新编剑桥商务英语module-7培训资料.ppt

,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,Module 7,7.1 Business Topic:Sales,Brainstorming:sales VS marketing,2,Reading 1:Skimming&Comprehenson,3,Reading 2:Vocabulary,grammar,4,Speaking:Comparing jobs,5,Description and comparison of jobs,1,Description and comparison of jobs,1.Work in pairs.Compare the jobs in each of the following pairs.What are the similarities and differences?Say which you would prefer to do and why.,*doctor/vet *fighter pilot/airline pilot,*school teacher/university lecturer *politician/journalist,*manager of a company/manager of a charity,sales VS marketing,Marketing,is everything that you do to reach prospects.The,sales,process is everything that you do to close the sale and get a signed agreement or contract.Both are necessities to the success of a business.You cannot do without either process.,Your marketing will consists of the measures you use to reach and persuade your prospects that you are the company for them.Its the message that prepares the prospect for the sales.It consists of advertising,public relations,brand marketing and direct mail.,The sales process consists of interpersonal interaction.It is often done by a one-on-one meeting,cold calls,and networking.Its anything that engages you with the customer on a personal level rather than at a distance.,MSF,（无国界医师组织）,is a humanitarian-aid non-governmental organization best known for its projects in war-torn regions and developing countries facingendemic diseases(,地方病,).Its headquarters are in Geneva,Switzerland.In Canada and the United States,it is also known as,Doctors Without Borders,is also used.,无国界医生组织(Doctors Without Borders,Medecins Sans Frontiers-MSF)于年月日在巴黎成立，是一个由各国专业医学人员组成的国际性的志愿者组织，是全球最大的独立人道医疗救援组织。,Words and expressions:,shake off,:get rid of,摆脱、甩掉,e.g.,shake off poverty,shakeoffitsunglamorousimage,摆脱其乏味的形象,glamorous,adj.attractive and interesting,有魅力的，有吸引力的,unglamorous,adj.,无魅力的，乏味的,jolly,adj.,愉快的、有趣的,:If someone is jolly,he or she is happy and cheerful in their appearance or behavior.If an event is jolly,it is lively and enjoyable,eg.,a jolly party/person,n.a happy party;business trips with lots of free entertainment,cold calling,无约电话，冷不防的电话,outnumber,v.,数量多于，比,多,e.g.,Blacks outnumber whites by better than 5 to 1.,黑人与白人的比例超过,5:1.,Rackspace Managed Hosting,可控制虚拟主机公司,is an IT hosting company based inSan Antonio,Texas.,buzz,n.a strong feeling of pleasure or excitement,极度兴奋、陶醉,target-driven,:strongly influenced/motivated by the target,目标驱动,e.g.,In,China,our life is well planned and target-driven,and we are now more aware of the importance of good health and quality of life.,Proctor ad Gamble:,宝洁公司,(,P&G,),is aFortune 500 Americanmultinational corporation headquartered in downtown Cincinnati,Ohioand manufactures a wide range of consumer goods.,2.Read the article and find out why more people prefer a career in marketing than in sales.Complete the table below with reasons from the text.,Reasons for choosing marketing,Reasons for choosing sales,-sounds better at dinner parties,-has an air of glamour(whereas sales has an unglamorous image),-(many graduates believe)you work on creative PR campaigns and go on lots of jollies,-marketing seems more attractive(than sales),-it isnt as bad as myths suggest,-unlike marketing,sales is tangible,-it has a direct impact on a companys results,-you meet people and communicate with different personalities,-in sales theres a buzz of a target-driven environment,-you can manage millions of pounds of business,-make customers happy,-its incredibly rewarding,Answers(Not sold on sales?),B,C,B,D,Marketingis rather more popular as a career choice,and sounds better at dinner parties,Sales professionals in the UK outnumber people in marketing by about 200,000,Unlike marketing,sales is tangible.It has direct impact on companys results,MisleadingIt isnt anything like as awful as the myths suggest,Vocabulary:Sales terms,Match these words(1-7)from the text to their definitions(A-G).,1.sales pitch,2.door-to-door selling,3.a buzz,4.a myth,5.cold calling,6.an air,7.jollies(informal),A.Making an unexpected phone call or visit to sell something.,B.Excitement.,C.Business trips with lots of free entertainment.,D.Knocking on doors all day to sell.,E.Making a speech to convince people to buy something.,F.Something people incorrectly believe to be true.,G.Feeling or attitude.,另外一些有关销售的表达法：,（1）sales quota 销售定额,（2）retail sales figure 零售额,（3）sales representative 销售代表,（4）target market and customer目标市场与顾客,（5）big sale大甩卖,（6）flash sale 限时抢购，闪购,Look at the statements below about the three jobs.Which job does each statement refer to(A,B or C)?There is more than one answer in some questions.,1.These two jobs were the same every day._ _,2.The job description for this job didnt include this!