PSE INTEMPO DP ERR Bhs Ke) NEW EDITION David Cotton David Falvey Simon Kent FT FINANCIAL Raa Ce TIMESPearson Education Limited Edinburgh Gate, Harlow, Essex, CMz0 26, Englond and Associated Companies throughout the world veva.market-leadernet © Pearson Education Limited 2002 The right of David Cotton, David Falvey, Sirion Kent and John Rogers {0 be identified as authors ofthis Work has been asserted by them in ‘accordance with the Copyright, Designs and Patents Act 1988. Allrights reserved; no part ofthis publication may be reproduced, stored ina retrieval system, or transmitted in ony form or by any means, electronic, mechanicel, photocopying, recording, or otherwise without the prior written permission ofthe Publishers. First published 2002 New edition 2007 ISBNs Course Book: 978-1-4058-1296-2 Course Book for pack: 9781-4058-1295-5 Pack: 9784-40584337-2 CD: 978-1-4058-1298-6 Cb for pack: 978-14058-1299°3, Cassette: 978-1-4058-1297-9 Set in MetaPlus 10.5/12.5pt Printed in Spain by Mateu Cromo, S.A Pinto (Madtid) Acknowledgements, Special thanks from the authors to Chris Hartley and Stephen Nichol for their contributions to the course, above and beyond editorial guidance. Also to Bll Mascull The authors would like to thank the following for thelt invaluable help during the project: Melanie Bryant, Paul Cousins, lan Lebeau, Peter Falvey, Sarah Falvey, Gisele Coton, Lynne Rustecki, jeremy Keeley, Hilary Fletcher, Gareth Rees and all the staff and students ofthe English Language Centre, London Metropolitan University. ‘Also Peter Strutt for hs invaluable help withthe Grammar reference section. The authors would lke to thank Kate Goldrick, Jonathan Barnard, Diane \Winkieby, Eddi Edwards and the Longman team for thelr invaluable support. ‘The authors and publishers are very grateful tothe following people who agreed to be interviewed for the recorded material inthis book: Indira ‘Thambiah, Peter Jelkeby, Kate Pitts, Alan Bradshaw, Lionel Prenat and Isabelle Macart, Jonathan Turner, Teresa Grahem OBE, Professor Nigel Nicholson, Eileen Carroll, Professor Roger Mumby-Creft ‘The publishers and authors are very grateful tothe following reporters who suggested changes to the previous edition ana to the draft ‘manuscript of this edition: Peter Bendall,Aukjen Bosma, Nancy Pietragalla Dorfman, lan Duncan. We are grateful to the following for permission to reproduce copyright materia: Elizabeth Righy published in the Financial Times, 22° November 2005 © Financial Times 2005; Rod Newing published in the Financial Times, 17° November 2005 © Financial Times 2005; Alison Maitland published in the Financial Times, x7" Novernber 2005 © Financial Times 2005; Bernard ‘Simon published in the Financial Times, 11” November 2005, © Financial Times 2008; Anita Jain published in the Financial Times, 23* November 2005 © Financial Times 2005; Kate Mackenzie published inthe Financial Times, x" March 2006 © Financial Times 2006; Slow down, you move too fast’ by Roslyn Guy, theage.com.au 17" August 20043 Andrew Jack. published in the Financia Times, 28" May 2005 © Financlal Times 2005; ‘Vanessa Friedman published in the Financial Times, 12" Novemiber 2004, (© Financial Times 2004; Stefan Wagsty published inthe Financial Times, 20" Aptil 2006 © Financial Times 2006; David Stem published in the Financial Times, 23" May 2005, © Financial Times 2005: ‘Ask the experts: ‘managing conflict by Katie Shimmon from the Guardian, 19" November 2005 © Guartlan Newspapers Limited 2005; Doug Richard published In the Financial Times, 33" May 2005 © Doug Richard, In some instances we have been unable to trace the owners of copyright material and we would appreciate any information that would enable us todoso. 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(top), Purestock p13 (top lef), Tetra Images ps8, Photodisc Red/Prilip & Karen Smith p42, ohn Foxx p45, (centre) Royalty-Fee/Corbis p47, Purestock p67, Image Source p75, Royalty Free/Corbis p76/77, Stockbyte p&, Creatas pBs (top righ), Brand Pictures 996 (centre), Thomas Northeut p96 (bottom), Simple ‘Stock Shots pg7 (centre top), Simple Stock Shots p97 (centre bottom), Royalty-Free/Corbis pros, Royalty-Free/Corbis pins, Stockdisc pr08 (a), Paul Burns p1o8 (1), jack Hollingsworth puo8 (3); Science Photo Library: ‘Susumu Nishinaga py: Science and Society Pieture Library: p1o6 (le) Cover photograph by Pearson ELT/Trevor Clifford Photos sourced by Pictureresearch.co.uk Project Managed by Chris Hartley,NEW EDITION MARKET » [efey= eis Taloe seb) E) SSANISNG JLVIGAWAFILNI-dad David Cotton David Falvey Simon Kent it with John Rogers FT FINANCIAL TIMESMap of the book LD a CS Ca “hee improve your eater — Business Wie Listening: Two people talk about ways to improve your career “Discuss ideas about careers. Tires letra pages Discuss Reading: Worry for retailers shopping