[] Amanda Crandell Ju

?
( CIP)
100 :/ ()(Ju A. C. );.
-: 2007
()
ISBN 978-7-119 -04743 -0
I. II. . . .. . . -- N. H319. 9

CIP (27) 023635

100

Amanda Crandell Ju ()

24 100037
http://wwwp.COffi.cn
(010) 68995964/68995883 ()
(010) 68995844/68995852 (/)
(010) 68320579/68996067 ()
infolp. COffi. Cn/ sales @flp.coffi.cn

/
16 25. 75
360
2010 1 9
ISBN 978-7-119 -04743 -0
39.00

 Preface
..................... ...... .............. . . .. . . . ............

Miscommunication can destroy a business. This book helps prevent

those llscommunications by gIvmg readers the tools they need to
improve their English level and fluency.

Readers will leam naturally , easily , as they are guided through a rich
variety of dialogues set in a wide range of business situations exploring a
diversity of topics. Because verbal communication skills are especially
vital in business situations , this book focuses on pattems of spoken and
even some vemacular English , the way people really talk in the English-
speaking business world.

Experience in actual spoken English as presented in this book gives

readers the advantage over those many non-native English speakers who
devote the bulk of their language study to memorizing vocabulary lists
and reading texts , leading to what is sometimes called the "Memorized
Textbook" syndrome.

Studying spoken English really can be easy , even in a fast-paced and

demanding world. Take this book with you on the go. As each
dialogue is independent of the others , you can study them piece by
piece. Take the 15 minutes you're stuck in trac to read a topic. Carry
it with you on the subway. Squeeze in a few llnutes here and there.
Y ou'll be able to improve not only your English , but your ability to
commumcate.

Good Luck!

Amanda Crandell Ju
 U
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

""

15

:nan Crandell Ju


: MP3

MP3

 CONTENTS

. . . . . . . . . . . . . . . . . . . . . . . .

Day-fo-Day Office
1 Fes 2
2 Telephone Calls 6
3 Making Telephone Appointmen .. . . . . . ... . . . . . . .10
4 Memos . . . . . . . .... . . . . . . . . . . . . . . . . . . . . . . ..................... 14
5 Business Correspondence .. . . . . . . . . . . . . . . ..... .. ... ... .. ... 18
6 Placing an Order .. . . . . . . . . . . . ............................... 22

Office 1alk
7 Co-W orkers .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..... ... 26
8 Bosses . . . . . . . ... 30
9 Brainstorrning .. . . . . . . ..................... ................ 34

10 Commuting ... ...... ...... ... ...... ... ... ...... 38

11 The W orking Lunch ... ......... ...... ... ... ... ...... ... ... 42

Business 1(1
12 lntemational Business Travel ......... ............... 46
13 Dressing for Business .. . . . . . . . . . . . . . . .... . . . . . ............ 50
14 Hotel Situations .. . . . . . . . . . . . . . .... . . . . . . . . . . . . . . .......... 54

15 Negotiating the Subway .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .... 58

Clienf Recepfion
16 Receiving Clients .. . . . . . . . . . . . . . . . . . . . . .... . . . . . . . .... 62
17 Entertaining Clien.. . . . . . . . . . . . . . . ................... ...... 66
18 Accommodating Foreign Clients ............... 70
19 Facto Tours .. . . . . . . .... . . . . . . . . . . . . . . . . . . . . . . . . . .. .74

Business Communicafions
20 Personal lntroductions .. . . . . . . . . . . . . .... . . . . . . ............. 78
21 Small Talks .. . . . . . . . . . . . . . . . . . . . . . . . . .... . . . . . . . ... 82
22 Delivering Bad News .. . . . . . . . . . . . . . . . . . . . . . . . . . . .... 86
23 Polite Questions .. . . . . . . .... . . . . . . . . . . . . . . . . ... 90
 24 Farewells . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. 94

Negofiafion
25 Clariring the Stakes ...... ... ... ... ... ... ... ... ... ... 98
26 Making Concessions ... ...... ... ... ......... ... ... ... ... 102
27 Discussing the Bottom Line ..................... ... 106
28 Accepting and Confrming . . . . . . .. . . . . . . . 110
29 Hard Bargainers VS. So Bargainers
114

Company Organizafion
30 CEO . . . . . . . . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . .. 118
31 Stockholders HHHH-HH-HH-HH--UH-huh--122

32 Board of Directors ............ ........................ 126

33 Managerial Staff . . . . . . .............................. 130
34 Laborial StafF. . . . . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . ... 134

Meefings and tnferviews

35 Executing Meetings . . . . . . . . . . . . . . . . . . . . . .................. 138
36 Performance Reviews . . . . . . . .. . . . . . .... ... ... 142
37 Agendas 146
38 Making Requests . . . . . . . . . . . . . . . .. . . . . . . . ......... 150

Presenfafions
39 Preparation and Developing Your Topic 154
40 lntroductions and Beginnings ..................... ... 158
41 Making Transitions in the Body of the Presentation
.. 162
42 Conclusions 166
43 Q &A (Question and Answer Period) ... ... ... 170

Dfa
44 Trends 174
45 Systems 178
46 Scheduling . . . . . . . . . . . . . . . . . . . . . .. . .. . ... .. . ...... ... ... 182
47 SWOT Analysis . . . . . . .. . . . . . . . . . . . . . . . . . . . . .. 186
48 Statistical Reports . . . . . . ......... ... ...... ... 190

Technology
49 Email . . . . . . .... . . . . .... . . . . . . . . . . . .... . . . . . . . ... 194
50 Computer Technology .. . . . . . . ........................ 198
51 Running an Intemet Business .. . . . . . . . . . . . . . . .... 202
52 Electronic Gadgets .. . . . . . . . . . . . . . . . . . . . . . ...... ... ... 206
53 Web-based Marketing .................. ......... 210

Financial Topics
54 Costing 214
55 Budge... .. . ... ... ... ...... ...... ...... ...... ... ... ... . .. ... 218
56 Auditing . . . . . . . .... . . . . . . . . . . . . . . . .... . . . . . . . . . . . . . .. ..222
57 The Economy .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .... . . . . . .... 226
58 Fundraising 230

Legal Topics
59 Confidentiality .. . . . . . . . . . . . . . . . . . . . . . .... . . . . . . . . . . ... 234
60 Lawyers .. . . . . . . . . . . . . . . . . . .... . . . . . . . . . . . . ................. 238

61 Contracts .. . . . . ............................................ 242

62 Copyright 246
63 Patents 250
64 Environmental Regulations .. . . . . . . . . . . . . . . . ... 254

Marketing Topics
65 Marketing Surveys .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . ........ ... 258
66 Target Audience .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ... 262
67 Print and Media Advertising .. . . . . . . . . . . . . . .. 266
68 Promotional Events .. . . . . . . . . . . . . . . . . . . . . . . . . ............ 270
69 Developing the Market .. . . . . . . . . . . . . . . . . . . . . . . . . . . . ... 274

Sales Topics
70 Se11ing Points .. . . . . . . . . . . . . . . . . . . . . .... . . . . .... . . . . . ... 278
71 Trade Shows .. . . . . . . . . . . . . . . . . . . . . . .... . . . . . . . . . . . . . . . .... 282
72 Sales Reviews .. . . . . . . . . . . .... . . . . . . . . . . . . . . .... 286
73 Product Demonstrations .. . . . . . . . . . . . . . . . . . . . . . . . ... 290
74 Following up on Leads . . . . . . ... ... ..... ....... ... 294
75 Customer Service . . . . . . . . .. . . . . . . . .. . . . . . . .. ...... 298
F

Infernafional Topics
76 Sourcing . 302
77 Exportllmport / . 306
78 Exchange Rates .. . . . . . . . . . . . . . . . . . . . .... . . . . . . . . ................ 310
79 International Greeting Methods ......... 314

Big Business
80 Mergers ; . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. 318
81 Competition 322
82 C 1imbing the Corporate Ladder . 326
83 Branch Offices .. . . . . . . .... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. 330
84 Consulting .. 334

Employmenf Pracfices
85 Fair P. . . . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . . ... ... ... 338
AMT'aonynu
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Recruiting Personnel ....................................... 342
Retirement . 346
Partnership . 350
Rsums ...... ... ... 354
Job Interviews .......................................... 358

Social and Equalify Issues

91 W omen in the W orkforce .. ... ... ...... 362
92 Discrimination .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .... 366
93 Welfare 370
94 Labor Unions . 374
95 Strikes and Demonstrations .................. 378

Confinuing Educfion
96 Management Training .. . . . . . . . . . . . . ........... 382
97 Seminars/ W orkshops /........................... 386
98 Company Retreats .. 390
99 Teambuilding . 394
100 MBA . . . . . . ... . . . . . . . . . . . . . . . . . . . ............. 398

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Faxes
I

2.
'
Beginner ------------------------- ------------
1. There are time sensitive rnatters with this case.
Iamaaid 1 can't wait y longer.
3. 1 am beginning to think he's ring to avoid me.
4. Try to get a hold of him again.
5. What if 1 can't speak to him direcdy?
6. Ask his secretY to fax them.
7. How do 1 find Martin's fax number?
8. 1'11 email you their ce number later today.
9. 1 need those briefS ASAP.
10. 1 guess the fax machine is out of paper , too.

Intermediate
1. Can you have the briefSom the An derson Firm's lawyer on my desk by tomorrow
mong?

2. Getting those An derson brie fS has been harder than you can imagine.
3. Give him a call and see if he can fax them first thing.
4. Have them faxed over , with a copy a1so faxed to Martin's 0ce.

5. Y ou can a1s 0 call their 0ce and ask the secretaT to give you their fax number.
6. I' m waiting for some urgent faxes om headquarters , I' m prey sure they came in last
night.
7. Everything that came in off the fax machine last night is all on your desk.
8. If the copy is unreadable , 1'11 call them and ask them to refax.
9. These copies are so dark , 1 can't make out any of the words.

Advanced
1. 1 have tried to contact their lawyer many times , but every time 1 call , his secreta
says he's in a meeting or out of the office , or away on business.
2. You know , 1 think the fax machine is out of toner , 1 can change the toner cartridge.
3. It looks like the fx machine ate half my important faxes , and the ones that made it
through are so blurred or too light , they're unreadable!
4. Don't worry , 1'11 have someone look at it this aftemoon , and in the meantime , 1'11
have your documents re-faxed to our other fax rnachine.
5. Yes , but this one will have to be re-faxed as we11. And look , there's about three
pages llSSing!

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Dialogue 1-
A: Can you have the briefSom the Anderson Firrn's lawyer on my desk by tomorrow
morning? There a:e quite a few very time sensitive matters with this case. 1 am
aaid 1 can't wait any longer.
B: Getting those Anderson briefS has been harder than you can imagine. 1 have ed to
contact their lawyer my nes but evene 1 call , his secretaT says he's a

meeting or out of the office , or away on business. 1 n beginning to think he's

ring to avoid me.
A: That' s highly possible. He knows if we miss our filing deadline , we don't stand a
chance to compete against them for the bid. Try to get a hold of him again. Give
him a call and see if he can fax them first thing.
B: What if 1 can't speak to him direcdy?
A: Ask his secretaT to fax them. It' s the same thing. Have them faxed over , with a
copy also faxed to Martin's 0ce.

B: How do 1 fnd M a:ttin's fax number? Is he in your rolodex?

A: N 0 , but you can also call their 0ce and ask the secreta to give you their fax
number. 1'11 emai1 you their 0ce number later today.
B: Okay , 1'11 get on it frst mg.

A: Be sure you do. 1 need those briefS ASAP.

Dialogue 2 ------
A: Did you put this morning's faxes on my desk? I' m waiting for some urgent faxes
from headquarters , I' m prey sure they came in last night.
B: Everything that came in off the fax machine last night is all on your desk. But 1
noticed that some of the faxes came through pre blurred. Maybe you can take a
look at them. If the copy is unreadable , 1'11 call them and ask them to refax.
A: Yeah , you're going to have to call them and get them to be re-faxed. These copies
are so 1 can't make out y of the words.
B ~ What about at one?
A: This one? This one is so light 1 can barely read it. How can that be?
B: Y ou know , 1 think the fax machine is out of toner , 1 can change the toner
cartridge. That should solve the problem.
A: Yes , but is one will have to be re-faxed as we11. And look , there's about three
pages missing! It looks like the fax machine ate half my impant faxes , and the
ones that made it through are so blurred or too light , they' re unreadable!
B: 1 guess the fax machine is out of paper , too. Don't worry , 1'11 have someone look
at it this aftemoon , and in the meantir 1'11 have your documents re-faxed to our
other fax machine.

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Telephone Calls
2

Beginner --
1. He11o , thank you for calling Bradford and Sons.
2. This is Tracy speaking , how may 1 help you?
3. May 1 te11 her who is calling?
4. Can you please hold for a moment?
5. 1'11 check to see if she is available.
6. W ould you like to leave a message for her?
7. How may 1 direct your call?
8. I' d like to speak to someone about reservations.
9. 1 can h you wi that.

10. When do you eect him back in?

11. Could you please spe11 your last name for me?

Intermediate
1. 1 would like to speak to your director of human resources , Ms. Jenkins , please.
2. Just a moment , 1'11 check to see if she is at her desk.
3. This is Bill Burton om Milford Insurance , I' m calling in regards to our meeting next
Tuesday.
4. Yes , please have her retum my call when she retums to the 0ce.

5. I' m sorry , 1 didn't quite catch that , could you please repeat the number?
6. Yes , and 1 represent Milford Insurance.
7. C 1 take your name and number and have him get back to you?
8. 1'11 have Tony call you frst thing tomorrow morrng.

Advanced -----
1. It's best if she can get in touch with me before 3 pm today; she can reach me at my
ce number , 635 -8 799.
2. I'm sorry , Mr. Burton , just to confirrn , your name is spe11ed B-U-R-T-O -N , is
that correct?
3. 1 will make sure Ms. Jenkins receives your message and retums your call before 3 pm
this aftemoon.
4. The person you need to speak with is Tony Parker , he makes all the arrangements for
our executJ.ve accounts.
5. He'l1 be out all aftemoon , he might not be able to retum your call unti1 tomorrow.

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Dialogue 1
A: He11o , thank you for calling Bradford and Sons. This is Tracy speaking , how may 1
help you?
B: He11o , 1 would 1ike to speak to your director of human resources , Ms. Jenkins ,
please.
A: Just a moment , 1'11 check to see if she is at her desk. May 1 te11 her who is calling?
B: This is Bill Burton om lford Insurance , I' m calling in regards to our meeting
next Tuesday.
A: Thank you , M r. Burton. Can you please hold for a moment? 1'11 check to see if
she is available.
B: No problem.
A: I'm sorry , Ms. Jenkins is away om her desk. She has already le for lunch.
W ould you 1ike to leave a message for her?
B: Yes , please have her retum my call when she retums to the ce. It's best if she
can get in touch with me before 3 pm today; she can reach me at my 0ce
number , 635 -8 799.
A: I' m sorry , 1 didn't quite catch that , could you please repeat the number?
B: No problem. My ce number is 635 -8 799. Te11 her to ask for extension 3 1.
A: I' m sorry , Mr. Burton , just to confrm , your nne is spe11ed B-U-R-T -O-N , is
that correct?
B: Yes d 1 represent Milford Insurance.
A: 1 will make sure Ms. Jenkins receives your message and retums your call before
3 pm this aftemoon.
B: Thlk you ve much.

Dialogue 2 -----
A: He11o , Pasadena Inn , this is Sandy , how may 1 direct your call?
B: I' d 1ike to speak to someone about reservations.
A: 1 can help you with that. What date would you 1ike to make a reservation for?
B: We' l1 be arriving May 12 but 1 would 1ike to mke reservations for the penthouse.
A: Oh , I' m sorry s. 1 only handle bookings for our standard roO ffiS. The person you
need to speak with is Tony Parker , he makes all the arrangements for our executive
accounts. Unfortunately , he's not here right now. Can 1 take your name and
number and have him get back to you?
B: Wh en do you eJect him back in?
A: He'l1 be out all aftemoon; he might not be able to retum your call until tomorrow.
Wat be alright?
B: Yes , 1 suppose. My name is S Darcy. He can contact me at 660 -8 43-3235.
A: Could you please spe11 your last name for me?
B , Sure. It's D-A-R-C-Y.
A: Okay 1r. Darcy , and your phone number is 660 -8 43-3233?
. B , That' s 3235.
A: Soy! 3235. Great. 1'11 have Tony call you frst thing tomorrow moming.

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Making Telephone Appointments

3

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Beginner

1. Hello ,

B Burton

2. Wh at can 1 do for you?

speaking.

3. I'm glad to finally get a hold of you.

4. 1 will be out of town that day.
5. What about Thursday aemoon?

6. W that work for you?

7. Shall we say about 2 o'clock?
8. Hello , is Doris available?
9. Who's calling please?

Intermediate
1. This is Jenny Jenkins of Bradford and Sons retuming your call.
2. My secretar said you called conceming our meeting next Tuesday?
3. Is there any possibility we can move the meeting to Monday?
4. I' m soy I' m aaid I' m completely booked on Monday.
5. W ould it be possible to poone unti1 you retum?
6. I'lllook forward to seeing you at 2 o'clock next Thursday aftemoon.
7. Actually , 1 do need to change the time of my appointment.
8. 1 have a scheduling conflict d 1 can't make it that early.
9. Can you put me down for that time slot?

Advanced

1. 1 wanted to let you know 1 will not be able to make our meeting next Tuesday.
2. 1 was counting on taking care of our meeting before 1 leave , but 1 suppose 1 could
shuffie a few things.
3. If you need to change the time , please fl ee to call me on my cell phone.
4. I'm calling to confirm your appointment for tomorrow moming at 9 am with Dr.
Parker.
5. Sorry ma'm , the only opening we have aer lunch is 1: 15 , but 1 might be able to
work youin aer 4.

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Dialogue 1 -
A: Hel1o , Bill Burton speaking. What can 1 do for you?
B: Hel1o , Mr. Burton. This is Jenny Jenkins ofBradford and Sons returning your call.
1'm soy you rnissed me when you called my 0ce this morning. My secretaTsaid
you called concerning our meeting next Tuesday?
A: Yes , Ms. Jenkins , thank you for r~turning my call. 1'm glad to finally get a hold of
you. 1 wanted to let you know 1 will not be able to make our meeting next
Tuesday. 1 Nill be out of town that day. 1s there y possibility we can move the
meeting to Monday?
B: 1'm so 1'm aaid 1'm completely booked on Monday. Would it be possible to
postpone unti1 you retum?
A: Oh de 1 was counting on taking care of our meeting before 1 leave , but 1
suppose 1 could shuille a few things. Yes , we can arrange something. 1'11 be back
Thursday morning. What about Thursday aftemoon? W ould that work for you?
B: That should be fine. Shall we say about 2 0' clock?
A: Perfect. 1'I1 100k forward to seeing you at 2 0' clock next Thursday aftemoon. 1f you
need to change the time , please feel ee to call me on my cel1 phone.
B: Thanks Mr. Burton. 1'11 see you on Thursday.

Dialogue 2-
A: Hel1o!
B: Hel1o , is Doris available?
A: This is Doris. Wh o's calling please?
B: Hi Doris , this is Mike calling om Parker's DentisT. 1' m calling to confirm your
appointrent for tomorrow morning at 9 am with D r. Parker.
A: Oh , 1 almost forgot. Thlk you for calling to rernind me. Actually , 1 do need to
change the time of my appointrnent. 1 have a scheduling conflict , and 1 can't rnake
it that early.
B: 1f 1 put you in at a later spot , would that work out?
A: 1t would have to be after lunch. Do you have anything available about 2 o'clock?
B: Sorry ma'm , the only opening we have aer lunch is 1: 15 , but 1 rnight be able to
work you in aer 4. Would that be a better time?
A: That' s alright , 1 think 1 should be able to make it at 1: 15. Can you put me down
for that time slot?
B: No problem. 1 have your appointrnent changed om tomorrow morning to
tomorrowaemoon at 1: 15.
A: W onderful. Thanks very much.

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Memos
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Beginner ---
1. Didn't you hear about that?
2. Didn't you get the memo?
3. There haven't been any memos this whole week.
4. The memo went out three days ago.
5. They go directly to my in -box.
6. Ar e you sure it was sent to the whole office?
7. I need you to take a dictation for me.
8. Please continue with the memo.
9. Wh ere were we?

Intermediate
1. I check my in-box eve day and 1 haven't seen anything.
2. It should have gone around to evebody.

3. They also posted a copy of the memo in the break-room.

4. Don't you ever look at the messages posted to the bulletin board?
5. Anyway , I sure the memo never got to my in-box.
6. Y ou never know what you're missing out on if you don't read the memos.
7. This should go out as an intra-ce memorandum tb all employees by this aemoon.

8. Does this apply to intra-ce communications only?

9. Please get this memo typed up and distributed to all employees before 4 pm.

Advanced ------
1. It should have made it to your in-box , but maybe it got lost in all the clutter on your
desk.
2. Y ou know how things get piled up on my desk when 1 am busyI know that
sometimes I do misplace things , but I always read all the memos that go around.

3. Effective immediately , all 0ce communications are restricted to emai1 correspondence

docial memos.

4. It should apply to all communicaons not only in this 0ce between employees ,
-',
-
;j

but also any outside communications.

5. Any employee who persis in using Instant Messaging w frst receive a warning and

be placed on probation.

14

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15


S
Di alogue 1 -
A , I've been waiting here in the conference room for ten rninutes already. What time
does our meeting start? Where is everyone anyway?
BABA
Didn't you hear about at? Our meeting was postponed unti1 Friday.
What? The meeting was postponed? No one told me anything about it.
Didn't you get the memo?
What memo? There haven't been any memos this whole week. 1 check my in-box
eve day and 1 haven't seen anything.
B , The memo went out three days ago. It should have made it to your in-box , but
maybe it got lost in all the clutter on your desk.
A: Y ou know how things get piled up on my desk when 1 am busy-1 know that
sometimes 1 do rnisplace things , but 1 always read all the memos that go around.
They go direcdy to my in-box. Are you sure it was sent to the whole office?
B. It should have gone around to evebody. They also posted a copy of the memo in
the break-room. Don't you ever look at the messages posted on the b u1letin board?
A. I' m usually too busy to take a bunch of coffee bre5 d gossip by the water
cooler. Anyway , 1 n sure the memo nevergot to my in-box. 1'11 have to k to
our secretaT about it.
B , That' s right. Y ou never know what you're rnissing out on if you don't read the
memos.
ABA

Dialogue 2
Ms. Dawson , 1 need you to take a dictation for me.
Yes , sir. .
This should go out as an intra-ce memorandum to all employees by this aemoon.
Are you ready?
B , Yes , sir. Go ahead.
A , Attention all staff. . .. Ective immediately , all 0ce communications are restricted
to email corresondence and 0cial memos. The use of 1nstant Message programs
by employees during w <xking hours is stricdy prohibited.
B , Sir , does this apply to ina-oce communications only? Or will it also restrict
extemal communications?
A: 1t should apply to all communications , not only in this 0ce between employees ,
but also any ouide communications.
B , But sir , many employees use 1nstant Messaging to communicate with their clients.
A , They will just have to change their communication methods. 1 don't want anyone
using 1nstant Messaging in this 0ce. It wastes too much time! Now , please
continue with the memo. Wh ere were we?
B. "This applies to intemal and extemal communications.
A. Yes. Any employee who persisin using 1nstant Messaging will first receive a
warning and be placed on probation. At second 0nse the employee w face
terrnination. Any questions regarding this new policy may be directed to department
heads.
B , 1s that all?
A , Yes. Please get this memo typed up and disbuted to all employees before 4 pm.

16
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17


Business Correspondence
5

AIl!mI
)//)Y///

Beginner

1. The letter is in response to my phone call last week.

2. 1 n writing to confrm our meeting.
3. Please fnd enclosed a copy of our agenda.
4. Dear Mr. orMs.
5. 1 don't know the name of the contact person.
6. Dear Sir or Madam
7. To whom it may concem
8. Attached is our customer suey

9. At your earliest convenience.

10. As soon as possible

Intermediate -
1. They wrote to confrm in writing what you discussed about the contract.
2. Further to our telephone call1ast Friday , we have arranged a meeting for next week.
3. As we discussed , our meeting is to review the contract details.
4. We are ve grateful for your continued support.
5. Regarding our new product line , e would like to announce a special price
discount.
6. Please fnd enclosed our customer service suey.

7. Please retum the survey without delay.

Advanced --------
1. 1 guess they must not have your contact information , so ey sent it addressed in care
of your departrnent head.
2. We wod be grate if you could please send related rnaterials to our ce prior to
our meetmg.
3. Right off the bat you want to tell them the reason you are writing , so give them a
reference.
4. Since you don't know them that well personally , probably the best way would be
"YounaithMIy"or "Sincerely".
5 , Y ou could also say , "Best regards" , but 1 don't think that would be appropriate
because you don't have the name and obviously haven't met them.

18
 Dv-to-Dy Office

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19


B
Dialogue 1
A, Did you see the letter 1 got om Bradford Films? They sent it in response to your
phone ca1l last week.
B , If they wanted to say something about nT call1ast week , why didn't ey send it to me?
A , 1 guess they must not have your contact inforrnation , so they sent it addressed in
care of your department head. Anyhow , they wrote to confrrn in writing what you
discussed about the Milton contract.
BAB
Can 1 see it for a second?
Sure , here it is. . . .
"Dear Mr. Clark , Further to our telephone ca1l last Friday , 1 wri19 to confrr
our meeting on July 2 1. As we discussed , our meeting is to review the contract
de tai1s. "
A , Did they ask you to send the files beforehand?
B , Let' s see , "we would be grateful if you could please send related materials to our
office prior to our meeting. " It looks like it. . ., Hey , was there anything else sent
along with this letter?
A , 1 don't think so , why do you ask?
B , The letter reads , "Please find enclosed a copy of our agenda for your review." 1
don't see anything else in the envelope. .
A , Maybe they forgot to attach it to the letter. Y ou should give them another call.
ABA

Dialogue 2 --------------------------------------------------.
Can you help me a minute?
Sure , what can 1 do for you?
I n ying to write a letter to one of our clien but 1 just don't know exact1y what
to say. 1 don't even know how to get started! 1 know 1 should write Dear 1r. or
Ms. , but the problem is 1 don't know the name of the contact person.
B, Y ou can just put , "Dear Sir or Mam" or if it' s not personal , you can write "To
whom it my concern ,,-
A, Okay , so 1 first thank them for their business , 1 can say something like , "we are
very grateful r your continued support. " How's that?
B, Good , but a1s 0 , right o fI the bat you want to tell them the reason you are writing.
Give them a reference.
A, Like , "Regarding our new product line , we would like to announce a special price
discount. "
B, Right. Do you need them to respond?
A, Yes , the letter will have a survey inside that they should complete and retum to our
office. How should 1 write that?
B, Y ou can tell them , "Please find enclosed our customer service survey". Or also , you
can say "attached is our customer su" If you need the results right away , you
can tell them it is urgent by saying , "Please retum the survey without delay or as
soon as possible. " Maybe a more polite way is "at your earliest convenience".
A, Great! And what do you think 1 should close it with?
B, Since you don't know them that well person a1ly , probably the best w would be
" Y ours fithfully" or "scerely". Y ou could a1s 0 say , "Best regards" , but 1 don't
think that would be appropriate because you don't have the name and obviously
haven't met them.
A, Okay! Thanks a lot for your help !

20
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21


CTJ G n o de
6

Beginner -

Could you make an order for a new set of cartridges?

~. Double check with the housekeeping department.
;. All of the machines w need new cartridges.
L The supplier is used to receiving such bulk orders om us.
. Is there anything else we need to order while 1'm at it?
). The only thing we need is tone r.
7. 1 would like to place an order for toner cartridges.
~. Do you have an order number?
9. What name is the order listed under?

Intermediate

1. 1f we' l1 need new cartridges for all of the office printers , it w be a large order ,
probably about 2 or 3 cases.
2. The office supply store we usually go through might not have that many in stock.
3. Last time when we made our order to the supplier , the quantity was also especially
high.
4. 1'11 make a few calls and run our order by housekeeping frst to make sure.
5. TT to see if they can deliver it before the end of business day tomonow.
6. Let me key in your infonlation into my computer , 1'11 pu11 up our records for you.
7. 1 have an order for 3 cases of cartridges , is that what you would like to ref11?
8. Please post the bill to 124 Hildrod Lane , Milton County , 98830.

Advanced

1. As long as we give the supplier a heads up a couple days in advance , they can usu a11y
fll the order no matter how large it is.
2. We have a standing agreement with your company , so we' l1 need the same amount as
last time.
3. 1'11 send you an invoice in the next few days , your order should be delivered before
the end of the day on 10nday.

4. We should re a11y trto do better about waiting until the last minute to 1 orders that
are usually made on a month1y basis.
5. Anyhow , see what you can do to expedite the order this time.

22
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8. 124 give a heads up
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2. wait until the last minute

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23


Dialogue 1-
A: Our toner cartridges are a1ready out of ink. . .. Could you make an order for a new
set?
B: We' l1 need new cardges for all of the 0ce printers? That wi1l be a large order ,
probably about 2 or 3 cases. The 0ce supply store we usually go through might
not have that many in stock.
A: Y ou can double check with the housekeeping department , but 1' m prey sure all of
the machines wi1l need new cartridges. Last time when we made our order to the
supplier , the quantity was a1s 0 especially high. They're used to receiving such bulk
orders om us. As long as we give them a heads up a couple days in advance , they
c usually fill the order.
B: Okay , 1'11 make a few calls and run our order by housekeeping frst to make sure. Is
there anything else we need to order while 1'm at it?
A: 1 think the only thing is toner. Try to see if they can deliver it before the end of
business day tomorrow. We should really to do better about waiting un ti1 the last
minute to fill orders that are usually made on a monthly basis. Anyhow , see what
you can do to expedite the order this time.
B: Okay , wi1l do.

Dialogue 2 --
A: May 1 help you?
B: Yes , 1 would like to place an order for toner cdges. We have a standing
agreement th your company , so we' l1 need the same amount as last time.
A: Let me key in your information into my computer , 1'11 pull up our records for you.
Do you have an order number? What name is the order listed under?
B: It should be under Leslie Smith. The number is 184796 A.
A: Yes , Mr. Smith. 1 have an order for 3 cases of cartridges , is that what you would
like to refill?
B! Yes.
A: Is this the correct billing address?
B: No , please post the bill to 124 Hildrod Lane 1ilton County , 98830.
A: 1'11 send you an invoice in the next few days , your order should be delivered before
the end of the day on Monday.
B: Th1k. you.

24
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25


Co-Workers
7

Beginner ---
1. Some co-workers are harder to work th than others.
2. Take Mary for exnple.

3. She's smart and enthusiastic.

4. I've never met anyone as cheery as she is. l

5. She a1ways leaves at 5: 00 pm shp.

6. He lacks eJenence.

7. She's a terrible gossip.

8. She's trustwy.

Intermediate ----
1. He a1ways rnakes careless rnistakes , and he's a pn to work with.
2. The people in your department seem so capable and nice to be around.
3. Everybody has their strengths and weaknesses.
4. He rnight be a pain to be around , but he's also very good at staying in budget on
projec.

5. She's never wi11ing to stay a litde later at the 0ce.

6. Even though he's sti11 a: bit green , he is a great co-worker.

7. 1 don't know why management hasn't fred her yet.
8. One of the most impot things is to be considerate of your co-workers' feelings
d needs.

Advanced

1. Ifyou e negative and start name -c alling in the 0ce it Ni11 make a bad working
environment for everybody.
2. Mary , on the other hand , spends our project money like there's no tomorrow.
3. He's a hard worker , easy to get a10ng with , honest , and he never ste a1s the credit on
projects.
4. It's not o n1y that she gossips , but she also tries to start problerns among other
employees by spreading rumors and telling lies about her co-workers.
5. If you are aware of other people and do your part to make a good working
environment , you shou1d be able to get a1 0ng with most of the people you work
th.

