UNIVERSITE D’ANTANANARIVO

DOMAINE DES SCIENCES DE LA SOCIÉTÉ

FACULTE D’ECONOMIE, DE GESTION ET DE SOCIOLOGIE
MENTION : GESTION

FOAD GESTION

Mention : Gestion
Parcours : Fondamentaux en Sciences de Gestion
Niveau : L1
Semestre : S2
Unité d’Enseignement : UE6

Elément Constitutif :
ANGLAIS

Elément: n°2

Concepteurs :
RABIAZA Yvette, RAKOTOBE Lucie et RAZANAMANANA Haja Lalao
Enseignants-Chercheurs
Université d’Antananarivo

Avertissement :

Ce document est réservé uniquement aux étudiants légalement inscrits au cours de

l’année universitaire 2022 à la Formation Ouverte à Distance (FOAD) en Sciences de Gestion
de l’Université d’Antananarivo. Toute reproduction intégrale ou partielle faite, par quelque
procédé que ce soit, sans l’accord de la Mention Gestion de l’Université d’Antananarivo est,
en effet, strictement interdite.

Année universitaire: 2022

 RABIAZA Yvette, RAKOTOBE Lucie et RAZANAMANANA Haja Lalao ANGLAIS FOAD GESTION : 2022

LESSON 4 : BUSINESS SITUATIONS

MEETINGS

VOCABULARY
A ) Word combinations with « meeting »

Arrange
Set up
Fix + meeting

postpone
cancel
attend

B) Types of meeting

Chat (informal discussion) with colleagues

Brainstorming among colleagues where as many ideas as possible are produced quickly to be evaluated
later
Project meeting of employees involved in a particular activity
Department meeting
Meeting with suppliers for example to negotiate prices for an order
Meeting with a customer for example to discuss a contract
Board meeting an official, formal meeting of a company’s directors
Annual general meeting / AGM -annual meeting where shareholders discuss the company’annual report
Extraordinary general meeting /EGM a shareholders’ meeting to discuss an important issue

C) Giving points of view

Opening the meeting

It’s about……
Let’s begin, shall we ?
Shall we make a start?
I’ve arranged this chat to …..
The main objective is to …..
As you are aware …….

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Inviting someone to speak

What do you think of/ about……..
What about ……
Making your point
The way I see it …..
Personally, I think……
It’s clear to me that……
It looks to me as if ……
Discussion with argument
a) Agreeing
I agree with you
You are right
Exactly ……
Absolutely. You are ……..
b) Disagreeing
I don’t agree with you
I can’t go along with you
I’m sorry …..
I think you’re wrong …..

D) Discussions techniques

a) Hedging is when you avoid disagreeing directly:

I take your point about ………but ……..
I understand what you are saying ……….
I see/ I know what you mean, but ……..
b) checking understanding interrupting referring back
To interrupt politely
Sorry to interrupt you …….
To refer back to what was said
To go back to what X is saying…
To check what ‘s said
Are you saying that ……..
If I understand (you) ……..

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c) agreeing consensus or compromise

It may be possible to reach an agreement ……
It may be possible to find a compromise ….
d) Concluding
To go over what’s been said ……
To conclude ………
I think I can sum up by saying that …….
Well, I think …….
I’m afraid ……
Sorry, I don’t ……..

E Negotiations

Types of negotiation
If people negotiate with each other, they talk in order to reach an agreement which is to their
mutual advantage
a) customer – supplier negotiations
b) wage negotiations
c) merger or takeover negotiations
d) trade negotiations

Negotiations also take place to settle disputes

a) contract disputes
b) labour disputes
c) trade disputes

Bargaining
Another word for “negotiation” is bargaining or bargain. It is used particularly about
discussing and agreeing the price of something

Bargaining phrases:
Collective bargaining
Pay bargaining
Wage bargaining between groups of employees and their employees about pay and conditions
Reaching agreement
Agreement and contract
An agreement of any kind is a deal
A bargain is also an agreement reached through negotiations
An agreement may be in the form of a contract

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EXERCISES FOR LESSON 4 : BUSINESS SITUATIONS

WRITING

Build up a dialogue following the given situation Use the appropriate language
form related to the given situation
Situation :
You have a meeting with a supplier to negociate prices for order.

