跨境基础及电商1Chapter 3- Amazon Platform (B2B)

Chapter3跨境电商实用英语Chapter3AmazonPlatform(B2B)03Mini-Project02PassageReading01Warming-up目录CONTENSTAfterstudyingthischapter,youareexpectedto:AcquirebasicknowledgeaboutAmazonplatform(B2B)KnowtheadvantagesandbenefitsofusingAmazonplatform(B2B)KnowhowtosellitemsonAmazonplatform(B2B)LearnwordsandexpressionsconcerningtalkingaboutAmazonplatform(B2B)CultivateentrepreneurshipLearningGoalsChapter3PARTONE/Warming-up01TaskWorkingroups.Lookatwhatthefollowingpeoplesayordoandexpressyourownopinionswithyourgroupmembers.Trytorelatetoyourpersonalexperience.Ifwecanarrangethingsinsuchawaythatourinterestsarealignedwithourcustomers,theninthelongtermthatwillworkoutreallywellforcustomersanditwillworkoutreallywellforAmazon.Bytheendof2024,theglobalnumberofAmazonsellersisexpectedtoreach9.7million.Amazonhasover310millionglobalusers,with80%comingfromtheUnitedStates.ABChapter3PARTTWO/PassageReading02AmazonPlatform(B2B)AmazonlaunchedtheB2Be-commerceplatformAmazonBusinessin2012forenterpriseclients,sellingmachines,officesuppliesandotherproducts.Theintroductionofthisplatformalsomeansthattheworld’smajorB2Be-commerceplatformswillbefacedwithanewstrongopponent.Withalreadymorethan2millionproducts,AmazonBusinesswillreplaceAmazonS.Meanwhile,AmazonBusinesswillalsotakeoverA’scommercial,industrialandscientificdepartments.ItisreportedthatAmazonBusinessmaytaketheexistingbusinessasthestartingpoint,andwillmakeagreatleapforwardinthefieldofB2Be-commercemarket.Forpurchasingmanagers,thebiggestdrawbackforonlinepurchasesonotherB2Bplatformsisthattheyareunabletoseethepricewithoutanaccountorlogin.However,usersdonothavetologintoaccesstotheproductpriceonAmazonBusiness.WhentheproviderssellproductsonAmazonBusiness,theycansetanegotiableprice,andthebuyeralsoseestheofferfromothersellers.“Buyershavetheoptiontobuyproductsatalowerprice.Theplatformisdesignedtohelpbusinessesbuildconsumertrust,frankly,ifsuccessful,buyerswillinanycasecometobuyontheirown.”saidPrentisWilson,VicePresidentofAmazonBusiness.IfyouwanttopurchaseonAmazonBusiness,youmustregisterasacompanyandwaitforverification.Registrationisfree,andyoucanenjoyfreedeliverywithintwodaysiftheorderexceeds$49.ThecharacteristicofAmazonBusinessisthattheproductsaredirectlysoldbyAorsellersfromthird-partyplatforms.Amazonbelievesthatasabusiness-onlyplatform,thenewsitewillbeabletoimprovetherelationshipbetweenAmazonandthosesellerswhoonlydobusinesswithcompanies,helpingtheplatformtoprovideawiderrangeofproducts.Amazonwillchargethethirdpartyselleracommission.Forconsumergoods