Reading and Speaking
Higher Education Press
Unit 3
Promoting Products and Services
Career Skill Description
1
Getting Things Ready
2
Things to Do
3
Things to Write
4
More Things to Do
Section 1
Getting Things Ready
In this unit, you will learn how to:
3
2
1
• promote
products and
services
• introduce the
features of
products and
services
• describe
products and
services
Section 1 Getting Things Ready
Section 1 Getting Things Ready
Activity 2: Read the passage in Section 2 and
complete the following paragraph.
When selling your products or services, you have to clearly
explain your products or services, identify their features and
1) _______
2) ________,
benefits and discuss what 3) ______
needs or problems they
address in the market. Last but not least, one important thing
emphasize your USP—
that you must keep in mind is to 4) ________
Unique Selling Proposition. Your USP is the proprietary
apart from your
information that sets your product or service 5) _________
competition.
back
Section 2
Things to Do
Things to Do
Activity Two
Activity One
Listen and Write
back
Related Information
Read and Think
Section 2
Things to Do
Related Information:
1. Promotion is a form of corporate communication that uses
various methods to reach a targeted audience with a certain
message in order to achieve specific organizational objectives.
Nearly all organizations, whether for-profit or not-for-profit, in all
types of industries, must engage in some form of promotion.
Marketers have at their disposal four major methods of promotion.
Taken together these comprise the promotion mix including
advertising, sales promotion, public relations and personal selling.
Section 2
Things to Do
2. Advantages and Disadvantages of Each Element
of the Promotional Mix
Mix Element
Advantages
Disadvantages
Advertising
Good for building awareness
Effective at reaching a wide
audience
Repetition of main brand and
product positioning helps build
customer trust
Impersonal - cannot answer
all of a customer's questions
Not good at getting
customers to make a final
purchasing decision
Personal
Selling
Highly interactive - lots of
communication between the
buyer and seller
Excellent for communicating
complex /detailed product
information and features
Relationships can be built up important if closing the sale
make take a long time
Costly - employing a sales
force has many hidden costs
in addition to wages
Not suitable if there are
thousands of important
buyers
Section 2
Things to Do
Sales Promotion
Can stimulate quick increases
in sales by targeting
promotional incentives on
particular products
Good short term tactical tool
If used over the longterm, customers may
get used to the effect
Too much promotion
may damage the brand
image
Public Relations
Often seen as more "credible" since the message seems to be
coming from a third party (e.g.
magazine, newspaper)
Cheap way of reaching many
customers - if the publicity is
achieved through the right
media
Risk of losing control cannot always control
what other people write
or say about your
product
back
Section Two Things to Do
Activity One Listen and Write
compelling
back
critical
identify
recipe
emphasize
labor
knowledgeable
client
capability
trivial
Section Two Things to Do
Question 1
How can you sell your products and services
well?
Question 2
What basic information should you give
your customers when explaining your
products?
Question 3
Suppose you are asked to “sell” yourself at
a job interview, how would you emphasize
your own “USP”?
next
Read and Think
Selling a Product & Service
In order to sell your products or services well, you have to
clearly explain your products or services, identify their features
and benefits, and discuss what needs or problems they address
in the market.
If you are selling a product, your reader will want to know
what it is, what it does, and its features and benefits. Consider
including pictures if they would help your reader get a better
understanding of your product. Describe its size, shape, color,
cost, design, quality, capabilities, technological life-span and
patent protection. You may also wish to explain how it is
produced, the materials required, and the type of labor needed.
w
s
Read and Think
If you are offering your customers a service, explain what
that service is, how it works, and what need it addresses in the
marketplace. Where will you operate? What makes your service
different? What materials or equipment is needed? What are your
days and hours of operation? Explain the steps in your service
process and the benefits you offer your clients. Remember to
offer enough information to satisfy an outsider's need to
understand your service without boring them with trivial details.
