UNIT 1: BUYING AND SELLING

1. Vocabulary
STT Từ vựng Nghĩa
1 Great deals (n) Ưu đãi
2 A low deposit (n) Khoản phí đặt cọc thấp
3 Interest-free credit (n) Thẻ tín dụng không tính lãi
4 Free delivery (n) Miễn phí vận chuyển
5 12 monthly payments (n) Chi trả hàng tháng trong vòng 12 tháng
6 A big discount (n) Chiết khấu lớn
7 Great after-sales service (n) Dịch vụ hậu mãi/dịch vụ sau bán hàng
8 A convenience store (n) Cửa hàng tiện lợi (mở 24/7)
9 A department store (n) Bách hóa tổng hợp
10 An online retailer (n) Nhà bán lẻ online
11 A shopping centre/mall (n) Trung tâm thương mại
12 Manufacturer (n) Nhà sản xuất
13 Wholesaler (n) Nhà bán buôn
14 Bargain (v),(n) (v) Mặc cả, (n) món hời (mua rẻ hơn so với
giá niêm yết)
15 Loyalty-card (n) Thẻ thành viên
16 Money-back guarantee (n) Đảm bảo hoàn tiền/tiền hoàn lại
17 Guarantee/Warrantee (n) Bảo hành
18 Flagship store (n) Đại lý cấp 1/ Cửa hàng lớn nhất trong chuỗi
cửa hàng bán lẻ
19 Goods in stock (n) Hàng còn sẵn trong kho
20 Out of stock (n) Hết hàng
21 Brochure (n) Các thông tin về các sản phẩm được đóng
thành quyển sách mỏng
22 Leaflets (n) Tờ rơi
23 Hire (v) Thuê người hoặc vật trong 1 thời gian ngắn
bao gồm dịch vụ
24 Rent (v) Thuê theo 1 thời gian ngắn 1-2 tuần, ít có sự
ràng buộc
25 Lease (v) Thuê trong 1 thời gian dài có hợp đồng ràng
buộc

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2. Structures
2.1 Past time references:
+ Last week/month, ago,…
The special deals ended two months ago.
Last week, we sold 500 units – a record!
+ Preposition:
In Months I went on a business trip in August.
Years He moved to Germany in 1999.
On Dates The goods left the warehouse on 9th
Days April.
The offer finished on Monday.
From … Beginning and end of a They worked on the sales campaign
to … period from February to March.
For A period of time He lived in France for five years.
During At some point in a period During October, we reached our sales
target for the year.
3. Grammar
3.1 Past Simple (Quá khứ đơn): S + V_ed + O
S + V(irregular) + O
I watched an advertisement yesterday.
+ We use the past simple to talk about completed actions in the past.
Last year, we increased our sales by 15 per cent.
+ We usually form the past simple by adding –d or –ed to the verb.
save – saved launch – launched export – exported
+ About 150 irregular verbs form the past simple differently.
cost – cost be – was – were grow – grew
spend – spent give – gave go – went
3.2 Modal verbs: must, have to, need to, should + Vbare infinitive
+ We use should or shouldn’t to give advice or make suggestions.
You should follow up all your leads.
You shouldn’t talk about yourself.
+ We use have to or need to say that something is necessary or very important.
I think you have to pay a sales tax.
I need to sell my car quickly.
+ We use don’t have to or don’t need to if something is not necessary.
You don’t have to make a sale the first time you speak to contact.

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If you buy now, you don’t need to pay anything until next year.
+ must is very similar to have to.
You must sound and appear confident.
+ But mustn’t is not the same as don’t have to. We use mustn’t to say that somebody is
not allowed to do something.
You mustn’t sell cigarettes to anyone under age. (= Don’t sell cigarettes to anyone under
age.)

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4. Practice
-A- Find expressions which mean the following.
1 Ex: There are some good offers. Great deals
2 The buyer pays only a small amount of money at the ___________
a low deposit
beginning.
3 The buyer pays some money every four weeks for a year. ___________
12 monthly payments
4 There is no cost for transporting the goods to the buyer. ___________
free delivery
5 It doesn’t cost extra to pay over 12 months. ___________
interest-free credit

-B- Read this sentences. Does a buyer (B) or a seller (S) say them?
1 We offer great deals. 5 Are the goods in stock?
2 I’d like to place an order. 6 Can you pay a deposit?
3 Do you give a guarantee? 7 We always deliver on time.
4 I’d like to compare prices. 8 Can I make monthly payments?

C- Combine phrases from Box A with words from Box B to make word
v partnerships.
A
after-sales credit-card interest-free loyalty-card
cooling-off method of money-back out of
B
Credit details guarantee /ˌɡær.ənˈtiː/ payment
period scheme service stock

1. cooling-off period 5. method of details

2. credit-card payment 6. after-sales service
3. interest-free credit 7. money-back guarantee
4. loyalty-card scheme 8. out of stock

Use the definitions (1-8) below to help you.

1 Ex: The time when you can change your mind and cooling-off period
cancel an order
2 The name, number and expiry date on your payment _________________
credit-card payment

card
3 The way you pay for the goods you want _________________
method of details
4 When you can pay some time after you buy, but no _________________
interest-free credit
extra cost
5 When the goods you require are not available _________________
out of stock
6 A promise to return your money if you are not happy _________________
money-back guarantee

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7 The help you get from a company when you start to _________________
after-sales service
use their product
8 Method for customers to obtain a discount on future _________________
loyalty-card scheme
purchases from the same organisation
-D- Circle the odd word/phrase out in each group.
1 a. wholesaler b. retailer c. supplier d. offer
2 a. return b. discount c. offer d. bargain
3 a. return b. exchange c. purchase d. refund
4 a. stock b. sale c. storage d. warehouse
5 a. dispatch b. deliver c. distribute d. manufacture
6 a. money-back guarantee b. out of stock
c. loyalty-card scheme d. interest-free credit

-E- Match the sentence halves

1 We were all in agreement a) which means they don’t have to queue!
2 Her new flat is near her b) so we’ll have to exchange them.
workplace
3 We didn’t have any more paper c) so we didn’t have to discuss the deal
in stock any further.
4 They usually order online d) so she won’t have to drive to work
anymore.
5 They don’t have an online e) so we had to order some more.
catalogue
6 They say some of the goods are f) so we have to ask them to send us one.
damaged
1–c 2– 3– 4– 5– 6–
-F-  1.1 Listen to the negotiation again and complete these sentences
1 Chen: Yes, pollution is a big problem here. We’re trying all sorts of ideas to reduce
it … I see from your 1 _________ that a standard two-seater car will cost
about € 12,000.
2 Martin: If you order 10 vehicles, you’ll be paying us about €100,000, minus the 2%
2 __________ we offer a new customer.
3 Martin: We could possibly deliver by late August, all being well.
Chen: Mmm, that might be OK, if you can 3 ______________ by then.
4 Chen: Good, how about the 4 ____________? We’d like a long period.
5 Chen: What about payment? Do you offer 5 ____________ terms?
Martin: I’m afraid not. It’s company 6 _______________ for a new customer. We
need payment by bank transfer on receipt of the goods. Oh, and we ask for a
7 ____________ of 20% of the value of the order.
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5. Reading comprehension
Women on top in new sales industry survey

A new survey of the sales industry shows who sales professionals believe make the best
salespeople and the qualities needed in order to succeed.
1. A new survey of over 200 sales professionals has found that two-thirds of women and
over half of men believe that women make the best salespeople, underlining the growing
reputation of women in the sales industry.
2. The survey was carried out for Pareto Law, a recruitment and training company. It
questioned sales professionals on what they considered to be the most important qualities
for a salesperson. It also asked who would be most likely to succeed.
3. Both men (53%) and women (66%) agreed that women do make better salespeople,
with Hillary Clinton voted as the top female celebrity most likely to succeed in a career
in sales.
4. When asked why women make best salespeople, men believe the main reason is that
women are better at actually closing deal, while women stated they are better than men
when it comes to dealing with people. Other female skills highlighted included being
more organized and being able to handle more work, while male skills were identified as
strong personalities and selling skills.
5. Jonathan Fitchew, Managing Director of Pareto Law, said: “Television programmes
have increased people’s interest in the sales industry, but have also highlighted the
different approaches of men and women to the same sales issues.”
6. When it comes to the individual qualities required to become a successful salesperson,
men ranked honesty as most important (53%), while women placed most value on
personality (47%). Both agreed that integrity was also key, coming third overall (41%).
Good looks came at the bottom of the list, with only 3% of sales professionals ranking
this as important.
7. This focus on professionalism, rather than the hard sell, supports the fact that over half
of the sales professionals questioned believe that the reputation of sales has improved
over the last 10 years, with 55% of men and 47% of women considering this to be the
case.

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8. Both men (87%) and women (86%) agreed that the top incentive for salespeople was
money, with the average sales executive expecting to earn between £25-35k, including
bonuses and commission, in their first year of work. Other incentives included verbal
praise, overseas holidays and cars.

Task 1: Read the article and match each of these headings (a-h) to one of the
paragraphs (1-8)
a) Motivation e) Main finding of the survey
b) Professionalism f) Why women make the best salespeople
c) TV g) What the survey asked
d) Personal qualities h) The woman who would make the best
salesperson
Task 2: What these numbers refer to in the article.
1 two-third __________________________________________________________
2 200 __________________________________________________________
3 53 __________________________________________________________
4 47 __________________________________________________________
5 3 __________________________________________________________
6 25-35 __________________________________________________________

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 UNIQLO: A GLOBAL SUCCESS STORY
Tadashoi Yani, the founder of
Uniqlo, is Japan’s richest
man. That’s not bad for
someone who started with a
single store in Hiroshima in
1984 and now has a global
retail business. The company
sells high-quality casual
clothes at low prices.
Uniqlo grew quickly in
Japan during the 1990s. In
1998, it had over 300 stores.
Following the good results in
Japan. Yani decided on global
expansion. It started with
stores in the UK in 2001. It
didn’t work. Most of the
stores were too small and in
the suburbs of city. In 2003,
Uniqlo closed most of them.
In 2005, Yani changed
strategy. The new strategy
was to open large stores in
major cities around the world.
The relaunch of Uniqlo began
in November 2006 with the
opening of a flagship store in
New York. Over the next two
years, the number of
international stores went up
from 54 to 92, including
flagship stores in London and
Paris.
Yani also hired the German
designer Jil Sander in April
2009. Her role was to design a
collection for Uniqlo and to be
the creative consultant for the
company. The collection went
in sale in selected stores in
March 2010. In 2010, Uniqlo
made profit of ¥49.8 bn.
Yani sees Asia as a key
market for Uniqlo. In 2007, the
company had 26 stores across
Asia. The number increased to
64 at the end of 2010, including
a flagship store in Shanghai.
Yani’s plan is for another 500
stores over the next five years,
mainly in China. Yani also
aims to introduce Uniqlo stores
in the fast-growing Indian and
Brazilian markets.

