el be ae \ Las pee eed A Business a4 Personal Study Book — ‘CAMBRIDGE Perec cg fre pepo a Eieices pas e pa eee UTS) reer eens scram he Sect sccm aera sy rye aor eee eee ere re a 4 ere renner a 4 Se eee ae ec neue ee eee Pee a une ee eee renee en eee Ree ate Sera aoe De ee ed MeL eas fefiyasicete enn taeCorporate culture Vocabulary ‘Match the words on the left (1-7) with the words on the right («-g) to make phrasal verbs with the definitions given in brackets. down to (is essentially) ahead (n ‘out (begin) lover (discuss thoroughty) e to (follow/obey) up (arrive) up with (produce idens/solutions) progress) turn e Compote this text using the phrasal verbs from Exercise 1 in the correct form. 1 Getting onead,, or making progress, in my company really 2 ‘working hard and 3... the guidelines laid down by management. The company | work for doesn’t encourage originality, especially atthe beginning when you 4 On the other hand, they're very supportive and they are always teady to 5... problems and help you 6... a solution, One thing you mustn’t do, however, is 7... to meetings late, ax good timekeeping considered to be very imporcant! Write a similar paragraph about the place where you work or study. Use as ‘many of the phrasal verbs from Exercise 1 as you can. Match words and phrases from the two columns to make typical collocations or expressions. dress of directors bottom b competition cut-throat line board = \_ code make e orswim market f race rat g share red hh someone redundant sink 1 tape UNIT Corporate culture 5 Complete these sentences using the collocations/expressions from Exercise 4 in the correct form, 1 When your company tells you what sort of clothes you should wear to work, they havea dress code. 2 When the rivalry between different companies is very fierce, we talk about When the amount a company sells rises faster than its competitors, we can say that they are increasing their 4 When workers compete with each other in a very stressful way to get to the top oftheir companies ot professions, we say they are part ofthe 45 When you lose your job because of market forces, you have been 6 Ina company where you're not given much help learning your job, the situation {soften called 7 Bureaucratic paperwork is frequently referred to as F 8 The top executives who make the important strategic decisions for a company siton the 9 The inal profit or loss of a company is often referred to as ‘the Grammar Join these sentences using defining or non-defining relative clauses. Hnecessary, look at Grammar workshop 1 on page 26 of the Student's Book 1. Weuse a yardstick to measure our success. The yardstick is customer satisfaction The yardstick Gwhich that) we ine. to mensere cur access ie customer satisfaction, ‘Our production process has been undergoing some streamlining, This should have a beneficial effect on our bottom line, 3 Wewill be receiving a visit from the chairman of the board next week. You saw his recent email 4 Ourcompany is situated in a quiet area. The area is right in the heart of the country. 5 They've ust given me a bonus. The bonus isthe equivalent of three months’ salary! & Inour company, problem-solving takes place at informal get-togethers. During the get-togethers everyone sits down on some sofas near the coffee machine. ? Some companies have strict dress codes. Their corporate culture is quite traditional 8 Nou set me some goals. Those goals are impossible to achieve. aT1 Corporate iiLeaders and managers Vocabulary 4 Ineach of these sentences theres a mistake inthe spelling. Undertine the misspelt words and write them correctly. 11s important for managers to pay atention tothe nty- grit. 2 His main responsabiliy i o produce financial forecasts 3. We hold annual apraisl interviews in September 44 We're expecting a foreign delagation to visit headquarters soon. 5. The underlaying cause of our poor performance i productivity. 6 Branson has reinforced hs bilionnaire et-setting reputation. 7 Leaders need innevative ideas to make a sucess of their companies 8. Few bufineses have been promoted so aggressively 2 Choose the best word, A, B, Cor D, to complete these sentences. 1 Branson aims to 4400. his empire into the most respected brancin the world A put GB wm C set D gt 2 Generally... hin being a high-profile person has its advantages. attention A talking B saying € speaking expressing 3 Advertising costs enormous ...of money these days. A amounts -B masses ¢ numbers D loads 4 Last week, he announced that he was... up a domestic airline n India A putting B making € doing D sewing 5 The costs of promoting the business will be extremely high in acvertising A ways B methods © terms D types 6 Ifyou like people, you can... out the best in them. A get B bring ¢ pull D make 7 Branson... enormous value on time-management skills. A places B gives C serves D pours 8 He... athird of his time on trouble-shooting. A passes B gives © makes D spends 9. He has... up several businesses from scratch. A built B made € put Daun 10 He has to be good at helping people... the businesses and then stepping back. é Ado B play cnn D make 8 UUuIT2 Leoders and eranagors {8 Complete these sentences with collocations with management. If necessary, look again at page 17 in the Student's ook. 1. Shenever seems to be able to meet her deadlines; I think we should send her on a tme-reanagement course. 2 We've had a number of defective products returned. It might be a good idea to overhaul our 33. When the factory caught fire, our severely put tothe test. 4 Some of our leading products could do with better in forder to maintain their market positions. '5 By outsourcing non-core activities, we should reduce our exposure to a downturn in the market. I call that good 6 Hisjob is more a consultative role within the organisation. He's not involved in the direct ‘of workers. 2. You don't want to be stuck in for too long. You should be ooking to move into senior management by the time you are 45 or SO. systems. procedures were 4 Complete these sentences with prepositions. 