1、Unit 2 Selling is what its all aboutLessonsTeam ProjectReviewAdditional ResourcesEXITUnit 2 Selling is what its all about Lesson 1 Have you got what it takes? Lesson 2 How do you do it? Lesson 3 Sales have increased by 20% Lesson 4 Dealing with the customer Lesson 5 Dealing with complaints Lesson 6
2、Buying and selling on the InternetEXITUnit 2 Selling is what its all aboutAdditional ResourcesUnit TestReadingResourcesAdditional ActivitiesWritingResourcesGrammarResourcesEXITIn pairs or small groups, discuss these statements.a1.Selling is about sticking your foot in the door and making a speech.2.
3、To be a good salesperson it helps if you like people.3.It is essential to like what you are trying to sell.4.Selling is always fun.5. A salesperson needs to have a lot of initiative.In your notebook, make a list of the things that you think make a good salesperson. Then compare your ideas with a cla
4、ssmates.bn Lesson 1 Have you got what it takes?Read the text and evaluate your personality in terms of the characteristics mentioned. Then compare and discuss your ideas in pairs.cA suitable personality for the job We are all a mixture of different characteristics. A person does not have just one ty
5、pe of personality or another, though people do show a tendency to be one way rather than the other. There are many ways to analyze personality. Here we will consider just four. The first, Type A personality tends to be highly driven and may be very competitive. Type As generally like to get recognit
6、ion for their achievements, they can be very independent, and they may also be direct and to the point. They are likely to be very focused, persistent, and decisive. While the Type B personality, like A, is quite extroverted, he or she is often much more sociable, and likes to party and have a good
7、time even while working. Types C and D, on the other hand, have a tendency to be quieter and more introverted. Type C people usually pay great attention to detail, love accuracy, and are dependable and loyal, while Type D people generally enjoy guidelines and stick to deadlines and schedules. In its
8、 own way, each personality type has characteristics that are valuable assets in a salesperson.Read the article again and find examples of the following types of expressions.dexpressions thatshow a tendency:tends to be, may be, show a tendency, generally like, can be, are likely to be, have a tendenc
9、y to be connectors thatindicate contrast:while, though, on the other handKeyUse the following information to make sentences about each persons personality. Use expressions from Exercise d.eExample:Though Robert can sometimes be aggressive, at other times he can be very pleasant.Robert aggressive at
10、times / pleasant at other times_Chris likes a good time while working / capable of achieving a lot_Naomi generally very compassionate / very decisive and persistent_Mark careless sometimes / usually accurate and precise_Though Robert can sometimes be aggressive, at other times he can be very pleasan
11、t. Though Chris generally likes a good time while working, he is capable of achieving a lot.Though Mark has a tendency to be careless sometimes, he is usually accurate and precise.While Naomi is generally very compassionate, she can be very decisive and persistent.KeyListen to a talk about what make
12、s a good salesperson. Number the points in the order they are mentioned.f1. be a good listener _2. pick up on a persons personality traits _3. like people and recognize their needs and wants _4. create an emotional link with the customer _5. sell products that you like _6. recognize indecisiveness a
13、nd help customers to make a decision _5426KeyScript31Look at these informal expressions from the first part of the talk and rewrite each one in more formal language.g1. sticking your foot in the front door _2. bullying your way into a home _3. conning the person _4. coughing up for a product _preven
14、ting someone from shutting the door forcing someone to let you into their housepaying unwillingly for a productdeceiving or cheating the personKeyStudy the following phrasal verbs from the talk about salespeople. For each one, find a one-word verb with the same meaning.h1. turn out _2. pick up on _3
15、. build on _4. tune into _producenoticeunderstanduseKeyFrom what you have learned so far, write a short description of what makes a good salesperson.iSpeaker: In the traditional approach to selling, the salesman was someone who did it because he couldnt find another job. Selling often meant sticking
16、 your foot in the front door, bullying your way into a home, or conning the person into coughing up for a product that they may or may not need like a set of encyclopedias for the children. These days the image of the salesperson has changed drastically and a lot of preparation and psychology have g
17、one into turning out a good salesperson. Still it does help if you have certain personality characteristics before you start. A person whos able to quickly pick up on the personality traits of another and build on this insight to create an emotional link is likely to succeed at sales. Such a salespe