Task 3: Decide whether these statements are true (T) or false (F). Correct the false
ones.
1 In the 1990s, Japan was Uniqlo’s main market.
2 Uniqlo had a lot of success when it entered the UK market in 2001.
3 Yani’s new global strategy was to open big stores in important cities.
4 At the end of 2008, Uniqlo had 92 international stores.
5 Yani hired Jil Sander to design all Uniqlo’s clothes.
6 Uniqlo opened 64 stores in Asia between 2007 and 2010.

Task 4: What these numbers refer to in the article:

1 1984 ____________________________________________________
2 300 ____________________________________________________
3 2003 ____________________________________________________

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4 2005 ____________________________________________________
5 November 2006 ____________________________________________________
6 April 2009 ____________________________________________________
7 ¥49.8 bn ____________________________________________________
8 64 ____________________________________________________

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6. Case study
* Note: Process of Case study
Step 1: Homework: Students prepare speaking content in accordance with the
information and the tasks below.
Step 2: Vietnamese teachers guide students about case study.
Step 3: Students practice speaking with Foreign teachers.
Case 1:
NP INNOVATIONS
Which gift will be the next best-seller?
Background
NP Innovations (NPI) is the group of stores in Seattle, US, selling gifts for the home,
office and travel. At present, the company is looking for an exciting product to add to its
toy or sports goods sections.
1.2 Listen to a conversation between a general manager and Jim, a buyer at NPI’s main
store.
Discuss these questions. If necessary, listen again.
1. Why was the electronic tennis game so successful?
2. What products does Jim mention?
3. What are Jim’s reason for suggesting each product?

Useful Language
DESCRIBING A
PRODUCT
It’s stylish and fashionable.
It’s very popular model.
It’s our best-selling product.
It’s made of leather /wood
/plastic /steel /aluminium.
COLOURS
It comes in three colours.
We often it in four colours.
WEIGHT
It weighs about half a kilo.
It’s lightweight.
It’s quite heavy
FEATURES
It has a unique design.
You can close it easily.
PRICE
The trade price is 50 euros.
It costs 65 euros.
It’s just 75 euros.

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TARGET MARKET MEASUREMENTS DELIVERY
It’s aimed at stylish women. It’s just 35 centimetres We can deliver within three
The target market is young long. days.
women who want to look It’s 25 centimetres high. We’ll deliver within a
good. It’s 15 centimetres wide. week.
The price includes postage
and packaging.
1. Work in groups of three. Read the description of your product and note down
the key points. (page 14)
- Student A: Skateboard ‘Inside track’
- Student B: Robot ‘Mememe’ Toy
- Student C: RC1 Spaceship Toy
2. Tell each other about your product and complete the chart below for the other
two products.
PRODUCT INFORMATION
Product name Inside track Mememe RC1 Spaceship
Product description
Price
Target market
Colours
Selling points
Discounts
3. In groups, discuss the products. Decide which one the company should buy
for its stores, with your reasons.
4. Present your group’s decision to the rest of the class. Give reasons for your
choice.

13
Student A: Skateboard ‘Inside track’
- Manufacturer: Elite Sports Goods
- Product description: a two-wheel skateboard; very fast, doesn’t make much
noise; best-selling skateboard in China and Brazil
- Price: $60.
- Target market: skateboarders aged 15+.
- Colours: eight bright colours.
- Selling points: Skateboards have colourful designs by a famous artist; Jeff
Rollins, skateboard champion, advertises the product
- Discounts: 15% for orders over 3,000 items
Student B: Robot ‘Mememe’ Toy
- Manufacturer: WCTV Enterprises
- Product description: a small battery-operated robot; made of plastic and
rubber; wears big rubber boots; talk in a funny voice, always about itself; based
on a character in a TV programme.
- Price: $30.
- Target market: children aged 5+.
- Colours: red and yellow.
- Selling points: Can sing five songs; goes fast backwards.
- Discounts: 6% for new customers
Student C: RC1 Spaceship Toy
- Manufacturer: Toys Unlimited.
- Product description: a radio-controlled spaceship, made of plastic and steel;
goes backwards and forwards; can turn 360 degrees.
- Price: $40.
- Target market: children aged 3+.
- Colours: blue and green.
- Selling points: Press a button and the front rises; hand control easy to use.
- Discounts: 5% for new customer, 3% for early payment

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Case 2:
A PARTNERSHIP AGREEMENT
How can a jet charter company stay ahead of the competition?
Background
EPJS (Executive and Private Jet Service) is a jet charter company. It arranges travel in
private jets for top executives and VIPs (very important people). It provides a customised
service, looking after all its customers’ requirements, from booking tickets to transporting
air travellers to their final destinations.
It is currently negotiating a partnership agreement with the Megaluxe hotel, providing the
customer has not expressed a preference for another hotel. Based in Stuttgart, Germany,
Megaluxe has five-star hotels across Europe, Asia and South America. EPJS has agreed
to give Megaluxe ‘preferred partner status’. This means that EPJS will always reserve
rooms for its customers in a Megaluxe hotel, providing the customer has not expressed a
preference for another hotel.
EPJS is a fast-growing company, but it is facing strong competition from other charter
airlines. To beat the competition, it must offer customers a very attractive package: good-
value prices, special assistance at airports, superb hotel accommodation and outstanding
service.

EPJS and Megaluxe have met several times. They are now ready to negotiate some of the
key terms of the contract.
1.3 Listen to a conversation between a director of EPJS and a director of Megaluxe.
They are discussing the agenda for the negotiation. Note down the agenda items.
1
EPJS customer profile (% of total customers p.a.)
5 2 1 *Super-wealthy 1%
4 2 **Wealthy 3%
3 Business executives 82%
3 4 VIPs 6%
5 ***Other 8%

* Very high net worth (over $30 million)

** High net worth (over $1 million)
*** Clients chartering for special events, e.g.
celebration trips, family reunions, sports-team travel,
bands on tour, etc.
Useful language
STATING AIMS REJECTING GETTING AGREEMENT
We’re interested in buying SUGGESTIONS That’s very reasonable,
10 cars. I’m afraid not. It’s company don’t you think?
We’d like to start the policy. That sounds a fair price to
scheme in June. I’m sorry, we can’t agree to me.
that. Fine./OK./Great!
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We must have delivery as Unfortunately, we can’t do
soon as possible. that.

MAKING CONCESSIONS BARGAINING FINISHING THE

We could possibly deliver
by August.
That could be all right, as
long as you pay more for a
longer period.
We can do that, providing
you make a down payment.
If it works, we’ll increase
the order later on.
If you increased your order,
we could offer you a much
higher discount.
That might be OK if you
can guarantee delivery by
then.
NEGOTIATION
Right, we’ve got a deal.
Good, I think we’ve covered
everything.
OK, how about dinner
tonight?

SUITES ROOMS RESTAURANT SPA BARS POOL INDOOR TENNIS GOLF COURSE
BUSINESS CENTRE CONCIERGE SERVICE RESTROOMS MEETING ROOMS
Welcome to Megaluxe hotels

ROOM RATES
Every modern Format Arrangement Rate per night
convenience Platinum Suite Suite $4,000 per night
Splendid views of the Gold Standard Double room $1,000 per night
city Executive Standard Double room $850 per night
Elegance, luxury,
relaxation

Work in groups.
Group A: You are directors of Megaluxe.
Group B: You are directors of EPJS.
Read your role cards and prepare for the negotiation. Use the agenda items
that you noted down during the telephone call. Try to agree on a partnership
deal.
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Group A:
You are directors of Megaluxe. There are points you need to negotiate, together
with your negotiating position on each one.
Negotiating Your position
point
Length of Three years, then re-negotiate
contract
Suite/rooms You can offer:
Type of room Number Nights per Location
year
Platinum Suite 1 30 All
countries
Gold Standard 20 100 Europe, Asia,
but not Latin
America*
Executive Standard 15 80 All
countries
* not enough rooms in Latin America
Services You can offer:
Platinum Suite Breakfast, free bar and all facilities and
services, except lunch and evening
meals
Gold Standard Breakfast + no payment for spa, pool,
meeting rooms, business centre, sports
facilities
Executive Standard Breakfast + no payment for pool,
meeting rooms, business centre. All
other meals and services require extra
payments.
Rates You can offer these discounts on advertised prices:
Platinum Suite 10%
Gold Standard 8%
Executive Standard 6%
Advertising You want EPJS to include information about your hotels in
all its advertising.
You will pay 20% of the advertising costs.

17
Group B
You are directors of EPJS. These are the points you need to negotiate, together
with your negotiating position on each one.
Negotiating Your position
point
Length of One year, then re-negotiate if successful, e.g. We’d like a one-
contract year contract.
After that, a longer period if we’re happy,
Suite/rooms You want to reserve for your clients:
Type of room Number Nights per Location
year
Platinum Suite 1 20 All countries
Gold Standard 10 50 All countries
Executive Standard 20 100 All countries
Services You want:
Platinum Suite All meals + hotel facilities/services
Gold Standard Breakfast + all hotel facilities
Executive Standard Breakfast + pool, spa, business centre
Rates For each rate, you want:
Platinum Suite 20% discount on the advertised rate
Gold Standard 10% discount on the advertised rate
Executive Standard 5% discount on the advertised rate
Advertising You will include information about Megaluxe hotels in all your
advertising.
Megaluxe must pay 40% of the total advertising budget.

