UNIT 3 SALES

ANSWER KEY

Listening 1: A value-centred business (p. 29)

1)

1. leadership
2. business
3. care
4. value
5. unusual
6. quality
7. value
8. low
9. locally
10. cost
11. practices
12. personal
13. sizes
14. community
15. ten
16. nonprofits (non-profits)

Listening 2: Communicating values to the customer (p. 29)

3)
1. customers returning items: The company has a policy of free return, i.e. if a customer
doesn´t like a product, the company receives it, without asking questions.
2. correspondence (letters and email) from customers: The company answers all
correspondence and provides clear answers.
4)
He asked to see waste treatment facility of the textile manufacturing company, to see that
they were cleaning the water before putting it back into the river.

Listening 3: Engaging with the customer (pp. 29-30)

1. a 2. b 3. a 4. a 5. a

Language Focus: Past simple, past continuous and past perfect (pp. 30-31)
1)
“I was looking for responsible manufacturing practices... “ 🢣 past continuous
“He had gone online, ...”🢣 past perfect

2)
1. past perfect
2. past continuous
3. the verb “to be” (was/were)
4. had past participle
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ANSWER KEY

3)
“I was coming in yesterday” 🢣This action happened first.

4)
1. I found the supplier when I was looking on the Internet.
2. When you phoned me, I was having lunch with a client.
3. She was doing a second job but she gave it up when she started her new job.
4. They found out about the product while they were attending a fair trade in Moscow.
5. As I was leaving the building, I saw the visitors from Dubai.
6. We were having a meeting when the director’s phone rang.

5)
1. spoke
2. had sent
3. found
4. had changed

6)
1. d had unplugged
2. a hadn’t heard
3. b hadn’t received
4. c. had asked

Vocabulary 1: Describing products (p. 32)

A)
economical: a printer
comfortable: a sofa, trainers
attractive: an i-phone case
reliable: a car
expensive: designer clothes
practical: a coffee maker
fashionable: clothes
popular: a drink
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ANSWER KEY

B)
Un- In- Im-
unattractive inexpensive impractical
uneconomical
uncomfortable
unattractive
unreliable
unfashionable
unpopular

C)
2. hard
3. high
4. best
5. long
6. well

E)
1. c
2. e
3. g
4. b
5. d
6. a
7. f
8. h

1st design; 2nd test; 3rd modify; 4th manufacture; 5th promote; 6th launch; 7th distribute; 8th
discontinue

Reading 1: Fruits of the rainforest in a profitable harvest (p. 33)

1. d
2. a
3. f
4. b
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ANSWER KEY

Language Review 1 (p. 34)

Passive Voice: Present Simple and Past Simple
1)
1. The reservation is confirmed.
2. The goods are delivered every Monday.
3. A meeting was arranged.
4. The contract was cancelled five days ago.
5. All orders are executed carefully.
6. A mistake was made.
7. Your order was processed yesterday.
8. The contract wasn’t signed.

2)
are produced - are grown
are picked – are taken
are cooled
are packed – are transported
are flown
are sold
are imported
are repackaged - are exported

3)
were joined
was produced
were ordered
were received
were solved
were sold
were bought
was dominated
was designed
was launched
were ordered

Vocabulary 2 (p. 36)

A)
1. b
2. c
3. b
4. a
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ANSWER KEY

5. c
6. b

B)
1. cooling off period
2. credit card details
3. method of payment
4. interest-free credit
5. out of store
6. money back guarantee
7. after-sales service

Listening: Multi-channel retail (p. 37)

B)
1. online telephone
2. website identical store
3. enquire order
4. run integrated

C)
a) 3
b) 4
c) 2
d) 1

E)
1. True
2. False
3. True

Language Review 2 (pp. 37-38)

A)
2. No
3. No
4. No
5. No
6. No
7. Yes

B)
1. f
2. g
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ANSWER KEY

3. e
4. b
5. c
6. d
7. h
8. a

Reading 2: Introduction to the marketing mix (4Ps) (p. 38-40)

Read the introduction and the product section of the article below and decide if these
statements are true or false.

1. True
2. True
3. True
4. False

Marketing terminology
Find these phrases in the introduction and Product section of the article and match them
with the correct definition, a or b.

1. a
2. b
3. a
4. b
5. a

Price
1. It is the only P that generates a turnover.
2. Penetration pricing: the organisation sets a low price to increase sales and market share.
Skimming pricing: the organisation sets an initial high price and then slowly lowers the price to
make the product available to a wider market.
Competition pricing: setting a price in comparison with competitors.

Place
1. It refers to how an organisation will distribute the product or service they are offering to the
end user.
2. Indirect distribution involves distributing products by the use of a 'middleman'. Direct
distribution involves distributing direct from a manufacturer to the consumer.

Promotion
1. Because the success of a product or service depends on how its benefits are communicated
to the target market.
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ANSWER KEY

2. Advertising, public relations, personal selling, direct mail, sports sponsorships, in-store
promotions.

Writing (p. 41)

A)
1. Thank you for
2. has been charged to your credit card
3. If you have any queries
4. Looking forward to

Extra Reading Practice 1: Speaking your Customer’s Language

1. B 2. A 3. B 4. B 5. C 6. A

Extra Reading Practice 2: Leaflet “Strategic Sales Success Seminar”

1. b 2. b 3. c 4. a