18、rson recognizes the indecisiveness of a prospective customer and helps them make up their mind in favor of the product. Its important that the salesperson likes people and is able to tune into their different needs and wants. Its also important to be a good listener and pay attention to the value sy
19、stem of the customer. Its also a good idea to sell products that interest you as this makes selling easier.n Lesson 2 How do you do it?In pairs, discuss the questions.a1. When was the last time you went shopping?2. What did you buy and why did you buy it?3. Have you ever bought something you had not
20、 planned to buy?4. What was it that convinced you to buy on impulse?1. Have you heard of Oxfam? _2. What size do you take? _3. Would you like brown or white bread? _4. Can you tell me where the organic produce is? _5. How much were you thinking of paying? _6. Do you have Marjorie Owens latest novel
21、in paperback? _Beside each question, put the letter of the correct response from the box. Then, in pairs, discuss where you might hear these conversations taking place.bfcdeabKeya. I was looking for something around $250.b. Im afraid we only have it in hardback.c. Yes. In the next aisle, on your lef
22、t.d. Usually a 6, but these look a little narrow.e. Yes. Its an aid organization, isnt it?f. Er . . . brown, please.Role-play one of these situations in pairs.cComplete the phrases or sentences with the verbs in the box.d check give help make reduce sign speak work1. Can I _ with Geraldine Murray, p
23、lease? _2. How can I _ you? _3. I _ for Telefast, a cost-cutting company . . . _4. . . . if theres a genuine way to help _ my phone bills . . . _5. Can you _ me a quick explanation? _6. We have a special offer if you _ up this month. _7. And if you _ international calls at off-peak times . . . _8. C
24、an I just _ that I have your correct address? _helpworkgivereducespeaksignmakecheckKeyIdentify the speaker of each sentence in Exercise d and write the numbers of the sentences in the chart.eKeysalesperson sentence #1, 3, 6, 7, and 8prospectivecustomersentence #2, 4, and 5Listen to the telephone con
25、versation to check your answers.fScript1. If theres a way to help reduce my phone bills, . . ._2. If you are interested, . . ._3. If you make international calls at off-peak times, . . . _4. If you want the free calls for a month, . . ._Match each condition with the corresponding action.gKeyConditio
26、nActioncdbaa. you need to apply right away.b. there is a 40% reduction.c. count me in.d. just complete the application form and send it back.In your notebook, write conditional sentences using the following clauses.h1. you want to save money / check prices in different stores2. you are happy with ou
27、r offer / sign the contract and send it back3. you require a demonstration of our products / salesman happy to do so4. you shop online / save money5. you want to contact someone quickly / send an e-mailIf you want to save money, (you should) check the prices in different stores.If you are happy with
28、 our offer, (please / you can) sign the contract and send it back.If you shop online, you will (probably) save money.If you require a demonstration of our products, our salesman will be happy to do so. If you want to contact someone quickly, send an e-mail.KeySalesperson: Good morning. Can I speak w
29、ith Geraldine Murray, please?Woman: Speaking. How can I help you?Salesperson: My name is William Cosgrave and I work for Telefast, a cost-cutting company that will reduce your phone bill by at least half. I hope this is a convenient time to talk.Woman: Well, I am a little busy right now . . . Whats
30、it about?Salesperson: Oh, Im sorry. I hope you received the brochure we sent out on how to cut your phone bills in half.Woman: No, I didnt receive anything, but if theres a genuine way to help reduce my phone bills, count me in. Can you give me a quick explanation?Salesperson: Certainly. Its quite s
31、imple. I can send you information on the different deals that we offer. If youre interested, just complete the application form and send it back. We have a special offer if you sign up this month. For just $6.99, you get all local calls free for one month and after that a 50% reduction on these call
32、s. And if you make international calls at off-peak times, there is a 40% reduction and a 25% reduction at busy times. Woman: Hmm . . . that sounds interesting. How do I sign up for this?Salesman: Just give me your address and Ill send out the information today. Remember, if you want the free calls f
33、or a month, you need to apply right away. Can I just check that I have your correct address?n Lesson 3 Sales have increased by 20%Discuss the questions in pairs or small groups.a1. How often do you work with information presented in the form of bar charts or pie charts?2. What sort of information is
