体验商务英语2-Unit2ppt课件

Unit2SellingOnline.LearningObjectives Talkingaboutsellingonline Vocabularyrelatedtosellingonline Negotiatingtechniques Problem-solvingabilities Businesswritingtechniquesbywritingane-mail.Lookatthepicturesofthehomepagesinthefollowingpage. Areyoufamiliarwiththem? Whatarethecharacteristicsofthem?BrainstormingWarming-up.Brainstorming.Warming-upQuestions: Doyoudoshoppingonline? Whatkindofgoodsdoyouusuallybuyonline? Haveyouevermetanyproblemswhenyoudoshoppingonline?Whatproblemsarethey? Whataretheadvantagesanddisadvantagesofdoingshoppingonline?.IBMadvertisement Badideasdon’tgetbetteronline Themainidea:abadbusinessideawillnotworkanybetteritisbeingusedasthebasisforsellingviatheinternet.Thetechnologywillnot,initself,makeupforanydeficiencies. Ifyouaresellingproductsonline,youneedtorememberthisbasicruleofe-commerce,whichIBMhassoconciselysummedupinoneofitslatestascampaigns..What’sE-commerce? Byconnectingtoastandardizednetworkwecanfindinformation,buyandsellquicklyandeasily,withlowerprocessandadministrationcost. ByimplementingE-Commerce,yousavemoney,areonline24hraday,7daysaweek,notrafficjams,shoppingcrowds,carryingoverloadedheavyshoppingbagsetc,justmorebusiness,theeasyway..What’sB2B? BusinesstobusinessorB2Breferstoelectroniccommercebetweenbusinessesratherthanbetweenabusinessandaconsumer(B2C). B2Bbusinessesoftendealwithhundredsoreventhousandsofotherbusinesses,eitherascustomersorsuppliers.Carryingoutthesetransactionselectronicallyprovidesvastcompetitiveadvantagesovertraditionalmethods. Whenimplementedproperly,ecommerceisoftenfaster,cheaperandmoreconvenientthanthetraditionalmethodsofbarteringgoodsandservices..FivebusinessbenefitsofE-Commerce.Discussthequestions Somegoodsandservicesmaybemoresuitableforsellingonline,forexample:holidaysandtravel,wherenophysicaldeliveryofgoodsisinvolved. Someoftheproblemsofe-commercearethesameasthoseformailorder:findingthegoodsarenotsuitablewhentheyarriveorgettingthingsyoudidnotorder. Somesecurityproblemsmayappearwithusingcreditcards.Sosomepeopleactuallyenjoyshoppinginrealshops..VocabularyChoosethecorrectwordstocompletethesentences. 1weoffera_____tocustomerswhobuyinbulk. ArefundBdiscountCdelivery 2Weaskcustomerswhoarenotfullysatisfiedto___goodswithin7days. AdiscountBrefundCreturn 3Inordertogetafull____,customersmustsendbackgoodsintheoriginalpackaging. AdiscountBrefundCreturnKey:B/C/B.Vocabulary 4Goodswillbe____within24hrsofyourorder. AdispatchedBpurchasedCexchanged 5Goodsarekeptinour___untilreadyfordelivery AstockBstorageCwarehouse 6Productsandservicesofferedatalargediscountaregenerallya(n)___. AsaleBbargainCofferKey:A/C/B.CombinewordsfromboxesAandB.Makephrasesthatmatchdefinitions1to7.A Creditcard/coolingoff Moneyback/methodof Interest-free/outof aftersalesB Guarantee/stock period/credit details/service payment Thetimewhenyoucanchangeyourmindandcancelanorder Thename,numberandexpirydateonyourcreditcard Thewayyouchoosetobuythegoodsyouwant Whenyoucanpaysometimeafteryoubuy,butatnoextracost Whenthegoodsyourequirearenotavailable Apromisetogiveyourmoneybackifyouarenothappy ThehelpyougetfromacompanywhenyoustarttousetheirproductKey:1coolingoffperiod2creditcarddetails3methodofpayment4interest-freecredit5outofstock6moneybackguarantee7aftersalesservice.Listening:Sellingonline Key: Beforeordering:goodwebsite,easy,quick,lotsof,information,lowprices Afterordering:deliveryservice,customerservice.Answerthequestions 1.Whatwasgoodaboute-toys?Itoffersagoodservice.2.Whatproblemsdide-toyshave?Therealreasonforthefailureofe-toyswasthatitranoutofmoneyandthereforewentintoliquidation.*Liquidation:n.Ifacompanygoesintoliquidation,itstopsoperatingandallitsremainingassetsaresold..ListeningC: Key: 1T 2F 3F 4T.Discussion:Differencesandsimilaritiesbetweenonlinesellingandhighstreetretailing Differences: Shopassistantsareobviouslynotimportantwhenbuyingonline. Thelook,feelandeaseofuseofwebsiteisimportantinonlinesales,butobviouslynotinshops.Thiscouldbecomparedinsomewaystothedecorandlayoutofshops..Similarities Customerssatisfaction,quality,reliabilityofgoods,etc.arejustasimportant. Customerswantvalueformoneyinthesameway(butmaywantevenmorevalueformoney,inotherwords,lowpricesforthesamegoods,whenbuyingonline.).Text:VirtualPocketMoneyQuestions: 1>WholikeusingtheInternetaccordingtothearticle? 