Module 1 Before Sales Service

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浙江经济职业技术学院汽车英语实训教材编写组

Module 1Module 1

Before Sales ServiceBefore Sales Service

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Project 2

岗位要求：用标准礼貌的用语为顾客介绍不同种类的车险，帮助顾客选择合适的险种。

实训目的：应知：了解作为保险代理人员的基本礼仪及规范的礼貌接待用语应会：能够与顾客谈论各种险别、保险金，帮助顾客选择合适的险种

Customer Reception

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Part I

Workplace in Miniature

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Scene 1

Dick: Hi, John, I have done all but car insurance.John: Oh, yes. I’ll put you in contact with Bob, an insu

rance agent of the People’s Insurance Company of China, with which our 4S store cooperates.

Dick: Great. How about their rates?John: Here is the offer of PICC for you reference.Dick: OK. Thanks.John: You are welcome. Customers of our store can

usually enjoy special prices.Bob talks wth Dick. Bob: Hello, good afternoon, I’m Bob. How may I help

you?

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Buy Car Insurance

Dick wants to buy insurance for his car. John introduces Bob an insurance agent to him.

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Scene 1

Dick: Good afternoon, I would like to get insurance for my car.

Bob: OK. What model is your car?Dick: It is a Santana 2000. I bought it three years ago.Bob: What kind of deductible would you like to have?

Our regular policy is 25% deductible. Dick: What does it mean?Bob: A deductible is an amount the insurance would

not pay. For example, if the wax is 1,000 Yuan and deductible is 25%, the insurance company only pays 750 Yuan.

Dick: Oh, I know.Bob: We recommend a third person liability, and prop

erty damage liability.

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Buy Car Insurance


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Scene 1

Dick: How much would that cost me?Bob: Well, the premium comes to 1,250 Yuan before

sales tax.Dick: That’s a little expensive.Bob: Our rates are very competitive.Dick: OK, I want to think it over.Bob: Of course. As the subscriber of our company, y

ou could enjoy more discounts of the car-insurances in the following years.

Dick: Sounds great.Bob: Also, we offer 24-hour free trailer service. When

ever your car gets into troubles, and wherever you are, we would help you out to the scene.

Dick: Good. Let’s leave insurance now.

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Buy Car Insurance


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agent n. 代理人，代理机构 cooperate v. 合作 rate n. 保险费率 quotation n. 报价 deductible n. / adj. 免赔额 ;

可扣除的，可减免的

New words

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wax n. 腊recommend v. 推荐premium n. 保险费subscriber n. 用户（这里指购车者） cylinder n. 汽缸

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put A in contact with B 把 B 介绍给 A ；帮助 A 联系 B the People’s Insurance Company of Chin

a 中国人民保险公司 for your reference 供您参考 third person liability 为“第三者责任

险” Property damage liability “ 财产损失险”。 How may I help you 等同于 Can I help you, 但是前者显得更

加的有礼貌性

Notes

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Our rates are very competitive. Competitive 是“ ( 价格等 ) 有竞争力的”的意思。在这里此句话可以意为“我们的费率已经很低了。”

24-hour free trailer service 二十四小时免费拖车服务 to the scene 到现场 leave insurance “ 保险问题就谈到这里”。要结束某个话题是可用“ leave…” 句

型。

Notes

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Mr. William: Is there anybody in?Mr. Zhang: Yes, what can I do for you, sir?Mr. William: I am going tohave my new car insured. I’d l

ike to know the rates and services your company can provide.

Mr. Zhang: It’s my pleasure.Mr. William: What kinds of risks I should cover?Mr. Zhang: Is it a private car?Mr. William: Yes. What I need to purchase for coverage

for my private car,Mr. Zhang: Do you mind my asking you several questio

ns?Mr. William: Never mind, please.Mr. Zhang: How old are you, and what do you do for a li

ving?Mr. William: I’m 35 years old, and I’m a teacher.

Mr. William wants to buy insurance for his car. Mr. Zhang meets him in the office of the People’s Insurance Company of China.

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Scene 2 Economy Insurance

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Mr. Zhang: Do you often drive your car?Mr. William: Sometimes.Mr. Zhang: According to your situation, we recomme

nd you to buy “Economy insurance”-----vehicle insurance losses, third person liability, excluding special risk insurance deductible and all cars. I think these kinds of risks suit your car.

