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Business English Ebook

Teachers can often earn up to 50% and more per classroom hour, and successful Business English students are often fast tracked for more lucrative assignments. Lack of skills with functions is exactly why you will find many EFL students who can't even string a sentence together in spite of years of English lessons. This Business English eBook is intended to supplement lessons at www.BusinessEnglishEbook.com Please help us improve our eBooks by letting us know what you think.

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Vladislav Levada

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94% found this document useful (16 votes)

3K views

Business English Ebook

Uploaded by

Vladislav Levada

Available Formats

Download as PDF, TXT or read online on Scribd

You are on page 1/ 63

Dynamic Business English Skills

Welcome to Business English Ebook!

Go to http://www.BusinessEnglishEbook.com/eBook.htm to find the links where you can download your bonus eBooks - including: 1. Fast Track Grammar Review for EFL Teachers 2. Successful Presentations - for Business English Students and Teachers

Introduction to Business English

Business English can be financially and personally rewarding for both teachers and students. Teachers can often earn up to 50% and more per classroom hour, and successful Business English students are often fast tracked for more lucrative assignments in their companies. In this Business English Ebook you will notice a stress on functions. When teaching Business English, you will do far better to focus on functions than on traditional grammar-based lessons taught by most English teachers. The business world is results-oriented, and teaching functions is the way to get those results. Lack of skills with functions is exactly why you will find many EFL students who cant even string a sentence together in spite of years of English lessons - even with native speakers. BE the magic your students are hoping for - help them succeed! This eBook is intended to supplement lessons at www.BusinessEnglishEbook.com
Please help us improve our eBooks by letting us know what you think. CLICK HERE to fill out our confidential survey. Only a few questions, fast and easy.

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Contents: Functions and Quizzes

Section
1A. 1B. 2. 3A. 3B. 3C. 4A. 4B. 4C. 5A. 5B. 6A. 6B. 7A. 7B. 8. 9. 10A. 10B. 10C. 10D. 11. 12A. 12B. 13.

Business English Functions

Introductions: Introducing Yourself Introductions: Introducing Others Greetings and Responses Telephoning: Introduction Telephoning: Taking and Leaving Messages Telephoning: Recording and Leaving Voice Mail Messages Inviting: Inviting, and Accepting or Declining Invitations Inviting: Accepting Invitations Inviting: Declining Invitations Offering: Offers of Assistance or Hospitality Offering: Accepting and Declining Offers Making Requests Responding to Requests Making and Responding to Complaints Responding to Complaints Describing your Company and Job Describing Products Asking for and Giving Opinions and Preferences Interrupting to Give your Opinion Asking for Opinions Strengthening an Opinion or Statement Supporting your Opinions Checking and Confirming Facts Asking for and Giving Explanations Talking about Company Plans

Page
4 5 9 13 15 19 24 25 26 27 27 30 31 32 33 35 37 39 40 41 41 43 46 47 49

Section
14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25.

Business English Vocabulary Quizzes

Job Duties and Prepositions Getting Numbers Right: Accuracy and Approximations Money, Money, Money Job Titles and Duties Describing Employee Characteristics Business English Synonyms Finance: Business Performance Salary, Compensation and Benefits The Economy Your Unique Selling Proposition The Protection of Intellectual Property Rights Finance and Accounts

Page
51 52 53 54 55 56 57 58 59 60 61 62

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1A. Introductions: Introducing Yourself

Business people dont always have the luxury of a third person to make introductions. Meeting someone at an airport or making contact at a conference or exposition often means we must introduce ourselves. These types of self-introductions, just by their nature, will tend to be less formal. Such introductions typically take the following form, depending on whether we can recognize the person we are meeting, or not. If you dont know or can not recognize the person two additional steps are required. At conferences or meetings, people may have already been introduced and so are known to you or may possibly even be wearing a name tag.

Conversation Plan
Can not Recognize Person
Excuse yourself Enquire about their name

Can Recognize Person

Greeting Introduce yourself Identify your company Enquire about their well-being Begin your conversation

Example Dialog 1:
Jee Ah Park: Excuse me, are you Dr. Lee from Biotech Associates? Dr. Lee: Yes, I am. Jee Ah Park: Well, Good morning! I am Jee Ah Park from Wyndham Consulting, how was your flight? Dr. Lee: Just great, everything went according to plan . . .

Example Dialog 2 (can identify the person):

Jee Ah Park: Good Afternoon, Dr. Lee. I am Jee Ah Park with** Wyndham Consulting, how was your flight? Dr. Lee: Just great, thank you. Everything went well and I got here on time . . . ** You may use either with, from or even I work for when indicating your company.
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Activity: Use the table below to practice introducing yourself.

Play both sides of each role.

Conversation Plan - Activity

Can Recognize?
Yes Yes No No No

Initiator Name
Barbara Young Oscar Armenta William Anderson Michael Katz Ho Young Park

Initiator Company
ICT Intl** Sonora Services Sony Financial Partners Automated Devices

Recipient Name
Amy Chung Koji Tanaka Jung Ah Park Abdullah Ali

Recipient Company
Haier Ltd.*** Toyota Samsung ASARCO Mining

Enquire about
How is the conference going for you? How was your flight? Have you been to London before? Would you like to join us for lunch?

Dr. Ramon Research May I ask some Soto Associates questions about your presentation?

** International ***Limited The Initiator is the person who begins the conversation

1B. Introductions: Introducing Others

It is more common in business that we will be introducing a colleague to someone they have not met, often in settings similar to what you have just practiced. Introducing people to each other has a different form than just introducing yourself and tends to be more formal in register. Etiquette (good manners) generally dictates that the most important persons name should be the first stated. As in: Mr. Peterson (CEO), this is Jimmy Wynn, the new delivery boy.
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These introductions will generally follow the form below:

Conversation Plan
Name of most important person Introductory phrase Name of other person Information about the other person Name of most important person Information about most important person

Example Dialog 1:
Maria Costa: Ms. Anna Park, may I introduce Mr. William Spitz? Hes our new auditor in the contracts department. Ms. Park is our CFO.

Model Introductory terms: This is . . . May I introduce . . . Id like to introduce . . . May I present . . . (most formal) Id like you to meet** . . . (less formal) Meet** . . . (least formal)
**Some etiquette coaches suggest never using meet

Example Dialog 2:
Department Head: Ms. Wana Amado, Id like to introduce Dr. Francisco Barraza. Hes our new head of research. Mr. Amado is the Chairman of the Board.

Example Dialog 3:
Bob: Jimmy Heard, meet John Smith. We played on the tennis team at university. Jimmy and I grew up together in California.
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Activity 1: Use the table below to practice introducing people.

your partner and your partner should introduce them to you.

Introduce them to

Conversation Plan - Activity 1

Most Important Person
Winston Wu Dr. Omar Al-Harthy William ONeill

Job + Company

Other Person

Job + Company
New account Anders Consulting Sales Rep** Xerox Corporation Attorney, Public Defenders Office

Head of Accounting Somchai Wongsak Anders Consulting Dean of Institute of Public Management Judge, Superior Court of Arizona Nigel Winters Sarah Conners

** Representative

Activity 1: Use the table below to practice introducing people.

You will need to decide the most important person and if the language should be formal, very formal, or informal.

Conversation Plan - Activity 2

Name
Bill Barnet Jims Van Dermar John McGarret Suda Tannawat

Role
Head of C-9 Consulting Governor of State of New York friends Your mother

Name
Teddy Wilmers Elizabeth Windsor
(Queen Elizabeth II***)

Role
Looking for a job Queen of the United Kingdom Work at the same hotel**** Your supervisor from work****

Annika Robinson Alisdair Forbes

** Representative *** Queen Elizabeth the Second **** who is most important here is difficult to know - its up to you.

Activity 3:

A. Write your name, position, company and one piece of additional information about yourself (hobby or other interest) on a piece of paper. B. Circulate around the classroom and introduce other students to each other by using their papers. Let them introduce you by using your paper. Give and participate in at least five introductions.
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Other Less formal forms of introduction

Have you met . . . Do you know . . . Meet my friend/mother/sweetheart/partner . . .