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 UNIT 2: CAREERS
1. Vocabulary
STT Từ vựng Nghĩa
1 Career move (n) Chuyển việc, bước tiến trong sự nghiệp
2 Career break (n) Thời gian nghỉ việc
3 Career plan (n) Kế hoạch sự nghiệp
4 Career opportunities (n) Cơ hội nghề nghiệp
5 Career path (n) Định hướng nghề nghiệp
6 Career ladder (n) Nấc thang sự nghiệp
7 A promotion (n) Sự thăng tiến
8 A part-time job (n) Việc làm bán thời gian
9 A nine-to-five job (n) Việc làm hành chính
10 A pension (n) Lương hưu, tiền trợ cấp
11 Motivate (n) Khuyến khích, thúc đẩy
12 Deal with = Cope with (v) Xử lý, giải quyết
13 Lawyer (n) Luật sư
14 Nurse (n) Y tá
15 Professional footballer (n) Tuyển thủ bóng đá chuyên nghiệp
16 Accountant (n) Kế toán
17 Fashion model (n) Người mẫu thời trang
18 Postal worker (n) Nhân viên bưu chính
19 Firefighter (n) Lính cứu hỏa
20 Teacher (n) Giáo viên
21 Advertising executive (n) Giám đốc quảng cáo
22 Air-traffic controller (n) Nhân viên kiểm soát không lưu
23 Architect (n) Kiến trúc sư
24 Sales assistant (n) Nhân viên bán hàng
25 Target (n) Mục tiêu
26 Deadline (n) Thời điểm phải làm xong cái gì, thời hạn cuối cùng
27 Set up (v) Thiết lập
28 Be in charge of (v) Chịu trách nhiệm về việc gì
29 Demonstrate (v) Bày tỏ, biểu lộ, giải thích
30 Curriculum Vitae (n) Sơ yếu lý lịch
31 Freelancer (n) Nghề nghiệp tự do
32 Retirement (n) Nghỉ hưu
33 Commission (n) Tiền hoa hồng
34 Overtime (n) Làm thêm giờ
35 Overcomplicate (v) Phức tạp hóa
36 Maintain clarity (n) Duy trì sự sáng suốt

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2. Structures
2.1 Tell me about yourself/Can you introduce yourself?
Ex: My name is A. I’m 25 years old and I live in Hanoi. I have 3 years’ experience in
Marketing. In my free time, I usually watch movies, reading books about Marketing and
read news on the Internet.
2.2 What is your biggest strength/weakness?
Ex: I’m not really good at designing. However, currently, I’m taking a designing class to
improve the skill. The class is expected to end in 1 month so my design skill will get better
soon.
2.3 Why do you want this job?
Ex: I have considerable experience in Marketing. I can easily adapt to changes and I am
willing to learn. Besides, I have always wanted to work in the field of F&B (Food &
Beverage) and spent so much time to read about this industry. With my knowledge and
enthusiasm, I think I can do well in this position.
2.4 What do you know about our company?
Ex: I understand that X is one of the most popular company in the country. Everyone has
at least one of your products in their houses and it shows me that X plays an essential role
in our life. That’s what I really admire and I hope that by joining the company I can create
the same value.
2.5 What are your salary expectation?
Ex: I want my salary to fit my qualifications and experience.
2.6 Why did you leave your job?
Ex: The reason why I left my job is because I found the old job boring and I wanted to find
more challenges. I don’t want my feeling to affect the company, that’s why I left.
2.7 What is your short-term goal?
Ex: In the short-term, I want to grow in a position that allows me to use the entirety of my
skill set rather than just a few of my abilities. In previous roles, I wasn’t able to fully use
all of my abilities. In the near future, I’d also love the opportunity to learn and master new
skills in my field.
3. Grammar
3.1 Modal verbs: ability, requests and offers
+ Modal verbs are very common in English.

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a. Making a request:
A: Can you help me?
B: Could you say that again, please?
b. Making an offer:
A: Can I help you?
B: Would you like a cup of coffee?
c. Describing ability:
A: I can speak Polish and Russian.
B: She could read and write before she was three.
3.2 Present perfect: S + have/has + PII
+ We use the present perfect to talk about situations that began in the past and continue in
the present.
I have worked for IBM for five years. (And I’m still working here now.)
They have lived in Barcelona for two years. (And they are still living there now.)
+ We often use the present perfect to talk about life experiences.
I have had three jobs since I left university.
She hasn’t had any experience in marketing.
Have you ever worked abroad? – Yes, I have./No, I haven’t.
+ The present perfect is formed with have/has + the past participle of the main verb.
3.3 Past Simple (Quá khứ đơn): S + V_ed + O
S + V(irregular) + O
+ We use the past simple to talk about completed actions that happened in the past.
In 1990, I worked in Mexico City for a year. (I now work in another place.)
I changed my job last year.
3.4 Past simple or present perfect?
+ When we first give news, we often use the present perfect. When we give or ask for
more details, we often change to the past simple.
I’ve found your file. – Oh great. Where did you find it?
John has gone to Tokyo. He left last night.
+ We use the past simple with expressions of finished time.
I met her last November.
+ We use the present perfect with expressions of time that take us up to the present.
He’s been CEO since the beginning of last year. (He is still CEO)
So far, we haven’t had any news.
+ We do not use the present perfect with expressions of finished time.
(NOT I have received a reply yesterday.)

21
4. Practice
-A- Complete the advertisement below with the verbs from the box. Use the
words in brackets to help you
cope with develop improve increase lead set up
train deal with manage motivate organise plan
KARADA MODE PLC
EUROPEAN MANAGER €95K + CAR
Are you the person we are looking for?
THE ROLE
We are looking for a talented person for this position. In this exciting job, you will need
to:
lead 1 a team of 25. (be in charge of)
_________
set up 2 a new branch in Amsterdam. (start)
_________
train 3 new staff. (teach)
_________
increase 4 sales in all market (make more)
_________
develop 5 new products. (create)
_________
improve 6 communication between our head office and local branches. (make
better)
_________
cope with 7 strict deadlines and work well under pressure. (manage)

THE PERSON
In your present job, you:
_________
manage 8 a large department in the clothing industry. (control)
_________
plan 9 budgets. (think about the future)
_________
organise 10 sales conferences and trade exhibitions. (arrange)
_________
deal with 11 customers, supplies and their problems. (take action)
_________
motivate 12 employees and sales teams to get the best results. (encourage)

-B- Choose the best word (a, b, or c) to complete each space in the advert.
Lambrois 303
Your careers guidance service
If you don’t have a career ___________ 1 in mind or if you are tired of your old nine-to-
five __________ 2 and want to make a career __________ 3, you can just call us on the
telephone number below to find out how we can help you.

22
We will work with you to understand what is really important to you. For example, are
you more interested in _________ 4 a lot of money or in having the opportunity to
_________ 5 the career ladder?
Our experienced counsellors will also review your existing skills, experience and
________ 6 to help guide you into a role that will be right for you. They may also ask
you to _________ 7 a psychometric test to help them to understand what areas of
_________ 8 suit you best. Maybe you are thinking of a job in finance but are you really
good with ________ 9? Or a position in __________ 10 resources but do you really enjoy
dealing with people and their needs?
Don’t delay, call us today on: 020 72489894
1 a) ladder b) path c) opportunity
2 a) work b) job c) employee
3 a) move b) training c) break
4 a) doing b) earning c) taking
5 a) climb b) follow c) earn
6 a) diplomas b) levels c) qualifications
7 a) give b) make c) do
8 a) employment b) progress c) job
9 a) figures b) counts c) maths
10 a) personnel b) staff c) human
-C- Complete each sentence with the correct form of an item from the box.
to involve to be in charge to deal to look to make sure to be responsible
1 Lev Migachov works in search and development. His job involves developing
new products and new ideas.
2 Suzana Lonza is the receptionist. She ___________
looks after visitors and takes messages.
3 Nadine Deschamps works for HR. She ___________
deal with staff problems, as well as
with recruitment and training.
4 Linda Eriksen is our Quality Control Inspector. She ___________
is responsible for monitoring our

products and trying to improve their quality.

5 Jose Manzano is our Security Officer. He ___________
make sure that our staff and premises
are protected against crime.
6 Hans Reiter is our new Maintenance Engineer. He checks all our equipment regularly
and _____________
is in charge of all repairs.
1 - involves 2 3 4 5 6

23
-D- 2.1 Listen and choose the best response, a), b) or c), for each question you
hear.
1 a) Nothing. I enjoyed all of it
b) Yes, of course. Things like working to tight deadline.
c) Well, I was Assistant Office Manager
2 a) I saw the advertisement in The Norwich Herald
b) I’ve worked for Alfitel for three months and I’m really enjoying it
c) I think I have the right qualifications and experience and I need a
challenge.
3 a) I didn’t have an opportunity to use my leadership skills.
b) No, I didn’t. It was a very boring place.
c) I’d like to be Project Manager.
4 a) Cycling, playing chess and I love classical music.
b) Well, I don’t like paperwork.
c) I’m a good team worker and I work well under pressure.
5 a) I think people can learn a lot from each other.
b) I can work one weekend every month.
c) Yes, I have negotiated contracts with important clients.
6 a) Yes, you can contact me any day after 2.30.
b) I have included their details in my CV.
c) Yes, of course. I have informed both of them.
1-b 2 3 4 5 6
-E- Complete the telephone conversation with the correct form (past simple or
present perfect) of the verbs in brackets.
Rose: Hi, Michelle. I’m calling about our advert for the post of personal
assistant. Has anybody expressed (anybody/express)1 any interest
yet?
Michelle: Yes, it’s all going very well. We ____________ (receive) 2 31
applications so far and yesterday alone about ten people
____________ (phone)3 for further details of the job.
Rose: Excellent. So how many applicants ___________ (you/select) 4?
Michelle: Well, I ________ (start) 5 working on the selection as soon as I
________ (arrive)6 this morning. I’m afraid I ________ (not/finish)7
yet, but I _______ (already/select) 8 eight candidates, all with the right
qualifications and experience.
Rose: Very good. __________ (you/invite)9 them for interview yet?
Michelle: Well, no. I ___________ (think) 10 you’d like to have a look at all the
applications yourself first.
Rose: I won’t be back in the office until Friday, I’m afraid, so just go ahead,
Michelle. You know I trust you 100 per cent!
Michelle: Thanks. OK then. I’ll finish selecting candidates and invite them for
interview as soon as I _________ (finish)11 the conference
24
 programme. I ________(not/have) 12 time to deal with it yesterday,
with all those phone calls.
-F- Study the examples. Then complete the dialogues below with could or was
able to.
could (general ability)
A: Can you use a PC?
B: Yes, I can. In fact, I could use a PC when I was 10!
was able to (one occasion)
A: So were you late for the interview?
B: No. Sue gave me a lift, so I was able to get there in time.
1 A: What the foreign languages can you speak?
B: I ___________ speak Italian quite fluently when I was child but I’ve
forgotten a lot.
2 A: What was your greatest achievement in your previous job?
B: Well, I __________ reorganize the Sales Department in a month.
3 A: What did you like best about your previous job?
B: My boss really trusted me so I __________ use my own initiative.
4 A: So you worked in Turkey three years ago. Could you give us some
details?
B: Certainly. As a matter of fact, I ________ win a very big contract.
5 A: So how did the interview go?
B: Fine, I think. I ___________ answer all the questions!

