1、汽车商务英语Module OneCorporate Culture 企业文化 Skill 1The History of Automobiles 汽车历史 Skill 2Know About Car Logos 了解汽车标记下一页返回Module TwoExhibition Reception 展厅接待 Skill 1Prepare to Sell 准备出售 Skill 2Close to Customers 接近客户上一页 下一页返回Module ThreeProducts Introduction 产品介绍 Skill 1Walk-around Presentation 六位绕车介绍法 S
2、kill 2Sales Theme 销售主题上一页 下一页返回Module FourTest Drive 试乘试驾 SkillPrepare for a Test Drive 试驾准备上一页 下一页返回Module FivePrice and Telephone Service 价格和电话服务 Skill 1The Best Offer 最优价格 Skill 2Telephone Sales 电话销售上一页 下一页返回Module SixCar Loan and Insurance 贷款和保险 Skill 1Car Loan 汽车贷款 Skill 2Insurance 保险上一页 下一页返回M
3、odule SevenPick Up the New Car 交车 Skill 1Preparation for Picking Up the New Car 交车准备 Skill 2Call Back 回访 Skill 3Rent Cars 车辆租借上一页 下一页返回Module Eight After-sales Service 售后服务 Skill 1Road Rescue 道路救援 Skill 2Maintenance 维修上一页返回Module OneCorporate Culture 企业文化 Skill 1The History of Automobiles 汽车历史 Skill
4、 2Know About Car Logos 了解汽车标记返回Skill 1The History of Automobiles 汽车历史 TEXT As we know，the automobile was not invented in a single day by a single inventor.The history of automobiles actually began about 4，000 years ago and it reflects an evolution that took place worldwide.A brief outline of the his
5、tory of automobiles includes the following highlights:1678:Ferdinand Verbiest built a working mode of a car powered by steam.1705:James Watt invented the steam engine.1769:Nicolas-Joseph Cugnot in France built the first true automobile.下一页返回Skill 1The History of Automobiles 汽车历史 1860:Lenoir develope
6、d the first internal combustion engine.1883:Daimler invented the worlds first successful internal combustion engines with high compression ratio.1885:Carl Benz invented the petrol engine and developed the first successful gasoline powered automobile in Uermany.1887:Bosch invented the magneto ignitio
7、n system.1889:Dunlop developed the first practical pneumatic tire.1893:Maybache invented a nozzle type carburetor.1893:Diesels diesel engine was advanced for him to patent it.1896:Henry Ford built his first car，a gas-powered quadricycle with no brakes.上一页 下一页返回Skill 1The History of Automobiles 汽车历史
8、1899:Fiat automobile manufacturing company was established in Italy.1916:BMW was established.1923:Benz-Man Company produced the first diesel engine automobile.Useful Sentences I am interested in automobile history.I know the history of the automobile.The Ueneral Motors Corporation is the worlds firs
9、t auto conglomerate.Give us a brief history of the automobile.上一页 下一页返回Skill 1The History of Automobiles 汽车历史 The first gasoline-powered automobile was invented by Carl Benz.The first automobile assembly line rolled into action in 1914.Dialogues Part One A:Hello，Mark!B:Hey.How is it going?A:Everythi
10、ng isOK.I start school here and I am very excited to be studying the automobile.B:Really?Are you interested in automobile knowledge A:Sure!I know the history of it.上一页 下一页返回Skill 1The History of Automobiles 汽车历史 B:Give us a brief history of the car.A:OK.In 1678，Ferdinand Verbiest built a working mod
11、el of a car powered by steam.1705，Watt.B:Its wicked.Part Two A:Hello，everyone!As we know，every organization has its own style.What is the environment and culture like at Mercedes-Benz B:You mean the corporate culture，dont you?上一页 下一页返回Skill 1The History of Automobiles 汽车历史 A:Yeah.The corporate cultu
12、re is the set of values，beliefs，behaviors，customs，and attitudes.B:I think Mercedes-Benz is the best place to get the best car and it has been named one of fortune.A:For more than a century，Mercedes-Benz has been committed to extraordinary engineering，visionary design and standard-setting innovation.
