新编剑桥商务英语unit7省公开课金奖全国赛课一等奖微课获奖课件

Module71/467.1SalesVocabulary:Saleterms2Reading23Grammar4Speaking:Comparingjobs5Reading112/46Reading1.Workinpairs.Comparethejobsineachofthefollowingpairs.Whatarethesimilaritiesanddifferences?Saywhichyouwouldprefertodoandwhy.*doctor/vet*fighterpilot/airlinepilot*schoolteacher/universitylecturer*politician/journalist*managerofacompany/managerofacharity3/462.Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales.Completethetablebelowwithreasonsfromthetext.ReasonsforchoosingmarketingReasonsforchoosingsales-soundsbetteratdinnerparties-hasanairofglamour(whereassaleshasanunglamorousimage)-(manygraduatesbelieve)youworkoncreativePRcampaignsandgoonlotsofjollies-marketingseemsmoreattractive(thansales)-itisn’tasbadasmythssuggest-unlikemarketing,salesistangible-ithasadirectimpactonacompany’sresults-youmeetpeopleandcommunicatewithdifferentpersonalities-insalesthere’sabuzzofatarget-drivenenvironment-youcanmanagemillionsofpoundsofbusiness-makecustomershappy-it’sincrediblyrewarding4/46Notsoldonsales?‘Hi,Iworkinsales.’notagreatconversationopener开场白,isit?NotlikebeingafighterpilotoradirectorofMédecinsSansFrontières无国界医生组织,forexample.Unfortunately,ajobinsalescan’tquiteshakeoff摆脱itsunglamorous没有魅力imageorassociationswithsomethingratherdishonest.Thisallmeansrecruitmentproblemsforgraduateemployees大学生员工.Ontheotherhand,marketing–alessdirectwayofsellingaproduct–israthermorepopularasacareerchoice,andsoundsbetteratdinnerparties.Why?SusanStevens,headofHRatToshiba,believesthatmarketing‘retainsanair感觉ofglamour魅力’andthatgraduates‘expecttoworkoncreativecampaignswithPRsandlotsofjollies乐子’.But,ontheotherhand,salesmeans‘door-to-doorworkandcoldcalling陌生电话、陌生造访’.Yetthisimageismisleading.SalesprofessionalsintheUKoutnumberpeopleinmarketingbyabout200,000.Thisispartlybecausethosewhodofallintosalesworkrealizeitisn’tanythinglikeasawfulasthemythssuggest.StevenssaysthatToshibarecentlyhadtomarketitsgraduateschemeasasalesandmarketingprogrammebecause‘weknewsalesalonewouldn'tattractpeople’.Thegamblepaidoff收到效果.Lastyearthemajorityofrecruits新组员chosesales,includingRossSnowdon,amarketinggraduate.‘Unlikemarketing,salesistangible.Ithasdirectimpactonacompany’sresults.It’sallaboutmeetingpeopleandcommunicatingwithdifferentpersonalities.’5/46MédecinsSansFrontières无国界医生（法文名称：MédecinsSansFrontières；缩写是MSF，英文名称：DoctorsWithoutBorders）是一个非牟利团体(NPO)。1999年诺贝尔和平奖得主。无国界医生于1971年12月20日在巴黎成立，最初组员皆为深信世界人类都有取得医疗权利法国医生和记者。但当前组员已遍布全世界，每年有多位志愿人员在约60个国家中服务，是全球最大独立医疗救援组织，在全球各地设有19个办事处，而五个主要行动中心则都位于欧洲，分别是巴黎、布鲁塞尔、阿姆斯特丹、巴塞罗那和日内瓦。6/46shakeoff摆脱ForyearsMr.Starckcouldn'tshake

