文摘
英文文摘
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Chapter 1 Introduction
1.1 The Rationale of the Study
1.2 The Objective and Significance of the Study
1.3 Research Methodology
1.4 Data Collections and Descriptions
1.5 The Organization of the Study
Chapter 2 Literature Review on Conversation Analysis
2.1 Relevant Studies
2.2 Conversation Analysis
2.2.1 Harvey Sack's Contributions and Definition
2.2.2 Data Collection and Transcriptions
2.3 Some Basic Findings of CA
2.3.1 Turn-Taking System
2.3.2 Adjacency Pair Organization
2.3.3 Overall Organization
2.3.4 Paralinguistic and Kinesical Signals
Chapter 3 An Overview of Selling
3.1 A General Introduction to Personal Selling
3.2 Qualifications of Salespeople
3.3 Personal Selling Communication
3.4 Sales Process
3.4.1 Approach
3.4.2 Presentation
3.4.3 Demonstration
3.4.4 Handling objections
3.4.5 Closing
Chapter 4 Data Analysis
4.1 Turn-taking Strategies
4.1.1 Turn-claiming Strategies
4.1.2Turn-holding Strategies
4.1.3 Turn-yielding Strategies
4.2 Repair Strategies of Silence and Overlapping
4.3 Adjacency Pair Manipulations
4.4 Overall Organization
4.4.1 Opening Strategies
4.4.2 Closing strategies
Chapter 5 Conclusion
5.1 Summary of the Study
5.2 Limitations and Suggestions for Further Studies
Bibliography
Acknowledgements