1 This is my first time 9... a management role, 2 Ifyou believe better. 3 Hereally has a hands-...... approach to managing the department, 4 He's keen to get... and da his job-well 5 Inhis appraisal interview, they agreed ‘empowerment 6 The woman he works... Is vry ready to delegate responsibilty 7 Itis important o be given responsibility... what you ae doing, 8 How have management techniques changed... the last ten years? 9 How can you get the best... your workers? 10 He works best when he's... a manageable amount of pressure. the capabilities of your staff, they will probably perform, a strategy for giving him more Grammar Complete these sentences with as or ike 1 Life our competitors, we're having difficulty keeping our prices low. 2... we foresaw, oll prices soared inthe second half ofthe year. 3... you may have realised, our French partners are not entirely happy with ‘our performance. 4 wouldn't like to have another er the one we had last week. 5 Inmy jo... a management consultant, I'm often called in to see why businesses ae failing 6 Last year’s profits were at almost the same level She thinks we could outsource a number of activites, maintenance and office cleaning 8 There ae several cities in South America where I wouldn't mind being posted, Such... Rio de Janeiro or Santiago. the year before’s computer Wut? Leaders and meray| Customer relationships Vocabulary 1 Complete this table with as many words as possible. (Many of the words can be found in Unit § of the Student's Book) jeto these sentences with compound nouns from Exercise 2 {formation technology allows us to build up detailed information about vidual customers’ ying habits, (costs of... are much lower than the costs of recruiting new customers, 3 Companies have to reorientate themselves by switching... from product ‘management (o CRM. 4 Looking after customers, which is often known as therefore often perceived as eating into = senerates costs and Noun Verb ‘jective Reading 1 assistant asset ‘Choose the best option, A, B, Cor D, to complote this toxt. assistance a sane ‘Measuring customer satisfaction = : diated Delivering etectve customer serviceisa 9001 shared by vitally every succesful rival vay 5 é oripony, whcther isa small etal out in your neighbourhood, your favourite 7 ‘ein Pian, or 2 rauliblin oar insurance company. Why do these companies rol profkabiny . ° | | Becansenest Seance saomer ved ithe pro il | | teadtoa....profiably Sean ie econes..goodverce when hey experience orto wewouldie think Bf suiiy @ Yetfor many people, good service may simply be expected and thus taken for 6 8 loyal ‘What stands out in the customer's mind is excellent service that 7...... expectations 1“ organise 5 and poor or inferior service that fails to 8 .. tern. Pu simpy, te greater the fe aa Satisfaction ofthe customer the higher the protis Unfortunately simply measuring tusiomer satisfaction isnot enough. I is necessary to understand the factors that Papa | J Secccttand work on these factors toatain and maintain the 10... levels apology 19 Satisfied customers of an insurance company will 11...... to pay premiums, buy 2 cacal tore products and cost 12... to service. And satisfied customers will usally tll 2 Form’1 compound nouns by combining a word from box A with a word ‘rom box B. You can check your answers by looking back at the five extracts ‘on page 31 in your Student's Book. Example: business strategy a ee ae 7 ‘business account policies | . buying re resources customer evelopment retention human | habits services management | manager strategy | product ‘margins | profit SSS savings “ uns ‘other people of their experience. On the other hand, unhappy customers thay tell ‘more people about their experience than i they wor satisfied Mee: Seok Cee Bates three ees ee 10 A wanted B wished C hoped D desired UNITS Custorner vet 5Vocabulary 1 Match these words (1-11) with their definitions (a-t). All the words occurred inthe three texts on pages 42 and 43 of the Student's Book, 1 allocate amount a company sells as a percentage ofthe total possible sales in a market 2. gain ground on | b- amount of money available for people to buy things 3 boost © become more popular or accepted than (a competitor) 4 capitalise on] d changes or variations 5 fluctuations / e develop or grow quickly 6 shelflife f givea share ofa total amount 7 percapita ——_g_havingalot of money 8 penetration increase 9. burgeon 4 length of time that a product can be kept in ashop before it becomes too old 10 affluence i per person TL spending power _k use situation advantageously 2 Complete these sentences using the words from Exercise 1 inthe correct form. ‘Twenty-five per cent of our marketing budget has been allocated, for promotions in South-East Asia, Income... has risen over the last ten years by more than 50%. Since many of our perishable goods have a shot... «it’s difficult for us to teach more remote parts ofthe country. ‘The market for hand-held electronic goods is ‘major profits in the future. The stock market is very unstable at the moment, with wild prices, ‘They... Sales last autumn by undercutting other major players ‘They managed to launch their ice-creams successfully by... thelr reputation as a quality frozen-food producer, ‘We hope, over the next couple of years, to deepen reach at least 25% of consumers, We hope that a vigorous marketing campaign together with some new product lines will allow us to... our main rival. With growing....... within the country, people are able to buy more, and this incfeased ..... means that we can charge higher prices and sell higher quality products, + and we stand 10 make Inshare of the market ang. UNITS Presenting atm the charts below and, if necessary, look again atthe transcript for Track ‘Student's Book. Write what you might say if you were giving a short presentation about the Thai ice-cream market at a business meeting. le, use some of the phrases from the box. mst soyoucanimagine that tobe exact ‘background youcansee that eats 20% Unilever 459% ‘Thailand: ice-cream market share This year rrers 20% ‘Nest 35% Unilevor 459% Grammar ‘Correct the mistake in each of these questions. 