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Selling Online & Business Negotiations



Lesson Introduction:


Online Selling

With the continued rise in the the popularity and availability of the Internet many companies have chosen to operate online in addition to operating in their traditional stores in order to become more competitive and make more profitable. In addition to traditional companies opening up online websites in order to sell their products, many new companies have been created that operate only online and do not have traditional stores where customers may go to and buy their products. These types of companies are referred to as “.com” or “.comers”. It is important to understand how technology and the use of the Internet has revolutionized the way companies do business. These days it is extremely hard for a company to remain competitive and make large profits if they do not operate online and are not technologically savvy.


Business Negotiations


By definition, negotiations are simply talks, discussions, or communications between businesses about areas of business where two or more companies have a mutual concern. Business negotiations take place often when companies are seeking to form a partnership, create a new working relationship with one another, facilitate a company buyout, or change the terms of previous contracts made with one another. There is an art to business negotiations that company negotiators have learned to follow in order to be successful in business negotiations. This art includes individuals knowing when and what to say and how to convince others to either meet their demands or how to strike a compromise where all parties involved are content with the outcome of the talks. Business negotiations are a fine art that is mixed with an awareness of human behavior and eloquent, convincing speech.


Some Information on
“.Com Companies”




  • “Bad ideas don’t get better online”- IBM advertisement

  • “.Comers” said as “dot comers” are companies that are only online and are not in-person retailers.

  • .Com companies were very popular and made a lot of money in the late 1990’s and early 2000. However, many .com companies in the U.S. went out of business or failed right after the September 11th attacks. Many .com companies that operate only online are still struggling or going out of business.




Warm-up Questions




  • Do you enjoy shopping?

  • Do you shop online?

  • Have you ever bought something over the internet? If so, what?

  • Why do you think some people prefer not to buy goods and services over the internet?

  • What are the advantages of shopping online?




Exercise A: Fill in the blank with the correct word.




  1. We offer a _______ to customers who buy in bulk.

a) Refund b) Discount c) Delivery

  1. We ask customers who are not fully satisfied to _______ their purchases within 7 days.

a) Discount b) Refund c) Return

  1. In order to get a full ______, customers must send back goods in the original packaging.

a) Discount b) Refund c) Return

  1. Goods will be ______ within 24 hours of your order.

a) Dispatched b) Purchased c) Exchanged

  1. Goods are kept in our _______ until ready for delivery.

a) Stock b) Storage c) Warehouse



Exercise B: Match the terms on the left to their definitions on the right.


1) Credit card details A) The time when you can change your mind and cancel an order

2) Cooling off period B) The name, number, and expiration date on your credit card

3) Money back guarantee C) The way you choose to buy the goods you want

4) Method of payment D) When you can pay some time after you buy, but at no extra cost

5) Interest-free period E) When the goods you require are not available

6) Out of stock F) A promise to give you your money back if you are not happy

7) After-sales service G) The help you get from a company when you start to use their product




“ The Arrival of Virtual Pocket Money”,
an article from the Financial Times by John Willman



They like using the internet. They have lots of money to spend. And they spend a higher proportion of it online than the rest of us. Teenagers are just the sort of people an Internet retailer wants to sell to, and the things they want to buy-games, CD’s, clothing-are easily sold on the Web.

But paying online is a tricky business for consumers who are too young to own a credit card. Most have to use a parent’s card. ‘Kids are frustrated with the Web.’ Says Phil Bettison, European Managing Director of WorldPay, an Internet payments company. ‘They want a facility that allows them to spend money’.

That may come sooner than they think: new ways to take pocket money into cyberspace are springing up on both sides of the Atlantic. If successful, these products could provide an important stimulus to online sales.

In general, teenagers spend enormous amounts: Visa calculates it totaled $153 billion in the US last year, while the UK market estimated $29.4 billion. Most teenagers have access to the Internet at home or at school-88% in the US, 69% in the UK.

One in eight of those with Internet access have bought something online-mainly CD’s and music. In the US, 12-17 year olds spend an average of six hours a month online according to Jupiter Research. One in six buys things over the Internet, with CD’s, books, games, videos and clothing being the most popular items.

In most cases, parents pay for these purchases with credit cards, an arrangement that is often unsatisfactory for them and their children: ‘Pressing parents to spend online is less productive than pressing on the high street. A child who sees a pair of shoes in a shop can usually persuade the parent to buy them. They’re more like to ask “Why?” if you ask to spend some money online,’ says Mike Young of Mondex, the electronic payments company.

One way to help them convert notes and coins into cybercash is through prepaid cards such as InternetCash in the US and Smart cards in the UK. Similar to those for pay-as-you go mobile telephones, they are sold in amounts such as $20 or $50 with a concealed 14-digit number that can be used to load the cash into an online account.