No matter you are selling a product or offering a service, one
important thing that you must keep in mind is to emphasize your
USP - Unique Selling Proposition. Your USP is the proprietary
w
s
Read and Think
information that sets your product or service apart from your
competition. If you are using your business plan to solicit funds,
this is what your reader will want to see. If it is an internal
document, your USP will be critical to your sales and marketing
strategies. Without a USP, your product or service will appear
dull and there will be no compelling reason for people to buy it.
What would some USPs be? For a food product, it could be a
proprietary recipe (like Kentucky Fried Chicken's secret recipe)
or a special way the food is served (like Boston Market's handcarved turkey). (329 words) translation
w
s
back
Read and Think
Task 1 Find out more information about USP.
USP, the Unique Selling Proposition (also called Unique
Selling Point) is a marketing concept that was first proposed as a
theory to explain a pattern among successful advertising
campaigns of the early 1940s. It states that such campaigns made
unique propositions to the customer and that this convinced them
to switch brands. The term was invented by Rosser Reeves of
Ted Bates & Company. Today the term is used in other fields or
just casually to refer to any aspect of an object that distinguishes
it from similar objects. Also, a number of businesses and
corporations currently use USPs as a basis for their marketing
campaigns.
next
Read and Think
Task 2 Tell whether the following statements are true
or false. Write T for True and F for False.
1. In order to sell your products or services well, you have to
clearly explain your products or services. T
2. In order to sell your products well, you have to identify their
features and benefits. T
3. When selling a product, you need to introduce its features and
benefits instead of its technological life-span and patent
protection. F
4. When selling a service, you are required to explain what need it
satisfies in the marketplace. T
next
Read and Think
5. In order to help your customers get a full understanding of
your service, you should provide them with trivial details that
will bore them. F
6. USP is one important thing that you must keep in mind no
matter you are selling a product or a service. T
7. For a food product, its USP could be a proprietary recipe or
some special way it is prepared. T
next
Read and Think
Task 3 Give brief answers to the following questions.
1. What do we have to do when selling our products?
 I have to clearly explain our products or service, identify
their features and benefits, and discuss what needs or
problems they address in the market.
2. What product information may our clients want to know?
 The information includes: what a product is, what it does, and
its features and benefits; its size, shape, color, cost, design,
quality, capabilities, technological life-span and patent
protection; how it is produced, the materials required, and the
type of labor needed. .
3. When promoting services, what do we have to do?
 We have to makes our service different from that of our
competitors.
next
Read and Think
4. What is USP?
 USP is the proprietary information that sets your product or
service apart from your competition.
5. What would happen without USP?
 Your product or service will appear dull and there will be no
compelling reason for people to buy it.
6. In order to let your customer fully understand your product or
services, what skills are required?
 Open.
next
Read and Think
Task 4 Match A with B
1- b 2-d 3-e 4-g 5-h 6- i 7- j 8-c 9-f 10-a
next
Read and Think
Task 5 Fill in the blanks with the right words or phrases.
Change the form where necessary.
address emphasize set…apart bore identify
critical capability feature benefit solicit dull internal
emphasize the fact that she is the right person for the job.
1. I must ________
dull
2. In order to avoid a _________
life, he decided to find a new job
with more challenge.
feature of this
3. Traveling a lot on business every year is a _________
position.
set apart during
4. All applicants who are running a fever will be ________
the recruiting.
Read and Think
solicit your advice on how to get preparation for the
5. May I ________
coming job interview?
bored
6. The interviewee’s long speech __________
the manager.
internal affair and no interference is expected.
7. This is our _________
identify
8. To be a good marketer, one must not only _________
consumer needs, but also anticipate them by developing new
products.
benefit
9. In the end, it all worked out to our ____________.
address
10. These products __________
the special needs of the disabled.
back
Task 6 Read and Translate
1. 当开发新产品时，营销人员要鉴别消费者的需要。
When developing new products, marketers have to
identify consumer needs.
当进行市场调查时，你要收集和分析有关消费者品
味和爱好的信息。
when doing a market research, you have to collect
information about consumers' tastes and habits
2. 如果你想节省钱就考虑买这件吧。
consider buying this one if you want to save money.
如果有损你的眼睛就考虑放弃它吧。
consider giving it up if it would do harm to your eyes.
