1、,IT 英 语,新职业英语,Unit 4Sales of IT Products (I),ENGLISH FOR CAREERS,Warming-up,Reading A,Listening,Speaking,4,1,2,3,Reading B,5,Writing,6,Project,7,Vocabulary and Structure,8,Warming-up,Task 1 Work in pairs. Look at the following logos and tell each other what you know about them.,Warming-up,Task 2 Wor
2、k in groups of four and discuss the following questions., sensitivity to customers needs knowledge of the company and its products command of communication skills relationship with customers appearance and manner promotional policy personality quality of products training,What elements do you think
3、are the most important for a successful salesperson among the following and why? What else do you think can lead to a salespersons success?,Reading A,Task 1 Before reading the passage, see how much you know about business marketing by answering the following questions.,What do you think lead(s) to b
4、usiness success, the CEO, the product, or the marketing? 2. What suggestions can you give to make a business well-known?,Business Marketing: Developing a Strategy,翻译,声音,Marketing is a key part of business success. Developing a good business marketing strategy is what a company needs to rise above co
5、mpetitors. Careful research, proper introduction and good follow-up are very important to building a strong customer base.Research Your MarketDo you have a target market in mind? Get to know the customers you want. Find out what groups your products or services will attract the most. Find companies
6、that need your products or services in the area. Carefully research your target market for an assessment of the things you may be able to offer. You can send out a short poll (no longer than 10 questions). It is a quick and easy way to find out what they need.,Reading A,Examining the competition clo
7、sely will help to find areas of demands your company can fill in. Figure out what special products or services your company offers that others do not. Studies show that specialty companies do better than those who try to do it all.Introduce Your BusinessStart out with a simple handout. Any piece of
8、marketing should include these basic elements: who you are, what you offer, where you are located, and how to contact you.,Reading A,Try to interest people by emphasizing those unique specialties that only your business offers in your advertising. The thing to focus on is one or two particular needs
9、 they have that you can take care of for them.Other things you might include in an advertisement are: grand opening date, special sales, top-selling products, number of customers to date, and company slogan/logo.,Follow-UpOne of the aspects that people pay less attention to of marketing is follow-up
10、. It is always good to have new customers, but to truly be successful, you need at least some of those people to come again. There are some very simple things that you can do to inspire repeat business.If you get phone calls or emails, respond to them. Give a call back or a reply message to thank th
11、em again for inquiring. Offering coupons, discounts or a free item (e.g. a pen with company logo) is also a way to thank and encourage them to come again.If you follow these steps, you will surely see your business take off. Once you find out what works for you, just do it again and again, and you w
12、ill soon have a strong customer base.,Reading A,Reading A,Task 2 Read the passage. Decide which paragraph(s) talk(s) about each of the following parts.,1,2-3,4-6,7-8,9,Reading A,Task 3 Read the passage again and answer the following questions.,What is important to a strong customer base? 2. What is
13、a quick and easy way to research the market? 3. What is the aim of market research?,Careful research, proper introduction and good follow-up.,Sending out a short poll is a quick and easy way to research the market.,It is for an assessment of the things you may be able to offer.,4. What are the basic
14、 elements of a business handout?5. How can an advertisement interest people? 6. What can be done to inspire customers to come again?,The basic elements are: who you are, what you offer, where you are located, and how to contact you.,By focusing on one or two particular needs the customers have that
15、you can take care of for them.,You can give a call back or a reply message. offer coupons, discounts or a free item.,Reading A,Task 4 Match the following terms with their Chinese meaning.,Reading A,A. 口号 B. 特色商品 C. 竞争对手 D. 畅销商品 E. 打折 F. 开业日期 G. 市场营销 H.（ 公司的）标识 I. 市场跟踪 J. 免费赠送品 K. 评估 L. 传单 M. 特价优惠 N.