Keep in mind these etiquette tips:

1. Forms of address should be kept equal. Mr. Bill Robinson should meet Ms. Maria Robles. Not Bill meet Ms. Robles. 2. Always use both first and last names (family and given names). 3. If you introduced yourself, dont address the other person by their first name unless they give you permission - continue to use Mr., Ms., Dr., etc. Some cultures and some individuals prefer to use more formal forms of address, often even with routine coworkers. 4. It is always helpful to give a little additional information about each person to help start a conversation after the introduction. Examples: Wilhelmina is a fifth degree black belt. Mr. Shin was Olympic swimmer in his younger years. Dr. Rupert holds over 55 patents in the processes that we use here.

Etiquette Coach Reviews Proper Introductions Method

Click here to see it: Click here to see it: http://www.youtube.com/watch?v=GqQYS50TyfM

2. Greetings and Responses

Greetings and responses in English are different the first time you meet someone from the second time, as are routine daily greetings from the greetings for a coworker after an absence. English greetings are often coupled with a question about the persons well being or activities. How specific you want the enquires to be will depend on the closeness of your relationship with the person you are addressing. You will also need to determine the register that is appropriate for your relationship and work setting. It is important to note that a general enquiry of someone you see daily is not an invitation for a detailed response. Indeed, to give a detailed response would be seen as inappropriate. Adding a persons name to your greeting or response increases the formality. Courtesy requires that you return the greeters enquiry, even if you are not really interested.

Daily Greetings and Responses with General Enquiries

Greetings
Good Morning/ Afternoon Morning/Afternoon Hello Hi

General Enquiry
How are doing? How are things going? How are you? Hows it going?

Response
Very well, thank you. Just fine. Pretty good. Not bad.

Example Dialog 1 (quite formal):

Ms. Yupa: Good Morning Mr. Anderson. How are you doing? Mr. Anderson: Very well, thank you Yupa. And how about you? Ms Yupa: Fine, thank you, sir.

Example Dialog 2 (neutral):

Ms. Yupa: Good Morning. How are you today? Mr. Anderson: Just fine. How about you? Ms. Yupa: Great! Thanks.
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Specific Enquiries of People you See Regularly

If a lengthy response is given to a specific enquiry, it is less likely the responder will return an enquiry to the greeter.

Daily Greetings and Responses with Specific Enquiries

Greetings
Good Morning/ Afternoon Morning/Afternoon Hello Hi

Specific Enquiry
How did the sales trip go? How was the flight? How was the reception? How was your weekend?

Response
Very well, thank you. Just fine. Pretty good. Not bad.**

** EFL/ESL students should know that Not bad can mean okay or even pretty good.

Example Dialog 1 (quite formal):

Ms. Yupa: Good Morning Mr. Anderson. How did the sales trip go? Mr. Anderson: Very well, thank you Yupa. We doubled last years sales at the same exhibition. Ms Yupa: Thats good news.

Example Dialog 2 (neutral):

Ms. Yupa: Good Morning. How was your flight? Mr. Anderson: Bumpy and very late. But it all work out okay. Ms. Yupa: Thats good.

Example Dialog 3 (informal):

Ms. Yupa: Hi, how was the concert? Mr. Anderson: It was great, we had a wonderful time. How was your weekend? Ms. Yupa: Just quiet and relaxed, but thats what I wanted.

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Greeting People you dont often See

Greetings and responses will tend to be more general with people that you dont see regularly or that you see rarely. Use the table below as a guideline for those greetings. Note that How do you do and Pleased to meet you are used only for a First Meeting. See the modifications on the table.

Greeting People you have Met only Once

Greeting
Its nice to meet you again. Im pleased to see you again. Nice to see you again. Great to see you again.

Greeting People you have Met a Few Times

Greeting
Its good to meet you again. Im pleased to see you again. Good/Nice to see you. Great to see you.

Example Dialog 1 (formal):

Ms. Yupa: Good Morning Mr. Anderson. Im pleased to see you again. Mr. Anderson: Its good to see you again too, Ms. Yupa.

Example Dialog 2 (informal):

Ms. Yupa: Morning, Bob. Great to see you. Mr. Anderson: You too, Supaporn.

Question: Is the greeting to the right inappropriate? What do you think?

Activity 1: Use the table below to practice greeting people.

greet your partner and your partner should greet you.

Practice in pairs and

Conversation Plan - Activity 1

Specific or General Enquiry
General Specific: Attended Madonna concert on the weekend General Specific: Just returned from vacation in Europe Specific: Attended a common friends wedding yesterday

Greeter Name
Jennifer Oh Gale James

Responder Name & Role

Robert Cooke, Jennifers supervisor Lee Wah, Long-time friend Anthony Kim, equal coworker Tabitha Thothe, Antons supervisor Teddy Lee, Miriams supervisor

neutral formal neutral

Michelle Richardson Anton Ryan Miriam Nsinamwa

Activity 2: Use the table below to practice greeting people.

greet your partner and your partner should greet you.

Practice in pairs and

Conversation Plan - Activity 2

Have Met
Only once A few times Only once A few times

Greeter Name & Role

Olan Olander Lindy Liu Michelle Richardson Anton Ryan

Responder Name & Role

Morgan Cruck, supervisor Wanda Wie, Long-time friend Jerry Pierce, equal coworker Bill ONeill, supervisor

Activity 3:

Go around the room and greet your classmates using whatever register and roles you wish.
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3A. Telephoning: Introduction to the Business Aspects

Businesses need to think that every time their phone rings, it is their paycheck calling. Businesses must look at their phone with as much respect and interest as they look at their merchandise, their marketing, and their employees; it is a reflection of their "brand". Dr. Janelle Barlow, in her book, Branded Customer Service says, "Reinforcing a brand through every customer touch point, can provide the repetition necessary to inspire repeat purchasing decisions". She also spends a great deal of time discussing being "on brand" or "off brand". In other words, you may say in your advertising literature and in store signing that the customer is number one, but if your customer can never get someone to answer the phone when they call, then your standards for answering the phone are "off brand". When you think about your phone calls that way, you are more apt to answer the phone with a little more expectation in your voice rather than disinterest. If employees are trained to do the same, you will start looking at your phone as a sales building tool. There are interesting statistics that show people develop a perception about your business within the first 30 seconds of a phone conversation and their final opinion of you in the last 30 seconds. Let's look at some phone tips that will boost that final opinion to one of an ongoing, on brand, positive relationship! 1. Breathe! Before you pick up the phone, take a deep breath. Most of people are "shallow breathers". They take small breathes in and out and therefore, sound tired when they answer the phone. The goal is to sound like you like your job and you are glad they called. Practice taking a very big breath and answering the phone at the top of that breathe. You will continue speaking on the exhale of that breath and the caller will hear energy in your voice! You can also practice it when you are making a call and start your breath as the phone is ringing on the other end. You'll be surprised how you feel when you use this technique. 2. Identify yourself. Give your full name and function and or the name of your company. Since they have taken the time to call you, you may answer the phone this way; "Thank you for calling Merchandise Concepts, this is Anne Obarski, how can I make it a great day for you?" Hokey, maybe; memorable, maybe; friendly, you bet.

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One important tip is that of slowing down when you answer the phone or when you call to leave a message. How many times have you had to re-play your answering machine to understand what the person was saying or the phone number that rattled off too fast? 3. Be Sincere. If we are honest with ourselves, we are all "problem solvers" in some way. People call us on the phone to have a problem answered. Whether it is to get driving directions, or hours of operation or questions about our merchandise, they have a question and want it answered quickly, intelligently and politely. It is important to put the customer's needs ahead of yours. Have you ever been in a store and you were just about ready to put your things down on the counter to pay for them and the employee says, "You'll have to go to another register, I am going on break now". A customer will remember how attentive you were to their needs when they are asked to make a referral! 4. Listen attentively. Put everything down when you answer the phone! Easier said than done, isn't? How many times have you been in your office answering email, talking on the phone, listening to your iPod and sipping on a Starbucks? Me too. Shame on us. Customers don't like to be ignored and by multitasking, we are not focused on the customer's wants and needs. Visualize the person, even if you don't know them so that you remind yourself you are engaged in a two-way conversation. If you still have trouble listening, start taking notes on what they are saying. Use a headset if possible, to keep your hands free. By taking notes you can verify with them as well as yourself, the important points of the conversation and the action items that needed attention. 5. Outcome. If the phone call has been successful, the first 30 seconds established a positive perception about you through voice, and tone and focus. The last 30 seconds will be when the caller finalizes their opinion about you. You can make that a positive experience by thanking them for calling, reviewing the problem you were able to solve and then most importantly, thanking them for their continued business. To build a strong business, you need to have repeat and referral business. What easier way than to ask for their continued business at the end of each and every phone call. The way you speak over the telephone conveys 85 percent of your message, so by focusing on the previous 5 tips you and your employees can make it a smooth flight in your business each and every time your phone rings. Go to the next page

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3B. Telephoning: Taking and Leaving Messages

The structure of most business telephone conversations that involve the leaving and taking of messages is similar to this:

Conversation Plan: Leaving and/or Taking a Message

A
1. 2. 3. Asks the caller to wait. Tells the caller that Mr./Ms. X is not in. Offers to take a Message. Asks when Mr./Ms. X will return. Answers, offers again to take a message. Leaves a message and telephone number Repeats the message to confirm its accuracy. Asks for confirmation. Confirms or corrects the message. Says they will give the message to Mr./Ms. X. Asks if there is anything else. Reply affirmative or negative. Thanks A. Says good bye. Thanks B. Says good bye. Answers the telephone Gives their name and asks to speak to Ms./Mr. X

4. 5. 6. 7.

