Protean steering wheel.

Selling points:

• Better grip for drivers

• Safer than all other steering wheels

• Very pleasant to the touch

• Low production costs

3. Protean watch straps.

Selling points:

• Waterproof and easy to clean

• Anyone can wear them – non-allergic

• More beautiful than other straps

• Light up in the dark

Recently, Fabtek contacted Gadget Plc, a company with over 2,000 products and a worldwide network of sales offices. Gadget has designed and developed many best-selling electronic, household and automobile products. Fabtek has asked Gadget to come up with new ideas for using Protean. Here is an extract from a letter which Fabtek’s Chief Executive sent to Gadget’s Development Manager.

“We are looking for partners to manufacture products using Protean. We want to work with firms that are creative and which can design exciting, innovative products.

We invite you to send us three concepts for new products in the following forms:

1. A description of the product

2. Its selling points

3. Ways in which the product is really new

4. Its target consumers and main buyers

5. Price which will attract the most buyers

6. Places where you can sell it

7. An advertising and promotion plan

1. Speak about Protean advantages.

2. Name the products made of Protean.

3. Why did Fabtek contact Gadget Plc?

4. You are a member of Gadget’s Products development Department. Propose some innovative products which use Protean. Outline the product’s key features.

5. Work in small groups. Have a talk about the company you work in, what area of business it stands for. Explain advantages and disadvantages you can see in working for such a company. The following phrases can help you:

The company is based in …

The head office is in …

Our office is located in …

My company specializes in …

Our main products are …

We produce …

6. Write about your company everything you know. And then tell your business partner about the place of your work. Use the following sentences:

Its name is …

It specializes in …

It is located in …

Its customers are …

It employs …

Its annual turnover is …

Unit II Getting a Job

1. Read the new words and memorize them.

Advertisement объявление, реклама

Activity деятельность

To apply обращаться, подавать заявление

Applicant кандидат (на должность), претендент

To be aware of осознавать

To arrange договариваться о чём-либо

Background биографические или анкетные данные

To be familiar with знать, быть знакомым с

Candidate кандидат, претендент

Calm спокойный

Confident уверенный

To cope (with) справиться (с чем-либо), преодолеть

Demand требование, спрос

Experience опыт

Fluent беглый, свободно говорящий

Interview собеседование

Level уровень

Long-term долгосрочный, длительный

Opportunity возможность, перспектива

Promotion продвижение по службе

Quality качество

Reliable надёжный

Representative представитель

Responsibility ответственность

Salary жалование, оклад

Skill мастерство, умение

Self-confident самоуверенный

Sociable общительный

Temporary временный

Team команда

Vacancy вакансия

2. Read the following dialogue and reproduce it with your partner.

MM: Miss Beacham, can you tell us a little bit about where you have worked before?

HB: Well, my last job was with Format.

MM: And you were a PA there?

HB: Yes, that’s right.

MM: And when did you start with them?

HB: Five years ago.

MM: I see. So why did you decide to leave?

HB: Well, perhaps you heard that the company went into liquidation earlier this year.

MM: Yes, we heard about it.

PM: So what did you like about that job?

HB: Well, my job was personal assistant to the Marketing Manager. What I enjoyed most was coming into contact with customers and suppliers both face-to-face and on the phone.

MM: And where did you work before Format?

HB: Ideal Systems.

MM: And how long did you work for Ideal Systems?

HB: For ten years, as a secretary.

PM: And why did you leave that job?

HB: Well, I felt that I needed a change. I think I had learnt all I could there.

MM: Going back to Format. Who did you work for there?

HB: A man called Peter Smith. Do you know him?

MM: We’ve met. OK, that’s enough on work experience.

Text 1

Read the text and entitle it.

There are several traditional ways of looking for a job.

A civilized and active means of looking for a job is studying the market of the offered vacancies to get an idea of necessary demands and size up your own chances. The best way of doing this is to use the help of employment agencies or to independently study the ads of job opportunities being published. Announcements of job opportunities can be read in different printed publications. But which of them is worth reacting to? Don’t put much trust in ads in the yellow press. Solid companies place ads in prestigious expensive publications with a firm reputation.

Your main task is to understand whether the position being offered is consistent with the levels of your skills, education, and experience in work.

Having carefully studied the demands and duties being offered, an experienced reader may extract information on the activities of the company and the prospects of its development.

First, one must pay attention to the position. There is a need to visualize at least in general outline of the personnel structure at Western companies. For instance one may be misled by the incorrect interpretation of the word “Assistant”. There is a need to understand that this word does not at all imply secretarial functions. A more exact meaning of this word is: aid, manager, high-class specialist capable of independently tacking the tasks set to him.

Therefore using all possible means, try to learn as much as possible about this position to prepare yourself as best as possible for a meeting with the employer.

Carefully read the demands made of the given position. The demand to know a foreign language is very important. In most cases there is a need for free command of the language – Fluent English. Free command implies an ability freely to deal with a foreign manager, to compile documents competently and speak on the phone. This demand may prove to be the most important.

Quite often the ads do not decipher other demands in detail. For example, the ability to type in Russian/Latin. According to international standards, an adequate level of typewriting is a speed of 60 words per minute. Therefore, when claiming the given position, you need to check your speed or bring it up to the required level. Besides, a secretary is usually required to be able to work on a personal computer. In general, if the ads enumerate the software products, systems, languages, etc., which the candidate must necessarily know, remember that these demands have a strictly binding force.

1. Read the text again divide it into logical parts and name the main ideas of each part.

2. Sum up the text. Text 2

Read about all aspects of applying for a new job.

Applying for a New Job

In most parts of the world it is common to submit a typed CV (curriculum vitae – British English) or resume (American English). This contains all the unchanging information about you: your education, background experience. This usually accompanies a letter of application. Interviews may take many forms in business today: from the traditional one-to-one interview to panel interview where several candidates are interviewed by a panel of interviewers, to “deep-end” interviews where applicants have to demonstrate how they can cope in actual business situations. Moreover, the atmosphere of an interview may vary from the informal to the formal and from the kindly to the sadistic. Fashions seem to change quite rapidly in interview techniques and the only rules that applicants should be aware of may be “Expect the unexpected” and “Be yourself”!

In different countries, different trades and different grades, the salary that goes with a job may be only part of the package: perks like a company car or cheap housing loans, bonuses paid in a “thirteenth month”, company pension schemes, generous holidays or flexible working hours may all contribute to the attractiveness of a job.

