《新境界职业英语综合教程精华版uni2课件.ppt》由会员分享，可在线阅读，更多相关《新境界职业英语综合教程精华版uni2课件.ppt（86页珍藏版）》请在三一文库上搜索。
1、新境界职业英语综合教程精华版uni2,1,新境界职业英语综合教程精华版uni2,2,新境界职业英语综合教程精华版uni2,3,Task 1,Discuss the following diagrams with your neighbor and tell how sales happen in each channel.,Approaching Workplace,Back,新境界职业英语综合教程精华版uni2,4,Back,The manufacturer sells its products to wholesalers, and then the wholesalers resell
2、the products to retailers, finally the retailers sells the products to consumers.,The manufacturer sells its products retailers, and then the retailers resell them to consumers.,The manufacturer sells its products directly to consumers.,新境界职业英语综合教程精华版uni2,5,Work in pairs and answer the following que
3、stions.,1. As a consumer, whom do you usually buy goods from? 2. Can you find out the differences between the three distribution channels?,Task 2,I usually buy goods from the retailer.,Distribution Channel 1: The manufacturer sells its products directly to consumers. Distribution Channel 2: The manu
4、facturer sells its products retailers, and then the retailers resell them to consumers. Distribution Channel 3: The manufacturer sells its products to wholesalers, and then the wholesalers resell the products to retailers, finally the retailers sells the products to consumers.,Back,新境界职业英语综合教程精华版uni
5、2,6,3. How does the retailer operate as you know? 4. How does the wholesaler operate? 5. If you were the manufacturer, which channel would you like to use? Why?,Task 2,I guess the retailer purchases goods from the manufacturer and then sells them to the consumers.,I think the wholesaler purchases go
6、ods from the producer and then resells them to the retailer.,Back,I may choose the third channel because it can save time and labor.,新境界职业英语综合教程精华版uni2,7,Workplace Communication,Back,新境界职业英语综合教程精华版uni2,8,You will hear five statements. Listen to them carefully and match each statement with the corres
7、ponding picture.,b,a,d,c,e,Back,新境界职业英语综合教程精华版uni2,9,Listen to the statements again and decide whether these sentences are “Right” or “Wrong”. If there is not enough information to choose “Right” or “Wrong”, choose “Not mentioned”.,1. Wal-Mart is an American retailer, selling goods to consumers dire
8、ctly. a. Right. b. Wrong. c. Not mentioned. 2. As a modern wholesaler, Metro serves about one million retailers around the world. a. Right. b. Wrong. c. Not mentioned.,Back,新境界职业英语综合教程精华版uni2,10,3. Unilever sells its products directly to consumers. a. Right. b. Wrong. c. Not mentioned. 4. Most of co
9、nsumers buy their daily necessities from retailers such as Carrefour. a. Right.b. Wrong. c. Not mentioned. 5. 7-Eleven is an international retailing chain store, serving 24 hours on weekdays. a. Right.b. Wrong.c. Not mentioned.,Scripts,Back,新境界职业英语综合教程精华版uni2,11,Use the Right Word,Choose the right p
10、hrase from the box and complete the following flow charts.,Back,Selling Activities,distribute to sell to resell to purchase from buy from,distributes to,sells to,resells to,新境界职业英语综合教程精华版uni2,12,Use the Right Word,Choose the right phrase from the box and complete the following flow charts.,Back,dist
11、ribute to sell to resell to purchase from buy from,buy from,purchases from,Buying Activities,purchases from,新境界职业英语综合教程精华版uni2,13,1. Wal-Mart is an American retailer, selling goods to consumers directly. 2. As a modern wholesaler, Sams Club serves about one million retailers around the world. 3. Uni
12、lever sells its products to consumers through wholesalers and retailers. 4. Most of consumers buy their daily necessities from retailers such as Carrefour. 5.7-Eleven is an international retailing chain store, serving 24 hours a day.,Scripts,Back,新境界职业英语综合教程精华版uni2,14,Listening In,Situation: Tom and
