pearson_9788883391347_preview

F. Bentini B. Richardson V. Vaugham

Develop your competences

Digital Edition

ACTIVEbook

Home Practice

Exam Practice

ACTIVEbook

Home Practice

Exam Practice

B1-B2

978 88 8339 0739 A

www.pearsonlongman.it

Bentini-Richardson-VaughamIn BusinessDigital Edition Questo volume, sprovvisto del talloncino a fronte (o op-

portunamente punzonato o altrimenti contrassegnato) da considerarsi copia di SAGGIO-CAMPIONE GRATUITO fuori campo I.V.A. (D.P.R. 26.10.1972, n. 633, art. 2, com-ma 3, lett. d). Vendita e altri atti di disposizione vietati: art. 17, c. 2 e 4, L.633/1941.

978 88 8339 073 9

9 788883 390739

Lopera composta da: Students Book ACTIVEbookindivisibili

31,50

Pearson Digital System il sistema aperto di prodotti e servizi per lattivit didattica, che parte dal libro di testo e ne amplifi ca le potenzialit formative grazie alla tecnologia digitale.

DIGILIBRO Il materiale on-line del libro misto secondo le disposizioni di leggeQuestopera, secondo le disposizioni di legge, ha forma mista cartacea e digitale, parzialmente disponibilein Internet e rimarr immutata, nella sua parte cartacea, per il periodo di tempo indicato dalle normative. Per la durata di vita delledizione saranno periodicamente resi disponibili materiali di aggiornamento.Le parti dellopera disponibili on-line sono: Entry test (livello A2) Attivit, quiz, phrasal verbs per potenziare le funzioni comunicative e il lessico nellambito del Business English

Articoli di settore con attivit di sfruttamento Business mini-dictionary con fraseologia e collocation words Una completa simulazione del BEC (livello Preliminary, B1)Per accedere ai materiali, collegarsi al sito www.digilibro.pearson.it

Tutte le informazioni sulle estensioni digitali del libro su: www.digilibro.pearson.it

LIMBOOK Il libro sfogliabilee interattivo con materialimultimediali per farelezione con la LIMo con PC e videoproiettore

ACTIVEBOOK Il libro sfogliabile e interattivo per lo studio e le esercitazioni

eTEXT La versione on-line scaricabile da internet acquistabile sul sito www.scuolabook.it

In Business Digital Edition il corso Longman di inglese commerciale che risponde allattuale didattica per competenze e fornisce agli studenti gli strumenti digitali adeguati al loro corso di studi.

Elenco degli obiettivi articolati in knowledge, skills e competences in tutte le unit. Attivit propedeutiche allo sviluppo delle competenze nellintero corso. Develop your competences, sezioni specifi che nella teoria e corrispondenza per esercitarsi nelle competenze.

Home Practice inclusa nello Students Book. Preparazione allEsame di Stato scritto e orale. Studio, ripasso, approfondimento con lACTIVEbook, lo strumento digitale per lo studente.

STRUMENTI DI BASE

Students Book ACTIVEbook

STRUMENTI PER LINSEGNANTE

Teachers Book 2 CD Audio per la classe LIMbook

To talk business, choose In BusinessDigital Edition

F. Bentin

iB. R

ichardson

V. Vau

gham

Digital Ed

ition

9788883390739A_cop_In_Business_DE.indd 1 06/12/11 13:58

P

ears

on It

alia

spa

F. Bentini B. Richardson V. Vaugham

Digital Edition

EAN 9788883390739oy6y-3fey-a9ro

Pea

rson

Ital

ia s

pa

2Contents

Commerce and trade, p. 12 Channels of distribution, p. 13 The four factors of production, p. 14 The three sectors of production, p. 14 The chain of production, p. 15 Types of economy, p. 18 The Internet revolution, p. 19 E-commerce, p. 20 Types of online business activities, p. 21

Occupation of labour force (Compare Europe / USA / Italy / UK), p. 15

Internet users, (Compare Europe / USA / Italy / UK), p. 25

Successful entrepreneurs, p. 16 p. 22 Written exam Terza prova, p. 24 Oral exam, p. 25

ex. 5, p. 13 Tasks 1, 2, 3, p. 26 ex. 6, p. 17 ex. 11, p. 18 ex. 7, p. 23

The organisation of business, p. 28 Franchising, p. 30 The growth of business, p. 31 Multinationals, p. 34 The structure of a company, p. 35

Web page: Nail franchise UK New York City Nails, p. 30

Franchise statistics (Compare USA / Italy / UK), p. 30

Franchise Ideas to Ponder!, p. 32 p. 36 Written exam Terza prova, p. 38 Oral exam, p. 39

ex. 3, p. 28 Tasks 1, 2, p. 40 ex. 5, p. 33 ex. 7, p. 37

What is international trade?, p. 42 The Balance of Payments and the Balance of Trade, p. 43 Controlling foreign trade, p. 44 Trading blocs, p. 44 Documents in international trade, p. 48 Commercial Invoice, p. 49 Certifi cate of Origin, p. 50 Delivery Note, p. 51 Incoterms, p. 52

Visible Imports / Exports (Compare EU / USA / Italy / UK), p. 43

Commercial Invoice, p. 49 Certifi cate of Origin, p. 50 Delivery Note, p. 51 Incoterms Wallchart, p. 52

The price of cereal, p. 46 p. 54 Written exam Terza prova, p. 56 Oral exam, p. 57

ex. 5, p. 47 Tasks 1, 2, 3, p. 58 ex. 9, p. 55

Transport, p. 60 Transport modes, p. 60 Forwarding agents, p. 63 Insurance, p. 63 Packing, p. 64 Transport documents, p. 65 The International Road Consignment Note, p. 65 The Air Waybill, p. 66 The Bill of Lading, p. 67

Transportation (Compare Italy / UK / USA), p. 63

International Road Consignment Note, p. 65 Air Waybill, p. 66 Bill of Lading, p. 67

Transport: Slow switch to rails and water, p. 68

p. 70 Written exam Terza prova, p. 72 Oral exam, p. 73


Banking services to businesses, p. 76 Accessible banking, p. 80 Methods of payment, p. 84

Statement of Account, p. 77 Web page: Banking for businesses, p. 81 Compare e-banking in EU, p. 82 Bank transfer, p. 86 Draft, p. 87 Letter of Credit, p. 89

Bank accounts offered by RBS, p. 78 Internet Banking Guide, p. 83


ex. 5, p. 80 Tasks 1, 2, p. 94 ex. 10, p. 84

The Stock Exchange, p. 96 Who operates on the Stock Exchange?, p. 97 The London Stock Exchange, p. 98 The New York Stock Exchange, p. 99

Compare market value of publicly traded shares (Brazil / China / India / Italy / Japan / UK / USA), p. 96

The boom in emerging economies and their stock markets is not over yet. But will it last?, p. 100

BRIC countries offer market value, p. 102



Marketing, p. 108 Market research, p. 109 The marketing mix, p. 110 Online marketing, p. 113 Advertising, p. 115 The power of advertising, p. 116 Trade fairs, p. 117

A Marketing Questionnaire, p. 112 Viral marketing, p. 114 Watching while you surf, p. 118


ex. 9, p. 109 Tasks 1, 2, p. 124 ex. 9, p. 112 ex. 13, p. 115 ex. 7, p. 121 ex. 5, p. 123

What is Fair Trade?, p. 126 Microfi nance, p. 128 Ethical banking, p. 130 A guide to ethical banking, p. 132 Ethical investment, p. 133

Facts and Figures about Fair Trade, p. 127 Facts and Figures about Microfi nance, p. 128 Web page: Grameen Foundation, p. 129 The Banks, p. 132

How to be an ethical investor, p. 134 p. 136 Written exam Terza prova, p. 138 Oral exam, p. 139

ex. 12, p. 132 Tasks 1, 2, 3, p. 140

What is globalisation? p. 142 Advantages and disadvantages of globalisation, p. 143 Economic globalisation, p. 144 Outsourcing and offshoring, p. 145

Compare offshore destinations, p. 145 Understanding Cultural Differences in Offshore Outsourcing, p. 146


ex. 4, p. 143 Tasks 1, 2, 3, p. 152 ex. 6, p. 144 ex. 5, p. 147 ex. 6, p. 149

UNIT TOPICS DOCUMENTS / TABLES DEVELOP YOUR COMPETENCES

Business Theory

Commerce and e-commercep. 11

1

Businessorganisationp. 27

2

Internationaltradep. 41

3

Transportp. 594

Bankingp. 755

Financep. 956Marketing and advertisingp. 107

7

Green economyp. 1258

Globalisationp. 1419

P

ears

on It

alia

spa

3 Commerce and trade, p. 12 Channels of distribution, p. 13 The four factors of production, p. 14 The three sectors of production, p. 14 The chain of production, p. 15 Types of economy, p. 18 The Internet revolution, p. 19 E-commerce, p. 20 Types of online business activities, p. 21

