- •Vocabulary
- •Introduction 8 jobs, people and organizations
- •9 Organizations 2 32
- •[3 The Internet and e-commerce
- •Q] Sales and costs
- •2| Telephoning 3: messages 108
- •Introduction
- •Industry
- •Innovation and invention
- •Innovation and invention
- •McGrew is vice president of (a development/development) and product planning.
- •Electric light was (an invention/invention) which enabled people to stay up later.
- •Indian Rice Research Centre. I’m in charge of research (5)
- •I love (14 technological) , using scientific knowledge (15) improve
- •If he goes on undercutting us, we
- •It’s a terrible place to work. We have to make 30 calls an hour, with few breaks.
- •Invalid entry.
- •6 Volkswagen’s sales rose to 1,058,000 cars from 996,000 a year earlier.
- •The materials used in the boats, and the boatbuilders’ salaries (overhead cost / cogs)
- •Which product has the highest level of profitability as a percentage of its selling price?
- •Years of on investment in Britain’s railways have left them in a very bad state.
- •Planning the concert, they found they had forgotten to the singers,
- •A loan that a company has to repay to a bank over five years is a long-term liability.
- •Don’t want to have the situation where I’ve spent more than I’ve put in.
- •On the savings account, what’s the percentage you pay to savers every year?
- •Peter is 26 and is wondering whether to join his company pension scheme.
- •30 Years ago
- •20 Years ago
- •Petrol prices set to skyrocket
- •Sterling plummets as us dollar weakens
- •Paradiso president axes finance minister /
- •Here the male managers talk about the market as if it was some kind of battlefield.
- •7590 W Charleston Blvd
- •Senior Partner e-mail: kesposito@ace.Com
- •Voicemail
- •That’s strange. Their switchboard isn’t big enough to handle all the calls they get.
- •That’s ridiculous! a company with 500 employees, but no one answers the phone.
- •Switchboard operator: Sorry to keep you waiting. ... I’m putting you through.
- •A: It’s been good talking to you. I’m going to have to go. I’ve got to go to a meeting.
- •It was good to hear from you again. The following pages give details of the latest additions to our range. If you require any further information, please do not hesitate to contact me.
- •I’m pleased to announce another good year for shareholders of this company.
- •I know this sounds crazy, but how about giving away 100,000 free samples?
- •I recommend to shareholders that you accept Megabook’s offer for our company.
- •Off: to show how important and clever they are. The chair should keep things
- •I’ve been asked to chair a meeting about the Christmas office party, but I’m incredibly nervous as I’ve never chaired one before. Is there a secret for success?
- •The combined resources of our two organizations will allow us to achieve great things.
- •It could sound monotonous and boring if you speak from a complete, prepared text.
- •They add visual interest, provide you with support and help the audience follow you.
- •Reforms 4 pressures 6 economy
[3 The Internet and e-commerce
A The Internet B Clicks-and-mortar C B2B, B2C and B2G
MONEY
Q] Sales and costs
A Sales 1
B Sales 2
C Costs
D Margins and mark-ups
Mil Profitability and unprofitability
A Profitable and unprofitable products B Budgets and expenditure C Economies of scale and the learning
3 Getting paid 66
A Shipping and billing B Trade credit C Accounts
3 Assets, liabilities and the balance sheet 68
A Assets B Depreciation C Liabilities D Balance sheet
Q The bottom line 70
A Accounts B Results
9 Share capital and debt 72
A Capital B Share capital C Loan capital D Security E Leverage
3 Success and failure 74
A Cash mountains and surpluses B Debt and debt problems C Turnarounds and bailouts D Bankruptcy
Q Mergers, takeovers and sell-offs 76
A Stakes and joint ventures B Mergers and takeovers C Conglomerates
3 Financial centres
A Financial centres
B Stock markets
C Other financial markets
D Derivatives
82
84
86
A Market indexes B Market activity: good times C ... and bad times
Indicators 1
Finance and economics Inflation and unemployment Trade
Growth and GDP
Indicators 2
Going up Going down Peaks and troughs Boom and bust
DOING THE RIGHT THING
88
90
A Wrongdoing B Bribery and corruption C Fraud and embezzlement
Q) Ethics
A Code of ethics B Ethical standards C Ethical investment
FINANCE AND THE ECONOMY
BQ Personal finance 78
A Traditional banking B New ways of banking C Personal investing
PERSONAL SKILLS
E3 Time and time management 92
A Timeframes and schedules B Projects and project management C Time tips
£g| Stress and stress management 94
A When work is stimulating B When stimulation turns to stress C Downshifting
CQ Leadership and management styles 96
A Leadership
B Modern management styles C Empowerment
CULTURE
CJj Business across cultures 1 98
A Cultures and culture B Distance and familiarity
Eîîi Business across cultures 2 100
A Names B Business cards C Dress
m Business across cultures 3 102
A Entertainment and hospitality B Time
C Cross-cultural communication
TELEPHONE, FAX AND EMAIL
Telephoning 1: phones and numbers 104
A Telephones and beyond
B Phone, call and ring
C Numbers
D Doing things over the phone
C9 Telephoning 2: getting through 106
A Phoning scenario B Asking to speak to someone 1 C Voicemail
2| Telephoning 3: messages 108
A Asking to speak to someone 2
B Giving and taking messages
C Spelling names
D Taking messages: checking information
El 27
ANGRY SCENES AS MEMBERS REJECT 35
(1) 35
0m?" 57
. & S s 57
Shift down a gear to find a sweeter mLifetype 97
I don’t know how to chair a meeting! 119
A Email
B Email expressions C Email abbreviations
BUSINESS SKILLS
Meetings 1: types of meeting 116
A Word combinations with ‘meeting’
B Types of meeting C How was the meeting?
iijrfr Meetings 2: the role of the chairperson 118
A Before the meeting B During the meeting C Follow-up
jilA Meetings 3: points of view 120
A Opening the meeting B Inviting people to speak C Making your point
HT1 Meetings 4: agreement and disagreement 122
A Discussion without argument?
B Agreeing C Disagreeing
Q3 Meetings 5: discussion techniques 124
A Hedging
B Checking understanding, interrupting, referring back C Agreement, consensus or compromise?
D Concluding
Mil Presentations 1: preparation and introduction 126
A Types of presentation B Dos and don’ts: preparation C Key phrases: introduction
Hill Presentations 2: main part 128
A Dos and don’ts: timing
B Dos and don’ts: voice
C Rapport with the audience
D Key phrases: main part
|U Presentations 3: closing and questions 130
A Dos and don’ts: body language B Visual aids
C Key phrases: closing and dealing with questions
ItEl Negotiations 1: situations and negotiators 132
A Types of negotiation B Word combinations with ‘negotiations’
C Bargaining
(i£J Negotiations 3: furthering negotiations
A Win-win
B Probing
C Proposal and counter-proposal
D Trade-offs
138
140
142
160
A Confrontation
B Confrontational negotiating tactics C Dealing with problems
|2jJ Negotiations 5: reaching agreement
A Deadlock and mediators B Agreements and contracts C Checking the deal
Answer key Index
134
A Preparing to negotiate B Negotiating scenario C Negotiating styles