BEC-higher-module-4高级商务英语解读课件

HIGHERSUCESS WITHBECHIGHERSUCESS WITH1MODULE 4 Business TopicThe art of sellingMODULE 4 Business Topic24.1 Business topic:The art of selling4.2 business skills:Presenting figures4.3 Exam spotlight:Writing Test Introduction and Part oneMODULE44.1 Business topic:The art of3MODULE 4ContentsContents1.Selling(vocabulary)1.Selling(vocabulary)2.Sales techniques 2.Sales techniques 3.Advertising trends 3.Advertising trends 4.A sales report 4.A sales report 5.Presenting figures 5.Presenting figures 6.Analyzing a graph 6.Analyzing a graph MODULE 4Contents1.Selling(vo44.1 The art of sellingclose the saledetouraltitudeaptitudebuying signalperceived benefitadded valuecompetitive advantageselling pontemotional benefit达成交易达成交易绕道，弯路绕道，弯路高度，海拔高度，海拔能力能力 成交信号成交信号情感利益情感利益情感利益情感利益附加值附加值竞争优势竞争优势卖点卖点decision maker决策者决策者option选择供供应的附件的附件prospectreliability可能成为主顾的人可能成为主顾的人可靠性（可靠性（产品）品）VOCABULARY:4.1 The art of sellingclose th54.1 The art of sellinglinepresenterhard-sellconstraintpushyanecdotepoint-of-salenichepayment termsdeodorant行业，行当行业，行当主持人主持人强行推销强行推销限制，制约限制，制约 粗鲁的，粗鲁的，莽撞的莽撞的轶事，事，奇奇闻除臭剂除臭剂销售网点销售网点专门市场专门市场支付方式支付方式word-of-mouth口头传播口头传播viral marketing病毒式病毒式营销advertiservehicle advertising广告客户广告客户车辆广告广告VOCABULARY:4.1 The art of sellinglinepres64.1 The art of sellingubiquityPVRpop-up adsbanner adsupsurgefragmentreceptive audiencerewindmedia companybroadband普遍存在普遍存在个人视频录像机个人视频录像机自动弹出广告自动弹出广告横幅广告横幅广告 增长，高涨增长，高涨使分裂使分裂宽带宽带受众受众倒带倒带传媒公司传媒公司premium过高价值过高价值catch-on包包罗万象的万象的creating a buzzholistic造势造势全全盘的）的）VOCABULARY:4.1 The art of sellingubiquity71.quotations-understandingPersonality Cheerful disposition性格性格Mental ingredient:imagination,creation,initiatives,presence of mindPatience and perseveranceCourtesy Complete knowledge about the products,company and the customers2.successful sales:price,product feature,or emotional benefit4.1 The art of sellingLead-in：For saleVOCABULARY:1.quotations-understanding4.184.1 The art of sellingSelling:qualities Selling:qualities VOCABULARY:4.1 The art of sellingSelling:94.1 The art of sellingVOCABULARY:EX.4 How to close the sale?4.1 The art of sellingVOCABULA104.1 The art of sellingLISTENING:sales techniquesEx.5 the main reasons for a customer deciding not to buy a product or service:no need,no money,no hurry,no desire,no trust.Zig Ziglars closing the sale:Every sale has five basic obstacles:4.1 The art of sellingLISTENIN11 4.1 The art of sellingLISTENING:sales techniques 4.1 The art of sellingLISTEN124.1 The art of sellingLISTENING:sales techniques4.1 The art of sellingLISTENIN134.1 The art of sellingREADING:Advertising trend4.1 The art of sellingREADING:144.1 The art of sellingREADING:Advertising trend4.1 The art of sellingREADING:154.1 The art of sellingREADING:Advertising trendReading Tasks1.Go through the article,figure out the main idea.(5 m)2.Can you find words in this passage that mean up and down?(3 m)4.1 The art of sellingREADING:164.1 The art of sellingREADING:Advertising trendSuggestion Advertisers are moving away from television to more of a media mix.This is because young people are watching less television and spending more time on the Internet.4.1 The art of sellingREADING:17READING:Advertising trend4.1 The art of sellingUpincreaserise upsurge go up acceleratesoar boom pick up increasingly more widespread more popularDown decrease collapse decline fall reduce cut go down drop lower READING:Advertising trend4.1 184.1 The art of sellingREADING:Advertising trendfragment television viewing into acrosshundreds of channels the growing ubiquity of broadband access be eroded by sth.a growing consensusbe pronounced personal video recorder technology 把收把收视视量量分散分散在几百个在几百个频频道道逐逐渐变渐变得无所不在的得无所不在的宽带连宽带连接接被被.挤挤占占 逐逐渐渐达成的共达成的共识识明明显显个人个人录录影技影技术术have a material effect on sth.对对.