34、 typically presented in this way?Study the bar chart and answer the questions.b1. What is the overall trend in organic food sales?2. When did the greatest increase in sales occur?3. What can you say about the sales figures between 2001 and 2003?The overall trend is upward.It occurred between 1998 an
35、d 2001.There was only a very slight increase.Key ales of organic food are booming, with demand sometimesoutstripping supply. Sainsburys, which attributes a large part of its continued recovery to this sector, has decided to boost supply by taking out long-term contracts with dairy farms while they c
36、onvert toorganic status. The supermarkets sales of organic milk have grown74% in the last year, with the organic dairy market growingoverall by 62.9%. Organic sales account for 4.4% of Sainsburystotal sales. Other supermarkets have also reported dramatic increases in organic sales as consumers becom
37、e more aware of health and more concerned about where their food comes from. Waitroses organic food sales have increased by 20% in the year to January. It has a 17% share of the organic market but only 3.8% of the overall grocery market. Morrisons has seen their organic sales increase by 28% while A
38、sda has reported growth in its organic sector of 12%, with aRead this 2006 report about the growth of UK organic food sales and answer the questions.cSnoticeable broadening of the socio-economic groups that now purchase organic food.1. What is the significance for Sainsburys of the increase in sales
39、 of organic food?2. According to the report, why are more people buying organic food?What is particularly notable about Waitroses organic food sales?What trend has been observed in the type of people who consume organic produce? It is responsible for Sainsburys continued recovery.Because of increase
40、d awareness of health issues and consumers desire to know where food is coming from.They have increased by 20%. There has been a broadening of the socio-economic groups who buy organic food.KeyStudy these pairs of sentences. Then complete the table and add more examples of your own.dadjective + noun
41、There has been a dramatic increase in sales.verb + adverbSales have increased dramatically.increase slightlygrow noticeablychange greatlyKeysharp declinesteady decrease great changeIn pairs, discuss (a) the benefits of using presentations in business, and (b) how you feel about giving presentations
42、in front of an audience.eListen to the following advice about giving presentations and, for each point check the correct box.fKeyScriptListen to three short presentations and evaluate each one according to the notes in the previous exercise. Add any extra comments of your own.gDo some research into
43、sales trends in a particular market in your country and prepare an oral presentation.hScriptPresentation 1_Presentation 2_Presentation 3_Speaker: Today, I am going to give you some advice regarding what to do and what not to do when giving a presentation. Its important to remember that though your p
44、urpose is to inform and share with your audience, you should select what they can comfortably deal with in a single sitting and not overload them with minute details. The next thing you must ensure is that you arrive organized for your presentation with your notes in order. The content should be org
45、anized in a logical way and you should inform your audience of this layout in your introduction. Make sure you do not wander into asides and unrelated comments. Stick to the main point. Also, its important to establish a good rapport with the audience and to make eye contact with your listeners. Don
46、t shout or whisper, but speak clearly and loud enough for everyone to hear. Keep your voice at a comfortable speed. Finally, conclude by summing up the essential points and then ask if anyone has any questions.Presenter #1: Hi, everyone. Good to see you all here and thanks for coming along. I hope y
47、ou will find my topic interesting and not boring. Okay, lets start, shall we? Can you all sit down and listen, please? Right now, where are my notes? Hmm . . . theyre in a bit of a mess. Hang on a minute while I get organized.Presenter #2: Good afternoon, everyone! Welcome and thank you for coming a
48、long to the presentation. Today, I would like to look at some recent trends in the sales of organic produce, especially through supermarket outlets. The talk will last about forty minutes and then we will have about ten minutes at the end for discussion, so please save your questions until then.Pres
49、enter #3: So, weve looked at how the Organix Company got started and we have considered one of their principal achievements. Before considering their other two important accomplishments, lets take a quick look at the management structure of the company. Now does anyone have any suggestions as to wha
50、t those two other accomplishments are?n Lesson 4 Dealing with the customeraListen to a telephone call to a company that supplies furniture to large restaurants and hotels. Complete the notes about the order.Item Quantity ordereddouble beds single beds closets dressers order needed by 10203030May 15t