26
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7.
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2.

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27


Dialogue 1 ----
A: I'm rea1ly fed up with L He's the biggest airhead I've ever met. He always
makes careless mistakes , and he's a pain to work with.
B: Y ou shouldn't be so negative. Y ou'll always have some co-workers that are harder
to work with than others. But if you are negative and start name-<:alling in the
oce it will rnake a bad working environment for everybody.
A: Y ou only say that because you don't have to work with him. The people in your
department seem so capable and nice to be around. Take MaT for exnple. She's
smart and enthusiastic. I've never met anyone as cheery as she is.
B: Everybody has their strengths and weaknesses. Even Larry. He might be a pain to
be around , but he's also very good at staying in budget on projects. My on the
other hand , spends our project money like there's no tomorrow. Also , she's never
willing to stay. a litde later at the oflce. She always leaves at 5: 00 pm shp.

A: Isn't there anyone in the ce that is a perfectco-worker? Wh at about Bob? Every-

body loves Bob. Even though he's esh out of college and sti1l a bit green , he is a
great co-worker.
B: Y ou're right. He's a hard worker , easy to get along with , honest , and he never
steals the credit on projects. The only thing he's lacking in is experience.
A: Maybe that' s why he's so nice!

Dialogue 2

A: Do you get along with your co-workers?

B: 1 get along pretty well with most of them. It seems there are always a few rotten
apples in the bunch , though. Like Margaret. 1 don't know why management hasn't
fired her yet. She's a terrible gossip.
A: Do you think management should fire someone just because they gossip?
B: It' s not only that she gossips , but she also tries to start problems among other
employees by spreading rumors and telling lies about her co-workers. She's not
trustworthy , and in my opinion , 1 think she's nuts.
A : So how do you develop good relationships in the 0ce?

B: 1 think one of the impot things is just to be considerate of your co-workers'

feelings and needs. If you are aware of other people and do your part to make a
good working environment , you should be able to get along with most of the
people you work with.
A : 1 think you' re right , but it does seem that there are always a few co-workers that are
harder to work with others.

28
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29


Bosses

Beginner ----------------
1. How are things at the office lately?
2. He is really unreasonable.
3. What about his personality?
4. Is he a nice y?

5. He constantly yells at us or criticizes us.

6. He is always degrading the employees.
7. What a terrible working environment!
8. Why don't you just quit?
9. Do you get along with yourboss?
10. All of us at the office respect our boss a lot.

Intermediate --
1. Two weeks ago , we got a new boss , and 1 can't stand him.
2. He not only gives us too much work , but he is also just plain mean about it.
3. 1 was going to , but my boss guessed what 1 was thinking.
4. If it wasn't for the money , 1 would quit in a heartbeat.
5. The problem is , 1 can't support myself if 1 don't work.
6. To deal with him every day , you should get a raise!
7. She is really understanding and reasonable most of the time.
8. There was only one time 1 didn't really agree with her.
9. Once she fred one of my co-workers for drinking on the job.
10. You're lucky you can get along so well with your boss.

Advanced __c_____

1. Since he came , I've been so busy 1 haven't had time to breathe!

2. He gave me so much work to do that afternoon that 1 didn't get around to meeting
with the supensor ofour department.
3. 1 lt bad for him , because it is so hard to fnd a job these days , and he has a f;ly

to support.
4. It' s your boss' responsibility to make sure employees are and also doing their
jobs.
5. If you don't like your boss or your co-workers , they can make your life miserable.

30
 Office Talk

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31


Dialogue 1 --
A: How are things at the o:ffice lately?
B: Just awful. Two weeks ago , we got a new boss , and 1 can't stnd him! He is re a1ly
unreasonable about our work:load. Since he came , I' ve been so busy 1 haven't had
time to breathe!
A: That bad , huh? What about his personality? Is he a nice guy at least?
B: 1 should be so lucky. He not only gives us too much work , but he is also just plain
mean about it. He constandy yells at us or criticizes us. He is always degrading the
employees.
A: What a terrible working environment. Have you tried talking to anyone about it?
Maybethe boss ofyour boss?
B: 1 was going to , but my boss guessed what 1 was thinking. He gave me so much
work to do that aftemoon that 1 didn't get around to meeting with the supensor of
our department.
A: It must be terrible. Why don't you just quit?
B: If it wasn't for the money , 1 would quit in a heartbeat. But the problem is , 1 can't
support myself if 1 don't work.
A: Yeah , but a boss like that? To deal with him eveT day , you should get a raise!

Dialogue 2 ----
A: Do you get along with your boss?
B: Actua1ly 1 do. She is re a1ly understanding and reasonable most of the time. There
was only one time 1 didn't re a1ly agree with her.
A ~ Wh en was that?
B: Once she fired one of my co-workers for drinking on the job. 1 felt bad for him ,
because it is so hard to find a job these days , and he has a family to support.
A: Well , he shouldn't have been drinking on duty. It's your boss' responsibility to
make sure employees are safe d also doing their jobs.
B: Y ou are right. She was being a good boss when she red him , but 1 just felt sorry
for him , that' s a1l.
A: Did this incident with your co-worker affect your relationship with your boss?
B: Not re a1ly. All of us at the o:ffice respect our boss a lot.
A: Y ou're lucky you can get along so well with your boss. It makes a big dirence 1ll

how much you enjoy your job.

B: No kidding. If you don't like your boss or your co-workers , they can make your
life miserable.

32
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33

Brainstorming

a11! mlanEE
///))//)////////

Beginner

1. Have you thought up any good ideas?

2. 1 haven't come up with anything good yet.
3. Maybe you should take a bre ak..
4. 1 came up with a few dirent thoughts on the proposal.
5. We could do

6. What do you suggest?

7. Y ou think we should. . . .
8. That is one posible solution.
9. What else could be the problem?
10. That's ue.

Intermediate -
1. Somehow my brain isn't functioning today.
2. Trying to put something together.
3. No wonder your rnind isn't ve sharp now.
4. I've completely run out of ideas.
5. 1 hate to put everything on hold.
6. We've got to come up with a way to solve this problem!
7. Maybe we do have some problems with time-management.
8. That would lighten everyone's load.

Advanced -----
1. Maybe we can shelve the proposal for a w hi1e w hi1e you brainstorm.
2. You're right , it' s no good to have things up in the air for too long.
3. We need to do some brainstorrning to come up with a time-management solution for
our 0ce.

4. Ifpeople were always on time to work , they rnight get more done in the morning
before lunch.
5. Fifteen minutes would be good , but 1 wonder if it would mak.e a big impact on the
employees' output.

34


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9. ?

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35


Dialogue 1 -._------------------- --------------.-------._---._--------.---

A: Have you ought up any good ideas for our business proposal?
B: 1 haven't come up with anything good yet. Somehow my brain isn't functioning
today.
A: Maybe you should take a break , you've been sitting at your computer for three
hours ying to put something together. No wonder your rnind isn't ve sharp

now.
B: 1 came up with a few different thoughts on the proposal , but now I've completely
run out of ideas.
A: Maybe we can shelve the proposal for a while while you brainstorm.
B: We could do that , but 1 hate to put everything on hold.
A: You're right , it' s no good to have things up in the air for too long.

Dialogue 2-
A: We've got to come up with a way to solve this problem! N 0 one is getting all their
work done during the work day. We need to do some brainstorrning to come up
with a time-management solution for our ce.

B: Well , what do you suggest? It' s not that we are all wasting a lot of time. Fact is ,
we're understaffed. People just have too much to do.
A: So you think we should hire some new people? That is one possible solution. What
else could be the problem?
B: Maybe we do have some problems with time-management. If people were always
on time to work , thT rnight get more done in the morning before lunch.
A: That's ue. Also , maybe we could shorten the lunch break. from an hour to 45
minutes. That would add a little time to everyone's day.
B: Fifteen rninutes would be good , but 1 wonder if it would make a big impact on the
employees' output. 1 sti11 think it's a problem with too much workload.
A: We ended up right where we started. Maybe it is time to look for some temp
workers to help with a few projects. That would lighten eveone's load.

36
 Office Talk

xif 1

A:
?

B:

A:

B:

A:

B:

A:

a 2 W//////5

A:

6 3??
a h
a JTb f~!!

?:

A: ?

B:

A: 45

B: 15

A:

37
L


Commuting
1. 0

Beginner ----
1. Where's B?

2. He's late again.

3. Traffic is probably holding hirn up.
4. He commutes om the suburbs.
5. He takes the train , remember?
6. Well , the train shouldn't be late.
7. Why doesn't he just drive work?

8. It' s too diffi.cult to park your car in the city.

9. How do you get to work eve day?

Intermediate ,
1. It' s not easy commuting eveT day , we should cut hirn some slack.
2. That means there is only one explanation. Bill must have overslept!
3. He must get started on his commute about 6: 30 , no telling what time he actually gets
up.
4. In all , the trip's got to take more than two hours.
5. The commuting with public sportation is killing me.
6. A1so , the traffic coming in om the suburbs is a nightmare.
7. The drawback is that the subway is more expensive than the bus.
8. Just thinking about taking the bus every day makes me tired!
9. It' s only about a ten minute bike ride om my house to e office.

Advanced --------------------------------------
1. Even though the trac is bumper-to-bumper out there , 1 don't think it' s heavy ac
that makes Bill late.
2. Well , to be fa since he's coming all the way om Lancaster , he's got to get up
much earlier than the rest of us.
3. That' s right , because he's got to get to the train station om his house , then take the
blue line into the city , then switch trains to the red line.
4. The subway was so packed this morning , 1 got totally squished by about a hundred
busy commuters on the way to work.
5. While you're stressed out by your commute , I' m releasing all the stress of the day
th mine.

38
 office Talk

11
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2.

3.
4.

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6.
7. ?
10.
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2.

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39


Dialogue 1 --
A , Where's Bill? The ambassador's a1ready here. The meeting is set to start at 9 am.
. He's late again. Traffic is probably holding him up. You know , he commutes om

the suburbs. It' s not easy commuting eve day we should cut him some slack.
A , Even though the trfic is bumper-to-bumper out there , 1 don't think i t' s heavy
trfic that makes Billlate. He takes the train , remember?
. Oh , that' s right. We11 , the train shouldn't be late. That means there is only one
explanation. . .. Bill must have overslept!
A , We11 , to be fair , since he's coming all the way from Lancaster , he's got to get up
much earlier th the rest of us. He must get started on his commute about 6: 30 ,
no telling what time he actually gets up.
. That' s right , because he's got to get to the train station om his house , then take
the blue line into the city , then switch trains to the red line. In all , the p's got to
take more than two hours.
A, Why doesn't he just drive to work?
. It's too dicult to park your car in the city. Also , the trac cormng m om the
suburbs is a nightrnare

Dialogue 2 "
A. 1 can't wait until my car is repaired. The commuting with public trsportation is
killing me.
. It can't be that bad.
A , But it is! Take this morning for example. The subway was so packed this moming ,
1 got totally squished by about a hundred busy commuters on the way to work.
. At least the subway is better than the bus. It's faster for one thing. And usually less
crowded. But the drawback is that the subway is more eensive th the bus.
J

J adds up over time , if you take it eve day.

=
;
f
f

A. That' s true. The bus is even worse. Just thinking about taking the bus every day
:

U
4

makes me tired! Hey , how do you get to work eve day?

4

?
- . 1 ride my bike. 1 don't live too far away , so it' s prey convenient. It' s only about a
:
f

ten minute bike ride om my house to the 0ce.

3
2

f
A. 1'11 bet i t' s good exercise , too . . . a good way to keep fit.
i
=
P
. Yes , not only a good way to keep in shape , but a good way to relieve stress as

we11. While you're stressed out by your commute , I' m releasing all the stress of the
4 4

=f

J
}

day with mine.
?

40

z
F

 7 'l"/ ///,ij;

A: ? 9

B:

A:

B:

- LL?
A:

6:30
JtL J

A: ?

B:

A:

B:

A:

B:

A:

B: 10

A:

B:

41

The Working Lunch

a f u l Ex gA1tn ~*ii
)) / / / / / / / / // / /)7 / / /77// / / / / / / / / / / / // / /

Beginner ----
1. 1 hate to rnake you work through your lunch break.
2. What is your favorite fst food?
3. I'll cater to your taste.
4. I'll bring the food.
5. We don't have to reserve a table.
6. That' ll beprey heavy for a rnid -day meal.
7. 1 hope nobody's a vegetarian.
8. You have a choice of prime rib or chicken.

Intermediate -
1. Things e really busy for me today , the only time 1 can manage to squeeze out rnight
be over lunch break.
2. I've already had several days in a row working through lunch.
3. 1 really appreciate you taking the time to work me in over your lunch break.
4. To be on the safe side , I' ll order a table for halfpast twelve.
5. Are you planning on eating the investors to a full-<:ourse meal?
6. As along as we stay away om anything alcoholic , we should be okay.
7. We can make some special arrangements if we need to.
8. It' s the company who is footing the bill.

Advanced
1. We can make it a working lunch this aftemoon , and I'll order some Chinese food for
delivery. It'll be my treat.
2. Let' s make it a date for Chop Suey and the Martin account at about 12:30.
3. For our lunch meeting with the investors , do we have to make a reservation at the
restaurant or do we just show up?
4. I've arranged to meet them at the restaurant at twelve; can you make the reseation

a little earJier?
5. We'll start with appetizers , follow with a soup and salad course , then main dishes of
prime rib or cordon bleu chicken , and finish up with a deJicious rich dessert of some
sort.

42
 E

1.
2 ?
3.

4.
5.

7.
8.

1.

2.
3.
work through lunch

4. 12
How abduf this? ?
5. ?
makeit(
6. for delivery
7. be one's treat
8. work (Sb.!sth. )iJ(/
}
fgstJqqd
a :
cater to taste
1 make it a date
cho suey
2. 12:30 sbund good
showup

walk
f
ci

i
3. ?

b e onthe
s af
esid
e
?
4. 12 II-cursemr /

? 'rimerib
cbrdonbleu chik~ln.;!
5.

43

Dialogue 1-
A: Excuse me , Don? 1 hate to bother you , but 1 need your help on something. Do
you have time to brief me on the Martin account today?
B: Oh , that' s right. You're supposed to deliver a brief on that account tomorrow. 1
know there are some things 1 need to share with you about that , but , gosh , 1 don't
know. . . .. Things are really busy for me today , the on1y time 1 can manage to
squeeze out might be over lunch break. . . .
A: 1 hate to make you work through your lunch break with how busy you are. . . .
B: It's okay. . .. I've already had several days in a row working through lunch.
A: How about this. . .. We can make it a working lunch this aemoon d 1'11 order
some Chinese food for delivery. It '11 be my eat.

B = Y ou don't have to do that.

A: 1 insist. 1 really appreciate you taking the time to work me in. Wh at is your favorite
fast food? 1'11 cater to your taste.
B: Actually , 1 do like Chinese. . .. Let's make it a date for Chop Suey and the Martin
account at about 12:30. Does that sound good?
A: Great , I'11bring the food.

Dialogue 2 -
A: For our lunch meeting with the investors , do we have to make a reservation at the
restaurant or do we just show up?
B: Usually for lunch , we don't have to reserve a table , they should allow walk-ins.
But to be on the safe side , 1'11 order a table for half-past twelve. Will that suit your
schedule?
A: I've arranged to meet them at the restaurant at twelve; c you make the reservation
alile earlier? If we start earlier , it will give us more time for a longer lunch.
B: Are you planning on treating the investors to a fu11 -c ourse meal?
A: Yes , we'11 start with appetizers , fo11ow with a soup and salad course , then main
dishes of prime rib or cordon bleu chicken dfirsh up with a delicious rich
dessert of some sort.
B: That'11 be pretty heavy for a mid -day meal , don't you think?
A: As along as we stay away om anything alcoholic , we should be okay.
B: With your prime rib and chicken choices , you' d better hope nobody' s a vegetarian.
A: We can make some speci arrangements ifwe need to. After all , it' s the company
who is footing the bill.

44
 Office Talk

7 '///;

A:
?

B:

......

A:

B:

A:

B:

A:

B: 12:30

A:

A: ??

B:

A: 12

B: ?

A:

B: ?

A:

B:

A:

45


Infernafional Business Travel

12

Beginner

1. It will be my first trip overseas.

2. It's going to be my first time leaving the couny.

3. Have you applied at the embassy for a visa yet?

4. Yes , it wasn't too hard to get.
5. You leave next Tuesday , right?
6. What time is your ght?

7. My flight depts at 7 n.

8. Have you ever been to ]apan?

9. 1 just got back yesterday.

Intermediate -----
1. 1 hear you're being sent to Madrid for the annual conference.
2. 1 have never vacationed anywhere exotic.
3. Being able to go to the conference sounds like such a great opportunity.
4. All 1 had to do was fill out the paperwork and pay the application fee.
5. 1 have everything except for my luggage ready.
6. How were things in the Tokyo branch when you were there?
7. They have e1ded and are doing better th they were last quarter.
8. It' s nice to see some improvement for a change.
9. There are a lot of cultural differences to account fo r.
10. I' m still suffering from jet lag.

Advanced --
1. You haven't even been anywhere on vacation?
2. Even ifI don't get a chance to avel on my personal tir at least 1 can travel on
company time!
3. If your flight is leaving so early , 1 can take you to the airport and see you off.
4. Yes , especially with so many of our executives going back and forth om here to
]apan.
5. The only problem is , they may have trouble when they go to open up business here.

46
 Biusiness

-EE
:t!J!li

1.
2.

3. ?
4
5. ?

6. ?

7. 7

8. ?

9.

1.
2.

3.
4
5.
6. ?

7.
8.

9.
10.

~!li

1.?
2.
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3.

4.

47


Dialogue 1-
A: 1 hear you're being sent to Madrid for the annua1 conference. Is that right?
B: Yes , it Ni1l be my first trip overseas. Actu a1ly , it' s going to be my first time leaving
the couny.

A: Are you serious? You haven't even been anywhere on vacation?

B: N 0 , 1 have never vacationed anNhere exotic. But even if 1 don't get a chance to
travel on my persona1 time , at least 1 can travel on company time!
A: We11 , being able to go to e conce sounds like such a great opportunity. Have
you applied at the embassy for a visa yet?
B: Yes , it wasn't too hard to get. All 1 had to do was fill out the paperwork and pay
the application fee.
A: Y ou leave next Tuesday , right? What time is your ght?

B: My flight departs at 7 . 1 have everything except for my luggage ready.

A : If your flight is leaving so early , 1 can take you to the airport and see you off. 1'11
sti11 be able to make it into the ce by 9.
B: That would be great! Thanks a lot!

Dialogue 2 -
A: How were things in the Tokyo branch when you were there?
B: Good! They have expanded and are doing better than they were last quarter. It' s
nice to see some improvement for a change.
A: Do you see the trend continuing over the next few months?
B: Yes , especia1ly with so many of our executives going back and forth om here to
]apan. The only problem is , they may have ouble when they go to open up
business here.
A: Why would you s that?
B: They aren't too familiar with doing business outside of ]apan. There are a lot of
cultura1 differences to account for.
A: 1'11 say! Sometimes they just do things re a1ly direndy. But one thing 1 can say ,
they are re a1ly hospitable.
B: Have you ever been to ]apan?
A: Sure! 1 just got back yesterday. I' m sti11 suffering omjet lag.

48
 M iness Trip

7 0"//////

A: f-F?

B:

A: ??

B:

A:

B:

A: ??

B: 7

A: 9

B: !!

2 W//////W//%

A: ?

B: !

A: ?

B:

--

A: ?

B:

A:

B: ?

A: !

49


Dressing for Business

18

Beginner -----.----------.--
1. Make yourself at home in your 0ce.

2. Will management talk to him about his appearance?

3. We must wear white shirts , dark suits , and ties.
4. We are allowed to wear more casual jackets and trousers.
5. His new style of dressing down is not quite acceptable.
6. Marketing and sales staff always dress for success.
7. Ifyou go on a sales call , you should dress formally.
8. Dressing professional is being professional.

Intermediate --
1. My co-worker's been coming to work dressed in jeans and sweatshirts.
2. It' d be nice to make the working atmosphere a lot more relaxed and casual.
3. Even if our company didn't have a dress code , 1 sti1l think people would wear formal
clothing to work.
4. People want to wear what they feel most comfortable in.
5. People judge you by your appearance , whether you like it or not.
6. It shouldn't matter so much what you wear as who you are; 1 think what you wear is
so overrated.
7. The image that you portray to others is so important in business.
8. 1'11 take my sneakers and jeans any day!

Advanced ---
1. In some industries , there isn't such a large division between home and 0ce so
people want to work in the clothes they feel most relaxed in.
2. 1 guess the working atmosphere is a lot more relaxed and casual in California because
of the information technology indusT.

3. You can't go out on a sales call if you are dressed in jeans because it' s just not respectful
to your clients.
4. 1 would rather have a down-to -earth , honest and solid sales person than a painted ,
patent leather , designer suit salesman.
5. It is your image and how other people perceive you that makes the difference
between landing or loosing a sale.

50


F.i

#Ji& d

1.

2. ?

3.
4.

5.
6.

7.
8.

i& -/"///W///////
1.
2.
3.

4.
5.

6.

7.

8.

$i&

1.

2.

3.

4.

51


Dialogue 1 -----------
A: Did you see the way that Brian came to work yesterday? Ever since he came back
om that conference in Silicon Valley , he's been coming to work dressed in jeans
and sweatshirts. It's like he's decided to make himself at home in his 0ce. 1 don't
know how long it'l1 take before the management talks to him about it.
B: He was really influenced by the way they do things on the west coast. 1 guess the
working atmosphere is a lot more relaxed and casual in California. It comes om the
information technology indus there isn't such a large division between home
andoce so people want to work in the clothes they feel most relaxed in.
A: Maybe so , but it seems kind of strange , with the rest of us in white shirts , dark
suits , and ties.
B: It' s not as bad as that. . .. We are allowed to wear more casual jackets and trousers.
Besides , didn't you hear what Brian found on his desk this moming?
A , What' s that?
B: Management decided to give lm four brand new white shirts. That' s their way of
telling him that his new style of dressing down is not quite acceptable.

Dialogue 2 ----
A: Even if our company didn't have a dress code , 1 still think people would wear
foal clothing to work.
B: 1 wouldn't be so sure. . .. People want to wear what they feel most cornfortable in.
A: Maybe that's ue for some positions , but 1 think the marketing and sales staff would
definitely not agree. They dress for success! Y ou can't go out on a sales call if you
are dressed in jeans. It' s just not respectful to your c1ients.
B: 1 think what you wear is so overrated. 1 would rather have a down -to -e arth , honest
and so1id sales person th a painted , patent leather , designer suit salesman.
A: It' s not as simple as that. People judge you by your appearance , whether you 1ike it
or not. So dessing professional is being professional. The image that you poray to
others is so important in business. It is your image and how others perceive you at

makes the difference between landing or loosing a sale.

B: Maybe you're right , but 1'11 take my sneakers and jeans any day!

52
 Bu Trip fff}

~ Xif itf 1 W///#/////W///////W/////////

A: i:?

B:

A:

B:

A: ?

B:

2 W#//

A:

B:

A:

B:

A:

B:

53


Hotel Situations
14

Beginner

1. 1 have a reservation.
2. 1 reserved a double bed , non-smoking room.
3. What name was the reservation made under?
4. Here's the confrmation number.
5. What time is check out?
6. What time is breakfast served?
7. Here's your room key.
8. Could you call me a ta please?
9. 1 would like to change rooms.

Intermediate --
1. My secrety called and booked the room a couple weeks ago.
2. 1 had the room booked with a VISA gold card a w weeks ago.
3. Y ou have a standard double room , non -s moking , on the third floo r.
4. 1 just need to see some identifcation , and the credit card you booked the room
with.
5. Would it be possible to check out and pay the bill in the morning?
6. There's a continental breakfast buffet om6 10 am , it' s in the lobby.
7. If at all possible , l' d like a room that doesn't overlook the street.
8. 1 c put you in to a room on the 17 floor it has a balcony and it doesn't fce the
highw

Advanced --
1. It seems there's no Johnson listed for a room for tonight , is there any other name that
your reservation rnay be listed under?
2. Y ou can settle your bill in the morning , but we reque a Nenty percent deposit
upont but 1 can just keep a record of your credit card.
3. 1 couldn't sleep at all last night because the people in the room next to mine were
making a lot of noise.
4. Just this morning 1 called someone up to fx the light fxture in the bathroom , it
didn't work , and it still doesn't work.
5. You'll have to sign here , and acknowledge these changes and also the charges to your
prevlO us room.

54
 Bu

?
#J!Jl

1.

2.
3 ?

4.

5. ?

6. ?

7.
8. ?

9.

? a W#//m:

1.
2. VISA

3.

4.

5. ?

6. 6 10

7.

8. 17

W ilt !Jl W///?

1.
?

2. 20%

3.

4.

5.

55


A
AB

Dialogue 1
Hello , welcome to Prescott hotel , how may 1 help you?
Hi , yes , 1 had a reservation. My secreta called and booked the room a couple
weeks ago. The reservation should be for a double bed , non -s moking room.
ABA
An d what name was the reservation made under?
It should be under Steve Johnson.
Hn... . Let me see. It seems there's no Johnson listed for a room for
tonight , is there any other name that your reservation m be listed under?
. No.... Here's the confrmation number , w that help? It' s H98007. 1 had the
room booked with a VISA gold card. . . .
A. Oh , yes , here it is. . You have a standard double room , non-smoking , on the
third floor. 1 just need to see some identifcation , and the credit card you booked
the room with , ifyou don't rnind.
. Sure , here it is. . .. Would it be possible to check out and pay the bill in the
mo19? Als o , what time is breakfast served?
A. There's a continental breakfst buffet om 6 am -10 am , it' s in the lobby. Also ,
you can settle your bill in the morning , but we require a twenty percent deposit
up but 1 can just keep a record of your credit card on file. Okay , 1' ve got you
all set up , if you could just sign here , and initial here. . .. Here's your room key.
Anything else 1 can do for you?
. Yes. Could you call me a ta please?

Dialogue 2 ------ ------------------------------

A. Excuse me , can you help me? 1 would like to change rooms if possible. 1 couldn't
sleep at alllast night because the people in the room next to mine were making a lot
of noise. Also , if at all possible , l' d like a room that doesn't overlook the street.
Between the noisy neighbors and ilie highway outside , 1 didn't sleep a wink!
. 1'm so soY to hear that , sir. Let me check and see what is avai1able. What room
are you n now?
A. I'm on ilie sixth floor , room 698. 1've had so many problems with iliat room. Just
this morning 1 called someone up to the light fixture in the bathroom , it didn't
work d it still doesn't work.
jjjraczjiiij44FizzFiz

. Oh dear. Well , it looks like we have a few rooms avai1able. Can 1 put you in
to a room on ilie 17 floor it has a balcony and it doesn't face the highway. .
A. Okay , that would be ve nice. What do 1 need to do to transfer?
- Let ne check you out of your old room. Y ou'll have to sign here , d
acknowledge these changes and also the charges to your previous room. Then 1 can
hook you right up for room 1780.
A. Hmm. . .. 1 don't think these charges are right-can you e}lain them , please?

56

 BS

a 7 W//////W//////

A: ?

B:

A: ?

B:

A:

B: ?

H98007 VISA

A:

B: ??

A: 6 10

20%

A: ?

B: ?

A: 6 698

B: ......

17 ?

A: ?
lfl} j ()~
B: ! ()a
1780

A: ?

57

Negotiating the Subway

15

Beginner
1. 1 have a day to go sightseeing before 1 head back home.
2. What to you suggest 1 see when I'm here?
3. Transportation is a problem.
4. 1 suggest you take the subway.
5. Is there a subway station next to my hotel?
6. Is it expensive to ride on the underground?
7. It' s very hard to get lost on the subway.
8. The Wudaokou station is on the lightrai1.
9. Y ou'l1 have to transfer to another line.

Intermediate
1. Because the city is very old , the roads are narrow and congested.
2. If you only have three or four days to visit , you don't want to spend them waiting in
trac in a cab.
3. Wh en go sightseeing , you can frst take the shule to the conference center , then
hop on the metro.
4. You can get a dai1y pass that will ailow you to travel unlimited for the whole day for
about 6 dol1ars.
5. There are two underground lines , one that goes in a circle , the other that is straight.
6. Ifyou get lost , there are always subway attendants that can help you f.nd your way.
7. Excuse me , can you help me f. gure out how get to the Wudaokou subway station
om here?
8. Be sure you buy a combination ticket for the regular subway and the ghtrai1.
9. Xizhimen is a big station , so there will likely be a lot of people getting off at that
stop.

Advanced -----------------------------------------------
1. Don't worry about transportation because there's a subway station at the conference
center itself, and a shutde om your hotel to the conference center that takes only 5
nutes.

2. If you decide not to buy a d ai1y pass , you can pay by trip , which is about 50 cents to
2 dol1ars each depending on how far you go.
3. Y ou can take the redline train om here , but you' l1 have to transr to the blue line
at Fuxingmen ansr station.
4. You can ansfer to the ligh.ai1 at that station , you' l1 have to exit the subway and
present the unused portion of your combination ticket to the ticketrnaster.
5. There's only one direction to go , so you won't get on the wrong train. Just head
north on the Yel10w line d you' l1 see Wudaokou in just a couple of stops.

58
 BU

aEIIBII-
~
f& W/////

1.
2. ?
3.
4.
5. ?
6. ?
7.
8.
9.

a ~////////

1.
2.

3.

4.
6
5. subwy. statin
6. conferenecentr
(subway) line( }
7. ttansfefsttin
? onone'sown

8. do some sightseeing

9. headback
gbtween

~f& takftime) { i
hoon
1.
dily' PFss /

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5
riden
2.
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~
3.
dependbn

fidHe'sway
4.
figurt7

lnsed.portioh'
5


fbllbw'the.... c: rowd

59

Dialogue 1-
A: It's my frst visit to Pragt 1'11 be here for three days for a conference , then 1 have
a day on my own to do some sightseeing before 1 head back home. What do you
suggest 1 see when I'm here?
B: There are my interesting places you should be sure to see. One problem is
transportation , however: Because the city is very old , the roads are narrow d
congested. 1f you only have three or four days to vis you don't want to spend
them waiting in traflc in a cab. 1 suggest you take the subway.
A: The subway? But is there a subway station next to my hotel? 1 have to go between
the conference center and the hotel several times a day. . . .
B: No worries , there's a subway station at the conference center itself, and a shutde
om your hotel to the conference center that takes only 5 minutes. When you do
your personal sightseeing , you can frst take the shutde to the conference center ,
then hop on the meo.
A: 1s it e)pensive to ride on the underground?
B: Y ou can get a daily pass that will allow you to travel unlimited for the whole day for
about 6 do11ars. Otherwise , you can pay by. trip , which is about 50 cents to 2
do11ars each p depending on how far you go.
A: 1s it easy to get lost?
B: No , no ... i t' s ve hard to get lost. There are two lines , one that goes in a
circle , the other that is straight. 1f you get lost , there are always subway attendants
that can help you fnd your way.

Dialogue 2 -
A: Excuse me , can you help me fgure out how to get to the Wudaokou subway
station om here?
B: Sure.... First you're going to have to buy a ticket to ride on the subway. The
Wudaokou station is on the lightrail , --so you'11 have to sfer. Be sure you buy a
combination ticket for the regular subway and the lightrail. It should cost you 5 yuan.
A: And after 1 buy the ticket , where should 1 go?
B: Y ou can take the red line train om here , but you'11 have to sfer to the blue line
at Fuxingmen transfer station. Aer you transfer , take the blue line that is heading
north towards Fuchengmen.
A: So 1 'ansfer om red to blue , then how long do 1 ride the blue?
B: Y ou'11 take the blue line unti1 you reach Xizhimen.bat's a big station , so there will
likely be a lot of people getting off at that stop. You can transfer to the ligh there
you'11 have to exit the subway and present e unused portion of your combination
ticket to the ticketn th'11 give you a new ticket to use on the gh system.
A : It sounds so complicated!
B: No , not really. Don't worry about it , like 1 said there'11 be a lot of people there
doing the same thing that you are doing , so just fo11ow the crowd. There's only one
direction to go , so you won't get on the wrong train. Head north on the Ye110w
line d you'11 see Wudaokou in just a couple of stops.
A~ Thanks!

