Unit5-Product-Introduction市公開(kāi)課一等獎(jiǎng)省賽課微課金獎(jiǎng)?wù)n件

BasicKnowledgeonMarketingEnglish---SouthChinaInstituteofSoftwareEngineering.GZU1/19CONTENTINTRODUCTION:ThisbookbrieflytalkedaboutaboynamedJack,whohasjustgraduatedfromaprofessionalschool.AfterhehasaninterviewgivenbyMr.White,hebeginstoworkanddobusinessthere.FromJack’slifeandworkwewilllearnthebasicknowledgeonmarketingaswellasimprovingourabilitiesinspokenandwrittenEnglish.2/19Eachunitincludes8parts

part1warming-up

part2newwordsandexpressions

part3dialogue

part4reading

part5practice

part6touchastoneandturnitintogold(點(diǎn)石成金)

part7grammar（名詞、冠詞、數(shù)詞etc.）

part8test（時(shí)間45分鐘，滿(mǎn)分100分3/19

BasicKnowledgeonMarketingEnglish4/19Unit5ProductIntroductionPart1Warming-UpWorkinpairsStudentA:Chooseoneofthepicturesbelowandgivedescriptions.StudentB:Guesswhatpieceofequipmentitis.Camera,computer,calculator,fax(facsimile),mobile,printer,rfrigerator,washingmachine,electricfan,photocopier,telephone,television,videocamera.5/19Part2.Newwords&Expressions

Intend,install,boardroom,solution,HDTV(High-DefinitionTV)selectionplasma,PalsmaTV,DLPTV(LiquidCrystalDisplay)Projection,ProjectionTV,closeout,replacement,efficient,delivery,expertise,deserve,accordingto,experience,relationship,client,respectful,effective,aggressive,competitive,competition,consumer,persuade,direct,approach,indirect,benifit

6/19Part3.DialogueJackreceivedacallfromacustomeraskingabouttheTVsetsofABCCompany.Nowheisgivingaproductintroductiontothecustomer.7/19ExercisesRole-playworkinpairs.Imagineyourcompanyissellingwashingmachinesinadepartmentstore.Whatquestionswouldyouliketoaskandanswer:Whatimportantpointswouldyoudiscussabout?Oneactasasalespersonandtheotherasacustomerandpracticeyourdialogueusingthewordsandexpressionlearntinthisunit.2.Matchthetelephonephrasesbelowwiththeresponses.8/19Part4.ReadingAdvertising

