CSIE 1st Year of Studies

Contents

Unit Reading Speaking Writing Language in use

- Quiz: How - Career - Job - Adjectives
marketable advice advert - Direct
1 are you? - Tips for - CV questions
- ELP levels success - Covering - Abbreviations
JOB - Get set - FAQs letter - Action verbs
HUNTING - Job adverts - Job interview - Indirect
- Covering questions
page 4 letters - Employment
- Non-verbal vocabulary
language - as…as idioms

- Quiz: How - discussing - thanking - gerund vs

culturally stereotypes by e- infinitive
2 aware are - dealing with mail - present
you? numbers perfect
BUSINESS - business - spelling simple vs past
ETIQUETTE etiquette names simple
- DOs and - conversations - make or do
page DON‟Ts at a over the - American vs
business phone British terms
lunch - introducing
- Wine oneself and
selection one‟s
company

- Microsoft - Getting a - Letter of - Types of

battles bank loan enquiry economy
3 - Multinationals - Business - Types of
plan companies
ECONOMY - Letter of - Foreign
MATTERS offer plurals
- Word
page families
- If clauses

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 Motto: There is no future in any job. The future lies in the person who holds the job.
(George Crane)

Research and development

 Career assessment
 European Language Portfolio
 Search techniques

Marketing

 Curriculum Vitae (Br.E) / Resume (Am.E)

 Covering letters (Br.E) / Cover letters (Am.E)

Sales

 Interview strategies
 FAQs
 Non-verbal language

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 Research and development
1 Career assessment

1.2 SWOT yourself

A SWOT analysis is a key management tool used in strategic planning. It examines
Strengths and Weaknesses in the internal environment and Opportunities and Threats in
the external environment of a business, and the results will indicate the right direction for
that business. 1 The analysis can also be performed at a personal level, which can prove
an important step in finding career direction. It will help you to capitalise upon your
strengths, minimise your weaknesses, avoid threats, and take advantage of opportunities.

1.2.1 Group the items below into internal and external factors that can influence your
career and discuss their positive and/or negative aspects.
Advancement Competition Contacts
Education Field trends Geography
Labour market Personal characteristics Professional development
Skills Technical knowledge Work experience

1.2.2 The personal characteristics listed here can help you reveal your personality.
Choose five words that describe you best and five that do not apply in your case. Mark
the former with a tick and the latter with a cross; are they strengths or weaknesses?

adventurous courageous persistent

aggressive determined persuasive
cautious dutiful relaxed
cheerful dynamic reliable
committed flexible responsible
competitive imaginative restless
confident loyal sociable
considerate obedient tactful
conventional organised talkative

1
You will find more information about the use of SWOT analyses in management in unit 4.

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1.2.6 Now examine your current situation and complete your personal analysis in the
table below. What are your strengths and weaknesses? How can you capitalise on your
strengths and overcome your weaknesses? What are the external opportunities and
threats?

I Strengths Weaknesses
N
T Internal positive aspects Internal negative aspects
on which you may focus which you should minimise
E
R … …
N
A
L … …
Opportunities
E Threats
X Positive external conditions
T of which you can take advantage Negative external conditions
E which you should avoid
R …
N …
A …
L …
…

1.2.7 Imagine you are a career adviser and your task is to advise students what career
path they should follow based on the results of different psychometric tests and analyses.
You usually recommend them:
- The type of employment (e.g. full-time, part-time, freelancing, self-
employment)
- The type of organisation (e.g. partnership, private limited company, public
limited company, multinational corporation, the state, etc.)
- The industry (e.g. advertising, computers, electronics, information services,
insurance, manufacturing, retail, telecommunications, etc.)
- The line of work (e.g. Research and Development, Sales, Marketing, Finance,
Accounts, Human Resources, Logistics, Public Relations, Customer Service)
- The type of job (e.g. Administrator, Computer programmer, Financial
consultant, Insurance broker, Manager Assistant, Assistant Manager,
Receptionist, Sales representative, Secretary, etc.)

What advice would you give to someone whose personal profile and SWOT analysis
were similar to those completed above?

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2 European Language Portfolio
The European Language Portfolio is an instrument developed by the European
Association for Quality Language Services (EAQUALS) and the Association of
Language Testers in Europe (ALTE) in order to reflect language learning. It is based on
the 6 language levels established by the Council of Europe in the Common European
Framework of Reference, and consists of 3 parts: a Language Passport, a Language
Biography and a Dossier.2

2.1 Passport control

The Language Passport provides a record of language skills, formal qualifications and
intercultural experiences in maximum 6 different languages. The resulting linguistic
profile (A1, A2, B1, B2, C1 or C2) is mainly based on self-assessment of Listening,
Reading, Speaking and Writing skills.

2.1.1 Below are 4 jumbled language levels for Reading, Writing and Spoken Production
skills. First identify the skills, then rank the proficiency levels in each skill. What level do
you think you are? What can you do to move to a higher level by the end of this course?
1 2
I can write clear, detailed text on a wide I can use a series of phrases and
range of subjects related to my interests. sentences to describe in simple terms my
I can write an essay or report, passing on family and other people, living
information or giving reasons in support conditions, my educational background
of or against a particular point of view. I and my present or most recent job.
can write letters highlighting the
personal significance of experiences.

3 4
I can express myself in clear, well- I can understand texts that consist mainly
structured text, expressing points of view of high frequency everyday or job-
at some length. I can write about related language. I can understand the
complex subjects in a letter, an essay or a description of events, feelings and
report, underlining what I consider to be wishes in personal letters.
the salient issues. I can select a style
appropriate to the reader in mind.

5 6
I can present clear, detailed descriptions I can read very short, simple texts.
on a wide range of subjects related to my I can find specific, predictable
field of interest. I can explain a information in simple everyday material
viewpoint on a topical issue giving the such as advertisements, prospectuses,
advantages and disadvantages of various menus and timetables and I can
options. understand short simple personal letters.
2
The Dossier represents a collection of samples of work that can serve as evidence of the holder‟s
competence in the languages he/she is learning.

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 7 8
I can understand long and complex I can write short, simple notes and
factual and literary texts, appreciating messages. I can write a very simple
distinctions of style. I can understand personal letter, for example thanking
specialised articles and longer technical someone for something.
instructions, even when they do not
relate to my field.

9 10
I can read articles and reports concerned I can present clear, detailed descriptions
with contemporary problems in which of complex subjects integrating sub-
the writers adopt particular attitudes or themes, developing particular points and
viewpoints. rounding off with an appropriate
I can understand contemporary literary conclusion.
prose.

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I can connect phrases in a simple way in
order to describe experiences and events,
my dreams, hopes and ambitions. I can
briefly give reasons and explanations for
opinions and plans. I can narrate a story
or relate the plot of a book or film and
describe my reactions.
12
I can write simple connected text on
topics which are familiar or of personal
interest. I can write personal letters
describing experiences and impressions.

You can find more information about levels and skills and/or download
the Language Portfolio on www.eaquals.org or www.alte.org

2.2 Biography check

The Language Biography covers language learning aims and history as well as
intercultural experiences and current priorities. It is particularly useful in assessing
language skills and in setting learning objectives.

2.2.1 Here are some excerpts from the Language Quality section of the checklists for the
4 levels presented above. Fill in the gaps in the sentences with an appropriate verb from
the box. Some verbs may be used more than once.

communicate convey express keep link

maintain make pass produce use

1. I can ………………… myself understood using memorised phrases.

2. I can ………………… groups of words with simple connectors.
3. I can ………………… some simple structures correctly.
4. I can ………………… a conversation going comprehensibly.

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 5. I can ………………… simple information of immediate relevance.
6. I can ………………… myself reasonably accurately in familiar situations.
7. I can ………………… stretches of language with a fairly even tempo.
8. I can ………………… on detailed information reliably.
9. I can ………………… with reasonable accuracy.
10. I can ………………… myself fluently and spontaneously.
11. I can ………………… clear, smoothly-flowing, well-structured speech.
12. I can ………………… a high degree of grammatical accuracy.

3 Search techniques

3.1.2 Look at the following ways of finding a job and discuss the advantages and
disadvantages of each. Can you think of other ways? Which is the best strategy for you?

 acquaintances
 career days
 classifieds
 cold calling
 employment agencies
 Internet
 job fairs
 networking
 postings

3.2 Read between the lines

3.2.1 Look at the statements and at the extracts from 5 job advertisements A-E below.
Which advertisement does each statement refer to? Some letters may be used more than
once.

1. This company is proud of its competent employees.

2. This position also covers the relationship with other institutions.
3. This company is interested in hiring many more employees.
4. This person must be very familiar with office operations.
5. The appointed person will have to deal directly with some tasks.
6. This company values information of good quality.
7. This job requires checking the work of other employees.
8. The candidate for this job must be very calm.

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A
Head of Marketing and Public Relations
We require an outstanding individual to head the Marketing and PR Office of the External
Relations Division. You will provide a coherent and focused marketing and PR base; motivate
and manage the marketing and promotion team, play a significant role in developing our
marketing and promotion strategy and undertake ‟hands-on‟ responsibilities for defined areas of
work. You will be a qualified and experienced professional with expertise in media liaison and a
proven track record of delivery.
B
PR Specialist
Working for a firm that has experienced impressive growth in the past year, with huge European
expansion plans will provide a lot to write home about! In a firm with high calibre and
academically bright individuals there is a great opportunity to make a real difference. You will be
given lots of scope and plenty of support in a very friendly and informal environment. You will
be in charge of the firm‟s PR and, specifically, raising its profile in Europe. Professional services
experience, a high intellect and the usual pre-requisites of being an influential PR professional
will be essential.
C
Internet Web Designer
We need a skilled web designer to develop our presence on the world wide web. We already
receive thousands of hits to the site every week but now we want to turn our site into one of the
liveliest, most interactive sites in the country, with particular emphasis on our recruitment pages.
In addition, you will be asked to keep a „watching brief‟ over an intranet site, and offer help and
advice to internal web editors. Do you have the skills we are looking for? You will need a firm
background knowledge in design and be skilled in the latest technology. The ability to
communicate with different sections of society would be desirable.
D
Internet Co-ordinator
Now that our website is up and running, we need a talented, experienced web editor to manage it
– keeping it sharp, relevant and up to the tough standards we have set ourselves. It would be
down to you using your minimum of 2 years‟ experience to keep the information current,
accessible and well presented. You‟ll need a healthy interest in using the latest IT developments
to the benefit of communications; combined with a willingness to work with a range of
departments in establishing a web presence. Competence in instructing individuals or groups is
desirable.
E
Senior Clerical Officer
You will be responsible for ensuring the smooth operation of the Registry on a day-to-day basis.
This will include overseeing the workload to ensure deadlines are met and the work is equally
distributed between staff. You will need extensive clerical experience, good interpersonal and
organisational skills, and be able to deal with a variety of contacts within a hectic environment.
You should have previous experience of dealing with confidential material and computer
software packages. You should also work effectively under pressure and be able to prioritise a
variety of tasks.

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3.2.2 Job advertisements often use adjectives to specify what kind of person is needed.
Underline the adjectives in the examples above.

3.2.3 What adjectives could you use to describe someone who:

can read - ………………ate believes in one‟s own powers - self-………………

can count - ………………ate begins work of own initiative - self-………………
speaks well - ………………ate learns by oneself - self-………………

3.2.4 Find other adjectives that end in –ate or begin with self-.

3.2.5 Job adverts also use abbreviations extensively. What do the abbreviations mean in
the two examples below? Look them up in the dictionary!

………………………………………………………………………………………………

Looking for qualified PA to charming MD. 50 wpm + prev exp ess. Exc bens and perks.

………………………………………………………………………………………………

………………………………………………………………………………………………

We want fresh grads for our admin dept. We offer c £25 K pa + LVs.

………………………………………………………………………………………………

3.2.7 Design an advertisement for the job you would like to have paying special attention
to its requirements and benefits. Also bear in mind that you will later attend an interview
for this specific job.

