Module71/467.1SalesVocabulary:Saleterms2Reading23Grammar4Speaking:Comparingjobs5Reading112/46Reading1.Workinpairs.Comparethejobsineachofthefollowingpairs.Whatarethesimilaritiesanddifferences?Saywhichyouwouldprefertodoandwhy.*doctor/vet*fighterpilot/airlinepilot*schoolteacher/universitylecturer*politician/journalist*managerofacompany/managerofacharity3/462.Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales.Completethetablebelowwithreasonsfromthetext.ReasonsforchoosingmarketingReasonsforchoosingsales-soundsbetteratdinnerparties-hasanairofglamour(whereassaleshasanunglamorousimage)-(manygraduatesbelieve)youworkoncreativePRcampaignsandgoonlotsofjollies-marketingseemsmoreattractive(thansales)-itisn’tasbadasmythssuggest-unlikemarketing,salesistangible-ithasadirectimpactonacompany’sresults-youmeetpeopleandcommunicatewithdifferentpersonalities-insalesthere’sabuzzofatarget-drivenenvironment-youcanmanagemillionsofpoundsofbusiness-makecustomershappy-it’sincrediblyrewarding4/46Notsoldonsales?‘Hi,Iworkinsales.’notagreatconversationopener開場白,isit?NotlikebeingafighterpilotoradirectorofMédecinsSansFrontières無國界醫(yī)生組織,forexample.Unfortunately,ajobinsalescan’tquiteshakeoff擺脫itsunglamorous沒有魅力imageorassociationswithsomethingratherdishonest.Thisallmeansrecruitmentproblemsforgraduateemployees大學(xué)生員工.Ontheotherhand,marketing–alessdirectwayofsellingaproduct–israthermorepopularasacareerchoice,andsoundsbetteratdinnerparties.Why?SusanStevens,headofHRatToshiba,believesthatmarketing‘retainsanair感覺ofglamour魅力’andthatgraduates‘expecttoworkoncreativecampaignswithPRsandlotsofjollies樂子’.But,ontheotherhand,salesmeans‘door-to-doorworkandcoldcalling陌生電話、陌生造訪’.Yetthisimageismisleading.SalesprofessionalsintheUKoutnumberpeopleinmarketingbyabout200,000.Thisispartlybecausethosewhodofallintosalesworkrealizeitisn’tanythinglikeasawfulasthemythssuggest.StevenssaysthatToshibarecentlyhadtomarketitsgraduateschemeasasalesandmarketingprogrammebecause‘weknewsalesalonewouldn'tattractpeople’.Thegamblepaidoff收到效果.Lastyearthemajorityofrecruits新組員chosesales,includingRossSnowdon,amarketinggraduate.‘Unlikemarketing,salesistangible.Ithasdirectimpactonacompany’sresults.It’sallaboutmeetingpeopleandcommunicatingwithdifferentpersonalities.’5/46MédecinsSansFrontières無國界醫(yī)生（法文名稱：MédecinsSansFrontières；縮寫是MSF，英文名稱：DoctorsWithoutBorders）是一個非牟利團(tuán)體(NPO)。1999年諾貝爾和平獎得主。無國界醫(yī)生于1971年12月20日在巴黎成立，最初組員皆為深信世界人類都有取得醫(yī)療權(quán)利法國醫(yī)生和記者。但當(dāng)前組員已遍布全世界，每年有多位志愿人員在約60個國家中服務(wù)，是全球最大獨立醫(yī)療救援組織，在全球各地設(shè)有19個辦事處，而五個主要行動中心則都位于歐洲，分別是巴黎、布魯塞爾、阿姆斯特丹、巴塞羅那和日內(nèi)瓦。6/46shakeoff擺脫ForyearsMr.Starckcouldn'tshake

