Bài giảng unit 6 Buying and Selling cuốn Market Leader

UNIT 6: BUYING AND SELLING

WELCOME


THE MEMBER OF TEAM

 Võ Thị Diễm Hoa
 Võ Thùy Trang
 Phan Thị Hương Giang
 Bùi Thị Mỹ Tiên
 Nguyễn Thị Quỳnh Như


OVERVIEW
Overview

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


VOCABULARY

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
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

dẫn


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

Discount

Free

Period

Join our Dart Car Hire Gold Club today

•
•
•
•
•

Save up to 50% on selected models
price
of two

Three days for the
Free

insurance and unlimited mileage

Extra 10%
For a limited

discount
until
the end of July
only

period

As a Gold Club member, you …

•

get free hire days or airline miles as your reward

Price

Save


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.
F
2.The customer
can get some deals for half price.
→
3.The price is cheaper if the customer is quick.
→
T
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.

T
→
6.Gold club members get their receipt by express post.
→
.Gold club members get their receipt by e-mail.
F

T

F


N
t
is
,l
ow
en
!
UNIT6: BUYING & SELLING


LISTENING
Discuss this question

1. What advice would you give to new sales staff ?

2. What misstakes do salespeople often make ?

LISTENING

B. Listen to the conversation between them Then complete each gap with a
word
She is a management
consultant, Ros Pomeroy.

He is interviewer


LISTENING

•Be (1)…………. patient
relationships
• Take time to build (2)……...........
understand
• 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 whatneed
the customer (7)………want
time(8)............. to.
Customers like to be
wants
listened

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

a)
b)
c)
d)
e)
f)

Asking for a written quotation
Being prepared to walk away from the purchase if you are not happy.
Working out the maximum price you are not happy.
Looking at ways of getting additional extras or discounts.
Contacting several different suppliers.
Doing a lot of preparation.

UNIT 6


a)

Asking for a written quotation.

b)

Being prepared to walk away from the purchase if you are noy

4

6

happy.

c)

Working out the maximum price you are not happy.
2

d)

Looking at ways of getting additional extras or discounts.

e)

Contacting several different suppliers.

f)

Doing a lot of preparation

5

3

1
LOGO

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.


Language focus 2

Some time references refer only to the past.
The special deals ended two months ago.
Last week, we sold 500 units – a record!


The prepositions in, on, from, to, for and during often refer to periods of time in the
past.

in

on

From… to

months

I went on a business trip in August.

years

He moved to Germany in 1999.

dates

The goods left the warehouse on 9

days

The offer finished on Monday.

beginning and end of a

They worked on the sales campaign from February to March.

th

April.

period
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

Christian Sanchez graduated from Tufts University
internship at Merck

2001, with a degree in chemistry. As part of his course, he did an

eight
at/inon/
in 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
in/ on/
on for
th
Stanford University. Following
’
15
for his MBA, he joined the sales team at Johnson and Johnson

for/ during/in
since/ago
ago/ last
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.

During/
For/ On
During

In/InOn/ For

Last/ First/
LastNext


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.

Profile
Born : 27th December,1957
industrial design marketing
Education: Studied
at Linkoping University
Carreer in IKEA
1979
: Worked as carpet salesman, Linkoping store, Sweden
1981

: Became Store Mananger, Sundsvall, Sweden
marketing
manager
1984-1988: Did management jobs
in training and
1988:
Got a job in Belgium as
1991-1995
1995
: Worked as Country Manager, Canada
Southern Europe and North America
: Became Managing Director, Sweden
st
12000-2009:
Sep 2009
Was Regional Manager for
Named CEO


PROFILE

pr
Born: 10th October,1997
Studies:
2003-2008: studied in Nguyen Ba Ngoc primary school
2008-2012: studied in Nguyen Trai secondary school
2012-2015: studied in Le Quy Don gift high school
2015 to now: study in UEH

A . Listen to an advertisement for a new women’s bag and complete the details .

Model : Kachet
Target market : smart,
Material: It’s made of soft
Features: It’s got lots of

women
.

and a special

to keep things safely.
Colours:

,blue and

professional

material
pockets

compartment

Price :
Delivery : within a black

brown

75 euros

week


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.


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

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

PRESENT(verb)
/pri'zent/ trình bày, bày tỏ, đưa ra, ra mắt.

hiện nay, lúc này, bây giờ

PRESENTATION(n) /,prezen'teiʃn/ sự trình
bày, sự trưng bày, sự phô ra.

NP INNOVATIONS

Listen to a conversation between a general manager and Jim, a
buyer at NPI’s main store. Discuss these questions. If necessary, listen
NP Innovations(NPI) is a group of stores in

again.

Seattle, US, selling gifts for the home, office and
travel. At present, the company is looking for an

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?

exciting product to add to its toy or sports goods
sections.