体验商务英语2-Unit.ppt

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1、Unit 2Selling OnlineLearning ObjectivesnTalking about selling onlinenVocabulary related to selling onlinenNegotiating techniquesnProblem-solving abilitiesnBusiness 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

2、the characteristics of them?BrainstormingWarming-upBrainstormingWarming-up Questions:nDo you do shopping online?nWhat kind of goods do you usually buy online?nHave you ever met any problems when you do shopping online?What problems are they?nWhat are the advantages and disadvantages of doing shoppin

3、g online?IBM advertisementnBad ideas dont get better onlinenThe 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.nIf 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.Whats E-commerce?nBy connecting to a standardized network we can find information,buy and sell quickly and easily,with lower process and administration cost.nBy implementing E-Commerce,you save money,a

5、re 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?nBusiness to business or B2B refers to electronic commerce between businesses rather than between a business and a consumer(B2C).nB2B businesses oft

6、en 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.n When implemented properly,ecommerce is often faster,cheaper and more convenient than the traditi

7、onal methods of bartering goods and services.Five business benefits of E-CommercePersonalizationInteractivityMeasurementCost reductionGlobal reachE-CommerceDiscuss the questionsnSome goods and services may be more suitable for selling online,for example:holidays and travel,where no physical delivery

8、 of goods is involved.nSome 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.nSome security problems may appear with using credit cards.So some people actually enjoy shopping in real shops.Vocab

9、ularyChoose the correct words to complete the sentences.n1 we offer a _to customers who buy in bulk.nA refund B discount C delivery n2 We ask customers who are not fully satisfied to _goods within 7days.nA discount B refund C returnn3 In order to get a full _,customers must send back goods in the or

10、iginal packaging.nA discount B refund C returnKey:B/C/BVocabularyn4 Goods will be _within 24hrs of your order.nA dispatched B purchased C exchangedn5 Goods are kept in our_ until ready for deliverynA stock B storage C warehousen6 Products and services offered at a large discount are generally a(n)_.

11、nA sale B bargain C offerKey:A/C/BCombine words from boxes A and B.Make phrases that match definitions 1 to 7.A nCredit card /cooling offnMoney back/method of nInterest-free/out of nafter salesBnGuarantee/stock nperiod /credit ndetails/service npayment1.The time when you can change your mind and can

12、cel an order2.The name,number and expiry date on your credit card3.The way you choose to buy the goods you want4.When you can pay some time after you buy,but at no extra cost5.When the goods you require are not available6.A promise to give your money back if you are not happy7.The help you get from

13、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 serviceListening:Selling onlinenKey:nBefore ordering:good website,easy,quick,lots of,information,low pricesnAfter

14、 ordering:delivery service,customer serviceAnswer the questionsn1.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:n.If a company goes into liqui

15、dation,it stops operating and all its remaining assets are sold.Listening C:nKey:n1 Tn2 Fn3 Fn4 TDiscussion:Differences and similarities between online selling and high street retailingnDifferences:nShop assistants are obviously not important when buying online.nThe look,feel and ease of use of webs

16、ite is important in online sales,but obviously not in shops.This could be compared in some ways to the decor and layout of shops.SimilaritiesnCustomers satisfaction,quality,reliability of goods,etc.are just as important.nCustomers want value for money in the same way(but may want even more value for

17、 money,in other words,low prices for the same goods,when buying online.)Text:Virtual Pocket MoneyQuestions:n1Who like using the Internet according to the article?n2 What sort of people do the internet retailers like to sell goods?n3 What kind of goods are easily sold on the web?n4 What kind of metho

18、d do the buyers online use to pay fore the purchase?Do they own credit cards themselves?Text:Virtual Pocket Moneyn5Are the kids satisfied with the web?What do they want to help them spend money?n6What are springing up on both sides of the Atlantic?n7What does“have access to“in line 42 refer to?n8Wha

19、t can help them spend money in cyber space?What do these words in the article refer to?n1 they(l.22)teenagersn2 that(l.23)a new payment method for teenagers to buy onlinen3 that(l.25)a facility that teenagers to buy onlinen4 these(l.59)the purchases made online by teenagersn5 them(l.62)parentsn6 the

20、m(l.76)teenagersLanguage pointsn1.A large proportion of the fund is invested in British firms.(n.share of a whole)n2.retailer/wholesalern3.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

21、)Language pointsn4.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 n5.cyber-:relating to electronoc communication or experience takes pl

22、ace eg.Cyberspacen6.Weeds are springing up everywhere after the rain.(grow very fast)A breeze sprang up as we were returning.(appear suddenly)Language pointsn7.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 s

23、b.E.g.The only access to the farmhouse is across the field.n8.British converted to a decimal currency system in 1971.(change from to another)Where can I convert my pounds into Francs?Language pointsn9.prepaid card/smart cardn10.pay-as-you-go-mobile-telephone:a system with which the owner of a mobile

24、 telephone may pay where he goesn11.load the cash into an online account:put the cash into an online account Skills:Listen and complete the chartNegotiating pointWhat Michelle wantsWhat designer wantsWhat they agreeSchedule for setting up the websiteOne month,by the end of JulyTwo monthsOne month,fe

25、wer pagesPayment termsFixed amount:$6000$50 an hour$6000(half in advance)Website designA large number of covers onevery pageOne big imageTwo covers per pageSkills:listen and finish the dialoguenWill you agreenPrioritynAgreed nNormal fee nWed prefer nOffernMind if I nAs long asnHow about nAgree to Us

26、eful language for negotiationnLets talk about the time for setting up the website.nWe want it in a months time.nOur priority is to have the website up and running as soon as possible.nNow about the payment.You want to charge us 50 dollars an hour,I believe.nWell,wed prefer to pay you a fixed amount

27、for the work.nI think we could arrange that.Useful language for negotiationnIts a bit early/late.nI was hoping to have two months to do the job.nDo you mind if I ask why you want to pay that way?nI see.That could be all right.nOk,that sounds reasonable.Now,what else fo we need to discuss before you

28、get started?Useful language for negotiationnStarting aims:Wed like to have it in a months time.We must have delivery by the end of next week.nFocus the discussion:Lets talk about the time for setting up the website.Useful language for negotiationnMaking concessions:If I have to finish in one month,I

29、ll need to have an extra designer.That could be all right,as long as I get money in advance.nBargaining:How about pay me half when I start the work?Useful language for negotiationnRejecting suggestion:Wed prefer to pay you a fixed amount.nAgreement:Absolutely/Maybe you are right/That sounds reasonab

30、lenDisagreement:Its a bit too much,I d say(polite disagreement)Mmm,I dont know.(hesitate disagreement)Role play the situation.nRole A:a representative of a website maintenance company(网络维护公司)nRole B:a company managernSubject:the contract between the two parts about the maintenance of the companys we

31、bsite.Case StudynComplete the table 1 below:Lifetime HolidaysDirect SunType of holidayProduct rangeSales outletsExisting customersAimsState of businessLifetime HolidaysDirect SunType of holidayPackage holidayLow budget holidayProduct rangeLarge catalogue of package holidays(wide range of destination

32、s)Small range of destinations,arrange flights,accommodation,car hire,insuranceSales outletsMany high street shopsWebsiteExisting customersMainly over 50Wide range of age groupAimsAppeal to wider age group(esp.3-50),selling online,join with an online companyBigger catalogue of holidays to offer,join

33、with a bigger organizationState of businessFewer people visit its shops,demand for holiday is fallingGood customer baseWriting:e-mail商务英语电子邮件的格式 n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n标题（Subject）n称呼（Salutation）开头（Beginning）正文（Body）结尾句（Ending)n礼貌结束语（Complimentary Close）n写信人全名 （Writers Full

34、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：n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；n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；n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。商务英语电子邮件写作的五C原则 nCorrect

35、ness（准确）nConciseness（简洁）nComplete（完整）nClarity（清晰）nCourtesy（礼貌）Homework nSuppose 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 nTime:3 oclock on 24 March(Wednesday)nPlace:meeting room(room 801)in the W-companynOthers:the manager can come himself or just sent a representative