Part II Listening and Speaking
A Warming Up
Look at the pictures and work in pairs to discuss the following questions.
1. What can you see in Picture A? What are they doing?
2. What is the relationship between the two people in Picture B? What are they celebrating?
B Vocabulary and Sentences
I Listen to the following words and phrases and write down the Chinese meanings.
II Listen and complete the sentences with the right words.
1. We want to use_____________________________ (telephone, television) advertisements.
2. What_____________________________ (form, from) of entry should we use to get into the USA market?
3. The market_____________________________ (situation, condition) is not known to us.
4. Television advertisements are the most_____________________________ (expensive, extensive).
5. What ideas do you have for the_____________________________ (selling, sales) of our products?
6. We should emphasise on the____________________________ (quantity, quality) when making advertisements.
7. We have received many_____________________________ (orders, operas) recently.
8. A lot of people wouldn’t accept market____________________________ (surveys, searches) on the telephone.
9. We are_____________________________ (pointing, aiming) at the18-25 group.
10. Have you reached last month’s sales_____________________________ (objective, target)?
III Listen to the dialogues and choose the sentences you hear.
1. — What is the size of our market share in Asia?
—_________
A. The market situation is not known to us.
B. The market situation is already known to us.
2. —_________
— We can adopt direct marketing.
A. What opinions do you have for selling our products?
B. What ideas do you have for the sales of our products?
3. —_________
— But it will help make our products well-known and build strong brand positions.
A. Television advertisements are very expensive.
B. Television advertisements are the most expensive.
4. —_________
— That shows the marketing strategy is a great success!
A. We have received many orders recently.
B. We have brought in many orders recently.
5. — Did you get a good response from the telephone survey?
—_________
A. A lot of people wouldn’t accept market surveys on the telephone.
B. A lot of people would reject market surveys on the telephone.
6. —_________
— Yes. Quality is the focus of the ad campaign.
A. We should focus on the quantity when making advertisements.
B. We should emphasise on the quality when making advertisements.
7. —_________
— No. The eye drops were only sold 15 units last month.
A. Have you achieved last week’s sales target?
B. Have you reached last month’s sales target?
8. —_________
— I think a joint venture would be the best choice.
A. What form of entry should we use to get into the USA market?
B. What form of entry should we take to enter into the USA market?
9. — Who is our target customer?
—_________
A. We are aiming at the 18-25 group.
B. We are aiming at the 25-50 group.
10. — What forms of advertising media do you plan to use?
—_________
A. We want to use network advertisements.
B. We want to use television advertisements.
C Process Viewing
Video Episode 1
The sales manager Jack is talking with his assistant John about the marketing survey.
I Watch the video episode and decide whether the following statements are true (T) or false (F).
_____1. European market has the highest current demand.
_____2. North American market has great potential for growth.
_____3. John fully understands their market situation in Asia.
II Watch the video episode again and choose the sentences you hear.
_____1. A. Did you get the marketing survey results?
B. Did you get the marketing research results?
_____2. A. I heard that Africa is booming now.
B. I heard that Asia is booming now.
Words and Expressions
Video Episode 2
John and his colleague Bonny are having a lively discussion.
I Watch the video episode and choose the missing words according to what you hear.
1. We still need to make some more group______________________ (determination, decisions).
2. Management says we are______________________ (aiming, pointing) at the 18-25 group.
II Watch the video episode again and choose the correct answers.
1. John and Bonny are talking about the______________________ .
A. marketing survey B. marketing strategies
C. promotion plans D. marketing process
2.______________________ is/are their target market.
A. Infants B. Teenagers C. The 18-25 group D. Women
3.______________________ advertisements are the most expensive.
A. Television B. Newspaper C. Magazine D. Network
Words and Expressions
Video Episode 3
John and Jack are going over the promotion plans.
I Watch the video episode and choose the possible sentences which have the same meanings as the sentences you hear.
_____1. I think we’ve finally worked the kinks out.
A. I think we’ve finally worked the kinks off.
B. I think we’ve finally solved the little things.
_____2. Let’s go over our promotion plans again.
A. Let’s check our promotion plans again.
B. Let’s make our promotion plans again.
II Watch the video episode again and answer the following questions.
1. When is their new product due for release?
2. How many major retailers are running demonstrations at most of their branches?
3. Where have they taken out full-page ads?
Words and Expressions
Challenge yourself. Work in pairs to dub for Jack and John in Video Episode 1. Pay attention to your intonation and pronunciation.
D Situational Viewing
Video Episode 4
Tom is a new salesman, and his colleague Jimmy is talking with him about the actual sales status.
I Watch the video episode and decide whether the following statements are true (T) or false (F).
II Watch again and rearrange the following sentences in sequence of happening.
( ) Jimmy makes suggestions to Tom about the high price of goods.
( ) Jimmy, who has seven years of sales experience, is willing to give Tom some help.
( ) Tom fails to meet this month’s sales target because of the improper approach.
Words and Expressions
Video Episode 5
Tom is recommending products to Alex, who is a drugstore manager.
I Watch the video episode and choose the correct answers.
1. Tom is recommending___________________ to Alex.
A. eye drops
B. glasses
C. nutrition products
D. Chinese herbs
2. There are___________________ more drug companies out there.
A. 700 B. 500
C. 800 D. 300
3. How many products does Alex want?_________
A. 58 units. B. 45 units.
C. 76 units. D. 68 units.
II Watch again and decide whether the following statements are true (T) or false (F).
_____1. Their first-class after-sales service makes Tom’s products special.
_____2. Tom won’t give a discount if Alex orders more.
Words and Expressions
Video Episode 6
Tom is talking about renewing agency agreement with his supplier,Mr. Brown.
I Watch the video episode and choose the correct answers.
1. Tom wants to renew the agency agreement for another .
A. two years B. three months
C. three years D. five weeks
2. Chinese herbs were sold around pieces there last year.
A. 120 B. 12,000
C. 1,200 D. 120,000
3. Mr. Brown suggests the annual quantity for the new agreement should be .
A. 15,000 pieces B. 14,000 pieces
C. 12,000 pieces D. 16,000 pieces
II Watch the video episode again and answer the following questions.
1. How did Tom’s company promote the supplier’s products?
2. If you were Mr. Brown, would you like to extend the agency agreement with Tom? Why or why not?
Words and Expressions
Work in pairs to make up a dialogue with your partner according to the following situation.
Suppose you are Amy, a sales trainee, and you want to recommend your new product to Alex, who is a purchasing manager.