全新版大学英语综合教程3（第二版）教师课件

1、B R _ main,English Song She Works Hard for the Money,Sales Promotion,Role Play,Warm-up Questions,B R _ English Song _ main,English Song She Works Hard for the Money,Listen and Complete,Questions and Answers,Introductory Remarks,B R _ Sales Promotion _ main,Sales Promotion,Four Stages in Promoting a

2、Product,Definition,B R _ Introductory Remarks,Introductory Remarks,B R _ She Works Hard for the Money 1,She Works Hard for the Money,She works hard for the money so hard for it she works hard for the money so you better her right She works hard for the money so hard for it she works hard for the mon

3、ey so you better her right,honey,_,treat,_,honey,_,treat,_,B R _ She Works Hard for the Money 2,Onetta there in the corner stand and where she is and Its strange to her some people to have everything Nine a.m. on the hand and shes for the bell and shes looking real pretty wait for her clientele She

4、works hard for the money so hard for it,wonders,_,seem,_,hour,_,waiting,_,just,_,honey,_,she works hard for the money so you better her right She works hard for the money so hard for it she works hard for the money so you better her right Twenty eight years have and gone and she seen a lot of of the

5、 ones who come in they really seem to her there,honey,_,B R _ She Works Hard for the Money 3,treat,_,treat,_,come,_,tears,_,need,_,B R _ She Works Hard for the Money 4,Its a working day to day for little money just tips for pay But its it all just to hear them say that they She works hard for the mo

6、ney so hard for it she works hard for the money so you better her right She already knows Shes seen her she already knows,sacrifice,_,worth,_,care,_,honey,_,treat,_,bad times,_,B R _ She Works Hard for the Money 5,these are the times Shell sell out she never will not for a bill she works hard She wo

7、rks for the money so hard for it honey she works hard for the money so you better treat her She works hard for the money so hard for it,good,_,never,_,dollar,_,hard,_,right,_,honey,_,B R _ She Works Hard for the Money 6,she works hard for the money so you better her right She works hard for the mone

8、y so hard for it she works hard for the money so you better her right She works hard for the money so hard for it she works hard for the money so you better her right,treat,_,honey,_,treat,_,honey,_,treat,_,B R _ Questions and Answers 1,Questions and Answers,Onetta works hard for the money. She is e

9、xtremely tired every day. If everyone shows care for her and treats her well, her life is likely to be easier.,1. Do you know anything about the singer?,2. Why does the singer think Onetta should be treated right?,Its a call to show respect to those who work hard to serve people, no matter what job

10、they take.,3. What is the message of the song?,B R _ Questions and Answers 2,Donna Summer (Dec. 31, 1948 ),Once upon a time, a young girl stood in front of the parishioners (教区居民) in a Boston church. She opened her mouth to sing, and a huge voice came out, moving the congregation to tears. At that m

11、oment the girl heard the,the voice of God tell her, “Youre gonna be famous.” From that time on, the girl knew that she was destined for greatness. That girl grew up to become Donna Summer. See http:/www.donna- for details.,B R _ Definition 1,Definition,A) powerful advertising; B) personal persuasion

12、 of possible customers by visit, phone or letter; C) exhibitions; D) displays and demonstrations; E) competitions for prizes; F) free samples; G) trading stamps.,Click the word in red,Sales promotion is the work of selling a product by all useful methods such as:,B R _ Definition 2,Advertising is th

13、e techniques and practices used to bring products, services, opinions, or causes to public notice for the purpose of persuading the public to respond in a certain way towards what is advertised.,B R _ Definition 3,B R _ Definition 4,B R _ Definition 5,B R _ Definition 6,B R _ Definition 7,B R _ Defi

14、nition 8,B R _ Four Stages in Promoting a Product 1,Four Stages in Promoting a Product,Click to see big pictures.,B R _ Four Stages in Promoting a Product 2,Attract the attention of potential customers.,Four Stages in Promoting a Product,B R _ Four Stages in Promoting a Product 3,Arouse interest in

15、the product.,Four Stages in Promoting a Product,B R _ Four Stages in Promoting a Product 4,Create a desire for its benefits.,Four Stages in Promoting a Product,B R _ Four Stages in Promoting a Product 5,Encourage customers to take prompt action.,Four Stages in Promoting a Product,B R _ Role Play 1,R

16、ole Play,On Sale,This is our (model). It costs (price). Its suitable for (purpose). We can deliver (from stock). Its available in (colour) and (size). We can offer a discount of (%).,B R _ Role Play 2,One student will act as a salesperson. All other students will act as his/her potential customers.

