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1、,Task 1,Discuss the following diagrams with your neighbor and tell how sales happen in each channel.,Approaching Workplace,Back,Back,The manufacturer sells its products to wholesalers,and then the wholesalers resell the products to retailers,finally the retailers sells the products to consumers.,The
2、 manufacturer sells its products retailers,and then the retailers resell them to consumers.,The manufacturer sells its products directly to consumers.,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 t
3、hree 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 manufacturer sells its products retailers,and then the retailers resell them to consumers.Distribution Channel 3:The m
4、anufacturer sells its products to wholesalers,and then the wholesalers resell the products to retailers,finally the retailers sells the products to consumers.,Back,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 lik
5、e 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 goods from the producer and then resells them to the retailer.,Back,I may choose the third channel because it can save time and labor.,Workplace Comm
6、unication,Back,You will hear five statements.Listen to them carefully and match each statement with the corresponding picture.,b,a,d,c,e,Back,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
7、mentioned”.,1.Wal-Mart is an American retailer,selling goods to consumers directly.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,3.Unilever sells its products directly to consumers.a.Right.b.Wr
8、ong.c.Not mentioned.4.Most of consumers 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,Use the Right Word,Choose the right phr
9、ase 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,Use the Right Word,Choose the right phrase from the box and complete the following flow charts.,Back,distribute to sell to resell
10、 to purchase from buy from,buy from,purchases from,Buying Activities,purchases from,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.Unilever sells its products to consumers through wholesa
11、lers 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,Listening In,Situation:Tom and Mary are employees from a famous smart phone manufacturer.They are talking abou
12、t the distribution channels.,Listen to the model dialogue and fill in the blanks with what you hear.,Back,Model Dialogue,Mary: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;the other is that goods a
13、re 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 costs for the manufacturer.Mary:Yes
14、.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 channels,sells goods to,save storage costs,retail channel,wholesale channel,Back,Listen to the model dialogue again and check your
15、 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 Out,Scripts,Back,Back,Mary:Tom,could you tell me what distribution channels are used more often nowadays?Tom:
16、I think,mainly two channels.One is that the manufacturer 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
17、 manufacturer can save a large amount of time 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 chan
18、nel.Mary:Understood.Thanks.,Scripts,Back,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 In,Back,8500 Wal-Martstores,retailer,wholesaler,retailers,B
19、ack,directly to consumers,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,Mark:Hi,Jenny,could you tell me whats the difference between Wal-Mart and Sams Club?Jenny:Wellactually,Wal-Mart and Sams Club belon
20、g 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-Mart sells goods directly to consume
21、rs.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,Task 1,Read the following Mini Text and find the word or expression that matches the context meaning given.
22、,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 that buys things from producers and sells them to c
23、ustomers at a profit,be engaged in,linkage,attend,establishment,agent,middleman,Mini Text,Back,Wholesaler and Retailer,A wholesaler is a type of middlemen between the producers and retailers.They generally sell goods to the retailers,industrial consumers and professional users.There are two types of
24、 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 consumers.A retailer is the last linkage in the channel of distribution between the producers and the consumers.The esta
25、blishment 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 personally.Retailing establishment is an old age business and is found in every area of the country.,1,Back,2,Word Tips,Notes
26、,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,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,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、
27、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,Work with your partner and answer the following questions according to the Mini Text.,Task 2,Pair Work,1.What is the who
28、lesalers 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,Pair Work,3.How many types of wholesalers?What are they?4.What is retail trade engaged in?5.Why do the retailers hav
29、e 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.,Because retailers attend customers or consumers personally.,Back,Reading Text,Ready to Go!,Task 2,
30、Task 2,Task 2,Text,Back,New Words,Phrases and Expressions,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 with _;B.to visit wholesale wareho
31、uses 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,Ready to go!,III.Wholesalers Role:a middleman between _;Criticism(Disadvantage):_;Advantages:1.to save time and lab
32、or 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,Reading Text,Back,Distribution Channels,Goods reach the consumer by a numb
33、er 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 sell goods to the final consumers.Roy Goldman owns a general store situated in a bu
34、sy 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 obtains few of his goods direct from the manufacturer.,1,2,1,2,Back,3,In fact,most of Roys
35、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 wholesalers in a number of different ways;in some cases,particularly for tobacco,cigarettes,sweets and chocolate,he places his orde
36、rs 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 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
37、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 important part in the process of goods distribution.,3,4,Back,4,5,6,7,Retailers may wish to order goods from large numbers of manufacturers and
38、 this would surely be very time-consuming.By channeling orders through a 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 sh
39、ows the reduction in the number of contacts which results from the presence of a wholesaler,and how a wholesaler helps manufacturers save transport and administrative costs.,5,8,9,M,M,R,R,R,M,M,R,R,R,Wholesaler,M Manufacturers R Retailers,Back,7,6,As mentioned above,Roy does not stock large quantiti
40、es of any one type of goods and often goes to the wholesale warehouses for his goods,and this means the wholesaler will 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
41、 in the chain of goods distribution.As we have seen,the wholesaler performs important functions for both manufacturers and retailers.He is paid for these services,though these payments add to costs.,7,Back,Language Points,1.(Para.2)Roy Goldman owns a general store situated in a busy holiday resort i
42、n the South of England.situate:v.to put something in a particular place 使位于e.g.The house is situated 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.T
43、ranslation: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),Language Points,2.(Para.2)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)
44、,Language Points,3.(Para.2)Roy does not stock large quantities of 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 onl
45、y 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,Language Points,Structure Analysis:“that he obtains the manufacturer”is an object clause,used as the object of m
46、eans.“direct from the manufacturer”is an adverb phrase,used as an adverbial of manner.Translation:罗伊不会大量囤积任何一种商品，这意味着他很少从生产商处直接进货。,(The end),Back,Language Points,4.(Para.3)In fact,most of Roys orders are placed with wholesalers.place an order with sb.:make a request for products with sb.向某人订货e.g.Id
47、like to place an order for some tea with you.我想从贵 公司订购一些茶叶。Structure Analysis:Passive voice is used in the sentence.It means“In fact,Roy places most of his orders with wholesalers.”Translation:事实上，罗伊大部分的商品是向批发商订购的。,Back,(The end),Language Points,5.(Para.3)The wholesaler occupies a place between manu
48、facturer and retailer and is therefore sometimes known as a“middleman”.be known as:be regarded/named as 被认为是，被称为e.g.Mr.Johnson was known as a walking dictionary.约翰逊先生被称作一本活字典。Translation:批发商所占的位置在生产商和零售商之间，因此有时被人称为“中间人”。,Back,(The end),Language Points,6.(Para.3)As the term“cash-and-carry”suggests,he
49、 pays for the goods and takes them away on the same day.cash-and-carry:a large shop where people can buy large amounts of goods at a cheap price,often so that they can then sell them in their own shops现付自运批发商场e.g.The customers of Cash&Carry stores can apply for a membership card to get discounts.现购自
50、运批发商场的顾客可以申办会员卡，获得打折优惠待遇。,(To be continued),Back,Language Points,Structure Analysis:“as”is a relative pronoun,introducing a non-restrictive attributive clause,modifying the antecedent he pays for the goods and takes them away on the same day.Translation:正如“现付自运”这个商用语表达的意思那样，他支付现款购货，当天把货提走。,(The end)