8. 9.

11.

12.

Go to the next page

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Example Dialog 1:
A: Boat Lagoon Marina, This is Jeanie Moss, may I help you? B: Yes, my name is Sally Dominguez, Id like to speak with Anders Olafsen, please. A: One moment please. Im sorry, Mr. Olafsen is not in his office right now. May I take message for him? B: Yes, please. We booked a slip** for January 23rd to February 15th, but wed like to arrive on the 20th now. Wed like to know if that is okay, or not. Hes got our telephone contact number. A: Okay, you booked a slip for January 23rd, but would like to arrive on the 20th, is that correct? B: Yes, thats correct. A: Ill leave the message for him, Ms. Dominguez. Is there anything else I can help you with? B: No thank you, thats all I need for right now. Good bye. A: Thank you, good bye. ** Booked a slip means they reserved a berth for their yacht at the marina (a parking space for their boat). This is similar to booking a room at a hotel.

Example Dialog 2:
A: Anderson Consulting. This is Omar Al-Harthy, may I help you? B: Yes, my name is Willy Chang, Id like to speak to Jenny Wu, please. A: One moment please . . . Im sorry, Ms. Wu isnt in today, may I take a message for her? B: Yes, please. We have an appointment for 10 AM Friday, but I need to reschedule. I am at 555-3287. A: Okay, Mr. Chang, you need to reschedule your appointment for Friday, and Ms. Wu can reach you at 555-3287, is that correct?
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B: Yes, that is correct. Thank you. A: Ill leave the message for him, Mr. Chang. Is there anything else I can help you with? B: No thank you, thats all I need for right now. Good bye. A: Thank you, good bye. As you can see, this simple structure provides for accurate communication of messages in most circumstances.

**********
Activity 1: Working in pairs, use the table below to practice leaving and taking telephone messages. Practice both sides of each dialog with your partner.

Conversation Plan - Activity 1

name & #
Connie Scordato 2586-9936 Angel Cabrera 555-2684 Kevin Choi 326-1761 Louis Parrish 524-8888

company
Tucson Restaurants Cooperative Real Estate Resources, Inc. PDA Associates Rincon Realty

calling
Kenji Matsumo Terrie Siddons Kris Cox Wendy Ronstadt

about

Lotus Garden The new menus have been Restaurant printed and are ready to be picked up. Key Would like her company to Management take over management of a Company new apartment building. Rising Sun Auto Fleets Pima Investments Interested in leasing two new limousines Interested in leasing office space in their new building

Activity 2: Using the forms at the top of the next page, write down two of the messages from Activity 1 and your partner should write down the other two. Check to make sure they are correct.

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Use the forms below to record (write down) two of the messages from Activity 1 on the previous page. Use todays date and the current time.

Activity 3: Using the table on the previous page as a model, practice leaving and taking telephone messages with several partners in the classroom. Create new dialogs based on your business experience. Practice both sides of each dialog.

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3C. Telephoning: Recording and Leaving Voice Messages

Businesses want to protect and project their credibility and professionalism with every opportunity. For employees, paying attention to something as simple as phone message strategies can be a vehicle for projecting the professional image you want your coworkers, clients, and supervisors to see. Is your voice mail greeting as professional as possible? Do the voice messages you leave give a positive impression of you and your company?

Eight Tips for Your Outgoing Message: When people call your voicemail do you sound
welcoming, honest, energetic and sincere or do you sound angry, bored or half asleep? Here are several steps to follow to put your "best voice" forward. 1. Script your message. Writing it out will help you say exactly what you need to say: nothing more, nothing less. You'll also be less likely to make a mistake when reading from a script. And you'll find it easier to control your pacing and tone when you've got something written to practice. 2. Practice your message before you record it. Say it over and over again out loud to make yourself familiar with the words. 3. Stand up while recording your message. This will add energy and vitality to your voice. 4. Smile while recording your message. A smile makes your voice sound warm and friendly. Telemarketers often have mirrors on their desks, so they can make sure they are smiling when talking on the telephone. 5. Get feedback from at least 3 friends or colleagues. Does your message sound as good as it could? If not, re-record! 6. Don't leave mistakes on your outgoing message. What does that tell your customers and clients about your attention to detail? 7. Customize your message daily. If possible, let people know if you are in or out of the office and when you will be likely to call them back. 8. Include your USP in your message. Your USP is your unique selling proposition, a phrase that articulates a key benefit to your customer. Boil it down to a brief phrase and use it in your outgoing message. For example: We guarantee the lowest prices in paper products worldwide.
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Leaving a Voicemail Message:

1. 2. 3. 4. 5. Who are you? Your name. Whats your phone number? Leave it. Does your call need to be returned? Yes or no. Why are you calling? Leave the reason. State your telephone number again

The entire message should take no longer than 30 seconds, but if it needs to be longer, make it longer. Be ready for voice mail and if you are NOT ready, feel free to say, I will call back. Prepare you message and then call back.

How to Improve your Voicemail Message:

Know before you call the reason for the call Start by saying your full name and company or department connection State the reason for the call State clearly what you want (a call back, a message left for you, to have them send you an email, etc.) Leave your phone number clearly and slowly A simple strategy for leaving your phone number is to write it as you speak it. Consider those messages you've had to listen to three or four times just to get the phone number. I make a habit of pausing for a breath between each set of numbers. For instance, I say: "My number is ...775...544...84...79." I say the last four numbers in pairs. Grouping the numbers in pairs helps the person writing the number do it faster and more accurately. Another simple strategy is to give your number, in the same fashion, twice. First when you state your name; second when you ask them to call.

Finally . . .
1. Call from a landline, if at all possible - to improve the clarity of your call 2. If not, make sure you have good reception 2. Use a quiet space (no barking dogs) 3. Stay indoors and avoid wind - wind creates a rattling sound in the microphone 4. Speak loudly and clearly - make it easy to hear and understand you. 5. Speak slowly

Go to the next page

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A poorly recorded voice mail greeting can actually turn away customers, clients, or leads. Make sure your voice mail greeting invites your callers to leave their message and call back information. Lets find exactly how to do what we need to do. The structure of most business voicemail messages is this:

Pre-Recording a Voicemail Message

purpose
Identify yourself and company Where you are Will you be checking your voicemail? Will you be returning calls? How soon? What do you want them to do? Say again that you will return their call Thank them for calling Tell them when to start recording their message

message
Hello, this is Morgan Harrington at Consolidated Attorneys. I am away from my office on a business trip . . . but I will be checking my voicemail daily and will return any calls within 24 hours. Please leave your name, telephone number and a detailed message and . . . I will return your call as soon as possible. Thank you for calling. Leave your message at the tone.

Activity 1: Work in pairs and use the format in the table above to write a voicemail
message for times when you are away from your office. Read it to a partner and let them determine if you have covered every point on the table. Check your partners voice script.

Leaving a Message on Voicemail

Be prepared to leave a voicemail when you call anyone who may not be in at that time. If you are not prepared, dont stumble through the message - just say you will call back. Prepare your message and call back. The quality of your message conveys your attitude toward detail and will reassure your customers and clients that you will deal with their concerns professionally.