17、He/She will have ten minutes to persuade others to buy his/her goods. One of them can buy from the salesperson. The rest students must come up with an excuse not to buy.,brand name, presentation, labeling, packaging, instructions, reliability and after-sales service,Useful expressions:,B R _ Warm-up

18、 Questions 1,Warm-up Questions,1. What are the basic qualities of a good salesperson? Which is essential? Why?,courage, physical fitness, imagination, pleasing tone of voice, hard work,2. Do you think it is easy for a handicapped person to be a salesperson? Why?,B R _ Warm-up Questions 2,Some salesm

19、en may work hard and even intelligently use their imaginations well, until they meet a succession of refusal and turndowns. It is here that the salesman with sand (坚毅) in his soul, stamina (耐力) in his backbone, and courage in his heart, comes right back and whips the salesman who hasnt these qualiti

20、es.,G R _ main,Part Division of the Text,Scanning,Further Understanding,G R _ Further Understanding,Further Understanding,For Part 2 Multiple Choice,For Part 1 True or False,For Part 4 Group Discussion,For Part 3 Blank Filling,G R _ Part Division of the Text,Part Division of the Text,Parts,Para(s),T

21、ime of the Day,1,17,early morning,2,825,Bills Activities,mid-morning,3,2662,day,4,6384,evening,preparation for the days work,on his way to work,door-to-door selling,paper work,G R _ Scanning 1,Scanning,A He has his laces tied and his top shirt button buttoned before taking another bus. B Its after 7

22、 p.m. that he arrives home after a days hard work. C Its 5:45 a.m. Bill Porter lingers under the covers and listens to weather broadcasting. D He assembles his weapons before going out. E The teenagers on the bus remind him of his past.,Scan Text A and put the sentences in a logical order.,C,D,E,F,A

23、,G,B,1. 2. 3. 4. 5. 6. 7.,( ),G R _ Scanning 2,F Encouraged by his mother, Porter became a salesman who sold household products door-to-door. G He tries many times. At last , a lady buys a cake of laundry soap from him.,( ),( ),( ),( ),( ),( ),G R _ True or False 1,True or False,1. Bill Porter used

24、to listen to the weather broadcasting every morning.,2. There is something wrong in his left hand.,F,The fingers on his right hand are so twisted that he cant tie his shoes.,( ),T,( ),G R _ True or False 2,4. People didnt believe that he could live independently. That is not the case, however.,T,( )

25、,3. His dead mother never thought he could do anything.,F,His dead mother used to encourage him and her challenge echoes in his soul.,( ),G R _ True or False 3,5. Bill Porter has ever been a soldier fighting in the battlefield.,F,A crippled body is one of his enemies, and he must fight alone for his

26、 independence and dignity.,( ),G R _ Multiple Choice1,The first job for which he applied for is to sell _,A. brushes,B. household products,C. newspapers,D. briefcases,Multiple Choice,G R _ Multiple Choice1A,A,The first job for which he applied for is to sell _.,A. brushes,B. household products,C. ne

27、wspapers,D. briefcases,Multiple Choice,G R _ Multiple Choice1B,B,The first job for which he applied for is to sell _.,A. brushes,B. household products,C. newspapers,D. briefcases,Multiple Choice,G R _ Multiple Choice1C,C,The first job for which he applied for is to sell _.,A. brushes,B. household pr

28、oducts,C. newspapers,D. briefcases,Multiple Choice,G R _ Multiple Choice1D,D,The first job for which he applied for is to sell _.,A. brushes,B. household products,C. newspapers,D. briefcases,Multiple Choice,G R _ Multiple Choice2,2. A representative in Watkins offered him a job to sell household pro

29、ducts in a quite _ section.,A. rich,B. poor,C. remote,D. nearby,2. A representative in Watkins offered him a job to sell household products in a quite _ section.,G R _ Multiple Choice2A,A,A. rich,B. poor,C. remote,D. nearby,2. A representative in Watkins offered him a job to sell household products

30、in a quite _ section.,G R _ Multiple Choice2B,B,A. rich,B. poor,C. remote,D. nearby,2. A representative in Watkins offered him a job to sell household products in a quite _ section.,A. rich,B. poor,C. remote,D. nearby,G R _ Multiple Choice2C,C,2. A representative in Watkins offered him a job to sell

31、 household products in a quite _ section.,A. rich,B. poor,C. remote,D. nearby,G R _ Multiple Choice2D,D,G R _ Multiple Choice3,3. For several years, his sales kept the _ in Watkins.,A. last,B. highest,C. lowest,D. secondary,3. For several years, his sales kept the _ in Watkins.,A. last,B. highest,C.

