Baraca Ts — a lan Wood, Louise Pile with Sarah Curtis ONLINE ETT Mist eya)PASS Cambridge BEC Higher Second Edition lan Wood, Louse Pile with Sarah Curtis CeoChamuc | 2» CENGAGE DBR | 42 SaNsis ‘ssa ra oan Kress Sngapre Spun Untd Hine Und SatesIntroduction The Cambridge BEC examination ‘The Cambridge Business English Certificate (BEC) is an intemat ional business English examination vinich offers a language qualification for leamers who use, or wl need to use English for their work. itis available at three levels: Cambridge BEC Higher Cambridge BEC Vantage Cambridge BEC Preliminary Cambridge BEC Higher is a practical examination that focuses on English in business-related situations. The major emphasis is on the development of language skills for work: reading, writing, listening and speaking, Pass Cambridge BEC Higher The book contains: * Introduction ‘An introductory unit which gives you information about the examination and this preparation course. + Core units Eight double units which cover a wide range of business-related topics. Many of the exercise types correspond to those in the examination, + Self-study A section following every double unit to provide consolidation of the language of the units and some examination-related tasks. It also contains a focus on a particular grammatical area to enable you to review your grammar systematically + Exam practice Examination-style exercises following every double unit to provide further practice in the examination skills you will need. + Exam focus ‘A section in the centre of the book to prepare you directly for the examination. + Audioscripts ‘The content of the audio CDs. + Answer key ‘Answers to Sell-study and Exam practice. Multilingual key vocabulary lists are available on our website at www.summertown.co.Uk.Language development in Pass Cambridge BEC Higher + Reading Reading isthe most tested skilin the examination. The book therefore Contains a great deal of reading practice, using authentic, semi-authentc Gnd examination-syle texts, Do not panic if you do not understand every Word of a text; sometimes you only need fo understand the general idea or one particular part. However, you need to read very carefully when Gnswering examination questions; sometimes the most obvious answer on the first reading is not correct and you will change your mind if you re-tead the text + Writing Inthe examination you have to write letters and reports and also describe trends. You need to ensure that you fulfil the task while observing the word limit. lf you have good spoken English, it does not necessarily mean that you can write well; to be successful, you need training and practice + Listening Listening is also a very important skill for the examination and most units contain listening activities. You can find the Audioscripts to the audio CDs at the back of the book, + Speaking ‘You can find help on how to prepare for the Speaking Test in the Exam focus section. In addition, there are speaking activities in every unit * Vocabulary ‘Aithough vocabulary is tested explicitly only in Reading Test Part Four it is very important throughout the examination. Many exercises in the Self-study sections recyole vocabulary from the units + Grammar A grammatical point is covered in most units. Moreover, grammar is systematically reviewed in the Self-study sections of the book. However, the review is brief and you may need to supplement the material, + Optional tasks At the end of most units there is an optional task for you to do between lessons, the aim of which is to integrate your studies with real-world actives, For example, you may be asked to visit a company's website ‘and write @ report on your findings.Examination preparation in Pass Cambridge BEC Higher + Introduction The Introduction presents the content of the examination and important examination dates. * Core units and Self-study Al units contain at least one examination-style exercise and there are also some examination-related tasks in the Self-study sections, + Exam practice Each double unit is followed by at least two pages of Exam practice, which supplement the examination practice in the core units and Self-study. Complete LUstening Tests follow Units 4 and 8. By the end of the book, you will have practised every part of the examination several times. + Exam focus ‘The Exam focus section in the centre ofthe book gives you information about how to succeed in each part ofthe examination. The Writing and Speaking Test ‘Assessment Sheets provide a framework for you to evaluate your own writing and speaking skis.Contents 50 54 Introduction 4a Work roles 4b Company structure = a ay 22 EXAM PRACTICE 2a Stocks and shares 2b Mergers and acquisition: 34 EXAM PRACTICE 3a Trade fairs 3b Entering a market 48 EXAM PRACTICE 4a The future of work 4b e-business 60 EXAM PRACTICE Language Exam Skiljp—— econo oe swingwaniseweooe fig ti amos Rog ala “aning bout orgarisonl StU | Reading Face ane, present pertct simple and Teron ea (si continuous vo k Reading . — S Unking Listening x00 l¢ = os | ‘Talking about trade fairs eee s Listening 114 | Reading vwitng Taking bout changes in woking 286° peaing - Preictons Hromatl Taking sboutintmet vases business Reding . Future perect and continous ene 126 Writing 72Language 5a Staff motivation Talking about motivation at work ay Formal repor language So it Reading Sb Recruitment Talking about recruitment ‘Speaking Reference words Listening Letter writing 94 EXAM PRACTICE Reading . 6a Corporate culture Talking about company culture Reading | Gerunds and infinitives Listening ‘6b Cultural diversity ‘Taking about cultural ifferences Beans Agreaing and disagreeing Speaking 106 EXAM PRACTICE Reading Writing i f i ‘7a Industrial espionage aaa toa, Conditionals 1 (real) and 2 (hypothetical) Speaking ie Talking about business ethics i ‘7b Business ethics Formal Ieper cues Reading Conditional 3 (hypothetical) ening 120 EXAM PRACTICE Reading Writing 8a Global brands Talking about global brands Reading ‘Speaking Inversion Pomel nitieg 8b Global sourcing Listening Talking about suppliers: paint Report writing 132 EXAM PRACTICE Ustening Reading Audioscripts 137 Answer key 149 xIntroduction Cambridge Business English Certificate Higher ‘Al Cambridge BEC Higher candidates receive a statement of results showing th Sverall grade (Pass grades A, B, C or Fall grades D, E) and thelr pertormance inet the four papers. Look at the following extract from a sample statement, in each of Exceptional Reading Good Speaking Listening Bordertine Writing ) Weak ‘Successful candidates receive a certificate showing a single grade. Each paper represents 25% of the total mark. An overview ymination, how long ‘The following table gives an overview of the different parts of the they take and what they involve. 1 Reading 60 minutes 2 Witiog 70 minutes Two parts (short description 8 ' ‘ mort ‘bing your findings and ‘recommending any ‘st work. Write a 200-250 word report descr necessary changes. Consider the folowing. Writing + the ttle of the report «+ the heading and content of each paragraph «+ useful phrases for each paragraph Work roles @UEED *5= Company structure Tim Types of company structure big grams. What kind of company structure do YOU tink each, con with spe¢ of an esta advances following Speaking 1 Lookatte follow " represents? nthe 1970s, of co few y 5 under ever distribute i swith smal facing any esponsiver to hierarchical Al types sets of re company 7 products a is how a com ‘operations, planning, bi Tradition operating 5 bo These jobs ‘out under d lack both th routine tak business. sare also han change isn effective in change hap Entreprer bo fast respons interaction | flexibility a ensures fe becomes lar hs down and 1 processes are Informati complexity ¢ Reading 2 Read the article on the opposite cach company seactarey Ponte Page. What are the advantages and disadvantages SpeakingTime for the big small company ‘With speed increasingly seen as the key to competitive advantage, the dream is to marry the control ‘of an established company with the responsiveness of a start-up. As Lynda Applegate reports, ‘advances in IT now mean that the “big small’ company is finally feasible. 