新职业英语-IT英语-Unit

,IT英语,新职业英语,ENGLISHFORCAREERS,Warming-up,ReadingA,Listening,Speaking,4,1,2,3,Project,7,Self-evaluation,VocabularyandStructure,8,ReadingB,5,Writing,6,Warming-up,Task1Lookatthefollowinglogosoffamoustelecomcompaniesandgivethenameofthecountryeachcompanyisbasedin.,US,China,UK,US,China,UK,Warming-up,Task2Workingroups.Discusswhatkindsofcellphoneservicesareusuallyofferedbytelecomcompanies.Someexamplesarealreadygiventoyouandyoucanaddmoreintheblanks.,textmessaging2.email3.videocalling4.webbrowsing5.multimediamessaging,6.voicemail7.Voicemail8.musicdownloading9._10._,ReadingA,Task1Beforereadingthepassage,seehowmuchyouknowaboutagoodsalespersonbyansweringthefollowingquestions.,Howcanonebecomeatopsalesperson?Whatdoyouthinkisthesecrettotheirsuccess?2.Inwhatwaysaretopsalespersonsdifferentfromtheaverageones?,翻译,声音,Para.1Intodaysmarket,competitionhasneverbeentougher.Yetafewsalespersonsarestilldoingagreatjob.Doyouknowthesecrettotheirsuccess?Herearethereasons:,HowtoBecomeaTopSalesperson,ReadingA,Para.21.BePersonallyResponsibleUnsuccessfulsalespersonsalwaysaskquestionssuchas:Whenwillmanagementdosomethingaboutourserviceproblems?Whenwillcustomersstopbeingsodemanding?Ifyoutalktotopsalespersons,youllfindtheyaskverydifferentquestions:HowcanImeetmynumbersdespitethedifficultmarketconditions?WhatnewskillsdoIneedtolearntobemoresuccessful?WhatcanIdotohelpmarketing?DoIneeddifferenttoolstosellmore?Noticehowtopsalespersonsquestionsstartwith“HowcanI”or“WhatcanI”.Byaskingthesesamequestions,youcanthinkofmanyideastokeepyouincontrolofyourdestiny.,ReadingA,Para.32.SayIWill,NotIllTryThismaysoundtooeasy,butitsakeystep.Topsalespersonsdontsay,“Illtry.”Theyknowchangeisdifficult,takestimeandisanongoingprocess.Their“Iwill”commitmentkeepsthemgoingevenwhentimesaretough.,Para.43.TakeActionTopsalespersonsdontjustcomeupwithabunchofideas.Theyactonthem.Iftheyfeeltheirsellingskillsneedtobeenhanced,theysignupforworkshops.Ifthecompanywontpay,theyusetheirownmoney.Ifacustomersproblemsaffectfuturesales,theymakeeveryefforttoresolvethem.Meanwhile,theirlesssuccessfulcolleaguesarestillonthephoneplayingthe“AintitAwful”game.,ReadingA,Para.54.GetStartedNowAneasywaytogetstartedistoanalyzeasaleyouverecentlylost.Askyourself:WhatcouldIhavedonedifferentlytoincreasemychanceofsuccess?Analyzeyoursaleindetailandthenlookateverystageofthesalescycletoidentifywheremistakesmayhavebeenmade,stepsomitted,theprocessrushedorimportantinformationoverlooked.Thinkaboutwhatelseyoucouldhavedoneorhowyoucouldhavehandledthingsdifferently.,ReadingA,Para.65.ReflectionintheMirrorBeingbrutallyhonestwithyourselfcanbepainful,buttopsalespersonsarewillingtodoitonaregularbasis.Tobelikethem,youneedtotakeagoodhardlookinthemirrortoo.Noonecanmakeyoudothingsdifferently;thedecisiontochangeisyoursalone.Therearentanyshortcutstosuccess.Itsalifelongprocessofgrowthanddevelopment.Butifyoumakethiscommitment,youwillbeatopsalespersonmaybenotovernight,butovertimeandconsistently.,ReadingA,如何成为一名优秀的推销员,当今市场上，竞争是无比激烈的，但是有些推销员却能脱颖而出。