BUSINESS VOCABULARY

UNIT 6 - NEW PRODUCT DEVELOPMENT

I. Complete the table by writing nouns, verbs and adjectives in the numbered
spaces.

Verb Noun Adjective

1 founder
entrepreneur 2
skill 3
commute 4
launch 5
establish 6 7
opt 8 9
rely 10 11

II. Choose the correct answer, A, B or C

1. What is the marketing term for a Sales Representative who visits customers to sell a product?
A visiting B direct selling C travelling

2. A luxury product which is high quality and expensive is a(n) …………………………… product.
A upmarket B downmarket C middle-market

3. A product which only appeals to a very specialist group of customers is a ……………………………

product.
A special B niche C reserved

4. The percentage of the market which your company has is your market ……………………………
A quota B segment C share

5. What is a brand called which has the supermarket’s name on it?

A an own brand B a white brand C a proprietary brand

6. Which word has these three meanings: start (a company), put (a product) on the market, start (an
advertising campaign)?
A throw B begin C launch

7. What do marketers call the place where the product reaches the consumer?
A an end-user B a final stop C an outlet

8. What is another word for direct mail?

A correspondence B junk mail C snail mail

9. When a company subsidises a football team or a music concert, what is this called?
A endorsement B subvention C sponsorship

10. Which of these publicity materials is likely to look like a colour magazine?
A a brochure B a leaflet C a newsletter

11. When a company does a lot of publicity, this is called ……………………………

A an advertising campaign B a promotional event C a price war

12. When clients or consumers talk about your product or service, what is this type of publicity called?
A a talking campaign B word-of-mouth C personal recommendations

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III. Janice and Martin opened a chocolate shop in their town. Match the first half of
the sentences in column A with the second halves in column B to complete the
explanations of their promotional activities.

A B
1 We had special offers during the a local people could see where we
first two weeks were and what we were selling.
2 We invited a lot of people to the b remind people when the shop was
opening and gave them free opening
samples to get them c talking about the shop to their
3 We put a front-page ad in the friends.
evening newspaper in order to d to attract people to visit the shop.
4 We sent free samples to local e they could write about our products.
journalists so
We sent leaflets to every house in
town so that

IV. Read the following paragraph which recommends how a new restaurant should
be promoted. Write one word in each space to complete the paragraph.

The restaurant should have a website, (1) …………………………… that potential customers can see the menu
and the installations before they come here. (2) …………………………… would also be a good idea to advertise
in local and regional newspapers in (3) …………………………… to make our name known to people in the area.
We should also invite some journalists to eat here, (4) …………………………… that if they like the restaurant,
they can write articles about it. Finally, it's important to give really excellent food and service (5)
…………………………… get people talking about the restaurant, (6) …………………………… word-of-mouth publicity
is by far the cheapest and most effective.

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UNIT 7 - A STAND AT A TRADE FAIR

I. How many compound nouns can you make by combining a word from box A with
a word from box B? Then complete the following sentences with the resulting
compound nouns.

A food customer event exhibition export floor publicity

B base centre exhibition markets material organisers space stand

1. Can you contact the …………………………… to find out how much it would cost to exhibit?
2. How long does it take to get from the airport to the ……………………………?
3. I’d prefer to hire an …………………………… rather than custom-build one because we don’t have room
to store it when it’s not in use.
4. It’s a good opportunity to meet foreign buyers and have a chance to open new ……………………………
5. We shall need about 40 square metres of …………………………… for our stand.
6. We try to expand our …………………………… by exhibiting at trade fairs.
7. We will need quite a lot of shelves for all our …………………………… such as leaflets, catalogues and
brochures.
8. We’re hoping to have a stand at the International …………………………… next year.

II. Complete this email by writing one word in each space.

Dear Sir/Madam

(1) …………………………… are a medium-sized business based in Southampton, England,

specialising (2) …………………………… the development and production of marine
electronic instruments. We are interested in the possibility (3) ……………………………
marketing our products in your country and are contacting companies in the sector (4)
…………………………… might be willing to act as agents or distributors for (5)
…………………………… products. We wonder (6) …………………………… you would be
interested in acting in this role for us. I (7) …………………………… be visiting your country
during the first fortnight of next month and would welcome the chance of a meeting
with you. (8) …………………………… you suggest a day and a time (9) ……………………………
would be convenient for you?

I look (10) …………………………… to hearing from you.

George Matterson
Export Sales Manager

III. Your boss has asked you to write a reply to the email above (40-50 words).
Write the email:

 saying that you would be interested in acting as agents

 saying that your boss would like a meeting
 suggesting a day and a time.

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IV. There is one extra word in every numbered line of this fax. Underline the extra
words.

FAX
To the attention of: p. Maguire
Managing Director
Electronic Solutions

Dear Miss Maguire

I am delighted to hear that you are interested in being acting as our agent in 1
New Zealand and I look forward very much to my meeting you at 10.30 on 2
Monday 7 October. It would also give me a great pleasure to invite you and 3
the Marketing Director to lunch after the meeting if you are then free. Do let 4
me know if this is possible, and, if is so, can I ask you to book a table at 5
your favourite restaurant?

For your interest, I am not attaching details and technical specifications of 6

some of our main products on the following pages, also together with a 7
price list. I am sending to you a complete catalogue by post. 8

Yours sincerely,

Mark Radcliff
Sales Director

V. Complete these questions, using up to four words in each space.

1. I shall be visiting your city next month. Can you suggest a day when …………………………… convenient
to meet you?

2. We are interested in having a stand at the exhibition. Can …………………………… space is still
available?

3. I have seen your products advertised in various trade journals and I would like to know
…………………………… exhibiting at the coming trade exhibition.

4. I hear that the trade fair will be held in Birmingham this year. Could you …………………………… days it
will be held so that I can keep them free?

5. I am interested in buying the machine you mentioned in your email. Can you please let me know
…………………………… costs?