offthefeelingofbeinganoutsider.NodoubttheChineseeconomicenginewillshake

offtheeffectsofthelatestcalamity災(zāi)難.7/46outnumbervt.數(shù)目超出；比…多Maledonorsoutnumberfemaledonorsalmosttwotoone,theyfound,andwhile58percentofdonorshavefinishedcollegeorgraduateschool,42percentdon'thaveacollegedegree.男性捐款人數(shù)比女性捐款人多，其百分比快要二比一，同時他們發(fā)覺，58%捐款人已經(jīng)完成大學(xué)或碩士教育，42%捐款人沒有大學(xué)學(xué)位。Analysisofdemographicdatafrom117countrieshasshownthatwhenmenoutnumberwomen,womenhavetheupperhand:Marriageratesriseandfewerchildrenarebornoutsidemarriage.依據(jù)117國人口統(tǒng)計數(shù)據(jù)分析得出，假如男性數(shù)量超出女性，女性會在兩性關(guān)系中占據(jù)主動，結(jié)婚率上升，非婚生子數(shù)降低。8/46outweigh[a?t'we?]vt.比…重（在重量上）；比…主要；比…有價值Butthebenefitsfaroutweightheinconveniences.但帶來好處遠(yuǎn)遠(yuǎn)大于不便Thebenefitsofsuchactionsfaroutweighthecosts.這些行動好處遠(yuǎn)遠(yuǎn)超出帶來損失。Wethinkthattherisksofnotdoingresearchoutweightherisksofdoingit.而我們認(rèn)為，不進(jìn)行研究危險比進(jìn)行這項研究危險更大。9/46payoff有報償；賺回；得到好處；收到效果：Ithasbeenrathercostlytoinstallthemachinery,butitshouldpayoffinthelongrun.安裝這套機(jī)械代價很高，但從久遠(yuǎn)來看它會賺回來。償清(債務(wù)等)；付清(工資)：Hepaidoffthedebtofhisfriendwiththemoneyraisedbyhiswritings.他用稿費(fèi)收入償清了朋友債務(wù)。10/46Partofthereasonwhygraduatesareoftennotinterestedinsalesisbecauseitisn’tseenasaprofession.ClarissaGent,achemistrygraduateandsalesmanageratRackspaceManagedHosting,anITsupportfirm,says:‘Careers

departments就業(yè)部門don’ttalkaboutsalesandthereisalackofeducationaboutthedifferentlevelsyoucangotowithit.Ialwaysthoughtmarketingseemedmoreattractive,butitwasn’tthedynamicworldI’dimagined.ThenItalkedtopeopleinsalesandrealizedthatitispossibletobepassionateaboutit.ItsoonbecameapparentthatIwasmuchmoresuited適當(dāng)tosales.NowIspeaktocustomerseverydayinthebuzz[俚語]興奮ofatarget-drivenenvironment.It’sfantastic.’TomMoody,acommercialdirectorforProcterandGamble寶潔企業(yè),saysthatsalescanbe‘managingmillionsofpoundsofbusinessandmakingsurethecustomer’shappy.It’sincrediblyrewarding.’Nowthere’saconvincingsalespitch推銷商品言辭ifIeverheardone!11/46ProcterandGamble12/463.Readthetextagainandanswerthesequestions.1)Inthefirstparagraph,thewritersaysit’seasiertostartconversationsatdinnerparties_________.A.ifyouareinsales.B.ifyouareinmarketing.C.ifyouareafighterpilot.D.ifyoulie.2)Accordingtothewriter,thetruthisthat_______.A.marketingisabetterprofession.B.salesisactuallymoreglamorousthanmarketing.C.morepeopleareinsalesthanmarketing.D.therearemoregraduatesinmarketing.3)OnereasonRossSnowdonlikessalesmorethanmarketingisbecause___.A.it’sbetterpaid.B.youseerealresults.C.youmeetmorepeople.D.youcanworkonyourown.4)It’sdifficulttoattractgraduatesintosalesbecause_______.A.manyaren'tsuitedtoit.B.theyaren'tpassionate.C.theydon’thavetherightqualifications.D.ofafalseperception.13/46Vocabulary:SalestermsMatchthesewords(1-7)fromthetexttotheirdefinitions(A-G).1.salespitch2.door-to-doorselling3.abuzz4.amyth5.coldcalling6.anair7.jollies(informal)A.Makinganunexpectedphonecallorvisittosellsomething.B.Excitement.C.Businesstripswithlotsoffreeentertainment.D.Knockingondoorsalldaytosell.E.Makingaspeechtoconvincepeopletobuysomething.F.Somethingpeopleincorrectlybelievetobetrue.G.Feelingorattitude.14/46另外一些相關(guān)銷售表示法：（1）salesquota銷售定額（2）salesfigure銷售數(shù)字（3）salesrepresentative銷售代表（4）substantialfinancialrewards大量經(jīng)濟(jì)回報（5）helpbuyerssatisfytheirwantsandneeds幫助用戶滿足他們需要（6）communicateknowledgefacetoface面對面地傳輸知識15/46Reading:Theworstjobintheworld?A:Iworkedforafirmofarchitects建筑師,whichwas(unofficially)runbythewifeofoneofthedirectors.Shewasalsoanexpertatcreatinguselessjobsforadministrationstafftodo,suchasremovingandre-gluing粘合stampswhichhadn’tbeenstuckon（原型stickon貼上）straightenough.Thiswasn’tasbadasthe‘emailconfirmationform’,though.Thiswasherstrangestinvention,wherebyallemailshadtobecopiedintoaWorddocument,printed,andsignedatthebottombysomeone.WhenIsuggestedthismightbeawasteoftime,sheshoutedatme.Ileftamonthlater.Readaboutthreepeople’sexperiencesofbadjobs.B:Themostboringjobeverisworkinginacallcenterdealingwithpeoplefordrivinglessons.Mostofthetimeitwasbookingpeopleinwiththesamethree-minuteconversationoverandoveragain.Bookingare-testwasevenworse,becausethenthepeopleattheotherendofthelinehadjustfailedtheirtestandwantedtoexplainwhy.Ilastedthreeweeks,includingaweek’straining.16/46C:I’vehadsometerriblejobsbutinthe1960s,mymotherworkedinasugarfactory.Thepacksofsugarusedtotravelalongtheconveyorbelt傳送帶andatonepoint,wherethesugarwasinthebagsbutstillopen,theyhadtotravelaroundacorner.Forsomestrangereasoneverysixthbagwouldoftenfallover.Mymother’sjobwastostandatthecorner,eighthoursaday,withapole桿tohelpthesixthbaground.Shelastedthreeweeksandgotajobinacaféinstead.Latersheheardtheyreplacedherwithapieceofplasticonthecorner.Lookatthestatementsbelowaboutthethreejobs.Whichjobdoeseachstatementreferto(A,BorC)?Thereismorethanoneanswerinsomequestions.1.Thesetwojobswerethesameeveryday.______________2.Thejobdescriptionforthisjobdidn’tincludethis!____________3.Thisjobprobablywasn’tinapaperlessoffice._______4.Thisjobbecameunnecessary._______17/46Vocabulary:DescribingjobsCompletethetablebelowwiththedifferentformsofeachwordfromthebox.repetitiveresponsibleboringfrustratingvariedchallengingwell-paidadjectivenouncomparativeformsuperlativeformrepeat/repetitionboringmostchallengingvarietymorevariedbest-paidfrustrationresponsible18/46Listening:Selling2Reading:Aproposal3Speaking4Reading:Howtosell..17.2SellingWriting:Afax519/46Reading:Howtosell…1.Whatarethequalitiesofasuccessfulsalesperson?Makealistofyourideas.

