新職業(yè)英語-IT英語-Unit-4課件

1、IT 英 語新職業(yè)英語Unit 4 Sales of IT Products (I) ENGLISH FOR CAREERSWarming-upReading AListeningSpeaking4123Reading B5Writing6Project7Vocabulary and Structure8Task 1 Work in pairs. Look at the following logos and tell each other what you know about them. Task 2 Work in groups of four and discuss the follo

2、wing questions. sensitivity to customers needs knowledge of the company and its products command of communication skills relationship with customers appearance and manner promotional policy personality quality of products training What elements do you think are the most important for a successful sa

3、lesperson among the following and why? What else do you think can lead to a salespersons success?Reading ATask 1 Before reading the passage, see how much you know about business marketing by answering the following questions. What do you think lead(s) to business success, the CEO, the product, or th

4、e marketing? 2. What suggestions can you give to make a business well-known? Examining the competition closely will help to find areas of demands your company can fill in. Figure out what special products or services your company offers that others do not. Studies show that specialty companies do be

5、tter than those who try to do it all.Introduce Your Business Start out with a simple handout. Any piece of marketing should include these basic elements: who you are, what you offer, where you are located, and how to contact you.Reading A Try to interest people by emphasizing those unique specialtie

6、s that only your business offers in your advertising. The thing to focus on is one or two particular needs they have that you can take care of for them. Other things you might include in an advertisement are: grand opening date, special sales, top-selling products, number of customers to date, and c

7、ompany slogan/logo.Follow-Up One of the aspects that people pay less attention to of marketing is follow-up. It is always good to have new customers, but to truly be successful, you need at least some of those people to come again. There are some very simple things that you can do to inspire repeat

8、business. If you get phone calls or emails, respond to them. Give a call back or a reply message to thank them again for inquiring. Offering coupons, discounts or a free item (e.g. a pen with company logo) is also a way to thank and encourage them to come again. If you follow these steps, you will s

9、urely see your business take off. Once you find out what works for you, just do it again and again, and you will soon have a strong customer base.Reading AReading ATask 3 Read the passage again and answer the following questions. What is important to a strong customer base? 2. What is a quick and ea

10、sy way to research the market? 3. What is the aim of market research? Careful research, proper introduction and good follow-up.Sending out a short poll is a quick and easy way to research the market.It is for an assessment of the things you may be able to offer. 4. What are the basic elements of a b

11、usiness handout?5. How can an advertisement interest people? 6. What can be done to inspire customers to come again? The basic elements are: who you are, what you offer, where you are located, and how to contact you. By focusing on one or two particular needs the customers have that you can take car

12、e of for them.You can give a call back or a reply message. offer coupons, discounts or a free item. Reading ATask 4 Match the following terms with their Chinese meaning. Reading AA. 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. 民意調查O. 優(yōu)惠券1. business marketing

13、2. competitor3. follow-up4. assessment5. poll6. specialty7. handout8. opening date9. special sales10. top selling product11. slogan12. logo13. coupon14. discount15. free item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

14、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。 當你接到電話或者收到電子郵件，務必回復。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。 Reading Acompet

15、itor n. a person, team, company etc. that is competing with another Reading ABy lowering the price and increasing the quality, the company has beaten all its main competitors in this area.n. a process in which you make a judgment about a person or situation assessment The government recently made an

16、 assessment of the local economic situation.respond v. to reply, especially in writing Reading AI emailed her last week, but so far she hasnt responded yet. v. to achieve sudden growth or success take off Shia LaBeoufs career took off with the huge success of Transformers series. ListeningTask 1 Leo

17、 is calling for the information about computers. Listen to the conversation and fill in the blanks with what you hear.1.The conversation is most probably taking place between a(n)_ and a(n)_.2. Kate is from _Company. 3. Leo cannot decide between Yangtian and Kaitian _. enterprise desktopssecretarycu

18、stomerLenovoW: Good morning, Lenovo Sales Department. This is Kate Zhang speaking. What can I do for you?M: Good morning. Im Leo Wang from Oriental Import Co. Were interested in your enterprise desktops. W: We have both Yangtian and Kaitian enterprise desktops. May I know which series do you like be

19、tter?M: Im not sure. Could you explain to me in detail the differences between the two?W: No problem. ScriptPurpose of Leos visit: _Products interested:_Specific requirements:_Target users of the products:_Features of the products interested:_ListeningTask 2 Leo is paying a visit to Kates office. Li