60
 B usiness Ti

A: 3
?
B:
'1


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......

B: I
5


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B: 6
50 2
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B:
5
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B:

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61


Receiving Clients

Beginner

1. How can 1 help you?

2. 1 would like to see Mr. Smith.
3. Do you have an appointment?
4. Our meeting is set for 2 o'clock.
5. W you please have a seat?
6. She is just fnishing up a meeting now.
7. She should be with you shortly.
8. What can 1 do for you today?
9. 1 wasn't aware 1 needed to make an appointment.
10. Can you please wait just a moment?

Intermediate
1. 1 aaid he le this 0ce this morning and is not eected back until aer 4 pm.
2. Let me fnd out if he made arrangements for someone else to meet with you in his
place.
3. W ould you like me to show you around while you are waiti?

4. When Ms. Tey is ready , you m take the elevator at the ont to the 6 th floor.
5. There is a conference room already preped.

6. 1 was wondering if 1 could speak to someone about investment accounts with your
company?
7. Oh , it' s no problem , 1 can see if yone is available now to meet with you.
8. Go ahead and have a seat , make yourself comfortable.
9. She can help to swer the questions you have about investment accoun.

Advanced -
1. Yes , Mr. Mason , 1 just checked with our ce manager , Ms. Terry , she said M r.
Smith briefed her on your project.
2. It' s a busy time for us right now , but if you don't mind waiting about ten minutes , 1
can arrange for you to talk with Susan.
3. Here , take this number , and we'lllet you know when it's time; when your number
is called , Susan rill be ready to see you.
4. Take the elevator at e 0 and when you get off the elevator , it' s the st door
on the right.
5. Thank you , 1 am sure 1 shouldn't have y problems fnding it.

62
,
F


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2.
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6.
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4. 6
5.
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3.

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5.

63


Dialogue 1

A: How can 1 help you?

B: Yes , 1 James Mason om Anderson and As sociates. 1 would like to see 1r.
Smith.
A: Do you have an appointment?
B: Yes , he knows I' m coming. Our meeting is set for 2 0' clock.

A: 1 wonder if Mr. Smith forgot your meeting. 1 am aaid he left this 0ce this
morning and is not eted back until er 4 pm. Let me find out if he made
arrangements for someone else to meet with you in his place. Will you please have
a seat?
B: Sure.
A: Yes 1r. Mason , 1 just checked with our 0ce manager , Ms. Terry , she said
M r. Smith briefed her on your project. She is just finishing up a meeting now. She
should be with you shortly. W ould you like me to show you around while you are
waiting?
B: That would be veT nice. Thank you.
A: Rit this w Mr. Mason. We can start with our front office. Wh en Ms. Te lS
ready , you rnay take the elevator at the front to the 6 floor.nere is a conference
th

room already preped.

Dialogue 2 -
A: Good aftemoon! What can 1 do for you today?
B: Yes , 1 was wondering if 1 could speak to someone about investment accounts with
your company?
A: Do you have an appointment with any of our financial advisors?
B: No.... 1 wasn't aware 1 needed to make an appointment. . . .
A: Oh , it' s no problem , 1 can see if yone isavailable now to meet with you. Can
you please wait just a moment? Go ahead and have a seat , make yourself
cornfortable.
B: Thank you.
A: ThIks for waiting , 1 just talked to our crew. It' s a busy time for us right now , but
if you don't mind waiting about ten minutes , 1 can arrange for you to talk with
Susan. She can help to answer the questions you have about investment accounts.
Here , take this number , and we'll let you know when i t' s time; when your
number is called , Susan will be ready to see you.
B: Where is her ce?

A: It' s on the third floo r. Take the elevator at e and when you get off the
elevator , it' s the st door on the right.
B: ThIk you , 1 sure 1 shouldn't have any problerns finding it.

64
 X 1

A: ?
Anderson and Associates
ofll J"

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B: 2

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6

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B:

A:

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10

B: ?

A: 3
B:

65


Entertaining Clients
17

Beginner
1. I'll glad you made it okay.
2. How was your t1i ght?
3. Y ou must be tired.
4. Here , let me help you with your bag.
5. Is it your first time to Seatde?
6. How does that schedule sound to you?
7. Thank you for your hospita ty.

8. 1 want you to eat him like a king.

9. How much is my entertainment budget?

Intermediate -------
1. It was pretty bumpy , also a bit long , all together about 5 hours.
2. I' d be happy to take you around this city and show you the sights tonight ifyou're up
to lt.
3. I've already made a hotel reservation for you , let' s go to the hotel first and drop oft-
your things.
4. Afterwards , I've made arrangements to take you to see the city lights.
5. Remember , he is one of our most important clients.
6. 1 want you to give him the red-cet eatment.

7. Do you want me to drop him off at the hotel , or do 1 have to keep him amused this
evening as well?

Advanced -----
1. Then , l' d like to have a drink so that we can get better acquainted , I've booked a
table at an exclusive restaurant downtown.
2. TomJones om Lockwood Nill be coming in this aftemoon-You'll be going along
th the driver to pick him up at the airport when his plane comes in om Prague.
3. Don't worry , I'll give him the VIP treatment. Jeeze , 1 really don't enjoy myself
when I' m entertaining clients.
4. Try to have a more positive attitude , it' s not as bad as you make it out to be.
5. Hey , while you're at it , why don't you invite him to play golf this Saturdayas well?

66
! C'/ient Reception

m* jE
a #J!Jl

1.
2. ?

3.

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7.
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2.

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6.

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1.

2.

3.

4.
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67


Dialogue 1 --- ---- -- -- ---- -- --- -- ----- ---- --- -- --- -----------------
A: Mr. Bryant? Hi, 1'm Mike from Florence Incorporated. 1'11 glad you made it okay.
How was your ght?

B: It was prey bumpy , also a bit long , all together about 5 hours.
A: That is a long flight. Y ou had a layover too , is that right? Y ou must be tired.
B: Actually 1 feel quite rested. 1 was able to sleep on the plane.
A: Good! Here , let me help you wi your bag. Is it your first time to Seattle? l' d be
happy to take you around this city and show you the sights tonight if you're up to

B: That would be veT nice , you're too kind.

A: 1've already made a hotel reservation for you , le t' s go to the hotel first and drop off
your things. Then , I' d like to have a drink so that we can get better acquainted.
1've booked a table at exclusive restaurant downtown. Aerwards 1've made
arrangements take you to see the city lights. Seattle's nighilife can be really quite
exciting. How does that schedule sound to you?
B: Sounds great. Thank you for your hospitality.

Dialogue 2-
A: TomJones om Lockwood will be coming in this aftemoon-Y ou'11 be going along
with the driver to pick him up at the airport when his ple comes ln om Prague.
Remember , he is one of our most important clients. 1 want you to give him the
red -c arpet treatment.
B: Do you want me to drop him off at the hotel , or do 1 have to keep him amused this
evening as we11?
A: What do you think? 1 want you to eat him like a king. Take him to one of the
fancy restaurants downtown. Mterwards , you can fo11ow up with a show.
B: How much is my entertainment budget then?
A: Just don't exceed $ 800 tonight.
B: Don't worry , 1'11 give himthe VIP treatment. Jeeze , 1 really don't enjoy myself
when 1'm entertaining clients.
A: We11 , i t' s your job , isn't it? Try to have a more positive attitude , i t' s not as bad as
you make it out to be. Hey , while you're at it , why don't you invite him to play
golf this Saturday as we11?
B: No problem. Anything to keep management happy.

68
~

nt Rec

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B:

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B:

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B:

5 2

A:

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B: ?
,

A: 800

B:

A: ?

B:

69


Accommodating Foreign Clients

18

aLIJ:m.~mn:
/ / / / / / / / / / / / / / / / / / ///////

Beginner -------
1. He11o , Mr. Benson , welcome to Beijing.
2. Is this your frst time to visit China?
3. What would you like to see while you are here?
4. I' m pre sure it can be arranged.
5. 1 will be able to go a10ng with you.
6. 1 can be your translator and tour guide.
7. Ifyou dn't mind , we'd like to invite you to dinner.
8. Do you like Chinese food , Mr. Hanson?
9. Have you ever ied Peking duck?

Intermediate --
1. 1 have already made severa1ps to Guangzhou , this is my first to Beijing ,
though.
2. There are a lot of improvements and changes being rnade for the 01ympics in
Bemg.
3. 1 hope to have time to visit the Great Wall while 1 am here.
4. 1 also recommend you visit Tian'anmen Square and the Forbidden City while you're
at lt.
5. W 1 have a tour guide to accompany me to these places?
6. Over the next w days , if you have any questions or problems , 1 will be right here
to h e1p you out.
7. My pleasure , 1 hope your visit to Beijing is very enjo)le.
8. W ould you object to Wang Fu translating for us , 1'm afr my English is ve poor.
9. W ould you prefer to have Westem style food or Chinese food?

Advanced -------
1. 1 have a1ways wanted to go there , 1 think it would be a re a1 shame if 1 came all the
way to Beijing and didn't make it out to the GreatWall.
2. The wall is a short distance om the city , but we can make arrangements with the
drive to take us out to visit the Great Wall during one of our aftemoon breaks.
3. Chinese food would be alright. 1'11 be a litt1e brave tonight. . .. 1 might as we11 have
a y while 1' m here!
4. 1 c't say that 1 have eaten it before. 1 have heard of it , of course , it' s quite famous
now , isn't it?
5. Let me show you , this is how it works , the chopsticks become extensions of your
fingers , just hold them like this , and grab the food by pinching the two chopsticks
together with your hd.

70
 C'lient C

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4.
5.
6.
7
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71


Dialogue 1-
A: He11o , Mr. Benson , welcome to Beijing. Is this your fire to visit China?
B: Oh , no . .. 1 have aIready made several trips to Guangzhou , this is my frst trip to
Be ing though. It' s a lot larger than 1 e} ected it would be.
A: Yes , Being has grown considerably over the last few years. There are a lot of
improvements and changes being made for the Olympics. What would you like to
see while you are here?
B: 1 hope to have time to visit the Great Wall while 1 am here. 1 have always wanted
to go there , 1 think it would be a real shame if 1 came all the way to Beijing d
didn't make it out to the wall. Do you think 1 rillhave a chance to see it?
A: 1'mprey sure it can be arranged. The wall is a short distance from the city , but we
can make arrangements with the ver to take us out to visit the Great Wall during
one of our afternoon breaks. 1 also recommend you visit Ti'anmen Square and the
Forbidden City while you're at it.
B: Yes at would be nice. Will 1 have a tour ide to accompany me to these places?
A: Don't worry , 1 will be able to go along with you. Over the next w days , if you
have any questions or problems , 1 will be right here to help you out. 1 can be your
translator and tour guide.
B: Thlk you ve much!
A: My pleasure , 1 hope your visit to Beijing is very enjoyable.

Dialogue 2-
A:
Mr. Ha ns
so wo
n ulid
yo
u
0H
Ject to Wa

n1
g Fu
tran
n
l
Enish
d is
ve po

O r. He will do a better job of explaining my meaning to you.
O
B: That will be fne. Don't worry , your English is much better than my Chinese! So ,
what do we have planed for tonight?
A: If you don't mind , we' d like to invite you to dinner. Would you prefer to have
Western style food or Chinese food?
B: That' s very kind of you! Chinese food would be alright. 1'11 be a little brave
tonight. . .. 1 rnight as we11 have a y while 1'm here!
A: Do you like Chinese food , Mr. Hanson?
B: Yes , 1 do , ve much. 1 just wish 1 knew how to order what 1 like! For the life of
me , 1 can't remember any of the names!
A: Yes , 1 fnd it is dicult to remember the names of things in another language. Have
you ever ied Peking duck?
B: 1 can't say at 1 have eaten it before. 1 have heard of it , of course , it' s quite famous
now , isn't it?
A: W ould you like to it tonight?
B: Certnly!
A: Perfect. Can you use chopsticks?
B: We11 , le t' s see. How' s this? Am 1 doing this right?
A: Let me show you , this is how it works , the chopsticks become extensions of your
fngers , just hold them like this , and grab the food by pinching the two chopsticks
together with your hand.

72
~.

Client H

a 7

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B:
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B:
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73


Factory Tours
19

Beginner
1. 1'11 be showing you around today.
2. 1'11 be happy to answer your questions.
3. That's exce11ent question.
4. As you w1 see. .
5. How 10ng will the tour take?
6. Our tour should 1ast about half an hour.
7. Here , 1et' s move on to the next room. .
8. I'd like to show you. .

Intermediate ----------
1. W e' d like to welcome eveone to the Miche1son Tools factory site d thank
everyone for being here today.
2. P1ease feel ee to ask questions at any point during our tour.
3. We care about your saty and we want to insure there are no i uries today.
4. To maintain a high 1evel of s we also uire all of our staff to wear protective
gear.
5. If you' l1 fo11ow me , first 1'11 take you to the site of our sell-<::onductor system.
6. Here in the main p1t is where most of the action takes p1ace.
7. We have about 40 emp10yees on the ground floor , which is about 20% of the total
staff.
8. I' d like to show you what it 100ks like in one of our test cubicles.

Advanced ----------
1. Y ou may be wondering why we ask you to wear all this protective gear , like hard
hats and sty goggles while you're in the p1ant.
2. It should take about twenty minutes to go through the main p1ant , and rnaybe
another ten to take a 100k at the 1aboratory.
3. We produce and package more an five hundred thousand units per year on these
rnachines . .. if you do the rnath on it , that breaks down to about one unit eve

mmute.
4. Ground floor employees include production line workers , maintenance staff, and
quality con01 managers.
5.he qty contr01 staff is responsib1e for ensuring the conlUity of quality for the
products at come out of our p1ant and theyalso keep the machines running smoothly.

74
w
'ient C

E
1i&

1.
2.
3.

4.

5. ?

6.
7.

8.

1. oversee

2.
3. factory site
hard hat
4. safety goggles

production line
qalitycontrol {
5.
}
6.
system. engineer
7. 40
test cubicles
20%
showsb. around
8. feel free
atanypint
l.ffi& | Ibehappy to ...

1. 1'lI bet...
WOndElfwhy

alltogether
2. 20 10
tkeplace

3. 50

4.

5.

75


Dialogue .1 ----
A~ We'd like to welcome everyone to the Michelson Tools fctory site , and thank
everyone for being here today. My name is Paul Shafer , 1'11 be showing you around
today. Please feel ee to ask questions at any point during our tour , 1'11 be happy to
answer questions for you.
~ Is it really necessY to wear all this protective gear?
A~ That' s an exce11ent question. 1'11 bet your wondering why we ask you to wear hard
hats and safety goggles while you're in the plant. The reason is simple , we care
about your sety and we want to ensure there are no injuries today. As you w

see , to maintain a high level of safety , we also require all of our staff to wear simi1ar
protec t:tve gear.
. How long Ni11 the tour take?
A , It should take about twenty minutes to go through the main plant , and maybe
er ten to take a look at the laboratory. AJl together our tour should last about
half an hour.
. Okay... .
A~ We11 , ifyou don't have y questions , shall we get started? If you'11 fo11ow me ,
frst 1'11 take you to the site of our semi-c onductor system. . . .

Dialogue 2 ------------------------------~------------------------------------
A~ Here in the main plant is where most of the action takes place. We produce d

package more than fve hundred thousand units per ye on these machines . . . if
you do the math on it , that breaks down to about one unit eveT minute.
~ How many employeesdo you have working in this area? What percentage of your
employees are on the ground floor?
A. We have about 40 employees on the ground floor , which is about 20% of the total
staff. Ground floor employees include production line workers , maintenance staff,
and quality control managers.
, What all do your quality control people oversee?
A~ They are responsible for ensuring the continuity of quality for the products at

come out of our plant and they also work together with the system engineers to
keep the machines running smoothly. Here , le t' s move on to the next room. . . .
l' d like to show you what it looks like in one of our test cubicles.
4

76

Z
F
Client

A:

B: ?

A:

B: ?

A: 20

10

A: ?

~ xif 2

A: 50

B: ??

A: 40 prol.ton bne.R.rS
20% A

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w

B: ?
-

ab
A:

77


Personal Introductions
20

Beginner
1. Hi Mike , do you have a miriute?
2. This is Camilla Peters.
3. Ms. Peters , I'm enchanted.
4. How do you do?
5. Camilla , this is Michael Boardm.

6. M r. Boardman , I' m pleased to meet you.

7. Please tell me more about what you do.
8. I' d be happy to. .
9. Thank you , Ms. Gordon.
10. Please , call me J ulia.

Intermediate ----
1. If you have a minute , l' d like to introduce you to a good iend of mine.
2. She is probably one of the foremost plastic surgeons on the West Coast these days.
3. Ms. Gordon , 1 am pleased to present A1gor Tang om London.
4. Mr. Tang is one of our foremost clients d w be visiting our factory this
aftemoon.
5. Mr. Tang , how do you do , 1 am veT pleased to meet you.
6. Mr. Tang , 1 would like to introduce you to Julia Gordon , our director in charge of
marketing and distribution.
7. She will be able to accompany you today on your tour of the fcto site.

8. If you have any special requirements or needs , she can help to accommodate you.

Advanced --------------------------------------------------------
1. She's not only fabulous with a knife , but she's also my business ptner and one of
my nearest and dearest iends.

2. A busy and energetic man , but he always manages to make enough time out of his
busy schedule to beat me once in a while on the golf course.
3. If you have any questions about anything you see , or if you have any special
requirements or needs , she can help to accommodate you.
4. As it is Mr. Tang's rP to our factory , 1 hope he will be able to have a thorough
visit , so please be sure to take him on the complete tour.
5. 1 am pleased to present our foremost customer , Ms. Sally Friend , who will be
attending our meetings throughout the day.

78
 Business

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#JfJl

1.!?

2.

3.

4.
5.
6.

7.

8.

9.
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1.
2.

3.

4.

5.
6.

7.
8.

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1.

2.

3.

4.

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79


Dialogue 1-
A: Hi Mike , do you have a minute? I' d like to introduce you to a good iend of
mine. This is Camilla Peters. She is probably one of the foremost pltic surgeons
on the West Coast these days. She's not only fabulous with a knif but she's also
my business ptner and one of my nearest and dearest iends.

B: Ms. Peters , I' m enchanted. How do you do?

A: Cnilla is is Michael Boardman. He's the managing director of the Los Angeles
Women's Health Clinic. A busy and energetic man , but he always manages to mak.e
enough time out ofhis busy schedule to beat me once in a while on the golf course.
C: Mr. Boardman , I' m pleased to meet you. Is it true what Clark said?
B: Don't believe everything you hear 'Om this guy. 1 hardly ever manage to beat him.
C: Please tell me more about what you do.
B: I' d be happy to.

Dialogue 2 ------------------ ----- -------

A: Ms. Gordon , 1 pleased to present A1gor Tang 'Om London. Mr. Tang is one
of our foremost clients and will be visiting our factorthis aernoon.

B: Mr. Tang , how do you do . .. 1 arn very pleased to meet you.

A: M r. Tang , 1 would like to introduce you to Julia Gordon , our director in charge of
marketing and distribution. She will be able to accompany you today on your tour
of the factory site. If you have any questions about anything you see , or if you have
any special requirements or needs , she can help to accommodate you.
C: Thank you , Ms. Gordon.
B: Please , call me Julia.

80


Business Communications

a 1 W////

A: !?

B:

A:

C:

B:

C:

B:

A:

B:

A:

C:

B:

81

Small Talks
21

Beginner ---
1. Hi there , I' m Steve Saunders.
2. What' s your name?
3. Isn't this convention great?
4. Is this the first conference you've been to?
5. Where are you from?
6. What about yourself?
7. Have you been to C a1ifomia?
8. How many kids do you have?
9. C 1 get you something to drink?
10. So , how do you like Denver?
11. What do you do for a living?

Intermediate -

1. Yes it is , better th 1 eJected it would be.

2. No , I've been coming for the last 3 years.
3. I'm om the other side of the coast-Los Angeles.
4. Quite a few years ago we took the kids to Disneyland on our vacation.
5. They're already grown now.
6. No , that' s okay , 1 already have a coke.
7. The mountains here are beautiful , and the skiing is spectacular.
8. Have you been here for a long time?

Advanced -
1. W ow , 1 really like Califomia ... the weather there is much better than the East
Coast.
2. Well , Califomia's changed over the last little while. You should come back out
some tJ.me.
3. Why don't you have a seat , you look like you've been on your ft all day.
4. It's a great job , 1 can spend a lot of my e outdoors d 1 also get to ski for free all
season.
5. Ifit weren't for you accountants , nobody would have the money to go skiing!

82
 Business Communications

-EE
#J ill

1.
2. ?

3. ?

4. ? Den\fer {
5. ? i
6. ?

7. ?
8. ?

9. ?
10. ?

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1.
2.

3.

4.
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6.
7.

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nill

1.

2.

3.
4.

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:IfJif"wrEln't.fr. .. ~~'/'

83
.


Dialogue 1-
A: Hi there , I'm Steve Saunders. What' s your name?
B: I'm Paul Whitney. Isn't this convention great?
A: Yes it is , better 1 expected it would be. The presenters have been first rate. Is
this the frst conference you've been to?
B: No , I've been coming for e last 3 years. Each year keeps getting better. Where
e you om?

A: I'm om Long Island , N ew Y ork. What about yourself?

B: I'm om the other side of the coast-Los Angeles.
A: W ow , 1 really like California . .. the weather there is much better than the East
Coast.
B: Have you been to Califorr?

A: Just once. Quite a few years ago we took the kids to Disneyland on our vacation.
They had a blast.
B: How many kids do you have?
A: Two , a boy and a girl. They're already grown now.
B: Well , California's changed over the last little while. You should come back out
sometnne.

Dialogue 2-
A: Can 1 get you something to ink?

B: N 0 , that' s okay , 1 already have a coke. Why don' t you have a seat , you look like
you've been on your feet all day.
A: 1 less 1 could take a break. So , how do you like Denver?
B: It' s great! The mountains here are beautiful , and the skiing is spectacular. Have you
been here for a long time?
A: About six yes.

B: What do you do for a living?

A: 1 manage one of the ski lodges. It' s a great job , 1 can spend a lot of my time
outdoors , and 1 also get to ski for f"ee all season.
B: Wow , talk about job perks! That' s great. 1 would like to do something exciting
like at. But 1 am on1y an accountant. Not too much excitement there , huh?
A: That' s okay. If it weren't for you accountan nobody would have the money to
go skiing!

84

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9

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!
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85


Delivering Bad News

22

A--.'~
// // // // // // // // // // // // // // /////

Beginner ---
1. I' m aaid there is more bad news.
2. 1 hate to tell you this , but.. . .
3. There's nog le.

4. I' m so sorry. . . .
5. You can't be serious.
6. There's nothing that can be done.
7. It doesn't look so good.
8. What a bummer.

Intermediate --------
1. There have been some developments that 1 really need to talk to you about.
2. 1 wish 1 could tell you difIerendy , but what has happened has happened.
3. We will just have to figure out a way to move on.
4. 1 sorry to infon you that your shipment Nill be delayed.
5. We can assure you that is will not happen again.
6. We expect nonnal shipment service to resume soon.
7. We are very soy for any inconvenience this has caused you.
8. We are truly sorry to infonn you about the resul of your test.

Advanced -------
1. 1 hate to tell you this , but it seems that every shred of evidence that would help us to
convict were destroyed in a laboratory fire.
2. Due to crcumstances beyond our control , our warehouse has been closed without
the prospect of reopening.
3. There has been a problem with fire hazard violations in our indusT and government
officials have closed several warehouses without warning.
4. We deeply regret any inconvenience this has caused you , we apolgize for lS

unexpected delay in the shipment of your order.

5. They say our order will be delivered "soon" , but who knows how soon "soon" w
be.

86
 B usiness CommunicaS

a-EE-
~
a

1.

2.
3.
4.

5.
6.

7.
8.

a J

1.

2.
circumstarice

warehouse
3.
temporarily
4. hazard
5.
6.

7.
8.

~!&W/

1.


2.

3.

4.
beynd one'scontrol


5. """
witht warniHg
" bummer
f
fill an order

87

Bob , can 1 talk to you for a minute? There have been some developments on the
Stewart case that 1 really need to tk to you about.
B: Yeah , what' s the matter now? We've had so much trouble with tms case already.
Don't tell me there's more bad news?
A: Well , I' m af"aid there is. 1 have some bad news for you about the results of the
forensic tes. there won't be yrults.

B: What? What does that mean? Why won't there be any rests?

A: 1 hate to tell you tms , but it seems that eve shred of evidence that would help us
to convict were desoyed in a laboratory fire. There's notmng leI'm so
sorry. . . .
B: Oh no , you can't be serious. 1 never expected anything ke tms would happen.
What are we going to do?
A: There's nothing that can be done. Everything is gone. 1 wish 1 could tell you
differendy , but what has happened has happened. .We will just have to figure out a
way to move on.

Dialogue 2 ------
A: 1 got an emaom our supplier yesterday about tms quarter's order. . .. It does
look so good. Here , take a look.
B: "Dear M r. Hardy , 1 sorry to inform you that your smpment will be delayed.
Due to circumstances beyond our control , our warehouse has been temporarily
closed. There has been a problem with fire hazard violations in our industry and
government cials have closed several warehouses without warning. " W ow , that' s
a bummer.
A: So that means that we'll be late in getting our order. . . .
B: Did they say how long we have to wait until the order is led?
A: Keep reading. . . .
B: " We deeply regret any inconvenience tms has caused you , we apologize for tms
une}ected delay the smpment of your order. We can assure you that lS W

not happen again. We e}ect normal smpment service to resume soon. Please let
me know if there is anytmng 1 can do to help in the meantime. Sincerely." Looks
like they don't have a date for us when the order can be filled.
A: They say "soon" , but who knows how soon "soon" will be.

88
 Bs Comr tions

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89


Polite Questions
23

Beginner -----------
1. Can 1 help you?
2. May 1 please speak to George Nelson?
3. Would you like to leave a message?
4. Can 1 leave a message for him please?
5. Can you leave your name and number?
6. Can you te11 me what it' s about?
7. Would you like to have something to drink?
8. Do you have any hot coffee?
9. Is there any thing else 1 can offer you?

Intermediate

1. 1'm sorry , 1 didn't hear you clearly , could you repeat that please?
2. Could you ask him to call me back as soon as he gets back , please?
3. He11o , you have reached the ces of Maddox and McKnight , can 1 help you?
4. 1 have ready called several times , it seems 1 always catch him out of the ce.

5. 1'm sorry at you keep missing him while he is out of the 0ce.

6. 1 am sure Mr. Nelson will return your call as soon as he is able.

7. 1'm sorry , we don't have any coffee , would tea be alright?
8. Would you like some light refreshments?
9. What time are you avai1able tomorrow for our meeting?

Advanced

1. The person you are trying to reach has stepped out of the 0ce for the whole
afternoon and is not eJected back until tomorrow morning.
2. His schedule is ve unpredictable at times , so the best way to reach him is to first
make an appointment by emai1 or text messaging.
3. 1 had a very late and ve large lunch , so 1 don't expect to eat anything else for the
remainder of the day.
4. 1 know you're probably fighting off your jet lag , but 1'm wondering what time we
should set for our budget review.
5. Don't woy about me. 1'11 Y to hit the sack a lile early tonight and 1'11 be fne by
the time tomorrow comes.

90
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 Bsmmunicat

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91


Dialogue 1 ----
A: Hello , you have reached the ofices of Maddox d McKnight , can 1 help you?
B: Yes , my name is Max Ri chards. May 1 please speak toGeorge Nelson? 1 have
ready called several times , it seems 1 always catch him out of the 0ce.

A: Oh , l'm sorry , M r. Nelson is away at the moment. I' m sorry that you keep
missing him while he is out of the ce. Would youlike to leave a message?
B: I' m sorry , 1 didn't hear you clearly , could you repeat that please?
A : Certainly. Mr. N elson cannot take your call at the moment because he is aw. He
stepped out of the ofice for the whole aftemoon d is not expected back until
tomorrow morning. His schedule is veT unpredictable at times , so the best way to
reach him is to first make an appointment by emai1 or text messaging.
B: Can 1 leave a message for him please?
A: Of course , can you leave your name and number? 1 am sure Mr. Nelson Nill

retum your call as soon as he is able.

B: My name is Max Ri chards , my phone number is 898-3423. Could you ask him to
call me back as soon as he gets back , please? 1 have a rather timely matter to discuss
with him.
A: C you tell me what i t' s about? 1 can make a note of it , so M r. Nelson is aware
and prepared when he retums your call.
B: Yes , please let him know 1 would like to discuss the Girard case with him.

Dialogue 2 -

A: Would you ke to have something to drink?

B: Yes , please , that would be veT nice. Do you have y hot coffee?
A: I' m soy we don't have y coffee , would tea be alright?
B: Yes , that would be le.

A : Is there any thigelselc 0r you? W ould you like some :ht refreshments?
B: No , no , no. . .. Actually , I'll just have some tea if that is not too much trouble. 1
had a very late and very large lunch , so 1 don't expect to eat anything else for the
remainder of the day.
A: 1 know you're probably fighting off your jet lag , but I' m wndering what time we
should set for our budget review. What time are you avai1able tomorrow for our
meeting?
B: Don't worry about me. I'll Y to hit the sack a little early tonight and I'll be fine by
the time tomorrow comes. 1 have a meeting early on , but 1 should be avai1able aer

eleven o'clock.

92
I!'"

Bess Gnmuncatons Y
7?

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B: ?
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11

93



Farewells
24

Beginner ----
1. We saw all that we came to see.
2. Thank you for spending the aemoon with us.
3. It was our pleasure!
4. Let me leave you with my cd.
5. re'11 be sure to keep in touch.

6. Can 1 call you a cab to take you back?

7. Thanks for seeing me off at the rport.
8. Thanks again for all your help.
9. Let' s keep in touch.

Intermediate
1. We'd like to nk you for corning , and we hope you enjoyed your time with us
today.
2. Do you have any questions about the things we shared with you during our factory
tour?
3. So om here are you headed back to your hotel?
4. It won't be necessY to call a cab for us because we've got a rental car.
5. We've already checked out of the hotel because we are planning to catch an early
flight out.
6. 1 am glad you had a chance to visit our headquarters , and hope you can come back
soon.
7. Here we are at the te nal what airline are you flying with?
8. If you're ever in the Michigan be sure to look me up.

Advanced -----
1. We11 , if you don't have y questions now , but think of something later , please
don't hesitate to email us and we'11 get back to you as soon as we can.
2. The next time that you come into town , remember to let me know when your flight
is coming 1'11 come and pick you up at the airport.
3. China Air is terrninal B , this is the intemational terminal , so all you have to do is
walk straight through those doors and tum to your le you should be able to see the
check-in counter
4. If you're going to be around , 1'11 see you in about three months , we'11 have another
corporate meetmg next quter.
5. Even though this was a rushed trip , 1 really had a very good time and 1 look forward
to the next opportunity we have to visit an.

94
 Business

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1.
2.
3.
4.
5. neessary
6. ? appteciat
7.
he?dquartrs
8.
9.

1.
2.
? check in counter
3. ? sharWith

4. prttym lJch

5. spend an afternoon

6. my pleasure ;:

7. ?
8

~i keepintouch
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95
k


Dialogue 1

A, and that concludes our tour. We'd ke to thank you for coming , and we hope
you enjoyed your ne with us today. Do you have any questions about the things
we shared '"th you during our factory tour?
. No , your elanations were quite thorough , we prey much saw all that we came
to see. Thank you for spending the aftemoon with us.
A, It was our pleasure! We11 , if you don't have any questions now , but think of
something later , please don't hesitate to emai1 us. Here , let me leave you with my
Cd.

