1. Complete the passage below using the appropriate words or phrases from the box.

shopping centers multiple retailers superstores department stores

retail chains outlets shops retailing

¹ is the term that is used to describe the business of selling products directly to the general public or to individual consumers. Most companies in this sector sell from ² or stores of varying sizes which are referred to as ³ . In the UK, the retail industry is dominated by large and powerful ⁴ , which are organised nationally and sell a standardised selection of products. These ⁵ often specialise in a particular type of consumer product: electrical equipment, food/clothing, etc. Their outlets tend to be concentrated in ⁶ or malls (US) where customers have access to a large variety of stores in the same location.

Increasingly, large retailers are operating from out of town locations with parking facilities known as either ⁷ or hypermarkets depending on whether they occupy a surface area of more or less than 30,000 square metres.

⁸ such as Harrods in London, are large shops which sell a wide variety of products usually from a city centre location. As the name suggests, they are organised in departments, each with its own manager.

2. Answer the questions to the text “Richer Pickings” on page 27 of nIiB sb.

1. Why does the fact that Richer Sounds is the busiest retailer in Britain sound somewhat shocking? 2. Which extraordinary achievements of Richer Sounds warranted an entry in the Guinness Book of Records? 3. What is the owner of Richer Sounds like? 4. What was his first business initiative? 5. Who dominates the audiovisual market in GB? 6. What market niche has Richer Sounds been able to secure for itself? 7. What is the percentage of outdated and current models in the product range of the company? 8. Why are suppliers keen on doing business with Richer Sounds? 9. How does the company advertise? 10. What is the layout of the shops? 10. What are the company’s priorities? 11. How does Richer Sounds combine business and fun?

3. Read the text about Sephora on page 28 of nIiB sb and frame questions to which the following words and phrases provide the answers.

1. Which has revolutionized the way that perfumes and fragrances are sold. 2. By small exclusive perfume stores. 3. A wide selection of top products. 4. Two years ago. 5. To buy the company. 6. The new president. 7. All aspects of business. 8. The support of many big brands. 9. Big orders. 10. In New York.

4. Listen to the monologue “Holiday Promotions” and commentaries coming after it. Give English definitions to the words and expressions in bold print. Answer the questions. Holiday Promotions

My boss asked me to come up with some holiday promotion ideas so that we can make inroads into the gift-buying market. For us to stay competitive, our company has to increase retail sales for this important sales cycle. My boss is expecting some innovative ideas from me.

Since we’re an online business and not a brick-and-mortar store, we can’t just put signs in the window or do other types of traditional advertising. Lucky for us, though, consumers are increasingly computer savvy and are more likely than ever to buy online. That’s something we want to capitalize on.

Like other companies, we’re willing to slash prices to attract holiday shoppers. We have a large inventory and we don’t have to worry about running out of stock. The trick is, how do we increase sales without resorting to gimmicks? Dressing up salespeople to look like Santa Claus may work for some businesses but not ours.

I’m just hoping that I can come up with some fresh ideas to jump-start this sales season. I know that my boss is counting on me.

(From ESL Podcast 224.)

• What market does the company want to make inroads into?

• Why is it necessary to increase retail sales?

• What is the difference between brick-and-mortar store and an online business?

• What does the company want to capitalize on?

• How do many companies attract shoppers?

• What doesn’t the company want to resort to?

• Why doesn’t the idea of dressing up seem to be fitting?

5. Listen to the dialogue “Working on commission” and commentaries coming after it. Give English definitions to the words and expressions in bold print. Learn the dialogue by heart and dramatize it with another student in class.

Working on Commission

Dennis: I just got a new sales job and I’m going to be making a bundle.

Irene: What kind of job is it?

Dennis: I’ll be working strictly on commission. The more I sell, the more I earn. It’s a great opportunity for someone with my talents in sales.

Irene: I know you’re great at sales and I’m sure you’ll do well, but you can’t coast in a job based on commissions. You’ll have to work really, really hard.

Dennis: I’m not worried. For me, selling is second nature. I’ll barely have to lift a finger and the profits will come rolling in.

Irene: But isn’t your paycheck going to be in flux all the time? You’ll never know what your take-home pay will be.

Dennis: There’s no cap on how much I can earn, so the sky’s the limit.

Irene: That’s not exactly what I meant. Some weeks, it may be hard to live on what you earn, don’t you think?

Dennis: What? Do I hear a hint of uncertainty in your voice?

Irene: No, it’s just that…

Dennis: Put your mind at ease. I could sell ice to Alaskans!

(From ESL Podcast 648.)