BUSINESS OBJECTIVES Vicki Hollett Oxford University Press| | Contents 1 MEETING PEOPLE paces orcs Getting information Describing jobs Commuters Pessonalicy profile 2 TELEPHONING Stating calls ‘Transferring information Deciding what to do Requests 3 COMPANIES Tones Company profiles Facilites Organizations Cureent activities Company srengchs Description Explaining whar you need Size and dimension Sorting words LaNcuace Introductions Prepositions — jobs 1Wh- question Forms Present Simple tense How long does it txket PAGE 16 LANcUAce Gan Nel faay La? Can could S woud you? Instant desisions: PAGE 28 Present Continuous and Preset Simple tenses Has got Ie is There is / There are EXCHANGING INFORMATION Adjectives twas and were What as it lke? Dimensions Ir weighs costs. \VOCABULARYIPRONUNCIATION (Countries and nationalities Word stress \VOCABULARY/PRONUNCIATION Telephone language lend and Borrow Spelling the alphaber Telephone numbers VOCABULARY:PRONUNCIATION ‘Company departments endings fl iad Nambers PAGE 38 Sorting and recording new vocabulary Words with diffrent spellings that sound the same seus WORK SPEAKING 1: The Conference Game -wnmnnic: A personal profile sveaxinG 2: Organizing your seudies SUS WORK LusTeNNes Messages SmEARING: Two telephone role-play waInNc: Business lecterg SKIL WORK LusreNinc: A presentation of BICC SreaKoscs Preventing your company SKLLS WORK STEAKING 1: A exossword LusTINING: A sales team briefing SpEanG 2: Executive toys5 REPORTING — pacesa Tones LANGUAGE YOCABULARYIPRONUNCIATION SKILLS WORK Company history ase Simple tense jn/on (at and time phrases READING: Marketing problems Saying winen Prepositions with time SPPAKING: Reporting on a work Reporting on tip Question forms sed verb endings: AU, hdl project, Complains 6 SOCIALIZING acess ores LANGUAGE YOCABULARTIPRONUNCIATION SILLS WORK Business Laces some and any Countable and uncountable SPEAKING: Socializing over Innch fess Would you tke. ? nouns ~ food eaDove: Newspaper article on Inverests and routines Expressions of frequency Verb-noun collocations: sport executive lifestyles Chatting Polite replies Consonant sounds: i! ‘and Mf 7 MEETINGS pac rors LANGUAGE VOCABULARYFRONUNCITION SKILLS WORK Recommending action Should Multi-word verbs Lusrasanc: Taking notes of decisions Asking for opinions Expressing opinions ata mecting Making suggestions Going to tfarure) ‘Vowel sounds soeannsc: Holding 2 meeting to Justifying decisions Why don't wef discuss budget cuts Problem solving Shall we..2 We could 8 MAKING ARRANGEMENTS pace 7a orcs wancusce YOCABULARYIPRONUNGIATION SILLS WORK Dates resent Simple and Verbs thar collocate with venrrinc: Faxes ‘Timecables, plans, and Continuous tenses (future) appointment srenxino: Arranging and rearranging arrangements Would Dictionary ences schedule ‘Making appointments Iwtations Avoiding fla intonation ising time‘tonics Rises and falls Describing changes Describing graphs Giving ceasons 10 PROGRESS UPDATES i roms Te Contin ee 11 PLANNING “Talking about quantity ‘Making predictions | Giving advice Offering help Conference planning 9 DESCRIBING TRENDS PAGE 88 LaNcuace Prepositions ~ finance Verbs of change — rise, fall, ete ‘Adjectives and adverbs, Causeleffee: connectors PAGE 98 resent Perfect Simple tense Question forms PAGE CCouneable and uncouncable nouns with much and many ura facts and predictions Will /wor't Shall fae? You'd better (not). 12. COMPARING INFORMATION. Comparing sates figures Comparing counteies Comparing companies Laxounce CCompacacives and superlatives ler more thts the-est/ the most. Guessing unknown words from context ‘Words with silene lewers \VOCABULARYIPRONUNCIATION Employment verbs Vowel sounds VOCABULARY PRONUNCIATION Countable ad wncoustable Contractions PAGE 118 VOCABULARYIPRONUNCIATION Jobs and occupations Suffsess-er [ost Stress patterns in words SUIS WORK. sranivcr Preventing graphs neapivci The story of Coke Lustmuncs Radio business news sreaxescs Discussing share pesfermance SKS WORK. LUSTENING: A projet briefing on an office move sreacavo; Planning a business sreaxinG 1: Job satisfaction esainc: Serss levels of business people SPEAKING 2: Diseabsing workplace sess13 BUSINESS TRAVEL pace 128 ‘Tories wwneuace \VOCABULARYIPRONUNCIATION, Ai travel ‘Modals expressing ‘Travel vocabulary Roles and regulations obligation ature possibilities Mustn' vs, don’t have to Voiced and unvoiced Company policy Open conditional consonant sounds Social exstoms 14 COMPANY VISITS pace 13a ‘Tones LANGUAGE \YOCABULARY/PRONJNCIATION Achievements Present Perfect vs, Past Make and do collocations Experience Simple Systems and processes For and since, Yowal sounds ever and never Passive voice Sequencers 15 TACKLING PROBLEMS pace 148 ‘Tories Lancuace YOCABULARY/PRONUNCIATION Consequences would / might J could ‘Terms of sale Hypothesizing Second conditional Problems Supposing. Contrastive stress in sentences Solutions Negotiating INFORMATION GAP FILES. GRAMMAR AND USAGE NOTES GLOSSARY TAPESCRIPT SKILLS WORK. [ReApING: Business lunches SPeakine: Introducing changes to work systems [WaITNc: A report on lasing a let of vehicles Lisrexincs A visit toa car assembly plant SmpaKiNc: Showing visitor around your organization skis WORK tasrenov: Problems with sales SHEAKING 1: Negotiating solutions to problems SrexKiNG 2: Evaluating your progress in English PAGE 158, PAGE 165 PAGE 178 PAGE 18jt A RS RS OMS ? i Meeting People PRESENTATION T Do you know the other people in the class? Introduce yourself to everyone Good morning. My name is... and I work for / itt « 2 Look at the peaple in the photographs. 1 Is ita formal or informal situation? 2 What are they saying? OBJECTIVE to meet foreign contacts and get to know them: TASKS to introduce yourself to other people to describe jobs and responsibilities Q to find out about other people's jobs to ask questions about foreign companies to read and write a personal profile 3 2 Listen to three conversations and match each one to the correct piceure.THAR ie aN Stee Mio a is a i at uc i FAN te ee 1 meerine PEOPLE 2} 4) & Listen to the first conversation again and complete this conversation. Louise Mr Veldzquez,\ ____you to Peter Brien, Peter, Mr Velazquez of Telefonica de Expafa Mr Velézques 2 Peter = =e Louise Peter works for our New York branch. He's international accounts. 5 Put this conversation in the right order. Write numbers in the boxes. Then listen to the second conversation again and check yout ©) Thomas Yes, I do. How are you, Sven? i Sven Not bad, thanks. 2) Thomas Welcome to Oxford. It’s nice to see you again. 2 Thomas Good. Ler’s go upstairs and have some coffee Sven Fine thanks, Thomas, And you? Ulla And you. Do you know my colleague, Sven Olsen? ST Thomas Fine. How was your trip? 6 GE Listen to the third conversation again and correct the mistakes in these sentences. Bob, Liz and Luigi are in an-office, a pub 1. Irs the afternoon 2 Liz and Luigi work together 3 Luigi is in the construction business. 7 Work in groups. Practise making introductions. Introduce: 1 two people in a formal situation, 2. two people in an informal situation. 3 yourself at a company reception desk. 4 yourself to a new colleague. 5 yourself to a foreign visitor you are meeting at an airport. May introduce you to... ? this is How do you do? How do you do? Do you know ... ? this is Hello. / Hi Nice to meet you. Good morning. My name is... I have an appointment to see ... Idon’t think we've met. I'm . Excuse me. Are you Mrs Eustace? I'm 8B When do we say good morning, good afternoon, good evening, and good nig¥ | | MEETING PEOPLE LANGUAGE WORK Getting information — I _ Five people are visiting your company today. Look at their business cards and ask and answer questions about them. What's his/her name? (What is) ‘What nationality ishe/she? Who does helshe work for? Where does helshe work? ‘What's his/her position in the company? | | a | berry in Publlc Relation Officer cre 7 5. sia oro | Teoria Poe Fe RSANN | cence ee SS | S| —— Driv, i Loe, Beas | re ees ___ samen sna cnn SO X on inFORMALING RK Date cRostY i Jetinese vet og | = Se? i | | 2 i JEAN. CLAUDE AURELLE ieee Wea | “Techical Direcror nb f \ \ | 132 Yon 948 Aire en J Ms ‘ | | INAS2 3 ‘| 4 | MEETING PEOPLE Now find out about the people sitting next to you. What's your name? What nationality ... ? etc. Put the right question word in the spaces. ‘When Where Why What How Who Which WELCOME TO THE CONFERENCE are you here? Ie,find cut about IP's newest produch, is it? The RMIO data communication syetem. - Many people are attending? ...7.... .. are they? European members of the IPQ. ream.. divisions do they work in? Marketing and Salee dowe meet? At Gabieck thie ening. .. do we meet? I? the Regeney Lounge (let flor). z-) Here are some answers, but what ate the questions? How do you do? José Pérez, FOSE. Tm Spanish. No, I'm single. IBM. They produce and sell computers. ‘The financial department. man auditor. 10. English, Spanish, and Italian. Coan eunn All these questions are in the Present tense. For more information on the Present Simple, see page 166 in the Grammar and Usage Notes ‘Write some questions to ask a colleague. Ask about * their company their job ‘ their responsibilities * their hobbies and interests. Find someone you don't know very well and ask your questions.| MEETING PEOPLE ! Describing jobs | Study the words in bold type in these sentences. ' Tm —afinancial controlle. —_(a/an + job) an engineet Twork for ATT. (for + employer) | Yimin marketing (in + type of work) the chemicals business. chemicals. Complere this conversation, Use a, av, for, and in. ‘What do you do for a living? T'm ___ computers. Really? Who do you work > Olivetti. I'm ___ product manager. What about you? Lwork Balfour Beatty. So you're the construction business? Yes. P'm engineer. PU S>uboD 2 Complete these sentences about yourself. 1 Pmalan 2. Lwork for 3. min ' 3° How many executive managers and divisions does this organization have? ‘Me Richard Balen S| President and Chet Executive Otier DeKavn tgs | |e David Egham Research ang ; Production spre i Ms June Hesketh Marketing and Sales Mrs Ptea Casimano nel and ‘Administration DIVISIONS | Me Patrick Amos || MsEmma Wood || Mr Roger Carter || Ms Vera Roberts {| Mr Robert Shaw | Multiplex || Cable Systems | Microwave | Space Systems {! Mobile Radio | Systems systems | 1 systemAsk and answer ations about it Who is _responsible for “in charge of _Who is he responsible to? Who does he report to? 4 Find out about your partner. production? | MEETING PEOPLE Mr Ellingham. The Chief Executive Officer, + Which division do they work in? + What are they responsible for? * Who are they responsible to? Commuters | Ask and answer questions about these commuters. Rosa Gonzalez, architect. Works in ind Street, New York. Lives 2 miles ‘sway at Central Park West and 86th Street 15-minute journey on rollerblades. Thinks about the day | ahead or listens to her personal stereo ‘Mathew Long, jeweller. Works in Hatton Garden, London. Lives 4 miles away in Hornsey. 25-minute journey fon bike. Has to concentrate on the aff. Daisuke Tanaka and Hideo Nakafima ‘Work for banks in Otemachi Tokyo. Live 20 miles away in Chiba, $0-minute journey by tran, Read comic books or sleep What does Rosa do for a living? Where does she live? Where does she work? How long does it take to get there? How far is it? How does she get there? What does she do on the journey? 2. Now ask a partner similar questions about their journey to work.| MEETING PEOPLE Countries and | Toshiba is a Japanese company. The headquarters are in Japan. nationalities 1 nationality countey What about these companies? 1 Honda 6 LOréal 2 IBM 7 Rolls-Royce 3. Oliversi 8 Nestlé 4 Ericsson 9. Siemens 5. Norsk Hydro 10 Philips 2. “Complete the etsre Country National Japan The USA Tealian Sweden Norwegian France Beitish Switzerland Germany 3) Work with a partne:. Say where these letters and stamps are from. This one’s from Brazil. t's Brazilian Kg. nn GR aunt. Py FF | Ss What other countries and organizations does your company have contact with?| SIRS Sa ae a a aoe Personality profile George Wong comes from _ _t. He's > successful, an Parkview, a property development and “business Pronunciation ra he loves his job. He is Chairman of | MEETING PEOPLE Read this article about a businessman called George Wong. What information is missing? Suggest possible words to fill the spaces. 2 He In his free sime George listens to likes bands like Led Zeppelin and T Rex. He has © cars, including a Ferrari 512TR, an ‘Jaton Martin Lagonda, a Lamborghini Diablo, three Mercedes, and a Mini I's an unusual Mini because ithas a television, fridge and machine inside, George hates ___ He says he's bad at things like balance sheets and profit and Joss accounts, and he also bates He never pace lives yeats of age, Vory 1, ship building, i 2 Work with a partnes. One person uses the information below and the other uses the information in File 1 on page 158. Ask your partner questions to get the information missing from the acticle. Complete the article. Where does George Wong come from? Where does he live? 1 Listen to these words from Unit 1, Mark the syllable where the main stress falls Example international a construction © European b engineer f responsible © headquarters responsibilities financial h nationality 2 Now practise saying the words. Make sure you stress the right syllable.nein cc I SS SRA, 1 MEETING PEOPLE SKILLS WORK Speaking | Work in twos or threes. You are participants at an international conference, {Tose a coin to move. © Heads: inove one square, Y.2e'.a- Tails: move two squares. Follow the instructions on each square and start a conversation. The first person to finish is the winner. You see an old Name three Ask another Introduce two Ask another friend. Greet person where people to one person about him/her. they come another. thelr farnily. letter ‘BY from. Ask another Name two a: CONFERENCE countries where you bow when you meet person about their company. Ask another person about their hobbies Name four countries you ‘want to visit on holiday. and interests. Ask another Exchange person at the business cards conference with another what their participant. — job Introduce Say ‘thank you" yourself to in three another person different at the languages. conference. You arrive at It’s time to go Ask another the conference home. Say person about hotel. Go to the goodbye to your the department reception desk new friends. or division they and register. work in.Rr RN | MEETING PEOPLE Writing Read the profile of Derek Stirling and then write another profile about yourself. Use the topics below to help you. name company responsibilities nationality position in the company hobbies, home town My name is Derek Stitirg and Im Scottish vein Hadlow, a lovely Engish vilage near London, ara | work or Te Sie Grou, Brain's gest pate company. The Group's actives ae died || into fe business areos: shiping, aviation, proper, inaustres, | | and tracing. Our bestknown companys Cathay Poste ways, | | | work at our London head office; I'm head of Corporate Finance, and 'm responsible for developing the business of the Group. q ''m always very busy and | don't have much free time, but when 1 do, Ike fishing and | grow my own vegetables, Just for fun Speaking 2 Interview a partner about their learning objectives. 1 Why do they want to learn English? Who do they want to communicate with in English? What do they want to practise most: reading, writing, listening, or speaking? How many hours a week can they spend studying English? What equipment and materials do they have to help them learn? 6 What equipment and materials do they want to buy? a FINANCIAL TIMES, wl” ainOBJECTIVE to make contact and exchange information cover the phone TASKS to spell and note down key words and numbers in a telephone message to make, agree to, and refuse requests to respond to new situations and say what action you will take to write business letters confirming telephone calls Telephoning PRESENTATION I Study these forms. What are they for? [ZI Listen to the two telephone conversations and complete the forms, Conversation 1 ease GALAXY COMPUTER SUPPLIES AREAS OF INTEREST (TICK v1 FIRESAFE CABINETS Dey o ACTION NECESSARY TICK W) GALAXY COMPUTER SUPPLIES | gies2. TELEPHONING. 2. Listen to the conversations again and answer these questions. @a b @e a ‘Why doesn’t the switchboard operator connect the caller immediately? ‘What does the woman say she'll do? What question does Christophe Terrien ask about the =photoconductor units? Whar does Mary Thatcher ask Christophe Terrien to do? 3° Match the words and phrases (1-10) with similar meanings (a-j). 1 put you through, ¢ a e = ‘number. your name? f zg h i I tines || A.country or ; ji The ki ry te that a Can you wae ising anbied. area number502 TELEPHONING LANGUAGE WORK Starting calls Study these phrases for starting calls IDENTIFYING WHO IS SPEAKING SAYING WHO YOU WANT TO SPEAK TO This is Paul Henig. CouldT speak t0...? Paul Henig speaking. Cant Is that Julia Gardini? Td like to speak to Extension $96, please Supply the missing words in these conversations. 1 Ms Brunet Sales Department, good morning, Mr Keller _Helena Steines, please? Ms Brunet Hold on. I'll get hee, Mrs Steiner Hello, Sales. Mr Keller Helena Steines, please. Mrs Steiner 3. Switchboard Curtis Holdings. MrKeller = ____-293, please. Miss Delmont Accounts Department, Mr Keller Jean Delmont? Miss Delmont Ye How can I help you, Mr Keller? S_Listen to check your answers. Pronunciation | [2 Can you spell English words over the phone? Listen to the English alphaber and look a¢ the chart. All the letters with'similar sounds ace grouped together, TT aa Eee Z| | A T ° Q | R J a v wha | * : | Z is pronounced /zeW/ in British English and fzisl in American EnglishTransferring information PRONUNCIATION NOTE a ee 2 TELEPHONING. 2 Study the chart fora moment then close your book and try writing it on your own. ©) Listen and write down the words you hear spelt 4 Work with a partner. Take it in turns to dictate abbreviations and write them down. One person dictates the abbreviations below, and the other dictates the ones in File 2 on page 158. IBM FOB OPEC vip EU vpU EDP CIF JAL AGM FBI 1T Do you know what the letters stand for? You can find out in the Glossary on page Notice these different ways of saying telephone and fax numbers. 91430 nine one four three zero (American English) nine one four three ob (British English) 6687 six six eight seven (American English) double six eight seven (British English) Exchange your work and home numbers with a partner 2. Work with a partner. Take ir in turns to dictate telephone numbers and write them down, One person diezates the telephone number below, and the other dictates the ones in File 3 on page 158 29508 47766 966015 01525 372245 03 916 600721 In phone and fax numbers, English speakers normally group the numbers in threes, not in twos as is common elsewhere in Europe. 914306 — nine one four, three ob six not ninte-one,four-three-ob-six-2 TELEPHONING Prone Pauk Cov nee fomorren Ndnwg— (03) 408- 44/932Z- Deciding what to do 3 When you transfer information by phone, try not to leave long 1 silences or pauses. These phrases will help you. STARTING Ready? Go ahead CONTINUING — Have you got that? Gor that. FINISHING Anything else? That's all CHECKING Could you read that Could I read that back t0 me? back to you? Work with a partner, Take it in curns to give each other messages and write them down, One person dictates the messages below, and the other dictates the messages in File 4 on page 158. Fay exhibvhm daks : fo Vera in Sio Panto, WOPIELS, 49 5 1) 223-3181 Yep no. 306/AS, b> two Stena Fac Sometimes we meet new situations or problems and we have to say what action we'll take. A. The line's busy B rl call back bat A. Could you take a mn B Hold ow. Fil g ae et 8 pencil Decide what to do in these situations A D'nt afraid your train is delayed. B [take a taxi. 1 Pm afiaid your train is delayed, trax) 2 The President is husy juse now (laser 3 We need some more pape (order) 4 They done speak English (cranslaror 5 This quotation is very high. (another supplier) 6 Lhave 10 go to head office somoreow (a life) 7 They want written confirmation oF the order, (fas) Mrs Bell just fainced water}2. TELEPHONING 2. Sometimes the person we phone is not available. Match these reasons to the right picture. Pm afraid she’s on the other line. 4 Pm afraid she’s off sick. T'm afraid she’s tied up at the moment. Pm afraid he's in a meeting. T'm afraid he’s not here just now. b c d e Can you think of any more reasons? 3° Work with a partner. Make up conversations deciding what to do when someone is not available A. Could I speak to Barbara Morey, please? B I'm afraid she’s on holiday this week. A. Can you ask her to ring me next week? These phrases will help you. Pi hold. Pl call back later. Could you take a message? sive her a message? Can you put me through to her secretary?2 TELEPHONING Requests We use these phrases to ask other people to do things. Cam you ...? Couldyou... ? Would you ... ? You're on the phone. Whar do you say in these situations? You can't hear the other person. You want them co repeat something, They are speaking 100 fast. You want them to spell a word. You want them to transfer you to the Finance Department. 2. We can reply to requests like this. The AL rs mati dntratexial “ves, CERTAINEY. Se 1M ARRAID emer | | THANK YOU. ‘OK. IT DOESNT } THANKS. eerie | Nor PORTANT. Re WeLCOME I (A PLEASURE | 2 Practise these expressions with a colleague. Ask them to: spell their suename for you. tell you the time, tell you their computer password. ive you a lift home ronighe. lend you their dictionary. lend you some money d f VOCABULARY NOTE Put fend or borrow in these questions. Could Ra Qeeme money? Could you ral. me some money? Notice we lend to someone and we borrow from someone. So when we lend, we give; and when we borrow, we take.rs 2 TELEPHONING 3° We use these phrases to ask if it’s OK to do things, ASKING savin Yes saxING NO Cant? Yes, please do. Tm afraid ... Could I Of course. Tm sorry but May I... * Yeah, go ahead. ** Help yourself. “Informal * Inviting someone ro take something Practise with a colleague. You are in their office and you want to: 1 use their phone 2 smoke 3. look at their copy of the production plan 4 copy a file on theit computer 5. borrow their copy of the Economist 6 borrow theie cat. 4 Who makes these requests: a customer (C) or supplier (5)? 0 © Can I place an order? 5) May Thave your name and company name? © Could you tell me the delivery address? © Can you deliver next Friday? GF Could Ihave an addzess for the invoice? Could you tell me how much it will cost? I May Ihave a discount? 1 Would you confirm this order in writing? Work with a partner, Make up a conversation berweet and a supplier. Use as many requests as you can. 5 Work in pairs. One person looks at the information below and the other looks at the information in File 6 on page 158. lec You sell computers, A foreign customer phones you. Answer their es enquiries about your lap-rop computer, the NC-200. They will ask about * your prict *# delivery times * the guarantee * discounts * your terms of payment. Invent your answers. You can agree to oor refuse their requests. Don’t forget 10 write down their details 23EG 279 TELEPHONING SKILLS WORK Listening | Listen to a message on a telephone answering machine and answer these questions. £3, Boruan Wis Greece + be tutes a Where is Anne Parker going? Monks, (I= “hry or. b How can you reach her? [?. One of Anne's colleagues listened to Anne's messages and made notes. Listen to che call, find the mistakes in the note below, and oa 0/223 50621| correct them, AMESSACEFOR nme Par Ker FR; manufactures the products? invoices customers? Sey looks after customers’ problems and Fomplaints? _att dispatched the products and sends them to customers? ~~ organizes control systems to prevent mistakes? 