Unit 7

1. Unit 7 The Life of a Salesman

2. Week 14 I. A Talk about Being a Salesperson • How do salesmen promote their products? • What are the basic qualities of a good salesperson? Which is essential? Why? • Do you think it easy for a handicapped person to be a salesperson? Why or why not? • What are some stages in promoting a product: (Hints: What is the final purpose of your promotion? Steps of changing window shopping into real purchase) 5. …

3. Prepare for Week 15 • What do you think of women’s position at present? • Do you think that women are the weaker sex? • Have you experienced a crisis? • When faced with a crisis, what should we do? • What are people’s common reactions to a crisis? • What are some of the effective ways to deal with a crisis? • …

4. What is sales promotion?

5. What is sales promotion?

6. Listen and Complete advertising persuasion phone letter visit exhibitions Sales promotion is the work of selling a product by all useful methods such as : powerful __________ personal ___________ of possible customers by ______, ______ or ______ __________ displays and _____________ competitions for _____ free _______ trading stamps demonstration prices samples

7. Listen and Complete Sales promotion is the work of selling a product by all useful methods such as : powerful advertising personal persuasion of possible customers by visit, phone or letter Exhibitions displays and demonstrations competitions for prices free samples trading stamps

8. Four Stages in Promoting a Product attention • Attract the ___________ of potential customers. • Arouse___________ in the product. • Create a ________ for its benefits. • Encourage customers to take _________ action. interest desire prompt • Hints: • What is the final purpose of your promotion? • Steps of changing window shopping into real purchase. I see. I come. I conquer.

9. Four Stages in Promoting a Product • Attract the attention of potential customers. • Arouse interest in the product. • Create a desire for its benefits. • Encourage customers to take prompt action.

10. Role Play 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. Useful Expressions: This is our (model). It costs (price). It’s suitable for (purpose). We can deliver (from stock). It’s available in (color) and (size). We can offer a discount of (%). Points to cover: brand name, presentation, labeling, packaging, instruction, reliability, and after-sales service

11. On Sale

12. Warm-up Questions: 1. What are the basic qualities of a good salesperson? Which is essential? Why? 2. Do you think it is easy for a handicapped person to be a salesperson? Why or why not? --- courage, physical fitness, patience, honesty, imagination, pleasing tone of voice, hard work, etc.

13. Part Division • Part 1 (Lines 1 --- 21) • Part 2 (Lines 22 --- 75) • Part 3 (Lines 76 --- 123) • Part 4(Lines 124 --- 158) Time of the Day: … Bill’s activities: …

14. Part Division Part 1 (Lines 1 --- 21) • Time of the Day: • Bill’s activities: early morning preparation for the day’s work

15. Part Division Part 2 (Lines 2 --- 75) • Time of the Day: • Bill’s activities: mid-morning on his way to work

16. Part Division Part 3 (Lines 76 --- 123) • Time of the Day: • Bill’s activities: day door-to-door selling

17. Part Division Part 4 (Lines 124 --- 158) • Time of the Day: • Bill’s activities: evening paper work

18. Scanning • He has his laces tied and his top shirt button buttoned before taking another bus. • It’s after 7 p.m. that he arrives home after a day’s hard work. • It’s 5:45 a.m. Bill Porter lingers under the covers and listens to the weather broadcast. • He assembles his weapons before going out. • The teenagers on the bus remind him of his past. • Encouraged by his mother, Porter became a salesman who sold household products door-to-door. • He tries many times. At last, a lady buys a cake of laundry soap from him. KEY: C D E F A G B

19. True or False • Bill Porter used to listen to the weather broadcast every morning. • There is something wrong with his left hand. • His dead mother never thought he could do anything. • People didn’t believe that he could live independently. That is not the case, however. • Bill porter has ever been a soldier fighting in the battlefield.

20. Questions 1. What is the first job he applied for? 2. A representative in Watkins offered him a job to sell household products. Where did he sell the products? 3. How was his performance in Watkins? 4. What is his first stop on his way to work that day?

21. Blank Filling It is a _____ day. Bill Porter stops at the first house. He _____ the bell. A woman comes to the door and _____ him by an _____. The person in the second house even doesn’t give him a chance to _____. For ninety minutes, Porter hasn’t made a _____, but he doesn’t _____. At last a woman is _____ to buy a _____ of soap from him.

22. Blank Filling It is a windy and rainy day. Bill Porter stops at the first house. He rings the bell. A woman comes to the door and refuses him by an excuse . The person in the second house even doesn’t give him a chance to speak. For ninety minutes, Porter hasn’t made a sale, but he doesn’t give up. At last a woman is persuaded to buy a cake of soap from him.

23. Discuss • Why did he have to sell his house? • What is Bill’s home like? What kind of life does he live? • Does Bill feel sorry for himself? Why or why not?