1 the hierarchical companies of the 1960s and 1970s, information moved slowly and channels ‘of communication were limited. Over the past few years, however, large companies have come 5 under ever-increasing pressure to collect, process and distribute information more quickly in order to compete with smaller, more nimble rivals. The key challenge facing any sizeable organisation today is how to achieve responsiveness without losing the control inherent in a to hierarchical structure. All types of organisation are controlled through two sets of processes. Operating processes define how a company produces, sells, distributes and supports its products and services. Management processes. define is how a company directs, coordinates and controls these ‘operations. Typical management processes include planning, budgeting and human resource management. ‘Traditional hierarchical organisations control operating processes through standardisation of jobs 20 These jobs are separated into sequential steps and carried ‘out under direct supervision. However, the line workers lack both the authority and motivation to improve these routine tasks and are limited by their local view of the business. Management processes in such companies ps are also hampered by the time it takes to recognise that change is needed, Thus, hierarchical control i only truly effective in relatively stable business environments where ‘change happens slowly. necpeneurlognistons onthe oterhandallow so fast response without any loss of control. Daly personal interaction between the owner and employees ensures Aeibity and respnsivenes, while stant feedback fective control, However, as the company Becomes larger and more complex, his control breaks bs down and more structured operating and management processes are required. Information age organisations can manage the complexity of the large hierarchical structure without Speaking losing the sped of the entrepreneurial star-up.1T plays eritical role, It co-ordinates complex fast-ycle operating «9 processes and, more importantly, gives decision-makers quick access to detailed, real-time information about operations and market performance. Once all this information is lowing, employees can quickly evaluate their decisions and continually refine both strategy and operations. Organisational control then becomes a ‘dynamic, information-enabled learning, process rather thana static monitoring system, However, although IT makes the big small company possible it cannot mativate people to use information in ‘order to act on behalf ofthe organisation. The challenge for organisations is therefore to ensue that managers and employees share the same perspective on the business and are motivated to accomplish the same goals 4. Which of the structures Is most like the organisation you work for? company structure IIIB 17ompany based i sngineering © ny in Flexible working yctung, 2” ere oct coma ner Manta reme why from Bretiow changes ‘changes and i Listing Epa ate et era ne . ‘and say whether guage 3 tan, Languag} Speaking 2 Listen again and choose one letter for the correct answer. usinesses? 41 What is the main effect these changes willhave on busines A thane ape cf rerementwilehange | B inte admiration of peopl retrement inthe numberof people not wanting to gj 2 How many people wll need to be re-assigned? ‘A almost everyone over the age of 65 B precisely 81% of cases fewer than 20% of those reaching ratrement age ‘3 How does this affect younger employees? ‘A They are not geting the experience they need, BB Thore are too many older people at work © They are being passed over for promation. 4 How might the cuture of companies change? ‘A Evary ifrent company will ind a diferent solution, B Employees willbe encouraged to share experience © Experienced people wil be redeployed ito taining roles, 5 Vath ot tan saree tobe epuen A Mow eter pone il mona yore cleagy § Yoga atv core mere fome ea oe © Pepi woktogeher nase ome ” Approached implement a Beak oder stat face up tat memtng change? it B by treating itas a personal pro € bracing dvsionntne ae, 7 What has been the efecto pe A Meyer leaned erp ts © ble have bagun to share nee skills and practi © Managers are able to resohe ont beter nS: 5 anon a ePening inthe future? ofteam F eanH vl Bacome stl 8 eed ig other areas, Team working wl incoage preety exe, Writing in these teams? Optional ta: er more,npanY based in ct hls company, 142M Liston Language 9 Look atthe ten to 808 Inthe following sentences Find tt the audlosript and discuss how they are used Several years ago we changed our company poly 0 tha. ‘The young have been acquiring the working habs o their older colleagues There has been some reluctance onthe pat a india. Speaking 4 Workin pairs. Use the Brenarquesloonsie to sssets the autby of your panes or ‘deployment into a aning or mentoring ros What ote factors wed be mporan?| BRENNAR Redeployment Questionnaire Hong Pease complet the quastonaeandse incision wih your ne manage (1 How many years experience do you haven your job? S-10yous 10-15 yeas 15-20y00 20+ your atBrnnar levee (22 How do you assess your ably in te folowing? Poor Avorge Good Excelent Commurictng wi coteagues Dealing wih robes Discussing work wih managers Panning work Detgating ass {3 How often na week do you ta or show colleagues how odo something? aly 2-0tmes once ——_—ilessihanonce (06 Whatsoyoutel hat your experienc canter less experienced colegoes? ure or your partner for Writing 8. Wile «200-280 word roport assessing the sub of yoursetr your ar ing oF mentoring role. Separate the report Into logical paragraphs ‘with appropriate headings. — can inte UE Wat ask 6 vis wnasiajoe, te rerutment weet of arg sl hain he UK a Optional task. 6 Vist wi ompoyen on ew oth ams Du a mem pe me worktorce? company secre COED 19~ vorewoy yewndouen 9 908 ‘ReplL4 Uo nok eog ‘owoy wou, ardoad ow0g S sfapenou WOH Ku Bus 9 pbydaqusep 8) | iInsos 2gu p24 om fi 4 JOGUWOWEY UEYNSUOD e Uy 2 Ganquore 9) 04 osm2009 PeIuioM Avoid 0, joan 904 punow 2969 fue woysodesd 9g emidsoune 018 Ks Uosee ou 0 oe 1809 {nove se0U oiyusue 24 pao! s,0H (428-8) woo ing vonennow oF | suomoded 6 | sBareas 8 ~~ (e104 2) (vedios ou Ua du ‘01d jo sem ssnasip o} Bunoou © Sprear (ueM ssnonujuos pue ojduyfs w0se1d = (eveumoossjom) “erneussosse mau dn 7s 0} spedU WORSHE, 9 —— (eai6em 29094 Bunuowaydiut WEIS 1.9m HO, a Lore sajos siepe0| wee Swoes ——— (eni980) UBye-02 soyuow speqpes} Jysse0 Ge) vonduosep ‘Somaysuodses —_eyeoqunwusoo wOUbe 1909, spedse 10 hues aol ay J jzndse wes povoy-o8 943 “go/ um seuss oun 01 sp10H aun 987, fuep 9 Awuepl @ UB HUB v8 ones 9 Aidwoo @ mows v Z wofueo 9 onause @ = uoddns y 9 Suquosed 9 Suyeooje @ — Susuoyne y S wewsres 9 »oeape=) suowersedra 9 sonmolgo @ sSuneuopun y € AunBique 9 oMTeNU a. enpows yy funds yz pwepues 9 euIno! @ ones vb Wire“uowesiueGi0 aig jo seyaq ~——— uo neusoj ‘98m 0} ets eBeunoaUe pynoys wewaBeUEH 9 ‘auioy wos} ‘upyom ——— edo oy pso4 w pus eidoed awog § >omeu Auedwoo Bunion ep Aus jo 1s0u pueds | ‘uossjuedns joap ——~ faut |ppom Kuo ueo yers ey AUoM sieBeuew ewos & ‘sue0} MoU uIol 0} Uo 06 uel pue © asocind ayosds © soyj960 aw0a aidoag z ‘sun ssauisng 