'p (deals with taxation, investment, and cash management? o Production buying vo€ Custer racing. | yF asain, GAY Ect a ns f Disebution 2M Aeros AD pina nerves Services Quality 2B adver ising [eblamoss 9 anaes ug DDE FerrlikesUae eee 3 COMPANIES Pronunciation 1 [2] There are three ways to pronounce s at the end of words: /s/ /z/ and fiz/. Practise saying these words. sINGuLAR PLURAL. Ww mistake mistakes product products fal employee employees sale sales tal box boxes package packages Now listen to some verbs. They all end with s. Which ones end with an fz/ sound? Tick () them. 1 puts 6 plans 11. invoices 2 places vw 7 services — 12 looks after ¥ pays 8 arranges 13 dispatches 4 purchases 9 recruits 14° organizes — S. sells 10 manufactures 15 deals with J) Ae Current activities (1 Ave use the Present Continuous tense to talk about actions that are going on at the moment. Complete these sentences using words from the box. wait call go build- expand develop stay get a Philips are expanding their activities in China. b Our research department S01) Clow’ a new drug. They axe Siduin at the Dorchester Hotel Someone {S14 13 for you in your office. We'yEis ().O0%>@ a new factory in Barcelona. Ty QiR LEGA about order no, AY/2496, % g These products ¥2G near the end of their life cycle. The dollar iy 2.9 ow wi ‘The IT department | ez lot of money on new equipment ar the moment GRAMMAR NOTE ‘We use the Present Simple tense to talk about regular activities. The maintenance department services the equipment. But we use the Present Continuous tense to talk about temporary activities. The IT department is spending a lot of money at the moment. For more information on these two tenses, see the Grammar and Usage Notes, pages 166-167.jn SR H 3 COMPANIES Company strengths 2) Work with a partner. Find out what's happening in their company at the moment. + Are they entering any new markets? (Which ones?) + Are they developing any new products or services? (What?) + Ace they building any new facilities? (What? Where?) => = * Ace they working in any joint ventuces? (What?) And what's happening in their department or division? + Are they taking on new staff? (Why?) ‘© Are they reotganizing ay Work Systems? (Which ones? Why?) ‘+ Ace they introducing a quality programme? (What exactly? + Ace they introducing new technology? (What?) w T Are these statements true for your company? We produce high quality products. We provide a high quality sevice. We use the most advanced technology. We are in close contact with the market. We produce a wide range of products. We invest « lot of money in research and development. We have sales representatives all over the world. We are market leaders Why is your company special? Whar is your company’s main strength? 2 Whar do you know about MeDonald’s? Are these facts true or false? What do you think? ‘Three new MeDonale!’s stores open every day MeDonald’s charge high prices. MeDonald’s spend more on advertising than anyone else ‘There is a Hamburger University ‘The company CEO has a computer in his office. MeDonald’s prefer American managers t0 run oO oggos|4 gooeol overseas stores. Now read this article and find our"Sta eee ese perience 3 COMPANIES ‘Three new MeDonald’s stores open somewhere in the world each day. There are now over 14,000 McDonald’s stores worldwide and sales are over $23 billion. So how do they do it? What are the company’s strengths? ‘VALUE MeDonald’s keep prices low. They concentrate on increasing market share. ADVERTISING McDonald's spend $1.4 billion annually on marketing, more than any other company in the world “TRAINING Every employee receives at least two or three days taining and all managers attend regular courses. ‘The company even has its own Hamburger University in Oakbrook, Mlinois, FACE-TO-FACE MEETINGS ‘The company headquarters don’t have an e-mail system and there's no computer in the CEO's office bbut ideas still fly around. There ave regular meetings between people in the same region and people in the same line of work, (CLOSE RELATIONSHIPS WITH SUPPLIERS MeDonald’s work closely with their suppliers to make sure the McDonald's specifications. they can meet CULTURAL SENSITIVITY Before they enter a new country’s market, they research the culture thoroughly. And they employ local staff if they ean. (CUSTOMER SERVICE ‘The restaurants are clean, the service is quick and. ‘every MeDonald’s burger comes with a smile. 3 Incerview a partner about their company. Ask: a Are your prices low or high compared with your competitors? b Is advertising important to your business? © Whar training do your staff receive? d_ Do you hold regular meetings with your colleagues and counterpart Yomrd’ earbrer © Do you have clase relationships with your suppliers? f Are your manay Why do your customers like your produets/service? ers locals or foreigners?3 COMPANIES SKILLS WORK Listening E21 A manager from BICC describes her company. Listen and complete the organization chart below. sce ple wan | BUSINESS inital | ACTIVITIES - wide Posie TURNOVER os onvision main BUSINESS. ACTIVITIES TURNOVER AUSTRALASIA castes. piping, | Madumvottage | cable products ane power cables wholesalingSpeaking 3 COMPANIES Prepare to make a short presentation about a company to the class. You can talk about your own company or one of the companies from this unit. Write notes first. Don’t write sentences — just write key words and numbers. (Guess any information you don’t know.) My COMPANY ‘THE GROUP Products/Services ‘Main customers Locations (factories, branches, etc.) Size (no. of employees/turnover) Main strength Current projects Other informacion? Now decide on the structure of your presentation. These phrases will help you order the information. THE INTRODUCTION ORDERING INFORMATION Td like to tell you about Tl begin with .. Now Fl move on to turn t0 CHECKING UNDERSTANDING FINISHING Is that clear? Are there any questions? Are you with me? Thank you very much. OK s0 fa Use your notes to give the presentation and answer questions from your colleagues 74 Exchanging Information PRESENTATION T Label these inventions with words from the box, a the aerosol can the pinball machine the bar code | d the remote control __e the ring-pull opener OBJECTIVE to exchange information about products and services TASKS to give effective descriptions and explanations to exchange information on size and dimension to make enquiries about transporting a product 2 EZ ose your booke and listen ro some people talking abour the . different inventions, Which invention are they raking about? to evaluate different ways of recording new apn otinacor ding nas 3 Listen to the person talking about the aerosol can again. You words can read the text at the same time, to make an informal a product presentation iiss ne CFC Why do they say ‘was designed” in one place, ur “is designed! in another? 38FASE SERENE 4 EXCHANGING INFORMATION | 4B Listen 10 the person talking about the bar code again and read the text. Originally these were circular. They were first used in the early 1960s 10 identify railroad cars and keep efficient records of stock in warehouses Now supermarkets use rectangular versions for point-of-sale stacktaking, Some people say they are the sign of the devil, They point out that the two thin lines at both ends and in the centre are a way of representing the number six. So every product in every store contains the numbers 6566 in code. 5 [J Complete this text with was or were, ‘Then listen to the person 6 GH Listen to the pe z ‘Was isthe past form of is. What is the past form of are? Find it in the talking about the ring-pull again and check your answers. These invented in 1963 by Ermel Freize, a metals expert, after a family picnic. it___* a very hot day and there » lots of cold drinks around, but no can opener. Exmel + determined to find 2 it t tears a strip of metal from the 5" alitter problem with ‘a lot of complaints, but now solution to the problem. And thi can and leaves a hole to drink from. There the original pull-off type and there we use a pushein type son talking about the pinball machine again and read the text Originally these were designed to entertain the unemployed! in Chicago in the Depression years of the 1930s. The first machines weren't very sophisticated and it wasn’t a very interesting game to play by modern standards, but it was only a penny a try. A famous user today is ‘Andrew Lloyd Webbe, the composer af musicals, such as Phantom of the Opera and Cats. He uses one to help him relax. Whar are the negative forms of was and were? Find them in the text. C) Complete this text with was, were, wasn't, and weren't, Then listen co the person talking abour the remote control again and check The first version in the 1950s ' remote, t___? connected to the television by a wire. So there —__*.a wire across the user’ living room flaor and it__* very safe. The early models very popular and replaced by ultra sound madels in the early 1970s, These fine for humans, but __* popular with dogs and | «ats, Today we use infra-red versions to change channels.Description LANGUAGE WORK 1 Do you know sehat al hese adjectives mean? cold old-fashioned expensive _ineflicient unfriendly crowded five-star busy wonderful boring useless short tiring inexperienced informative windy fast entertaining _large uncomfortable 2 Cold is the opposite of hor. 1. Find opposites for these adjectives in the box. slow, cheap, long, small, modern, interesting, terible. 2 Whar are the opposites of these adjectives? (Look in the box to check your answers.) comfortable, efficient, friendly, experienced, useful Find adjectives in the box co describe the things. Then think of different hotels, journeys, exe. What other adjectives can you use ro describe chem? THE WEATHER AHOTEL A JOURNEY ENGLISH LESSONS PEOPLE RESTAURANTSz 1 4 EXCHANGING INFORMATION. Work with a partner. 1. Imagine one of you went on an excellent training course in England. Answer your partner's questions about the journey the lectures the trainers the hotel © the weather * English pubs What was the journey like? What were the lectures like? 2./Now imagine one of you went on a terrible camping holiday in England. Answer your partner's questions abo + the journey What was 1 Ube © the weather «the camp sites you stayed at Uneemfculable + the people you met + the restaurants you visited + English food What was the journey like? What were the cantp sites like? Interesting and interested are both adjectives. Interesting describes a quality something has. Interested describes a reaction. Complete these sentences with interesting and interested. 1 Tewasan Wleves\.s. meeting. Twas very uebereibed There are a lor of bskeresic buildings in Rio de Janeico. Thar’ an (eeresis idea.” We're inicve:he-l ieryour products. be ingen no Do these adjectives describe the products or services your company sells or provid e efficient reliable good value sophisticated technologically advanced professional expensive high-quality well designed environmentally-friendly Think of more adjectives to describe your products or servis what is special about them. Our prices are competitive, Our staff are well trained, We offer a wide uariety of options.Explaining what you need [Label the photographs using the words in the box “microphone” projector, remote control, flip-chart®” lectern marker socket carousel J Someone is preparing to give a presentation and they can’t remember the names of she things they need. Listen and help them. Presenter [need a thing to show transpa: You Do you mean a projector? The 3 Now choose one of the items (or something else in the room if you like) and describe it to a part. They must guess what itis You It’s similar to a note pad and it’s used to write on. Its white, rectangular, and made of paper. Partner You means a flip-chart Size and dimension —|__Study these ways of describing dimension. Then cover them up, look at the diagram opposite, and try to remember them. How long is it? It’s 484.Sem long. The lengthvis 484.5em How wide is it? Irs 165.0cm wide. ‘The width is 165.0cm How high is it? es 157.Sembhigh. ‘The height is 157.5em How heavy is it? Ie weighs 2,570 ke. How much does it weigh? The weig 0 kg. ery? Ir can carry 1,160 kg, Is 1,160 ke. How much ean it What's the maximurn |imax. load. 1,160 kg mm weight 2570 kg 2. A transport manager is thinking of buying some pick-up trucks for his fleet. Act out the conversation with the salesperson. Ask and answer questions about the size and dimension of the truck below. max, load 1815 kg mm weight 3370Kg [FP \ jk ee Eg 3 Work with a parinee. One person looks at the information below. The other looks at the information in File 7 on page 158. You want to forward some large steel components to a customer in Rome. Phone your partner’s forwarding company and make enquiries Your information The components are in 6 wooden crates, ‘The dimensions of each crate are: Length — 4m Width - 2m Height — 2.5m ‘The cubic capacity of each crate is 20m’ Each crate weighs 1,500 kg. Information required How much does it cost? How long does it take to drive a trailer to Rome?Pronunciation Sorting words = liveaison aewvery = s boing * «to adjust interesting a competinn® 44 ae ee) foa nen position! Some English words have the same pronunciation but different ‘meanings and spellings. wel How much does it weigh? Could you tell me the way to the town centre? Awe! — The weight is 3,370 kg. Til wait in the car for you. Listen to some words and write them down. Write different spellings for each word. weVauaune 1 7 Ir Now turn to File 13 on page 160. 1 How do you write down the new English words you want co learn? Have you got a system? Here are some different ways of recording the meaning of a new word. Which one is ‘* an example sentence? a diagram or picture? an explanation in English? a translation? '* an opposite? And which are good ways of recording words? Which ones # are quick and simple? * explain the meaning clearly? «help you to use the word in a sentence? « make the word easy to remember? 2 Record these words in different ways. Use a dictionary to help you, if necessary. (What is the best way’ of recording each one?) truck, inefficient, component, weight, , reliable3. Sorsing words into groups can help you remember them. You can group together words belonging to the same family. Complete this table: vers to produce fo mange to employ NOUN production sale ‘management NOUN (PEOPLE) producer advertiser 4 You can group together words that often go together. Think of more \ _/ words to add to these boxes. to make a product a presentation a mistake a phone call a to manufacture to sell to market to design to a product 5 / You can group together words connected with the same topic. Use the words in the box to complete this network. length easy maintenance sophisticated dimensions, shape selling points domestic plastic circular modern user-friendly controls _ steel PRODUCTS hea 1 CIeCK AR 5Speaking I Listening SKILLS WORK ‘When you don’t have the exact word you need in English, you have to find another way of communicating what you mean, using words you do know. So, for example, when you can’t remember the word ‘newspaper you have to paraphrase and say ‘the thing you read every day in the ‘morning’, I's important to do this quickly to inczease your fluency in the language and this exercise practises this skill Work with a partner to complete the crossword. One person uses the crossword below and the other uses the crossword in File 9 on page 159. There are no clues but your partner has the words you need and you have the words they need. You can say anything you like to help your partner, but of course, you can't say the missing word. What's one down? What's thirteen across? [LlATNiGlulalele Mi fnlvlols se an exercise cycle? Why/Why not? Who buys these machines? Whar sort of features are the interested in? = 2 You are going co hear a sales manager briefing his sales team on this product. Before you he eycle with the words in the box. aseatb foot sti Chandle bars d handle bar gripsSpeaking 2 SPECIFICATIONS lash LeneTit auld estat wir HEIGHT welch 3 © Listen and complete the specifications. -4)' CIE Lies again ad complese sheet seczncen, ‘The ACA was very successful ‘The AC4 is popular with ‘The ACA doesn't sell well in ‘The ACS is designed for The ACS is suitable for ‘The special feature of the ACS is that aaRube 5 Match the words and phrases with similar meanings. 1. low cost a strongly made 2. portable b collapsible 3 high stability © good value 4 robust construction doesn't take up much space 5 compact easy to change to a new position 6 adjustable F easy to pick up and carry about 7 folds up for easy storage —_g doesn't fall over easily ‘Work in groups of three or four. You are looking for executive toys to give your customers and clients this Christmas and you want to ‘give them something unusual. You have all collected information on a different product. Read the information and then take it in turns to describe your product to the group. Tell them about: * its use or purpose its size and dimensions © the accessories (extras) it comes with © the price. Decide what to buy your customers. Each person in your group needs to look at different information. (See Files: 5 on page 158, 16 on page 160, 24 on page 162, and 30 on page 164.) arReporting happened. modify the designs TB mun tests BE prepare OBJECTIVE to report on past actions ' TASKS 1 | to talk about events in a company’s history to establish what happened ona business trip to deal with customer complaints to read about product launches and discuss what went wrong to give an account of a project in your workplace PRESENTATION ten to someone describing the history of a product development project. Number these actions in the order they TH run a feasibility study srequolatlin? bonnsn, send the drawings to potential customers Gi shelve the project hole —< design and construct the prototype sgiled drawingsPronunciation 3° What problems did they have 1 at the test stage? 2. at the drawings and specifications stage? 3. at the design modification stage? 4 ar the manufacturing stage? 1 Regular verbs end in -ed in the Past Simple tense. This is pronounced in three different ways. id} joined, prepared Ki finished, discussed fal constructed, started [2] Listen to a description of a project. Notice how we Pronounce the Past Simple tense verbs. Do they end in /dl, // ot hdl? d é \We prepared desiggs and discussed them with the clients before we stri Yobe te aves tera te ted ay, Ne Provided detailed specications and showed them the plans af every Stage. They discovered a few small mistakes but we corrected them. We {changed anything they dcn't ike. Wo oven included extra feetures when they asked for them. Then as soon as we finished they complained. They said they wanted something different. panera 2 Listen to the verbs again and complete the table, ia i fd prepared discussed started @vscouresl! Bajos Poe ies! Cbareee Binerbac! Unc oles Compohas foolyed Wor Lerl Notice that we use the voiced /d/ sound with verbs that end with /di ort. 4“Company history LANGUAGE WORK THE HISTORY OF THE NISSAN MOTOR COMPANY ‘are smal moses form the Dat idoxha Seize Company ‘The company produces the Rist Dateun ea. ‘The owners rename the company "The Nissan Matar Company Lid Nissan opens the Yokohama plant scan introduces is production hed ‘Nisin stops producing ppssenger casand * Driksh Engh Jorsy Alter World War I Nissan begins ear production agi. A Datsun 10 wins the Australian Rally Nissan sets up its est foreign manufacuring ‘operation in Mexico The National Space Development Agency of Japan sen a rocket into space, wih solidfuel rocket boosters designed and produced by Nisan. ‘ment with Vorkswagen Simana i Japan. Inthe UK, Nisa a Queen's Avard Export Aghiement for tece year Fansing soI Work in pairs. Ask and answer questions about the Nissan Motor Company. A. What happened in 19257 B Three small motor companies merged. A What happened in 1947 B Nissan began car production again Regular verbs end -ed in the Past Simple tense. Irregular verbs have a special form. There is a table of irregular verbs on page 177. 2's Aak-antacewen hort qadelanl abdupiied A. When did the original three companies merge? B In 1925 A When did... ? For information on Past Simple tense questions, see page 168. 3 Choose the correct verbs from the boxes to complete the passage, Remember to use the Past Simple tense. be es | THE HISTORY OF NISSAN IN THE UK Nissan established a small trading company in 1969. It She. 20-9 -saloblicle imaoukee! * ears from Japan and “10! _* them in the UK. The Seow: “tect ene ‘company only 2.4 * 0.2% of the market in 1970 but it GQ * fast, By 1974 it WAS * the UK's leading car importer. When the Uk becexing a major export market, Nissan | fied- decide -begin- ecu, to build an assembly plant. After a long search it Ree 2 suitable site in Tyne and Wear. Cars 2 rolling off the production line in 1986. ~ lane At first, the plant _hra.cl * limit production because of the daa, be JAMA import restriction agreement. But ty 1988 UK companies Fane) supply ‘uupalicit! the majority of components and Nissangehiive? — | the target of 60% local content. The plant wos) increase production. In 1994 Nissandob yp a new distribution company and it GATED" operations in January 1992 witha network of 150 sto teen conae, | SRUESS once eae | pce Walla ne ners (rc in 109 ed hous = te | European Car of the Year Award. It_v/43_™ the first Japanese-badged car eve o wnSpgs REPORTING i Facit started trading in the ‘feeenth century asa mining company. Facit produced woodan furniture for many years. J Facie began manufseturing ‘mechanical calculators in 1924 4) Work in pairs. One person uses the information below and the other uses the information in File 15 on page 160. You are'a newspaper reporter writing an article on Facit, a Swedish office equipment company. Ask the public relations officer for information to complete these notes. When did Facit start trading? What happened in 1889? Faseiarce rand Sony al Gppar ny copy heat, pr Qnurochie. Yosuke 2 alaptiow s Facieextabfished te first subsidiary in Denmark, Melde “ypc Face introduced its products ingo the USA. neg Facl established subsidiaries in the USA and Braz tse Paced loattch Ihe Gat swesich aan The Facit 2254 ealeulator became standard in Tokyo! largest ban, ies Feces Lochs! iN Vat tere eel 1990 Facic opened a marketing co-ordination centre in Brussels t4 GalabUchel row alle, tlaroda iy Fusee “Typewriters were added to the range when Facit purchases Hada ‘Typewriters. “Today, Face isa leading erading and distribution company within the office and computer industry. The produer range includes caleultors, printers, dgplay ‘erminals, and portable clectronic device.'5 REPORTING Saying when — I Study the different prepositions we use with these times. 2 a N on a 1999 Saturday 5.30 August 2 May Easter 2Qhnakmos winter the end of the war the afternoon, Which preposition do we use with 1 dates? 6 religious festivals? 2 months?x, 7 hours of the clock? 3. days of the week? 8 parts of the day?x 4. years? 9 points in time? seasons? 2 Pur the right preposition with these times. 1 WW 1969 7 G& Christmas 2 ON Thursday 8 Qn Christmas Day 3 DA) 19 January 9 {0 the autumn (US: the fall} 4 10 January 10. uJ the 19608 5 GT midnight 11 EL the weekend 6 LJ the morning 12 AT the tum of the century 3. Aaléa colleague when they dil thete things. Maieiruré they uit & preposition in their answer. When did you join your company? In 1981, 1. joined their company 6 last spoke 10 someone in 2 got married English 3. got up this morning 7. last gave someone a present 4 last had a holiday 8 last had a beer 5 bought their ear Reporting onatrip — [Find out about your partner's last business trip, First write some questions. ‘Town/country where chia, Method of transport Hewaiaste. 5. Journey time How long ch Accommodation Where L.A op Aen ,,_Lenth of stay BhOue Panty rebel Cd Lspurpose of trip Why Aol. : Opinion of trip Was Ma. Aeti2 successful? 2. Now practise asking the questions with a partner. (The person answering them can tell the truth or invent answers.)