Pre-reading:Post-reading:Whatkindsofpersonsaresalespersons?Giveatleast4moreexamples.Whydoyouthinktherelationshipbetweenasalespersonandaclientisimportant?3Whatinformationshouldasalespersonknowabouthisproducts?Whatinformationshouldasalespersonknowabouthisproducts?Doyouknowwhat’s“hardsell”and“softsell”?Couldyoutrytogivesomeexamples?Whatmakesasalesmeetingsuccessful?9/19（6）Asuccessfulsalesmeetingdependsonboththesalespersonandthecustomeraskingeachothertherightsortofquestions.（1）Apersonwhoanswersthephone,andtheserviceengineerwhocallstorepairamachine.（2）Becausebothpartieswanttofeelsatisfiedwiththeirdealandneitherwantstofeelcheated.（3）Afriendly,respectfulrelationshipismoreeffectivethananaggressive,competitiveone..（4）Asalespersonshouldbelievethathisproducthascertainadvantagesoverthecompetition.10/19Hardsell?Softsell?11/19很多人知道hard這個(gè)詞能夠解釋“硬”，那么hardsell這個(gè)短語(yǔ)什么意思呢?我們來(lái)聽(tīng)個(gè)例子。它說(shuō)是買(mǎi)一輛新汽車(chē)事兒。例句-1：Iwantedacheapcarwithoutalotofextras.ButthesalesmangavemeahardsellsoIendedupwithstuffIdidn'tneed,likeleatherseats,asunroofandalotofotherthings.大家都聽(tīng)懂了嗎?他原來(lái)只想要一輛沒(méi)什么額外設(shè)備廉價(jià)車(chē)，不過(guò)結(jié)果卻買(mǎi)下了皮座椅、天窗之類(lèi)那些并無(wú)須需設(shè)備。什么原因迫使他多花錢(qián)買(mǎi)這些裝置呢?那得歸究于推銷(xiāo)員硬行推銷(xiāo)伎倆了。所以這兒hardsell意思就是“硬行推銷(xiāo)”，也就是硬讓他人買(mǎi)東西。這就是我們要學(xué)下一個(gè)習(xí)慣用語(yǔ):sellabillofgoods。Abillofgoods意思是進(jìn)貨單。注意，這只是開(kāi)列貨物單子，不是實(shí)物。假如有些人要你出錢(qián)買(mǎi)只是貨單，他很可能在行騙，因?yàn)樨泦沃皇且患埧瘴亩?。sellabillofgoods意思就是以花言巧語(yǔ)騙取信任。12/19推銷(xiāo)手法普通而言不外兩種：hardsell（硬推銷(xiāo)）和softsell（軟推銷(xiāo)）。我們能夠說(shuō)：Hardsellisaggressiveadvertisingornever-take-no-for-an-answerselling,whilesoftsellisadvertisingorsellinginacoaxingtone.（硬推銷(xiāo)是強(qiáng)勁宣傳或‘不達(dá)目標(biāo)不罷休’銷(xiāo)售法，軟推銷(xiāo)則是以哄誘語(yǔ)氣宣傳或銷(xiāo)售）。Eg.Thesellerleavemetodecidewhethertobuyornotto.13/19Part5.Practice

2.Trytowrite.ProductintroductionInformationshouldinclude:Nameoftheproduct,model,descriptionofgoods,price,discount,colors/sizes,countriesandregions,useandusage,timedelivery,serviceandafter-saleservice,advantages.14/19Examples:Save,save,save!1yearwarranty.2-dayfreetrainingatourcompany.Free24-hourhomedelivery.Technicalsupportonourhotline-callanytimeinbusinesshours.14-daymoney-backguarantee.On-sitemaintenanceonly$50!Giftsworth$150includedinthesale.Buynow,only$869!!15/19Homeworkchecking5.3.2BDA ECGFH5.7（1）eldest（2）farther（3）more（4）more（5）well（6）hadstarted（7）arehaving（8）began（9）havefinished（10）who5.8.1（1）best （2）themostmodern （3）lowest（4）widest（5）largest（6）themostimportantthing（7）longest （8）highest（9）biggest （10）shortest

16/195.8.2（1）—（5）DABBD （6）—（10）CDACB （11）—（15）BBACC （16）—（20）ACCDA5.8.3（1）—（5）BABDC（6）—（10）ADABB5.8.4（1）我聽(tīng)說(shuō)你們企業(yè)電視質(zhì)量和服務(wù)都很好，所以我想更多地了解你們企業(yè)電視機(jī)相關(guān)信息。（2）我想了解你買(mǎi)電視機(jī)是為了家用還是辦公用呢？（3）因?yàn)榍鍌}(cāng)甩賣(mài)，我們有好幾款等離子電視都在打折出售。其中一款僅僅是人民幣9688元。（4）我們?yōu)榇蟛糠中吞?hào)等離子電視無(wú)償提供延長(zhǎng)保修服務(wù)，等離子電視和液晶顯示電視30天退貨服務(wù)，同時(shí)我們還提供全國(guó)范圍內(nèi)安裝和快速送貨服務(wù)。（5）不客氣，同時(shí)你會(huì)享受到我們優(yōu)質(zhì)產(chǎn)品，良好客戶(hù)服務(wù)和專(zhuān)業(yè)技術(shù)指導(dǎo)。17/19（6）Ourproductshavethelowestprice.（7）Wewillgiveyouaspecialdiscount