TlMSK PliYTECekIC UkIVEoSTY

EKBK kikolaenko

BUSIkESS EkGiISe
Textbook

Tomsk molytechnic rniversity mublishing eouse

200U

Clkqbkqp
NKForeword4
OKUnit 1: Introduction into Business English...5
PK Unit 2: Recruitment.16
QKUnit 3: Writing CV and Letter of Application22
RK Unit 4: Job interviews.29
SK Unit 5: Business Etiquette...38
TK Unit 6: Types of Business Organizations54
UKUnit 7: Company Structure.73
VKUnit 8: Money matters....93
NMK
Unit 9: Telephoning119
NNK
Unit 10: Giving a Successful Presentation.130
NOK
Unit Vocabulary..138
NPKTape scripts.157
NQK
Unit tests..181
NRK
Answer Keys212
NSKReferences260

clobtloa
qhis=book=includes=practical=materials=of=_usiness=bnglish=initially=designed=for
students=of=the=fnstitute=of=fnternational=janagement=of=qomsk=molytechnic=rniversityK
qaking=into=account=the=topics=presented=and=the=urgent=need=to=introduce=business
technologies=in=modern=scientificI=educational=and=industrial=contextI=the=textbook=can=also
be=applied=to=students=of=technical=educational=institutions=EfntermediateI=rpperJ
fntermediate=and=AdvancedFK
_usiness=bnglish=will=help=students=to=activate=and=extend=your=knowledge=of=bnglish
and=gain=the=necessary=confidence=and=skills=to=use=it=for=your=own=purposesK=ft
encourages=you=to=think=about=language=creativityK=qhere=are=opportunities=for=individualI
pair=and=group=work=and=private=study=at=homeK=qhis=book=includes=a=wide=range=of
activities=and=approaches=designed=to=appeal=to=different=personal=learning=stylesK
qhe=course=consists=of=ten=unitsI=each=containing=the=same=component=sections=which
cover=various=types=of=activitiesK
NKrnit=NW=fntroduction=into=_usiness=bnglish
OKrnit=OW=oecruitment
PK rnit=PW=triting=Cs=and=ietter=of=Application
QKrnit=QW=gob=interviews
RK rnit=RW=_usiness=btiquette
SK rnit=SW=qypes=of=_usiness=lrganizations
TK rnit=TW=Company=ptructure
UKrnit=UW=joney=jatters
VKrnit=VW=qelephoning
NMK
rnit=NMW=diving=a=puccessful=mresentationK
bach=unit=has=a=separate=section=on=iisteningI=ppeakingI=tritingI=oeadingI=and
socabularyI=but=the=order=of=the=sections=varies=from=unit=to=unitK=bach=section=focuses=on
a=particular=area=of=language=useI=but=also=integrates=and=practices=other=skillsK
qhe=listening=passages=provide=examples=of=authentic=or=typical=spoken=bnglishK=qhere
is=a=variety=of=accentsI=and=a=mix=of=monologues=and=conversationsK=qhe=passages=vary=in
length=depending==on=their=purposeKvou=may=be=asked==to=respond==verbally=or=nonJ
P

verballyI=to=work=alone=or=with=other=studentsI=and=to=focus=on=what=the=speakers=say=or=on
how=they=say=itK=qhe=tapescripts=are=included=on=pages=NRTJNUMK
fn=reading=sections=the=passages=have=been=chosen=for=their=intrinsic=interestK=qhey=are
drawn=from=a=variety=of=sourcesW newspapersI=magazinesI=lettersI=literature=and==the
fnternetK=qhe=purpose=of=reading=exercises=is=to=help=and=encourage=you=to=read=without
stressI=for=enjoymentI=and=for=specific=informationK
Almost=every=unit=has=some=speaking=activitiesK=pometimes=you=will=be=asked=to=focus
on=accuracyI=other=times=on=fluencyK=qhese=activities=provide=the=opportunity=for=students
to=interact=in=pairs=and=groupsI=using=language=in=a=freerI=more=relaxed=and=more=creative
wayK
qhere=are=a=wide=range=of=exercises=to=master=your=writing=skillsK=qhe=book=provides
fairly=detailed=guidelinesI=particularly=in=the=early=units=and=it=is=advisable=that=these=are
discussed==fully=in=classI=and=that=students=are=given=the=opportunity=for=planningI=on=an
individual=or=group=basisI=before=the=writing=stageK
qhis=book=uses=a=variety=of=learning==strategies=to==introduce=new=wordsI=to==provide
opportunities=to==use=words=you==already=knowI=and==to=encourage=you==to==use=words
generativelyK=qhere=is=a=detailed=unit=vocabulary=at=the=end=of=this=bookK
qhe=author=would==like=to=express=special=thanks=to=all=teachers=contributing==to=this
course and all people working at the language resource centre Mediateka of the Institute
of=fnternational=janagement=for=their=encouragementI=kind=supportI=help=and=invaluable
advice=in=the=selection=and=publishing=of=educational=materialsK

rkfq NW fkqolarCqflk fkql Brpfkbpp bkdifpe

bxercise=NK=bxplain=the=following=words=and=make=up=sentences=with=either=of=themW
NKto mind ones own business;
OKbad=businessX
PK dirty=businessX
QKpersonal=businessX
RK business=hoursX
SK monkey=EfunnyF=businessX
TK annual=businessX
UKto=be=in=businessX
VKto=be=out=of=businessX
NMK
booming=businessX
NNK
to=build=up=businessX
NOK
business=competitionX
NPKbusiness=corporationK
bxercise=OK=Choose=three=words=which=you=consider=the=most=important=ones=in=any
business=from=the=list=belowK=bxplain=your=answerW
money
promotion
challenge
respect
team=spirit

business
customer
result
profit
prestige

bxercise=PK=oead=the=text=about=business=and=answer=the=questions=belowW
_usiness=is=an=organized=approach=to=providing=customers=with=the=goods=and=services
they=wantK=qhe=word= business also=refers=to=an=organization=that=provides=these=goods=and
servicesK=jost=businesses=seek=to=make=a= profit J=that=isI=they=aim=to=achieve= revenues that
exceed==the=costs=of=operating==the=businessK=mrominent=examples=of= for-profit businesses
include=jitsubishi=droupI=deneral=jotors=CorporationI=and==ooyal=autchLphell=droupK
eoweverI=some=businesses=only=seek==to=earn=enough=to==cover=their= operating costs K
Commonly=called=nonprofitsI=these=organizations=are=primarily=nongovernmental=service
providersK=bxamples=of= nonprofit businesses include=such=organizations=as=social=service
agenciesI=foundationsI=advocacy=groupsI=and=many=hospitalsK
Business lperations
A=variety=of=operationskeep==businessesI especially large corporationsI running
efficiently=and=effectivelyK=Common=business=operation=divisions=include=ENF=productionI
EOF=marketingI=EPF=financeI=and=EQF= human resource management K
mroduction=includes those activities involved in conceptualizing, designing, and
creating=products=and=servicesK=fn=recent=years=there=have=been=dramatic=changes=in=the
R

way=goods=are=producedK
qodayI=computers=help
monitorI=controlI=and=even
perform=workK
clexibleI=highJtech
machines=can=do=in
minutes=what=it=used=to
take=people=hours=to
accomplishK=Another
important=development
has=been=the=trend=toward
justJinJtime=inventoryK
qhe=word= inventory refers
to=the=amount=of=goods=a
business=keeps=available
for= wholesale or= retail K=fn
justJinJtime=inventory , the
firm=stocks=only=what=it
needs=for=the=next=day=or
twoK=jany=businesses=rely
on=fastI=global=computer
communications=to=allow
them=to=respond=quickly=to=changes=in= consumer demand K=fnventories=are=thus=minimized
and=businesses=can=invest=more=in=product=researchI=developmentI=and=marketingK
jarketing=is the process of identifying the goods and services that consumers need and
want=and=providing=those=goods=and=services=at=the=right=priceI=placeI=and=timeK=_usinesses
develop==marketing==strategies=by=conducting==research=to=determine=what=products=and
services=potential=customers=think==they=would==like=to=be=able= to purchase K=cirms=also
promote=their=products=and==services=through=such=techniques=as=advertising==and
personalized==sales , which serve to inform potential customers= and motivate them to
purchaseK=cirms=that=market=products=for=which=there=is=always=some=demandI=such=as
foods=and==household==goodsI=often=advertise=if=they=face=competition=from=other=firms
marketing=similar=productsK=puch=products=rarely=need=to=be=sold=faceJtoJfaceK=ln=the=other
handI=firms=that=market=products=and=services=that=buyers=will=want=to=seeI=useI=or=better
understand=before=buyingI=often=rely=on=personalized=salesK=bxpensive=and=durable=goods=J
such=as=automobilesI=electronicsI=or=furniture=J=benefit=from=personalized=salesI=as=do=legalI
financialI=and=accounting=servicesK
cinance=involves the management of money. All businesses must have enough capital
on=hand==to=pay=their=billsI=and==forJprofit=businesses=seek==extra=capital=to=expand==their
operationsK=fn=some=casesI=they= raise longJterm= capital by=selling==ownership=in=the
companyK=lther=common=financial=activities=include=grantingI=monitoringI=and=collecting
on=credit=or=loans=and=ensuring=that=customers= pay bills on=timeK=qhe=financial=division=of
any=business=must=also=establish=a=good=working==relationship==with=a=bankK=qhis=is
particularly=important=when=a=business=wants=to= obtain a loan K
_usinesses=rely=on=effective=human resource management EeojF=to=ensure=that=they
hire=and==keep==good=employeesI=and==that=they=are=able=to==respond==to==conflicts=between
workers=and==managementK=eoj=specialists=initially=determine=the=number=and==type=of
employees=that=a=business=will=need=over=its=first=few=years=of=operationK=qhey=are=then
responsible=for=recruiting=new=employees=to=replace=those=who=leave=and=for=filling=newly
created positions. A businesss HRM division also trains or arranges for the training of its
staff=to==encourage=worker=productivityI=efficiencyI=and==satisfactionI=and==to=promote=the
overall success of the business. Finally, human resource managers create workers
compensation=plans=and=benefit=packages=for=employeesK

bxercise=4K=aiscuss=the=following=questionsW
NKGive definition to the word business.
OKthat=is=the=difference=between=forJprofit=and=nonJprofit=organizations?=pupport
your=answer=with=relevant=examplesK
PK that=is=production?
QKSpecify the notion of just-in-time inventory.
RK that=is=marketing?
SK aefine=such=business=operation=as=financeK
TK that=does=the=eoj=involve?
bxercise=RK=aiscussionK=eow=do=you=see=your=future=profession?=mlease=answer=the
following=questionsW
that=kind=of=work=are=you=interested=inW
NKwell=paid=work
OKinteresting=work
PK work=in=a=large=and=famous=company
QKquiet=work
RK work=in=an=industry=which=has=future=prospects
SK prestigious=work
TK a=kind=of=work=such=as=not=to=sit=the=whole=day=in=the=office
UKto=travel=a=lot
mleaseI=discuss=advantages=and=disadvantages=of=your=future=professionW
NKao=you=think=that=your=future=profession=is=prestigious?
OKao=you=think=it=will=be=still=prestigious=and=well=paid=by=the=time=you=graduate?
PK eow=difficult=is=it=to=find=a=good=work=in=your=field?
QKfs=there=a=competition=in=your=group?
RK ao=you=think=that=competition=among=your=coeds=is=a=good=stimulus=to=study=well
or=it=just=makes=communication=between=you=more=difficult?
bxercise=SK=ao=the=questionnaireI=and=then=compare=your=answers=with=a=partnerW
eow do you rate as entrepreneurs?
NKAre=you=a=self=starter?
aK f=only=make=an=effort=when=f=want=toK
bK ff=someone=explains=what=to=doI=then=f=can=continue=from=thereK
cK I make my own decisions. I dont need anyone to tell me what to do.
OKeow=do=you=get=on=with=other=people?
aK f=get=on=with=almost=everybodyK
bK I have my own friends and I dont really need anyone else.
cK I dont really feel at home with other people.
PKCan=you=lead=and=motivate=others?
aK Once something is moving Ill join in.
bK Im good at giving orders when I know what to do.
cK f=can=persuade=most=people=to=follow=me=when=f=start=somethingK
QKCan=you=take=responsibility?
T

aK f=like=to=take=charge=and=to=obtain=resultsK
bK Ill take charge if I have to but I prefer someone else to be responsible.
cK Someone always wants to be the leader and Im happy to let them do the job.
RKAre=you=a=good=organizer?
aK f=tend=to=get=confused=when=unexpected=problems=ariseK
bK I like to plan exactly what Im going to do.
cK f=just=like=to=let=things=happenK
SKeow=good=a=worker=are=you?
aK Im willing to work hard for something I really want.
bK f=find=my=home=environment=more=stimulating=than=workK
cK Regular work suits me but I dont like it to interfere with my private life.
TKCan=you=make=decisions?
aK I am quite happy to execute other peoples decisions.
bK I often make very quick decisions which usually work but sometimes dont.
cK _efore=making=a=decisionI=f=need=time=to=think=it=overK
UKao=you=enjoy=taking=risks?
aK f=always=evaluate=the=exact=dangers=of=any=situationK
bK f=like=the=excitement=of=taking=big=risksK
cK cor=me=safety=is=the=most=important=thingK
VKCan=you=stay=the=course?
aK qhe=biggest=challenge=for=me=is=getting=a=project=startedK
bK ff=f=decide=to=do=somethingI=nothing=will=stop=meK
cK If something doesnt go right first time, I tend to lose interest.
NM
KAre=you=motivated=by=money?
aK cor=meI=job=satisfaction=cannot=be=measured=in=money=termsK
bK Although=money=is=important=to=meI=f=value=other=things=just=as=muchK
cK jaking=money=is=my=main=motivationK
NNKeow=do=you=react=to=criticism?
aK f=dislike=any=form=of=criticismK
bK ff=people=criticize=me=f=always=listen=and=may=or=may=not=reject=what=they=have
to=sayK
cK then=people=criticize=me=there=is=usually=some=truth=in=what=they=sayK
NOKCan=people=believe=what=you=say?
aK f=try=to=be=honestI=but=it=is=sometimes=difficult=or=too=complicated=to=explain
things=to=other=peopleK
bK I dont say things I dont mean.
cK When I think Im right, I dont care what anyone else thinks.
NPKao=you=delegate?
aK f=prefer=to=delegate=what=f=consider=to=be=the=least=important=tasksK
bK then=f=have=a=job=to=do=f=like=to=do=everything=myselfK
cK aelegating=is=an=important=part=of=any=jobK
NQKCan=you=cope=with=stress?
aK ptress=is=something=f=can=live=withK
bK ptress=can=be=a=stimulating=element=in=a=businessK
cK f=try=to=avoid=situations=which=lead=to=stressK
NRKeow=do=you=view=your=chances=of=success?
aK f=believe=that=my=success=will=depend=to=a=large=degree=on=factors=outside=my
U

controlK
bK f=know=that=everything=depends=on=me=and=my=abilitiesK
cK ft=is=difficult=to=foresee=what=will=happen=in=the=futureK
NSKff=the=business=was=not=making=a=profit=after=five=yearsI=what=would=you=do?
aK give=up=easilyK
bK give=up=reluctantlyK
cK carry=onK
hey to the questionnaireW
NKaZM
OKaZQ
PKaZM
QKaZQ
RKaZO
SKaZQ
TKaZM
UKaZO

bZO
bZO
bZO
bZO
bZQ
bZM
bZQ
bZQ

cZQ
cZM
cZQ
cZM
cZM
cZO
cZO
cZM

VKaZO
NMK
aZM
NNK
aZM
NOK
aZO
NPKaZO
NQK
aZO
NRK
aZM
NSKaZQ

bZQ
bZO
bZQ
bZQ
bZM
bZQ
bZQ
bZO

cZM
cZQ
cZO
cZM
cZQ
cZM
cZO
cZM

QQ or above
vou==definitely=have=the=necessary=qualities=to==become=the=director=of=a=successful
businessK=vou=have=a=strong=sense=of=leadershipI=you=can=both=organize=and=motivate=and
you=know=exactly=where=you=and=your=team=are=goingK
Between QQ and OO
vou=may=need=to=think=more=carefully=before=setting=up=your=own=businessK=Although=you
do=have=some=of=the=essential=skills=for=running=businessI=you=willI=probablyI=not=be=able
to=deal=with=the=pressures=and==strains=that=are=a=part=of=the=jobK=vou==should==perhaps
consider=taking=some=professional=training=or=finding=an=associate=who=can=compensate=for
some=of=your=weaknessesK
Below OO
janaging==your=own=business=is=not=for=youK=vou=are=better=suited==to==an=environment
where=you==are=not=responsible=for=making==decisions=and==taking==risksK=qo==operate
successfully=you=need=to=follow=well=defined=instructions=and=you=prefer=work=that=is=both
regular=and=predictableK
bxercise=TW=eow=would=you=generally=feel=happy=or=unhappyI=if=you=were=in=the=following
situationsK=rse=the=words=in=italics=to=help=you=decideW
NKqhe=company=you=work=for=is=wellJknown=for=its= job security.
OKvou=were=suddenly=made= redundant.
PK vou=received=a= promotion.
QKvou=were=given=an= increment.
RK vou=worked= unsociable hours.
SK vou=had=a= steady job.
TK vou=had= adverse working conditions.
UKvou=suddenly=found=yourself= unemployed.
VKvou=took=time=off=work=because=of= repetitive strain injury.
V

NMK
qhe=office=where=you=work=has= sick building syndrome.
NNK
vou=receive=regular= perks as=part=of=your=jobK
NOK
pomebody=called=you=a= workaholic.
NPKYour company doesnt give you many incentives.
NQK
vour=boss=announces=that=there=is=going=to=be=some= downsizing of=the=workforceK
NRK
Your work didnt offer much job satisfaction.
NSKvour=company=has=a=generous= incentive scheme.
NTK
vou=receive=a= commission for=the=work=you=have=doneK
NUK
vou=receive=support=from=a= union.
NVK
vou=were=under= stress.
OMK
vou=were=forced=to= resign.
ONK
vou=received=a=cut=in=your= salary.
OOK
vour=company=gave=you= sickness benefit.
OPKvou=found=your=job=very= demanding.
bxercise=UW=jatch=sentences=NJS=in=the=first=box=with=one=of=the=sentences=AJc=in=the
secondK=rse=the=words=in=italics=to=help=youW

NKpamantha=is=the=assistant=manager=of=a=bank=and=she=works=from=UKPM=to=RKPM=every
dayK
OKqracy=works=on=the=production=line=of=a=factory=which=makes=carsK=phe=uses=a
machine=to=spray=paint=onto=the=finished=car=partsK
PK gane=works=for=herselfK=phe=is=a=photographerK=phe=works=every=day=for=about
eight=or=nine=hoursK
QKgeanette=is=a=cleaner=for=a=company=in=_irminghamI=but=she=only=works=there=for
about=three=or=four=hours=a=dayK
RK Claire=has=a=powerful=job=in=the=personnel=office=of=a=large=multinational=companyK
phe=is=responsible=for=employing=new=people=and=getting=rid=of=those=that=the
company doesnt want to employ anymore.
SK jarie=works=in=the=finance=department=of=an=international=college=in=lxfordK
AK=phe=is=a= semi-skilled blue-collar worker in=a= manufacturing industry.
_K=phe=is=a= self-employed and=works= full-time. phe=likes=to=describe=herself=as
freelanceK
CK=phe=is=responsible=for= hiring and firing.
aK=phe=calculates=the= wages, salaries, pension contributions and= medical insurance
contributions= of all the staff.
bK=phe=is=a= full-time white-collar worker in=a= service industry.
cK=phe=is=an= unskilled part-time employee.
bxercise=VW=kow=read=this=essay=and=complete=the=gaps=with=one=of=the=words=or
expressions=from=bxercise=T=and=UK=vou=may=need=to=change=the=form=of=some=of=the
wordsW
Some people live to work, and others work to live. In most cases, this depends on the
job they have and the conditions under which they are employed. fn your opinionI what
are the elements that make a job worthwhile?

NM

fn=answering=this=questionI=f=would=like=to=look=first=at=the=elements=that=combine=to=make
a=job=undesirableK=_y=avoiding==such=factorsI=potential=NF__________==are=more=likely=to
find=a=job=that=is=more=worthwhileI=and==by=doing=soI=hope=to=achieve=happiness=in=their
workK
First of all, it doesnt
matter=if=you=are=an
OF____________=worker
cleaning=the=floorI=a
PF_______________
QF______________=worker
on=a=production=line=in=one
of=the=RF____________I=or
a=SF____________=worker
in=a=bankI=shop=or=one=of
the=other
TF_____________=W=if=you
lack=UF_____________I
with=the=knowledge=that
you=might=lose=your=job=at
any=timeI=you=will=never
feel=happyK=bverybody
would=like=a
VF____________=in=which=he=or=she=is=guaranteed=workK=kowadaysI=howeverI=companies
have=a=high=turnover=of=staffI=NMF____________=new=staff=and=NNF____________=others=on
a=weekly=basisK=puch=companies=are=not=popular=with=their=workersK
qhe=same=can=be=said=of=a=job=in=which=you=are=put=under=a=lot=of=NOF___________=and
worryI=a=job=which=is=so=NPF____________=that=it=takes=over=your=lifeI=a=job=where=you
work=NQF____________=and=so=never=get=to=see=your=family=or=friendsI=or=a=physical=job=in
which=you==do=the=same=thing==every=day=and==end==up==with=the=industrial=disease=that=is
always in the papers nowadays 15)_______________ .
tith=all=these=negative=factorsI=it=would=be=difficult=to=believe=that=there=are=any=elements
that=make=a=job=worthwhileKjoney=isI=of=courseI=the=prime=motivatorI=and==everybody
wants=a=good==NSF____________==K_ut=of=course=that=is=not=allK=qhe=chance=of
NTF
____________I=of=being=given=a=better=position=in=a=companyI=is=a=motivating=factorK
iikewiseI NUF
___________ such as a free lunch or a company carI an
NVF
____________scheme=to=make=you==work==hard==such=as=a=regular=OMF___________
above=the=rate=of=inflationI=ONF___________==in==case=you==fall=ill=and==a=company
OOF
_____________=scheme=so=that=you=have=some=money=when=you=retire=all=combine=to
make=a=job=worthwhileK
rnfortunatelyI=it=is=not=always=easy=to=find=all=of=theseK=qhere=isI=howeverI=an=alternativeK
corget=the=office=and==the=factory=floor=and==become=OPF___________==and==work==for
yourselfK=vour=future=may=not=be=secureI=but=at=least=you=will=be=happyK
bxercise=NMK=vou=are=going=to=hear=four=conversations=in=which=a=number=of=men
and=women=agree=and=disagree=about=different=suggestions=concerning=working=lifeK=As

you==listenI=write=down==the=topic=of=the=conversation==and==put=a=E=F=for=the=people=who
agree=or=a=EuF=for=those=who=disagreeW
Conversation N

Conversation P

Topic:....................

Topic:.....................

st

N woman
st
N man
nd
O woman

st

N man
st
N woman
nd
O man
NN

nd

O man
rd
P man
rd
P woman

nd

Conversation O

O woman
rd
P man
th
Q man
rd
P woman
Conversation Q

Topic:...........

Topic:...........

st

N man
st
N woman
nd
O man
nd
O woman
rd
P man
th
Q man
rd
P woman

st

N man
st
N woman
nd
O man
nd
O woman
rd
P woman
rd
P man

NO

rkfq OW obCorfqjbkq
bxercise=NK=oead=the=following=information=about=recruitment=proceduresW
AK oecruitment
qhe=process=of=finding
people=for=particular=jobs
is
recruitment
orI
especially=in=AmK=bnglishI
hiring . Someone who has
been=recruited=is=a= recruit
orI=in=AmK=bnglishI=a= hire K
qhe=company= employs or
hires= them; they join the
companyK A company
may recruit employees
directly or use outside
recruiters ,
recruitment
agencies or= employment
agencies .
lutside
specialists
called
headhunters
may be
called==on to== headhunt
people=for=very=important
jobsI=persuading==them=to
leave the organizations
they already work==forK
qhis process is called
headhunting .
BK Applying for a job
cred==is=a=van=driverI=but=he=was=fed=up=with=long=tripsK
ee=looked=in=the=situations
vacant=pages=of=his=local=newspaperI=where=a=local=supermarket=was= advertising for=van
drivers=for=a=new=delivery=serviceK=ee= applied for the job by=completing=an= application
form= and sending it in.
earry=is=a=building==engineerK
ee=saw=a=job=in=the=appointment=pages=of=one=of=the
national=papersK ee=made=an= application I=sending==in=his= CV (curriculum vitae the
story of his working life) and a covering letter explaining=why=he=wanted=the=job=and
why=he=was=the=right=person=for=itK
kote W=_rbW=CsX=AmbW=resume
_rbW=covering=letterX=AmbW=cover=letterK
CK pelection procedures
aagmar=pchmidt=is=the=head=of=recruitment=at=a=derman=telecommunications=companyK
phe=talks=about=the= selection process I=the=methods=that=the=company=uses=to=recruit=peopleW
We advertise in national newspapers. te=look==at=the= backgrounds of= applicants W
their=experience=of=different=jobs=and=their= educational qualifications . We dont ask for
handwritten= letters of application as=people=usually=apply=by=emailX=handwriting=analysis
th
belongs=to=the=NV
centuryK
te=invite=the=most=interesting== candidates to==a= group discussion qhen=we=have
K
individual= interviews with=each=candidateKte=also=ask==the=candidates=to=do==written
psychological=tests= to assess their= intelligence and=personalityK
After=this=we= shortlist three=or=four=candidatesK=te=check=their= references by=writing=to
their= referees Wprevious=employers=or=teachers=that=candidates=have=named==in=their
applicationsK ff=the=references=are=lhI=we=ask==the=candidates=to==come=back==for=more
interviewsK=cinallyI=we= offer the job to=someoneI=and=if=they= turn it down we=have=to=think
againK ff=they= accept itI=we=hire=themK
te=only= appoint someone=if=we=find==the=right
person.
bxercise=OK=Complete=the=following=sentences=with=the=right=word=or=phraseW
aK I hope she ., because if she .the job, well have to start
NP

looking=againK
bK That last applicant was very strong, but I understand hes had two other ..
alreadyK
cK Theyve finally .. a new receptionist.
dK f phoned==to==check==on my applicationI but they said theyd already
.someone.
eK This job is so important, I think we need to someone.
fK Computer=programmers=wantedK lnly=those=with=rkfu=experience=should
.
gK The selection process has lasted three months, but were going to someone
next=weekK
bxercise=PK=oeplace=the=underlined=phrases=with=correct=forms=of=words=and=expressions
from=AI=_=and=CW
cred=had=already=refused two=job=offers=when=he=went=for=a discussion to see if he was
suitable=for=the=job. They looked at his driving licence and contacted previous=employers
cred=had=mentioned=in=his=application. A few days later, the supermarket asked=him=if=he
would=like=the=job=and Fred said=yes.
Harry didnt hear anything for six weeks, so he phoned the company. They told him
that=they=had=received=a=lot=of=requests for the jobK=After=looking=at=the=life=stories=of=the
people=asking==for=the=job=and looking at what=exams=they=had==passed==during==their
education, the company had=chosen=six people to interview, done=tests=on=their personality
and=intelligence=and=they=had=then=given=someone=the=jobK
bxercise=4K=oead=this=newspaper=article=and=find=the=answers=to=the=following=questions=in
the=textW
NKthat=were=the=qtl=reasons=why=sirgin=Atlantic=was=considering=redundancies?
OKthat=were=the=qtl=things=oichard=_ranson=invited=his=staff=to=do?
PK eow=many=people=volunteered=to=take=unpaid=leave?
QKHow did the long break affect the staffs attitude to their work?
RK thy=is=the=scheme=attractive=to=new=recruits?
SK fs=the=scheme=going=to=become=permanent?
Bransons new route to more jobs
by=Celia=teston
cor=many=young=people=lucky=enough=to=get=a=job=after=leaving=school=or=collegeI=the
biggest=shock=of=the=transition=to=work=is=how=few=holidays=they=getK
eaving==spent=their=academic=years=working==an=eight=or=nineJmonth=yearI=it=can=be
depressing=to=realize=that=for=the=rest=of=their=working=lives=they=will=be=able=to=take=only
four=weeks=off=a=yearK
Many would jump at the chance to take three months off - and thats exactly what
happened==at=sirgin=AtlanticI=the=airline=run=by=oichard==_ransonK=ee=believes=the=new
initiative=could=help= to reduce unemployment K
caced=last=autumn=with=the= recession and=with=its=failure=to=acquire=more=flight=slots
out=of=eeathrow=airportI=the=company=was=having=to=consider= redundancies K=jrK=_ranson
wrote=to=staff=saying=that= cutting back on jobs was something I have never wanted to do.
NQ

fnstead=he=invited=employees=to=take=up=to=six=months= unpaid leave and=to=participate=in=a

job=sharing=schemeK
qhe immediate crisis
passed==but=the=idea=of=a
shorter=working==year=took
offK then the company
later asked for PMM
volunteers to==take three
months=unpaid==leaveI=QRM
put=their=names=forwardK
Mr. Branson said: To be
fair=and=share=it=aroundI=in
some=cases=we=said==that
people=could==only=take=six
weeks.
jost=of=the=volunteers
were=cabin=crew=but=other
staffI=including==secretaries
and==pilotsI= took advantage
of= the offer as well. And when they came back from their break ... they definitely seemed
to enjoy work more, he said.
qhe=company=tends=to=recruit=and=train=its=own=staff= from scratch
As=jrK=_ranson
K
said: If youve been at college or on the dole I=working=for=only=nine=months=still=makes
you a lot better off financially than you were before. He believes there is a broader social
benefit to be achieved. If you are only taking on people for nine months, that will enable
others who would otherwise have no work or be living on the dole to have a chance too.
And he goes further. I think this should be the basis of a pattern across the whole
European Community for the first few years of working life.
Nor was a shorter working year only applicable to young people. If older women and
men with children can afford it because one partners working 12 months and the other
nineI=f=think=a=lot=of=people=would=like=to=earn=slightly=less=and=be=able=to=spend=more=time
with their children, Mr. Branson said.
qhis=year=the=scheme=is= on offer again, although not over the busy summer period. All
the people who took time off last year would like to do so again, Mr. Branson said. But
its=realization=depended==on=whether=the=company=could==recruit=enough=people=to=allow
QMM
JRMM=existing=staff=to=take=three=months=offK
qhe=company=was=considering==whether=the=arrangement=should==become=a=permanent
feature, Mr. Branson said. For new people being taken on in most departments, were
thinking about making nine-month working a standard contract.
bxercise=RK=tork=in=groupsK=aiscuss=these=questionsW
NKWhat are your views on Richard Bransons scheme? Would you like to participate
in=such=a=scheme?
OKtould=such=a=scheme=succeed=in=the=firm=you=workLhave=worked=for?=thy=not?
PK Why do you think so many of Virgins cabin crew took advantage of the scheme?
QKCould=this=kind=of=scheme=only=succeed=with=a=youthful=staff=who=have=few=family
responsibilities?
RK eow=could==you=persuade=people=who=have=considerable=working=experience=and
are=used=to=earning=a=certain=wage=that=they=should=take=a=pay=cut?
SK that=do=you=think=of=the=followingW
a=fourJday=week a=nineJday fortnight seasonal=work job=sharing
bxercise=SK=fnsert=the=following=words=in=the=gaps=in=the=text=belowW
applicant

application

application=form
NR

apply

candidate

curriculum=vitae=or=Cs=Ed_F=or=resume=ErpF employment=agencies
interview
job=description
job=vacancies=references shortJlisted
Many people looking for work read the (1) .. advertised in newspapers
by companies and (2) . .
qo==reply=to==an=advertisement=is=to==EPF
for a jobK Evou==become a EQF or an ERF
). You write an (6) , or fill in the companys
(7) , and send it, along with your (8) .. and a
covering=letterK=vou=often=have=to=give=the=names=of=two=people=who=are=prepared=to=write
(9) .for you.
ff=your=qualifications=and==abilities=match=the=ENMF
., you might be (11) , i.e. selected to attend an (12)
.
bxercise=TK When employees give notice, i.e. inform their employer that they will be
leaving=the=company=Eas=soon=as=their=contract=allowsFI=in=what=order=should=the=company
carry=out=the=following=steps?
aK either=hire=a=job=agency=Eor=for=a=senior=postI=a=firm=of=headhuntersFI=or=advertise
the=vacancy
bK establish=whether=there=is=an=internal=candidate=who=could=be=promoted=Eor=moved
sidewaysF=to=the=job
cK examine=the=job=description=for=the=postI=to=see=whether=it=needs=to=be=changed=Eor
indeedI=whether=the=post=needs=to=be=filledF
dK follow=up=the=references=of=candidates=who=seem=interesting
eK invite=the=shortJlisted=candidates=for=an=interview
fK make=a=final=selection
gK receive=applicationsI=curricula=vitae=and=covering=lettersI=and=make=a=preliminary
selection=Ea=short=listF
hK try=to=discover=why=the=person=has=resigned
iK write=to=all=the=other=candidates=to=inform=them=that=they=have=been=unsuccessful
bxercise=UK=thile=you=are=listening=to=the=interview=on=the=tapeI=complete=the=table
belowW
NKkame=of=applicant
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
OKgob=applied=for
.
PKbducation

QKnualifications

RKtork=experience
(years)

SKoeferences=Every=goodLgoodLfairLbadF

TKHobbies...
UKthich=aepartment=is=the=applicant=interested=in?
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
VKfnterviewed=byW
NK
OK

NS

bxercise=VK=_elow=you=will=see=some=extracts=from=wants=adsK=cill=in=each=blank=with=a
word=or=phrase=from=the=following=listW
competitive initiative
suit
kitchen=staff ability
outgoing
team
pension
plan clear contact experience preference required skills willing busy
office hard=work potential=customers successful=candidate thorough=training
J
J
J
J
J

lur=new=OMMJseat=restaurant=is=opening==in=jay==and==we=are=looking==for=waitersI
waitresses and (1).
If you are a friendly and (2).person who is not afraid of (3)., we have
the job and hours to (4).you.
For more information, (5).Helen at (415) 331-2012.
Secretary/Receptionist (6).for a (7) . qyping==and==shorthand==between
80 and 120 wpm. We will give (8).to applicants who have experience using
word=processors=and=computersK
We want a positive person who is (9).to work hard and can use their own
(10). .
vou=must=be=lively=and==have=a=good==sense=of=humour=and==a
(11).speaking voice. You will receive (12).to enable you to inform
(13).of the benefits of advertising with us.
The (14).will have had (15).in booking and banking procedures. The
position calls for word-processing and secretarial (16).plus the (17).to
work as part of a (18). A (19).salary is offered as well as a company
(20).

NT

rkfq PW tofqfkd Cs Aka ibqqbo lc AmmifCAqflk

bxercise=NK=tork=in=pairsK=aiscuss=these=questionsW
that=impression=do=you=try=to=give=in=an=application=letter?
phould=an=application=letter=be=handwrittenI=typedI=or=laserJprinted?
ao=you=always=tell=the=absolute=truth=in=application=letters?
bxercise=OK=iisten=to=an=expert=discussing=letters=of=applicationK=that=information
does=she=consider=to=be=essential?
bxercise=PK Write ten DOs or DONTs to help people who are writing letters of
applicationK=qhe=first=ones=have=been=done=for=youK
ao=write=clearlyK
Dont use a pencil.
bxercise=4K=iisten=to=the=tape=and=write=down=anything=which=is=not=on=the=list=you
wroteK
bxercise=RK=oead=the=following=information=about=writing=letters=of=applicationW
triting application letter
A= letter of application should
create=enough=interest=to==make=the
potential=employer=want=to=look=at
your=application=in=greater=detail=by
reading==your=Cs=and==hopefully
invite=you==for=an=interviewK=vour
application=letterI=howeverI=should
not=contain=too==much=detail=about
your= experience and== qualifications
because=that=is=the=job=of=the=CsK
iayout=and=style
qhe=letter=should==be=limited==to
one=page=and=a=few=paragraphs=will
normally=be=sufficientK=ft=is=better=to=address=a=letter=to=a=specific=personI=eKgK= Dear Miss
Chan , rather than to aear=pir=or=jadam . However, in some job advertisements the name
of=the=person=you==are=writing==to==is=not=givenK
ft=is=good==practice=to=try=to==find==out=the
following=information=before=you=write=your=letterW

the=full=name=of=the=person=you=are=writingX
their=title=J=jrKI=jrsKI=jissI=jsI=arI=mrofessorI=etcI=andX
their=position=J=mersonnel=janagerI=euman=oesources=janagerI=etcK

All=this=information=can=be=obtained=by=a=quick=phone=call=to=the=companyK=oememberI
never write= Dear Miss W. Chan K=ft=should==be= Dear Miss Chan K=ao=not=use=the=initial
except=in=the=addressK=ff=you=start=with
aear pirLjadamI it=is=accepted=practice=to=finish
with vours faithfully KthereasI=if=you=start=withaear jiss ChanI
you=may=finish=with
vours sincerelyK vour=letter=should==be=neat=and=free=from=careless=mistakesK=vou==can
follow=the= blocked and= open punctuation styleK=thichever=layout=style=you=choose=to=useI
you=should=use=it= consistently throughout=the=letterK
ptructure=of=the=letter
NU

maragraph N ft=should=state=clearlywhy you=are=writing=andwhere you=saw=the=job

advertisedK
NKI would like to apply for the post of ... as advertised in todays issue of..
OK
tith==reference=to==your=advertisement=in==KKK=on=KKKI=f=am=writing==to==apply=for=the
position=of=KKK
maragraph O ft=should==give=a=little=information=about=your=qualifications=and
experienceK=jake=sure=the=information=you=give=is=relevant=to=the=job=that=you=are=applying
forK
NKAs=you=can=see=from=my=enclosed=CsI=f=have=worked=in=my=present=position=for=five
yearsK=auring=this=time=f=have=gained=invaluable=experience=in=KKK
f=am=currently=a==student=at=qmr=studying=KKKKKKKK=f=am=due=to==graduate=inKKKKKKK
OK
Although==f=have=been==studying==full=timeI=f=have=had==a=number=of=summer=jobs
which=have=helped=me=to=gain=experience=in=KKK
PK jy=experience=over=the=past=two=years=has=been=at=the=managerial=levelI=where=f
have=had=responsibility=for=KKK
maragraph P ft=should=saywhy you=believe=you=are=suited=to=the=job=and
what you=can
offer=the=companyK=qhose=currently=employed=can=state=the=reason=for=wishing=to=change
their=present=jobK=eoweverI=you=should=not=sound=critical=of=your=present=employerK
NKf=am=currently=working==as=a==receptionist=in==KKKqhe=reason==for=my=seeking==a==new
position=is=that=f=wish=to=pursue=a=secretarial=careerK=rnfortunatelyI=there=are=no=openings
for=advancement=in=my=present=employmentK
OKcor=the=last=two=years=f=have=been=working=as=a=receptionist=in=KKKrnfortunately=the
company=is=moving=its=main=offices=overseas=and=f=have=therefore=decided=to=look=for=a
new=positionK=f=believe=that=the=experience=f=have=gained=in=KKK=has=given=me=the=qualities
you=are=looking=for=KKK
PK f=believe=f=would=be=an=asset=to=your=companyK=f=will=be=able=to=bring=with=me=my
experience of ... which I believe would be useful in this position
4Kf=feel=that=my=ability=to=KKK=will=helpLenable=me=to=KKK
maragraph Q ft=should=tell=the=reader
when you=are=available=for=an=interview=and
how
to=contact=youK
NKf=would=like=to=have=the=opportunity=to=talk=to=you=further=about=my=applicationK=f=am
available=for=interview=at=any=time=and=f=can=be=contacted=atLon=KKK
OKf=am=available=for=an=interview=at=any=time=but=would=appreciate=two=days=noticeK=f
can=be=contacted=onLat=KKK
f=look=forward=to=hearing=fromLmeeting=you=soonK
NV

PK As=requested=in=the=advertisementI=f=enclose=a=copy=of=my=resume=together=with=a
recent=photographK
f=look=forward==to==meeting==with==you==to==discuss=my=application==furtherK=f=am
available=KKK=and=can=be=contacted=onLat=KKK
oemember=you=might=have=to=give=a=bit=more=detail=than=in=the=above=examplesK=vou
can=also=combine=the=language=in=these=examplesK=AlsoI=it=is=sometimes=useful=to=gather
information=about=the=company=so=that=you=know=more=about=its= background and=policiesK
qhis=may=help=you=present=yourself= in the best light K
bxercise=SK=oead=the=following=extracts=from=two=letters=about=the=advertisement=for
administrative=clerkK=cill=in=each=blank=with=a=word=from=the=following=listW
as audio
for form

available consider enclose inquiries favourably

further in opportunity position take to with

AK=aear=pir=or=jadamI
In reference (1).your advertisement in todays Morning News, I am interested
(2).applying for the (3).of administrative clerk with your company.
Could you please send me (4).details and an application (5).
_K aear=pirI
I would like to apply (6).the position of administrative clerk with your company. I
(7).my application form. I am presently working (8).a secretary in the
accounts office at TW Industries. My responsibilities include (9).and copy typing
and dealing (10).correspondence and telephone (11). . Twice a week I have
been going to evening classes in bookkeeping and I intend to (12).an examination
in=three=monthK
I am applying for the position because I would like an (13).to make more use of
my=trainingK
I would be (14).for an interview at any time.
I hope that you will (15).my application (16).
bxercise=TK=iook=at=this=job=adW=what=would=be=its=attractions=J=what=might=be=its
drawbacks?==_ased=on=the=information=from=bxercise=R=write=a=letter=of=application=to
ACjb=AtlanticK
tork=in=_ermuda!
are=a=wellJknown=and==respected=trading==companyK=te=handle=imports
ACjb Atlantic
directly=from=manufacturers=in=PR=different=countriesI=often=to=our=own=specificationsI=and
currently=export=to=QS=different=countries=worldwideK
te=are=looking=for=enthusiastic=people=to=work=in=our=office=in=_ermuda=on=temporary=PJ
SJ and=VJmonth=contractsK=Applicants=must=be=able=to=speak=and=write=at=least=one=foreign
language=fluently=and=can=be=nationals=of=any=countryK
OM

bxperience=in=importLexport=will=be=an=advantageI=but=as=special=training=will=be=available
this=is=not=essentialK=qhe=main=requirements=are=a=willingness=to=work=as=a=member=of=a
teamI=to=cope=with=pressureI=to=use=the=telephone=in=a=foreign=language=and=in=bnglish=and
to=be=prepared=occasionally=to=work=long=hours=when=necessaryK
qhere=are=several=posts=available=and==longJterm=prospects=are=goodI=though=initially=all
successful=applicants=will=be=contracted=for=a=maximum=of=V=monthsK
qhe=salary=we=will=offer=is=excellentK=te=will=pay=for=your=return=air=fare=and==provide
adequate=accommodation=at=a=nominal=rentK
mlease apply in your own handwritingI enclosing your resumeI to Charles coxI
buropean pales lfficeI ACjb Atlantic itdI QR mentonville ooadI iondon bCO QACK
bxercise=UK=iisten=to=the=following=conversation=and=complete=the=notes=belowW
klqbp=lk=AmmifCAqflk
gonathan=_riggs
kameW
aegreeW bconomics=and= 1)
qeaching=experienceWsolunteer=qeacher
iocationW OF.
aatesW PF.
solunteer=organizationW QF.
qype=of=schoolWRF.
pubjects=taughtWSF
corms=NI=O=and=P
J bnglish
corm=TFKKKKKKKKKKKKKKK
J Agricultural=pcience
corm=S
lther=responsibilitiesW ran=school=farm
klqbp=EcontinuedF
oeasons=for=wanting=to=leave=in
J UFKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
the=first=yearWJ few=teaching=resources
oeasons=for=wanting=to=extendJ success=of=cattle=breeding=project
tourW J obtained=funds=for=farm=buildings
ft=is=his=VFKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
oeasons=for=wanting=to=train=toJ
ft=has=many=NMFKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
teach=deographyW J
bxercise=VK=oead=the=following=information=about=Cs=writingW
cormat for a Curriculum sitae ECsF
A=Curriculum=sitaeI=commonly=referred==to==as=CsI=includes=a=summary=of=your
educational=and==academic= backgrounds as=well=as=teaching==and==research=experienceI
publicationsI=presentationsI= awards I=honorsI=and= affiliations K
fnternational=employers=often=expect=to=read==the=type=of=personal=information=on=a
curriculum=vitae= that would not be included on a resume. When writing a CV for graduate
school=or=academia=the=personal=information=included==in=this=curriculum=vitae=template
would=be=omittedK
ON

qhe=following=curriculum=vitae=template=will=give=you=an=example=of=what=to=include=in
your=Cs=and=show=the=appropriate=format=for=a=curriculum=vitaeK
pample Curriculum sitae qemplate
ClkqACq fkclojAqflk
kame
Address
qelephone
Cell=mhone
bmail
mboplkAi fkclojAqflk
aate=of=_irth
mlace=of=_irth
Citizenship
sisa=ptatus
pex
lptional mersonal informationW
jarital=ptatus
Spouses Name
Children
bjmilvjbkq efpqlov
tork=eistory
Academic=mositions
oesearch=and=qraining
barCAqflk
eigh=pchool
rniversity
draduate=pchool
mostJaoctoral=qraining
molcbppflkAi nrAifcfCAqflkp
Certifications=and=Accreditations
Computer=pkills
AtAoap
mrBifCAqflkp
molcbppflkAi jbjBbopefmp
fkqbobpqp

OO

Having a well written, effective resume at ones disposal is an excellent tool in

todays ever changing job market.
A=strong==resume=may=be=the=sole=difference=in
getting=a=call=for=an=interview=or=simply=having=your=resume= tossed into=the=proposed
employers sludge pile K=pimply=putI=an=effective=resume=may=win=you=a=job=interviewK
fn=the=world=of=academiaI=a=strong=resumeI=known=as=a=curriculum=vitae=ECsF=may=open
the=door=towards=a= tenured position K
bxercise=NMK=oewrite=this=letter=in=a=suitably=formal=styleK=pome=sentences=may=have=to=be
left=out=altogetherK=Check=your=version=with=another=studentW
NN=lakwood=ooad
ptanhopeI=_irmingham
th
U lctober
aear=jrK=pcottI
th

f=am=writing=because=you=said=you=wanted=a=pervice=technician=in=qhe=bvening=jail=of=T
October. Ive put my life story in with this letter. If you look at it youll see I know a lot
about engineering because Ive been a maintenance engineer for six years. So Ive learnt
a=lot=about=servicing=manual=and=electrical=systemsK=f=took=a=conversion=course=the=other
day, all about pneumatic, hydraulic and electrical systems. It was pretty easy. Now Im
going to evening classes in the same things, and I hope Ill pass the exams at the end!
I liked your comment in the ad about good prospects because Im not just in it for the
money. I want a job thatll mean something. Im sure youll understand.
Get in touch if theres anything else you need to know. Give me a ring at work, its
4OP4NVK
In the evenings, you can always get me at my mothers in King Oak. I can come
and=see=you=at=any=time=except=quesdaysI=which=are=a=bit=awkwardK
_est=wishesI
oichard=talters

OP

rkfq QW glB fkqbosfbtp

bxercise=NK=_elow=you=will=see=some=common=expressions=that=you=might=find=usefulK=mut
each=expression=into=the=correct=box=according=to=the=function=of=that=expressionW
NKjay=f=think=about=that=for=a
moment?
OKfn=shortI=KKK
PK What Im trying to say is...
QKqo=sum=upI=KKK
RK that=are=your=views=onKKK?
SK tould=you=mind=repeating=that?
TK eow=can=f=put=this?
UKfn=other=wordsKKK
VKporry=to=say=butKKK
NMK
tellI=as=a=matter=of=factKKK
NNK
Im not so sure about that
NOK
mardon?
NPKI cant help thinking the same
NQK
that=are=your=feelings=aboutKKK?
NRK
po=in=conclusionI=KKK
NSKf=see=things=rather=differently
myself
NTK
qrue=enough
NUK
Thats right

NVK
I dont entirely agree with you
OMK
merhaps=f=should=make=that
clearer=by=sayingKKK
ONK
eow=can=f=best=say=this?
OOK
Could=you=repeat=what=you=said?
OPKI couldnt agree more
OQK
ActuallyKKK
ORK
qo=put=it=another=wayKKK
OSKThats just what I was thinking
OTK
fn=briefI=KKK
OUK
Could=f=just=say=that=KKK
OVK
tellI=my=own=opinion=is=thatKKK
PMK
Thats my view exactly
PNKqo=summariseI=KKK
POKthat=was=that?
PPKf=must=take=issue=with=you=on=that
PQKiet=me=get=this=right
PRKporry=to=interruptI=butKKK
PSKIm afraid I didnt catch that
PTKWhats your opinion?