13、The best or nothingrequires the efforts.B:To succeed is not an easy thing.上一页返回Skill 2 Know About Car Logos了解汽车标记 TEXT Automobile logos belong to various car brands.These logos become the representatives of automobile enterprises and corporate cultures.To have a full understanding of the automobile，
14、we must know more about car logos.The main automobile logos of the world are as follows;下一页返回Skill 2 Know About Car Logos了解汽车标记上一页 下一页返回Skill 2 Know About Car Logos了解汽车标记上一页 下一页返回Skill 2 Know About Car Logos了解汽车标记上一页 下一页返回Skill 2 Know About Car Logos了解汽车标记上一页 下一页返回Skill 2 Know About Car Logos了解汽车标记上
15、一页 下一页返回Skill 2 Know About Car Logos了解汽车标记上一页 下一页返回Skill 2 Know About Car Logos了解汽车标记 Dialogues A:How cool!What kind of car do you drive B:BM W.A:Damn right.ItS a good car。B:It goes however fast I make it go.A:Do you know about the car logo.B:The circular blue and white BMW logo or roundel is portra
16、yed by BMW as the movement of an aircraft propeller，to signify the white blades cutting through the blue sky.A:Uive me a test drive!Lets go!上一页返回Module TwoExhibition Reception 展厅接待 Skill 1Prepare to Sell 准备出售 Skill 2Close to Customers 接近客户返回Skill 1Prepare to Sell 准备出售 TEXT AS the saying goes，chance
17、favors the one with a prepared mind.In order to learn to know about customers and respond to the psychological state of the method，Sales Staff must first focus on tool preparation and image preparation before preparing to sell.Tools consist of business cards，pens，folders and folder lists.Image prepa
18、ration consists of body language training，the telephone ski appropriate business dress and grooming，the verbal communication and 11s.Each performs ones own functions.Salesmen are good at sales.And after sales service department personnel issue more clearly after-sales service.下一页返回Skill 1Prepare to
19、Sell 准备出售 Useful Sentences 1This is/Id like to introduce Mr.Wang.2Excuse me，are you/is your name Mr.King?3 Good morning/afternoon!4Hello，good day!5 Welcome to our shop!6 Anything I can do for you?7What can I do for you?8 Im a salesman，Zhi Wand.上一页 下一页返回Skill 1Prepare to Sell 准备出售 9this is my busines
20、s card.10 Nice to meet you!11What a lovely boy!12The dress is beautiful.Its very popular，right?13How are you?Fine，thanks.Not too bad，thank you.14How are you doing?Im doing good.15Whats up?Nothing.16Ive always wanted to meet you!17Ive been looking forward to meeting you.18Long time no see!上一页 下一页返回Sk
21、ill 1Prepare to Sell 准备出售 19 Let me introduce my friends to you!20I beg your pardon?Dialogues Part One A:Good morning!Im a salesman，Zhi Wang.Nice to meet you.B:Nice to meet you.A:Anything I can help your?B:Oh no.I want to look at the cars by myself.A:OK.If you have any questions 上一页 下一页返回Skill 1Prep
22、are to Sell 准备出售 B:Thanks.A:Youre welcome!Part Two A:Hi，Susan.How are you doing recently?B:Too tired.A:Whats up?B:I am a new employee，you know.My company designs a program to get us to change.上一页 下一页返回Skill 1Prepare to Sell 准备出售 A:What is the program B:It consists of body language trainings，the appr
23、opriate business dress and grooming verbal communication，telephone skills and so on.A:Significant changes will positively impact our careers.Fighting!上一页返回Skill 2 Close to Customers接近客户 TEXT Good morning!Welcome to our store.We have many cars on sale.Please come in and have a look!Please look at our
24、 Leaflets.This is the Beetle，a sporty icon，324，OOORMB.And this is the Golf，the modern hatch，100，000 yuan.Look at this midsize sedan!It is the most popular car named Passat，170，000 yuan.Volkswagen has sold more turbos than any other brand over the last years.Which do you like best in the leaflets下一页返
25、回Skill 2 Close to Customers接近客户 Dialogues A:Hello，Madam.Welcome to our Exhibition Hall.Im a sales rep.Jack.B:Hello!I just want to look around here a bit.A:OK.Feel free to look around.This is my business card.You can call me Jack.If you have any problems，please call me.B:Sure!Thanks.Hi，Jack.There are
