Bloco 01 - Business

8/8/2019 Bloco 01 - Business

http://slidepdf.com/reader/full/bloco-01-business 1/19

This is my father’s career. He has worked for a long time at the William’s company.

Look at the Organization chart.

The head of the company is the Chief Executive Officer. He is also thePresident and chief of the Board of Directors. Under him are four executivesmanagers. The executive managers are responsible for the departments of research and development, production, finance, personnel and administration

and marketing and sales.The company’s activities are divided into four business areas, each

headed by different divisions managers. These managers report directly to theChief Executive Officer.

Describing Responsibilities

*Ask what students’ parents jobs are.*Ask who is the boss and what they would or wouldn’t like to be.*Ask where they work.

*Talk about big and small companies and what they produce.

To the

Teacher:

R e s e aD e v e l o

P r o d u iF i n a n c e ,a n d A d i i i

M a r k e ia n d S

M r . W i l l i a m

P r e s i d e n t a n d i



*Include in the lesson the company the student works in.*Don’t let them see the chart before you explore it overall.

--------------------------------------For this company which

department or division:

1. Buys supplies?2. Sells the products?3. Plans how to sell new products?4. Organizes training courses?5. Recruits new employees?6. Sends the products to the customers?7. Packs the products?8. Manufactures the products?9. Checks the quality?10.Sends invoices to the customers?11.Repairs machines?12.Pays the staff?13.Is responsible for “after Sales care”?14.Deals with taxation investment, and cash management?15.Runs advertising campaigns?

Describing T asks

To the

Teacher:

W a g e s

S a l a r i e

P e r s o n n

T r a i n i n

H u m a n R e s

M a i n t e

Q u a l i t

D i s t r i b u

P a c k a g

P r o d u c t

P r o d u c t i

A d v e r t i s

A f t e r - s a l e

S a l e s

M a r k e t i

M a r k e t i n

F i n a n c i a l

C u s t o m

A c c o u n

P u r c h a s

F i n a n c e



Business Letters

Letter of Introduction

Semptember 15th, 2005.

Inter-Commercial Ltd.

55 - South - 88th street

Cleveland - Ohio

Dear Sir,

We are pleased to introduce to you, Dr._______________, a friend of ours.

He intends to spend a couple of weeks observing your factories.

Dr._________________ is a manager of an important company in Denver, Colorado.He is also an analyst of imported goods.

We hope this will be a great opportunity for the two of you to exchange businessideas.

We would like to thank your company and you in advance for your attention andcooperation.

Cordially

Peter Smith

__________________'s Company

*Students don’t see the text.*You write 4 or 6 questions on the board.*You read 2 or 3 topics of the text

*Ckeck answers.* Explore the vocabulary.

To the

Teacher:





Writing

Read the profile of Walter Johnson, then write another profile about yourself. Use the topics below to help you.

♦ name ♦ company ♦ responsibilities♦ nationality ♦ position in the company ♦ free time interests♦ home town

Profile

My name is Walter Johnson and I’m Scottish. I live in Hadlow, a lovely Englishvillage near London. I also work for the Swire Group, Britain’s largest privateconglomerate. The Group’s activities are divided into five business areas; shipping, aircraft

industry, property, industries, and trading. Our most well known company is SmithAirways.

I work at the London head office, where I head the Finance Department. I’m alsoresponsible for the development of businesses within our corporation.

I’m always very busy and I don’t have much free time. However, when I do havespare time I like to fish and grow my own vegetables.

_______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________

_______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________

M eeting P eople

Description



1-Interesting is the opposite of boring.Find the opposite of these adjectives in the box:modern, small, long, slow, hot, cheap, useless, tiring.

2-Which adjectives can describe the items below?

the weather a hotel lecturesa journey people pubs

3-Your colleague went on a training course in the USA. Find out about it. Ask What was... like?

were...a) What was the city like?b) It was very interesting.

4-Do these adjectives describe your products or services?

