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Lesson 6跨境电子商务英语The Secret to Effectively Managing an Ecommerce Business: the Top 5 Functional Areas in an Ecommerce BusinessSpeaking04Lead-in01Writing03Reading02Contents跨境电子商务英语Lead-inPart 1跨境电子商务英语How does Shein make a success of the business 跨境电子商务英语ReadingPart 2跨境电子商务英语What does the author want to illustrate using the two examples in the text What will those on the cutting edge do about marketing What does the author mean by saying “someone shouldstay on top of your technology” What does finance function include Are there any other points you'd like to add to the list Reading ComprehensionRead the text and answer the following questions.跨境电子商务英语1.What does the author want to illustrate using the two examples in the text to explain the critical nature of the production or source functionRead the text and answer the following questions.跨境电子商务英语Reading Comprehension1.What does the author want to illustrate using the two examples in the text Read the text and answer the following questions.跨境电子商务英语Reading Comprehension1.What does the author want to illustrate using the two examples in the text Read the text and answer the following questions.跨境电子商务英语Reading ComprehensionSupply Chain Management Flexibility2.What will those on the cutting edge do about marketing online marketing tools and technologiesRead the text and answer the following questions.跨境电子商务英语Reading Comprehension2.What will those on the cutting edge do about marketing online marketing tools and technologiesRead the text and answer the following questions.跨境电子商务英语Reading Comprehension3.What does the author mean by saying “someone shouldstay on top of your technology” Someone needs to constantly evaluate the wide range of new technologies that are introduced all the time. In addition, someone needs to measure and optimize the present platform that you are working on.Read the text and answer the following questions.跨境电子商务英语Reading ComprehensionAugmented Reality(AR)MetaverseRead the text and answer the following questions.跨境电子商务英语Reading Comprehension4.What does finance function include fund-raisingdeliverables managementaccountingfinancial engineering decisions...Read the text and answer the following questions.跨境电子商务英语Reading Comprehension5.Are there any other points you'd like to add to the list e.g:CRMSupply Chain...Read the text and answer the following questions.跨境电子商务英语Reading Comprehension(1)edifice [ d f s] : a large impressive building(大厦,宏伟建筑)e.g.an edifice of liesan imposing edifice(2)keep up: move at the same speed; to cope with the change, usually by changing at the same rate.(同步前进，跟上变化)e.g.Things are changing so fast, it's hard to keep up.Words跨境电子商务英语Words & Expressions(3)preceding: to happen before sth or come before sth/sb in order(在…之前发生或出现,先于)e.g.the years preceding the warShe preceded me in the job.(4)spike: a sudden large increase in sth(猛增,急升)e.g.a spike in oil pricesWords & ExpressionsWords跨境电子商务英语(5)get/lay your hands on: to find or get sth (找到,得到,获得)e.g.Where did you get your hands on the map Can you get your hands on one of them (6)caveat [ k vi t]: a warninge.g.There was one caveat: he was not to enter into a merger.Words & ExpressionsWords跨境电子商务英语(7)saddled with：承担，满载saddle:马鞍，装马鞍e.g.I am always being saddled with extra duties.He saddled with a large house which he can't sell or keep repaired.(8)Scenarios:剧本，情节，事态(9)niche [ni ] : a specific area of marketing which has its own particular requirements, customers, and products(商机).Words & ExpressionsWords跨境电子商务英语(10)stratospheric [ str t 'sfer k] : in or related to the stratosphere(平流层的，同温层的)(11)the last guys standing: 坚持到最后一人(12)deliverable: n. a product that a company promises to have ready for a customer(应交付的产品)(13)belly-up: financially ruined(破产的，失败的)(14)balloon up/out: to suddenly swell out or get bigger (突然)膨胀，涨大Words & ExpressionsWords跨境电子商务英语跨境电子商务英语Words & ExpressionsExpressions1.Especially if you are a small ecommerce business, where everyone seems to do everything, you should be ready to reach a point where you set up specialized functions and responsibilities.Ananysis:Especially if you are a small ecommerce business,whereeveryone seems to do everything, you should be ready to reach a pointwhereyou set up specialized functions and responsibilities.