新编剑桥商务英语unit7

Module7BusinesstopicSalesBusinessskillsselling7.1SalesVocabulary:Saleterms2Reading23Describingjobs4Reading11Reading1.Workinpairs.Comparethejobsineachofthefollowingpairs.Whatarethesimilaritiesanddifferences?Saywhichyouwouldprefertodoandwhy.*doctor/vet*fighterpilot/airlinepilot*schoolteacher/universitylecturer*politician/journalist*managerofacompany/managerofacharityReference:1stpairYouneedtobehighlyqualifiedtobeadoctororavet.bothdealwithhealthbutobviouslyonedealswithpeople.Iwouldprefertoworkwithanimalsbecausetheyarelessdifficult.Languagesforqualitiesandskillsfighterpilot/airlinepilotExcellenthealth/visionExcellentheartconditionChallenging,dangerouspolitician/journalistFacethepublicandbeeloquentPublicrelationskillsComeacrossnewpeopleandnewthingsFacethesterncriticismWouldyouprefertoworkinsalesormarketing,why?Canyoulistsomedifferencesbetweenmarketingandsales?2.Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales.Completethetablebelowwithreasonsfromthetext.ReasonsforchoosingmarketingReasonsforchoosingsales-soundsbetteratdinnerparties-hasanairofglamour(whereassaleshasanunglamorousimage)-(manygraduatesbelieve)youworkoncreativePRcampaignsandgoonlotsofjollies-marketingseemsmoreattractive(thansales)-itisn’tasbadasmythssuggest-unlikemarketing,salesistangible-ithasadirectimpactonacompany’sresults-youmeetpeopleandcommunicatewithdifferentpersonalities-insalesthere’sabuzzofatarget-drivenenvironment-youcanmanagemillionsofpoundsofbusiness-makecustomershappy-it’sincrediblyrewarding标题Notsoldonsales头韵（修辞）对销售工作不感兴趣销售岗位滞销注释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Outnumber…by..数量上超过Fallinto从事….Gamble赌博Payoff还清，获得成功Dynamic活力的，充满生机的buzzn.（俚语)极度兴奋，微醉Commercialdirect销售总监Incrediblyrewarding回报率令人难以想象Pitch程度，水平Salespitch推销口才MSF（无国界医师组织）isa

humanitarian-aidnon-governmentalorganizationbestknownforitsprojectsinwar-tornregionsanddevelopingcountriesfacing

endemicdiseases地方病.ItsheadquartersareinGeneva,Switzerland.

InCanadaandtheUnitedStates,itisalsoknownasDoctorsWithoutBorders

isalsoused.

RackspaceManagedHosting

可控制虚拟主机公司

isanIThostingcompanybasedin

SanAntonio,Texas.ProctorandGamble:宝洁公司(P&G)isa

Fortune500American

multinationalcorporationheadquarteredindowntown

Cincinnati,

Ohio

andmanufacturesawiderangeofconsumergoods.(财富500强公司之一，一家生产个人卫生用品的大集团公司，总部设在美国)Proctor和Gamble为公司两个创始人的姓氏，缩写为P&G。Notsoldonsales?

对销售工作不感兴趣？Mythsofsales:

