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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