25
5. Reading comprehension

Home Profile Contacts Groups Jobs Inbox 3 Companies News More

Helen Braoudakis
Recruitment professional 1
Sydney, Australia
Current: Graduate Recruitment Manager,
Deloitte, Sydney
Past: Graduate Recruitment Assistant, ADM
Consulting, Sydney
Education: Macquarie University, Sydney: Master’s in
Human Resource Management
Recommendation: 10 people have recommended Helen
Connections: 150
Public profile: http://au.teamplayers.com.helenbraoudakis

____________2 March 2007 – June 2010 (3 years 3

months)
I am a graduate recruitment specialist with
a Master’s in Human Resource Planned and attended University
Management. I have over four years’ recruitment events in Australia and SE
experience of recruiting in the Asia
management-consultancy industry. Arranged interview (Skype, phone and
Recently, I have also taken responsibility face to face)
for our summer internships. I enjoy the Store Manager
challenge of finding the best possible Gemini, Melbourne
candidate for a position. I am able to February 2003 – January 2005 (1 year 10
communicate effectively at all levels. I months)
also have excellent planning and Managed the day-to-day work of 30
organisational skills. staff, in two stores.
____________ 3 Responsible for all purchasing and
stock control
Graduate Recruitment Manager
Deloitte, Sydney __________5
June 2010 – now Macquarie University, Sydney,
Developed new graduate recruitment Master’s in Human Resource
strategy. Management 2006-2007
Set up and ran summer internship University of Melbourne, Bachelor of
programme for 60 candidates Commerce 1999 – 2002
4
_____________ 6
____________
other cultures, teaching scuba diving,
Graduate Recruiment Assistant playing the guitar, cooking
ADM Consulting, Sydney
26
Task 1: Look at Helen Braoudakis’s profile on a professional networking site. Put
these headings in the correct place on the profile.
Recruitment professional Education Specialities
Interests Work experience Professional summary
Task 2: Decide whether these statements are true (T) or false (F). Correct the false
ones
1 Helen did her Master’s in HRM in Melbourne.
2 She has worked for three different companies.
3 She has always worked in graduate recruitment.
4 She has good communication skills
5 When she was at ADM Consulting, she was responsible for organizing
summer internships.
6 She doesn’t have any experience outside Australia.

by Andy Bloxham
Jobseekers have been warned that their Facebook profile could damage their
employment prospects, after a study found that seven in 10 employers now research
candidates
According to new figures released by
Microsoft, checks on Facebook and Twitter are
now as important in the job-selection process as
a CV or interview.
The survey, which questioned human-
resource managers at the top 100 companies in
the UK, the US, Germany and France, found
that 70 per cent admitted to rejecting a
candidate because of their online behavior.
But HR bosses also said that a strong
image online could actually help job hunters to
land their dream job. Peter Cullen, of Microsoft,
said: “Your online reputation is not something
to be scared of, it’s something to be proactively managed. These days, it’s essential that
web users cultivate the kind of online reputation that they would want an employer to
see.”
Facebook faux pas include drunken photographs, bad language and massages
complaining about work.
Farhan Yasin, of online recruitment network Careerbuilder.co.uk, said: “Social
networking is a great way to make connections with job opportunities and promote your
personal brand across the Internet. People really need to make sure they are using this
resource to their advantage, by conveying a professional image.
27
 But Mr. Yasin cautioned job seekers to be aware of their online image even after
landing the perfect job, after their own research found that 28 per cent of employers had
fired staff for content found on their social-networking profile. Ha added, “A huge
number of employers have taken action against staff for writing negative comments about
the company or another employee on their social-networking page.”

Task 3: Scan the article quickly and answer these questions.

1 What percentage of employers research candidates online?
2 Which social-networking sites are mentioned?
3 Who do Peter Cullen and Farhan Yasin work for?
Task 4: Read the article and choose the best headline (a, b or c)
a) Complaining about your job could lose you your job
b) Facebook profile ‘could damage job prospects’
c) Ambition is key to a successful career

28
6. Case study
* Note: Process of Case study
Step 1: Homework: Students prepare speaking content in accordance with the
information and the tasks below.
Step 2: Vietnamese teachers guide students about case study.
Step 3: Students practice speaking Case study 2 with Foreign teachers.
Case 1:
Your Curriculum Vitae (CV)
Learn how to write a curriculum vitae
What is a CV?
A CV, which stands for curriculum vitae, is a document used when applying for jobs. It
allows you to summarize your education, skills and experience enabling you to
successfully sell your abilities to potential employers. Alongside your CV employers
also usually ask for a cover letter.
In the USA and Canada CVs are known as résumés. These documents tend to be more
concise and follow no particular formatting rules.

What is the difference between a CV and a resume?

Let’s get this straight, once and for all:
In the hiring industry, nowadays there’s almost no formal difference between a CV and
a resume. It’s the same thing that Brits call a CV and Americans—a resume. Just like
they do with chips and French fries, football and soccer, or Queen Elizabeth and Queen
29
Bey. So, if you're applying to a European company, you should create a CV. But if you're
applying to a US-based employer, you should make a resume. And no, a CV is not a
cover letter. A curriculum vitae is a detailed list of specifications, while a cover letter is
a full-blown marketing campaign.
How long should a CV be?
A standard CV in the UK should be no longer than two sides of A4. Take a look at our
example of a chronological CV for inspiration.
That said one size doesn't fit all. For example, a school leaver or recent graduate with
minimal experience may only need to use one side of A4. Although not used as often, a
three-page CV might be needed for those in high-level roles or for people who have
gained a lot of experience or worked in multiple jobs over the last five to ten years. For
example, some medical or academic CVs may be longer depending on your experience.
While it's important to keep your CV concise you should also avoid selling your
experience short.
To save space only include the main points of your education and experience. Stick to
relevant information and don't repeat what you've said in your cover letter. If you're
struggling to edit your CV ask yourself if certain information sells you. If it doesn't cut
it out. If it's not relevant to the job you're applying for delete it and if it's old detail from
ten years ago summarise it.
What to include in a CV
Contact details - Include your full name, home address, mobile number and email
address. Your date of birth is irrelevant and unless you're applying for an acting
or modelling job you don't need to include a photograph.
Profile - A CV profile is a concise statement that highlights your key attributes
and helps you stand out from the crowd. Usually placed at the beginning of a CV
it picks out a few relevant achievements and skills, while expressing your career
aims. A good CV profile focuses on the sector you're applying to, as your cover
letter will be job-specific. Keep CV personal statements short and snappy - 100
words is the perfect length. Discover how to write a personal statement for your
CV.
Education - List and date all previous education, including professional
qualifications. Place the most recent first. Include qualification type/grades, and
the dates. Mention specific modules only where relevant.
Work experience - List your work experience in reverse date order, making sure
that anything you mention is relevant to the job you're applying for. Include your
job title, the name of the company, how long you were with the organisation and
key responsibilities. If you have plenty of relevant work experience, this section
should come before education.
Skills and achievements - This is where you talk about the foreign languages you
speak and the IT packages you can competently use. The key skills that you list
should be relevant to the job. Don't exaggerate your abilities, as you'll need to back
30
 up your claims at interview. If you've got lots of job-specific skills you should do
a skills-based CV.
Interests - 'Socialising', 'going to the cinema' and 'reading' aren't going to catch a
recruiters attention. However, relevant interests can provide a more complete
picture of who you are, as well as giving you something to talk about at interview.
Examples include writing your own blog or community newsletters if you want to
be a journalist, being part of a drama group if you're looking to get into sales and
your involvement in climate change activism if you'd like an environmental job.
If you don't have any relevant hobbies or interests leave this section out.
References - You don't need to provide the names of referees at this stage. You
can say 'references available upon request' but most employers would assume this
to be the case so if you're stuck for space you can leave this out.
CV format
Avoid titling the document 'curriculum vitae' or 'CV'. It's a waste of space.
Instead let your name serve as the title.
Section headings are a good way to break up your CV. Ensure they stand out
by making them larger (font size 14 or 16) and bold.
Avoid fonts such as Comic Sans. Choose something professional, clear and easy
to read such Arial, Calibri or Times New Roman. Use a font size between 10 and
12 to make sure that potential employers can read your CV. Ensure all fonts and
font sizes are consistent throughout.
List everything in reverse chronological order. Then the recruiter sees your
work history and most recent achievements first.
Keep it concise by using clear spacing and bullet points. This type of CV layout
allows potential employers to skim your CV and quickly pick out important
information first.
Name the document when saving - Don't just save as 'Document 1'. Make sure
the title of the document is professional and identifies you, such as 'Joe-Smith-
CV'.
Unless the job advert states differently (for example, it may ask you to provide
your CV and cover letter as a Word document) save with a .PDF file extension
to make sure it can be opened and read on any machine.
If you're posting your CV, print it on white A4 paper - Only print on one side
and don't fold your CV - you don't want it to arrive creased.
How to write a good CV
Use active verbs when possible. For example, include words like 'created',
'analysed' and 'devised' to present yourself as a person who shows initiative.
A good CV doesn't have any spelling or grammar mistakes. Use a spell checker
and enlist a second pair of eyes to check over the document.
Avoid generic, over-used phrases such as 'team player', 'hardworking' and
'multitasker'. Instead, provide real-life examples that demonstrate all of these
skills.
31
Tailor your CV. Look at the company's website and social media accounts, look
to see if they've recently been mentioned in the local press and use the job advert
to make sure your CV is targeted to the role and employer.
Create the right type of CV for your circumstances. Decide whether the
chronological, skills-based or academic CV is right for you.
Make sure your email address sounds professional. If your personal address is
inappropriate create a new account for professional use.
Don't lie or exaggerate on your CV or job application. Not only will you
demonstrate your dishonesty to a potential employer, but there can be serious
consequences too. For example, altering your degree grade from a 2:2 to a 2:1 is
classed as degree fraud and can result in a prison sentence.
If posting your CV online don't include your home address, as you could be
targeted by fraudsters.
Always include a cover letter unless the employer states otherwise. It will
enable you to personalise your application. You can draw attention to a particular
part of your CV, disclose a disability or clarify gaps in your work history.
1. Work in pairs. Discuss: “How to write a curriculum vitae even if you have
no experience”
2. Write an CV for your dream job application.

