English For Business

Stephenson defines business as, "The regular production or purchase and sale of goods undertaken
with an objective of earning profit and acquiring wealth through the satisfaction of human wants."
Lewis Henry defines business as, "Human activity directed towards producing or acquiring wealth
through buying and selling of goods." If buying and selling take place honestly, business will definitely
grow and give satisfaction to both buyers and sellers. Business ethics have become a buzzword in
modern system of business that have already been given top priority in Islam and practised well by the
Prophet (peace be upon him.). The way the prophet did business has set the best example of honesty
and transparency.
Islamic ethics for business: According to Islam, ethics and honesty play a significant role in making
business a grand success and give inner satisfaction to both buyers and sellers. Islam considers
truthfulness as the essence of business transaction and glorifies an honest merchant for his fair and
squire dealing in business. In fact, Islam puts the status of a truthful merchant at par with that of a
warrior and martyr in the Hereafter. The Prophet (peace be upon him) exhorts the believers to stay
truthful and transparent in their business dealings. .
The Prophet (peace be upon him) is reported According to Kaliana, There must be
to have said: “The truthful merchant is complete honesty and transparency
rewarded by being ranked on the Day of between buyers and sellers and between
Resurrection with prophets, veracious souls, all members of a business establishment
martyrs and pious people.”
(Tirmidhi, No:1130) to develop and sustain trust and a viable
long-term relationship.
The Prophet (pbup) says: “The seller and the buyer have the right to keep or return the
goods as long as they have not parted or till they part; and if both the parties spoke the
truth and described the defects and qualities of the goods, then they would be blessed in
their transaction, and if they told lies or hid something, then the blessings of their
transaction would be lost”. (Bukhari, No: 1937)
A. Read the text and answer the questions given below:

1. How does Lewis Henry define business in paragraph one?
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2. What is the status of a truthful businessperson in Islam?
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3. What will happen if a businessperson tells lies in his business?
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B. Read the article. Then check statements True (T) or False (F).
□ 1. Islamic business principles give inner satisfaction to both buyers and sellers.
□ 2. Islam does not favor business transparency.
□ 3. Islam encourages earning money by hook or crook.
1
2 English for Business and Management Students
8 Conversation: What do you mean by supply and

demand?
2
Words Vocabulary:
ArabicMatch
Meanings
wordsMeanings in English
2 with meanings in English.
1. acquire ‫َىتغة‬ a. an instance of buying and selling something
2. significant َ‫ها‬ b. a brave or experienced soldier
3. truthfulness ‫ِصذالُح‬ c. buy an asset for one self
4. transactions ‫اٌّؼاِالخ‬ d. the act of being truth
5. warrior ‫ِحاسب‬ e. very important
3 Generative Vocabulary: Fill in the blanks with correct word -forms.
Nouns Arabic Meanings Adjectives

1. resurrection ‫اٌثؼث‬
2. ‫ خاصُح‬,‫ِصذالُح‬ truthful
3. quality ‫جىدج‬
4. ‫وصف‬ descriptive
5. piousness ‫اٌىسع‬
6. ‫صذوق‬ veraciousness
4 Multiple Choices: Choose the correct verb / phrases.
1. It will take a long time for the board to--------------------- this mess.
(a) sort out (b) turn around (c) put in
2. The research was ----------------------by a team of Saudi scientists.
(a) led into (b) carried out (c) placed on
3. The new functionality will speed ----------- the checkout process.
(a) in (b) into (c) up
4. We have decided ---------------------pursuing this course of action.
(a) out (b) off (c) against
5. I'm sure we can ------------------ something out.
(a) work (b) lead (c) do
English for Business and Management Students 3
5 Writing: Frame sentences of the following words.
1. entrepreneurship (‫ )سَادج األػّاي‬-------------------------------------------------------------

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2. partnership (‫ )ِشاسوح‬------------------------------------------------------------------------
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3. franchise (‫ )اِتُاص‬------------------------------------------------------------------------------
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4. promotion (‫ )تشوَج‬---------------------------------------------------------------------------
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5. discount (ُ‫ )خص‬-------------------------------------------------------------------------------
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6 Grammar Focus: Fill in the blanks with correct verb- forms.
1. He ------------------------------------------ a manager when he was 25 years old

( become / became / was becoming)
2. My distributer ------------------------------me while I was talking to my friends.

( was calling / called / had called )
3. I ------------------------------------------------your proposal and I am quite impressed.

( have reviewed / was reviewing/ reviewed )
4. The workers-------------------------------the strike yesterday, because the company gave in to

the workers‟ demands.
( calling off / called off / had called off)
5. I ------------------------------ those changes last week

( have implemented / implemented / had implemented)
7 Pronunciation: Learn these words & pronounce them in chorus.
veracious / vɛˈreɪʃəs / warriors / ˈwɒrɪə/ transaction / tranˈzakʃ(ə)n /
entrepreneurship /ɒntrəprəˈnəː/ resurrection / rɛzəˈrɛkʃ(ə)n / franchise / fran(t)ʃʌɪz /

8 Conversation: Business telephonic conversation
Sofia: ring ring …….. ring ring ………….. ring ring …………….
Naif: Hello. Binzagr Company, this is Naif speaking. How can I help you?
Sofia: Thank you! This is Sofia calling, a representative of Avon beauty company.
I‟d like to speak to Mr. Khalid. Is he available in his office, please?
Naif: I wish you could but he isn‟t available in his office at the moment. You can
give me message for him if you wish , please.
Sofia: Uhm…… this call is really very urgent. Yesterday, He complained about a
delivery problem. Did he let you know anything about it, please?
Naif : Yes, he did. He said that I might receive a call from the representative of your
company. He wanted to know if the products had been sent on time.
Sofia: I think so! Let me confirm about it, please. I‟d love to resolve this problem.
Naif : Well, the shipments of the new cosmetics for beauty care were supposed to arrive
last Tuesday but we haven‟t received them yet.
Sofia: I terribly regret for delay. In the meantime, I have contacted the delivery
department. They said the cosmetics have already been shipped and will be
delivered to you by tomorrow morning.
Naif: Excellent, I‟m sure Mr. Khalid will be pleased to hear that.
9 Role Play: Ask your friend some questions about some of the
factors that are responsible for the success of a business.
10 Peer-Writing: Write a business aid about LG washing Machine.
Example
Elegant Ladies Purse & ASK, Jeddah ,
Hand Bags Fantastic and stylish on
discount rate: Starts from May 1, until
June 25,2016
Leather bags in black, pink and white

colors – SR 250 only
Soft leather hand bags – SR 300 only
Hurry Hurry Hurry

2 Business Entrepreneurship
1 Reading: Entrepreneurship is a major force in the global economy
Definition of entrepreneur and entrepreneurship

Entrepreneur is a loanword from French. According to Oxford dictionary, “an entrepreneur is
a person who sets up a business or businesses, taking on financial risks in the hope of profit.”
And “entrepreneurship is the process of identifying and starting a new business venture,
sourcing and organizing the required resources, while taking both the risks and rewards
associated with the venture.”
Entrepreneurship plays a significant role in boosting both national and global economy. It has
been unanimously accepted by the renowned economists across the world that a successful and
committed entrepreneur tremendously contributes to economic growth and prosperity of his
country. He creates job opportunities for so many jobless people and bring home happiness and
prosperity with his innovative venture. Entrepreneurship serves the requirements of both small
as well as large businesses. In developed countries entrepreneurship has established its foothold
because the people realized the autonomy and bright chances of self employment.
Charateristics of an entrepreneur
A good entrepreneur is a person who has several qualities, such as taking initiative, risk bearing
capacity, controlling business with vibrant and innovative ideas, sincere commitment and
dedication. Business founders often immerse themselves in their business enhanceing activities.
Secondly, patience is a sine qua non for entrepreneurs in different changing situations and
ambiguous business environment in which they most often operate. Thirdly, flexibility is one of
the core values of a successful entrepreneur which enables him to adapt to the changing
demands of their customers and their businesses.

1. What is entrepreneurship?
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2. Why has entrepreneurship become a major force in the global economy?
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3. Why is flexibility the essence of entrepreneurship?
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□1. An entrepreneur should avoid taking any risk associated with a new business venture.
□2. An entrepreneur needs to have patience in all challenging situations.
□3. Entrepreneurship is a process of identifying new business ventures.
2 Vocabulary: Match words with meanings in English.
Words Arabic Meanings Meanings in English

1. risks ‫اٌّخاغش‬ a. wealth, success
2. dynamic ‫فؼاي‬ b. a daring journey or undertaking
3. venture ‫ِششوع‬ c. to involve oneself deeply in a particular activity
4. prosperity ‫اصدهاس‬ d. full of energy
5. immerse ‫َذِج‬ e. a situation involving exposure to danger

1.commitment َ‫اٌتضا‬
2. ‫اتتىاس‬ innovative
3.flexibility ‫ٌُىٔح‬
4. ‫هىَح‬ identical
5.tolerance ‫االحتّاي‬
6. ‫غّىض‬ ambiguous
4 Multiple Choices: Choose the correct answer.
1. Which word means difference between income and expenditure? -------------
(a) loss (b) profit (c) balance

2. Which word means legally required? ----------------------
(a) statuary (c) recommended (d) warranty
3. Which word means positive balance?
(a) credit (b) profit (c) loss

4. Malika needs to ask her parents to lend her some money because she's already
--------------- SR. 500 from the bank.
(a) overdraw (b) overdebt (c) overdrawn
5. Uzma worked really hard last year so she was given a 20% pay -------------------
(a) extra (b) increase (c) inflation
1. enterprise (‫)ِششوع‬-----------------------------------------------------------------------------
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2. identify (‫)َؼشف‬----------------------------------------------------------------------------------
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3. diligence: (‫ ) اجتهاد‬----------------------------------------------------------------------------
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4. general partnership (‫ )اٌششاوح اٌؼاِح‬-------------------------------------------------------
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5. line of credit (ْ‫ )خػ االئتّا‬---------------------------------------------------------------------
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6 Grammar Focus: Fill in the blanks with correct preposition in brackets.
1. To sell something for less than you paid for it = to sell something --------------- cost.
( under / below / on )
2. -------------------- the end of next year, we will have made $100,000 in this business.
( by / until / in)
3. Our sales have been down ever ------------------------the bad news came out last year.
( since / from / out )
4. Which category would this fall -------------------------------------?
( on / under / over)
5. We have worked on dozens -----------------------------------similar projects.

( of / off / on)
entrepreneur /ˌɒntrəprəˈnəː/ executive /ɪgˈzɛkjʊtɪv / tycoon /tʌɪˈkuːn /
debtor /ˈdɛtə/ depreciation /dɪˌpriːʃɪˈeɪʃ(ə)n leverage /ˈliːv(ə)rɪdʒ/

8 Conversation: Competitive dynamics is important for new business.
Seraj: Hey, do you have some time for me?

Zeyad: Sure, let us talk.
Seraj: I tried to contact you earlier, but you were not in.
Zeyad: Yeah, I had to handle some pushback on my proposal.
Seraj: What was your proposal about?
Zeyad: It was about some of the key factors for a successful entrepreneurship.
Seraj: Wow! It is very interesting, indeed. Could you explain what an entrepreneurship is?
Zeyad: It is the process of identifying and initiating new business avenues.
Seraj: What are the key factors for a successful entrepreneurship?
Zeyad: Vision, planning, organizing, team work, synergies, sustained and persistent hard
work and patience are the key factors for a successful entrepreneurship.
Seraj: Absolutely awesome! What boosts an entrepreneur?
Zeyad: It is skill training, which is so important for a new business venture.
Seraj: What is about the competitive dynamics? I have heard this often in business domain.
Zeyad: It plays a key role in opening a new business. It constantly examines the competitive
business environment to predict how a firm would act or react against opponents.
Seraj: Thanks a lot for proposing an end-to-end solution for a successful entrepreneurship!
Zeyad: You are always welcome.
9 Role Play: Ask questions and discuss about entrepreneurship.
10 Peer-Writing: Write a paragraph about entrepreneurship.
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Units 1-2 Progress Check

1 Write Past & Past Participle of the following verbs.
Present Past Past Participle

1. acquire
2. buy
3. sell
4. encourage
5. describe
6. bless
2 Choose appropriate suffixes from the box and write a complete word.
2 ment, able, ence, hood , ly, able , ly, ful

2truth + ------------- = -------------------------- prophet +------- = ----------------------
regular +------------- = -------------------------- adhere +--------- = -------------------

1
profit + ---------------- = ------------------------- favor +--------------= ------------------
honest + ------------- = -------------------------- encourage +------------ = -----------------
3 Change these sentences into indirect questions.
1Direct Questions Indirect Questions

Could you --------------------------------------
1. What is the scope of business in KSA?
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2. What does entrepreneurship mean?
Do you know------------------------------------
--------------------------------------------------
Could you --------------------------------------
3. What would you like to do to promote
--------------------------------------------------
your business?
Can you ----------------------------------------
4. What is the importance of
---------------------------------------------------
truthfulness in business?
Could you ---------------------------------------
5. What does the prophet (SWS) say
--------------------------------------------------
about honesty in business?
4 Match words with their meanings.
1
Words Meanings
1. baron a. a person engaged in commercial or industrial business
b. someone who uses money to start businesses
2. capitalist
c. someone who helps to arrange business deals and
3. controller
discussions between other people.
d. responsible for the company's financial statements,
4. entrepreneur
general ledger, cost accounting
e. someone who is successful in business or who invests
5. middleman
money in businesses for profit.
5 Change the following sentences into Passive Voice.
1 1. A capitalist invests money in

businesses for profit.
--------------------------------------------------
--------------------------------------------------
2. Who organizes various parts of -------------------------------------------------

business activities?
-------------------------------------------------
3. Does a dealmaker arrange deals in --------------------------------------------------

business?
--------------------------------------------------
4. How does a director manage a -------------------------------------------------

company, organization and
-------------------------------------------------
institution
6 Read the following sentences and then rewrite using “wish”
11. I‟m a poor businessman. I wish ----------------------------------------------------
2. I can‟t afford such I wish ----------------------------------------------------

expensive clothes.
3. My father can‟t manage a I wish --------------------------------------------------

big business.
4. My uncle hasn‟t got any I wish ----------------------------------------------------

business award.
3 What is Salesmanship?
1 Reading: Salesmanship manifests courtesy and pleasing behavior
“It is not your customer‟s job to remember you. It is “The end result of kindness is
your obligation and responsibility to make sure they that it draws people to you.”
don‟t have the chance to forget you.” Patricia Fripp Anita Roddick
Salesmanship is the charisma and skill to attract customers and persuade them to buy goods and
services. It manifests professional skills and effective methods to sell and promote commercial
goods. In other words, a good salesperson establishes a good rapport with the customers through
face-to-face or digital communication keeping their needs, nature and behavior in mind. The
techniques of salesmanship encompass a salesperson's courtesy, honesty, sincerity, sympathy,
patience, pleasing behavior, goodwill, effective and his persuasive communication skills.
There are different categories of a salesman: i. Manufacturer's salesman: sells products directly to
consumers, wholesalers or retailers. ii. Specialty salesman: sells fridges, cars, jewelries, TV, audio-
visual sets, etc. iii. Wholesaler's salesman: generally deals with retailers and book their orders. iv.
Retailer's salesman: directly deals with consumers. He may be either a counter salesman or an
outdoor salesman.
To be effective, a salesman should have honesty, dedication, punctuality, patience, and the
knowledge of self, firm, product, competitors, customers‟ behavior and their tastes and the
knowledge of selling strategies and tactics. Bearing these features, a salesman also provides
prevailing market reports and data for future market research and development. This is how a
good salesman can manifest his salesmanship and persuade his customers to buy the product.

