Curso: Ingls para los negocios

1. At work
Jobs & job description
- Asking about someones job or occupation:
What do you do?
Do you work in ... (an office in a factory!?
What do you do for a "i#ing?
$ist of possib"e jobs and job tit"es:
2. Pay and benefits
%ome common co""ocations dea"ing with pay and benefits:
&. When peop"e "ose their jobs they often get a redundancy package.
'. %ome companies offer stock options in addition to or instead of cash bonuses.
(. )he "owest "ega" amount of money that can be paid to workers ca""ed the minimum wage.
*. +anagers often recei#e performance-related benefits when their emp"oyees reach specific goa"s.
,. %ome companies ha#e a subsidized canteen for their emp"oyees so that they can buy "unch at reasonab"e price.
-. A company car and hea"th insurance can be part of the fringe benefits of a job.
.. +ost companies pay into a pension scheme so their emp"oyees can ha#e an income when they retire.
/. %ome job ad#ertisements gi#e the annual salary and some gi#e the hour"y or month"y one.
0. 1art of the hea"th insurance package inc"udes dental plan so that peop"e can take care of their teeth.
&2. Women who ha#e a baby can get time off ca""ed maternity leae.
&&. Companies offer childcare facilities for peop"e with sma"" chi"dren.
&'. An e3tra benefit is often offered as a form of life insurance which he"ps a spouse or fami"y in the case of death of the
wage earner.
&(. 1eop"e working in retai" businesses get employee discounts as part of their benefit packages.
&*. A common perk for senior management is a company car.
&,. 1eop"e in companies who often ha#e to entertain c"ients usua""y ha#e an e!pense account.
&-. When emp"oyees fa"" i"" they can recei#e sick pay unti" they can return to work.
&.. When emp"oyees work fle!ible hours they ha#e a certain amount of freedom to decide when they want to start and
finish work.
&/. 4ompanies ha#e found that job sharing is a way to dea" with part-time workers.
&0. When peop"e work oertime they get e3tra money or days off.
5)est your know"edge: Write the 6ng"ish words for these %panish ones.
7aja por enfermedad:
7aja por maternidad:
4obertura odonto"8gica:
4oche de empresa:
4omedor (sub#encionado!:
4uenta de gastos:
Descuento para emp"eados:
6mision de acciones:
6mp"eo compartido:
9orario f"e3ib"e:
:ndemni;aci8n por despido:
1"an de pensiones:
<etribuci8n en especie:
<etribuci8n #ariab"e:
%a"ario anua":
%er#icio de guarder=a:
%eguro de #ida:
%a"ario m=nimo:
3. Contracts
7asic #ocabu"ary needed when dea"ing with contracts:
agreement: an arrangement between two or more peop"e countries etc> contract.
appendi!: additiona" or supp"ementary materia" at end of contract book etc.
arbitration: sett"ement of a dispute by a person chosen by both parties - to arbitrate .
article: a particu"ar statement or stipu"ation in a contract etc> c"ause.
clause: a particu"ar statement or stipu"ation in a contract etc> artic"e.
condition: anything necessary before the performance of something e"se.
force majeure: superior power> unforeseeab"e e#ent e3cusing one party from fu"fi""ing contract.
fulfil: to satisfy a condition> to comp"ete the re?uired task> to fu"fi""@%.
herein: in here> in this (document etc!.
hereinafter: to this (document etc! Aeg: attached heretoB.
hereto: in the fo""owing part (of this document etc!.
heretofore: up unti" now> unti" the present> before this.
in behalf of: in the interests of (person etc!> for (person etc!> on beha"f of@C .
null and oid: in#a"id> without "ega" force> not binding.
on the one hand: on one side - on the other hand on the other side.
party: the person or persons forming one side of an agreement.
stipulate: to specify as an essentia" condition - stipulation.
terms: conditions or stipu"ations.
warrant: to gi#e forma" assurance> to guarantee.
whereas: it being the case that> in #iew of the fact that Ain introduction to contractsB.
5 Answer-key for the e3ercise on unitDpoint E&.' 1AF G 76H6I:)E :
7aja por enfermedad: sick pay
7aja por maternidad: maternity "ea#e
4obertura odonto"8gica: denta" p"an
4oche de empresa: company car
4antina: subsidi;ed canteen
4uenta de gastos: e3pense account
Descuento para emp"eados: emp"oyee discounts
6mision de acciones: stock options
6mp"eo compartido: job sharing
9orario f"e3ib"e: f"e3ib"e hours
:ndemni;aci8n por despido: redundancy package
1"an de pensiones: pension scheme
<etribuci8n en especie: fringe benefits
<etribuci8n #ariab"e: performance-re"ated benefits
%a"ario anua": annua" sa"ary
%er#icio de guarder=a: chi"dcare faci"ities
%eguro de #ida: "ife insurance
%a"ario m=nimo: minimum wage
4. Organizations
Cey
&-i '-r (-f *-p ,-a --k .-t /-d 0-b &2-e
&&-? &'-g &(-j &*-c &,-h &--s &.-n &/-" &0-m '2-o
5. Types of organizations
9ere you wi"" find the genera" terms for the different types of organi;ations in 6ng"ish speaking countries. As different
countries ha#e different "aws regarding companies and firms it is not a"ways possib"e to trans"ate the word
6. Copany str!ct!re
%ome basic #ocabu"ary about how companies are structured:
accounts "ept. : department responsib"e for administering a companys financia" affair.
