Essential business vocabulary builder pre int

• -• The words & phrases you need to succeed - :J -c () a CD en tu · c • 9l Essentia Business oca u a Bui er ' • Macmillan Education Between Towns Road, Oxford OX4 3PP A division of Macmillan Publishers Limited Companies and represen1at1ves throughout the world ISBN 978-0-230-40760-2 Text C Paul Emmerson 2011 Illustrated by Peter Harper and Juhan Mosedale Design and illustration C Macmillan Publishers limited 2011 First published 2011 All rights reserved; no part of this publication may be reproduced, stored 1n a retneval system, transmi11ed 1n any form, or by any means electronic, mechanical, photocopying, recording, or otherwise, without the prior wnnen permission of the publishers Designed by Carolyn Gibson Cover design by Macmillan Author's acknowledgements The author would like to thank Darina Richter for commissioning the book, Karen Spiller for project management, conten t editing, and numerous creative contributions on the design side, and Deborah Manning for proof reading Thanks yet again to Marna Warner for transcribing the original interviews on which the listening scripts are based Many students at International House, London gave up their time to be interviewed for the listening material, and I would like to thank in parucular Antonella D1Biasi, Bulent Ersoz, Celine Perez, Ilaria Romano, Massimo Grandi, Miki Hirai, Murat Ozot, Shahrokh Amiri, Shan Shan Liu, Tania Meiia Tomas Leisztinger and Yasuh1sa Takanashi In addition I would hke to than< Ian McMaster and Bob Dignen for their permission to use some ideas from a 'Business Spotlight' article on conference calls and Ken Taytor for his permission to use a few ideas from '50 vvays to improve your Telephoning and Teleconferencing Skills' I Printed and bound m Thailand 201 2014 2013 2012 2011 10 Essentia Pau l Emmerson Business I oca u a Bui er Pre-intermediate to Intermediate The words & phrases you need to succeed , ~ MACMILLAN Contents BU S IN ESS TOPICS EFFECTIVE COMMUNICATION Companies and sectors Social English Company types and structures 31 Greetings and introductions 66 Start-up and growth 32 Welcoming visitors 68 Individual company profile 10 33 Standard responses 70 The manufacturing sector 12 34 Small talk 72 The service sector 14 35 Likes, free time, interests 74 36 Home, city, country 76 37 Food and drink 78 38 At the restaurant 80 39 Leaving and saying goodbye 82 40 Social Englis h: summary and review 84 Markets, products and customers Markets and competitors 16 Marketing - the f our Ps 18 Marketing strategy and brands 20 Describing products 22 10 Customers 24 Business travel 11 Orders, invoices a nd payment 26 41 Flights and travel 86 42 Hotels 88 43 Conferences and exhibitions 90 Money and finance 12 Money 28 ,, 13 Company finance 30 Using the telephone 14 The la nguage of trends 32 44 Telephoning: getting connected 92 45 Telephoning: start, middle and end 94 46 Telephoning: common situations 96 47 Telephoning: conference calls 98 Everyday business life 15 Numbers 34 16 Time 36 17 Office equipment 38 18 Using the Internet and email 40 Emails 19 Working conditions 42 49 Emails: basics 102 20 Your job 44 50 Emails: meetings, arrangements 104 21 Projects and teams 46 51 Emails: commercial 106 22 Plans and forecasts 48 52 Emails: formal language 108 23 Problems, problems 50 53 Emails: s ummary and review 110 Management 48 Telephoning: summary and review 100 Meetings 24 Strategy and leadership 52 54 Meetings: an introduction 112 25 Hiring, firing a nd promotion 54 55 Meetings: basic phrases 114 26 Pay, benefits and motivation 56 56 Meetings: checking, clarifying, active listening 116 27 Cross-cultural communication 58 57 Meetings: developing the discussion 118 28 Business and the environment 60 58 Meetings: s ummary and review 120 CV and job interview Presentations 29 CV (resume) and cover letter 62 59 Presentations: an introduction 122 30 Job interview 64 60 Presentations: structure and key phrases 124 WORDS: FAMILIES, COMPOUNDS, PARTNERS LI STENING SCRIPTS 61 Word families: verbs and nouns 126 Listen and repeat exercises 153 62 Word families: adjectives and nouns 128 Interviews with business people 154 63 Word famili es: more adjectives 130 ANSWER KEY 163 64 Word famili es: prefixes 132 65 Word famili es: revi sion/extension I 134 66 Word familie s: revision/extension II 136 67 Compound nouns 138 68 Compound adjectives 140 69 Word partners (collocation) I 142 70 Word partners (collocation) II 144 I SPEAK I NG PRACTICE Discussion