24. Sentences • Some days, he feels like surrendering. (L. 5) Paraphrase: --- Sometimes, he wants to give up.

25. Sentences 2. So, too, do the voices of those who believed him stupid, incapable of living independently. (L. 6) Paraphrase: --- The voices of those who thought he was stupid, unable to live by himself also ring in his mind.

26. 3. His mother explained how the delivery had been difficult, how the doctor had used an instrument that crushed a section of his brain and caused cerebral palsy, a disorder of the nervous system that affects his speech, hands and walk. （L. 32） Question: What is cerebral palsy? --- It isa disorder of the nervous system.

27. 4. It took Porter four falsestarts before he found the courage to ring the first doorbell. （L．54） Questions: 1. What is a false start? ---It is “an unsuccessful attempt to begin a process or event”. 2. What causes a false start? --- A lack of confidence, a competition, etc. 3. What is the implied meaning of the sentence? --- It means “Porter had a very difficult beginning”.

28. Paraphrase: --- His head often aches. 5. Headaches are constant visitors. (L. 65)

29. 6. He puts on his glasses, removes his brochures and begins his sales talk, showing the woman pictures and describing each product. (L. 107) What can be inferred from this description? --- proficient retail salesman --- his deformity --- very fluently --- his eagerness

30. 7. Porter stops. He smells blood. He quickly remembers her last order. (L. 120) Questions: 1. Who shows interest in blood? 2. What kind of rhetorical device is used here? 3. What impression about Porter can you get from this sentence? --- Beasts like tigers, lions, wolves, etc. --- The rhetorical device used here is called metaphor. --- He is skillful, sensitive.

31. 8. The new owners, familiar with his situation, froze his rent and agreed to let him live there until he dies. (L. 140) What does it mean by “froze his rent”? --- The owner agreed not to increase his rent.

32. 1. linger --- spend a long time doing sth., to continue to do something for longer than is usual or desirable Example: My daughter used to _____ long over her meal.

33. 2. dignity --- your sense of your own value or importance, the quality of being worthy of honor or respect Example: She lost her home and all her money, but she never lost her _____.

34. 3. crippled --- unable to walk properly because the legs are damaged or injured caused to become unable to move or walk properly Example: A bird hit a wing of the plane and the pilot skillfully guided the _____ plane back to the airport.

35. 4. betray --- to be disloyal to someone to be disloyal to your country, company etc, to show feelings that you are trying to hide be disloyal or unfaithful to Example: His face _____ nothing; we can’t tell how he is feeling.

36. 5. gain on --- to gradually get closer to a person, car etc. that you are chasing come closer to (esp. a rival or sth. pursued) Example: In the blink of an eye, the missile _____ the U-2 and brought it down to the ground.

37. 6. tremble --- to shake slightly in a way that you cannot control, especially because you are upset or frightened shake from cold, fear, weakness, etc. Example: The wooden house is at its old age and it _____ as the train went by.

38. 7. kick up --- to complain loudly about something (cause to) rise Example: I know he didn’t want to go but he shouldn’t have _____ a fuss about it.

39. 8. tilt --- to move a part of your body, especially your head or chin, upwards or to the side (cause to ) move into a sloping position Example: The boat hit the reef (暗礁), instantly _____, filled and sank.

40. 9. delivery --- the process of giving birth to a child // the process of birth the act of bringing goods, letters etc. to a particular person or place, or the things that are brought, etc. Example: Women who do manual work have easy _____.

41. 10. transfer --- to move from one place, school, job etc. to another, or to make someone do this, especially within the same organization Example: If you want to get to another station, take Line 2 and _____ at the Central Park to Line 1.

42. 11. apply for --- make a formal request for Example: I had _____ for five jobs before I was offered this one.

43. 12. representative --- someone who has been chosen to speak, vote, or make decisions for someone else Example: They are _____ of various departments of science and art.

44. 13. pledge --- to make a formal, usually public, promise that you will do something Example: We have received _____ of help from various organizations.

45. 14. strain --- to injure a muscle or part of your body; to try very hard to do something Example: You'll _____ your eyes if you read in dim light.

46. 15. drop … off --- to take someone or something to a place by car and leave them there on your way to another place Example: You can _____ at the entrance of the park.

47. 16. register --- to put someone's or something's name on an official list Example: The professor’s name didn’t _____ with the student; it seemed strange to them.

48. 17. profitable --- producing a profit or a useful result Example: I didn’t find the talk very _____. On the contrary, I thought it was nonsense.

49. 18. be laid up --- have to stay in bed because of an illness or an injury Example: The football player had to be _____ with a twisted knee.

50. 19. go off --- if a machine or piece of equipment goes off, it stops working (of electric power, a light, etc. ) stop functioning or operating Example: I didn’t sleep well last night as all the heating _____.