- •Mastering economics
- •Doing business
- •Researching the market
- •Marketing
- •Pricing
- •Advertising
- •Promotion
- •Financing the business
- •Money and the banking system
- •Business success stories of all time
- •Basics of economics
- •Essential Vocabulary
- •Exercises
- •1* Translate the following words and word combinations or find Russian equivalents.
- •2*Translate the following sentences into Russian.
- •3*Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions which you don't need to use.
- •4* Find English equivalents for the following Russian expressions and words.
- •5* Translate the following sentences.
- •Applying for a job
- •7. Dialogue No 1 (168 words)
- •7 Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8* Complete the dialogue using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10* Complete the sentences using the expressions from the previous task.
- •Words and Expressions
- •12 Answer the questions.
- •13* Say if the statements are true or false. Prove your point.
- •14* Complete the following sentences by choosing the one correct variant (a, b or c) that best completes the sentence.
- •16* Match the function in the left column with the appropriate expression in the right one and complete the Useful Language box with these expressions accordingly.
- •Types of businesses
- •Essentia! Vocabulary
- •Exercises
- •1* Translate the following words and word combinations or find Russian equivalents.
- •2* Translate the following sentences into Russian.
- •3* Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •4*Find English equivalents for the following Russian expressions and words.
- •5* Translate the following sentences from Russian into English.
- •Finding out about company profile
- •5* Before you listen to Dialogue No 1 use Glossary to match the words below with their definitions.
- •7 Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8'Complete the dialogue using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Dialogue No 2 between two speakers and answer the questions below. Then listen again and check your answers.
- •Corporate combinations in the usa
- •Words and Expressions
- •11 Answer the questions.
- •13* Complete the following sentences by choosing the one correct variant (a, b or c) that best completes the sentence.
- •Market structure
- •Exercises
- •1* Translate the following words and word combinations or find Russian equivalents.
- •2* Translate the following sentences into Russian.
- •3* Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •4* Find English equivalents for the following Russian f expressions and words.
- •5* Translate the following sentences from Russian into English.
- •Breaking into new markets
- •6* Before you listen to Dialogue No 1 use Glossary to match the words below with their definitions.
- •7 Dialogue No 1 (226 words)
- •7. Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8* Complete the dialogue using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Dialogue No 2 between two speakers and answer the questions below. Then listen again and check your answers.
- •Competition and market conditions
- •Words and Expressions
- •11 Answer the questions.
- •12* Say if the statements are true or false. Prove your point.
- •13* Complete the following sentences by choosing the one correct variant (a, b or c) that best completes the sentence.
- •15 Match the expression in the left column with synonymous expression in the right one and complete the Useful Language box with these expressions accordingly.
- •Essentials of marketing
- •Essential Vocabulary
- •Exercises
- •1* Translate the following words and word combinations or find Russian equivalents.
- •2* Translate the following sentences into Russian.
- •3* Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •4* Find English equivalents for the following Russian expressions.
- •5* Translate the following sentences from Russian into English.
- •Marketing mix in action
- •7 Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8* Complete the text using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Dialogue No 2 between two speakers and answer the questions below. Then listen again and check your answers.
- •Marketing management strategies
- •Words and Expressions
- •11 Answer the questions.
- •12* Say if the statements are true or false. Prove your point.
- •15* Match the expression in the left column with synonymous expression in the right one and complete the Useful Language box with these expressions accordingly.
- •Pricing policy
- •Essential Vocabulary
- •Exercises
- •1* Translate the following word combinations or find Russian equivalents.
- •2* Translate the following sentences into Russian.
- •3* Fill the gaps in the sentences below with the words and expressions from, the box. There are two expressions, which you don't need to use.
- •4* Find English equivalents for the following Russian expressions.
- •5* Translate the following sentences from Russian into English.
- •6* Before you listen to Dialogue No 1 use Glossary to match the words below with their definitions.
- •7 Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8* Complete the dialogue using the words from the box. There are two expressions which you don't need to use.
- •9* Before you listen to Dialogue No 2 use Glossary to choose the best definition for each of the expressions below.
