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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.,T

2、he 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

3、 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 manufacturer sells its products retailers, and then the retailers resell them to consumers.Distribution Channe

4、l 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,3. How does the retailer operate as you know?4. How does the wholesaler operate?5. If you were the manufacturer, which chann

5、el 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 goods from the producer and then resells them to the retailer.,Back,I may choose the third channel because it can save time and labo

6、r.,Workplace Communication,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 “Righ

7、t” 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. 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

8、 products directly to consumers. a. Right. b. Wrong. 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 m

9、entioned.,Scripts,Back,Use the Right Word,Choose the right phrase 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 complet

10、e the following flow charts.,Back,distribute to sell to resell 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 th

11、e 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 international retailing chain store, serving 24 hours a day.,Scripts,Back,Listening In,Situation: Tom and Mary are

12、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,Model Dialogue,Mary: Tom, could you tell me what _ are used more often nowadays?Tom: I think, mainly two channels. One is t

13、hat 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 large amount of time and labor. M

14、eanwhile, 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 channels,sells goods to,save storage

15、 costs,retail channel,wholesale channel,Back,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 Out,Scripts

16、,Back,Back,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 retailers; the other is that goods are sold through wholesalers to retailers, and then the retailers resell

17、 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 save storage costs and administration costs for the manufacturer. Mary: Yes. Then what channels do we us

18、e?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,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 t

19、alking with her friend Mark about Wal-Mart and Sams.,Listening In,Back,8500 Wal-Martstores,retailer,wholesaler,retailers,Back,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

20、, 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 is a big retailer, while Sams is a wholesaler.Mark: Then whats the difference of their customers?Jenny: You know, as Sam

21、s 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, Sams or Wal-Mart?Jenny: Of course, Wal-Mart has more chain stores. There are over 8500 Wal-Mart stores in the world.M

22、ark: Wow, thats amazing!,Scripts,Back,Task 1,Read the following Mini Text and find the word or expression that matches 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

23、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 customers at a profit,be engaged in,linkage,attend,establishment,agent,middleman,Mini Text,Back,Wholesaler and Retailer,A wholesaler is

24、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 wholesalers like manufacturer agents and merchant wholesalers. The manufacturer agents and merchant wholesalers sell goods in small

25、 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 establishment engaged in selling goods for personal consumption is known as retail trade. The retailers have close contact with the c

26、ustomers 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,Back,middleman n. 中間商，中間人 agent n. 代理商，代理人 linkage n. 聯(lián)系；關(guān)聯(lián)establishment n. 機(jī)構(gòu)；企業(yè) (be) engaged in 從事；忙于consumption n. 消費(fèi)attend

27、 v. 照顧；關(guān)注,Word Tips,Notes,industrial consumer 行業(yè)消費(fèi)戶professional user 專業(yè)用戶manufacturer agent 廠家代理商merchant wholesaler 商業(yè)批發(fā)商,Translation of Mini Text,批發(fā)商是一種生產(chǎn)商和零售商之間的中間商。他們通常出售商品給零售商、行業(yè)消費(fèi)戶和專業(yè)用戶。有兩種類型的批發(fā)商，如廠家代理商和商業(yè)批發(fā)商，他們小批量出售商品給零售商，而零售商為最終的消費(fèi)者服務(wù)。 零售商是生產(chǎn)者和消費(fèi)者之間在分銷渠道上最后一個(gè)環(huán)節(jié)。從事銷售商品供個(gè)人消費(fèi)的企業(yè)稱為零售業(yè)。零售商與顧客/消費(fèi)者

28、有密切的接觸，他們親自照料顧客/消費(fèi)者。零售業(yè)是一項(xiàng)歷史悠久的業(yè)務(wù)，在國(guó)家的每一個(gè)地區(qū)都能找到。,Back,批發(fā)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 wholesalers role between producers and retailers? 2. Whom do wholesalers sell goods to?,Middleman.,Wholesalers sell good

29、s 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 have close contact with the customers or consumers?,There are two types of wholesalers like manufacturer agents

30、 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,Task 2,Task 2,Text,Back,New Words,Phrases and Expressions,Ready to go!,Distribution Channels,I. Two ways for

31、 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 points and fill in th

32、e 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 labor for retailers; 2. to save transport costs and administration costs for _ _ ; 3. to

33、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 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 r