Occupation of labour force (Compare Europe / USA / Italy / UK), p. 15

Internet users, (Compare Europe / USA / Italy / UK), p. 25

Successful entrepreneurs, p. 16 p. 22 Written exam Terza prova, p. 24 Oral exam, p. 25

Activities Tasks ex. 5, p. 13 Tasks 1, 2, 3, p. 26 ex. 6, p. 17 ex. 11, p. 18 ex. 7, p. 23

The organisation of business, p. 28 Franchising, p. 30 The growth of business, p. 31 Multinationals, p. 34 The structure of a company, p. 35

Web page: Nail franchise UK New York City Nails, p. 30

Franchise statistics (Compare USA / Italy / UK), p. 30

Franchise Ideas to Ponder!, p. 32 p. 36 Written exam Terza prova, p. 38 Oral exam, p. 39

Activities Tasks ex. 3, p. 28 Tasks 1, 2, p. 40 ex. 5, p. 33 ex. 7, p. 37

What is international trade?, p. 42 The Balance of Payments and the Balance of Trade, p. 43 Controlling foreign trade, p. 44 Trading blocs, p. 44 Documents in international trade, p. 48 Commercial Invoice, p. 49 Certifi cate of Origin, p. 50 Delivery Note, p. 51 Incoterms, p. 52

Visible Imports / Exports (Compare EU / USA / Italy / UK), p. 43

Commercial Invoice, p. 49 Certifi cate of Origin, p. 50 Delivery Note, p. 51 Incoterms Wallchart, p. 52

The price of cereal, p. 46 p. 54 Written exam Terza prova, p. 56 Oral exam, p. 57

Activities Tasks ex. 5, p. 47 Tasks 1, 2, 3, p. 58 ex. 9, p. 55

Transport, p. 60 Transport modes, p. 60 Forwarding agents, p. 63 Insurance, p. 63 Packing, p. 64 Transport documents, p. 65 The International Road Consignment Note, p. 65 The Air Waybill, p. 66 The Bill of Lading, p. 67

Transportation (Compare Italy / UK / USA), p. 63

International Road Consignment Note, p. 65 Air Waybill, p. 66 Bill of Lading, p. 67

Transport: Slow switch to rails and water, p. 68



Banking services to businesses, p. 76 Accessible banking, p. 80 Methods of payment, p. 84

Statement of Account, p. 77 Web page: Banking for businesses, p. 81 Compare e-banking in EU, p. 82 Bank transfer, p. 86 Draft, p. 87 Letter of Credit, p. 89

Bank accounts offered by RBS, p. 78 Internet Banking Guide, p. 83


Activities Tasks ex. 5, p. 80 Tasks 1, 2, p. 94 ex. 10, p. 84

The Stock Exchange, p. 96 Who operates on the Stock Exchange?, p. 97 The London Stock Exchange, p. 98 The New York Stock Exchange, p. 99

Compare market value of publicly traded shares (Brazil / China / India / Italy / Japan / UK / USA), p. 96

The boom in emerging economies and their stock markets is not over yet. But will it last?, p. 100

BRIC countries offer market value, p. 102



Marketing, p. 108 Market research, p. 109 The marketing mix, p. 110 Online marketing, p. 113 Advertising, p. 115 The power of advertising, p. 116 Trade fairs, p. 117

A Marketing Questionnaire, p. 112 Viral marketing, p. 114 Watching while you surf, p. 118


Activities Tasks ex. 9, p. 109 Tasks 1, 2, p. 124 ex. 9, p. 112 ex. 13, p. 115 ex. 7, p. 121 ex. 5, p. 123

What is Fair Trade?, p. 126 Microfi nance, p. 128 Ethical banking, p. 130 A guide to ethical banking, p. 132 Ethical investment, p. 133

Facts and Figures about Fair Trade, p. 127 Facts and Figures about Microfi nance, p. 128 Web page: Grameen Foundation, p. 129 The Banks, p. 132

How to be an ethical investor, p. 134 p. 136 Written exam Terza prova, p. 138 Oral exam, p. 139

Activities Tasks ex. 12, p. 132 Tasks 1, 2, 3, p. 140

What is globalisation? p. 142 Advantages and disadvantages of globalisation, p. 143 Economic globalisation, p. 144 Outsourcing and offshoring, p. 145

Compare offshore destinations, p. 145 Understanding Cultural Differences in Offshore Outsourcing, p. 146


Activities Tasks ex. 4, p. 143 Tasks 1, 2, 3, p. 152 ex. 6, p. 144 ex. 5, p. 147 ex. 6, p. 149

UNIT TOPICS DOCUMENTS / TABLES PRESS FILE HOME PRACTICE EXAM PRACTICE DEVELOP YOUR COMPETENCES

P

ears

on It

alia

spa

4Contents

p. 155 p. 156 p. 157 p. 160

p. 156 The business transaction (fl ow chart), p. 154 E-mails, p. 158 Faxes, p. 161 Letters, p. 162

p. 158 p. 164

p. 165

ex. 3, p. 155 ex. 17, p. 161 ex. 7, p. 157 ex. 5, p. 166 ex. 11, p. 158 ex. 6,7, p. 167 ex. 12, p. 159 ex. 8, p. 168 ex. 14, p. 159

The job interview, p. 170 p. 171

p. 173 The application process (fl ow chart), p. 170 Europass curriculum vitae, p. 177 Curriculum vitae, p. 178 The cover letter, p. 179

p. 180 The cover letter for a job application, p. 181

p. 182 p. 185 Seconda prova, p. 188 ex. 5, p. 171 ex. 19, p. 179

ex. 9, p. 173 ex. 4, p. 186 ex. 11, p. 174 ex. 5,6,7, p. 187 ex. 17, p. 178 ex. 2, p. 188

p. 190 p. 192 Enquiries, p. 194, 195 Positive replies to enquiries, p. 196 Enquiries and negative replies to enquiries, p. 197

p. 198 Enquiries, p. 200 Replies to enquiries, p. 201

p. 202 p. 204 Seconda prova, p. 208 ex. 6, p. 192 ex. 5,6, p. 206

ex. 8, p. 193 ex. 9,10, p. 207 ex. 13, p. 197 ex. 2, p. 208 ex. 24, 25, p. 203

p. 210 p. 211 Offers, p. 212 Positive and negative replies to offers, p. 213

p. 214 Offers, p. 215 Replies to offers, p. 216

p. 217 p. 218 Seconda prova, p. 220 ex. 20, 21, 22, p. 217

ex. 2, p. 218 ex. 3, 4, p. 219 ex. 2, p. 220

p. 222 p. 224 Orders, p. 226 Positive replies, p. 228 Negative replies, p. 228 Modifi cation and cancellation of orders, p. 229

p. 230 Orders, p. 231 Replies to orders, p. 232

Modifi cation of orders, p. 233

Cancellation of orders, p. 233

p. 234 p. 237 Seconda prova, p. 241 ex. 5, 6, p. 225 ex. 5, p. 238

ex. 26, 27, p. 235 ex. 6, 7, 8, p. 239 ex. 28, 29, 30, p. 236 ex. 3, p. 242 ex. 3, p. 237

p. 248 p. 250 Complaints and replies, p. 252, 253, 254 p. 255 Complaints, p. 256 Replies to complaints, p. 257

p. 258 p. 260 Seconda prova, p. 262 ex. 8, p. 251

ex. 23, 24, p. 259 ex. 1, 2, p. 260 ex. 3, 4, 5, 8, p. 261 ex. 2, p. 262

p. 264 p. 265 Reminders and replies, p. 266, 267 p. 268 Reminders, p. 269 Replies to reminders, p. 269

p. 270 p. 271 Seconda prova, p. 272 ex. 4, p. 265

ex. 17, 18, p. 270 ex. 1, 2, 3, p. 271 ex. 2, p. 272

Introductionp. 1531

Job applicationsp. 1692

Develop your competencesTasks Tasks 1-8, p. 243-2461

Develop your competencesTasks Tasks 1-8, p. 273-2762

Enquiries and repliesp. 189

Offers and repliesp. 209

Reminders and repliesp. 263

Complaints and repliesp. 247

3

4

7

6

Orders and replies, modification and cancellation of ordersp. 221

5

UNIT LISTENING SPEAKING READING (MODEL DOCUMENTS) PHRASEOLOGY WRITING HOME PRACTICE EXAM PRACTICE DEVELOP YOUR COMPETENCES