. Thanks! We'11 be sure to keep in touch.

A. Great! So om here are you headed back to your hotel? Can 1 call you a cab to
take you back?
. No , that won't be necessy. We've got a rental car. We've already checked out of
the hotel because we are planning to catch an early flight out.

Dialogue 2 -------
A. Thars for seeing me off at the airport. 1 really appreciate it.
, No problem , it'smy pleure. 1 am glad you had a chance to visit our headquarters ,
and hope you can come back soon.
A, We should be back in about three months , we'11 have another corporate meeting
next quarter. W you be in the area at that time?
. 1 should be. . . . Remember to let me know when your flight is coming in when
you come , 1'11 come and pick you up at the airport.
A. y ou're too kind!
, Here we are at the terminal , what airline e you flying with?
A. Um. . .. Let me look at the ticket. . Oh , that' s right , China Air.
, China Air is in terminal B , this is the intemational terminal , so all you have to do is
walk straight through those doorsand tum to your left , you should be able to see
the check-in counter.

, Thanks again for all your help. Ifyou're ever in the Michigan area , be sure to look

me up.

A , Yes! Let' s keep in touch.

z
i 96
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 Business Communications

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97


Clarifying the Stakes

25

2.
'
Beginner
1. 1 reviewed your estirnate.
Do you have a copy of the specs for this pr ect?
3. 1 have several different versions.
4. We decided to opt for version 7.
5. Do you think you can handle that?
6. We are wng to work with you.
7. Can you speed up the process of checking inventory?
8. We can do that , but it w cost.

Intermediate
1. Did you have a chance to look over the estimate 1 sent for your gala dinner pject
next month?
2. We can h you wi production according to your needs.
3. We will only be able to give onsite management support seices on a limited basis.
4. The project blueprint you sent with the estimate is not quite what we had in mind.
5. The latest version of the project specs that 1 have is version 12 , is that current?
6. 1 see the version 7 also includes 6 additional hostesses and a cocktail self~erve bat
wasn't in the version 12.
7. We are going to need confirrnation on these orders today , and delivery must be made
before next Tuesday.
8. Do you think it would be possible to extend your confirrnation deadline?
9. The earliest 1 will be able to get back to you is tomorrow morning.

Advanced --
1. 1 understand there is additional cost associated with the hostesses and b but we've
also eliminated four of the table and chair sets that were in version 12 , so the cost
should balance out a little.
2. So , what you're saying is , you won't need the table and chair sets on the far wall ,
but you w require more onsite workers plus the alcoholic beverages to stock the
mini-bar?
3. If we have to check our inventory with all our guys on overtime , you're looking at
an increased cost of, I' d say , maybe 10% .
4. If 1 make my guys stay over to check the inventory , I'll have to pay them at
overtime rate , which is time and a h alf.
5. 1 estimate it w probably take 3 guys two hours to frh that will be an increase on
your labor f by at least 10% ... if you need the numbers that urgendy , 1 can have
them do it.

98
..........

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1.
2. ?
3.
4. 7
5. ?
6.
7. ?
8.

1.
?

2.
3.

4.
5. 12 ?
6. 7 6
PE 12
7.

8. 9
9.

1.
12

2.
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3.
10%
4.

5. 3
10%

99


Dialogue 1 --------------------------------------------
A: He11o? Ms. Patterson? This is Bom W orkmate calling. 1'm just wondering if
you had a chance to look over the estimate 1 sent for your gala dinner project next
month. . .. As 1 said in my emai1, we can help you with production according to
your needs , but we will only be able to give onsite management support services on
a limited basis.
B: Oh , yes. 1 reviewed your estirnate. But it seerns like the project blueprint you sent
with the estirnate is not quite what we had in mind. Did you get a copy of the specs
for this project?
A: Yes , 1 have several copies , but they' re all dirent verSlO ns. The latest 1 have is
version 12 , is that current?
B: No. Later we decided to opt for the prior outline , version 7.
A: Hold on , let me pu11 up your version 7 requiremen. Oh yes , no wonder our
estimate is a little dirent om what you had in mind. 1 see the version 7 also
includes 6 additional hostesses and a cocktai1 self-s erve bar that wasn't in the version
12. That will definitely add to your cost on this project. .
B: 1 understand there is additional cost associated with the hostesses and bar , but we've
also eliminated four of the table and chair se that were in version 12 , so the cost
should balance out a little.
A: So , what you're saying is , you won't need the table and chair sets on the far wall ,
but you w require more onsite workers plus thealcoholic beverages to stock the
mini-bar? 1t' s not going to balance out quite like you're thinking. . . .

Dialogue 2 --
A: We are going to need confirmation on these orders today , and delivery must be
made before next Tuesday. Do you think you can handle that?
B: We are willing to work with you , but do you think it would be possible to extend
your confirmation deadline? We need to. check the warehouse to make sure the
products are in stock. The earliest 1 will be able to get back to you is tomorrow
morrung.
A: No , 1 must know today because we have to go to press for the advertisements. Is
there anyway you can speed up e process of checking inventory?
B: We can do that , but it w cost. 1f we have to check our inventory with a1l our
guys on overtime , you're looking at an increased cost of, 1' d s maybe 10%.
A: Are you kidding?
B: No , and let me te11 you why. . .. 1f 1 make my guys stay over to check the
inventory , 1'11 have to pay them at overtime rate , which is time and a half. 1
estirnate it will probably take 3 guys two hours to finish , that will be an increase on
your labor fee by at least 10% ... if you need the numbers that urgendy , 1 can
have them do it. Otherwise , we can wait until tomorrow morning , and 1'11 call you
with the numbers aer they're done. 1t' s your call. . . .

100
........
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A: ?

B:
?

A: ......

12 ?

B: 7
A: 7

12

...

B: 12

A:

A:

B: ?

A:

B:

10%

A: ?

B: ......

10%

101


Making Concessions
26

Beginner
1. What kinds of things do you have in mind?
2. We'd like to discuss a discounted price.
3. 1 think 7% discount is a little high. .
4. That might be hard to do.
5. Can you accept that?
6. You' l1 have 90 days to pay your bill.
7. 1'11 also throw in a discount of 10% on your upont deposit.
8. Done....

Intermediate -
1. 1 really hope to reach an agreement with you today that is suitable and benefcial for
us both.
2. If you give us a discount of7% on the high volume orders , we can pay in 60 days.
3. How about we give you a discount of 4% , but you can have 90 days credit.
4. A lower discount might be acceptable , if you handle the insurance fs.

5. Y ou have to take care of the insurance , but we are willing to pay half the ansport.

6. We cover insurance , and half the sport fee , and o n1y have a discount of 4% .
7. 1 can give you a better w:ty if you would be willing to agree to an mual

conact.

8. If we make a large enough order , could you waive the delivery fee?

Advanced -
1. I've thought through a lot of these de tai1s, and 1 hope we can have a chance to
discuss them and resolve any differences this aftemoon.
2. If you let us know the requirements you have om the very beginning , we can work
through each one unti1 we can come to an agreement.
3. That might not be ideal because there would be some drawbacks to an annual
contract siation at might make it diflicult to se11 to our buyers.
4. 1 understand it' s not the most convenient for you; perhaps we could shorten it to a
sixth month contract if you are willing to take a lower rebate.
5. Our delivery fee could be waived if you make an order of 50 units or more , but we
would have to insist on the annual contract.

102
 -EE2
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1.?
2.
3.
4.
5. ?
6. 90
7.
8.

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1.

2
60

3. 90

4.
5.
6.
...

7.

8. ?

W/ !Jl

1.

2.

3.

4.

5. 50

103
.


Dialogue 1 ---
A, 1 really hope to reach an agreement with you today that is suitable and beneficial for
us both. I've thought through a lot of these detai1s, and 1 hope we can have a
chance to discuss them and resolve any differences this aernoon.

, Le t's get started. What kinds of things do you have in mind? If you let us know the
requirements you have om the very beginning , we can work through each one
unti1 we can come to an agreement.
A, Firsdy , we'd like to discuss a discounted price. Ifyou give us a discount of7% on
the high volume orders , we can pay in 60 days.
. Hmm. 1 think 7% is a litde high . that might be hard to do. How about
this . .. we'll give you a discount of 4% , but you can have 90 days credit.
A, Well , that might be acceptable , if you handle the insurance fees. . . .
, N0 , you have to take care of the insurance; but we are willing to pay half the
lSport. Can you accept that?
A, We cover lnsurance , and half the transport fee , d only have a discount of
4%....
, But you'll have 90 days to pay your b and I'll tell you what , I'll also throw in a
discount of 10% on your upont deposit.
A, Done... .

Dialogue 2 --
A: Is there any way we could get a better wranty on this product?
, Well , 1 can give you a better warranty if you would be willing to agree to an annual
contract.
A, That might not be ideal because there would be some drawbacks to an annual
contract situation that might make it difficult to sell to our buyers. What about ee

delivery? If we make a large enough order , could you waive the deliverfee?
, Yes , our delivery e could be waived if you make an order of 50 units or more.
We would have to insist on the annual contract , however. 1 understand it's not the
most convenient for you; perhaps we could shorten it to a sixth month contract if
you are Nilling to take a lower rebate.
A , That would be fine. We could accept a lower rebate.

104
J
F

7 -/"#/////////////

A:

B: ?

A:

60

B: Do e ...
90

A:

B:

A:
...

L 90

A:

? 2 0:

A: ?

B:

A:

B: 50

A:

105


Discussing the Bottom line

27

4--- m.
/

Beginner -------
1. We did the best that we could to give you a 10w price.
2. $150 per unit is our bottom line.
3. If you can meet that price , you've got a deal.
4. Wb at do you have in mind for a budget on this project?
5. Wb at's your bottom line?
6. It is our policy not to disclose our bottom line.
7. Do you have any price range?
8. Our price range is about $100 to $ 320 per unit.

Intermediate -
1. Is there any way you can cut us a better deal on your wh01esale price for this order?
2. With the offer you've given me , we're making next to nomg.
3. 1 re a1ly want to work th you on this , but we've already gone as 10w as we can go.
4. Our budgeted cost can't exceed more than $150 dollars per unit.
5. I'll go over the numbers again with our fnancial team and see what 1 c.
6. We're hoping to put together a re a1ly competitive bid , but we'd like to hit your
target pnce too.
7. Is there any way you can give me idea of what direction to go , or how high is too
high?
8. We are just 100king for a reasonab1e price according to the specifi. cations in our
project b1ueprint.

Advanced
1. Based on the estimate you gave us , by the time we fgure in transportation and other
eJenses our proft is shot.
2. I've already given you a discount of 20% off of what we nonna1ly charge . .. if 1 go
any 10wer , we'll have 10ss on the project.
3. Y ou got our emai1 with a1l the specifcations for the project , we'll be accepting bids
until noon on Tuesday , if you have any questions between now and then , p1ease 1et
me know.
4. Y ou can be assured price is a weigl consideration when we review the
proposals , but we also consider other elements , including design and practicality.
5. We need idea of your bottom line so that don't waste time with considerations that
wi1l overshoot your budget.

106


i/J ill w//

1.
2. 150
3.
4. ?
5. ?
6.
7. ?
8. 100 320

1.?

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2.

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3.
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4. 150
5.
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6. pricerange
any way

cut l deal
7.
do thebest .can
?
8.

~ill

1.

2.

3.


4.


5.

107


Dialogue 1 ---
A: Is there any way you can cut us a better deal on your wh01esale price for is order?
B: We did the best that we cou1d to give you a 10w price. Did you get our most recent
estimate?
A: Based on the estimate you gave us , by the time we figure in transportation andother
e1enses our profit is shot. With the 0r you've given me , we're rnaking next to
nothing. Can't you do any better?
B: 1've already given you a discount of20% ofI of what we normally charge . .. ifI go
any 10wer , we'11 have 10ss on the project. 1 really want to work with you on s

but we've already gone as 10w as we can go.

A: 1'11 be honest with you. Our budgeted cost can't exceed more than $150 dollars
per u nt. That' s our bottom ne. 1f yu can meet that price , you've got a deal.
Otherwise.
B: 1'11 te11 you what. . .. 1'11 go over the numbers again with our financial team and see
what 1 can do. 1 won't give you any guarantees , but we can T.

Dialogue 2 -
A: Y ou got our email with all the specifications for the project , we'11 be accepting bids
until noon on Tuesday , if you have any questions between now and then , p1ease 1et
me know.
B: Actually , 1 did have a question. W e' d like to know what you had in mind for a
budget on this project. We're hoping to put together a really competitive bid , but
at the same time , we'd like to hit your target price too.
A: 1 understand , but unfortunately it is our policy not to disclose our bottom line. Y ou
can be assured that price is a weighty consideration when we review the proposals ,
but we also consider other elements , including design d practicality. We also give
weight to the reputation of the submitting company.
B: Do you have "any price range? Is there any way you can give me an idea of what
direction to go , or how high is too high?
A: We are just 100king for a reasonab1e price according to the specifications in our
project b1ueprint. That' s all 1 can say.

108


7 7

A: ?

B: ?

A:
?

B:

A:

150

......

B:

A:

B:

A:

o"t'

B: ?
Lttle
?

A:
'-.s r

109


Accepting and Confirming

.28

Beginner

1. That shouldn't be a problem , right?

2. We shouldn't have any problem with that.
3. Just to recap. .
4. 1 know we discussed a discount. .
5. We're giving you a discount of 4% .
6. 4% is our best 0 at the quantities you are requesting.
7. Y ou guys are going to handle nsportation fees , correct?
8. As we agreed. . . .
9. Do we have everything clear?
10. That' s fne.

Intermediate "
1. We agree to give you a break on the price , all together a discount of 6 % .
2. My boss confn:ned that if you take ca:e of the shipping co we'11 throw in insura:nce.
3. N ow , all this is ava:ilable to you , as far as you make panent within a 30 day grace
period.
4. 1 know we talk:ed about a possibility for 90 days , but we won't be needing that aer
your discounted price.
5. So , if all this is agreeable to you , 1'11 put it all down on paper and fx a contract to
you this afternoon.
6. We've agreed to a fnal price of $ 1500 per con ta:in er , to be paid by wire ansfer
within a 60 day period.
7. 1 know you had asked for a higher discount , but unfortunately , 4% is our best 0r
at the quantities you e requesting.
8. We had planned on picking up the tab for transportation once it ge to America.

Advanced
1. If you can get a signed version of the contract we've agreed upon back to me by
tomorrow morning , we can go ahead and make arrangements to ship the product on
Tuesday.
2. As we agreed , we will cover the shipping costs om Ningbo to the Los Angeles
port , any ground sportation om the Los Angeles port to your warehouses Ni1l be
your responsibty.
3. To make panent you can fo11ow the instructions 1 sent you in the ema:il all of
the information about the wire transf is contained in the invoice.
4. If there's nothing else to discuss , then 1'11 have my secretary draw up a contract and
get it to you before the end of the day.
5. So f we've confrmed our price d panent arrangements , now let' s get down to
the ansportation and insurance fs.

110
F

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2.
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10.

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2.

3. 30

4. 90

5.

6. 1500
60
7.

8.

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2.


3.

4.

5.
r

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4

111


Dialogue 1 -------.-._-----.--._---.------ --
A: We agree to give you a bre ak: on the price , all together a discount of 6 %. Good
news is , 1 t a1ked to my boss , he confnned that if you t ak:e care of the shipping
co we' l1 throw in insurance.

B: Great! l' d love to get a litde better discount than 6 % , but if your company provides
the insurance Nill save us a few bucks. . . .
A: Now , all this is avai1able to you , as far as you m ak:e pa"nent within a 30 day grace
period. That shouldn't be a problem , right?
B: No.... We shouldn't have any problem with that. 1 know we talked about a
possibility for 90 days , but we won't be needing that aer your discounted price.
A: So , ifall this is agreeable to you , 1'11 put it all down on paper and fx a contract to
you this aernoon. If you can get a signed version of the contract we've agreed
upon back to me by tomorrow morning , we can go ahead and mak:e arrangements
to ship the product on Tuesday.
B , Great!

Dialogue 2 ----.------------.---------------------------------------------
A: ]ust to recap , we've agreed to a fnal price of $ 1500 per container , to be paid by
wire transfer within a 60 day period. To make payment , you can fo11ow the
instructions 1 sent you in the emai1 . .. all of the information about the wire transfer
is contained in the invoice. Anything else?
B: 1 know we discussed a discount . .. the $ 1500 per container is at how much of a
discounted price?
A: If there are 500 units per container , that' s a wholesale price of $ 3 per unit. . .. Let
me see. . .. We're going to give you a discount of 4% off our normal charge. 1
know you had asked for a higher discount , but unfortunately , 4% is our best 0r

at the quantities you are requesting.

B: Yes , that's right , 1 can accept the $ 3 per unit price , even if it is only a 4 %
discount. Now , what about the sportation cost? Y ou guys are going to handle
correct?
A: Yes , as we agreed , we will cover the shipping costs from Ningbo to the Los Angeles
port , any ground transportation om the Los Angeles port to your warehouses will
be your responsibility.
B: That' s fne. We hadplmed on picking up the tab for transportation once it gets to
America.
A: Good. Then we have everything cle? Verwe11. . .. If there's nothing else to
discuss , then 1'11 have my secreta draw up a conact and get it to you before the
end of the day.
B: Great!

112


1 W/////-f

B: !

: 30

?
B:

90

B: !

a 2 C

: 1500 60

B:
t;.iSL~t
1500 ?

: 500
3

B: 3
ipt;.... "1
?

B:
: ?

113


Hard Bargainers V5. 50ft Bargainers

2.9

A.mm."iIi:~~
.""...//

Beginner
1. 1 don't nk we can help you.
2. That' s not going to come cheap.
3. We're not talking about anything new here.
4. I t'l1 cot you a pry penny..
5. How much do you tlnk: it would cost?
6. $ 500 per light?! That' s ridiculous!
7. It can't possibly be that expensive!
8. C 't you give me a break on is?
9. Do you think: you could do me a favor with this price?

Intermediate
1. Y ou know the halogen lighting is much more expensive than your track lighting
system.
2. It doesn't matter because we Ni1l still have to call the electrician out , and they E
union labor.
3. We've already spent so much money on lighting , 1 hate to have to blow so much
more on halogens.
4. That' s the cost d that' s what it' s going to cost us . .. we can't go in the hole with
this.
5. 1 am giving you my best price , so take it , or leave it.
6. Normally we retai1 that for $ 29. 95 , but , since you are such a good customer of
ours , we will give you a discount.
7. I' m sorry , 1 really wish 1 could do that for you , but our policy is to se11 it without
the insurance.
8. If you would like to purchase that separately , 1 can give you a real deal on it. . . .

Advanced -
1. We've ready got 3 sets of track ligh19 from you guys , do you think: you could
help us out and throw in some halogens?
2. Because you're a friend , 1'11 give you a discount of 3% off... that' s a higher
discount than 1 give almost all of our customers.
3. This model is special d it is not usually available , we keep it behind the counter
because it is limited edition.
4. Of course , 1 know you're such a good iend so 1'11 give you a break on the price
and you can have it at base rate. . . .
5. Even ough it usually doesn't come with a guarantee , for you , 1'11 guarantee it
personally . .. you have my word on it.

114
F g

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J ill;/3

1.
.2.
3.
4. existing
5. ? structur
6. 500 ?!!
7. !
8. ?
9. ?

1.
2.

3.

4.

5.
6. 29.95

7.

8.
Itdesn 't matter:
all'(D~l8t {}
li ill
stptey.penny
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2.

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115


Dialogue 1-
A: We've got a problem . .. it looks like we' l1 need more spo t1i ghts on the exhibition
booth. The client thinks it' s too dark , and they want to add halogen lighting.
We've already got 3 sets of track lighting om you ys do you think you could
h e1p us out and throw in some halogens?
B: Oh... Um . .. 1 don't think so. You know the halogen lighting is much more
e)ense than your track lighting system. Plus I' m going to have to call in some

guys to install it for you. That' s not going to come cheap.

A: But it would only be adding to the existing structure. We're not talking. about
anything new here. . . .
B: It doesn't matter because we will sti11 have to call the e1eccian out , and they are
union labor. It'l1 cost you a prey penny..
A: How much do you think it would cost?
B: Ummm. 1 estimate it'l1 run in the neighborhood of . .. $ 500 per ght.
A: $ 500 per light?! That's ridiculous! It can't possibly be that e)ensive!
B: It is , 1'11 te11 you why. We' l1 have to call in the e1ectrician , he's going to charge
overtime now because 's alreadyaer 5 pm , and it will probably take him an hour
a light. Plus , the halogen lightstake more e1ectricity , so your e1 ectrical cost is going
to be higher as we11.
A: Can't you give me a break on this? We've ready spent so much money on
ghting 1 hate to have to blow so much more on halogens.
B: No , that' s the cost , and that' s what it' s going to cost us. We can't go in the hole
with this. 1 ngrng you my best price , so take it , or leave it.

Dialogue 2 --
A: Do you think you could do me a favor with this price?
B: Oh , ofcourse.... Youknow , normallywe.retail thatfor $29. 95 , but , sinceyou
are such a good customer of ours , we will give you a discount. How' s about 3 %
off? That' s a higher discount than 1 give almost all of ur customers.
A~ Thars! Does it come th insurance?

B: I' m sorry , 1 really wish 1 could do that for you , but our policy is to se11 it without
the insurance. If you would like to purchase separately 1 can give you a real
deal on it. . . .
A: That' s okay. . .. I' d like to look at some of the dirent models. .
B: Oh! Yes. Take a look at this one. . .. This is not usually avai1able , we keep it
behind the counter because it is limited edition. Of course , 1 know you're such a
good iend so 1 cari let you have it at base rate.
A: Does it have a guarantee?
B : For you , 1'11 guartee it personally! Y ou have my word on it.

116


1 W///////'//-

A:

B:

A:
......

A: ?

B: 500

A: 500 ?!!!

B: 5

A: ?

B:

2 %

A: ?

B: 29.95

A: !?

B:

A:

B:

A: ?

B: !

117



CE
30

aE
/////'//

Beginner

1. It' s not like I' m the CEO or anything.

2. She is e CEO now.
3. The CEO's been so stressed and bossy lately.
4. What does a CEO actually do anyway?
5. The CEO makes the most money in the company.
6. The CEO must give leadership to all company 0cers.

7. They willlook for someone to fill the CEO's spot.

8. The CEO is the face of the company.

Intermediate -----
1. 1 can't believe the way that my boss has been orde19 everyone around lately.
2. Y our boss was selected to fill the vacancy in the CEO slot.
3. When the last CEO le we were worried about the future of the company.
4. The CEO is responsible to the board of directors for everything that happens in the
company.
5. Now we'd like hear om our Chief Executive Officer , Ms. Anita Muller.
6. Speing as your CEO , 1 can assure you these principles will not change.
7. The CEO w talk about all of the changes in store for us in the ve ne future.

8. From now on , you will serve in the CEO position d provide executive guidce to
employees.

Advanced
1. Y our boss will become the new CEO as soon as the cial press releases and hoopla
is done with.
2. The CEO is prey ostentatious , always giving orders to people in all the different
depents.

3. A CEO is also responsible for providing the guiding philosophies of the company ,
and acting as an 0cial representative or face of the company.
4. In the realignment meeting , the CEO reminded us all of some of the basics we must
stick to during the transitory period ahead.
5. In his last speech , the CEO reassured us that even though we are opening many new
production lines , we will still maintain our standards.

118
 2
a Pl ili

1.

2.
3.

4. ?
5.

6.
7.

8.

1.

2.
3.

4.

5.

6.

7.

8.

~ili

1.

2.

3.

4.

5.

119

Dialogue 1-
A: So who does he think he is , anyway? 1 can't believe the way that my boss has been
ordering everyone around lately. 1 mean , it' s not like he's the CEO or
anything. .
B: Um.... Actu a11y , I' m guessing you didn't get the memo. Your boss was selected
to f11 the vacancy in the CEO slot. He actu a11y is the CEO now. . .. Or will be as
soon as the o:ffici a1 press releases and hoopla is done with.
A: Yikes! You're joking , right? 1 can't believe it! No wonder he's been so stressed
and bossy lately. 1 thought he was just being ostentatious by giving orders to people
in a11 the different departrnents. What big shoes to f11!
B: No kidding. . .. Wh en the last CEO le we were worried about the future of the
comp y.

A: Wh at does a CEO do .yway? 1 know the CEO makes the most money in the
company , but what does he actu a11y do?
B: He is responsible to the board of directors for everything that happens in the
company. He or she must give leadership to a11 company officers. A CEO is a1so
responsible for providing the guiding philosophies of the company , and acting as

o:fficia1 representative or face of the company.

A: Must be one smart 1y.. ..

Dialogue 2 ---
A: Now we'd like to hear om our Chief Executive 0cer Ms. Ani ta M u1ler. Ms.
Muller?
B: Thanks Alice. Just like was expressed by many of the speakers today , 1 a1so would
like to t1k about a11 of the changes in store for us in the very near future. 1 would
like to remind you a11 of some of the basics we must stick to during the ansitory

period ahead. Wh en you signed up with this compy you a11 received an
employee handbook , in which you can find our mission statement. If you would a11
recite a10ng with me.
C: We will provide quality service at the lowest possible cost to our customers , while
maintaining positive oudook , proactive mindset , and ecient habits.
B: Correct. Speaking as your CEO , 1 can assure you these principles will not change.
We are opening many new production lines , but we will maintain our standards.

120

'"
xif 1

A: ?

......

B:

A: !?!

B: -

A: ?

B:

A: -

A: ?

B:

C:

B:

121
 E

5fockholders
i31

1.
2.
'
Beginner
How 0en are stockho1ders meetings held?
Stockho1ders meetings are held biannually.
3. Financial statements are made once a ye

4. Not a 1arge percentage of stockho1ders attend meetings.

5. Most of the stockho1ders are excluded from proceedings.
6. I t' s thestockho1ders who have the fin say.

7. The stockho1ders are our investors.

8. The stockho1ders have the say about what happens.

Intermediate ------
1. When we come together as a body of stockho1ders , usually the meetmgs are
scheduled for spring and fll.
2. In between the meetings , each stockho1der receives biannual reports.
3. What percentage of the stockho1ders actually attend the meetings?
4. Stockho1ders really don't have much sT about things , u n1ess they're united.
5. All the executive committee was in support of the merger , but the stockho1ders
disagreed.
6. You'd think it might be our CEO or the workers that have more s in things.
7. The stockho1ders own the capital in our company , .so they shou1d have say about
what is done with the company.
8. Stockho1ders meetings e sometimes limited to those who ho1d a certain amount of
stock.

Advanced -"--
1. They've made a rule that in order to attend meetings , you have to ho1d a certain
amount ofshes.

2. At their 1ast meetire stockho1ders voted unanirnous1y to b10ck the merger of our
company with B1ycore.
3. Even though e executJ.ve comnnttee wanted the merger , the stockho1ders had
enough pull to throw a wrench in the p1ans.
4. Y ou' d think our CEO has the power , but in fact , the stockho1ders con01 the
money so they have the most power.
5. If the stockho1ders disagree with the way a CEO is doing his job , they have the right
to fire him.

122


11
a t !Jl

1.?

2.
3.
4.

5.
6.
7.
8.

1.
2.
3. ?
4.
5.

6.

7.

8

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1.:

2.

3.

4.

5.

123


A. Howoen are stockholders meetings held?

, Stockholders meetings are held biannually. Usually the meetings are scheduled for
spring and fall. In between the meetmgs , each stockholder recelves biannual
reports. Financial statements are made once a year.
A. What percentage of the stockholders actually attend the meetings? I'm guessing not a

large percentage. .
. y ou're right , it' s a low percentage. Also , in order to attend meetings , you have to
hold a certam amount of shares. I t' s qUlte a large number , so lost of the
stockholders are excluded om proceedings.
A. So , how much sT do the stockholders really have?
. Unless they're united , very lie. ...

Dialogue 2 --
A. At their last meeti the stockholders voted unanimously to block the merger of
our company with Blycore. A1l the executlve conulttee was 1 favor of the
merger. . . . 1 don't understand how the stockholders could have so much power to
throw a wrench in the plans.
. If they all unite on a certain issue , it' s the stockholders who have the fnal say.
Y ou' d think it might be our CEO or the workers , but in fct , the stockholders
control the money so they have the most power.
A: Is it really that simple? It doesn't seem veT ecient to run things that way. .
Z . It might not be the most ecient but if you think about it , it makes prey good
sense. The stockholders are our investors. They own the capital in our company ,
so they should have say about what is done with the company.
A. I less l' d buy that. . . .
Z

7
2

124

FFERf

Companv Orqanzaton

xif 7

A: ?

B:

A: ?

B:

A: ?

B: IJ'o 0

xif 2

A:

B:

A: ?

B:

A:

125


Board of Directors

'Beginner

1. The board is made up of eerts in the

2. How my
indus-
people are on the board of directors?
3. The boardmeets monthly , quarterly , or biannually.
4. They provide long term planning and vision.
5. Our main business today is to appointment a new director.
6. 1'11 now tum the time over to our secreta

7. 1 would 1ike eveone to meet Tomas Kennedy.

8. It ;vill be his frst time serving on a board of directors.

Intermediate -
1. What' s the difference between the Board of Directors e CEO d e stockholders?
2. The reason for a Board of Directors is to oversee an organization and divide power
wl.

3. A board of directors usually has not more than 15 members and not less than 10.
4. An importt job of the board is to act as moral watchdogs to keep the compy in line.
5. 1 hereby call the Miltron Assets Board of Directors December general meeting to order.
6. Today we've come together to welcome a new face to our board.
7. We're looking forward to the service of our new director and all that he brings to the
table.
8. Dr. Kennedy will serve as a general board member for our board of directors.

Advanced
1. If there is only one person with absolute power in an organization , every one knows
that the power will go to their head.
2. Members of the board could be related to the organization , but more commonly ,
they are independent and non-biased.
3. We'd like to welcome the presence of Miltron's CEO , Andrew Lipinski d we'd
also like to recognize representatives of our stockholder's group who are joining us
today.
4. Francis was an active member of our board for more than 20 years , and her passing
has le a big hole in our board.
5. As regional director of the Missoula General Hospital , D r. Kennedy has vast
experience in the medical feld d is a licensed Medical Doctor.

126
 comparqann

2
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1.
2 ?

3.
4.

5.
6.

7.
8.

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1.?

2.
3. 15 10

4.

6.
7.

8.

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1.
;

2.

3.

4. 20

5.

127

Dialogue 1-
A: So te11 me , what' s the difference between the Board of Directors , the CEO d

the stockholders? They all seem to be the sarne group of people to me. . . .
B: No , there's a definite difference. You know , the stockholders are the people who
own the compy . .. they're the financial control system. Then there's the CE

the Chief Executive 0cer. He's the hot shot , the main guy who is the boss. If
there is only one person with absolute power in an organization , eveTone knows
that the power will go to their head. It' s too dangerous. That' s the reason for a
Board of Directors. The board is made up of people who are experts in the
industry. They could be related to the organization , but more commonly , theyare
independent and non-biased.
A: How my people are on the board of directors?
B: Usually not more than 15 , not less than 10. -They meet monthly , quarterly , or
biannually to oversee an organization or company. They provide long term planning
and vision d also act as moral watchdogs to keep the company in line.

Dialogue 2

A: 1 hereby call the Miltron As sets Board of Directors December general meeting to
order. We'd like to welcome the presence of Miltron's CEO , Andrew Lipinski ,
d we'd also like to recognize representatives of our stockholder's group who are
joining us today. Our main order of business today is the official appointrnent of a
new director to our board to fill the vacant chair of the late Francis Depew. 1'11 now
tum the time over to our secretary to continue with the proceedings.
B: Thlks Harry. Now , I' m sure we're all meeting together with mixed feelings
today. Francis was an active member of our board for more than 20 years , and her
passing has left a big hole in our board , our community , and in our hearts. Francis
was irreplaceable , but today we've come together to welcome a new face to our
board. 1 would like everyone to meet Tomas Kennedy , regional director of the
Missoula General Hospital. Dr. Kennedy has vast experience in the medical field ,
and is a licensed Medical Doctor. It will be his first time seing on a board of
directors , and we're looking forward to his service and all that he brings to the
table.

