Bài giảng unit 6 Buying and Selling cuốn Market Leader

Bài giảng unit 6: Buying and Selling trong giáo trình cuốn Market Leader 3rd Edition Elementary. Overview Vocabulary Choosing a service A. Use words from the box to complete the Dart leaflet below B. Decide whether these sentences about the Dart leaflet are true or False 1. There is no extra a cost for insurance. C. Rewrite the false statements in Exercise B to make them true

UNIT 6: BUYING AND

SELLING

WELCOME

1 VOCABULARY 2: Choosing a service

2 LISTENING: How to sell

3 LANGUAGE FOCUS 2: Past time

references

4 SKILL: Describing a product

5 CASE STUDY: NPI

Overview

Discount /ˈdɪskɑʊnt/ (n) Tiền bớt, lãi xuất chiết khấu

Insurance /in'ʃuərəns/ (n) Sự bảo hiểm

Extra /'ekstrə/ (adj) Thêm

Quotation /kwou'teiʃn/ (n) Bản dự kê giá; Sự trích dẫn

Purchase /'pə:t∫əs/ (n) Sự mua

Supplier /sə´plaiə(r)/ (n) Người cung cấp

Warehouse /'weəhaus/ (n) Kho hàng

Internship /'ɪntɜ:nʃɪp/ (n) Cương vị giáo sinh, sv thực tập

Analyst /ˈænlɪst/ (n) Người phân tích

Join /ʤɔin/( v) Tham gia, gia nhập

Innovation /inə´veiʃən/ (n)Sự đổi mới

Mention /'menʃn/ (v) Đề cập

A Use words from the box to complete the Dart leaflet below

Discount Free Period Price Save

Join our Dart Car Hire Gold Club today

• Save up to 50% on selected models

• Three days for the of two

• insurance and unlimited mileage

• Extra 10% until the end of

July

• For a limited only

As a Gold Club member, you …

• get free hire days or airline miles as your reward

• can uses our express service, available

at all international airports in the country

• don’t wait for a piece of paper when you return car – we e-mail you a detailed receipt.

price Free

discount period

B & C Decide whether these sentences about the Dart lesflet are true (T) or false (F) Rewrite the false

statementsto make them true

Ex: 1.There is an extra cost for insurance.

→ .There is no extra cost for insurance.

2.The customer can get some deals for half price.

→

3.The price is cheaper if the customer is quick.

→

4.The offer is for the whole year.

→ The offer is for a limited period only.

5.Gold club members have a choice of reward.

→

6.Gold club members get their receipt by express post.

→ Gold club members get their receipt by e-mail.

UNIT6: BUYING & SELLING

N ow

,

lis

te

n !

LISTENING Discuss this question

1 What advice would you give to new sales staff ?

2 What misstakes do salespeople often make ?

He is interviewer

She is a

management consultant, Ros

Pomeroy.

B Listen to the conversation between them

Then complete each gap with a word

•Be ( 1 )………….

• Take time to build ( 2 )……

• Make sure you fully ( 3 )……… the product or sevice you are selling.

• Do not try to sell something to a custommer that they

do not actually ( 4 )…….…or ( 5 ) ………….

• Take ( 6 )…… to understand what the customer ( 7 )

time

listened understand

a) Asking for a written quotation

b) Being prepared to walk away from the purchase if

you are not happy.

c) Working out the maximum price you are not happy.

d) Looking at ways of getting additional extras or

discounts.

e) Contacting several different suppliers.

f) Doing a lot of preparation.

UNIT 6

Listen to Ros talking about what being a successsful buyer involves Number her points in the order in which she mentions them

a) Asking for a written quotation.

b) Being prepared to walk away from

the purchase if you are noy happy.

c) Working out the maximum price you

are not happy.

d) Looking at ways of getting additional

D+E Listen to the third part of the

interview in pairs and take notes about the best thing Ros bought Retell her story

to each other.

The best thing that Ros ever bought was house

At first, the seller was asking her for a high price

But over a period of 18 months, with a lot of diffirent

negotiations and her patience on her part, she bought the house

at a lower price than had originally been asked.

Some time references refer only to the past.

The special deals ended two months ago.

Last week, we sold 500 units – a record!

Language focus 2

The prepositions in , on , from , to , for and during

often refer to periods of time in the past.