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Leaving a voicemail message is very much like pre-recording a message.

Leaving a Voicemail Message

purpose
Identify yourself and company Give you telephone number Why are you calling? What do you want them to do? Why? Suggest a time when they can contact you

message
Hello, this is Bawalili Nsinamwa at Marothodi Industries. Im at 702-309 in Francistown. I am calling to check that your latest order arrived with no problems. Please let me know if everything was to your satisfaction. It is important to us that we get it done right. Ill be at the office today [Wednesday] from two until five PM and Thursday from 8 AM until 6 PM.

Thank them if they are already Thank you AGAIN, for doing business with Marothodi doing business with you. Industries. Your telephone number AGAIN Again, this is Bawalili Nsinamwa at 702 309 in Francistown.

Activity 1: Work in pairs and prepare a message to leave on voicemail using the information in the table below:

Activity: Leaving a Voicemail

name and telephone
1. Winnie Montri 227-6834 2. John MacGee 375-0988 SamuiGazette Newspaper Robert Bilby

from
Chee Ling Gold Shop

calling
Suwanee Prasert

suggested call back

message

Jewelry Today 2-5 PM, Shipment of Wholesalers Tomorrow 8-11 gold wire has AM arrived Richmond Developers Tomorrow before 5 PM deadline for the printers Anytime Tomorrow Between 9 & 6 Do you want your display advertisement in this weeks newspaper? Massage oil shipment has been delayed by one week.

Vichai Singh 455-7820

Lemongrass House

Kenneth Ho

Mandala Spas

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Activity 2: Work in pairs and create a message to leave on voicemail for one of your
regular contacts outside your company. Read it to your partner and have them read theirs to you. Check to be sure all elements of the message are present.

Finally . . . Some creative suggestions for voicemail.

Use common sense in trying new ideas depending on the culture of your company. Click on the link to view the videos in a new window.

Change your Voicemail

http://www.youtube.com/watch?v=BjvODfVKj2c

Voicemail Ideas for Sales People

http://www.youtube.com/watch?v=6cI0WlxwHFA
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4A. Inviting: Inviting, and Accepting or Declining Invitations

Invitations can be made in formal and informal ways. In business settings the default invitation will be formal, but invitations to close colleagues can, at times, be informal. Use formal invitations with people you have only met a few times or who are ranked above you in position. More personal informal invitations can be used with people you know well and with whom you have frequent contact.

Invitations typically take this form - key phrases are italicized:

Invitations
formal
I was wondering if you would like to join us for a meal. We would be very pleased if you would come along for dinner tomorrow evening. Would you like to come with us to the Guggenheim Museum this weekend? We are hoping you will come along on the boating excursion tomorrow.

informal
How about dinner tonight? Why not join us for a few drinks after work? What about getting dinner before catching the train home tonight? Why dont you** come over for tennis this weekend?

** Why dont you, though frequently used, can carry a slightly negative tone in some cultures.

Activity 1: Work in pairs using the table on the next page to practice inviting your
partner to different activities and events. Use both formal and informal invitations.

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invite Your boss A coworker Your department head The new supervisor in your department

to Dinner A BBQ Karaoke with everyone in the department To go sailing

when Friday night Saturday afternoon Today after work

register Formal Informal Informal

Sunday morning

Formal

4B. Accepting Invitations

When accepting an invitation it is courteous to add a phrase of thanks to your acceptance. The following phrases can be combined in their common register.

Thanking formal You are very kind, thank you. Thank you very much. Thats very kind of you. Thank you for inviting me. Thats very nice, thank you. informal Thanks! + + + + + + + + + +

Accepting That would be wonderful. I would really enjoy that. I would love to come. Id be delighted to come. I will look forward to that. Thats a great idea. Ill be there. That sounds wonderful. That sounds fun. What a good idea.

Activity 2: Work in pairs using the tables on this and the previous page to practice
inviting your partner to different activities and events. Use both formal and informal invitations - and accept those invitations with appropriate thanks and acceptances. Both partners should invite and thank and accept.
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4C. Declining Invitations

When declining an invitation it is courteous to add a phrase of thanks or apology, as well as to offer a reason why you can not accept the invitation. The following phrases can be combined in many different ways in their common register. Notice how often the simple use of Thanks indicates register.

Thanking Or Apology formal

Thats very nice of you + Thats very kind of you + Thank you for the invitation +

Declining
but I cant make it unfortunately, I cant come but I wont be able to . . . but I cant +

Reason
I have a previous commitment

+ I wont be here then + + I am busy on Wednesday Ive already agreed to something else

Thank you very much + Thank you, I wish I could come I really wish I could + + +

informal

Thanks

but I cant make it

Ive already got something scheduled.

Sorry Im sorry, I wish I could

+ +

but I cant

+ Im doing something else then + I have a commitment every Wednesday

Activity 1: Work in pairs using the tables on this and the previous two pages to
practice inviting your partner to different activities and events. Use both formal and informal invitations - and decline those invitations with appropriate thanks and reasons. Both partners should invite and thank and decline.

Invite your partner to realistic company functions and personal activities. Thank, accept and decline using appropriate registers. Role play invitations of CEOs and equal coworkers, using appropriate registers.
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Activity 2: Work in pairs using the same tables.

5A. Offering
Offers share some common ground with invitations as an invitation is a polite request to join in an activity or event. Much of what you learned in the previous section can be applied here. As in all business situations formal use of the language is preferred when interacting with persons of higher organizational rank and certainly when working with clients and customers. Reserve the lower register informal language for coworkers and people you interact with frequently.

Offering Assistance and Hospitality

formal
Would you like* some help with the Thompson audit? Would you like another cup of coffee? Would you like some help with that? Shall I jump in and help with tomorrows presentation?

informal
Do you want me to help you with that? Do you want another coffee? Why dont I give you a hand here?** How about a hand?*** Do you want me to book that flight to Pusan for you? * Would you like is the structure used for Inviting ** Giving a hand is an offer of assistance *** How about a hand? Can be used to offer and request assistance

5B. Accepting and Declining Offers

As with the offers themselves, accepting and declining offers follow similar structures as that of accepting and declining invitations, with one minor exception: you are not required to give a reason for not accepting an offer. Use the chart on the next page to review the structures involved.
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Accepting and Declining Offers

Offering formal
Would you like me to order in some food since we are going to work so late? Shall a call a taxi for your trip to the airport? Would you like me to let the contractors know that we have finished the proposal? Would you like me to . . . Would you like . . .

Accepting
Thank you, thats a great idea.

Thank you, I would appreciate that. Yes, please. That would be very kind.

Yes, please do. Yes, please.

Offering
Would you like . . . Shall I . . .

Declining
No, thank you. No, thank you. Thats not necessary. Please dont bother . . . but thank you.

Offering informal
Do you want me to order in some food since we are going to work so late? How about if I call a taxi for you? Why dont I call the contractors to let them know the proposal is finished? Do you want . . . How about . . . Why dont I . . .

Accepting
Thats a good idea. Thanks, please do. Thanks. That sounds great.

Offering
Do you want . . . How about . . . Why dont I . . .

Declining
No, thats okay. No thanks, Im fine. No thanks,

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Activity 1: Work in pairs using the tables on the previous two pages AND the table
with situations below, to practice making offers and accepting and declining the offers. Use both formal and informal registers and you must decide what is appropriate for the situation. Make sure that your partner agrees. Practice both sides of the exchanges.

Conversation Plan: Offering, Accepting, Declining

you offer to
1. 2. 3. 4. 5. 6. 7. Work late to help finish the Park Corporation audit. Help interview applicants for the vacant position. Help her move to a new apartment on the weekend. Give a full presentation to the board of directors. Call on a new account to answer some complaints they have. Drive your new employee home after work. This person works for you. Look over* the books** for a small company your CEO wants to buy for himself.

for
your boss Your supervisor a friend a potential client your district manager new employee your CEO

and s/he
accepts declines accepts accepts declines declines accepts

* Look over means to examine or inspect * * the books are a companys accounting records.

Activity 2: Work in pairs and make offers to your coworkers about situations that would be realistic where you work. Accept and decline the offers using the appropriate register - depending on the role your partner is playing.

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6A. Making Requests

The phrases in the table below can be used to ask for assistance or to request specific things or services. As you would not typically make a request for assistance or service from a superior at work, the register form for most of the phrases here is informal.

