Unit-8-买卖有方课件

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第二册普通高等教育“十一·五”规划教材大学实用英语综合教程BeyondOxford

PracticalcollegeEnglishCourse

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Bargaining讨价还价

EffectiveSelling销售之道Unit8EightTableofContentsBargainingandSelling买卖有方3Focus1contentBackNextS:TalkingaboutthefleamarketL:Bargainingatafleamarket

L:BuyingoldrecordsS:SellingoldCDsR:ThegoodbargainW:WritinganintroductiontoafleamarketBargaining讨价还价FocusR:BargainingGod4focus1starterBackNext1.Starter—TalkingaboutthefleamarketLookatthefollowingpictures.Thinkaboutthequestions.1.Whatkindsofitemscanyoufindbeingsoldatafleaorstreet market?2.Haveyoueverbeentosuchamarketforshopping?Whyorwhynot?5Vendor: Hello,ma’am.WhatcanIdoforyoutoday?Customer: (Picksupabeautifulhand-paintedplate)Thisisquite lovely.What’stheprice?Vendor: Itcosts$50.Customer: $50!That’sveryexpensive.I(1)

that.Can youlowertheprice?Vendor: Remember,it’sahand-paintedplate.Hand-paintedwork (2)

.Customer: Yes,Iunderstandthat.ButIreallythinkthat$50is(3)

.

2.BargainingatafleamarketAcustomerisbargainingwithavendoroverabeautifulhand-paintedplate.Listentotheirdialogueandfillintheblanks.NextFocus1.2Backdoesn’tcomecheapcan’taffordjusttoomuchTobecontinued6Vendor:Listen,Icanseethatyouare(4)

thatplate. Let’sjust(5)

.I’dreallylikeyoutotakethat homewithyou.Customer:Howabout$35?Ireallycan’t(6)

thanthat.Vendor:Allright.Ireallyshouldn’t.Theartistisgoingtohaveme putoutofbusinessforsellinghisplate(7)

.Customer:Come,come.Let’snotexaggerate.Vendor:Allright.Hereyouare.(Handstheplatetothecustomer)Customer:Thankyouverymuch.Vendor:Thankyou.(8).NextFocus1.2BackatsuchalowpriceHaveapleasantdaymakeit$45inlovewith

goanyhigher2.Bargainingatafleamarket7NextFocus1.2BackNotes1.Listen,Icanseethatyouareinlovewiththatplate.Let’sjustmakeit$45.行了，我看你是真的喜欢这只碟子。45美元卖给你吧。beinlovewith

热爱e.g.Heisinlovewithhisprofession.makeit做到（某事）；成功；达到预期目的e.g.Iwasthirty-sevenandIwantedtomakeitasawriter.2.Theartistisgoingtohavemeputoutofbusinessforsellinghisplateatsuchalowprice.我卖这么低的价格，那个手绘家会让我停业的。outofbusiness

停业，歇业e.g.Thisnewtaxwillputalotofsmallfirmsoutofbusiness.3.Let’snotexaggerate.别言过其实。△exaggerate

vt.

言过其实，夸张，夸大e.g.I’vetoldyouamilliontimesnottoexaggerate.

2.Bargainingatafleamarket83.BuyingoldrecordsAmerchantandacustomerarebargainingoversomeoldrecords.Listentotheirdialogue.Tick(√)iftheinformationiscorrect;iftheinformationiswrong,underlinethepartthatiswrongandcorrectitintheblank.BackNextFocus13

ExampleThemerchantstoletheserecords.issellingcheaprecords1.Therecordsthemerchantrecommendsarethelatesthits._____________2.Therearesomescratchesontherecords.________3.Attheverybeginning,themerchantchargestendollarsforeachoftherecords.__________4.Intheend,thecustomerpays25dollarsfortenrecordsandonevase.________fromthe1960s

