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1、Unit 7 Making a Living Text A Life of a Salesman Text B Bricklays Boy实用文档实用文档Part I ObjectivesPart I ObjectivesPart II The AuthorPart II The AuthorPart III Cultural Notes Part III Cultural Notes Part IV Text OrganizationPart IV Text OrganizationPart V Language StudyPart V Language StudyPart VI Writi
2、ng CharacteristicsPart VI Writing CharacteristicsPart VII ActivitiesPart VII ActivitiesPart VIII After-text Exercises Part VIII After-text Exercises Part IX Writing StrategyPart IX Writing StrategyTeaching Outline实用文档实用文档 Students will be able to:Students will be able to:1.understand 1.understand th
3、e the main main idea idea(Bill Bill Porter Porter the the salesman salesman will will never never give give in)in)and and structure structure of of the text(4 parts,2 flashbacks);the text(4 parts,2 flashbacks);2.appreciate 2.appreciate the the characteristics characteristics of of journalistic writi
4、ng;journalistic writing;3.grasp 3.grasp the the key key language language points points and and grammatical structures in the text;grammatical structures in the text;4.conduct 4.conduct a a series series of of reading,reading,listening,listening,speaking,speaking,and and writing writing activities a
5、ctivities related related to to the theme of the unitthe theme of the unitPart I Objectives实用文档实用文档Part II The AuthorTomTom Hallman Hallman Jr.Jr.is is a a senior senior reporter reporter specializing specializing in in features features at at The The Oregonian.Oregonian.He He joined joined the the
6、paper paper in in 1980 1980 and and covered covered the the police police beat beat for for a a decade,decade,longer longer than than any any reporter reporter since since the the 1950s.1950s.While While covering covering cops,cops,Hallman Hallman began began writing writing feature feature stories
7、stories-at at first first off off the the beat,beat,then then the the stories stories of of everyday everyday people.people.He He was was a a Pulitzer Pulitzer Prize Prize finalist finalist in in beat beat reporting reporting in in 1995 1995 and and in in feature feature writing writing in in 1999.1
8、999.He He has has won won the the Ernie Ernie Pyle Pyle Award Award for for human-human-interest interest writing,writing,the the ASNE ASNE Distinguished Distinguished Writing Writing Award Award for for nondeadline nondeadline writing writing(twice),(twice),the the feature-feature-writing writing a
9、ward award from from the the Society Society of of Professional Professional Journalists Journalists and and the the Livingston Livingston Award Award for for Young Young Journalists.Journalists.实用文档实用文档Life of a Salesman Betrayed by a crippled body Betrayed by a crippled body that leaves him in con
10、tinual that leaves him in continual pain,betrayed by a changing pain,betrayed by a changing world that no longer needs world that no longer needs him,him,Bill PorterBill Porter each day each day trudges his door-to-door trudges his door-to-door sales territory,set on making sales territory,set on ma
11、king his way in the worldhis way in the world Sunday,November 19,Sunday,November 19,19951995The portrait of Bill Porter实用文档实用文档 Part III Cultural Notes Salesmanship:Salesmanship:Sales Sales promotion promotion is is an an element element of of the the marketing marketing process process that that ca
12、n can close close the the sale sale of of goods goods or or services services to to a a potential potential customer customer by by providing providing the the incentive incentive to to make make a a positive positive purchasing purchasing decision.decision.Sales Sales promotion,promotion,advertisin
13、g,advertising,and and salesmanship salesmanship are are the the major major techniques techniques used used in in merchandising merchandising products products to to the the public.public.Salesmanship Salesmanship often often takes takes the the form form of of a a face-to-face face-to-face encounte
14、r encounter between between the the buyer buyer and and seller;seller;the the presentation presentation is is set set up up to to convince convince customers customers that that the the product product on on sale sale is is essential essential to to their their satisfaction.satisfaction.The The lack
15、 lack of of personal personal feedback feedback between between buyer buyer and and seller seller is is sometimes sometimes considered considered a a drawback drawback of of the the advertising advertising approach.approach.Selling Selling by by telephone,telephone,although although it it is is sign
16、ificantly significantly less less effective effective than than personal personal selling,selling,is is still still considered considered an an important important method method of of merchandising.merchandising.In In the the 1980s,1980s,a a growing growing promotional promotional technique techniqu
17、e involved involved in-home in-home shopping shopping programs programs using using cable cable television television channels.channels.In In recent recent yearsyears with with the the help help of of the Internet online shopping is becoming popular.the Internet online shopping is becoming popular.实
