新编剑桥商务英语unit-7

Module77.1SalesVocabulary:Saleterms2Reading23Grammar4Speaking:Comparingjobs5Reading11GroupactivityWhatarethesimilaritiesanddifferencesbetweenthetwojobs?Whichyouwouldprefertodoandwhy?QuestionsReading1.Workinpairs.Comparethejobsineachofthefollowingpairs.Whatarethesimilaritiesanddifferences?Saywhichyouwouldprefertodoandwhy.*doctor/vet*fighterpilot/airlinepilot*schoolteacher/universitylecturer*politician/journalist*managerofacompany/managerofacharityDifferencesbetweenmarketingandsalesDoyouknow...2.Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales.Completethetablebelowwithreasonsfromthetext.ReasonsforchoosingmarketingReasonsforchoosingsales-soundsbetteratdinnerparties-hasanairofglamour(whereassaleshasanunglamorousimage)-(manygraduatesbelieve)youworkoncreativePRcampaignsandgoonlotsofjollies-marketingseemsmoreattractive(thansales)-itisn’tasbadasmythssuggest-unlikemarketing,salesistangible-ithasadirectimpactonacompany’sresults-youmeetpeopleandcommunicatewithdifferentpersonalities-insalesthere’sabuzzofatarget-drivenenvironment-youcanmanagemillionsofpoundsofbusiness-makecustomershappy-it’sincrediblyrewardingNotsoldonsales?‘Hi,Iworkinsales.’notagreatconversationopener,isit?NotlikebeingafighterpilotoradirectorofMedecinssansFrontieres,forexample.Unfortunately,ajobinsalescan’tquiteshakeoffitsunglamorousimageorassociationswithsomethingratherdishonest.Thisallmeansrecruitmentproblemsforgraduateemployees.Ontheotherhand,marketing–alessdirectwayofsellingaproduct–israthermorepopularasacareerchoice,andsoundsbetteratdinnerparties.Why?SusanStevens,headofHRatToshiba,believesthatmarketing‘retainsanairofglamour’andthatgraduates‘expecttoworkoncreativecampaignswithPRsandlotsofjollies’.But,ontheotherhand,salesmeans‘door-to-doorworkandcoldcalling’.Yetthisimageismisleading.SalesprofessionalsintheUKoutnumberpeopleinmarketingbyabout200,000.Thisispartlybecausethosewhodofallintosalesworkrealizeitisn’tanythinglikeasawfulasthemythssuggest.StevenssaysthatToshibarecentlyhadtomarketitsgraduateschemeasasalesandmarketingprogrammebecause‘weknewsalesalonewouldn'tattractpeople’.Thegamblepaidoff.Lastyearthemajorityofrecruitschosesales,includingRossSnowdon,amarketinggraduate.‘Unlikemarketing,salesistangible.Ithasdirectimpactonacompany’sresults.It’sallaboutmeetingpeopleandcommunicatingwithdifferentpersonalities.’Partofthereasonwhygraduatesareoftennotinterestedinsalesisbecauseitisn’tseenasaprofession.ClarissaGent,achemistrygraduateandsalesmanageratRackspaceManagedHosting,anITsupportfirm,says:‘Careersdepartmentsdon’ttalkaboutsalesandthereisalackofeducationaboutthedifferentlevelsyoucangotowithit.Ialwaysthoughtmarketingseemedmoreattractive,butitwasn’tthedynamicworldI’dimagined.ThenItalkedtopeopleinsalesandrealizedthatitispossibletobepassionateaboutit.ItsoonbecameapparentthatIwasmuchmoresuitedtosales.NowIspeaktocustomerseverydayinthebuzzofatarget-drivenenvironment.It’sfantastic.’TomMoody,acommercialdirectorforProctorandGamble,saysthatsalescanbe‘managingmillionsofpoundsofbusinessandmakingsurethecustomer’shappy.It’sincrediblyrewarding.’Nowthere’saconvincingsalespitchifIeverheardone!3.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.Vocabulary: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.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Part1.Task3ReadthefollowingwordsorphrasesandtranslatethemintoEnglish1.在销售部工作2.一种不直接的销售方式：营销3.从事创造性活动，公关活动4.挨家挨户推销5.拨打不期而至的电话6.销售更具体实在7.对公司的业绩有直接的影响8.与不同性格的人打交道9.就业部门10.目标明确，充满激情11.销售总监12.推销口才WorkinsalesMarketingalessdirectwayofsellingaproductWorkoncreativecampaignswithPRsDoor-to-doorworkColdcallingSalesistangibleHasdirectimpactonacompany’sresultsCommunicatingwithdifferentpersonalitiesCareerdepartmentInthebuzzofatarget-drivenenvironmentCommercialdirectorSalespitchReading:Theworstjobintheworld?A:Iworkedforafirmofarchitects,whichwas(unofficially)runbythewifeofoneofthedirectors.Shewasalsoanexpertatcreatinguselessjobsforadministrationstafftodo,suchasremovingandre-gluingstampswhichhadn’tbeenstuckonstraightenough.Thiswasn’tasbadasthe‘emailconfirmationform’,though.Thiswasherstrangestinvention,wherebyallemailshadtobecopiedintoaWorddocument,printed,andsignedatthebottombysomeone.WhenIsuggestedthismightbeawasteoftime,sheshoutedatme.Ileftamonthlater.Readaboutthreepeople’sexperiencesofbadjobs.B:Themostboringjobeverisworkinginacallcenterdealingwithpeoplefordrivinglessons.Mostofthetimeitwasbookingpeopleinwiththesamethree-minuteconversationoverandoveragain.Bookingare-testwasevenworse,becausethenthepeopleattheotherendofthelinehadjustfailedtheirtestandwantedtoexplainwhy.Ilastedthreeweeks,includingaweek’straining.C:I’vehadsometerriblejobsbutinthe1960s,mymotherworkedinasugarfactory.Thepacksofsugarusedtotravelalongtheconveyorbeltandatonepoint,wherethesugarwasinthebagsbutstillopen,theyhadtotravelaroundacorner.Forsomestrangereasoneverysixthbagwouldoftenfallover.Mymother’sjobwastostandatthecorner,eighthoursaday,withapoletohelpthesixthbaground.Shelastedthreeweeksandgotajobinacaféinstead.Latersheheardtheyreplacedherwithapieceofplasticonthecorner.Lookatthestatementsbelowaboutthethreejobs.Whichjobdoeseachstatementreferto(A,BorC)?Thereismorethanoneanswerinsomequestions.1.Thesetwojobswerethesameeveryday.______________2.Thejobdescriptionforthisjobdidn’tincludethis!____________3.Thisjobprobablywasn’tinapaperlessoffice._______4.Thisjobbecameunnecessary._______Vocabulary:DescribingjobsCompletethetablebelowwiththedifferentformsofeachwordfromthebox.repetitiveresponsibleboringfrustratingvariedchallengingwell-paidadjectivenouncomparativeformsuperlativeformrepeat/repetitionboringmostchallengingvarietymorevariedbest-paidfrustrationresponsibleListening:Selling2Reading:Aproposal3Speaking4Reading:Howtosell..17.2SellingWriting:Afax5Whatarethedifferentwaysofsales?Discounts,demonstration,coupons,drawings,games,contests,premiums,samples,moneyrefundoffers,