Task 6 Read and Translate
3.买这辆车头装配有雨伞的自行车，你外出时就免暴晒
于太阳下。
Buy this bike with an umbrella on it to satisfy your need to
go out without being expoused to the sun.
买一个带有mp3功能手机，你就不用每天都带着收音机
来听音乐了。
Buy a mobile phone with the function of mp3 to satisfy your
need to enjoy music without carrying such a big radio
every day.
Task 6 Read and Translate
4.无论你处于何种困境，你必须记住的一个重要的事
情便是保持自信。
NO matter what terrible situation you are in, one
important thing you must keep in mind is to keep your
confidence.
无论你找什么工作，你必须记住的一个重要的事情
便是保持或提高你的形象。
No matter what kind of job you are looking for, one
important thing you must keep in mind is to maintain
or improve your own image.
Task 6 Read and Translate
5.没有多种颜色和形状可供选择，该产品缺乏竞争力。
Without optional colors and shapes, the product will lack
competiveness
折扣不多，你公司的服务就显得很贵了。
without too much discount, your service will appear
expensive.
Section 3
Things to Write
Things to Write
Activity One:
Activity Two:
Task-based Writing
Applied Writing
Describing Products
and Services
back
Complete a passage
Section 3
Things to Write
Activity One: Task-based Writing
Describing Products
and Services
back
Task 1 Study the following tips for writing.
Task 2 Study the following language for writing.
Task 3 Study the following model for witing.
Task 4 Write a product description for flower tea
Section 3
Things to Write
Task 1 Study the following tips for writing.
When descriping a product or service, you should:
1) remember that you are presenting information to your
potential buyers that they may need when when deciding whether
to purchase your product or service.
2) Get to know exactly what your target audience is looking for
and highlight the most popular features.
3) Try to avoid going into overwhelming details, as you could
lose your reader by rambling.
4) Use descriptive words and sell what you have to offer,
rather than just offering cold, hard facts.
back
Section 3
Things to Write
Task 2 Study the following language for writing.
Section 3
Things to Write
Sentence patterns:
You can use them not just…but also… 你不仅可以用它们…而
且还可以..
The design allows…这种设计允许…
It can be used for . . . 该产品可用来…
You can use it to . . . 你可以用该产品来…
You can . . . with it 有了该产品, 你可以….
This product features . . . 这件产品具有…特点.
The effect of….is very good. ….效果很好
back
Section 3
Things to Write
Task 3 Study the following model for witing.
Baby Sleeping Bags
Our baby sleeping bags are made from fine quality fabrics
(织物), are machine washable. They have features of a full length
zip (拉链) for easy changing and are designed for all year round
except peak summer. The design allows air to circulate (循环),
keeping your baby at a comfortable temperature throughout the
night. Being safe and practical is just two of the reasons why in
the UK baby sleeping bags are becoming an increasingly popular
alternative (替代品) to sheets and blankets. They're also
extremely convenient and ideal for holidays. You can use them
not just in baby's bedroom, but also when visiting friends or on
long journeys.
back
Section 3
next
Things to Write
Section 3
Things to Write
Task 2 Complete the company profile by translating
the Chinese given in brackets into English.
The ET-Pure device is very compact. The bottle can be 1)
separated from the device easily (轻易地与设备分开) using
___________________________
patented "Cap-style" design. The device will automatically stop
generating pure water 2) _______________________
(当瓶子满
when the bottle is full
了时). One ET-Pure device can 3)
generate
20 bottles of drinking water per day (每天可以生产20瓶饮用
________________________________
水). 4) ________________________
(瓶子的容积) is 2.5 gallons
The volume of the bottle
which is suitable to carry for outdoor use. The "big cap" design of
the bottle 5) __________________
(使得使用者能够) to clean
enables the user
the tank quickly and easily. There is no worry about second-time
pollution. The bottle can be installed into any dispenser by using a
than buying bottled water (比
funnel on it. It saves more money 6) ____________________
买瓶装水).
back
Section 4
More Things to Do
More Things
to Do
Activity One:
Reading More
back
Activity Two:
Focus on Grammar
Section 4
More Things to Do
Task 1 Read the passage and fill in the blanks with
appropriate words from the box below.
professional access
search engines options
increase protected classified connected to
implementing options return promote
How to Sell a Product Online
It seems everyone is selling his or her wares (物品) on the
Internet. To get your company and your product online, you'll
need the following things: website developers, web software,
domain names (域名), and search engines (引擎).