32
Case 2:
Nelson and Harper Inc.
An international business wants to recruit the best staff for its expansion
Background
Nelson & Harper Inc. is a multinational company with a head office in Philadelphia, US.
It provides consumer products in the areas of beauty, health and household care. It sells its
products globally. In the next five years, it plans to increase its factories and sales offices
all over the world. To do this. It needs to hire staff and train them for future management
positions.
2.2 Listen to a director of Nelson & Harper. He is talking to the company’s Vice-
President of Human Resources. They are discussing the requirements for people who apply
for a job with the company. Make notes under these headings:
Personal qualities Skills and abilities
Experience Interests
Job opportunities with Nelson & Harper Inc. at head office and overseas
Nelson & Harper is recruiting candidates internationally in these parts of the company:

Business administration Finance and accounting

Research and development Marketing
Sales Human resources
Purchasing Manufacturing
If you decide to apply for a job at Nelson & Harper, which area(s) would interest you?
Discuss your choice(s) with a partner
Supported material: 7 Steps to Prepare for a Job Interview (candidates)
1. Pick an outfit:
What you wear in your interview is an absolutely crucial part of how to prepare for a job
interview. After you choose your outfit, make sure it is cleaned and pressed and you have
the appropriate accessories and shoes to go with it. It doesn’t hurt to try the outfit on ahead
of time, just to make sure everything fits and you look great. Then put your outfit aside for
the day of your interview and have it ready to go. Now that you have this crucial step out
of the way, you can concentrate on the rest.
2. Practice greeting the interviewer:
You should always greet your interview with a friendly smile and firm handshake. If you
do this right, you will set off the right energy and the chances of the interview going well
will increase. This is a small and simple step that you should always do to prepare for your
interview
3. Study your resume and know everything about it:
Any work experience or skills you have listed on your resume are fair game to talk about
during the interview. Your resume is all the interviewer has to go by in order to get to

33
know you. They may pick things out from it and ask you to elaborate. Even though you
may have a previous job listed that was many years ago, the interviewer may ask you to
explain what you did at that job and you are responsible for providing an answer. This is
one step you absolutely won’t want to skip on how to prepare for a job interview.
4. Practice your answers to the most common interview questions:
If you don’t know what these are, do your research and find out or see one of my other
articles. You’ll want to have your answers ready and practice them. You should always be
able to answer “Tell me about yourself” and “Why do you think you would be great for
this job?” The employer doesn’t know, so it’s up to you to sell it. Don’t completely
memorize your answers so they come out rehearsed, but have a clear idea of what you are
going to say. When you are asked, you want your answer to come out intelligently and
naturally. Be open to other questions as well and really know what you can offer to the
company.
5. Research the company and the job position you are applying for:
Write down any questions you may have about either so you can ask during the interview.
If there any requirement of the job that you are unsure of, you should definitely ask during
the interview. It always looks nice when you go into an interview with intelligent
questions. It shows you put effort into preparing for the interview. However, never ask
questions just to ask questions. The interviewer will see right through that. Your questions
should be genuine and relevant.
6. Find out the type of interview you will be going on:
There are several common types of interviews such as one on one, group, and behavioral.
You shouldn’t assume you will get a certain one. Don’t be afraid to ask your recruiter what
kind of interview will have if you don’t know – the interview will be more beneficial to
both parties if you are prepared.
7. Print out the directions to the interview and be on time:
Allow enough time to get there and anticipate traffic. It’s ok to be up to 10 minutes early,
but no more than that. Otherwise, the interviewer may not be ready for you. Bring the
phone number of your interviewer just in case you get lost or are going to be late. If you
are going to be late, call to let the interviewer know. Follow these tips and you will
successfully know how to prepare for a job interview. Interviewers can tell whether or not
a candidate has prepared for it or not and they will appreciate it if you did.
Useful Language
1. Introduce Yourself
- Good morning/afternoon. My name is ______ and I want to thank you for this
opportunity.
- Hello! My name is _______ and it’s a pleasure for me to be here.
- Good morning/afternoon. I’m _______ and I want to thank you for taking me into
consideration for this position.
- Hello! My name is _______ and I’m glad you called me because I really want to work
for this company.

34
- Hi! My name is ________ and I’m here because I think I have the profile you’re
looking for.
- Hello! My name is _______ and first of all I want to congratulate you for making this
company capable of offering a top quality service!
2. Asking Someone to Repeat a Question
- I’m sorry. Would you please repeat the question?
- Excuse me, I didn’t hear you. Can you please say that again?
- Would you please say that again?
- Could you please repeat the question and speak a little bit harder?
- Sorry, I didn’t understand you. Could you please say that again?
- I’m sorry, I didn’t hear the last part. Can you repeat it, please?
3. Emphasizing Your Strengths
- I think I’m the right choice for this job because I know how to…
- My (mention a set of skills relevant for the job) will allow me to do this easily.
- I’m very good at ________ and that’s why I think I’ll be able to handle this position.
(Fill the blank space with the one you consider is your best strength.)
- I’d love to work here because I _______.
- I think my ________, my _________ and my __________ make me perfect for this job.
- I can say my top 3 skills are: ________, _________ and _________.
4. Thanking the Interviewer at the End of the Interview
- Thank you very much for your time. I’ll be waiting for your call!
- I want you to know that I’m very thankful for this.
- Before I leave I want to thank you for the opportunity. I hope we see each other again
soon!
- I wanted to thank you before I leave. I hope I have the profile you’re looking for.
- It was a pleasure meeting you and then again I want to thank you for having me here!
- I want to thank you one last time and I’ll be expecting your call!
- I’ve been looking for this position for a long time.
- I love the idea of working here because I enjoy _______.
1. Work in pairs.
- Student A: Vice-President of Human Resources
- Student B: Candidate
2. Read your role card and prepare for the interview.
3. Hold the interview.
4. Interview: discuss the candidates.
What were their strengths and weaknesses?
Candidates: discuss the interview. Which questions were easy or difficult
answer?

35
Student A:
Vice-President of Human Resources
It is your task to interview the
candidate, then decide if you wish to
hire him/her.
1 Ask the questions about the
candidate:
What area of the company he/she is
interested in
What position he/she is applying for
Why he/she wants a job with your
company
What his/her personal qualities are
What his/her skills and abilities are
What qualifications he/she has
What work experience he/she has
What he/she interests are
2 Ask any other questions you want
to
3 Ask the candidate if he/she has any
questions.
Benefits
You can offer:
a competitive salary for all positions
three weeks’ annual leave
a company car (for management
positions)
Health insurance
36
Student B:
Candidate
It is your task to answer the questions of
the Vice-President of Human Resources
and to persuade him/her to hire you.
There are positions available in all the
areas listed, both at head office and
overseas. You can join the company as a
trainee, junior executive or manager. You
may use information from your own life
or invent your profile.
Preparing for the interview
Think about:
the area of the company you wish to
work in
the position you would like to have
why you want a job with Nelson &
Harper
your personal qualities
your skills and abilities
your qualifications
your work experience
your interests.
Think also of questions you wish to ask
the interviewer, for example, what the
salary is, how many weeks’ annual
leave, etc.
 UNIT 3: COMPANIES
1. Vocabulary
STT Từ vựng Nghĩa
1 Establish (v) Thành lập
2 Net profit (n) Lợi nhuận ròng
3 Turnover (n) Doanh thu (các doanh nghiệp ở Anh dùng)
4 Revenue (n) Doanh thu (các doanh nghiệp ở Mỹ dùng)
5 Asset (n) Tài sản
6 Promoting equality (n) Sự cân bằng trong thăng tiến
7 Head office (n) Trụ sở chính
8 Market share (n) Thị phần
9 Share price (n) Giá cổ phiếu
10 Subsidiary (n) Công ty con
11 Parent company (n) Công ty mẹ
12 Family-owned company (n) Công ty gia đình (gia đình đứng ra đầu tư
và làm chủ)
13 Family-run company (n) Công ty gia đình (Các thành viên gia đình
trực tiếp đứng ra điều hành)
14 Private company (n) Công ty tư nhân
15 Joint stock company (n) Công ty cổ phần (từ 2 thành viên trở lên)
16 Limited liability company (n) Công ty trách nhiệm hữu hạn
17 Affiliate (n) Công ty liên kết
18 Branch office (n) Văn phòng chi nhánh
19 Consortium/Corporation (n) Tập đoàn
20 Outlets (n) Các cửa hàng bán lẻ, các điểm bán lẻ
21 Workforce (n) Lực lượng lao động
22 Go bankrupt (v) Phá sản
23 Merge (v) Sáp nhập (Sáp nhập các công ty)
24 Outsource (v) Nguồn nhân lực thuê bên ngoài
25 Downsize/Redundant(v) Cắt giảm biên chế công ty
26 Franchise (n) Quyền kinh tiêu (doanh nghiệp có quyền
kinh tiêu)
27 A performance-based bonus Tiền thưởng dựa trên thành tích/hiệu suất
(n) công việc/Thưởng hiệu suất
28 Sustainability (n) Tính bền vững, ổn định
29 Relentless (adj) Liên tục, không ngừng
30 Successor (n) Người kế nhiệm, nối nghiệp
31 Goal (n) Mục tiêu
32 Majority (n) Đa số, phần lớn
33 Dedicated (adj) Tận tâm, tận tụy

37
2. Structures
2.1 Introducing yourself:
+ Hello everyone, my name’s ____ (name), I’m ____ (position).
Hello everyone, my name’s Robert Pullin. I’m Director of Human Resources at DCV
Fashions.
+ Good morning/afternoon/evening, I’m ____ (name), ____ (position)
Good morning, I’m Robert Pullin, Director of Human Resources, DCV Fashions.
2.2 Stating your aim:
+ My purpose today is to talk to you about _________.
My purpose today is to talk to you about our company
+ Today, I’d like to talk about ________.
Today, I’d like to talk about our new projects.
2.3 Outlining the presentation:
+ First, I’ll give you some basic information.
+ Next, I’ll talk about our products.
+ Then, I’ll discuss the reasons for our success.
+ Finally, I’ll tell you about our advertising and marketing.
2.4 Introducing some information about figures and facts:
+ Here are some basic facts.
+ Here are some key facts about our company.
2.5 Changing to a new section of the talk:
+ Moving on now to our mission.
+ OK/Right. What about our distribution system?
2.6 Ending the presentation:
+ Thanks very much for listening to my presentation.
+ Thanks for coming to my talk. Are there any questions?
3. Grammar:
3.1 Present simple: S + V_s/es + O
+ We use the present simple to:
Give factual information about permanent activities.
Valentino makes luxury chocolates.
Describe a state that doesn’t change.
Nothing succeeds like success.
Talk about routine activities, repeated actions or habits. This use of the present
simple is associated with adverbs of frequency.
We usually have our weekly sales meeting on Mondays.
+ There are verbs that we normally use only in simple tenses, not in continuous tenses.
For example: believe, belong, depend, know, like, love, mean, own, remember,
understand, want, etc. These verbs describe states, not actions.
38
It depends on the exchange rate (NOT * It is depending …)
3.2 Present continuous: S + am/is/are + V_ing
+ We use the present continuous;
To talk about actions in progress at the time of speaking.
I’m using the photocopies at the moment.
Not now, I’m talking to a customer.
For actions that are not necessarily in progress at the time of speaking, but have not
finished.
I’m still writing that report.
We’re trying to enter new markets.
For temporary situations.
We’re staying at the Hilton for the next few days.
3.3 Present simple or present continuous:
+ We use the present simple to describe permanent situations which will not change.
I work in Paris.
+ We also use the present simple to talk about habits.
I normally drive to work.
+ We use the present continuous to describe temporary situations – situations which
happen for a short time.
I’m walking to work this week.