Conversation Plan: Making Requests

Can I have another cup of coffee, please. Would you mind giving a short toast* to the CEO? Do you think you could get this printed for me? Could you let the office know Ill be back later than I expected? Could you possibly arrange a private room for twelve for dinner? Can I . . . [do something] Would you . . . [do something] Do you . . . [do something] Could you . . . [do something] Could you possibly . . . [do something] If you wish your request to be more formal use: Would you . . ., please. * A toast is a short speech in praise of someone, followed by a drink. The speech is given with the drink in hand and raised.

Activity: Work in pairs using the table above and make requests for the suggested assistance/privilege on the table below. Decide if you need to make a request more or less formal depending on the situation.

Activity for Making Requests

who you ask
1. 2. 3. 4. 5. Your boss Your Secretary Coworker A friend/coworker Office cleaners

the situation
You have a doctor appointment tomorrow You are very busy right now You are super busy with the Wui contract Your are looking for a new job You spilled coffee all over the floor this morning

your request
To come to work late tomorrow. Hold your phone calls Please help me for a couple hours You want a work reference from her Remove the coffee stains from the floor

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6B. Responding to Requests

Courtesy requires that negative replies, as with declining invitations, need a stated reason.

Requests
Can I . . . Would you . . . Do you . . . Can you . . . Could you . . . Could you possibly . . .

Positive Replies
Of course No problem I would be happy to Yes, thats no problem You bet! Right away, maam/sir

Negative Replies
Im sorry, thats not possible. + reason My apologies, + reason Im afraid not, + reason I wish I could, but + reason

Example Dialog 1:
A: Do you mind helping me move this desk out in the hallway? B: No problem!

Example Dialog 2:
A: Robert, can you bring in the Torres contract? B: Right away, sir.

Activity 1: Work in pairs using the table above and make requests of your partner.
Partners should make both positive and negative replies. Remember to provide a reason when giving a negative reply.

Activity 2: Work in pairs and make requests that would be normal in our work setting. Give positive and negative replies. Provide a reason when giving a negative reply. Work around the room and do the exercise with at least two other partners.
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7A. Making and Responding to Complaints

When making complaints to suppliers or other stakeholders in your business, it is important to do it in a courteous, but also very clear way. Serious issues should be addressed in writing. Look in the Business Communications eBook that is part of this package for information on how to write and document complaints. For this portion of the eBook we will focus on making complaints verbally. To be effective a complaint should be: Concise Constructive Factual Friendly

1. Concise. Long complaints confuse people as to exactly what the problem. Say it in one sentence so that you are clear. 2. Factual. Get the facts around the problem. Dont guess - know. Have at hand relevant details such as dates, requirements, quantities, names, invoice numbers, etc. 3. Constructive. Tell the people to whom you are complaining, exactly what you want done to solve the problem. 4. Friendly. Angry and confrontive interactions are less likely to get the problem solved satisfactorily. Friendly interactions will have staff happy to help you resolve the problem.

Example Dialog:
A: Good morning, Marothodi Textiles. This is Tabitha, how can I help you? B: This Teddie Oh at Casual Clothing Ltd. Im afraid Ive got a problem with the last order. A: Oh no! Let me connect you with your sales representative, Jeffers OReilly. One moment please . . . Sales Department, Jeffers here. Im sorry to hear about the problem, Teddie. Please give me the details.

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B: Hi Jeffers, sorry to bother you with this, but I need your help. Okay, this is from invoice BD2245, it arrived this morning. A: One moment please and Ill bring it up on the computer . . . Okay, Ive got it, go ahead. B: Alright, the invoice says six containers of the reactive dyes, which is what we ordered. But the shipment was of pigment dyes instead. A: I see, so we sent you the wrong kind of dye. Im very sorry. B: Jeffers, we really need the dye here as quickly as possible. Weve got a printing run scheduled for Monday morning that uses that dye. A: Let me express ship the correct order to you - right now. It should get to you no later than Friday. When they deliver the dyes, can you please return the pigment dyes, via return billing? B: Sure thing Jeffers. Thanks a lot, it could have been a real problem. A: Teddie, Ill call you Friday afternoon to make sure it got there okay. And, again, my apologies for the mix up. Im not sure where it went wrong, but Ill do my best to make sure it doesnt happen again. B: Thank you Jeffers, Ill talk to you Friday. Good bye. A: Good bye Teddie.

Activity 1: Work in pairs and read the dialog to each other.

After reading the dialog, work together and find, in the dialog, the essential components of responding to a complaint from the table below.

7B. Responding to Complaints

Customers are a businesses lifeline and answering their complaints in a friendly, fair and responsive manner will keep them in the fold. Here are the essential points:

Responding to Complaints
Apologize Ask for Details: Be Sure you Know What is Wrong Take Action Check Back to be Sure the Customer is Satisfied
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Here are some phrases that can help you with complaints:

Phrases for Dealing with Complaints

Making Complaints
Im sorry to bother you, but . . . Theres a problem with . . . Can you please . . . Its important that we correct this as soon as possible, because . . .

Responding to Complaints
Im very sorry . . . My apologies for the mix-up* Im sorry for the inconvenience . . . Let me do this . . . Can I check back with you on Friday?

* a mix-up is confusion or a simple mistake

Activity 2: Work in pairs making and responding to the complaints in the table below.
person with problem
Adolfo Torres, Lee and Wu Distributors Robert Abacan, Manila Motors

problem
Invoice order BB33-65 never arrived, was due last week! Ordered five Mercedes in Red. You sent Blue!

Calling/At

who will

check back on
Next Friday The 25th of the month

Jims Montgomery, Resend the Continental order Shippers Heinz Erhardt, Mercedes HQ* Send over five Red Mercedes from their dealer in Thailand Will send a truck over RIGHT NOW.

Wilson Whits, British Air

Flight 355 out of Heathrow only got 340 meals. There are 380 passengers

Ginny Tucker, International Catering, Ltd.

In 15 minutes

* HQ means headquarters

Activity 3: Work in pairs making and responding to complaints that would be relevant to your business operations.

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8. Describing your Company and your Job

Talking about your company and your role in it is part of selling your clients and customers on the quality and performance of not just your company and yourself, but also of your products. Common structures for these types of conversations are on the table below.

Describing your Company and Job Common Questions Answering

Where do you work? What do you do there? I work at . . . I sell . . . I represent . . . I develop . . . I research . . . I manage/supervise/oversee . . . I am in charge of . . . I work with . . . I work for . . . I am with . . . I represent . . . Products: We manufacture . . . We produce . . . We develop . . . We sell . . . Services: We are a . . . We provide . . . We help [companies/individuals/people] . . . We assist . . .

Who do you work for? What company do you work for? What company are you with? Who are you with? Who do you represent? What does your company do?

See the top of the next page for an example dialog using these structures.
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Example Dialog:
A: Kenzo Mitsui? Good afternoon, Im Robert Anderson. B: Hello Robert, its good to meet you. Who are you with? A: Im with Wrightstown Group International. B: What does your company do? A: We are a private security firm. We provide personal security services to celebrities and wealthy individuals. B: Very interesting! What do you do there? A: I provide logistics support. I help make sure that people are where they need to be, when they need to be there with their security people. B: That sounds like a difficult job, getting everything organized together. A: Difficult yes, but also great fun!

Conversation Plan: Activity 1 Activity 1: Using the structures

1. in the table on the previous page and the example dialog and the information on the table to the right, work with a partner asking and 2. answering questions about those people and their companies. Name: Christie Liu Company: Guardian Insurance Ltd. Job: Sales Representative Duties: Sell home and auto insurance Name: Sirhan Suresh Company: New Delhi Investment Bank Job: Actuary/Mathematician Duties: Researches risk for the companys investments. Name: Phillip McElroy Company: IBM Job: Corporate Training Manager Duties: Plans and organizes all of the companies training. Name: Beth Towers Company: Drexel Advertising Agency Job: Advertising Executive Duties: Create advertising campaigns for major companies.

Activity 2: Work your way

around the classroom asking about other peoples jobs and companies and answering questions about your job and company. Use your own personal information. 4.

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9. Describing Products
Asking and answering questions about products is a routine part of business communication, and often the next step after describing your company and your duties there. Some typical questions and the structures for their answers are on the table below.