online as web shopping clicks into place ~ Financial Times Listening: An interview with the Head of E-Commerce at Argos page 14 Reading: The world’s most respected companies = Financial Times Listening: An interview with IKEA's UK Deputy Country Manager Discuss types ores cof companies eer page 22 ereral mie page 30 Reading: Three articles about great ideas Listening: An interview with the Head of the page 34 Innovation Works re Discuss causes Reading: A career epee of stress change ~The AGE Discuss gender Listening: An interview felated qualities _with an authority on page 42 Discuss and rank SteSS management stressful jobs “Discuss ————éReading: Corpor a corporate entertainment entertaining = CNN Listening: An interview page so with two experts on corporate entertai page 58 Cra ‘Words that go with Telephoning: Modals 1: ability, requests and offers Words and ‘expressions for talking about buying and selling Modals 2: must, need to, have to, should Words for talking about companies Present simple and present continuous “Verb and noun combinations Past simple and past continuous Words about stress in the workplace Past simple and present perfect if about eating and drinking Multi-word verbs Fast-Track in making Choose the best contact candidate forthe job of sales manager Wiiting: e-mail ‘egoiatng® Lifetime Hotcays reaching Negotiate a joint agreement venture Witing: letter Presenting Valentino yourcompany Chocolates: Prepare an investment plan Writing: a proposal document Fabtek: Choose the} best ideas for three new products writing: report ~~ Successtul meetings Genova Vending Machines: Develop a plan to reduce stress ‘Writing: report Participating indiscussions Organising a ocialising: greetings and conference: Choose smal talk the best location Writing: e-mailie, rect age 62 age 70 ry urd fed page 78 Corer ae age 86 page 90 page 98 age 106 page 114 Discuss ideas about marketing Discuss planning Discuss qualities and skills of good manager Quizon managing conflict Discuss conditions for starting new businesses and public- and private-sector companies: Discuss your favourite products NOs: The Film— Financial Times Listening: An interview with a marketing consultant investing in Nizhny Novgorod Financial Times Listening: An interview with a leading business, adviser Reading: Young managers = Financial Times Listening: An interview ‘with a professor of organisational behaviour EG Word partnerships ‘Telephoning: Kristal Water: Questions exchanging Relaunch product information Writing: sales leaflet The voice of 1g business: Plana Words for talking about planning Talking about future 24 clarifying radio programme plans (plan, hope, Writing: letter expect, would like, want; going to; present continuous) Verbs and Sociailsing The way we do prepositions and things: Improve ways entertaining of working together Writing: report Reported speech Reading: Conflict ‘management = Guardian Listening: An interview with a management consultant Reading: The human touch Financial Times Listening: An interview with 2 consultant to new businesses Reading: Fruits ofthe rainforest — Financial Times Listening: Five people talk about the best thing they have ever bought Word butaing Hiegotiatngs European Campers: dealing with Negotiate a solution Conditionals conflict toa problem with an employee Writing letter ~Geoncmie terms Dealing with’ Warca lee jeans iar Choose cation for Time clauses carta Writing eter a Adjectives: ‘for Presenting a products oa innovative products or Passives Estore Writing: report Pre CU acne\ What is Market Leader and who is it for? Market Leader is a pre-intermediate-level business English course for businesspeople and students of business English. It has been developed in association with the Financial Times, one of the leading sources of business information in the world. It consists of 12 units based on topics of great interest to everyone involved in international business. This new edition features new authentic texts and listenings throughout, reflecting the latest trends in the business world. If you are in business, the course will greatly improve your ability to communicate in English in a wide range of business situations. If you are a student of business, the course will develop the communication skills you need to succeed in business and will enlarge your knowledge of the business world, Everybody studying this course will become more fluent and confident in using the language of business and should increase their career prospects. The authors David Falvey (left) has over 20 years’ teaching and managerial experience in the UK, Japan and Hong Kong. He has also worked as a teacher trainer at the British Council in Tokyo, and is now Head of the English Language Centre and a Principal Lecturer at London Metropolitan University. imon Kent (centre) has over 