39
4. Practice
-A- Complete this extract from a company report with appropriate words or
phrase from the box.
head office market share net profit parent company
share price subsidiary turnover workforce
Financial performance
I am pleased to say the parent company 1 has continued its excellent performance.
We are changing, growing and doing well at a difficult time for the industry. __________
2
was €57.2 million, a increase of 15% on last year, and _________ 3 rose by 5% to €6.4
million.
We are a highly competitive business. We have increased our _________ 4 to 20%.
Comsequently, our _________5 has risen and is now at an all-time high of €9.6.
Increased production and strong demand have had a positive effect on our cashflow, so
we are able to finance a number of new projects. We have successfully moved to our new
_______6 in central London. We are now planning to start full production at the recently
opened Spanish ________ 7 in October.
Finally, thanks once again to our loyal and dedicated ________ 8. Our employees will
always be our most valuable asset.
-B- Match the companies to the Industry sector they belong to.
1 Lenovo, Apple, Dell, Microsoft a) Electrical/Electronics
2 Bayer, Johnson & Johnson, Novartis b) Engineering
3 BMW, General Motors, Nissan, Toyota c) Banking and finance
4 HSBC, ING d) Pharmaceuticals/Chemicals
5 LG, Nokia, Samsung, Siemens e) IT (Information Technology)
6 AP Møller-Maersk, Qatar Airways, f) Retail
Ryanair
7 Ikea, Tesco, Wal-Mart, Zara g) Transport
1-e 2 3 4 5 6 7
-C- Match the sentence halves.
1 Panetti employs over 3,500 people, a) but it plans to expand into
France.
2 It introduced four new products last b) including 1,400 in its own retail
year, outlets.
3 It makes bread and c) including sandwiches and pies.
4 Panetti only supplies its own shops; d) many other bakery products.
5 It doesn’t sell any of its products e) it does not make products for
abroad anyone else.

40
1–b 2 3 4 5

-D- 3.1 Listen to an interview with Susan Barratt, the Chief Executive officer
of Nature’s Way Foods, complete these notes with one word in each gap.
First reason for success: the __________ 1
Health – desire to eat health ________ 2
Convenience – _________3-poor
Sustainability – low level of food ________4
Indulgence – diet Monday to Friday, but have several pieces of cake on
Friday night.
Second reason for success: the way they _________ 5 the business
High-__________6 business
Produce hundreds of __________ 7 of units
Need to be very _________ 8 in the way they produce them
Invested heavily in __________9 and processes

-E- Complete the job advertisement below with either the present simple or the
present continuous form of the verbs in the box.
be consider employ have grow look need offer offer prepare
Sales Manager
1 8
We are one of the largest mobile- We ________
offer for people who are
phone retailers in Europe. reliable, confident and enthusiastic.
9
We _______2 independent and We ________
offer experienced people
impartial advice on mobile phones. who want to work for an expanding
We _______
have
3
more than 800 stores in company.
10
10 countries, and we _______
grow
4
fast. We _______
offer a competitive salary
We _______
need
5
over 3,000 workers. and private health insurance. We are
Currently, we ________
prepare
6
the next stage in willing to reward staff with attractive
our development, and we ________
look
7
for performance-based bonus.
major growth outside Europe.
Ring 020 7946 0008 for an information pack

41
-F- Complete this article with the present simple or the present continuous form
of the verbs in brackets.
Profile PRET A MANGER
Pret A Manger is 1 (be) a UK company and one of the
world’s leading sandwich chains. It _______ 2 (sell)
freshly made sandwiches in busy city centres. At the end
of each day, the shops ______3 (give) any unsold
products to the homeless. Currently, Pret ________ 4
(do) very well in the south of England.
Pret ______5 (operate) a total of 232 UK outlets, and
this year it _______6 (plan) new outlets for London. In
the US, it _______7 (have) 23 outlets in New York and
another 10 in Hong Kong.
Pret’s international activities _______8 (grow) in
importance. This month, as part of the next stage of
expansion, Pret ______9 (open) its first two shops in
Paris. At the same time, the marketing team
_______10 (work) with Lewis PR, a global PR
company, to improve the brand’s international
image.

42
5. Reading comprehension
New markets for Gamesa
Four new wind turbines, It employs nearly 8,000
beside a banana farm in a people worldwide.
southern Indian village, turn Because of weakness in
in the wind, producing its traditional European and
electricity for the local US markets, Gamesa’s
community. The turbines strategy for growth is to
are made by Gamesa, a expand its business in India
world leader in wind and Latin America,
technology. especially Brazil. The
The Spanish company strategy is working. In the
designs, manufactures and first half of 2011, revenues
installs wind turbines all rose by 26% to €1,297
over the world. It has sales million. In the same period,
offices in 20 countries and sales were up 29%. For the
30 manufacturing plants in first time in its history,
Europe, the US, China and 100% fo its sales were form
now in India and Brazil, too. outside Spain.
Task 1: Complete this fact file
3
Company Gamesa 1 Products __________
wind turbine
2
Nationality: ________
span Growth markets India and
4
________
brazil

Numbers of: Results (first half

5 8
employees ________
8000 2011) _________
26 % to 1,297
6 9
countries and sales ________
20 Revenues: _________
29%
7
offices ________
30 Sales:
manufacturing plants
Task 2: In each box, match words and phrase from the article.
1 wind a) plant(s) 5 enter a) quality
2 sales b) centre 6 set up b) the (Brazilian) market
3 manufacturing c) turbines 7 recruit c) a subsidiary
4 technology d) offices 8 improve d) (more) workers

43
Task 3: The sentences below describe two companies, Dalotek and Green Shoots.
Choose pairs of sentences which describe similar things and write them in the
correct column of this chart.
Dalotek Green Shoots
A large car-parts company A small garden-products company
- John Smith started Dalotek in 1960. - George and James Hawkins began Green
Shoots in the 1920s

1 John Smith started Dalotek in 1960.

2 It has a workforce of 2,500.
3 Dalotek exports to over 12 countries.
4 It manufactures car parts.
5 It introduces one or two new components each year.
6 It employs about 35 people.
7 Green Shoots sells some of its products abroad.
8 It makes garden products.
9 George and James Hawkins began Green Shoots in the 1920s
10 Green Shoots supplies the gardening industry.
11 It launches 12 new products a year.
12 Dalotek provides components for the car industry.
Task 4: Underline the verbs or verb phrases which mean the same thing in each pair
of sentences in the chart in Exercise A.
John Smith started Dalotek in 1960.
George and James Hawkins began Green Shoots in the 1920s.
Task 5: Use the verbs you underlined in Exercise B to complete this company profile.

GNK Services
1
GNK Services began in 1989 when Dieter Norland left his job as an
engineer in the computer insudtry. The company _______ 2 high-tech
security alarms and _______ 3 its products all over the world. It
_______4 150 people at its factory near Rotterdam, although the
company’s head office is in Amsterdam and _______5 a staff of 20.
The company _______6 a number of new products each year. GNK
Services ________7 products to the security industry and _________ 8
domestic alarms for the general public.

44
6. Case study
* Note: Process of Case study
Step 1: Homework: Students prepare speaking content in accordance with the
information and the tasks below.
Step 2: Vietnamese teachers guide students about case study.
Step 3: Students practice speaking with Foreign teachers.
Case 1:
Your presentation
How to give a presentation

Background
Giving a presentation terrifies most of us, especially when talking before a crowd of
people about an unfamiliar topic. Never fear! There are ways to make a good
presentation. The more presentations you do, the easier they will become!
Prepare for the Presentation
1 Focus your presentation. Having a long, rambling presentation that is hard to follow
is not going to win you any audience interest. You need to make sure that your
presentation is clear and focused and that any asides you throw into it are there to back
up the main point.
It's best to have 1 main thesis statement or overarching theme and 3 main points
that back-up or flesh-out your main theme. Any more than that and your audience
is going to start losing interest. This means that any facts and information that are
a part of your presentation should back up these 3 main points and overarching
theme.

45
 For example: If you're giving a presentation about 17th century alchemy, bringing
up the history of alchemy is fine (and probably necessary), but don't mire your
audience in its history instead of focusing alchemy in the 17th century. Your 3
points could be something like "alchemy in public opinion," "famous 17th century
alchemists," and "the legacy of 17th century alchemy."
2 Less is more. You don't want to overwhelm your audience with information and
important points. Even if they're interested in your topic they'll starting spacing out and
then you've lost them. You need to stick to your 3 points and overall point and you need
to make sure that you only use the information that you need to support and clarify those
points.
Pick your very best supporting facts, information, or quotes for your presentation.
Don't bury your audience in information.
3 Decide whether to use media or not. It isn't always necessary to use a powerpoint,
or visual representation, especially if you're already an engaging speaker and have
interesting subject matter. In fact, a lot of times, using visual media simply distracts from
the focal point, that is the presentation.
Make sure you're using media to enhance your presentation and not to drown it
out. The presentation is key. Anything else is just accessorizing.
For example: to get back to 17th century alchemy, to back up your information
about alchemy in the public opinion, you might want to show images from public
pamphlets about the dangers of alchemy and see what people of the time period
had to say about it and see what the more famous alchemists had to say about it.
Also, you want to make sure that you pick a medium that you are comfortable in
and thorough in knowledge. If you don't know a thing about powerpoint, maybe
consider writing your main points on a white board, or passing out handouts with
your main points and evidence on them.
4 Practice. This is one that for some reason, lack of time perhaps, people neglect to do
and it is absolutely key to giving a good presentation. Running through the presentation
before the actual event gives you time work out any kinks or problems with your notes
and with your technology and makes the presentation itself go more smoothly.
A good tip is to film yourself or audiotape of yourself giving your practice
presentation so you can see what distracting verbal and physical tics you have, so
that you can work on eliminating them before the presentation itself. (Verbs tics
would be things like "um..." and "uh..." and using "like" inappropriately; physical
tics are things like shifting your weight from foot to foot or messing with your
hair.)
Just remember that rehearsals usually run about 20% shorter than your actual
presentation, so take that into account if you're running on a time limit.
5 Visualize success. It may seem like a silly thing to do, but visualizing a successful
presentation can actually help you achieve a successful presentation. You'll be more
inclined towards success if you've been prepping your brain for it. So beforehand, sit
somewhere quietly for a few minutes and picture the presentation going well.
46
6 Dress appropriately. You want to dress for success. Wearing nicer clothes can help
get you into the mindset of giving a good presentation. You also want to be comfortable,
however, so you should try to find a reasonable medium between dressing super snazzy
and dressing comfortably.
For example, if you aren't comfortable wearing heels, don't wear them just for the
presentation. You'll be distracted by your discomfort and that will come across in
the presentation. There are plenty of good shoe choices that have no or a low heel.
Clean, nice slacks or a skirt and nice, button-down shirt in neutral colors are
always good choices for presentation wear. You also don't particularly want your
clothing choice to distract from the presentation, so perhaps avoid that brilliant hot
pink shirt.