#$%$&$'( : Annua" Jenera" +eeting of a companys shareho"ders.
board of directors : a group of peop"e chosen to estab"ish po"icy for and direct or contro" a company.
chairman'( : person who heads a 7oard of Directors> head of a company> chairperson.
director : a member of the board of directors.
e!ecutie officer') : person who manages the affairs of a corporation - chief e3ecuti#e officer n.
head*uarters : a companys principa" or main office or centre of contro".
manager : person responsib"e for day-to-day running of a dept.> e3ecuti#e officer@%.
managing director'( : senior director after the chairman responsib"e for day-to-day direction.
&arketing "ept. : dept. responsib"e for putting goods on market inc. packaging ad#ertising etc.
organisation chart : a tab"e or p"an showing a companys structure graphica""y.
+ersonnel "ept. : department responsib"e for recruitment and we"fare of staff or emp"oyees.
president') : the highest e3ecuti#e officer of a company> head of a company.
production "ept. : department responsib"e for physica" creation of product.
purchasing "ept. : department responsib"e for finding and buying e#erything needed by a company.
reception : the p"ace where #isitors and c"ients report on arri#a" at a company.
, & " "epartment : department responsib"e for <esearch and De#e"opment of (new! products.
)ales "epartment : department responsib"e for finding customers and making sa"es.
shareholder : person who ho"ds or owns shares in or a part of a company or corporation.
ice president') : any of se#era" e3ecuti#e officers each responsib"e for a separate di#ision
". Te#ep$oning
Different situations you might ha#e to face on the phone their possib"e answers:
&. 4a""ing a business partner and introduce yourse"f.
-E-ello. my name is Joan &c(ean and I am calling from +erry/s in "ublin$E
'. -E&ay I ask who is calling?E
-E0es. this is 1ill 1eard.E
(. $et the ca""er know that the person they want has answered the phone.
-E)peaking.E
*. 4ou"d you spe"" your name p"ease?
-EJ-2-#-3 )-&-I-double 4-0.E
,. 4a"" a hote" you "eft this morning to ask if you "eft your diary behind in the room.
-EI/m calling to ask if you found my diary in room 567$ I was there last night.E
-. - E Wou"d you "ike to "ea#e a message?E
-EFes p"ease. )e"" her that 4aro"yn Dunne ca""ed.E
.. 4a"" a tra#e" agent to reser#e a f"ight to Hew Fork ne3t )uesday.
-E: wou"d "ike to book a f"ight to Hew Fork ne3t )uesday p"ease.E
/. -E%hes out at the moment. 4an she reach you this afternoon?E
-E0es. I/ll be in my office$ 8 3o. I/ll be out all the afternoon.E
0. 4a"" your office and ask if anyone phoned whi"e you were out.
-9It/s 1ob here$ -as anyone called since I left the office?E
&2. -E:m afraid hes got the day off. 4an someone e"se he"p you?E
-E3o. I need to speak to him$ 8 0es. can you connect me to his boss.E
&&. -EI/m afraid that she/s tied up at the moment.E
&'. 1hone Directory 6n?uiries and ask for the number of the 4entra" 7ank in +i"an.
-EI would like the number for the Central 1ank in &ilan. please.E
&(. 63p"ain to a ca""er that your boss cant speak at the moment.
-EI/m afraid she/s *uite busy at the moment.E
&*. -E4ou"d you te"" me your phone number?E
-E0es. it/s 5:5-7;7-<=:5 >three-oh-three-four-one-four-si!-nine-oh-three?$9
&,. -E4hanks for calling 8 your help.E
&-. Ask to speak to the %a"es Department about your order.
-EI would like to speak to a sales representatie about our order.E
&.. 4a"" your bank and e3p"ain that you ha#ent recei#ed your new credit card yet.
-E&y credit card hasn/t arried$ -as it been sent to me@E
&/. 4a"" a restaurant to make a reser#ation for a business "unch.
-EI would like to book a table for twele tomorrow for three people$ 4he name is Jones.E
&0. )he person you want is busy. $ea#e a message on their #oicemai".
-E-i &ike. it/s Cindy here$ Can you call me back later. please@
'2. Kffer to take a message for a co""eague.
-E-e 8 she is busy at the moment$ &ay I take a message for him 8 her@9
'&. 4a"" an air"ine to ask when a f"ight is supposed to arri#e.
-ECan you tell me when the flight from Aierpool is due in@E
''. -E:"" ta"k him to ca"" you back. 9ow "ong wi"" you be at your desk?E
-EI/ll be here for seeral hours.E
'(. -E)ales "epartment. Carol Jones speaking$ Can I help you@E
'*. 63p"ain that your co""eague has the day off. Kffer to he"p.
-E&y colleague is off today$ Can I help you@E
',. Arrange to meet a #isitor at the airport.
-EI/ll be at the airport at si! p$m$ to meet you$E
'-. 1hone a supp"ier about a "ate de"i#ery.
-EBur deliery hasn/t arried yet$ Can you check on it@E
'.. -E9es in a meeting. 4an you ca"" "ater?E
-E0es. when would be a good time@E
'/. Ask what something is about.