18、用文档实用文档 The The traveling traveling salesman salesman appeared appeared late late in in the the 19th 19th century century both both in in Europe Europe and and in in the the U.S.U.S.The The early early itinerant itinerant peddler peddler carded carded his his goods goods on on his his back back or o
19、r on on his his horse,horse,working working his his way way from from a a port port city city through through the the hinterlands.hinterlands.With With the the coming coming of of the the railroad railroad and and the the assurance assurance given given to to sellers sellers by by new new credit-rep
20、orting credit-reporting systems,systems,salesmen salesmen with with their their sample sample cases cases moved moved across across the the land.land.Persuasive Persuasive skill skill was was less less important important in in those those days days of of unsatisfied unsatisfied demand,demand,and an
21、d orders orders were were readily readily forthcoming.forthcoming.By By 1900,1900,however,however,with with the the increasing increasing supply supply of of manufactured manufactured goods,goods,buyers buyers became became more more discriminating discriminating in in their their purchases.purchase
22、s.Greater Greater attention attention was was given given to to training training the the sales sales force force and and to to providing providing buyer buyer incentives.incentives.The The growth growth of of industrialization industrialization and and urban urban living living led led to to the th
23、e development development of of merchandising merchandising as as a a major major business business endeavor.endeavor.The The use use of of sales sales promotion promotion practices experienced steady growth in the 20th century.practices experienced steady growth in the 20th century.实用文档实用文档 The The
24、 techniques techniques of of sales sales promotion promotion are are used used both both to to motivate motivate salespersons salespersons to to improve improve their their performance performance and and to to induce induce consumers consumers to to purchase purchase goods goods and and services.se
25、rvices.Although Although sales sales promotion promotion works works most most closely closely with with advertising,advertising,it it is is also also related related to to other other elements elements of of marketing:marketing:production production services,services,packaging,packaging,price,price
26、,and and distribution.distribution.At At the the manufacturing manufacturing and and wholesale wholesale levels levels of of distribution,distribution,the the methods methods used used to to motivate motivate personnel personnel to to meet meet specific specific goals goals usually usually fall fall
27、 into into two two categories-categories-sales sales incentive incentive prizes prizes(such(such as as merchandise,merchandise,travel,travel,or or cash cash awards)awards)and and sales sales contests.contests.Both Both are are based based upon upon the the salesperson salesperson reaching reaching a
28、n an objective above the normal sales quota.objective above the normal sales quota.实用文档实用文档 Consumer Consumer promotions promotions encompass encompass a a wide wide variety variety of of techniques,techniques,including including sampling sampling of of goods goods or or services,services,store stor
29、e redeemable redeemable“money-off”“money-off”coupons coupons to to encourage encourage the the trial trial of of products,products,special special price-reduced price-reduced packages,packages,mail-in mail-in premium premium merchandise merchandise offers,offers,cash cash or or coupon coupon refunds
30、 refunds by by mail,mail,special special product product packaging,packaging,contests,contests,and and sweepstakes.sweepstakes.During During recessionary recessionary periods,periods,when when the the demand demand for for consumer consumer expendable expendable dollars dollars becomes becomes more
31、more competitive,competitive,there there is is greater greater participation participation in in refund,refund,coupon,coupon,and and premium premium offers.offers.More More than than half half the the households households in in the the U.S.U.S.take advantage of some sales promotion offers each year
32、.take advantage of some sales promotion offers each year.Sales Sales promotion,promotion,now now fully fully recognized recognized as as a a vital vital element element in in the the marketing marketing mix,mix,has has become become a a multibillion multibillion dollar dollar industry.industry.In In
33、 recent recent years,years,sales sales promotion promotion expenditures expenditures have have exceeded exceeded monies monies spent spent on on advertising advertising and and there there are are strong strong indications indications that that this this pattern pattern of of growth growth will will
