商务英语阅读Unit4

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1、Unit 4Distribution ChannelContentslWarm-uplComprehensive Reading Text A:Deciding Your Distribution ModelsText B:The Evolution of Direct Selling at AvonlPractical ReadingDistribution Channel2Warm-uplI.Read the news on P.42 and discuss the questions.l1.What is the source of the news?l2.What are the to

2、p two distribution channels for bedding?l3.What are the changes of beddings distribution channels in market share?l4.What is Furniture Todays 2013 Bedding Distribution Report about?l5.What do you think about the distribution channels for bedding?3Warm-uplI.Read the news on P.42 and discuss the quest

3、ions.l1.What is the source of the news?lFurniture Todays 2013 Bedding Distribution Channel Report.l2.What are the top two distribution channels for bedding?lSpecialty stores and furniture stores.l3.What are the changes of beddings distribution channels in market share?lBedding specialty stores conti

4、nue to gain share in the retail mattress marketplace while the furniture store channel continues to lose ground.4Warm-uplI.Read the news on P.42 and discuss the questions.l4.What is Furniture Todays 2013 Bedding Distribution Report about?lIt documents the positions the channels occupied at the end o

5、f 2012.l5.What do you think about the distribution channels for bedding?lOmitted.5II.Match the English phrases to the Chinese equivalents.()1.specialist retailer()2.merchant wholesaler()3.exclusive agent()4.distribution channel()5.specialty store()6.physical distribution()7.departmental store()8.eff

6、ective demand()9.direct selling()10.virtual storeA.百货商店B.实体分配C.独立批发商D.网上商店E.分销渠道F.专卖店G.有效需求H.专业零售商I.独家代理商J.直销HCIEFBAGJDComprehensive ReadingText AI.Choose the best sentence to fill each gap in Text A.You will not use all of them.A.Another concern is the way the product is purchased by consumers.B.Th

7、ere are many ways to modify traditional distribution.C.The primary alternative distribution channel is direct distribution.D.Look around at the many ways your competitors and people in other industries set up their distribution channels.E.Often,your choice of a distribution plan will be dictatedor a

8、t least strongly influenced by various factors relating to your product,your customers and the way theyll use it.F.The characteristics of your customers may also dictate distribution.1.C 2.B 3.E 4.A 5.FComprehensionII.Decide whether the following statements are True,False,or Not Given according to T

9、ext A.1.The traditional distribution model with producer,wholesaler and retailer can be used as a reference to decide specific distribution models.2.The wholesalers and retailers can always cooperate with each other successfully.3.A producer can bypass the wholesaler and go straight to retailers.4.D

10、ells using its own salespeople and warehouses can illustrate direct distribution.5.Wholesalers and retailers would add cost to producers.6.Wal-Mart acts as a retailer when it buys products directly from manufacturers.7.Firms can select the same way to transport and display automobiles and clothes.8.

11、High-traffic flow helps promote impulse purchase.9.The extent and nature of the competition will affect your choice of distribution channels.10.Items in short supply and high demand need to be distributed geographically.()()()()()()()()()()TFTTTTFTNGFComprehensionI.Choose the correct definition for

12、each word.1.modelA.to be likely to decay quickly2.intermediaryB.a person or company that has a contract to do work or provide goods or services for another company3.promptC.an arrangement to rent something for a period of time,or the act of doing this4.bestD.a particular type or design5.perishableE.

13、traditional or conforming to established practice or accepted standards6.automotiveF.to make people say or do something as a reaction7.refrigerateG.relating to cars8.contractorH.to defeat or be more successful than somebody9.conventionalI.to make food,etc.cold in order to keep it fresh or preserve i

14、t10.rentalJ.a person or organization that tries to help two other people or groups to agree with each otherDJFHAGIBECVocabularyII.Fill in the blanks with the words given below.Change the form where necessary.conventional intermediary detriment bypass retaliatecontractors establishment garment pit au

15、tomotive1.Most of the farms have signed _ with dairy companies as their suppliers.2.The _ preference for support at home also hinders the development of elderly care services.3.The _ industry is the mainstay of the countrys economy.4.This policy has been more of a _,rather than an aid.5.The clashes

16、were intensified by both sides,one _ against the other.contractsconventionalautomotivedetrimentpittedVocabularyII.Fill in the blanks with the words given below.Change the form where necessary.conventional intermediary detriment bypass retaliatecontractors establishment garment pit automotive6.Financ

17、ial institutions act as _ between lenders and borrowers.7.The _ and implementation of standards help with the development of the industry,as well as the international trade.8.Companies may misreport exports to _ government fund controls to channel fund into the mainland.9.One of the terrorist suspec

18、ts was shot dead as he tried to _ against the police.10.Cotton prices surely wont become a big concern for Chinese _ and textile factory owners.intermediariesestablishmentbypassretaliategarmentVocabularyComprehensive ReadingText BComprehensionlI.Answer the following questions according to Text B.l1.

