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Unit 4 Sales of IT Products (I). Warming-up Reading A Listening Speaking 4 1 2 3 Reading B 5 Writing 6 Project 7 Vocabulary and Structure 8.

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Presentation on theme: "Unit 4 Sales of IT Products (I). Warming-up Reading A Listening Speaking 4 1 2 3 Reading B 5 Writing 6 Project 7 Vocabulary and Structure 8."— Presentation transcript:

1 Unit 4 Sales of IT Products (I)

2 Warming-up Reading A Listening Speaking Reading B 5 Writing 6 Project 7 Vocabulary and Structure 8

3 Warming-up Task 1 Work in pairs. Look at the following logos and tell each other what you know about them.

4 Warming-up Task 2 Work in groups of four and discuss the following 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 salesperson among the following and why? What else do you think can lead to a salespersons success?

5 Reading A Task 1 Before reading the passage, see how much you know about business marketing by answering the following questions. 1.What do you think lead(s) to business success, the CEO, the product, or the marketing? 2. What suggestions can you give to make a business well-known?

6 Business Marketing: Developing a Strategy Marketing is a key part of business success. Developing a good business marketing strategy is what a company needs to rise above competitors. Careful research, proper introduction and good follow-up are very important to building a strong customer base. competitors Research Your Market Do you have a target market in mind? Get to know the customers you want. Find out what groups your products or services will attract the most. Find companies that need your products or services in the area. Carefully research your target market for an assessment of the things you may be able to offer. You can send out a short poll (no longer than 10 questions). It is a quick and easy way to find out what they need.assessment Reading A

7 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 better than those who try to do it all.Figure out 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.Start out Reading A Try to interest people by emphasizing those unique specialties 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.emphasizing Other things you might include in an advertisement are: grand opening date, special sales, top-selling products, number of customers to date, and company slogan/logo.

8 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 business. If you get phone calls or s, 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.respond If you follow these steps, you will surely 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.take off Reading A

9 Task 2 Read the passage. Decide which paragraph(s) talk(s) about each of the following parts Part 1: Marketing is very important to business success. Part 2: The first step is to carefully research the market. Part 3: The second step is to make a proper introduction of your business. Part 4: The last step is to do a good follow-up. Part 5: Conclusionthe strategy will work. Paragraph(s) ______

10 Reading A Task 3 Read the passage again and answer the following questions. 1.What is important to a strong customer base? 2. What is a quick and easy 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.

11 4. What are the basic elements of a business 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 care of for them. You can give a call back or a reply message. offer coupons, discounts or a free item. Reading A

12 Task 4 Match the following terms with their Chinese meaning. Reading A A. B. C. D. E. F. G. H. I. J. K. L. M. N. O. 1. business marketing 2. competitor 3. follow-up 4. assessment 5. poll 6. specialty 7. handout 8. opening date 9. special sales 10. top selling product 11. slogan 12. logo 13. coupon 14. discount 15. free item

13 Reading A

14 ,

15 competitor n. a person, team, company etc. that is competing with another Reading A By 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 assessment of the local economic situation.

16 figure out to come to understand Reading A I still cant figure out why she left me. v. get down to start out Katharine started out to write her first novel in the summer of The school particularly emphasizes good manners. emphasize v. to give particular importance or attention to something

17 respond v. to reply, especially in writing Reading A I ed 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.

18 Listening Task 1 Leo 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 desktops secretary customer Lenovo

19 W: 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 better? M: Im not sure. Could you explain to me in detail the differences between the two? W: No problem. Script

20 Purpose of Leos visit: __________________________________________ Products interested: ______________________________________________ Specific requirements: ______________________________________________ Target users of the products: ______________________________________________ Features of the products interested: ______________________________________________ Listening Task 2 Leo is paying a visit to Kates office. Listen to the conversation and complete the following notepad. to talk about purchasing Lenovo computers Kaitian series discount for the large, promising and eco-friendly company high speed, large storage, face recognition software, anti-bacteria keyboard

21 M: As said over the phone, were going to update our 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 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 instance, 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. Script

22 As 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 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 above 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 __________. Listening Task 3 Listen to the conversation in Task 2 and fill in the blanks with what you hear. contract update developed discount off features storage a big deal Leo: Kate: Leo: Kate: Leo: Kate: Leo:

23 M: As said over the phone, were going to update our 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 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 instance, 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. Script

24 Listening Task 4 A salesgirl is introducing the latest iPod nano to a customer. Listen to the conversation and tick the words and phrases mentioned about the new features of the iPod nano.

25 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 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 want 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 music. 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)

26 M: Great! And Rock and Roll Over may mean that we can turn the iPod up and down and enjoy the music at the same time? W: Exactly, but also far beyond that. Tilt or turn iPod nano, and youll listen, watch, and play in new ways. You can flip through your album with Cover Flow. Or, straightly speaking, see more albums and artists on the screen at one time. M: Thats cool. W: It also has games especially made for it. Whats more, watching movies, TV shows, and videos is big fun on iPod nano. And the high-resolution picture looks crisp and vivid on the 2-inch wide screen display. So you can always have a little video with you. M: This is really what I want to have. Whats the price, then? W: Just a little over 1,000 yuan. M: OK, Ill take one.

