全新版综合教程B3U7.docx

1、全新版综合教程B3U7Unit 7 Making a Living Text A Life of a SalesmanBill, a physically disabled salesman suffers more than is necessary and imaginable for an average person. A detailed routine of a whole days work is dwelled upon here in the article. The day is treacherous, and its just one of the too many d

2、ays for him.Teaching Objectives Students will be able to:1. understand the main idea (Bill Porter the salesman will never give in) and structure of the text (four parts, 2 flashbacks);2. appreciate the characteristics of journalistic writing;3. grasp the key language points and grammatical structure

3、s in the text; 4. conduct a series of reading, listening, speaking and writing activities related to the theme of the unit. Before Reading 1. English Song: She Works Hard For the Money Donna Summer Listen to the Song She Works Hard For the Money Donna SummerListen to the song and fill in the blanks

4、with what you hear. She works hard for the moneyso hard for it honeyshe works hard for the moneyso you better treat her rightShe works hard for the moneyso hard for it honeyshe works hard for the moneyso you better treat her rightOnetta there in the corner stand and wonders where she is and its stra

5、nge to hercome people seem to have everythingNine a.m. on the hour handand shes waiting for the belland shes looking real beautyjust for her clienteleShe works hard for the moneyso hard for it honeyshe works hard for the moneyso you better treat her rightShe works hard for the moneyso hard for it ho

6、neyshe works hard for the moneyso you better treat her right(Refer to page 329) Questions and Answers about the song1) Why does the singer think Ontta should be treated right?Because she thinks that Ontta has worked so hard to make a living. She is so tired and life seems harsh to her.2) Why does On

7、etta think it worthwhile to work hard day after day?Because she thinks that people need her, some people care for her and she keeps her integrity by working hard.3) Would you rather have a low paid job that is interesting or a well paid job that is boring?I would rather have a low paid job that is i

8、nteresting. Because we work not only for money, but also for realizing our own values. Money is not everything. Even we have a well paid job which is boring, we can not feel happy.4) What is the message of the song?The song calls on people to show respect to those who work hard to serve people, no m

9、atter what the job is.2. Sales Promotion Definition Sales promotion is the work of selling a product by all useful methods such as: A) powerful advertising; Advertising is the techniques and practices used to bring products, services, opinions, or causes to public notice for the purpose of persuadin

10、g the public to respond in a certain way towards what is advertised.B) personal persuasion of possible customers by visit, phone or letter;C) exhibitions;D) displays and demonstrations;E) competitions for prizes;F) free samples;G) trading stamps.Four Stages in Promoting a Product (Omit)3. Role Play

11、One student will act as a salesperson. All other students will act as his / her potential customers. He / She will have ten minutes to persuade others to buy his/her goods. One of them can buy from the salesperson. All others must come up with an excuse not to buy. brand name, presentation, labeling

12、, packing, instructions, reliability and after-sales serviceUseful expressions: This is our (model). It costs (price) Its suitable for (purpose) We can deliver (from stock) Its available in (color) and (size) We can offer a discount of (%)4. Warm-up Questions:1) What are the basic qualities of a goo

13、d salesperson? Which is essential? Why? Basic qualities Some salesmen may work hard and even intelligently use their imaginations well, until they met a succession of refusal and turndowns. It is here that the salesman with sand（坚毅） in his soul, stamina（耐力） in his backbone, and courage in his heart,

14、 comes right back and whips the salesman who hasnt these qualities.Courage, physical fitness, imagination, pleasing tone of voice, hard work.2) Do you think it easy for a handicapped person to be a salesperson? Why or why not?Salesmanship: Sales promotion is an element of the marketing process that

15、can close the sale of goods or services to potential customer by providing the incentive to makea positive purchasing decision. Sales promotion, advertising, and salesmanship arethe major techniques used in merchandising products to the public. Salesmanshipoften takes the form of a face-to-face enco

16、unter between the buyer and seller; thepresentation is set up to convince customers that the product on sale is essential totheir satisfaction. The lack of personal feedback between buyer and seller issometimes considered a drawback of the advertising approach. Selling by telephone, although it is s

