Win Win - English for your business career, Teacher's package

Win Win - English for your business career, Teacher's package Louise Stansfield, Tiina Eerola, Jani Munne, Anne-Mari Raivio

ISBN 978-951-37-5503-4 Päivitetty 25.05.2011 Teacher's package for Win Win - English for your business career contains - instructions and tips for using the book and ideas for teaching - slides for chapters - answers for exercises - extra exercises and material - vocabularies for texts in the book All feedback and comments on the book and the teacher's package are very welcome and can be sent to: [email protected]

Instructions and tips Presentation skills Section 1 Work 1.1 Working Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 1.2 Networking Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 1.3 Team Working Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 1.4 Informing Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher Win Win Post slides 1.5 Working for and managing yourself Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher

This demo contains material for units 1.4 and 2.1.

Kopiointiehdot

Section 2 International 2.1 International Trade Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher Win Win Post slides 2.2 Communicating to serve Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 2.3 Contemporary issues in global business Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 2.4 Networking internationally Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 2.5 Events and deals Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 2.6 Project management and virtual teams Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher

mailto:[email protected]

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1.6 Performing professionally Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 1.7 Writing to communicate Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher Section 3 Niche 3.1 Management Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 3.2 Accounting Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 3.3 Finance Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 3.4 Marketing Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 3.5 Logistics Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 3.6 International Business Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher 3.7 Information systems and IT Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher

2.7 You as a winning brand Slides for the unit Extra material and exercises Vocabulary Answers for exercises Tips for the teacher

1 1_4_EXTRAS

Back to the contents

1.4 Extras

Contents 1. Anna’s Blog ................................................................................................................................................................................................................ 2

2. Case Alma Media ....................................................................................................................................................................................................... 3

a) Learning Vocabulary ................................................................................................................................................................................................... 3

b) Understanding overall meaning ................................................................................................................................................................................. 4

c) Alma Media’s latest Annual Report ............................................................................................................................................................................ 4

3. Win Win Post ............................................................................................................................................................................................................. 5

a) Complete the following gaps with the correct company or product names ................................................................................................... 5

b) Find the words below in the text in English ..................................................................................................................................................... 5

c) Reading for detail and summarising (headlines) ................................................................................................................................................... 6

d) Fill in the missing verb in the headlines below ................................................................................................................................................ 7

e) Quick trends .................................................................................................................................................................................................... 8

4. Companies and organisations in a minute ................................................................................................................................................................. 9

a) Connect the Finnish and the English term: ................................................................................................................................................................. 9

b) Puzzle ....................................................................................................................................................................................................................... 10

5. Translate the Estanc Organisation chart .................................................................................................................................................................. 11

6. Organisational Change ............................................................................................................................................................................................. 12

a) Match the term with the correct definition .............................................................................................................................................................. 12

b) Summarising, listening and retelling ........................................................................................................................................................................ 13

7. EK business trend survey.......................................................................................................................................................................................... 14

a) Vocabulary ................................................................................................................................................................................................................ 14

b) Word Explanation ..................................................................................................................................................................................................... 15

c) Reading and summarising ‘Gentle fall from peak continues’ .................................................................................................................................... 17

8. Reading comprehension for EK article ‘Economic setback ahead’ .......................................................................................................................... 18

9. Trend expressions .................................................................................................................................................................................................... 19

10. Linking cause and effect ..................................................................................................................................................................................... 21

2 1_4_EXTRAS


1. Anna’s Blog

How would you express the following in English: 1) Minua pyydettiin pitämään esitys seminaarissa. 2) Onneksi yrityksellä on hyvät diat toiminnastaan. 3) Minun täytyy vain opetella yrityksen missio ulkoa. 4) Minun pitää myös harjoitella paljon ennen esitystä. 5) Onhan tämä hyvää harjoitusta tulevaisuutta varten!

3 1_4_EXTRAS


2. Case Alma Media

a) Learning Vocabulary How well do you know the vocabulary related to accounting in Alma Media Annual Report on page 43? Evaluate how well you know each word according to the scale.

1 I don’t know the word at all. 2 I have seen or heard this word but I don’t know what it means. 3 I can understand what this word means but I can’t use it yet actively in my own speaking /

writing. 4 I already know this word and can actively use it in my own speaking / writing.

1 2 3 4

annual

profitability

growth

net sales

operating profit

margin

earning

share

dividend

breakdown

key figures

associated company

4 1_4_EXTRAS


b) Understanding overall meaning

See p. 43 with ‘Year 2007 in a minute’ and figure out the (overall) meaning of the words in task a). English Definition (in English) Finnish annual _____________________________________ _______________________ profitability _____________________________________ _______________________ growth _____________________________________ _______________________ net sales _____________________________________ _______________________ operating profit _____________________________________ _______________________ margin _____________________________________ _______________________ earning _____________________________________ _______________________ share _____________________________________ _______________________ dividend _____________________________________ _______________________ breakdown _____________________________________ _______________________ key figures _____________________________________ _______________________ associated company _____________________________________ _______________________

c) Alma Media’s latest Annual Report

Find a copy of Alma Media’s latest Annual Report (http://www.almamedia.fi/financial_reports). Find out the same information as on p. 43 in the latest report and prepare a short comparison on how things have changed. Go through the changes together. (Use trend expressions on page 308.)

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3. Win Win Post

a) Complete the following gaps with the correct company or product names

Identify the company or product names in the headlines below

__________________ acquires __________________

__________________ gains stronger edge in Baltic cruise market __________________ to cut 750 jobs __________________ reduces stake in __________________ .

__________________ to close Oulunsalo factory __________________ plans to launch new__________________ __________________ to rationalise its distribution chain and retail operations __________________ to expand pan-European operations

MK takes over as CEO of __________________

b) Find the words below in the text in English

Verbs

ennustaa_______________________________

laajentaa_______________________________

lanseerata______________________________

listautua pörssiin_________________________

ostaa_______________________________

rahoittaa_______________________________

saada aikaan, tuottaa_____________________

tehostaa_______________________________

työllistää_______________________________

vahvistaa_______________________________

vähentää_______________________________

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ottaa haltuun____________________________

erottua_______________________________

Describing words

edullinen_______________________________

ehdotettu______________________________

ennätyksellinen__________________________

laaja_______________________________

merkittävä_____________________________

pitkäaikainen____________________________

pitkään odotettu________________________

todennäköinen__________________________

uudenlainen, omaperäinen__________________________

vuosittainen____________________________

yhdistetty______________________________

yleiseurooppalainen______________________

Nouns

fuusio_______________________________

jakeluketju______________________________

kilpailija_______________________________

kilpailuetu______________________________

kodinkone______________________________

kulut_______________________________

osake_______________________________

osuus_______________________________

pörssi_______________________________

toiminta_______________________________

tuotanto_______________________________

tuottavuus, kannattavuus__________________________

työmarkkinat____________________________

vähittäismyynti__________________________

c) Reading for detail and summarising (headlines)

Work with a pair and come up with headings for the remaining news in Business World Wide (p. 45). You can find help on page 50-51 on headline style.

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d) Fill in the missing verb in the headlines below

a) Vinjet Shipping Ltd __________________ Roslagen Line

b) Vinjet __________________ stronger edge in Baltic cruise market

c) Electromax to __________________ 750 jobs

d) Electromax to __________________ Oulunsalo factory

e) Apex Capital __________________ stake in Pizza Queen.

f) Job market __________________ healthy

g) BlinkE to __________________ pan-European operations.

h) MK __________________ over as CEO of Win Win Com.

i) eFinn plans to __________________ new minEpod

j) IceHouse Electronics to __________________ its distribution chain and retail operations

8 1_4_EXTRAS


e) Quick trends

Fill in the blank with the correct trend expression.

a) Glownow sales in Europe and Asia __________________ .

b) Glownow shares __________________ 8%

c) Heyho expects to __________________ its online advertising revenues

d) Nordic Airways to __________________ fuel surcharge

e) Oil prices to __________________ soon

f) __________________ for the dollar

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4. Companies and organisations in a minute

a) Connect the Finnish and the English term:

1. sole trader a) julkinen osakeyhtiö oyj

2. general partnership b) konserni

3. limited partnership c) toiminimi

4. private limited company d) osuuskunta

5. public limited company e) avoin yhtiö

6. cooperative f) monialayritys

7. group g) kommandiittiyhtiö

8. conglomerate h) yksityinen osakeyhtiö oy

10 1_4_EXTRAS


b) Puzzle

8. osakeyhtiö

11 1_4_EXTRAS


5. Translate the Estanc Organisation chart

12 1_4_EXTRAS


6. Organisational Change

a) Match the term with the correct definition

a) Acquisition 1) Co-operation between two or more companies

b) Alliance 2) Diverts your investments to a collection of companies

c) Business angel 3) Lends you money and gives you business advice

d) Business portfolio 4) Limited company whose shares are publicly listed on the stock

exchange

e) Conglomerate 5) Organisation comprising of several companies

f) Corporate partnership

6) To raise capital when you decided to be listed on the stock exchange

g) Divest 7) Two companies join together

h) Hostile takeover 8) Two or more companies have established a company together

i) Initial public offering (IPO)

9) Two or more companies share resources between them

j) Joint venture 10) When a new business idea leads to development of a new

company which stands independent of the parent company

k) Merger 11) When you cut your operations

l) Spin-off 12) Controlling all stages of one particular type of business

m) Public limited company

13) Company makes a successful takeover bid (an offer to buy) other company

n) Vertical integration 14) When one company buys other company

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b) Summarising, listening and retelling

Step 1. Discuss note-taking while listening (e.g. how to do it, what kind of things help you to pick the most important things, what the speakers should take into consideration if they want the audience to be able to take notes). Step 2. Find an article in a newspaper that deals with one of the restructuring measures mentioned in the book. Make notes on what you read and summarise the main points, so that you can repeat the story for a colleague who doesn’t have access to the original article. Step 3. Work with a pair and take turns in summarising the main ideas of your articles. The listener should write notes while listening. Remember to help the listener by e.g. adding structuring language. Step 4. Find a new pair and tell the story that you just heard to them based on your notes. The listener should again take notes and repeat the story that you just told to a new pair. Step 5. Repeat the last piece of news that you heard to the whole class and see if it had changed on the way.

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7. EK business trend survey

See p. 52

a) Vocabulary

Take a look at the vocabulary list at the bottom of the page 52 and see if you already know the words in Finnish or if you can come up with the meaning by reading the definitions. Finnish

1) balance figure _______________________________________________________________

2) carry out _______________________________________________________________ 3) Confederation of Finnish

Industries _______________________________________________________________

4) employ _______________________________________________________________

5) forecast _______________________________________________________________

6) increase _______________________________________________________________

7) input _______________________________________________________________

8) major turn _______________________________________________________________

9) moderate _______________________________________________________________

10) output _______________________________________________________________

11) peak _______________________________________________________________

12) prediction _______________________________________________________________

13) prospects _______________________________________________________________

15 1_4_EXTRAS


14) respondent _______________________________________________________________

15) stable _______________________________________________________________

16) survey _______________________________________________________________

17) trend _______________________________________________________________

b) Word Explanation

It is sometimes said that badly spoken English is the most common language in today’s global business world. Whatever the case may be, it is still evident that it is not enough to know all the fancy words in English but it becomes increasingly important to be able to explain terms and concepts in a simple enough manner so that the other person understands what you are talking about. Playing word explanation games provides good practice for this. Form small groups. Each group takes the following table, cuts it in pieces and takes turns in picking up a paper slip and explaining the word to others. You can add your own words to the table. Do not use the words in the paper but find a way of explaining the word so that the others can guess what it is. The winner is the one who guesses most words correctly!

16 1_4_EXTRAS


balance figure carry out Confederation of Finnish

Industries

employ forecast increase

input

major turn moderate

output peak prediction

prospects respondent stable

survey trend

17 1_4_EXTRAS


c) Reading and summarising ‘Gentle fall from peak continues’

Work in pairs and read the EK business trend survey on page 52. Summarise briefly in one sentence each what the text is saying about: 1) service sector 2) industry 3) construction

18 1_4_EXTRAS


8. Reading comprehension for EK article ‘Economic setback ahead’

Read the article on p. 54 and answer the following questions.

a) What has happened to the outlook for the global economy over the past months?

b) Is the international credit crisis over?

c) What have global stock markets experienced?

d) What have Nordea's economists done to their forecasts of coming years' economic growth?

e) What is the main reason for the Danish economic slowdown?

f) What other challenges is the Danish economy facing?

g) Why have financial institutions announced increases in rates for certain loan products?

h) What will be the eventual effect of higher lending rates?

i) Why will there be a weak development in Danish exports in the coming years?

j) How has the Swedish economy managed to alleviate some of the negative effects of the US slowdown?

k) Why will the sharp increase in investment be reduced?

l) Why is it surprising that private consumption will slow?

m) What will happen to employment and unemployment in Sweden?

n) Why is inflation expected to drop?

o) When did Finnish economic growth slow?

p) What had caused the bottlenecks in Finland’s economy?

q) How will the downswing in export markets be reflected in the outlook for the Finnish economy?

r) How will the increase in the rate affect the Norwegian economy?

s) How is the effect on the Norwegian economy limited?

t) What will Norges Bank do?

u) How will the Norwegian economy remain strong over the next years?