( Complaints | [J Listen co half of a telephone call. What is it about? | Flora Hello Roger. It’s Flora Silveira. Roger | Flora I'm fine, thanks. And yo \ Roger Flora I'm afraid there's a problem with our order. You delivered | the wrong quantity Roger | Flora 60. We asked for 80. Roger Flora Thanks.a lot. Can you send them today? Roger Flora No, chat’ all thanks, ‘What is Roger saying? Can you guess? Write in the words. 2 Gl Now listen to the whole call and check your answers. Then turn to File 20 on page 161. 3 When customers make complaints, i's important to ask questions £0 get all the facts you need, Ask questions about these problems. | A. You delivered the wrong quantity. B Oh dear. What quantity did we deliver? i A. 300. We ordered 3,000 B T's sorry about that 1 You delivered the wrong quantity (300, We ordered 3,000.) | 2. You sent the order to the wrong address. (30 South Road. We're at 40.) 3. You invoiced us for the wrong amount, (£4,000 instead of $4,000.) 4. The goods came with the wrong accessories. (Plastic hooks. We wanted metal.) 5. The cover was the wrong colou: (Black, We asked for brown.) 6 The handles were the wrong size. (15cm, We ordered 10cm.) The goods arrived on che wrong day. (Friday. We asked for Tuesday.) 8 The case was no good. | (The glass was broken.) | 4 What possible reasons are there for these problems? We're very short staffed at the moment. } Our computer erashed and we lost a lot of data, ‘Think of some more excuses.5 REPORTING 5. Here are some useful phrases for dealing with complaints. Complete the chart with phrases from the box. P'll find out what happened and let you know. I'm afraid we're not responsible for damage in transit. Would you like a refund? Til look into it steaight away. Would you like us to repair it? ‘We're very sorry about this but its not our fault DEALING WITH COMPLAINTS MAKING OFFERS ‘Would you like a replacement? PROMISING ACTION ‘We'll send the rest immediately. REFUSING RESPONSIBILITY We reserve the right to make small changes to products. Can you think of any more phrases to add to the chart? ‘Work with a partner. Act out the complaints in Exercise 3 again. Deal with them. Make up excuses and/or use phrases from the chart. Discuss these questions with a partner. 1 What sort of complaints do you have to deal with? 2 What advice would you give to someone who has to deal with complaints?5 REPORTING | Reading | SKILLS WORK Sometimes products don’t sell well in a new market, Suggest what went wrong in these cases. | WHAT WENT WRONG? V Western companias had problems selling refrigerators in Japan until they changed the esign to make them quieter In Saudi Arabia, newspaper adverts for an airina showed an attractive hostess serving ‘champagne to happy passengers. A let of passengers cancalled thelr fight reservations. 3. An airline company callod itself Emu, after the ‘Australian bird, But Australians didn't want 19 use the airline isa Soe a es AF nV commer oa dearing prott rowed ie gt clearing up the mess Mer seater mado. The commercial aused problems Canada _ 8 Several European and American fms seul sol their product in Dubai when thoy an their advertising campaign in Arabic. ‘A soap powder ad had a picture of dirty clothes on the left, a box of soap in the riddle and clean clothes on the right, The ‘soap didnt sell well in the Middle East A n company ad problems when fe to ‘reduce instant cfs tothe French market ‘A toothpaste manufacturer couldn't sel its product in parts of South-East Asia. & an Amesican golf bat manufacturer launched is rocuets in Japan packed in bexes of four. Ithad to change the pack size. YO A tacos electric shaver sold wel throughout 7 ‘Europe, but tin tay2 Here are the reasons for the problems, but they are in the wrong order. Number them from 1 to 10. How many did you get right? & In Japanese the word for four sounds like the word for death. Things don't sell well packed in fours. [4 People thought the commercial was too sexist and reinforced old male/female stereotypes. ® Unveiled women don’t mix with men in Saudi Arabia and alcohol is legal. 90% of the population came from Pakistan, India, Iran and elsewhere, so Arabic was the wrong language. AG Tedeems Italian mien prefer ladies’ legs undhaven. ©} The advertisers forgot that in that part of the world people usually read from right to left ® ‘The people in this area didn’t want white teeth, They thought darkly-stained teeth were beautiful and they tried to blacken them, I Japanese homes were small and sometimes walls were made of paper. Ir was important for the refrigerators to be quiet i EE Making ‘teal’ coffee was an important part of the French way of life. Instant coffee was too casual S The emu can't fly. 3) Look through the passages again and find the words below. ‘ 1. Two abbreviations for the word advertisement Wd OS 2 The word foc people who advertise cacherieSev 3. The word for an advertisement on television + 4 QormmerCx:od Think of a project you took part in at work, for example; * the launch of a new product/service + product development project * the design/introdncrion of a new system + a construction project + setting up a new venture/operation What were the objectives or goals of the project? List the tasks you performed to achieve those objectives. How long did each task take? How long did it take to complete the project? 4 What were your main problems? 5. What were the results of the project? ‘Work in small groups. Take ie in rurns t explain your projects ro the group and answer questions.OBJECTIVE to hold social conversations with business contacts TASKS to welcome an ‘overseas visitor to order food at a business lunch to make, accept, and refuse offers to discuss leisure interests to read and discuss an article on executive life styles Socializing PRESENTATION In the office Kevin Donoghue is welcoming a client, Paolo Farneti, to his office. Listen to the conversation. Are these statements true or false? a This is their first meeting. ao b Kevin gave Paolo directions. o The journey took two hours. ojo d_ Paolo wants white coffee. ojo Act out their conversation with a parmer. The pictures below will help you remember it.ae © SOcALIZNNG) | 2 Inthe car Kevin is driving Paolo to a restaurant, Listen to the conversation. Are these statements true or false? a. This is Paolo’s first visit to Cambridge, b Kevin offers to show Paolo round next week. © Kevin plays golf, d_ Paolo goes skiing once a month in winter. ooo oeoo= 2 Imagine you're welcoming a visitor to your home town. Act out a similar conversation. Complete this dialogue frst. Is this your first visit oC Yes, Le = = 4, Td love to see Es neeec+ Then let me show you round tomorrow after the meeting ‘That's very kind J uo, *.Is there a good? uti Yes, there is, (=°7* © * interested in sport? Yes, I play Ger += ./’ and I go. What about you? Tet \ bebe bwS 3 In the restaurant Kevin and Paolo are ordering wine in a restaurant. Before you liste read the conversation below and guess the missing words. Use one word per space. Waiter The wine list, sit Kevin Thank you. Let's see. What like, Paolo? of wine do you Paolo Tic lis _* white. Kevin 2. => or dey? Paolo Dry: Kevin Then let’s have the Chablis. Irs usually very good Paolo How Lc. ‘do you come here? O\\ Kevin About once a'month. (to the waiter) Exeuse me. Waiter Yes, sir? i Kevin We'll “the Chablis, please. Number 63, 4x Paolo And Pd Ls Vez *a bottle of mineral water too, please. Listen to the conversation and check your answers, 39oe ight evisp past”) A delica! Business lunches | STARTERS salmon | ie jon served with sen seins Sie sires bread and butter Cheese Ta Sra aeons ese filing Garden Soup ; te summer vegetable sou? with herds (MAIN COURSES wack with Green Peas pea with spices herbs and freshly picked peas Dover Sole nd in a crea! sd and serve! 1 asparagus tips Duck stewed eat area Leg of Welsh Lee and seme served with onion sauce amb “> and LANGUAGE WORK Match the dishes on the menu to the pictures. PUDDINGS Summer Pudding % A classic combination af sn mes (cherries, nation of summer fruits "aspherries, lack and rear and bread a Strawberrie: ‘ries and Ci e nn fsh English strates Chocolate Fudge Cake Tih, sticky chocolate che CHEESE A wide selec lection of English cheeses © Liqueurs CoffeeOffers 2 Put these different foods into the right list. sole salmon raspberries peas lamb pork chicken cauliflower _strawber cherries Reisen e meat fish poultry’ | vegetables | fruit jomp | tole chuck Peas hos¢ be Cont Shrauels loee} Chere Think of more words to add to each list. What is your favourite meal? ‘Work in small groups. Appoint someone as the waiter/waitress and give them your orders. Tl have the cheese tart. Salmon for me. What about you, John? I'd like the duck. Garden soup please, and I'd like Dover Sole to follow: What do you suggest? Look at the words in bold type in these sentences, Would you like a biscuit? Would you like some wine: Would you like some grapes? ‘Take it in turns to offer food and drink. OFFERING Would you like a some... ? (a+ single coumable noun) SAYING YES Thanks Yes please. (some + uncountable noun) (some + plural countable noun) SAYING NO No, thanks. Ir looks lovely, but Pd love one,2 You can make uncountable nouns countable by using 4... of .. | wine ~ a glass of wine bread ~a piece of bread Find the uncountable nouns in the pictures on page 61. Make them countable. Use phrases like some cake or a piece of cake. Pronunciation Listen to this conversation, then practise reading it with a partner, Customer ['d like a cheese sandwich, a chicken sandwich, and a cherry tart served with chocolate sauce. Waiter OK, So that’s a cheese sandwich, a chicken sandwich, and a cherry tart served with chocolate sauce Customer Ah, sorry. Can I change the cherry tart served with chocolate sauce? Waiter Certainly Customer il have fresh English strawberries served with sugar and sweet champagne. Waiter OK. So that’s fresh English strawberries served with sugar and sweet champagne. Interests and routines | Work in pairs. Find out about your partner’s interests, What sort of books do you like? kind films type music I ike . I don’t like. love Thate ... decective stories musicals inze novels tbeillers pop music | biographies comedies classical musie history books westerns folk music science fietion horror films rock music othe! others? others? are | ee ih80 [_ & Think of some more sports. Which verbs do they go with? 3 What sports do other students take part in? Ask chem, Do you play squash? Yes, Ido Where do you play? go cycling? No, I don't. Do you? go? do aerobics? do it? 3: Find ant abouts pacenecerontint ‘Ask how often they 1 entertain customers 2. use English ar wo 3. work overtime? 6 go jogging? clients? attend meetings? broad on business? How often do you Every day Once a week two weeks Twice a year month Three times a aChatting | Pee es Pore seen ene one nec gr cereus Find out abour the person sitting next to you. ‘© What newspapers do they read? * What magazines and journals do they read? + What TV programmes do they watch? Work with a partner, Do this quiz and test your social English. HOW GOOD IS YOUR SOCIAL ENGLISH? ind out with this quiz. Decide which replies are possible. (More than one reply may be OK) 4. ‘Hotlo. How are you?" 6 "Why re you tearing Enis?” Tim vey in, thank you. a For tang 0 my customers. » Not too boc B for total 0 my customers. Q Fie harks, and you? ¢ talk tomy customers. 2 “This ie Stowart Edwards 17 "Would you ptefer rd or wite a How do you do? vine? 3 How ae you? 3 Te eter cod @ Plasec to meet you dont eae ont mind 2 "Did you have a good tp? Ses, thanks. “te Thursday convenient?” Bes, of cure. a What means convenient? € Well, hada fom problems 5 nat doas convenient mean? € Could you explain me convenient? 4 “Would you tke to see round the factory? Ym tery sory about that.” Yes, | wi, «You're welcome, » Yes, Id love to Don't mention i © Ne, @ Don't worry about it. 5 ‘Do youwant to buy some?” | 30 “Thank you very much 1 Wal, 'm interesting a Not at all, Wei, 'm interested it doesn't matter Nes, I want ¢ itwas a pleasure. , ‘When you meet people for the first time, ts nice to find you've got things in common. Work with a partner. Do you both play golf? Do you both have the same number of children? Find five things you've gor in common,6 SOCIALIZING = 3 You go to a reception at an international conference in London, Talk to the other participants. Think of different repli. <~TE AN INTERESTING > WHICH HOTEL ARE © conperencé,15n't (72, Sh, © Seismic (2) LET me ave fou a Lier BAC your: wore | 4 Match these replies to the right comment. Yes please. I'll have a gin and tonic. Yes, itis. I didn’t expect all this traffic Ie’ very good of you but Pd like to walk Cheers. e That's right. I'm from Brazil. F Cheerio, then, See you tomorrow. g Ics Emma. Emma Tanner. Th Yes itis isn’t it? i k 1 Don't worry. I'll have an orange juice instead. ‘The Sheraton. It's not far from here. Very good indeed, thank you. Thanks. They look deliciousSpeaking Reading SKILLS WORK You are having lunch with a foreign visitor to your company. You need to keep the conversation going. + What subjects are easy to talk about? # What subjects are interesting to talle about? # What other subjects do you enjoy talking about? Add them to the list. Tey intresting the work/business you ace doing together . your jobs \ your families your home towns sports | your hobbies and interests sg || the weather items in the news | politics religion films your holidays Find a colleague and compare your lists. Find a subject you both find interesting and have a conversation. Before you read, imagine a typical British business executive What sports does he like? Whar sort of home has he got? What does he do in the evenings? Whae’s his favourite drink? Whar sort of car does he driv Now read the article on the next page and see if you are right Answer these questions, 1 What does a typical British executive do after dinner? 2. What kinds of people did che researchers interview? 3. What sorts of ears do European executives buy?6 SOCIALIZING © 1 HIGHFLYING TASTES ‘he average Bish Execuve has a Researchers for the Fan European attdes to ie but hee js one hing Fre 2h or sim afer work, — sveyinerviewed 8604 potesional on which they all agree. Tey a al Siren he goes home to his detached people witha high income, education _patiotc when buying 3 <% seen ee opatier dinner and sits level or occupational status. Those The British prefer Austin Rover and rae mcf the welevision with a interviewed were all aged between Ford, the French have Ciroens ar 5 and 74 and most of them were in Peugeots, the Germans have BMWs This i according to a survey on the the 35—44 age Brovp, land Mercedes and the Halians have diferen Iiestyles of business people The survey found that European thei Alfa Romens and Fas in thirtoen different countries. executives have very different OW THE EXECUTIVE LIFESTYLES COMPARE a ee ge ak nee seme z a 3 Ask a colleague questions about the statistics, A. How many German executives go abroad on holiday? B Seventy puint one per cent 40 1s your country on the chart? Yes? Do you think the statisties are accurate? No? What do you think the starsties are in your enunery? 5 Write the questions the interviewers asked the execut!¥e ning television each wee Howe many bors de you spend 1 stations? Der you wate any fiMeetings OBJECTIVE to discuss work problems and decide ‘what action to take TASKS to state alternatives and recommend action to ask for the opinions of your colleagues and justify decisions to suggest solutions to problems to hold a meeting to decide on budget cuts PRESENTATION Three managers discuss the recruitment of sales representatives (reps) for their new Spanish sales organization. 2) Listen and note their reaction to the alternatives. Write F if they are for them and A if they are against them. [Alternatives Marcel | Carlos_[ Nancy recruit new Spanish Sales reps transfer French Sales reps L ep [21 Listen again and complete these minutes of the meeting. Page 3 qME NEW SPANISH SALES ORGANIZATION Alternative 1 7 Take on new Spanish sales representatives and Alternative 2 s Teach our French sales reps Spanish and the advantage of Alternative 2 is the ££ have already got French sales age is it takes ‘he disadvantage of Alternative 1 is that it takes a year to « en oa the other hand, it is a Spanish * 0 we should7 MEETINGS 3) Match these phrases from the conversations to the correct box below. I don’t agree, Why don’t we ... 2 Any views on this? I think we should .. [don’t think we should ... We need to discuss . What do you think? The important thing here is How do you feel about that proposal ...? We can either .. oF It’s a waste of time, NANCY 1 WvTRODUCES THE SURIECT 2 PRESENTS THE ALTERNATIVES 2 ASKS FOR AN OFINION 5 MAKES A PROPOSAL 9 REJECTS THE SUGGESTION 1 SUGGESTS AN ALTERNATE 1 10 ASKS FOR AN RNIN, i 1 GIVES ANY OPINION 2) Now listen to the conversations again and check your answers.1 | 7 MEETINGS I LANGUAGE WORK I think we should ... or I don't think we should ... 1 You have a machine that is old and often breaks down. 2. Your marker share is falling 3. One of your suppliers often sends you invoices with several ‘mistakes on them. 4. The company’s main warchouse is too small 5. Your main competitors are cutting their prices by 20%. 6 An employee is often absent from work. He says he's ill bur you don't believe him Recommending action | Recommend action in these situations. Begin your sentences with: ‘fPuouy B x. 2. Work witha colleague. You ate meeting to discuss some of your | 2 ‘company’s problems. Take it in tums to star discussions on these | subjects A We need to discuss . Basically, we've got two alternatives. We can either .. or What do you think? B [think we should \ pRoBLeat ALTERNATIVES ! company English | employ a teacher send the staff to a classes language school the paperwork | buy another compurer | recruit a secretary company cars| sent them buy the pay deal offer 4 10% offer 5% and a | increase productivity bonus office cleaning, employ cleaners outsource the work the new sales jab | promote someone contact a recruitment7 MEETINGS fou agree (A) or disagree Asking for opinions | People often disagree about politics. Do you agree (A) ot disag (D) with these views? ©. 1 The government should spend less money on defence. ®. 2 We should have compulsory miltary service ‘9. 3 There should be higher taxes on petrol 8 4 The government should invest in renewable forms of energy. © 5 There should be lower taxes on cigarettes, & The government should spend more on education. © 7 We should have more police patroling the streets 8 There should be tighter immigration controls. 2. Compare your opinions about the views above with a partner. Do you think ...? Yes, Ido because ... No, I don’t because Tehink .. Tagree because I disagree because 3 Now tell some partners your views on privatization, Use the chart to make sentences and then ask for their views What do you think? How do you feel about this? Have you got any views on this? I think we should privatize celecommunications, I don't think nationalize the railways. industries like water and electricity the army the police force we should have private schools. there should be hospitals7 MEETINGS Making suggestions Seudy these ways of making suggestions. [MAKING SUGGESTIONS ACCEPTING REJECTING Why don’t we... ? That's a good idea. Yes, but. Shall we ... ? Yes, let's do that, That's a good idea but ... We could ... Great. [I’m not sure about that. Practise the phrases with a colleague, Suggest solutions to the problems below. Follow this pattern: A 8 yin rome ee wecorsonne | smécr ano succest 7 SOMETHING ELSE ie accet 1 You need to improve your staff's English. What can you do? Your company’s results show an unexpected $500,000 profit on international currency deals. Suggest things to do with the money, You nced to think of a name for your new brand of toothpaste. Suggest some alternatives. 4 You work for a bank. You want to attract more young customers aged between S and 18, How can you do it? 5 Your company was founded 100 years ago. You want to mark the occasion. Suggest ways to celebrate. We use going to to talk about things we plan to do in thé future. Ie takes five hours to drive to Budapest so I’nt going to fly. Complete these sentences in a similar way. Use going to or not going to and the words in brackets 1. They've got one meeting in Madrid on Tuesday afternoon and another on Wednesday morning so they . (hotel overnight) 2. Hiis flight left late, so he .. (on time) 3. ve got my car with me s0 Foal: (a drink) 4. She can’t attend the meeting so she (38 9P¥%y 49 Aes) her SU! {her assistant instead) pe 5. Sales are down so you Zare nak ajorng $9 howe seed eels (good results his year) 6 The last ime we parked chore we gor a ticket so we Me EAE >. (somewhere else) smehers < For more information on future forms see page 170.2 7 MEETINGS 2 Your company wants to improve the quality of its product/service. Your boss wants you to organize regular meetings to discuss ways to achieve this objective. Decide how the meetings should be run. Choose a or b, of invent your own answer 1 Are you going to ® invite staff from all levels of the organization? bb just invite managers? 2. Are you going to @ decide who should attend? bask for volunteers Grnlienbes 3. Are you going to a_ hold the meetings once a week? shold the meetings once a month? 4 Are you going to a hold the meetings in office hours? dp hold the meetings in the evenings or at weekends? 5 Are you going to keep the meetings short? ‘b> allow the meetings to go on as long as necessary? 6 Are you going 10 a allow people to smoke? @® stop people smoking? Justify your decisions to a colleague. (A. Why are you going 10... ? B I'm going to... because. Fim not going to... because.Pronunciation 1 22) Listen to the first halves of some of the sentences below. Choose the correct ending, then listen to the complete sentences and check your answers, 1 We're going ro walle to the meeting, We're going to work _... together in a joint venture. 2 We're going to sit down and start the meeting now. ‘We're going to seat .. tem: people round the table. 3 We're going to halve... the budget. We're going to have... a long discussion. 4 We're going to look a some figures. — We're going to lock the door, 5. We're going to leave at five ofdloek. We're going to live in Oxtoad. 2 Practise the sentences with a partner. One person should read a first half. The other should listen carefully and say the correct ending, Problem solving — | Simo Hattari needs English for his work, but he has a problem, “Everyone at work has the same problem as me. We don't get enough opportunities to practise speaking English. | can watch quite a lot of English programmes on Finnish TV so my listening is quite good but I'd really like to speak more.” Do you have a similar problem? What do you think Simo should do? A. Tthink he should talk to his colleagues about this problem. They should arrange to speak English 10 each other sometimes. B They should try holding meetings in the company in English, © Edon't think they should do that. Ir’ too diffcule. | think he should try to meet some English and American people. 2 Read some more people’ problems. (Do you have similar problems yourself?) What do you think they should do? 1 ‘When foreign visitors come to our office, | can’t understand them. | ask them to speak slowly, but it's still difficult. My English teacher says my pronunciation is difficult to understand too, but | think my main problem is listening, | need more practice.”Be 17 MEETINGS 2 ‘Ihave a very busy working day and often I'th still in the office at eight or nine at night. But English is our company language so I have to learn it. study for half an hour every night when | get home, The trouble is 'm not making fast ‘enough progress.” 3. 'My teacher says people can learn a language at any age but 'm not sure that’s true. My memory is the problem. I'm getting old and | find it difficult to remember new English words." 4 ‘Vm nervous about speaking English on the telephone. It’s difficult when you can’t see the person you're talking to. : There are lots of long pauses while | think what to say.’ 5 ‘Ihave to attend meetings that are held in English with our suppliers. 