当代商务英语听说教程学生用书2（第二版）课件：How was the last order

123Part1PracticalListening&Speaking4Part2BusinessSpeakingPart3ListeningPracticePart4FunListeningUnitGoalsCallingapreviousclientDescribingthesalestrendLearning5tipsforasuccessfulsalescallLearninglessonsfromanineffectivesalescallPart1AWordstudyWorkwithyourpartnertofillintheblanksusingthewordsontheleft.Listenandcheckyouranswers,andthenfollowtherecording.Christmas,salesjumpedfrom＄650,000to＄1.2million.(2)SalesinOctober.(3)SalesinJune.(4)Ifyoudosomethinginperson,youdoityourself.(5)Generally,theoflastyearwassatisfactory.(6)TherewasainsalesfromJunetoSeptember.(7)I’llthehouseandgetmystufflater,OK?Intherun-upto______________reachedapeak_____________hitrock-bottom______________salesperformance________________gradual/steadydecline____________________boothconventionprospectivecomebyinpersonreachedapeakhitrock-bottomstaticfluctuatesIntherun-uptorocketedcomeby_______AWordstudy(8)Economistspredictthathousingpriceswillremainforalongperiod.(9),pricesarestillrising.(10)Carsalesfrom180to2,000lastyear.(11)Ifapriceoranamount,itkeepschangingandbecominghigherandlower.(12)Aclientissomeonewhoislikelytobuythingsfromyousoon.rocketed________static_____fluctuates_________Overall_______boothconventionprospectivecomebyinpersonreachedapeakhitrock-bottomstaticfluctuatesIntherun-uptorocketedprospective__________AWordstudy(13)Achangemeansagreatandsuddenchange.(14)Aisasmallpartlyenclosedstructurewhereyoucanbuythingsorgetinformation,usuallyatamarketoratradefair.(15)Aisalargeformalmeetingforpeoplewhobelongtothesameprofessionororganizationorwhohavethesameinterests.(16)Theroomhasviewsacrossthelake.booth______dramatic________overallsalesperformancegradual/steadydeclinedramaticfabulous________convention__________BFunctionallisteningTaskOne(Callingapreviousclient):Listentotherecordingandfillintheblanks.Dan:Hello,thisisDanWilliamsfromKLPInternational.CouldIspeaktoKarenHenderson?Karen:Hello,thisisKaren.HowmayIhelpyou,Dan?Dan:Hi,Karen.HowiseverythingatFunGames?Karen:Justfine.Howareyoudoing?Dan:I’mdoingverywell.Youknow,recentlyIreadintheBusinessTimesthatFunGameshasdoneverywellsinceyouhad(1).aboothatlastyear’scomputergameconvention__________________________________________BFunctionallisteningKaren:Actually,we’vehadafabulousyear.Andtheconventionwasahugesuccess.Dan:Great,I’mgladtohearit!I’dliketoinformyouthatnextyear’sconventionhasalreadybeenscheduled.Theboothsgoprettyquickly.Karen:(2)assoonaspossible,right?Dan:Yes,ofcourse!Whatdoyouthink?WillFunGamesbeinterestedindisplayingproductsforthousandsofprospectivecustomerstosee?Karen:Idon’tknow,Dan.(3)attheconventioncenterinAllenTownareone-quarterofthepriceasthosehereinJackTown.YouwanttomakesureIgetone____________________________Youknowthebooths___________________BFunctionallisteningDan:Ofcoursetheyare,Karen.Buthistorically,manymorebuyers(4)inJackTown.Karen:Youmayberight,butpeoplearetravelinglongerdistancestothesethingsnowadays.Dan:CouldI(5)sothatIcandiscussthiswithyouinperson?Karen:Well,IsupposeIcouldmeetwithyouafterlunch.Howabouttwop.m.?Dan:Great.Seeyouthen.attendtheconventionhere_______________________comebyyourofficetomorrow___________________________BFunctionallisteningThesalesvolumeatthebeginningoftheyearwasveryhigh.ThesalesvolumeinAprilwas＄300,000,whichincreasedgraduallyto＄650,000inJuly.BetweenJulyandSeptember,therewasnobigchangeinthesales.JustbeforeChristmas,thesalesreachedapeak,whichwas＄1.2million.TaskTwo(Describingthesalestrend):Listentotherecordingandcheck(√)TrueorFalse.TrueFalse√√√√ScriptScriptRight,veryquicklyI’dliketogiveyousomedetailsaboutthesalesoflastyear.Atthebeginningoftheyear,thesaleshitrock-bottom,andthesalesvolumewas＄250,000.Thenthenumberslightlyincreasedto＄300,000inApril.Thisthenrosesteadilyto＄650,000inJuly.ThiswasfollowedbyaratherstaticperiodfromJulytoSeptemberwhensalesfluctuatedaround＄650,000.Thentherewasasteepincreaseintherun-uptoChristmasduringwhichsalesrocketedfrom＄650,000to＄1.2million.Sincethentherehasbeenagradualdeclinetothecurrentsalesfigureof＄850,000.Overall,we-renotunhappywithsalesperformanceovertheyear.CLanguagecheckF:ThisisSusanJones.MayIspeaktoStephenDavis?M:ThisisStephenDavis.(1)mayIhelpyou,Ms.Jones?F:Hi,Mr.Davis.Howare(2)?M:Prettygood,thanks.Howaboutyou?Workwithyourpartnertocompletethefollowingconversations.Thenlistenandcheckyouranswers.How____TaskOne:CallingapreviousclientAskingtospeaktosomeoneMakingsmalltalkthingsthere__________CLanguagecheckF:I’mfine,thanks.Howwasthelastorder?Wereyou(3)withthequalityofourproduct?M:Yes,theyseemedOK.Asyousaid,thequalityofyourproductwas(4)standard.F:That’sgoodtohear.Howaboutourafter-salesservice?Didourpeople(5)youwithgoodservice?M:Yes,theydid.Andalsotheywereveryefficient.satisfied________AskingaboutthequalityAskingaboutafter-salesservicesabove_____provide_______F:Well,Iwasalsowondering(7)youmightbeinterestedinorderinganothermachine.It’sourlatestmodel.M:That(8)interesting.Couldyousendustheproductdescriptionfirst?F:Sure.I’llsendittoyourightaway.I’mlookingforwardtoyournew(9).Thankyouforyourtime.M:Mypleasure.We’llget(10)toyousoon.sounds______AskingforaneworderEndingthecallif__order_____back_____AskingforfeedbackF:Thanks.Afterusingtheproductforawhile,doyouhaveanyfeedback(6)theproduct?M:Everythingisfineatthemoment.on___CLanguagecheckF:Sohowwerethesalesoflastyear?M:Overall,thesales(1)oflastyearwasquitesatisfactory.ThegeneraltrendTaskTwo:Describingthesalestrendperformance____________ThehighestF:Inwhichmonthoflastyeardidthesales(2)apeak?M:Thesalespeakedat＄900,000inMay.reach_____CLanguagecheckThelowestF:Inwhichmonthoflastyeardidthesaleshitrock-bottom?M:Thesaleshitrock-bottominJanuary.The(3)was＄200,000.SharpincreaseF:HowwerethesalesfromJanuarytoMay?M:Thesalesincreased(rose)rapidly(dramatically)(4)＄200,000to＄900,000inthisperiod.SharpdecreaseF:HowwerethesalesafterMay?M:Therewasasudden(sharp)decline(drop)insalesfrom＄900,000to＄600,000(5)MayandJuly.volume_______from_____between_______CLanguagecheckSlightchangesF:HowwerethesalesbetweenJulyandSeptember?M:Thesalesfluctuated(6)＄600,000duringthesetwomonths.SteadygrowthF:Howwerethesalesofthelastthreemonths?M:Thelastthreemonths(7)asteady(gradual)increaseinsales,whichwentupfrom＄600,000to＄700,000.witnessed_________around______DControlledpracticeYouareabuyer.Yourpartnerisaseller.Worktogethertomakeadialoguebasedonthefollowingprompts.Listentotherecordingofamodelanswer,andthenfollowit.Script--------ScriptF:Howmanymodelscanyouoffer?M:Wecanofferawiderangeofmodels.Model345isthelatestone.F:WhatarethefeaturesofModel345?M:Thismodelisamazinglylightweight,anditisextremelydurable.F:Canyoutellmemoreaboutthequality?M:Yes,ofcourse.Iassureyouthatthequalityofourproductisabovestandard.Ourqualitycontrolisverystrict.F:What’sitmadeof?M:It’smadeofimportedmaterials.Theyaresolidanddurable.EBusinesscultureWorkwithyourpartnertoanswerthefollowingquestions.Thenlistentotherecordingandfillintheblanks.(1)Haveyouevermadeasalescall?Howwastheresult?(2)Whatisthemostdifficultpartofasalescall?Howcanyoukeeptheprospectiveclientinterestedandonthelinelonger?EBusinessculture5TipsforaSuccessfulSalesCallA.Developaprofessionalgreeting.Don’tjustsayhelloand(1)yourtelephonepresentationwithouttakingabreath.BeginwithMr.,Mrs.orMs,asin“Goodmorning,Mr.Smith.”Or“Goodevening,Mrs.Jones.”Everyoneelsesays,“Hello.”Be(2).Be(3).B.Introduceyourselfandyourcompany.“MynameisJohnSmithwithABCCompany.We’realocalfirmthat(4)inhelpingbusinesseslikeyourssavemoney.”Don‘tgettoo(5)yet.Don’tmentionyourproduct.Ifyoudo,thatallowstheotherpartytosay,“Oh,we’rehappywithwhatwe’vegot.Thanksanyway,”andhangup.Bykeepingyourintroductiongeneral,yet(6),you‘llkeepthemonthelinelonger.jumpinto________different_______professional_________specializes________specific______mentioningabenefit________________C.Expressthanks.Alwaysthankthe(7)clientforallowingyouafewmomentsinhisbusyday.Tellhimthatyouwon’twasteasecondofhistime.“Iwanttothankyoufortakingmycall.Thiswillonly(8)amomentofyourtimesoyoucangetbacktoyourbusy(9).”Don’tsaythatyou’ll“justtakeamoment.”D.Statethepurposeofyourcall.It’sbestifyoucan(10)thepurposewithinaquestion.“Ifwecanshowyouawaytoimprovethequalityofyourproductata(11),wouldyoubeinterestedtoknowmore?”Thisisverylikelytogetayesresponse.Atthispoint,you’rereadytostart(12)tomeetthispersonortogettheirpermissiontoprovidethemwithmoreinformation.E.Scheduleameeting.Getaconfirmationtomeethimorherinordertogiveagood(13).Offerhimtwotimes,“Mr.Johnson,Icancomebyyourofficeat2:15p.m.todaytodiscussthisfurther.Orwould9:45a.m.tomorrowbetter(14)?”Thankthemfortheirtimetodayandfortheupcomingappointment.Reconfirmthedate,timeand(15)oftheappointment.Youmaysendaletterorane-mailtoconfirmthevisit.Keepitshortandupbeat(乐观的).potential_______involve______schedule_______provide______lowercost_______sellinganopportunity________________presentation_________suityourschedule_____________location______APairworkTaskOne:Usetheexpressionsontheleftbelowtolabelthepicturesaboutthesalestrendontheright.Thentaketurnstodescribethepictures.Followthisexample.Part2A:HowwerethesalesaccordingtoPictureA?B:Thesalesfellrapidly.increasesteeply,reachapeak,anddroppeddrastically2.remainsteady3.fallrapidly4.risegradually5.increasesteadilyandleveloff6.dropdramaticallyandrecover(1)—F；(2)—D；(3)—A；(4)—B；(5)—C；(6)—ETaskTwo:Completethesentencesusingoneofthefollowingprepositions.Thentaketurnstosaythesentences.in at by from of toLastyearthreewasadropnetsalesby9%.Marketshareincreased3%upto8%.Netsalespeaked＄23millionin2007.Europeansaleswentdown＄4millionto＄3million.Salesleveledoffat＄6millionin2007.Costsrose＄3.3million.Thiswasariseof10%.Officesoftwaresalesfell10%in2007.Astrongeuromeantafallexportsin2007.in__from____at__from____to__by__in__TaskOne:Taketurnstocomparethesalesofthisyearwiththoseoflastyear.Followthisexample.BRoleplayA:HowwerethesalesofthisyearinBrazil?B:Therewasadecreaseinsalesfrom1,070oflastyearto950ofthisyear.BRoleplayTaskTwo:

Taketurnstodescribethesalesperformanceinthefollowinggraphs.Usetheexpressionsprovided.AListeningfocusTaskOne:ListentoapassageaboutstudentvisasandmatcheachkindofvisainColumnAwithitsqualifiedapplicantsinColumnBandthetimeofvalidityinColumnCaccordingtowhatyouhearonthetape.Part3SummarizingWhileListeningA B CF-1 exchangestudentsfortheamountoftimeoftheeducationalprogramplusanadditional60daysM-1 studentsinuniversitiesbeforeapplyingforadifferentvisa,theymustreturntohisorherhomecountryforatleasttwoyearsJ-1 studentsinuniversitiesfortheperiodoftimeofthecourseplus30daysoroneyear,whicheverislessScriptTaskTwo:ListentoapassageaboutclimateintheUnitedStates,thensummarizetheweatherineachpartoftheUnitedSatesbyputtingalltheitemsfromAtoFintheboxesbelow.A.Hotinsummer.B.Coldinwinter.C.Thetemperatureinsummerandwinterisnotverydifferent.D.Summersareextremelyhotandwintersareextremelycold.E.Quitewarminspring.F.Rathercoolinautumn.AListeningfocusC___DEF_____AB___ScriptBDictationTaskOne:Listentotheshortpassagetwiceandfillintheblankswiththemissingwordsorsentences.Asalescallshouldn’tbesomethingthathappensbyaccident;itshouldbeaplanned(1).Whensalescallsaren’tplanned,theyoftenresultinwastedtimeandeffort,(2)inanosale.Nomatterhowhardyoutry,youcan’tmakeasaleoneverycallbut,asaminimum,youshouldbeeitherstartingasale,movingasalealong,ortryingto(3)one.event_____resulting________close_____I’mtalkingaboutsalescallshere,not(4)