1 Gould you tet! me how do you intend to boost sales? Cou yout rr How. you intend 40 boast. sales? 2 Twwonder how much will it cost to launch our products in the Far Fas. 3. Lull be grateful if you could tell me what our projected market penetration is fornext year. # Gan you to tell me how much spending power is forecast to increase in ‘Thailand? § Do you happen to know what is the shelf life of our vals’ products? UME Presenting at meetings —_1 2 Vocabulary te each gap in this email witha suitable word. ‘Complete these sentences withthe phrases fom the box There's one phrase you wil not need. Anything which a company does to make a rand beter known and better regarded i called, rand Bulding Companies adverse obvious to el product ut also toraise so that more people just know a brand exists, A typical marketing ploy (or tactic) is to advertise in advance of a so as to create expectation, and then when it comes on the market, It sell: wel. ‘An important measure of how well a brand is doing in comparison to i's competitors is + and this is something companies try 10 increase by advertising. Match these forms of advertising (1-5) withthe place you would exsect to ‘see them (a-e). advertising hoardings a ina shop banner ads >> bina newspaper claesified ade in the street point-of-sale displays d onawebsite product endorsements © ontelevision / at the cinema Choose the best option, A, B, C or D, to complete these sentences. Could you remind, me to write a cheque for the technician before Ileeve? A recall B remember D review ‘Their publicity campaign failed to... much Interest inthe general public. A raise B rise C arouse D provore ‘We certainly couldn't have got the new project off the ground without the consultancy’s.... advice. A valueless —_B priceless € worthless invaluable {n usta matter ofa few years, their brand has become a... name. A home B housing © domestic D household ‘Our customers’ buying... have changed radically in the last ten years A customs B habits trends D behaviour The technology allows researchers to establish alink between people's... to advertisements and their buying patterns. A experience B exposure € appreciation contact People are increasingly able to... the advertising from television and the Internet so that it no longer interrupts their activities. A filter out B phase out © shutoff D cutup Kendalls' recent price cuts have... sales and increased their market shave, A soared B pushed boomed D boosted UNITS Aavertising ana custome’ eGs/g¢g8& @ Reply_Reply Al_Forward Compose Mailboxes Get Mall _Junk a summary of our discussion yesterday andthe decisions we 1 CAME. to, Ie Weciscussed2.... advertising medium would be... suitable for our B28 ‘software products and decided tha... ation to our web based advertising, we Pshould aso... use ofthe rade journals which companies ofthe type we sunply “software 1006... 10a. {We 29r00d that you would contact a couple ot advertising agencies, who would 7... UD With proposals and semple designs for ou ads, We would also ask them to “dent sutable curls and... usn estimate ofthe toelcost of running te ‘eampsion ‘We agreed that measuring the effectiveness ofthe advertising wil be relatively sy 108... Any customers acquired 10... the course of the campaign or shorty J) 11. willbe askod how they heard 12... us~by word of mouth or through our IF aaverising. We wil then, in cue course, be 13... to mesure 4... effective ne lz advertising has been in elation to the money we have invested 1 Grammar Complate tis letter by putting ho adverbs in brackos inthe coretpostonin fachaentence. In many cases, more than one answer is posibie. Hato Bil, 1 I'm writing to report on the effectiveness of the advertising we've been doing. (Griefy / rece / ust) ‘Lin ust writing briefly te report on the effectiveness of the sing we ve been dong recent 1B Saleshave been slow, despite our campaign. (dsappointingly unfortunately) 3 think thisis because the advertisements do not state what we do. (rank / larly enous) 4 They do sate chat we are electrical enginers. They don't state what our spetality is, Le repairing eletrie motor. (curiously / however) 5 las looking tthe page and I notice that it ooks similar to advertisements for our vals, Manning Lx. (surprisingly / also / ust an hour ago) 6 People phone us up asking if we are Manning Ltd. (quite often / indeed) 2 Telieve that we need to continue advertising. (firmly) 8 Weneed to improve the appearance of our advertisements. (arent / however) 9 Tm meeting friend from an advertising agency, and he'll come up with ‘Something which works. (more effectively / tomorrow / hopefully) Best wishes Mike UNITS Acivertising ond customers 2 peAdvertising and the Internet Vocabulary 1 Complete this crossword, Se | Across 3. Some programs allow Internet users to see. (6,3) advertisements they don't want 4 is very unusual these days for a company not wo havea o 7 «are a type of publicity you find on some websites, (6. 