1. Put the questions into the correct spaces to complete the conversation.
a) - What's your job?
- How do you do?
- Where are you from?
- Have we met before?
- When did you start?
- Do you work here full time?
Mr.F.: - Hello! ______________________________? My name's John Ferry.
Ms.B.: - ___________________? Pleased to meet you. I'm Julia Bell._____________?
Mr.F.: -I represent PowersProup. I'm the Marketing Assistant __________________?
Ms.B.: - I work in the office. Г т a P.
Mr.F.: - ?
Ms.B.: -Yes, I do.
Mr.F.: ___________________________- ?
Ms.B.: - Three years ago, after graduating from college.
2. Match the phrases in the column a with those in the column в
A
1. Linda Dann. How do you do?
2. It was fine, thanks. No delays.
В
Not at all. I am here to take you to your hotel. You'll be staying at the Grand Hotel.
No. It only takes about some twentyminutes.
Hello! I'm Peret Berger from ABB. How do you do?
3. Is the hotel far?
4. Thank you for coming to meet me.
How was the flight?
3. Complete this conversation. Invent your own questions and answers this time.
Mr. Farrow: - ___________________________. My name is David Farrow.
Mr. Schultz: - ________________________? I am Heinrich Schultz.
Mr. Farrow: - How do you do, Mr. Schultz. ________________________.
Mr. Schultz: - Me too. ___________________, Mr. Farrow?
Mr. Farrow: - I represent Samanta Company. _______________________?
Mr. Schultz: - I am from Mercedes Benz. I work in sales. I have a team of twelve people. ___________________________________?
Mr. Farrow: - I am a Sales Manager too.
Part 3. Jobs and Responsibilities
Speech Practice
Making contact
A. Here are two conversations where people are meeting one. Put them in the correct order.
a. Good. I've come to take you to your hotel. You'll be staying at the Hilton.
b. Just a couple of days. I have to get back as soon as the conference is over.
с. Karl Striebl. How do you do? Thank you for coming to meet me.
d. Thank you very much. Is it far?
e. Fine thanks. How long are you here for?
f. It's a pleasure. Did you have a good fligt?
g. She's the new head of European Sales, isn't she?
h. Hello Josef. How are you?
i. No. It only takes about half an hour.
j. Hello. I'm Mark Jensen from Ciba Geigy. How do you do?
k That's a shame. By the way, there's someone I'd like you to meet. Caroline Eustace.
l. Hi there. Sarah. Nice to see you again,
m. Yes, it was fine thanks. No delays.
n. That's right. Come on over and I'll introduce you.
Conversation 1 Mark J Karl Mark Karl Mark____________ Karl Mark____________ |
Conversation 2 Josef _____l______ Sarah___________ Josef___________ Sarah___________ Josef___________ Sarah___________ Josef___________ |
В. Which conversation is more formal?
A first meeting
A. Peter Berger is a consultant with Prodata, a computer consultancy firm. He is normally based in Geneva but he's working in Bradford at the moment, setting up a new quality control system. On his first day there, he meets Jenny Carlson over lunch.
Put these questions into the correct spaces to complete their conversation.
A. And what exactly are you doing?
В. What's your job?
С. Anyway, how long do you think you'll stay in Bradford?
D. I don't think we've met, have we?
E. When did you start?
F. So you're not from Bradford then?
G. And how long have you worked here?
Jenny Hello. I'm Jenny Carlson. (1) / don't think we've met, have we?
Peter No. Pleased to meet you. I'm Peter Berger from Prodata.
Jenny (2) _____________________________
Peter No, I'm from Geneva. I'm just working here temporarily.
Jenny Really? (3) _________________________________
Peter This morning. Today is my first day.
Jenny (4) _______________________________
Peter I'm setting up a new quality control programme.
Jenny That's interesting.
Peter What about you?(5) _____________________________
Jenny I work in Sales.
Peter (6) ___________________________________________
Jenny For eight years. I started as a sales representative and now I'm a regional manager. (7) _____________________________
Peter Just 3 or 4 months .It depends how long the new system takes to set up.
Jenny I see. Well. I'm sure you'll enjoy it. It's a very friendly place.
В. Now imagine Peter is visiting your company. What will you say when you meet Him? Complete this conversation. Invent your own questions & answers this time.
Peter Hello. I'm Peter Berger from Prodata.
You ____________________________
Peter It's nice to meet you. Do you work here full time?
