
- •Read the following text and be ready to summarise the main idea. Text I. Brand Management
- •II. Answer the following questions:
- •III. Match each word in the left box with a word in the right box to form ten common marketing expressions. Then use these expressions to complete the sentences that follow. Text 1 will help you.
- •IV. Complete each sentence with the correct form of the underlined word. In some cases, you will need to use the negative form.
- •V. Read the text and point out the main ideas which are discussed in it. Text II. Be Nice and Smile If You Want to Hire a Hungarian Manager
- •VI. According to the text, are the following statements true or false?
- •VII. Match the words from the text with their definitions.
- •VIII. Read Text 2 and be ready to complete the following task:
- •I. Before you listen, discuss this opinion from an executive in the advertising industry.
- •I. Speak out:
- •II. Role-play: Meeting
- •Unit 2 human resources
- •Read the text and find the answers to the following questions:
- •Text 1. Head-hunters. Bait for the Head-hunters
- •II. Read paragraphs 3 - 7 from text 1 and complete the following record card.
- •What do the underlined words in the following sentences from Text 1 mean? Choose appropriate substitutes from the list.
- •V. Read the text and find three examples of problems that may have a negative impact on your career. Text II. Looks: Appearance Counts With Many Managers
- •VI. According to the text, are the following statements true or false?
- •VII. Match the words from the text with their definitions.
- •VIII. Complete the following passage about the role of head-hunters in business, using words from the previous exercise. Change the form of the words where necessary.
- •I. In this interview, you will hear Francis Wilkin, an Executive Search Consultant at Russell Reynolds Associates, talking about his job. Listen and take notes under the following headings:
- •II. Listen again and answer the following questions. Francis Wilkin mentions the following figures. What do they relate to?
- •1. Prepare your Curriculum Vitae and the letter of application which you would send to a company you would like to work for.
- •Useful language
- •Reading
- •I. Read the following text and be ready to summarise the main idea. Text 1. Giant Leap Forward For The Sportswear Outsider
- •II. Answer the following questions:
- •III. Match the word from column a with its explanation in column b:
- •V. Read the text and point out the main ideas which are discussed in it. Text II. Adidas Earns Fashionable Stripes
- •VI. According to the text, are the following statements true or false?
- •VII. Read text 2 attentively and finish the statements choosing the best variant.
- •VIII. Find the words and phrases in text 2 corresponding to the following definitions:
- •II. Read the following information and discuss the questions that follow. Endorsements
- •Reading
- •Read the text and express your opinion about ethical measures which were mentioned in it. Text 1. Ethics Come Into Fashion
- •Read the following sentences and decide which of them reflect the context of the text. Find the proof in the text.
- •III. Answer the following questions:
- •IV. Find in the text the English equivalents to the following words and create your own sentences using them:
- •V. Read the following article and summarize the main recommendations for running a successful business meal. Text II. Choosing The Wrong Meal Can Ruin a Big Deal
- •VI. Read text II attentively and fill in the gaps in the following sentences. Be sure you’ve used the right form of the word.
- •VII. Read the following statements, which are based on text II contents and agree or disagree. Set your arguments.
- •VIII. Match the words from the text with their definitions.
- •I. Speak out:
- •Case study
- •II. Role-play: Interview
- •As Annabel Kingstone, write a letter of complaint to ptc.
- •As ptc's customer liaison officer, write a reply to Annabel Kingstone's letter of complaint.
- •As one of the reporters on the ptc/Annabel Kingstone story, write the article for the Porchester Gazette. Unit 5
- •Useful language
- •II. Read the text carefully and then recollect the facts about advertising campaigns of the following brands. While summarising try to use your background knowledge.
- •III. According to the text, are the following statements true or false?
- •IV. Complete the following summary. You should use both words and word-combinations from the text. Make sure you use the right form of the word.
- •Read the following text and be ready to summarise the main idea. Text II. Marketers Take Advantage Of The Information Age
- •Read text II attentively and decide which of the following statements refer to the contents.
- •Complete the following statements choosing the right variant:
- •Match the words from the text with their definitions.
- •I. You are going to hear Stella Beaumont, Advertising Planning Manager at The Guardian, talking about pan-European advertising. Listen and take notes under the following headings:
- •II. Use your notes to draft some guidelines on pan-European advertising.
- •I Speak out:
- •Case study
- •Gateau plc: Advertising Campaign
- •As a manager of one of London's biggest railway stations you receive the following letter from Eclair. Write a correctly laid-out reply, inventing any information you wish.
