Market Leader, Unit 3 – Selling
P. 24 ,Exercise C: Match each of these headings to one of the paragraphs.
In parentheses after the paragraph, summarize the point in a new way, as in my
model (a-d below).
Reading, p.25 – Women on top in new sales industry survey (do f-h)
a) Motivation = Paragraph 8
b) Professionalism = Para 7
c) TV = Para 5
d) Personal qualities = Para 6
e) Main finding of survey = Para 1
f) Why women make the best sales people = Para
g) What the survey asked = Para
h) The woman who would make the best salesperson = Para
Reading p.137 – How to master the art of selling (do f-h)
a) Know your business = Paragraph 3
b) Appearance = Para 3
c) Confidence = Para 2
d) The sales mindset = Para 8
e) Numbers, numbers , numbers = Para 5
f) Know how far you’ll negotiate = Para
g) People dislike selling = Para
h) Develop a sales process = Para
Reading – Women on top in new sales industry survey
On p.25, exercise D, student B do 5-7 (1-4 are done). Here are the paragraph
locations for the answers: 1. para2, 2. para3, 3. para4, 4. para5, 5. para6, 6. para7,
7. para8.
Here’s the question / answer dialogue.
1. Q: What should you do if you are not inwardly confident?
A: As stated in paragraph 2, if you are not inwardly confident you should show
confidence on the outside. (Pretend you are confident!).
2. Q: What do you need to know well?
A: As stated in paragraph 3, you need to know your product, business and
industry inside out (very well).
3. Q: What do ’30 seconds’ and ’15 seconds’ refer to?
A: As stated in paragraph 4, 30 seconds refers to interaction time before an
opinion is formed, and 15 seconds refers to how long you get to make a good
impression on the phone.
4. Q: What should you do when you are rejected?
A: As stated in paragraph five, when you are rejected don’t take it
personally ,as a personal failure.
5. Q: What should you focus on?
A:
6. Q: What do you need to know when negotiating?
A:
7. Q: What sales mindset should you have?
A:
Reading – How to master the art of selling
For student A, I am providing nine of the answers to exercise because there are
many questions. Do l) – o) in the dialogue. Scan for locations.
a) Q: What does ‘two-thirds’ refer to?
A: It is in paragraph 1 and refers to the proportion of women who believe that
women make the best salespeople.
b) Q: What does ‘half’ refer to?
A: It is in paragraph one and refers to the proportion of men who believe that
women make the best salespeople.
c) Q: What does ‘53’ refer to?
A: It is in paragraph 3 and refers to the percentage of men who agreed that
women make better salespeople.
d) Q: What does ‘66’ refer to?
A: It is in paragraph 3 and refers to the percentage of women who agreed that
women make better salespeople.
e) Q: What does ‘53’ refer to?
A: It is in paragraph 6 and refers to the percentage of men who ranked
honesty as most important.
f) Q: What does ‘47’ refer to?
A: It is paragraph 6 and refers to the percentage of women who ranked
personality as most important.
g) Q: What does ‘third’ refer to?
A: It is in paragraph 6 and refers to the ranking of integrity in the survey.
h) Q: What does ‘41’ refer to?
A: It is in paragraph 6 and refers to percentage of men and women who
believed integrity was a key quality to be a successful salesperson.
i) Q: What does ‘3’ refer to?
A: It is in paragraph 6 and refers to the percentage of sales professionals who
consider good looks to be important.
j) Q: What does ‘10’ refer to?
A: It is in paragraph 7 and refers to the number of years professionals think the
reputation of sales has improved, to professionalism (competence and skill) from
the “hard sell” (aggressive selling).
k) Q: What does ‘55’ refer to?
A: It is in paragraph 7 and is the percentage of men who think the reputation
of sales has improved the last 10 years.
l) Q: What does ‘47’ refer to?
A:
m) Q: What does ‘87’ refer to?
A:
n) Q: What does ‘86’ refer to?
A:
o) Q: What does ’25 to 35’ refer to?
A: