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Файл:Business Vocabulary. Учебное пособие
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Davies, said ‘This is a sad day for the Suffolk. We need to (5) _____________ to
bring the society forward into the 21st century. Our own resources are not enough and
we need capital from outside shareholders.'
Gwen Armstrong, who for 32 years said, ‘Keeping (6) ____________ status is a great
victory. Profits should stay with us, and not go to outside shareholders.
9.3 Match the sentences beginnings (1-5) to the correct endings (a-e). The sentences
all contain expressions from IV Non-profit organizations.
1. British companies donate around
£500 million a year to charities
a. with loss-making companies!
2. She organized fund-raising
b. in cash and, increasingly, as
goods, services and time.
3. Voluntary sector employees earn
five to ten per cent
c. parties for the charity.
4. Non-profit organizations are not
to be confused
d. when they are helping people in
their own social class.
5. Research shows that volunteers
give the best service
e. less than they would in the private
sector.
9.4 Write the missing word in each sentence.
1 A mutual
B
public
C
incorporated
2 A partners
B
directors
C
members
3 A profits
B
salaries
C
expenses
4 A customers
B
traders
C
shareholders
5 A corporation
B
sector
C
proprietor
6 A freelancing
B
demutualization
C
limiting
1. I work for myself. I have been s _ _ _ - employed for ten years.
2. We borrowed £80000 from the building s _ _ _ _ _ _ to bay our house.
3. We became a p _ _ _ _ _ limited company last year and since then our share
price has risen by 15%.
4. I work for myself so the tax office classifies me as a s _ _ _ trader.
5. We are a not-for-p _ _ _ _ _ organization dedicated to providing health ser-
vices for the poor.
6. Like lots of charities, we employ a professional to organize our f _ _ _ -raising
activities.
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9.5 Choose the best word to fill each gap from the alternatives given below. Put a circle around the letter, A, B, C of the word you choose.
Aberdeen Reliance is one of the country’s smaller life insurance companies. It
was set up in 1920 as (1) ___________. This means that the 15,000 people who have
insurance policies with the company are (2) ____________. These, in theory, own all
the (3) ___________ and there are no (4) ____________. Last year, the board of directors wanted to sell the company to a large American (5) ___________, but first
they had to get the policy holders to agree to (6) _____________. This was heavily
defeated, proving that many people still value the traditional status of the company.
9.6 Find the answer to each clue. The first and last letters are given in each case.
1. Ltd written in full.
2. What the «С» stands for in PLC
3. Someone who works for him/herself-not for one company
4. Organization owned and run by two or more people
5. Charities are in this sector of the economy
6. Money given to a charity
1.
l
d 2.
C
y
3.
f
r
4.
p
p
5.
v
y
6.
d
n
Unit 10. Buyers, sellers and the market
I. Customers and clients
Company
Products/services
Customer/client base
Autocomp
Products: car components
Customer base: car companies
Best Travel
Services: package holidays
Customer base: general public
Digby and Charles
Professional services: architecture
Client base or clientele: companies, government organizations
and the public
Digitco
Products: cheap computers
Customer base: general public
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People who buy ‘everyday’ services such as train travel or telephone services
are called customers. You can also talk about the users and end-users of a product
or service, who may not be the people who actually buy it. For example, when a
company buys computers for its staff to use, the staff are the end-users.
People who buy products or services for their own use are consumers, especially
when considered as members of large groups of people buying things in advanced
economies.
II. Buyers and sellers
A person or organization that buys something is a buyer or purchaser. These
words also describe someone in a company who is responsible for buying goods that
the company uses or sells. These people are also buying managers or purchasing
managers.
A person or organization that sells something is a seller. In some contexts, for
example selling property, they are referred to as the vendor. People selling things in
the street are the street vendors.
III. The market
The market, the free market and market economy describe an economic
system where prices, jobs, wages, etc. are not controlled by the government, but depend on what people want to buy and how much they are willing to pay.
IV. Word combinations with ‘market’
market
forces
pressures
The way a market economy makes sellers
produce what people want, at prices they are
willing to pay
place
Producers and buyers in a particular market
economy, and the way they behave
prices
Prices that people are willing to pay, rather
than ones fixed by a government
reforms
Changes a government makes to an economy,
so that it becomes more like a market economy
Note: Marketplace is written as a single word.