5-Interesting and interested are both adjectives.Interesting describes a quality something has.Interested describes a reaction.

Complete these sentences.

1. There are a lot of....................................buildings in Milan.2. It was an.....................................meeting.3. We’re ....................................in your products.4. I was very.................................. .5. That’s an...................................idea.

COMPANY HISTORY

Posicionamento das linhas

N issan M otor C ompany

interesting windy hot shorttiring slow cheap old-fashioned

modern useful four star(s) sunnysmall large expensive coldcomfortable efficient quick boringlong dynamic informative entertaining

efficient reliable goodvaluable economical expensivehigh-quality



1925-Three small motor companies joined to form the Dat JidoshaSeizo Company.

1932-The company produces the first Datsun car.

1934-The owners rename the company ‘The Nissan Motor CompanyLTD.”

1935-Nissan opens the Yokohama plant.

1936-Nissan introduces mass production methods.

1938-Nissan stops producing motorcars and concentrates onmanufacturing trucks.

1947-After World War II, Nissan begins car production.

1958-A Datsun 210 wins the Australian Rally.

1966-Nissan sets up its first manufacturing operation inMexico.

1980-Nissan buys stocks in Iberica SA from Spain.

1986-Nissan builds its first plant in the UK.

1-Choose the correct verbs from the following table and change theminto the past tense:

import grow be sell decide begin become have to



find achieve export supply start rise

1- Find out about your partner’s last business trip. First write a few questions.

City/country Where........................................................................?Transport System

.........................................................................travel?Journey time How long...................................................................?Accommodation Where........................................................................?Length of stay ............................................................................stay?

Business T rips

The Story of Nissan

Nissan UK limited was founded in 1969. At first, it ...................... just a tradingcompany. It .................... cars from Japan and ........................ them in the Uk. In 1970,the company .................... only 0.2% of the UK car market but the company ....................fast. By 1974 they ....................... the UK’s leading car importer.

When the UK ...................... one of Nissan’s main export markets, thecompany ......................... to build an assembly plant here. After a long search,

they ......................... a suitable site in Tyne and Wear. Cars .............................rolling off the production line in 1986.

At first, the plant .................. limit production because of the JAMA importrestriction agreement. But by 1988UK companies ....................... the majority of components and Nissan ........................ the target of 60% local content. The plant ..................... to increase production.

The plant ....................... assembling cars for the entire continent, as well as theUK. In 1988, they......................11,000 Nissan Bluebirds to Europe. In 1990, thefigure ..................... to over 100.000.



Purpose of trip

Why...........................................................................?Opinion of trip Was...........................................................successful?

2- Your American associate company launched a new product last year. Youwant to write an article about it for your company magazine. First, write a

few questions to get the information you need.

Type of product What...............................................................?Time it took to development How long........................................................?

Size of investment ($) How much......................................................?Launch date When..............................................................?Advertising media Where.............................................................?Advertising budget ($) What...............................................................?Sales in the first six months How many......................................................?

Use these answers for the questions:

$ 7.2m Television & magazine 8,000,000A slimming machine May 12th 12 months$ 12,5m



1-Sometimes products don’t sell well in a new market. Suggest what went

wrong in these cases.

2-Here are the reasons for the problems, but they are in the wrong order. Number them from 1 to 10.

P rofit # Loss

1. Western companies had problems selling refrigerators in Japan until they changed the design tomake them quieter.

2. In Saudi Arabia, newspaper adverts for an airline which showed an attractive hostess servingchampagne to happy passengers. A lot of passengers cancelled their flight reservation.

3. A soap powder advertisement had a picture of dirty clothes on the right. The soap didn’t sell inthe Middle East.

4. A company had problems when it tried to introduce instant coffee to the French market.

5. Several European and American companies couldn’t sell their products in Dubai when they rantheir advertising campaign in Arabic.

6. An airline company called itself Emu, after the Australian bird. But Australians didn’t want touse the airline.

7. A TV commercial for a cleaning product showed a little girl cleaning up the mess her brother made. The commercial caused problems in Canada.