13、 Mary are employees from a famous smart phone manufacturer. They are talking about the distribution channels.,Listen to the model dialogue and fill in the blanks with what you hear.,Back,新境界职业英语综合教程精华版uni2,15,Model Dialogue,Mary: Tom, could you tell me what _ are used more often nowadays? Tom: I thi
14、nk, mainly two channels. One is that the manufacturer _ consumers through retailers; the other is that goods are sold through wholesalers to retailers, and then the retailers resell them to consumers. Mary: What is the benefit of the _? Tom: You know, with the wholesaler, the manufacturer can save a
15、 large amount of time and labor. Meanwhile, the wholesaler can _ and administration costs for the manufacturer. Mary: Yes. Then what channels do we use? Tom: We use both of them. 65% of our products are sold through the _ and 35% through the wholesale channel. Mary: Understood. Thanks.,distribution
16、channels,sells goods to,save storage costs,retail channel,wholesale channel,Back,新境界职业英语综合教程精华版uni2,16,Listen to the model dialogue again and check your answers. Then practice the dialogue and try to role-play it with your partner. When you role-play it, you are expected to use the Mind Map below, b
17、ut do NOT look at the model dialogue.,Speaking Out,Scripts,Back,新境界职业英语综合教程精华版uni2,17,Back,新境界职业英语综合教程精华版uni2,18,Mary: Tom, could you tell me what distribution channels are used more often nowadays? Tom: I think, mainly two channels. One is that the manufacturer sells goods to consumers through reta
18、ilers; the other is that goods are sold through wholesalers to retailers, and then the retailers resell them to consumers. Mary: What is the benefit of the wholesale channel? Tom: You know, with the wholesaler, the manufacturer can save a large amount of time and labor. Meanwhile, the wholesaler can
19、 save storage costs and administration costs for the manufacturer. Mary: Yes. Then what channels do we use? Tom: We use both of them. 65% of our products are sold through the retail channel and 35% through the wholesale channel. Mary: Understood. Thanks.,Scripts,Back,新境界职业英语综合教程精华版uni2,19,Listen to
20、the dialogue and fill in the missing information on the following Mind Map.,Situation: Jenny is an employee in Wal-Mart. She is talking with her friend Mark about Wal-Mart and Sams.,Listening In,Back,新境界职业英语综合教程精华版uni2,20,8500 Wal-Mart stores,retailer,wholesaler,retailers,Back,directly to consumers,
21、新境界职业英语综合教程精华版uni2,21,Listen to the dialogue again and check your answers. Then role-play it with your partner by using the above Mind Map.,Speaking Out,Scripts,Back,新境界职业英语综合教程精华版uni2,22,Mark: Hi, Jenny, could you tell me whats the difference between Wal-Mart and Sams Club? Jenny: Wellactually, Wal
22、-Mart and Sams Club belong to the same company Wal-Mart Stores Inc. Wal-Mart is a big retailer, while Sams is a wholesaler. Mark: Then whats the difference of their customers? Jenny: You know, as Sams Club is the wholesaler, it sells goods to retailers, mainly small stores, while as a retailer Wal-M
23、art sells goods directly to consumers. Mark: Got it! Which has more chain stores, Sams or Wal-Mart? Jenny: Of course, Wal-Mart has more chain stores. There are over 8500 Wal-Mart stores in the world. Mark: Wow, thats amazing!,Scripts,Back,新境界职业英语综合教程精华版uni2,23,Task 1,Read the following Mini Text and
24、 find the word or expression that matches the context meaning given.,a) _ : to take part in a particular activity b) _ : a connection made between two or more things c) _ : to look after someone d) _ : a shop, business, or an organization e) _ : a person or company that does business for another per