Structures for Describing Products

Asking about Products
What is it called? What is the name of your product? What is it? What does it do? What is it used for? What is it made of? How much does it cost? What are its special features?

Answering about Products

Its called the . . . It is . . . It . . . Its used for . . . Its made of . . . It costs . . . It can . . .

Example Dialog:
A: Whats the name of your product? B: Its called the Caterpillar 12G. A: What is it used for? B: It is perfect for grading and leveling roads. A: How much does it cost? B: Well . . . this one is used. Its not new, so it is priced at only US$32,000. A: Does that price include delivery? B: No, Im sorry it doesnt. But, we can arrange that as well.
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Activity 1: Using the structures and

example dialog on the previous page and the information on the table below, work with a partner asking and answering questions about the products.

Conversation Plan: Activity 1

Product: Armored Limousine Functions: Safe and secure transportation for celebrities and dignitaries. Price: US$320,000 plus options and taxes Made of: Special armor plating Special features: Lighter and faster than other armored cars Product: Tritron 2000XF Microscope Functions: Special microscope for rapidly detecting flaws in nano-circuitry Price: US$128,000 Made of: Special electronic lenses Special features: Can find circuitry problems other microscopes cant find and much faster. Helps reduce manufacturing problems and saves money Product: Super Star Veneers Functions: Glue-on teeth veneers that give your teeth a celebrity appearance Price: US$3000 each Made of: Newly patented plastic compound Special features: Guaranteed to last 25 years Product: Expatriate Relocation Service Functions: Finds homes in exotic locations for people wanting to live abroad Price: It depends on exactly what services are provided. Made of: Not applicable Special features: Can create and customize a situation for anyone, anywhere in the world.

Activity 2: Use the structures and information on the tables in this section to ask and
answer questions about products. Work your way around the classroom asking other students about their companys products and answering questions about yours.

Activity 3 - Integrated Activity: Use the information from this and the previous three pages to ask and answer questions about your and other students jobs, duties, companies and products.
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10A. Asking for and Giving Opinions and Preferences

- Agreeing, Disagreeing and Interrupting In business we typically must be more diplomatic than Dirty Harry, but we have all had managers and bosses about that difficult! Our goal here though, is to be more tactful, but yet still express our opinions and sometimes, even strong disagreement. General opinions, agreements or disagreements typically follow these structures:

General Opinion
I think . . . I would prefer . . . In my opinion, . . . Personally, . . .

Agreeing
I agree. I think so too. I think you are right.

Disagreeing
I wish I could agree, but I cant. Im sorry, I dont agree . . . Yes, but . . . Im afraid I disagree . . . I disagree . . . It might be better if . . . Im not so sure about that . . . That could be a problem, . . .

Example Dialog 1 [in a meeting]:

A: So, relocating our office to the city center would help improve our business? B: It might be better if we just stayed here. Our clients know where to find us and parking is much easier here. C: I think you are right. Personally, I dont think our clients want the hassles of going downtown. A: I would prefer staying here, but our survey of clients said that a downtown location would be much easier for them.
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example dialog on the previous page and the information on the table below, work with a partner expressing opinions, agreement and disagreement about the issues.

Activity 1: Using the structures and Issue

1. Raising prices to increase cash flow

Agree
Prices are elastic* right now, sales will continue regardless of a rise in prices

Disagree
Prices are already too high. People will quite buying our products and go to our competitors.

2. Redesigning our electronic A new look and new func- Our customers are familiar dictionary to increase tions for the dictionary with our product. If we sales would increase sales change it too much, sales will go down. A change in design and functions will raise costs, too. 3. Opening a new sales office It will make it easier for our It will only reduce sales for on the other side of town customers to buy our this office and increase products our costs. 4. Having a big sale for Christmas to increase sales A sale will lower the price The price is already very and many more people will good. Sales wont increase buy our product and will only make less money.

* elastic means flexible

10B. Interrupting to give your Opinion

Use the following phrases when needed to interject your opinion into a discussion.

Polite Phrases for Interrupting, Correcting, and Disagreeing

Im sorry to interrupt, but . . . (more polite) Excuse me, but . . . (less polite) Im sorry, but to the best of my understanding . . . (more polite) Actually, I dont think that is right . . . (less polite) I am afraid I disagree. I think . . .

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10C. Asking for Opinions

Use the following phrases to ask for opinions.

Asking for Opinions

What do you think? How about you, John? Would you agree, Munir? Does anyone else have an opinion on this? Are there other ideas about this? How about some fresh thinking on this issue?

10D. Strengthening an Opinion or Statement

Precede your opinions or statements with these phrases to make them stronger.

Strengthening Opinions and Statements

I really think . . . Im quite sure . . . I strongly believe . . . We really must . . .

Example Dialog 2 [Dialog 1 continuing . . . in red]:

A: I would prefer staying here, but our survey of clients said that a downtown location would be much easier for them. B: Im sorry to interrupt, but I quite disagree, I really think they were saying it was easier for them to come here. Does anyone else have an opinion on this? John? D: I thought the survey was inconclusive - there just wasnt enough information. But I am quite sure no one is looking for all the parking problems being downtown would present. E: To the best of my understanding our three biggest clients have their offices downtown and Im quite sure they would prefer just walking over to our office rather than having to drive across town as they do now . . .

example dialogs on the previous three pages, work with a partner expression opinions, agreement and disagreement about the issues. Use the suggest phrases to interrupt your partner and to strengthen your opinion. Use your own information and opinion about your company as the basis for your dialogs. Work around the room and talk with several other students.

Activity 2: Using the structures and

Paul Grahams Disagreement Hierarchy - above See: http://www.paulgraham.com/disagree.html

Go to the next page

11. Supporting your Opinions

Expressing Advantages and Disadvantages: Pros and Cons To best support your opinions in discussion, you will need to add supporting information and advantages, and note disadvantages to opposing positions. The structure of supporting your opinions follows this pattern:

State your Opinion

for or against
I agree, in my opinion . . . I dont agree, I think . . .

+
+
+ +

Support
add information
support first point

+
+
+ +

Support
add more information
more support second point

In the Example Dialog notice the words that connect the supporting points: they are in red. Example Dialog:
A: The board has suggested opening our first overseas office in Panama City. The purpose of this meeting is to ask your opinions on the issue. B: Opinion: I think It might be better if we looked at Pusan, Korea. Support: Office space and housing costs for our staff would be about half the price of Panama City, and (support) the population base of potential customers is much larger. Even more Support: Another point is that the Korean regulatory system is more supportive of new businesses. C: Opinion: I think Korea might be a problem. Support: None of our staff speak Korean and (support) we have a good number of staff who are fluent in Spanish and operate comfortably in that environment. Even More Support: In addition, Panama City is in the same time zone as here and only a few hours flying time. A: Well, I can see that we have some differing opinions here. I think that we probably need to study the points that both of you have made. The language issue is certainly important and so is the fact that it is much closer and much easier to get to Panama from here. The costs of language training, transportation and communication are also important considerations.
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Connecting words: Connecting your Supporting Points

And . . . as well In addition . . . Another point is . . . Another consideration is . . . Another thing . . . I should also add that . . .

Integrated Activity 1: Using the structures and

example dialogs in this and the previous sections use the information in the table below to agree and disagree as noted using the points given.

Integrated Activity: Supporting your Opinions

Dialog: The CEO has suggested that the sales team expand overseas. She feels that there is a huge market in other countries that could easily double or triple our sales. She has asked me to seek your opinions on this issue. Opinion
1. Disagree politely

1st Support
We have not yet maximized our sales here

2nd Support
Shifting our focus overseas will be distracting and hurt our performance here An overseas market would give us an opportunity to test new products, before trying them here The extra work will burn us out and create turnover, our experienced staff will quit

Connecting Words
and

Agree strongly

Our sales peaked a year ago, it is time we started looking elsewhere to increase our sales We are all already working 60 hours a week and more!

In addition . . .

Disagree strongly

And another thing is that . . .

Activity 2: Working with a partner, use the table below to discuss the suggested
issues. Give your opinions, agree and disagree, and provide at least two points of support for each opinion.

