SUCCESS e WITH THE NEW BUSINESS ENGLISH CERTIFICATES COURSE STUDENT’S BOOK JOHN HUGHES Summertown PublishingCONTENTS Pred Eten Eta Bs LE Ways of working 1.2 Making contacts 13 Speaking Tes page 6 page 10 Part One Vocabulary: Different ways of working | Vocabulary: fob responsibil page Reading: How to job-share Reading Life's all about making istening: Working from home connections Grammar: Present tenses Listening: Starting a conversation Speaking: A mini-presentation Speaking Developing eanversuion 2.1 Company benefits 2.2 Presenting your 2.3 Reading Test: age 16 company | Part Five Vocabulary: Benefisand incentives | page 20 Writing Test: Part Reading: Is working forXeroxtoo | Vocabulary: Company terms One {good to be tue? Listening: Presentations page 28 Vocabulary: Expressions with fake | Pronunciation: Pausing, intonation Speaking: Asking questions about Jobs Grammars‘The past Writing: letter of application 3.1 Starting a business 3.2 Leaving and taking 3.3 Listening Tes page 26 messages Part One Vocabulary: Types of business page 30 praye 34 Reading: We wanna hold your hand | Listen Listening: Advice on franchises Speak Listening: Planning aseminar message Grammar: will and the future Writing Taking ones and mesige Speaking: Discussing a schedule ving presentation Amene | saving me 4.1 Advertising 4.2 Delegating page 36 page t0 Vocabulary: Types of advertising Reading: How to deep Listening: Advertising on the web istenings A bad dol Speaking: A short presentation Peonanciati Reading: Advertising standards Speaking: Nete Grammar: Modals Weitings A repre ating ina 5.3 Speaking Test: 5.1 The workplace | 5.2 Partic pege 46 | meeting, Two Reading: Art at work aye ae 3 Listening: An interview withanant | Readings Meetings ae yet ‘consultant | Vocabulary: Verb cole tions Grammar: Reporting | Speakingslispresiours for neestinng Listening: Some opinions on ar Listening: ejort on a miei Speaking: A meetingabout artwork | Writing: Minateso a cet 6.1 Recruitment 6.2 Emailing 6.3 Reading Tes | page 6 Pare Two Employment news Re ig pe Vocabulary: Hiring and firing Vocabutary: Eating Listening: Employment casestudies | Reading: tnersal eon imploymentissuesPerris Craik 7.1 Sales Eta 7.2 Selling Bum 7.3 Reading Test: page 6 page 70 Part One Reading: Not sold on sales? Reading: low co sell page 74 Vocabulary: Sales terms Listening: Sel Reading: The worst job in the world? | Speaking: A sales conversation Vocabulary: Describing jobs Reading: A proposal Grammar: Comparatives and Writing: A fox superlatives Speaking: Comparing jobs 8.1 Training 8.2 Showing you're listening | 8.3 Listening Test: page 76 page a0 Part Two Reading: Training courses Reading: The importance oflistening | page 84 Listening: Assessing training needs Speakings Giving reasons for and against Grammar: -ing form and infinitive Speaking: Discussing taining needs Listening: Good and bad listeners Speaking: Showing you're listening Vocabulary: Linking phrases Listening: Responding to aletter of complaint Writing: 4 leer of complaint 9.1 Branding page 05 Readings Whats that smell? Speaking: Discussing branding ‘Grammar: Relative clauses Reading: Chinese luxury obsession 9.2. Getting through page 90 Listening: Automaced voicemail systems Vocabulary: Telephone words Speaking: Making phone calls Reading: Email marketing Writing: Correcting and rewri ing 9.3 Writing Test: Part Two page a4 10.1 Management page 96 Reading: How Madonna managed Vocabulary: Verb + noun combinations Grammar: Conditionals Speaking: Case study Writing: Areporton # meeting 10.2 Solving problems age 100 Listening: Problems and solutions Speaking: Discussing problems Vocabulary: Managing projects Vocabulary: Cause and result Writing: An email 10.3 Listening Test: Part Three age 101 11.1 Ethical economics page 106 Reading: Coffecenomics Vocabulary: Financial and trade Speaking: The economies of your country Grammar: Articles Listening: Fairtrade Speaking: Giving reasons and benefits 12.1 Business law page 116 Listening: A colour problem Vocabulary: Legal terms Reading: Colour! cases Grammar: Indirect questions and tag Speaking: The BEC Vantage speaking game 11.2 Discussing trends age 110 Speaking: Altemative energy sources Reading: Good greed ‘Vocabulary: Describing trends Listening: Reasons for trends Speaking: Discussing trends 12.2 Handling questions age 120 Listening: Difficult questions ‘Speaking: Responding to questions Reading: Press veleases 2 A press release 11.3 Reading Test: Part Three page 4 Pare Three page 124 12.3 Speaking Test: Information files (Student A) page 126 Grammar reference page 128 Information files (Students Band C) page 131 Useful expressions page 133 Listening sevipts page 194 CONTENTS 5SUS aera MODULE Ways of working Different ways of workin; [How do you work most effectively? Ry working, + regular hours /flesible hours? + ins teann fon yam own? + from home / in an oflire? oat as rs yor vn boss Compare your responses with a parties 2 Match these ways of working, | to definitions A 1.19 you work in any ofthese ways? © freelance — A You wark thang, ferent arts of the dy (og nights). 1 teleworking ~~~ Yoursefl yur work a sates ta a rund of different 2 job-sharing companies 8 shift work 6 Yon work lor ditlersnt ampanies for ashort cme 4 parttime Without permanent conti 5 temping 1} You work i iunber of hates per week or month butyou 6 consulianey tlowide ashen you stadt os Hinsh, 7 Mlexitime I. You don't Lawes permanant place or oflice to work 8 hotdesking from, bur you fined a plac to work when you arrive, You work for'a company tons bone via email, phone or the Interne 6 You only work for some al the aver (nat full-time), 11 You de your job for pare of the week and another person does it for thes atte pat 1 Yousren't employer! hy a company, but are paid to give specialist alvin and disadvantages of different in eyerelst 210 their comments, 3. Here are some people dese ‘ways of working. Match the nine wa Some comments might describe more than one way Ws great because fm Uke it bene t's oly my ov boss, but till for n couple of months worm losot ‘nhl bad om anes 0 different people space. have to cary vou he work the only problem is everthing around in my sleeping, Your body bag and sometimes never knows if it’s there's nowhere to sit. right or day! My children are at school so it ets me spend more time with them. It can gete bit lonely at Whee one of us wants a times, And | miss my eek of, the other person colleagues and all the dd few extea days so it's office gossip. fairly Hoxie 4 workin pairs. Think ofone more way of working in exercise 2.Question 6 isthe type ‘of question the ‘examiner will ask you in the BEC Vantage speaking test. Read about job-sharing. Write these headings into each paragraph, Get orga Put pen to paper Open your mind ind the perfect partner ised Set your limits ‘Two become one Plan for disaster Don't feel guilty How to job-share Wouldn't it be nice if the working week. finished on Wednesday? With ajob-share it can. Here’s the essential guide to making it work. (0) Find the perfect parbne Find somcone you like. “Be prepared 0 communicate and shate credit and Blame, says Cavol Savage, the mana Flexecutive, flexible working consultancy. a Bosses should consider requests for exible works six, So embrace the benefits: “Pwice as much experience, skills, brainpower andl energy.” Savage says (Soa EEeeeeeeee Always discuss the worst-case scenarios ‘When Margaret Mills, teacher, lost her jab- nor because of « Family illness, a jime work seemed inevitable, irecior af ing from employees with eben under pa eum 10 f ‘We had been over-optimistc. did manage to find someone else who fited in with me, us 1 vas very Tacky. was a good idea? eo Play the system for handing work over carefully and play to each other's different sivengths. Dele cea other's particular skis @—____ Managers should clarity what they expect in erms oF hous, availabibty and results, and comployees should manage expectations. Sue Osborn, a jobesharer for 21 ‘years, says, “We'ne often asked to do Five-day ‘weeks. Eventually you just have to say’ no, c Agree in writing are parental leave, retirement, ete, Everyone should know where they st the workload avconding to ul qualities, ents for holidays J fromm the Do not work until Lam at home fo make up fo not being in the ollice every day a (Clients may no like having to deal with wo people so work closely together, As Savage says: ‘A job-share should be Tike « marriage 6 How easy would it be for you to job-share? Would your employer or boss think it MODULE | WAYS OF WORKING 7oo eas Work g from home Qs You will hear a woman called Michela talkin: ahout working from home, 1. What does she say is important when wurki 2 What does she think are some of the iulvannting’s anil distd vantages of this way of working? 8 wer the following, 1 Complete the notes about Michel's typiest day, ¥.00 ~ get up, get the kids ready 2.30 9.00 12.00 14.30 2 How longhas she been with her current employer? [low longhias she been home-working? 3 Isshe doing anything different from normal this week? Present tenses Match the sentences from the listen Sentences 1 ‘Talways get up around seven’ 2 ‘I've been doing this about five years! 3 ‘Tvebeen with the same company since Heft school! 4 ‘Tm goingiinto the office nearly every day this week! nd of work for 4 Name the tensesin exercise 3. to the ge ar explanations. Explanations A astate that started in the pastand continues to the present B a routine activity © am activity taking place at ot around the time of speaking D an activity that started in the past and continues in the present present continuous present perfect continuous present simple present perfect simpleGrammar Tip ‘We don’t usually write ‘state’ verbs such as, be, need, ike, have (lor possessions, love, hate in the continuous form. In PartTwo of the speaking test, the ‘examiner will ask you to give a presentation entitled ‘What is important when 2" White the verb in brackets in its correct form and complete these tips for working from home. presentation ‘Work in pairs. Choose one of the ways of working below and prepare a “mini-presentation’ on the topic for the rest of the class. : WHAT IS IMPORTANT WHEN ....? Job-sharing ‘+ Find someone you like. * Organise and plan how you share the work. B: WHAT IS IMPORTANT WHEN...? Working from home ‘* Sot up an office space in the house. « Plan your working hours and your breaks, MODULE | WAYS OF WORKING °eters making BUSINESS SKILLS Making contacts Job responsibilities and choose the correct 1 Tell your parmer about your job. Use these expressi preposition, Lwork of /for/ about I'm responsible for / of about usually report up/at/to I specialise about / in / for Fim involved in / af/for aleal for Vin in charge for / of / to with / of 2 think of one person you see and speak to + atleast once a day ‘Tell your partner about these two people. E 3 Why is making contacts, or ‘networking: true foryou? 4 Read the article below about some new networking groups specifically for businesswomen. Choose the best word A, B or C to fill the gaps I-10. cee LA-atending going = meeting Life’s all about 2A ideas iy ieee . 2A department’ Beompany © group conne 4A work berge—G regponsible 5A to Bin © about Ann i enntel——_G produce 7 A speak ie C be aA do wee © make 9 A sodalsing wrk == axa 10 A tak in © suceess To you oOo ssetorking 4 conference or trade fair vsefil contacts and bring {200 [0 @ reasonably senior level and T ‘wanted 10 help other people maximise ) ‘event to meet new elionts or partners. Or it could be the coffee break at work where you share @) jn other departments, But nowadays networking has become an event in itsel. For example, Privewatethouse Coopers offer ts female staf» formal networking a 900 member, s events ranging {com Infonet drinks evenings ( eoachi vents, Tina Hallet, who is (4) called PwCwomen, With for the group, says that she got involved ©. networking because “Td their potential You don't have w be senior @ a newverk though. Vicky Wood and Sally Hopkins had the idea for the Clty Girls Network when they first ‘moved into London's corporate world and worxlered how t0 get 10 (7) ‘We coulda’ find anythin other women for people with no experience. So we thought we'd star our own.’ From iwvelve fiends regularly, it rapiely snombers from isations. I's 9 great way £0 meeting grew to 250 ffereat ong ion Cluttosbuck is. co-chair of network fae the bask ABN AMRO, Women lend © think of networking as o _ and give it low priority.” Bur given the ehance, women will network = a the bank's ast “speed networking’ jeventdemonsirated, "With over 100 women and men, ie was a great co) leis a people you get to meet from different pats 5 According to the article, where do people network and what are the reasons? Would it be useful for you to join or set up similar networks?eos ‘greet the other person introduce yourself Starting a conversation ns, In each conversation decide 6 © 12 Listen to four people starting conversati where the speakers are making contact. A Ataconference B Over dinner C Insomeone’s office D Onawaining course ‘Conversation 1 Conversation 2: Conversation &: Conversation 4 7 Match the expressions on the left to the responses on the tight. 0 dike to introduce you to Marek. ~ 1 Nice to meet you at last 2 Do you two know each other already? 3 Would you like coffee? 4 So have you enjoyed this morning? 5 Is this your first time at one of these events? 6 May Ijoin you? 7 You're colleague of Martin Obach, aren't you? 8 How doyou know him? 9 Howmany children do you have? 10 Have you always lived in Lille? 11 Tknow your company is looking for a A Yes, itis, And you? B Hello, Marek. How do you do? C Thanks. D Pleased to meet you too, E Sure, F Two, Twins, G Yes, most of my life. Hf Yes. Is that something you might be interested in 1 Well, we've spoken on the phone a few times. J. Yes, itwas very interesting, K ‘That's right. He works in our Barcolona office, partner on this Thai project. 1. We were both at Elcotil gether 8 © 1. Listen and check your answers. 9 Work in pairs. One student says expressions 0-11. The other student closes this book and gives an appropriate response. 10 in conversation 4, the two people start discussing personal topics such as where they live and their family, Would you discuss these topics in your country with business colleagues? What do you think are good topics for networking? Make a listof topics with your partner, Developing a conversation TE workas a class or in large groups. You are at a networking event so stand up and. walk around. Meet one person and have the conversation below. Atthe end, move ‘on to anew person. finda reason T ine q tak about describe pK about | eraoing ys educeyour | meet » De where you partner to another theevent PP your job busines in come from someone ese” person the future MODULE! MAKING CONTACTS | 11iit Business correspondence 1 Read the correspondence on Hvelyn's desk and answer these questions. 1 Is ieall related to her work? 2 Which is formal? What is it about the content md langstage which tells you this? Diilanyone es er and the eral? think about the following: 3. Which is ‘internal communi seceive I mit co the 4 Howis the memo di + the layout «+ the beginning and the end + theparagraphs Find abbreviations which mean te following: + telephone number as soon as possible sat + Subject (or) With reference AllStaft Fron: evelyniilaybonaer cory vom: Ray Bonner Date: 24th June Subject: Trial of flexitime system Le eRe eee eee Hi Rona ed, Great news that you passed your final exam! Fin soery that I dide't get back to you but Howe ate you? Lot a note to say you 6 ies heon erazy here, The network was down for three days so all our urther1o our previous meeting, we are pleased to castomners were receiving he wrong eres! Anyway, haw abouk ‘be able to confirm that the new flexitime system inceting for hunch this week? sf you can’t make It, don‘t forget the vill come into operation as from Ist August. The party this wekend, Do you wart me ta pick you up at 8? system applies 10 all administrative and office staff See you soon, May remind you that any production staff on the current shift system remain unaffected by these changes 0 kaw Dear Mr Hynes RE: Replacement of item 00-A104 With regard to your letter dated 12th June, | am writing to confirm that "we can offer you a replacement item and this will be sent out today. [ would lke to apologise for the delay in deating with this. Unfortunately, this was due to recent changes to our network. On behalf of Lar Bonner | would lke to thank you for your custom. We look forward to. working with you again in the future. “Yours sincerely Evelyn Boer Eve - Gan you call Customer Services tou Tel. 0207 865 849 someone calle back asap? She passed!In Part One of the writing test you are required to write a rote, message, memo cr email of around 40-50 words You will need to use some of the phrases from this, lable. 2 Complete this table of phrases for writing emails, levers, notes and memos with the underlined words in Evelyn's correspondence. Opening salutation Give reason for writing Refer to previous contact Make a suggestion Apologise Give good news Give bad news Request Offer help Remind Refer to future contact losing salutation ‘More formal Dear a_ @) (@)______ I would like to suggest that @)____. We apologise for any inconvenience caused by... We are delighted to. @ @) We regret to tell you that would be grateful if you could Ifyou have any further queries / problems, please do not hes to contact me... (a) (13) _ tate ook forward to meeting you again soon, Yours faithfully (when the letter begins Dear Sir / Madam) (1s) (when the letter begins Dear Mr / Ms / Mrs) Less formal HL. Justa quick note to say . ‘Thanks for your ematl Iwas good to see you last weok (4) What about... Ym afiaid that. SS Great newst “the bad news is... See (10) (12) (a), Best regards / wishes Allthe best ‘You are a manager at Lar Bonner. After a meeting with staff, the company has agreed to extend parental leave for fathers from two weeks to three weeks. Write a memo toall staf, ‘+ Refer to the previous meeting. ‘+ Say when the new system will begin (25th September). + Remind staff that their managers need one month's notice. MODULE I MAKING CONTACTS | 13Eau Exam Success The initial questions in this part of the test are usually the easiest to answer. However, candidates sometimes rake mistakes because they are nervous so i's important to practise Learning Tip When you practise speaking, record yourself and listen to yourself afterwards What did you do ell? Did you make any mistakes? What can you improve? EXAM SPOTLIGHT. Speaking Test: Part One “There are three parts to the Speaking Test, In tis Exam spotlight you will look at Pact One, which lasts for three minutes in ola. the esanshyerwillsk questions to both candidates during this time. ‘Ihe questions ate quite yeneral at first: about yourself, your studies or career, ami abot wh also ask you questions about huisiness topics sar came (rom, Afterwards, he or she may 1 Here are some responsi | questions in this part of the test. They each contain one bya candidate to the yeu istake. Cam you coreeet them? 0 Myname/*Pierre A Yes Tam uses English in business nowaulayss B Wel, i’s a business studies degree and 'm inte I from a small town in northern Switz 1D I'd like work in a marketing department so 've started applying for Jobs with companies in Swhtzesland. E Actually, I'm just finish my degre F Since about six yoars. nking English is very important for this Lind of work because everyone sting in nal nes lanl Al the University of Zurich. 2 Complete the beginning of a Speaking Test with answers O-T from exercise 1. Examiner First ofl, like co know something about you. What's yourname? Candidate (1) Examiner And where are you fron? Candidate (2) _ Examiner Do you work orare you a suudent? Candidate (8) aoe s Examiner OK, So what do you like most about your siudies? Candidate (4) 7 Examiner What ate yourplans for the future? Candidate (6) eee : Examiner Do you think English will be important co you in your career? Candidate (6) __ EE Examiner So how long have youbeen learning English? Candidate (7) 3 Workin pairs. Practise a similar conversation between the examiner and the candidate using the questions in exercise 2.* Listen very carefully to the questions + Answer the question the examiner asks you + Ask him/her to repeat the question if nocessany. * Give your opinion and give examples to raplain wht you mean, + iy to give more than just the basic answer, + You are being tested ‘on your English, not your knowledge of bosiness Gated 4 8 After the general questions, the examiner will ask you about business topics. Here are some typical topics for the conversation. + Business in your home town or country. + The importance of English in business ‘The effect of technology on business. Present and future changes in working life + Training and development in the workplace + Ways of selling produets or services. © 15 tisten to part ofa Speaking Test. Which two topicsin the list does the examiner ask about? @Ois Listena Candidate Fry, well, (1) and there are many small farms so agriculture also. Zurich, where I study, is more famous of course for banking and financial services. Examiner Hows worldng life changing in your country? Candidate Sorry, (2) the question, plea: caminer Yes, how is working life changing in your country? Candidate (3) ____more and more people are moving to the cities or they are commuting in every day. (4) the biggest change has come from technology ~ but then that’s probably true everywhere, not just in my country. n. Complete the missing words in this part of the conversation, tourism is quite important to the area Work in pairs. Prepare one question for each of the six topics in exercise 4. Next, change your partner. In your new pairs, take turns to be the candidate and the examiner. Ask each other your questions and answer them, When you practise Part One of the Speaking Test, evaluate your own or each other's performance with this checklist. Did you... + answer the question? + give full answers (notjust one or ewo words)? «express your opinion? ao | + sound interested? qa Useful expressions for Speaking Part One Answering personal ques think 'd prefer... Yma.../1comefiom,../Ilivein... Vd agree with that because .. Sve lived / worked / studied there Speculating for... since Tsuppose that Atthe moment, I'm studying / I would think that working on Idon’t know for certain but I'd Fm interested in .../ Fd like to work expect in Asking the examiner to repeat a Expressing opinions and question preferences Sorry, could you repeat the question, think that please? In my opinion ... Sorry, can you say that again? MODULE | EXAM SPOTLIGHT | 15ODULE 2 Reread Exam Success This task is similar to Part Three of the BEC Vantage Reading Test. Its helpful to read the whole text before trying to answer any -of the questions. BUSINESS TOPIC Company benefits Benefits and incentives L whatis most important 1o you when choosing a july? Rank the following in order of portance from 1 t0 10, an impressive job tite tring andl sta development a good salary a pension — flexible working hours oppmntunities o tavel —_ opportunities for promotion parva leave days off and long holidays company ear sts and giver Work in pairs. Compare sons for your answers. 2 @2" Listen to five short recordings. Which of the benelity and incentives in exercise 1 is each person referring to? Speaker 1: Speaker 2: 7 Speaker Speaker 4: Speaker 5: 3 Read the article about Xerox on page 17, What benefits and incentives does the article mention for employees at Xerox? jons 1-5 about the Xerox article, 4 choose the best answer, A, Bor C for ques 1 ‘The joumalist ofthis article thinks that A staffat Xerox ate not telling the truth about the company. B Xerox offers great benefits to stall. C people haven't worked at Xerox long enough to know if it a good company. Where does the company tend to find its new nranagers? A From existing staf. B Onsraining courses, © Only from graduates. 3 Why doesn’t Kim Moloney have her own desk? ‘A Because she isn't important enough, B Because there isn’t space at head office C Because she often travels and is away on business 4. As well as recognising its staff though promotion, Xerox A gives cash bonuses. B provides anumber of pers gives unpaid leave to take trips ofa lifetime. 5 One common feature of Xerox stafis that they tend A towork hard B toget promoted. C not to change employerIs working for Xerox too good to be true? her employer. “Is very” special vironment she says People describe Nevo as a fanily andl Fas amazed at the muuber of peaple who have worked to take Moloney’s ramets with a pinch of sal especially vansidering that when you Ihcow Working somewhere for only wo yous, as she has al Xerox, everyone na established. But there’ nut: behind her enthusiasm Tinke Cayole Palmer, the group resottres director She joined Xerox in Fon as a temp and has been in ber Imeset tle for seven yenes. “Xerox has e ever the years) she ay, “Ht has supported me through ions .. and last year I s00k in the vice-president incumbent soins alk tien good to programs ‘Tuna resourees is taken seriously 2a Xerox, Palmer says.and thecompany hhas-a policy of promoting from within cit woul explain Moloney’ jement_ at her colleagues? ‘The company takes on only longe fifteen to owenty graduates étch year and Moloney was part of an intake whe joined having aleeady acquired a ‘vouple of years’ work experience. She started as. project manager for Xerox Global Services before moving into sales, Now her responsibility is grow and maintain customer relationships Motoney is based a the head office in Uxbridge. “I's great in. terms of ‘working environment, she says. ‘We've just got & new provider in the canteen and... We have brainstorming ro. J breakout areas: Much of Molon clients so shedacsn't ey’ role is visting avea permanent m9 ot-desh ‘desk at ead offen, c Your get to sil whieh is good bees with dillarent people in the hot-desk areas, And you'Te given place to store ngs office staff numbers between 1,200 and 1,500 people, Palmer says. The company has four other main cofliees in the UK, The nature of the ‘organisation, which encompasses sales and marketing, global services (the biggest division}, developing markets, research and development and rmanuficturing, means thatthe ‘opportunities at the company vary from service engineers 19 sales rales ‘and constltan Perks include a final-salary pension scheme and various discount schemes. ‘The reward and recognition scheme is aaliite different, and rather nice: Each manager has a buxlget every year to recognise anc! reward staff,” Palmer says ‘Than be ia the form of a meat For two, or a bottle of wine, It aand then there's putting iw Moloney, however, likes the non- ceish rewards. "Xerox takes care of all its staf but it aso recognises the People who pt in the added effort, she says, “It offers once-in-a-ifetime incentive trips and recently Lorganised «sailing ep for my team, The idea of working abroad with the company appeals (0 her, and she says that her career a of the senior managem another employee, it would seem, who is in it for the long ha. Expressions with take 5 there are six expressions in the article with the word take, Find them and match them to these meanings. 1 not completely believe something is true or likely He 2 looks alter 3 forexample 4 participated in 5 employs 7 6 regarded as important _ MODULE 2 COMPANY BENEFITSEne Asking questions about jobs 1 Wort in pairs, Use the prompts to ask questions 1 (0 (about working for Xerox. Look back at the article on the previous page to help, why Is like a family ong / working / the company? ‘Two years }: when / join? In 1978, was / first job? A project manager: }: what / responsible? Growing and maintain) where / based? At Unbridge. would / like / in the future? POROROROPOROPO 2. tryou or your partner works for a company, exercise I. The past ike / the company? Why do you lik the company? g customer relationships. : Work abroad and be part of the senior management team, sk each other the questions in 3 Read this profile of a company employee. Underline the three verb forms and write each underlined verb next to the correct tense defi Steve Bennett started 38a project manager in global services and since then has moved Into sales. He has only been working atthe compary for two years Past simple: refers to a specific point in the past. _ Present perfect: refers to a present situation with ian. ink to. point in the past, mowenamee Present perfect continuous: refers to a present action that started in the past and is still continuing 4. Complete the information about Xerox and one of its employees by underlining the correct verb form. “The company (0) existed J hus existed singe 1906 but in fact Xerox (1) begun / ‘has begun as The Haloid Company. Jc then (2) reademarked {has trademarked the word Xerox in 1948 and eventually () became {has been Becoming the Xerox Corporation in 1961 Canale Palmer (4) was J das been with the company sine 1978 and she (§) worked f Ins een working as the group resources itector For the last soven years. "Xerox (6) Fas been 1 has been being good 10 me over the years’ she says. "It has supported me through qualifications ... and last year 1 (7) took pert {9 taken part in the vice president ineurnbent programme:5 Read this application for a job. Write the verb in brackets in the past simple, present perfect or present perfect cont ene ear Sir or Madam, 0 (0) GW (9) your advert for the post of Client Services Executive in yesterday's : nnevispaper and | would like to apply for the position, ‘As you can see from my attached CY, 1(1) ~~ (work) for my curcent company for over two years. 