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ФЕДЕРАЛЬНОЕ АГЕНТСТВО ПО ОБРАЗОВАНИЮ

Государственное образовательное учреждение высшего профессионального образования


УЛЬЯНОВСКИЙ ГОСУДАРСТВЕННЫЙ ТЕХНИЧЕСКИЙ УНИВЕРСИТЕТ

Being a Successful Manager

Методическое пособие
по английскому языку

для студентов экономических специальностей

Составитель:

Т.И.Тимофеева

Ульяновск
2009
УДК 802.0 (076)
ББК 81.2 Англ-9
И 59

Рецензенты:
кафедра русского языка Санкт-Петербургского государственного
политехнического университета (зав. каф. канд. филол. наук, профессор А.В.
Хохлов;
канд.пед.наук, доцент, зав. каф. иностранных языков Ульяновского высшего
авиационного училища гражданской авиации О.С. Ивасюк.

Утверждено учебно-методическим отделом университета в качестве


учебного пособия.

Being a Successful Manager: учебное пособие по английскому языку


И59 для студентов экономических специальностей / составитель:
Т. И. Тимофеева. – Ульяновск: УлГТУ, 2009. – 57 с.

Учебное пособие составлено в соответствии с требованиями стандарта высшего


профессионального образования. Тексты заимствованы из оригинальных источников,
Интернет-ресурсов и личной деловой переписки автора и знакомят обучающихся с
особенностями бизнес-этикета в ином культурном пространстве. Задания, включённые в
пособие, направлены на формирование стратегий, детерминирующих коммуникативную
успешность личности в иноязычной среде.
Работа подготовлена на кафедре «Иностранные языки» УлГТУ.

УДК 802.0 (076)


ББК 81.2 Англ-9

 Т.И. Тимофеева, составитель, 2009


 Оформление. УлГТУ, 2009
CONTENTS

UNIT1. GOOD MANNERS, GOOD BUSINESS ----------------------------------- 4

Lesson 1A ------------------------------------------------------------------------------------- 4
Lesson 1B ------------------------------------------------------------------------------------- 8
Lesson 1C -------------------------------------------------------------------------------------12

UNIT 2 YOU WILL NOT HAVE A SECOND CHANCE TO MAKE THE


FIRST IMPRESSION! ------------------------------------------------------------------- 16

Lesson 2A ------------------------------------------------------------------------------------ 16
Lesson 2B ------------------------------------------------------------------------------------ 22
Lesson 2C ------------------------------------------------------------------------------------ 28

UNIT 3 MANAGING GOOD BUSINESS LETTER WRITING ---------------- 37

Lesson 3A ------------------------------------------------------------------------------------ 37
Lesson 3B ------------------------------------------------------------------------------------ 50

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ВВЕДЕНИЕ

Учебное пособие «Being a Successful Manager» составлено в соответствии


с программой курса английского языка для студентов экономико-
математического факультета I – II курсов специальности «Менеджмент» (шифр
специальности 08050765) и «Бухгалтерский учёт, анализ и аудит» (шифр спе-
циальности 08010965).
Иностранный язык является дисциплиной федерального компонента ГОС
ВПО (индекс дисциплины ГСЭ.Ф.01). Основными разделами дисциплины яв-
ляются специфика артикуляции звуков, интонации, акцентуации и ритма ней-
тральной речи в изучаемом языке; основные особенности полного стиля произ-
ношения, характерные для сферы профессиональной коммуникации; понятие
дифференциации лексики по сферам применения (бытовая, терминологическая,
общенаучная, официальная и другая); понятие о свободных и устойчивых сло-
восочетаниях, фразеологических единицах; понятие об основных способах сло-
вообразования; грамматические навыки, обеспечивающие коммуникацию без
искажения смысла при письменном и устном общении общего характера; ос-
новные грамматические явления, характерные для профессиональной речи; по-
нятие об обиходно-литературном, официально-деловом, научном стилях, стиле
художественной литературы; основные особенности научного стиля; культура
и традиции стран изучаемого языка, правила речевого этикета; диалогическая и
монологическая речь с использованием наиболее употребительных и относи-
тельно простых лексико-грамматических средств в основных коммуникативных
ситуациях неофициального и официального общения; основы публичной речи
(устное сообщение, доклад); понимание диалогической и монологической речи
в сфере бытовой и профессиональной коммуникации; чтение; виды текстов: не-
сложные прагматические тексты и тексты по широкому и узкому профилю спе-
циальности; письмо; виды речевых произведений: аннотация, реферат, тезисы,
сообщения, частное письмо, деловое письмо, биография.
Цель пособия – развитие у студентов навыков чтения, письма и устной
речи, формирование необходимого репертуара стратегий, обеспечивающих ре-
шение коммуникативных задач, подготовка к эффективной иноязычной комму-
никации.
Тексты, заимствованные из оригинальных источников, Интернет-
ресурсов и личной деловой переписки автора и знакомят обучающихся с осо-
бенностями бизнес-этикета в ином культурном пространстве. Задания, вклю-
чённые в пособие, направлены на формирование качеств, детерминирующих
коммуникативную успешность личности в иноязычной среде.

4
UNIT 1. GOOD MANNERS, GOOD BUSINESS

LESSON 1A

PRE-READING TASKS

I. Study the vocabulary:

to cause offence – оскорбить


to be fond of – увлекаться
challenge – проблема, вызов
to behave – вести себя
to raise a question – поднять вопрос
host – принимающая сторона, хозяин
to entertain – развлекать
counterpart – партнёр
title – звание, титул
to exist – существовать
to deal – иметь дело, ладить; deal – сделка
to be worth (+N, -ing)– быть достойным, стоить
e.g. It is worth trying – Стоит попробовать

II. Match the English sentences (1, 2, 3, …) with their Russian equivalents (a, b, c,
…):

1. It is worth trying.
2. It is not a good manner to raise tricky questions of business over the main
course.
3. Northern Europeans are not quite so fond of physical demonstrations of
friendliness.
4. You should know of the culture of the country you are dealing with.
5. Your Japanese counterpart will do very thorough research about your com-
pany.
6. The cultural challenges exist side by side with the problems of doing busi-
ness in a foreign language.
7. The way you behave as you eat is very important.
8. To the Germans, titles are much more important than to the Russians.
9. Should guests bring gifts of food or wine to their hosts?
10. Germans do not entertain business people.

a). Культурные проблемы существуют наряду со сложностями ведения


бизнеса на иностранном языке.
b). Стоит попробовать.

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c). Жители северной Европы не очень любят физические проявления
дружбы.
d). Очень важно, как вы ведёте себя во время еды.
e). Немцы не развлекают бизнес-партнёров.
f). Для жителей Германии титул гораздо важнее, чем для жителей России.
g). Невежливо поднимать щекотливый деловой вопрос, когда подали го-
рячее блюдо.
h). Должны ли гости приносить в подарок хозяевам еду или вино?
i). Ваш партнёр из Японии очень тщательно изучит информацию о вашей
компании.
j). Вам нужно знать о культуре страны, с которой вы работаете.

Text 1A

Read the article and choose one of these titles for it:

When in Rome… Problems that business people face


Travelling abroad Good manners, good business
Doing business in Europe I didn’t mean to be rude!

Nobody actually wants to cause offence but, as business becomes ever more
international, it is easy to get it wrong. There may be a single European market but it
does not mean that managers behave the same in Greece as they do in Denmark.
In many European countries handshaking is an automatic gesture. In France
good manners require that on arrival at a business meeting a manager shakes hands
with everyone present. This can be a demanding task and, in a crowded room, may
require gymnastic ability. Handshaking is almost as popular in other countries – in-
cluding Germany, Belgium and Italy. But Northern Europeans, such as the British
and Scandinavians, are not quite so fond of physical demonstrations of friendliness.
In Europe the most common challenge is not the content of the food, but the
way you behave as you eat. Some things are just not done. In France it is not a good
manner to raise tricky questions of business over the main course. Business has its
place: after the cheese course.
Italians give similar importance to the whole process of business entertaining.
In fact in Italy the biggest fear is that you entirely forget you are there on business. In
Germany, as you walk sadly back to your hotel room, you may wonder why your ap-
parently friendly hosts have not invited you out for the evening. Don’t worry, it’s
probably nothing personal. Germans do not entertain business people with quite the
same enthusiasm as some of their European counterparts.
The Germans are also notable for the amount of formality they bring to busi-
ness. As an outsider, it is often difficult to know whether colleagues have been work-
ing together for years or have just met in the lift. If you are used to calling people by
their first names this can be a little strange. To the Germans, titles are important.

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Forgetting that someone should be called Herr Doctor or Frau Direktorin might
cause serious offence. It is equally offensive to call them by a title they do not pos-
sess. In Italy the question of title is further confused by the fact that everyone with a
university degree can be called Dottore – and engineers, lawyers and architects may
also expect to be called by their professional titles.
These cultural challenges exist side by side with the problems of doing busi-
ness in a foreign language. Language, of course, is full of difficulties. But the more
you know of the culture of the country you are dealing with, the less likely you are to
get into difficulties. It is worth an effort. It might be rather difficult to explain that
the reason you lost the contract was not the product or the price, but the fact that you
offended your host in a light-hearted comment over an aperitif. Good manners are
admired: they can also make or break the deal.
(Adapted from the article by Richard Bryan in Business)

EXERCISES

I. Decide if these statements are true or false, according to the writer:

1. In France you are expected to shake hands with everybody you meet.
2. People in Britain shake hands just as much as people in Germany.
3. In France people prefer talking about business during meals.
4. Visitors to Germany never get taken out for meals.
5. German business people don’t like to be called by their surnames.
6. Make sure you know what the titles of the German people you meet are.
7. Italian professionals are usually addressed by their titles.
8. A humorous remark always goes down well all over the world.