Business Communication

P

ears

on It

alia

spa

5 p. 155 p. 156 p. 157 p. 160

p. 156 The business transaction (fl ow chart), p. 154 E-mails, p. 158 Faxes, p. 161 Letters, p. 162

p. 158 p. 164

p. 165 Activities

ex. 3, p. 155 ex. 17, p. 161 ex. 7, p. 157 ex. 5, p. 166 ex. 11, p. 158 ex. 6,7, p. 167 ex. 12, p. 159 ex. 8, p. 168 ex. 14, p. 159

The job interview, p. 170 p. 171

p. 173 The application process (fl ow chart), p. 170 Europass curriculum vitae, p. 177 Curriculum vitae, p. 178 The cover letter, p. 179

p. 180 The cover letter for a job application, p. 181

p. 182 p. 185 Seconda prova, p. 188

Activities

ex. 5, p. 171 ex. 19, p. 179 ex. 9, p. 173 ex. 4, p. 186 ex. 11, p. 174 ex. 5,6,7, p. 187 ex. 17, p. 178 ex. 2, p. 188

p. 190 p. 192 Enquiries, p. 194, 195 Positive replies to enquiries, p. 196 Enquiries and negative replies to enquiries, p. 197

p. 198 Enquiries, p. 200 Replies to enquiries, p. 201


Activities

ex. 6, p. 192 ex. 5,6, p. 206 ex. 8, p. 193 ex. 9,10, p. 207 ex. 13, p. 197 ex. 2, p. 208 ex. 24, 25, p. 203

p. 210 p. 211 Offers, p. 212 Positive and negative replies to offers, p. 213

p. 214 Offers, p. 215 Replies to offers, p. 216


Activities

ex. 20, 21, 22, p. 217 ex. 2, p. 218 ex. 3, 4, p. 219 ex. 2, p. 220

p. 222 p. 224 Orders, p. 226 Positive replies, p. 228 Negative replies, p. 228 Modifi cation and cancellation of orders, p. 229

p. 230 Orders, p. 231 Replies to orders, p. 232

Modifi cation of orders, p. 233

Cancellation of orders, p. 233


Activities

ex. 5, 6, p. 225 ex. 5, p. 238 ex. 26, 27, p. 235 ex. 6, 7, 8, p. 239 ex. 28, 29, 30, p. 236 ex. 3, p. 242 ex. 3, p. 237

p. 248 p. 250 Complaints and replies, p. 252, 253, 254 p. 255 Complaints, p. 256 Replies to complaints, p. 257


Activities

ex. 8, p. 251 ex. 23, 24, p. 259 ex. 1, 2, p. 260 ex. 3, 4, 5, 8, p. 261 ex. 2, p. 262

p. 264 p. 265 Reminders and replies, p. 266, 267 p. 268 Reminders, p. 269 Replies to reminders, p. 269


Activities

ex. 4, p. 265 ex. 17, 18, p. 270 ex. 1, 2, 3, p. 271 ex. 2, p. 272

UNIT LISTENING SPEAKING READING (MODEL DOCUMENTS) LEXIS PHRASEOLOGY WRITING HOME PRACTICE EXAM PRACTICE DEVELOP YOUR COMPETENCES

P

ears

on It

alia

spa

6Contents

Migration and travel, p. 278 Technological advance, p. 279 Globalisation, p. 279 Rise of new powers, p. 280 Weakening of the European nation-state, p. 280 Crisis of religion and the family, p. 281 The population time bomb, p. 281 Ecological concerns, p. 282 Climate change, p. 282 Terrorism and security, p. 283

How globalisation is changing the world, p. 286 Free trade, p. 288 What is the World Trade Organization, p. 288 Anti free trade protest at WTO, p. 288 NAFTA in diffi culty, p. 289

ex. 5, p. 287 ex. 7, p. 290

UNIT UK-US KEYFACTS TOPICS AROUND THE ENGLISH-SPEAKING WORLD HOME PRACTICE EXAM PRACTICE DEVELOP YOUR COMPETENCES

United Kingdom, p. 292 United States of America, p. 294 The regions of England, p. 296 Scotland, Wales and Northern Ireland, p. 298 USA Eastern regions, p. 300 USA Western regions, p. 302

Top tourist attractions in the UK, p. 304 Top tourist attractions in the USA, p. 306 Natural disasters in the USA, p. 308

Australia: the climate crisis, p. 310 Climate change, p. 312

p. 312 Written exam Terza prova, p. 313

Oral exam, p. 314 ex. 4, p. 297 ex. 4, p. 307 ex. 4, p. 301 ex. 4, p. 312 ex. 4, p. 305 ex. 4, 7, 8, p. 314

Who are the British?, p. 316 Milestones in British history, p. 318 Who are the Americans?, p. 320 Milestones in American history, p. 322

The Industrial Revolution in the UK, p. 324 The British Empire, p. 326 Britain since 1930, p. 328 The American Civil War, p. 330 The USA becomes a world power, p. 332 The USA since World War II, p. 334

India the next superpower?, p. 336 p. 338 Written exam Terza prova, p. 339

Oral exam, p. 340 ex. 4, p. 317 ex. 5, p. 319 ex. 4, p. 323 ex. 4, 5, 6, 9, 10, p. 340

UK Agriculture and mining, p. 342 UK Manufacturing, p. 344 UK Services, transport and trade, p. 346 USA Agriculture and mining, p. 348 USA Manufacturing, p. 350 USA Services, transport and trade, p. 352

Oil drilling in Alaska, p. 354 We must protect the ANWR, p. 355

Ireland, from boom to bust, p. 356 p. 358 Written exam Terza prova, p. 359

Oral exam, p. 360 ex. 4, p. 349 ex. 3, 4, p. 358 ex. 4, 5, p. 360

The UK government, p. 362 The US government, p. 364 Political parties (UK / USA), p. 366 The organization of the EU, p. 368

What does the European Union do? p. 370 Leaving the European Union, p. 372 Should Scotland become independent?, p. 374

Canada the historical problem of Quebec, p. 376 p. 378 Written exam Terza prova, p. 379

Oral exam, p. 380 ex. 5, 6, p. 369 ex. 5, p. 373 ex. 3, 4, p. 378 ex. 7, 8, 9, 10, p. 380

Population (UK / USA), p. 382 The welfare state (UK / USA), p. 384 Religion (UK / USA), p. 386 Mass media (UK / USA), p. 388 The educational system (UK / USA Part 1), p. 390 The educational system (UK / USA Part 2), p. 392

Immigration (USA), p. 394 Immigration for and against, p. 395 Multicultural Britain is it working?, p. 396 Is affi rmative action unfair? (USA), p. 398 Survey exposes unequal Britain, p. 400 Class in Britain, p. 400

New Zealand: rebirth of Maori culture, p. 402 p. 404 Written exam Terza prova, p. 405

Oral exam, p. 406 ex. 5, p. 383 ex. 5, p. 395 ex. 5, p. 387 ex. 3, p. 401 ex. 5, p. 389 ex. 4, p. 404 ex. 5, p. 391 ex. 4, 5, 7, 8, 9, p. 406 ex. 6, p. 393

How to use a dictionary, p. 408 How to take notes, p. 410 How to write a summary, p. 412 How to work with graphs and statistics, p. 414 How to translate, p. 420

How to report orally, p. 422 How to write a report, p. 427 How to write a memo, p. 430 Language function bank, p. 431 Language function bank activities, p. 436

Cultural Profiles

Our changing worldp. 277

Land and climatep. 291

People and historyp. 315

Economyp. 341

Societyp. 381

Develop your skillsp. 407

Government and politicsp. 361

1

2

3

4

6

5

Glossary p. 437-446 Useful web sites p. 447

UNIT DEVELOP YOUR COMPETENCES

P

ears

on It

alia

spa

7 Migration and travel, p. 278 Technological advance, p. 279 Globalisation, p. 279 Rise of new powers, p. 280 Weakening of the European nation-state, p. 280 Crisis of religion and the family, p. 281 The population time bomb, p. 281 Ecological concerns, p. 282 Climate change, p. 282 Terrorism and security, p. 283