128
~'

1 W////://///;

A: ?

B:

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4
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A: ?

B: 15 10

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B:

20

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129
 f

Managerial Sta
3~

a m. rm
/////'//

Beginner -
1. Attendance for managerial staff is mdatory.

2. 1 will send this to all managerial staff.

3. Wh is included in managerial

4. Senior account managers are not managerial staff.

5. Management is going through a big tumover.
6. We have lost about 1/3 of our managerial staff.
7. Having fewer bosses means having less stress.
8. We need leadershlp.

Intermediate --
1. Please send thls memo out to all the managerial staff.
2. There will be training for all the deplent heads next week.
3. Financial 0cers may participate in management training if their schedules allow.
4. Managerial staff includes all supervisors and department heads.
S. Account managers are not members of the managerial staff and Ni1l not be included in
our trammg.
6. Supervisors are really irnportt to make sure everythlng goes smoothly m the
workplace.
7. Managers are necessy for divvying up work and disciplining employees.
8. Managers have more responsibty and more stress than the common workers.

Advanced --
1. Managerial staff is anyone who is in a position of authority or responsib or who
has anyone working under them.
2. Senior account managers are in a position of leadershlpand have more e enence

than nonnal account managers , but they do not direcdy supeise others.
itib If there
3.ia ijji were no supervisors , there would be no one to keep an eye on us , so no one
would get any work done.
4. We don't need too many people to lead us , the more superviso we have , the more
conlsmg ings e.

5. Any given company will have at least 1/4 ofi t' s employees at a manageriallevel.

130
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131
Ff

Dialogue 1 --.----.---------------------------------------------------------------
A: Please send this memo out to all the manageri a1 staff. . .. There will be training for
all the departrnent heads next week. Attendance for manageria1 staff is mandatory ,
except for the fnanci a1 departrnent. Financia1 0cers may participate if their
schedules allow.
B: You would like me to send this to all manageri a1 staff? I'm sorry , s cou1d you
please clari? Wh o allis included in manageria1 staff?
A: Manageria1 staff is anyone who is in a position of authority or responsibility , or who
has anyone working under them. It includes all supervisors and departrnent heads.
B: What about the senior account managers? Do they count?
A: No , they are in a position of leadership and have more experience than norma1
account managers , but they do not direc t1y supeise others. They are not members
of the manageri a1 staff and will not be included in our talmng.

Dialogue 2 -

A: Management is going through a big tumover these days. With Bill's retirement , and
departrnent realigmnent , we have lost about 1/3 of our manageri a1 staff. They've
been dropping like flies. . . .
B: Isn't that a good thing? Having fewer bosses means having less str:ss don't you
think?
A: Actually , 1 don't think so. Supervisors are really important to make sure everything
goes smoothly in the workplace. They necessaT for divvying up work and
disciplining employees. If there is no one to keep an eye on us , no one wo u1d get
any work done. Y ou know what ey say , when the cat' s away , the rnice play.
B: You're right , we do need leadership. But what we don't need is too my people
to lead us. Y 0 l. know what they say about too many chiefs and not enough
Indians.
A: Alright. 1 get your point.

132
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133


Laborial Sta
34

AmmI'
~?

Beginner --
1. Her a copy of our company profile.
2. Our company is divided up into a three tier system.
3. Nearly 75% of all employees are considerd laborial staff.
4. The laborial staff category is very broad.
5. Laborial is a ve large and varied categorization.
6. Tomorrow is Labor Day.
7. Labor Day is to celebrate the common worker.
8. The labor force makes up 60% ofworkers.

Intermediate -------
1. Can you tell me a litde more about your company organization?
2. The frst tier is our executive branch , which includes the CEO and Board of
directors.
3. Our managerial tier includes all department heads and supelsors.
4. What percentage of your employees fall under the laborial tier?
5. How many laborial staff members do you have working under you?
6. It would be a nice gesture to let all members of the laborial staff leave work an hour
early.
7. Labor Day is a holiday for everyone , not just laborial staff.
8. Labor day is to celebrate those who work doing what other people might not be
willing to do.

Advanced --
1. Laborial staff includes maintenance crews , secretarial staff, account managers , sales
representatives , any eny level positions , cafeteria workers , and the janitorial staff.
2. 1 am the lead financial 0cer so in our financial deplent we have three
accountants and one financial secreta

3. While we all get Labor Dayoff as a holiday , the real purpose of the holiday is to
remember all the people who do manual or other hard labor.
4. In our company e laborial force makes up 60% of our workers , so we' d just be
letting slighdy over half the folks out a litde early.
5. Laborial staff might not have as much responsibility or as high a salary e executive
staff, but ey are just as important.

134

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4.

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5.

135
~


Dialogue 1

A : Can you tell me a little more about your company organization?

B: Certruy. Here's a copy of our compy profle for your review. We e divided
up into a three tier system. The first tier is our executive branch , which includes
the CEO and Board of Directors. Below that is our managerial tier , which includes
all department heads and supervisors. Lasdy , our laborial tier.
A: What percentage of your employees fall under the laborial tier?
B: Nearly 75% of all employees are considered laborial staff. Now e laborial staff
category is ve broad. It includes maintenance crews , secretarial staff, account
managers , sales representatives , any eny level positions , cafeteria worker the
janitorial staff. . .. & you can see , a very large and varied categorization.
A: 1 see. Now then , how many laborial staff members do you have working under
you?
B: Me personally? Well , 1 am the lead financial 0cer so in our financial department ,
we have three accountants and one financial secrety.

Dialogue 2
A: With tomorrow being Labor Day and all , 1 ink it would be a nice gesture to let all
members of the laborial staff leave work an hour early. What do you s?

B: Wh at? That sounds perfecdy ridiculous. Labor Day is a holiday for evone not
just laborial staff. .. and we get the whole day off tomorrow anyway , so what' s the
point of an extra hour tonight?
A: Whil e we all get Labor Day off as a holiday , the real purpose of the holiday is to
remember all the people who do manual or other hard labor. It's to celebrate those
who work doing what other people llght not be willing to do. 1 think we ought to
do something in honor of the common worker.
B: So if we did allow the laborial force to go home early , how many people are we
talking about?
A: In our company , the laborial force makes up 60% of our workers. We'd just be
letting slighdy over half the folks out a little early.

1~ f\


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B:

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137


ZGU
Executing Meetings

Beginner -----
1. 1 call this meeting to order.
2. We have a lot of material to cover today.
3. Did everyone get an agenda?
4. 1 propose we accept the minutes.
5. Do 1 have a second?
6. Motion carried.
7. What kind of action is required?
8. All in favor?
9. C you please elaborate?

Intermediate --
1. Thank you all in attendance today , 1 know it' s a busy day for you all.
2. Let' s run through the m or pom 6 and see where we're at.
3. The frst matter ofbusiness is to approve the minutes of our last meeting.
4. N ow , next on our agenda is our budget review.
5. Mget can you please fll us in on where the budget review stands?
6. Basically , the budget review has been completed , with maybe a few polishing details
left.
7. N ext week we can cast the fnal approval.
8. Unless anyone has specifc questions , let' s move on to the next point.
9. Now , le t' s get down to the nitty-gritty.

Advanced --
1. 1 know we have many points to review today , but would it be possible to 1imit our
meeting time to fnish before 4 o'clock?
2. We've had the review board going over everything , and they have come up with a
fnal review.
3. If you refer to the last page of the handout , you will see a plot of our e enses vs.
our profts for the last quarter.
4. To get to the bottom of the issue , our problem with human resources is a lack of
qualed applicants , as well as not enough incentives to current employees.
5. Our human resources program is faing for a multiple number of reasons , but 1 think
the most important issue here is lack of employee incentives.

138
 Ms and Intervie

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139

Dialogue 1 -
A: 1 call this meeting to order. Thank you all in attendance today , 1 know it' s a busy
day for you all. We have a lot of material to cover today. Did eveone get
agenda?
B: 1 need a copy of the agenda. Als o , may 1 suggest something? 1 know we have my
points to review today , but would it be possible to limit our meeting ne to finish
bere 4 o'clock? Many ofus still have a mountain ofwork to do before the day's end.
A: We should be able to frh everything up before then. Let' s run through the major
points frst , and see where we're at. The frst matter of business is to approve the
rninutes of our last meeting.
B: 1 propose we accept the rninutes.
A: Good. Do 1 have a second?
C: 1 second.
A: Motion carried. Now , next on our agenda is our budget review. Margaret , can
you please :fiIl us in on where the budget review stands?
B: 1 gave eveone a copy of the manuallast week. We've had the review board going
over eveid ey have come up with a fnal review. Here's a copy for
everyone d if you have any questions , you can talk to me aer the meeting.
Basically , the budget review has been completed , with maybe a few polishing details
left.
A: What kind of action is required?
B: If eveone could take a look at the fr review handout , if there are any objections
or corrections , let me know. Next week we can cast the fnal approval.

Dialogue 2 -"
A: Now , where were we? Oh yes , can you give us idea about the statistical
alysis?
B: Our analysis shows that we're very competitive. If you refer to the last page of the
handout , you will see a plot of our e enses vs. our prof for the last quarter. Do
you think i t' s necessY to go over the eenses more in detail?
A: Unless anyone has specifc questions , le t' s n10ve on to the next point. Motion to
accept statistical analysis report?
B: 1 move to accept.
A: Second?
C: 1 second.
A: All in favor? Motion passed. Now , le t' s get down to the nitty-gritty. We have all
seen the perforrnance review reports , but 1 would like to discuss in detail our human
resources agenda.
C: To get to the bottom of the issue , our problem with human resources is a lack of
qualifed applicants , as we11 as not enough incentives to current employees. 1
recommend management training for our executive staff.
A: I' m sorry , 1 don't think 1 understand. Can you please elaborate?
C: 1'11 explain again. Our human resource program is fang for a multiple number of
reasons , but 1 lk the most important issue here is lack of employee incentives.

140
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141

Performance Reviews
3D

Beginner ---
1. Let' s go over Friday's perfonnance reviews.
2. Most of them were prey positive.
3. Take Tom Clark for exarple.

4. He's also easygoing and very iendly.

5. Do you recommend him for a raise?

6. 1-s report wasn't so hot.
7. His sales record is less mimpressive.

8. Our sales department fai1ed the test.

Intermediate -------------
1. He's extroverted , which makes him a very ective salesman.
2. You can see his sales for this quarter are a record high for our company.
3. That is actually a strike against him in the perfonance reV1ew.
4. He was censored for the two incidents , and since then , he has corrected his
behavior.
5. 1 think 1's deserving of a promotion because he has brought a lot of profit to the
company.
6. It seems he always ignores his faults and criticizes others.
7. All of the numbers were down for perfonnance reviews this week.
8. The boss said he likes our enthusiasm and dedication.

Advanced ------
1. It seems like he has trouble keeping his private fe and professionallife separate. He
has been involved in several 0ce romances that have been detrimental to employee
professionalism d performance.
2. He's always making excuses , he has no common sense , and he lacks responsibty.

3. There were no negative reviews for any of our sales people personally but the
problem was our sales numbers have been too low for too long.
4. But that' s not necess ari1y our fult. . .. The market' s slowed down a lot so people just
aren't bung ke they used to.
5. We need stronger advertising , and stronger attitude. What was fine for last ye just

won't cut it this year.

142


and Intervews

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143


Dialogue 1

A: Le t' s go over Friday's performance reviews.

B: Most of them were prey positive. Take Tom Clark for exple. He's
extroverted , which makes him a very effective salesman. Y ou can see his sales for this
quarter are a record high for our company. He's also easygoing and veiendly.
Add that to his good looks d you can see why he's so popul in and out of the
ce!

A: Yes , I've also heard at he's a lady's man. Well , that is actually a strike against him
in the perfone review. It seems like he has trouble keeping his private life and
professional life sepate. He has been involved in several 0ce romances that have
been detrimental to employee professionalism and perfonnance.
B: He was censored for the two incidents , and since then , he has corrected his
behavior. 1 think at says a lot for his character.
A: Do you recommend him for a raise , then?
B: 1 t1c he's deserving of a promotion because he has brought a lot of profit to the
company.
A: What aboutJohn Martin? His report wasn't so hot. He's always making excuses , he
has no common sense , and he lacks responsibility.
B: Y ou can see his sales record is less th impressive. He is hard to deal with. Aer
disciplinary action , he complned to the Board of Directors with charges of
discrimination. It seems he always ignores his faults and criticizes others.
A: Just between you and me , 1 c't stand the guy. But it' s ve dicu1t to fire him.
He landed this position because of his parents.'hey 'e veT inf1uential stoc101ders.

Dialogue 2 -
A: All of the numbers were down for perfonance reviews this week. our sales department
failed the test.
B: What was the problem?
A: In general , our personal reviews were alright. The boss said he likes our enthusiasm
and dedication. There were no negative reviews for any of our sales people personally
but the problem was our sales numbers have been too low for too long. We're in a
real slump.
B: But that' s not necessarily our fau1t . .. the market' s slowed down a lot so people just
aren't buying like they used to. That isn't our fu1t.
A: Yes , but it affec our sales in a m or way , and therefore affects our perfonnance.
Sometimes it' s all about the bottom line.
B: What dey suggest we do?
A: In yesterday's mee the boss suggested we take a more aggressive sales approach.
We need stronger advertising d stronger attitude. Wh at was fine for last year just
won't cut it this year. He wants songer sales.

144
 and Interviews

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145
L


M


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.42
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Beginner

1. Let me see the draft for our meeting.

2. I' m still working on the agenda.
3. There will be a lot to go over on Monday.
4.. Here's what I've got so far.
5. There will be a lot of dignitaries at the meeting.
6. The minutes shouldn't take too long to review.
7. Is there a way we can 1imit the time?
8. We can set a fiveminute report ne.

9. We have some new business.

10. Item A is still pending.

Intermediate

1. Do you think we will spend more than twenty minutes in the opening?
2. It should take about half an hour before we can get to the minutes.
3. There shouldn't be a lot of active business le over om last meeting.
4. After review of the minutes , we have several committee reports.
5. We'll save Q and A until right before closed session.
6. Wh o will motion to approve the minutes from last meeting?
7. The only item of old business we have are the minutes.
8. We will proceed according to the amendments we've just made.

Advanced ----

1. In the opening exercises it is protocol to spend a little time to recognize all the visiting
dignitaries.
2. Old business won't take up too much time , but sometimes the committee delegates
can be a little verbose.
3. Q and A' s always stretch out the ne because people usually get stuck on some
irrelevant point.
4. 1 would prefer that Tracy introduce her project first , then what 1 have to say might
rnake more sense.
5. If there are no objections , then our modifications to the agenda have been approved
unanimously.

146
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147


Dialogue 1 -----------------------------------------
A: Please let me see the dra of what you have put together for Monday's meeting.
B : l' m still working on the agenda , there will be a lot to go over on Monday. Here' s
what 1've got so fr.
A: Do you think. we will spend more than twenty minutes in the opening? 1 ink it
should be prey simple. .
B: It shouldn't take too long , but there will be a lot of dignitaries at the meeting. In
the opening exercises it is protocol to spend a little time to recognize them. 1 reckon
it should take about half an hour before we can even get to the minutes.
A : Really? Well , at least the minutes shouldn' t take too long to review. There
shouldn't be a lot of active business left over om last meeting.
B: True. Atter review and acceptance of the minutes , we have several committee
reports. Old business won't take up too much time , but sometimes the committee
delegates can be a little verbose. . .. Is there a way we can 1imit their time?
A: We can set a five minute report ne with a ree minute question d swer
afterwds.
B: That' s no good. Q and A' s always setch out the time because people usually get
stuck on some irrelevant point. We'llloose control of the meeting if we open it up
to questions too early.
A: True. Well , impose an eight-minute 1imit on the committee reports we'll
save Q and A unti1 right before closed session.
B: Sounds good. Overall , we can probably keep the meeting under two hours.
A: Let' s hope!

Dialogue 2 --
A: Who will motion to approve the minutes om last meeting?
B: 1 motion. She seconds.
A: All in favor? Good. Now , what' s next on the agenda? We have some new
business. Tracy , can you introduce Item B on the agenda for us?
B: Yes , but we should probably follow e agenda in order , shouldn't we? Item A is
still pending. We should report and approve old business before new business.
A: Oh , yes , 1 somehow managed to overlook item A. Well then , Mark can you
report to us about your project under item A?
C: The agenda is a little backwards today. . .. 1 would prefer that Tracy inoduce her
project then what 1 have to say might make more sense. Technically our
projects are both new business. The only items of old business we have are the
minutes , which have already been approved.
A: Oh , is at right? Well. Let' s re-arrange the agenda then. We can move item A to
the end of our new business section. It will follow reports on items B thru D. Any
objections?
B: Can we have item A directly follow item B?
A: Fine. Any objections? No? If there are no objections , then our modifications to the
agenda have been approved unanimous. We will proceed according to the
amendments we've just made.

148
:

and Interviews

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149


Making Requests
88

Beginner -------------------------
1. Do you have a minute?
2. 1 hope this isn't a bad time.
3. 1 have a favor to ask you.
4. 1 can spe fve minutes.
5. Do you know who you should ask?
6. 1 can arrange something.
7. Why don't you ask Terry instead?
8. 1'11 handle it for you.
9. Would that be okay?

Intermediate -
1. 1 was wondering if you could help me to fnd some information on the Swenson
account.
2. She knows more about it an me , so she should be able to point you in the right
direction.
3. Here's her emai1 address , you can go ahead and contact her by email on your O Wll.

4. Sorry to ouble you , but 1 need to ask you for a big favor.
5. 1 am supposed to go , but I've just got too much to do.
6. Would you go to the meeting in place of me?
7. Most of the time 1 would be happy to help you out , but I' m not fee1ing ve we11.

8. Would you mind asking Tim ifhe could fll il for me?

Advanced -
1. 1 work in domestics , so international is not my expertise-I probably can't help
much.
2. Do you think you could inoduce her to me , or help me to get in touch with her?
3. 1 was planning on getting out of the 0ce a lile early today so 1 can go home and go
to bed.
4. On your way out ofthe ce tonight can you swing by the 0ce supply store?
5. 1 need to go to the 0ce supply store anNay to make a few hundred copies for a
project , so it will beon my way.

150
 and Int rvews

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151

Dialogue 1 ----
A: Do you have a minute? 1 hope this isn't a bad time. 1 have a favor to ask you.
B: Uh... how long do you need?
A: Just fve minutes ;vill do.
B: Sure , 1 can spare fve rninutes. As k away. What can 1 do for you?
A: 1 was wondering if you could help me to fnd some information on the Swenson
account. 1 need to fnd more details about transactions over the last three months.
B: Actually , 1 haven't been working on the Swenson account at all. From what 1
understand , that client deals in intemational trade. 1 work in domestics , so
intemational is not my eertise-I probably can't help much. But you know who
you shou1d ask?
A, Wh o?
B, You should talk to Susan Brown. She has worked with several of the intemational
clients. She should be able to point you in the right direction.
A: Susan Brown? 1 don't think 1 know her yet. . .. Do you think you could introduce
her to me , or help me to get in touch with her?
B: Sure , 1 can arrange something. 1'11 give her a call and set something up. Here's her
emai1 address , you can go ahead and contact her by emai1 on your own.
A: Okay , thanks!
B: No problem.

Dialogue 2
A: Hey , Mike? Sorry to trouble you , but 1 need to ask you for a big favo r.
B! Wh at is it this time?
A: There's a meeting this aftemoon downtown with the boss and one of our important
clien. 1 am supposed to go , but I' ve just got too much to do. W ould you go in
place ofme?
B: Most of the time 1 would be happy to help you out , but I'm not feeling very we11.
1 was planning on getting out of the 0ce a lie ear1y today so 1 c go home and
go to bed. Why don't you ask Te if she'11 go instead?
A: 1 hate to send Terry to keep the boss company. You know how she can't get long
with him. Hmm. What about Tirn? W ould you mind asking him if he can fll in
for me?
B: Sure , 1'11 handle it for you. If Tim can't make it , 1'11 d someone who can. But 1
also need to ask you for a favo r. . . .
A , What' s that?
B: On your way out of the office tonight can you swing by the 0ce supply store? We
need more binders d 1 probably won't make it in time to buy them if 1 go home
early this aftemoon. Would that be ok?
A: Yeah. 1 can do that for you. 1 need to go to the office supply store anyw to make
a few hundred copies for a project , so it will be on my way.

152
F s

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153


Preparation and Developing Your Topic

397

Beginner ---
1. 1 want to win them over with my presentation.
2. People don't have long attention spans.
3. Visuals will support the presentation.
4. Do you think 1 should use PowerPoint?
5. Consider the size and interests of your audience.
6. 1 have a fe of speaking in public.
7. We can cover a lot of ground in an hour and a half
8. Will people go for the role playing?

Intermediate --
1. I've got to put together a sales pitch to give to our clients in the morning.
2. The secret to a successful oral presentation is to keep things simple.
3. Be straightforward and organized and you're sure to be remembered.
4. Wh en it comes to my presentation tomorrow , I'll just be a bundle of nerves !
5. Most people get nervous before they have to speak in ont oflarge groups.
6. Just prepare well , rehearse beforehand d trust that you will be great . .. and you
will be!
7. 1 want to speak about how to improve our sales technique , but there is so much to say.
8. Our training group won't be very large , so you will have more time to focus on
more areas.

Advanced
1. Stick to about three or four poin give an overview of the points , then present
them one by one , and then summarize at the end.
2. Y ou can put together a PPT th some graphics and animations that will catch
people's attention , but be careful not to go overboard.
3. 1 want to focus on some suggestions about making sales calls d 1 was hoping to
throw in a few role plays so at people get practice implementing the things I' m
going to talk about.
4. Ifyou e enthusiastic about your topic , you can help eveone to feel more at ease
and willing to give role playing a y.
5. I' m having ouble narrowing down my topic for the training because there is too
much to talk about and it is hard to get organized.

154
F Presentatons

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155

Dialogue 1 ----------------------------------
A: I've got to put together a sales pitch to give to our clients in the morning. Y ou
always give such amazing presentations , 1 was hoping you could give me some
advice about how to win them over tomorrow.
B: Sure , it's easy. First of all , the secret to a successful oral presentation is to keep
things simple. People are listening d they usually don't have long attention spans.
Stick to about three or four poin give an overview of the points , then present
them one by one , and then summarize at the end. Be straightforward and organized
and you're sure to be remembered.
A: Wh at kind of visuals should 1 use to support the presentation? Do you think 1 should
use PowerPoint?
B: Y ou should consider the sz e and interests of your audience. In other words , who is
listening , and what do they want to hear. Y ou can put together a PPT with
some graphics and animations that will catch people's attention , but be careful not to
go overboard.
A: IthinkIc put something together , no problem. But when it comes to tomorrow ,
1'11 just be abundle of nerves! How can 1 get over my f of speaking in public?
B: Y ou know , stage ight is veT norrnal , most people get nervous before they have to
speak in ont oflarge groups. Just prepare we11 , rehearse beforehand , and trust that
you Nill be great . .. and you will be!

Dialogue 2 --------------------------- --
A: Aren't you going to give us a training workshop next week? How are things going
on your prepation for the presentation?
B: I' m having trouble narrowing down my topic for the training. 1 want to speak about
how to improve our sales technique , but there is so much to s it's hard to get
organized.
A: Our aining group won't be very large , so you will have more time to focus on
more . We can cover a lot of ground in an hour and a half, if eveTone 1S

participating d paying attention.

B: 1 want to focus on some suggestions about making sales calls d 1 was hoping to
throw in a w role plays so that people get practice implementing the things I' m
going to talk about. Do you think people will go for the role playing?
A: 1 think some people may be a little shy to do role playing in ont of the class .
but ifyou e enthusiastic about your topic , you can help everyone to feel more at
ease and willi to give it a y.

156
Ffu
Presentations

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157

Infroducfions and Beginnings

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// / / / / / / / / / / / / / / / / / / // / / / / / / / / / / // //'//

Beginner -------
1.Good moming , ladies and gendemen.
2.We have a great line up of spe ak:ers for you.
3.Harva's own Dr. James Smith will speak: us.
4.The subject of my talk is modem intemational relons.
5.My talk has three pts.
6.We'll stop for lunch at 12:00.
7.It' s our pleasure to hear om Mr. Johnson m Marco 0
8.I' m going to talk about Marco Oil.
9.My talk will only tak:e about ten minutes.

Intermediate
1. First on our program is a well-renown eert in the field of intemational economic
development.
2. And now , without further adieu , we'd like to welcome Mr. James Smith.
3. 1 pl to say a few words about the current situation in the Middle East and how it
affects world economy.
4. l' d like to give you overview of the w at the economies of countries are
intertwined.
5. My presentation iVill tak:e about two hours , but there will be a twenty-minute break:
in the middle.
6. The theme of my presentation is to give you a brief introduction to our company.
7. After my talk is finished there'll be time for a discussion and any questions.
8. Ifyou have questions while 1 am presenting , please interrupt , go ahead and ask.
9. Y ou can refer to this handout while 1 aI presen19.

Advanced
1. Dr. Smith is originally om Chicago , and has been involved in economic research
for over twenty yes and has taught at Harvard since 1995.
2. I've divided my talk into three pts: first an overview of intemational relations ,
second a discussion of current political situations , and lasdy trends for the future.
3. Today we'l1 first hear a short presentation om one of our members , then break: for
lunch , and aer the recess we' l1 reconvene for some business.
4. In the first part of my presentation , 1'11 te11 you a litde about our history , then in the
second part , 1'11 te11 you more about our services.
5. Oh , I've also prepared a handout for everyone , let me start it around . .. please tak: e
one and pass it along.

158
 h sentations jk}

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2.
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2.


3.


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-

159


Dialogue 1-
A: Good morning , ladies and gendemen , we are happy you have all come out for our
training workshop. Today we have a great line up of speakers to talk to you. First
on our prograrn is a we11-renown expert in the feld of intemational economic
developme Harva's own Dr. James Smith. D r. Smith has been involved in
economic research for over twenty years , and has taught at Harvard since 1995.
An d now , without further adieu , we'd like to welcome Mr. James Smith.
B: Thank you , Mr. J ackson , ladies and gendemen , co11eagues iends. The subject of
my talk is intemational relations in a modem world. 1 plan to say a few words about
the current situation in the Middle East and how it affects world economy. l' d like
to give you an overview of the way that the economies of seeming1y unrelated
countries are intertwined. 1've divided my talk into three pts: frst overview of
intemational relations , second a discussion of current political situatior and lasdy
trends for e future. My presentation Nill take about two hours , but there will be
a twenty-minute break in the middle. We'11 stop for lunch at 12:00.

Dialogue 2 -

A: Welcome to our inforrnal monthly business meeting. Today '11 frst hear a short
presentation om one of our members , then break for lunch , and aer the recess
we'11 reconvene for some business. So now it' s our pleasure to hear om 1r.

Johnson om Marco Oil.

B: He110 everyone. The theme of my presentation is to give you a brief introduction to
our company. I' m going to talk about Marco Oil. . . . What we do , how we do it.
1n the frst part 1'11 te11 you a litde about our histo then in the second part , 1'11 te11
you more about our services. My talk will only take about ten minutes , and aer

my talk there'11 be time for a discussion and y questions. 1f you have questions
while 1 presenting please- inteupt go ahead and ask. Oh , I've also prepared a
handout for eve0 let me start it arourid . .. please take one and pass it along.
Y ou can refer to this handout while 1 presenting.

160
 Presentations

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B:

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161

Making Transitions in the Body of the Presentation

'
Beginner
1. So le t' s move on to the next topic.
2. Now , that' s all 1 want to say about wor1d coal resees.
3. Let' s talk about each point in more detai1.
4. John , wo u1d you like to take it om here?
5. As 1 just mentioned. .
6. So that concludes the introduction.
7. If you look at the overhead , you'll see a graph. . . .
8. The blue line represents our sales om the ye 2005.

Intermediate
1. There are three gs we have to consider when talking about renewable resources.
2. First , sustainability; second , marketability; lasdy , the reality factor.
3. As was already said , it is always better to seek a renewable source of energy when
possible.
4. Now le t' s move to the first part of my talk , which is about 2006 fiscal year marketing
p1an.
5. If you remember , we also set a goal to double disbution in overseas mkets.
6. Now , when looking at the data to evaluate whether or not we made our goals , there
i

are three things to consider.

z
i
t
7. On the other hand , you can see is year's sales took off like a rocket.
E
B

i 8. That completes the section on sales reports , next we'll examine the data for predicting
i ture trends.
iz

Advanced
1. Of course , as you can see omthe content of our presentation today , with
renewable resources , there is a much larger sustainability than wi non-renewable
resources.
2. So right off the bat , when looking at the marketing plan , tell me some of the
goals that we had set is year to begin with. . . .
3. First , the original condition of the market , second , our marketing numbers om the
preV1 0us ye and third , our final sales figures for this year.
4. As you can see , our sales in 2005 were quite slow to start off but managed to
make. decent performce in the last pt of the year.
5. First , we'll talk about the background of the problem , then we'll discuss the current
situation d finally , we'll talk about how things look for the future.

162

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Presentations

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1.
2.
3.
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5.
6.
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163


Dialogue 1

A: ... Now , that' s all 1 want to say about world coal reserves. So let' s move on to
the next topic , renewable resources. There are three things we have to consider
when talking about renewable resources. First , sustainability; second , marketability;
lasdy , the reality factor. Let' s talk about each point in more detail. . . . John , would
you like to take it om here?
B: Certainly. As my colleague just mentioned , susnabtyisam or concern when
examining the potential output of a resource. Of course , as you can see om the
content of our presentation today , with renewable resources , there is a much larger
sustainability th with non-renewable resources. As was already said , it is always
better to seek a renewable source of energy when possible.

Dialogue 2 -
A: So that concludes the introduction. Now le t' s move to the first part of my talk ,
which is about 2006 fiscal ye marketing plan. So right off the bat , when
looking at the marketing plan , tell me some of the goals that we had set is ye to

begin with. .
B: We wanted to appeal to a younger set of consumers and also , in line with that goal ,
redo our image. . . .
A: That' s correct. If you remember , we also set a goal to double distribution in
overseas markets. N ow , when looking at the data to evaluate whether or not we
made our goals , there are three things to consider. First , the original condition of
the market , second , our marketing numbers om the previous year , and third , our
h sales figures for this year. Now 1 want to describe for you the second and third
pts. If you look at the overhead , you'll see a graph. . .. The blue line represents
our sales om the ye 2005 the red line is the sales in 2006. . .. As you can see ,
our sales in 2005 were quite slow to start off with , but managed to make decent
perforrnance in the last part ofthe year. On the other hand , you cansee this year's
sales took off like a rocket.

164
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165


cf Conclusions

Beginner ---
1. I'd like to end by emphasizing the main points.
2. 1'11 give you a brief summa
3. Did you have anything to add?
4. That' s all there is to it.
5. Let' s summarize.
6. I'd like to conclude with one last point.
7. Just to reemphasize , let me remind you.
8. Lasdy..

Intermediate ----
1. Ri ght , that ends the third and final part of our presentation.
2. There are three potential areas for development in the future: domestic , overseas
market , and the intemet.
3. Our main issue here is that we need to be sensitive to the needs of dirent markets.
4. 1 want to restate one more time the importance of reinventing our company's image.
5. 1 want to end with a true st that has to do exacdy with what we've been talking
about today. . . .
6. 1 know 1've covered a lot of poin today but le t' s summarize real quickly. . . .
7. In conclusion , l' d like to share a few observations based on the product development
process.
8. 1 have one specific recommendation for future pr'ts based on e erience during
this process.

Advanced -
1. For domestic marketing strategy , we can rely on past research , for overseas markets
we depend heavily on our cultural consultants d for the intemet , we need to redo
our nnage.
2. As 1 already mentioned , we experienced many problems and our production date was
delayed because we didn't do our homework beforehand.
3. To summarize st our designing te has come up with a final version of the
product that emphasizes technology , then we made it past the review board and have
received approval to begin production.
4. Lasdy , aer a long review process , we have organized a production team to oversee
the manufcturing stages.
5. In conclusion , the most irnportant marketing measure is to make sure 0 advertisements
are directed towards the target market.

166
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167


Dialogue 1 --
A: Right at ends the third and final part of our presentation. l' d like to end by
emphasizing the main points. 1'll give you a brief summy. There are three
potential eas for deve10pment in the future: domestic , overseas market , and the
intemet. Each of these markets have their own particular need for marketing strategy
. for domestic , we can r e1y on past research , for overseas markets we depend
heavily on our cultural consultants , and for the intemet , we need to redo our image
to appeal to a younger set of consumers. Our main issue here is that we need to be
sensitive to the needs of dirent markets in order to continue to see success. Mark ,
did you have anything to add?
B: Yes , 1 want to restate one more time the importce of reinventing our company' s
image to appeal to different customer bases. 1 want to end with a true story that has
to do exacdy with what we've been talking about today.

Dialogue 2 ------
A: So , that' s all there is to it. 1 know 1've covered a lot of points today , but let' s
summarize real quickly. . .. First , our designing team has come up with a fu

version of the product that emphasizes technology. Second er a long and arduous
process , we've made it past the review board and have received approval to begin
production. Lasdy , we have organized a production team to oversee the
manufacturing stages. In conclusion , l' d like to share a w observations based on
the product deve10pment process. 1 have one specifc recommendation for future
proJec based on experience during this process. Wh at we need is to make sure all
ducks are in a row before we go to the review board. As 1 already mentioned , we
experienced many problems and our production date was d e1ayed because we didn't
do our homework beforehand. . . .

168
 Presntations

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169


Q & A (Question and Answer Period)

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Beginner
1. Now I' d like to open it up for questions.
2. I' d be very interested to hear your comments.
3. 1 have one question 1 would like to ask.
4. Good question.
5. Does that answer your question?
6. Thank you for listening.
7. That concludes the fonnal part of my presentation.
8. Do you mean.

Intermediate
1. We have about twenty minutes for questions and discussion.
2. W ould you care to comment on the cultural impact of Multinational complles on
local economies?
3. Can you talk a little about what plans we have for the future?
4. Now we have time for a w questions before we break for lunch.
5. Please don't be shy , if you have questions or something to say , Just r a1se your
hd... .
6. Can you clariT what you said about the standard design options?
7. I' m sorry , I' m not sure I' m farniliar with the issues you're talking about. .
8. I'm not sure 1 understand your question , could you elain more?

Advanced ---------
1. You said our sales in Asia overall have been very low in general. . .. I' m wondering
what the situation is like in Japan?
2. I'm aaid that' s outside the scope of my talk , 1 can talk to you more individually
erwds if you are interested in this ea.

3. 1 don't think I'm the right person to answer this question , perhaps our General
Manager , Mr. Thomas , can help to answer. .
4. The legal department has been dealing wi charges of copyright iningement on our
designs. . .. 1 was just wondering your take on the issue.
5. 1 don't have much experience in the legal aspect of things , 1'11 have to do a litde
research and get back to you. . . .

170

}

Presentatons

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171


Dialogue 1 -----------
A. So that' s the end of what 1 had prepared to share with you today. Now I' d like to
open it up for questions. We have about twenty minutes for questlons d

discussion. l' d be ve interested to hear your comments. Yes?

. Yes J.k: you for your exce11ent presentation. 1 have one question 1 would like to
ask. You said our sales in Asia overall have been very low in general.. m

wondering what the situation is like in ]apan?

A~ Good question. As 1 mentioned , As ia in general is a slow starter , this also includes
the ]apanese market. There is no notable difference between ]apan and other As ian
counles. Does that answer your question?
. Yes , thJ.k: you. Another question. W ould you care to comment on the cultural
impact of Multinational companies on local econornies?
A. I' m aaid that' s outside the scope of my talk , 1 c talk to you more individually
erwds... .
C: What about our future direction in the Asian market? Can you talk a little about
what plans we have?
A~ 1 don't think I' m the right person to answer this question , perhaps our General
Manager , Mr. Thomas , can help to answer.

Dialogue 2 -------------------------------------
A. you for listening at concludes the formal part of my presentation. Nowwe
have time for a few questions before we. brak for lunch. Please don't be shy , if you
have questions or something to say , just raise yo hand.... Oh , yes , you in the back?
. Can you clarir what you said about the standard design options?
A. Do you mean the design for the phase oneproducts?
, Yes... .
A~ We11 , just as 1 said e design for the phase one products comes in a standard options
package. We Nill provide a catalog of choices that can be customized to a fa degree.

C , What do you think about the copyright issues that have come up with our recent
designs?
A~ I' m sorry , I' m not sure I'm fanllliar with the issues you're talking about. . .. I'm not
sure 1 understand your question , could you elain more?
C , The legal departlnent has been dealing with charges of copyright infringement on
our designs. 1 was just wondering your take on the issue.
A~ 1 don't have much experience in the legal aspect of thin 1'11 have to do a little
research and get back to you.

172
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173


Trends
;441

Beginner ---
1. Here are the fgures for this month's sales.
2. Our sales plunneted.

3. The rapid drop in sales wasn't 'Om the new products.

4. The new industrial cleaning products really took o ff.
5. Sales have shot up over the last two weeks.
6. This product is 'O ur one major success.
7. This trend has been in the works for a while.
8. The trend's been slow and steady.

Intermediate -

1. Sales went down slightly , but not as dramatically as the graph shows.
2. The products that didn't do so hot this month were the cleaning supplies.
3. Y ou can see that most of the other product lines remained steady with little increase.
4. At least if the proft is staying the same , that' s better than dropping.
5. What do you think will be the ture trends for the industry?
6. 1 can see a dramatic increase in the popularity of our produ even now.
7. If this trend cont1nues , 1 imagine the popularity of related lte15 w also nse
dramatically.
8. 1 think the drop in interest in our product hasn't been sudden at all.

Advanced --
1. Some people were offended by our advertisements for e clelng products , but it
was already too late to mitigate the damage , so our mistake shows up in the sales.
2. As more and more varieties of music become avai1able to consumers , the classic
standards may suffer in the populity contest.
3. 1 think the drop in interest of classical music hasn' t been sudden at all , it' s been slow
and steady for many years now.
4. If you look at the numbers , rock and roll music has had little change over time d

remained a steady constant through the years.

5. 1 expect the popularity of rock and roll will remain consistent and stay the same in the
commg years.

174
.........
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175


Dialogue 1 -------------
A: Okay , here are the graphs and figures for this month's sales. Let' s review them all
together.
B: This first one , 1 have a question. . .. This graph is marking the sales performance for
our line of hair products , right? Can this line be right? It looks like our sales
plummeted. 1 can't believe we did that poorly. If 1 remember correcdy , sales
went down slighdy , but not as dramatically as the graph shows.
A: 1 think you are looking at the wrong line. The rapid drop in sales wasn't our hair
products. Y ou are correct , the hair product sales decreased slighdy , but not
dramatically. The one that didn't do so hot this month was the cleaning products. 1
think there was a problem in the marketing pl. Some people were offended by
our advertisements for the cleaning products , but it was already too late to rnitigate
the damage , so our rnistake shows up in the sales.
B: Well , the good news is the new industrial cleaning products really took off. Look
how the sales have shot up over the last two weeks.
A: That is our one m or success. If you look at the other graphs , you can see that
most of the other product lines remained steady with litde increase.
B: At least ey stayed the same. That' s better than dropping.

Dialogue 2 -
A: What do you ink will be the future trends for the global music indus?

B: From my perspective as a musician , 1 can see a dramatic increase in the popularity of

Latin music , even now. If this trend continues , 1 imagine the popularity of Salsa
dancing wo rise dramatically. This may result in a slight decrease in the
popularity of other types of music.
A: What do you think of the sudden drop in interest in classical music?
B: 1 think this trend has been in the works for quite some time. As more and more
varieties of music become avai1able to consumers , the classic standards may suffer in
the popularity contest. 1 think the drop in "nterest of classical music hasn't been
sudden at all , it' s been slow and steady for many years now.
A: Is there any type of music that is consistendy popular with most people?
B: If you look at the numbers , rock and roll music has remained a steady constant
through the years. 1 eJ ect the popularity of rock and roll will stay the same in the
conung years.

176

Data
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177


Systems
45 f

Beginner

1. The system is a litde complicated.

2. There are a ton of steps in the process.
3. The rest of the form will be :flled out by fnancial.
4. You have to do them in order.
5. The last step is for the fnancial secreta to sign the forr-
6. 1hat is the standard procedure?
7. Aer you put it into the computer , is it all automatic?
8. Use the blue form.
9. There are only two kinds of forrns.

Intermediate -
1. 1 know you're new , so you don't know the system.
2. 1 have been so confused about the system for fling fnancial reports.
3. To start w you need to get two copies of the expenditure form.
4. Now , you need to :fll out lines one through six on page one , and complete the
signatures on each page.
5. First , after you complete the form , you need to take it to your immediate supervisor
for his approval and signature.
6. If you leave the forr with the fnancial secretary , she should be able to take it om
there.
7. The frst thing we do is to input the customer's information into the computer
system.
8. After e information is in the computer , you have to write out a manual order on
the right form.
9. If they ordered something om electrical , use the pink form.

Advanced
1. Before 1 can get my reimbursement , 1 have to go around and get a bunch of
signatures from different department heads.
2. Aer you take the completed form to your immediate supenor for his approval and
signature , then you need to take it yourself to the department head , who will also
Slgn.
3. Once you get them :flled out , you make a copy to send to cial so they can make
an lnV01ce d you send the original to the right department.
4. Y ou shouldn't give the completed forrns to just anybody because there is a specifc
person who is responsible to receive the orders.
5. Once you've fnished all the other steps , you can just give it to the department
secreta and she'll make sure it gets to the right place.

178

 Data

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179


Dialogue 1 -
A. The financial department asked me to talk to you because it seems you have made a
few mistakes in fling for your reimbursements. 1 know you're new , so you don't
know the system. You probably didn't have anybody to show you the ropes.
. Oh , thc you! 1 have been so confused about the system for fling fnancial
reports. There are a ton of steps in the process.
A: It is a little complicated. Okay , here to start with , you need to get two copies of
expenditure form. Y ou can find them in the fle cabinet next to the reception desk.
. The brown one by the door? 1 looked there , but 1 couldn't ld e forms. .
A~ The forms are kept in the second drawe r. 1'11 show you in a sec. Now , you need
to fll out lines one through six on page one , and complete the signatures on each
page. The rest of the forr will be flled out by fnancial.
. The signatures are what are really confusing to me.... Before 1 can get my
reimburseme 1 have to go around and get a bunch of signatures om different
department heads.
A. Okay , the signature part works ke this. . .. You have to do them in order. Fi
after you complete the forr you need to take it to your immediate supervisor for his
approval and signature. Then you need to take it yourself to the deptment head ,
who will approve and sign. And the last step is to have the finantial secretaT sign. If
you leave the form the fnancial secretary , she should be able to take it om
there.
. Okay , 1 think 1've got it. Thanks for your help. l' d better get busy , 1 have so
many signatures to gather!

Dialogue 2

A: Can you te11 me what is standard procedure for taking orders over the phone?
: When we receive phone orders , the frst thing we need to do is to input e
customer's information into the computer system. You can do that when you e
talking to the client. It's probably easier to do that w otherwise you might forget
to ask them for some of the important information.
A. Aer you put it into the computer , is it all automatic then?
. Unfortunately , not. As of now , the computer system functions only as a databank for
marketing studies . .. after you get their inforrnation in the computer , you still have
to write out a manual order on the right form. If the order is for the automotive
department , you use the blue fo. If they ordered something om elecical use
the pink form.
A. There are only two kinds of forms , right?
. Yes. And once you get them flled out , you make a copy to send to financial so
they can make an invoice , and you send e original to the right department.
A. Do 1 give it to just anybody? Or is there a specrnc person who is responsible to
receive the order forms?
. Once you've fnished all the other steps , you c just give it to the department
secreta. She'l1 make sure it gets to the right place.
A. Okay , thals!

180
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181


MW Scheduling

Beginner ----- --------------------

1. Wh at' s on today's agenda?
2. We have an appointment at 9 n.

3. Is it before lunch?
4. W there be to cle offmy desk?
5. The pr ject review is a week behind schedule.
6. Can we sti11 meet the target date?
7. W you be ready tomorrow?
8. I've been so busy.
9. There's more work th there is time!

Intermediate
1. I'm a1ways working against time to get letters out.
2. Tonight we should have time to catch up on correspondence.
3. What' s causing the delay?
4. We haven't had a sucient amount of time for our review board to meet.
5. We'll be able to cut down on our overtime.
6. We should be in a hurry to make that frst appointment!
7. 1 w just have to face the performance review unpreped.

8. You can't use being too busy as an excuse.

9. There is no time to lose now.

Advanced --------
1. Even though this part of the project was due a week ago , we can sti11 complete the
whole program on time.
2. Not only do we have performance reviews scheduled all day , but 1 a1so sti11 haven't
fled the reports on our department.
3. 1 was thinking the same ing; tomorrow is going to be a drag.
4. 1 can hardly keep up with things because there simply hasn't been y ne to get
ready.
5. We're all equally busy , but some of us put in a lot of overtime.

182
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183


Dialogue 1
A: What' s on today's agenda?
B: We have an appointrnent with a customer at 9 am , three interviews before lunch ,
and a pr<ct review this aftemoon.
A: What about tonight? Will there be time to clean off my desk?
B: Tonight we should have time to catch up on correspondence.
A: Good! I'm always working against time to get letters out.
B: The project review is a week behind schedule. What' s causing the delay?
A: We haven't had a sucient amount of time for our review board to meet.
B: Can we still meet the target date?
A: We should be able to. Even though this part of the p ect was due a week ago , we
can still complete the whole program on time.
B: Is that so? That' s wonderful. We'll be able to cut down on our overtime.
A: Yes. Oh , look at the ne! We should be in a hurry to mke that first appointrnent!

Dialogue 2

A: Tomorrow is going to be a long day! Not only do we have pernance reVl ews
scheduled all day , but 1 also still haven't filed the reports on our departrnent.
B: 1 was thinking the same thing; tomorrow is going to be a drag. W you be ready
tomorrow?
A: I've been so busy. 1 can hardly keep up wi things because there simply hasn't been
any time to get ready.
B: So what are you going to do? They will .do the review whether you're ready or
not.
A: 1 w just have to face the performance review unprepared.
B: Y ou can't use being too busy as excuse. We're all equally busy , but some of us
put in a lot of overtime.
A: There's more work th there is ne!

B: 1 know thin are especially chaotic now , but we can't afford to make excuses.
Y ou've got to get better at meeting deadlines.
A: Yeah , maybe you're right. We should probably quit complaining about our
deadlines and get to work. There is no time to lose now.

184
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185


SWOT Analysis
47

Beginner --
1. SWOTstands for strengths , weaknesses , opportunities , and threats.
2. What do you think about our strengths?
3. We've put a lot of emphasis on market development.
4. Our weakness is in production.
5. Le t' s talk about opportunities , shall we?
6. We have the opportunity to dominate the market.
7. Are there any strong competitors out there?
8. The evaluation of current opportunities isn't realistic.
9. Do you agree with the threat analysis?

Intermediate ---------
1. We are meeting today to make a SWOT analysis for our company , based on our
perfonance over the last ye.
2. 1 think our main competitive advantage is the strength of our marketing te and
advertising.
3. Because we have focused heavily on marketing , we have not made much leeway in
product development.
4. To keep our reputation with consumers , we need to put more effort into product
quality.
5. Because of our status in the market , if we boosted our product development , we
could dominate the market.
6. The report said we could boost our sales by addressing intemational distribution
problems.
7. The problems are more complex than the SWOT took into account.
8. Determining our competitors' engths and weaknesses is much more straighrward.

Advanced --------
1. We've been able to have a great deal of market penetration and have established a
strong presence in the market , both in sales and in identity.
2. 1 think that by focusing on improving our weakness and coming up with a wider
range of high quality products , we can reach even more of a consumer base than we
are now.
3. Solving problems wi our import and eort side would help to boost revenue , but
1 just don't think we could achieve as much as 50% more , which is what the analysis
yielded.
4. Because we don't have my competitors , we can list our threats on one hand ,
there's Spalding , Mercid d Yaleford.
5. The SWOT analysis came out 1 week but 1 don't agree with the results of the
evaluation because they do not consider the complexity of our company's situation.

186
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187

111J
Dialogue 1
A. We are meeting today to rnake a SWOT analysis for our company , based on Our
performance over the last ye. Just to remind you , SWOT stands for streng

weaknesses , opportunities , and threats. Le t' s start right om the top. What do you
think about our strengths?
! 1 think our main competitive advantage is the strength of our marketing team and
advertising. We've been able to have a great deal of market penetration and have
established a song presence in the market , both in sales and in identity.
A! 1 agree , we've put a lot of emphasis on market development. That leads direcdy to our
weakness , 1 think , because we have focused heavily on marketing , we have not made
much leeway in product development. To keep our reputation with consumers , we
nee <i to' put more effort into product quality.
. Well , le t' s talk about opportunities , shall we? 1 think that by focusing on improving
our weakness and coming up with a wider range of high quality products , we can
reach even more of a consumer base than we are now. Because of our status in the
market , if we boosted our product development , we could dominate the market.
A! So what about our threat? Are there y strong competitors out there?

Dialogue 2 -----
A! Do you agree with the SWOT that came out of our annual review meeting?
. 1 agree with pts of it , but 1 just don't think the evaluation of current oppounities

is realistic or even viable.

i-e T e
'

What do you m qa n
.

A! report said we could boost our sales by addressing

international distribution problerns. You don't think that would work?
. No , 1 agree solving problerns th our import d export side would help to boost
revenue , but 1 just don't think we could achieve as much as 50% more , which is
what the analysis yielded. The problerns are more complex than the SWOT took
1nto account.
A. Do you at least agree with the threat analysis?
. Yes , 1 think determining our competitors' sengths d wenesses 1S much more
straighrward. We c list our threats on one hand , there's Spalding , Mercid d

Yaleford.

188


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189


Statistical Reports
48

Beginner

1. The sample group consists of 500 respondents.

2. The control group yielded 62% inf1tration.
3. Most people e at an average level.
4. Less than 2% surveyed ranked in the top 5 percentile.
5. I' d like to go over the statistical report with you.
6. Take a look at this report.
7. Are these numbers accurate?
8. What is the ratio of men versus women?

Intermediate
1. Two out of every three households interviewed fell below the median level.
2. The control group is a standard group that you can compare against.
3. Nely one third of respondents ranked in the 25 percentile natiomride.
4. 1/3 of the people are considered top 25% on a national standard.
5. According to this report , 30% of our viewers have a median income of more than
40K mually.

6. What percentage of customers come from households with children?

7. Nearly 75% of our customer base comes om childless households.
8. Qnly 25% of respondents reported having children.

Advanced -
1. The sple group is the people you e studying , they are the one who have f1l ed
out the sueys and handed in the rough data.
2. In the sample group , it was found that fewer th 2% ranked in the top 5%
nationally.
3. If you look at the pie chart here , you'll see that 30% are in the above 40K category ,
20% are between 35 d 40K , and 50% fall below 35 K.
4. Whil e it was considered a more effective marketing plan for male responde

surprisingly there was a clear cut of 50-50 on female/male ratio.

5. We e2ected a higher ratio of single to married respondents , but our results were not
anticipated.

190
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191


Dialogue 1-
A: Sometimes these statistical reports don't even seem like their written in English!
T ak.e this sentence for example , "In the sample group consisting of 500
respondents , two out of eve three households interviewed fell below the median
level , while control group yielded an average of 62% infiltration." Wh at are they
talking about?
B: I t' s not as confusing as you think. The sample group is made up of the people you
e sdng they are the ones who have filled out the sueys and handed in the
rough data. The control group is a standard group that you can compare against.
Average means the level that most people are at. Infiltration is just whether or not
they have heard of our product.
A: So what about this sentence , "Nearly one third of respondents ranked in the 25
percenti1e nationwide , while less th 2% ranked in the top 5 percenti1 e"?
B: You're getting bogged down with the words. Think of it this way . .. respondents
are the people who responded to your suey. So 1/3 of the people e considered
top 25% on a national standard. In this sare group of people , fewer than 2%
ranked in the top 5% nationally. Does that mak.e more sense to you now?
A: 1 guess so. . .. Too many numbers. . .. Too many words.

Dialogue 2 -
A: l' d like to go over the statistical report with you , if that' s alright.

B: No problem. T ak.e a look. Here's the first page.

A: According to this report , 30% of our viewers have a median income of more th

40K annually. Is that accurate?

B: Yes , if you look at the pie chart here , you'll see that 30% in the above 40 K
category , 20% are between 35 d 40K , and 50% fall below 35K.
A: What percentage of customers come om households with children?
B: Nearly 75% of our customer base comes om childless households. Only 25% of
respondents reported having children.
A: What was the ratio of singles versus married?
B ~ There was a clear cut of 50 - 50 on marital status.

192
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62% "

B:

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A:

B:

A: 30% 4 ?

B: 30%
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4 20% 3 5

4 50% 3 5

A: ?

B: 75% 25%

A: ?

B: 50%

193
 Z

Email
49

Beginner ------------------------
1. That' s a time-saving way to get the word out.
2. Most of us just delete the bulk emails.
3. As k them to forward it to the people undemeath them.
4. 1'11 ask our tech support for some help.
5. Let' s correspond by emai1.
6. Do you think you can emai1 the detai1s to me?
7. 1'11 give you my personal address too.

Intermediate --
1. How do you plan to distribute the information about last week's meeting?
2. 1 was planning on sending a bulk email to all the users on our company's server.
3. It would be way too time -c onsuming to send the emai1s one by one to our entire
staff.
4. Most people will read emai1 if it is sent by eir supemsor.
5. C you show me how to make an attachment with our emai1 program?
6. 1'm soy 1 know next to nothing about the new emai1 program.
7. Sure! 1'11 send it along to you as soon as 1 get back to the office.
8. Sometimes if the attachment is too large , my work emai1 will reject it.

Advanced -
1. Even if you put a really catchy subject line in there , 1 don't think anyone will get the
information.
2. If your attachment is more than 100K , go ahead and send it to my personal emai1
address instead.
3. Last time 1 tried to decompress a fle , my whole system crashed.
4. If it is a large fle , it would probably work better to send it to my personal emai1-It's
better to be safe than soy.

5. No problem , 1 will be sure to emai1 the information to your personal emai1 address
first thing.

194
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3.
4

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195


Dialogue 1
A: How do you plan to disbute the infonnation about last week's mee19?
B: 1 was planning on sending a bulk email to all the users on our compy's seer.

A: That' s a time-aving way to get the word out , but 1 don't think it ;vill be that
ective. Most of us just delete the bulk emai1s without even reading them. Even
if you put a really catchy subject line in there , 1 don't think anyone will get the
information.
B: Well , it would be way too time -c onsuming to send the emails one by one to our
entire staf[ . .. What do you suggest?
A: Y ou could send the meeting brief to the managers by email , and ask them to
forward it to the people undemeath them. Most people will read an email if it is
sent by their supenor.

B: That' s a good idea. 1 can just put e meeting minutes on the email as an
attachme then forward it along to the magers. Can you show me how to make
anachment with our email program?
A: 1'm sorry , 1 know next to nothing about the new email program. It.s supposed to
be more user-iendly than our last program , but 1 still haven't fgured it out.
B: 1'11 ask our tech support for some help. It shouldn't be too complicated , 1'm sure.

Dialogue 2-
A: Let' s correspond by email. 1 think we should defnitely keep in touch. There are a
lot of future opportunities to work together.
B: 1 agree. 1 especially interested in the Aluminum project you mentioned. Do you
think you can email the details to me?
A: Sure! 1'11 send it along to you as soon as 1 get back to the office. 1 did get your
card , didn't I?
B: 0 h , 1 almost forgot! Here it is.
A: Thlk you. Is all the information on here current?
B: Let' s see. . .. Yes , but this only has my work email address. 1'11 give you my
personal address too. Sometimes if the attachment is too large , my work email w
reject it. Ifyour attachment is more than 100K , go ahead and send it to my personal
email address instead.
A: It'11 be alright. 1 can send a compressed fle. Does your computer have the soware
to unzip fles?
B: 1 do , but unzipping es doesn't work out so we11. Last time 1 tried to decompress a
e my whole system crashed. If it is a large fle , it would probably work better to
send it to my personal email-It' s better to be safe soy.
A: No problem , 1 ;vill be sure to email the infonnation to your personal email address
frst thing.

196
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197
L


r

Computer Technology
50

Beginner
1. Is your computer fast enough?
2. My computer is unbelievably slow.
3. Our company's technology is out of date.
4. How much RAM does it have?
5. My computer does not have enough memo

6. It' s amazing what they come up with these days.

7. They cost next to 3 Gs a piece.
8. The screen doesn't have enough pixels.

Intermediate

1. If your computer is new , the processor should be pre decent.

2. If the computer is five years old , it' s probably slower than the one you had before.
3. The hard drive on my computer is cluttered with so much useless software.
4. Did you see the newest flat -s creen plasmas that have come out?
5. Some of the new technology that comes out is prey affordable , though.
6. The new IBM MP4 players are pre reasonably priced for what you get.
7. The tiny screens don't have enough pixels to make any graphics worthwhile.
8. 1 want to wait until the next generation comes out before buying in.

Advanced

1. My computer might be a litde ter aer 1 delete all the prograrns 1 don't use often ,
but what 1 really wish for is something state of the art.
2. What I'm longing for is something state of the art; high speed , built in wireless
intemet , enough gigabytes to satis. ...
3. You can get a nice litde MP4 with about 3 gigs of space for a litde over a hundred
bucks.
4. You can listen to music fine , but if you want to play some multi-media es you
can't see much.
5. With the current technology limitations , 1 think portable MP4 players are a rip -o ff.

198
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7.
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199


Dialogue 1-
A: Is your computer fst enough?
B: Oh my gosh , don't even ask me that question! My computer is unbe1ievably slow.
It 's the bane of my existence!
A: You're exaggerating! It can't be that bad. Didn't human resources just issue you a
new computer last month? If it's new , the processor should be prey decent. It
shouldn't be that slow.
B: It' s slower my dead grandmother! The computer they gave me was new to
me , but it was already 5 years old. They just dusted off some re1ic om the back
storage room and presented it to me as new!
A : Is that right? Well , that' s what you get for compllng that 0 company's technology
is out of date. ley probably did it on purpose just to spite you. If it is fve years old ,
it' s probably slower than the one you had before. ... How much RAM does it have?
B: I' m not sure , but 1 know my computer defnitely does not have enough memory.
The hard drive is cluttered with so much useless soware. It might be a 1ittle faster
after 1 delete all the prograrns 1 don't use o fi:en , but what 1 really wish for is
something state of the art.... High speed , built-in wireless intemet , enough
gigabytes to satisfy. . . .
A: Keep dre anlng.

Dialogue 2 ----
A: Did you see the newest flat-creen plasmas that have come out? I t' s amazing what
they come up th these days. . . .
B: Amazing , yeah. But those suckers e preyexpensive. 1 heard they cost next to 3
Gs a piece.
A: Yeah , 1 heard at too. Some of the new technology that comes out is pretty
aordable though.
B: Like what?
A: The new IBM MP4 plers are preT reasonably priced for what you get. Y ou can
get a nice 1itde MP4 with about 3 gigs of space for a 1ittle over a hundred bucks. 1
ink that' s a prey decent price , don't you?
B: 1 guess so , but the tiny screens don't have enough pixels to make any graphics
worthwhile. Y ou can 1isten to music but if you want to play some multi -media
es you can't see much. With the current technology 1imitations , 1 think portable
MP4 players are a rip -off.
A: Y ou want to wait until the next generation comes out before buying in , huh?
B: Y ou got it.

200
4
 Mnology

a 7

A: ?

B: !!

A: !?

B: !

A: ?

5
-

B:

A:

xif 2 t

A: ?

B:

3000

A:

B: ?

A: IBM MP4 100

3 G MP4 ?

B:

MP4

A: !

B:

201


Running an Infernef Business

51

Beginner
1. Earning extra income on the Intemet is easy.
2. 1 have been able to make bank doing something 1 love.
3. How can you be sure your intemet business will cash in?
4. Anything worth doing takes work.
5. Last month , we only had 40 hits on our site.
6. We want to get this intemet business off the ground.
7. We've got to get popular phrases on our site.
8. How can we boost site c?

Intermediate -
1. Aft er 1 started selling traditional cra items on the Intemet last year , 1 have had a lot
of success.
2. 1 have heard horror stories of intemet businesses crashing because there is not enough
of a customer base yet.
3. T 0 run a successful intemet business , it requires a little research and a relatively small
mvestment.
4. Our products and prices are good , but the problem is that no one knows about our
website.
5. We need to maxinze the chances that our site will be at the top of search engine lis-
6. If neighboring sites have related services , thT mT be willing to help us out by
putting out a link to our site.
7. We could also put out a w advertisements for 0 website inside of the search enle.
8. 1 would like to fnd the most e ctive way to let people know about our site and our
products.

Advanced -
1. To have a successful intemet business , you've got to have a good idea of some kind
of product that is in demand or would be popar.
2. Aer you know what to sell , then you can set up shop by registering a domain
name , creating a website , an emai1 address , and a hosting service.
3. If you want to go all out on your website , you can put together shopping cart
technology , but that can be pricey to start out with.
4. We've got to put more buzz words into the page text , so it w pop up when people
search about our kind of products
5. 1 think one of the least costly ways to attract business is to ask some of our
neighboring sites to ofI links to our page inside of theirs.

202
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6.
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203


Dialogue 1 --
A: Earning extra income on the Intemet is easier than you might think. After 1 started
selling traditional craft items on the Intemet last ye 1 have really been able to
make bank doing something 1 love.
B: Is that right? 1 hear all these horror stories of intemet businesses crashing because
there is not enough of a customer base yet. How can you be sure your idea will
cash in?
A: To run a successful intemet business , it requires a little" research and a relatively small
investment. Y ou've got to have a good idea of some kind of product at is in
demand or would be popular.
B: That' s marketing research. . .. But what about getting started once you have an
idea?
A: Mter you have your great idea , then you can set up shop by registering a domain
name , creating a website email address , and a hosting service. If you want to
go all out on your website , you can put together shopping cart technology , but that
can be pricey to start out with.
B! Sounds like a lot of work !
A: Anything worth doing takes work. Money doesn't grow on trees. Most of us
have to work for it.

Dialogue 2-
A: Last month , we only had 40 hits on our site. Our products and prices are good ,
but the problem is that no one knows about our website.
B: If we want to get this intemet business otf the ground , we've got to do something
fast.
A: We need to maximize the chances that our site will be at the top of search engine
lists , but I' m not sure how to do it.
B: We've got to put more buzz words into the page text , so it w pop up when
people search about our kind of products.
A: Yeah , you're right. We've got to get the most popular phrases there. . .. How else
can we boost site trE.c?

B: 1 think one of the least cosdy ways to attract business is to ask some of our neighboring
sites to otfer links to our page inside of thers. If they have related services , they
may be willing to help us out.
A: 1 guess we could also put out a few advertisemen for our website inside of the
search engine. 1 would like to find the most etfective way to let people know about
our site and our products.

