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Unit 5Sales and Promotion,Jane,5-1,Unit Introduction,Sales refer to the process of selling the products and promotion involves spreading information about a product, product line, brand or company. How do businessmen sell goods to customers? This unit will give you an answer to this question. There are 8 tasks designed for you in this unit. These tasks and the three texts will help you understand sales and promotion and the definition and the techniques of sales promotion as well as personal selling. Do you know the following words and expressions which are related to sales and promotion? If you are not sure about the meanings of them, do Task 1 before you look them up in the dictionary.,5-1,Professional Words to seek,5-2,Task 1,J. a company or individual that purchases goods or services with the intention of reselling them rather than consuming or using them K. involving goods convertible into cash in a short time L. cash paid to salespeople as a bonus when they sell specific items of merchandise. It may be paid by the manufacturer or the retailer,5-2,Task 1,a way of promoting your services as well as making some money by providing people with relevant and fresh information a businesss total marketing communications program O. a person or business that sells goods to the public Definition,5-2,Task 1,1.retailer 2.hard sell 3. coupon 4. promotional mix 5. brand equity self-liquidating 7. rational appeal,O,F,B,N,E,K,D,5-2,Task 1,8. push money 9. continuity program 10. trade-in 11. leverage 12. allowance 13. reseller 14. sales force 15. prospect,L,M,A,G,H,J,C,I,5-2,Text A,Text A offers you a general idea about sales promotion. By reading this text, you will understand what sales promotion is, what sales promotion is used for, why and how sales promotion should be used, and how many types of sales promotion there are.,5-2,Text A,Remember the reading technique of skimming. It means to read very quickly, not reading for details but for the general ideas. Skimming should naturally become the first step to any kind of reading you do. Now skim Text A. You are supposed to read the title, the headings, the first and the last sentences of each paragraph, and the special prints. Dont read for details. After skimming, try to do Task 2 at the end of the text.,Skimming,略读(skimming)是常用的阅读方法之一,其主要特征是选择性地阅读，是只看主要大意的速读。 读重点：文章标题、每个部分的标题、每段第一句和最后一句、以及特殊印刷体部分。 不要读细节。,5-2,Text A,Sales Promotion 1 Promotion is one of the four aspects of marketing. It involves spreading information about a product， product line, brand or company. Promotion comprises four categories.,定义 市场营销有四种常规手段，推广是其中的一个手段。推广所做的事情是传播有关某类产品、产品系列、品牌或公司的信息。,翻译,5-2,Text A,They are advertising, personal selling， sales promotion and public relations. These four categories make a promotional mix or promotional plan. A promotional mix specifies how much attention to pay to each of the four categories and how much money to spend for each.,推广又由四个部分组成。这四个部分是：广告，推销，促销，以及公共关系。它们一起构成推广组合或推广计划。推广组合需要明确两个内容：一是四类手段孰轻孰重，二是在四类手段的费用方面孰多孰少。,翻译,5-2,Text A,A promotional mix specifies how much attention to pay to each of the four categories and how much money to spend for each.,推广组合需要明确两个内容：一是四类手段孰轻孰重，二是在四类手段的费用方面孰多孰少。