25、son or company f) _ : a person or company that buys things from producers and sells them to customers at a profit,be engaged in,linkage,attend,establishment,agent,middleman,Mini Text,Back,新境界职业英语综合教程精华版uni2,24,Wholesaler and Retailer,A wholesaler is a type of middlemen between the producers and reta
26、ilers. They generally sell goods to the retailers, industrial consumers and professional users. There are two types of wholesalers like manufacturer agents and merchant wholesalers. The manufacturer agents and merchant wholesalers sell goods in small quantities to the retailers who serve the final c
27、onsumers. A retailer is the last linkage in the channel of distribution between the producers and the consumers. The establishment engaged in selling goods for personal consumption is known as retail trade. The retailers have close contact with the customers or consumers because they attend them per
28、sonally. Retailing establishment is an old age business and is found in every area of the country.,1,Back,2,Word Tips,Notes,新境界职业英语综合教程精华版uni2,25,Back,middleman n. 中间商，中间人 agent n. 代理商，代理人 linkage n. 联系；关联 establishment n. 机构；企业 (be) engaged in 从事；忙于 consumption n. 消费 attend v. 照顾；关注,Word Tips,Notes
29、,industrial consumer 行业消费户 professional user 专业用户 manufacturer agent 厂家代理商 merchant wholesaler 商业批发商,新境界职业英语综合教程精华版uni2,26,Translation of Mini Text,批发商是一种生产商和零售商之间的中间商。他们通常出售商品给零售商、行业消费户和专业用户。有两种类型的批发商，如厂家代理商和商业批发商，他们小批量出售商品给零售商，而零售商为最终的消费者服务。 零售商是生产者和消费者之间在分销渠道上最后一个环节。从事销售商品供个人消费的企业称为零售业。零售商与顾客/消费者
30、有密切的接触，他们亲自照料顾客/消费者。零售业是一项历史悠久的业务，在国家的每一个地区都能找到。,Back,批发商和零售商,新境界职业英语综合教程精华版uni2,27,Work with your partner and answer the following questions according to the Mini Text.,Task 2,Pair Work,1. What is the wholesalers role between producers and retailers? 2. Whom do wholesalers sell goods to?,Middleman.
31、,Wholesalers sell goods to the retailers, industrial consumers and professional users.,Back,新境界职业英语综合教程精华版uni2,28,Pair Work,3. How many types of wholesalers? What are they? 4. What is retail trade engaged in? 5. Why do the retailers have close contact with the customers or consumers?,There are two t
32、ypes of wholesalers like manufacturer agents and merchant wholesalers.,Retail trade is engaged in selling goods for personal consumption.,Because retailers attend customers or consumers personally.,Back,新境界职业英语综合教程精华版uni2,29,Reading Text,Ready to Go!,Task 2,Task 2,Task 2,Text,Back,新境界职业英语综合教程精华版uni2
33、,30,New Words,新境界职业英语综合教程精华版uni2,31,Phrases and Expressions,新境界职业英语综合教程精华版uni2,32,Ready to go!,Distribution Channels,I. Two ways for a manufacturer to distribute goods: A. directly to the final consumer; B. through wholesalers or _ . II. Roys ways of dealing with wholesalers: A. to place his orders
34、with _ ; B. to visit wholesale warehouses and buy goods in the way of cash-and-carry.,Skim the text for the key points and fill in the outline with necessary information.,retailers,wholesalers sales reps,Reading Text,Back,新境界职业英语综合教程精华版uni2,33,Ready to go!,III. Wholesalers Role: a middleman between
35、_ ; Criticism (Disadvantage): _ ; Advantages: 1. to save time and labor for retailers; 2. to save transport costs and administration costs for _ _ ; 3. to save warehouse rent and labor costs both for manufacturers and retailers.,manufacturers and retailers,They increase costs of goods,manufacturers,
36、Reading Text,Back,新境界职业英语综合教程精华版uni2,34,Distribution Channels,Goods reach the consumer by a number of routes. A manufacturer can distribute the goods to the final consumers directly, or through wholesalers, or retailers. Wholesalers purchase goods from manufacturers and then resell them, often to re
