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1、Unit 2 Selling online,Quotation,Bad ideas dont get better online.-IBM advertisement,Overview,Vocabulary (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 Po
2、cket Money),Case Study (negotiate need to (necessary); have/has to (compulsory),We must work hard and make good use of our time in the university. 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 i
3、f 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. 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.
4、 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 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.,Language review,Modal
5、 2: must, need to, have to should,A,Read 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 dont have to buy every month. - You dont have to buy our recommendations. - You need to buy ten books per year. - You d
6、ont have to pay after each purchase. - You must pay within three months.,Can you join if you are 17? Can you give your password to a friend if you want to? Is it necessary to buy a book every month? Is it necessary to buy the recommendations? Can you buy only five books per year? Is it necessary to
7、pay after each purchase? Is it necessary to pay within three months?,No, you cant.,No,No, you dont have to,No,No, you have to buy 10.,No, you dont have to,Yes, you must.,Language review,Modal 2: must, need to, have to should,B,Complete sentences 1 to 8 with suitable endings a) to h).,1. Its getting
8、late 2. I can work from home 3. Ive been transferred to Madrid 4. This deal is too important to lose 5. We lost our database once before 6. Im afraid this report is urgent 7. I think were all in agreement 8. Weve still got plenty of stock in the warehouse,so we dont need to order any more yet. b) so
9、 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 need to discuss it any further.,Language review,Modal 2: must, nee
10、d to, have to should,Skills,Negotiating: reaching agreement,You do not get what you deserve. You get what you negotiate.,A,Agree on 5 most important negotiating tips.,Negotiating tips,- be friendly have clear aims tell the other side what you want listen carefully pay attention to the other sides bo
11、dy 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 strategy during the negotiation, if necessary ne
12、ver show any emotion,One month, by the end of July,One month, fewer pages,$50 an hour,$6,000 (half in advance),A large number of book covers on every page,One big image,B,Listen 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
13、 of July. D: Its a bit early. I was 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, _.,C,Listen and complete the missin
14、g words,Part 1,will you agree,priority,agreed,Part 2,M: 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 p
15、ay 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 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
16、 when I start the work and half at the end? M: Yes, I think we could arrange that. OK. I _ that.,normal fee,wed prefer,offer,mind if I,as long as,How about,agree to,2.6,D: Now, the design of the website. Will we have book covers on it? M: Absolutely. Id like to display a large number of book covers
17、on each page. Theyd really attract peoples attention. What do you think? D: Its a bit too much, Id say. A lot of pictures take too long to download. Id prefer one big image. How about that?,M: Mmm, I dont know. People like to see the book covers. It draws them into the website, believe me. D: Maybe
18、you are right. How about two covers per page, then? M: Ok, that sounds reasonable. Now, what else do we need to discuss before you get started?,Skills,Negotiating: reaching agreement,E,Role play the following situation,Website maintenance contract,A representative of a website maintenance company me
19、ets a company manager to negotiate a maintenance contract. You need to reach agreements on: Length of the contract Frequency of the website tests Response time for emergencies Website representative: turn to page 136 Company manager: turn to page 138,Background,A package holiday firm,A low-budget ho
20、liday website,Large catalogue of package holidays,Cheap flights with accommodation, insurance and car hire,High street shops,Website,People over 50,Good customer base,Attract wider age groups & join with an online company,Offer a bigger catalogue of holidays & join with a bigger company,Demand is fa
21、lling,Good customer base,CASE STUDY,CASE STUDY,Negotiate 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 structure,Negotiation on a joint venture,Director of Lifetime Holid
22、ays (turn to page 138),Director of DirectSun (turn to page 141),Speaking task,Writing task,As 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 agreement Dear Mr. With reference to our meeting
23、of (date), here is a summary of the points we agreed on ,Key to the writing,Dear Director., Wth reference to our meeting of July 8th, here is a summary of the points we agreed on: 1.The length of contract: four years. 2. Range of holiday destination: all the holidays in both companies catalogues 3.
24、Customers: all age groups,4. Car hire and insurance: provided 5.Advertising budget:200,000. Share costs on a 50/50 basis. Media: mail shots ,press advertising and radio advertising. Investment and profits: 50/50 basis. Project management: managed by both We hope the above points will lead to an agreement between us and a joint venture will be possible.,We are looking forward to your early reply. Best wishes, Alison Alison McDermott Director Lifetime Holidays Address: Phone: Email:,Thank you!,