-E&ay I ask what it is about@E
'0. Fou wou"d "ike to in#ite a business partner for dinner ne3t week.
-E-ae you got time for dinner ne!t week@
(2. Iind out what a business partner wou"d "ike to do in the e#ening.
-EChat would you like to do this eening@E
(&. 1hone home to say that you ha#e to work "ate.
-EI/m afraid I/m going to be late this eening.E
('. Kffer to put a ca"" through to your 7oss Jeorge Lida?
-EI can connect you to %eorge 8 &r$ Dida if you like.E
((. Ask a ca""er to phone "ater that day.
-ECould you phone again his afternoon. after 7 p$m$@E
(*. -E)he "ine is busy. Wou"d you "ike to ho"d?E
-E0es. I/ll hold$ 8 3o. I/ll call back later.E
(,. Ask a ca""er to repeat his D her name.
-ECould you repeat that. please@E
(-. -E-er line is engaged 8 busy$ Can you hold for few minutes@
%. &ai#ing
A$19A76) AHD %F+7K$%D1@H4)@A):KH G A77<6L:A):KH%
#lphabet:
6ng"ish 1honetic %pe""ing (%ometimes wrong"y ca""ed the :nternationa" 1honetic A"phabet!
When speaking on the te"ephone it is sometimes usefu" to spe"" a word using 6ng"ish 1honetic %pe""ing. )o spe"" E4"ubE
for e3amp"e you wou"d say: E4 for 4har"ie $ for $ima @ for @niform 7 for 7ra#o.E
- :t is #ery easy to "earn 6ng"ish 1honetic %pe""ing. %tart by spe""ing your name then your company or address. %oon you
wi"" know the who"e a"phabet.
#bbreiations:
)he ru"e for punctuation of abbre#iations is:
- if "ast "etter of word and abbre#iation are the same: no fu"" stop (for e3amp"e $td!
- if "ast "etter of word and abbre#iation are HK) the same: fu"" stop (for e3amp"e 4o.!
%ome basic abbre#iations:
#$%$&$
Annua" Jenera" +eeting (of company shareho"ders!
#$B$1$
any other business (at the end of a meeting agenda!
a8c
account as for bank account Aeg: aDc no. &'(*,-./0B
asap
as soon as possib"e
14C
7y the way
c$i$f$
cost insurance freight
c8o
care of Aon an en#e"ope eg: +rs J %mith cDo +rs 7 7rownB
cc:
copies to Aat the end of a "etter eg: cc: )6 M+< M%AB
Co$
4ompany
e$g$
for e3amp"e Afrom the $atin e3emp"i gratiaB
2$%$&$
63traordinary Jenera" +eeting (of company shareho"ders!
f$o$b.
free on board
f$o$c$
free of charge
E0I
Ior your information
-F
head?uarters (of a company or other organisation!
Inc$')
:ncorporated Aafter the name of a firm organised as a "ega" corporationB
Atd'(
$imited Aafter the name of a firm organised as a "ega" companyB
B$-$+$
o#erhead projector
+$#$
persona" assistant
p$t$o
p"ease turn o#er Aat the end of a pageB
+AC'(
1ub"ic $imited 4ompany Afor a firm whose shares are so"d on the open marketB
$a$t$
#a"ue added ta3
C+
word processing (or creation of te3t by computer!
+unctuation:
9ow punctuation symbo"s are read in 6ng"ish> this is essentia" for spe""ing web sites or
e-mai" addresses.
'. (ora# and infora# p$rases for correspondance
Aetterhead : a sheet of "etter paper printed with a person or firms (name and! address.
#ddress : the p"ace to which a "etter is to be sent.
"ate : Day number in ordina" numbers (first - st- second -nd- third -rd- fourth -th- and so on!. N month (a"ways in
capita" "etters! N year (for e3amp"e: &st Manuary '22/!.
)alutation : opening or first "ine of a "etter usua""y commencing with ODear...
"ear : first word of most %A$@)A):KH% forma" or not Aeg: Dear %ir Dear +r Won Dear MoB. +r +s +rs +iss : abbr.
of tit"e for man woman (married or not! married woman unmarried woman.
"ear &adam : forma" %A$@)A):KH to an unnamed woman.
"ear )ir : forma" %A$@)A):KH to an unnamed man.
"ear )irs'( : %A$@)A):KH when writing to a firm and not to any particu"ar indi#idua" in the firm.
%entlemen') : %A$@)A):KH when writing to a firm and not to any particu"ar indi#idua" in the firm.
enc$ : abbr. enc"osure> enc"osed Aindicating something that is inc"uded with a "etterB.

0ours faithfully'( : po"ite c"ose to a "etter not naming the recipient as in Dear %ir> Fours tru"y@%.
0ours sincerely'( : po"ite c"ose to a "etter naming the recipient as in Dear +r %mith> Fours tru"y@%.
0ours truly') : po"ite c"ose to a "etter> %incere"y yours@%.
1est regards : friend"y c"ose to a "etter - Cind regards 7est wishes.
p$s$ : abbr. postscript Aused to indicate a note added at the #ery end of a "etterB.
per pro : abbr. through the agency of> p.p. Aeg: A per pro 7 (where 7 is signing for A!B.
to )ign : to write ones name at the end of a document - signature n.