From…

to beginning and end of a period They worked on the sales campaign from February to March for a period of time He lived in France for five years.

during at some point

in a period During October, we reached our sales target for the year.

A Under line the correct words to complete

this article

C hristian Sanchez graduated

from Tufts University

2001, with a degree in

chemistry As part of his course,

he did an internship at Merck

eight months

After his degree, Merck offered

him a permanent job as a

chemical analyst at the

company’s research centre in

New Jersey He worked there

in/from/for 2001 to 2003

his time at

Merck, Christian realised he

wanted to change career, so he

decided to do an MBA

May 2004, he started a two-

year MBA at Stanford University

Following his MBA, he joined the

sales team at Johnson and

Johnson ’

15th September 2006 Two

years , he

became the Regional Sales

manager for the Americas

month, he

accepted an exciting new job as

Country Manager in Argentina.

at/ on/

in

on for/

during/in for

Next Last

industrial design marketing

: Became Store Mananger, Sundsvall, Sweden

1984-1988: Did management jobs in training and

1988: Got a job in Belgium as

: Worked as Country Manager, Canada

: Became Managing Director, Sweden

2000-2009: Was Regional Manager for

Named CEO

B Mikael Ohlsson is the CEO of furniture retailer IKEA Liste an

to an interview about his career and complete the missing

information in these notes.

1979

ng 1991-

1995

manage r

to keep things safely.

Colours : ,blue and

NP Innovations(NPI) is a group of stores in

Seattle, US, selling gifts for the home, office

and travel At present , the company is

looking for an exciting product to add to its

toy or sports goods sections.

NP INNOVATIONS

PRESENT(noun-adj) /ˈprez.ənt/ hiện tại,

hiện giờ, hiện nay, lúc này, bây giờ

PRESENT(verb) /pri'zent/ trình bày, bày tỏ,

đưa ra, ra mắt.

PRESENTATION(n) /,prezen'teiʃn/

sự trình bày, sự trưng bày, sự phô ra.

PRESENT

(noun-adj) /ˈprez.ənt/

hiện tại, hiện giờ, hiện

nay, lúc này, bây giờ

NP INNOVATIONS

NP Innovations(NPI) is a

group of stores in Seattle,

US, selling gifts for the

home, office and travel At

present , the company is

looking for an exciting

product to add to its toy or

sports goods sections.

Listen to a conversation between a general manager and Jim, a buyer at NPI’s main store Discuss these questions If

necessary, listen again.

1 Why was the electronic tennis game

so successful?

2 What products does Jim mention?

3 What are Jim’s reason for suggesting

each product?

GM: Let’s talk about new products, Jim Do you remember last year we bought that electronic tennis game from Sportsline? It was a great product, it brought a lot of people into our stores.

J: Yeah, It was one of our best buys I seem to remember our sales increased a lot after it went on sale in November

GM: Mmm, I want to do the same thing this November Buy a really exciting products, advertise it on television and get plenty of customers into our stores

J: Good idea Are you thinking of a new sport game?

GM: Well, maybe, but any toy that’s exciting and will get people into our stores Something we can sell at

a high price and make a good profit on Any ideas?

J: Mmm, OK, if it’s a new sports product- How about skateboards? Skateboarding’s very popular with young people, and the marker’s growing fast They’ll pay a lot of for skateboard that’s bit different

GM: Yeah, good idea OK, What about other new toys? Something big and expensive Maybe something children can try out when they visit our stores

J: Mmm, there are a lot of toys to choose from There’s a new robot coming on the market soon I saw it at

a toy fair and liked it Another company had a space toy on show There was a lot of interest in it, too Both products might be good ones for us They’re radio -controlled Children love radio-controlled toys, you can charge a high price for them

GM: OK Jim, let’s find out more about the products, then we can discuss which one to order We don’t have enough cash to buy all of them, so we’ll have to make a choice