12) Goin) Macintyre ‘and Co ia 2007 and since then, 1(3)______ have) many ‘opportunities to develop my skills, However, I(4) _—(considen) 2 career change with a new challenge for a number of months and this seems like the perfect moment to make that move, | see from recent press reports that your company (5) _ H (expand) its operations in China and therefore I would like to draw your attention to ry degree in Oriental Studies and Mandarin which | (6) (complete) in 2008. Combined with my current MBA, which | nm (study) for parttime at the focal university, ! fe! that | ‘would be an asset te your company. Please also note that my current manager (8) lagree) to write a reference and can be contacted on 0207 857 6785, "look forward to hearing from you. Yours faithfully Daniel Lewis A letter of application 6 Read this advert fora job. You would like to apply fo notes about your experience. Use the handwritten notes to write a letter of application (120-140 words) similar to the one in exercise 5 above. ‘and have written some Personal Assistant to ~ Overseas Sales Manager worked 2 years We are curently seeking a receptionist (cdl CORKS someone to work in a busy and dlid Secretary He92 expanding department. You will : have experience in secretarial eo ~ duties, Good knowledge of == English and at least one other language is preferred. You will need to travel abroad with the Sales Manager and organise —_jjyed! yn Rowe schedules. Opportunities for cumywer A006 promation. lucie italian compl are been working for thavel agency for 1ast 6 mowths MODULE 2 COMPANY BeneriTs | 19WUE ES } Presenting your company Company terms 1 workin pairs, Pay ‘game. ‘You each have five words, Prepare three defiaitions ofeach word but only one foul is “Iurtiover’ your three definitions definition is conect. For example, if the might be: A acompany’stotal profits B acompany’stolal casts C at company’s total spending five words each li centre, plant Your partner should guess that answer A is correct. Here are you Student Student B: headquarters, subsidiary, branch, corporation, division istribution centre, warehouse, holding company, c Ifyou are unsure of your word, then check the definitions on these pages: Student A: File 2.1 on page 126 Student B: Fle 2.2 0n page 131 feo Presentations 2 ©22 Listen to three extracts from a presentation about Xerox. Which of the words in exercise I does the speaker mention when he talks about the Xerox Corporation? 3 Canyou say all the following figures from the key facts about the Xerox Corporation? Fact Sheet XEROX. Key facts 16,000,00,000 878,000,000 160 55,000 % 4 6 5,000,000,000 2,000,000,000 1906 112,000,000,000 4 @r» tisten othe presentation again and write what each figure refers to.A Introrucing the presentation Elica presentati 5 the presenter follows this traditional three-part structure for a presentation. B Cc D E F Explaining the Presenting they Presenting the py Presentingthe Ending the structure of the fist part second part final part presentation a © 222 Listen and match stages A-F to the expressions below. Write the letter after the expression. Today I'd like to tell you about . So that brings me to the end of my presentation. at Are there any questions? — OK, let's move on to look at sans Good morning and thanks for coming, 7 Here you can see... saan Finally Vd like to talk about — 8 Ifyou have any questions, I'l be happy to answer them at the end, — 9 ‘Then I'll give an overview of... 10 One thing I'd like to point out is — 11 Take a look at this chart, which shows oe 12 With a turnover of... the company develops / manufactures / markets 13, Inmy brief presentation we'll begin by looking at. 14 First ofall there's... / and finally there's oe 18. Thanks for listening, 6 Tohelp an audience understand your presentation, it's helpful to put short pauses between your phrases, Notice how, in the first part of the presentation, the speaker pauses where there isa / symbol. Good morning / and thanks for coming, {Today /'d like to tel you about / the world’s largest / document / management / company. / With a tumover of nearly sixteen billion dollars the Xerox Corporation develops and markets innovative technologies with products and solutions that customers depend upon to get the best results for their business. In my brief presentation we'll begin by looking at some of the key figures behind the company's success and how the company is structured, “Then Ill give an overview of Xerox around the world and finally I'd like to talk about some of the trends affecting our market and its future growth. Ifyou have any ‘questions, 111 be happy to answer them at the end. © 2. Listen to this part again and mark in the rest of the pauses with a line (/). Now practise saying the presentation with these pauses. 7 © 2. Listen to the presenter say each part of the presentation and repeat it. Notice the intonation and sentence stress. Presenter Good milfing Presenter and thahks for Grling, You Good motfing You and thanks for Goring, MODULE 2 PRESENTING YOUR Company | 212 Your dream company: Giving a presentation 1 Create your dream company. Complete the first column of the table with key facts about your company. Your company Your partner's company + What is your company called? + What product or service does it offer? Figures for last yeai + What was its turnover? + How was this divided up by region (country)? + What was its final income? + What % was spent on Research & Development (R & D}? Structure: + Whereis the headquarters? + How many divisions are there? + How many people are employed? (By division? Couney?) ‘Trends: + What are the future trends and changes for the industry? + What aro your company's plans? Learning Tip To help prepare, record yourself giving the presentation and listen to yourself afterwards sit lear? Do you use pauses effectively? 2. Now prepare a short three-part presentation for Create some simple visual aids if necessary, Use the expressions on page 21 and the information above. When you are ready, take turns to give your presentation. Your partner takes notes while listening and completes the second column above. four partner, 3 > Foryournext lesson, prepare a full-length presentation about a company you know wellRita When you waite a innema in the BEC Vantage exam, ask yourself these «questions 1-5 before ye stat waiting. The answers wil ether be inthe «qunstion or you vill went to invent shim Amemo 4 Ama Who is the memo to? Who will be interested in the information? ‘What has happened? What is happening as a result? What action is needed? ‘To: All statt irom: James Shepherd Date: 23 Jun Subject: Presentation 1ager has sent this memo, Answer the following. MEMORANDUM scheme Due to the recent changes in government pension laws, the Head of Finance ‘ill give a presentation on Tuesday | July at 5.30pm in the canteen to outline any effect on the current company-based pension scheme. Staff with this policy are welcome to attend, 5 study the Subject ine of the memo above. Ihe writer has taken the four key words from the main message, Underline those words in the body of the memo, 6 Reade subject lines. Subject As you are probably aware, the company is currently considering, pws for anew Factory in the dlishiet of Campi Bisenzio. Maatets and designs will be on lisplay in the conference room. covery day next week, All staff are welcome (o visit at any time and sive feedback. Subject: Following recent feedback on working hours, the Head of Human Resources will give a presentation on Thursday 2 July at 4.30pm in the conference room to ‘outline proposals for a system of flexitime and home-working, Any staff are invited to attend and share their ideas. ‘ee more memos. Underline any key words and use them to write the Subject: Please note that Spanish classes this year will begi 16th on Wednesday Lunchtimes. Anyone wishing to participate should inform their line manager: Placement testing for new participants will take place in the training centre on Thursday Sth or Friday 6th between 12 and Ipm. ‘on October 7 Read the information below and then write a memo to all the staff in your company. You are a human resources manager for a large manufacturing firm. To offer staff better health insurance, the company has recently changed its insurance company. A sepresentative from the insurance company is visiting o present the new policy: In your memo you should: + say what has happened and why. + announce the representative's visit, + say when and where his presentation will take place. Write 40 50 words only. Remember (o include a To, From, Dateand Subjectline. MODULE 2. PRESENTING YOUR COMPANY | 2324 EXAM SPOTLIGHT i : Reading Test: Part Five Ens extra words in the sentences in the text, Eero [Here are some words taken from this kind of est. Categorise them in the table There are five parts to the Reading Test, In this Exam spotlight you will look at Part Five. It is always a short text of about 150-200 words. You have to identify incorrect or below. has for which because the who are a so do to of and prepositions articles. conjunctions auxiliary verbs 2. Workin paits. Think of more words to add to the table. 3 Now answer the exam questions. Read the whote text first before t “there are w: tally three or four correct lines. PART FIVE ‘Questions 1-12 + Read the article below about giving presentations. ‘+ Inmost of the lines 1-12 there is one extra word. tis either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct. + ifaline is correct, write CORRECT. +f there is an extra word in the line, write the extra word in CAPITAL LETTERS. + The exercise begins with two examples, (0) anc (00), A great presentation i like a good espresso © Between hore and the work, |ahvays stop off to pick up @ morning espresso. (0 The only thing that might change abour this routine isthe coffee isl because it never tastes quite the same. Even if wl go back to the seme cole shop, my ‘usual 2 tastes ofa ite ferent from one day tothe next. The reason, of cours, is that it depends 3 as much on the person who behind the counter as the coffee inthe cup. Smialy the 4 ifferenc inbetween a good presentation and a great one doesnt just come down 10 5 the words and expressions we use or how do state-of the-art your compute epics ae 6 Instead, it’ the presente (othe person) who makes the diferenc, ante things 7 that al great presenters to do fist, good business message goes rom the big picture 8 ight down to an appropriate level of detail Secondly, lead your audience and along the 9 way so that its conclusion, when you summarise the key themes, makes them fel ike 10 they've ust got ff an enjoyable ride. Final, instead take of text on your visual aes, use 11 graphics, flowcharts and visual images, Personalise fr them ith corporate colours 12 fmages and laos. Ad tht itl personal touch — just ike the ight amount of sugar in your espresso THe. conRECT pronouns gto answer.Eunos EXIGr ae Holove you try 10 apm, always find out first | Whaat is my role in the scenario? (eg anager, Wainer, asst) + What type of internal omnuniation isi? (eq email, now) = Wlia is the ‘ommunication to? = What are the three pieces of information luded thot MUST be i fo the answer? Learning Tip A good way to learn #510 swap your watten work with a partner, Check each work. Fr this ‘question, say what you like about your partners answer and use the exam checklist below. Gereecnsed Writing Test: Part One ‘here are two parts to the Writing Test. In Part One you must write an internal communication such as a note, message, memo or email of around 40-50 words. You are a seminar organiser. You want to check details for an event next week ‘with your two assistants. Write an email to your staff. Write 40-50 words. * Say which rooms you have booked for the event, ‘+ Ask them to confirm the schedule with security + Explain that one participant will be late. Didhe/ she... include the thee pieces of information in the question? C] write 40-50 words? Oo MODULE 2 EXAM SPOTLIGHT 25MODULE 3 USINESS TOPIC Starting a business ess Types of bu 1 Here are three different ways to start your own business. Work in pairs and think of one advantage and one disadvantage for each approach. ERE 2 re ctte tow ts things coremenbertyouanesetingup anewbusinessase sole trader. Read the article and complete the right-hand column, Tava plenty of bias operon wean em bysinesies fel Game oot of or very wdopenat people tas te potential te become af We wanna hold your hand Takea big piece of business sense. in the support of other people.” He add some entrepreneurial spisit and points out that only 0.9% of voili! You have a franchise. Starting franchises fail, compared with the upa franchise could be a very ¢ majority of “individually owned move for those who want to run — busines their own show but don’t have the But being a franchisee is unlikely experience or the desire (0 set up into satisfy the most entrepreneurial i the dangerous and often short-lived Itdoesn' suit people who don’t want world of the sole trader to follow the system. Will But its vital to know what you're Ewbank, the head of franchise sales getting into. Franchising is ‘the at Domino's Pizza, says, “If you're granting of a licence by one person massively entrepreneurial (his isn't (the franchisor) 10 another (ihe for you. It's a discipline, a club with Patil. There's a good profit margin franchisee) which entitles the rules, There is some independence ~ and the business has seen growth. franchisee to trade under the our franchisees can eharge theit own OF couse if you do decide to xo trademark or trade name of the prices although we'e strict on ment it alone and start a business from franchisor and to make use of an content, I'S running a business with nothing, you could always branch entire package help” ‘out into franchising, So is the main concept behind a Astrid Patil, a new Domino's Archer says there is now a growth franchise that of a compromise franchisee, abandoned a career as 8 in the number of younger companies between setting up on your own and solicitor (o set up a franchise with that are trying to launch new working for a company? ‘Absolutely her husband. The way she reasons it franchises. ‘An ineredible number of not; says Dan Archer, head of is this: ‘Rather than putting all your individuals are coming in ata marketing at the British Franchise time and effort into working for younger age with lower capital, Association. ‘That's a ludicrous someone else, put it into your own getting a return and investing in over-simplification, 11 is running business.’ Leaving a well-paid, well- bigger ventures. IF the initial your own business, but it’s taking respected profession to run a pizza be raised i('s an ideal opportu away some of the risk and bringing shop at the age of 31 has worked for stretch those entrepreneurial wings, 263> Now read about another small bu words in bold from the article on fr ness, Complete the text with the underlined \chising on page 26. Tags that can end misery of lost luggage Gluathagtag was (0) 966 up six years ago by busand-andwife, fea Chris and Alison Truelowe on their return froma bold in Austoalia, Thecouple decided (0 (1) Coto im, which sells secure tags wich travellers attach aye. Thy started t0 (2) £9.95 per Jay ia the is ye flowy £2.95 subscription oO 1s. Customers activate Inv the fallowing y tn line wit their homeaddress on an online database, 1C 49 does the tainer giver 59 1 Ingeneral youneed to like hard work. the money. You Work in pairs. Each of you prepares a short on¢ luggage is as, the person who finds ica Zog on to the Globalbagtag website and report the missing items Mr Truciovestid:"We have son a huge (4) ise they cannot rely on the atlines to Look orders as travellers after their bags. 1s actually a very simple (5) Globalbagtag isnow planning to (6) — sticker fr items including mobile phones, Mi laptons: Advice on franchises {Listen to a trainer doing a seminar on being an entrepreneur. What advice Listen again (o the tal. Write in the missing expressions. _ you are thinking of.. mae sure that the brand is strong ng and selling pizzas might be profitable but inute tall on the topics below. ' Use the ideas given and add more of your own. When you are ready, give the tall to Us is the task you will doin Part Two of ‘he Speaking Test in thw BEC Vantage sam, your partner. + Agood idea + Knowing your customers A: WHAT IS IMPORTANT WHEN Setting up your own business B: WHAT IS IMPORTANT WHE Your business is a partnership + Relationship with the other person + Shaved responsibility MODULE 3. STARTINGA BUSINESS | 2728 ecole Planning a seminar TF © 22 Listen to a message on a voicemail about a seminar. Complete the information on this message pad. Business Circle Conferencing awe: Wr Ray (3 daue of event: @). ih He eat (t come to the Res seh 2 ©32 Vanessa and Kirsten are in charge of organising the seminar at Business Circle Conferencing. Vanessa calls Kirsten to confirm the final arrangements, Add. the missing information to Vanessa’s notes. ANVAMAAANMAMAAAAAAAAA Notes Launching your business online apa Security (1) © ss 4.30pm: People with buffet arrive to (2) @) & J arrive. umber of delegates: (4) Registration and buffet ends at about (5) will and the future 3. Read these sentences from the first message. Match the sentences to an explanation of the use of the verb, A- 1 Wewill senditto you immediately. A Going fo+ verb to emphasise a planned 2 I'm coming to the event next week decision or intention called ‘Launching your business online! B Will for making a (likely / unlikely) 3 My train doesn’t arrive until nine prediction. fifteen. © Present continuous for describing 4 [probably won't get to the training future planned arrangements. centre until Monday morning. D Present simple for tegular timetabled 5 I'mgoingtotakea taxi straightto the events. hotel E Will for promising action. 4 ©22 Listen to the second conversation again. Write in the missing words in these sentences, 1 Thebuffer________ up untit four thirty. 2 I don't think anyone _____ before five. 3 Lassume thatwe by nine. 4 Thope they. 5 _____ by then!5 Answer these questions about the sentences in exercise 4. 1 Which sentences are in the future continuous and refer to future events which are fixed and can be confirmed? 2 Which sentences are in the future perfect and say that something will end by a certain time? 6 Underline the appropriate verb form in each sentence. 0. f'm just phoning to confirm that | will be / am in my office by ten. 1. Don't worry. l promise that | 'tleall/‘m calling you back straight away 2. Inflation probably won't rise / won't have risen above three percent this year: 3. We'll run /'ve running seminars every day next week so I can't take any time off, Pmafraid. 4 After that, 1 Whave /“‘m going to have a rest in my room before this afternoon's session starts. The hotel has scheduled shuttle bus to the taining centre. [think itis going to leave / leaves every half hour, but let me check for you. 6 Security open / will be opening the building at eight tomoztow instead of nine, sssion will have 7 We begin atitine, So by the time he arrives at nine thirty, the fir started / will be starting. 8 He says he’s going to leave / lt have left at three to catch a flight even though he knows it doesn’t finish until four 9 I'm sure you re receiving / lt be receiving something in the post in the next couple of days, but I can check with my colleague ifyou like. Discussing a schedule 7 Yow and your partner are in charge ofa training event, Here is the schedule to ‘email out to all participants, Now in Business: a Seminar for Young Entrepreneurs Monday 15th February 9.00-9.30 Registration and coffee 9.30-11.00 Introductions and talk: ‘A good idea does not necessarily make money’ Speaker: Fiona Brewster 11.30-1.00 Workshop and mini-presontations by each participant 1.00-2.00 Lunch 2.00-3.00 Talk: ‘Online businesses ~ the myth and the truth’ Speaker: Laszlo Reiner 3,30-5.00 Workshop: Title to be confirmed However, before you confirm these details, read some correspondence and make any changes and notes on the schedule. Finally, meet with your partner to. and confirm the final versfon. Student A: ‘Turn to File 3.1 on page 126, Student B: Turn to File 3.2 on page 131. MODULE 3 STARTINGA BUSINESS | 2930 BUSINESS SKILLS ea Exercise 1 is similar to Part Two of the Listening Test Leaving and taking messages Leaving messages 1 © so Listen to five voicemails for Vanessa at Bi cle Conferencing. Decide what the speaker's purpose is ine 152 A toask for permission B to complain about a mistake o © to confirm something is OK D to request information Eto offer information F to cancel arrangements G to request help — H tochange abooking 2 © 2 Look at stages 1-7 for leaving messages. Listen to each of the messages again and tick the stages each caller follows. Call2 Call Gall Calls 1 Say who the mi age is for 2. Say who you are 3. Give the reason for calling 4 Spell any difficult words 5 Request a return call Leave your contact details, Say when you will be availablea 5 Work in pairs. 3 Match the following expressions to stages 1-7 in exercise 2, Write the number of the correct stage next (0 each expres 0 Hello, this is a message for tt A its. B You can email meatrdot © “The reason I'm calling is that D It’s with regard to E Thisis.. F G You can get me any time between e Hi Could you call me back! Eee 1 WSP for Paris... J Call me on 0207 aoe K 1'll be in the office tomorrow. 7 L Fa be vory grateful ifyou'd return my call. iH ‘9 that’s M asin Madrid Leaving a voicemail message 4. Prepare to leave a message on a colleague's voicemail. Make notes below. Your contact details (telephone no / email) Who are you calling? What's the message about? What action do you want the person to. take (eg call you back, meet you somewhere}? ke turns (o leave your messages. Your part information on this form. er notes down the key Important message for: MODULE 3. LEAVING AND TAKING MESSAGES} 31l acd Learning Tip When we take notes ‘of what people say, it's important to summarise itn a short message. Ty to use fewer words and make it clear. 32 ‘Taking notes and messages Read what people say in 1-9/annd write: messages. Use words from the spoken message. 6 ‘Hello. This is Michael lames speaking and this sa message for Lelia! Michael James called for Leia. (1 words) tbe grateful if you could return this call on my home number! Call him back _. (words} 2. ‘Lam calling to inform you that (he next meeting ison the 231d! Please note {8 words) 3. ‘Would you mind checking and letting me know the final dates?” Please confirm (words) 4 ‘Ljust wanted to say that 'm sorry for any confusion! 0) “the client is asking if it would be possible to put the meeting back? ———: 2) 6 ‘Iyou have any further questions, don't hesitate to call me! him. (2) He apologised. He called about postponing ____ Feel free + {was hoping we could bring the interviews forward. Is that possible for you?” (4) 8 ‘Can youlet me know if you're available to join us later?” ‘Are you able to Let her know Ifyou can 3) 9 ‘t'm telephoning with regard to order number 01-X33. I'm not happy about it I'm afraid 8 She's complaining about © s+ Listen to the five calls from exercise 1 on page 30 again. Take notes and write brief and clear messages, 2 3 Now compare the messages with your partner's.1d take notes on 3) ©_s5 Vanessa receives a call from Jochen Anderson, Listes any important: + dates ae «+ times = © numbers __ Listen again, What phrases does Vanessa use for: + checking and clatifiying details? + confirming action? _ + requesting further information ing script on page 136, Check your answer 4. Workin pairs, Student A: Look at File 3.3 on page 127. Student B: You work for Business Circle Conferencing, Someone calls to speak to your colleague Kirsten but she has taken the day off today. Take a messege using the form below. Caller Message 5 Now make another similar call. Student A: You work for Business Circle Conferencing, Someone calls to speak to your colleague Vanessa but she isin @ meeting, ‘fake a message using the form above. Student B: Lookat File 9.4 on page 132. MODULE 3. LEAVING AND TAKING MESSAGES | 33EXAM SPOTLIGH Listening Test: Part One has three parts. In this Hsin spotlight you will look at Part One, the LieningTe Ivalways consists of three listening tests which are telephone conversations or messages on answering machines. In each case you are listening for short answers au filling gaps. There are four gaps per listening ‘The gapped texts call iar fle formes, nates, invoices or message pads. You always hear each conversation or message lwiew, You need to listen in pasticular for information like names, numbers, cates, instructions or deadlines, Try to predict what kind of information is missing. Is it. c conversations below. + aname? + anumber? + ajob title? + spelling? | + equipment? + times, dates? | «+ business terms? + other? i es 2 © 45,4.7.38 Nowlisten to the recording and answer the exam questions. After i you have listened once, play the recording agai. * Before listening, study the form or notes you have to complete. '* Use the information in the notes to try and prodit what you ae listening for + Doa't write more than one or two words per gop. (Questions 1-4) i + Don't panic ifyou + Look at the form below. | don't understand + You will hear a message about a magazine subscription on a telephone I everything the first time, You hear it PART ONE Questions 1-12, + You will hear three telephone conversations or messages. «+ Write one or two words or a number in the numbered spaces on the notes or forms below. + You will hear each recording twice. Conversation One anwering machine. twice! i 1 oem Subscriptions form Business — | | NAME: Ms Cynthia (9) | COMPANY: (2) solutions, | | | ADDRESS: On record | | SUBSCRIPTION NO: (3) REQUEST: Send (@) éeition ofthe magazine. 34Conversation Two (Questions 5-8) * Look at the notes below. + You will hear a man calling about changes to a project. Notes | Tem Yishan collec about the (6) we're moking on the 1m They want fo dotey the firing i the (6) by ten days. | Ie asked to putit back by (7) Tem wi 8) that wath me when he hes spoken to the manager. | Conversation Three (Questions 9-12) * Look at the notes below. * You will hear a woman telephoning another department in her company about a job applicant. ce iE Hessage for: Biche | rove Recto Roby, iF E200 application of Rofus sess Problems The applicant hasn't Bled mall the sections of he | @ | ts needs te Ca) forlis cologe tutor te gota reference Please confirm with Rachel when you ave | aw ‘he interven ate she wast row Co) he snterview wf last. | MODULE 3 EXAM SPOTLIGHT 35MODULE 4 Rites BUSINESS TOPIC Advertising Types of advertising [think of an advert you saw, heard or read recently. Make notes about it below. + What's the product or company? + Who is the target consumer? 1d? (eg TY, radio, + How effective do you think itis? Why / Why not? 4+ How was itadverti poate, ete) Now tell your partner about it. Afterwards di these types of advertising, How effective do you think they are? 2 Two candidates in the BEC exam are discussing the advantages and disadvantages of different types of advertising. Complete each sentence from their discussion with a word from the box. word of mouth mailshots TV-commercials spam banners newspaper adverts brochures sample 1 Pizza delivery firms often do __in the local area. It's cheap bout lots of people probably throw the leaflet away 7 _ reach millions of people but they are so expensive. 3 Itend to listen to my friends’ recommendations more than anything else $0 _ is probably the most effective. 4 People use. Jess and less because they can just go online if they want to find out what's avaitable, 5 Its great when you geta free __ _____ because you can really see what it's like. 6 Isuppose it’s good if you're looking for a job locally and, anaes are relatively cheap. 7 Ymnotsure about When I visita website, I don’t think! even notice them, 6 Itused to hivitate me but my new anti-virus software seems to block any from my inbox. 3- Work in pairs. Think of one more advantage or disadvantage for each type of advertising in exercise 2. Think about issues such as «= numberof people who seeit + howlong theyseeit for + cost + loc:(eto Advertising on the web © 2 Listen to someone who runs a web-business giving a presentation to a group of marketing managers on how (o suecesstully advertise on the Internet, Which techniques does he mention? ©445 Listen again and choose the best ending A, B or C for each sentence 1-5. 1 ‘The speaker compares throwing adverts into the air to A Internet advertising B wasting money on advertising, C advertising with leaflets, 2. His first piece of advice is to ‘A make sure people find you on the search engine. B make sure people visit the search engine. © setup a search engine. 3 Spend plenty of time on A. promoting others on your site. B creating links to increase traffic. > recommending your product on other sites. 