- •Unit 6 Meetings
- •I. Read the text and be ready to summarise the main ideas. Text I. Make Meetings Work For You
- •Running a meeting
- •Attending a meeting
- •II. Scan the text one more time and then complete the following chart with the appropriate facts from it.
- •III. Recollect the main points from text 1 and then choose which statements are true and which are not:
- •IV. Complete each sentence with the correct form of the given word. Remember, you should choose the correct derivative in most cases.
- •V. Read the text and point out the main problems that may lead to unpleasant situations while holding an international meeting. Text II. Pitfalls Of International Meetings
- •VI. Read text II and note the key points under the following headings:
- •VII. According to the text, are the following statements true or false?
- •VIII. Match the words from the text with their definitions.
- •I. You are going to hear Roger Middleton, Legal Director and Company Secretary at Grand Metropolitan, talking about meetings. Listen and take notes under the following headings:
- •II. Using information from Text I and Listening, draw up a set of guidelines entitled "How to hold a successful meeting". It may help you to think in terms of the following areas.
- •Speak out:
- •Case Study
- •II. Role-play: Meeting
- •Role-cards for ead meeting
- •I. Use your notes from Listening to write the minutes of the meeting between Frank, Derek, Jordan and Jennifer Walton.
- •Work with a partner to discuss the following questions:
- •I. Read the first part of the text and summarise the main points as a list of guidelines on negotiating. Text 1. The Art Of Negotiation
- •II. Read the second part of text I and discuss three main guidelines. Some hints on negotiating
- •III. Answer the following questions:
- •IV. Complete the following sentences with an appropriate word from the list. Make sure you use the correct form.
- •VI. Read the advertisement and complete the following recruitment file after it. Text II. Sales Negotiator What Price Sales Success?
- •Job specification
- •Person specification
- •VII. According to the text, are the following statements true or false?
- •VIII. Match the words from the text with their definitions.
- •IX. Complete each sentence with the correct form of the word. Advancement; critical to; competitive; acumen; clear; negotiating; pressure; rapidly; to be capable of; package; fuels.
- •I. In this interview, you will hear Siobhan Quinn, Sales Manager at Texaco, talking about negotiating. Listen and check whether the following statements accurately reflect what she says.
- •II. Listen again, and make notes under the following headings and subheadings.
- •I. Speak out:
- •II. Role-play: Negotiation
- •Role-card for Sales Director, Island Silks
- •Role-card for Chief Buyer, Trendsetters Inc.
- •I. As Sales Director at Island Silks, write a follow-up letter to the Chief Buyer at Trendsetters Inc. To confirm the points agreed in your negotiation.
- •Useful language
- •I. Read the text and point out the main ideas which are discussed in it. Text 1. Gender Politics
- •II. Answer the following questions:
- •III. According to the text, are the following statements true or false?
- •IV. Match the words from the text with their definitions.
- •V. Read text II and try to explain what you should do and what you shouldn’t do when making a presentation?
- •1. Spend as little time as possible.
- •2. Try to make your presentation look like everyone else's.
- •3. Try to cram as much stuff on each slide as possible.
- •4. Add as many animations and sound effects as you can.
- •VI. Answer the following questions:
- •VII. Match the words from the text with their corresponding synonyms.
- •VIII. Complete each sentence with the correct word.
- •I. Speak out:
- •Useful language used in presentation
- •Introducing the topic
- •II. Role-play: Presentations.
- •Response 400 Complete sophistication made simple
- •I. Write a promotional leaflet for The Witness.
- •Write a letter of complaint about any damaged item you want and demand your good to be refunded.
Reading
Read the text and express your opinion about ethical measures which were mentioned in it. Text 1. Ethics Come Into Fashion
Last week's decision by Nike to publish the names and locations of more than 700 suppliers that manufacture its goods was designed to help the world's largest sportswear group highlight its adherence to ethical working practices in developing countries.
In the 1990s, Nike was dogged by allegations that some of its products were made in sweatshop conditions and even by child labour.
When it comes to ethical conduct and social responsibility, fashion brands have often had a poor track record because outsourcing to low-cost contractors in developing countries typically resulted in arms-length relationships between brand owners and producers, making labour practices harder to police.
Nike's latest move to counter of such allegations has come a month after the launch of Edun, a fashion label that places its ethical practices at the heart of its brand. The line of organic cotton shirts, jeans and hemp blazers was launched by U2's Bono and his wife, Ali Hewson, as an attempt to prove the commercial viability of ethical fashion.
By working to ensure that their products have a positive rather than negative impact on the people and places where they are made, companies such as Edun are trying to do for fashion what the Body Shop did for the cosmetics and beauty industry.
