1、Unit 2 Selling onlineQuotationThis quotation means a bad business idea will not work any better just because it is being used as the basis for selling via the Internet.The technology will not,in itself,make up for any deficiencies.OverviewVocabulary(Online Shopping)Starting up(online shopping)Skills
2、(reaching agreements)Listening(online selling vs.high street selling)Language Review(must,need to,Have to,should)Reading(Virtual PocketMoney)Case 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?Th
3、e 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 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 h
4、as to offer,be cyber smart and make your online experience safe.OnlineshoppingtipsKnow who youre dealing with.Anyone can set up shop online under almost any name.Confirm the online sellers physical address and phone number in case you have questions or problems.If you get an email or pop-up message
5、while youre browsing that asks for financial information,dont reply or click on the link in the message.Legitimate companies dont ask for this information via email.Know exactly what youre buying.Read the sellers description of the product closely,especially the fine print.Words like“refurbished,”“v
6、intage,”or“close-out”may indicate that the product is in less-than-mint condition,while name-brand items with“too good to be true”prices could be counterfeits.Know what it will cost.Check out websites that offer price comparisons and then,compare“apples to apples.”Factor shipping and handling along
7、with your needs and budget into the total cost of the order.Do not send cash under any circumstances.Check out the terms of the deal,like refund policies and delivery dates.Can you return the item for a full refund if youre not satisfied?If you return it,find out who pays the shipping costs or resto
8、cking fees,and when you will receive your order.Sellers are required to ship items as promised or within 30 days after the order date if no specific date is promised.Keep a paper trail.Print and save records of your online transactions,including the product description and price,the online receipt,a
9、nd copies of every email you send or receive from the seller.Read your credit card statements as you receive them and be on the lookout for unauthorized charges.OnlineshoppingtipsOnline shopping websitesCWhy do some people prefer not to buy goods and services online?You may find that goods are not s
10、uitable when they arrive or get things you 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 upVocabularySh
11、opping OnlineA Choose the correct word to complete each sentence.1.We offer a _ to customers who buy in bulk.2.We ask customers who are not fully satisfied to _ goods within seven days.3.In order to get a full _,customers must send back goods in the original packaging.4.Goods will be _ within 24 hou
12、rs of your order.5.Goods are kept in our _ until ready for delivery.6.Products and services offered at a large discount are generally a(n)_.discountreturnrefunddespatchedwarehousebargainBcredit cardcooling offmoney backmethod ofinterest-freeout ofafter salesguaranteestockperiodcreditdetailsservicepa
13、yment1 the time when 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 mo
14、ney back if you 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 cus
15、tomers so that 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 imp
16、ortant to have 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,you must have a _ and the website needs to be _ and _ to use.It needs to provide_ a
17、bout the items that youre buying.And the prices on there need to be,you know _,good prices.After orderingAnd then,once somebodys ordered something from your website,you need to provide a fast _ which is reliable.And then,if anything should go wrong,its important that you have an excellent _ team dea
18、ling with enquiries on the phone or by e-mail.good websitequickeasylots of informationlow 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
19、 A&E.2.What problems did e-toys have?They ran out of money and had to go into liquidation.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.Locat
20、ion is more important for online selling than for high street retailing.4.High street retailers need to present goods attractively to get people to buy.truetruefalsefalseDifferences Shop assistant Telesales operatorDelivery serviceshop dcor&layoutWebsite designSimilaritiesQuality&reliabilityPrices C
21、ustomer satisfactionDifferences&Similarities between online and shop sellingReadingVirtual 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 customer
22、s of those Internet retailers?Why?Teenagers.They like using the Internet.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 youn
23、g to own credit cards and they need a facility that allows them to 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
24、 successful,they can greatly increase online sales.Read paragraphs 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 fo
25、r those online purchases?Are teenagers satisfied 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 pocke
26、t money into cyber cash?They can do it through 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
27、books,software,games,clothing,sports goods,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
28、 a greater proportion of their money online than teenagers.2.Most teenagers pay for goods online with their own credit cards.3.More than 66%of teenagers in the US and UK have Internet access.4.Most teenagers in the US and UK have bought something online.5.Children find it easier to persuade parents
29、to buy in a shop than online.falsefalsefalsetruetrueExerciseRead the passage again and do the following exercisesDWhat do these words in the article refer to?1.teenagers2.A new payment method for teenagers to buy online3.A facility that allows teenagers to buy online4.The purchases made online by te
30、enagers5.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 universit
31、y.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 driver.2.sh
32、ould(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.Its Sunday the w
33、eekend!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 password to anyone.-You do
34、nt 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.Can you join if you are 17?2.Can you give your password to a friend if you want to?3.Is it necessary to buy a book ev
35、ery month?4.Is it necessary to buy the recommendations?5.Can you buy only five books per year?6.Is it necessary to pay after each purchase?7.Is it necessary to pay within three months?No,you cant.NoNo,you dont have toNoNo,you have to buy 10.No,you dont have toYes,you must.LanguagereviewModal 2:must,
36、need to,have to shouldBComplete 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 go
37、t plenty of stock in the warehousea)so we dont need to order any more yet.b)so we must not make a mistake.c)so you must not forget to back up the files.d)so youll have to stay and finish it.e)so I have to learn some Spanish.f)so we have to go.g)so I dont have to go into the office much.h)so we dont
38、need to discuss it any 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 the other side what you want-li
39、sten 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 often the points you agree on-change your
40、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 month,by the end of JulyOne month,fewer pages
41、$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 hoping to have two months to do the job.If I finish
42、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 agreepriorityagreedPart 2M:Now about payment.You want to charge us$50 an hour.
43、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 control the cost of the project.If we pay you per hour,the cost could become hig
44、h.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,I think we could arrange that.OK.I _ that.normal feewed preferoffermind if I as long asHow
45、 aboutagree toSkillsNegotiating:reaching agreementERole play the following situationWebsite maintenance contractA representative of a website maintenance company meets a company manager to negotiate a maintenance contract.You need to reach agreements on:-Length of the contract-Frequency of the websi
46、te tests-Response time for emergenciesWebsite representative:turn to page 136Company manager:turn to page 138Lifetime HolidaysDirectSunType of companyProduct rangeSales outletsTarget customersAims Current businessBackground A package holiday firmA low-budget holiday websiteLarge catalogue of package
47、 holidaysCheap flights with accommodation,insurance and car hireHigh street shopsWebsitePeople over 50Good customer baseAttract wider age groups&join with an online companyOffer a bigger catalogue of holidays&join with a bigger companyDemand is fallingGood customer baseCASE STUDYCASE STUDYNegotiate
48、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 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