You ____________________________
Peter I'm just here temporarily.
You ____________________________
Peter Just a couple of weeks. I'm installing a new computer system. What about you? What exactly do you do?
You ____________________________
Peter That's interesting. And how long have you had this job?
You _____________________________
Peter And what did you do before?
You _____________________________
Peter I see. Well. I must dash. I've got a lot to do. It's been nice meeting you.
You ____________________________
PART 4. Business structure
Complete the organization chart from the information provided. Two examples have been done for you. (Note that there are various ways of constructing an organization chart. This is one of the most usual.)
The Managing Director (sometimes called the Chief Executive, or President in the USA) is the head of the company.
The company is run by a Board of Directors; each Director is in charge of a department. However, the Chairman of the Board is in overall control and may not be the head of any one department.
Most companies have Finance, Sales, Marketing (sometimes part of Sales), Production, Research and Development (R & D) and Personnel Departments. These are the most common departments, but some companies have others as well.
Most departments have a Manager, who is in charge of its day-to-day running, and who reports to the Director; the Director is responsible for strategic planning and for making decisions.
Various personnel in each department report to the Manager. One example, present in almost all companies, is the Sales Representative, who reports to the Sales Manager.
ORGANIZATIONAL STRUCTURE
The Organizational Structure of the company depends on different matters, suchas: size of the company, type of ownership, availability of regional divisions,etc. But most of the companies have certain usual functions shown on the Organizational Chart. Job Descriptions are attached below.
BOARD OF DIRECTORS is the highest level in the organizational structure of any corporation. In other types of ownership there won't be one (for example, partnership). Usually from five to ten owners with the largest number of shares get elected to the Board of Directors.
MANAGING DIRECTOR is appointed by the Board of Directors for a certain period of time. He is responsible for managing the company, fulfilling the main strategy and developing business. He reports to the Board of Directors and shareholders.
FINANCIAL CONTROLLER is responsible for Finance and Accounting Function. This function is dealing with all aspects of reporting to authorities, shareholders and management of the company. They have to provide them with accurate and transparent financial and management reports in a timely manner. Managers use financial data for decision making purposes. Budget group develops plans and budgets.
PERSONNEL MANAGER is the Head of the Personnel Department. The Personnel Department is dealing with issues of personnel training, hiring policies, defining reward systems for people from different departments and divisions.
MANUFACTURING MANAGER is responsible for managing production, quality control and research and development. Heads of workshops usually report to him. Information regarding new market trends comes from the Marketing Department to the Research and Development Division where they improve existing products or develop new ones.
Quality Control Division is dealing not only with quality of products but also with quality of business processes. So they check both quality of products and business processes.
• SALES AND MARKETING MANAGER is always a very hard and artistic job to do but I think that it gives you more satisfaction that any other works within the company. Sales and Marketing Department is responsible for sales of products, promotion and advertising, market research, developing product and market strategies, concluding contracts with clients and many other things (from the way packaging should look to organization of presentations and shows).
• PURCHASING MANAGER is working closely with Manufacturing Function because the Purchasing Department is responsible for purchasing materials, low value items and all the assets for Production. They have to find the best quality materials at the lowest price.
Company Structures
READING Look at the organization chart for Cooper France. Where should the following labels appear?
general manager sales manager sales representative
sales secretary agent
Now read the passage and complete the chart to show the positions that Jean Lamadon and his colleagues occupy.
My name's Jean Lamadon, and I'm one of the two sales manager here at Cooper France. Cooper is an international group based in America which, among other things, produces tools and equipment for the professional and consumer markets. The group has subsidiaries in several European countries.
suppose that if I'm going to describe how things are organised here in France I'd better start at the top! That's where you'll find Alain Madrange who is everybody's boss here! He controls all aspects of finance and is in permanent contact with our head office. Both myself and Michel Carnelez, who is the other sales manager, report directly to him.
As I said, there are two sales managers, because we sell two very different categories of product in France. The first is electrical equipment which is used for assembling components for printed circuit boards. That's my area. The other is what we call 'tools and hardware' which includes a lot of quite different products, mostly sold in Do-It-Yourself shops all over the country. Michel Carnelez is in charge of that, and he doesn't have any Cooper employees working under him apart from Sylvie Cieutat, his sales secretary. That means he relies entirely on a national network of ten sales agents including his Paris agent Daniel Royatte. Michel spends much more time, than I do, marketing and promoting his products.