Agreeing=with=somebody

aisagreeing=with=somebody

bxampleW=vesI=f=agreeK

Example: Im afraid I disagree.

fnterrupting

Asking=for=clarification=or=repetition

bxampleW=bxcuse=me=for=interruptingK

Example: Im sorry?

Asking=somebody=for=their=opinion

paying=something=in=another=way

bxampleW=that=do=you=think=aboutKK?

bxampleW=that=f=mean=is

diving=yourself=time=to=think

pumming=up

bxampleW=Ein=response=to=a=questionF
iet=me=seeK

bxampleW=po=basicallyKKKKK

OQ

bxercise=OK=tork=in=groupsK=qhink=of=the=last=interview=you=attended=and=discuss=these
questionsW

that=was=the=worst=thing=about=it?
that=difficult=questions=were=you=asked?
thy=do=you=think=you=were=successfulI=or=unsuccessful?
ff=you=could=go=through=the=interview=againI=what=would=you=do=differently?
fn=an=interviewI=do=you=always=have=to=be=completely=honest?
that=impression=do=you=try=to=give=in=an=interview?

Exercise 3. Youll hear extracts from two interviews. Use this assessment form to
decide=which=candidate=performed=better=on=a=scale=of=N=to=RW
pue=gones

qom=oichards

qualifications
confidence
reliability
personality
work=experience
overall=impression
bxercise=4K fmagine=that=a==young==friend==of=yours=is=about=to==attend==his=or=her=first
interviewK=kote=down=some=more=advice=that=you=would=giveW
eKgK=ao=your=homeworkW=find=out=about=the=company
mrepare=some=questions=to=ask=about=the=company=and=what=the=job=entails
tear=smartI=formal=clothesI=etcK
bxercise=RK=oead=the=following=information=about=an=interviewI=its=types=and=methods=of
successK=mrepare=a=short=presentation=on=either=of=these=topicsW
glB fkqbosfbtfkdK dbqqfkd altk ql BApfCp
A job interview is your chance to show an employer what he or she will get if youre
hiredK=qhat=is=why=it=is=essential=to=be=well=prepared=for=the=job=interviewK=qhere=exist=five
basic=types=of=interviewsW
qhe pcreening fnterview
qhis=is=usually=an=interview=with=someone=in=human=resourcesK=ft=may=take=place=in
person=or=on=the=telephoneK=ee=or=she=will=have=a=copy=of=your=resume=in=hand=and=will=try
to=verify=the=information=on=itK=qhe=human=resources=representative=will=want=to=find=out=if
you=meet=the=minimum=qualifications=for=the=job=andI=if=you=doI=you=will=be=passed=on=to
the=next=stepK
qhe pelection fnterview
qhe=selection=interview=is=the=step=in=the=process=which=makes=people=the=most= anxious K
qhe=employer=knows=you=are=qualified=to=do=the=jobK=thile=you==may=have=the=skills=to
perform=the=tasks=that=are=required=by=the=job=in=questionI=the=employer=needs=to=know=if
OR

you have the personality necessary to fit in . Someone who cant interact well=with
management=and==coJworkers=may= disrupt the=functioning==of=an=entire=departmentK=qhis
ultimately can affect the companys bottom line K
qhe droup fnterview
fn=the=group=interviewI=several=job=candidates=are=interviewed=at=onceK=qhe=interviewer
or=interviewers=are=trying=to=separate=the= leaders from=the= followers K=qhe=interviewer=may
also be trying to find out if you are a team player . The type of personality the employer
is=looking=for=determines=the= outcome of=this=interviewK=qhere=is=nothing=more=to=do=than
act=naturallyK
qhe manel fnterview
qhe=candidate=is=interviewed
by=several=people=at=onceK=ft
can=be=quite= intimidating as
questions=are=fired=at=youK=vou
should==try=to=remain==calm=and
establish==rapport with each
member=of=the= panel K=jake= eye
contact= with each member of
the=panel=as=you=answer=his=or
her=questionK
qhe ptress fnterview
ft=is=not=a=very=nice=way=to
be=introduced==to=the=company
that=may=end==up==being==your
future=employerK=ft=isI=howeverI
a=technique=sometimes=used==to
weed==out those that cannot
handle
adversity .
qhe
interviewer
may
try
to
artificially=introduce=stress=into==the=interview=by=asking==questions=so=quickly=that=the
candidate doesnt have time to answer each one. The interviewer may also ask weird
questions , not to determine what the job candidate answers, but how he or she answers.
mreparing=for=the=fnterview
_efore=you==begin=to=think==about=how=you==will=dress=for=the=interviewI=or=answer
questionsI=you==should==gather=as=much=information=about=the=employer=as=you==canK=kot
only=will=you=appear=informed=and= intelligent I=it=will=also=help=you=make=a=decision=if=a
job=offer= is eventually made.
vou=might=also=want=to=prepare=for=answering==questions=by=listing==some=of=your
attributes . Talk to former co-workers with whom you worked closely. Ask them to list
some= traits about=you=that=they=most=admired=J=work=relatedI=of=courseK
vou=want=to=seem=somewhat= spontaneous I=but=you=also=want=to=appear= self-confident K
qhe=way=to=do=that=is=to= rehearse I=not=exactly=what=you=will=sayI=but=how=you=will=say=itK=A
great=method=is=to=rehearse=in=front=of=a=video=cameraK=ptudy=your= posture I=the=way=you
make=eye=contactI=and=your= body language K
aressing=for=the=fnterview
Appearance= is very important and
whether=we=like=it=or=notI=it=is=the=first
thing==people=notice=about=usK vou
should==match=your=dress=to==employees
in=the=workplace=in=which=you==are
interviewing==and==probably=take=it=up=a
notchK=ff=dress=is=very= casual I=those
being==interviewed==should==wear=dress
pants=and==dress=shirts=or=skirts=and
blouses. Dont choose a Friday, since
many offices have casual Fridays .
OS

vour=hair=should=be= neat and= stylish K=vour=nails=should=be=well=manicured=and=cleanK

Mens nails should be short. Womens nails should be of a reasonable length and polished
in a neutral color. Also for women, makeup shouldnt be heavy. Perfume or cologne
should=be=avoided=as=some=people=find=certain=scents=offensiveK
bstablishing=oapport
Since the interviewers job is to make sure that not only your skill I=but=your=personality
as=wellI=is=a=good==matchI=you==must=establish=rapport=with=the=person=or=persons
interviewing=youK=qhat=begins=the=instant=you=walk=in=the=doorK=iet=the=interviewer=set=the
toneK=kothing=is=as=awkward=as=offering=your=hand=and=having=the= gesture not=returned=by
the=other=personK=qherefore=you=should=wait=for=the=interviewer=to=offer=his=or=her=hand
firstI=but=be=ready=to=offer=your=hand=immediatelyK
_ody=ianguage
qhey=say=that=body=language=gives=more=away=about=us=than=speechK=bye=contact=is
very=important=but=make=sure=it=looks=naturalK=A=smilingI=relaxed==face=is=very= inviting K
eands=resting=casually=in=your=lap=rather=than= arms folded across your chest also=is=more
invitingK
Answering=nuestions
When it comes down to it, isnt this the main point of the interview? Speak slowly and
clearlyK=mause=before=you=answer=a=questionK=vour=answers=will=seem=less=rehearsed=and=it
will=give=you=a=chance=to=collect=your=thoughtsK
Asking=nuestions
rsually=toward=the=end=of=the=interviewI=the=person=conducting=it=will=ask=you=if=you
have=any=questionsK=vou=should==have=someK=vou==should=ask==about=what=a=typical=day
would= entail K=vou=could=also=ask=what=special=projects=you=would=be=working=onK=As=in
every=other=aspect=of=the=job=searchI=you=are=trying=to=show=the=employer=how=you=can=fill
their=needsK
fllegal=nuestions
te=have=all=heard=horror=stories=of=interviewers=asking==job=candidates= inappropriate
questions , such as those about marital=status , age, and family=status . These questions
should=not=be=askedI=but=it=is=up=to=you=whether=to=answer=themK
joney=nuestions
Money is a very sensitive topic. The candidate shouldnt bring it up. However, the
interviewer=may=bring=it=up=firstK=ee=or=she=may=ask=what= salary you=hope=to=earnK=vou
must=prepare=for=this=question=before=the=interviewK=cind==out=what=others=in=the=same
position=are=earningK=Always=give=a=rangeI=not=an=exact=numberK=qhis=will=help=keep=you
from pricing yourself out of a job. You dont want the employer to think they cant afford
you, but you also dont want them to think you are a cheap commodity K
After=the=fnterview
qhis=is=something=that
is too often neglectedK
Its the thank you note or
followJup=letter . It is your
chance
to
reiterate
something=you=mentioned
on=the=interview=or= bring
up= something you forgot
to=mentionK=ft=is=also=a
nice=gesture=and=a=simple
matter=of= politeness K

OT

bxercise=SK=eere=are=some=tips=relating=to=your=appearance=and=body=languageK=cor=each
one=select=the=correct=missing=word=from=the=options=belowW
NKjake=sure=your=clothes=are=cleanI=but=________=wear=obvious=logos=or=designer=namesK
aK=do
b. dont
cK=must
OKDont use __________ much deodorant or perfume!
aK=to
bK=too
cK=two
PKDont wear too much jewellery. Interviewers dont ______ like rings!
aK=never
bK=sometimes
cK=usually
QKtear=_______=that=are=smartI=but=comfortableK
aK=cloths
bK=clothes
cK=covers
RKArrive=well=__________=the=interview=timeK
aK=before
bK=after
cK=later=than
SKjake=eye=________=with=the=interviewer=when=you=are=introducedK
aK=contactation
bK=contiction
cK=contact
TKdive=a=firm=handshakeI=and=make=sure=you=___________!
aK=snarl
bK=smile
cK=snigger
UKDont ________. This will distract the interviewer from what youre saying.
aK=fidget
bK=figgit
cK=fijit
VKDont appear over-confident, for example by leaning too far back in your chair, but do
try=to=__________K
aK=relax
bK=relapse
cK=collapse
bxercise=TK=jatch=the=common=interview=question=on=the=left=with=the=suitable=response
from=the=list=on=the=rightW
NKthy=did=you=choose=this=company?

A. People say Im sociable, organized, and

decisiveK

OU

OKthat=are=your=strengthsLweaknesses?

_K=jy=aim=is=to=have=a=position=in=the
janagement=qeamK

PKeow=would=your=friends=describe=you?
QKthat=is=your=greatest=achievement?
RKeow=well=do=you=work=in=a=team?
SKthere=will=you=be=in=R=years?

CK=f=have=excellent=time=managementI=but=f
can=be=impatient=for=resultsK
aK=_ecause=f=think=f=will=find=the=work
environment=both=challenging=and
rewardingK
bK=f=always=support=my=colleagues=and
believe=we=should=work=towards=a=common
goalK
cK=ieading=the=rniversity=football=team=to
the=national=ChampionshipsK

bxercise=UK=qhe=words=in=the=column=on=the=right=are=phrases=that=use=the=word=careerK
cor=each=definition=on=the=leftI=match=it=to=the=correct=phrase=on=the=rightW
NKChances=of=future=success=in=your=careerAK=career=move
OKqhe=direction=you=hope=your=career=will_K=career=break
take
CK=career=prospects
PKA=change=you=make=in=order=to=progress
aK=career=ladder
QKqime=when=you=are=not=employedI
perhaps=when=travelling=or=looking=after bK=career=plan
children
RKA=series=of=promotions=towards=more
senior=positions
bxercise=VK oead==the=text=below=which==advises=candidates=how=to==answer=difficult
interview=questionsKFor each question, mark the correct answer right, wrong or not
givenW
Attending interviews
dood=interviewers=prepare=their=questions=carefully=in=advance=according==to==the
candidates application and CV. So candidates need to prepare just as carefully. Here are
some=useful=tips=on=answering=interview=questionsK
NKWhat dont you like about your current position?
No job is perfect; theres always something we dont like. Be honest but dont give a list
of=complaintsK=qhe=important=thing=is=to=talk=positively=about=how=you=deal=with=problems
at=workK
OV

OKthere does your employer think you are today?

_e=honestK=ff=you
lie to your current
employerI youll
lie
to
your
next
employerK Dont
phone=in=sick=on=the=day
of=the=interviewK
Take a days holiday but
dont say why.
PK that are
your
professional
objectives?
qhink==about=these
before the interviewK
vour
objectives
should=be=relevant=to=the
job you have
applied
for
and
achievableK ff=the
new job cant offer you
everything
you
wantI the interviewer
will think that you probably wont stay with the company very long.
QKthat are your weaknesses?
_e=honestX=noJone=is=perfectKqhink==about=this=before=the=interview=and==choose=your
answer=carefullyK=qalk=about=how=you=deal=with=a=weaknessX=this=is=far=more=important
than=the=weakness=itselfK
NKfnterviewers=ask=every=candidate=the=same=questionsK
OKYou shouldnt mention problems with your current job.
PK vou=should=arrange=to=have=a=day=off=for=the=interviewK
QKvou=should=give=your=personal=objectivesK
RK vour=objectives=should=suit=the=position=you=apply=forK
SK vou=should=practise=your=answers=at=homeK
TK You shouldnt discuss things you arent good at.
bxercise=NMK=tork=in=groupsK=qake=turns=to=carry=out=the=interviewW
ptudent=AW
vou=are=applying=for=the=position=of=a=manager=at=a=famous=manufacturing=companyK=vou
have=exactly=five=minutes=to=find=out=if=it=is=the=right=job=for=youK=mrepare=questions=on=the
five=features=of=character=which=you=consider=the=most=importantK
ptudent=_W
vou=are=the=chair=of=the=manufacturing=companyK=vou=have=exactly=five=minutes=to=find
out=whether=the=candidate=you=are=interviewing==is=the=right=person=for=the=jobK
mrepare
questions on the candidates experience, character and qualifications.

PM

rkfq RW Brpfkbpp bqfnrbqqb

bxercise=NK=oead=the=following=informationW
bthical=behaviour=is=doing==things=that=are=morally=rightK= Ethics (countable noun) are
moral=beliefs=about=what=is=right=or=wrongK= Ethics (uncountable noun) is=the=study=of=thisK
bthically=responsible=companies=want=to=do=the=right=thing=in=areas=such=asW
employment=and==communityW=they=want=to=pay=attention=to=things=that=affect=all
peopleI=not=just=their=employeesI=in=the=areas=where=the=company=has=its=officesI
factories=and=activitiesK
the=environmentW=they=want=to==conduct=business=in=ways=that=protect=the
environment=to=ensure=that=the=airI=rivers=etcK=are=not=polluted=and=plant=and=animal
life=are=not=endangeredK
winning==new=businessW=they=want=to==get=business=without=engaging==in=corrupt
behaviourI=for=example=offering== bribes J=money==given=to==someone=so=that=they
behave=unethicallyK
Companies=want=to=be=seen=as=good==corporate=citizensI=with=activities=that=are
beneficial=not=only=for=their= stakeholders J=their=employeesI= shareholders and=so=on=J=but
for=the=community=and=society=as=a=wholeK
Accountability=and=transparency
bthical=corporate=behaviour=includes= accountability J=the=idea=that=companies=are
completely=responsible=for=what=they=do=and=that=people=should=be=able=to=expect=them=to
explain==their=actionsK= Transparency is=explaining==this=behaviour=in=a=way=that=can=be
understood=by=outsidersI=and==not=trying=to=hide=anythingK=Companies=may=say=that=they
demand==high=levels=of= probity and= integrity J=complete=honesty=J=from=their=employeesI
and=that=they=do=not=tolerate=any=form=of= misconduct K
Corporate=social=responsibility
Companies=have=long==had== codes of ethics and== codes of conduct saying==how=their
managers=and==employees=should==behaveK=kow=they=are=looking==at=these=issues=in=more
systematic=waysK=qhey=are=designating=executives=to=oversee=the=whole=area=of= corporate
social=responsibility= (CSR).
bxercise=OK=oead=the=article=relating=to=the=ideas=in=bxercise=NK=qhen=say=if=the=statements
below=are=true=or=falseI=identifying=the=phrase=or=sentence=from=the=article=that=confirms
your=answerW
eow to become good in all areas
cew=companies=are=clear=about=how=to=manage=what=can=be=an=amorphous=collection=of
internal=initiatives=and=external=relationships=on=socialI=environmental=and=ethical=issuesK
mrobity=and==responsibility=must=be= embedded in a companys culture, strategy and
operations=from=the=top=downK=_ut=how=can=this=be=done?=A=new=guide=from=_usiness=for
pocial=oesponsibilityI=a=rp=nonJprofit=research=and==advisory=organization=withNIQMM
member=companies=and=affiliatesI=attempts=to=answer=this=by=taking=the=reader=step=by=step
through=the=process=of=designing=a=corporate=social=responsibility=management=systemK
lnly=a= handful of companies=have=a=full=Cpo=management=system=in=placeI=says=the
organizationI=which=advises=its=members=on=how=to=make=responsible=practices=integral=to
their=strategy=and==operationsK=fts=combined annual=revenues=of=nearly=AOIMMM==bn
ENIPMMbnF=and=employ=Sm=peopleK=qhey=include=A__I=_ritish=AirwaysI=CocaJColaI=fkeaI
PN

Unilever and Wal-Mart. The scandals in the US have underlined how corporate
responsibility= taskforces and codes of conduct are not enough on their own and can
sometimes=be=a= smokescreen K
Creating==and==building==a
successful=Cpo=management
system=is=a=complexI=longJ
term
project
for
any
company, says the report. It
involves=a=shift=in=the=way=a
company conducts business
and can be likened to
implementing other largeJ
scale=change=initiatives=such
as total quality management.
qhe guide runs through
basics=such=as=who=currently
has=responsibility=for=Cpo=in
the=companyI=why=a=better
management=structure=might
improve things and what hotbutton issues (child labour,
drug==pricingF face=different
sectorsK
ft encourages
companies=to=think=hard=about
their=stakeholdersI=what=their
concerns areI how credible
and==influential=they=are=and
whether=they=are=a=potential
longJterm=partner=or= liability K
NKjost=companies=have=clearI=coherent=policies=on=socialI=environmental=and=ethical
issuesK
OKff=a=company=behaves=with=probityI=it=has=high=ethical=standardsK
PK _usiness=for=pocial=oesponsibility=has=a=coherent=approach=to=designing==a
corporate=social=responsibility=management=systemK
QKIts simple for a company to add a CSR management system to its day-to-day
businessK
RK Codes=of=conduct=are=enough=to=ensure=ethical=behaviourK
SK The guide says that a companys stakeholders should all be kept happy so that they
are=all=retained=by=the=company=over=the=long=termK
bxercise=PK=Complete=the=sentencesI=with=expressions=from=the=text=aboveW
qhe=company=was=accused=of=giving=KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK=to=local=officials=in=
NK
order
to=allow=their=products=into=the=country=more=quicklyK
qhe=company=has=supported=several=projects=in==the=local=KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
OK
K
where=its=factories=are=situatedK
soters=demanded=that=there=should=be=greater=KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK=in=the=electi
PK
on
process=so=that=they=could=understand=it=fullyK
QKcollowing=the=scandals=of=bnronI=torldcom=and=othersI=there=is=greater=emphasis
in business schools on the teaching of
bxercise=4K eow=ethical=are=you==in=your=business=dealings?
questionnaire=belowW

cind==out=with==the

NKvou=do=a=lot=of=travelling=on=businessKRKvou=work=in=the=purchasing=department
vour=company=pays=your=air=fares=and=youof=a=large=companyK=lne=of=your=suppliers
have collected frequent flyer miles from
has=sent=you=a=Christmas=present=J=a=case=of
the=airlines=that=you=can=exchange=for=freewine. They know you shouldnt accept it
PO

flightsK=ff=you=use=them=for=your=own because=they=also=sent=a=note=promising=not
personal=travelI=nobody=will=knowK= Will you
to=tell=any=of=your=colleagues=about=itK
till
aKuse=them=for=business=trips=and=save=your
you
company=money?
aKsend=the=wine=back=and=never=buy
bKuse=them=to=upgrade=your=seat=to=first anything=from=that=supplier=again?
class=on=business=trips?
bK=send=the=wine=back=and=explain=you=can
cK=book=that=holiday=in=the=_ahamas=that only=accept=gifts=up=to=a=certain=value?
youve always wanted?
cK=send=the=wine=back=and=say=that=you
prefer=fine=malt=whisky?
OKvou=are=the=manager=of=a=charming=pub
SKvou=are=a=financial=managerK=rntil=last
in=the=country=a=long=way=from=the=nearest
yearI=your=company=had=an=unbroken=record
townK=qhe=owner=of=the=pub=wants=you=to
of rising earnings per share, but last years
run an all you can drink campaign where
profits=were=downK=cortunately=you=have
the=customers=can=have=as=much=beer=as received=a=very=large=order=since=the
they want for a fixed price. Its bound to
beginning=of=the=present=financial=yearK
attract=more=customers=and=be=very
vour=boss=tells=you=to=record=the=new=order
profitableK till=you
in last years accounts, so you dont spoil
a . refuse to do it, in case it encourages
the companys track record. till=you
people=to=drink=and=drive?
aKexplain=it=might=mislead=shareholders
bKagree=to=do=itI=but=put=up=posters=warning
and=refuse?
against=drinkJdriving
bKrefuse=unless=you=can=include=a=note
and=start=selling=black=coffee=as=well=as about=it=in=the=small=print=in=the=annual
beer?
report?
cK=refuse=to=do=it=unless=you=receive=a=profitJ
c. agree and suggest some other legal
related=bonus?
ways=of=making=the=figures=look=better=this
year?
PKvou=are=the=owner=of=a=small=businessK
lne=of=your=suppliersI=an=old=friendI=has
asked=you=to=pay=them=cash=for=an=order=so
they can avoid paying VAT. Theres no
chance=of=you=getting=into=trouble=even=if
the=tax=office=find=out=because=it=is=your
suppliers responsibility to declare it, not
yoursK till=you
aKrefuse?
bKwarn=your=friend=that=they=could=get=into
trouble=but=agree=if=they=insist?
cK=agree?=EAfter=allI=what=are=friends=for?F

PP

TKvou=are=friendly=with=someone=in=the
strategic=planning=department=of=your
companyK=lne=dayI=they=give=you=some
confidential=informationK=qhey=tell=you
about=a=company=they=are=going=to=target
for=takeJoverK=qhey=are=sure=the=share=price
will=riseK=vou=could=make=a=lot=of=money=if
till=you
you=buy=shares=nowK
aKtell your colleague they shouldnt pass on
confidential=information?
bKthank=your=colleague=but=do=nothing?
cK=tell=your=broker=to=buy=as=many=shares=as
they=can?
QKvou=have=run=out=of=stationery=at=homeUKvou=are=the=owner=of=a=small=companyK
and theres plenty of nice blank paper and
A=friend=offers=you=a=free=copy=of=a
envelopes=in=your=desk=at=workK= Will youcomputer=software=program=that=you=need=at
aKresist=the=temptation=to=take=any=home? work. If you accept their offer, you wont
bKtake=a=little=home=to=keep=yourself=going
have=to=pay=the=ATMM=licensing=fee=to=the
until=you=can=buy=some
software=companyK till=you
more?
aKturn down your friends offer and buy
c. take plenty home so you dont run out
your=own=copy?

again?

bKaccept your friends offer?

cK=accept=their=offer=and=charge=the
company=ATMM=which=you=can=pocket=taxJ
free?
eow did you score?
jostly as
jostly bs
jostly cs
vou=may=not=always=be
You like to do whats right
ff=the=people=around=you=are
popular=with=your
if=you=canI=but=realize=the behaving=dishonestlyI=you
colleagues=but=your=businessworld=is=not=an=honest=placeK
will=do=everything=necessary
contacts=know=they=can=trustYouve probably noticed the to ensure they dont get your
you=to=play=fairK=ff=some person=who=tells=the=truth=isshareK=As=you=see=itI=if=you
people=accuse=you=of=being not=always=the=person=who cant beat them, join them.
inflexible, its because your gets=on=fastest=so=you=are ko=doubt=you=will=advance
strong=principles=make=them prepared=to=make
up=the=ladder=of=success=at
feel=uncomfortableK=vour compromisesI=accepting=the top=speed=because=you=are
honest=approach=should
fact=that=in=order=to=do
very=good=at=telling=people
bring=you=success=in=your business=you=sometimes
exactly=what=they=want=to
career=andI=although=it=may have=to=bend=the=rulesK
hearK=qhe=trouble=isI=it=is=not
always=what=they= should
be slow coming, its bound
to=be=longJlastingK
hearI=so=your=success=will
probably=be=shortJlivedK
Exercise 5. Youll hear three conversations in which people are meeting and being
introduced=to=each=otherK=iisten=to=what=they=say=to=each=other=and=fill=the=gaps=belowW
NKAlex=thiteI=a=new=employeeI=meets=Chris=dreyK
Alex White: Id like to 1) _______________. My names Alex White and Im the
new=export=sales=coJordinatorK
Chris Grey: Oh, yes. Ive heard of you. How 2)___________________? Im Chris
Grey. 3) ________________________ you.
OKiiz=gonesI=a=colleague=from=CanadaI=is=visiting=the=office=in=iondonK
Tony Harris: Ms. Smith, Id 4) ________________________ Mrs. Jones. Mrs. Jones
is=from=our=sales=office=in=qorontoK
iiz=gonesW=ei!
Claire Smith: 5) _____________________, Mrs. Jones? Ive been 6)______________
meeting=youK
iiz=gonesW=lhI=please=TF=________________=iizK
Claire Smith: And Im Claire.
iiz=gonesW=eiK
Claire=pmithW=tellI=iizI=did=you=UF=_______________________?
Liz Jones: Yeah, not too bad
PKjiss=iucasI=a=visitor=from=ArgentinaI=is=introduced=to=jrK=bvansK
Mrs. Green: Mr. Evans, 9) __________________ Miss Lucas? Shes from Argentina.
Mr. Evans: Yes, I think weve met before. Its 10) _________________!
Miss Lucas: Thats right, hello again. 11) _________________?
jrK=bvansWFine, thanks
PQ

bxercise=SK=oead=the=following=information=about=different=culture=mannersW
Alexandra=Adler=is=an=expert=in=doing==business=across=culturesK=phe=is=talking==to=a
group=of=_ritish=businesspeopleK
Culture is the way we do things here. Here may be a country, an area, a social class
or=an=organization=such=as=a=company=or=schoolK=vou=often=talk=aboutW
company= or corporate=culture : the way a particular company works, and the things
it=believes=are=importantK
canteen=culture : the ways that people in an organization such as the police think
and=talkI=not=approved=by=the=leaders=of=the=organizationK
longJhours=culture : where people are expected to work for a long time each day.
macho==culture : ideas typically associated==with menW physical strengthI
aggressivenessI=etcK
_ut=you=must=be=careful=of= stereotypes , fixed ideas that may not be true.
aistance= between managers and the people who work under them varies in different
culturesK=iook=at=these=two=companiesK
fn=Country=AI=managers=are=usually=easy=to=talk=to=J= accessible and= approachable J=and
there=is=a=tradition=of=employees=being=involved=in= decision-making as=part=of=a= team of
equals . This company is not very hierarchical, with only three management=layers .
fn=Country=_I=managers=are=usually=more= distant and== remote K=bmployees=may=feel
quite=distant=from=their=managers=and=have=a=lot=of= deference for themW=accepting=decisions
but=not=participating=in=themK
Companies=in=Country=_=tend=to=be=more=hierarchical=than=those=in=Country=AI=with=more
management=layersK
aeference=and=distance=may=be=shown=in=languageK=pome=languages=have=many= forms
of=address= that you use to indicate how familiar= you are with= someone. English only has
one form, you but distance may be shown in other ways, for example, in whether first
names=or=surnames=are=usedK
Exercise 7. Look at Exercise 6. Which word combination with culture describes each of
the=following?
NKThe men really dominate in this company, they dont make life easy for women at
allK=All=they=talk=about=is=footballK
OKAmong=the=management=here=we=try=to=be=fair=to=people=from=different=minoritiesI
but=there=are=still=elements=of=racism=among=the=workforceK
PK Of course, the quality of the work you do after youve been at it for ten hours is not
goodK
QKqhere=was=a=time=when=managers=could=only=wear=white=shirts=in=this=company=J
things=are=a=bit=less=formal=nowK
RK eere=the=male=managers=talk=about=the=market=as=if=it=was=some=kind=of=battlefieldK
SK They say that if you go home at 5.30, you cant be doing your job properly, but
Im going anyway.

PR

bxercise=UK=oead=this=information=and=decide=whether=these=pieces=of=advice=about=the
bnglishJspeaking=business=world=are=true=or=falseW
fn=the=bnglishJspeaking=business=worldI=people=use=first=namesI=even=with=people=they
do not know very well. But if you arent sure, use Mr. and=the=family=name=for=menI=and
jrsK= or jiss= and the family name for women, depending on whether they are married or
notK= Ms. often replaces Mrs. and Miss. You dont use Mr., Mrs., Miss or Ms. with only a
first=name=EeKgK=Mr. John) or=by=itselfK
NKIts possible to introduce yourself by saying your family name then your first
nameK
OKIts possible to use Mr., Mrs. or Miss on its own, or with a first name.
PK _ritish=people=use=prK=and=grK=to=refer=to=a=father=and=his=sonK
QKAmericans=often=show=their=middle=name=with=an=initialK
RK You can always use someones first name to talk to them, even if you dont know
them=very=wellK
SK jsK=is=being=used=more=and=more=as=a=title=for=womenK
TK vou=can=show=your=qualifications=after=your=name=on=your=business=cardK
bxercise=VK=oead=the=following=text=and=do=the=exercises=belowW
fn=AlphalandI=businesspeople=dress=quite=formallyK=qhe= business suit is=commonI=but
for=menI=wearing=nonJmatching=jacket=and=trousers=is=also=a=possibilityK
fn=_etataniaI=the=dark==business=suit=is=obligatory=for=menK=pome=companies=allow
women=to=wear=trouser=suitsK
fn=dammariaI=the=business=suit=is=almost=as=necessary=as=in=_etataniaI=but=with=more
variation=in=coloursK=pome=companies=require=employees=to=wear= formal clothes from
jonday=to==qhursdayI=and==allow=less=formal=ones=on=what=they=call= casual Fridays or
dressJdown=cridays . In some places, many banks and shops require people dealing with
customers=to=wear=uniforms=so=that=they=all=dress=the=sameK
fn=aeltatoniaI=people=dress=more= casually at=work=than=in=the=other=countriesK=cor
menI=suits=and=ties=are=less=common=than=elsewhereK=qhis=is= smart casual K
Alexandra=Adler=continues=her=seminar=on=crossJcultural=issuesK
bntertaining= and hospitality= vary a lot in different cultures.
fn=AlphalandI=entertaining==is=importantK=qhere=are=long==business=lunches=in
restaurantsI=where=deals=are=discussedK=mrofessional=and=private=lives=are=separateI
and=clients=are=never=invited=homeK
fn=_etataniaI=evenings=are=spent=drinking=and=singing=in=bars=with=colleagues=and
clientsK
fn=dammariaI=lunch=can=be=importantI=but=less=so==than=in=AlphalandK=fmportant
contacts=may=be=invited=to=dinner=at=homeK=Corporate=hospitality=is=a=big=industryI
with=clients=invited=to=big=sports=eventsK
fn=aeltatoniaI=restaurants=are=rare=outside=the=capitalK=pome=entertainment=takes
place when important clients are invited to peoples houses for dinner, or go
sailing=or=to=country=houses=for=the=weekendI=etcK
Attitudes= towards time can vary enormously.
fn=_usyvilleI=people=start=work=at=eightI=and==officially=finish=at=sixI=though=many
managers=stay=much=longerK=qhere=is=a=culture=of= presenteeism W=being=at=work=when=you
PS

dont need to be. There is a two-hour lunch break, and a lot of business is done over
restaurant=lunchesK=Eiunch=is=the=main=mealK=qhe= working breakfast is=rareKF=qhere=are=no
snacks=between=mealsI=just=coffeeI=so=eat=properly=at=meal=timesK
As=for= punctuality , you can arrive up to 15 minutes late for meetings. If invited to
someones house (unusual in business), arrive 15-30 minutes after the time given.
Dont phone people at home about work, and dont phone them at all after 9 pm. There
are=a=lot=of= public holidays Eabout=NRF=during=the=yearK=_usyville=is=empty=in=AugustI=as
many companies close completely for four weeks. Employees have five weeks holiday a
year=and=they=usually=take=four=of=them=in=AugustK
eere=are=some=other=areas=of=potential=cultural=misunderstandingW
aK distance= when talking to people: what is comfortable?
bK eye=contact : how much of the time do people look directly at each other?
cK gesture : people make lots of facial gestures? How much do they move their arms
and=hands?
dK greetingsLgoodbyes : do people shake hands every time? Are there fixed phrases to
say?
eK humour : is this a good way of relaxing people? Or is it out of place in some
contexts?
fK physical=contact : how much do people touch each other?
gK presents : when should you give them? When should you open them? What should
you=say=when=you=receive=one?
hK rules=of=conversation= and the role=of=silence : how long can people be silent before
they=feel=uncomfortable?=fs=it=acceptable=to=interrupt=when=others=are=speaking?
fn=which=country=might=you=hear=these=thingsW
NKeow=about=a=trip=out=tomorrow=afternoon?=te=could=see=some=horse=racing=and
have=a=glass=of=champagneK
OKDo come out with us this evening! I know some great bars. Hows your singing?
PK What are you doing this weekend? You could come to our summer cottage. Youll
meet=my=family=and=we=can=take=the=boat=outK
QKLets get out of the office to discuss the deal. I know a nice restaurant near here,
with=some=very=good=local=dishesK

bxercise=NMK=qick=E=F=the=things=this=visitor=to=_usyville=does=rightI=and=put=a=cross=EuF=by
her=mistakesW
I phoned my contact in her office at 7.30 pm. (1) I suggested a working breakfast the
next morning. (2) She wasnt keen, so I suggested lunch. (3) We arranged to meet at
her office at 12.30. I arrived at 12.45 (4) and we went to a restaurant, where we had a
very=good=discussionK=qhat=evening=f=wanted=to=check=somethingI=so=f=found=her=name=in
the phone book and phoned her at home. (5) She was less friendly than at lunchtime. I
said I would be back in Busyville in mid-August (6). Not a good time, she said, so I
suggested September. (7)

PT

bxercise=NNK=thich=points=in=the=text=above=Ebxercise=VF=are=referred=to=in=this=storyW
pallyI=a=studentI=is=working=for=a=company=abroad=for=work=experienceK=qhe=company=has
employees=from=all=over=the=worldK=qhe=head=of=the=companyI=eenrikI=invites=pally=to=a
barbecue=for=his=employees=at=his=homeI=at=P=pm=on=paturdayK
She is the first to arrive, at exactly 3 oclock. When the others arrive, some shake hands
with=each=otherK=pome=kiss=on=one=cheekI=others=on=both=cheeksK=lthers=arrive=and=say
hello without kissing or shaking hands. (1) Some bring wine or flowers, which the host
does not open and puts to one side. Others bring nothing. (2) In conversations, some
people=move=their=arms=around=a=lot=and=seem=to=make=signs=with=their=handsI=others=keep
their hands by their sides. (3) Some people do not let others finish what they are saying,
and==others=say=almost=nothingX=the=people=with=them=seem=upset=and==move=away=when
they can. (4). Some people look directly at the person they are talking to. Others look
away more. (5) Some touch the arm of the other person whenever they are speaking to
them. (6) notices that some people seem to be slowly moving backwards across the
garden as the conversation goes on, while the person with them is moving forward. (7)
Later, somebody makes a joke but nobody laughs. Everyone goes quiet. (8) People start
saying=goodbye=and=leavingK
bxercise=NOK=oead=this=article=and=choose=one=of=these=titles=for=itW
then in oome KKK
qravelling abroad
aoing business in burope

mroblems that business people face

dood mannersI good business
I didnt mean to be rude!