_,3.This job probably wasnt in a paperless office._,4.This job became unnecessary._,B,C,A,A,C,Reading:The worst job in the world?,Vocabulary:Describing jobs,Complete the table below with the different forms of each word from the box.,repetitive responsible boring frustrating varied challenging well-paid,adjective,noun,comparative form,superlative form,repetitive,repeat/repetition,more repetitive,most repetitive,boring,bore/boredom,more boring,most boring,challenging,challenge,more chanllenging,most challenging,varied,variety,more varied,most varied,well-paid,pay/payment,better-paid,best-paid,frustrating,frustration,more frustrating,most frustrating,responsible,responsibility,more responsible,most responsible,The 10 happiest jobs,Summary,Up to this part,weve learned and practiced how to describe jobs,a frequent topic in business communication.,Pay your special attention to the adjectives as well as their variations.They are very useful in communication.,Listening:Selling,2,Reading:A proposal,3,Speaking,4,Reading:How to sell.,1,7.2 Business Skills:Selling,Writing:A fax,5,Reading:How to sell,1.What are the qualities of a successful salesperson?Make a list of your ideas.,-persuasive,-knowledgeable,-trustworthy,-believes in products and service,-has good communication skills,-hard worke,r,-works well under pressure-never gives up,2.Read the guide to selling below and choose the best word A,B,C or D to fill gaps 1-15.,How to sell,for a start,:used for introducing the first point in a series,首先，第一点,think through:,consider the facts about something in a thorough way,彻底想清楚,overloadwith,put too many people/things in/on sth;give sb.too much work to do,product specification,产品规格,e.g.,The company has powerful technical strength,advanced equipment,strong productivity and complete product specification.,公司技术力量雄厚，设备先进，生产能力强，产品规格型号齐全。,turndown:,refuse to accept,knockback:,refusal;rejection,get hung up:,be delayed,e.g.,Im sorry.Im late.I got hung up at the office.,Listening:Selling,1.Listen to give salespeople and their customers.In each case the salesperson is either following a step from the article on How to sell or failing to follow it.Write the number of the step next to the salesperson and write what you think they are selling.,Step Product or service?,Salesperson 1 _ _,Salesperson 2 _ _,Salesperson 3 _ _,Salesperson 4 _ _,Salesperson 5 _ _,3,4 or 5,1 or 6,4,7,advertising,car,stationery,personal organizers,home improvements,Step 1,Build trust,Step 2,Dont misunderstand the customer,Step 3,Ask clever questions,Step 4,Know your stuff,Step 5,Dont overload people with details,Step 6,Salespeople are not necessarily born,Step 7,Be prepared to fail,2.Listen again and complete the notes about each salespersons product or services.,Demand falls in(1)_ but July is better.The client might be interested in advertising on the(2)_.,BEAVIS SUPPLIES,Ray would like to change the(5)_ on the old letterheads.,Leather Diaries,Available in black and(6)_ as well as brown.,Customer wants to know price for putting company(7)_ on the front.,The XR5 is a huge improvement on the(3)_ model:,-backseat airbags,Travels 0 to 70 in(4)_,air conditioning.,Points to mention in each call:,Warm and Cosy,Ask questions about persons(8)_,Suggest(9)_ visits to advise on home,improvements.,June,radio,2007,five seconds,design,red,logo,house,a representative,3.Listen for the expressions below.Write the number of the listening(1-5)in which you hear each expression.,A.I know its proved much more popular than,B.What did you have in mind exactly?,C.So is something you might be interested in?,D.I was wondering if youd mind answering a few questions about,E.Perhaps could be useful?,F.Is there anything I can help you with at the moment?,G.Shall I put you down for?,H.Its a huge improvement on,4,3,1,5,1,3,3,2,4.Match the expressions A-H in exercise 5 to the categories below.Write one letter on each line.,1,Establish customer needs:,_,_,_,2,Suggest possible requirements:,_,_,3,Compare:,_,_,4,Close the sale:,_,B,D,F,C,E,A,H,G,Speaking:A sales conversation,Choose an object in the classroom.Work in pairs and take turns to sell your objects to each other.Follow the flow chart in the last part.,1,Establish customer needs:,_,_,_,2,Suggest possible requirements:,_,_,3,Compare:,_,_,4,Close the sale:,_,D,ictation,1.shake off,2.jolly,3.gamble,4.unglamorous,5.buzz,mercial director,7.sales pitch,8.cold calling,9.outnumber,10.job description,11.distrust,12.stuff,13.overload,14.website,15.outgoing,16.knockback,17.stationery,18.warehouse,19.alternative,20.personality,Introduction to Proposal Writing,Basically,proposals are persuasive presentations.,Purpose,:to solve a problem,alter a procedure,find answers to questions,or conduct research on a topic of mutual interest.,Introduction to Proposal Writing,How to write,Three steps:,Problem,问题,Analysis,分析,Solution,对策,Format:proposals can use various delivery media,such as letter,fax,email,memo,etc.,Tips on Writing,建议书要以事实为根据撰写；,提出的建议要具体，操作性强；,对采纳建议能带来的好处既要写的乐观，也要防止吹嘘；,建议书与可行性报告相比有共通之处，但“报告”可以列举多种方案，经比较各自的优劣后再推出最佳方案，而在建议书中通常只提出一个方案。