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SELF-STUDY 2
Task 1.
An order
A proposal
A price
The benefits
A price
The details
A compromise
fee
A deposit
negotiation
A deadline
costs
Task 2. Grammar. Ex 1.
If the money was right, I go and work anywhere in the world.
We’ll lose customers if we do not go down to our competitors’ prices.
Unless we get a really good deal, we will not go to the conference this year.
They wouldn’t agree to our request, unless we went some way towards their position.
If we paid cash, would you go down to $ 25.000?
If you got to our competitors, you won’t get a better deal than with us.
Providing the budget go over $ 500.000, we will accept.
If we pay all your expenses, will you go over there to set up the system?
Ex 2.
Would you like to go abroad?
Sure, only if it was in a nice, warm country.
I couldn’t just stay at home all day, unless I found something really interesting to do.
I might consider it, but providing the money was really good.
Task 3 Reading. Read the article and put these paragraph summaries in the correct order.
Though interactive discussion boosts sales, e-tailers have to be cautious.
E-tailing:
Only a very small percentage of visits to websites produce sales.
Today, most websites are easy to use and provide reliable and cost-effective shipping. But despite e-tailers’ best efforts, lots of ‘eyeballs’ out there still aren’t necessarily e translating into sales. According to Jupiter Research, less than 5% of people visiting a website ever turn into paying customers. And if the rest have clicked through a paid search ad without buying anything, bringing them to 10 the site actually costs the website money.
Though interactive discussion boosts sales, e-tailers have to be cautious.
SMOTHERED WITH LOVE How to convert these window shoppers into paying customers? Overstock.com believes in customer service. It now has 60 highly trained is customer-service reps, about 20 to 30 of whom staff a 24-hours-a-day department to answer customer questions via live web chats on the site. When a customer engages in a live chat with a sales rep, the average purchase io doubles in value, Overstock has found. ‘We’re all about smothering the customer with love,’ says Overstock CEO Patrick Byrne.
Customer-tracking systems can provide help for customers when it is appropriate.
*... smothering the customer with love.’ Then there’s Live Person, a publicly-traded New York firm that makes customer-tracking 25 software. What’s most cool about Live Person’s technology is that it follows what customers are doing and can automatically flag and offer help to e-customers based on rules individual e-tailers set.
So ANIMATED CHARACTERS Other small, private companies, like Oddcast in New York and Pulse in San Francisco, offer animated characters who act as sales reps on e-tail sites, drawing from a databank of 35 voice answers to commonly asked questions.
Animated sales reps are cheaper than real people and can increase sales by one third.
Oddcast’s ‘SitePal’ has been adopted by many smaller retailers who can’t afford as many live customer-service reps as Overstock. Software e-tailer Goldfish Software credits до its animated sales rep with converting 33% more of its browsers into buyers.
Customer tracking is often badly perceived by online shoppers, who may prefer to shop privately.
OPPOSITES ONLINE Other sites are closely watching how people navigate a site, and testing out what pages or promotions 45 work best with different customer groups. But seller beware: research done by New York University’s Stern School of Business has found most shoppers consider tracking without their consent a violation of their so privacy. When in a store, a customer has no expectation of privacy. But when someone is shopping online, he or she is usually at home or at work. A sales rep barging into your shopping experience can feel like an invasion 55 of privacy. ‘This is a lot about expectations,’ says NYU Marketing Professor Eric Greenleaf. ‘You feel like it’s private when you’re at home, as opposed to being in a store.’
Live web chats with sales reps double online sales.
RULES FOR CHATTING Overstock no limits chats to about 10% of its customers, even though sales rise briskly with customers who are engaged in an interactive discussion of products. Says Tad Martin, Senior Vice-president for Merchandising and Operations es at Overstock: ‘We’re taking the conservative approach right now. We don’t want to be intrusive.’
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