Section 4
More Things to Do
Instructions
Step 1
Launch (发布) your own website. Contract a website hosting
access to a web-server,
company that will provide you with 1) ________
an Internet address and e-mail.
Step 2
search engines Register with each
Sign up (签约租用) for 2) _______________.
one individually or look for companies that can register you with
many search engines, Internet malls and Internet directories for a
discount price. They will also make suggestions on ways to 3)
increase
____________
the number of visitors to your site by registering
certain search words and phrases.
Section 4
More Things to Do
Step 3
professional You don't have to
Design your site so that it looks 4) __________.
spend a fortune, but try to be original.
Step 4
Exchange banner ads (横幅广告) with other websites to help
attract visitors to your site.
Step 5
promote your site offline. Put your Web site address on
5) ____________
business cards, letterhead, fliers (广告传单) and sales tags (标签)
and in 6) _____________
classified ads.
Step 6
Provide as many 7) ______________
as possible for people to do
options
business with you online. Accept credit cards, take orders via fax,
mail and telephone, and agree to deliver c.o.d. (货到付款)
Section 4
More Things to Do
Step 7
return
Establish a steady supply of 8) ____________
customers by
maintaining a high standard of customer service and
implementing a policy of product guarantees.
Tips & Warnings
connected to
Choose a domain name that's easily 9) _______________
your
company or product name. If your company name is Acme and
you sell a product called Rough and Tough Trash Cans, your
domain name should be acme.com, acmeroughandtough.com,
roughandtough.com or something similar. Take every precaution
to make sure that the personal data transmitted (传输) between
protected
site visitors and you is 10) _____________.
(327 words)
next
Section 4
More Things to Do
Task 2 Choose the answer that best completes each
sentence.
1. To get your company and your product online, you'll
need things except______.
A) website developers
B) domain names
C) search engines and Web software
D) Credit cards
Section 4
More Things to Do
2. Contract a website hosting company and they will
_______.
A) accept your credit cards
B) sell your products well
C) offer the services you need
D) bring you lots of customers
Section 4
More Things to Do
3. The word “precaution” in the last paragraph most
probably means ________.
A) preventive action
B) preparatory step
C) careful plan
D) thoughtful idea
Section 4
More Things to Do
4. The options provided for people to do business with
you online do not include _______.
A) accepting credit cards
B) taking orders via fax, mail and telephone
C) agreeing to deliver c.o.d.
D) door to door service
Section 4
More Things to Do
5. The personal data transmitted between site visitors
and you online must be ______.
A) promoted
B) professional
C) protected
D) individual
back
Read and Think
Selling a Product & Service
In order to sell your products or services well, you have to
clearly explain your products or services, identify their features
and benefits, and discuss what needs or problems they address
in the market.
If you are selling a product, your reader will want to know
what it is, what it does, and its features and benefits. Consider
including pictures if they would help your reader get a better
understanding of your product. Describe its size, shape, color,
cost, design, quality, capabilities, technological life-span and
patent protection. You may also wish to explain how it is
produced, the materials required, and the type of labor needed.
back
Read and Think
Selling a Product & Service
In order to sell your products or services well, you have to
clearly explain your products or services, identify their features
and benefits, and discuss what needs or problems they address
in the market.
If you are selling a product, your reader will want to know
what it is, what it does, and its features and benefits. Consider
including pictures if they would help your reader get a better
understanding of your product. Describe its size, shape, color,
cost, design, quality, capabilities, technological life-span and
patent protection. You may also wish to explain how it is
produced, the materials required, and the type of labor needed.
back
Read and Think
If you are offering your customers a service, explain what
that service is, how it works, and what need it addresses in the
marketplace. Where will you operate? What makes your service
different? What materials or equipment is needed? What are
your days and hours of operation? Explain the steps in your
service process and the benefits you offer your clients.