204
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B:
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B:

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B:

A:

205


Electronic Gadgets
52

Beginner ---------------.----_.----------.------------------------
1. 1 downloaded some music yesterday to put on my iPod.
2. How many songs can you put on your iPod?
3. It has 4 gigs.
4. 1 lost the cord to hook my iPod up to the computer USB port.
5. I t' s just too much of a hassle.
6. Do you have a blackberry?
7. My blackberry is so convenient.
8. 1 use a Palm Pot.

Intermediate
1. 1 usually like to update my iPod every few days with some new tunes to listen to on
my commute.
2. My iPod has the capability and certainly enough memoT to use it as a memo stick

but 1 usually don't.

3. If 1 need to use a USB device , usually 1 just c around a separate memo stick.

4. How do you keep ack of all your daily appointments?

5. 1 think the blackberry is one of the most ingenious inventions that has ever been
made.
6. My blackberry is a combination email center , cell phone , GPS unit , and hand-held
planner.
7. It really is like having an ce in the palm of your hand.
8. From what you said , it sounds more advanced th the palm pots.

Advanced ~--

1. My iPod holds a ton . .. it' s got 4 gigs , so 1 can put a lot of stuff in there , like now ,
I' ve got about 300 songs , plus about 250 pictures.
2. 1 used to use a day planner , but when the blackberries carne out , 1 couldn't resist
giving it a y . .. now I' m hooked.
3. 1 can sendand receive faxes offit , make phone calls , send emails , and keep ack of
my meetinj:'d personallife . .. it' s a hand-held 0 ce that' s what it is.
4. Technological advancements have enabled a great advancement in hand held devices
d PDAs.
5. The surge in use of personal electronic assistants has extended to all sectors.

206
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1. iPod
2. iPod ?
3. 4 G
4. iPod USB

5.

6 ?

7.

8.

a5 a

1.

2. iPod

3. USB

4. ?
5.

6

7.

8.

a E 1&

1. iPod 4 G

300 250

2.
..

3.

4.
5.

207

Dialogue 1

A: Wh at are you listening to?

B: Oh , this is just some music that 1 downloaded yesterday and put on my iPod. 1
usually like to update my iPod every few days with some new tunes to listen to on
my commute. It rnakes life more interesting
A: How many songs can you put on your iPod?
B: It holds a ton . ., it' s got 4 gigs , so 1 can put a lot of stuff in there , like now , I've
got about 300 songs , plus about 250 pictures.
A: Can you use it as a flask disk , too?
B: It has the capty d there's certainly enough memoT to use it as a memo

stick , but 1 usually don't. If 1 need to use a USB device , usually 1 just c around

a separate memory stick.

A: Why don't you use your iPod?
B: Because l' d have to cT around the cord to hook my iPod up to the computer
USB port. It' s too much trouble , and I' m aaid of loosing the cord. I've already
lost it once and had to buy a new one. It' s just too much of a hassle.

Dialogue 2 ------"
A: Do you have a blackberry? How do you keep track of all your y appointrnents?
B: 1 used to use a day planner , but when the blackberries came out , 1 couldn't resist
giving it a y. Now I' m hooked. 1 think the blackberry is one of the most
ingenious inventions that has ever been made.
A: Y ou like it that much , huh?
B: Yes , it' s so convenient. Combination emai1 center , cell phone , GPS unit , and
hand-held planner. 1 can also download games or novels off the Intemet to play or
read in my spe ne. 1 can send and receive faxes off it , make phone calls , send
emls and keep track of my meetings and personal fe . .. it' s a hand-held 0ce

that's what it is.

A: It can do all that? That' s crazy. It really is like having an ce in the palm of your
hand. From what you said , it sounds more advanced than the palm pilots. That' s
what 1 use.
B: Palm pilots are great , too , but 1 prefer my blackberry.

208
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B: iPod

A: iPod ?
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B: ...... 4 G

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A: ?

B:

USB

A: iPod ?

B: iPod USB

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A: ??

B:

A: ?

B:

A: ?

B:

209


Web-based Marketing
5"3

Beginner ------------------------------------
1. The new webpage design is ve Ective.
2. Site visitors can sign up for a ee monthly drawing.
3. There is a specifc area for orline customer service.
4. We've gotten a ton of positive feedback.
5. How efTective is the website from a marketing standpoint?
6. Many people look on the Intemet to fnd what they need.
7. The Intemet is as important as word of mouth.
8. The technology age has arrived!

Intermediate
1. 1 feel condent our website w rope in a lot more business because of its user-iendly

format.
2. We got our marketing department tearn in on the action , and the website results are
smashing. .
3. F the visitors to the site are encouraged to give th contact information.
4. Once we've got visitor info , it goes into a database for future marketing mailers d

advertising targeting.
5. Wh at kinds of hits are we getting on our company's website?
6. 1 arn completely convinced the Intemet is the marketing power of the future!
7. Many people tum to the Intemet to fnd product information.
8. W ord ofmouth and print media are not things of the past , but they are less important
now.

Advanced ---
1. The old page was okay , alright , but there wasn't a big influence in our sales volume ,
because the site wasn't developed \Yith an eye towards the marketing aspect.
2. Also , on our website there are clear links to descriptions of our products and services ,
so as to give confdence to new customers.
3. We've been able to suey and track some of the information of our website users
through some cookie technology , and it' s surprising to see the results.
4. From the numbers , it seems nearly half of the visitors who sturnble onto our page pick up
the link not from network browsers or srch engines , but from our circular insert.
5. That means our consumers are purposefully d actively seeking information about
our products and services through the web format.

210


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2.
3.

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211


Dialogue 1-
A: The new webpage design is much more efFective than before. 1 feel con dent it w

rope in a 10t more business because of its user-endly format.

B: Why do you think the new page is so much beer than the old page? 1 thought the
old page wasn't half bad. .
A: The old page was okay , alright , but there wasn't a big influence in our sales
vo1ume , because the site wasn't developed with an eye towards the marketing
aspect. Now it's dirent. We got our marketing department team in on the
action , and the results are smashing. .
B: What changes were rnade from the old page to the new page?
A: First , the visitors to the site are encouraged to give their contact inforrnation. They
can sign up for a free monthly drawing. Once we've got their info , it goes to a
database for future marketing mailers and advertising targeting. Also , there are clear
ks to descriptions of our products and seices so as to give confdence to new
customers. We also added a specifc area for on-line customer service. . .. So fr
we've gotten a ton of positive fdback. ...
B! Great!

Dialogue 2-
A: What' s the news on our website? How ective do you think it is om a marketing
standpoint?
B: We've been ab1e to survey d track some of the inforrnation of our website users
through some cookie techno10gy , and it's surprising to see the results.
A: Wh at kinds of hits are we getting on our company's website?
B: From the numbers , it seerns near1y half of the visitors who stumb1e onto our page
pick up the link not om network browsers or search engines , but om our circular
insert. That means our consumers are purposefully and actively seeking inforrnation
about our produc and services through the web forrnat. Based on these fndings , 1
am comp1ete1y convinced the intemet is the marketing power of the future!
A: Y ou really think that rnany peop1e tum to the intemet to fnd product information?
What about the old standbys of word of mouth and print media?
B: Well , these mediurns are still implt. . .. theyaen't a thing of the past. But
1 think they might be 1ess important now in the past. The techno10gy age has
rived!

212
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213


Costing
54

Beginner
1. How much will our order be?
2. 1'11 be happy to get back to you.
3. About how my units would you need?
4. Is at price acceptable to you?
5. We're wi1ling to pay $ 80 per unit.
6. How much do you pay wholesale?
7. Retail price is $ 29.95 per unit.
8. Our proft margin is in the neighborhood of 20% .

Intermediate

1. 1'11 be happy to get back to you with estimate.

2. 1'm afraid I can't wait that long.

3. I would need an idea of how large your order would be.
4. Just give me estimated fgure.
5. Please give me a few rninutes to calculate.
6. It'l1 be dicult to work within that kind of budget.
7. We rnightbe able to work something out.
8. That must impact your bottom line.
9. How much do they go for reta

Advanced

1. Can your ce at least provide me with a ballpark fgure?

2. Our asking price would be about $ 100 per unit with an order of 100.
3. We have a few different wholesale venders , so our cost varies a bit over the fscal
year.
4. We take into consideration changes in supply cost when fguring this price.
5. The tax rate varies for different marketing eas so it is difficult for us to fgure in.

214
 Financial Tc

WJ2
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1.?

2.
3. ?

4. ?
5. 80

6. ?

7. 29. 95

8 20%

1.
2.
3. ?

4.

5.
6.

7.
8.

9. ?

afz a

1.?
2. 100 100

3. aJeast

4.
5.

W*Within . .

215
L


Dialogue 1
A. How much wi1l our order om your factory be?
, I'll be happy to get back to you with estimate in the next few days.

A, I'm aaid 1 can't wait that long. Can your 0ce at least provide me with a ballpark

figure?
. Well , 1 would need an idea of how large your order would be. About how many
units would you need?
A: Just give me an esnated figure for an order of 100 uni.

, Please give me a few minutes to calculate. Our asking price would be about $ 100
per unit wi an order of 100. Is that price acceptable to you?
A, Y our estimate seems a little high to me. We're willing to pay $ 80 per unit.
, er o O d VJ nu u -m
n

ra.d F+L 4Ei

, With it' ll be diffcult to work within that kind of

budget. Maybe if you were ordering 500 or more units , we might be able to work
something out.

Dialogue 2 --
A, How much do you pay wholesale for your products?
. We have a few different wholesale venders , so our cost varies a bit over the fiscal
year. But the difference is miniscule , a fluctuation of about O. 2% .
A, That must impact your bottom line at least a lile bit , doesn't it? After all , your
sticker price is pre much set in stone. How much do they go for retail?
, Retail price is $ 29.95 per unit. We take into consideration changes in supply cost
when figuring this price.
A, Is that including tax?
. No , that's the price before tax. The tax rate varies fr different marketing eas so
it is dicult for us to figure in.
A, How much is your profit margin then?
. Our profit margin is in the neighborhood of 20% .

216

 'nancial Topics

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A: ?

B:

A:

A: 100

B: 100

100

A:

80

B: 100

500

J(j 2 '/%

A: ?

B:

0.2%

A: ?

B: 29. 95

A: ?

B:

A: ?

B: 20%

217


Budgets
55

Beginner

1. How's our budget for the Adam's project?

2. Last year we went over by 30% on supplies alone.
3. The financial department was out for my head!
4. They've given you adequate funds this year.
5. We cut comers a bit.
6. They might not be reusable.
7. We rnay need more money.
8. W ould you like to see the breakdown?
9. Give me a detailed report.

Intermediate -
1. We're still drang the final budget , but it seems like we'll have quite a bu

2. Don't worry about going over budget for supplies , our funds are more than enough.
3. Other than the supplies budget , we still have overhead costs.
4. Wh ere did the extra money come om to cover supplies?
5. Perhaps you should alert the budget committee before it' s too late.
6. How much do you have budgeted for our trip to Los An geles?
7. I want to know exac t1y where the money is going.
8. I have budgeted $ 25 per person per day for food expenses.

Advanced --------
1. They remembered last year' s mistake in allotrne so this year they have taken last
ye's spending into consideration.
2. Most of those materials are still leftover om last year , so we anticipate re-using
them.
3. First we have the airline tickets , which are $ 500 per peon; with four of us going ,
that' s $ 2000.
4. With the conference going on that week , all the hotels have inflated their prices

they're making a killing.

5. That' s my buffer. . .. I wanted to leave a little room in the budget , just in case-I t' s
better to be safe than soy.

218
 ancial Topics

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1.?
2. 30%
3. !

4.

5.
6.

7.

8. ?

9.

1.

3.
4. ?

5.
6 ?
7.
8. 25

W~ iJl

1.

2
3. 500
2000

4.

5.

219


Dialogue 1 -

A: How's our budget for the Adam's project?

B: We're still drang the fnal budget , but it seems like we'll have quite a buffer.
Don't worry about going over budget for supplies , our funds are more enough.

A: Are you sure? Last year we went over by 30% on supplies alone. The fnancial
departrnent was out for my head!
B: They remembered last year's mistake in allotment , so this year they have taken last
year's spending into consideration. They've given you adequate funds 1S ye.

A: That' s good to know. Other than ihe supplies budget , we still have overhead costs.
Where did the extra money come om to cover supplies?
B: Actually , it did come om the overhead. Most of those materia1s are still leover

om last ye so we anticipate re-using them. We cut comers a bit.

A: That might be a problem. Have you looked at what is leftover om last year? Many
of the pieces are in bad shape. They might not be reusable. Perhaps you should
alert the budget committee before it' s too late. We may need more money.
B: I'll talk to them and see what can be arranged.

Dialogue 2

A: How much do you have budgeted for our trip to Los Angeles?
B: In total , it should be about $ 5 , 000 for the week conference. Would you like to
see ihe breakdown?
A: Yes. 1 want to know exacdy where the money is going. Give me a detailed report.
B: First we have the airline tickets , which are $ 500 per person; with four of us going ,
that' s $ 2000. For our accommodations , we are spending $ 80 a night , per room ,
for 5 days. That' s another $ 800.
A: Weren't you able to fnd ything less expensive? We are sharing rooms , right?
B: 1 have two people to a room. The $ 80 room rate is ihe low 1 could fnd. With
ihe conference going on ihat week , all ihe hote1s have inf1ated their prices-they're
making a killing.
A: So far we have $ 2 , 800 , what else?
B: 1 have budgeted $ 25 per person per day for food expenses. That totals another
$ 800. An d for other incidentals , like taxi fees , and tips , 1 have estimated about
$400.
A: Well , that' s on1y $ 4 , 000. Didn' t you tell me your budget was $ 5 , OOO? Wh ere is
the rest of the money?
B: That' s my buffer. . .. 1 wanted to leave a litde room in the budget , just in case-I t' s
better to be safe sorry.

220
 Financial

a 1 W///-/"//'/

A: ?

B:

A: ?

30% !

B: ;

A:

B:

A: ?

B:

5 2

A: ?

B: 5000 ?
A:

B: 500 2000 80
5 800

A: ?
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8: 80 KA . . . H \l

$00 1< ::. 2...0

A: 2800 A\MoAAtonS ~ !iO -1
?
BL< 8'00
B: 25
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800 ~i'~

400

A: 4000 5000 ??

B:

221

Auditing
56

Beginner

1. Y ou must keep ack of all incoming money.

2. Our records are incomplete.
3. At least our expenditure records are complete.
4. Are you paying taxes on the money you make?
5. They want to know about your intake.
6. We keep a running tally of all profit.
7. None of our expenses are tax deductible.
8. Have you completed the tax forms?

Intermediate -----------------------------------
1. Did you get the financial records in shape for your audit?
2. Keeping a strict account of all our incoming and outgoing is not easy.
3. Keeping track of the money coming in is easier than keeping track of the money
gomg out.
4. Not all of the employees tum over their receip for business eenses.

5. 1 see for the first quarter , your total expenditures were $ 150 , 000.
6. We must pay taxes on our total income , not our justed income.
7. Do you have something besides this report that will back up these figures?
8. We have completed the forms and paid our taxes in full.

Advanced ---
1. 1 guess the auditing is just to make sure everthing's on the up d up , and that you
are keeping proper records of all expenditures and profit.
2. It seems our records are always a little incomplete because not all of the employees
tum over their receipts for business expenses.
3. These number are cross -checked with all expenditure receipts and invoices of
accounts receivables.
4. They can send out a memo to make sure people are following protocol with their
expense accounts.
5. You have a gross net of $ 500 , 000 and an justed profit of $ 350 , 000.

222
 Fnancal

'
Pl!Jl

1.
2.
3.
4 ?

5.
6.

7.
s. ?

1. 1?
2
3.
4.
5. 150 000

6.
7. ?
s.

~!Jl

1.

2.

3.

4.

5. 50 35

223
 13341

Dialogue 1
A~ Did you get the financial records into shape for your audit next month?
~ I' m still working on ironing out a few problems. Keeping a strict account of all our
incoming and outgoing is not easy task. It' s much more difficult th balancing

my checkbook!
A. 1 guess the auditing is just to make sure everything's on the up d up , and that you
are keeping proper records of all expenditures and profit.
~ Keeping ack of the money coming in is easier than keeping 'ack of the money
gomg out.
A. Why is that?
~ 1t seems our records are always a litde incomplete because not all of the employees
tum over their receip for business eenses.
hk
TtY-gm nJU
A.

L
pL

O
That' s something you can improve by talking to human resources.

d
out a memo to make sure people are following protocol with expense
accounts.
, At least our records for money in are very complete.
A~ As far as the 1RS is concemed , they want to know more about your intake anyway.
They want to make sure you're paying taxes on the money you make.
. We're paying alright. But it' s just proving everything by the numbers. .

Dialogue 2
A. Can you please show me your filing system for the company finances?
. Certainly. We keep a running tally of all money in and money out on a month to
month basis. These numbers are cross -checked with all expenditure recelpts d

invoices of accounts receivables.

A. 1 see for the first quarter , your total expenditures were $ 150 , 000 , none of which
were tax deductible.
~ Yes , we must p taxes on our total income , not our a usted income.
A. Your total intake for the first quarter period was $ 500 , 000. Y ou have a gross net of
$ 500 , 000 and an adjusted profit of $ 350 , 000. Do you have something besides this
report that will back up these figur?

. 1n is file are all of our monthly bank deposit notes , as well as invoice and receipts.
A~ That should be adequate. Have you completed the tax forms for this annum?
. Yes , we have completed the forms d paid our taxes in ill.

224
.......
 Financial T(

A: ?
B:

A:

4
B:

A: ?

B:

A:

B:

A:

B:

A: ?

B:

A: 15

B:
r
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A: 50

50

35

B:

A:

B:

225


The Economy
57

Beginner ----------------------------------------
1. The trade def. cit is getting larger.
2. We're headed for a recession.
3. We need more jobs.
4. What about inflation?
5. They haven't done anything to stimulate new jobs.
6. Inflation hurts the poor more than the rich.
7. Inflation leads to more unemployment.
8. How can we make the economy more vibrant?

Intermediate r
1. I t' s hard to be optimistic about things with the way the economy's headed.
2. Because consumption is down , the economy has been stagnantfor a while now.
3. With the trade de f.cit , the government should do more to encourage eorts.

4. Factories have outsourced and moved many jobs to foreign countries.

5. If more people are working , it w give the economy a boost.
6. The government talks , but they do nothing to improve the economy.
7. The immediate eect of the tax reduction was to cause inflation to rise.
8. What would a good solution be to make the economy more vibrant again?

Advanced

1. The result of factories moving jobs to foreign countries is an increase in unemployment

ln our own counT lower consumption , lower production and an overall le

economy.
2. If unemployment falls , there's pressure to increase pay , which would result in
inflation and a much less dynamic economy.
3. The government always talk about a need for new , progressive tactics , but they
haven't done anything to stimulate new jobs.
4. Income taxes were decreased last year in hope to give the economy a boost , but 1
think it backred.

5. We need some new blood . .. we should get rid of this president and vote in some
new leaders!

226
?
Financial

aE-I r / //

1i& W///

1.
2.

3.

4. ?

5.
6.
7.

8. ?

1.

2.

3.

4.
5.
6.
7.
8. ?

~i&

1.

2.

3.

4.

5.

227

Dialogue 1-
A: It' s hard to be optirrtic about things with the way the economy' s headed. . .. The
trade deficit is getting larger , consumption is down , 1 really think we' re headed for
a receSSlO n.
B: The economy has been stagnant for a while now. We've been in a recessive state for
several months already. Wh at worries me the most is the trade deficit. 1 think the
government should do more to encourage exports.
A : Increasing e2ports would weaken the currency. 1 think the main point is economic
growth. We need more jobs. Factories have ou ourced and moved many jobs to
foreign countries. The result is an increase in unemplonent in our own couny

lower consumption , lower production d an overall feeble economy. If more

people are working , it w give the economy a boost.
B: It's ue that we should do something about unemployment , but what about
inflation? If unemployment flls , there' s pressure to increase pay. That would result
inflation which would result in a much less dynamic economy.

Dialogue 2- --
A: 1 think the government needs a radical plan to improve things. The government just
talks , but in the long run , nothing is done to improve e economy.
B: That' s right. They always talk about a need for new , progressive tactics , but they
haven't done anything to stimulate new jobs.
A: Well , income ta.xes were decreased last ye in hope to give the economy a boost ,
but 1 think it back fired. The immediate effect of the ta.x reduction was to cause
inflation to rise.
B: The worst part is that inflation hurts the poor more than the rich. It also leads to
more unemplonent in the long run. 1 don't know what a good solution would be
to make the economy more vibrant again. .
A: 1 have a good solution. . .. We need some new blood! We should get rid of this
president and vote in some new leaders!

228
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Fundraising
58

Beginner -
1. I' m calling on behalf of the Save the Children Fund.
2. We are a legally registered charity.
3. What kind of contribution are you asking for?
4. Your conibution is completely tax deductible.
5. Can 1 count on you for support this year?
6. I' m willing to support your cause.
7. How can 1 make a donation?
8. All in all , we were able to raise several thousand do11ars.

Intermediate ------------
1. Don't you do some kind of charity work , like taking care of starving children in
Aica or something?
2. I' m calling today to ask for your contribution to our charitable organization.
3. Wh en you contribute to our cause , 100% of your donation goes direcdy to the
children who need it.
4. We accept donations of y amount , depending on your abty and desire to share.
5. We can accept donations any where from $ 20 to more than $ 1000.
6. The participan went door-to -d oor to get sponsors who pledged a dollar per mile at
they ran.
7. Our charitable fundraiser accompshed as much as last year's advertising campaign.
8. We didn'tjust get exposure , we were also able to do a litde fundraising for a good
cause.

Advanced -
1. We don't only service children in Aica but we also take care of children in pove
all over the globe , in more th 100 countries.
2. We operate in more than a hundred countries , but we don't have rnany paid staff
because most of our administration and workers are all volunteers.
3. We were able to partner with a few of our competitors , all in fun of course , to
sponsor a marathon for the American Cancer Society.
4. All of the people who participated in our fundraising event had a great time , and we
were able to raise a lot of money to contribute to cancer research.
5. The exposure that we gained om sponsoring a charitable mdraising event like this
was great for our image in the community.

230
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Dialogue 1 --------------------- -----

A: Hello! My name is Peter , I' m calling on behalf of the Save the Children Fund.
Have you heard of our organization before?
B: Um , yes , 1 lk so. . .. Don't you do some k:ind of charity work , like t ak:ing care
of starring children in Aica or something?
A: Yes that' s it exacdy. We don't only service children in Aca but we also
take care of children in poverty all over the globe. We sir , I' m calling today to
ask for your conibution to our charitable organization.
B : Is that right. . . ?
A: We are a service organization that is a legally registered charity. We operate in more
th a hundred countries , but most of our administration and workers are all
volunteers. When you contribute to our cause , 100% ofyour donation goes dcdy

to the children who need it.

B: What kind of contribution you ask:ing for?
A: We accept donations of any amount , depending on your ability and desire to share.
We can accept donations any where from $ 20 to more than $ 1000. Additionally ,
your conution is completely tax deductible. Can 1 count on you for support this
year?
B: Sure , I' m rilling to support your cause. How can 1 make a donation?

Dialogue 2 ----------------------------
A: How did your company fundraiser go?
B: The fundraiser events went really well. We were able to ptner with a few of our
competitors , all in fun of course , to sponsor a marathon for the American Cancer
Society~ All of the people who pticipated had a great time , and we were able to
raise a lot of money to contribute to cancer research.
A: So how did it work? How were you able to make money with a marathon?
B: Each of the runners at pticipated in the marathon race paid a ten dollar entrance
fee. Also , they went door-to -door to get sponsors who pledged a dollar per mile
that the pticipants ran. All in all we were able to se several thousand dollars.
A : Sounds like a great deal for the American Cancer Society.
B: In all honesty , it' s also a great deal for our company. The exposure that we gained
om sponsoring an event like this was great for our image in the community. We
accomplished as much as last year's advertising campaign , plus we were able to do a
tde fundraising for a good cause.

232
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233


Confidentiality
59

Beginner -----
1. Did you hear what happened in the Scott case?
2. Do they know who spilled the beans?
3. They'll be canned!
4. There a1s o nght be some legal consequenes.
5. I' m sure management is on top of it.
6. 1 could even get in trouble with the law.
7. Surely it can't be that serious!
8. 1 just want to confrm.
9. There is a lot riding on it.

Intermediate ------
1. Some of the sensitive material was leaked to the press.
2. Now every newspaper is all over it.
3. Wh at kind of repercussions will there be for the people who are held responsible?
4. Because who ever let the cat out of the bag was breaking client confidentiality.
5. The things 1 told you e just between you and me.
6. Don't worry , Mr. Snth , your comments are off the record.
7. Like 1 said , Mr. Snth , you have nothing to worry about.
8. The things you have told me Nill stay here in this room.

Advanced

1. I' m sure they have their suspicions , there were on1y a few of the senior levellawyers
who were privy to the case details.
2. If our compy president finds out 1 let this top secret item sp there will be serious
consequences for me.
3. 1 have just violated the confidentiality clause of my contract with the company.
4. If they found out , it could be into the slammer for me!
5. Well , in that c 1 will be especially care1 to gud my sources.

234
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Dialogue 1 ----
A: Did you hear what happened in the Scott case? Some of the sensitive material was
leaked to the press. Now every newspaper is all over it.
B: Oh , 1 bet the firm is furning. Do they know who spilled the beans?
A: I' m sure they have their suspicions; there were only a few of the senior levellawyers
who were privy to the case details.
B: What kind of repercussions Nill there be for the people who are held responsible?
A: I' m sure they'l1 be canned! An d there also rnight be some legal consequences.
B: Why would the person who told have problerns with the law?
A: Because who ever let the cat out of the bag was breaking client confidentiality.
B: 1 didn't think about that. That' s prey serious. Are there investigators working on
fnding out who it was?
A: I' m sure management is on top of it.

Dialogue 2 --
A: Now remember , the things 1 told you are just between you and me.
B: Don't worry 1r. Srnith , your comments are off the record.
A : It is very irnpont that no one can identiT your source. If our company president
fnds out 1 let this top secret item sp there will be serious consequences for me.
B: Like 1 said , Mr. Srnith , you have nothing to worry about. The things you have
told me will stay here in this room.
A : 1 just want to confirm. Y ou know , 1 could even get in trouble with the law.
B: Surely it can't be that serious!
A: It is just that serious. 1 have just violated the condentility clause of my contract
with the compy. If they found out , it could be into the slarnmer for me!
B: Wel1, in that case , 1 will be especially careful to d my sources.
A: Please do! There is a lot riding on it.

236
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Lawyers
60

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Beginner ------------- ------------------------

1. Their lawyer just served us with papers.
2. They are suing us for breach of contract.
3. When is the hearing scheduled?
4. Perhaps it won't even m ak:e it to trial.
5. It could be very darnaging to our case.
6. 1 want to prove I'm innocent.
7. Do 1 have to tak:e the stand tomorrow?
8. Do you think it' s a fair jury?

Intermediate ----------------------------------------
1. 1 hope that our legal counsel has time to m ak:e a good defense.
2. If we're lucky , the judge will disrniss the case in the preliminaT hearing.
3. Our lawyer is rounding up some witnesses for us now.
4. We can work up a good case to withstand the prosecution.
5. Be careful not to make any rnisstatements because they could get you for peJj ury.
6. Y ou are scheduled to tak:e the stand , so remember , you will be under oath.
7. We have a fghting chance to win this thing.
8. Just remember to give your testimony just the w we went over it.

Advanced

1. If it does go to trial , I' m aaid the prosecution will have a heyday mucking our
company through the press.
2. As your legal counsel , 1 want to advise you against m ak:ing any statements to the press
about the trial.
3. 1 know you are a good lawyer , but 1 want to prove to the people I' m innocent.
4. Talking to the press won't prove anything. Proving you are innocent is my job.
5. Other than a few witnesses who gave conflicting testimonies , they don't have any
substantial evidence against you.

238
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Dialogue 1-
A: 1 can't believe it! Hancock Marketi's lawyer just served us with papers. Theyare
suing us for breach of contract on the Anderson account.
B: Did you get it to our legal counsel , M r. Davis? He knows about this , right?
A: Yes , as soon as 1 got notice , 1 contacted him right away. He is supposed to be
coming in to e office now.
B: Wh en is the hearing scheduled?
A: In two weeks' time. 1 hope at Mr. Davis has time to make a good defense.
B: Perhaps it wor even make it to tri. If we're lucky , the judge will disrniss the case
in the prelirninary hearing. That would save us a fortune in legal fees.
A : If it does go tal I' m aaid the prosecution will have a heyday mucking our
compy through the press. There could be a lot at stake. Wh ere is Mr. Davis?
B: I' m sure he's on his way. . .. Maybe he's rounding up some ritnesses for us now.

Dialogue 2 ----
A: Miss Harper , . as your le1 counsel , 1 want to advise you against making any
statements to the press about the trial. It could be very damaging to our case.
B: M r. Lawrence , 1 appreciate your advice. 1 know you are a good lawyer , but 1
want to prove to the people I'm innocent.
A: Talking to the press won't prove anything. Proving you are innocent is my job. We
can work up a good case to withstand the prosecution. Other than a few witnesses
who gave conflicting testimonies ey don't have any substantial evidence against
you.
B: Do 1 have to take the stand tomorrow?
A: Yes , you are scheduled to take the stand. Remember , you will be under oath. Be
careful not to make any rnisstatements. They could get you for pu

B: Do you think it' s a fair ju?

A: Theju seerns fine. We have a fighting chance to w this thing. Just remember to
give your testimo just the way we went over it.

240
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Contracts
61

Beginner

1. Nothing has been signed yet.

2. We only have a verbal agreement so far.
3. We don't want to leave any loopholes.
4. ConactS are a good way to protect ourselves.
5. 1 am glad we have help to review the contract.
6. Sign your name here to ce.

7. Get it in writing.
8. Make sure it' s what you want.

Intermediate -
1. Did you go over the contract with our supplier?
2. 1 saw the contract before it went to our legal detrnent.
3. Ifyou don't have it in writing , then it' s your word against theirs.
4. Verbal agreementsaren't worth the paper they're written on.
5. The two undersigned are in agreement to the following tellS.
6. So if 1 sign here , that makes me Pty A , right?
7. Y Ou have to abide by all the requirements listed in this contract for Pty A.
8. Before you sign thiscontract , be sure you read it caefully.

Advanced --
1. They drafted a new contract aer we changed our pricing agreement last summer.
2. But it' s irnportant to have a detailed and specmc conact in case there are disagreements
that arise later.
3. Terms and conditions of this agreement are void in the case of natural disaster or acts
ofGod.
4. That means unless something ve big happens , like an earthquake or a tsunarni , you
will be bound to the contract and can't get out of it.
5. Before you sign this contract , 1 would go over it with a f.ne-tooth comb if 1 were
you. Make sure i t' s what you want.

242
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Dialogue 1 ---
A. Did you go over the contract with our supplier? They draed a new contract after
we changed our pricing agreement last summer. N othing has been signed yet , we
only have a verbal agreement so far.
. 1 saw the contract before it went to our legal deparnent. It seemed really detailed
is time. 1 guess they want to make sure we don't leave any loopholes.
A. 1 am glad we have our legal team to review it. The legal jargon in all the clauses
makes my head spin!
, Mine too! But it's lpt to have a detailed and specifc contract in case there are
disagreements that arise later. If there is a problem , we can just go back to what' s on
e paper. It's a good way to protect us , and them.
A, Somenes 1 really long for the time when a man's word was good enough.
, That time doesn't exist ymore. If you don't have it in writing , then it' s your
word against theirs. Verbal agreements aren' t worth the paper they' re written on!
A. 1 guess you're right!

Dialogue 2 -
A, Can you help me make sense of this contract? don't quite understand this
phrase. . . .
, Let me see , "The two undersigned are in agreement to the fo11owing terms. Pay

A shall be responsible for furnishing Party B with materials as fo11ows. " We that' s
a prey complicated way to say you both agree to something and sign your names to
cert:l.