15 years’ teaching experience, including three years as an in-company trainer in Berlin at the time of German reunification. He is currently a Senior Lecturer in business and general English, as well as having special responsibility for designing new courses at London Metropolitan University. David Cotton (right) has over 35 years’ experience teaching and training in EFL, ESP and English for Business, and is the author of numerous business English titles, including Agenda, World of Business, International Business Topics, and Keys to Management. He is also one of the authors of the best-selling Business Class. He is a Senior Lecturer at London Metropolitan University. John Rogers, who contributed new material to this edition, is also the author of the Practice Files at each level of the series.Introduction | \ What is in the units? era) relied You are offered a variety of interesting activities in which you discuss the topic of the unit and exchange ideas about it. You will learn important new words and phrases which you can use when you carry out the tasks in the unit, A good business dictionary, such as the Longman Business English Dictionary, will also help you to increase your business vocabulary. You will build up your confidence in using English and will improve your fluency through interesting discussion activities. You will read authentic articles on a variety of topics from the Financial Times and other newspapers and books on business. You will develop your reading skills and lear essential business vocabulary. You will also be able to discuss the ideas and issues in the articles. ES CUTE Y You will hear authentic interviews with businesspeople. You will develop Dene aiid Cerri listening skills such as listening for information and note-taking. This section focuses on common problem areas at pre-intermediate level. You will become more accurate in your use of language. Each unit contains a Language review box which provides a review of key grammar items. You will develop essential business communication skills such as making presentations, taking part in meetings, negotiating, telephoning, and using English in social situations. Each Skills section contains a Useful language box which provides you with the language you need to carry out the realistic business tasks in the book. The Case studies are linked to the business topics of each unit. They are based on realistic business problems or situations and allow you to use the language and communication skills you have developed while working through the unit. They give you the opportunity to practise your speaking skills in realistic business situations. Each Case study ends with a writing task. A full writing syllabus is provided in the Market Leader Practice File, Market Leader Pre-Intermediate also contains four revision units, based on material covered in the preceding three Course Book units. Each revision unit is designed so that it can be done in one go or on a unit-by-unit basis. LONGMAN ON THE WEB deze. tortmenam ofr eecom ohn, ching tos od @ nine rescurces for eace's lleva ane eso ‘gen vt for eureeapactic Compan bate at Orhan orn sxtgun of Langan ie, sod ccs tt oc Lognen cer nd cota ound er ‘ome ge commune wcrc Longman comOVERVIEWY | Q Q QO { Vocabulary Career moves Reading Ten ways to improve your career Listening Discussing ways to improve your career Language review ‘Modats 2: ability, requests and offers ( skits = ~ Telephoning: making contact Case study Fast-Track Inc. | __ Starting up Jt) Se eae Cm Ce Discuss these questions. 4 How ambitious are you? 2 Do you have a career plan? Where do you want to be in 10 years’ time? 3 Which of the following would you prefer to do? a) Work for one company during your career b) Work for several different companies 9) Work for yourself Which of the following areas do you work in (or would you like to work in)? Why? 4 Sales and marketing 4 Administrati 2 Finance 5 Production 3 Management 6 Research and development (R&D) and personnel What should you do to get ahead in your career? Choose the four most important tips from the list below. Compare your ideas in a group and try to. agree on a final choice. 4. Change companies often 2 Use charm with your superiors 3 Attend all meetings 4 Go to your company’s social functions 5 Be energetic and enthusiastic at all times 6 Be the last to leave work every day 7 Find an experienced person to give you help and advice 8 Study for extra qualifications in your free timeAte ITE Lag Career moves 4 Careers | © The phrases below all include the word career. Match them to their correct meanings. Use a good dictionary to help you. 1 careermove — a) chances to start/improve your career 2 career break ») ideas you have for your future career 3 career plan ©) something you do in order to progress in your job 4 career 4) period of time away from your job to, for opportunities example, look after your children Complete these sentences with the verbs from the box. Use a good dictionary to help you. make take -have decide offer 4 Employees in large multinationals ......