Remember to offer enough information to satisfy an outsider's
need to understand your service without boring them with trivial
details.
No matter you are selling a product or offering a service, one
important thing that you must keep in mind is to emphasize your
USP - Unique Selling Proposition. Your USP is the proprietary
back
Read and Think
If you are offering your customers a service, explain what
that service is, how it works, and what need it addresses in the
marketplace. Where will you operate? What makes your service
different? What materials or equipment is needed? What are
your days and hours of operation? Explain the steps in your
service process and the benefits you offer your clients.
Remember to offer enough information to satisfy an outsider's
need to understand your service without boring them with trivial
details.
No matter you are selling a product or offering a service, one
important thing that you must keep in mind is to emphasize your
USP - Unique Selling Proposition. Your USP is the proprietary
back
Read and Think
information that sets your product or service apart from your
competition. If you are using your business plan to solicit
funds, this is what your reader will want to see. If it is an
internal document, your USP will be critical to your sales and
marketing strategies. Without a USP, your product or service
will appear dull and there will be no compelling reason for
people to buy it.
What would some USPs be? For a food product, it could be
a proprietary recipe (like Kentucky Fried Chicken's secret
recipe) or a special way the food is served (like Boston
Market's hand-carved turkey).
back
Language Study
identify: to say, show, prove, who or what sb or sth is;
establish the identity of 认出，鉴定
For example:
A good marketer should be able to identify the status of
clients.一个好的营销人员应该能够明确客户类别。
Can you identify your company’s umbrella among this
lot? 你能在这些伞中认出你公司的伞吗？
back
Language Study
feature: a (typical or noticeable) part of quality 特征，
特色
For example:
The sole redeeming feature of this job is the salary.这份
工作唯其薪水尚可弥补一切之不足。
That's been a feature of my last few interviews.这是我
过去几场面试的一个特点。
back
Language Study
benefit: advantage; good effect 利益，裨益
For example:
This project is of great benefit to everyone. 这项工程对
每个人都大有好处。
What is the benefit of doing that? 这样做有什么好处？
back
Language Study
address: to be or give enough for; fulfill (a need, desire,
etc) 满足（需求，欲望等）
For example:
Every effort is made to address customer needs. 要尽每
一份努力满足顾客的需要。
It seems that our company can’t address your desire to
be a manager. 看来我们公司不能满足你要做经理
的欲望。
back
Language Study
Consider including pictures if they would help your
reader get a better understanding of your product.
consider doing sth.: think about doing sth. 考虑做某事
For example:
We are considering reorganizing the production process.
我们正在考虑改进生产过程。
I considered employing Mr Smith but decided that Mr
Jones was more suited to the job. 我本来想聘史密斯
先生，后来认为琼斯先生更适合这个工作。
next
Language Study
get a better understanding of: to understand fully or
better 更好地了解
For example:
To get a better understanding of how advertisers
persuade us to buy their products, we'd better have a
bird's eye view of human nature.为了更好地了解登广
告的人是如何向我们宣传买他们的产品的，我们最
好全面分析一下人的本性。
Only when we get a better understanding of the
importance of our job can we do it well.