topics 146 WR I T I NG PRACTI CE Writing tasks 148 LISTE NIN G EXERCISES Interviews with business people: exercises ' An interview with an accountant 150 Topics: explanation of income statement An interview with a 828 commercial director 150 Topics: delegation; role of the sales rep An interview with a bank manager 150 Topics: different ways to motivate e1Tiployees An interview w ith an events organizer 150 Topics: organizing exhibitions in an export market An interview w ith a specialized manufacturer 151 Topics: SWOT analysis of a small family firm An interview w ith a negotiator 151 Topics: price; localization; quality guarantees An interview with a freight forwarder 151 Topics: logistics using airlines An interview with an investment banker 151 Topics: IPOs; M&A; raising funds An interview with a consultant 152 Topics: cross-cultural differences 10 An interview with a sales director 152 Topics: distribution channels; franchising 11 An interview w ith a takeover specialist 152 Topics: hostile takeovers; restructuring 12 An interview with an exporter Topics: control in the export market; getting paid 152 .· "1 : ' _- • -.,1, ,·: o.: , Company types and structures Types of company Here is a simplified list of the diffe re nt types o f legal structures for a business • Sole trader (Br E) I Sole proprietor (AmE) This is a one- Individuals within the structure p erson business Th e p erson may describe themselves as 'self-ernployed ' (eg the ovvner of a small shop), or as a 'freelancer' if they are a professional w ho \VOrks for differen t clien ts (eg a photographer) • Partnership A group of p eople \vho \vork together as equals (eg a firm of lav.1 yers or architects) They share the risks and the profits • Private co1npany The sha res of the company are privately owned, usually by a small number of people These shareholders typically include the founder of the cornpan y, p ossibly some close fan1ily members, and perh aps a few b usiness associates who provided rnoney for the con1pany • Public co1npany (BrE) / Corporation (AmE) These are the large com pan ies that are listed on stock exchanges like Germany's D AX, France's CAC or the UK's FTSE They are called public because anyone can buy their shares ote: d o not confuse a state-o\vned enterprise \Vith a public company The Chief Executive Officer (CEO) runs the company The level below CEO is Chief Officer, for exam ple Chief Financial Officer (CFO) Departments The list of d epartn1ents belovv is typical for n1any business - each one corresp onds to a business function Companies also have other dep artments related to th eir O\Nn particular business activity • Production might also include Purchasing and Quality Assurance (QA) • Operations refers to all the internal processes of a company and might includ e, for example, Logistics • Sales might also include Business Developn-zent • Customer Services might include Technical Support • Marketing might include Market Research Co1nrnunications refers to all prom.o tional activities including a strong focus on JJublic Relations (PR) • Finance has many subdivisions, such as Financial Control, Treasun;, Accounts and Payroll(= managing sa lary payments) • Hurnan Resources (HR) • information Technologtj (IT) • Research and Development (R&D) • Legal Read the text for general understand ing Read it again and w1derline the words you don't know Check their 1neaning As well as d epartments, an international con1pany rnay a lso have divisions organized according to geographica l a rea or n1ajor product lines The CFO is part of the senior manage1nent tea1n The CFO reports to the CEO(= has the CEO as their boss) The CFO is in charge of·(= responsible for) all the financial side of the business The n ext level d o>vn m igh t be country level for a large international organization, or d epartmental level A job title here nught be Sales Director or Head of Sales or VP ( = Vice President) Sales The Sales Director for Sweden liaises closely zvith (= talks to in order to work better \\1ith) the Chief Marketing Officer at Head Office in the States •· Below this are people \Vi th job titles like Manager, Officer, Coordinator, etc The >vords Assistant or Deputy may also occur at any level I'1n the Business Developnzent Officer for Sz.veden My line manager(= person directly ab ove rne / person vvho I report to) is the Sales Director The Sales Director delegates(= gives) a lot of the work to nie We say senior people at a higher level junior people at a lower level I Company