Issues for your Company

Our company should . . .
1. 2. 3. 4. Raise prices by at least 20% for our products and/or services Open another office on the other side of the city Reduce the number of staff, but pay everyone more Expand into other countries in which we are not yet present

They can be real or imaginary. Give your opinions, agree and disagree, and provide at least two points of support for each opinion.

Activity 3: Working with a partner, create your own issues for your company.

12A. Checking and Confirming Facts

Follow up: Asking for and giving explanations when data presents an issue
Data and information are the lifeblood of the business world and it is important to make sure that the information you are getting is accurate and correct. And, when there is an issue presented by the data, to question it. The structure of simply checking and confirming facts is as follows:

Checking Facts
Restate or repeat the information that you want to confirm: So, sales were down by 25% last quarter, is that correct? or is that right? Response: Thank you.

Confirming
Confirm or Refute the information: Yes, that is correct. Yes, thats right. or No, thats not correct. No, thats not right. [then give the correct information]

Activity 1: Working with a partner check and confirm facts in the table below. Be sure to provide the correct information if the questioners information is not correct.
Checking Facts
1. The costs of the key parts for our #1 product went up by 55%? 2. Weve had 25% turnover in our sales staff in the last year? 3. 4. Sales are up by 45% this quarter? Our accountant emptied our bank accounts and ran away to Brazil?!

Correct? Correct Information

Yes No. 28% No. 55% No. He ran away to Argentina.

When confirming information, it is helpful and courteous to add a bit more information beyond just a Yes or No + correction.

Activity 2: Working with a partner check and confirm facts in the table from Activity 1
on the previous page and add the information below:

Adding Additional Information

1. 2. 3. There was a long strike at the mine that provides our raw materials. They all took higher paying jobs with our #1 competitor. We added a commission to our salespersons salary package. It made a big difference. It seems she took a friend from the bank with her too.

12B. Asking For and Giving Explanations

The next step in the process of checking information and confirming it to ask for a deeper explanation of details and how such a situation came about, be it good or bad. Certainly no manager would stop at just hearing that an accountant had emptied the bank accounts and run away to Argentina! Or even that sales were up a whopping 55%. They, and you, would naturally ask for details.

Restate the Situation

The accountant stole all our money and ran away to Argentina? Sales were up by 55% last quarter?

Ask for Details

Please tell me exactly what happened. Thats great news! How did you accomplish that?

Go to the next page

Activity 3: Working with a partner restate and ask for details for the situations in
the table from Activity 1. Use the details below to create your explanation.

Adding Additional Information + Details

1. There was a long strike at the mine that provides our raw materials. + We werent able to access those materials from anywhere else. They all took higher paying jobs with our #1 competitor. + The company approached all of us with job offers. We added a commission to our salespersons salary package. It made a big difference. + Though it increased sales, profits increased only a bit due to the additional cost of the commissions. It seems she took a friend from the bank with her too. + Were working with the police right now to find them.

Activity 4: Take a few minutes and work with a

partner and write down four situations that could be true at your company - real or imagined. Ask for the information to be confirmed, add additional information, seek an explanation and give details of the situation. Make the situations funny or unrealistic if you wish. Practice both sides of the dialog.

13. Talking about Company Plans

Everyone in the business world has someone above them, even CEOs are responsible to the Board of Directors and they are responsible to the shareholders. Part of day-to-day work is conveying information about plans and decisions that have been made by people above us to those who work for us. The structures for such communications are simple:

Company Objective
1. 2. 3. 4. Improve product quality Expand our worldwide presence Reduce unit costs Introduce cutting edge* products

+
+

Company Plan
Slow the speed of production, increase product inspections

+ Open new offices and expand sales in Korea, China, Brazil and Mexico + Increase output, while decreasing the number of staff on payroll + Increase research and development spending, hire ten new scientists

* cutting edge means technologically advanced

Example Dialog 1:
A: The CEO has decided that we need to increase our world wide sales. B: How will we do that? A: We are going to open offices in four new countries and double our marketing budget.

Example Dialog 2:
A: The Quality Review Board has decided we need to improve the quality of our products. B: How will we do that? A: They are funding some new designs that will simplify the manufacturing process.
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Activity 1: Work with a partner and use the example dialogs on the previous page to
ask and answer questions about company plans based on the table below.

Who
1. Board of Directors

Company Objective
Double Sales in the next year

Company Plan

+ Hire new sales staff and pay a higher commission on all sales Open marketing and sales offices in two new countries each year for the next five years Increase the advertising budget by 100% and hire a sports celebrity to endorse our product Increase research and development spending, hire ten new scientists

CEO

Become a global brand

Marketing Committee

Become the number one sports drink in Europe

Research Committee

Introduce five new cancer drugs in the next ten years

Activity 1: Working with a partner create and suggest four new objectives and plans
for your company. Practice both sides of the dialog.

14. Job Duties and Prepositions

Getting the prepositions right is always difficult for the EFL student. Give these a try. Some questions may have more than one correct answer. Answers are at the bottom of the page.

for

with

1. Tucker Anderson works ______ the IT Department. 2. Hes been working ______ a biotech company for about ten years now. 3. His friend Louise works ______ the Human Resources Department. 4. Tucker is working ______ the Human Resources Department to develop a new payroll software. 5. He is responsible ______ integrating the payroll software to work well with the taxes and pensions deductions. 6. Louise is interested ______ learning how the new software will work. 7. She depends ______ Tucker to teach her how to do it. He depends ______ her to tell him how the deductions work. 8. The company hopes that the two departments can work together ______ the benefit of everyone involved. 9. Working ______ this new software has helped Tucker learn more about what the Human Resources Department does. 10. As soon as he finishes the payroll software, Tucker will start working ______ improving the invoicing software for the Accounting Department.
Answers: 1. in/for 2. in/for 3. in/for 4. with 5. for 6. in 7. on/on 8. for 9. on/with 10. on Copyright All Rights Reserved TEFL eBooks dot com

15. Getting Numbers Right

Every language has its own way of stating exact and approximate numbers. Try these in English by matching the statement with the numbers. The answers themselves are only approximations and should not be considered to be perfect and exact answers. The first one has been done for you.
L 1. About 500 _____2. Over 600 _____3. Less than 1000 _____4. Almost 50 _____5. Well over 100 _____6. Between 500 to 600 _____7. Around 1000 _____8. Just over 100 _____9. Roughly 50 _____10. Just a bit over 200 _____11. Well under 1000 _____12. Exactly 200 _____13. Approximately 300 _____14. Way under 100 _____15. A hair over 300 _____16. Just under 300 A. 110 to 140 B. 201 to 205 C. 700 to 950 D. 280 to 320 E. 47 to 49 F. 200 G. 950 to 1050 H. 850 to 999 I. 101 to 104 J. 501 to 599 K. 301 to 306 L. 480 to 520 M. 295 to 299 N. 45 to 55 O. 601 to 650+ P. 65 to 85

16. Money, Money, Money

Money makes the world go round and is what feeds us and pays our bills. And, making as much as possible is the purpose of most companies. Use the words in the table to fill in the blanks below. Several hints are given for each word. Cash Money Return Bank Account Salary Currency Check/Cheque Interest

____________1. A savings ______. Open an ______. A current ______. ____________2. Japanese yen. Chinese yuan. United States dollar. Euro. ____________3. Cash a ______. Write a ______. Issue a ______. ____________4. Wages for work. Monthly pay. White collar wages. ____________5. Rate of ______. ______ on investment. A high rate of ______. ____________6. Branch of a ______. _____ account. ______ing hours. ____________7. Coins. Bank notes. ______ in your pocket. ____________8. Spend ______. Save ______. Invest ______. Earn ______. ____________9. Money paid for the use of others money. Rent for borrowed money. Earnings on money you have loaned to someone else.

Answers: 1. Account 2. Currency 3. Check 4. Salary 5. Return 6. Bank 7. Cash 8. Money 9. Interest

17. Job Titles and Duties

Match the job titles in the table with the job descriptions below.
A. Public Relations Manager E. Secretary I. Chief Executive Officer B. Marketing Manager F. Sales Manager J. Accounting Manager C. Director of Research and Development G. Purchasing Manager K. Chief Financial Officer D. Human Resources Director H. Production Manager L. Chairman of the Board

________1. Buys everything the company needs. ________2. Works to create a good image and reputation for the company. ________3. Creates and tests new products. ________4. Responsible for providing direction to management and the overall company. ________5. Responsible for manufacturing the products which the company sells. ________6. Manages and coordinates hiring and training of all employees. ________7. Keeps the companys financial records and prepares financial statements. ________8. Responsible for the companys money. Assures cash flow as needed, borrowing, paying of debt, dividends, etc. ________9. Assures the company has the products the public wants and helps create and improve their demand. ______10. Responsible for the total operation of the company. Reports directly to the Board of Directors. _______11. Responsible for filing, typing and printing correspondence, scheduling appointments, etc. _______12. Responsible for product sales and sales staff.