callswhereyoudropintochatwithsomeoneyoulikeandwholikesyou.Thosearecalled(5)

calls,notsalescalls.They’reusuallyunproductivebutcomforting.(6)

,youshouldbesettingasalescallgoal.(7)

,desiredoutcome,orintendedresult.Beforemakingasalescall,askyourself,“WhatdoIwanttoaccomplishorhavehappenasaresultofthiscall?”(8)

,perhapsyoushouldn’tbewastingyourtimeoryourprospect’stime.BDictationsocial_____comfort_______approachaprospect__________________Eachcallshouldhaveaspecificpurpose____________________________________Beforeyoupickupthetelephonetomakeasalescallorapproach_________________________________________________________Ifyoucan’tcomeupwithagoodanswer____________________________________TaskTwo:You’regoingtohearfivesentences.Repeateachsentenceyouhear.Thenlistenagainandwritedowneachsentence.Checkyouranswerwhenyoulistenforthethirdtime.Don’tjustsayhelloandjumpintoyourtelephonepresentationwithoutallowingtheotherpartytoparticipate.____________________________________________________________________________________________________________Alwaysthankthepotentialclientforallowingyouafewmomentsinhisbusyday.(2)___________________________________________________________________It’sbestifyoucanprovidethepurposeofyourcallwithinaquestion.(3)________________________________________________________Getaconfirmationtomeet,eitherinpersonorbyteleconference.(4)______________________________________________________Thankthemfortheirtimetodayandfortheupcomingappointment.(5)_______________________________________________________BDictationCConversationsTaskOne:Listentothetelephoneconversationandchoosethebestanswer.Conversation1WhoisTonycalling?Anewclient.C.Atelephonesalesperson.D.Acompetitor.B.Anoldclient.ScriptCConversationsConversation12.WhatisthemainpurposeofTony’scall?B.Tomakeanafter-salesmaintenancecall.C.Tooffersomediscount.D.Toupdatethecompany’scontactinformation.A.Tointroducenewproducts.3.Therecentimprovementsaregoodbecausethey.A.havesuccessfullyexpandedtheirmarketshareB.havenoprobleminoperationC.givelowerfuelefficiencyandgreaterproductioncostsD.givegreaterfuelefficiencyandlowerproductioncostsCConversationsConversation14.Fromthisconversation,wemaylearnthat.A.theircompetitorsdon’thaveanyupdatedversionB.theydon’thaveanyupdatedversionC.theircompetitors’marketsharehasbeenfallinginrecentyearsD.theirmarketsharehasbeenfallinginrecentyears.5.Whichofthefollowingistrue?A.Sometechnicalproblemsoccurredintheenginetheclienthasbought.B.Thenewengineisgoingtobeofferedfreetotheclient.D.Theclientisannoyedbythecall.C.Tonywillprobablycallagainthatday.TaskTwo:Listentotheconversationagainandrearrangethestepsthephone-makercarriesoutinthisconversation,bywriting1,2,3,etc.nexttoeachstep.CConversationsStatethepurposeofhiscall:totellmoreabouttheimprovementstotheirproducts.Describethenewfeaturesoftheengine.Makeacomparisonwiththecompetitorsmodels.Askiftheclientissatisfiedwiththepreviousproducttheyhavebought.Scheduleforanothercallifthisoneisnotconvenient.Explainhowthenewfeatureswillhelptoreduceproductioncosts.Explainthepresentmarketsharesituation.Showsomeperformancedataoftheengine’sfuelefficiency.2___4___7___1___8___6___3___5___Conversations2TaskOne:Listentothespeaker’sblog