37、tailers. Retailers sell goods to the final consumers. Roy Goldman owns a general store situated in a busy holiday resort in the South of England. As a retailer, Roy sells a wide range of goods. Although the shop is a very busy one, Roy does not stock large quantities of any one type of goods, and th
38、is means that he obtains few of his goods direct from the manufacturer.,1,2,Back,新境界职业英语综合教程精华版uni2,35,In fact, most of Roys orders are placed with wholesalers. The wholesaler occupies a place between the manufacturer and retailer and is therefore sometimes known as a “middleman”. Roy deals with who
39、lesalers in a number of different ways; in some cases, particularly for tobacco, cigarettes, sweets and chocolate, he places his orders with wholesalers sales reps who visit his shop from time to time. For other goods he will visit wholesale warehouses, select what he feels will sell well and then p
40、lace orders. As the term “cash-and-carry” suggests, he pays for the goods and takes them away on the same day. Wholesalers have come in for criticism because some argue that they increase costs of goods since they occupy a stage in the process of goods reaching the consumers. In fact, they play an i
41、mportant part in the process of goods distribution.,3,4,Back,新境界职业英语综合教程精华版uni2,36,Retailers may wish to order goods from large numbers of manufacturers and this would surely be very time-consuming. By channeling orders through a wholesaler, the retailer needs to contact only one source for most of
42、his goods. On the other hand, by selling a lot of goods to one source, the manufacturer can save transport costs and administration costs. The following figure shows the reduction in the number of contacts which results from the presence of a wholesaler, and how a wholesaler helps manufacturers save
43、 transport and administrative costs.,5,M,M,R,R,R,M,M,R,R,R,Wholesaler,M Manufacturers R Retailers,Back,新境界职业英语综合教程精华版uni2,37,6,As mentioned above, Roy does not stock large quantities of any one type of goods and often goes to the wholesale warehouses for his goods, and this means the wholesaler will
44、 often store his goods in warehouses. These are expensive in terms of rent and labor and these costs are also saved by the retailer and manufacturer.,The wholesaler provides one link in the chain of goods distribution. As we have seen, the wholesaler performs important functions for both manufacture
45、rs and retailers. He is paid for these services, though these payments add to costs.,7,Back,新境界职业英语综合教程精华版uni2,38,1. (Para. 2) Roy Goldman owns a general store situated in a busy holiday resort in the South of England. situate: v. to put something in a particular place 使位于 e.g. The house is situated
46、 on a small hill. 那座房子座落在一座小山上。 We situated ourselves in the seats nearest the exit. 我们坐在离出口最近的位置。 Structure Analysis: “situated in” is a past participle phrase used as attributive, modifying general store. Translation: 罗伊戈德曼拥有一家杂货铺，位于英格兰南部一个繁忙的度假胜地。,Back,(The end),新境界职业英语综合教程精华版uni2,39,2. (Para. 2)
47、 As a retailer, Roy sells a wide range of goods. a wide range of: a wide variety of 范围广泛的，各式各样的 e.g. The hotel offers its guests a wide variety of amusements. 这个旅馆为住客提供了各种各样的娱乐活动。 Translation: 作为零售商，罗伊销售的货物种类很多。,Back,(The end),新境界职业英语综合教程精华版uni2,40,3. (Para. 2) Roy does not stock large quantities of
48、 any one type of goods and this means that he obtains few of his goods direct from the manufacturer. a large quantity of: 大量的 e.g. The factory turns out a large quantity of paper products. 这家工厂生产大量的纸制品。 direct: adv. in a way that involves only the two people or things mentioned, with no one or nothing else coming in between 直接地 e.g. It costs less if you buy it direct from the manufacturer. 从生产商处直接进货的花费会少一些。,(To be continued),Back,新境界职业英语综合教