商務(wù)職場英語 Unit上海外語教育出版社 含課后答案(1)

1、Unit 2 Selling is what its all aboutLessonsTeam ProjectReviewAdditional ResourcesEXITUnit 2 Selling is what its all about Lesson 1 Have you got what it takes? Lesson 2 How do you do it? Lesson 3 Sales have increased by 20% Lesson 4 Dealing with the customer Lesson 5 Dealing with complaints Lesson 6

2、Buying and selling on the InternetEXITUnit 2 Selling is what its all aboutAdditional ResourcesUnit TestReadingResourcesAdditional ActivitiesWritingResourcesGrammarResourcesEXITIn pairs or small groups, discuss these statements.aSelling is about sticking your foot in the door and making a speech.To b

3、e a good salesperson it helps if you like people.It is essential to like what you are trying to sell.Selling is always fun. A salesperson needs to have a lot of initiative.In your notebook, make a list of the things that you think make a good salesperson. Then compare your ideas with a classmates.bn

4、 Lesson 1 Have you got what it takes?Read the text and evaluate your personality in terms of the characteristics mentioned. Then compare and discuss your ideas in pairs.cA suitable personality for the job We are all a mixture of different characteristics. A person does not have just one type of pers

5、onality or another, though people do show a tendency to be one way rather than the other. There are many ways to analyze personality. Here we will consider just four. The first, Type A personality tends to be highly driven and may be very competitive. Type As generally like to get recognition for th

6、eir achievements, they can be very independent, and they may also be direct and to the point. They are likely to be very focused, persistent, and decisive. While the Type B personality, like A, is quite extroverted, he or she is often much more sociable, and likes to party and have a good time even

7、while working. Types C and D, on the other hand, have a tendency to be quieter and more introverted. Type C people usually pay great attention to detail, love accuracy, and are dependable and loyal, while Type D people generally enjoy guidelines and stick to deadlines and schedules. In its own way,

8、each personality type has characteristics that are valuable assets in a salesperson.Read the article again and find examples of the following types of expressions.dexpressions thatshow a tendency:tends to be, may be, show a tendency, generally like, can be, are likely to be, have a tendency to be co

9、nnectors thatindicate contrast:while, though, on the other handKeyUse the following information to make sentences about each persons personality. Use expressions from Exercise d.eExample:Though Robert can sometimes be aggressive, at other times he can be very pleasant.Robert aggressive at times / pl

10、easant at other times_Chris likes a good time while working / capable of achieving a lot_Naomi generally very compassionate / very decisive and persistent_Mark careless sometimes / usually accurate and precise_Though Robert can sometimes be aggressive, at other times he can be very pleasant. Though

11、Chris generally likes a good time while working, he is capable of achieving a lot.Though Mark has a tendency to be careless sometimes, he is usually accurate and precise.While Naomi is generally very compassionate, she can be very decisive and persistent.KeyListen to a talk about what makes a good s

12、alesperson. Number the points in the order they are mentioned.f1. be a good listener _2. pick up on a persons personality traits _3. like people and recognize their needs and wants _4. create an emotional link with the customer _5. sell products that you like _6. recognize indecisiveness and help cu

13、stomers to make a decision _5426KeyScript31Look at these informal expressions from the first part of the talk and rewrite each one in more formal language.g1. sticking your foot in the front door _2. bullying your way into a home _3. conning the person _4. coughing up for a product _preventing someo

14、ne from shutting the door forcing someone to let you into their housepaying unwillingly for a productdeceiving or cheating the personKeyStudy the following phrasal verbs from the talk about salespeople. For each one, find a one-word verb with the same meaning.h1. turn out _2. pick up on _3. build on

15、 _4. tune into _producenoticeunderstanduseKeyFrom what you have learned so far, write a short description of what makes a good salesperson.iSpeaker: In the traditional approach to selling, the salesman was someone who did it because he couldnt find another job. Selling often meant sticking your foot

16、 in the front door, bullying your way into a home, or conning the person into coughing up for a product that they may or may not need like a set of encyclopedias for the children. These days the image of the salesperson has changed drastically and a lot of preparation and psychology have gone into t

17、urning out a good salesperson. Still it does help if you have certain personality characteristics before you start. A person whos able to quickly pick up on the personality traits of another and build on this insight to create an emotional link is likely to succeed at sales. Such a salesperson recog

18、nizes the indecisiveness of a prospective customer and helps them make up their mind in favor of the product. Its important that the salesperson likes people and is able to tune into their different needs and wants. Its also important to be a good listener and pay attention to the value system of th

19、e customer. Its also a good idea to sell products that interest you as this makes selling easier.n Lesson 2 How do you do it?In pairs, discuss the questions.aWhen was the last time you went shopping?What did you buy and why did you buy it?Have you ever bought something you had not planned to buy?Wha

20、t was it that convinced you to buy on impulse?1. Have you heard of Oxfam? _2. What size do you take? _3. Would you like brown or white bread? _4. Can you tell me where the organic produce is? _5. How much were you thinking of paying? _6. Do you have Marjorie Owens latest novel in paperback? _Beside