Text 3

Read the following text and retell it in English.

The Letter of Application

The letter of application can be as important as the CV in that it often provides the first direct contact between a candidate and the employer. If this letter is not well written and presented, it will make a poor impression. The letter of application normally contains four parts in which you should:

• confirm that you wish to apply and say where you learned about the job

• say why you are interested in the position and your interests are the same as those of the company

• show that you can contribute to the job by high-lighting your most relevant skills and experience

• indicate your willingness to attend an interview (and possibly say when you would be free to attend)

Below you will find an example of the letter of application.

Dear Mr. Brown,

I noted with interest your advertisement in today’s Guardian. You will see from the enclosed curriculum vitae that I have five years experience as a PA, three of which have been in the field of marketing and public relations. My responsibilities have included all types of secretarial work, arranging and attending presentations, working with clients and solving problems that arise.

Although I have an excellent relationship with my present employers I feel that my prospects with them are limited and that there would be more scope for my talents with a larger, more dynamic company.

If you consider that my qualifications and experience are suitable, I should be available for interviews at any time.

Your sincerely, Ann Jackson”

Text 4

Study the following CV and write your own CV.

Curriculum Vitae

Name: Camilla M. Wilson.

Address: 12 East End Road, London, N.W. 44

Telephone: 50161152 (home) 0845802 (work)

Date of Birth: 11 June 1990

Marital Status: single

Education:

Bell Comprehensive School, London

London Technical College

Qualifications:

Certificate of Secondary Education

Maths, English, Geography, History, Chemistry

2005

General Certificate of Education

“0” level. Commerce, Economics, Spanish

2006

General National Vocational Qualifications

Business, Computer Information Systems

2007

Business Technician Education Council

National Secretarial Practice

2008

Experience:

Secretary to Sales Director: BIM Network, London 2008-2009

Personal Assistant to Export Manager: BIM Network, London

2010 to date

For the last two years I have been responsible for international and public relations of BIM Networks.

Other information:

I am computer literate and like to work on my own initiative. I have been to Russia, representing BIM Networks at the International Computer Exhibitions. I speak Russian quite well (international level), French very well (advanced level).

Interests:

Languages, tennis, reading, computer programs, classical music

References:

Mr. J. Dike, Personal Manager, BIM Networks

Miss Joanna Raynor, Head Teacher, Bell Comprehensive School.

Text 5

Read the text and make a list of the things you should do during an interview and the things you shouldn’t do.

How to Have the Perfect Interview

1. Find out what the company is like before you apply for the job. Are they really the kind of organisation you want to work for?

2. Write an effective CV. Keep it brief and simple – a badly written one will lose you the job before you get to the interview stage.

3. Discover as much as you can about the interview. This means finding out exactly who will be conducting the interview, what position they hold, and whether it’s an informal chat or a formal interview, possibly in front of several interviewers.

4. Dress the part. Even if the job is in a modern company where the code is casual, you should dress formally for an interview – a suit is always safe. Never keep your overcoat on during interview – this will make you an outsider from the start.

5. Think positively and confidently about yourself. From the moment you decide to apply for the job think about (and write down) all the qualities you have to offer the company as well as the reasons you would suit the job. Use the interview to discover as much about the job as possible. Even if they offer it to you on the spot ask for some time to consider their offer. Is it right for you and them?

6. Be aware of your body language. Most interviewers don’t realize it but they’re influenced by your body language the moment you walk into the room. Be assertive, smile, look the interviewer in the eye, and give a firm handshake. Don’t lean too far over the desk or slump in the chair with your arms crossed. Practise your ‘entrance’ at home with a friend so you feel comfortable.

7. Keep a balance of power throughout the interview. Don’t be too timid or allow the interviewer to dominate you because an interview is a two-way process, and you’re to decide whether YOU want the job. It’s as important for you to ask questions about your potential job as it is for the interviewer to question you: But don’t be over-confident.

8. Keep calm before and during the interview. Three-quarters of people feel anxious about job interviews and their nervousness often lets them down. The key is to learn interview skills which are important as job skills, and control your nerves. Remember the interviewer may be nervous as well!

1. What reasons can you give for each piece of advice?

2. What are the most important pieces of advice?

3. What other advice would you give to someone going for a job interview?

4. Tell each other about any interview situation you have been in.

5. Here are some typical questions that an interviewer might ask.

Interview

1. Tell me about yourself.

2. What do you think are your strengths and weaknesses?

3. We have a lot of applicants for this job. Why should we appoint you?

4. What has been your most valuable experience?

5. How would you describe your personality?

6. When did you last lose your temper? Describe what happened.

7. Which is more important to you: status or money?

8. How long do you think you’d stay with us if you were appointed?

9. Why do you want to leave your present job?

10. What makes you think you’d enjoy working for us?

11. Are you an ambitious, keen and reliable person?

12. What would you like to be doing ten years from now?

13. What are you most proud of having done in your present job?

14. What was the worst problem you have had in your present job and how did you solve it?

15. What is the best idea you’ve had in the past months?

16. What is your worst fault and what is your best quality?

17. Don’t you think you’re a little young/old for this job?

18. What are your long-range goals?

19. Describe your present job – what do you find rewarding about it?

20. What do you do in your spare time?

21. What newspapers and magazines do you read?

22. Do you like travelling?

23. What excites you about the job you’re doing now?

24. What worries you about the job you’re doing now?

25. Describe your ideal boss.

26. How would you rate your present boss?

6. What are the most difficult questions you might be really asked?

7. What should you do to find a job? Find the logical sequence of the steps you should take.

- get an invitation for a interview

- make an appointment with an employment agent

- read the classified ads

- think what kind of job you want

- analyse your skills, personality traits and accomplishments

- get ready for the interview

- find out what employment agency you can use

- find out as much as you can about the company

8. You came to the recruitment agency. Answer their questionnaire.

1. Are you seeking

a) full-time employment?

b) part-time employment?

2. Which of these is most important for you?

(Please number 1-5 in order of importance)

a Money

b People

c Security

d Job satisfaction

e An interesting job

3. Do you like

a) meeting people

b) working alone

c) working with other people

d) working with your hands

e) travelling

4. What do you like doing in your free time?

Text 6

Read the following job ad: what can attract you, what might be the drawbacks?