1). *!ying and se##ing
%ome basic #ocabu"ary re"ated to sa"es:
client : a person who buys ser#ices from a "awyer architect or other professiona"s.
buyer : ; any person who buys anything 6 a person emp"oyed by a firm to buy.
after-sales serice : ser#ice that continues after a product has been so"d Aeg: repairs etcB.
guarantee : a promise that a product wi"" be repaired or rep"aced etc if fau"ty - a"so #.
close : to fina"ise a dea" or sa"e> to make a sa"e.
cold call : to te"ephone a prospect without pre#ious contact - a"so n.
customer : a person who buys goods or ser#ices from a shop or business.
deal : a business transaction - a"so $ dealer n.
discount : a reduction in the price> a deduction Ausua""y e3pressed as a percentage (P!B.
follow up : to continue to fo""ow persistent"y> to maintain contact Aeg: after a "eadB.
product : something made and usua""y for sa"e - to produce . see ser#ice.
in bulk : in "arge ?uantity usua""y at a "ower price.
lead : usefu" indication of a possib"e customer to be fo""owed up.
objection : a reason gi#en by a prospect for not buying - to object #. see o#ercome.
oercome : G-came. -comeH to oercome an objection to show an objection is in#a"id.
wholesale : to se"" in bu"k (as to a shop for resa"e to the pub"ic! - a"so n. see retai".
prospect : a possib"e or probab"e customer> prospecti#e customer.
representatie : sales representatie person who represents G se""s for a firm> sa"esperson.
retail : to se"" in sma"" ?uantities (as in a shop to the pub"ic! - a"so n. see who"esa"e.
serice : work done usua""y in return for payment - to sere $ see product.
11. +arketing
+A<C6):HJ )6<+%
)o start with you shou"d know what we refer to when we ta"k about marketing mi!.
:t is the combination of acti#ities re?uired to ensure good sa"e.
+,B"'C4-+,IC2-+A#C2 >distribution?-+,B&B4IB3 this is what we understand as the standard marketing mi3
a"so known as the +arketing Iour 1s.
According to +,B"'C4 some points we shou"d bear in mind when trying to EmarketingE a product:
-product range enhancement adding more products to the group of e3isting ones
-brand recognition a customers awareness that a brand e3ists and can be purchased
-*uality control
-research and deelopment
-inentory. a detailed list of all items in stock
-image
-guarantees
-consumer durables consumer goods that are not bought regu"ar"y and that "ast a "ong
time such as cars
-generics goods which are so"d without a brand name
-life circle the amount of time a product is e3pected to function proper"y
-accessories additiona" features or items which can be so"d to enhance a product
-repairs and support
-shelf life the "ength of time a product especia""y food can be kept in a shop before it is
too o"d to se""
According to +,IC2:
-high-end pricing
-profit margin
-*uantity discount
-credit accounts an arrangement with a company for deferred payment when buying goods (bi""s
are often sent once a month and not when the goods are purchased!
-payment on deliery
-production costs
-mid-range pricing a#erage price for a product not at the high or "ow end of the sca"e
-price war
-import tariffs duties (ta3es! imposed on imported products by a go#ernment
-D#4 #a"ue-added ta3 a"so ca""ed sa"es ta3 added on the net price of a product
-cash discount
-suggested retail price
According to +A#C2:
-point of sale a business or p"ace where a product or ser#ice can be purchased
-factory outlets shop where a manufacturer se""s their product direct"y to the consumer without a
midd"eman
-retail shop >shop?
-warehousing storage in a warehouse or simi"ar p"ace for storing goods
-channels of distribution
-transportation
-internet sales
-chain stores
-shopping mall kiosks
-mail order companies
-market coerage. percentage of a market which the sa"es co#er (a"so ca""ed market share or
market penetration!
-just-in-time deliery ha#ing goods de"i#ered just before they are needed to a#oid storage costs
-order processing the process of dea"ing with orders inc"uding entering the detai"s into the
computer system and printing in#oices and de"i#ery notes
According to +,B&B4IB3:
-4D commercials
-free samples
-two-for-one sales
-newspaper aderts
-catalogues
-shop displays
-mailshots (the posting of ad#ertising materia"s to a "arge number of peop"e at one time! "eaf"ets
and f"iers
-product endorsement
-promotional campaigns
-packaging
-gieaways free samp"es gi#en to customers free of charge as a marketing strategy
-uni?ue se""ing point ')+ >'(? D proposition @%1 (@%! what makes a product different from
other simi"ar products
-sponsorship person or company which pays for ad#ertising for a specific product or e#ent
12. ,ang!age of pers!ation - describing a prod!ct
Ad#ertisements in 6ng"ish usua""y contain phrases dea"ing with physical. emotional and intellectual language. )his
#ocabu"ary is what s"ogans and product description are made of.
63amp"es of s"ogan and product description "anguage:
+-0)IC#A:
-Iee" the differenceQ
-Jet the taste of itQ
-Must jump in and try itQ
-Iorget about theory - out yourse"f in our hands for a practica" approach.
-Kur goa" is to get you where you want to go.
-%it back and re"a3 knowing that you ha#e put your money to work for you.
-9e"p us bridge the gap between products and ser#ices.