II. Discuss the questions:

 Which of the ideas in the article do you disagree with?


 What would you tell a foreign visitor about «good manners» in your
country?
 How much do you think international business is improved by knowing
about foreign people’s customs?

III. Answer the questions about etiquette in your everyday life and on the job:

1. What are the rules of making introductions?


2. How would you introduce your mother, Susan Brown to
a) John Benson, a bank manager;
b) Helen Smith, professor;
c) Billy Stewart, your friend?
3. Are there any occasions when first names are not used? What are they?

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4. While handshaking who offers the hand first: a man or a woman; an old-
er person or a younger one; a more or a less important person?
5. Does kissing have any place in business surroundings?
6. How do you handle a wrong number?
7. Could you suggest any DOs and DON’Ts for dining?

IV. Now read the answers given by Elizabeth L. Post in her book «Emily Post on
Etiquette». Are they different from yours?

1. There are basic rules:


a) A man is always introduced to a woman. «Mrs. Pullman,
I’d like you to meet Mr. Hall.» «Jenny, this is my cousin
John Roberts.» «Mr. DeRuvo, may I introduce you to my
mother.»
b) A young person is always introduced to an older person.
«Dr. Joseph, I’d like you to meet my daughter, Lisa Peter-
son.» «Aunt Ruth, this is my roommate Elizabeth Kinney.»
c) A less important person is always introduced to a more im-
portant person, This rule can be complicated, since it may
be difficult to determine who is more important. There is
one guideline which may help in some circumstances:
members of your family, even though they may be more
prominent, are introduced to the other person as a matter of
courtesy. «Mr. Corner, I’d like you to meet my stepfather,
Governor Bradley.» «Mrs. Andrews, this is my aunt, Pro-
fessor Johnston.»

2. a) «Mr. Benson, let me introduce you to my mother, Mrs. Brown.»


b) «Professor Smith, I’d like you to meet my mother, Mrs. Brown.»
c) «Mom, may I introduce my friend Billy Stewart to you? Billy, this is
my mother, Mrs. Brown.»

3. Yes, there are. When meeting one of the following people first names
may not be used except when they request it:
a) A superior in one’s business;
b) A business client or customer;
c) A person of higher rank (a diplomat or a public official, for
example);
d) Professional people offering you their services (doctors,
lawyers, etc.). In turn, they should not use your first name
unless you request to;
e) An older person.

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4. The guidelines for shaking hands follow the guidelines for introductions:
a woman offers her hand first; an older person initiates a handshake with
a younger one; and the more important person, or the one to whom
someone is being introduced, is the first to offer his or her hand.

5. Kissing has no place in business surroundings among people who barely


know each other or people who see each other all the time. A kiss is not
a casual greeting but is an indication of real affection.

6. Consideration for others is the rule governing good table manners. Don’t
let anyone to see what you have in your mouth or make noise while eat-
ing. Avoid making a mess of the food on your plate. When cutting meat
keep your elbows at your side. Try not to scrape or drag chairs. Do at-
tempt to make pleasant conversation with your dining companions.
Don’t encircle your plate with your arm. Put your utensils down across
your plate to show that you have finished. Don’t crook your finger when
picking up a cup or a glass. It’s an effected mannerism. Don’t leave half
the food on your spoon or fork. Don’t wear an excessive amount of lips-
tick to the table.

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LESSON 1B

Text 1B

Read the text. Then do the exercises:

JAPANESE BUSINESS ETIQUETTE

There are many books claiming to prepare you for Japanese business etiquette.
Don't believe everything these books say, and don't make the mistake that you believe
you are well prepared to do business in Japan after reading a book about "Japanese
business etiquette"! Still, here are a few essential tips:

– Take enough ("enough" often means a couple of hundred) professionally


prepared "meishi" ("meishi" = business cards). For Japanese people (as elsewhere in
Asia-Pacific) exchanging "meishi" is like shaking hands. It is very awkward not to
exchange "meishi" when you first meet - few Japanese people will think this is funny.
So make sure you have enough. Not to have "meishi" has the meaning of being un-
employed (actually this is not specific to Japan alone, but meishi are equally impor-
tant in most East-Asian countries).

– Impress with facts and achievements, or the fame and power and size of
your corporation. Bring documentation of your company in Japanese language.

– Be on time and well prepared for meetings. It is extremely impolite not to do


your homework about the companies and people you are meeting. In case of doubt,
it’s better to assume that your Japanese partner will have done very thorough research
about your company. Your position will be weak if you have not done your prepara-
tions.

– There is a sophisticated protocol how seating is arranged at meetings, at din-


ners or in cars etc. The seating protocol depends on seniority, guest-host relationship,
the position of the door, decorations in the room, etc. If you are arranging important
meetings or dinners at high level, it will impress if you follow these seating customs.
Most foreigners who have not worked a long time in Japan will need advice from
Japanese professionals to select the correct seating order. At dinners there are also
customs about filling glasses etc.

– There are a number of unwritten rules in daily life in Japan, which everybody
observes, but nobody talks about, and which don't exist in Europe or the USA. For
example: no eating and drinking and no baby's perambulators (except folded up) on
short-distance commuter trains. It's your choice in a way, but you'll make more
friends if you observe these little rules.

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– There are some things you should definitely not do:
1). Do not blow your nose in front of other people!
2). Do not kiss anybody as a greeting! (You will embarrass your «victim»!)
3). Never throw objects at somebody asking them to catch! Books, papers, docu-
ments, meishi, presents, and other important objects are given with both hands and a
bow of the head.
4). There are a couple of other «no-no’s» (gestures, comments etc.) which will pro-
voke embarrassment, or even hostility in Japanese people, and you might be unaware
of them. You have better ask for them and avoid them.

– Be prepared for surprises! Everything is changing rapidly recently!

(www.eurotechnology.com/doing-business-in-japan/05)

EXERCISES

I. Explain the meaning of the words in English:

Business etiquette; tips; achievements; thorough research; a weak position; a sophis-


ticated protocol; customs; unwritten rules; a short-distance commuter train; to ob-
serve rules; a greeting; to provoke embarrassment; hostility; to be unaware.

II. Which of these statements are true? Correct the false ones:

1. After reading a book about "Japanese business etiquette" you are well prepared to
do business in Japan.

2. Japanese people do not shake hands; they exchange business cards instead,

3. Having no business card has the meaning of being unemployed not only in Japan,
but in most East-Asian countries.

4. You will break the deal if you do not do very thorough research about the compa-
nies and people you are meeting.

5. It is very easy to arrange important meetings or dinners at high level.

6. There are some unwritten rules in daily life in Japan, which everybody observes,
but nobody talks about.

11
7. At business meetings there is a custom to kiss each other when greeting.

8. Gestures are universal all over the world, so use a lot of body language at business
meetings.

III. Make a list of what you should or shouldn’t do while doing business in Japan.

DOs DON’Ts

e.g. Be prepared to do business in Japan. Don't believe everything the books say.

………………………………………. ……………………………………….

………………………………………. ………………………………………

………………………………………. ……………………………………….

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LESSON 1C

Text 1C

Read for specific information, then give a short summary of passages 1, 2, 3, 4:

HELP YOUR STAFF MASTER INTERNATIONAL BUSINESS ETIQUETTE

«In this day and age, companies can't afford not to train their employees to
think globally. »

Tom Miller, vice president for Business for Diplomatic Action.

1. Doing business internationally is more possible than ever thanks to the In-
ternet and fax machines. Chances are, your company is expanding into international
markets or is considering it in the near future.

But how do you keep your employees from giving your company a bad name
just because they don't understand the culture they're working in?

Sometimes the simplest things can be misunderstood when working with oth-
er cultures. Here are a few "red flags" from the World Citizens Guide, published by
the National Business Travel Association and Business for Diplomatic Action, a
N.Y.-based organization that works to mobilize the United States business communi-
ty in programs that will improve the reputation of the U.S. around the world:

To do business internationally your employees should ……………………………….

2. Language

 Try to speak a little of the language. It is not insulting to mispronounce


a word or make a mistake. Even if it's only "hello" and "thank you," the effort will be
appreciated.
 It is okay to talk with your hands, but make sure you know what
you're saying. Gestures are a powerful means of communication in any culture and
are obviously easier to learn than the language because they come naturally. But be
aware that a gesture in North America might have a totally different meaning else-
where.

Doing business in a foreign country try to…………………………………………….

…………………………………………………………………………………………

13
3. Perceptions

 Think locally. Try to find a few topics that are important in the local
popular culture. Learn a few names of pop singers, actors, TV personalities, or sports
heroes. Remember many people in the world have little interest in football or base-
ball, so talk about topics others can relate to.
 Show your pride, but respect theirs. People may show a lot of interest
in American culture, but that doesn't mean they feel less proud of their own country
and culture. Be proud of your country, but remember it's not the only one. Remember
to ask people what they enjoy about their own country, and be sure to share comple-
ments about their country as well.

