新编剑桥商务英语unit7ppt课件

Module7 1 BusinesstopicSalesBusinessskillsselling 2 7 1Sales 3 Reading 1 Workinpairs Comparethejobsineachofthefollowingpairs Whatarethesimilaritiesanddifferences Saywhichyouwouldprefertodoandwhy doctor vet fighterpilot airlinepilot schoolteacher universitylecturer politician journalist managerofacompany managerofacharity 4 Reference 1stpair Youneedtobehighlyqualifiedtobeadoctororavet bothdealwithhealthbutobviouslyonedealswithpeople Iwouldprefertoworkwithanimalsbecausetheyarelessdifficult 5 Languagesforqualitiesandskills fighterpilot airlinepilotExcellenthealth visionExcellentheartconditionChallenging dangerouspolitician journalistFacethepublicandbeeloquentPublicrelationskillsComeacrossnewpeopleandnewthingsFacethesterncriticism 6 Wouldyouprefertoworkinsalesormarketing why Canyoulistsomedifferencesbetweenmarketingandsales 7 2 Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales Completethetablebelowwithreasonsfromthetext soundsbetteratdinnerparties hasanairofglamour whereassaleshasanunglamorousimage manygraduatesbelieve youworkoncreativePRcampaignsandgoonlotsofjollies marketingseemsmoreattractive thansales itisn tasbadasmythssuggest unlikemarketing salesistangible ithasadirectimpactonacompany sresults youmeetpeopleandcommunicatewithdifferentpersonalities insalesthere sabuzzofatarget drivenenvironment youcanmanagemillionsofpoundsofbusiness makecustomershappy it sincrediblyrewarding 8 标题 Notsoldonsales头韵 修辞 对销售工作不感兴趣销售岗位滞销 9 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 10 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 11 Fallinto从事 Gamble赌博Payoff还清 获得成功Dynamic活力的 充满生机的InthebuzzofTarget drivenCommercialdirect销售总监Incrediblyrewarding回报率令人难以想象Pitch程度 水平Salespitch推销口才 12 MSF 无国界医师组织 isahumanitarian aidnon governmentalorganizationbestknownforitsprojectsinwar tornregionsanddevelopingcountriesfacingendemicdiseases地方病 ItsheadquartersareinGeneva Switzerland InCanadaandtheUnitedStates itisalsoknownasDoctorsWithoutBordersisalsoused 13 RackspaceManagedHosting可控制虚拟主机公司isanIThostingcompanybasedinSanAntonio Texas 14 ProctoradGamble 宝洁公司 P G isaFortune500AmericanmultinationalcorporationheadquarteredindowntownCincinnati Ohioandmanufacturesawiderangeofconsumergoods 15 Notsoldonsales 对销售工作不感兴趣 Mythsofsales NotagoodconversationopenerUnglamorousAssociatedwithsomethingratherdishonestDoor to doorworkandcoldcallingNotaprofessionYettheyaremisleading 16 Thetruthaboutsales SalesprofessionalsoutnumberpeopleinmarketingSalesistangible hasdirectimpactonacompany sresultsSalesisallaboutmeetingpeopleandcommunicatingwithdifferentpersonalitiesSalescreatesabuzzofatarget drivenenvironmentSalescanbemanagingmillionsofpoundsofbusinessandmakingsurethecustomerishappy Salesisincrediblyrewarding 17 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 18 Vocabulary Salesterms Matchthesewords 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 19 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 20 Reading Theworstjobintheworld AWhichfirm Afirmofarchitects建筑设计公司Whichuselessjobswasshecreating Removingandre gluingstampsEmailconfirmationform strangest Whichwasherstrangestinvention Allemailshadtobecopiedintoaworddocument printed andsignedatthebottombysomeoneCommon Wastingpaper 21 B BoringCallcenter电话服务中心Bookingpeopleinwiththesamethreeconversations进行同样的三分钟对话 为他们预约时间repetitive 22 C MymotherworkedinasugarfactoryJobStandatthecorner eighthoursaday withapoletohelpthesixthbaground Why Bereplacedwithapieceofplasticonthecorner 23 Lookatthestatementsbelowaboutthethreejobs Whichjobdoeseachstatementreferto A BorC Thereismorethanoneanswerinsomequestions 1 Thesetwojobswerethesameeveryday B C 2 Thejobdescriptionforthisjobdidn tincludethis A 3 Thisjobprobablywasn tinapaperlessoffice A 4 Thisjobbecameunnecessary C 24 Vocabulary Describingjobs Completethetablebelowwiththedifferentformsofeachwordfromthebox repetitiveresponsibleboringfrustratingvariedchallengingwell paid 25 repetitive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 positive negativeorboth Canyouthinkoutmorewords