√

28fivedollars9Focus1.2Merchant:Hi,wouldn’tyouliketowalkhomewithsomeofthesegreatrecords? Someofthebesthitsfromthe1960s.Customer:Yeah,let’ssee.Nowhere’ssomethingI’d...Ah,theserecordsare scratched.Merchant:Justinacoupleofplaces.Listen,I’llsellyouthesetenrecordsfor fiftydollars.Asteal!Customer:Whoa!They’retooexpensive.I’llgiveyoutwenty-fivedollarsfor them.Merchant:Ah,comeon.Ican’tchargeyoulessthanthirtydollarsandbreak even.Customer:Well,thatguyoverthereissellingsimilarrecordsforamuchbetter price,sothanksanyway.Merchant:Wait,wait,wait,wait.Youdriveahardbargain.Twenty-eight dollars,andthat’smyfinaloffer.Customer:Huh...I’llthinkaboutit.Merchant:Wait,wait,wait,wait.Listen,I’lleventhrowinthisvase.Customer:OK,done!NextBack3.Buyingoldrecords10Focus1.2Notes1.Ah,theserecordsarescratched.啊，这些唱片上有刮痕啊！△scratchvt.

刮破，划破；挠，搔e.g.Thetabletopisscratched.scratch当名词用时表示“刮痕，划伤”。e.g.Wheredidallthescratchesonthistablecomefrom?2.Asteal!简直像白捡一样！*steal

n.

极便宜的东西e.g.Thissuitisastealat$80.steal当动词用表示“偷，窃取；偷偷地做；溜走”。e.g.Thereisariskthatrivalcompanieswillstealourideas.

3.Ah,comeon.Ican’tchargeyoulessthanthirtydollarsandbreakeven.噢，这样吧，不赔不赚，最低三十美元，再少我就亏本了。breakeven

不盈不亏e.g.Itwillbeayearbeforethecompanymakesaprofitbutatleastit’sbreakingeven.3.BuyingoldrecordsNextBack11Focus1.24.Well,thatguyoverthereissellingsimilarrecordsforamuchbetterprice,sothanksanyway.那算了，同样的唱片，那边卖得要便宜多了，谢谢了。*similar

a.相似的，类似的e.g.Wehavesimilaropinions,andmyopinionsaresimilartohers.常用结构：besimilarin在……方面相似；besimilarto与……相似5.Youdriveahardbargain.你真能砍价。driveahardbargain

极力讨价还价e.g.Motheralwaysdrivesahardbargainatthefleamarket.6.I’lleventhrowinthisvase.我再白送你这只花瓶。throwin

附送，额外赠送e.g.Ifyoubuytenshirts,yougetanotheronethrownin.7.OK,done!好，成交！done

成交e.g.—Canyougiveme10percentoffforthatvase?—Done.

NextBack3.Buyingoldrecords124.SellingoldCDsBackNextFocus14Workinpairstoworkoutadialogue.

StudentA:YoushouldbargainwithStudentBoversomeCDs.Youshouldsayorask:WhatthepriceoftheCDsisWhethertheyareingoodconditionHowyouwishtolowerthepriceStudentB:Lookatthead.YoushouldtalkStudentAintobuyingyourCDs.

13Focus14LanguageforbargainingWhat?Don’ttrytoripmeoff.Iknowwhatthisisworth.Canyougivemethisforless?Isthereanydiscountonbulkpurchases?That’sourrockbottomprice.That’stooexpensiveforus.Wecan’taffordtospendallthatmoney.Thismodel’slessexpensivethanthatone.It’sonlytwenty-eightpounds.But,ofcourse,it’snotasgoodastheexpensiveone.Idon’tlikethismodel,theothermodel’smoreexpensive,butit’sworththemoney.Canyoucomedownalittle?That’salmostthecostprice.Learning

