新编剑桥商务英语unit-7.ppt

Module 77.1 SalesVocabulary:Sale terms2Reading 23Grammar4Speaking:Comparing jobs5Reading 11Reading1.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 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 marketingReasons 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 rewardingNot sold on sales?Hi,I work in sales.not a great conversation opener,is it?Not like being a fighter pilot or a director of Medecins sans Frontieres,for example.Unfortunately,a job in sales cant quite shake off its unglamorous image or associations with something rather dishonest.This all means recruitment problems for graduate employees.On the other hand,marketing a less direct way of selling a product is rather more popular as a career choice,and sounds better at dinner parties.Why?Susan Stevens,head of HR at Toshiba,believes that marketing retains an air of glamour and that graduates expect to work on creative campaigns with PRs and lots of jollies.But,on the other hand,sales means door-to-door work and cold calling.Yet this image is misleading.Sales professionals in the UK outnumber people in marketing by about 200,000.This is partly because those who do fall into sales work realize it isnt anything like as awful as the myths suggest.Stevens says that Toshiba recently had to market its graduate scheme as a sales and marketing programme because we knew sales alone wouldnt attract people.The gamble paid off.Last year the majority of recruits chose sales,including Ross Snowdon,a marketing graduate.Unlike marketing,sales is tangible.It has direct impact on a companys results.Its all about meeting people and communicating with different personalities.Part of the reason why graduates are often not interested in sales is because it isnt seen as a profession.Clarissa Gent,a chemistry graduate and sales manager at Rackspace Managed Hosting,an IT support firm,says:Careers departments dont talk about sales and there is a lack of education about the different levels you can go to with it.I always thought marketing seemed more attractive,but it wasnt the dynamic world Id imagined.Then I talked to people in sales and realized that it is possible to be passionate about it.It soon became apparent that I was much more suited to sales.Now I speak to customers every day in the buzz of a target-driven environment.Its fantastic.Tom Moody,a commercial director for Proctor and Gamble,says that sales can be managing millions of pounds of business and making sure the customers happy.Its incredibly rewarding.Now theres a convincing sales pitch if I ever heard one!3.Read the text again and answer these questions.1)In the first paragraph,the writer says its easier to start conversations at dinner parties _.A.if you are in sales.B.if you are in marketing.C.if you are a fighter pilot.D.if you lie.2)According to the writer,the truth is that _.A.marketing is a better profession.B.sales is actually more glamorous than marketing.C.more people are in sales than marketing.D.there are more graduates in marketing.3)One reason Ross Snowdon likes sales more than marketing is because_.A.its better paid.B.you see real results.C.you meet more people.D.you can work on your own.4)Its difficult to attract graduates into sales because _.A.many arent suited to it.B.they arent passionate.C.they dont have the right qualifications.D.of a false perception.Vocabulary:Sales termsMatch these words(1-7)from the text to their definitions(A-G).1.sales pitch2.door-to-door selling3.a buzz4.a myth5.cold calling6.an air7.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）sales figure 销售数字（3）sales representative 销售代表（4）substantial financial rewards 切实的经济问题（5）help buyers satisfy their wants and needs 帮助顾客满足他们的需要（6）communicate knowledge face to face 面对面地传播知识Reading:The worst job in the world?A:I worked for a firm of architects,which was(unofficially)run by the wife of one of the directors.She was also an expert at creating useless jobs for administration staff to do,such as removing and re-gluing stamps which hadnt been stuck on straight enough.This wasnt as bad as the email confirmation form,though.This was her strangest invention,whereby all emails had to be copied into a Word document,printed,and signed at the bottom by someone.When I suggested this might be a waste of time,she shouted at me.I left a month later.Read about three peoples experiences of bad jobs.B:The most boring job ever is working in a call center dealing with people for driving lessons.Most of the time it was booking people in with the same three-minute conversation over and over again.Booking a re-test was even worse,because then the people at the other end of the line had just failed their test and wanted to explain why.I lasted three weeks,including a weeks training.C:Ive had some terrible jobs but in the 1960s,my mother worked in a sugar factory.The packs of sugar used to travel along the conveyor belt and at one point,where the sugar was in the bags but still open,they had to travel around a corner.For some strange reason every sixth bag would often fall over.My mothers job was to stand at the corner,eight hours a day,with a pole to help the sixth bag round.She lasted three weeks and got a job in a caf instead.Later she heard they replaced her with a piece of plastic on the corner.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._Vocabulary:Describing jobsComplete the table below with the different forms of each word from the box.repetitive responsible boring frustrating varied challenging well-paidadjectivenouncomparative formsuperlative formrepeat/repetitionboringmost challengingvarietymore variedbest-paidfrustrationresponsibleListening:Selling2Reading:A proposal3Speaking4Reading:How to sell.17.2 SellingWriting:A fax5Reading:How to sell1.What are the qualities of a successful salesperson?Make a list of your ideas.-persuasiveness-knowledgeable-trustworthy-believes in the product or service-never gives up2.Read the guide to selling below and choose the best word A,B,C or D to fill gaps 1-15.How to sellIts not quite true that a great salesperson can sell anything to anyone.For a(1)_,they might not need it-and sales is all about meeting needs.