全新版综合教程B3U7.docx

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