BackNext4.SellingoldCDs14Focus14BackNextSarah: HowmuchfortheseautographedElvisrecords?Salesman:Thirtydollarseach.Orfiveforonehundredandtwenty dollars.Sarah:Uh,I’mnotsure.Aretheseallingoodcondition?Salesman:Absolutely.IboughtthemfromtheKing’sestatemyself! Tellyouwhat—I’llletyouhavefiveforonehundred dollars.Sarah: Idon’treallyneedfive.Salesman:OK.Fiveforeighty-fivedollars.That’smyfinaloffer.Sarah: Oh,whynot?I’lltakethem.Salesman:It’sadeal.4.SellingoldCDs15Focus14BackNextNotes1.Whethertheyareingoodcondition

是否完好无损ingoodcondition

状况良好e.g.Everythingarrivedingoodcondition.Foramaninsixty-three,Jim’sinprettygoodcondition.2.YoushouldtalkStudentAintobuyingyourCDs.你应该说服A学生购买你的CD。o(doing)something

说服某人做某事e.g.TrytotalkthemintoagameoftennisonFriday.I’vetalkedherintocomingcampingwithus.4.SellingoldCDs16Apeasantboughtacowatthefair,whichheslaughtered,andhemadethecalculationthatifhesoldthemeatwellhemightgainasmuchastwocowswereworth,andhavethehideintothebargain.Whenhegottotownwiththemeat,agreattroopofdogsjumpedatthemeat,andbarked,“Wow,wow.”

“Iknowquitewellyouwantthemeat;butIshouldfarebadlyifIweretogiveittoyou.”Thedogs,however,answerednothingbut

“wow,wow.”(Tobecontinued)Translation5.TheGoodBargainFocus15BackNext

好买卖一个农夫在集市上买了一头牛，他把它杀了，并算计着如果肉卖得好，他可能赚到相当于两头牛的价钱，并可以把牛皮拿去交易。当他带着肉来到镇上时，一大群狗扑向牛肉，并“汪，汪”地叫着。“我非常清楚你们想要吃肉，但如果我把肉给你们的话，我可就惨了。”但是狗只是“汪，汪”地叫着。

☆calculation

n.

计算；考虑e.g.Thesearethefiguresonwhichhebasedhiscalculation.calculation的动词形式为calculate，意为“计算，核算；推测，计划”。e.g.Wecalculatedthatthetripwouldtaketwodays.

*gainvt.赚到，得到e.g.Youhavenothingtogainbyrefusingtolistentoouradvice.gain当名词用时表示“增值，增加”。e.g.Thegaininvolumeofbusinessthisyearisnearly10percent.

☆troop

n.

一群，一队，（一）大批e.g.Awholetroopofchildrenswarmedintothemuseum.atroopof一群e.g.Atroopofvisitorscamein。troop经常用作复数，意思为“士兵，军队”。e.g.Thenationmustkeepitstroopsonalert.

△barkvi.吠，狗叫e.g.Thedogbarkedloudlywhenthestrangercamenear.bark作名词时，表示“吠声；树皮”。e.g.Ourdoggavealoudbarkandrushedtothedoor.

fare在此句中当动词用，表示“做，干，进行”。e.g.Theunionswillfarebadlyifthegovernment’splanbecomeslaw.

nothingbut只是，只，仅仅后面可以接名词、代词、形容词、分词及不带to的不定式。

e.g.Hehadnothingbutacupofteathismorning.Hedidnothingbutsing.17BackNext“Willyoupromisenottodevouritall?”

“Wow,wow,”saidthedogs.“Well,ifyouinsistonit,Iwillleaveittoyou;Iknowyouwell,andknowwhoisyourmaster;butImusthavemymoneyinthreedays,orelseitwillgoillwithyou;youcanjustbringitouttome.”Heunloadedthemeatandturnedback.Thedogsfelluponitandloudlybarked,“Wow,wow.”

Thepeasantsaidtohimself,“Theirmasterisresponsibletomeforit.”