有有实质实质性的影响性的影响4.1 The art of sellingREADING:194.1 The art of sellingREADING:Advertising trendmake ones presence felt 使人感使人感觉觉到到的存在的存在tap into consumersevent televisionon demand viewing pause，rewind，fastfowardcome of age 发发掘客掘客户户大型活大型活动动的的电视转电视转播播视频视频点播点播 暂暂停停,倒倒带，快，快进进成熟成熟4.1 The art of sellingREADING:204.1 The art of sellingSpeaking:In the fieldA-A and B-B pairs before A-B pairs1.lower/reduce the price2.reduce/decrease the delivery time3.mark up the price/cut the retail price4.move away from the current supplier5.provide one with more/increse the amount of promotional material4.1 The art of sellingSpeaking214.1 The art of sellingWriting:A sales reportIntroductions:the aim of this report is to/this report describesReasons:this is due to/The reasons for this are as followsProspects:looking to the future,Recommendation:consequently,I would like to propose4.1 The art of sellingWriting:224.1 The art of sellingWriting:A sales report4.1 The art of sellingWriting:234.1 The art of sellingWriting:A sales report4.1 The art of sellingWriting:244.2 presenting figuresVocabulary:Describing performanceVocabulary:Describing performanceTime phrasesVerbsNounsPrepositionsQualifiersCause and result4.2 presenting figuresVocabula25Writing:Describing Graphs (1)to peak/reach (2)to level off a high(peak)of 4.2 presenting figuresWriting:Describing Graphs 26Writing:Describing Graphs4.2 presenting figures(3)to rise/climb/pick up/a general upward trend (4)to fall/drop/collapse/plummet/bottom out Writing:Describing Graphs4.2 27Writing:Describing Graphs4.2 presenting figures(5)to shoot up/take off/soar/rocket(6)to recover/improve a recovery/improvementWriting:Describing Graphs4.2 28Writing:Describing Graphs4.2 presenting figures (7)to fluctuate Writing:Describing Graphs4.2 29Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figuresDescribing Trends or Movements30Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figuresDescribing Trends or Movements31Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figuresDescribing Trends or Movements32Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figuresDescribing Trends or Movements33Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figuresDescribing Trends or Movements34Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figuresDescribing Trends or Movements35Describing Trends or Movements in GraphsDescribing Trends or Movements in Graphs 4.2 presenting figures上升和下降趋势的组合描述（嵌入了时间和程度之后）：1.先上升后下降的句型：.increased slowly during and but fell sharply in.A steady fall in during and followed the sharp increase in.2.先下降后上升的句型：fell before began to make a recovery continue the recovery,climbing to dropped during but increased again in fell and then pick up during collapsed before rising to at the end of Describing Trends or Movements364.2 presenting figuresListening:A Sales Forecast 1.Average growth in sales over the last two years and the relatively stable state of market2.The launch of the new slow-release version of the drug3.Bayer having distribution problems4.Just a seasonal factor5.The launch campaign of the new version of the drug4.2 presenting figuresListenin374.2 presenting figuresSpeaking:Presenting figuresPresentation structure:Greeting Introduction/overviewMain body of presentation(referring to any chart,graphs etc)Concluding commentsInvite questions Thank audience 4.2 presenting figuresSpeaking384.2 presenting figuresSpeaking:Presenting figuresHello,everyone.Thank you for coming.Id like to present to you today the results for sales of foreign language phrasebooks over the past year.Ive prepared a graph which shows the development.As you can see sales rose rapidly over the first six months leading up to the summer holiday period reaching a peak of nearly$30 million in July.By September they had fallen back to around$12 million,but they picked up again in November.What was the reason for this rise late in the year?It was in fact because we are due to launch