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1、Unit 2 Selling onlineQuotationBad ideas dont get better online.-IBM advertisement OverviewVocabulary(Online Shopping)Starting up(online shopping)Skills (reaching agreements)Listening(online selling vs. high street selling)Language Review(must, need to,Have to, should)Reading(Virtual PocketMoney)Case
2、 Study(negotiate & e-mail)Starting upADo you enjoy shopping? Do you shop online?BWhich of the following goods do you think are suitable to be bought online?The Internet is an exciting tool that puts vast information at your fingertips. With a click of a mouse, it lets you buy an airline ticket, book
3、 a hotel, send flowers to a friend, or purchase your favorite stock.Good deals, convenience and choices abound on the Internet. But before you use all the Internet has to offer, be cyber smart and make your online experience safe.OnlineshoppingtipsKnow who youre dealing with.Anyonecansetupshoponline
4、underalmostanyname.Confirmtheonlinesellersphysicaladdressandphonenumberincaseyouhavequestionsorproblems.Ifyougetanemailorpop-upmessagewhileyourebrowsingthatasksforfinancialinformation,dontreplyorclickonthelinkinthemessage.Legitimatecompaniesdontaskforthisinformationviaemail.Know exactly what youre b
5、uying. Readthesellersdescriptionoftheproductclosely,especiallythefineprint.Wordslike“refurbished,”“vintage,”or“close-out”mayindicatethattheproductisinless-than-mintcondition,whilename-branditemswith“toogoodtobetrue”pricescouldbecounterfeits.Know what it will cost.Checkoutwebsitesthatofferpricecompar
6、isonsandthen,compare“applestoapples.”Factorshippingandhandlingalongwithyourneedsandbudgetintothetotalcostoftheorder.Donotsendcashunderanycircumstances.Check out the terms of the deal, like refund policies and delivery dates.Canyoureturntheitemforafullrefundifyourenotsatisfied?Ifyoureturnit,findoutwh
7、opaystheshippingcostsorrestockingfees,andwhenyouwillreceiveyourorder.Sellersarerequiredtoshipitemsaspromisedorwithin30daysaftertheorderdateifnospecificdateispromised.Keep a paper trail.Printandsaverecordsofyouronlinetransactions,includingtheproductdescriptionandprice,theonlinereceipt,andcopiesofever
8、yemailyousendorreceivefromtheseller.Readyourcreditcardstatementsasyoureceivethemandbeonthelookoutforunauthorizedcharges.OnlineshoppingtipsOnline shopping websitesCWhy do some people prefer not to buy goods and services online?You may find that goods are not suitable when they arrive or get things yo
9、u did not order.You may have security problems with using credit cards and find yourself paying for things you did not buy.You may enjoy shopping in real shops. You may like the feeling of walking in the supermarket with a shopping cart.Starting upVocabularyShopping OnlineA Choose the correct word t
10、o complete each sentence.1.We offer a _ to customers who buy in bulk.2.We ask customers who are not fully satisfied to _ 3. goods within seven days.4.3. In order to get a full _, customers must send 5. back goods in the original packaging.6.4. Goods will be _ within 24 hours of your order.7.5. Goods
11、 are kept in our _ until ready for delivery.8.6. Products and services offered at a large discount are 9. generally a(n) _.discountreturnrefunddespatchedwarehousebargainBcredit cardcooling offmoney backmethod ofinterest-freeout ofafter salesguaranteestockperiodcreditdetailsservicepayment1 the time w
12、hen you can change your mind and cancel 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
13、 are not happy7 the help you get from a company when you start to use their productVocabularyShopping OnlineMake phrases that match definitions 1 7.ListeningSelling onlineWhat does a successful online business need to do in order to achieve lots of sales and do a fantastic job for customers so that
14、they tell each other and keep coming back?Website:Prices:Delivery service:Customer service:should be easy and quick to use and provide lots of information about productsshould be low and good because customers want value for moneyshould be fast and reliablewhen things go wrong, its important to have
15、 an excellent customer service team to deal with enquiries on the phone or by e-mailListeningSelling onlineAListen to the first part of the interview and complete the extracts below.Before orderingFirst,youmusthavea_andthewebsiteneedstobe_and_touse.Itneedstoprovide_abouttheitemsthatyourebuying.Andth
16、epricesonthereneedtobe,youknow_,goodprices.After orderingAndthen,oncesomebodysorderedsomethingfromyourwebsite,youneedtoprovideafast_whichisreliable.Andthen,ifanythingshouldgowrong,itsimportantthatyouhaveanexcellent_teamdealingwithenquiriesonthephoneorbye-mail.good websitequickeasylots of information
