Unit5Sales

UnitOverview（單元概覽）

Bystudyingthisunit,youareexpectedto:

?learnthebasicqualitiesforasalesperson;

?knowhowtoevaluateasalesperson'sperformance;

?understandsomesellingskillsinpractice;

?writeasimplecommerciale-mail.

Lead-in（主題導入）

?Askthestudentsaquestion:Howtounderstandsales?Letthemthinkaboutit

anddiscusswithothers.

?Dividethestudentsintodifferentgroupstodiscusswhatkindofsalesperson

?Askeachgrouptogivetheirreportontheirdiscussion.Encouragetheother

groupstogivecomments.

Task2

?Dividethewholeclassintogroupsoffourorfive,eachgroupisresponsiblefor

collectingandreportingonefiguresinformation.Letrepresentativeofeachgroup

giveabriefsummaryofthelegendaryfigurefbrthewholeclass.

AdditionalMaterials

LifeaboutJoeGerard

JosephSamuelGerard,betterknownasJoeGerard,（bornonNovember1st,1928in

Detroit,Michigan）isanAmericansalesman.Havingsold13,001carsataChevrolet

dealershipbetween1963and1978,GerardhasbeenrecognizedbytheGuinnessBookof

WorldRecordsastheworld'sgreatestsalesman.BeingoneofAmerica'smostsought-

afterspeakers,GerardhasspokenatengagementswithGeneralMotors,Hewlett-

Packard,andKmart.

LifeaboutDongMingzhu

DongMingzhuisaChinesebusinessperson.SheisthePresidentofGreeElectric.She

startedworkingforGreeElectricin1990asanairconditionersalesperson.Sheworked

inAnhuiandbecameoneofthecompany'stopsalespeople.Bythemid-1990sshe

becamesalesdirector.ShebecamePresidentin2001.In2013,Mingzhuwasnamed

WomanintheMixforbusinessbyForbesAsia.TheNewYorkTimescalledheroneof

thetoughestbusinesswomeninChina.

ReadingA(精讀課文)

Task1

?Dividethewholeclassintogroupsoffourorfive.Leteachgroupbrainstormthe

qualitiesandskillsandthensharetheideaswiththeothergroups.

?Eachgroupshouldchooseoneofthemostimportantqualitiesinyourlistandtell

yourreason.

AdditionalMaterials

Somefamoussalesquotes

1.Salesarecontingentupontheattitudeofthesalesman——nottheattitudeofthe

prospect.(ByW.ClementStone,Americanbestsellingauthorandfounderof

CombinedInsuranceCompany)

2.Thesalesmanknowsnothingofwhatheissellingsavethatheischargingagreat

dealtoomuchforit.(ByOscarWild,Irishpoet,novelist)

3.Inthemodernworldofbusiness,itisuselesstobeacreativeoriginalthinkerunless

youcanalsosellwhatyoucreate.(ByDavidOqilvy,Britishadvertisingexecutive)

Task2

?Askthestudentstoreadthroughthetextindividually.

?Letoneortwostudentsretelltheroughideaofthetextintheirownwords,pay

specialattentiontothosekeywordsinthetask.

?Comebacktothetaskandallowthestudentstocompletetheblanksintask2.

?Checktheanswersandencouragethestudentstousesomesynonyms.

Task3

?Askthestudentstoreadallthequestionsandanswerthemwiththeirbooks

closed.

?Onquestion4holdsomeactivities,forexample,roleplay,andletthestudents

showtherightwayandoflisteningnomatterindailylifeorinbusiness.

?Readthetextagaintochecktheiranswers.

Activity1

?Thewholeclasscanfirstreviewtheprinciplesinjobinterview,e.g,polite,clear

andsincere,etc.

?TeachercanguidethestudentstousetheinformationinReadingAandcanalso

encouragethemtothinkoutsomefreshideasbesidesthereading.

?Thegiveninformationinthisactivityisagoodexampleofjobinterview.

Teachercanasksomestudentstohavenegativeexampleswithunsatisfied

ending.

?Thewholeclasscancomparethepositiveandnegativedialoguesandgive

comments.

FocusingonGrammar

?復合形容詞

MoreGrammarExamples

1.Sheisareallykind-heartednurse.

2.Thisroomcanholda2-meter-longbed.

3.Shedidn'twantherfourteen-year-olddaughtertocomehomeatallhoursofthe

morning.

4.Thewell-establishedfirmcloseddownwiththelossof600jobs.

5.Ourlong-sufferingminingcommunitiesdeservebetterthanthis.

?who引導的定語從句

MoreExamples

1.Hewatchedthechildrenandboxesthatfilledthecar.

2.Peoplealllikethosewhohavegoodmanners.

3.HeisthetwentiethcustomerthatIhavemettoday.

4.Mirandacannotrecognizethemanwhoshehadlovedforyears.

5.1cannotwaittoopentheboxandbagthatIgotattheparty.

Activity2

?Groupthestudentsandletthemsharetheiropinionsontheimportanceof

maintaininghumanrelationshipsingroup.

?AsksomestudentstoreviewthepointsinBook1.

?Allowthestudentstosurftheinternetandfindsomecasesaboutsuccessful

transactionsduetogoodpersonalrelationshipsorcounterexamples.

?Askseveralgroupstogivereportorgivearole-playperformance.