How globalisation is changing the world, p. 286 Free trade, p. 288 What is the World Trade Organization, p. 288 Anti free trade protest at WTO, p. 288 NAFTA in diffi culty, p. 289

Activities

ex. 5, p. 287 ex. 7, p. 290

UNIT UK-US KEYFACTS TOPICS AROUND THE ENGLISH-SPEAKING WORLD HOME PRACTICE EXAM PRACTICE DEVELOP YOUR COMPETENCES

United Kingdom, p. 292 United States of America, p. 294 The regions of England, p. 296 Scotland, Wales and Northern Ireland, p. 298 USA Eastern regions, p. 300 USA Western regions, p. 302

Top tourist attractions in the UK, p. 304 Top tourist attractions in the USA, p. 306 Natural disasters in the USA, p. 308

Australia: the climate crisis, p. 310 Climate change, p. 312

p. 312 Written exam Terza prova, p. 313

Oral exam, p. 314

Activities

ex. 4, p. 297 ex. 4, p. 307 ex. 4, p. 301 ex. 4, p. 312 ex. 4, p. 305 ex. 4, 7, 8, p. 314

Who are the British?, p. 316 Milestones in British history, p. 318 Who are the Americans?, p. 320 Milestones in American history, p. 322

The Industrial Revolution in the UK, p. 324 The British Empire, p. 326 Britain since 1930, p. 328 The American Civil War, p. 330 The USA becomes a world power, p. 332 The USA since World War II, p. 334

India the next superpower?, p. 336 p. 338 Written exam Terza prova, p. 339

Oral exam, p. 340

Activities

ex. 4, p. 317 ex. 5, p. 319 ex. 4, p. 323 ex. 4, 5, 6, 9, 10, p. 340

UK Agriculture and mining, p. 342 UK Manufacturing, p. 344 UK Services, transport and trade, p. 346 USA Agriculture and mining, p. 348 USA Manufacturing, p. 350 USA Services, transport and trade, p. 352

Oil drilling in Alaska, p. 354 We must protect the ANWR, p. 355

Ireland, from boom to bust, p. 356 p. 358 Written exam Terza prova, p. 359

Oral exam, p. 360

Activities

ex. 4, p. 349 ex. 3, 4, p. 358 ex. 4, 5, p. 360

The UK government, p. 362 The US government, p. 364 Political parties (UK / USA), p. 366 The organization of the EU, p. 368

What does the European Union do? p. 370 Leaving the European Union, p. 372 Should Scotland become independent?, p. 374

Canada the historical problem of Quebec, p. 376 p. 378 Written exam Terza prova, p. 379

Oral exam, p. 380

Activities

ex. 5, 6, p. 369 ex. 5, p. 373 ex. 3, 4, p. 378 ex. 7, 8, 9, 10, p. 380

Population (UK / USA), p. 382 The welfare state (UK / USA), p. 384 Religion (UK / USA), p. 386 Mass media (UK / USA), p. 388 The educational system (UK / USA Part 1), p. 390 The educational system (UK / USA Part 2), p. 392

Immigration (USA), p. 394 Immigration for and against, p. 395 Multicultural Britain is it working?, p. 396 Is affi rmative action unfair? (USA), p. 398 Survey exposes unequal Britain, p. 400 Class in Britain, p. 400

New Zealand: rebirth of Maori culture, p. 402 p. 404 Written exam Terza prova, p. 405

Oral exam, p. 406

Activities

ex. 5, p. 383 ex. 5, p. 395 ex. 5, p. 387 ex. 3, p. 401 ex. 5, p. 389 ex. 4, p. 404 ex. 5, p. 391 ex. 4, 5, 7, 8, 9, p. 406 ex. 6, p. 393

How to use a dictionary, p. 408 How to take notes, p. 410 How to write a summary, p. 412 How to work with graphs and statistics, p. 414 How to translate, p. 420

How to report orally, p. 422 How to write a report, p. 427 How to write a memo, p. 430 Language function bank, p. 431 Language function bank activities, p. 436

UNIT DEVELOP YOUR COMPETENCES

P

ears

on It

alia

spa

8In Business Digital Edition un corso di inglese commerciale rivolto agli studenti degli Istituti Tecnici del settore economico (indirizzo Amministrazione, Finanza, Marketing) e degli Istituti Professionali del settore Servizi commerciali. Il corso conforme alla didattica per competenze e propone unofferta digitale innovativa e motivante.

Il testo si articola in quattro sezioni: Business Theory, Business Communication, Cultural Profiles e Develop your Skills.

Welcome to In Business Digital Edition

Presenta la teoria commerciale e temi attuali come le-commerce e la green economy.Ogni Unit si apre con lelenco degli obiettivi legati al Knowledge, alle Skills e Competences.

Le etichette DEVELOP YOUR COMPETENCES segnalano le attivit propedeutiche allo sviluppo delle competenze.

I Press Files, articoli della stampa qualificata o di siti web dedicati al business, approfondi-scono gli argomenti dellunit e sono accompagnati da prove strutturate.

La pagina Develop your competences conclude ogni Unit e propone attivit mirate allo sviluppo delle competenze.

Business Theory

Prepara alla transazione commerciale scritta e orale, esercitando le quattro abilit.Ogni Unit si apre con lelenco degli obiettivi legati al Knowledge, alle Skills e Competences e le etichette

DEVELOP YOUR COMPETENCES segnalano le attivit propedeutiche allo sviluppo delle compe-tenze.

Le rubriche specifiche Lexis e Phraseology aiutano a sistematizzare il lessico e la fraseologia e sono accompagnate sempre da esercizi di attivazione.

Due inserti Develop your competences permettono agli studenti di sviluppare le competenze necessarie per affrontare una transazione commerciale completa.

Business Communication

pp p

P

ears

on It

alia

spa

9Topics approfondisce agomenti specifici dellunit in modo pi dettagliato. Sono presi in considera-zione temi controversi, come lindipendenza della Scozia, limmigrazione clandestina, facendo ricorso a molto materiale autentico.

la sezione di civilt che descrive il Regno Unito e gli USA e affronta la globalizzazione, la geografia, la sto-ria, leconomia, lorganizzazione politica (compresa lUnione europea), la societ e la cultura di questi paesi. Le Units si aprono con lelenco degli obiettivi legati al Knowledge, alle Skills e Competences e le eti-chette DEVELOP YOUR COMPETENCES propon-gono attivit propedeutiche allo sviluppo delle com-petenze.

UK-US Key facts presenta le informazioni di base.

Around the English-speaking world propone un paese anglofono visto nella prospettiva tematica dellunit. Spesso gli argomenti si concludono con la rubrica Say what you think, una serie di domande che sono efficaci per lo sviluppo delle competenze lingui-stiche orali e che suggeriscono il confronto tra i paesi anglosassoni e lItalia.

una sezione legata a skills operative utili per il business: How to use a dictionary, How to take notes, How to write a summary, How to work with graphs and statistics, How to translate, How to report orally, How to write a report, How to write a memo.

Il Language Function Bank riassume funzioni comunicative importanti corredate da attivit.

Cultural Pro les

Develop your skills

P

ears

on It

alia

spa

10

E lo studio a casa?Le pagine di Home Practice, presenti alla fine di tutte le unit, consentono il ripasso degli argomenti affrontati in classe grazie alla presenza di molte attivit.

Esame di Stato Alla fine di tutte le unit, le pagine di Exam Practice propongono una simulazione: della Terza prova scritta della Seconda prova scritta del colloquio orale dellEsame di Stato.

LACTIVEbook

DIGIlibroIl DIGIlibro, ovvero il materiale di espansione on-line, offre agli studenti: un Entry Test (livello A2); attivit, quiz, phrasal verbs per potenziare le funzioni comunicative e il lessico nellambito del Business English; articoli di settore con attivit di sfruttamento; un Business mini-dictionary con fraseologia e collocation words; una completa simulazione del BEC (livello Preliminary, B1).

LACTIVEbook un componente digitale importante perch contiene tutte le pagine del corso sfogliabili con gli esercizi resi in modalit interattiva e autocorrettiva.Per lapprofondimento, gli studenti hanno a disposizione un CD-ROM allinterno che offre attivit supplementari per ogni Unit del corso, 32 schede di grammatica con attivit e video legati a situazioni di business. Infine viene fornito anche tutto il materiale audio in formato mp3 dello Students Book.