(containingaconversationinit),anddiscussthecauseofthefailureofthiscall,thenwritedownyouranswersonthelinesbelow.Trytolistasmanyasyoucan.

ScriptThefollowingistherestoftheauthor’sblogexplainingwhythecallfailedandprovidingsomesuggestions.Teachersmayregarditasareference.Ideally,letmecometohim,withapersonalizedletteroremailexplainingwhyhissearchengineisuniqueandhowitcanhelpmyspecificbusiness.______________________________________________________________________________________________________________________Stayingintouchforthesixmonths(withmypermission),withavarietyofeducationalmaterialsabouthowtomarketmybusinessbetter.(2)______________________________________________________________________________________________________________________GraduallydevelopingarelationshipwithmesothatweknoweachotherandIperceivehimtobeapersonandnotjustanannoyingsalesperson.(3)______________________________________________________________________________________________________________________(4)______________________________________________________(5)_______________________________________________________Conversations2Takingmy“no”inamoreelegantandpoliteway,sothatthedoorremainsopenlater.(4)____________________________________________________________________________________________________________Askingmesmartquestionsaboutmybusiness,howImarketit,andwhatisandisn’tworking—especiallyaspertainstosearchengines.Thenhecouldeducatemeaboutanyuniqueadvantagesabouthiscompany’ssolution.(5)____________________________________________________________________________________________________________________________________________________________________________________________________________________________Havingapolitetone,notanarroganttone.Heshouldberoleplayingonthephonetohearhowhesounds.I’llbethewouldn’tbuyhimself!(6)______________________________________________________________________________________________________________TaskTwo:Listentotheconversationagainandanswerthefollowingquestions.1.Him:...backthenwetalkedaboutoursearchengine.

Me:Okay,ifyousayso.

A.Sighingandannoyedatsuchadumbquestion.2.Him:Areyouinterestedinnewwaystomarketyourbusiness?

Me:Ofcourse.

B.AsifIwereanidiotfornotallowinghimtomakeapitch.3.Him:So,youaren’tinterestedinnewwaystomarketyourbusiness?

Me:No,Iguessnot.

C.Gettingannoyed.4.Him:

(actingincredulous)Okaythen,haveagoodday.

D.AmazedIhaven’thungupyet.Rightmatch:1.C;2.A;3.D;4.B.TaskOne:Listentothepassageanddecidewhetherthefollowingstatementsaretrue(T)orfalse(F).DPassage1.Itisthebosswhopaysyoursalaryanddeterminesyourcompany’sfuture.2.Thebestwaytomeetcustomerneedsistobeacustomeryourself.3.Customerswillevaluateprinciples,valuesandvirtuesofthesalespeople.4.AccordingtothepassageelectroniccommerceandmarketingovertheInternetarenotyetmature.5.Salesprofessionalsmustlearnfromthepast,planforthepresentandliveinthefuture.F___T___T___F___F___ScriptTaskTwo:Listentothepassageagain,andfillinthefollowingchartwithkeywordslearnedfromthepassage.DPassageElementsPredictionsCustomers(1)Customerswilldrivebusiness

inthefuture.(2)Softsell,

andrelationshipbuildingwith

customersarethecomingtrends.(3)Customerswilldemand

andethical

responsibilityfromsalespeople.outcomes_______partnerships__________trust,honesty__________Salespeople(1)Donotworkjustformoney,

oregoboost.(2)Doworkforfun.