26、 too many types of cars.Maybe I need your advice.A:With pleasure.We can just sit down and talk it over.B:OK.Thanks.上一页返回Module ThreeProducts Introduction 产品介绍 Skill 1Walk-around Presentation 六位绕车介绍法 Skill 2Sales Theme 销售主题返回Skill 1Walk-around Presentation 六位绕车介绍法 TEXT Cars for sale are usually liste
27、d under their own section in the classifieds of a newspaper.If a model is popular enough，the make may be omitted.There is specific time of the year that are good time to sell cars.To get the best price you will need to determine the optimal time to sell.Salesmen always introduce cars to their custom
28、ers by walk-around presentation.The presentation will provide a base strategy for selling cars and it also stresses features and advantages.It will introduce the front of the car，the back of the car the left side of the car，the right side of the car，cab and bonnet.After the presentation，they will in
29、vite customers to have a test drive.下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 Useful Sentences What can I do for your Welcome to the Shanghai Volkswagen car showroom.Let me introduce the car to you，will you?Cross Polo sedan is the most affordable German car.It is very safe.The dark gray color bri
30、ngs the sense of movement.Compared with ordinary polo，cross polo with higher chassis and wider tires is good for driving.The fine and simple interior trim is very practical.Interior space is large，the same with trunk.上一页 下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 Its my cup of tea.Dialogues Part O
31、ne A:Miss Wang，can you do me a favor B:Of course!A:Thanks.The more customers like cars，the more they will be willing to pay for them.How could we the help customers decide?B:Introduce car by walk-around presentation to predict what customers want.上一页 下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 Part
32、 Two A:Hello!Welcome to the Shanghai Volkswagen car showroom.Can I help your B:Ive heard Cross Polo sedan a lot.Where is it?A:Oh.Follow me，please!Let me introduce the car to you，will you?B:Go ahead!Thank you!上一页 下一页返回Skill 1Walk-around Presentation 六位绕车介绍法 A:Cross Polo sedan is the most affordable G
33、erman car.It is very safe.The dark gray color brings the sense of movement.Compared with ordinary polo，cross polo with higher chassis and wider tires is food for driving.The fine and simple interior trim is very practical.Interior space is large，and the same is with trunk.B:So cool!Its my cup of tea
34、.上一页返回Skill 2 Sales Theme销售主题 TEXT Its often said that Rome is not built in one day.Selling cars is not easy，either.As a salesman，you should know more about Sales Staff，sales proceeding，vehicles color and vehicles category.1.Sales Staff Sales Team Sales Manager Receptionist Sales-advisor 2.Sales Pro
35、ceeding Customer DevelopmentReceptionDemand nalysisProducts IntroductionTest DriveProblem SolvingContract SigningDelivery ServiceCall-back下一页返回Skill 2 Sales Theme销售主题 3.Vehicles Color Black Blue Green Brown Clear Dark Blue Dark Green Purple Gray Pink White Tan Light Blue Red Light Green Violet Orang
36、e 4.Vehicles Category Sedan:4 doors and a trunk，the most popular body style上一页 下一页返回Skill 2 Sales Theme销售主题 Wagon:A versatile sedan added cargo room Crossover:SUV capability car like ride Luxury:Comfort，amenities and prestige上一页 下一页返回Skill 2 Sales Theme销售主题 Coupe:Sleek and sporty 2-door Hatchback:Wi
37、th a hatch instead of a trunk上一页 下一页返回Skill 2 Sales Theme销售主题 SUV:Plenty of room for people and cargo Hybrid:An efficient mix of gas and electric power Convertible:Drop the top for open-air fun上一页 下一页返回Skill 2 Sales Theme销售主题 Pickup:An open-bed truck for work and play Van/Minivan:More Seats，family c