,Amazonchargesan8%commissionifthetotaltransactionamountisbelow1,000USdollars,and6%ifitisover1,000USdollars.Forofficesupplies,Amazonchargesa15%commissionifthetransactionamountisbelow1,000USdollars,10%ifitisbetween1,001and3,000USdollars,and6%ifitisover3,000USdollars.PrentisWilson,VicePresidentofAmazonBusiness,saidthenewsitewillenablethecompanytoofferawiderrangeofproductsandservicestosellersandbuyers,includingprovidingmoreusefulwebsearchingandnavigation,andpersonalizedproductsandservicesbasedonbuyers’transactionshistoryandbusinesscategories.HesaidAmazonBusinesshaslaunchedaservicetopromoteB2Bsales.Forinstance,theplatformcanbeconnectedtotheprocurementsystemofcompanies,sobuyerscandirectlycontactsellers.WilsonsaidthatmanybusinessbuyersliketobeconnectedtoAmazonBusiness,becauseonlyasimpleconnectionwillallowthemtocontactthousandsofenterprisesontheplatform.HealsopointedoutthatAmazonBusinesssellersandAmazonretailsellersareveryalike.BothcanuseFBA,thatistoshipthegoodsto192AmazonwarehousesintheUS,andfulfilledbyAmazon.ThebiggestadvantageofFBAisthattheshippingforAmazonPrimeproductsisfree,andcompletedwithintwodays.SoconsumersandbusinessbuyersaremorelikelytobuythoseAmazonPrimeproducts.Overthepastyear,morethan99%ofAmazonBusinessvendorsshippedthroughFBAhavesuccessfullysoldtheirproductsonAmazonB2Bplatform.WilsonsaidthatmostofAmazonBusiness’ssalescomefromproductsinthe“tailspend”category,whicharetheproductsthatbusinessesorgovernmentagenciesdonotbuyfrequently,orthosewithnegotiableprice.HesaidthatsomebuyerswillspeciallysearchforsuchproductsonAmazonBusiness.Hesaid:“Thousandsofproductsandsellersareconvergingontheplatformthatallowsbuyerstosearchforproductsandsavetime.Thebuyersliketheexperience,andtheyareabletocontactmanysellersinthemeantime.”Inaddition,hesaidthatiftheenterprisebuyerspurchaseavarietyofgoodsatthesametime,goodswouldarriveatthesametime.Ifbuyerswanttoknowtheorderstatus,theyjustneedtocallAmazon.亚马逊（B2B）亚马逊于2012年推出了面向企业客户的B2B电商平台AmazonBusiness，销售机器、办公室用品等产品。该平台的推出也意味着全球各大B2B电商平台将迎来新的一个颇具实力的竞争者。AmazonBusiness将有效代替AmazonS，现已有超过200万的产品，与此同时AmazonBusiness还将接管A的商业、工业和科学部门。据悉，AmazonBusiness可能会以现有业务基础作为出发点，将在B2B电商市场领域迎来中迎来重大飞跃。对采购经理来说，网上采购最大的挫折是，需要创建账号或登陆已有账号才能看到B2B平台上产品价格，但亚马逊却不用登陆就能看到产品价格。当供应商在AmazonBusiness上销售产品时，可以定一个可协商的价格，而且买家同时还看到其他卖家的报价。AmazonBusiness副总裁PrentisWilson说：“买家有选择权，他们可以选择以更低的价格购买产品，平台这样做是为了帮助企业建立起消费者信任，坦白说，如果成功了，买家无论如何都会自己找上门来。”如果要在AmazonBusiness下单采购，买家必须注册公司同时接受审查。网站注册是免费的，同时如果订单超过49美金还可以享受两日内免费送货的服务。AmazonBusiness的特点是产品直接来自亚马逊自营或者是第三方平台的卖家。亚马逊认为，该新网站作为一个只面向企业的平台，将可以拉近亚马逊与那些只做企业生意的卖家的关系