offthefeelingofbeinganoutsider.NodoubttheChineseeconomicenginewillshake

offtheeffectsofthelatestcalamity灾难.7/46outnumbervt.数目超出；比…多Maledonorsoutnumberfemaledonorsalmosttwotoone,theyfound,andwhile58percentofdonorshavefinishedcollegeorgraduateschool,42percentdon'thaveacollegedegree.男性捐款人数比女性捐款人多，其百分比快要二比一，同时他们发觉，58%捐款人已经完成大学或硕士教育，42%捐款人没有大学学位。Analysisofdemographicdatafrom117countrieshasshownthatwhenmenoutnumberwomen,womenhavetheupperhand:Marriageratesriseandfewerchildrenarebornoutsidemarriage.依据117国人口统计数据分析得出，假如男性数量超出女性，女性会在两性关系中占据主动，结婚率上升，非婚生子数降低。8/46outweigh[aʊt'weɪ]vt.比…重（在重量上）；比…主要；比…有价值Butthebenefitsfaroutweightheinconveniences.但带来好处远远大于不便Thebenefitsofsuchactionsfaroutweighthecosts.这些行动好处远远超出带来损失。Wethinkthattherisksofnotdoingresearchoutweightherisksofdoingit.而我们认为，不进行研究危险比进行这项研究危险更大。9/46payoff有报偿；赚回；得到好处；收到效果：Ithasbeenrathercostlytoinstallthemachinery,butitshouldpayoffinthelongrun.安装这套机械代价很高，但从久远来看它会赚回来。偿清(债务等)；付清(工资)：Hepaidoffthedebtofhisfriendwiththemoneyraisedbyhiswritings.他用稿费收入偿清了朋友债务。10/46Partofthereasonwhygraduatesareoftennotinterestedinsalesisbecauseitisn’tseenasaprofession.ClarissaGent,achemistrygraduateandsalesmanageratRackspaceManagedHosting,anITsupportfirm,says:‘Careers

departments就业部门don’ttalkaboutsalesandthereisalackofeducationaboutthedifferentlevelsyoucangotowithit.Ialwaysthoughtmarketingseemedmoreattractive,butitwasn’tthedynamicworldI’dimagined.ThenItalkedtopeopleinsalesandrealizedthatitispossibletobepassionateaboutit.ItsoonbecameapparentthatIwasmuchmoresuited适当tosales.NowIspeaktocustomerseverydayinthebuzz[俚语]兴奋ofatarget-drivenenvironment.It’sfantastic.’TomMoody,acommercialdirectorforProcterandGamble宝洁企业,saysthatsalescanbe‘managingmillionsofpoundsofbusinessandmakingsurethecustomer’shappy.It’sincrediblyrewarding.’Nowthere’saconvincingsalespitch推销商品言辞ifIeverheardone!11/46ProcterandGamble12/463.Readthetextagainandanswerthesequestions.1)Inthefirstparagraph,thewritersaysit’seasiertostartconversationsatdinnerparties_________.A.ifyouareinsales.B.ifyouareinmarketing.C.ifyouareafighterpilot.D.ifyoulie.2)Accordingtothewriter,thetruthisthat_______.A.marketingisabetterprofession.B.salesisactuallymoreglamorousthanmarketing.C.morepeopleareinsalesthanmarketing.D.therearemoregraduatesinmarketing.3)OnereasonRossSnowdonlikessalesmorethanmarketingisbecause___.A.it’sbetterpaid.B.youseerealresults.C.youmeetmorepeople.D.youcanworkonyourown.4)It’sdifficulttoattractgraduatesintosalesbecause_______.A.manyaren'tsuitedtoit.B.theyaren'tpassionate.C.theydon’thavetherightqualifications.D.ofafalseperception.13/46Vocabulary:SalestermsMatchthesewords(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.14/46另外一些相关销售表示法：（1）salesquota销售定额（2）salesfigure销售数字（3）salesrepresentative销售代表（4）substantialfinancialrewards大量经济回报（5）helpbuyerssatisfytheirwantsandneeds帮助用户满足他们需要（6）communicateknowledgefacetoface面对面地传输知识15/46Reading:Theworstjobintheworld?A:Iworkedforafirmofarchitects建筑师,whichwas(unofficially)runbythewifeofoneofthedirectors.Shewasalsoanexpertatcreatinguselessjobsforadministrationstafftodo,suchasremovingandre-gluing粘合stampswhichhadn’tbeenstuckon（原型stickon贴上）straightenough.Thiswasn’tasbadasthe‘emailconfirmationform’,though.Thiswasherstrangestinvention,wherebyallemailshadtobecopiedintoaWorddocument,printed,andsignedatthebottombysomeone.WhenIsuggestedthismightbeawasteoftime,sheshoutedatme.Ileftamonthlater.Readaboutthreepeople’sexperiencesofbadjobs.B:Themostboringjobeverisworkinginacallcenterdealingwithpeoplefordrivinglessons.Mostofthetimeitwasbookingpeopleinwiththesamethree-minuteconversationoverandoveragain.Bookingare-testwasevenworse,becausethenthepeopleattheotherendofthelinehadjustfailedtheirtestandwantedtoexplainwhy.Ilastedthreeweeks,includingaweek’straining.16/46C:I’vehadsometerriblejobsbutinthe1960s,mymotherworkedinasugarfactory.Thepacksofsugarusedtotravelalongtheconveyorbelt传送带andatonepoint,wherethesugarwasinthebagsbutstillopen,theyhadtotravelaroundacorner.Forsomestrangereasoneverysixthbagwouldoftenfallover.Mymother’sjobwastostandatthecorner,eighthoursaday,withapole杆tohelpthesixthbaground.Shelastedthreeweeksandgotajobinacaféinstead.Latersheheardtheyreplacedherwithapieceofplasticonthecorner.Lookatthestatementsbelowaboutthethreejobs.Whichjobdoeseachstatementreferto(A,BorC)?Thereismorethanoneanswerinsomequestions.1.Thesetwojobswerethesameeveryday.______________2.Thejobdescriptionforthisjobdidn’tincludethis!____________3.Thisjobprobablywasn’tinapaperlessoffice._______4.Thisjobbecameunnecessary._______17/46Vocabulary:DescribingjobsCompletethetablebelowwiththedifferentformsofeachwordfromthebox.repetitiveresponsibleboringfrustratingvariedchallengingwell-paidadjectivenouncomparativeformsuperlativeformrepeat/repetitionboringmostchallengingvarietymorevariedbest-paidfrustrationresponsible18/46Listening:Selling2Reading:Aproposal3Speaking4Reading:Howtosell..17.2SellingWriting:Afax519/46Reading:Howtosell…1.Whatarethequalitiesofasuccessfulsalesperson?Makealistofyourideas.