,翻译,主语,谓语,省略 each (of the four categories),Specify,vt. 1. 指定；详细说明： e.g. He didnt specify the matters. 他并没有详细说明是什么事。 2. 使具有特性 3. 具体说明；把写入说明书；详细列举： e.g. The details were specified on Page 35. 具体方法详见(说明书)第35页。 4. 提出的条件，把作为条件： e.g. She specified that she be given her son. 她提出把儿子交给她抚养作为条件。 vi.明确提出；详细说明,5-2,Text A,A promotional mix can have a wide range of objectives. They include sales increases, new product acceptance, creation of brand equity,2 positioning actions against competitors or creation of a corporate image.3,推广组合要达到的目标可以有很多。这些目标可以是增加销量、使消费者接受新的产品、创造品牌价值、定位市场、采取针对竞争者的各种行动或建立企业形象等等。,翻译,5-2,Text A,2 Sales promotion is defined as media and non-media marketing attempt at persuasion.4 It is used for a and limited period of time to stimulate trial, increase consumer demand, or improve product quality.,所谓促销，是一种借助媒体和媒体以外的手段劝导消费者购物或（和）享用某种服务的营销手段。它被用来在预先定好的有限的一段时间里达到刺激消费者试用某种产品或服务、增加消费需求或提高产品质量的目的。,翻译,predetermined,predetermined 预先确定的,persuasion,n. 1.说服,劝说U e.g. It didnt take much persuasion to get her to tell us where he was. 我们没费什么口舌就让她说出了他的下落。 2.（宗教或政治）信仰 e.g. every shade of religious persuasion. 形形色色的宗教信仰,5-2,Text A,Effective sales promotion increases the basic value of a product for a limited time and directly stimulates consumer purchasing, selling effectiveness, or the effort of the sales force.5 Sales promotion can be used to inform, persuade, and remind target customers about the business and its marketing mix.,有效的促销可以在有限时间里提升产品的基本价值，同时，也可以直接激起消费者当场购买的欲望、提升销售业绩或激发销售队伍的工作热情。促销可以用来向目标消费者提供信息、劝导目标消费者、以及提醒目标消费者注意本企业及其各种营销活动。,翻译,5-2,Text A,Effective sales promotion increases the basic value of a product for a limited time and directly stimulates consumer purchasing, selling effectiveness, or the effort of the sales force.,有效的促销可以在有限时间里提升产品的基本价值，同时，也可以直接激起消费者当场购买的欲望、提升销售业绩或激发销售队伍的工作热情。,翻译,并列,stimulates 修饰的并列成分,5-2,Text A,Purposes of Sales Promotion 3 Businesses can target sales promotion at three different : Consumers, resellers, and the companys own sales force. Sales promotion acts as a competitive weapon by providing an extra incentive for the target audience to purchase or support one brand over another.,促销的目的 企业可以将促销的目标受众分为不同的三类，即消费者，批发商和零售商，以及企业自己的销售队伍。促销是一种竞争的武器：它通过提供附加的、用来激励的东西使目标受众购买或支持此品牌而非彼品牌。,翻译,audiences,audiences 观众,5-2,Text A,【Sales promotion】 acts as 【a competitive weapon】 by providing an extra incentive for the target audience to purchase or support one brand over another.,促销是一种竞争的武器：它通过提供附加的、用来激励的东西使目标受众购买或支持此品牌而非彼品牌。,翻译,被用作/ 起作用,通过提供的方式,【主语】,【宾语】,方式状语,incentive,n. 刺激;鼓励;动机 e.g. There is no incentive for people to save fuel. 没有使人们节约燃料的鼓励办法。 a. 刺激的;鼓励的,奖励的 incentive payments 奖金、勤工奖,5-2,Text A,It is particularly effective in encouraging product trial and unplanned purchases. Most marketers believe that a given product or service has an established perceived price or value, and they use sales promotion to change this price-value relationship by increasing the value and/or lowering the price.,促销在鼓励消费者试用产品和临时做出购买决定方面尤其有效。大多数市场营销人员认为，任何一种产品或服务在消费者心目中已确定了其价格或价值；市场营销人员在促销过程中运用提高价值和（或）降低价格的手段来改变这种价格与价值的关系。,翻译,perceive,vt. 1.察觉;感知 e.g. I cant perceive any difference between these coins. 我看不出这些硬币有什么差别。 2.意识到;理解 e.g. He gradually perceived that his parents had been right. 他渐渐地了解到他的父母是对的。 文中是perceive的过去分词作形容词。