Unit 10. Practice (Buyers, sellers and the market)
10.1 Find expressions in I and II opposite with the following meanings.
1. Someone who buys food in a supermarket. (3 expressions)
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2. All the people who buy food from a particular supermarket chain, from the
point of view of the chain.
3. Someone who buys the services of a private detective agency.
4. All the people who buy the services of a private detective agency, seen as a
group. (2 expressions)
5. Someone who sells goods or services.
6. Someone selling a house. (2 expressions)
7. Someone buying a house. (2 expressions)
8. Someone who sells hamburgers to tourists outside the Tower of London.
9. Someone whose job is buying tyres for a car company. (4 expressions)
10. Someone who uses a computer, even if they have not bought it themselves,
but their company has. (2 expressions)
10.2 Complete the TV reporter’s commentary with expressions from III and IV oppo-
site.
In China, all economic activity used to be controlled by the state. Prices were
fixed by the government, not by buyers and sellers in the market (1)__________. But
in the last 20 years there has been a series of market (2) _________ that have allowed
people to go into business and start their own companies. Market (3) ____________
are determined by what buyers are willing to pay, rather than by the state. There are
still state-owned companies that lose a lot of money. Until recently, they have been
protected from market (4)___________ , but market (5) ___________ will eventually
mean that they close down. Of course, the market (6)___________ has its losers:
those without work, and victims of crime, which used to be very rare.
10.3 Choose the best word from the brackets ( ) to fill each gap.
1. Our ___________ includes several multinational companies. (clientele / economy)
2. We wanted to buy the house but the ___________ was asking for 300000. (purchaser / vendor)
3. The government brought in several market ___________ to strengthen the economy. (reforms / pressures)
4. Until the 1998, the government fixed all the prices, but now we have a
___________ market. (free / state)
5. It’s only a small shop, but we serve nearly 200 ____________ a day. (consumers /
customers)
6. Most of our _____________ are small businesses. (markets / users)
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10.4 Draw a line from each word on the left to a word on the right to make a word
pair. (There is one extra word that you don’t have to use.) Then use a word pairs to
complete the sentences below.
customer
end
street
purchasing
market
users
manager
forces
consumer
vendor
base
1. He started out as a __________ selling hot dogs from a van.
2. We publish school textbooks, so our ___________ are the students.
3. We’ve built up a really strong __________ over the past five.
4. Their product is too expensive, so ___________ will soon make them drop the
price.
5. She is the ___________ for the country’s leading chain of shoe shops.
10.5 Find the answer to each clue. Some letters have been given to help you.
1. The market __________ is made up of buyers and sellers. (p _ _ c_)
2. The market __________ is how much buyers are willing to pay. ( _ r_ c_)
3. Producers are forced to sell what buyers want by market ______. ( _ _ _ s s _ _ _s)
4. The government doesn’t fix prices in a market ___________. (e _ _ _ _ _ y)
5. An advertising company needs a strong ___________ base. (cl _ _ _ _)
6. People who buy products for their own use are ___________. (c _ n _ _ m _ _ _)
Unit 11. Getting paid
I. Shipping and billing
When you ask to buy something, you order it, or place an order for it. When the
goods are ready, they are dispatched or shipped to you.
An invoice is a document asking for payment and showing the amount to pay.
The activity of producing and sending invoices is invoicing or billing.
II. Trade credit
Vaclav is talking about his furniture business:
'Of course, we don't expect our business customers to pay immediately. They are given trade credit, a period of time before they have to pay, usually 30 or 60 days. If a
customer orders a large quantity or pays within a particular time, we give them a dis-
count, a reduction in the amount they have to pay.
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But with some customers, especially ones we haven't dealt with before, we ask them
to pay upfront, before they receive the goods.
Like all businesses, we have a credit policy, with payment terms: rules on when and
how customers should pay. This is part of controlling cash flow, the timing of payments coming into and going out of a business.'
III. Accounts
Jennifer and Kathleen are businesswomen. Jennifer has her own company in Britain
and Kathleen owns one in the US.
