Unit 4新职业IT英语 计算机英语

新职业英语Unit4

SalesofITProducts(I)

Warming-upReadingAListeningSpeaking4123ReadingB5Writing6Project7VocabularyandStructure8Task1Workinpairs.Lookatthefollowinglogosandtelleachotherwhatyouknowaboutthem.

onlyinaworld500ChineseprivateenterprisecomputertechnologyandITconsultingMicrosoftWINDOWSoperatingsystemMicrosoftOfficemostpowerfulbrandintheworldlargestsearchengineinChinalargestsemiconductorchipmakerTask2

Workingroupsoffouranddiscussthefollowingquestions.

□sensitivitytocustomers’needs□knowledgeofthecompanyanditsproducts□commandofcommunicationskills□relationshipwithcustomers□appearanceandmanner□promotionalpolicy□personality□qualityofproducts□training

Whatelementsdoyouthinkarethemostimportantforasuccessfulsalespersonamongthefollowingandwhy?Whatelsedoyouthinkcanleadtoasalesperson’ssuccess?whatismarketing?Marketingistheactivity,setofinstitutions,andprocessesforcreating,communicating,delivering,andexchangingofferingsthathavevalueforcustomers,client,partners,andsocietyatlarge.marketingmodeadvertismentnewspaperoutdooradvertisingmarketingmodeonlinemarketingmarketingmodeAffiliatemarketing会员营销cause-relatedmarketing公益营销Viralmarketing病毒营销EventsMarketing事件营销hungermarketing饥饿营销marketingstrategy7Ps&6Cs7Ps:product产品price价格promotion促销place&distribution渠道和分销people人员process过程physicalevidence实体环境marketingstrategy6Cs:：Customer顾客Cost成本Communication沟通Convenience便利Marketchance机会Marketchange市场变化marketresearchmethodSWOTstrength优势weakness劣势opportunity机会threats威胁ProductFeatures1.durable2.automatic3.ofhighquality4.environment-friendly5.user-friendly6.economical耐用的自动的高质量的环保的使用方便经济实惠的ProductFeatures7.adjustable8.efficient9.high-tech10.stable 11.competitiveprice12.classicaldesigningstyles13.attractiveshape可调整的效率高的高科技的稳定的价格优惠的设计经典的吸引人的外形Service

freeguarantee

freeupgradingservice

first-classafter-salesservicefreemaintenancefull-refunddeliverpromise免费保修免费更新一流服务免费维修服务全额退款信守承诺PresentingthefeaturesofthenewproductOurproductissuperiortoourrival’sproductyet,we’reabletosellitatthesameprice.besuperiorto优于

atthesameprice同等价位rival’sproduct

竞争对手的产品Reliabilityisoursellingpoint.可靠性正是我们产品的卖点。Weguaranteethatwecanmatchthecompetitorswiththelowestprice.matchn.比赛，对手，火柴

v.适应，较量，使相配withthelowestprice

……以最低价Thisdesigniscuteandcolorful.cuteadj.娇小可爱的，漂亮的

FollowMePromotingthesalesoftheproduct.Ourproductisregardedwellintheoverseasmarket.intheoverseasmarket在海外市场Thisproductiswellreceivedbothathomeandabroad.本产品在国内外很受欢迎。Drivesalesmeansincreasesales.促进销售意味着增加销售。Thisisatwo-for-onepromotion.这是一个买一送一的促销活动。ReadingATask1Beforereadingthepassage,seehowmuchyouknowaboutbusinessmarketingbyansweringthefollowingquestions.

Whatdoyouthinklead(s)tobusinesssuccess,theCEO,theproduct,orthemarketing?2.Whatsuggestionscanyougivetomakeabusinesswell-known?