P

ears

on It

alia

spa

BUSINESS THEORY

TOOLKIT FOR SUCCESS

Home practice

Exam practice Written exam Terza prova

Oral exam

1

commerce and trade

channels of distribution

the four factors of production

the three sectors of production

the chain of production

types of economy

the Internet revolution

e-commerce

types of online business activities

KNOWLEDGE

nding information on the Internet

reading and analysing web sites

gathering and selecting relevant data

giving an oral presentation

writing a text / report

asking for / giving opinions

agreeing and disagreeing

persuading

suggesting

negotiating

SKILLS

giving an oral presentation on a given topic which requires data gathering and analysis

writing a report based on the analysis of written material

understanding and illustrating the chain of production

identifying various aspects related to starting an online business

COMPETENCES

Commerce and e-commerce

P

ears

on It

alia

spa

1 Work in pairs. Choose three items your partner is wearing or has with him/her. Ask and answer these questions.

1 Where did you buy it? (in a shop, in a department store, on the Internet, etc.)

2 Why did you buy it? (brand name, quality, cost, etc.)

3 How long ago did you buy it?

4 Where was it made?

2 Continue to work in pairs. Discuss these questions with your partner.

1 Have you ever sold anything? (books, clothes, CDs, videogames, etc.)

2 If so, how did you sell it? (through friends, through an ad in a paper or on a notice board at school or in a shop, etc.)

Warm-up

BUSINESS THEORY

Commerce and tradeCommerce is a general term used to describe the sale and distribution of goods and services. The commercial activity of buying and selling goods and services is called trade. Trade is divided into home trade, when goods and services are sold and bought inside a country, and foreign trade, when this commercial exchange happens between two different countries. In foreign trade we distinguish between import, when goods or services are bought from a foreign seller, and export, when goods or services are sold to a foreign buyer. Another aspect of commerce refers to the services which make trade possible, for example, banking, insurance, transport and marketing.

Commerce

........................................ (1)

Home trade .................... (3) trade

.................... (4) Export

........................... (2) to trade

Banking .................... (5) .................... (6) .................... (7)

3 Complete the diagram. Use the information from the text.

B

12

P

ears

on It

alia

spa

Glossary

1 wholesalervenditore allingrosso

2 retailerdettagliante

Commerce and e-commerce 1

Channels of distribution Goods and services pass from manufacturers to consumers through different channels of distribution. The four most popular channels of distribution are: 1. Direct from the manufacturer to the consumer: this happens when people buy goods and services,

using the Internet or mail-order, directly from the producer.2. From the manufacturer to the consumer through a wholesaler1, a business which buys in large

quantities from manufacturers. 3. From the manufacturer to the consumer through the wholesaler who sells the goods in smaller

quantities to retailers2 such as shops, supermarkets, department stores, etc.4. From the manufacturer, via the retailer, to the consumer.

Each link in the distribution chain makes the cost of the product higher for the consumer, because it requires transportation, insurance and advertising. Many businesses try to become more competitive by selling directly to the consumer. This is possible nowadays thanks to the Internet and e-commerce (see pages 20-21). Electronic means enable companies to advertise and promote their products and services directly to buyers, and buyers can order what they want with a simple click of the computer.

4 Complete these sentences. Use the information from the text.

1 One of the .................................... most popular channels of distribution is .................................... from the manufacturer to the .................................... .

2 Wholesalers buy goods .................................... from .................................... .

3 Retailers buy .................................... of goods from .................................... .

4 Shops, supermarkets, and department stores are examples of .................................... .

5 The cost of the product includes the cost of transportation, .................................... .

6 Many businesses sell directly to the consumer to .................................... .

7 Companies can .................................... their products on the Internet.

Search the Internet to find information about:

major manufacturers in Italy and what they produce;

retailers in your local area and what they sell.

Prepare to report orally on your findings to the class.

BUILD UP YOUR COMPETENCES 5

DEVELOP YOUR COMPETENCES 5

Manufacturer

Consumer

Wholesaler

Retailer

1 2 3 4

13

P

ears

on It

alia

spa

BUSINESS THEORYB

The four factors of production The factors of production are the basic resources that are used to produce goods and services. There are essentially four factors of production: natural resources (or land), labour, capital and entrepreneurship. Technology is sometimes identified as a fifth factor of production, but it can also be considered as part of capital and entrepreneurship.

Natural resources Natural resources include mineral deposits, water, agricultural land, vegetation, natural forests, marine resources and animal life. Their availability cannot be increased. Once they are used up, they cannot be replaced easily.

Labour Goods and services cannot be produced without human input. The quality of labour is described by the term human capital, which refers to the skills, education, training and experience of the workers.

Capital To make their goods or to provide their services, firms need to invest money in machinery, equipment, buildings, vehicles and other major resources. This investment is called capital.

Entrepreneurship Natural resources, labour and capital have to be combined and organised to provide a product or a service. This activity is called entrepreneurship. Entrepreneurs are people who see opportunities for making a profit and who are ready to take risks by producing goods and services that they hope will sell.

The three sectors of production There are three main sectors of production: the primary, the secondary and the tertiary sector.

The primary sector involves the extraction and production of raw materials, such as coal, wood and iron ore1. Types of industries in the primary sector are: farming growing crops and rearing2 animals; mining mining metals and minerals; fishing catching food from seas, rivers and lakes; forestry growing and managing forests for wood production.

6 Answer these questions.

1 What are the four factors of production?

2 Give three examples of natural resources.

3 What does the term human capital describe?

4 What do firms use capital for?

5 Who are entrepreneurs?

Glossary

1 iron ore minerale di ferro

2 to rear allevare

14

P

ears

on It

alia

spa

Commerce and e-commerce 1The secondary sector processes the raw materials from the primary sector. This means that they take the raw materials and transform them into goods and products. It includes manufacturing and construction.Types of industries in the secondary sector are: food and beverage, for example, making wheat into

bread; textile, for example, using cotton and making clothes; car manufacturing; building.

The tertiary sector involves the provision of services to final consumers and businesses. Types of industries in the tertiary sector are: retailing, for example, the sale of goods from a store; banking and insurance; education.

The chain of production Goods move through a chain of production. The chain of production follows the construction of a product from its extraction as a raw material through to its final sale to the consumer. So a piece of wood is cut from a tree (primary sector), made into a table by a carpenter (secondary) and finally sold in a shop (tertiary).

7 Do these industries belong to the primary (P), secondary (S) or tertiary (T) sector? Tick () the correct box.

1 electricity P S

2 television P S

3 fishing P S

4 forestry P S

5 health services P S

6 oil extraction P S

7 oil refining P S

8 police P S

9 food processing P S

10 shipbuilding P S

8 Listen to the description of the chain of production for bread. Put the sentences in the correct order.

Bread is delivered to retailers.

Bread is made.

Consumers buy bread.

Flour is delivered to bread makers.

Wheat is delivered to the mill.

Wheat is grown on farms.

Compare Europe/USA/Italy/UK 9 Look at the pie charts and answer these questions.

1 Which country has the highest percentage of people employed in agriculture?

2 Which country has the highest percentage of people employed in industry?

3 Which country has the highest percentage of people employed in services?

4 How does Europe compare to the USA in terms of people employed in the three sectors?

Occupation of labour force (%, 2008)

Europe USA Italy UK

1.2

Europe USA Italy UK

agriculture 4.4% 0.6% 4.8% 1.2%

industry 27.1% 22.6% 32.3% 18.0%

services 68.5% 76.8% 62.9% 80.8%

15

P

ears

on It

alia

spa

PRESS FILE

http://www.topbusinessentrepreneurs.com

SUCCESSFUL ENTREPRENEURSThe availability1 of natural resources, labour and capital is not sufficient to ensure economic success. The driving force2 behind a very successful business is a man or a woman with an intense desire to achieve. Here are two examples of famous entrepreneurs.

Richard BransonBusiness opportunities are like buses, theres always another one coming.

Sir Richard Branson is worth over three billion dollars and leads Virgin, a brand of over 360 smaller companies that include Virgin Mobile, Virgin Records, Virgin Atlantic Airways, Virgin trains and Virgin Cola. Branson was born in 1950 in south London. He attended school until he was 15: he suffered from dyslexia and was not a good student but showed great ability in business from a very early age. Branson started Virgin, a small record company, after opening his own record shop in London in 1972. The key to his success was his acceptance of artists that other record labels turned down3: he sponsored controversial bands of the time like the Sex Pistols. He is famous for his unconventional business tactics and for his record-breaking attempts4 which include the fastest Atlantic Ocean crossing and the circumnavigation of the world in a balloon.