4 ‘The speaker A thinks email can be effective. B is doubtful about using email, C never sends marketing emails 5 Itsagood idea to A give free samples away at the beginning, B make the website free to visit, C offer something free to encourage people fo return. & short presentation In the talk on effective Internet advertising, the speaker uses the following expressions to give tips and advice, The first thing is t0 W's good idea to You can do this by. Also remember that . [My third tip is (never) to Before we finish don’t forget What might be better is to Workin pairs. Each of you has one minute to make notes and prepare a short presentation using some of the expressions above. ‘Student A; What is important to remember when deciding what type of advertising to use? Student B: What i planning an advertising campaign? important to remember about your target consumer when Now make your presentation to your partner. Your partner can tick the expressions as you use them, H MODULE 4 ADVERTISING | a7 |ememememmaiemtemneeneenent ERM ver ising standards agin your country? Read about the ASA, [ Doyou know who controls adverti “The Advertsing Standards Authority (MSA) works to beep bering leash ec pene rthiul, The ASA resolves Iousars of rx each yor HN notions agains a set of codes and is ‘advertisements, direct marketing and sales pro Ivertising Industry. falings are made independently of oth government an Ihe Read each case study and tere are three cases the ASA has successfully dealt afierwards disenss the following. «isthe type of advertising mentioned common in your country + Do you think the advertisers were completely wrangin each ease study? + ave you had any similar experiences with advertising? ann a wefasa san sty eso ough copy ofthe teenage sits magazine, Shout. for he wel yor old “jaughuer, However, hor daughter responded o 09 dvrtsemany foes offering "2 Tones ast rel figures Purl dows the pag, # the sll por, wee Set of the 750 Ea aa en graphic and animations which amounted t0 £450." Song ‘only sa care noid and dln felis Uv offer was 2 rubstion sevice 2 Soe receiving 1s of I rae ne payin £150 eat tie. Mrs Q was atone and angry eta Teas aimed at Lingo tanta such an advertisement. The ASA launched a formal investigator «iy 7 nlmott 300 people contacted the ASA to complain about a TY commercial fer Whe “ita Fante 2 Tha adwor showed people dinking the company’s rose ei Light and then ettanait out The Woa vas that some people cian’ ike Fanta ah Tey would lke the new spitting ot enprity of he peopte wh complained said te adver, wows Oot bad Grok Fanta 7 Tien The cmpeny sai tei target audlence was intern 16 2895 olds and aot earn darn. Howeves, the ASA was concesned at young Neen ‘would 2 the advert Yor nem tsp Fortis eas, Fr was agree thatthe acer ould ony be shown, ‘after nine o'ciack in the evening. sy Normally Ms only buys orgenc or natural yoghurt but she derided toy Danone: y how range of Shape yechurts when she saw the advertisemen’ s2yin that Shape is ‘simply @ es ye Muty fat tre yognurt packed with real rut, And Because there fs 0 artificial sweeteners = vera ues or colorants the deicious naturel ful ovours can realy cor through’. However, Sere roghrs home, she sa elavenadtives on te ingredients contacted snen Ms Ago Oe Yodan or. Eight other people ako complained abot the laine that fhe prodvet had nothing added to the fruit % Look at the comments below about the three case studies from the ASA. Which ‘case does each comment refer to? 1 he company could argue that all the Information was provided Trecuetomers needn't ave bought it if they dat ke the ingredients that were included. 3 She should have read the packaging more carefully. + The company must have known that children would copy the images 5 People should always check the terms and conditions. 6 7 Th this case, the company could’ show the advert during the day “ihe rules say advertisers mustn’«take advantage of younger readers 38st ges dits study and Which that were Modals Look back at the seve 3. Underline the modal verb in exch sentence and write it in this summary: comments in exerci Possibility: can, Obligation: rm Advice: Criticism: Dedu Lack of obligation: didn’t haveto, ___ didn'tneed to, No possibility: can’t, vil haveto + ought to jon: , can't be, can't / couldn't have been Which sentences refer to the past? How are these modal verbs formed? Under 1. Many viewers think the ASA should /can stop advertisers increasing the volume. on TV commercials because it really annoys them, 2 A:Sorry, I forgot to bring you the information you asked for, B: That's OK, You didn’t need to / needn't have. | found it on the Internet. 3 ‘They don't have to / musti’tuse the same trademark as us. Ifthey do, we'll sue. 4 Their lawyers should / mnust have told them not to take it (0 court because we never heard from them again, 5 He couldn't get / couldn't have gor through when he tried to call 6 She didn’t need to complain / needn't have complained because eight other people also did 7 Consumers don’t have to / mustn't buy the product. Afterall, nobody forces them! ‘They shouldn't / couldn't have tried to defend the case. It was obvious they'd lose. ne the correct verb in these sentences. Work in pairs. Imagine you are the advertising authority in your country. Writea code for advertisers in your country. For example: All vertisers should remember that children will see their adverts. 5 cannot say anything untrue about their product. mp Consider this case study. What do you think about it? Was the ASA right to stop the promotion? Ryan, only 21 months old, and his four-year-old sister discovered a colourful envelope in the morning post and found a sweet inside. Suddenly Ryan's mother heard screams and found Ryan turning blue with the sweet stuck in his throat. It was a promotional gift from mobile phone company Vodafone. The envelope was addressed to an adult but Mrs Richardson contacted the ASA. ‘Small children can't read, they are just curious,’ she complained. The ASA investigated and Vodafone agreed not to use this type of promotion again in the future MODULE 4 ADVERTISING | 39UTS Sy ea) How to delegate Delegating Make a list of ten tasks you have to do this week, attend a meeting, do English homework, clean the house “Think about which of these tasks can be done by someone else, Who could you delegate it (0? Tell your partner Read tips 1-7 below on how o delegate. Write in the missing headings A-G. ‘A Tailor work to the individual B Be positive C Give incentives 1D Define the expectations and objectives E Delegate complete tasks P Letgo G Avoid misunderstanding Eee Ie should be hallenging and make use oftheir specific skills ~ skils that you may not have. New managers often 2 This is much find it difficule to delegate the tasks they used to do. But getting others to do what you did so well 4 is a key to good management. more satisfying for the person delegated to than bits and pieces. IF people feel they have ownership of a whole manageable project, they ‘will usvally rise to the challenge. Don't start by ‘aying'| know youre really busy and don't have time for this, but Explain why the job is important and why you have chosen them.Also ‘exphin what the rewards are — possibly financial or psychological Soest __ Specify what results are needed, the deadline,and how often the employee should update you. After you have briefed the person, ask them to expiain back to you what theyre going to do to ensure the instructions are clear 6 ____ Dont cheek up sn them, Make yourself available to answer questions bur allow them space to work on their own, 7 toss of praise, helpful feedback and constructive criticism. It boosts confidence and saves cime next time,ETS “Tati ww 5 6 A bad delegator © © Listen to a manager talking to a member ofhis department. Which of tips 1-7 for delegating doesn’t he follow? Here are some expressions you can use (o delegate. Which expressions would help, with tips 1-72 Write the number of the tip next to the expressiot a 0 Can Lborrow your expertise in somethin A I've asked you because B Let me know how it’s going once a week, please. oe C Mlineed a report on this with your findings and your Ee recommendations D So, fet’s go through this one more time to check it’s ce E One thing you might want to think about is aane F You've done a great job on this! cae G I've gota job here that will really interest you. ae 11 Ve like you toe in charge ofall ofit, 1 Whatare you going to do? cee J} Foe! free ta call me if you have any questions. K Can you give this priority because they need itas soon as possible? L. The deadline for this is next ‘Thursday, | I, +42 We can add emphasis to these expressions by stressing one word in particular, Listen to the thirteen expressions in exercise 4 and underline the stressed word. Delegating Work in pairs. Take turns to delegate the following jobs to exch other. Remember to follow all the advice in exercise 2 and use some of the expressions. + Buy some coffee from the shop across the street + Organise all the filing in your offices. + Attend a trade fair for you this weekend. + Tell another member of staff not to send personal emails In company time. « Prepare a report on the effectiveness ofthe company’s website. Did you convince your partner to do everything? MODULE 4 DELEGATING | 41A report EE | tectfomaron ante iat now eee wi tl ie You workin the ene serene otyour conan and your line manager ns iting Test, you lege toyourthe wskol pr a castor ns zeporcon the numer ight write a report of people visiting the company website in the fast three months and propose a This is the kind of information you marketing strategy for the next three months. You have already made some handwritten notes on the information below. ree £ 3000 ———_-— i 2950 : 2700 é 2300 i : competition Bloated very posalae! i newsletter FOr* = & subseribers. | i : i Mer Apr May | very people Spending on Internet advertising for May: Cost eed the Banners on other sites (euros / month) Monthly newsletter emailed to subscribers Complete the unfinished report on the next page using the information above. Use the tips on report-writing to help you. 2. Mere are more phrases you can use for report writing. Which section of the report ’ P could you use them in - the introduction (1), findings (F) or recommendations (R)® Some phrases can be used for findings and recommendations. Iewas found that. Inaddition to. ae Alternatively This report sets out to Inconclusion .. { would propose / suggest that. The findings clearly show that we should . Asa result of — ‘The purpose of this report isto. ae ‘This meansRE ip 1 Kip she tlle of spt short only te tell your sonal Drs subjoet Tip. 2 Divide your Ho Inova suck a Tineings, tons. ip 9 Stato the ain of the sopcat in the font Dis will inv habe why you have scat you will have Hips A Inthe findings tion aloscilse the Jcts cn saloeanalion, Asc glug your jpn al this stage, Sip 8h te inet aa rocvnmmanstations tha Findings Jopese ation Chie heal to sone report in Part how ab the writing Jet, yom ean ase the: ve stectnne andl ion a for 1 ya pak sive part above, —s 4 | In order to increase this number | would recommend that REPORT ON Introduction The aim of this report is to Findings ‘Over the last three months, the number of visitors has — nn - There are two reasons for the increase. First ofall, we launched —_. Secondly in May With regard to costs, banners have cost butt very few eee EEE ee CSCC EEE On the other hand, the newsletter Recommendations 3 > Choose a website you are familiar with, For example: + your company or place of study’s website + awebsite you like to visit Imagine you have been asked by the website designers to help improve the website. Deseribe what you (and your colleagues) like about it, say what could be improved and make some recommendations. Write a short report (120-140 words). Use some of the expressions in exercise 2, MODULE 4 DELEGATING a“4 EXAM SPOTLIGH + Read the whole text before you try to fill any of the gaps. * Often the missing words are part of a collocation or fixed expression. «Its testing your vocabulary so don’t ‘worry ifyou don’t understand the whole text. This may not always be necessary in order to complete the task Reading Test: Part Four In this part of the Reading Test you choase the best ware 10 fil in fifteen gaps ina text which is between 200 and 300 words. Read the Exam Success box and answer the exam questions. PART FOUR Questions 1-15 «+ Read the letter below from a local storage company. + Choose the best word to fill each gap from A, B, Cor D, + For each question 1-15, mark one letter (A, B, Cor D) «+ There is an example at the beginning (0) ‘SUPER ‘ BELF STORAGE Dear customer, WE\COME TO SUPER SPACE SELF STORAGE | Thank you (0) C your recent enquiry regarding storage with Super Space Self Storage. Please (1] blow your quotation, which is (2) for the next four weeks oom Sits [aoe Hates | 20% OF Mostly Offer Ras From | Meni 30 360 : 275 40 80 __ | 8100) 50 196” £120 We are currently running 0 (3) olfering you & 20% discount off your fits four weeks’ storage. Not (4) thot, we con offer you a further discount of 3% if you pay in (5) for twelve weeks, or 5% for sixteen weeks. In (6) {to thal, reservations by creditcard four weeks in advance are 7 ‘veilcbilty ofthe room size required. Our teams of storage require a security deposit and minimum of four weeks’ rent also (8) in advance. Both the security deposit ond any unused rent (offer giving seven days’ notice) are 0°) whan you move out, Your goods must be insured to theie fll replacement value, We soll insurance cover; the charge you pay will {10} upon the cover you require. Obviously, we would be (11) if you would like te visit our store to see cexoclly what we have to offer. You'll find everyhing you need fo make your self storage (12) 8 easy os possible. Please find (13) ‘out brochure and other leaflets outlining our range of services. Fyou [14] any further information or would like to moke @ £25 reservation please do not (15) to call us free on 0800 546 7364, oF vist ‘yew superspace.com, Yours sincerely, Dawid Haynes PS Don't forget to use the enclosed speciel £15:off voucher for all packing rmolerolsExample: 0 A about B of 1A find B enclose € notice O reply 2 Arrepresentative 8 valid € applicable —_D up-to-date 3 A commercial B product C price D promotion 4 Aon B but C only D either 5 A arrears Badvance —€ part D dollars 6 A addition B fact © special D well 7 Agiven B made C warranted —_D guaranteed 8 Acost B priced C payable —_D returned 9 A charged B refundable C replaced D reissued 1 A excess B rely hang D depend 11 Aopen B delighted Chere D realised 12 A experience B knowledge C awareness _D opportunity, 13 A enclosed B added C inside D requested WA ask B question —€ require D book 15 A think B contact Consider hesitate MODULE 4 EXAM SPOTLIGHT | 45MODULE 5 BUSINESS TOPIC The workplace EEE At at work 1 Do youhave paintings and art where you work or study? Do you like it? Does help you? ‘omplete the ial) International Art Consultants 2 Read about a company that deals with art in the workplace. information with answers A, B, Cor D. my in 1879, international Ant Consultants has been sourcing end commissioning art (2) __ fer over 85 yeers We work (@) __ eens in the comporete, hotel, healtheare and urban regeneration @ Qur clients (8) from multinational campanies with £1 millon ere budgets vo organisations renung ert for just £10. 2 weelt'A (6) of fourteen, we are emall enough ta care and lange enaugh £0 cope. Wd offer 9 (7)___ combination of cofnmencial exnerience/specielist ert knowledge end high quality servies ane suppers. Whatever the size of the project Gur 1) is for all our clients to be 10096 eptistied with the end result, Qver 75% of Our work comes from (3) business or referrals, We work alongside professional ertsts who create art of the highest ertistie end rechnicel quality, and (10) ______ our staff have ditterent erees of specialist art knowledge and expertise. We hope thet you will (11) an sppcintment to visit Us, look round she gelleries, Use the visual reference detahases, and dlacuse your particular ere (42) with us. 1A Founded B Set C Since D Last 2A international —B worldwide alll D around 3A as Bin D with 4A divisions B industries. sectors D sections 5 A range B report buy D supply 6A department Building © unit D team 7A original B mix © brand D unique 8 A scope B aim outcome D line 9 A new B rental C reply D repeat 10 A few B all © more D any 11 A make B do C have D attend 12. A insure B objectives requirements —_D paintingsCc An interview with an art consultant ‘There are five main stages for an art consultant in charge of supplying artworks. ‘The following stages are in the wrong order. Works number the stages I 05. airsan + Draw up selection of possible artworks, Installation. + Solect or commission artworks. Art consultant makes initial visi + Present possible choices to client. ©5.1 Listen to the first part ofan interview with an art consultant and check your answers in exercise 3, ©s.2 Listen to the second part of the interview, Does the consultant normally nal or modern artworks for companies? Why? recommend trad © 5.1, 5.4 Listen again to both parts of the interview. Choose the best answer (A,B or G) for questions 1 1 Ifyou are interested in having art in your workplace, the best thing todo isto A askan art consultant to visit the premises. B look at where you want to put the paintings and decide how many you need for the size of the building, decide what type of art you lke. 2 The artis usually chosen A bythe specialist B bythe client. with both sides in agreement. 3 With a specially commissioned work of art it’s best that you let A the consultant tell the artist what you want B the artist know what you want. € the artist make most ofthe det 4 ‘The consultant believes that choosing art for the workplace is about ‘A everyone agreeing on what they like B having something nice to look at. C letting people know what kind of company you ave. ons. Why do most companies choose contemporary or modern art? ‘A. Because people don’t like traditional ar. B Because people don’t know if t's good or bac. Because it sends out a certain message about the company, 6 What does the interviewer think is a good idea? A Torent the art. B To buy the art. To regularly change the art MODULES THEWORKPLACE | 47eines Reporting A company is moving offices. A c uit is ishing some employees for thei comments on what they would like in their new offices. Hheir comments are then reported, Compare the verbs in the comments with the report and complete the grammar summary that follows. ‘We prefer the paintings Ue always disliked the Hh need a in our old offices. colour of the walls, larger desk, dings > The receptionist said she would noed a larger desk + 2994 said they preferred the paintings in thelr old offices. + The CEO sald he'd always disliked the eolour of the walls Divect speech Reported speech Q) ~ 2) (present simple) “We are moving...’ (present continuous) She said they were moving (past continnous) {past simple) (@)__ (present perfect) (4) _ (past perfect) “worked ..” (past simple) He said he had worked ... (past perfect) @) ____(canhwitt) 6) _____ (eould/would) Rewrite these comments to report them. 1 Lam nothappy with the arrangements, She sata (that) We're moving next week, He said __ 3. We've planned everythin ‘They said they _. 4 Left the company in 2001, He said thathe Tl call back at tomorrow. “the caller said she _ the following week, __— the next day. ‘We can report speech using the word said. However, there are other reporting. verbs which tell us what a speaker thinks. Match the reporting verbs on the left 10 the comments on the right, 1 concluded A ‘But we can buy new computers with that! 2 apologised —_B ‘V4, I'm just phoning to say I'llbe a few minutes late! 3 called* ‘Ym really sorry that I've missed the deadline? 4 agreed D ‘Can Lake a day off next week?” 5 argued E ‘You're absolutely right that management is spending too muct 6 asked* time on paperwork P 'So to sum up, the company can offer a two percent pay rise! In pairs, practise reporting the comments on the right with the verbs, For example He asked if he y off next week *Note that we often use for + igafter apologised; to say after called and ifafter askeeCUCL Some opinions on art A ©» company is choosing an artwork for its reception area. Listen to five ing on the five artworks below, Decide which artwork each employees commen speaker is commenting on. Number the artwork, 5 © 52 Listen again. Match the views A-H with speakers 1-5. Speaker! A... thought that the picture should be bolder B ... commented that it didn’t look like anything 7 he knew. sc ausaiideanan ©... explained what iewas. D asked! what it was. Speakers __ E apologised for not knowing anything about art peared F .., said it didn’t look ike art. Se eee + trgued that the picture should be modern and contemporary. Speakers 1 ... suggested where to put it Cora A meeting about artwork 6 Work in groups of three to complete the following task. Your company wants to buy artworks for these parts of the building; 1 ‘Thereceptionarea 2 Thecoffee area 3 ‘The conference room Hold three short meetings. in each meeting discuss and choose one of the artworks at the top of the page for one part of the building, A different member of the group should take notes for each meeting, At the end of the meeting, this person reports back to the group what was said and what wes decided, Remember to use reporting verbs. MODULE 5 THEWoRKPLACE | 49Participating in a meeting lines land 2 of the article about meetings, What POEUN Ese ner oct would you answer? Cakes 2. Now read the rest of the article, In most of the li 1s there is one extra incorrect wernt uta tine through the incorrect wor. Some lines are correc For example, You will ave 0 ine 1 is correct and fine 2 contains an extra word. complete a similar ‘ask in Part Five of the Reading fest in the SEE EEF EEE eee eee Cee eer reeeet BEC Vantage exam, ny olten do you wonder when you're 1 Do you spend hours in meetings? Ho 2 supposed to gt some real work done? Meetings sem to l-¢ve oN schedules + and most people would say that employees hate atend office meen ‘ne of those anecdotal things that’s such hard 1 question,’ SS oan! ional 5 pschologist Steen G Royle at he Universi ofthe Now lina, “1 hin. 4 casoetl aon io compl abot your meetings Bt when Roselle ad + his collages gave in 980 workers oe of vo questo ot he ie § spent in scheduled meetings and for vera ob sasfacton, the get-togethers were 9 notify rile I at the study sae that to avon ne weekly 10 ov even daly fice gering may not aay be aout a good es Th found that 11 enployers who are goal-oriented and whose work does no re much input TP ten be generally sated th is meting. Dundas whose ‘work 18 depends on interac with ters and bo have somes flexible, unstractored fed thatthe more meetings they attend. 414 jobs are actually more s 3 piscuss these points in the article with your partner. «Do you agree with what Rogelberg says in ines S and 6? * Lines 10-14 deseribe two types of employee. Which one ate you?VOCABULARY Verb collocations 4 Complete these sentences about or from meetings with a suitable verb below. set give move hold go take run see attend reach 1 Vllike co __ a brieF meeting next week. Do you have any time on Monday? 2 Asthe chairperson, Mike will the meeting, 3 1___.__... your point but there's one problem with it 4's another memo from the boss telling me to ___anather of hi 5 Who ___ the agenda for this? 1 doesn't seem to be complete, 6 Gan Lask youto__ mninutes on this meeting? 7 [think we should (on to the next item on the agenda, 8 I'mnotsure I can completely _ along with you on that point 9 the aim is to, an agreement on this by four o'clock. 10 We'll begin with Henryk who'll, ‘usa short presentation on his progress. meetings, Expressions for meetings The expressions on the left come from very formal meetings. Usually, you will only need to use the less formal and more direct expressions on the right. Match expressions with the same meaning. DA 6 1 More formal meetings 0 Cau just come in here? 1 How-do you feel about thet idea? 2 Itseems to me that 8 Vd go along with you there. 4 I suggest we move on to the next item on the agenda. 5 Isee your point but... 6 Have we reached an agreement on this? 7 Sorry, but I don't quite foltow you. 8 Would you mind telling us a little more about ..? 9 I'd like to suggest that we should .. 10 I'm sorty but [just can't agree with you there. MODULE 5 Less formal meetings A B Let's Sorry, but. © Idisagroe. D Think Lagree, Do weall agree? G Sorry, [don't understand, H Let's move on. Td like to know more about.. What do you think? Yes, but... PARTICIPATING INA MEETING | Si° 2. Use the meetings wheel to practise using the expression of the spaces ask you to say a particular study the ‘meetings whee!’ below. Sonn a meeting, Work in pairs. type of expressi « Which expressions from the previous page ean sau use? «+ Do you kniow any other expressions? meetings wheel nsfor meetings and discussions. | Workin groups of three, You will nee a coin and each player needs a counts + ach player places their counter ona different pink: give Your opinion’ space. 1 gake turns to give an opinion on item 1 on the agenda. * Fo move round the wheel, take turs to ross. coin. Move to spaces fois heads and one space for tails. 4 Move your counter and follow the instruetions on the space for «= Discuss all five items on the agenda. Agenda for weekly office meeting 1 should we have more coffee breaks? 2 for the new office decoration, what colour should the walls bbe? 5 We need a new office assistant, What type of person do we want? da We have extra training budget. What type of course do staff want 5 Do we need more or fewer office meetings?Report on a meeting 3) © ++ You work fora publi department held a planning meeting with the agenda below. Read the handwritten notes about what was discussed the meeting and correct it, hing company. Your next trade fair isin Seattle. Your me Information is Incorrect. Listen to parts of Agenda PARTICIPANTS: Robert Samuelson (Chair), Dahlia Zille, Hugo Sata. DATE: 27th November 2pm ROOM: 303A, 1 Conference starts on 8th January, Exhibitors are welcome to arrive on 6th to set up. HS said it was a bad idea. DZ disagreed and will go on th, 2 Travel and accommodation. DZ offered to find hotel and find fights. 3 Should we sponsor an evening buffet for delegates? HS euggested a breakfast buffet. DZ disagreed. Preferred lunch event. All agreed. RS to give HS budget. 4 Any other business? DZ pointed out problem. The brochure has Incorrect dates. HS offered to make new price lists. DZ and RS agreed. PwaITING | Minutes of a meeting 4. Nowwrite the minutes of the meeting using the agenda and the notes you made igusing the ag ¥ above. Write between 120 and 140 words, using reporting verbs. Organise your report into these three sections: + title of report + details of meeting (who attended, time, location) + what was discussed and the final action points MODULE 5 PARTICIPATING INA MEETING | 53|e (RAE ane Speaking Test: Part Two king ‘Test, Each candidate dhl xa spodighyou look at Pa Pwo he Sp 1 @ss tisento he examiner ging insouctionsat he egnng oF Par TW0 the test. Are the following statements true (1) or false (PF)? Re-write the false statements correctly. 1 Only one candidate prepares a ‘mini-presentation: T/ F 2 You can choase one topic from three. T / F 3, Candidates start speaking as soon as they receive the topi 4 he You are not allowed to write anything. T/ F ‘When one candidate finishes the other asks a question (so you need to listen carefully) 1 2 ‘the examiner gives the first candidate the topics on the next page. Once you've chosen your topic, you need to mention the points on the card and add some of your own ideas. Which topic would you choose? Tell your partner why. 3 @so Now listen to the rest of Part Two. The examiner asks Pierre (o speak first, He chooses topic A. Which expressions does he use below? Givinga mini-presentation Starting your presentation When... i's important to ‘he first thing when .. is to ‘There are a number of points to consider when Mentioning and sequencing the points First ofall, there’s | For example | Secondly / The second point to remember is .. Something else is... The final point is . Irs also important to say In addition to that You also need to consider... / | | Adding information ono ooooo ooo 54L Bxain Success | Shank yo Lal by ny wall yout ui)» all abot. © Sojnarate wah point foauly «Sip vlly each point 5 Sve sa example to 1481 each poi ci arning Tip uh ston stem fils hub of Jul ea sions eo Paid you 4. Whatis Brica’s (the second candidate's) question at the end? Do you think it’s a on? How would you answer i? good ques 5 Now workin pairs and take turns to give a presentation. Each of you chooses from the two other topics below (not topic A). Remember to prepare for it and th th notes 1 present (o your partner: AC the end, your partner asks you a qu | WHAT IS IMPORTANT WHEN 2 Placing a newspaper advert + The target reader + Where the advert appears B WHAT IS IMPORTANT WHEN ...? Arranging in-house training + Training needs of staff + The trainer © WHAT IS IMPORTANT WHEN ...? Selecting applicants for a job + Personal qualities * Previous experience & When you practise Part Two of the Speaking Test, evaluate your own or each ‘other's performance with this checklist. | did you. + spend time preparing and making notes? + Introduce the topic? + mention the two points? + add your own points? + only speak for one minute? + answer the other candidate's question? oooo000 MODULE § EXAM SPOTLIGHT 5556 MODULE 6 Recruitment Employment news 1 Find someone in your class who... + has had a part-time job + hashad more than three jobs «+ has only spent one week in ajob pee + haslosta job + has had the same job twice io «+ has taken redundancy Z. Read the three news stories and match each extract. In Land 5 there are two correct answers. Under belo which give you the answer. Which person . has stopped working? has started working? —_._ has Jost a job? didn’t speak to their employer face: 1 2 3 does 4 Text A Worker receives unwelcome text message Katy Taumer'seull phone beeped with a startling message ~ you're fre Tanner, 21, had a migraine Ireaduche andl took at siek day last ‘week from her job at Blue Banana. 1 body-piercin Monday. She turned on her call phone the next ay to discover she been fired from her sales position. We've reviewed your sales figures and they not really up ( the Tevel we need’ shop Darlett wrote in the message. “As fa result, we will not require your services any more, Thank you for your time with us studio, she said on wager Alex "emeed to work? o-face? Text B Don’t call us; we'll call you! When most people apply for a job they expect to go in for an interview. But not Jenny Jamieson, When a company rang her to arrange an interview they heard her voicemail and she was hired. Jenny came from a singing family and was trained in speech and trusic, She is now the woice of the company on all ts automated messages and call centre systems. suppose I'm always cheerful and mile a lot and I think people hear that an the phone,’ says denny. 