What do you like about shopping? What don't you like?
When did you last visit these retail outlets? What did you buy?
• a (street) market
• a convenience store
• a supermarket
• a department store
• a specialist retailer
• a shopping centre/mall
• an online retailer

Person 1  


Person 2 


Person 3



1 What do they like and dislike?
2 Which shopper are you most like?
3 How are shopping habits changing in your country?

1 A  ________ is another name for a 'producer'.

1- Look at these qualities needed to succeed in sales. Which do you think are
the top four?

• personality • honesty • appearance • confidence • knowing your product
• organizational skills • ability to close a deal • ability to deal with people

2- Which of the qualities in Exercise A is the most important?

Work in pairs.

Student A: Read the article and match each of these headings  (a-h) to one of the paragraphs (1-8).

a) Motivation                                        e) Main finding of the survey 1
b) Professionalism                             f) Why women make the best salespeople
c) TV                                                        g) What the survey asked
d) Personal qualities                         h) The woman who would make the best salesperson

Student B: Read the article and match each of these headings (a-h) to one
of the paragraphs (1-8).

a) Know your business                         e) Numbers, numbers, numbers
b) Appearance                                          f) Know how far you'll negotiate
c) Confidence                                           g) People dislike selling 1
d) The sales mindset                              h) Develop a sales process

                Women on top in new sales industry survey

     A new survey of the sales industry shows
    who sales professionals believe make the
    best salespeople and the qualities needed
     in order to succeed.
1 A new survey of over 200 sales professionals has found that two-thirds of women and over half of men believe that women make the best salespeople, underlining the growing reputation of women in the sales industry.
2 The survey was carried out for Pareto Law, a recruitment a n d training company. It questioned sales professionals o n what they considered to be the most important qualities for a salesperson . It also asked who would be most likely to succeed.

3 Both men (53%) a n d women (66%) a g reed that women do make better salespeople, with Hillary Clinton voted as the top female celebrity most likely to succeed in a career in sales.
4 When asked why women make the best salespeople, men believe the main reason is that women are better a t actually closing a deal, while women stated they are better than men when it comes to dealing with people. Other female skills highlighted included being more organised and being able to handle more work, while male skills were identified as strong personalities and selling skills.

5 Jonathan Fitchew, Managing Director of Pareto Law, said: "Television programmes have increased people's interest in the sales industry, but have also highlighted the different approaches of men a n d women to the same sales issues."
6 When it comes to the individual qualities required to become a successful salesperson, men ranked honesty as most important (53%), while women placed most value o n personality (47%). Both ag reed that integrity was also key, coming third overall ( 4 1 % ) . Good looks came at the bottom of the list, with only 3 % of sales professionals ranking this as important.

7 This focus o n professionalism, rather than the hard sell, supports the fact that over half of the sales professionals questioned believe that the reputation of sales has improved over the last 1 0 years, with 55% of men and 47% of women considering this to b e the case.
8 Both men (87%) and women (86%) ag reed that the top incentive for salespeople was money, with the average sales executive expecting to earn between £25-35k, including bonuses and commission, in their first year of work. Other incentives included verbal praise, overseas holidays and cars.


Work in pairs.

Student A: Ask Student B these questions about their article.
1 What should you do if you are not inwardly confident?
2 What do you need to know well?
3 What do ' 30 seconds' and '15 seconds' refer to?
4 What should you do when you are rejected?
5 What should you focus on?
6 What do you need to know when negotiating?
7 What sales mindset should you have?

Student B: Ask Student A what these numbers refer to in their article.

a) two-thirds    b)  half    c) 53      d) 66        e) 53        f) 47        g) third
h) 41     i) 3    j) 10      k) 5 5        l) 47      m) 87       n) 86        o) 25-35

Modals 2: must, need to, have to, should

1 We often use must, need to and has/ have to to say that something is compulsory o r necessary.
We must be patient when our goals are for the long term.
Companies have to advertise to let consumers know they exist.
I need to have the figures before next Monday's meeting.

2 We use had to to refer to a past obligation.

When / lived in Tokyo, I had to learn Japanese.

3 We use should and shouldn't to give advice or to suggest the right course of action.
A CV should be printed on good·quality notepaper.
It shouldn't be more than two pages long.
Should often follows the verbs suggest and think.
I suggest/think we should aim at the top end of the market.

4 We use should to say that something is likely in the future.
Interest rates should come down soon - that's what the economists are predicting.

5 We use don't have to and don't need to if something is not necessary.
You don't have to queue up when you buy online.
If you buy now, you don't need to pay anything until next year.

6 We use mustn't I must not when things are forbidden or against the law.
Drivers must not park their vehicles by a traffic light.
Compare the uses of mustn't and don't have to in this sentence.
In many companies, employees mustn't wear jeans, but they don't have to dress formally.

7 We use must to say we are sure of something because of what we know.
He must be very rich - he drives a Ferrari.

8 Have to is more common in questions than must.
Do we have to make a decision now?

Follow the following link to practice the Grammar Topic

Work in two groups, A and B.
Group A: Look at the following negotiating tips 

Group A: Negotiating tips
• Be friendly.                                                   • Pay attention to the other side's body language.
• Have clear aims.                                         • Don't change your plan during the meeting.
• Tell the other side what you want.          • Listen carefully.
• Never be the first to make an offer.

Group B: Look at the following negotiating tips.

Group B: Negotiating tips
• Be strong and try to win.                                   • Summarise often the points you agree on.
• Prepare carefully before you negotiate.        • Change your strategy during the negotiation if
                                                                                  necessary.
• Ask a lot of questions.                                      • Never show any emotion.
• Have a lot of options.

1 Each group agrees on the five most important negotiating tips on its list.
2 Form new groups with members from Groups A and B. Agree on a single list
of the five most important tips from both lists.