,A proposal,A salesperson who works for a company renting office space has faxed the proposal below to a client.Read it and answer question 1-3.,1.What are the needs of the client?,The client needs office space for twelve months.,2 Is the salesperson able to meet those needs?,3.What are the benefits of the second location?,The sales person can meet those needs and also wants to try and sell a little more in addition.,-Office on the same floor.,-Wonderful views.,-more convenient than the other location for transport.,-Suitable parking facilities.,Useful expressions to use when writing a proposal,-Thank you for your order,感谢您,的订单,-Further to your request,关于您,的要求,-Id like to mention that I can also,我想提的是我还可以,-Please note,请注意,-As an interesting alternative,you might wish to consider,还有个有意思的选择，您也许可以考虑,-It has the following features,它有下列特点,-Please consider this possibility and note,请考虑这种可能性并注意,-I would suggest a prompt decision,我想建议您尽快做决定,-I look forward to hearing from you.,盼早日回复。,Writing:A fax,Spacesaver,（空间节省王）,company which rents warehouse space to businesses,（是一家向公司租赁仓库的公司）,has been sent this fax.Look at the fax and the other information below and answer the following questions.,What are Mr.Burrs needs and requirements?,How much Spacesaver meet those needs?Which requirement cant be met?,What benefits of Circular Storage,（环形仓库）,should Spacesaver mention in its reply?,Mr.Burr needs warehousing for 18 months.He needs 100 square metres in space,security and parking for at least twenty people,as well as good access.,Spacesaver can meet those needs if Mr.Burr takes two spaces of 50 square metres(although this is expensive).However,parking and access are poor.,Spacesaver is more positive about the warehouse at Circular Storage because there is 100 square metres space.Its also cheaper and has good access and parking as well as security.The only drawback is that the warehouse isnt as central so the proposal to Mr.Burr will have to convince him that the benefits outweigh this problem.,Model,Dear Mr.Burr,Further to your enquiry about,_,I am delighted to say,_.,However,with regard to your additional requirements please note,_.,I,n your proposal,you should have done the following:,R,efer to the customers needs,I,nclude information from the handwritten notes,U,sed fixed expressions and a semi-formal business tone,S,tress the benefits of the second location.,Possible answer,Dear Mr.Burr,Further to your enquiry about,the warehousing at the W1 site,I am delighted to say,this space is still available.However,with regard to your additional requirements please note,that you would have to rent two separate spaces of 50 square meters and the warehouse has limited parking for cars only and limited access.,As an alternative,you might wish to consider,a new storage option called Circular Storage that has recently become available to Spacesaver.While it is a little further from the center of the city than W1,it has the following features,:,-easy access for lorries and adequate parking for twenty,-security with CCTV,-space availability of 100 square meters(and more if required),Please also note,that it would be two-thirds the price of W1,and the 10%discount for two-year booking would still apply.A visit to these premises can be arranged,although I would like to suggest a prompt decision on the second option.,I look forward to,hearing from you in the very near future.,Yours sincerely,Additional exercises:,Reading Test,:In this part,you will look at Part One of the Reading Test.There are four short texts on a related theme or a single text divided into four sections.Each text or section is called A,B,C or D.There are seven statements which relate to the texts.You need to match each statement to a text.,1.Look ate the four texts on the following page.What is the related theme of these texts?,2.Now read the seven statements and match each to A,B,C or D.,1)There is a deadline for anyone interested in this post._,2)This post has recently been established._,3)In this job you can formally learn more in addition to your existing skill._,4)You will need to manage people under you._,5)Your job description requires you to be good at convincing people._,6)You must have a degree to apply for this job._,7)In this job you must be willing to travel and spend time abroad._,1)There is a deadline for anyone interested in this post._,2)This post has recently been established._,3)In this job you can formally learn more in addition to your existing skill._,4)You will need to manage people under you._,5)Your job description requires you to be good at convincing people._,6)You must have a degree to apply for this job._,7)In this job you must be willing to travel and spend time abroad._,C,D,C,A,B,B,D,Thank You!,