1629} je1oros —— porwsedes s1 fueduoo ou, 4 “uontsodaid ‘aiqeuns & yum soucwues yee ao\duED ou fe —uopwedns —jenuoo Apoyne uoneAToW oF Arsuoyeys yew Adoo prey omieded 6 a ved yaedu)_de0u00 fenayoe Bevo eBuayeyo ysiidwoose a (19 8 sus soe ‘wowssesse omoeiew) yoeGe=} UOKENIEN® 9 "50, 20v0,01000 S9feS eUOHEL! worad — vedumy yoga yong Aepuoseh ung © unopyeaiq —Ayoods arinoge nok enn KH 40 ody fey 8 noe funnosjequenbes sioyo80 | ‘U0 he AuBdu09 8 50) — — yeeis ‘omyesedo-oo paseq-weat amo ouo ppe eu) 31 dno38 yee Ut POM YORI (uonjuaranou t) ous iBusol oa snus No} Lon “safes uBedouna Jo Pood ovens, (owordsnt2) ous ore > eSMmau RUM ee smou on pny wok ay UunOs pur — vorejwedns -snonunioo red sen 0 aul ped eset — “ajduys sed oun jo wo} peL209 oy) ow steyDEU — ‘uy qien yoeo ang wonesienuoa om arcwwod g vores onsuodse;, ————— ——— pond weseid pure ods eg : ‘Assen _eueos Bupiom-ousoy fue yo ssa00ns 04,01 eM ELonc opeaing as by ng rb fei Sa He doesnot enjoy making presentations and speeches stata carer waking fr atsosion SON. He improved the company’s financial position by selling off Hes expanding the company wi a series of ak@Overs. He's amous for is imagination and tough businoss stategies. He hasbeen with the same employer ais working ite. He has worked ina varity of diferent indus. Erik Johans MorgenRey: hard-nosed regarded a 55 year-old | innovative b half of Reyr tundergroun Joe Anderso Joe Andersor He worked bi the Managini ‘became CEO ‘on Dayton’ ¢ several prope alliances wit Reading Test Part F ‘© Read the article b ‘© For each questior ‘Michael Martins, Chairman, cofeodsmart Michael Martins has recently returmed to Ecofoodsmart, the large retail food chain, after a 20-year absence. Whilst away, he held a variety of posts in local government including that of mayor for six years, where his skis as an effective public speaker won him great respect. He then returned ‘tw the industry as one of the two architects behing [ teen Waugh, Chi eave Off Dicom Sten Wp he vg ere eh Se forove gi co. mlingtescmas echn oeS “ ‘Promotional campaigns, often brodcatingn Bo seo Waugh it cut is teeth Asta time board his nary cranes St believer in political corzecnes SST indulging in gourmet food and champ ‘Channel 9 before entering is famous for spending his tals. eee the break "2ST demerged from Corgen of vorgen | so aetthe cman, Gladstone's operating ptt as care Meet and inefficient fant cluding awe "als, when proceed, a dry Se for the North American St Banple o felful jw} elle] ‘An increasing nun area variety of rea contact with lke-t A recent survey sh age as increased impact (@) to work for longer parttime in retur Over the past ten according to offic age, due to their g A similar picture age of 65 and (9). these'greying’ their communitie1e rik Johansen, Ci East “a ioe Morgerola Morgen CEO Ek aan dt oping oe nye eit he sgh recent pice eng mei ene era a dred alicia wihin he nus. A eae company an, can $3yeaolohn arn uth Mon lr 20 Sc Ng ‘wokowiie innovative but under-performing Reynolds, Johanssen has streamlined the es radical half of Reynolds top managers. Johanssen lives m« Stockh ciuadstswneey fifo Reap mage ohne moda Sean to ey Joe Anderson, Chief Executive, Dayton International Hotels jee Aeron joined th imaginative Sente-based Fovies restaurant chin after graduating in 1973. Me is way up through the ranks, performing a variety of diferent roles, eventually becoming ie Managing Director in 1986 and joining the parent company’s executive board in 1990. In 2004 he bbecame CEO and President ofthe groups Dayton international Hotels division. Anderson has focused ‘on Dayton’s core restaurant and hotel activities and reduced the groupis debts by disposing of ‘several properties and a chain of beauty salons. His next project i likely to be the search for strategic alliances with major European hotel chains. Reading Test Part Five ‘© Read the article below about an ageing workforce, ‘© For each question 1-10, write one word. Example * wEEIOOU00 Working beyond retirement [An increasing number of people are choosing to work beyond the traditional retirement age of 5: There a aerate reasons for this. For many itis inancial necessity, but for others the workplace offer soca ntact with like-minded people as (0)... asthe chance to keep mentally active “Arecent survey shows thatthe number of people expecting to work beyond (1). planned retirement. ‘aeias incensed (2) 57% in 2010 to 62% in 2011 andthe aim ofthe report 9 sow ©) this will sent (4). society. With the abolition of the tate retirement age, many people he will continue sare for longer with more than half sayin they would consider staying in employment cher fall or part-time in return for (5). higher retirement income. Over the past ten years the number of peopl working beyond state pension ags has rs 30% and sccording to oficial figures women are (6) .. most likely tobe found working ‘beyond the state retirement age, due to their generally lower earnings ‘Asmar pctare (7) o» emerging in the US with (8). than 25% of the population ‘working beyond the age of 65 and (9). to 14% still working ast 70. Many more want (0 work, but face age discrimination. Yet these greying workers want to Tear new skills (10) ..a teaching or even ‘ruck driving to Keep active in their communities and remain mentally alert.gm BED stock? Share prices a out bout com anys share price? Spesking 1 Where cenyou peas 1500 stock market listings, ; alch the, Reading ding 2 Lookat the rtiowing explanations | ‘with | a |Speaking 3. How common ie investing in shares in your country? Market trends Listening 1 @ 1 Listen to a television repo Performed over he last tivee months? 2 Listen again and choose one letter for the correct answer. 1 What drove up the price of retail shares? {A Increased growin in market share. B The proftabilty ofthe businesses, © The fact that demand for shares has exceeded supply. 2. How proftable are retail businesses? ‘A They are generally vey profitable. B It depends on market share. It depends on the price of shares. 9 Investors are attracted to reall companies because A the market is expanding. i B they are businesses they know. the businesses have been around for along time. 4. Which companies have remained successful? ‘A. the discount end of the market B the newer companies © the larger companies '5 What was the immediate effect of the financial crisis? ‘A. There was a loss of confidence. B The banks closed down. © There was a sell-off in shares. 6 Why did share prices fll? A Retails diversified too much. B There was @ fallin confidence and spending, © Confidence fll. 7 Katie thinks that share prices will A tise and fall ait B lead to profs © remain stable. 8 There is the possibilty of ‘A. discount sellers repositioning themselves. B share prices faling for ever. long term profs for investors. stocks and shares 35not? sea oinvestin tal shaFe57 whylwhy i Speaking 3 Would you be prepar Describing graphs ‘Speaking 1. The graph shows the price for Tesco shares over a three-month period. Your teacher wi @ sive you some cards. Describe the graph using all the words on the cards. | Listening 2 €) 2 Now listen toa description of ch ‘he graph. In what order are the cards usod? Language 3 Look atthe audlosript and find examples ofthe follow following, adjectives adverbs — — describing graphs — nouns prepositions with figures oN Prepositions with time phrases verbs Writing Optional tasner will Both share prces rose sharplyn January. ‘Neither company has made a profit yet. Like X,¥fllin June. Xrose just as sharplyas ¥. © Difference X ell sharply whereas/while ¥ remained steady. X ell quickly compared to ¥. Unlike x ¥ rose by 10% Xrose far more dramatically than ¥ Writing 4 Look atthe share prices of Marks and Spencer and The Carphone Warehouse over a six- ‘month period. Write a 120-140 word report comparing the performance of the two shares. ToeSo10” oastora sano Febort wanton apntort Optional task 5 You have $10,000 to invest in shares. Use the listings in the financial press or on the Internet to buy and sell shares. Check the progress of your investments during your course. Can you make more profit than the interest on a standard savings account?