Translation“你们能答应不把肉吃光吗？”“汪，汪。”狗叫道。“好吧，如果你们坚持，我就把肉留给你们；我非常了解你们，也知道你们的主人是谁；但我必须在三天内拿到我的钱，不然有你们受的。你们只要把钱带出来给我就行。”他卸下肉就回家了。这些狗扑向肉并大声“汪，汪”地叫着。农夫自言自语地说：“它们的主人得付肉钱给我。”

Focus15

leavesomethingto/withsomebody

把……留交，委托，交由e.g.I’llleaveittoyoutobuytheticket.Heleftthechildrenwithmewhilehewenttogetthepaper.

☆unloadvt.卸（货等）；下客；脱手，卖掉e.g.Wewatchedtheshipunloadingitscargoattheharbor.Thecarisunloadingitspassengersinfrontofthehouse.

turnback（使）往回走，（使）折回e.g.Ifyoudon’tthinkwecanreachthetownbeforedark,we’dbetterturnbacknowwhilethere’sstilltime.turnback还可表示“（使）折转起来；翻回到”等含义。e.g.Pleasedon’tturnthecornersofthepagesback.

*responsiblea.需负责任的；有责任心的e.g.Youhavegotnothingtoreproachyourselfwith,forsocietyshouldberesponsibleforit.

Itdoesnotalterthefactthathewasthemanresponsibleforthedeathofthelittlegirl.

5.TheGoodBargain18BackNextWhenthreedayshadpassed,thepeasantthought,“Tonightmymoneywillbeinmypocket,”andwasquitedelighted.Butnoonewouldcomeandpayit.“Thereisnotrustinganyonenow,”saidhe.Atlasthelostpatience,andwenttothebutcheranddemandedhismoney.Thebutcherthoughtitwasajoke,butthepeasantsaid,“Didn’tthedogsbringyouthewholeoftheslaughteredcowthreedaysago?”Thenthebutchergrewangry,snatchedabroomstick,anddrovehimout.(Tobecontinued)Translation三天过去了，农夫想着：“今晚我的钱就可以进口袋了。”他很高兴。但是，没有人来付钱给他。“现在没什么可信任的人了。”他说道。最后他失去了耐心，跑去找屠夫要钱。屠夫以为他在讲笑话，但农夫说：“难道三天前狗没把整条屠宰好的牛带给你吗？”屠夫非常生气，抓起一把长柄扫帚，把他赶了出去。Focus15

*delighted

a.

高兴的，满意的e.g.I’mabsolutelydelightedthatyoucancome.delighted派生自动词delight，表示“（使）快乐”。e.g.Thereportdelightedthepresident.delight还可作名词，表示“欣喜，满足，高兴”。e.g.Ireadyourletterwithgreatdelight.

*patiencen.耐心，忍耐力e.g.Iwouldn’thavethepatiencetositmendingwatchesallday.He’sagoodteacherbuthedoesn’thavemuchpatiencewiththeslowerpupils.5.TheGoodBargain19BackNext“Waitawhile,”saidthepeasant,“thereisstillsomejusticeintheworld,”andwenttotheroyalpalaceandbeggedforanaudience.Hewasledbeforetheking,whosattherewithhisdaughter.Herelated

atfulllengthallthathadhappened.Theprincessbegantolaughheartily,andthekingsaidtohim,“Icannotgiveyoujusticeinthis,butyoushallhavemydaughtertobeyourwifeforit—inherwholelifeshehasneveryetlaughedasshehasjustdoneatyou,andIhavepromisedhertohimwhocouldmakeherlaugh.YoumaythankGodforyourgoodfortune.”

Translation“你等着，”农夫说，“世上还是有讲理的地方的！”于是他来到王宫请求拜见国王。他被带到国王面前，国王和他的女儿坐在那里。他极为详细地描述了事情的整个经过，公主哈哈大笑起来。国王对他说：“在这件事上，我不能给你主持公道，但你可以娶我的女儿为妻。在她的一生中，她从来没有像刚才对你那样笑过。我答应过要把她嫁给能让她笑的人。你要感谢上帝给你带来好运。”Focus15

*justice

n.