persuasivenessknowledgeabletrustworthybelievesintheproductorservicenevergivesup20/462.ReadtheguidetosellingbelowandchoosethebestwordA,B,CorDtofillgaps1-15.Howtosell…It’snotquitetruethatagreatsalespersoncansellanythingtoanyone.Fora(1)__________,theymightnotneeditandsalesisallaboutmeetingneeds.(2)_________,sellingisoneofthosethingsthatcanhappentoanyone,no(3)___________whattheirjobdescription,soherearethebasics.Step1

BuildtrustYouneedto(4)________trustwiththepersontowhomyouareselling.Theydon’thavetobeyourbestfriendbutessentiallypeopledon’tbuyfrompeopletheyhateordistrust.(1)A.beginningB.startC.customerD.first(2)A.HoweverB.AlthoughC.BecauseD.Whatever(3)A.muchB.moreC.wayD.matter(4)A.setupB.findC.establishD.know21/46forastart首先；作为开始同近义词atfirst,inthefirstplace

For

a

start,allbusinessactivitiesmustbebrokendownintotheirdiscretecomponents.Widespreadbankruptcieswouldmeanalotofinvestorslosingtheirmoneyfor

a

start.For

a

start,GoogledoesnotrunadsoverhereinEuropeonGoogleNews.22/46Step2

Don’tmisunderstandthecustomerUnderstandtheneedsoftheotherperson.Thenit’suptothesalespersonto(5)______________thatthebenefitsoftheirgoodsorservicesmatchtherequirements.Withoutthat,youhavenosale,Step3

AskcleverquestionsAskquestionstofindoutwhatthecustomer’sproblemsandissuesare.Thenthink(6)________whattheneedsmustbe.It’softenmore(7)_______thanaskingtheobvious,‘Whatdoyouneed?’Step4