,5-2,Text A,Compared to the other of the marketing mix, sales promotion usually operates on a shorter timeline, uses a more rational appeal,6 returns a tangible or real value, encourages an immediate sale, and contributes highly to profitability.,与营销推广组合中的其他手段相比，促销通常是比较短期的行为，它使用更加理性的诉求，因它而产生的回报是看得见摸得着或者说是实实在在的价值，它鼓励即时销售，它对赢利有极大的促进作用。,翻译,components,component 组成部分,5-2,Text A,【Compared to the other components of the marketing mix,】 sales promotion usually operates on a shorter timeline, uses a more rational appeal, returns a tangible or real value, encourages an immediate sale, and contributes highly to profitability.,与营销推广组合中的其他手段相比，促销通常是比较短期的行为，它使用更加理性的诉求，因它而产生的回报是看得见摸得着或者说是实实在在的价值，它鼓励即时销售，它对赢利有极大的促进作用。,翻译,主语,与相比【比较状语】,5个并列成分,timeline,n. 时间轴，时间线；大事年表 e.g. The purpose of this meeting is to establish a timeline for the HR interviews. 此次会议的目的是确定招聘面试的具体时间。,5-2,Text A,Sales Promotion as a Strategy 4 Sales promotion is an important component of a small business marketing strategy. In determining the relative importance to place on sales promotion in the overall marketing mix, a small business should consider its marketing budget, the stage of the product in its life cycle, the nature of competition in the market, the target of the promotion, and the nature of the product.,作为战略手段的促销 对于小型企业来说,促销在整体营销战略中，是很重要的一个部分。小型企业在决定运用整个营销推广组合时将重点放在促销方面，应该考虑营销推广的预算、产品在其生命周期中所处阶段、面临什么样的市场竞争、向谁推广以及推广的是什么样的产品。,翻译,overall,overall 总的,5-2,Text A,【In determining the relative importance to place on sales promotion in the overall marketing mix, 】a small business should consider its marketing budget, the stage of the product in its life cycle, the nature of competition in the market, the target of the promotion, and the nature of the product.,小型企业在决定运用整个营销推广组合时将重点放在促销方面，应该考虑营销推广的预算、产品在其生命周期中所处阶段、面临什么样的市场竞争、向谁推广以及推广的是什么样的产品。,翻译,主语,in doing 在做的时候 【状语】,谓语,5个并列宾语,5-2,Text A,For example, sales promotion and direct mail are particularly attractive alternatives when the marketing budget is limited, as it is for many small businesses. In addition, sales promotion can be an effective tool in a highly competitive market, when the objective is to convince retailers to carry a product or influence consumers to select it over those of competitors.,比如，当营销预算有限时（这是许多小型企业面临的问题），促销和直接邮购就成了特别诱人的选择。此外，在竞争特别激烈的市场，如果你的目标是说服零售商出售某个产品，或者，影响消费者去选择某个产品而不选择竞争对手的产品，促销可以是一种有效的竞争手段。,翻译,5-2,Text A,Similarly, sales promotion is often used in the growth and maturity stages of the product life cycle to stimulate consumers and resellers to choose that product over the competitorsrather than in the introduction stage, when mass advertising to build awareness might be more important.,同样，促销手段经常用于产品成长期和成熟期，目的是促使消费者、零售商和批发商选用自己的而不是竞争对手的产品；产品进入市场的时期，不使用促销手段，因为在此期间，为了建立产品的认知度，大量的广告更为重要。,翻译,5-2,Text A,Similarly, sales promotion is often used in the growth and maturity stages of the product life cycle to stimulate consumers and resellers to choose that product over the competitorsrather than in the introduction stage, when mass advertising to build awareness might be more important.,同样，促销手段经常用于产品成长期和成熟期，目的是促使消费者、零售商和批发商选用自己的而不是竞争对手的产品；产品进入市场的时期，不使用促销手段，因为在此期间，为了建立产品的认知度，大量的广告更为重要。,翻译,Sales promotion is often used in rather than in,句子主干,awareness,n. 察觉;觉悟;意识 e.g. There is a general awareness that smoking is harmful. 