只有当我们更好地了解工作的意义，我们才能把工
作做好。
back
Language Study
capability: the capacity to be used, treated, or
developed for a specific purpose 性能; 容量
For example:
the capability of the metal to be fused 金属的可熔合
性
nuclear capability核能
back
Language Study
technological: of or related to technology 科技的，工
业技术的
For example:
This is one of the great technological advances of the
20th century.这是20世纪伟大的科技进步之一。
Our product and technological level leads in this field in
China.产品和技术水平在国内属领先水平。
back
Language Study
patent: the right given in such a piece of writing 专
利权
For example:
It is a patent product in my company. 这是我公司的一
项专利产品。
He has applied for a patent on his latest invention. 他已
替他最新的发明申请了专利。
back
Language Study
labor: work or effort 劳动，劳力
For example:
We are short of skilled labor.我们缺少技术工人。
He was given 5 months' hard labor.他被处罚做五个月
的苦工。
back
Language Study
client: a person who buys goods or services from a
shop or person trading, esp. regularly顾客，主顾
For example:
The manager said that he believed the client would
come next week.经理说他相信客户下周会来的。
I need you to go through our client list.我需要你把客户
的名单看一遍。
back
Language Study
outsider: person who is not, or who is not considered to
be, a member of a group, society, etc 局外人; 外行
For example:
I feel like a total outsider at the company. Nobody wants
to tell me what's going on.我觉得自己在公司里好像
是个局外人。没人要告诉我到底发生什么事了。
Well, that certainly proves you're an outsider.这确实证
明你是个外行。
back
Language Study
bore: to make (someone) tired or uninterested, esp. by
continual dull talk令人厌烦
For example:
The boss bored us all by talking for hours about his new
house.老板连续几个小时大谈他的新房子，使我们
大家都厌烦透了。
Lengthy self-introduction always bore interviewers.冗
长的自我介绍总使面试者厌烦。
back
Language Study
trivial: of little worth or importance 琐碎的，无足轻
重的
For example:
We won’t accept any workers who often get angry over
such trivial matters.
我们不会接收任何为这么小的事动肝火的工人。
The manager warned us not to waste our time on these
trivial things.经理警告我们不要把时间浪费在这些
琐事上。
back
Language Study
detail: a small point or fact 细节，小事
For example:
The full details of the agreement haven't been made
public.协议的细节尚未公布。
Let me give you more detail. 让我来具体说明。
back
Language Study
No matter you are selling a product or offering a service,
one important thing that you must keep in mind is to
emphasize your USP.
No matter how/when/where/why/what/which/who…:
it makes no difference … 无论，不管
For example:
No matter how hard I work, there is always more to do.
不管我干得多么卖力，总是有做不完的工作。
No matter where you work, you can always find time to
study. 无论你在哪里工作，你都能找到时间学习。
next
Language Study
keep… in mind: not to forget something; include something into
one’s considerations 不忘记，记住
For example:
You should keep in mind that you are only a waitor.你应该记住
你仅仅是一个服务生。
I hope you will keep in mind what I am saying.我希望你把我所
说的话记在心里。
emphasize: to place emphasis on 强调；特别重视
For example:
The boss always emphasizes the importance of training.老板总是
强调培训的重要性。
What special features should I emphasize in the advertisement?在
广告中我必须突出新产品的哪个特性？
back
Language Study
proprietary: owned or controlled by sb; held as
property 独有的，专有的
For example:
But our software's not proprietary.但我们的软件不是
私有的。
The products produced by our company are completely
unique and proprietary.我们公司出产的产品是完全
独特的和专有的。
back
Language Study
set apart: 拨出；隔离
For example:
One day of the week should be set apart for relaxation.
每周应该拨出一天时间休闲。
He was set apart because he suffered an infectious
disease.他被隔离开了，因为他得了传染病。
back
Language Study
solicit: to ask for (money, help, a favor, etc.) from (a
person) 请求，乞求
For example:
We solicit your close cooperation with us in this matter.
我们恳求您就此件事能给予协助和合作。
I solicit the favor of an interview, and assure you that if
appointed, I will do my best to give you satisfaction.
恳请惠予面试之荣。如蒙录用，本人必竭尽所能，
为贵公司服务，以符厚望。
back
Language Study
internal: of or in the inside, esp. of the body 内部的，
在内的（尤指身体）
For example:
Promote internal's team work and 5S activity.促进内部
团队建设和5S活动。
We changed our internal organization.我们改变了我们
的内部组织架构。
back
Language Study
critical: of or at a crisis 紧要关头的，转折点的
For example:
This is a critical time for the development of our
company in our history.这是我们公司发展的历史关
键时期。
This is a critical moment when there will be a change
for the better or the worse。这是生死存亡的关头。
back
Language Study
compelling: arousing interest, making necessary引起兴
趣的；强迫的
For example:
I don't have any compelling reasons to reject his offer.
