Unit 4新職業(yè)IT英語 計算機英語

新職業(yè)英語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會員營銷cause-relatedmarketing公益營銷Viralmarketing病毒營銷EventsMarketing事件營銷hungermarketing饑餓營銷marketingstrategy7Ps&6Cs7Ps:product產(chǎn)品price價格promotion促銷place&distribution渠道和分銷people人員process過程physicalevidence實體環(huán)境marketingstrategy6Cs:：Customer顧客Cost成本Communication溝通Convenience便利Marketchance機會Marketchange市場變化marketresearchmethodSWOTstrength優(yōu)勢weakness劣勢opportunity機會threats威脅ProductFeatures1.durable2.automatic3.ofhighquality4.environment-friendly5.user-friendly6.economical耐用的自動的高質(zhì)量的環(huán)保的使用方便經(jīng)濟實惠的ProductFeatures7.adjustable8.efficient9.high-tech10.stable 11.competitiveprice12.classicaldesigningstyles13.attractiveshape可調(diào)整的效率高的高科技的穩(wěn)定的價格優(yōu)惠的設(shè)計經(jīng)典的吸引人的外形Service

freeguarantee

freeupgradingservice

first-classafter-salesservicefreemaintenancefull-refunddeliverpromise免費保修免費更新一流服務(wù)免費維修服務(wù)全額退款信守承諾PresentingthefeaturesofthenewproductOurproductissuperiortoourrival’sproductyet,we’reabletosellitatthesameprice.besuperiorto優(yōu)于

atthesameprice同等價位rival’sproduct

競爭對手的產(chǎn)品Reliabilityisoursellingpoint.可靠性正是我們產(chǎn)品的賣點。Weguaranteethatwecanmatchthecompetitorswiththelowestprice.matchn.比賽，對手，火柴

v.適應(yīng)，較量，使相配withthelowestprice

……以最低價Thisdesigniscuteandcolorful.cuteadj.嬌小可愛的，漂亮的

FollowMePromotingthesalesoftheproduct.Ourproductisregardedwellintheoverseasmarket.intheoverseasmarket在海外市場Thisproductiswellreceivedbothathomeandabroad.本產(chǎn)品在國內(nèi)外很受歡迎。Drivesalesmeansincreasesales.促進銷售意味著增加銷售。Thisisatwo-for-onepromotion.這是一個買一送一的促銷活動。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.口號B.特色商品C.競爭對手D.暢銷商品E.打折F.開業(yè)日期G.市場營銷H.（公司的）標識I.市場跟蹤J.免費贈送品K.評估L.傳單M.特價優(yōu)惠N.民意調(diào)查O.優(yōu)惠券1.businessmarketing2.competitor3.follow-up4.assessment5.poll6.specialty7.handout8.openingdate9.specialsales10.topsellingproduct11.slogan12.logo13.coupon14.discount15.freeitem

商業(yè)營銷：策略開發(fā)

營銷是企業(yè)成功的關(guān)鍵。企業(yè)要想在競爭對手中脫穎而出就需要開發(fā)一套好的營銷策略。仔細的調(diào)研、適當(dāng)?shù)男麄骱图皶r的跟進對建立一個牢固的客戶群來說都是十分重要的。

調(diào)研市場

你的腦海中是否有一個目標市場？了解你想爭取到的客戶，查出你的產(chǎn)品或服務(wù)最吸引哪些人群，找到在本區(qū)域里哪些公司需要你的產(chǎn)品或服務(wù)。認真研究你的目標市場，從而評估那些你所能提供的東西。你可以發(fā)放一份簡短的調(diào)查（不超過十個問題）。這是一個又快又簡單的挖掘客戶需求的方法。

仔細研究競爭情況能夠幫你找到一些你的公司可以填補的需求空白。弄清楚你的公司能提供哪些別的公司無法提供的產(chǎn)品或服務(wù)。研究表明有專長的公司比那些試圖包攬一切的公司表現(xiàn)更好。ReadingA宣傳企業(yè)

這一步可以從發(fā)放簡單的傳單開始。任何市場策略都應(yīng)該包括以下這些基本要素：你是誰，提供什么，位置在哪里，以及如何聯(lián)系。

在廣告中，盡量通過強調(diào)那些只有你的公司才能提供的專長來吸引顧客。焦點放在顧客的一兩個特殊需求上，而這一兩個特殊需求正是你們能滿足的。在廣告中可以包括的其他信息有：開業(yè)日期、特價銷售、暢銷產(chǎn)品、至今已有客戶數(shù)量、公司口號或標志?？蛻舾M客戶跟進是營銷中經(jīng)常被忽視的一個環(huán)節(jié)。擁有新客戶當(dāng)然好，但是想要真正地成功,你至少要有一些回頭客。而你只需做一些十分簡單的事情就可以培養(yǎng)回頭生意。當(dāng)你接到電話或者收到電子郵件，務(wù)必回復(fù)。打一個電話或者回一條消息，感謝他們再次詢問。提供優(yōu)惠券、折扣或者免費禮品（比如有公司標志的鋼筆），這些永遠都是感謝并鼓勵客戶再次光臨的好方法。如果照這些步驟去做，你一定會看到你的生意開始成功。一旦你找到了有效的辦法，就堅持使用，這樣你很快就會有一個牢固的客戶群了。

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