8. A toothpaste manufacturer couldn’t sell its product in parts of South East Asia.

9. An American golf ball manufacturer launched its products in Japan packed in boxes of four. Ithad to change the pack size.

10.A ladies’ electric shaver sold well throughout Europe, but not in Italy.

In Japanese the word four sounds like the word death. (Things don’t sell well packed infour).

It seems Italian men prefer ladies’ legs unshaven. People thought the commercial was too sexist and reinforced old male/ female

stereotypes. Unveiled woman don’t mix with men in Saudi Arabia and alcohol is illegal. 90% of the population came from Pakistan, India, Iran and elsewhere, so Arabic was the

wrong language. The advertisers forgot that in that part of the world, people usually read from right to left. The people in this area didn’t want white teeth. They thought stained teeth were beautiful

and they tried to blacken them. Japanese homes were small and sometimes walls were made of paper. It was important

for refrigerators to be quiet. Marking real coffee was an important part of the French way of life. Instant coffee was

too casual.

The emu can’t fly.



Work in pairs. You will attend in a colleague’s meeting to

discuss some of your company’s problems. Take turns and start discussions about these subjects.

a)We need to discuss... Basically, we’ve got two alternatives:we can either...or...b)I think we should...

Problem Alternatives

company cars employ a teacher send the staff to alanguage school

the paper work buy another computer select a new secretarycompany English classes rent them buy them

the paymentoffer a 10% salaryincrease

offer 5% and a productivity bonus

office cleaning employ cleaners contract the work outthe new sales jobrecruitment

promote someone contract a agency

Describe C hanges

Discuss last year’s figures with a colleague. One person should use the informationon the left and the other should use the information on the right.

increase/ rise/ go up decrease/ fall /go down

A Out market share fell by 1 per cent last year.B Yes, but on the other hand our turnover increased by 8 per cent.



Our market share -1%

Our turnover

+8%

Sales to the EEC -2% Exports to Japan +5%

The number of new products -6% Spending on research and development+9%

Distribution costs+18%

Prices of raw materials -4%

Spending on training+26%

Customer satisfaction+26%

The number of employees -4% Productivity+6

%Wages

+15%

The number of days lost through industrialaction

-80%

Energy bills +5% Energy costs per unit -1%

Share prices -9% Dividends+10%

1-Complete the banks with the verbs in the brackets using the past tense:

1990 _______ (be) an excellent year for Graphic Images PLC. Total sales _________

(reach) 370 million and sales within the UK ___________ (show) an impressive 8% growth.Export sales __________ (fall) by 5% but, gross profits __________ (grow) by 3%. All of our business divisions_________ (perform) well. We___________ (invest) heavily this year toimprove quality. Our “Quality Counts” program _____________ (involve) many employees inindividual and team projects and we also____________ (run) a series of training courses for technical personnel.

Our research and development work ___________ (continue) and helped us to ____________ (introduce) many new and enhanced products. We____________ (give) our customers increased support through our after-sales division.

We also_____________ (establish) a new wholly-owned subsidiary to help ____________ (assist) over a thousand customers to lease Graphic Images Equipment.

We ___________ (enter) two new partnerships this year. We____________ (begin) a jointventure project with KARSTEL to develop an optical disk filling system and we ___________ (sign) an European distribution agreement with IND Amsterdam.

1- Study these sentences:

Irvine has a high rate of unemployment. It has a higher rate of employment than the national average.

C omparing T owns



The Var is an attractive region to live in. It is a more attractive region to live in than West Scotland.

Fill in with the correct comparative forms of the adjectives:

Your company is going to build three newfactories around the world and you are collecting statistics. Study the graphsand complete the reports. Use only one word per space.

.......................has the highest level of productivity.

.......................has a higher level than Japan but a lower level thanGermany........................has the lowest level of productivity.