-Moin the ranks of hands-on users.
-Jet in touch with us if you ha#e any ?uestions about our products or ser#ices.
2&B4IB3#A:
-Four satisfaction is our goa".
-6njoy the fee"ing of ha#ing a dream come true.
-Wou"d you "ike to e3perience the fee"ing of success?
-4ome to the company which puts your we""-being first.
-63perience customer ser#ice from the caring company.
-Kur mission id to ensure a future for your grandchi"dren through our commitment to the en#ironment.
-9ope is the best resource we can imagine.
-Are you "ooking for a product that fits your "ifesty"e and e3presses who you rea""y are?
-6njoy the comfort of being one of our #a"ued customers.
I342AA2C4'#A:
-)hinking peop"e buy our products.
-6njoy the know"edge that you ha#e made a wise choice.
-+ake use of our state-of-the-art techno"ogy.
-:nno#ation and perfection are the goa"s we stri#e for.
-)he informed consumer is our target group.
-Kur e3pertise in the fie"d is uncha""enged.
-We are "ooking for customers who can think for themse"#es and make wise decisions.
-Kur products combine inte""igent so"utions and re"iabi"ity.
-9eightened awareness of our products has "ed to wor"dwide recognition and praise.
%ome important #ocabu"ary:
-ad8adert8adertisement: a notice that gi#es information about a product and whose
purpose is to make the product known and persuade the consumer to buy it. (As a
abbre#iations ad is more common in the @% ad#ert is more common in the @C!.
-to bridge the gap: to connect two items or things.
-commercial: an ad#ertisement for te"e#ision or radio.
-copywriter: a person responsib"e for writing the te3t of ad#ertisements.
-to join the ranks: become part of a group of peop"e.
-slogan: a phrase or words which are easy to remember used in pub"icity for a product
ser#ice or company.
-well-being: the state of fee"ing hea"thy.
13. (inance
7A$AH46 %966)%: )6<+% G H@+76<%
7asic terms used when dea"ing with ba"ance sheets:
%ome basic #ocabu"ary re"ated to numbers:
add : to put one number together with another Aeg: ' p"us 'B - addition n$
billion : &222222222> one thousand mi""ion> &20
diide : ' R ' Ais e3pressed asB two di#ided by two - diision n$
e*ual : to be the same as Aeg: ' N ' e?ua"s *B
figure : the symbo" for a number or an amount e3pressed in numbers.
giga : one bi""ion
hundred : &22> &2'
kilo : one thousand - k ( abbr$
mega : one mi""ion - & abbr$
million : &222222> one thousand.
minus : ' - ' Ais e3pressed asB two minus two
multiply : ' 3 ' Ais e3pressed asB two mu"tip"ied by two - multiplication n$
plus : ' N ' Ais e3pressed asB two p"us two
s*uare : to mu"tip"y a number by the same number Aeg: ( s?uared S 0B
s*uare root : number that mu"tip"ied by itse"f gi#es a certain number A( is the s?uare root of 0B
subtract : to deduct one number from another Aeg: ' minus 'B - subtraction n$
thousand : &222> &2(
times : ' 3 ' Ais e3pressed asB two times two - see mu"tip"y
to the power of : mu"tip"ication of a number by itse"f Aeg: ' to the power of ( S /B
trillion : &222222222222> a mi""ion mi""ion> &2&'
zero - :> oh> nought
14. +oney
%ome basic important #ocabu"ary re"ated to money:
#$4$&$ : abbr. Automated )e""er +achine> cash dispenser@C.
>bank?note : a piece of paper money> bi""@%.
bill') : a banknote> a piece of paper money.
black market : i""ega" traffic in officia""y contro""ed commodities such as foreign currency.
bureau de change : estab"ishment where currencies of different countries may be e3changed.
cash : & coins or bank notes (not che?ues!> ' actua" money paid as opposed to credit.
cash dispenser'( : automatic machine from which c"ients of a bank may withdraw money> A)+.
cashier : person dea"ing with cash transactions in a bank store etc.
coin : a piece of meta" money.
currency : the money in genera" use or circu"ation in any country.
debt : money etc owed by one person to another.
e!change rate : the rate at which one currency can be e3changed for another.
foreign e!change : the currency of other countries.
hard currency : currency that wi"" probab"y not fa"" in #a"ue and is readi"y accepted.
inest : to put money for profit into business "and etc - inestment n$
legal tender : currency that cannot "ega""y be refused in payment of a debt.
petty cash'( : a cash fund for sma"" e#eryday e3penses.
soft currency : currency that wi"" probab"y fa"" in #a"ue and is not readi"y accepted.
speculate : (risky! buying of foreign currency "and etc for rapid gain - speculation n.
transaction : an (usua""y commercia"! e3change> a dea" - to transact $
15. +arketing and finance
Lery often market is c"ear"y "inked to finance. 9ere you ha#e some basic #ocabu"ary re"ated to marketing and finance:
#I"# >&?: this means attention interest desire and action. )his is a strategy used to se"" products.
AB)) A2#"2, >&?: this refers to se""ing a product at a "oss to get a customer into the shop.
)he shop owner then hopes that they wi"" buy other products they hadnt p"anned to buy.
%,B)) &#,%I3 >E?: this is the difference between the cost of manufacturing a product and
how much it is so"d for.