Marketing
4 Maximise your CV

4.1 Arrange the following tips for writing a CV under the headings DOs and DON’Ts.
Bring arguments for your choice.
A. give contact information
B. use headings and bullets
C. attach photo
D. mention your bad points, failures or lack of experience
E. include dates
F. use decorative devices or lots of different fonts
G. check your typing, spelling and punctuation
H. use verbs rather than nouns to illustrate your accomplishments
I. include irrelevant information

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 J. be funny or too informal
K. list hobbies
L. emphasise your good points and embellish them where possible
M. include references (Br.E) / testimonials (Am.E)
N. be honest

4.2.Apply the tips from above to this CV and identify what the writer has done wrong.

Jana Boboc
Str. Lunga nr.16 Bucarest
TELEFONE 653 9772
mobile 0726 543883
e-mail: pisicutza@yahoo.com
Date of Birth 10.5.86, F, single
Education - Mihai Viteazul Highskool
 BAC average 7,02
Academy of Economcial science – year 1!

EMPLOYMENT
 Worked in a shop
 Did some babysiting
 Worked as a waitress
 Didn‟t work in this feild before
Skills
X Excelent typing Skills,
X french and english,
X Comunication skills ,Dynamic ,Hardworker ,Teamplayer ,interpersonal skils
Hobbys – music an clubbin (I’m thinking of starting my own club)

References: Mister Nicu Boboc, Str. Lunga nr.16 Bucuresti, tel. 653 9772

4.2.1 There are 12 spelling mistakes in this CV. Can you identify them all? What about
typing and punctuation?

4.2.2 Discuss any other mistakes that have not been included on the list.

4.3 Match the rather blunt CV points with their embellished equivalents.

1. Worked in a shop A. Acquired interpersonal skills in the catering trade

2. Worked as a typist B. Developed my multitasking and conflict-solving abilities

3. Did some babysitting C. Was involved in the music industry

4. Speak soap-opera Spanish D. Improved my word-processing as clerical assistant

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5. Worked as a waitress E. Acquired organisational skills and insights into marketing

6. Served drinks at a pub F. Gained experience of the retail trade

7. Stacked shelves at Metro G. Gained experience in minding and working with children

8. Worked as a DJ H. Have a working knowledge of Spanish

4.4 You can make the potential employer take notice of your accomplishments and skills
by using key action verbs. Group the verbs below into the corresponding set of skills.

administer, analyse, assemble, calculate, catalogue, chair, collect, compute, coordinate, debug,
design, direct, draft, edit, estimate, file, forecast, gather, handle, head, initiate, interact,
investigate, lead, measure, mediate, model, monitor, negotiate, operate, plan, programme,
promote, schedule, search, supervise, survey, systematise, update, upgrade

Communication/People Skills

Creative Skills

Financial/Data Skills

Management/Leadership Skills

Organisational Skills

Research Skills

Technical Skills
4.5 Re-write Jana‟s CV making the necessary changes and additions and embellishing her
good points. You can use the samples at the end of the book for guidance.

4.6 Write your own CV for the job advertisement you have created. Exchange it with a
colleague so that everybody receives somebody else‟s CV for evaluation and correction.
Assess them in terms of layout, content, and accuracy.

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5 Polish your covering letter
If your CV can escape the dustbin and arouse interest in 30 seconds, you need to be even
more convincing in the covering letter.

A covering letter must:

 be addressed to a named individual
 specify where you heard about the vacancy
 identify the position you are interested in
 focus on your key accomplishments
 stress your unique suitability for the job
 request action (usually an interview)
 give your contact information
 end courteously and enthusiastically
 be no longer than 1 page
 have absolutely no mistakes

5.1 Covering letters are usually also requested in case of scholarships. Apply the tips
from above to five letters of application written in response to the following
advertisement that appeared in Ziarul local on 5 April 2005. Do you think they are very
poor, poor, fairly good, good, or very good? Why? Underline all the mistakes you notice.

Oxford Academy for English

172 Banbury Road Oxford OX2 8JA

Real English in an English environment

 Small groups
 Intensive work on grammar and vocabulary
 Communicative practice with native speakers
 Exciting social programme and excursions
 Accommodation with local families
This year we are offering ten study grants to students from abroad. To apply for a scholarship
you must:
 Write a letter telling us about yourself and why you think you deserve a scholarship.
 Provide evidence of your level in English.
 Be living outside the United Kingdom.
 Submit a reference from your English teacher.

Send your application to Lucy March at the above address.

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A
Dear Ms. Lucy March,
I noticed with interest your advertisement and I like to apply for a scholarship because
is a grate opportunity to improve my spoken English, to met interesting persons and to
socialyse with local families.
I would like to emphasize my strenghts in communication and my English abilities:
fluency in spoken English, listening skills and intermediate wrotten English. Beeing a friendly
person and willing to learn as much as possible, I think I am fit for this summer course.
I would be delighted to practice English with native speakers, to develop my
knowledge on grammar and vocabulary and also know new people within a social
programme.
I submit a reference from my English teacher, as requested.
I appreciate your interest for the foreign students and I will wait for your answer.
Yours sincerly,
Aglaia Albastreanu

B
Dear Mrs. March,
I‟m writing in order to apply for the scholarship you advertised as I belive my
qualities and education equip me for it.
I have been studying English since the second grade and I have a particular interest in
gramar and vocabulary which I developed working hard for high school contests. I also had
the chance to speak with native speakers as one of my best friends was born in England.
I consider myself a very active, communicative and social personne and some of my
most important hobbies are travelling, visiting museums and learning about other people‟s
culture.
Please consider the reference from my English teacher in application for a scholarship
at your prestigious academy.
I hope to hear from you very soon, knowing that I would meet your expectations if
given a chance.
Yours sincerely,
Belinda Barabula

C
Miss Lucy March,
My name is Cecil Chitaila, I‟m a student in the first year of the Academy of
Economic Studies Bucharest the Cibernetic, Statistics and Computer Science Faculty. I read in
Ziarul local about this scholarship and I‟m very intrested.
Why should I win the scholarship? because my skills recomand me. I‟ve been studing
English for more than ten years and I could sayed that I know very good this language. I leave
in Romania, a country in the East-Central Europe.
I‟m shore that I‟ll enjoy the scolarship because I like very much competition, I like to
meet new people to work hard, to learn new things, I‟m social person and excursions are my
life. It‟s a big chalenge for me to talk with natural speakers.
I‟ll be very excited if I‟ll get that scholarship and I‟m shore nobody will regrete the
fact that I win.
With respect
Cecil Chitaila
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D
Dear Ms March
I am writing with reference to the study grants you advertised in Ziarul local of 5
April 2005. I noticed your advertisement with great interest, as I believe the scholarship you
offer would give me the opportunity to prove and improve my skills in spoken English.
I am a first-year student at the Academy of Economic Studies in Bucharest, where I
am currently studying Business English. Prior to this I studied general English for eight years
and achieved the B2 level according to the European standards, but I am eager to study more
and learn as much as I can about the English language and culture. The enclosed reference
from my English teacher will provide you the necessary information about my language
competencies.
My seriousness and high level of involvement in what I undertake recommend me for
this scholarship. I am reliable and knowledge-hungry, and my communication and
interpersonal skills as well as my ability to follow up details would add value to your practice
groups.
I believe I am capable of turning such a study grant into an extremely pleasant and
productive activity both for myself and the other attendants. I look forward to the opportunity
of convincing you about my suitability in an interview at your earliest convenience.
Yours sincerely
Dina Dulcegaroiu

E
Dear March
I write this letter with the intention to attend at the summer school.
I have been study English for several years and a think that I am a good english
speaker, but I see this school as an oportunity to aplicate my knoledges and to exercise my
english skills. Also I want this scholarship because I am a very comunicative person and this
would help me to enjoy with the activities which are planed in the school planing.
I‟m waiting a replay from you.
Best regards
Elvis Elefantescu

5.2 Write your own letter in response to the same advertisement, with your own words,
and in your own style. Use the checklist presented above for guidance.

5.3 Complete the gaps in the following covering letter with a suitable preposition.

Dear Mrs Andersen

I am writing to apply (1)……… the position (2)……… Market Research Officer

(3)……… Andersen Ltd., as advertised (4)……… last week‟s Adevarul newspaper
(5)……… 9th October.

As outlined (6)……… my curriculum vitae, which I have enclosed, I graduated

(7)……… the Academy of Economic Studies (8……… a BSc (9)……… Computer

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Science and Statistics. (10)……… my college career, I gained considerable practical
experience (11)……… carrying out and analysing surveys that would enable me to make
a significant contribution (12)……… your company‟s development. I also participated
(13)……… a number of university-sponsored market research projects.

As my teachers can certify, my knowledge (14)……… this field, coupled (15)……… my

practical experience, will be an asset (16)……… your company. My academic record and
extracurricular activities attest (17)……… my creativity, maturity, analytical and
interpersonal skills. I am a hard worker, and I want to work hard (18)………. making
money (19)……… Andersen Ltd.

Because I am convinced (20)……… the value that I can bring (21)……… your
company, I will follow up this letter (22)……… a telephone call to see if we might
arrange an interview. I would be happy to supply you personally (23)……… further
details (24)……… my qualifications. You may also reach me (25)……… 0745 683725.

I thank you (26)……… considering my application and am available (27)……… an

interview (28)……… any time. I look forward (29)……… hearing (30)……… you soon.

Yours sincerely

5.5 Write a covering letter to accompany your CV in application for the job
advertisement you created earlier. You can find more information about the layout and
the formal elements of a letter in the Additional material section at the end of the book.

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 Sales
6 Interview strategies
One of the greatest job applications of all time took place in the year 1299 when the
painter Giotto di Bondone was looking for work with Pope Boniface VIII. Asked by a
papal clerk to produce samples of his work, Giotto took up a paintbrush, dipped it in
paint, and drew a perfect circle freehand. He got the job!

6.1 Analyse Giotto‟s technique as a job candidate.

6.2 Polishing your interview skills can make the difference between „actually‟ landing a
job and „almost‟ getting it. Divide the following sentences into golden rules that you
should follow and blunders you should avoid in order to achieve success in a job
interview. Discuss your views.

A. Find where the exact location of the interview is the day before.
B. Prepare and practice.
C. Memorise your answers.
D. Dress conservatively.
E. Have a small whisky or a cup of coffee before you go to calm your nerves.
F. Arrive 30 minutes early.
G. Greet the receptionist or assistant with courtesy.
H. Bring extra CVs.
I. Wait until you are offered a chair before sitting.
J. Smoke if the interviewer offers you a cigarette.
K. Speak softly.
L. Admit you are nervous.
M. Show enthusiasm about the position and the company.
N. Confess your problems and weaknesses.
O. Use pause words to gain time such as „uh‟, „um‟, „err‟.
P. Show what you can do for the company.
Q. Say what you didn‟t like about former colleagues or employers.
R. Complain about the weather.
S. Answer questions with a simple „yes‟ or „no‟.
T. Ask no questions.
U. Demonstrate you have done research about the company and the industry.
V. Respond to an unexpected question with „that‟s a good question‟.
W. Inquire about salary and other benefits.
X. Lie if the truth doesn‟t do you justice.
Y. Ask about the next step in the recruitment process.
Z. Write thank you letters within 24 hours to the person who interviewed you.

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7 FAQs
There are two main styles of interviewing used by companies today separately or in
combination:
 traditional
 behavioural

The traditional job interview uses general questions to see if the job seeker has the skills
and abilities to perform the job, possesses the enthusiasm and work ethic that the
employer expects, and is a team player that will fit into the organisation. The behavioural
job interview is based on the theory that past performance is the best indicator of future
behaviour, and uses questions that ask the job seeker to describe a specific past
experience. The answer should cover in enough detail: (1) the situation, (2) the task, (3)
the action taken, and (4) the results, including the lesson learnt from this case. 3

7.1 Decide if the questions below are traditional (T) or behavioural (B), and provide
effective answers to them. Compare several answers with the whole class and choose the
best ones.

