1、Unit 11 presenting a product,Product and market description,Goals of the chapter:,Management Theme: product and market description Listening: Listen to the extract in a meeting focus on the product and marketing policy description to the board of his company. Vocabulary and translation: referring to
2、 the content and the tapescript Commercial knowledge: marketing description; marketing stages; selling styles,When did you make the first telephone call?,Warm up activity,What is your first impression on telephone ?,Do you know the development of telephone?,What are the advantages and disadvantages
3、of audio-video telephone?,Important expressions,Customers to approximately $850. 未入网的客户可在购机的同时入网，总费用约为850。Synchronize: To occur at the same time v.同步They synchronized their steps. 他们将步伐调整一致。Accompany: 陪伴 伴随She accompanied me to the doctors. 她陪我去看了医生。The minister was accompanied by his secretary to t
4、he hospital.部长由他的秘书陪同到医院去。Please accompany me on the trip to my hometown. 请陪我去故乡走一走。Lightning usually accompanies thunder. 雷声常常伴随着闪电而来。The text is accompanied by illustrations. 正文附有插图。The Viscal 200 will be targeted at who lives a long way from relatives or close friends. 可视电话主要是面向常住居民。随之而来的电视广告将强调其
5、为远离亲属和好朋友的用户们带来的好处。It is confidently believed that . Residential market. 对于能在居民市场上开辟新行业的公司来说，2000型图文电话肯定为他们带来莫大的市场机遇。,Translation,“我住长江头，君住长江尾，日日思君不见君，共饮长江水。”I live at the source of the Yangtze, and you at the other end. Thinking of you everyday yet I am unable to see you although we drink from the
6、same river.几句古诗道出了古人深深的遗憾。These famous lines from an old poem spelled out the deep regrets of the ancient people.在通讯技术迅猛发展的今天，即使远隔重洋的人们也可以凭借电话一叙友情。Today, with the rapid development of telecommunication technology, friends separated by oceans can chat through a telephone.,然而，通讯技术只能将声音相互传递，并没有达到“思君即见君
7、”的地步。Yet the telephone transmits only the voice. “whenever I think of you, I see you” remains a remote wish.而引人注目的视频电话系统则实现了古人的梦想，通过一根小小的电话线，不仅能闻其声，更能在计算机屏幕上看见其人。However, the fascinating visual telephone system has finally helped to realized the ancient dream. Through a tiny/thin wire, the caller an
8、d the called not only hear but also see each other on their respective computer screen.,Vocabulary,Take advantage of sth: 趁机利用Take advantage of sb.捉弄某人Introductory offer： 新产品（投放）优惠价Coincide with: 与相符， 与同时发生Synchronize：同步，同时发生Penetrate：渗透Accompany: 陪伴，陪同BabyAt long lastMock-upSimplicitySubscriber: us
9、erBe in stock:,Out of stock CommissionA sort of taboo subject in our company 在公司忌谈的话题Be behind the product 支持这种产品Mock-up drawing: 实物模型图Commission: v&v. n.委任, 委托, 佣金 vt.委任, 任命, 委托, She gets 10% commission on his sales. 她卖出东西可得10%的佣金。I have commissioned the bank to pay my taxes. 我授权银行代我缴税。,Controlled
10、practice and word study,Stating the objective-today I aim toGiving an outline-Ive divided my talk into 3 parts Place of questions-If you have any questions, Id be glad to answer them at the end.Starting the first point-lets start with.Referring to visual aids-Id like you to look at this chartClarify
11、ing-let me just go over that again.Closing a point-that deals with the question of Starting another point-lets turn now to the question ofFinishing-Ill have to close there.Summarizing-so, we have covered three main pointsConcluding-I think we can all agree,Selling styles,Type 1 is very much the orde
12、r-taker. He places the product before the customer and expects it to sell itself. If it doesnt it doesnt matter.,Type 2 is similar in that he also shows little concern for the customer but differs in that he is very concerned to get the sale; he pushes the product, piling on the pressure to ensure h
13、e gets the sale.,Type 3 falls somewhere in the middle of the chart. He has a tried and tested technique blending customer concern with product emphasis; this is what is often called the soft sell.,Selling styles,Type 4is very customer-oriented; the other extreme to the type 2 hard-seller. He aims to
14、 be the customers friend, to understand him, develop a bond which ties him to the salesman and therefore the product.,Finally, type 5 is similar to type 4 in that he also shows concern for the customer but in a more impersonal way. He aims to consult with the customer, acquaint himself with the needs and then work towards a sound purchase decision. This problem-solving mentality is more compatible with the total marketing concept.,homework,Ex. 5 P79; Preview unit12,