16、 民意调查 O. 优惠券,1. business marketing 2. competitor 3. follow-up 4. assessment 5. poll 6. specialty 7. handout 8. opening date 9. special sales 10. top selling product 11. slogan 12. logo 13. coupon 14. discount 15. free item,商业营销：策略开发,营销是企业成功的关键。企业要想在竞争对手中脱颖而出就需要开发一套好的营销策略。仔细的调研、适当的宣传和及时的跟进对建立一个牢固的客户群
17、来说都是十分重要的。调研市场你的脑海中是否有一个目标市场？了解你想争取到的客户，查出你的产品或服务最吸引哪些人群，找到在本区域里哪些公司需要你的产品或服务。认真研究你的目标市场，从而评估那些你所能提供的东西。你可以发放一份简短的调查（不超过十个问题）。这是一个又快又简单的挖掘客户需求的方法。仔细研究竞争情况能够帮你找到一些你的公司可以填补的需求空白。弄清楚你的公司能提供哪些别的公司无法提供的产品或服务。研究表明有专长的公司比那些试图包揽一切的公司表现更好。,Reading A,宣传企业这一步可以从发放简单的传单开始。任何市场策略都应该包括以下这些基本要素：你是谁，提供什么，位置在哪里，以及如何
18、联系。在广告中，尽量通过强调那些只有你的公司才能提供的专长来吸引顾客。焦点放在顾客的一两个特殊需求上，而这一两个特殊需求正是你们能满足的。在广告中可以包括的其他信息有：开业日期、特价销售、畅销产品、至今已有客户数量、公司口号或标志。客户跟进客户跟进是营销中经常被忽视的一个环节。拥有新客户当然好，但是想要真正地成功,你至少要有一些回头客。而你只需做一些十分简单的事情就可以培养回头生意。当你接到电话或者收到电子邮件，务必回复。打一个电话或者回一条消息，感谢他们再次询问。提供优惠券、折扣或者免费礼品（比如有公司标志的钢笔），这些永远都是感谢并鼓励客户再次光临的好方法。如果照这些步骤去做，你一定会看到
19、你的生意开始成功。一旦你找到了有效的办法，就坚持使用，这样你很快就会有一个牢固的客户群了。,Reading A,competitor,n. a person, team, company etc. that is competing with another,Reading A,By lowering the price and increasing the quality, the company has beaten all its main competitors in this area.,n. a process in which you make a judgment about
20、a person or situation,assessment,The government recently made an assessment of the local economic situation.,figure out,to come to understand,Reading A,I still cant figure out why she left me.,v. get down to,start out,Katharine started out to write her first novel in the summer of 2000.,The school p
21、articularly emphasizes good manners.,emphasize,v. to give particular importance or attention to something,respond,v. to reply, especially in writing,Reading A,I emailed her last week, but so far she hasnt responded yet.,v. to achieve sudden growth or success,take off,Shia LaBeoufs career took off wi
22、th the huge success of Transformers series.,Listening,Task 1 Leo is calling for the information about computers. Listen to the conversation and fill in the blanks with what you hear.,1.The conversation is most probably taking place between a(n)_ and a(n)_.2. Kate is from _Company. 3. Leo cannot deci
23、de between Yangtian and Kaitian _.,enterprise desktops,secretary,customer,Lenovo,声音,Script,W: Good morning, Lenovo Sales Department. This is Kate Zhang speaking. What can I do for you? M: Good morning. Im Leo Wang from Oriental Import Co. Were interested in your enterprise desktops. W: We have both
24、Yangtian and Kaitian enterprise desktops. May I know which series do you like better? M: Im not sure. Could you explain to me in detail the differences between the two? W: No problem.,Script,Purpose of Leos visit: _Products interested: _Specific requirements: _Target users of the products: _Features
25、 of the products interested: _,Listening,Task 2 Leo is paying a visit to Kates office. Listen to theconversation and complete the following notepad.,to talk about purchasing Lenovo computers,Kaitian series,discount,for the large, promising and eco-friendly company,high speed, large storage, face rec
26、ognition software, anti-bacteria keyboard,声音,Script,M: As said over the phone, were going to update our desktops so as to suit our present work. Your Kaitian series impressed me a lot. W: Youre definitely right if you have interest in our Kaitian products. They are developed just for users like your
27、 company, large, promising and eco-friendly. M: But we think the price is a little high. We are wondering whether you can give us a discount. W: Ive already talked to our sales manager. He said that if the purchase is above 100 at one time, we can offer five percent off. M: Well, is there any room f
28、or further discount? W: Consider the high quality and all the features this series of products have, for instance, high speed, large storage, face recognition software, anti-bacteria keyboard, and its really a big deal. M: OK. Lets have a look at the contract.,Script,As said over the phone, were goi
29、ng to 1_ our desktops so as to suit our present work. Your Kaitian series impressed me a lot. Youre definitely right if you have interest in our Kaitian products. They are 2 _ just for users like your company, large, promising and eco-friendly. But we think the price is a little high. Were wondering
30、 whether you can give us a(n) 3 _. Ive already talked to our sales manager. He said that if the purchase is above 100 at one time, we can offer five percent 4 _. Well, is there any room for further discount? Consider the high quality and all the 5 _ this series of products have, for instance, high s
31、peed, large 6 _, face recognition software, anti-bacteria keyboard, its really 7 _. OK. Lets have a look at the 8 _.,Listening,Task 3 Listen to the conversation in Task 2 and fill in the blanks with what you hear.,contract,update,developed,discount,off,features,storage,a big deal,Leo:Kate:Leo:Kate:L
32、eo: Kate:Leo:,声音,Script,M: As said over the phone, were going to update our desktops so as to suit our present work. Your Kaitian series impressed me a lot. W: Youre definitely right if you have interest in our Kaitian products. They are developed just for users like your company, large, promising a