1. What is salesmanship?
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2. Why is courtesy a prerequisite for salesmanship?
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3. Which category of salespersons goes door to door to sell his product?
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□1. Manufacturer's salespersons generally call on the retailers and book orders.
□2. Honesty is not prerequisite for salesmanship.
□3. The knowledge of the product is not necessary for a specialty salesperson.
Words Arabic Meaning Meaning in English

1. courtesy ‫ِجاٍِح‬ َ‫احتشا‬ a. satisfying or appealing
2. pleasing ‫ِّتغ‬ b. friendly , benevolence
3. goodwill ً‫شهشج اٌّح‬ c. middleman, jobber
4. wholesalers ‫اٌثائغ تاٌجٍّح‬ d. sellers of goods to the public in small quantities
5. retailer ‫تائغ تاٌتجضئح‬ e. a polite remark or considerate act
Noun Arabic Meaning Adjective

1. sympathy ‫شفمح‬
2. ‫فؼاٌُح‬ effective
3. competitor ‫ِٕافظ‬
4. ‫االلتٕاع‬ persuasive
5. ability ‫اٌمذسج‬
6. ‫االتصاي‬ communicative
4 Multiple Choices: Choose the correct responses.
1. -------------- refers to the way you carry yourself.

(a) poise (b) posture (c) appearance
2. --------------- is the act of persuading another to respond favorably to a
product, service or idea.
(a) advertising (b) personal selling ( c) salesmanship
3. Why is it that physical appearance and grooming is important for a

salesman? -----------------------------
(a) Prospects will likely buy if you look handsome and beautiful.
(b) It can win the trust and confidence of the prospect.
(c) It magnets boys/girls to look at you and buy your product
4. What traits that a salesman should develop in order to become socially stable?
-----------------------------
(a) happy and smiling (b) calls the prospect by name ( c) both
1. persuade(‫ )َمٕغ‬-----------------------------------------------------------------------------
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2. advertise (ٍٓ‫ )َؼ‬-----------------------------------------------------------------------------
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3. customer (ْ‫ ) ) صتى‬-----------------------------------------------------------------------
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4. adaptability (‫ ) تىُف‬-----------------------------------------------------------------------
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5. etiquette (‫ )لىاػذ اٌتششَفاخ‬----------------------------------------------------------------------
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6 Grammar Focus: Fill in the blanks with correct prepositional phrases.
Dispose of, withdraw from, abide by, lack of, looking forward to
1. Unfortunately, there is a --------------------- new product in your company.
2. You should -----------------------the rules and regulation of the company.
3. After agreement you can‟t -------------------------------- our contracts.
4. It is better to --------------------------- the old machines and buy the new ones.
5. We are ---------------------------------------seeing the launch of new products.
7 Pronunciation: Learn & pronounce these words in chorus.
specialty /ˌspɛʃɪˈalɪti / behavior /bɪˈheɪvjə/ sympathy /ˈsɪmpəθi/
competitor /kəmˈpɛtɪtə / consumers /kənˈsjuːmə/ retailer / ˈriːteɪlər/

8 Conversation: Salesmanship is the manifestation of good disposition.

.
David: Good morning, Mr. Faisal. I‟m sorry for being so late.
Faisal: Good morning, David. No problem, the presentation has yet to begin?
David: What is the inaugural presentation about?
Faisal: It‟s about salesmanship.
David: I‟m a salesman. What should I do to make my customers happy?
Faisal: First, you should greet them with pleasing smile and show your humility.
David: Why does a salesman need to be humble?
Faisal: A humble behavior or a humble expression sounds pleasant to customers.
David: What are some of the most effective ways to improve my personality as a
salesman?
Faisal: You should have regular introspection to improve your personality as a good
salesman. You should go to seminars and take some tips and advice from your
skilled co-workers about how to attract customers.
David: Thank you, Faisal. From now onwards, I will be more polite and courteous to my
customers.
9 Role Play: Discuss about some pleasing characteristics of salesmanship.
Peer-Writing: Write a paragraph / a dialogue about salesmanship.

10
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4 What is marketing?
1 Reading: E-marketing has come to your doorstep
Marketing is an important means to advertise and promote products to the customers at a large
scale. It draws the attention of people to the features of products in a very attractive manner and
persuade them to buy with immense satisfaction. According to Giancarlo Pallavicini, “marketing
is a social and managerial process designed to meet the needs and requirements of consumers
through the processes of creating and exchanging products and values.” According to American
Marketing Association, “there are four components of marketing: i. Creating: which means the
process of collaborating with suppliers and customers to create offerings that have value. ii.
Communicating: which describes those offerings, as well as learning from customers. iii.
Delivering: which means getting those offerings to the consumer in a way that optimizes value. iv.
Exchanging: which means trading value for those offerings.
Marketing has always been seen in business and corporate sectors since time immemorial in one
form or another. Since the very inception of human trading, marketing was there, but humans
have improved and come a long way since then. The digital devices have revolutionized the entire
system of marketing. E-marketing has attracted millions across the world via the worldwide web
and established its brand identity.
According to the marketing experts, the top seven characteristics that make marketing a grand
success are as follows: 1. to speak to a targeted audience, 2. to establish a specific place in the
competitive business environment, 3. to tell your story with customer-centric examples, 4. to use
meaningful images, 5. to use varied media, 6. to employs a clear call-to-action, 7. to create once
and amplify everywhere.

1. What is marketing?
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2. What are the advantages of e-marketing?
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3. What does the phrase „to speak to a targeted audience‟ mean?
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□1. Consumer means a person who purchases goods and services for personal use.
□2. Exchanging means getting those products to the consumer.
□3. Customer-centric examples are the examples of the best marketing.
Vocabulary: Match words with meanings in English.

2
Words Arabic Meaning Meaning in English

1. marketing ‫تغىَك‬ a. a person who purchases goods and services for
personal use
2. consumer ‫ِغتهٍه‬ b. extending or reaching throughout the world
3. worldwide ٌٍّ‫ػا‬ c. to increase
4. amplify ‫عغ‬
ّ ‫َى‬ d. constituting part of a larger whole
5. component ْ‫ِىى‬ e. action or business of promoting and selling

products or services
3 Generative Vocabulary: Fill in the blanks with correct word- forms.

3
1. promotion ‫تشوَج‬
2. ‫إداسج‬ managerial
3.collaboration ْ‫اشتشان تؼاو‬
4. ًٕ‫ِؼ‬ meaningful
5. technology ‫تمُٕح‬
6. ‫جارتُح‬ attractive

1. The Marketing Mix consists of ---------------------------------------------
(a) product, price, place, promotion (b) process, place, physical evidence
2. Brand names are primarily used to --------------------------------

(1) spice up the image of a product (b) help identify a product
3. Market segmentation refers to-----------------------------

(a) dividing markets into distinct groups of buyers. (b) analyzing consumer behavior.
4. In business PEST is used for ------------------ (a) customer analysis (b) environmental
analysis
5. Niche marketing is about: ----------------------- (a) firms concentrate their marketing

efforts on one particular segment (b) firms concentrate their marketing effort on
several segments.
1. pioneer (‫ )سائذ‬-----------------------------------------------------------------------------
----------------------------------------------------------------------------------------------
2. eye-catching (‫ )الفتح ٌٍٕظش‬----------------------------------------------------------------
---------------------------------------------------------------------------------------------
3. jingle (‫( جٍجٍح‬ ---------------------------------------------------------------------------
---------------------------------------------------------------------------------------------
4. generic brand (‫ ) اٌؼالِح اٌتجاسَح‬--------------------------------------------------------
----------------------------------------------------------------------------------------------
5. target audience (‫ )اٌجّهىس‬------------------------------------------------------------
6 Grammar Focus: Fill in the blanks with correct words in brackets.
1. Although manager‟s behavior was very rude, everyone was terribly scared to
speak ----------------------------about it.
(a) in (b) out (c) for
2. It is easy to use the latest model of Samsung mobile and the sudden increase in
sales speaks --------itself
(a) for (b) in (c) out
3.The workers in advertising company were paid ----------when they were made
redundant. ( a) off (b) out (c) in
4. The company has to pay ------------a lot of money as compensation for disaster
(a) out (b) in (c) over
5. The manager's a bit of a snob and looks -------------------- people who aren't from
his social background. (a) down on (b) forward to (c) up to
audience /ˈɔːdɪəns / exchange /ɪksˈtʃeɪndʒ / pioneer /ˌpʌɪəˈnɪə /
managerial /manəˈdʒiːrɪəl / technique /tɛkˈniːk/ collaboration /kəlabəˈreɪʃn

8 Conversation: We should think who buys more products
Asif: Hello Tariq, can I talk to you about new marketing strategies for a moment, please?
Tariq: Of course, I‟m pleased to tell you that Naif is working with me on changing our brand.
Asif: Yes, I think you„re doing wonderful job. How do you feel about the merchandise?
Tariq: I think our products are fine, but we have to focus more on how to expand our market
share in young adult markets.
Asif: I entirely agree with you. We should think who buys more products.
Tariq: Exactly! We need to achieve success in our branding efforts.
Asif: I am not so interested in changing our target audience, but we certainly can think of it.
Tariq: In order to edge out our competitors, we need to fascinate customers at a younger age.
Asif: You may be right, but we can‟t ignore our competitive edge in quality.
Tariq: I will appreciate if we all organize a meeting to analyze and discuss about it.
Asif: It‟s a good idea. We should inform all members specially Naif and discuss about some
innovative strategies about it.
Tariq: In fact, we will be meeting this afternoon. Let us meet at four, shall we?
Asif: Yes, no problem.
Role Play: Take different roles & discuss about some of the
9 marketing strategies.
10 Peer-Writing: Write a paragraph about marketing strategies.
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1. identify
2. associate
3. drive
4. sell
5. persuade
1 ive, th, able, ity, ship , ion, ness, ly

effective---------------- = -------------------------- knowledge ------- = ----------------------
communicate--------------- = --------------------- grow --------- = -------------------
salesman-------- = ------------------------- innovate--------------= ------------------
punctual ------------- = -------------------------- successful ------------ = -----------------

Do you know ---------------------------------------
1. How does a consumer buy the
product for his personal use?
Do you know---------------------------------------
2. What is a multi-level marketing
business?
Could you -------------------------------------------
3. How do you advertise your
business?
Can you ---------------------------------------------
4. When are you going to start
your business?
Could you ------------------------------------------
5. How does a business incubator
provide workspace?
1
Words Meanings
1. business a. a person or company that buys and sells stocks, shares, or
valuation goods for other people
2. broker b. a person who sells illegal drugs or stolen goods
3. peddler c. someone who sells something on the street
4. vendor d. one who conducts auctions by accepting bids and

declaring goods sold
5. auctioneer e. a process to estimate the economic value of an owner's

interest in a business
1 1. A wayfarer enjoys sightseeing a lot. --------------------------------------------------
2. A hawker advertises and sells goods -------------------------------------------------

by shouting.
3. A trader buys and sells things. --------------------------------------------------
4. A black marketer illegally buys and -------------------------------------------------

sells goods in the black-market.
11. My nephew is a dishonest I wish ----------------------------------------------------

businessperson.
2. My friend is ill behaved in I wish ----------------------------------------------------

his business dealing.
3. My father doesn‟t have I wish --------------------------------------------------

patience while dealing with
people.
4. My friend doesn‟t have I wish ----------------------------------------------------

business ethics.
5 Types of Markets
1 Reading: A market is a place where people purchase & sell livestock.
A market is a physical place where people gather to purchase and sell goods and services. It is an area
where people conduct commercial dealings, exchange goods and services by barter (as in Ancient time)
and establish the prices of goods and services. In fact, all buyers and sellers of products are the market
participants who directly or indirectly lay huge impact on the prices of goods based on the basic
market forces of supply and demand. A free market is one of the basic market types in which the
government and other authorities have no intervention, because the sellers and consumers are free to
set the prices of goods and services with mutual consent.
There are different types of markets:
1. Physical consumer markets are based on food retail markets which include grocery stores, fish
markets, market squares, shopping centers, supermarkets and hypermarkets. These markets also
include trade fairs and flea market. People generally sell low quality items, used goods and sometimes
a high quality items at low prices. 2. Physical business markets are based on wholesale markets
which include selling of goods and merchandise to retailers. These markets also include labor markets
where people sell their labor to businesses in order to earn their wages. 3. Non-physical markets are
based on media markets where people can buy television, radio station offerings, newspapers and
computer networks. 4. Financial markets include the exchange of liquid assets, such as the
stock markets which mean the exchange of shares in corporations. 5. International Markets:
are based on global brands which attract foreign consumers. The products of international markets
are internationally recognized for their special flavor and special brands. 6.Nonprofit &
Governmental Markets: include nonprofit organizations which have limited purchasing power such
as churches, universities, charitable organizations, and government agencies.
A. Read the article and answer the questions given below:

1. What is a market?
----------------------------------------------------------------------------------------------------------------
2. What is a free market?
---------------------------------------------------------------------------------------------------------------
3. How do financial markets differ from unauthorized markets?
-------------------------------------------------------------------------------------------------------------
□1. Illegal market is a place where food items are sold.