正义，公正；司法，法律制裁e.g.Childrenexpectjusticefromtheirparents.Thepolicemustdoalltheycantobringcriminalstojustice.

*begv.请求，恳求；乞求，乞讨

e.g.IbegyounottosayanythinglikethattoAnn.Hedidn’tfeelashamedtobegfromhisneighbors.常用结构：begofsb.todosth.请求某人做某事；begofsb.forsth.向某人要某物e.g.Ibegofyoutogivemeachancetospeak.

*audience

n.

会见；听众，观众e.g.Thekinggrantedanaudiencetothefamousgeneral.Theaudienceapplaudedloudlyattheendoftheconcert.

*relatevt.讲述，叙述e.g.Don’trelatethisnewstothepublicuntilwegiveyouthego-ahead.relate当动词用还可表示“关联，把……联系起来；和睦相处”。e.g.Itisdifficulttorelatetheseresultstoanyknowncause.Someteenagersrelatebettertotheirfriendsthantotheirfamily.

atlength详尽地e.g.Shedescribedeachtrifleatfulllength.atlength还可以表示“最终，终于”。e.g.Atlengththeyreachedtheirdestination.atfulllength还可表示“全身伸直地，直挺挺地”。e.g.Hewaslyingatfulllengthonthegrass.

yet用于否定句中，意思是“还，尚，迄今，到那时”。e.g.Heisnotyethere.Atthreeo’clocktheyhadnotyetdecidedwhethertoplaybasketballornot.

5.TheGoodBargain20BackNextFocus15A.Putthefollowingsentencesinthecorrectorderaccordingtothepassage.1.Thepeasantwasgrantedanaudiencewiththekingtoseekjustice.2.Thedogsgorgedthemselvesonthemeatafterthepeasantleft.3.Thepeasantwastomarrytheking’sdaughter,ashecouldmakeherlaugh.4.Thepeasantdecidedtosellthemeatandhideofthecowhehadboughtatthefair.5.Thebutcherflewintoarageatthepeasantforblaminghimfortakingthemeatwithoutpaying.6.Thepeasantleftthemeattothedogsforhewassurehewouldgetthemoneybackfromthebutcher.Correctorder:()—()—()—()—()—()4625135.TheGoodBargain21BackNextFocus15B. Explainthemeaningsoftheunderlinedwordsinthefollowingsentences.1.Awritermayrelateeventsexactlyastheyhappeninchronological(按时间顺序的)order.2.Ifounditdifficulttorelatethetwoideasinmymind.3.Theaudiencewasrespectfulofthespeaker’sopinion.4.ThosepeopletriedtoseekanaudiencewiththePope.

showormakeaconnectionbetweentwoormorethingsgiveaspokenorwrittenreportofsth.groupofpeoplelisteningtoorwatchingaperformance,speech,televisionshow,etc.

formalmeetingwithanimportantperson5.TheGoodBargain22BackNextFocus155.Itwasreportedthatatroopofcowshaddiedofheavysnowandcoldweather.6.Thetroopwaswellledbythecommanderinthebattle.7.Thetrainisunloadingitspassengersatthestation.8.They’veboughtthousandsofcheapvideos,whichtheywanttounloadontheBritishmarket.

