销售如何开场白

开场白是销售人员与客户见面时，前两分钟（如果电话行销的是前30秒）要说的话，这可以说是客户对销售人员第一印象的再次定格（与客户见面时，客户对你的第一印象取决于衣着与销售人员的言行举止）；虽然经常讲不能用第一印象去评判一个人，往往我们的客户却经常用第一印象来评价您，这决定了客户愿不愿意愿不愿意给你机会继续谈下去。

在这里值得一提的是，如果是您主动征得客户同意会面的，您的开场白非常重要；而如果是客户主动约见你，客户的开场白就决定了你的开场。

开场白一般来讲，包括以下几个部分：

1. 感谢客户接见你并寒暄、赞美

2.自我介绍或问候

3.介绍来访的目的（此中突出客户的价值，吸引对方）

4.转向探测需求（以问题结束，好让客户开口讲话）

现在我们来看一个例子：

当销售人员如约来到客户办公室，开场：“陈总，您好！看您这么忙还抽出宝贵的时间来接待我，真是非常感谢阿！（感谢客户）陈总，办公室装修得这么简洁却很有品位，可以想象您应该是一个做事很干练的人！（赞美）这是我的卡片，请多指教！（第一次见面，以交换名片自我介绍）陈总以前接触过我们公司吗？（停顿）

我们公司是国内最大的为客户提供汽车租赁服务的公司。我们了解到现在的企业不仅关注提升市场占有率、增加利润，同时也关注如何节省管理成本；考虑到您作为企业的负责人，肯定很关注如何最合理配置您的交通工具，节省成本，所以，今天来与您简单交流一下，看有没有我们公司能协助得上的。（介绍此次来的目的，突出客户的利益）贵公司目前正在使用哪个公司的汽车租赁服务？（问题结束，让客户开口）

从上面的例子可以看出，开场白要达到的目标就是吸引对方的注意力，引起客户的兴趣，使客户乐于与我们继续交谈下去。所以在开场白中陈述能给客户带来什么价值就非常重要。可要陈述价值并不是一件容易的事，这不仅仅要求销售人员对自己销售的产品或者服务的价值有研究，并且要突出客户关心的部分，找出我们即将带给他的产品的结合点。因为，每个人对一件物品的价值是不同的，同样购买一件衣服，有的人考虑的是衣服的款式，有的人考虑的是衣服的质量，有的人考虑的是衣服的品牌等等，他关注的就是这件衣服的价值所在，如果这件衣服有10个好处，顾客也只是考虑2-3个好处就足以促使他购买了，因此，如何找出客户最关注的价值并结合陈述，是开场的关键部分。

那么如何吸引客户的注意力，有几种常用的方法：

1.提及客户现在可能最关心的问题：

听您的朋友提起，您现在最头疼的是产品的废品率很高，通过调整了生产流水线，这个问题还没有从根本上改善。

2. 谈到客户熟悉的第三方

您的朋友王善达介绍我与您联系的，说您近期想增置几台电脑 -

3. 赞美对方

他们说您是这方面的专家，所以也想和您交流一下

4.提起他的竞争对手

我们刚刚和XX公司有过合作，他们认为 -

5.引起他对某件事情的共鸣（原则上是客户也认同这一观点）

很多人认为面对面拜访客户是一种最有效的销售方式，不知道你是怎么看的

6.用数据来引起客户的兴趣和注意力

通过增加这个设备，可以使您提升50%的生产效率 -

我知道贵企业现在的产品废品率比较高，如果有一种方法使您的废品率降低一半的话，您是否有兴趣了解？

7.有时效性的

我觉得这个活动能给您节省很多话费，同时也截止到12月31日，所以应该让您知道

上面这几种方法，可结合交叉使用，重要的是要根据当时的实际情况。当然我们在与客户交谈的时候，一定要以积极开朗的语气对客户表达与问候。

我们经常会发现，我们去与客户会面时，刚开始10分钟气氛很好，可过了一会儿，就不知道和客户谈什么，或者是整个过程只是销售人员一个人在发表演说。一定要记住，为了使客户开口讲话，一定要以问题结束您的开场白，否则会陷入暂时的僵