1,2#(-2D23 +BI34 >E?: this occurs when sa"es are e?ua" to costs.
2I+23"I4',2 >E?: )his is specific amount of money spent.
&#,(24 A2#"2, >&?: this refers to a company or product with the "argest market share.
324 +,BEI4 >E?: this refers to money that is "eft o#er a"" e3penses ha#e been deducted.
3IC-2 &#,(24 >&?: this is a sma"" specia""y market with "itt"e competition in it.
1'"%24 >E?: this is a p"an for spending and income.
EBC') %,B'+ >&?: this is the group of peop"e who come together informa""y to discuss their
reactions to a product.
D#,I#1A2 CB)4) >E?: this refers to the money needed to produce a product which increases
according to the number of products produced.
+,B"'C4 A#'3C- >&?: this refers to putting a new product on the market.
4',3BD2, >E?: this is the tota" amount of sa"es of goods or ser#ices of a company.
1,#3" #C#,232)) >&?: this term indicates how we"" known a particu"ar brand is.
1#3(,'+4C0 >E?: this occurs when a company is no "onger ab"e to pay its debts.
CBAA#42,#A >E?: this is the type of security re?uired in order to get a "oan.
C#)- CBC >&?: this is a product that needs "itt"e ad#ertising and a"ways se""s we"". )his can
be due to the demand for the type of product or the brand awareness.
5)est your know"edge: Write the 6ng"ish words for these %panish ones.
- art=cu"o ceboD de gancho:
- atenci8n-interTs-deseo-acci8n (A:DA!:
-beneficio bruto:
-beneficio neto:
-costo #ariab"e:
-cuando e" ingreso es e" mismo ?ue "os
gastos:
-de gran rendimientoDmuy producti#o:
-facturaci8n:
-gastoDdesembo"so:
-garant=aDa#a":
-"an;amiento de producto:
-"=der en e" mercado:
-nicho de mercado:
-presupuesto:
-?uiebraDbancarrota:
-reconocimiento de marca:
-reuni8n de consumidoresDgrupo de
discusi8n:
5Fou wi"" find the key answers on the ne3t chapter.
16. +eetings
$AHJ@AJ6 KI +66):HJ%
%ome basic "anguage for meetings:
#$%$&$ : abbr. Annua" Jenera" +eeting.
#$B$1$ : abbr$ Any Kther 7usiness Ausua""y the "ast item on an agendaB.
#bsent : not here> not at the meeting> not present.
agenda : a written programme or schedu"e for a meeting.
apologies : item on agenda announcing peop"e who are absent> apo"ogies for absence.
ballot : a type of #ote usua""y in writing and usua""y secret- secret ba""ot n.
casting ote : a deciding #ote (usua""y by the chairman! when the #otes are otherwise e?ua".
chairman : the person who "eads or presides at a meeting> chairperson> chair.
conference : forma" meeting for discussion esp. a regu"ar one he"d by an organisation.
conference call : te"ephone ca"" between three or more peop"e in different "ocations.
consensus : genera" agreement.
decision : a conc"usion or reso"ution to do something - to decide #.
item : a separate point for discussion Aas "isted on an agendaB.
matters arising : item on agenda for discussion of what has happened as a resu"t of "ast meeting.
minutes : a written record of e#erything said at a meeting.
pro!y ote : a #ote cast by one person for or in p"ace of another.
show of hands : raised hands to e3press an opinion in a #ote.
unanimous : in comp"ete agreement> united in opinion.
ideoconference : conference of peop"e in different "ocations "inked by sate""ite )L etc.
ote : to e3press opinion in a group by #oice or hand etc - a"so n. - to cast a #ote #.
63pressions for Agreeing and Disagreeing
)tating an opinion
-:n my opinion...
-)he way : see it...
-:f you want my honest opinion....
-According to $isa...
-As far as :Om concerned...
-:f you ask me...
#sking for an opinion
-WhatOs your idea?
-What are your thoughts on a"" of this?
-9ow do you fee" about that?
-Do you ha#e anything to say about this?
-What do you think?
-Do you agree?
-Wou"dnOt you say?
2!pressing agreement
-: agree with you &22 percent.
-: cou"dnOt agree with you more.
-)hatOs so true.
-)hatOs for sure.
-(s"ang! )e"" me about itQ
-FouOre abso"ute"y right.
-Abso"ute"y.
-)hatOs e3act"y how : fee".
-63act"y.
-:Om afraid : agree with Mames.
-: ha#e to side with Dad on this one.
-Ho doubt about it.
-(agree with negati#e statement! +e neither.
-(weak! : suppose so. D: guess so.
-Fou ha#e a point there.
-: was just going to say that.
2!pressing disagreement
-: donOt think so.
-(strong! Ho way.
-:Om afraid : disagree.
-(strong! : tota""y disagree.
-: beg to differ.
-(strong! :Od say the e3act opposite.
-Hot necessari"y.
-)hatOs not a"ways true.
-)hatOs not a"ways the case.
-Ho :Om not so sure about that.
Interruptions
-4an : add something here?
-:s it okay if : jump in for a second?
-:f : might add something...
-4an : throw my two cents in?
-%orry to interrupt but...