19、What role does Avons“original social network”play?l2.Why do we say Avon provides convenience to the customers?l3.How did Avon deal with the situation that no one is at home to answer the door in door-to door selling?l4.How did Avon meet the challenge of the digital,virtual world Internet created?l5.

20、What is the critical constant of Avons global beauty business?14ComprehensionlI.Answer the following questions according to Text B.l1.What role does Avons“original social network”play?lIt connected women who were otherwise isolated and immersed in domestic life.l2.Why do we say Avon provides conveni

21、ence to the customers?lBecause the customers no longer had to travel miles on foot to the closest department store or drugstore,they could buy the products at home.l3.How did Avon deal with the situation that no one is at home to answer the door in door-to door selling?lAvon provided the Advance Cal

22、l Back brochure and made workplace selling.15ComprehensionlI.Answer the following questions according to Text B.l4.How did Avon meet the challenge of the digital,virtual world Internet created?lIt married high tech with high touch.l5.What is the critical constant of Avons global beauty business?lTo

23、improve the relationship-based service to the consumers.16II.Decide whether the following statements are True,False,or Not Given according to Text B.1.Little Dot Perfume Set is the first product Avon produced.2.Avon has tried to adjust direct-selling model to customers lives.3.At the end of 1800s,a

24、lot of women worked outside the home to earn their own money.4.The sales volume of Avon is relatively high among the direct sales companies.5.Avon Ladies lived a better life than other women.6.Avons door-to-door selling is a way to move stores to a place which the customer could access more easily.7

25、.Avon sacrificed the core personal-attention component of its direct-selling model to adapt to Internet world.8.Technology which had become so integral to daily lives can also be used by Avon representatives in their businesses.9.Online ordering and e-Brochure are the typical examples of Avons digit

26、al tools.10.Avon will always empower women in the future.()()()()()()()()()()TTFTNGFFTTTComprehensionI.Match the English phrases to the Chinese equivalents.()1.dot-com world()2.social network()3.domestic life()4.personal relationship()5.beauty products()6.door-to-door selling()7.workplace selling()8

27、.sea change()9.online ordering()10.limited editionA.社会关系网B.限量版C.挨门挨户推销D.工作场所推销E.巨大变化F.美容产品G.网上订购H.人际关系I.网络世界J.家庭生活IAJHFCDEGBVocabularyII.Fill in each blank with the proper form of the word given in the brackets.1.The city of Heihe was _(unveil)by dark smog and emissions from a local thermal power pl

28、ant.2.We have achieved a remarkable series of gains in technical _(innovate).3._(replace)is guaranteed if the products are not up to the standard.4.The Internet company Alibaba is _(empowerment)both consumers and smaller companies on a previously unimaginable scale now.5.They are taking a very _(sen

29、sibility)approach and are doing it by stages.veiledinnovationReplacementempoweringsensibleVocabularyII.Fill in each blank with the proper form of the word given in the brackets.6.The platform will help regulate the _(novelty)type of financing and prevent fraud.7.This approach can satisfy the require

30、ments of _(customized)and boost domestic consumption.8.We will deal with unlawful activity in accordance with _(relevance)international and domestic laws.9.The two provinces have _(constant)strengthened cooperation in agriculture,tourism and education.10.The _(seamlessly)online-offline connection sh

31、all be the future direction for marketing.novelcustomersrelevantconstantlyseamlessVocabularyPractical Reading1.Where can customers purchase Lotus chocolate?Online purchase or through retailers like Super Marts,cinemas and airports.2.What role do the Super Marts play in the distribution channel?They

32、act as retailers.Practical Reading3.What distribution models does Lotus choose to distribute its chocolates?4.What outlets do the wholesalers choose to sell Lotus chocolate?Premium Chocolate Stores,cinema&hyper malls and airports.Practical Reading5.Why does Lotus choose airports as one of the outlets to distribute its chocolates?Because chocolates are often bought on impulse and should be displayed in a high-traffic area like airports.24 以上有不当之处，请大家给与批评指正，以上有不当之处，请大家给与批评指正，谢谢大家！谢谢大家！