 11.11.14 – 24.11.14 |
| Unit 5 | 25.11.14 – 08.12.14 |
| Unit 6 | 09.12.14 – 15.12.14 |
| Individual reading | 15.12.14 – 28.12. 14 |
| № з/п | Назва теми | Кількість годин | Зміст роботи, який потрібно виконати студентам |
| Unit 4 Selling methods.Successful marking. Consumers. Report. | 1)to read the text “Selling methods and match terms and definitions; 2) tasks 1-9 Text “Consumers.” 3) Complete the report. |
Read the following newspaper extract. Then match terms and definitions.
Companies, which specialize in selling goods through a catalogue, sent out through the post normally, have large buildings full of goods from where the goods are dispatched.
Companies, which own many stores, have strength in negotiating prices where manufacturers are concerned. Small shops do not have this.
Retail outlets, which pay a license fee to trade under a famous brand name often, benefit from increased business, since the name is a powerful advertisement.
Going from one house to another, knocking on doors, is a highly labor-intensive type of sales operation. This type of work is normally paid on the basis of a percentage of the sales achieved being paid to the seller.
Another type of selling is by a combination of catalogue and ordering by post. This may be complemented by'personnel who sell by telephone, trained to deal with customers' calls.
Another kind of telephone selling is through telephoning someone who is not expecting your call but whom you think might buy your product. The idea is to get your prospective customer to agree to buy your products.
Large out-of-town stores selling a huge range of goods have had a serious effect on business for smaller, city centre shops.
Small shops offering a personalized and highly specialized service can survive better than small shops which try to compete directly with the larger outlets and other retail outlets owned by the same company and trading under the same name.
In recent years, selling over the internet has become much more common. Customers order and pay for goods or services by accessing a website from a home or office computer. Companies wanting to trade over the internet need •ccess to the www, which is provided by one of the companies that provide access to the net.
| mail order companies | 1. strength in negotiating prices |
| warehouses | 2. companies which own many stores |
| large multiples | 3. retail outlets, which pay a license fee to trade under a famous brand name |
| purchasing power | 4. companies which specialize in selling goods through a catalogue |
| franchises | 5. large buildings full of goods |
| door-to-door selling | 6. a combination of catalogue and ordering by post |
| commission | 7. telephoning someone who is not expecting your call but whom you think might buy your product |
| mail order | 8. going from one house to another, knocking on doors |
| telesales staff | 9. percentage of the sales achieved being paid to the seller |
| cold calling | 10. personnel who sell by telephone |
| hypermarkets | 11. selling over the internet |
| specialist retailers | 12. companies that provide access to the net |
| chain stores | 13. large out-of-town stores selling a huge range of goods |
| e-commerce | 14. small shops offering a personalized and highly specialized service |
| internet service providers | 15. retail outlets owned by the same company and trading under the same name |
Consumers
Task 1. Match the term on the left with the definition on the right.
| 1. marketing ethics | a) an established liking for a particular producer's products that means you often buy the same product again, even over many years |
| 2. niche marketing | b) large purchases of products that will be used for a long time, even for years; such purchases are often thought about a lot, with a high level of customer involvement |
| 3. brand loyalty | c) a spontaneous decision to buy something — you see it - you buy it |
| 4. routine purchasing | d) aiming a high price, high quality product at a narrow group of consumers, with a lot of purchasing power |
| 5. impulse buying | e) repeat buying, with little involvement in the purchase |
| 6. fast moving consumer goods (FCMG) | f) regularly used items that are bought frequently with little personal involvement |
| 7. consumer durables | g) concern for the environment, for society and for moral code in marketing |
| <== previous lecture | | | next lecture ==> |
| | | Task 3. Match the definitions and the terms. |