1. How would you describe yourself?

2. What are your long-range and short-range goals and objectives?
3. What is your typical way of dealing with conflict? Give me an example.
4. Why should I hire you?
5. What is the achievement you are most proud of?
6. When was the last time you tried to accomplish something and failed?
7. How would you evaluate your ability to deal with conflict?
8. Tell me about a situation in which you had to deal with a very upset person.
9. Where do you see yourself in ten years?
10. Which is more important to you: status or money? Why?
11. What do you consider to be your greatest strengths and weaknesses?
12. Have you ever had to make a difficult decision? Was it unpopular?
13. What was the most important written document you were required to complete?
14. What interests you about our products?
15. Tell me about a time when you persuaded someone to see things your way.
16. Why did you choose this career?
17. Which is more important: creativity or efficiency? Why?
18. What major problem have you encountered and how did you deal with it?
19. Do you prefer working alone or in teams?
20. How do you determine or evaluate success?

7.2 Prepare more questions to add to the list. Ask some colleagues to answer them, and
decide who would make a better candidate.

7.3 Toward the end of most job interviews, the interviewer will give you the opportunity
to ask questions. You must ask at least one question (where the answer is not obvious or

3
This is often referred to as the STAR technique.

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readily available); to do otherwise often signals the interviewer that you don‟t really have
any interest in the job or the company. Here are some direct questions you might ask.
Turn them into indirect questions in order to sound more polite.

Remember!
Indirect questions are formed with modals such as could, would, etc and
word order follows the regular affirmative pattern:
(Question word +) Subject + Verb + etc.
You use if/whether when there is no question word in the direct question.

e.g. What time will the conference finish? (direct)

Could you tell me what time the conference will finish? (indirect)

Do we need to phone in advance? (direct)

I would like to know if/whether we need to phone in advance. (indirect)

1. What is a typical day like for someone in this position?

2. What is the top priority of the person who accepts this job?
3. What are the day-to-day expectations and responsibilities of this job?
4. How will my performance be measured? And by whom? How often?
5. What is the management philosophy of the organisation?
6. What are the company‟s values?
7. How is this department perceived within the organisation?
8. What is the greatest opportunity facing the company in the near future?
9. Is there a formal process for advancement within the organisation?
10. Does the company support ongoing training for employees to stay current in their
fields?

8 Non-verbal language

8.1 Impressions are critical in job hunting. Statistics show that generally people form up
to 90% of their opinion on someone in the first four minutes and 60% to 80% of their
impression is non-verbal. So you must make the most of your body language in a job
interview. Read the tips for success below and provide suitable headings.

0 …………………………….
Walk into the room at a consistent medium pace. People who rush are considered to lack
confidence, while walking slowly means that you have plenty of time and possibly are
not really interested in the job.

1 ………………………………
Grip hands neither too hard, nor too weakly. A limp hand gives the impression of
disinterest or weakness, and a touch with only the tips of the fingers shows lack of ability
to engage. On the other hand, a full-arm shake is too aggressive and insincere, and if you
keep your palm face down, the interviewer will feel dominated.

- 18 -
2 ……………………………..
Smile at the interviewer(s), and they will almost always smile back. This causes a
positive effect for both sides: the encounter will last longer, run more smoothly, and
produce a more positive outcome.

3 ……………………………….
Sit on the whole chair with your back upright. People who sit on the edge, crouch or hold
the seat with their hands are deemed shy and uncertain, whereas those who cover the full
chair spreading both arms and legs will overtly express their superiority.

4 ………………………………
Sit with your elbows on the arms of the chair or pointing out. If you keep them tight to
your side, you will disclose your nervousness, and folding your arms suggests you are
protecting yourself and putting up a barrier. Those who cross their arms have been
proved to listen more negatively and process less information.

5 ……………………………..
Adopt simple gestures and communicate calmly without too many hand movements.
Excessive gestures suggest you are nervous and lack confidence. Repetitive gestures to
arrange your hair or your tie will also give you away as a superficial person, not entirely
paying 100% attention to what is going on.

6 ……………………………..
Look the interviewer(s) in the eye most of the time. If you avoid eye contact, you will
seem shifty, untruthful, or disinterested. If, on the other hand, you offer too much eye
contact, you will wear the interviewer out.

8.2 Is your personality reflected in any of these instances of behaviour? What other
elements of body language do you think should be avoided in a job interview?

8.3 Are you ready for the interview? Use the CV and the covering letter you have
prepared, as well as the tips presented so far, to apply for the vacant job announced in the
advertisement you created earlier. Make sure you are well prepared, and in control of
your body language. Good luck!

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1. Match the words from the two columns to make collocations about work.

1. corporate A. assurance 1
2. fringe B. benefits 2
3. in-house C. description 3
4. job D. expenses 4
5. life E. hours 5
6. low-interest F. insurance 6
7. maternity G. job 7
8. medical H. ladder 8
9. pension I. leave 9
10. promotion J. loan 10
11. sick K. pay 11
12. travel L. period
12
13. trial M. prospects
13
14. working N. scheme
14
15. white-collar O. training
15

FURTHER STUDY

Amos, Julie-Ann Be Prepared! Getting Ready for Job Interviews, 2001

Bishop-Firth, Rachel CVs for High Flyers, 2002
Bright, Jim, Joanne Earl Brilliant CV. What employers want to see and how to say it,
2001
Eggert, Max The Perfect Interview
Greene, Brenda Get the Interview Every Time, Dearborn Trade Publishing 2004
Higginbottom, Gerald CVs for Graduates, 2002
Kador, John 201 Best Questions to Ask on Your Interview, 2002
Leigh, Judith CVs and Job Applications, 2004
McGee, Paul Writing a CV that Works, 2003

www.quintcareers.com
www.ejobs.ro
www.totaljobs.com
www.monster.com

- 20 -
Motto: To succeed in business, it is as important to understand the etiquette of
entertaining in your dining room or a restaurant, as it is to know how to
negotiate in the boardroom. (Phyllis Cambria and Patty Sachs)

Cross-cultural awareness

 Cultural facts
 Stereotypes

Initial contacts

 Over the telephone

 Face to face

Wining & dining

 Corporate entertainment rules

 Courtesy e-mails

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 Cross-cultural awareness
1 Cultural facts

1.1 Are you dreaming of setting up your own business, expanding rapidly across the
world and making a fortune? Well, before you start planning for success in business, do
the following quiz to see how much you know about the nations around you.

1. In which of these countries do people avoid 11. What shouldn’t you offer a Hindu for
eye contact? dinner?
a-Japan b-Brazil c-Pakistan a-beef b-bear c-bread

2. In which countries do people tend to stay 12. Where shouldn’t you wrap a gift in white, as
close to you when they speak to you? it is the symbol of death?
a-Mexico b-Finland c-Arab countries a-Poland b-Japan c-Croatia

3. In which country must you be careful to use 13. Where would you offend your host if you
both hands when handing anything to a brought a bottle of wine when coming for
business contact? dinner?
a-Denmark b-South Korea c-Australia a-England b-Bulgaria c-France

4. In which country shouldn’t you touch
somebody in the head?
a-Romania b-Afghanistan c-Thailand
5. In which country is blowing your nose in
public considered bad manners?
a-Greece b-Spain c-Korea
6. Which day is the day of rest in Arab
countries?
a-Friday b-Wednesday c-Saturday
7. Where should you try to make all your
appointments either before 14.00 or after 17.30?
a-Italy b-Spain c-Portugal
8. Where must you not drink alcohol on the first
and seventh of every month?
a-Pakistan b-France c-India
9. People from which country wear two
watches?
a-Ecuador b-Saudi Arabia c-Russia
10. In which country should you avoid shaking
hands with people?
a-Germany b-Russia c-Austria
14. Where is chewing gum banned?
a-Singapore b-Hong Kong c-Malaysia
15. Where can’t you enter a mosque if you’re
not Muslim?
a-Turkey b-Morocco c-Holland
16. Where should you never admire your host’s
possessions?
a-Ukraine b-Egypt c-Arab countries
17. Where can you wear shorts to do business?
a-Estonia b-Bermuda c-Bangladesh
18. In which country is a tip included in the
restaurant bill?
a-Britain b-Italy c-Sudan
19. In which region is it considered rude to eat
with your left hand?
a-Ireland b-the Middle East c-USA
20. Where should you avoid giving your host an
even number of flowers?
a-Hungary b-Romania c-Slovakia

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Scoring – Give yourself 2 points for each correct answer (your teacher will indicate them
to you).

34-40: Excellent! You are very aware of cultural differences. You are completely
at ease working in other countries and, if you are not already doing so, you
should be working for a multinational organization!
22-32: Very good! But you could still make some embarrassing mistakes in your
work overseas. A little more work needed before you become a citizen of
the world!
10-20: Not very good! In at least half of the countries you could make serious
mistakes and lose business because of lack of cultural awareness. Broaden
your horizons!
0-8: Stay at home! This is the only place that you are effective!

1.2 It is said that taking time to learn about your business partners‟ culture and customs
can only pay dividends. Develop your knowledge of cross-cultural aspects related to
business etiquette by reading the following descriptions and matching them with the
correct countries listed below.

A. Argentina B. Australia C. Bermuda D. Finland

E. France F. Japan G. Malaysia H. Portugal

1
In this country, handshaking is customary. Normal courtesies should be observed. It is
customary for the guest to refrain from drinking until the host or hostess toasts their
health with a 'Skol.' Casual dress is acceptable. Black tie will usually be specified when
required. Shoes must usually be removed when entering someone's home.
Businessmen are expected to dress smartly. Most businesspeople speak English and/or
German. Punctuality is essential for business and social occasions. Calling cards are
common.

2
Here, old-fashioned politeness is essential. Warm, Latin hospitality is the norm. The
country has a deeply individual national character, although each province has its own
traditions and folklore. Casual wear is widely acceptable, although beachwear should not
be worn in towns.
Businesspeople are expected to dress smartly. Formal attire is expected in some dining
rooms and for important social functions. English is widely spoken in business circles,
although when visiting a small family business it is best to check in advance. Visiting
cards are generally only exchanged by more senior members of a company.

3
Handshaking and, more familiarly, kissing both cheeks, are the usual form of greeting in
this country. The form of personal address is simply Monsieur or Madame without a
surname, and it may take time to get on first-name terms. Casual wear is common, but

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social functions, some clubs, casinos and exclusive restaurants warrant more formal
attire. Evening wear is normally specified where required.
Businesspeople should wear conservative clothes. Prior appointments are expected, and
the use of calling cards is usual. Business meetings tend to be formal and business
decisions are taken only after lengthy discussion, with many facts and figures to back up
sales presentations. Business entertaining is usually in restaurants.

4
This country's population is a mixture of diverse cultures and characters. Thus, there are
Indian, Pakistani, Sri Lankan, as well as European influences. Men are addressed Encik
(pronounced Enchik) with or without the name; women should be called Cik (pronounced
Che) if they are single and Puan if they are married. Chinese and Indians usually use
Western forms of address. Visitors should follow the host‟s example and respect religious
beliefs, such as taking off footwear at the door and wearing appropriate clothing. Dress
should be informal, but not over-casual.
Business: Suits or safari suits are acceptable for business meetings. Business visitors
should remember that the population is predominantly Muslim and religious customs
should be respected and normal courtesies observed, e.g., appointments, punctuality and
calling cards.

5
A largely informal atmosphere prevails; shaking hands is the customary greeting in this
country. Casual wear is worn everywhere except in the most exclusive restaurants, social
gatherings and important business meetings.
Business: Suits are necessary in Sydney and Melbourne. Brisbane businesspeople may
wear shirts, ties and shorts; visiting businesspeople should wear lightweight suits for the
initial meeting. Prior appointments are necessary. Punctuality is important. A great deal
of business is conducted over drinks.

6
The custom of shaking hands on greeting is very common in this country. Entertaining
often takes place in the home, and it is customary to send flowers to the hostess the
following day. Dinner is usually served between 9 p.m. and 10 p.m. Dress is not usually
formal, though clothes should be conservative away from the beach. Formal wear is worn
for official functions and dinners, particularly in exclusive restaurants.
Business: Business cards are usually given and businesspeople expect to deal with
someone of equal status. Punctuality is expected of visitors. Literature is in Spanish,
although many businesspeople speak English as a second language.