跨境电子商务英语Words & ExpressionsExpressions1.Especially if you are a small ecommerce business, where everyone seems to do everything, you should be ready to reach a point where you set up specialized functions and responsibilities.Translation:尤其是如果你是一个小型电子商务公司，在这里似乎每个人要做所有的事，你更应该做好准备设置专门的职能和职责。跨境电子商务英语Words & ExpressionsExpressions2.In this context, it is important to understand the various legs on which the edifice of ecommerce management stands.Analysis:it is important...legson whichthe edifice of ecommerce managementstands.Translation:在这种情况下，了解电子商务管理这座大厦的各个支柱是很重要的。跨境电子商务英语Words & ExpressionsExpressions3.The Production or Sourcing Function生产职能和采购职能sourcevt. to find out where something can be obtained找出...的来源；找到...的货源e.g :We might be able to source the parts.也许我们能找出哪里可以买到这些零部件。跨境电子商务英语Words & ExpressionsExpressions4.The above are just two of the many possible scenarios that could lead to unfavorable outcomes based on the product people not being able to deliver.Analysis:The above are just two of the many possible scenariosthat could lead to unfavorable outcomesbased on the productpeople not being able to deliver.Translation:由于不能交付产品，可能会导致许多不利的结果，以上只是其中两种情形。跨境电子商务英语Words & ExpressionsExpressions5.There are differences in people's approach, some prefer PPC and expend their energies on optimizing their PPC spends, others drive traffic through SEO and focus on link building, still others believe that branding is the only way to go.Translation:人们的方法各有不同，有些选择PPC，把精力花在优化他们的PPC花费上，有些人通过SEO驱动流量，把重点放在链接建设上，还有一些人认为品牌化是唯一的方法。跨境电子商务英语Words & ExpressionsExpressions6.Then there are those on the cutting edge that believe in deriving the most from the benefits of online marketing tools and technologies such as gaining from Clickstream data or targeting customers based on their online behavior.Analysis:Thenthere are those on the cutting edgethat believe inderivingthe mostfrom...such asgaining from... or targeting...on the cutting edge处在最前沿的位置derive from从…获得(或取得、得到)：e.g: to derive great pleasure from one's studies从读书研究中得到极大的乐趣跨境电子商务英语Words & ExpressionsExpressions6.Then there are those on the cutting edge that believe in deriving the most from the benefits of online marketing tools and technologies such as gaining from Clickstream data or targeting customers based on their online behavior.Translation:还有一些前沿的人，他们相信从在线营销工具和技术中可以获得最大的收益，比如从Clickstream数据库中获取数据，或者根据客户的在线行为来锁定客户。跨境电子商务英语Words & ExpressionsExpressions7.But there is no denying that it is a technology-enabled play.Translation :但不可否认的是这是一场由科技驱动的游戏。e.g:The company's technology-enabled approach to customer engagement isn't limited to social networking.这家公司通过技术加强与客户之间的互动并不仅限于社交网络这个方面。跨境电子商务英语Words & ExpressionsExpressions8.This starts from basic decisions such as choosing your hosting, domain name, and shopping cart software, to implementing security measures and more.Analysis:This startsfrom basic decisionssuch as...,to....Translation:从选择主机、域名和购物车软件等基本决策，到实现安全措施等等。跨境电子商务英语Words & ExpressionsExpressions9.The potential of stratospheric growth of an ecommerce enterprise is unlikely to be realized without periodic infusion of money.periodic:Periodic events or situations happen occasionally, at fairly regular intervals. 周期性的infusion(+of)n. the act of putting a new feeling or quality into something [新感觉或品质的]注入，灌输e.g:Further education badly needs the infusion of more resources.跨境电子商务英语Words & ExpressionsExpressions9.The potential of stratospheric growth of an ecommerce enterprise is unlikely to be realized without periodic infusion of money.Translation:如果不定期注入资金，电子商务企业实现高速增长的潜力是不可能实现的。跨境电子商务英语Words & ExpressionsExpressions10.There is deliverables management, accounting, financial engineering decisions that permit innovative payment options to customers, and more.Analysis:There is deliverables management, accounting, financial engineering decisionsthat...,and more.Translation:还有应交付款项的管理、会计、财务工程决策，可以向客户提供新颖的支付选项，等等。WritingPart 3跨境电子商务英语On -sale Offers and Counter-Offers(1)
An offer is an expression of will from the exporter to sell particular goods under the terms and conditions stated. It not only quotes the price of products you want to sell but also makes clear all the necessary terms of sales for the buyer’s consideration and acceptance. The person making the offer is called the offeror. The person to whom the offer is made is called the offeree.
