AELA_E1002_SESI_SG

Jumeirah. “The clients only belong to the upper echelons of the society. They may not respond to mailing. So the best strategy is to go to them through recommendations from existing customers. We also make phone contacts and organize promotional events with golf and a dinner or some exotic show. Of course, there is also a short presentation on the property, but that’s soft selling.

Palm Jumeirah is one of the prime locations to live in. It is an artificial island in the shape of a palm tree and has the most modern amenities. We sometime fly prospective clients to the locale so they can see the place for themselves. This works well with the clients who are conscientious.

Dana was earlier working for the marketing research wing of the company. But now she has moved to sales as it offers greater scope for development. I’m enjoying my job at the moment. In the future, I would also like to do some sales training and share with others the secrets of my success.

2. Read the text again and answer these questions.

1.Why is Palm Jumeirah called the Eighth Wonder of the World?

2.Mention any two strategies Dana uses to sell property.

3.What does Dana want to do in the future?

18.2.2 Opinion

Would you like to sell 5-star property? Why? Why not?

18.3 Helpful Vocabulary

18.3.1 Exercise

1.Match the terms used in Sales with their correct definitions.

18.3.2 Class Activity

Work with a partner.

Ask and answer questions using some of the vocabulary learnt in this unit.

Example:

What do you think of cold calls as a promotion technique?

18.3.3 Exercise

1.Two part verbs are an important aspect of English language. Complete the sentences using the correct verb that would be a part of the two-part verb. The meanings are given at the end of the statements as highlighted text.

a.I am sure the expenses will ________ (go/travel/come) down next year. (fall)

b.Sales will ________ (put/take/come) off after the new advertisement. (increase a lot)

c.We are planning to ________ (give/put/take) away three cars as promotion next month. (to offer without payment)

18.3.4 Class Activity

Work in pairs.

Student A plays the role of a manager interviewing candidates for the post of Sales Executives in your company. You need to assess if he/she has good sales skills.

Student B plays the role of a prospective candidate (interviewee).

18.4 Leading Effective Meetings

Do you often have official meetings with colleagues or associates? Do you ever chair those meetings?

Listen to the team meeting that Charles chairs.

18.4.1 Conversation

Charles: Shall we get started? Does everybody have a copy of the agenda? Good. So we need to decide when to launch our new product.

Gwen: Definitely June. That is when schools are closed and children have a lot of free time. I think June is the right time to….

Bob: But there’s hardly two months for June and I don’t think our product will be ready by then….

Charles: Sorry Bob. Sorry to interrupt. Can we let Gwen finish first?

Gwen: Like I was saying, we can speed up the work and

try to release the product by June to establish it in the market. Charles: Yes Bob, what were you saying?

Bob: Well, I was just worried about the production. But I think that can be managed with a little extra effort.

Charles: So does everybody agree with June? Good. So it’s decided. We launch it in June.

18.4.2 Exercise

Listen to the conversation during the meeting and note down the objective and decision.

Objective

Decision

18.4.3 Exercise

Complete the table with the phrases that you heard from the meeting conversation.

Start the meeting

Check agenda

State objective

Give positive feedback

Clarify a point

Interrupt the conversation

Deal with interruptions

Clarify decision

Fix next meeting

Close the meeting

18.4.4 Class Activity

Use this agenda to hold a meeting in your group. Take turns to lead the meeting.

UNIT

Zest for Cinema 19

Objectives

The learner will be able to:

Talk about his/her choice of films.Use vocabulary related to cinema.

19.1 Entertainment

What forms of entertainment are available in your town? Which ones do you recommend for visitors?

19.2 Advising and Recommending

19.2.1 Exercise

Use the phrases in the box to complete the dialogues.

Can you recommend

I would say you should

I think the best one’s

Why don’t you try

A:My aunt’s visiting from New Jersey. Any idea where I can take her?

B:There’s a flower exhibition in the town. (1) _______________ that?

A:I think she’ll like it. Thanks.

A:I am taking my colleagues out for dinner. (2) _______________

a good Italian restaurant?

B:Yes, I can. (3) _______________ Little Italy. It’s even got an award this year.

A: That sounds good. We’ll go there.

A: I am planning to go to Ireland next month. Do you think I should book a hotel in advance?

B: (4) _______________ do so. The Internet has many good options. A: OK. I’ll try doing that.

19.2.2 Class Activity

Work in pairs. You have a client coming in next week and would stay in your city for a week. Your HR Manager has given you the task of suggesting entertainment options for the client during his/her stay. Discuss with your partner and come up with dialogues to suggest restaurants, plan visits to local entertainment spots and guiding the client on a culture tour of your city.

19.3 Experiencing Big Ideas on Big Screen

We interviewed Elsie and Stuart about their choices in movies.

19.3.1 Conversation

Interviewer: What kind of movies do you like Elsie?

Elsie: I like entertaining movies. You know action, thrillers—I don’t enjoy horror though. Most of the time, I find it silly. And I don’t like those killer monsters. But I like aliens and the outer space movies.