□2. Financial markets support the exchange of liquid assets.
□3. Selling of products using computer networks is a non-physical market.
Words Meanings in Meanings in English

Arabic
1.lifestock ‫ِاشُح‬ a.. something that can be bought and sold
2. commodity ‫عٍؼح‬ b. raising of domestic animals in an agricultural

setting to produce food, fiber and labor
3. barter ‫ِماَعح‬ c. the sale of goods to the public in relatively small
quantities for use rather than for resale
4. retail ‫تُغ تاٌتجضئح‬ d. a very large store with a wide range of goods
and a large parking lot
5. hypermarket ‫عىق ظخّح‬ e. the action or system of exchanging goods or
services without using money

1. distribution ‫اٌتىصَغ‬
2. ‫عُىٌح‬ liquid
3. quality ‫جىدج‬
4. ‫دػاَح‬ public
5. authority ‫عٍطح‬
6. ‫حىىِح‬ governmental
4 Multiple Choices: Choose the correct word / phrases.
1. --------------------------------------- is a market characterized by rising prices.
(a) closing price (b) bull market (c) bear market
2. ---------------------------------- is a market characterized by falling prices.
(a) bear market (b) bull market (c) stock market
3. ---------------is a licensed professional who handles stock purchases and sales.
(a) buyer (b) stock broker (c) salesman
4. ---------------------------- are the markets for products and services bought by

individuals for their own or family use.
(a) consumer markets (b) stock market (c) free market

1. supermarket (ٌ‫)عىق ِشوض‬-------------------------------------------------------------
-----------------------------------------------------------------------------------------------------------
2. illicit (‫ )غُش ِششوع‬-----------------------------------------------------------------------
-----------------------------------------------------------------------------------------------------------
3. wholesale (‫ )تُغ تاٌجٍّح‬-------------------------------------------------------------------
-----------------------------------------------------------------------------------------------------------
4. merchandise (‫ )تعائغ‬-------------------------------------------------------------------
----------------------------------------------------------------------------------------------------------
5. flea market. (‫ )عىق اٌثعائغ اٌّغتؼٍّح‬-------------------------------------------------
---------------------------------------------------------------------------------------------------------
6 Grammar Focus: Fill in the blanks with correct preposition.
1. What we like ---------------- auction market is that the seller sells his goods to one who is
the highest bidder.
( a) of (b) about (c) around
2. In stock market the sellers always come -------------------time. ( = at the right time, neither
late nor early)
(a) in (b) at (c) on
3. We'll help you develop your black market -------------------- financial market.
(a) into (b) to (c) toward
4. These types of products are usually exempt --------------------taxes.
(a) on (b) from (c) in
5. In a foreign exchange market, one party exchanges one country‟s currency ---------
equivalent quantity of another currency.
(a) with (b) for (c) in
hypermarket /ˈhaɪpə(r)ˌmɑː(r)kɪt/ merchandise /ˈmɜː(r)tʃ(ə)ndaɪz / / illicit /ɪˈlɪsɪt/
corporation /ˌkɔː(r)pəˈreɪʃ(ə)n/ commodity /kəˈmɒdəti/ pirate /ˈpaɪrət/

8 Conversation: What is a sheer monopoly?
Amira: Good morning, Noora. How is your business?

Noora: Good morning, I‟m not very much satisfied with current market.
Amira: What is a major problem?
Noora: It is a sheer monopoly.
Amira: What is a monopoly?
Noora: Monopoly is an exclusives possession of a single seller over many buyers at the
market place. In such condition, there is no competition in the market and the
seller has full control over the products & services.
Amira: What is an auction market?
Noora: An auction market is a market where a buyer declares the highest price and the
seller sells his goods to the highest bidder.
Amira: What is a knowledge market?
Noora: A knowledge market distributes knowledge resources and information about
the old products or the newly launched products.
Amira: What is a foreign exchange market?
Noora: It is a market where parties are involved in trading of currency. One party
exchanges one country‟s currency with equivalent quantity of another currency.
Amira: Thanks a lot for giving significant information about different markets?
9 Role Play: Discuss about different types of markets.
10 Peer-Writing: Write a paragraph about different types of markets.
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6 Market Competitions
1 Reading: Competition germinates new innovation and creativity
According to Merriam-Webster dictionary, “a competition is the act or process of trying to get or

win something such as a prize or a higher level of success that someone else is also trying to get or
win.” To be more specific, competition in economics refers to a situation where different sellers are
trying to reap huge profits and increase market share and sales by varying the price, product,
distribution and promotion. Competition germinates innovations because it propels corporate
sectors to produce unique products, facilities and technologies, which will provide consumers with
vast varieties of products and viable opportunities for selection. This will lower prices and a large
number of people will be able to buy the products. On the contrary, high inflation occurs where
there is less competition. As a result, a fewer number of people will be able to buy the products.
Three are different levels of economic competition: i. Direct competition refers to a situation
where two or more companies provide similar products or services. The companies producing the
same products with similar brands become rivals and each company gives such advertisements that
suit to its products. ii. Substitute competition is a type of competition where two companies
produce products that have close similarity. Such products are close substitutes for one another. iii.
Budget competition is the broadest type of competition, sometimes called a competition of "share
of wallet. In this category, a consumer may choose to spend his available money on many different
items. a type of category where the consumer tends to spend his available money so-called
„discretionary income‟ on many different items, which can be perceived as competing with each
other for the family's expenditure. Therefore a healthy competition is prerequisite for innovative
and creative productivity.

1. According to Merriam-Webster dictionary, what is competition?
----------------------------------------------------------------------------------------------------------------
2. How does a competition germinate innovation?
---------------------------------------------------------------------------------------------------------------
3. What is a substitute competition?
-------------------------------------------------------------------------------------------------------------
□1. Direct competition is a type of competition where products perform the same function.
□2. Discretionary income is related to budget competition.
□3. There is no need of healthy competition for innovative and creative productivity.

1. discretionary ٌ‫تمذَش‬ a. supreme power or authority
2. competition ‫إٌّافغح‬ b. look on someone or something in a

particular way
3. viable ‫لاتً ٌٍتطثُك‬ c. available for use at the discretion of the user
4. perceive ‫َذسن‬ d. capable of working successfully; feasible
5. sovereignty ‫اٌغُادج‬ e the activity or condition of competing
3 Generative Vocabulary: Fill in the blanks with correct word-forms.
Nouns Meanings in Arabic Adjectives

1.monopoly ‫احتىاس‬
2. ‫حشَح اٌتصشف‬ discretionary
3. regulation ‫ظثػ‬
4. ‫اٌّفتشعح‬ predatory
5. consideration ‫ِشاػاج‬
6. ‫غثُؼح‬ natural
Multiple Choices: Choose the correct word/ phrases.

4
1. The customers are feeling the pinch because of-----------------------------.
(a) falling prices (b) rising prices ( c) steady prices
2. The software company went out of business because it ------------------------
(a) couldn't make a profit (b) wanted to increase sales(c) couldn‟t make a loss
3. That businessman made a lot of money out of this business but he killed the goose
that laid the golden egg because of-------------------------
(a) his kindness (b) his anger(c) his greed
4. If you don‟t behave with the customer properly you have to pay heavy price. It means
(a) you‟ll suffer great loss (b) You have to give money (c) you‟ll get benefits
1. monopoly (‫ )احتىاس‬--------------------------------------------------------------------------
----------------------------------------------------------------------------------------------------------
2. patents (‫ )تشاءاخ االختشاع‬--------------------------------------------------------------------
-----------------------------------------------------------------------------------------------------------
3. commodity (‫ )اٌغٍغ‬----------------------------------------------------------------------------
------------------------------------------------------------------------------------------------------------
4. oligopoly (‫ )ا حتىاس اٌمٍح‬------------------------------------------------------------------------
----------------------------------------------------------------------------------------------------------
5. discrimination (‫ )تُُّض‬------------------------------------------------------------------
---------------------------------------------------------------------------------------------------------
Grammar Focus: Fill in the blanks with correct word- forms.

6
1. Software business has been a great success. I‟m doing a roaring ---------------- in it.
(trade / bargain / deal)
2. He is a genius but he‟s working in a small company. He is really a big --------in a small pond.
( fish / shots / pack)
3. ------------is a market in which a single share dominates. ( Monopoly / sharing / intelligence)
4. ----------------a state of limited competition, in which a market is shared by a small number of

producers or sellers. ( monopoly / soliloquy/ oligopoly)
5. -------------------------is a contract that gives a single firm the right to sell its goods within an
exclusive market ( Franchise / patent/ money)
monopoly /məˈnɒpəli/ oligopoly /ˌɒlɪˈɡɒpəli/ franchise /ˈfræntʃaɪz/
predatory /ˈpredət(ə)ri/ discretionary /dɪˈskreʃ(ə)n(ə)ri/ sovereignty /ˈsɒvrɪnti/

8 Conversation: What is a market competition?
Saira: Good morning, Dad. I‟m sorry I woke up late.

Adnan: Good morning. It means you will be too late for your business class.
Saira: Yes, but I really regret to be late. Today‟s lesson was about a market competition.
Adnan: It‟s an important topic. Being an MBA in business and management I have
enough knowledge about a market competition. Would you like to ask any question?
Saira: Yes, I‟d if you wish so. What is market power, Dad?
Adnan: It is the ability of a company to control prices and total market output.
Saira: Can I also request you to explain oligopoly in business, Dad?
Adnan: Of course, I‟d love to explain. It refers to a limited competition, in which a very small
number of producers or sellers share the market.
Saira: What is merger in business, Dad?
Adnan: It is where two or more companies join to form a single firm.
Saira: Oh, Yes, you are right, Dad. Thank you so much for giving me insightful informations.
9 Role Play: Take different roles and discuss about market competition.
Peer-Writing: Write a letter to your friend explaining how competitive

10
markets will be useful for innovation &creativity.
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1. gather
2. consent
3. supply
4. exhibit
5. promote
6. buy
2 Choose correct suffixes from the box and write a complete word.
1 ment, ion, ful , er , cal, ment , ize, ,al
organization ------- = -------------------------- follow------- = ----------------------
priority --------------- = -------------------------- meaning--------- = -------------------
improve --------- = ------------------------- act --------------= ------------------
identity------------ = -------------------------- require ------------ = -----------------

1. What do you mean by market Could you --------------------------------------
competition? ----------------------------------------------------
2. What does market competition
germinate? Do you know------------------------------------
--------------------------------------------------
Could you --------------------------------------
3. What are different levels of economic
--------------------------------------------------
competition?
Can you ----------------------------------------
4. What is a healthy competition?
---------------------------------------------------
Could you --------------------------------------
5. How does less competition exhibit
---------------------------------------------------
higher prices?
1
Words Meanings
1. a brand a. to introduce a new product, with advertising and publicity
b. a bond between product and consumer that is very difficult
2. launch
for competitors to break
3. market research c. study and classification of people according to their attitudes
4. brand loyalty d. a type of product made by a particular company.
5. psychographics e. collecting and processing of information about customers
1 1. Does physical market also include trade

--------------------------------------------------
fairs and flea market?
2. Where do people sell their labor to

-------------------------------------------------
business?
3. How does a financial market facilitate --------------------------------------------------

the exchange of liquid assets?
4. What do the sellers in illegal market do? -------------------------------------------------
1 1. My friends have no idea I wish ----------------------------------------------------

about different types of
market.
2. He isn‟t satisfied with I wish ----------------------------------------------------

current markets.
3. He gives misinformation I wish --------------------------------------------------

about market competition.
4. My uncle believes in I wish ----------------------------------------------------

monopoly.
7 What is Consumer Behavior?

1 Reading: To study consumer behavior is important for business
Consumer Behavior deals with various stages a consumer goes through before he purchases
products or services. It studies several factors such as social, psychological, economic and so on
which influence a consumer to buy or to ignore a product. Therefore, a businessman needs to
understand consumer behavior to improve his marketing strategies and to sell products which
are much in demand.
If a businessman understands the consumer behavior of a country he knows well when and how a
consumer buys a products or why and why not he buys it. For example, if he knows well that the
buying tendency of a consumer increases during Christmas, Valentines week, Ramadan, Eid al-
Fitr, Eid al-Adha and so on, he will succeed in selling large amount of products which are
essentially needed during these events. If he takes into account consumer behavior during his
entire business venture he can strike a balance between demand and supply and bring his
business to the zenith of success.
Understanding consumer behavior is also of paramount importance in marketing. A marketer

can also reschedule his advertising strategies in conformity with the psychological, personal and
social factors of consumers. For example, a marketer can schedule snack advertisement late in
the afternoon after learning that consumers can adequately respond to advertising while relaxing
in the afternoon. It is equally important to understand the personal factor of a consumer, because
his decisions are conditioned to his liking, disliking, gender, age, culture and background. For
example, an old man would like to spend money on items that may not be exciting for younger
generation. Therefore Studying consumer behavior would make a businessman better in
persuading and convincing consumers.

1. What is consumer behavior?
---------------------------------------------------------------------------------------------------
2. Why is the study of consumer behavior so important?
--------------------------------------------------------------------------------------------------
3. How does the studying of consumer behavior make us better consumers?
--------------------------------------------------------------------------------------------------
□1. Consumers‟ knowledge influence their decisions and marketing outcome.

□2. There is no need to study consumer behavior.
□3. Studying consumer behavior would make us better in persuading consumers.