17、low pricesdelivery servicecustomer serviceBListen to the second part of the interview and answer the questions.ListeningSelling online1. What was good about e-toys?They had a great service for selling toys online in A & E.2. What problems did e-toys have?They ran out of money and had to go into liqu
18、idation.CListen to the last part of the interview and decide which of the statements are true.1.Selling online is similar to selling by mail order in many ways.2.Warehouses are not essential when selling online.3.Location is more important for online selling than for high street retailing.4.4. High
19、street retailers need to present goods attractively to get people to buy.truetruefalsefalseDifferences Shop assistant Telesales operatorDelivery serviceshop dcor & layoutWebsite designSimilaritiesQuality & reliabilityPrices Customer satisfactionDifferences & Similarities between online and shop sell
20、ingReadingVirtual Pocket MoneyWhat does the topic “the arrival of virtual pocket money” tell you about the passage?The passage should be about how teenagers can spend their pocket money on the Internet.Who are the target customers of those Internet retailers? Why? Teenagers. They like using the Inte
21、rnet. They spend more money online than adults. The things they want to buy are easily sold on the Web.What problems do teenagers have buying things online?Buying things on the Internet requires credit cards, but teenagers are too young to own credit cards and they need a facility that allows them t
22、o spend money online.Are the businessmen in UK & US trying to take pocket money into cyberspace? If successful, what effect can they have on online sales?Businessmen in both UK & US are trying new ways to take pocket money into cyberspace. If successful, they can greatly increase online sales.Read p
23、aragraphs 1 - 3 & answer the questionsDo teenagers in the UK & US spend a lot of money online?$153bn in US, 20bn in UK. 12.5% of teenagers with internet access have bought online. 16% of US teenagers using the Internet buy things online.Who are paying for those online purchases? Are teenagers satisf
24、ied with the arrangement?Parents are paying for the purchases with credit cards, but teenagers are not satisfied with this because they can not spend the money freely.What facilities mentioned in the passage can currently help teenagers convert their pocket money into cyber cash?They can do it throu
25、gh pre-paid cards such as InternetCash in the US and Smart Cards in the UK.ReadingVirtual Pocket MoneyRead the rest of the passage and answer the questionsADiscuss these questions.1. What do you think teenagers like to buy online?Possible items may include books, software, games, clothing, sports go
26、ods, CDs, concert tickets 2. What problems do you think teenagers have buying online?The main problem is how teenagers can pay independentlyof their parents, as most websites require the use of credit cards.CWhich of the following statements are true?1.Adults spend a greater proportion of their mone
27、y online than 2. teenagers.3.2. Most teenagers pay for goods online with their own credit cards.4.3. More than 66% of teenagers in the US and UK have Internet 5. access.6.4. Most teenagers in the US and UK have bought something online.7.5. Children find it easier to persuade parents to buy in a shop
28、 than 8. online.falsefalsefalsetruetrueExerciseRead the passage again and do the following exercisesDWhat do these words in the article refer to?1. teenagers 2. A new payment method for teenagers to buy online3. A facility that allows teenagers to buy online4. The purchases made online by teenagers5
29、. parents6. teenagersEDo the following words have a positive or negative meaning?1Tricky 4 unsatisfactory 2Frustrated 5 productive3Successful -+positive + negative -Exercise1. must (obligatory); need to (necessary); have/has to (compulsory)We must work hard and make good use of our time in the unive
30、rsity.We must finish the work by Friday. This is the deadline.We need to consult the line manager if we want to go on holiday.You need to offer good prices if you want to sell your products online.Its too late. Im afraid I have to leave now.You have to get up early if you work as a London Tube drive
31、r.2. should (give advice; say what is right)When you receive e-mails from friends, you should reply.We should help each other and care for other people.We shouldnt be rude and impolite to others.3. dont have to; dont need to (lack of obligation/necessity)You dont need to come to the office today. It
32、s Sunday the weekend!You dont need to pay cash all the time. You can use your credit card.You dont have to do it only for me.LanguagereviewModal 2: must, need to, have to shouldARead these rules of an online book club. Then answer the questions.- You must be 18 or over.- You shouldnt give your passw