- •10 Dialogue No 2 (272 words)
- •10* Listen to Dialogue No 2 between two speakers and say if the statements below are true or false. Then listen again and check your answers.
- •Demand, supply and market equilibrium
- •Words and Expressions
- •11 Answer the questions.
- •12* Decide whether the statements are true or false.
- •13* Complete the following sentences by choosing the one correct variant (a, b or c) that best completes the sentence.
- •Useful Language
- •15 Read what famous people said about price. Make up a story to confirm or to deny the statements made in the quotations below. Use the expressions, from the Useful language box.
- •16 Read what famous people said about demand and supply. Make up a story to confirm or to deny the statements made in the quotations below. Use the expressions from the Useful Language box.
- •Goals of advertising
- •Essential Vocabulary
- •Exercises
- •1* Translate the following words and word combinations or find Russian equivalents.
- •2* Translate the following sentences into Russian.
- •3* Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •4* Find English equivalents for the following Russian expressions.
- •5* Translate the following sentences from Russian into English.
- •Running an advertising campaign
- •6* Before you listen to Dialogue No 1 match each word on the left with a word on the right to create a phrase connected with advertising.
- •8* Complete the dialogue using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Dialogue No 2 between two speakers and answer the questions below. Then listen again and check your answers.
- •Advertising media
- •Words and Expressions
- •11 Answer the questions.
- •12* Say if the statements are true or false. Prove your point.
- •13* Complete the sentences matching the beginning of the sentence with one of the endings.
- •14* Read the following text and pick out the expressions in bold type to fill in the Useful Language box below, containing six sections for six language functions. Advertising
- •Useful Language
- •Sales promotion
- •Essential Vocabulary
- •Exercises
- •1* Translate the following words and word combinations or find Russian equivalents.
- •3. Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •4* Find English equivalents for the following Russian expressions.
- •5* Translate the following sentences from Russian into English.
- •Discussing a promotional campaign
- •6* Before you listen to Dialogue No 1 use Glossary to match the words below with their definitions.
- •7Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8* Complete the dialogue using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Dialogue No 2 between two speakers and answer the questions below. Then listen again and check your answers.
- •Distribution and sales
- •Words and Expressions
- •11 Answer the questions.
- •12* Say if the statements are true or false. Prove your point.
- •13 Complete the sentences matching the beginning of the sentence with one of the endings.
- •14* Read the following text and pick out the expressions in bold type to fill in the Useful Language box below, containing six sections for six language functions. Personal selling
- •Useful Language
- •The financial objectives of the business
- •Essential Vocabulary
- •1* Translate the following word combinations or find Russian equivalents.
- •2*Translate the following sentences into Russian.
- •3*Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •5* Translate the following sentences from Russian into English.
- •5* Before you listen to Dialogue No 1 use Glossary to match the words below with their definitions.
- •7 Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers.
- •8* Complete the text using the words from the box. There are two words which you don't need to use.
- •9* Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Dialogue No 2 between two speakers and answer the questions below. Then listen again and check your answers.
- •The financial control of the business
- •Words and Expressions
- •11 Answer the questions.
- •12* Translate the sentences into Russian paying special attention to the expression type.
- •13* Read the text below, pick out words and expressions in bold type and match them with synonymous words and expressions from the box.
- •14* Translate the sentences into English paying special attention to the expressions in bold type.
- •15 Study the expressions in the Useful Language box and the examples below showing different lexical and grammatical ways of-expressing -oiie-antHhe-sanre language function. Useful Language
- •17* Rewrite each sentence so that it has a similar meaning and it contains the expression in bold type.
- •The functions of money
- •Essential Vocabulary
- •Exercises
- •2* Translate the following sentences into Russian.
- •3* Fill the gaps in the sentences below with the words and expressions from the box. There are two expressions, which you don't need to use.
- •4* Find English equivalents for the following Russian expressions and words.
- •5* Translate the following sentences from Russian into English.
- •The history of american money andbanking
- •6* Before you listen to Talk No 1 use Glossary to match the words and expressions below with their definitions.
- •7 Listen to Talk No 1 and answer the questions below. Then listen again and check your answers.