Remember to talk about topics that ……………………………………………………

………………………………………………………………………………………….

4. Training Employees

Letting employees blunder into a situation and "learn from experience" is a


sure-fire recipe for disaster. The key is training your employees before they work in-
ternationally. Where can you go for training and research?

 The Internet. The Web sites for the National Business Travel Associa-
tion and Business for Diplomatic Action both offer tips for working with different
cultures. Online courses are available that give employees a certain amount of time to
log on and finish the course. Employers can track employees' progress and final
scores.
 Experienced employees. Companies will make good use of employees
and their family members who have experience working abroad. Bring in those em-
ployees for training sessions or assign them as mentors to employees who will be
finding themselves in similar situations. Have mentors put employees in situations
they might face. For example, have a mentor take an employee out for dinner and
walk her through the dining etiquette that she should expect. You could also have the
mentor and employee role-play introductions or small talk that would be acceptable
before a meeting begins.
 Consultants. Many organizations, including Business for Diplomatic
Action, present one-day total immersion seminars for company personnel. These or-
ganizations will bring experts to your place of business for a short, intense training
experience.

Training your employees before they work internationally is absolutely necessary.


You can use 1. ……... ………. 2. …………………….. 3. ………………………….

By Valerie Van Kooten

14
EXERCISES

I. Translate the abstract about doing business in Russia from "The Web's leading
resource for International Business Etiquette and Manners" into your language
using a dictionary:

RUSSIA

Behavior

 As a foreigner, you are expected to be on time to all business appoint-


ments. However, your Russian counterpart may be late, as this may be a test of your
patience. Do not expect an apology from a late Russian, and do not demonstrate any
kind of attitude if your business appointments begin one or two hours late. This may
also be a test of your patience.
 Social events are more relaxed. It is acceptable for foreigners to be 15
to 30 minutes late.
 Patience is an extremely important virtue among Russians; punctuality is
not.
 Russians are known as great "sitters" during negotiations, this demon-
strates their tremendous patience.
 Some 'hard-line' Russians still view compromise as a sign of weakness,
and often refuse to back down. To these individuals, compromising is bad business.
 As a foreigner, you should realize that "Final Offers" are often not ac-
tually the end of the negotiations and that often the outcome will be more beneficial
and attractive if you can hold out.
 There is a Russian term meaning "connections" or "influences. It is ex-
tremely difficult to do business in Russia without help from a local. To help with this,
gifts, money or other items are often a good idea when doing business in Russia.
 If attending dinner at a family residence, it is appropriate to bring a gift,
such as a bottle of wine, dessert, or a bouquet of flowers.
 When shaking hands with someone, be sure to take off your gloves, as it
is considered rude not to.
 Be sure to have plenty of business cards with double sides of informa-
tion. One side should be printed in English, the other side in Russian.
 Be alert and open to taking a drink or having a toast, as refusing to do so
is a serious breach of etiquette.

Communications

 Russian is the official language. Speaking or laughing loudly in public is


considered rude, as Russians are generally reserved and somber.
 Many Russians speak English, as it is often taught beginning in the third
grade.

15
 Russians are highly literate, and have almost a 100% literacy rate. Good
topics of conversation include peace, the current changes taking place in Russia, and
their current economic situation.

Web's leading resource for International Business Etiquette and Manners

II. Translate the abstract about doing business in China into English:

КИТАЙ

Считается, что Китай является древнейшей цивилизацией с историей бо-


лее 4000 лет. Пекин – столица Китая. Официальный язык – стандартный китай-
ский, который произошёл от диалекта Мандарин. Большинство китайских биз-
несменов говорят по-английски.

Поведение

 Не жестикулируйте. Китайцы не пользуются жестикуляцией, когда го-


ворят. Ваши движения могут беспокоить вашего партнёра.
 Необходимо любой ценой избегать прикосновений. Недопустимо, что-
бы мужчина дотронулся до женщины в общественном месте.
 Не показывайте пальцем, когда говорите.
 Полностью запрещается дарить подарки членам правительства; однако в
мире бизнеса это стало обычным. Принято дарить подарки либо наеди-
не, либо группе людей, чтобы избежать неловкой ситуации.
 Банкет считается самым лучшим подарком. Китайцы любят также полу-
чать в подарок хорошие ручки.
 Не следует дарить следующие подарки и цвета, так как в Китае они ас-
социируются со смертью: часы; соломенные сандалии; носовые платки;
а также подарки белого, голубого и чёрного цвета.
 Если вы приглашены в гости, приезжайте в назначенное время или
раньше.
 Не обсуждайте дела за едой.
 Не начинайте есть или пить раньше хозяина.
 Необходимо попробовать все блюда, которые подают – это вежливо.
 Ешьте понемногу – блюд может быть несколько.
 Оставьте немного еды на тарелке. Если вы доели всё, китайцы сделают
вывод, что вы не наелись.
 Не роняйте палочки – это считается плохой приметой.
 Женщины обычно не пьют алкоголь во время трапезы.
 Чаевые считались оскорблением, однако последнее время становится
традицией оставлять чаевые в ресторанах.

16
UNIT 2. YOU WILL NOT HAVE A SECOND CHANCE TO MAKE THE
FIRST IMPRESSION!

LESSON 2A

THE RIGHT CAREER?

PRE-READING TASKS

1. Study these adjectives and complete the table with them:

Considerate, competitive, talkative, practical, traditional, reserved, serious,


trusting, tough, hard-headed, stable, warm, lonely, depressed, calculating, sad, guilty,
co-operative, outgoing, optimistic, emotional, sceptical, good-natured, quiet, calm,
cold, shy, nervous, curious, sociable.

Positive Negative Both

II. Find words in Exercise 1 that are of the similar meaning:


E.g. sociable – outgoing

III. Find words that can be opposites:


E.g. quiet – talkative

IV. Say what job do you do (or do you want to do)? What kind of personality do you
think you need for the job?

V. Word building: nouns and verbs.


The verb INVENT has two nouns that go with it:

Alexander Bell invented the telephone.


Alexander Bell was a famous Scottish inventor
The telephone was a 19th century invention.

Use a dictionary to help you complete this table:

Verb Noun (person) Noun (abstract)


invent inventor invention
compete competitor competition
…………. investigator ……………

17
…………. …………… operation
translate …………… ……………
…………. …………… investment
employ ………….... ……………
…………. …………… survival
…………. applicant ……………
…………. robber ……………

VI. Fill the gaps with suitable words from the table.

a. My son won first prize in a poetry …………………. .


b. The police are conducting an ……………… into the fire.
c. She ……………. all her money in diamonds.
d. I was one of 20 ……………. for the job.
e. Unfortunately, there were no ………… from the plane crash.

Text 2A

Read the questionnaire and answer it.

WHAT JOB IS THE BEST FOR YOU?

Many employers nowadays use psychological tests to select employees. This is


called psychometric testing. Getting the right person for the job is obviously good for
the employer, but it is also good for employees, because they will be happier in a job
that suits their personality.
This psychometric test will suggest the kind of job that is best for your perso-
nality. Read each statement. Write D if you disagree with it, a question mark ? if you
are not sure, and A if you agree. Don’t think too long about each statement. Give
your first answer.

Section A Section C

1. I am an outgoing and D ? A 1. I am a curious person. I like


sociable person. theories and abstract ideas. D ? A
2. I never feel shy. D ? A 2. I like to try new things:
3. I am normally optimistic food, holidays, hobbies. D ? A
about the future. D ? A 3. I am interesting in art and
4. I usually like to do things poetry. D ? A
on my own. D ? A 4. I don’t often daydream. D ? A
5. I don’t usually enjoy meeting 5. I am generally set in my
and talking to new people. D ? A ways. D ? A

18
Section B Section D

1. I am a pretty nervous 1. I always try to be considerate


person. D ? A to other people. D ? A
2. I don’t like working 2. I would rather co-operate than
under pressure. D ? A compete with other people. D ? A
3. My mood often goes 3. I believe that most people
up and down. D ? A are basically good. D ? A
4. I don’t usually worry 4. People sometimes think that
about things. D ? A I am cold and calculating. D ? A
5. I hardly ever feel lonely 5. I frequently argue with my
or depressed. D ? A family and friends. D ? A

EXERCISES

1. Read the scoring key and calculate your scores. Do the results match your ideas
about yourself?

Here is the scoring key.


For statements 1 to 3 in each section score 5 for A (agree), 3 for a question mark (not
sure) and 1 for D (disagree).
For statements 4 and 5 in each section score 1 for A (agree), 3 for question mark (not
sure) and 5 for D (disagree).
Add up your scores for each section. There is a maximum score of 25 and a minimum
score of 5 for each section.

What do the scores mean?

Section A
5-12 You are an introvert – quiet, reserved, serious. You like being on your own.
13-17 You enjoy being with other people but not all the time. You also need your
privacy.
18-25 You are an extravert – outgoing, talkative. You like being with other people.

Section B
5-12 You are very stable, calm, and optimistic. You can deal with stress easily.
13-17 You are fairly calm, but you sometimes feel guilty, angry, or sad.
18-25 You are a worrier – sensitive, emotional, moody.

Section C
5-12 You are practical and traditional. You like things to be clear.