Work in Bermuda!

ACME Atlantic are a well-known and respected trading company. We handle imports directly from manufacturers in 35 different countries, and currently export to 46 different countries worldwide.

We are looking for enthusiastic people to work in our office in Bermuda on temporary 3-, 6- and 9-month contracts. Applicants must be able to speak and write at least one foreign language fluently and can be nationals of any country.

Experience in import/export will be an advantage, but as special training will be available this is not essential. The main requirements are a willingness to work as a member of a team, to cope with pressure, to use the telephone in a foreign language and in English and to be prepared occasionally to work long hours when necessary.

There are several posts available and long-term prospects are good, though initially all successful applicants will be contracted for a maximum of 9 months.

The salary we will offer is excellent. We will pay for your return air fare and provide adequate accommodation at a nominal rent.

Please apply in your own handwriting, enclosing you resume, to Charles Fox, European Sales Office, ACME Atlantic Ltd, 45 Pentonville Road, London EC2 4AC.

1. Read the letter of application from Author Doyle. Does he seem suitable or unsuitable for the job? Give your reasons.

Dear Mr. Fox,

Work in Bermuda

I noted with interest your advertisement in today’s Daily Planet.

You will see from the enclosed CV that I have three years experience in marketing. My responsibilities have included all types of administrative work, product development, arranging and attending presentations, working with clients and solving problems that arise.

Although I have an excellent relationship with my present employers, I feel that my prospects with them are limited and that there would be more scope for my talents with a larger, more dynamic company.

If you consider that my qualifications and experience are suitable, I should be available for interview at any time.

Yours sincerely,

Author Doyle

2. Write your own letter of application. Mention your qualifications, experience, qualities.

3. Look at this advertisement; decide what kind of person the advertiser is looking for. Name the important points in the ad. Assistant Marketing Manager

We are a well-known international manufacturer, based in the UK, and we are expanding our export marketing activities in our European headquarters in London. We are looking for a lively and intelligent person to join our team as soon as possible.

The work will involve working in our London office, telephoning and corresponding with our overseas clients and agents, and some travel, mainly to European countries. Applicants should be fluent in at least one foreign language. Experience in marketing would be an asset but not essential.

The successful applicant will be paid top London rates and provided with generous removal expenses.

4. Imagine that you want to apply for the job. Write a letter of application.

5. Read the following job ads.

a) SWEDISH Branch Ltd.

We are leading supplier of high quality office furniture and industry equipment.

Due to expansion we are looking for SALES REPRESENTATIVES with Sales Manager potential

Requirements:

25-30 years old

Enthusiastic and social personality

Good self-confidence

Service minded

Fluent English

Please send your CV

with hand-written

application

to:Box#S668,

West Post,

Nevsky 86, fax 275-0806

b) The St Petersburg Times needs a SECRETARY

Requirements:

Native Russian speaker

Initiative

Computer skills

Able to work under

pressure in a busy

office

Foreign languages an

advantage

Send resumes to:

Yana, St Petersburg

Times, 5 Razyezhaya

Ulista, or by fax to

314-21-20.

c) PUBLIC RELATIONS MANAGER

required by expanding company manufacturing office furniture.

Applicants must have extensive PR experience and be able to coordinate all aspects of publicity, from design to production.

Applications with resumes should be sent

To Mrs Luisa Perero via fax.

Fax numbers

(212)963-3134

6. What abilities must the successful candidates for the above jobs have?

7. In what way should the candidates apply for the jobs?

8. Do you think that applicants who know foreign languages have an advantage?

9. Write a letter of application for one of these positions.

Text 7

Read the text and make a list of do’s and don’ts.

How not to die at your job interview

Today, very few employers have time for long interviews. That is why first impressions about you are very important. If you want to get the job, prepare for the interview.

Learn all you can about the company where you are seeking employment. You can make a better impression if you are familiar with the company’s plans and operations.

Arrive for the interview on time. When greeting the interviewer wait until he moves to shake hands. You should also wait until he offers you a seat.

The way you dress is also very important. Choose clothing in which you’ll be comfortable. Be neat. Your shoes should be well-cleaned and shined. If you a woman try to be moderate in make-up and jewelry.

Try to be relaxed and confident during the interview. Never interrupt the interviewers. Don’t criticize your previous employers. No matter how bad they were. Speak about them with respect when you start explaining why you quit.

Text 8

Read the text and decide which of these three people you are going to choose for the job in the shop. Give your reasons.

1. ANNE H. Was punctual, smart and tidy (would have a good appearance for the shop). Is good at Maths –we could use her as a cashier (train her to handle money) BUT: was very shy; spoke too quietly and didn’t even look at me. Sometimes didn’t answer – is she rude? Or was she just nervous? Didn’t ask any questions about the job, didn’t seem to have any hobbies. Too dull?

2. BRYAN S. Arrived 10 minutes early, beautifully dressed (suit seemed very expensive). General appearance was immaculate – this makes a very good impression on the customers. Was very interested in all aspects of the job, asked about promotion prospects, staff pension fund, company profits. BUT: smoked all through the interview, flicked ash on the carpet. Seemed a little bit too confident – is he cocky? Spoke very disrespectfully to the receptionist. Snobbish?

3. TIM L. Arrived 15 late, looked as if he had run all the way. Very untidy; hair all over the place, shirt hanging out of trousers. Was wearing tennis shoes! Lounged in the seat as if he was at home. BUT: spoke well and clearly; had some good ideas. Interested in the job – says his uncle has a shop. Seemed pleasant, friendly and cheerful – customers like this sort of person. Would his appearance and lateness be a problem?

Text 9

Read the text and do the task after it.

Fast-Track Inc.

Fast-Track Inc., based in Boston, US, sells corporate training videos and management training courses. Fast-Track is looking for a new Sales Manager for its subsidiary in Warsaw, Poland. Fast-Track advertised the vacancy only inside the company as it believes in offering career opportunities to its staff.

Here is an extract from the job description for the position.

The successful candidate will be responsible for:

Developing sales, achieving results and increasing customer number, managing the sales team so that it is more motivated, dynamic and effective

He/She will be:

A natural leader

Energetic, enthusiastic and determined

Confident and outgoing

He/She will have:

Strong sales ability

Organizational and interpersonal skills

A good academic background and suitable experience

Linguistic ability

The position will involve frequent travel throughout the region.