1 know what | want to say but | can’t find the right words. | often have to use ten words instead of one. My vocabulary is too small. | need to learn more words.’ 3 > Now read how the people plan to solve their problems. Match these solutions to the correct problem. Are they going to do any of the things you suggested? Do you think they are good solutions? “Before I make a call, 'm going to make a note of what I want to say. Lan look up any words I don’t know in a dictionary. I'll feel more confident.” do best ray Sd DZ. =» ‘Tm going to gee up half an hour earlier in the mornings and Sasepsl ~ edo study English then. I think berter fire thing. I'S “quality” time.’ 5 oe J —c ‘I'm going to subscribe to cable TV. It's not going co be easy to Ferg ~ olin, niggas follow the programs at first, but the pictures will help me Yooltean up= elhéprsele understand what's happening, My teacher thinks it’s going t atoeuy > tarnélelas—_—_-MBFOVEMY pronunciation 00 J = drm going to start reading more. There’s an English newspaper I 4o books up word buh can buy that has some words translated, 'm going to start with that and P'll write down new words that look useful and test myself on them, rose ‘ve got a book called How to Improve Your Memory and there are several good techniques init. They're things like using shymes We and dreaming up fanny mental pictures. {think I ean use them in my English lessons. 'm also going to review what we learn more often.Listening and writing | ise] | 3 \Gndbalsa penodu: Q-Beeople Shorbmale be tostknert SKILLS WORK GE] Listen to part of a meeting and complete these notes. Proposal: Special catalogue for multimedia products Action plan: Costs; She's Lhe Is aee some fourc Person responsible: Yeevy ~ Thrermy Review date: Wredoy asd mer mondioa discuss GEE) Now listen to another part of the meeting and complete these notes shil don G o'elscle Proposal: Sales ajeces belephore Lines Action plan: OpeWEAL'y Jo, exte cous? Feging nex Fe Person responsible: OY proe Review date: (4 Lhree mondhs Veep ye belephonli-es open 3 [2 Listen again if necessary, and supply altemnative words in these sentences. Use words from the meeting. 1 We need to calculate ] the costs. WOES. Ooh. 2 Could you handle that, Thierry? 4.2.5 Won 3. Could you ~ tell us about ie? 6G wi [ibe users be ee 4 Customers can’t be connected after six o'clock 2b... reba 5 Do you want ro recruit more sales staff? Late 6 Ulrike, can you [ organize i? Mee. ue, OnSpeaking 1 Your company must reduce its running costs by £1,000,000. How are you going to save the money? Look at the proposals and decide. ESTIMATED SAVINGS 1° cut the research and development budget: by 5% £400,000 by 108 2 Cut the staff traifing budget by 108 £200, by 208 £400,000 3 Cut the advertising budget by 108 £350,000 by 208 £700,000 4 Stop all donations to charity: £100,000 5 Make ‘the company security staff redundant and 4 outsource the work: £150,000 6 Close the company health centre: 7 cancel the plans to buy: new production machinery £200,000 new computer equipment £150,000 2 Hold a meeting with some colleagues. Discuss the proposals one by cone and decide what to do, If you decide to make a cut, decide who is responsible for taking action, and when by. Who is going to be responsible for this? Can you deal with that? Could you take care of this? How soon can you do it? Good. Can we discuss this again next Monday, then? nMaking Arrangements OBJECTIVE ‘to make and change arrangements TASKS to explain future plans and arrangements to fix a time and place for a meeting to invite business ! contacts to social events ! to write a fax message arranging a visit i a f to arrange a schedule | for a visit 2 I PRESENTATION 22) Listen to three telephone calls Alan Wilson received and fill in the details in his diary below. Listen to the three calls again and answer these questions, 13) L_ Patrick invites Alan to play golf. What does he sa Dayar.deellules.. WR ry 2R AON, 5 2. Ar the end of the call he confirms the arrangement. What does he bb he ata. Mint Say. Ab ID .udh en 3 Mrs Lonsdale invites Alan to her office to does she say? : Wand. 40s. dibs. bo.cnr. rel see. them. ane ace: Why can’t Alan go on Friday? Reb scaly. Sn. Lda doCanda, 5 At the end of the call she confirms the arrangement. What does ¢ some plans. WhatPronunciation Dates ae ey 6 Cristina'tells Alan she can’t keep her appointment on the 16th What does she say? Gms Satna, Jud..€.0cust.ma. le... 7 Why can's any Alan her on the 18 eloped ‘After the last phone call, Alan picked up the phone and made another call. Who did he ring and what did he say? Carver ter 3] Intonation is very important in English. If your voice is flat, you can sound bored or rude. Listen to some phrases from the conversations spoken twice. Is the intonation good or is it flat? ‘good |) flac 1 Hello, nice to hear from you. Hello, nice to hear from you, ‘That's a good idea. ‘That's a good idea. 3. Yes, that’s fine, Yes, that’s fine. 4 That would be nice, ‘That would be nice. $. Fine. Thank you for calling. ine. Thank you for calling. ooooooo0o0o00 gooo000000 [BB] Listen to the phrases in a conversation, then practise reading it with a partner. Make sore your intonation isn’t fla. Hello, Pat. It's Chris here. ... Pat, do you feel like a game of golf? . How about Thursday morning then? 10 o'clock? And would you like to have lunch afterwards? Good. See you on Thursday, ther... [25 How do we say this date in English: 6/10/98? Listen to a British and American person discussing it. Whar's the problem? Notice that British people say the and of when they are giving dates, bout they do not use the and of when they write them. Write down some special dates, for example birthdays, anniversaries, hiscorical dates. Dictate them to a colleague, They should write them down and guess why they are special. 7LANGUAGE WORK Timetables, plans, and I We often use the Present Simple tense to talk about timetables. Work arrangements with a partner, asking and answering questions. A When does the London train leave? B It leaves at 11.20. The London wain | leave 1120 aan. axtive 345 pm. “The meeting start 3.00 p.m. finish 5.15 pm. The bank ‘open 9.30 a.m, close 3.30 p.m. 2 Now look at the conference programme and ask about ‘© the Regional Performance Reports ‘© shuttle buses to the airport * Mange Tout Restaurant © the Roof-Top Barbecue ‘© Highlights haicdressers * coach tours of the city. z VT 1 SHUTTLEBLSES TO THE AIRPORT SHETTLE IAMT CONFERENCE TUE sma Riverside Hotel offers a regular daily service to | iat hiatal dati | Heathrow and Gatwick. Coaches leave from the main enance et 7.0, 10.00 13.00, 18.00 an! 19.00 9.30.am Regional Performance Reports: | i Cemany || peso ation 60 mints yourjounay 0 Mestvow tay i ar 80 minute or Gov | Scandinavia | ices Matlborough Room | — Conference Sue 6th Floor \ beta jena : : be cil 1230 pm. Lund FS ai Sele Resa 3 Flor E gees fo Rrerae Hote! 2.30 pim. Regional Performance Reports: enon 20pm, | EE : goal? wel (fs: ae Hungary a bee EE No wppcnene | Spain 700 pm.—12.00 pam. iocesiy | Marlborough Room | ——> | Conference Suite 6th Floor Thereaunmistoated [SEPPEeT TTT Ine Pore Arado on ornecry | 8.00 pm. Rool-Top Barecue withthe Hil Ae Gownd Foe FAO youre Midnight Runners Jazz Quartet’ are Kindly requesied 10 10.30-12.30; 230-430 Riverside Motel Roo! Garden reserve table in avance a awoid disappointment ‘8 adult £5 child 0751) 245260 Please book at receptionMaking appointments 3) Look at the itinerary below. Aske and answer questions about Mr Gruber’s schedule A. When is he arriving? B At nine o'clock. ‘A. What's he doing first? B He's meeting the Overseas Sales Manager in the conference room. ITINERARY FOR THE VISIT OF MR H. GRUBER TO THE LEYTONSTONE FACTORY 2s 9.00 herival 9.05-9.45 Meeting with the overseas Sales Manager (conference Room) 9.45-10.15 Coffee with the Marketing Director and Finance Director 10.15-10.45 Company presentation video L45-11,45 Demonstration of the Nd prot 11.45-12.40 Meeting with the Managing Director and Marketing Director (Boardroo 2.40-2.30 Lunch with the Overseas Sales Manager (Saraceno Restaurant) 2.30-3.30 Tour of Leytonstone factory 3.30-4,00 Final discussions with the Overseas Sales Manager 4.00 car to Terminal 2, Heathrow Airport 6.00 Flight to Frankfurt, LM 1607 ‘We often use the Present Continuous tense to talk about future plans and arrangements. For more information, see page 167. D Pur these sentences in the correct order to make a short conversation. Yes, please. Would Tuesday the 26th be convenient? Good morning, Mrs Mane. This is Peter Brien. {B ies quite all tight, Pll look forward to seeing you on Thursday the 28th, then. G2 L'm calling about our appointment on the 25th, I'm afraid I ean’t make it. B Fine. Thank you. Goodbye. Good morning, Me Brien. How can I help you? TD Yes, can manage the 28th. I'm sorry co be a nuisance Ol shifali Mane [Tes not a problem, Would you like to fix another time, then? (8 Pm afraid Pm tied up on the 26th. How about the 28th? TH Listen and check your answers alInvitations 1 02 Supply alternative words for these phrases. Use words from the conversation, 1 Weneed to arrange a time for the meeting. £1 %n 2 Are you free | next Wednesday? H.Ou2.. .cbeaut] 3° Pmafraid f'm 4 When would suit you? be caustic 5 Tcan make Friday. manoge 6 Pm afraid Ican't come to Tuesday's meeting, mals&, ‘Complete these sentences with words from the box. apake ant be i for hs postpatie 1 My name is George Rawlings and I_hOl-€. an appointment to see Mrs Bernejo at 2.30 She's always very punctual so I don't want to be Laieyeour appointment. 3 T like ro fast an appointment to see the manager. 4. Mr Cottage i ill owe nced to Cancel his appointments Pm sorry to be a nuisance but could we @2Stsqqur appointment until next week? Sometimes we have to cancel or postpone appointments. What other things do we cancel or postpone? Make up more sentences using the verbs cancel and postpone then turn to File 10 on page 159. You are entertaining a foreign visitor from your parent tompany. Ask if they want to + come to the monthly marketing meeting + givea talk ar the meeting + meet the production manager * see the new packaging machinery + come to a party. Use the phrases in the table oppositeINVITING [SAYING YES) SAYING NO Would you like to... 2 Thank you. I'd like that. I'd love to but. ‘That would be lovely. I'm sorry, but ... 2 Compare these phrases with the ones above. Which are more informal? INVITING SAYING YES SAYING NO Do you feel like ...-ing? ‘That's a good idea. Well, actually .. How about ...-ing? Yeah, great. Pm afraid Ask a colleague about theie future plans, If they are free, invite thei to do something with you |A. Are you doing anything special tonight? B No, not really. I'm just going home and watching TV. A. How about coming out for a drink? B That's a good idea. Now a THe FUTURE Here are some ideas of things to do. Can you think of any more? 8Fixingatime I Study these phrases for fixing a time. SUGGESTING A TIME | Can you make — 2 o'clock on Thursday? manage How about Are you free on the 26th? at 3.30? SAVING YES SAYING NO Yes, that suits me, Pmafraid Tean't make it. Yes, I'm free, manage Yes, that’s fine. Tm tied up. j Practise the phrases in pairs Use the pattemn below. sates PERSON custonen IT YOUR CUSTOMER TO | unc sk wars | SUGGEST A TIME j a ee: SAY NO AND SUGGEST ANOTHER Te SAY NO AND SUGGEST gem serene | ee = | Now practise again. The sales person should invite the customer to + visita local tourist spot || * come to dinner | + come to a night-club, |2. You want to arrange a meeting with the people siting next to you. ‘Arrange a time and place that suits everyone. ASKING FOR SUGGESTIONS When would — suit you? What time Where be convenient for you? ‘CONFIRMING T'll look forwaed to seeing you on Thursday at ten, then. See you on Thursday at ten, then. 3) Work in pairs. One person should look at the information below and the other should look at the information in File 19 on page 161 ‘You want to arrange a meeting with your colleague. Phone him/her and arrange a time and place. Here is your diary for next week, December 1g, saroHDsY pee 13 eon Tipu be trae 2 THURSDAYWriting 1 SKILLS WORK Read this fax. What is it about? NIHON INFORMALINK KK INFORMALINK BLDG, 248 KANAMECHO, TOSHIMA-AU, TOKYO 373. ‘TELEPHONE: (6) 8998 3801/4 TELEFAX: (6) 5905 2919 Te: Darworth mnterprises Attention: Janet Jeffties From: Masahiro Nakagawa Rei My inspection visit Date: 10 dune Pages including this one: 1 Thank you for you fax of 1 dune. Twill be arriving on Flight no. ob 401 at Terminal 3 Heathrow on 16th June. Could you beck hotel accommodation centre? Also, I would be grateful if you could arrange a meeting with Data Link for ne on cune 17en if possible. T look forward to seeing you on the 16th King regarae, Masahiro Nakagawa Masahiro Nakagawa for three nights in the c: Compare the style and layout of this fax with the letters on page 27. How is it similar and how is it different? Faxes and letters are very similar. But information about the receiver appears at the top of the fax message so there is often fio greeting, Also people often say Regards or Kind regards at the end. Practise weiting some faxes. Work in two groups. One group should use the information below. The other group should use the information in File 11 on page 159. 1 You aze Janct Jeffries, Write a fax in reply to Me Nakagawa’ fax, (One person in the group should write and the others should dictate and check spellings. ‘Thank him for his fax. Tell him you will meet him at Heathrow at 16.35 on June 16, As requested, you booked a single room for him in the Dorchester Hotel for two nights. Check this is OK. (If his wife is coming too, you need to change the booking.) You also arranged his meeting with Data Link for June 17th. Say you'll sec him next week, send your regards and sign the message from ‘Janet Jefivies’. You will receive a message from the other group. Write a reply.Speaking Work with a partner. One person should use the information below and the other should use the information in File 29 on page 164. 1 You are visiting your UK subsidiary for three days next week. You have two lunch-time appointments but you also want to arrange ‘meetings with the people on this list. Names Time HEEDED FOR MEETING: MAMEES == = SONATE Mrs Carne 3 hours (must see her on Monday morning) Mr Gandhi 2 hours Miss Carley 3 hours Mr Barnes — 4 hours (Factory tour) Ms lyon Dhours (Wednesday if possible) ie ees Phone your colleague in the UK and arrange your schedule, Pencil in ‘he times. ‘10 (Bar bitan Cintre 2. Your boss has just told you about an important meeting ar head office. You must change your plans so you ean catch the 6 a.m. Might home on Wednesday morning. Phone your colleague in the UK again. Explain your problem and rearrange your schedule. You can cancel your visit to the reception at the Barbican Centre, but you can’t cancel your appointment with Daye Czemnovicz, 87Describing Trends OBJECTIVE to describe and discuss figures and graphs TASKS to describe changes in a company’s finances to analyse figures and give reasons for rises | and falls to describe and explain trends in your workplace to read about the growth of a multinational a8 PRESENTATION 1 Complete these graphs. TI Hage td | | bed | Lea | | a i { | t * T ; | * i om Ture” uy Aug Sap Feb March Apa Way |The rate of unemployment inereased 10 11% in September o% 2 Interest rates decreased by 2% in May, auon [| Calas ea EMER) a EE | i Si Fey Bee er 3. Inflation went down from 5.5% in December vo 5% in January. ‘aug Sopt Oe Now 4 Consumer spending rose sharply in November. WON e eas we | 5 The retail price index went up slighty In week 36, | 1 j LOTTE | TFMAWIGASONG 6 Production fll steady inthe lat quieter ofthe year 2 OE Liscen soa sales manager describing his company’s sales Figures and complete the graph opposite+4000 19000 12900 11,000 1000 000 2000 7000 5000 5000 4000 3000 2000 41000 2) Listen again and note why these things happened. 1. Sales increased in March. 2 Sales fell in May. 3. Sales rose in July. 4, Sales increased in September. 5. Sales went down in November. Complete these sentences about the sales figures, Use a preposition (to, from, by, at, etc.) 1. Sales stayed __ 6000 in February. 2. They increased 7000 in March 8000 in April 3 They decreased 3000 in May. 4 They fell __ 4000 in June. 5 They rose 5000__ 6000 in August. 6 They increased 7000 between August and Ocrober. 7 They remained steady ___ 7000 in December. Complete these sentences with the corteet preposition. 1 We ) invested | alot of money | — the business. 2 spent training courses. 3 wasted ~~ unnecessary equipment 4 made owe overseas investments 5 saved our energy bills. 6 gave charity 7 borrowed —_— the bank. 8 owed our suppliers.LANGUAGE WORK Rises and falls | Discuss these figures with a colleague. One person should use the information on the left and the other should use the information on the right. Use these vecbs. increase decrease rise fall go up go down A. Our market share fell by 1% last year. B Yes, but on the other hand our turnover increased by 8%. Our market share “1% Our turnover +8% Disttibution cases +18% Prices of raw materials 4% The Dumber of new contracts -6% Spending om research and development 49% — | Earnings from investments -3% Debts to our suppliers 4% | The number of employees 4% Productivity +6% Sales to the kc 2% Sales to South America +5% Wages 48% (Our staff turnover 20% = | Spending on training 415% Customer complaints 16% | 2 Write six sentences describing rises and falls in your company’s figures. (You can invent statistics you don’t know.) Our turnover increased by 50 million francs last year The number of employees went up by five per cent. [The spelling of English words is often different from their Pronunciation. We sometimes write letters we don't pronounce, For example, debt is pronounced /det. The ‘b’ is silent, How do we pronounce these English words? Cross out the silent letters like this: def 1 write 5 listen 9 half 2 know 6 high 10 scientise 3. answer 7 sign 11 chemist 4 ceceipt 8 business 12 psychiatrist 2 DB Listen and check your answers 30Describing changes | Complete these tables. ven NOUN faction) (thing) to rise arise to fall fol to increase woLeane to decrease enane ro improve Lenpraienne 0 recover cele ws 2 I Now complete this table. ADJECTIVE | apvers (describes a noun) | (describes a verb) slight ess, exp lightly sharp eles Law dramatic steady GWandd Which adjective describes: 1 a sudden, very large change? 2 a sudden, large change? 3. a very small change? 4 a regular change (not sudden)? 2. Study the graph and use each adjective once to complete the description. Times We had a_Su|'2h.# increase in market share in 1991, followed by a diomelee fall in 1992, when we sold a brand. But a successful new brand launched in 1993 meant there was a Sb age recovery that year, and a®caK * increase in 1994 and 1995 too. 1 31PRODUCTION COSTS PER UNIT Our production costs per unit fell dazralisf in 1991 when we automated the assembly line and they continued to decrease SAco339, for the next three years. : They went down Sha.pls in 1994 when we bought the new packaging machinery but rose 21in! 14! in 1995 because of increased time spent on quality control. > 4 Now use each adverb and adjective once to complete this description. Sales to the UK market rosihealf between 1990 and 1992. There was a Utenah'c* decrease’in 1999 when our main distriburor went out of business. Sales rose Sharla’ in 1994, and the sdeaicy * improvement in 1995 brought us batk to the 1990 level. : “Therewasa skea cle * cise in exports in 1991, They went up bint Le in 1992 when we began to break into the US marker. They tose Shas in 1993 when we signed the new agency agreements and there was aStCad._* increase in 1994 and 1995.Describing graphs Work in pairs. One person should use the information below and the other should use the information in File 23 on page 162. The graph below shows a company’s sales over a twelve-month period. Describe it to your partner. They should draw it. e © “ 8 SALES € MILLION wi * Now listen to your partner’s description of the energy costs of a smaller company over a period of twelve months. Draw the graph. ENERGY COSTS £ 8 BEScRENG TRENDS Giving reasons month 1 the autuma mail shor September 2. aspell of cold weather Octobe 3. a move to larger-premiser @ POL 4 the installation of a call routing system 5 the launch party for the new season's designs Voxterber 6 the annual sales conference in Brussels Octolber brated rch | overheads sy ) mig | Soot] Oct) Nor) Dee | | £ | eal eeales’ al te [2 pent | coo | exo | eso | 260) os | o20 Gas and Ehtihy charges | 560 | 860 | 600 | 19001 700 | 900 || Postage costs | om | exo Jame | sso | exo 60 | Travel costs 250 | 400 | 320 | 42800 | 590 | 280 Telephone charges eo | 490 | 280 | 200) 200 | 270 | | 20 | 200 | 490 | 2100 | a50 Entertainment costs 40 | 520 2 Work with a parmer. Ask and answer questions about the figures. A. Why was there a rise in rent in August? B That was because of a move to larger premises. 3. Write some sentences explaining the figures. ‘Amoverto larger premises resulted in _ a sise in ent in August led to REASON erct uhows = + ResutT eres The rise in rent in August was due fo _a move to larger premises, resulted from RESULT REASON Seudy the sentences below. Which are reasons and which are cesults? Link them wih one of the phrases above. The factory automation Led. an inceease tn productivity ‘The staff reductions %#&1d.led....k2%. the factory automation. ‘The large pay rises Miom.Au...a, a decrease in staff turnover. “The increase in sales cost”. the rise in spending on advertising. “The big orders from Japan 9@ul45c...m.. a tecovery in sales. The shorter delivery times 'Gal...2.. the new distribution system. ‘The increase in competition\ed.bo a decrease in our market share. “The rise in distribution costs sun the increase in petrol prices. sesbled pyar1S Reading VERTICAL ax SKILLS WORK Draw a graph representing something connected with your work, for example seasonal sales trends annual turnover raw materials prices number of employees. Horo. AXIS ‘Work in pairs or small groups. Take it in turns to present your graphs to one another. + Explain what they represent ‘© Give reasons for the changes. ‘+ Answer questions These phrases will help you. This graph shows ... ‘As you can see This led to This resulted in. This was due to... This resulted from ... Are there ary questions? ‘What do you know about The Coca-Cola Company? Do you know the story of: the inventor of Coke? = the famous Coca-Cola contour bottle? the secret formula? © Coke and World War I? © ‘New Coke’?96 DESCRIBING TRENDS le [Dr Sith Pemberton, the pharmacist who produced {Coca Cala inhi backyard D 4 Dr John Siyth Pemberton made it in his backyard, took it to his local pharmacy, and they put iton sale at 5 cents a glass. Hand-painted signs. saying ‘Coca-Cola’ appeared outside the store and inside signs invited customers to ‘Drink’. But sales did't take off Inthe first year they averaged just 9 drinks a day. = He thaughe it would never be very successful and he steadily sold his shares in the business to different partners. In 1888, just before he died, he sold his last shares 0 Asa C. Candler, a businessman from Adlanta, ! He distributed thousands of coupons for a complimentary glass of Coca-Cola and he promoted the drink with souvenic fans, calendars, clocks, and ‘novelties. Sales rose dramatically and, by 1892, they ware ten times their 1285 level G Coca-Cola had to develop a bottling systerm and set ‘up plants. The first botling plant opened in Vicksburg in 1894 and over the next 25 years, the numberof plans rose fram two to over a thousand, ‘Other soft drink companies tied to imitate the Coca-Cola taste so the company Kept the drink’s formula secret and searched for a distinctive package. In 1916, they introduced the first bottle with the famous Coca-Cola shape. its Re} Then the United States joined the war, and the ‘company President gave an order ‘to see that every man in uniform gets a bottle of Coca-Cola for 5 ‘cant, wherever he is and whatever the cos o the company.” As a result, Coca-Cola shipped 64 boatling plants abroad during the war. And when the war fished, they were ready to conquer the world From the mid 1940s until 1960, the number of Countries with boting plants nearly doubles. 