19
13-17 You like the balance between the old and the new.
18-25 You are an experimenter. You like new ideas and challengers.

Section D

5-12 You are a competitive person – tough, hard-headed, sceptical.


13-17 You are usually warm and trusting, but you can sometimes be very stubborn.
18-25 You are a co-operative person – warm, good-natured. You don’t like conflict.

II. Choose two of these jobs – one you think would be suitable for you, and one you
think wouldn’t be suitable for you. (You can choose jobs that are not in the list.)
Say what you would like and dislike about each job. Use the ideas in the box to help
you.

shop assistant office manager writer actor salesperson


bus driver electrician journalist teacher disc jockey
architect police officer secretary accountant factory worker

pay
necessary skill
holidays
promotion
contact with people
variety
travel
taking orders
independence
responsibility
hours
smartness
personality

Example: shop assistant

I wouldn’t want to be a shop-assistant. You have to work long hours and the pay isn’t
very good. I’d certainly meet a lot of people, but I wouldn’t be very good with the
difficult customers: I’d probably loose my temper with them and get the sack. The
other thing is that I do not dress particularly smartly, and I am not very punctual,
either.

20
III. Here are some people talking about their business. Fill the gaps with appropri-
ate forms of expressions in the box:

break even, lay off, make a loss, make a profit, make redundant, pay off, rise,
set up, take on, take out

1. We did rather well last year. Our turnover _____________ by 25%, and we
_____________ of around £ 25,000, so we were able to _______________ an
extra member of staff.
2. Things are hard in the building trade at the moment. This year, unfortunately,
we expect to ___________ , and if that happens we’ll have to ____________ a
number of employees.
3. Six months ago we ____________ a bank loan of £ 30,000. If things go well,
we should be able to ______________ the loan within a year.
4. I worked for the engineering company for 10 years, and when I ____________
three years ago I decided to ___________ my own business.
5. We don’t expect to make any money from this deal, but with any luck, we’ll
manage to _______________ .

IV. You are going to read the story of a company called «Future Publishing». Here
are some of the things from the story. Put them in the order you think they are in
the text:

a. He set up a company called Future Publishing.


b. Over the next eight years, their turnover now has risen by about 90% a year.
c. They kept adding new magazine titles.
d. Chris Anderson was working for a company that produced a home computer mag-
azine.
e. The launched their own computer magazine.
f. The next issue made a profit.
g. They managed to pay off the bank loan in just three months.
h. He was sacked.
i. He decided to sell the company.
j. They took on more staff.
k. They didn’t sell enough copies to break even.
l. They took out a bank loan of £ 15,000.

Now read the text. Were you right?

21
SUCCESS STORY

It’s an incredible success story. It was this man Chris Anderson, he was work-
ing for a company who produced a home computer magazine. He had a row with his
boss and he was sacked, so he decided to launch his own computer magazine.

So what he did was, he got together with his wife and a couple of friends, and
started a company called Future Publishing. They set up an office in his bedroom at
home, and they took out a bank loan of about £ 15,000 and launched their own com-
puter magazine called Amstrad Action. Well, the first issue they did, they didn’t even
sell enough copies to break even, but they kept going and the next issue made a profit
and they managed to pay off the original bank loan after just three months. And then
after that they just expanded and expanded, they took on more staff and they
launched other computer titles, like PC Plus for example.

They kept adding other magazine titles, on all other sorts of topics like needle-
work and mountain biking, and all kinds of things. Apparently, their turnover now
has risen by about 90 per cent a year ever since, and now they’ve got more than
30different magazine titles. Eventually Chris Anderson decided to sell that company,
and he got something incredible like £ 50 million for it. He went off to the States and
now is doing it all over again.

V. Which of these do you think are the most important in a job? Chose four of the
most important and one least important thing.

chance of promotion
comfortable working conditions
company car
freedom
generous expenses
getting on with your boss
good holidays
good pay
good pension
health insurance
interesting work
responsibility
security
short hours
travelling
working with nice people

22
LESSON 2B

DRESSING FOR BUSINESS

Are you dressing for success while dressing for business? Agree o disagree with the
following statements:
DIS-
AGREE AGREE

1. The way people dress at work usually indicates


how competent they are at their jobs.

2. People should be allowed to wear exactly what


they want at work.

3. Firms who want employees to wear particular


clothes should pay for those clothes.

4. In most firms, the way you dress will affect your


chances of promotion.

5. People work best in the clothes they feel most


comfortable in.

6. People wearing unusual clothes to work give a


bad impression to clients.

7. As long as the person is good at his/her job, it


shouldn’t matter what s/he wears.

8. I object to senior female staff wearing trousers.

9. Sloppy clothes mean sloppy work.

10. I wouldn’t have faith in a businessperson who


wore jeans to work.

11. Men shouldn’t be allowed to take off their


jackets at work even in the summer.

12. Bosses should always be smartly dressed.

23
Text 2B

Read the text:

DRESSING FOR BUSINESS SUCCESS

The first impression you make on a potential employer is the most important
one. The first judgment an interviewer makes is going to be based on how you look
and what you are wearing. That's why it's always important to dress professionally for
a job interview, even if the work environment is casual.

What's the appropriate dress code for an interview? You'll want that first im-
pression to be not just a good one, but, a great one. The candidate dressed in a suit
and tie is going to make a much better impression than the candidate dressed in
scruffy jeans and a t-shirt.

Dress Your Best When Interviewing

Does it really make a difference how you dress for an interview? In many cas-
es, it does. I'll never forget the gentleman I interviewed for an accounting position.
He had been out of work for a few months and wanted to show me why. He took off
his jacket, unbuttoned his shirt and started to pull down his pants (this is a true story)
to show me the scar from a boat propeller that had injured him. He didn't get the job.
Neither did the young lady in a bright red skirt so short and tight that she could hardly
sit down!

In the conservative business climate appearances does matter. In other envi-


ronments it isn't as important. However, it does make sense to dress your best for
the interview, regardless of the dress code at the organization. If you're in doubt
about how to dress for an interview, it is best to err on the side of conservatism. It is
much better to be overdressed than underdressed (or undressed). If you're not sure,
check with the person who scheduled the interview and ask.

According to Kim Zoller, 55% of another person's perception of you is based


on how you look. Her Dressing for Success information gives some tips on how to
look your best, without necessarily spending a lot of money. Here's a quick look at
the basics:

Women's Interview Attire

 Solid color, conservative suit


 Coordinated blouse
 Conservative shoes
 Limited jewelry (no jewelry is better than cheap jewelry )
 Neat, professional hairstyle

24
 Neutral pantyhose
 Sparse make-up & perfume
 Manicured nails
 Portfolio or briefcase

Men's Interview Attire

 Solid color, conservative suit


 White long sleeve shirt
 Conservative tie
 Dark socks, professional shoes
 Little or no jewelry
 Neat, professional hairstyle
 Limit the aftershave
 Neatly trimmed nails
 Portfolio or briefcase

What Not to Bring to the Interview

 Gum
 Cell phone
 Ipod
 Coffee or soda
 If you have lots of piercing, leave some of your rings at home (earrings only, is
a good rule)
 Cover tattoos

By Alison Doyle

EXERCISES

I. Explain in English the meaning of the words in bold type.

II. Look at the box and find the word for the person who…

1. builds houses 9. works in an office and deals with filing,


2. designs houses correspondence, etc.
3. grows food in his or her fields 10. cures sick animals
4. repairs cars 11. looks after sick people
5. repairs water-pipes 12. repairs household machinery
6. sells meat 13. cooks in a hotel or restaurant
7. makes or sells bread 14. looks after people’s teeth
8. sells vegetables 15. flies airplanes

25
an architect, a baker, a builder, a butcher, a chef, a dentist, a farmer, a greengrocer,
a mechanic, a nurse, a pilot, a plumber, a secretary, a service engineer, a vet

III. Look at the description of different outfits and match a job to each outfit. You
can mention the same job as many times as you like.

1. A pale blue shirt, smart dark grey trousers, no tie.


2. A scruffy dark navy suit, a sober tie.
3. A blue check shirt, faded scruffy jeans, plimsolls.
4. A red and navy check shirt, pale pink tie, a black jacket, cream trousers, white
shoes, a badge on the jacket.
5. A sport cream and brown check jacket, a pale blue shirt, cream trousers, a sober
tie.
6. A pale blue shirt, a navy and red patterned tie, smart jeans.
7. A jacket and trousers all dark grey.
8. A three-piece pin-stripe dark navy suit, white shirt, a sober tie.

a) an architect; b) a bank manager; c) a clerk, d) designer; e) a doctor; f) an insurance


agent; g) a middle management executive; h) a TV reporter; i) a personnel manager;
j) a researcher; k) a school teacher.

IV. Read the text and give a short summary of each paragraph:

DRESSING FOR SUCCESS – FEMALE STYLE

UNDERLYING SYMBOLISM. Given all the historical, psychological, cultur-


al and social factors that impinge on the personal dress habits of women, there is no
clear-cut solution to the problem ambitious women must face in investing a suitable
costume for their business role. The most important consideration for women is the
underlying symbolism of clothing. In business you are not dressing to express per-
sonal taste; you are dressing in a costume which should be designed to have an im-
pact. If you clothes don’t convey a message that you are competent, able, ambitious,
self-confident, reliable, and authoritative, nothing you say or do will overcome the
negative signals emanating from your apparel.