7
Here, a strict code of behaviour and politeness is recognized and followed by almost
everybody. Bowing is the customary greeting but handshaking is becoming more
common for business meetings with Westerners. The suffix san should be used when
addressing all men and women. It is customary for a guest to bring a small gift when
visiting someone's home, and to remove shoes. Exchange of gifts is also a common

- 24 -
business practice and may take the form of souvenir items such as company pens, ties or
high-quality spirits.
Business: A large supply of visiting cards is essential. Appointments should be made in
advance, and, because of the formality, visits should consist of more than a few days.
Business discussions are often preceded by tea and are usually very formal.

8
Many of the social conventions in this country are British influenced, and there is a very
English 'feel' to the islands. It is quite customary to politely greet people on the street,
even if they are strangers. Casual wear is acceptable in most places during the day, but
beachwear should be confined to the beach. Almost all hotels and restaurants require a
jacket and tie in the evenings; check dress requirements in advance. Business:
Lightweight suits or shirt and tie are acceptable, as are Bermuda shorts. Visiting cards
and, occasionally, letters of introduction are used.

1.5 Match the words on the left with the words on the right to form collocations:

1. hand A. card 1
2. social B. presentation 2
3. casual C. language 3
4. business D. customs 4
5. family E. code 5
6. sales F. shake 6
7. religious G. business 7
8. second H. wear 8
9. dress I. address 9
10. form of J. conventions 10

- 25 -
2 Stereotypes

2.1 What is the difference between heaven and hell? Complete the gaps with these
nationalities to find out. Explain your reasons.

British French German Italian Swiss

Heaven… Hell…
is where the politicians are …………… is where the politicians are ……………
the engineers are …………… the engineers are ……………
the cooks are …………… the cooks are ……………
the lovers are …………… the lovers are ……………
and it is all organised by the …………… and it is all organised by the …………..

2.2 What would Romanians be in „heaven‟ and in „hell‟?

2.3 Answer the following questions.

1. What stereotypes do you know about other nationalities?
2. Is there any truth in national stereotypes?
3. Do stereotypes affect business practices and relationships?

2.4 Many books about cultural differences suggest that the world can be divided into
three geographical groups: A – North America, Northern Europe
B – Southern Europe, Latin America, Middle East
C – Japan, China, East Asia.
Which parts of the world do you think the following descriptions might apply to?

Business relationships are:

1. friendly and informal, but a personal relationship is not so important. Much
business is done over the phone. Stress is placed on efficiency, punctuality,
and organisation. ………
2. based on mutual respect and are done in groups. Status and respect are
accorded to older people. Consensus is sought after and confrontations are
usually avoided. ………
3. based on personal relationships. Some time is needed to build trust before
business can begin and friendships are more important than rules. There is a
preference for doing business face to face. ………
Company values are:
4. group harmony, loyalty, company reputation. ………
5. trust, sensitivity, personal reputation. People work to live. ………
6. competition, logic, action. People live to work. ………

2.5 Consider the following questions.

1. Does Romania match the description of its group? How is it different?
2. Is globalisation reducing such cultural differences?
3. What would be the universal norm?

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 Initial contacts
3 Over the telephone

3.1 Make the necessary changes to render the following telephone conversation more
formal.

A: Hello?
B: Hello!
A: Hello, is Larry Johnson there?
B: Hang on, I‟ll see if he‟s in the office...
A: Hello? Are you still there?...
B: Yes. Sorry. I‟m afraid Mr. Johnson‟s just gone out. You can leave a message, if you
like.
A: Well, yes. Tell him that I have to cancel the appointment of tomorrow morning at 10.
B: Certainly. Who‟s calling, please?
A: David Kirst, from GTF Industries.
B: David Kirst, from GTF Industries. I‟ll give him the message.
A: OK, bye.
B: Bye.

3.2 Look at the following telephone phrases and add your own examples for the functions
given.

Functions Phrases Your examples

Offering help Good morning, Standard .......................................................

PLC, may I help you?

Introducing oneself & Hello, my name is Jane .......................................................

Asking to speak to Malkovich
someone I‟d like to speak to...

Asking the caller to wait Hold the line, please... .......................................................

Connecting people Could you put me .......................................................

through to …?

Making/ Changing When could we meet to .......................................................

appointments talk about this in detail?
Would Thursday
afternoon suit you?
Would it be possible to
postpone our meeting?

Saying the person being I‟m afraid she is not .......................................................

- 27 -
called is not in the office available at the moment.

Taking/ Leaving a Can I take a message? .......................................................

message Shall I ask him to call
you when he‟s free?
Could you let him know
that…?

Asking for repetition and Could I have your name .......................................................

clarification again, please?
Would you mind
repeating that, please?

Concluding Thank you for your help. .......................................................

Goodbye!

Being unable to take the Can I call you back .......................................................

call later?

3.3 In each case, circle the best reply:

1. I‟d like to speak to Mr. Kingsley, please. A I‟m afraid he‟s not here at the moment.
B Well, you can‟t.
C Certainly.

2. Would you mind if I called back later? A Of course.

B By all means.
C By no means.

3. When would it be convenient for you? A I‟ll be in all morning.

B When you want.
C A certain hour.

4. I‟ll put you through to Customer Service. A Hello, may I help you?
B Customer Service, can I help you?
C Customer Service here.

5. Could we reschedule our appointment? A Yes, go ahead.

B I‟m afraid we can.
C Yes, of course.

6. Is it all right if we postpone our A No, it‟s all right, thank you.
meeting until Friday morning at ten? B By all means.
C I‟m sorry, I‟m afraid I don‟t

- 28 -
7. You asked me to confirm A Yes, that‟s the best time for us.
the date of our meeting. B Yes, we‟ll be in England then.
C Yes, let me just get my diary.

8. Would you mind repeating that, please? A No, of course not.

B Yes, I will.
C I‟m afraid I don‟t.

9. Can you contact Mrs Sherman A Yes, I‟ll send her a copy.
about the report, please? B I‟ll tell her when I see her.
C I‟ll give her a ring immediately.

10. Good morning. What can I do for you? A Hello, I‟d like to speak to someone
in the Delivery Department.
B Good morning. I‟m Jeoff Bargain.
C A lot.

3.4 Write down these figures the way they are said. For suggestions, check the Additional
material section at the end of the book.

1. £ 25.50 - ........................................................................
2. 021 312 55 67 - ........................................................................
3. 2003 - ........................................................................
4. 6 3/4 - ........................................................................
5. € 10.75 - ........................................................................
6. 0246 888 035 - ........................................................................
7. 9,089,250 - ........................................................................
8. 25 Magheru Boulevard - ........................................................................
9. 50% - ........................................................................
10. 0.68 - ........................................................................

3.5 Fill in the following table with either the name or the spelling. For spelling
suggestions, check the Additional material section at the end of the book.

Name Spelling
Michael ... ... vi ai en si i
... Dudikoff gei ei en i ...
Henry ... ... uai əu iu en gee
Carla ... ... es ti ar ei iu es es
... Garland i ar ai si ...

3.6 In pairs, act out short telephone conversations using the role cards given by your
teacher.

- 29 -
4 Face to face

4.1 Business is not all about work. Before getting down to business, there will inevitably
be some small talk. Together with a partner, draw up a list of topics which you could
tackle and topics you should avoid with:

A. new acquaintances: ................................................................................................

................................................................................................
................................................................................................

B. old acquaintances: ................................................................................................

................................................................................................
................................................................................................

C. both new and old …………................................................................................

acquaintances: ................................................................................................
................................................................................................
................................................................................................

4.2 Fill in the following conversation with the appropriate information:

A: Hello. (1) ............................................... . My name is Alexander Stuart.

B: Pleased to meet you. I‟m Joseph Finch.
A: Is this your first visit to Melbourne?
B: It is, actually.
A: (2) ................................................?
B: To be honest, I haven‟t had time to do any sightseeing. I‟ve been busy all week. In
fact, this is the first chance I‟ve got to get out of the office since I arrived.
A: Well then, how are you enjoying the party?
B: It‟s been great so far. It has given me the chance to meet some interesting new people.
By the way, (3) ...............................................?
A: Oh, I‟m in R&D. I‟m senior researcher at Beowulf Chemicals. We deal in synthetic
chemicals for the leather industry. We are based in Sydney, but we have branch offices in
Europe and America, too. What about you?
B: I (4) ...............................................NAT. I‟m head of the Marketing Department. Our
head office is in Birmingham and we manufacture all kinds of footwear.
A: Very interesting! Have you been with your company long?
B: Come to think of it, I have. I‟ve been working for NAT for more than five years now.
(5) ...............................................?
A: I‟ve been with the company ever since I graduated. – that was 10 years ago; and I‟ve
enjoyed every minute of it.
B: It must be quite a challenge to develop your company‟s products. Let‟s get together
some day to talk about this. Maybe we could strike a deal.
A: That‟d be nice. (6) ............................................... .
B: Thank you, and here‟s mine!

- 30 -
 Remember!

Present Perfect vs. Past Simple

PRESENT PERFECT SIMPLE PAST SIMPLE

 a past action which is not located in  a past action which is located in
time time + yesterday, 2 days ago, last
month
I have found a new job.
We talked over the phone yesterday
morning.

 a past experience + once, twice,  habitual past action + adverbs of

several times, never frequency: sometimes, rarely, often,
usually
I’ve visited the Art Museum twice.
They rarely contacted us before the new
advertising campaign.

 a recent action + already, yet, just,  a recent past action + AGO

lately, recently
The plane landed 3 minutes ago.
The plane has just landed.
We have met at a business fair recently.

 an action which began in the past  a completed action in the past + for
and continues into the present + for,
since, up until now, so far, over the I lived in Madrid for two years and then I
past two years, up to now moved to Paris.

I’ve lived in this country for 5 years now.

We haven’t met since last year.

 an action in a period which is  an action in a period which is

incomplete + this morning complete + this morning

I’ve been very busy this morning; I deserve I finished the report this morning; I can
a coffee break. now watch the evening news.

4.3 Put the verbs in brackets in the right tense.

1. We .................................... (discuss) the problem at the last week‟s meeting.

2. My secretary .................................... (confirm) the arrangements.
3. Our company .................................... (expand) rapidly over the last few years.

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 4. When ........... they ......................... (launch) the new product?
5. This is unacceptable! I .......... already .......................... (be) cut off twice!
6. Our telephone number .................................... (change).
7. ......... you ever ........................... (visit) Burkina Faso?
8. ......... they ........................... (reach) an agreement last evening?
9. This is the first time the company .................................. (lose) so many customers.
10. .......... everybody .......................... (receive) a copy of the report?
11. A: “Is Mr. Benigni there, please?“
B: “I‟m afraid he .................................... (leave) about 10 minutes ago.“
12. Before moving to Brazil, our new R&D Manager .................................... (live) in
Sweden for 10 years.
13. I can‟t believe it! I ......... just ........................... (win) 100,000 dollars!
14. The board of directors ..................… (make) the new strategy public this morning.
15. She really needs a holiday. She .......... only .......................... (have) a couple of
days off this year.
16. Why .........the new management ...................... (sell) so many of the firm‟s assets?
17. He .................................... (not be) able to deliver the presentation at the time he
was supposed to.
18. ......... you ........................... (achieve) anything recently?
19. The sales figures indicate that we ................................... (have) a great year so far.
20. A few years ago the chairman .................................... (announce) that he was
going to retire, but he .................................... (do) this yet.

Wining and dining

5 Corporate entertainment rules
5.1 Consider the following questions.
1. What are the advantages and disadvantages of entertaining guests in business
contexts?
2. Who is responsible for entertaining a company‟s guests? What about their
companions (spouses or children)?
3. Where can the guests be taken?
4. Would you invite them to an all-you-can-eat restaurant?
5. When can they be entertained?

5.2 Complete the table with suitable information selected from the text below about DOs
and DON‟Ts at a business lunch.

DO DON‟T
ISSUES Guest Host Guest Host

Timing of the
invitation

- 32 -
 Changing the
date/cancelling

Confirming

Arrival time

Waiting for a
lunch partner

Ordering

Who pays?