Jennifer says: ‘The people and organizations we sell our customers or accounts. The
most important ones are key accounts. I’m waiting to be paid by some of my customers. These are my debtors. They owe me money. The suppliers and other organizations that I owe money to are my creditors. I must remember to pay tax to the In-
land Revenue on time! There are some companies that owe me money, but I get the
feeling I’m never going to get paid: they’re bad debts and I’ve written them off.’
Kathelen says: ‘The customers that I’m waiting to be paid by are my accounts re-
ceivable or receivables. The suppliers and other organizations that I owe money to
are my accounts payable or payables. I must remember to pay tax to the Inland
Revenue Service on time!’
Unit 11. Practice (Getting paid)
11.1 Put these events in the correct order.
1. Messco dispatched the goods to Superinc.
2. Superinc ordered goods from Messco.
3. Superinc eventually settled the invoice.
4. Superinc did not pay the invoice on time.
5. Two weeks later, Superinc had still not received an invoice, making them think
Messco's invoicing was not very efficient.
6. Someone in accounts at Messco chased the invoice by phoning the accounts department at Superinc.
7. When the goods arrived, Superinc noticed there was no invoice and asked Messco
to issue one.
8. Messco's accounts department raised an invoice and sent it to Superinc.
11.2 Complete these sentences using expressions from II opposite.
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1. ____________ is a constant problem. I get materials from suppliers on a 30-
day payment basis, but I'm supplying large companies who pay me on a 60-day
payment term.
2. With some types of new wine, you can pay a special price __________ and
wait for it to be delivered in about ten months' time.
3. Small businesses complain that larger companies abuse __________
___________by paying invoices too slowly.
4. We offer a two per cent ___________ for payment within ten days
5. We have a very strict __________ ___________: our ___________
___________are that everyone pays within 30 days.
11.3 Replace the underlined words with expressions from III opposite, using British
English.
My name's Saleem and I own a clothing company. Our (1) most important customers are department stores. Getting paid on time is very important and we have an
employee whose job is to chase (2) people who owe us money. Of course, we pay (3)
suppliers and other people we owe money to as late as possible, except the (4) tax authorities, who we pay right on time! Luckily, I haven't had much of a problem with
(5) people who don't pay at all, so we haven't had to (6) decide not to chase them any
more.
11.4 Choose the best word from the brackets ( ) to fill the gap in each sentence.
1. You have to___________ the furniture directly from the manufacturer. (ask / or-
der / require)
2. Your order is now ready and we will __________ it tonight. (plane / train / ship)
3. We send the invoice to the customer's ___________ address. (billing / receipting /
costing)
4. We have a strict credit ___________: all accounts to be paid in 28 days. (police /
policy / politics)
5. I have a serious cash ____________ problem because they haven't paid me.
(credit / expense / flow)
6. You must send your tax form to the ____________ Revenue tomorrow. (Inland /
Inside / Inboard)
7. They are never going to pay the 200 they owe me so I've ___________ it off.
(signed/written/posted)
8. Our payment __________ are cash or cheque when the goods are delivered.
(terms/words/notes)
9. In the US, 'accounts ___________' refers to customers that owe the company
money. (deductible/payable/receivable)
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11.5 In each the numbered sentences (1-5) these is one word which is wrong. Circle
the mistake and write the correct word at the end of the line.
Our company supplies stationery and office equipment.
1. Customers put their orders by phone or over the Internet. _________
2. Nearly all orders are displaced within 24 hours. _________
3. We give business customer trade debit with 30 days to pay. _________
4. Most people pay on time but some still own us money after six months. _________
5. Last year we had bad depths worth over 10,000. _________
11.6 For each sentence, find one word to replace the underlined phrase. Write the
word at the end of the sentence.
1. I look after our large and important accounts. ___________
2. I'm also responsible for chasing people who owe us money. ____________
3. We always pay our suppliers and other people we owe money to on time.
_________
4. We give our best customers a 10% reduction in the price they have to pay.
___________
5. We don't give credit so our customers have to pay before they receive the goods.
___________
6. We raise an invoice and send it to the customer immediately. ______________
Unit 12. Marketing and market orientation
I. Marketing
Marketing is the process of planning, designing, pricing, promoting and distributing ideas, goods and services, in order to satisfy customer needs, so as to make
a profit.
