商务职场英语_Unit_2

Unit2Sellingiswhatit’sallaboutLessonsTeamProjectReviewAdditionalResourcesEXITUnit2Sellingiswhatit’sallaboutLesson1Haveyougotwhatittakes?Lesson2Howdoyoudoit?Lesson3Saleshaveincreasedby20%Lesson4DealingwiththecustomerLesson5DealingwithcomplaintsLesson6BuyingandsellingontheInternetEXITUnit2Sellingiswhatit'sallaboutAdditionalResourcesUnitTestReadingResourcesAdditionalActivitiesWritingResourcesGrammarResourcesEXITInpairsorsmallgroups,discussthesestatements.a1.Sellingisaboutstickingyourfootinthedoorandmakingaspeech.2.Tobeagoodsalespersonithelpsifyoulikepeople.3.Itisessentialtolikewhatyouaretryingtosell.4.Sellingisalwaysfun.5.Asalespersonneedstohavealotofinitiative.Inyournotebook,makealistofthethingsthatyouthinkmakeagoodsalesperson.Thencompareyourideaswithaclassmate’s.bLesson1Haveyougotwhatittakes?Readthetextandevaluateyourpersonalityintermsofthecharacteristicsmentioned.Thencompareanddiscussyourideasinpairs.cAsuitablepersonalityforthejobWeareallamixtureofdifferentcharacteristics.Apersondoesnothavejustonetypeofpersonalityoranother,thoughpeopledoshowatendencytobeonewayratherthantheother.Therearemanywaystoanalyzepersonality.Herewewillconsiderjustfour.Thefirst,TypeApersonalitytendstobehighlydrivenandmaybeverycompetitive.TypeAsgenerallyliketogetrecognitionfortheirachievements,theycanbeveryindependent,andtheymayalsobedirectandtothepoint.Theyarelikelytobeveryfocused,persistent,anddecisive.WhiletheTypeBpersonality,likeA,isquiteextroverted,heorsheisoftenmuchmoresociable,andlikestopartyandhaveagoodtimeevenwhileworking.TypesCandD,ontheotherhand,haveatendencytobequieterandmoreintroverted.TypeCpeopleusuallypaygreatattentiontodetail,loveaccuracy,andaredependableandloyal,whileTypeDpeoplegenerallyenjoyguidelinesandsticktodeadlinesandschedules.Initsownway,eachpersonalitytypehascharacteristicsthatarevaluableassetsinasalesperson.Readthearticleagainandfindexamplesofthefollowingtypesofexpressions.dexpressionsthatshowatendency:tendstobe,maybe,showatendency,generallylike,canbe,arelikelytobe,haveatendencytobeconnectorsthatindicatecontrast:while,though,ontheotherhandKeyUsethefollowinginformationtomakesentencesabouteachperson’spersonality.UseexpressionsfromExercised.eExample:ThoughRobertcansometimesbeaggressive,atothertimeshecanbeverypleasant.Robertaggressiveattimes/pleasantatothertimes________________________________________________________________________________________________________________________Chrislikesagoodtimewhileworking/capableofachievingalot________________________________________________________________________________________________________________________Naomigenerallyverycompassionate/verydecisiveandpersistent________________________________________________________________________________________________________________________Markcarelesssometimes/usuallyaccurateandprecise________________________________________________________________________________________________________________________ThoughRobertcansometimesbeaggressive,atothertimeshecanbeverypleasant.ThoughChrisgenerallylikesagoodtimewhileworking,heiscapableofachievingalot.ThoughMarkhasatendencytobecarelesssometimes,heisusuallyaccurateandprecise.WhileNaomiisgenerallyverycompassionate,shecanbeverydecisiveandpersistent.KeyListentoatalkaboutwhatmakesagoodsalesperson.Numberthepointsintheordertheyarementioned.f1.beagoodlistener_________2.pickuponaperson’spersonalitytraits_________3.likepeopleandrecognizetheirneedsandwants_________4.createanemotionallinkwiththecustomer_________5.sellproductsthatyoulike_________6.recognizeindecisivenessandhelpcustomerstomakeadecision_________5426KeyScript31Lookattheseinformalexpressionsfromthefirstpartofthetalkandrewriteeachoneinmoreformallanguage.g1.stickingyourfootinthefrontdoor_____________________________________________2.bullyingyourwayintoahome_____________________________________________3.conningtheperson_____________________________________________4.coughingupforaproduct_____________________________________________preventingsomeonefromshuttingthedoorforcingsomeonetoletyouintotheirhousepayingunwillinglyforaproductdeceivingorcheatingthepersonKeyStudythefollowingphrasalverbsfromthetalkaboutsalespeople.Foreachone,findaone-wordverbwiththesamemeaning.h1.turnout_________________2.pickupon_________________3.buildon_________________4.tuneinto_________________producenoticeunderstanduseKeyFromwhatyouhavelearnedsofar,writeashortdescriptionofwhatmakesagoodsalesperson.iSpeaker:Inthetraditionalapproachtoselling,thesalesmanwassomeonewhodiditbecausehecouldn’tfindanotherjob.Sellingoftenmeantstickingyourfootinthefrontdoor,bullyingyourwayintoahome,orconningthepersonintocoughingupforaproductthattheymayormaynotneedlikeasetofencyclopediasforthechildren.Thesedaystheimageofthesalespersonhaschangeddrasticallyandalotofpreparationandpsychologyhavegoneintoturningoutagoodsalesperson.Stillitdoeshelpifyouhavecertainpersonalitycharacteristicsbeforeyoustart.Apersonwho’sabletoquicklypickuponthepersonalitytraitsofanotherandbuildonthisinsighttocreateanemotionall