局，一下子会让我们无话可说。

第二篇：Introductions介绍和开场白

Introductions介绍和开场白.txt43风帆，不挂在桅杆上，是一块无用的布；桅杆，不挂上风帆，是一根平常的柱；理想，不付诸行动是虚无缥缈的雾；行动，而没有理想，是徒走没有尽头的路。44成功的门往往虚掩着，只要你勇敢去推，它就会豁然洞开。Introductions介绍和开场白

来源： 作者： 发布时间：2007-04-08

People in the United States don't always shake hands when they are introduced to one another. However, in a formal or business situation people almost always shake hands. (来源：英语麦当劳－英语快餐EnglishCN.com)

1.A: Mary, this is Joe's brother David.

B; I'm very glad to meet you.

C: It's a pleasure to meet you.

B: How do you like Texas so far?

C: It's really different from what I expected.

B: Don't worry. You'll get used to it in no time.

2.A: Mrs. Smith, I'd like to introduce a friend of mine, Peter.

B: Pleased to meet you.

C: How do you do?

B: I hope you're enjoying your stay here.

C: If it weren't for the climate, I'd like it here very much.

B: It always takes time to get used to a new place.

(来源：英语麦当劳http://www.EnglishCN.com)

Special Greetings 节假日的问候 (来源：英语图片)

There are eight national holidays celebrated in the United States: New Year's Day(Jan.), Washington's Birthday (Feb.), Memorial Day(May), the Fourth of July, Labor Day (Sep.),Veteran's Day(Nav.),Thanksgiving(Nov.) and Christmas (Dec.), In addition, there are many state and local holidays.

1. A: Merry Christmas!

B: The same to you!

A: Are you doing anything special?

B: We're having some friends over. What are you doing?

A: Oh, I'm just going to take it easy.

2. A: Happy New Year!

B: Thank you! Same to you.

A: Have you got any plans?

B: Well, my family's away and I can't afford to do much. What about you? A: Oh, I haven't decided what I'm going to do yet.

Meeting old friends 老友重逢

Many people shake hands when meeting after they haven’t seen each other for a long time.

1. A: I haven't seen you for ages. You haven't been sick, have you?

B: No, I've been in California for the past month.

A: How nice. Where were you exactly? (来源：英语交友) B: San Diego. I got back yesterday.

2. A: Well, hello, stranger! Have you moved or something?

B: No, I went to California for a few weeks.

A: Oh, really? Where did you go?

B: Los Angeles. I stayed with my brother. (来源：英语麦当劳http://www.EnglishCN.com)

Saying Goodbye 告别

(来源：英语博客)

When you're far from friends and family, you can keep in touch with them by letters, post cards, short notes or phone calls.

1.A: I'd like to say goodbye to everyone.

B: What time are you going?

A: My plane leaves at 7:25.

B; Well, goodbye and have a good trip!

A: Goodbye. Remember to look me up if you're ever in Washington.

2.A; I'm calling to say goodbye.

B: When do you leave?

A: I'm catching the 11:00 train.

B: Take care of yourself and don't forget to keep in touch.

A: Goodbye. Thanks again for everything. (来源：英语论坛)

Saying Thank You 道谢 (来源：英语论坛)

When someone invites you for dinner, you can bring flowers, candy or a bottle of wine. Sometimes people send a thank you note to the host or hostess a few days after the event.

1.A: I really must be going now.

B: But you just got here. Can't you stay a little longer?

A: That's very nice of you, but I really can't.

B: Well, it's too bad that you have to go.

A: Thanks very much. It was a great party!

B: It was our pleasure.

2.A: I really should be on my way.

B: Oh, not yet! At least have one for the road.

A: No. Thanks all the same.

B: Well, I'm sorry you have to leave so early.

A: Thank you very much. We really had a good time.

B: Well, thank you for coming.

(来源：英语论坛)

Asking People to Repeat 请人复述

(来源：英语麦当劳www.EnglishCN.com)

As long as you ask politely, most people do not mind repeating something you didn't hear or understand.

1.A: I'm sorry, but I didn't catch what you said.

B: I said, "Is there anything I can do?"

A: If it's not too much trouble, I would like some help.