3) 8 Use... tofind websites connected with a subject (6, 6) Down 1A. i6 a program which allows you to access the internet, (7) 2. Some adverts appear automatically i You can sometimes click on a 6 Doing business When you visita webdte. (2, which will connect you to anrher website. is one ofthe fastest-growing commercial aress (6) 2 Complete these sentences using the correct form of the verbs make or do. The adversement.e9°K8S 9 number of claims for the product which have i bassin reali 2 Awebsite has become an essential part of You shoulde't expect 19 4 You won't vehicle ‘Many car buyers want to fel they ae prepared to offer them adiscount 6 For several years, many dotcom companies didn’t business with consumers! a huge profit in the first year. «sale unless the customer can actually see and touch the deal when they buy acar so be any money from their 7 An advertisement won't... an impression unless itis humorous or surprisin 8 I've been... the accounts all morning and still havent finshed. a UNIT Ae interne ding this chart and read the report below. In mostlines ofthe report, there is jextra word. However, some linos are correct. Cross out the extra words and terite thom on the right. Where a line is correct, putatiok (7) Poessed meat companies: Advertsing and sales, ve years ag0-now 6 Guster ee ; ae : = i Writing ‘Study this chart and writ a brief report describing the information init ‘Supermarkets by marketshare and advertising spend last year Freshoo (Quickow ” Supecay utr 90 A: 5Vocabulary Choose the best option, A, B, Cor D, to complete these sentences. He world, 12... traditions are ‘the German postal service 13. ‘being ested asnever before, owns the delivery company DHL. ‘Today: itis fighting tostay ahead of | Among the key players helping UPS to archrival Feds, as wellas two 14. sointhe face of 1S... stiff igovernment-asisted mail-delivery | competition is Soupata the daughter of Imonopolies the US. Postal Service and | a working-class Greck immigrant Germany's Deutsche Post World Net, | family. 1 Companies where staff morale is high tend to Outperform. cheir competitors. from Workforce Management A ouidoB ouigow D outnun 2 An effective form of motivation is through group recognition. eta sentences oty asahablartacioes Gelce Gia: ‘A peer B dual C level sac repetition. 3 Inordero be able to maintain... you need to be able to atact the Bes sat Be ror aia Sa wa pe ule A rivalry B competiiveness C opposition D hostility | Sail 4 Making people redundant should be the last... for companies in diffcuhies. A resource. B result € report D resort 5 During the ast economic downturn, they had to... about 10% of the workforce. A sendoff B putoff © drop off D hay off 6 Workers need to receive... pay or they will soon move on. A same B comparative Grammar 1 Complete this text using the words from the box. You will not need one of the words. | ups 1.Ore. of Lea Soupata’s favorite photographs captures Jim Casey, the founder of United Parcel Service, 2 coun instandingin3.... ofthe company’soffces in Massachusetts, staring into the distance Reflecting om... imagesthe company's senior vice-president of people programs say, “Hes jst standing’... ,probably thinking, ‘Gee i'salong way from Seale” 6... he founded the companyin 1907, After rising o the top ofthe world’s fourth-largest employer, Soupata might just as well look at her roots in a ‘working-class neighborhood of New C level Yorkand say of7....,"Gee is along way from Queens” Separating... fom UPSis almost impossible. She's been at the ‘company for 36 yeas, in jobs ranging from truck driver to member ofthe board of directors ofa firm 9. time-tested organizational style dates back nearly a century othe days of foot and bicycle messengers, Workforce management is 10 UPS isallabout, from 11... liberal ‘employee benefits program tits highly structured system of internal mobility. Asis 384,000-member workforce hols ‘on tothe distinction of being the largest, delivery and transportation companyin D competitive ‘Ein director of B4D, and as such, Lin.in charge of ll new prekict development F The date of our next meeting has been postponed, and the postponement will ean that no decision willbe taken for atleast a month ‘They were advised to place an advertisement in all major national newspapers, dnd they placed an advertisement in major national newspapers. Monique and Michelle did an MBA together at London University. Now Monique works for Tesco and Michelle works for Asda, two of the largest Supermarket chains in itn, Kostas and Dimitriou were our representatives in Greece, Both Kostas and Dimitciou were made redundant when we closed our operation in Greece Marcel isthe finance director. Marcel isthe director who took the decision ~ and itwas a dificult decision, He's asked me to take over the Berlin oie, and I've agreed to take over the Berlin otice. ‘Sven has been discussing the problem with Franz, bu Franz. Rowrite these sentences using the words and phrases given in brackets. Repetitive work often causes boredom and demotvation amongst workers. (gives rise Repetitive werk often gives rise 40 boredom and demotivation omongst, workers {Companies sometimes cut prices because of pressure from rivals, causes ‘companies co) We are having cashflow problems a a result of some late payers. (ven rise) ‘The bad winter weather has been causing delivery problems. (artsen) ‘We laid off some workers because their productivity was low. (ed) Tiredness occasionally causes workplace accidents. (occasional consequence) He sometimes loses his temper when under excessive stress, (cases him to) ‘Over reliance on computer systems is a major cause of breakdowns in customer Telations. (major consequence) i Sven doesn't agree with UNIT Workplace stmosohe 17 Workslace atmosphere3 We'll have to negotiate these changes with the workers" 4 He left the company some time ago to become a Vocabulary 1 Complete these sentences using the words or phrases from the box. {eelancor 1 think we'll have to take on a, +P. while Olga is on — ‘maternity leave =a 2. He started atthe bottom as 2... worker in our factory in | UMOmFeS Wate Before becoming a manager year ortwo later. | AM gs elected... before implementing thee, and now he does consultancy, work for a number of different companies, 5 This constrdetion project is much more complicated than we frst. thought; 6 Since we! ethaps we should hire... tovun it, ‘usourced nearly all our manufacturing requirements, we employ almost no blue-collar workers. Nearly ll our employees are ‘Working in our offices throughout Europe 2 Match these phrases (1-6) with their definitions (af. self-controlied 2 able to provide everything you need for yourself without the help of omer people seltdisciptined easily understood from the information already given and