我没有任何令人信服的理由可以拒绝他所提出来
的条件。
He doesn't find its features very compelling either.他没
有找到它的功能有什么诱人之处。
back
Translation
推销产品和服务
当推销产品或服务时，你必须清楚地说明你的产品/服务，明
确其特色和好处，并说明他们解决了市场上的什么需要或问题。
如果你销售的是产品，你的顾客会想知道它是什么产品，它有
什么用以及它的功能和优点。如果图片能有助于读者更好地了
解您的产品，那么你就要考虑使用图片。你要解说产品的大小，
形状，颜色，成本，设计，质量，功能，技术寿命和专利保护。
你也可以解释它是如何生产出来的，它所需的材料和所需的劳
动力是什么。
如果你推销的是服务，便解释你提供的是什么服务，服务的内
容以及该服务主要针对市场的哪些需求。你将在哪里进行服务？
是什么使你的服务与众不同？需要什么材料或设备？您进行服
务的日期和时间是什么时候？要向顾客解释服务的
back
Translation
步骤及所能为他们带来的裨益是什么。记住你所提供的信息
要能够让外行人了解你的服务即可，不要有琐碎的信息使他
们厌烦。
无论你推销的是产品或服务，必须记住的一个重要的事情便
是要强调你产品的独特卖点。产品独特卖点是让你的产品或
服务从竞争中脱颖而出的东西。如果该独特卖点作为你的业
务计划来募集资金，这正是顾客希望看到的。如果它是一个
不便公开的内部文件，那么该独特卖点在你做销售和市场营
销战略是至关重要的。产品没有独特卖点的话，你的产品或
服务会显单调，因此也不会有诱人的理由的让人去购买它。.
独特卖点是什么呢？对于食品而言，它就是一个专有配方
（如肯德基的秘密食谱） ，或是一种特殊的上菜方式（如波
士顿市场的手撕火鸡）。
back
Focus on Grammar
将来完成时
将来完成时由shall (will) have + 过去分词构成，主要下列几
种用法：
1、表示到将来某一时刻已经完成的动作或事情, 常与by和
not until/till+时间名词以及build, complete, finish等表示完
成意义的动词连用。例如：
I shall have finished the annual report before lunch.午饭前我就
能完成这份年度报告了。
By this time next year we’ll have reached all sales goals we’ve
set. 到明年这时候我们所设的销售目标都会实现。
2、在believe, expect, hope, suppose等动词之后，也常用将
来完成时。例如：
I expect you will have changed your mind by tomorrow. 我预料
到明天你就会改变主意了。
Focus on Grammar
3、有时用来表示一种揣测。例如：
They will have arrived home company by now. 这时候他们
可能已经到家了。
When we get there the clients will probably have left. 我们到
那里时客户可能已经走了。
next
Focus on Grammar
Task 1Study the following English sentences and
translate the Chinese sentences into English.
1. I hope we’ll have got the instructions ready before you come
tomorrow.
到2015年我将在这工厂工作了20年。
I will have worked in the factory for 20 years by the year 2015.
2. They’ll have hit the year’s target by the end of October.
我们在一起工作过一年，他大概不会不记得我。
We worked together for a year. He won’t have forgotten
me.
next
Focus on Grammar
3. I The company will have been the market leader for 100 years
by 2010.
到这月末我们的新产品就可以投放市场了。
Our new product will have been launched by the end of this
month.
4. You will have heard the news, so I need not repeat it then.
他们这时一定收到我们的求职信了。
They will have received our application letter by now.
5. Will you have finished the report by 5:00?
你如果七点钟来，面试还没有结束呢。
If you come at seven o’clock, the interview will have not yet
ended.
next
Focus on Grammar
Task 2 Correct the errors in the following sentences.
1. I will make the marketing plan by the end of this week.
will have made
2. The new buildings will have built on the campus by the end of
this year.
will have been built
3. The project to clear up the polluted river will be completed by
the end of next year.
will have been completed
4. When I have done that, I shall do all I was supposed to do.
shall have done
5. I hope that all my classmates to be able to find a job before
graduation.
will have been
back