kobody=actually=wants=to=cause=offence=butI=as=business=becomes=ever=more
internationalI=it=is=increasingly=easy=to==get=it=wrongK=qhere=may=be=a=single=buropean
market=but=it=does=not=mean=that=managers=behave=the=same=in=dreece=as=they=do=in
aenmarkK
fn=many=buropean=countries= handshaking is=an=automatic=gestureK=fn=crance=good
manners=require=that=on=arriving==at=a=business=meeting==a=manager=shakes=hands=with
everyone=presentK=qhis=can=be=a=demanding==task==andI=in=a=crowded==roomI=may=require
gymnastic
ability if the
farthest=hand=is
to=be=reachedK
eandshaking
is almost as
popular
in
other=countries
J
including
dermanyI
_elgium and
ftalyK
_ut
korthern
buropeansI
such as the
_ritish
and
pcandinaviansI
are=not=quite=so
fond
of
physical
demonstrations
of=friendlinessK
fn burope
the
most
common
challenge
is
not=the=content=of=the=foodI=but=the=way=you=behave=as=you=eatK=pome=things=are=just=not
doneK=fn=crance=it=is=not=good=manners=to=raise=tricky=questions=of=business=over=the=main
PU

courseK=_usiness=has=its=placeW=after=the=cheese=courseK=rnless=you=are=prepared=to=eat=in
silence=you=have=to=talk=about=something=J=somethingI=that=isI=other=than=the=business=deal
which=you=are=continually=chewing=over=in=your=headK
ftalians=give=similar=importance=to=the=whole=process=of=business=entertainingK=fn=factI
in=ftaly=the=biggest=fearI=as=course=after=course=appearsI=is=that=you=entirely=forget=you=are
there=on=businessK=ff=you=have=the=energyI=you=can=always=do=the=polite=thing=when=the
meal=finally=endsI=and=offer=to=payK=qhenI=after=a=lively=discussionI=you=must=remember=the
next=polite=thing=to=do=J=let=your=host=pick=up=the=billK
fn=dermanyI=as=you=walk=sadly=back=to=your=hotel=roomI=you=may=wonder=why=your
apparently friendly hosts have not invited you out for the evening. Dont worry, it is
probably=nothing=personalK=dermans=do=not=entertain=business=people=with=quite=the=same
enthusiasm=as=some=of=their=buropean=counterpartsK
qhe=dermans=are=also=notable=for=the=amount=of=formality=they=bring=to=businessK=As=an
outsiderI=it=is=often=difficult=to=know=whether=colleagues=have=been=working=together=for
PM=years=or=have=just=met=in=the=liftK=ff=you=are=used=to=calling=people=by=their=first=names
this=can=be=a=little=strangeK=qo=the=dermansI=titles=are=importantK=corgetting=that=someone
should=be=called= Herr Doktor or= Frau Direktorin might=cause=serious=offenceK=ft=is=equally
offensive=to=call=them=by=a=title=they=do=not=possessK
fn=ftaly=the=question=of=title=is=further=confused==by=the=fact=that=everyone=with=a
university=degree=can=be=called= Dottore - and=engineersI=lawyers=and=architects=may=also
expect=to=be=called=by=their=professional=titlesK
qhese=cultural=challenges=exist=side=by=side=with=the=problems=of=doing=business=in=a
foreign=languageK=ianguageI=of=courseI=is=full=of=difficulties=J=disaster=may=be=only=a
syllable=awayK=_ut=the=more=you=know=of=the=culture=of=the=country=you=are=dealing=withI
the=less=likely=you=are=to=get=into=difficultiesK=ft=is=worth=the=effortK=ft=might=be=rather=hard
to=explain=that=the=reason=you=lost=the=contract=was=not=the=product=or=the=priceI=but=the=fact
that=you=offended=your=hosts=in=a=lightJhearted=comment=over=an=aperitifK=dood=manners
are=admiredW=they=can=also=make=or=break=the=dealK
bxercise=NPK=aecide=if=these=statements=are=true=or=falseI=according=to=the=writerW
NKfn=crance=you=are=expected=to=shake=hands=with=everyone=you=meetK
OKmeople=in=_ritain=shake=hands=just=as=much=as=people=in=dermanyK
PK fn=crance=people=prefer=talking=about=business=during=mealsK
QKft=is=not=polite=to=insist=on=paying=for=a=meal=if=you=are=in=ftalyK
RK sisitors=to=dermany=never=get=taken=out=for=mealsK
SK German business people dont like to be called by their surnames.
TK jake=sure=you=know=what=the=titles=of=the=derman=people=you=meet=areK
UKftalian=professionals=are=usually=addressed=by=their=titlesK
VKA=humorous=remark=always=goes=down=well=all=over=the=worldK
bxercise=N4K=aiscuss=these=questionsW
thich=of=the=ideas=in=the=article=do=you=disagree=with?
that=would=you=tell=a=foreign=visitor=about=good=manners=in=your=country?
eow=much=do=you==think==international=business=is=improved==by=knowing==about
foreign peoples customs?
PV

bxercise=NRKiisten==to==the=people=talking==about=customs=to==do==with==workK
thich

speakers=mention=the=customs=in=the=chart?=mut=a=tick=E=F=in=the=correct=columnW
molly
johammed
aK=qhe=working=day=starts=about=TKPMK
bK=pome=people=go=home=for=lunchK
cK=punday=is=a=day=of=rest=for=most=peopleK
dKjen=in=offices=do=not=usually=wear=tiesK
eK=pome=people=go=for=a=beer=after=workI=before=they=go
homeK
bxercise=NSK=iisten=to=the=same=speakers=talking=about=foreign=visitors=and=decide
whether=the=statements=below=are=true=or=falseW
aK Americans=in=waire=prefer=to=stay=in=big=hotelsK
bK Americans=like=to=try=the=local=foodK
cK wairean=food=is=very=spicyK
dK wairean=people=are=very=friendlyK
eK _engali=is=such=a=difficult=language=that=noJone=expects=foreigners=to=learn=itK
fK _engali=food=is=too=hot=for=foreign=tastesK
gK qhere=are=so=many=people=in=_angladesh=that=people=should=visit=them=instead=of
looking=at=a=few=tourist=sightsK
bxercise=NTK=oead=the=following=text=and=do=the=exercises=belowW
BlAoaollj Criqrob CiApe
An rnpredictable Affair
qry=to=put=pressure=on=a=gapanese=in==a= negotiation and==you==will=be=met=with= stony
silence . Hold an informal fact-finding meeting with a German and you can expect a
battery=of=searching=questionsK=aisagree=with=the=crench=on=even=a=minor=point=and=they
will=take=great=pleasure=in=engaging==in==spirited== verbal combat K=aoing=business=across
culture=can=be=an= unpredictable affairK
Cultural Awareness
jost=of=us=prefer=to=do=business=with=people=we=likeK=And=it=should=come=as=no=surprise
that=the=people=we=like=tend==to=be=like=usK=po=whilst=we=may=dispute=the= accuracy of
cultural=stereotypes=it=is=generally=agreed==that=good=business=relationships=are=built=on
cultural awareness. Across national frontiers nice guys do more business than nasty
onesK=_ut=what=constitutes=niceJguy=behaviour=in=a= boardroom in=jiami=is=not=necessarily
what=they=expect=in=jadridK
qhe rp merspective
For instance, most Americans will insist on the hard sell. Its not enough that you want
to=buy=their=productsI=you==must=let=them=sell=them=to=youK=qhey=have=to=report=back=to
superiors=who=will=be=as=interested=in=how=the=deal=was=struck=as=the=resultK=pystems=and
procedures=matter=to=AmericansK
qhe ppaniards qrust vou

QM

qhe=ppanishI=on=the=other=handI=are=unimpressed==by=the=most= meticulously prepared

meeting=and=pay=much=more=attention=to=peopleK=fn=this=they=are=more=like=the=Arabs=or=the
gapaneseK=fn=the=jiddle=and=car=bast=business=is=built=on=trust=over=a=long=period=of=timeK
ppaniards=may=come=to=a=decision=about=whether=they=trust=you=a=little=soonerK
Animated ftalians
ftalians=too=tend==to=feel=that=the=main==purpose=of=meetings=is=to=assess=the=mood==of
those=present=and= reinforce team-spirit K=qhere=may=well=be=a=lot=of=animated=discussion=at
a=meeting=in=ftalyI=but=the=majority=of=decisions=will=beI=made=elsewhere=and=in=secretK
pcandinavians want results
ptrangely=enoughI=pcandinavians=are=rather=like=AmericansK=qhey=value=efficiencyI
noveltyI=systems=and==technologyK=qhey=are=firmly=profitJorientedK=qhey=want=results
yesterdayK
pucceed with the dermans
Dont be surprised if the Germans start a meeting with all the difficult questions. They
want=to=be=convinced=you=are=as=efficient=and= quality-conscious as=they=areK=qhey=will=be
cautious=about=giving==you=too=much=business=until=you=have=proved==yourselfK=qhey=will
demand= prompt delivery and=expect=you=to=keep=your= competitive edge in=the=most=priceJ
sensitive=market=in=buropeK=pucceed=and=you=will=enjoy=a=longJterm=business=relationshipK
Adversarial jeetings
qhe=crench=will=give=you=their=business=much=more=readilyK=_ut=they=will=withdraw=it
just=as=fast=if=you==fail=to=come=up==with=the=goodsK=jeetings=in=crance=tend==to==be
adversarial . eeated=discussion= is all part of the game. Germans will be shocked to hear
you=question=their=carefully=prepared=argumentsK=qhe=ppanish=will=offer=no=opinion=unless
sure=of=themselvesI=for=fear=of=losing==faceK=_ut=crench=executives=prefer=to=meet
disagreement=head=onI=and=the=_ritish=tendency= to diffuse tension with humour doesnt go
down=too=wellK
mrisoners of our culture
Ask=yourself=whether=meetings=are=opportunities=to=network=or=get=resultsK=fs=it=more
important=to=stick=to=the=agenda=or=generate=new=ideas?=fs=the=main=aim=of=a=meeting=to
transmit=or=pool=information?=ft=all=depends=on=where=in=the=world=you=hold=your=meeting
and=whether=you==belong=to=an=individualistic=business=culture=like=the=crenchI=dermans
and=Americans=or=to=a=collective=one=like=the=_ritishI=gapanese=and=dreeksK=fndeedI=who
knows=to=what=extent=our=views=are=our=own=and=to=what=extent=culturally=conditioned?
For in business, as in life, all human beings are captives of their culture.
thich=of=the=following=points=support=the=opinions=expressed=in=the=article?
NKfn=meetings=the=crench=tend=to=be=more=aggressive=than=the=dermansK
OKqhe=Arabs=have=nothing=in=common=with=the=gapaneseK
PK The French generally dont appreciate the British sense of humour.
QKqhe=ppanish=are=rarely=hesitant=in=crossJcultural=meetingsK
RK qhe=Americans=and=pcandinavians=value=a=methodical=approachK
SK qhe=dermans=want=quality=at=any=priceK
TK qhe=_ritish=tend=to=be=more=individualistic=in=business=than=the=dermansK
UKfn=business=the=ftalians=are=more=or=less=like=the=ppanishK

QN

bxercise=NUK=Complete=the=sentences=below=using=words=from=the=following=listK=oeferring
back=to=the=article=will=help=you=with=some=of=themW
market

price

profit

quality

client

cost

technology

NKWere a firmly .-oriented company, so the bottom-line for us is not how big
our market share is but how much money were going to make.
OKEven at low prices inferior products wont sell in such a .-conscious
marketK
PK The markets far too .-sensitive to stand an increase in service charges.
QKWere constantly forced to respond both to changing customer needs and to what
our main competitors are doing in a .-driven business such as this.
RK The customer always comes first. Were a very .-centred company.
SK In a .-led business, such as ours, its vital to plough profits back into R&D.
TK If the price of materials goes up any more, production will no longer be .effectiveK
bxercise=NVK=lbviouslyI=in=a=delicate=negotiation=you=do=not=always=say=exactly=what=you
think!=vou=need=to=be=able=to=express=yourself=diplomaticallyI=to=make=your=point=firmly
but=politelyK=jatch=what=you=think=with=what=you=sayW
teAq=vlr=qefkh
NKte=are=unhappy=with=this=offerK
OKte=are=dissatisfiedK
PK We cant accept it.
QKvou=said=there=would=be=a=discountK
RK Dont forget your obligations.
SK te=want=a=guaranteeK
TK We wont agree to this.
UKWere shocked you expect us to
cover=the=costsK
VKThats wrong.
NMK
te=want=a=bigger=rebateK
NNK
te=must=finalize=the=deal=todayK
NOK
You obviously dont understand.

QO

teAq=vlr=pAv
aK rnfortunatelyI=we=would=be=unable
to=accept=thatK
bK With respect, thats not quite
correctK
cK Im sure we dont need to remind
you=of=your=contractual=obligationsK
dK Were rather surprised you expect
us=to=cover=the=costsK
eK te=would=find=this=somewhat
difficult=to=agree=toK
fK te=were=rather=hoping=to=finalize
the=deal=todayK
gK Im sorry but were not very happy
with=this=offerK
hK ActuallyI=we=were=hoping=for=a
slightly=more=substantial=rebateK
iK Im afraid you dont seem to
understandK
jK te=understood=there=would=be=a
discountK
kK te=would=need=some=sort=of
guaranteeK
lK Were not completely satisfied.

rkfq SW qvmbp lc Brpfkbpp lodAkfwAqflkp

bxercise=NK oead==the=following==text=and==try=to==summarise=the=notion==of=the=words
company and association:
A= company isI=in=generalI=any=group==of=persons=Eknown=as=its=membersF=united== to
pursue=a=common=interest . The term is thus synonymous with association , but more often
it=is=used=specifically=to=identify=associations=formed=for=profitI=such=as=the= partnership I
the= joint-stock company I=and=the= for-profit corporation K=A=company=is=not=necessarily=a
corporation , and thus may not have a separate existence from its members.
A=company=might=also=not=be=able= to sue or= be sued in=its=own=nameI=and=thus=would
not=be=considered==to=be=a= legal person K=thether=a=company=has=either=of=these
characteristics=depend=on=the=law=of=the= jurisdiction K
Although=associations=of=persons=carrying==on=business=must=have=existed== from time
immemorial , the oldest continually-operating business in existence is Japanese firm Kongo
dumiI=which=was=founded=in=the=sixth=centuryK
A= voluntary association=Ealso=sometimes=called==just=an=associationF=is=a=group==of
individuals=who=voluntarily=enter=into=an= agreement to=form=a=body=Eor=organizationF= to
accomplish=a=purpose .
ptrictly=speaking==in==many=jurisdictions=no=formalities=are=necessary=to=start=an
associationI=although=it=is=difficult=to=imagine=how=a=one=person=association=would=operateK
fn=some=jurisdictionsI=there=is=a=minimum=for=the=number=of=persons=starting==an
associationK=pome=jurisdictions=require=that=the=association= register with=the=police=or=other
official body to inform the public of the associations existence. This is not necessarily a
tool=of=political=control=but=much=more=a=way=of=protecting=the=economy=from= fraud K=fn
many=such=jurisdictionsI=only=a=registered=association=is=a=legal=person=whose=membership
is=not=responsible=for=the=financial=acts=of=the=associationK=Any=group=of=persons=mayI=of
courseI=work=as=an=association=but=in=such=caseI=the=persons= making a transaction in=the
name=of=the=association=are=all=responsible=for=itK
Associations=that=are=organized==for=profit=or= financial gain are=usually=called
partnershipsK=A=special=kind=of=partnership=is=a= co-operative which=is=usually=founded=on
one=man=J=one=vote=principle=and=distributes=its=profits=according=to=the=amount=of=goods
produced==or=bought=by=the=memberK
Associations=may=take=the=form=of=a=nonJprofit
organization=or=they=may=be=notJforJprofit=corporationsX=this=does=not=mean=that=the
association=cannot=make=benefits=from=its=activityI=but=all=the=benefits=must=be=reinvestedK
jost=associations=have=some=kind==of=document=or=documents=that=regulate=the=way=in
which the body meets and operates. Such an instrument is often called the organizations
bylaws , regulations , or agreement=of=association .
fn=some=civil=law=systemsI=an=association=is=considered=a=special=form=of= contract K=fn
the=Civil=Code=of=nuebec=this=is=a=type=of= nominate contract K=qhe=association=can=be=a
body=corporateI=and=can=thus= open a bank account I= make contracts E rent premises I= hire
employees , take out an insurance policy), lodge=a=complaint= etc. In France, conventional
associations=are=regulated==by=the=taldeckJoousseau=law=of=guly=NI=NVMN=and==are=thus
called= Association loi 1901 I=except=in=Alsace=and=joselle=where=the=law=of=April=NVI=NVMU
applies=Ethese=countries=were=derman=in=NVMNFK=fn=qexasI=state=law=has= statutes concerning
unincorporated==nonprofit=associations=that=allow=unincorporated=associations=that=meet
certain=criteria=to=operate=as=an= entity independent=of=its=membersI=with=the=right=to=own
QP

propertyI=make=contractsI=sue=and==be=suedI=as=well=as= limited liability to=it=officers=and

membersK
bxercise=OK=Complete=the=text=using=the=words=belowW
bankruptcy
partnership
premises

corporations
registered
capital

creditors
shares
prospectus

issue
liability
sole trader
files

losses
financial

qhe=simplest=form=of=business=is=the=individual=proprietorship=or=ENF=KKKKKKKKKKKW=for=exampleI
a=shop=Erp=Z=storeF=or=a=taxi=owned=by=a=single=personK=ff=several=individuals=wish=to=go
into=business=together=they=can=form=a=EOFKKKKKKKKKKKX=partners=generally=contribute=equal
capitalI=have=equal=authority=in=managementI=and=share=profits=or=EPF=KKKKKKKKKKK
K fn=many
countriesI=lawyersI=doctors=and=accountants=are=not=allowed=to=form=companiesI=but=only
partnerships=with=unlimited==EQF=KKKKKKKKKKK=for=debts=J=which=should==make=them=act
responsiblyK
_ut=a=partnership=is=not=a=legal=entity=separate=from=its=ownersX=like=sole=tradersI=partners
have=unlimited=liabilityW=in=the=case=of=ERF=KKKKKKKKKKKK=a=partner=with=a=personal=fortune=can
lose=it=allKConsequentlyI=the=majority=of=businesses=are=limited==companies=Erp=Z=ESF
KKKKKKKKKKKFI=in=which=investors=are=only=liable=for=the=amount=of=capital=they=have=investedK=ff
a=limited=company=goes=bankruptI=its=assets=are=sold=EliquidatedF=to=pay=the=debtsX=if=the
assets=do=not=cover=the=debtsI=they=remain=unpaid=EiKeK=ETF=KKKKKKKKKKK=do=not=get=their=money
backKF
fn=_ritainI most=smaller=enterprises=are=private=limited==companies=which=cannot
offer=EUF=KKKKKKKKKKK=to=the=publicX=their=owners=can=only=raise=capital=from=friends=or=from
banks=and==other=venture=capital=institutionsK=A=successfulI=growing=_ritish=business=can
apply=to=the=ptock==bxchange=to=become=a=public=limited==companyX=if=acceptedI=it=can
publish=a=EVF=KKKKKKKKKKK=and=offer=its=shares=for=sale=on=the=open=stock=marketK=fn=AmericaI
there=is=no=legal=distinction=between=private=and==public=limited==corporationsI=but=the
equivalent=of=a=public=limited=company=is=one=ENMF=KKKKKKKKKKK=by=the=pecurities=and=bxchange
CommissionK
counders=of=companies=have=to==write=a=jemorandum=of=Association=Ein=the=rpI=a
Certificate of Incorporation), which states the companys name, purpose, registered office
or=premises=and=authorized=share=ENNF=KKKKKKKKKKK=K
(12).......... (always with an s at the end) - is the technical term for the place in which a
company=does=its=businessW=an=officeI=a=shopI=a=workshopI=a=factoryI=a=warehouseI=etcK
Authorized==share=capital=means=the=maximum=amount=of=a=particular=type=of=share=the
company=can=ENPF=KKKKKKKKKK=K
counders=also=write=Articles=of=Association=Erp=Z=_ylawsFI=which=set=out=the=rights=and
duties of directors and different classes of shareholders. Companies memoranda and
articles=of=associationI=and==annual=ENQFK=KKKKKKKKKK=statements=are=sent=to=the=registrar=of
companiesI=where=they=may=be=inspected=by=the=publicK=EA=company=that=ENRF=KKKKKKKKKKK=its
financial=statements=late=is=almost=certainly=in=troubleKF=fn=_ritainI=founders=can=buy=a
ready-made off-the-shelf company from an agent, that is, a company formed and held
specifically=for=later=resaleX=the=buyer=then=changes=the=nameI=memorandumI=and=so=onK

QQ

bxercise=PK oead=the=following==text=and==list=the=steps=in==starting==a=business=as=well=as
explain=four=elements=involved=in=every=businessW

qhe pteps in ptarting a Business

kearly=every=person=who=makes=the=decision==to==start=a=business=is=an= entrepreneur
because=he=or=she=is=willing=to=take=a=riskK=rsually=people=decide=to=start=a=business= to gain
profits= and to do something on their own or to be their own boss.
bntrepreneurs=then=gather=the= factors of production and=decide=on=the=form=of=business
organization=that=best=suits=their=purposesK=Anyone=hoping=to=become=an=entrepreneur=must
also=learn=as=much=as=possible=about=the=business=he=or=she=plans=to=startK=qhis=process
includes=learning=about=the=lawsI=regulationsI=and=tax=codes=that=will=apply=to=the=businessK
blements of Business lperation
qo=start=a=businessI=you==must=make=potential=customers=aware=that=your=services=are
available=for=a=priceK=vou=could==have=oneJpage=fliers=printed=to=advertise=your=business
and=pass=them=outK=vou=could=also=buy=advertising=space=in=the=local=newspaperK
bvery=businessI=regardless=of=sizeI=involves=four=elementsW= expenses I= advertising I
receipts= and record=keeping , and risk .
bxpenses
ff=you=own=a=painting=businessI=you=will=need=to=purchase=brushes=and=paintK=As=your
business=growsI=you=might=invest=in=paint=sprayers=so=that=you=can=complete=jobs=fasterK
qhis=new=equipment=would==add==to=your=incomeI=but=will=probably=take=more=money
capital=than=you=have=on=handK
Advertising
vou=will=quickly=find=out=that=letting=potential=customers=know=that=you=are=in=business
is=costlyK=lnce=you=have=customersI=howeverI=information=about=your=business=will=spread
by= word of mouth K
oeceipts and oecord heeping
ko==matter=how=small=your=business=isI=having==a=system= to track your= expenses and
income= is key to your success. All receipts should be safely filed and saved.
oisk
bvery=business=involves=risksK=vou==must=balance=the=risks=against=the=advantages=of
being=in=business=for=yourself=J=including= profit versus loss K
aepending==on=the=kinds=of=jobs=you==doI=you==will=need==equipment=and==replacement
partsK=At=firstI=you=might=buy=parts=as=you=need=them=for=a=particular=jobW=fn=timeI=you=will
find=it=easier=to=have=an= inventory K=An=inventory=is=a=supply=of=whatever=items=are=used=in
a=businessK
mrobably=one=of=the=first=things=you=want=to=doI=if=you=have=not=already=done=soI=is=buy
a=computerK=tith=the=computerI=you=also=should=purchase=the=programs=that=will=allow=you
to=keep=track=of=all=your=expenses=and=all=your=receiptsK=jany=such=programs=exist=and=are
relatively=inexpensiveK=mrograms=write=checks=for=youI=calculate=your=monthly=profit=and
loss , tell you the difference between what you own and what you owe (called net=worth ),
and==so=onK=As=an=entrepreneurI=you==are=taking==many=risksI=but=the=profit=you==expect=to
make=is=your= incentive for=taking==those=risksK=cor=exampleI=if=you==spend==part=of=your
savings= to pay for advertising and equipment, you are taking a risk. You may not get
enough=business=to=cover=these=costsK
thenever=you=buy=a=special=part=for=a=jobI=you=are=taking=a=riskK=puppose=you=do=the
work=and=your=customer=never=pays=youK=vou=are=even=taking=a=risk=with=the=time=you
spendK=vou=are=using==time=to=think==about=what=you==will=doI=to==write= ads I=to==set=up=the
QR

bookkeeping , and so on. This time is an opportunity=cost . You could have used it to do
something=elseI=including=work=for=someone=for=a= wage K=ff=you=work=for=someone=elseI
you=take=only=the=risk=of=not=being=paidI=which=is=usually=smallK=As=an=entrepreneur=your
risks=are=greatI=but=so=are=the=potential= rewards K
bxercise=4K=After=reading=the=text=in=bxercise=PI=you=should=be=able=to=fill=in=the=missing
word=or=wordsW
meople=who=want=to=start=their=own=businesses=are=regarded=as=ENF__________________K
qhe=first=step=in=starting=a=new=business=is=to
EOF_____=_____=_____=______K=Along=with=the=desire=to=be=oneDs=own=bossI=most=people
are=motivated==by=the=hope=of=gaining==EPF_________________==from=the=businessK=qhe
second=step=involves=gathering=the=EQF_______=_______=_______=and=then=choosing=the
most=suitable=form=of=ERF__________=__________K=kew=business=owners=must=learn=all
they=can=about=the=lawsI=regulationsI=and=tax=codes=that=apply=to=their=operationK
bvery=business=involves=four=elementsKqhrough=ESF__________________I=owners=let
others=know=about=the=business=and=the=services=offeredK=lnce=customers=know=a=businessI
information=spreads=by=ETF________==________==________K=As=the=business=growsI=there
will=be=more=EUF_______________=incurred=for=suppliesI=raw=materialsI=equipmentI=and=so
onK=fn=timeI=an=owner=will=want=to==have=an=EVF ______________________ _____=of
replacement=parts=to=make=the=business=more=efficientK=ptate=and=federal=tax=laws=require
that an owner keep ENMF_________________________for every expenditureK
ENNF______________=__________=will=enable=an=owner=to=keep=track=of=all=transactions
related=to=the=businessK=A=computer=and=specialized=software=can=help=maintain=business
filesK=cinallyI=an=entrepreneur=needs=to=be=aware=of=the=ENOF______________________=of
starting=a=business=and=balance=them=against=the=potential=ENPF____________________K
bxercise=RK=oead=the=following=text=and=describe=the=advantages=and=disadvantages=of=a
sole=proprietorshipI=explain=how=people=can=get=help=starting=a=small=businessI=and=list=the
advantages=and=disadvantages=of=a=partnershipW
plib molmofbqlopefmp Aka mAoqkbopefmp Aob Cljjlk fk qeb
rkfqba pqAqbp qlaAv
_usiness=can=be=organized==in=the=rnited==ptates=in=a=number=of=waysK=qhe=two==most
common=are=a=sole=proprietorship=and=a=partnershipK
pole mroprietorship
qhe=most=basic=type=of=business=organization==is=the= sole proprietorship I=a=business
owned==by=one=personK=ft=is=the=oldest=form=of=business=organization=and==also=the=most
commonK qhe colonies of jaryland==and==mennsylvania were founded==as sole
proprietorshipsK=then=we=speak=of=a= proprietor I=we=are=always=referring=to=the=owner=of=a
businessK=qhe=word=proprietor=comes=from=the=iatin=word= proprietas, meaning property.
A=business=is=a=kind=of=propertyK
qodayI=the=rnited=ptates=has=about=NQ=million=such=businessesI=and=many=of=them=are
smallK=cor=that=reasonI=they=usually=are=easier=and=less=expensive=to=start=and=runK
vou
probably=have=contact=with=many=sole=proprietorships=every=day=without=realizing==it=J
owners=of=corner=grocery=storesI=repair=shopsI=dry=cleanersI=and==so==onK
jany=doctorsI
QS

dentistsI=lawyersI=and==accountants=are=sole=proprietorsK
fn=farmingI=constructionI=and
contractingI=sole=proprietorships=are=the=most=numerous=types=of=business=organizationK
qhe=following=table=shows=advantages=and=disadvantages=of=a=sole=proprietorshipK

mrofits and
losses
iiability

janagement

AasAkqAdbp
afpAasAkqAdbp
As=sole=ownerI=the=proprietor
iosses=are=not=sharedK
receives=all=the=profits=because=he
or=she=takes=all=the=risksK
qhe=proprietor=has=complete=legal
responsibility=for=all= debts and
damages=brought=upon=oneself=in
doing=businessK=qhis=is=known=as
unlimited=liability . If the firm is
unable=to=pay=its=bills=or=if=someone
is=injured=as=a=result=of=the=businessI
the=proprietor=can=be=forced=to=sell
his=or=her=personal= assets as=well=as
the=business=to=pay=these=debtsK
Assets=are=items=of=value=such=as
housesI=carsI=jewelryI=and=so=onK
aecisions=on=starting=and=running A=proprietor=must=handle=all
the=business=can=be=made=quicklydecision=making , even for unfamiliar
because=the=owner=does=not=haveareas=of=the=businessK=cor=exampleI
to=consult=with=other=peopleK the=owner=of=a=manufacturing=firm
_ecause=a=proprietorship=is
may=know=a=great=deal=about=product
usually=smallI=the=operation=of=the
designI=but=very=little=about=sellingK
business=is=less=complicated=than qhis=is=a=severe=problem=for=many
other=types=of=businessK=qhere=are
sole=proprietorshipsK
generally=fewer=government
regulations=than=with
corporationsK

qaxes

A=proprietor=must=pay= personal
income=taxes= on profits, but these
taxes=may=be=lower=than=taxes=for
a=corporationK

mersonal
satisfaction

qhe=proprietor=has=full= pride in ounning=a=sole=proprietorship=is

owning=the=businessK=qhe=persondemanding= and timeJconsuming . If
is=his=or=her=own=boss=and=makes
the=proprietor=does=not=enjoy=such
the=business=whatever=it=isK
responsibilityI=he=or=she=will=find
ownership=a= burden K
_ecause=the=proprietor=has
A=sole=proprietor=must=rely=on=his=or
liability=for=all=debtsI=it=is
her=own=funds=plus=money=that=can
occasionally=easier=for=a
be= borrowed from=othersK
proprietorship= to obtain credit
_orrowing=small=amounts=may=be
than=for=a=corporation=of=the=same
easier=for=a=sole=proprietorship=than

cinancing
growth

QT

sizeK= Lenders are=more=willing=to

for=a=corporation=of=similar=sizeI=but
extend=credit=knowing=that=they borrowing=large=amounts=can=be
can=take=over=not=only=the=assetsdifficultK
of=the=businessI=but=also=the=assets
of=the=proprietor=if=the=loan=is=not
paid=backK
A=sole=proprietorship=depends=on
one=individualK=ff=that=person=diesI
goes=bankrupt , or is unwilling or
unable=to=workI=the=business=will
probably=closeK=qhis=uncertainty
about=the=future=increases=the=risk=to
both=employees=and=creditorsK

iife of the
business

eelp in starting a small business

cor=a=person=who=wants=to=start=a=sole=proprietorshipI=help==is=availableK
qhe=federal
governments Small Business Administration often helps finance startups I=which=are=new
small=businessesK ptate=departments=of=commerce=and==community=affairs=also=offer
assistanceK jany=community=college=and==university=campuses=have=federally=funded
small=business=development=centres=that=will=help=a=small=business=get=startedK
A= small business incubator might=also=aid==businessesK=gust=as=incubators=help==hatch
chickens, there are business incubators that help hatch small businesses. They are often
operated=with=state=and=federal=fundsK=A=small=business=incubator=might=provide=a=lowJrent
building, management advice, and computers. The incubators goal is to generate job
creation=and=economic=growthI=particularly=in=depressed=statesK
martnerships
qo=take=the=example=of=your=repair=business=a=little=furtherI=suppose=that=your=business
is=doing=so=well=that=your=workload=has=increased=to=the=point=at=which=you=have=little=time
for=anything=elseK=vou=could=expand=your=business=by=hiring=an=employeeK=vou=also=need
financial=capitalI=but=would==rather=not=take=out=a=loanK=vou==may=look==into==taking==on=a
partnerK
vou=decide=that=the=best=solution=is=to=look=for=someone=who=can=keep=booksI=handle
customersI=and=invest=in=the=businessK=vou=offer=to=form=a=partnershipK=A=partnership=is=a
business=that=two==or=more=individuals=own=and=operateK=vou==may=sign=a= partnership
agreement= that is legally binding. It describes the duties of each partner, the division of
profitsI=and=the=distribution=of=assets=should=the=partners=end=the=agreementK
jany=doctorsI=dentistsI=architectsI=and==lawyers=work=in=partnershipsK=qwo=or=more
people=often=own=small=storesK=qhe=following=table=lists=some=of=the=major=advantages=and
disadvantages=of=partnershipsK

mrofits and
losses
iiability

AasAkqAdbp
afpAasAkqAdbp
iosses=are=sharedK=peveral
_ecause=partners=share=the=risks=of
individuals=can=sometimes
the=businessI=they=also=share=the
survive=a=loss=that=might=bankrupt
profitsK
a=sole=proprietorK
martners=as=a=group=have=unlimited
QU

janagement

qaxes

mersonal
satisfaction
cinancing
growth

iife of the
business

liability=for=all=debts=and=damages
incurred=in=businessK=ff=a=partner=is
unable=to=pay=his=or=her=share=of=a
debtI=the=others=must=make=up=for=the
differenceK
martnerships=are=usually=more
aecision=making=is=often=slow
efficient=than=proprietorshipsK
because=of=the=need=to=reach
qhey=allow=each=partner=to=work agreement=among=several=peopleK
in=areas=of=the=business=that=he=or
aisagreements=can=lead=to=problems
she=knows=most=about=or=is=best=at
in=running=the=businessK
doingK
martners=must=pay=personal
income=taxes=on=their=share=of
profitK=qhese=taxes=are=sometimes
lower=than=those=for=a
corporationK
martnersI=like=sole=proprietorsI ff=partners=do=not=get=along=with
often=feel=pride=in=owning=and each=otherI=trying=to=work=together
operating=their=own=companyK can=result=in=constant=argumentsK
A=partnership=combines=the
iike=sole=proprietorshipsI
capital=of=two=or=more=peopleK=ft
partnerships=can=have=trouble
makes=more=money=available=to obtaining=large=amounts=of=capitalK
operate=a=larger=and=perhaps=more
qhe=amount=that=partnerships=can
profitable= business. Because the borrow=is=usually=limited=by=the
risk=is=sharedI=creditors=are=oftencombined= value of=the=assets=of=the
willing=to=lend=more=money=to=abusiness=and=of=the=partnersK
partnership=than=to=a=sole
proprietorshipK
ff=one=partner=dies=or=leavesI=the
partnership=must=be=ended=and
reorganizedK=qhe=others=may=be
unable=or=unwilling=to=continue
operatingI=and=the=business=may
closeK=qhis=uncertainty=is=a=risk=to
employees=and=creditorsK

iimited martnershipsK A=limited=partnership=is=a=special=form=of=partnership=in=which

the=partners=are=not=equalK
lne=partner=is=called==the= general
partner . This person (or
personsF assumes all of the
management duties and
has full responsibilities for the
debts of the limited
partnershipK=qhe=other=partners=are
limited because all they
do=is= contribute money or=propertyK
qhey=have=no=voice=in=the
partnerships management.
qhe=advantage=to=the=limited=partners=is=that=they=have=no=liability=for=the=losses=beyond
what=they=initially=investK=qhe=disadvantageI=of=courseI=is=that=they=have=no=say=in=how=the
business=is=runK=iimited==partnerships=must=follow=specific=guidelines=when=they=are
QV

formedK=qwo=or=more=partners=must=sign=a= certificate of limited partnership in=which=they

presentI=at=a=minimumI=the=following=informationW
qhe=company=name
qhe=nature=of=the=business
qhe=principal=place=of=business
qhe=name=and=place=of=residence=of=each=partner
eow=long=the=partnership=will=last
qhe=amount=of=cash=or=other=property=contributed=by=each=partner
goint senturesK pometimes=individuals=or=companies=want=to=do=a=special=project
togetherK=qhey=do=not=have=any=desire=to=work=together=after=the=project=is=doneK=that=they
might=do=is=form=a= joint venture K=A=joint=venture=is=a=temporary=partnership=set=up=for=a
specific=purpose=and=for=a=short=period=of=timeK
bxercise=SK=After=reading=the=text=in=bxercise=RI=you=should=be=able=to=fill=in=the=missing
word=or=wordsW
mhysiciansI=writersI=and=local=grocery=store=owners=often=do=business=as
ENF=__________=_________K=qhe=owner=of=the=business=is=known=as=a
EOF=_________________=and=accepts=all=the=risks=and=rewardsK=lne=advantage=of=this=form
of=business=is=that=the=owner=may=find=it=easier=to=obtain=EPF=______________________
because=the business serves=as=EQF______________________==forloansK=mride=of
ownership is balanced by the fact that running a business is very ERF
______________________K=AlsoI=borrowing==ESF=__________=___________==can=be
difficultI=which=may=create=a=shortage=of=fundsK=ff=the=owner=dies=or=is=unable=to=workI=the
business=may=be=forced=to=ETF=_____________________K=puch=uncertainty=increases=risks
to==both=EUF=____________________==and==______________________K
pmall=business
startups can be financed by the federal governments
EVF=__________=___________=___________=or=by=state=departments=of
ENMF=_____=_____==_______==____K=fn=some=casesI=universities=or=colleges=have=ENNF
__________==________==_________Iwhose goals are to foster job creation and
ENOF_________==___________=K
ff=a=business=grows=rapidlyI=an=owner=may=form=a
partnership==with two==or more peopleK qhese people sign a ENPF___________
___________=that=is=legally=binding=on=all=partiesK=ff=one=partner=provides=money=but=does
not=help==manage=the=businessI=the=arrangement=is=known=as=a=ENQF=___________
__________K=fn=other=casesI=a=partnership=known=as=a=ENRF=___________=__________=may
be=formed=for=a=specific=purposeK=Advantages=of=a=partnership=include=the=fact=that=losses
are=ENSF=__________________I=partnerships=are=generally=more
ENTF=_____________________I=the=owners=pay=ENUF_______==_______=_______=only=on
their=share=of=profitsI=and=often=more
ENVF=____________are=available=to=finance=growthK=aisadvantages=include
EOMF=__________=__________=on=debts=and=the=fact=thatW=if=one=partner=diesI=the=business
must=be=EONF=___________=________=______________K