人们普遍认识到吸烟有害健康。 e.g. It is important that students develop an awareness of how the Internet can be used. 重要的是学生逐渐懂得如何使用互联网。,5-2,Text A,Finally, sales promotion tends to work best when it is applied to impulse items whose features can be judged at the point of purchase, rather than more complex, expensive items that might require hands-on demonstration.,最后一点：当促销手段用于促销那些消费者可临时决定购买的商品时，其效果最佳，这是因为消费者在决定购买这类商品的那一刻就知道了它们的各种特性；促销手段不适用于结构复杂、价格昂贵的商品，这是因为这类商品可能还需要实际操作演示。,翻译,5-2,Text A,Finally, sales promotion tends to work best 【when it is applied to impulse items whose features can be judged at the point of purchase, rather than more complex, expensive items that might require hands-on demonstration.】,最后一点：当促销手段用于促销那些消费者可临时决定购买的商品时，其效果最佳，这是因为消费者在决定购买这类商品的那一刻就知道了它们的各种特性；促销手段不适用于结构复杂、价格昂贵的商品，这是因为这类商品可能还需要实际操作演示。,翻译,Sales promotion tends to work best when it applied to rather than ,句子主干,修饰impulse items,【时间状语】,修饰前面的 more complex, expensive items,impulse,n. 1.冲动,一时的念头 e.g. My uncle bought the house on an impulse. 我叔叔一时冲动买下了那房子。 e.g. I used to act out of blind impulse when I was young. 我年轻时常凭盲目的冲动行事。 2.推动力;刺激 e.g. The signing of the agreements will give an impulse to trade between the two countries. 这些协议的签订会促进两国间的贸易。,be applied to,应用于；施加于；用来表示 e.g. A similar approach should be applied to innovation. 类似的方法也应该用在鼓励创新上。 e.g. In industry, it can be applied to cosmetics, paint, cement. 在工业上，它能应用于化妆品、涂料、水泥。,5-2,Text A,Types of Sales Promotion 5 There are two types of sales promotion: consumer sales promotion which is targeted at consumers and trade sales promotion which is directed at resellers, namely, retailers and wholesalers.,促销类型 促销有两种类型，一种针对消费者，另一种针对零售商和批发商。,翻译,5-2,Text A,(1) Consumer Sales Promotion Techniques 6 Techniques which are used in consumer sales promotion include such as price deals, contests, special events, premiums, continuity programs7 and sampling.,1.针对消费者促销的技巧 针对消费者促销的技巧有很多，如打折、组织知识技能竞赛、赞助一些大型活动、返还部分现金、赠送代金券、免费送样品等。,翻译,premium,n. 1.奖品;奖金 2.额外补贴,津贴;酬金 3.【商】加价,溢价 e.g. Hard-to-get theater tickets can be bought at a premium. 紧俏的戏票能以高价买到。 4.【商】优惠(让价);附赠礼品 e.g. If you buy three you get a premium of one more, free. 你买三个,可以再送你一个。 形容词 a. 1.高价的;优质的,5-2,Text A,Take special events for instance. There are a number of advantages to special events. First, events tend to attract people who have the same interest in the . Second, event sponsorship often builds support among employees and within the trade.,以赞助一些大型活动为例，许多企业每年都要花重金把自己的产品放到爵士乐节、高尔夫巡回赛、赛车大赛这样的重大活动中亮相。这样做有很多好处: 首先，这样的活动一般都会吸引那些赞助商的拥趸，因此，如果产品跟活动内容吻合得很好，同时也非常符合观众的口味，那么，这种促销的效果就会非常好；其次，对这类活动的赞助常常可以赢得员工以及同行的支持；,翻译,sponsors,sponsor 赞助商,5-2,Text A,Finally, compared to producing a series of advertisements, event management is relatively simple. Many elements of event sponsorship are pre-packaged and reusable, such as booths, displays and ads.,最后，跟制作系列广告相比，赞助大型活动相对容易管理。赞助大型活动的许多物品，如带篷的摊位、展示物、广告用品，都是预先包装好的，可以重复利用。,翻译,package,vt. 把.打包;包装 e.g. The cereal is packaged in plain boxes. 谷类食品用简单的盒子包装。 n. 包裹,包; 包装箱(盒,袋); (有关联的)一组事物 e.g. He undid the package. 他解开了那个包裹。 e.g. She is good at designing eye-catching packages. 她擅长设计花俏的包装。 e.g. It is highly necessary to work out an emergency package. 制定一整套应急措施是非常必要的。