The most important consideration for women ________________________________

DRESSES VERSUS SUITS. There is a feeling of defencelessness about


dresses when all the men in the room wear jackets. When you think in terms of sym-
bolism, it seems quite obvious that a man’s jacket is his «mantle of authority». The
first thing a man does when preparing for a business meeting or visiting his boss is to
put on his jacket. Many women executives unconsciously adopt this idea. Many of

26
them wear dresses with a matching or contrasting jacket which gives a feeling of
strength and control to women’s appearance.
A woman who hopes to manage affairs and exert authority must avoid any
kind of dresses which portray her as weak or indecisive.

A jacket serves the purpose of ____________________________________________

WEAR SHOES YOU CAN WALK IN. Foot-crippling shoes have long contri-
buted to keeping women in their place. A serious business cannot be delayed just be-
cause an executive’s feet hurt. Businessmen do a lot of walking around, and women
must be ready to join them and keep up with them.

Conservative comfortable shoes help a businesswoman ________________________

Zs. Ardo. English for Practical Management

V. Translate the abstract about Western and Russian dress codes into your lan-
guage using a dictionary:

Dress code (Western)

A dress code is a set of rules governing what garments may be worn together.
Examples of dress codes are combinations such as «smart casual», or «morning
dress». A classification of these codes is normally made for varying levels of formali-
ty and times of day. In traditional Western dressing, for men the more formal dress
codes, such as «black tie», are highly codified with essentially fixed definitions,
mostly unchanged for more than fifty years, while the more casual classifications
change very quickly, and a world-wide or widely relevant discussion is impossible.
For women, changes in fashion are more rapid.

In practical use, dress codes are either followed instinctively, enforced by peer
pressure, so that people wear similar clothing in the same situations. Alternatively, at
more formal events where a dress code is specified, invitees wear clothes at the speci-
fied level; if some variation is permitted (for example, «black tie preferred»), the host
will wear the most formal option to save guests the embarrassment of out-dressing
him.

Western dress codes

 Formal wear

– Formal

– Semi-formal

27
 Informal
 Smart casual
 Business casual
 Active attire

From Wikipedia

Appearance (Russia)

 Businessmen in Russia usually wear suits that are dark and well tailored along
with good dress shoes. A businessman’s wardrobe demonstrates the individu-
al’s image as a professional.
 Men often do not take off their jackets in negotiations.
 Do not stand with your hands in your pockets. This is considered rude.
 Women dress rather conservatively, avoiding overly flashy or gaudy outfits.
 Women should always cover their heads when entering into any Russian Or-
thodox Churches.
 Skirts should be worn rather than pants.
 When attending dinner in a citizen’s home, casual dress of slacks and a nice
shirt without a tie are appropriate.

Web's leading resource for International Business Etiquette and Manners

VI. Discuss in groups and write the tips you find useful in dressing for work.

DRESSING BUSINESS STYLE

DOs DON’Ts

____________________________ ______________________________

28
LESSON 2C

YOUR RESUME

PRE-READING GUESSES

Do this questionnaire as a brainstorming/group discussion activity:

1. A resume is the same as a C.V. (Curriculum Vitae).

a). True

b). False

2. A resume must contain the following facts about your background:

a). Qualifications

b). Interests

c). ………………

3. You should start your resume with ………………………………………………….

4. You never start with your work experience.

a). True

b). False

5. Information about your work experience will include the following:

a). Job title/position

b). Previous employer

c)..…………………

6. In your resume the list of positions/jobs should be in reverse chronology.

a). True

b). False

7. Leisure and non-work activities should be

a) mentioned in brief

29
b) left out since they are irrelevant

c) …………………..

8. It has acceptable practice to

a) supply names and addresses of the referees

b) write «References: available upon request»

c) ………………………

9. You fine-tune your resume

a) once and for all, since basic facts do not change

b) every time you apply for a new job since it must be updated

d) ………………………

10. It may be advantageous to have

a) one «perfect» updated resume always at hand

b) two or three different resumes, each emphasizing a different area of compe-


tence

c) ……………………..

READING

Text 2C

Read for specific information. Can you locate the answers to your pre-reading
guesses?

A resume must contain a summary of essential facts about your background:


1. Personal details
2. Career objective
3. Education
4. Work experience
5. References
Information, which indicates your suitability to the job, should be highlighted. If you
have had previous experience in various phases of employment, it may be to your ad-

30
vantage to have two-three different resumes, each emphasizing a different area of
competence.

It is standard practice to begin the resume with personal data. Essentials such
as your name, address, social insurance number, home phone number and business
phone number (recommended only if your present employer is aware of your job
search). Facts, such as your date of birth, marital status, and number of dependants,
may be also included.

An option, which can be included in your resume, is a brief explanation of your


career objective or goals. This is usually included following personal data. If you
have only one version of your resume, it may be the best to include this section in a
covering letter so that you can tailor it to the specific position for which you are ap-
plying.

The structure of the next portion of your resume will depend a lot on the extent
of your work history. If you are a recent graduate with limited business experience,
begin with your education first. Highlight achievements and honours, and note extra-
curricular activities. Expand on any courses which are relevant to the position you
desire, or specialized training you may have participated in. Progress to your part-
time or summer employment, and indicate responsibility and achievements.

If you possess a strong background in the work world, you should begin with
your work experience first. Information provided here will include job title, name of
employer, address, date of employment, and a brief summary of duties. Emphasize
responsibilities and highlight personal achievements, advancement and recognition.
Your list of positions should be in reversed chronological order, so begin with your
current employer.

Next, your resume could include a brief section designed to give employers an
insight into your leisure and non0work activities. You might include:
 clubs or professional associations
 community volunteer work
 sports and hobbies

Finally, you could list references. It has become acceptable practice to write
«References: Available upon request» since addresses, titles, phone numbers are sub-
ject to change. Choose references carefully and always get permissions to use their
names as references.

Zs. Ardo. English for Practical Management

31
EXERCISES

I. Personality adjectives.
The wordsearch puzzle contains 21 personality adjectives.

C I T S I M I T P O T H Y
AO I Y S O NU O S H WD
L DMV PO QF S O O E S
MA I MX I U Q I C U L C
Z G DS U S I P T I G B H
E G YH S NS L I A H A E
H R OY AN I A V B T N E
S E U E V I TC E L F E R
I S I C U QI I A E UM F
F S E K E UVD MT L A U
L I T J B S EV O Y I X L
E V I T I S N E S REV O
S EA S Y GO I N GGWE

The first letter of each answer is given. Find words to describe people who:

1 look on the bright side of life (three answers)


P________________________
O _______________________
C _______________________

2 are too interested in what other people are doing (two answers)
I ________________________
N _______________________

3 spend a lot of time thinking (two answers)


T ________________________
R ________________________

4 think about themselves too much (two answers)


S _________________________
V _________________________

5 enjoy talking to other people (two answers)


C _________________________
S _________________________

32
6 are afraid of other people (three answers)
I __________________________
S _________________________
T _________________________

7 are likely to attack other people


A _________________________

8 are easily upset


O _________________________

9 are not easily upset (four answers)


E __________________________
P __________________________
C __________________________
A __________________________

10 are unhappy unless everything is exactly right


F __________________________

II. Now write a brief description of your own personality, including at least three of
the words from the puzzle.

III. Read the CV sample:

CURRICULUM VITAE

Name: Jennifer ANDRUS


Nationality: British
DoB: 07/03/1986
Address: 12 Birch Grove
Huyton
Knowsley
L36 9XH
UNITED KINGDOM
Tel: +44 (0) 774 527 3345
+79020061927
Email: Papercuts97@aol.com

Education: 2004 – Present – University of Durham


1997– 2004 – St. Hilda's High School, Liverpool

33
Qualifications: (Currently studying for B(A) Hons – Modern Languages –
French/German/Russian)
A-LEVELS:
Art&Design C
French A
General Studies A
German B
Mathematics A
GCSEs:
Art&Design A
Design Tehcnology – Graphic Products B
English Language B
English Literature A
French A
German A
Mathematics A
Music A
Religious Education, Short Course A
Science A

Languages: English Native Speaker


French Fluent
German Fluent
Russian Very Good
Dutch Beginner

Other Skills: Grade 8 ABRSM* Bb Cornet Pass


Grade 7 ABRSM Voice Distinction**
Grade 5 ABRSM Music Theory Pass

Work Experience: 2003 – Present – Private music teaching (part-time)


2005 – 2006 Van Mildert College Library (part-time)

Interests:
I am a committed member of the Brass Band Movement, with which I became in-
volved at the age of ten. I attend band rehearsals twice a week with Spennymoor
Town Brass Band, as well as contests and concerts, and enjoy teaching junior mem-
bers of the band. I also enjoy singing and playing the piano, amongst other instru-
ments. I like to keep fit, and regularly swim or go jogging. I love reading, including
books not necessarily in English.

Personal Statement:
I am a committed, hardworking person who likes things to be done properly and on

34
time. I am always punctual, and respond calmly to pressure. I am quick to learn new
things, and am equally happy working alone or with a team, and have experience of
leadership roles. I am always honest, but understand the value of tact, as well as the
different qualities of different people, each of which can add value to a team.
References:
Available on request

*ABRSM – the Associated Board of the Royal Schools of Music, an educational


body that provides examination in music
** Distinction – the quality of being unusually good; excellence.

