BEC-higher-module-4高級商務英語解讀課件

HIGHERSUCESSWITHBECMODULE4

BusinessTopicTheartofselling4.1Businesstopic:

Theartofselling4.2businessskills:Presentingfigures4.3Examspotlight:WritingTestIntroductionandPartoneMODULE4MODULE4Contents1.Selling(vocabulary)2.Salestechniques3.Advertisingtrends4.Asalesreport5.Presentingfigures6.Analyzingagraph4.1

Theartofsellingclosethesaledetouraltitudeaptitudebuyingsignalperceivedbenefitaddedvaluecompetitiveadvantagesellingpontemotionalbenefit達成交易繞道，彎路高度，海拔能力成交信號情感利益情感利益附加值競爭優(yōu)勢賣點decisionmaker決策者option選擇供應的附件prospectreliability可能成為主顧的人可靠性（產(chǎn)品）VOCABULARY:4.1

Theartofsellinglinepresenterhard-sellconstraintpushyanecdotepoint-of-salenichepaymenttermsdeodorant行業(yè)，行當主持人強行推銷限制，制約粗魯?shù)?，莽撞的軼事，奇聞除臭劑銷售網(wǎng)點專門市場支付方式word-of-mouth口頭傳播viralmarketing病毒式營銷advertiservehicleadvertising廣告客戶車輛廣告VOCABULARY:4.1

TheartofsellingubiquityPVRpop-upadsbanneradsupsurgefragmentreceptiveaudiencerewindmediacompanybroadband普遍存在個人視頻錄像機自動彈出廣告橫幅廣告增長，高漲使分裂寬帶受眾倒帶傳媒公司premium過高價值catch-on包羅萬象的creatingabuzzholistic造勢全盤的）VOCABULARY:1.quotations-understandingPersonality

Cheerfuldisposition性格Mentalingredient:

imagination,creation,initiatives,presenceofmind…PatienceandperseveranceCourtesyCompleteknowledgeabouttheproducts,companyandthecustomers2.successfulsales:price,productfeature,oremotionalbenefit4.1

TheartofsellingLead-in：ForsaleVOCABULARY:4.1

TheartofsellingSelling:qualitiesOptimisticNeverputoffbyfailuresManipulatethebuyer’sfeelingsmotivatedVOCABULARY:4.1

TheartofsellingVOCABULARY:EX.4Howtoclosethesale?4.1

TheartofsellingLISTENING:salestechniquesEx.5themainreasonsforacustomerdecidingnottobuyaproductorservice:noneed,nomoney,nohurry,nodesire,notrust.ZigZiglar'sclosingthesale:Everysalehasfivebasicobstacles:

4.1

TheartofsellingLISTENING:salestechniques4.1

TheartofsellingLISTENING:salestechniques4.1

TheartofsellingREADING:Advertisingtrend4.1

TheartofsellingREADING:Advertisingtrend4.1

TheartofsellingREADING:AdvertisingtrendReadingTasks1.Gothroughthearticle,figureoutthemainidea.(5m)2.Canyoufindwordsinthispassagethatmean‘up’and‘down’?(3m)4.1

TheartofsellingREADING:AdvertisingtrendSuggestionAdvertisersaremovingawayfromtelevisiontomoreofamediamix.ThisisbecauseyoungpeoplearewatchinglesstelevisionandspendingmoretimeontheInternet.READING:Advertisingtrend4.1

TheartofsellingUpincrease rise upsurge goupaccelerate soarboom pickupincreasinglymorewidespreadmorepopularDowndecrease collapsedeclinefallreducecutgodowndroplower4.1

TheartofsellingREADING:Advertisingtrendfragmenttelevisionviewingintoacrosshundredsofchannelsthegrowingubiquityofbroadbandaccessbeerodedbysth.agrowingcon’sensusbepronouncedpersonalvideorecordertechnology把收視量分散在幾百個頻道逐漸變得無所不在的寬帶連接被....擠占

逐漸達成的共識明顯個人錄影技術(shù)haveamaterialeffectonsth.對....有實質(zhì)性的影響4.1

TheartofsellingREADING:Advertisingtrendmakeone‘spresencefelt

使人感覺到…的存在tapintoconsumerseventtelevisionondemandviewingpause，rewind，fastfowardcomeofage發(fā)掘客戶大型活動的電視轉(zhuǎn)播視頻點播暫停,

倒帶，快進成熟4.1

TheartofsellingSpeaking:InthefieldA-AandB-BpairsbeforeA-Bpairs1.lower/reducetheprice2.reduce/decreasethedeliverytime3.markuptheprice/cuttheretailprice4.moveawayfromthecurrentsupplier5.provideonewithmore/incresetheamountofpromotionalmaterial4.1

TheartofsellingWriting:AsalesreportIntroductions:theaimofthisreportisto…/thisreportdescribes…Reasons:thisisdueto…/Thereasonsforthisareasfollows…Prospects:lookingtothefuture,…Recommendation:consequently,Iwouldliketopropose…4.1