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9. Trend expressions

On the grid, draw a simple line graph of your own any topic. Create and label the horizontal/vertical axes to fit your topic (time frame, quantities etc). Describe your chart and the main trends on it to your partner. You may need to explain why there were changes. Some examples: Hours spent in the gym/playing football/on my hobby Stress levels My chocolate eating habits My expenditure The balance in my bank account Hours spent in Facebook Time spent in the library My alcohol consumption

Introducing your diagram I’d like to show you a a graph about … I’d like you to take a look at this

chart/diagram showing … You can see the dramatic rise in my

chocolate eating in December. This is because everyone buys me chocolate for Christmas.

If you take a look at this graph of the weekly amount of hours spent in the gym in the last month, you will see the

steep drop in week 49. This was exam week.

Vocabulary Horizontal axis Vertical axis The horizontal axis shows the months of

the year and the vertical axis represents the number of hours spent in the gym per week, from 0 to 20.

20 1_4_EXTRAS


_____________________________________________________________________________ Title of the graph

21 1_4_EXTRAS


10. Linking cause and effect

In your business studies you will see that events and actions are frequently linked with their cause and effect and that you will need to show this in your assignments and presentations. The diagram below summarises this relationship: back in time or sequence forward in time or sequence cause effect reason consequence result solution There are many ways to express this relationship in English. Here are some examples below: EFFECT TO CAUSE

The rise in sales was due to the reduction in price.

Volkswagen’s fall in profits was caused by weakening demand in America.

The improvement in the Helsinki stock market

was brought about by Nokia’s profit forecast.

The current economic slowdown

is the result of the sub prime crisis.

Strike action resulted from threats to close the factory.

Napster was driven out of business

as a result of copyright law-suits.

CAUSE TO EFFECT

The reduction in price led to the rise in sales. Weakening demand in America caused Volkswagen’s fall in profits. Nokia’s profit forecast resulted in the improvement in the Helsinki stock

market. The sub prime crisis is the reason for the current economic slowdown. Threats to close the factory brought about strike action. Copyright law-suits drove Napster out of business

event

situation

action

1 1_4_VOCABULARY

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1.4 Vocabulary

Contents Page 43 Case Alma Media ................................................................................................................... 2

Page 44 The Win Win Post .................................................................................................................. 3

Page 45 The Win Win Post .................................................................................................................. 5

Page 50-51 Reading, reporting and presenting the business news in English .................................... 7

Page 52 EK business trend survey ....................................................................................................... 8

Page 54 Press release Economic setback ahead ................................................................................. 9

Pages 55-56 Using a win-win approach to giving presentations ...................................................... 11

Pages 57-58 (Using a win-win approach to giving presentations cont.) ........................................... 12

Pages 58-60 (Using a win-win approach to giving presentations cont.) ........................................... 13

Page 61 (Using a win-win approach to giving presentations cont.) .................................................. 14

2 1_4_VOCABULARY

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Page 43 Case Alma Media

amount to yltää jhnk

associated company osakkuusyhtiö

average keskimäärin

board hallitus

breakdown jakauma

capital employed sijoitettu pääoma

cash flow rahavirta

cross capital

expenditure bruttoinvestoinnit

debt velka

depreciation poisto

development suhdanne, kehitys

dividend osinko

earning tulos

earning per share osakekohtainen tulos

emerge kehittyä

employees henkilöstö

favourable hyvä, suotuisa

group konserni

growth kasvu

improve parantua

include sisältää

increase kasvaa

interest-bearing korollinen

key figure avainluku

media advertising

sales mediamyynti

net sales liikevaihto

newspaper

distribution staff lehdenjakajat

number lukumäärä

one-time gain kertaluontoinen voitto

online verkkopalvelu

operating activities liiketoiminta

operating profit liikevoitto

period tilikausi

product tuote

profitability kannattavuus

propose ehdottaa

representing

a margin edustaen osuutta

return on investment sijoitetun pääoman tuotto

share osuus

specialize keskittyä

spur vauhdittaa

total olla kaikkiaan

web service verkkopalvelu

3 1_4_VOCABULARY

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Page 44 The Win Win Post

acquire ostaa (yritysosto)

adult aikuinen

advertising mainonta

annual vuosittainen, vuosi-

appliance laite

broad laaja

chair puheenjohtaja

Chief Operating

Officer operatiivinen johtaja

company news yritysuutiset

competition kilpailu

competitive edge kilpailukyky

competitor kilpailija

consultant konsultti

contained hillitty

cost kulu

cruise risteily

current tämän hetkinen

decision päätös

demand kysyntä

distribution jakelu

earning tuotto

eliminate vähentää

employ työllistää

evidence todiste

expand laajentaa

experience kokemus

forecast ennustaa

forthcoming tuleva

fund rahoittaa

generate saada aikaan, luoda

go public listautua

headhunter kykyjen etsijä

impact vaikutus

improve kohentaa

insider sisäpiirin jäsen (työntekijä)

intend aikoa

job watch työpaikkavahti

labour market työmarkkinat

latest uusin

launch lanseerata, tuoda markkinoille

lead johtaa

leadership johtajuus

4 1_4_VOCABULARY

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lead story pääuutinen

long-awaited pitkään odotettu

low-cost country halpatuotantomaa

manufacture valmistaa

merger fuusio

offering osakemyynti

operation toiminta

outwit voittaa

pan-European yleiseurooppalainen

partnership kumppanuus

plant tehdas

press release lehdistötiedote

production tuotanto

profiling profilointi


reach saavuttaa

record level huipputaso

reduce pienentää

regarded as pidetään jnk

remain säilyä, pysyä

retail vähittäiskauppa

savings säästö

share osake

shareholder osakkeenomistaja

sign allekirjoittaa

skill taito, osaaminen

slowdown taantuma

stake osuus

stand-out erottua

stock exchange pörssi

strengthen vahvistaa

succeed seurata jtk

successor seuraaja

surge kuohahdus

take over ottaa hoitaakseen

targeted suunnattu

vast mittava, kattava

5 1_4_VOCABULARY

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accelerated kiihtynyt

accessory asuste

advertising mainonta

age aikakausi

agree päättää

agreement sopimus

announce ilmoittaa

approach lähestyä

at least vähintään

battle taistelu

block pysäyttää

break down katketa

call for vaatia

cash in kähmiä

certification hyväksyntä, laillistaminen

champion tuulettaa

chief johtaja

chipmaker mikrosiruvalmistaja

collapse romahtaminen

conglomerate monialayritys

conspiracy salaliitto

continue jatkaa

court oikeus

debt velka

decade vuosikymmen

default jättää maksamatta

demand kysyntä

dispute kiista

dominate hallita

due to jnk johdosta

expect olettaa, odottaa

exporter (maasta)viejä

federal liittovaltio-

first-quarter vuoden ensimmäinen neljännes

fraud petos

fuel surcharge polttoainelisä

fundamental perinpohjainen

furniture kaluste

giant jättiläinen

gold rush kultarynnäkkö

grand jury suuri valamiehistö

growth kasvu

growth rate kasvuvauhti

hardwood lehtipuu

6 1_4_VOCABULARY

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hub keskus

import tuoda maahan

in brief lyhyesti

increase korottaa

indict tuomita

industry toimiala

issue myydä

jewellery jalokivi

lead story pääuutinen

marvel at ihmetellä jtk

money laundering rahanpesu

negotiation neuvottelu

officer virkailija

ounce unssi

outlook näkymä

overseas ulkomaan-

owner omistaja

partnership yhtiö

pawnshop panttilainaamo

peak nousta huippuun

post jättää ilmoitus

price hinta

product tuote

profit voitto

recovery elvytys, toipuminen

reform uudistus

renewal uusiminen

repayment takaisin maksu

restructuring saneeraus

retailer vähittäiskauppa

retiree eläkeläiset

revenue tulo

settle sopia

share osake

shipment kuljetus

sluggish nihkeä

soar nousta korkealle

stumble takerrella

sustainable forest kestävän metsänhoidon metsä

tackle hoitaa

target kohdentaa

trade kauppa

warehouse varasto

white-collar worker toimistotyöläinen

wholesale tukku

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Page 50-51 Reading, reporting and presenting the business news in English

item "juttu"

real autenttinen

complete ehjä

forecast ennustaa

example esimerkki

dominate hallita

peak huippu

leave out jättää pois

expand kartuttaa

increase kasvu

develop kehittää

string ketju

increase korottaa

demand kysyntä

use käyttää

expand laajentaa

sentence lause

press release lehdistötiedote

alliance liittoutuminen

brief lyhyt

fare price matkan hinta

past mennyt

contain muodostaa

crisp napakka

discuss neuvotella

expect odottaa, olettaa

acquire ostaa

headline otsikko

pressure paine

downsize pienentää

present tense preesens

report raportoida

peak saavuttaa huippu

vocabulary sanasto

restructure saneerata

noun substantiivi

closure sulkeminen

plan suunnitella

skill taito

economy talous

bid tarjous

operation toiminta

retail tukku-

launch tuoda markkinoille

latest uusin

news uutiset

press lehdistö

verb verbi, teonsana

online verkko-

takeover yritysosto

site asemapaikka

surge vaihtelu, kuohunta

8 1_4_VOCABULARY

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Page 52 EK business trend survey

according to jnk mukaisesti

balance figure suhdanneluku

business trend suhdanne

carry out toteuttaa

Confederation

of Finnish Industries Elinkeinoelämän keskusliitto

construction rakennusala

continue jatkua

describe kuvailla


expectation odotus, oletus

forecast ennustaa

gentle lievä

gradual asteittainen

improvement kohentuminen

in line with jnk mukaisesti

increase kasvaa

industry teollisuusala

major mittava, suuri

output tuotanto; tuotto

peak huippu

predict ennustaa

production tuotanto

prospect näkymä

quarter neljännesvuosi

questionnaire kysely

rate vauhti

regularly säännöllisesti

remain pysyä, olla

respond vastata

respondent vastaaja

sales myynti

sector sektori

service sector palveluala

slow down hidastua

stable vakaa

strengthening vakiintuminen

to some extent jossain määrin

touch ripaus

turn käänne

unchanged muuttumaton

9 1_4_VOCABULARY

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Page 54 Press release Economic setback ahead

adversely päinvastaisesti

affect vaikuttaa jhnk

ahead odotettavissa

alleviate helpottaa, lieventää

announce julkaista

average keskiverto

boost kohentaa

bottleneck pullonkaula

breather toivotus

cause aiheuttaa

challenge haaste

compared to verrattuna jhnk

consequence seuraus

consumption kulutus

credit crisis luottokriisi

curb hillitä

currency valuutta

curtail supistaa

dampen laskea

demand kysyntä

despite huolimatta jstk

disposable käytettävä

diversified moninainen

downturn laskusuhdanne

ease helpottaa

effect vaikutus

employment työllisyys

estimate arvio

eventually kaikkiaan

exacerbate pahentaa


experience kokea

export vienti

face kohdata

fiscal rahataloudellinen

forecast arvio

further lisää

growth kasvu

H2 vuoden toinen puolikas

housing market talokauppa

income tulo

increase kasvaa

inevitably väistämättä

interest korko

IT bubble IT-kupla

lead johtaa

level taso

limit rajoittaa

loan laina

lower alentaa

markedly huomattavasti

measure toimenpide

10 1_4_VOCABULARY

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monetary policy rahapolitiikka

outlook tulevaisuusnäkymä

outlook näkymä

pave avaa tien

persistently jatkuvasti

pick up nousta

point to osoittaa jhnk

policy toimintatapa

pressure paine

product tuote

publication julkaisu

rate kurssi

rate hike koron nostaminen

reason syy

recession taantuma

reflect heijastua

relatively suhteellisen

remain jäädä, pysyä

residential asumis-

robust nihkeä

secure taata

setback takaisku

sharply äkisti

slide liukua

slow down taantua

slowdown hidastuminen

spread levitä

stabilise vakaannuttaa

stable vakaa

stock market osakemarkkinat

subdued hillitty

temporarily hetkittäin

trading partner kauppakumppani

turmoil kuohunta

unemployment työttömyys

worsen huonontua

11 1_4_VOCABULARY

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Pages 55-56 Using a win-win approach to giving presentations

accordingly tarkoituksenmukaisesti

approach lähestymistapa

assemble koota

audience yleisö

choice valinta

content sisältö

delivery esitys

depend on riippua jstk

entertain viihdyttää

expectation odotus

fact seikka

focus on keskittyä jhnk

implementation toteutus

inform tiedottaa

intent tarkoitusperä

interested in kiinnostunut jstk

navigate suunnistaa

non-verbal sanaton

persuade suostutella

plan suunnitella

practise harjoitella

presentation esitys

purpose tarkoitus

remain pysyä

remember muistaa

share jakaa

signpost opaste, viitta

situation tilanne

slide dia

structure rakenne

topic aihe

12 1_4_VOCABULARY

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Pages 57-58 (Using a win-win approach to giving presentations cont.)