3 Discuss with your partner. A, Bor Ctoaperson described the wordsin the text Text © Car Plant Workers Win Lottery Harry Lane was one of six employees a a UK car plant who received their€9 5million winnings from last Saturday nights lottery andl announced they wouldn't be going back to work, Glyear-old Harry said, ‘Te been retived for two days now, J thought re to work for another four years but this is ke a dream! Harry's only plans s0 far are to pay off the rest of his mortgage and take his grandchildren 09 holiday. No one at his old factory vas available to comment on how they would be replacing the six + Do you think Katy Tanner's employer acted correctly? + Would you do the same as Harry Lane?VOCABULARY OTS ily weal of Pant i aw Speaking top. Wen wer vol ink Hiring and firing 4 put these verbs for talking about hiring and firing in the table. dismiss walkout sack fire lay off resign take voluntary redundancy employ take someone on make redundant hire recruit givenoti give ajob take someone’s job away leaveajob bak someone on Employment case studies 5 © 5.1 Listen to five speakers describing what happened to them at work. Match the speakers to actions A-G, A walked out of the job Speaker 1 B was made redundant Speaker 2 € took someone on Speaker 3__ D was fired Speaker 4 E gave notice Speakers! F washired part-time G tok voluntary redundancy Employment issues 6 Workin pairs. Take tums to ask and answer the questions about employment. 1 Do you think it is unethical to lie about your qualifications on your CV? 2, When a member of staffhas.a problem at work, how importantis it for the manager to discuss the problem before making a final decision? 3. How can good communication between managers and staff avoid potential problems at wor 4. Ifsomeone gives their notice, what do you think is a reasonable period? One week? ‘Two months? What will it depend upon? 5 What js important to find out before you take a new member of staff on? 6 What are reasonable grounds for fring someone? How much warning should they be given in such situations? 7 Isitever right to walk out of a job without giving any notice? we MODULE 6 RECRUITMENT | 5758 En Passives ‘Underline the passive form of the verb in these sentences, atin a series af cutbacks. 1. He's employed by a number of different companie 0 300 people have been made redlund: 2. He must have been asked to leave alter what he dic 3 Itis hoped that new investment in the region will generate employment. 4 ‘The news is that they are being made redundant 5 Michael Jarvis and Kaleigh Macdonald!’s case is to be looked at by the Furops court. 6 Anumber of people were taken on with short-term contracts 7 this time it's a warning but next time she'll be fired. Now match them to these tenses and verb forms. Present simple 1 Presentcontinuous Present perfect _ Past simple Witt (hature) Pre Its passive Modal nntinfinitive __, ‘Complete sentences 1-8 with the passive form using the verb in brackets. 1 Ifwe catch an employee stealing, they (give) a verbal waming Atpresent, the policy on dismissal _ 1 The company _ eee “The new performance-related bonus means that we _ a further 10% extra every month, 6 I'm not sure what happened exactly. The incident needs _ (look) at quite carefully. 7 Be generous offer © Itisn’t like her to be late, She must __ Ee _ (review) (offer) a redundancy package ~ 1 simply can’t refuse it! _ (set up) by the family’s great-grandfather. (give) (hope) by the whole board that you will accept our (delay) atthe airport Complete these sentences about yourself using the passive form, Tell your partner. «+ Tmemployed by . + Currently, the main project being worked on is «+ lve recently been trained to + The company was setup by... «+ tan employee at my company works hard, they/ll be5 Complete this report by underlining the correet form, active or passive. Report on the dismissal of Ludwiga Chuhova Introduction ‘The om of this report is (1) to assess / to be assessed whether Mis Chuhova 2) unfairly dismissed / was unfeily dismissed and ifthe correct procedure (3) followed / was followed by her line manager Findings First of all, (@) has found / has been found that Ms Chuhova (5) had failed / had been failed to arrive for work an three occasions, On the first occasion, when the manager gave a verbal warning, she (6) reports / is reported to have said that it was none of his business. (On the second occasion, the line manager (7) gave / was given her a written warning. When she failed to arrive for work a third time, she (8) dismissed / wos dismissed with immediate effect. Conclusions and recommendations In conclusion, the manager (8) appears | is appeared to have followed the correct course of action. However, it (10) recommends 1 is recommended that In the future, any disciplinary procedures, (11) should carry out / should be carried out in the presence of one other person. This (12) will help / will be helped to avoid any similar situations. & Do you have disciplinary procedures that must be followed where you work? Are they similar to those outlined in the report? | MODULE 6 RECRUITMENT | 5960 Emailing Are you an email addict? Complete this quiz.and find out, 1 yee all your fiends! emoil coddresses, even if you con't remember their phone numbers? De you sty ¢ vonlne even when you a 19 you have fo check your inbox between yes O tiday sigh! ond Monday morning? No O a ~ Do you prefer to ‘CC! your emails to other Ye O people, just in case? No O 6 When you send an email with @ question, Yes O do you sit in front of your computer No O waiting for the reply? Is the number of emails you save ond file Yes O higher than the number you delele? No O 2. Read the article on page 61 and write in the correct letter, A-F, for the missing sentences. [A This is where we first find out about decisions that have been made, deals struck and the direction being taken. B In the past fow months, 290 employees at a government department have been sacked via thelr office intranet, while a car equipment firm laid off the workforce by email. ‘Then suddenly you send an email to the wrong person. 1) They are typical of the average employee who sends 34 emailsa day. H Sending mail CChas only made it worse. F Twoletters were attached, one saying her contract had been cancelled, the other that she should retum any work items.| | | | | | | | Clicking the habit nent aikes many things so much coer including making someone wobundant (f) In the cone al Helen Saxon-Jones, she was hocking her inbox from home $1 thow she toad the subject line: “This ema al during office hours’. Buc she Loclivew ansseay (2)... Unable to believe Fe pon ald, who had been working. as a Fo obs vlapuncnt atticer with a charity, took the Fudanat She tinally received £12,000 in f tonuo Hote hor fewer employer + diow Harsws whe dismiss workers by email srsesanily oil, cowardly people ~ they’ } proph jot like you and me who have Boyt the hulu of using email coo much, ‘ Hey inet people and exchange email 1 vother thaw phone numbers. ‘They email ponyss tire eruployers. Ina survey of workers 1 stress nal aimnitted they email the person he st te then te owoidl making verbal contact, Joo fee ssh ns es emnl just to gossip about Emailing terms Regardless of the field in whieh you work, itis 1 safe bet 9 guess that your fist course of action on any given workday is ¢0 log on to your PC: and begin checking your inbox. (4) - We send a question and become offended if the recipient does not respond within hours. We have become slaves to the inbox, dependent on a constant flow of typed communication. So type-type-type, even when it is unnecessary Workers type up their every thought and send off emails with tremendous inaccuracy or complete pointlessness. (5) We are copied in on emails that do nor directly affect us in the vague interests of keeping everyone “ in the loop’. Emnil allows us to continue to work at home Constant access leads to a compulsion to keep the communication going. You're at home, and there's nothing good on'TV, so you decide to have a glass of wine and do a little work, As you review your inbox, You don't you start firing off responses. (6) —. want them to read it and the next thing you know: fou'e sending even more emails to try and undo the is y damage. Another round of emails has begun! 3> Underline one incorrect word in each group. © check your: bu inbox, ena ‘on:a link, a computer, an feon delete, save, click: an email send, copy, shut down: an email to (someone) log on @ a: mouse, computer, website sstart, delete, register: the computer 6 back up, save, break : document 7 fire off, send, dismiss: reply 8 attach under, file, document 9 type in your: username, icon, address ‘Now look at the words you underlined. Can you use them in another phrase? Click on this button to restart. MODULE 6 EMAILINGInternal communication and emails [what order were these pieces of internal communication sent in? 1 999 s | To: hans.nagleginverk.com Dear Hans | understand there's a problem with stock blocking the entrance. Please arrange to move this before Monday morning, Would you ike. me to arrange for some extra staf to help move it? Regards ‘To: AM production stat Inga From: Valter Rinckes L CC: Inga Palgimi bject: Health and Safety Inspection Would al staff note that our annual health and safety inspection will take place on Monday, 23 February starting at 9.30, Ld be gratefiL if team leaders would J. all exits are clear including the warehouse and storage areas, We hi appreciate your help in this matier Pr your help 4 ‘Thursday 19 February ai valter i please aive mie details of the next healt and safety check. | know ‘p-soon, Hf production sits at the Dear Valter ‘With regard to your memo about the Inspection, n the I'm afraid we've unable to make space 5 coming a it’s comin warehouse around the entrances, ‘The reason is doesn't clear those © : pack of tite wareluse in thie, ME fi be in trouble. In Fact send them a meno? font you that the lorries have been delayed this week so we have stook waiting to leave. I'm hoping that it will be picked up before 9 on Monday. Hans 62 2, Look at the underlined phrases in the internal communication and write them next (o these functions. Request information ‘Announce Request action (x2) _. EEE Suggest — i ‘Thank oe Refer to Explain reason Offer Apologise: 3. Work in pairs. For each fanction, think of one more expression to use in intern: communication.ACM An email 4 work n pairs and write # series of emails between a manager and his assistant. nd then swap your book with your partner. Wi the first email U 1 Att Rewquest details atoty fin) event from vot Hat and ayer 1 2 Hach votstant to anager tL 4 Wi depaviment ephaneys and inquest fh tet tat, Cc J 4 Sgn Ajalogise to wisloah (Hut dancol ie nye Han give loc Yulee ale epataiont is ane date MODULE 6 EMANLING | 63Pe Nye OURCne RSLs Reading Test: Part Two reading text. The frst gap is always given as an example so you have Co fill five gaps. 1 oman nox page yu can sean example of Part To ofthe Reading Test Read the instructions only. Now decide if these statements about the exam are true (1) or false (F). ‘ 1 More than one sentence can fit into a gap. T / F | > You will have one extra sentence left at the end. 7 / F 2. Read the Exam Success tip box and look at sentences A-G in the exam question or page 65. Underline any pronouns. 3 three of the target sentences (A, Gand G) do not include pronouns. In this case, et you nced to decide which are the key words’ and how they can help you to In Part Two of the ~ Reading Test, you will reed to pay sedal [A There are some obvious signs ofthe second reason Larry decided that the best solution was to get help from the attention to words which link the text together. These include words which refer to other words, ———— for example pronouns { this these, that, those, For examplo, in sentence A, a candidate needs (0 ask: «+ Where in the text does the writer give ‘reasons’? hae, she, they, his, hers us them, which . + What was the first reason? remem + What are the ‘obvious signs’? ‘organisation G The next conference is due to take place at the peaceful Dolphin Beach Resort on the Gulf of Mexico, in sentences Cand G' What could you ask about the key words 64he on 4 Complete Part Two of the Reading Test. Afterwards, compare and discuss the reasons for your answers, PART TWO Questions 1-5 Read the article below about health at work, Choose the best sentence to fill each of the gaps For each gap (1-5), mark one letter (A-G) Do not use any letter more than once, There is an example at the baginning (0) CoTeM leet ee eMC lA meter 218 youconstantly try to he the bestof the best, stop. Now. Youcould be well on the way 0 giving yourself future health problems. For example, take Larry, & US consultant, whe travelled non-stop, worked 60 to SOchour weeks and still attended meetings at weekends, (0)... But relly got a kick out of i ‘A period of intensive care in hospital convinced him to quit and adjust his worklife balance, (1) Headaches, high blood pressure andl exhaustion are all the typical warnings that your body gives out. I your boss isitritable and guilty of confused thinking, prepare for 8 promotion. (2)... A ecent survey found that three quarters of UK workers cannot switch off when they leave the office. Of course, not ail our unhappiness at work is due to long hours or ilthealth, There are many other {900d reasons to be unhappy about work. Research by Investors in People has found, far exemple, that 49% of employees are frustrated by thelr career progression. (3) .... More than a thied say that their managers fal to set clear development goals ‘or provide regular career reviews. ‘There are some obvious signs of the second reason. Larty could have avoided this by looking out for the signs of burn-out or in his case something worse. Larty decided that the best solution was to get help from the organisation. He or she is probably too stressed and could be redundant very soon, So how do you determine whether you are stressed ‘out by your boss's careless attitude or because, like Larry, you are simply working too hard? (4) Do you take work on holiday and hide the fact fram ‘others such as your wife and children? Ifyou answee ‘yes, then you have probably crosed the line between everyday hard work and workaholism. This Isjust one of twenty questions that the organisation \Workaholics asks potential members on its website The organisation, which was set up by a New York corporate financial planner and teacher in 1983, now hhas50 branches acossthe world, Thereare no joining fees and the only requirement for membership is the desire to stop working compulsively. Members can attend a conference every two years and share their experiences with each other in a ‘beautiful setting’. (5) ...... If Florida seems a little too far ‘0 travel for this, then the ‘Workaholies Anonymous Book of Recovery’ is available at $15, including stories of recovery by members, a step-by-step study {Quide and helpful literature to support members in ieir recovery journey, E ‘Occasionally it occurred to me how stressful the job was,’ he says. F 46% of them say lack of management support is a barrier to success. G The next conference is due to take place at the peaceful Dolphin Beach Resort on the Gulf of Mexico. MODULE 6 EXAM SPOTLIGHT 65| MODULE: 7 BUSINESS TOPIC Sales FIOM | ercinpis. compare resin ah of he losing. Whaat similarities and differences? Say which you would prefer to do and why. | + doctor vet « fighter pilot / airline pilot + manager ofa company /manager _+ school teacher / university lecturer ofacharity + politician / journalist | 2. Read the article on page 67. Find out why more people prefer a career in marketin than in sales. Complete the table below with reasons from the text. | 3> Read the text again and answer these questions. i 1 In the first paragraph, the writer says is easier to start conversations at dinner ' parties ‘A ifyou are in sales, B ifyou are in marketing, © ifyou are a fighter pilot. D ifyou le. 2 According to the writer, the truth is that ‘A marketing is a better profession. B salesis actually more glamorous than marketing, © more people are in sales than marketing. D there are more graduates in marketing, 3 One reason Ross Snowson likes sales more than marketing is because A it's better paid. B yousee real results. C you meet more people. 1D you can work on your own, 4. It's difficult to attract graduates into sales because ‘A many aren't suited tot, B they aren't passionate. C they don’thave the right qualifications. D ofa false perceptionNot sold on sales? ' fi sates Not a great Not tke 1 pilor ar a dincotor oF bese Prantiens, fe example ‘nin sales can't quite Ba wnelammovons in rather Hl mis recttment ih somet P tin, guinfuate employees, On hee tev, amtsketing a tess Lee Aw ab oalling a product ~ is Jos 21100) pupa as canoer choice, sand sounds better at inn Why? Susan Stevens, head of HR at Toshiba, believes chat marketing “retains an air of glamour’ and that ‘graduates ‘expect 10 work on creative ‘campaigns with PRsand lots jolis’, Bus, on the other hand, sakes me ‘door-to-door work and eokd calling’ Yet this image is misleading, Sales professionals in the UK outnumber people in marketing by about 200,000, This is partly because those who do Fall into sales werk pease iC isn anything like as awful as she myt ws Stevens says that Toshiba reeently had to market ils graduate scheme asa and marketin because we knew sales alone wouldn't attract people Last yea the majority of recruits chose sales, including Ross Snowdon, a marketing graduate. "Unlikemarketing sales is ungible. 1thasdinect impact on 4 company’s results, IS all about meeting people and communicating with different personalitis” Part of the reason why graduates The gamble paid off Sales terms A. Match these words (1-7) from the text to thei 1 sales pitch 2 door-to-door selling 3 abuzz 4 amyth 5 cold calling 6 anair 7 jollies (informal) fre offen not interested in sles is becuse it isn't seen as a profession, Clarissa Gent, & chemistry graduate manager at Rackspace snaged Hosting, an IT support firm, says: ‘Careers departments don't tal about sales and there is a ick of education about the different levels yu ean go Co with it, always thought ‘marketing seemed more attractive, But it wasn't the dynamic world Td imagined. Then [talked to people in sales and reatised that itis possible 10 be passionate about it It soon became apparent that 1 was much more suited to sales. Now I speak to customers very day in the buzzof a target-driven environment, 1 fantasti.” ‘Tom Moody, commercial director for Proctar'and Gamble, says that sales cean be ‘managing millions of pounds of business and making swe the customer's happy. 10S incredibly sowarding." Now thers's # convincing: sales piteb if Tever heard one! and sales Ma defi tions (A-G). A Making an unexpected phone call or visit to sell something B Excitement, C Business trips with lots of free entertainment. D_ Knocking on doors all day to sell. E Making speech to convince people to buy something. F Something people incorrectly believe to be trie. G Feeling or attitude. MODULE? SALES | 67EDEN teecatouctrcepeopteseapeincestatobs. f 908. ° © Lworked for a firm of architects, which was (unofficially) run by the wife ‘of one of the directors, She was also an expert at creating useless jobs for administration staff to do, such as removing and re-gluing stamps which hadn't been stuck on straight enough. This wasn’t as bad as the ‘email confirmation form’, though. This was her strangest invention, whereby all femails had to be copied into @ Word document, printed, and signed at the ‘bottom by someone. When {suggested this might be a waste of time, she shouted at me. | eft amonth later. 5 The most boring job ever is working in a call centre dealing with people for driving lessons, Most of the time it was booking people in with the same three-minute conversation over and over again. Booking a re-test was ven worse, because then the people at the other end of the line had just failed their test and wanted to explain why. | lasted three weeks, including aweek’ training, © lve had some terrible jobs but in the 1960s, my mother worked in a sugar factory. The packs of sugar used to travel along the conveyor belt ‘nd at one point, where the sugar was in the bags but still open, they had ‘to travel around a corner. For some strange reason every sixth bag would often fall over, My mother’s job was to stand at the corner, eight hours day, with a pole to help the sixth bag round, She lasted three weeks and ‘got job in a café instead, Later she heard they replaced her with a piece ‘of plastic on the comer. Look at the statements below about the three jobs. Which job does each statement refer (0 (A, Bor ©)? There is more than one answer in some questions. | 1 ‘These wo jobs were the same every day, 2 "the job description for this job didn’tinclude this! ___ 3 This job probably wasn’t in a paperless office, —_ 4 ‘Thisjob became unnecessary. | Describing jobs 2. Workin pairs. Which of these adjectives can you use to describe the jobs in A, B and C? repetitive responsible boring frustrating varied challenging well-paid 3 Complete the table below with the different forms of each word from exercise 2, adjective noun comparative form — supertative form repetitive repeat/ repetition more repetitive moot repetitive i boring | ost challenging ot vatiety more varted | best paid | frustration i responsible 1g jobs and build them like this. 4. think of three more words for descr 68W panty val far?) Comparatives and superlatives Study sentences A-D from the texts and answer the following questions. + How do you form comparative and superlative adjectives? When do you use more / most? «+ What structure can you use to show two things are equal? {A ‘his wasn’t as bad as the ‘email confirmation form’ B ‘his was her strangest invention, © ‘the most boring job ever is working in a call centre. D Booking a re-test was even worse Read what a candidate in the BEC Vantage Speaking Test says is important when choosing a job. Underline the correct form of the word. There can’t be many things that are as(1) had / worse as taking the wrong job, so it’s really important you choose the job that’s going to be the (2) more / most rewarding for you. One thing isto think about previous jobs you've had. Think about what the (8) most enjoy / most enjoyable aspects were. Some jobs are also (4) more / most repetitive (5) as / than others, For example, avold jobs like answering phones or staring at a computer all day. OF course the salary is important and looking for a (6) better / good -paid job is a good idea but it shouldn't be the only factor in your final decision, Job satisfaction is (7) as/ the important as money, and the more chances for travel and training, the (8) goad / better, in my view? Comparing jobs ‘think about a job you once did. It might have been full-time and paid or it could have been some voluntary work or a job you did for someone in your family. Fill in the first column of the table with notes about your job. Your job A B Now work in groups of three, Take turns to describe your job and take notes on the other students’ jobs. Then make sentences with comparatives and superlatives about your jobs. Who had the best job? Who had the worst? MODULET sALEs | 69(ORNS Selling 2. Read the guide to selling below and choose the b gaps 1-15. How t es no ite te ha ot salesperson ca sll anything anyone Fora (D) key might not need t= and ‘Mie tall about meating nets 2) “Fehon thing he can happen o syne, no @) sat thee job deen 0 hese te he ase, Step 4 20 ‘You need vo (4) reeling The 1 selling is one Put wi she pean to whom you lave be your bs ind but eel red ye Step 2 oo Undettand he nd hohe pon Thai op oe slepron (8) that he nets of a good Step B pak clever qunstion Ask question find out wh ue, Ten think ffeen more (7) the customer’ problems and issues ‘what dhe needs must be. Ie than asking she obvious, “What do you need 1A beginning = B 2 A However B 3 A much B 4A secup B 5 A perform B 6 A along B | 7A clear B | BA goes B | 9 A what B | 10 A details B 11 A good B 12. A vision B i 13 A change B 14 A sent back B | 15 A Phone B 70 E whatare the qualities ofa successful salesperson? Make a list of yout id word A,B, Cor D to fill Step 4 x K(@)____- without saying: know your prodct and unensand the wakes imo you are sling Step 5 von's marina ih 0) ‘You need sa know every product specification but your customer locate Essentially he or she needs to know how i will make theirbife (1) Fle shey want the dimensions, they find ivon your website Step 6 saie he cassie 2) ctgoing, Bur Tike customers who come in all personality ype salespeople can (23) _The mi reflec and react oa eatomers personaly of a salespessom is someone who is thing isco beable wo Step 7 2p : Iedocsy matter how good you ae, you wll get 8) Sales is fall of knockbacks so dont gee hung up fon it, (15) 20 the next eustomes start C customer D first Although G Because D Whatever more G way D maiter find C establish D know compare © present D demonstrate through cow D across efficient © effective D better moves C does D makes which C whom D where offers © discounts D prices better C well D best ook © focus D image vary en D buy recruited Ctumeddown —_D contracts Try C Move D ContactSelling (CECI «3 © isen soe satespeopie and hele customers. n each ease the slesperson is either following a step from the article on ‘How to sell’ or failing to follow it. Write the number of the step next tothe salesperson and write what you think they are selling Step Product or service? lesperson 1 Salesperson 2 Salesperson 3 Salesperson 4 Salesperson 5 4 ©. Listen again and complete the notes about each salesperson's product or { we hy 7 : oe he ARS is 4 Bug. improvement on the ue %, swede = backseat airbags ravels 0 10 79 in (4) | =r conavon Leather Diaries” | - Available in black and (6) aswell as brown, ‘usromer wants to kaon price for putting company on the front on the 5 © 141 Listen for the expressions below. Write the number of the listening (1-5) in which you hear each expression. A. Lknow its proved much more popular than ... —— B. What did you have in mind exactly? G Sois... something you might be interested in? D_ Iwas wondering ifyou'd mind answering a few questions about... E Perhaps... could be useful? F Isthere anything can help you with at the moment? G Shall put you dowa for...? H_ It’s huge improvement on 6 Match the expressions A-H in exereise 5 to the categories below. Write one letter on each line, Establish customer Suggest possible Compare: Gose the sale: needs: Pee erence Hi » CCE «=A sales conversation F choose an objectin the classroom, Work in pairs and take turns to sell your objects toeach other, ise 6. Follow the flow chart in exer MODULE 7 SELLING | 71EEE Propose 1 _A.salesperson who works for a company renting office space has faxed the proposal belowto a client. Read it and answer questions 1-8. | What are the needs of the client? 2 Isthe salesperson able to meet those needs? 3 What are the benefits of the second location? FAX Dear Mr Rice For office space for twelve months, Thank you for your order by fax, Further to your reques! of an eighteen-month period 4 ike to mention that I ean also offer you a 10% discount for booki You enquired about availability at the Virginia Walk Centre and offices ae still weal However, please note that there is limited parking and some offices are on diferent floors Asan interesting alternative, you might wish to consider a new premises called Dockside {about one mile clown the riverside from Virginia Walk). {Chas the following features ‘old harbour: m2) with wonderful views of th + 4 first-floor open-plan office space (75 «+ aconvenient three-minute walk from the station and ideal for cyclists with a path along the riverside, + suitable parking facilities for over twenty staf count would still apply. A visit to this premises Please consider this possibility and note the dis can be atvanged, although 1 would suggest a prompt decision on this seeond option. look forward to hearing from you in the very near future, Yours sincerely Hugo Jones 2 underline any useful expressions for writing a proposal.CM A fax al 3. Spacesaver, a company which rents warehouse space to businesses, has been sent this fax. Look at the fax and the other information below and answer the following questions, 1 What axe Mr Burr's needs and requirements? 2. How can Spacesaver meet those needs? Which requirement can't be mer? 3. What benefits of Circular Storage should Spacesaver mention in its reply? BROWN2SBURR To: Spacesaver From: Randy Burr Subject: Renting warehouse space Further to our discussion last week in which I outlined our need for warehousing over the next eighteen montis, T would like to enquire if the warehouse space is still available at the W1 site. Ot fer 10% discount for two-year booking We wauld have the fotlowing requirements: warehouse of 100m? 2é-hour access must have security ‘adequate parking for twenty and easy access fot ireltl told Seer To thirds the price of vit Outside of sity centre. 30-minute drive from Brown and Bure, New warehousing space Now OPEN, All spaces avaltabie from 25m to 100m cod tn ty centre, io{fer two spaces at ut wore expensive. 