{MIE Mergers and acquisitions Understanding mergers acquire Speaking 1 Why do companies merge with oF er talks boos maceutical sector eee es UK insurer on acquisition trail nJapan__ AlliedSignal and Honeywell set to create global powerhouse Reading 2 Read the article on the opposite page about mer successes aaa oredr rgers and acquisitions. What Sinceneee Problems 5 to think to have almost e HBOS is Even he proba ‘money b he's now protectio The u original oftheir a deal a bits of A » Scotlan tender n Just to admi since th = sub-pri HSBC end up untold Iron Nation of valu taken ¢ only ne restise? Sey 7h 29 Tp Danger in mergers. Just ask Lloyds TSB ulook: Has any takeover or merger ever produced long-term value for investors and other stakeholders? ‘There must be cases of it, though itis hard + to think of them, and many recent examples seem only to have succeeded in wiping out the bidding company almost entirely. Lloyds TSB's disastrous acquisition of HBOS is another casein point. Even the chief executive, Eric Daniels, now admits 1» be probably could have avoided taking any Government money but for the HBOS takeover. Most of the rubbish hhe’s now being forced to put into the Government’ asset protection scheme comes from HBOS. ‘The upshot is thatthe Treasury ends up witha 75 per 1s cent economic interest in the combined entity, diluting original Lloyds TSB shareholders down toa tiny fraction oftheir original interest. In hindsight, this is almost as bad ‘a deal as Sir Fred Goodwin's acquisition of the “toxic bits of ABN Amo, which similarly holed Royal Bank of » Scotland below the waterline forcing it to fall back on the tender mercies ofthe politicians. Just to complete the hat-rick, HSBC finally got round to admitting this week what everyone else has known since the start ~that the aoquisition back in 2002 of the US 1» sub-prime lender Household Intemational was a mistake. HSBC is so big it still seems unlikely Houschold will ced up destroying the mother ship, but i's already done untold damage and there is undoubtedly more o come. Tronically, one of Sir Fred's former acquisitions, that of 1» National Westminster Bank in 2000, is generally regarded fs a model takeover which did succeed in creating lots fof value. Yet the point is that NatWest didn't have to be taken over by a tiny little Scotish upstart to succeed: it only needed to be managed a bit more effectively. What's vs more, the success Sir Fred achieved with NatWest plainly ‘went to his head and greatly contributed to the hubris which eventually did for RBS. “That's one of the other problems with takeovers. If by ‘any chance they do sueceed, the emperor who created the ‘e_ resulting behemoth nearly always ends up overslaying his welcome, with the result that eventually the rot sets in and mistakes are made. Lord Brovine, who was formerly chief executive of BP, was a classic example of i 'A series of mega-mergers succeeded in re-establishing 1s. BP’s footprint as one of the world’s leading oil majors, yet standards of safety and operational efficiency were allowed seriously 10 slip. Lord Browne was eventually forced out by personal scandal, but the ship was listing ee DI Ot badly by the time he left. His successor found much of the necessary integration had yet to be done. | Both Vodafone’s takeover of Mannesmann at the tum of the century and Glaxo Wellcome’s merger with ‘SmithKline Beecham around the same time succeeded in creating a couple of very big companies, but even now, all these years later, they have failed to add a penny 10 | shareholder value. To the contrary, it can reasonably be argued that they destroyed it ‘All academic research shows most takeovers don't work, inthe sense that they fail to create any value forthe bidding company. In many cases, the resulting clash of «| corporate cultures can kill the organisation stone dead. So ‘why do companies keep doing them? Pursuit of monopoly is one reason, and provides the best rationale for the Lloyds takeover of HBOS. But nearly always turns out to be illusory, and monopolists «| never succeed in keeping an acquired dominant market position. The most charitable explanation is that M&A is ‘nother form of industrial restructuring which allows the ‘corporate landscape to evolve and change. Mergers may not create value, but itis certainly possible that many of ~| these companies would be in even worse shape on their ‘own. Yet it's debatable. Takeovers are what companies do ‘when they mature, oF When managements have run out of ‘ideas for creating new growth opportunities. They are more the result of executive boredom than imaginative thinking. Financial engineering, or asset stripping, is another ‘major motivation, particularly among the takeover kings of private equity. This purpose too has turned to dustin the downturn of the past couple of years. It only works when there are plentiful quantities of credit around 10 | produce the leverage, and, in any case, its consequences for investment and jobs are frequently far from benign. But the main explanation is our old friends the investment bankers, who seem to be the root ofall ills these days. They provide both the wherewithal to make w takeovers happen and the almost invariably flawed logic bbehind them. Managements are made to feel inadequate unless they are also fee-paying deal-makers. ‘The only consistently successful deal-makers in my experience are individuals acting in their own self- «| interest and therefore able 10 look beyond the siren calls of the investment bankers. Empire-building bosses fof public companies do not on the whole make good takeover kings. Few takeovers work out as they are supposed to, and not infrequently they end up destroying the whole company.Language Speaking 19 Read the at fle again and ch0oF 4+ Loyd merger wih HBOS ae once wignment Pad tN sag impor of bad tonal 2580s aquson of Household ere) [A gave them a peation inthe US 1B was the ted merger of Kind © has damaged the 1D was only recently announced: 19 NatWest needed 2 tobe taken overt suecee é B tobe downsized to sucoe © to-ereate more value to succeed ‘GlaxoSmithking DB tohave better management to succees: 4 How a merger sido bo bod fr compares? Phatcompuic cant orators Tyra rn ny oto a Fei ure my age te buses. 