culture The structure of a company is often closely connected to its culture In a small company it's easier to be dynan1ic and innovative, whereas in a large con1pany th ings are often slow-moving and bureaucratic Sirnilarly, if the company is hierarchical (many levels), then p eople at the bottom aren't allov•ed to take initiatives \-vithout permission from thei r seniors; d ecision-n1aking and communication are top-down If the structure is flat (few levels), then the flov.r of inforrna tion can be more bottom-up In all cases you h ope that the company culture is honest, open and tra nsparent (= no t trying to keep things secret) Highlight words you know passively, but don't use actively Choose sorne to write sentences of you r o\vn Check pronunciation at 1nacmillandictionary.con1 COMPANY TYPES AND STRUCTURES Exercises 1.1 Underline the correct word in ital ics My brother is a plumber He's autonomous I self-employed The people who own a private company might include the founder of the company, some family members, and perhaps a few business associates I companions In a public company anybody can buy the actionsI shares A public company is listed I posted on a stock exchange Our railways were recently privatized I think the service was better before, when they were a public company I state-owned enterprise The Purchasing Department is responsible for buying parts and raw materials I making the final product If you have a complaint, please contact Consumer Services I Customer Services All recruitment and selection is done by our Human Relations I Human Resources Department lnno'iation is the key to our success and we have recently expanded the Research and Design I Research and Development Department 1o In the Legal Department we have three lawyers I advocates trained in commercial law 11 It's the CEO's job to control I run the company 12 Our Business Development Officer is responsible for I the responsible for finding new business opportunities 13 I can't take that decision It w ill have to be referred to higher people I more senior people 14 That decision w ill have to be taken at a higher level I a more superior level 15- In the department there are six Sales Representatives and their line director I line manager 16 The Sales Depart ment has to liaise I liaison closely w ith Marketing 17 She is part of I makes part of a team of designers 18 I am the Financial Controller, and I relate directly I report directly to the Finance Director 1.2 Complete each sentence with a verb from the box - - · - - · answers collects arranges checks deals maintains ·on The Quality Assurance Sect1 checks ·· that the products have no defects The Logistics Department -· -· · the transport of goods and materials Technical Support -· · specific questions from customers about how to use the product The Market Research Section -and analyzes information about the needs of consumers The Accounts Department · -· · -· _ w itI1 invoices and payments The IT Department · · -· the computer network 1.3 Complete the text about operations with the words and phrases in the box - ·- - back-office functions behind the scenes day-to-day basis liaise closely makes a profit meet their needs recruit step on anyone's toes I Everyone knows the functions of company departments such as Marketing and Finance Marketing is about promoting the company and making sure that customers can find products that Finance is about controlling the resources of a company to make s ure that the business - · But what about Operations? The department name is less well-known yet many large companies are run on a _ by Operations Managers Operations is about the internal processes of a company In a manufacturing company an Operations Manager will make sure the production process is running s moothly In a hotel they are responsible for bookings front desk maintenance, etc In a bank they look after the administration of accounts and other Operations Managers have to 5._ . _ with people from other departments In the factory, it is with Purchasing Managers who buy the raw materials In the hotel it is with Human Resources Managers who new staff In the bank it is with IT Managers who work to keep everything running So the Operations Manager has to be -·· -· careful not to -·· - -· 1.4 Read what Pieter says about company culture at his previous company and his current company The text has eight wrong words Find them and correct them In my last job I worked for a large telecommunications company It used to be the