achievement saavutus

aspect näkökulma

audience yleisö

avoid välttää

brief lyhyt

circumstances olosuhteet


complicated mutkikas

conclusion päätelmä, lopetus

confidence varmuus

consider tarkastella

content sisältö

current tämänhetkinen

describe kuvailla

direction suunta

effective toimiva

expansion laajeneminen

expect olettaa

focus on keskittyä jhnk

format muoto

further jatko-

include ottaa mukaan

introduction johdanto

maintain säilyttää

navigate suunnistaa

necessary tarpeellinen

opportunity mahdollisuus

outline jäsennellä

pedestrian jalankulkija

practise harjoitella

presentation esitys

promise luvata

recent viimeaikainen

recommendation suositus

reintroduce esitellä uudelleen

revival elpyminen

roadmap reittikartta

route matka


structure rakenne

success menestys

summary yhteenveto

verbal sanallinen

13 1_4_VOCABULARY

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Pages 58-60 (Using a win-win approach to giving presentations cont.)

agree olla samaa mieltä

attention mielenkiinto

audience yleisö

brief lyhyt

careful harkittu

chart diagrammi

clap taputtaa (käsiään)

clearly selkeästi

conclusion lopetus

consider pohtia

content sisältö

continent manner

contraction lyhennetty muoto

discuss käsitellä

for instance esimerkiksi

inclusive mukaan ottava

inexperienced kokematon

introduce tuoda esiin

issue seikka

preferably mieluiten

recommend suositella

recommendation suositus

remain pysyä

remind muistuttaa

research tutkimus

review kerrata


suddenly äkkiä

sum up vetää yhteen

summarising yhteenvedon tekeminen

turn siirtyä, edetä

use käyttää

14 1_4_VOCABULARY

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Page 61 (Using a win-win approach to giving presentations cont.)

acquire omaksua

audience yleisö

balanced tasapainoinen

bullet luettelomerkki

challenge haasteellisuus

concept käsite

contain sisältää

generally speaking yleensä ottaen

guideline ohje

headline otsikko

key keskeinen

mistake virhe

presenter esityksen pitäjä

punchy ytimekäs

purpose tarkoitus

rarely harvoin

remind muistuttaa

stand out nousta esiin

standout merkittävä

striking silmiinpistävä

1 1_4_ANSWERS_FOR_EXERCISES


1.4 Answers for exercises

Contents Answers for exercises in the book ............................................................................................................................................................... 2

P. 48 Formal lines of authority ............................................................................................................................................................... 2

P. 48 Who’s who in a company .............................................................................................................................................................. 2

P. 49 Organisational change. How do organisations change? ................................................................................................................ 4

P. 49 Finish the sentences below to form complete definitions and then give some examples of each ............................................... 5

P. 53 Talking about the economy ........................................................................................................................................................... 6

P. 53 Expressing economic trends .......................................................................................................................................................... 7

P. 54 Highlight all trend expressions in the Finnfacts text and the following press release................................................................... 7

P. 60 Signposts ....................................................................................................................................................................................... 9

Answers for extra exercises ....................................................................................................................................................................... 10

1. Anna’s blog ....................................................................................................................................................................................... 10

2 b) Understanding overall meaning .................................................................................................................................................... 10

3 a) Complete the following gaps with the correct company or product name .................................................................................. 11

3 b) Find the words below in the text in English .................................................................................................................................. 11

3 c) Reading for detail and summarising (headlines) ........................................................................................................................... 13

3 d) Fill in the missing verb in the headlines below ............................................................................................................................. 14

3 e) Quick trends .................................................................................................................................................................................. 14

4. a) Connect the Finnish and the English term: .................................................................................................................................. 14

4 b) Puzzle ............................................................................................................................................................................................ 15

5. Translate the Estanc Organisation chart .......................................................................................................................................... 16

6. a) Match the term with the correct definition ................................................................................................................................. 17

7. a) Vocabulary ................................................................................................................................................................................... 17

7. c) Reading and summarizing ‘Gentle fall from peak continues’ ....................................................................................................... 17

8. Reading comprehension for EK article ‘Economic setback ahead’ .................................................................................................. 18



Answers for exercises in the book P. 48 Formal lines of authority a. HR department b. (student’s own interest) c. R & D d. all on the chart - or discuss: Production, Sales, Finance e. Who reports to… ? (students form the question and answer themselves) ____________________________________________________________________________________ P. 48 Who’s who in a company What other top positions or middle management positions can you name? Top Positions: Senior management usually refers to

the highest management level Board of Directors or Executive Board or

Board of Trustees The Supervisory Board is elected by

owners / shareholders Chair (Chairman) of The Board*, usually

the company’s Chief Executive Officer (CEO)

Member of the Board President Vice President Treasurer Company Secretary Vice Chair (chairman)

(* In politically correct (PC) language in UK and US it is Chair of the Board. Nokia uses Chairman.) The C level positions (chief)/The ‘C-suite’: Chief Executive Officer (CEO) or also MD

(Managing Director) Chief Financial Officer (CFO) Chief Marketing Officer (CMO) Chief Information Officer (CIO) Chief Operating Officer (COO) Director (or Manager) of Human

Resources Chief Accounting Officer

Chief Acquisition Officer Chief Administrative Officer Chief Audit Executive Chief Automation Officer Chief Analytics Officer Chief Benefits Officer Chief Business Officer (or Business

Development Officer) Chief Channel Officer



Chief Communications Officer Chief Compliance Officer Chief Credit Officer Chief Data Officer Chief Diversity Officer Chief Engineering Officer Chief Experience Officer (CXO) Chief Governance Officer Chief Information security Officer Chief Intellectual property Officer Chief Investment Officer Chief Knowledge Officer Chief Learning Officer Chief Legal Officer Chief Networking Officer Chief Privacy Officer

Chief Process Officer Chief Product Officer Chief Quality Officer Chief Research Officer Chief Revenue Officer Chief Risk Officer Chief Sales Officer Chief Science Officer Chief Security Officer Chief Strategy Officer Chief Sustainability Officer Chief Technical Officer Chief Visionary Officer Creative Director (or Chief Creative

Officer)

Middle Management positions: Typically middle management positions vary from business to business and industry to industry. Titles include e.g.: manager supervisor project manager lead

senior manager director general manager plant manager

regional manager divisional manager

Read more: http://www.referenceforbusiness.com/management/Log-Mar/Management-

Levels.html#ixzz1MhFyYv00 http://jobs.lovetoknow.com/Examples_of_Job_Description_for_a_Manager http://www.ehow.com/about_5097975_middle-management-position.html#ixzz1M96uCfuV

How many positions can you name from white-collar workers in offices down to blue-collar workers on the shop floor or pink-collar workers? White collar workers: Top Paying White Collar Jobs in the USA (according to Forbes)

1) commercial lending director 2) development officer

3) general manager 4) engineering director

http://www.referenceforbusiness.com/management/Log-Mar/Management-Levels.html#ixzz1MhFyYv00

http://www.referenceforbusiness.com/management/Log-Mar/Management-Levels.html#ixzz1MhFyYv00

http://jobs.lovetoknow.com/Examples_of_Job_Description_for_a_Manager

http://www.ehow.com/about_5097975_middle-management-position.html#ixzz1M96uCfuV

http://www.forbes.com/2008/10/28/white-collar-jobs-lead-compensation-cx_mk_1028highpay_slide_2.html



5) director of operations 6) information systems director 7) national sales manager

8) controller 9) finance director 10) information security director

Blue collar workers: Top Paying Blue Collar Jobs in the USA (According to Forbes) 1) elevator installer and repairer 2) locomotive engineers 3) electrical and electronics repairers, powerhouse, substation and relay 4) railroad conductors and yard masters 5) power plant operators

6) ship engineers 7) first-line supervisors / managers of construction trades and extraction workers 8) gas plant operators 9) farm, ranch and other agricultural managers 10) transportation inspectors

Pink Collar Workers: Pink collar positions may include job titles in teaching, nursing and related health occupations, clerical or other administrative positions, or sales and service occupations. Some examples are waitress shop assistant hairdresser florist

nurse/medical assistant secretary receptionist.

____________________________________________________________________________________

P. 49 Organisational change. How do organisations change?

Examples of change in the Win Win Post: merger: Vinjet + Roslagen Line go public/be listed on the stock exchange: Pizza Queen downsizing: Electromax outsourcing: Electromax partnerships: BlinkE streamlining: IceHouse Electronic joint venture/strategic alliance/divestment/spin-offs...

____________________________________________________________________________________

http://www.forbes.com/static_html/msntest4/bluecollar-jobs-occupations-lead-careers-cx_mk_0723jobs_msn_test_slide_2.html?thisSpeed=15000



P. 49 Finish the sentences below to form complete definitions and then give some examples of

each

Acquire If one company acquires another, it buys it. Eg. Tallink acquired Silja Line (2006) Diversify If a company diversifies, it increases its range of goods or products. Eg. Prisma (2008) Divest If a company divests, it sells off some of its assets. Eg. STX Europa (ship builder) sold their Helsinki dock to a Russian company. (2010) Downsize If a company downsizes, it reduces costs by reducing the number of people it employs. Eg. Nokia (2011) Expand If a company expands, it increases its sales or areas of activity. Eg. S-Group expanded by opening the new hardware chain Kodin Terra Globalise If a company globalises or is globalised, it conducts business activities all over the world. Eg. Stockmann (in Russia) Merge If a company merges with another, it joins forces with it. Eg. Metso Power and Wärtsilä merged to become MW-Power Restructure If a company restructures, it changes the way it is organised. Eg. Elqotec Streamline If a company streamlines its operations, it makes them work more simply and effectively. Eg. Finnair

http://www.baltictimes.com/news/articles/15682/

http://www.digipaper.fi/sok-yhtyma/13053/index.php?pgnumb=4

http://www.hs.fi/english/article/WEDNESDAY+Nokia+announces+job+reductions+and+outsourcing+of+7000+employees+worldwide/1135265686076



Takeover If a company takes over another company, it takes control of the other company by buying more than half its shares. Eg. Eckerö Linjen took over Birka line to form Eckerö Group ____________________________________________________________________________________

P. 53 Talking about the economy

Research the meaning of the following: GDP, gross domestic product – kotimainen bruttokansantuote The total value of all the goods and services produced by a country in one year.

GNP gross national product (GNP) – bruttokansantuote The total value of all the goods and services produced by a country in a particular period

including the income from investments in foreign countries. per capita - henkeä kohti, pääluvun mukaan (Latin) for each person.

purchasing power – ostovoima 1) The amount of money that a person or business has available to spend on goods and

services. 2) (economics) The amount of goods and services that a currency can buy at a particular time.

durable – kestävä Likely to last for a long time without breaking or getting weaker. Consumer durables (also durable goods (AmE), durables) - kestokulutushyödykkeet = goods

such as cars, televisions, computers, furniture, etc. that last for a long time after you have bought them.

non-durable – ‘kertakäyttöinen’ something that will not last for a long time Consumer non-durables (also non-durables, non-durable goods, disposables) -

kertakulutushyödykkeet, päivittäistavarat = goods such as food, drinks, newspapers, etc. that only last for a short time and need to be replaced often.

consumer goods – kulutustavara Goods such as food, clothing, etc. bought and used by individual customers.



capital goods – pääomahyödykkeet, investointihyödykkeet Items such as machines, equipment or buildings that are used to produce goods or services.

(Definitions: Oxford Business English Dictionary for learners of English. Oxford University Press.) ____________________________________________________________________________________

P. 53 Expressing economic trends

Add the following idiomatic expressions often used when describing the economy to the diagram below.