[1avé...... excellent career opportunities if they are willing to travel. 2 Some people a career break to do something adventurous like sailing round the world or going trekking in India. 3 One way to . a career move is to join a small but rapidly ‘growing company. 4 Certain companies .. Career opportunities to the long-term unemployed or to people without formal qualifications. 5 Ambitious people often . .. ona career plan while they are still at school or university. Look at the groups of words below. Cross out the noun or noun phrase which doesn’t go with the verb in each group. 1 make a fortune 4do research progress amistake alliving ajob —atraining course your best 2 get progress 5 take a pension a promotion time off ‘the sack early retirement a nine-to-five job a break 3 eam — abonus 6 work — flexitime a part-time job anti-social hours money overtime 4o thousand an office job Complete each sentence with the appropriate form of a word partnership from Exercise C. 4 Goran is 59, but he does not want to .. on more work! 2 When you. very convenient when you have children. 3. Luke is quite ambitious and does not want to be a sales assistant all very soon. In fact, he hopes to .. 4 Most university lecturers have to 5 In addition to your salary, you will targets. - In fact, he is taking you can arrange your own schedule, so this is, in their specialist area. .. for achieving monthly[2 careers BCC i§ Ten ways to improve your career @ Discuss these questions in pairs. 4 What helps when trying to move ahead in your career? Think about personal factors (e.g. ambition, motivation, etc.) and workplace factors (e.g. promotion opportunities, etc.). 2 What practical advice could you give to someone who wants to get ahead in their career? Make a list of three to five points. > Vocabulary file page 157 © Scan the article quickly to find out if any of the points you have listed in Exercise A are mentioned. Ten ways to improve ‘ your career } Ajilon Finance, a leading somo staffing and recruiting services firm, offers the ) following tips for getting ahead in your career. Meine, 1 Make a list of your priorities Gage and outline your tasks for the day. Write down your short- and long-term goals, i evaluate your progress fre- quently and stay focused. “You're in line fora promotion. 2 Are you really present? You Unfortunately, the line is six may physically be at work, miles long.” but are you there mentally? 3 Leam how to work through ® 8¢ leat about wht you want. If you believe you deserve a others. Delegating tasks is yomotion, ask for one an important skill to master 7 7 at any level. 9 Take time off and relax. 4 Always look for opportuni- Attending to your personal | Se tee life and doing things that make | Forexample youcan attend YOU, happy wl ecpnyon professional development Performance at won . seminars 10 Seek satisfaction. if you're | 5 Socialise with colleagues. “is#PPointed by your current This will help you lean $&CEr._ Ook for ways, to transform your job into more of | about what's happening in what you want. If this does not er solve the problem, maybe it's 6 Greate your own goals. time tolook foranew position. Determine where youwant if you follow this advice, you to be professionally and wij’ significantly increase your { what skils youneedtoreach — Goportunities to eam more money, that goal. get promoted sooner and move © 7 Be comfortable with being ahead faster,’ says Mr Lebovits, uncomfortable. Accept chal- President and Chief Operating lenges that force you to try Officer of Ajilon Finance. something new. From Business Wire 8)Improving your career @ Decide which tip each of the following sentences could be added to. a) These are also a great way to network with ~ - influential people. 23 ® b) Each day, take a small step that brings you closer to that target. 5 67 4 Ifyour boss refuses, ask him or her what you need to achieve in order to qualify for one. 678 4) It will also establish you as a team player within the company. 5 9 10 e) Pay attention to every single task that you do. 12 ) You may discover a secret talent or a hidden passion. 27 © Match the verbs (1-5) with the noun phrases (2-e) to form expres: the article. 4 toreach a) a promotion 2 to cetahe b) askill 3 toevaluate ©) agoal 44 to deserve 4) in one’s career 5 to master €) one’s progress @ inpairs, discuss which three of the ten tips in the article are the most important. © 71: tisten to two people, Debbie and Nikola, discussing Ten Ways to Improve Your Career. Complete the table below with the number of the three tips they consider the most helpful. Debbie Nikola TIP NO ee sseeeeee Tipno. Tipno. Tip no 2 | Tipno 3 | Tipno.. © Discuss these questions. 