1、HIGHER,SUCESS WITH BEC,MODULE 4,Business Topic The art of selling,4.1 Business topic: The art of selling4.2 business skills:Presenting figures4.3 Exam spotlight:Writing Test Introduction and Part one,MODULE4,MODULE 4,Contents,1. Selling (vocabulary),2. Sales techniques,3. Advertising trends,4. A sal
2、es report,5. Presenting figures,6. Analyzing a graph,4.1 The art of selling,close the sale,detour,altitude,aptitude,buying signal,perceived benefit,added value,competitive advantage,selling pont,emotional benefit,达成交易,绕道，弯路,高度，海拔,能力,成交信号,情感利益,情感利益,附加值,竞争优势,卖点,decision maker,决策者,option,选择供应的附件,prospe
3、ct,reliability,可能成为主顾的人,可靠性（产品）,VOCABULARY:,4.1 The art of selling,line,presenter,hard-sell,constraint,pushy,anecdote,point-of-sale,niche,payment terms,deodorant,行业，行当,主持人,强行推销,限制，制约,粗鲁的， 莽撞的,轶事， 奇闻,除臭剂,销售网点,专门市场,支付方式,word-of-mouth,口头传播,viral marketing,病毒式营销,advertiser,vehicle advertising,广告客户,车辆广告,
4、VOCABULARY:,4.1 The art of selling,ubiquity,PVR,pop-up ads,banner ads,upsurge,fragment,receptive audience,rewind,media company,broadband,普遍存在,个人视频录像机,自动弹出广告,横幅广告,增长，高涨,使分裂,宽带,受众,倒带,传媒公司,premium,过高价值,catch-on,包罗万象的,creating a buzz,holistic,造势,全盘的）,VOCABULARY:,1. quotations-understanding Personality C
5、heerful disposition性格 Mental ingredient: imagination, creation, initiatives, presence of mind Patience and perseverance Courtesy Complete knowledge about the products, company and the customers2. successful sales: price, product feature, or emotional benefit,4.1 The art of selling,Lead-in： For sale,
6、VOCABULARY:,4.1 The art of selling,Selling: qualities,VOCABULARY:,4.1 The art of selling,VOCABULARY:,EX.4 How to close the sale?,4.1 The art of selling,LISTENING: sales techniques,Ex. 5 the main reasons for a customer deciding not to buy a product or service:,no need, no money, no hurry, no desire,
7、no trust.,Zig Ziglars closing the sale: Every sale has five basic obstacles:,4.1 The art of selling,LISTENING: sales techniques,4.1 The art of selling,LISTENING: sales techniques,4.1 The art of selling,READING: Advertising trend,4.1 The art of selling,READING: Advertising trend,4.1 The art of sellin
8、g,READING: Advertising trend,Reading Tasks,1. Go through the article, figure outthe main idea.(5 m)2. Can you find words in this passagethat mean up and down?(3 m),4.1 The art of selling,READING: Advertising trend,Suggestion,Advertisers are moving away from television to more of a media mix. This is
9、 because young people are watching less television and spending more time on the Internet.,READING: Advertising trend,4.1 The art of selling,Up,increase rise upsurge go up accelerate soar boom pick up increasingly more widespread more popular,Down,decrease collapse decline fall reduce cut go down dr
10、op lower,4.1 The art of selling,READING: Advertising trend,fragment television viewing into across hundreds of channels,the growing ubiquity of broadband access,be eroded by sth.,a growing consensus,be pronounced,personal video recorder technology,把收视量分散在几百个频道,逐渐变得无所不在的宽带连接,被挤占,逐渐达成的共识,明显,个人录影技术,hav
11、e a material effect on sth.,对有实质性的影响,4.1 The art of selling,READING: Advertising trend,make ones presence felt,使人感觉到的存在,tap into consumers,event television,on demand viewing,pause， rewind， fastfoward,come of age,发掘客户,大型活动的电视转播,视频点播,暂停, 倒带，快进,成熟,4.1 The art of selling,Speaking: In the field,A-A and B
12、-B pairs before A-B pairs,1.lower/reduce the price,2.reduce/decrease the delivery time,3.mark up the price/cut the retail price,4.move away from the current supplier,5.provide one with more /increse the amount of promotional material,4.1 The art of selling,Writing: A sales report,Introductions: the
13、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 propose,4.1 The art of selling,Writing: A sales report,4.1 The art of selling,Writing: A sales report,4.2 presenti
14、ng figures,Vocabulary: Describing performance,Time phrases Verbs Nouns Prepositions Qualifiers Cause and result,Writing: Describing Graphs,(1) to peak/reach (2) to level offa high (peak) of,4.2 presenting figures,Writing: Describing Graphs,4.2 presenting figures,(3) to rise /climb/pick up/a general
15、upward trend (4) to fall/drop/collapse/plummet/bottom out,Writing: Describing Graphs,4.2 presenting figures,(5) to shoot up/take off/soar/rocket (6) to recover/improve a recovery/improvement,Writing: Describing Graphs,4.2 presenting figures,(7) to fluctuate,Describing Trends or Movements in Graphs,4
16、.2 presenting figures,Describing Trends or Movements in Graphs,4.2 presenting figures,Describing Trends or Movements in Graphs,4.2 presenting figures,Describing Trends or Movements in Graphs,4.2 presenting figures,Describing Trends or Movements in Graphs,4.2 presenting figures,Describing Trends or M
17、ovements in Graphs,4.2 presenting figures,Describing 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 rec
18、overy 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 ,4.2 presenting figures,Listening:A Sales Forecast,1. Average growth in sales over the last two years and the relatively stable state of market2. The l
19、aunch 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 drug,4.2 presenting figures,Speaking: Presenting figures,Presentation structure:,Greeting Introduction / overviewMain body of presentation (
20、referring to any chart, graphs etc)Concluding commentsInvite questions Thank audience,4.2 presenting figures,Speaking: Presenting figures,Hello, 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 gr
21、aph 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 t
22、his 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 ar
23、e any questions, I would be happy to answer them.,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 visuall
24、y, 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 spotlight,How to describe graphs,Language,Content,4.3 Writing test,Exam spotlight,Content: what to wr
25、ite,Give an overall description of the important points rather than a detailed description of individual points Comparison and contrast (two ways) A B A/B, A/B Analyze the graphs The important sections Note the trend, the peak, the lowest point, the end/starting point The crossing points,4.3 Writing
26、 test,Exam spotlight,Language: conciseness,Sentence length Wordiness Reference words （指示词） Redundancy Repetition Ellipsis (省略),4.3 Writing test,Exam spotlight,structure,1. The first paragraph is an Introduction (saying what the graph represents and what period it relates to) This graph shows 2. The
27、second paragraph describes the development and trends If we look first at, we can seefollows a similar trendThe developments are not described in year-by-year or month-by-month detail, but in more general terms 3. The third offers some general conclusions that can be drawn from the information prese
28、nted. The (dramatic) consequence of these two developments.,4.3 Writing test,Exam spotlight,Describing Graphs,The graph shows the share price of two companies from 1996 to 2000.,In the start of 1996, shares in Consort Industries stood at $160. However, by the end of the year, they have collapsed to
29、just $50.,They recovered steady over the next 12 months, but have fluctuated sharply all through 1998.,In 1999, they continued their recover, climb to $160 per share, where they remained throughout 2000.,Shares in Mandarin Technologies starting trading at $150. Like Consort, Mandarin saw its shares fall during 1996,and then picked up the following year. This recovery then turns into a general upward trend, what continued until late 1999,when shares peaked at $220. They then collapsed before rise briefly to just over $150 at the end of 2000.,Writing: Describing graphs (P45),Homework,Thank You,