,5-2,Text A,(2) Trade Sales Promotion Techniques 7 Trade sales promotion adopts techniques such as point of purchase (POP) displays, trade shows, push money,8 deal loaders,9 trade deals,10 buying allowance , and advertising allowances.,针对零售商和批发商促销的技巧 针对零售商和批发商促销的技巧有很多，如卖点展示、产品交易会、用钱或物奖励零售商及其销售员、厂家对零售商的奖励、给予零售商高于通常幅度的让利。,翻译,allowance,n. 津贴,补贴;零用钱;分配额;允许额;折价,折扣;认可,容忍 e.g. The child has a weekly allowance of five dollars. 这孩子每星期有五元零用钱。 e.g. His allowance for food is $100. 他拨出一百美元用于购买食物。 e.g. That store makes an allowance of 10% for cash payment. 那家商店给付现金的顾客打百分之十折扣。 vt. 定量供应(物品);发津贴给; 把物品定量发给,5-2,Text A,Take trade shows for instance. Thousands of manufacturers display their wares and take orders at trade shows. Trade shows provide a great opportunity for companies to get orders for their products.,以产品交易会为例，很多生产商都会在交易会上展示他们的产品，同时接收订单。这类交易会为他们提供了展示产品、发布信息、提供咨询、与竞争对手同场较量的机会。,翻译,wares,n. 商品,货物 (pl.) e.g. The store displays its wares in the window. 商店把各种物品陈列在橱窗内。 ware n.陶器，器皿；制品；器具；货物 e.g. The shop sells a great variety of porcelain ware. 这家店铺出售品种繁多的瓷器。 vt. 留心；小心,5-2,Notes,1A promotional mix specifies how much attention to pay to each of the four categories and how much money to spend for each. 营销推广组合需要明确两个内容，一是四类手段孰轻孰重，二是在四类手段的用钱方面孰多孰少。 2brand equity:品牌价值。它由无形价值(如产品在消费者心目中的地位)和有形价值(如产品的功能)构成。 3corporate image：企业形象,5-2,Notes,4Sales promotion is defined as media and non-media marketing attempt at persuasion. 促销是一种借助媒体和媒体以外的手段来劝导消费者购物或(和)享用某种服务的营销努力。 5sales force:销售队伍 6rational appeal:理性诉求,5-2,Notes,7continuity program:刺激消费者不断购买本产品的促销方法 8push money:用于奖励零售商及其销售员的奖金或其他东西 9deal loader:厂家对零售商的奖励。一是零售商订货达到一定数量时所得的奖励，二是厂家在展销会后将其展销产品无偿送给零售商的奖励。 10trade deal：给予零售商高于通常幅度的让利。一是零售商在规定的时间内售出规定数量产品后所得的让利，二是零售商所得到的广告支持。,5-2,Task 2,Without referring to the text, now try to complete the following sentences. The purpose is just to check whether you have got a general idea of the text. If you find it somewhat easy, it may mean that you can increase your reading speed; if you have much difficulty with the task, it probably means that you should have read a bit more slowly. Adjust the speed of reading to suit your case.,Task 2,任务：快速阅读，然后不看课文回答问题 目的：考察是否掌握了文章主旨 结论： 1）如果觉得容易，表明你的阅读能力已有所提高； 2）如果觉得难，可能还有待提高。 可以根据自己的具体情况调整阅读速度。,5-2,Task 2,The four categories of promotion_. Two types of sales promotion_. 3. Businesses can target sales promotion at three different audiences: _.,advertising, personal selling, sales promotion and public relation,consumer sales promotion and trade sales promotion,Consumers, resellers, and the companys own sales force,5-2,Task 3,Now read Text A again. This time read it more carefully. Try to pay more attention to the details of the text. While reading, make sure your eyes will take in a group of words at a glance rather than one word at a time. When you have finished the second reading, do the following exercises. You may look back at the text if you want to.,Task 3,要求：再仔细阅读Text A，这次重点放在文章的细节上面。然后完成Task 3. Tip：阅读的时候注意要一个意群一个意群的读，不要一个单词一个单词的读。