persuasivenessknowledgeabletrustworthybelievesintheproductorservicenevergivesup20/462.ReadtheguidetosellingbelowandchoosethebestwordA,B,CorDtofillgaps1-15.Howtosell…It’snotquitetruethatagreatsalespersoncansellanythingtoanyone.Fora(1)__________,theymightnotneeditandsalesisallaboutmeetingneeds.(2)_________,sellingisoneofthosethingsthatcanhappentoanyone,no(3)___________whattheirjobdescription,soherearethebasics.Step1

BuildtrustYouneedto(4)________trustwiththepersontowhomyouareselling.Theydon’thavetobeyourbestfriendbutessentiallypeopledon’tbuyfrompeopletheyhateordistrust.(1)A.beginningB.startC.customerD.first(2)A.HoweverB.AlthoughC.BecauseD.Whatever(3)A.muchB.moreC.wayD.matter(4)A.setupB.findC.establishD.know21/46forastart首先；作為開始同近義詞atfirst,inthefirstplace

For

a

start,allbusinessactivitiesmustbebrokendownintotheirdiscretecomponents.Widespreadbankruptcieswouldmeanalotofinvestorslosingtheirmoneyfor

a

start.For

a

start,GoogledoesnotrunadsoverhereinEuropeonGoogleNews.22/46Step2

Don’tmisunderstandthecustomerUnderstandtheneedsoftheotherperson.Thenit’suptothesalespersonto(5)______________thatthebenefitsoftheirgoodsorservicesmatchtherequirements.Withoutthat,youhavenosale,Step3

AskcleverquestionsAskquestionstofindoutwhatthecustomer’sproblemsandissuesare.Thenthink(6)________whattheneedsmustbe.It’softenmore(7)_______thanaskingtheobvious,‘Whatdoyouneed?’Step4

