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1、有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Approaching WorkplaceWorkplace CommunicationMini Text TextGrammar ReviewApplied WritingSyndicate Activities有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文
2、化氛围，依赖既开放又相互信任的合作环境。Task 1Discuss the following diagrams with your neighbor and tell how sales happen in each channel. Approaching WorkplaceBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。BackThe manufacturer sells its products to wholesalers, and then the wholesalers rese
3、ll 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.有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互
4、信任的合作环境。Work in pairs and answer the following questions.1. As a consumer, whom do you usually buy goods from?2. Can you find out the differences between the three distribution channels?Task 2I usually buy goods from the retailer.Distribution Channel 1: The manufacturer sells its products directly t
5、o consumers.Distribution Channel 2: The manufacturer 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 pr
6、oducts to consumers.Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。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 2I guess the retailer purchases goods from the
7、 manufacturer and then sells them to the consumers.I think the wholesaler purchases goods from the producer and then resells them to the retailer.BackI may choose the third channel because it can save time and labor.有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Workplace Com
8、municationBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。 You will hear five statements. Listen to them carefully and match each statement with the corresponding picture.Statements 1 2 3 4 5PicturesbadceBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任
9、的合作环境。 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 directly. a. Right. b. Wrong. c. Not mentioned.2. A
10、s a modern wholesaler, Metro serves about one million retailers around the world. a. Right. b. Wrong. c. Not mentioned.Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。3. Unilever sells its products directly to consumers. a. Right. b. Wrong. c. Not mentioned.4. Most of cons
11、umers 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有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信
12、任的合作环境。Use the Right WordChoose the right phrase from the box and complete the following flow charts.BackSelling Activitiesdistribute to sell to resell to purchase from buy fromdistributes tosells toresells to有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Use the Right WordCh
13、oose the right phrase from the box and complete the following flow charts.Backdistribute to sell to resell to purchase from buy frombuy frompurchases fromBuying Activitiespurchases from有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。1. Wal-Mart is an American retailer, selling
14、 goods to consumers directly.2. As a modern wholesaler, Sams Club serves about one million retailers around the world.3. Unilever 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 inter
15、national retailing chain store, serving 24 hours a day. Scripts Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Listening InSituation: Tom and Mary are employees from a famous smart phone manufacturer. They are talking about the distribution channels.Listen to the model di
16、alogue and fill in the blanks with what you hear.Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Model DialogueMary: Tom, could you tell me what _ are used more often nowadays?Tom: I think, mainly two channels. One is that the manufacturer _ consumers through retailers; th
17、e 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 large amount of time and labor. Meanwhile, the wholesaler can _ and administration cost
18、s 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 channelssells goods tosave storage costsretail channelwholesale channelBack有利于学习和创新的组织管理机制，
19、创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。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, but do NOT look at the model dialogue. Speaking O
20、utScripts Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Mary: Tom, could you tell me what distribution channels are used more often nowadays?Tom: I think, mainly two channels. One is that the manu
21、facturer sells goods to 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 wholesale channel?Tom: You know, with the wholesaler, the manufacturer can save a large amount of t
22、ime and labor. Meanwhile, the wholesaler can 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.Scri
23、pts Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Listen to 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 InBack有利于学习和创新的组织管理机
24、制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。8500 Wal-MartstoresretailerwholesalerretailersBackdirectly to consumers有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Listen to the dialogue again and check your answers. Then role-play it with your partner by using the
25、 above Mind Map.Speaking OutScripts Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Mark: Hi, Jenny, could you tell me whats the difference between Wal-Mart and Sams Club?Jenny: Wellactually, Wal-Mart and Sams Club belong to the same company Wal-Mart Stores Inc. Wal-Mart i
26、s 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-Mart sells goods directly to consumers. Mark: Got it! Which has more chain stores
27、, 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有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Task 1Read the following Mini Text and find the word or expression that ma
28、tches the context meaning given.a) _ : to take part in a particular activityb) _ : a connection made between two or more thingsc) _ : to look after someoned) _ : a shop, business, or an organizatione) _ : a person or company that does business for another person or companyf) _ : a person or company
29、that buys things from producers and sells them to customers at a profit be engaged in linkageattend establishmentagent middlemanMini TextBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Wholesaler and Retailer A wholesaler is a type of middlemen between the producers and re
30、tailers. 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
31、 consumers. 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 p
32、ersonally. Retailing establishment is an old age business and is found in every area of the country.1Back2Word TipsNotes有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Backmiddleman 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consump
33、tion n. 消费attend v. 照顾；关注industrial consumer 行业消费户professional user 专业用户manufacturer agent 厂家代理商merchant wholesaler 商业批发商有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。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
34、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批发商和零售商批发商和零售商有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Work with your partner and answer the following questions according to the Mini Text.Task 2Pai
35、r Work1. What is the wholesalers role between producers and retailers? 2. Whom do wholesalers sell goods to?Middleman.Wholesalers sell goods to the retailers, industrial consumers and professional users.Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Pair Work3. How many t
36、ypes 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 types of wholesalers like manufacturer agents and merchant wholesalers.Retail trade is engaged in selling goods for personal consumption.B
37、ecause retailers attend customers or consumers personally.Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Reading TextReady to Go!Comprehension Task 1Task 2TranslationTask 1Task 2Vocabulary Task 1Task 2TextBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互
38、信任的合作环境。New Wordsconsumern.消费者，用户Manufacturern.制造商，厂商distributev.分送，配送wholesalern.批发商retailern.零售商resellv.转售，再销售situatev.使位于resortn.度假地；游览胜地obtainv.获得occupyv.占用；占有warehousen.仓库，货仓cash-and-carryn.（可以进行低价大宗购物的）现付自运商店criticismn.批评，批判；指责time-consumingadj.耗时的；花费大量时间的channelv.输送；传送administrationn.管理；经营red
39、uctionn.减少，缩小；降低有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。general store杂货店place ones order下订单，订货come in for遭到（批评等）result from源于；因而发生in terms of就而言；在方面 Phrases and Expressions有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Ready to go!Distribution C
40、hannelsI. 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 with _ ; B. to visit wholesale warehouses and buy goods in the way of cash-and-carry. Skim the text for the key
41、 points and fill in the outline with necessary information. retailerswholesalers sales repsReading TextBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。Ready to go!III. Wholesalers Role: a middleman between _ ; Criticism (Disadvantage): _ ; Advantages: 1. to save time and l
42、abor 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 retailersThey increase costs of goodsmanufacturersReading TextBack有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围
43、，依赖既开放又相互信任的合作环境。 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 retailers. Retailers sel
44、l 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 this means that he obtai
45、ns few of his goods direct from the manufacturer.12Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。 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 “middle
46、man”. Roy deals with wholesalers 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 w
47、ill sell well and then place 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.
48、 In fact, they play an important part in the process of goods distribution.34Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。 Retailers may wish to order goods from large numbers of manufacturers and this would surely be very time-consuming. By channeling orders through a
49、wholesaler, the retailer needs to contact only one source for most of 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 p
50、resence of a wholesaler, and how a wholesaler helps manufacturers save transport and administrative costs. 5MMRRRMMRRRWholesalerM Manufacturers R Retailers Back有利于学习和创新的组织管理机制，创造充满活力的创新激励机制，以市场为导向，以顾客价值追求为中心的企业文化氛围，依赖既开放又相互信任的合作环境。 6 As mentioned above, Roy does not stock large quantities of any one