ExcitingPopulousGlamorousWell respected 26 Applytheadjectivestothethreecases CaseAFrustrating challengingCaseBRepetitive boringCaseCRepetitive boring frustrating 27 p69 Whatisimportantwhenchoosingajob 28 7 2Selling 29 Reading Howtosell 1 Whatarethequalitiesofasuccessfulsalesperson Makealistofyourideas persuasivenessKeenobservationknowledgeabletrustworthybelievesintheproductorservicenevergivesupAbilitytomakefriendsandtogetalongwiththepeoplehasgoodcommunicationskills hasagoodunderstandingoftheproductsandrelatedinformation hardworker workswellunderpressure 30 2 ReadtheguidetosellingbelowandchoosethebestwordA B CorDtofillgaps1 15 Howtosell It snotquitetruethatagreatsalespersoncansellanythingtoanyone Fora 1 theymightnotneedit andsalesisallaboutmeetingneeds 2 sellingisoneofthosethingsthatcanhappentoanyone no 3 whattheirjobdescription soherearethebasics Step1BuildtrustYouneedto 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 know 31 Step2Don tmisunderstandthecustomerUnderstandtheneedsoftheotherperson Thenit suptothesalespersonto 5 thatthebenefitsoftheirgoodsorservicesmatchtherequirements Withoutthat youhavenosale Step3AskcleverquestionsAskquestionstofindoutwhatthecustomer sproblemsandissuesare Thenthink 6 whattheneedsmustbe It softenmore 7 thanaskingtheobvious Whatdoyouneed Step4KnowyourstuffIt 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 where 32 Step5Don toverloadpeoplewith 10 Youneedtoknoweveryproductspecificationbutyourcustomerdoesn t Essentially heorsheneedstoknowhowitwillmaketheirlife 11 Iflaterontheywantthedimensions they llfinditonyourwebsite Step6SalespeoplearenotnecessarilybornTheclassic 12 ofasalespersonissomeonewhoisoutgoing Butlikecustomerswhocomeinallpersonalitytypes salespeoplecan 13 Themainthingistobeabletoreflectandreacttoacustomer spersonality Step7BepreparedtofailItdoesn 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 Contact 33 Listening Selling 1 Listentogivesalespeopleandtheircustomers Ineachcasethesalespersoniseitherfollowingastepfromthearticleon Howtosell orfailingtofollowit Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling StepProductorservice Salesperson1 Salesperson2 Salesperson3 Salesperson4 Salesperson5 3 4or5 1or6 4 7 advertising car stationery personalorganizers homeimprovements insulation Step1BuildtrustStep2Don tmisunderstandthecustomerStep3AskcleverquestionsStep4Knowyourstuff Step5Don toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail 2 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 visitstoadviseonhomeimprovements 35 3 Listenfortheexpressionsbelow Writethenumberofthelistening 1 5 inwhichyouheareachexpression 4 3 1 5 1 3 3 2 36 4 MatchtheexpressionsA Hinexercise5tothecategoriesbelow Writeoneletteroneachline B D F C E A H G 37 Speaking Asalesconversation Chooseanobjectintheclassroom Workinpairsandtaketurnstosellyourobjectstoeachother Followtheflowchartinthelastpart 38 Asalesconversation EstablishcustomerneedsWhatdidyouhaveinmindexactly Iwaswonderingifyouwouldmindansweringafewquestionsabout IsthereanythingIcanhelpyouwithatthemoment 39 SuggestpossiblerequirementsSois somethingyoumightbeinterestedin Perhaps couldbeuseful CompareIknowitisprovedmuchmorepopularthan Itisahugeimprovementon ClosethesaleShallIputyoudownfor 40 AleatherhandbagPenAbook 41 Reading Aproposal Asalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient 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 FAX 42 Pleaseconsiderthispossibilityandnotethediscountwouldstillapply Avisittothispremisescanbearranged althoughIwouldsuggestapromptdecisiononthissecondoption Ilookforwardtohearingfromyouintheverynearfuture YourssincerelyHugoJones 1 Whataretheneedsoftheclient 2 Isthesalespersonabletomeetthoseneeds 3 Whatarethebenefitsofthesecondlocation Theclientneedsofficespacefor12months Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition Thesecondlocationofferedhasthesebenefits officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities 43 可能用于提建议的表达法 Thankyouforyourorder Furthertoyourrequest I dliketomentionthatIcanalso