estate-owned monopoly, but they privatized it in the nineties Unfortunately, the cultural there hasn't really changed Decision-making is very slowmoving and bureaucracy - everything has to be agreed all the way up the chain before action can be taken I didn't really like working there, and I moved to a smaller competitor two years ago It's much better now I have more responsible because my boss trusts me and he relegates a lot of interesting projects to me Everybody knows what is going on and can make a contribution communication works well in both directions, both bottomdown and top-up It's a dynamic, innovation company and we're growing fast I hope to continue working here for several more years See page 146 for some discussion topics Companies and sectors Start-up and growth Planning An entrepreneur secs a gap in the market and \>Vants to found (=start) a nev.• company First some planning is necessary The entrepreneur has to: Do market research and develop the product Think about pricing, distribution channels, and promotion Raise capital ( = mo ney used to start or invest in.a business) The capi tal 1nig ht come from the founder's own fu11ds, loans fro1n the bank, o r money invested by other people/ business partne rs Start-up The founder is now ready to set up(= start) the business The first steps are to rent premises(= the buildings that a compan y uses), purchase equipment and supplies, and employ and train s taff The company can now begin its op erations One thing is certain: the first few years will be difficult Sometimes a start-up comp any can get help from venture capital (= money invested in a n ew business by a specialist company w ho work in high-gro•vth areas like nc\.v technology) VC money is used to run the business, pay salaries, etc in the early years In exchange the VC company will take part o'.vnership of the company and ho pe to sell it later for a large profit Growth In a successful business the nun1ber of custo1ners grows, turnover increases, and eventually the company breaks even and then ma kes a profit Th e company employs more sta ff and di v ides them into different functions : operations, sa les, marketing, accounts, etc The company develo ps a ne twork of suppliers The brand name s tarts to become well-kno,.vn among customers What happens if the business needs to raise additional capital to expand its operations? There are various options The company can ask the bank for a loan The company can issue ne\·v shares and sell them to outside investors Read the text for general understanding Read it again and underline the words you don't know Check their meaning The company can a ttract private equity Private equity is very similar to venture capital, but it comes at a later stage in the company's growth Maturity All being well, the comp any continues to grow This growth may be organic (through increased sales and developing the product range) or by acquisitions/ takeovers (buying other companies) Exit strategies "fh ere a re va rio us exit strategies available to the owi;iers if they v.•ant to sell the company The business can be sold as a going concern(= as an established, profitable business) to other private individuals The business can be sold to a competitor, or to a large foreign company wan ting to enter the market The compa ny that is taken over may or n1ay not keep its brand name The company goes public This means it is listed on a stock exchange and its shares are sold to individual and institutional investors The original owners may continue to run the company Risks The m ajority of businesses fail(= go out of business) There are many reason s, which include: The fo unde r can ' t get a loan, perhaps because of ins u fficien t collateral (=property yo u agree to give the bank if yo u fa il to g ive back the money you borrowed) The company ca n't meet its monthly repay ments to the bank The comp any fa ils to get enough customers Co1npeti tion from other companies Changes in the ma rket (d emand for the products falls) Poor manage ment of cash flow and / or insufficient capital Management problems (eg the founder finds it difficult to delegate work to other people) Failure to integrate an acqui red business after a takeover Highlight words yo u know passively, but don' t use actively Choose some to write sentences of your own Check pronunciation at macmillandictionary.com START-UP AND GROWTH Exercises 2.1 Rearrange the letters to make words Use the definitions in brackets to help you enrtrepeenur entrepreneur (someone who starts a company and makes business deals) citapal (money used to start or invest in a business) funoder (someone who starts an organization) prmee1ss (the buildings that a company uses) puchrase (formal buy something) tunvorer (the money a business makes = revenue) seahrs (the equal parts of a company which people can buy and sell) actisiquion _ _ (buying another company; = take-over) cotellaral _ (property or money that you promise to give the bank if you cannot pay back a debt) damend ·······-·· -·· · -·· (the desire or need that customers have for a product) 2.2 Match an item on the left with an item on the right to make phrases from the text opposite start-up exit brand a going private a gap in the - - -· -7 employ fail 10 make 11 rq1se 12 rent equity name company market concern strategy - - - a profit capital staff some market research to get enough customers premises 2.3 Complete the sentences with phrases from Exercise 2.2 The founder of the company is going to retire next year I think he'll probably sell the business as -·-· But first he needs to to see who might be interested in taking over the business If the company is going to expand, they w ill need to They can either ask the bank, issue new shares, or try to attract _ _ 2.4 Underline the correct word in italics The bank lends you I borrows you money You lend money/borrow money from the bank So 'lend' is temporary giving /taking And 'borrow' is temporary giving I taking The bank gives you a lend I a loan 2.5 Complete the table below Verb -· distribute promote own grow compete Noun development _ (activity) (activity) employment (activity) expansion _ _ _ _ _ _ (company) - - - - (activity) fail 10 · -· · -·-·-·- ·-·- · - acquisition 2.6 Complete sentence b) with one word The meaning must be the same as sentence a) All the words appear opposite a) How are w e going to distribute our product? · channels b) What d.1stn·but1on · -· -· are we going to use? a) She was the founder of the business b) She set the business a) The company is growing strongly b) The company has strong a) This year the company will make neither a profit nor a loss b) This year the company will break a) Who supplies them? b) a) b) a) b) a) b) a) b) 10 a) b) Who are their · · · ·-· -· ·- s? A lot of people know their brand name Their brand name is very well- They're an established business and they make a profit They're an established, business The company is going to be listed on the stock exchange The company is going to go · -·-· Why did the business fail? Why did they go of business? Their customers were late in paying them so they couldn't pay their bills Their customers were late in paying them so they had cash · -· · - problems See page 146 for some discussion topics She wants to start her own business and she thinks she can see _ She has money of her in a own, so the first steps are to _ _ suitable location, purch ase equipment and employ staff Companies a nd s ectors An wer key Company types and structures Exercise 1.1 self-employed associates shares listed stateowned en terprise buying parts and raw materi als Custom er Services Human Resources Research and Development 10 lawyers 11 run 12 responsible for 13 more senior people 14 a higher level 15 line manager 16 liaise 17 is part of 18 report directly Exercise 1.2 checks arranges maintains Exercise 3.6 sector aimed in employs Head Office majority manufactured established abroad 1O extensive 11 collaborations 12 a rang e 13 brand 14 competitors 15 sales 16 revenue 17 share 18 leader 19 in 20 lower 21 knowledge 22 products 23 efficient 24 policy 25 employees 26 damage The manufacturing sector answers collects deals Exercise 1.3 meet their needs makes a profit day-to-day basis back -o ttice functions liaise closely recruit behind the scenes step on someone's toes Exercise 1.4 ~te owAed state-owned cultural culture eureaucracy bureaucratic respoAsible responsibility relegates delegates bouom dowA bottom-up top up top-down inno ation innovative Start-up and growth Exercise 2.1 entrepreneur capital founder premises purchase turnover shares acqui sition colla teral 1O demand Exercise 1 supplier warehouse in11eAtory Aegotiating w~ rev;ork 200 batches produce supplies 10 distribute 11 control 12 replace Exercise 4.2 supplier inventory control waste rework distribute Exercise 4.3 store products in a warehouse eliminate waste unload goods from trucks add value for the customer outsource production all over the world coordinate the global supply chain