21、each question, put the letter of the correct response from the box. Then, in pairs, discuss where you might hear these conversations taking place.bfcdeabKeya. I was looking for something around $250.b. Im afraid we only have it in hardback.c. Yes. In the next aisle, on your left.d. Usually a 6, but

22、these look a little narrow.e. Yes. Its an aid organization, isnt it?f. Er . . . brown, please.Role-play one of these situations in pairs.cComplete the phrases or sentences with the verbs in the box.d check give help make reduce sign speak work1. Can I _ with Geraldine Murray, please? _2. How can I _

23、 you? _3. I _ for Telefast, a cost-cutting company . . . _4. . . . if theres a genuine way to help _ my phone bills . . . _5. Can you _ me a quick explanation? _6. We have a special offer if you _ up this month. _7. And if you _ international calls at off-peak times . . . _8. Can I just _ that I hav

24、e your correct address? _helpworkgivereducespeaksignmakecheckKeyIdentify the speaker of each sentence in Exercise d and write the numbers of the sentences in the chart.eKeysalesperson sentence #1, 3, 6, 7, and 8prospectivecustomersentence #2, 4, and 5Listen to the telephone conversation to check you

25、r answers.fScript1. If theres a way to help reduce my phone bills, . . ._2. If you are interested, . . ._3. If you make international calls at off-peak times, . . . _4. If you want the free calls for a month, . . ._Match each condition with the corresponding action.gKeyConditionActioncdbaa. you need

26、 to apply right away.b. there is a 40% reduction.c. count me in.d. just complete the application form and send it back.In your notebook, write conditional sentences using the following clauses.h1. you want to save money / check prices in different stores2. you are happy with our offer / sign the con

27、tract and send it back3. you require a demonstration of our products / salesman happy to do so4. you shop online / save money5. you want to contact someone quickly / send an e-mailIf you want to save money, (you should) check the prices in different stores.If you are happy with our offer, (please /

28、you can) sign the contract and send it back.If you shop online, you will (probably) save money.If you require a demonstration of our products, our salesman will be happy to do so. If you want to contact someone quickly, send an e-mail.KeySalesperson: Good morning. Can I speak with Geraldine Murray,

29、please?Woman: Speaking. How can I help you?Salesperson: My name is William Cosgrave and I work for Telefast, a cost-cutting company that will reduce your phone bill by at least half. I hope this is a convenient time to talk.Woman: Well, I am a little busy right now . . . Whats it about?Salesperson:

30、Oh, Im sorry. I hope you received the brochure we sent out on how to cut your phone bills in half.Woman: No, I didnt receive anything, but if theres a genuine way to help reduce my phone bills, count me in. Can you give me a quick explanation?Salesperson: Certainly. Its quite simple. I can send you

31、information on the different deals that we offer. If youre interested, just complete the application form and send it back. We have a special offer if you sign up this month. For just $6.99, you get all local calls free for one month and after that a 50% reduction on these calls. And if you make int

32、ernational calls at off-peak times, there is a 40% reduction and a 25% reduction at busy times. Woman: Hmm . . . that sounds interesting. How do I sign up for this?Salesman: Just give me your address and Ill send out the information today. Remember, if you want the free calls for a month, you need t

33、o apply right away. Can I just check that I have your correct address?n Lesson 3 Sales have increased by 20%Discuss the questions in pairs or small groups.aHow often do you work with information presented in the form of bar charts or pie charts?What sort of information is typically presented in this

34、 way?Study the bar chart and answer the questions.bWhat is the overall trend in organic food sales?When did the greatest increase in sales occur?What can you say about the sales figures between 2001 and 2003?The overall trend is upward.It occurred between 1998 and 2001.There was only a very slight i

35、ncrease.Key ales of organic food are booming, with demand sometimesoutstripping supply. Sainsburys, which attributes a large part of its continued recovery to this sector, has decided to boost supply by taking out long-term contracts with dairy farms while they convert toorganic status. The supermar

36、kets sales of organic milk have grown74% in the last year, with the organic dairy market growingoverall by 62.9%. Organic sales account for 4.4% of Sainsburystotal sales. Other supermarkets have also reported dramatic increases in organic sales as consumers become more aware of health and more conce

37、rned about where their food comes from. Waitroses organic food sales have increased by 20% in the year to January. It has a 17% share of the organic market but only 3.8% of the overall grocery market. Morrisons has seen their organic sales increase by 28% while Asda has reported growth in its organi

38、c sector of 12%, with aRead this 2006 report about the growth of UK organic food sales and answer the questions.cSnoticeable broadening of the socio-economic groups that now purchase organic food.What is the significance for Sainsburys of the increase in sales of organic food?According to the report

39、, why are more people buying organic food?What is particularly notable about Waitroses organic food sales?What trend has been observed in the type of people who consume organic produce? It is responsible for Sainsburys continued recovery.Because of increased awareness of health issues and consumers

40、desire to know where food is coming from.They have increased by 20%. There has been a broadening of the socio-economic groups who buy organic food.KeyStudy these pairs of sentences. Then complete the table and add more examples of your own.dadjective + nounThere has been a dramatic increase in sales

