新职业英语-IT英语-Unit-4课件

1、IT 英 语新职业英语Unit 4 Sales of IT Products (I) ENGLISH FOR CAREERSWarming-upReading AListeningSpeaking4123Reading B5Writing6Project7Vocabulary and Structure8Task 1 Work in pairs. Look at the following logos and tell each other what you know about them. Task 2 Work in groups of four and discuss the follo

2、wing 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 are the most important for a successful sa

3、lesperson among the following and why? What else do you think can lead to a salespersons success?Reading ATask 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 business success, the CEO, the product, or th

4、e marketing? 2. What suggestions can you give to make a business well-known? Examining the competition closely 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 be

5、tter than those who try to do it all.Introduce Your Business Start out with a simple handout. Any piece of 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 specialtie

6、s that only your business offers in your advertising. The thing to focus on is one or two particular needs 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 c

7、ompany slogan/logo.Follow-Up One of the aspects that people pay less attention to of marketing is follow-up. 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

8、business. If you get phone calls or emails, respond to them. Give a call back or a reply message to thank them 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 s

9、urely see your business take off. Once you find out what works for you, just do it again and again, and you will soon have a strong customer base.Reading AReading ATask 3 Read the passage again and answer the following questions. What is important to a strong customer base? 2. What is a quick and ea

10、sy 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 elements of a b

11、usiness 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 you can take car

12、e of for them.You can give a call back or a reply message. offer coupons, discounts or a free item. Reading ATask 4 Match the following terms with their Chinese meaning. Reading AA. 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. 民意调查O. 优惠券1. business marketing

13、2. competitor3. follow-up4. assessment5. poll6. specialty7. handout8. opening date9. special sales10. top selling product11. slogan12. logo13. coupon14. discount15. free item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

14、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 Acompet

15、itor n. a person, team, company etc. that is competing with another Reading ABy 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 a person or situation assessment The government recently made an

16、 assessment of the local economic situation.respond v. to reply, especially in writing Reading AI 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 with the huge success of Transformers series. ListeningTask 1 Leo

17、 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 decide between Yangtian and Kaitian _. enterprise desktopssecretarycu

18、stomerLenovoW: 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 Yangtian and Kaitian enterprise desktops. May I know which series do you like be

19、tter?M: Im not sure. Could you explain to me in detail the differences between the two?W: No problem. ScriptPurpose of Leos visit: _Products interested:_Specific requirements:_Target users of the products:_Features of the products interested:_ListeningTask 2 Leo is paying a visit to Kates office. Li

20、sten to the conversation and complete the following notepad. to talk about purchasing Lenovo computersKaitian seriesdiscountfor the large, promising and eco-friendly companyhigh speed, large storage, face recognition software, anti-bacteria keyboardM: As said over the phone, were going to update our

21、 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 and eco-friendly.M: But we think the price is a little high. We are wondering

22、 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: Consider the high quality and all the features this series of products have, for i

23、nstance, 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.ScriptAs said over the phone, were going to 1_ our desktops so as to suit our present work. Your Kaitian series impressed me a lot.Youre definitely

24、 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 whether you can give us a(n) 3 _.Ive already talked to our sales manager. He said that if the purchase is abov

25、e 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 speed, large 6 _, face recognition software, anti-bacteria keyboard, its really 7 _.OK. Lets have a look at the 8 _

26、.ListeningTask 3 Listen to the conversation in Task 2 and fill in the blanks with what you hear. contract updatedevelopeddiscountofffeaturesstoragea big dealLeo:Kate:Leo:Kate:Leo:Kate:Leo:ListeningTask 4 A salesgirl is introducing the latest iPod nano to a customer. Listen to the conversation and ti

27、ck the words and phrases mentioned about the new features of the iPod nano. 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.M: Thats interesting. What are the new features?W: Besides the

28、 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 Musical Genius?W: Say youre listening to a song you really like and wan

29、t 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 Shaking and Shuffling?W: Oh, it means you can shake to shuffle your mus

30、ic. 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)ListeningTask 5 Listen to a passage about smiles and choose the best answer to each question. The author agrees that smiles _. A. have more e

31、ffect than body language B. all have the same power and effect C. are important to sales success D. 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

32、 judge whether a smile is genuine or not. A. body language B. facial signals C. eye 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 h