C omparing C ountries

Irvine is a much __________________ town than Brignoles and it has a much ____________ working population. Both towns have a _____________ rate of unemployment than the national average, but the problem is much ______________ in Irvine.

Unemployment exceeds 20% and wages are generally ______________. The Var has a ____________ number of skilled workers in the population.

Both towns offer financial incentives to attract business to the region. Irvine offers a _____________ variety of loans at ____________ interest rates but Brignoles’ consumer goods are _____________.

The Var is an ______________ region to live in than West Scotland. The climate is ____________ and it will be ____________ to attract and keep well qualified staff.Communications will be a problem though. Brignoles is much _____________ from aninternational airport than Irvine.

At present our main customers are in Northern Europe, so Irvine is ___________ and ___________. But looking ahead, we shouldn’t forget that Brignoles is _________ to Spain,Switzerland, and Italy, our next export targets.



In your opinion, which country:• has the strongest economy?• has the most growth potential?• is the best country to build a new factory in?

And which country:•

has the nicest climate?• is the best country to visit for a holiday?• is the best country to live in?

1) Would you like this job? Do you have the right

qualifications and experience?

Assistant Director Corporate Finance

Our client is a highly successful subsidiary of a major US corporation at the leadingedge of developments in laser technology. For the last four years they have been expandingtheir UK operations and are now looking for an experienced negotiator to spread their company into Europe.

You must be a graduate and an ACA, qualified accountant with an impressive track record in the industrial company. You must have hands on experience in contract

negotiations and your responsibilities will include making cross border deals, particularlywith France, Germany, and Southern Europe.

This challenging and demanding position will have a strong influence on our client’s European performance. And for this reason you will need to be creative,imaginative and capable of working on tight deadlines.

A J ob Advertisement

0 50 100 150

Switzerland

Germany

USA

Japan

Netherlands

Belgium

France

Sweden

Austria

Italy

UnitedKingdom

Spain

productivityper hour (West Germany=100)

Source: Drescher Bank 1986



In return you can expect generous financial rewards, excitingopportunities for achievement, and possibilities for further career development in a fast growing, blue chip company.

For more information, please forward your resume.

2. Look through the advertisement and find expressions that match the explanationsbelow .1. in the front, where the exciting developments happen.2. to lead their expansion.3. a history of past success.4. practical experience, not theoretical.5. international deals.6. high payments, salary, etc.7. a profitable company with a good reputation.

3. Look through the advertisement again and make a list of words and phrases that describe...

• the company• the job• the person they are looking for.

4. Imagine that you are writing anadvertisement for your job. What informationwould you include ?

1. Joseph Towns is applying for the job of Assistant Director, Corporate Finance.Look at his career résumé. Does he have the right qualifications andexperience?

Is he/ Has he• qualified as an accountant?• been to university?• ever worked for an industrial international deals?• ever worked abroad?

CAREER RÉSUMÉ

NAME Joseph Franklin Towns

NATIONAL British

EDUCATION King’s College, Cambridge (1981 - 84) BA Mathematics.Ist Class Honours.

Do any of the words or phrasesdescribe...• your company?• your job?• you?

T alking About E xperience



PROFESSIONALQUALITATIONS

ACA Institute of Chartered Accountants of England and Wales.

PREVIOUS POSITIONS ERNST & YOUNG, CHARTERED ACCOUNTANTS (1984 - 89)

Auditor (Audit Section 1984 - 87)Auditing Experience: Local Government Authorities,Banks,

petroleum and engineering companies.

Consultant (Business Advisory Section (1987 - 89)Consultancy Experience: Negotiating takeovers, mergers, andmanagement buyouts in PLCs and USM listed companies.

RKI CHEMICALS (1989 - Present)

Financial AccountantCorporate Experience: Negotiating international agency contractsand franchise agreements.

Transfered to Paris branch in 1991.