Pleasenote Asaninterestingalternative youmightwishtoconsider Ithasthefollowingfeatures Pleaseconsiderthispossibilityandnote Iwouldsuggestapromptdecision Ilookforwardtohearingfromyou 44 Writing Afax Spacesaver companywhichrentswarehousespacetobusinesses hasbeensentthisfax Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions To SpacesaverFrom RandyBurrSubject RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site Wewouldhavethefollowingrequirements warehouseof100m224 houraccessmusthavesecurityadequateparkingfortwentyandeasyaccess BROWN BURR offer10 discountfortwo yearbooking 45 Threelotscurrentlyavailable 75m250m250m2 Warehousing W1 CircularStorage NewwarehousingspaceNOWOPEN Allspaceavailablefrom25m2to100m2 TwothirdsthepriceofW1 Basedincitycentre Couldoffertwospacesat50m2butmoreexpensive Pooraccessandparkingforfiveatmost Outsideofcitycentre 30 minutedrivefromBrownandBurr Justoffmotorway Easyaccessforlorriesandadequateparking Brandnewfacility CCTVandsecurityfirmcheckonceanight 46 WhatareMr Burr sneedsandrequirements HowmuchSpacesavermeetthoseneeds Whichrequirementcan tbemet WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply Mr Burrneedswarehousingfor18months Heneeds100squaremetresinspace securityandparkingforatleasttwentypeople aswellasgoodaccess SpacesavercanmeetthoseneedsifMr Burrtakestwospacesof50squaremetres althoughthisisexpensive However parkingandaccessarepoor SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetres space It salsocheaperandhasgoodaccessandparkingaswellassecurity Theonlydrawbackisthatthewarehouseisn tascentralsotheproposaltoMr Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem 47 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 48 ConferenceOrganiser 38 000Anewlybuiltconferencecentreattachedtoawell establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday to dayrunningofconferencecentres Youwillbeinchargeofateamofthreefull timestaffresponsibleforbooking schedulingandtechnicalprovisiontoclients Thesuccessfulapplicantwillalsobeabletopromotethecentretolocalandnationalbusinesses Youwillneedtobeself motivatedandhaveexceptionalinterpersonalskills GraduateMediaSalesExecutivesSalarynegotiableAleadingguide to the citymagazinehasexcitingopportunitiesforhighachieversofgraduatecalibretojoinoursalesandadvertisingteam Theroleinvolvessellingadvertisingtoagencies Youwillberesponsibleformanagingexistingbusinessesaswellasidentifyingnewbusiness Suitablecandidatesarebright numerate enthusiastic andhaveabroadrangeofinterestsoutsideofwork Youcancreateanddeliveraprofessionalandpersuasive salesargument negotiateeffectivelyandhavethedeterminationandmotivationtomeetstringentdeadlinesandchallengingcommercialtargets A B 49 MarketingRepresentative 23 000LargemanufacturingcompanybasedinUKwithfactoriesoverseasinChinarequiresamarketingrepresentative ThesuccessfulcandidatewillbebasedatourmainUKofficeinReading TheabilitytospeakandwriteChineseisessential YoumustbefluentinconversationalMandarinChineseandEnglish Othertrainingwillbeprovidedwithopportunitiestotakesponsoredqualificationsinmarketingandbusiness Closingdateforapplicationswithin28days FinanceManager 28 000MaxSecurityisaleadingproviderofUKsecurityservices WealsohaveoperationsinKenyaandIndia Thenewly createdpositionoffinancemanageristoprovideassistanceinmanagingandraisingfinanceforthecompanyandhelppushthecompanyforwardtomeetitsgoals Youwillreporttothemanagingdirectorandmayberequiredtogooverseastocarryoutinternalaudits Youhaveatleasttwoyears experienceofpreparingfullsetsofmonthlyaccountsandpayroll YouhaveITskillsinLogosoftandSageandarewillingtoworkindependently Experienceofworkinginthesecurityindustrywouldbepreferable C D 50 1 Thereisadeadlineforanyoneinterestedinthispost 2 Thisposthasrecentlybeenestablished 3 Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill 4 Youwillneedtomanagepeopleunderyou 5 Yourjobdescriptionrequiresyoutobegoodatconvincingpeople 6 Youmusthaveadegreetoapplyforthisjob 7 Inthisjobyoumustbewillingtotravelandspendtimeabroad C D C A B B D 51 ThankYou 52