Case study

There are three candidates for the position of Sales Manager, Central and Eastern Europe.

They all already work for Fast-Track either in Boston or in Poland. The successful candidate will be based in Warsaw.

Read the information about each candidate. Discuss the strengths and weaknesses of each candidate. Decide who should fill the vacant position.

Joanna Pelc

Polish, aged 30

Education Finished secondary school. Diploma in Marketing.

Experience Has worked for Fast-Track as a sales representative since leaving school. Has a good knowledge of computing.

Achievements Has had the best sales results of the team during the last five years. She looks after some of the company’s most important customers.

Languages Excellent Polish and Russian. English – good vocabulary but not very fluent.

Interviewer’s comments Very strong personality. Energetic and confident. Sometimes appeared aggressive during the interview. Will she be a good team player?

Robert Kaminsky

Polish, aged 52

Education University degree (engineering)

Experience Wide experience in a variety of industries. Joined Fast-Track five years ago as Regional Manager for the south of Poland.

Achievements Has been very successful, increasing sales by 12 % over the five-year period.

Languages Fluent Polish and English

Interviewer’s comments Very calm and relaxed, he moves and talks slowly. A hard worker. He never leaves the office before seven in the evening. Not creative member of a team. Respected by previous staff. Current staff think he is practical and reliable.

Anna Belinski

German, aged 42

Education University degree (History)

Experience Over 15 years as a sales representative in Germany, the US and Poland. Joined Fast-Track a year ago. Has some experience designing websites for companies.

Achievements A good sales record in all her previous jobs. In her first year with Fast-Track her sales results have been satisfactory.

Languages Fluent German, English and Polish.

Interviewer’s comments Quiet but knows her own mind. Rather nervous at the interview. Might be good at team building but would probably depend too much on other people. Had some interesting ideas for developing our website. Good at computing and handling figures. Likes administration. Didn’t seem to have many ideas about the future of the company.

Unit III Presentation – 1

Pre – Text Activities

I. Try to recognize the international words without using a dictionary:

Enthusiasm n, enthusiastic a, force n, reason n, separate a, separately adv, total a, totally adv.

II. Make sure you remember the following words:

Aim n, among(st) prep, bring v (brought), customer n, differ v, different a, divide v, important a, knowledge n, leave v (left), main a, probably adv, purpose n, to take v (took, taken) part, win v (won).

III. Learn the words:

1. actually adv. фактически, на самом деле;

2. approach n 1) подход к решению; 2) метод, теория;

3. benefit n 1) польза, благо 2) выгода;

4. consider v 1) рассматривать, обсуждать 2) обдумывать 3) принимать во внимание, учитывать;

5. ensure v обеспечивать, гарантировать;

6. equipment n 1) оборудование 2) аппаратура;

7. to get smb., smth. to a place доставлять кого-либо, что-либо, куда-либо;

8. get across phr v чётко убедительно объяснить, донести до слушателя;

9. get involved погружаться (во что-либо), быть занятым (чем-либо);

10. handout n 1) рекламная листовка, проспект 2) отпечатанный текст (раздаваемый всем присутствующим) 3) бесплатный образчик, пробный образец товара и т.п. (рекламный приём)

11. incentive n побудительный мотив, стимул;

12. infuse v вселять, внушать, зарождать (чувство);

13. launch v 1) начинать, предпринимать 2) выпускать, выбрасывать (напр. новые товары на рынок);

14. message n 1) сообщение 2) поручение, миссия 3) идея;

15. profit n 1) польза, выгода 2) прибыль, доход;

16. promote v 1) продвигать, повышать в чине или звании; 2) способствовать, стимулировать;

17. range n 1) пределы (колебаний, изменений) 2) ассортимент; номенклатура

~ of commodities/of items/ ассортимент /номенклатура/ (товаров)

18. take out phr v получать, приобретать;

19. ultimate a окончательный, основной.

VI. Choose the Russian equivalents for the English words (word - combinations). Learn them:

1. sales manager; a. продвигающийся;

2. sales presentation; b. организовывать компанию по сбыту продукции;

3. to be linked together; c. стимулирование сбыта, продвижение товара;

4. sales force; d. заведующий отделом сбыта, коммерческий директор;

5. sales/selling campaign; e. область применения;

6. sales promotion f. технический приём, способ/метод выполнения;

7. underway a; g. быть взаимосвязанным;

8. to get the sales campaign underway; h. принять во внимание;

9. area n i. демонстрировать перспективному покупателю;

10. reason n; j. работники торговых предприятий, торговые агенты;

11. technique n; k. кампания по организации и стимулированию сбыта;

12. to take into consideration; l. причина, мотив, основание;

13. to get the new product there. m. доставить туда новый товар.

Keys: 1d, 2i, 3g, 4j, 5k, 6c, 7a, 8b, 9e, 10l, 11f, 12h, 13m.

V. Find equivalents among the words (word - combination) in a and b.

A. 1. range of items 2. effect n 3. aim n 4. make money 5. to get a profit 6. to take part 7. stimulus n 8. carefully adv.

B. a. objective n b. earn v c. to make a profit d. incentive n e. assortment n f. result n g. participate v h. thoroughly adv.

Keys: 1e, 2f, 3a, 4b, 5c, 6g, 7d, 8h.

Text 1

Incentives for Making Presentations

Alan Wroxley is a sales manager. He has done many presentations in his job. He is sure to know why business people have to make presentations. There are three main reasons for doing them. They can be considered quite separately, although they are all linked together.

The first one will be a new product, when you are trying to launch it to the sales force, into the UK, to a group of sales managers from different companies. Launching a sales campaign which might be used to promote that new product would be a totally different approach. And then the third area would be an incentive to actually get the sales campaign underway.

The techniques required for these types of presentations differ slightly. In the first case you would actually try and get the new product there amongst the delegates. You would probably try to limit it to a small number of delegates. With a sales campaign it is not so important that you have the product there. The main message is the benefits that the new product will bring and the incentives that go with it.

The key to all the reasons is to be enthusiastic, according to Alan Wroxley. He says that what you have got to leave your delegates going away with is as much enthusiasm for the product as you have got. And if they have got that enthusiasm, they will go out into the market, they will promote the new product, they will get involved in the sales campaign, and indeed they will want to take part in an incentive, which is the third reason Alan Wroxley was going to give. They will want to get involved in the incentive that will actually ensure that the sales campaign is a success. That incentive might be a trip abroad, it might be to win a television or something like that. But, if you can infuse them with that enthusiasm they will take that out and they will do your job for you which is what you want them to do. He supposes that the ultimate aim of a sales presentation is for them to go out and do it.