groupofsoldierslargegroupremovingagroupofpeopleorthingsfromavehiclegetridoforsell5.TheGoodBargain236.WritinganintroductiontoafleamarketFocus16Writeanintroductiontoafleamarket.Hereisanoutline.BackNextYoushouldexplain:1.thelocationofthefleamarket;2.theopeninghoursofthemarket;3.thethingsyoucanbuyorsell.ForReferenceAnswerClickHere246.WritinganintroductiontoafleamarketFocus16BackNextAFleaMarketinMyNeighborhoodTothewestofwherewelivethereisabigfleamarket,whichopensonSundaysfrom6:00a.m.to12:00p.m.ItislocatedonRobertsonRoad,whichchangesintoHazeldeanRoadafterpassingEagleson.Goalongitallthewaywestandyoushouldbeabletoseethefleamarketonthesouthsideoftheroad.MysisterLucyandIoftengotothatfleamarket.Therewesellthingswedon’tneedanymore,suchasshoes,jeansandtoys.Inordertosellthemforagoodprice,wehavetocleanthemagainandagain.Thatmakesthemlooknew.It’salotoffuntobargaininthemarket,andwealwaysfeelveryhappyoncewehavesoldallourgoods.

257.Readme!NextFocus17BackBargainingGodSmithclimbstothetopofMt.SinaitogetcloseenoughtotalktoGod.Lookingup,heaskstheLord,“God,whatdoesamillionyearsmeantoyou?”TheLordreplies,“Aminute.”Smithasks,“Andwhatdoesamilliondollarsmeantoyou?”TheLordreplies,“Apenny.”Smithasks,“CanIhaveapenny?”TheLordreplies,“Inaminute.”26Focus2contentBackNextL:WalkinginasecondhandmarketL:Telemarketing

S:Makingcoldcalls

R:Forsale:onelifeW:WritinganorderR:GettingthemostoutofonlineshoppingS:Sellingtechniques

EffectiveSelling

销售之道Focus虚拟语气27Focus211.Starter—SellingtechniquesThereareanumberofsellingtechniques.Withyourpartner,decidewhichisthemosteffectiveandgiveyourreasons.BackNext

ColdcallingConsultativesellingDirectsellingGuaranteedsaleNeeds-basedsellingPersuasivesellingPrice-basedsellingRelationshipsellingTargetaccountsellingOnlineselling28Focus21BackNext

Notes1.consultativeselling咨询销售☆consultative

a.

咨询的e.g.Sheworksforthefirminaconsultativecapacity.consulting也作形容词用，意为“提供咨询的，承接咨询业务的”，如aconsultinglawyer咨询律师。2.persuasiveselling诱导性销售☆persuasive

a.

有说服力的e.g.Shegaveaverypersuasivespeechabouttheneedformorefunding fortheproject.persuasive的副词形式为persuasively，意为“有说服力地”。e.g.Shespokeverypersuasivelyinfavorofawoman’srighttoabortion.1.Starter—Sellingtechniques29Focus21BackNext

3.targetaccountselling目标账户销售☆target

n.

目标e.g.IsetmyselfatargetweightwhichIhopetoreachbyChristmas.Thetargetweneedtoreachinordertorebuildthechurchis ￡250,000.target当名词用还可表示“靶，（攻击、轰炸的）目标”。e.g.IhadfourshotsbutIdidn’tevenhitthetargetonce.target当动词用表示“把……作为目标，把……对准”。e.g.Itishopedthatcivilianswillnotbetargetedduringthewar.

1.Starter—Sellingtechniques30John: It’swonderful,Mary.Ijustcan’tbelieveI’mwalking(1)

.Thisisabsolutelyaverygood shoppingareawitha(2)

.Mary: Moreandmorepeopleworshipthesimplelifestyleandlike usedgoods.Buttheyhateshoppingindark,dustyplacesand that’showthisdepartmentstore(3)

.

Focus22BackNext2.WalkinginasecondhandmarketListentoatalkaboutasecondhandmarketandfillintheblanks.Tobecontinuedfirst-classshoppingenvironmentinasecondhandmarketcameintobeing31John: Great.Oneman’strashmaybe(4)

. Moreover,I’vefoundthatmanythingsdon’tlosetheirvaluevery quickly.Mary: Yes.Thepublicismoreacceptingofthesecondhandconceptnow. Somecustomersevenbuy(5)

fortheirhigher resalevalue.John: ButIdoubttheafter-salesserviceofthesecondhandgoods(6)

.Mary: Youneedn’tworry.Thewarranty(7)

.John: Unbelievable.ItseemsthatI’llleave(8)___________________

today.Mary: Onlybuywhatyouneed.John: I’lltry.