，从而使平台提供一系列更为广泛的产品。亚马逊将向第三方卖家收取一定的佣金。对于消费品，总交易额在1000美金以下的，收取8%的佣金；超过1000美金则收取6%；对于办公用品，交易额在1000美金以下的，收取15%的佣金；在1001-3000美金的，则收取10%的佣金；超过3000美金的则为6%。AmazonBusiness的负责人PrentisWilson说，新的网站将使得公司可以向卖家和买家提供更为广泛的产品和服务。提供更有用的网站搜索和导航，以及基于买家交易的历史记录和业务类别提供个性化的产品和服务内容。他说，AmazonBusiness已经推出了促进B2B销售的服务，其中包括平台能连接到企业的采购系统中，让买家能直接和卖家联系。Wilson表示，许多企业买家都喜欢连接到AmazonBusiness，因为只需一个简单的连接就能让他们接触平台上千千万万入驻的企业。

他也指出，AmazonBusiness卖家和亚马逊零售卖家很像，也可以走FBA，即把货发到100多个亚马逊美国仓库，让亚马逊发货。FBA最大的优点是亚马逊Prime项目的产品可以免运费，而且能在两天内送达，参与Prime项目的产品，无论是消费者还是企业买家都更有可能购买。Wilson说，过去一年，通过FBA发货的AmazonBusiness供应商中，有超过99%都在亚马逊B2B平台上卖出了产品。Wilson表示，AmazonBusiness大部分销售额来自“tailspend”类别的产品上，也就是企业或是政府机构不经常购买的产品，或者是那些可以议价的商品。他说，有的买家会专门来AmazonBusiness上寻找此类产品。

他说：“成千上万种产品和诸多卖家都汇聚在一个平台，这样买家也省得到处搜索产品，节省时间，他们喜欢这样的用户体验，同时又能接触许多卖家。”除此之外，他说，如果企业买家同时采购了多种商品，货会同时到，而且买家要了解订单状态，只要打电话给亚马逊就行。NewWordsclient/ˈklaɪənt/n.1someonewhopaysforgoodsorservices客户e.g.I)Thereisnormallynorefundshouldaclientchoosetocancel.客户若要取消服务，通常不予退款。

II)Hehasbeenavaluedclientofourbankformanyyears.多年来，他一直是我们银行的重要客户。2opponent/əˈpəʊnənt/n.acontestantthatyouarematchedagainst对手e.g.I)Theworstthingyoucandoisunderestimatinganopponent.您最严重的错误就是低估对手。

II)Hewascalmandconcentratedinjudginghowtodefeathisopponent.他冷静沉着、聚精会神地判断如何打败对手。3commercial/kəˈmɜ:ʃl/adj.connectedwithorengagedinorsponsoredbyorusedincommerceorcommercialenterprises商业的e.g.I)Theareahasremainedrelativelyuntouchedbycommercialdevelopment.相对而言，这个地区至今没有受到商业开发的影响。

II)There’safeelingamongalotofpeoplethatmusichasbecometoocommercial.很多人都觉得音乐变得过于商业化了。4leap/li:p/vmoveforwardbyleapsandbounds跳跃e.g.I)Thesharepriceislikelytoleapupwards.该股票价格可能会猛涨。

II)Inthelastfewyears,thistechnologyhasmadeabigleap.近几年来，这项技术有了很大的飞跃。5drawback/ˈdrɔ:bæk/n.

adisadvantageorproblemthatmakessthalessattractiveidea缺点；不利条件e.g.I)Theonlydrawbackoftheplanisthatitcoststoomuch.这个计划的唯一缺点是花费太大。

II)Lackoffundscanbeadrawbackifyouwanttoinvestinthisproject.如果你想投资这个项目，资金短缺可能会是一个障碍。6verification/ˌverɪfɪ'keɪʃn/n.additionalproofthatsomethingthatwasbelieved(somefactorhypothesisortheory)iscorrect确认；查证e.g.I)Theresultofthefunctionverificationshowsthatthestructureofthisproductislogical.功能验证结果表明，该产品结构符合逻辑。

II)Pleasetypeyourpasswordandretypeitforverification.请输入您的密码，然后重新输入以验证。7delivery/dɪˈlɪvəri/n.theactofdeliveringordistributingsomething(asgoodsormail)递送；传递e.g.I)Thedateofdeliveryhasn’tbeenfixedyet.交货时间还没有最终确定。

II)Iaskedthemtospeedthedeliveryup.我请他们加快送货速度。8commission/kəˈmɪʃn/n.anamountofmoneythatispaidtosbforsellinggoodsandwhichincreaseswiththeamountofgoodsthataresold佣金e.g.I)Thesalesmancangetcommissiononeverythinghesells.这个售货员能获得所售每件货物的佣金。

II)Healsogotacommissionforbringinginnewclients.他还因带来新客户而获得了一笔佣金。9navigation/ˌnævɪˈgeɪʃn/n.theguidanceofshipsorairplanesfromplacetoplace导航e.g.I)Theywillbehelpedbytheverylatestinnavigationaids.他们将得到最新的导航设备的帮助。

II)Iwouldliketorentacarwithasatellitenavigationsystem.我想要租一辆有卫星导航系统的车。10personalized/ˈpəːs(ə)n(ə)lʌɪzd/adj.madeforordirectedoradjustedtoaparticularindividual个性化的；个人化的e.g.I)Weprovideyouwithpersonalizedprintservices.我们为您提供个性化的打印服务。