IV. On the basis of the sample CV given above, write your own.

V. Read the sample cover letter written in response to an advertisement in the


newspaper. Before taking a look at the letter, here are some useful key phrases to
use in your own cover letters.

Useful Key Phrases

 I am writing to you in response to your advertisement for...


 As you can see from my enclosed resume, my experience and qualifications
match this position's requirements.
 I would like to point out... immediately upon his return.
 During ...., I improved (furthered, extended, etc.) my knowledge of...,
 I hope you will consider me for a place
 I look forward to an opportunity to speak with you in person. (OR to speak
with you personally)

2520 Vista Avenue


Olympia, Washington 98501
April 19, 2008
Mr. Bob Trimm, Personnel Manager
Importers Inc.
587 Lilly Road

Dear Mr. Trimm:

I am writing to you in response to your advertisement for a Legal Assistant


specializing in Port Regulatory Law, which appeared in the Seattle Times on Sunday,
June 15. As you can see from my enclosed resume, my experience and qualifications
match this position's requirements.

35
I especially would like to point out that I graduated Cum Laude* from The
University of Tacoma and was hired directly upon graduation due to my expertise in
port authority regulations.

During the four years that I worked for Shoreman and Co., I further deepened
my knowledge of the fast changing regulatory laws in our state. My employer also
thought highly enough of my abilities to promote me to head legal researcher after
my first year of employment.

I look forward to an opportunity to personally discuss the position with you. I


will call you within the next five days to arrange an interview.

Sincerely,

Kenneth Beare

* Cum Laude – Latin with praise; recognition given by some American universi-
ties of special achievement.

V. Language review. Relative clauses.

Defining clauses provide essential information about the subject or object


of the sentence. Without this information the sentence often doesn’t make
sense or has a different meaning.

E.g. Managers who trust their staff often become good leaders.

 Defining clauses have no commas.


 Who or that are used for people.
 Which or that are used for things.
 You can leave out the relative pronoun if the clause defines the object of
the sentence. E.g. The person I spoke to was very helpful.

Non defining clauses provide extra information about the subject or object
of a sentence. The sentence still makes sense without this information.

E.g. The President, who is 60, is retiring next year.

 The extra information is contained between commas.


 Who (nor that) is used for people.
 Which (not that) is used for things.
 You can not leave out the relative pronoun.

36
Complete the sentences in the job advertisement below with who or which.

Chief Executive
Highly successful quoted company
London Area c.* £300,000+Bonus+Benefits

Our client is a medium-sized publicly-quoted group of businesses ________(1) are


engaged in distribution and engineering. The group __________(2) had a record
turnover last year, is looking to continue its expansion. The outgoing Chief Execu-
tive ___________(3) has led the company successfully for the last 10 years, is due
to retire at the end of the year. The new Chief Executive, _________(4) will have an
excellent track record in the industry, will need to fulfil a role _________(5) re-
quires a variety of leadership skills. Our client is looking for an outstanding leader
________(6) who will drive the group forward using a mix of strategic, financial
and commercial skills.

Send a full CV in confidence quoting reference number315J.


Executive Recruitment, 23-25 Hill Street, London WIX 7BB

* c. – written abbrev. circa = about

37
UNIT 3. MANAGING GOOD BUSINESS LETTER WRITING

LESSON 3A

Text 3A

Read the text and study thoroughly standard phrases used in business letter writ-
ing:

GUIDE TO BASIC BUSINESS LETTERS

The Basics

The basics of good business letter writing are easy to learn. The following guide
provides the phrases that are usually found in any standard business letter. These
phrases are used as a kind of frame and introduction to the content of business letters.
By using these standard phrases, you can give a professional tone to your English
business letters.

The Start

Dear Personnel Director:

Dear Sir or Madam: (use if you don't know who you are writing to)

Dear Dr., Mr., Mrs., Miss or Ms. Smith: (use if you know who you are writing to, and
have a formal relationship with - VERY IMPORTANT use Ms. for women unless
asked to use Mrs. or Miss)

Dear Frank, (use if the person is a close business contact or friend)

The Reference

With reference to your advertisement in the Times / your letter of 23 rd March /


your phone call today, …
Thank you for your letter of March 5 th .

The Reason for Writing

I am writing to inquire about / apologize for / confirm

Requesting

Could you possibly…?


I would be grateful if you could …

38
Agreeing to Requests

I would be delighted to …

Giving Bad News

Unfortunately …
I am afraid that …

Enclosing Documents

I am enclosing …
Please find enclosed …
Enclosed you will find …

Closing Remarks

Thank you for your help.

Please contact us again if we can help in any way / there are any problems / you have
any questions.

Reference to Future Contact

I look forward to hearing from you soon / meeting you next Tuesday / seeing you
next Thursday.

The Finish

Yours faithfully, (If you don't know the name of the person you're writing to)

Yours sincerely, (If you know the name of the person you're writing to)

Best wishes,

Best regards, (If the person is a close business contact or friend)

By Kenneth Beare

EXERCISES

I. Here are some sentences from formal letters. Complete the sentences with one
word only.

1. I am writing in _____________ to your advertisement in The Times.

39
2. I should like to ____________ for the position of tourist guide.

3. I would be _____________ to come for interview at any time convenient to you.

4. I should be ____________ if you could send me further information.

5. I _____________ a stamped addressed envelope with this letter.

6. I shall be sure to reply by _________ of post

7. I would be grateful for a reply at your earliest __________ .

8. Here are the names and addresses of two ________ who have kindly agreed to an-
swer any questions you may have.

9. I am writing with ___________ to the article on bicycle theft in yesterday’s Guar-


dian.

10. I trust you will be able to print a ___________ of the mistake in the article within
the next two days.

II. Study the texts «Inquiries – Asking for Information» and «Responding to In-
quiries and Requests for Information». Pay attention to the format of the sample
letters.

Inquiries - Asking for Information

We write an inquiry when we want to ask for more information concerning a


product, service or other information about a product or service that interests us.
These letters are often written in response to an advertisement that we have seen in
the paper, a magazine, a commercial on television when we are interested in purchas-
ing a product, but would like more information before making a decision.

Remember to place your or your company's address at the top of the letter (or
use your company's letterhead) followed by the address of the company you are writ-
ing to. The date can either be placed double spaced down or to the right.

Important Language to Remember

 The Start: Dear Sir or Madam:


To Whom It May Concern: (very formal as you do not know the person to
whom you are writing)
 Giving Reference: With reference to your advertisement (ad) in...,
Regarding your advertisement (ad) in ...,

40
 Requesting a Catalogue, Brochure, etc.: After the reference, add a comma
and continue – ... , would (could) you please send me ...
 Requesting Further Information: I would also like to know ...
Could you tell me whether ...
 Signature: Yours faithfully – (very formal as you do not know the person to
whom you are writing)

Responding to Inquiries and Requests for Information

It is very important to make a good impression when responding to inquiries


from potential customers. Of course, the best impression will be made by providing
the materials or information that the perspective client has asked for, this positive im-
pression will be improved by a well written response.

Just as in an Inquiry Letter remember to place your or your company's address


at the top of the letter (or use your company's letterhead) followed by the address of
the company you are writing to. The date can either be placed double spaced down or
to the right. You can also include a reference number for correspondence.

Important Language to Remember

 The Start:

Dear Mr., Ms. Mrs., Miss Smith:

 Thanking the Potential Customer for His/Her Interest:

Thank you for your letter of ... inquiring (asking for information) about ...
We would like to thank you for your letter of ... inquiring (asking for informa-
tion) about ...

 Providing Requested Materials:

We are pleased to enclose ...


Enclosed you will find ...
We enclose ...

 Providing Additional Information:

We would also like to inform you ...


Regarding your question about ...
In answer to your question (inquiry) about ...

 Closing a Letter Hoping for Future Business:

41
We look forward to ... hearing from you / receiving your order / welcoming
you as our client (customer).

 Signature:

Yours sincerely, (remember use «Yours faithfully» when you don't know the
name of the person you are writing to and «Yours sincerely» when you do.

By Kenneth Beare

A Sample Inquiry Letter

Kenneth Beare
2520 Visita Avenue
Olympia, WA 98501

September 12, 2009

Jackson Brothers
3487 23rd Street
New York, NY 12009

To Whom It May Concern:

With reference to your advertisement in yesterday's New York Times, could you
please send me a copy of your latest catalogue? I would also like to know if it is poss-
ible to make purchases online.

Yours faithfully

(Signature)

Kenneth Beare
Administrative Director
English Learners & Company

42
A Responding Letter

Jackson Brothers
3487 23rd Street
New York, NY 12009

September 12, 2009

Kenneth Beare
Administrative Director
English Learners Company
2520 Visita Avenue
Olympia, WA 98501

Dear Mr Beare:

Thank you for your inquiry of 12 September asking for the latest edition of our cata-
logue.

We are pleased to enclose our latest brochure. We would also like to inform you that
it is possible to make purchases online at http:\\jacksonbros.com.

We look forward to welcoming you as our customer.

Yours sincerely

(Signature)

Dennis Jackson
Marketing Director
Jackson Brothers

III. Put in the right order the parts of the business letter, written by Kenneth Beare,
Director of Ken's Cheese House, Seattle, to Fred Flinstone, Sales Manager of
Cheese Specialist Inc., Rockville.