33、ord to anyone.- You dont have to buy every month.- You dont have to buy our recommendations.- You need to buy ten books per year.- You dont have to pay after each purchase.- You must pay within three months.1.Canyoujoinifyouare17?2.Canyougiveyourpasswordtoafriendifyouwantto?3.Isitnecessarytobuyabook
34、everymonth?4.Isitnecessarytobuytherecommendations?5.Canyoubuyonlyfivebooksperyear?6.Isitnecessarytopayaftereachpurchase?7.Isitnecessarytopaywithinthreemonths?No, you cant.NoNo, you dont have toNoNo, you have to buy 10.No, you dont have toYes, you must.LanguagereviewModal 2: must, need to, have to sh
35、ouldBComplete sentences 1 to 8 with suitable endings a) to h).1. Its getting late2. I can work from home3. Ive been transferred to Madrid4. This deal is too important to lose5. We lost our database once before6. Im afraid this report is urgent7. I think were all in agreement8. Weve still got plenty
36、of stock in the warehousea)so we dont need to order b) any more yet.c)b) so we must not make a mistake.d)c) so you must not forget to back e) up the files.f)d) so youll have to stay and finish it.g)e) so I have to learn some Spanish.h)f) so we have to go.i)g) so I dont have to go into the j) office
37、much.k)h) so we dont need to discuss it any l) further.LanguagereviewModal 2: must, need to, have to shouldSkillsNegotiating: reaching agreementYou do not get what you deserve. You get what you negotiate.AAgree on 5 most important negotiating tips.Negotiating tips- be friendly- have clear aims- tell
38、 the other side what you want- listen carefully- pay attention to the other sides body language- dont change your plan during the meeting- never be the first to make an offer- be strong and try to win- prepare carefully before you negotiate- ask a lot of questions- have a lot of options- summarize o
39、ften the points you agree on- change your strategy during the negotiation, if necessary- never show any emotionNegotiating pointWhat Michelle wantsWhat the designer wantsWhat they agreeSchedule for setting up the websiteTwo monthsPayment termsFixed amount: $6,000Website designTwo covers per pageOne
40、month, by the end of JulyOne month, fewer pages$50 an hour$6,000 (half in advance)A large numberof book covers on every pageOne big imageBListen and complete the chart.M: Lets talk about the time for setting up the website. We want it in a months time. Thats the end of July.D: Its a bit early. I was
41、 hoping to have two months to do the job. If I finish in one month, _ to reduce the number of pages?M: Yes, thats no problem. Just do the best you can. Our _ is to have the website up and running as soon as possible.D: OK then, _.CListen and complete the missing wordsPart 1will you agreepriorityagre
42、edPart 2M: Now about payment. You want to charge us $50 an hour. That works out at $400 a day, I believe.D: Yes, thats the _ for the job.M: Well, _ to pay you a fixed amount for the work. We can _ you $6,000.D: I see. Do you _ ask you why you want to pay that way?M: Well, you see, that way we can co
43、ntrol the cost of the project. If we pay you per hour, the cost could become high. It could get out of control. This way, we know where we stand.D: I see. $6,000. Mmm, that could be all right, I suppose _ I get some money in advance. _ paying me half when I start the work and half at the end?M: Yes,
44、 I think we could arrange that. OK. I _ that.normal feewed preferoffermind if I as long asHow aboutagree toSkillsNegotiating: reaching agreementERole play the following situationWebsite maintenance contractA representative of a website maintenance company meets a company manager to negotiate a maint
45、enance contract. You need to reach agreements on:- Length of the contract- Frequency of the website tests- Response time for emergenciesWebsite representative: turn to page 136Company manager: turn to page 138Lifetime HolidaysDirectSunType of companyProduct rangeSales outletsTarget customersAims Cur
46、rent businessBackground ApackageholidayfirmAlow-budgetholidaywebsiteLargecatalogueofpackageholidaysCheapflightswithaccommodation,insuranceandcarhireHighstreetshopsWebsitePeopleover50GoodcustomerbaseAttractwideragegroups&joinwithanonlinecompanyOfferabiggercatalogueofholidays&joinwithabiggercompanyDem
47、andisfallingGoodcustomerbaseCASE STUDYCASE STUDYNegotiate and try to reach agreements on the following points for a joint venture:- Length of contract- Range of holiday destinations- Car hire & insurance- Advertising budget- Joint venture structureNegotiation on a joint venture Director of Lifetime
48、Holidays(turn to page 138)Director of DirectSun(turn to page 141)Speaking taskWriting taskAs director of either Lifetime Holidays or DirectSun, complete the e-mail to the person you negotiated with. Summarize what you agreed.To Cc Subject: Contract agreementDear Mr. With reference to our meeting of (date), here is a summary of the points we agreedon