____________________________________________________________________________________

P. 54 Highlight all trend expressions in the Finnfacts text and the following press release

PRESS RELEASE 21 April 2008 Nordea Bank AB Economic setback ahead The outlook for the global economy has worsened over the past months. The international credit crisis seems far from over, the housing market is under serious pressure in many countries and global stock markets have experienced the most dramatic downfall since the IT bubble burst in 2000. Against this background, Nordea's economists markedly lower their forecasts of coming years' economic growth in



the publication Economic Outlook. - The US economy has probably already slid into a recession and the consequences will spread to the economies in the rest of the world, including the Nordic countries, says Global Chief Economist in Nordea, Helge J. Pedersen. The main reason for the Danish economic slowdown is still the downturn in the housing market that has adversely affected private consumption growth and residential investment. The Danish economy is also facing challenges caused by the international credit crisis. Higher money market rates have made financial institutions announce rate hikes for certain loan products. The higher lending rates will eventually exacerbate the trend towards lower growth in investment and private consumption. But most importantly, the outlook for softer global growth and the weak US dollar and British pound point to a weak development in Danish exports in the coming years. The Swedish economy started to slow down in 2007 and is expected to slow further this year and in 2009, where growth will be well below the potential level. Exports are well diversified, alleviating some of the negative effects of the US slowdown. Investment has increased sharply, but will now dampen as an effect of subdued demand. Private consumption is seen slowing despite a strong rise in disposable income, boosted by fiscal policy measures in 2009 worth 20bn Swedish kronor. Employment will fall and unemployment pick up next year as an effect of a weaker growth. Inflation has remained high, but is expected to drop as the effect of higher prices of energy and food drops out of the index during H2 2008. This paves the way for the Riksbank to start cutting the repo rate during the autumn reaching 3 per cent in 2009. Finnish economic growth slowed markedly as early as in H2 2007. According to Nordea's earlier estimates, the downturn in the world economy would temporarily slow down growth in Finland, which would mainly ease the bottlenecks caused by robust growth. However, the downswing in export markets will inevitably be reflected in the outlook for the Finnish economy. Nordea expects economic growth to be around 2 per cent on average in 2008 and 2009. So, the downturn still looks set to be relatively mild. Yet, risks have surely increased that the economic downturn in 2008-09 will be more than just a welcome breather. In Norway the rate hike will help curb growth in domestic demand over the next few years. A weaker global growth outlook will also curtail growth going forward, although high oil prices limit the effect on the Norwegian economy. Slow growth means that the policy rate can stay at a stable level of 5.5 per cent despite increased inflation this year. The financial turmoil will lead to a tighter monetary policy



and Norges Bank will seek to stabilise inflation. The persistently high oil prices and higher interest rates in Norway compared to its trading partners will secure a strong currency over the next years although risk appetite among investors is currently declining, leading to a weaker Norwegian krone. ____________________________________________________________________________________

P. 60 Signposts

Which of the following are spoken or written signposts? a) written b) written c) spoken d) written e) spoken f) spoken

g) written / spoken h) spoken i) written j) written / spoken k) spoken l) written / spoken

m) written / spoken n) written o) spoken p) spoken q) spoken r) spoken

____________________________________________________________________________________ ____________________________________________________________________________________



Answers for extra exercises

1. Anna’s blog

1) I was asked to give a presentation in a seminar. 2) Luckily the company has good slides about its operations. 3) I just have to learn the mission of the company by heart. 4) I also need to practise a lot before the presentation. 5) Well, this is good practice for the future for me! ____________________________________________________________________________________

2 b) Understanding overall meaning

English Finnish Definition

annual vuosittainen happening or done once a year

profitability kannattavuus ability to earn a profit

growth kasvu something (eg. revenue or sales) is getting bigger/growing

net sales liikevaihto gross sales minus taxes (VAT) and discounts

operating profit liikevoitto company’s earning before interest and taxes

margin kate net sales minus cost of sales (variable costs)

earning tulos, ansio company’s revenues minus all expenses over a given period of time, for individual person also called income

share osake one unit of ownership in limited company

dividend osinko payment given to company’s shareholders out of company’s retained earnings

breakdown erittely eg. expenditure broken down into fixed and variable costs

key figures tunnusluvut measurement tool for company’s profitability, capital structure and indebtedness, and liquidity

associated company tytäryhtiö a company which is partly owned by another company (called parent company)



____________________________________________________________________________________

3 a) Complete the following gaps with the correct company or product name

Vinjet acquires Roslagen Line Vinjet gains stronger edge in Baltic cruise market Electromax to cut 750 jobs Apex Capital reduces stake in Pizza Queen Electromax to close Oulunsalo factory eFinn plans to launch new minEpod IceHouse Electronics to rationalise its distribution chain and retail operations BlinkE to expand pan-European operations MK takes over as CEO of Win Win Com ____________________________________________________________________________________

3 b) Find the words below in the text in English

Verbs

ennustaa

laajentaa

lanseerata

listautua pörssiin

ostaa

rahoittaa

saada aikaan, tuottaa

tehostaa

työllistää

vahvistaa

vähentää

ottaa haltuun

forecast

expand

launch

go public

acquire

fund

generate

rationalise

employ

strengthen

reduce

take over



erottua stand out

Describing words

edullinen

ehdotettu

ennätyksellinen

laaja

merkittävä

pitkäaikainen

pitkään odotettu

todennäköinen

uudenlainen, omaperäinen

vuosittainen

yhdistetty

yleiseurooppalainen

low-cost

proposed

record

vast

significant

long-term

long-awaited

likely

innovative

annual

combined

pan-European

Nouns

fuusio

jakeluketju

kilpailija

kilpailuetu

kodinkone

kulut

osake

merger

distribution chain

competitor

competitive edge

appliance

costs

share



osuus

pörssi

toiminta

tuotanto

tuottavuus, kannattavuus

työmarkkinat

vähittäismyynti

stake

stock exchange

operation

production

profitability

labour market

retail sales

___________________________________________________________________________________

3 c) Reading for detail and summarising (headlines)

Suggested headlines (p. 45) LEAD STORY Oil prices expected to peak Nordic Airways to increase fuel surcharge Country X agrees recovery plan International company news in brief Global motors announces restructuring plan Glownow shares up 8 per cent Glownow posts better profit GLOBAL ECONOMY Upturn for the dollar (is a headline in itself) Dollar shows signs of recovery Gold prices soar (is a headline in itself) Rising prices create consumer gold rush Gold demand accelerates INTERNATIONAL TRADE Call for clearer wood certification Raw materials from Russia blocked at customs Customs blocks Russian imports Aviapolis hub opens



TECH BUSINESS HeyHo expects sharp advertising revenue increase Heyho expects increase in revenue Doors champions future vision LEGAL ISSUES JT indicted Aikon settles dispute (with Qualchip) Aikon and Qualchip settle dispute ____________________________________________________________________________________

3 d) Fill in the missing verb in the headlines below

a) acquires b) gains c) cut d) close/shut down e) reduces

f) remains g) expand h) takes over i) launch j) rationalise

____________________________________________________________________________________

3 e) Quick trends

a) grow b) increase c) increase

d) increase e) peak f) Upturn

____________________________________________________________________________________

4. a) Connect the Finnish and the English term:

1. c 2. e 3. g

4. h 5. a 6. d

7. b 8. f

____________________________________________________________________________________



4 b) Puzzle

____________________________________________________________________________________

1. avoin yhtiö general partnership 2. oyj public limited

company 3. osuuskunta cooperative 4. monialayritys conglomerate 5. kommandiittiyhtiö limited partnership 6. toiminimi sole trader 7. konserni group 8. osakeyhtiö private limited

company



5. Translate the Estanc Organisation chart

____________________________________________________________________________________



6. a) Match the term with the correct definition

A. 14 B. 1 C. 3 D. 2 E. 5

F. 9 G. 11 H. 13 I. 6 J. 8

K. 7 L. 10 M. 4 N. 12

____________________________________________________________________________________

7. a) Vocabulary

1) balance figure saldoluku 2) carry out toteuttaa 3) Confederation 4) of Finnish Industries

Elinkeinoelämän keskusliitto EK

5) employ työllistää 6) forecast ennustaa 7) increase lisääntyä, kasvaa 8) input tuotantopanos, panos 9) major turn merkittävä käänne

10) moderate maltillinen 11) output tuotanto, tuotantomäärä 12) peak huippu 13) prediction ennuste 14) prospects näkymä, tulevaisuuden

toiveet 15) respondent vastaaja 16) stable vakaa 17) survey haastattelututkimus 18) trend trendi, suuntaus

___________________________________________________________________________________

7. c) Reading and summarizing ‘Gentle fall from peak continues’

Suggested answers

1) Service sector continued its steady growth which is also expected to continue in the near future. 2) The growth for industry was not as good as was expected but things are expected to improve in the near future. 3) The growth in construction decreased and most of the respondents expect the situation to remain the same. ____________________________________________________________________________________



8. Reading comprehension for EK article ‘Economic setback ahead’

a) What has happened to the outlook for the global economy over the past months? It has worsened.

b) Is the international credit crisis over? No it seems far from over.

c) What have global stock markets experienced? The most dramatic downfall since the IT bubble burst in 2000.

d) What have Nordea's economists done to their forecasts of coming years' economic growth? They have markedly lowered their forecasts. They have dramatically lowered their forecasts.

e) What is the main reason for the Danish economic slowdown? The downturn in the housing market that has adversely affected private consumption growth and residential investment.

f) What other challenges is the Danish economy facing? The challenges caused by the international credit crisis.

g) Why have financial institutions announced increases in rates for certain loan products? Because of higher money market rates.

h) What will be the eventual effect of higher lending rates? They will eventually worsen the trend towards lower growth in investment and private consumption.

i) Why will there be a weak development in Danish exports in the coming years? Because of softer global growth and the weak US dollar and British pound.

j) How has the Swedish economy managed to alleviate some of the negative effects of the US slowdown? Because its exports are well diversified.

k) Why will the sharp increase in investment be reduced? Because demand has become subdued. Because of weaker demand.



l) Why is it surprising that private consumption will slow?

Because there has been a strong rise in disposable income

m) What will happen to employment and unemployment in Sweden? Employment will fall and unemployment will pick up / increase.

n) Why is inflation expected to drop? Because the effect of higher prices of energy and food will drop out of the index during H2 2008.

o) When did Finnish economic growth slow? As early as in H2 2007.

p) What had caused the bottlenecks in Finland’s economy? Robust growth.

q) How will the downswing in export markets be reflected in the outlook for the Finnish economy? Quite mildly.

r) How will the increase in the rate affect the Norwegian economy? It will help curb growth in domestic demand over the next few years.

s) How is the effect on the Norwegian economy limited? Because of high oil prices

t) What will Norges Bank do? It will seek to stabilise inflation.

u) How will the Norwegian economy remain strong over the next years? Because oil prices will stay high and Norway will have higher interest rates compared to its trading partners.

____________________________________________________________________________________ ____________________________________________________________________________________

1 1_4_TIPS_FOR_TEACHER

Back to the first page

1.4 Tips for teacher

This is one of the central units of the book. Some teachers may prefer to start their courses with this unit. The unit contains several themes: business vocabulary types of businesses and organisations organisation of a company organisational change economic vocabulary

discussing economic trends discussing the business news trend expressions presentation skills presentation visuals

The texts used for these themes have been designed to replicate the type of texts a student will see in a working day. Some are real and some are fictitious. Students can practise reading for gist, reading intensively or summarising main points.

Aims

To introduce essential, more complex business vocabulary and terms than in unit 1.1: types of companies, their operations/functions/structure, economic and trend expressions, business news and organisational change, US and UK differences (e.g. positions in a company)

To encourage students to scan and skim business news in English in newspapers and on internet pages, being able to recognise, understand and use keywords.

To familiarise students with concise business writing and good sentence structure. To encourage students to give English – English definitions for essential terms. To encourage students to use business vocabulary in context by giving a basic company

presentation. To build on presentation skills by encouraging students to deliver a well-structured, audience-

centred company presentation. To introduce the students to creating good, supporting visuals and using balanced bullet points in

their presentations.

Other resources in the book

If you are starting your course with this unit, you might like to look at the vocabulary lists on pages 20, 21 and 22. Please also see the teacher tips for that unit for ideas how to use these.



Language notes

recession – depression A recession is a temporary decline in economic performance and can last from about 6 - 18

months. However a depression is more severe and more prolonged - such as the Great Depression of the 1930s.

economic – economical When talking about the economy, the correct adjective is economic. Economic data etc.

Finnish students often use “economical” which means thrifty, being careful with money.

to inform – to give information about something, to tell someone about particular facts The manager informed us about the new schedule. Why wasn’t I informed about this? I was not informed of the new date. information always singular and never with an “s” For plural

lots of information pieces of information

find/gather/get/obtain information divulge/give/provide information additional background information further information accurate/detailed/factual information relevant/useful/vital information a bit/piece of information a source of information too much information information overload information retrieval information technology IT – using

computers or electronic equipment to store and send information

Prepositions information on/about/ regarding/relating to something

informative – providing a lot of useful information

informational – containing information informed – having a lot of information or

knowledge about something well-informed informer – a person who gives information

in secret informant – someone who gives

information to another person or organisation

info – informal form and common in texts or informal emails

being used in forming new words for example: o infotainment – the reporting of

news and facts in an entertaining way

o infographic – graphic visual representation of information, data (see slides and visuals later in this unit)



o infomercial - (US) an unusually long television advertisement which

contains a lot of information and may seem like a normal programme

Organisation with an “s” in this text (and the book) – in the US commonly with a “z”. to practise In this book the verb is spelled with an “s” and practice the noun with a “c”. The Americans will use

either. The verb is the one that adds "ING" to make “practising” which looks more natural with an S before it than with a C.