NotagoodconversationopenerUnglamorousAssociatedwithsomethingratherdishonestDoor-to-doorworkandcoldcallingNotaprofessionYettheyaremisleadingThetruthaboutsales:SalesprofessionalsoutnumberpeopleinmarketingSalesistangible,hasdirectimpactonacompany’sresultsSalesisallaboutmeetingpeopleandcommunicatingwithdifferentpersonalitiesSalescreatesabuzzofatarget-drivenenvironmentSalescanbemanagingmillionsofpoundsofbusinessandmakingsurethecustomerishappy.Salesisincrediblyrewarding.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Reading:Theworstjobintheworld?AWhichfirm?Afirmofarchitects建筑设计公司Whichuselessjobswasshecreating?Removingandre-gluingstampsEmailconfirmationform(strangest)Whichwasherstrangestinvention?Allemailshadtobecopiedintoaworddocument,printed,andsignedatthebottombysomeoneCommon:Wastingpaper,BBoringCallcenter电话服务中心Bookingpeopleinwiththesamethreeconversations进行同样的三分钟对话，为他们预约时间repetitiveCMymotherworkedinasugarfactoryJobStandatthecorner,eighthoursaday,withapoletohelpthesixthbaground.Why?BereplacedwithapieceofplasticonthecornerLookatthestatementsbelowaboutthethreejobs.Whichjobdoeseachstatementreferto(A,BorC)?Thereismorethanoneanswerinsomequestions.1.Thesetwojobswerethesameeveryday._B_________C____2.Thejobdescriptionforthisjobdidn’tincludethis!___A___3.Thisjobprobablywasn’tinapaperlessoffice.__A_____4.Thisjobbecameunnecessary.____C___Vocabulary:DescribingjobsCompletethetablebelowwiththedifferentformsofeachwordfromthebox.repetitiveresponsibleboringfrustratingvariedchallengingwell-paidadjectivenouncomparativeformsuperlativeformrepeat/repetitionboringmostchallengingvarietymorevariedbest-paidfrustrationresponsiblemostrepetitivemorerepetitiverepetitivebore/boredommoreboringmostboringchallengingchallengemorechallengingvariedmostvariedwell-paidpay/paymentbetter-paidfrustratingmorefrustratingmostfrustratingresponsibilitymoreresponsiblemostresponsiblerepetitive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Canyouthinkoutmorewords?ExcitingPopulousGlamorousWell-respected…ApplytheadjectivestothethreecasesCaseAFrustrating,challengingCaseBRepetitive,boringCaseCRepetitive,boring,frustratingp69WhatisimportantwhenchoosingajobListening:Selling2Reading:Aproposal3Speaking4Reading:Howtosell..17.2SellingWriting:Afax5Reading:Howtosell…1.Whatarethequalitiesofasuccessfulsalesperson?Makealistofyourideas.

persuasivenessKeenobservationknowledgeabletrustworthybelievesintheproductorservicenevergivesupAbilitytomakefriendsandtogetalongwiththepeoplehasgoodcommunicationskillshasagoodunderstandingoftheproductsandrelatedinformationhardworkerworkswellunderpressure……..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.ContactListening:Selling1.Listentogivesalespeopleandtheircustomers.Ineachcasethesalespersoniseitherfollowingastepfromthearticleon‘Howtosell…’orfailingtofollowit.Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling.

StepProductorservice?Salesperson1_________________________________Salesperson2_________________________________Salesperson3_________________________________Salesperson4_________________________________Salesperson5_________________________________34or51or647advertisingcarstationerypersonalorganizershomeimprovements/insulationStep1BuildtrustStep2Don’tmisunderstandthecustomerStep3AskcleverquestionsStep4KnowyourstuffStep5Don’toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail2.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.Juneradio2007fivesecondsdesignredlogohousearepresentative3.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:_____BDFCEAHGListeningscriptC=customS=SalespersonSalesperson1CWell,JuneisalwaysalittledifficultbecausedemandfallsandwehavetowaituntilJulyagainbeforethingspickup.SSoisextraadvertisingsomethingyoumightbeinterestedin?CMaybe,thoughwehavetriedthatbefore.Youknow,inlocalmagazinesandsoon.S

Perhapsradiooramailshotcouldbeuseful?CLocalradio’saninterestingidea.Ihaven’tthoughtaboutit,really.Salesperson2ThisisourlatestXR5.It’sahugeimprovementontheprevious2007modelbecausethey’veupdateditwithanumberofkeyfeaturessuchasbackseatairbags(后座安全气囊)forthekids,halfacubicmetreextrainthebackforluggage(行李后备箱),andthebrakingsystem

(刹车系统)isstate-of–the–art.It’lldozeroto70infivesecondsandofcoursethere’sairconditioning.Thedashboard