1. Dear Mr. Flintstone:

2. October 23, 2009

3. With reference to our telephone conversation today, I am writing to confirm


your order for: 120 x Cheddar Deluxe Ref. No. 856

43
4. (addressee)

Fred Flintstone
Sales Manager
Cheese Specialists Inc.
456 Rubble Road
Rockville, IL

5. Yours sincerely,

Kenneth Beare
Director of Ken's Cheese House

6. Please contact us again if we can help in any way.

7. (sender)

Ken's Cheese House


34 Chatley Avenue
Seattle, WA 98765
Tel: +44 (0) 774 527 3345

8. The order will be shipped within three days via UPS and should arrive at your
store in about 10 days.

IV. For questions 2-16 read the text below and look carefully at each line. Some of
the lines are correct, and some have a word which shouldn’t be there. If a line is
correct, put a tick (√) by the number on the separate answer sheet. If a line has a
word which should not be there, write the word on the separate answer sheet.

Example: 0 √

1 as

A Letter of Apology

Dear Richard,

0 Thanks very much for your letter. It was good to hear


1 all your news and I’m glad to hear that your family are all as well.
2 It’s very kind of you to invite for me to stay with you in
3 the June, but unfortunately my final exams are that month
4 and I don’t yet know of the dates. I think they may be in
5 the week that you’ve suggested. In any case, judging

44
6 from my last Geography results, I will need to be studying
7 rather more than having a good time with my friends.
8 As soon as I will get the dates. I’ll let you know but I
9 don’t much expect I’ll be able to come. Perhaps we’ll be
10 able to get something organised for July. It’s a long time
11 ever since we got together and I’d love to catch up on
12 what has been happening to you. If only your parents
13 don’t want their house full of visitors in the holiday, you
14 could come over to stay with me. There’s a plenty of
15 room and the house is just at a short bike ride from the
16 beach, so there would be lots to do. Let me know it if you
17 think this is a good idea.

Best wishes,

Chris

V. Read the text and answer the questions.

1. Who is the letter written to?


2. Who wrote the letter?
3. Why is the letter written?
4. Who visited High School of Darmstadt, Germany?
5. Was it a tour for pleasure?
6. What did the MBA students do?
7. Why did Ms. Koch get special thank you?

A Thank-You Letter

Dear Ms. Overbeck-Larisch,

Professor Gorenko, Chancellor and Honorable Scholar of the Russian Federa-


tion, and Ms. Ivanova, Head of the Center of Business Education and MBA Pro-
gram, Vice-Dean and Candidate of Economic Sciences, on behalf of State Technical
University, the state educational institution of high professional education, Ulya-
novsk, Russia, thank you and High School of Darmstadt, Germany, for the organiza-
tion of the tour and training program for MBA students.

We must say that we were thoroughly impressed with a program which we find
very efficient, with friendly personnel and comfortable accommodation.

45
The MBA students were happy to have a busy schedule listening of lectures
and visits to a good number of companies working in areas similar to their own where
they were given interesting presentations about the work. All of the employees were
extremely courteous and went out of their way to explain various functions and an-
swer the visitors’ inquiries.

We would be most appreciative if you would extend


a special thank you from us to Ms. Koch, Head of International Department for show-
ing us every courtesy and assistance.

Thank you very much. We hope to continue these programs in the future.

Sincerely yours,

Alexander D. Gorenko
Elena A. Ivanova

VI. Give Russian equivalents to the following words and expressions:

Chancellor;
Honorable Scholar of the Russian Federation;
Head of the Center of Business Education;
Vice-Dean;
MBA;
the state educational institution of high professional education
training program;
we were thoroughly impressed with …;
a program which we find very efficient;
we are impressed with friendly personnel
comfortable accommodation;
the MBA students were happy to have a busy schedule;
visits to a good number of companies;
companies working in areas similar to their own;
the employees were extremely courteous;
went out of their way to explain various functions and answer the visitors’ inquiries;
we would be most appreciative;
extend a special thank you from us;
Ms. Koch, Head of International Department;
for showing us every courtesy and assistance;
we hope to continue these programs in the future;
Sincerely yours.

46
VII. Translate a Thank-You Letter into English:

2 сентября 2009

Уважаемый господин Трофимов!

После посещения Вашего завода в Санкт-Петербурге, организованного госпо-


дином Сенкевичем, я должен сказать, что впечатлён и работой, и Вашим персо-
налом. Я никогда раньше не видел более эффективной, отлаженной и эконо-
мичной программы, как Ваша. Меня особенно поразила процедура, которую
Вы применяете для проверки качества.

Все Ваши сотрудники были очень любезны и оставляли свои дела, чтобы отве-
тить на мои вопросы. Я буду очень признателен, если Вы передадите мою осо-
бую благодарность господину Сенкевичу за оказанный приём и великолепный
обед в Бизнес-клубе.

Я представлю всю полученную информацию моим коллегам 30-го и сообщу


Вам о результатах.

С уважением,

Джон Веллингтон

VIII. Read Michael Walker’s letter and answer the questions.

1. Where does he work now?

2. How long is he with the oil/gas company?

3. Does he like the job?

4. What does he want to apply for?

5. What does Daiwa Scholarship Programme offer?

6. What kind of information is supposed to be included in the reference?

Hi Tatyana,

How are you? Hope this letter finds you fit and well.

Since we last spoke, probably a few years ago now, I have been working as a Project

47
Engineer in Sakhalin, Russia. I was involved in the construction of both offshore and
onshore oil/gas facilities. However, on completion of my 18 months’ assignment I
reflected on the experience and decided that a career in oil and gas was not for me. I
am currently considering my options and am hoping to pursue my passion for lan-
guages with an application for a Daiwa Scholarship.

The Daiwa Scholarship is a unique 19-month programme of language study,


work placement and homestay in Japan. Daiwa Scholarships offer young and ta-
lented UK citizens with strong leadership potential, the opportunity to acquire Japa-
nese language skills, and to access expertise and knowledge relevant to their career
goals.

I would very much appreciate it if you could find the time to write a reference
letter in support of my application for a place on the Daiwa Scholarship Programme.
As linguistic tutor, it would be great if your letter could focus on my ability to study
languages. Here are some points to consider for the letter:

 Background on how we know each other.


 Description of advanced linguistic ability - i.e. moved from begin-
ner to advanced level in Russian in 1year. Aptitude for all areas of language
e.g. written, spoken, listening, grammar, phonetics etc. Ability to grasp com-
plex grammar topics and use them to express own thoughts.
 Personal skills e.g. hardworking, motivation, dedication, 'will to
win' mentality, passion for language, interpersonal skills etc.
 A few words on leadership potential.
 Endorsement of my application for DAIWA scholarship.

I really appreciate your time/assistance in supporting my application for


the Daiwa Scholarship scheme and please do not hesitate to contact me if you
have any questions. I hope it will not take up too much of your time and would
appreciate if you could email the reference to me by early next week.

Please pass my regards to all the English Teaching staff at UlGTU.

Many thanks and best wishes,

Michael Walker

48
IX. Read the text and find how the points mentioned in Michael’s letter are cov-
ered.

Re: Reference for Michael Walker Daiwa Scholarship Application

Dear Sir or Madam,

I tutored Michael Walker in Russian language at Ulyanovsk State Techincal


University for 3 months (August 2005, January 2006, June 2006). He studied Rus-
sian intensively on a one-to-one basis with 6 hours of lessons per day, demonstrating
an exceptional level of commitment, motivation and determination. Michael is a very
talented and hardworking student.

Whilst teaching Michael intensively during his student holiday breaks from
Moscow University, I was particularly impressed with his work ethic and persever-
ance. Despite 6 hours of lessons during the day, he still found the strength to study
after classes and always carried out his homework to a high level. I was further im-
pressed with his appreciation of the importance of phonetics and grammar of the lan-
guage and his desire to work particularly hard in these disciplines, areas where stu-
dents usually struggle as they find them boring and monotonous. He further demon-
strated his linguistic ability through the speed with which he learnt such a large
amount of complicated grammar material, a real challenge of the Russian language
and one of the reasons why many students do not make it past the beginner stage.

I found Michael to be a well-rounded, sociable person with the ability to get


along with a wide range of people. His interest in people helped him a lot in his
learning process – his desire to communicate with Russian speakers, expressing his
thoughts and feelings in conversations, gave him exposure to a variety of different
registers of the Russian language and led to a total immersion in Russian culture.

Besides his intensive studying course, he also utilised the opportunity to teach
English at the University.

Within only one year Michael moved from beginners to advanced level in Rus-
sian and now speaks almost without a foreign accent. This success was only made
possible by his love of foreign languages, dedication and hard work. I am sure that
Michael would be ideally suited to the Daiwa Scholarship, which would give him the
opportunity to utilise his talent and fulfill his potential. I truly believe in his success.

Please do not hesitate to contact me if you have any further questions regarding
my support of Michael's application for a Daiwa Scholarship.

49
Yours faithfully,

Signature
Tatiana Vasilyeva
Home: +7 8422 …
Mob: +7 902 …

EXERCISES

I. Write a reference letter in support of your application for one of the places
a) a waiter/a waitress;
b) a babysitter;
c) a teacher of Russian as a foreign language;
d) a business student in Oxford University.