KnowyourstuffIt(8)_______withoutsaying:knowyourproductandunderstandthemarketplaceinto(9)________youareselling.(5)A.performB.compareC.presentD.demonstrate(6)A.alongB.throughC.outD.across(7)A.clearB.efficientC.effectiveD.better(8)A.goesB.movesC.doesD.makes(9)A.whatB.whichC.whomD.where23/46thinkthrough想明白；細(xì)心(或仔細(xì))考慮清楚；思索…直到得出結(jié)論(或處理方法)：Ineedtohaveachancetogetmyheadtogetherandthinkthrougheverything.我需要一個機(jī)會讓自己頭腦冷靜下來，把事情徹底地想清楚。Theextrathreehoursgavemetimetothink

througheverything,withoutrushingthroughthedetails.Inthisrole,Bizwillhelpusthink

throughandevaluatenewinvestmentopportunities.Themanagersmustthink

throughactionssothatheorshecangiveproperdirection.24/46itgoeswithoutsaying不言而喻；不消說Ofcourse,itgoeswithoutsayingthatAmazonreservestherighttomodifytheagreementatanytime.不消說，亞馬遜企業(yè)保留在任何時候修改此協(xié)議權(quán)利。“Ithinkitgoeswithoutsayingthatthereisaneedtocorrectourfirstquarterlyreportwhichismisleadingandinaccurate,”hewrote.他在備忘錄中寫道“不言而喻，我們需要更正我們有誤導(dǎo)性和不準(zhǔn)確性第一份季度匯報。”25/46Step5

Don’toverloadpeoplewith(10)_________Youneedtoknoweveryproductspecificationbutyourcustomerdoesn't.Essentially,heorsheneedstoknowhowitwillmaketheirlife(11)__________.Iflaterontheywantthedimensions,they’llfinditonyourwebsite.Step6

SalespeoplearenotnecessarilybornTheclassic(12)_________ofasalespersonissomeonewhoisoutgoing.Butlikecustomerswhocomeinallpersonalitytypes,salespeoplecan(13)_______.Themainthingistobeabletoreflectandreacttoacustomer’spersonality.Step7

BepreparedtofailItdoesn'tmatterhowgoodyouare,youwillget(14)__________.Salesisfullofknockbacks,sodon’tgethunguponit.(15)_________ontothenextcustomer.(10)A.detailsB.offersC.discountsD.prices(11)A.goodB.betterC.wellD.best(12)A.visionB.lookC.focusD.image(13)A.changeB.varyC.listenD.buy(14)A.sentbackB.recruitedC.turneddownD.contracts(15)A.PhoneB.TryC.MoveD.Contact26/46turndown調(diào)低(…音量）；拒絕Wouldyouturndownyourradioalittle?把收音機(jī)關(guān)小一點好嗎?Sometimesitseemsrudetoturn

downaninvitationtogooutforcocktails雞尾酒會.Thosewhoturn

downajobofferwillhavesomeoralloftheirbenefitswithheld.27/46gethungupon卡在…、執(zhí)著于……、心煩意亂、憂心忡忡Forinstance,whilewritingabusinessplan,youmaygethunguponincomeprojections,withnoideahowtofigurethatpartout.舉個例子，在確定商業(yè)計劃時候，你可能會卡在收入計劃上，不知道假如把這部分寫好。28/46Listening:Selling1.Listentogivesalespeopleandtheircustomers.Ineachcasethesalespersoniseitherfollowingastepfromthearticleon‘Howtosell…’orfailingtofollowit.Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling.

StepProductorservice?Salesperson1_________________________________Salesperson2_________________________________Salesperson3_________________________________Salesperson4_________________________________Salesperson5_________________________________34or51or647advertisingcarstationerypersonalorganizershomeimprovements/decorationStep1BuildtrustStep2Don’tmisunderstandthecustomerStep3AskcleverquestionsStep4KnowyourstuffStep5Don’toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail29/462.Listenagainandcompletethenotesabouteachsalesperson’sproductorservices.Demandfallsin(1)_______butJulyisbetter.Theclientmightbeinterestedinadvertisingonthe(2)______.BEAVISSUPPLIESRaywouldliketochangethe(5)_____________ontheoldletterheads.LeatherDiariesAvailableinblackand(6)_____aswellasbrown.Customerwantstoknowpriceforputtingcompany(7)_______onthefront.TheXR5isahugeimprovementonthe(3)_______model:-backseatairbagsTravels0to70in(4)______airconditioning.Pointstomentionineachcall:WarmandCosyAskquestionsaboutperson’s(8)______Suggest(9)________visitstoadviseonhome