Useful links

Business news http://www.bbc.co.uk/news/business/ http://www.yle.fi/uutiset/news/ http://www.kauppalehti.fi/en/home/ News about Finland http://paper.li/finland www.ek.fi/www/en/economy_trade/business_tendency_surveys.php www.ek.fi/www/en/about_us/index.php Online dictionaries English-English http://www.businessdictionary.com/ http://www.economist.com/research/Economics/ http://www.economics-dictionary.com/ http://www.investorwords.com ____________________________________________________________________________________

See Extras for more material and exercises.

See the DVD for more material.

See slides for more material.

____________________________________________________________________________________ ____________________________________________________________________________________

http://www.bbc.co.uk/news/business/

http://www.yle.fi/uutiset/news/

http://www.kauppalehti.fi/en/home/

http://paper.li/finland

http://www.ek.fi/www/en/economy_trade/business_tendency_surveys.php

http://www.ek.fi/www/en/about_us/index.php

http://www.businessdictionary.com/

http://www.economist.com/research/Economics/

http://www.economics-dictionary.com/

http://www.investorwords.com/



Contents of unit

P. 42 Introduction

The title of this unit points to the text giving information – particular facts about business and companies and to students giving information in a presentation. See language tips. Let’s get down to business A phrase commonly used at the start of meetings to indicate the move from chit chat or

conversation to actually discussing serious business. The previous 3 units in this book have covered skills more than business vocabulary. Unit 1.3 discussed meetings and so the opening phrase indicates this change in focus and a

start. Let’s get down to it - commonly used to mean Let’s start packed with = completely full of - packing a suitcase, jam packed The Win Win Post is packed with business vocabulary – completely full of business

vocabulary in a small space The original text was written in spring – summer 2008 before the world had really entered economic slowdown. Fannie Mae and Freddie Mac in the US were experiencing difficulties and the world economy was talking about a “Credit Crunch”. By December 2008, the term economic recession was being used. bounce back – to be healthy again, especially after an illness. If an economy bounces back – it returns to good condition again after a recession. This

points to using trend expressions which are also dealt with in this unit. ___________________________________________________________________________________

P. 42 Anna’s blog

Ask students to write a blog post about How I feel about giving a presentation A company presentation I have seen slick professional slides - cleverly designed, glossy, chic, professional, sophisticated You can come back to this in the discussion of slides and visuals if you are covering

presentations now. If you are not, ask students what “slick” presentations they have seen. You can look for some examples in http://www.slideshare.net/ or http://prezi.com

http://www.slideshare.net/

http://prezi.com/



to practise In this book the verb is spelled with an “s” and practice the noun with a “c”. The Americans

will use either. The verb is the one that adds "ING" to make “practising” which looks more natural with an S before it than with a C.

Giving this presentation is known as a “baptism by fire” as Anna has got to do something quite tough quite early on in her work for Win Win Com. Ask students when/if they have done something which they could call a “baptism by fire”.

____________________________________________________________________________________

P. 43 Case Alma Media

Alma Media is a key case company in the book and appears in several units. If students have not seen unit 1.1 you can take a look at Nina Hedberg’s profile on page 43. The “Year 2007 in a minute” is taken from Alma Media’s Annual Report 2007. It shows a real example of a business text and introduces students to some key terms in

context. Students can update the text and figures appropriately or find similar real examples. The teacher can discuss the types of charts seen in this short example. Bar chart Pie chart

Table (with figures)

For more charts see http://www.graphscharts.com/

This type of basic company information is useful if you have to give a short company presentation. to specialise note spelling ‘specialize’ on this page

____________________________________________________________________________________

http://www.graphscharts.com/



Pp. 44-45 The Win Win Post

The Win Win Post introduces the students to a lot of essential business vocabulary in context.

P. 44 – Business Finland: Reading Comprehension – reading for gist Ask quick questions about each piece of news to check understanding. Which company has acquired another shipping line? Why has Vinjet gained a stronger edge in the Baltic cruise market? What is Electromax planning to do? Which company has a new Chief Executive? Which company is going to launch a new product? Which company is expanding its operations across Europe? Which company is reducing its stake in Pizza Queen? Talking about the future What are IceHouse Electronics/ApexCapital/eFinn/BlinkE/Electromax planning to do?

To...

Discussion – put the words in practice Ask students to work in small groups and to use the words in the table as prompts for discussion. Start by saying something where they use one of the words in the table, and that’s the starting point for a conversation. Encourage them to really engage themselves in the conversation (active listening, asking questions, giving opinions) and not worry too much if they get sidetracked – as long as they speak English and try to keep the topic on business!

Real life practice Ask students to check business sections in different internet newspapers in English and report back to their colleagues on current hot topics. This can also be done as a homework exercise and reviewed at the beginning of the next lesson by letting students share what they found with the rest of the class. Useful links http://www.kauppalehti.fi/en/home/

____________________________________________________________________________________

http://www.kauppalehti.fi/en/home/



P. 46 Companies and organisations in a minute

This is a more traditional type of text introducing vocabulary not seen in the unit so far. It explains these terms while also introducing students to types of companies and organisations.

____________________________________________________________________________________

P. 47 Case S Group

Ask students to give the key points of the case. Compare the case text with the latest Internet site. Have there been any changes? Students can see what type of basic information is given here as the basis of a company

presentation (for exercise page 55). The S Group in figures can be downloaded from the website:

http://sok.fi/valtakunnallinen_en/sryhma_artikkeli?nodeid=Sryhma_raportit_0000__s_ska_basicarticle2_00901.xml&aid=Sryhma_raportit_0000__s_ska_basicarticle2_00901.xml&exp=true

____________________________________________________________________________________

P. 48 Organisation of the company

The HR department is missing in the diagram in the book. See the slides for the correct diagram. The students need it when working on the exercise ‘Formal lines of authority’. Ask students to google “matrix organisation” and related images. Discuss also the terms flat organisational structure, lean organisation. See also Estanc organisation -case company on page 121.

____________________________________________________________________________________

P. 48 Who’s who in a company?

White-collar worker a salaried professional or an educated worker who performs semi-professional office,

administrative, and sales coordination tasks. (http://en.wikipedia.org/wiki/White-collar_worker)






The term originates from the days when employees who wore a white shirt and tie formed a middle-class.

Blue-collar worker a member of the working class who typically performs manual labour and earns an hourly

wage. The term originates from when factory workers wore blue overalls. Blue-collar workers are distinguished from those in the service sector and from white-collar

workers, whose jobs are not considered manual labor. (http://en.wikipedia.org/wiki/Blue-collar_workers)

Pink-collar worker employed in a job that is traditionally considered to be women's work.

(http://en.wikipedia.org/wiki/Pink-collar_worker)

knowledge worker vs manual worker (Peter Drucker in 1969) http://www.businessdictionary.com/definition/knowledge-worker.html

____________________________________________________________________________________

P. 49 Interest groups

The diagram is a stakeholder map. See http://www.businessdictionary.com/definition/stakeholder.html for

definition of stakeholder. Who are the stakeholders or interest groups of the company examples you have discussed in class? Use local companies. Compare the stakeholders with larger companies.

The difference between shareholder thinking and stakeholder thinking can be discussed here. For instance students can search the net for stakeholder thinking.

____________________________________________________________________________________

P. 49 Organisational change

See page 44 and discuss the examples of change. Use online/media material to discuss recent examples. Go local or global depending on your students.

http://www.businessdictionary.com/definition/knowledge-worker.html

http://www.businessdictionary.com/definition/stakeholder.html



Alternatively, give the names of some companies from recent well known examples on the board/screen. Ask students to use a verb to say what has happened to them. See also headline style page 50 some examples from spring 2011

o Bonnier acquires WSOY (present tense is headline style) o Rovio is rapidly expanding its activities in broadcast media, merchandising,

publishing and services. o Finland’s Cleantech business growing/expanding (to China, India).

____________________________________________________________________________________

P. 50 Reading, reporting and presenting the business news in English

Look at current business news. Look at headlines of the day on the links below to find examples of each of news items. This will also encourage students to read the business news in English. In scanning the

pages, they will see vocabulary in context. Students can also write and create some fun examples of their own.

http://www.bbc.co.uk/news/business/ http://www.yle.fi/uutiset/news/

If you or students have Twitter accounts, you can check the recent tweets or what news is trending. Tweets are updates in 160 characters. Without a Twitter account, you can still read trending tweets from Twitter’s homepage.

http://twitter.com/, e.g. https://twitter.com/#/FT With a Twitter account you can create your own daily/weekly newspaper. http://paper.li/

o See for example: http://paper.li/finland ____________________________________________________________________________________

P. 51 Presentation skills 2 Presenting company facts

Use this to reinforce vocabulary. As a formal exercise, students can prepare this for homework. As an informal exercise, use examples of companies given in class or companies students work for and do it as a filler or warmer exercise.

The Win Win Deal reality show

http://www.bbc.co.uk/news/business/

http://www.yle.fi/uutiset/news/

http://twitter.com/

https://twitter.com/#/FT

http://paper.li/



Teachers can adapt this to fit the class. The idea is loosely based on ‘The Apprentice’ television show known as ‘Diili’ in Finland.

Pitching a business idea comes in 1.5 – but if it fits the class here, do it now and refer to page 69.

____________________________________________________________________________________

P. 52 EK business trend survey

Activity with students: How have things changed since 2008 when the articles in the book were originally written? Or have they changed? What predictions can you make about the future of the service sector, industry and

construction in Finland/globally?

www.ek.fi/www/en/economy_trade/business_tendency_surveys.php www.ek.fi/www/en/about_us/index.php

____________________________________________________________________________________

P. 53 Expressing economic trends

Group work/discussion ideas: The Great Depression The baby boom The bursting of the dot com bubble Black Monday The global economic recession of 2008 –

____________________________________________________________________________________

P. 54 Highlight all trend expression in the Finnfacts text and the following press release

Students have already seen a lot of trend expressions in this unit and should be able to identify some of them in this quite complex economic press release. Understanding some key terms is more important than understanding every single word at this stage. Find current links by searching with keywords ‘current economic trends/climate’.

http://www.ek.fi/www/en/economy_trade/business_tendency_surveys.php

http://www.ek.fi/www/en/about_us/index.php



____________________________________________________________________________________

P. 55 Presentation skills 3 Giving a company presentation

Adapt this to your students/class as appropriate.

Listen and watch the company presentation by David Stoneham from Nokia on the DVD. While students watch ask them to Listen for presentation phrases: introduction, road map, signposting, conclusion Look at how the speaker shows visuals. Look at and comment on after the presentation:

delivery: non-verbals, style, voice, intonation, gestures etc.

In class – discuss What makes a good presentation?

make notes in groups and present your findings to others Do this exercise before reading pp. 55-62 and complete findings after reading. Make your own company presentation basics opening, signposting etc. present to class/group/your pair Let students find the companies to present.

____________________________________________________________________________________

P. 55 Using a win-win approach to giving presentations

The main point or idea behind the win-win approach is to show the student that the most important thing they need to remember when giving a presentation is the audience. You may prefer to drop the term “win-win approach” in favour of “audience-centred presentation”. Presenters often focus far too much on their own performance rather than what the audience will get from the presentation for instance.



Encourage students to give a presentation on a topic they know or are interested in so that they can concentrate on their delivery and really giving the audience something instead of focusing on getting the facts straight.

____________________________________________________________________________________

P. 61 What is wrong with the list of bullet points in the presentation slide below?

The list is not balanced as each point should carry on and complete the phrase “To save costs …” and be grammatically correct.

The correct version of this is on page 62. The list follows and finishes the verb should (“the company”)

Another example of a non-balanced list Visuals do not distract from the speaker support the message increase audience attention

As a balanced or parallel list this would become: Visuals support the speaker add to the message increase audience attention

Please stress that this only applies to slides if bullets have to be used and cannot be avoided. Try to encourage a breakaway from bullet points in slides. Stress that balanced lists are also important in business writing such as in writing reports when bulleted or numbered points break the text up for the reader.