5 Shap xganstenalefiooney «ats to rst iy reason fx merges and acqustions? waponse ite nasen ot morepa bp 8 Told opportunites lr oh © tocommae be mai 5 Toenaia company o mare Tmo mot success erate Pts parrerenp wi nvestent barks 8 etn ould busness empires Feet tpi te where o make things happen Be iesos ect emaaves 4 Look atthe atiole again and find examples of the following. linking words and phrases ‘but, however, ot a ‘othe contrary this, they, hat relative clause es lexical repetition substitution Lora Browne, wh was former formerly chet ‘2cquistion of HBOSIHBOS takeov ‘executive of BP, was, 5 Think of a recent merger: OF acquisition. What What were the reasons behind It? Listening €) 1 Jasont Mace Speaking 2 Optional task |mithKline - y 4 Listening Speaking @ 1 2 Your company wants to merge with or acquire another company, Disc Optional task 3 Wrte a brief profile of «recent merger. Include Information about mar Why merge? Jason Labone from Hinton and Bailey an economic research consultancy, speaking ‘ata conference called to decuss curent economic trends. He has prepared a handout ‘summarising his tak for his audience. Listen and complete the notes with up to three words. Introduction 11 These observations have been made during the course of my work roving ata for binesses ne UK 2 The tak wit acu the reasons for he recont_of mergers and acaisivons ‘ru look at how they itr rm te whch took place before the nancial ess of 208. Reasons for Increase in Mand A 3 There has been @ noticeable in the major of industves since the onset of recession, 14 yo mariets in 9 downturn, it has become more cticut for businesses to find portunities fo 5 inthe financial sector, anger businesses have become have svugzed wth neased cost. 16 Smale franca nstutions hve found it necessary to merge asthe industry goes rouge Changes i M and A since 2008 7 since 2008, banks ae feeling reese to move the economy out of recession, now tht white mater payers they have been by goverment. 8 Now more caious wth sh banks are ony making face avalobe where mergers re een to make forte Indus. ‘9 Those imerested in the takeover of Cadbury were _ mtr han private equity sims. 410 Deals the this one are seen a8, wih 8 geatertketnood of grown inthe ong, tem. Prospects forthe fture 444. Banks and other nancial nsttions are they to end fan be managed more ea. 142 Mergers and acauistons are likely tobe funded by private than they were before 2008, toa geater extent + which company to merge with or acquire + the benefits that would resut rkets. suas the following. ts elze, products and Mergers ond acquisitions @UTEID 31ae ts ‘p00 Ave, pouwues na premony Sool 8 100U8 01 Seoud aseys posneo snow se6:0W) ‘S009 OW poloperd sisheue oo @UON 9 ‘8002 1 04 10} 110d vena 4 espuen (-) onieBou "\) ennisod 09101 swoworeis BumoHo} aut0q E ‘160.6 Aureueo .y ng ‘asunon jo ‘ssaaone eseFen5 \us90p eonpe SIH YEU a Sung puE ~~ (g) 80669 04 siopoyoreys sau shed oun ‘5 yons ‘se1uedwoo ynoge uoEULO}U pooB eu SONS oma] oNDUA — 0!09 WEIRD ona wou nd "vOUdA, fue 10m Jo Sod PUL ean eae See ‘uos pue pus ‘ob0z 01 9002 wos) sotuedwoo Somenove udeiB aul § ‘om J sau exeus oun sous ue “spo Buporo} ou HIM Pat OM BeKCD Z | sspuen Sulqu9seq — » se ——5) —ez 1 | Binieegeo a as P48 89 000 1 OS ou Sejueduos Buyono} sBed uo ere en peoH LA, P2048 wu jooo ,u, uses I | eSTrys "M1 Buuedwos yodo1 pom-eouewuoped Auedwoo uo yoyo esienpe Ue eney pinod {yes Jo UoNBICURVEp Aue Plone BM ‘huedwioo pao yoyo solew @ eney osje ed se ssepjoyaseys 01 pasiwoid oom sino gol eseyy 0} yovoudde in ‘sue snoseua6 weUt eequesen6 syaesquoo sieBeuew Jojues 0} pueBos yun jueyoduit Aueinoiued 51 siqy 2060 4p jo qnses e se sof 1104) eso) (p) seahojdwie 0} Paseyo pue peaiBe aq 0} aAzy jm suey AaUepUNPEL ‘eiow#eypn4 ‘pas|uowyeY pue pemelne: 2q Oo} /paeu jim SeOUSIELIP Pa!eU! MOUS ©) saluedwico om) 04) J0 soumionas Aed eu Ans! seefojdwe oy) 04 112 eq 0} ue AauaBin jo JeyeW & Se Pessesppe aq 0} PAeU jiu FOU} ATP (1) ‘senssi YH JO Joquinu e sasies JeBiew eu, “seuuioo ‘Avessaoau Aue ppy “unouoid aanejos ojqeyns 2 yum deB yoee Buny Aq yxo} ay) a12;dUI0D ry sunouoid eaneiou “enjen sepjoyezeys ejqeureisns we} -Buo} pue sures 1s09 se 84) 0} sauEQ syeIPeLULL! JeAI}OP ‘suouBiny paiap!suco ‘omy 40} sated so4)0 Aue yoe1UCo inom Aueduioo aut pres jay uo de} Jo asea.oul Ue “pig iseie| Siu ‘ezeys e deo} Jo dnoi uout “youel aly LOY JOY UP JOpIsuCD « poaiBe Aepuaisad ‘eunioeinuew syueuoduico auigoworne au ‘21d se\Bojouyse1 peouenpy “piom ojqeuins © ym de6 yous IIL < sisoo —siomjeduioo-——ayesau0B 9 somyno ——wva}-6uo} eonpar § swuowonosdust 1809 ynovepun sooud qwoseyp ppe ¢ onjen _semuouose_—aeiBoqur Y 7 aqeosyo~— Buesodoenonyoe 4 “yun aip uy seadde Kou se spiom om YOLEN & “sennng8 6109 no J08n90} 80] 0} ueBeq em {UBno.y} uo}suedxe soleus jo poued B sey @ “uoneastuiwpe se yons seeze peyeoljdnp uy A\jeoedse ‘auiusesBo1d ———— jofau 0} pa] @OW BULL “sqof 0002, Buna Aq 2010110" ay) 1 sueid Peounouue Auedwoo ey) ‘pig emisoy e 1y5y OL g 1809 yentueisqns Janiap jim soBuew eu UB IQNOP OU S| Bey, g sjeay yse66iq sno 4en0 eBewuenpe Beinoes 01 sn djoy jw soGs0u OL “sores: uy unser 60} 01 pee} pinom so yo ou) Bundoooe yeu) sieployaleys pjo} UBWHIEYO Ou, sspeou Gulures; eBenBue| sno ssesse-a1 0} pey am ‘Auedwoo uewey| ue yy Jouy z “uuewseuueW, 40} pq aysoy e peyoune| ‘2UOJEPOA USM 9x00 SEM JOWDES SWODBIO CULL “spi0Mm Bi ut 40 WO} e109 oun YM SeoUaIUS OY Bo!dWIOD Z UoUjo OM wos} JUoL941p dnouB ouo uJ sp10m (94) a2e mo} ‘sdnoJ6 om) oWU! Wey) Ind “ueydAY © Yum paulo axe ey) sp10M jo sejdwiexe pul soay ‘vedusco reqoue | Avedwoo ewoue | Auedwoo 4 pasnboe sem | gum po6ioyy | sowoue posndoy *sdno16 191100 ay oyuy sojuedwio> Buymolio} ‘yy ind pue weBe 6z eBed uo aoe ou; PEO | a)Exam practice Reading Test Part Two hee aan err oping nergy abonnieren 1 Srotevine beat cortance rom ArH tofitinaac of? «For each gap 1-8, mark one ltr AH. 5 bo notuse any eter ore than once 2 Three an example a the besoning ce Eaibiton lat week in Bath and | would itt tate | eof conference cent vow in the wide range o! None wr on our websteat www devonshiremanoy Dear 1 was delighted to meet you at the UK Conferen the opportunity to thank you for the intrest you have represent. [0 [Hf Photographs of our superb centre can couk. | acres of private woodland and gardens approximately 10 mics out of Devonshire Manor is set in 100 acres of private woot foe ee changes Deon | Exeter city centre and just seven mils from the MS motorway [1 ator ie ‘managed sae ce the atmosphere ofa traditional English country estate Devonshire Manor provides the dal venue for both conferences and meetings of HP 0 0 Acie, Fa ean Prec an immensely popular sting fo fnctions such as open-alr Press conferences | eect Inonches ihe meeting rooms themcles are completely self-contained, with fall ir speed Internet areal | conditioning and sound-proofing.[3] _] Flip charts, whiteboards, TVs and included at tandard_ Photocopying alte ar also avaiable at an extra cost. Devonshire Manor has 20 en suite bedrooms al of which are beautifully furnished and contain a writing deck colour TV, fee wireless connection telephone and minibar. We hope that delegates find time to enjoy | the cahn of actitieswbich both the Devonshire Manor estate and is surroundings have o offer (4 iAficr a hard days work, such leisure facilities provide guests with the perfect opportunity to unwind. ee ee ocharniteetoepeey(a) te pee | inches parking and unlimited use of the leisure aciites during your tay at Devonshire Manor. 