- •8* Complete the text using the words from the box. There are two words which you don't need to use.
- •What Is a Gold American Eagle?
- •9* Before you listen to Talk No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Talk No 2 and answer the questions below. Then listen again and check your answers.
- •11* Fill the gaps in Talk No 3 below with prepositions from the box. You can use every preposition as many times as necessary. There are two prepositions which you don't need to use.
- •12 Answer the questions.
- •13* Say if the statements are true or false. Prove your point.
- •14* Complete the sentences matching the beginning of the sentence with one of the endings.
- •Bill gates and microsoft corporation
- •Essential Vocabulary
- •Exercises
- •1* Translate the following word combinations or find Russian equivalents.
- •2* Translate the following sentences into Russian.
- •4* Find English equivalents for the following Russian expressions and words:
- •5* Translate the following sentences from Russian into English.
- •Mary kay ash and walt disney
- •5* Before you listen to Talk No 1 use Glossary to match the words and expressions below with their definitions.
- •7. Listen to Talk No 1 and answer the questions below. Then listen again and check your answers.
- •8* Complete the text using the words from the box. There are two words which you don't need to use.
- •9.Before you listen to Talk No 2 match the expressions in the left column with their translation in the right one.
- •10 Listen to Talk No 2 and answer the questions below. Then listen again and check your answers.
- •11* Complete the text using the words from the box. There are two words which you don't'need to use
- •John d. Rockefeller and the modern corporation
- •Henry ford and the "universal car
- •Words and Expressions
- •12 Answer the questions.
- •13* Say if the statements are true or false. Prove your point.
- •14* Complete the following sentences by choosing the one correct variant (a, b or c) that best completes the sentence.
- •15 Study the expressions in the Useful Language box and the examples below showing different lexical and grammatical ways of expressing one and the same language function. Useful Language
- •16* Rewrite each sentence so that it has a similar meaning and it contains the expression in bold type.
Useful Language
Generalising 1. it is common knowledge 2. on the whole 3.___________ 4.___________ |
Listing 1. first 2. second 3.______________ 4. _____________ 5._______________ |
Expressing reason 1. as 2._________ |
Adding 1. moreover 2.____________ 3._____________ |
Expressing result 1. so 2._____________ |
Expressing contrast 1. however 2.__________ |
15 Read what famous people said about goals of advertising. Discuss the position of the authors. Support your point of view with reasons and examples from your reading, your observations or your own experience. Use the expressions from the Useful Language box.
The very first law in advertising is to avoid the concrete promise and cultivate the delightfully vague.
Bill Cosby (1937-), American actor, producer
The aim of advertising is to know the customer and understand what product or service fits him and sells itself.
Peter F. Drucker, American management consultant
The headline is the most important element of an ad. It must offer a promise to the reader of a believable benefit. And it must be phrased in a way to make it memorable.
Morris Hite
Advertising may be described as the science of arresting the human intelligence long enough to get money from it.
Stephen B. Leacock (1869-1944), Canadian humorist, economist
Advertising is a valuable economic factor because it is the cheapest way of selling goods, particularly if the goods are worthless.
Sinclair Lewis (1885-1951), American novelist, Nobel Prize Winner
16 Read what famous people said about the essence of advertising. Discuss the extent to which you agree or disagree with the opinion stated below. Support your point of view with reasons and examples from your reading, your observations or your own experience. Use the expressions from the Useful Language box.
1. Advertising is the greatest art form of the twentieth century.
Marshall Mcluhan (1911-1980), Canadian communications theorist
2. What you say in advertising is more important than how you say it.
David Ogilvy (1911-), American businessman, advertising expert
3. You can tell the ideals of a nation by its advertisements.
Norman Douglas (1868-1952), British author
4. Promise, large promise, is the soul of an advertisement. _j
Samuel Johnson (1709-1784), British author
5. Early to bed, early to rise, work like hell, and advertise.
Laurence J. Peter
Chapter SEVEN
PROMOTION
Unit 1. READING AND TRANSLATION PRACTICE
Sales promotion
Sales promotion covers a:wide range of activities aimed at I increasing sales of a new product by a sales campaign that encourages customers to buy a particular product.