………………………………………………………………………………………………

DIALOGUE TYPE

You : Good morning , Sir

Thanks for coming I 'm RAKOTO working for ROSO company
The supplier: Good morning Sir . RANAIVO working for VAROTRA Company ;
You : As you are aware of our order , I woull like to negociate about
the prices of some articles in our order.

The supplier : I understand your position but unfortunately I could satisfy you
You : To conclude , I think I must recontact my Director
The supplier: I'm really sorry. Good bye ,Sir.
You : Good bye.

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LESSON5 : DISTRIBUTION OF GOODS

Channels of distribution and middlemen

A. How do goods reach the consumer?
Goods reach consumers through a channel of distribution
Occasionally they pass directly from the producer to the consumer (ex: wine), but the circuit is usually
more complicated (ex: the majority of food products)

producer wholesaler retailer consumer

If the raw materials have to be transformed or manufactured (ex: leather), they must pass through the
hands of the manufacturer.
The circuit of distribution may also include other middlemen whose task consists in bringing different
persons into contact to facilitate commerce.

B. Who are middlemen?

Middlemen are any of the traders trough whose hands a commodity passes from producer to consumer
there are different kinds of middlemen.
1- The commission Agent: transacts business not in his own name, but on behalf of another
person (producer or manufacturer) called “principal”. He receives a certain percentage on the
transactions: the commission.
A forwarding Agent or (Freight forwarder) is entrusted with customs facilities and all the
documents concerning goods sent to foreign countries.
When goods are transported by ship, he is called a shipping agent.
A sole Agent has the exclusive right to sell certain manufactured articles (such as cars,
refrigerators) in a certain country or area.

2- The Broker
The broker does not transact business in his own name, nor for his own account, but brings a buyer
and seller into contact. He is paid a percentage on the transactions: a brokerage fee.
The stock broker is engaged in buying and selling securities for clients on the stock Exchange
The insurance Broker is the intermediary between the insurance company and the insured.
The Ship Broker transacts ship’s business in ports, that is to say, he draws up shipping documents and
checks the freight rate.

3- The auctioneer
The auctioneer makes a business of selling goods or property at public or private auction, auctioneers
must be qualified and obtain a license.

4- Different Agents are employed by a firm to solicit orders and sell goods (representatives,
travelers, canvassers …)

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EXERCISES FOR LESSON 5

EXERCISE 5.1
Fill in the gaps with one of the following words.
Supermarket – for – middleman – bulk – range – customer – warehousing – store – departments -
centre – order – goods – producer – shopping

Distribution consists in transporting ……………….. from the producer to the …………. With the
help of various types of traders. The wholesaler, who acts as a ……………… between the
…………… and the trailer buys the goods in ……………. And usually responsible
………………transport and ……………
The retailer may be a small shopkeeper, a chain ………………. Such as Marks an Spencer, a
department store such as Harold’s in London where a wide ………………… of articles is sold in
different ……………., a small supermarket located in the high street or town ………………. , or a
huge ……………… situated out of town such as Tesco, customers, however, do not have to go out to
do their ……………. They can buy from home using mail………….. to buy from firms such as
Littlewoods.

EXERCISE 5.2
Distribution of manufactured goods

Manufacturers produce finished goods from raw materials or from components.