Business

Marketing:DevelopingaStrategy

Marketingisakeypartofbusinesssuccess.Developingagoodbusinessmarketingstrategyiswhatacompanyneedstoriseabovecompetitors.Carefulresearch,properintroductionandgoodfollow-upareveryimportanttobuildingastrongcustomerbase.ResearchYourMarketDoyouhaveatargetmarketinmind?Gettoknowthecustomersyouwant.Findoutwhatgroupsyourproductsorserviceswillattractthemost.Findcompaniesthatneedyourproductsorservicesinthearea.Carefullyresearchyourtargetmarketforanassessmentofthethingsyoumaybeabletooffer.Youcansendoutashortpoll(nolongerthan10questions).Itisaquickandeasywaytofindoutwhattheyneed.ReadingAExaminingthecompetitioncloselywillhelptofindareasofdemandsyourcompanycanfillin.Figureout

whatspecialproductsorservicesyourcompanyoffersthatothersdonot.Studiesshowthatspecialtycompaniesdobetterthanthosewhotrytodoitall.IntroduceYourBusiness

Startout

withasimplehandout.Anypieceofmarketingshouldincludethesebasicelements:whoyouare,whatyouoffer,whereyouarelocated,andhowtocontactyou.ReadingATrytointerestpeoplebyemphasizingthoseuniquespecialtiesthatonlyyourbusinessoffersinyouradvertising.Thethingtofocusonisoneortwoparticularneedstheyhavethatyoucantakecareofforthem.Otherthingsyoumightincludeinanadvertisementare:grandopeningdate,specialsales,top-sellingproducts,numberofcustomerstodate,andcompanyslogan/logo.Follow-Up

Oneoftheaspectsthatpeoplepaylessattentiontoofmarketingisfollow-up.Itisalwaysgoodtohavenewcustomers,buttotrulybesuccessful,youneedatleastsomeofthosepeopletocomeagain.Therearesomeverysimplethingsthatyoucandotoinspirerepeatbusiness.Ifyougetphonecallsoremails,respond

tothem.Giveacallbackorareplymessagetothankthemagainforinquiring.Offeringcoupons,discountsorafreeitem(e.g.apenwithcompanylogo)isalsoawaytothankandencouragethemtocomeagain.Ifyoufollowthesesteps,youwillsurelyseeyourbusinesstakeoff.Onceyoufindoutwhatworksforyou,justdoitagainandagain,andyouwillsoonhaveastrongcustomerbase.ReadingAReadingATask2

Readthepassage.Decidewhichparagraph(s)talk(s)abouteachofthefollowingparts.

12-34-67-89ReadingATask3Readthepassageagainandanswerthefollowingquestions.

Whatisimportanttoastrongcustomerbase?2.Whatisaquickandeasywaytoresearchthemarket?3.Whatistheaimofmarketresearch?Carefulresearch,properintroductionandgoodfollow-up.Sendingoutashortpollisaquickandeasywaytoresearchthemarket.Itisforanassessmentofthethingsyoumaybeabletooffer.4.Whatarethebasicelementsofabusinesshandout?5.Howcananadvertisementinterestpeople?6.Whatcanbedonetoinspirecustomerstocomeagain?Thebasicelementsare:whoyouare,whatyouoffer,whereyouarelocated,andhowtocontactyou.Byfocusingononeortwoparticularneedsthecustomershavethatyoucantakecareofforthem.Youcangiveacallbackorareplymessage.offercoupons,discountsorafreeitem.ReadingATask4MatchthefollowingtermswiththeirChinesemeaning.ReadingAA.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.businessmarketing2.competitor3.follow-up4.assessment5.poll6.specialty7.handout8.openingdate9.specialsales10.topsellingproduct11.slogan12.logo13.coupon14.discount15.freeitem

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。ReadingA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。

ReadingAcompetitor

n.

aperson,team,companyetc.thatiscompetingwithanother

ReadingAByloweringthepriceandincreasingthequality,thecompanyhasbeatenallitsmaincompetitorsinthisarea.n.

aprocessinwhichyoumakeajudgmentaboutapersonorsituation

assessment

Thegovernmentrecentlymadeanassessmentofthelocaleconomicsituation.figureouttocometounderstand

ReadingAIstillcan’tfigureoutwhysheleftme.v.getdownto

startoutKatharinestartedouttowriteherfirstnovelinthesummerof2000.Theschoolparticularlyemphasizesgoodmanners.emphasizev.togiveparticularimportanceorattentiontosomething

respondv.toreply,especiallyinwriting

ReadingAIemailedherlastweek,butsofarshehasn’trespondedyet.