32、 lowest,D. secondary,G R _ Multiple Choice3A,A,3. For several years, his sales kept the _ in Watkins.,A. last,B. highest,C. lowest,D. secondary,G R _ Multiple Choice3B,B,3. For several years, his sales kept the _ in Watkins.,A. last,B. highest,C. lowest,D. secondary,G R _ Multiple Choice3C,C,3. For

33、several years, his sales kept the _ in Watkins.,A. last,B. highest,C. lowest,D. secondary,G R _ Multiple Choice3D,D,G R _ Multiple Choice4,4. His first stop on his way to work that day is _.,A. a bus stop,B. a shoeshine stand,C. a nearby hotel,D. a house,4. His first stop on his way to work that day

34、 is _.,A. a bus stop,B. a shoeshine stand,C. a nearby hotel,D. a house,G R _ Multiple Choice4A,A,4. His first stop on his way to work that day is _.,A. a bus stop,B. a shoeshine stand,C. a nearby hotel,D. a house,G R _ Multiple Choice4B,B,4. His first stop on his way to work that day is _.,A. a bus

35、stop,B. a shoeshine stand,C. a nearby hotel,D. a house,G R _ Multiple Choice4C,C,4. His first stop on his way to work that day is _.,A. a bus stop,B. a shoeshine stand,C. a nearby hotel,D. a house,G R _ Multiple Choice4D,D,G R _ Blank Filling,Blank Filling,It is a day. Bill Porter stopped at the fir

36、st house. He the bell. A woman comes to the door and refuses him by an . The person in the second house even doesnt give him a chance to speak. For ninety minutes, Porter hasnt made a , but he doesnt . At last a woman is to buy a cake of soap from him.,Supply the missing information according to the

37、 story.,windy and rainy,_,rings,_,excuse,_,sale,_,give up,_,persuaded,_,G R _ Group Discussion,Group Discussion,1. Why did he have to sell his house? 2. What is Bills home like? What kind of life does he lead? 3. Does Bill feel sorry for himself? Why or why not?,The alarm rings. Its 5:45. He could l

38、inger under the covers, listening to the radio and a weatherman who predicts rain. People would understand. He knows that. A surgeons scar cuts across his lower back. The fingers on his right hand are so twisted that he cant tie his shoes. Some days, he feels like surrendering. But his dead mothers

39、challenge echoes in his soul. So, too, do the voices of those who believed him stupid, incapable of living independently. All his life hes struggled to prove them wrong. He will not quit. And so Bill Porter rises.,D R _ Text 1,LIFE OF A SALESMAN,Tom Hallman Jr.,He takes the first unsteady steps on a

40、 journey to Portlands streets, the battlefield where he fights alone for his independence and dignity. Hes a door-to-door salesman. Sixty-three years old. And his enemies a crippled body that betrays him and a changing world that no longer needs him are gaining on him. With trembling hands he assemb

41、les his weapons: dark slacks, blue shirt and matching jacket, brown tie, tan raincoat and hat. Image, he believes, is everything. He stops in the entryway, picks up his briefcase and steps outside. A fall wind has kicked up. The weatherman was right. He pulls his raincoat tighter.,D R _ Text 2,laugh

42、 uncontrollably. The teenagers stare at him. They dont realize Porters afraid someone will steal his briefcase, with the glasses, brochures, order forms and clip-on tie that he needs to survive.,He tilts his hat just so. On the 7:45 bus that stops across the street, he leaves his briefcase next to t

43、he driver and finds a seat in the middle of a pack of bored teenagers. He leans forward, stares toward the driver, sits back, then repeats the process. His nervousness makes him,D R _ Text 3,D R _ Text 4,Porter senses the stares. He looks at the floor. His face reveals nothing. In his heart, though,