33、nd eco-friendly. M: But we think the price is a little high. We are wondering whether you can give us a discount. W: Ive already talked to our sales manager. He said that if the purchase is above 100 at one time, we can offer five percent off. M: Well, is there any room for further discount? W: Cons
34、ider the high quality and all the features this series of products have, for instance, high speed, large storage, face recognition software, anti-bacteria keyboard, and its really a big deal. M: OK. Lets have a look at the contract.,Script,Listening,Task 4 A salesgirl is introducing the latest iPod
35、nano to a customer. Listen to the conversation and tick the words and phrases mentioned about the new features of the iPod nano.,声音,Script,W: Im going to introduce to you our new product, iPod nano. Compared with the former products, this has new features that make you fall in love with it instantly
36、. M: Thats interesting. What are the new features? W: Besides the nine brilliant colors, say, light blue, dazzling purple, green and others, this new iPod also has the striking features like Musical Genius, Shaking and Shuffling, Rock and Roll Over and quite many others. M: What do you mean by Music
37、al Genius? W: Say youre listening to a song you really like and want to hear other tracks that go great with it. The Genius feature finds the songs in your music library and makes a Genius Playlist for you. Its like having your own highly intelligent, personal DJ. M: Quite impressive! What about Sha
38、king and Shuffling? W: Oh, it means you can shake to shuffle your music. Just give iPod nano a shake and it shuffles to a different song in your music library. Youll always be surprised by what youll hear.,Script,(to be continued),M: Great! And Rock and Roll Over may mean that we can turn the iPod u
39、p and down and enjoy the music at the same time? W: Exactly, but also far beyond that. Tilt or turn iPod nano, and youll listen, watch, and play in new ways. You can flip through your album with Cover Flow. Or, straightly speaking, see more albums and artists on the screen at one time. M: Thats cool
40、. W: It also has games especially made for it. Whats more, watching movies, TV shows, and videos is big fun on iPod nano. And the high-resolution picture looks crisp and vivid on the 2-inch wide screen display. So you can always have a little video with you. M: This is really what I want to have. Wh
41、ats the price, then? W: Just a little over 1,000 yuan. M: OK, Ill take one.,Listening,Task 5 Listen to a passage about smiles and choose the best answer to each question.,The author agrees that smiles _. A. have more effect than body languageB. all have the same power and effect C. are important to
42、sales successD. are complicated 2. A fake smile _. A. sends a message that you are friendly B. shows you are easy to go along with C. makes others distrust you D. both A and B 3. According to the passage, we read _to judge whether a smile is genuine or not. A. body language B. facial signals C. eye
43、contact D. both A and B 4. Which of the following statements is true according to the passage? A. We can disagree with the statement that a great smile is important to our success. B. Genuine smiles and fake smiles have the same power and effect. C. We cannot tell genuine smiles from fake smiles. D.
44、 Youll have a more productive day if you try to smile with your heart.,声音,Script,A great smile is important to your success in sales. Nobody wants to do business with someone who doesnt even smile upon initial greeting. You cant argue with that. However, not all smiles are created equal. Genuine smi
45、les and fake smiles dont have the same power and effect. A genuine smile sends a message that you are friendly and easy to go along with while a fake one makes others distrust you. We read body language and facial signals to give us an impression whether a smile is genuine or fake. Try to smile with
46、 your heart, and you will have a more productive and successful day than the person who is not smiling.,Script,Speaking,Task 1 Work in pairs. Compare the following two models of laptops. Tell which one you like and give your reasons. An example conversation has been given.,Speaking,A: Which computer
47、 do you like better? B: I prefer the S10 because it is much cheaper than the ThinkPad.OR: I like the S10 model better because it costs much less than the ThinkPad. A: I agree.OR: Im afraid I dont really agree. I like ThinkPad better because it has a bigger screen.,Example:,Task 2 Work in pairs. Disc
48、uss and complete the conversation at a computer store by filling in the blanks with appropriate sentences. You may referto the expressions in the Language Focus Box.,Speaking,A: Good afternoon. Can I help you? B: Yes, please. Im looking for a PC for myself. A: 1_? B: Id like to buy a laptop. A: 2_? B: Oh yes, Im considering Samsung. A: 3_? B: Im willing to pay up to 5,000 yuan for it. A: 4_? B: I mostly use it to type documents and surf the Internet. A: We have a special offer for students. B: Oh, really? Thats a very good price. Ill take it. A: 5_? B: Credit card, please.,