Anita Roddick Success is not about money or status or fame, its about finding a livelihood that

brings me joy and self-sufficiency and a sense of contributing to the world.

Anita Roddick was born in Littlehampton, England, in 1942. Her Italian mother and her American father were the owners of a small caf where she started working at a young age. She studied to become a teacher, but in 1962 she left home to travel around the world: she visited places like Israel, Tahiti, Madagascar, Mauritius, Australia and South Africa.Back home, in 1970 Anita married Gordon Roddick. In 1976 she opened a small cosmetic shop called The Body Shop. The first Body Shop store was basic and had a strong environmental flavour5 it offered only 15 products, made by Anita herself drawing from her experiences travelling around the world. Today the Body Shop sells more than 300 products in over 2,000 stores, and has more than 77 million customers in 50 different markets. Anita died in 2007 and fulfilled her promise to leave her daughters nothing, on moral grounds6.

(Adapted from www.topbusinessentrepreneurs.com)

Richard Branson

Anita Roddick

1 Pre-reading. Answer these questions.

1 Can you name any famous entrepreneurs?

2 In what field do they work?

3 What did they do to become successful?

Glossary

1 availability disponibilit

2 driving force forza trainante

3 to turn down respingere, non accettare

4 attempt tentativo

5 environmental flavour impronta ambientalista

6 on moral grounds per questioni morali

16

P

ears

on It

alia

spa

4Commerce and e-commerce 2 Decide whether these statements are true (T) or false (F). Correct the false ones.

1 Virgin Mobile is one of Richard Bransons companies.

2 Richard Branson had problems at school.

3 He uses very traditional business tactics.

4 He supported unconventional bands.

5 Anita Roddicks parents had a caf.

6 She worked as a teacher.

7 Anita Roddick left home to travel around the world at the age of 30.

8 At first she produced all her cosmetics herself.

3 Complete these sentences with the right name(s).

1 .................................... showed great ability in business when very young.

2 .................................... owned a shop in London.

3 .................................... had an American father.

4 .................................... worked in the family business.

5 .................................... were born in the UK.

6 .................................... tried to circumnavigate the world in a balloon.

7 .................................... was interested in environmental issues.

8 .................................... died in 2007.

4 What do these numbers refer to?

360 ....................................

1950 ....................................

1972 ....................................

300 ....................................

77 million ....................................

50 ....................................

5 Match each word with its definition.

Which of these two entrepreneurs do you prefer? Write a paragraph to explain the reasons for your choice.



1 is worth

2 key

3 label

4 owners

5 basic

6 fulfilled

a the crucial factor

b has a value of

c very simple

d kept, maintained

e proprietors

f company, brand name

1

17

P

ears

on It

alia

spa

BUSINESS THEORYB

Types of economy There are three essential types of economic systems operating in the world today: the planned economy, the free market economy and the mixed economy.

Planned economyIn this type of economy the government or state makes the main decisions about what will be produced, how it will be produced and in what quantities, at what price it will be sold and who will benefit from the sale of the products or services. Planned economies are associated with communism and state ownership of the means of production (land, labour and capital). Several countries in Eastern Europe followed this model in the past, and planned economies still exist in Cuba and Libya, among others.

Free market economy This is also known as the capitalist system. The main decisions about production and prices are established by the economics of supply and demand. Consumers choose who to buy from and how much they are willing to pay for a product or a service. Japan and the USA are examples of free market economies.

Mixed economy This type of economy combines elements of both free market and planned economy. Private companies are free to compete for most goods and services, but the government provides other services, such as public transport, education and health care. Italy, France, Germany and the UK are examples of mixed economies.

10 Complete these sentences. Use the information from the text.

1 The three types of economic systems are: ............................................................................................................ .

2 In a planned economy the .................................... makes the main decisions.

3 Planned economies are associated with ...................................................................... .

4 .................................... is also called the capitalist system.

5 .................................... are examples of free market economies.

6 A mixed economy is a combination of ...................................................................... .

Look at the pictures: which of these goods and services are likely to be provided by private companies or by the government in Italy? Prepare to explain your ideas to the class.



A B

D

C

E

18

P

ears

on It

alia

spa


1 search engine

2 browser

3 surfing

4 URL

5 WWW

6 web pages

a A network of web pages and sites.

b The unique address of any web document.

c A program that allows you to view web pages.

d Pages on the Internet containing texts, pictures and sound.

e Moving from web page to web page.

f A service used to search databases of web page files.

The Internet revolution How did it all begin? The Internet started as a small government project in the USA in the 1970s. The American Defence Department wanted an extremely safe way of sending messages in case of nuclear attack. The Advanced Research Projects Agency (ARPA) linked their computers to facilitate the transfer of data. In time, more and more computers were connected to this system: this was the beginning of the Internet. At first the Internet was used primarily by the Defence Department and by researchers in industry and universities to connect separate computers and to send e-mail messages.

The World Wide Web Using the Internet was initially very complicated. The system was simplified in 1989 when Tim Berners-Lee invented the World Wide Web, made up of millions of pages of text, images, audio and video contents.

12 Read the passage and answer these questions.

1 Why was the Internet started? 3 What was it first used for?

2 Who were the first people to use it? 4 Who invented the World Wide Web?

How does it work? 13 Listen to an expert on the Internet. Complete his talk with the words given

in the box.

The World Wide Web stores millions of web pages on web servers. These pages are written in

a ............................(1) called HTML (Hypertext Markup Language). A set of web pages is called a web

site. Each web page has its own unique ................................(2) or URL (Uniform Resource Locator).

The URL will have the format http and a domain (such as .it).

Web pages are connected by hypertext ................................(3). You can move around web pages by

clicking on links: you are ................................(4) the net. To do this you need a program to read the

pages, called a ................................(5), such as Firefox or Internet Explorer.

If you want to search for a particular topic you need to use a search ................................(6). There are

different types of search engines, such as Google, MSN and Alta Vista.

14 Work in pairs. Match each word or expression to its definition.

address surfing links engine language browser

1.3

19

P

ears

on It

alia

spa

BUSINESS THEORYB

E-commerce A brief history Electronic commerce or e-commerce refers to the buying and selling of products and services via the Internet. The first e-commerce applications started in the early 1970s and were used only by large corporations, financial institutions and a few businesses. Later they expanded from financial transactions to other business transaction processing so that manufacturers, retailers, service providers and so on could also use them. These applications increased further with the commercialisation of the Internet in the early 1990s and its rapid growth among millions of potential customers.

Advantages for companies The Internet allows companies to work faster and more efficiently than any traditional method. Companies can use the Internet to: promote products and services easily and cheaply

to a worldwide market. For example, they can have online catalogues, so they dont have to deliver them to each customer;

send, receive and store information in written, audio and visual forms. All types of information product and market information, financial information, economic statistics, etc. are available on the Web;

interact with other companies and find information about competitors, customers and suppliers;

buy and sell products. Company web sites usually have enquiry or order forms to complete and send;

advertise for and find staff.

15 Read the text and find the information.

1 The definition of e-commerce.

2 When it started.

3 The two factors that contributed to the increased use of e-commerce.

4 Advantages for companies in promoting their products.

5 Advantages related to finding and exchanging information.

16 Decide whether these statements are true (T) or false (F). Correct the false ones.

1 The first electronic commerce applications started in the early 1990s.

2 E-commerce was first used by large and small companies.

3 Companies can save money if they trade online.

4 You can use electronic forms to buy products.

5 Companies can use the Internet to find staff.

20

P

ears

on It

alia

spa


Types of online business activities While the term e-commerce refers to every kind of online transaction, there are different ways to describe the type of business or the way a company trades over the Internet.

Clicks and mortar is a term used to describe businesses which sell from traditional retail stores plus a web site. Most large retail shops now offer the possibility to buy their products online. Businesses that sell only from a traditional retail shop are called bricks and mortar.

Dotcom companies are businesses operating entirely online. These companies are called dotcoms because most of their web sites use the popular domain .com as in lastminute.com.

B2B is short for Business to Business. It is used to describe activity between businesses. This applies to any business or organization that sells its products or services to other businesses over the Internet.

B2C stands for Business to Consumer. The term describes activity between businesses and consumers and refers specifically to Internet sales of products and services.

C2C or Consumer to Consumer involves transactions between consumers through an intermediary. This is what happens, for example, in online auctions1 or between private buyers and sellers on eBay.