6] _ sRrctety jou would ike odscus your particular requientents with us in more detail, we woud | te pleesed #0 meet you ln the meantime if you bave any questions regarding the above information, please donot hesitate to contact me on (01392) 548697 look forward to hearing from you. Yours sincere! ” | For a quotation for your company’s proposed conference, please complete the enclosed form. This isthe reason wity we give all delegates access to computer projector LCD and other visual ads | | addition to the house itset, ther is also a beautiful terrace overlooking award: yunds. cng award-winning groun “The large 171 century house hasbeen att ‘amodem conference centre. " com> ly Fenovated and refurbished to provide all the amentes? ‘An extensive range of conference equipment is provided in each one, Fn adton toa nine-ol got course, Dex Ingen anne - Devonshire Manor has four tennis cours, an outdoor nested | Reading Test P Read the me * Choose the ‘+ For each que * Thereisane Oursalesper Kurt achiew Congratula “There was a (2) in fu After a bad Mike McGi over €1200 In France, (3) tows for the last sales team, As for Fil However, Finally, jus clients as A usual A levels A r0cov 1 2 3 4A comm 5 A route 6 A man 7A mem 8A mm 9 A incr 10 A stateal aids. nds. amenities ated \modatio"- fecilty- Reading Test Part Four Read the memo below about sales people's performance, Choose the best word toil each gap. For each question 1-10, mark one letter A, B, C or D. There is an example at the beginning (0), Salesperson of the month ‘Our salesperson of the month is Kurt Steiner from Stuttgart, who wins four bottles of the finest champagne Kurt achieved sales worth €150,000, which means that he (0)... his monthly target by over €40,000. Congratulations Kurt! “There was another excellent performance in Switzerland from Cécile Fourget, who almost won the prize fon account of her (1) .. high sales figures throughout June. Another Swiss salesperson with very good (2) win June was Marie Dupont, with total sles of more than €130,000. After a bad start to the month, sales in London (3) .. swiftly, mainly due tothe superb performance of ‘Mike McGillis. Mike was successful in winning a major (4)... with LTV Production, which will be worth ‘over €120,000 for the company. In France, Claudette Le Blanc from Lyon sold €70,000 worth of business. This will ebviously go long (6) ..-towards increasing the turnover of one of our newest sites, which has been forced to (6) ata loss for the last six months. Our Lisieux centre has also done wel, with one ofthe newest (7)... our French sales team, Jérome Zola, selling €50,000 worth of business. {As for Finland, our (8)... figures suggest that sales are well down compared tothe same period last year However, we expect that the situation will (9)... quickly once the recession is over. Finally, just a reminder that our bonus scheme runs until the end of this week, so get your (10) .. out to clients as quickly as possible, Who knows, you might be our next ‘Salesperson of the month’! Example 0 Acxceeded B excelled C overtook overcame ABCD usually regularly consistently evenly levels resuits orades marks recovered regained restored repaired commission ‘agreement contract arrangement route distance run way manage act operate ‘work members delegates associates partners immediate actual Instant current increase Improve enlarge elevate statements invoices charges accountsBSEEAES OS Bage8 ograowwene ees 6 JUDE DSM) » BESSoCoCop eyduiexg (00) pue (0) soidusexe omy yn suib0q asposex0 OL « “193uHOo 51 0uN 8 | suum 79860 St OU PI Y08N109 are SoU] oWOg “pioM AressooUUN oi PUY ‘Zk-1 OU] PELOGUIT YER 104 "pea 249 Jo asus ox yu UW 10U 0) Ageoneususes6 2940 31 s20p 20 pawcoU! 2849 S11 -B10M Aresseoouun ouo s1 aroun "91 BUMO|O} BUI} SOU SOW UI & (v) ms wed 1801 BuIpeoH, 00 | ° . “soonsuogpne wey pre ae 0w oy sKeep paste pre 212s Jo yn souRPeT YsE> 000'7 HTH SE ~~ (S) | | 2amps ded paseq-soueanopiod e yuowajdun 01 sued paounouue yung ayy way oq aindsp au, -salojdure Suppomprey Sorprenas jo hem zur sta _— oy Jo hem ram est gunag>s mau agp emp sas EG a ssanoH “SaquioM ™~ (QT) 30 00'S7 39) 2223) ded aan2oyo ue oy prays UTEUTEDS SuorEM 249 ~~” (6) seid pey uonse 2tp exp suonm oq 4g SuFEP pAIEP OFT EEG UL “O00 moge AO 9G Pee IS 29 ut ed Bupqe ajdoad jo soqum axp exp Pu O0S"T #40 Jo IOI ® Jo ~~ (6) P2sOP Pey s9q>UENG OOT ty snag ye pres weg 2 UEGSON Aq asuasuod, ~ (€) Ppuesg Uaeq AE seAAMOG UNEP SOUL, _sondausip snouas, vr tmeepon m mopore eran ny dae Laden 2 ur aopsaio ye a 0 Deda sNOU>T = (1) PES 0G zpos Meee ee aa any sii (o) Tad 8295 russ v omdp ded gem Bu» Jprear omy ano hepa spon jo ea © Bugg 27m soon 2ueuy Jfeu om pe Erg UeyEN, | qordunt ayeus oy sppey ays shes que Ce Peron s|the impact of laimed that a for industrial ‘union called at fewer than 8 Part in the n had put as thorisations, nda Conroy. rations’ The areas of the pay scheme, s. However, ncorrect or does correct, write Newsletter toe yer ahr Ioieg fo he bts of Sit, or Sed meh shat sagem cue pomes hee oe moet eatin Pe ron fow wat, he tee Ot obra offices in the city centre. Bus has oe sets as gem bymowtan eater ‘utr te pst ar rere te bach scoot Coa presi nw cna win ene he cre rae Scena ee ot outsaveny i maraponot tar, Ts cna we ‘tay be ra wor peed fe en te ond wn he cota ms cease Yanna ne oe Dev dra ns coraran it nea ena er Ye cla tow 8G conc wot expec ay {sere and re marogune tongs ey easoored tee post he wotlet newton wa ba pon tebe eee tes ‘aes and moni We nous oe he cares tance rragomet o'er sts ore ntnene renee Reading Test Part Six (@) + Inmost ies of he folowing te theres one unecessary Wor, ts the does not fit in with the sense of the . rem * For each numbered tine 112, ind the unnecessary wo ines are comect. foreach Fy word. Some ti rect. a tine is correct, wet ‘+The exercise begins with two examples (0) and (00) oe lal lelelINC oe ee sO (0. One of the most effective ways to learn a language isto take a course in (00 the country where it is bean spoken, That Is why more and more 11 business and professional people they are attending language traning 2 courses overseas rather than in theie own county. Although such courses 3 may be expensive, participants have the opportunity to work on 4. developing ther skils every minute of the day. In addon to have formal '5 lessons, paticipants have the opportunity fo learn in socal situations with 6 trainers. and fellow students. Staying with a host family that owes 7. participants even more of exposure to the target language and helps them 18 make immediate use of the language they have leaned. A course 9 overseas not only gives to participants the perfect way of experiencing the 410 cuitualifeofthe county ata firsthand, talso provides an opportunity forther 111. to make network with their counterparts and gain valuable insights which 42 will help them for operate more effectively in the global arena which is international business today.j REED Trade fairs Exhibiting at a trade fair water bene te erLanguage 5 ‘26th-29th October 2011 The NEC Birmingham | eat Tran you fr your interest in he and future shows for you. veld rng he Fes of Camis a thesign and practical products. The Festa lows YOu “Jrosphere tat allows you to show yur products to thei Bes Now in itstwenty- tied yer the Festival of Cra sor es of Ceramics sho AS requested Lenco FEE cl ferstand the importance of goos ce attracts bers who understand t 9 ect customers ot ad new, fae to face, inan vantage, ics emains te argest UK-based exhibition fr ceri den, al canbe found here at this exciting etn From the smalst 9g cups tthe largest po forthe garden, al a cea yur eoumi produ there wl bea ae fr tem The exibition has beer atvaring oe seer ard ovaries since moved tothe NEC three years ago, Buyers wo attend come fon srrcpondent etter deparinent stores ai oder houses and internet traders. 