-(after accidenta""y interrupting someone! %orry go ahead. K< %orry you were saying...
-(after being interrupted! Fou didnOt "et me finish.
)ettling an argument
-$etOs just mo#e on sha"" we?
-$etOs drop it.
-: think weOre going to ha#e to agree to disagree.
-(sarcastic! Whate#er you say. D :f you say so.

5 Answer-key for e3ercise unitDpoint E/. +A<C6):HJ G I:HAH46E :
- art=cu"o ceboD de gancho: loss leader
-atenci8n-interTs-deseo-acci8n(A:DA!:
#I"#. attention-interest-desire-action
-beneficio bruto: gros margin
-beneficio neto: net profit
-costo #ariab"e: ariable costs
-cuando e" ingreso es e" mismo ?ue "os
gastos: break-een point
-de gran rendimientoDmuy producti#o:
cash cow
-facturaci8n: turnoer
-gastoDdesembo"so: e!penditure
-garant=aDa#a": collateral
-"an;amiento de producto: product launch
-"=der en e" mercado: market leader
-nicho de mercado: niche market
-presupuesto: budget
-?uiebraDbancarrota: bankruptcy
-reconocimiento de marca: brand awareness
-reuni8n de consumidoresDgrupo de discusi8n: focus group
1". .ocia#izing/ sa## ta#k
:n most 6ng"ish-speaking countries it is norma" and necessary to make Esma"" ta"kE in certain situations. %ma"" ta"k is a
casua" form of con#ersation that Ebreaks the iceE or fi""s an awkward si"ence between peop"e. 6#en though you may fee"
shy using your second "anguage it is sometimes considered rude to say nothing. Must as there are certain times when sma""
ta"k is appropriate there are a"so certain topics that peop"e often discuss during these moments.
Cho is %ma"" )a"k for?
-1eop"e with many different re"ationships use sma"" ta"k. )he most common type of peop"e to use sma"" ta"k are those who
do not know each other at a"".
- :t is a"so common for peop"e who are on"y ac?uaintances often ca""ed a Efriend of a friendE to use sma"" ta"k.
-4ustomer ser#ice representati#es waitresses hairdressers and receptionists often make sma"" ta"k with customers.
-%ometimes at your e#eryday "ife when the p"umber comes round to fi3 a "eak.
Chat do peop"e ta"k about in %ma"" )a"k?
)here are certain EsafeE topics that peop"e usua""y make sma"" ta"k about.
A#oid discussing contro#ersia" issues such as a recent "aw concerning e?ua" rights. Discussing persona" information such
as sa"aries or a recent di#orce is not done between peop"e who do not know each other we"". 4omp"iments on c"othing or
hair are acceptab"e> howe#er you shou"d ne#er say something (good or bad! about a personOs body. Hegati#e comments
about another person not in#o"#ed in the con#ersation are a"so not acceptab"e: when you do not know a person we"" you
cannot be sure who their friends are. Fou do not ta"k about pri#ate issues either because you do not know if you can trust
the other person with your secrets or persona" information. A"so it is not safe to discuss subjects that society deems
contro#ersia" such as re"igion or po"itics. $ast"y it is not wise to continue ta"king about an issue that the other person does
not seem comfortab"e with or interested in.
Chere do peop"e make sma"" ta"k?
1eop"e make sma"" ta"k just about anywhere
Chy do peop"e make %ma"" )a"k?
-)o break an uncomfortab"e si"ence.
-)o fi"" time
%ome con#ersation starters you might find usefu" when:
-4alking about the weather
7eautifu" day isnOt it?
4an you be"ie#e a"" of this rain weO#e been ha#ing?
:t "ooks "ike itOs going to snow.
:t sure wou"d be nice to be in 9awaii right about now.
: hear theyOre ca""ing for thunderstorms a"" weekend.
We cou"dnOt ask for a nicer day cou"d we?
9ow about this weather?
Did you order this sunshine?
-4alking about current eents
Did you catch the news today?
Did you hear about that fire on Iourth %t?
What do you think about this transit strike?
: read in the paper today that the %ears +a"" is c"osing.
: heard on the radio today that they are fina""y going to start bui"ding the new bridge.
9ow about those <eds? Do you think theyOre going to win tonight?
-#t the office
$ooking forward to the weekend?
9a#e you worked here "ong?
: canOt be"ie#e how busyD?uiet we are today can you?
9as it been a "ong week?
Fou "ook "ike you cou"d use a cup of coffee.
What do you think of the new computers?
-#t a social eent
%o how do you know Mustin?
9a#e you tried the cabbage ro""s that %andy made?
Are you enjoying yourse"f?
:t "ooks "ike you cou"d use another drink.
1retty nice p"ace huh?
: "o#e your dress. 4an : ask where you got it?
-But for a walk
9ow o"dOs your baby?
WhatOs your puppyOs name?
)he tu"ips are sure beautifu" at this time of year arenOt they?
9ow do you "ike the new park?
Hice day to be outside isnOt it?
-Caiting somewhere
: didnOt think it wou"d be so busy today.
Fou "ook "ike youO#e got your hands fu"" (with chi"dren or goods!.
)he bus must be running "ate today.
:t "ooks "ike we are going to be here a whi"e huh?
:O"" ha#e to remember not to come here on +ondays.