33、ave the same power and effect. C. We cannot tell genuine smiles from fake smiles. D. Youll have a more productive day if you try to smile with your heart. 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 ca

34、nt argue with that. However, not all smiles are created equal. Genuine smiles 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 g

35、ive us an impression whether a smile is genuine or fake. Try to smile with your heart, and you will have a more productive and successful day than the person who is not smiling.ScriptSpeakingTask 1 Work in pairs. Compare the following two models of laptops. Tell which one you like and give your reas

36、ons. An example conversation has been given.ThinkPad SL500Processor: Intel Core 2 Duo Processor P8400Operating system: Genuine Windows Vista Home BasicScreen size: 15.4” wide screenTotal memory: 2 GBHard drive: 160 GB, 5400rpmRuntime: 6 hoursColor: BlackWeight: 4.5 LbPrice: $780IdeaPad S10Processor:

37、 Intel ATOM Processor N270 Single CoreOperating system: Genuine Windows XP Home EditionScreen size: 10.2” regular screenTotal memory: 512 MBHard drive: 80 GB, 5400rpmRuntime: 3 hoursColors: Black, White, Pink, Red, BlueWeight: 2.5 LbPrice: $399SpeakingA: Which computer do you like better?B: I prefer

38、 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. Discuss and complete the conversatio

39、n at a computer store by filling in the blanks with appropriate sentences. You may refer to the expressions in the Language Focus Box.SpeakingLanguage Focus BoxA: Do you have any preference for brands?B: What type of computer do you want?C: What do you usually use the computer for?D: How much are yo

40、u willing to pay for the computer?E: How would you like to pay, by cash or credit card?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:

41、 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.B: What type of computer do you wantA: Do you have any preference for brandsD: How much are you willing to pay for the com

42、puterC: What do you usually use the computer forE: How would you like to pay, by cash or credit cardSpeakingTask 3 Work in pairs. Practice making a conversation according to the situation given below. You may refer to the Language Focus Box and the conversation in Task 2. Situation A customer wants

43、to buy a cell phone with English dictionary, MP4 and e-books at no more than 2,000 yuan. You, as a salesperson, help him/her to choose one. SpeakingLanguage Focus Box I want to buy a cell phone with functions of English dictionary, Do you have any preference for? What do you usually use the cell pho

44、ne for? Im willing to pay up to 2,000 yuan for the cell phone.Task 4 Work in groups of four. First work together to think out some features of a new cell phone that would best fit the students needs and set a suitable price range. And then make a presentation about the new cell phone in class. Speak

45、ingWelcome to our cell phone exhibition center.This is a type of cell phone specially designedfor college students.You cant miss it for its features likeThe price of this type of cell phone is reallysuitable forReading B The tireless head of HPs personal computer department is winning over competito

46、rs Dell and Lenovo and making Wall Street happy. His secret? Invention. On a rainy day in California, Todd Bradley carefully examines product s that his department at Hewlett-Packard has recently introduced. Theres a sleek laptop called the Voodoo Envy for hard-core gamers, a tiny pink-and-red compu

47、ter created with a fashion designer, and the industrys first touchscreen notebook. It is truly impressive. He has helped the company become the top PC maker in the world and has increased profits at the same time. As the deepening economic crisis hits companies around the globe, HP is moving very sm

48、oothly. While there are many reasons for that, including HPs expanding services business and profitable printer franchise, a big factor is the PC department, which brings in $42 billion annually from the sale of PCs, handhelds, and workstation computers. Bradleys strategy at HP has depended on creat

49、ing fresh designs and eye-catching marketing campaigns. Bradley believed from the star t that HP had to change its PC business. If it kept trying to sell boring boxes at the lowest cost, it would be locked in a cruel struggle with Dell. So Bradley asked a local ad agency to create a video to convinc

50、e the executive board that HP needed a new way. The video argued that PCs had become a commodity because makers had given all invention to chipmaker Intel and Microsoft. The video then showed how HP could get out of the commodity game. “Wow! is what sells,” says Bradley. Reading B The executive boar

51、d was convinced. The result: amarketing campaign showing how HP computers are differentfrom others. Hip-hop star Jay Zhou and tennis star Serena Williams talked about using HP PCs to watch movies without first waiting for Windows to launch as well as to look at photosand edit music. The TV ad ended