1. behavior ‫عٍىن‬ a. another possibility or choice
2. secure ِٓ‫َؤ‬ b. strikingly large or obvious
3 spectacular ً‫ِزه‬ c. plan of action designed to achieve something
4.strategies ‫اعتشاتُجُاخ‬ d. to obtain or achieve something
5. alternative ًَ‫اٌثذ‬ e. the way in which one acts or conducts oneself
3 Generative Vocabulary: Change these verbs into nouns.
Verbs Arabic Meanings Nouns

receive ٍُ‫َغت‬
satisfy ٍ‫َشظ‬
achieve ً‫َحص‬
decide ‫َمشس‬
produce ‫َٕتج‬
suggest ‫َمتشح‬
4 Multiple Choices: Choose the correct responses.
1. First step in setting up a purchasing criteria for comparison shopping is to

know:
(a) exactly what you want (b) what the market place has to offer (c) nothing
2. ----------assumes that consumers have ultimate power and control of the market.
(a) consumer sovereignty (b) market (c) monopoly
3. Advertisers use all but one of the following to create a desire to buy, which one:
(a) using emotions that focus on sadness, depression, and loss
(b) showing how consumers can save money
(c) making promises of a better life
4. Which statement is false for making wise purchase?
(a) never pay cash (b) buy at the right time of year
(c) do not purchase items based upon a name brand
5. The process of willingly trading one item for another.
(a ) market (b) perfect competition (c) voluntary exchange
1. Vocabulary: Fill
detergent (‫)ِٕظف‬ in the blanks with correct word form.
--------------------------------------------------------------------------
-----------------------------------------------------------------------------------------------
2. outcome (‫ )ٔتُجح‬----------------------------------------------------------------------------
-----------------------------------------------------------------------------------------------
3. campaign (‫ )حٍّح‬--------------------------------------------------------------------------
-----------------------------------------------------------------------------------------------
4. receptive (ً‫ )ِتمث‬--------------------------------------------------------------------------
-----------------------------------------------------------------------------------------------
5. premium (ُِٓ‫ ) لغػ تأ‬---------------------------------------------------------------------
-----------------------------------------------------------------------------------------------
Grammar Focus: Fill in the blanks with correct word /phrases

6
Attitude, perceived risk, brand loyalty, purchase decision process, consumer behavior.
1. --------------------------is an action a person takes when he tends to purchase

and use products and services.
2. ----------------------refers to stages that a buyer undergoes while thinking
which products or services to buy.
3. -----------------------------is an anxiety felt when a consumer cannot
anticipate possible negative outcomes of a purchase.
4. ---------------------------is a situation when a consumer exhibits his favorable
attitude towards a single brand over time.
5. ------------------------is a settled way of thinking or feeling about something.
Pronunciation: Learn these words & pronounce them in chorus.

7
individual /ɪndɪˈvɪdjʊ(ə)l / spectacular /spɛkˈtakjʊlə / alternative /ɔːlˈtəːnətɪv/
schedule / ˈskɛdjuːl / subsequent /ˈsʌbsɪkw(ə)nt / detergent /dɪˈtəːdʒ(ə)nt

8 Conversation: Consumer behavior changes the mind of customer.

Fanny: Good morning, Mr. Stephane!
Stephane: Good morning! How can I help you?
Vocabulary: Fill in the blanks with correct word form.
Fanny: You know I‟m a sale representative in Arabian Business Machine Company.
ABM isn‟t doing a good business nowadays.
Stephane: ABM is undoubtedly committed to offering fine products and excellent
services, but maybe it isn‟t advertised in accordance with the consumer
behavior or no survey on consumer behavior has been conducted in KSA by
ABM company.
Fanny: You‟re right Mr. Stephen. You have deep insight in consumer behavior.
Could you explain what factors influence a consumer‟s behavior?
Stephane: Culture is crucial when it comes to understanding the needs and behaviors of
an individual. It plays an important role in building consumer‟s habits,
behavior and expectations for a particular brand.
Fanny: What is about the social factor? Does it also influence consumer‟s behavior?
Stephane: Yes, it does. It significantly influences the consumer‟s buying decision.
For instance, the preference of a celebrity, actor, musician and athlete for a
particular brand, motivates consumers to go for that brand.
Fanny: What‟s about the personal factor? Are the decisions and buying behaviors
also influenced by the characteristics of each consumer?
Fanny: Yes, they are. Every consumer‟s life style, values, environment, activities,
hobbies and habits evolve throughout his life.
9 Role Play: Discuss about consumer behavior.
10 Peer -Writing: Write a paragraph about consumer behavior.
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8 Use of Internet in Commerce & Business

1 Reading: Spectacular success in business thrives on Internet
The evolution of Internet has revolutionized the entire business process and provided
ease for doing business. It has had a profound impact on all facets of life and accelerated
global business activities. The use of Internet has turned the whole business world into a
global community by connecting buyers and sellers online. Most business companies of
today are using Internet and broadband services to advertise and market their business
online for global customers. Some examples are Cray Research, Sun Microsystems,
Hewlet Packard, and GM's Pontiac Site. These companies are efficient means for
companies to advertise their products worldwide and fascinate their potential customers
to buy them.
The lifting of ban on commercial use of Internet in 1991 expanded the horizon of
Internet for commercial purposes. More companies started posting messages and
advertisements about their products on Internet. Many online commercial sites emerged
to provide numerous advertisements and online services. As a result commercial services
and advertisements about various businesses were found online in abundance.
Today‟s business proprietors realize the incredible potential of Internet and have
published business magazines online such as Outside, Economist, and Business Week to
increase customers‟ temptation to buy their products. Lots of Newspapers, magazines,
journals and books have also been published online. Relevant information about global
investment was also made available on Internet. A swift transition from print media to
online publication was observed worldwide. The phenomenal success in business thrives
more on Internet today, so to speak.

1. Why do most business companies use Internet?
-------------------------------------------------------------------------------------------------------------------
2. The ban on commercial use of Internet was lifted in 1991. What was its impact
on business?
---------------------------------------------------------------------------------------------------------------------
3. What are different uses of Internet in business?
------------------------------------------------------------------------------------------------------------------
□1. Internet has influenced every walk of life.

□2. Internet provides opportunities to the customers to gather enough information about products.
□3. Business magazines, newspapers, journals aren‟t available online.
2 Vocabulary: Match words with their meanings in English.

1. phenomenal ‫استثنائي‬ a. spread through out
2. permeation ‫تخلل‬ b. well-organized and competent
3. efficient ‫فعال‬ c. a general increase in prices and fall in the

purchasing value of money
4. inflation ‫تضخم‬ d. the action or process of investing money for profit
5. investment ‫استثمار‬ e. remarkable or exceptional
3 Generative Vocabulary: Fill in the blanks with correct word-forms.

influence ‫َؤثش‬
‫وفاءج‬ efficient
commerce ‫تجاسج‬
‫التصاد‬ economical
information ‫ِؼٍىِاخ‬
‫أفجاس‬ explosive
Vocabulary:
1. Which Fill in the
of these marketing blankswill
techniques withpaycorrect word
you a lot?
(a) pay per click advertising
form.
(b) using social media marketing strategies
(c) article marketing
2. Which of these is the first retail chain to hit $1 billion in online sales?
(a) Wal-Mar (b) B. Mac (C) JC Penney
3. Which is the first company to hit $1 million in annual online sales?
(a) Dell
(b) eBay
(c) Amazon.com
4. Which year was Amazon.com founded?
(a) 1994 (b) 1995 (c) 1996
5. What is the best way to make money "while you sleep"?
(a) by dreaming up good marketing ideas
(b) selling stuff on eBay
(c) having products on your website

4
1.Vocabulary: Fill in the blanks with correct word form.
facet (‫ )وجه‬-----------------------------------------------------------------------------
----------------------------------------------------------------------------------------------
2. broadband (‫ ) إٌطاق اٌؼشَط‬------------------------------------------------------------
---------------------------------------------------------------------------------------------
3. explosion (‫ )أفجاس‬-----------------------------------------------------------------------
----------------------------------------------------------------------------------------------
4. competitive (ٍ‫ )تٕافغ‬------------------------------------------------------------------
----------------------------------------------------------------------------------------------
5. subscription (‫ )اشتشان‬-------------------------------------------------------------------
----------------------------------------------------------------------------------------------
6 Grammar Focus: Fill in the blanks with Do / Does or don't/ doesn’t.
5
4 1. ------------------ the word „campaign‟ include the distinct process of
introduction and promotion of products/service?
2. ------------------ you know the definition of proprietary in business?
3. E-business is becoming very common nowadays. However, why -------------

--- your father consider Internet a highly contemporary marketplace with
global reach?
4. Many people in remote areas ----------------- know what the word „brand‟
stands for, because nobody has ever discussed about the best quality of
products and their reputed brands.
5. ------------- you think that multimedia is a term given to the combination

of two or more types of information such as text, video, audio, and
graphics

5 Vocabulary: Fill in the blanks with correct word form.
facet /ˈfæsɪt/ economist /ɪˈkɒnəmɪst/ campaign /kæmˈpeɪn/
4
explosion /ɪkˈspləʊʒ(ə)n/ inflation /ɪnˈfleɪʃ(ə)n/ subscription /səbˈskrɪpʃ(ə)n/
8 Conversation: On-line business is an essential marketing tool

5
Zahid: Good morning!
4
Majid: Good morning! What‟re you doing nowadays?
Zahid: I‟m writing a book on the use of Internet in business.
Majid: That is very interesting. Could you explain why it is so important in business?
Zahid: Because it has become an essential marketing and advertising tool for businesses.
Majid: Can it reduce the need for traditional postal mailing?
Zahid: Yes, it does. It eliminates the need for traditional postal mailing and reduces the
costs associated with that.
Majid: How does Internet improve your business prospects?
Zahid: You can keep up a continuous dialogue with customers. You can send them
special offers and announcements via email. You can send links to your online
catalog for a new product or post virtual coupons via social networking sites.
Majid: Why are marketing tools so important for Internet businesses?
Zahid: It is lucrative to set up your business on the Internet, because it is an important
means to expand your market online and increase sales. You can even promote
goodwill with customers by having a "Happy Birthday" with advertisement
displayed to them on their birthday.
9 Role Play: Discuss about the importance of Internet in business.

5
4
10 Peer-Writing: Write a paragraph about the importance of Internet
in business.
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-

1. feel
2. influence
3. adapt
4. inform
5. grow
6. thrive
2 Choose correct prefixes from the box and write a complete word.
1 un ,in , ir , un, mis, ill, mis, re
-------------make = --------------------------- ------- decided = ----------------------
-------------use = -------------------------- ------- learn = -------------------
---------behave = -------------------------- -------- secure = -------------------
--------understand = ------------------------- -------- regular = ------------------
3 Mach words with their opposites.
1Words Opposites
1. customer a. group
2. individual b. secondary
3. pioneer c. general
4. specific d. varied
5. similar e. owner
1Words Meanings
a. a water-soluble cleansing agent
1. spectacular
b. a high-capacity transmission technique using a
2. detergent
wide range of frequencies for communication
3. broadband c. an expert in economics
4. economist d. making or intended to make a profit
5. commercial e. beautiful in a dramatic and eye-catching way
Change the following sentences into Passive Voice.

5
1 1. Good behavior influences
consumers.
--------------------------------------------------
2. Consumers‟ knowledge influence -------------------------------------------------

their decisions and marketing
outcome.
3. Does your friend advertise his --------------------------------------------------

products online?
4. How do you use meaningful images -------------------------------------------------

for marketing?
1
1. My friend deals badly I wish ----------------------------------------------------
with the customer.
2. He can't advertise his I wish ----------------------------------------------------

business well.
3. He was ill-treated. I wish --------------------------------------------------
4. He uses bad images for I wish ----------------------------------------------------

advertisement.
9 What are Business Laws?

1 Reading: Business laws are prerequisite for a successful business
Business laws are prerequisite for running a successful business. The vast domain of business
laws includes contracts, security law, the law of corporations and other business organizations.
In addition, secured transactions, commercial paper, intellectual property, income tax,
pensions, immigration law, labor and employment laws are governed by business laws.
Benefits for knowing and following business laws are manifold. First, these laws prevent
government and others from infringing on property rights. If a businessperson knows well the
business laws, he/ she can protect his/ her business from lawsuits, creditors, income tax and
other government agencies. If any dispute arises, the rule of law provides a peaceful means to
resolve the disputes. The legal contract between merchants and customers is an integral part of
business laws. It facilitates business needs and smooth business operation.
Some of the important areas in which laws and regulations affect businesses are as follows:
Administrative law: It is related to filing and periodic updating of certain registration
documents with the state to obtain license. Tax law: It‟s applied to all for-profit business.
According to this law, the business' income, expenses, and net income must be reported each
year to state income tax authorities, and tax must be paid on that income. A businessperson
should know laws and regulations regarding protection of consumers and employees - health
codes, worker safety requirements, the necessity to provide workers with compensation
insurance schemes. He should also know employment antidiscrimination laws and laws intended
to protect consumers from fraud.

1. What is the domain of business laws?
-------------------------------------------------------------------------------------------------------------------
2. Why are business the laws essential for business?
--------------------------------------------------------------------------------------------------- ----------------
3. Mention any two important areas in which laws affect business?
------------------------------------------------------------------------------------------------------------------
□1. It doesn‟t matter whether a businessman knows or doesn‟t know business laws.
□2. To obtain license falls under the domain of administrative law.
□3. The legal contract between merchants and customers is an integral part of business law.

Words Arabic Meanings in English
4 Meanings
1. domain ‫ٔطاق‬ a. violation of copyright

2. bankruptcy ‫اإلفالط‬ b. a rule or directive made and maintained by an
authority
3. infringing ٌ‫اٌتؼذ‬ c. a claim or dispute brought to a court of law for
adjudication.
4. lawsuit ‫دػىٌ لعائُح‬ d. state of being bankrupt.
5. regulations ُٓٔ‫لىا‬ e. the scope and area that something deals with
3 Generative Vocabulary: Change the following verbs into nouns.

5
4 Verbs Arabic Meanings Nouns
immigrate ‫يهاجر‬
infringe ‫ينتهك‬
register ‫يسجل‬
insure ‫يضمن‬
consume ‫يستهلك‬
secure ‫يؤمن‬
1. Law that regulates the rights and duties between parties ------------------------
(a) criminal law (b) civil law (c) statutes
2. A ----------is a person who agrees to pay a debt if the primary debtor does not pay .
(a) guarantor (b) creditor (c) borrower
3. An award of ----------------performance orders the breaching party to perform the acts

promised in a contract.
(a) sequestered (b) salient (c) specific
4. ---------------------- is the oral contract for the sale of land.

(a) void (b) enforceable (c) unenforceable
5. When a client accepts the services of an accountant without an agreement

concerning payment, the result is--------------------
(a) an implied-in-law contract (b) an implied-in-fact contract (c) an express contract

5 Vocabulary: Fill in the blanks with correct word
1. lawsuit: (‫ )دػىي لعائُح‬----------------------------------------------------------------
4 form.
-----------------------------------------------------------------------------------------------
2. infringing: (ٌ‫ )اٌتؼذ‬----------------------------------------------------------------------
----------------------------------------------------------------------------------------------
3. protection :(‫ )اٌحّاَح‬----------------------------------------------------------------------
-----------------------------------------------------------------------------------------------
4. compensation: (‫ )تؼىَط‬-----------------------------------------------------------------
-----------------------------------------------------------------------------------------------
5. antidiscrimination: (‫ )ِٕاهعح اٌتُُّض‬----------------------------------------------------
-----------------------------------------------------------------------------------------------
6 Grammar Focus: Fill in the blanks with correct adverbs in the box.
Usually, entirely, effectively, heavily, hardly
1. Marketing and advertising your products or services -------------is key to the

success of your business
2. Some business men are very tactful. They -------------pay income tax.
3. It isn‟t occasionally but -----------------the Internet connects marketers to
customers worldwide.
4. I -----------------agree with Ahmad that a seasoned lawyer can deal well with legal
problems of business.
5. Businesses rely ---------------------on the Internet for all aspects of their
functioning.
Pronunciation: Learn these words and pronounce them in chorus.