not needing further explanation, selfemployed © having strong control over your emotions and actions self-explanatory d_ not working for an employer, but finding work for yourself or having your own business self-financing © aid for only by the money that an activity itself produces self-sufficient f the ability to make yourself da things you know you should do, even when you do not want to Complete these sentences with the phrases from Exercise 2. Asa presenter, he is very . self controled, stressful, he rarely shows any sign of nerves. Hee was... for years before finally becoming a member of staff Hopefully our staff in our new Lisbon office will be completely, month or two, and we won't have to give them any more taining, {think these instructions are more o less... , 80 we shouldn't have much dificulty in following them, ‘The beauty of the new project is that it's funds from elsewhere, ‘There's a lot f dul zoutine work to be completed, so we'd better be ‘Won't finish it before the holidays. + although I know he findsit very within a 50 we won't have to ook for UNIT 18 The workforce of ta fut Complete these sentences with the phrases from the box. ‘She needs to change jobs every three or four years or else she feels sheis. tuck in a rid sgettakonon Itmay not be very profitable just now, but rm | imthetongrun | Sure i's going tobe a big money-spinner onthe go Pim exhausted because T've been since six aeekineret | o'clock this morning. the going rete ‘He's just getting work-experience atthe moment, buthe to full-time as soon as he finishes his university degree. Aslong as I'm paid for the job, Il be happy to do the work ‘Complete these sentences with the adjectives from the box. “Although her work is i. she feels she is get a getting, ‘experience which she'll find useful in the future. ‘booming | He's working asa pubic relaions officer for a highy | fenotic | fashion house in Milan obsolete | four cod working with... machinery: Itjust wastes F @vetwhelming | | your sie pervas Reduced oyaty tothe company isan)... tetue ot Dsous | Iodern workplaces. ators The... majority of our worktorce would ike us to Unprecedented | | J introduces private heath scheme So ‘The chairman of SoftChip has made the. fake a 50% reduction in salary. The Stock Exchange was the seene of fushed to buy shares in the new company, Trae’ every chance, with a... job market, that ll these young people will find work, announcement that he is going to ‘activity this morning as brokers Complete this memo witha suitable word in each space. Memo TeSonio The folowing i abit epon, 1 OF tolthour avetopinahite®... envedara Teauested,on ou enparences job shang handover uring the lst thee months oe Reasons Since only smal porto our oh imohes AS you il real we caked forthe ct contac. customer the {Spcoruniy to shore jobs order to cllow Both of ust attend 2... pressing omy Eommiments wht ot thc sometime 3 {ble to maintain our potions wh the Sompony and prof ourincomes Arrangement Wea wosed 20 hours a week os ‘ppcied 5 ofultimejoboF38 hours week cnd ecched half cur eriginal soees 5... cur hour rate of pay wor reduce, Sur toxtcities wore leo lower 7 we i not iss out fancy We od. ‘rongeron worked well We ner able Don od shore 10... mt of eur woload ‘tthe begining othe week We were Coty rmototedo ensure that the chem nese success ands 11. ow partariery reason orenother 12 behind with cher work, we were wig to ake 13 gre sure thar dees more 14 Recommendation ‘We would strona recommand this scheme tobe continued and 18. wallets ‘other employes who rest 18 The workforce ofthe future a‘Complete these sentences in any way you like. My asistant hasnt come to work today. She eould ea completely new computer sytem. tea. Weave you an enormous budget. You cant What fantastic elt tothe negotiation! You must Vocabulary { don't know why they've dropped the ease. Their lawyers may He's one of the top international expers on the subject, soe should Choose the best option, A,B, Cor D, to complete these sentences. m pari am in Fale £0 be Shas 1 They have almost entirely automated the .assembiy. line, which has le 10 keg Se ee Parnes SRRSReree nee cores 2. The new installations have allowed us to Szpand our production... by 50% ‘8 abilty B capacity —C capability —-D volume : 3. Werun ean manufacturing process, which means we avold ... components 8 cota to:conventional wisdom, manufacturing 1.Sutput. hasbeen before we need them. a-stonglynot2 ..., the alin employmentin Ameria and 3 Akeeping , —B holding C collecting D stockpiling [dbo seen a a good ting Itdoes notrepresent a came... hitof 4 We now have about 50 more workers on our «in spite of our productivity P from developed economies to emerging economies. instead, it largely drive. rapid productivity 5 And because unemployment levels in most A staff list B payroll salary bill D wage packet ecanamies have not incieased during the past decade, eventhough 5 Magio Toys has... workers by automating the plant. A dropped Becutdown —C decreased shed 6 Most staff savings have been achieved by natural... uehas early retirement and workers leaving voluntarily to take up employment lsewvere. A loss B dropping © wastage D cating Fi Fitamderpaecrin ot rkers wil be needed in manufacturing. The fist reason i hat households Grammar only so many cars, fridges ormicrowaves 50.2 they become richer, they ‘1 Complete these sentences with the correct form of the modal verb and main to spend a bigger 9. of ther income on senvces, sch asholidays,heakh Verb in brackets, 1 Thave a strong suspicion that someone my Fave sabotaged. - = a (may/sabotage) the assembly line, and that’s why it stopped. i 2 The figures just don't look right to me. Someone... (must/make) a Bron fachuing nceck fever winter: ium as oorteecee eae eee productive 17. ths ges @ boost to overall product and hence living 2 3 The photocopier... (can’t/break) down again. We only had it mended last week. 4 Ifthe photocopier has broken down again, i's because