1. Answer the questions:

1. What does Text 1 deal with?

2. What is Alan Wroxley?

3. Alan Wroxley knows the reasons for business people to make presentations, doesn’t he?

4. Why does he know them?

5. Formulate each of the three main reasons for making presentations.

6. Do the techniques for these types of presentations differ very much?

7. What is the technique for the first type of presentation?

8. Is it quite necessary to have the product itself if a sales campaign is carried out?

9. What is the main message of the sales campaign?

10. What is enthusiasm important in making the presentation of any new product? Why?

2. Sum up the text. Text 2

1. You’re not of course going to remember everything that you’re going to hear of course but I hope you will leave with a knowledge of what the equipment can do for you and for your customers, and I suppose most importantly how you can make money by selling it.

2. Some of you I know will want to take notes, and please do so. However, all of you will be given a handout at the end of the day which will give you some details about the information I’m going to give to you, and also it’ll give you some graphics that you can use in your sales presentations to your customers.

3. Good afternoon everybody. I’d like to thank you all first of all for giving up your time to come here today and listen to me. I hope that by the end of the day you’ll think that your time has been well spent.

1. Read the text carefully and arrange its parts in the logical order.

2. Entitle the text in English.

3. Retell it in Russian from the third parts.

Key: 3 1 2.

Text 3

Some hints for a successful presentation – 1

Preparation – 1

• Planning Plan your presentation carefully. Thorough (1) preparation will make you more confident and help you to overcome your nervousness.

• Objectives Think about what you want to achieve. Are you aiming to inform, persuade, train or entertain your audience?

• Audience Whom exactly will you be addressing? How many people will be attending? What do they need to know? What do they already know? What will they expect in terms of content and approach?

• Content Brainstorm (2) your ideas first. Then decide which are most relevant and appropriate to your audience and to your objectives and carry out any research that is necessary. Be selective! Don’t try to cram too much into your presentation.

• Approach A good rule of thumb (3) is to ‘tell your audience what you’re going to say, say it, then tell the audience what you’ve said’. Try to develop your key points in an interesting and varied way, drawing on relevant examples, figures etc. for support as appropriate. You might also like to include one or two anecdotes for additional variety and humour.

Notes: 1. thorough a – тщательный; 2. brainstorm v – обсуждать коллективно; 3. a rule of thumb – практическое правило.

1. Read the text without a dictionary.

2. Work in pairs. Ask and answer questions on the text such as:

1) What is the title of the text?

2) What does the text deal with?

3) What points are considered in the text?

4) What is the first point of the text?

5) What pieces of advice does the author give?

And so on

Text 4

Some Hints for a Successful Presentation

Preparation – 2

• Organisation Think about how you will organize your content. Your presentation should have a clear, coherent structure and cover the points you wish to make in the logical order. Most presentations start with a brief introduction and end with a brief conclusion. Use the introduction to welcome your audience, introduce your topic/subject, outline the structure of your talk, and provide guidelines on questions. Use the conclusion to summarise the main points of your presentation, thank the audience for their attention, and invite questions.

• Visual aids If you have a lot of complex information to explain, think about using some charts, diagrams, graphs etc., on an overhead projector or flipchart. Visual aids can make a presentation more interesting and easier to understand, but make sure they are appropriate and clear – don’t try to put too much information on each one.

• Rehearsal Allow time to practise your presentation – this will give you a chance to identify any weak points or gaps. You will also be able to check the timing, and make sure you can pronounce any figures and proper names correctly and confidently.

Translate the text in writing with a dictionary if it is necessary.

Situation

Imagine: Your friend has bought one of the things described below.

1. Ask him/her if he/she is happy to have got it.

2. Ask him/her about the details of the purchase.

1. My very expensive Prada bag. It was a luxury buy. I was attracted by its style and it cost me a lot of money, far more than I would have spent before, but it’s extremely well-made and I suppose you could say it’s a timeless classic. I use it every day. It looks good in every situation and for every occasion.

2. I bought a tree seven years ago for my son’s birth. It cost £30. Now it’s a magnificent tree. Its leaves change colour with the seasons. It provides shade; it’s a home for birds. When it’s bigger I’m going to build a tree house for the children to play in.

Presentation – 2

Pre – Text Activities

I. Try to recognize the international words without using a dictionary:

Intimate a, limit v, limit n, media n, nervous a, personally adv, preparation n, professional a, projector n, slide n, various a, video n.

II. Make sure you remember the following words:

Benefit n, depend on (upon) v, forget v (forgot, forgotten), a lot of, to make notes, point n, prepare v, profit n, purpose n, useful a, way n, write (wrote, written) down.

III. Learn the words:

1. apply v 1. 1) обращаться с просьбой, просить (о чём либо); 2) подавать заявление(о приёме на работу, в учебное заведение и т.п.)

2. использовать, применять, употреблять

3. касаться, относиться;

2. available a имеющийся в распоряжении, доступный;

3. deliver v 1. передавать, вручать

2. произносить, читать;

to ~ a lecture высказываться, прочитать лекцию;

to ~ a speech произнести речь;

4. delivery n 1. доставка

2. поставка, передача

3. 1) произнесение(речи и т.п.) 2) манера говорить, дикция;

5. feature n особенность, характерная черта;

6. handout n 1) рекламная листовка 2) отпечатанный текст (раздаваемый всем присутствующим) 3) бесплатный пробный образец товара (рекламный приём);

7. heading n 1) заглавие, заголовок 2) рубрика, раздел;

8. hire v снимать, брать напрокат;

9. point n 1) пункт, момент, точка;

~ points in a speech пункты речи (выступления);

2) главное, суть, смысл;

I don’t see the ~ я не понимаю «соли»;

to keep to the ~ говорить по существу;

selling ~ точка, указывающая экономическую целесообразность продажи изделия (на диаграмме);

10. relevant a 1) относящийся к делу; 2) важный, необходимый

11. research n исследование, изучение;

12. set v (set) ставить (задачи, цели т.п.);

to ~ a goal/an objective поставить цель;

to ~ a task поставить задачу;

13. set up phr v 1. помещать, ставить 2. вывешивать (для обозрения);

to ~ a notice вывесить объявление.

