Unit 2: Selling online

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(No Transcript)
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Extension

• Career change cost
• Career bottleneck
• Career boredom / job burnout
• Career counseling

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Presentation

• Can you contribute more ideas on the topic about
  career
• -
  -- G 1

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Presentation Assessment
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Notice

• Mid-term Exam
• Date April 25/26 (Sat./Sun.)
• Time 1 hour

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Mid-term Exam
The final exam will include the self-study
sections of all units.
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Homework

• Case Study Report
• A Memo

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Report
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Essential Report Writing Phrases

• Introduction This report aims/sets out to.The
  aim / purpose of this report is to.
• FindingsThe key finding are listed / outlined
  below.It was found that.
• Conclusion (s)It was decided / agreed that.No
  conclusions were reached regarding.
• Recommendations (s)It is suggested / proposed /
  recommended thatWe (strongly) recommend that/
  It would be advisable that

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Formal Report

• Title
• Terms of Reference
• Procedure
• Findings
• Conclusions
• Recommendations

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Example

• Report The best Sales Manager candidate
• IntroductionThe aim of this report to decide who
  is the best candidate for the sales manager in
  Fast-Track. It is based on the group discussion
  and analyzing of their profiles.
• FindingsIt is clear that ..
• RecommendationsIn order to .
• ConclusionIt is felt that.

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Memo

• Memorandum
• Frequently used inside companies
• For the purpose of delivering orders
  suggestions information notices assessment and
  so on.
• Concise clear-cut businesslike efficient
• To / From / Subject / Date
• Arrange the points in logical order
• Initials in the end

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Example

• P 131

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• Bad Ideas dont get better online

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Warm up

• SELLING
• ONLINE

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Discussion

• Do you have the experience of online shopping
• Please list out the differences and similarities
  between online selling and high street retailing.
  
• Payment Delivery Convenience Variety Price
  Experience ..

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Presentation

• For Group 2
• Topic What makes a successful online shop
• Topic A plan for your online shop.
• For other students
• Find the secrets for making a quick order for the
  online shops.

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Negotiating Skills

• Purpose Reaching agreement (win-win)
• Useful Language P19
• Negotiating plan Negotiating tactics

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Useful Language

• Question indirectly
• How about / what about / Could you
• Will it be possible for you to.
• Are there any alternatives
• Statement directly
• Im sincerely hoping.
• Wed like to / prefer to
• Making concessions
• If I have to finish. I.
• That will be ok as long as I get the
  payment in advance.

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Negotiating plan Negotiating tactics

• Affirmation but / however.
• Pay attention to his words and his manner
• Try to figure out his bottom line
• Be clear what you want.

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• Situation Michelle from a chain bookstore is
  negotiating with a web designer who is bidding on
  a price to design her website
• Look at the chart in section B. Discuss what you
  think you might here in the recordings.

• Now Listen to the recordings and complete the
  chart on page 18

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Skills Negotiating reaching an agrEEMENT
One month by the end of July
One month fewer pages
50.00 per hour
6000 (half in advance)
A large number of covers on every page
One big image
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• Listen to the second conversation again. Fill in
  the blanks. Check your answers with a partner.

6. offer 7. mind if I 8. as long as 9.
How about 10. agree to

• will you agree
• priority
• agreed
• normal fee
• wed prefer

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• Listen to the third conversation again. Note down
  all the expression for both agreeing and
  disagreeing. Decide whether they express
• a) strong agreement/disagreement
• b) polite agreement/disagreement
• c) hesitant agreement/disagreement

• In groups score each others expression
  ratings. See how many you agree on and discuss
  the ones you disagree on.

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• Check your expression ratings.
• D Now the design of the website. Will we have
  book covers on it
• M Absolutely(1). Id like to display a large
  number of book covers on every page. Theyd
  really attract peoples attention. What do you
  think
• D Its a bit too much Id say(2). A lot of
  pictures takes too long to download. Id prefer
  one big image. How about that
• M Mmm I dont know(3) People like to see the
  book covers. It draws them into the website
  believe me.
• D Maybe youre right(4). How about two covers per
  page then
• M OK. That sounds reasonable(5). How what else
  do we need to discuss before you get started

1. strong agreement 2. polite
disagreement 3. hesitant disagreement 4.
hesitant agreement 5. polite agreement
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• ROLE PLAY
• A representative of a website maintenance company
  is meeting the manager of a company to negotiate
  a contract.
• The student playing the website rep use the info
  on page 136
• Company manager use the info on page 138

• Useful terms and expressions
• Use the Useful Language on the bottom of page 19
  to help you in your role playing.

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CASE STUDY Lifetime Holidays

• A holiday package company wants to team up with
  an online business.

• Students Read background information on pg 20 in
  your textbooks. Underline any important
  information
• Complete the information table on the next slid
  in groups. Some of the information can be
  inferred even if it is not specifically state.

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CASE STUDY Lifetime Holidays
Package holidays (all prices)
Low-budget
Large catalogue of package holidays (wide
range of destinations)
Small range of destinations. Arranges flights
accommodations car hire and insurance
Many high street shops
Website
Good customer base (wide range of age groups)
Mainly over 50 years old
Wants to appeal to wider age group (especially
30-50) and join with an online company
Wants a bigger catalogue of holidays to offer
and join with a bigger organization
Failing demand
Good customer base
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CASE STUDY Lifetime Holidays

• STAGE 2 ROLE PLAY

• Students In groups of 4-6 prepare to negotiate
  as either
• a) a director of Lifetime Holidays pg 138
• b) a director of Direct sun pg 141

• Read your role cards and take some time preparing
  your angle on the negotiations
• Then follow the Agenda on the bottom of pg 21
  negotiate each point. Try to reach an agreement
  on some kind of joint venture.
• Practice utilizing phrases that show different
  levels

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CASE STUDY Lifetime Holidays

• STAGE 2 ROLE PLAY

• Practice utilizing phrases that show different
  levels of agreement/disagreement
• i.e. strong polite hesitant
• Dont forget most agreements involve Compromise!
• HOMEWORK 1 As either director compose an
  e-mail to the person you negotiated with
  summarizing what you agree upon. Send that email
  to...

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Homework for Week 3

• Preview Unit 3
• Go online and find
  what you consider
  a
  well designed eCommerce web page in English.
• Make note of what services it offers customers
  online (payments catalog customer service
  secured transactions etc...)
• Compose a 150 word paper explaining why you
  think this companys website is an successful
  and what a successful eCommerce website should be
  like.
• Try to use appropriate vocabulary and provide the
  address of the website