2 This was the frst change inthe secret formula since 1886. In pre-launch tess, consumers prefered the new taste. But the texts couldn't measure their feelings forthe brand, Coca-Cola had a special place in their beans and they didn’t want a change For the first time in history, ales of Coca-Cola fell The ‘company responded quickly and marketed the ‘xiginal formula again as Coca-Cola Classic. Sales climbed back up again, and continued to grow. T : ‘And if you'te not sure what the worlds top selling sot drink is by now: ‘Coke iit. 2s » 38 40Jacob’ Pharmacy in Atlanta where (Coca-Cola was fst Sod ‘Most ery boing alan had a mail staff and only operated in ‘summer when demand was high Robert Wood, the Coca-Cola Company president ed the foundations forthe international succuer of CoeaCala uring the war, Ho ordered tat every rman in unvorm should be able to gota ast of Cora-Cola fr cons, no mater where he was or what the cost Ws 2 The first sentence in each paragraph of this article is missing. They are all listed below. Read the article and decide where each sentence goes. AW Asa Candler had a talent for marketing. 22 In the 1980s, in the USA only, the company launched a new taste for Coke. 47 To 1941, there were bottling plants in 44 countries. ‘A’ Coca-Cola was invented in Atlanta, Georgia on May 8, 1886. - So today millions of people all over the world are drinking Coke. ff The huge increase in the popularity of the drink led to problems meeting demand. F Dr Pemberton didn’t see the potential of his new drink Notice how the sentences introduce the topic of the paragraphs. 3° Ifyou don’t understand a new word, try looking carefully at the words around it. You can often work out what sort of word itis and what it means, .. 4 complimentary glass of Coca-Cola Complimentary is an adjective - it means free. . to imitate the Coca-Cola taste. Imitate is a verb ~ it means copy. Look at the story again and try to guess what these words mean. a signs (line 3) {€! b take off (line 6) € shares {line 9} 4 coupons line 13) (25, € bottling plants (line 19) f 5 h i shape (line 26) abroad (line 32) bosyci conquer (line 33) m@aiudch len brand (line 39) mm 3lan. responded (line 42) seaqaty A> Work with a colleague. Ask and answer questions about the story of Coca-Cola. Use these wards, Who... ? When Woy... ? Where What . HowProgress Updates PRESENTATION ‘Who services the equipment and machinery in your company? And who fixes ic when it breaks down? OBJECTIVE to discuss recent work activities and report on progress Tasks *°""* to give news about a company's recent financial results to report on progress in achieving targets to explain recent changes in staffing levels to follow the radio business news to review an investment portfolioleljestbrdn 2 Study these performance figures for an office equipment repair sompany. 1. How many call-outs did they receive in September? 2. How soon do they try to answer their customers’ calls? 3. How soon do they try to repair their machines? 4 Did they achieve their targets in September? 3 J You will hear two people discussing October's figures. Listen and complete the table. 4 Why haven't they achieved their repair target this month? 5 2) Read the first part of the conversation and try ro remember the words that are missing. Fill them in using one word per space. Then listen again and check your answers. A Woty for have you got with our performance figures. Have you finished them t,t? Yes, 2 howe Good. How do they compare with last month's? ‘The number of call-ours POS 35/< up. Tthought so. Wwe" we loo ¢ avery busy. Tes Gitex. to $80. Last month it was 803 so i's 77 up. Have we O.Ch.|yethe targets? That's the question. popesLANGUAGE WORK Giving news | Graphic Images has just published its annual profit and loss account. Match these explanations to the correct items. 1 money paid to the shareholders the cost of delivering goods to the customers. sia, the money kept in the company and added to the reserves the cost of mapaging the company the cost of FARIMREAME Sed manufacturing GRAPHIC IMAGES PLG CONSOLIDATED PROFIT AND LOSS ACCOUNT Home Sales 189 175 Export Sales 181 131 Tal Sales 370 366 Cost of Sales (254) (255) Gross Profit 116 ni @ Distribution Costs a7) an @ Aeministrave Costs (3) 0) Profit before tax 64 64 Tax (23) 2) Profit after tax 4 2 D bids (36) (sar © Feed rei ope : si = ee 2) Work with a colleague. Ask and answer questions about the figures. ‘A. What's happened to sales this year? B They've | increased. gone up. A. What about profit after tax? B les decreased. gone down, fallen A. What about profit before tax? B It hasn't changed.3° Complete this Chairman's Review. Put the verbs in brackets into the Present Perfect tense, GRAPHIC IMAGES PLC oo CHAIRMAN'S REVIEW OF ACTIVITIES AND OPERATIONS This (be) an excellent year for Graphic J We (establish) a new whellyoued Images PLC. Total sales____-__* reach) £370 subsidiary, Graphic Finance Ltd, this year. So far this milion and sales within the UK (show) an subsidiary (assist) over a thousand impressive 8% growth, Export sales ~' fall by | customers to lease Graphic Images equipment. 5% but gross proft____* (grow) by 3%, All business divisions ____* perform) wel, We enter) ‘wo new partnerships tis We ? vest) heavily this year to improve year, We “ ‘ality. Our Quaity Counts’ programme fe (begin) a joint venture {vere} mary employees in indidval and tam proiects | project with KARSTEL to and we ” (un) a series of training courses for | develop an optical disk tectnical personne, fing system and we ———" (sien a Our research and development work____» Eueeaacienser (continue) and we —"'fintroduce) many new and agreement with IND enhanced products. We (give) our sedans customers inereased support through our aftersales | Aste Kade Wert ison Group Chairman %s recent activities and operations? Write 4 > What about your company’s recent act nd opeaion? Wie, down six things your company or department ha tell a colleague about them. 101Staff changes | These verbs are all connected with employment. Who does these things: employees (F), companies (C) or both (B/C)? resign Ci sack D dismiss D recruit O retire OF make redundant CO take on O fire OO transfer Ctake early reticement 2. Use the correct form of each verb once to complete this personnel manager's report RESTRUCTURING ‘The plastics division has now moved from Royston to Harrow and we have achieved 8.25% reduction in staff. ROYSTON fesuctiorsin sat HARROW Increases in statt NATURAL WASTAGE Resigned 2 Employees transferring 30 Retired 4 New employees 20 Early retirement 8 “raining scheme recruits 10 (OTHER REDUCTIONS Redundancies 26 ‘Transferred 30 Dismissed : Total reduction 80 Total Increase 60 [As far as possible, we have reduced the work force by natural wastage. We have not replaced workers who have" for personal reasons or 2 at the age of 60, Some workers have eae e, ? at 50 or 55, choosing to accept our generous package of financial incentives, Thirty workers have 10 the Harrow office. (One newspaper reported that we have * or______* four workers in Royston for misconduct. This was untrue. We have not any workers this year. We have 26 staff in Royston but we have 220 new employees in Harrow. We have also * 10 school leavers on the government's training scheme. 3° Ask and answer questions about the figures. Ask about the employees, How marry workers have resigned? [Ask about the company. How many staff have they made redundant? 4 Now ask your partner about recent staff changes in their company or department. Has anyone retired recently? Have you taken on any new staff recently?Targets I Study these sales results. Which regions + have achieved their target? + have exceeded their target? ‘+ haven’t achieved their target? region | tastyear | thsyear | Targee | Diferene (9) | Norn 4200 | 5280 6,000 21s wes sao | 7300 7,000 +4 ast 4.10 5.500 5.500 ° Mines aso | 4250 4.900 rest | Seumwex | 2950 | 400 4.600 al Souter | 400 | 580 500 "26 2 Question a partner about the figuees. A How many units did they sell in the North last year? B They sold 4,200. A. And how many have they sold this year? B They've sold 5,250. They haven't achieved the target. 3° You work for a pharmaceutical company. Your sales team sells two. drugs: Mevacin and Rovocor. You want to give a prize to your best sales person. Work with a partner. Person A looks atthe information below and Person B looks at the information on the next page Person A: Ask questions and complete the table. Then decide who this year’s ‘Top Sales Person’ is. AZTO PHARMACEUTICLALS (Eastern Region) Sales Results Last year | This year | Target | Ditference Catherine Coretta | Mevacin-{ 2900 | 400 | 4250 | -36% Rovoeor Carole Dubois | Mevacin | 4850 | 6180 | sow | 425% Rovocor Peier Vogel Mevacin | 3950 | 3900 | sion _| -22% Rovacor | | 102Checking progress Person B: Ask questions and complete the table. Then decide who this year's “Top Sales Person’ is. AZTO PHARMACEUTICLALS (Bastern Region) Sales Results Last year Ditference| Catherine Cererta | Mevacia Rovooor ‘Carole Dubois. | Mevacia Rovocor Peter Vogel Mevacin Rovocor ase 1 Work with a partner. Find out what they have done so far today, Have they spoken to anyone on the phone? written or received any letters or faxes? been ro any meetings? travelled anywhere? had anything to eat? done anything else? ‘ 2 Look at the log on the opposite page and say what Ellen Roberts has done so far today. ‘She has written a letter to Paul Sykes and she's received ... 3° A colleague is asking Ellen about her progress. Act out their conversation with a partner. Colleague How far have you got with Addington Bartlet? ‘you written to Paul Sykes yer? Ellen Yes, [ have, bur I haven’t arranged an appointment yet ll do that nexe week é 4 2) A few days later some people phone Ellen. Listen and work out who they are, Hello, Ellen. I'm calling about those references. Have you had a chance to send them to me yet? The caller is Michela Messina.AREA REPRESENTATIVE’S LOG Sales rp. ELLEN KOBERTE Date Zab Noveméee || ShestNo: / Company Contacte. no. ‘ction taken Todo ADDINGTON PRUL SYKES LETTER SENT ARRANGE AN BaerterT 01436 $52 407 APPOINTMENT NEXT au Week FOLEY SUNITA ARYAN! | veqree Receweh |PREPAREA QUOTE INSTRUMENTS | 01744 524 B88 ASAP JORGE CASTANO VISIT MEXT TUESDAY AR TECHNOLOGIES | 967 212 7oq | PHONED (Stow samptes) | ERICA Wutrams | SALES LITERATUKE | TELE DHONE NET SYSTEMS lineelaay 0162 biG 666 SENT NEANESDAY KATE CowE FAX A PRICE UST OK DAD Pum? Co. 01767 680 72 CALL RECEIVED ASAP Bice |onceca MEssiMA WRITE A REPORT Ad , VisrT SEND REFERENCES. 04 36 B60 322 lew RO-EREN CHaIS MURPHY WATT FoR Him TO RtQ PLASTICS MEETING 01799 986 324 | SEND SPECIFICATIONS) 5 Practise making phone calls with a partner. One person should use the information below and the other should use the information in File 14 on page 160. Call 1 You posted some goods to one of your customers yesterday. They phone you. Deal with the call Call 2 Your client was supposed to pay your invoice no. 6846 on the 14th. Ie’ now the 25th and they still haven't paid. Phone them about it. 10506 Listening EONA A h loo Wes Pronunciation SKILLS WORK You are going to listen to the business news. The people speak quite fast and you will not be able to hear every word they say. These ‘exercises will help you to pick out the important information. Listening for general meaning Listen to the news without stopping the tape. Try to understand what each item is about. Listen again and write down two or three important words from each item. Compare your words with your colleagues. 2 Listening for specific information Listen again and try to pick out specific information. Trem 1, (1). Share... Pees... Sharals They also fell on (2) WAN. SknBe8 ‘The worst hit companies are (3) heared.tm.. campude Jes not a repeat of the stock market crash of (4) ‘The FT-SE index closed (5) . have fallen in London. Item 2 ‘The company: (6) ‘The percentage fall in profits: (7) . 5 Reasons for the fall: (8) MALE. Wile M2. Caan BE Wyatt das potes Item 3 The company: (9) Its problem: (10) . How it happene pobapeken Tem 4 Who is Professor Peter Cochrane? (12) Whar has he SeeGicted? (13) When will it happen? (14) Bbw. Vowel Sounds [21] One word in each group has a different vowel sourid from the rest, Listen and decide which word is different 1 stock for deop from 2 share their where year 3 by height half price 4 make head blame chain 5 close were term first 6 warm short point fallSpeaking ‘You are going to discuss the performance of some company shares. One person should use the information below and the other should use the information in File 22 on page 162. You have shares in these companies: Holding Last week's | Today's (no. of shares) | price (p) | price (p) Nitco Chemicals 500 | 186 200 Forsythe Bank 500 246 | bot ‘Webb Communications | 1,000 167 tet Bespoke Tailoring, 1,500 a7 hod Rose Computers 2,000 174 1s4 Pharmedico Drugs 500 466 2s ‘Telephone your broker and find out how they have performed this week. Note down today's price in the chart. Discuss your portfolio with your broker, Decide which shares you should buy more of and which shares you should sell. Buy or sell? | Quantity a = Nitro Chemicals x io Forsythe Bank ae G8 Webb Communications we Bespoke Tailoring gv Rose Computers neces Pharmedico Drugs a 1000 This morning's headlines: AIDS CURE BREAKTHROUGH Bank, MEDICO vorsythe Baavis, ATPHAR : rmputer fal gyn} Bespoke tailoring ~ ee yee steals wins Queen's Award for Industry ‘When you have finished, turn to File 12 on page 159 and read next week's share prices. \o7Il Planning PRESENTATION 1 What sccurity arcangements do you have in your place of work? How do you prevent theft? OBJECTIVE to discuss future work plans and schedules TASKS to talk about quantity: hhow much and how many to predict events in your company's future to give strong advice ‘to colleagues to follow a briefing on 2. GED Two managers discuss the security arrangements for thee a project schedule company’s new warehouse and distribution centee Listen to their conversation and decide which parts of the building they are talking about. Mark the appropriate conversation number on the plan opposite. to plan a new business venture 3° Now listen to each conversation again. Answer the questions and fill in the spaces. Use one word per space. How many windows will there be? in here? only one door? oschee | DELIERY AND LXOING BAY ay recernon| WAN STORE ae Hick seaRTY GS) What will he gatehouse workers do? will work here? will they need? 2) What will visitors do? There a There visitors, 2) why will secucity be a problem? This area __ very busy. There doors. GEE] Why are the doors a problem? have those doors there. move the doors.LANGUAGE WORK Talking about quantity = 1 Do your company’s staff ever visit any exotic conference locations? Read this information about one of Club Med’s venues. Find out why companies choose to send their staff there. UK ET 1 a conference venue that wil be unforgettable, few places on earth can match the beauty af Phuket. Away from the pressure of ringing phones and difficult customers, your valued employees can relax on Thaland’s paradise island, surrounded by the pure clear waters of the Andaman Sea, | Med * 5 restaurants, 3 bars and a night-lub, * Conference facilities and equipment including ‘Accommodation is in local bamboo style bungalows set mult system VHS VCR, Lémm movi roector, in 13 hecteres of tropical vegetation, Wit very litle OHP, 35mm side projector, trafic to disturb the peace, your staf can listen to the sound system, fip chart ete, sounds of the birds and the wind inthe palm trees. This» Swimming pool with aquagym, sailing, is the perfect place to encourage commurication, snorkeling, tennis, squash, gol, compary loyalty, team spirit and successful sales archery, volleyball, basketbal,boules forces, and table tennis. ee eee]11 PLANNING. 2 Complete these sentences about Club Med’s Phuket conference venue. Use words and phrases from the box. ‘There is a lot of (1) .... ‘There are a lot of (2) ‘There isn’t much (3) ., ‘There aren't many (4) There isn’t any (5) «+. ‘There aren’t any (6) difficult customers ears teaffic sports and leisure activities places as beautiful as Phuket ringing telephones pollution different places to eat conference equipment available tropical vegetation noise pressure 3) What's your home town like? Describe it in the same way. Make sentences beginning There is /isn't ... or There are / aren't Then find out about a partner’s home town. Ask questions beginning Is there much ... ? or Are there many ... ? Use the words below, 1 industry 5 immigrants 9 golf courses 2. unemployment 6 tourists 10. restaurants 3 open spaces 7. old buildings 11 nightlife 4 parks 8 traffic 12 snow12 Making predictions Are these nouns countable (C), uncountable, (U) or both (UIC)? information 1) advice Qa equipment (1 fact Q job Q fariture research Oo work Qa Paper QO mony =O man Qo newspaper dollar (8) O person = news a suggestion C] machinery time a help Oo machine o experience ‘Complete these sentences. Use much with uncountable nouns and many with countable nouns. How equipment do you need? I'm afraid I can't give you______ information about thar. There aren’: ‘machines working today. We haven’t got money lef. How _____yen are there to the dollar? How people were there at the meeting? Are there jobs left to do? Thaven't done work today. How _____ times have you been to England: How time ean I spend on this project? 4 For more information on uncountable nouns, see page 174, We often use will and won't to make predictions about the future. ‘Are these predictions true for your company? Correct the ones that are wrong. Our turnover wilt increase. won't Our turnover will increase ‘The company won't expand. Our market share will rise. Competition from abroad will increase. We'll go out of business. Demand for our products will rise, We'll introduce new technology. Our staff will need more training, There will be a shortage of good staff 10 We'll make staff redundant. 11 Prices of raw materials will rise. 12 Our prices will fll Compare your answers with some other students. Ask why they think things will or won'c happen. A. Our turnover won't increase. B Why not? A. The market will get smaller and there'll bea lot of competition.We use You'd better ... to give strong advice, for example: A. Tve received some faulty parts from one of our suppliers. What shall I do? B You'd better not accept them. You'd better send them back. Work with one or two colleagues. Take it in turns to give each other advice. Say You'd better... and You'd better not 1. There's a mistake on this invoice. What shall Ido? 2. They want me to sign a contract but I don’t understand the small print. What shall I do? 3. T've received a bad reference for one of the candidates for the new sales job, What shall I do? 4 F'm planning to go on holiday next week but four of my staff are off sick. What shall I do? 5. [have to give a presentation in five minutes and I can’t find my notes. What shall Ido? 6 My English isn’t good enough to negotiate the deal and the translator hasn't arrived. What shall I do? Pronunciation Contractions We contract a lot of small words in spoken English. We'll need your help. We'll = We will There's a lot of competition. ‘There's = There is ‘What words are contracted in these sentences? Write the words out in full, 1 There area’t many machines working today. I won't be a problem. You'd better speak to your lawyer Td like to speak to the manager. T've done a lot of work today. He hasn't got much money left. He's finished the job, She's waiting for you in Susan's office Maureen ‘What words can we contract in these sentences? 1 He will call you when he has got the information. ‘We have been very busy so I have not had much time today. Tam not in the office next week but I would like to arrange a meeting with you the week after. You had better not sign the contract until they have checked it 5 She does not know what itis like. 3 2) Now listen to check your answers. 13Offering help 1 G2) Listen to six short conversations. Match each one to the correct picture. Listen again and act them out with a partner 2. A foreign colleague is visiting your office. They have just been called home unexpectedly and they are planning what to do, “Work with a partner. Take it in turns to be the visitor. The other person should offer help. They should use pronouns, for example, it, them, him, and her in their answers Visitor I'd better change my flight. Colleague Shall I change it for you? . Visitor No, its all right thanks. 'll manage / Oh, yes please That's very kind of you. change my flight tell Maria to postpone tomorrow's mecting cancel my hotel booking fax the division reports to Lisbon ask Stefan to pick me up at the airport phone Mr Parcy and cancel Friday’s appointment Conference planning — | What is this advertisement for? Is it effective? Why/Why not? 2 face caw the canvereation bacween tha.rwo people fs the ad hth 2 partner. These phrases will help you. We'll need Well want You'd better .. Will we need... ? Will we want... Shall I... ? uaIf you're planning a conference, exhilSKILLS WORK Listening [2] Listen to two people discussing the schedule for an office move. When will these things happen? ‘When They will move offices. ‘The lease on their present offices will run out. They will sign the contract for the new offices. They will get the new building ready. They will fix an exact moving date. 2 GB) What does the man say about the size of the new offices? What explanation does the woman give? 3° 3) Whar different verbs did they use to discuss their future plans, Listen again and complete these sentences. 1 We move offices this autumn, 2 Wedont renew it, 3 We sign the contract next week 4 We set it ready by the end of September: 5° fix one next month, Which three verbs sound most definite? 4) Would you like to become a teleworker? What are the advantages and disadvantages of teleworking? Many employees at Ernst & Young are now teleworkers, I ehey g0 into the office for a day, they get a temporary “They have no permanent desks ac the accounting firm's desk along with some complimentary desk accessories offices on New Yorks Seventh Avenue, lke paper pads and pens. Emst & Young have reduced their real ectate costs by milions of dollarsSpeaking 5 Listen to the next part of the conversation. Do they mention, any of the advantages and disadvantages you thought of? How often will the staff come into the office? And how often will they have contact with their supervisor? 6 Supply the missing words for the gaps below. (every month) a monthly meeting, (every day) a__paper (every three months) a newsletter (every week) a magazine (every hour) an_____ update (every year) a___ report or an_____ report Work in a small group with two or three colleagues. I You have decided to leave your present jobs and set up in business together. Plan the venture. 1 What sort of business will you set up? + Service (What service will you offer?) ‘+ Manufacturing (What will you produce?) What competitors will you have? How will your productservice be different from theirs? 2 Consider the talents and skills of everyone in the group. What jobs will you all do in the new organization? 3 What premises (building/offices) will you need? What equipment will you need? What machinery will you need? ‘What staff will you need? 4 How will you advertise your product/service? How much capital (start-up money) will you need? How will you finance your operations? 6 When will you start the venture? Prepare a schedule. 2 Report back to the class. Tell them your plans. They will ask ‘questions and give advice. U7Comparing Information PRESENTATION 1 Look at these statistics on sales of frozen foods. Which one is: a abargeaph b atable © apie chart Match these headings to the correct graph, table or chart. 