9ow "ong ha#e you been waiting?
1%. 0egotiations
4he 3egotiation +rocess
:tOs time to negotiateQ 9ere are a few go"den ru"es to successfu" negotiations:
;? #lways try to negotiate for at least ;J minutes$ Any "ess than that and it is un"ike"y that either party has had enough
time to fair"y consider the other side. Jenera""y the si;e or seriousness of the negotiation determines the amount of time
needed to negotiate it. %etting a time "imit is a good idea. Appro3imate"y 02P of negotiations get sett"ed in the "ast &2P of
the discussion.
6? #lways offer to let the other party speak first. )his is especia""y important if you are the one making a re?uest for
something such as a raise. )he other party may ha#e o#erestimated what you are going to ask for and may actua""y offer
more than what you were going to re?uest.
5? #lways respect and listen to what your opponent has to say. )his is important e#en if he or she does not e3tend the
same courtesy to you. Do your best to remain ca"m and p"easant e#en if the other party is disp"aying frustration or anger.
<emember some peop"e wi"" do anything to intimidate you.
7? #cknowledge what the other party says$ 6#eryone "ikes to know that what they say is important. :f the other party
opens first use it to your ad#antage by paraphrasing what you ha#e heard. <epeat their important ideas before you
introduce your own stronger ones.
J? +ay attention to your own and your counterpartnerKs body language$ <e#iew the chart be"ow to "earn how to
interpret body "anguage during the negotiations. +ake sure that you arenOt con#eying any negati#e body "anguage.
%hort introduction to body "anguage interpreting:
- +oints to bear in mind with last-minute 9strong-arm9 tactics:
6#en if you make the decision to treat your negotiating opponent with honesty and kindness the other party may not
e3tend you the same respect. 7e prepared to stand your ground firm"y yet cordia""y especia""y in the "ast few minutes of
the negotiations. )his is the time when manipu"ati#e parties may emp"oy certain tactics in order to try to foo" you into
"osing focus or "owering goa"s and standards. <emember that conf"icts are genera""y reso"#ed in the "ast few minutes.
)he theory behind "ast minute tactics is:
-that one party may be more wi""ing to gi#e in out of fear that a"" of the concessions or progress made up to that point
(perhaps hours or weeks of ta"ks! might be "ost.
-peop"e a"so get tired or ha#e other commitments that need to be met such as making an important phone ca"" before
another business c"oses or picking up chi"dren from schoo".
- 9ere are some last minutes tricks that negotiators often use at this time:
Wa"king out of the room
Kffering a short-term bribe
)e""ing you to take it or "ea#e it
Ji#ing an u"timatum
Abrupt change in tone (used to shock the other party into submission!
:ntroducing new re?uests (used at to get you to concede with "itt"e thought or consideration!
%tating genera"i;ations without e#idence (dropped without significant statisticsDproof!
Adopting the +r. Hice Juy persona (used to try to make it "ook "ike they are doing you a fa#our in hopes that you wi""
"ower your e3pectations!
-1oints to bear in mind when formalizing the agreement8negotiation:
:n most business negotiations it is a good idea to get something down in written:
-e#en if a decision has not been made a letter of intent to continue the negotiations is often used. )his is a way for each
party to guarantee that ta"ks wi"" continue. A "etter of intent often out"ines the major issues that wi"" be discussed in future
negotiations.
-in some cases a confidentiality agreement is a"so necessary. )his is a promise from both parties
to keep information pri#ate between discussions.
-when an agreement has been decided a formal contract may be re?uired. Kn the other hand depending on the
seriousness of the decision and the "e#e" of trust between the two parties a simp"e handshake and #erba" agreement may
be a"" that is needed.
)aking a"" this points into consideration your negotiation wi"" be a success.
1'. Presentations
1resentations are usua""y di#ided into ( different parts N a ?uestions round:
-Introduction: te"" your audience what your message is going to be.
-we"come your audience
-introduce your subject
-out"ine the structure of your presentation
-gi#e instructions about ?uestions
-1ody: te"" your audience your real message.
-do not hurry
-be enthusiastic
-gi#e time on #isua"s
-maintain eye contact
-modu"ate your #oice
-"ook friend"y
-keep to your structure
-use your notes
-signpost throughout
-remain po"ite when dea"ing with difficu"t ?uestions
-Conclusion: summarize what your message was.
-%um up
-(Ji#e recommendations if appropriate!
-)hank your audience
-:n#ite ?uestions
As a genera" ru"e in communication repetition is #a"uab"e. :n presentations there is a go"den ru"e about repetition:
E-%ay what you are going to say
-say it
-then say what you ha#e just said.E
)his tab"e shows e3amp"es of "anguage which may be used in presentation when:
2). *ritis$ and aerican eng#is$
)here are differences in "anguage by nati#e 6ng"ish speakers n different parts of the wor"d.
:t is often necessary to understand the different phrases used by 7ritish and American nati#e speakers in particu"ar.
9ere are some basic ones #ery re"e#ant for business 6ng"ish:
7ib"iography and recommended materia":
7ooks:
-:n 7usiness photocopiab"e materia" by 4ambridge.
-7usiness Jrammar 7ui"der by +acmi""an.
-7usiness 4"ass by $ongman.
-)he :n 4ompany series by +acmi""an.