Focus22BackNexthigherqualitygoods

anotherman’streasurecanbeguaranteedtakestheedgeoffitwithanemptywallet2.Walkinginasecondhandmarket32Focus22Notes1.Ijustcan’tbelieveI’mwalkinginasecondhandmarket.简直无法相信我是在二手市场里逛。secondhanda.二手的，旧的e.g.Thisbikeissecondhandbutit’sstillingoodcondition.2.Thisisabsolutelyaverygoodshoppingareawithafirst-classshoppingenvironment.这绝对是一个具有一流购物环境的绝佳购物中心。*environmentn.环境e.g.Weshallneverunderstandthenaturalenvironmentuntilweseeitasalivingorganism.BackNext2.Walkinginasecondhandmarket33Focus223.Moreandmorepeopleworshipthesimplelifestyle…越来越多的人崇尚简单的生活……☆worship

vt.

崇拜，崇敬；敬奉，信奉e.g.Becauseitsymbolizedstrength,theoakwastraditionallyworshipped.

worship当名词用表示“（对上帝或神灵的）信奉，敬奉”。e.g.HymnsareaveryimportantpartofworshipintheChurchofEngland.4.Oneman’strashmaybeanotherman’streasure.一个人的垃圾可能是另一个人的珍宝。☆treasure

n.

金银财宝，财富；珍品，珍藏品e.g.Storiesaboutpiratesoftenincludeasearchforburiedtreasure.treasure当动词用表示“珍爱，珍视”。e.g.Ishallalwaystreasurethosememoriesofhim.5.Thepublicismoreacceptingofthesecondhandconceptnow.现在公众对二手货接受度更高。☆concept

n.

概念，观念e.g.IunderstandsomeoftheconceptsofthetheorybutI’mnotsureaboutitsdetails.

BackNext2.Walkinginasecondhandmarket34Focus23BackNext3.TelemarketingAmanathomereceivesacallfromatelemarketer.Listentotheirconversationandchoosethebestanswertoeachquestion.1.Whatproductorserviceisthetelemarketerpromoting?A.Subscriptiontoanewspaper.

C.AttractiveairfaretoHawaii.2.WhichisNOTpartoftheoffer?

B.Useoffitnessrooms.C.Freeuseoftheswimmingpool.

B.Membershipofasportsclub.

A.Freemeals.

35Focus23BackNext3.Whydoesthemanturndowntheoffer?A.Hedoesn’thaveextramoneytospend. B.Heneverbuysthingsoverthephone.

4.Whichofthefollowingstatementsistrueaccordingtotheconversation?A.Itwilltaketenweekstoremovetheman’snamefromthe company’scalllist.

C.Themancanrequestthathisnamebeaddedagaintothe company’sdatabase.

C.Hedoesn’tneedtheservicebeingprovided.B.Themanmightbecalledbyanotherrepresentativeinthecomingweeks.

3.Telemarketing36Focus23BackNext3.Telemarketing37Notes1.YouwanttosellasubscriptiontothenewspaperoragreatdealonairfaretoHawaii,right?你是想让我订阅报纸或者是想推销去夏威夷的打折机票，对吗？△subscription

n.

订阅e.g.Idecidedtotakeoutasubscriptiontoagardeningmagazine.subscription的动词形式是subscribe，意为“订阅”。e.g.Shesubscribestowomen’smagazinesandthelocalnewspaper.2.Uh,wewanttoofferyouafreetrialmembershiptooursportsclubdowntownatthepriceof$39.95...嗯，我们想给您提供这样的信息，只要出39.95美元，就可以成为我们市中心运动俱乐部的免费试用会员……☆trial

n.

