Module7 1 BusinesstopicSalesBusinessskillsselling 2 7 1Sales 3 Reading 1 Workinpairs Comparethejobsineachofthefollowingpairs Whatarethesimilaritiesanddifferences Saywhichyouwouldprefertodoandwhy doctor vet fighterpilot airlinepilot schoolteacher universitylecturer politician journalist managerofacompany managerofacharity 4 Reference 1stpair Youneedtobehighlyqualifiedtobeadoctororavet bothdealwithhealthbutobviouslyonedealswithpeople Iwouldprefertoworkwithanimalsbecausetheyarelessdifficult 5 Languagesforqualitiesandskills fighterpilot airlinepilotExcellenthealth visionExcellentheartconditionChallenging dangerouspolitician journalistFacethepublicandbeeloquentPublicrelationskillsComeacrossnewpeopleandnewthingsFacethesterncriticism 6 Wouldyouprefertoworkinsalesormarketing why Canyoulistsomedifferencesbetweenmarketingandsales 7 2 Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales Completethetablebelowwithreasonsfromthetext soundsbetteratdinnerparties hasanairofglamour whereassaleshasanunglamorousimage manygraduatesbelieve youworkoncreativePRcampaignsandgoonlotsofjollies marketingseemsmoreattractive thansales itisn tasbadasmythssuggest unlikemarketing salesistangible ithasadirectimpactonacompany sresults youmeetpeopleandcommunicatewithdifferentpersonalities insalesthere sabuzzofatarget drivenenvironment youcanmanagemillionsofpoundsofbusiness makecustomershappy it sincrediblyrewarding 8 標題 Notsoldonsales頭韻 修辭 對銷售工作不感興趣銷售崗位滯銷 9 注釋 Shakeoffitsunglamorousimage擺脫其乏味的形象Associationwith與 的聯(lián)系DishonestAjobinsalescannotquiteshakeoffitsunglamorousimageorassociationswithsomethingratherdishonest在銷售部門工作總是擺脫不了乏味的形象 并與無商不奸的概念僅僅相聯(lián) 10 Retainanairofglamour顯得很風光Jolly痛快 刺激Door to door挨家挨戶的Coldcalling不期而至的電話Outnumber by 數(shù)量上超過 11 Fallinto從事 Gamble賭博Payoff還清 獲得成功Dynamic活力的 充滿生機的InthebuzzofTarget drivenCommercialdirect銷售總監(jiān)Incrediblyrewarding回報率令人難以想象Pitch程度 水平Salespitch推銷口才 12 MSF 無國界醫(yī)師組織 isahumanitarian aidnon governmentalorganizationbestknownforitsprojectsinwar tornregionsanddevelopingcountriesfacingendemicdiseases地方病 ItsheadquartersareinGeneva Switzerland InCanadaandtheUnitedStates itisalsoknownasDoctorsWithoutBordersisalsoused 13 RackspaceManagedHosting可控制虛擬主機公司isanIThostingcompanybasedinSanAntonio Texas 14 ProctoradGamble 寶潔公司 P G isaFortune500AmericanmultinationalcorporationheadquarteredindowntownCincinnati Ohioandmanufacturesawiderangeofconsumergoods 15 Notsoldonsales 對銷售工作不感興趣 Mythsofsales NotagoodconversationopenerUnglamorousAssociatedwithsomethingratherdishonestDoor to doorworkandcoldcallingNotaprofessionYettheyaremisleading 16 Thetruthaboutsales SalesprofessionalsoutnumberpeopleinmarketingSalesistangible hasdirectimpactonacompany sresultsSalesisallaboutmeetingpeopleandcommunicatingwithdifferentpersonalitiesSalescreatesabuzzofatarget drivenenvironmentSalescanbemanagingmillionsofpoundsofbusinessandmakingsurethecustomerishappy Salesisincrediblyrewarding 17 3 Readthetextagainandanswerthesequestions 1 Inthefirstparagraph thewritersaysit seasiertostartconversationsatdinnerparties A ifyouareinsales B ifyouareinmarketing C ifyouareafighterpilot D ifyoulie 2 Accordingtothewriter thetruthisthat A marketingisabetterprofession B salesisactuallymoreglamorousthanmarketing C morepeopleareinsalesthanmarketing D therearemoregraduatesinmarketing 3 OnereasonRossSnowdonlikessalesmorethanmarketingisbecause A it sbetterpaid B youseerealresults C youmeetmorepeople D youcanworkonyourown 4 It sdifficulttoattractgraduatesintosalesbecause A manyaren tsuitedtoit B theyaren tpassionate C theydon thavetherightqualifications D ofafalseperception 18 Vocabulary Salesterms Matchthesewords 1 7 fromthetexttotheirdefinitions A G 1 salespitch2 door to doorselling3 abuzz4 amyth5 coldcalling6 anair7 jollies informal A Makinganunexpectedphonecallorvisittosellsomething B Excitement C Businesstripswithlotsoffreeentertainment D Knockingondoorsalldaytosell E Makingaspeechtoconvincepeopletobuysomething F Somethingpeopleincorrectlybelievetobetrue