However, the growing band of fashion businesses highlighting their ethical practices face significant branding and marketing challenges. Brand owners must not only substantiate any ethical claims they make; they also risk being criticised by consumers for cynically exploiting doing the right thing for commercial gain.
Richard Cervera, Edun's chief executive, is under no illusion about how difficult it is for a brand to live up to such promises. "The extent to which ethical codes of conduct within the fashion industry are adhered to is variable," he says. "Even where practices are sound there is a tendency to switch production frequently to achieve the cheapest prices, so relationships between brand owners and their producers in developing countries are short term."
The company, which is based in Dublin, uses non-subsidised cotton to boost the local economies of the developing world countries where its products are produced and sourced. A primary aim is to support the African businesses making Edun products through close partnerships and business development support. The company's website includes live camera feeds from the factories where its clothes are made.
"The fashion business is uniquely suited to addressing third-world issues because of its increasing reliance on outsourcing," says Mr Cervera. "Working conditions can be ethically appraised, and who a brand such as ours conducts business with - and which brands consumers choose to buy - has a significant impact."
The company is not alone. Its clothing line has been created with Rogan Gregory, the New York-based designer whose Rogan label recently introduced a line of organic cotton clothing called Loom State. Other ethical fashion brands include US-based American Apparel, which has its own outlets in Germany, France and the UK as well as the US and Canada. It has grown rapidly in the two years since it introduced a "no sweatshops" policy.
Meanwhile, Katherine Hamnett, a leading British fashion designer, is to launch her own ethical range this autumn. Shocked by the fashion industry's lack of concern about the economic and environmental damage caused by industrialised cotton production, Ms Hamnett has spent the past 18 months assembling a new supply chain based on certified organic cotton and ethical manufacturing.
Many industry observers believe the time is right for such fashion brands to move into the mainstream, buoyed by the marketing value of their ethical stances. "A brand's true value today isn't just about profit and loss. Increasingly it's about accountability - being able to demonstrate clearly where and how a product was made," says Martin Raymond, futures director of London-based trends forecaster The Future Laboratory. "There has been growing acknowledgment that brands can leverage their position internationally by being ethical."
However, opinion is divided over the extent to which corporate ethics should be employed in branding and marketing.
Ben Wood, director of Added Value, a Paris-based strategic marketing agency, argues against aligning brands with a business's ethical stance: "There's now a growing expectation that companies should behave ethically as a matter of course - that to sell your brand as ethical is a cynical exploitation of good business practice."
He also argues that consumers' interest in corporate ethics varies across products. "Fashion is primarily about style and aesthetics," he explains. "The sexiness of a brand will always be more important to the consumer than any socially responsible, positive message."
Dov Charney, founder of American Apparel, agrees. The company bucked the fashion industry trend for outsourcing when it began producing its products in downtown Los Angeles with a commitment to pay its workers a fair wage. But while ethics have played a central role in the brand's marketing since then, the current emphasis is on the products' fit and sense of fun.
"Often, ethics are paraded to create attention," says Mr Charney. "Even Wal-Mart is talking about social responsibility in its marketing in the US now. We've moved on. Our social philosophy is still there, but it is not - and never has been - the point of our brand: product comes first. As a fashion brand you must accept ethics will always be a secondary issue to consumers' self-interest."
Ms Hamnett, on the other hand, says she wants her brand to be closely associated with social and environmental responsibility. "If you are behaving ethically you might as well talk about it, as long as you have made sure there are no chinks in your ethical practices," she argues. "Openness and honesty are the best route - even when a business is not as ethical as it would like to be. So addressing this in your marketing seems a natural step."
Others add that changing consumer opinions will soon force many fashion brands to use their ethical practices more overtly in their brand communications. "The danger is saying nothing," says Steve Hilton, founding partner of Good Business, a London-based corporate responsibility consultancy. "Keep silent and you leave yourself open to criticism that you just don't care."
Evidence suggests that consumers, especially younger ones, do care about where and how the clothes they buy are made.
Just how brand owners use their ethics in marketing, however, remains a conundrum. Mr Hilton says that while the Body Shop is now seen worldwide as an ethical brand, the origin of this was its pledge not to test its products on animals.
"Simply claiming you're ethical is very risky," he says. "It is far better to be precise and specific. Generalise and you invite people to pick holes in your claim. Your product may be manufactured ethically, but what about every other aspect of the rest of your business?"
He says the closely controlled use of ethics in brand marketing can deflect criticism that a brand owner is simply being ethical to make more money.
"It should not be about grabbing headlines, it should be about choosing the media channels best able to allow a brand to explain the story behind it.
"At the end of the day, today's consumers want brands they believe are authentic: brands they can take pride in."