?Invitethewholeclasstogivecommentsoninwhichcasespersonalrelationship

isneeded.

ReadingB（泛讀課文）

AdditionalMaterials

Howtoevaluatesalesperformance

Instructions:

a.Decideonatimeframetoevaluatesalesperformance,i.e.monthly,quarterlyorannually.

b.Choosethedeterminantstoevaluatesalesperformance.Youshouldtakeintoaccount

currentmarkettrends,producttypeandcustomerpreferenceswhilechoosingdeterminants.

Salesvolume,profitmargins,abilitytomeettargets,numberofnewaccountsandleadership

aresomeofthefactorsthathavetobeconsideredwhileevaluatingsalesexecutive/team

performance.

c.Makeanoteoftheaverageexpenditureincurredbythesalesexecutive/teamforeverycall

madeonaclient.Thisshouldtakeintoaccounttravel,accommodation,telephoneand

entertainmentcosts.

d.Assigngradesthatindicatetheperformancelevelandalsomentionareaswherethereis

scopeforimprovement.

Tipsandwarnings:

a.Givemonetaryincentives,offerpromotionsandshowerpraiseonthetopperformers.

b.Prejudiceandbiasshouldnotbeallowedtoinfluenceevaluationofsalesperformance.

c.Failuretoevaluatesalesperformancewilldentanorganization'sabilitytoidentifytrends

andrespondaccordingly.

Activity3

?AskthestudentstoreviewthekeypointsinReadingB

?Brainstormwhatshouldbepaidattentiontointheconversation,including

informationandattitude.

?Dividethestudentsintogroupstopreparethedialogueandaskoneortwogroups

togivereport.

?Invitethewholeclasstodrawaconclusion.

Listening（聽力練習）

Task1

?Introducethistaskbyaskingstudentswhattheycanrememberaboutthequalities

andskillsofasalespersoninReadingA.

?Thispre-listeningexerciseprovidesstudentswithenoughinformationtomake

predictionabouttheinformationinrecording.

?Letthestudentslistentotherecordingonceandtrytosummarizetheroughidea

intherecording.

?Inthesecondlistening,letthestudentswritedownthekeywordstocompletethe

dialogue.

?Checktheanswerswiththewholeclass.

Task2

?Allowthestudentssometimetoreadthestatements.Theycanpredictsome

answersbasedontheinformationtheyvegotfromprevioussections.

?Letthestudentslistentotherecordingonceandtrytodrawaconclusionabout

thepeoplessalesperformance.

?Inthesecondandthirdlistening,thestudentstrytodecidetrueorfalseofeach

statement.

?Checktheanswerswiththewholeclass.

?Askthestudentsdotheoralexerciseinpairs.

?Dividethewholeclassintogroupsandmakeadialoguetopromotesomethingto

another.

Task3

?Allowthestudentssometimetoreadthestatements.Theycanpredictwhat

mightbelisteningabout.

?Askthestudentstrytopredicttheanswertoeachofthequestionbasedonthe

previousinformation.

?Letthestudentslistentotherecordingthreetimestogettherightanswer.

CommunicationProject（商務溝通）

?Askthestudentstoreviewtheskillsandqualitiesofasalesperson.

?Dividethestudentsintogroupsofsixandfbcusontask1.Eachgroupmust

presenttheirreasonsforchoosingtheproduct.

?Askthestudentstoexchangeideaswithtask2.Trytousemoresentencepatterns

andexpressionforeachofthestep.

?Eachgrouphastohandoutthenotesandchooseatleasttwostudentstogivea

role-playperformance.

Writing（商務寫作）

AdditionalMaterials

Atargetcustomeroratargetedmarket:Atargetmarketisaspecificgroupof

consumersthatabusinesswishestoattractandsellitslineofgoodsorservicesto.A

targetcustomermaybedefinedintermsofage,gender,sexualorientation,economic

class,ethnicity,religion,orlocation.Thisprocessofsocio-economicgroupingallows

businessestocreateprofilesofthetypicalcustomerwhoislikelytopurchaseproducts

fromthecompany,whichinturnprovidesthebasisforthecreationofmarketingand

salesinitiatives.

?Askthestudentstocollectsomecommerciale-mailsfromtheirowne-mailbox.

?Invitestudentstodiscuss:Dotheylikethiswayofpromotion?Howdotheydeal

withthee-mail?Havetheytriedtheproductsinthee-mail?Whatdoyouthinkis

thebestwayforpromotingskincareproducts?

MoralReflections（補充教學資源）

UnitOverview

度之往事，驗之來事，參之平素，則可決之。

ThisChineseproverboriginatesfromthestoryofawriternamedZuoSiintheJinDynasty.

HewroteRhapsodyontheThreeCapitals（《三都賦》）.Theworkwassopopularand

copiedbysomanypeople,thatitcausesapapershortageinLuoyang.Later,“洛陽紙貴”

isusedtodescribeaworkbeingalltherage（風行一時）foratime.

Productswithlowcostcanbesoldmoreandgeneratemorerevenues.

Asingleproductorcommoditymakeslittleprofitandmakesmoneybysellingalargenumber

ofproducts.

Promotionisakeyelementinputtingacrossthebenefitsofaproductorservice

tothecustomers.High-qualitygoods,well-designedmarketing,andpromotional

strategieswill