B: It's no trouble at all. I'll carry this suitcase for you.

2.A: I beg your pardon?

B: I said, "Do you need any help?"

A: That's very nice of you. I guess I could use some help.

B: Just tell me what you'd like me to do.

Asking Favors 求助

(来源：英语交友)

When you ask for things, it is important to be polite. The intonation that you use in making your request is as important as what you actually say. When you think someone will refuse your request, you can ask the question in such a way that the refusal does not cause embarrassment.

1. A: Would you mind if I borrowed your car?

B: Well, when exactly?

A: Until Monday or Tuesday of next week.

B: I'm sorry, but it's just not possible.

2. A: I was wondering if you'd let me stay with you for a few days.

B: It really depends on when.

A: Until next weekend, if that's OK.

B: Let me think it over, and I'll let you know later.

Giving Compliments 赞美

Friends often compliment one another on clothes, especially if the clothes are new. Listen Now

1.A: What a beautiful sweater!

B: Do you think it looks good on me?

A: Yes, and it goes beautifully with your pants.

B: You won't believe it, but it was really cheap.

A: I wish I could find one just like it. (来源：英语聊天室http://chat.EnglishCN.com)

2.A: I like your new coat.

B: Do you think it fits OK?

A: Yes. It looks terrific!

B: I bought it at half price.

A: You were lucky to find it.

Apologizing 道歉

Sometimes it is necessary to tell someone bad news gently.

1.A: I'm afraid I spilled coffee on the tablecloth.

B: Oh, don't worry about it.

A: I want to apologize. Is there anything I can do?

B: Just forget about it. I never did like it anyway.

2.A: I'm sorry, but I can't find the book you lent me.

B: That's OK.

A: I really feel bad about it. Let me buy you a new one.

B: No. Don't be silly. I wouldn't dream of letting you do that. (来源：英语麦当劳－英语快餐EnglishCN.com)

Making Friends 交朋友

When making new friends, there are usually three parts to the conversation you will have with your new friend. The first is the greeting. In this part, you and your new friend will greet each other and tell each other your names. The second part is the conversation. Sometimes the conversation is small talk and some times the conversation is about important matters, such as business. "Small talk" is an American slang term. It means that the conversation is about matters that are not very important.

When conversing with your new friend, it is customary to give information about your family, your work, or you will talk about any matter that is important to you and your new friend. The third part of the conversation is the leave-taking. In this part, you tell your new friend that you are happy to meet him and that you must end the conversation.

In this conversation, Thin will introduce himself and his wife to Jim, their new neighbor. (来源：英语聊天室http://chat.EnglishCN.com)

Apartment Hunting

Bill is looking for a new apartment. He just moved to a new city in order to start studying at a university. He is at a Rental Agency in the new city.

Agent: Hi! Welcome to Rental Property Management. How may I help you?

Bill: Hi, yes. I'm interested in renting a two-bedroom apartment.

Agent: Okay. If you have a seat, one of our rental agents will be with you in a moment.

(来源：英语麦当劳http://www.EnglishCN.com)

Bill: Thank you.

Associate: Hi, my name is Ann Smith.

Bill: Hi, I'm Bill Harrington.

Ann: Hi, Mr. Harrington. So that we will be able to match your needs better, I would like to ask you a few questions before I show you what we have available. First, what

price range were you interested in?

Bill: Somewhere between $400-$450 a month.

Ann: Okay. Did you have a specific location in mind?

Bill: Well, I would like to live somewhere near the university. Or at least on a bus line.

Ann: And when would you like to move in?

Bill: On the first of the month.

Ann: Okay. Are there any other amenities which you would like to have? For example, a dishwasher, a balcony, a swimming pool or central air conditioning?

Bill: I would definitely like to have a dishwasher, and with summers like these, central air! A balcony is not that important. Oh, yes, and two bathrooms would be nice.

Ann: Okay. Here are photos of the apartments we have available, which fit your preferences.

(来源：英语聊天室http://chat.EnglishCN.com)

Bill: Thank you. This one on Broadway Avenue looks nice. I would like to see that one. And the one on Main Street.