41、.verb + adverbSales have increased dramatically.increase slightlygrow noticeablychange greatlyKeysharp declinesteady decrease great changeIn pairs, discuss (a) the benefits of using presentations in business, and (b) how you feel about giving presentations in front of an audience.eListen to the foll

42、owing advice about giving presentations and, for each point check the correct box.fKeyScriptListen to three short presentations and evaluate each one according to the notes in the previous exercise. Add any extra comments of your own.gDo some research into sales trends in a particular market in your

43、 country and prepare an oral presentation.hScriptPresentation 1_Presentation 2_Presentation 3_Speaker: Today, I am going to give you some advice regarding what to do and what not to do when giving a presentation. Its important to remember that though your purpose is to inform and share with your aud

44、ience, you should select what they can comfortably deal with in a single sitting and not overload them with minute details. The next thing you must ensure is that you arrive organized for your presentation with your notes in order. The content should be organized in a logical way and you should info

45、rm your audience of this layout in your introduction. Make sure you do not wander into asides and unrelated comments. Stick to the main point. Also, its important to establish a good rapport with the audience and to make eye contact with your listeners. Dont shout or whisper, but speak clearly and l

46、oud enough for everyone to hear. Keep your voice at a comfortable speed. Finally, conclude by summing up the essential points and then ask if anyone has any questions.Presenter #1: Hi, everyone. Good to see you all here and thanks for coming along. I hope you will find my topic interesting and not b

47、oring. Okay, lets start, shall we? Can you all sit down and listen, please? Right now, where are my notes? Hmm . . . theyre in a bit of a mess. Hang on a minute while I get organized.Presenter #2: Good afternoon, everyone! Welcome and thank you for coming along to the presentation. Today, I would li

48、ke to look at some recent trends in the sales of organic produce, especially through supermarket outlets. The talk will last about forty minutes and then we will have about ten minutes at the end for discussion, so please save your questions until then.Presenter #3: So, weve looked at how the Organi

49、x Company got started and we have considered one of their principal achievements. Before considering their other two important accomplishments, lets take a quick look at the management structure of the company. Now does anyone have any suggestions as to what those two other accomplishments are?n Les

50、son 4 Dealing with the customeraListen to a telephone call to a company that supplies furniture to large restaurants and hotels. Complete the notes about the order.Item Quantity ordereddouble beds single beds closets dressers order needed by 10203030May 15thScriptKeyListen to the conversation again

51、and, in your notebook, make notes of the small talk between the two speakers before they get to the order.bScriptcIn pairs, discuss whether or not it would be suitable to talk to a new customer about the following topics. how the business is going how the persons family is doing the weather how happ

52、y you are to take their order the customers wife, husband, partner, etc. gossip about other businessesIn pairs, role-play a telephone conversation based on the following situation. Use small talk where appropriate.dStudent AYou work in the sales department of a wholesale outlet that sells bread and

53、cookies.Student BYou have just opened a small grocery store and you need to open an account with a supplier of bread and cookies.eListen to the telephone conversation between an employee at an organic food farm and a new customer and complete the order form.Totally Natural1979TF19795 pounds of cauli

54、flower, 10 pounds of potatoes, 8 pounds of onions43 Riverside Way, Delham ScriptKeytruckfRead the customer complaints and use the prompts to write appropriate responses in the passive voice.1. I placed an order for ten laptops three weeks ago.we / send out / the laptops / ten days ago_2. I placed an

55、 order for some new software last week.our staff / dispatch / your software / as we speak_3. I ordered three DVDs last Tuesday. When can I expect to receive them?we expect / those DVDs / today / we / should ship them to you / by Friday_The laptops were sent out ten days ago.Your software is being di

56、spatched by our staff as we speak.Those DVDs are expected today. They should be shipped to you by Friday.KeygUsing the notes below, write a short memo to a colleague asking him/her to track online an order that has not been delivered.Rights of the consumer_ a. Goods should be in saleable condition w

57、ithout any faults._ b. Goods should match their description._ c. All pieces or parts of goods should be of the same quality as any sample._ d. Installation and service should be performed by qualified personnel.Problem1. You bought a 10-yard roll of cloth but later found that the last two yards were

58、 faded.2. The person who came to install your central heating did not know how to do it.3. Your new dining room table has a number of scratches on it.4. A shirt sold to you as 100% silk in fact contains 50% polyester.hRead and match each problem with a consumer expectation that is not being met.3412

59、KeyiIn pairs discuss occasions when your expectations as a consumer were not fulfilled.Kathy: Good morning. Furniture Wholesalers. Can I help you?Benson: Hi. This is Craig Benson here from Hooliers Hotel.Kathy: Oh, hi, Mr. Benson. How are you? Its been a while.Benson: Yes, hasnt it? I think its been

60、 over a year since we talked. Hows business?Kathy: Very good. Weve expanded. We opened a new warehouse about six months ago and took on five new employees.Benson: Thats great! I hope you are not too busy to fill our order. Weve expanded also and need lots of new furniture.Kathy: Oh, thats great. So