G Feelingorattitude 19 另外一些有關(guān)銷售的表達法 1 salesquota銷售定額 2 salesfigure銷售數(shù)字 3 salesrepresentative銷售代表 4 substantialfinancialrewards切實的經(jīng)濟問題 5 helpbuyerssatisfytheirwantsandneeds幫助顧客滿足他們的需要 6 communicateknowledgefacetoface面對面地傳播知識 20 Reading Theworstjobintheworld AWhichfirm Afirmofarchitects建筑設(shè)計公司W(wǎng)hichuselessjobswasshecreating Removingandre gluingstampsEmailconfirmationform strangest Whichwasherstrangestinvention Allemailshadtobecopiedintoaworddocument printed andsignedatthebottombysomeoneCommon Wastingpaper 21 B BoringCallcenter電話服務(wù)中心Bookingpeopleinwiththesamethreeconversations進行同樣的三分鐘對話 為他們預(yù)約時間repetitive 22 C MymotherworkedinasugarfactoryJobStandatthecorner eighthoursaday withapoletohelpthesixthbaground Why Bereplacedwithapieceofplasticonthecorner 23 Lookatthestatementsbelowaboutthethreejobs Whichjobdoeseachstatementreferto A BorC Thereismorethanoneanswerinsomequestions 1 Thesetwojobswerethesameeveryday B C 2 Thejobdescriptionforthisjobdidn tincludethis A 3 Thisjobprobablywasn tinapaperlessoffice A 4 Thisjobbecameunnecessary C 24 Vocabulary Describingjobs Completethetablebelowwiththedifferentformsofeachwordfromthebox repetitiveresponsibleboringfrustratingvariedchallengingwell paid 25 repetitive重復(fù)的 responsible負責的 責任重大的boring單調(diào)的 乏味的frustrating令人沮喪的varied不同的 有變化的challenging具挑戰(zhàn)性的 困難的well paid報酬高的 positive negativeorboth Canyouthinkoutmorewords ExcitingPopulousGlamorousWell respected 26 Applytheadjectivestothethreecases CaseAFrustrating challengingCaseBRepetitive boringCaseCRepetitive boring frustrating 27 p69 Whatisimportantwhenchoosingajob 28 7 2Selling 29 Reading Howtosell 1 Whatarethequalitiesofasuccessfulsalesperson Makealistofyourideas persuasivenessKeenobservationknowledgeabletrustworthybelievesintheproductorservicenevergivesupAbilitytomakefriendsandtogetalongwiththepeoplehasgoodcommunicationskills hasagoodunderstandingoftheproductsandrelatedinformation hardworker workswellunderpressure 30 2 ReadtheguidetosellingbelowandchoosethebestwordA B CorDtofillgaps1 15 Howtosell It snotquitetruethatagreatsalespersoncansellanythingtoanyone Fora 1 theymightnotneedit andsalesisallaboutmeetingneeds 2 sellingisoneofthosethingsthatcanhappentoanyone no 3 whattheirjobdescription soherearethebasics Step1BuildtrustYouneedto 4 trustwiththepersontowhomyouareselling Theydon thavetobeyourbestfriendbutessentiallypeopledon tbuyfrompeopletheyhateordistrust 1 A beginningB startC customerD first 2 A HoweverB AlthoughC BecauseD Whatever 3 A muchB moreC wayD matter 4 A setupB findC establishD know 31 Step2Don tmisunderstandthecustomerUnderstandtheneedsoftheotherperson Thenit suptothesalespersonto 5 thatthebenefitsoftheirgoodsorservicesmatchtherequirements Withoutthat youhavenosale Step3AskcleverquestionsAskquestionstofindoutwhatthecustomer sproblemsandissuesare Thenthink 6 whattheneedsmustbe It softenmore 7 thanaskingtheobvious Whatdoyouneed Step4KnowyourstuffIt 8 withoutsaying knowyourproductandunderstandthemarketplaceinto 9 youareselling 5 A performB compareC presentD demonstrate 6 A alongB throughC outD across 7 A clearB efficientC effectiveD better 8 A goesB movesC doesD makes 9 A whatB whichC whomD where 32 Step5Don toverloadpeoplewith 10 Youneedtoknoweveryproductspecificationbutyourcustomerdoesn t Essentially heorsheneedstoknowhowitwillmaketheirlife 11 Iflaterontheywantthedimensions they llfinditonyourwebsite Step6SalespeoplearenotnecessarilybornTheclassic 12 ofasalespersonissomeonewhoisoutgoing Butlikecustomerswhocomeinallpersonalitytypes salespeoplecan 13 Themainthingistobeabletoreflectandreacttoacustomer spersonality Step7BepreparedtofailItdoesn tmatterhowgoodyouare youwillget 14 Salesisfullofknockbacks sodon tgethunguponit 15 ontothenextcustomer 10 A detailsB offersC discountsD prices 11 A goodB betterC wellD best 12 A visionB lookC focusD image 13 A changeB varyC listenD buy 14 A sentbackB recruitedC turneddownD contracts 15 A PhoneB TryC MoveD Contact 33 Listening Selling 