RM

bxercise=TK=oead=the=following=text=and=describe=the=advantages=and=disadvantages=of=a
corporationW
qeb ClomloAqb tloia
puppose=your=electronic=repair=business=has=grownK=vou=now=have=several=partners=and
have=turned=your=garage=into=a=shopK=vou=would=like=to=expand=and=rent=a=store=so=that
your=business=would=be=more=visibleK=vou=would=like=to=buy=the=latest=equipmentI=charge=a
little=less=than=your= competitors I=and=capture=a=larger= share of the market for=electronic
repair=workK=vou=need=money=capitalI=howeverK
vou=have=decided=that=you=do=not=want=any=more=partnersK=vou=would=have=to=consult
with=them=about=every=detail=of=the=business=as=you=do=now=with=your=present=partnersK
that=you=want=is= financial backers who=will=let=you=use=their=money=while=letting=you=run
the=businessK=that=you==are=proposing==is=a= corporation K=qhe=following==table=shows=the
advantages=and=disadvantages=of=corporationsK

mrofits and
losses

AasAkqAdbp
Owners of the corporation
stockholders= do not have to
devote=time=to=the=company=to
make=money=on=their= investment K

afpAasAkqAdbp

iiability

qhe=corporationI=and=not=its
stockholdersI=is=responsible=for=its
debtsK=ff=a=corporation=goes
bankrupt=or=is=suedI=creditors
cannot=normally=take=personal
property=from=stockholders=to=pay
debtsK=qhis=is=known=as=limited
liabilityI=and=may=be=the=major
advantage=of=the=corporate=form
of=businessK

janagement

oesponsibility=for=running=a
aecision=making=can=be=slow=and
corporation=is=divided=among
complicated=because=so=many=levels
many=peopleK=aecisions=are=madeof=management=are=involvedK=AlsoI
at=many=levels=by=individuals
the=interests=of=those=running=the
trained=in=specific=areasI=such=as corporationI=who=may=not=be
salesI=productionI=and=so=onK=qhis
stockholdersI=are=not=always=the
allows=a=corporation=to=handle same=as=those=of=the=stockholdersI
large=and=complicated=operations who=often=seek=an=immediate=return
and=to=carry=on=many=types=of on=investmentK
business=activities=at=the=same
timeK
qhe=federal=government=and=some
state=and=local=governments=tax
corporate=profitsK=qhe=profits=that
are=paid=to=stockholders=as= dividends
are=again=taxed=as=income=to=those

qaxes

RN

individualsK=pome=states=also=tax
corporate=propertyK
mersonal
satisfaction

An=individual=may=feel
fndividual=stockholders=have=little=or
satisfaction=simply=in=owning=a no=say=in=how=a=corporation=is=runK
part=of=a=corporationK

cinancing
growth

Corporations=draw=on=resources
of=investors=and=may= issue stock
at=any=time=to= raise capital K
qhe=life=of=a=corporation=can
continue=indefinitely=if=it=remains
profitableK=fts=life=is=not=affected=by
the=death=of=stockholdersK

iife of the
business

A=corporation=is=an=organization=led=by=many=people=but=treated=by=the=law=as=though=it
were=a=personK=ft=own=propertyI=pay=taxesI=make=contractsI=sue=and=be=suedI=and=so=onK=ft
has a separate and distinct existence from the stockholders who own the corporations
stockK=ptock=represents=ownership=rights=to=a=certain=portion=of=the=profits=and=assets=of=the
company=that=issues=the=stockK
fn=terms=of=the=amount=of=business=done=Emeasured=in=dollarsFI=the=corporation=is=the
most=important=type=of=business=organization=in=the=rnited=ptates=todayK
fn=order=to==form=a=corporationI=its=founders=must=do==three=thingsK=cirstI=they=must
register=their=company=with=the=government=of=the=state=in=which=it=will=be= headquartered K
pecondI=they=must=sell=stockK=qhirdI=along=with=the=other=shareholdersI=they=must=elect=a
board=of=directorsK
oegistering the Corporation K bvery=state=has=laws=governing==the=formation=of
corporationsI=but=most=state=laws=are=similarK=puppose=that=you=and=your=partners=decide=to
form=a=corporationK=vou=will=have=to=file= articles of incorporation application=with=the
state=in=which=you=will=run=your=corporationK=fn=generalI=these=articles=include=four=itemsW
NKkameI=addressI=and=purpose=of=the=corporationX
OKkames=and=addresses=of=the=initial=board=of=directors=Ethese=men=and=women=will
serve until the first stockholders meeting, when a new board may be elected);
PK kumber=of=shares=of=stock=to=be=issuedX
QKAmount=of=money=capital=to=be=raised=through=issuing=stockK
ff=the=articles=are=in=agreement=with=state=lawI=the=state=will=grant=you==a=corporate
charter=J=a=license=to=operate=from=that=stateK
pelling ptock K qo=continue=the=example=of=your=electronic=repair=businessI=you=could
sell=shares=of=either= common or= preferred stock in=your=new=corporationK=Common=stock
gives=the=holder=part=ownership==in==the=corporation=and== voting rights at=the=annual
stockholders meeting. It does not guarantee a dividend - money return on the money
invested in a companys stock. Preferred stock does guarantee a certain amount of
dividend==each=yearK=mreferred==stock==also=guarantees=to=the=stockholder=first=claimI=after
creditors=have=been=paidI=on=whatever=value=is=left=in=the=corporation=if=it=goes=out=of
businessK=eolders=of=preferred=stock=usually=do=not=have=voting=rights=in=the=corporationI
although=they=are=part=ownersK
ff=your=corporation=were=to=become=largeI=you=might=find=its=stock=traded=in=the=local
stock=market=as= over-the-counter stock K=lverJtheJcounter=means=that=individual= brokerage
RO

firms= hold quantities of shares of stocks that they buy and sell for investors. Should your
corporation=continue=to=growI=it=would=be=traded=on=a=regional=stock=exchangeK=ft=might=be
listed==as=an=overJtheJcounter=stock=with=the=kational=Association=of=pecurities=aealers
Automated=nuotation=EkApaAnF=in=one=of=their=three=listsK=qhe=largest=corporations=are
usually=listed=on=the=kew=vork=ptock=bxchange=EkvpbFK
qo=become=incorporatedI=a=company=must=have=a
kaming a Board of airectorsK
board=of=directors . You and your partners, as founders of the corporation, would select the
first board for your corporation. After that stockholders at their annual stockholders
meetings=would==elect=the=boardK
qhe=bylaws=of=the=corporation=govern=this=electionK
_ylaws=are=a=set=of=rules=describing=how=stock=will=be=sold=and=dividends=paidI=with=a=list
of the duties of the companys officers. They are written after the corporate charter has
been=grantedK
qhe=board==is=responsible=for=supervising=and==controlling==the=corporationK=ft=does=not
run=business=operations=on=a=dayJtoJday=basisI=howeverK=oatherI=it=hires=officers=for=the
company=J=presidentI=viceJpresidentEsF=secretaryI=and= treasurer J=to=run=the=business=and
hire=other=employeesK
bxercise=UK=After=reading=the=text=in=bxercise=TI=fill=in=the=missing=word=or=wordsW
Although=a=corporation=is=owned=by=many=peopleI=it=is=treated=by=the=law=as=if=it=were=a
ENF____________________K=A=corporation=can=make
EOF_____________________I pay
taxesI
and
own
EPF_____________K
EQF_____________________==represents=ownership==in=the=corporation=and==a=right=to==a
portion=of=the=ERF=___________________=and==________________==of=the=companyK=qo
register=a=corporationI=the=owners=must=file=an
ESF=_______==_______=_______=applicationK=ff=it=is=approvedI=the=state=will=issue=a=ETF
__________=__________I=which=is=a=license=to=do=businessK=ptockholders=who=own=EUF
____=______=__________=have=voting=rights=in=the=corporationK=eoweverI=unlike=owners
of=EVF=__________=__________I=they=are=not=guaranteed=a=dividend=nor=do=they=have=first
claim=on=corporate=assetsK=A=corporation=must=also=select=a=ENMF=_______=_______
_______==and==establish=the=ENNF_____________________I=or=set=of=rulesI=in=order=to
operateK
qwo=major=advantages=of=a=corporation=are=ENOF=_________=__________=for=debts=and=the
fact=that=it=can=continue=ENPF_____________________K=aisadvantages=are=that=ENQF
__________==__________=is=often=slow=and==complicated==because=of=the=levels=of
management=involved=and=that=corporations=often=pay=several=kinds=of=ENRF________=on
profits=and=incomeK
bxercise=VK=pummarize=the=advantages=and=disadvantages=of=franchising=and=explain=what
types=of=businesses=are=involved=in=itW
coAkCefpbp
jany=hotelI=motelI=gas=stationI=and==fastJfood=chains=are=franchisesK=A= franchise is=a
contract=in=which=a=franchisor=EfranJchyJwloF=sells=to=another=business=the=right=to=use=its
name=and==sell=its=productsK=qhe=person=or=business=buying==these=rightsI=called==the
franchisee=EfranJchyJwbbFI=pays=a=fee=that=may=include=a=percentage=of=all=money=taken=inK
ff=a=person=buys=a=motel=franchiseI=that=person=agrees=to=pay=the=motel=chain=a=certain= fee
plus=a=portion=of=the=profits=for=as=long=as=his=or=her=motel=stays=in=businessK=fn=returnI=the
RP

chain==will=help==the=franchisee=set=up==the=motelK=lftenI=the=chain==will=have=a=training
program=to==teach=the=franchisee=about=the=business=and==set=the=standards=of=business
operationsK
AdvantagesW
As practiced==in
retailing ,
franchising==offers
franchisees
the
advantage
of
starting==up==a=new
business quickly
trademark
based=on=a=proven
and
formula=of=doing
businessI
as
opposed=to=having
to==build==a new
business
and
brand
from
scratch= (often in
the
face
of
aggressive
competition=from
franchise=operatorsFK
As=long==as=their=brand==and==formula=are=carefully=designed==and==properly=executedI
franchisors=are=able=to=expand==their=brand==very=rapidly=across=countries=and==continentsI
and=can= reap enormous= profits in=the=processI=while=the=franchisees=do=all=the=hard=work=of
dealing=with=customers=faceJtoJfaceK=AdditionallyI=the=franchisor=is=able=to=build=a=captive
distribution=networkI=with=no=or=very=little=financial=commitmentK
cor=some=consumersI=having=franchises=offer=a=consistent=product=or=service=makes=life
easierK=qhey=know=what=to=expect=when=entering=a=franchised=establishmentK
aisadvantagesW cor=franchiseesI=the=main=disadvantage=of=franchising==is=a=loss=of
controlK=thile=they=gain=the=use=of=a=systemI=trademarksI=assistanceI=trainingI=and
marketingI=the=franchisee=is=required=to=follow=the=system=and==get=approval=of=changes
with=the=franchisorK
fn=response=to=the= soaring popularity of=franchisingI=an=increasing==number=of
communities=are=taking=steps=to=limit=these=chain=businesses=and=reduce=displacement=of
independent businesses through limits on formula businesses.
Another=problem=is=that=the=franchisorLfranchisee=relationship==can=easily= give rise to
litigation= if either side is incompetent (or just not acting in good faith). For example, an
incompetent franchisee can easily damage the publics goodwill towards the franchisors
brand=by=providing=inferior=goods=and=servicesI=and=an=incompetent=franchisor=can=destroy
its=franchisees=by=failing==to==promote=the=brand==properly=or=by=squeezing==them=too
aggressively=for=profitsK
eistoryK=Franchising dates back to at least the 1850s. One early example resulted in
the=characteristic=look==of=historic=hotels=EbarsF=in=kew=pouth=talesI=with=franchising
agreements=between=hotels=and=breweriesK=barly=American=examples=include=the=telegraph
system=which=was=operated==by=various=railroad=companies=but=controlled==by=testern
rnionI=and==exclusive=agreements=between=automobile=manufacturers=and==operators=of
local=dealershipsK
jodern=franchising= came to prominence with=the=rise=of=franchiseJbased=restaurantsK
qhis=trend=started=initially=in=the=NVPMs=with=traditional=sitJdown=restaurants=like=the=early
Howard Johnsons, and then exploded in 1950s with the development of fast food chains,
of=which=jcaonalds=has=been=the=most=successful=worldwideK=jany=retail=sectorsI
particularly=in==the=rnited==ptatesI=are=now=dominated==by=franchising==to=the=point=where
independentlyJrun=operations=are=the=exception=rather=than=the=ruleK
RQ

bxercise=NMK=After=reading=the=text=in=bxercise=VI=fill=in=the=missing=word=or=wordsW
A=franchise=is=a=ENF=__________=in=which=a=franchiser=sells=the=right=to==use=its
EOF____________________=and=sell=its=EPF=____________K=A=franchisee=pays=a=fee=plus=a
portion=of=the=profits=to=a=chainK=qhe=advantages=to=the=franchisee=are=that=the=national
chain=will=pay=for=EQF=__________=campaigns=that=identify=the=franchise=with=the=national
nameK=qhe=chain=may=also=help=to=choose=a=ERF=_____________________=for=the=building
and=arrange=ESF_________for=the=new=ownerK
Exercise 11. Youll hear a recording of part of a training session for small business
people=on==the=principles=and==practice=of=franchisingK
iisten==to==the=first=part=of=the
recordingK=cill=the=gaps=in=this=summaryW
qhe=franchisor=usually=suppliesW
NKan=________________=product=or=service=and=a=wellJknown=___________imageK
OKan=_____________=manualI=showing=how=the=business=should=be=set=up=and=how=it
must=be=runK
PK helpI=adviceI=and=training=in=____________=the=businessK
QKcontinuing==adviceI=training==and==support=during==the=______________==of=the
franchiseK
RK the _______________ thats required to set up and operate the business.
SK _______________==of=the=productI=which=he=will=be=able=to=_______________
cheaply=in=____________K qhis=may=result=in==savings=orI=depending==on=the
franchisors markJupI _____________ the franchisee to buying at
______________the=market=priceK
TK localI=national=and=even=international=_________________K
bxercise=NOK=iisten=to=the=second=part=of=the=recording=and=answer=these=questions
about=itW
NKThe questioner points out that
aK franchisees=usually=require=varying=amounts=of=onJgoing=supportK
bK franchisors=tend=to=reduce=their=onJgoing=support=a=year=after=startJupK
cK not=all=franchisors=give=the=same=quality=of=supportK
OKShe also points out that, as a franchisee, you must find out
aK what=brand=image=and=support=the=franchisor=is=providingK
bK what=level=of=help=you=will=be=getting=after=a=year=or=soK
cK what=level=of=help=you=will=get=when=you=start=up=the=franchiseK
PK fn=the=case=of=problems=in=running=the=franchiseI=you=need=to=knowW
aK till=the=franchisor=be=able=to=solve=all=your=problems?
bK till=the=franchisor=provide=financial=support=in=an=emergency?
cK till=you=be=offered=regular=advice=by=the=franchisor?
QKfn=the=answerI=the=lecturer=points=out=that=the=franchisee=should=find=out=what=help
he/she will get from the franchisor
aK in=recruiting=staffK
bK in=training=hisLher=present=staff=in=new=skillsK
RR

cK in=training=new=staffK
RK You should also find out whether
aK the=franchisor=will=continue=to=research=and=develop=the=productK
bK the=product=has=been=thoroughly=researched=and=developedK
cK the=franchisor=will=charge=you=a=levy=for=oCaK
SK You need to know whether the franchisor is
aK continuing=to=advertise=the=productK
bK spending=as=much=on=advertising=as=the=franchisees=are=chargedK
cK spending=enough=money=on=advertisingK
TK The lecturer goes on to say that a franchisee pays the franchisor
aK a=substantial=capital=sumK
bK a=monthly=feeK
cK both=a=capital=sum=and=a=monthly=feeK
UKTo raise money to pay for a franchise, a franchisee
aK will=probably=have=a=lot=of=difficulty=in=getting=a=bank=loanK
bK will=probably=have=little=difficulty=in=getting=a=bank=loanK
cK must=have=an=enormous=amount=of=money=in=the=bankK
VKThe franchisors income from a franchise is calculated on the basis of...
aK the franchisees net profits.
bK the franchisees total sales.
cK the franchisees net monthly income from the franchise.
NMK
If a franchisee wants to sell the franchise to someone else
aK he/she must have the franchisors permission.
bK eeLshe=must=pay=the=franchisor=a=substantial=commissionK
cK eeLshe=is=not=allowed=to=do=thisI=heLshe=must=sell=it=back=to=the=franchisorK
bxercise=NPK=tritingK=Answer=the=question=below=on=a=separate=sheet=of=paperW
bssay NWpome=years=ago=you=went=into=business=for=yourself=as=a=manager=of=a=computer
firmK=_usiness=has=grown=to=the=point=where=you==want=to=obtain=money=for=expansionK
that=are=the=tradeJoffs=in=taking=on=a=partner=or=forming=a=corporation?
bssay OWthat=are=some=benefits=and=tradeJoffs=of=a=sole=proprietorship?=dive=examplesK
bxercise=N4K=rse=the=following=clues=to=fill=in=the=vocabulary=terms=on=the=grid=belowW
aown
OKA=supply=of=the=items=used=in=a=business
QKA=temporary=partnership=meant=to=carry=out=a=single=business=operation=Etwo=wordsF
RKA=contract=in=which=the=right=to=use=the=name=of=a=business=and=sell=its=products=is=sold
to=another=business
TKqhe=owner=of=a=business
Across
NKpome=of=the=owners=only=contribute=money=or=property=to=the=businessI=while=other
owners=manage=the=business=Etwo=wordsFK
PKA=business=owned=by=one=person=Etwo=wordsF
RS

SKA=state=license=to=operate=as=a=corporation=Etwo=wordsF
UKArticles=of=_____=define=the=corporationI=its=board=of=directorsI=the=shares=of=stock=to=be
issuedI=and=the=amount=of=capital=to=be=raised=through=issuing=stockK
VKA=business=owned=and=operated=by=two=or=more=people
NMK
joney=needed=to=finance=a=business=in=the=beginning=stage

RT

rkfq TW CljmAkv pqorCqrob

bxercise=NK=_efore=you=read=discuss=these=questionsW
eow=many=different=ways=of=organizing=or=structuring=a=company=can=you=think
of?
ff=you=work=for=a=company=or=organizationI=how=would=you=describe=the=company
structure?
bxercise=OK=oead=the=text=about=the=different=ways=in=which=companies=are=organized=and
answer=these=questionsW
cour=main=kinds=of=organizational=structure=are=described=in=the=articleK=that=are
they?
fs=one=kind=of=organizational=structure=more=common=than=the=others?
When did delayering take place?
that=were=the=reasons=for=delayering=and=what=were=the=results?
How does Julia MacLauchlan describe Microsofts organizational structure?
alfkd qeb Brpfkbpp
ooisin=fngle=hears=how=efficient=management=structures=are=vital=for=success
qhe=need=for=a= solid structure within=all= business entities is absolutely fundamental,
according==to=jsK=Angela=qripoliI=a=lecturer=in=_usiness=Administration=at=rniversity
College Dublin. Organizational structure concerns who reports to whom in the company
and==how=different=elements=are=grouped=togetherK=A=new=company=cannot=go==forward
without=this=and==established==companies=must=ensure=their=structure=reflects=their=target
markets, goals and available technology.
aepending==on=their=size=and==needs=there=are=several=organizational=structures
companies=can=choose=fromKfncreasingly=thoughI=in=the=constantly=evolving==business
environment, many firms are opting for a kind of hybrid of all of them.
qhe=most=recognizable=set=up==is=called==the= functional structure where=a=fairly
traditional= chain of command Eincorporating=senior=managementI=middle=management=and
junior=managementF=is=put=in=placeK
qhe=main==benefit=of=this=system=is=clear=lines=of
communication=from=top==to=bottom=but=it=is=generally=accepted==that=it=can=also=be=a
bureaucratic=set=up=which=does=not=favour=speedy=decisionJmakingK
jore=and==more=companies=are=organizing==themselves=along== product lines where
companies have separate divisions according to the product that is being worked on. In
this case the focus is always on the product and how it can be improved.
qhe=importance=for=multinational=companies=of=a=good= geographic structure I=said=jsK
qripoliI=could=be=seen=when=one=electrical=products=manufacturer=produced=an=innovative
rice=cooker=which=made=perfect=rice=J=according=to=western=standardsK=then=they=tried=to
sell=it=on=the=Asian=market=the=product= flopped because=there=were=no=country=managers
informing=them=of=the=changes=that=would=need=to=be=made=in=order=to=satisfy=this=more
demanding=marketK

RU

qhe= matrix structure first=evolved==during==a=project=developed==by=kApA=when=they

needed= to pool together different=skills=from=a=variety=of=functional=areasK=bssentially=the
matrix=structure=organizes=a=business=into=project=teamsI=led==by=project=leadersI=to=carry
out=certain=objectivesK qraining==is=vitally=important=here=in=order=to==avoid==conflict
between=the=various=members=of=the=teamsK
auring=the=NVUMs=a=wave=of=restructuring=went=through=industry=around=the=globeK=qhis
processI=known=as= delayering I=saw=a=change=in=the=traditional=hierarchical=structures=with
layers=of=middle=management=being==removedK
qhis=development=wasI=driven=by=new
technology=and==by=the=need==to=reduce=costsK
qhe=overall=result=was=organizations=that
were=less=bureaucraticK
qhe=delayering==process=has=run=its=course=nowK
Among==the=trends=that=currently
influence=how=a=company=organizes=itself=is=the=move=towards= centralization and
outsourcing . Restructuring has evolved along with a more customercentric approach
that=can=be=seen=to=good=effect=in=the=banksK=qhey=now=categorize=their=customers=and
their=complex=borrowing=needs=into=groups=instead=of=along=rigid=product=linesK
Another
development=can=be
seen=in=larger
companiesI=which
are=giving=their
employees=more
freedom=to=innovate
in=order=to=maintain
a=competitive=edgeK
jsK=gulia
jaciauchlanI
airector=of
Microsofts
buropean=mroduct
aevelopment=Centre
in=aublinI=said=the
leading=software
company=had=a=very
flat=organizational
structure. There
would=not=be=more
than around seven levels between the average software tester and Bill Gates, she said.
jicrosoft=is=a=good=example=of=a=company=that=is=structured=along=product=linesK=fn
Ireland, where 1,000 employees work on localization of the software for all Microsofts
marketsI=the=company=is= split up into=seven=business=unitsKbach=unit=controls=the
localization=of=their=specific=products=while=working==closely=with=the=designers=in
Microsofts Seattle Headquarters.
ft=worksI=said==jsK=jaciauchlanI=because=everyone=who=works=in=the=unit=is
incredibly empowered.
Without a huge bureaucratic infrastructure people=can=react=a=lot=more=quickly=to=any
challenges and work towards the companys objectives.
bxercise=PK=jatch=these=definitions=with=the=four=organizational=structures=described=in
the=textW
NKA=crossJfunctional=structure=where=people=are=organized=into=project=teamsK
OKA=structure=rather=like=the=armyI=where=each=person=has=their=place=in=a=fixed
hierarchyK
PK A=structure=that=enables=a=company=to=operate=internationallyI=country=by=countryK
QKA=structure=organized=around=different=productsK

RV

bxercise=4K=jatch=these=nouns=as=they=occur=together=in=the=textW
NKproduct
OKtarget
PK borrowing
QKproject
RK delayering
SK country
TK business
UKsoftware
VKcompany

aK=teams
bK=objectives
cK=lines
dKunits
eK=company
fK=process
gKmarkets
hK=needs
iK=managers

bxercise=RK=rse=an=appropriate=phrase=from=the=text=to=complete=each=sentenceW
NKBanks need to be fully aware of their customers.. .
OKSilicon Valley is full of .. .
PK Many companies are now organized along , in which each
division=is=responsible=for=a=group=of=productsK
QKA matrix organization groups people into .. .
RK Some companies are divided into different .., often also
called=profit=centresK
SK A multinational company will often have a number of , in charge of
activities=in=different=parts=of=the=worldK
bxercise=SK=jatch=these=terms=with=their=definitionsW
NKbusiness=entities
OKset=up
PKinnovative
QKflopped
RKoutsourcing
SKcustomercentric
TKcompetitive=edge

aK=focusing=on=the=customer=rather=than=the=product
bK=newI=original
cK=companies
dKsomething=that=makes=you=better=than=other
companies
eK=did=not=succeedI=failed
fK=structure
gKgetting=external=companies=to=do=work=for=your
company

bxercise=TK=Complete=these=sentences=with=an=appropriate=prepositionW
NKOrganizational structure concerns who reports whom.
OKDepending . its size, there are several organizational structures a
company=can=choose=fromK
PK Many companies are organizing themselves .. product lines.
QKIn the 1980s a wave of restructuring went .. industry.
RK Delayering was driven .. the need to reduce costs.
SK Microsoft in Ireland is split . seven business units.

SM

bxercise=UK=oead=the=text=below=about=different=ways=of=organizing=companiesI=and=then
label=the=diagramI=according=to=which=of=these=they=illustrateW
line=structure

matrix=structure

functional=structure

staff=structure

CljmAkv pqorCqrob
jost=organizations=have=a= hierarchical or= pyramidal structure I=with=one=person=or=a
group=of=people=at=the=topI=and==an=increasing==number=of=people=below=them=at=each
successive=levelK=qhere=is=a=clear=line=or= chain of command running=down=the=pyramidK=All
the=people=in=the=organization=know=what=decisions=they=are=able=to==makeI=who=their
superior= (or boss) is (to whom they report), and who their immediate subordinates= are (to
whom=they=can=give=instructionsFK
pome=people=in=an=organization=have=colleagues=who=help==themW=for=exampleI=there
might=be=an=Assistant=to=the=jarketing==janagerK=qhis=is=known=as=a=staff=positionW=its
holder=has=no= line authority I=and=is=not=integrated=into=the=chain=of=commandI=unlikeI=for
exampleI=the=Assistant=jarketing==janagerI=who=is=number=two==in=the=marketing
departmentK
vet=the=activities=of=most=companies=are=too=complicated=to=be=organized==in=a=single
hierarchyK=phortly=before=the=cirst=torld==tarI=the=crench=industrialist=eenry=cayol
organized=his=coalJmining=business=according=to=the=functions=that=it=had=to=carry=outK=ee
is generally credited==with inventing== functional organization . qodayI most large
manufacturing==organizations=have=a=functional=structureI=including==Eamong==othersF
productionI=financeI=marketingI=salesI=and=personnel=or=staff=departmentsK=qhis=meansI=for
exampleI=that=the=production=and==marketing=departments=cannot=take=financial=decisions
without=consulting=the=finance=departmentK
cunctional=organization=is=efficientI=but=there=are=two==standard==criticismsK=cirstlyI
people=are=usually=more=concerned=with=the=success=of=their=department=than=that=of=the
companyI=so=there=are=permanent=battles=betweenI=for=exampleI=finance=and=marketingI=or
marketing=and=productionI=which=have= incompatible goals K=pecondlyI=separating=functions
is=unlikely=to=encourage=innovationK
vet=for=a=large=organization=manufacturing==a=range=of=productsI=having==a=single
production=department=is=generally=inefficientK=ConsequentlyI=most=large=companies=are
decentralizedI=following==the=model=of=Alfred==ploanI=who==divided==deneral=jotors=into
separate=operating=divisions=in=NVOMK=bach=division=had==its=own=engineeringI=production
and==sales=departmentsI=made=a=different=category=of=car=Ebut=with=some=overlapI=to
encourage=internal=competitionFI=and=was=expected=to=make=a=profitK
_usinesses=that=cannot=be=divided==into=autonomous=divisions=with=their=own=markets
can=simulate=decentralizationI=setting==up==divisions=that=deal=with=each=other=using
internally=determined== transfer prices K=jany=banksI=for=exampleI=have=established
commercialI=corporateI=private=bankingI=international=and=investment=divisionsK
SN

An= inherent problem of=hierarchies=is=that=people=at=lower=levels=are=unable=to=make

important=decisionsI=but=have=to=pass=on=responsibility=to=their=bossK=lne=solution=to=this=is
matrix=managementI=in=which=people=report=to=more=than=one=superiorK=cor=exampleI=a
product=manager=with=an=idea=might=be=able=to=deal=directly=with=managers=responsible=for
a=certain=market=segment=and==for=a=geographical=regionI=as=well=as=the=managers
responsible=for=the=traditional=functions=of=financeI=sales=and=productionK=qhis=is=one=way
of=keeping=authority=at=lower=levelsI=but=it=is=not=necessarily=a=very=efficient=oneK=qhomas
meters=and=oobert=tatermanI=in=their=wellJknown=book= In Search of Excellence, insist=on
the=necessity=of=pushing=authority=and=autonomy=down=the=lineI=but=they=argue=that=one
element=J=probably=the=product=J=must=have=priorityX=fourJdimensional=matrices=are=far=too
complexK
A=further=possibility=is=to=have=wholly= autonomous I=temporary=groups=or=teams=that=are
responsible=for=an=entire=projectI=and=are= split up as=soon=as=it=is=successfully=completedK
qeams=are=often=not=very=good==for=decisionJmakingI=and==they=run=the=risk==of=relational
problemsI=unless=they=are=small=and=have=a=lot=of=selfJdisciplineK=fn=fact=they=still=require=a
definite=leaderI=on=whom=their=success=probably=dependsK
thich=of=the=following=three=paragraphs=most=accurately=summarizes=the=textI=and
why?
cirst=summaryW
Although=most=organizations=are=hierarchicalI=with=a=number=of=levelsI=and==a=line=of
command=running=from=the=top=to=the=bottomI=hierarchies=should=be=avoided=because=they
make=decisionJmaking==slow=and==difficultK=A=solution=to=this=problem=is matrix
managementI=which=allows=people=from=the=traditional=functional=departments=of
productionI=financeI=marketingI=salesI=etcK=to=work=together=in=teamsK=Another=solution=is
decentralizationW=the=separation=of=the=organization=into=competing=autonomous=divisionsK
pecond=summaryW
jost=business=organizations=have=a=hierarchy=consisting=of=several=levels=and=a=clear=line
of=commandK=qhere=may=also=be=staff=positions=that=are=not=integrated=into=the=hierarchyK
qhe=organization=might=also=be=divided=into=functional=departmentsI=such=as=productionI
financeI=marketingI=sales=and=personnelK=iarger=organizations=are=often=further=divided=into
autonomous=divisionsI=each=with=its=own=functional=sectionsK=jore=recent=organizational
systems=include=matrix=management=and==teamsI=both=of=which=combine=people=from
different=functions=and=keep=decisionJmaking=at=lower=levelsK
qhird=summaryW
jost=businesses=are=organized=as=hierarchiesI=with=a=clear=chain=of=commandW=a=boss=who
has=subordinatesI=who=in=turn=have=their=own=subordinatesI=and=so=onK=qhe=hierarchy=might
be=internally=divided=into=functional=departmentsK=A=company=offering=a=large=number=of
products=or=services=might=also=be=subdivided=into=autonomous=divisionsK=Communication
among=divisions=can=be=improved=by=the=introduction=of=matrix=management=or=teamsK
qhe=text=mentions=the=often==incompatible=goals=of=the=financeI=marketing==and
production==Eor operationsF departmentsK Classify the following==strategies
according=to=which=departments=would=probably=favour=themW
NKa=factory=working= at full capacity
OKa=large=advertising=budget
SO

PK a=large=sales=force=earning=high=commission
QKa=standard=product=without=optional=features
RK a=strong= cash balance
SK a=strong= market share for=new=products
TK generous= credit facilities for=customers
UKhigh= profit margins
VKlarge=inventories=to=make=sure=that=products=are=available
NMK
low=research=and=development=spending
NNK
machines=that=give=the=possibility=of=making=various=different=products
NOK
selfJfinancing=Eusing= retained earnings rather=than=borrowingF
bxercise=VK pentences=N==to==V==make=up==a=short=text=about=different=ways=in==which
companies=can=be=structuredK=Complete=each=sentenceI=by=taking=a=middle=part=from=the
second=box=and=an=end=from=the=third=boxW
NKjost=organizations=have=a=hierarchical=or=pyramidal=structureI
OKA=clear=line=or=chain=of=command=runs=down=the=hierarchyI
PKpome=people=in=an=organization=have=an=assistant=who=helps=themX
QKvet=the=activities=of=most=large=organizations=are=too=elaborate
RKiarge=companies=manufacturing=a=wide=range=of=productsI=eKgK=deneral=jotorsI
SK_usinesses=that=cannot=be=divided=into=autonomous=divisions=with=their=own=markets
TKAn=inevitable=problem=with=hierarchies=is=that=people=at=lower=levels
UKlne=solution=to=this=problem=is=matrix=managementI=in=which=people=report=to=more
than=one=superiorW
VKAnotherI=more=recentI=idea=is=to=have=a=network=of=flexible=groups=or=teamsI
aK=are=normally=decentralized=into=separate=operating=divisionsI
bK=are=unable=to=make=important=decisionsI=but=are=obliged=to=pass=on=responsibility=to
their=bossI
cK=can=simulate=decentralizationI=setting=up=divisions=that=use
dKinstead=of=the=traditional=departmentsI=which=are=often=at=war=with=each=otherX
eK=so=that=all=employees=know=who=their=superior=or=boss=isI=to=whom=they=reportI
fK=eKgK=a=brand=manager=with=an=idea=can=deal=directly=with
gKthis=is=an=example=of=a=staff=positionW=its=holder=has=no=line=authorityI
hK=to=be=organized=in=a=single=hierarchyI=and=require=functional=organizationI
iK=with=a=single=person=or=a=group=of=people=at=the=topI
jK=and=an=increasing=number=of=people=below=them=at=each=successive=levelK
kKand=is=not=integrated=into=the=chain=of=commandK
lK=and=who=their=immediate=subordinates=areI=to=whom=they=can=give=instructionsK
mK=each=with=its=own=engineeringI=production=and=sales=departmentsK
nK=internally=determined=transfer=prices=when=dealing=with=each=otherK
oKthe=appropriate=managers=in=the=financeI=manufacturing=and=sales=departmentsK
pKthey=are=formed=to=carry=out=a=projectI=after=which=they=are=dissolved=and=their=members
reassignedK
qKunless=responsibilities=have=been=explicitly=delegatedK
rK=usually=with=production=or=operationsI=financeI=marketing=and=personnel=departmentsK

SP

bxercise=NMK=Complete=the=text=using=the=correct=form=of=the=following=verbsW
achieve
employ

allocate
establish

balance deal=with develop

follow require set

qhe=top=managers=of=a=company=ENF=have=to=KKKKKKKKKobjectives=and=then=develop=particular
strategies=that=will=enable=the=company=to=EOFKKKKKKKKK=themK=qhis=will=involve=EPFKKKKKKKKK=the
companys human, capital and physical resources. ptrategies=can=often=be=subJdivided
into=tactics=J=the=precise=methods=in=which=the=resources=attached==to==a=strategy=are=EQF
KKKKKKKKKK
The founders of a business usually establish a mission statement - a declaration about
what the business is and what it will be in the future. The businesss central values and
objectives=will=ERF=KKKKKKKKK=from=thisK
_ut=because=the=business=environment=is=always
changingI=companies=will=occasionally=have=to=modify=or=change=their=objectivesK
ft=is
part of top managements role to (6) ......... todays objectives and needs against those of
the=futureI=and=to=take=responsibility=for=innovationI=without=which=any=organization=can
only=expect=a=limited==lifeK
qop=managers=are=also=expected=to=set=standardsI=and=to=ETF
KKKKKKKKKhuman=resourcesI=especially=future=top=managersK
They also have to manage a businesss social responsibilities and its impact on the
environmentK=qhey=have=to=EUF=KKKKKKKKKKK=and=maintain=good=relations=with=customersI=major
suppliersI=bankersI=government=agenciesI=and==so=onK=qhe=top=managementI=of=courseI=is
also=on=permanent=standJby=to=EVF=KKKKKKKKK=major=crisesK
_etween=themI=these=tasks=ENMF=KKKKKKKKK=many=different=skills=which=are=almost=never=found
in=one=personI=so=top=management=is=work=for=a=teamK=A=teamI=of=courseI=is=not=the=same=as
a=committeeW=it=needs=a=clear=leaderI=in=this=case=the=chairman=or=managing=directorK
Complete=the=following=collocationsW
NNK
to=set=KKKKKKKKK
NOK
to=allocate=KKKKKKKKK
NPKto=KKKKKKKKK=responsibility
NQK
to=KKKKKKKKK=standards
NRK
to=KKKKKKKKK=and=KKKKKKKKK=good=relations
NSKto=KKKKKKKKK=a=crisis
bxercise=NNK=Complete=the=text=using=the=following=verbsW
appointed attacked combined defined
constituted reviewed supervised supported

iarge=_ritish=companies=generally=have=a=chairman=of=the=board=of=directors=who=oversees
operationsI=and=a=managing=director=EjaF=who=is=responsible=for=the=dayJtoJday=running
of=the=companyKfn=smaller=companiesI=the=roles=of=chairman=and=managing=director=are
usually=ENFKKKKKKKKK=K
Americans=tend==to=use=the=term=president=rather=than=chairmanI=and
chief=executive=officer=ECblF=instead=of=managing=directorK=qhe=Cbl=or=ja=is=EOFKKKKKKKKK
by=various=executive=officers=or=viceJpresidentsI=each=with=clearly=EPFKKKKKKKKK=authority=and
responsibility=EproductionI=marketingI=financeI=personnelI=and=so=onFK
Top managers are (4) ......... (and sometimes dismissed) by a companys board of directors.
qhey=are=ERF= ......... and=advised=and=have=their=decisions=and=performance=ESF=KKKKKKKKK=by=the
SQ

boardK=qhe=directors=of=private=companies=were=traditionally=major=shareholdersI=but=this
does=not=apply=to==large=public=companies=with=wide=share=ownershipK
puch=companies
should==have=boards=ETFKKKKKKKKK=of=experienced==people=of=integrity=and==with=a=record=of
performance=in=a=related==business=and==a=willingness=to=work=to=make=the=company
successfulK=fn=realityI=howeverI=companies=often=appoint=people=with=connections=that=will
impress=the=financial=and==political= milieu K=vet=a=board=that=does=not=demand==high
performance=and==remove=inadequate=executives=will=probably=eventually=find==itself
EUFKKKKKKKKK=and=displaced=by=raidersK
Exercise 12. Youll hear a new employee being told where the different offices are
in==the=firm=he=has=just=jointK
iisten==to=the=conversation==and==number=the=rooms=that
Michael is shown. The tour starts at Mrs. Bronsons office:

bxercise=NPK=jany=big=firms=have=lots=of=different=sections=and=it=can=be=helpful=to=know
which=part=of=the=company=does=whatK=iook=at=the=following=company=departmentsK=thich
department=does=which=job?
euman=oesourcesW
mroductionW
jarketingW
cinanceW

SR

palesI=cinancial=pervicesI=nualityI=qrainingI=mayrollI=mroductionI=AdvertisingI=AccountsI
aistributionI=jaintenanceI=jarketingI=Customer=perviceI=murchasingI=mersonnelI
mackaging
bxercise=N4K=that=department=does=which=job?=jatch=each=job=from=the=column=on=the
left=to=a=company=department=from=the=column=on=the=rightW
NK puts=the=product=into=boxes?
OK pays=wages=and=salaries?
PK plans=how=to=promote=products?
QK has=systems=to=prevent=mistakes?
RK looks=after=the=equipment?
SK deals=with=complaints?
TK manufactures=the=products?
UK sends=invoices=to=customers?
VK buys=equipment?
NMKarranges=credit=facilities?
NNKhelps=staff=develop=new=skills?
NOKsends=products=to=the=customer?
NPKbuys=media=space?
NQKrecruits=new=staff?
NRKsends=representatives=to=visit
customers?

AK=qraining
_K=mroduction
CK=jarketing
aK=murchasing
bK=mersonnel
cK=mackaging
dK=pales
eK=Accounts
fK mayroll
gK aistribution
hK=Customer=pervice
iK=cinancial=pervices
jK=nuality
kK=Advertising
lK=jaintenance

bxercise=NRK=fmagine=that=an=important=visitor=is=coming=to=your=firmK=phe=has=sent=you
this=faxK=araft=a=fax=to=jsK=qrosborg=arranging=the=date=and=the=time=you=propose=for=the
visitW
qfslif abpfdk Clkploqfrj
_bopqloccpdAab=NVI=ahJNRTT==ClmbkeAdbkI=abkjAoh
qelephoneW=HEQRF=TO=NQ=PP=ON==caxW=HEQRF=RS=PV=QO=PU
qlW=mublicity=lfficeLjanager
aear=pir=or=jadamI
te=have=heard==from=one=of=our=mutual=customers=that=your=company=is=involved==in=a
number=of=interesting=design=projectsK
As=f=am=shortly=staying=in=your=city=on=businessI=f=am=writing=to=enquire=whether=it=would
be=convenient=to=visit=your=officeK
th

th

f=shall=be=in=town=from=NQ
to=NU kovemberK=f=would=be=free=any=morning=from=NNKPM
th
onwards=and=in=the=afternoon=of=NR=kovemberK

SS

f=would=be=extremely=grateful=if=you=could=confirm=whether=a=brief=visit=could=be=arranged
on=one=of=the=days=and=at=the=times=suggestedK
f=look=forward=to=hearing=from=youK
vours=faithfullyI
Anita=qrosborg
aesign=airector
bxercise=NSK iisten==to==the=recording==and==fill=in==the=names=and==titles=or=job
descriptions=that=are=missingW

bxercise=NTKoead==the=following==passages=about=two==companiesK
aecide=which==of=the
headlines=goes=with=which=passageW
mlanning and Building for lver NRM years
Pioneering Tomorrows Electronics
NK lver=the=decades=the=name
with=progressK pince=NUQTI=when
ealske=founded==the=piemens=C
Company=in=_erlinI=the=history=of
the development of electrical
firm ,
piemens
C
ealske
telegraphy=with=the=first=pointer
extensive=telegraph=networkK fn
dynamo machineI laying the

of=piemens=has=become=synonymous
terner=piemens=and==gohann=deorg
ealske
qelegraph
Construction
piemens=has=been=closely=linked==with
engineeringK thile=still=a= fledgling
spearheaded
the
evolution
of
telegraph=and==the=construction=of=an
NUSS==terner=piemens invented==the
cornerstone= of power engineering.
ST

kew=ideas=are=an=old=tradition=of=piemensK=qhe=company=that=grew=out=of=the=original
piemens=C=ealske=is=today=a=highly=innovative=leader=in=the=world==electrical=and
electronics=marketK Composed==of=piemens=Ad=and==an=array=of=domestic=and==foreign
subsidiaries , the contemporary Siemens organization continues to set milestones on the
road=of=progressK
piemens=maintains=its=own=production=facilities=in=more=than=RM=countries=and=operates
a=worldwide=sales=networkK=tith=more=than=PMMIMMM=employeesI=it=is=one=of=the=largest
companies=in=the=world==electricalLelectronics=industryI=having==recorded==annual=sales=of
aj=UO=billion=in=the=NVVOLVP= fiscal year K=oeliable=and=farsighted=management=is=united
with=the=youthful=dynamism=and= zest for innovation=that= typify the=companyK
OK fn=NUQVI=gohann=mhilipp==eolzmann=founded==a=company=in=pprendlingenI=near
crankfurt=am=jainI=which=initially=undertook=work=in=connection=with=the=construction=of
the=railroadsI=but=very=quickly=expanded==its=activities=to==include=all=fields=of=building
construction=and=civil=engineeringKqhe=first=major=foreign=project=was=started=in=NUUOI
with the contract for Amsterdams Central Station.
_y=the=turn=of=the=centuryI=branch=offices=and=regional=offices=had=been=established=at
numerous=locations=throughout=dermanyK As=early=as=NUURI=eolzmann=had==more=than
5,000 employees. Interesting activities from this period include the companys work on
the=_aghdad=railroad=and=railroad=projects=in=bast=AfricaK
eolzmann has passed
through all forms of
company=organizationI=from
individual=proprietorship=via
a limited and general
partnership==through to==a
dmbe
Elimited liability
companyFK
qhe mhilipp
eolzmann
Aktiengesellschaft Epublic
limited
companyF was
formed=in=NVNTK=Companies
founded==by=eolzmann=were
active=in=pouth=AmericaK
bven=following==the=losses=of= manpower and=assets=during==the=pecond==torld==tarI
eolzmann=was=ableI=as=early=as=NVRMI= to recommence its=foreign=activitiesK=NVTV=saw=the
acquisition= of J.A. Jones Construction Company, of Charlotte, North Carolina, USA, a
major=American=corporation=active=in=the=construction=fieldK=qhis=was=followed=in=NVUN
by=the=purchase=of=iockwood=dreen=bngineersI=fncKI=ppartanburgI=pouth=CarolinaI=rpAK
qogether=with=its=rpA=subsidiaries=eolzmann=has=responded=to=the=changes=occurring=in
the=construction=industry=with=a= flexible and= versatile corporate=strategyK
qhe= takeover in early 1989 of the Steinmller Group, one of Germanys leading
companies=in=the=sectors=of=power=engineeringI=process=engineering==and==environmental
protection=demonstrates=thisK
bxercise=NUK=Complete=the=information=missing=in=the=tableW
aates
NUQT
NUQV

that happened?
fnvention=of=dynamo=machine
cirst=large=foreign=order=begun

NUUR
Aktiengesellschaft=founded
SU

tho did what?