v.

toachievesuddengrowthorsuccess

takeoffShiaLaBeouf’scareertookoffwiththehugesuccessofTransformersseries.ListeningTask1

Leoiscallingfortheinformationaboutcomputers.Listentotheconversationandfillintheblankswithwhatyouhear.1.Theconversationismostprobablytakingplacebetweena(n)_________anda(n)_________.2.Kateisfrom__________Company.3.LeocannotdecidebetweenYangtianandKaitian__________________.

enterprisedesktopssecretarycustomerLenovoW:Goodmorning,LenovoSalesDepartment.ThisisKateZhangspeaking.WhatcanIdoforyou?M:Goodmorning.I’mLeoWangfromOrientalImportCo.We’reinterestedinyourenterprisedesktops.W:WehavebothYangtianandKaitianenterprisedesktops.MayIknowwhichseriesdoyoulikebetter?M:I’mnotsure.Couldyouexplaintomeindetailthedifferencesbetweenthetwo?W:Noproblem.

ScriptPurposeofLeo’svisit:__________________________________________Productsinterested:______________________________________________Specificrequirements:______________________________________________Targetusersoftheproducts:______________________________________________Featuresoftheproductsinterested:______________________________________________ListeningTask2

LeoispayingavisittoKate’soffice.Listentotheconversationandcompletethefollowingnotepad.

totalkaboutpurchasingLenovocomputersKaitianseriesdiscountforthelarge,promisingandeco-friendlycompanyhighspeed,largestorage,facerecognitionsoftware,anti-bacteriakeyboardM:Assaidoverthephone,we’regoingtoupdateourdesktopssoastosuitourpresentwork.YourKaitianseriesimpressedmealot.W:You’redefinitelyrightifyouhaveinterestinourKaitianproducts.Theyaredevelopedjustforuserslikeyourcompany,large,promisingandeco-friendly.M:Butwethinkthepriceisalittlehigh.Wearewonderingwhetheryoucangiveusadiscount.W:I’vealreadytalkedtooursalesmanager.Hesaidthatifthepurchaseisabove100atonetime,wecanofferfivepercentoff.M:Well,isthereanyroomforfurtherdiscount?W:Considerthehighqualityandallthefeaturesthisseriesofproductshave,forinstance,highspeed,largestorage,facerecognitionsoftware,anti-bacteriakeyboard,andit’sreallyabigdeal.M:OK.Let’shavealookatthecontract.ScriptAssaidoverthephone,we’regoingto1__________ourdesktopssoastosuitourpresentwork.YourKaitianseriesimpressedmealot.You’redefinitelyrightifyouhaveinterestinourKaitianproducts.Theyare2__________justforuserslikeyourcompany,large,promisingandeco-friendly.Butwethinkthepriceisalittlehigh.We’rewonderingwhetheryoucangiveusa(n)3__________.I’vealreadytalkedtooursalesmanager.Hesaidthatifthepurchaseisabove100atonetime,wecanofferfivepercent4__________.Well,isthereanyroomforfurtherdiscount?Considerthehighqualityandallthe5__________thisseriesofproductshave,forinstance,highspeed,large6__________,facerecognitionsoftware,anti-bacteriakeyboard,it’sreally7__________.OK.Let’shavealookatthe8__________.ListeningTask3ListentotheconversationinTask2andfillintheblankswithwhatyouhear.contractupdatedevelopeddiscountofffeaturesstorageabigdealLeo:Kate:Leo:Kate:Leo:Kate:Leo:M:Assaidoverthephone,we’regoingtoupdateourdesktopssoastosuitourpresentwork.YourKaitianseriesimpressedmealot.W:You’redefinitelyrightifyouhaveinterestinourKaitianproducts.Theyaredevelopedjustforuserslikeyourcompany,large,promisingandeco-friendly.M:Butwethinkthepriceisalittlehigh.Wearewonderingwhetheryoucangiveusadiscount.W:I’vealreadytalkedtooursalesmanager.Hesaidthatifthepurchaseisabove100atonetime,wecanofferfivepercentoff.M:Well,isthereanyroomforfurtherdiscount?W:Considerthehighqualityandallthefeaturesthisseriesofproductshave,forinstance,highspeed,largestorage,facerecognitionsoftware,anti-bacteriakeyboard,andit’sreallyabigdeal.M:OK.Let’shavealookatthecontract.ScriptListeningTask4

AsalesgirlisintroducingthelatestiPodnanotoacustomer.ListentotheconversationandtickthewordsandphrasesmentionedaboutthenewfeaturesoftheiPodnano.