7
infringe /ɪnˈfrɪndʒ/ compensation /ˌkɒmpənˈseɪʃ(ə)n/ lawsuit /ˈlɔːˌsuːt/
guarantor /ˌɡærənˈtɔː(r)/ bankruptcy /ˈbæŋkrʌptsi/ administrative /ədˈmɪnɪstrətɪv/

8 Conversation: What is a business law?

5
Ayan: Hello, I‟m Ayan, a businessman.
4 Hi, I‟m a business
Izna: Vocabulary: Filllawyer.
in the blanks with correct
Ayan: Nice to
word meet you. Could you explain a little bit about a business law?
form.
Izna: Nice to meet you too. A business law is an inclusive term. It encompasses all laws
that govern how to form and run a business.
Ayan: I‟m running a business, but I don‟t have clear idea about franchising. Could
you explain it, please?
Izna: According to Wikipedia, the free encyclopedia, franchising means to lease
for a fixed period of time the right to use a firm's successful business model
and brand.
Ayan: Could you also explain bylaws?
Izna: Bylaws are rules or local ordinance adopted by an organization to govern its
management, members and its affairs.
Ayan: What do business laws speak about advertising and marketing?
Izna: Business laws strictly prohibit false claims in advertisements and encourage
truthfulness. These laws state that business advertisements should be based on
scientifically proved evidence. For example, if a proprietor advertises children-
related products to their parents, he should comply with truth while advertising
the products to avoid hazardous consequences.
9 Role Play: Discuss about business laws and their advantages.
5
10
4
Peer-Writing: Write your brief resume as a business lawyer.
54
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10 Intellectual Property Rights

1 Reading: IP laws grant owners exclusive rights to their creative
inventions.
Intellectual property (IP) rights are intangible rights that protect the product of one‟s
intelligence, creativity and invention such as literary and artistic explorations, scientific
discoveries, scientific terminologies, words, phrases, symbols, and designs, so on and so forth. IP
laws grant owners some exclusive rights such as to produce and distribute expressive original
work. IP rights aimed at promoting progress and giving absolute protection to the owners‟
creative innovations. These laws entitle owners to get avail of full social and legal value of their
creative explorations. Some of the key IP rights encompass patents, trademarks, copyright, trade
secrets and trade dress.
Patent: This law grants an absolute right to prevent others from copying without prior
permission and selling his inventions and discoveries stealthily. Trademark: A unique sign,
design or expression that gives a recognizable identity and distinguishes the products or services
of a particular trader from those of other traders. Copyright: Exclusive legal rights granted to
the creator of an original work to print and publish usually for a limited time. It encompasses an
artistic, creative and a wide range of intellectual creativity.
Trade secret: According to Wikipedia, "It is a formula, practice, process, design, instrument,
pattern, or compilation of information which is not generally known or reasonably ascertainable,
by which a business can obtain an economic advantage over competitors or customers." Trade
dress: It is a legal term that characterizes the visual appearance of a product or its packaging
and signifies the source of the product to consumers.
1. What is an intellectual property right?
-------------------------------------------------------------------------------------------------------------------
2. What are the objectives of intellectual property rights?
-------------------------------------------------------------------------------------------------------- -----------
3. What are some of the key IP rights?
------------------------------------------------------------------------------------------------------------------
□1. Patent law prevents others from making, using, selling the inventions of the owners.
□2. Copyright characterizes the visual appearance of a product or its packaging.
□3. IP rights give absolute protection to the owners‟ creative innovations.

4
1. intellectual ‫ِفىش‬ a. special
2. exclusive ٍ‫خصىص‬ b. the action of traveling in or through an unfamiliar

area in order to learn about it.
3. exploration ‫اعتىشاف‬ c. to save
4. protection ‫اٌحّاَح‬ d. to involve
5. encompass ًّ‫َش‬ e. a person possessing a highly developed intellect
3 Generative Vocabulary: Fill in the blanks with correct word- forms.

5
Nouns
4 Meanings in Arabic Adjectives
innovation ‫االتتىاس‬
‫رواء‬ intellectual
exploration ‫اعتىشاف‬
‫اٌتؼثُش‬ expressive
identity ‫اٌهىَح‬
Vocabulary:
1. What is the term Fill in the blanks with correct word
of a patent?
form. (a) 35 years (b) 25years (c) 20 years
2. What is copyright meant for?
(a)film works (b) books (c) both
3. A copyright holder has certain exclusive rights. These exclusive rights include:
(a) reproducing the work
(b) distributing copies of the work and performing the work publicly.
(c) all the above
4. Fahad copied the entire first unit from a famous book for his commercial blog
without any prior permission. He is well protected by law because he has just
used the part of it.
(a) True (b) False
5. Shahid read an interesting article about a famous Indian movie and tends to
derive a short quote from the article for his cinema review paper for
journalism class. That is copyright infringement.
(a) True (b) False

Vocabulary: Fill in the blanks with correct word
form. (‫ )تشاءاخ االختشاع‬-----------------------------------------------------------------
1. patents:
--------------------------------------------------------------------------------------------
2. trademark: (‫ )اٌؼالِح اٌتجاسَح‬----------------------------------------------------------
---------------------------------------------------------------------------------------------
3. copyrights:( ‫ )حمىق اٌطثغ وإٌشش‬-------------------------------------------------------
--------------------------------------------------------------------------------------------
4. compilation : (‫ )ِجّىػح‬----------------------------------------------------------------
---------------------------------------------------------------------------------------------
5. competitor: (‫ )ِٕافظ‬--------------------------------------------------------------------
--------------------------------------------------------------------------------------------
6 Grammar Focus: Fill in the blanks with correct adverbs in brackets.

1. The last time I saw the business lawyer, it was four months --------------- ( ago / before)
2. If the manager works--------------all the year , he may be able to afford exotic vacation .
( hard / much)
3. Majid has just called me from his company. He will be here ----------------------------.
( just now / soon)
4. The manager always stays up ---------------, reading the book of business. ( late / lately)
5. The landlord is reading my email---------------------------. Would you like to know what I
have written. ( presently / just now)
7 Pronunciation: Learn these words and pronounce them in chorus.

intangible /ɪnˈtændʒəb(ə)l/ intelligence /ɪnˈtelɪdʒ(ə)ns/ terminology /ˌtɜː(r)mɪˈnɒlədʒi/
recognizable /ˈrekəɡˌnaɪzəb(ə)l/ ascertain /ˌæsə(r)ˈteɪn/ compilation /ˌkɒmpəˈleɪʃ(ə)n/

8 Conversation: Intellectual property rights

7
Faid : Hello Hassan! I came to know that as a lawyer you have deep insight in IP laws.
Hassan:
Vocabulary: Fill in the blanks with correct
Yes, I have. In fact, I‟m specialized in intellectual property rights. Most welcome
word form.
if you have any question.
Faid : Thanks a lot! I would like to know the full form of TRIPS.
Hassan: Trade-Related Aspects of Intellectual Property Rights (TRIPS).
Faid : What is TRIPS and who governs it?
Hassan: It is a legal agreement administered internationally by the World Trade
Organization. This WTO sets down minimum standards for many forms of
intellectual property (IP) regulation as applied to nationals of other WTO members.
Faid : When and where was an author‟s work recognized as an economically saleable
property right?
Hassan: The US Constitution of 1787 was the first legal document to define an author‟s
work as an economically saleable property right.
Faid : What is an industrial design right?
Hassan: According to Wikipedia, "An industrial design right protects the visual design
of objects that consists of the creation of a shape, configuration or composition
of pattern or color, or combination of patterns."
9 Role Play: Discuss about intellectual property rights.

7 Peer-Writing: Write a letter to the publisher asking about the
10
royalty of your music album.
Letter about explaining contract terms
Dear Dr. Yasir ,
Author of English for IT
I received your queries regarding royalty of your book. .

With regard to the royalties for writers of books, our
contracts are drawn up quite differently from those of
other book publishers. If you undertake a survey you
will find that we generally offer a much higher royalty
than the conventional publishers. Why? Since we do
have to maintain publication on our premises, this
preliminary step cuts our overhead immensely and thus
make it possible to increase the royalty scale. We usually
give 40% royalty to get the ball rolling. When the book
becomes popular, then the author shares greater profits.
Sincerely,
APH Publishing Corporation
Darya Ganj , New Delhi. India


1. benefit
2. dispute
3. know
4. facilitate
5. explore
6. give
1 cy, ty, able, ous, al , ion, able, or

invent ---------------- = -------------------------- advantage ------- = ----------------------
express--------------- = --------------------- bankrupt --------- = -------------------
recognize-------- = ------------------------- certain --------------= ------------------
reason ------------- = -------------------------- environment ------------ = -----------------

Do you know
1. What are intellectual property rights?
Can you explain
2. What is the function of trademark?
Could you
3. How does patent prevent someone from
making and selling somebody else's
inventions?
Can you
4. What does trade dress mean?
5. How do business laws facilitate business

Could you
needs and smooth business operation?
1
Words Meanings
1. arbitration a. commercial agreements that allow one business to deal in a
product or service controlled by another
2. franchising b. the minimum number of people required for a meeting to

proceed.
3. injunction c. the process that brings a company to an end and

redistributes its assets and property
4. liquidation d. an authoritative warning or order
5. quorum e. seeking help from third party to settle disputes without

recourse to court.
11. Does the law protect trademark? --------------------------------------------------
2. Do creditors with a secured debt -------------------------------------------------

appoint receivers?
3. Who issues bona fide certificate? --------------------------------------------------
4. Does a leaseholder occupy a property -------------------------------------------------

for a specified period of time?
6 Choose the correct word from the bracket.
11. Lease is a contract by which an owner of (conveys / conveis )

property ------------------------exclusive possession
2. An occupant is someone who ----------------------a (occupyes / occupies )

particular place.
3. Tenancy is the temporary possession or (belongs / belong)

occupancy of property that -------------------to
another.
4. A disclaimer is a written document that ---------- (denies / denyies )

----legal responsibility.
Self-Study: Answer Key

Unit -1 What is Business Unit -2 Business Entrepreneurship
1. B. 1. True 2. False 3. False 1. B. 1. False 2. True 3. True

2. (1) c (2) e (3) d (4) a (5) b 2. (1) e (2) d (3) b (4) a (5) c
3. Resurrectional , truth, qualitative , description, pious, veracious 3. Committed, innovation, flexible, identity, tolerant, ambiguity
4. (1) a (2) b (3) c (4) c (5) a 6. (1) became (2) called (3) have 4. ( 1) C ( 2) a ( 3) b ( 4) c (5) b
reviewed (4) called off (5) implemented 6. (1) under (2) by (3) since ( 4) under (5) of
Unit -3 What is Salesmanship? Unit -4 What is Marketing?
1. B. 1. True 2. False 3. False 1. B. 1. True 2. False 3. True

2. (1) e (2) a (3) b (4) c (5) d 2. (1) e (2) a (3) b (4) c (5) d
3. Sympathetic , effectiveness, competitive, 3. Promotional, manager, collaborative, meaning, technological,
persuasion, able , communication attraction
4. ( 1) a ( 2) b ( 3) a ( 4) b (5) a
4. ( 1) a ( 2) c ( 3) b ( 4) c 6. (1) lack of (2) abide by (3) withdraw
from (4) dispose of (5) looking forward to 6. (1) out (2) for (3) off (4) out (5) down on
Unit -5 Types of Markets Unit -6 Market Competitions
1. B. 1. False 2. True 3. True 1. B. 1. True 2. True 3. False

2. (1) b (2) a (3) e(4) c (5) d 2. (1) c (2) e (3) d (4) b (5) a
3. Distributionary, liquidity, qualitative, publicity, authoritative, 3. Monopolistic, discretion, regulatory, predator, considerable,
government nature
4. ( 1) b ( 2) a ( 3) b ( 4) a 4. ( 1) b ( 2) a ( 3) c ( 4) a
6. (1) about (2) on (3) into ( 4) from (5) with 6. (1) trade (2) fish (3) monopoly (4) oligopoly (5) franchise
Unit - 7 What is Consumer Behavior? Unit – 8 Use of Internet in Commerce and Business
1. B. 1. True2. False 3. True 1. B. 1. True 2. True 3. False

2. (1) e (2) d (3) b (4) c (5) a 2. (1) e (2) a (3) b (4) c (5) d
3. Reception, satisfaction, achievement, decision, production, 3. influential, efficiency, commercial, economy, informative,
suggestion explosion
4. ( 1) b ( 2) a ( 3) a ( 4) a (5) c 4. ( 1) c ( 2) c ( 3) c( 4) a (5) b
6. (1) consumer behavior (2) purchase decision process (3) 6. (1) (a) does (2) do(3) doesn’t ( 4) don’t (5) do
perceived risk ( 4) brand loyalty (5) attitude
Unit – 9 Business Law Unit – 10 Intellectual Property Rights
1. B. 1. False 2. True 3. True 1. B. 1. True 2. False 3. True

2. (1) e (2) d (3) a (4) c (5) b 2. (1) e (2) a (3) b (4) c (5) d
3. Immigration, infringement, registration, insurance, consumer, 3. Innovative, intellect, exploratory, expression, identical,
security 4. ( 1) a ( 2) a ( 3) c( 4) c (5) b 4. ( 1) c ( 2) c ( 3) c ( 4) b (5) b
6. (1) effectively (2) hardly (3) usually ( 4) entirely (5) heavily 6. (1) ago (2) hard (3) soon ( 4) late (5) just now
Unit – 11 What is Management? Unit – 12 Strategic Management Process