The places where they produce the goods are called factories. When they sell
the goods on the domestic market, they usually sell them in bulk to a
wholesaler. The wholesaler supplies the goods to many different retailers and
then the retailers sell them to individual customers. Companies usually store
goods in bulk in warehouses until they sell them.
Sometimes manufacturers, wholesalers or retailers export goods to wholesalers,
retailers or manufacturers in other countries. Sometimes they import goods from
other countries. A freight forwarder (or forwarding agent) is a company which
arranges the transportation of goods to and from other countries. Anyone who
sells goods abroad is an exporter. Anyone who buys goods from abroad is an
importer.

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Match the names on the left with the words on the right:

1 wool and dyes a manufacturer

2 Smith’s b freight forwarder
3 woollen cloth, computers c raw materials
4 Clothco d retailer
5 BOS Ltd e importer
6 transistors and microchips f wholesaler
7 Transworld Freight plc g components
8 Casolo-Ginelli h finished goods

EXERCISE 5.3
The passive

Processes and procedures are often described in the passive. Rewrite the first paragraph of the text in Exercise
6.8 in the passive, starting like this:
Finished goods are produced from raw materials or from components.
Laboratory drill

P: They produce finished goods from raw materials.

R: Finished goods are produced from raw materials. .

Exercise 6.10 Word puzzle

Use the clues to help you complete this word puzzle. All the words are from Exercise 6.8.

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Clues
1 Things from whith goods are made which have not already been manufactured.
2 This person buys from the manufacturer and sells to the retailer
3 In large quantities
4 To give or send goods to someone
4 A place where goods are made
5 A shop which sells goods to individual customers
6 To make
7 If you sell goods in the country where they are produced, you sell them on the . . .
8 A place where goods and raw materials are stored in bulk
9 A person or company selling goods abroad
10 The parts of which finished goods are made
11 A forwarding agent
Hidden word: A person or company producing goods

EXERCISE 5.4
Oral (and written) presentation

Prepare to talk for about two minutes about any of these four subjects:
1 The manufacture ofSmith’s woollen cloth and its distribution on thè home market
2 The manufacture of Smith’s woollen cloth and its distribution on the foreign market
3 The manufacture of GLM’s computers and their distribution on the domestic market
4 The manufactureof GLM’s computers and their distribution on the overseas market
Students take turns to name any other student and say which of the four subjects he/she must talk
about. Afterwards write a paragraph about one of the subjects.

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LESSON 6 : CONDITIONAL SENTENCES (IF-CLAUSES)

There are three types of conditional sentences.

Type

type condition

I condition possible to fulfill (achever)

II condition in theory possible to fulfill

III condition not possible to fulfill (too late)

Form

type if-clause main clause

Simple Present will-future or (Modal + infinitive)

I
If I study, I will pass the exam.

Simple Past would + infinitive *

II
If I studied, I would pass the exam.

Past Perfect would + have + past participle *

III
If I had studied, I would have passed the exam.

If-clauses can be put at the beginning or at the end of the conditional sentences.
Example:
If I study, I will pass the exam (at the beginning)
I will pass the exam if I study (at the end)

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Examples (affirmative and negative sentences)

type Examples

long forms short/contracted forms

+ If I study, I will pass the exam. If I study, I'll pass the exam.

I If I study, I will not fail the exam.

If I study, I won't fail the exam.
- If I do not study, I will fail the
If I don't study, I'll fail the exam.
exam.

+ If I studied, I would pass the exam. If I studied, I'd pass the exam.

If I studied, I would not fail the

II If I studied, I wouldn't fail the
exam.
- exam.
If I did not study, I would fail the
If I didn't study, I'd fail the exam.
exam.

If I had studied, I would have If I'd studied, I'd have passed the
+
passed the exam. exam.

III If I had studied, I would not have If I'd studied, I wouldn't have
failed the exam. failed the exam.
-
If I had not studied, I would have If I hadn't studied, I'd have
failed the exam. failed the exam.

* Remark We can substitute could or might for would (should, may or must are sometimes
possible, too).
• I would pass the exam.
• I could pass the exam.
• I might pass the exam.
• I may pass the exam.
• I should pass the exam.
• I must pass the exam.