tradingstamps,deliveryQuestionsReading:Howtosell…1.Whatarethequalitiesofasuccessfulsalesperson?Makealistofyourideas.speakingLTalket’sPersuasivePositivequalitiesKindness,courage,confidence,honesty,loyalty,cheerfulnessKeenobservationKnowledgeabouttheproductsAbilitytomakefriendsandgetalongwiththepeopleNevergiveup,ambitious,smart,2.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.knowStep2

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.whereStep5

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.ContactPart1.Task3ReadthefollowingwordsorphrasesandtranslatethemintoEnglish工作说明商品或服务的好处能够符合顾客的要求不言而喻让顾客承受繁琐的商品性质细节产品规格产品尺寸顾客的性格类型各不相同推销员也能变化自如拒绝，打击继续征服下一位顾客JobdescriptionThebenefitsoftheirgoodsorservicesmatchtherequirementsItgoeswithoutsayingOverloadpeoplewithdetailsProductspecificationProductDimensionsCustomersComeinallpersonalitytypesSalespeoplecanvaryKnockbacksMoveontothenextcustomerListening:Selling1.Listentogivesalespeopleandtheircustomers.Ineachcasethesalespersoniseitherfollowingastepfromthearticleon‘Howtosell…’orfailingtofollowit.Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling.