Self-Study: Answers for Progress Check

Unit -1 -2 Unit – 3-4
1. Acquired, acquired, bought, bought, sold, sold, encouraged, 1. Identified, identified, associated, associated, drove, driven, sold sold,
encouraged, described, described, blessed, blessed persuaded, persuaded, 2. Effectiveness, communicative, salesmanship,
punctuality, knowledgeable, growth, innovation, successfully
2. Truthful, regularly, profitable, honestly, prophethood,
adherence, favorable, encouragement 3. Indirect Questions: (1) Do you know how a consumer buys the
product for his personal use? (2) Do you know what a multi-level
3. Indirect Questions: (1) Could you tell me what the marketing business is? (3) Could you explain how you advertise your
scope of business is in KSA? (2) Do you know what the business? (4) Can you tell me when you are going to start your business?
entrepreneurship means? (3) Could you tell me what you would (5)Could you tell me how a business incubator provides workspace?
like to do to promote your business? (4) Can you tell me what the
importance of truthfulness is in business? (5) Could you tell me 4. (1) e (2) a (3) b (4) c (5) d
what the prophet (SWS) says about honesty in business?
5. (1) Sightseeing is enjoyed a lot by a wayfarer. (2) Goods are
4. (1) a (2) e (3) d (4) b (5) c advertised and sold by shouting by a hawker.(3) Things are bought and
sold by a trader. (4)Goods are illegally bought and sold in the black
5. (1) Money is invested in business for profit by a capitalist. market by a black marketer.
(2)By whom are various parts of business activities organized?
(3) Are deals arranged in business by a dealmaker? (4) How are a 6. (1) I wish my nephew was an honest businessman. (2) I wish my
company, organization and an institution managed by a director?
friend was well behaved in his business dealing. (3) I wish my father had
6. (1) I wish I could be a rich businessman. (2) I wish I could patience while dealing with other people. (4) I wish my friend had
afford such expensive clothes.(3) I wish my father could manage business ethics.
a big business. (4) I wish my uncle had got any business award.
Unit -5-6 Unit -7-8
1. Gathered, gathered, consented, consented, supplied, supplied, 1. Felt, felt, influenced, influenced, adapted, adapted, informed,
exhibited, exhibited, promoted, promoted, bought, bought 2. informed, grew, grown, throve, thriven
Organizational, prioritize, improvement, identical, follower,
2. Remake, misuse, ill-behave, misunderstand, undecided, unlearn,
meaningful, action, requirement 3. insecure, irregular
Indirect Questions: (1) Could you tell me what you mean 3. (1) e (2) a (3) b (4) c (5) d
by market competition? (2) Do you know what the market
competition germinates? (3) Could you tell me what the different 4. (1) e (2) a (3) b (4) c (5) d
levels of economic competition are? (4) Can you tell me what a
healthy competition is? (5) Could you tell me how a less 5. (1) Consumers are influenced by good behavior. (2) Decisions and
competition exhibits higher prices? marketing outcome are influenced by consumers' knowledge. (3) Are the
products advertised by your friends? (4) How are meaningful images
4. (1) d (2) a (3) e (4) b (5) c used for marketing by you?
5. (1) Are trade fairs and flea market also included in physical 6. (1) I wish my friend didn't deal badly with the customer. (2) I wish he
market? (2)Where is labor sold to business by people? (3) How is could advertise his business well. . (3)I wish he wasn't ill-treated. (4) I
the exchange of liquid assets facilitated by a financial market? (4) wish he used good images for advertisement.
What is done in illegal market by the sellers?
6. (1) I wish my friends had an idea about different types of

market. ( 2) I wish he was satisfied with current markets. (3) I
wish he didn’t give misinformation about market competition. (4)
I wish my uncle didn't believe in monopoly.
Unit -9-10 Unit – 11-12
1. Benefitted, benefitted, disputed, disputed, knew, known, 1. Controlled, controlled, clarified, clarified, constituted, constituted,
facilitated, facilitated, explored, explored, gave, given hurt, hurt, undertook, undertaken, studied, studied
2. Inventor, expression, recognizable, reasonable, advantageous, 2. Effective, management, scholarly, universality, customize,
bankruptcy, certainty, environmental performance, resourceful, strategic
3. Indirect Questions: (1) Do you know what intellectual 3. Passive Voice: (1) Is a framework provided to run a successful
property rights are? (2) Can you explain what the function of
trademark is? (3) Could you tell me how patent prevents someone business by a strategic management? (2) What is studied in strategic
from making and selling somebody else’s inventions? (4) Can management? (3) Managers are guided by a mission to make appropriate
you tell me what a trade dress means? (5) Could you tell me how
business laws facilitate business needs and smooth business daily decisions? (4) Are performance measurements included in strategy
operation? 4. (1) e (2) a (3) d (4) c (5) b 5. (1) Is the trademark monitoring? (5) Is the universality of human values considered in Islamic
protected by the law? (2) Are receivers appointed by creditors management?

with secured debts? (3) By whom is the bonafide certificate
issued? (4) Is a property occupied by a leaseholder for a specified
period of time? (6) 1. conveys 2. occupies 3.belongs 4. denies
Glossary
Words Transcriptions and Meanings
abatement /əˈbeɪtmənt/ n. a reduction in the assessment of tax, penalty or interest
when determined the assessment is incorrect
actuary /aktʃʊəri/ n. person who compiles and analyses statistics and uses them to
calculate insurance risks and premiums.
accountant /əˈkaʊntənt/ n. someone whose job is to prepare financial records for a

company or person
actual cost /ˈæktʃuəl kɒst / phrase. the cost of a product based on incurred costs of
material and labor required in its production.
acquire /əˈkwaɪə(r)/ v. to get something
adhere /ədˈhɪə(r)/ v. to stick to something
adaptability /əˌdæptəˈbɪləti/ n. changing of behavior to deal with new situations
advertising /ˈædvə(r)ˌtaɪzɪŋ/ n. paid announcements about a product in print, broadcast,

or electronic media
affordability /əˌfɔː(r)dəˈbɪləti/ n. believed to be within one's financial means
agency /ˈeɪdʒ(ə)nsi/ n. a business that provides a particular service to a company
alphanumeric /ˌalfənjuːˈmɛrɪk/ adj. consisting of or using both letters and numerals
alignment /əˈlaɪnmənt/ n. a position of agreement or alliance.
allocation /ˌæləˈkeɪʃ(ə)n/ n. an amount or share of something that is given to

someone or used for a particular purpose
ambush /ˈæmbʊʃ ˈmɑː(r)kɪtɪŋ / n. a method of marketing in which a company

marketing advertises its products during an occasion
amortization /əˌmɔː(r) taɪˈzeɪʃ(ə)n/ n. process of writing off the cost of an intangible

asset over its useful life.
annuity /əˈnjuːɪti/ n. a fixed sum of money paid to someone each year, typically
for the rest of their life
anonymity /ˌænəˈnɪməti/ n. the quality or state of being unknown or

unacknowledged.
appraisal /əˈpreɪz(ə)l/ n. A formal estimate of the value of something on the open

market.
ascertain /ˌæsə(r)ˈteɪn/ v. find (something) out for certain; make sure of.
asset /ˈæset/ n. something such as money or property that a person or company

owns
audit /ˈɔːdɪt/ n. examination and verification carried out by an outside agency
autocratic /ˌɔːtəˈkrætɪk ˈliːdə(r) / a leader who gives direct, clear, and precise orders
leader with detailed instructions
authentication /ɔːˌθentɪˈkeɪʃ(ə)n/ n. any process by which a system verifies the identity of

a User who wishes to access it
authorization /ɔːθərʌɪˈzeɪʃ(ə)n n. the action of authorizing, a document giving official

permission.
bankruptcy /ˈbaŋkrʌptsi/ n. the state of being completely lacking in a particular good

quality
balance sheet /ˈbælənsʃiːt / n. statement of the financial position of a business as of a

particular date
baron /ˈbærən/ n. powerful person in particular type of business
barter /ˈbɑː(r)tə(r)/ n. direct exchange of merchandise and/or services between

businesses.
bear market /beə(r) ˈmɑː(r)kɪt/ n. a market in which share prices are falling,
encouraging selling.
benchmark /ˈbentʃˌmɑː(r)k/ v. to provide a standard that something can be judged by
beneficiary /ˌbenɪˈfɪʃəri/ n. the person who receives or is to receive the benefits

resulting from certain acts
beverages /ˈbev(ə)rɪdʒ/ n. a drink
bond n. an agreement with legal force
bookkeeping /ˈbʊkˌkiːpɪŋ/ n. the job of recording an organization’s financial accounts
branch /brɑːntʃ/ n. division, office or other unit of business located at a different

location from the main office
branding /ˈbrændɪŋ/ n. use of advertising, design, and other methods to make people
remember a particular product
broadband /ˈbrɔːdband/ n. a high-capacity transmission technique using a wide range

of frequencies
brokerage /ˈbrəʊk(ə)rɪdʒ/ n. the business of acting as a broker
bull market /bʊl ˈmɑː(r)kɪt / n. a market in which share prices are rising, encouraging
buying
capitalist /ˈkæpɪt(ə)lɪst/ n. someone who is successful in business or who invests

money in businesses for profit
CEO n. Chief Executive Officer: most senior manager in a company who has
more authority than anyone else
CFO n. Chief Financial Officer: the person in charge of the financial policy and
decisions in a company
charisma /kəˈrɪzmə/ n. a spiritual power or personal quality that gives an individual

the power to influence large numbers of people
CIF value n. the value of imported goods which includes cost, insurance and freight.
collaboration /kəˌlæbəˈreɪʃ(ə)n/ n. the process of working with someone to produce

something
collision /kəˈlɪʒ(ə)n/ n.the act or process of colliding; a crash or conflict
compensation /ˌkɒmpənˈseɪʃ(ə)n/ n. direct and indirect monetary and non-monetary

rewards to employees
competent /ˈkɒmpɪtənt/ n. having suitable or sufficient skill, knowledge, experience,

etc.
competitor /kəmˈpetɪtə(r)/ n. a company that sells the same goods or services as

another company
comprehensive /ˌkɒmprɪˈhensɪv ˈkʌv(ə)rɪdʒ/ phrase. Insurance designed to pay for the

coverage repair or replacement of the policy owner’s car in the event of damage not
resulting from an accident
commodity /kəˈmɒdəti/ n. something that can be bought and sold, especially a basic
food product or fuel
ameliorate /əˈmiːliəreɪt/ v. to improve or make better
budgeting /ˈbʌdʒɪt/ n. an estimate of costs, revenues, and resources over a specified

period
confound /kənˈfaʊnd/ v. cause surprise or confusion in (someone), especially by not

according with their expectations
consortium /kənˈsɔː(r)tiəm/ n. an association of business enterprises, whether

individuals, partnerships
consumer /kənˈsjuːmə(r) /ˈmɑː(r)kɪt/ n. it represents individuals and families

market purchasing goods and services for personal consumption
contractual / kənˈtraktʃʊəl/ adj. agreed in a contract
copyright /ˈkɒpiˌraɪt/ the legal right to have control over the work of a writer, artist,
musician etc.
stock broker /ˈstɒkˌbrəʊkə(r)/ n. one employed by a member firm of a stock exchange,

who buys and sells stocks and other securities for customers
compensation /ˌkɒmpənˈseɪʃ(ə)n/ n. money that someone receives because something bad

has happened to them
compliant / kəmˈplʌɪənt/ adj. disposed to agree with others or obey rules, especially
to an excessive degree; acquiescent
controller /kənˈtrəʊlə(r)/ n. someone whose job is to manage an organization or part

of an organization
consumer /kənˈsjuːmə(r) /bɪˈheɪvjə(r)/ Np. totality of consumers' decisions with

behavior respect to the acquisition, consumption, and disposition of goods
consequential /kɒnsɪˈkwɛnʃ(ə)l/ adj. following as a result or effect
consumer /kənˈsjuːmə(r) ˈmem(ə)ri/ n. the persistence of learning over time, via the
memory storage and retrieval of information
contingency /kənˈtɪndʒ(ə)nsi /ˈθɪəri/ Np. organizational theory that claims that there is
theory no best way to organize a corporation, instead, the optimal course of action
is dependent upon the internal and external situation
capital goods /ˈkæpɪt(ə)l ɡʊdz / NP. goods that are used in producing other goods, rather
than being bought by consumers
censure /ˈsɛnʃə/ v. express severe disapproval of someone or something especially

in a formal statement
copyright /ˈkɒpiˌraɪt/ n. Copyright is a form of protection for published and

unpublished literary, scientific and artistic works
cost allocation /kɒst ˌæləˈkeɪʃ(ə)n / Np. a process of providing relief to shared service
organization's cost centers that provide a product
courtesy /ˈkəːtɪsi/ n. the showing of politeness in one's attitude and behavior towards
others.
corporate /ˈkɔːp(ə)rət/ adj. relating to a large company or group.
coverage /ˈkʌv(ə)rɪdʒ/ n. the risks covered and amount of money paid for losses
under an insurance policy
creditor /ˈkredɪtə(r)/ n. a person who extended credit and to whom money is owed;
a lender
crumple /ˈkrʌmp(ə)l/ v. crush so that it becomes creased and wrinkled.