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EXERCICES FOR LESSON 6

A. Put the verbs in brackets into the gaps, form a Conditional sentence type I.
(Only use the will-future in the main clauses. Mind the negations in the sentences.)

1. If I (to study), I (to pass) the exams.

2. If the sun (to shine), we (to walk) to the town.
3. If he (to have) a temperature, he (to see) the doctor.
4. If my friends (to come), I (to be) very happy.
5. If she (to earn) a lot of money, she (to fly) to New York.
6. If you (to send) your order by fax, we (to deliver) the
goods immediately.
7. If she (not/to read) the novel, she (not/to pass) the
literature test.
8. If we (to take) the bus, we (not/to arrive) in time.
9. If I (not/to argue) with my father, he (to lend) me his
car
10. If Dick (not/to buy) the book, his friends (to be) angry
with him.

B. Put the verbs in brackets into the gaps. Form a Conditional sentence – type
II.
1. If I (to come) to the office earlier, I (to prepare) our next
schedule.
2. If you (to live) in France, our company (to visit) you to show
the new products.
3. If Tim and Gray (to be) here, they (to allow) such behaviors.
4. If he (to be) my friend, I (to invite) him to my birthday party.
5. If Susan (to study) harder, she (to be) better at school.
6. If they (to have) enough money, they (to buy) a new car.
7. If you (to do) a paper round, you (to earn) a little extra
money.

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8. If the quality of your goods (to meet) our expectations, we (to

place) a large order with you.
9. If you (to be) interested, we (to enclose) our current price list
and catalogue.
10. Even if it (to rain) heavily, the delivery time (not to change) .

C. Put the verbs in brackets into the gaps. Form a Conditional sentence – type III.
(Mind the negations in the sentences)

1. If you (to check) the car, it (not/to break)down

in the middle of the desert.
2. If we (to know) about you special offer, we (to
order) more goods.
3. If your price (to include) carriage and packaging,
we (to find) it attracting.
4. If she (to buy) a new hard disk, she (not/to
lose) all data.
5. If we (to use) the town map, we (not/to
get) lost.
6. If you (to examine) our offer carefully, you (to
realize) its advantages .
7. If the firm (to supply) all the ordered goods,
we (not to complain) about its service.
8. If the weather (not/to be) so bad, we (to
deliver) all your items.
9. If Fred (not/to cheat) at the test, his
teacher (not/to phone) his father.
10. If Anna (not to settle) her debts, she (to
have) judicial problems.

Exercise on If Clauses Type I, II and III

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Complete the sentences.

1. If your conditions are competitive, we (place) an order.

2. If I had more time, I (do) a course in business English.
3. If we had known more about their culture, negotiating (be) easier.
4. If you (customize) your CV, your chances of getting a job will be better.
5. We (cancel) our order if you don't deliver the goods by Friday.
6. If Brittany (speak) better English, she would apply for a job abroad.
7. If you (tell) me about the problem, I would have helped you.
8. I (let) you know if I weren't satisfied.
9. If you execute the order carelessly, they (place / not) another order with you in
the future.
10. If I were you, I (worry / not) about the presentation.

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SOMMAIRE (ELEMENT N°2)

LESSON 4 : BUSINESS SITUATIONS ....................................................................... 1

EXERCISES FOR LESSON 4 : BUSINESS SITUATIONS ...................................... 4

LESSON5 : DISTRIBUTION OF GOODS ................................................................... 5

EXERCISES FOR LESSON 5 ....................................................................................... 6

EXERCISE 5.1 ............................................................................................................... 6

EXERCISE 5.2 ............................................................................................................... 6

EXERCISE 5.3 ............................................................................................................... 7

EXERCISE 5.4 ............................................................................................................... 8

LESSON 6 : CONDITIONAL SENTENCES (IF-CLAUSES) ..................................... 9

EXERCICES FOR LESSON 6 .................................................................................... 11

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