1 Listentogivesalespeopleandtheircustomers Ineachcasethesalespersoniseitherfollowingastepfromthearticleon Howtosell orfailingtofollowit Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling StepProductorservice Salesperson1 Salesperson2 Salesperson3 Salesperson4 Salesperson5 3 4or5 1or6 4 7 advertising car stationery personalorganizers homeimprovements insulation Step1BuildtrustStep2Don tmisunderstandthecustomerStep3AskcleverquestionsStep4Knowyourstuff Step5Don toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail 2 Listenagainandcompletethenotesabouteachsalesperson sproductorservices Demandfallsin 1 butJulyisbetter Theclientmightbeinterestedinadvertisingonthe 2 BEAVISSUPPLIESRaywouldliketochangethe 5 ontheoldletterheads LeatherDiariesAvailableinblackand 6 aswellasbrown Customerwantstoknowpriceforputtingcompany 7 onthefront TheXR5isahugeimprovementonthe 3 model backseatairbagsTravels0to70in 4 airconditioning Pointstomentionineachcall WarmandCosyAskquestionsaboutperson s 8 Suggest 9 visitstoadviseonhomeimprovements 35 3 Listenfortheexpressionsbelow Writethenumberofthelistening 1 5 inwhichyouheareachexpression 4 3 1 5 1 3 3 2 36 4 MatchtheexpressionsA Hinexercise5tothecategoriesbelow Writeoneletteroneachline B D F C E A H G 37 Speaking Asalesconversation Chooseanobjectintheclassroom Workinpairsandtaketurnstosellyourobjectstoeachother Followtheflowchartinthelastpart 38 Asalesconversation EstablishcustomerneedsWhatdidyouhaveinmindexactly Iwaswonderingifyouwouldmindansweringafewquestionsabout IsthereanythingIcanhelpyouwithatthemoment 39 SuggestpossiblerequirementsSois somethingyoumightbeinterestedin Perhaps couldbeuseful CompareIknowitisprovedmuchmorepopularthan Itisahugeimprovementon ClosethesaleShallIputyoudownfor 40 AleatherhandbagPenAbook 41 Reading Aproposal Asalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient Readitandanswerquestion1 3 1 Whataretheneedsoftheclient 2 Isthesalespersonabletomeetthoseneeds 3 Whatarethebenefitsofthesecondlocation DearMr RiceThankyouforyourorderbyfax Furthertoyourrequestforofficespacefortwelvemonths I dliketomentionthatIcanalsoofferyoua10 discountforbookingsofaneighteen monthperiod YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant However pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors Asaninterestingalternative youmightwishtoconsideranewpremisescalledDockside aboutonemiledowntheriversidefromVirginiaWalk Ithasthefollowingfeatures afirst flooropen planofficespace 75m2 withwonderfulviewsoftheoldharbour aconvenientthree minutewalkfromthestationandidealforcyclistswithapathalongtheriverside suitableparkingfacilitiesforovertwentystaff FAX 42 Pleaseconsiderthispossibilityandnotethediscountwouldstillapply Avisittothispremisescanbearranged althoughIwouldsuggestapromptdecisiononthissecondoption Ilookforwardtohearingfromyouintheverynearfuture YourssincerelyHugoJones 1 Whataretheneedsoftheclient 2 Isthesalespersonabletomeetthoseneeds 3 Whatarethebenefitsofthesecondlocation Theclientneedsofficespacefor12months Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition Thesecondlocationofferedhasthesebenefits officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities 43 可能用于提建議的表達法 Thankyouforyourorder Furthertoyourrequest I dliketomentionthatIcanalso Pleasenote Asaninterestingalternative youmightwishtoconsider Ithasthefollowingfeatures Pleaseconsiderthispossibilityandnote Iwouldsuggestapromptdecision Ilookforwardtohearingfromyou 44 Writing Afax Spacesaver companywhichrentswarehousespacetobusinesses hasbeensentthisfax Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions To SpacesaverFrom RandyBurrSubject RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site Wewouldhavethefollowingrequirements warehouseof100m224 houraccessmusthavesecurityadequateparkingfortwentyandeasyaccess BROWN BURR offer10 discountfortwo yearbooking 45 Threelotscurrentlyavailable 75m250m250m2 Warehousing W1 CircularStorage NewwarehousingspaceNOWOPEN Allspaceavailablefrom25m2to100m2 