Хорижий тил Фанидан мустақил таълимни ташкил этиш бўйича

Task 17.4 Complete the sentences with the correct form of the verbs in brackets. PRESENT PERFECT vs PRESENTE PERFECT CONTINUOUS
1.- At last! I ___________ (solve) the problem. 2.- What ______________ recently? (you / do) Anything interesting? 3.- My brother ____________ (buy) a new motorbike. It looks great. 4.- _____________ (you / swim)? Your hair looks wet. 5.- Oh, There you are! I ____________ (look) for you everywhere. 6.- Sorry we are late. How long _______________ (you / wait)? 7.- I ____________ (know) Peter for a long time. 8.- My friends _____________ (run) for two hours already. 9..- I ____________ (never / understand) Maths and Physics. 10.- The children are tired because they ___________ (play) all day. 11.- Susan _____________ (never / believe) in ghosts and fairies. 12.- I _______________ (write) emails all day. 13.- John ______________ (never / see) this film before. 14.- What on earth ___________ (you / do)? You’re covered in mud. 15.- _______________ (you / ever / see) Altamira Cave? I hear it’s incredibly beautiful. 16.- How long ________________ (he / learn) English? 17.- I ____________ (just / speak) to my cousins. They told me the news. 18.- I’m sorry. Monica is not here.. She _____________ (go) out. 19.- We’re really tired because we ______________ (train) for the marathon since eight o’clock. 20.- _______________ (you / finish) doing your homework yet? 21.- The students ________ (revise) for their Spanish exam for two hours. 22.- Peter, why are you sweating? Because I _________ (hoover) the carpets. 23.- Is the lawn finished? Yes, Gonzalo ____________ (cut) the grass. 24.- It’s still raining. It _____________ (rain) for hours. 25.- How much money _____________ (you / spend) this week.


Task 17.5 Prepare presentation on the topic Market research / Product development


Self-study 18


TASK 18.1 Read the text and answer the questions.
Distribution
Distribution is the final link in a company's supply chain, and involves getting the right products to the customer at the right time. It includes the physical handling of goods, warehousing, choice of distribution channel (eg wholesaler, retailer, direct to consumer), choice of retail outlet, and order fulfilment ( doing something that is promised).
The mind map opposite lists the main options for retailing. The main trend has been to move away from small family- owned stores (AmE mom and pop stores) to large shopping centres (AmE malls). A variation, common in the US, is a large out-of-town mall where giant 'big box' stores surround a central car park (AmE parking lot). Future trends may include offering more entertainment to attract customers, and developing private label (in-house) brands as cheaper competition to name-brand goods.
The promotional mix
The term 'promotion' is very broad. Look at the mind map to see different elements of the promotional mix. The first item in the bubble, sales promotions, is covered in more detail on another branch of the map. The other items are covered in more detail below:
Personal selling (= sales): this is the direct face-to-face communication between salesperson and customer. The sales process has various stages:

1. 
   Prospecting: identifying a potential customer ( - a prospect) who has the ability and authority to buy.
   
2. 
   Approach: contacting the prospect and preparing for the sales interview.
   
3. 
   Presentation: describing the features of the product, highlighting lhe advantages over competing products, and giving examples of satisfied customers.
   
4. 
   Demonstration: if possible, the customer is given a chance to see the product in use.
   
5. 
   Answering objections: customers should be given a chance to express their doubts, as they are unlikely to buy unless-these are dealt with. At this stage the salesperson -.tresses benefits rather than features.
   
6. 
   Closing: the salesperson asks the prospect to buy. If the customer still has doubts then options include offering an alternative product, offering a special incentive, or restating the product benefits.
   
7. 
   Follow-up: processing the order quickly and efficiently, and reassuring the customer about their purchase decision during further conversation.
   
8. 
   Long-term relationship: going on to establish regular contact with the customer.
   

Advertising: the use of different media such as television commercials, advertisements in newspapers and magazines, direct mail, outdoor (billboards, posters on bus-stops), flyers given to people on the street, Internet. Public relations: managing 'publicity' (information that makes people notice a company). The PR function in a company needs to establish good relations with the news media in order to control this information, and PR people issue press releases and hold press conferences. Events: memorable occasions (in-store, on the street, in an unusual location).
Sponsorship of sports teams, music groups, theatre / opera I ballet etc.
Endorsements by celebrities (eg 'the face of L'Oreal', rap artists wearing a clothing brand).
Trade promotions to retailers, eg financial incentives to stock a new product or to give more space/visibility to existing products (eg shelf height and aisle position). Other: product placement in films, word-of-mouth (= personal recommendations), viral marketing (online through social networking websites and friends emailing video clips). The term 'guerrilla marketing' covers ail unconventional techniques - from viral marketing to the distribution of free products on the beach.
1.What is Physical Distribution?
2. What does the term ‘promotion’ mean?
3. What stages does the sales process have ?
4. What is Endorsement?

TASK 18.2 Complete each explanation with a pair of words from the box. The words may not be in the right order.

agent / broker promotion/ advertising client / customer brochure / catalogue commercial / spot sponsorship/ endorsement

1. To refer to a buyer, the word __________ is more common where there is a standard product, and in shops and restaurants. The word_____________ is more
common in the service sector and where there is a degree of personalization.
2. A list of everything that a company sells is called a _______________. If it has lots of colour pictures and looks like a small magazine it is more likely to be called a _________________. The former may have prices as well, the latter would not.
3. A general word that means 'the process of attracting people's attention to a product' is _________________ . One specific example of this is_____________, which refers to text and images and sound in media such as television, newspapers, billboards and the Internet.
4. An advertisement on television, radio or film is called a _____________. An informal word with the same meaning is _____________.
5. _______________is when a celebrity uses a certain product as a way of promoting it._____________ is the activity of giving financial support to a sports or cultural event.
6. Both words mean 'a person who does business on behalf
of another company'. The word ______________ is used where there is a long-term relationship, whereas the word ____________ is more common for individual transactions (eg stocks).

TASK 18.3 Match each stage in the sales process with its explanation 1-7 below.

Answering objections Approach Closing
Demonstration Follow-up Presentation Prospecting

1. 
   - identifying a potential customer
   
2. 
   - contacting the prospect and preparing for the sales interview
   
3. 
   - describing the features of the product
   
4. 
   - giving the customer a chance to see the product in use
   
5. 
   - asking the prospect to buy
   
6. 
   - dealing with any doubts that the customer has
   
7. 
   - processing the order quickly and maintaining long-term contact