Ann: Sure. Let me get the keys and we will go look at them. If you choose to rent one of them, we will need a damage deposit of $250. You will be responsible for all the utilities. You can sign a lease today, if you like.

Bill: Great! Thank you. (来源：英语论坛)

At the Library

Librarian: Can I help you?

Natalie: Yes. I am a bit confused. My sociology class is supposed to read a chapter in a book called Sociology and the Modern Age. According to the syllabus, the book is in the library, but I haven't been able to find it.

Librarian: Do you have your syllabus with you? May I see it?

Natalie: Yes, uh.... I put it in the front of my sociology notebook. Oh, here it is. Librarian: Let me see. Oh yes. Your professor has placed this book on reserve. That means you cannot find it on the shelves in its usual place. You need to go to a special room called the reserve room. It's down the hall and to the right.

Natalie: I'm sorry - I still don't understand what you mean by on reserve.

Librarian: You see, your professor wants every one in the class to read the chapter. If one student removes the book from the library, it is likely that none of the other students will have the opportunity to read it. So, your professor has insured that all students have the opportunity to read it by placing it on reserve.

(来源：英语交友)

Natalie: So, will I be able to find this book?

Librarian: Yes, when a book is on reserve, a student can go to the reserve room and ask the reserve librarian for the book. The student can have the book for a few hours, and he or she MUST read it in the library during that time. That way, the book stays in the library, and all students have a chance to read it.

Natalie: Okay. Thank you. I understand now.

Librarian: Will there be anything else?

Natalie: No! I am on my way to the reserve room. Thanks again!

(来源：英语博客)

Asking for the Way

Visitor: Can you tell me how to reach the bank please?

Policeman: Which bank? There are two: the Allied Irish Bank and the Bank of Ireland. Visitor: I have an AIB pass card and I want to withdraw money from the bank. Policeman: You need to go to the Allied Irish Bank which is near the local shopping center, Dunnes Stores.

Visitor: How do I get there. I have no knowledge of this area.

Policeman: Cross the road and turn left at the other side. Walk along the footpath until you reach the traffic lights. You will see a shopping center on the right hand side. Walk across the road and turn right after the shopping center. Keep going straight for about 100m and the bank is to your left.

Visitor: It sounds very complicated. How far is it from here?

Policeman: It's not so complicated. It's about five minutes walk from here. I can draw a map for you if you wish.

Visitor: Oh, I would really appreciate that. By the way will I be going North or South ? (来源：英语麦当劳www.EnglishCN.com)

Policeman: You will be going northwards. You are now in the Western part of the city and the Allied Irish Bank is situated in the North East. Here's a rough sketch of the area.

(来源：英语聊天室http://chat.EnglishCN.com)

A VISIT TO THE ADVISOR

In this conversation, an international student has been asked to see her advisor. The advisor has something very important to discuss with the student.

Student: You wanted to see me?

Advisor: That's right. We need to have a serious talk.

Student: About what?

Advisor: Your attendance--or rather, lack of it.

Student: OK, so I've ditched class a few times . . .

Advisor: A few times? I've been told you've missed six out of eight times in two different classes! That's really setting yourself up to fail.

Student: Oh, come on. Those classes are really boring!

Advisor: But they're also required, so that doesn't matter. You're about to be in big trouble.

Student: What's the big deal about missing some classes?

Advisor: The big deal is that you're here on a student visa.

Student: So?

Advisor: So if you don't attend class regularly, you won't be a full-time student--which your visa requires. You'll be out of status.

(来源：英语聊天室http://chat.EnglishCN.com)

Student: What are you gonna do? Turn me in to the Immigration Police?

Advisor: Oh, of course I'll have to report you if you continue missing your class, but I'm going to do something else first.

Student: Like what?

Advisor: Like faxing your father.

Shopping in America Ⅰ

Conversation A is a typical conversation about shopping in the United States. Masahiro is an international student who has just arrived from Japan, and Anna and Will are introducing him to the shopping scenario in America.

Anna: As I was telling you, Masa, where you shop depends largely on what you need. So, if you want to buy an answering machine or a CD-player, your best bet would probably be an appliance store such as Radio Shack..

Will: Yup! Or Circuit City. I like Best Buy the best, though.