20、sten to the conversation and complete the following notepad. to talk about purchasing Lenovo computersKaitian seriesdiscountfor the large, promising and eco-friendly companyhigh speed, large storage, face recognition software, anti-bacteria keyboardM: As said over the phone, were going to update our

21、 desktops so as to suit our present work. Your Kaitian series impressed me a lot.W: Youre definitely right if you have interest in our Kaitian products. They are developed just for users like your company, large, promising and eco-friendly.M: But we think the price is a little high. We are wondering

22、 whether you can give us a discount. W: Ive already talked to our sales manager. He said that if the purchase is above 100 at one time, we can offer five percent off. M: Well, is there any room for further discount?W: Consider the high quality and all the features this series of products have, for i

23、nstance, high speed, large storage, face recognition software, anti-bacteria keyboard, and its really a big deal.M: OK. Lets have a look at the contract.ScriptAs said over the phone, were going to 1_ our desktops so as to suit our present work. Your Kaitian series impressed me a lot.Youre definitely

24、 right if you have interest in our Kaitian products. They are 2 _ just for users like your company, large, promising and eco-friendly.But we think the price is a little high. Were wondering whether you can give us a(n) 3 _.Ive already talked to our sales manager. He said that if the purchase is abov

25、e 100 at one time, we can offer five percent 4 _.Well, is there any room for further discount?Consider the high quality and all the 5 _ this series of products have, for instance, high speed, large 6 _, face recognition software, anti-bacteria keyboard, its really 7 _.OK. Lets have a look at the 8 _

26、.ListeningTask 3 Listen to the conversation in Task 2 and fill in the blanks with what you hear. contract updatedevelopeddiscountofffeaturesstoragea big dealLeo:Kate:Leo:Kate:Leo:Kate:Leo:ListeningTask 4 A salesgirl is introducing the latest iPod nano to a customer. Listen to the conversation and ti

27、ck the words and phrases mentioned about the new features of the iPod nano. W: Im going to introduce to you our new product, iPod nano. Compared with the former products, this has new features that make you fall in love with it instantly.M: Thats interesting. What are the new features?W: Besides the

28、 nine brilliant colors, say, light blue, dazzling purple, green and others, this new iPod also has the striking features like Musical Genius, Shaking and Shuffling, Rock and Roll Over and quite many others.M: What do you mean by Musical Genius?W: Say youre listening to a song you really like and wan

29、t to hear other tracks that go great with it. The Genius feature finds the songs in your music library and makes a Genius Playlist for you. Its like having your own highly intelligent, personal DJ.M: Quite impressive! What about Shaking and Shuffling?W: Oh, it means you can shake to shuffle your mus

30、ic. Just give iPod nano a shake and it shuffles to a different song in your music library. Youll always be surprised by what youll hear.Script(to be continued)ListeningTask 5 Listen to a passage about smiles and choose the best answer to each question. The author agrees that smiles _. A. have more e

31、ffect than body language B. all have the same power and effect C. are important to sales success D. are complicated 2. A fake smile _. A. sends a message that you are friendly B. shows you are easy to go along with C. makes others distrust you D. both A and B 3. According to the passage, we read _to

32、 judge whether a smile is genuine or not. A. body language B. facial signals C. eye contact D. both A and B 4. Which of the following statements is true according to the passage? A. We can disagree with the statement that a great smile is important to our success. B. Genuine smiles and fake smiles h

33、ave the same power and effect. C. We cannot tell genuine smiles from fake smiles. D. Youll have a more productive day if you try to smile with your heart. A great smile is important to your success in sales. Nobody wants to do business with someone who doesnt even smile upon initial greeting. You ca

34、nt argue with that. However, not all smiles are created equal. Genuine smiles and fake smiles dont have the same power and effect. A genuine smile sends a message that you are friendly and easy to go along with while a fake one makes others distrust you. We read body language and facial signals to g

35、ive us an impression whether a smile is genuine or fake. Try to smile with your heart, and you will have a more productive and successful day than the person who is not smiling.ScriptSpeakingTask 1 Work in pairs. Compare the following two models of laptops. Tell which one you like and give your reas

36、ons. An example conversation has been given.ThinkPad SL500Processor: Intel Core 2 Duo Processor P8400Operating system: Genuine Windows Vista Home BasicScreen size: 15.4” wide screenTotal memory: 2 GBHard drive: 160 GB, 5400rpmRuntime: 6 hoursColor: BlackWeight: 4.5 LbPrice: $780IdeaPad S10Processor:

37、 Intel ATOM Processor N270 Single CoreOperating system: Genuine Windows XP Home EditionScreen size: 10.2” regular screenTotal memory: 512 MBHard drive: 80 GB, 5400rpmRuntime: 3 hoursColors: Black, White, Pink, Red, BlueWeight: 2.5 LbPrice: $399SpeakingA: Which computer do you like better?B: I prefer

38、 the S10 because it is much cheaper than the ThinkPad. OR: I like the S10 model better because it costs much less than the ThinkPad.A: I agree. OR: Im afraid I dont really agree. I like ThinkPad better because it has a bigger screen.Example: Task 2 Work in pairs. Discuss and complete the conversatio

39、n at a computer store by filling in the blanks with appropriate sentences. You may refer to the expressions in the Language Focus Box.SpeakingLanguage Focus BoxA: Do you have any preference for brands?B: What type of computer do you want?C: What do you usually use the computer for?D: How much are yo

40、u willing to pay for the computer?E: How would you like to pay, by cash or credit card?A: Good afternoon. Can I help you?B: Yes, please. Im looking for a PC for myself.A: 1_?B: Id like to buy a laptop.A: 2_?B: Oh yes, Im considering Samsung.A: 3_?B: Im willing to pay up to 5,000 yuan for it.A: 4_?B:

41、 I mostly use it to type documents and surf the Internet.A: We have a special offer for students.B: Oh, really? Thats a very good price. Ill take it.A: 5_?B: Credit card, please.B: What type of computer do you wantA: Do you have any preference for brandsD: How much are you willing to pay for the com

42、puterC: What do you usually use the computer forE: How would you like to pay, by cash or credit cardSpeakingTask 3 Work in pairs. Practice making a conversation according to the situation given below. You may refer to the Language Focus Box and the conversation in Task 2. Situation A customer wants

43、to buy a cell phone with English dictionary, MP4 and e-books at no more than 2,000 yuan. You, as a salesperson, help him/her to choose one. SpeakingLanguage Focus Box I want to buy a cell phone with functions of English dictionary, Do you have any preference for? What do you usually use the cell pho

44、ne for? Im willing to pay up to 2,000 yuan for the cell phone.Task 4 Work in groups of four. First work together to think out some features of a new cell phone that would best fit the students needs and set a suitable price range. And then make a presentation about the new cell phone in class. Speak

45、ingWelcome to our cell phone exhibition center.This is a type of cell phone specially designedfor college students.You cant miss it for its features likeThe price of this type of cell phone is reallysuitable forReading B The tireless head of HPs personal computer department is winning over competito

46、rs Dell and Lenovo and making Wall Street happy. His secret? Invention. On a rainy day in California, Todd Bradley carefully examines product s that his department at Hewlett-Packard has recently introduced. Theres a sleek laptop called the Voodoo Envy for hard-core gamers, a tiny pink-and-red compu

47、ter created with a fashion designer, and the industrys first touchscreen notebook. It is truly impressive. He has helped the company become the top PC maker in the world and has increased profits at the same time. As the deepening economic crisis hits companies around the globe, HP is moving very sm

48、oothly. While there are many reasons for that, including HPs expanding services business and profitable printer franchise, a big factor is the PC department, which brings in $42 billion annually from the sale of PCs, handhelds, and workstation computers. Bradleys strategy at HP has depended on creat

49、ing fresh designs and eye-catching marketing campaigns. Bradley believed from the star t that HP had to change its PC business. If it kept trying to sell boring boxes at the lowest cost, it would be locked in a cruel struggle with Dell. So Bradley asked a local ad agency to create a video to convinc

50、e the executive board that HP needed a new way. The video argued that PCs had become a commodity because makers had given all invention to chipmaker Intel and Microsoft. The video then showed how HP could get out of the commodity game. “Wow! is what sells,” says Bradley. Reading B The executive boar

51、d was convinced. The result: amarketing campaign showing how HP computers are differentfrom others. Hip-hop star Jay Zhou and tennis star Serena Williams talked about using HP PCs to watch movies without first waiting for Windows to launch as well as to look at photosand edit music. The TV ad ended

52、with a slogan: “Thecomputer is personal again.” The timing was fortunate. When the campaign began in2006, people were looking for laptops that could easilynavigate the Web, play games, and store digital content. Theywere also buying more from stores such as Best Buy, where they could try out the lat

53、est technology. The trends gave Bradley an edge over Dell and HP quickly surpassed Dell to become the worlds top PC seller. Reading B惠普再度閃耀個人電腦市場 惠普個人電腦部門的領軍者布拉德利不辭辛勞地帶領著惠普打敗競爭對手戴爾和聯(lián)想，并讓華爾街投資者喜出望外。他的秘密是什么？創(chuàng)新。 美國加州，一個陰雨天，托德 布拉德利正在仔細審視部門新近開發(fā)的產(chǎn)品，其中有為鐵桿游戲迷準備的精巧手提電腦Voodoo Envy，也有與服裝設計師聯(lián)手打造的迷你型粉紅色筆記本電腦，以及

54、業(yè)內第一款觸摸屏筆記本。這一場景令人印象深刻。這位惠普個人電腦部門的領軍者成功地將惠普推上了全球個人電腦市場的第一把交椅，同時收獲了豐厚的利潤。 愈陷愈深的經(jīng)濟衰退沖擊著世界各地的公司，但惠普在危機中的處境相對來說還不錯。這背后的因素有很多，包括惠普不斷擴大的服務業(yè)以及利潤豐厚的打印機特許經(jīng)銷，但其中的一大功臣是布拉德利領導的電腦部門，通過銷售個人電腦、手提設備和臺式工作站，該部門每年為公司帶來420億美元的銷售額。 Reading B Reading B 在惠普，布拉德利的戰(zhàn)略是令人耳目一新的設計和引人矚目的市場推廣活動。布拉德利從一開始就認為惠普必須對個人電腦部門進行改革。如果惠普仍然試圖

55、以最低的價格出售令人乏味的電腦產(chǎn)品，那么就會被困在與戴爾的惡戰(zhàn)之中而無法自拔。因此布拉德利請當?shù)氐囊患覐V告公司制作了一段視頻，以使公司領導層相信惠普需要另辟蹊徑。視頻中提到，由于電腦制造商將所有的創(chuàng)新任務都交給了芯片生產(chǎn)商英特爾和微軟，因此個人電腦越來越商業(yè)化。隨后視頻描述了惠普如何才能從這場商品游戲中脫身。布拉德利說：“讓人驚喜的東西才有市場?！?領導層被說服了。隨之而來的便是一場營銷活動，向公眾強調惠普電腦如何與眾不同。說唱明星周杰倫和網(wǎng)球明星小威廉姆斯在廣告中說，用惠普電腦在Windows啟動之前就能看電影，瀏覽照片，編輯音樂。電視廣告以這句宣傳口號結束：“惠普電腦掌控個性世界”。 時機

56、把握得恰到好處。在2006年營銷推廣活動開始啟動之時，消費者正在尋找能夠上網(wǎng)、打游戲、存儲數(shù)字內容并且簡單易用的筆記本電腦。越來越多的消費者還從Best Buy等零售商那兒購買商品，因為在那里他們可以體驗到最新技術。這種趨勢使布拉德利獲得了戴爾所沒有的優(yōu)勢。因為當時的零售店里沒有戴爾的產(chǎn)品，戴爾強調的也只是低成本?；萜找虼搜杆俪搅舜鳡?，一躍成為全球第一的個人電腦生產(chǎn)商。HPs competitorsHead of HPs PC departmentCritics against the marketing campaignAnnual earning from HPs PC departme

57、ntMarket share of HP in the worldHPs R&D productivityCompetition with Palm in the market ofsmart phonesStars in the TV ad and the features of theproducts they useExecutive board meeting on Thanksgiving DayPeoples requirements of laptops in 2006Task 1 Read the passage and tick the facts mentioned in

58、the passage about HP. Reading BTask 2 Read the email again and choose the best answer to each question. Create fresh designs and eye-catching marketing campaigns.“Wow!” is what sells.Give a call back or a reply message to thank them again for inquiring. Offer coupons, discounts or a free item.Readin

59、g B1. 董事會仔細審視公司新近開發(fā)的產(chǎn)品。(examine, recent, introduce)The executive board carefully _ products that thecompany _.2. 公司領先于全球個人電腦市場，同時收獲了豐厚的利潤。(become, top, profit)The company _ PC maker in the world and has _ at the same time.3. 愈陷愈深的經(jīng)濟衰退沖擊著世界各地的公司。(economy, crisis, globe)The deepening _ hits companies

60、_.4. 一場展示該公司與眾不同之處的營銷活動開始了。(start, how, different)A marketing campaign _ showing _.Task 3 Match the following terms with their Chinese meanings.how the company is different from others examineshas recently introducedbecomes the topincreased profitseconomic crisisaround the globestartsReading BWritin