| Abstract | 第1-6页 |
| 摘要 | 第6-7页 |
| Table of Contents | 第7-9页 |
| 1. Introduction | 第9-11页 |
| ·Background of the Study | 第9-10页 |
| ·Significance of the Study | 第10-11页 |
| 2. Literature Review | 第11-31页 |
| ·An Overview of Personal Selling | 第11-20页 |
| ·Personal Selling Communication | 第11-13页 |
| ·Nonverbal Communication | 第13-17页 |
| ·Sales process | 第17-20页 |
| ·Brief review on politeness | 第20-31页 |
| ·Studies on politeness abroad | 第20-27页 |
| ·Studies on politeness in China | 第27-31页 |
| 3. Research Design | 第31-33页 |
| ·Research questions | 第31页 |
| ·Data collection | 第31-32页 |
| ·Data transcription | 第32页 |
| ·Analytical method | 第32-33页 |
| 4. Analysis of Face Threatening Acts in Personal Selling Conversations | 第33-42页 |
| ·Kinds of Face Threatening Acts in personal selling conversations | 第33-37页 |
| ·Threatening Acts to negative face | 第33-35页 |
| ·Threatening Acts to positive face | 第35-37页 |
| ·Analysis of different proportion of Face Threatening Acts | 第37-40页 |
| ·Weightiness of Face Threatening Acts | 第40-42页 |
| 5. Realization of Politeness Strategies in Personal Selling Conversations | 第42-57页 |
| ·Positive Politeness used by salespeople | 第42-50页 |
| ·Claiming common ground | 第42-45页 |
| ·Indicating cooperation | 第45-48页 |
| ·Fulfilling emotional needs of customers | 第48-50页 |
| ·Negative Politeness used by salespeople | 第50-53页 |
| ·Giving freedom of action | 第50-52页 |
| ·Disassociating speaker and hearer from act | 第52-53页 |
| ·Off record used by salespeople | 第53-55页 |
| ·Tautology | 第53-54页 |
| ·Presupposition | 第54-55页 |
| ·Bald on record used by customers | 第55-57页 |
| 6. Conclusion | 第57-59页 |
| ·Summary of findings | 第57-58页 |
| ·Limitations | 第58-59页 |
| Bibliography | 第59-62页 |
| Appendix | 第62-67页 |
| Acknowledgements | 第67页 |