Introduction
On -sale Offers and Counter-Offers(1)
There are two kinds of offers. One is firm offer and the other is non-firm offer. A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn. A non-firm offer is usually made by means of sending catalogues, pricelist, pro forma invoices and quotations. It can be considered as an inducement to business.
Introduction
On -sale Offers and Counter-Offers(1)
A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. The buyer may show disagreement to the price, or packing, or shipment and state his/her own terms instead.
Introduction
The non-firm offers are usually expressed by the following patterns：The offer is subject to change without notice.我方报价如有变更，不另通知。The offer is subject to our final confirmation.该盘以我方最后确认为条件。The offer is subject to goods being unsold.该盘以货物未售出为条件。The offer is subject to our written acceptance.该盘以我方书面接受为准。The offer is subject to shipping space available.该盘以有舱位为准 。跨境电子商务英语On -sale Offers and Counter-Offers(1)Firm Offer实盘又称为“有约束力的发盘”。报实盘时必须注意以下三点：（1）发盘必须注明是实盘。（2）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件。（3）发盘必须注明有效期。跨境电子商务英语On -sale Offers and Counter-Offers(1)Firm OfferThis offer is subject to reply by 10 a.m. our time, Wednesday, October 3.该报盘以我方时间10月3日星期三上午10时以前答复为有效。We offer you firm subject to your reply here within one week from today.以自本日起一周之内你方复到为准。This offer is (remains, is kept, is held) firm (valid, open, good, effective) for 5 days.本报盘５日内有效This offer is subject to your acceptance within two weeks. 本报盘2周内有效We can keep the offer until…本报盘…前有效。跨境电子商务英语On -sale Offers and Counter-Offers(1)Vocabularyoffern.make sb. an offer on/for “向某人就某物报盘”e.g. 我方很高兴收到你方男式衬衫的报盘。We are pleased to have received your offer of men’s shirts.offerv.“提出某事物供考虑、接受或拒绝” ,引：报盘e.g.请就100公吨核桃肉向我方报盘。Please offer us 100 metric tons ofwalnutmeat.We will advise you once we are in a position to offer.一旦我们能报盘，当即告知你方。跨境电子商务英语On -sale Offers and Counter-Offers(1)常用句型报价（报盘）（1）我们向你方报50吨冻鱼，每吨500美元CIF欧洲主要港口。We offer you 5 tons Frozen FishatUSD 500 per ton CIF EMP.（2）我们现向你方报500打男式衬衫，每打80美元，CIFC5旧金山，5月装运。We aremaking you an offerfor500 dozen Men’s ShirtatUSD 80 per dozen CIFC5 San Franciscofor shipmentin May.跨境电子商务英语On -sale Offers and Counter-Offers(1)常用句型报价（报盘）（3）我们现向你方报500辆好孩子(Good Baby Brand )牌自行车，每辆35美元CIF纽约，7月装运，此报盘以你方5月5日前复到为有效。We offer ,subject to your reply reaching here before May 5th,500 Good Baby Brand Bicycles at USD 35 per set CIF NewYork for shipment in July.跨境电子商务英语On -sale Offers and Counter-Offers(1)On -sale Offers and Counter-Offers(1)Writing Skills跨境电子商务英语On -sale Offers and Counter-Offers(1)Writing Skills跨境电子商务英语1.价格术语2. based on+数量：基于这个基础的报价，表示数量如果改变，价格也会有所调整3. logo printing is excluded：此类针对于做可以印刷logo产品的卖家，必须讲清楚价格不含logo印刷4.报价的有效期 比如The offer is valid for 30 days. 或Price is valid by+日期 以防因材料变动等因素价格上涨On -sale Offers and Counter-Offers(1)Writing Skills跨境电子商务英语Price validity is 10 days from the date of PI / offer due to currency fluctuation. If the order is confirmed after due date,the unit price will be revised according to the daily exchange rate.由于汇率波动，报价有效期为合同/报价日期起的10天内。如果订单在有效期后才确认，价格会相应按照即时汇率调整。On -sale Offers and Counter-Offers(1)Writing Skills跨境电子商务英语5.报价会因数量，颜色，尺寸变动而调整。之类的条例以防客户更改尺寸等规格来砍价。