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1、Unit2Sellingiswhatitsallabout,Lessons,TeamProject,Review,AdditionalResources,EXIT,Unit2Sellingiswhatitsallabout,Lesson1Haveyougotwhatittakes?,Lesson2Howdoyoudoit?,Lesson3Saleshaveincreasedby20%,Lesson4Dealingwiththecustomer,Lesson5Dealingwithcomplaints,Lesson6BuyingandsellingontheInternet,EXIT,Unit2
2、Sellingiswhatitsallabout,AdditionalResources,UnitTest,ReadingResources,AdditionalActivities,WritingResources,GrammarResources,EXIT,Inpairsorsmallgroups,discussthesestatements.,a,Sellingisaboutstickingyourfootinthedoorandmakingaspeech.Tobeagoodsalespersonithelpsifyoulikepeople.Itisessentialtolikewhat
3、youaretryingtosell.Sellingisalwaysfun.Asalespersonneedstohavealotofinitiative.,Inyournotebook,makealistofthethingsthatyouthinkmakeagoodsalesperson.Thencompareyourideaswithaclassmates.,b,Lesson1Haveyougotwhatittakes?,Readthetextandevaluateyourpersonalityintermsofthecharacteristicsmentioned.Thencompar
4、eanddiscussyourideasinpairs.,c,AsuitablepersonalityforthejobWeareallamixtureofdifferentcharacteristics.Apersondoesnothavejustonetypeofpersonalityoranother,thoughpeopledoshowatendencytobeonewayratherthantheother.Therearemanywaystoanalyzepersonality.Herewewillconsiderjustfour.Thefirst,TypeApersonality
5、tendstobehighlydrivenandmaybeverycompetitive.TypeAsgenerallyliketogetrecognitionfortheirachievements,theycanbeveryindependent,andtheymayalsobedirectandtothepoint.Theyarelikelytobeveryfocused,persistent,anddecisive.,WhiletheTypeBpersonality,likeA,isquiteextroverted,heorsheisoftenmuchmoresociable,andl
6、ikestopartyandhaveagoodtimeevenwhileworking.TypesCandD,ontheotherhand,haveatendencytobequieterandmoreintroverted.TypeCpeopleusuallypaygreatattentiontodetail,loveaccuracy,andaredependableandloyal,whileTypeDpeoplegenerallyenjoyguidelinesandsticktodeadlinesandschedules.Initsownway,eachpersonalitytypeha
7、scharacteristicsthatarevaluableassetsinasalesperson.,Readthearticleagainandfindexamplesofthefollowingtypesofexpressions.,d,expressionsthatshowatendency:,tendstobe,maybe,showatendency,generallylike,canbe,arelikelytobe,haveatendencytobe,connectorsthatindicatecontrast:,while,though,ontheotherhand,Key,U
8、sethefollowinginformationtomakesentencesabouteachpersonspersonality.UseexpressionsfromExercised.,e,Example:ThoughRobertcansometimesbeaggressive,atothertimeshecanbeverypleasant.,Example,Robertaggressiveattimes/pleasantatothertimes_Chrislikesagoodtimewhileworking/capableofachievingalot_Naomigenerallyv
9、erycompassionate/verydecisiveandpersistent_Markcarelesssometimes/usuallyaccurateandprecise_,ThoughRobertcansometimesbeaggressive,atothertimeshecanbeverypleasant.,ThoughChrisgenerallylikesagoodtimewhileworking,heiscapableofachievingalot.,ThoughMarkhasatendencytobecarelesssometimes,heisusuallyaccurate
10、andprecise.,WhileNaomiisgenerallyverycompassionate,shecanbeverydecisiveandpersistent.,Key,Listentoatalkaboutwhatmakesagoodsalesperson.Numberthepointsintheordertheyarementioned.,f,1.beagoodlistener_2.pickuponapersonspersonalitytraits_3.likepeopleandrecognizetheirneedsandwants_4.createanemotionallinkw
11、iththecustomer_5.sellproductsthatyoulike_6.recognizeindecisivenessandhelpcustomerstomakeadecision_,5,4,2,6,Key,Script,3,1,Lookattheseinformalexpressionsfromthefirstpartofthetalkandrewriteeachoneinmoreformallanguage.,g,1.stickingyourfootinthefrontdoor_2.bullyingyourwayintoahome_3.conningtheperson_4.c
12、oughingupforaproduct_,preventingsomeonefromshuttingthedoor,forcingsomeonetoletyouintotheirhouse,payingunwillinglyforaproduct,deceivingorcheatingtheperson,Key,Studythefollowingphrasalverbsfromthetalkaboutsalespeople.Foreachone,findaone-wordverbwiththesamemeaning.,h,1.turnout_2.pickupon_3.buildon_4.tu
13、neinto_,produce,notice,understand,use,Key,Fromwhatyouhavelearnedsofar,writeashortdescriptionofwhatmakesagoodsalesperson.,i,Speaker:Inthetraditionalapproachtoselling,thesalesmanwassomeonewhodiditbecausehecouldntfindanotherjob.Sellingoftenmeantstickingyourfootinthefrontdoor,bullyingyourwayintoahome,or
14、conningthepersonintocoughingupforaproductthattheymayormaynotneedlikeasetofencyclopediasforthechildren.Thesedaystheimageofthesalespersonhaschangeddrasticallyandalotofpreparationandpsychologyhavegoneintoturningoutagoodsalesperson.Stillitdoeshelpifyouhavecertainpersonalitycharacteristicsbeforeyoustart.Apersonwhosabletoquickl