Companies point out how the special characteristics or features of their products and services possess particular benefits that satisfy the needs of the people who
buy them.
Non-profit organizations have other, social, goals, such as persuading people
not to smoke, or to give money to people in poor countries, but these organizations
also use the techniques of marketing.
In some places, even organizations such as government departments are starting to talk about, or at least think about their activities in terms of the marketing
concept.
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II. The four Ps
The four Ps are
product: deciding what to sell
price: deciding what prices to charge
place: deciding how it will be distributed and where people will buy it
promotion: deciding how the product will be supported with advertising, special activities, etc.
A fifth P which is sometimes added is packaging: all the materials used to protect
and present a product before it is sold.
The four Ps are useful summary of the marketing mix, the activities that you have to
combine successfully in order to sell.
To market a product is to make a plan based on this combination and put it into action. A marketer or marketeer is someone who works in this area.
(Marketer can also be used to describe an organization that sells particular goods or
services.)
III. Market orientation
Marketers often talk about market orientation: the fact that everything they do is
designed to meet the needs of the market. They may describe themselves as market-
driven, market-led or market-oriented.
Unit 12. Practice (Marketing and market orientation)
12.1 Choose the best word or phrase to fill each gap. Put a circle around the letter A,
B or C of the answer you choose.
Our company makes wooden garden furniture – mainly tables and chairs. Sales are
much higher this year because we have spent a lot on (1) __________. First we did a
survey to find about customer (2) ___________. Then we redesigned all our (3)
___________ to include the special (4) ___________ that people want. Our (5)
____________ included a competition in all the major gardening magazines where
the prize was a set of our furniture. Most importantly, we’ve made sure all our (6)
____________ are very competitive because our customers want value for money.
1 A selling
2 A wants
3 A products
4 A goods
5 A presenting
6 A prices
B distributing
B needs
B benefits
B profits
B promotion
B costs
C marketing
C uses
C services
C features
C persuasion
C charges
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12.2 Complete each sentence by writing the correct word in each gap. Some letters
have been given to help you.
1. We advertise on TV, but that’s not enough. We need a whole new marketing c o n
_ _ _ _.
2. We need to tell customers about the special b e n _ _ _ _ _ that our service provides.
3. Our company is market-o r i _ _ _ _ _. Everything we do is about giving buyers
what they want.
4. The p a c _ _ _ _ _ _ doesn’t only protect the goods – it advertises them too.
5. I’ve been a m _ _ k _ _ _ r for ten years and I know how to promote any product.
6. People in different parts of the country buy different things, so ‘p_ _ _e’ is one of
the four Ps of marketing.
12.3 Choose the best word from the brackets ( ) to fill the gap.
1. You can’t maximize sales unless you get the marketing __________ right. (mix /
change)
2. Our company is market-__________ and so we regularly talk to focus groups.
(promoted / driven)
3. The new model has lots of new __________ including air-conditioning. (service /
features)
4. Jim Scott is in charge of __________ our new range mobile phones.
(promoting / orienting)
5. Our travel service offers customers many __________ including free insurance.
(characteristics / benefits)
6. If your business is not market-__________, you may find that your product doesn’t
sell. (fed / led)
12.4 Look at I and II opposite. Read the article and answer the questions.
Most people and many managers do not understand the role of marketing in modern
business.
Marketing is two things. First, it is a strategy and set of techniques to sell an
organization's products or services. This involves choosing target customers and designing a persuasive marketing mix to get them to buy. The mix may include a range
or brands, tempting prices, convenient sales outlets and a battery of advertising and
promotions. This concept of marketing as selling and persuasion is by far the most
popular idea among both managers and the public.
The second, and by far more important concept of marketing, focuses on improving the reality of what is on offer. It is based on understanding customers' needs
and developing new solutions which are better than those currently available. Doing
this is not a marketing department problem, but one which involves the whole organization. For example, for Rover to beat Mercedes for the consumer’s choice involves
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