TheartofsellingWriting:Asalesreport4.1

TheartofsellingWriting:Asalesreport4.2

presentingfiguresVocabulary:DescribingperformanceTimephrasesVerbsNounsPrepositionsQualifiersCauseandresultWriting:DescribingGraphs(1)topeak/reach(2)toleveloffahigh(peak)of4.2

presentingfiguresWriting:DescribingGraphs4.2

presentingfigures(3)torise/climb/pickup/ageneralupwardtrend(4)tofall/drop/collapse/plummet/bottomout

Writing:DescribingGraphs4.2

presentingfigures(5)toshootup/takeoff/soar/rocket(6)torecover/improvearecovery/improvementWriting:DescribingGraphs4.2

presentingfigures(7)tofluctuateDescribingTrendsorMovementsinGraphs

4.2

presentingfiguresDescribingTrendsorMovementsinGraphs

4.2

presentingfiguresDescribingTrendsorMovementsinGraphs

4.2

presentingfiguresDescribingTrendsorMovementsinGraphs

4.2

presentingfiguresDescribingTrendsorMovementsinGraphs

4.2

presentingfiguresDescribingTrendsorMovementsinGraphs

4.2

presentingfiguresDescribingTrendsorMovementsinGraphs

4.2

presentingfigures上升和下降趨勢的組合描述（嵌入了時間和程度之后）：1.先上升后下降的句型：......increasedslowlyduring……and……butfellsharplyin…….Asteadyfallin……during……and……followedthesharpincreasein…….2.先下降后上升的句型：……fellbefore……begantomakearecovery…………continuetherecovery,climbingto…………droppedduring……butincreasedagainin…………fellandthenpickupduring…………collapsedbeforerisingto……attheendof……4.2

presentingfiguresListening:ASalesForecast1.Averagegrowthinsalesoverthelasttwoyearsandtherelativelystablestateofmarket2.Thelaunchofthenewslow-releaseversionofthedrug3.Bayerhavingdistributionproblems4.Justaseasonalfactor5.Thelaunchcampaignofthenewversionofthedrug4.2

presentingfiguresSpeaking:PresentingfiguresPresentationstructure:GreetingIntroduction/overviewMainbodyofpresentation(referringtoanychart,graphsetc)ConcludingcommentsInvitequestionsThankaudience4.2

presentingfiguresSpeaking:PresentingfiguresHello,everyone.Thankyouforcoming.I’dliketopresenttoyoutodaytheresultsforsalesofforeignlanguagephrasebooksoverthepastyear.I’vepreparedagraphwhichshowsthedevelopment.

Asyoucanseesalesroserapidlyoverthefirstsixmonthsleadinguptothesummerholidayperiodreachingapeakofnearly$30millioninJuly.BySeptembertheyhadfallenbacktoaround$12million,buttheypickedupagaininNovember.

Whatwasthereasonforthisriselateintheyear?ItwasinfactbecauseweareduetolaunchourneweditionsinJanuaryandwewantedtoclearouttheoldstock.Asaresult,weputonsale(upto50%discount)atallthemajorbookshops.Ihopethathasgivenyouaclearpictureofsalesovertheyear.Now,ifthereareanyquestions,Iwouldbehappytoanswerthem.

4.3Writingtest

ExamspotlightExamfocus:writingtestpartoneCandidateswritea120-140wordreport

describingtrends.Thetasktestsconcisewritingskills.Candidatesareexpectedtodescribe,compareandcontrastinformationpresentedvisually,intheformofgraphs,barchartsandpiecharts.Candidatesshoulduseappropriatelanguageoftrendsandmustbeconciseinordertoavoidexceedingthestrictwordlimit.

4.3Writingtest

ExamspotlightHowtodescribegraphsLanguageContent

4.3Writingtest

ExamspotlightContent:whattowriteGiveanoveralldescriptionoftheimportantpointsratherthanadetaileddescriptionofindividualpointsComparisonandcontrast(twoways)A–BA/B,A/B

AnalyzethegraphsTheimportantsectionsNotethetrend,thepeak,thelowestpoint,theend/startingpointThecrossingpoints

4.3Writingtest

ExamspotlightLanguage:concisenessSentencelengthWordinessReferencewords（指示詞）RedundancyRepetitionEllipsis(省略)

4.3Writingtest

Examspotlightstructure1.ThefirstparagraphisanIntroduction(sayingwhatthegraphrepresentsandwhatperioditrelatesto)Thisgraphshows…2.ThesecondparagraphdescribesthedevelopmentandtrendsIfwelookfirstat…,wecansee…followsasimilartrend…Thedevelopmentsarenotdescribedinyear-by-yearormonth-by-monthdetail,butinmoregeneralterms3.Thethirdofferssomegeneralconclusionsthatcanbedrawnfromtheinformationpresented.The(dramatic)consequenceofthesetwodevelopments….

4.3Writingtest

ExamspotlightDesc