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Unit 7

Unit 7. Making a Living. Text A Life of a Salesman. Text A: Life of a Salesman. Life of a Salesman.

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Unit 7

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  1. Unit 7 Making a Living Text A Life of a Salesman

  2. Text A: Life of a Salesman Life of a Salesman Betrayed by a crippled body that leaves him in continual pain, betrayed by a changing world that no longer needs him, Bill Porter each day trudges his door-to-door sales territory, set on making his way in the world Sunday, November 19, 1995 The portrait of Bill Porter

  3. Text A: Life of a Salesman About the Author Tom Hallman Jr. is a senior reporter specializing in features at The Oregonian俄勒岡人報. He joined the paper in 1980 and covered the police beat for a decade, longer than any reporter since the 1950s. While covering cops, Hallman began writing feature stories -- at first off the beat, then the stories of everyday people. He was a Pulitzer Prize finalist in beat reporting in 1995 and in feature writing in 1999. He has won the Ernie Pyle Award艾琳新闻奖for human-interest writing, the ASNE美国报纸编辑协会 Distinguished Writing Award for nondeadline writing (twice), the feature-writing award from the Society of Professional Journalists and the Livingston Award利文斯顿奖 for Young Journalists.

  4. Text A: Life of a Salesman Discussion • What criterion is a must for a salesman? • Do you think you can be a salesman?

  5. Text A: Life of a Salesman Role play – Classroom salesman • There are Seven groups in our class; • Each group should have one salesperson, others act as the potential customers; • Only 3 customers of each group can buy from the salesperson. All others must come up with an excuse not to buy; • Sum up the quality of a salesperson

  6. 一、自信——营销员必备的心理素质“不是由于有些事情难以做到，我们才失去了自信；而是因为我们失一、自信——营销员必备的心理素质“不是由于有些事情难以做到，我们才失去了自信；而是因为我们失 去了自信，所以有些事情才显得难以做到。” • 二、注重礼节 留神忌讳是营销员必修课“信誉不只是一种美德，也是一种能力。” • 三、约见客户的技巧 “成功有方法；失败有原因。” • 四、预先调查客户不打无准备之战 “没有差异就没有战略；没有信息就没有决策。” • 五、营销不等于推销 • 六、如何选择最佳访问时机 • 七、营销演进的三个阶段:营销演进三阶段的新旧观念对比如下表所示： 以前——1、推销员面向本企业产品 2、试图去创造用户需求 3、进行销售宣传（让用户听推销员说） 4、操纵性销售技巧 5、目标：立即销售 6、销售完后即消失 7、单独的工作并很少关心用户的实际问题 8、使用新技术或了解它对用户的帮助 现在—— 1、营销员面向用户 2、应该去实现用户需求 3、聆听用户要求并与他们交流（让营销员听用户说） 4、帮助和服务性营销技巧 5、目标：建立长期关系 6、良好的售后服务以保证用户的满意度 7、经常以专家小组的形式工作 8、使用最新的通信技术和计算机来服务于用户 • 八、拒绝是接纳的开始 “成大事者，必须心灵似上帝，行动如乞丐。” • 九、访问客户前须检查必要的准备工作 • 十、如何锁定目标客户 • 十一、以好朋友的心态约见客户

  7. Text A: Life of a Salesman Seven Tips Selling in China • Know the market. • Use Hong Kong as your base to enter China. • Learn about Chinese culture. • Take care of the people who make introductions. • Slow your pace. • Be courteous. • Create desirability.

  8. BILL PORTER’S SELLING LIFE GO

  9. Text A: Life of a Salesman Text Structure Scan the text to see how many parts it has? Part I: 5:45am Part II: 7:45am Part III: since 5:45 Part VI: after 7 pm A book about Bill Porter

  10. Text A: Life of a Salesman Structure

  11. Text A: Life of a Salesman Language Study

  12. Text A: Life of a Salesman 1. Linger • 1) v. 磨蹭 • My daughter used to linger long over her meal. • There will be no time to linger – the press conference will begin in a few minutes.

