Objective
You will learn about how a salesperson handles a challenging client through patience, strategy, and understanding. Focus on how the sales process involves communication, emotional intelligence, and long-term thinking.
Vocabulary Table
| Word | Definition |
|---|---|
| Daunting | Something that feels difficult or overwhelming to deal with |
| Undoubtedly | Without a doubt; certainly |
| Negotiation | A discussion aimed at reaching an agreement |
| Persistence | The quality of continuing something even when it’s difficult |
| Rapport | A good and trusting relationship between people |
| Objection | A reason given for not agreeing with something or someone |
Passage 1: Email from a Sales Manager
Subject: Support Needed – Client Meeting Tomorrow
Hi Naomi,
I know the meeting with Mr. Lambert tomorrow may feel daunting, especially after how the last one ended. However, I believe you are the right person to lead this. Your calm approach and ability to build rapport are exactly what we need now.
Mr. Lambert had several objections during our last discussion, mainly about the pricing and implementation timeline. Try to listen carefully, and focus on his concerns without being defensive. Ask open-ended questions and show that we’re willing to work with him.
Remember, we’re not just selling software — we’re building trust. And that takes persistence.
Let me know if you’d like to go over your strategy before the meeting.
Best,
Rachel (Sales Manager)
Passage 2: Internal Memo – Meeting Outcome
To: Sales Team
Subject: Client Win – Lambert IndustriesGreat news, everyone — Naomi closed the deal with Lambert Industries!
The meeting began with some concerns, but Naomi handled it professionally. She acknowledged Mr. Lambert’s worries and guided the conversation toward solutions. Her focus on listening and showing flexibility helped reduce tension.
Undoubtedly, her preparation and patient communication made the difference. The client even said, “You didn’t push me — you understood me.”
This is a reminder that closing a sale isn’t always about pushing the product. Sometimes, the key is negotiation, empathy, and being open to feedback. Naomi’s work here sets a great example.
Vocabulary Practice
Task:
Write a short paragraph (3–4 sentences) using at least two vocabulary words. Think about how these words can apply to a real-life work situation.
Example:
The new client had many objections about our product, but I stayed calm and listened. It was a daunting meeting, but I asked questions to understand her better. In the end, she agreed to a trial version.
TOEIC-Style Questions
1. What is the main purpose of the first email?
A. To schedule a new meeting with Mr. Lambert
B. To warn Naomi not to talk about pricing
C. To encourage and prepare Naomi for a client meeting
D. To summarize the deal that was made with the client
2. What can be inferred about Naomi’s communication style?
A. She tends to avoid difficult conversations
B. She focuses on building understanding and trust
C. She always agrees with the client
D. She prefers to negotiate only by email
3. What does the word “undoubtedly” most likely mean in the memo?
A. Uncertainly
B. In a friendly way
C. Without a doubt
D. Quickly
Answers
Correct Answer: C- Correct Answer: B
- Correct Answer: C