Stuart: I like science fiction too. My favourite is still E.T. It’s about an alien but it’s sweet and warm. I first saw it as a child.

Elsie: I don’t much care about sweet and happy ending stories or romances. I much prefer guns and bullets.

Interviewer: Do you have a favourite actor?

Stuart: Tom Hanks. I love all his movies. The best, of course, is Philadelphia.

Elsie: I go by directors. I like Spielberg and Tarantino. Interviewer: Do you think the Internet will kill cinema?

Stuart: It could. It’s not very often that we go out to watch movies nowadays.

Elsie: I don’t think so. The big screen is an experience by itself. It’s not just the movie. It’s also being with friends, eating out and sharing good times.

19.4.1 Exercise

Match the movies with their genres.

19.4.2 Exercise

Use the given words to complete these sentences.

1.I saw a thriller last night. The (1) _________ was complicated, but it was enjoyable.

2.His latest film is (2) _______ in Africa in 1920.

3.It was a romantic movie with a sad (3) __________.

4.Tom Cruise (4) ________ the leading role.

5.The film has a really impressive (5) ___________. All are well-known names.

19.5Cinematic Preferences

19.5.1Class Activity

Types of films I like

Two movies I strongly recommend

Types of films I don’t like and why

The worst film I have ever seen

Work in groups of three. Fill the table using the cinema-related vocabulary you have learnt. Interview your partners about their choices. Exchange your sheets with the other groups.

Now, compile the preferences and views of the entire class and see how much similarity or dissimilarity of preferences views exist.

UNIT

The Brand Called You 20

Objectives

The learner will be able to:

Explain about professional image.

Use words ‘must’, ‘need to’ and ‘have to’ in communication.Use strong and weak stress on modals.

20.1 Personality Development

Kimberley Strauss is the owner of Image Perfect and helps people improve their image. What do you think of these stars and their public image?

20.2 Image Makeover

20.2.1 Conversation

Interviewer: What is Image Perfect and what do you do?

David: Well, at Image Perfect, we help people restructure their image. Change the way they look, sound and seem to others.

Interviewer: So what kind of people come to you?

David: It’s mostly men and women who feel they haven’t been doing particularly well in their profession in spite of good potential. They want to make changes that would help them progress.

Interviewer: And how do you help them?

David: We help them improve their looks. We tell them what kind of clothes they should wear and especially the kind they should not wear. Then, we also work on their voice. Just changing the way

you talk can go a long way in striking the right chord with people. You need to sound better to make an impression. We also have social etiquettes like how to behave in a restaurant or a social event.

Interviewer: Do you help clients who are going abroad?

David: That’s an important part of our work. They must know how to behave in a different culture. We educate them on this.

Interviewer: What about body language?

David: That’s essential. Right from how to shake hands. Almost everyone I work with needs lessons on this. And the most important thing is to listen to people with interest.

20.2.2 Exercise

1.Listen to Kimberley talk about her work and her company Image Perfect. Tick against the topics she mentions in her conversation.

20.3 Opinion

Would you like to use an image consultant? Why? Why not?

20.4 Grammar

20.4.1 Using ‘Must’, ‘Have To’ and ‘Need To’

We can use ‘must’, ‘have to’ and ‘need to’ to talk about things that are necessary and not necessary. Let’s look at a few examples to understand the usage of these words.

Examples:

1.They must know how to behave in a different culture. (=I recommend they should know how to behave when in a foreign country)

2.You mustn’t hide anything from the doctor. (=Do not do this)

3.You have to know the new policy. (=It is a rule)

4.You don’t have to come in the evening. (=You can stay at home)

5.You need to sound better to make an impression. (=It’s important to use a good voice)

6.You needn’t return it to me now. (=You can return it later)

20.4.2 Exercise

Match the phrases with their uses.

20.4.3 Exercise

1.Correct the mistakes in these sentences.

a.We must to reach there in time. ____________________________________.

b.Have I to sign here? ____________________________________.

c.Did you must to wait because of the rains? ___________________________.

2.An image consultant is guiding her client. Fill in the blanks with ‘must’, ‘have to’ and ‘don’t have to’.

a.There are rules about the use of mobile phones so you _______ turn off your mobile phone in the theatre.

b.You really ________ sound more assertive.

c.You __________ dress in formal clothes for the evening event.

3.The image consultant is welcoming a new employee in the office and is explaining the rules to her. Complete the sentences using the words ‘need to’, ‘mustn’t’ and ‘don’t have to’.

a.You __________ report at 8 and we are very particular about this.

b.There is lunch served in the canteen but you ________ eat there if you don’t wish to.

c.You _________ be late in submitting your papers for verification.

20.5Stressing the Words

20.5.1 Strong and Weak Stress

Read these two sentences and say them aloud as you speak.

Why does the speaker use really and change the stress in the second sentence?

We can pronounce modal verbs with weak stress and put the main stress on another word which has an important meaning. Or we can put strong stress on words such as ‘must’, ‘mustn’t’, ‘should’ and ‘can’, when the modal verb itself is the focus of the sentence.