NVRM
Acquisition=of=gKAK=gones=Construction
Company
NVUN
NVUV
oecorded=annual=sales=of=aj=UO=billion
bxercise=NVK=Complete=the=following=table=with=information=from=the=articlesW
eliwjAkk

pfbjbkp

Locations of the companys

activities
Activities=of=both=companies=up=to
NVQMs
oecent=activities=of=the=companies
bxercise=OMK=oead=the=following=text=and=answer=some=questions=belowW
obJbkdfkbbofkd qeb ClomloAqflk
Its not called redundancy these days ... Its called downsizing
If you want to stay in step with the latest management trend, fire half your staff. Thats
the advice of Michael Hammer and James Champy in their best-selling book Reengineering the Corporation. For Business Process Re-engineering or BPR is about
smashing up the corporate hierarchies were used to and rebuilding them from scratch.
And=the=result=is=that=tens=of=thousands=of=managers=are=losing=their=jobs=in=the=name=of=reJ
inventing==the=corporationK=fn=factI=some=say=thatI=if=_mo=really=caught=onI=OR==million
Americans=would==be= made redundant tomorrow. Of course, its not called redundancy
these days. Its called downsizing K=_ut=it=means=the=same=thing==to==an=outJofJwork
executiveK
lut with vertical hierarchy
According to Tom Peters, a management guru whos clearly more excited about BPR
than=the=OR=million=looking=at= impending unemploymentI=what=a=lot=of=large=companies=are
learning=is=that=they=can=do=better=with=four=layers=of=management=than=with=twelveK=qhe
vertical hierarchy is out. The new, streamlined horizontal network is in. And gone are
the=days=of=the=autocratic=kings=of=industry=J=the=iee=faccocas=and=gohn=pculleys=of=this
world=J=for=now=the=customer=is=kingK
crom the bottom up
Basically, BPR is a mixture of Japanese lean, flexible, just in time production and
American=enthusiasm=for=reJstructuring=companies= from the bottom up K=that=it=means=is
thatI=in=order=to=remain= competitive , well all have to forget the old bureaucratic empires,
divided by function into separate departments such as sales and accounts. Well be
organizing==ourselves=instead==around==continuous=business=processes=aimed==at=getting==the
product=to=the=customerK
bmpowerment or madness?
In fact, re-engineers say that by the year 2000 itll be team-players and not leaders
that=businesses=will=chiefly=be=looking==forK=AndI=when=it=comes=to==decisionJmakingI
middle=management=may=increasingly=find==itself=bypassed=altogetherI=as=more=and=more
SV

responsibility=is=passed==down=the=line=to==crossJfunctional=teams=of=junior=managers=and
shopfloor=workersK=cor=by=then=these=will=have=become=largely=selfJmanagingI=and==the
corporate=pyramid==will=be=turned==completely=upside=downK=_mo=enthusiasts=call=this
empowerment K=lthers=call=it=madnessK
jiniJcompanies the way ahead
_ut=is=it=even=that?=lr=is=it=just=a=sexy=new=name=for=an=old=idea?=fn=pwedenI=where=the
top=OM==firms=do=UMB=of=their=business=abroadI=companies=like=the=manufacturing==giantI
A__I=have=already=done=something=remarkably=similar=to=reJengineering=by=breaking=up
the=firm=into=hundreds=of=miniJcompaniesK=f_j=had=the=same=idea=when=it=decided=to=form
independent mini-companies of its own and Big Blue set up thirteen little Baby Blues.
_utI=whereas=A__=has=managed=to=halve=the=development=time=of=its=productsI=f_j=has
not=been=able= to keep pace with its=smallerI=fitter=competitorsK
qhe customer comes first
cor=_mo=does=seem=to=work=better=in=some=countries=than=in=othersK=fn=the=fastJgrowing
economies of East Asia and Latin America, for example, its doing well. But things dont
look quite so good in the USA, and in Central Europe its even worse. Paternalistic
derman=bossesI=in=particularI=find=it=hard=to= delegate responsibility to=subordinates=and=yet
overpaid==derman=workers=cost=their=companies=RMB=more=than=the=average=American
costs=theirsK=jany=crench=executivesI=tooI=still=find=it=difficult=to=accept=that=the=customer
comes=firstK=And=in=recessionJbattered=_ritain=_mo=isI=more=often=than=notI=just=an=excuse
to==cut=back==and==get=rid==of=unwanted==staffK=merhaps=they=should==be= getting rid of=_mo
insteadK
that=is=your=immediate=reaction=to=the=article?=qick=the=response=nearest=to=your=own=or
sum=up=what=you=think=in=a=single=sentenceW
NKf=think=it=paints=a=rather=negative=pictureK
OKf=think=it=oversimplifies=the=issueK
PK I think its a bit one-sided.
QKf=think=it=makes=some=interesting=pointsK
RK f=think=it=argues=its=case=extremely=wellK
SK f=think=KKKKK
tithout=referring=back=to=the=articleI=how=much=can=you=remember=aboutW
TK mass=redundancies
UKthe=managerial=ladder
VKthe=customer
NMK
teamwork
NNK
miniJcompanies
NOK
cultural=attitudes
cind=the=expressions=in=the=article=which=meanW
NPKthe latest fashion
NQK
right=from=the=beginning
NRK
became=popular
NSKunemployed=executive
NTK
management=expert
NUK
completely=restructure=at=all=levels
NVK
may=be=excluded
TM

OMK
cant match the competition
ONK
to=economize
bxercise=ONK=Complete=the=short=dialogues=below=using=the=following=phrasal=verbsW
get=on=to come=up=with come=in=for put=up=with back=out=of
get=down=to live=up=to put=in=for cut=back=on keep=up=with
NKeas=the=restructuring=of=the=production=department=speeded=things=up=at=all?
Not really. Im afraid it failed to ................ expectations.
OKHows the budget for this year looking?
I think were going to have to ................ spending, Im afraid.
PKte=really=need=to=consult=our=legal=advisors=on=this=oneK
OK, Ill ................ them straightaway.
QKvou==knowI in=this industry its sometimes hard to ................ all the
latest
developmentsK
But thats what Im paying you for!
RKYou know, Im sorry we ever got into this project in Hong Kong.
tellI=its=too=late=to=it=nowK
SKI hear youve ................ a promotion.
Yes. After eight years in this place, I think its about time they gave me my own
departmentK
TKI think everyones here whos supposed to be here.
OK, lets ................ business.
UKLook, if our team cant find a solution to this problem, no one can.
OK, go away and see what you can .. .
VKA=lot=of=people=were=very=unhappy=about=the=way=they=handled=the=redundanciesK
I know. Theyve KKKKKKKKKKKKKKKKquite=a=lot=of=criticism=over=thatK
NMK
If you want to stay in this job, youll have to ................ a fair amount of hassle, Im
afraidK
Thats OK. Im getting fairly used to it by now.
bxercise=OOKkowI=without=referring=back=to=the=previous=exerciseI=try=to=match=up=the
halves=of=the=following=word=partnershipsW
NKcome=up
OKcut=back
PK get=on
QKkeep=up
RK back=out
SK put=in
TK get=down
UKcome=up
VKcome=in
NMK
put=up

aK to=business
bK for=a=promotion
cK for=criticism
dK to=expectations
eK with=a=lot=of=hassle
fK with=a=solution
gK of=an=agreement
hK to=the=account=department
iK with=the=latest=development
jK on=spending

TN

bxercise=OPK pchering=is=an=international=company=engaged==in=agricultural=and
pharmaceutical=activitiesK qhe=crench=pharmaceutical=subsidiary=has=recently=changed
its=organizational=structureK iisten=to=a=manager=describing=the=new=structure=to=some
colleagues=from=other=parts=of=the=organization=and=complete=the=organigramW

bxercise=O4K=iisten=again=and=answer=these=questionsW

NKthich=person=on=the=chart=made=the=presentation?
OKtho=does=he=report=to?
PK that=are=the=rnit=airectors=responsible=for?
QKthat=three=advantages=of=the=work=groups=does=he=mention?
bxercise=ORK=fnvent=your=own=company=and=describe=its=organizational=structure=using=the
following=verbsW
qhe=most=common=verbs=for=describing=structure=areW
consists=of contains
includes
is=composed=of
is=made=up=of
is=divided=into
lther=verbs=frequently=used=to=describe=company=organization=includeW
to=be=in=charge=of
to=support=or=to=be=supported
to=be=accountable=to
to=be=responsible=for
to=assist=or=to=be=assisted

TO

rse=the=following=questions=to=expand=the=topicW
NK
OK
PK
QK
RK
SK
TK

that=does=your=company=do?
that=is=it=called?
that=kind=of=public=image=do=you=have?
eow=many=people=do=you=employ?
there=are=your=headquarters?
ao=you=have=offices=in=other=countries?=ff=soI=where?
that=is=your=turnoverI=market=share=and==net=profits?=tho=is=your=main
competitor?
UK Are=you=growingI=shrinking=or=holding=steady?
VK that=are=your=most=promising=products=andLor=markets?
NMK
that=problems=are=you=having=and=how=are=you=dealing=with=them?
bxercise=OSK=oead=the=whole=text=and=then=complete=the=organization=chartW

I think we have a fairly typical organization for a manufacturing firm. Were divided into
cinanceI=mroductionI=jarketing=and=euman=oesources=departmentsK
qhe=euman=oesources=department=is=the=simplestK=ft=consists=of=two==sectionsK=lne=is
responsible=for=recruitment=and=personnel=mattersI=the=other=is=in=charge=of=trainingK
qhe=jarketing==department=is=made=up==of=three=sectionsW=palesI=pales=mromotionI=and
AdvertisingI=whose=heads=are=all=accountable=to=the=marketing=managerK
qhe=mroduction=department=consists=of=five=sectionsK=qhe=first=of=these=is=mroduction
Control, which is in charge of both Scheduling and Materials Control. Then theres
murchasingI=janufacturingI=nuality=ControlI=and==bngineering==pupportK=janufacturing
contains=three=sectionsW=qoolingI=AssemblyI=and=cabricationK
cinance=is=composed==of=two==sectionsW=cinancial=janagementI=which=is=responsible=for
capital=requirementsI=fund=controlI=and=creditI=and=AccountingK

TP

rkfq UW jlkbv jAqqbop

bxercise=NK=cor=each=of=the=six=questions=choose=one=correct=answerW
NKIve got money in the bank again, so now Im back in the ________.
aK=red
bK=black
cK=yellow
dKgreen
OKChoose=the=more=formal=alternative=for=the=word=in=boldK
That picture cost me twenty quid.
aK=dollars
bK=pounds
cK=pence
dKcents
PKIf you havent got any money, you are ________.
aK=broken
bK=broke
cK=smashed
dKshattered
QKeow=would=you=say=the=following=amount=of=money?=NOTS
aK=lne=thousand=and=two=hundred=and=seventy=six=poundsK
bK=lne=thousandI=two=hundred=and=seventy=six=poundsK
cK=lne=thousand=and=two=hundredI=seventy=six=poundsK
dKlne=millionI=two=hundred=and=seventy=six=poundsK
RKIt costs a fiver. In Britain this means ________.
aK=fifty=pence
bK=five=thousand=pounds
cK=five=hundred=pounds
dKfive=pounds
SKqhe=following=are=all=types=of=moneyK=thich=one=do=you=borrow=when=you=want=to=buy
a=house?
aK=pocket=money
bK=mortgage
cK=allowance
dKgrant
bxercise=OK=oead=the=information=about=the=functions=and=characteristics=of=money=and=do
the=exercises=belowW
qeb crkCqflkp Aka CeAoACqbofpqfCp lc jlkbv
American=businesses=produceI=marketI=and==distribute=goods=and==servicesK
joney
makes=it=possible=for=businesses=to==obtain=what=they=need==from=suppliers=and==for
consumers=to=obtain=goodsK= Money is=defined=as=anything=customarily=used=as=a= medium of
exchange , a unit=of=accounting , and a store=of=value . The basis of the market economy is
voluntary=exchangeK=fn=the=American=economyI=the=exchange=usually=involves=money=in
return=for=a=good=or=serviceK
TQ

qhe cunctions of joney

jost
Americans
think==of=money
as=billsI=coinsI
and
checksK
eistoricallyI
and in other
economiesI
money=might=be
shellsI=goldI=or
even
goods
such=as=sheepK
bconomists
identify=money
by=the=presence
or absence of
certain
functionsK
Anything=that=is
used
as
a
medium
of
exchangeI=a=unit
of=accountingI=and=a=store=of=value=is=considered=moneyK=cor=exampleI=kative=Americans
used wampum - beads made from shells. Fijians have used whales teeth.
qhere=are=three=functions=of=moneyK
jedium of bxchangeK qo=say=that=money=is=a=medium=of=exchange=simply=means=that
a=seller=will=accept=it=in=exchange=for=a=good=or=serviceK=jost=people=are=paid==for=their
work=in=moneyI=which=they=then=can=use=to=buy=whatever=they=need==or=wantK=tithout
money=people=would==have=to= barter J=exchange=goods=and==service=for=other=goods=and
servicesK
puppose=you=worked=in=a=grocery=store=and=were=paid=in=groceries=because=money=did
not=existK=qo=get=whatever=you=neededI=such=as=clothes=and=housingI=you=would=have=to
find=people=who=have=the=goods=that=you=wantK=fn=additionI=those=people=would=have=to
want=the=exact=goods=J=in=this=caseI=groceries=J=that=you==haveK=_arter=requires=what
economists=call=a= double coincidence of wants. bach=party=to=a=transaction=must=want=exJ
actly=what=the=other=person=has=to==offerK=qhis=situation=is=rareK=As=a=resultI=people=in
societies=that=barter=for=goods=spend=great=amounts=of=time=and=effort=making=trades=with
one=anotherK=_artering==can=work=only=in=small=societies=with=fairly=simple=economic
systemsK
rnit of AccountingK joney=is=the= yardstick that=allows=people=to=compare=the=values
of=goods=and==services=in==relation=to=one=anotherK=joney=that=is=a=measure=of=value
functions=in=this=way=as=a=unit=of=accountingK=bach=nation=uses=a=basic=unit=to=measure=the
value=of=goodsI=as=it=uses=the=foot=or=meter=to=measure=distanceK=fn=the=rnited=ptatesI=this
base=unit=of=value=is=the=dollarK=fn=gapanI=it=is=the=yenX=in=cranceI=the=francK=An=item=for=sale
is=marked=with=a=price=that=indicates=its=value=in=terms=of=that=unitK
rsing=money=as=the=single=unit=of=accounting=provides=a=simple=and=convenient=way=to
compare=the=values=of=various=itemsK=_y=using==money=prices=as=a=factor=in=comparing
goodsI=people=can=determine=whether=one=item=is=a=better= bargain than=anotherK=A=single
unit=of=accounting=also=allows=people=to=keep=accurate= financial records J=records=of=debts
owedI=income=savedI=and==so=onK=_usinesspeople=can=better=calculate=their=profits=and
losses=over=the=years=by=using=a=single=money=unit=of=accountingK
ptore of salue Kjoney=also=serves=as=a=store=of=valueK=vou=can=sell=somethingI=such=as
your=laborI=and=store=the= purchasing power that=results=from=the=sale=in=the=form=of=money
for=later=useK=meople=usually=receive=their=money==income=once=a=weekI=once=every=two
weeksI=or=once=a=monthKeoweverI=they=usually=spend==their=income=at=different=times
during=a=pay=periodK=qo=be=able=to=buy=things=between=paydaysI=a=person=can=store=some=of
his=or=her=income=in=cash=and=some=in=a= checking account K=ft=is=important=to=note=that=in
periods=of=rapid=and=unpredictable=inflationI=money=is=less=able=to=act=as=a=store=of=valueK
TR

qhe qypes and Characteristics of joney

Anything=that=people=are=willing=to=accept=in=exchange=for=goods=can=serve=as=moneyK
At=various=times=in=historyI=cattleI=saltI=animal=hidesI= gems I=and=tobacco=have=been=used=as
mediums=of=exchangeK=bach=of=these=items=has=certain=characteristics=that=it=better=or
worse=than=others=for=use=as=moneyK
CattleI=for=exampleI=are=difficultI=to=transportI=but
they=are= durable K=dems=are=easy=to=carryI=but=they=are=not=easy=to=split=into=small=pieces=to
useK
qhe=table=below=lists=the=major=characteristics=that=to==some=degree=all=items=used==as
money=must=haveK=Almost=any=item=that=meets=most=of=these=criteria=can=be=and=probably
has=been=used=as=moneyK= Precious metals I=howeverI=particularly=gold=and=silverI=are=espeJ
cially=well=suited=as=mediums=of=exchangeI=and=have=often=been=used=as=such=throughout
historyK=ft=is=only=in==more=recent=times=that=paper=money=has=been=widely=used==as=a
medium=of=exchangeK
jediums=of=exchange=such=as=cattle=and=gems=are=considered= commodity money K=qhey
have=a=value=as=a=commodityI=or=goodI=aside=from=their=value=as=moneyK=Cattle=are=used=for
food=and=transportationK=dems=are=used=for=jewelryK
oepresentative=money= is money backed=by=J=exchangeable=for= - some commodity, such
as=gold=or=silverK=ft=is=not=in=itself=valuable=for=nonmoney=usesI=but=it=can=be=exchanged=for
some=valuable=itemK=iike=commodity=moneyI=the=amount=of=representative=money
circulationI=or=in=use=by=peopleI=is=limited=because=it=is=linked=to=some= scarce good I=such
as=goldK At=one=time=the=rnited==ptates=government=issued==representative=money=in=the
form=silver=and=gold=certificatesK=fn=additionI=private=banks=accepted=deposits=of=gold=or
silver=and==issued==paper=moneyI=called==bank==notesK=qhese=were=a=promise=to==convert=the
paper=money=into=coin=or= bullion on=demandK=qhe=banks=were=supposed=to=keep=enough
gold=or=silver=in=reserve=J=on=hand= to redeem their=bank=notesK=lftenI=they=did=notK
qoday=all=rnited=ptates=money=is= fiat money K=fts= face value occurs=through=government
fiat , or order. It is in this way declared legal=tender .
Characteristic
aurable

mortable
aivisible
ptable=in=value
pcarce
Accepted

aescription
joney=must=be=able= to withstand the= wear and tear of=being
passed=from=person=to=personK=maper=money=lasts=on=the
average=of=only=one=yearI=but=old=bills=can=be=easily=replacedK
CoinsI=in=contrastI=last=for=yearsK
joney=can=be=carried=around=easilyK=qhough=paper=money=is
not=very=durableI=people=can=easily=carry=large=sums=of=paper
moneyK
joney=must=be=easily=divided=into=small=parts=so=that
purchases=of=any=price=can=be=madeK=Carrying=coins=and=small
bills=makes=it=possible=to=make=purchases=of=any=amountK
joney=must=be=stable=in=valueK=fts=value=cannot=change=rapidly
or=its=usefulness=as=a=store=of=value=will=decreaseK
thatever=is=used=as=money=must=be= scarce K=qhat=is=what=gives
it=valueK
thatever=is=used=as=money=must=be=accepted=as=a=medium=of
exchange=in=payment=for=debtsK=fn=the=rnited=ptatesI
acceptance=is=based=on=the=knowledge=that=others=will=continue
TS

to=accept=paper=moneyI=coinsI=and=checks=in=exchange=for
desired=goods=and=servicesK
bxercise=PK=After=reading=the=text=in=bxercise=OI=fill=in=the=missing=word=or=wordsW
joneyI=regardless=of=what=form=it=takesI=has=three=major=functionsK
then=sellers=are
willing=to=accept=it=as=payment=for=goods=or=servicesI=money=functions=as=a=NF________
_________==_________KAs=a=OF___________==__________==__________I=money=allows
people=to=compare=the=values=of=various=items=and=to=keep=accurate=recordsK=joney=in=a
convenient=form=serves=as=a=PF__________=__________=_________I=allowing=people=to
save=for=the=futureK
thatever=is=used=as=money=must=be=QF____________________I=which=is=what=gives=it=its
valueK joneyI=to=be=easy=to=handle=and==useI=must=be=RF________________==and
SF_________________ into small partsK
cinallyI money must have
TF_______________________=value=and==be=UF_________________=to=withstand==normal
useK
Certain items such as furs or minerals used==in barter are referred==to==as
VF____________________=moneyK=Currency=backed=by=some=NMF___________________
such=as=gold==is=called=NNF__________________==moneyK
fn=the=rnited=ptates=and=other
countriesI=government=decree=creates=NOF____________________=moneyI=also=known=as
NPF________==_________K qhis type of money is backed==mainly by societys
NQF
_________________in=its=valueK
bxercise=4K=oead=the=following=text=and=summarize=the=notion=of=money=and=its=basic
typesW
qvmbp lc jlkbv fk qeb rkfqba pqAqbp
joney=fs=jore=qhan=Cash
then=you=think=of=moneyI=you=may=think=only=of=paper=bills=and=coinsK=that=does=it=mean
to have money in the bank?
joney and kear joneys
joney=in=use=today=consists=of=more=than=just= currency K=ft=also=includes=deposits=in
checking and savings
accounts in banks and
savings=institutionsI=plus
certain=other=investmentsK
CurrencyK All=rnited
ptates= coins in circulation
today are token==coins .
qhe=value=of=the=metal=in
each=coin=is=less=than=its
exchange
value .
A
quarterI for exampleI
consists=of=a=mixture=of=copper=and=nickelK=ff=you=melted=down=a=quarter=J=which=is=illegal
J the=value=of=the=resulting==metal=would=be=less=than=OR=centsK=qhe= Bureau of the Mint I
which=is=part=of=the= Treasury Department I=makes=all=coinsK=lf=the=currency=in=circulation
in=the=rnited=ptates=todayI=about=V=percent=is=in=coinsK

TT

Most of the nations currency is in the form of Federal Reserve notes K=cederal=oeserve
banks=issue=these=notesK=qhe= Bureau of Printing and Engraving I=also=part=of=the=qreasury
aepartmentI=prints=all=cederal=oeserve=notesK=qhey=are=issued=in= denominations of=ANI=ARI
ANMI=AOMI=ARMI=and=ANMMK=qhe=qreasury=aepartment=has=also=issued=rnited=ptates=notes=in
ANMM=denominations=onlyK=qhese=bills=have=the=words= United States Note printed=across
the=top==and==can=be=distinguished==from=cederal=oeserve=notes=by=a=red==qreasury=sealK
rnited=ptates=notes=make=up=less=than=N=percent=of=the= paper money in=circulationK=_oth
cederal=oeserve=notes=and=rnited=ptates=notes=are= fiat money or= legal tender K
Checks K A= checking account is=money=deposited=in=a=bank=that=a=person=can= withdraw
at=any=time=by=writing=a=checkK=qhe=bank==must=pay=the=amount=of=the=check=when=it=is
presented==for=paymentI=that=isI= on demand K=puch=accounts=used==to==be=called== demand
deposits . Today we call these checkable=deposits , and a variety of financial institutions
offer=themK=Commercial=banks=used=to=be=the=only=financial=institutions=that=could=offer
checkable=accounts . Today all thrift=institutions=J=mutual=savings=banks , savings=and=loan
associations= (S&Ls), and credit unions - offer checkable deposits.
K bven=though=many=people=use=their= credit cards to
Credit Cards and aebit Cards
purchase=goods=and=servicesI=the=credit=card=itself=is=not=moneyK=ft=does=not=act=as=a= unit of
accounting== nor as a store=of
value . The use of your credit
card=is=really=a=loan=to=you=by
the=issuer=of=the=cardI=whether=it
is=a=bankI=retail=storeI=gas
companyI=or=American=bxpressK
_asicallyI=thenI=credit=card
money represents a future
claim=on=money=that=you=will
have=laterK Credit=cards= defer
rather
than
complete
transactions that ultimately
involve=the=use=of=moneyK
qhe= debit card automatically=withdraws=money=from=a=checkable=accountK=then=you
use=your=debit=card=to=purchase=somethingI=you=are=in=effect=giving=an=instruction=to=your
bank= to transfer money directly from your bank account to the stores bank account. The
use of a debit card does not create a loan. Debit card money is similar to checkable
account=moneyK
kear joneysK kumerous=other=assets=are=almostI=but=not=exactlyI=like=moneyK=qhese
assets=are=called= near moneys. qheir=values=are=stated=in=terms=of=moneyI=and=they=have
high= liquidity in=comparison=to=other=investmentsI=such=as=stocksK=kear=moneys=can=be
turned==into==currency=or=into==a= means of payment I=such=as=a=checkI=relatively=easily=and
without=the=risk=of=loss=of=valueK
cor=exampleI=if=you=have=a=bank=savings=accountI=you=cannot=write=a=check=on=itK=vou
canI=howeverI=go=to==the=bank==and==withdraw=some=or=all=of=your=fundsK=vou==can=then
redeposit=it=in=your=checking=account=or=take=some=or=all=of=it=in= cash K
qime=deposits= and savings-account balances are near moneys. Both pay interest , and
neither=can=be=withdrawn=by=checkK=qime=deposits=require=that=a=depositor=notify=the
financial=institution=within=a=certain=period==of=timeI=often=NM==daysI=before=withdrawing
moneyK=pavings=accounts=do=not=usually=require=such=notificationK
qhe joney pupply
eow=much=money=is=there=in=the=rnited=ptates=today?=qhat=question=is=not=so=easy=to
answerK=cirstI=the=money=supply=must=be=defined=and=agreed=uponK=CurrentlyI=two=basic
definitions=are=usedI=although=others=existK=qhe=first=is=called=jN=and=the=second=jOK=_oth
definitions=include=all=the=paper=bills=and=coins=in=circulationK= M1 I=the=narrowest=definition
of=the=money=supplyI=consists=of=moneys=that=can=be=spent=immediately=and=against=which
checks=can=be=writtenK=ft=includes=currencyI= travelers checks I=and= checkable deposits K=A
TU

broader=definition=of=the=money=supplyI= M2 I=includes=all=of=jNI=plus=such=near=moneys=as
money=market=mutual=fund=balances=and=burodollarsK
bxercise=RK=After=reading=the=text=in=bxercise=4I=fill=in=the=missing=word=or=wordsW
Most of the nations currency is in the form of (1) _____________________ and
EOF ___________ ___________ _______=or_______= ________ _______K=joney=is=also=in
the=form=of=EPF ___________ __________=that=a=person=can=draw=against=for=purchasesK
qodayI=these=accounts=are=also=called=EQF _____________ ____________ K=pince=the=NVUMsI
commercial=banks=and==ERF
__________ ____________ offer=these=accounts=along==with
many=other=financial=servicesK
joney=can=be=represented==by=ESF ______________ ________________ I=which=provide
loans to users. (7)__________ __________, on the other hand, simply withdraw money
that=a=person=already=has=in=an=accountK=eoweverI=most=people=do=not=like=to=lose=the
EUF _____________ they=enjoy=when=writing==checksK=mersonal=assets=such=as=stocks=and
bonds=are=called==near=money=because=they=have=high=EVF___________=for=their=ownersK
ENMF _______________ deposits
and==ENNF__________== ___________ are
two==other
examples=of=near=moneyK
qhe money=supply=is designated==as jN==and==jOK jN==includes all=currencyI
ENOF ____________ __________I=and=checking=accountsK=jO=is=a=broader=definition=of=the
money=supply=and==includes=all=of=jl=plus=ENPF ________ _________ __________
________= and (14) _________________K
bxercise=SK=fnsert=the=following=words=in=the=appropriate=spaceW
bonds

commercial

monetarist

prices

tight

velocity

collowing==the=ENF=KKKKKKKKKKK=argument=that=the=average=level=of=EOF=KKKKKKKKKKK=and==wage
s=is
determined=by=the=amount=of=money=in=circulationI=and=its=EPFKKKKKKKKKKK=of=circulationI=many
central=banks=now=set=money=supply=targetsK_y=increasing==or=decreasing==the=money
supplyI=the=central=bank==indirectly=influences=interest=ratesI=demandI=outputI=growthI
unemployment=and==pricesKqhe=central=bank==can=reduce=the=reserves=available=to=EQF
KKKKKKKKKKKbanks=by=changing=the=reserve=requirementsK=qhis=reduces=the=amount=of=money
that=banks=can=create=and==makes=money=ERFKKKKKKKKKKK=or=scarceK
AlternativelyI=the=central
bank=can=engage=in=what=are=called=open=market=operationsI=which=involve=selling=shortJ
term government (6) (such as three-month Treasury bills) to the commercial
banksI=or=buying=them=backK
bxercise=TK=kow=do=the=same=with=the=paragraphW
credit
rate

inflation output unemployment

aggregate=demand

interest=rates

the=exchange

then=money=is=tightI
NKKKKKKKKKKKK rise, because commercial banks have to borrow at a higher rate
on=the=interJbank=marketK
OKKKKKKKKKKKKKKKfallsI=because=people=and=businesses=borrow=less=at=higher=ratesK
PK KKKKKKKKKKKKKKfallsI=because=people=and==businesses=buy=lessI=as=they=have=less
moneyK
TV

QKKKKKKKKKKKKKKKfalls=tooI=because=with=less=consumptionI=firms=produce=lessK
RK KKKKKKKKKKKKKKrisesI=because=companies=are=producing==and==selling==lessI=and==so
require=less=labourK
SK KKKKKKKKKKK falls, because there is less money in circulation.
TK KKKKKKKKKKK will probably rise, if there is the same demand but less money, or if
there=is=higher=demandI=as=foreigners=take=advantage=of=the=higher=interest=rates
to=invest=in=the=currencyK=fncreasing==the=money=supplyI=by=making==more
reservesI=availableI=has=the=opposite=effectsK
bxercise=UK=Choose=the=correct=alternative=to=complete=each=sentenceW
NKjoney=in=notes=and=coins=is=called
aK=cash
bK=capital

cK=reserves

OKqhe=dollarI=the=mark=and=the=yen=are=all
aK=currencies
bK=funds

cK=monies

PKjoney=borrowed=from=a=bank=is=a
aK=deposit
bK=income

cK=loan

QK_orrowed=money=that=has=to=be=paid=back=constitutes=a
aK=debt
bK=fund
cK=subsidy
RKAll=the=money=received=by=a=person=or=a=company=is=known=as
aK=aid
bK=income
cK=wages
SKThe money earned for a weeks manual work is called
aK=income
bK=salary
cK=wages
TKThe money paid for a months (professional) work is a
aK=loan
bK=salary
cK=wages
UKjoney=placed=in=banks=and=other=savings=institutions=constitutes
aK=capital
bK=deposits
cK=finance
VKjoney=paid=by=the=government=or=a=company=to=a=retired=person=is=a
aK=pension
bK=rebate
cK=subsidy
NMK
qhe=money=that=will=ultimately=be=used=to=pay=pensions=is=kept=in=a
aK=budget
bK=deposit
cK=fund
NNK
qhe=money=needed=to=start=a=company=is=called
aK=aid
bK=capital
cK=debt
NOK
qhe=money=paid=to=lawyersI=architectsI=private=schoolsI=etcK=is=called
aK=fees
bK=instalments
cK=wages
NPKoegular=part=payments=of=debts=are=called
aK=deposits
bK=loans
UM

cK=instalments

NQK
mart=of=a=payment=that=is=officially=given=back=Efor=exampleI=from=taxesF=is=called=a
aK=gift
bK=instalment
cK=rebate
NRK
bstimated=expenditure=and=income=is=written=in=a
aK=budget
bK=reserve
cK=statement
NSKA persons money in a business is known as his or her
aK=deposit
bK=fund
cK=stake
NTK
joney=given=to=producers=to=allow=them=to=sell=cheaply=is=called=a
aK=loan
bK=rebate
cK=subsidy
NUK
joney=given=to=developing=countries=by=richer=ones=is=known=as
aK=aid
bK=debt
cK=subsidy
bxercise=VK=Choose=the=right=answerW
NKWhen you retire at the age of sixty-five, you receive a(n) ..from the government.
aF=allowance
bF=fine
cF=grant
dF pension
OKIf production in that factory exceeds the target, the workers get a .. .
aF=bonus
bF=donation
cF=gratuity
dF premium
PKIncome tax is ..... to ones annual income.
aF=associated
bF=based
cF=dependent
dF related
QKThe .. of living has risen by 25% in the last six months.
aF=cost
bF=expenditure
cF=expense
dF price
RKThe kidnappers demanded a .. of $ 1,000,000.
aF=fine
bF=penalty
cF=ransom
dF reward
SKThe World Bank has criticized the United States for not giving enough financial .. to
the=bast=buropean=countriesK
aF=aid
bF=allowance
cF=loan
dF premium
TKYou can .. your basic wage by working longer hours.
aF=effect
bF=help
cF=implement=dF=supplement
UKA salesman is paid a .. on the goods he sells.
aF=commission
bF=percentage
cF=provision
dF salary
VKThe President admitted taking .. and had to resign.
aF=bribes
bF=fees
cF=fines
dF premiums
NMK
In our country .. of $250 is paid weekly to a family with more than three children.
aF=an=allowance
bF=a=fee
cF=an=income
dF a=wage
NNKMr. Mean cannot bear to .. even the smallest sum of money for a charity appeal.
aF=give=in
bF=let=out
cF=part=with
dF pay=off
NOKMr. Rich earns $8,000 a month ..and $5,000 a month net.
aF=bulk
bF=gross
cF=mass
dF wholesale
NPKYou can only .. this postal order at a post office.
aF=alter
bF=cash
cF=exchange
dF pay
NQKIf they are not more careful with their accounts, they will go .. .
aF=bankrupt
bF=broken
cF=penniless
dF poor
NRKThe Finance Minister will be making a .. today about new rates of income tax.
aF=declaration
bF=notice
cF=statement
dF talk
NSKIf I had another $25,000 a year, I would consider myself .. .
UN

aF=well=deserved bF=well=done
cF=wellJmade
dF well=off
NTKAll the workers in our firm get a Christmas .. of $100.
aF=bonus
bF=fine
cF=prize
dF reward
NUK
Can you .. something for the orphans?, he asked, rattling a collecting-box.
aF=give
bF=leave
cF=provide
dF spare
NVKBefore starting a business, you have to raise the necessary .. .
aF=capital
bF=currency
cF=investment
dF savings
OMK
The usual reason for exemption from tax does not .. in this case.
aF=apply
bF=concern
cF=impose
dF regard
ONK
Mrs. Unemployed is finding it difficult to pay the .. on her insurance policy.
aF=bonuses
bF=fees
cF=fines
dF premiums
OOK
Our company made a record .. last year.
aF=benefit
bF=earn
cF=profit
dF winning
OPKWhile you are away from the office on business trips, you will be given a daily ..
ARM=towards=meals=and=accommodationK
aF=allowance
bF=fine
cF=permit
dF reward
OQKI hate the beginning of each year when all the .. start coming in and I have to find
the=money=to=pay=them=allK
aF=accounts
bF=bills
cF=estimates
dF receipts
bxercise=NMK=dive=the=names=for=the=defined=money=expressionsW
NKA=fixed=amount=which=is=paidI=usually=monthlyI=to=workers=ofa s=_=_=_=_=_
higher=rank
OKAn=amount=of=money=which=you=lend=to=someone
a l=_=_=_
PKA=sum=of=money=which=is=owned=to=someone
a d=_=_=_
QKjoney=which=is=in=the=form=of=coins=and=notesI=not=cheques c=_=_=_
RKAn=amount=of=money=you=receiveI=usually=weeklyI=in=return=for
a w=_=_=_
labour=or=service
SKjoney=paid=by=divorced=father=to=his=former=wife=for=the=upkeep
a_=_=_=_=_=y
of=his=children
TKqax=on=imported=articles=paid=to=the=customs
_=_=_=y
UKmaid=at=a=restaurant=after=eating
a _=_=_=l
VKbxtra=percentage=paid=on=a=loan
i=_=_=_=_=_=_=_
NMK
joney=paid=for=professional=servicesI=eKgK=to=a=doctor
a=f=_=_
NNK
joney=paid=by=the=stateI=usually=to=students
a=g=_=_=_=_
NOK
joney=paid=by=a=company=or=the=state=on=your=retirement
a=p=_=_=_=_=_=_
NPKmaid=as=a=punishment=for=breaking=the=law
a=f=_=_=_
NQK
maid=to=the=government=for=services=that=the=state=provides _=_=_=_=s
NRK
maid=while=travelingI=especially=on=public=transportI=busesI=trainI
a=f=_=_=_
etcK

UO

bxercise=NNK=mut=each=of=the=following=words=or=phrases=into=its=correct=place=in=the=text
belowW
banks
goods

beads buy coins

investments money

change currency depositing earn=exchange=rate

paper=bills savings=accounts sell shells value

Money is what people use to (1)... things.

People spend money on (2).. and
servicesK Many people save part of their money by (3).. it in a bank.
People (4)..
money by performing services. They also earn money from (5).., including government
bonds, and from (6).. .
(7).. can be anything that people agree to accept in exchange for the things they
(8).. or the work they do. Ancient peoples used such varied things as (9), (10)
and==cattle=as=moneyKToday, most nations use metal coins and (11).. .
aifferent
countries (12).. and bills look different and have different names.
A person can (13)... his money for the money of any other country according to the
(14).. . Usually, such rates are set by the central (15).. of a country. The (16)... of
a countrys (17)... may change, depending on the economic and political conditions in
that=countryK
bxercise=NOK=jatch=the=definitions=with=the=correct=money=wordW
NKan=allowance
OKa=bonus
PKcommission
QKa=deposit
RKa=dividend
SKan=investment
TKa=legacy
UKmaintenance
VKan=overdraft
NMK
a=premium
NNKroyalties
NOKa=share
NPKa=mortgage

aK=money=paid=to=authors=or=investors=according=to=the=sales=of
their=work
bK=a=sum=of=money=used=to=make=more=money=from=something=that
will=increase=in=value
cK=the=money=which=a=building=society=or=bank=lends=to=someone
to=buy=a=house
dKthe=money=that=a=person=pays=to=an=insurance=company=to
protect=against=loss=or=damage
eK=moneyI=usually=from=a=relativeI=to=live=on
fK=an=additional=payment=which=is=a=reward=to=those=who=work=for
a=company=for=their=extra=work
gKthe=amount=of=money=borrowed=from=a=bankI=greater=than=that
which=is=in=your=account
hK=money=received=from=someone=in=his=or=her=will
iK=the=amount=of=money=that=goes=to=a=shareholder
jK=money=paid=by=divorced=or=separated=people=to=support=the
former=husband=or=wife
kKpart=of=the=value=of=a=company=that=you=may=buy
lK=partJpayment=of=money=which=you=make=to=stop=the=seller=from
selling=his=goods=to=others
mK=an=amount=of=moneyI=related=to=the=value=of=goods=soldI=which
is=paid=to=a=salesman=for=his=services

bxercise=NPK=Choose=the=correct=answerW
NKThe going .. for the job is $7 an hour.
UP

aF=pay
bF=price
cF=rate
dF wage
OKWhen you buy a house you can claim tax .. on the mortgage.
aF=aid
bF=assistance
cF=benefit
dF relief
PKInflation is the first problem that the new government will have to ..
aF=clasp
bF=grasp
cF=seize
dF tackle
QKMr. Teenagers .. will be held in trust for him until he is 21. Then he will be free to
spend=itK
aF=dowry
bF=heirloom
cF=heritage
dF inheritance
RKWhen the company was declared bankrupt, all its fixed .. were claimed by its
creditorsK
aF=assets
bF=benefits
cF=funds
dF sums
SKOur country has never had a large .. in its balance of payment.
aF=abundance
bF=addition
cF=overflow
dF surplus
TKMiss Cheating is in trouble because she has not paid her National Insurance .. for ten
yearsK
aF=contributions
bF=subscriptions
cF=subsidies
dF tributes
UKPeople in financial difficulties sometimes fall .. to unscrupulous money lenders.
aF=fool
bF=prey
cF=sacrifice
dF scapegoat
VKBecause Mr. Sacked has just lost his job, his aunts legacy came as a useful .. .
aF=advantage
bF=benefit
cF=profit
dF windfall
NMK
The government has introduced .. currency controls which will make it more
difficult=to=holiday=abroadK
aF=extreme
bF=striking
cF=stringent
dF strong
NNK
If you dont complete your income tax .. , you may have to pay more than is
necessaryK
aF=account
bF=document
cF=report
dF return
NOKAs a result of increased productivity, the workers received a .. pay increase.
aF=fundamental
bF=palpable
cF=substantial
dF tangible
NPK$150? $250? Lets .. the difference and say $200.
aF=agree
bF=avoid
cF=decrease
dF split
NQKNewly .. coins always look clean and shining .
aF=minted
bF=moulded
cF=pressed
dF printed
NRK
For some jobless people, joining the .. queue is a humiliating experience.
aF=benefit
bF=dole
cF=grant
dF ration
NSKIf a man is legally separated from his wife, is he still for her debts?
aF=answerable
bF=bound
cF=chargeable
dF liable
NTK
The two men .. a coin to see who should take care of the business on the weekend.
aF=hurled
bF=lobbed
cF=threw
dF tossed
NUK
No-one knows precisely how much she earns a month, but $4,000 cant be very .. of
the=markK
aF=broad
bF=distant
cF=far
dF wide
NVK
The .. between the rich and the poor is very evident in the Western World.
aF=deviation
bF=differentiation
cF=difference
dF distance
OMK
The salary is $35,000 per annum, with annual .. of $2,000 for five years.
aF=annexes
bF=bonuses
cF=increments
dF prizes
ONK
The governments policy is to .. firms in trouble to prevent unemployment.
aF=contribute
bF=endow
cF=grant
dF subsidize
OOK
Being a teacher, I shop at stores which offer a .. to teachers.
UQ

aF=deduction
bF=discount
cF=rebate
dF subsidy
OPKShare prices on the Stock Exchange plunged sharply in the morning but .. slightly in
the=afternoonK
aF=recovered
bF=regained
cF=restored
dF retrieved
OQK
The firm will go bankrupt if it cannot meet its .. .
aF=charges
bF=duties
cF=liabilities
dF promises
ORK
Mr. Businessman needed $10,000, but as his capital was .. up in shares, he
borrowed=it=from=his=bankK
aF=bound
bF=knotted
cF=locked
dF tied
bxercise=N4K=Complete=the=following=sentencesK=bach=E=J=F=represents=one=letterW
NKf=spend=about=ANIR=a=week=on=bus=_=_=_=esK
OKf=had==to==pay=_==_==_=_=on=the=qurkish=carpet=f=brought=in=through=the=Customs
yesterdayK
PK kow=that=jrK=lld=had=retiredI=he=lives=partly=on=his=_=_=_=s=_=_=_=and=partly=on=the
_=_=t_=_=_=_=_=from=his=post=office=savings=accountK
QKfn=spite=of=its=size=his=family=was=quite=_=_=_=_=offI=because=he=brought=in=a=good=_
_=l=_=_=_K
RK Gold would be a good _ _ v _ _ _ _ _ _ t; its bound to increase in value.
SK aue=to=inflation=the=_=_=_=_=_=_=_=_=of=living=went=down=by=fifteen
_=_=_=J=c=_=_=_K
TK I couldnt buy the house because the bank refused to let me have a
m=_=_=_=_=_=g=_K
UKff=you=borrowed=money=from=himI=you=are=under=an=_=_=l=_=_=_=_=_=_=_=to=give=it
backK
VKvou=must=stop=wasting=your=money=on=silly=things=and=start=_=_=v=_=_=_K=qhis=is=the
only=solution=to=your=_=_=n=_=_=_=_=_=_=troublesK
NMK
lne=dollar=is=_=_=u=_=_=to=over=OMKMMM=zlK
NNKThe main advantage of a _ _ _ _ u _ book or _ _ _ d _ _ card is that you dont have
to=carry=cash=around=with=youK
NOKf=carry=loose=change=in=my=pocket=and=_=_=_=_=s=in=my=leather
_=_=l=_=_=_K
bxercise=NRK=iisten=to=the=recording=and=complete=the=information=missing=from=this
report of a companys financial performance:
isje=advances=in=slowing=market
isjeI=the=crench=luxury=goods=group=which=owns=a=string=of=prestigious=brand=names
ranging==from=iouis=suitton=luggage=to==eennessy=cognacI=saw=net=profits=rise=by
___________=to=ccr=NK=OV=bn=EA=____________F=from=ccr=____________=in=the=first=half
of=the=year=in=spite=of=the=downturn=in==the=luxury=products=industryK
qhe=group==saw
overall=group==sales=in=the=first=six=month=of=this=year=rise=by=_____________==to=ccr
__________=from=VKOSbn=in=the=same=period=last=yearK

UR

lperating==income showed==a
___________ from OK
PQbnK
borne=the=brunt=of=the=economic
sales=to=ccr=QKQQbn=from=ccr
profits=slipped==to=ccr=NKOSbn
iuggage=and==leather=products
instabilityI but managed to
ccr_________==from=UOTm=on
OK
NRbnK
merfumes and
launch=of=auneI=a=new=Christian
under=the=divenchy=umbrellaK
_____________==and==operating
_____________K=isje=earlier
one=of=its=classic=scentsK

marginal increase to ccr

tines=and==spiritsI=which=have
slowdownI suffered==a fall=in
__________I while operating
from=NKRNbnK
were also affected by Japans
increase operating==profits to
sales=up==to==ccr=OKPPbn=from
cosmetics benefited==from=the
aior=fragranceI=and==AmarigeI
pales=rose=to==ccr=OKRQbn=from
profits to ccr PPMm from
this=week=relaunched=jiss=aiorI

bxercise=NSK=rse=a=dictionary=to=find=the=difference=in=the=following=groupsW
NKmake=a= profit C=make=a= loss
OKextravagant= & frugalLeconomical
PK a= current account C=a= deposit account
QKa= loan C=a= mortgage
RK to= deposit money=C=to= withdraw money
SK a= wage C=a= salary
TK broke= & bankrupt
UKsharesI=stocksI= and dividends
VKincome=tax= & excise=duty
NMK
to=credit= & to=debit
NNK
a= bank and=a= building society
NOK
a= discount C=a= refund
NPKsomething=which=was=a= bargain, something=which=was= overpriced and=something
which=was= exorbitant
NQK
worthless= & priceless
NRK
save= money and= invest money
NSKinflation= and deflation
NTK
income= and expenditure
NUK
to= lend and=to= borrow
jatch=the=sentences=in=column=A=with=the=sentences=in=column=_K=rse=the=words=in=bold=to
help=youW
Column=A
Column=_
NVK
qhe=managing=director=believes=the
A. Im really looking forward to spending
company=should=start=producing=pocket
my=pensionK
_K=qhe= cost of living seems=to=go=up=every
computersK
OMK
f=always=put=my=money=in=a=building
dayK
society=and=not=in=a=bankK
CK=lf=courseI=its=always=so=difficult=to
ONK
I cant afford to buy a new car right
economizeK
US

now. I dont have enough money.