Giving the Presentation

1 Deal with the jitters. Pretty much everyone gets nervous about presenting, even when
it isn't in front of a bunch of people. That's okay. All you have to do is mask the fact that
you're nervous, since you won't be able to avoid the jitters themselves.
Before the presentation, clench and unclench your hands several times to deal with
the adrenaline and then take 3 deep, slow breaths.
Call up a smile, even if you feel like hurling. You can trick your brain into thinking
that you're less anxious than you actually are and you'll also be able to hide your
nervousness from your audience.
2 Engage the audience. One way to make your presentation memorable and interesting
is to interact with your audience. Don't act like there's a wall between you and your
47
audience, engage them in the material. Talk directly to them, not at them or at the back
wall, but to your audience.
Make eye contact with your audience. Don't stare at one particular person, but
section up the room and make eye contact with someone in each section on a
rotational basis.
Ask questions of your audience and take questions during your presentation. This
will make it more of a conversation and therefore more interesting.
Tell an amusing anecdote to illustrate your point. From the above examples about
17th century alchemy, you could find an amusing alchemical anecdote from the
time period, or you could talk about your own forays into alchemy.
3 Give an engaging performance. Giving an engaging performance isn't the exact
same thing as engaging your audience (although, hopefully, your performance will
engage your audience). It simply means that you make the performance itself interesting
and dynamic.
Move around, but make your movements deliberate. Don't nervously shift your
feet (in fact, it's a good idea to imagine that your feet are nailed to the floor except
for those times you deliberately choose to move).
Use your vocal inflections to create a more dynamic presentation. Vary your voice
as you're talking. Nobody (ever) wants to sit there and listen to someone drone on
and on in dull monotone, no matter how interesting the material (think Professor
Binns from Harry Potter; that's what you don't want).
Try to create a balance between rehearsed and spontaneous. Spontaneous, on the
spot, movement and asides can be great as long as you are really comfortable,
otherwise they can sidetrack your presentation and make it rambling. Mess around
with spontaneous and rehearsed when you're practicing and you'll get a feel for it.
4 Treat your presentation as a story. To get your audience's interest you'll need to
connect them with the material on an emotional level and the best way to do that is to
think of your presentation like a story you're telling.
Quickly introduce your topic and don't assume that your audience is familiar with
all the terms, especially if your topic is one that isn't widely known.
Figuring out why you want (or have to) give this presentation will help you work
with an overarching story/theme. Maybe you want to pass the class. Maybe you're
convincing people to give you money or join you in a philanthropic endeavor or
act for a social or political reason. Channel that desire into your presentation.
You're answering the question of why they would want to pass you or why they
would want to fund you. That's the story you're telling.
5 Talk more slowly. One of the most frequent things that people do to sabotage their
own presentation is talking way too quickly and so many people make this mistake. They
get nervous and they whip through their presentation, leaving the audience gasping at the
tidal wave of information. Don't do this.
Have water with you and take a sip when you feel you're going too fast.

48
 If you have a friend in the class or meeting, arrange with them beforehand that
they will let you know with a signal whether you're talking too quickly. Look over
their way occasionally and check your progress.
If you find that you're running out of time and you haven't finished, simply drop
or summarize your leftover material. Acknowledge the leftover material as
something that can be discussed later or in the Q&A.
6 Have a killer closing. The beginning and the closing of a presentation are the parts
that people tend to remember, so you want to make sure that you end with a punch to the
gut (figuratively speaking; don't hit your audience). You'll need to reiterate those 3 most
important points and make sure the listener knows why they should care about your topic.
Make it clear what the listeners now know and why it is important that they have
this new information.
Conclude with examples or stories about your main point and take home message.
You might want a slide which summarizes your presentation. For example, you
might conclude with a story about the nature of alchemy in the modern era
(perhaps in a film) to show its malleable nature.
1. Work in pairs. Discuss: “How to deal with the questions during the
presentation”.
2. Prepare: your school/company. (7 minutes)
3. Present (3-5 minutes)

49
Case 2:
Presenting your company
How to make a good impression
Background
You are beginning a training course on giving presentations. The trainer has provided a
structure for an introduction (see below). She asks you to introduce yourself and the
company you work for. You are all from different industries.
3.2 At the beginning of the course, the trainer gives a model presentation.
Listen, then answer these questions.
1 What is the aim of the presentation? 3 What are its turnover and profit?
2 Where is Fiestatime’s most important store? 4 What does the company plan to do
next year?
Structure for presentation
A Greeting/Introduce yourself D Facts and figures/
Your name Company products or services
Your position Important figures: number of employees,
B Topic/Stating your aim turnover, profits
Subject/purpose of talk Your main competitors
C Plan of talk/Outlining the Your duties
presentation E Future developments/Plans for the future
Section/parts of talk Your plans for next year
1. Work in small groups. Read your company profile.
- Student A: Company in France
- Student B: Company in Germany
- Student C: Company in Canada
2. Prepare a short presentation about yourself and the company you work for.
It should last approximately one minute.
3. Make your presentation to the other members of your group. Try to answer
any questions they ask.
4. As a group, decide what you liked about each presentation. Why was it
interesting?
Student A:
Position: Advertising Manager, Omnia Supermarkets
Head office: Paris, France
Duties: plan advertising campaign
prepare budgets
lead and motivate staff
Company profile: A group of supermarkets and convenience stores in France;
sells food, household products and furniture
Employees: Approximately 1,500

50
Turnover: €220 million
Profit: €18.4 million
Competitors: Carrefour, Auchamp, other supermarket chains
Plans: to build more convenience stores
to sell more ‘own label’ products
Student B:
Position: Production Manager, Miriam Palmer Health Care
Head office: Munich, Germany
Duties: to manage and control production
to check product quality
to supervise and motivate the factory workers
Company profile: makes beauty and skin-care products; sell its products in 25
countries
Employees: 2,500
Turnover: US$85 million
Profit: US$10.2 million
Competitors: L’Oréal, Henkel
Plans: to set up factories in Africa
to launch a new hair shampoo in the US
Student C:
Position: Conservation Officer, the Forest Life Trust
Head office: Vancouver, Canada
Duties: to raise money for wildlife projects
to persuade government officials to project wildlife in their
country
Company profile: A non-profit organization to protect all wildlife; it has
thousands of members and supporters worldwide.
Employees: 10 full-time employees at Head Office; many unpaid workers
Turnover: US$12.6 million
Profit: Non-profit organisation
Competitors: other wildlife organisation
Plans: to organize a worldwide campaign to protect large animals
to contact famous people to appear in an advertising
campaign for the Trust

51
 UNIT 4: PLANNING
1. Vocabulary
STT Từ vựng Nghĩa
1 Estimate costs (n) Chi phí ước tính
2 Implement (n) /ˈɪm.plɪ.ment/ Thực hiện, tiến hành implement a plan/ a schedule /
3 Schedule (n) /ˈskedʒ.uːl/ Lịch trình
4 Rearrange (n) Sắp xếp, bố trí, sắp đặt lại
5 Prepare (n) Chuẩn bị
6 Avoid (n) Tránh xa
7 Demonstrate (v) = explan Chứng minh, giải thích, biểu lộ, làm rõ
Demonstration (n) Sự chứng minh, giải thích
8 Evaluate (v) /ɪˈvæl.ju.eɪt/ Đánh giá
Evaluation (n) Sự đánh giá
9 Strategy (n) /ˈstræt̬.ə.dʒi/ Chiến lược
10 Substitute (n), (v) Người thay thế, thay thế, thế vai
11 Risk (n) Rủi ro
12 Offer (n) Mời, đưa ra
13 Primary (n) Đầu tiên, hàng đầu, chủ yếu
14 Gather (n) Tập hợp
15 Address (v) Diễn thuyết, chỉ ra vấn đề
16 Forecast (n), (v) Dự đoán, dự báo
17 Waste of time (n) Sự lãng phí thời gian time -consuming

52
2. Structures
2.1 Some verbs, like anticipate, expect, look forward to, hope and plan, automatically
refer to the future. These verbs can be used in either the simple or continuous form.
I look forward to seeing you soon.
I am looking forward to seeing you soon.
We hope to do better next year.
We are hoping to do better next year.
We plan to attract more foreign investment.
We are planning to attract more foreign investment.
3. Grammar
3.1 Present continuous: S + am/is/are + V_ing
+ We use the present continuous for future arrangements.
What are you doing nest weekend?
We’re visiting our suppliers next week.
+ We also use going to for arrangements, plans and intentions.
What are you going to do next weekend?
We’re going to visit our suppliers next week.
I’m going to talk to you today about my company.
3.2 Future simple: S + will + Vbare infinitive
+ Will is very often used for predictions.
The forecast says that tomorrow will be warm and sunny.
I don’t think they will complain.
She won’t like what you’ve written about her.
+ We use the contracted form ’ll to make spontaneous offers.
I’ll help you write the report if you like.
(= I’ll help you now, or when you want me to help you.)

53
4. Practice
-A- Match the verbs in the box to the nouns below (1-5). Each word partnership
describes a way to plan effectively. Use a dictionary to help you if necessary
collect consider do estimate forecast
1 estimate costs
2 _______
forecast sales
3 _______
do research
4 _______
collect information
5 _______
consider options

-B- Match the verbs in Box A to the nouns in Box B. Make as many word
partnership as you can
Example: write/implement a plan
A
arrange implement keep to meet prepare rearrange write
B
a budget a deadline a meeting a plan a report a schedule

write/implement a plan

-C- A managing director talks about the planning of a new sales office in the
United States. Complete this text with nouns from Exercises A and B. One
noun is used twice.
Recently, we decided to open a new sales office in New York. First, I arranged a
meeting1 with the finance department to discuss the project. We prepared a
2
___________
budget with details of the various costs involved. Then we collected
3
___________
information about possible locations for the new office. We considered two
__________
options 4
– one in Greenwich Village and the other near Central Park. After doing
5 6
some more _________
research , I wrote a ________
plan for the Board of Directors.
7
Unfortunately, we made a mistake when we estimate the ________cost , as the exchange
rate changed, so we didn’t keep within our _________ 8
schedule . We overspent by almost 20 per
9
cent. We had to rearrange the _________
schedule for moving into the building because the
office was not redecorated in time. The Board of Directors was unhappy because we
didn’t meet the ________
deadline 10 for opening the office by December 15. It finally opened in
11
January. However, we forecast ___________
sales of at least $1,000,000 in the first year.

54
-D- 4.1 Ian Sanders is a business consultant and the author of Unplan your
business. In the first past of the interview, he answers the question ‘how far
ahead should businesses plan?’ Listen and complete these notes.

Depends on ____________1
Three-year contracts should have a plan for ____________ 2
Three years in a long time for __________ 3 businesses and new businesses
entering the market in the field of ___________4
Ian likes the idea of a ___________5 plan, because it’s very __________ 6
Problem with business planning: it can sometimes be business __________ 7

-E- 4.2 Listen to the second part and complete this audio script.