KnowyourstuffIt(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.where23/46thinkthrough想明白；细心(或仔细)考虑清楚；思索…直到得出结论(或处理方法)：Ineedtohaveachancetogetmyheadtogetherandthinkthrougheverything.我需要一个机会让自己头脑冷静下来，把事情彻底地想清楚。Theextrathreehoursgavemetimetothink

througheverything,withoutrushingthroughthedetails.Inthisrole,Bizwillhelpusthink

throughandevaluatenewinvestmentopportunities.Themanagersmustthink

throughactionssothatheorshecangiveproperdirection.24/46itgoeswithoutsaying不言而喻；不消说Ofcourse,itgoeswithoutsayingthatAmazonreservestherighttomodifytheagreementatanytime.不消说，亚马逊企业保留在任何时候修改此协议权利。“Ithinkitgoeswithoutsayingthatthereisaneedtocorrectourfirstquarterlyreportwhichismisleadingandinaccurate,”hewrote.他在备忘录中写道“不言而喻，我们需要更正我们有误导性和不准确性第一份季度汇报。”25/46Step5

Don’toverloadpeoplewith(10)_________Youneedtoknoweveryproductspecificationbutyourcustomerdoesn't.Essentially,heorsheneedstoknowhowitwillmaketheirlife(11)__________.Iflaterontheywantthedimensions,they’llfinditonyourwebsite.Step6

SalespeoplearenotnecessarilybornTheclassic(12)_________ofasalespersonissomeonewhoisoutgoing.Butlikecustomerswhocomeinallpersonalitytypes,salespeoplecan(13)_______.Themainthingistobeabletoreflectandreacttoacustomer’spersonality.Step7

BepreparedtofailItdoesn'tmatterhowgoodyouare,youwillget(14)__________.Salesisfullofknockbacks,sodon’tgethunguponit.(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.Contact26/46turndown调低(…音量）；拒绝Wouldyouturndownyourradioalittle?把收音机关小一点好吗?Sometimesitseemsrudetoturn

downaninvitationtogooutforcocktails鸡尾酒会.Thosewhoturn

downajobofferwillhavesomeoralloftheirbenefitswithheld.27/46gethungupon卡在…、执着于……、心烦意乱、忧心忡忡Forinstance,whilewritingabusinessplan,youmaygethunguponincomeprojections,withnoideahowtofigurethatpartout.举个例子，在确定商业计划时候，你可能会卡在收入计划上，不知道假如把这部分写好。28/46Listening:Selling1.Listentogivesalespeopleandtheircustomers.Ineachcasethesalespersoniseitherfollowingastepfromthearticleon‘Howtosell…’orfailingtofollowit.Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling.

StepProductorservice?Salesperson1_________________________________Salesperson2_________________________________Salesperson3_________________________________Salesperson4_________________________________Salesperson5_________________________________34or51or647advertisingcarstationerypersonalorganizershomeimprovements/decorationStep1BuildtrustStep2Don’tmisunderstandthecustomerStep3AskcleverquestionsStep4KnowyourstuffStep5Don’toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail29/462.Listenagainandcompletethenotesabouteachsalesperson’sproductorservices.Demandfallsin(1)_______butJulyisbetter.Theclientmightbeinterestedinadvertisingonthe(2)______.BEAVISSUPPLIESRaywouldliketochangethe(5)_____________ontheoldletterheads.LeatherDiariesAvailableinblackand(6)_____aswellasbrown.Customerwantstoknowpriceforputtingcompany(7)_______onthefront.TheXR5isahugeimprovementonthe(3)_______model:-backseatairbagsTravels0to70in(4)______airconditioning.Pointstomentionineachcall:WarmandCosyAskquestionsaboutperson’s(8)______Suggest(9)________visitstoadviseonhome