Mr. William: En, what’s the insurance premium?Mr. Zhang: Give me a few minutes, while I calculate t

he premium.Mr. William: OK.Mr. Zhang: The total premium is 1,550 Yuan for the y

ear. Mr. William: Your price seems a little higher than oth

er companies


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Mr. Zhang: We could make them lower for you. The terms are clearly written in the insurance policy.

Mr. William: Can you give me one? I’ll discuss with my families.

Mr. Zhang: Of course. Here you are.Mr. William: Thank you. And I’d like to have these catalo

gues.Mr. Zhang: Sure, go ahead.Mr. William: And I want these price lists as well.Mr. Zhang: Please take whatever you like. Here’s my nam

e card. If there is anything unclear, feel free to call me.Mr. William: OK.Mr. Zhang: Do you have a calling card?Mr. William: Yes, right here.Mr. Zhang: Thanks.Mr. William: You’re welcome.


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purchase v. 购买 coverage n. 覆盖范围（这里指投保范围） private adj. 私人的 calculate v. 计算 catalogue n. 目录

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have my car insured. 给汽车上保险。句型： have sth. done 请某人做某事 Economy insurance 经济保险方案。险种组合 risks suit ：车辆损失险 vehicle insurance losses +

第三者责任险 third person liability + 不计免赔特约险 + 全车盗抢险 excluding special risk insurance deductible and all cars

Notes

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True or false

Exercise Scene 2

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Dick calls Bob to ask something about insurance.

Dick thinks Bob offering good service and will buy it.

Bob is John’s friend.

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True or false

Exercise Scene 2

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Mr. William makes his living by teaching.

Mr. William buys insurance for his car right away.

Mr. William has a car accident recently.

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Part II

Situational Practice

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Take turns to be Student A, a customer, who walks into an insurance company. Student B takes the role of an insurance agent who receives the customer. Try to speak fluently and naturally.

Task 1

Situation

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Tell the agent you are looking for insurance for your car.

Tell the agent what happened to your car.

Ask the agent what risks to buy. Answer some questions from the agent. Tell the agent you need to talk with you

r families.

For Student A (a customer)

Task 1 Situation

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Welcome the customer to your office. Ask the customer some questions abo

ut his car. Recommend the customer suitable ris

ks. Explain it for customer. Ask for the customer’s calling cards a

nd wish to do business with him later.

Welcome the customer to your office. Ask the customer some questions abo

ut his car. Recommend the customer suitable ris

ks. Explain it for customer. Ask for the customer’s calling cards a

nd wish to do business with him later.

For Student B (an insurance agent )

Task 1 Situation

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I am looking for insurance from your company. 我是来贵公司投保的。

Please fill in the application form. 请填一下保单。What risks should be covered? 您看应该保哪些险？Let’s leave insurance now. 好吧，保险的问题就谈到这里。It’s better for you to see the leaflet, and then make

a decision. 您最好先看看说明书，再决定保什么险。The total premium is 1500 Yuan. 保险费总共是 1500 元。

Useful Patterns

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What’s the insurance premium? 保险费是多少？

These kind of risks suit your car. 这些险种适合您的车。

Do you want insurance? 您想要买保险吗？

I would like to get insurance for my car, may I talk 我想为我的车买保险，我能和代理

To an agent, please? 谈一下吗？

Useful Patterns

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Part III

Secret

to your success in career

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Get online of these insurance companies to study their insurance policies for differnt car insurances so that you can give your customer some helpful suggestions.

Get online of these insurance companies to study their insurance policies for differnt car insurances so that you can give your customer some helpful suggestions.

上网浏览以下这些保险公司网站，研究一下各大保险公司对不同车型的保险条款，以便能够为你的客户提供建设性的建议。

上网浏览以下这些保险公司网站，研究一下各大保险公司对不同车型的保险条款，以便能够为你的客户提供建设性的建议。

Secret to your success in careerSecret to your success in career

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True or false

Exercise Scene 2

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Dick calls Bob to ask something about insurance.

Dick thinks Bob offering good service and will buy it.

Bob is John’s friend.F

FT

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True or false

Exercise Scene 2

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Mr. William makes his living by teaching.

Mr. William buys insurance for his car right away.

Mr. William has a car accident recently. T

FT

Module 1 Before Sales Service

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