The way my department is organized is really quite simple. About 80% of our business is done through distributors and the rest is direct to major account holders, who are our really big cus- tomers. As we sell all over the country this means I need a team of sales people. At the moment there are four, each responsible for one territory: Cyril Jehanne for the north, Jean-Noel Echave for the south, Daniel Lorand for the west and Patrick Amat for the east. I also have a customer services assistant, Jocylene Cuisy, and a sales secretary, Marie-Christine Chaussadas. Together they run the sales office and look after most of the administration.
VOCABULARY Ex.1 Circle the word that does not belong in each horizontal group.
business company society subsidiary
salary manager salesman employee
finance product research marketing
distributing selling assembling promoting
components tools hardware strategy
end user customer client distributor
Ex.2 Which of the groups of three words that you identified above refer to the following definitions? a people who buy goods or services
b types of commercial organizations
с different departments or functions
d people who work inside a company
e activities that involve meeting customers
f products that can be sold
Ex.3 Match each of the words that you circled with the following:
a monthly payment in exchange for work
an item that has been made
a plan of action
a non-profit-making organization
putting parts together
a person or business which has an agreement to sell the goods of another firm
PART 5. Developing Skills
VIDEO Laboratory Work "COMPANY STRUCTURES AND BUSINESS PROFILE"
NAMES OF THE STAFF :
Jenny Ross
Derek Jones
Don Bradley
Clive Harris
Edward Green
Geraldine Scott
Kate Mckenna
Bob and Pete
Sally
Task 1. Show how many different job titles you can name
___________________________________________________________________________________________________________________________________________________________________________________________________________________________
Task 2. Write down responsibilities of the following staff:
The head of the company
____________________________________________________________________________________________________________________________________________
The Director / Manager of the department
____________________________________________________________________________________________________________________________________________
The Customer Services Assistant
____________________________________________________________________________________________________________________________________________
4. The Sales Representative
____________________________________________________________________________________________________________________________________________
Task 3. Watch the VIDEO and give the answers to the questions
a) Who arrives first?
second? _____________________________________
third? ______________________________________
What day of the week is it? _________________________
What time of the day is it? __________________________
Who does Edward Green want to see? _________________________
Who does he meet first? _________________________
f) Where is she showing him to? _________________________
g) Name what you have seen there _________________________
Task 4. Give as full information about the company as possible
The official name of the company is
Its business profile is
The Product is
It is based in __________________________________
_________________________ is everybody's Boss here.
Task 5. Watch the VIDEO once again and fill in the gaps
GREET A COLLEAGUE
Clive: |
Jenny: |
G |
|
|
|
M |
1. ____________ ____________ ___________________ |
M akes small talk:
|
2. __________ _______________ ____________________________ |
reets
Jenny.
akes
small talk:
Jenny:
G
|
Kate: Greets Jenny: 3. ______ _______, Jenny. |
R esponds: 5. _______ ______ _________ _________________
|
Asks a polite question: 4. ____________ ________ ________
|
reets
Kate:INTRODUCE YOURSELF
Edward: |
Geraldine: |
Greets Geraldine and introduces himself: Good Morning. 1. ____________ ___________Edward Green. |
|
Gives Don's Name: 2 . to see Don Bradley |
Asks him to wait: Ah yes. One moment, please. |
Jenny: |
Edward: |
Checks:
A
|
Responds: Yes. |
Introduces herself: 3.________ __________Jenny Ross. |
|
A sks a polite question: 4 . ______ _________ _______ ___________. |
Responds: Hello. |
W elсотes Edward: 5. _________ ________ __________ 6 . ________ __ __________Bibury Systems. |
Responds: Thank you. |
Gives fob title: 7. ___________ ________ _________ ________ ___________ in the marketing department. |
|
re
you Edward Green?INTRODUCE A NEW COLLEAGUE
Jenny gives Edward's name:
Edward Green. |
Greets Edward: A h yes. Edward. Hello. |
Gives Edward job title: 2. ______________ our new ____________ _________________. |
Welcomes Edward: 3. _________ _________ Bibury Systems marketing department. |
ate,
_________ _____________
Task 6. Match the names of the Bibury Systems staff with the jobs in the chart:
THE BOARD Managing Director or Chief Executive
S |
ales and Marketing Director
Financial Director
Personnel Director
SALES
AND
MARKETING
DEPARTMENT
Sales Executives
Part 6. Grammar Section