StepProductorservice?Salesperson1_________________________________Salesperson2_________________________________Salesperson3_________________________________Salesperson4_________________________________Salesperson5_________________________________34or51or647advertisingcarstationerypersonalorganizershomeimprovements/insulationStep1BuildtrustStep2Don’tmisunderstandthecustomerStep3AskcleverquestionsStep4KnowyourstuffStep5Don’toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail2.Listenagainandcompletethenotesabouteachsalesperson’sproductorservices.Demandfallsin(1)___June____butJulyisbetter.Theclientmightbeinterestedinadvertisingonthe(2)__radio____.BEAVISSUPPLIESRaywouldliketochangethe(5)__design___________ontheoldletterheads.LeatherDiariesAvailableinblackand(6)_red____aswellasbrown.Customerwantstoknowpriceforputtingcompany(7)___logo____onthefront.TheXR5isahugeimprovementonthe(3)___2007____model:-backseatairbagsTravels0to70in(4)_5seconds___airconditioning.Pointstomentionineachcall:WarmandCosyAskquestionsaboutperson’s(8)_home_____Suggest(9)__representative______visitstoadviseonhome

improvements.3.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…431513324.MatchtheexpressionsA-Hinexercise5tothecategoriesbelow.Writeoneletteroneachline.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____BDFCEAHGSpeaking:AsalesconversationChooseanobjectintheclassroom.Workinpairsandtaketurnstosellyourobjectstoeachother.Followtheflowchartinthelastpart.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____Reading: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.FAXPleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?Theclientneedsofficespacefor12months.Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition.Thesecondlocationofferedhasthesebenefits:officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities可能用于提建议的表达法：Thankyouforyourorder…Furthertoyourrequest…I’dliketomentionthatIcanalso…Pleasenote…Asaninterestingalternative,youmightwishtoconsider…Ithasthefollowingfeatures…Pleaseconsiderthispossibilityandnote…Iwouldsuggestapromptdecision…Ilookforwardtohearingfromyou…Writing:AfaxSpacesaver,companywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccessBROWN&BURRoffer10%discountfortwo-yearbookingThreelotscurrentlyavailable:75m250m250m2WarehousingW1CircularStorageNew

warehousingspaceNOWOPEN.Allspaceavailablefrom25m2to100m2.TwothirdsthepriceofW1Basedincitycentre.Couldoffertwospacesat50m2butmoreexpensive.PooraccessandparkingforfiveatmostOutsideofcitycentre.30-minutedrivefromBrownandBurrJustoffmotorway.Easyaccessforlorriesandadequateparking.Brandnewfacility.CCTVandsecurityfirmcheckonceanight.WhatareMr.Burr’sneedsandrequirements?HowmuchSpacesavermeetthoseneeds?Whichrequirementcan’tbemet?WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply?Mr.Burrneedswarehousingfor18months.Heneeds100squaremetresinspace,securityandparkingforatleasttwentypeople,aswellasgoodaccess.SpacesavercanmeetthoseneedsifMr.Burrtakestwospacesof50squaremetres(althoughthisisexpensive).However,parkingandaccessarepoor.SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetres’space.It’salsocheaperandhasgoodaccessandparkingaswellassecurity.Theonlydrawbackisthatthewarehouseisn’tascentralsotheproposaltoMr.Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem.writingLTalket’sAproposal建议书Usefulexpressions:Thankyoufor…byfaxFurthertoyourrequestfor…..,Iwouldliketomention……Youenquiredabout…..However,pleasenotethat……Asaninterestingalternative,youmightwishtoconsider…..Ithasthefollowingfeatures:1.2.3.Pleaseconsiderthispossibilityandnote….Iwouldsuggestapromptdecisiononthissecondoption.Additionalexercises:ReadingTest:Inthispart,youwilllookatPartOneoftheReadingTest.Therearefourshorttextsonarelatedthemeorasingletextdividedintofoursections.EachtextorsectioniscalledA,B,CorD.Therearesevenstatementswhichrelatetothetexts.Youneedtomatcheachstatementtoatext.1.Lookatethefourtextsonthefollowingpage.Whatisthe‘relatedtheme’ofthesetexts?2.NowreadthesevenstatementsandmatcheachtoA,B,CorD.1)Thereisadeadlineforanyoneinterestedinthispost._____2)Thisposthasrecentlybeenestablished.______3)Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill.____4)Youwillneedtomanagepeopleunderyou._____5)Yourjobdescriptionrequiresyoutobegoodatconvincingpeople._____6)Youmusthaveadegreetoapplyforthisjob._____7)Inthisjobyoumustbewillingtotravelandspendtimeabroad.______ConferenceOrganiser£38,000Anewlybuiltconferencecentreattachedtoawell-establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday-to-dayrunningofconferencecentres.Youwillbeinchargeofateamofthreefull-timestaffresponsibleforbooking,schedulingandtechnicalprovisiontoclients.Thesuccessfulapplicantwillalsobeabletopromotethecentretolocalandnationalbusinesses.Youwillneedtobeself-motivated