比如: Unit price will be adjusted when QTY is less than MOQ pcs/item, and when color & sizes changes. 放在报价单最后红色加粗。6.注明大货货期，比如Lead time:Within 20 working days upon confirmation of order 或PP samples确认订单或产前样的20个工作日Sample:Dear Mr. John，Thank you for your inquiry of May 3，requesting us to offer you for our MEN'S T-SHIRT.In reply, we have the pleasure of submitting to you firm offer on the following terms and conditions subject to your reply reaching us by the end of May 15:跨境电子商务英语On -sale Offers and Counter-Offers(1)Sample :Commodity: MEN'S T-SHIRTSpecification:20PCS PER CARTON，COLOR: NAVY BLUE，FABRIC CONTENT: 100% COTTONPacking: CartonPrice: USD or EUR or AUD __/PC. CIFNew YorkQuantity: __PCS跨境电子商务英语On -sale Offers and Counter-Offers(1)Sample:Payment: L/CInsurance: ICC(A) plus WAR RISKS and STRIKE for 110% of CIF value.Shipment: During June，2011 subject to L/C reaching us by the end of May 20， 2011.We are sure you will find our price very reasonable. The market here is enjoying an upward trend,so we hope to receive your prompt order.Yours truly，跨境电子商务英语On -sale Offers and Counter-Offers(1)SpeakingPart 4跨境电子商务英语What should be concerned when you introduce a new product to the customer Material, pattern and designSpecificationFunctionProcess and technologyQualityPriceSales positionSuperiority跨境电子商务英语Warming upWhat should be concerned when you introduce a new product to the customer 跨境电子商务英语Warming upmaterial上等原料quality / selected materialpatterns花样繁多be of various patterns色彩鲜艳be of bright color永不退色be of fast color花色入时be of fashionable patternsdesign设计多样be of diversified design设计新颖be of modern design风格独特be of unique styleWhat should be concerned when you introduce a new product to the customer 跨境电子商务英语Warming upfunctionuser-friendlyadj.好用，使用方便，好操作multifunctionaladj. 多功能的=combine many functions in oneWhat should be concerned when you introduce a new product to the customer 跨境电子商务英语Warming upProcess and technology工艺精良/湛delicate technologybe of fine workmanship制造精巧be of skillful manufacture加工精细finely processedWhat should be concerned when you introduce a new product to the customer 跨境电子商务英语Warming upQuality品质一流be of prime / first-class quality质量上乘 / 出众be of excellent / superior quality质量可靠be of reliable qualityWhat should be concerned when you introduce a new product to the customer 跨境电子商务英语Warming upSales positionhave a ready marketOur garments have a ready market in your region.meet with great favormeet with warm receptionOur ceramics have met with great favor in the US market.be well receivedOur goods are well received.Useful ExpressionsWholly/solely/exclusively foreign-owned/funded enterprise外商独资企业foreign-funded/invested/capital enterprise外资企业joint venture合资企业equity joint venture股权式合资企业contractual joint venture契约式合资企业cooperative enterprise合作企业private enterprise私营企业labor-intensive enterprise劳动力密集型企业technology-intensive enterprise技术密集型企业跨境电子商务英语企业类型Useful Expressionsbranch office分公司domestic office国内办事处overseas office海外办事处affiliated company附属公司subsidiaries子公司parent company母公司liaison office办事处、联络处跨境电子商务英语海外分支Speaking OutA: Good morning. Welcome to our company.