aK=phops=all=over=the=country=are=making
OOK
f=find=Christmas=a=very=expensive=timeK huge= reductions on=just=about
OPKf=came=into=a=lot=of=money=recently
everythingK
when=my=uncle=diedK
bK=f=always=seem=to=run=up=a=huge
OQK
iook=at=this=cheque=that=came=in=the
overdraft= at the bank.
post=this=morning=from=the=fnland
cK=lf=courseI=the=potential=global= market
oevenueK
for=them=is=enormousK
ORK
Ive been spending too much recently.
dK=cortunately=f=receive= unemployment
OSKfn=my=countryI=there=are=a=lot=of=very
benefitK
poor=people=and=only=a=few=rich=onesKeK=qhere=is=a=very=uneven= distribution of
OTK
f=lost=my=job=last=monthK
wealthK
OUK
f=retire=next=monthK
fK qhe=interest=they=pay=me=is=much
OVK
mrices=are=rising=quickly=everywhereK
higherK
PMK
qhe=ganuary=sales=start=tomorrowK
gK Its the first time Ive inherited
somethingK
hK=ft=seems=to=be=some=kind=of=tax= rebate.
iK=jaybe=f=should=consider=getting=one= on
creditK
bxercise=NTKkow=read==this=passage=and==complete=the=gaps=with==one=of=the=words=or
expressions=from=bxercise=NSK
vou=may=need=to=change=the=form=of=some=of=the=wordsW
Financial advice from a father to a son
In the play Hamlet by William Shakespeare, a father gives his son some financial advice.
Neither a borrower nor a lender be, he says. He is trying to tell his son that he should
never=NF___________==money=from=anyone=because=it=will=make=it=difficult=for=him=to
manage=his=financesK iikewise=he=should==never=give=a=financial=OF___________==to==a
friend==because=he=will=probably=never=see=the=money=againI=and==will=probably=lose=his
friend=as=wellK
qhe=play=was=written=over=four=hundred==years=agoI=but=today=many=parents=would==give
similar=advice=to=their=childrenK=fmagine=the=conversation=they=would=have=nowW
Son: Right dad, Im off to university now.
catherW=All=right=sonI=but=let=me=give=you=some=sound=financial=advice=before=you=goK
ponW=lh=come=on=dadKKKKK
catherW=kow=listenI=this=is=importantK=qhe=first=thing=you=should=do=is=to=make=sure=you
balance your PF___________ J the money you==receive from me J and==your
QF_____________=J=the=money=you=spendK=ff=you=spend=too=muchI=you=will=end=up=with
an 5)______________ at the bank. Dont expect me to pay it for you.
Son: But its so difficult. Things are so expensive, and the 6)___________ goes up all the
timeK=TF______________=is=running=at=about=NMBK
catherW f=knowI=but=you==should==try=to=UF___________K
Avoid==expensive=shops=and
restaurantsK=AlsoI=put=your=money=in=a=good=VF___________K=qhey=offer=a=much=higher
rate=of=NMF_____________=than=banksK=AlsoI=avoid=buying=things=NNF______________K
ponW=thy?
catherW _ecause=shops=charge=you==an=NOF__________==amount=of=money=to==buy=things
over=a=period=of=timeK=fts=much=better=to=NPF___________=a=little=bit=of=money=each=week
UT

so=that=when=you=see=something==you=wantI=you=can=buy=it=outrightK=qry=to=wait=for=the
salesI=when=shops=offer=huge=NQF___________=and=you=can=pick=up=a=NRF_____________K
And=try=to=get=a=NSF_______________K
ponW=eow=do=f=do=that?
Father: Easy. When you buy something, ask the shop if theyll lower the price by, say,
NMBK=kextI=when=you==eventually=get=a=job=and==are=earning==a=good==salaryI=try=to
NTF
______________==the=money=in=a=good=companyK _uy=NUF_____________==in
government=organizations=or=NVF_____________=in=private=companiesK
Son: OK dad, Ive heard enough.
catherW=lne=final=piece=of=adviceI=sonK
Son: Whats that dad?
catherW=qo=thine=own=self=be=trueK
ponW=vou=what?
bxercise=NUK=kow=you=will=hear=someone=reading=out=the=report=belowK=trite=down
the=numbers=in=the=gaps=as=you=hear=themW
mrofit=before=tax=at=___________=was=ahead=by=__________=on=turnover=of
___________I=up=by=__________Kte=must=allow=for=the=_____________=review=of
chemists labour and overhead costs, as well as the net impact of currency fluctuations.
Adjusting=for=theseI=profits=were=ahead=by=_________=on=turnover=up=by=__________K
oetail=aivision=turnover=at=__________=increased==by=_________I=and==profits=at
__________=were=up=by=_________K=rh=sales=and=profits=increased=by=__________=and
___________=respectivelyI=before=property=disposal=surplusesK
fndustrial=aivision=achieved==sales=of=__________I an=increase=of=_________I=with
profits=of=__________I=ahead==by=__________K
At=comparative=exchange=rates these
increases=become=_______=and=________=respectivelyK=qhe=rh=retail=sales=increased=by
__________=from=an=unchanged=sales=areaK
bxercise=NVK=oead=the=following=text=and=answer=the=questions=belowW
Cobafq lrq lc Clkqoli
oegulation is taboo to the business communityI but do we need more control over
credit?
They say money makes the world go round. But it isnt money: its credit. For when
the corporations of the world buy, they buy on credit. And if your credits good, no one
asks=to=see=the=colour=of=your=moneyK
fndeedI=if=everyone=were=to=demand==immediate
payment=in=cashI=the=world=would=literally=go=bustK=_ut=as=qrevor=pykes=points=out=in=his
book, Two Centuries of Panic, there are few faster ways of going broke than by buying
goods and then passing them on to customers who cannot pay for them. As if getting
orders wasnt tough enough, these days getting paid is even tougher. And with the amount
of=crossJborder=trade=increasing=every=yearI=credit=is=rapidly=going=out=of=controlK
Companies on brink of collapse
fn=dermanyI=aenmark=and=pwedenI=whose=governments=strictly=regulate=businessJtoJ
business=relationsI=companies=pay=on=timeK=qhey==have=toK=iate=payers=may=actually=be
billed==by=their=creditors=for=the=services=of=a=professional=debt=collectorK=_ut=in=_ritain
companies=regularly=keep=you=waiting=a=month=past=the=agreed=deadline=for=your=bill=to=be
UU

paid. Thats why a Swedish leasing agreement can be drafted on a single page, but a
_ritish=one=is=more=like=a=telephone=directoryK=qhe=crench=and==ftalians=too=will=sit=on
invoices=almost=indefinitely=and=push=creditor=companies=to=the=brink=of=bankruptcyK
joney management the key
_ut
bad debt does not
necessarily mean bad==businessK
kinety=years=ago=the=legendary
qokushichi=komura
was=racing
round==the=streets=of=lsaka=in=a
rickshaw=to=escape=angry=creditorsK
qhey=are=not=angry=nowI=for=today
komura=is=the=biggest=securities
company=in==gapanK=komura=knew
what=all=good==financial=directors
knowW=that=what=distinguishes=the
effectively managed==commercial
operation=from=the=poorly=managed
one=is=the=way=it manages=its
moneyK=And==increasingly=a=key
feature of successful money
management=is=the=skill=with=which=a=company=can=stall=its=creditors=and=at=the=same=time
put=pressure=on=its=debtorsK
jinimizing the risk
So how can the risk of bad debt be minimized? From the suppliers point of view, prepayment=would=be=the=ideal=solutionW=make=the=customer=pay=up=frontK=_ut=it=is=a=confident
supplier=indeed==who=would==risk==damaging==customer=relations=by=insisting==on=money=in
advanceK=cor=the=goodwill=of=your=biggest=customers=J=those=who=by=definition=owe=you
the=most=money=J=is=vital=to=securing=their=business=in=the=futureK=And=the=prospect=of=a
bigger=order=next=time=puts=you=in=a=difficult=position=when=payment=is=late=again=this=timeK
fnstant access
te=might=expect=modern=technological=advances=to=have=eased=this=cashflow=situationI
but they havent - quite the reverse. In the past it was common for companies to employ
credit=controllers=who=carefully=processed=letters=of=credit=and=bank=guaranteesK=kow=you
get=a=telephone=callI=the=computer=runs=a=simple=credit=check=and=you=deliver=straightawayK
_uyers=have=almost=instant=access=to=goods=KKK=and=to=creditK
_e prepared for losses
For more and more companies its a no-win situation. Charge interest on outstanding
debtsI=and==you=risk=alienating=customers=with=genuine=cashflow=problemsK=_ut=cut=your
losses by selling those debts on to a factoring agency, and itll be you, not your debtor,
who ends up paying the factors commission. In order to recover what youre owed youll
effectively=have=to==write=some=of=it=offK=puch=is=the=delicate=balance=of=power=between
debtor and creditor. For though debtors do, of course, show up in a companys current
assetsI=it=is=hard=cashI=not=promises=to=payI=that=finances=new=projectsK=meople=forget=their
promises=and=creditors=have=better=memories=than=debtorsK
thich=of=the=following=topics=does=the=article=discuss?
NKburopean=attitudes=to=creditK
OKqhe=creditJworthiness=of=gapaneseK
PK oisk=limitationK
QKkational=debtK
RK fnformation=technologyK
iook=back=at=the=article=and=find=the=expressions=which=meanW
NKto=see=evidence=that=you=have=the=necessary=capitalK
OKyou cant get what you want, no matter what you do.
PK to=accept=a=modest=loss=in=order=to=prevent=a=huge=oneK
UV

bxercise=OMK=Choose=the=most=suitable=word=for=each=spaceW
pomeone=once=described=the=age=we=live=in=as=that=of=a=vanishing=worldI=one=in=which=the
familiar=is=constantly=disappearing=for=ever=and=technological=change=is=often=difficult=to
ENFKKKKKKKKKKKKKKK=withK=po=it=should=come=as=no=surprise=to=most=of=us=to=hear=that=yet=another
part=of=everyday=life=is=EOFKKKKKKKKKKKKKKK=to=go=for=everK
ptillI=when=f=read=recently=that=within=the=next=decade=money=as=we=EPFKKKKKKKKKKKKKKK=it=will
probably=cease=to=exist=in=technologically=advanced==countriesI=f=had==to=read=the=article
st
twice to make sure it wasnt April 1 . (4)............... to Professor Gerry Montague of the
fnstitute=for=bconomic=oeformI=the=familiar=ERFKKKKKKKKKKKKKKK=and==banknotes=will=soon=be
replaced entirely by credit cards of various kinds. And the shop of the future (the retail
outlet as Prof. Montague puts it) will be (6) ............... directly to the network of banking
computersK=qhe=assistant
will=simply=key=in=your
bank
account
code
number
and
the
ETFKKKKKKKKKKKKKKK
you==have
spentI and==thank you
politely. You wont have
to dig deep in your
EUFKKKKKKKKKKKKKKK=for=change
or=pretend=at=the=pub=that
you have left your
money=at=homeK vou
may=not even=have=a
number
for
your
EVFKKKKKKKKKKKKKKK=as=suchI=as
the=computer=may=by=then
be able to==read your
handprintK po no==more
credit=card=frauds=ENMFKKKKKKKKKKKKKKKK=K=_ut=f=am=afraid=that=f=shall=ENNF=KKKKKKKKKKKK
have=felt=strongly=attached=to=itI=ever=since=f=received=my=first=pocket=money=when=f=was
KKK=moneyK=f
fiveI=and=kept=it=in=a=moneyJboxK=bven=if=my=credit=card=of=the=future=will=be=able=to=tell
me=exactly=how=much=ENOFKKKKKKKKKKKKKKK=power=f=have=left=in=the=computer=filesI=even=if=it
lights=up=and=plays=a=happy=Eor=sadF=tune=at=the=same=timeI=nothing=will=be=able=to=replace
the=sheer=pleasure=f=gained==from=ENPFKKKKKKKKKKKKKKK=the=coins=in=my=moneyboxK=kot=to
(14)............... the other obvious problems which will be caused by (15) of real
money like how to start a football match, for example!
NKaF=keep
OKaF=about
PKaF=earn
QKaF=qhanks
RKaF=banks
SKaF=taken
TKaF=money
UKaF=pockets
VKaF=wealth
NMK
aF=arrested
NNK
aF=miss
NOK
aF=more
NPKaF=rattling
NQK
aF=tell
NRK
aF=a=shortage

bF=manage
bF=almost
bF=know
bF=Contrary
bF=coins
bF=alone
bF=charge
bF=wallet
bF=savings
bF=either
bF=spend
bF=financial
bF=withdrawing
bF=confront
bF=an=expense

cF=cope
cF=ready
cF=use
cF=According
cF=change
cF=responsible
cF=cost
cF=cheque=book
cF=account
cF=stolen
cF=waste
cF=economical
cF=estimating
cF=guess
cF=an=absence

VM

dF survive
dF tending
dF need
dF Accustomed
dF pence
dF linked
dF amount
dF cash
dF payment
dF however
dF borrow
dF spending
dF throwing
dF mention
dF a=replacement

bxercise=ONK=fn=each=sentence=choose=one=or=more=appropriate=wordsW
aK earry=gainsLgetsLmakes=over=OM=MMM=a=yearK
bK jary=was=awarded=a=grantLscholarshipLsubsidy=to=study=child=psychologyK
cK eow=much=did=you=giveLpayLtake=for=your=new=car?
dK qheir=house=fetchedLproducedLsold=for=a=lot=more=than=they=expectedK
eK Im going to the bank to get out/remove/withdraw the money for the rent.
fK qhe=manager=disappeared=with=the=receiptsLtakingsLwages=from=the=concertK
gK _y=the=time=hate=retired=she=was=a=fortunateLprosperousLwealthy=businesswomanK
hK te=had=a=good=holiday=but=it=was=rather=costlyLexpensiveLvaluableK
iK te=would==appreciate=it=if=you==would==closeLsettleLpay=your=bill=as=soon=as
possibleK
jK rnfortunately=the=old=painting=f=found=turned=out=to=be=pricelessLvaluelessL
worthlessK
bxercise=OOK=Choose=the=most=suitable=word=or=phrase=underlined=in=each=sentenceW
aK I havent got enough money, Im afraid. Could you borrow/lend me=some?
bK Its a good school, but the fares/fees are=rather=highK
cK This car is too expensive. We cant afford/pay itK
dK ft=was=a=very=good=mealK=Can=we=have=the=account/bill=please?
eK Theres a small flat to hire/let in=_ridge=ptreetK
fK eow=much=do=you=earn/gain in=your=new=job?
gK Shes a good dentist, but she doesnt charge/spend too=muchK
hK f=bought=this=coat=in=the=salesK=ft=was=decreased/reduced a=lotK
iK gack=made=his=fortune/treasure buying=and=selling=propertyK
jK eow=much=do=you=reckon/value that=house=would=cost?
bxercise=OPK=oeplace=each=word=or=phrase=underlined=with=a=word=or=phrase=from=the
list=which=has=the=opposite=meaningW
cash==generous profit save well=off purchase
expensive
poverty
take=out

worthless

aK f=was=surprised=by=how=mean Charles=wasK
bK ganet=says=that=she=is=very=hard up at=the=momentK
cK iast=year=their=business=made=a=huge=lossK
dK Id like to pay in NMM=pleaseK
eK qhat=part=of=ppain=always=seems=very=cheap to=meK
fK jost=people=in=the=city=live=in=great=prosperityK
gK qhe=manager=insisted=that=f=paid=by chequeK
hK pome=people=manage=to=spend most=of=their=moneyK
iK gean=was=able=to=make=only=one=saleI=during=the=morningK
jK qhe=old=painting=f=found=in=the=loft=turned=out=to=be=valuableK

VN

bxercise=O4K=Choose=the=most=suitable=response=to=each=sentence=aJj=from=the=sentences
NJNMK
rse=each=response=once=onlyW
NKSorry, but its not for sale.
aK tho=do=f=make=the=cheque=out=to?
OKIm saving up to buy a new
bK te=seem=to=be=spending=a=lot=of
motorbikeK
money=latelyK
PK merhaps=we=should=try=to=economize=a
cK qhe=house=has=burnt=down!=that=are
bitK
we=going=to=do?
QKvesI=my=Aunt=Clara=left=it=to=meK
dK eow=much=do=you=want=for=this
RK Well, weve nearly paid it all back.
drawing?
SK qo=g_=toolbury=miCK
eK aid=you=inherit=this=house?
TK Actually=f=got=it=for=nothingK
fK vour=dog=must=have=cost=a=lot=of
UKf=think=they=accept=travellers=cheques
moneyK
anywayK
gK ao=we=still=owe=the=bank=any=money?
VKIve got quite a good salary actually.
hK eow=much=do=you=make=a=year?
Dont worry, were insured.
iK Can=we=change=money=at=the=hotel=to NMK
pay=the=bill?
jK thy=are=you=putting=so=much=money
in=the=bank?
bxercise=ORK=rse=the=word=in=capitals=at=the=end=of=each=line=to=form=a=word=that=fits=in=the
space=in=the=same=lineW
joney!=joney!=joney!
eelen=had=always=dreamed=of=becoming=a=ENF=KKKKKKKKKKKtbAiqe
womanI=and=imagined=living=in=a=EOFKKKKKKKKKK=mansionI irurov
dbkbolrp
and=how=her=friends=would=praise=her=EPF=KKKKKKKKKKK
when=she=gave=them=expensive=presentsK=fn=reality=she=was=usually
pAsb
hard=upK=phe=had=some=EQFKKKKKKKKKKK=and=a=small=life=ERF=KKKKKKKKKI=but=her
fkprob
antique=shop=was=not=really=very
molcfq
ESFKKKKKKKKKK=K=bvery=time=she=took=money=out=of=the=bankI=the=ETFKKKKKKKKKK
CApe
checked=her=accountI=and=told=her=how=little=there=was=in=it!=eelen=had
ibka
taken=out=a=EUFKKKKKKKKKKK=a=month=beforeK=eow=could=she=repay=it?=qhen
one=day=she=noticed=an=old=painting==in==her=shopK=phe=had=thought=it
tloqe
was=EVFKKKKKKKKK=but=as=she=brushed=away=the=dustI=she=saw=the=ENMF=KKKKKKKKK
pfdk
at the bottom. It said Renoir! She was rich at last!
bxercise=OSK=jatch=each=person=from=the=list=with=a=suitable=descriptionK=rse=each=name
once=onlyW

VO

accountant
agent

cashier
customer

heir
investor

manager

pensioner

miser

swindler

aK pomeone=who=likes=to=keep=money=and=not=spend=itK
bK pomeone=who=inherits=money=or=propertyK
cK pomeone=who=runs=a=bankK
dK pomeone=who=has=retiredK
eK pomeone=who=keeps=or=checks=financial=recordsK
fK pomeone=who=buys=things=in=a=shopK

gK pomeone=who=pays=out=money=in=a=bankK
hK pomeone=who=represents=others=in=businessK
iK pomeone=who=puts=money=into=a=businessK
jK pomeone=who=cheats=people=out=of=moneyK
bxercise=OTK thile=you=are=listening=to=the=conversation==between==jrK=qylerI=a
mersonnel=airectorI=jrK=CurryI=a=cinancial=airectorI=and=jrK=_rown=and=jrK=pcottI=both
qrade=rnion=oepresentativesI=do=NI=OI=P=and=4=belowW

NKComplete=the=graphK
OKthat=two=reasons=are=given=for=the=substantial=losses=in=NVUM?
PK Why cant the government increase its shareholding in Hamiltons at the moment?
QKthat=action=is=favoured=by=some=of=the=shareholders?

VP

rkfq VW qbibmelkfkd
bxercise=NK=jake=up=sentences=from=the=following=words=and=phrasesW
back
get

call=you
hang

for=a=moment?
hang

Ill

Can=you
qhis=is=a=terrible
line. Im afraid
Ill

Im afraid I dont
have=their=numberI
but if you wait Ill
look
it
to=him=right=nowK

on
through
up

Ill have to
through
up

put=you
to=themK
when Ive got more
informationK

Ive been calling all

morning and I cant

Exercise 2. Youll hear part of a talk in which a training officer is giving advice to
some=trainees=on=telephone=techniquesKiisten=to=the=recording=and=fill=the=gaps=in=the
summaryW
NKfdentify=yourself=by=giving=your=_________=and=your=_________=in=the=companyK
OKMake sure youre talking to the __________ ___________.
PK Say right away what youre calling about. Be _________, and dont waste time.
QKIf its a ___________ __________, say that youll _________ _________ at once.
qhen=start=the=call=againK
RK Speak slowly and clearly, but in a friendly voice. ___________while youre
speakingK
SK Dont use ___________ terms or ___________, because the other person may not
understand=these=as=well=as=you=doK
TK dive=important=informationI=like=figuresI=__________I=__________I=dates=and=so
onI=slowly=and=carefullyK
UKDont _________ the other person even if you think you know what he or she is
going=to=sayK
VKDont phone during the other persons ___________ _________- find out what
time=it=is=in=the=other=country=before=you=callK
NMK
__________ _________ all the important information youre given by the other
personK
bxercise=PK=cill=the=gaps=with=suitable=words=from=the=listW
busy=ErpFLengaged=Ed_F
dialingErpFLdialingEd_F
off=the=hook ringing

collect=call=ErpFLtransferred=charge=call=Ed_F
personJtoJperson=callErpFLpersonal=call=Ed_F
area=code

qo=make=a=callW=first=listen=for=the=KKKKKKKKKKKKKKKKKKKKKKKKKKKKKK=tone=and=dial=the=numb
NK
erK
With any luck, youll hear a tone telling you that the number is ................... . If
the other phone is being used youll hear the ................ tone.
VQ

OK qo==make=an=international=callW=first=dial=the=international=codeI=then=the=country
code, then the .. and finally the number you require.
PK If you want the other person to pay for the call you can make a .....
QK
ff=you=want=to=talk=to=a=particular=person=you=can=make=a=KKKKKKKKKKKKKKKKKKK
RK If you dont want to be interrupted, you can leave the phone .............
bxercise=4Koead=this=newspaper=article=and=do=the=exercise=belowW
qeb jlBfib melkb
jAohbq fp Blljfkd
qhere=are=now=over=one
million
telephone
subscribers=in=the=rh=J=the
most in buropeK
_ut
pcandinavians=are=the=most
enthusiastic mobile phone
usersK Almost one in=a
hundred pwedes has a
mobile=phone=compared==to
one=in=five=hundred==for=the
rhK blsewhere=in=burope
the=use=of=the=mobile=phone
has=been=limitedK
qhe=growth=in=the=rh=is
partly=due=to=its=deregulated
telecommunications market
and==the competition this
introducedW at=the=momentI
the=cost=of=owning=a=portable
phone in==the rh is the
cheapest=in=buropeK=rsing=a
portable=phone=in=pweden=is=more=than=twice=as=expensive=as=in=the=rh=and=in=crance=and
dermany=it=costs=almost=five=times=as=muchK
qhe=introduction=of=mobile=phones=is=slowly=increasing=around=buropeK=qhe=derman
government=has=authorized=a=third=cellular=network=to=cope=with=new=demandK=fn=ftaly=a
consortium is competing to provide the countrys second system. It has been calculated
there=will=be=PM==million=portable=phones=in=use=in=burope=by=the=year=OMMMK=fn=bastern
burope=the=figure=will=be=around=NKR=millionK
Correct=the=false=statementsK=thich=of=these=statements=are=true=according=to=the=report?
NKqhe=rKhK=has=the=highest=percentage=of=mobile=phone=users=in=buropeK
OKjobile=phones=are=more=popular=in=pcandinavia=than=in=bC=countriesK
PK rsing=a=mobile=phone=in=crance=is=five=times=as=expensive=as=in=pwedenK
QK_y=the=end=of=this=centuryI=there=will=be=more=than=one=million=portable=phones=in
bastern=buropeK
kow=check=that=you=know=what=these=words=mean=by=choosing=the=correct=answerK
RKA=telephonesubscriber is
aK=a=person=who=has=a=telephone
bK=a=person=who=has=shares=in=the=telephone=company
cK=a=person=who=works=in=telecommunications
SKqo cope with a=demand=is=to
aK=meet=and=satisfy=it
bK=to=stimulate=and=encourage=it
cK=to=provide=competition=for=it
TKthen=a=market=isderegulated
aK=a=standard=system=has=been=imposed
bK=prices=have=been=kept=as=low=as=possible
cK=government=control=has=been=reduced
VR

UKA consortium is
aK=a=group=of=companies=in=competition=for=a=contract
bK=a=state=authority
cK=a=group=of=companies=working=together
bxercise=RK=oead=the=following=article=which=gives=you=advice=on=making=telephone=callsK
aiscuss=it=in=groupsW
vou=are=probably=used=to=making=informal=calls=to=family=and=friendsK=then=making
calls=to=companiesI=howeverI=some=special=rules=and==conventions=applyK=qhis=article
explains=how=to=call=someone=in=a=company=that=you=do=not=know=personally=Ethe=most
common=kind=of=formal=call=made=by=studentsF=and=give=you=some=models=and=language
that=you=can=useK
deneral=rules
then=making=a=formal=callI=three=rules=should=influence=your=choice=of=wordsW

Be brief KDo not waste the receivers time.

Be clear Kbxplain=the=background=and=purpose=of=your=callK
Be politeK Recognize the receivers point of view.

qhese=rules=can=sometimes=conflictK=ff=you=are=too=briefI=you=may=confuse=the=receiver
or=appear=impoliteK=qry=to=balance=the=three=rulesK
jaking=a=call=to=someone=you=do=not=know
qhe=most=difficult=calls=to=make=are=calls=to=people=that=you=do=not=knowK=rsuallyI=the
purpose=of=your=call=will=be=to=make=a=request=for=information=or=a=meetingK=qhis=kind=of
call=can=be=divided=into=sections=according=to=the=function=each=servesW

iocate=the=person
jake=request
jake=arrangement
Close=the=call

fn=the=following=examplesI=we=will=imagine=that=you=are=calling=jrK=iau=to=arrange=a
visit=to=his=officeK
iocate=the=person
ff=the=person=you==want=to==speak==answers=the=callI=this=part=is=simpleK=ff=the=receiver
gives=her=name=when=he=answers=your=callI=you=can=skip=to=the=next=stageK=ff=the=receiver
does=not=give=his=nameI=you=can=confirm=that=you=have=the=right=personW
eelloI=is=that=jrK=iau?
jore=often=the=number=that=you=have=will=connect=you=to=an=operator=or=secretaryK=fn
VS

this=case=you=will=have=to=ask=to=speak=to=jrK=iauW
Hello, Id like to speak to Mr. Lau Kam-Cheong, please.
ff=jrK=iau=is=not=availableI=you=will=need=to=find=out=when=you=can=speak=to=himW
Could=you=tell=me=when=he=will=be=available?
ff=the=person=you=are=calling=has=a=busy=scheduleI=you=may=have=to=call=several=timesK
then=you==are=finally=connectedI=it=is=best=to==pretend=that=this=is=your=first=callK=ao==not
mention=how=difficult=it=was=to=make=contact!
pometimesI=you=will=not=know=the=name=of=the=person=who=might=be=able=to=help=youK
fn=this=caseI=you=can=state=your=request=and=then=sayW
Could=you=put=me=through=to=someone=who=might=be=able=to=help=me?
iocating==someone=at=a=company
from=person=to=personK=qry=not=to=let

can=be=frustrating==if=you==are=passed
your=frustration=show!

jake=request
jaking==a=request=involves=three
backgroundI=and=making=the=request

stagesW=introducing==yourselfI=giving
itselfK

fntroduce=yourself=by=giving=your=name=and=explaining=who=you=areW
Im ...., Im a first-year student at Hong Kong University....
ff=you=have=been=given=the=receiverDs=name=by=someone=elseI=you=should=also=mention
thisW
jrK=Chan=from=burasia=mroducts=suggested=that=f=call=youKKKK
dive=the=background=to=your=request=by=explaining=why=you=are=making=itW
Im doing a project on work experience and I need to arrange a visit to a company in
your=fieldKKKK
jake=your=request=politely=and=clearlyK=jake=sure=that=the=receiver=knows=exactly=what
agreeing=to=your=request=will=involveW=how=much=of=her=time=will=it=involve=and=what=will
she=or=her=staff=will=have=to=doW
f=wonder=if=f=could=pay=a=visit=to=your=office=for=an=hour=or=so=sometime=in=the=next=two
weeksI=to=talk=to=one=of=your=staff=aboutKKKK
jake=arrangement
VT

ff=the=person=you==are=calling==agrees=to=your=requestI=it=is=important=to==make=a=clear
arrangementK=ff=you=are=arranging=a=meetingI=for=exampleI=arrange=the=time=and=place=and
make=sure=you=know=where=to=go=and=what=to=do=when=you=get=thereK=jake=a=note=of=all
the=information=so=that=you=do=not=need=to=call=back=again=to=find=out=something=you=have
missedK
ff=the=person=you=are=calling=cannot=agree=to=your=requestI=he=may=modify=itK=iisten
carefully=and=try=to=fit=in=with=his=scheduleK
ff=the=person=you==are=calling==cannot=agree=to=your=request=at=allI=ask==if=he=knows
someone=else=who=can=helpW
ao=you=know=anyone=else=who=might=be=able=to=help=me?
thether=the=receiver=can=help=you=or=notI=thank=her=and=close=the=call=politelyK
Close=the=call
As=the=callerI=it=is=your=job=to=close=the=call=when=you=have=got=the=information=you
needK=rnless=the=receiver=shows=that=he=wants=to=talkI=it=is=not=polite=to=chat=once=your
business=is=finishedK=ff=there=is=a=difficult=silence=at=the=end==of=the=callI=it=is=probably
because=you=are=not=doing=your=job=of=closing=the=callK=vou=can=do=this=by=confirming=the
arrangementW
So, Ill come to your office on Monday at 10....
thanking=the=receiverI
qhank=you=very=much=for=your=helpKKKK
and=saying=goodbye
doodbyeKKKK
In each case, wait for the receivers response before you go on to the next stage. Wait
until=you=have=heard=the=receiver=say=goodbye=before=you=hang=upK
bxercise=SK Youll hear three messages which you are taking on behalf of your
colleagueI=jrK=CollinsK=iisten=to=the=recording=and=fill=the=gaps=in=these=notesW
NKprpAk=doAkq=of=oichmond=ptudios=called=about=order=for=N=x=jn=OMI=sent=P=weeks
ago=J=on=___________=of=this=monthK
pent=you=cheque=for==_________=to=get=it=at=special=offer=price=but=no=________=of=orderK
mlease=confirm=receipt=of=order=and=______________K
Any=problemsI=phone=pusan=drant=on=MPMP=__________K
then=can=she=expect=__________?
AddressW=___________eigh=ptreetI=toodbridgeI=__________I=fmNO=Qpg
VU

OKmbqbo=__________=of=bastern=bnterprises=in=_________=calledW
Cant ______________ on _____________ afternoon because of problem with hotel - no
room=because=of=______________K
All=other=hotels=in=town=full=because=of=_______________K
till=come=on=jonday=morning=E___________F=if=lh=with=youK
mlease=tell=him=if=this=change=of=date=is=___________K
mlease=call=him=if=you=have=ideas=for=__________=on=SNT=_____________K
PK_____________=calledW
ptaying=O=extra=days=in=___________=and=trying=to=get=flight=back=on=__________K=airect
flight is full theyve put him on ___________.
jay=not=be=back=till=_____________K
ff=not=backI=please=take=over=at=meeting=on=quesday=with=_______________K
All info in file on his desk with _________s name on.
mlease=collect=lKcK=from=____________=eotel=first=thing=in=the=morningK
Any=problemW=leave=a=message=at=his=hotel
E___________F=or=send=fax=E______________FK
bxercise=TK=cill=in=the=gaps=with=the=following=wordsW
automatic call dial dialing=tone directory engaged
receiver subscribers number trunk=code vellow=mages

exchange

operator

vou==need==to=make=a=telephone=NF________==K=qhen=make=sure=you==have=your
correspondents number close at hand. Telephone numbers consist of a 2) ____________
and==a=PF=_____________K
If you dont know your contacts number, look it up in the
telephone=QF=_________==of=the=RF=____________K
qhe=latter=contains=the=telephone
numbers=of=businesses=and==traders=in=your=areaK
qhe=next=thing==you==do=is=lift=the=SF
_____________==and==TF=_________==or=press=the=numberK
vou=will=then=hear=a=UF
______________K=ff=the=number=is=VF=_____________=you=will=hear=an=engaged=toneK=_ad
luckI
you
will
have
to
ring
back
laterK
fn=a=companyI=the=first=person=who=answers=the=phone=will=often=be=the=NMF
____________K=ee=J=but=still=more=oftenW=she=J=will=put=you=through=to=the=person=you
requireK qhe
operator
operates
the
telephone
NNF ___________K
fn=an=increasing=number=of=businesses=however=manual=exchanges=are=replaced=by=direct
lines=or=NOF=_____________=exchangesK
bxercise=UK=oead=this=dialogue=and=choose=the=best=answerW
oeceptionistW qhank=you=for=phoning=japle=aental=ClinicK=pylvia
NFspeaksLspeakingLcalls . How can I help you?
qhelmaW ei=pylviaK= 2) This be/Its/I am qhelma=toods=callingK=eow=are=you=today?
oeceptionistW Im fine, Mrs. Woods. How are you?
qhelmaW tellI=actuallyI=f=have=a=bit=of=a=sore=toothK=f=was=hoping=arK=jorris=would=have
some=time=to=see=me=this=weekK
VV

oeceptionistW Im 3) afraid/scared/worried hes booked this week. I can put you in for 2
pm=next=quesdayK=eow=does=that=sound?
qhelmaWqhat=would=be=greatK
oeceptionistW Ill have to give you the address of our new office.
qhelmaWOh, thats right, you moved.
oeceptionistW vesI=we=moved=downtownK=ao=you=have=a= 4) pen handy/the handy pen/the
available=pen ?
qhelmaWCould=you=hold=on=a= 5) buzz/moment/time pleaseK=KKKlkayI=go=ahead=pylviaK
oeceptionistW lkayI=we=are=at=TOP=_altic=AvenueK=puite=MMQK
qhelmaW SFff=you=couldLmlease=can=youLtould=you=mind= spelling that for me?
oeceptionistW Sure. Thats seven-twenty-three Baltic B 7) for Bear/as if Brave/as in
_ravo , A as in Alpha, L as in Lima, T as in tango, I as in India, and C.
qhelmaW OK, great. Ill see you on Tuesday then.
oeceptionistW lhI= 8) Great for/Pleased to/Thanks for=callingK=pee=you=thenK
qhelmaW qhanksK=_yeK
bxercise=VK=oead=this=dialogue=and=choose=the=best=answerW
ieslieW NFeello?Lei?Lves ?
CameronW eiI=is=this=ieslie?
ieslieWvesK= 2) Who are you/And you/Whos this ?
CameronWIts Cameron here. Is Maria 3) inside/in/where ?
ieslieWkoI=she=just= 4) came/stepped/gone out for=a=momentK=Can=f=take=a=message?
CameronW vesI=thanksK= 5) Could you/Would you mind/Can you be ask=her=to=meet=me=at
the=Capitol=Q=movie=theatre=at=T=pm=tonight?
ieslieW pureK=gust=let=me=write=that=downK=lhI=CameronK=Could==you== 6) hold
offLholdingLhold= for a second? I have to take another call.
CameronWko=problemK
ieslieW eiK=porry=about=thatK=kow=could==you==please= 7) say again/repeat/review that
information? I didnt have a pen handy.
CameronWSure. Its the Capitol 4 theatre at 7 oclock.
ieslieWOkay, Ive got it. Is there anything else?
CameronWNo, thats great.
ieslieWOkay. Uh-oh, theres my other line again. Id better 8) call/run/hang on K
CameronW lkayI=thanks=againK=_ye=for=nowK
ieslieW VF_ye=byeL_ye=tooLpee=you=again .
bxercise=NMK=oead=this=dialogue=and=choose=the=best=answerW
eostessWPepis Pizza. How can I 1) call/answer/help you?
CustomerWHi. Id like to order a pizza please.
eostessW Okay. Ill have to transfer your call to our take-out department. 2) One/This/A
moment=pleaseK
oecorded jessageW Thank you for calling Pepis Pizza. All of our operators are busy
working= 3) today/and away/at the moment K=mlease=hold=for=the=next=available=personK
qakeJout ClerkW qhank=you=for=waitingK=kaoko=is= 4) hear/speaking/talks K=fs=this=for=takeJ
NMM

out=or=delivery?
CustomerWaelivery=pleaseK
qakeJout ClerkW Can=f=have=your=name=and=address=please?
CustomerWjy=name=isKKK
qakeJout ClerkW Sorry, its really busy in here. Could you 5) speak out/speaking/speak up
a=little=please?
CustomerWlhI=sureK=qhis=is=Angie=pmithK=jy=address=is=number=two=cront=ptreetK
qakeJout ClerkW fs=that=an=apartment=or=a=house?
CustomerWIts an apartment. Number seventeen.
qakeJout ClerkW lkayK=And=what=would=you=like=to=order=today?
CustomerWId like a large pepperoni pizza with mushrooms, olives and extra cheese.
qakeJout ClerkW Im sorry, my English isnt 6) better/very strong/easy K=Could=you=slow
down=a=little=please?
CustomerWNo problem. Thats a large pizza.
qakeJout ClerkW iarge=pizzaK=lkayK
CustomerWAnd Id like it with pepperoni and mushrooms.
qakeJout ClerkW mepperoni=and=mushroomsK=fs=there=anything=else?
CustomerWvesI=olives=and=extra=cheese=pleaseK
qakeJout ClerkW Okay. Ive 7) got your message/got information/got it all down K
CustomerWdreatK=And=how=long=will=that=be?
qakeJout ClerkW ft=will=be=about=thirty=minutesI=jiss=pmithK
CustomerWAnd=how=much=will=it=cost?
qakeJout ClerkW Umcould you please 8) hold off/holding/hold on while=f=check=with
the=kitchen?
CustomerWDont worry about it. I have to go. I have another call 9) came/to come/coming
through . Thank you. Bye for now.
qakeJout ClerkW lkayK=qhanks=for=callingK=_yeK
Exercise 11. It isnt always easy to understand people over the phone. Youll hear
some=orders=being=placed=but=each=caller=is=talking=quickly=or=unclearlyK=iisten=carefully

and=work=out=what=the=callers=are=sayingK=qick=E=F=the=information=that=is=givenW
PMM=kilos=of=white=mice
NU=cents=per=kilo
O=boxes=striped=pyjamas
NNR=per=box
qhe=total=price=is=QIOVR=francsK
lur=phone=number=is=QRSUVQK
QM=kilos=@=NQ=per=kilo
lrder=numberW=dg=QMQ
VM=items=will=cost=ARMM
ftem=codeW=oAb=TT

PMM=kilos=of=white=rice
UM=cents=per=kilo
O=boxes=ripe=bananas
NRM=per=box
qhe=total=price=is=QIORV=francsK
lur=phone=number=is=QRSVUQK
NQ=kilos=@=QM=per=kilo
lrder=numberW=gd=QMQ
RMM=items=will=cost=AVMM
ftem=codeW=Abf=TT
NMN

bxercise=NOK=mut=your=chairs=back=to=back=and=practice=speaking=on=the=phoneK=tork=in
groups=of=twoK=vou=will=be=taking=in=turns=to=roleJplay=a=phone=callK=oead=the=following
instructionsW
ptudent=AK You are Mr/Ms. Peterson, in charge of shipping customers orders and
answering=queries=about=delayed=shipmentsK
qhese=orders=have=been=held=up=for=the=reasons=givenW
oevised=shipment=dateW
ARG 4581 delay due to rejection by Quality Control.
th
PM of=this=monthK
RAJ 4581 delay due to staff sickness in Production Dept. Revised shipment date
some=time=next=weekK=Air=freight=at=no=extra=chargeK
ptudent=_K=vou=are=jrLjsK=iaoueI=a=customerK=vou=are=the=callerK
Call=jrLjsK=meterson=to=find=out=whether=the=goods=you=have=ordered=have=been
dispatched=yetK
was=oAg=QRUNK=qhe
qhe order number
date=you=placed==the
order was ganuary
NSK If they havent
been=sentI=try=to=get
himLher=to=hurry=them
upK
can
expect
the
Ask=
exactly
when=you

goods=to==arriveK ff
necessaryI
heLshe
can=call=you=back=with
this
information
EMOP==NRRM=extension
MNUFK

NMO

rkfq NMW dfsfkd A prCCbppcri mobpbkqAqflk

bxercise=NK=A=speaker=is=going=to=address=delegates=at=an=international=conferenceK=All=the
special=equipment=and=audioJvisual=aids=have=been=preparedK=fdentify=the=ten=items=in=the
listW
eKgK=NM=Z=iectern

lectern overhead=projector podiumLplatform whiteboardLscreen

marker=pens pointer
slides microphone flipcharts
slide=projector
qhere=are=three=other=items=on=the=table=J=small=and==yet=importantW=a=glassI=a
NNF
__________=of=water=and=an=NOF__________K

NMP

bxercise=OK=oead=the=following=text=about=making=a=successful=presentationW
jost=presentations=are=divided=into=P=main=parts=EH=questionsFW
N

fkqolarCqflk

Blav

ClkCirpflk

nuestions

nuestions
As=a=general=rule=in=communicationI=repetition=is=valuableK=fn=presentationsI=there=is=a
golden=rule=about=repetitionW
NKpay=what=you=are=going=to=sayI
OKsay=itI
PK then=say=what=you=have=just=saidK
fn=other=wordsI=use=the=three=parts=of=your=presentation=to=reinforce=your=messageK=fn=the
introductionI=you=tell=your=audience=what=your=message=is=going=to=beK=fn=the=bodyI=you
tell=your=audience=your=real=messageK=fn=the=conclusionI=you==summarize=what=your
message=wasK
fntroduction
qhe=introduction=is=a=very
most=important=J=part=of
the first impression that
vou==should==concentrate=on
rightK=vou=should==use=the

important J perhaps the

your=presentationK=qhis=is
your=audience=has=of=youK
getting==your=introduction
introduction=toW

NKwelcome=your=audience
OKintroduce=your=subject
PK outline=the=structure=of=your=presentation
QKgive=instructions=about=questions
qhe=following==table=shows=examples=of=language=for=each=of=these=functionsK=vou=may
need=to=modify=the=language=as=appropriateK
cunction
NK telcoming
your audience

mossible language

dood=morningI=ladies=and=gentlemen
dood=morningI=gentlemen
dood=afternoonI=ladies=and=gentleman

NMQ

dood=afternoonI=everybody

OK fntroducing
your subject

f=am=going=to=talk=today=aboutKKK
qhe=purpose=of=my=presentation=is=to=introduce=our=new=range
ofKKK

PK
lutlining
your structure

To start with Ill describe the progress made this year. Then
Ill mention some of the problems weve encountered and how
we overcame them. After that Ill consider the possibilities for
further growth==next yearK cinallyI Ill summarize my
presentation=Ebefore=concluding=with=some=recommendationsFK

QK
diving
instructions
about questions

ao=feel=free=to=interrupt=me=if=you=have=any=questionsK
Ill try to answer all of your questions after the presentation.
f=plan=to=keep=some=time=for=questions=after=the=presentationK

_ody
The body is the real presentation. If the introduction was well prepared and delivered,
you will now be in control. You will be relaxed and confident.
qhe=body=should=be=well=structuredI=divided=up=logicallyI=with=plenty=of=carefully=spaced
visualsK
oemember=these=key=points=while=delivering=the=body=of=your=presentationW

do=not=hurry
be=enthusiastic
give=time=on=visuals
maintain=eye=contact
modulate=your=voice
look=friendly
keep=to=your=structure
use=your=notes
signpost=throughout
remain=polite=when=dealing=with=difficult=questions

Conclusion
rse=the=conclusion=toW
NKpum=up
OKEdive=recommendations=if=appropriateF
NMR

PK qhank=your=audience
QKfnvite=questions
qhe=following==table=shows=examples=of=language=for=each=of=these=functionsK=vou=may
need=to=modify=the=language=as=appropriateK
cunction

mossible language

NKpumming up

qo=concludeIKKK
fn=conclusionIKKK
kowI=to=sum=upKKK
So let me summarize/recap what Ive said.
cinallyI=may=f=remind=you=of=some=of=the=main=points
weve considered.