IV. Choose the Russian equivalents for the English words (word - combinations). Learn them:

1. the more we learn, a. унести с собой;

the more we know;

2. to keep to the objective; b. или иначе об этом забывают;

3. as I mentioned earlier; с. вам всегда есть что дать (другим);

4. to go away with; d. чем больше мы учим, тем больше мы знаем;

5. or else it’s forgotten; е. придерживаться цели, продолжать идти к цели;

6. you’ve always got to f. как я уже упоминал ранее;

give something;

7. to get nervous; g. записать важные пункты (выступления);

8. to make a profit; h. нервничать, волноваться;

9. it does take the nerves i. точка, указывающая экономическую

out of the presentation; целесообразность продажи изделия (на диаграмме);

10. to write down the relevant j. получать прибыль, доход;

points;

11. a selling point k. презентация, несомненно, перестаёт быть напряжённой (это, конечно, снимает нервозность во время проведения презентации).

Key: 1d, 2e, 3f, 4a, 5b, 6c, 7h, 8j, 9k, 10g, 11i.

V. Find equivalents among the words (words - combinations) in a and b.

A. 1. benefit n 2. equipment n 3. get v 4. final a 5. heading n 6. promote v 7. item n 8. purpose n 9. to write down.

B. a. to take out b. ultimate a c. title n d. profit n e. tools n f. stimulate v g. point n h. objective n i. to take notes.

Key: 1d, 2e, 3a, 4b, 5c, 6f, 7g, 8h, 9i.

Text 1 The Main Secret of Success

As a sales manager Alan Wroxley has done a lot of presentations. Here he suggests how to take nerves out of any presentation.

He says that the larger the presentation or the presentation to more people, the more nervous you get. Also, the more you know about a product, the least nervous you get. So, he says, the idea is to have a good preparation for any presentation. It does take the nerves out of it.

There are different ways of getting the information across. It will depend on the type of presentation. If you are doing a small, rather intimate presentation, you might limit yourself to handouts, having equipment available for people to look at and use personally.

If it is a larger presentation, or slightly larger one, you will use an overhead projector. And then for the very big presentation when you are hiring a hotel, and you have got a lot of delegates coming from a long way away then often you will use a professional media company, you will have a very slick (1) presentation with music, with lights, with slides and often with video to get your message across. So those are the main tools of the job.

It is always useful, according to Alan Wroxley, to have handouts because when people come they might not write down the relevant points that you want them to write down, a lot of them will not make notes. Whatever presentation you are doing, you have always got to give something to go away with on what you have been presenting, or else it is forgotten.

Alan Wroxley thinks that the main secret of success in doing presentation is enthusiasm. If you have got enthusiasm for your product then the people who are listening to you will have enthusiasm. You can wander off(2), so it is important that you do your research to know what you are talking about. It is also necessary to keep objective you have set yourself.

Notes: 1. slick a - массовый, рассчитанный на массовую аудиторию, 2. wander off – отключиться /отойти/ от темы.

Answer the questions:

1. What is the title of the text?

2. Alan Wroxley has done a lot of presentations as a sales manager, hasn’t he?

3. What does he suggest in this text?

4. What is the key for taking the nerves out of any presentation?

5. What does the way of getting information across depend on?

6. What is the way of getting the information across in case of a small presentation?

7. What is the way of getting the information across in case of a larger presentation?

8. When is a very big presentation done?

9. What are the main tools of doing a very big presentation?

10. What is it always useful for the people to have? Why?

11. What is the main secret of success in doing presentations? Why?

Text 2

1. Well, what it means is that every machine we sell in the UK can communicate with those machines out there, so if there are 20 million in use, that means all of the machines that we’re selling can speak to those machines out there.

2. Let’s look at some figures, I’ll put them up on the screen now. The first you can see are that there are 15-20 million fax machines being used in the world. In the US alone there are five and a half million faxes in use. Now what does that mean to the UK? For most of the time when we’re selling, what we’re interested in is the size of the UK market. What do those world statistics mean to us?

3. I’m going to talk today about a new product, a new range of fax machines, and I’m not going to tell you only about the product but how by selling it, we can all make profit by doing just that. And that I suppose is the most important effect. How we can make profit.

4. Before doing so, I would like you to look at some very interesting statistics which I hope you’ll find very encouraging. I’d also like to tell you about some trends in the fax market. Then I’ll move on to my main topic. Is that all right? Is everybody happy with that?

5. The new range of faxes I’m going to familiarize you with are the fax 430, the 450 and of course our brand new 1200 PX. Now the main purpose of the talk, of my talk, is to outline the major benefits of using these models and I shall discuss these benefits in terms of Ease of Use and Cost Savings – probably the most important to your customers. So remember I shall discuss the major selling points of the machines under those headings.

1. Read the text carefully and arrange its parts in the logical order.

2. Entitle the text in English.

3. Retell it in Russian from the third person.

Key: 3 5 4 2 1.

Text 3 Some Hints for a Successful Presentation

Delivery – 1

• Nerves! You will probably be nervous at the beginning of your presentation. Don’t worry – most people are nervous in this situation. Try not to speak too fast during the first couple of minutes – this is the time you establish your rapport with the audience and first impressions are very important. You may find it helpful to memorise your introduction.

• Audience rapport Try to be enthusiastic – your interest in the subject matter will carry your audience along. Look around your audience as you speak – eye contact is essential for maintaining a good rapport. You will also be able to pick up signals of boredom or disinterest, in which case you can cut your presentation short.

• Body language Stand rather than sit when you are delivering your presentation and try to be aware of any repetitive hand gestures or awkward mannerisms that might irritate your audience.

• Voice quality You must be clearly audible at all times – don’t let your voice drop at the end of sentences. If you vary your intonation, your voice will be more interesting to listen to and you will be able to make your points more effectively.

Note: rapport n – связь, взаимопонимание.

1. Read the text without a dictionary.

2. Work in pairs. Discuss each point of the text in English. Text 4

Translate the text in writing with a dictionary if it is necessary.

Delivery – 2

• Visual aids Use your visual aids confidently, making sure you allow your audience time to absorb information from flipcharts and transparencies.

• Audience reaction Be ready to deal with any hostile questions. Polite, diplomatic answers are a good disarming tactic, but if you should find yourself ‘under fire’, suggest that the audience keeps any further questions until the end of the presentation and continue with your next point.

