IT英语 Unit 4

新职业英语

Unit 4 Sales of IT Products (I)

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Warming-up Reading A Listening Speaking

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Reading B Writing Project Vocabulary and Structure

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Warming-up

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

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Warming-up

Task 2 Work in groups of four and discuss the following questions. 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 salesperson’s success?□ 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 < Back □ training

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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?

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Reading A

Business Marketing: Developing a StrategyMarketing 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. Research Your MarketDo 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.< BackNext > Home

Reading A

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. 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. 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. 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.< BackNext > Home

Reading A

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 emails, 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. 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.

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Reading A

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.

1 Paragraph(s) ______Paragraph(s) ______ 2-3 Paragraph(s) ______ 4-6 Paragraph(s) ______ 7-8 Paragraph(s) ______ 9

Part 5: Conclusion—the strategy will work.

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Reading A

Task 3 Read the passage again and answer the following questions. 1. What is important to a strong customer base?Careful research, proper introduction and good follow-up.

2. What is a quick and easy way to research the market?Sending out a short poll is a quick and easy way to research the market.

3. What is the aim of market research?It is for an assessment of the things you may be able to offer.

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Reading A

4. What are the basic elements of a business handout?The basic elements are: who you are, what you offer, where you are located, and how to contact you.

5. How can an advertisement interest people?By focusing on one or two particular needs the customers have that you can take care of for them.

6. What can be done to inspire customers to come again?You can give a call back or a reply message. offer coupons, discounts or a free item.

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Reading A

Task 4 Match the following terms with their Chinese meaning.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 A. 口号 B. 特色商品 C. 竞争对手 D. 畅销商品 E. 打折 F. 开业日期 G. 市场营销 H.( 公司的)标识 I. 市场跟踪 J. 免费赠送品 K. 评估 L. 传单 M. 特价优惠 N. 民意调查 O. 优惠券< BackNext > Home

Reading A

商业营销：策略开发营销是企业成功的关键。企业要想在竞争对手中脱颖而出就需要开发一 套好的营销策略。仔细的调研、适当的宣传和及时的跟进对建立一个牢固的 客户群来说都是十分重要的。 调研市场 你的脑海中是否有一个目标市场？了解你想争取到的客户，查出你的产 品或服务最吸引哪些人群，找到在本区域里哪些公司需要你的产品或服务。 认真

研究你的目标市场，从而评估那些你所能提供的东西。你可以发放一份 简短的调查(不超过十个问题)。这是一个又快又简单的挖掘客户需求的方 法。 仔细研究竞争情况能够帮你找到一些你的公司可以填补的需求空白。弄 清楚你的公司能提供哪些别的公司无法提供的产品或服务。研究表明有专长 的公司比那些试图包揽一切的公司表现更好。

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Reading A

宣传企业 这一步可以从发放简单的传单开始。任何市场策略都应该包括以下这 些基本要素：你是谁，提供什么，位置在哪里，以及如何联系。 在广告中，尽量通过强调那些只有你的公司才能提供的专长来吸引顾 客。焦点放在顾客的一两个特殊需求上，而这一两个特殊需求正是你们能 满足的。 在广告中可以包括的其他信息有：开业日期、特价销售、畅销产品、 至今已有客户数量、公司口号或标志。 客户跟进 客户跟进是营销中经常被忽视的一个环节。拥有新客户当然好，但 是想要真正地成功,你至少要有一些回头客。而你只需做一些十分简单的 事情就可以培养回头生意。 当你接到电话或者收到电子邮件，务必回复。打一个电话或者回一条 消息，感谢他们再次询问。提供优惠券、折扣或者免费礼品(比如有公司 标志的钢笔),这些永远都是感谢并鼓励客户再次光临的好方法。 如果照这些步骤去做，你一定会看到你的生意开始成功。一旦你找到 了有效的办法，就坚持使用，这样你很快就会有一个牢固的客户群了。< BackNext > Home

Reading A

competitor

n. a person, team, company etc. that is competing with another

By lowering the price and increasing the quality, the company has beaten all its main competitors in this area. assessment n. a process in which you make a judgment about a person or situation

The government recently made an assessment of the local economic situation.

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Reading A

figure out

to come to understand

I still can’t figure out why she left me.

start out

v. get down to

Katharine started out to write her first novel in the summer of 2000.

emphasize

v. to give particular importance or attention to something

The school particularly emphasizes good manners.< BackNext > Home

Reading A

respond

v. to reply, especially in writing

I emailed her last week, but so far she hasn’t responded yet.

take off

v. to achieve sudden growth or success

Shia LaBeouf’s career took off with the huge success of Transformers series.

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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)_________. secretary customer Lenovo 2. Kate is from ____

______Company. 3. Leo cannot decide between Yangtian and Kaitian __________________. enterprise desktops

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ScriptW: Good morning, Lenovo Sales Department. This is Kate Zhang speaking. What can I do for you? M: Good morning. I’m Leo Wang from Oriental Import Co. We’re interested in your enterprise desktops. W: We have both Yangtian and Kaitian enterprise desktops. May I know which series do you like better? M: I’m not sure. Could you explain to me in detail the differences between the two? W: No problem.

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