1. Desserts ~ sales by value 2. Ready meals ~ sales by sector 3. Frozen foods - sales by sector MM sto ME sty Fish HBB chinese HS cian Others Vegetarian B sonoma a0 00 710900 ona sone ooo I esr reco CT eases c Value £000 | Volume (tonnes) Meat and pouty 20000 7690 Vegetables 200 2120 Fish 6000 wig Ready meals 5300 1170 Desserts 2600 770 Pizas 2300 330 Frat 100 40 Totals "45500 195302 TED Listen to some retailers discussing the figures. You will hear three parts of their conversation. Match each part to the correct statistics. (BB) Listen to che fist conversation again, Are these statements true (T) or false (F)? Correct the ones that are wrong. 1. Sales are lower than last year. 2 Icc-créam sales are higher. 3. Unusual flavours ae popula 44 Multcpacks were more popular inthe past. [Listen to the second conversation again. 1 Why are meat and poultry sales falling? 2. Whatis the fastest growing marker? (2) Listen to the third conversation again. Complete the missing words. 1. This is another fast growth market but i than pizzas. We're offering a range and consumers are becoming 2. Bur the market's becoming _—and the manufacturers have had to reduce their prices Are we getting margins on these products now? Yes, slightly. Cheap and expensive are both adjectives. Notice how they are used in these sentences. Sales of cheaper ice-creams are falling. ‘More expensive ice-creams are doing well We make comparative forms of adjectives with ..er and more. ‘When do we use ..er and when do we use more? Popular and small are both adjectives. Notice how they are used in these sentences, asta dishes are the most popular ready meals. Fruit is the smallest sector of the frozen food market. We make superlative forms of adjectives with the most and -est. When do we use the most and when do we use the the .. For more information on comparative and superlative forms, see page 172 in che Grammar and Usage Notes.120 Comparing sales figures LANGUAGE WORK Complete this fashion retailer's report on sales. Use a comparative form of the adjective in brackets. CLOVER RETAIL GROUP NOVEMBER SALES REPORT TONS CRD BASED OVTHE NUMER OF UNITS SOLD Antltes ‘asso ey ‘hooolltall [ESSELING COLOURS BASED ON VALLE OF SALE) bibl ll. We sold a farger' (large) quantity of our more expensive *{expensive) items this month (£50 and over). This was because we had a___* (wide) variety of suits and dresses in stock for the Christmas party season. __* (cheap) items (£10 and under) also did well but items in the rmid-price ranges were __* (difficult) © move * (low) than October and sales were ‘The __? (cold) weather led to an increase in coat sales, Jacket sales were also a litle ___* (high) than last month as were jumpers. _* (long) than average skirts did better than __” (short) ones and generally people preferred the ——" (stylish) outfirs. _ (casual) styles were less popular “Tere was a large increase in sales of _"™ (dark) colours such as black and navy blue. Red and green were * (popular) than in October, but otherwise, the (colourful) items did (slow) moving this month than last. Overall, sales in November were _" (good) than sales in (bad) than last year when » (easy). We hope to see an improvement in December. October, but trading conditions were a lotComparing countries Your company is planni ing to open new offices and factories around the world and you are collecting statistics. Study the graphs and complete the reports. Us je only one word per space. re 9s eer EF FOI ODP POP OP EE has the highest rate of inflation and has the lowest. The rate of inflation in # higher than tay, but lower than in Argentina Source: The Ecorerist negence Unt Workers in Geneva receive * wages and workers in Hong Kong receive 5 Parisians receive wages ? New Yorkers but S wages Athenians. Source: 8101; WBS Pee fe +f oe SP ESS SE. Fs Companies in "© spend the most on rent and companies in 2 spend the least. Companies spend less on rent in then New York but more than they spend in Barcelona, Source: Moran Sah & Boyer, 1994 The Danes pay "tax and the Turks pay A ithe Spanish pay * the Japanese but the Italians.“ih suesueuss OF FSF OOP TEIP TIP has the fewest trade union members and "has the most ——_" has fewer members » Denmark but more than Belgium, a Japan has —* people out of work and Spain has # ® people are unemployed in Britain 2 in Germany. And people are unemployed in France a in tealy Source: The Eeanist i 2 What about you? Where would you like to work? Which country in the world + has the highest living standards? + hhas the nicest climate? * has the most beautiful countryside? * is the least polluted? + is the safest? * is the best place for children to grow up? * is che best country to live in Why?‘Comparing companies Three companies produce the cardboard boxes you need. You are deciding which company to buy from. Your purchasing department has collected these statistics to help you make your minds up. EGP The Card | Paper Company | Packs Ltd Price per standard 1 cubic metre box 7.56 74 7.83 No. of styles of boxes in the range 27 16 2s Quality ~ faults per 1,000 units oa 13 2.5 Delivery period >| 2 days 1 day Ailgys = Discount 5% 10% 15% Quantity Kept in stock | 100,000 | 600,000 | 500,000 “Terms of payment 14 days | 30days | 60 days ‘Work in pairs. Ask and answer the questions below. Which company has the highest/lowest prices? hhas the widest/smallest product range? hhas the bestiworst quality record? delivers the fastest/slowest? gives the biggest/smallest discount? keeps the most/fewest boxes in stock? gives the mostileast time to pay? Cover up the questions. Look at the statistics and ask and answer the ‘questions again. Which supplier is best? Why? ‘Tell a colleague about your company’s competitors. 1. Who are your main competitors? 2 Which company working in your field + has the largest turnover? ‘© employs the most people? + is the oldest? has the most branches/locationsiproducts? provides the best service/product? Why?1 Speaking | SKILLS WORK ‘What things give you satisfaction in your job? Can you add anything to this list? Ranking solving problems making money ‘meeting people completing projects | helping other people being part of a team having the power to make things happen having freedom to make decisions learning something new being creative Rank the different factors in terms of their importance to you. Give 1 to the most important, 2 to the second most important, and so on. Compare your answers with your colleagues and explain your ranking. Some jobs are more satisfying than others. Do these jobs give people ‘more than an average degree of satisfaction or less? Decide with a partner, tick the boxes, then turn to File 26 on page 163, [MORE SATISFYING Less SATISFYING THAN AVERAGE THAN AVERAGE ‘company director secretary primary school teacher probation officer ‘computer programmer economist vet ‘management trainee clergyman professional engine shop assistantReading 1 Look at the graphs in this article and say what you think it is about, Then read the article and find out if you were right. eet eam || a Which is better? An exciting job where you jump on planes and fly first class around the world ora quiet routine job where you only have to travel to the office and back, Recent research suggests many business people ‘would prefer the second option Paychologists for British Telecom interviewed 75 working senior managers last_ month, investigating complaints that too much travelling makes them lnvitable and depressed. (One psychologist followed a 36- yeatold London jeweller about for three working days, monitor: tip to Jersey and his stress levels were twice as high as the following two days when he worked from his office. British ‘Telecom is using the research to publicize its new range of teleconferencing machines ing and recording his stress live videos that can connect levels, The first day was the worst. He went on a business people around the world via telephone lines. What research did British Telecom do and why? Which activities were more stressful for the jeweller: ‘+ meetings at home or meetings away? ** checking in or running to catch a taxi? ‘= waiting for a flight to take off or organizing invoices? 4 A jeweller is a person who makes or sells jewellery, such as rings or necklaces. Think of more jobs or professions that end with -er. 5 A psychologist is a person who studies the way people behave. Think ‘of more professions thar end with “ist. 6 The article mentions two symptoms of stress. What are they? Can you think of any more?Lots of things can cause stress at work. Match these different causes and explanations. 1 Overcrowding a 2. Unrealistic deadlines b 3. Very tight budgets ¢ 4 Downsizing d Company reorganizations Red rape 7 Personality clashes Dangerous environments ‘Too many bureaucratic procedures No spare money Too little rime to do the work People not getting on with one another Changing systems and job descriptions Physically threatening work conditions Too little space to work Staff redundancies Which of these problems do you face at work? Which do you find most stressful?Pronunciation 2. Some jobs are more stressful than others. How stressful are these jobs? Rank them, Give 1 to the most stressful and 10 to the least. my ranking gcoup ranking museum worker miner computer operator shop assistant teacher personnel officer doctor civil servant advertising executive optician 3 Compare your answers with some partners and decide on a group ranking. Then tuen to File 18 on page 161. I Practise saying some words from this unit and put them in the right stress pattern box. satisfaction retailer unemployed environment 2) Listen and check your answers advertising assistant occupation consumer _cvonomist psychologist bureaucratic operator dangerous procedure redundancies creative personnel engineerBusiness Travel OBJECTIVE to discuss changes to present arrangements TASKS to explain rules and regulations to make travel enquiries to discuss arrangements for a foreign visit to propose and ju: changes to a system in your workplace to test your knowledge of international social customs 28 PRESENTATION Do you like travelling by air? Why/why not? Listen to three conversations at an airport. For each one, note down. the traveller’s problem and destination, Problem Destination G2) Problem .... Destination su GI Problem Destination3 2d Listen to the first conversation again and supply the missing swords below. Use one word per space 1 get one in New York? 2 No apply from outside the USA. 3 So get on this flight? ‘What will happen if the traveller goes to New York? 4 © tisten to the second conversation again. Whar mustn't the traveller do? Why not? What doesn’t she have ro do? Why not? 5 Listen to the third conversation again and supply the missing words below. 1 Te there’ a seat in economy, Til see if What happens if. i ‘Well get you a seat with another aide if 6 Act out the third conversation with a partner. These words will help. A afcaidioverbooked B last week A very sorry B_ must/Paris/10 o'clock, liseat in economyhsive A afraid whole plane/full, Next figh/9.35/00 late? B No A seclscat B. Whavif not? [A scat with another airline/have t0 2913 BUSINESS TRAVEL Air travel LANGUAGE WORK "Thave toring my office.” “What's the tact fare tothe city contre?” “Who won last nights ballgame?” “What's the code for Cleveland, Ohio?” “Is it 00 early for the bar?” “T have to bein Alaska by 8 tonight.” “Can I go through to the Departure Lounge now?" | Ws dere anybody here to meet Mrs Leroy?” “Where can I get a bus into toxon?” “Tcan't find my boarking cari.” TWA HAVE We listened to travellers" questions at the airport and came up with an answer, in fact we came up with lots of answers — the TWA ‘White Coats’, ‘White Coats’ are a team of “Do they take travellers’ cheques at the Duty Free?” “Where's the Gents?” “How tong is the stopover?™ “Will the fight leave on time? "Am Fin time?” “What star sign isthe pilot?” “Lean't find a porter.” ‘Where are all the trolleys?” “Can I leave my luggage here overnight?” “Is this ticket out of date?” young men and women at our Heathrow and JFK terminals all available to help with your problems, So the next time you're waiting for one of our six daily fights to ‘Where do check in?” “Where cam Trent a car?” ‘Can Treserve a hotel room in Derwe, Colorado?” “Which gate are we boarding from?” “*Thave to catch the shuttle at 7," “Do I have to declare my camera?” “What's going on?" “Can you cancel my hovel reservation?” “Tithink that’s my plane taking off” "Please, somebody,” the USA and your passport disappears or your colleague needs some elastic in a hurry, speak to the person in the white Jacket with a red carnation in the buttonhole, Boote 13, BUSINESS TRAVEL, a 1 Which airline is this advertisement for? ‘What special service are they advertising? 2 Look at the left-hand column in the advertisement. Match the replies below to the correct problem. No, it opened ten minutes ago. No, but we've got a message for you. There's an airport limousine downstairs. ‘The Cincinnati Reds. Around £50. Certainly. Go ahead. Pil look up the best connection 00 1 216. ‘When did you last have it? There’s a phone over there. 1 3 Look at the centre column in the advertisement. Find words or phrases thar mean: 1 a person who flies planes 2. a person who carries luggage 3a tax-free shop 4 a short stay in a place between connecting flights 5 baggage 6 things to carry baggage 7 the men’s toilet 8 at the correct time 9 not late 10 expired (no longer useful or valid) 4 Look at the right-hand column in the advertisement. Find verbs or phrases that mean 1 getting on a plane 2. to tell a customs officer about something you are carrying 3. leaving the ground (a plane) 4 to book 5 the opposite of ro book 6 the opposite of to miss 7 to hire 8 to register for a fight 9 happening 10 help! 5) Work with a parmer, Take it in turns to be travellers asking the questions and a ‘White Coat’ answering them.| 13 00S sa Rules and resutations 1 Seudy the tble below them uee Gach verb ance to complete the regulations can possible can'tlcannot impossible must necessary oF have to obligatory don't have to not necessary | mustn't prohibited or forbidden 1 Passengers _ make sure their luggage is clearly labelled. | 2 Passengers_____ take a small bag onto the plane with them. 3. Passengers___ carry dangerous articles stich as compressed gases, weapons, explosives, or fireworks, 4 Passengers check in 60 minutes before departure on international flights | 5 Passengers check in 60 minutes before departure on | domestic flights ~ 30 minutes is sufficient. 6 The airline __ accept responsibility for delays due to bad weather. 2 Notice the difference between mustn't and don’t have to. Decide which to use in these sentences. 1 They transfer our baggage to the next plane. We 2 Passengers use portable telephones because they interfere with the planes’ electronic equipment. 3. Passengers smoke when the plane is taking off or landing. 4 You take ont travel insurance, but it’s a good idea, 5. This meeting is very important. We be late. 6 We've got plenty of time. You hurry. 7 You return the car to the place you hired it. You can return it to another Hertz garage carry it, 8 If you haven't got an international licence, you drive 9 You Pay to drive on motorways in England. 10. We can buy a ticker ar the station. We book in advance. 3 Compare your company’s regulations and systems with a partner, | Talk about the topics below. (Work with someone from a different organization if you can.) travel expenses retirement holidays lunch breaks smoking, company cars sickness staff discounts safety hours of work clothes/uniforms security Make sentences beginning: We cart We can’t... We must . We have to We mustn't We don't have toFuture possibilities | 13 BUSINESS TRAVE ‘Match the two halves of these sentences. If you keep the receipts, a If can’t get a flight home, .. b If its 11 am. in London, c If they've caught the 2.30 from Paddington, d If you haven't got anything to declare, -. e If you're travelling to Mozambique, f If the sea is rough, -.- 5 If she bought a discount ticker, h If you're travelling from London to New York, . 10 If you have to be there by ten, «++ i 11 If you haven't met before, .. k 12. If she wasn’t on that fight, . 1 wevauaune you must have a typhoid inoculation. there are no hovercraft fights. ‘welll refund your travel expenses. she won’t be able to change it how will you recognize him at the airport? you'd better hurry up. she'll be on the next one. go through the green door they'll be here in half an hour. put your watch back five hours. it’s 8 p.m, in Tokyo. Pll have to stay overnight. For more information on conditionals see page 173. 2. You are going on a ver -y important business trip to negotiate a large contract with a new supplier. What will you do if If L-miss my flight, you miss your flight? you lose yout luggage? ‘your supplier is ill? your supplier can't speak English? ‘your supplier invites you to lunch? your supplier's price is too high? your supplier offers you a bribe? Til catch the next one. TI have to phone my supplier and explain. A client/colleague/customer is visiting your place of work next week: ‘You are not sure how long they are staying or what they want to see. Write down some possible things to do. Think of a guided tour of, a presentation by people they could meet processes to show them On. a place to have lunch ‘an interesting place to visit nearby. ‘Work with a partner. Take it in turns to be the hostess) Explain the different possibilities and find out what your visitor wants 10 do If you like, If there's time, If you're interested, we can we could ... we'll. If the weather's OK, Ifbs 13 BUSINESS TRAVEL Pronunciation Company policy Voiced and unvoiced sounds 21 Listen to the first halves of some of the sentences below. ‘Choose the correct ending then listen to the complete sentences and check your answers, 1 If you like, we can ride... to the meeting in my new car, Ifyou like, we can write... a letter to the shareholders 2 If the price is $500, we can’t afford it. If the prize is a bottle of champagne, I'll share it with you 3 Ifyou change your glass, ... you can have some of this wine, you change your class... from business to economy, we ean travel together. 4 Ifyou wane a view + of the sea, we'll change your room. If you want a few moments to think, P'll leave you alone. 5. lf we back ++ your idea at the meeting, will you back ours? If we pack our suitcases now, welll be ready to leave straight away. Practise the sentences with a partner, One person should read a first half. The other should listen carefully and say che correct ending, Your company is reviewing ies policies for business travel arrangements and expenses. Study the proposals below. What will happen if you implement them? If staff travel economy class on flights, we can save a lot of money, If staff have t0 travel econonty class, they won't like it. GRAPHIC IMAGES PLC PROPOSALS 1 stafe should te class en flights, 2 We should stop paying for alcoholic drinks at business nuncnes, 3 Me should have a car pool instead of providing Individual Stafe menbers with care ‘economy class instead of business oad of buying them 4 We shoula lease che comeny 5 We should only buy/lease small (maximon engine size 0 ee) 6 Me should install meters in the conpeny park. Hold a meeting with some colleagues to discuss the proposals. Decide which proposals co implement.Social customs Culture Quiz 1 Ifyou're doing business witha | 4 German, you have to shake hands fa when you meet. 1b when you leave. when you meet and when | you leave. 5 2. Inthe Middle East you have to give presents to business | contacts every time you meet. 3) Ifyouregivings present to | your Latin American Customer you musta sve 2 cutlery. B food and drink ¢ adode ‘Carnal Rio de prev, Bra, fan Indian says‘Comeany | time’ he or she expects you to 1 arrange a visit immediately. b visit him/her the next day « ignore the invitation You can't do business in Maslim countries a on Wednesdays, b on Fridays. «¢ on Sundays. fen American nods histher head, it probably means a understand. b Yes. ¢ Tm imerested. ‘Ata social occasion with an Indian client, a you can discuss business. b you mustn't discuss business you don't have to discuss business ‘eer Festal, Bavaria, Germany 10 1 Test your knowledge of social customs around the world. Do this quiz with a partner then check your answers in File 27 on page 163. Ifyou're doing business in ‘Thailand, you must a shake hands firmly. bow. ¢ make sure you don't touch, your head, Ifa Japanese person gives you their business card, you have to a take it with both hands and study it carefully bb putit straight into your wallet or pocket write notes about them on it. If you're in apub in England, ‘you have to buy a drink a for yourself bb for everyone in the group youre with « for everyone in the pub. CChinese New Yer, Sraspore 2 What about your country? Do you have any customs that sometimes: surprise visitors from abroad? 13513 BUSINESS TRAVEL Reading | SKILLS WORK What customs surround a business lunch in your country? 1 What time do you eat? 2 How long does the meal last? 3 Do you talk about business all the time or just at the end of the meal? 4 Do you drink alcohol? Compare your answers with this article, Who’s for a business lunch? — sun susuess sconoe oe ‘me ae cotton ox shou 4.00-200 uvoughoutine meat Scendinala ee 4200-100 troutoutite meal Russia 1.5 hours 1.00~-2.30 throughout the meal Germany up to 2 hours 1.00 - 2.00 ‘throughout the meal 9 y 9 Belglum/Nethertands 4 now 1200-100 vougrautite met WY Frnce/wemboug 2 houre 1200-200 enyaterthe cheese WY tay 2hows —4.00-300+ tohntemet WYO PY ‘Spain/Portugal ‘Shours + 12.30 - 4.00 late in the meat g y y ones smolts moro ccaonly 9 ERY Forget the language barriers. Forget the jet lag. If you're travelling abroad on business, your most difficult problem is lunch. Every country has different customs and you can't afford to get it wrong, Down in the south of Europe, lunch breaks last a long time, In Italy they cam last three hours. Ia Spain they can be followed by a siesta, Some Greek people actually have 4 siesta instead of lunch, so they can prepare for a very substantial late dinner. And when dinner comes, everyone's attention is on the Food. So don't worry ifthe business discussion is slow starting, The goal is to eat well, demonstrate hospitality and develop relationships. Business can wait, Some lunches are lighter than others. If you're in Scandinavia, a business lunch is sometimes just a plate of sandwiches. And don’t be surprised if your hosts tefuse alcohol and drink milk instead - and skimmed ‘ilk at that. Not all places are so health conscious, As ‘one Russian businessman remarked “The Americans are always complaining about smoking and drinking, In Russia we have no problem, We do both.” ‘The French like to take a long time over their lunch. One traveller can recall ¢ French lunch that lasted seven hours. French restaurants sometimes have a special ‘business menu! This isa trick. It’ a reasonably quick three course meal designed for people who have no business to do. Ifyou want to do business, choose from the real ment and take your time. Anything under about two hours is classed as a coffee break.Speaking According to the writer, are these statements true or false? 1. Lunch is a more serious problem than jet lag for business travellers, 2 People in Spain have a short sleep before lunch. 3. If you're dining with Greek people, they will rll. about business all the time. 4. Scandinavians eat very substantial lunches. Americans smoke and drink a lot at lunch. 6 French business menus are not suitable for people who have to do business. Do you know any of the countries in the article? If so, do you agree with the writer? Which country’s customs do you like mst? Why? Underline the odd one out in these lists of words. Then coinpare your answers with a partner. Do you agree? lunch dinner sandwich breakfast A sandwich is a kind of food and the others are all meals. 