You are going to hear a conversation between Martin, Sales Manager of Pulse, an electric-car company, and Chen, an official from the Urban Transport Department of a city in China.



1 Why does Chen want to buy electric cars for the Transport Department?
2 Which of these do they discuss?
• quantity • price • discounts • colours • delivery • warranty • models
3 What will they discuss after lunch?

Martin and Chen are continuing the negotiation. They discuss these points.

four-seater car
• colours
• after-sales-service
• radio/CO player and sat-nav system

Student A: 

You are Martin. You want to:
1 sell Chen some deluxe four-seater models of your cars.
Price: €20,000; discount of 5% for first order
2 offer only two colours for your two-seater cars: white and black.
Extra colours will raise the price by 5%.
3 send a Pulse mechanic to China every six months to service the cars.
You can train local mechanics at a cost of€200 per hour.

Student B: 

You are Chen. You want:
1 to buy an additional five deluxe four-seater cars. Negotiate on the price. Try to get a
10% discount on the order;
2 four colours for the two-seater cars: black, white, red and blue;
3 after-sales service: visits every three months from a Pulse mechanic; a training course
for a local car-repair firm.

Read your role cards. Try to agree on the points you negotiate.

USEFUL  LANGUAGE


STATING AIMS                                                          REJECTING SUGGESTIONS   

We're interested in buying 10 cars.                        I'm afraid not. It's company policy.
We'd like to start the scheme in June.                  Unfortunately, we can't do that.
We must have delivery as soon as                         I'm sorry, we can't agree to that.
possible.

GETTING AGREEMENT                                              MAKING CONCESSIONS
That's very reasonable, don't you think?            - We could possibly deliver by August.
That sounds a fair price to me.                             -  That could be all right, as long as 
Fine./OK./Great!                                                      you pay more for a longer period.
                                                                                     -We can do that, providing you make
                                                                                      a down payment.
BARGAINING                                                                                     
If it works, we'll increase the order                FINISHING THE NEGOTIATION
later on.                                                                  Right, we've got a deal.
If you increased your order, we could            Good, I think we've covered everything.  
offer you a much higher discount.                  OK, how about dinner tonight?
That might be OK if you can guarantee
delivery by then.

How can a jet charter company stay a head of the competition?
Background 
EPJS (Executive and Private Jet Service) is a jet charter company. It arranges travel in private jets for top executives and VIPs (very important people). It provides a customised service, looking after all its customers' requirements, from booking tickets to transporting air travellers to their final destination.
It is currently negotiating a partnership agreement with the Mega luxe group of hotels. Based in Stuttgart, Germany, Mega luxe has five-star hotels across Europe, Asia and South America.
EPJS has agreed to give Megaluxe 'preferred partner status'. This means that EPJS will always reserve rooms for its customers in a Megaluxe hotel, providing the customer has not expressed a preference for another hotel.
EPJS is a fast-growing company, but it is facing strong competition from other charter airlines.
To beat the competition, it must offer customers a very attractive package: good·value prices, special assistance at airports, superb hotel accommodation and outstanding service.
EPJS and Mega luxe have met several times. They are now ready to negotiate some of the key terms of the contract.

Listen to a conversation between a director of EPJS and a director of Mega luxe. They
are discussing the agenda for the negotiation. Note down the agenda items.

Welcome to Mega luxe hotels
• Every modern convenience
• Splendid views of the city
• Elegance, luxury, relaxation
ROOM RATES                                             
Format                                            Arrangement                    Rate per night
Platinum Suite                                  Suite                                           $4,000 per night
Gold Standard                                  Double room                            $1,000 per night
Executive Standard                          Double room                           $850 per night

Work in two groups.

Group A: You are directors of Megaluxe.
Group A
You are directors of Megaluxe. These are the points you need to negotiate, together with your negotiating position on each one.

Negotiating point	Your position
Length of contract	Three years, then re-negotiate
Suite/rooms	You can offer: Type of room Number Nights per year Location Platinum Suite 1 30 All countries Gold Standard 20 100 Europe, Asia, but not Latin America* Executive Standard 1 5 80 All countries * not enough rooms in Latin America
Services	You can offer: Platinum Suite Breakfast, free bar and all facilities and services, except lunch and evening meals Gold Standard Breakfast + no payment for spa, pool, meeting rooms, business centre, sports facilities Executive Standard Breakfast + no payment for pool, meeting rooms, business centre. All other meals and services require extra payments.
Rates	You can offer these discounts on advertised prices: Platinum Suite 10% Gold Standard 8% Executive Standard 6%
Advertising	You want EPJS to include information about your hotels in all its advertising. You will pay 20% of the advertising costs.

Group B: You are directors of EPJS.
Group B
You are directors of EPJS. These are the points you need to negotiate, together with your negotiating position on each one.

Negotiating point	Your position
Length of contract	One year, then re-negotiate if successful, e.g. We'd like a one-year contract. After that, a longer period if we're happy.
Suite/rooms	You want to reserve for your clients: Type of room Number Nights per year location Platinum Suite 1 20 All countries Gold Standard 10 50 All countries Executive Standard 20 100 All countries
Services	You want: Platinum Suite All meals + hotel facilities/services Gold Standard Breakfast + all hotel facilities Executive Standard Breakfast + pool, spa, business centre
Rates	For each rate, you want: Platinum Suite 20% discount on the advertised rate Gold Standard 10% discount on the advertised rate Executive Standard 5% discount on the advertised rate
Advertising	You will include information about Mega luxe hotels in all your advertising. Mega luxe must pay 40% of the total advertising budget.

Read your role cards and prepare for the negotiation. Use the agenda items that
you noted down during the telephone call. Try to agree on a partnership deal.