get things 'right first time' be fit for purpose Exercise 4 fit for purpose waste supply chain Exercise 4.5 breaking/serviced wrong lead/fit/device funny/fixed/ unplug I out-of-order mains/ socket/ runs/ batteries properly/ adjust/ settings/panel machine tools/prod uction run Exercise 2.2 start-up company exit strategy brand name a going concern private equity a gap in the market some market research employ staff fail to get enough customers 10 make a profit 11 ise capital 12 rent premises Exercise 5.1 Exercise 2.3 a going concern/do some market research raise capital/ private equity a gap in the market I rent premises modal model customenze customize in the house in-house Aeedings needs in- on moAth monthly easic basis orientationee oriented Exercise 2.4 lends you borrow money Exercise 5.2 giving ta ki ng a loan Exercise 2.5 develop distribution promotion employ ownership growth expand competitor I competition failure 10 acquire • Exercise 2.6 channels up growth even suppliers profitable public out 10 flow Individual company profile Exercise 1c 2a 3g Exercise 3.2 1c/2a 7e f ~ known The service sector 1d 2b 3f 4a 5e h 7g c Exercise 5.3 in of from/to 1o to for for on at Exercise 5.4 provide charge allow differentiate customize assess /advise/implement on to handle Exercise 5.5 handle your financial planning meet your needs offer the full range take a long-term approach charge an initial set-up fee have immediate access h 6d 7e b Markets and competitors Sh 8b Exercise 3.3 milestone subsidiary Exercise 3.4 1b2c3a Exercise 3.5 2c 1b 3a 3g 41 key factor Exercise 6.1 French 828 bull niche is worth in on share competitors 10 highly 11 with 12 face Exercise 6.2 domestic I home I foreign ex1st1ng/ current I potential free I open I protected growing I expanding I declining huge/enormous/small niche/speC1alist/mass Exercise 6.3 huge protected domestic mass free 163 ANSWER KEY Exercise 6.4 competitive competi tiveness competition competitor Exercise 6.5 research trend decline entered take over posi tion with draw from leader 1O line Exercise 9.6 steel moulded plastic reinforced concrete price copper leather nanomaterials Customers Exercise 10.1 ., Marketing - the four Ps cl ient Exercise 1 delivery range leaflet offer guaranteed differen ce Exercise 10.2 coupon online Exercise feature end-user Exercise brand segments margin I mark-up range charge intermediaries ou tl ets outdoor 10 word -of-mouth fee · give Exercise Exercise 10.5 value proposition price point retai l outlet distribution channel channel partner public relations search engine advertising campaign follow it up retail outlets channel €io otter e reach €io Exercise 10.4 deal with it questions Exercise 7.5 consumer supplier I vendor personalized I customized I tailor-made satisfied/repeat purchase requirements package/specific Exercise 10.3 meet carry out enter benefit price point advertising campaign partner search engine customer ship it deal w ith it satisfy their needs provide it ask the place it fill it in Exercise 10.6 guarantee warranty Exercise 10 relationships online scheme reward ·1 points claimed coupon placed Exercise set charged place sponsor handled aim at translate attend Exercise 11 1d a g 4c h e b f Marketing strategy and brands Exercise 11 Exercise 8.1 objective target research allocate endorse sponsor appeal to well -known competing 10 loyalty Exercise 8.2 positioning facelift awareness slogan identity behaviour withdraw forecast Exercise 8.4 strategy packaging range solutions appeals brand budget word-of-mouth f i j 10 g 11 o e Exercise 11.5 quote deliver enquiry order Delivery contact attached terms records 10 invoice 11 overdue 12 disregard earned/from lent/to borrowed /from invested/in owed/to won/on saved up/for lost/by made/ from 1O cost/to 11 wasted/on 12 spent /on salary account withdraw overdraft savings borrow interest rate loan instalments 10 debt b Exercise Exercise 12.3 discount sales afford mortgage change energy-efficient/ environmentally friendly / long-lasting easy-to-clean I portable I well -built fully automatic/ high-performance/ limited edition features don't include weigh weight worth bargain receipt Exercise 12.4 Exercise 9.4 shape size long length Exercise 9.5 length w idth high/height deep/depth/in weighs/weight by/square size/cubic of/composite 164 a charge an enquiry letter of credit placed ~ up at the front terms o ,ertime deli1Jer 10 install Exercise 12.2 Exercise a makes an enquiry quotes a price confirms the order issues an invoice tracks the shipment