1f hese ar the popes reed to met, you wll at be disappointed. The key tothe continuing popularity ofthe Festival of Ceramics sits selection of exhibitors, ensuring tht | tyersare sting the very best in he industry, In adtion to workshops, business seminars and shows | give support to people inthe industry, nating them to make the right decisions. Festival of Ceramis i lnas oversubscribed and bythe time thiseter reaches you, many ofthe aati, Writing 7 | Stans wilaeadyhave ben reteoked Therefore we recommend you teserve Your stand as soon possble and we qurnte a applications willbe gen our fl attention the moment we receive then. IF youre ay further infomation or adie pease do not hesitate to cal Alex Whittle or mse on losreenal senmgrsbetermmacon ns NW | ook forward to hearing from you. Best wishes Liz (pig Lz Coping Sales Manager 4 Look atthe letter again ‘again and find examples of the following, standard latter phrases SN —_ ene ‘supporting ideas, NN linking words Optional task aeLanguage 5 Lookat the following sentence. Fi ind further examples in the letter of the present simple referring to future time. ‘All applications will be given our fullatention the moment we receive them & Complete the following information with phrases trom the Festival of Ceramics letter Standard letter phrases The following phrases are useful when writing letters. I deta 1 deta oF, ‘Referring to an earlier letter or conversation With reference to yourletter dated . in which OF 3004 Further to our conversation of. in © Enclosing Please find enclosed. For ceramicg — ing exibition, © Offering assistance acting over Souls youhae aya question, come from se contact Me O.. he people a pereieta © Referring to future contact We look forward to meeting you on. suring that — d shows, we he available Writing 7 Write 2 200-250 word letter of reply to an enquiry received by your company. Give details onas ‘about the company’s products/services and prices. Consider the following. ve them, + who the reader is and what information is needed yself on + the purpose, order and content of paragraphs * your main points and supporting ideas in each paragraph rdrepon trade fart neretto your company. Wit 200-250 word apo attack 8 Gesceting the ‘event and recommending why your company should exhibit ‘there. Tadeo ties CED Option:market | MEE Entering a I ‘et yn market? Researching a mark seoreonning non ma? pany do Speaking 1 What research would a cor Language Reading = 2 Ter aine on the opposite page. Where might you find an article like this? Whois ™* Speaking Read the ext again and snewer the following questions. 1. Why isthe UK eo important to China? 2 Which industries in ChinaROA Doing business in China Britain! {Wah oncof the work fe rate of cone powth ands poplion of shout 134 blion Chinn an es marr endo bsnen wih UK export China his cord high September lat er, aching 743 milion. Alcough ‘mors fom Chins in he sane roth ached 2.4, the incre in ‘por came 1 goad news a UK companies who had cn etonn hit ‘ale the Aan gant inthe preceding year The Olympics in 208 provided 2 ‘alable bidgeerween Bing and Landon with UK ems playing hey rein the design an engnerng work on he Ohmpc wad, swell the new apr terminal Now in 2011 the UK contig encoage bork expr and Impor busines wth Chin ‘The UKs sug match Chin cd pica nd and mechani equipmen rac rv emiennra ad ison echloy a hie eewen uy and Speer 2010 che ene ck andar pare ‘pl exporao Chip thin ma for theo inc ver Opprenies ‘ior an ve reign of UK compari et may fil thy do ot pat suficientes feria undrmadig me fer ierecea bere ‘he two ares Sc in Chin poe ba lepton em cent nd dh si rach hema 4 “Taosnd of eh companies have achieved 2 exe dia Chins, nly nthe south, bt now hough the county However thr ae x number n farses or woking with the Chinn maha vil ecogiae ‘he mporance ofthe dlfecaceshermeen the Wenrn and ancnwaye of ding busin. Ipornce of hes ell difeencs unde many ‘miunderaanding ing from busine neon Buigreaonsips ‘ich proper Buinen partners al or the mon cent commeria teasscsons Viually al asso in Chins rev rom he careful ‘lain ofthe Chines pare by he foregone unl elton of am ‘coher Faring spect ween andonce accent relationship ha been ‘alike, commercial wanacon wl ollew. Tak tie to eto now your promecine inept, oo trade us, vine cores an find able (Chine allyo work with you. An effective Chine clea wll fen be abe to work ot who in the other neptitng ear holds ea poe, noe aay, ‘he bom and ep smoth ou ny pole problems wil alt leas be recnary tov the market nd the presence of Wentrner soul so be ‘plow the fll Chines busnesmen wll en ent by frig 8 sm ndiaon of cenity ad comminment by the Weer company. ? Language nie? who 16 ‘Speaking a ‘Look at the articles (2, an, the) in the text. What main differences do you notice between the use of articles in English and your language? ‘Choose one of the topies below and talk about Ht for one minute. Before you begin, think about the following, * how to research anew export market ‘+ the importance of 900d preparation for a business tipSpeaking Listening 1 @ Business ss a notes using UP to threr ‘Tonya Liddell, @ m ampiete the notes 19 UP to three worgy doing business Im " umber. ms in China 3s cepted business norm _ 1g ere are few univers 92 “i, Ep caryetroushout he 7 _ 2 | _ wis essential to 40 thorough ti 3] visting china é yoo 8e <_< 5 5] sviewedasenrere 48 ity _ inhina into account the sev yen traveling fom: ott always take nto account Neve 4] hen aeting fom yt in chinese cet — 5 Bl Upon aval you normally be Met BY 8 Ep andteliow staf = 3 2 | st ofa eveyone exanges with one another. . 7 ‘he hox when formally open the meeting with 9 to the company and ts operations. 8 | Visitors should notify their hosts in advance if they intend to use Chinese hosts usually organise a a foreign visitors. ‘A good topic of conversation is to enquire about your hosts __— TheChinesefeelanobiigation ety ligationtoprovide se ‘They will often arrange. ge aca business association 6 bog Writing 3 You Optional taskOM abo, ut Words et a for visitors s? Waiting 3 You have reclved he foto ve received the following eter rom business acquaintance in China. Read he letter and write a 200-250 word reply. “ ina Read tn ‘oncuina 21 June 2011 Dest 1 donot know if you remember me but we met athe RC Mandarin Hote in Sangha ast month, You tpve me your business card and Lindy offered to help mi ever planed to visit your sounty. 1 am pleased io sy Iwill be attending ate fir in your city next month am inthe proces of making ‘ny trv arrangements and sit is my fist ip to your county. woud appreciate tf you coud give me some advice. dation and how to get around the city. Should In particular, would welcome your advice on accom ould you recommend ples to Tarange ea hire, fr example? Also, as will ave my evenings fe, ‘ct? I wll have ee day fr sightseeing aswel, What would you suggest ¥8o? ‘hope we can meet uring my vs. 1 would very mh ke invite you fora meal ane evening 8 “Thank you again for your lp hope to hea from you soon Regards Chen Zhang el a en pe AD ADS OOD Optional task 4 Look ata travel website. Choose a destination and prepare brief presentation on where to stay, what to do and where to eat there. Pee Ma is Uys tHe Pre Oe ie ot Entering a market aE «i | | | | 1 Some of the following lines cont ‘word. Underline any extra words In line 1 With a reference to your letter dated 1 Novernber 2 in which you requested information about OUF '3 forthcoming exhibition ‘Management in Action 4 please do find enclosed details about this and '5 future events in the region. “Management in Acton’ 6 which is the showcase event forthe region's major 7 business training organisations. This year's exhibition 8 ‘includes 90 free taster workshops, covering 9 these areas such as motivation, health and safely, 10 team-building, presentation skills and e-commerce. 1 tou require any further information, and please 12 do not hestate to contact ether myself or Elizabeth 419 Wellington on 01952 345642. We are look forward tog 114 hearing from you in the near future 2 Complete the puzzle. Which words run vertically through the answers? +1 Organisers can promate an exhibition by placing a ‘i arnewspaper or magazine. 2. Exhibtion organisers often respond to enquires wth a standard letter of 3 Companies interested in exhibiting have to completean__formand send samples, 4 The__ofthe stand and publicity material ‘needs tofiin with our corporate image. 5. Earls Curt hosts many tp internation ttroughout the yea. © Oneclthe main_for exhibitors isthe chance to meet customers face to face 7 Exhibition organisers often reserve a number of {or frome exhibitors. 