  13. Text A: Life of a Salesman • 2) 留恋徘徊 • It is a dreary little town where few people would choose to linger. • He was still lingering around the stadium long after the game was over.

  14. Text A: Life of a Salesman 2. Scar • 1) n. 伤疤 • It’s easy to recognize the little boy because he has a scar on his left arm. • The witness told the police that the criminal had a scar on his forehead.

  15. Text A: Life of a Salesman • 2) v. 给…留下伤痕 • scar – scarred - scarred • The burns were so severe that he will be scarred for life. • Her face was scarred by smallpox.

  16. 3. So, too, do the voices of those who… • The voices of those who … also echo in his soul.

  17. Text A: Life of a Salesman 4. Dignity • 尊严； 高尚 • A physician shall be dedicated to providing competent medical service with compassion and respect for human dignity. • Some think that cloned human beings will be deprived of freedom or dignity or personal identity. • A man’s dignity depends upon his character.

  18. Text A: Life of a Salesman 5. Cripple • 1) 使跛 • At the beginning of the year 2004 crippled children were on state lists to receive care. • Peter’s father was crippled by a stroke.

  19. Text A: Life of a Salesman • 2) 使受伤致残; 严重削弱 • Shootings and robberies of tourists over the past several years had crippled the tourist industry in Miami. • The terrorists’ attack has not crippled the US economy.

  20. Text A: Life of a Salesman 6. Betray • v. 背叛；出卖 • According to the Gospels of Matthew and Mark, greed made Judas betray Jesus. • He was accused of betraying his country during the war. • It turned out that he was an informer, and, betrayed the plan to the Germans.

  21. Text A: Life of a Salesman 7. Gain on • 逼近 • Hurry up – they are gaining on us! • She was gaining on her opponents throughout the race, but only overtook them at the very end.

  22. Text A: Life of a Salesman 8. Tremble • 颤抖 • Her hands grew very cold and trembled so that she could hardly hold the flag. • Madison was extremely pale and trembled excessively as he began his inaugural address. • His voice trembled with rage.

  23. Text A: Life of a Salesman 9. Kick up • 踢起, 扬起 • The horses kicked up a cloud of dust. • The boys kicked up the leaves that lay thick upon the ground with the coming of autumn.

  24. Text A: Life of a Salesman 10. Tilt • 1) v. (使) 倾斜 • The pilot can tilt the helicopter forward, backward, or to either side. • In the northern hemisphere, the sun climbs high in the sky and the days are long in summer, when the northern end of the earth’s axis(地球旋转轴) is tilted toward the sun.

  25. Text A: Life of a Salesman • 2) n. 倾斜 • The Leaning Tower of Pisa is renowned for its marked tilt. • The amount of daylight in a day varies throughout the year, based on the tilt of Earth’s axis.

  26. Text A: Life of a Salesman 11. Lean • 1) v. (使)倾斜；屈身 • lean – leaned – leaned / • lean – leant – leant • He leaned his bike against the wall. • She leaned over the bridge to look at the boats passing beneath it.

  27. Text A: Life of a Salesman • 2) a. 收益少的；瘦的 • The company has apparently recovered from several lean years. • The recession and lean state budgets continued to trouble school officials. • We like to eat very lean and tender meat. • Exercise: P237 No.3 4)

  28. Text A: Life of a Salesman 12. Delivery • 1) 分娩 • Women who do manual work have easy deliveries. • In the end, it was an easy delivery: a fine baby boy.

  29. Text A: Life of a Salesman • 2) 投递 • Federal Express Corporation provide rapid delivery of packages, letters, and other shipments within the United States and worldwide. • Most newspapers offer home delivery.

  30. Text A: Life of a Salesman 13. Section • 部分 • This article consists of ten major sections. • Newspapers typically have sections for local news, sports, arts and entertainment, business, and classified advertising.

  31. Text A: Life of a Salesman 14. Disorder • n. （机能）失调；混乱 • Severe vitamin and mineral deficiencies can lead to mental disorders. • Acupuncture is an ancient Chinese practice that treats disorders by inserting needles under the skin. • The school authorities took immediate action to stop campus violence and disorder.

