Иностранный язык для делового общения

Перед Вами диалог между продавцом в сфере так называемых активных продаж (Salesman) и домохозяйкой (Mrs. Curtis). Прочитайте диалог, проанализируйте речевые стратегии и тактики участников. Дайте развернутые ответы на следующие вопросы. Ответ вышлите (объем – 1-2 страницы, шрифт Times New Roman, 16).
1. Цель участников диалога
2. Какие формы речевого воздействия (прямые или косвенные) использует продавец? Ответ подтвердите примерами.
3. Как можно охарактеризовать речевую стратегию продавца – как стратегию сотрудничества или стратегию конфронтации? Ответ подтвердите примерами.
4. Какие конкретные приемы (тактики) использует продавец? Опишите их и приведите примеры?
5. Нарушаются ли в процессе общения принципы коммуникативного кодекса? Какие именно – приведите примеры.
6. Эффективна ли избранная продавцом стратегия общения? Почему?
SALESMAN: Mrs. Curtis?
MRS. CURTIS: Yes.
SALESMAN: You don't know me. I'm an educational consultant.
MRS. CURTIS: Oh!
SALESMAN: And I wonder if I could talk to you about your children's future.
MRS. CURTIS: My children's future. Well...er...
SALESMAN: Could I come in for a moment?
MRS. CURTIS: Well. I don't…
SALESMAN: Thank you. I won't take much of your time… I'm sure you're very busy.
MRS. CURTIS: No, no. I was just making a cup of tea.
SALESMAN: That's very kind of you. I never say no to a cup of tea. Just one sugar.
MRS. CURTIS: Hmm. Hmm. There you are.
SALESMAN: The children are at school, I suppose.
MRS. CURTIS: Yes, that's right.
SALESMAN: Which school do they go to?
MRS. CURTIS: Worlsden Primary... just up the road.
SALESMAN: And how old are they?
MRS. CURTIS: Gary's eight and Julia's ten.
Salesman: How are Gary and Julia doing at school?
MRS. CURTIS: All right. About average, I suppose. They seem to be very happy there.
SALESMAN: Only average, eh? Hmm...do you think they could do better?
MRS. CURTIS: I don't think so. I'm sure they're doing their best. Anyway we leave that up to the teachers.
SALESMAN: But I'm sure you want your children to do well, don't you, Mrs. Curtis? I mean it's only natural to want the best for one's children, isn't it? I suppose Gary and Julia read a lot at home.
MRS. CURTIS: Well. Not a lot. They watch the 'telly' a lot... And they bring books home from school.
SALESMAN: Hmm. But that's not the same as having your own books at home, is it? Research has shown that children who read lots of books at home do better at school, you know. Reading's very important.
MRS. CURTIS: I'm sure it is. We sometimes buy them books for Christmas.
SALESMAN: Yes, but what kind of books! Let me show you this. Just look at that for a moment and tell me what you think of it.
MRS. CURTIS: Hmm. It's beautiful...the pictures are lovely.
Salesman: And it's not just the pictures, Mrs. Curtis. All human knowledge is there. Everything your children might want to know on every subject under the sun.
MRS. CURTIS: It must be very expensive.
SALESMAN: Well they are usually. But just for this month, I can give a 20% discount. Those books will never be so cheap again.
MRS. CURTIS: Well, I don't know… I'm sure we can't afford it.
SALESMAN: But these books are an investment in your children's future. You can't really put a price on that, can you, Mrs. Curtis?
MRS. CURTIS: No, I suppose not. I don't know…I...
SALESMAN: I mean, you want your children to do well, don't you?
MRS. CURTIS: Yes, but we haven't for that kind of money, you see.
SALESMAN: Not many people have these days, Mrs. Curtis. But I can make payment very easy for you. You just pay a small deposit and then a small payment every month. That's how other parents pay.
MRS. CURTIS: Well, I just don't know. The books are very nice, I'm sure, and the kids would love them… but I usually let my husband deal with...
SALESMAN: Yes, I understand that, Mrs. Curtis. You just sign this form, we send you the books and if you change your mind, you can always send them back.
MRS. CURTIS: Well, I don't know what to do. I really don't.
SALESMAN: You wouldn't regret it, you know. I can give my word. An offer like this will never come along again. And I know the price is going up at the end of the month.
MRS. CURTIS: All right. Where do I sign?
SALESMAN: Just there, Mrs. Curtis. That's right. It's the best investment you've ever made.