r Examens professionnels BTExamens professionnels BT
Niveau: BT COMPTABILITE
BT COMPTABILITE-COMMERCE
BT SECRETARIAT BUREAUTIQUE
Durée de l'épreuve: 2 HEURES
CoefficientSession:2016 :2
Il ANGLAIS IlSELLING TECHNIQUE
A selling technique is a method by which a person involved in sales makes contact
with a potential customer and demonstrates how a product would benefit that
customer, resulting in a sale. Regardless of the method used, a selling technique can
often be broken down into a few basic steps in the sales process. Selling usually
begins with an opening that seeks to gain the attention of a potential client. This can
be as simple as a salesperson shaking hands with a customer and introducing himself
or herself.
Once attention has been gained through some means, the seller typically seeks to
build interest and desire in a customer for a product. This can be done by
demonstrating how a product works or showing ways in which it can save someone
money or improve a person's lifestyle.
A selling technique can also be used to demonstrate the value of a product. This often
involves comparisons of the product with other products, usually showing how the
product surpasses competitors' in affordability or quality. The conclusion of a selling
technique is often referred to as the "close" and is meant to actually gain a sale.
Adapted from E- reading wiseGEEKWritten Sy G. Wiesen, 24 February 2016
VOCABUlARY
Regardless of: sans tenir compte de
Affordability : le fait d'être abordable1/2
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2/2
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QUESTIONS
I-COMPREHENSION OF THE TEXT
(Ail the answers to the following questions are to be found in the text)
1- Define a "selli 9 echnique" in three lines maximum.
2- a';' a e t e main steps of an effective selling technique?
can a selling technique show the value of a product?
II- WRITING (Not more than 10 lines; about 120 words)
ln your opinion, what should be the qualities of a good salesperson?
111- TRANSLATE INTO FRENCH
From liA selling technique can also...." down to " ....affordability or quality."
IV- TRANSLATE INTO ENGLISH
1- Le transport, la publicité, les opérations bancaires, les services d'assurance et---
l'entreposage sont les auxiliaires de commerce.
2- La concurrence suppose deux ou plusieurs produits proposés au même marché.
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