1 a0cess and parking or five at most Warehousing ‘Three lots currently available 75m? Gust off motorway. Easy access for lorries and —— 50m? adequate parking. Brand new p g es 50m? facility. CCTV and securtty es : ‘fru check once a night. wight need to | svsimilar dsj inthe 4. imagine you are the salesperson for Spacesaver. Write a fax to Mr Burr. Propose sing Tes the alternative location. Use the layout and expressions from the proposal in exercise 1 on page 72. Hopute 7 seine | 73EXAM SPOTLIGHT Reading Test: Part One EXAM FORMAT In this Exam spotlight you will look at Part One of the Reading Test, There are four hhiext or short texts on a related theme ora single text divided into four sections. section is called A, B, C or D. "There are seven statements which relate to the texts, You | need to match each statement (0 a text the ‘related theme’ of these texts? | Eee 2 Now read the Exam Success box and answer the exam questions. ‘Read all four texts : first before matching j the statements. | + You will need to read for specific information and detail as well as gist i «Be careful fa | 5. What vant ont pant? | NENT stement low he averse onthe cppeste pase + Which advertisement does each statement 1-7 refer to? + For each sentence 1-7, choose one letter (A, B, Cor D). + You will need to use some of the letters more than once. statement includes Sooo eee — | identical words from | [ exampte: | the text It wil often | 0 This job does not say how much you will be pat. 8 | be incorrect _ | | 1 There is a deadtine for anyone interested in this post. _. 7 | 2 aepost na vecenty been established, | tmrnsjob you can formal or more in addion to your exiting kl You will need to manage people under you. .__ 4 | $ \eurjbdearponrequerjou ob gond soning people — | | 8 You must have e dearest apely fortis ——_ | [7 anthisjob you must be wilng to travel and spend tine abroed | 74‘ow Conference Organiser £38,000 A newly built conference contre attached to a well-established hotel offers an exciting opportunity for anyone with experience in the organisation and day-to-day running of conference centres. You willbe in charge of a team of three fulltime sta responsible for booking, scheduling and technical provision to clients, The suocessful applicwnt «ill lso be able to promote the centre (o local und nntional businesses, You will nced (o be selimotivated and have exceptional interpersonal skills. Graduate Hiedia Sales Executives Salary negotiable ‘leading guide-te-he-cily magazine hae exciting opportunities for igh achlevore of ‘radtate caitre to jon our sales and advertising team. The role involves seling advertising ‘o.agencias, You vil be responsible for managing existing businesses as wel as identifying ‘ew business. Suitable candldalee are bright, numerate, enthusiast, and have s broad range of interests outside of work. You can create and detver a professional and persuasive ‘sales argumen’, negotiate effectively and have the determination and motivation to meet stringent deadlines and chaonging commercial targots. ‘ Marketing Representative £23,000 Large manufacturing company based in UK with factories overseas in China requires a ‘marketing representative. The successful candidate wil be based at our main UK office in { Reading The ability co speak and write Chinese is essential. You must be fluent in { conversational Mandarin Chinese and English. Other traning will be provided with ‘oppor unities to take sponsored qualifications in marketing and business. Closing date for application: within 28 days. | Finance Manager £28,000 | Mx Scary isa leading provider of UK seutity services. We also have opeacons in Kenya | and India, The acwy-cestd postion of finance manager eto provide ita in managing | ad sising finance forthe company and help push che company Forward sa meet its goal. ' You wil eyor co the managing diccear and may be require to go overt Wo cy Out i incermal audis, You have a least two yeas’ experience of preparing fall sets of monthly | i i i | J accounts and payroll, You have IT skills in Logosoft and Sage and are willing to work indgpendently. Experience of warking in the seeurgy industry would be preferable MODULE 7 EXAM SPOTLIGHT | 7576 “MODULE 8 BUSINESS TOPIC Training PTI | wsctintorcoursesnaveyou done wat doo inky 2 Amagine you are a training manager and you receive information on the two ‘courses below. Read these statements [rom people at your company and decide which course would suit them. 1m responsible for ten really prefer working ‘The problem with our company ‘Why don't my staff do people but find ithard to on my own. I get so is that departments never seem what | ask thern?” get the best from them much mare done’ to know what the other is doing. ——— ee fetcoare in ta 5 or | THE EFFECTIVE LEADER z= Ths ovine cue ul moe yous ave eflcctve ader=viheler yo sponser ead 2 | ORE projec tea, 2 Unio department ever acrpany Whatever your eer asaing you must caesar bateeiaule Rrcomemsesonscionyercn se oesre poole | ft yous you geet Duration Approx: 2 Nous. ae This an alin rout ane for a singe se © La Course price: £50.00 + £8.75 (VAT) = £58.75 Urpin hee a Pane phot aye releden tensa sane fom, Blow heise enh on gaps of saa ering in teams taking jot eporstyforeciving sonar nd necting objectives. ths | ESSA ours explores the key factrs that make teams effectve andthe skils equiva til, strengthen and.» seaRcn ar counss Ininin the Duration: Approx. 2 hours. za Tiss an online product an for a single usee oO Ea | course price: £50.00 + £8.75 (VAT) = £5875 3 Would these courses be helpful for you? Where do the courses take place?HF Assessing training needs @s. Listen toa conversation between a train \gmanager and Sergio. 1 Which course does Sergio want to take? Why? 2 What do Sergio and the training manager disagree on? ex Listen again. Workin pairs. Student A: Listen and list the taining manager's arguments for online training on the lef ofthe table Student B: Listen and list Sergio’s arguments for face-to-face training on the right of the table. Online trai Face-to-face training Afterwards, compare your two lists and complete both sides of the table. ‘an you think of any more arguments for and against online training? + Do you agree with Sergio or his training manager? Giving reasons for and against orn Discussions ten agai ‘and tick the expressions you hear, Giving reasons for It’s great because One advantage is that Another good reason is. You're right, but | also think The other thing (reason) is that Giving reasons against The problem is that One big disadvantage with thatis . One argument against that idea is Idon’t think oo00 ooooo Work in pairs. Roleplay these discussions, Take turns to give reasons for and give reasons against. + Your manager wants everyone in the department to spend an unpaid weekend in the country on a team-building course. + Some employees have asked for flexitime and the opportunity to work from home, + The company wants to replace your English teacher with lessons on a computer MODULE 8 TRAINING | 7778 Eine -ing form and infinitive Look at what $ gio saysin listening 3.1 Sorry for being late. Someone needed to speak to me Anyway, Fve looked at those courses you suggested doing Match the underlined verbs to the explanations 1-3: 1 Use the -ing form after a preposition. 2 Some verbs are followed by the ~ing form, 3 Some verbs are followed by the infinitive form. ‘Complete these sentences from the conversation between Sergio and his t manager. Write the verb in brackets as an -ing form or infinitive Jing, 1 I'm interested in__. (do) both of them, 2 Itinvolv (tell) people what to do 3 So would you like______ (enrol) for both of them? 4 Yes, but I can't afford _ (take) any more time off this month. 5 Online means you train by __.____ (use) the Internet. 6 Oh, 1see. remember (do) something similar by post. 7 ‘The problem is that ld prefer ___(have) a course with other people in a room, 8 If do it online, [won't have the opportunity for,___ (network) with people. 9 IfT'm working at my desk I always stop __ (answer) the phone... 10 ‘The other thing is that ifyou want, (do) both courses it's cheaper ‘Some verbs can be followed either by an -ing form or an in| pairs of sentences and decide if there isa big difference in meaning. 1A: Would you lke to play tennis? B: Do youlike playing tennis? 2 A:Do youlike to eat out? B: Do youllike eating out? 3 Av They've started to advertise for a new receptionist. By They've started advertising for a new receptionist. 4. A:T stopped working there years ago. Bs 1 stopped to work on ths new project. 5 A: We prefer to stay at home during the week, B: We prefer staying at home during the week. Read this conversation, Underline the correct word. Manager Hi, Sergio. Take a seat, (1) Would / Do you like to have coffee? Sergio ‘That would be nice. Two sugars, please. Manager Oh /'m sony. | didn't remember (2) to ask/ asking for any this week. I only have milk, I'm afraid. Sergio No problem, I'l have it black, please Manager Really? I (3) can'tstand/ hate to drink it without milk. Anyway, about your course. We've (4) arranged / recommencted sending you away for a few days rather than doing it online. Is that OK with you? Sergio Sure. 1 always (5) prefer / enjoy to work with a group of people rather than on my ownDiscussing training needs 5 work inp: student As You are a training manager. You sent the memo below to all staf. Meet vith an employee to discuss which courses will be useful for him or her to attend. Use and roleplay this situ some of these phrases Which courses would you like .? Would you prefer? Do you want? Ave you interested in? How good are you at? How much of your job involves ..? Student B: Read this memo from your training manager and discuss which courses ight be suitable, Try to use some of these phrases: Td like.../ 1 wouldn't like . 'm (not) interested in Fm quite good at Tean't afford... My job involves To: All stall From: The wal ing manager Subject: Available training courses this autumn Please note that we sill have places available on the following one-day courses. Alltraining takes place in our training rooms. Please arrange to meet with me as soon as possible to discuss your needs and requirements in order to enrol you. ‘The courses are as follows: + effective selling + presentation skills sotiating by phone + cross-cultural awareness + team building «+ leading a project + spreadsheets and databases + computer skills 1 & 2 (building and maintaining a website) MODULE 8 TRAINING 79[UTES Showing you're listening know when someone is listening to you? ‘a good listener? How do you ‘2. Read this article about listening, In some lines there is one extra word, Write it at the end of the line. Write CORRECT if there is no extra word, 0 Women tend fo be very good at it, Men are usually the worse. Not doing __ 1 if might lead to confit but using if such effectively can jead bath sides 10 2 compromise and agreement. Listening, and more importantly, that showing 3 you're listening is one of the most useful skils as in business. Firstly. you 4 can use it to ‘coach’ and develop your staff by asking them questions _ 5 and for reserving your comments or feedback for later, Secondly, effective 6 listening means fo avoiding intecuption or formulating a response even 7 betore the other speaker has been finished. This con prevent disogreement. _ 8 Toke on angry customers on the phone, for example. A few simple phrases 9 0 show you see their few point of view will calm them down and moke : (0 them ready to be helped by. So next Hime you're preparing lo speck, pause ___ 11 end ask yourself: Heve | istened to them? Do they know I've listened? ae 80eo Good and bad listeners © 52 Listen to four conversations. In each conversa good or bad listener? How do the good listeners show they are listening? Conversation! GOOD / BAD Conversation? GOOD / BAD Conversation 3. GOOD / BAD Conversation 4 GOOD / BAD ion, is the other persona Read these expressions. Which expressions would you use to show you're listening? Let me check I've understood you. So what you're saying is... Is that right? Well, ofcourse the answer Let me just stop you there, 1 see what you mean. ‘That's interesting. Isee, Can [tell you what I think? Why do you think that is? Really? Well, what you need to do is oonooo0o00o0oo0 22 Listen again. write the number of the conversation after each expression in exercise 4. Which expression don't you hear? Showing you’re listening Workin pairs and practise using the expressions to show you're listening, Take turns to talk about the following topics for one minute. The other person uses the phrases to show they are listening. + Describe what you did after work last night, + Explain a difficulty or problem you are currently having with your work, + Complain about something you have recently bought. In Part Three of the BEC Vantage Speaking Test you have a conversation with the other candidate and the examiner. When the other candidate is speaking it’s important to show you are listening. Look at this task from the exam, Practise discussing the topic for four minutes. Use the expressions in exercise 4. Your company has decided to offer IT taining fr its employees. Your boss wants you to organise lt Discuss the situation together, and decide: + how staffwill be selected for the raining course + how to measure their achievement MODULE 8 SHOWING YOU'RE LISTENING.Linking phrases ing company: is letter, tn whieh paragraph clo you é {You work fora find out.. « the purpose of the letter? + what happened? | «+ what action the sender requires? Ist May Dear Mr Le Fevre Following the recent experiences of two of ny staff wit your tring cormpany. | have deca 9 Send You some feedback based on their comments cn tne 25 apr, they ztended o two-day computer course in cxeating PowerPoint presanttins, Howe¥er. ok the st day be taierarivd 30 minutes te ich vas Followed by 2 further diay due to @ room shone hoa rest ofthis early 90 minutes was missed. In adition to tis, my sta nform me tat te aprcach of 4 the tain was to let participants ‘iscover solutions to problems rather tran being to what 9 do Despite having ben very aise with your servis inthe pst | ay have 0 reconsider senting fT ne pr ouro. | woul be grateful to hear any cornments you have to rake ether by pone orn wring i ook ferwad to hearing from sou Neurs sno A tteneage ars A Heneage Human Resources| 2 Look at the words in bold in the letter. Write them into this table. LearningTip Cause and effect Contrasting [Additional information Underline any useful because of @. en) expressionsin the Nevertheless Furthermore etter which you 6) _____ Moreover would lke to use in your own writing (verb + ing) 3 Complete sentences 1-6 with a suitable word or phrase from the rable, __a problem with a product I recently bought Fam writing _. from you, | deere snains msledinginformation.________—8ivunsutl a for children ee ned dboutihistwtc before, youbave | continually taken no action to resolve the issue. | Fanner ging writen o hen, shehesroodved no ep | 4 Jowno ongor we yourservicesin the fare, mee wll are ractngur lanes to discuss pose gal con | 6 “____ further inexeases in your prices, we are changing supplier 22Responding to a letter of complaint 4 ©s5 Asaresult of Mrs Heneage's letter, Mr Le Fevre calls Fred Perrot, who is in charge of computer training, Listen to the call and make notes about the reasons for the problems outlined in Mrs Heneage's letter 5 Now complete Mr Le Fevre notes from exercise 4 reply to Mrs Heneage using the information in your Dear Mrs Heneage With regard to your concerns about the PowerPoint course on (21) _, Thave now spoken to my head of computer training and a5 a result Iam in a position to respond. Unfortunately, and due to circumstances beyond our control on that day, the head of training (2) _ As a result 8) aid he was somewhat late. For this L apologise, but because of this delay (4) Secondly, there was a room change which was due to the fact that (5) Finally, our approach to taining has always been based on a (6) _—— approach. Moreover, it has always received (7) Following this letter, I would like to suggest a meeting at your convenience to discuss any remaining issues and your future training needs A letter of complaint & Workin pairs. You will write a letter to each other and then write the reply. You recently stayed at a hotel. Your partner is the manager. Read the notes on the problems, «There was no record of the booking at reception — i waited 45 minutes. « The meeting roou was doubl meet clients in smaller room. «The towels were not changed 1n tHe bathroom ooked ~ had to overnight — room service said This was hotel policy based on Yenvironuental reasons’ Write a letter to the hotel manager (your partner). Write 120-140 words using appropriate linking words or expressions. Swap letters with your partner. Now you are the hotel manager. Write a reply to the letter. Respond to each complaint, again using appropriate linking words or phrases. MODULE 8 SHOWING YOU'RE LISTENING | 8384 (Spee bans Brac “© Read through the whole question. + Think about the kinds of words or phrases you ight hear foreach item, + Remember that you hear each listening Listening Test: Part Two in this Exam spotlight you will look at Part Two of the Listening Test. 1 Look at the instructions from the exam on the opposite page, then read these statements about what you are expected to do, One of the statements is false (F)- ‘Which one? 1 There are two parts to the question.T/ F 2 Each part consists of six recordings. T/ F 3. Youhave eight items to choose from. T /F 4 ‘The eight items are all on the same theme, eg job ttle 5. You will nt use three ofthe items. T/F places, purposes, etc. T/ F 2. inthis part of the exam, you wil always need to take into account the following. 1 What isthe purpose of the speaker? What is his / her alm? 2 What is the role (job, position) of the speaker? 3. What opinion is he / she expressing? 4. What key vocabulary does he / she use? “This is what the two speakers say in the recordings for questions 1 and 6. Try to angwer the four questions above for each speaker. 1 ‘Actually it didn’t tell me more than | already do. suppose the parts on how to answer questions and working on convincing people was OK, But how to stand and when to use your hands seemed a bit excessive, And when he talked about visual aids 1 wondered if everyone else thought it was as pointless as me. Hi Joe. I'm just phoning to say I'll be in at three ‘o'clock as planned. they had said there would be problems on the planes because of a strike but it seems to be OK now so I'll see you tomorrow, 3 ©2405 Nowanswer the exam questions.PART TWO. Questions 1-10 Section One (Questions 1-5) You will hear five short recordings. For each recording, decide which training course the speaker is referring to, Write one letter (A-H) next to the number of the recording, Do not use any letter more than once, You will hear the recordings twice. 1 ‘A Managing teams B Using PowerPoint 2 € Sales on the telephone 2 D Effective presentations E Doing business with other cultures 4 F Report writing G Marketing on the web 5 H interviewing and staff selection Section Two {Questions 6-10) You wil hear another five short recordings. Each speaker is on the phone, For each recording, decide what the main reason for the calli. ‘Write one letter (A-H) next to the number of the recording, Do not use any letter more than once. You will hear the recordings twice. 6 A tocomplain B toexplain a delay bias to.ask for information a D to confirm arrangements E toreport on plans | F toask for confirmation G torequest help 10 H to speak to someone else MODULE & EXAM SPOTLIGHT 8sMODULE 9 BUSINESS TOPIC Branding [ whatis your favourite brand of + coffee? + soap? + clothes? your choice Tell your partner and explain why you choose that particular brand. affected by the colour, packaging, advertising, price, logo? Do you ever buy a product or service because of its smell? 2 Read the article on page €7 and write nthe correct letter, A-G, for the missing phrases. A. where the odour of waffle-cones were rel an out-of-the-way ice cream shop B that his grandmother used to make © which typically includes more than six smells 1 whose recently-intioduced cel phone keypad was lavender-scented E when it began twelve years ago sased into the air to encourage visitors (0 why $0 many companies are now associating brands with a scent G who walk around reception will get a whiffof a chocolate chip cookie Discussing branding 3 to complete the sentences below about what you have read, Tell your partner what you think, «+ One thing that interests me about this is + One thing that surprises me is. «+ One thing that [find hard to believe is 4. what smell could you use to brand the following? You can use the suggestions In the pictures. « your company’s product or service «+ your schoo! or college + anew range of clothing «+ bicycles: «+ language course4 shoppers yi hope they Inside and waves it under his nose, ie ls of sugar des! Added 10 this, the hotels have just think — started selling white tea-seented items, cookies is only one of including $36 candles, e ‘Deubletree Hotels guests 2) ==. or the cherry smell trom billboards And. Proctor and Gar e oe @ new shampoo from MODULE 9 BRANDING 8786 Gunes Relative clauses We often add information or more detail to the main clause of the sentence. For example, the speaker may want to say what type of company he works for: ScentAir is a campany which sells scents. Main clause Relative clause Complete the defining relative clauses in these sentences with a word from the box. when where why which who whose 1 “The new product _____ goes on sale next month isn’t ready ye. 2 ‘Jhe turnover was just under half a milion ___it was first founded in 1985. Now i¢sahundred million. 9 ‘The people _ work for us are all highly qualified +t We like to think we're a supportive company __staffare loyal. 5 Let me explain some of the reasons __ we're making these changes 6 ‘Thecompany ___{ used to works closing down, apparently Underline the two relative clauses in this extract from a report, We're a Swedish company which has controlling shares in three subsidiaries and a laage stake in one smaller division, itis recommended therefore that we focus our financial interests on the smaller subsidiary, which incidentally is also based In Sweden. ‘Work in pairs and answer these questions about relative clauses. 1 Whieh relative clause - defining or non-defining.- adds necessary information? > Which relative clause ~ defining or non-defiming ~ adds extra but non-essential information? 5, What punctuation do you need with a non-defining relative +t Looleback at the relative clauses in the article What's dhat smell? Which are defining and which are non-defining? 5 In defining relative clauses you can replace which or whowith another pronoun. What is the prone use? ‘Add the second sentence to the first using the word in brackets. 0 (which) | work fora large multinational based in Sydney. We employ aver three thousand people. Iwork for a large multinational based in Sydney which employs over thre ‘thousand people. 1 (iho) Let me introduce you to David. He's the ditector of our company. 2, (where) This is the main factory, We produce car parts 3. (which) Thisis our latest product. | so our biggest sell: 4. (when) The company had a tumover of about a million eurosin 2004. 1 was founded in 2004, 25 Complete the relative clauses to make sentences about you. + Lwvork for a company whieh «+ I study ata college / school that + The best kind of boss is someone who + first applied for this job / course when + In the future 1 like to work in a country where «Js the reason why 'm studying English. & Combine the two sentences, using a non-defining relative clause. jocolate chip) 0 David Van Epps selis over 1,480 fragrances. His favourite smell is cookie. David Van Epps, whose favourite simell is chocolate chip cookie, sells over 1480 fragrances, 1 My company has offices all over the world, I's based in Sydney, 3. The man called this morning to see if we had bis briefease. We found his briefcase Tast night 4 ‘The report isin your in-tray. I've just finished tt UMMM 7 es choucionry brandsn chin. tachtineconcns one misao (lung punctuation). Correct it Chinese luxury obsession _ A) 0 When thatmany people visit cites in China, they ate still suprised to see the luxury 4 00 branes ho normaly fill he fashion boutiques of New York and Pati. Buin a 1 country which more and more young people have become big-spending consumers, 2 the world’s top brands attract nventy- and thrty-somethings wha, in a recent survey, 3 say they wari seize every opportunity to enjoy life" Take Miss Yu, who's monthly 4 salary is 5,009 yuan working sa jours. She regulanly stops bythe boutiques where, i, She explains the reason when: ‘T think a bag worth 10,000 yuan 5 you ean fn Lous Vaiten or Ou 6 is mote suitable for me than 100 bags at 100 yuan each.’ And her fashion collection, whose includes 7 names such as Chanel, Burberry and Prada, is far from unique in a country why the proportion, 8 of luxury goods purchased nowadays, is 40% compared to only 4% globally MODULE 9 BRANDING | 29Getting through PETA tomated voicemail systems L Doyouageee with the views inthis articlet What does your partner chink? Study the graph, AC what stage (10-0) would you normally hangup? Text messages interrupt our lunch breaks and pointless emails ill our inboxes, bt a recent survey says that the majority of people rate ‘utomated voicemail systems and the lack of a human voice on the phone ‘as modern communication’s worst invention. ri. Lan, ee | | jo ans’ kee a i= XA bo Sai ‘ona scale of 1-10, how inhumane can an automated voiceral system be? 2 © ox Listen to someone dealing with an automated voice system. 1 Whats the name of the company? 2. What number does the caller press? 3 Which stage of the graph does the calter teach before he pus the phone down? 3 @s2 Another person speaks to an operator at GH Loans Customer Care. Complete the form below with the caller's information. GH Customer Care Callers name: (1) ‘Account No: (2) Date of birth: (3) —_______—~ Enquiry: THe caller paid part of a) _ but it hasin’t appeared ? It was for the. on the ( amount of (6) eee Action: call her back on) () 90.Seen Telephone words | 4A © 2.1.22 Replace the words in bold in sentences 1-10 with | the box. Then word or words from (en again to the conversations from exercises 2 and 3 and check. suit call /back bearwithme So that was put / through hold unavailable take take one put /on hold AlLofour operators are currently too busy to answer your call, Please wait, 2 3 Could you connect me to someone 4 Wait a moment, please. 5 Can I write down your name, please? 6 Can you wait for me fora second? 7 I'm just goingtomake you walt, 8 Can Tgetback to you? you 9 Let me read that back to you. It’ zero one seven, two double fo three nine two nine. 10 When would be convenient for you? 5 We often use phrasal verbs on the telephone. Notice how the position of the object can change with different types of phrasal verbs: (1) The object separates the verb fiom (3) The object can separate or fallow the the particle: phrasal ver: Can you put me through? (7) Can you pass on this message to him? (7) ‘Can you put through me? (X) Can you pass this message on to him? (V) @) The cbject follows the phrasal verb: (4) And note that some (intransitive) phrasal Can you bear me with? (X) verbs don’t take an object Can you bear with me? (7) Speak up! I can't hear you. (7) Speak up you! (X) Write the missing particle from the box in the correct position to complete each sentence. ‘there might be two possible answers. back on back up on out up forward back -down- 0 Please don’t puifthe phone down Let mé call you later, Let me read that to you, 'm Justlooking his number on the computer Do you mind if we put the meeting to Tuesday? We'll bring the schedule by @ week Hold a moment, Sorry, the battery on my mobile is about to ron Sorry, he's tied with something at the moment. Can I help? 9 {'m just putting you hold fora moment. ETC Making phone calls 6 Work in pairs and practise making some telephone calls. Try to use some of the expressions and phrasal verbs on this page. Student A: Look at File9.1 on page 127. Student B: Look at File 9.2 on page 132. MODULE 9 GETTING THROUGH | 9192 You will have about ‘three minutes to discuss a similar question in the final part ofthe Speaking Test Email marketing 1 Do you often receive these kinds of email in your inbox? Do you open or delete them? 609 2 Become an online marketer ~ TEACH YOURSELF IN JUST 2 HOURS! IRAPORTANT | Ear Profits. Withaut Doing Anything ~ nw teuning requized 2 Read this a eno le about anem il marketer and answer question Every month 7,000 people receive email newsletters from Dr Mani Sivasubramanian, In glorious italics, capitals, underlining and bold, the subject lines shout: Explode Your Online Marketing Profits ~In Just 14 Days!’ or IMPORTANT Eam Profits Without Doing Anything Different! But before you delete this spam from your inbox, Dr Mani, as he prefers to be called dives online help and advice about mnarketing as well as working as a paediatric heart surgeon in Chennai, India. He donates up to 50% of his profits from selling marketing ‘expertise to the Children’s Heart Foundation, which he created to provide heart surgery to poor Indian children, Sivasubramanian frst disoovered the Internet as a surgical student in 1996. Two years later, he started selling medica information online. Later he realized he could pass on his onfine marketing expertise as well - which he does niow in fourteen different email marketing newsletters, with ips on tow to become an online marketer. Last year he ‘took home $250,000 from his online work, while still working up to 50 hours a week at the Institute of Chile Health and Hospital for Sick Children. His foundation took about '§10,000, wnioh has helped to pay for thirteen surgeries across India 1 Why does Dr Mani send email newsletters? A To give medical advice. B To give marketing advice. € To advertise hls charity, 2 In 1998, Dr Mani A started sending marketing newsletess. B started selling medical information. C set up the Children’s Heart Foundation, ‘The quarter ofa million dollars from his marketing work... A were his earnings. B went to his foundation, paid for new surgeries. Now you have read about Dr Mani, would you open or delete an email from him? 4 Workin pairs or groups of three. Your company or place of study is planning to publish a four-page newsletter once every three months as part ofits marketing strategy. You have been asked to help with the planning, uation together and decide + what kind of articles and features the newsletter will contain. + who the readers of your newsletter will be and how it will be delivered; for example, will it be sent by email? Discuss thesCorrecting and rewriting 5 Read these guidelines on using email at work. Complete the text with words from the first five lines of the article about Dr Mani on page 92. 