2>Whatsortofpeopledotheinternetretailersliketosellgoods? 3>Whatkindofgoodsareeasilysoldontheweb? 4>Whatkindofmethoddothebuyersonlineusetopayforethepurchase?Dotheyowncreditcardsthemselves?.Text:VirtualPocketMoney 5>Arethekidssatisfiedwiththeweb?Whatdotheywanttohelpthemspendmoney? 6>WhatarespringinguponbothsidesoftheAtlantic? 7>Whatdoes“haveaccessto“inline42referto? 8>Whatcanhelpthemspendmoneyincyberspace?.Whatdothesewordsinthearticlereferto? 1they(l.22)teenagers 2that(l.23)anewpaymentmethodforteenagerstobuyonline 3that(l.25)afacilitythatteenagerstobuyonline 4these(l.59)thepurchasesmadeonlinebyteenagers 5them(l.62)parents 6them(l.76)teenagers.Languagepoints 1.AlargeproportionofthefundisinvestedinBritishfirms.(n.shareofawhole) 2.retailer/wholesaler 3.tricky:a.requiringskillortact;deceptive,crafty eg.Trickysituation/trickyproblems/trickydecision(needtobedealtwithcarefulconsideration,skillsandtact).Languagepoints 4.facility:n.abilitytolearnordothingseasily;circumstance,equipmentthatmakeiteasierorpossibletodo;aidseg.Hehasagreatfacilityforlearninglanguages.sportsfacility(runningtrack)/bankingfacility 5.cyber-:relatingtoelectronoccommunicationorexperiencetakesplace eg.Cyberspace 6.Weedsarespringingupeverywhereaftertherain.(growveryfast) Abreezesprangupaswewerereturning.(appearsuddenly).Languagepoints 7.haveaccesstotheinternet:havewayinusingtheinternet.Access:meansofapproachingorenteringaplace;wayin;righttouseorapproachsb.E.g..Theonlyaccesstothefarmhouseisacrossthefield. 8.Britishconvertedtoadecimalcurrencysystemin1971.(changefrom…toanother) WherecanIconvertmypoundsintoFrancs?.Languagepoints 9.prepaidcard/smartcard 10.pay-as-you-go-mobile-telephone:asystemwithwhichtheownerofamobiletelephonemaypaywherehegoes 11.loadthecashintoanonlineaccount:putthecashintoanonlineaccount.Skills:Listenandcompletethechart.Skills:listenandfinishthedialogue Willyouagree Priority Agreed Normalfee We’dprefer Offer MindifI Aslongas Howabout Agreeto.Usefullanguagefornegotiation Let’stalkaboutthetimeforsettingupthewebsite. Wewantitinamonth’stime. Ourpriorityistohavethewebsiteupandrunningassoonaspossible. Nowaboutthepayment.Youwanttochargeus50dollarsanhour,Ibelieve. Well,we’dprefertopayyouafixedamountforthework. Ithinkwecouldarrangethat..Usefullanguagefornegotiation It’sabitearly/late. Iwashopingtohavetwomonthstodothejob. DoyoumindifIaskwhyyouwanttopaythatway? Isee.Thatcouldbeallright. Ok,thatsoundsreasonable.Now,whatelsefoweneedtodiscussbeforeyougetstarted?.Usefullanguagefornegotiation Startingaims:We’dliketohaveitinamonth’stime.Wemusthavedeliverybytheendofnextweek. Focusthediscussion:Let’stalkaboutthetimeforsettingupthewebsite. .Usefullanguagefornegotiation Makingconcessions:IfIhavetofinishinonemonth,I’llneedtohaveanextradesigner.Thatcouldbeallright,aslongasIgetmoneyinadvance. Bargaining: HowaboutpaymehalfwhenIstartthework?.Usefullanguagefornegotiation Rejectingsuggestion:We’dprefertopayyouafixedamount. Agreement: Absolutely/Maybeyouareright/Thatsoundsreasonable Disagreement: It’sabittoomuch,I‘dsay(politedisagreement) Mmm,Idon’tknow.(hesitatedisagreement).Roleplaythesituation. RoleA:arepresentativeofawebsitemaintenancecompany(网络维护公司) RoleB:acompanymanager Subject:thecontractbetweenthetwopartsaboutthemaintenanceofthecompany’swebsite..CaseStudy Completethetable1below:..Writing:e-mail.商务英语电子邮件的格式 ①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 ②标题（Subject） ③称呼（Salutation）开头（Beginning）正文（Body）结尾句（Ending) ④礼貌结束语（ComplimentaryClose） ⑤写信人全名（Writer’sFullName）写信人职务及所属部门（Writer’sTitle&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“DearAll”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。.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 Supposeyouaretheproductmanagerofthewebsitemaintenancecompanyinthe“roleplay”part.Sinceyourcompanyandtheclientcompany(C-company)haveagreedonallthedetailsofthecontract,writeane-mailtothemanageroftheC-companyandinvitehimtocometoyourcompanytosignthecontract..Homework Time:3o’clockon24March(Wednesday) Place:meetingroom(room801)intheW-company Others:themanagercancomehimselforjustsentarepresentative.