18. Describing Employee Characteristics

Match the characteristics in the table with the behaviors below.
A. Punctual E. Relaxed I. Patient B. Efficient F. Ambitious J. Reliable C. Dynamic G. Shy K. Self-confident D. Cautious H. Demanding L. Organized

______1. Doesnt waste time; very productive ______2. Wants to move up in the company; desires top job, top salary ______3. Not in a hurry for things to happen; doesnt get angry when required to wait ______4. Uncomfortable around people she or he doesnt know ______5. Trustworthy; dependable; will get the work done; will meet goals ______6. Thinks carefully before making decisions or acting on them ______7. Always on time ______8. Keeps records and responsibilities in good order; knows where things are ______9. Not worried; doesnt get stressed; calm _____10. Has a positive self image, knows she or he can accomplish their goals _____11. Able to make others work hard and at a high standard; does not accept poor performance _____12. Energetic; usually successful; improving, growing and changing

19. Business English Synonyms

Match the words on the left with their similar meanings on the right.

A. B. C. D. E. F. G. H. I. J. K. L. M. N. O. P. Q. R.

Headquarters Executive Human resources Customer Plant Head Firm Manufacturing Chief Executive Officer Turnover Pay Buyer Post Supply Target Letters Goods Scheme (Br. English)

1. 2. 3. 4. 5. 6. 7. 8. __9.

Chief Plan Products Sales revenue Position Purchaser Correspondence Objective Factory

______10. Deliver ______11. Manager ______12. Production ______13. Head office ______14. Managing Director ______15. Company ______16. Salary ______17. Client ______18. Personnel

Answers: 1. F 2. R 3. Q 4. J 5.M 6. L 7. P 8. O 9. E 10. N 11. B 12. H 13. A 14. I 15. G 16. K 17. D 18. C

20. Finance: Business Performance

Match the statements on the left with their similar meanings on the right

A. B. C. D. E.

The company has requested a subsidy Forecasts are good Profits are up Invoicing procedure has been changed Spending is over budget Cashflow is poor There was a loss Investment is too low Overheads are too high Margins are too low

1. 2. 3. 4. __5.

Not enough profit has been put back into the company. There is not enough money coming into the company to pay the bills. The company made more money this year than last year. Last year, the company spent more money than it earned. The company needs to spend less money on things like electricity, rent and postage. More money is being spent than was planned. Customers will now be billed before the delivery of goods. A very good year is expected, for next year. Not enough money is being made on each unit/product that is sold. The company needs to ask the government for financial assistance.

F. G. H. I. J.

6. 7. 8. 9. __10.

21. Salary, Compensation and Benefits

Fill in the blanks in the sentences below by using the terms in the table.
Benefit Expense account Income Pension Health insurance Stock option Car Raise Salary

1. Huda just got a raise and now her base _______________ will be 300,000 per year as an executive at Bayer Pharmaceuticals. 2. When she is 65, she will get a _______________ of 250,000 per year. 3. She will get many other _______________ as well. 4. A _______________ plan gives her shares in the company which she can sell at a profit if the price goes up. 5. She also gets an expensive company _______________. 6. She has a very generous travel and entertainment _______________ to help convince her clients to join us. 7. She also gets free _______________. 8. When you add up the whole package, her total _______________ next year could top 700,000. 9. Though her compensation looks VERY good, she plans to ask for another _______________ next year.

Answers: 1. salary 2. pension 3. benefits 4. stock options 5. car 6. expense account 7. health insurance 8. income 9. raise

22. The Economy and Macroeconomics

Match the statements on the left with their similar meanings on the right

The Exchange rate is stable The standard rate of income tax is 30% The manufacturing sector is larger than the service sector The unemployment rate is 5% People fear a recession The growth rate was 1% this year The economy has a large service sector

______1.

There are 20 million people who want to work in the country, One million do not have jobs. Some industries are privately owned and some are state owned. Last year the size of the economy was 100 billion. This year it is expected to be 101 billion. Prices are much higher this year than last year. Banking, insurance, tourism, etc. are important to the countrys economy. The production of cars, machine tools, white goods, etc. is still the most important part of the economy. At the moment, the economic situation is bad. There is a danger that the economy will get smaller, not bigger this year. Most working people have to pay about a third of their income to the government. This year the value of the countrys currency is about the same as it was last year.

B. C.

______2. ______3.

D. E. F.

4. 5. __6.

______7.

Trade union membership is about 10% of the entire workforce The country has a mixed economy The rate of inflation is high

______8.

______9.

______10. Two million of the twenty million workers be long to labor organizations.

23. Your Unique Selling Proposition

Fill in the blanks in the sentences below by using the terms in the table. Two questions may share the same word(s).
Service Competitors Employees Empowered Experience Flexible Goal Invest Quality Strategy Talking

1. Our _______________ are highly trained. 2. We look at what our _______________ do and then we try to do it even better. 3. We spend a lot of time _______________ to our customers. 4. The _______________ of our goods and services is second to none. 5. We have a long-term _______________ to become the market leader in our sector. 6. We provide the highest possible levels of customer _______________. 7. We have many years of _______________ of working in this sector. 8. We have a highly _______________ approach so that we can adapt quickly to meet the needs of our customers. 9. We _______________ more in research and development than anyone else our business. 10. Our people are _______________ to make decisions on the spot about what is best for the customer. 11. Our _______________ is to be number one in every area in which we operate.

Answers: 1. employees 2. competitors 3. talking 4. quality 5. goal or strategy 6. service 7. experience 8. flexible 9. invest 10. empowered 11. goal or strategy Copyright All Rights Reserved TEFL eBooks dot com

24. Protection of Intellectual Property

Select the correct answer from the choices given for each question.

1. The protection of something so that it can be made or sold by one person is by means a __________. A. patent A. patent B. right B. agreement C. rule C. copyright 2. The protection of books, films, software etc. is by means of a __________. 3. Most countries have laws to prevent the breaking of patent protection. Breaking these laws is considered __________. A. piracy A. property B. burglary B. ownership C. felony C. justice 4. This protection, by patent or copyright, is the protection of the rights of __________. 5. If employees discover or create something in the course of their work, the patent or copyright belongs to the __________. A. employees A. grant A. waived A. term A. licensing A. breach B. State B. license B. withdrawn B. length B. conspiracy B. contradiction C. company C. permit C. conceded C. date C. antipiracy C. fraud 6. The right to manufacture copies of a protected work is given by a __________. 7. Under some conditions, the protection can be __________. 8. The period for which protection exists is the __________ of the copyright or patent. 9. The laws which prevent copy of protected material are the __________ laws. 10. Photocopying is a __________ of copyright or patent protection.

25. Finance and Accounts

Select the correct answer from the choices given for each question.

1. The Board of __________ is responsible for deciding on and controlling the strategy of a corporation or company. A. Workers A. venture A. market A. gain B. Directors B. individual B. return B. risk C. Control C. cooperative C. rate C. investment 2. Small businesses depend on investors providing __________ capital. 3. Investors are influenced by the projected __________ on their capital. 4. The capital needed to run a business is provided by __________. 5. Rent and rates, which do not change as sales volume changes, make up the __________ costs of a company. A. fixed B. contribution C. variable 6. Materials and direct labor costs, which change as sales volume changes, make up the __________ costs of a company. A. fixed B. contribution A. market managers C. variable B. cash flow C. production lines 7. Every company must watch its __________ carefully if it is to avoid bankruptcy. 8. Insurance companies may use __________ to negotiate the amount of insurance to be paid in the event of a valid claim. A. claim forms B. tariff companies C. insurance adjusters C. statements and invoices C. money 9. The Stock Exchange deals with the purchase and sale of __________. A. stocks and shares A. collateral B. bulls and bears 10. Banks require __________ to guarantee a loan. B. cash

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