1 Always check your __for correct speling, formality, grammar and punctuation betore you send it. 2 Do nol use People wil think you are SHOUTINGH! 3 Do not open li may contain a vitus. 4 Avoid merking ail emails ‘Urgent or 5 Use a meaningful line which is shor and clear. 6 Don't lel your_ il up. Repply quickly. & Workin pairs. Think of two more useful rules for emails. Compare them with the P restof the cass. 7 Which of the rulesin exercise 5 were broken by the person who wrote this email? IMPORTANT! Telephone me back as soon as possible as I'm going out tonight Hiway ‘recieved youre message on my voicemsil this morning which was about next weeks brand development meeting, When I called back you were unavaitabe. | am delighted tollet you know that | will be able to participate. Please find attachment the latest proposal from Scent Hook forward fo see you then Yours faithfully a 8 Workin pairs and re-draft the email, MODULE 9 GETTING THROUGH | 9394 Guna Sure Geared Eu Before you try to answer, read the exam question and decide ‘+ What type of business document do need to write? (letter? fax? report?) What is my role (job) in the scenario? * Who am I writing it for /10? + Wat information from the visual material and handwritten notes is essential? EXAM SPOTLIGH Writing Test: Part Two “There are two parts to the Writing Test, In Part Two you must write 120-140 words in the form of busine ‘orrespondence, a short report or a proposal. "To help you write, the question will provide visual or graphic material which may have ‘handwritten notes’ on, Now answer the exam qu Did you «use the correct layout for this type of writing, eg a letcer with pos addresses, report with headings? use fixed expressions such Iti recommended that ..? 18 look forward to hearing from you, ‘use cohesive language and linkers: Firstly, .. asa result of this use between 120-140 words? use an appropriate register, eg formal or informal language? bandwritien notes? ide all the key information from dhe visual information and «+ use sub-headings and paragraphs’ «+ check carefully for any mistakes at the end? tion. Use this cheeklist to help you write your report. aq o000 o agPART TWO ‘You work for a market research company, Your client, a soft drinks company, wants to launch a new flavoured drink. You tested two possible flavours with focus groups, You also asked people to compare normal and diet versions of the two drinks. You have been asked to write @ report on your findings and make recommendations to your client, Look at the graphs below showing results, on which you have already made some handwritten notes. ‘* Then using all these handwritten notes, write your report. + Write 120-140 words. 9% Strong 119% Medium am preference Cherry flavour 7% Ho —~ comment sayoh higher than for straniberry flavour Strawberry flavour 32% Very positive 59% Strong dislike oe Comments included too auch sugar’, flavour doesn't taste reat” 9% Medium preference Diet / normal versions wite bar = normal version ark bar = det vasson es suonwarise 109 these i LZ diferentes ao focus group preferences for % the norwal andl diet versions Chetry Strawberry MODULE 9 EXAM SPOTLIGHT 9596. CHINES eels: Management [What do you think are the main reasons for Maden last ewenty-five years? Compare your id continued success over the \s with the article below. HOW MADONNA MANAGED donno Louise Ciccone Ritchie is @ dynamic business jwoman who hos succeeded in he competitive world of the music indusiy. How has Madonno achieved her success? ‘And why shouid we care? Well, if we want to succeed in business, we can learn o great deel from the five dimensions of her svccessul srotegy. Vision Since high school, Madonna has set herself «clear forget 0 become the world’s number one femcle performer, If she hadn't set out with this vision, success wouldn't even hove been @ possbily Fitms too must have @ vision of where they wa! fo go and how to get there. (N) Understand the industry Madonna wes one ofthe world's firs! ors to bring the focus group approcch Yo the music industry. In mid2005 she portrered wth DJ ond producer Siuort Price fo test tunes {without vocals in nightclubs around Europe. The reaction of the dancers wos fined and used to determine the rocks for Confessions oa a Dance Floor. (2) 2 choose the best sentence A-P to fill gaps sentence. Exploit your competences, address your weaknesses ‘Another important element in Medonna’s success hos been herosityto vecognise herowin competences ond weaknesses Vory eady on in her career Modonnc realised that neither her dancing nor voice were sirong enough on their own, She fnew that if she teamed up with the righ! people such as Michael Jockson’s manager, Freddie de Mann, she'd fil in the gaps. (3) Consistent implementation Madonne isn the product of any music company ~ her success is down fo her own sheer hord work, Most of her tnteriinment inlerests have been owned or operated by her ‘um componies. Likewise in industry, planning 0 skolegy i sy. Continuous renewal The lequent reinvention of Madonna's sive and sound hos always rellecied an acuie owareness of chonging styles, Sceiel norins and attitudes in @ rapidly changing industry. ‘51 5 in the article, There is one extra A. Likewise, if companies or managers renew themselves, they last langer than those who don’t. B Similarly, companies andl managers need to develop the right contacts. C But the difficulty for managers is how to implement it D Inthe same way, managers must also investigate and develop akeen understanding of their client’s needs and wants. Similarly, managers who don’t set career goals will miss opportunities. F- Managers need to attend training courses to lear how to manage. 3. Workin pairs, the sentences in exercise 2 all give advice on how to be a successful ‘manager. Think of two more pieces of advice for a manager. Tell the class.Verb + noun combinations Combine the verbs on the left with the nouns on the right. Draw a line between the words. There may be more than one possibility in some cases. succeed in business plan - success achieve weaknesses set great deal miss targets recognise an understanding lea — astategy develop opportunities Now check your answers by finding the combinations in the article and sentences A-Fon page 96. w Read about a company called MusicToday. Use some of the verbs in exercise 4 to complete this article, Change the form of the verb where necessary. LsicToday was originally founded by Coran managed by MusicToday. Access to fans also means MusicToday CCapstaw and set up to help music artists _provides clients with data which will help them to who had (1) ———— (6) _____. for example, where to tour making popular music but were ‘ext or how to advertise their next album. The company now @ ‘the opportunities of has over 700 clients ‘merchandising and reaching their fan base. Having (@) —______agreat deal trom nis fates ceden ee cassia i eaptaaatateet ee ee eran Sea erasun peat ch ere Trae sot iiaasl er iret es ble eta uk glng eee Bie Hevoveab ear ebnsen a at Halide ads (5) _________ the potential for bands ta Cas (a ReSenEU SIG lcciatoe Hesatl Sha aleenihuc aa aleoie: era \ . " SLIVE: a> ee & Workin pairs. Cover the article on page 96. Make sentences about Madonna, companies or managers, using each word combination from exercise 4. MODULE 10 MANAGEMENT | 9796 EReueus Conditionals Read sentences A-E. hey are all examples of conditionals. Choose the best sentence to answer each question 1-5. A B c 1 2 3 4 Ifcompanies or managers renew themselves, they last longer. fT were you, 1d team up with a partoer. Ithe’d set out with a vision, success would have been more likely. D Ifyou want personal success in the business world, you can learn a great deal from Madonna Ifyou set yourself career goals, you'll have greater opportunities, Which sentence is about the past? _ Did the action happen? Yes / No Which sentence describes something that is generally tru i Which sentence refers toa future posstbility? 2 Which sentence gives advice? _ In which sentence is will replaced by another modal verb? Complete this text by writing the verbs in brackets in the correct form to make conditionals. Add a modal verb ifnecessary. Advice for new managers TD Work to your strengths. if you 5 bring someone in on your team who can. 2. when everthing becomes routine, it tne co ask; Whee (happen) if we tried Ica diferent way” 3 iryeu (wane) everyone to like you all the ee, you should have gone into management. Dont gve your peope targets unless you reached. __ (not do) something, (know) they can be Ifyou aren't prepared to take risks and fal, you (not succeed). you {know} the answer to every problem, then you wouldn't ‘need a team, But without a team, you'd have no one to manage! When you make a mistake, ask yourself what you — (do) differently if you'd known, This can be more important than getting i right first time, LearningTip 3> We often use if clauses and conditional forms to brainstorm and discuss new Vien we give aie, | we often say i were you instead of 7 | was you ! ‘each sentence 1-7. Iflwere you, I'd ‘What ifwe were .. eet ‘Would it make eny difference Twas wondering ifwe ‘What would happen if we How about if... Unless we jdeas. The sentences below are from a meeting. Choose the best ending A-G for A to bring in some outside consultants? B ty this out, we won't know. redesign the website. 1D changed our wholesaler? E could change our approach F the price was lower? G we sold itvia the website?| i i | MUSIC REVIEW Soundblaster: TALK TO THE WORLD Racord label: ANT St It was always going to be a fough challenge (0 equal the phenomenally suce Believe but after three years. of waiting you would have expected ting: Ko wee ful Hear to Case study 4 You run a management consultancy which gives advice to businesses on how to remain successful and competitive, You have been approached by the musie group soundblaster who would like your consultancy's advice. Study this information about them and list their problems: ‘omething more original from appeal to the band’s core Fans. It you feel they are stil living in 2003, Soundblaster’ third studio album, has the sime funk guitar sounds both in ns of music and Talk to the World will of course and disco rhythms but by the end appearance | satseraencnmee ony cD Sales ‘nee Yours 2001 Soundblaster 2 3.5 million copies | z 2003 Hear to believe 5.1 million copies alla 2004 Soundblaster Live 3.1 million copies jue > 2007 alk to the world 2.9 million copies Rouuotd 5 ‘The band are now planning to record and launch a new CD. They want your consultancy to prepare a report on how they can improve on their success. Hold a brainstorming meeting with two colleagues, with the following agenda: 1 Define a clear target for Soundblaster 2. How to develop the band’s brand 3. How to develop the band’s music and attract new fans, 4 How to inctease sales of music and merchandising such as Tshirts, posters, et. 5. Prepare presentation of your strategy for the band. ‘Work in groups of three. Read about your roles and start your meeting, Try to use some of the expressions in exercise 3 on page 98. Student A: You are an expert in brand management. Look at File 10.1 on page 127, Student B: You ate an expert in market research, Look at File 10.2 on page 132. Student C: You are an expert in product placement, Look at Bile 10.3 on pa 6 Join another group. Take turns to give your presentations and ask each other questions about your strategy. A report on a meeting 7 Write a report of what you decided in your meeting and recommend your strategy tothe band, MODULE 10 MANAGEMENT | 99Solving problems Problems and solutions 1 © 104 Listen to Linda telephoning her manager. 1 What is she in charge of? 2 What's the main problem? 3. What does she want her manager to do? 2 @ 104 Listen again and complete the notes on the message pad. RAKAARK AAAAK A AKA WA Linda called frow the (1) “5 a problem, The @)____ for the of the building have arrived but of thew don’t #1. They are ()_____ centimetres t00 wide. She thinks ‘the fault is with tie (6) @)______.. Please (8). as soon as possible, not the 3. study this flowchart showing ways to solve a problem. 1 2 3 4 5 What isthe py What sone py Whats anaher What are the ros and Whats the problem? possible solution? possible solution? cons of each solution? best solution? © 10.2 Roger calls Linda back to discuss possible solutions to the problem with, the windows, Listen and answer the five questions in the flowchart above. 1 2 3 4 Solution A: See Solution B: ooo 1004 © i0.2 Lookat the list of expressions below for discussing and solving problems. Listen again and tick the expressions you hear. Solving problems Stating and prioritising the main problem is We can worry about... ater “the main thingis to find a solution, Let's start by... Considering options What ate our options? | ‘One solution would be to Itwe do / did... itwill / would... | My other idea is to Id have the advantage of, I On the other hand ‘The disadvantage might be ... One alternative is to Agreeing / Disagreeing Good idea. / I agree. Ym not so sure. / Idon't think it'll work, O00 OOF 00000 oooo Discussing problems 5 work in pairs. Make a series of telephone calls to each other in order to solve these problems. Follow the flowchart on page 100 and practise using the expressions above. Problem 1 ‘The new office furniture has arrived but it doesn’t fit together. You don't know ifit’s the fault of the designer or the manufacturer. You need the offices ready by tomorrow. Problem 2 ‘You want to promote your company more widely without budget, Problem 3 ‘You need someone 1o manage the warehouse. You could elther contact a recruitment agency or promote someone within the company. creasing the advertising MODULE 10 SOLVING PROBLEMS | 101102 Reread Managing Projects Here are some word combinations that are often used when managing projects. Decide if you think the phrase could be positive (+) or negative (-) or possibly doth (+/-). outoftime (-) intime( ) ontime() within budget (_) over budget() under budget() onschedule(_) behind schedule( ) ahead ofschedule( ‘The manager of a music management firm is planning ticket sales and merchandising for a band’s next tour, He sends this email to update staff on plans. He has attached a Gantt chart. (This isa management too! often used for planning.) Fill the gaps (1-9) in the email withthe words from the box. in behind over in on in within in ahead 298 2 ‘Subject; Soundblaster Tour Dear Ail Following on from my initial meeting with the client last week, I ean now confirm that the schedule (see attached chart) will extend (1) __ the first six months of next year (from Jan to June). Please note that the client will announce the tour (2)_____ January 28th. In order to be (3) for ticket sales we need to have the tickets printed during the first half of January, Secondly, planning and design for merchandising such as tour T-shirts needs to begin (4) March. This isa little earlier than normal but I'd like to stay (5)__of the client’s schedule to be safe ~ you know how they change things at the last minuto and we're all suddenly (6) _ 180 that we are (7) _ time for the start of the tour, the merchandise needs to be delivered to all retailers and concert venues (8) _ the two weeks prior to the start of the tour. So, approximately by June 18th. The client has also asked merchandising to stay welt (2) the budget of the last tour. As a result ofthis, we won't be selling anything except the basic package of T-shirts, and badges. Let me know if you have any queries, ime JAN-FEB MARCH = APRIL. MAY JUNE Tickets printed Printed aa announced @ en UTE sale pe doer EERE merchandise Merchandise to — be delivered Tour starts BagCause and result es are useful to express the cause and result of the email on 3 ‘the folowing words and p! actions and decisions, Find four more: ilar words or phrases i further to /___ so that /_ Seco due to /because off therefore /__. = An email 4 two days later, the manager sends another email to all staff informing them of ‘changes. Complete the email with phrases from exercise 3. To: All Staff ‘Subject: Update on Soundblaster tour (ty my email the other day, the client has informed me of certain changes to the schedule, though we can still start work in January. The tour dates will now be announced a month later and the tour starts two weeks earlier. This is (2) __ a the sales period, which they feel is unnecessarily long, and because two dates have been added to the tour. (3) stay within tho planned schedule and not run out of time, we will now need to bring the delivery dates for any merchandising forward by two weeks. ‘The period for planning and design doesn't need to change (4) we have no problems with that, Itjust means we need to be on schedule for the middie of April (5)_________we are not iate for delivery, 5 Using the information from the email in exercise 4, draw the new schedule on the Gantt chart in exercise 1. 6 imagine you are the manager of this project. Write another email aweek later to all stafi. + Explain that the tickets will be printed by the end of January, + Tell them thar the client has increased the merchandise budget so we can include hats and scarves. + Thank staff for their patience, MODULE 10 SOLVING PROBLEMS | 103,EXAM SPOTLIGHT Listening Test: Part Three ta Pat thie ofthe Listening Test yoinen tote longest recor The ecowdingis "usually an interview, conversation or discussion with two or more speakers, ora presentation or report with one speaker, Eero 1 Look at the instructions for the Listening Test on page 105 and answer the following questions. 1 How many speakers will you hear? 2 How many questions will you answer? 4 How many times will you hear the interview? ‘Read the question Y 7 carefully before 2. inthis part of the exam, the content may include any of the following. Which three listening. do you expect to listen for in this question? + Before you listen, Lode go think about what oanlen a might be the mest + etitictsm a litely answer to some + reports a ofthe questions. + descriptions of problems] + Don't just listen out for facts. Also listen 3 © 105 Now listen to the recording and answer the exam questions. After you have for the speaker's listened once, play the recording again. feelings and opinions ‘Use the time between the two listenings to check your answers carefully + if there's one ‘question you can't answer then guess! Don't leave a blank * answer 104i | PART THREE Questions 1-8 ‘+ You will hear an interview on a radio programme with Dede McGee about becoming @ manager. ‘+ For each question 1-8, mark one letter (A, B or C) for the correct answer. + You will hear the recording twice. 1. What is the first problem that Dede McGee points out? A. That too many people want to become managers, B That many people aren't serious about being a manager. € That many people take a management job without thinking it through, 2 The transition to manager can be difficult because, A you don't solve problems any more. B your old colleagues want to spend time with you. € you might be in charge of your old colleagues, 3. New managers should avoid A socialising with old colleagues. B criticising the company, € pleasing employees. 4 To become a manager, Dede thinks you A should talk to your current manager. B shouldn't talk to your manager because you might be seen as a threat. C should apply to a new company, 5. Whenever they have the opportunity, potential managers need to A take on new responsibilities and attend courses. B tell other staff what to do, € try and take over thelr boss's job. 6 Dede McGee says that the main reason for networking isto get A abetter job. B ideas, © friends. 7 New managers can become frustrated because A they don't have time to get their work done. B they spend less time working at a practical level € they spend too much time complaining. Her final piece of advice is to ‘A model yourself on your old boss. B identify and build on what you are good at. show staff that you will make changes, MODULE 10 EXAM SPOTLIGHT. 105MODULE 11. BUSINESS TOPIC Ethical economics few L the two photos below show the beginning and the end of the process of making coffee. Work in pairs, How many stages can you think of in between to complete the process? 2. these four visual aids refer to the economics of the coffee trade. Read the article on page 107 and write in the missing facts and figures in these vistal aids, EXPORTS 10% = OTHER. £3 / Only (1) _ goes tothe grower — 90% = 17) Key facts: Ethiopia @ rillon people in colle wade $1.30 0) of GDP $125 5 ence = o labour’ pay pe “4 pence = a labourer’ pay pe day si20 sts Coffee Shop Outgoings sia Salaries £115,000 $1.05 rc) £65,000 abe (6) ______ £20,000 Overheads £80,500 World $1.10 Fairtrade (8) $ 3 Write in the correct letter, A-F, for the missing sentences to complete the text. ‘There is one extra sentence. ‘A This process atone adds at least 50% to Its price. B Here, coffee production is the staple crop for many millions of growers. ‘he only bit controlled in the Fairtrade system is the price a farmer is paid for produce. Coffee is the second most traded commodity in the world after oi E Ie guarantees to pay growers a fixed proportion for their coffee, which is above standard market rates, F Local council taxes add another £25,000 to that. 0 106Coffeenomics: the true cost of our caffeine addiction be next time you hand over £3 for your deluxe T ‘cappuccino, ask yourself how much the roasted beans thae went into that cup really cost. For your average cup of coffee, the producer receives roughly 10p — thats about 3.5%. This disparity is causing concern among some charities who believe that the excessive profits of coffee shop chains come at the expense of valnetsble coffee producers in countries like Eshiopia, Kenya or Latin America, (1) For example, in Ethiopia alone, 15 million people depend on the coffee ‘rade, which constitutes around 50% of the counery' gross domestic product (GIP) and 99% of its exports. The wel paid t0 labourers who pick the beans and work on firms is about Stlp a day: So where do the added costs come fiom? According t0 experts by the time ir is consumed b a coffee shop, the bean may actually change hands up to 150 times, each time facing a mark-up as it is wansported, voasted, packaged and sokl, (2) __ 10% in export costs with freight and insurance b Merete usin our homes oF in ‘Then another Importer cakes over, Finally itis sold vo us in a coffee shop. and running a coffee shop is not cheap. Por example, ake your typical coffee shop sn a shopping precinct, seating 75 inside and 50 outside. The rent is £65,000 per year plas a service charge of £20,000 a yeas. (8) ____. In other wonds, even before adding staffing costs and overheads, setting aside an amount for redecoration and maintenance oon the property, this particular coffee shop needs to sell a mnininwum of $0,000 coffees a year, or 200 coffees a day. Factor in dhese adeltional costs and we are probably talking, about a break-even total of 400 coffves a day. However, irrespectin nd up paying or the reasons why the reality is thar growers chemselves see only a Gny proportion of that amount. Organisations lke Fairtrade da try to make a difference. (4) For imple, farmer selling 2 pound of Fairtrade Arabica coflee is paid $1.26 compared to the world masket price of $1.10, a pound. The Pairuade price also includes 5¢ which is ity projects. Many shops and cotive bars do now offer Fairtrade coffee to customers alongside their standard offering, but not all of thac inflated price goes to the grower. (3) After that, mark- ups axe determined by the retailers and middlemen, That sad, ac least Fairtrade is one small step thac does help farmers ‘ofhow mach we invested back inte, comm price for their products Financial and trade terms 4 Match these definitions to the words in bold in the article. 1 People who handle goods between the producer and the retailer, 2 Alarge difference (in price, for example). 8 Be bought and sold. 4 Cost of heating, lighting and electricity, 5 Take items into account to calculate costs, 6 ‘The amount needed to pay costs before profit 7 ‘The amount added to the product when itis sold. 8 Goods which ate transported by ships, planes, lorries, etc. 9 ‘The otal value of goods and services produced by a country in one year: 10 Organisations which help and represent the interests of a group of people in need. The economics of your country 5 Workin smait groups and discuss the following questions about each of your ‘countries. Ifyou don’t know all the answers to the questions, (ry to find out for the next lesson and prepare a short presentation, 1 Is there a large disparity between rich and poor in your country? 2 Doyou think the disparity between poor and Should itbe controlled? h countries can be conwolled? 3 What are some of the biggest charities in your country? De they have much influence over your govern ent and businesses? 4 What are the most important produets and services for your country’s GDP? MODULE 11 ETHICAL ECONOMICS 107108 Eines LISTENING Articles 1 write in the missing articles the, a, an, or 0 (the zero article) in this text about Fairtrade. 0) Fairtrade is (2) international cerlification mark used in 21 countries os (3) marketing iniative to help developing nations, Britain has (4) _ largest Fairtraile market in 6) the lost five years. The organisation is also strong in {7) Netherlands, where Fairtrade fist started, and in Switzerland and world, which has seen (6) _ ‘amazing increase over Scandinavia. Originally started in 1989 as (8] ____ scheme to help poor producers, (9) Fairtrade Foundation was established three years later. Now there are over (10) ______ $50 certified producers representing over one million farmers in 52 countries. Fairtrade 2. Can you buy these Fairtrade products in your country? Would you buy these products even if they were more expensive? Why? Why not?3 Go Listen to an interview with lan Bretman, the deputy director of the Fairtrade Foundation. Choose the best ending A, B or C for each sentence 1-8. 1 the Fairtrade Foundation began in A 1989. B 1990. © 1992, i ' 2. When the United States withdrew from the international coffee agreement, the 1 price of coffee decreased by A 50%, B 05%. twenty milion, 3. One way Fairtrade helps farmers is by giving advice on how to A diversify by growing other crops, B produce more coffee. € be profitable in a global market. 4 One of Fairttade's main messages to governments is that A trade can be managed more effectively. B economic growth is the best strategy they must invest more in producers. 5 Ian believes that Fairtrade and free trade A cannot both exist. B can operate together, ate basically the same thing, 6 Even though a country may increase its wealth through business, this does not guarantee A it can compete internationally B everyone receives the benetits € social justice 7 Ifproducers are successful, they will also A\ invest in the economy. B become the people who buy products. C be able to supply more cafe. 8 As well as improving its public image, a Fairtrade company will A sell more. B attract more talented staff. C attract well-informed consumers. EN 9 Giving reasons and benefits 4. A cofice shop in your town is thinking of selling Fairtrade coffee, However, itis concerned that this may be more expensive. Imagine you and your partner work for Falntrade. You are going to try and convince the coffee shop to use coffee from your producers, Discuss and prepare: «+ alistof reasons why the coffee shop should change + alist of benefits forthe coffee shop, its steffand its customers. Afterwards, present your ideas to the rest of the class. MODULE I1 ETHICAL ECONOMICS | 109BUSINESS SKILLS Discussing trends EXT A ternative energy sources 1 with some types of energy running out, countries are looking at alternative ways of producing energy for the future. To do this will require financial investment. Which, of these would you invest your money in? Explain why. CEE 2 Nore se arte on the nestpage aboutinvestingin sla power: Choose the best word A, B, Cor D tofill the gaps 1-1 1A do B make © have D give 2Aof Bin C by D for 3 A sector B company C department division 4A dollars B cash © amounts D profits 5 A shop B share C personally D publicly 6A sell B buy C invest D grow 7A by Bin on Dat 8 A report B charge © deal D responsible 9 A concems —_B personality © problems D difficulties 10 A than Bas C50 D more ILA Although -B Nevertheless Despite D Moreover 12 A ever B always C fest Dito 13 A move B go C push D continue 14 A where B why C who D when 16 A begin B first C start D money= = HOT INVESTMENT MONTHLY (11) __, events are changing in a way that may encourage all investors, First, of course, there are Fising petroleum prices and no one really believes the 5 cost of natural gas will (12) go down again. ‘you want to know howto (1)__money Secondly, even as traditional energy prices begin to ‘and do your bit for the environment? soar, solar costs are expected to (13) thelr Investing (2) something that will descent, The cost of a solar kilowatt-hour has declined save the planet is becoming easier as the from 47 cents in 1990 to around 21 cents todey, private (3)___begins to step in with powerful, profit- (14) ___ it has remained stable, The third force is driven solutions for huge world problems. Take government subsidies. In the USA, for example, Uncle [ eneray, for example. More and more investors are Sam now gives a 20% tax credit to businesses that use new loldeg tsk bug t —--- In afrmatin scar nergy andinats or tho‘ts) wah mesh onorgie sue in the krowedge tha the worlle not moma come to aeeeaneeniii ee as 7s -=Legeaea cooing te anaes oe materials or systems. And some big-name billion- 40€ [~ Heck nahat ne mied oe ia aor se | be optimism wos ) forthe peak in e-business Stocks in he ninva before the ereh nthe ose of arewettfoundes boraace curronty cote rouphy toe 80) mith berg llowatehour as power rom he gi ss age prch in cents ph resident electric solar power, such (9) 3> What does the graph tell you about solar energy? Do you think it’s a good moment toinvest? Describing trends 4 inthe last two paragraphs of the article there are eight words or pairs of words in. bold that describe trends. Complete this table with the words and write if the word {sa verb (v), noun (n) or adjective (a). aoe el twinctease(v) level out (v) todecrease(v] fluctuate (v) increase (n) (a) decrease (n) fluctuation (n) 0) eee to fal (v) to goup() fall(n) @) (5) ascend (v) @ ascent (n) @ @)_ He @ Do you know any more words or expressions to describe trends? Add them to the table. MODULE II DiscUSsING TRENDS | 111Reasons for trends 1 @ 112 tistentotive investors giving advice about different types of energy Ineach case, they describe an overall trend. Deckde which trend, BF is being the number of the speaker. There is one extra trend shown. 