you... (maus/use) ewe A outlay output C outlet D outset 5 mold you Haven recived the package yet, an maid Be eatias eam orate ear tae arapagelioon a A-ckewhere —B wherever € anywhere D throughout 6: Thavea sual that url. masa tou competi, oe er eee: tha why they havent put nan order ye sie epee TACT ee 7 He . (must/read) my report by now because I sent it over a week ago. Rertage Eee cae ig # Theda! [supone they lt st cominghers hgh ee zoe os send them a map Mmaveptble B untppabe € mevisble——_D bnhinkble Diya het ath rats rR vito See ee eae Be baat ae changin switching C replacin; D substitutin 10 Noy thy forget do reindeer esteem een ano eee Atsandods —Rgualry pater level 2 UNIT Prosvet 19 Productivity 2jrammar Match these sentence halves to make conditional sentences. AS long as ther rents stay low, 4 itwouldn’thave gone bankrupt last March, Had our company done proper we'll have to inerease our marketing Vocabulary financial planning, ‘effort next year, 1 Complete these negotiating dialogues by writing a word or phrase fram the Ifit weren't for the interest rates, | ¢ we'll able to cover costs. boxin each space. Awe were to carryout another sales | «)_ we'd be making aid proft now. forecast now, Because ofthe disappointing sales / e we'd be ableto set more realistic campaign, production targets, Providing our workforce accept a \_ f they should be able to stay in the Tow salary increase, same offices. Possibility prop 7 | A Here's what we 1 suggest; €2,000 upfront and the balance on delivery. B No, I'm afraid we couldn't possibly 2... that, What we want is €1,000 upfront ‘rite sentences which are true about you, starting with the words given, «and the balangp at 30 days, Had my company ../ Had t 4 Inthe event of my ‘A Forus, the most important 3... is a commitment to delivery times and a Bp cashes 9 Providing don't penalty clause ifthey are missed. Ititweren’t for my 6 tmy boss were to B P'ithave to4 about that, but it might be al right. A What we'd lke first of alls a reduction in the number of staff on tempora:y fading contracts Write one word in each space in this memo, which Sylvie Ballarin wrote after B I'matraid tha’s out ofthe 5... would reduce our flexibility staff-management negotiations on page 97 of your Student's Book. A Well, here's another 6... , How about if we agree to more flexible workirg in return fora redmetion in temporary contracts? B We'd haveto7.... on that one, Can we 8... t0 you on that later? A We'd like 5% now and another 5% nex! year B So, what you'red..... s basically 10% spread over two years and then pay Increases in line with inflation forthe following two years? A That’s right B Tguess the pay increases in line with inflation are 10... but we're not U1... to accept the 5% plus 54%. 12...., we could offer 6% this year and then pay Negotiations on location at statt I] Arnesine ws 4.886. on May21st between sat rpreseraives andthe B] sv2cerent negotiating eam... the obocev of falsng an agreoment on Felceatonin line wi anegement plans. The... pont wore ofeed on * We accents our stat representatives request tha 0 employees should hove ‘neroases in line wth inflation her that, the ontion of relocating. 4... th basis that itis unlcey thet thie $5... occur, Our own ealeultions snow thet somewhere in the region of 30 2 Complete the expressions in these sentences by writing one word in each staff wil accept volntary redundancy 6... then relocate space. * We agreed to 26% increase 7... salary ut were unwiling to accept stat 1 We've been working round the... 10 complete the order on time. Tepresentatves’ demand for an scross-he-bosrd promotion of all staff 8 2 When I asked him to attend a training course, he got very hot under the {Ras soteed that this would be based sti and told me he should be leading the training course, not attending it the changes, This would 3 I think management should put their money where their is andoller san Blacsctranatng sganstpeonlewiesnates lance ieee, ee, Incentive package. Iiey to wish to mave many 12 4 Stam s feeling prety frustrated with his job because he's been... ver fer # We futhermere accepted that no one wouldbe 13... redundant against their promotion yet again, 14... and hat wohntary edundoncies would be enuraped with a ayrnet of 5. Monica's work wasn't up to... , 80 we had to terminate he contrac. ||IRPE 880 months’ ross slay overands... mploveus aos ontvonen 6 Wdlikea bit more responsibilty and not have my boss breathing down my Syvie Batiarin all day atthe office, Himan resources dirsctor UntT2n Sta negoitoReading ese the best option, A, B,C or, to complet this artic The Day Chocolate Company OpimistonstineDayChocolte Tiare demand hat Company isto improve the 9 es 0 mote interest from fa lvenoed of small-salecocoa retail, who hate 10. an : farmers In West Africa. Our business Increasing range of products, and ve. uidn't pio... Divine iver even developed 11... label fr 2 To express the dean an uncomplicated way the capitalist sytem Is the most chocolate inthe UKmarket, one ofthe trade ranges Ultimately there har efficient economie system devised to date. (simply pul) est comptiveand valuable matkets even been interest fom multinational 3A want io say is thar it was a badly thought-out project merely) Inthe world To dothis,wehavebad corporations like Netle They oe a 4 When you take everything into account, hls work was a surprising success 3... someofthemosthari- 12". toagrowingcommomer isi ce ‘ nosed people the UK recall demand, and while increasing 5, lexpected her tobe sending me the contract lst week. (supposed) Astheproductsaregoodandthe numbers of eopein Bein ce ee Olt... easonable they have looking for products and serene 6 We thought we had an excusive agreement with these supplies, but we Been... topimeusshelspace. fom eompanes thet ae soretel by discovered that they were supplying our competitors atthe same time as wel Therelsa7..... appetiteamong theitprinciples the 18 er Vocabulary Rewrite these sentences using the words given brackets. 