3 In groups, discuss the products Decide which one the

company should buy for its stores, with your reason

4 Present your group’s decision to the rest of class Give

reasons for your choice

NP INNOVATIONS

PRODUCT INFORMATION

Product name RC1 spaceship Mememe Inside track

Product

descrition A radio-controlled spaceship, made of plastic

and streel; goes backwards and forwards; can turn 360 degrees

A small battery-operated robot; made of plastic and rubber; wears big rubber boots; talks in a funny voice; always about itself;

based on a character in a

TV programme

A two-wheel skateboard; very fast, doesn’t make much

noise best-selling skateboard

in China and Brazil

Price $40 $30 $60

Target market Children aged 3+ Children aged 5+ Skateboarders aged 15+

Colours Blue and green Red and yellow Eight bright colours

Selling points Press a button and front

rises; hand control easy to use

Can sing five songs; goes fact backwards Skateboards have colourful designs by a famous artist;

Jeff Rollins; skateboard champion, advertises the product

Discounts 5% for new customer, 3%

for early payment 6% for new customers. 15% for orders over 3000 items

NP INNOVATIONS

Writing.

You work in the buying department of NPI Write

an e-mail to the manufacturer of one of the products

Ask them to send you a catalogue, price list and

sample of the product you are interested in Find out

also about their delivery date if you place an order.

• Greeting (Chào hỏi)

• Opening comment (Câu chào hỏi ban đầu)

• Introduction (Giới thiệu)

• Main point (Nội dung chính)

• Concluding sentence (Kết thúc email)

• Signing off(kí tên)

• Greeting (Chào hỏi)

• Opening comment (Câu chào hỏi ban đầu)

• Introduction (Giới thiệu)

• Main point (Nội dung chính)

• Concluding sentence (Kết thúc email)

• Signing off(kí tên)

• How are you?

How are things?

• I hope you are doing well

• I hope you have a nice weekend

• I wonder if you could …

• Could you please …?

• Could you tell me something about

…?

• I would particularly like to know …

• I would be interested in having

more details about …

• Could you please help me

…… ,please?

• I would like to ask your help …

Main point

• I would be grateful if …

• I wonder if you could …

• Could you please …?

• Could you tell me something about

…?

• I would particularly like to know …

• I would be interested in having

more details about …

• Could you please help me

…… ,please?

• I would like to ask your help …

Concluding sentence

• Let me know if you need anymore information

• Please get back to me as soon as possible

• I look forward to hearing from you soon.

• Feel free to contact me if you need further information

• I would be grateful if you could attend to this matter as soon as possible.

• If you would like any further information, please don’t

hesitate to contact me

• I look forward to………

• Please respond at your earliest convenience

• Nếu bạn bắt đầu bằng Dear Mr, Dear Mrs, Dear Miss, hay Dear Ms, bạn nên kết thúc thư bằng cụm sau: Yours

sincerely, Yours faithfully, (kính thư)

Concluding sentence

• Let me know if you need anymore information

• Please get back to me as soon as possible

• I look forward to hearing from you soon.

• Feel free to contact me if you need further information

• I would be grateful if you could attend to this matter as soon as possible.

• If you would like any further information, please don’t

hesitate to contact me

• I look forward to………

• Please respond at your earliest convenience

• Nếu bạn bắt đầu bằng Dear Mr, Dear Mrs, Dear Miss, hay Dear Ms, bạn nên kết thúc thư bằng cụm sau: Yours

sincerely, Yours faithfully, (kính thư)

Signning off

• Best,

• Best wishes,

• Regards,

• Take care,

• Bye,+(họ) tên người gửi

Signning off

• Best,

• Best wishes,

• Regards,

• Take care,

• Bye,

+(họ) tên người gửi

By the way, I want to place an order, I would be grateful if   you send me the delivery date.

I look forward to hearing from you.

Best regards

Peter

NP INNOVATIONS

PLAY GAME

1 The seller asks the for a deposit.

2 We placed an order with CyberBox and got a great _ on their LS200

computer.

3 It doesn’t cost extra for insurance It’s

4 We are not happy with the _we received We want to return

them.

5 Let’s contact two or three sellers, so we can _ prices.

6 We can play over a period of time at no extra cost The company offers

interest – free _

7 Internet shopping is the future Place your orders from our _

catalogue !

Complete the sentences, then the puzzle, and find something buyers often look for

A _ is something you buy for less than the usual price BARGAIN

Next

The seller asks the for a deposit.

We are not happy with the _we received We want to return them We can play over a period of time at no extra cost The company offers interest – free Let’s contact two or three sellers, so we can _ prices.

Thank You!