Have your ever wondered about the reason you work whereyou do? Everyone has sometimes to do things they don’t like. And

certain occasions inquire about some of the bad experiences your colleagues may have had.Ask the questions below. If the answer is Yes, I have, ask more questions. Some

examples: When did that happen?, What happened?, What did you do? .

Have you ever • had to cancel a holiday because of

pressure of work?• had to be nice to a client you don’t

like?

• been late for an importantmeeting?

• had to lie to a client?

• had to sack someone? • worked all through the night?• missed the last flight back home? • had to wear a suit when the

temperature was high?• had to make a difficult speech? • had to defend a decision you

disagreed with?• had a trade journalist interviewing

you?• thought about resigning and starting

your own business?

Bad E xperiences



Working in small groups, read the situations below and discuss the problems.Try to find a compromise to the solutions.

BEFORE YOU BEGIN, DECIDE WHO IS GOING TO REPRESENT THE COMPANY AND

WHO IS GOING TO REPRESENT THE MACHINE MANUFACTURER.A company has a machine that is 20 years old. It has broken down twice in the last four

weeks and they have received two large repair bills from the machine manufacturer which didn’trepair the machine properly the first time.

A company is introducing a staff share ownership scheme. Shares will be available to staff with eight or more years in service at a price that is five percent below their market value. Theemployees complain that these conditions aren’t attractive and that won’t encourage anyone to buy shares.

A company’s head office wants all of their sales representatives to attend to a seven day briefing about a new product. The regional sales office thinks seven days is too long. They argueit will result in lower sales and they don’t want to attend the briefing.

BEFORE YOU BEGIN, DECIDE WHO IS GOING TO REPRESENT THE HEADOFFICE AND WHO IS GOING TO REPRESENT THE SALES STAFF.

A company has noticed that their foreign agents often give customers the wrong informationabout their products. The agents want the company to provide free sales literature printed in their language.BEFORE YOU BEGIN, DECIDE WHO IS GOING TO REPRESENT THE COMPANY ANDWHO IS GOING TO REPRESENT THE AGENTS.

Employees at a steel manufacturing company want to change the structure of the workingweek. They want to work in ten-hours days (and have a three-days weekend) instead of workingeight hours a day. The managers don’t think it is a good idea.

BEFORE YOU BEGIN, DECIDE WHO IS GOING TO REPRESENT THE EMPLOYEES ANDWHO IS GOING TO REPRESENT THE MANAGEMENT.

Hypothesis We use supposing when we imagine hypothetical situations. Ask acolleague what they would do in the situations below.

1- Suppose your boss wanted you to spend your summer vacation taking a

full - time English course. What would you do ?2- Suppose your company gave you a large sum of money to invest in your

department. How would you spend it?3- Suppose someone offered you a job in Saudi Arabia for twice your

present salary. Would you take a job ?4- Suppose the job were in the USA. What would you do?5- Suppose you were made redundant. What would you do ?

NEGOTIATION

What are good negotiatorslike?

Are they good talkers andcommunicators? Neil Rackham and others of the Sheffield-based Huthwaite Research

group have done some research into the

differences between ‘average’ and ‘good’negotiators.

They found negotiators with a goodtrack record and studied them in action. Theycompared them with another group of



‘average’ negotiators and found there was nodifference in the time the two groups spenton planning their strategy. However, therewere some significant differences on other

points.The average negotiators thought in

terms of the present, but the good negotiatorstook a long-term view.

They made lots of suggestions, andconsidered twice the number of alternatives.

They average negotiators set their objectives as single points, - We hope to get$2.00, for example.

The good negotiators set their objectives in terms of a range, which theymight formulate as ‘We hope to get $2, but if we get $1.50 it’ll be all right’.

The average negotiators tried to persuade by giving lots of reasons. They useda lot of different arguments.

The good negotiators didn’t give manyreasons. They just repeated the same ones.

They also did more summarizing andreviewing, checking they understoodeverything correctly.



Block Finished You will take 2 hours for review, and 2 hours for the test

Documents

Bloco 01 - Business