1 Spain Greek France Italy 2 milk cheese cow butter 3 plate knife fork spoon 4 coffee tea beer water 5 skimmed late cold fresh 6 beef pork lamb pig 7 if to on in 8 cat drink consume have 9 strong light substantial heavy 10. goal target objective problem Think of some changes you would like to make to a system at work. Imagine changes to methods of work communications procedures production systems the products/services that you provide your premises (the buildings you operate in) ‘methods of supply or distribution any other process or arrangement that you can think of, [Argue the case for introducing changes, 1 Outline the present system or arrangement. 2. Explain the changes you want to make. 3. Explain why you wane to make che changes. (What will happen if you do/don’t?) 4 Answer questions from your colleagues.Company Visits OBJECTIVE to show visitors around a workplace TASKS to describe the achievements of ‘companies and individuals to give an account of your work experience to explain systems and processes to write a report on the benefits of a leasing system to follow a factory | ‘tour PRESENTATION Do you ever show foreign visitors around your place of work? Who are the visitors and what do you show them? Here are some photos of people at work. What do you think they are doing?3 © Listen to some people showing visitors round. Match each aa 14 COMPANY VISITS. conversation with the correct photographs. Listen again and complete the missing words, The semi-conductors —__ here, Everyone ____ from head to toe. you an assembly line where the cars _ together? I's the place where the cars__ apart. How long he _ here then? last year, I think (24) The testing —_ in here. __$5 an hour, —= ___ local employment agency, but some of them have been coming here years. have you been doing this? Now everyone _____lifring techniques. No one ____ back problen we started. 13940 LANGUAGE WORK Achievements 1 Have you ever heard of AMP? What do they produce and where are their products used? IF you ride in a car, boat, train or plane, watch TV, or make a phone call, you are probably using AMP products. For half a century, AMP has been the world’s leading producer of electrical and electronic connecting devices. 2) Work with a partner. Look at these notes and ask and answer questions about AMP's past. A. How long ago| did the company start trading? When B Over fifty years ago. / In 1941. ‘THE AMP CORPORATION 1941 The company started trading. 1943 Invented the pre-insulated terminal that gave the company long-term leadership in the market 1952 Setup is frst foreign subsidiaries in Puerto Rico, France and Canada, 1959 Went public.* 1966 Joined the Fortune Magazine list of America’s largest corporations. 1983 Opened a new corporate headquarters in Harrisburg, Pennsyvania, 1994 Achieved ISO 9000 quality certffeation throughout the corporation, “The company’s stocks and shares were ised om the New York Stack Exchange3 >All these actions happened in the past, but they connect to the present. For example, AMP still produce pre-insulated terminals and they still have subsidiaries abroad. Work with a partner. Ask and answer questions about the present. How long have AMP) been in business? been producing pre-insulated terminals? had a subsidiary in Puerto Rico? been a public listed company? been in the Fortune Magazine list? been operating from their new headquarters? had ISO 9000 quality certification? (GRAMMAR NOTE ‘There are two different forms of the Present Perfect tense, the continuous and the simple. They've been producing | pre-insulated terminals since 1943. They've produced In this situation the meaning is the same and English speakers usually use the continuous form, They've been producing ... However, with verbs like be and have, this is usually not possible. “Phey have beer being in business since 1944: Fhey-have-beon-having-a-subsidiany-in- Puerto Rico since 1952. 4 We use for with a length of time and since with a point in time. ‘They've been in business for over fifty years. They've been in business since 1941 — 7» PAST FUTURE Decide whether to use for or since with the time expressions below. 1 __2 days 2 an hour 3 __ Wednesday 4 along time 5 ___ last week 6 __ 1945 7 a month 8 2 o'clock 9 __ years 10 ___ yesterday 11 __ the 1960s 12 ___ the stock market crash.12 Experience T Find out about your partner's work experience. Ask: who they work for (Ask hove long... ?) who they worked for before (Ask how long what their job is (Ask how long ... ?) what their job was before (Ask how long ... 2) where they live (Ask how long ... 2) where they lived before (Ask how long ... 2) 2 Divide into two groups of equal size. One group should look at the information below and the other should look at the information in File 28 on page 164. You are all managers who are thinking of changing your jobs. Some people from an executive recruitment agency will approach you. Prepare to tell them about your work experience — the companies you have worked for, your education and qualifications, ete. You can tell the truth or invent your answers. 3° Find out about some of the bad experiences a partner has had. Ask the questions below. Ifthe answer is Yes, I have, ask more questions like Wher was that?, When was the ast time?, What happened, What did you do? Have you ever * been late for an important meeting? + missed a flight? lost something important like your passport or credit cards? * broken an arm or a leg? * had to cancel a holiday? been ill when you were abroad? worked all through the night? arrived at an event dressed too smartly or casually? forgotten someone important’s name? done a job twice by mistake? had to make a difficult speech? thought about resigning and starting your own business? See page 168 for information on the different uses of the Present Perfect and Past Simple tenses, VOCABULARY NOTE The verbs make and do can have similar meanings, Thad to make a difficult speech, I did the job twice by mistake. We often use make to talk about creative actions and do to talk about work, so we make speeches and we do jobs. But in lots of cases it’s difficult to know which word to use. You have to learn the expressions one by onc Ler‘Systems and processes Do we make or do these things? .. English homework a mistake enquiries i a telephone call 1» progress 2 srmnnn Someone a favour . damage 3 sevens a complaint a profit 4 cece decision research 5 6 . business ‘Work with a partner. One person should use the information in File 17 on page 161 and the other should use the information in File 25 ‘on page 163. Study the flow chart and complete the passage below, using the Passive. Use one word per space. First the post __ "in the local or national press. ‘When the applications arrive they 2 and unsuitable applications », Next the candidates _ and Then samples of the best candidates’ handwriting are sent to a graphologist where they ___ 7. After that, the successful candidates again, and finally the selection See page 173 for information on the Passive, ‘THE SELECTION PROCESS 2. Find words and phrases in the passage above that show the order of events. Underline them. 143M44 3° Look at a factory manager's description of the process of making car bumpers. The steps are in the wrong order. Number them in the correct order. We don't keep stocks of the finished bumpers. We operate a just in time’ system, C1 The computer arranges the production schedule, Co ... before we pack them in crates. Cy First we receive the order ... ( ... and we deliver them to the customers. LJ... where we manufacture the bumpers. ( ... and we feed it into the computer. CO We test the bumpers . CT Finally we load them into lories . | LI Next a conveyor belt takes the raw materials to the factory floor... ‘The whole process only takes about nine hours from start to finish, F2 Listen to check your answers. 4 Now describe the process more formally, as shown below. First an order is received and fed into Use these words to show the order of events. First Next before Finally 5 Draw a flow chart showing the steps and stages of a process in your workplace. You can choose any process you like. The ideas below may help you. + developing a new product * production planning * a manufacturing process * ordering or buying goods + a training process + an accounting process § Work in small groups. Take it in turns to give a short presentation to the group. Describe the order of steps in the flow chart and explain the process,SKILLS WORK Writing 1 You are examining the possibility of leasing your company’s fleet of lorries. Read this advertisement for Lex Van Contracts. Which services are the most useful? Lex Van Contracts take away the headaches of running the company fleet | and allow you to get on with running the business. i | We advise customers on the most cost-effective and efficient vehicles for their specific needs | We inspect every vehicle before delivery. We arrange signwrting. i ‘We replace tyres, batteries and exhausts when necessary ‘We service the vehicles at any time ofthe day or night. i We provide a 24-hour rocovecy service. ‘We deal with all dhe paperwork ‘We record the service history of our customers’ fleets on our computer. 2 You decide to recommend Lex Van Contracts to your board. Write a report on all the services they offer. Use the Passive in your report. MEMORANDUM Date: To: Helen Williams, General Manager Prom, , Research Assistant Subject: Fleet Leasing As requested, I have been examining the possibility of leasing our fleot of lorries and 1 have found a suitable leasing company. Lex Van Contracts have an excellent reputation in the fleet leasing market. They provide a nunber of valuable services. ‘The vehicles 1 Customers are advised on the most cost-effective and efficient vehicles for their needs. 2 Every vehicle .. 3 Signwriting 4 Tyres, batteries, and exhausts 5 6 A 24-hour recovery service 7 LL the paperwork @ ‘The service history ‘hese services will offer substantial savings of administrative time and money. T therefore recomend we invite Lex to mun the company flectListening | You are going to hear a manager at Peugeot Talbot's car assembly plant showing some visitors round. While you listen, umber the paragraphs in the right order. 1 Frexing the mechanical components] Testing the ear on the track Ti Constructing the car body Fitting the wheels 1 Painting the body 1 Constructing the chasis 2. Now use the photographs to describe the process. ‘A. The car body is constructed. B What happens | next? thent after that? A The doors are bung. 146Pronunciation Speaking @) Vowel sounds ‘One word in each group has a different vowel sound to the rest. Listen and decide which word is different. 1 car track plant last 2 step eight brakes paint 3 wheel cach test me 4 door bought for post S hung come one worst 6 new move look you Work in pairs or small groups. You are going to show a visitor around your organization. 1 First work out the scenario. Decide: who the visitor is (potential clienv/supplier/sponsor, etc.) what the purpose of the visit is what you want to tell the visitor about your organization which systems and processes chey will be interested in which parts of the building they should see ‘which people they should talk to. 2 Then plan an itinerary for the visit with times, places and people to ect. (Look at the itinerary on page 81 if you need help.) 3 Finally, act out the visit. The host(s) should make the visitor(s) welcome and take them to the places on the itinerary. The visitor(s) should ask questions about the things they see. [A visitor being shown round Glaxo's Zebulon plant. 14715 Tackling Problems PRESENTATION OBJECTIVE to discuss solutions to business problems TASKS to consider the 1 2) Whar problem do you think these people have got? Listen and consequences of see if you are right. possible courses of eeeOn 2 Make a note of their problem in the chart below. to explain problems OEY aipster solution PROBLEM, POSSIBLE SOLUTIONS CONSEGUENCES. to look for compromises in conflict situations to negotiate | ey agreements ae) 2 or 915 TACKLING PROBLEM: 3° & Listen again and make a note in the chart of all the possible solutions and consequences they discuss, If they broke into the cas, it would set off the alarm. Use the chart to make more sentences wich If ‘What words are missing from these extracts? Can you remember? Write them in, then listen again to check your answers. A Can you break into it? B It___ set off the alacm, A. We____phone and ask someone to bring them. Let’s sce. I's a fifty-minute drive. If they ___ nov they'd ___here by two. B That's too late, We __get to the airport in time. B We could call the police. They ___ be able to open it. ‘A. But they might Ir be risky B you took a taxi to the airport. It'd ___ one of us would be there to meet him. Have you ever had a similar problem to this? What other travel problems have you had? How did you solve them?15 TACKLING PROBLEMS LANGUAGE WORK Consequences 1 Would you like to do any of these things? g0 on a training course buy a new computer or software package employ an assistant move to bigger premises speak better English have one more hour in the day Explain why. Say what the consequences would be. It would mean well could... Te would belp usime to. 1t would enable usime to. ie would save time because well could, It would improve... 2. Are your problems getting on top of you? Are you feeling depressed and under stress? Read these suggestions. Which ones are good ideas? Underline the ones that could help you. 50 WAYS TO COPE WITH STRESS 2 Gown. Repair things that don’t work properly. DUPLICATE KEYS. SAY “NO” MORE OFTEN. Set prisricis: in live. Avoid negative people. 1 ==. ASK FOR HELP WITH JOBS YOU DISLIKE, Break large tasks into bite sized portions ns as s. Smile more, Be prepared for rain. SCHEDULE A PLAY TIME INTO | ke copies of import. challeng EVERY DAY. Avoid tight fitting clothes. Take a bubble bath. 8 EIN YOU. Visualize yourself winning, Devsiog a sense of humouz. Stop thinking tomorrow will be a better today. Have goals for yourself. SAY HELLO TO A STRANGER. Lock up the PRACTISE BREATHING SLOWLY. D0 BRAND NEW THINGS. Stop a bad habit, [\KE STOCK OF g ACHIEVEMENTS. Do it today. ve for exe NC c LOOK AT A WORK OF ART. Maintain your weight. Plant a tree. Stand stres. Always have a plan B. Learn a new doodle. Learn to meet your own needs. 3 LISTENER. Know your limitations and let others know them too. T-17 AIRPLANE. Exercise every day. Get to work early. CLEAN OUT ONE CLOSET. a have options. Quit trying to “fix” other people. GET EN10! (51! s Praise otherHypothesizing Problems Say what would happen if you did some of these things. If L got up fifteen minutes earlien, I wouldn't be in a rush in the mornings. If L prepared for the morning the night before, I'd sleep better at night. ‘We use Supposing... when we imagine hypothetical situations. Ask a partner what they would do in the situations below. 1. Supposing your boss wanted you to spend your summer vacation taking an English course. What would you do? 2. Supposing your company gave you a large sum of money to invest in your department. What would you spend it on? 3. Supposing someone offered you a job in Saudi Arabia at twice your present salary. Would you take the job? Supposing the job were in the USA. What would you do? Supposing you were made redundant. What would you do? 6 Supposing you wanted to start your own business. What sort of business would it be? [31 Listen to these workers’ comments. 1 We can’t get the staff we need 2. Our suppliers are charging us a fortune. 3. Everything's going up rent, heat, light, salaries 4 Our agents never get it right. Either they order too many o they order too few. 5. They’te not interested in the work. They don’t care whether they do a good job oF not. Our stocks are getting bigger and bigger. 7. Ifthe management told us what they wanted, we'd know what ¢o aim at. 8 The market’s getting smaller day by day. Match each comment to one of these problems. What problems are they complaining about? rising inventory costs poor staff motivarion increasing overheads personnel shortages high materials costs tunclear goals and strategies falling demand imacenrate sales forecasts ao ee ‘Are you facing any similar problems at work at the moment?a ear 18 TACKING PROBLEMS Solutions 1 Match the problems to the solutions and consequences. POSSIBLE SOLUTION We could ... search people's bags when they leave the building)" a aod ie “Took for other premises, Se URI IA SE psome t ng smal“ quantities of office supplies. 5 the chemical treatment plant. I's not big enough. 6 our landlord, He wants to increase ‘we wouldn't find arywhere as | "1 Central and convenient as this. ‘weld only get a small part of the money they owe us. ‘would we poison the the office rents by 30%. surrounding wildlife? 2. Think of mote possible solutions and consequences for the problems. Negotiating Make sentences beginning We could ... and But if we did, .., ‘Think of another business problem, real o¢ imaginary. Describe it to your colleagues and together, decide what to do about it. With some business problems, you have to negotiate a solution and make compromises. Practise by negotiating a sale. First check you understand the terms below. Price $65 per piece Credit period 30 days Delivery time 8 weeks Minimum order 500 pieces 5% 50% if less than 4 weeks before delivery. ‘Whar problems might a customer have with these terms? ‘The price is rather high. The credit period is rather .. Work with a partner. Take it in turns to be the customer and supplier Customer What's the price? Supplier It's $65 per piece. Customer Thats rather high. Supplier It compares favourably with our competitors.—E—E———=_ 15 TACKLING PROBLEE “These phrases will help the supplier to justify his or her position. Ie compates favourably with our competitors. Pm afraid i's customary. it always takes that long it’s company policy. ‘we always insist om this. 2 Now take it in curns to suggest alternatives, a Customer We didn’t expect the price to be so bigh. Supplier What did you have in mind then Customer $60 per piece. Supplier I'm afraid we couldn't accept that. 3 The customer wants the supplier to: ‘give them a discount for bulk purchase. (10% om orders over 1,000 pieces) + provide an carly settlement discount. (2% for settlement within 14 days) * deliver earlier (the end of next month) = accept a penalty clause for late delivery. (10% price reduction for each month of delay) ‘supply good support documentation. (a full set of manuals, free of charge) + extend the one-year warranty period. (to two years) “Work with a partner again. Practise suggesting compromises Customer We'd like you to give us a discount for bulk purchase Supplier Could you be more specific? Customer Yes, we'd like a 10% discount on orders over 1,000. Supplier That's rather difficult, but 8% might be possible 4) The supplier wants the customer 0: make their payment in dollars pay a 20% deposit immediately pay the balance within 30 days accept a penalty clause for cancellation place regular monthly orders of at least 750 pieces recommend them to other potential clien's. Look at Exercise 3 again and suggest more compromin Supplier We'd like you to make your payment i dolar. ei up net e ‘discount for Customer If we paid in dollars, would you give 54 z bulk purchase? Supplier Yes, we could accept that. No. 1" possible. d sfraid that’s wotSKILLS WORK Listening 1 [J You will hear three parts of a company meeting. Listen and complete the chart. The first person you will hear talking is from the company’s head office. The second person is from a foreign sales office. Part 1 Part 2 Part 3 The subject of dicussion Sales statistics What the head office wants ‘What the sales office wants Do they agree on a compromise? yeslno? yestno? vyesino? 2 What misunderstanding did they have about the sales statistics? 3) GS) Listen to the firse part again, then act out a similar conversation with a colleague. These boxes will help you. EXPLAIN YOU WANT. sapere. evi werk [ae INSIST “ASK THEM TO BE MORE —_— A sarou wan an EXTRA DAY'S “en SECRETARIAL HEL? SPECIFIC AGREE POINT OUT IT's DIFFICULT Se susctsr tHey pay YOUR COSTSif apie ee peta ts tee 15 TACHING Pecatenatl Listen to the second part of the conversation again and answer these questions. 1 How do they calculate the sales targets? 2. Why were last year’s sales unusual? 3. How does the woman justify her argument? What does she say? Listen to the third part of the coversation again and complete this question: Could we go through Which words are stressed in these sentences and why? You're going to send us your sales figures every week. And you're going to pay for four days’ secretarial help each month. No, We agreed to pay for one day. Pronunciation 1 24) You will hear someone saying a sentence seven times. Each time, they stress a different word. Underline the word they stress. 1 2 3 4 5 6 7 I didn't say we would pay you five hundred pounds. I didn't say we would pay you five hundred pounds. 1 didn’t say we would pay you five hundred pounds. I didn’t say we would pay you five hundred pounds, I didn’t say we would pay you five hundred pounds, I didn’t say we would pay you five hundred pounds, I didn’t say we would pay you five hundred pounds, Changing the words you stress in a sentence can change the meaning as well. Listen again and match each sentence above to the correct explanation below. said we would pay you one hundred. The Managing Director said we would. said we would lend it to you. I said five hundred dollars. I said we would pay our agent. 1 just said someone would, Tonly said we might. 3) Now work with a partner. Practise saying the sentences aloud stressing a different word each time. Your partner should listen to which word you stress, then supply the right explanation.15. TACKLING PROBLEMS Speaking | Work in pairs or small groups. Read the situations below and discuss the problems. Try to find compromise solutions 1 A-company has a machine that is ewenty years old, fe has broken down vwice In the last four weeks and they have received twa large repair bil from the machine manufacturer. They don't want ta pay the second invoice for repair because they think the manufacturer did't repair the machine properly the firs time, Before you begin, decide who is going to represent the company and who is going to represent the machine manufacturer. 2A company is introducing a staff share-ownership scheme. Shares will be aralable to staff with eight or more years service at a price that i five per Cent below their market value. The empleyees complain these conditions aren't auractive and they won't encourage them to buy company shares, Before you begin, decide who is going to represent the employees and who is going to represent the management. 3° Accompany’ head office wane al their sales representatives to come toa seven-day new product briefing. The regional sales offices think seven days is ‘20 long, They argue it will resuit in lower sales and they don't want to come. Before you begin, decide who is going to represent the head office and who is going to represent the sales staff. 4) Accompany wants is employees to take Englith lezzons, The management and staff must decide who is going to pay for the courses and whether they should be in normal working time or outside office hours Before you begin, decide who is going to represent the management and who is going to represent the employees 5A company has found that their foreign agents often give customers wrong Information about their products. The agents want the company to provide {ree sales literature printed in their language Before you begin, decide who is going to represent the company and who is going to represent the agents. {6 Employees at a steel manufsceuring company want to change the structure of the working week. They want to work four ten-hour das (and have a three day weekend) instoad of working five eighthour days, The management den’ ‘think this isa g00d idea, Before you begin, decide who is going to re and who is going to represent the management. ent the employeesSpeaking 2 What problems have you had learning English? Have you had difficulties with: grammar vocabulary memorizing new language understanding spoken English pronunciation finding enough time for your studies something else? (What?) How have you tackled the problems you have faced? How successful have you been? Tn your opinion, what areas have you made most progress in? (Does your teacher agree with you?) What areas do you need to concentrate on in the future? How will you continue practising your English when this course finishes?Information Files Use this information to answer your partner's George Wong Nationality: Taiwanese Home town: Hong Kong Age: 42 Company: Parkview ~ a property development, ship building and car distribution business. Hobby: Listens to rock music His cars, (He has ten including three Mercedes and a mini with a television, fridge and Karaoke machine inside.) Things he loves: Things he hates: Numbers and ties, Dictate these abbreviations to your partner. VAT USA MBA ICI CEO RPI GDP OECD WHO GB IMF CIA Dictate these telephone numbers to your partner. 