,5-2,Task 3,1. Which of the following statements is not true according to the text? A. Sales promotion is used to persuade consumers to buy a product by means of media and non-media. B. There is no limit to the time-length for a sales promotion campaign. C. Persuading customers to try and finally decide to buy a product is an objective of sales promotion. D. Sales promotion results in improving a product.,B,5-2,Task 3,2 Compared to the other elements of the marketing mix, sales promotion has the following advantages except _. A. shorter term of operation B. more rational appeal C. more real return D. higher prices and more profit,D,5-2,Task 3,3. Sales promotion is often preferred when _. A. the product is in the introduction and growth stage of its life cycle B. small businesses are short of marketing budget C. large businesses apply to marketing mix D. complex and expensive items require hands-on demonstration,D,5-2,Task 3,The advantage of spending much on special events lie in that _. A. they can appeal to many sponsors B. they can get support from employees C. they are comparatively easy to manage D. all of above,D,5-2,Task 3,5. “Advertising allowances” in the part of Trade Sales Promotion Techniques means _. A. a certain amount of money given by a marketer to a wholesaler to advertise their product B. a sum of money deducted on advertising C. a discount on making advertisement D. a certain amount of money spent on advertising,C,5-2,Task 4,Do you still remember how to memorize new English words? We practiced the skill in Unit One. Now, again, try to fill in the blanks with one of the following words from Text A. Change the form where necessary.,allowancesponsorstimulate alternativeorderspecify objectiveawarenesscomponent audiencecompriseconvince,5-2,Task 4,1. The company was one of the first computer manufacturers to look for a wider _ for its software products. Is there a viable _ to the present sales promotion strategy? One of the objectives of sales promotion is to try to raise _ about a product brand. 4. The marketers were eager to _ the target customers of the safety of the product.,audience,alternative,awareness,convince,5-2,Task 4,Sales staff get a generous mileage (公里数)_ or a company car. The sales promotion team is _ of well-known professionals in this field. 7. An inspiring marketer can _ customers to decide to buy what is being promoted.,allowance,comprised,stimulate,5-2,Task 4,I would like to place an _for 150 copies of this book. Lenovo is a major _of the 2008 Olympics. 10. The salespeople are worried that they wont achieve this years sales _.,order,sponsor,objective,5-3,Text B,Pre-reading Text B offers us a lot of information about personal selling which is one of the four categories of a promotional mix. By reading this text, you will learn the definition of personal selling, the advantages and disadvantages of it, and when it is used and how to use it. Before reading the text, think about the following questions: 1. What is personal selling? 2. When is it used?,5-3,Task 5,Remember that in many cases, our purpose of reading will be to pick out specific information, not to remember all the details. Reading quickly for specific information is called scanning. Now read Text B for the first time, using this technique to decide which paragraph deals with one of the following points.,5-3,Task 5,The difference between personal selling and other promotion methods 2. The functions of the personal selling 3. The products that are fit for personal selling,paragraph 1,paragraph 2,paragraph 3,5-3,Task 5,4. Looking for the customers 5
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