1 What is the difference between a click and mortar and a brick and mortar company?

2 Why are some companies called dotcom?

3 What is the difference between B2B and B2C activities?

4 What does C2C describe?

How an electronic market works

18 Work in pairs. Put the different activities involved in an e-commerce transaction in the correct order.

The product is received.

The buyer pays for the product.

The buyer selects the product from an online catalogue.

The seller customises the product according to the buyers needs.

The buyer orders the product.

19 Now listen to John Hopkins, an expert in e-commerce, describing the process of doing business online. Check if you have made the right decisions in the previous exercise.

Glossary

1 auction vendita allasta

Glossary

1 auction venditaallasta

Glossary

1 auction vendita allasta

1.4

21

P

ears

on It

alia

spa

22

BUSINESS THEORYB

Home practice

22

BUSINESS THEORY

Home practice 1 Underline the correct alternative.

1 Importing / Exporting means buying goods or services from a foreign seller.

2 Wholesalers / Retailers buy goods from wholesalers / retailers and sell them to customers.

3 Technology / Location is sometimes identified as a fifth factor of production.

4 Financial / Human capital refers to the skills, education, training and experience of the workers.

5 Fishing / Building is an example of an industry in the primary sector.

6 The chain of production / distribution follows the construction of a product from its extraction as a raw material through to its final sale to the consumer.

7 In a free market / planned economy the government decides who will benefit from the sale of the products or services.

8 A search engine / browser is a program you can use to view web pages.

9 The Internet allows suppliers to customise / exchange their products to / with individual customers.

10 B2C / B2B describes online activity between businesses.

2 Complete the text with the words given in the box.

In a free market economy, ................................(1) and demand determines the type and quantity of

what should be produced. In a ................................(2) economy, the state decides what products should

be made and their ................................(3). A mixed economy contains both ................................(4) and

................................(5) sectors: private companies ................................(6) for most goods and services, while

the ................................(7) provides services, such a public transport and ................................(8).

3 What do these abbreviations stand for?

1 ARPA ............................................................... 5 SME Small and Medium Enterprises

2 WWW ............................................................... 6 B2B ...............................................................

3 HTML ............................................................... 7 B2C ...............................................................

4 URL ............................................................... 8 C2C ...............................................................

4 Translate these sentences.

1 Molte societ cercano di diventare pi competitive vendendo direttamente ai consumatori.

2 Le industrie del settore secondario usano le materie prime per fabbricare prodotti.

3 In uneconomia di tipo misto le societ private sono libere di competere per merci e servizi.

4 Allinizio Internet era un sistema molto complesso.

5 Internet permette alle societ di promuovere sul mercato mondiale i loro prodotti e servizi facilmente e a buon prezzo.

6 I clienti hanno una scelta pi vasta perch la disponibilit di prodotti e servizi molto pi ampia.

7 Ora molti produttori hanno i loro siti web e vendono direttamente i loro prodotti ai consumatori.

8 Il venditore allingrosso vende i suoi prodotti a un dettagliante che poi li vende in quantit pi piccole al consumatore.

9 Gli imprenditori sono persone pronte a correre rischi producendo beni e servizi che sperano poi di vendere.

10 Le industrie del settore secondario trasformano le materie prime in prodotti che poi vengono venduti ai consumatori.

compete education public planned price private state supply

P

ears

on It

alia

spa

23

1Commerce and e-commerce 5 Read the article below and answer these questions.

1 What equipment will you need to start an online shop?

2 How would most customers pay for the products they buy?

3 Why may people abandon purchases at the checkout stage?

1 straightforward

2 set-up

3 firewall

4 restricted

5 checkout

a system to protect your computer

b easy, simple

c limited

d the place on a web site where you order and pay for goods

e the way in which things are organised

6 Read the article again and match each word with its definition.

Use the information given in the article to write a short report in which you describe the main points you need to take into consideration when setting up an online shop.



A basic online shopBuilding a basic online shop is fairly straightforward. A simple set-up al-lows you to sell a small range of pro-ducts, providing photos, descriptions and prices as well as accept orders online.

The equipment and facilities youll need include a computer, in-ternet access, email, and a web site. You will also need a fi rewall to pro-tect your web site from unauthorised access.

A basic site is low cost and easy to create for a limited product range. However, the design and functionality may be restricted and it may be less secure than other more so-phisticated options.

Most customers shopping online will want to pay by credit card. You can create elec-tronic mail-order forms, using one of the various web authoring software packages on the market. These order forms let customers e-mail their orders which you will then process offl ine.

If you want to accept card payments online, you will need to invest in a more sophisti-cated online shop. Its important that checkout procedures are secure: customers need to feel confi dent about ordering a product or service. Many people will abandon purchases at the checkout stage if the process is not quick and easy.

(Adapted from www.businesslink.gov.uk)

P

ears

on It

alia

spa

24

BUSINESS THEORYB

24

Exam practiceWritten exam Terza prova

1 Read the text and answer these questions.

1 Where was Stelios born?

2 Where did he study?

3 What was his first job?

4 What was the first company he started?

5 What are the names of two travel related businesses he started?

6 What are the names of two businesses he started outside the travel industry?

Your brand is created out of customer contact and the experience your customers have of you.Stelios Haji-Ioannou is an entrepreneur who created the low cost airline easyJet. He was born in Athens in 1967. In the mid-eighties he moved to London where he graduated from the London School of Economics. In 1988, he returned to Greece and started working for his fathers shipping company. When Stelios was 28 he left his fathers company and started easyJet, using two rented 737 planes and providing 29 one-way fares to Glasgow. EasyJet PLC is now valued at 1.6 billion and is the biggest European budget airline with a fleet of 122 jets. Stelios has created a number of travel related businesses which include easyBus, easyHotel, and the low-cost car rental easyCar. He has also started businesses outside the travel industry including Internet cafs, personal finance, cinemas, pizza delivery, music downloads and mobile telephony.

(Adapted from www.topbusinessentrepreneurs.com)

Stelios Haji-Ioannou

2 Choose one answer: A, B or C.

1 Trade is divided into: commerce and home trade. commerce and import trade. home and foreign trade.

2 A wholesaler: buys large quantities of goods from manufacturers and sells them to retailers.

sells small quantities of goods to consumers. produces large quantities of goods and then sells them to retailers.

3 A characteristic of the free market economy is that: individuals and the state are in partnership. the state controls the economys resources. prices are set by supply and demand.

4 In a mixed economy: all prices are fixed by the government. both public and private sectors can be found. supply and demand determine the price of goods.

5 A business that makes childrens toys is in the:

primary sector. secondary sector.

tertiary sector.

6 A business that sells childrens toys is in the:

primary sector. secondary sector.

tertiary sector.

7 A primary sector business:

extracts something. manufactures something.

services something.

8 Which of these is NOT an advantage of e-commerce:

easier and cheaper product promotion. companies have to invest heavily in technology.

cutting costs.

P

ears

on It

alia

spa

25

Commerce and e-commerce 1 3 Answer these questions.

1 What is commerce?

2 What is home trade?

3 What is foreign trade?

4 What is the difference between importing and exporting?

5 What are the four most popular channels of distribution?

6 What are the four factors of production?

7 What is meant by the expression chain of production?

8 In a free market economy, what determines what should be produced and in what quantity?

9 What are the main characteristics of a mixed economy?

10 Give three examples of how e-commerce can improve business transactions.

4 Write a text (120-200 words) about e-commerce. Follow these guiding points:

origins of e-commerce;

advantages to companies;

types of online business activities.

Oral exam 5 For your oral exam you can carry out in-depth research into the economic system which

operates in Italy. Search the Internet to find out whether the government owns and controls the following businesses:

1 railway system; 3 water supply; 5 TV and radio stations;

2 local bus services; 4 electricity supply; 6 hospitals.

Prepare to report orally on your findings to the class.

6 Prepare a brief oral presentation on one of the following topics:

types of economy; e-commerce.

2

Compare Europe/USA/Italy/UK

7 For your oral exam, you can prepare a brief oral presentation on Internet users in Europe, in the USA, in Italy and in the UK. Study the data given in the table and describe:

how Italy compares with the UK in terms of the number of Internet users;

how Italy compares with Europe in terms of the number of Internet users;

how Europe compares with the USA in terms of the number of Internet users.

Internet users

1

Population Internet users %

USA 304 million 245 million 73%

Europe 491 million 247 million 50%

Italy 58 million 29 million 50%

UK 61 million 51 million 84%

P

ears

on It

alia

spa

Develop your competences

26

Channels of distribution Channels of distribution.