Masahiro: Why?

Will: Coz they usually have the best deals. They have sales on their TVs and CD-players every once in a while.

Anna: Hum. I'll bet they send you their glossy ads loaded with so-called "SALES"! (来源：英语博客)

Masahiro: (laughs)

Anna: Well, I still think the CD-player I bought from them was a rip off.

Will: I'll admit some of their items are high-priced, but at least the shopper's guaranteed quality. There are very few places that have such a wide selection. Masahiro: I need to buy disks, at least two disk holders, note cards, transparencies, and that kind of stuff.

Will: For office supplies, I suggest Office Max.

Anna: Or Comp USA. One good thing about living in a campus town, though, is that you can easily get that stuff at any of the bookstores. No doubt they do overcharge. I try to get around that by shopping around.

Masahiro: Shopping around?

Anna: Yes. That simply means you go to different stores check out the prices of items you need and purchase them from the store(s) with the lowest price or prices. Masahiro: I see. Sounds very practical.

Will: And time-consuming, too!

Masahiro: Where is Office Max located?

Anna: There's one in the mall, so we can stop by there this afternoon. (来源：英语麦当劳－英语快餐EnglishCN.com)

Masahiro: Great! Thanks.

Will: Hey, Masa. Just so you know, you can always run to the discount stores whenever you're out of something you need right away. There are several around campus. Anna: That's right. And they carry pretty much everything a student needs. Pop, pasta, eggs, hair spray . . . you name it!

Will: They don't usually carry milk, though, so you might want to walk down to White Hen (Pantry), Walgreen’s, or some other convenience stores close by.

Anna: I wouldn't advise you to buy things in bulk from such stores, though. I mean, do your major shopping at the specialized stores. It's much cheaper, and more convenient in the long run.

Masahiro: Good advice!

Will: Sort of like Mom's!

Anna: Hey, watch it!

Will: Just kidding'!

Masahiro (laughs). Life sounds great in this town! Oh! Before I forget, guys, where can I rent movies? I love watching movies in my spare time.

Anna: Me too! Let's see. There are two video stores close to your apartment. Lucky you! One's Blockbuster, and the other's that's Entertainment. I believe they both have specials on weekdays, right Will? (来源：英语麦当劳http://www.EnglishCN.com) Will: Yes. But not for the new releases. It's usually a buck each for the older movies. Anna: Are you guys ready to go to the mall?

Masahiro & Will: Sure.

Anna: Masa, don't forget to take your shopping list with you.

Masahiro: Thanks for reminding me.

Anna: You're welcome. What are we waiting for? Let's go.

Shopping in America Ⅱ

Anna: Here we are, guys, I'm going to stop by Bergner's first. I might just get lucky today. Who knows, some of their dresses might be on SALE.

Masahiro: Bergner's?

Will: It's a fairly well known department store. Sort of like Penny's. They've got some quality stuff. Wanna check it out?

Masahiro: Why not.

Anna: I need to get something for Lisa's birthday. She's into name brands. Any suggestions?

Will: A Gucci handbag or Calvin Klein T-shirt might be nice. Designer perfume is another option. Which reminds me! I have a 15% discount coupon for Lerner's and Penny's. I hardly ever shop at Lerner's, as I'm not that big on women's clothing. And I rarely shop at Penny's, so go ahead and use the coupons if you can. Here they are (handing them over). (来源：英语麦当劳www.EnglishCN.com)

Anna: Thanks a lot, Will. That's really very thoughtful of you.

Will: My pleasure, Ma'am!

Anna: Oh no! I was supposed to give Liz a buzz an hour ago! Hope I have a quarter (checks her purse).

Will: Need a nickel?

Anna: Actually, I don't have anything but pennies in change. Do any of you have a dollar in change?

Masahiro: Sorry, I don't, but I do have 35 cents on me. Will that be okay for the phone call?

Anna: Great! I really appreciate it. I'll make it quick. Do you guys want to go ahead? Masahiro: We'll wait.

Will: Just don't forget us.

Anna: I won't. Why don't we just meet here in 30 minutes?

Will: Sounds good. I guess I'll just look around.