44、 he knows he should have been like these kids, like everyone on this bus. Hes not angry. But he knows. His mother explained how the delivery had been difficult, how the doctor had,doctor had used an instrument that crushed a section of his brain and caused cerebral palsy, a disorder of the nervous s

45、ystem that affects his speech, hands and walk.,D R _ Text 5,Porter came to Portland when he was 13 after his father, a salesman, was transferred here. He attended a school for the disabled and then Lincoln High School, where he was placed in a class for slow kids. But he wasnt slow. His mind was tra

46、pped in a body that didnt work. Speaking was difficult and took time. People were impatient and didnt listen. He felt different was different from the kids who rushed about in the halls and planned dances he would never attend.,What could his future be? Porter wanted to do something and his mother w

47、as certain that he could rise above his limitations. With her encouragement, he applied for a job with the Fuller Brush Co. only to be turned down. He couldnt,D R _ Text 6,Porter knew he wanted to be a salesman. He began reading help wanted ads in the newspaper. When he saw one for Watkins, a compan

48、y that sold household products door-to-door, his mother set up a meeting with a representative. The man said no, but Porter wouldnt listen. He just wanted a chance. The man gave in and offered Porter a section of the city that no salesman wanted.,carry a product briefcase or walk a route, they said.

49、,D R _ Text 7,It took Porter four false starts before he found the courage to ring the first doorbell. The man who answered told him to go away, a pattern repeated throughout the day. That night Porter read through company literature and discovered the products were guaranteed. He would sell that pl

50、edge. He just needed people to listen. If a customer turned him down, Porter kept coming back until they heard him. And he sold.,For several years he was Watkins top retail salesman. Now he is the only one of the companys 44,000 salespeople who sells door-to-door. The bus stops in the Transit Mall,

51、and Porter gets off. His body is not made for walking. Each step strains his joints. Headaches are constant visitors. His right arm is nearly useless. He cant fully control the limb. His body tilts at the waist; he seems to be heading into a strong, steady wind that keeps him off balance. At times,

52、he looks like a toddler taking his first steps. He walks 10 miles a day.,D R _ Text 8,His first stop today, like every day, is a shoeshine stand where employees tie his laces. Twice a week he pays for a shine. At a nearby hotel one of the doormen buttons Porters top shirt button and slips on his cli

53、p-on tie. He then,then walks to another bus that drops him off a mile from his territory. He left home nearly three hours ago. The wind is cold and raindrops fall. Porter stops at the first house. This is the moment hes been preparing for since 5:45 a.m. He rings the bell.,D R _ Text 9,A woman comes

54、 to the door. “Hello.” “No, thank you, Im just preparing to leave.” Porter nods. “May I come back later?” he asks. “No,” says the woman. She shuts the door. Porters eyes reveal nothing. He moves to the next house. The door opens. Then closes.,D R _ Text 10,He doesnt get a chance to speak. Porters ex

55、pression never changes. He stops at every home in his territory. People might not buy now. Next time. Maybe. No doesnt mean never. Some of his best customers are people who repeatedly turned him down before buying. He makes his way down the street. “I dont want to try it.” “Maybe next time.” “Im sor

56、ry. Im on the phone right now.” “No.”,D R _ Text 11,D R _ Text 12,Ninety minutes later, Porter still has not made a sale. But there is always another home. He walks on. He knocks on a door. A woman appears from the backyard where shes gardening. She often buys, but not today, she says, as she walks

57、away. “Are you sure?” Porter asks. She pauses. “Well ”,Thats all Porter needs. He walks as fast as he can, tailing her as she heads to the backyard. He sets his briefcase down and opens it. He puts on his glasses, removes his brochures and begins his sales talk, showing the woman pictures and descri

58、bing each product. Spices? “No.” Jams? “No. Maybe nothing today, Bill.” Porters hearing is the one perfect thing his body does. Except when he gets a live one. Then the word “no” does not register.,D R _ Text 13,D R _ Text 14,Pepper? “No.” Laundry soap? “Hmm.” Porter stops. He smells blood. He quickly remembers her last order. “Say, arent you about out of soap? Thats what you bought last time. You ought to be out right about now.” “Youre right, Bill. Ill take one.”,D R _ Text 15,He arrives home, in a rainstorm, afte