Finding information on the Internet, reading and analysing web sites, gathering and selecting relevant data, giving an oral presentation.

Giving an oral presentation on a given topic which requires data gathering and analysis.

Choose six different products that you and your family / friends buy and fi nd out what channels of distribution are used to get the product from the manufacturer to you, the customer. Are the channels of distribution used the ones you would expect?

Prepare to give an oral presentation in which you report the fi ndings of your research.

The chain of production The chain of production.

Finding information on the Internet, gathering and selecting relevant data, writing a text.

Understanding and illustrating the chain of production.

Choose a product (for example a chocolate bar, an energy drink, a pair of jeans, etc.) and prepare a brief written description of the chain of production for it.

Search the Internet to fi nd information about the various stages involved in the production of this product.

Refer to exercise 8 on page 15 if you need a model for the outline of your description.

E-commerce Basic principles of e-commerce, advantages of e-commerce for companies,

types of online business activities.

Asking for / giving opinions, agreeing and disagreeing, persuading, suggesting, negotiating.

Identifying various aspects related to starting an online business.

WORK IN GROUPS OF FOUR. You work for a company that produces sportswear. The company is evaluating the possibility of selling their products online. Discuss the points given below before you reach a decision:

the impact this decision will have on goods in term of their price; the additional costs involved (particularly IT costs); the impact on customer service; the global reach.

TASK 1

KNOWLEDGEKNOWLEDGE

SKILLSSKILLS

COMPETENCES

TASK 2

KNOWLEDGEKNOWLEDGE

SKILLSSKILLS

COMPETENCES

TASK 3

KNOWLEDGE

SKILLSSKILLS

COMPETENCES

P

ears

on It

alia

spa

BUSINESS THEORY

TOOLKIT FOR SUCCESS

Home practice

Exam practice Written exam Terza prova

Oral exam

Business organisation2

the organisation of business

franchising

the growth of businesses

multinationals

the structure of a company

KNOWLEDGE

supporting your opinion

giving an oral presentation

writing a text / report

reading and understanding information given in a chart

selecting relevant data

asking for / giving opinions

agreeing and disagreeing

persuading

suggesting

negotiating

SKILLS

identifying the advantages and disadvantages of a specifi c type of business organisation and making relevant suggestions

giving an oral presentation on a given topic which requires data analysis

identifying various issues related to the operation of a multinational company

COMPETENCES

P

ears

on It

alia

spa

Warm-up

BUSINESS THEORY

28

Warm-up

BUSINESS THEORYBUSINESS THEORY

1 1 Discuss these questions.

1 Do you prefer working alone or with other people?

2 Do you like taking risks?

3 Do any members of your family have their own business?

28

The organisation of businessThere are six types of business organisations in the private sector: sole traders private limited companies cooperatives partnerships public limited companies franchising

Sole traders This is the simplest type of business. The term sole trader1 means that the business is owned and operated by just one person who is entirely responsible for his own business debts, that is to say he has unlimited liability2.

Partnerships A partnership5 is a group of two or more people who own and run a business together. The partners contribute to the initial capital and share the responsibility for managing the business. There are two types of partnership: a) Unlimited partnership6 All of the partners are liable for the debts of any of the other partners.

This means that if the business goes bankrupt, they can lose all their personal assets.b) Limited partnership7 Some of the partners only contribute capital to the business, and do not take

an active role in management8. They are liable only for the amount of money they initially invest in the business, and are known as limited partners. However, at least one partner must have unlimited liability. He is known as the general or unlimited partner.

2 Decide whether these statements are true (T) or false (F). Correct the false ones.

1 A sole trader has complete control of his business.

2 A sole trader can easily raise capital for his business.

3 A sole trader keeps all of the profits.

4 In an unlimited partnership all partners are equally liable for any debts.

5 In a limited partnership, all partners are actively involved in managing the business.

6 Limited partners are only liable for the money they have put into the company.

Work in pairs. Imagine you want to start your own business. Discuss the various forms of organisation you could choose from, highlighting the advantages and disadvantages of each option. Report your decision to the class giving reasons for your choice.


Advantages

The owner has complete control over

his business.

The owner keeps all the profits.

The owner can make decisions quickly.

Disadvantages

Unlimited liability means that the owner can

lose3 all his personal assets4 if the business fails.

There are limited financial resources because

all the capital is provided by one person.

There is no one to share the workload or

exchange ideas with.

Glossary

1 sole trader ditta individuale

2 unlimited liability responsabilit illimitata

3 to lose perdere

4 assets beni

5 partnership societ

6 unlimited partnership societ a nome collettivo - S.n.c.

7 limited partnership societ in accomandita semplice - S.a.s.

8 management gestione

P

ears

on It

alia

spa

29

Business organisation 2Limited companiesA limited company is formed by two or more shareholders1, that is to say, investors who have shares2 in the company. Any profits made by the company are divided among the shareholders in proportion to the amount they have invested: these payments are called dividends 3. If a limited company goes bankrupt, each shareholder is only liable for his original investment and not for his personal assets.In the UK there are two types of limited companies:

a) Private limited companies4 These are the main features: they must have Ltd. after their name; they cannot be quoted on the Stock Exchange; their shares can only be sold with the agreement of all the shareholders.

b) Public limited companies5 These are the main features: they must have Plc. after their name; they can be quoted on the Stock Exchange; their shares can be sold without restrictions (to the general public).

Cooperatives (co-op)Cooperatives are business organisations where all the employees have a vote, no matter how much work or money they put into the co-op. This means that no member can dominate. All the members help in the running of the company, share the profits equally and have limited liability.


1 Who are the shareholders of a limited company?

2 What are dividends?

3 What are the characteristics of a private limited company?

4 What are the characteristics of a public limited company?

5 What type of business organisation is a cooperative?

5 Complete the table. Use the information from the texts on pages 28 and 29.

Sole trader Partnership Ltd Plc Co-op

1 Who owns it? ........................... ........................... ........................... ........................... ...........................

2 Who finances it? ........................... ........................... ........................... ........................... ...........................

3 Who keeps the profit? ........................... ........................... ........................... ........................... ...........................

4 Who stands the losses? ........................... ........................... ........................... ........................... ............................

Glossary

1 shareholder azionista

2 share azione

3 dividend dividendo

4 private limited company societ a responsabilit limitata - S.r.l.

5 public limited company societ per azioni - S.p.A.

P

ears

on It

alia

spa

30

BUSINESS THEORYBUSINESS THEORY

Franchising Franchising is now becoming an extremely widespread1 form of business. The franchisor2 offers the franchisee3 the right to use his trade name4 and to sell his products.The benefit for a franchisor is that he has to invest relatively little capital in distribution outlets. He also receives an initial payment from the franchisee and a percentage of his annual profits.Franchisees receive the shop furniture in the company style, marketing support, training and commercial advice from the franchisor. They are their own bosses and have responsibility for running the company. They dont need to invest capital in advertising campaigns, if the trade name of the franchisors business is well-known.


1 What are the advantages for a franchisor?

2 What are the advantages for the franchisee?

Compare USA/Italy/UK 8 Look at the table and answer these questions.

1 Which country has the lowest number of franchisors?

2 Which country has the highest turnover?

3 How does Italy compare with the UK for number of franchise outlets?

Franchise statistics

Number of Franchise Turnover franchise brands

USA 1,500 767,483 Euro 427.66 bn

Italy 735 54,893 Euro 18.2 bn

UK 718 31,300 Euro 13.3 bn

www.newyorkcitynails.com

What do we offer?

All (7) and supporting materials

for nail salon.

Initial and ongoing (8) support.

A customised (9) programme.

Nail Franchise UK - New York City Nails

About us

New York City Nails (NYC Nails) has been operating in Northern Ireland since ..................

.....................................(1). The concept originated in the ..............(2)

and was adapted by Seamus Lynch who could see the obvious potential in the UK and

...................................(3). The Company currently operates .......

............................................(4) concessions in department stores throughout the

UK and Ireland, including ..................................(5), Glasgow and Dublin

and plans to expand into Continental ...................................(6).

To request further information from NYC click here

7 Listen to the radio advert and complete the information given on the NYCN web site.

Glossary

1 widespread diffusa

2 franchisor chi concede il franchising

3 franchisee il concessionario del franchising

4 trade name nome commerciale, marchio

Financial requirements

Design manufacture & installation of salon (10)

(11) License Fee 20,000

Management, Technical & Sales Training (12)

Opening Stock Retail & Professional (13) 6,000

1.5

P

ears

on It

alia

spa