(2)_,selling is one of those things that can happen to anyone,no(3)_ what their job description,so here are the basics.Step 1 Build trustYou need to(4)_ trust with the person to whom you are selling.They dont have to be your best friend but essentially people dont buy from people they hate or distrust.(1)A.beginning B.start C.customer D.first(2)A.However B.Although C.Because D.Whatever(3)A.much B.more C.way D.matter(4)A.set up B.find C.establish D.knowStep 2 Dont misunderstand the customerUnderstand the needs of the other person.Then its up to the salesperson to(5)_ that the benefits of their goods or services match the requirements.Without that,you have no sale,Step 3 Ask clever questionsAsk questions to find out what the customers problems and issues are.Then think(6)_ what the needs must be.Its often more(7)_ than asking the obvious,What do you need?Step 4 Know your stuffIt(8)_ without saying:know your product and understand the marketplace into(9)_ you are selling.(5)A.perform B.compare C.present D.demonstrate(6)A.along B.through C.out D.across(7)A.clear B.efficient C.effective D.better(8)A.goes B.moves C.does D.makes(9)A.what B.which C.whom D.whereStep 5 Dont overload people with(10)_You need to know every product specification but your customer doesnt.Essentially,he or she needs to know how it will make their life(11)_.If later on they want the dimensions,theyll find it on your website.Step 6 Salespeople are not necessarily bornThe classic(12)_ of a salesperson is someone who is outgoing.But like customers who come in all personality types,sales people can(13)_.The main thing is to be able to reflect and react to a customers personality.Step 7 Be prepared to failIt doesnt matter how good you are,you will get(14)_.Sales is full of knockbacks,so dont get hung up on it.(15)_ on to the next customer.(10)A.details B.offers C.discounts D.prices(11)A.good B.better C.well D.best(12)A.vision B.look C.focus D.image(13)A.change B.vary C.listen D.buy(14)A.sent back B.recruited C.turned down D.contracts(15)A.Phone B.Try C.Move D.ContactListening:Selling1.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 _ _34 or 51 or 647advertisingcarstationerypersonal organizershome improvements/insulationStep 1 Build trustStep 2 Dont misunderstand the customerStep 3 Ask clever questionsStep 4 Know your stuffStep 5 Dont overload people with detailsStep 6 Salespeople are not necessarily bornStep 7 Be prepared to fail2.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 SUPPLIESRay 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.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 thanB.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 aboutE.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 431513324.Match the expressions A-H in exercise 5 to the categories below.Write one letter on each line.1Establish customer needs:_ _ _2Suggest possible requirements:_ _3Compare:_ _4Close the sale:_ BDFCEAHGSpeaking:A sales conversationChoose 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.1Establish customer needs:_ _ _2Suggest possible requirements:_ _3Compare:_ _4Close the sale:_ Reading:A proposalA 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?2.Is the salesperson able to meet those needs?3.What are the benefits of the second location?Dear Mr.RiceThank you for your order by fax.Further to your request for office space for twelve months.Id like to mention that I can also offer you a 10%discount for bookings of an eighteen-month period.You enquired about availability at the Virginia Walk Centre and offices are still vacant.However,please note that there is limited parking and some offices are on different floors.As an interesting alternative,you might wish to consider a new premises called Dockside(about one mile down the riverside from Virginia Walk).It has the following features:a first-floor open-plan office space(75m2)with wonderful views of the old harbour.a convenient three-minute walk from the station and ideal for cyclists with a path along the riverside suitable parking facilities for over twenty staff.Please consider this possibility and note the discount would still apply.A visit to this premises can be arranged,although I would suggest a prompt decision on this second option.I look forward to hearing from you in the very near future.Yours sincerelyHugo Jones1.What are the needs of the client?2.Is the salesperson able to meet those needs?3.What are the benefits of the second location?The client needs office space for 12 months.The salesperson can meet those needs and also wants to try and sell a little more in addition.The second location offered has these benefits:-offices on the same floor-wonderful views-more convenient than the other location for transport-suitable parking facilities可能用于提建议提建议的表达法：Thank you for your orderFurther to your requestId like to mention that I can alsoPlease noteAs an interesting alternative,you might wish to considerIt has the following featuresPlease consider this possibility and noteI would suggest a prompt decisionI look forward to hearing from youWriting:A faxSpacesaver,company which rents warehouse space to businesses,has been sent this fax.Look at the fax and the other information below and answer the following questions.To:SpacesaverFrom:Randy BurrSubject:Renting warehouse spaceFurther to our discussion last week in which I outlined our need for warehousing over the next eighteen months,I would like to enquire if the warehouse space is still available at the W1 site.We would have the following requirements:-warehouse of 100m2-24-hour access-must have security-adequate parking for twenty and easy accessoffer 10%discount for two-year bookingThree lots currently available:75m250m250m2WarehousingNew warehousingspaceNOW OPEN.All space available from 25m2 to 100m2.Two thirds the price of W1Based in city centre.Could offer two spaces at 50m2 but more expensive.Poor access and parking for five at mostOutside of city centre.30-minute drive from Brown and BurrJust off motorway.Easy access for lorries and adequate parking.Brand new facility.CCTV and security firm check once a night.1.What are Mr.Burrs needs and requirements?2.How much Spacesaver meet those n