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1、Learning ObjectivesTalking about selling onlineVocabulary related to selling onlineNegotiating techniquesProblem-solving abilitiesBusiness writing techniques by writing an e-mail第1页/共41页 Look at the pictures of the homepages in the following page.Are you familiar with them?What are the characteristi
2、cs of them?BrainstormingWarming-up第2页/共41页Brainstorming第3页/共41页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 onl
3、ine?第4页/共41页IBM advertisementBad 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 th
4、is basic rule of e-commerce,which IBM has so concisely summed up in one of its latest as campaigns.第5页/共41页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 m
5、oney,are online 24hr a day,7days a week,no traffic jams,shopping crowds,carrying overloaded heavy shopping bags etc,just more business,the easy way.第6页/共41页Whats B2B?Business to business or B2B refers to electronic commerce between businesses rather than between a business and a consumer(B2C).B2B bu
6、sinesses often 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 t
7、he traditional methods of bartering goods and services.第7页/共41页Five business benefits of E-CommercePersonalizationInteractivityMeasurementCost reductionGlobal reachE-Commerce第8页/共41页Discuss the questionsSome goods and services may be more suitable for selling online,for example:holidays and travel,w
8、here no physical delivery of goods is involved.Some of the problems of e-commerce are the same as those 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 shopp
9、ing in real shops.第9页/共41页VocabularyChoose the correct words to complete the sentences.1 we offer a _to customers 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
10、 send back goods in the original packaging.A discount B refund C returnKey:B/C/B第10页/共41页Vocabulary4 Goods will be _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
11、discount are generally a(n)_.A sale B bargain C offerKey:A/C/B第11页/共41页Combine words from boxes A and B.Make phrases that match definitions 1 to 7.A Credit card /cooling offMoney back/method of Interest-free/out of after salesBGuarantee/stock period /credit details/service paymentThe time when you c
12、an change your mind and cancel an orderThe name,number and expiry date on your credit cardThe way you choose to buy the 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 hel
13、p you get from a company when you start to use their productKey:1 cooling off period 2 credit card details 3 method of payment 4 interest-free credit 5 out of stock 6 money back guarantee 7 after sales service第12页/共41页Listening:Selling onlineKey:Before ordering:good website,easy,quick,lots of,inform
14、ation,low pricesAfter ordering:delivery service,customer service第13页/共41页Answer the questions1.What was good about e-toys?It offers a 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:a
15、 company goes into liquidation,it stops operating and all its remaining assets are sold.第14页/共41页Listening C:Key:1 T2 F3 F4 T第15页/共41页Discussion:Differences and similarities between online selling and high street retailingDifferences:Shop assistants are obviously not important when buying online.The
16、 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 and layout of shops.第16页/共41页SimilaritiesCustomers satisfaction,quality,reliability of goods,etc.are just as important.Customers want value for money in the
17、same way(but may want even more value for money,in other words,low prices for the same goods,when buying online.)第17页/共41页Text:Virtual Pocket MoneyQuestions: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 a
18、re 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?第18页/共41页Text:Virtual Pocket Money5Are 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
19、?7What does“have access to“in line 42 refer to?8What can help them spend money in cyber space?第19页/共41页What do these words in the article refer to?1 they(l.22)teenagers2 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 purc
20、hases made online by teenagers5 them(l.62)parents6 them(l.76)teenagers第20页/共41页Language points1.A large proportion of the fund is invested in British firms.(n.share of a whole)2.retailer/wholesaler3.tricky:a.requiring skill or tact;deceptive,crafty eg.Tricky situation/tricky problems/tricky decision
21、(need to be dealt with careful consideration,skills and tact)第21页/共41页Language points4.facility:n.ability to learn or do things easily;circumstance,equipment that make it easier or possible to do;aids eg.He has a great facility for learning languages.sports facility(running track)/banking facility 5
22、.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 returning.(appear suddenly)第22页/共41页Language points7.have access to the internet:have way in using the internet.Access:
23、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.(change from to another)Where can I convert my pounds into Francs?第23页/共41页Language points9.prepaid card/smart
24、 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第24页/共41页 Skills:Listen and complete the chartNegotiating pointWhat Michelle wantsWhat designer wantsWhat they ag
25、reeSchedule for setting up the websiteOne month,by the end of JulyTwo monthsOne month,fewer pagesPayment termsFixed amount:$6000$50 an hour$6000(half in advance)Website designA large number of covers onevery pageOne big imageTwo covers per page第25页/共41页Skills:listen and finish the dialogueWill you a
26、greePriorityAgreed Normal fee Wed prefer OfferMind if I As long asHow about Agree to 第26页/共41页Useful language for negotiationLets talk about the time for setting up the website.We want it in a months time.Our priority is to have the website up and running as soon as possible.Now about the payment.Yo
27、u 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.第27页/共41页Useful language for negotiationIts a bit early/late.I was hoping to have two months to do the job.Do you mind if I ask why you want to pay that way?I see.Tha
28、t could be all right.Ok,that sounds reasonable.Now,what else fo we need to discuss before you get started?第28页/共41页Useful language for negotiationStarting aims:Wed like to have it in a months time.We must have delivery by the end of next week.Focus the discussion:Lets talk about the time for setting
29、 up the website.第29页/共41页Useful language for negotiationMaking 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 work?第30页/共41页Useful language for negotiationReje
30、cting 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)第31页/共41页Role play the situation.Role A:a representative of a website maintenance c
31、ompany(网络维护公司)Role B:a company managerSubject:the contract between the two parts about the maintenance of the companys website.第32页/共41页Case StudyComplete the table 1 below:Lifetime HolidaysDirect SunType of holidayProduct rangeSales outletsExisting customersAimsState of business第33页/共41页Lifetime Ho
32、lidaysDirect SunType of holidayPackage holidayLow budget holidayProduct rangeLarge catalogue of package holidays(wide range of destinations)Small range of destinations,arrange flights,accommodation,car hire,insuranceSales outletsMany high street shopsWebsiteExisting customersMainly over 50Wide range
33、 of age groupAimsAppeal to wider age group(esp.3-50),selling online,join with an online companyBigger catalogue of holidays to offer,join with a bigger organizationState of businessFewer people visit its shops,demand for holiday is fallingGood customer base第34页/共41页Writing:e-mail第35页/共41页商务英语电子邮件的格式
34、 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（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）第36页/共41页注意：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
35、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。第37页/共41页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）第38页/共41页Homework Suppose you are the product manager of the website maintena
36、nce 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.第39页/共41页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第40页/共41页感谢您的观看！第41页/共41页