The Book People

How do you sell books to people who never read? An unemployed man and a young mother found a new way to sell books and became millionaires. Fourteen years ago, Ted Smart was unemployed. He was 45 years old with a family. In the past, he had many different jobs. He was a salesman, a publisher and a photographer. He also lived in Hong Kong where he worked as a police officer. Seni Glaister was 21. She had a small baby. She had a little marketing experience in the US. Smart and Glaister decided to sell books to people who didn't go to bookshops.

Smart and Glaister started a company called The Book People. Their company sells books to people at work in offices, banks, factories and schools. The sales people call at an office or factory six times a year. They leave some books at reception. The workers look at the books at work and decide if they want to buy any.The salespeople return a week later and collect orders and money from the workers.

The company now has about 2.5 million customers. It is valued at 35 £100 million. It sells 14 million books a year. Each year Smart and Glaister have a big party to celebrate their success.

From the Observer

1. In the article find four jobs and four places to work. Write them under these headings.

Jobs Places to work

salesman offices

2. Read the article again and answer the questions.

• What job did Ted have in Hong Kong? police officer

• Who had some marketing experience?

• How old was Seni?

• What does the company sell?

• How often do the salespeople call at the offices and factories?

• What do they have every year to celebrate their success?

Over to you

What other products could you selt to people at work? Would you like to buy things at work?

You could sell....

I would /wouldn't like to buy things at work because....

Unit 7 People

Young manager

Level of difficulty ***

Before you read

Underline the correct word to complete the sentences.

a) If you promote someone you give them a more /less responsible job at work.

b) An arrogant person thinks they are very important /unimportant.

c) A manager needs good /bad people skills.

d) A confident person knows that they can do a good /bad job.

e) An annoying person makes you feel happy/angry.

f) If something is horrible, it is very bad /good.

Reading

Read this article adapted from the Financial Times and answer the questions.

Too young to manage

There was a young manager who was brilliant and creative. His bosses thought he was very good. When he was 35, his company gave him an important new job. But after his promotion he was arrogant. He didn't listen to anybody. His new job didn't go well. He wasn't ready for the position. He had business experience, but he didn't have people skills. Companies often make this mistake. They promote ambitious young workers too quickly because they don't want them to leave the company. Often young managers get too confident. They don't have enough work experience. They need to do more things that are new to them. It is a good idea for managers to get experience before they are promoted.

It isn't easy to be a good manager. Young managers are not always bad. And experienced managers are not always good. But young people with bad people skills are very annoying. When an experienced manager does not listen, it is bad. When a young manager does the same thing, it is horrible. What can companies do? It is a good idea to promote people more slowly. Good jobs always come to good people in time.

From the Financial Times

1. Number the sentences below in the order that the information appears in the article. Two of the sentences are not used.

a) Experienced managers are always good.

b) It is a good idea to promote people more slowly.

c) The company gave a young manager an important new job.

d) Companies want ambitious young workers to leave.

e) It isn't easy to be a good manager.

f) Some young managers are too confident.

2. Use the question words to complete the sentences. Why Is How old Did What

a) ………was the manager? He was 35.

b)………didn't his new job go well? Because he was

arrogant and didn't listen.

c) ………..he have good people skills? No, he didn't.

d)………..it easy to be a good manager? No, it isn't.

e) ………..comes to good people in time? Good jobs.

Over to you

Is it a good idea to promote people when they are young or when they have experience? Can you think of any adjectives to describe old and young managers? In your country do people usually get promoted quickly or slowly?

Unit 8 Markets

Marketing an energy drink

Level of difficulty **

Before you read

Match the word or phrase to the correct definition.

1. buying habits a) the strength to do things

2. consumer b) how to advertise and sell a product or service

3. energy c) what you buy and how often you buy

4. marketing campaign d) someone who buys a product or service

Reading

Read this article from the Irish Times and answer the questions.