新编剑桥商务英语unit7ppt课件

Module7,1,BusinesstopicSalesBusinessskillsselling,2,7.1Sales,3,Reading,1.Workinpairs.Comparethejobsineachofthefollowingpairs.Whatarethesimilaritiesanddifferences?Saywhichyouwouldprefertodoandwhy.*doctor/vet*fighterpilot/airlinepilot*schoolteacher/universitylecturer*politician/journalist*managerofacompany/managerofacharity,4,Reference:1stpair,Youneedtobehighlyqualifiedtobeadoctororavet.bothdealwithhealthbutobviouslyonedealswithpeople.Iwouldprefertoworkwithanimalsbecausetheyarelessdifficult.,5,Languagesforqualitiesandskills,fighterpilot/airlinepilotExcellenthealth/visionExcellentheartconditionChallenging,dangerouspolitician/journalistFacethepublicandbeeloquentPublicrelationskillsComeacrossnewpeopleandnewthingsFacethesterncriticism,6,Wouldyouprefertoworkinsalesormarketing,why?Canyoulistsomedifferencesbetweenmarketingandsales?,7,2.Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales.Completethetablebelowwithreasonsfromthetext.,-soundsbetteratdinnerparties,-hasanairofglamour(whereassaleshasanunglamorousimage),-(manygraduatesbelieve)youworkoncreativePRcampaignsandgoonlotsofjollies,-marketingseemsmoreattractive(thansales),-itisntasbadasmythssuggest,-unlikemarketing,salesistangible,-ithasadirectimpactonacompanysresults,-youmeetpeopleandcommunicatewithdifferentpersonalities,-insalestheresabuzzofatarget-drivenenvironment,-youcanmanagemillionsofpoundsofbusiness,-makecustomershappy,-itsincrediblyrewarding,8,标题,Notsoldonsales头韵（修辞）对销售工作不感兴趣销售岗位滞销,9,注释,Shakeoffitsunglamorousimage摆脱其乏味的形象Associationwith与的联系DishonestAjobinsalescannotquiteshakeoffitsunglamorousimageorassociationswithsomethingratherdishonest在销售部门工作总是摆脱不了乏味的形象，并与无商不奸的概念仅仅相联,10,Retainanairofglamour显得很风光Jolly痛快，刺激Door-to-door挨家挨户的Coldcalling不期而至的电话Outnumberby.数量上超过,11,Fallinto从事.Gamble赌博Payoff还清，获得成功Dynamic活力的，充满生机的InthebuzzofTarget-drivenCommercialdirect销售总监Incrediblyrewarding回报率令人难以想象Pitch程度，水平Salespitch推销口才,12,MSF（无国界医师组织）isahumanitarian-aidnon-governmentalorganizationbestknownforitsprojectsinwar-tornregionsanddevelopingcountriesfacingendemicdiseases地方病.ItsheadquartersareinGeneva,Switzerland.InCanadaandtheUnitedStates,itisalsoknownasDoctorsWithoutBordersisalsoused.,13,RackspaceManagedHosting可控制虚拟主机公司isanIThostingcompanybasedinSanAntonio,Texas.,14,ProctoradGamble:宝洁公司(P&G)isaFortune500AmericanmultinationalcorporationheadquarteredindowntownCincinnati,Ohioandmanufacturesawiderangeofconsumergoods.,15,Notsoldonsales?对销售工作不感兴趣？,Mythsofsales:NotagoodconversationopenerUnglamorousAssociatedwithsomethingratherdishonestDoor-to-doorworkandcoldcallingNotaprofessionYettheyaremisleading,16,Thetruthaboutsales:,SalesprofessionalsoutnumberpeopleinmarketingSalesistangible,hasdirectimpactonacompanysresultsSalesisallaboutmeetingpeopleandcommunicatingwithdifferentpersonalitiesSalescreatesabuzzofatarget-drivenenvironmentSalescanbemanagingmillionsofpoundsofbusinessandmakingsurethecustomerishappy.Salesisincrediblyrewarding.,17,3.Readthetextagainandanswerthesequestions.,1)Inthefirstparagraph,thewritersaysitseasiertostartconversationsatdinnerparties_.A.ifyouareinsales.B.ifyouareinmarketing.C.ifyouareafighterpilot.D.ifyoulie.2)Accordingtothewriter,thetruthisthat_.A.marketingisabetterprofession.B.salesisactuallymoreglamorousthanmarketing.C.morepeopleareinsalesthanmarketing.D.therearemoregraduatesinmarketing.3)OnereasonRossSnowdonlikessalesmorethanmarketingisbecause_.A.itsbetterpaid.B.youseerealresults.C.youmeetmorepeople.D.youcanworkonyourown.4)Itsdifficulttoattractgraduatesintosalesbecause_.A.manyarentsuitedtoit.B.theyarentpassionate.C.theydonthavetherightqualifications.D.ofafalseperception.,18,Vocabulary:Salesterms,Matchthesewords(1-7)fromthetexttotheirdefinitions(A-G).,1.salespitch2.door-to-doorselling3.abuzz4.amyth5.coldcalling6.anair7.jollies(informal),A.Makinganunexpectedphonecallorvisittosellsomething.B.Excitement.C.Businesstripswithlotsoffreeentertainment.D.Knockingondoorsalldaytosell.E.Makingaspeechtoconvincepeopletobuysomething.F.Somethingpeopleincorrectlybelievetobetrue.G.Feelingorattitude.,19,另外一些有关销售的表达法：（1）salesquota销售定额（2）salesfigure销售数字（3）salesrepresentative销售代表（4）substantialfinancialrewards切实的经济问题（5）helpbuyerssatisfytheirwantsandneeds帮助顾客满足他们的需要（6）communicateknowledgefacetoface面对面地传播知识,20,Reading:Theworstjobintheworld?,AWhichfirm?Afirmofarchitects建筑设计公司Whichuselessjobswasshecreating?Removingandre-gluingstampsEmailconfirmationform(strangest)Whichwasherstrangestinvention?Allemailshadtobecopiedintoaworddocument,printed,andsignedatthebottombysomeoneCommon:Wastingpaper,21,B,BoringCallcenter电话服务中心Bookingpeopleinwiththesamethreeconversations进行同样的三分钟对话，为他们预约时间repetitive,22,C,MymotherworkedinasugarfactoryJobStandatthecorner,eighthoursaday,withapoletohelpthesixthbaground.Why?Bereplacedwithapieceofplasticonthecorner,23,Lookatthestatementsbelowaboutthethreejobs.Whichjobdoeseachstatementreferto(A,BorC)?Thereismorethanoneanswerinsomequestions.,1.Thesetwojobswerethesameeveryday._B_C_2.Thejobdescriptionforthisjobdidntincludethis!_A_3.Thisjobprobablywasntinapaperlessoffice._A_4.Thisjobbecameunnecessary._C_,24,Vocabulary:Describingjobs,Completethetablebelowwiththedifferentformsofeachwordfromthebox.,repetitiveresponsibleboringfrustratingvariedchallengingwell-paid,25,repetitive重复的，responsible负责的，责任重大的boring单调的，乏味的frustrating令人沮丧的varied不同的，有变化的challenging具挑战性的，困难的well-paid报酬高的？positive,negativeorboth,Canyouthinkoutmorewords?ExcitingPopulousGlamorousWell-respected,26,Applytheadjectivestothethreecases,CaseAFrustrating,challengingCaseBRepetitive,boringCaseCRepetitive,boring,frustrating,27,p69,Whatisimportantwhenchoosingajob,28,7.2Selling,29,Reading:Howtosell,1.Whatarethequalitiesofasuccessfulsalesperson?Makealistofyourideas.,persuasivenessKeenobservationknowledgeabletrustworthybelievesintheproductorservicenevergivesupAbilitytomakefriendsandtogetalongwiththepeoplehasgoodcommunicationskills-hasagoodunderstandingoftheproductsandrelatedinformation-hardworker-workswellunderpressure.,30,2.ReadtheguidetosellingbelowandchoosethebestwordA,B,CorDtofillgaps1-15.,HowtosellItsnotquitetruethatagreatsalespersoncansellanythingtoanyone.Fora(1)_,theymightnotneedit-andsalesisallaboutmeetingneeds.(2)_,sellingisoneofthosethingsthatcanhappentoanyone,no(3)_whattheirjobdescription,soherearethebasics.Step1BuildtrustYouneedto(4)_trustwiththepersontowhomyouareselling.Theydonthavetobeyourbestfriendbutessentiallypeopledontbuyfrompeopletheyhateordistrust.,(1)A.beginningB.startC.customerD.first(2)A.HoweverB.AlthoughC.BecauseD.Whatever(3)A.muchB.moreC.wayD.matter(4)A.setupB.findC.establishD.know,31,Step2DontmisunderstandthecustomerUnderstandtheneedsoftheotherperson.Thenitsuptothesalespersonto(5)_thatthebenefitsoftheirgoodsorservicesmatchtherequirements.Withoutthat,youhavenosale,Step3AskcleverquestionsAskquestionstofindoutwhatthecustomersproblemsandissuesare.Thenthink(6)_whattheneedsmustbe.Itsoftenmore(7)_thanaskingtheobvious,Whatdoyouneed?Step4KnowyourstuffIt(8)_withoutsaying:knowyourproductandunderstandthemarketplaceinto(9)_youareselling.,(5)A.performB.compareC.presentD.demonstrate(6)A.alongB.throughC.outD.across(7)A.clearB.efficientC.effectiveD.better(8)A.goesB.movesC.doesD.makes(9)A.whatB.whichC.whomD.where,32,Step5Dontoverloadpeoplewith(10)_Youneedtoknoweveryproductspecificationbutyourcustomerdoesnt.Essentially,heorsheneedstoknowhowitwillmaketheirlife(11)_.Iflaterontheywantthedimensions,theyllfinditonyourwebsite.Step6SalespeoplearenotnecessarilybornTheclassic(12)_ofasalespersonissomeonewhoisoutgoing.Butlikecustomerswhocomeinallpersonalitytypes,salespeoplecan(13)_.Themainthingistobeabletoreflectandreacttoacustomerspersonality.Step7BepreparedtofailItdoesntmatterhowgoodyouare,youwillget(14)_.Salesisfullofknockbacks,sodontgethunguponit.(15)_ontothenextcustomer.,(10)A.detailsB.offersC.discountsD.prices(11)A.goodB.betterC.wellD.best(12)A.visionB.lookC.focusD.image(13)A.changeB.varyC.listenD.buy(14)A.sentbackB.recruitedC.turneddownD.contracts(15)A.PhoneB.TryC.MoveD.Contact,33,Listening:Selling,1.Listentogivesalespeopleandtheircustomers.IneachcasethesalespersoniseitherfollowingastepfromthearticleonHowtosellorfailingtofollowit.Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling.,StepProductorservice?Salesperson1_Salesperson2_Salesperson3_Salesperson4_Salesperson5_,3,4or5,1or6,4,7,advertising,car,stationery,personalorganizers,homeimprovements/insulation,Step1BuildtrustStep2DontmisunderstandthecustomerStep3AskcleverquestionsStep4Knowyourstuff,Step5DontoverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail,34,2.Listenagainandcompletethenotesabouteachsalespersonsproductorservices.,Demandfallsin(1)_butJulyisbetter.Theclientmightbeinterestedinadvertisingonthe(2)_.,BEAVISSUPPLIESRaywouldliketochangethe(5)_ontheoldletterheads.,LeatherDiariesAvailableinblackand(6)_aswellasbrown.Customerwantstoknowpriceforputtingcompany(7)_onthefront.,TheXR5isahugeimprovementonthe(3)_model:-backseatairbagsTravels0to70in(4)_airconditioning.,Pointstomentionineachcall:WarmandCosyAskquestionsaboutpersons(8)_Suggest(9)_visitstoadviseonhomeimprovements.,35,3.Listenfortheexpressionsbelow.Writethenumberofthelistening(1-5)inwhichyouheareachexpression.,4,3,1,5,1,3,3,2,36,4.MatchtheexpressionsA-Hinexercise5tothecategoriesbelow.Writeoneletteroneachline.,B,D,F,C,E,A,H,G,37,Speaking:Asalesconversation,Chooseanobjectintheclassroom.Workinpairsandtaketurnstosellyourobjectstoeachother.Followtheflowchartinthelastpart.,38,Asalesconversation,EstablishcustomerneedsWhatdidyouhaveinmindexactly?IwaswonderingifyouwouldmindansweringafewquestionsaboutIsthereanythingIcanhelpyouwithatthemoment?,39,SuggestpossiblerequirementsSoissomethingyoumightbeinterestedin?Perhapscouldbeuseful?CompareIknowitisprovedmuchmorepopularthanItisahugeimprovementonClosethesaleShallIputyoudownfor?,40,AleatherhandbagPenAbook,41,Reading:Aproposal,Asalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient.Readitandanswerquestion1-3.1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?,DearMr.RiceThankyouforyourorderbyfax.Furthertoyourrequestforofficespacefortwelvemonths.IdliketomentionthatIcanalsoofferyoua10%discountforbookingsofaneighteen-monthperiod.YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant.However,pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors.Asaninterestingalternative,youmightwishtoconsideranewpremisescalledDockside(aboutonemiledowntheriversidefromVirginiaWalk).Ithasthefollowingfeatures:afirst-flooropen-planofficespace(75m2)withwonderfulviewsoftheoldharbour.aconvenientthree-minutewalkfromthestationandidealforcyclistswithapathalongtheriversidesuitableparkingfacilitiesforovertwentystaff.,FAX,42,Pleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones,1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?,Theclientneedsofficespacefor12months.,Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition.,Thesecondlocationofferedhasthesebenefits:officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities,43,可能用于提建议的表达法：ThankyouforyourorderFurthertoyourrequestIdliketomentionthatIcanalsoPleasenoteAsaninterestingalternative,youmightwishtoconsiderIthasthefollowingfeaturesPleaseconsiderthispossibilityandnoteIwouldsuggestapromptdecisionIlookforwardtohearingfromyou,44,Writing:Afax,Spacesaver,companywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.,To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccess,BROWN&BURR,offer10%discountfortwo-yearbooking,45,Threelotscurrentlyavailable:75m250m250m2,Warehousing,W1,CircularStorage,NewwarehousingspaceNOWOPEN.Allspaceavailablefrom25m2to100m2.,TwothirdsthepriceofW1,Basedincitycentre.Couldoffertwospacesat50m2butmoreexpensive.Pooraccessandparkingforfiveatmost,Outsideofcitycentre.30-minutedrivefromBrownandBurr,Justoffmotorway.Easyaccessforlorriesandadequateparking.Brandnewfacility.CCTVandsecurityfirmcheckonceanight.,46,WhatareMr.Burrsneedsandrequirements?HowmuchSpacesavermeetthoseneeds?Whichrequirementcantbemet?WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply?,Mr.Burrneedswarehousingfor18months.Heneeds100squaremetresinspace,securityandparkingforatleasttwentypeople,aswellasgoodaccess.,SpacesavercanmeetthoseneedsifMr.Burrtakestwospacesof50squaremetres(althoughthisisexpensive).However,parkingandaccessarepoor.,SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetresspace.Itsalsocheaperandhasgoodaccessandparkingaswellassecurity.TheonlydrawbackisthatthewarehouseisntascentralsotheproposaltoMr.Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem.,47,Additionalexercises:ReadingTest:Inthispart,youwilllookatPartOneoftheReadingTest.Therearefourshorttextsonarelatedthemeorasingletextdividedintofoursections.EachtextorsectioniscalledA,B,CorD.Therearesevenstatementswhichrelatetothetexts.Youneedtomatcheachstatementtoatext.1.Lookatethefourtextsonthefollowingpage.Whatistherelatedthemeofthesetexts?2.NowreadthesevenstatementsandmatcheachtoA,B,CorD.,1)Thereisadeadlineforanyoneinterestedinthispost._2)Thisposthasrecentlybeenestablished._3)Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill._4)Youwillneedtomanagepeopleunderyou._5)Yourjobdescriptionrequiresyoutobegoodatconvincingpeople._6)Youmusthaveadegreetoapplyforthisjob._7)Inthisjobyoumustbewillingtotravelandspendtimeabroad._,48,ConferenceOrganiser38,000Anewlybuiltconferencecentreattachedtoawell-establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday-to-dayrunningofconferencecentres.Youwillbeinchargeofateamofthreefull-timestaffresponsibleforbooking,schedulingandtechnicalprovisiontoclients.Thesuccessfulapplicantwillalsobeabletopromotethecentretolocalandnationalbusinesses.Youwillneedtobeself-motivatedandhaveexceptionalinterpersonalskills.,GraduateMediaSalesExecutivesSalarynegotiableAleadingguide-to-the-citymagazinehasexcitingopportunitiesforhighachieversofgraduatecalibretojoinoursalesandadvertisingteam.Theroleinvolvessellingadvertisingtoagencies.Youwillberesponsibleformanagingexistingbusinessesaswellasidentifyin