LANGUAGE

• Simplicity Use short words and sentences that you are comfortable with. There is no benefit in using difficult language. Keep your language simple and clear.

• Clarity Active verbs and concrete words are much clearer and easier to understand than passive verbs and abstract concepts. Avoid jargon unless you are sure all your audience will understand it.

• Signalling Indicate when you’ve completed one point or section in your presentation and are moving on to the next. Give your audience clear signals as to the direction your presentation is taking.

Text 5

Read the following presentation.

My name’s Marta Rodriguez. I’m Personnel Director of Tara Fashions. I’m going to talk to you today about our company. First, I’ll give you some basic information about Tara Fashions. Then I’ll talk about our overseas stores. After that I’ll outline the strengths of the company. Next I’ll talk about career opportunities with Tara. And finally I’ll mention our future plans. I’ll be pleased to answer any questions at the end of my talk.

Let me start with some basic facts about Tara. The company started in 1978. We are family – owned business and our head office is in Cordoba, Spain. We sell clothes for men and women, and our customers are mainly fashion-conscious people aged 20 to 35. We have 15 stores in Spain. All of the stores are very profitable.

Right, those are the basic facts.

Let me add a few figures. We have an annual turnover of about €260 million. Our net profits last year were approximately €16 million. We have a workforce of just over 2,000 employees. So those are the numbers. Now about our overseas stores. We have 4 large stores in France and another 10 in other European countries. We are planning to open 5 new stores next year.

What are our strengths? We keep up with fashion trends. If we spot a trend, we can bring out a new design in 15 days. And we get it to the stores very quickly. We deliver to stores twice a week. And we sell our designs at the right price.

OK, now what about career opportunities? It’s quite simple. If you are ambitious and fashion-conscious, we have opportunities in all areas of our business. We will welcome you with open arms.

Finally, a few words about our new project. We are planning to open a new store in New York next year – on Fifth Avenue. This will give us a foothold in the US market. We’re very excited about this new development.

After reading the presentation complete the following chart.

Tara Fashions

SITUATION

Imagine: Your friend has bought one of the things described below.

1. Ask him/her if he/she is happy to have got it.

2. Ask him/her about the details of the purchase.

1. The best thing I’ve ever bought is my camera because I can look back at all my travels and the people I’ve met, and it brings back memories that I can enjoy all my life.

2. Last week I bought some speakers for my Mac computer. They cost about £40, which is really good value. You just plug them into your computer and get sound as good as many hi-fis. This means I don’t have to buy a DVD player to watch films as I can do it on the computer and have a great sound.

Skills Practice

Role-play: Presentations

I. 1. You are a sales agent. You are making a presentation of your new product for a group of people. Try to do your best using the pieces of advice given in “Some Hints for a Successful Presentation” (Text 3)

This is our new product – a CD tower system. As you can see, it’s attractive and stylish. The tower is made of wood and it holds twenty CDs. Let me tell you its dimensions. It’s 33 centimeters high, 18 centimeters long and 20 centimeters wide. And its selling price is just under £25 – a very competitive price.

It’s ideal for storing CDs and CD-Roms. It has several special features which should appeal to our customers. Firstly it has a soft-touch mechanism. This means you just touch a button and the CD comes out smoothly and quietly. Another advantage is that it’s easy to select the CD you want because the title is clearly displayed. A very useful feature too is that it’s simple to use. You can open the CD case without taking it off its tray.

The tower is well-designed. It’s robust, elegant and user-friendly. It’s very flexible I forgot to mention that – because the towers are modular, so you can put one on top of the other. That’s a big advantage for people who have lots of CDs. And one other thing, you can save £15 if you buy two units instead of one.

I think the CD tower will be one of our best-selling products. It really does meet the needs of music lovers. It’s so practical, it’s a high-quality product, and great value for money.

Are there any questions you’d like to ask?

2. You are a member of the group listening to the presentation. Ask the sales agent questions.

II. 1. As a sales director of a clothing company you are going to make the presentation of some clothes made by famous couture.

2. Study the description of each style matching it with its sketch. Learn the word-combinations describing the characteristic features of each dress style. Couture Wear 1970-1974

1) Calvin Klein 1970: Double-breasted camel-hair coat, brown leather buttons, wide collar and revers, long inset sleeves with buttoned wrist straps, self-fabric tie belt, outsized hip-level flap-and-patch pockets, knee-length flared skirt, decorative top-stitching on edges and seams. Orange knitted wool jumper with high polo-neck collar and long sleeves. Outsized peaked cap in the coat fabric. High tight-fitting brown leather boots, platform soles and low thick heels. 2) Yves Saint Laurent 1971. Hip-length double-breasted yellow satin jacket, self-fabric covered buttons, wide revers, padded shoulders, long narrow inset sleeves, outsized hip-level patch pockets, dark grey pleated-linen mini skirt. Long curled hair with side parting. Flesh-coloured tights. Blue leather peep-toe shoes, platform soles, high wedge heels, sling-backs and ankle straps. 3) Jean Patou 1972. Mini-length red wool coat, buttoned hip-belt, wide collar and long revers, hip-level patch pockets with self-fabric covered button trimming, long raglan sleeves, top-stitched seams and edges. Blue and white striped silk collarless blouse. Blue lacquered straw hat with wide upswept brim. Blue leather shoes, peep-toes, platform soles, high thick heels, sling-backs and wide strap over instep. 4) Ted Lapidus 1974. Brown wool trouser suit, hip-length edge-to-edge jacket, wide pointed collar, long raglan sleeves with wide buttoned wrist straps, large buttoned flap-and-patch pockets on the bustline matching the outsized pockets on the hipline, tie-belt, top-stitching seams and edges, wide flared trousers in matching fabric. Red knitted wool jumper with polo-neck collar and long sleeves, matching pull-on hat. Brown leather boots with platform soles and thick high heels.

3. Prepare the presentations to give to the rest of the group.

4. Make the presentations of the above dress styles.

III. Invent a company. Use the headings in ex. 1 to prepare a presentation about it.

Useful language

Outlining the presentation

First, I’ll give some basic information.

Secondary, I’ll talk about our stores in other countries.

Next, I’ll talk about career opportunities.

Last of all, I want to look at our future plans.

Introducing new information

Here’s some basic information.