____________________________________________________________________________________

P. 62 Write balanced bullets or headline style points for your presentation in the slides below

This can be done in class. Write some example imaginary bullet points about news items, the companies presented in the unit or the Win Win Post for instance. You can give the starter phrase and ask students to complete bullet points:



Electromax plans to • cut 750 jobs • close Oulunsalo factory • save €14 million in costs • move production to low-cost countries

Heyho Inc expects to • increase online advertising revenues • grow dramatically over next 3 years • become industry leader

A sole trader is someone who • sets up a business of his/her own • bears the risks of the business alone • enjoys the profits of the business alone

____________________________________________________________________________________ ____________________________________________________________________________________

Edita Publishing Oy Asiakaspalvelu:

PL 780, 00043 EDITA puhelin 02 450 05, faksi 020 450 2380

[email protected] www.edita.fi/netmarket

SÄHKÖISEN AINEISTON KÄYTTÖOIKEUKSIEN EHDOT Nämä ehdot koskevat Edita Publishing Oy:n verkossa (esim. Oppinet ja Netmarket) jaettavia sähköisiä aineistoja. Sähköisten aineistojen käyttöoikeus on tilaaja- ja tuotekohtainen. Aineisto on tarkoitettu vain tilaajan hyödynnettäväksi. Käyttöoikeuden lainaaminen, siirtäminen ja jakaminen eteenpäin on tekijänoikeuslain nojalla kielletty. Tilaajalla on oikeus käyttää hankkimaansa sähköistä aineistoa omalta työasemaltaan tai tulostaa omaan käyttöön aineistoa paperille. Oppilaitoslisenssillä hankitun aineiston voi jakaa oppilaitoksen sisällä lisenssin voimassaolon ajan, esimerkiksi laitoksen suojatussa ja rajatussa intranetissä. Sähköisen materiaalin muuttaminen on kiellettyä paitsi opettajan oppaiden osalta, joiden materiaalia voi tarvittaessa muokata oppimis- ja opetustarkoituksessa. Aineistoa saa käyttää muun julkaisuaineiston yhteydessä vain normaalin sitaattioikeuden puitteissa. Aineiston tulostaminen muuhun kuin tilaajan omaan käyttöön on kiellettyä tekijänoikeuslain nojalla. Edita Publishing Oy pidättää kaikki oikeudet sähköisen aineiston sisältöihin ja varaa oikeuden niitä koskeviin muutoksiin. Aineiston ja sen osien jakelu sähköisiä tiedostoja kopioimalla tai levittämällä, jäljentäminen ilman tekijän kirjallista lupaa painamalla, monistamalla, äänittämällä tai muulla tavoin on tekijänoikeuslain mukaisesti kielletty. Kopiosto ry:n tarkastajilla on oikeus tarkistaa, miten tämän tuotteen käyttö on järjestetty asiakkaiden hallinnassa olevissa tietokoneissa ja tietoverkoissa. .

1 2_1_EXTRAS


2.1 Extras

Contents

1. The EU in a minute ........................................................................................................................... 2

a) Make notes on the following: ......................................................................................................... 2

b) Discuss the EU in pairs or give mini-presentations. ........................................................................ 2

c) Write full sentences on the EU based on your notes. ..................................................................... 2

2. EU Parliament and Decision Making ................................................................................................ 3

a) Read the text below. ................................................................................................................. 3

b) Make a slideshow ...................................................................................................................... 5

c) Summarise the text in 200-250 words ......................................................................................... 5

d) Describe in class the Finnish elections and government negotiations of spring 2011 ............. 5

3. EU abbreviations – What do the following stand for? ..................................................................... 6

4. Globalisation in brief ........................................................................................................................ 7

a) Summarising .................................................................................................................................... 7

b) Advantages and disadvantages of globalisation ............................................................................. 7

c) Explaining figures and charts ........................................................................................................... 7

5. Written messages in international trade ......................................................................................... 8

6. Packing list for email on p. 126 ........................................................................................................ 9

7. Methods of payment in internet trade – case SJR ......................................................................... 10

2 2_1_EXTRAS


1. The EU in a minute

Read and research the EU. See the DVD and/or read the text on exercise 2.

a) Make notes on the following:

Members Origins Institutions Schengen Single market Euro

b) Discuss the EU in pairs or give mini-presentations.

c) Write full sentences on the EU based on your notes.

3 2_1_EXTRAS


2. EU Parliament and Decision Making

a) Read the text below.

Decision Making in Finland and the European Union The main organ of government in Finland is Parliament, which enacts laws, decides the national

budget, processes international treaties, selects the Prime Minister and supervises the activities of the government. Parliament also has a major role in decision making in matters related to the EU.

The decision making system is much more complicated in the EU. There is also a special challenge in uniting national and international levels of government. Work in Parliament

Finnish laws are enacted in the plenary session of Parliament. Before the plenary session, drafts of the proposed law are prepared by the government, but a Member of Parliament (MP) can also propose a bill. Processing the national budget is important in Parliament. Parliament supervises the activities of government and public administration politically as well as judicially. Political supervision means that the government needs to have the majority vote of Parliament.

A bill is always processed in two readings. A majority of amendments and new laws are enacted from bills prepared by the government.

Parliament decides Finnish stand on EU-related matters which fall under Parliament's jurisdiction because of their content. Members of Parliament also work in international organisations and participate in co-operation between parliaments. Preliminary Debate, Committees, Plenary Session and the President

Processing a bill starts from the preliminary debate, from which bills are sent to a committee. After being processed by the committee, the bill is returned to the plenary session. The Committee has usually made some changes to the bill. In the first reading, content of the law is decided, in the second Parliament decides whether the bill should be ratified or not. Decisions are usually based on majority vote, but in constitutional matters decisions are based on stipulated majority. After that the so called Parliament's answer is sent to the President for ratification.

The documents and information on their processing handled in Parliament are public records which can be accessed through Parliament's website. Parliament and Budget

Parliament decides during the autumn the state revenues and expenditure for the following year. The budget is prepared in the committees, of which the Finance Committee has a central role. The whole Parliament decides upon the committee's proposal and the amendments suggested by the MPs.

4 2_1_EXTRAS


Supervising the Government

The government must have the confidence of Parliament. For supervision Parliament receives all necessary information regarding the activities of the government and its authorities. Parliament processes many reports concerning the activities of various governmental bodies.

MPs can present written and oral questions to a minister. At least 20 MPs are needed to interpolate the government's policies or the activities of a minister, after which the government's confidence is voted on. Parliament can decide to press charges if a minister is thought to have acted unlawfully in official affairs. Position and Functions of the President

The Finnish President has functions in legislation, regulation and appointment. The focus of supreme executive power is more clearly in the hands of the Council of State. This has been greatly influenced by EU membership.

After the elections or after the government resigns the President announces the name of the candidate for Prime Minister to Parliament. The candidate is selected in co-operation with the parliamentary factions. Parliament selects the Prime Minister, whom the President appoints. The President appoints other ministers according to the Prime Minister's suggestions. Prime Minister and other ministers form the Council of State, which is usually called government. The President adjudicates in the Council of State by the introduction of the minister, whose sphere of authority the matter is.

The President leads Finnish foreign policy in co-operation with the Council of State. Parliament adopts international commitments and decides on their termination. President decides war and peace with the assent of Parliament. The President can, on the basis of the Prime Minister's initiative and after hearing the parliamentary factions, order the holding of unscheduled parliamentary elections. Functions of Parliament in Decision Making Regarding EU

The Council of State prepares on the national level the decisions to be made in the EU and takes care of necessary actions when parliamentary approval is not needed. Parliament decides the Finnish stand on matters processed in the EU, when their content falls under Parliament's jurisdiction. Parliament's special committees issue a statement on matters relating to the EU. After that Parliament's stand is decided in the Grand Committee and in the Foreign Affairs Committee in matters relating to foreign and security policy.

The Grand Committee is Parliament's committee in matters relating to the EU. It provides parliamentary supervision in EU decision making. Special committees issue statements to the Grand Committee in their own fields. The Grand Committee decides matters based on the proposals from the EU, position of the Council of State and statements of the special committees.

5 2_1_EXTRAS


The stand given by the Grand Committee is a political guideline for the Finnish representatives. Before each meeting of the Council of the European Union the minister representing Finland will explain the subjects of the meeting and the Finnish stand in the Grand Committee. Decision Making in European Union

There are three main forces involved in the decision making process in the EU. The European Commission has a representative from each member state, whose goal is to advocate the benefit for the whole Union. The European Parliament is selected via direct elections. Ministers representing their own sphere of authority meet in the Council of the European Union. In practice it therefore meets with a different line-up depending on the matters under discussion.

The procedure of the EU decision making is set in the treaties of the EU. Bills should always be based on some article in a treaty. This is called the judicial basis of the bill. The judicial basis governs which legislative process is used in the matter. Main procedures are consultation procedure, assent procedure and codecision procedure.

Codecision procedure is currently used the most. In this procedure Parliament and Council use the legislative power. If Council and Parliament cannot reach an agreement, the bill is forwarded to a Conciliation Committee, in which Council and Parliament have representatives in equal numbers. When the Committee has reached an agreement, the bill is handed back to Parliament and Council for ratification.

In the assent procedure, Council must have the assent of the European Parliament before certain important decisions. Parliament must either adopt or reject such proposals. In the consultation procedure the Council of European Union consults the Parliament, the European Economic and Social Committee and the Committee of the Regions.

The European Council, i.e. the meeting of the heads of state, is usually the most publicly visible meeting. In this Euro summit the Prime Ministers deal with wider matters relating to the EU.

b) Make a slideshow

Make a short slideshow to accompany a presentation on this topic by a speaker.

c) Summarise the text in 200-250 words

d) Describe in class the Finnish elections and government negotiations of spring 2011

6 2_1_EXTRAS


3. EU abbreviations – What do the following stand for?

EC

ECA

ECB

ECOS

ECU

EDA

EDF

EEA

EEA

EESC

EFTA

EIB

EICs

EIF

EMI

EMS

EMU

EP

EPA

ERDF

ERM

ESCB

ESF

EURES

7 2_1_EXTRAS


4. Globalisation in brief

a) Summarising

Summarise the main points of the text in your own words in 200-250 words

b) Advantages and disadvantages of globalisation

Discuss in class what are the advantages and disadvantages of globalisation. Use the text on p. 105-106 to create a list of points.

c) Explaining figures and charts

Find updated trade figures and/or charts from WTO and write a few sentences about each figure using your own notes on pages 53 and 308. www.wto.org.

http://www.wto.org/

8 2_1_EXTRAS


5. Written messages in international trade

Exercises coming soon!

9 2_1_EXTRAS


6. Packing list for email on p. 126

10 2_1_EXTRAS


7. Methods of payment in internet trade – case SJR

Extra reading for p. 120

The methods of payment available with the company can be a crucial factor in how likely a potential customer will make an order. Even though the service itself might be what the customer is looking for in terms of properties and price, getting an order is not necessarily guaranteed if the methods of payment available are too limited or complicated. This factor alone might actually drive the customer to use a rival company. Homepage-SJR supports almost all of the common methods of payment in Finland such as secure bank payments through internet browser, major credit cards, paper invoices and invoices in digital format via email.

The e-invoice is gradually becoming more common, and with it the customers see their new invoices on their web-banking page when they log into their secure account with their own bank. Most customers however still prefer to receive their invoices on paper by mail but Homepage-SJR can also send them in a digital format via email from which a paper copy can always be printed if necessary. As long as the contact email is kept up to date, invoices are delivered to the right person on time despite any potential problems with snail mail or change of street address. This is one of the reasons why sending invoices by email has increased its popularity with the customer base in the Homepage-SJR.