1 He didn't meet his targets, but fortunately he wamed us that he wouldn't. (least) He didn meet his targets, but at least he warned us that (all the while) | Uk consumers for fair-trade social enterprise is good, 7 We were advised that they were in breach of contract and for this reason we had Products, products that deliver real But the challenges are still the the contract terminated. (tus) | benefit for producers in developing same; 14... nance to fund our 8 He may be totally incompetent, but one good thing is that he is honest, (least) | countries, products that {growth is stil difficult. n the main, 8... them fee they ean really Wwe are companies without assets to Imakea difference, 15... Jeans. Grammar ‘Complete these sentences by writing the correct article (a, an or the) or leaving the space blank (-)ifno article is required, from The Observer 1 Pe ef... eter and fox in your in-tay You can leave fx th afer. weekend, but think you should deal with leer today, HA 'ticine Bene vas —_D tteopan 2: That wes quite, wre piesa, advice you gave me yesensy BEA sstctish found oa rests 3. Ym phoning you because we'rehoplng to change ole ure, We BA comerund Bwinower Caio Eaton vate ia olce = os date Bok BA tivison — Baccion Gregan = nne 4 Milbebackin bout mjustgoingou tohavebteot tuner. |JMa canee B benefits margin D slices G Mrehkiogioc a eeguresee fat oc tier as, IEA prepare B agiead C accepied compliant cherie ou expansion plana wil come toned A ting Boring widening ee 6 vs busines Words» tough pace Don oe i ins B have cm Dao Unless you're prepared for. hard work [Mg Acmses — Brestea = Seen Died 7 When do you think... company will start to make... profit? This is 10 A stored B stacked C stashed D stocked ‘most worrying time of my life. TWA white Bown their D blank 8: Doou nk» Spanish would be interested in our products BRA answering B changing vecirocaing Bk ng 9 When we et put- producto. markt td’ sll tal wel WAforeast” —Boulok” = Cespecaney® Dp However, when. economy pcked up, sale pleked up ae well and hing 3 rang Caer D tang eee = ene eye 1B chang |obal--a tncraste panto eases es idly a ope wai OE fe ara Corpatest 3 Corporat tics °‘Some of these words appear inthe transcripts atthe end of the Student's Book. U: A absenteeism np 85) employees not being at work when they should be ‘account for v(p 1) form the total of something, acquisition np 104) buying new ‘companies ‘across the board adv(U17 T) happening or having an effect on people at avery evel and in every erea ‘administer v(p 17) manage or govern ‘adversarial adj (p €3) involving ‘opposition or disagreement advertising campaign n(p 46) ‘organised programme ot advortisements, usually conceming promoting a certain product or brand advocate n(p 101) person who ‘supports an idea (or product) agenda 1 (p 22} list of matters to be discussed at a meeting alignment n(U22T14) agreement ‘between people who want to work together because of shared interests or aims allocate v(p 33) give something to ‘someone as their share ofa total ‘amount, for them to use ina particular way allot v(p 23) ave (especially a share of ‘something available) fora particular purpose angel n (p63) wealthy person who invests money innew business projects ‘54 Word list mit, T= track, so U7 T! means Unit 1 Track 1 appraise vp 57) examine someons or ‘something in order to judge theit qualities, success or needs approach n (p 83) way of considering something assembly n(p 83) process of puting ‘together the parts of a machine or structure assembly line n(p 83) ine of machines and workers ina factery which a product moves along wile itis being built or produced. Eacy machine or worker performs a particular job, which must be completed before the product rhoves ta the next position in the line ‘assess v(0 17) judge or decide the ‘amount, value, quality or importance of something asset n(931) something valuable belonging toa person of organisation which can be usedfor the payment of debts attendee 1 (p 24) someone who goes toa place, event, et autocratic ad) ip 10} demanding ‘absolute obedience from other people ‘axe 1 (p 66) way to reduce the number of employees: B ‘backer mp 69) person who gives financial support to something backup plan mp 65) scheme reacy to ‘be used in place of of ohelp another balance sheet n (p 67) statement that ‘shows the value of @ company's assets andits debts, bang heads together v(U13 122) ‘when two or more people get together to work out complicated issues, usually involving some ‘argument, before reaching a solution ‘bank charge n (p 72) sum of money Paid by @ customer for a bank's services nkable adj(U14 723) ikely to make money ‘banner ad np 46) form of advertising ‘on the World Wide Web which involves putting @ wide and short, or tall and narrow advert on an interesting web page eode n(p 48) small rectangular pattern of thick and thin black lines ‘of magnetic ink printed on an item, ‘Fon its container, so that its details ‘can be read by and recorded on a ‘computer system Fgaining point n(p 77) something ‘which someone else wants that Yyou are willing to lose in order to reach an agreement jn a position to vip 74) be able to. do something, usually because you have the necessary experience, authority or money ichmark v(p 33) measure the quality of something by comparing itwith something else of an accepted standard efits p!n{p 101) things such as ‘medical insurance that employees feceive in addition to money off agfip 101) richer Hor v(p 34) offer to do some work for a particular price (p32) compete against other firms by offering to do a job or contract fora certain amount of money blue-collar worker 0 (p 86) worker ‘who does unskiled work rather than office work board 1 (p 12) group of people who {are responsible for contraling and ‘organising @ company or ‘organisation bonus n(p 10) extra amount of money that is given to you as a present or reward in adcition to the money you were expecting bookkeeping 7 (p 72) job of keeping 