√√√√√√√W:I’mgoingtointroducetoyouournewproduct,iPodnano.Comparedwiththeformerproducts,thishasnewfeaturesthatmakeyoufallinlovewithitinstantly.M:That’sinteresting.Whatarethenewfeatures?W:Besidestheninebrilliantcolors,say,lightblue,dazzlingpurple,greenandothers,thisnewiPodalsohasthestrikingfeatureslikeMusicalGenius,ShakingandShuffling,RockandRollOverandquitemanyothers.M:WhatdoyoumeanbyMusicalGenius?W:Sayyou’relisteningtoasongyoureallylikeandwanttohearothertracksthatgogreatwithit.TheGeniusfeaturefindsthesongsinyourmusiclibraryandmakesaGeniusPlaylistforyou.It’slikehavingyourownhighlyintelligent,personalDJ.M:Quiteimpressive!WhataboutShakingandShuffling?W:Oh,itmeansyoucanshaketoshuffleyourmusic.JustgiveiPodnanoashakeanditshufflestoadifferentsonginyourmusiclibrary.You’llalwaysbesurprisedbywhatyou’llhear.Script(tobecontinued)M:Great!AndRockandRollOvermaymeanthatwecanturntheiPodupanddownandenjoythemusicatthesametime?W:Exactly,butalsofarbeyondthat.TiltorturniPodnano,andyou’lllisten,watch,andplayinnewways.YoucanflipthroughyouralbumwithCoverFlow.Or,straightlyspeaking,seemorealbumsandartistsonthescreenatonetime.M:That’scool.W:Italsohasgamesespeciallymadeforit.What’smore,watchingmovies,TVshows,andvideosisbigfunoniPodnano.Andthehigh-resolutionpicturelookscrispandvividonthe2-inchwidescreendisplay.Soyoucanalwayshavealittlevideowithyou.M:ThisisreallywhatIwanttohave.What’stheprice,then?W:Justalittleover1,000yuan.M:OK,I’lltakeone.ListeningTask5

Listentoapassageaboutsmilesandchoosethebestanswertoeachquestion.Theauthoragreesthatsmiles__________.A.havemoreeffectthanbodylanguageB.allhavethesamepowerandeffectC.areimportanttosalessuccessD.arecomplicated2.Afakesmile__________.A.sendsamessagethatyouarefriendlyB.showsyouareeasytogoalongwithC.makesothersdistrustyouD.bothAandB3.Accordingtothepassage,weread______tojudgewhetherasmileisgenuineornot.A.bodylanguageB.facialsignalsC.eyecontactD.bothAandB4.Whichofthefollowingstatementsistrueaccordingtothepassage?A.Wecandisagreewiththestatementthatagreatsmileisimportanttooursuccess.B.Genuinesmilesandfakesmileshavethesamepowerandeffect.C.Wecannottellgenuinesmilesfromfakesmiles.D.You’llhaveamoreproductivedayifyoutrytosmilewithyourheart.

Agreatsmileisimportanttoyoursuccessinsales.Nobodywantstodobusinesswithsomeonewhodoesn’tevensmileuponinitialgreeting.Youcan’targuewiththat.However,notallsmilesarecreatedequal.Genuinesmilesandfakesmilesdon’thavethesamepowerandeffect.Agenuinesmilesendsamessagethatyouarefriendlyandeasytogoalongwithwhileafakeonemakesothersdistrustyou.Wereadbodylanguageandfacialsignalstogiveusanimpressionwhetherasmileisgenuineorfake.Trytosmilewithyourheart,andyouwillhaveamoreproductiveandsuccessfuldaythanthepersonwhois