8 Buyers come rom independent ___as wall as large dopartment stores. @ Atan exhibition, vistors can see the actual goods ‘rather than just photos in. 5 the words to make formal phrase, Re-arvaizen correspondence. from written 4 enclosed / please / find Please find enclosed —____——___ “ol [to reference / with your 41 Find words int Business _; eating /we / forward /t0/ you yaversation / further / of J should | have / you any = 5 further / questions. Time clauses ‘Complete the conversation. Put each verb in brackets into the correct form. 1) Many UK fi particulary (© HiPioss, its Jan. | hear (I youlgo) _ 04 ing to the trade fair in Poznan next week. 2 Ensure tha Yes. How about you? port sts ty stakes Fo 2st Or ect aa Se, 0-204 nes Use nbn i bier) ont g tseinend 208 Sa 2 onsonase malas) i ‘tots i eure Fr Rah Worn Rl Sen Fen, 1208 5) t 200-250 J about tee word report ona companys web. ud formation aout Optional ask 5 remate and woekneeees and make recommendations forts uther development | !Il 2 3 1 othe following statements refer to postive oF ‘negative situations at work? Self-study 4a He's been overtaxing hilt att ur new ine managers relly created a 28” ‘spit ‘Some members of staf are struggling to cope wit! some of the naw technology ‘We have noticed that old courtesies have tended to disappear since we've been using email My new workstation makes abi more convenient for doing any confidential work. Flexible working means there's les of a conic between my work and home He. 2 Choose the correct word to fil each gap. ‘Well, ve been here for afew months now and 'm really enjoying it. t's quite aiforent rom my last jb. For one thing, the working (1) here ‘The managers have (2) th if wo are al (5) definitely very diferent from the Id company. flexible working up 18 agenda and (3) ‘areas where it would 1ake more (#) "to work trom home. Altera ‘onto the same network, then the (6) ____ of your workstation doesn't really ‘matter, 00s Wt I's just as easy 0 (7) toa team using email and the telephone. Working rom home is @ win-win situation because it increases teficlency and cuts the time it (8), ‘wavaling to the offes. 1A sie B surounding © environment 2 A pushed —B encouraged © promoted 3A controled B identified clarified 4A sense B logic © value 5 A joined Blogged =~ booked 6 A location B workplace © premises 7A connect B contibute © co-operate 8 Alasts ——-B demands takes 3. Match the words. 1 book—_ rine 2 fostor a meeting room 3 key a number into ‘operations 4 mun outot ‘telephone terminal 5 show team spit 6 centralise ‘supplies 7. adapt to intorest 8 vacat ‘anew way of working complet och sertence Wit SUR ag The : performance in the workplace. 2 Theuse 3 were very de 14, Some jobs ‘connection Mlestye ang 4 vtemal nas a define impact ty inthe ofc enon pendent __the tae wa on or operations 7 by ata such as marketing, a6 mere Same lobe Ppeble working than oer, Toumped__— Sarat the cate tis earepany 1m working oF NOW has ever 9 Gymandacaé ste things tke formal Match the verbs with the appropriate nouns, a meeting Use the exact orm of the word in brackets to rewrite the following predictions. 1 Trafic congestion could be eased by telewoti, 2. I can't imagine the office will cease to be importa (ant 3 took asthe inter ready to expose ey —_ 4 More people will want to work from home. ouney _ 5 don't think everyone wi have an Pac? eprbabey ee {8 Working from home is sure to increase In SY (undoubtedly a Fl each gop with a suit Over the past decade me have developed the els business, nal, eye (1) more tian a ‘cutent ainees proved 10 now discoverng wil 6ot ust prove be: Channel @) wat way they do business. ©) asretaing ‘aready reaisng subst the 1) ebusinessis usin trenstorm basi 2 Most large comes customers can 3 3 Theintometis ve te update their 4 Many people wo ‘make francil 5 More and more the iteretana 66 Many lage com wide compute 7 The challenge is into the compar 8 Incxdor to acco touse awed _cets to eleworking. gestion _ 1 Fi onc gop witha autable word. (ver he past decade more and more companies have dovlope the etc secton off business Ina, hay expected th mtrnt obo (more than an aad on) curfnt business procedures: However companies von dacoreing@) ——lcron banat wil ot us prove to be an iin’ or cheaper sales Chanal() "~~ wil undamertaycnango te way they do business, Companies mn gots (5) as retain or mana sences ar steady realising substantial savings by unng the internat to encourage (2) growt ofseltsenice’ actives fr cisTomers ana Suppliers Corporat intranets now alow stat to access traning at 7) time and make travel arrangements and He axpenses on, reducing the cost (@) are common o uch processes 2. Complete the puzzle. Which word runs vertically through the answers? e-business is using technology to transform basic business processes. 2. Most large companies now have a where ‘customers can access product information. 3 The internets vory flexible and allows companies to update their news very uicky. 4 Many people worry about using credit cards to. make financial ‘over the internet. 5 More and more people are geting connected to the internet and then buying good! 6 Many large companies have a secure company- ‘wide computer network called en 7. The challenge is to_ internat technologies ino the company’s business processes. {In order to aocess the World Wide Web, you ne touseawod * ‘9 Companies have to remember that e-business is about ____ and net technology. offerings 2 orders 3 customer wants 4 ‘customer behaviour 5 communicate wih operating efficiencies 6 analyse Inventors 7 personalise pariners 8 anticipate transactions 4 Match the words. 1 competitive support 2 aftersales “advantage 3. product tumover 4 stat base 5 customer learning 6 distance service Future perfect and future continuous, 5 Use the prompts to write sentences using the future pertect and future continuous. 11 network half our suppliers / by / end of this year Well hove networked half our suppliers by the end ofthis year 2. do more online training Jin future 3 not finish / report / by / end of next weok 4 not use / any paper invoices / next year 5 complete / website /by July 6 rethink J Intomet strategy / over next few wooks | 7 internet usage / double / within ve years ee a {8 not launch / products / unt / website / complete10 " 2 Listening Part ne €9 ED scorer tse + You will hear the Managing Director ofa cosmetics mar story of he company + Asyou listen, for quesons 1-12, compete + You wil hear the recording twice. me nots using uP ro ree word OF @ RUMP the notes us ‘The History of Eldertree Cosmetics Batty dys ‘The company was established in by Olivia Jenkins. of natural products er products sold well because ofthe narra in 1977. In order to satisfy demand, the owners had to find The 19808 ‘The introduction of new products resulted in the of the business. 198 GrOUP of vistors about thy By recruiting professional expertise, the company managed to secure with major UK retailers. ‘To support further growth, Eldertre needed both the. of a bigger company. In 1987 the company was acquired by Greenaway, the UK’ largest. ‘To improve productivity, Greenaway decided to build a in 1988, Greenaway also decided to keep Eldertree's for its products Eldertree Cosmetics today Greenaway has centralised functions suchas its In spite of its increased size, the company has kept a In te last decade Eldertree has become a both at home and abroad. Pant Two €9 CD + You wi hoa + Foreach extra list AH For Ta + You wit earth ‘TASK ONE-TRA + For questions 1 + For each extra + Write one letter 2 “4 1s 16 7 TASK TWO - CO *+ For questions + For each ext = Write one lett 18 19 20 at 22