TwothirdsthepriceofW1 Basedincitycentre Couldoffertwospacesat50m2butmoreexpensive Pooraccessandparkingforfiveatmost Outsideofcitycentre 30 minutedrivefromBrownandBurr Justoffmotorway Easyaccessforlorriesandadequateparking Brandnewfacility CCTVandsecurityfirmcheckonceanight 46 WhatareMr Burr sneedsandrequirements HowmuchSpacesavermeetthoseneeds Whichrequirementcan tbemet WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply Mr Burrneedswarehousingfor18months Heneeds100squaremetresinspace securityandparkingforatleasttwentypeople aswellasgoodaccess SpacesavercanmeetthoseneedsifMr Burrtakestwospacesof50squaremetres althoughthisisexpensive However parkingandaccessarepoor SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetres space It salsocheaperandhasgoodaccessandparkingaswellassecurity Theonlydrawbackisthatthewarehouseisn tascentralsotheproposaltoMr Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem 47 Additionalexercises ReadingTest Inthispart youwilllookatPartOneoftheReadingTest Therearefourshorttextsonarelatedthemeorasingletextdividedintofoursections EachtextorsectioniscalledA B CorD Therearesevenstatementswhichrelatetothetexts Youneedtomatcheachstatementtoatext 1 Lookatethefourtextsonthefollowingpage Whatisthe relatedtheme ofthesetexts 2 NowreadthesevenstatementsandmatcheachtoA B CorD 1 Thereisadeadlineforanyoneinterestedinthispost 2 Thisposthasrecentlybeenestablished 3 Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill 4 Youwillneedtomanagepeopleunderyou 5 Yourjobdescriptionrequiresyoutobegoodatconvincingpeople 6 Youmusthaveadegreetoapplyforthisjob 7 Inthisjobyoumustbewillingtotravelandspendtimeabroad 48 ConferenceOrganiser 38 000Anewlybuiltconferencecentreattachedtoawell establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday to dayrunningofconferencecentres Youwillbeinchargeofateamofthreefull timestaffresponsibleforbooking schedulingandtechnicalprovisiontoclients Thesuccessfulapplicantwillalsobeabletopromotethecentretolocalandnationalbusinesses Youwillneedtobeself motivatedandhaveexceptionalinterpersonalskills GraduateMediaSalesExecutivesSalarynegotiableAleadingguide to the citymagazinehasexcitingopportunitiesforhighachieversofgraduatecalibretojoinoursalesandadvertisingteam Theroleinvolvessellingadvertisingtoagencies Youwillberesponsibleformanagingexistingbusinessesaswellasidentifyingnewbusiness Suitablecandidatesarebright numerate enthusiastic andhaveabroadrangeofinterestsoutsideofwork Youcancreateanddeliveraprofessionalandpersuasive salesargument negotiateeffectivelyandhavethedeterminationandmotivationtomeetstringentdeadlinesandchallengingcommercialtargets A B 49 MarketingRepresentative 23 000LargemanufacturingcompanybasedinUKwithfactoriesoverseasinChinarequiresamarketingrepresentative ThesuccessfulcandidatewillbebasedatourmainUKofficeinReading TheabilitytospeakandwriteChineseisessential YoumustbefluentinconversationalMandarinChineseandEnglish Othertrainingwillbeprovidedwithopportunitiestotakesponsoredqualificationsinmarketingandbusiness Closingdateforapplicationswithin28days FinanceManager 28 000MaxSecurityisaleadingproviderofUKsecurityservices WealsohaveoperationsinKenyaandIndia Thenewly createdpositionoffinancemanageristoprovideassistanceinmanagingandraisingfinanceforthecompanyandhelppushthecompanyforwardtomeetitsgoals Youwillreporttothemanagingdirectorandmayberequiredtogooverseastocarryoutinternalaudits Youhaveatleasttwoyears experienceofpreparingfullsetsofmonthlyaccountsandpayroll YouhaveITskillsinLogosoftandSageandarewillingtoworkindependently Experienceofworkinginthesecurityindustrywouldbepreferable C D 50 1 Thereisadeadlineforanyoneinterestedinthispost 2 Thisposthasrecentlybeenestablished 3 Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill 4 Youwillneedtomanagepeopleunderyou 5 Yourjobdescriptionrequiresyoutobegoodatconvincingpeople 6 Youmusthaveadegreetoapplyforthisjob 7 Inthisjobyoumustbewillingtotravelandspendtimeabroad C D C A B B D 51 ThankYou 52