improvements.30/463.Listenfortheexpressionsbelow.Writethenumberofthelistening(1-5)inwhichyouheareachexpression.A.Iknowit’sprovedmuchmorepopularthan…B.Whatdidyouhaveinmindexactly?C.Sois…somethingyoumightbeinterestedin?D.Iwaswonderingifyou’dmindansweringafewquestionsabout…E.Perhaps…couldbeuseful?F.IsthereanythingIcanhelpyouwithatthemoment?G.ShallIputyoudownfor…?H.It’sahugeimprovementon…4315133231/464.MatchtheexpressionsA-Hinexercise5tothecategoriesbelow.Writeoneletteroneachline.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____BDFCEAHG32/46Speaking:AsalesconversationChooseanobjectintheclassroom.Workinpairsandtaketurnstosellyourobjectstoeachother.Followtheflowchartinthelastpart.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____33/46Reading:AproposalAsalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient.Readitandanswerquestion1-3.1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?DearMr.RiceThankyouforyourorderbyfax.Furthertoyourrequestforofficespacefortwelvemonths.I’dliketomentionthatIcanalsoofferyoua10%discountforbookingsofaneighteen-monthperiod.YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant.However,pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors.Asaninterestingalternative,youmightwishtoconsideranewpremisescalledDockside(aboutonemiledowntheriversidefromVirginiaWalk).Ithasthefollowingfeatures:•afirst-flooropen-planofficespace(75m2)withwonderfulviewsoftheoldharbour.•aconvenientthree-minutewalkfromthestationandidealforcyclistswithapathalongtheriverside•suitableparkingfacilitiesforovertwentystaff.FAX34/46Pleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?Theclientneedsofficespacefor12months.Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition.Thesecondlocationofferedhasthesebenefits:officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities35/46可能用于提提议表示法：Thankyouforyourorder…Furthertoyourrequest…I’dliketomentionthatIcanalso…Pleasenote…Asaninterestingalternative,youmightwishtoconsider…Ithasthefollowingfeatures…Pleaseconsiderthispossibilityandnote…Iwouldsuggestapromptdecision…Ilookforwardtohearingfromyou…36/46Writing:AfaxSpacesaver,companywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccessBROWN&BURRoffer10%discountfortwo-yearbooking37/46Threelotscurrentlyavailable:75m250m250m2WarehousingW1CircularStorageNew

warehousingspaceNOWOPEN.Allspaceavailablefrom25m2to100m2.TwothirdsthepriceofW1Basedincitycentre.Couldoffertwospacesat50m2butmoreexpensive.PooraccessandparkingforfiveatmostOutsideofcitycentre.30-minutedrivefromBrownandBurrJustoffmotorway.Easyaccessforlorriesandadequateparking.Brandnewfacility.CCTVandsecurityfirmcheckonceanight.38/46WhatareMr.Burr’sneedsandrequirements?HowmuchSpacesavermeetthoseneeds?Whichrequirementcan’tbemet?WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply?Mr.Burrneedswarehousingfor18months.Heneeds100squaremetresinspace,securityandparkingforatleasttwentypeople,aswellasgoodaccess.SpacesavercanmeetthoseneedsifMr.Burrtakestwospacesof50squaremetres(althoughthisisexpensive).However,parkingandaccessarepoor.SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetres’space.It’salsocheaperandhasgoodaccessandparkingaswellassecurity.Theonlydrawbackisthatthewarehouseisn’tascentralsotheproposaltoMr.Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem.39/46Writingafax.Payattentionto:4P7340/4641/467.3ExamSpotlight:ReadingTest,PartOneReadingTest:Inthispart,youwilllookatPartOneoftheReadingTest.Therearefourshorttextsonarelatedthemeorasingletextdividedintofoursections.EachtextorsectioniscalledA,B,CorD.Therearesevenstatementswhichrelatetothetexts.Youneedtomatcheachstatementtoatext.1.Lookatthefourtextsonthefollowingpage.Whatisthe‘relatedtheme’ofthesetexts?2.NowreadthesevenstatementsandmatcheachtoA,B,CorD.1)Thereisadeadlineforanyoneinterestedinthispost._____2)Thisposthasrecentlybeenestablished.______3)Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill.____4)Youwillneedtomanagepeopleunderyou._____5)Yourjobdescriptionrequiresyoutobegoodatconvincingpeople._____6)Youmusthaveadegreetoapplyforthisjob._____7)Inthisjobyoumustbewillingtotravelandspendtimeabroad.______42/46ConferenceOrganiser£38,000Anewlybuiltconferencecentreattachedtoawell-establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday-to-dayrunningofconferencecentres.Youwillbeinchargeofateamofthreefull-timestaffresponsibleforbooking,schedul