试验，试用e.g.Hegavethemachineanothertrialtoseeifitcouldwork.Focus23BackNext3.Telemarketing383.Well,itincludesunlimitedaccesstoallourfacilities,includingthegym,weightroom,andswimmingpool.哦，你可以无限使用所有设备，包括健身房、举重房和游泳池。☆accessn.接近（或进入、享用）的机会/权利；通道，入口e.g.Everyonehasfreeaccesstoprimaryeducation.常用结构：have/gain/getaccessto有（机会、手段、权利）得到；haveaccesstosb.有机会接近某人*facility

n.（常pl.）设施，设备e.g.Communicationfacilitiesarefarbetterthanahundredyearsago.4.Well,thisisaonce-in-a-lifetimedeal.呃，这是一个千载难逢的机会。once-in-a-lifetime为复合词，意思是“一生中唯一一次的”，在句中相当于形容词，用作定语。类似的还有：a12-year-oldboy,afive-starhotel等。e.g.OurtriptoAustraliaisgoingtobeaonce-in-a-lifetimeexperience.once-in-a-lifetime由onceinalifetime复合而成。e.g.Shewasbroughtuptobelieveyoufellinloveandgotmarriedonceinalifetime.

Focus23BackNext3.Telemarketing39Focus24BackNext4.MakingcoldcallsWorkinpairstorole-playthesituations,withonepersonplayingthesalespersonandtheotherthecustomer.Situation1

StudentA:YoushouldcallStudentBandtrytosellhim/heramonthoffreebroadbandcableInternetaccessaspartofyournewcabletelevisionpackage.Youshouldsay:Whoyouare,Thepurposeofyourcalling,AndtrytopersuadeStudentBtobuyyourservice.StudentB:YoushouldanswerthecallandshownointerestinwhatStudentAsays.

40Focus24BackNext4.MakingcoldcallsSituation2StudentA:Callanew-bornbaby’smotherandtrytointerestherinyourinsurancepoliciesforherbaby,andsetupanappointmenttomeether.Youshouldsay:Whoyouare,Thepurposeofyourcalling,YourdesiretosetupanappointmentwithStudentB.StudentB:Youshouldanswerthecallandwishtogetmoreinformation.ThenagreetomeetStudentA.

41Focus24BackNextLanguageformakingcoldcallsI’mcallingfromColdCallingEtoseewhetherIcan…I’mjustcallingtoseeifyourcompanyisstilllookingforgood,qualityemployeestohire.Goodmorning,Mr.Johnson.ThisisDavidDoefromAcmeSofthereinSanFrancisco.ThereasonI’mcallingyoutodayisthatwhenwespokelasttimeyouaskedmetocallbacktodaytosetupanappointment.WouldThursdayat1:00p.m.begoodforyou?Learning

ForReferenceAnswerClickHere4.Makingcoldcalls42Focus24BackNextSituation1A:Hello,I’mcallingfromGreatWalltoseeifyou’dbeinterestedinamonthoffreebroadbandcableInternetaccess.B:Maybe.A:Great!WecanofferyouamonthoffreebroadbandcableInternetaccessaspartofournewcabletelevisionpackage.B:Idon’thaveatelevision.A:Youmean,youdon’tevenhaveaTVset?B:No.A:Youdon’twanttowatchTV?B:Notreally.A:Whatdoyoudothen?B:Lotsofotherthings.

4.Makingcoldcalls43Focus24BackNextSituation2A:Morning.IsthatMrs.Liuspeaking?B:Yes.Who’sthat?A:I’mMaryfromPing’anInsuranceCompany,congratulationstoyouongivingbirthtoababy.B:Thankyou.ButIdon’tthinkIknowyou.Howdoyouknowmynumber?A:Sorry,yourfriendMrs.BaiLutoldmeyourhomenumber;Iamherbaby’sinsuranceagent.Shetoldmemaybeyouwouldbeinterested.B:OK,I