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1、Unit 2,Selling Online,Learning Objectives,Talking about selling onlineVocabulary related to selling onlineNegotiating techniquesProblem-solving abilitiesBusiness writing techniques by writing an e-mail,Look at the pictures of the homepages in the following page.Are you familiar with them?What are th
2、e characteristics of them?,Brainstorming,Warming-up,Brainstorming,Warming-up Questions:,Do you do shopping online?What kind of goods do you usually buy online?Have you ever met any problems when you do shopping online?What problems are they?What are the advantages and disadvantages of doing shopping
3、 online?,IBM advertisement,Bad ideas dont get better onlineThe main idea:a bad business idea will not work any better it is being used as the basis for selling via the internet.The technology will not,in itself,make up for any deficiencies.If you are selling products online,you need to remember this
4、 basic rule of e-commerce,which IBM has so concisely summed up in one of its latest as campaigns.,Whats E-commerce?,By connecting to a standardized network we can find information,buy and sell quickly and easily,with lower process and administration cost.By implementing E-Commerce,you save money,are
5、 online 24hr a day,7days a week,no traffic jams,shopping crowds,carrying overloaded heavy shopping bags etc,just more business,the easy way.,Whats B2B?,Business to business or B2B refers to electronic commerce between businesses rather than between a business and a consumer(B2C).B2B businesses often
6、 deal with hundreds or even thousands of other businesses,either as customers or suppliers.Carrying out these transactions electronically provides vast competitive advantages over traditional methods.When implemented properly,ecommerce is often faster,cheaper and more convenient than the traditional
7、 methods of bartering goods and services.,Five business benefits of E-Commerce,Discuss the questions,Some goods and services may be more suitable for selling online,for example:holidays and travel,where no physical delivery of goods is involved.Some of the problems of e-commerce are the same as thos
8、e for mail order:finding the goods are not suitable when they arrive or getting things you did not order.Some security problems may appear with using credit cards.So some people actually enjoy shopping in real shops.,VocabularyChoose the correct words to complete the sentences.,1 we offer a _to cust
9、omers who buy in bulk.A refund B discount C delivery 2 We ask customers who are not fully satisfied to _goods within 7days.A discount B refund C return3 In order to get a full _,customers must send back goods in the original packaging.A discount B refund C return,Key:B/C/B,Vocabulary,4 Goods will be
10、 _within 24hrs of your order.A dispatched B purchased C exchanged5 Goods are kept in our_ until ready for deliveryA stock B storage C warehouse6 Products and services offered at a large discount are generally a(n)_.A sale B bargain C offer,Key:A/C/B,Combine words from boxes A and B.Make phrases that
11、 match definitions 1 to 7.,A Credit card/cooling offMoney back/method of Interest-free/out of after sales,BGuarantee/stock period/credit details/service payment,The time when you can change your mind and cancel an orderThe name,number and expiry date on your credit cardThe way you choose to buy the
12、goods you wantWhen you can pay some time after you buy,but at no extra costWhen the goods you require are not availableA promise to give your money back if you are not happyThe help you get from a company when you start to use their product,Key:1 cooling off period 2 credit card details 3 method of
13、payment 4 interest-free credit 5 out of stock 6 money back guarantee 7 after sales service,Listening:Selling online,Key:Before ordering:good website,easy,quick,lots of,information,low pricesAfter ordering:delivery service,customer service,Answer the questions,1.What was good about e-toys?It offers a
14、 good service.2.What problems did e-toys have?The real reason for the failure of e-toys was that it ran out of money and therefore went into liquidation.*Liquidation:n.If a company goes into liquidation,it stops operating and all its remaining assets are sold.,Listening C:,Key:1 T2 F3 F4 T,Discussio
15、n:Differences and similarities between online selling and high street retailing,Differences:Shop assistants are obviously not important when buying online.The look,feel and ease of use of website is important in online sales,but obviously not in shops.This could be compared in some ways to the decor
16、 and layout of shops.,Similarities,Customers satisfaction,quality,reliability of goods,etc.are just as important.Customers want value for money in the same way(but may want even more value for money,in other words,low prices for the same goods,when buying online.),Text:Virtual Pocket MoneyQuestions:
17、,1Who like using the Internet according to the article?2 What sort of people do the internet retailers like to sell goods?3 What kind of goods are easily sold on the web?4 What kind of method do the buyers online use to pay fore the purchase?Do they own credit cards themselves?,Text:Virtual Pocket M
18、oney,5Are the kids satisfied with the web?What do they want to help them spend money?6What are springing up on both sides of the Atlantic?7What does“have access to“in line 42 refer to?8What can help them spend money in cyber space?,What do these words in the article refer to?,1 they(l.22)teenagers2
19、that(l.23)a new payment method for teenagers to buy online3 that(l.25)a facility that teenagers to buy online4 these(l.59)the purchases made online by teenagers5 them(l.62)parents6 them(l.76)teenagers,Language points,1.A large proportion of the fund is invested in British firms.(n.share of a whole)2
20、.retailer/wholesaler3.tricky:a.requiring skill or tact;deceptive,crafty eg.Tricky situation/tricky problems/tricky decision(need to be dealt with careful consideration,skills and tact),Language points,4.facility:n.ability to learn or do things easily;circumstance,equipment that make it easier or pos
21、sible to do;aids eg.He has a great facility for learning languages.sports facility(running track)/banking facility 5.cyber-:relating to electronoc communication or experience takes place eg.Cyberspace6.Weeds are springing up everywhere after the rain.(grow very fast)A breeze sprang up as we were ret
22、urning.(appear suddenly),Language points,7.have access to the internet:have way in using the internet.Access:means of approaching or entering a place;way in;right to use or approach sb.E.g.The only access to the farmhouse is across the field.8.British converted to a decimal currency system in 1971.(
23、change from to another)Where can I convert my pounds into Francs?,Language points,9.prepaid card/smart card10.pay-as-you-go-mobile-telephone:a system with which the owner of a mobile telephone may pay where he goes11.load the cash into an online account:put the cash into an online account,Skills:Lis
24、ten and complete the chart,Skills:listen and finish the dialogue,Will you agreePriorityAgreed Normal fee Wed prefer,OfferMind if I As long asHow about Agree to,Useful language for negotiation,Lets talk about the time for setting up the website.We want it in a months time.Our priority is to have the
25、website up and running as soon as possible.Now about the payment.You want to charge us 50 dollars an hour,I believe.Well,wed prefer to pay you a fixed amount for the work.I think we could arrange that.,Useful language for negotiation,Its a bit early/late.I was hoping to have two months to do the job
26、.Do you mind if I ask why you want to pay that way?I see.That could be all right.Ok,that sounds reasonable.Now,what else fo we need to discuss before you get started?,Useful language for negotiation,Starting aims:Wed like to have it in a months time.We must have delivery by the end of next week.Focu
27、s the discussion:Lets talk about the time for setting up the website.,Useful language for negotiation,Making concessions:If I have to finish in one month,Ill need to have an extra designer.That could be all right,as long as I get money in advance.Bargaining:How about pay me half when I start the wor
28、k?,Useful language for negotiation,Rejecting suggestion:Wed prefer to pay you a fixed amount.Agreement:Absolutely/Maybe you are right/That sounds reasonableDisagreement:Its a bit too much,I d say(polite disagreement)Mmm,I dont know.(hesitate disagreement),Role play the situation.,Role A:a representa
29、tive of a website maintenance company(网络维护公司)Role B:a company managerSubject:the contract between the two parts about the maintenance of the companys website.,Case Study,Complete the table 1 below:,Writing:e-mail,商务英语电子邮件的格式,写信人Email地址 收信人Email地址 抄送收信人Email地址 密送收信人Email地址标题（Subject）称呼（Salutation）开头（
30、Beginning）正文（Body）结尾句（Ending),礼貌结束语（Complimentary Close）写信人全名（Writers Full Name）写信人职务及所属部门（Writers Title&Department）地址（Address）电话号码（Tel）传真（Fax）,注意：,其中邮件主题应体现邮件主旨，要引人注目、意思明确，最好为名词或动名词短语；称呼礼貌得体，符合商务英语写作习惯。如不知对方姓名只知头衔，可用“Dear+Title”作为称呼，如只知对方姓名不知性别，可用“Dear+全名”，如邮件为一封通函，则用“Dear All”作为邮件称呼；正文应结构清晰，便于阅读，如
31、正文内容较长，可使用小标题、小段落，或利用星号、下划线及段落间空行等方式使邮件眉目清楚、一目了然。,商务英语电子邮件写作的五C原则,Correctness（准确）Conciseness（简洁）Complete（完整）Clarity（清晰）Courtesy（礼貌）,Homework,Suppose you are the product manager of the website maintenance company in the“role play”part.Since your company and the client company(C-company)have agreed on all the details of the contract,write an e-mail to the manager of the C-company and invite him to come to your company to sign the contract.,Homework,Time:3 oclock on 24 March(Wednesday)Place:meeting room(room 801)in the W-companyOthers:the manager can come himself or just sent a representative,