I think the best business plans are ones that are _________ 1 and ___________2 enough
to take into account changing markets and changing situations. And plan that is too
_________3 or too set in ___________4 become very unwieldy, because it can’t
accommodate economic changes, market changes, ____________ 5.

-F- Rewrite the sentences using the verbs in the brakets.

1 We are going to visit the trade fair. (plan)

We are planning to visit the trade fair. K
2 We are sure we will make a profit within three years. (expect)
______________________________________________________
3 We are going to launch a new product range next summer. (intend)
______________________________________________________
4 We will beat our competitors before long. (hope)
______________________________________________________
5 We are sure we will open three new subsidiaries next year. (expect)
______________________________________________________
6 We are going to open a new sales office in Bratislava. (intend)
______________________________________________________

55
5. Reading comprehension
When there’s no Plan A
by Jonathan Moules
Dan Scarfe, Chief Executive
of Windsor-based software
development company Dot
Net Solutions, says that he
has never written a business
plan for the company he
founded in 2004.
Now, it is one of
Microsoft’s five key partners
in the UK and a leading
player in the hot new area of
cloud computing – and to
Scarfe, that is proof that
setting fixed objectives is a
complete waste of time.
“Writing software, or
starting a new business, is
incredibly difficult to plan
for.” he says. “You’re
effectively trying to second-
guess exactly what you may
want down the line, based on
marketing conditions and
varying customer demand.”
Whilst short-term business
budgeting and strategy is
vital, long-term business
plans are less so.” Twitter,
Facebook and cloud
computing were not even
concept a number of years
ago, Scarfe notes, so there
would be no way he could
have planned for them.
David Hieatt, co-founder of
Howies, the ethical-clothing
manufacturer based in
Cardigan, claims that a
Cardiganhádujdiasjd,
business plan is really just a
guess.
“There are some brilliant
business plans written, but
they fail because the
customer wants to do
business differently,” he
says. “The awful truth is we
don’t know what will work.”
He claims that the secret is
to be flexible – although this
often takes a lot of courage.
For example, in 2001, Hieatt
phoned up all of Howies’
retailers and said he was
going to introduce organic
cotton. The initial effect of
this spur-of-the-moment act
was disastrous.
“We lost all our wholesale
accounts overnight because
they said nobody would pay
£27 for a T-shirt,” he recalls.
Hieatt and his colleagues
managed to rescue the
situation by launching a
catalogue to sell products. It
proved to be a turning point
for Howies. “Losing all your
shop accounts in one day is
not great for business, but
it’s probably the best thing
we did.” Hieatt concludes.
Now, the company sells 80
per cent of its products
through this medium. Others
argue that business planning
is often a reason
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56
FT
for inaction. Rajeeb Dey
launched Enterships, a
student internship
matching service. “I never
wrote a business plan for
Enterships, I just started
it,” he says – although he
admits that it is easier for
Internet-based businesses
to do this.
Perhaps unsurprisingly,
Dey and Scarfe have
entirely self-financed their
businesses. Venture
capitalists and private
investors do not usually
approve of this casual
attitude to planning.
To Paul Maron-Smith,
Managing Director of
Gresham Private Equity, a
business plan is rather like
a car’s dashboard, guiding
the entrepreneur along the
road to success.
But even he admits that
problems can arise when
business plans become too
fixed. “The aim of a
business plan is to give the
stakeholders a good idea of
where the business is
heading.” he says. “Sure,
there are going to be some
forecasts in there that are
not going to be accurate,
but they are a best guess at
the time.
Task 1: Read the article and complete this chart.
Name Job/position Company Type of Location
company
Dan Scarfe
David Hieatt
Rajeeb Dey
Paul Maron-
Smith

Task 2: Answer these questions about the four people in Task 1

1 How many people did not write a business plan for their present companies?
2 Who thinks that setting fixed aims involves too much time and is not valuable?
3 Who says that some plan don’t work because we don’t know what will work?

57
4 Who thinks that planning of ten leads to doing nothing?
5 Who provided the finance for the companies themselves?
6 Which of the four is not against business plans?
Task 3: The CEO of a large supermarket chain is talking to her managers about the
group’s future plans in relation to the World Cup. Underline the plans that she
mentions.
‘Well, as you all know, we are hoping that the World Cup spirit will get more customers
through our doors. We are planning a wide range of activities to capitalize on our football
links and are expecting to sell more televisions, food and drink. We are also going to sell
official merchandise before and during the tournament. We would like to get some big-
name endorsements and want to sell stickers and trading cards. Then we are going to launch
a digital site to promote our association with football legends. We are hoping to be the
supermarket of choice for our country’s football fans.’

58
6. Case study
YOUR PLANS
How to create a plan

Background
Creating a powerful action plan always begins with having a clear purpose, vision or
goal in mind. It is designed to take you from wherever you are right now directly to the
accomplishment of your stated goal. With a well-designed plan, you can achieve virtually
any goal you set out to accomplish.
Creating plans
1 Know what you want to do. The less clear you are about what you want to do, the
less effective your plan will be. Try to specifically define what you want to achieve as
early as possible — preferably before starting your project.
Example: You are trying to complete your master’s thesis — basically a very long
essay — which needs to be about 40,000 words. It will include an introduction, a
literature review (in which you critically discuss other research that informs yours,
and discuss your methodology), several chapters in which you put your ideas into
practice using concrete examples, and a conclusion. You have 1 year to write it.
2 Work backwards from your end goal. Identify your end goal, then list everything
you need to do to accomplish it. Depending on your goal, you may even consider

59
different ways to reach your goal. After you know what you need to accomplish, break
this down into actionable steps to help you create a more realistic plan.
Keep in mind that your plan may change as you work toward your goal, so stay
flexible.
Make sure that your goals are S.M.A.R.T. to ensure that your plan is effective:
o Specific - Be clear about what you want to achieve.
o Measurable - You can break down the goal into measurable checkpoints.
o Attainable - You are capable of completing the steps necessary to reach the
goal.
o Relevant - The goal makes sense for your life and purpose.
o Timely - You have the time to work toward your goal and are progressing
on schedule.
3 Be specific and realistic in the planning. Having a specific goal is just the beginning:
you need to be specific and realistic in every aspect of your project — for example, by
stating specific and achievable schedules, milestones, and final outcomes.
Being specific and realistic while planning a long project is all about pro-actively
reducing stress that can accompany poorly planned projects such as missed
deadlines and exhausting long hours.
Example: To finish your thesis on time, you need to write roughly 5,000 words
per month, which will give you a couple of months at the end of your timeline to
polish your ideas. Being realistic means not placing the expectation on yourself to
write more than 5,000 words each month.
If you’re working as a teaching assistant for three of those months, you’ll need to
consider that you may not be able to complete 15,000 words in that time, and
you’ll need to spread that amount out over your other months.
4 Set measurable milestones. Milestones mark significant stages along the road to
achieving your end goal. Create milestones easily by starting at the end (the
accomplishment of the goal) and working your way backwards to your present day and
circumstances.
Having milestones can help you — and if applicable, your team — stay motivated
by breaking the work into smaller chunks and tangible goals so that you don’t need
to wait until the project is completely finished to feel as though you’ve
accomplished something.
Don’t leave too much time or too little time between milestones — spacing them
two weeks apart has been found to be effective.
Example: When writing your thesis, resist the urge to set milestones based on
chapter completions, as this could be a matter of months. Instead, set smaller
milestones — perhaps based on word counts — every two weeks, and reward
yourself when you hit them.
5 Break large tasks into smaller, more manageable chunks. Some tasks or
milestones may seem more daunting to achieve than others.

60
 If you’re feeling overwhelmed by a large task, you can help ease your anxiety and
make it feel more doable by breaking it down into smaller, more manageable
chunks.
Example: The lit review is often the most difficult chapter to write, as it forms the
foundation of your thesis. In order to complete your lit review, you need to do a
significant amount of research and analysis before you can even begin writing.
You can break it into three smaller chunks: research, analysis, and writing. You
can break it down even smaller by choosing specific articles and books that you
need to read, and setting deadlines for analyzing them and writing about them.
6 Make scheduled lists. Make a list of tasks that you need to complete in order to hit
your milestones. A list on its own will not be effective — you must write this list into a
timeline associated with specific, realistic actions.
Example: By breaking your lit review into smaller chunks, you’ll know exactly
what you need to get done, and can figure out a realistic timeframe for those tasks.
Perhaps every one to two days you will have to read, analyze, and write about one
key reading.
7 Put timelines on everything. Without specific time frames and deadlines, work will
definitely expand to fill the time allotted, and some tasks may never get completed.
No matter what action items you choose for which phase of your action plan, it is
essential that a time frame be attached to absolutely everything.
Example: If you know that it takes you roughly 1 hour to read 2,000 words, and
you’ll be reading a 10,000-word article, you need to give yourself at least 5 hours
to complete that article.
You’ll need to also account for at least 2 meals during that time, as well as short
breaks every 1 to 2 hours for when your brain is feeling tired. In addition, you’ll
want to add at least an hour onto your final number just to account for any possible
unanticipated interruptions.
8 Create a visual representation. Once you’ve listed your action items and set a
specific timeline, the next step is to create some type of visual representation of your
plan. You might use a flow chart, a Gantt chart, a spreadsheet, or some other type of
business tool to accomplish this.
Keep this visual representation in an easily accessible place — even on a wall in
your office or study room, if possible.
9 Mark things off as you go. Marking things off as you go will not only feel satisfying,
it will help you keep on track lest you forget what you’ve already done.
This is particularly important if you’re working with other people. If you’re
working with other people, you might consider using a shared online document so
that everyone can check in no matter where they are.
10 Keep a record of everything. As you work through your action plan, keep notes of
everything. You may find it helpful to have a binder with different tabs in it to section
off different aspects of your planning process. Some examples of sections:

61
 Ideas/Miscellaneous notes
Daily Schedules
Monthly Schedules
Milestones
Research
Follow-up
Individuals involved/Contacts
11 Don’t stop until you’ve reached your final goal. Once your plan is established and
shared with the team (if applicable), and your milestones are scheduled, the next step is
simple: take daily actions to achieve your goal.
Although you want to stay persistent, you should also be flexible. It's likely that
unexpected events will come up that require you to shift your schedule or plan.
12 Change the date if you must, but never give up on your goal. Occasionally,
circumstances or unforeseen events can arise that throw a wrench in your ability to meet
deadlines, complete tasks and achieve your goal.
If this happens, do not get discouraged – revise your plan and continue working to
meet targets and move forward.
1 Tell each other about your plan. Choose one of the plan below.
Your plan at this weekend
Your plan on your next holiday
Your plan in your career
Your plan when you retire
Your plan before your wedding
Your plan for your birthday party

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