OKdiving
recommendations

fn=conclusionI=my=recommendations=areKKK
f=therefore=suggestLproposeLrecommend==the=following
strategyK

PKqhanking your
audience

jany=thanks=for=your=attentionK
jay=f=thank=you==all=for=being==such==an=attentive
audienceK

QKfnviting questions

f=would=be=happy=to=answer=any=questionsK
ff=you==have=any=questionsI=f=would==be=pleased==to
answer=themK
f=would=welcome=any=commentsLsuggestionsK
Now Ill try to answer any questions you may have.
Can=f=answer=any=questions?
ao=you=have=any=questions?
Are=there=any=final=questions?

nuestions
nuestions are a good
opportunity for you to
interact=with=your=audienceK
ft=may=be=helpful=for=you=to
try
to
predict
what
questions=will=be=asked==so
that=you==can=prepare=your
response=in=advanceK=vou
may wish to accept
questions at any time
during=your=presentationI=or
to=keep=a=time=for=questions
after your presentationK
kormallyI
its
your
decisionI=and==you==should
make=it=clear=during==the
introductionK=_e=polite=with=all=questionersI=even=if=they=ask=difficult=questionsK=qhey=are
showing=interest=in=what=you=have=to=say=and=they=deserve=attentionK
NMS

bxercise=PK eere=are=the=introductions=to=two=different=presentationsK=peparate=the=two
presentations=and=put=them=in=the=correct=orderW
aK At=the=end=f=will=suggest=practical=ways=in=which=you=as=managers=can=motivate
both=yourselves=and=the=people=who=work=for=youK
bK dood=morning=ladies=and=gentlemenI=and=welcome=to=our=session=on=the=dynamics
of=motivationK
cK qhen=f=will=give=a=short=demonstration=of=our=prototype=and=explain=what=we=have
already=achievedK
dK mlease=feel=free=to=raise=questions=at=any=time=on=technical=or=financial=aspects=of
the=project=and=f=shall=do=my=best=to=answer=themK
eK qo=begin=withI=f=shall=outline=the=main=goals=of=the=projectK
fK f=would=like=to=ask=you=to=keep=any=questions=you=may=have=until=the=endI=when=f
hope=we=will=also=have=time=to=discuss=your=personal=experiences=and=particular
work=situationsK
gK cinallyI=f=shall=move=on=to=the=major=commercial=applications=and=potential=returns
on=investmentK
hK f=will=then=turn=to=what=we=really=mean=by=motivationI=and=look=at=the=internal=and
external=factors=that=play=a=part=in=creating=itK
iK dood=afternoon=ladies=and==gentlemenK=f=would==like=to=talk==to==you=this=afternoon
about=why=we=feel=our=interactive=video=project=is=worth=investing=inK
jK f=shall=start=by=looking=at=why=motivation=is=so=important=and=why=the=ability=to
motivate=is=a=vital=management=skillK
mresentation=N
_____b_____
___________
___________
___________
___________

mresentation=O
_____i_____
___________
___________
___________
___________

bxercise=4K=oead=this=introduction=to=a=presentationK=Choose=the=correct=words=or=phrases
in=italicsW
dood=afternoonI=ladies=and=gentlemen=and=welcome=ENF= in/to/for our=seminar=on=corporate
property=managementK=f=would=like=to
EOF= begin/starting/commence by=EPF= drawing/telling/outlining some=of=the=main=EQF
explanationsLmattersLissues= in corporate property management
ERF= so that/for/in order you==will=be=able=to==judge=whether=your=company=is=devoting
sufficient=time=to=this=questionK
f=will=then=ESF= look/turn/change to=some=of=the=legal=and=financial
ETF= queries/aspects/pieces of=property=managementI=and=will
EUF= tell/look/explain how=your=companies=may=be=affected==by=current=and==future
legislationK=f=will=EVF= illustrate/give examples/discuss of=the=kinds=of=problems=our=clients
have=faced=and=explain=what=was=done=to=solve=themK
f=will=finish=ENMF= by/with/in giving=a=brief=resume=of=the=consultancy=service=that=we=offerI
and=f=will=explain=what=you=ENNF= need/shall/should do=if=you=would=like=to=look=into=the
matter=furtherK
NMT

As=we=are=rather=ENOF= hurried/pressed/short for=timeI=f=would=be=grateful=if=you=could=ENPF

restLstayLsave= any questions you may wish to (14) riseLraiseLarise= until the end, when I
will=ENRF= do/make/have my=best=to=answer=themK
Exercise 5. Listen to Mr. Lopez presentation. Below are some notes made by one of
his colleagues. Unfortunately he has misunderstood some of Mr. Lopez points. To help
correct=these=pointsI=write=true=or=false=against=each=statementK
aK jrK=iopez=is=bnglishK
bK te=are=planning=to=launch=the=product=next=weekK
cK qhe=new=product=is=an=orangeJflavoured=drinkK
dK Citrus=fncorporated=have=not=produced=a=lemon=drink=for=two=yearsK
eK bveryone=thinks=there=is=a=gap=in=the=marketK
fK jarket=studies=prove=that=the=market=is=shrinkingK
gK te=are=aiming=at=a=new=type=of=consumerK
hK qhe=container=design=is=unchangedK
iK qhe=design=of=the=packaging=will=mean=that=the=product=is=cheaperK
jK qhe=drink=comes=in=both=bottles=and=cansK
kK qhe=flavour=is=rather=artificialK
lK qhe=calorieJcontent=of=the=drink=is=relatively=lowK
bxercise=SK=iistening=comprehensionK
thy=is=it=important=for=you=to=be=able=to=present=information=effectively?
tho=do=you=give=presentations=to?
that=are=the=most=important=ingredients=in=an=effective=presentation?
iisten=to=the=presentation=on=qime=janagement=and=answer=these=questionsW
NKqhe=speaker=wants=to=show=you==how=you==can==be=more=effective=at=workW=true=or
false?
OKthat=two=things=does=she=say=stop=you=from=being=effective=at=the=moment?
PK that=are=the=three=ways=in=which=you=can=subject=yourself=to=high=levels=of=stress?
QKthat=is=the=result=of=stress?
RK qypicallyI=stress=is=related=to=jobs=with=high=salariesW=true=or=false?
SK that=is=one=thing=she=suggests=you=do=to=reduce=your=working=hours?
TK ff=you=want=to=delegate=workI=you=have=to=decide=what=to=delegate=andKK
UKqo=help=you=manage=your=time=more=effectivelyI=what=does=she=suggest=you=start
saying=to=other=people?
kow=listen=again=for=specific=language=and=answer=these=questionsW
VKWhat phrase does she use to introduce her presentation? (Id like ...)
NMK
What phrase does she use to introduce her examples? (First...)
NNK
She uses two phrases when she is referring to her chart: what are they? (this
chart .As...)
NOK
that=does=she=say=to=signal=that=she=wants=to=talk=about=her=second=point?
NPKHow does she show that she wants to develop this point? (I would like to...)
NMU

NQK
dive=the=phrases=that=indicate=she=is=listing=pointsK
NRK
eow=does=she=show=she=is=going=to=give=her=conclusion?
ao=you=think=it=is=a=good=presentation?=dive=reasons=for=your=answerK

NMV

rkfq slCABriAov
rkfq NW fkqolarCqflk fkql Brpfkbpp bkdifpe
NKannual=business
OKbad=business
PK blueJcollar=worker
QKbooming=business
RK business
SK business=competition
TK business=corporation
UKbusiness=hours
VKchallenge
NMK
consumer=demand
NNK
customer
NOK
dirty=business
NPKfinance
NQK
firing
NRK
forJprofit=business
NSKfreelance
NTK
human=resource=management
NUK
incentive
NVK
increment
OMK
job=security
ONK
justJinJtime=inventory
OOK
marketing
OPKmonkey=EfunnyF=business
OQK
nonJprofit=business
ORK
operating=costs
OSKperks
OTK
personal=business
OUK
personalized=sales
OVK
prestige
PMK
production
PNKprofit
POKpromotion
PPKretail
PQKrevenues
PRKselfJemployed
PSKsickness=benefit
PTKteam=spirit
PUKto=be=in=business
PVKto=be=out=of=business
QMK
to=build=up=business
QNK
to mind ones own business
QOK
to=obtain=a=loan
QPKto=pay=bills
QQK
to=raise=capital
NNM

QRK
to=resign
QSKunsociable=hours
QTK
whiteJcollar=worker
QUK
wholesale
QVK
workaholic
rkfq OW obCorfqjbkq
NKapplicant
OKapplication
PK background
QKbonus
RK candidate
SK career
TK challenge
UKcommodity
VKcompetitive
NMK
computerJliterate
NNK
consumer=demand
NOK
covering=letter
NPKcustomer
NQK
Cs=Ecurriculum=vitaeFLresume
NRK
demeanor
NSKemployment=agencyLrecruitment=agency
NTK
essentialLcrucialLvitalLimportant
NUK
eye=contact
NVK
final=decision
OMK
forJprofit=business
ONK
fringe=benefits
OOK
from=scratch
OPKgroup=discussion
OQK
human=resourcesLstaffLpersonnel
ORK
income
OSKintelligence
OTK
job=slots
OUK
laborer
OVK
labour=rate
PMK
labour=turnover
PNKletter=of=application
POKmarital=status
PPKnonJprofit=business
PQKoperating=costs
PRKpromotion
PSKrecession
PTKrecruitmentLhiringLemployment
PUKredundancy
PVKreferee
QMK
reference
NNN

QNK
respect
QOK
result
QPKshortlist
QQK
team=spirit
QRK
to=accept=a=job
QSKto=apply=for=a=job
QTK
to=appoint
QUK
to=be=EgoF=on=the=dole
QVK
to=be=appropriate
RMK
to=be=in=business
RNK
to=be=on=offer
ROK
to=be=out=of=business
RPKto=build=up=business
RQK
to=conduct=the=interview
RRK
to=cut=back
RSKto=dig=for=dirt
RTKto=establish=rapport
RUK
to=fill=outLin
RVK
to=go=up=the=career=ladder
SMK
to=make=an=advantage=of=smth
SNKto=meet=qualifications=for=the=job
SOKto mind ones own business
SPKto=neglect
SQKto=offer=the=job
SRKto=raise=capital
SSKto=recruitLto=hireLto=employ
STKto=reduce=unemployment
SUKto=retain
SVKto=take=advantage=of=smth
TMK
to=turn=down=the=job
TNK
trainee
TOK
unpaid=leave
TPKwageLsalary
TQK
wholesale
rkfq PW tofqfkd Cs Aka ibqqbo lc AmmifCAqflk
NKaffiliation
OKaward
PK background
QKbiJlingual
RK blocked=or=open=punctuation
SK career
TK challenge
UKconsistently
VKcover=letter
NMK
Cs=Ecurriculum=vitaeF
NNK
date=of=birth
NNO

NOK
education
NPKexperience
NQK
fluent
NRK
graphology
NSKinterest
NTK
job=objective
NUK
letter=of=application
NVK
miscellaneous
OMK
nationality
ONK
native=language
OOK
qualifications
OPKreference
OQK
skill
ORK
sludge=pile
OSKtenured=position
OTK
to=enclose
OUK
to=toss
OVK
training
PMK
work=history
rkfq QW glB fkqbosfbtp
NKappearance
OKarms=folded=across=your=chest
PK attributes
QKbody=language
RK bottom=line
SK casual
TK casual=cridays
UKcheap=commodity
VKconfidence
NMK
eye=contact
NNK
family=status
NOK
follower
NPKfollowJup=letter
NQK
gesture
NRK
impression
NSKinappropriate=questions
NTK
intelligent
NUK
intimidating
NVK
inviting
OMK
job=offer
ONK
leader
OOK
marital=status
OPKneat
OQK
outcome
ORK
panel
OSKpoliteness
NNP

OTK
posture
OUK
reliability
OVK
selfJconfident
PMK
skill
PNKspontaneous
POKstylish
PPKteam=player
PQKthank=you=noteLfollow=up=letter
PRKto=afford
PSKto=be=anxious
PTKto=bring=smth=up
PUKto=disrupt
PVKto=entail
QMK
to=establish=rapport
QNK
to=fit=in
QOK
to=handle=adversity
QPKto=interact
QQK
to=rehearse
QRK
to=reiterate
QSKtraits
QTK
weird=questions
rkfq RW Brpfkbpp bqfnrbqqb
NKabsentee
OKaccessibleLapproachable
PK accountability
QKaccuracy
RK adversarial
SK arrogant
TK assertive
UKattitude
VKawareness
NMK
boardroom
NNK
bribe
NOK
business=suit
NPKcanteen=culture
NQK
casual=clothes
NRK
casualLdress=down=cridays
NSKchaotic
NTK
companyLcorporate=culture
NUK
competitive=edge
NVK
conservative
OMK
cornerstone
ONK
corporate=social=responsibility=ECpoF
OOK
credible
OPKdecisionJmaking
OQK
deference=for=Z=respect
NNQ

ORK
devious
OSKdistance
OTK
efficiency
OUK
embedded
OVK
entertaining
PMK
ethics
PNKeyeJcontact
POKfamiliarity
PPKformal=clothes
PQKforms=of=address
PRKgesture
PSKhandful=of=smth
PTKhandshaking
PUKhardJworking
PVKheated=discussion
QMK
hospitable
QNK
hospitality
QOK
humiliation
QPKindifferent
QQK
individualistic
QRK
inevitable
QSKinterruptionI=to=interrupt
QTK
janitorial=staff
QUK
lazy
QVK
lively
RMK
longJhours=culture
RNK
macho=culture
ROK
management=layers
RPKmean
RQK
meticulous
RRK
misconduct
RSKmisunderstanding
RTKmodest
RUK
narrowJminded
RVK
nasty
SMK
negotiations
SNKnoisy
SOKpatient
SPKpayJforJperformance
SQKpolite
SRKprecedence
SSKprobity
STKprogressive
SUKpromotion=by=seniority
SVKprompt=delivery
TMK
public=holiday
TNK
publicJspirited
TOK
punctuality
NNR

TPKqualityJconscious
TQK
quiet
TRKrelaxed
TSKremote
TTKreserved
TUK
rude
TVK
sales=rep
UMK
serious
UNK
smart=casual
UOK
smokescreen
UPKsocial=rank
UQK
stereotypes
URK
stony=silence
USKsubordinate
UTK
superior
UUK
taskforces
UVK
team=of=equals
VMK
to=be=engaged=in
VNK
to=be=familiar=with
VOK
to=be=likened
VPKto cross ones legs
VQK
to=differentiate=by=position
VRK
to=diffuse=tension
VSKto=evolve
VTK
to fold ones arms
VUK
to=frown
VVK
to=generate=new=ideas
NMMK
to=reinforce=teamJspirit
NMNK
to=underestimate
NMOK
to=withdraw
NMPK
tolerant
NMQK
transparency
NMRK
trustworthy
NMSK
unfriendly
NMTK
unkempt
NMUK
unobtrusive
NMVK
unpredictable
NNMK
unshaven
NNNK
verbal=combat
NNOK
wellJgroomed=hands
NNPKwellJorganized
NNQK
working=breakfast
NNRK
working=schedule
rkfq SW qvmbp lc Brpfkbpp lodAkfwAqflkp
NKoff-the-shelf company
OKagreement=of=association=EcompanyI=etcKF
NNS

PK articles=of=incorporation
QKassets
RK association
SK bankruptcy
TK board=of=directors
UKbond
VKbookkeeping
NMK
business=incubator
NNK
bylawsI=statutes
NOK
CgpC=Eclosed=joint=stock=companyF
NPKcollateral
NQK
common=stock
NRK
company
NSKcompetitor
NTK
contract
NUK
contractual=disputes
NVK
corporate=charter
OMK
corporate=entity
ONK
corporation=EincorporationF
OOK
costly
OPKdividends
OQK
entrepreneur
ORK
expenses
OSKfactors=of=production
OTK
financial=backer
OUK
financial=gain
OVK
financial=statement
PMK
forJprofit=corporation
PNKfranchise
POKfranchise=agreement
PPKfranchisee
PQKfranchisor
PRKfraud
PSKfrom=time=immemorial
PTKgeneral=partnership
PUKgoodwill
PVKindividual=Eprivate=entityF
QMK
inventory
QNK
investment
QOK
joint=venture
QPKjointJstock=company
QQK
law=of=the=jurisdiction
QRK
legal=person=EentityF
QSKlegislation
QTK
limited=liability
QUK
limited=partnership
QVK
iiC=Elimited=liability=companyF
RMK
losses
NNT

RNK
mandatory=arbitration
ROK
market=share
RPKmemorandum=of=association
RQK
net=worth
RRK
nominate=contract
RSKlgpC=Eopen=joint=stock=companyF
RTKopportunity=costs
RUK
organization
RVK
overJtheJcounter=stocks
SMK
partnership
SNKpersonal=income=tax
SOKpreferred=stock
SPKpremises=Ereal=estateF
SQKprofit=vs=loss
SRKproprietor
SSKproprietorship
STKreceipts
SUKrecord=keeping
SVKregulations
TMK
reward
TNK
risk
TOK
royalty=fee
TPKshares=EstocksF
TQK
sole=proprietorship
TRKsole=trader
TSKstartup
TTKstock=market
TUK
stockholder=EshareholderF
TVK
supply
UMK
time=factor
UNK
to=assign
UOK
to=bear=risks=and=losses
UPKto=charge
UQK
to=come=to=prominence
URK
to=contribute=money
USKto=evolve
UTK
to=found=a=company
UUK
to=give=rise=to=litigation
UVK
to=go=bankrupt
VMK
to=issue=EeKgK=sharesF
VNK
to=lodge=a=complaint
VOK
to=make=EconcludeF=contracts
VPKto=make=a=transaction
VQK
to=open=a=bank=account
VRK
to=owe
VSKto=own
VTK
to=pay=the=debts
VUK
to=raise=capital
NNU

VVK
to=reap=profits
NMMK
to=register=a=company=EcorporationI=etcKF
NMNK
to=run=a=company=EcorporationI=etcKF
NMOK
to=soar=popularity
NMPK
to=sue=Eto=be=suedF
NMQK
to=terminate=the=contract
NMRK
to=track=expenses
NMSK
trademark
NMTK
tradeJoff
NMUK
treasurer
NMVK
unlimited=liability
NNMK
voting=rights
NNNK
word=of=mouth
rkfq TW CljmAkv pqorCqrob
NKacquisition
OKarray
PK assembly=line
QKassets
RK at=full=capacity
SK autonomous
TK borrowing
UKbusiness=entity
VKcash=balance
NMK
chain=of=command
NNK
containLinclude
NOK
corporation
NPKcredit=facilities
NQK
customercentric approach
NRK
decentralization
NSKdelayering
NTK
downsizing
NUK
empowerment
NVK
farsighted
OMK
fiscal=year=Z=financial=year
ONK
fledgling=firm
OOK
flexible
OPKfrom=the=bottom=up
OQK
functional=structure
ORK
hierarchical=structure
OSKhierarchy
OTK
incompatible
OUK
individual=proprietorship
OVK
infrastructure
PMK
inherent=problems
PNKinnovative
POKline=authority
NNV

PPKline=structure
PQKmanpower
PRKmanual
PSKmarket=share
PTKmatrix=structure
PUKmerger
PVKmilestone
QMK
output
QNK
outsourcing
QOK
product=line
QPKproduction=facilities
QQK
profit=margin
QRK
pyramidal=structure
QSKretained=earnings
QTK
sales=force
QUK
staff=structure
QVK
subordinates
RMK
superior=Z=boss
RNK
takeover
ROK
to=assist
RPKto=back=out=of
RQK
to=be=accountable=to=Z=to=be=responsible=for
RRK
to=be=divided=into
RSKto=be=in=charge=of
RTKto=come=in=for
RUK
to=come=up=with
RVK
to=consist=ofLto=be=composed=ofLto=be=made=up=of
SMK
to=cut=back=on
SNKto=delegate=responsibility
SOKto=demolish
SPKto=fire=up
SQKto=flop
SRKto=get=down=to
SSKto=get=on=to
STKto=get=rid=of=smth
SUKto=impede
SVKto=keep=pace=with
TMK
to=keep=up=with
TNK
to=lay=the=cornerstone
TOK
to=live=up=to
TPKto=maintain
TQK
to=make=redundant
TRKto=pool=together
TSKto=put=in=for
TTKto=put=up=with
TUK
to=recommence
TVK
to=report=to
UMK
to=spearhead
NOM

UNK
to=split=up
UOK
to=typify
UPKtransfer=prices
UQK
versatile
URK
zest=for
USKCompany=structureW
aK _oard=of=airectors
bK Chairman=Ed_FI=mresident=ErpF
cK janaging=airector=Z=ja=Ed_FI=Chief=bxecutive=lfficer=Z=Cbl=ErpF
dK mroduction=aepartment
eK jarketing=aepartment
fK cinance=aepartment
gK oesearch=and=aevelopment=aepartment=EoCaF
hK mersonnel=aepartment
iK jarket=oesearch=aeptK
jK pales=aeptK
kK murchasing=aeptK
lK Accounts=aeptK
mK=Conference=ooom
nK oeception
oK mlanning=aept
rkfq UW jlkbv jAqqbop
NKaggregate=demand
OKaid
PK alimony
QKallowance
RK bargain
SK barter
TK bid
UKblackmailer
VKbribe
NMK
buck=Z=dollar
NNK
building=society
NOK
business=venture
NPKcash
NQK
cashier
NRK
checkable=deposit
NSKchecking=account
NTK
coinage
NUK
commodity=money
NVK
consumption
OMK
convertibility
ONK
cost=of=living
OOK
credit=card
OPKcurrency
OQK
current=account
NON

ORK
debit=card
OSKdeflation
OTK
demand=deposits
OUK
deposit=account
OVK
depreciation
PMK
devaluation
PNKdiscount
POKdistribution=of=wealth
PPKdividend
PQKdouble=coincidence=of=wants
PRKdown=payment
PSKdurable
PTKduty
PUKexchange=value
PVKexcise=duty
QMK
exorbitant
QNK
expenditure
QOK
extravagant
QPKface=value
QQK
fare
QRK
fee
QSKfiat=moneyLpaper=money
QTK
fine
QUK
fraud
QVK
free=of=charge
RMK
frugalLeconomicalLthrifty
RNK
gratuity
ROK
grossJprofit
RPKhard=up
RQK
heir
RRK
income
RSKincome=tax
RTKincrements
RUK
inflation
RVK
inheritance
SMK
installment
SNKinterest
SOKinterest=rate
SPKintrinsic=value
SQKinvoice
SRKlegacy
SSKlegal=tender
STKliquidity
SUKmaintenance
SVKmanaged=currency
TMK
means=of=payment
TNK
medium=of=exchange
TOK
miser
NOO

TPKmonetary=unit
TQK
money=circulation
TRKmortgage
TSKnear=money
TTKnestJegg
TUK
net=profit
TVK
on=credit
UMK
overdraft
UNK
overpriced
UOK
penalty
UPKpocket=money
UQK
premium
URK
priceless
USKprincipal
UTK
prosperous
UUK
purchasing=power
UVK
quid=Z=pound
VMK
ransom
VNK
rebate
VOK
reduction
VPKrefund
VQK
relief
VRK
representative=money
VSKreturn
VTK
reward
VUK
royalty
VVK
sale
NMMK
savings
NMNK
savings=account
NMOK
scarce=goods
NMPK
scarceLtight=money
NMQK
settlement=of=debts
NMRK
share
NMSK
standard=of=value
NMTK
store=of=value
NMUK
subsidy
NMVK
supplement
NNMK
surplus
NNNK
swindler
NNOK
time=deposit
NNPKto=be=backed=by
NNQK
to=be=brokeLbankrupt
NNRK
to=be=in=the=black
NNSKto=be=in=the=red
NNTK
to=borrow
NNUK
to=deposit=money
NNVK
to=haggle
NOMK
to=inherit
NOP

NONK
to=invest=money
NOOK
to=lend
NOPKto=pay=off
NOQK
to=put=money=aside
NORK
to=redeem
NOSKto=save=money
NOTK
to=squander
NOUK
to=tackle
NOVK
to=toss
NPMK
to=withdraw=money
NPNKtoken=coin
NPOKtransaction
NPPKtravelers check
NPQKturnover=of=money
NPRKunemployment=benefit
NPSKunit=of=accounting
NPTKwear=and=tear
NPUKwell=off
NPVKwill
NQMK
windfall
NQNK
worthless
rkfq VW qbibmelkfkd
NKanswering=machineLansaphone
OKarea=code
PK collect=callLtransferred=charge
QKcountry=code
RKdialling=tone=ErpW=dial=toneF
SK direct=line
TK engaged=tone=ErpW=busy=toneF
UKextension=number
VKhave=the=wrong=number
NMK
home=number
NNK
mobile=phone=Erp=alsoW=cell=phoneF
NOK
number=unobtainable
NPK
off=the=hook
NQK
operator
NRK
personJtoJperson=callLpersonal=call
NSK
receiver
NTK
subscriber
NUK
switchboard
NVK
the lines busy
OMK
to=catch=something
ONK
to=connect
OOK
to=dial
OPK
to=dial=a=wrong=number
OQK
to=fix=an=appointment
NOQ

ORK
to=get=back=to=somebody=on=something
OSK
to=put=somebody=through
OTK
to return somebodys call
OUK
work=number
OVK
Can=f=take=a=message?
PMK
Can=she=call=you=back=when=she=gets=in?
PNK
Can=we=fix=an=appointment?
POK
Could=you=speak=more=slowlyI=please?
PPKCould=you=spell=that=for=meI=please?
PQK
aoes=qhursday=suit=you?
PRK
dood=morningI=this=is=eeike=eohner=calling=from=dermanyK
PSKf=look=forward=to=hearing=from=you=soonK
PTKId like to leave a message for ...
PUK
Id like to speak to Mr./Ms. Smith, please.
PVK
Ill get back to you on that.
QMK
Ill give her the message as soon as possible.
QNK
Im afraid hes away on business.
QOK
Im afraid shes not in the office today.
QPK
Im calling about
QQK
Im returning your call.
QRK
Im sorry, the lines busy/engaged.
QSK
Just a moment, please. Ill put you through.
QTK
iet=me=check=my=diaryK
QUK
Sorry, I didnt catch that.
QVK
qhank=youK=_yeK
RMK
qhanks=for=your=helpK
RNK
that=was=your=name=againI=please?
ROK
tould=you=like=to=call=back=later?
RPK
Youre welcome. Bye.
rkfq NMW dfsfkd A prCCbppcri mobpbkqAqflk
NKaudience=rapport
OKbody=language
PK flip=chart
QKhandout
RK lectern
SK lKeKqK=J=abbrK=overhead=transparency
TK overhead=projector=J=lKeKmK=abbrK
UKpodiumLplatform
VKpointer
NMK
slide
NNK
to=commence
NOK
to=illustrateLto=give=examples
NPKto=outline
NQK
visual=aids
NRK
whiteboard
qAmbpCofmqp
NOR

rkfq NW fkqolarCqflk fkql Brpfkbpp bkdifpe

bxercise=NMK
Conversation=NK
st
N woman: I think its time that smoking was forbidden once and for all in all offices.
st
N man: I agree entirely. And I think the management should be firm on this. It should
be abolished on the firms premises.
nd
O woman: Now wait a minute. I cant say I share your views on that. The staff should
be=asked=to=vote=firstK
nd
O man: Now, thats just what I was thinking. We dont live in a dictatorship, you know.
f=think=grown=people=should=be=allowed=to=decide=for=themselves=if=they=want=to=smoke=or
notK
rd
P man: Maybe, but dont you think non-smokers health can suffer if the smokers are
allowed=to=continue?
rd
P woman: Quite right, I couldnt agree more. And it might also be a way of educating
people=to=live=and=work=in=a=more=healthy=fashionK
Conversation=OK
st
N man: You know what, I think all companies should offer their employees free lunches.
st
N woman: Quite right, I couldnt agree more with that. After all of we have to work here
all day and have no time to go home in the lunch hour its only fair.
nd
O man: f=can=see=what=you=meanK
But what happens if the canteen food doesnt suit
you? Or just isnt tasty?
nd
O woman: Thats a good point. _ut=f=still=think==free=lunches=are=a=good=ideaK
qhe
company=should=have=to=give=the=employee=the=money=to=buy=their=ownI=if=the=lunches=are
not=satisfactoryK
rd
P man: Yeah, Im all in favour of that. The company made very high profits last year.
qhey=can=afford=itK
th
Q man: I couldnt agree more. They could offer a wide variety of dishes to suit all tastes.
ft=would=be=only=fairK
rd
P woman: Hm, I see things rather differently myself. I would like my lunch hour left to
myself=to=decide=where=and=what=f=eatK
Conversation=PK
st
N man: Its quite clear that overtime should be abolished so that people without jobs can
find=workK
st
N woman: Yes, Im all in favour of that. It would mean that lots of extra jobs could be
createdK
nd
O man: Well, my opinion, for what its worth, is that the employers are not prepared to
take=on=additional=staffK=qhey=say=it=would=be=too=expensiveK
nd
O woman: Now, thats just what I was thinking. And another thing. If overtime is cut,
itll simply mean that well have to work twice as hard in normal working hours for the
same=moneyK
rd
P man: I dont think its a good idea either. The people who are unemployed are not
necessarily=the=ones=who=have=the=skills=to=do=our=jobsK
th
Q man: Perhaps, but dont you think we need to demonstrate to the management that we
are=prepared=to=consider=alternatives=to=increased=overtimeK=AnywayI=my=wife=and=family
are=sick=of=not=seeing=me=as=much=as=they=couldK
NOS

rd

P woman: Thats a good point and we should also emphasize that the company should
take=on=unemployed==people=and==retrain=them=in=the=necessary=skills=they=might=not
possessK
Conversation=4K
st
N man: You know, I believe that we managers should have far more control over what
employees=doK
st
N woman: You know, thats exactly what I think. We need to know what work they are
doing=at=every=point=during=the=dayK=qhat=is=the=only=rational=way=to=organize=an=office
todayK
nd
O man: I cant say I share your views on that. My employees are not machines. Theyre
human=beingsK fn=my=experience=you==get=work=done=far=more=efficiently=if=you==allow
employees=to=work=at=their=own=paceK
nd
O woman: Now, thats just what I was thinking. The important thing is to allow each
individual=to=work=at=a=certain=number=of=tasksI=but=not=to=watch=over=them=too=closelyK
qhey=do=a=better=job=that=wayK
rd
P woman: f=can=see=what=you==meanI=but=my=experience=shows=that=only=certain
employees=can=be=left=entirely=aloneK=qhe=rest=need=watching=closely=or=else=they=waste
the firms time. And they are here to work after all.
rd
P man: Maybe, but dont you think, there is a limit to how closely we should watch our
staff? After all, I dont know about you, but I only have one pair of eyes. I cant watch 25
people=all=at=once=and=do=my=own=work=at=the=same=timeK
rkfq OW obCorfqjbkq
bxercise=UK
iinda: Excuse me, Mr. Lyle. Heres Mr. Frame to see you.
iyle: Thank you, Linda. Good morning, Mr. Frame. Please come in.
crame: Good morning, Mr. Lyle.
iyle: Please take a seat. May I introduce you to Mr. Coates here, our Training Manager.
crame: How do you do, Mr. Coates.
Coates: Good morning, Mr. Frame. I hope you had a pleasant journey? No trouble finding
us?
crame: No. No trouble at all, thanks.
iyle: Thats fine. Now then, lets look at your application form. Hmm. Well, first of all,
jrK=crameI=can=you=tell=us=why=you=want=to=train=as=a=manager=with=us=here=at=dalaxy
iimited?
crame: Its umits a job Im interested in, and I really want to work in industry, Mr.
iyleK=And=your=company=is=one=of=the=best=knownK
Coates: You say its a job youre interested in? What do you mean?
crame: Well, of course I have no experience as a manager, and I dont know very much
about=making=chocolatesK=_ut=the=job=description==you=sent=me=when=f=applied=was=very
interestingK=f=meanI=f=decided=f=wanted=a=job=like=this=when=f=was=at=universityK
iyle: Yes, theres a note about it here. Lets see. That was three years ago. In London,
wasnt it?
crame: Thats correct. I finished there in 1978 and then I went to business school for two
yearsK
Coates: Where you passed your diploma?
crame: Yes. Just last month.
NOT

iyle: Well, certainly your references are very good, Mr. Frame. But you say you finished
at=business=school=only=last=monthK=fs=this=your=first=interview?
crame: No, this is my second. And I have two more this week.
Coates: Are they all for this sort of job? Same sort of vacancy?
crame: Yes, they are. Its what I want to do for a living.
iyle: Excuse me. Come in? Ah, Linda. Coffee, is it?
iinda: Tea, actually.
Coates: Oh well, its hot and wet, right?
iinda: Right. Tea, Mr. Frame?
crame: Thank you, yes.
iinda: Milk?
crame: Yes, please.
iyle: Thank you, Linda. We can manage from here.
Coates: What subjects did you like most at business school?
crame: The work on personnel. I liked that the most, really.
Coates: Can you explain why?
crame: I think its because I like working with people. And Im very interested in
personnel=recruitment=and=trainingK
iyle: Fine. And what about hobbies?
crame: I enjoy sport. I play football and tennis.
Coates: Do you study at all?
crame: I go to evening classes for German lessons.
iyle: Well, I think thats all that Mr. Coates and I want to ask you for now. Is there
anything=that=you=want=to=ask=us?
crame: Umyes, there is. How long is the training? Is it a very long programme?
Coates: Its a two-year programme. You work with a number of different managers
during=this=time=in=a=number=of=different=officesK=At=the=end=of=the=two=years=we=decide=on
the=work=that=youDre=best=atK
crame: I see. And what about conditions? Can you tell me anything about holidays and,
umI=things=like=that?
iyle: To start, there are four weeks of holiday a year. Then there is the firms canteen, of
course
Coates: - very good value for money, our canteen
iyle: - and the starting salary for our Trainee Managers is between 4,500 and 5,500 a
yearK=vour=starting==salary=depends=on=your=ageI=you==seeI=and==on=your=experienceI
qualificationsI=and=so=onK
crame: I understand.
iyle: Good. Is there anything else you want to ask us?
crame: No, I dont think so.
iyle: Thats fine, then. Well, Mr. Frame, thank you very much for coming to see us. We
hope=to=be=able=to=let=you=know=about=the=job=in=about=two=weeksK
rkfq PW tofqfkd Cs Aka ibqqbo Aka AmmifCAqflk
bxercise=OK
qhe=most=important=thing=about=applying==for=a=job=is=that=the=letter=you=send=should=be
clearI=positive=and=shortK=vou=obviously=have=to=include=basic=information=like=your=name
and address, and a number where they can contact you during the day, but Id leave out
NOU

other personal information. Dont state your age, for example, you can put in your date of
birth if you wish, but I think its preferable to let the employer work that out from the
dates of your education. And theres certainly no need to include anything about your
family. Dont mention children or parents! I think work experience is more important than
education, unless of course youre applying straight from school.
qhose=are=the=essentialsK=qhen=there=are=a=few=less=important=detailsK=jention=spareJtime
interests=if=you==can=make=them=memorableI=not=just=things=like=reading==and==stamp
collecting. And put in your achievements, if youve done something youre particularly
proud of. And if its a big company, dont forget to say exactly what job youre applying
forK
bxercise=4K
eere=are=ten=golden=rules=for=a=letter=of=applicationK
ao=write=clearlyK
Dont use a pencil: write in ink on plain writing paper, or type if you can.
ao=include=your=phone=number=if=you=have=oneK
ao=include=the=name=and=address=of=the=firmI=and=a=reference=number=if=there=is=oneK
Do find out the name of the person youre writing to, and how to spell it.
Do state the reason why youre writing in the first paragraph.
Dont sound negative or pessimistic, or over-confident either.
Dont give the impression that youre not going to stay long in the job.
Dont finish the letter Yours faithfully unless=you=have=started= Dear Sir K
ao=write=your=name=clearly=under=the=signatureK
bxercise=UK
qutor: Hello. Jonathan Briggs, isnt it?
g_: Yes, thats right.
qutor: Do come in and sit down.
g_: Thanks.
qutor: Right. Well, Jonathan, as we explained in your letter, in this part of the interview
we like to talk through your application formyour experience to date, etcand then in
the=second=part=you=go=for=a=group=interviewK
g_: Group interviewyes, I understand
qutor: Soyour first degree was in Economics?
g_: Yes, but I also did Politics as a major strand.
qutor: And you graduated in 1989. And I see you have been doing some teaching
g_: Yes, I worked as a volunteer teacher in West Africa. I was there for almost three years
in total from 1990 toumm1992.
qutor: How interesting. What organization was that with?
g_: Its not one of the major ones. Its called Teach South.
qutor: Oh, right. Yes, I have heard of it. It operates in several African countries, doesnt
it?=And=what=kind=of=school=was=it?
g_: A rural co-operative.
qutor: Oh, a rural co-operative, how interestingand what did you teach?
g_: A variety of things in different yearsummmI didwith Forms 1 to 3 mainly
deography=and==some=bnglish=with=corm=RKqhen=in=my=final=year=f=took=on=some
Agricultural Science with the top yearthats Form 6.
qutor: Right. Quite a variety then
NOV

g_: I also ran the school farm.

qutor: How interesting
g_: Ill be honest with you. At the end of the first year I really wanted to leave and come
homeK
qutor: Why was that?
g_: WellI was very homesick at first and missed my family
qutor: UmmI can quite understand that.
g_: and I also found it frustrating to have so few teaching resources, but I did decide to
stay=and=in=the=end=f=extended=my=tour=to=a=third=yearK
qutor: Right. Things must have looked up then?
g_: Yes. We set up a very successful project breeding cattle to sell locally.
qutor: Really?
g_: And then after a lot of hard work we finally got funds for new farm buildings.
qutor: And you wanted to see things through?
g_: Uh-huh.
qutor: And is that why you want to train to teach Geography?
g_: Yes. Ive had a couple of jobs since then but I now realize I like teaching best. And I
chose Geography becausebecause it is my favourite subjectand also because I think it
has=so=many=useful=applicationsK
qutor: Wellyou certainly have had some interesting work experience. Ill ask you now
to go on to the next stage of
rkfq QW glB fkqbosfbtp
bxercise=OK
cirst=interview
fnterviewer: Good morning, Miss
pue=gones: Miss Jones. Good morning.
fnterviewer: Miss Jones, yes, right. Hi. Umnow, youd like to join our team, I gather.
pue=gones: Yes, I would.
fnterviewer: Thatsthats very good.
ErId like to know a little bit about you.
Perhaps you could tell meperhaps we could startif you could tell me a bit about your
educationK
pue=gones: Oh yes, right. Well, I left school at 18 and for the first two years I went to
Gibsons, you might know them, theyre an engineering firm.
fnterviewer: Ah, yes, right.
pue=gones: Umand after that, I wanted to do a course, so II did a one-year full-time
mA=course=and=went=back=to=dibsonsK=f=was=mA=to=the=bxport=airectorK=f=stayed=there=for
another two years andand then moved on to my present company. Umthats Europa
MarketingumMr. Adair, the marketing director, offered me a job because Gibsons
hadKKKhad=worked=quite=a=lot=with=buropa=jarketingK
fnterviewer: Oh, yes, Europa Marketingyes.
pue=gones: And Ive been with them for three years nowumfirst with the Marketing
Director and...and now Im with the Sales Director.
fnterviewer: Thats all very interesting, Miss Jones. UrnIId like to know, what did
you=enjoy=most=at=school?=that=was=the=course=that=you=enjoyed=most?
pue=gones: Ahforeign languages I liked best.
fnterviewer: Foreign languages?
NPM

pue=gones: We did French and German. Yes.