Be on time. Even 10 minutes late is rude in these circumstances. If you are

unavoidably held up, call the restaurant to inform your host. If you arrive
very late, join your host and the other guests in the course that they are
eating. If they're having dessert, you have dessert.

When the waiter comes for your order, have your guests' selections taken before your
own. Mention the specials the restaurant is noted for. If one of your guests has ordered a
first course and no one else has, you should join him in that course, otherwise he will feel
uncomfortable eating alone. This is why the host orders last.

Make the invitation at least three days, and preferably a week, in advance. A last-
minute invitation sounds as though this person doesn't have much priority in your
business life. Be clear about the reason for getting together.

Call your guest or her secretary the morning of the scheduled lunch or
dinner (or the evening before a breakfast meeting) to confirm the date, time
and place. Over the phone, it's easy to mis-hear "2nd" for "7th." And did
they say "a quarter to" or "a quarter past" 12?

Don't keep your host dangling for your response. If you have to say, "I'll let you know,"
call back with your answer in less than 24 hours.

- 33 -
Don't cancel unless absolutely necessary and even then tell the guest your very
good reason. Make the call yourself to your guest -- don't have your secretary do
it. He calls the restaurant.

If you are in a large group, and no one else has ordered a first course, don't
be the only guest to do so (you have to listen to what the others are
ordering). Don't order the most expensive item on the menu because it can
look like you are taking advantage of the host's generosity.

Call the person, or the office of the overdue person, after 15 minutes. If the office does
not know where he is or why she is late, order a drink for yourself and wait until about 30
minutes have gone by. Then either order lunch, or call the waiter and explain your
predicament, and leave if you wish. But if you leave, give a generous tip because you
have tied up the table as a non-paying customer.

Don't cancel except for an urgent reason. Make the call yourself. People who
habitually cancel and reschedule get the reputation of being unreliable.

You can wait in the bar or go to the table. If you go to the table, don't eat
the bread or order a drink before your guest arrives. The table should be
pristine, with napkin folded, when your guest joins you.

When you have clearly been invited, don't argue when the bill comes. You can do the
inviting and paying next time. That is the Principle of Reciprocity: After you have been a
guest, it is your turn to reciprocate the hospitality and be a host. You can't go through life
always being a guest. Eventually your invitations will dry up.

If your host hasn't called to confirm the details, then you do so.

If you are awaiting your host at the table, don't eat or order a drink until he
arrives. The table should look untouched so you can maintain the fiction that
you haven't been waiting all that long.

Arrive a few minutes early so you will be there to greet your guests and not be greeted by
them.

The host pays the bill. As host, you set the date and time, choose the restaurant
at a location convenient to your guest's office, and you pick up the check. One
way to handle this is to sign for the bill in advance.

5.3 Fill in with the right preposition.

about for in of over past through to up

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 1. Before the conference started, everyone agreed on the timing ............ each speech.
2. If you want to travel during at the peak of the holiday season, you have to make
reservations............ advance.
3. You cannot sign a contract ............ the phone, can you?
4. Of course, we will take advantage ............ this great opportunity!
5. Let‟s go ............ what we have agreed, shall we?
6. The Manager was quite clear ............who should participate in the project and
who should not.
7. Shall we meet at a quarter ............ three? (That‟s 2.45 pm.)
8. I‟ll pick ............ the bill, if you don‟t mind.
9. It‟s 30 minutes ............ one – shall we take a lunch break?
10. Everybody came to the dinner party except ............ Brenda.

Remember!

Gerund vs. Infinitive

... + VB + ING ... + short INF ... + long INF

 VERB + vb + ING  MODAL VERBS +  VERB + long INF

short INF
avoid, can’t help, dislike, Agree, arrange, attempt,
like, enjoy, finish, go on, Must, have to, should, ought afford, choose, decide,
keep, imagine, mind, miss, to, can, could, may, might, expect, fail, hope, learn,
practice, risk, suggest, do will, would, shall manage, offer, plan,
prepare, promise, refuse,
 VERB + preposition  MAKE/ LET + short want, wish, would like
+ vb + ING INF
 VERB + Object
succeed in, think of Don’t make him run – he is long INF
too tired!
 ADJECTIVE + I invited him to come.
preposition + vb + ING  HAD BETTER/
WOULD RATHER +  QUESTION
good at, fond of, used to short INF WORDS + long INF

 CONJUNCTION/ We’d better go now. I don’t know where to take

PREPOSITION + vb + I’d rather stay a little the bus from.
ING longer, if you don’t mind
 ADJECTIVE + long
after, before, while,  CAUSATIVE INF
without HAVE + short INF
happy, glad, sorry, easy,
 It’s no fun/ it’s no I’ll have the shop assistant strong. nice
use/ It’s not worth + vb + wrap up the present for you.

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 ING  NOUNS/
PRONOUNS + long INF
It’s no fun doing the
shopping! pleasure, shock, patience

Verbs used with either the gerund or the infinitive

 With no difference in meaning:

Begin, start, continue, intend

 With a difference in meaning:

remember, forget: I remember having a picnic years ago. (something happened)

vs. I‟ll remember to bring the drinks. (something will happen)

try: Why don‟t you try using this equipment? (make an experiment)
vs. I‟m trying to make a presentation. (make an attempt, do your best to succeed)

stop: It will stop hurting if you take an aspirin. (something is about to finish)
vs. I stopped to take an aspirin. (stop in order to do something)

5.4 Put the verb in brackets in the right form, gerund or infinitive.

1. The research team must.................................... (agree) on a strategy before they

start .................................... (work) on the project.
2. The PR officer invited all the participants .................................... (join) her on the
terrace.
3. It‟s well worth .................................... (put) in some extra hours!
4. Let me.................................... (finish) what I have to say, please.
5. Pleased .................................... (meet) you.
6. They kept .................................... (talk) for more than half an hour.
7. I‟d like .................................... (go) now, if I may.
8. After .................................... (decide) on who is to be the next Chairman, the
meeting will adjourn.
9. You‟ll have to stop .................................... (smoke); I‟m afraid this is a no
smoking area.
10. Everyone expected the product .................................... (be) well received by the
customers, but it wasn‟t.
11. I‟ll have my secretary .................................... (call) you back with the details later.
12. Could you tell me how .................................... (get) to the nearest police station?
13. I can‟t help .................................... (wonder) what the boss is going to think of my
proposal.
14. It was a shock .................................... (find) out that I was about to be demoted.

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 15. He vaguely remembered .................................... (read) something about it in the
newspapers.
16. While .................................... (travel) to Spain they became very good friends.
17. Unfortunately, the company cannot afford .................................... (buy) a new car
for our department.
18. It‟s no use .................................... (try) to contact him by phone – he has forgotten
his mobile at the office!
19. Important documents are missing. Should we .................................... (call) the
police?
20. She has suggested .................................... (hire) the last candidate.

6 Courtesy e-mails
It is customary in business to express your gratitude towards those who have helped you
achieve your goals. Consider the situation below and do the task set after it.

SITUATION: You are Helen Bernstein, Head of the Public Relations Department at
SEBELCOM LTD. You organised a business dinner party at the Randolf
Hotel two days ago.
TASK: Write an e-mail to Mr. Kurt Davidson, Events Officer at the Randolf Hotel,
thanking him for his valuable support in organising the event. Mention any
relevant details, such as: the high-quality food & service, the careful selection of
drinks, the decoration of the ballroom, the satisfaction of your guests.

For suggestions on how to write an e-mail, see the Additional material section at the end
of the book.

1. Try to figure out which of the words listed below combine with the verb to do, and
which are used with the verb to make, and fill in the blanks accordingly.

…… the accounts …… certain/sure …… an effort

…… an appearance …… changes …… an enquiry
…… an application …… a choice …… an exercise
…… an appointment …… a complaint …… an experiment
…… arrangements …… a deal …… smb. a favour
…… an attempt …… one’s duty …… a forecast
…… business …… damage/harm …… good
…… business trip …… a decision …… homework

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…… an improvement …… plans …… smth. to/for/with
…… a job …… a profit someone
…… justice (to) …… progress …… a start
…… a loss …… repairs …… a suggestion
…… a mistake …… a request …… well
…… money …… research …… some work
…… a phone call …… smth. for a living …… wrong

FURTHER STUDY

Mole, John Mind Your Manners. Managing Business Cultures in Europe, 1995
Naterop, B.J, Rod Revell Telephoning in English, 1991
Sabath, Ann Marie International Business Etiquette, 1999
Stirling, Johanna English for Telephoning, 2004
Trompenaars, Fons Riding the Waves of Culture. Understanding Cultural Diversity in
Business, 1993

http://bizjournals.com/milwuakee/stories/2004/01/12/smallb7.html - Good Manners/

Good Business by Margery Sinclair
http://en.wikipedia.org/wiki/Faux_pas
http://www.locoloboevents.com/cgi-bin/locolobo/specialize.pl?102 - Corporate Event
Planning
http://partyplansplus.com/execetiquette.htm - Executive Etiquette – Tips for
Entertaining for Business by Phyllis Cambria and Patty Sachs
http://www.protocolprofessionals.com/articles_china_print.htm - Chinese Etiquette &
Protocol by Joyce Millet
http://varbusiness.com/sections/research/research.jhtml?ArticleID=5431 - Business
Customs Abroad

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 Motto: In the new economy, information, education, and motivation are everything
(Bill Clinton)

Macro economy

 Types of economy
 Monopolies – Microsoft battles

Micro economy

 Types of companies
 Multinationals – a special case
 Starting a business

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 Macro economy
1 Types of economy
All economic systems must provide answers to three basic questions:
 What goods will be produced from the available scarce resources?
 How will these products be produced?
 How will these goods be distributed; that is, who will consume the goods?
There are two theoretical ways by which economic systems in industrialised countries
may be organised: capitalism and socialism. Under capitalism, the means of producing
and distributing goods are privately owned and controlled. In this case we can speak
about market economy. Under the economic system of socialism, the means of
production and distribution are owned and controlled by government. And here we can
speak about centrally planned economy.

1.1 What type of economy would you associate with the following words and phrases?

- private limited company - blue chip company

- multinational company - bankruptcy of unprofitable companies
- proprietorship - real estate company
- unemployment - subsidizing unprofitable sectors of the
- competition economy
- state ownership - overstaffing
- sole trader - hiring employees according to real
- badly managed enterprises necessities
- prices set by the interaction of supply - merging of companies
and demand

1.2 How many words of the same family do you know? Complete the sentences below
using the words found.

verb noun adjective adverb

to economise

to produce

1. He studied a one-year course in applied ………...

2. He expects Europe‟s ………… over the long run to grow faster than the US.
3. The company will continue ………… in order to survive.
4. The country is facing a severe ………… crisis.
5. Today more and more companies try to manufacture ………… cars.
6. They are seeking new ways to produce the oil ………...
7. Many ………… believe the recession is ending.
8. ………… coal mines will have to be closed.
9. Some train routes became ………… to run.

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 10. The British assembly plants still don‟t ………… as efficiently as those in
Germany.
11. Drummond Co. is the largest coal ………… in Alabama.
12. Companies must be able to launch new ………… quickly.
13. By adjusting the ………… process they were able to reduce the plant‟s waste
by two-thirds.
14. The program is designed to help business users be more ………...
15. Declines in factory jobs and hours worked mean that only more ………… per
worker could have raised output last year.

1.3 Match the words with the definitions:

A. monopsony
B. public/state monopoly
C. monopoly
D. natural monopoly
E. cartel
F. monopolistic competition
G. oligopoly
H. dominant firm oligopoly
I. legal monopoly

1. a situation where a business activity is controlled by only one company or by the

government, and other companies do not compete with it
2. a group of companies who agree to set the price of something they produce at a fixed
level in order to limit competition and increase their own profits
3. a situation where there are many sellers but only one buyer for a product or service
4. a situation when many producers of slightly differentiated products are able to sell
them at well above their marginal cost
5. a concentrated market dominated by a few large suppliers
6. a monopoly allowed by the law of a particular country
7. a situation in which a market leader can indicate its preferred price to smaller
competitors
8. an industry where there is only one producer because of the nature of the activity
9. a monopoly that is owned and managed by the government.