2 record of the money that has been ‘spent or received bya business bottom line np 12) inal line in the ‘accounts of @ company or ‘organisation, which states the total profit or foss that has been made brand awareness n (p 46) knowledge cf a particular make of product brand builder 1 (p 16) developer af a Product's image brand identity 1 (p 32) see brand image brand image np 15) impression of 8 product in the minds of potential customers: brand management n{p 17) hows ‘company manages its brands and brand image breadwinner n(U20T! 1) member of 2 family who earns the money that the family needs break even vip 102) make neithera loss nor a profit doing business briefing np 108) meeting where information and instructions are ‘given brochure n(p 51) type of small ‘magazine thet contains pictures and information on a product ora company Word ist 55budget n (p18) plan to show how newspaper by a person wishing t> corporate catering service n (p54) ‘much money an organisation will buy or sell something offer or ge: bbusiness of providing food service to ‘earn and how much they will need employment, etc. businesses (usually ata remote site) or be able to spend ‘lose down v(U20T1 1) if business corporate social responsibility (CSR) buoyant agj(p 91) healthy end strong ‘or organisation closes down, oF ‘Alp 100) proposal that buzz session n(UI6 4) activity where someone closes it down, it stops organisations should be obliged to ‘group of people make lots of operating make decisions based nat only on ‘suggestions quickly clutch n{p 108) handful financial/economic factors but also bby the book aa\(p 10) formally, or (58) when a personin on the social and environmental ‘according tothe rules ‘business telephones or visits 3 consequences of their activities possible customer to ty to sell ‘count on viU13 22) be confident that G ‘them something without being you can depend on calibre n (U22 T14) degree of quality ‘asked by the customer to do'so- (sometiing/sameone) or excellence of someone collate v(U13 722) bring together Credit limit n (p 72) maximum amount call-centre operative np 29) person different pieces of written ‘of money a bank will alow you to who works in an office where large information borrow numbers of telephone calls, come under scrutiny vip 115) subjct Credit worthiness 7 (p 72) calculation ‘especialy from customers, are 10 careful and thorough of someone's ability to pay back handled for an organisation examination ‘money which they have borrowed camaraderie nip 82) feeling of competency n (p65) important ski “creditor n(p 67) someone to whom friendliness towards people with that is needed to do a job | moneyis owed whom you work or share an competitive agp 82) competitive ‘risis management nip 17) process experience prices, services, etc. are as good ‘of dealing with dtfcult situations capitalise on vip 42) use to your ‘as, or better than, other prices, Ceritical path n(p 33) sequence ot ‘advantage services, etc stages determining the minimum ‘career break n (p89) period in which a compliance n |p 103) when people time needed for the execution of an person decides to leave their job ‘obey an arder, rule or request entire projact temporarily ‘compromise n (p77) agreement inan [rop 1 (U21 T13) (total amount career continuity n(U18 77) abiity to argument in which the people gathered of) a plant such asa grain, ‘continue your professional career involved reduce their demands 0° ‘uit or vegetable grow in large cash cow n(U14 123) very profitable change their opinion in order to amounts business or part of the business agree ros3-selling n (031) suggestion that cash nip 72) money which is concierge service np 60} doorkeeper ‘customers buy additional or related immediately available oF porter services ‘accessories or products during or churn out viU19T8) produce large consolidate v (p42) combine severs! just ater their primary purchase ‘amounts of something quickly, things, especially businesses, so “current asset n (067) something usually of low quality that they become more effective ‘owned by a business that itdoos cipher nip 83) person or group of ——_ constraint (p73) something whic not expect to keep for more than 12, people without power, but used controls what you do by keeping months by others for their own purposes, you within particular mits eustomer base |p 106) regular or someone who is not ‘contingency plan np 114) customers important ppragramme af action designed for tomer care n(p 29) protection and classified ad/advertisement n(p 46) handling possible future Service provided to customers ‘small advertisement placed in 3 circumstances or events istomer loyalty n(p 48) when a {customer favours a certain brand or 86 Word list ‘company over others {the company sometimes offers financial or other rewards for this favouritism) ‘customise vip 50) make or chango ‘Something according to the buyer's oruser's needs ‘cut back v(U20 T12) use in smaller ‘amounts cut of the profits »(U18 Ta) share in the profits, D deadline nip 36) time or day by which ‘something must be done deadlock n (p 77) situation in which agreementin an argument cannot be reached because neither sida will change its demands or accept the demands of the other side dealings p! np 23) activities involving ‘other people, especially in business debtor np 67) someone who owes money decline v(p 55) gradually become less, worse, or ower deficit n (p 70) amount of money a company has lost during a particular period of time delegate vip 14) give a particular job, duty, right, etc. to someone else so that they doit for you deposit n(U16 TS) sum of money which is given in advance as part of 2 total payment for something depreciation 1 (p 67) loss ot value of ‘anasset such as machinery over time direct response advertising n(U10 18) form of advertising designed to obtain a direct response between the viewer and the advertiser: the customer responds to the marketer directly discharge a debt vip 100) pey a debt completely Word ist 57