50
LESSON 3B

RIGHT AND WRONG

PRE-READING TASKS

I. Say how you understand expressions and words given below:

1. Money. 2. Dirty money. 3. New money. 4. She intends to marry money. 5. He


must be rolling in money. 6. Money is the root of all evil (Bible). 7. Money makes the
world go round.

II. Translate some sayings about work and money from your language.

III. Say if you agree or disagree with the statement. Give your reasons.

Money isn’t everything.

Text 3B

DIRTY MONEY

This fax was received by a small company in London in early 2007. Use the ques-
tions below to help you read and understand it.

a. Who is Bernard Sithole?

b. How old is he?

c. How did he get hold of the $5 million?

d. Where is the money now?

e. What does he want to do with the $5 million?

f. Why is his position sensitive?

g. What does he want the recipient of the fax to do?

h. What would the recipient get from the deal?

51
URGENT & CONFIDENTIAL

ATTN: The President/Managing Director Tel/Fax xxxxxxx

Dear Sir,

INTRODUCTION & DATA

I am Prince Bernard Sithole, Minister in charge of Contracts in the xxxx Oil


Corporation. My position is very sensitive. I am married with children and hold de-
gree in public administration and business studies. I am due for retirement any mo-
ment from now, after many years in service.

REASONS FOR CONTACTING YOU

I urgently need your assistance in providing me with a safe and reliable bank
account with full details, viz: Name and Address of Bank, Telephone and Fax Num-
ber anywhere in the world where I can transfer the sum of 5 Million U.S. Dollars.
The purpose of the transfer is to take care of my retirement by investing in a viable
business.

NATURE OF BUSINESS

The above sum (5 Million U,S.D.) arises from various contracts I have
awarded since I have been in this post. For the present, I have arranged for the money
to be kept in the coded bank account with the National Bank of xxxxx until I am able
to find a reliable overseas partner to whom it can be transferred. Once the payment
has been approved, you might be required to visit our country to sign the necessary
papers.

SHARING THE FUNDS

30% will go to you for making available to me a company/personal account


number, giving me your assistance and keeping strictly to the rules of this transaction
until the money has been transferred. 10% will be used to cover expenses: obtaining
vital documents, tips, trips made by both parties, phone/fax bills, hotel bills, taxes and
bank charges. 60% will be shared between me and a few colleagues of mine whose
help will be needed to complete the transaction.

OTHER RELEVANT DETAILS

Everything about this transaction is real. The money is clean. After putting so
many years in service, it is only normal for me to take steps to secure my period in
retirement. I have worked very hard to make this transaction possible, which means
that it means a lot to me, and hopefully, with a little help from you, everything will be

52
settled in just a matter of weeks. It will come to mean a lot to you too as we meet in
your country to celebrate the closing of the deal.

If you are interested in this mutual benefit, please contact me immediately at


the above fax number and also complete the attached xxxxx Oil Corporation Payment
Information form.

Thank you for your kind understanding and co-operation in anticipation.

Yours sincerely,

Prince Bernard Sithole

Prince Bernard Sithole

EXERCISES

I. Find phrases in the text that mean:

a). after working for many years; b). a business that operates successfully; c). a part-
ner from abroad; d). helping me; e). make sure I can retire safely; f). the deal which
will help us both.

II. You will read the conversation about companies receiving faxes like the one you
have just read. Read it and answer the questions.

1. Who is Alex Clarke?


2. What differences are there between this offer and the one
you read about?
3. Who sent the fax?
4. How much do they want to transfer?
5. Why do they want to transfer the money?
6. What do they want Mr. Clarke to do?
7. How much money could he make?
8. What did he decide to do?

Presenter. In the past two weeks, a number of small businesses in the UK have re-
ceived a fax which promises to make them rich. The fax apparently comes from a top
employee in a foreign oil company, who wants to transfer funds out of his country
into a British bank account. Alex Clarke, who runs a small software company in
London, is one of those who received the fax.

Alex Clarke. Well, they claimed that they had 32 million American dollars which
they wanted to transfer into my company bank account. According to them all I had
to do was to send them detail of the bank account and some headed company notepa-

53
per. And the money would be transferred. In return for that we would receive 30 per
cent of that money, which comes to a total of very nearly $10 million.

Presenter. It sounds like an offer you can’t refuse. So was Mr. Clarke tempted to do
as he was asked?

Alex Clarke. I was of course very much tempted; I mean it’s a great deal of money,
as you can see. But one of the rules of business is you don’t get something for noth-
ing and this really did seem to be too good to be true. And I was a little bit suspicious
about a couple of things. Firstly, they didn’t openly and freely admit in the fax that
the money was stolen, and secondly, for some reason they didn’t specify, they said
they wanted the whole thing kept totally secret.

Presenter. So Mr. Clarke Gave up the chance of a lifetime, and instead sent a copy
of the fax to the police.

III. Now read the conversation with the Inspector and answer the question.

What does the presenter advise listeners to do if they receive a similar fax?

Presenter. Now I have Inspector John Markham of the Metropolitan Police with me
in the studio. Inspector Markham, good morning.

Inspector. Morning, Sue.

Presenter. So did Mr. Clarke do the right thing or did he miss out of a fortune?

Inspector. No, no, he definitely did the right thing. This is actually a fraud, and hap-
pens quite a lot. If Mr. Clarke had gone ahead, he certainly wouldn’t have gained any
money, and he would probably have lost a lot.

Presenter. So how does the fraud work?

Inspector. Well, once they receive your company bank details and your headed note-
paper, they can use this to transfer money out of your bank account. Now, I am not
going to say how that’s done, for obvious reasons. Very likely Mr. Clarke would have
gone to his bank account one day in a week or two’s time and he’d have found it
empty.

Presenter. Right, so he did the right thing. But you said this kind of fraud is com-
mon. How common?

Inspector. Well, there are several cases a year. There was a similar case a few
months ago, supposedly from the same oil company, but this time only offering $1.5

54
million. And before they were caught, these fraudsters had collected around
£700,000.

Presenter. So is it only small businesses that get approached in this way?

Inspector. Mostly, yes, but it also happened with charities. What happens is a charity
receives a fax saying that somebody’s died and has left them a large amount of mon-
ey. Then later on the charity is asked for £5,000 to pay the death duties and that’s the
last you hear of them.

Presenter. Inspector Markham, thank you very much. So if you run a small business
– or a charity – and you receive a suspicious-looking fax which seems too good to be
true, our advice is to through it in the bin or pass it on to the police.

IV. Imagine that you are a Managing Director of the company that received the
fax. How would you respond? Why? What would you expect to happen if you took
up the offer?

55
QUESTIONS TO DISCUSS

o Why should you know of the culture of the country you are dealing
with?
o What would you tell a foreign visitor about «good manners» in your
country?
o How much do you think international business is improved by knowing
about foreign people’s customs?
o How important is handshaking at a business meeting?
o While handshaking who offers the hand first: a man or a woman; an old-
er person or a younger one; a more or a less important person?
o What are the rules of making introductions?
o How would you introduce your mother, Susan Brown to
a) John Benson, a bank manager;
b) Helen Smith, professor;
c) Billy Stewart, your friend?
8. Are there any occasions when first names are not used? What are they?
9. Does kissing have any place in business surroundings?
10. How do you handle a wrong number?
11. Could you suggest any DOs and DON’Ts for dining?
12. Why is it necessary to help your staff master international business eti-
quette?
13. Choose and speak on one of the topics:
 Business etiquette in Japan.
 Business etiquette in China.
 Business etiquette in Russia.
14. Is it possible to find out which job is the best for you?
15. What is “dress code”?
16. Are there rules of dressing for business?
17. Are there separate rules for men and women?
18. How would you dress for a job interview
a) if you are a man?
b) if you are a woman?
19. What shouldn’t you bring to the interview?
20. What essential facts about your background must a resume contain?
21. What is a cover letter?
22. Put in the right order the parts of the business letter, written by Dennis
Jackson, Marketing Director of Jackson Brothers to Kenneth Beare,
Administrative Director of English Learners Company.

a) Thank you for your inquiry of 12 September asking for the latest edition of
our catalogue.

56
b) Jackson Brothers
3487 23rd Street
New York, NY 12009

c) Dear Mr Beare:

d) We are pleased to enclose our latest brochure. We would also like to in-
form you that it is possible to make purchases online at http:\\jacksonbros.com.

e) We are pleased to enclose our latest brochure. We would also like to in-
form you that it is possible to make purchases online at http:\\jacksonbros.com.

f) Dennis Jackson
Marketing Director
Jackson Brothers

g) We look forward to welcoming you as our customer.

Yours sincerely

(Signature)

h) Kenneth Beare
Administrative Director
English Learners Company
2520 Visita Avenue
Olympia, WA 98501

i) September 12, 2009

57
Учебное издание
Being a Successful Manager
Учебное пособие
Составитель Тимофеева Татьяна Ивановна
Редактор Н. А. Евдокимова

Подписано в печать .12.2009 Формат 60 х 84/ 16.


Бумага офсетная. Усл. печ. л. Тираж 75 экз. Заказ

Ульяновский государственный технический университет


432027, г. Ульяновск, ул. Северный Венец, 32
Типография УлГТУ. 432027, г. Ульяновск, ул. Северный Венец, 32.