52、with a slogan: “Thecomputer is personal again.” The timing was fortunate. When the campaign began in2006, people were looking for laptops that could easilynavigate the Web, play games, and store digital content. Theywere also buying more from stores such as Best Buy, where they could try out the lat

53、est technology. The trends gave Bradley an edge over Dell and HP quickly surpassed Dell to become the worlds top PC seller. Reading B惠普再度闪耀个人电脑市场 惠普个人电脑部门的领军者布拉德利不辞辛劳地带领着惠普打败竞争对手戴尔和联想，并让华尔街投资者喜出望外。他的秘密是什么？创新。 美国加州，一个阴雨天，托德 布拉德利正在仔细审视部门新近开发的产品，其中有为铁杆游戏迷准备的精巧手提电脑Voodoo Envy，也有与服装设计师联手打造的迷你型粉红色笔记本电脑，以及

54、业内第一款触摸屏笔记本。这一场景令人印象深刻。这位惠普个人电脑部门的领军者成功地将惠普推上了全球个人电脑市场的第一把交椅，同时收获了丰厚的利润。 愈陷愈深的经济衰退冲击着世界各地的公司，但惠普在危机中的处境相对来说还不错。这背后的因素有很多，包括惠普不断扩大的服务业以及利润丰厚的打印机特许经销，但其中的一大功臣是布拉德利领导的电脑部门，通过销售个人电脑、手提设备和台式工作站，该部门每年为公司带来420亿美元的销售额。 Reading B Reading B 在惠普，布拉德利的战略是令人耳目一新的设计和引人瞩目的市场推广活动。布拉德利从一开始就认为惠普必须对个人电脑部门进行改革。如果惠普仍然试图

55、以最低的价格出售令人乏味的电脑产品，那么就会被困在与戴尔的恶战之中而无法自拔。因此布拉德利请当地的一家广告公司制作了一段视频，以使公司领导层相信惠普需要另辟蹊径。视频中提到，由于电脑制造商将所有的创新任务都交给了芯片生产商英特尔和微软，因此个人电脑越来越商业化。随后视频描述了惠普如何才能从这场商品游戏中脱身。布拉德利说：“让人惊喜的东西才有市场。” 领导层被说服了。随之而来的便是一场营销活动，向公众强调惠普电脑如何与众不同。说唱明星周杰伦和网球明星小威廉姆斯在广告中说，用惠普电脑在Windows启动之前就能看电影，浏览照片，编辑音乐。电视广告以这句宣传口号结束：“惠普电脑掌控个性世界”。 时机

56、把握得恰到好处。在2006年营销推广活动开始启动之时，消费者正在寻找能够上网、打游戏、存储数字内容并且简单易用的笔记本电脑。越来越多的消费者还从Best Buy等零售商那儿购买商品，因为在那里他们可以体验到最新技术。这种趋势使布拉德利获得了戴尔所没有的优势。因为当时的零售店里没有戴尔的产品，戴尔强调的也只是低成本。惠普因此迅速超越了戴尔，一跃成为全球第一的个人电脑生产商。HPs competitorsHead of HPs PC departmentCritics against the marketing campaignAnnual earning from HPs PC departme

57、ntMarket share of HP in the worldHPs R&D productivityCompetition with Palm in the market ofsmart phonesStars in the TV ad and the features of theproducts they useExecutive board meeting on Thanksgiving DayPeoples requirements of laptops in 2006Task 1 Read the passage and tick the facts mentioned in

58、the passage about HP. Reading BTask 2 Read the email again and choose the best answer to each question. Create fresh designs and eye-catching marketing campaigns.“Wow!” is what sells.Give a call back or a reply message to thank them again for inquiring. Offer coupons, discounts or a free item.Readin

59、g B1. 董事会仔细审视公司新近开发的产品。(examine, recent, introduce)The executive board carefully _ products that thecompany _.2. 公司领先于全球个人电脑市场，同时收获了丰厚的利润。(become, top, profit)The company _ PC maker in the world and has _ at the same time.3. 愈陷愈深的经济衰退冲击着世界各地的公司。(economy, crisis, globe)The deepening _ hits companies

60、_.4. 一场展示该公司与众不同之处的营销活动开始了。(start, how, different)A marketing campaign _ showing _.Task 3 Match the following terms with their Chinese meanings.how the company is different from others examineshas recently introducedbecomes the topincreased profitseconomic crisisaround the globestartsReading BWritin