1. 大连理工大学出版社 专业篇 I （第五版） 总主编 刘杰英 主 编 姜荷梅 陈振云 彭春萍 审 校 Chuck Thode

2. Unit 4 Do You Hit the Target? Learning Objectives 1. To write down figures and get the details about product sales 2. To know the basic points of describing products sales 3. To be able to talk about product sales with others

3. Contents Unit 4 Do You Hit the Target? Part Ⅰ Warming Up Part Ⅱ Active Listening Part Ⅲ Fun Break Part Ⅴ Situation Performance Part Ⅳ Listening and Speaking

4. Warming Up Read these numbers. Then listen to the record and check your answers. Task One

5. Active Listening The Sales Results

6. Active Listening Section A Listen to the conversation between a sales manager and his Japanese area sales representative. Find out the meaning of the following figures. Task One 1. 6,380,000__________________________________________ 2. 4,270,000 __________________________________________ 3. 10,000,000 __________________________________________ 4. 2,563,000 __________________________________________ 5. 3,790,450 __________________________________________ Last month’s sales figure of ketchup. The size of the order from a large restaurant chain. The sales figure of hoi sin sauce. Last month’s sales figure of ketchup.

7. Active Listening Section A Listen to the conversation again. Answer the following questions according to what you hear. Task Two 1. What is the situation of Chinese market? It is much better than Japanese market. 2. What is the reason that Tanaka gave for the bad performance of Japanese market? The declining economy.

8. Active Listening Section A Listen to the conversation again. Answer the following questions according to what you hear. Task Two 3. Why didn’t the ketchup get the target? The large restaurant chain halved the order. 4. Did the hoisin sauce hit the sales target? How much was it? Yes, it was 10,000,000 yen.

9. Active Listening Section A Listen to the conversation again. Answer the following questions according to what you hear. Task Two 5. What suggestion did Tanaka give for the situation? He suggested that they carry out a more positive strategy.

10. Active Listening Our Annual Sales and Profit Figures

11. Active Listening Section B A president of an outdoors company is having a meeting with his sales manager and finance manager. Fill in the blanks with proper prepositions after you listen to the recording. Task One 1. We had a good start—6.2 million ____ the first two months. The beginning is always difficult because sales always drop ______ this period. 2. From March to May, the sales rose ____ almost 9 million because of our new launch. 3. I am optimistic that we will stand ___ 16 million this month. 4. For the first two quarters of this year, profits rose ___ 18%, from 820,000 ____ 1.01 million. 5.Profits have increased every month _____ August. for during to at by to since

12. Active Listening Section B Listen to the record again and repeat all the figures in English. Task Two

13. Active Listening The Sales of Harry’s Hamburgers

14. Active Listening Section C Listen to the presentation about sales of Harry’s hamburgers in 1998. Answer the questions below according to the presentation. Task One 1. What was the situation in the first three months? It maintained stable, around 2,000 each month. 2. What happened from April to May? It decreased slightly, about 1,800 per month.

15. Active Listening Section C Listen to the presentation about sales of Harry’s hamburgers in 1998. Answer the questions below according to the presentation. Task One 3. What was the trend from June to August? It rose steadily. 4. What was the sales figure in October? 1,200.

16. Active Listening Section C Listen to the presentation about sales of Harry’s hamburgers in 1998. Answer the questions below according to the presentation. Task One 5. Did it recover in November and December? Yes, it did.

17. Active Listening Section C Listen to the presentation again. Note down all the figures and try to draw out the graph according to what you hear. Task Two

18. Fun Break Listen to the story and try to retell it.

19. Listening and Speaking Sainsbury’s Reports Rising in Festive Sales

20. Listening and Speaking Listen to the presentation about how to conduct a meeting. Answer the questions below. Task One 1. What happened to Sainsbury’s during the Christmas and New Year period? It got a small rise in sales and its like-for-like sales excluding fuel increased by 0.9%. 2. When was the strongest sales time of Sainsbury’s and what was the sales figure? The week before Christmas and customer transactions exceeded 27 million.

21. Listening and Speaking Listen to the presentation about how to conduct a meeting. Answer the questions below. Task One 3.How many supermarkets and convenience stores did Sainsbury’s open during the 14 weeks? 6 new supermarkets and 19 new convenience stores. 4. What did Morrisons report on Monday? Morrisons reported that its like-for-like sales in the six weeks to December 30 were down 2.5% than a year earlier.

22. Listening and Speaking Listen to the presentation about how to conduct a meeting. Answer the questions below. Task One 5. What would Morrisons do after the report on Monday? It would improve its promotions, and the importance of online shopping.

23. Listening and Speaking Work in groups of 3-4 people. Suppose that you are working in the Sales Department of Morrisons. Hold a meeting to discuss the sales figures of Sainsbury and the reason for their success. Try to give some suggestions to your own company. Task Two

24. Situation Performance

26. Task One A sales manager is reporting the annual sales situation to the board members. Decide whether the following statements are true (T) or false (F). Correct the statement if it is false.

27. Situation Performance Task One 1. The women’s wear takes 28% of the sales in total. 2. The second largest one and the third largest one are men’s wear and home wear, which take 17% and 15% respectively. 3. The last three are accessories, other and children’s wear. They take almost 1/4 of the gross. 4. The reporter suggests that they should strengthen the production and the sales of children’s wear. 5. The reporter thinks women’s and men’s wear has become the tendency of clothing design. ( ) F F T T F A sales manager is reporting the annual sales situation to the board members. Decide whether the following statements are true (T) or false (F). Correct the statement if it is false.

28. Situation Performance Listen to the report again and try to retell it by your own words. Task Two

29. Situation Performance Look at the chart below. You work in the Sales Department of your company. Now you are asked to report the annual sales figures to your sales manager. Task Three