sends a reminder Exercise 12 Exercise 9.1 c Exercise 11.3 1-: Money Describing products d a e c b h 12k 13n 14 15m 1c f h a b e d g Exercise 11.4 Exercise 8.3 promotion competition I competitor distribution/ distributor advertisement/ ad sponsorship target recognition loyalty d Orders, invoices and payment on to for on in under over for Exercise 12.5 A rip out rip-off B sell sale A ef off B reduction reduced A price money B fef€I afford A recipe receipt B w+tfl by A currents currency ANSWER KEY Exercise 15.7 Company finance to Exercise 13.1 turnover earnings gross net accounts payable working capital owns owes Exercise 13.2 cost of goods sold operating costs revenue gross profit operating profit net profit after tax d1v1dends depreciation tax 10 retained profit Exercise 13.3 Revenue Gross profit Dividends Operating profi t Exercise 13.4 record profit healthy profit significant loss depreciation reasonable profit slight loss heavy loss Exercise 14.1 d c b f On in/of to by etit out of three by two three to two for a¥erage on average Rotigh Roughly percentage per cent increase on increase 1n Three Qtiarters the people Three quarters of the people I ,OOG of etiros 1,000 euros Time Exercise 16.1 a short time ago immediately starting now a long time ago for a short time these days recently at the present ti me soon Exercise 16.2 lasted lasted over at the la test boss yet nowadays took lasted took 1e e a went up have gone up rose have nsen rise has grown grew growth has fallen 10 fell 11 fall 12 increase Exercise 14.3 reached a peak stable increase haven't spoken to my By the ti me Exercise 16.4 Exercise 14.2 fell b3d4g5f6c7aBh Exercise 16.5 on behind ahead of Exerci se 16.6 deadline miss into on time for yet go behind schedule Office equipment Exercise 17.1 Exercise 14.4 from/to/of at on for Exercise 14.5 significant increase steady growth sharp drop gradual rise slight fall Exercise 14.6 percentage terms 20o/o down advert1s1ng budget increased significantly within a range final figure sharp drop starting to rise Numbers Exercise 15.1 c e a 4 out of Exercise 16.3 The language of trends 1n of Exercise 15.8 took Exerci se 13.5 1T T F stayed over Exercise 17 screen I monitors I devices/ click I keyboard I type battery I dnve I capacity I operating I processor /wide I enabled /light hard copy e b d Exercise 15.2 four hundred {and) sixty one thousand, three hundred six thousand, nine hundred (and) fifty eighty thousand, five hundred seventy three thousand four million, two hundred thousand Exercise 15.3 thirty-seven minus five is (makes/ equals) th irty- two twelve times (multiplied by) three is (makes/ equals) thirty-six one hundred (and) forty-three plus sixty-eight is (makes/equals) two hundred (and) eleven four hundred and eiglity divided by fifteen 1s (makes/ equals) th1rtytwo Exercise 15.4 fifteen euros and fifty cents/fifteen euros fifty four pounds and sixty pence I four pounds sixty fifty square centimetres fifteen cubic centime tres Exercise 15.5 f c h 4b scissors dry w ipe board {whiteboard)/ fhpchart staples pad I pencil sharpener drawing pins packs/ stationery cupboard shredder /waste bin (trash can) box file/shelves correction fluid 1O wall planner 11 hole punch 12 padded envelope I bubble wrap 13 ring binder /filing cabinet 14 sticky tape (sellotape)/ packing tape 15 scales 16 sheet 17 document wallet 18 cartridges/toner 19 tray 20 paper clip 5e6a7d8g turn/brightness down switch/webcam off Using the Internet and email Exercise 18 1 S D S D S D D (usually you download 1t first before installing 1t) D D (a file is 1n a folder) 10 S Exercise 18.2 scroll buttons block click preview delete send register enter 10 attach Exercise 18.3 search engine default setting video clip drop-down menu social networking browsing history smart phone app drafts folder mass mailing 10 subject line Exercise 18.4 search engine social networking drop-down menu default settings drafts folder subject line mass malling smart phone apps Exercise 18.5 to (or on)/ at on/off down into on in into Exercise 15.6 Exercise 18.6 one third nine point three six point seven five six to one twelve point five per cent one and three quarters 7ero point zero two thirteen ou t of forty subject hne mobile device remaining information bullets Reply to All recipients capital letters forwarded up 165 ANSWER KEY Working conditions Exercise 19.1 spacious/ equipped/ plan subsidized I can teen /break-out claim I expenses off I lieu noisy I cramped I cubicle entitled/overtime priorities/communication/style awareness I politics I along unfairly I promotion / increase Exercise 19.2 subsidized awareness claim expenses cubicle office politics promotion be entitled to Exercise 19.3 comply w ith regulations be injured at work sue the company because of an injury demand compensation ensure that there are appropriate warning notices issue protective equipment organize regular fire drills fit smol[...]... short description of a company A typical context for a company profile is at the beginning of a presentation Business activity You usually start a company profile with a general introduction describing your business activity and the sector you operate in (eg financial services, pharmaceuticals) Verbs to describe business activity include: design, distribute, export, i111port, make, manufacture, offer, operate,... discussion topics Companies and sect ors 15 Markets and competitors Markets There are three basic areas of business • B2C (the business- to-consumer market: food retailing/ consumer electronics, etc.) • B2B (the business- to -business market: making parts for the auto industry I consultancy, etc.) B2C (the business to government market: defence and aerospace/big infrastructure projects, etc.) There are many... in BrE) The method of payment can vary A first-time businessto -business customer will often have to arrange a 'letter of credit' at their bank (business people just say 'l/ c') With an l/c the customer's bank makes a guaranteed payment as soon as the seller's bank presents certain documents (transport documents, invoice, etc) If there is a long-term business relationship with more trust, the customer... entered/ moved into the US market The publishing division was sold off Our UK subsidiary was closed down The co111pa11y was broken up into four parts We opened a new factory I plantI production facility The company recently celebrated its 50th anniversary A key factor in our success has been our staff Future Tf you are giving a presentation, this is the part that is likely to be the most interesting We're... is presented at the checkout (real or 6 and is used to collect 7 Perhaps the besikno\vn example of this is frequent-flyer programmes, although most points earned through these programmes are not 8 - - - - See page 146 for some discussion topics Markets, products and customers 25 Orders, invoices and payment Orders When an end-user makes an order they simply pay at the point of purchase But in the business- to -business. .. to particular business areas in o rder to give a context, but they can be adapted to most other areas • • • • • Banking, financial services and insurance Retailing Hospitality (hotels and restaurants) and tourism Real estate Business services (recruitment, consultancy, legal services, office cleaning, etc) Manufacturing companies can diversify into services Of course they change their business model... point: Sales peaked / reached a peak in the second quarter and then fell for the rest of the year go down - went down - gone dozvn fall - fell - fallen We compare two points using 'be up / down' The nouns are fall, drop Profits were 15% down on the previous year Look at these examples with verbs and nouns Sales went down Sales have fallen Sales dropped ('on' = compared to) (no noun form) Other points... instead of giving the fraction Three out of ten people 1vho visited our website plac~d an order (NOT three tenths of the people) With decimals use the word 'point' and say the numbers after the point individually 2.56 two point five six ( OT two point fifty-six) With o/o use 'p er cent' The noun is 'percentage' What percentage profit do you n1ake on this product? With ratios use the word 'to' 8: 1 eight... artwork to project managen1ent and print We're a one-stop shop for all your insurance needs Our consultants can help you identify, assess and implement the best solutions for your business ('implement' = make something start to work) We're 100% focused on giv ing value to our clients We're actively involved at every stage We iuork closely alongside the client to maximize business opportunities This 1.uill... was losing money The parent company decided it would be better if it stopped doing business completely 2 The UK subsidiary was profitable, but it didn't fit the plans of t he parent company Another company was interested in the subsidiary and bought it 3 The UK subsidiary was too large The parent company d ivided it into several smaller companies, keeping one 3 6 Read the profile of clothing company