27 Listening Task 5 Listen to a passage about smiles and choose the best answer to each question. 1.The author agrees that smiles __________. A. have more effect 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 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 have 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.

28 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 cant 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 give 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. Script

29 Speaking Task 1 Work in pairs. Compare the following two models of laptops. Tell which one you like and give your reasons. An example conversation has been given. ThinkPad SL500 Processor: Intel Core 2 Duo Processor P8400 Operating system: Genuine Windows Vista Home Basic Screen size: 15.4 wide screen Total memory: 2 GB Hard drive: 160 GB, 5400rpm Runtime: 6 hours Color: Black Weight: 4.5 Lb Price: $780 IdeaPad S10 Processor: Intel ATOM Processor N270 Single Core Operating system: Genuine Windows XP Home Edition Screen size: 10.2 regular screen Total memory: 512 MB Hard drive: 80 GB, 5400rpm Runtime: 3 hours Colors: Black, White, Pink, Red, Blue Weight: 2.5 Lb Price: $399

30 Speaking A: Which computer do you like better? B: I prefer 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:

31 Task 2 Work in pairs. Discuss and complete the conversation at a computer store by filling in the blanks with appropriate sentences. You may refer to the expressions in the Language Focus Box. Speaking Language Focus Box A: 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 you willing to pay for the computer? E: How would you like to pay, by cash or credit card?

32 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: 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 want A: Do you have any preference for brands D: How much are you willing to pay for the computer C: What do you usually use the computer for E: How would you like to pay, by cash or credit card Speaking

33 Task 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 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. Speaking Language 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 phone for? Im willing to pay up to 2,000 yuan for the cell phone.

34 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. Speaking Welcome to our cell phone exhibition center. This is a type of cell phone specially designed for college students. You cant miss it for its features like… The price of this type of cell phone is really suitable for…

35 Reading B The tireless head of HP's personal computer department is winning over competitors 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 computer 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.

36 As the deepening economic crisis hits companies around the globe, HP is moving very smoothly. While there are many reasons for that, including HP's 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 creating 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 convince 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

37 The executive board was convinced. The result: a marketing campaign showing how HP computers are different from others. Hip-hop star Jay-Z 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 photos and edit music. The TV ad ended with a slogan: The computer is personal again. The timing was fortunate. When the campaign began in 2006, people were looking for laptops that could easily navigate the Web, play games, and store digital content. They were also buying more from stores such as Best Buy, where they could try out the latest technology. The trends gave Bradley an edge over Dell and HP quickly surpassed Dell to become the world's top PC seller. Reading B

38 · Voodoo Envy 420 Reading B

39 Jay-Z Windows 2006 Best Buy

40 HPs competitors Head of HPs PC department Critics against the marketing campaign Annual earning from HPs PC department Market share of HP in the world HPs R&D productivity Competition with Palm in the market of smart phones Stars in the TV ad and the features of the products they use Executive board meeting on Thanksgiving Day Peoples requirements of laptops in 2006 Task 1 Read the passage and tick the facts mentioned in the passage about HP. Reading B

41 Task 2 Read the 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. Reading B

42 1. (examine, recent, introduce) The executive board carefully ___________ products that the company _________________________________. 2. (become, top, profit) The company ______________________ PC maker in the world and has ______________________ at the same time. 3. (economy, crisis, globe) The deepening ______________________ hits companies ______________________. 4. (start, how, different) A marketing campaign ______________ showing ______________________. Task 3 Match the following terms with their Chinese meanings. how the company is different from others examines has recently introduced becomes the top increased profits economic crisis around the globe starts Reading B

43 Writing Task Read the following written by a customer named Justin, who asks about the new 3G phones of your company Sony Ericsson.

44 Writing Dear Justin, First, Id like to thank you for your interest in our 3G phones. As you know, we just launched our 3G product line. Right now we offer two models of 3G phones, T1 and T2, both new to the market. Were pleased to tell you were selling T1 at a special price with 10% immediate discount this month. If you prefer T2, you also get a good deal. Buy T2 in full price, and you will get an extra battery worth 200 yuan for free. Thank you for considering our products again. If you have any other questions, feel free to us again. Well be glad to answer them for you. Yours sincerely Now write to Justin and your reply should include the following three aspects: 1. Thank the customer for inquiring; 2. The company offers two new 3G phones, one with a discount and the other with a free item; 3. Thank again and encourage the customer to use your companys 3G phone.

45 Project Project Guidelines This project aims to go through the process of making a market research. The whole task is divided into three steps. Step One focuses on market research by designing a questionnaire. Step Two focuses on the research analysis. Step Three rests on the introduction of the company and its products. Please follow the Task Description to complete the project.

46 Project Task Description Step One Organize a small group with 4-6 people in your class; Design a questionnaire with 10 to 20 questions about what customers need of an IT company (e.g. products, services, etc.); Print copies of the questionnaire and then send out to get feedback from customers or companies. Step Two Collect the questionnaires; Divide the group into two subgroups: one makes analysis about the needs of products, the other the needs of services; Decide what products and services that your company can offer to meet the needs.