你知道他们成功的秘诀吗？以下正是：1.对自己负责不成功的推销员总是问这样的问题：管理层什么时候才会关注我们的服务问题？顾客什么时候才能不这么吹毛求疵？如果你跟优秀的推销员交谈，你会发现他们问的问题完全不同：我怎么才能在艰难的市场环境下完成销售任务？我需要什么新技能来取得更大成功？我是否需要不同的工具来提高销售额？请注意优秀的推销员如何用“我该怎样做”、“我该做什么”来提问。通过反复问这样的问题，你可以想出很多主意，将命运把握在自己手里。,ReadingA,2.说我会的，而不是我试试。这可能听起来很容易，但却是关键性的一步。优秀推销员不会说：“我试试”。他们知道改变很难，需要时间，并且是个长期的过程。他们的一句承诺“我会的”能让他们保持干劲，即使困难重重。3.采取行动优秀的推销员不仅想出一大堆主意，他们也会付诸行动。如果他们觉着自己的销售技巧有待提高，他们就报班学习。如果公司不报销，他们就自己出钱。如果一个客户的问题影响将来的销售业绩，他们会尽全力解决。而与此同时，他们那些不太成功的同事们却都在抱着电话埋怨“太糟了”。,ReadingA,4.现在就行动一个简单的迅速开始行动的方法是分析一个你最近失败的销售案例。问问你自己：我当初怎样做会加大成功的几率？剖析一下案例，分析流程中的每一个步骤，找出有可能出错的环节、被忽略的细节、以及有没有鲁莽行事或者忽视什么重要信息。想一想当时还可以做些什么或者是否有别的处理方法5.自我审视残忍地审视自己是件很痛苦的事情，但是优秀的推销员却经常这么做。想与他们为伍，你也需要在镜子里好好地看看自己。没有人能要求你改变，改变的权利在你自己手里。成功没有捷径，而是一个终生的成长和进步的过程。但是如果你做出这样的承诺，你就会成为一名优秀的推销员这也许不是一日之功，但只要坚持下去，这一天一定会来临。,ReadingA,Task2Readthepassageandanswerthefollowingquestions.,Whatquestionsdotopsalespersonsaskwhenfacedwithdifficultsituations?Howarethequestionsdifferentfromthoseaskedbyunsuccessfulsalespersons?Topsalespersonsaskquestionslike“HowcanImeetmynumbersdespitethedifficultmarketconditions?”“WhatnewskillsdoIneedtolearntobemoresuccessful?”“WhatcanIdotohelpmarketing?”“DoIneeddifferenttoolstosellmore?”Whileunsuccessfulsalespersonsask“Whenwillmanagementdosomethingaboutourserviceproblems?”“Whenwillcustomersstopbeingsodemanding?”Theformerareactiveandkeepthemselvesincontroloftheirdestinyandthelatterarepassiveandrelyonothers.,ReadingA,2.Whatkeepstopsalespersonsgoingdespitedifficulties?Their“Iwill”commitmentkeepsthemgoingthroughdifficulttimes.3.Whatdoestheunderlinedsentence“Meanwhile,theirlesssuccessfulcolleaguesarestillonthephoneplayingtheAintitAwfulgame.”mean?Itmeanstheunsuccessfulsalespersonsspendmuchoftheirtimecomplaininginsteadoftakingactionstomakeachange.,ReadingA,4.Whatshouldonedoto“getstartednow”?Onecangetstartedbyanalyzingasalethathasbeenrecentlylost.5.Whatdotopsalespersonsdoregularly?Theyarealwaysbrutallyhonestwiththemselves.6.Howcanonebecomeatopsalespersonaccordingtothepassage?Iftheymakethecommitment,doaswhattopsellersdoovertimeandconsistently,theyaresuretosucceed.,ReadingA,Task3DecidewhetherthefollowingstatementsaretypicalofasuccessfulsalespersonornotandwriteYorNinthebrackets.Thenmatchthemwiththecorrespondingtips.,A.Everytimetheytrynewwaysofsellingthings,theyremiserablyuncomfortable.(),B.Theywritedownallthoughts,ideasorsuggestionsonpaper.Thenanalyzethelistandtrytodeterminewherechangesinstrategycouldhaveimpactedsalessuccess.(),C.Theythinkaboutquestionslike:Whenwillthemanagersofferussomegoodtraining?Whocameupwiththatstupidpromotion?(),D.Theyask“HowcanI”or“WhatcanI”questionstoencourageoptionsandmovethemselvestoaction.(),E.Theyalwayslookatandcriticizethemselves.Itishardtodoso,buttheresultisgreatself-improvement.