2 © 11.2 Listen to the five speakers again and write in the missing words. 1 ...is probably a good long-term investment __ its growth has been slow but fairly consistent 2. Wsallabit up and down some governments are saying now is the time to look for alternative energies 3 =e putting your money in oil companies is that quite 4 few are also developing environmentally-friendly fuels. 4 Anyway, _--_—- governments suddenly realising for at least the next contury we won't be able to get enough energy from natural sources, nuclear will probably 5 Idon’t predict they're going to see much change in the near future, either, ____it's going to be slow to develop. Batic Discussing trends 3 Workin pairs, What have been the overall trends for the following in your country? + house prices + number of older and younger members of the population + results in schools + unemployment + immigration + interest rates Now give reasons for these trends using the words and expressions in exercise 2. [think house prices have risen because there are more single people and ae a result of some people buying second homestan A proposal A. Read the information below about Sungreen Power. Make a list of r against investing in the company. PRESS RELEASE e08 Sungeen ener kaos 190 on Ear Sales Areament wih Priced ward demand for solr power thie fergy Aston oa, we plo ome tt Speen ovr 2 apy ce yi sido ete et ie es @Sungreen | oreeR Corporate Profile Sungiesn Powe, founded in 1995, develops, manufadues and sells solar panels tht provide rdnble ond environmentally clan elec power throughout the wer, The Cmpeny expt io oo pli its chology o produce incovtive ond orginal roduc cede manafaring css “ ‘hough is new stcon saving technology, and to manure for he global markt... : _— Sungreen Power Stock Price Takes a Fall Sungreen’s stock price has _cells-willhurt manufacturers fallen by about hall since it However, many analysts hit high of $15.80 ear in describe this as shortterm the your. This comes as a problem — sinoe result of industry concerns specialises ina technology thata shortage ofscon-the which aims to reduce the ‘material needed to makesolar amount of silicon needed. 1 5 Imagine you are an investment advisor. One of your clients is interested in investing in environmentally-friendly businesses and has heard about Sungreen Power. He thinks the company might be a good investment and has asked for your advice, Write a letter (120-140 words) to explain: + the current pros and cons ofthe investment «+ ifyou think itis a good investment ‘This list of expressions will help you. Making a proposal Introducing the proposal In response to your enquiry about... At present the company seems (o be performing (well / badly)... Comparing pros and cons On the one hand ... but on the other .. One advantage / disadvantage is that One other thing to consider is Balancing and concluding Despite... I would still suggest that. Overall, I would strongly recommend that The fact that... makes this a good / poor investment opportunity. MODULE 11 DISCUSSING TRENDS | 113CSE 8 URL CN ee Reading Test: Part Three Look at Ps “Three. tis always one text, such as.an article from a newspaper or business advice of “there are five parts to the Reading Test. In this Exam spotlight you BzUieua y about 500 words. You have to answer six multiple choice questions with four answers to choose from. Read the Exam Success Box, then answer the exam questions. Bure + Read the whole text first followed by the questions. And then start to answer. The questions normaly test if you understand the overall meaning ~ not simply one word. | * Don’t be worried if there are some words you don't know. PART THREE Questions 1-6 ‘+ Read the article about the importance of writing a covering letter when applying for a job, and answer the questions on the opposite page. * For each question 1-6, mark one letter (A, B, Cor D) Selling yourself on paper: how to write a covering letter ‘A good covering etter fora nesejob ike fre Jnandshake. r+. good way fo be retested and s your CV and is suchas “Tam the ideal candidate, for examp, i favour of “heave Ihave the sills nd experience that make mea sting candidate” F ccurse, you ight wot beeping toa job to-ay'choose me" It aecompar sas important covering eter i read balore ACY, somake sre that it grabs the readers advert bt simply writing a speculative ltenionsays Paul Laci, the epstations nuanager atthe enplayment constancy Manpower, Muay nsployers don’ een bother to read theCV ifthe ter his pooe ging and ponctuaton, forgets to inelade cone details nis reerence to what the jo These apparent areal common reasons for not xen nang the interview siage. Te other pont vo te that ition jst an optional extra, Even heave only requires you to ol your Cy, you ec introduce why your CV s there and wha you stand fo: It should set the sene an make the reader want to en the atachen ‘Many applicants begin withthe rather anonymous Deu Si or Madam, but if tho job advertisement doo name acta cll hua resouresofind ont who vi bo shortisting applications. The sooner you get on personal terms withthe bead of human sours, the beter. Laurie also advises you tke it pane ‘Thismans that three or four paragraphs should be sui {o canvey your motivation, experience and pesonality, 1 ii replacing your CV but summarises your ut sour eapariene to thejob adverts, This dost ean eressng tat line between truth ard fton. There isseling youself and thon bightghting bat you hve done'Tanie sys oi statean's application. Peps you recently read someting inthe rade pres or et someone from mata natwocking event? so, gine a lear reason for ‘ring and this wil lth company that you the been doing your homowerk. Reuters ase vay impressed by any evidence af research into thoireompany’s gals, achievements and vision ‘Aso, wih hisspectative pplication Ite con Uv discouraged if you don get a job stig sway. There may not bea job sai yout the tine of writing but nest HR managers wil keep impressive ters and CVS 0m file. Ks also worth snaking a fellow-up call month or oar fo min thee that you exis. More and ior covering appltation letersare now atu ent inthe form of ens. But dont sce the email asashorteut_A good emal requires, jst as much atone asa legible han Teter You can sso rake a ea woe hander by wring a bjt Yin with yor key pint, for ‘exampleEngineering Graduate And as with eters don’ point ot ary weaknesses and then tte ost yourst ‘ointrvow you, no delete you. Finally sign of? you'e giving ressons with conenee and as for an iterview. Enlng with expect your cal’ sounds ovely confident eras wring that you expect to mse fo dics ‘ho rle sound professionalTTL LE LLL LLL LLL LEC LLnL LLL LLL LiL 1) ae! : i In the first paragraph, the writer recommends that a covering letter should A include the words ‘choose me’. B include a cv. © make the reader look at your CV. D not include as much information as the CV. According to the writes, not all covering letters A are needed, B include the name of the sender. © are attached to emails. D explain their purpose. | What are the reasons for telephoning the company? A It’s more effective than writing a letter. B So you get to know who the contact person is € To find out what kind of job vacancies they have. D To find out what kind of applications they prefer. According to the writer, one mistake people make is to A exaggerate about themselves, B say they are better than others, € lie about their experience. D apply for unadvertised jabs. What does the writer say about speculative letters? A Don't expect to get a reply. B Ask to be kept on file if there aren't currently any vacancies. | © Try to hand deliver them to the person in charge D Show that you have studied the company. What advice does the writer give about applications by email? ‘A Employers prefer them B Make a copy in case it’s deleted. © Mention areas you still intend to work on. D The same guidelines apply as for the traditional letter. MODULE II EXAM SPOTLIGHT16 MODULE 12 BUSINESS TOPIC LISTENING Reread Learning Tip Use a good dictionary tohelp you. Business law A colour problem 1 Her are the wo logos of rival mobile phone operators. What egal problem do you think might occur between. them? 2% © 125 Listen toa news programme about the problem in exercise 1 A journalist has prepared notes on the case. Write in the missing words. AAA AAA Ah Galacall announced thet it may take legal proceedings over a series of @ van by 11s vival Frontline. I way sue the company over its use of the colour purple om @ orn by sales staff Ths ica Lmilar case t0 that of Orange and easyHobile and tHe argument over the use of ‘the cofour (3) Another example is witen BP took out litigation against an irish @ santed to paint tem (5) ver ifs petrol stations and the fact they As well as colour, a company tradeasark can have Te rights over the @ of a loge or brand. Galacall will win tn Court if the prosecution can prove their w @ Legal terms 1m both companies! trademarks 1s damaged by confusing | 3 Match these legal words to their definitions AJ. Some appear inthe notes in exercise 2. 0 sue __D 1 prosecute 2 trademark 3 court __ 4 lawyer 5 case 6 tights 7 judge 8 defence 9 litigation A Name or symbol on a product which means it cannot be used by another producer: B Legal matter that is decided in cour. C ‘he process of taking a case to court D Make a legal case against someone and claim for money. E What you are legally allowed to do. The place where legal cases are heard. The person who gives legal advice and represents a person in court. H ‘Ihe person in charge of a court who makes legal decisions. 1 Tryto prove someone is guilty J. The ease to prove someone is innocent. onBetas Colourful cases 4. Read three articles about companies and their trademarks. Which article (A, B or €) does each of these statements 1-7 refer to? ‘The case was over the colour of the premises, 1 2 ‘the company is unlikely to take members of the public to court: 3 ‘The company already used the colour on its other brands, 4 ‘The company has not yet started any kind of litigation. Only part of the company could be prosecuted. 6 ‘The rights of a company in another country were affected, 7 The company would like to control how its brand is used. __ A B ORANGE TO NO GOOGLING, PLEASE Internet search There are some SUE OVER glen! Google has | serious trademark COLOUR said it intends to | ( Or O0gle (Pr ssues But Dr slop the use of its Julie Coleman, an nameasageneric authority “on verb, saying that ~ linguistics from phrases such as ‘to google’ — the University of Leicester, says somebody or something are — that once new words enter into potentially damaging to its common usage it is impossible brand. A spokeswoman for to stop their use. ‘Google can’t Google said: ‘We think it's possibly stop the spread of the importanttomakethedistinction verb,’ said Coleman. ‘Normal between using the word Google people are using it in normal to describe using Google to conversation and in writing and search the Intemet and using they aren’t likely to face legal The mobile operator Orange may the word Google to generally proceedings.” be taking etsy Mobile (o court over describe searching the Internet, trademarks. The problem comes from the easyMobile choice of c colour, The operator has followed {the easyGroup trademark branding and used orange. The two mobile companies have been in litigation nce the launch of easyMobile was innouneed, but Orange has stid that the Calks failed to resolve the issues and the two operators will see each other in court, Joe! Barry, partner with legal firm Olswang, ‘aie that the ease will be the first in the UK to see a legal battle over a corporate colour, GOING GREEN I 1996, the Irish company Tedcastles OM, Products, or TOP, decided to modernise its pettol stations by palnting them green, They felt the colour green would reflect the company's traditional trish values, ‘The ‘company’s subsidiary in Northern Ireland also. painted lis stations green. However, these stations came under United Kingdom lave. In June 1991 the British oll company BP had applied for a wademark ta protect the green colaur of ts service stations and so it quickly set about taking action against TOP, even ‘hough TOP's green was darker. 5 piscuss each of he cases together + How important do you think a trademark is? Do you think i affects what people buy? + What do you think of the points of view of Orange, Google and BP? Do you agree with them? MODULE 12 BUSINESS LAWle i indirect questions and tags © 12. Listen to the news programme from exercise 2 on page 116 again, Re-write the direct questions below as indirect questions and tags. © How serious is Galacall about this? 1 was wondering how serious about thio 1 Do they only have a case against a company which infiinges the trademark by using a similar name? “They only havea case against a company which infringes the trademark by using a similar name, 2 Can you use the same colour as long as your proc Do you think product is different? 3. Isthere anything else you can buy the rights ont Can you tell me if the rights on? 4 What do you think the outcome will be iit ever gets to court? Ve like to know what gets to court as longas your you can buy __—ifitever Why do you think the speaker uses indirect questions and tags? Read these questions and comments from a BEC Vantage Speaking Test, Find the mistake in each one. Check for word order, an incorrect word or a missing word. 1 Do you think will business become more global in the future? 2. Iwas wondering you think the most important thing is when setting up anew business. Good market In the future, people will reduce how much they travel by plane, won't it? Do you think can employees work as well from home as from an office? ¥ tike to ask you what are your plans for your future career? What kinds of work experience you think would help students at business school? You've studied English for three years, aren't you? is more important than a good product, isi? Work in pairs. Take turns to ask and answer the questions in exercise The BEC Vantage speaking game Prepare and practise for asking and answering questions in the BEC Speaking Test by playing this game. + Work in groups ofthee or four, + You will each need two counters, for example a small coin + Place one counter on the START square on the outer track, and the second counter con any square on the inner track ~ it doesn’t matier which one. + Bach player takes turns to roll the dice, ‘+ Move both counters clockwise according to the number of squares on the dice, «+ When you land on a square on the outer track you must ask any player of your choice a question about the topic written on that square, Your question must begin with the words shown on the square on the inner track. «+ AFREE QUESTION square means you can choose any topicto ask about « Ifthe rest ofthe players think a speaker made a mistake when asking a question, he or she misses a go.Caria i Coe ein ee vai : ear know canyou tell me Why alee ee Do you Ca Wh ; Str} ere he | . ' oe Rosca Chae How What eeu (oes wae rie Cute oy . “ a i What do Does COUPE Wie? c you think mens : Could you : ona! tells /W2s wondering Are fs eects oes GE Gen MODULE 12. BUSINESS LAW | 119120 BUSINESS SKILLS Handling questions LISTENING Difficult questions [Discuss why people might ask questions in the following situations. A Acustomer wants to return an item. B An employee receives a pay cheque at the end of the month, G Astudent gets poor marks fora business exam. D A manager discovers an employee has been sending emails to friends, E Apublic relations manager is explaining a faulty product to journalists at a press conference, 2 © 122 Listen to five conversations. Match the situations A-Ein exercise I to conversations 1-5. Conversation 1: Conversation 2: Conversation 3: Conversation 4 Conversation 5: 3 ©@ 22.2 Lsten again and match the questions 1-6 to the responses A-P. 1 2 What else was I supposed to write? Do you have any ideas about what caused the problem? How soon will these items be back on the shelves? Why hasn't it been included? Can | exchange it for another one? You do know our policy with regard to this, don’t you? A just need to check with someone first B Sorry, I don’t follow you, C Ym alraid I'm unable to answer that at the moment D Can you explain what you mean? E Let me get back to you on that. F That's a very good question.Be prepared to handle questions in the Speaking Test, Don't be afraid to ask for repetition or further explanation. Beats 4. Writ the vesponsesA-Ffrom exercise into this language summary. Handling questions Delaying your answer Do you mind if answer that al the end? a, nt ater on, if that’s Ta like o come back to that p ‘Commenting on the question Pt ‘Thank you for asking that. Asking for further explanation or repetition Sorry, I didn’tunderstand the question See eee Sorty, I didn'thear you. / catch that. (6) Could you repeat that? / say that again? Responding to questions ‘How would you respond to a question in the following situations? 1 Ajob interviewer asks you a very complicated question. You need him to repeat it. 2. A journalist telephones you to ask about a possible new joint venture between you and another company, Itis true but the final contract hasn’t been agreed yet. 3 You're a politician and an angry member of the public asks you why you have increased the rate of tax for homeowners. 4 Ws your first day ata banking call centre, customer calls and asks about taking outa $5,000 Joan but wants a different interest rate to the one advertised. 5 Someone interrupts you in the middle of trying to explain a complicated new system. 5 You ate PR representative for a pharmaceutical company, A new skincare product has given some customers red spots on their faces, You are answering questions ata press conference. ‘Think ofa question for each of the situations in exercise 5. Then work in pairs and take turns to ask your question and give an appropriate responsi MODULE 12 HANDLING QUESTIONS | 12COUT ress releases 1 Read the ‘Howto. questions. ticle on writing press releases and answer the following 1 Why do people write press releases? 2. When will newspapers or broadcasters use your news? 3. What is the advantage of a press release over normal advertising? How to ... write a press release You may think that writing press releases only works when you fave important news to share or company announcements to make but that is wrong! write and submit press releases which will get published in newspapers or broadcast on TV of radio at any time if you give an Interesting slant to what you are submitting, Here are some interesting ideas to help get your press release picked up by the media + Write a story about how your business helps your community or solves @ problem for local people. + Write a press release if your company has raised money for charity, + Tell your personal story: maybe you set up your business from nothing or you are a local success story. + Relate your story co what is happening today ~ watch the news, check out What the ‘hot topics’ are and find a way to'spin’ a story from that. + Make sure the press release doesn’t sound like an advertisement. The idea is that consumers will ehink they are reading a news story rather than being sold something, 2. Alocal newspaper has received four press releases this morning. According to the A article above, which release (A-D) isn'ta good one? Tell your partner why. B ‘Asmany of yauare aware, environmental concerns ate now al the front of everyone's minds, But while many companies say they are concerned, we at Beavis and Son are taking this, very seriously, end we are therefore pleased to announce our | 1 elways goad to heat of lcol success story ond pew ‘buy a bag for the Amazon’ scheme. Uniike mos sores, | ate. delighted hot Rone’ Furnishings ore now going ¢global with the opening oftheir frst aver factory ‘versa. The company wal be toking over a frm based jn Poznan in Polond end re-equipping the factery there ‘Contory 1a recent suggestions thal the company may ‘ose this a8 an opportunity to reduce the size of local factory, the company’s monaging director Meleolm Storey wos able fo confi wit sof ot a cecent mecing where you get a free plastic bag which you then throw away, at Beavis and Son we wil sell you a strong reusable bag, with the cost going to a charity which saves the rainforests of the Amazon that thie was not 2 step towards downsizing or cosh cutng but expersion |Lam writing to inform your readers of our spring sale starting next week. All clothing items will While we are scl to see her go, we.tre-celabrating the retirement ‘of our founder Roselyn Cooper-Hennes Roselyn is handing over the running of her company'to her two sons, Richasd and Mark, exactly thirty years after founding the company. As many local people will knoss, Roselyn was an active member of the local council, Perhaps they don't Know, however, that Roselyn actually started the business from a small kitchen in tiny house have diseounts saving you as much as 20% 122Recent reports in the press that the theatre aight be closing are totaly attrac +The next musical sters the W actor Rene travis +cat nil aise be open aaving the day selling sieacks end sandwich lonctes ~ people shopping wil he interested «There will be cebaret nits nthe cat + Money for the new cat was raised by the organisation Friends oF the Everyeeant and a avant From the local 3) Match the press release (A, 8, Cor D) (0 the statements below. This pros release 1 ismore like an sdortisenwent, 2 starts to cella stay 3. isabout raising, muney for charity 4. refers @ a‘thot topic 5 describes a recent achievement, 6 explains a benetit ta the customer 7 refers to some bad publicity. 7 4 Workin groups of three, You are the editors of the newspaper. This week there is only space for one of these press releases. Discuss which one to use. 5 Lookat the undert these functions. J phrases in the four press releases and write them next to Introduces the news Refers to reader's knvivtealyy Announces good news Handles bad news A press release 6 Writea press release using the information helow. You work in the press office for local theatre called the Everyman. The manager has juist sent you this email, fe wants a jess release to be sent to the editor ofthe local paper. Use the email aud the fnandivritten notes you have already made, Try to use some of the expressions in exes, Sond your press release in the forma of a letter to the editor. 999 © ‘Atachriont:catestoten ut Hi | | Internet access so that's probably worth a mention too. Unfortunately there isn't 2 show on May 1st but our musical Guys and Dolls starts on May 3rd so try to fit that in somewhere, Thanks a lot. Richard, PS There's a design of the café altached. Maybe they'll print that as welll MODULE 12 HANDLING QUESTIONS RSpeaking Test: Part Three Eudes Tn this Exam spotlight you will lookat Part Three of the Speaking Test. "This final partis ‘a two-way conversation between the candidates and then the examiner also joins In the discussion at the end. I¢lasts about five minutes, Normally there are two ‘candidates in the Speaking Test. However, there could be three candidates. In this case, you will all discuss the topics together, Note that you get extra time ifthere isan extra candidate LSS uusitaneens Take your time to read and understand the topic before you start speaking, | writen phrase you couldusefor exch othe folowing during the dscosson Express an opinion: BeEEEEHEEE Compare and contrast information: Ask the other person for their opinion: Ask for clarification or repetition Agree: Disagree: Compare your ideas with a partner and the list of expressions on page 133. 2. Which do you think is good advice (G) or bad advice (B) for this part of the exam? Write Gor B. 1 ‘Tryto say more than your partner and speak for most of the time. (_ ) 2 Encourage your partner to speak by asking, ‘What do you think?"() 3 Listen to your partner and respond to his / her comment. (_ ) 4. Ignore what your partner says and concentrate on saying what you think.( 5. Discuss the situation on the Task Sheet and comment on the points listed. (_ ) 6 Change the topic for discussion ifyou think it isn't interesting. (_ ) 7 Ifpossible, agree with the other candidate and reach a conclusion. (_) 3> workin pairs or groups of three, Discuss each of the topics on the next page. Spend 3-5 minutes on each. 24Topic 1 Your company is atending a sales conference in Dubai forthe frst ime. You have been asked to help with preparations for the trip, Discuss the situation together and decide; + what kind of ave and hotel arrangements you will need to make * what kind of ice time entertainments delegates will be interested in Topic 2 ‘Your company is looking for a new head of Human Resources, You have been asked co help select the candidate, Discuss the situation together and decide: + what experience and skills you will look for in applicants * what kind of package (perks, benefits) you can offer the person in addition toa basic starting salary Topic 3 Your company is going fo launch a new range of tlationery and office equipment You have been asked to help with promotion. Discuss the situation together and docide: * some of the best ways fo promote the produc! ‘the advantages and disadvanioges of TV advertising Topic 4 Your company is considering ways of becoming more environmentally friendly You have been asked to help implement some of these ways. Discuss the situation together and decide: + what kind of policies on recycling you could introduce into your offices + ways of encouraging employees to reduce how much they use their cars for cconnuting Topic 5 Your training department is thinking of introducing more distance and online training, ‘You have been asked to consider if this is possible. Discuss the situation together and decide: + what the advantages of this kind of training will be for employees + if itis possible for courses in meotings and presentation skills to be delivered online MODULE 12 EXAM SPOTLIGHT. 15KEY INFORMATION FILES eda nee MODULE 2 File 2.1 Student A 1 distribution centre: place where goods are sent out to be sold 2 warehouse: place where goods are stored 3 holding company: company which controls others with the largest stake (over 5155) 4 call centre: place where employees give information to customers by telephone 5. plant: factory with industrial machinery MODULE 3 File 3.1 Student A ‘You find this correspondence on your desk. Make changes to the schedule in exercise 7 ‘and then confirm details with your partner, From: [email protected] ‘Subject: workshop ‘Thank you for inviting me to run @ workshop on the 18th. lam delighted to confirm that I will be able to attend. t would lke to suggest the tile: “You right want it but does your customer?’ It will be about targeting the ‘customer and improving service. Does that sound OK? I'm currently | avallable either morning or afternoon. Please confirm asap. Regards, RT Hona Brewster called. She has a problems with speaking on the tsth, SHE'S g01ng 10 be late $0 asked to Speak later i the day. Can you Change ler Session? Maybe to later th the worning or the afternoon? Seaurity just said they probably won't be opening the building anti 9.45 on the asth 3a few with, staffing! prob 126MODULE 9 MODULE 10 File 3.3 Student A Your name is Andrzej Welanetz. You telephone Kirsten at Business Circle Confecencing, Request details of the next course on telephone skills and ask them to be sent by email (give your email ackdress). Confirm that you will want to send five members of your staff on this course and find out what discounts can be given on group bookings. File 9.1 Student A Call + Your sumame is fingshan, + You iclephone customer care at your bank + Youraccount number is HIE364 4756, + You paid in $3,760 last month but it doesn’t appear on your statement. + Your number is 980 765 55 44 call Now you are Mr Vathone’s secretary. He is unavailable. Find out what the caller wants and find a suitable time for Mr Vathone to all back. Complete this message form. ‘CALLER: Messace: ACCOUNT NUMBER: ALL BACKCAT File 10.1 Student A You are an expert in brand management. During the meeting suggest the following possibilities for developing the brand. + Modernise the band's logo. ‘+ Use thelr songs on TV commercials or in a film, + Launch a range of aftershave or perfume called Soundblaster and include this smell inside the CDs. + Other? KEY INFORMATION FILES.128 GRAMMAR REFERENCE Module | Present tenses Present simple Use this form to talk about (Q) routine activities: normally start work at Sam, (2) goneral facts: He works for a company in Spain. Present continnons Use this form to talk about (1) an activity taking place ator around the time of speaking: Were doing some consultancy for them at the moment. (2).a changing trend or situation: Interest in our new range is growing faster than even we anticipated. Present pertect Use this form to talk about tasks that started in the past and which continue in the present: ve sent off half the packages. Use itt say what the result of the action is: ve done everything! Present perfect continous ‘When talking about the present, use this form to describe an activity that started in the past and continues inthe present: Michael has been working from home for quite few months. ‘We often use it to emphasise the activity or say how long it has taken: I've beon opening bores for over three hours now! ‘Also see Nl 2 Gramma Reference for mere use, (1) We don’t usually write ‘state’ verbs such ase, need, ke, understand ina continuous form. (2) verbs such as lve and workcan appear in the present perfect or present perfect continuous frm wit ttle change to meaning Sandra's worked in custom services since we opened. Sanda’s been working in customer services since we opened. Module 2 Past tenses Past simple ‘Use this form totale about fnisted actions in the post: She started with Keros in 2001 The time / year inthe pastis often stated or understood, eg in 2001, yesterday, two yearsago Present perfect Use this form to (0) fink present situation ta starting point in the past: They've worked for Kerox since 2001. {2)talk about a past ation without saying when it happened {egan experience): Have you ever been tov trade fir? Present perfect eontinuns ‘Use this form to deseribe a present action that started in the pastand is sll continuing: ve been working here since 2001 ‘Abo see Module 1 Grammar Reference for moreuses Sinceand for Since refers to a point in time: since 2001, since yesterday. Foy wefexs to a period of time: for ree years, fora day. Past continuous Use this tense to talk about a ‘background action’ Iwas thinking about the problem when my colleague came up with a solution, This is sometimes an action which Is interrupted. Past perfect Use the past perfect fr an aetion that happened before another: Heid canceled the meeting before we arrived. Module 3 Will and future reference wate Use will to (1) promise action: We'll check hat for you straight awe (2) make a prediction about the future: They't probably call later on./ WS wnlkely that we'd hear from then. (2) announce an unplanned decision: A: Tim afraid Rachel's train fs delayed BOK. [10 go and talk ta her visitors. To be going Use this structure to: (3) state a pre-planned decision: I spoke to Hachel earlier. She's delayed so I'm going to tale to her visttrs (2)stato an intention: I'm going to apply for a job with them. Present simple Use the present simple for regular timetabled events: The plane 0 Paris leavesat nine, Present enatinaous Use te present continuous for deseribing future planned arrangements: We're meeting at three olock on Tuesday. ‘Alo dee Moule Gia Reference or move uses, Future continuous Use the future continuous as an alternative wo the present continuous to refer to future planned arrangements: The vistors twill be arriving ar three, Future perfect Use the future perfect 1 say that something will end before a ‘certain tne: 1Ve have finished by the time they arrive. Module 4 Modal verbs Possibility and ability ‘The company can / could argue all the byformation was provided. Sorry, we can't mae it tonight ‘The speaker couldn't get here on time Obligation and necessity All advertisers mus look at what they are saying. mustn't forget my appoinirnent at two. You have to show your security card at reception. Lack of obligation and necessity You didn't have to work late. Why did you? You needn't do any more on this, Il finish i You don’t need to ell shem. FH give them a call caving advice think you should tell kim about your new job. We shouldn't inves in that company. Criticism They shouldn't have come if they weren't interested. ‘She ought ta have said something about leaving a month ago.Deduction He's late. He musi be stuck in waffie ‘The ligt must have been delayed. ‘The company can't be doing very well. hey ave making staff redundant. Richard couldn't have done well atthe interview, Module 5 Reporting When we report what someane sad (direct speech), we often use reported speech: Direct speech: disagree with the general opinion’ Reported speech: the chairperson satd he disagreed with the general opinion ‘We aften change the ver tense by moving itinto the past when ‘we use reported speech. ‘This able shows some typical changes, Direct speech Reported speech Present simple Past simple ‘agree! He said he agreed, Present continuous Past continuous ‘Weare considering ‘They sai they were considering your idea’ Is idea. Presentperfect Past perfect “The price has gone up ‘The newsreader said the price had again’ goneup again. ast simple Past perfect ‘Hold him to seeme She said she had told him to ee abou the probiem’ her about the problem, Can Could ‘Vean't come! She said she couldn't come, wu Would ‘Tiincrease the offer’ He sai he'd inereave the offer Pronouns and adverbs ordine These may change in reported speech: ‘Tsaw you yesterday: > Ho said he'd seen her the day before fay and tell ‘When we report using fell an objects required: Peter said that he would be late eter told his boss that he would be late Other reporting verbs: argued, called, apologised, agreed, concluded Reporting questtons ‘Yes / No questions: ‘Is jan arriving today?" > He asked ifJan ‘was arriving today, Open questions: ‘Why isn’t Jan arriving today? > He asked why Jan wasn't arriving today. Module 6 Passives Use the passive form when: (2) we do nor know who the person (or agent) is: tis message tu¢s eft on my desk (2) the person (or agent is obvious or not important: the prototype willbe tested again tomorrow. Form the passive with the verb fo be and the past participle of ‘he main verb as shown below: Active Passive Present Weck the goods. The goods are simple packed. Present --900customershave We've been called by perfect called. 309 customers Past simple Jfounded the The company was company in 1995. founded in 1995 Witt ture) Mycolleaguewill You will bespoken ro speak to yo. by my cater. Present —_—_—Policearetolook——‘Theease Isto be infinitive into the case. looked into Ie passive Theboard hopes he Itis hoped he will sell stay on stay on. Modal Wecan give tiem They can begiven more time. more time. Common uses ofthe passive in business (1) Por describing processes Al letters are placed in this tray for delivery. ‘The raw materials are left here for production. (2) Forseporting fosmal decisions / results Lis reported thatthe figures will be reviewed again In a month. twas concluded that over half the people questioned wouldn't uy the product, Module 7 Comparatives and superlatives Form a comparative or superlative from one-syllable (and some. ‘two-syllable) adjectives by adding -er / -est: Iwasa strange invention twas stranger than her tat inventton 11a the strangest invention Forlongeracjectives put more/ the most(ores/ the last betore the adjective I eas expensive In 1was more expensive than Id expected In iwas the mest expensive in the shop. Note these iregula adjectives: good better = best dad - worse - worst ‘To show to things are equal orsimilaruse as + adjective +a {he new version isn'ta good a the previous one. GRAMMAR REFERENCE 12130 Module 8 -ing form and infinitive Use ho-ngiorm aera ver + reposition Shes orking om fixing the problem. ave you taught of moving nt ales? 1m terested ecigyot pln fortis me verbs are always followed by the ing form, “These verbs include consider, delay, dislike, enjoy, mind, postpone, practise, recommend, suggest: Have you considered changing the colour? Would you mind wating? Lets postpone training everyone until next month Some verbs are always followed by the infinitive These verbs ineluxle afford, arrange, decide, manage, want: We can't afford to do tis, Shall we arrange to meet again inan hour? Do you want to take this course? Same verbs can be followed by the -ing form and infintive ‘These verbs include advise, propase, begin, continue, like, prefer We advise you to rake two weeks off We advise taking two weeks off ‘There may be a big difference in meaning with some verbs. For ‘example: {Q) stopped working there years ago. (2) stopped t0 work on this new project. Sentence 1 describes a finished action Interrupted action, “There may be litle orno difference in meaning with others. For example: We prefer to stay at home during the week: We prefer stayingat home during the week: Module 9 Relative clauses Use the following adverbs or pronouns in relative clauses: when (Gime), here (place), wiky (reason), which (things), who (person), whase (possession). Defining relative clauses ad extra and necessary informal The factory which isin Poland needs a refit (The company has more than one factory so the speaker defines itas the one in Poland.) You can replace the pronouns who and which with the pronoun that ‘The factory that isin Poland needs a refit Non-defining selative clauses add extra but unnecessary information: ‘The factory, which isn Poland, needs a refit (ihe company only has one factory so the speaker adds Information about the country itisin forinterest.) Pat commas atthe beginning and end of the non-deft relative clause, Module 10 Conditionals Use conditionals inthe following ways: General with 17+ present simple -> present simple ‘you work hardin this business, you succeed. Possibility iketihond {fs present simple > will 1) «verb Ifyore leave nous you'l probably make it on tm {fs past simple -> would (i) + verb {fdas you, Pd take the job Loss possible ur Hike If past simple-> would i) + vexb Yoon offered me udiscount, Yd buy fie Falling about something the past dha di’ happen {f+ past pesfect> would «present perfect Iftiey'd offered mea discount, I would have bough five Modals {ye iste to people around you, you can learn a great deal Module Hl Articles Use the with (1) the names of same couaries, (2) superlatives, (a) when there is only one of something and (4) when it has been mentioned before The United States is among those countries interested. (China isthe biggest producer ofthese goods Who's the supplier in your country? Leaders ofthe G8 countries are meeting in Tovowto this weekend ‘he leaders will hold talks on trade. Use a/an with (1) jabs, (2) singular nouns and (3) some numbers: Fma finance director. his can international certification mark, Tonly have a hundred lef. Use no article (zero article) with (1) cities, cowns and most countries and (2) plural nouns: -Maciid is my favourite destination. When do you fy to China? Leaders ofthe GB countries are meeting in Toronto this weekend. Module 12 Indirect questions and tags We use indirect questions fo make direct questions sound more polite or less direct. ‘To form the indizect question, mnove the verb to its pasition andl form in a statement Willi attract many people? > Do you think it will attract many people? What do you think isthe reason? —> 1 was wondering what you think the reason is Why-aid you leave your last job? > Can you tell me why you lft ‘your last job? ‘We can use question tags to confirm or check information’ Good marketing is more important than a good product, isn't i? In the future people will reduce how much they travel by plane, ‘won't they? You've studied English for three yeays, haven't you? You workfor Fairtrade, don't you?KEY INFORMATION FILES - STUDENT B/C MODULE 10 File 10.3 Student C ‘You are an expert in product placement, During the meeting suggest the following, possibilities for developing the band’s music and attracting new fans. + Give out free T-shirts 10 younger people to wear at fashionable nightelubs, + Pay Hollywood film makers to let the band appear playing in a new movie, + On website advertising include a link to a free download of one of the new songs, + Other? MODULE 2 File 2.2 Student B 1 headquarters: the head office of a company 2 subsidiary: company owned by a holding company 3 branch: office or group that forms part of a larger company 4 corporation: an organisation formed by @ group of companies 5 division: a separate part ofa large company MODULE 3 File 3.2 Student B You find this correspondence on your desk, Make changes to the schedule in exercise 7 and then confirm details with your partner, Laszlo Reiner called 10 contr his tale is Aight lands at 3.30 The company doing the buf fer ‘ondunday evening, Will you be on Monday have made a mmecting Minn? By the way, Ke istake. They can’t guarantee seein 10 nk He's speaking £2° 4 pin Do you wind if 1s 4402 ‘so hours not one. te also said it jon't really a talk — more of & discussion and workshop. Can ‘you let him Kuow? : ‘Subject: another change! Hi | rang earlier and left a message saying I'd he late and couldn't do the morning session. Actually | can now but i will have fo be mid-morning, Then | definitely have to leave after lunch. Sorry to change things around like this. Fiona KEY INFORMATION FILES | 13132 MODULE 3 MODULE 9 MODULE 10 File 3.4 Student B Your name is Sergiusz Parteka. You telephone Vanessa at Business Circle Conferencing, Postpone your booking for the seminar on online businesses next Tuesday (the 13th) and apologise for the cancellation. Request details of the dates for the next similar seminars after the 13th and find out ifthe money for the seminar is refunded, File 9.2 Student B Call ‘You work in Customer Gare at LSA Banking, Take the caller’s details and find out what the problem is. You are unable to solve the problem immediately so offer to call back later. Don’t forget to take the caller's number. TELEPHONE MESSAGE canter MESSAGE: AccoUNT NUMBER: CALLBACK AT call2 «+ Your sumame is Jakuezik. You are calling on a mobile phone and the battery is low. + You want to speak to your customer care representative, Mr Vathone. + Your account number is YE9-087. «+ You want to postpone your meeting with him on the 24th in Hong Kong, «7pm (US time), + You are in File 10.2 Student B You are an éxpert in market research. During the meeting suggest the following possibilities for developing the banc!’s music and attracting new fans. + Play different music o focus groups of people and find out what they prefer + Interview existing fans online to find out which are their favourite songs from the past and which they don’t like any more. + Find new venues such as smaller fashionable nightclubs for young people. + Other?Expressions for the Speaking Test Answering personal questions Fina. /Teome from... ive Ive lived / worked / studied there for. At the moment, I'm studying / working Tm Interested in... / Tike to work in Asking the examiner to repeat a question Sorry, could you repeat the question, please? Sorry, can you say that again? Giving your mini presentation ‘There are a number of points to consider when First of al, there's Secondly /The second point to rememberis For example The final point is Itsalso important to say Inaddition o that... / You also need to consider Discussing Let's start by What are our options? One solution would be to How do you fee! about that iden? ‘What do you think? / Do you all agre What would happen fwe ..? How about if.? “the main problem is My other ideais 0 1d have the advantage of On the other hand .../ The disadvantage might be One alternative is 10 I think... /Tagree. / Good Idea, see your point but... /Somry, but... Fm not so sure 1'm sonny but ust can't agree with you there, / disagree. Sorry, but I don’t quite follow you. / Sony, Idon't understand, see what you mean. ‘at's interesting, see. /Really? Useful writing expressions Opening salutation Dear... / 1 Giving reason for writing am writing to... ip connection with Justa quiek note to say Refering to previous contact With regard co Further t.. Thanks for your letter / emai Itvas good ta see you last week Making a suggestion I would like ro suggest How about...? What abour...7 Requesting information Please give me Palike ‘Thanking We appreciate We thank you for Apologising I would lke 0 apologise for We apologise for any inconvenience caused by Vm afraid that Tm sorry about Giving good news We are delighted t. Weare pleased to Great news! Giving bad news Unfortunately We regret ta tell you that ‘The bad news is ‘The reason is... “This is because Requesting would be grateful you could Can you? Offering (help) Would youlike...? Mfyou have any further problems, please {do nar hesitate to contact me. Doyou want me to...? Reminding May remind you. Don’t forget. Referring to future contact 1/ We look forward to. ing) See you soon. Closing salutation Yours faithfully Yours sincerely Best regards / wishes Allthe Best USEFUL EXPRESSIONS Announcing Would al saff note Please note... Requesting action Please Vd be grateful i Tike to request that Comparing pros and cons On the one hand .. but on the other One advantage / disadvantage is that One other thing to consider is Balancing and concluding Despite .. 1 would stil suggest that Overall, would strongly cecommend that “The fact that... makes this Introducing a report ‘Thealm ofthis report ist0 This report sets out 10 The purpose ofthis tepart isto Presenting findings First ofall / Secondly. Iwas found that Inaddition to Alternatively With regard 10. On the other hand Expressing cause and effect Because of. Dueto Farther to Following (on from) Inorderto Asaresult of, therefore Contrasting However, . Nevertheless. Despite. Giving addition In addition to Furthermore, Moreover, Concluding / Recommending “The findings show that we should Ineonelusion I woud propose / sugges that ‘Asa ros of “his means USEFUL EXPRESSIONS | 1316 Kirsten Sue, Sev ‘enough? Vanessa. Yes, the buffet won't be setting up unt four thisty so that’s plenty of time. I ge thereat four an { don't ink anyone sill be ariving betore five. Accosding.to my recor, we have twelve te that right? Kirsten Yes. Everyone has confirmed. Oh, that remi nad a message from Ms Nauaton to say he won' be hese uni ater nine so he's checking straight into the hotel, There's no pointin Inviting him to come ater then, is there? Lmean, | assume that we'll havo finished by nine, Vanessa By seven, Ehope. Well, hope they'D have gone by then! uhey want to get to know each other ay longer, they ean use dhe hotel bar Kirsten Fine. Ithisktha there? Vanessa No. There's no point in both of us interrupting our weekend, t doesn't need nwo af us. Kirsten Great, See you on Monday. Bye, Vanessa Bye, rity are opening dhe room at three, ts that early sme, We've 's everything, then. Do you need me to be © 24 Leaving messages (oa 30) Call Hi, Vanes. tap agin, Sry ogo was ear Jou can seme dels feat mens semi ve goto people who realy need some ep th spreadsheets and Secruming save Tenner youl that oud some ommpiter courses planned. Any send me det om ese ad {nythigelse you have coming thanks Oh, Yu ean ema ie rnelfhas east is Rf ap Do HenshecAHencel Tha’ HENCE dot Ds Thanks. ye Cal? Hel, Ny nar is Maria Monblot Te rexson Fm clings that have abaknglnr nen eek sensbeaast meting Tmaltaid won't beableto tend bt Ivuld keto cometo neat noni insta fesumeits on the st Wednesday a themonth asus ease cont tis You'valread gt my number bt Josin casei 7608556 Gall Leo this focben Anderson. 1am booked no run the Sminaon design on the 2h veut caved he seeker they andi eppeas that a spedtingat ninety. hat ‘at ted wt yo We sa wuld be ot even and that ‘ould have ninety mines. not one our Youve alo described tatak butt gh assoon as pose ibe in my ofc between wo and eck. workshop. Please get back to me about thie Call 4 Ti, Vanessa. l’s Kirsten, Just to let you know that Jochen Anderson is trying to get hold of you, He left a message on my home ‘number to say he isn't happy about the schedule fr the 25th. 1 haven't got the details with me so can’t help rally. Ym sorry, but ‘ean you call him back? He only needs the time changing and ‘something about the title, m suse one afthe other speakers won't ‘mind changing, You know what he’s like, See you tomorrow. Call Hello. This is Bryan in security. I'm returning your eal about having the building open on Sunday. I'm juat calling to say that's fine. Yi be here at midday anyway s0 i'l be OK fortheee otlock. IF there's anything else you can call me any time on my mobile ts 07786 670 8890, 3.5 Taking notes and messages (page33) Vanessa Helo, Business Circle Conferencing, Jochen Hello, Can | speak to Kirsten, please? ‘Vanessa {/m sore, she's not here today, My name's Vanessa. Can T holp you? Jochen This is Jochen Anderson anoea hy hl Mr Anderton. Kosten sid youphoned and toteaingyoaryurotce Jochen WLP ohm noe Anja, aout he scholar the ahing cen tirana we egret Jochen thar ight Sadan peng in tity onsna And ye resupposcaDeopakngtleen Ys wel Jnchen Yes bt st nk hetero woud be beter Atertreh Con spent pn shen Tease he Maors Tse, otha in darn. have check tote pest anditon cle back Caultyou gis ano mnie number Jochen Conall 070 090895, Reco Eee eet oe oe Jochen Teta ah Names ita youbackn about an bows Jochen Goo. Thankyou © 3.6 Exar spotghe rege) Tost hea tiee lepine vonverstns or mesags Wie one fom belo. You ll hear exch eo e Conver sn One. Questions 1-4 Look the form below. You will hear a woman telephoning about a problem with her subseription 0 business magazine. You have Fifteen seconds to real throug the form. Now listen, and éilin the spaces [M. Thankyou for calling Business Monthly, Please state your nam the name of your company or organisation and your address Ifyou alveady havea subscription with us please give your subsexiption ‘number and the reason for your ell W Hello Thisis Cynthia Perkins - that's P-2-K-KGLN-S Fm the esearch manager at RAVE solutions, That's RAVE You've got our address on secord. Fm calling about our ex subscripdon. The number is 1L0378]UL. We pald for twelve tstues ‘nut wo've only received! eleven, Please sencl the jane edition of the ‘magazine. Thank you vory much. IN Nowlisten ta the recording again solutions, &3.7 Exam spotlight (page 35) NeNanator T=Tom Mac N Conversation Two. Questions 5-8 Look te form below, You wl hear a man telephoning prosletion company abou abning video. You have fiteen secon ore through the form. Now iste, and flim the spaces. T Hollo,thisis Torn Yshan fom Bagh Star publishing, CouleT speak to MariJones-Lumley, please? M Speaking, ello, Tom. How are you? T Fine, thanks, Look, Mat about this using video you're snaking for us M Oh no, what’ happened? No dont worry Everything’ fine, W's just thatyou knowyou ‘wanted tlm in the pining factory, you could. Wel, spoke 1 the manager and that’s OK with them exeept thatthe dates we agreed aren’ tcoavenien for hem. They want o know fyou can putitbackiyten days M Tanormalysay yes, Tom, but we've already postponed this twice. ean’ go on elig my'team to cancel. anyway, Lenk we have another projectnen 1 Ym realy sore, Mavi, but fs out of my contolMOK. Can you check with te printing manager if wo weeks later would be OK and 1 have to cheek with my people ‘T Twowecks? So that’s the 25h? 1M Right 1 Noproblem. ry and cal him now and get baekto you to confirm. N Now listen to the recording again, © 2.2 Exam spotiight (page 35) NeNarrator P= Personae Assistant N Conversation Three. Questions 9-12, {Look atthe form below. You will hear a woman telephoning ‘another department inher company about jab applicant, Yo have fiteen seconds to read through the message pad. Now tse and fil in the spaces. P Hello. Personnel I Hello, thisis Rachel in FE: W's abox graduate which Michael sent over. P Sorry Rachel, ho won’t bein til tomesrow, but you can leave hint a message, thanks. 1'm afraid 've got a problom with the application form, Rufus has done his diploma in [atthe local college bat he hasn't filled in the section on references. treally need to speak to his wor. ‘Can Michael get hold of the contact details for him ~ his telephon number or etna ill do, P OK.tsthetall hen? I ir, [also need to know when Michael has scheduled hin for intervie. think itmight be tomorzow but Y'm not sure, Hits tomorrow, has somebody confirmed that with Rufus because when 1 spoke to him belly yesterday, be didn't seem to know anything about it P Oh dear, Well, [give Michael your message and Jet you knove, R Well llbein a meeting for the rest ofthe day so leave me a ‘message about tomorrow, and someone had better ring ulus and {ell him he has an interview. Ane let me know how long he thinks it will take. I'm preity busy. P Right, Will do. 1N Now lston to the recording again, Module 4 @21_ Aavertising on the web (page 37) ‘Speaker lanagine you have @ new product or anew service and you want the world 1o know aboutt, One way would be to write the advertisement onto ten or a hundred or a thousand pieces of paper and drop them from the sky over your town or ity, Someone on the {round might pick one up an read it, Maybe two ar three people On the otter hand the wind might blow them away. [Now imagine doing the same thing but this time throwing them into the alrwith adverts for every other product or service in the ‘world, You probably wouldn't dot, would you? Well, unfortunately, ‘a's what it's ike to advertise on the Internet, Trying to miake your produc, service or website known tothe 1st of the Internet community can be very, very frustrating, Not only making it known, but getting visitors to actually vist dhe site ‘can seem impossible. Buc there ale ways to overcome the Impossible when advertising on the internet, long as you follow three rules. So, rule number one. The frst things to remember that people bse search engines, a whenever someone types ina keyword linked to your business, yoursite needs to appear in the top SOors0 Tistngs in all ofthe major search engines. Any ower and no one will ever find you. Re Rachel the application of that new n Lave a word with him? ‘My second rule is tha i's a good idea to spend some useful ime. and effort un getting your links on ther sites. this ian excellent, ‘though very time-consuming way to increase visitors. You ean do {his by sharing links with other companies, so they have link on, yours and you put one on theirs. Or perhaps through 2 site teview which recommends your products. Also remember thac the more inks you have elsewhere, the more likely people are ta find you through a search engine ‘My third tip is never to pay for advertising onthe web. I ink that tunless you have a very good reason, i'sa waste of money. With so ‘many ways co get fee advertising, I've found very litle reason to pay for thingstike banners to promote my site, So those are my three starting points for anyone thinking of web advertising, Before we finish don’t forget that a memorable domain shame that people can easlly type will help. Emall campaigns can \workand are an easy wy to get talc to the site though it doesn’t Tastiong, What eight be better is tohave a monthly newsetter, ‘which people sign up for. ve found this tobe very effective and _more positive then sending spam. Then there are contests with prizes ot anything free ~ maybe some software or coot grapes. Once you've got people visiting the sie, keep statistics on how ‘many people visit per day and he often people retar to the site Inother words, find out who they ae, How old they re. Where they ‘come from. What they ike doing in thelr free time. You ean get this ind of information by asking them ta subcribe to your newsletter, forexample G42 Abad delegator (page di) Manager Hi, Harry. Sorry co bother you but I'm so busy. Ci help me? 1 know you're busy too but T havea meeting with the ‘managing tector tomorrow and I don’t have time © do the schedules for nest week. now you di them last time I was off sicko! thought you could do them again. don’t want to give you. anything too dificult, do 7? So give you this. Sorry, Ehaven't lnad time to sox through t but you'll work tout. OK, great. Sony, ‘must go. you have any questions... ers ask May. I Unink she did the schedules las tine Iwas on holiday so she can help oo. Fine, yet yon © 42 Sentence stress (page 41) an borrow your expertise in something? veasked you because Letine know how its goingonce a week please need a report on his with yor finings and your recommendations, So, let’ go through this one more time to checks de: One thing you might want to think about is You've done a great job on hist "ve got job here that will really intevest you Fa ike you to bein change ofall fit What sre you goingto do eel ree co call me Ifyou have any questions ‘Can you give thls priority because they need it asso 1e deadline fortis is mext Thursday. Module 5 ©s5.1 An interview with an art consultant (1) (page 42) nterviewer AG = Ar consultant 1 Felike tobegin by asking you to enagine that ve been asked t0 {nd some art for my company's fies, Where would I stat? aspossible? LISTENING scaipTS ] 137138 [AC Well the frst stage in selecting aut is normally for one of our art Consultants to visi you on ste co assess the Tocation, the size of the area and the style ofthe building, and son, {How much difference does it make where {actually put the printings? AC Agreat deal. Art needs to be placed taking into account the sunction ofa space. Different sypes ofartaze appropriate for different areas, Once we have an dea avout what kind of work it you do and how the spaces used, then we begin to find artworks and present a selection of art for your bussiness and building, We ‘ean do this on-site or you can visit our galleces. The whole things a two-way collaborative process. 1 So you already have the painting? AC Yes, or we can sek an artist to exeute works for your specific space, ln this eas, the client has some input ut i’ important to remember when choosing workplace art tha art isnot your brat, you ask the artist to emphasise your company image in some

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