II)Wealwaystryourbesttoprovideyouwithpersonalizedproductsandservicestoachievemutualbenefits.我们一直努力为您提供个性化的产品和服务，以实现互利共赢。11vendor/ˈvendə(r)/n.someonewhopromotesorexchangesgoodsorservicesformoney卖主；卖方e.g.I)ThevendorshalldeliverthegoodstothevendeebyJune15.卖方须在6月15日前将货物交给买方。

II)Thosecommoditiesshallbedeliveredsoonafterthevendorreceivedallnecessarydocuments.卖方收到所有必要的单据后，这些商品应立即交付。12category/ˈkætəgəri/n.acollectionofthingssharingacommonattribute种类；类别e.g.I)Thetableswereorganizedintosixdifferentcategories.表格被编为6个不同的类别。

II)Thisisabrand-newproductcategory.这是一个全新的产品类目。13converge/kənˈvɜ:dʒ/v.beadjacentorcometogether聚合；集中e.g.I)Ourpreviouslyopposedviewsarebeginningtoconverge.我们先前反对的观点开始趋于一致。

II)Hundredsofcoacheswillconvergeinthecapital.数百辆客车将在首都汇聚。Phrases&Expressions1e.g.I)ShedecidedthatIwastheidealpersontotakeoverthejob.她认为我是接手这份工作的理想人选。

II)PeterwilltakeoverasgeneralmanagerwhenBillretires.比尔退休时将由彼得接任总经理一职。takeover接管2e.g.I)Inanycase,ourmeetingwiththemisscheduledonlyonFriday.无论如何，我们和他们的会议只能安排在星期五。

II)Inanycase,youshouldn’ttreatcustomerslikethat.不管怎么样，你不应该那样对待客户。inanycase无论如何Task1Workinpairs.Readtheabovepassageandanswerthefollowingquestions.1

WhatisthebiggestshortcomingforonlinepurchasesonotherB2Bplatforms?2

WhatservicehasbeenlaunchedbyAmazonBusinessforpromotingB2Bsales?3

Whatdoes“tailspend”meaninthelastparagraph?Task1Workinpairs.Readtheabovepassageandanswerthefollowingquestions.1

WhatisthebiggestshortcomingforonlinepurchasesonotherB2Bplatforms?Theyareunabletoseethepricewithoutanaccountorlogin.Task1Workinpairs.Readtheabovepassageandanswerthefollowingquestions.2

WhatservicehasbeenlaunchedbyAmazonBusinessforpromotingB2Bsales?Usefulwebsearchandnavigation,andpersonalizedproductsandservicesbasedonbuyers’transactionshistoryandbusinesscategories.Task1Workinpairs.Readtheabovepassageandanswerthefollowingquestions.3

Whatdoes“tailspend”meaninthelastparagraph?Theproductsthatbusinessesorgovernmentagenciesdonotbuyfrequently,orthosewithnegotiableprice.Task2Completethefollowingsentenceswiththewordsorphrasesinthebox.Changetheformifnecessary.1

Itmayraintomorrow,butwearegoinghome_________.2

Theboxergavehis_________apunchonthenose.3

Healsogota_________forbringinginnewclients.4

Mr.Maboughtapairofglassesfromastreet_________.verificationvendorinanycaseopponentcommissiontakeoverclientnavigationinanycaseopponentcommissionvendorCompletethefollowingsentenceswiththewordsorphrasesinthebox.Changetheformifnecessary.5

Pleasecometothepolicestationwithmeforidentity_________.6

Themanagerbelievedthatthe_________wouldcomenextweek.7

Wenowliveinaworldinwhichrobots_________muchofthework.8

Mechanicsdiscoveredproblemswiththeplane’s_________system.verificationvendorinanycaseopponentcommissiontakeoverclientnavigationverificationclienttakeovernavigationTask3TranslatethefollowingsentencesintoEnglish,usingtheexpressionsinbrackets.1在农业生产中使用机器人是技术上的一大飞跃。(leap)

————————————————————————————————2这次罢工严重地延误了邮件的投递。(delivery)————————————————————————————————3该计划唯一的缺陷是它的经费太多。(drawback)————————————————————————————————Theuse