2 Monopolies – Microsoft battles

2.1 Read the text below and insert the following sentences in the text. There is one extra
sentence.

A. A likely candidate as its next victim is Google, the company that dominates
the internet-search business.

B. Some day a break-up of this too-mighty firm will again have to be considered.

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 C. Four years ago, American trustbusters argued that Microsoft had crushed
makers of rival web browsers by building its own browser into Windows, thus
ensuring its ubiquity, since Windows is installed on over 95% of PCS.

D. Isn‟t this simply a matter of Microsoft competing vigorously?

E. Similarly, Microsoft plans to launch its own online-music store later this year,
tied to its now dominant media player.

F. Both of these remedies, however, have serious drawbacks.

G. Yet in other markets that have nothing to do with PCs, such as mobile phones,
set-top boxes and games consoles, the company is far less successful.

2.5 Explain the difference in meaning between:

market share market segment market niche

2.7 Fill in the blanks with the words from the box.

advantage alleged anti-competitively antitrust

bolsters culled deposition desktop
document market shares media-player monopoly
server software statements workgroup

The commission‟s case against Microsoft is detailed in a confidential (1) …………….

The document builds on two previous (2) …………… (in 2000 and 2001) which accused
Microsoft of behaving (3) …………… in two areas.
First, the commission (4) …………… that Microsoft was trying to extend its desktop (5)
…………… into the market for workgroup servers by keeping secret the communications
protocols that enable its (6) …………… and server products to talk to each other.
Second, Microsoft was accused of trying to extend its monopoly into the (7) ……………
market, by incorporating its Windows Media-Player (8) …………… into Windows, so
ensuring that it would be installed on over 95% of new PCs. Rival products, the
commission observed, did not have this (9) …………….
The latest document (10) …………… these claims. It uses new evidence from updated
(11) …………… to illustrate how Microsoft‟s (12) …………… and media-player have
advanced at the expense of rivals. Compared with the drama of the American (13)
…………… action, which included an infamous videotaped (14) …………… from Mr.
Gates and evidence (15) …………… from internal Microsoft e-mails, this is dull staff.
But it does not confirm that Microsoft is exploiting its desktop dominance in (16)
…………… server software.

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 Micro economy
3 Types of companies

3.1 Match the words with the definitions.

A. blue chip company

B. partnership
C. joint venture
D. private limited company
E. proprietorship
F. sole trader/sole proprietor
G. public limited company
H. holding company
I. property company(Br.E)/real estate company(Am.E)
J. multinational company
K. parent company

1. a company whose shares are not openly traded and can only pass to another person
with the agreement of other shareholders
2. a limited company whose shares are freely sold and traded
3. a well known successful company whose shares are a very safe investment
4. a company that completely or partly owns other companies and may also carry out
normal business activities itself
5. a company that owns other companies
6. a company that buys land and buildings in order to sell or rent them
7. a large company that has offices, factories, and business activities in many different
countries
8. a legal form of company in some countries for someone who has their own business,
with no other shareholders
9. a relationship between two people, organisations, or countries that work together
10. a legal form of business organisation in which the proprietor is the sole owner of the
business enterprise and can exercise complete control over its operation
11. a business activity in which two or more companies have invested together

3.2 Fill in the blanks with the words from the box.

advertisers advertising audience best

broadcaster cash competition dropped
increasingly internet launched lumbering
luring media medium newsgathering
online publishers readership reduce
revenue sites subsidy users

The BBC, Britain‟s public-service (1) …………… has long been a cause for
complaint among its competitors in television, radio and educational and magazine (2)
……………. Newspapers, meanwhile have been protected from it because they
published in a different (3) …………….

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 There‟s no longer the case. The internet has brought the BBC and newspapers in
direct (4) …………… – and the BBC looks like coming off (5) ……………. The
improbable success online of Britain‟s (6) …………… giant of a public service
broadcaster is largely down to John Birt, a former director-general who got the (7)
…………… before any of the other big men of British (8) …………… . He (9)
…………… the corporation‟s online operations in 1998, saying that the BBC would be a
trusted guide for people bewildered by the variety of (10) …………… services.
The BBC now has 525 (11) …………… . It spends £15m ($27m) a year on its
news website and another £15m on others ranging from society and culture to science,
nature and entertainment. But behind the websites are the vast (12) …………… and
programme-making resources, including over 5,000 journalists, funded by its annual £
2.8 billion public (13) …………….
It is the success of the BBC‟s news website that most troubles newspapers. Its
(14) …………… has increased from 1.6m unique weekly (15) …………… in 2000 to
7.8m in 2005. Total newspaper (16) …………… has fallen by about 30% since 1990 and
readers are getting older as young people (17) …………… get their news from other
sources - principally the internet. In 1990, 38% of newspaper readers were under 35. By
2002, the figure had (18) …………… to 31%.
Competition from the BBC does not just (19) …………… traffic on the
newspapers‟ sites and the amount of (20) …………… they can earn from (21)
……………. Taking people away from news also stops newspapers (22) ……………
people into other areas of their sites such as personal finance, which has higher value for
(23) …………… and generate more (24) …………….

 Keep in mind!
The singular of the word media is medium.

3.3 Complete the following table with the plural form of the nouns:

singular plural
stimulus
alga
stratum
datum
thesis
analysis
axis
criterion
phenomenon
genius

3.4 Fill in the blanks with the following verbs: to ensure, to assure and to insure.
1. It is advisable to …………… your house against theft and damage.
2. We need to change the law to …………… fair treatment for all people.
3. I …………… you that this medicine cannot harm you.

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3.5 How many words of the same family do you know? Complete the sentences below
using the words found.

verb noun adjective adverb

to employ

to use

1. A lot of students seek ………… after college.

2. The company ………… 2000 people worldwide.
3. A large part of the company‟s ………… work outside.
4. Every ………… should spend money on trading.
5. A lot of persons were ………… at the advertising agency.
6. Closure of the factory will mean ………… for 500 workers.
7. She may soon be joining the ranks of the ………… .
8. Universities should be providing skills to make their students more
………… .
9. People over 40 can suddenly find themselves ………… .
10. Computer ………… can send their messages electronically.
11. Do you know how to ………… a video camera?
12. This guide to London is a really ………… book.
13. I don‟t play tennis much these days, but I ………… to.
14. Modern English ………… is explained in most of the grammar books.
15. It‟s ………… to talk with him.
16. The ……….. of this dictionary will be seen later on.
17. Do you approve of the ………… of guns by the police?

4 Multinationals – a special case

4.1 Read the text below and insert the following sentences.

A. Predictably, firms often set these prices to minimise their tax liability, and
sometimes tax authorities object.

B. And it would have another big benefit.

C. Indeed they have been falling for years in just about every big industrial
country.

D. The bigger the company, the easier it is to employ lots of clever people to
reduce its tax bill- and to shift profits to countries where the tax burden is
lower.

E. One approach would be greater reliance on value-added taxes, which are

already used throughout Europe.

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 Companies, especially big multinationals, look like tempting targets for the
taxman. Multinationals make lots of money.(…) On the other hand, as firms have
become more mutinational, generating profits worldwide, the claim of any particular tax
authority that its jurisdiction is the source of this profit becomes harder to sustain. (1)
……… The result has been growing friction between the taxmen and multinational
firms.
Even as the bickering has increased, corporate tax receipts as a share of GDP,
never very high, have been falling. In America, corporate tax revenues have fallen from
4% of GDP in 1965 to barely 1% of GDP now. (2) ……… The exceptions have mainly
been those countries, such as Ireland, that have sensibly lowered corporate taxes to
attract new firms and investment. This has increased their tax take. As firms run
themselves more globally, there is less to stop them moving. Such pressure has already
forced governments to reduce corporate tax rates. In the richer countries which belong to
the Organisation for Economic Cooperation and Development (OECD), rates have fallen
from 37.5% in 1996 to 31% last year.
Governments have responded to tax flight in two other ways. The first has been to
increase the number of rules and to enforce them more strictly. Much attention has been
paid to so-called “transfer pricing”, the prices at which subsidiaries of the same firm
move goods across national boundaries. (3) ……… Transfer pricing is central to the case
against a bill for $5.2 billion of unpaid taxes slapped on it recently by American tax
collectors.
Another way in which governments have tried to crack down is by “harmonising”
their tax rates – in effect trying to enforce a government cartel. This terrible idea was
briefly championed by the OECD, which in the late 1990s attacked what it saw as
"harmful” tax competition, though it has since modified its view. It is more
understandably expressed by some EU countries. (…) (4) ……… These are easy to
collect, hard to evade, and far less distorting of spending and investment decisions by
individuals or firms. Alternatively, tax personal incomes net of saving: this way, the
“progressivity” of a consumption-tax system can be fine-tuned.
Getting rid of corporate taxes would save the vast sums spent by taxmen and
firms in the cat-and-mouse game of tax avoidance. (5) ……… It would eliminate any
excuse for the complex corporate structures that companies use to play this game. As
recent scandals have shown, these complexities mislead not just the taxman but can do
even more damage by misleading investors as well.
(The Economist)

4.2 Answer the following questions.

1. What is the reason for the decrease of corporate tax?
2. What did the governments do in order to avoid tax flight?

4.3 Explain the meaning of the following words taken from the text:
corporate tax to levy cartel

4.4 What is the difference between GDP and GNP?

4.5 Find as many synonyms of the following words taken from the text. Afterwards make
sentences of your own.

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approach goods revenues

boundaries harmful rule

to collect to increase share

company investor to slap

to damage liability to spend

to employ to mislead subsidiary

to evade money target

to fall share profit to tempt

to fine-tune to reduce view

4.6 Find as many antonyms of the following words taken from the text. Then make
sentences of your own.

to attract - ……………
clever - ……………
to employ - ……………
to get rid of - ……………
hard - ……………
harmful - ……………
to increase - ……………
lots of - ……………
to minimise - ……………
to modify - ……………
to reduce - ……………
rich - ……………
to spend - ……………
to stop - ……………
strictly - ……………

 Keep in mind!
receipts in the plural form has two meanings:
 a written statement showing that you have received money, goods, or services
(chitanţă)
e.g. Keep all your receipts for work-related expenses.
 money that has been received (încasări)
e.g. Export receipts in January totalled $626 million.

- 47 -
5 Starting a business

5.1 Imagine that you want to set up your own company. In order to do that you need a
certain amount of money that you don‟t have, but you intend to ask from a bank which
recently advertised start-up loan facilities. Write a letter of enquiry to the bank in which
you explain what kind of business you want to open and you also mention the sum of
money needed. Use the business letter layout in the Additional material section at the end
of the book.

An enquiry must:
 say where you saw the advertisement or who has
recommended the organisation to you
 give some basic information about you
 state the reason for writing
 request action
 end courteously

5.2 The bank has replied in an encouraging way but has requested a written business plan
before making any decisions. To find out what a business plan may look like, insert these
words and phrases in the gapped plan below.

A. manufacturing equipment
B. the advantages of your product/service over the competition
C. The type and objectives of the business
D. Financial Profile
E. the number of people needed for the company
F. Premises of the company
G. presentation of the state of the market: growing, static or in decline

BUSINESS PLAN

1 ……………
 name of the business
 the main business activity
 type of company (partnership, private limited company etc.)

Personnel
 2 ……………

The product /service that will be launched and its relation with the market
 description of the product/service
 3 ……………
 target customers
 major competitors
 4 ……………
 the mass media used in order to make your product known by the customers
(newspapers, magazines, television, radio, word of mouth advertising)

5 ……………
- 48 -
  the location of the business
 the type of property needed: factories, plants, offices etc

Equipment
 general trading equipment (vehicles, computers etc.)
 6 ……………

Objectives
 objectives of the business: on short-term, medium-term or long-term

7 ……………
 the sum of money needed

5.2 Following the steps from above, make the business plan of your own company.

5.3 The bank has called you for a meeting to discuss your loan. Meet with the bank
representative(s). (The bank representatives should follow the teacher‟s instructions.)