customer /ˈkʌstəmə(r)/ n. a person or company that buys goods or services
customize /kʌstəmʌɪz/ v. to modify (something) to suit a particular individual or task.
dealer /ˈdiːlə(r)/ n. a person or company that buys and sells a particular product
dealmaker /ˈdiːlˌmeɪkə(r)/ n. someone who arranges deals, especially in business or

politics
debtor /ˈdetə(r)/ n. person who owes money; a borrower
decisive /dɪˈsaɪsɪv/ adj. having the power of quality of deciding, putting an end to
controversy
deductible /dɪˈdʌktəb(ə)l/ n. the amount the insured pays on a claim before the insurer
pays the remainder
default /ˈdɪˌfɔːlt/ n. the failure of a debtor to make timely payments of interest and
principal amounts
delivery /dɪˈlɪv(ə)ri/ n. transfer of goods or an interest in goods from one person to

another
demand /dɪˈmɑːnd/ n. an insistent and peremptory request, made as of right.
democratic /ˌdeməˈkrætɪk /ˈliːdə(r)/ n. leader encourages workers to share in making

leader decisions about their work-related problems
demography / dɪˈmɒɡrəfi/ n. the study of statistics such as births, deaths, income, or the
incidence of disease
deposit /dɪˈpɒzɪt/ v. a sum of money paid into a bank or building society account.
depreciation /dɪˌpriːʃiˈeɪʃ(ə)n/ n. an accounting technique in which the cost of an asset is

allocated over its useful life
developer /dɪˈveləpə(r)/ n. someone who buys land or buildings in order to put new or
better buildings there and make money from them
directive /dɪˈrektɪv/ n. an official order or instruction
dispute /dɪˈspjuːt/ n. a serious disagreement, especially one between groups of

people that lasts for a long time
disability /ˌdɪsəˈbɪləti /ɪnˈʃʊərəns/ Np. provides payment to replace earnings during

insurance times when workers cannot work due to illness or injury
dividend /ˈdɪvɪdend/ n. a payment by a corporation to shareholders, which is taxable

income of shareholders
director /dəˈrektə(r)/ n. someone whose job is to manage all or part of a company,

organization, or institution
disability / dɪsəˈbɪlɪti/ n. physical or mental condition that limits a person's

movements, senses, or activities.
discount /ˈdɪsˌkaʊnt/ n. a reduction in the price of something
discrimination /dɪˌskrɪmɪˈneɪʃ(ə)n/ n. the unjust or prejudicial treatment of different

categories of people, especially on the grounds of race, age, or sex
discretionary /dɪˈskreʃ(ə)n(ə)ri/ adj. available for use at the discretion of the user
disposition /ˌdɪspəˈzɪʃ(ə)n/ n. the process by which a consumer disposes of an offering
domicile /ˈdɒmɪsaɪl/ n. a person's permanent home, the place to which he always

intends to return
double-entry /ˈdʌb(ə)l ˈentri / phrase. denoting a system of bookkeeping in which each

transaction is entered as a debit in one account and a credit in another
downline /daʊnlaɪn/ n. In a Multi-Level Marketing business, the collection of all

people signed up underneath an individual on which the individual receives
payment on their sales.
dread insurance /dred ɪnˈʃʊərəns / n. an insurance in which the insurer gives a lump sum
cash payment if the policyholder is diagnosed with specific illnesses.
due diligence /djuːˈdɪlɪdʒ(ə)ns/ n. comprehensive appraisal of a business undertaken by a

prospective buyer, especially to establish its assets and liabilities
endorser /ɪnˈdɔː(r)sər/ n. a person who is authorized to sign a negotiable security in

order to transfer ownership from one party to another
endowment /ɪnˈdaʊmənt ˈpɒləsi / Np. life insurance contract designed to pay a lump
policy sum after a specific term (on its 'maturity') or on death.
enterprise /ˈentə(r)ˌpraɪz/ n. an important project, especially new or different
entity /ˈentəti/ n. in general for tax purposes, an organization, person or party that
possesses separate existence.
entrepreneur /ˌɒntrəprəˈnɜː(r)/ n. someone who uses money to start businesses and

make business deals
equation /ɪˈkweɪʒ(ə)n/ n. a mathematical statement used to evaluate a value
equity /ˈekwəti/ n. a stock or any other security representing an ownership interest
etiquette /ˈetɪket/ n. a set of rules for behaving correctly in social situations
equilibrium /ˌiːkwɪˈlɪbriəm praɪs / Np. price where quantity supplied equals quantity
price demanded; price that clears the market
equity /ˈekwɪti/ n. the value of the shares issued by a company.
ethics /ˈeθɪk/ n. a system of moral principles

executive /ɪɡˈzekjʊtɪv/ n. a senior manager in a business or other organization
eye-catching /aɪˈkætʃɪŋ/ n. attractive or unusual and therefore noticed
fender /ˈfɛndə/ n. a plastic cylinder, tyre, piece of old rope or matting, etc., hung
over a ship's side to protect it
fiscal year /ˈfɪsk(ə)l jɪə(r)/ phrase. a period used for calculating annual financial
statements in businesses
flea market /fliː ˈmɑː(r)kɪt / n. a street market selling second-hand goods
fluctuation ˌ/flʌktʃʊˈeɪʃ(ə)n/ n. an irregular rising and falling in number or amount; a

variation.
forensic /fəˈrensɪk/ adj. relating to the use of scientific methods to solve crimes and
to find out who committed them
forgo /fɔːˈɡəʊ/ v. go without (something desirable).
franchise /ˈfræntʃaɪz/ n. a formal agreement for someone to sell a company’s

products or services in a particular place
foreman /ˈfɔː(r)mən/ n. a man who is in charge of a team of workers
fringe benefits /frɪndʒ/ˈbenɪfɪt/n. payments other than wages or salaries
gaffer /ˈɡæfə(r)/ n. a man who is in charge of other people, especially workers
general /ˈdʒen(ə)rəl ˈpɑː(r)tnə(r)ʃɪp/ n. A arrangement by which partners conducting a

partnership business jointly have unlimited liability, which means their personal assets
are liable to the partnership's obligations
generic brand /dʒəˈnerɪk brænd/ phrase. A type of consumer product that lacks a widely
recognized name or logo because it typically isn't advertised
global economy /ˈɡləʊb(ə)l /ɪˈkɒnəmi/ phrase. one in which goods, services, people,
skills, and ideas move freely across geographic borders
goodwill /ɡʊdˈwɪl/ n. a feeling of wanting to be friendly and helpful to someone
gross income /ɡrəʊs ˈɪnkʌm / n. an individual's total personal income before taking taxes
or deductions into account
guarantor /ˌɡærənˈtɔː(r)/ n. someone who makes an official agreement to be

responsible for money that someone else owes
heterogeneous /ˌhetərəʊˈdʒiːniəs/ adj. diverse in character or content.
homogenous /ˌhəʊməʊˈdʒiːniəs/ adj. consisting of things that are very similar or all of
the same type
humility /hjuːˈmɪləti/ n. the quality or condition of being humble; modest opinion

hypermarket /ˈhaɪpə(r)ˌmɑː(r)kɪt/ n. a very large supermarket, usually built outside a

town, that sells a wide range of goods
imperfect /ɪmˈpɜː(r)fɪkt /ˌkɒmpəˈtɪʃ(ə)n/ monopolistic competition, oligopoly, and

competition monopoly
immovable /ɪˈmuːvəb(ə)l/ adj. not able to be moved.
incremental /ˌɪŋkrɪˈment(ə)l /kɒst/ phrase. the overall change that a company

cost experiences by producing one additional unit of good.
incur /ɪnˈkɜː(r)/ v. to experience something unpleasant as a result of something

that you have done
inter entity /ɪnˈtɜː(r) ˈentəti/ n. commonly refers to activities or costs between two or
more agencies, departments, or bureaus.
industrialist /ɪnˈdʌstriəlɪst/ n. someone who owns or manages a large and important

industrial company
inflation /ɪnˈfleɪʃ(ə)n/ n. a general increase in prices and fall in the purchasing value
of money.
infringe /ɪnˈfrɪndʒ/ v. to break a law, rule, or agreement
insolvency / ɪnˈsɒlv(ə)nsi/ n. bankruptcy
installation /ɪnstəˈleɪʃ(ə)n/ n. fitting in
insurance /ɪnˈʃʊərəns/ n. an arrangement by which a company or the state undertakes

to provide a guarantee of compensation for specified loss, damage, illness,
or death in return for payment of a specified premium.
insured /ɪnˈʃʊə(r)d/ adj. an individual, usually but not always the buyer, covered
by an insurance policy
insurer /ɪnˈʃʊərə(r)/ n. the Company or agency that writes an insurance policy
intangible, /ɪnˈtændʒəb(ə)l/ Adj. asset that is not physical in nature such as patents,
trademarks, copyrights, busines goodwill and brand
integrity /ɪnˈteɡrəti/ n. adherence to moral and ethical principle; soundness of moral

character and honesty
interlocutor /ˌɪntə(r)ˈlɒkjʊtə(r)/ n. someone who takes part in talks as a representative

of another person or organization
interpersonal /ˌɪntə(r)ˈpɜː(r)s(ə)nəl /skɪl/ phrase. the behaviors and feelings that exist
skills within all of us that influence our interactions with others
investment /ɪnˈves(t)mənt/ n. purchase of stocks, bonds, mutual fund shares, real

property, an annuity, collectibles, or other assets
investor /ɪnˈvestə(r)/ n. a person or organization that invests money
inventory /ˈɪnv(ə)nt(ə)ri/ n. a complete list of items such as property, goods in stock,

or the contents of a building
invoice ˈ/ɪnvɔɪs/ n. a list of goods sent or services provided, with a statement of the
sum due for these; a bill
jingle /ˈdʒɪŋɡ(ə)l/ v. to make a sound like small metal objects hitting each other
jurisdiction /ˌdʒʊərɪsˈdɪkʃ(ə)n/ n. the official power to make legal decisions and

judgments
Kaizen n. continuous improvement

Approach
lay-off /leɪ ɒf / n. a temporary or permanent discharge of a worker or workers
lawsuit /ˈlɔːˌsuːt/ n. a case that a court of law is asked to decide involving a

disagreement between two people or organizations
lease /liːs/ v. a contract by which one party conveys land, property, services,
etc. to another for a specified time, usually in return for a periodic
payment.
line of credit /laɪn ɒf /ˈkredɪt/ Np. an amount of credit extended to a borrower
magnate /ˈmæɡneɪt/ n. a successful and important person with a lot of power in a

particular industry
magnify /ˈmæɡnɪfaɪ/ v. to make (something) appear larger
manager /ˈmænɪdʒə(r)/ n. someone whose job is to organize and control the work of
a business or organization
managing /ˈmænɪdʒ ɪŋ dəˈrektə(r)/ Np. the person with the most senior position in a
director company
merchandise /ˈməːtʃ(ə)ndʌɪs,-z/ n. goods to be bought and sold
monopsony /məˈnɒpsəni/ n. a market situation in which there is only one buyer
leader /ˈliːdə(r)/ n. a person or thing that holds dominant or superior position

within its field
lease /liːs/ n. a contract by which one party gives land, property, services to
another for a specified time
levy /ˈlɛvi/ v. impose a tax, fee, or fine
liability /ˌlaɪəˈbɪləti/ n. legal responsibility for causing damage or injury, or for

paying something
life insurance /laɪf ɪnˈʃʊərəns/ n. provides payment to beneficiaries who were named by
the insured person
liquidator /ˈlɪkwɪdeɪtə/ n. a person appointed to wind up the affairs of a company or

firm.
livestock /ˈlaɪvˌstɒk/ n. animals such as cows, sheep, and pigs that are kept on farms
lump sum /lʌmp sʌm/ Np. single payment made at a particular time, as opposed to a
number of smaller payments
macroeconomic /ˌmakrəʊiːkəˈnɒmɪks/- n. the branch of economics concerned with large-

scale
malfunction /mælˈfʌŋkʃ(ə)n/ n. a failure to work or operate correctly
manipulation /məˌnɪpjʊˈleɪʃ(ə)n/ n. behavior that influences someone or controls

something in a clever or dishonest way
marketing /ˈmɑː(r)kɪtɪŋ/ n. the ways in which a company encourages people to buy its
products
market /ˈmɑː(r)kɪt /ˌiːkwɪˈlɪbriəm/ n. condition of price stability where the quantity

equilibrium demanded equals the quantity supplied
market research /ˈmɑː(r)kɪt /rɪˈsɜː(r)tʃ/ n. process of collecting information about what

products people like to buy, or not to buy
maximization /ˌmæksɪmaɪˈzeɪʃ(ə)n/ n. to make something as large as possible
middleman /ˈmɪd(ə)lˌmæn/ n. someone who helps to arrange business deals and

discussions between other people
mission /ˈmɪʃ(ə)n/ n. specifies the business in which the firm intends to compete
and the customers it intends to serve
monopoly /məˈnɒpəli/ n. the exclusive possession or control of the supply of or trade

in a commodity or service
net income /net ˈɪnkʌm/ Np. company's total earnings or profit calculated by taking
revenues and adjusting for the cost of doing business, depreciation,
interest, taxes
net worth / net wɜː(r)θ/ Np. total assets minus total outside liabilities of an
individual or a company
oligopoly /ˌɒlɪˈɡɒpəli/ n. market structure in which a few large sellers dominate and
have the ability to affect prices
operator /ˈɒpəˌreɪtə(r)/ n. a person or company that runs a business
open leader /ˈəʊpən ˈliːdə(r) / n. a manager who gives little or no direction to workers
ordinance /ɔːdɪnəns/ n. an authoritative order
outperform /aʊtpəˈfɔːm/ v. perform better than.
overdraft /ˈəʊvədrɑːft/ a deficit in a bank account caused by drawing more money

than the account holds
overrun /əʊvəˈrʌn/ v. spread over or occupy (a place) in large numbers.
overseer /ˈəʊvə(r)ˌsɪə(r)/ n. someone whose job is to watch something in order to

check that it works in the way that it should
ownership /ˈəʊnə(r)ʃɪp/ n. legal possession of something, usually something big and

valuable
partnership /ˈpɑː(r)tnə(r)ʃɪp/ n. the position of being one of two or more people who
own a company as partners
patent /ˈpeɪt(ə)nt/ n. form of intellectual property
perfect /ˈpɜː(r)fɪkt ˌkɒmpəˈtɪʃ(ə) / phrase. market structure characterized by a large

competition number of well-informed independent buyers and sellers who exchange
identical products
peer review /pɪə(r) rɪˈvjuː / v. evaluation of scientific, academic, or professional work

by others working in the same field
performance /pə(r)ˈfɔː(r)məns/ n. the act of performing a task
peril /ˈperəl/ n. a cause of loss
pioneer /ˌpaɪəˈnɪə(r)/ n. one of the first people to do something important that is

later continued and developed by other people
pirate /ˈpaɪrət/ v. use or reproduce (another's work) for profit without permission
policy /ˈpɒləsi/ n. a contract between the insurance company and the insured that
states the exact terms of the policy
policyholder /ˈpɒləsiˌhəʊldə(r)/ n. a person who owns the insurance policy
predatory /ˈpredət(ə)r /ˈpraɪsɪŋ/ phrase. the pricing of goods or services at such a low
pricing level that other firms cannot compete and are forced to leave the market
price ceiling /praɪs ˈsiːlɪŋ / Np. maximum legal price that can be charged for a product
prioritize /praɪˈɒrɪtaɪz/ v. to decide in what order you should do things, based on

how important or urgent they are
premium /ˈpriːmiəm/ n. the money paid to an insurance company to purchase a

policy
price-fixing /praɪs fɪks ɪŋ / Np. agreement, usually illegal, by firms to charge a uniform
price for a product
procurement /prəˈkjʊəmənt/ n. the action of obtaining or procuring something
promotion /prəˈməʊʃ(ə)n/ n. Stimulation of sales achieved through contests,

demonstrations and discounts
proprietor /prəˈpraɪətə(r)/ n. someone who owns a business
proposition /prɒpəˈzɪʃ(ə)n/ n. a statement or assertion that expresses a judgment or

opinion.
quality /ˈkwɒləti əˈʃɔːrəns / Np. maintenance of a desired level of quality in a

assurance service especially by means of attention to every stage of the process of
delivery or production.
real estate /rɪəl ɪˈsteɪt / phrase. property consisting of land or buildings.
rebound / rɪˈbaʊnd/ v. to bounce back through the air after hitting something hard
reimburse ˌ/riːɪmˈbəːs/ v. to repay (a person who has spent or lost money).
remit /rɪˈmɪt/ v. send (money) in payment or as a gift.
repudiation /rɪˌpjuːdɪˈeɪʃn/ n. rejection of a proposal or idea.
retailer /ˈriːˌteɪlə(r)/ n. a person or company that sells goods directly to the public
for their own use
revenue /ˈrɛvənjuː/ n. the amount of money that a company actually receives during
a specific period, including discounts and deductions for returned
merchandise
risk /rɪsk/ n. an investor's uncertainty about the economic gains or losses that
result from a particular investment
salvage /salvɪdʒ/ v. rescue (a wrecked or disabled ship or its cargo) from loss at sea.
sideswipe /sʌɪdswʌɪp/ v. strike along the side in passing. noun
Six Sigma / sɪks ˈstɪɡmə/ n. a quality-control program developed in 1986 by