fnterviewer: Mhm. And are you quite fluent in those now or?
pue=gones: Yes, a bit rusty now, butumobviously the more travel I can do the more I
can use my languages and Id like to learn another language. Id like to add Italian as well.
fnterviewer: Italian?
pue=gones: Yes.
fnterviewer: Very good, very good, that...that might be very useful. Nowertell me a
little bit abouterthe work youre doing at present.
pue=gones: Umwell Europa Marketing is a marketing and publicpublic relations
companyK
fnterviewer: Yes, Ive heard of it.
pue=gones: And they dothey do consultancy work for companies operating in the UK
and European markets. Erour clients come from all over the worldumwe deal with
some of them byby post, but most of them come to our offices and at least once during a
projectK=f=assist=the=pales=airector=by=arranging=these=visitsI=setting==up==meetings=and
presentations and II deal with all her correspondence. Ive not been able to go with her
on anyon any of her trips abroad, but IIve been to firms in this country, several times
on my ownumto make these arrangements.
fnterviewer: It sounds as if youre very happy there, Miss Jones. Im curious why youd
like=to=leave=them=and=join=our=company?
pue=gones: WellumI know the reputation of Anglo-European and it has a very good
reputationK=And=f=feel=that=f=would=have=more=scope=and=opportunity=in=your=company=and
the=work=would=be=more=challenging=for=meK=f=might=be=able=to=possibly=travel=and=use=my
languages because at the moment most of my work isis rather routine secretarial-type
work and I like the idea of moreumchallenges in my life really
fnterviewer: Yes, aha, aha.
pecond=interview
fnterviewer: yes, well, your CV seems pretty well up to scratch. Now, I wonder, can
you=tell=me=more=about=yourself?
qom=oichards: Umwell, I
fnterviewer: Yes?
qom=oichards: IImwell, I think Im seriousserious-minded, Icalm
fnterviewer: Youre calm?
qom=oichards: Yes, well, yes, I like a joke, though, good sense of humour. I dont panic in
a crisis and II enjoy working with all kinds of people. II even likeumppeople
who=areI=you=knowI=badJtempered=or=something=like=thatK
fnterviewer: Yes, but whwhere do you see yourself in lets say five years time?
qom=oichards: Umwell, Isort of the long-range thing. Well, II see myself in the
public relations anderwell, one day I must admit I would rather like to open up my
own=consultancy=in=my=own=home=townK
fnterviewer: Mhm, what is it specifically about Anglo-European PR that attracted you?
qom=oichards: Erwell, first of all, I want to leave my present employers because theyre
a small company anderI know about Anglo-European PR, I mean, theyre atheyre
a good company, larger. I think Ill have more scopeerthe work will be more
challenging. I mean, quite a lot of what I do at present is quite boring, itsits routine
secretarial=workK
fnterviewer: Andand youd like to move on?
NPN

qom=oichards: Yes, if I could, you know, hopefully to a job that gives me more
opportunityK=po=f=can=use=my=initiativeK
fnterviewer: Mhm.
qom=oichards: Can I just ask you this question? Excuse meId like to know if I get this
job with Anglo-European, would I be able toumwork abroad in one of your overseas
branches?
fnterviewer: Oh, yes, certainly.
qom=oichards: Oh, good.
fnterviewer: Umour staff regularly do six-month placements in other branches.
qom=oichards: Six. Oh well, thats good.
fnterviewer: So Im sure you might
qom=oichards: Umthats what Im interested in.
fnterviewer: Mhm. Can IdI know were all human beings here and Id like to know
whKKKwhat=you=consider=your=strengths=and=your=weaknessesK
qom=oichards: Umstrengths and weaknesses? Haha. Well, II mentioned before, I
think my sense of humourerand my ability to work with all types of people is a
particular=strengthK
fnterviewer: Yes.
qom=oichards: My weakness? I dont know, I suppose Im a bit of a perfectionistIIm
quite often dissatisfied with what Ive done. I always think I can do it better, you know, or
in=a=different=wayK
fnterviewer: I wouldnt call that a weakness, Id call that a strength.
qom=oichards: Wellahwell, thats good, wellI mean, apart from that II suppose I
get a little bit sort of full of the Wanderlust and thats why I want to travel. Im easily
bored with repetition anderand procedure.
fnterviewer: Do you have a lack of commitment?
qom=oichards: No, not at all. Noeronce my goals are set and Ive got the right sort of
initiative thenerIIm as committed as anybody.
fnterviewer: Not one of these people who wanders off?
qom=oichards: No, not at all.
fnterviewer: Nowumiis there anything else youd like to ask me?
qom=oichards: Ahayes, if I can get down to the nitty-gritty: would the salary be
reviewed=at=the=end=of=the=year?
fnterviewer: Yes, the salary withe salary would be reviewed every six months.
And
after six months youd also be eligible to hare the companys bonus scheme.
qom=oichards: Oh, I didnt know that. Oh, thats good, yes.
fnterviewer: Right, wellumtime is pressing on, Im afraid, so thank you very much
for coming to see me and well be in touch with you before the end of the week.
qom=oichards: Good. Well, thank you for seeing me.
fnterviewer: Goodbye.
qom=oichards: Bye.
rkfq RW Brpfkbpp bqfnrbqqb
bxercise=RK
NKAlex=thiteI=a=new=employeeI=meets=Chris=dreyK
Alex White: Id like to 1) introduce myself. My names Alex White and Im the new
export=sales=coordinatorK
NPO

Chris=dreyW lhI=yesK Ive heard of you. How 2) do you do? Im Chris Grey.
PF
Pleased to meet you.
OKiiz=gonesI=a=colleague=from=CanadaI=is=visiting=the=office=in=iondonK
Tony Harris: Ms. Smith, Id 4) like you to meet Mrs. Jones. Mrs. Jones is from our
sales=office=in=qorontoK
iiz=gonesW=ei!
Claire Smith: 5) How do you do, Mrs. Jones? Ive been 6) looking forward to meeting
youK
iiz=gonesW=lhI=please=TF=call=me=iizK
Claire Smith: And Im Claire.
iiz=gonesW=eiK
Claire=pmithW=tellI=iizI=did=you=UF=have=a=good=journey?
Liz Jones: Yeah, not too bad
PKjiss=iucasI=a=visitor=from=ArgentinaI=is=introduced=to=jrK=bvansK
Mrs. Green: Mr. Evans, 9) have you met Miss Lucas? Shes from Argentina.
Mr. Evans: Yes, I think weve met before. Its 10) good to see you again!
Miss Lucas: Thats right, hello again. 11) How are you?
jrK=bvansWFine, thanks
bxercise=NRK
ppeaker=N=mollyI=from=waire
molly: My name in Polly Matembeka. Im from Zaire. I dont know if you know the
country, where is it? In Africa, in the mid land of Africa. Its a huge country which has got
about=nine=bordersK
fnterviewer: Id just like to ask you a bit about work in Zaire. Can you tell me how long
the=working=day=is=J=what=time=people=start=and=finish=work?
molly: Usually people start at 8 oclock and finish about 4.00. But it depends on the
factory=or=the=company=your=are=working=inK=qhere=are=those=who=are=wellJorganized=who
want=to=start=at=TKPM=and=finish=just=PM=minutes=beforeK=And=those=who=start=at=UKPMK=po=it
depends=on=the=managementK
fnterviewer: po==it=depends=on=the=companyI=somewhere=between=TKPM==and==UKPM=in=the
morningK
molly: Yeah.
fnterviewer: And do people stop for lunch?
molly: Yes, they stop at, er, 12.30 normally for one hour and a half and then they come
backK
fnterviewer: Do they go home for lunch?
molly: Some of them, but there is some restaurants nearby to sell food and people who are
not, dont have cars or for who their homes are very, are not very near the company wish
to=go=just=nearby=and=buy=some=food=and=then=come=back=to=workK
fnterviewer: What time do people finish work?
molly: They finish about 4 oclock.
fnterviewer: What do they do after work, in their leisure time?
molly: Thats very interesting because you know in my country people love, you know,
the=time=after=the=work=so=some=of=them=go=to=drink=some=beerI=local=beerI=a=kind=of=lager
which=is=very=popular=and=then=they=go=back=home=after=having=some=beer=somewhere=but
it=depends=on=each=otherK
fnterviewer: And what sort of clothes do people wear to work?
NPP

molly: They wear smart clothes, because when you are not smart I think you cant work.
The boss can ask you to go back, to go back home andbut its really forbidden to wear,
you=knowI=whatever=you=likeK=qhere=is=special=clothes=for=workK=bspecially=suitsK
fnterviewer: And ties?
molly: No, we dont wear ties in Zaire.
fnterviewer: Too hot?
molly: No, its political reason.
fnterviewer: Oh, I see.
molly: About 20 years ago, or 22 years, the President forbade people to wear ties, until
nowI=but=since=the=last=year=they=start=againK
ppeaker=O=johammedI=from=_angladesh
fnterviewer: And how long is the normal working day?
johammed: Well, we start at 7.30 and we end at two oclock in the afternoon. Thats the
normal=working=dayK
fnterviewer: And which days of the week are holidays?
johammed: Fridays. Yeah? Fridays.
fnterviewer: What sort of clothes do people wear in offices?
johammed: Oh, normal clothes er, are um, trousers and shirts.
fnterviewer: Tie?
johammed: Um, tie? No, not usually, unless there is something formal.
fnterviewer: What do people do in the evenings?
johammed: Uh, you see, uh, um, from two oclock they are free, so usually they do a
little=bit=of=shopping=in=the=afternoon=and=erI=usually=they=stay=with=their=families=and=take
their children out and
bxercise=NSK
ppeaker=N
fnterviewer: What do most people want to do when they visit Zaire?
molly: When people visit Zaire they want to visit people and go to visit sights, touristic
sights which are very popular in Africa. I dont know if you have heard about safari
You can take your safari from Kenya until Zaire because its only one land, one savannah.
Its very beautiful. Its very attractive and weve got a lot of rivers and very beautiful.
fnterviewer: When visitors come, do they manage to meet local people?
molly: qhere=is=a=difference=between=people=who=visit=the=country=especially=American
people=and=buropean=peopleK=then=the=American=come=they=usually=go=straight=to=people
and=stay=with=themK=qhey=come=with=carsI=big=cars=for=travelling=and=they=stay=with=local
peopleK=_ut=buropean=want=to=stay=in=hotels=and=go=to=visit=people=and=then=come=back=to
hotels=which=isI=you=knowI=very=differentK
fnterviewer: And do you find that visitors are willing to try the local food?
molly: vesI=yes=f=think==soK=bspecially=the=AmericanI=when=they=come=they=usually=go
straight=to=those=low=restaurants=when=they=can=find=only=local=foodsK=And=they=want=to=try
themK
fnterviewer: Is it very spicy?
molly: Not really, not very spicy - we usually cook with vegetables, its not very spicy.
fnterviewer: Do you think there are any customs that tourists particularly have problems
with?
molly: Yes, we have too many customs. Ok, when tourists come in Zaire, I told you that
they go straight to people. And people are veryyou know, they dont mind meeting
NPQ

other=peopleK=vou=know=we=are=sociable=when=someone=comes=in=a=family=you=have=to
take him to the neighbour; Oh, IveIve got a visitor and so on and so on; so maybe in
five minutes everybody comes to visit us and youd be surprised to find a huge number of
people=around=youI=trying=to=ask=you=questions=and=so=onI=which=is=very=strangeK
ppeaker=O
fnterviewer: ao=foreigners=have=difficulty=in=adjusting=to=your=customs?=Are=there=are
customs=that=cause=them=problems?
johammed: I dont think there is any.
fnterviewer: Are you ever irritated by the behaviour of foreign visitors?
johammed: No not at all, (laugh) no.
fnterviewer: What do you feel about visitors who, who dont try to learn the language for
example?
johammed: Well, er, I, we dont mind and er, we expect that they, they wont be able to
learn our language because its, its a difficult language.
fnterviewer: What about people who dont try the local food?
johammed: Ah, ah, what I, I have a feeling that they try our local food because thats
different, thats something er, specially, you know, er, hot and (Mm) so they do try often..
fnterviewer: And like it?
johammed: Yeah. They, they do say they like it.
fnterviewer: Um, does it bother you if people wear holiday clothes all the time, I mean
very=informal=clothes?
johammed: No, no, we rather expect them to wear holiday clothes, yeah.
fnterviewer: And==what=about=people=who=come=to==_angladesh=and==see=nothing==but=the
tourist=sights?
johammed: Well, okay, er, Bangladesh is full of er, ordinary people, and I think it would
be=better=for=the=tourists=to=see=ordinary=people=rather=than=those=few=tourist=sightsK
rkfq SW qvmbp lc Brpfkbpp lodAkfwAqflkp
bxercise=NNI=NOK
ppeaker: Now Ill assume you all know what a franchise is. Yes? So lets have a look at
the=roles=of=the=franchisor=and==the=franchiseeKfn=most=cases=the=franchisor=usually
supplies=seven=thingsK
Firstly, an established product or service and a well-known brand image. And then hell
supply an operating manual, showing how the business should be set up and run. Hell
also=supply=helpI=advice=and==training==in=setting==up==the=businessK
Hell normally give
continuing advice and training during the life of the franchise. And then hell normally
supply all the equipment thats required to set up the business.
Then hell continue to
supply a stock of the product, which hell be able to obtain cheaply in bulk.
qhis=may
result in savings, or depending on the franchisors mark-up, commit the franchisee to
buying at above market price. And lastly, hell be responsible for local, national and even
international=advertisingK
nuestioner: Sorry to interrupt, but I think its important to emphasize that the on-going
support=you=mention=may=vary=a=lot=from=franchise=to=franchiseK=qhe=brand=image=of=the
product=and=the=level=of=help=you=get=at=startJup=are=visibleK=_ut=what=is=likely=to=happen
afterI=sayI=twelve=months=of=operating==the=franchise=is=much=harder=to==foreseeK
cor
exampleI=if=things=go=wrong=and=your=profits=are=lowI=you=need=to=know=what=kind=of=help
youre likely to get do the franchisors advisers or trouble-shooters visit regularly? Do
NPR

they have a mobile back-up team to take over in an emergency? I think its important to
be=clear=about=things=like=thatK=Are=there=any=other=things=like=that=you=need=to=be=beware
of?
ppeaker: lhI=yesK vesI=f=agree=with=you=about=the=importance=of=thisK
vesI=there=are
many=other=aspects=of=continuing=supportK=vou=need=to=know=if=there=will=continue=to=be
refresher courses to retrain staff and if there are, will these courses be good and how
much will they cost? Youll also want to know if the franchisor is devoting part of his
profits=to=onJgoing=research=and=development=of=the=productK
And==you=also=want=to=be
sure that, if hes charging you a levy for advertising, that this moneys actually being spent
in advertising. That kind of thing. But lets discuss this later on.
nuestioner: Thank you. Yes.
ppeaker: Now, if we look briefly at the other side of the operation: what the franchisee
brings to the business. The first thing he brings Ill call the person he, though of course
it=may=well=be=a=she!=qhe=first=thing=he=brings=is=capitalW=he=has=to=pay=a=capital=sum=to
buy=the=franchise=for=a=particular=territoryW=for=a=big=hamburger=franchise=this=could=be=as
half as much as half a million pounds. Of this, normally, 30% would be the franchisees
own=capitalI=and=TMB=from=a=bankK=_anks=look=very=favourably=on=franchisesK
ee=also=has=to=pay=a=monthly=fee=to=the=franchisorI=this=is=usually=based=on=percentage=of
sales not profits. There may also be an advertising levy.
ee=also=has=various=commitments=under=the=terms=of=his=contractI=some=of=which=have=a
good==side=and==a=bad==sideK
For instance, hes committed to following the franchisors
methods. Also he cant sell the franchise without the franchisors agreement. You also
know that hes obliged to show the franchisor all his documents and sales figures and he is
also committed
rkfq TW CljmAkv pqorCqrob
bxercise=NOK
jrsK=_ronson:Margaret, Id like to introduce you to Michael Hill from our Australian
branchK
jargaret: Hello, Michael, pleased to meet you.
jichael: How do you do?
jargaret: Hows your first day doing?
jichael: Oh, very well, thank you. Itsits all very interesting.
jrsK=_ronson: I was just telling Michael what the set-up here is whos where and
whats what, so to speak. I was wondering if I could hang him over to you now?
jargaret: Oh, yes, sure, fine. Umwould you like to come this way
jichael: See you later, Mrs. Bronson.
jrsK=_ronson: Yes, sure.
jichael: What waswhat was the room next door to Reception? I heard a strange noise
coming=from=itK
jargaret: Oh, right, yes, thats where the photocopier is.
jichael: Oh, I see. Thats what it was.
jargaret: Yes, weve had a new one installed. Its very fast but it makes even more noise
than the old one, unfortunately. Right, lets go this way now.
jichael: OK.
jargaret:
Umopposite Mrs. Bronsons office just here is the General Managers
office
NPS

jichael: General Manager, fine.

jargaret: Ill expect hell speak to you later.
jichael: OK.
jargaret: And, um ifwe go right down the corridor, on the right-hand side are the lifts.
jichael: Fine.
jargaret: And on the left are the stairs.
jichael: OK.
jargaret: So theyre handy opposite each other.
jichael: Right, fine.
jargaret: And, er, in there by the stairs also is the coffee machine.
jichael: Oh, right, very useful.
jargaret: Yes, the most important thing of all. Youll meet most of the members of staff
thereI=f=should=thinkK
jichael: Fine.
jargaret: And, er, if you keep going down the corridor, on the right-hand side, just down
hereI=you=can=see=the=conference=roomK
jichael: Great.
jargaret: And, as we go round the corner on the right, here is the sales department.
jichael: Sales, OK.
jargaret: And as we come round the corner on the left is the purchasing department.
jichael: OK.
jargaret:
AndI=if=you==can=seeI=just=down=the=end==of=the=corridor=is=our=marketing
departmentK
jichael: Oh, thats where they are, right, fine.
jargaret: Thats right, next to you actually, in the accounts department.
jichael: Right.
jargaret: Which is just on the right here.
jichael: Huhu.
jargaret: And on the left opposite, is the canteen.
jichael: Oh, very important.
jargaret: Its open at lunchtime and in the afternoon as well.
jichael: Oh, great.
jargaret: Between three and four.
jichael: Ok, right.
jargaret:
And==if=we=come=in=here=on=the=rightI=thenK
Thats your desk over by the
windowK
jichael: Oh, thats marvelous.
jargaret: Yes. With a lovely view of the park.
jichael: Oh, isnt that beautiful?
jargaret: Its better than the view from my office.
jichael: Right. Oh, well thats marvJust one thing, I wondered if you could perhaps
tell me where thewhere the gents toilet is while were about it?
jargaret: lhI=rightI=yesI=of=courseKbrmK Its at the end of the corridor just opposite
receptionK
jichael: Right. Thank you. IllIll see you in a minute.
jargaret: Right, OK
bxercise=NSK
NPT

mresenter: qoday=we=are=talking==to==mhilip==hnight=about=the=structure=of=_iopaints
International. Philips the General Manager of the Perth factory. Philip, do you think you
could=tell=us=something=about=the=way=_iopaints=is=actually=organized?
mhilip=hnight: Yes, certainly. Erwe employ about two thousand people in all in two
different=locationsK=jost=people=work=here=at=our=headquarters=plantK=And=this=is=where
we=have=the=administrative=departmentsI=of=courseK
mresenter: Well, perhaps you could say something about the department structure?
mhilip=hnight: Yes, certainly. Well, now first of all, as you know weve got two factories,
one=here=in=merthI=AustraliaI=and==the=other=in=pingaporeK
iee=_oon=bng==is=the=other
deneral=janagerI=over=here=in=pingaporeK
mresenter: And you are completely independent of each other, is that right?
mhilip=hnight: Oh, yes. Our two plants are fairly independent. I mean, I am responsible
to==deorge=earrisI=the=mroduction=janagerI=and==we=have=to=coJoperate=closely=with
oosemary=_roomI=the=jarketing=janagerK
mresenter: Mm, yeah.
mhilip=hnight: But otherwise, as far as the day to day running is concerned, were pretty
much=left=alone=to=get=on=with=the=jobK=lhI=and=f=forgot=to=mention=financeK=qhe=cinance
Director is Weimin Tan. Shes a very important woman. And her task is to make sure the
money=side=of=things=is=lhK=qhe=accountant=and=such=peopleI=they=report=to=her=directlyK
mresenter: Is that all?
mhilip=hnight: Oh, no, no. Theres Personnel too.
mresenter: Oh, yes.
mhilip==hnight:Thats quite separate. aeirdre=ppencer=is=mersonnel=janagerK And=the
qraining=janager=reports=to=herI=of=courseK
mresenter: What about Research and Development? Isnt that a separate department?
mhilip=hnight: Well, in terms of the laboratories, there are two: one at each production
plant. But its a separate department and it has a separate head. And thats Dr. Tarcisius
ChinK
mresenter: Are there any other features worth mentioning?
mhilip=hnight: Theres the planning department Chow Fung is in charge of that. And a
purchasing department they buy in the materials for production.
mresenter: Yes, and what about the board of directors and the chairman?
mhilip=hnight: Yes, well theyre at the top, arent they, of course? I mean, a couple of the
executives are directors themselves. The Managing Director, of course, thats Robert Leaf
and then theres
bxercise=OPJO4K
A: OK. Lets look at the new organization of Schering, France. Can everybody see that?
_: Yes.
C: Yes, its fine.
A: At the top here we have the General Manager and he has six people who report to him.
Theres the Director responsible for strategic coordination. Then theres me. Im
responsible for development and marketing. Then theres the Production Director, the
cinancial=airectorI=the=mersonnel=janager=and==the=mharmaceutical=airectorK=Any
questions=so=far?
C: No, none.
_: Its very similar to the Nordic countries.
NPU

A: OK. Lets look at my team in more detail then. As you can see, I have a Commercial
airectorI=a=jedical=airector=and==then=there=are=three=rnit=airectorsK=qwo=of=them=are
responsible=for=domestic=sales=and=one=for=foreign=salesK=_ut=the=interesting=thing=about
these=units=is=the=work=groupsK=As=you=can=seeI=one=unit=has=three=work=groups=and=another
has=fourK
_: That is rather different.
C: Whats the point of having these groups?
A: They have a lot of advantages. Firstly, each one works in a different medical field so
they can develop the necessary specialized knowledge. Secondly, its very motivating for
the=staffK=bach=group=is=a=separate=profit=centreK=qhey=are=totally=in=control=of=their=own
budgets=so=they=have=a=lot=of=responsibilityK
_: How big are the groups?
A: There are six people in each one. Theres someone from marketing and someone from
manufacturingK=qhen=there=are=two=doctorsI=one=responsible=for=medical=communication
and the other working on research and development. Theres someone from the sales force
and=someone=from=the=mharmaceutical=aepartmentK=po=each=person=represents=a=different
section of our organization. And thats another big advantage. Theres a wide range of
expertise to draw on when theyre making decisions.
C: Yes, I see what you mean.
_: Its very interesting indeed.
rkfq UW jlkbv jAqqbop
bxercise=NRK
isje=advances=in=slowing=market
isjeI=the=crench=luxury=goods=group=which=owns=a=string=of=prestigious=brand=names
ranging=from=iouis=suitton=luggage=to=eennessy=cognacI=saw=net=profits=rise=by=TB=to
ccr=NK=OV=bn=EA=OPV=millionF=from=ccr=NKON=billion=in=the=first=half=of=the=year=in=spite=of
the=downturn=in=the=luxury=products=industryK
qhe=group=saw=overall=group=sales=in=the=first=six=month=of=this=year=rise=by
QKRB=to
ccr=VKSU=billion=from=VKOSbn=in=the=same=period=last=yearK
lperating=income=showed=a=marginal=increase=to=ccr=OKPR=billion=from=OKPQbnK
tines=and=spiritsI=which=have=borne=the=brunt=of=the=economic=slowdownI=suffered=a=fall
in=sales=to=ccr=QKQQbn=from=ccr=QKTS=billionI=while=operating=profits=slipped=to=ccr=NKOSbn
from=NKRNbnK
Luggage and leather products were also affected by Japans instability, but managed to
increase=operating=profits=to=ccr=UVM=million=from=UOTm=on=sales=up=to=ccr=OKPPbn=from
OK
NRbnK
merfumes=and==cosmetics=benefited==from=the=launch=of=auneI=a=new=Christian=aior
fragranceI=and=AmarigeI=under=the=divenchy=umbrellaK
pales=rose=to=ccr=OKRQbn=from=OKMR=billion=and=operating=profits=to=ccr=PPMm=from=PON
millionK
bxercise=NUK
mrofit=before=tax=at=ONMKQm=was=ahead=by=NMKSB=on=turnover=of=OINOSKNmI=up=by=QKSBK
We must allow for the 1995 review of chemists labour and overhead costs, as well as the
net=impact=of=currency=fluctuationsK=Adjusting=for=theseI=profits=were=ahead=by=NOKUB=on
turnover=up=by=TKPBK
NPV

oetail=aivision=turnover=at=NIUPOm=increased=by=QKOBI=and=profits=at=NPMKTm=were=up=by
NNK
NBK=rh=sales=and=profits=increased=by=RKRB=and=NMKSB=respectivelyI=before=property
disposal=surplusesK
fndustrial=aivision=achieved==sales=of=QMQKVmI=an=increase=of=RKTBI=with=profits=of
SSKSmI=ahead=by=PKTBK=At=comparative=exchange=rates=these=increases=become=NNB=and
NRK
SB=respectivelyK=qhe=rh=retail=sales=increased=by=RKRB=from=an=unchanged=sales=areaK
bxercise=OTK
qyler: This meeting has been called, gentlemen, because of the serious financial situation
in which Hamiltons now finds itself. Im sure this comes as no surprise. We have been
told=by=the=_oardI=in=shortI=to=reduce=costsK
_rown: This isnt going to be another call for more redundancies, is it, Mr. Tyler?
qyler: Im not asking for anything at all at this stage, Mr. Brown. I merely want to
explain=the=position=clearly=to=you=so=that=you=can=inform=your=membersK=te=need=a=full
and=open=discussion=on=the=matterK
pcott: Im glad to hear that. At our last meeting, when Mr. Brown here explained that our
rnion=wanted=more=information=on=all=financial=mattersI=you=told=him=to=let=the=managers
do the managing. Now it seems that a full and open discussion is convenient from
managements point of view. So, perhaps Mr. Curry will now fill us in on some of the
financial=detailsK
Curry: f=have=the=latest=figures=here=with=meI=jrK=pcottK=qhey=are=the=worst=in=the
companys long history - even worse than the trough we experienced in 1975. In point of
factI=a=trading=profit=of=just=over=one=million=pounds=was=turned=into=an=overall=loss=of
substantially=more=than=four=million=poundsK
_rown: And what do you say was the cause of that?
Curry: Amongst=other=thingsI=an=overseas=tax=charge=of=five=million=poundsI=and==an
unusual=cost=of=ten=million=pounds=which=was=incurred=after=we=had=been=advised=to=close
down=our=unprofitable=Asian=operationK
_rown: Thats all behind us now. Its this current year we should be worrying about.
Curry: torry=is=the=right=word=to==useI=jrK=_rownK=te=calculate=that=with=the=fall=in
world=demandI=we=will=be=working=at=only=threeJquarters=capacity=next=yearK
_rown: So we are talking about redundancies.
qyler: jrK=_rownI=pleaseK=te=are=also=talking==about=finding==ways=of=making==the
company=more=competitiveI=surelyK=qhat=means=finding=about=VM=million=pounds=to=invest
in=new=plant=and=equipmentK
pcott: And where is the 90 million pounds going to come from?
qyler: tellI=for=exampleI=we=could==ask==the=government=if=they=would==be=prepared==to
support=an=increase=in=our=bank==borrowingK=After=allI=our=exports=are=worth=over=fifty
million=pounds=to=the=countryK
pcott: And there are the hundred and fifty thousand people who work for this company
all=over=the=rhI=and==the=thousands=of=other=workers=employed==by=our=components
suppliersK
qyler: We havent forgotten that, Mr. Scott. I said at the beginning of this meeting that
things=were=very=seriousK=eoweverI=the=government=is=considering==its=policy=very
carefully=at=the=momentK
_rown: What? Is the government going to increase its shareholding in Hamiltons?
qyler: We have been asked to find out if there is any way in which the government could
take up more shares in the company. The advice weve received on the matter, however,
NQM

is=that=at=the=moment=such=a=move=would=be=against=regulationsK=te=are=working=on=that
problem=nowK
Curry: In the meantime, our shareholders are far from happy about recent developments.
qhere=is=talk=of=an=extraordinary=meeting=of=the=shareholders=and=a=number=of=them=have
said=that=the=company=should=be=soldK
_rown: Hamiltons would go to a foreign company, then.
pcott: Yes, and if history is any guide, they would sell off the most profitable parts of
Hamiltons, and our members would face even qyler: Let us talk more realistically, gentlemen. Although some of our shareholders may
want to make a sale of this kind, Im sure the government would not allow it.
Curry: And, indeed, should the government decide to take up a large number of shares,
they may very well consider selling them to Hamiltons employees at an attractive rate.
pcott: Ah, Mr. Curry, I think we are getting to the point of this meeting at last. But before
you==start=introducing==plans=like=thatI=remember=that=our=members=are=looking==for
immediate=improvements=in=their=wagesK
qyler: Mr. Scott, do you know that over half of the present shareholders have holdings
that=are=worth=little=moreI=on=averageI=than=twenty=pounds?
pcott: Meaning?
qyler: Meaning that it is quite common to have a small investment in a company. Surely Mr. Scott, Mr. Brown - surely, the greater our employees share in the company, the better
the=incentive=to=make=the=company=profitableK
rkfq VW qbibmelkfkd
bxercise=OK
qraining=officer: oightK=f=think=the=best=thing==is=if=f=give=you=some=rulesK=ff=you==make
notes now, you can ask questions and we can discuss what Ive said afterwards. Is that
lh?=K=K=K=All=rightK
oightI=first=of=allI=give=your=name=slowly=and=clearlyK=fdentify=yourself=and=your=position
in the company, all right? Just make sure youre talking to the correct person. Right, after
that, say right away what youre calling about, dont expect the other person to guess this
or=work=it=outK=mlenty=of=mistakes=are=made=that=way!=_e=briefI=remember=that=the=other
person=may=have=other=things=to=do=than=to=talk=to=you=on=the=phoneK
Right, also if its a bad line, say that youll call back at once. Then ring back and start the
call=againK=lh?=ppeak=slowly=and=clearlyI=but=in=a=friendly=voice=and= smile !=All=right?=qhe
other person can hear if you smile. Dont let the other person misunderstand your attitude
as=beingI=you=knowI=unfriendlyK
Ah, right, dont use technical terms or abbreviations, because the other person may not
understand=these=as=well=as=you=doK=Also=give=important=informationI=like=figuresI=namesI
quantitiesI=dates=and==so==onI=slowly=and==carefullyK=oepeat=all=the=important=informationK
jake=sure=that=the=other=person=has=noted=it=down=correctly=J=especially=numbersI=which
are=often=the=most=difficult=thing=to=understand=over=the=phoneK=Also=let=the=other=person
finish speaking dont interrupt him or her even if you think you know what he wants to
say. Thats...theyll take it as very rude.
Ahif possible, dont phone during the other persons lunch hour or just before theyre
about=to=stop=work=for=the=dayI=right?=cind=out=what=time=it=is=in=the=other=country=before
you call. I mean, think about it from your own point of view, I mean if youre heading off
for a sandwich you dont want to have to be on the phone for an hour or so before
NQN

Also note down all the important information youre given by the other person. OK? You
dont want to have to waste the phone bill calling up again.
kowI=if=you=do=all=thisI=you=can=prevent=misunderstandings=occurringK=lhI=wellI=if=you
have=any=questionsI=anybody?
bxercise=SK
NKThis is Susan Grant. Im calling about my order for one MQ 20, which I sent you by
post=about=three=weeks=ago==on=behalf=of=my=companyI=oichmond==ptudiosK=f=sent=jrK
Collins=a=cheque=for=QOR=with=my=orderI=so=that=f=could=get=it=at=the=special=offer=price
you==advertised==till=the=end==of=the=monthK
The problem is that I havent received any
acknowledgement=of=the=orderK=Could=you=please=confirm=that=you=have=received=my=order
and that you can ship me the goods at the special price. If theres likely to be any delay or
any=other=problemI=could=you=please=phone=meI=pusan=drantI=MPMP=RNUNPSK=qhe=order=was
sent on the 5th of this month. Id like to know when I can expect delivery, please. The
company=address=is=NQ=eigh=ptreetI=toodbridgeI=fpswich=EfmptfCeFI=fmNO=QpgK
qhanks=very=muchK
OK Hello, this is Peter Redford, calling from Eastern Enterprises in Boston. Ive got a
meeting with Mr. Collins on Friday afternoon. Id like you to tell him that Ill be unable to
make it, Im afraid. The reason is that theres a problem with the hotel accommodation I
booked over the telephone: theyve had a fire and now they cant let me have a room. Ive
tried other hotels in the town, but theyre all full because of the convention. The only thing
I can do is to come up to see Mr. Collins on Monday morning, thats the 23rd, if thats
OK. Ill assume this change of date is OK if I dont hear from you. Oh, if Mr. Collins has
any=good=ideas=for=solving=the=accommodation=problemI=please=call=me=at=this=numberW
SNT032 0876. OK? My name again is Peter Redford thats REDFORD. OK. Thank you
very=muchK=doodbyeK
PKThis is Alex Brown. Id like...Id like you to give Mr. Collins a message when he gets
back. Heres the message: Ive got to stay an extra two days here in Los Angeles and Im
trying==to==get=a=flight=back==on=the=NQthK=qhe=problem=is=that=the=direct=flight=is=fullI=so
theyve put me on the waiting list. This means I may not be back in the office till
Wednesday, thats the 17th. If this is the case, Id like Mr. Collins to be ready to take over
if I cant make it to the meeting on Tuesday with Orion International (thats ORION). All
the information he requires is in the file which is on my desk. Its the one with Olivia
Flauberts name on (thats OLIVIA FLAUBERT). Hell need to pick her up from her
hotel first thing in the morning, shell be staying at the Talbot Hotel (thats TALBOT). If
theres any problem you can leave a message for me at my hotel (on um...213 666 4529)
or=send=a=fax=to=the=hotel=for=my=attention=Eon=ONP=UTR=QNNQFK
bxercise=NNK
NKCould=you=please=send=us=PMM=kilos=of=white=rice?
OKIts very good value at the moment: the price is only 18 cents per kilo.
PK te=require=two=boxes=of=ripe=bananasI=pleaseK
QKErthe price per box is 115. Is that OK?
RK po=the=total=price=is=going=to=be=QIOVR=francsI=all=right?
SK lur=phone=number=is=QRSVUQ=is=you=need=to=contact=usK
TK So Id like to order 40 kilos at 14 per kilo.
UKlur=order=number=is=gd=QMQK
VKeave=you=got=that?=RMM=items=are=going=to=cost=AVMMK
NQO

NMK
Anderheres the item code: its RAE 77 got that? RAE 77.
rkfq NMW dfsfkd A prCCbppcri mobpbkqAqflk
bxercise=RK
Good morning ladies and gentlemen; we havent all met before so Id better introduce
myself. Im Luis Lopez from the Development Department of Citrus IncorporatedI
should say before we start that I hope youll excuse my English, Im a little out of
practice; Anyway, Im going to be talking this morning about a new product which we
are planning to launch in two months time; its called KOOL-OUT, thats K-O-O-L dash
O-U-T, and its a lemon-flavoured drink .
Well, Ill start with the background to the product launch; and then move on to a
description of the product itself; finally, Im going to list some of the main selling points
that we should emphasize in the advertising and sales campaign. I think if you dont mind,
well leave questions to the end...
kow=firstlyI=as=you=all=knowI=we=have=had=a=gap=in=our=softJdrink=product=range=for=the
last=two=yearsX=we=have=been=manufacturing=mixedJfruit=drinks=and=orange=drinks=for=the
last=ten=yearsI=but=we=stopped=producing=lemonade=two=years=agoX=f=think=we=all=agreed
that there was room on the market for a completely new lemon-flavoured drink .
pecondlyI=the=market=research=indicated==that=more=and==more=consumers=are=using==soft
drinks=as=mixers=with=alcohol=soI=in=other=wordsI=the=market=itself=has=expandedK=qhis
brings=me=to=my=next=point=which=is=that=we=have=a=rather=new=customerJprofile=in=mindX=f
must=emphasize=that=this=product=is=aimed=at=the=youngJprofessionalI=highJincomeI=market
and==not=the=traditional=consumer=of=oldJfashioned==lemonadeK=At=this=point=we=must
consider=the=importance=of=packaging==and==designI=and==if=you==look==at=the=video=in=a
moment, youll see that we have completely re-vamped the container itself as well as the
label=and=slogan=KKK=kow=to=digress=for=just=a=momentI=the=more=sophisticated=packaging
means a high unit cost, and this may be a problem in the selling area, but well have a
chance to discuss that aspect latersoto go back to my earlier point, this is a totally
new=concept=as=far=as=Citrus=fncorporated=are=concernedX=as=you=see=we=are=using=both=the
new-size glass bottle and the miniature metal cans. Finally, lets look at the major
attractions=of=the=productK=fn=spite=of=the=higher=price=it=will=compete=well=with=existing
brandsX=the=design=is=more=modern=than=any=of=the=current=rival=productsI=and=incidentally
the flavour is more realistic and natural its low calorie, too.
O.K., so just before closing, Id like to summarize my main points againWe have
KOOL-OUT, a new design concept, aimed at a relatively new age and income group; its
designed=to=be=consumed=on=its=ownI=as=a=soft=drinkI=or=to=be=used=as=a=mixer=in=alcoholJ
based=drinks=and=cocktailsK=ft=comes=in=both=bottle=and=can=and=this=will=mean=a=slightly
higher=selling=price=than=we=are=used=toX=but=the=improved=flavour=and=the=package=design
should give us a real advantage in todays marketWell, thats all I have today for the
moment, thank you for listening, now if there are any questions, Ill be happy to answer
them
bxercise=SK
Do you find it difficult to say no? Id like to talk this morning about how managing your
time more effectively can make you a better worker and to show you that other peoples
demands=on=your=time=can=make=you=less=effectiveK=cirst=of=allI=if=you=regularly=work=very
long=hoursI=are=in=the=office=most=evenings=and=weekendsI=and=rarely=take=a=holidayI=you
NQP

might=think=that=this=is=necessary=in=order=to=justify=your=salaryK=_ut=in=factI=what=you=are
doing=is=subjecting=yourself=to=high=levels=of=stress=which=in=the=long=term=will=force=you
to=take=time=off=through=illness=J=soI=why=not=organize=your=time=now=so=that=you=remain
effective at work and lead a balanced life? If you dont believe me, this chart shows you
how=many=stressJrelated=diseases=we=now=suffer=fromK=As=you=can=seeI=these=diseases=are
most=common=not=necessarily=in=jobs=where=salary=levels=are=high=but=where=the=level=of
responsibility=is=highK=oemember=that=not=only=you=but=also=your=family=suffers=as=a=result
of=stressK=qurning=to=my=second=pointI=if=you=spend=part=of=your=working=day=doing=things
for=others=which=they=could==do=for=themselves=and==if=you==work=longer=hours=than=the
people=you=work=withI=then=perhaps=it=is=time=for=you=to=delegateK=f=would=like=to=develop
this=point=and=f=hope=f=can=give=you=some=practical=suggestions=as=to=how=you=can=do=thisK
cirst=of=all=you==have=to=decide=what=to=delegateK=pecondly=you==have=to==decide=who=to
delegate=toK=jake=sure=the=person=wants=and=accepts=the=extra=responsibility=and=has=the
necessary=experience=to=do=the=job=wellK=dive=them=all=the=support=they=need=but=do=not=do
the=job=for=themK=qhis=will=help=you=to=use=your=time=more=effectivelyK
To conclude, if you have difficulty saying no to other people, start saying yes to
yourselfK=_elieve=meI=you=will=notice=the=differenceK

NQQ

obcbobkCbpW
NKAspinall=qriciaI=_ethell=deorgeK
qest=your=_usiness=socabulary=in=rseK
Cambridge=rniversity=mressI=OMMPK
OK_ruce=hayI=marrish=_etsyI=tood=AllanK=_usiness=oeviewK=iongman=droup=rh
iimitedI=NVVOK
PK Cambridge=bpliK=_bC=NI=PK=Cambridge=rniversity=mressI=OMMNK
QKaeller=pheelaghI=gones=oodriK sistaK Advanced=bnglish=iearningK eeinemann
mublishers=ElxfordF=itdKI=NVVOK
RK bncarta=bncyclopedia=aeluxK=jicrosoft=CorporationI=OMMQK
SK httpWLLenKwikipediaKorg
TK httpWLLjobsearchtechKaboutKcom
UKhttpWLLresumeJhelpKorg
VKhttpWLLwwwKbbcKcoKuk
NMK
httpWLLwwwKjobsinusaKalKruL
NNK
gones=ieoI=Alexander=oichardK=kew=fnternational=_usiness=bnglishK=Cambridge
rniversity=mressI=OMMPK
NOK
hay=pusanK=oeward=fntermediate=oesource=mackK=eeinemann=bnglish=ianguage
qeachingI=NVVRK
NPKiees=deraldI=qhorne=qonyK=bnglish=on=_usinessK=mractical=bnglish=for=fnternational
bxecutivesK=Chancerel=fnternational=mublishersI=NVVPK
NQK
jachenzie=fanK bnglish=for=_usiness=ptudiesK Cambridge=rniversity=mressK
NVVTK
NRK
jachenzie=fanK cinancial=bnglish==with=jiniJdictionary=of=cinanceKianguage
qeaching=mublication=periesI=NVVRK
NSKjachenzie=fanK janagement=and=jarketingK ianguage=qeaching=mublicationsI
NVVTK
NTK
jascull=_illK _usiness=socabulary=in=rseI=AdvancedK Cambridge=rniversity
mressI=OMMQK
NUK
jascull=_illK=_usiness=socabulary=in=rseK=Cambridge=rniversity=mressI=OMMOK
NVK
jiller=ooger=ieooyK bconomics=qoday=and==qomorrowKdlencoe=aivision=of
jacmillanLjcdrawJeill=pchool=mublishing=CompanyI=NVVRK
OMK
jisztal=jariuszK
qests=in=bnglish=qhematic=socabularyK fntermediate=and
Advanced Level. : , 1999.
ONK
katerop=_K=geanI=revel=oodK=qelephoning=in=bnglishK=qhird=bditionK=Cambridge
rniversity=mressI=OMMQK
OOK
mowell=jarkK=_usiness=jattersK=ianguage=qeaching=mublicationsI=NVVVK
OPKmractice=tests=for=fbiqpK=bdition=NK=Cambridge=rniversity=mressI=OMMMK
OQK
mractice=tests=for=fbiqpK=bdition=OK=Cambridge=rniversity=mressI=OMMMK
ORK
mractice=tests=for=fbiqpK=bdition=PK=Cambridge=rniversity=mressI=OMMMK
OSKpandler=mKiKI=ptott=CKiK=janage=with=bnglishK=lxford=rniversity=mressI=NVVPK
OTK
sicki=eollettK=_usiness=lpportunitiesK=lxford=rniversity=mressI=NVVVK
OUK
since=jichael=with=maul=bmersonK=cirst=CertificateK=ianguage=mractice=with=heyK
bnglish=drammar=and=socabularyK=jacmillan=bducationI=OMMSK
OVK
since=jichael=with=meter=punderlandK Advanced=ianguage=mracticeK=jacmillan
bducationI=OMMPK
PMK
tyatt=oawdonK=Check=your=socabulary=for=bnglish=for=the=fbiqp=examinationK
A=workbook=for=studentsK=meter=Collin=mublishingI=OMMNK
NQR