34、 continue continue to maintain its economic edge.to maintain its economic edge.实用文档实用文档Part IV Text Organizationcccccccc实用文档实用文档StructurePartsPartsParagraphsParagraphsTime of the DayTime of the DayBills ActivitiesBills ActivitiesI I1-71-7Early morningEarly morningPreparation for Preparation for the
35、days workthe days workIIII8-258-25Mid-morningMid-morningOn his way to On his way to workworkIIIIII26-6226-62DayDayDoor-to-door Door-to-door sellingsellingVIVI63-8463-84EveningEveningPaper workPaper work实用文档实用文档 Part V Language Study Words and expressionsWords and expressions Linger:Linger:a)spend a
36、long time doing sth.a)spend a long time doing sth.Examples:Examples:To To linger linger long over ones meal is good to ones health.long over ones meal is good to ones health.There will be no time to There will be no time to lingerlinger-it will soon be dark.-it will soon be dark.b)stay for a long ti
37、me,esp.because one does not want to leaveb)stay for a long time,esp.because one does not want to leaveExamples:Examples:She She lingerlingered after the concert,hoping to meet the star.ed after the concert,hoping to meet the star.Recently someone is always Recently someone is always lingerlingering
38、around our neighborhood.ing around our neighborhood.I have given the beggar much rice,but he is still I have given the beggar much rice,but he is still lingerlingering ing about/onabout/on.实用文档实用文档 Words and expressionsWords and expressionsscar:scar:n.a mark left on the skin by a wound,n.a mark left
39、 on the skin by a wound,burn,etc.after it has healedburn,etc.after it has healedExamples:Examples:It is easy to recognize the little boy It is easy to recognize the little boy because he because he has a has a scarscar on his left arm.on his left arm.The witness told the police that the The witness
40、told the police that the criminal criminal had a had a scarscar on his forehead.on his forehead.vt.leave a scar onvt.leave a scar onExamples:Examples:The burns were so severe that he will be The burns were so severe that he will be scarscarred for life.red for life.Her face was Her face was scarscar
41、red by smallpox.red by smallpox.实用文档实用文档 Words and expressionsWords and expressionsdignity:dignity:the quality of being worthy of honor or respectthe quality of being worthy of honor or respectExamples:Examples:A physician shall be dedicated to providing competent A physician shall be dedicated to p
42、roviding competent medical service with compassion and respect for medical service with compassion and respect for human human dignitydignity.Some think that cloned human beings will be deprived of Some think that cloned human beings will be deprived of freedom or freedom or dignitydignity or person
43、al identity.or personal identity.They hold on to the faith that the value of life depends on They hold on to the faith that the value of life depends on its its dignitydignity and not its success.and not its success.实用文档实用文档 Words and expressionsWords and expressionscripple:cripple:v.v.a)a)cause to
44、become unable to move or walk properlycause to become unable to move or walk properlyb)b)Examples:Examples:CrippleCrippled people should not be discriminated.d people should not be discriminated.Mary was Mary was cripplecrippled by a car accident.d by a car accident.b)damage or harm(sb./sth.)serious
45、lyb)damage or harm(sb./sth.)seriouslyExamples:Examples:The ship was The ship was cripplecrippled by a storm.d by a storm.The business has been The business has been cripplecrippled by losses.d by losses.n.a lame personn.a lame person实用文档实用文档 Words and expressionsWords and expressionsbetray:betray:sh
46、owshow a lack of loyalty to;give or show(sb./sth.)to a lack of loyalty to;give or show(sb./sth.)to an enemy an enemy Examples:Examples:His wife His wife betraybetrays him.s him.The traitor The traitor betraybetrayed his country during the war.ed his country during the war.It turned out that heIt tur
47、ned out that he betraybetrayed my plan ed my plan toto the opponent.the opponent.Betray the pot to the rosesBetray the pot to the roses.:reveal the secret.:reveal the secret.Derivatives:Derivatives:betrayal n.betrayer betrayal n.betrayer 实用文档实用文档 Words and expressions Words and expressionsgain on:ga
48、in on:come closer to,esp.a rival or sth.pursuedcome closer to,esp.a rival or sth.pursued Examples:Examples:Peter is Peter is gaining ongaining on the leader in the race.the leader in the race.The Socialists The Socialists are gaining onare gaining on the Conservatives in the the Conservatives in the
49、 opinion polls.opinion polls.Usage:Usage:gain on/upon (no passive form)gain on/upon (no passive form)实用文档实用文档 Words and expressionsWords and expressionstremble:tremble:shake from cold,fear,weakness,etc.shake from cold,fear,weakness,etc.Examples:Examples:Her hands grew very cold and Her hands grew ve
50、ry cold and trembletrembled so that she could d so that she could hardly hold the flag.hardly hold the flag.Madison was extremely pale and Madison was extremely pale and trembletrembled excessively as he d excessively as he began his inaugural address.began his inaugural address.For much of the day