Motorola. emphasized cycle-time improvement
sovereignty /ˈsɒvrɪnti/ n. supreme power or authority
spectacular /spɛkˈtakjʊlə / adj. beautiful in a dramatic and eye-catching way.
stakeholder /ˈsteɪkˌhəʊldə(r)/ n. a person or company that has invested in a business

and owns part of it
storefront /ˈstɔːfrʌnt/ n. a room or set of rooms facing the street on the ground floor
of a commercial building, typically used as a shop.
strategy /ˈstrætədʒi/ n. an integrated and coordinated set of commitments and

actions designed to exploit core competencies
strategic /strəˈtiːdʒɪk fleksəˈbɪləti/ phrase. a set of capabilities used to respond to

flexibility various demands and opportunities in different environment
subsequent /ˈsʌbsɪkw(ə)nt / adj. coming after something in time; following
subscription /səbˈskrɪpʃ(ə)n/ n. an arrangement to receive something, typically a

publication, regularly by paying in advance
supervisor /ˈsuːpə(r)ˌvaɪzə(r)/ n. someone who is in charge of an activity, a place, or a

group of people such as workers or students
surplus /ˈsɜː(r)pləs/ n. situation where quantity supplied is greater than quantity

demanded at a given price
sustainability /səˈsteɪnəb(ə)l/ n. the endurance of systems and processes
swipe / swʌɪp/ v. hit or try to hit with a swinging blow.
traceability /ˈtreɪsəbəˈbɪləti/ n. the ability to verify the history, location, or application

of an item by means of documented recorded identification
trademark /ˈtreɪdˌmɑː(r)k/ n. a name or design belonging to a particular company,

used on its products
transcend /tranˈsɛnd,trɑːn-/ v. go beyond the range or limits
tycoon /ˌtaɪˈkuːn/ n. a rich and powerful person who is involved in business or

industry
quintessence /kwɪnˈtes(ə)ns/ n. a feature of something that contains all of its main

qualities
significant /ˈsænɪtaɪz/ v. to make something clean and healthy, especially by killing

bacteria
sunk cost /sʌŋk /kɒst/ Phrase. a cost that has already been incurred and thus cannot
be recovered
tontine /tɒnˈtiːn/ n. annuity shared by subscribers to a loan or common fund, the

shares increasing as subscribers die until the last survivor enjoys the whole
income
transaction /trænˈzækʃ(ə)n/ n. process of buying and selling something
terrain /təˈreɪn/ n. an area of land, usually one that has a particular physical
feature
underperform /ʌndəpəˈfɔːm / v. perform less well than expected
underwrite /ʌndərʌɪt/ v. to sign and accept liability under an insurance policy

guaranteeing payment in case of loss
viral marketing /ˈvaɪrəl ˈmɑː(r)kɪtɪŋ / phrase . a type of marketing in which an

organization’s customers advertise a product simply by talking to other
people about it
veracious /vəˈreɪʃəs/ adj. speaking or representing the truth
vicarious /vɪˈkeəriəs /ˌlaɪəˈbɪləti/ phrase. a situation in which one party is held

liability partly responsible for the unlawful actions of a third party.
vision /ˈvɪʒ(ə)n/ n. a picture of what the firm wants to be and, in broad terms,
what it wants to ultimately achieve
voucher /ˈvaʊtʃə/ n. a small printed piece of paper that entitles the holder to a
discount, or exchanged for goods
yardstick /ˈjɑː(r)dˌstɪk/ n. something that you compare similar things to, as a way of
judging their quality or value
withdrawal /wɪðˈdrɔːəl/ n. an act of taking money out of an account.
wholesaler /ˈhəʊlˌseɪlə(r)/ n. someone whose job is to sell large quantities of goods to

shops or small businesses
write off /raɪt ɒf / n. the total reduction in the value of an asset, recognizing that it no
longer has any value
Some important abbreviations in business and management

Abbreviations Full Forms
AARF Australian Accounting Research Foundation
ABN Accounting Bodies Network
ABS Alternative Business Structure
KCK Association Of Corporate Counsel
ACCA American Corporate Counsel Association
ACCI American Corporate Counsel Institute
ACII Associateship of Chartered Insurance Institute.
ACIG Allied Cooperative Insurance Group
ACLU American College of Life Underwriters
ACMA Associate of the Chartered Institute of Management Accountants
AFS Annual Financial Statement
ATM Automated Teller Machine
AP Accounts payable
ANB Arab National Bank
API Associate In Personal Insurance
ANTO Accountancy National Training Organization
ARMS Administrative Resource Management System
ASP Average selling price
B2C Business-to-Consumer
B2E Business-to-Employee
BAM Business Activity Monitoring
BAP Business Auto Policy

BIC Business Income Coverage
BOW Breach Of Warranty
Bps Book Value per Share
BS Balance Sheet
BSP Business Sustainability Programme
CA Chartered Accountant
CAL Comprehensive Automobile Liability
CAT Certified Accounting Technician
CAE Chief Audit Executive
CCHI Council of Cooperative Health Insurance
CCIR Canadian Council Of Insurance Regulators
CEO Chief executive officer
CF Cash Flow
CFE Certified Fraud Examiner
CFO Chief Financial Officer
CIC Certified Insurance Counselor
CII Chartered Insurance Institute
CIP Consolidated Insurance Program
CISA Certified Information Systems Auditor
CLU Chartered Life Underwriter
CMO Chief Marketing Officer
CMT Crisis Management Team
CPA Certified Public Accountant
CPE Certified Professional Engineer
CPI Consumer Price Index
CPIW Certified Professional Insurance Woman
CPSA Consumer Product Safety Act Of 1972
DMIC Direct Marketing Insurance Council
EVA Economic Value Added
EMI Equated Monthly Installment
FCII Fellow of the Chartered Insurance Institute
FDI Foreign Direct Investment
FET Federal Excise Tax
FIA Federal Insurance Administration
FS Financial Statements
FTA Free Trade Agreement
FYE Fiscal Year End
GDP Gross Domestic Product
HDFC Housing Development Finance Corporation
HIAA Health Insurance Association Of America
HII Health Insurance Institute
HR Human Resources
IDB Islamic Development Bank
IDBI Industrial Development Bank of India
IAS International Accounting Standard
IIA Insurance Institute Of America
IIAC International Insurance Advisory Council
IIC Insurance Institute Of Canada

ICIEC Islamic Corporation for the Insurance of Investment and Export
Credit
IMCA Insurance Marketing Communications Association
IRMI International Risk Management Institute
IRTI Islamic Research & Training Institute
ITFC International Islamic Trade Finance Corporation
KPI key performance indicators
LIAA Life Insurance Association Of America
LIC Life Insurance Corporation of India
NAV Net Asset Value
NAIC National Association Of Insurance Commissioners
BCN The National Commercial Bank
NLM Nonlinear Management
OIC Organization of Islamic Cooperation
7P Product, Price, Place, Promotion, People, Process, Physical evidence
PIA Primary Insurance Account
PMI Private Mortgage Insurance
QA Quality Assurance
QC Quality Control
QCD Quality, Cost, Delivery
RM Risk Management
SABB Saudi Arabian British Bank
SABIC Saudi Arabia Basic Industries Corporation
SAMA Saudi Arabian Monetary Agency
SAMBA Saudi American Bank
SHB Saudi Hollandi Bank
SIN The Saudi Investment Bank
STC Saudi Telecom Company.
TCR machines Teller Cash Recycling machines
TM Time Management
TQM Total Quality Management
REFERENCES
Anderson, R.C .and Pearson, P.D. (1984)." A Schema Theoretic View of Basic
Processes in reading Comprehension" in Carrell.P.L. Devine, J. and Eskey, D.E. (eds)
(1988) Interactive Approaches to Second Language Reading.PP. 37-55.New York.
Cambridge University press.
Brain, G. (2001). Twenty Years of Needs Analysis: Reflection on a Personal Journey

(A) in J.Flowerdew & M. Peacock (eds) Research Perspectives on English for
academic Purposes (M) Cambridge, Cambridge University Press. PP: 195-207.
Carter, D. (1983). Some propositions about ESP ( J) The ESP Journal 2: pp.131-137)
Chomsky, N. (1965). Aspects of the Theory of Syntax. MIT Press.

Dudley- Evans, T. & M. St John. (1998).Developments in English for Specific

purposes: A multi-disciplinary approach. Cambridge University Press.
Gatehouse, K. (2001). Key Issues in English for Specific Purposes (ESP) Curriculum
Development. http://www.itesli.org/ Articles/ Gatehouse- ESP.html.
Gillett, A&Wray, L (2006) ‘EAP and Success ‘in Assessing the Effectiveness of EAP
Programmes, BALEAP.)
Halliday, M.A.K. (1978) Language as Social Semiotic. London: Edward Arnold.
Hutchinson, T & Walter, A. (1987). English for Specific Purposes: A learner

centered approach. Cambridge University Press.
Jordan. R. (1997). English for Academic Purposes: A Guide and Resource Book for
teachers (M) Cambridge: Cambridge University Press.
Lin, Tianhu, (2001). On the Development of Business English as a discipline. (J)

Journal of Xiamen University (Arts and Social Science, 4: 143-150.
Munby, J. (1978). Communicative Syllabus Design. (M). Cambridge: Cambridge

University Press.
Phillipson, R. (1992). Linguistic Imperialism (M). Oxford: Oxford University Press.
Robinson. (1991). ESP Today: A Practitioner’s guide M) .London: Prentice Hall.

English For Business

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English For Business

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Stephenson defines business as, "The regular production or purchase and sale of goods undertaken

A. Read the text and answer the questions given below:

8 Conversation: What do you mean by supply and

2. significant َ‫ها‬ b. a brave or experienced soldier

3. truthfulness ‫ِصذالُح‬ c. buy an asset for one self

4. transactions ‫اٌّؼاِالخ‬ d. the act of being truth

5. warrior ‫ِحاسب‬ e. very important

3 Generative Vocabulary: Fill in the blanks with correct word -forms.

Nouns Arabic Meanings Adjectives

4 Multiple Choices: Choose the correct verb / phrases.

5 Writing: Frame sentences of the following words.

1. entrepreneurship (‫ )سَادج األػّاي‬-------------------------------------------------------------

6 Grammar Focus: Fill in the blanks with correct verb- forms.

1. He ------------------------------------------ a manager when he was 25 years old

2. My distributer ------------------------------me while I was talking to my friends.

3. I ------------------------------------------------your proposal and I am quite impressed.

4. The workers-------------------------------the strike yesterday, because the company gave in to

5. I ------------------------------ those changes last week

7 Pronunciation: Learn these words & pronounce them in chorus.

veracious / vɛˈreɪʃəs / warriors / ˈwɒrɪə/ transaction / tranˈzakʃ(ə)n /

entrepreneurship /ɒntrəprəˈnəː/ resurrection / rɛzəˈrɛkʃ(ə)n / franchise / fran(t)ʃʌɪz /

8 Conversation: Business telephonic conversation

10 Peer-Writing: Write a business aid about LG washing Machine.

Leather bags in black, pink and white

Soft leather hand bags – SR 300 only

Hurry Hurry Hurry

Definition of entrepreneur and entrepreneurship

A. Read the text and answer the questions given below:

2. Why has entrepreneurship become a major force in the global economy?

3. Why is flexibility the essence of entrepreneurship?

2 Vocabulary: Match words with meanings in English.

Words Arabic Meanings Meanings in English

2. dynamic ‫فؼاي‬ b. a daring journey or undertaking

3. venture ‫ِششوع‬ c. to involve oneself deeply in a particular activity

4. prosperity ‫اصدهاس‬ d. full of energy

5. immerse ‫َذِج‬ e. a situation involving exposure to danger

3 Generative Vocabulary: Fill in the blanks with correct word -forms.

Nouns Arabic Meanings Adjectives

4 Multiple Choices: Choose the correct answer.

1. Which word means difference between income and expenditure? -------------

(a) loss (b) profit (c) balance

(a) credit (b) profit (c) loss

5 Writing: Frame sentences of the following words.

6 Grammar Focus: Fill in the blanks with correct preposition in brackets.

4. Which category would this fall -------------------------------------?

5. We have worked on dozens -----------------------------------similar projects.

7 Pronunciation: Learn these words & pronounce them in chorus.

entrepreneur /ˌɒntrəprəˈnəː/ executive /ɪgˈzɛkjʊtɪv / tycoon /tʌɪˈkuːn /

debtor /ˈdɛtə/ depreciation /dɪˌpriːʃɪˈeɪʃ(ə)n leverage /ˈliːv(ə)rɪdʒ/

8 Conversation: Competitive dynamics is important for new business.

Seraj: Hey, do you have some time for me?

9 Role Play: Ask questions and discuss about entrepreneurship.

10 Peer-Writing: Write a paragraph about entrepreneurship.

Units 1-2 Progress Check

Present Past Past Participle

2 ment, able, ence, hood , ly, able , ly, ful

regular +------------- = -------------------------- adhere +--------- = -------------------

honest + ------------- = -------------------------- encourage +------------ = -----------------

3 Change these sentences into indirect questions.

1Direct Questions Indirect Questions

4 Match words with their meanings.

5 Change the following sentences into Passive Voice.