47 Step Three Design a simple handout with the basic elements and unique specialties of the selected products and services, including contact information; Print copies of the handout and then send out to attract customers or companies.

48 Vocabulary and Structure Task 1 Choose the correct Chinese meaning for each word. 1. remindA. B. C. D. 2. desire A. B. C. D. 3. major A. B. C. D. 4. skill A. B. C. D. 5. physical A. B. C. D. 6. average A. B. C. D. 7. shareA. B. C. D.

49 8. customer A. B. C. D. 9. protect A. B. C. D. 10. promote A. B. C. D. 11. counter A. B. C. D. 12. package A. B. C. D. 13. client A. B. C. D. 14. confidence A. B. C. D. 15. afford A. B. C. D.

50 Vocabulary and Structure Task 2 Choose the best answer to complete each sentence. 1. You _______ help me if you dont have time. I can do the job myself. A. arent able to B. dont have to C. arent going to D. mustnt 2. Next August, Bob and Sue _______ for 10 years. A. are married B. have been married C. will have been married D. will marry 3. The sun gives off light and warmth, _______ is very important to the living things on the earth. A. that B. which C. what D. where 4. Would you please wait for me _______ few minutes? A. more B. some C. another D. other

51 5. It ______ hard when I left the house. A. rains B. is raining C. rained D. was raining 6. After a long discussion, they ______ a conclusion that the plan should be continued. A. made B. found C. discovered D. drew 7. Do you mind if Tom rides in your car? ______. Ill be glad to take anybody but Tom. A. Certainly not B. No, I do C. Not at all D. Yes, I do 8. The light is still on. They ______ to switch it off. A. may forget B. should have forgotten C. must have forgotten D. cant have forgotten Vocabulary and Structure

52 Task 3 Fill in each blank with the appropriate form of the word given in the brackets. 1. Many undergraduates say they are trying to (decision) ________ between medicine and science. 2. Young children tend to wake up early and (easy) ________. 3. To make matters (worst) ________, many junior high schools start earlier than elementary schools. 4. Early Alert is a project (specialize) _____________ in stuffed mailboxes. 5. Booklets about safety come with such tips as If (awaken) ________ at night by an intruder, lie still. decide easily worse specialized awakened Vocabulary and Structure

53 6. The office is on the (sixty) _________ floor of an unguarded, almost deserted building in a rough street off Broadway. 7. Everyone is feeling good because they are stretching and (relax) _________ their bodies. 8. Within a few years, all participants become decent (music) _________. 9. The Crime Prevention Center always (advice) _________ the elderly not to get into empty elevators. 10. Your encouragement made me more (confidence) _________ of my future. confident musician advises/ advised sixtieth relaxing Vocabulary and Structure

54 Task 4 Read the following passage. Choose the correct answer for each blank. In some ways, the human body is both like a furnace and like an engine. It must have fuel to produce heat as a furnace ( ) 1_______. It must have fuel to produce motion and do 2 _______ as an engine does. The nutrients ( ) which 3 _______ energy best are carbohydrates ( ) and fats. Protein can also be used as fuel. Minerals, vitamins, and water, 4 _______ extremely valuable to the body, cannot be used as fuel. If the body takes in more carbohydrates 5 _______ are used for energy, the 6 _______ is stored. Two storage places are the liver ( ) and muscles. There is a(n) 7 _______, however, to the amount of carbohydrates they can 8 _______. When they are filled and they 9 _______ always be for you to feel your best, excess carbohydrates are changed to fat and 10 around the body.

55 If the body does not take 11_______ a sufficient amount of food, it will use its stored fat for energy. If you 12 _______ at all, the body would use up all the stored fats and 13 _______ it would use its own protein in order to keep 14 _______ as long as possible. Therefore, the 15 _______ amount of food you eat should be in 16 _______ with your energy requirements. It is not necessary, 17 _______, for you to go 18 _______ counting calories ( ) and weighing food. If a person has the 19 _______ weight, it is safe to 20 _______ that he is eating enough.

56 Vocabulary and Structure 1. A. has B. needs C. does D. is 2. A. job B. function C. behavior D. work 3. A. present B. offer C. supply D. grant 4. A. as B. since C. when D. while 5. A. than B. such C. which D. that 6. A. access B. excess C. assess D. extra 7. A. restriction B. barrier C. limit D. terminal 8. A. fill B. hold C. involveD. press 9. A. might B. would C. could D. should 10. A. extended B. distributed C. separated D. stretched

57 Vocabulary and Structure 11. A. in B. up C. on D. down 12. A. wont eat B. mustnt eat C. did not eat D. have not eaten 13. A. when B. but C. because D. then 14. A. alike B. alive C. asleep D. awake 15. A. general B. overall C. usual D. total 16. A. contact B. accordance C. contrast D. line 17. A. anyhow B. otherwise C. moreover D. however 18. A. around B. away C. after D. against 19. A. exact B. same C. right D. accurate 20. A. imagine B. remind C. recommend D. suppose

58 Thank You!


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