Let me add a few figures.

Let’s have a look at some statistics.

What are our strengths?

Ending the presentation

To conclude, I want to tell you about our future plans.

Finally, a few words about our new project.

Thanks very much for listening to my talk.

Thanks for coming to my presentation.

Unit IV Business correspondence

1. Read the following letter, translate it and write the address.

Dear Sirs,

We are interested in the range of home-made carpets we have seen on your stand at the international exhibition “Man and his Life”.

We import carpets from different countries. We are especially interested in home-made carpets from America. We are looking for an exporter who could supply us with home-made carpets of medium size.

As we usually place big orders we expect a discount. Please inform us of your terms of payment.

If you are interested in our enquiry please let us have your current catalogue and price-list.

We are looking forward to hearing from you.

Yours faithfully,

M.J. Smith,

Sales Manager.

2. Read the enquiry and write an answer.

AN ENQUIRY

The Sales Manager 29th May, 2012

Glaston Menswear Ltd.

54-59 Riverside

Gardiff CFI IJW

Dear Sirs,

We are interested in the sweaters that we have seen here on your stand at the “Menswear Exhibition”.

We are big importers of menswear and we are looking for a manufacturer who can supply us with a wide range of sweaters for men.

As we usually place large orders, we expect a quantity discount, and our terms of payment are for collection.

If you agree to these conditions and you can meet orders of over 1000 sweaters at one time, please send us your current catalogue and price-list.

We hope to hear from you soon.

Yours faithfully,

L. Sidorov

General Director

3. Read the letter and translate it. Part 3 of the letter is missing. What can you put in the gap?

Mme Susanne Dufrais

Les Gourments du Poitou S.A.

33 rue Mirabeau

44000 Poitiers

France

1. Dear Madame Dufrais,

2. You asked us to send you our price list and catalogue for the new season. I am sure you will find plenty to interest you in it. You will notice that every single one of our products is made from 100% natural ingredients – we use no artificial additives at all.

3. ….

4. If you need more information, do please get in touch with me. If you are telephoning, please ask to speak to me personally or to my assistant, Ms Hannah Rosser, and we will be very pleased to help you.

5. I look forward to hearing from you.

Yours sincerely,

James O’Reilly

Sales Manager

4. Read the letter and translate it.

Softchain Ltd.

Foss House, Brighamstreet

Liverpool L134AT

Mrs. A. Everett

Compact Systems

96 Rosewall Drive

Southtown

SO3 4BT

Dear Sirs

We recently attended the Software Trade Exhibition in Bath, and were impressed by the range of software available through your company.

We are a large chain of business software retailers and are looking for a software house which could supply us with a range of business applications programs.

As we usually place large orders, we would expect a quantity discount. Our terms of payment are normally 30 days after receipt of invoice.

If these conditions are of interest to you, we would be much obliged if you could send us your current catalogue and price list.

We look forward to hearing from you soon.

Yours faithfully

P. Blake

Purchasing Manager

5. Read the letter and write some questions to Dr Diana Person.

John Mc Willson

Assistant Director

GML Office, West Str. 88,38

New York 6787NY

Julia Hatch

84 High Street

Dublin 45773JI

Dear Julia Hatch

Our innovative course offers structured broad-based trading in Management Research and Consultancy Methods.

It is an advanced, one year course for academics, management practitioners, or those wishing to pursue a career in academia or consultancy.

It is a twelve month programme leading to a Masters degree and, on successful completion, it offers the option of continuing for a further twenty four months to study for a PhD in Management Studies within the Business School.

For further details please contact Dr Diana Person.

Sincerely Yours

John McWillson

6. Memorandum

A memorandum is a written internal communication designed to inform employees about policies, procedures and other matters relating to the organisation.

Each paragraph should contain only one idea, and may be numbered.

Read the memo and translate it.

Anita Fashions

FROM Marketing Director

TO Sales staff

SUBJECT Spring collections

This is an update on our plans for the Spring collections. Our marketing mix will depend heavily on in-store promotions backed up by aggressive TV advertising.

Women’s leatherwear and accessories promotion

We have to finally decide what the theme will be for this promotion. Suggestions from your end would be welcomed!

However, we have agreed on these elements of the promotion:

• Window displays in a major London store

• Full-colour flyer to be sent to all our distributors

• Regional fashion shows in selected cities

• Full page advertisement in quality magazines.

With each purchase of a leather jacket, a free gift off a leather purse, wallet or key ring will be offered.

The approximate value of these gifts is £25.

P.K.

7. Read the memo and write a reply to Claudio Bini of International Books. Memo

To: Rosalind

Date: 1 March 2012

From: Sarah

Please type a reply to Claudio Bini of International Books. Address: Via Santovetti 117/9, 00045 Grottaferratta , Rome, Italy

Use reference RW/SB

His letter dated 15 Feb

He asked about story-books in English and Italian for intermediate students. Tell him they are out of stock at the moment, but we will be publishing a new list of them this summer. Send him details of the new list, and a current catalogue of present stock.

Thanks.

8. Read this memo. Decide who “hgw” is and what his/her job is. Memorandum

From: HGW

To: Department managers

Date: 21/4/ - 2012

Subject: In-service English classes

1. From Monday 8 May English classes will be held in the Training Centre (room 3.17). There will be two groups: intermediate level (8.30 – 10.00) and advanced level (10.30 – 12.00). Please encourage your staff to attend one of the sessions. All teaching materials will be provided but students will be expected to do homework and preparation outside working hours.

2. Please send me the names of all interested staff by noon on Wednesday 26 April. They will be given an informal oral test during the first week in May so that we can decide which of the classes is best for them.

3. The size of each class will be limited to 12 participants.

HGW.

УЧЕБНОЕ ИЗДАНИЕ

Казакова Елена Владимировна, доцент

Дружкова Серафима Григорьевна, доцент

Деловой английский Учебное пособие для студентов магистров

Компьютерная верстка: Казакова Е.В.

Технический редактор: Захаров М.А.

Ответственный за выпуск: Морозов Р.В.

Бумага офсетная. Печать на ризографе.

Усл. печ. л.____Тираж____экз. Заказ№_____

Редакционно- издательский одел МГУДТ

117997, Москва, ул. Садовническая, 33, стр.1

Тел./факс: (495) 506-72-71

E –mail: rfrost@yandex.ru

Отпечатано в РИО МГУДТ