Salesperson: Can I help you, Sir?

Will: No thanks, I'm just looking. Well, just out of curiosity, how much is that necklace?

Salesperson: Twenty-nine, ninety nine.

Will: Really! My sister's birthday is tomorrow. She loves jewelry. I just wasn't sure I could afford it.

Saleperson: You'll find that a lot of our stuff is amazingly affordable. (来源：英语交友)

Will: Well, that's certainly nice to know. I'll take it.

Saleperson: It's a good choice. I'm sure she'll love it.

Will: Let's hope so.

Salesperson: Cash or charge, Sir?

Will: Charge, please. Do you accept Discover?

Salesperson: Yes, we do.

Will: Great.

Salesperson: That comes to thirty-one, ninty-nine with tax (handing him the charge sheet). Please sign next to the "X."

[Meanwhile, in another section of the store]

Salesperson: Do you need some help, Sir?

Masahiro: Well, I'm looking for . . . let's see. I've forgotten the name again! It's used to make fresh coffee.

Salesperson: A coffee maker?

Masahiro: That's right.

Salesperson: Well, we have a few in kitchenware, which is upstairs.

Masahiro: Thank you.

Salesperson: You're welcome.

[Minutes later]

Anna: Oh, there you are, Masa! What did you get?

Masahiro: Just a simple coffee maker.

Anna: Good choice, and you, Will? Find anything interesting? (来源：英语麦当劳－英语快餐EnglishCN.com)

Will: A necklace for Stephanie's birthday.

Anna: Lucky her!

Will: Did you get anything?

Anna: Just a couple of silly earrings that I liked. I hope I wear 'em! I did a lot of window-shopping.

Will: That can't hurt.

Anna: True. Well, do you guys need anything else from this place?

Masa: One last thing. Oh no! I've forgotten what you call it?

Will: Just describe it and we'll probably figure out what it's called.

Masa: It's a crystal container for flowers with long stems. I need to get one for my

Mom.

Anna: Oh! A VASE!

Masa: That's it!

Anna: They should have a bunch in giftware.

Will: Let's go get one.

Anna: I'm going to have to stop by Jewel on my way home. Is that okay with you guys? I'm almost completely out of groceries.

Will: No problems. I could pick up a couple of things, too.

Greeting

1. Hello.你好！

2. Good morning.早晨好！

3. I’m John Smith.我是约翰、史密斯。

4. Are you Bill Jones?你是比尔、琼斯吗？ (来源：英语麦当劳http://www.EnglishCN.com)

5. Yes, I am.是的，我是。

6. How are you?你好吗？

7. Fine, thanks.很好，谢谢。

8. How is Helen?海伦好吗？

9. She’s very well, thank you. 她很好，谢谢您。

10. Good afternoon, Mr. Green.午安，格林先生。

11. Good evening, Mrs. Brown.晚上好，布朗夫人。

12. How are you this evening?今晚上您好吗？

13. Good night, John.晚安，约翰。

14. Good-bye, Bill.再见，比尔。

15. See you tomorrow.明天见。

Classroom expressions 课堂用语

16. Come in, please. 请进！

17. Sit down. 坐下！

18. Stand up, please. 请站起来。

19. Open your book, please. 请把书打开。

20. Close your book, please. 请把书合上。

21. Don’t open your book. 别打开书。

22. Do you understand?你明白了吗？

23. Yes, I understand. 是的，我明白了。

24. No, I don’t understand. 不，我不明白。

25. Listen and repeat. 先听，然后再重复一遍。

26. Now read, please. 现在请大家读。

27. That’s fine. 好得很。

28. It’s time to begin. 到开始的时候了。 (来源：英语聊天室http://chat.EnglishCN.com)

29. Let’s begin now. 现在让我们开始。

30. This is Lesson One. 这是第一课。

(来源：英语麦当劳－英语快餐EnglishCN.com)