So, the objective of most sales promotion efforts is to sell more of the product, both during and after the promotional period. The idea is that if the consumer can be persuaded to -try the product, he or she may continue to use it.
Sales promotion is often thought of as being the same as advertising. Although the objectives of promotion and advertising are the same, namely, to persuade the consumer to buy, there are differences in the way they are practiced. Sales promotion often takes the form of an incentive, e.g. a free sample or a special offer, or "buy two and get one free".
Sales promotion efforts directed to consumers might be:
■ to induce consumers to try the new brand
■ to increase average purchases
■ to increase brand awareness
Sales promotion efforts directed to dealers might have such goals as:
■ to increase shelf space
■ to increase dealer enthusiasm
■ to obtain more dealers and wider distribution
■ to induce dealers to buy in larger quantities
■ to help dealers operate more effectively
Sales Promotion Methods Directed to Consumer
The most effective and popular sales promotion methods directed to consumer are as follows:
Packaging and design. The packaging and design of a product is very important if it is to catch the customer's eye. It may have to compete with other product for shelf space, e.g. a supermarket may stock several types of a product but the one that catches the consumer's eye is likely to be the one put in the shopping basket. The key elements of packaging and design include colour, size, display and brand or trademark. A company uses packaging and labels or trademarks to separate its product from those of close rivals. This is sometimes called branding and brand names are a common form of promotion. The packaging of products has undergone a revolution in recent years. Soft drinks, for example are now sold in cans or plastic bottles rather than in large and heavy glass bottles.
Games and competitions. These are becoming commonplace in promoting sales of a product or service. Supermarkets, garages and travel agents often run competitions to increase sales. Newspapers have tried bingo games to increase their circulation. The prizes to be won are very attractive, e.g. 1 million, a 2-week holiday, or a car.
Games and contests are conducted only for a limited time, after which a new contest or game may be introduced. In one format, customers attempt to collect particular sets of game slips that qualify them for prizes. As game slips are distributed free with a purchase, the object is to encourage customers to purchase more frequently and more consistently in order to acquire more game slips and thus have a better chance of winning.
Pricing promotions. The idea behind a pricing promotion is to try and persuade consumers that they are getting value for money, e.g. 25 % extra free, special bonus pack, two for price of one, and 10 pence off. A seasonal sale to clear out stock from the previous season to make room for the new season's collection is a further example of pricing promotion.
Sampling. One means of launching a new product is to provide free samples of it to households. These samples can be delivered door or through a particular magazine. Hair products, washing powders/liquids and fabric softeners are often launched this way. The company hopes that once consumers — have tried a small sachet sample of the product, they will go and buy the larger size bottle or packet at the shop.
Merchandising. This involves the layout of the shop, the placing of the item in the store, the use of colour and point-of-sale materials, or POS materials. It is often called the "silent salesman" or "selling through technique". The best or I prime selling spots in a supermarket are the check-out areas, ; the shop perimeter and eye-level shelves. A child's attention I is easily caught by the sweet at the check-out. Less popular | products may be placed near the front of the store, with the | popular items at the back. Customers may then pick up some of the less popular items on their way through the shop.
Some other very popular promotional methods directed to consumer are coupons, trading stamps, premiums, exhibitions and demonstrations, direct mail, personal appearances.
Sales Promotion Methods Directed to Dealers
Sales promotion methods directed to dealers include sales meetings, special training seminars and even factory visits , provided for dealers and their salespeople. Because many products today are technical and complex, the knowledge of a dealer's salespeople can be the deciding factor in picking the sale for one brand over another.
Display allowances may be offered to dealers instead of or along with display materials. These are special monetary incentives for dealers to feature certain brands or to allot them more shelf space.
Also, in efforts to stimulate greater push by dealer salespeople, a manufacturer may offer special premiums, such as prizes, trading stamps, or push money. For example, it is common for a manufacturer, to pay a small commission for each item of that manufacturer's brand sold by a retail clerk. Automobile firms are the most frequent users of incentive programs; for example, they offer contests and free trips for their dealers' salespeople and even for the dealers themselves.