4 What do you think is the relationship between Debbie and Nikola? Why? 2 In your opinion, where are they from, and how old are they? @ 1712 Listen to these extracts from the discussion and complete them. Debbie Ifyou want to move ahead in your career, you also need to evaluate your progress regularly. If you do that, you get a better idea of . ..! and also of the areas that you need to Debbie When a challenge presents itself, you have to .. IF you play it safe all the time, if you just settle ...... you'll never move ahead in your career. Nikola Ifyou always do what you've always done, you'll only get 5 © Look at Nikola's comment in Exercise C. Do you agree with it? Why (not)?[: careers PET rtrd ‘Modal verbs are very common in English. Match these functions to the Modals 1: ability, examples: making an offer, describing ability, making a request. requests and . . offers Can you help me? Tean speak French and Spanish Gouid you repeat that, please? He could speak four languages before . L hewasten. Can help you? Would you like a drink? = page 118 © Rearrange the words in 1 to 9 to make questions from a job interview. Then decide whether each question is a) making a request, b) making an offer or asking about ability. 2 get you can | anything? Can | get you anything? —_ (making an offer) 2 details contact your confirm | could? 3 can you software package use this? 4 speak languages any other you can? 5 about tell you job us your present more could? 6 tell your current salary me you could? 7 would you as soon as possible your decision let us know? 8 start you when can? 9 like coffee some more you would? Match the questions in Exercise A with the interviewee’s answers below. a) It’s 43 thousand. b& b) Yes, | use it a lot in my current job. ©) Ican let you know next week. d) Thank you. A coffee, please. ©) Yes, the address is the same, but my e-mail has changed. ) Ud love some. Thank you. 8) Well, I'm currently responsible for European sales. h) Yes, | can speak French and Spanish. i) My notice period is two months. @ Complete these sentences with the appropriate form (positive or negative) of can, could or would. like to work overtime, even if the pay was very good. speak any foreign languages when | was ten years old. use a computer of course, but unfortunately | use spreadsheets. It's something | really want to learn. 4 Ifpossible, | ............ec+0+- like to work regular hours. 5 Five years ago, | .......ssesseeesee Speak English at all 21 oO Tick the sentences in Exercise C that are true for you. Rewrite the other ones so as to make them true. Then discuss your answers in pairs.Telephoi making contact 4 Careers J © What kinds of tetephone calls do you make in English? What useful telephone expressions do you know? © (71.3,1.4,15 Listen to three phone calls and answer these questions. 4 Whatis the purpose of each call? 2 Do the callers know each other? @ (1s tisten to the first call again. Complete the expressions on the right so they have the same meaning as the ones on the left. 4 Can talk to..? va... like, ia 2 Just amoment Thank you. 3 Ullconnect you. rll 4 Am I speaking to Carmen Diaz? 5 Yes, it’s me. 6 The reason I'm callings... | Yes, I'm, 7 Can | have your name ses ss and address? your name and address? apa. 10 . Carmen Diaz? . your advert... © (14 tisten to the second call again and complete these phrases. A Hello. ..C0UI4.. ...s.lse. ..6Peak.." to Andrea, please? B.. 2 she’s not here at the moment. Can |... A Yes, please. . > Jacques from Intec. .. -Pyou her | won't be able to ® the training course on Saturday. -® ifthere’s a problem. I'm. x 0191 498 0001. B OK. Thank you. Bye, @ (715 tisten to the third call again. Underline each phrase the speaker uses. Dave Hi, John. Dave here. John Oh, hello, Dave. How are things? / How are you? * Dave Fine, thanks. Listen, just a quick word / quick question.* John Yeah, go ahead. Dave Do you think you could give me / let me have? the fax number for Workplace Solutions? | can’t get through to them. Their phone's always busy | engaged.* John lve got it here / right in front of me.’ It's 020 7756 4237. Dave Sorry, | didn’t hear / catch*the last part. Did you say 4227? John No, it’s 4237- Dave OK. Thanks. Bye. John No problem. / Don’t mention it.” Bye. @ Study the Useful language box below. Then role-play the telephone calls. Student Student urn to page 136. urn to page 139. Useful language Making calls Receiving calls Could | speak to Laurie Thompson, please? Who's calling, please? Yes, this is Emesto Badia from KMV. Could you tell me what it’s about? 'm calling about ... I'll put you through. Could you tell him/her that | rang? Can you hold? Could you ask him/her to call me back? ''m afraid there's no answer. Can | take a message? ba