improvements.30/463.Listenfortheexpressionsbelow.Writethenumberofthelistening(1-5)inwhichyouheareachexpression.A.Iknowit’sprovedmuchmorepopularthan…B.Whatdidyouhaveinmindexactly?C.Sois…somethingyoumightbeinterestedin?D.Iwaswonderingifyou’dmindansweringafewquestionsabout…E.Perhaps…couldbeuseful?F.IsthereanythingIcanhelpyouwithatthemoment?G.ShallIputyoudownfor…?H.It’sahugeimprovementon…4315133231/464.MatchtheexpressionsA-Hinexercise5tothecategoriesbelow.Writeoneletteroneachline.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____BDFCEAHG32/46Speaking:AsalesconversationChooseanobjectintheclassroom.Workinpairsandtaketurnstosellyourobjectstoeachother.Followtheflowchartinthelastpart.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____33/46Reading:AproposalAsalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient.Readitandanswerquestion1-3.1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?DearMr.RiceThankyouforyourorderbyfax.Furthertoyourrequestforofficespacefortwelvemonths.I’dliketomentionthatIcanalsoofferyoua10%discountforbookingsofaneighteen-monthperiod.YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant.However,pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors.Asaninterestingalternative,youmightwishtoconsideranewpremisescalledDockside(aboutonemiledowntheriversidefromVirginiaWalk).Ithasthefollowingfeatures:?afirst-flooropen-planofficespace(75m2)withwonderfulviewsoftheoldharbour.?aconvenientthree-minutewalkfromthestationandidealforcyclistswithapathalongtheriverside?suitableparkingfacilitiesforovertwentystaff.FAX34/46Pleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?Theclientneedsofficespacefor12months.Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition.Thesecondlocationofferedhasthesebenefits:officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities35/46可能用于提提議表示法：Thankyouforyourorder…Furthertoyourrequest…I’dliketomentionthatIcanalso…Pleasenote…Asaninterestingalternative,youmightwishtoconsider…Ithasthefollowingfeatures…Pleaseconsiderthispossibilityandnote…Iwouldsuggestapromptdecision…Ilookforwardtohearingfromyou…36/46Writing:AfaxSpacesaver,companywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccessBROWN&BURRoffer10%discountfortwo-yearbooking37/46Threelotscurrentlyavailable:75m250m250m2WarehousingW1CircularStorageNew

warehousingspaceNOWOPEN.Allspaceavailablefrom25m2to100m2.TwothirdsthepriceofW1Basedincitycentre.Couldoffertwospacesat50m2butmoreexpensive.PooraccessandparkingforfiveatmostOutsideofcitycentre.30-minutedrivefromBrownandBurrJustoffmotorway.Easyaccessforlorriesandadequateparking.Brandnewfacility.CCTVandsecurityfirmcheckonceanight.38/46WhatareMr.Burr’sneedsandrequirements?HowmuchSpacesavermeetthoseneeds?Whichrequirementcan’tbemet?WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply?Mr.Burrneedswarehousingfor18months.Heneeds100squaremetresinspace,securityandparkingforatleasttwentypeople,aswellasgoodaccess.SpacesavercanmeetthoseneedsifMr.Burrtakestwospacesof50squaremetres(althoughthisisexpensive).However,parkingandaccessarepoor.SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetres’space.It’salsocheaperandhasgoodaccessandparkingaswellassecurity.Theonlydrawbackisthatthewarehouseisn’tascentralsotheproposaltoMr.Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem.39/46Writingafax.Payattentionto:4P7340/4641/467.3ExamSpotlight:ReadingTest,PartOneReadingTest:Inthispart,youwilllookatPartOneoftheReadingTest.Therearefourshorttextsonarelatedthemeorasingletextdividedintofoursections.EachtextorsectioniscalledA,B,CorD.Therearesevenstatementswhichrelatetothetexts.Youneedtomatcheachstatementtoatext.1.Lookatthefourtextsonthefollowingpage.Whatisthe‘relatedtheme’ofthesetexts?2.NowreadthesevenstatementsandmatcheachtoA,B,CorD.1)Thereisadeadlineforanyoneinterestedinthispost._____2)Thisposthasrecentlybeenestablished.______3)Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill.____4)Youwillneedtomanagepeopleunderyou._____5)Yourjobdescriptionrequiresyoutobegoodatconvincingpeople._____6)Youmusthaveadegreetoapplyforthisjob._____7)Inthisjobyoumustbewillingtotravelandspendtimeabroad.______42/46ConferenceOrganiser￡38,000Anewlybuiltconferencecentreattachedtoawell-establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday-to-dayrunningofconferencecentres.Youwillbeinchargeofateamofthreefull-timestaffresponsibleforbooking,schedul