38、onvenience Electromobile:a purely electric car上一页 下一页返回Skill 2 Sales Theme销售主题 Useful Sentences(1)I think I can help you if you need.(2)Why do you want to buy ones(3)How much do you want for its(4)What do you think is more important，engine，car style，or others?(5)Mitsubishi Lancer suits you a lot!(6)
39、Have a Seat，please!(7)Coffee，tea or water?(8)Chevrolet is the leading brand!上一页 下一页返回Skill 2 Sales Theme销售主题 Dialogues Part One A:Can I help you?B:OK.I want to buy a car。But Im puzzled.A:I think I can help you if you need.Please answer me some questions.B:Uo ahead.Please.A:Why do you want to buy one
40、s B:It is convenient for me to go to my company if I have one，because the company is far from my home.上一页 下一页返回Skill 2 Sales Theme销售主题 A:How much do you want for its B:About 100，000 yuan.A:What do you think is more important，engine，car style，or others?B:Better performance.A:()K!Come here，please!Mits
41、ubishi Lancer suits you a lot!B:Thanks.Part Two A:Good afternoon.Anything I can do for you?上一页 下一页返回Skill 2 Sales Theme销售主题 B:A couple of days ago，I got a Yeijing Hyundai ix35 in my sight.But today，I find Chevrolet Captiva is good，too.I am dubious about the two cars.A:Please allow me to compare Capt
42、iva with ix35，okay?B.()K.Thanks.A:Have a Seat，please!Coffee，tea or w ater?B:Coffee，please.上一页 下一页返回Skill 2 Sales Theme销售主题 A:Chevrolet is the leading brand!Comparing with the output of ix35(226NM/4，000rmp)，Captiva 2.4I.engines maximum output is 220 NM/2，200rpm.Captiva is apparently more suitable for
43、 driving in poor road conditions.Ix35 has only 17cm ground clearance.To some extent it will have an influence on driving performance.Captiva is spacious，but head space is less than a punch.B:After your presentation，I will reconsider your recommendation.Thank you!上一页 下一页返回Skill 2 Sales Theme销售主题 A:Yo
44、ure welcome!If you need help please let me know.I am very happy to you!This is my business card.B:Thanks.Bye-bye!A:Bye-bye.上一页返回Module FourTest Drive 试乘试驾 SkillPrepare for a Test Drive 试驾准备返回SkillPrepare for a Test Drive 试驾准备 TEXT Before customers buy a car,they will be ready for a test drive,as it
45、is crucial in helping the mdecide whether to buy a car.A test drive is to assess its drivability，or road-worthiness,and general operating state by driving.Test drive is a simple matter of common sense.It is said that it should be put aside for a rainy day.Salesmen must make a good preparation for se
46、lling cars.Before making an appointment with their customers,you must inform the customer to prepare photocopies of their drivers licenses,test drive agreements,test tracks,cars and keys.下一页返回SkillPrepare for a Test Drive 试驾准备 Then，arrange the time,and invite your customers.When customers are drivin
47、g cars，you should pay attention to your customers feeling.You should know what the customers want to look for by a test drive.Useful Sentences(1)You took a fancy to BMW X6 last time.(2)Have you made a decision(3)Isnt that a great car?(4)Can I have a test drive(5)I will arrange the time first and tel
48、l you the correct time.上一页 下一页返回SkillPrepare for a Test Drive 试驾准备(6)I appreciate you letting me take the car out for a spin.Dialogues Part One A:Hello，this is Mark，the salesman of BMW car shop.Is that Mr.Hug B:Yes.A:You took a fancy to BMW X6 last time.Have you made a decision B:Oh.No，I havent.I ju
49、st really need to make sure that I get the best car for my money.上一页 下一页返回SkillPrepare for a Test Drive 试驾准备 A:Isnt that a great car?B:Yes，it is.But can I have a test drive A:Of course.Are you free on Tuesday?B:Yes.A:OK.I will arrange the time first and tell you the correct time.B:I appreciate you l
50、etting me take the car out for a spin.Part Two A:I really like the style of the car.B:Would you like to take the car out for a test drive A:Great.上一页 下一页返回SkillPrepare for a Test Drive 试驾准备 B:Please present your Drivers License.I will copy it.A:Here you are.B:After you sign this agreement,well take
