- •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.
III. Answer the following questions:
Why is it important for good negotiators to create a harmonious atmosphere at the start of a negotiation?
Skillful negotiators are flexible, aren’t they?
Are the best negotiators persuasive, articulate people, who select a few key arguments and repeat them?
Does this suggest that tenacity is an important quality?
Can you agree with the following statement – “The less you prepare, the more you will be at a disadvantage and the less likely you will be to achieve a satisfactory outcome”?
Should the negotiator treat his opposite number with respect, sensitivity and tact, and try to avoid an atmosphere of conflict?
Do negotiators try to resist the temptation to introduce new arguments all the time?
Will it be better to take your time and use short words and sentences that you are comfortable with while running negotiations?
IV. Complete the following sentences with an appropriate word from the list. Make sure you use the correct form.
compromise skilful argument position negotiation range
concession reach break persuade harmony select
Good negotiators try to create a ______ atmosphere at the start of a negotiation.
Good negotiators generally wish to ______ an agreement that meets the interests of both sides.
_______ negotiators are flexible. They do not "lock themselves" into a ________ so that they will lose face if they have to _________ . They have a ______ of objectives, thus allowing themselves to make_______ .
Successful negotiators do not want a ________ to ______ down.
The best negotiators are_______ , articulate people, who ____ a few key _______ and repeat them.
V. Read the second part of text 1 paying attention to details and complete the sentences.
The less you prepare, the more you will be at a__________ .
Try to take a _______view and decide on a range of________ .
You are looking for a _______ situation of benefit to both parties.
Plan your negotiating ________carefully.
Some general 'social talk' is a good _______ and _______ in this respect.
______ the subject/purpose of your negotiation early on and try to ______ areas of common ________ and areas of ______ conflict.
Listening _____ at every stage of your negotiation will help to avoid ______ and create a _____ of cooperation.
Treat your opposite number with ______ , sensitivity and____ , and try to avoid an ______ of conflict.
Try to _____ the temptation to ______ new arguments all the time.
Be prepared to make ______ and to compromise, if necessary, to avoid______ .
Close the deal _____ and clearly. Confirm ____ what you have agreed.
There is no point _____ a difficult task with difficult_____ .
VI. Read the advertisement and complete the following recruitment file after it. Text II. Sales Negotiator What Price Sales Success?
Dealing in the oil and fuel markets is a high-powered activity, and Texaco Fuel and Marine Marketing is a major player within it. We deliver bunker fuels to ports worldwide, negotiating the sales of many millions of barrels of fuel each year. So our team is critical to profitability. Negotiating spot sales-both prices and volumes-with ship owners and shipping lines is exceptionally competitive. It calls for clear head and keen commercial acumen. And, since you'll be working under pressure and in rapidly changing conditions, you'll need to be capable of rapid decision-making. Most important is that you're a gifted communicator. Someone capable of both information gathering and communicating at all levels and with a wide variety of customers, both in the UK and abroad.
Obviously a strong sense of geography is valuable and both a European language and a background in the oil and marine industries would be useful though not essential. The key qualities are an eye for a deal, good telephone skills and the ability to work well within a team environment.
The price of achievement is high. For the right individual we offer a competitive salary and an attractive benefits package, which includes a share option scheme as well as the prospect for career advancement within this world leading oil company. We are currently based in Knightsbridge but we are moving to brand new custom-designed offices in Westferry Circus, Canary Wharf. These offices will be part of one of the highest quality developments of its kind in Europe and will be linked to other centres in London by greatly improved road and rail transport. To apply, please write with full CV to Peter Sweetman, Human Resources Adviser, Texaco Limited, I Knightsbridge Green, London SWIX 7QJ.