See also the company website in www.sjrhost.fi.

http://www.sjrhost.fi/

1 2_1_VOCABULARY


2.1 Vocabulary

Contents Page 103 The Win Win Post ................................................................................................................ 2

Pages 105-106 Globalisation in brief................................................................................................... 5

Page 110 Communication in international trade between buyer and seller ...................................... 8

Page 114 Routine email inquiries and replies to inquiries .................................................................. 9

Page 116 Email communication for orders, quotations and follow-up ............................................ 10

Page 118 Requesting payment .......................................................................................................... 11

2 2_1_VOCABULARY



achieve saavuttaa

adjustment sopeutuminen

adverse epäedullinen, vahingollinen

agreement sopimus

agricultural maatalouden-

aim at tavoitella jtk

alliance liittoutuminen

application soveltaminen

arms aseet

assist auttaa, avustaa

barrel tynnyri

bi-lateral kahdenvälinen

bloc ryhmittymä

by degrees asteittain

call on vaatia, vedota

claim väittää

clearance tullaus

concession myönnytys, alennus

consequence seuraamus, seuraus

consolidate lujittaa

contemplate harkita, miettiä

continue jatkua

continuous jatkuva

contribution avustus

crude oil raakaöljy

curb hillitä

customs policy tullin toimintatapa

deal sopimus

decrease vähentää

dispute kiista

dispute riita

donate lahjoittaa

draft luonnostella

effective tehokas

effort pyrkimys

embargo saarto

encompass käsittää, kattaa

encourage rohkaista

export duty vientitulli

expression ilmaus

foreign trade ulkomaankauppa

free trade vapaakauppa

freight rahti, kuljetus

fuel surcharges polttoainelisä

3 2_1_VOCABULARY


haulage kuljetus

import tuonti, tuoda maahan

impose pakottaa käyttämään

improve kohentaa

in conflict with ristiriidassa jnk kanssa

increase nostaa

leverage vaikutuskeino

liberalise vapauttaa

lift poistaa

means keinot

measure toimenpide

multilateral monenkeskinen

negotiation neuvottelu

pact sopimus

polluting saastuttava

poverty reduction köyhyyden vähentäminen


promote edistää

protectionism suojatullijärjestelmä

quota kiintiö

raw timber raakapuu

reform uudistus

regime hallinto, hallitusjärjestelmä

regional alueellinen

resource-intensive paljon resursseja tarvitseva

retailer vähittäiskauppias

round of talks neuvottelukierros

sanction pakote, painostus

smash hajottaa

state valtio

stir tension kiristää paineita

stranded juuttunut

subsidy tuki

take effect astua voimaan

take off päästä vauhtiin

talks neuvottelut

tariff maksu

terminate lopettaa

threaten uhata

timber puutavara

toughen koventaa

trade kauppa

trading kaupankäynti

under threat uhattuna

unpredictable ennalta arvaamaton

unprofitable kannattamaton

4 2_1_VOCABULARY


upcoming tuleva

urge kehottaa

vessel alus

willing halukas

WTO, World Trade Organization

maailman kauppajärjestö

5 2_1_VOCABULARY


Pages 105-106 Globalisation in brief

accelerate kiihtyä

account for vastata

accounting laskentatoimi

acquire hankkia, ostaa

activity toiminta

advanced uudenaikainen

advantage etu, hyöty

affordable edullinen

agricultural maatalous-

awareness tietoisuus

barrier este

belong to kuulua jhnk

blame for syyttää jstk

boom noususuunta

border raja

century vuosisata

climate change ilmastonmuutos


conduct hoitaa

consequence seuraamus

continent manner

continue jatkaa

corporation yritys

create saada aikaan

damage tuho

decrease vähentyä

demand kysyntä

depend on olla riippuvainen jstk

deregulation sääntelyn poistaminen

distant kaukainen

economics liiketalous

eliminate poistaa

energy-efficient energiatehokas

enormous valtava

enterprise yritys

essential tärkeä

establish perustaa

event tapahtuma

exercise toteuttaa

exist olla olemassa

expand laajentaa

exploit hyödyntää

explosion räjähdysmäinen kasvu

failure epäonnistuminen

6 2_1_VOCABULARY


finance rahoitus

financial transaction rahaliikenne

foreign direct

investments suorat ulkomaiset investoinnit

government hallitus

gross domestic

product bruttokansantuote

growth kasvu

however kuitenkin

impact vaikutus

in brief lyhyesti

increase lisätä, kasvu

inequality epätasa-arvo

instability epävakaisuus

instant messaging pikaviestintä

interdependence riippuvuussuhde

investor sijoittaja

labour työvoima

lecturer luennoitsija

legal lakimääräinen

limited rajoitettu

loss häviäminen

manufacture valmistaa

market force markkinavoima

movement liike

natural disaster luonnon mullistus

operation toiminta

otherwise muutoin

previous edeltävä

process prosessi

product tuote

promote edistää

protect suojella

provide toimittaa

quantity määrä

recent years viime vuodet

reconsider harkita uudelleen

recover voimistua

reduce vähentää

regard as pitää jnk

regulatory sääntely

represent kuvastaa

result seuraus

reverse kääntyä vastakkaiseksi

rival kilpailija

significantly merkittävästi

7 2_1_VOCABULARY


success onnistuminen

supply tarjonta

take effect alkaa vaikuttaa

temporarily väliaikaisesti

trade käydä kauppaa

transfer siirtää

transportation kuljetus

unemployment työttömyys

value arvo

8 2_1_VOCABULARY


Page 110 Communication in international trade between buyer and seller

buyer ostaja

conception luominen

contract sopimus

development kehittäminen

handle käsitellä

in general ylipäänsä

negotiate neuvotella

obtain hankkia

offer tarjous

order tilaus

procurement hankinta

product tuote

reach saavuttaa

reflect pohtia

sales myynti

seller myyjä

situation tilanne

successful onnistunut

supply chain toimitusketju

trade kaupankäynti

transaction kaupankäynti

9 2_1_VOCABULARY


Page 114 Routine email inquiries and replies to inquiries

accompanying saatteena oleva

approach lähestymistapa

at stake kyseessä

attachment liite (sähköpostin)

benefit etuus

case tapaus

compliments slip "kiitoslappunen"

enclose liittää

form lomake

general yleinen

inquiry tiedustelu

mutual keskinäinen

necessary tarpeen

potential mahdollinen

product tuote

relationship suhde

reply vastaus

separate erillinen

suggest antaa ymmärtää

supplier tavarantoimittaja

10 2_1_VOCABULARY


Page 116 Email communication for orders, quotations and follow-up

attach liittää

brief lyhyt

follow-up seuranta

format muoto

order tilaus

quotation tilaus

11 2_1_VOCABULARY


Page 118 Requesting payment

alternatively vaihtoehtoisesti

application vaatimus

appropriately asiaankuuluvasti

aspect näkökulma

collection perintä

common yleinen

customer asiakas

detail yksityiskohta

documentary

collection asiakirjaperittävä

documentary credit remburssi

fail laiminlyödä

form kaavake

formality muodollisuus

in advance etukäteen

insist vaatia

invoice lasku

late myöhästynyt

legal action oikeustoimenpide

payment maksusuoritus

promptly ajallaan

reason syy

regularly jatkuvasti

reminder muistutus

request vaatia, pyytää

subsequent seuraava

supplier tavarantoimittaja



Answers for exercises 2.1

Contents Answers for exercises in the book .......................................................................................................... 2

P. 107 What do the following abbreviations and acronyms for international organisations and agreements stand for? ........................................................................................................................ 2

P. 117 Supply a suitable SMART subject heading in the following email ........................................... 2

P. 118 Delivery documents .................................................................................................................. 3

Answers for extra exercises..................................................................................................................... 4

3. EU abbreviations – what do the following stand for? ..................................................................... 4

5. Written messages in international trade ........................................................................................ 4



Answers for exercises in the book

P. 107 What do the following abbreviations and acronyms for international organisations and

agreements stand for?

APEC Asia-Pacific Economic Cooperation, www.apec.org/

GATT The General Agreement on Tariffs and Trade, www.gatt.org/

IMF International Monetary Fund, www.imf.org

NAFTA North American Free Trade Agreement, www.naftanow.org/

NATO North Atlantic Treaty Organization, www.nato.int

SAFTA South Asian Free Trade Area

UN The United Nations, www.un.org/

UNCTAD United Nations Conference on Trade and Development, www.unctad.org

WB World Bank, www.worldbank.org/

WTO World Trade Organization, www.wto.org/

____________________________________________________________________________________

P. 117 Supply a suitable SMART subject heading in the following email

Suggestions for a suitable SMART subject heading ● Concern about progress of oil tank delivery please advise ● Confirmation of oil tank delivery progress needed ● Oil tank delivery progress manufacturing and site visit info needed ____________________________________________________________________________________

http://www.apec.org/

http://www.gatt.org/

http://www.imf.org/

http://www.naftanow.org/

http://www.nato.int/

http://www.un.org/

http://www.unctad.org/

http://www.worldbank.org/

http://www.wto.org/



P. 118 Delivery documents

____________________________________________________________________________________ ____________________________________________________________________________________



Answers for extra exercises

3. EU abbreviations – what do the following stand for?

EC European Community

ECA European Court of Auditors

ECB European Central Bank

ECOS European city cooperation system

ECU European currency unit (now the euro)

EDA European Defence Agency

EDF European Development Fund

EEA European Economic Area

EEA European Economic Area

EESC European Economic and Social Committee

EFTA European Free Trade Association

EIB European Investment Bank

EICs Euro Info Centres

EIF European Investment Fund

EMI European Monetary Institute

EMS European Monetary System

EMU Economic and monetary union

EP European Parliament

EPA Environment Protection Agency

ERDF European Regional Development Fund

ERM exchange rate mechanism

ESCB European System of Central Banks

ESF European Social Fund

EURES European employment services

____________________________________________________________________________________

5. Written messages in international trade

Answers coming soon! ____________________________________________________________________________________ ____________________________________________________________________________________



2.1 Tips for the teacher

This first unit in section 2 moves outside the company and the domestic market. The unit builds on writing skills from unit 1.7 introducing the student to writing between buyers and sellers. The unit also builds on business vocabulary from units 1.4 and 1.5 with the focus now on international trade.

Aims

To introduce additional essential business vocabulary in the context of international trade, import and export, globalisation and the EU

To look at real business messages and documents in context to build on writing skills

Other resources in the book

If you are using the book to teach business writing skills, take unit 1.7 first, then 2.1 and 2.2 (and some elements from 2.3). If you are teaching English for international business/trade and students already have basic business vocabulary you can use 2.1 with 3.6

Language notes

Internationalisation and globalisation are spelt with “s” here The spelling with “z” in the quote on page 102 is from the original version on the WTO website. See also the notes to accompany the introduction for words with “inter”. See also the notes to accompany the Win Win Post. See also the notes on “the EU” for page 104. See also the notes on inquire/inquiry for page 110. vendor can also be used for supplier procurement http://www.businessdictionary.com/definition/procurement.html

http://www.businessdictionary.com/definition/procurement.html



Useful links

http://www.buyusa.gov/finland/en/market.html http://www.wto.org/ http://www.wto.org/english/thewto_e/countries_e/finland_e.htm http://europa.eu/index_en.htm http://www.stat.fi/index_en.html

http://www.apec.org/ http://www.gatt.org/ http://www.imf.org http://www.naftaworks.org/ http://www.un.org/en/ http://www.worldbank.org/

____________________________________________________________________________________

See Extras for more material and exercises.

See the DVD for more material.

See slides for more material.

____________________________________________________________________________________ ____________________________________________________________________________________

Contents of unit

P. 102 Introduction

Note the spelling of integrated (not intergrated as many write).

International trade – trade between nations Prefix “inter” means among or between Ask students how many words they can make with the prefix inter intercept interchain interchange intercourse interfere intergalactic

interject interlocate interlock intermission intermittent international

internet interracial interRail interrupt interstate interview

http://www.buyusa.gov/finland/en/market.html

http://www.buyusa.gov/finland/en/market.html

http://www.wto.org/

http://www.wto.org/english/thewto_e/countries_e/finland_e.htm

http://www.wto.org/english/thewto_e/countries_e/finland_e.htm

http://europa.eu/index_en.htm

http://www.stat.fi/index_en.html

http://www.apec.org/

http://www.gatt.org/

http://www.imf.org/

http://www.naftaworks.org/

http://www.un.org/en/

http://www.worldbank.org/



Compare the prefix ‘intra’ which means within intrapersonal internet vs. intranet

____________________________________________________________________________________

P. 102 Anna’s blog

Ask students in class Do you shop local? Do you buy local products? Where do the clothes you are wearing come from? Where was the breakfast/food/lunch you ate this morning/lunchtime

produced/grown/made?

retail therapy what do students understand by this?

