全新版综合教程B3U7.docx
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全新版综合教程B3U7.docx
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全新版综合教程B3U7
Unit7MakingaLiving
TextALifeofaSalesman
Bill,aphysicallydisabledsalesmansuffersmorethanisnecessaryandimaginableforanaverageperson.Adetailedroutineofawholeday’sworkisdwelleduponhereinthearticle.Thedayistreacherous,andit’sjustoneofthetoomanydaysforhim
Ⅰ.TeachingObjectives
Studentswillbeableto:
1.understandthemainidea(BillPorterthesalesmanwillnevergivein)andstructureofthetext(fourparts,2flashbacks);
2.appreciatethecharacteristicsofjournalisticwriting;
3.graspthekeylanguagepointsandgrammaticalstructuresinthetext;
4.conductaseriesofreading,listening,speakingandwritingactivitiesrelatedtothethemeoftheunit.
Ⅱ.BeforeReading
1.EnglishSong:
SheWorksHardFortheMoney
DonnaSummer
ListentotheSong
SheWorksHardFortheMoney
DonnaSummer
Listentothesongandfillintheblankswithwhatyouhear.
Sheworkshardforthemoney
sohardforithoney
sheworkshardforthemoney
soyoubettertreatherright
Sheworkshardforthemoney
sohardforithoney
sheworkshardforthemoney
soyoubettertreatherright
Onettathereinthecornerstand
andwonderswheresheisand
it’sstrangetoher
comepeopleseemtohaveeverything
Ninea.m.onthehourhand
andshe’swaitingforthebell
andshe’slookingrealbeauty
justforherclientele
Sheworkshardforthemoney
sohardforithoney
sheworkshardforthemoney
soyoubettertreatherright
Sheworkshardforthemoney
sohardforithoney
sheworkshardforthemoney
soyoubettertreatherright
(Refertopage329)
QuestionsandAnswersaboutthesong
1)WhydoesthesingerthinkOnttashouldbetreatedright?
BecauseshethinksthatOnttahasworkedsohardtomakealiving.Sheissotiredandlifeseemsharshtoher.
2)WhydoesOnettathinkitworthwhiletoworkharddayafterday?
Becauseshethinksthatpeopleneedher,somepeoplecareforherandshekeepsherintegritybyworkinghard.
3)Wouldyouratherhavealowpaidjobthatisinterestingorawellpaidjobthatis
boring?
Iwouldratherhavealowpaidjobthatisinteresting.Becauseweworknotonlyformoney,butalsoforrealizingourownvalues.Moneyisnoteverything.Evenwehaveawellpaidjobwhichisboring,wecannotfeelhappy.
4)Whatisthemessageofthesong?
Thesongcallsonpeopletoshowrespecttothosewhoworkhardtoservepeople,nomatterwhatthejobis.
2.SalesPromotion
Definition
Salespromotionistheworkofsellingaproductbyallusefulmethodssuchas:
A)powerfuladvertising;
Advertisingisthetechniquesandpracticesusedtobringproducts,services,opinions,orcausestopublicnoticeforthepurposeofpersuadingthepublictorespondinacertainwaytowardswhatisadvertised.
B)personalpersuasionofpossiblecustomersbyvisit,phoneorletter;
C)exhibitions;
D)displaysanddemonstrations;
E)competitionsforprizes;
F)freesamples;
G)tradingstamps.
FourStagesinPromotingaProduct(Omit)
3.RolePlay
Onestudentwillactasasalesperson.Allotherstudentswillactashis/herpotentialcustomers.He/Shewillhavetenminutestopersuadeotherstobuyhis/hergoods.Oneofthemcanbuyfromthesalesperson.Allothersmustcomeupwithanexcusenottobuy.
brandname,presentation,labeling,packing,instructions,reliabilityandafter-salesservice
Usefulexpressions:
Thisisour(model).Itcosts(price)
It’ssuitablefor(purpose)Wecandeliver(fromstock)
It’savailablein(color)and(size)
Wecanofferadiscountof(%)
4.Warm-upQuestions:
1)Whatarethebasicqualitiesofagoodsalesperson?
Whichisessential?
Why?
Basicqualities
Somesalesmenmayworkhardandevenintelligentlyusetheirimaginationswell,untiltheymetasuccessionofrefusalandturndowns.Itisherethatthesalesmanwithsand(坚毅)inhissoul,stamina(耐力)inhisbackbone,andcourageinhisheart,comesrightbackandwhipsthesalesmanwhohasn’tthesequalities.
Courage,physicalfitness,imagination,pleasingtoneofvoice,hardwork.
2)Doyouthinkiteasyforahandicappedpersontobeasalesperson?
Whyorwhynot?
Salesmanship:
Salespromotionisanelementofthemarketingprocessthatcanclose
thesaleofgoodsorservicestopotentialcustomerbyprovidingtheincentivetomake
apositivepurchasingdecision.Salespromotion,advertising,andsalesmanshipare
themajortechniquesusedinmerchandisingproductstothepublic.Salesmanship
oftentakestheformofaface-to-faceencounterbetweenthebuyerandseller;the
presentationissetuptoconvincecustomersthattheproductonsaleisessentialto
theirsatisfaction.Thelackofpersonalfeedbackbetweenbuyerandselleris
sometimesconsideredadrawbackoftheadvertisingapproach.Sellingbytelephone,
althoughitissignificantlylesseffectivethanpersonalselling,isstillconsideredan
importantmethodofmerchandising.Inthe1980s,agrowingpromotiontechnique
involvedin-homeshoppingprogramsusingcabletelevisionchannels.Inrecentyears
withthehelpoftheInternetonlineshoppingisbecomingpopular.
Thetravelingsalesmanappearedlateinthe19thcenturybothinEuropeandintheU.S.Theearlyitinerantpeddlercarriedhisgoodsonhisbackoronhishorse,workinghiswayfromaportcitythroughthehinterlands.Withthecomingoftherailroadandtheassurancegiventosellersbynewcredit-reportingsystems,salesmanwiththeirsamplecasesmovedacrosstheland.Persuasiveskillwaslessimportantinthosedaysofunsatisfieddemand,andordersarereadilyforthcoming.By1900,however,withtheincreasingsupplyofmanufacturedgoods,buyersbecamemorediscriminatingintheirpurchases.Greaterattentionwasgiventotrainingthesalesforceandtoprovidingbuyerincentives.Thegrowthofindustrializationandurbanlivingledtothedevelopmentofmerchandisingasamajorbusinessendeavor.Theuseofsalespromotionpracticesexperiencedsteadygrowthinthe20thcentury.
Thetechniquesofsalespromotionareusedbothtomotivatesalespersonstoimprovetheirperformanceandtoinduceconsumerstopurchasegoodsandservices.Althoughsalespromotionworksmostcloselywithadvertising,itisalsorelatedtootherelementsofmarketing;productionservices,packaging,price,anddistribution.Atthemanufacturingandwholesalelevelsofdistribution,themethodsusedtomotivatepersonneltomeetspecificgoalsusuallyfallintotwocategories--salesincentiveprizes(suchasmerchandise,travel,orcashawards)andsalescontests.Botharebaseduponthesalespersonreachinganobjectiveabovethenormalsalesquota.
Consumerpromotionsencompassawidevarietyoftechniques,includingsamplingofgoodsorservices,storeredeemable“money-off”couponstoencouragethetrialofproducts,specialprice-reducedpackages,mail-inpremiummerchandiseoffers,cashorcouponrefundsbymail,specialproductpackaging,contests,andsweepstakes.Duringrecessionaryperiods,whenthedemandforconsumerexpendabledollarsbecamemorecompletive,thereisgreaterparticipationinrefund,coupon,andpremiumoffers.MorethanhalfthehouseholdsintheU.S.takeadvantageofsomesalespromotionofferseachyear.
Salespromotion,nowfullyrecognizedasavitalelementinthemarketingmix,hasbecomeamultibillion-dollarindustry.Inrecentyears,salespromotionexpenditureshaveexceededmoniesspentonadvertisingandtherearestrongindicationsthatthispatternofgrowthwillcontinuetomaintainitseconomicedge.
111.GlobalReading
.
1.PartDivisionoftheText
Parts
Lines
TimeoftheDay
Bill’sActivities
1
1-21
earlymorning
Preparationfortheday’swork
2
22-75
mid-morning
onhiswaytowork
3
76-123
day
door-to-doorselling
4
124-158
evening
paperwork
2.Scanning
ScanTextAandputthesentencesinalogicalorder.
A.Hehashislacestiedandhistopshirtbuttonbuttonedbeforetakingantherbus.
B.It’safter7p.m.thathearriveshomeafteraday’shardwork.
C.It’s5:
45a.m.BillPorterlingersunderthecoversandlistenstoweatherbroadcasting.
D.Heassembleshisweaponsbeforegoingout.
E.Theteenagersonthebusremindhimofhispast.
F.Encouragedbyhismother,Porterbecameasalesmanwhosoldhouseholdproductsdoor-to-door.
G.Hetriesmanytimes.Atlast,aladybuysacakeoflaundrysoapfromhim.
1.(C)2.(D)3.(E)4.(F)5.(A)6.(G)7.(B)
3.Furtherunderstanding
.ForPart1:
TrueorFalse
1)BillPorterusedtolistentotheweatherbroadcastingeverymorning(T)
2)Thereissomethingwronginhislefthand.(F)
(Thefingeronhisrighthandaresotwistedthathecannottiehisshoes)
3)Hisdeadmotherneverthoughthecoulddoanything.(F)
(Hisdeadmotherusedtoencouragehimandherchallengeechoesinhissoul.)
4)Peopledidn’tbelievethathecouldliveindependently.Thatisnotthecase.,however.(T)
5)BillPorterhaseverbeenasoldierfightinginthebattlefield.(F)
(Acrippledbodyisoneofhisenemies,andhemustfightaloneforhisindependenceanddignity.)
ForPart2MultipleChoice
1).Thefirstjobforwhichheappliedistosell_____A_______.
A)brushes
B)householdproducts
C)newspapers
D)briefcases
2)ArepresentativeinWatkinsofferedhimajobtosellhouseholdproductsinaquite_______Csection.
A)rich
B)poor
C)remote
D)nearby
3)Forseveralyears,hissaleskeptthe______B_____inWatkins.
A)last
B)highest
C)lowest
D)secondary
4)Hisfirststoponhiswaytoworkthatdayis_____B________.
A)abusstop
B)ashoeshinestand
C)anearbyhotel
D)ahouse
ForPart3BlankFilling
Supplythemissinginform
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