5.4 As the bank representative, write an offer in answer to the meeting you had with the
young entrepreneurs.

An offer must:
 acknowledge the enquiry and/or previous contacts
 state what action you are taking
 focus attention on important information, if any
 end courteously

Remember!

If clauses

The conditional clause is introduced by:

if, unless, if not, provided that, so long as, on condition that, in case, suppose/supposing
that.
Types of conditional clauses:
a) future present
I‟ll go there if he comes too.
(formal style): Should he come too, I‟ll go there.

b) present conditional present subjunctive(past tense)

I would go there if I were you.
(formal style): Were I you, I would go there.
I would go there if I could have an invitation.
(formal style): Could I have an invitation I would go there.

c) past conditional past subjunctive (past perfect)

I would have gone there if I had been you.

- 49 -
Use of modal verbs
! SHOULD + the infinitive can be used in conditional clauses in order to express a high
degree of uncertainty, a less probable situation:
e.g. If you should get any news from her, let me know at once. (Dacã se întâmplã sã…)

! WOULD can be used in conditional clauses in order to express a polite request.

e.g. If you would do this for me, I shall be most grateful. (Dacã ati avea posibilitatea
sã…)
The conditional clause can be reduced to:
a participle when the subject is undefined:
e.g. Judging by appearances, she must be telling the truth. ( Dacã judecãm dupã
aparente…)

an infinitival construction:
e.g. It would hurt her to talk like this. (Ar mâhni-o dacã ai vorbi asa)

a prepositional construction:
e.g. But for them/ Without them I would have lost my way.

6.1 Put the verbs in brackets in the right form.

1. We (drive) out of town after dinner unless you are not tired.
2. If you had arrived in the daytime I (meet) you at the station.
3. If I (be) able to spell correctly, I‟d be so happy.
4. If you keep calm, you (remember) what to do.
5. If Mrs. Simon (drive) more carefully he wouldn‟t have had the accident.
6. He would get too hot if you (cover) him up.
7. He would have known what was wrong if he (look) at the engine.
8. If the break had been repaired he (be able) to use the car.
9. They will send you the spare parts you need on condition they (get) your order.
10. An interpreter (help) you if you cannot understand the customs officer.

1. Discuss the following laws.

 If you are shooting for second place, your strategy is determined by the
leader. (The Law of Opposite)
 If you can‟t be first in a category, set up a new category you can be first in.
(The Law of Category)

4. Match the words from lists A and B below to form collocations.

1. carry out
2. look ahead to
3. deal with
4. mean
5. react to
6. come up with
7. make

- 50 -
8. build up
9. run
10. develop

A. business
B. a relationship/a team
C. a new idea
D. the future
E. instructions/ a survey
F. a crisis
G. stimuli
H. a risk
I. strategies/ a product
J. demands

FURTHER STUDY

Beardshaw, John Economics: A student's guide, 1989

Bishop, Matthew The Pocket Economist, 2000
Hill, W.L.Charles International Business, Competing in the Global Marketplace, 2002
Mulhearn, Chris, Howard R. Vane, James Eden Economics for Business, 2001
Peters, Tom, Robert H. Waterman Jr In Search of Excellence. Lessons from America's
Best-run Companies, 2004
Schwartz, Herman M. States versus Markets. The Emergence of a Global Economy,
2000

- 51 -
 Additional material
Unit 1 – Job hunting

FUNCTIONAL CV4

Peter David Stevens

University of Texas at Austin
1 University Station - C2369
Austin, TX 78712
(512) 555-3454
pdstevens@utexas.edu
http://www.utexas.edu/~pdstevens

EDUCATION BACHELOR OF BUSINESS

ADMINISTRATION IN MARKETING
University of Texas, Austin, TX, May 2002
College and Graduate School of Business

PROFESSIONAL
SKILLS
 Designed, published and promoted 35-page
Entrepreneurial: marketing Web site.
 Established, managed, and sold lawn service
consisting of 20 clients.

Professional Sales:  Telemarketed as an order-taker, which involved

learning and implementing sales presentation and
conflict-resolution skills.
 Performed door-to-door sales calls to obtain
clientele for a food delivery company.

Communications:  Composed business news articles as an intern for

the Texas Business Weekly.
 Drafted professional letters for the Texas Bureau
for Compliance Monitoring
 Performed reading, writing, and speaking
activities in Spanish while participating in a
language immersion program in Costa Rica.

4
This type of CV is based on skills, and it is recommended to fresh college graduates or to job seekers
with varied work experience who have changed many careers.

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CHRONOLOGICAL CV5

R. Louis Green

847 University Blvd., Apt. 3, Syracuse, NY 13244

Phone: (315) 555-3214 -- Cell: (315) 555-3834
Email Address: rgreen@syracuse.edu
 Creative problem-solver and marketer, who can see big picture while never
Profile losing sight of details that deliver results.
 Motivated team player with demonstrated talent for deploying research and
organizational skills toward analysing, and upgrading complex marketing
processes for improvement opportunities.
 Enthusiastic self-starter who can boost productivity, cut costs, foster
efficiency, and ensure profitability.
 Goal-driven achiever with strong organizational skills, detail orientation.

Education Bachelor of Business Administration

Syracuse University, Syracuse, NY
Graduation Date: May 2003

Experience Computer Lab Manager

Syracuse University, Division of Information Technology, August 2000 - present

 Manage team of five assistants in 30-desktop lab.

 Develop solutions for all aspects of lab usage.
 Ensure safety and security in the lab.
 Serve as key member of IT management solutions team.

Marketing Specialist
Manlius Temporary Services, Manlius, NY, May 2000 - present

 Function as versatile team player with ability to quickly assess, comprehend,

and manage new business scenarios, customer groups, and product types.
 Play key role in the development and management of numerous marketing
campaigns for a variety of employers, including:
o Carrier Corporation: Marketing Assistant in brand development
department
o University Hospital Home Care Services: Marketing Assistant in
public relations department
o Orangemen Products Company: Marketing Assistant in
marketing department

Awards and Syracuse University Business School Foundation Merit Award in Marketing
Honors

5
This type of CV gives a time history in reverse chronological order, and is recommended to the job
seekers who have spent a significant time in the field for which they are applying.

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 EVALUATION SHEET

Candidate: ………………………………………………………………

PREPARATION Mark Comments

- Knowledge about the company: ………………………………………………

- Knowledge about the position: ………………………………………………

- Answers to set questions: ………………………………………………

- Own questions: ………………………………………………

BEHAVIOUR Mark Comments

- Handshake: ………………………………………………

- Posture: ………………………………………………

- Gestures: ………………………………………………

- Eye contact: ………………………………………………

QUALITIES Mark Comments

- Communication skills: ………………………………………………

- Interpersonal skills: ………………………………………………

- Enthusiasm: ………………………………………………

- Maturity: ………………………………………………

ADDITIONAL COMMENTS: ……………………………………………….

CONCLUSION: ……………………………………………….

Instructions for interviewers – First read the CVs and the covering letters of the
candidates, and think about the questions you would like to ask and about the
importance you would assign to the aspects included in the evaluation sheet. Then
conduct the interview, and, when you have finished, complete the sheet. Mark each item

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with a plus (+) for a positive impression, a minus (-) for a negative impression or a
question mark (?) where you are uncertain. Use the supplementary space for positive or
negative observations about the candidate, and finally indicate your opinion about the
person‟s suitability. Based on your marks and comments, choose the candidates you
would shortlist for the job. At the end, announce the results together with your
observations to the rest of the class.

Unit 2 –Business etiquette

3.4 Saying numbers

 ZERO

1. oh - after a decimal point 2.05 (two point oh five)

- in telephone numbers
- in bus numbers
- in hotel room numbers
- in years
2. nought – before the decimal point
3. zero – for temperature
4. nil – in football scores
5. love – in tennis
26 09 32 (two six oh nine three two)
No. 301 (three oh one)
Room 505 (five oh five)
1807 (eighteen oh seven)
0.75 (nought point seven five)
-3oC (three degrees below zero)
2-0 (two nil)
30-0 (thirty love)

 THE DECIMAL POINT

– all the numbers after the decimal point are said separately
3.679 (three point six seven nine)

 HUNDRED, THOUSAND, MILLION

- you don‟t add the plural –s to hundred, thousand, million if you

indicate the number: 3,000,000 (three million)
- you add the plural –s if they are followed by of: thousands of
dollars
- after hundred you pronounce and: 160 (a hundred and
sixty)
398,605 (three hundred and ninety-eight six hundred and
five)

 FRACTIONS

- fractions are mostly like ordinal numbers ⅓ (a third)

2
/5 (two fifths)
5
/6 (five sixths)
1
- exceptions: /2 (a half)

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 3 1/2 (three and a half)
1
/4 (a quarter)
5 3/4 (five and three
quarters)

 FOREIGN CURRENCY

- you say the number before the decimal point, the currency, the
number after the decimal point with or without the small unit: €3, 20 (three
euros twenty)
£5,12 (five pounds twelve
pence)

 TELEPHONE AND FAX NUMBERS

- you usually give these numbers as individual digits

679532 (six seven nine five three
two)
- if there are two similar numbers you say double, if there are three
similar numbers you say triple: 6555790 (six triple five seven
nine oh)
300234 (three double oh two three
four)
 ADDRESSES

- you usually give the street number in front of the street as a

cardinal number
13 Downing Str. (thirteen Downing street)

3.5 Spelling suggestions

/ei/ /i:/ /e/ /ai/ /əu/ /u:/ /a:/

A B F I O Q R
H C L Y U
J D M W
K E N
G S
P X
T Z
V

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6 GUIDELINES FOR WRITING AN E-MAIL
Similarly to a letter, an e-mail contains 5 basic sections:

 a) a heading - here, you specify:

1) the receiver‟s e-mail address (TO:)
2) the sender‟s e-mail address (FROM:)
3) what the message is about (SUBJECT:)
 b) a salutation phrase – it can be one of the following:
1) if you don‟t know the receiver‟s name: Dear Sir/ Madam in British English, or
Dear Sirs, Dear Gentlemen in American English
2) if you know the receiver‟s name and title: Dear Mr. Johnson, or Dear Mrs.
Johnson (for married women), Dear Miss Johnson (for unmarried women), Dear
Ms Johnson (for married or unmarried women)
3) Dear Jane (if you are friends with the receiver)
 c) the message – it is advisable to structure your message in 2 or 3 paragraphs,
depending on what you have to say, as follows:
1) an introductory paragraph
2) a body paragraph
 d) a complimentary close – it has to match the salutation phrase, as follows: if
you begin by
1) Dear Sir/ Madam you close with Yours faithfully in British English, or Truly
yours in American English
2) Dear Mr. Johnson, or Dear Mrs. Johnson , you close with Yours sincerely in
British English, or Truly yours in American English
3) Dear Jane, you close with Best wishes, Regards
 e) a signature – depending on the level of formality, you insert the
sender‟s:
1) full name and position in the company (for neutral and formal contexts)
2) first name (for informal contexts)

Thus, your e-mail will have the following layout:

TO: the receiver‟s e-mail address

SUBJECT: what the message is about

a salutation phrase

an introductory paragraph

a body paragraph

a complimentary close

the sender‟s signature

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Unit 3 – Economy matters

Business letter layout – blocked style

Sender‟s name and address

Recipient‟s title name

Recipient‟s position in the company
Company name
Address

Date

Salutation:
Dear Mr./Mrs./Ms./Miss + surname
Dear Sir/ Madam
To Whom It May Concern

Body of the letter:

 your letter should not exceed five paragraphs
 if you choose the blocked style, you should leave a line between paragraphs

Complimentary close:
Yours sincerely(if you started with Dear Mr./Mrs./Miss./Ms + surname)
Yours faithfully (if you started with Dear Sir/Madam)
Yours truly (Am.E)

signature
name in printed form
position in the company(if the case)

enc./encl. (if there are documents enclosed)