our new editions in January and we wanted to clear out the old stock.As a result,we put on sale(up to 50%discount)at all the major bookshops.I hope that has given you a clear picture of sales over the year.Now,if there are any questions,I would be happy to answer them.4.2 presenting figuresSpeaking39 4.3 Writing test Exam spotlight Exam focus:writing test part one Candidates write a 120-140 word report describing trends.The task tests concise writing skills.Candidates are expected to describe,compare and contrast information presented visually,in the form of graphs,bar charts and pie charts.Candidates should use appropriate language of trends and must be concise in order to avoid exceeding the strict word limit.4.3 Writing test Exam spo40 4.3 Writing test Exam spotlight How to describe graphsHow to describe graphs Language Content 4.3 Writing test Exam spo41 4.3 Writing test Exam spotlight Content:what to writeContent:what to writeGive an overall description of the important points rather than a detailed description of individual points Comparison and contrast(two ways)1.A B2.A/B,A/B Analyze the graphs1.The important sections2.Note the trend,the peak,the lowest point,the end/starting point3.The crossing points 4.3 Writing test Exam spo42 4.3 Writing test Exam spotlight Language:concisenessLanguage:concisenessSentence lengthWordiness Reference words（指示词）（指示词）RedundancyRepetitionEllipsis(省略省略)4.3 Writing test Exam spo43 4.3 Writing test Exam spotlight structurestructure1.The first paragraph is an Introduction(saying what the graph represents and what period it relates to)This graph shows2.The second paragraph describes the development and trends If we look first at,we can seefollows a similar trend The developments are not described in year-by-year or month-by-month detail,but in more general terms3.The third offers some general conclusions that can be drawn from the information presented.The(dramatic)consequence of these two developments.4.3 Writing test Exam spo44 4.3 Writing test Exam spotlight Describing Graphs 4.3 Writing test Exam spo45The graph shows the share price of two The graph shows the share price of two companies from 1996 to panies from 1996 to 2000.The graph shows the share pric46In the start of 1996,shares in Consort Industries In the start of 1996,shares in Consort Industries stood at$160.However,by the end of the year,stood at$160.However,by the end of the year,they have collapsed to just$50.they have collapsed to just$50.In the start of 1996,shares i47They recovered steady over the next 12 months,They recovered steady over the next 12 months,but have fluctuated sharply all through 1998.but have fluctuated sharply all through 1998.They recovered steady over the48In 1999,they continued their recover,climb to In 1999,they continued their recover,climb to$160 per share,where they remained throughout$160 per share,where they remained throughout 2000.2000.In 1999,they continued their 49Shares in Mandarin Technologies starting trading Shares in Mandarin Technologies starting trading at$150.Like Consort,Mandarin at$150.Like Consort,Mandarin sawsaw its shares its shares fall during 1996 fall during 1996 Shares in Mandarin Technologie50and then picked up the following year.This and then picked up the following year.This recovery then turns into a general upward trend,recovery then turns into a general upward trend,what continued until late 1999,what continued until late 1999,and then picked up the followi51when shares peaked at$220.They then collapsed when shares peaked at$220.They then collapsed before rise briefly to just over$150 at the end of before rise briefly to just over$150 at the end of 2000.2000.when shares peaked at$220.Th52BEC-higher-module-4高级商务英语解读课件53 Writing:Describing graphs(P45)Homework Writing:Describing graphs 54Thank YouThank You55BEC-higher-module-4高级商务英语解读课件56