17、ignificantly less effective than personal selling, is still considered animportant method of merchandising. In the 1980s, a growing promotion techniqueinvolved in-home shopping programs using cable television channels. In recent years with the help of the Internet online shopping is becoming popular

18、.The traveling salesman appeared late in the 19th century both in Europe and in the U.S. The early itinerant peddler carried his goods on his back or on his horse, working his way from a port city through the hinterlands. With the coming of the railroad and the assurance given to sellers by new cred

19、it-reporting systems, salesman with their sample cases moved across the land. Persuasive skill was less important in those days of unsatisfied demand, and orders are readily forthcoming. By 1900, however, with the increasing supply of manufactured goods, buyers became more discriminating in their pu

20、rchases. Greater attention was given to training the sales force and to providing buyer incentives. The growth of industrialization and urban living led to the development of merchandising as a major business endeavor. The use of sales promotion practices experienced steady growth in the 20th centur

21、y.The techniques of sales promotion are used both to motivate salespersons to improve their performance and to induce consumers to purchase goods and services. Although sales promotion works most closely with advertising, it is also related to other elements of marketing; production services, packag

22、ing, price, and distribution. At the manufacturing and wholesale levels of distribution, the methods used to motivate personnel to meet specific goals usually fall into two categories-sales incentive prizes (such as merchandise, travel, or cash awards) and sales contests. Both are based upon the sal

23、esperson reaching an objective above the normal sales quota.Consumer promotions encompass a wide variety of techniques, including sampling of goods or services, store redeemable “money-off” coupons to encourage the trial of products, special price-reduced packages, mail-in premium merchandise offers

24、, cash or coupon refunds by mail, special product packaging, contests, and sweepstakes. During recessionary periods, when the demand for consumer expendable dollars became more completive, there is greater participation in refund, coupon, and premium offers. More than half the households in the U.S.

25、 take advantage of some sales promotion offers each year.Sales promotion, now fully recognized as a vital element in the marketing mix, has become a multibillion-dollar industry. In recent years, sales promotion expenditures have exceeded monies spent on advertising and there are strong indications

26、that this pattern of growth will continue to maintain its economic edge. 111. Global Reading .1.Part Division of the TextPartsLinesTime of the DayBills Activities11- 21early morningPreparation for the days work222-75mid-morningon his way to work376-123daydoor-to-door selling4124-158evening paper wor

27、k2. ScanningScan Text A and put the sentences in a logical order.A. He has his laces tied and his top shirt button buttoned before taking anther bus.B. Its after 7 p.m. that he arrives home after a days hard work.C. Its 5:45 a.m. Bill Porter lingers under the covers and listens to weather broadcasti

28、ng.D. He assembles his weapons before going out.E. The teenagers on the bus remind him of his past.F. Encouraged by his mother, Porter became a salesman who sold household products door-to-door.G. He tries many times. At last, a lady buys a cake of laundry soap from him.1. ( C ) 2. ( D ) 3. ( E ) 4.

29、 ( F ) 5. ( A ) 6. (G ) 7. ( B )3. Further understanding . For Part 1: True or False1） Bill Porter used to listen to the weather broadcasting every morning(T)2） There is something wrong in his left hand. ( F)(The finger on his right hand are so twisted that he can not tie his shoes)3） His dead mothe

30、r never thought he could do anything. ( F)(His dead mother used to encourage him and her challenge echoes in his soul.)4） People didnt believe that he could live independently. That is not the case., however.(T)5） Bill Porter has ever been a soldier fighting in the battlefield. (F)(A crippled body i

31、s one of his enemies, and he must fight alone for his independence and dignity.)For Part 2 Multiple Choice1). The first job for which he applied is to sell _A_.A) brushesB) household productsC) newspapersD) briefcases2) A representative in Watkins offered him a job to sell household products in a qu

32、ite _C section.A) richB) poorC) remoteD) nearby3) For several years, his sales kept the _B_ in Watkins.A) lastB) highestC) lowestD) secondary4 ) His first stop on his way to work that day is _B_.A) a bus stopB) a shoeshine standC) a nearby hotelD) a houseFor Part 3 Blank Filling Supply the missing inform