(仪表器)isparticularlyinterestingbecauseitwilltellyouwhenthetyresneedmoreairpressureorifit’sdueaservicecheck-up…Salesperson3CHelloSHello,Ray.It’sIvanfromBeavisSupplies.COhhi,Ivan.Howareyou?It’sbeenalongtime.SYes,I’mafraidI’vebeensickforacoupleofweeks.COh,I’msorrytohearthat.SWell,I’mOknow.Howarethingswithyou?CPrettygood.We’rebusy.SThat’sgood.SoisthereanythingIcanhelpyouwithatthemoment?CAsamatteroffact,Ineedsomeletterheadsfairlysoon.SSoshallIputyoudownforyourusualorder?CActually,Iwasthinkingwecoulddosomethingwiththedesign.SSure,whatdidyouhaveinmindexactly?Salesperson4SErm,wellyes,errthisisquitegood.Ithasadiarysectionhere,youknowfromJanuarytoFebruary.And,err,Ithinkatthebackthere’sanaddressbook...Oh,Ithoughttherewas.Maybethereusedtobe.Anyway…CIsthiscoverleather?S

Erryes?Well,yes,itfeelslikeleather.Iknowwecangettheminblackandredaswellasbrown.Iknowit’sprovedmuchmorepopularthantheoldplasticsort.CAndhowmuchdoesitcosttoputourlogoonthefront?SLogo?Sure.Right.Yes,thatwouldlookgood,wouldn’tit?Well,letmeringtheofficeandmaybetheycangiveme,Imeangiveyouapriceonthat…onemoment…Salesperson5C1Hello?SHello,isthatMr

Hawkes?C1Yes,who’sthis?SHello,Mr

Hawkes,thisisMartincallingfromWarmandCosy.Mr

Hawkes,Iwaswonderingifyou’dmindansweringafewquestionsaboutyourhomethisevening.C1Why?SWell,ithappensthatarepresentativefromWarmandCosywillbeinyourareatomorrowandhe’llbeavailabletoadviseyouanyhomeimprovementsyoumightbethinkingof…C2Hello?SHello,isthatMrsJones?C2Yes,speaking.SHello,MrsJones,thisisMartincallingfromWarmandCosyandIwaswondering…Speaking:AsalesconversationChooseanobjectintheclassroom.Workinpairsandtaketurnstosellyourobjectstoeachother.Followtheflowchartinthelastpart.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____DFCEAHGBAsalesconversationEstablishcustomerneedsWhatdidyouhaveinmindexactly?Iwaswonderingifyouwouldmindansweringafewquestionsabout…IsthereanythingIcanhelpyouwithatthemoment?SuggestpossiblerequirementsSois…somethingyoumightbeinterestedin?Perhaps…couldbeuseful?CompareIknowitisprovedmuchmorepopularthan…Itisahugeimprovementon…ClosethesaleShallIputyoudownfor…?AleatherhandbagPenAbookReading: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…感谢您…的订单Furthertoyourrequest…关于您…的要求，…I’dliketomentionthatIcanalso…我想提的是我还可以…Pleasenote…请注意…Asaninterestingalternative,youmightwishtoconsider…还有个有意思的选择，您也许可以考虑…Ithasthefollowingfeatures…它有下列特点…Pleaseconsiderthispossibilityandnote…请考虑这种可能性并注意…Iwouldsuggestapromptdecision…我想建议您尽快做决定…Ilookforwardtohearingfromyou…盼早日恢复。Writing:AfaxSpacesaver,acompanywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccessBROWN&BURRoffer10%discountfortwo-yearbookingThreelotscurrentlyavailable:75m250m250m2WarehousingW1CircularNew

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.DearMr.Burr,FurthertoyourenquiryaboutthewarehousingattheW1site,Iamdelightedtosaythisspaceisstillavailable.However,withregardtoyouradditionalrequirementspleasenotethatyouwouldhavetorenttwoseparatespacesof50squaremetersandthewarehousehaslimitedparkingforfivecarsonlyandlimitedaccess.Asanalternative,youmightwishtoconsideranewstorageoptioncalledCircularStoragethathasrecentlybecomeavailabletoSpacesaver.WhileitisalittlefurtherfromthecenterofthecitythanW1,ithasthefollowingfeatures:easyaccessforlorriesandadequateparkingfortwentysecuritywithCCTVspaceavailabilityof100squaremetres(andmoreifrequired)Pleasealsonotethatitwouldbetwo-thirdsthepriceofW1,andthe10%didcountfortwo-yearbookingwouldstillapply.Avisittothesepremisescanbearranged,althoughIwouldliketosuggestapromptdecisiononthissecondoption.Ilookforwardtohearingyouintheverynearfuture.YourssincerelyAdditionalexercises: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-dayrunningofco