Identifying objects 辨别物品

31. What’s this? 这是什么？

32. That’s a book. 那是一本书。

33. Is this your book? 这是你的书吗？

34. No, that’s not my book. 不，那不是我的书。

35. Whose book is this? 这是谁的书？

36. That’s your book. 那是你的书。

37. And what’s that? 还有那是什么？

38. Is that a book? 那是一本书吗？

39. No, it isn’t. 不，不是。

40. It’s a pencil. 那是一枝铅笔。

41. Is it yours? 它是你的吗？

42. Yes, it’s mine. 是，是我的。

43. Where’s the door? 门在哪儿？

44. There it is. 门在那儿。

45. Is these book his? 这本书是他的吗？ Identifying objects.辨别物品

46. What are these? 这些是什么？

47. Those are books. 那些是书。

48. Where are the books? 那些书在哪儿？

49. There they are. 在那儿。

50. These are my pencils. 这些是我的铅笔。

51. Where are your pens? 你的那些钢笔在哪儿？

52. They’re over there. 在那里。

(来源：英语麦当劳http://www.EnglishCN.com)

53. Are these your pens? 这些是你的钢笔吗？

54. Yes, they are. 是我的。

55. Those are mine. 那些是我的。

56. These are your books, aren’t they? 这些书是你的，对不对？

57. No, they aren’t. 不，不是。

58. They’re not mine. 不是我的。

59. These are mine, and those are yours. 这些是我的，而那些是你的。

60. Those aren’t your pens, are they? 那些钢笔不是你的，对吧？

Identifying people by occupation 辨别身份

[5] Identifying people by occupation 辨别身份

61. Who are you? 你是谁？

62. I’m a student. 我是学生。

63. Who is that over there? 那边那个人是谁？

64. He’s a student, too. 他也是学生。

65. Is that lady a student? 那位女士是学生吗？

66. No, she isn’t. 不，她不是。

67. Those men aren’t students, either. 那些人也不是学生。

68. Am I your teacher? 我是你们的教员吗？

69. Yes, you are. 是的，你是。

70. That man is a teacher, isn’t he? 那个人是位教员，对不对？ (来源：英语博客)

71. Yes, he is. 是的，他是。

72. Who are those people? 那些人是谁？

73. Maybe they’re farmers. 他们可能是农民。

74. Aren’t they students? 他们不是学生吗？

75. I really don’t know. 我真的不知道。

(来源：英语图片)

Introductions and courtesies 介绍和礼节

[6] Introductions and courtesies 介绍和礼节

76. What’s your name? 你叫什么名字？

77. My name is Jones. 我姓琼斯。

78. What’s your first name? 你的名字叫什么？

79. My first name is Bill. 我的名字叫比尔。

80. How do you spell your last name? 你的姓怎么拼法？

81. Jones. J-O-N-E-S. 琼斯，J－O－N－E－S。

82. What’s your friend’s name? 你的朋友叫什么名字？

83. His name is John Smith. 他叫约翰、史密斯。

84. John and I are old friends. 我和约翰是老朋友了。

85. Are you John’s brother? 你是约翰的兄弟吗？

86. No, I’m not. 不，我不是。

87. This is Mr. Jones. 这是琼斯先生。

88. How do you do? 你好！

89. Mrs. Jones, this is Mr. John Smith. 琼斯夫人，这是约翰、史密斯先生。

90. Very please to meet you. 见到您很高兴。

(来源：英语麦当劳www.EnglishCN.com)

Days and months of the calendar 年历的周日和月份

91. What day is today? 今天是星期几？

92. Today is Monday. 今天是星期一。

93. What day was yesterday? 昨天是星期几？

94. Yesterday was Sunday. 昨天是星期日。

95. What day is tomorrow? 明天是星期几？

96. What month is this? 现在是几月份？

97. This is January. 现在是一月份。

98. Last month was December, wasn’t it ? 上个月是十二月，对不对？

99. Yes, it was. 是，是十二月份。

100. What month is next month? 下个月是几月份？

101. I was in the hospital for several weeks. 我在医院里住了几个星期了。 102. Where were you on Tuesday? 星期二你在哪里？

103. You were here in February, weren’t you? 二月份你曾在这里，对不对？ 104. No, I wasn’t. 不，我没有在这里。

105. Your friend was here a week ago, wasn’t he? 一个星期前，你的朋友曾在这里，是不是？ (来源：英语麦当劳－英语杂志EnglishCN.com)