( Handshake)B: Good morning. I'm the import manager of the Sunshine Ltd. Here is my card.A: Pleased to meet you. And I'm glad to have the opportunity to recommend to you our latest liquid crystal TV. It has excellent picture performance and charming sound.B: Oh! Vivid pictures! Does it have any other merits A: Yes. This high grade product combines internet functions. A wireless device has been installed and when you press the blue button on the remote control, you can跨境电子商务英语Read the model dialogues. Pay attention to the highlighted sentences and then role-play it with your partner.Introduction to ProductsSpeaking Outbrowse the webpages freely on TV.B: Sounds great! But is itreliable and durable A: Sure. The LCD is a well-developed technology.We can guarantee that our product is of superior quality. We do 100% quality inspection, and it has been certified by the prestigious institute in the industry.B. How long is thewarranty period A: Three yesars. If it's under warranty, you can enjoy free service. Even when the warranty expires, you can still enjoy a discount on any repair works by presenting the expired warranty card.跨境电子商务英语Speaking OutB. Have you looked into the sales A: Yes.This product is gaining popularity in markets abroad because of its fine quality, competitive price and our honest dealings. It also represents the development trend for the next decade.B: Sounds great! Do you have catalogues I'd like to have a few copies to study carefully.A: Here you are. I’m sure our product will interest you.B: I also hope we can do business together in the future.A: I hope so.跨境电子商务英语Role playA: 欢迎来到我们工艺品展台。请看看这些设计 新颖、制作精巧的产品吧。B: 它们很美，款式花色都不错。A: 我们的品种繁多。这些产品的原材料主要是 金属、竹子、柳条和藤条（cane）等。您不觉得这些手工艺品是家庭的理想装饰吗？B: 太漂亮了。A: 这边是手镯（bracelet）和瓷器产品等。B: 很不错，很精致。尺寸大小如何？A: 我们规格齐全。尺寸以用户要求为准。B: 那价格呢？跨境电子商务英语Role playA:我们的产品外观新颖，质量优秀，工艺精湛，而我们的价格公道且具有竞争性。这是价格单。B: 我想要看看这套瓷器茶具（tea sets）A: 您的眼力真不错，这套瓷器可不寻常，是景德镇造的，像这样好的瓷器可不多。请您再看看这个景泰蓝（enamel）花瓶，底纹是浅蓝色的中国花鸟画，有中国特色。您喜欢吗？B: 我要了。A: 我给您用漂亮的盒子装起来。一种商品不但要质量好，而且包装也要有吸引力。您说对吗？B: 的确。谢谢。A: 不客气。欢迎再次光临。跨境电子商务英语Role playA:Welcome to our booth forarts and crafts. Please have a look at these products of novel designs and fine workmanship.B:They look nice both in styles and patterns.A:We have wide varieties. The raw materials ofthese products are mainly metal, bamboo, wicker, cane and etc. Don’t you think these handcrafts are ideal decorations for home B:Absolutely! Splendid!A:Here are bracelets and porcelain products.B:Looks good, very exquisite .What about the specification A:We have complete specifications. The specification is subject to the clientsrequirements.B: What about the price 跨境电子商务英语Role playA: Our products are modern in design, superior in quality and fine in workmanship. Furthermore, our prices are reasonable and competitive. This is our pricelist.B: I’d like to have a look at this tea sets.A: You really have good taste. This tea sets are unusual. It was made in JingDezhen which is rare nowadays. Please have another look at this enamel vase. Its background is light blue Chinese flower and bird painting with Chinese characteristics. What do you say to it？B: I will take it.A: I will pack it up for you in a beautiful box. A product should not only be good in quality, but attractive in its packing.B:Indeed! Thanks.A:You are welcome. Welcome to our shop again.跨境电子商务英语

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