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Glossary
Unit 1 – Job hunting
accomplishments = achievements in
one‟s career
action verbs = concrete, descriptive
verbs that add value to a CV
advancement = moving forward in
one‟s career
background check = when employers
verify the accuracy of the information
provided in the CV or covering letter
blue-collar jobs = jobs that require hard
manual work, where one could ‟get
dirty‟(see white-collar jobs)
career assessment = tests designed to
provide a sense of personality and career
interests.
career adviser = (also career
consultant, work-life coach, personal
career trainer, and life management
facilitator) a professional offering
guidance on job or career search
career days = an event organised in
college for students to meet prospective
employers
career planning = the continuous
process of evaluating one‟s life,
personality, and work
classifieds = the pages in a newspaper
where vacancies are announced
cold call = when a job seeker approaches
an employer (usually through an
uninvited covering letter) who has not
publicly announced any job openings
compensation package = the
combination of salary and fringe benefits
an employer provides to an employee
corporate culture = the collection of
beliefs, expectations, and values shared
by an organisation's members
corporate ladder = a hierarchy of
positions in a company going from the
bottom to the top
- 59 -
covering letter (Br.E)/cover letter
(Am.E) = (also letter of interest) a letter
that normally accompanies a CV sent to
a potential employer.
Curriculum Vitae (Br.E)/resume
(Am.E) = Latin the course of one‟s life
or career
declining letter = a letter sent to an
employer to turn down a job offer
employment agency = an organisation
specialised in recruiting personnel
employment gaps = periods of time
between jobs when job seekers are
unemployed, either by choice or
circumstances
flexitime = an employment arrangement
where the employee can choose the
working hours
freelancer/consultant/independent
contractor = a person who works for
oneself on temporary projects from one
or more employers.
fringe benefits = benefits added by the
employer to the basic salary such as
bonuses, company car, mobile phone,
paid holidays, etc.
headhunters = professionals who are
paid by employers to recruit specific
individuals for top positions
internships = periods when students
work in their expected career field as
part of a school project
job fair = an event where a large
number of employers and job seekers
meet
job shadowing = visiting a variety of
workplaces, during which time a job
seeker can observe different workers and
decide what career they want to have
letter of acceptance = a letter written by
the employer to confirm the offer of
employment and the conditions of the
offer
letter of recommendation = a letter of
support for a candidate usually written
by a former boss or a teacher
moonlighting = the experience of
having multiple jobs at the same time
networking = developing a list of
contacts that can help one look for a job
offer of employment = (also job offer)
an offer from an employer to a potential
employee that usually specifies the terms
of an employment arrangement,
including starting date, salary, benefits,
working conditions
portfolio career = a situation where
instead of working a traditional full-time
job, job seekers work multiple part-time
jobs with different employers that when
combined are the equivalent of a full-
time position
postings = job announcements posted on
walls
psychometric tests = tests that measure
mental features and abilities
reference list = a listing of one‟s
references with key contact information
references (Br.E)/testimonials (Am.E)
= a group of people that can provide
Unit 2 – Business etiquette
to address somebody = to use a
particular name when speaking or
writing to someone
appointment = an arrangement for a
meeting at a particular time or place
cancel an appointment = to say that
the meeting will not take place any more
change/reschedule an appointment
= to choose another date for the meeting
make an appointment = to decide on
the date, place, time and purpose of a
meeting
to be based in = to be located in
to be held up = to be delayed
- 60 -
testimony as to one‟s character and
abilities; the statements written to this
purpose
self-employment = when one works for
oneself, usually in one‟s own company
survival job = a low-paying job that a
job seeker takes on a temporary basis to
cover basic living costs, in order to
survive
telecommuting = (also teleworking) an
employment arrangement where the
employee works one or more days at
home
temping = working short employment
periods with a variety of clients, usually
through a temporary agency
transferrable skills = skills one has
acquired during any activity in school or
everyday life that are transferable to a
job
trial period = an initial period of
employment with one company when the
new employee‟s performance is under
close observation
white-collar jobs = office jobs which
require intellect and don‟t involve
‟getting dirty‟ (see blue-collar jobs)
to be in = to work in a certain field of
activity
to be on first-name terms with
somebody = to have a very good
relationship with someone, such that
they allow you to address them by their
first name
to be with = to work for a company
bill (BrE)/check (AmE) = a list
showing how much you have to pay for
the products/services you have benefited
from
black tie = formal clothes, such as a suit
to bow = to bend the top of your body in
order to show respect for someone
branch office = a local office belonging
to a national firm or organisation
business card = a piece of cardboard
that contains a person‟s name, position,
company, address, telephone number
to call back = to telephone someone
again
calling card (Am.E)/visiting card
(Br.E) = a piece of cardboard that
contains a visitor‟s name and often their
address
casual dress/wear = informal clothes
check – see bill
collect call (Am.E)/reverse charge call
(Br.E) = when your interlocutor pays for
the telephone call
courtesy = polite behaviour and respect
for other people
courtesies = manners, something you
do or say to be polite
customary = habitual
to deal in = to be involved in a certain
type of economic activity
dress code/ dress requirements = a
standard of what you should wear for a
particular situation
to entertain = to invite people to your
home, or out in order to have a meal, a
drink …
etiquette = the formal rules of polite
behaviour in society or in a particular
group
exclusive restaurants = expensive
restaurants, where not many people can
afford to go
first name/given name = the name or
names that come before your family
name
form of address = a particular way of
speaking or writing to someone
formal attire – see black tie
to get together = to meet someone
- 61 -
to greet = to say hello to someone, and
to welcome them
head office = the main office of a
company
to hold the line = to wait until the
person you have called is able to answer
to introduce oneself = to tell someone
who your are (your name and position)
message = a piece of information that
you want to convey to someone
give a message/deliver a message =
tell someone what another person has
instructed you to say
leave a message = ask someone to
write down a piece of information for
someone else
take a message = write down a piece
of information in order to deliver it to
someone else
to observe a custom = to do what you
are supposed to do according to tradition
overdue person = somebody who is late
to put someone through = to connect
someone to someone else through the
telephone
to reciprocate the hospitability = to do
something similar to entertain someone
who has entertained you
social gatherings = a meeting of a group
of people in order to form, maintain
relationships
spouse = someone‟s wife or husband
to strike a deal = to do business with,
to agree to do something for someone if
they do something for you
subsidiary = a company where more
than half of the share capital is owned by
a parent (usually international) company
surname/last name = the family name
tip = a small amount of additional
money that you give to someone such as
a waiter or driver
visiting card – see calling card
Unit 3 – Economy matters
blue chip company = a well known
successful company whose shares are a
very safe investment
cartel = a group of companies who agree
to set the price of something they
produce at a fixed level in order to limit
competition and increase their own
profits
centrally planned economy = (also
command economy or controlled
economy) an economy in which the
government of a country owns most of
the industry and makes all economic
decisions
corporate tax = a tax on the profits of
companies, both on profits paid as
dividends (=payments to shareholders)
and reserves (=profits from a particular
period of time not paid to shareholders in
that period)
dominant firm oligopoly = a situation
in which a market leader can indicate its
preferred price to smaller competitors
economics = the principles of the
production and distribution of goods and
services and the development of wealth
(e.g. a lecturer in economics, monetarist
economics).
economic = related to trade, industry,
and the development of wealth (e.g.
economic
policy/growth/activity/reform).
economical = using no more of smth.
than is necessary (e.g. economical use of
water/style of writing).
economy = the relationship between
production, trade and the supply of
money in a particular country or region
(e.g. the economy of USA, market
economy).
GDP = the total value of goods and
services produced in a country‟s
economy, not including income from
abroad
- 62 -
GNP = the total value of goods and
services produced in a country‟s
economy, including income from abroad
holding company = a company that
completely or partly owns other
companies and may also carry out
normal business activities itself
joint venture = a business activity in
which two or more companies have
invested together
legal monopoly = a monopoly allowed
by the law of a particular country
market economy = (also free economy)
an economy in which companies are not
controlled by the government but decide
for themselves what to produce and sell
market niche = a market for a product
or service, perhaps an expensive or
unusual one, that does not have many
buyers, but that may make good profits
for companies that sell it
market share = the percentage of sales
in a market that a company or product
has
monopolistic competition = a situation
when many producers of slightly
differentiated products are able to sell
them at well above their marginal cost
monopoly = a situation where a business
activity is controlled by only one
company or by the government, and
other companies do not compete with it
monopsony = a situation where there are
many sellers but only one buyer for a
product or service
multinational company = a large
company that has offices, factories, and
business activities in many different
countries
natural monopoly = an industry where
there is only one producer because of the
nature of the activity
oligopoly = a concentrated market
dominated by a few large suppliers
parent company = a company that owns
other companies
property company/real estate
company = a company that buys land
and buildings in order to sell or rent
them
partnership = a relationship between
two people, organisations, or countries
that work together
private limited company = a company
whose shares are not openly traded and
can only pass to another person with the
agreement of other shareholders
proprietorship = a legal form of
business organisation in which the
proprietor is the sole owner of the
business enterprise and can exercise
complete control over its operation
public limited company = a limited
company whose shares are freely sold
and traded
public/state monopoly = a monopoly
that is owned and managed by the
government.
- 63 -
sole trader/sole proprietor = a legal
form of company in some countries for
someone who has their own business,
with no other shareholders
trust-busting = when officials bring to a
court of law cases where they believe
companies have been illegally working
together to reduce competition and
control prices
value added tax = a tax on some goods
and services. Businesses pay VAT on
most goods and services they buy and
charge VAT on the goods and services
they sell. At regular periods of time, the
total amount of tax paid is taken away
from the total amount charged to arrive
at an amount that is owed to or by the
business. Final customers pay VAT on
these goods in shops and on services.
VAT is a way of charging tax on the
increase in value of goods and services
at each stage as they are produced, rather
than just on their final selling price to
customers
Bibliography
1. Books
XXX English Grammar, Harper Collins Publishers 1994
Allsop, Jake, Louise Woods Making Sense of Idioms, Cassell Publishers Limited 1991
Ashley, A. A Handbook of Commercial Correspondence, Oxford University Press
Băcescu, Monica Iuliana English for Business, Editura Economică, Bucuresti 2004
Coe, Norman, Robin Rycroft, Pauline Ernest Writing Skills. A Problem-solving
Approach, Cambridge University Press 1991
Cotton, David Keys to Management, Nelson Business English
Emmerson, Paul Email English, Macmillan Publishers Limited 2004
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Flower, John Build Your Business Vocabulary, Language Teaching Publications 1990
Gaines, Barbara K Idiomatic American English, Kodansha International 1986
Hollett, Vicki Business Opportunities, Oxford University Press1998
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Lannon, Michael, Graham Tullis, Tonya Trappe Insights into Business, Longman 1996
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Mascull, Bill Business Vocabulary in Use, Cambridge University Press 2002
McLay, Vera Idioms at Work, 1987
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Powell, Mark Business Matters, Commercial Colour Press 1996
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Thomas, B.J. Advanced Vocabulary and Idiom, Thomas Nelson and Sons Ltd 1991
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Waistell, Mark Executive Listening, Nelson 1993
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2. Periodicals
The Economist
The Financial Times
The Guardian

3. Dictionaries
XXX Collins Dictionary of Economics, Harper Collins Publishers 1993
XXX Longman Business English Dictionary, Longman 2000

- 64 -
XXX Longman Dictionary of Contemporary English, Pearson Education Limited 2003
XXX Oxford Advanced Learner’s Dictionary, Oxford University Press 1995
XXX The Random House College Dictionary, Random House Inc. 1972
Bantaş Andrei, Violeta Năstăsescu Dicţionar economic englez-român, Editura
Niculescu, Bucureşti 1997
Lefter, Virgil Dictionar de proverbe roman-englez, Editura stiintifica si enciclopedica,
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Spears, Richard A. NTC’s American Idioms Dictionary, NTC 1991
Topală, Vlad Dragoş, Silvia Pitiriciu Dicţionar economic englez-român, Editura
Economică, Bucureşti 1999

4. Websites
http://www.adevarulonline.ro/economic/eco637-18.pdf - Adevarul economic nr. 27, din
7-13 iulie 2004

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