(),Bepersonallyresponsible2.SayIWill,notIllTry3.Takeaction4.Getstartednow5.Reflectioninthemirror,ReadingA,N,Y,N,Y,Y,Task4Choosethebestanswertocompleteeachsentence.,1.Intodaysmarket,_hasneverbeentougher.A.companyB.comparisonC.competitionD.courage2.HowcanImeetmynumbersdespitethedifficultmarket_?A.conditionsB.toolsC.shareD.construction,ReadingA,3.Ifacustomersproblemsfuturesales,theydowhatittakestoresolvethem.A.helpB.changeC.affectD.effect4.Aneasywaytogetstartedistoasaleyouverecentlylost.A.findB.analyzeC.solveD.analysis5.Beingbrutallyhonestwithyourselfcanbe,buttopsalespersonsarewillingtodoitonaregularbasis.A.sadB.happyC.painfulD.strange,ReadingA,personally,adv.doingorhavingdonesomethingyourselfratherthanthroughsomeoneelse,Ithinkyoushouldbepersonallyresponsibleforthismess.,n.thethingsthatwillhappentosomeoneinthefuture,especiallythosethatcannotbechangedorcontrolled,destiny,Tobehonest,Idontbelieveindestiny.,ongoing,adj.continuingtoexistorprogress,Ithinkyoushouldbepersonallyresponsibleforthismess.,enhance,v.toimprovesomething,Thesingermadegreateffortstoenhanceitsreputation.,signup,adv.tojoinaclub,enrolonacourse,etc.,Shehassignedupforasecretarialcourse.,analyze,v.toexamineorthinkofsomethingcarefullyinordertounderstandit,Tobetterunderstandthesituation,youneedtoanalyzevariousfactors.,v.totakenonoticeof;toignore,overlook,Dontoverlookanytinymistakeinyourcomposition.,shortcut,n.aquicker,moredirectwayofgoingsomewherethantheusualone,Therearenoshortcutstosuccess.,Listening,Task1Julieistalkingwithaman.Listentotheconversationandchoosethebestanswertoeachquestion.,1.Whatisthepossiblerelationshipbetweenthetwospeakers?A.Teacherandstudent.B.Employerandemployee.C.Customerandsalesperson.2.WhichisNOTmentionedasanewfeatureof3Gphones?A.Videocalling.B.Broadbandconnection.C.Fasterdownloading.3.Wheredoesthisconversationmostprobablytakeplace?A.Atasupermarket.B.Atacustomerservicecenter.C.Atabank.,声音,Script,W:Goodmorning,Sir.HowcanIhelpyou?M:Ilearnt3GhasjustbeenlaunchedwithChinaMobile.Couldyoutellmewhatnewservicescomewithit?W:Oh,sure.Withthe3Gservice,youcanmakevideocalling.Thatis,youcanactuallyseeeachotherandtalkfacetoface.M:Thatsoundscool.Whatothernewfeaturesdoesithave?W:Oneofthegreateststrengthsof3Gisyoucanenjoyfasterdownloadingandwebbrowsing,almostasfastasbroadbandconnectionyouhaveathome.M:Thatsgreat.,Script,Listening,Task2ListentotheconversationinTask3againandfillintheblankswithwhatyouhear.,声音,Script,StepOne:selectamodelof3GcellphonesStepTwo:choosearateplanStepThree:selectsomeaccessories,Listening,M:OK.SohowcanIget3Gserviceonmyphone?W:Itsverysimple.Youjustneedtomakethreeselections.Firstyouneedtoselectamodelof3Gcellphones.M:Imsorry,butcanIget3Gserviceonmyown2Gcellphone?W:Imafraidyoucant,because3GphonesarealllockedtoaspecificcarrierlikeChinaMobileinthiscase.M:OK,Isee.Whatcomesnext?W:Nextyoullneedtochoosearateplan.Youcanfindwhatrateplansareofferedinthisbrochure.M:WhatshouldIdoafterIchoosearateplan?W:Thislaststepisactuallynotrequired.Ifyoulike,youcanselectsomeaccessories,likephoneskins,bluetoothheadset,leathercase,etc.Afterthesethreesteps,youareallreadyforenjoying3G.,Script,Listening,Task3JulieistellingacustomerabouttheratesofBusinessPlans.Listentotheconversationandfillinthemissingpricesinthefollowingtable.,声音,Script,0.35,Free,Free,20,Listening,M:Couldyoupleasetellmewhatkindsofrateplansyouhave?W:Wehaveawidevarietyofrateplansforyoutochoosefrom,whichcanfullymeettheneedsofourcustomers.Doyoutravelalotonbusiness?M:Yes,Imalwaysonbusinesstrips.W:ThenIstronglyrecommendtheBusinessPlansforyou.Oneofthemostattractivefeaturesofthemistheyhavefixedratesfornationwideoutgoingcalls.M:Doesthatmeanroamingisfreeofcharge?W:Yes,exactly.M:Wow,thatsfantastic.Itwillsavealotonmyphonebill.W:Besidesfreeroaming,outgoinglocalandlong-distancecallsarealsoofsamerate.Oh,bytheway,allincomingcallsarefreeaswell.M:Thisisreallygreat!Sowhatoptionsdoyouhave?W:Witha98.90YuanPlan,eachoutgoingcallcharges35fenperminute,regardlessofwhereyoumakethecall.Italsogives10yuanworthofnetworktrafficforyoutocheckemailsorbrowsewebsites.M:Doyouhaveoptionsthatgivemorenetworktraffic?W:Yes.Wewillgiveyou20yuannetworktrafficforfreeifyouchoosethe128.90YuanPlan.Withthisplaneachoutgoingcallcharges25fen.HereisabrochureoftheseBusinessPlans.Youcanfindmoredetailedinformationabouteachplan.M:OK,thanksalot.Illtakealookatthat.,Listening,Task4Juliecontinuestointroduceaclienthowtoget3Gservice.Listentotheconversationandwritedownthethreesteps.,Customer:Julie:Customer:Julie:Customer:Julie:,Couldyoupleasetellmewhatkindsofrateplansyouhave?Wehaveawide1ofrateplansforyoutochoosefrom,whichcanfullymeettheneedsofourcustomers.Doyoutravelalotonbusiness?Yes,Imalwaysonbusinesstrips.ThenIstrongly2theBusinessPlansforyou.Oneofthemost3featuresofthemistheyhave4ratesfornationwideoutgoingcalls.Doesthatmeanroamingisfreeofcharge?Yes,exactly.,variety,recommend,attractive,fixed,Listening,Customer:Julie:Customer:Julie:Customer:,声音,Script,Thisisreallygreat!Sowhat7doyouhave?Witha98.90YuanPlan,each8callcharges35fenperminute,regardlessofwhereyoumakethecall.Italsogives10yuanworthofnetworktrafficforyoutocheckemailsor9websites.Doyouhaveoptionsthatgivemorenetworktraffic?Yes.Wewillgiveyou20yuannetworktrafficforfreeifyougowiththe128.90YuanPlan.Withthisplaneachoutgoingcallcharges25fen.HereisabrochureoftheseBusinessPlans.Youcanfindmore10informationabouteachplan.OK,thanksalot.Illtakealookatthat.,Wow,thats5.Itwillsavealotonmytelephonebill.Besidesfreeroaming,outgoinglocalandlong-distancecallsarealsoofthesamerate.Oh,bytheway,all6callsarefreeaswell.,Customer:Julie:,fantastic,incoming,options,outgoing,browse,detailed,Listening,M:Couldyoupleasetellmewhatkindsofrateplansyouhave?W:Wehaveawidevarietyofrateplansforyoutochoosefrom,whichcanfullymeettheneedsofourcustomers.Doyoutravelalotonbusiness?M:Yes,Imalwaysonbusinesstrips.W:ThenIstronglyrecommendtheBusinessPlansforyou.Oneofthemostattractivefeaturesofthemistheyhavefixedratesfornationwideoutgoingcalls.M:Doesthatmeanroamingisfreeofcharge?W:Yes,exactly.M:Wow,thatsfantastic.Itwillsavealotonmyphonebill.W:Besidesfreeroaming,outgoinglocalandlong-distancecallsarealsoofsamerate.Oh,bytheway,allincomingcallsarefreeaswell.M:Thisisreallygreat!Sowhatoptionsdoyouhave?W:Witha98.90YuanPlan,eachoutgoingcallcharges35fenperminute,regardlessofwhereyoumakethecall.Italsogives10yuanworthofnetworktrafficforyoutocheckemailsorbrowsewebsites.M:Doyouhaveoptionsthatgivemorenetworktraffic?W:Yes.Wewillgiveyou20yuannetworktrafficforfreeifyouchoosethe128.90YuanPlan.Withthisplaneachoutgoingcallcharges25fen.HereisabrochureoftheseBusinessPlans.Youcanfindmoredetailedinformationabouteachplan.M:OK,thanksalot.Illtakealookatthat.,Listening,Task5Task5Listentothepassageabouthowtosellacellphoneanddecidewhetherthefollowingstatementsaretrue(T)orfalse(F).,声音,Script,1.Thebesttimetogreetacustomeristhefirst10-15secondswhenheorsheentersthestore.2.Youshouldonlytalkaboutcellphoneswithyourcustomers.3.Mosttimescustomersdontknowwhattheywant.4.Ifthecustomersdontwanttobuythecoolestandnewestthings,dontshowthem.5.Cellphonesalespersonsnotonlyselltheirproductsbutalsotheirpersonalityandprofessionalism.,TFFFT,Listening,HowtoSellaCellPhoneStep1Greeteachcustomerthatcomesintoyourstorewithin10-15seconds.Thisisthemostimportanttimebecausethisiswhentheyreadyouandthisisyourchancetoreadthem.Step2Talktoyourcustomers,notevennecessarilyaboutcellphones.Peoplehatebeingsoldto.Theyknowyouaretheretomakethesale,theydontneedtoberemindedofit.Buildarelationshipwiththecustomers.Givethemareasontotrust,sotheyviewyouasaconsultant,notasasalesperson.Step3Askopen-endedquestions,andlistentoyourcustomers.Mosttimesthecustomersknowwhattheywant,butdontknowtheyknow.Focusquestionsaround“whathaveyouseen/wherehaveyoubeen?”Step4Alwaysstartwith“latestandgreatest”.Showyourcustomersthecoolnewthingsyouhave,eveniftheydontwantthat.Everyonelikestoseethe“coolnewthing”.Afterthat,narrowitdownto2or3typesbasedontheinformationgatheredinStep3.Step5Personalizetheentiretransaction.Giveyournameandletthecustomersknowyouwillbetheretoteachandanswerquestions.Rememberyouaresellingyourselfasmuchasyourservice.,Listening,Speaking,Task1Salespersonsalwaysdealwithnumbers.Practicereadingthenumbersbelowandthenreadthepricesmarkedontheads.,42515,560786,4502,350,002.3637%38,=,fourhundred(and)twenty-fivefifteenthousandfivehundred(and)sixtysevenhundred(and)eighty-sixthousandfourhundred(and)fiftytwomillionthreehundred(and)fiftythousandfourhundredtwopointthreesixthirty-sevenpercentonehalfonequarterthreeeighths,Speaking,Task2Workinpairs.Practicetalkingabouttheproceduresofaddingmoneytoacellphoneaccountwiththetipsgivenbelow.YoumayrefertotheexpressionsintheLanguageFocusBox.,ExampleA:Thereislittlemoneyonmycellphoneaccount.Doyouknowhowtorefillmyaccount?B:Yes.First,SignpostsWhenyouexplainaprocess,thefollowingsignpostsareusuallyused:First,Next,Then,Afterthat,Finally/Thelaststepis,Speaking,Task3Workinpairs.OnelooksatFileAandtheotherlooksatFileB.Role-playitaccordingtotheinstructionsbelow.YoumayrefertotheexpressionsintheLanguageFocusBox.,FileAYouareacustomerofChinaMobile.Youarenowusingthe10yuanTextMessagePlan.Calltoinquireaboutwhatotherplanstheyhaveandchangetoanotherplanthatincludesmoreshortmessages.,FileBYouareacustomerrepresentativeofChinaMobile.Firstidentifyyourselfandgreetthecustomer.Answerthecustomersquestionsbasedontheinformationgivenbelow.,Speaking,Speaking,Task4Workinpairs.Practiceintroducingaproductorservicetoyourpartnerwiththetipsgivenbelow.YoumayrefertotheexpressionsintheLanguageFocusBox.,FileA,FileB,Speaking,Speaking,ReadingB,OverviewWithfast3Gwirelesstechnology,mapswithGPS,supportforenterprisefeatureslikeMicrosoftExchange,andthenewAppStore,iPhone3Gputsevenmoreamazingfeaturesinyourhands.iPhone3Galsohasasleeknewdesignandisavailableinblackorwhite.AndjustliketheoriginaliPhone,itcombinesthreefeaturesinonearevolutionaryphone,abreakthroughInternetdevice,multitouchinterfaceandadvancedsoftware.Sonowthemostrevolutionarymobiledeviceeverisalsotheidealphoneforbusiness.,AppleiPhone3G,翻译,ReadingB,FeaturesRevolutionaryPhoneMakeacallbysimplytappinganameornumberinyouraddressbook,afavoriteslist,oracalllogVisualVoicemailenablesuserstoselectandlistentovoicemailmessagesinanyorderafirstonanymobilephoneNewContactSearchsearchyouraddressbookorcompanyGlobalAddressList(GAL)BreakthroughInternetDeviceSafariwebbrowserpresentswebpagesastheyappearonacomputerforarealInternetexperienceMapswithGPSdeliverdrivingdirections,maps,andbusinessdirectoryinformationRevolutionaryMulti-touchInterfaceandAdvancedSoftwareMakeacalloraccessanapplicationwithasimpletapofyourfingers,flicktoscrollthroughyourcontact,orpinchtozoominonawebpageDesktop-classapplications,includingcalendar,richHTMLemail,full-featuredaddressbook,andSafariwebbrowser,ReadingB,PowerandBatteryBuilt-inrechargeablelithium-ionbatteryChargingviaUSBtocomputersystemorpoweradapterTalktime:Upto5hourson3G,upto10hourson2GStandbytime:Upto300hoursInternetuse:Upto5hourson3G,upto6hoursonWi-Fi,ReadingB,苹果iPhone3G概述拥有快速3G无线技术、GPS导航地图、支持诸如MicrosoftExchange等企业特点以及新的App专卖店，iPhone3G把更令人赞叹的功能呈现到你的手中。iPhone3G的设计时尚新颖，有黑、白两色可选。如同第一代iPhone那样，它集三种特色于一身革命性的手机、突破性的互联网设备、革命性的触摸界面和高级软件。因此这款最具革命性的移动设备同时也是商务人士的绝佳选择。特色革命性手机只要在地址簿、常用名单或近期通话记录中轻触姓名或数字，就可以拨打电话可视语音留言用户可以任何顺序选择收听语音留言，这是独一无二的手机功能新联系人搜索搜索地址簿或者公司的全球通讯录突破性的互联网设备Safari网络浏览器网页呈现形式与电脑相同，真正的互联网体验GPS导航地图提供驾驶路线、地图和公司地址信息,ReadingB,革命性的触摸式界面和高级软件拨打电话或应用某个软件，只需用手指轻点、在联系人名单中上下滚动，或者在网页上点击放大桌面级应用，包括日历、丰富的HTML电子邮件、全功能地址簿和Safari网页浏览器电源和电池内置锂电充电电池通过USB接到电脑或者充电器充电通话时长：3G最长5小时，2G最长10小时待机时间：最长300小时网络使用：3G最长5小时，Wi-Fi最长6小时,ReadingB,ReadingB,ReadingB,Task1Readthepassageanddecidewhetherthefollowingstatementsaretrue(T)orfalse(F).,1.iPhone3Ghasonlyblackcolor.2.OniPhone3G,youhavetolistentovoicemailmessagesintheorderofwhatarrivesearly.3.WebpagesoniPhone3Glookexactlythesameastheyappearonthecomputers.4.iPhone3Gcangiveyoudirectionswhenyoudriveacar.5.ThelengthoftimeyoucanleaveafullychargediPhone3Greadyforuseis5hours.6.Witha$20plan,youcanmakeasmanytextmessagesasyouwantfor20dollarspermonth.,FFTTFT,ReadingB,Task2ListthenewfeaturesofiPhone3Gandwritethemdownintheboxes.,mapswithGPS,multi