Toolsforbusinesssecurity______

willbecomethemostpowerfulmarketingtoolinhistory.TheInternet__________F:Hello,thisisTonyfromXYZCompany.WemadeadeallastyearandIamwonderinghowourproductisgoingwithyourcompany?M:Well,uptonow,we’vefoundnoproblem.Thankyou.F:Good.TodayI’mgoingtotellyouabouttherecentimprovementsthathavebeenmadetotheXLseriesofengines.Theseimprovementsgivegreaterfuelefficiencyandalsolowerproductioncosts.M:Oh,soisitanupdatedversionofthepreviousengine?F:Yes.Asyouprobablyknow,ourmarketsharehasbeenfallinginrecentyears.Inparticular,Iwillshowyouhowtheseimprovementsmakeourenginesbetterthanourcompetitors.M:Ifyourenginesdohaveacompetitiveedge,pleasegoahead.F:First,I’mgoingtodescribethenewfeaturesoftheengine.Second,I’llshowyousomeperformancedataoftheengine’sfuelefficiency.Afterthat,I’llexplainhowthenewfeatureswillallowustoreduceproductioncosts.Finally,I’llshowacomparisonwithourcompetitorsmodels.Script1.1M:I’mquiteinterestedinyournewengines,butabittoobusyatthismoment.Couldyoucallmesometimelater?F:Yes,ofcourse.Whenisagoodtimetocallback?M:Well,thisafternoonafter2p.m.isfine.F:Thankyouforyourtime.I’llcallyouthisafternoon.Bye.M:Thanks,bye.Script2.1LessonsfromanineffectivesalescallIgotacallfromasalespersonatafledgingsearchengineyesterday,askingmetopaymoneytomarketmybusinesswithhiscompany.Hereishowthecallwent:Him:HiAndrewhowareyoutoday?Me:Who’sthis?Him:ThisisJoeSmith,wetalkedmaybesixmonthsago.Doyouremember?I’mwithXYZMarketingandSearch.Me:No,Idon’tremember.Him:Well,backthenwetalkedaboutoursearchengine,whichcanhelpyoumarketyourbusiness.Me(gettingannoyed):Okay,ifyousayso.Him:Well,areyouinterestedinnewwaystomarketyourbusiness?Me(sighingandannoyedatsuchadumbquestion):Ofcourse.Him:Well,wouldyouliketolearnmoreaboutoursearchengineandhowitcanhelp?Me:Notreally.I’mquitebusynow.Him:So,youaren’tinterestedinnewwaystomarketyourbusiness?Me(amazedIhaven’thungupyet):No,Iguessnot.Him(actingincredulous,asifIwereanidiotfornotallowinghimtomakeapitch):Okaythen,haveagoodday.Ican’tbelievethosecompanieshiresalespeopleandletthemmakesuchstupidcalls.Andthen,theykeepsalespeoplewhoactuallyendunsuccessfulcallsbytryingtomaketheprospectfeelstupidfornotmovingtheconversationforward.Script3.1SalesTrendintheFutureHowproductsandservicesaresoldinthefuturewillchange.Wecannotpredicthowitwillproveitself,butwecanplanaheadfortrendsandbebetterpreparedforthefuture.Customerswilldrivebusinessoutcomesinthefutureevenmorethantheydotoday.Itisthecustomerwhopaysyoursalaryanddeterminesyourcompany’sfuture.Thebestwaytomeetcustomerneedsistoaskthecustomer.Thendoitbetterthanyourcompetitors.Softsell,partnershipsandrelationshipbuildingwithcustomersarethecomingtrends.Thegoalistopartnerwiththecustomer.Partnershipsarebuiltontrust,frequentcontact,honestcommunications,andawin-winrelationship.Furthermore,customerswillincreasinglydemandtrust,honestyandethicalresponsibilityfromsalespeople.Theyevaluateyourprinciples,valuesandvirtues.Thosewhodonotcomplywillbehurtinthemarketplace.Therefo