____________________________________________________________________________________

P. 102 Quotes

Have students noticed the two different spellings of globalisation on this page? globalisation (s – UK) and globalization (z US) Z spelling is left here as it was in original quote otherwise the “s” spelling has been used in

this book. ____________________________________________________________________________________

P. 103 The Win Win Post

The news items were based on topical items in summer 2008. For example see the original full news stories on the following links:

http://www.hs.fi/english/article/Russian+wood+tariffs+could+threaten+economic+viability+of+Saimaa+Canal/1135227591760

http://news.bbc.co.uk/2/hi/business/7447786.stm http://news.xinhuanet.com/english/2008-05/13/content_8157039.htm http://www.wto.org/english/res_e/reser_e/wtr08_e.htm

Update and add current news items using the relevant vocabulary.



http://news.bbc.co.uk/2/hi/business/7447786.stm

http://news.xinhuanet.com/english/2008-05/13/content_8157039.htm

http://www.wto.org/english/res_e/reser_e/wtr08_e.htm



Collect word groups. You can also ask students to use a good dictionary to find collocations/prepositions/expressions that are typically used with the words and create mind maps etc. for them. import export customs quota free trade protectionism multilateral

bi-lateral regional bloc cartel dispute embargo sanctions

subsidy reform concession surplus adverse unfavourable leverage

Prepositions:

tariff on embargo on duty on surcharge on to impose... on... invest in

contribution to result in in the latest round import from a

country to/into a country

export from a country to a country

traffic on the canal

Collocations, expressions etc:

import

− imports − importer − import duty (pl. duties)/import

surcharge − an import-export company − direct import − visible imports − cheap imports − imported goods

export − exports − exporter − direct/indirect export − re-export − visible export

− export credit − major/leading importer

customs − customs agent / customs officer − customs declaration − customs duty − Customs and Excise (UK)

Customs Service (US) quota

− to impose/introduce quotas − to increase/raise/reduce a quota − to achieve/fill/make/meet/reach

a quota free trade

− a free-trade agreement / area / zone



trade − trade balance − trade barrier − trade deficit − trade war − trading partner

protectionism − protectionist − protection for sth/sb − protection of sth/sb − protection against sth − protection from sth − protective tariff − consumer protection − employment protection − investor protection

dispute − to be involved in / have / resolve

/ settle a dispute − industrial / labour / pay disputes

embargo − to enforce/impose an embargo

on sth − to place / put an embargo on sth − to end / lift an embargo − an arms / oil / a trade embargo

sanctions − to apply / impose / lift sanctions

− economic / financial / trade sanctions

subsidy − government / indirect / public /

state subsidies − to get / qualify for / receive a

subsidy − to give / grant / pay / provide a

subsidy reform

− corporate / economic / financial / structural reform

− to carry out / introduce reforms − to call for / discuss / plan /

propose reforms concession

− to demand / seek / win concessions

− to make / offer concessions surplus

− in surplus − consumer trade − surplus

leverage − use sth as leverage − leverage up − over-leveraged − debt leverage

Ask students to find recent news or other information related to similar themes as in the Win Win Post (e.g. Finland Russia trade disputes, Finland’s work on poverty reduction, recent activities at WTO and OPEC etc.). They should be prepared to share their findings with their class mates.

____________________________________________________________________________________



P. 104 The EU and legal transactions in business

In conversation we use the definite article The EU The EEA The EC as adjective: EU policy In formal writing, it is acceptable to write the abbreviation EU without explaining it in full.

See the interview with Ross Kamarul-Baharin on the DVD in which he explains the functions of the EU to accompany the diagrams on page 104. These diagrams are also in the slides.

Glossary of terms was given by Ross Kamarul-Baharin to accompany his DVD interview. See extra exercises and answers for more ideas.

http://europa.eu/abc/index_en.htm http://iate.europa.eu

____________________________________________________________________________________

P. 105 Globalisation in Brief

Let students listen to the DVD and try the vocabulary and comprehension exercises before they read the text.

Let students prepare mini-presentations and present and explain the charts in the book (figures 1, 2 and 3). These are in the slides.

Correction: Michael Keaney is senior lecturer

An oligopoly - the domination of a market by a few firms. ___________________________________________________________________________________

http://europa.eu/abc/index_en.htm

http://iate.europa.eu/



P. 107 Trade at the national and company level

Let students research innovation: what is it? how is it measured? what kind of innovation activity is there in Finland / other countries? etc. See for example www.stat.fi

Students could make their own creative sentences following “the more … the more ..” structure such as: The more innovative Nokia is, the more effectively it will sell its products. The better Nokia phones are, the more they will sell. The more innovative Nokia becomes, the stronger its competitive advantage will be The higher the productivity of Finnish companies, the more efficiently Finland can use its resources.

____________________________________________________________________________________

P. 108-109 Company cases

Fondberg – note for use as a marketing case Marketing alcoholic beverages is permitted to some extent in Finland but is regulated by

law. Spirits cannot be marketed or promoted to the consumers. Sales of wine products can be much improved by marketing and good press reviews. For example, if Viini magazine rates some product as a “find!” the Alko shelves are empty the very same day and the importer is rushing to place new orders to fulfil the demand.

Ask students to make a SWOT analysis of the companies given here or their own examples. Discuss and compare the results. For some ideas for SWOT analysis and a video to show in class see: http://marketingteacher.com/lesson-store/lesson-swot.html Local company presentations (and for page 110) Ask students to either research local companies involved in international trade or invent

some. Ask students to present mini-cases/SWOT analysis for each company in class. Students can

build short slides or notes on the board as in the bullet points in the vignettes here. Large company examples: Starbucks Nike Walmart at

http://www.corporatejourney2u.com/business/business-swot-analysis.html

http://www.stat.fi/

http://marketingteacher.com/lesson-store/lesson-swot.html

http://www.corporatejourney2u.com/business/business-swot-analysis.html



Alternatively if students know it, conduct PEST analysis http://www.marketingteacher.com/lesson-store/lesson-pest.html

____________________________________________________________________________________

P. 110 Presentations

a) Encourage students to find local examples. Use the company’s website and summarise their international operations. Use bullet points for basic company information. Show examples in class. b) For phrases for social speeches see page 167

c) International organisations – see some links at start of this material Students can prepare this for homework. Ask students to give basic facts and details about the organization rather than complex information.

SWOT analysis of NGOs as trade partners: http://www.tradeforum.org/news/fullstory.php/aid/1042

____________________________________________________________________________________

P. 110 – 111 Communication in international trade between buyer and seller

If students have not yet seen unit 1.7 on writing, please ask them to read the basic guidelines to writing emails first before starting with these messages. See the “purchasing process” diagram in the PowerPoint slide. inquiry / inquire can also be enquiry / enquire but this book uses inquiry to inquire about something – to ask someone for information an inquiry – a question you ask to get information inquire whether/how/why + indirect/reported question

I’d like to inquire whether your products are available. I’d like to inquire how I can do it. We’d like to inquire why your shipment has not yet arrived. to inquire further = to ask more questions

____________________________________________________________________________________

http://www.tradeforum.org/news/fullstory.php/aid/1042



P.111 Examples of written messages in international trade (diagram)

You can go through the diagram in class as a process while discussing the channels of communication at the same time. Or you/students can act out mini-situations in class to illustrate the process, from meeting a potential supplier/vendor at a trade fair or from receiving a phone call. Ask students: What communication channels or media are the most appropriate for sending these messages? (p.110) If students are working, they can share their real experiences. If students are not working and have little experience, ask them to write possible channels

on the diagram. See also extras Case SJR for ideas.

Email , telephone, fax, letter – which is the most common today? Electronic order system EOS

Electronic order form EOF Enterprise software

e.g. SAP - Systems, Applications and Products in Data Processing See http://www.sap.com/index.epx#/solutions/index.epx

CRM Customer relationship management software/databases SRM Supplier relationship management See also page 282 http://www.hansaworld.com/global

Video on CRM by Hansaworld at http://www.hansaworld.com/onlinedemos/crmstandalone http://downloads.hansaworld.com/downloads/partners/CRMbyHansaWorld_20101025.pdf

Invoice forms Telephone procurement forms – for use when obtaining quotations by phone Procurement documents – search for examples on the internet – such as

http://www.tutorialspoint.com/management_concepts/procurement_documents.htm http://www.mango.org.uk/Guide/ProcurementExampleDocs

Social media for promotional material How are companies using social media to engage customers – present and potential?

Facebook pages etc.

____________________________________________________________________________________

http://www.sap.com/index.epx#/solutions/index.epx

http://www.hansaworld.com/global

http://www.hansaworld.com/onlinedemos/crmstandalone

http://downloads.hansaworld.com/downloads/partners/CRMbyHansaWorld_20101025.pdf

http://downloads.hansaworld.com/downloads/partners/CRMbyHansaWorld_20101025.pdf

http://www.tutorialspoint.com/management_concepts/procurement_documents.htm

http://www.mango.org.uk/Guide/ProcurementExampleDocs



P. 112 Examples of written messages in international trade

Overview of the messages on pages 112-120 Inquiry letter, page 112 Reply to inquiry letter, page 113 (on Win Win Com headed paper) 4 point plan in routine replies, page 114 A follow-up email inquiry, page 115 Reply to email inquiry, page 115 Email communication for orders, quotations and follow-up, page 116 Routine order, page 116 Request for quotation, page 116 Email accompanying quotation, page 117 Follow-up email, page 117 (See answers for subject heading) Example of a first reminder, page 118 Example of a second reminder, page 119 Example of a final warning, page 119 Example of a complaint, page 119 Handling the complaint and apologising, page 120 *Please see page 121 for information on the company Estanc. The section starts with two letters to give two formal examples and show how the 4 point plan works in letters. You can discuss in class to what extent letters are actually sent today in these cases. You can refer back to the 4 point plan for emails on page 95. The 4 point plan for routine replies to inquiries is on page 114. Identify the 4 points in the 2 letters. These letters are polite and formal. The sender and receiver do not know each other and are being courteous to build a good relationship and seal a potential deal. Point out the more formal tone and style elements of the letters in contrast to emails. For example Salutations

Dear Mr … Complimentary close

Yours sincerely Full forms of verbs rather than contractions

I would be (not ‘I’d be’) Polite requests

Could you please send us …?



Polite language Do let me know Thank you for (not ‘thanks’) I would be more than happy to

Enc With letters we enclose documents With emails we attach them

P. 112 You and your students might find that the actual original inquiry in the letter from Estanc CEO is not very specific. Is it clear if he is asking for solutions for the whole Estanc company? Perhaps at this stage in the correspondence it does not matter but being specific and including all essential details for your reader is an important part of the win-win approach. The receiver should not need to send further messages asking questions to find out things which could already have been given in the original for instance. The CEO has given a deadline for receiving the information. Markku Peltonen has replied promptly (email would have been much faster!). Estanc As is the official Estonian name for the firm.

AS ESTANC is on the real headed paper. Correction – the date on the letter on page 113 is not in the correct place for Finnish layout. Enc can also be written ENC or ENCS, Encl or Enclosure

In this case the enclosures are identified. The reader has been alerted to them in the text (in the enclosed catalogue, I enclose details ...)

____________________________________________________________________________________

P. 114 Routine email inquiries and replies to inquiries

P. 114 business to business is not hyphenated here but can also be written business-to-business or B2B Correction to 4 point plan box ROUTINE REPLIES TO INQUIRIES Students can identify the 4 points in the emails.



The closing is often something simple such as “Looking forward to your order” but stress how friendly and positive this type of close is early on in the correspondence. P. 115 Ask students Where did the buyer and seller in the follow-up email meet? Who are they?

o At the World Food Fair. o Buyer Crossroads Supermarkets UK buying for a range called Tasty Destinations

Delicatessen o Seller Finnish food/berry company

What have they done since their first meeting? o The Finnish food company has sent some berry samples to Crossroads. They sent

these immediately after the fair, so prompt action as promised in their meeting. o The follow-up email has a specific subject heading which when replied to will

facilitate everyone finding the emails in the chain. See extra exercises for ideas on setting up similar situations for email practice with your

students, for example in your online learning environment.

Ideas for practising written correspondence: 1) Find an example of a promotional material (brochures, flyers, ads...) that a company uses or ask your students to find it. Spend a few minutes discussing the kind of language used in the material (eg. what kind of information is provided, how the products are described and what kind of describing words are used - how the company convinces the readers that their product is worth buying). 2) Ask students to work in pairs/groups and quickly brainstorm an idea for a company (company name, line of business, best-selling product). 3) Ask students to write a short ad for marketing their best-selling product. 4) Once the ads are finished, deliver each pair / group an ad from another pair / group. 5) Study the use of the 4 point plan and win-win approach in inquiries (p.112) together with the students and then ask them to write an inquiry where they request more information on the product in the ad delivered to them. 6) Once the inquiries are finished, deliver the inquiries to the correct companies and ask them to write a reply to the inquiry (see p. 113 for an example). 7) The same idea could be taken all the way to quotations, orders, order confirmation, delivery documents etc. for example by using your virtual learning environment where students can produce the written messages.

____________________________________________________________________________________



P. 117 Supply a suitable SMART subject heading in the following email

The email is a real one related to the case. It contains three requests so finding one subject line in a few words is tricky. Which is the most important request? Does the reader know what he/she is expected to do

and by when? Who is dear all? How could the email be improved?

____________________________________________________________________________________

P. 118 Delivery documents

Proforma invoices – written without hyphen A Proforma invoice is an invoice provided by a supplier in advance of providing the goods or

service. Suppliers will do this if for some reason they are not prepared to extend normal credit terms to the buyer. There are risks with this and buyers should perhaps consider the following alternatives first: Is it possible to arrange credit terms with the supplier? Is it possible to use another supplier? Is it possible to arrange for a cheque or payment to be handed over on delivery of the goods? Is it possible to pay only a deposit up front, and the rest on normal credit terms, or on delivery?

________________________________________________________________________________________________________________________________________________________________________

Documents

Win Win - English for your business career, Teacher's package