34067 88159 270664 01799 241536 0171 863 760 Dictate these messages to your partner, Phone Vicks } hee | it wwe | and 4 pa OM zen | (orate) cease | 1 Mend ofmce (eho. aad j f Bed ee Coneang 158 Telephone a foreign supplier and ask them to ‘+ supply you with 40 lap-top computers ~ NC-200 + uote you price CIF Cost Irene ave! Peg * deliver in one month, * give you a two-year guarantee * give you a 20% discount give you 60 days to pay. You are the manager of a forwarding company. A customer phones to make enquiries. Use this information to answer their questions, The dimensions of your trailers are: length —12m width —2m height — 2.5m ‘Their cubie capacity is 60m ‘The maximum load is 23,500 kg, You charge £1,750 to transport a full trailer-load to Rome. Ic takes three to four days.SEEPAGES FILE.8 Call 1: Phone your partner and ask him/her to send you an up-to-date copy of their company’s price list. Don't forget to give your name and address. Call 2: Your partner phones you with a request. Say yes and write down the details. FILE 9 Speaking | What's one across? What's twelve down? ‘SEEPAGE MS SeEPACE RD FILE 10 1 Compare the sentences you made with the ones from this dictionary. Are they similar? feom the Oxford Wordponwer Dictionary yar be al eat ets cael ~ | postpone /s'spoun/ werd) to arrange that — Poh wil Rap ata ace tne ta te ie Souha plated o delay: Phe wong ae Revived unt Augest oats the Se Father wast Beso ns econ ‘usin un fre nae sno ato one syon now wr Lan at cancel post: pponeerent aun (SUL 2. Good dictionaries provide a lot of information about how we use words. Answer these questions abour the two entries above, 1 Cancel and postpone are verbs. What are the nouns? CaN€ ellabian, POs EQ emo f— ‘What does the abbreviation sth stand for? 3. Whar abbreviation marks an American spelling? 4. What information helps you to pronounce the words? S What does # mean? Lol, ak 6 What symbol tells you that cancel is an important word to learn? ( You can check your answers in File 21 FILE II SEE PACE 8S 1 You are Mr Nakagawa. Write a fax or telex to Janet Jeffries changing your light arrangements. (One person in the group should write and the others should dictate and check spellings.) ‘Apologize and tell her you must change your plans. You are now arriving on June 15th, not June 16th. Your new flight number is BAO1S and you expect to arrive at 18.55, Terminal 4, Heathrow. Ask her to change the meeting with Data Link to June 16th, (You need to know if she can’t.) Say thank you, send your regards and sign the message from ‘Masahiro Nakagawa’. 2 You will receive a message from the other group, Write a reply. FILE 12 SEE PAGE 107 Next week's share prices Nitro Chemicals 75 Forsythe Bank 276 ‘Webb Communications 177 Bespoke Tailoring, 435 Rose Computers 174 Pharmedico Drugs 483setae ay FILE “13: I Check your answers below. 1 write, right 6 two, too, to 2 meet, meat 7 four, for 3 would, wood 8 there, their, they're 4 no, know 9 buy, by, bye 5 hear, here 2. Good dictionaries contain phonetic spellings. They can help you to pronounce words, Here are the phonetic spellings for the words in exercise 1, but they are in a different order. Match them with the right words. fool _no, know Mosel Pou eat auf for! Iie! Poeae! Jeu wud P Mai! 7 3 What words are represented by these phonetic spellings? (Look at exercise 2 for help 1 goal 5S hit 2 mol YEE 6 fweorl wae 3 Await wie 7 thu! WD 4 Moor Boge 8 Igudbai! 4-* isten and check your answers FILE 14 Call 1 You placed an urgent order with your supplier a week ago. They promised co deliver within five days. ‘The goods still haven't arrived. Phone your supplier and complain. SEE PAGE 05 Call 2 You sent your supplier a cheque this morning to pay invoice no. 6846. Your supplier calls you. Deal with the call, FILE 15 E Sepacesn | You are the public relations officer of Facit ~a Swedish office equipment company. A newspaper reporter is writing an article on your company. Use these notes on the company history to answer their questions. 1413 Facit starts trading in Sweden as a small copper mining company. 1889 _Facit begins manufacturing furniture. 1928 _Facit establishes its first subsidiary in Denmark 1938 Facit buys the company Halda Typewriters. 1938 Facit introduces its products into the USA. 1950 Fact establishes subsidiaries in the USA and Brazil 1956 Facit builds the first Swedish computer 1979. The Facit 2254 calculator becomes standard in Tokyo's largest bane 1985 Facit launches its first laser printer. 1990 Fact opens a marketing co-ordination centre in Brussels. 1994 Facit establishes new distribution channels in Europe. FILE 16 SEEPACE 4? PROGOLF. = the gol fan taney, on. rany days. roGolfis an advanced: microchip electronic go gol ‘game for one or two players. Each payer ha Hf obs to choose from a8 they go round the cours with bunkers and Lake&."erfect speed and timing are. ‘necessary to win and the game isa sensation, ni ee Serious (and at So serious tem x Sem x 2em, "Weight 180gFILE 17 SEEPAGE 143 Complete these questions with the correct form of make or do. 1 Are you any progress with that report? 2. Hlas that newspaper article _ any damage to our reputation? 3. Did we a profit on that deal? 4 Ifyou have time, could you some research for me? 5 Have you ever restaurant? complaint in a Now ask your partner the questions and listen carefully to their answers. Do they make sense? Your partner will ask you some questions. You should answer them with one of these sentences. Be careful. They are not in the correct order. * No, this is the first time we've ever had anything to do with them. No, I think we've made a big mistake. Certainly, P'l do it straight away. Ic depends. What do you want me to do? Yes, I’m calling the States. We're doing a job ‘our there, FILE 18 This is how a Consumers’ Association report ranked the jobs for stress. Do you agree? THE DEGREE OF STRESS ASSOCIATED WITH DIFFERENT OCCUPATIONS miner most stressful advertising executive doctor teacher personnel officer shop assistant civil servant optician computer operator museum worker lease stressful INFORTATION AL ESaiglad FILE 19 Here is your diary for next week. Your partner calls you. SHE MCEES smonnay zp Berenice Tand.ne Space vtidigation Services | 10 TUESDAY Ioemnbpon naashia! Laricarts | Tria Fale parragate MW WEDNESDAY og 15 fay fo Luxtonboveng Lr $02. (dares “eo. 30 BA 140) 12 THURSOAY cm Lench Zcatenan Erte Lipthate aa! Geure 19. FRIDAY 2oopn Blutien conte! Mesting [14 sarunpay "30pm Landon Symphony Gres Capt tat Weg t 418 SUNDAY FILE 20 SEE PAGE Sa ‘Try to remember what Flora said. Write in the words. Flora Roger Hello, Flora. How are you? Flora Roger Fine, What can I do for you, Flora? Flora Roger Oh dear, How many did we deliver? Flora Roger I'm sorry about that. I'l send the rest immediately Flora Roger Yes, of course. Is there anything else: Flora [2] Now listen again and check your answers. 161FILE 21 Cancellation and postponement, SEEALEIO sth stands for something, US marks an American spelling. ‘'kzensl/ and /po'spovn/ help you to pronounce the words. directs you to a note about a similar word. tells you cancel is an impoctant word to learn, FILE 22 see mce or ‘You are a stock broker. A client calls to find out how their shares have performed this week. Here is your client’s portfolio and this morning's newspaper headlines. Tell them today’s prices and give them advice about what shares to buy more of and what shaes to sell Holding | Lave weeks | Today two-ot” | prewtpl | paces shares) | Niro Chemis so | se [200 Forsythe Bank so | 246 | aon ‘Webb Communications | 1,000 167 Bespoke Tailoring — | 1,500 a Rose Computers | 2.000 184 Pharmatico Drugs | 2,500 23 ‘Abs cuRe BREAKTHROUGH ant ‘AT PHARMEDICO Forsythe B: e Bespoke tailoring ‘Queen's Avrard for Industry When you have finished, turn to File 12 for next week’s share prices. FILE 23 SEE Pace 93 T Listen to your partner's description of the tumover of a company over a period of twelve ‘months and complete the graph below. 2 The graph below shows the energy costs of a company over a period of twelve months, Describe it to your partner. i i I i aie FILE 24 OFF THE WALL TENNIS BALL ALARM clock See Pace «7 Just the ting to help you get up on Monday ‘morning, IRS seven otlock in the morning and your alarm clock. starts toring. But youve got ‘Off the Wall. You reach over, pick it uo and throw it against the walt fls silent. You get up feeling better. What a wonderful way to start the day! | ‘Off the wall is @ 10cm diameter shack proof electronic [ alarm clock. t comes complete with its own stand. (Batteries are not supplied) £9.95FILE 25 SEE RAGE 143 1 Complete these questions with the correct form of make or do. 1 Could you me a favour? 2. Would you phorie round some suppliers and enquiries? 3. Have you ever company before? business with that 4 Are you a long distance call? 5S Do you think we've the right decision? 2. Your partner will ask you some questions. You should answer them with one of these sentences. Be careful. They are not in the correct order. + No, I'm afraid we made a loss. ‘+ No, I've never had to do that. Have you? * Yes, but there's nothing we can do about it now. + Yes, it’s nearly finished. Are there any more to do? + Pll do my best but I can’t make any promises, 3) Now ask your partmer the questions from. exercise 1. Listen carefully to their answers. Do they make sense? FILE 26 SEE PAGE 124 3 Compare your answers with these survey results. Does anything surprise you? How ProPLE 1S DIFFERENT OCCUPATIONS RATE THEIR DEGREE OF JO8 SATISFACTION MORE THAN AVERAGELY SATISFIED LEssTHAN AVERAGELY SATISFIED ‘clergyman economist company director computer programmer solicitor professional engineer primary school teacher | secretary insurance broker management trainee probation officer shop assiscant “Taken from a Consumers Association Report INFORMATION LEST FILE 27 SEEPRGE 135 Answers, 1 19 You have to shake hands when you're coming or going in Germany, bur in Britain you usually only shake hands when you meet someone for the firs time. You have to give your present in public in the ‘Middle East to show it’s not a bribe, but it’s good manners to give your present in private in Asia You mustn't give cutlery in Latin America because it suggests chat you want to cut off the relationship. You mustn't give food or drink in Saudi Arabia because it suggests you think your hosts aren't offering you enough to eat and drink, You musta’t give a clock in China because the Chinese word for clock is similar to the word for funeral. “Come any time’ means “I want you to visit me’ in India. If you don’t suggest a time and arrange a visit immediately, an Indian will think you are refusing the invitation. But ifn English person says “Come any time’, they will think you are bad-mannered if you start fixing a date. Offices are usually closed on Fridays in Muslim countries. ‘Americans usually mean *Yes’ when they nod their heads. An English person probably just means ‘I understand’, and an Asian is just showing interest It’s bad manners to discuss business at a social eeasion in India. In Thailand you have to shake hands very gently. I's not like America where a weak handshake can indicate a weak character. In Japan you have to bow when you meet someone for the first time but in Thailand you have to put the palms of your hands rogether in a prayer gesture. And you mustn't touch your head in Thailand. I's bad manners You must treat your eontact’s business cards swith respect in Japan. You have to study them before you put them away and you mustn't write on them In an English pub, you have to take your turn a drink for everyone to buy around" n your group.INFORMATION FILES SEE PACE 142 FILE 28 You all work for an executive recruitment agency. You are looking for good managers to fill top jobs. Interview the people in the other group and collect information to add to your database. Use this form. PERSONAL DETAILS Name —— ey Se SS FILE 29 You are expecting a visitor from your parent company for three days next week. The visitor wants to meet the people on this list. You contacted them SEPA &7 to find out when they are fee Mrs Came~ Free any day before 12 Mr Gandhi — Free all day Tuesday, and Wednesday afternoon Miss Carley ~ Free any time on Monday or Wednesday. Away all day Tuesday. Mr Barnes ~ Away all day Monday. Free any time co peat) | on Tuesday or Wednesday. etwaton | [] Ms Lyon— Free 1-3 pam, Tuesday, and all day Qualtemtons Wecinesd Langvaces ee ee = The visitor phones you, Help to arrange their schedule EXPERIENCE — Write in the times, pein [fo — [edi || hale Gla pict eis BeBe Tue hhimpher to change the schedule. Change the schedule 21_ MONDAY FILE 30 seme? LANGUAGE TRANSLATOR Just the thing to take with Yyou on your next foreign business trip. Here is the world's first ‘multilingual pocket ‘ransiator. It contains over 8,000 words in 5 cfferent languages. Just type in the Word, press the button and it gives you an instant translation. Perfect for business travellers, Smal enough to putin your pocket or handbag, and so light it can travel with you wherever you go. The memory contains more than 1,600 words in each language. L4cm x Gem weight 100g (batteries not supplied) £34.95, 3 pm. 23_WEDNESDAY 9:10am, 10-17_a.m. eet Tz am. aa pm 12 p.m. 23pm. —_ sa pa = a5 beGrammar and Usage Notes IRREGULAR VERBS 1_THE PRESENT SIMPLE TENSE 6 2._THE PRESENT CONTINUOUS TENSE 167 3 THE PAST SIMPLE TENSE 168 4__THE PRESENT PERFECT TENSE 168 5 70 6 MODAL VERaS 170 7._COMPARATIVES AND SUPERLATIVES m 8 _CONDIONALS 1B 9 THE PASSIVE i 10 _COUNTARLE AND UNCOUNTABLE NOUNS 11 NUMBERS ‘ 12 TIME E : 176 7Sa ea a te rpc ee GRAMMAR AND USAGE NOTES 6s | THE PRESENT SIMPLE TENSE uses Permanent or long-term situations Facts Regular activities and routines Feelings Opinions and states of mind Timetables and schedules FORMATION Add an s to the 3rd person singular form I leave at 8 am. You They He leaves She It Use do as a help verb to make question forms, Do 1 leave at 8 a.m.? you they Does he she EXAMPLES UNIT She lives in New York. 13 Who do you work for? We produce and sell computers Ie weighs 2570 kg, 4 How long does it take? What does ‘convenient? mean? ‘They travel to work by train. 6 Tusually read the Financial Times. How often do you play golf? I prefer white wine. 6 I don’t like horror films. I don’t agree. 7 How do you feel about chis? When does the London train leave? 8 The board meeting starts at 3.30 p.m. It doesn’t finish till 8.30. Use do as a help verb to make negative forms. I don't You We They He She It leave at 8 a.m, doesn't Use wo as a help verb in short answers. Do yeu worker BICC? Yes, | do, Does she work for BICC too? No, she doesntGRAMMAR AND USAGE NOTES. | 2. THE PRESENT CONTINUOUS TENSE uses Actions happening now Future plans and arrangements FORMATION Use the verb be and -ing Tam {not} working today. You are He is She is leis We are They are Change the word order to form a question. Aml ‘working today? Ishe Is she Isit Are we Are they EXAMPLES UNIT We're introducing new systems. 3 T'm waiting for Miss Rowntree. ‘Who's calling please? 8 ‘When is he arriving? She's meeting the CEO at 2 p.m. ‘Are you doing anything special tonight? Don’t forget to use contractions, I'm You're He's She's Irs We're They're Pm not ‘You aren't He isn’t She isn’t Iisn't We aren't They aren't 167‘GRAMMAR AND USAGE NOTES 3 THE PAST SIMPLE TENSE Uses EXAMPLES unit Finished past actions joined the company in 1989. 59,14 What happened? It didn’t sell well in the Middle East. ‘What quantity did we deliver? How long ago did they start trading? FORMATION With regular verbs, add -ed to make the Past Use did as a help verb to make negatives, Simple form, questions, and short answers. Nissan opened the Yokohama plant in 1936, ‘The meeting didn’ seart on tim. We launched our firs laser printer in 1985. What time did you arrive? ‘The mecting started late, Did you go to the trade fair last month? Yes, I did, Did you Irregular verbs have a special past form* = ee No.l didn’, to go I went co a trade far In Barcelona SUEIRO: allot eee lesen “See page 177 for a table of common irregular verbs 4 THE PRESENT PERFECT TENSE ‘We use the Present Perfect tense to talk about past actions with present importance. | FINISHED ACTIONS Uses EXAMPLES UNIT Past actions with results in the present Graphic Images has had excellent 10 results this year We haven't achieved our target. Haye you finished yer? Life experiences ve forgotten his name twice. 14 Have you ever missed a flight? Tve never been to Italy. 2 UNFINISHED ACTIONS + Uses EXAMPLES unr ast actions that are continuing now He's been working there for $ years. 14 They've had a subsidiary here since 1952. How long have they been in business? 168Caen GRAMMAR AND USAGE NOTES + See page 141 for more information on for and since, and on the Simple and Continuous forms. Notice we use the past tense when a definite time is understood, We've opened a new factory in Roubaix ‘When did you do tat? Last January. Have you ever been to China? Yes, have, I visited Bajing in 1987. (ve cancelled the order Why did you do eae? o> o> >e> ‘Americans sometimes use the Past Simple where the British use the Present Perfect. ‘American Engith Did you phone her yee? Brith Engish Have you phoned her yet? FORMATION PRESENT PERFECT SIMPLE PRESENT PERFECT CONTINUOUS Use have as a help verb in all forms. Use it Use have as a help verb in all forms, Use it swith che third part of the verb. with beer and ~ing. 1 have broken the machine. I have been working for an hour. You haven't You haven't We We They They He has He has She hasn't She hasn’t Ic It Change the word order to form a question. Change the word order to form a question. Have I broken the machine? Have 1 been working for an hour? you you they they Has he Has he she she it it Use the help verb in short answers, Use the help verb in short answers. Have you spoken to the Legal department? Has he been working here long? No, haven't, but my colleague has. No, he hasri. Has she? ‘Yer, she has. She's been working here for ten years 198GRAMMAR AND USAGE NOTES 5 FUTURE TIME uses Timetables and schedules Plans and arrangements Intentions Instant decisions Future facts and predictions EXAMPLES The Board meeting starts at 3.30 p.m. ‘When does the London train leave? ‘When is he arriving? She's meeting the CEO at 2 p.m, Are you doing anything special tonight? We're going to open a new sales office in Spain. Who are you going to invite to the meeting? Hold on. I'l get a pencil She’s busy. — Then T'l come back later. Welll need a big hotel, How many people will work here? ‘There won't be much space. 6 MODAL VERBS Modal verbs are special help verbs. They add extra meaning to the main verb. Most modals have more than one use. VERBS = EXAMPLES USES Can Can I use your phone? permission Can you quote me a price for CIF New York? requests Passengers can take a small bag onto the plane with them. _possibility/ability Tean't find my boarding card. inability Could Could I interrupe a moment? permission Could you speak up? requests We could ask for volunteers. suggestions May May I borrow your car? permission Might —_It might be possible to reduce the price, future possibiliry Will T'll tell him to phone you back. promises How many people will work here? future facts There won't be much space. predictions Would Would you speak more slowly please? requests What would you like to drink? offers Would you like to come to a party? I'd love to invitations What time would suit you? suggestions Would you reduce the price, if we paid cash? suggestions \70 UNIT uw UNIT 2,13 211 2, 6, 8,15GRAMMAR AND USAGE NOTES Shall Shall we ask for volunteers? suggestions zu Shall I calla taxi for you? offers What shall { do? asking what to do Should think we should teach the French sales staff English. recommending action 7 ‘The government should increase taxes on petrol. saying what is right or correct Must Passengers must make sure their bags are clearly labelled, obligation 13 Passengers mustn’t carry guns or explosives. prohibition FORMATION Use the modal verb with the stem of the main verb. She can speak Russian “This product wil sell well Make a question by changing the word order. Can she speak Russian? Will his product sel wel? Make a negative by adding not to the modal verb. can't must couldn’ cannot shouldn't would’t But be careful. There are some exceptions 1 Will not is very strong. Won't is more common, in spoken English. 2. Mightn’s, mayn't, and shan't are unusual. Don’t add -s in the 3rd person singular. She can speaks Russian-— This product wil selle-weltin-the-Far-fast— Don’t use do as a help verb to make negatives and questions with modal verbs. +o cans — Bor you-ean-swim’— Don’t use fo after modal verbs. ‘We must to-inerease-our productivigGRAMMAR AND USAGE NOTES 7 COMPARATIVES AND SUPERLATIVES uses EXAMPLES units Comparing two things ‘This month’s sales are higher than last month’s. R ‘The market is getting more competitive. English cars aren’t as reliable as German cars. ‘Comparing three or more things Ie the cheapest product in the range, 2 Which city is the most expensive to live in? FORMATION SHORT ADJECTIVES Add -er or -est co adjectives with one syllable. high higher highest cheap chesper cheapest big bigger biggest LONG ADJECTIVES Use more or most with adjectives with two or more syllables. modern more modern most modern expensive more expensive most expensive ‘competitive more competitive most competitive ‘Watch out for these two irregular forms. good better best bad worse worse Add -er or ~est to adjectives with two syllables ending in easy casier easiest In MucH Use mech to make the comparative adjective stronger. lets much more expensive The climate is much better in France than ScotlandGRAMMAR AND USAGE NOTES. | 8 CONDITIONALS uses EXAMPLES: UNITS Possible situations If there’s a seat in economy, give me that. 13 Ifirs 11 a.m. in London, it’ 8 p.m. in Tokyo. If she bought a discount ticket, she won't be able to change it. Hypothetical situations If I were offered a job abroad, I'd take it. as TE we agreed to § per cent, would you give us 60 days? credit? FORMATION In most conditional sentences, use the tenses You can put the if clause at the beginning that are natural for the situation, But be careful. or end of the sentence. It’s very unusual co use will in the same clause as if IF swe him, tll him After if, use a present tense to express a future idea. 1 cll hi, if ee him Ifyou buy 500, we'll gle you a discount. a Ir you pald cash, weld give you @ discount, ‘Wei give you a dscoune. if you paid cash In hypothetical situations, use a past form to express a future idea. This suggests something is less likely to happen, If you boughs 500, weld give you 2 lscount 9 THE PASSIVE USES EXAMPLES Units Describing actions ‘The company’s activities are divided into six business areas. 3, 4, 5 = without saying who I's made of paper does them ‘Nissan UK was founded in 1969. Describing processes ‘The data is fed into the computer. 1s ‘The bumpers are packed, and taken to the lorties, FORMATION Use the verb be as a help verb. Use it with the third To change the rense, change the part of the main verb (the past participle) form of the verb be. ‘Then the component is taken to the factory floor. Iris made by hand compenents are was 173