  32. Text A: Life of a Salesman 15. Transfer • v. 调动；转移　 • transfer sth./sb. (from…to) • Transferring Peter from Tokyo to the Boston office was a smart idea. • Power was transferred from the President to the Vice President while the President received medical treatment.

  33. Text A: Life of a Salesman • Commercial airports are designed to transfer passengers and freight to and from aircraft. • He was transferred from Crystal Palace to Arsenal for ￡2.5 million. • Exercise: P237 No.3 3)

  34. Text A: Life of a Salesman 16. Limitation • 缺陷，局限 • Electric cars could travel only a short distance before they needed recharging, due to the limitations of battery technology. • Acupuncture is good for some medical conditions but it has its limitations. • As a student he recognized his limitations, but did little to improve himself.

  35. Text A: Life of a Salesman 17. Apply for • 申请 • I applied for five jobs before I was offered this one. • According to the school regulations students will have to apply for permission to study abroad.

  36. Text A: Life of a Salesman • 1) apply to A for sth. • 向A(某人/单位)申请某物 • apply to the consul for a visa • 向领事申请签证 • 2) apply to 适用于… • apply a theory to practice • 把理论应用于实践 • apply a plaster to a wound • 给伤口贴上膏药 • 3) apply one's mind to 专心于...

  37. Text A: Life of a Salesman 18. Representative • n. 代表 • Egypt, Israel, and the representatives of the Palestinian people will participate in negotiations on the resolution of the Palestinian problem. • Representatives from more than 170 nations converged on Paris for the Earth Summit.

  38. Text A: Life of a Salesman 19. Literature • 1) 宣传资料 • My friend is sending me literature from two other companies that provide a similar service. • There is quite a lot of literature available on the history of computers.

  39. Text A: Life of a Salesman • 2) 文献；文学作品 • Many readers consider the novel the most flexible type of literature. • The graduate school offers master’s or doctoral degree programs for advanced study in such liberal arts and science fields as history, chemistry, physics, and literature.

  40. Text A: Life of a Salesman • liberal a. 自由的 • liberty n. 自由 • liberate v. 解放, 释放 • literature n. 文献，文学 • literal a. 文字的；照字面上的

  41. Text A: Life of a Salesman 20. Pledge • n. 保证，许诺 • They made a pledge to accomplish the task. • The boy made a pledge to get straight A’s at the end of the semester.

  42. Text A: Life of a Salesman • v. • Member nations of the UN pledge to settle their disputes peacefully and to refrain from using force. • They have pledged not to dump hazardous wastes into the river.

  43. Text A: Life of a Salesman 21. Retail • n. 零售 • Wal-Mart is a company that operates a variety of retail chain stores. • Department stores refer to large retail stores selling many different kinds of merchandise arranged in separate departments.

  44. Text A: Life of a Salesman 22. Transit • n. 通行，过境；公共交通运输系统 • Our fleet made the transit through the Panama Canal without any difficulty. • The president wants to improve the nation’s highways and mass transit systems.

  45. Text A: Life of a Salesman • trans- 表示“变化；移动；传输” • transfer / transform / transport / translate

  46. Text A: Life of a Salesman 22. Strain • v. 损伤；使劳损 • Swimming does not strain joints and connective tissue as much as many other forms of exercise. • He strained his back when he removed the piano with his friends.

  47. n. 重负，压力 • followed by “on” • Some young white collar workers are complaining about their job strain. • She has been under terrible strain since her company was bankrupted. • The vast expansion in college education is putting an enormous strain on the system. • Exercise: P237 No.3 2)

  48. Text A: Life of a Salesman Useless • 无用的，无效的 • Preventing the country from purchasing oil crippled its army and made its navy and air force completely useless. • Overpopulation and overcropping are turning approximately 14 million acres a year of formerly fertile land into barren and economically useless wasteland.

  49. Text A: Life of a Salesman 25. Limb • 肢；腿；臂；树枝 • The small size and weight of dogs’ feet and limbs require less energy to move. • No attempt should be made to move broken limbs until medical help arrives. • The flag was hanging from the limb of a big tree.

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