A, So if 1 sign here , that makes me Pty A , right?

. Yes.hen you have to abide by all the reqrements listed in this contract for Pty.A.

A, What about what it says here , "Terms d conditions of this agreement are void in
the case of natural disaster or acts of God. "
, That means unless something very big happens , like an earthquake or a unanu

you will be bound to the contract and can't get out of it.
A, That serious , huh?
, Sounds like it. Before you sign this contract , 1 would go over it with a fne-tooth
comb if 1 were you. Make sure it' s what you wt.

A , Good idea. 1'11 probably have to get a dictionary!

244
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Copyright
62

Beginner ---------------------------
1. 1 just saw the prototype.
2. That' s a copyrighted design.
3. We could be legally liable.
4. They'd sue us in a heartbeat.
5. Let' s review the copyrighted images.
6. It is still under review by the copyright office.
7. How long does the process usually take?
8. We are waiting on our copyright to be complete.

Intermediate --
1. Our graphic tists have to go back to the drawing board for our new logo design.
2. We can't come out with anything even close to the design they have.
3. 1 don't think it resembled the competition's logo at all.
4. Do you think that would be enough to differentiate from the copyrighted image?
5. Come up with something good , then we'll set our own copyright on it.
6. Have you :filed the copyright on our website design?
7. Didn't our legal te already do the research?
8. The copyright bureau wants to review and confrm our research.

Advanced
1. That' s a huge stretch of the imagination to say our design would violate their
copyright.
2. Aer discussion with our general manager , they determined it would be copyright
1gement to place this design on our products.
3. Not on1y do we have to woy about not overstepping bounds with copyright , but
we also want something diiferent om everyone else.
4. They have to ensure that no similar designs have already been submitted for copyright
before we can further the proceedings.
5. It depends on how complete your :filing is to begin with , but generally , it will take
up to three months to register copyright with e overseeing body.

246

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Dialogue 1-
A: Tell your graphic tists to go back to e drawing board for our new logo design. 1
just saw the prototype that came out of your department last week. It just won't
work.
B: Why? What' s the problem?
A: It is way too similar to the Nike swoosh. Don't you know? That' s copyrighted. If
we come out with something even close to the design they have , we could be
legally liable. They' d sue us in a heartbeat.
B: 1 saw the design. We had a team of all -s tar designers on it. 1 don't think it resembled
Nike's logo at all. That' s a huge stretch of the imagination to say our design would
violate their copyright.
A: Our legal department doesn't think so. They reviewed the copyrighted irnages from
Nike. Aer discussion with our general manager , they determined it would be
copyright infringement to place this design on our products. It' s better to be s
than sorry.
B: What if we modifed the design a little bit. Say we change the color. Do you think
that would be enough to differentiate om the copyrighted image?
A: Nope. The verdict om the legal departrnent is to start om scratch. This time
come up with something more creative.
B 10re creative?
A: Not only do we have to wo about not overstepping bounds with copyright , but
we also want something different om eveone else. We want to stand out to our
consumers. Come up something good , then we'll set our own copyright on it.
B: Okay. Looks like it' s back to square one.

Dialogue 2 --------
A: How is the paperwork coming on the legal side of things? Have you f.l ed the
copyright on our website design?
B: 1 have started the copyright process , but it is still under review by the copyright
office. They have to ensure that no similar designs have already been submitted for
copyright before we can further the proceedings.
A: Didn't our legal team already do the research? That work should already be done.
B: Yes e legal team's research is part of the plication packet for copyright. The
copyright bureau only wants to review and confirm e research we have ready
done.
A: How long does the process usually take?
B: Unfortunately , it is sometimes a lengthy process. It depends on how complete your
fling is to begin wi but generally , it will take up to three months to register
copyright with the overseeing body.
A: 1 hope we can rush the process a little. We are waiting on our copyright before we
C go out in the market with the product. Otherwise , it' s just too dangerous. The
competition is stiff, and ey would snatch up our ideas in a heartbeat.
B: The only w to protect our innovations is to copyright them. Otherwise , we have
no legal arm to deal with imitations. After our copyright goes through , we can sue
anyone who copies our work.

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Patents
63

Beginner "
1. He has invented a way to solve the problem.
2. He already holds fve patents on his inventions.
3. What kind of patented inventions does he have?
4. He patented a hinge mechanism.
5. Did he register for a patent?
6. Someone else came out with an identical model.
7. This is our patented design.
8. Do you have a patent on this design?

Intermediate ----
1. 1 can't believe how many helpful inventions that he has come up with.
2. He is always ring to build a better mouseap.

3. Does he have patents on anything he has been able to make a few bucks on?
4. Later he sold that idea to a mor manufacturing company.
5. He is always tinkering with different types of machinery.
6. They got the patent frst , even though it was our idea.
7. He made a ton of money on his invention.
8. You won't be able to fnd anything like it anywhere else.
9. We are the only rnanufacturer of this unique technology.

Advanced -

1. Als o , he came up with an autornated fuel injector system for lawnmowers.

2. 1 think he was about to put a patent on it , but someone beat him to e punch.
3. This device is the result of years of research by our te of designers.
4. We are the only manufacture because we came up the idea.
5. We own the design prints and unique mechanism . it' s all our idea.

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Dialogue 1 -
A~ Mark is brilliant! 1 can't believe how many helpful inventions that he has come up
th. He sees a problem and he invents a way to solve it. He's amazing!
~ He is! He is always ring to build a better mouseap. Y ou know , he already holds
:five patents on his inventions.
A. Really? What kind of patented inventions does he have? Anything that he has been
able to me a few bucks on?
, He patented a hinge mechanism for water :filters. 1 think later he sold that idea to a
major manufacturing company. Als o , he came up with an automated fuel i jector
system for lawnmowers.
A. Lawnmowers? He is always tinkering with different pes of engines and machinery.
How about that idea? Did he register it for a patent?
, 1 think he was about to put a patent on it , but someone beat him to the punch.
About two weeks aer he completed his prototype , someone else came out with

identical model. They got the patent even though it was Mark's idea. The guy
made a ton of money on it , too.
A~ Gee 's terrible.
, Sometimes that' s the way things go , 1 less.

Dialogue 2 -------
A. Can you te11 me more about your products?
, Yes , l' d be happy to. Let me te11 you this , we are ahead of the competition because
our products have advanced technology.
A~ What kind of advanced technology are you talking about?
, The technology is in the design. 1'11 show you how this hinge device works . .. this
is our patented design. You won't be able to d anything like it anywhere else.
We are the only manufcturer of this unique technology.
A , Y ou have a patent on this design?
. That' s right. This deviceis the result of years of research by our team of designers.
We are the only manufacturer because we came up with the idea. We own the
design prints and unique mechanism. It' s all our idea.
A~ Is it uly superior to other products on the market now?
, If it wasn't as good as 1 have said it is , would we have registered it for a patent? But
you don't have to take my word for it , give it a T yourself!

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Environmenfal Regulafions
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Beginner

1. Environmental regulations have delayed the project.

2. We've been tied up with this p ect.
3. There are endangered species on the property.
4. The environmental review board has a tearn on it now.
5. We've gotto get our emissions in shape.
6. We can't be censured again.
7. If we don't follow the ru1es , they'll slap us with a heavy fne.
8. The environmental regulations are not fleble.

Intermediate

1. Environmental regulations have been holding us back on the plant expansion project.
2. There was a snag up in the fling process to get the necessy constructlon pe.
3. Are they positive there is evidence of endangered species actually living on the site?
4. We're putting out more carcinogens into the atmosphere than is allowed by federal
standards.
5. We're only overshooting the pollution quotient by a action of a percent.
6. If our pollution levels are above that which is allowed , we are breaking the law.
7. The environmental regulations give us a standard , and we have to meet it , or else.
8. When are they taking another survey of our pollution output?

Advanced -

1. It seems that the property we were slated to build on is also habitat for some
endangered indigenous species.
2. The environmental impact statement will take forever to get approval if they've found
anything endangered ol the site.
3. It doesn't matter how much or how little we are over the allowed arnount of
ermsslO ns , the fact isthat we are over the standard.
4. It might take a long titne to reduce our emissions meet the level required by
regulations , but we still have to clean up our act.
5. Environmental impact statements require a lot of research d paperwork to make sure
that there will be no darnage to the environment.

254
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Dialogue 1-
A: What's holding us back on the plant esion project? We were supposed to see
the specs on that ages ago. Why haven't 1 heard anything about it? Did the whole
project just vanish into thin ?

B: No r. The plant expansion project has been delayed. There was a snag up in the
filing process to get the necessy construction permits. It seerns that the property we
were slated to build on is also habitat for some endangered indigenous species.
A: You're joking , right? No wonder we've been tied up with is project. 1 know the
environmental irnpact statement will take forever to get approval if they've found
mng endangered on the site. Are they positive there is evidence of endangered
species actually living there?
B: The environmental review board has a team on it now. Hopefully we'll know more
by the end of the week.

Dialogue 2 -
A: We've got to get our ellSions in shape. . .. We're sti11 putting out more carcinogens
into the atmosphere an is allowed by federal standards. If we get censured one
more they'll slap us with a heavy fne.
B: Te're only overshooting the pollution quotient by a action of a percent. It' s really
not as bad as you say. .
A: You're llssing the point. If our levels are above that which is allowed , we are
breaking the law. It doesn't matter how much or how little we are over , the fact is
that we are over the allowed ellssion standard. The environmental regulations E

not flexible. They give us a standard , and we have to meet it , or else.

B: Wh en are they taking another suey of our pollution output?
A: We've got until next summer to clean up our act.

256
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257


Marketing Surveys
?7657

Beginner ---
1. 1 went over the market research report.
2. This market is sensitive to price.
3. Price is an important variable in our market.
4. How can we build our customer base?
5. This is a ve competitive market.
6. Our main strength is with young consumers.
7. How are sales abroad?
8. As ia is booming now.
9. 1s the As ian market available to us?

Intermediate

1. Take the marketing report and compare it with our survey of consumer buying habits.
2. At a discounted introductory price , we landed more sales.
3. We've got to come up with a few clever strategies in order to keep our place on top.
4. We are targeting a younger consumer , so customer loyalty is our challenge.
5. The young consumer is fastto commit , but fickle to stay with a brand.
6. Where E e geographical eas of highest demand?
7. South America has great potential for growth.
8. We don't fu l1y understand our market situation in Asia.

Advanced --------
1. Wh en our product was marked up at a higher introductory price , our sales after
product launch were lower th low.

2. Later on , when we hit a peak in sales d after our customer base is sold on our
products , we can bring the price up.
3. According to our numbers , there is Nce as much oppounity in the intemational
market as there is in the domestic market.
4. Our European market has the highest current demand , but South America has great
potential for growth.
5. We should probably put our feelers out and see what potential exist.s.

258
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Dialogue 1 --
A: 1 went over the sales fgures in the market research report. 1f you take that report
and compare jt with our survey of consumer buying habits , there's only one
conclusion. .
B! Wh at' s that?
A: It seems this market is sensitive to price. When our product was marked up at a
higher inoductory price , our sales aer product launch were lower th low. At a
discounted introductory price , we landed more sales.
B: So , we should start low?
A : 1 think that would be a good idea. Price is an important variable in our market , so
we can use it to build our customer base. 1f our customers get hooked on the low
introductory price , they will buy and become more loyal to our brand. Later on ,
when we hit a peak in sales and after our customer base is sold on our products , we
can bring the price up.
B : That sounds like a really clever marketing strategy.
A: This is a ve competitive market. We've got to come up with a few clever
Sategies in order to keep our place on top.
B: 1 think our main sength is with young consumers.
A: That' s who we are targeting. The young consumer is fast to commit , but fckle to
stay with a brand. Our challenge is customer loyalty.

Dialogue 2 "

A: Did you get marke19 survey results? How are sales abroad comparing to sales at
home?
B: According to our numbers , there is twice as much opportunity in the intemational
market as there is in the domestic market.
A: Wh ere are the geographical areas of highest demand?
B: Our European market has the highest current demand , but South America has great
potential for growth.
A: 1 heard that As ia is booming now. 1s the greater As ian market available to us now?
What is the size of our hold on Asia?
B: Honestly , we don't fully understand our market situation in Asia. 1 don't know
much about it. We should probably put our feelers out and see what potential exsts.

260
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261


Target Audience
66

Beginner ---
1. The demographic reports e 1ll.
2. We have two to ta11y different target groups.
3. We have to tak:e the target audience into account.
4. What' s our get audience for this campaign?
5. This audience is much different om soccer morns.
6. We can play up on rnatemal instincts , hygiene d saty.
7. What's e average age?
8. What kind of educational background does our audience have?

Intermediate ----
1. We're going to have to re -evaluate some of the content for our promotional events in
the different venues.
2. According to the repo our Boston crowd is a quite different make-up om our
Chicago folks.
3. Chicago consumers are mostly mid to low income levels , single parent homes , blue
collar.
4. We've got to come up wi two completely different sales pitches to suit the needs of
each group.
5. We're focusing on new morns , [;es with median income and one or more
children under the age of two.
6. There are some similarities between the target groups because both are made up of
mothers.
7. Demographically speaking , these two target audiences are very similar.
8. Regardless of the median income level , both groups are made up of mothers of infant
children.

Advanced ---
1. Our Boston consumers are mostly om mid-level to upper-class income levels ,
university or postgraduates , married no children , white collar. . . .
2. But that being said , there are some specific dirences that come into play because
we're dealing with mothers of infants here.
3. Demographics say an average age of 28.7 , educational background of university or
post-grad , annual household income of 40-50K a ye
4. Without taking the needs and interests of your target audience into account , it is ve
diffi. cult to create a successful marketing plan.
5. Each demographic responds dirently to y given advertising campaign.

262
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Dialogue 1-
A: The demographic reports are in. . .. From the looks of it , we're going to have to
re -evaluate some of the content for our promotional events in the different venues.
B: Why? What' s the lowdown?
A: According to the report , our Boston crowd is a quite dirent make-up om our
Chicago folks. Our Boston consumers are mosdy om mid-level to upper-class
income levels , university or postgraduates , married no children , white collar .
you know the kind. Chicago on the other hand is mosdy mid to low income
levels , single parent homes , blue collar. . .. 1 think we're king about two totally
different target groups.
B: 1 had no idea there was that great of a deviation between the two venues. . .. To
make our product sell , we have to take the target audience nto account.
A: No kidding. We've got come up with two completely different sales pitches to
suit the needs of each group.

Dialogue 2

A: What' s our target audience for this campai?

B: This go-around we're focusing on new moms , families with median income and one
or more children under the age of two.
A: Do you think that' s much different om the soccer moms we tailored the last
campaign for?
B: Well , there are some similarities that come up because both groups are made up of
mothers. . .. So as before , we can play up on matemal instincts , hygiene , safety
. along those lines. But that being said , there are some specifc differences that
come into play because we're dealing with mothers of infants here.
A: Right , that makes sense. Wh at' s the average age?
B: Demographics say an average age of 28.7 , educational background of university or
post -grad , annual household income of 40-50K a year.

264
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265

Print and Media Advertising

6~

Beginner --
1. We've missed the publishing deadline.
2. I t' s a full page A4 ad in tri -c olor.
3. This year we opted for a halfpage ad.
4. 1 would like to place an advertisement in your directory.
5. What are your rates for advertisements?
6. Our fal1 edition is pricier than the spring edition.
7. Do you have a pre -d etermined design?
8. Are you interested in a ont or back page ad?

Intermediate

1. Have you gotten a hold of the editor of tht magazine about our qrterly advertisement?
2. There's no problem with missing the deadline as long as we got a final to them before
Thursday.
3. Because we're a long-s tanding customer , they've already got ad space reserved for us.
4. Our 'advertising rates are divided according to size , substrate , and location.
5. If you are a corporate ptner with our publication , we can 0r you a slight
discount.
6. Our rates are different according to which publication you wish to advertise in.
7. We have six tab page positions available , which are more prime spots.
8. For a customer supped design , full page tab page ad , you're looking at about $ 785.

Advanced
1. We need to make some modifcations on the design before we send a final copy for
pnntmg.
2. The designers were talking about going for a glossy finish , but later decided that a
muted look would be more classic.
3. If you take into consideration e substrate paper quality and color scheme , the design
is quite strmg.

4. You can use either your own designers , or if it is more convenient for you , we have
a team of in-house graphic designers that c put something together for you.
5. If we run a full page ad in your 1 edition on a nonnal gloss paper , tri -c olor , what
do you think that will run me?

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A,
Dialog ue 1 '
Have you gotten a hold of the editor of that magazine about our quarterly
advertisernent? We need to m ak:e some modifications on the design before we send
a fin a1 copy. I'm just afraid we've missed their publishing deadline for this t:Ime

around. .
1 didn't ta1k to the editor , 1 didn't think it was necessary to talk to her , but 1 did
,
convers e with the person we usually go through in sales. She said at there would
be no problem with missing the deadline as long as we got a final to her before
Thursday. Because we're a long-standing customer , they've already got ad space
reserved for us.
A, It's a full page A4 ad in -color right?
, No , this ye we opted for a half-page , but it should be a prey decent effect. The
desiers were talking about going for a gloish but later decided that a muted
look would be more classic. Anyway , if you t ak:e into consideration the subsate
paper quality and color scheme , the design is quite striking.

Dialogue 2-
A , Market classif.eds , how may 1 help you?
. Yes , I would like to and out about placing an adverdsement in your directory. C

you tell me a little about your rates for advertisements?

A , Certain1y. Our advertising rates are divided according

to slze , substrate , d
location. If you are a corporate partner wi our publication , we can offer you a
slight discount. Als o , our rates are different according to which publication you
wish to advertise in. Our fall edition is pricier than the spring edition. When were
vou looking to advertise?
We would like to get in wi the publication if possible
,
We can do that . .. timing might be a litde tight because our prte is October
A,
25 but it can be done. Do you have a pre -d etermined design? Y ou can use either
your oWU designers , or if it is more convenient for you , we have a team of inhouse
graphic designers that can put something together for you. . . .

, That won't be necessary , we already have the image. If we run a full page ad in your
Fall edition on a normal gloss paper -color what do you think at will run me?
A: It depends on the location in the material. Are you interested in a ont or back

pagee aad? Those are more prime spots. We also have six tab page positions available.
, 1 think a tab spot would be nice.

A, For a customer supplied design , full page tab page ad , you're looking at about
$ 785.

268
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269


Promofional Evenfs
:

Beginner ---------------------------------------
1. The product launch is on Tuesday.
2. Most everything is already set for tomorrow's event.
3. We should be prepared with a back-up planjust in case.
4. Opening day is Tuesday.
5. We've been planning this event since last spring.
6.. Are you clear on all of the event details?
7. All together , there will be 15 promotional events.
8. Promotional events are a major source of new customers.

Intermediate ----------
1. W e'te going through event management company , so they should manage most of
the details.
2. What kind of promotional events are scheduled for the new product line?
3. These next few events will give us a wider exposure th most.
4. The tri -city marathon is a good investment because it is a highly publicized event.
5. The television e sure alone om the event will nearly double our customer
awareness.
6. It might seem random , but these events were all carefully chosen based on marketing
research.
7. The events we have scheduled are ones that our customers and potential customers
care about.
8. Other th the marathon , what other events are on the list?

Advanced -----------------------------
1. Clear your calendars over the next few days because we're going to be burning the
midnight oil in order to get everything ready in time for the event.
2. Probably the biggest thing on our plate is to go over the event rundown with their
on -site managers to make sure it all goes as planed.
3. Marketing has us set up with product launches in five major cities , as well as some
sponsoring events throughout the year.
4. We've got a spot in the Olympic stadium sponsoring one of the team's equipment ,
then a rally for cancer research , and a connection to the inner-city education
program.
5. We've scheduled events in several different areas , including sports , medicine and
education.

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Dialogue 1 ------------------ -- -------------

A: . The product launch is on Tuesday , clear your calendars over the next few days
because we're going to be burning the midnight oil in order to get everything ready
1ll t1me.

B: Oh , it' s not as bad as all at .., most everything is already set. We're going
rough an event management compy so they should manage most of the details.
Probably the biggest thing on our plate is to go over the event rundown with their
on -site managers to make sure it all goes as planed.
A: 1 hate to put all our eggs in one basket. . .. What if their people drop the ball? We
should be prepared with a back-up plan just in case. .
B: Opening day is Tuesday. We've been working with this compY to set everthing

up since last spring. They are ve clear on all of the details for the event. Als o ,
you forget , they are professionals . .. they run events like our product launch for a
living. l' d say we have nothing to worry about. .
A: If you say so.

Dialogue 2

A: What kind of promotional events are scheduled for the new product line?
B': Marketing has us set up with product launches in five m or cities , as well as some
sponsoring events throughout the yeAll together , there will be 15 events.
A: What kind of sponsoring are we talking about? 1 don't know how ective sponsorship
really is.
B: It's not what you're thinking. These events will give us a wider exposure th most.

Take the tri-dty marathon for starters. This is a highly ublicized event. The
television esure alone will nearly double our customer awareness.
A: Other an the marathon , what else is on the list?
B: We've got a spot in the Olyrnpic stadium sponsoring one of the team's equipment , then
a rally for cancer research , and a connection to e inner-city education program.
A: Sports , medicine , education . .. seerns kind of random , don't you think?
B: It might seem that way , but these even were all carefully chosen based on marketing
research. . ., These are the events that our customers and potential customers care
about.

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273


Developing the Market

6~

Beginner ---------- ------------------

1. Wh at are our areas for grow?
2. What sectors have the most potentia1?
3. We have to adderss spreading out to new markets.
4. The customers still don't trust our brand.
5. Which of the steps are you focusing on in brand growth?
6. We're working on different steps in drent areas.
7. Understanding comes om product derentiation.

8. How can we make product direntiation?

Intermediate
1. We've got to pull our sa1es numbers up and develop the brand.
2. We'd beer first pay attention to developing our brand in the markets we a1ready
have.
3. We've reached the awareness level , but we haven't established customer loya1ty.
4. We're moving our brand ough the four steps of awareness , understanding , acceptance ,
or loya1ty.
5. Our Corbert line is tlving in American markets , we've a1ready reached the loya1ty
stage.
6. What are you doing to increase understanding in the European sector?
7. We can increase acceptance over time and by using testimonia1s.
8. Customer loya1ty is the most importt step to developing a solid brand.

Advanced -
1. 1 don't see why we can't work on opening new markets and developing the markets
we've a1ready peneated at the same ne.
2. Both opening new markets and developing existing ones are important aspects of
developing our customer base and developing our brand.
3. In Asia most people haven't even heard of Corbert , so we're working on awareness
through a lot of product launches and related activities.
4. We get product direntiation through product demonstrations , literature , e
testimonia1s , and the like.
5. Market penetration happens when a brand is established through awareness ,
understanding , acceptance , and loy a1ty.

274
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Dialogue 1 -----
A: What are our for growth? What sectors do you see the most potential in? If
we are going to pull our sales numbers up and develop the brand , we got to work
across the board.
B: It' s not just spreading out to new marke that we have to address. 1 think we'd
better first pay attention to developing our brand in the markets we already have.
We've reached the awareness level , but we haven't established customer loyalty.
People know who we are , but they still don't trust in our brand.
A: 1 don't see why we can't work on opening new markets and developing the markets
we've already peneated at the same time.... Both aspects of developing our
customer base and developing our brand are impt.

Dialogue 2 ----
A: Which of the steps are you focusing on in brand growth? Awareness , understanding ,
acceptance , or loyalty?
B: We're working on different steps in different areas. For example , our Corbert line is
thriving in American markets , we've already reached the loyalty stage. In Asia ,
however , it's a different story. Most people haven't even heard of Corbert , so we're
working on awareness through a lot of product launches and related activities.
A: What are you doing to increase understanding in the European sector?
B: U nderstanding comes om product direntiation. We get that through product
demonsations literature , expert testimonials ,. and the like.

276
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277

Selling Points
, 70 f

Beginner
1. What kind of car is best for me?
2. For you , 1 would recommend this one here.
3. Why do you ink that one is better than the others?
4. What kind of sty features are we talking about?
5. But that' s not all.
6. The main attraction of this model is the fuel economy.
7. This produc t' s selling point is its advanced technology.
8. No one else has a product on the market now that is compable.

Intermediate --------------------------------------------
at as a parent , you are concemed about safety in driving your kids to and
1. 1 know
om school.
2. This model features anti-lock breaks , airbag on both driver and passenger sides , and
impact collision design.
3. This car isn't only safe , but i t' s also very economical.
4. With the cost of gasoline these days at is a big plus.
5. Unfortunately , it' s just too ensive for the y of consumers to afford.
6. True , but our focus has never been affordability anNay.

7. Costwise , we may not be ve competitive but qualitywise , we de:fnitely have an

edge.
8. 1 guess you get what you pay for.

Advanced
1. This automobile is just right for your needs because not only is it compact for ease in
city driving , but also , it has many safety features.
2. Yes , the price is ve ardable but driving this car , you'll also notice a signifcant
annual saving in gas consumption.
3. It's not just that the price is high , it's at the overhead to update entire computer
system to be compatible is cosdy.
4. Maybe aer the next generation of technology comes out , the price of this model
will become mo,re affordable.
5. This model has advanced technology , superior components , it is compact , and is a
top -quality product.

278
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279
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Dialogue 1 --
A! What kind of car is best for me?
B: For you , 1 would recommend this one here.
A: The compact? Why do you think that one is better than the others?
B: This automobile is just right for your needs because not only is it compact for ease in
city driving , but also , it has many safety feares. 1 know that as a parent , you are
concerned about safety in driving your kids to and om school.
A: That' s true. What kind of safety features are we ta1ki ng about?
B : This model features anti -lock breaks rbags on both driver and passenger sides , and
impact collision design. But that' s not all. This car isn't only safe , but it' s also ver

economical.
A: Y ou mean it has a cheaper price similar models?
B: Yes , the price is veT affordable , but driving this car , you'll also notice a siificant

annual saving in gas consumption. The main attraction of this model is the fuel
economy.
A: With the cost of gaso1ine these days , that is a big plus. 1 think this model may be
just what 1 looking for.
B: Why don't you take it for a test drive d think it over.

Dialogue 2 -
A: This product' s selling point is its advanced technology.
B: Unfortunately , it' s just too e)ensive for the rnajority of consumers to afford.
A: Why is the price so high?
B: I t' s not just that the price is high , it' s that the overhead to update an entire computer
system to be compatible is costly.
A: Modern computers aren't compatible?
B: Most current computer systerns simply can't handle it because this model truly has
extraordinary capabilities.
A: Maybe after the next generation of technology comes out , the price of this model
will become more affordable.
B: But by then , the technology will be outdated.
A: True , but our focus has never been affordability anrvay. Costwise , we may not be
very competitive , but qualitywise , we detnitely have an edge.
B: That' s right. No one else has a product on the market now that is comparable.
A: This model has advanced technology , superior components , it is compact , and is a
top -quality product.
B: 1 guess you get what you pay fo r.

280
 s Topics

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281

Trade Shows
71

'
Beginner ------------------------
1. We have a trade show to do in Las Vegas next weekend.
2. Wh o will be going from our company to man the booth?
3. There'll be a team of four of us going.
4. The show opens on Friday.
5. I've heard this expo is the largest in our indusy.
6. 1s there anything particular you are interested in?
7. Can 1 answer any questions for you about our display?
8. Could you tell me more about your services?
9. May 1 have your cd?

10. Do you have a business card you can give me?

Intermediate ---------
1. Did you send our order to the printers for more company literature?
2. 1 sent the order out two days ago , they promised to have it ready by Friday.
3. The exposition willlast three days , so Sunday is closing.
4. It is a great oppounity to see what the trends are in the industry.
5. Als o , it' s an important event for our marketing and sales department.
6. The leads we get om this expo will account for about 20% of our annual sales.
7. Are you interested in any particular area of medical services?
8. Do you have any recent reports or information you can give me?
9. 1f you leave your information on our mailing list , 1 can send you a ee copy in the
m1.

Advanced -------
1. Everything has been prepared for our booth , but we don't have enough of our flyers
and handouts to pass out to the attendees.
2. Our marketing director is going early to pticipate in the conference beforehand d
the rest of us willleave next Thursday to set up.
3. We supply product to over twenty countties d we are also involved deeply in
medical research and development.
4. The catalog contains an extensive list of our current produc and services , and also
detaiIs many of our recent projec.
5. 1f you have any questions in specific , 1 can help you answer them now , or 1 can have
our office contact you later.

282


Sales

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283
i


Dialogue 1-
A: Did you send our order to the printers for more company literature? I' m worried we
won't get it in time.
B: 1n time for what? 1 sent the order out two days ago , they promised to have it ready
by Frid. 1 don't see why we needed 2 thousand more corporate brochures. We
certainly don't hand out that many day by day in the 0ce.
A: 1t' s not for handing out in the 0ce we have a ade show to do in Las Vegas next
weekend. Everything has been prepared for our booth , but we don't have enough
of our flyers and handouts to pass out to the attendees.
B: That' s right , 1 forgot we were going to be participating in the show this ye. Wh o
will be going om our company to man the booth?
A: There'll be a team of four of us going. Our marketing director is going early to
Pticipate in the conrence beforehand , and the rest of us willleave next Thursday
to set up. The show opens on Friday. The e2osition will last three days , so
Sunday is closing.
B: Have you gone in past years? I' ve heard this e is the largest in our indus. 1t
must be prey exciting to see so many ebitors om all over the nation.
A: 1 went last year. 1t is a great opportunity to see what the trends are in the industry.
Also , it's important event for our marketing and sales department. The leads we
get om this eo will account for about 20% of our annual sales.

Dialogue 2
A: Hi. 1s there anything pticul you are interested in? Can 1 answer any questions
for you about our display?
B: Yes , could you tell me more about your services?
A: We represent the phmaceutical company that produces -generic brand prescription
pain medications. We supply product to over twenty countries d we are also
involved deeply in medical research and development. Are you interested in any
pticulea of medical services?
B: 1 am looking for information about current drug therapies. Do you have y recent
reports or information you c give me?
A: Certainly , we have a bi-monthly joumal which details our current projec. 1fyou
leave your information on our mailing list , 1 can send you a ee copy in the mail.
May 1 have your c
B: Oh , I've just run out of name cards. But 1 can write my information down for
you. Do you have a business card you can give me?
A: Yes. Here is my card. Let me also give you a copy of our latest catalog. The
catalog contains an extensive list of our current products and services , and also details
many of our recent projec. 1f you have any questions in specifc , 1 can help you
answer them now , or 1 can have our 0ce contact you later.
B: That would be fne. Thank you.

284
 s Topics

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285


Sales Reviews

aLE m. Til'nT'i"I'::E
~

Beginner --------
L There is great news for our shareholders.
2. We've fnally started making monT agaJn.
3. Our strategy is working.
4. Products are selling like hotcakes.
5. Let' s hope this soke of good luck lasts.
6. Give these sales fgures a look.
7. We are way in the red this year.
8. Demand is dropping.

Intermediate ------------
1. The sales review was made at our last board meeting.
2. We've never sold is much before , our growth this year has been phenomenal.
3. We have captured eight percent of the market , up from last year by 120 % .
4. Aer a two ye slump we're fnally back in the black.
5. The comps performance has improved since Wallace became president.
6. He's made our little business into a reallucrative operation.
7. But i t' s st too soon to know if our sales success is a long tenend.
8. We can't afford to keep going like this for much longer.

Advanced --
L Not only did our annual sales break a record , but our month by month earnings
exceeded our forecast as well.
2. 1 think our success is ptly because of Wallace's contribution , and ptly because of
our new marketing strategy.
3. You're right , we need to start making money soon , or at least manage to break
even.
4. But 1 think that ma:ket is slowly beginning to heat up-Sales are bound to pick up
anytnne now.
5. Maybe we should rethink our marketing strategy to include the possibility that our
new line of cosmetics could be a big seller.

286
.......
 Topics

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3.
4.

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6.

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287
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Dialogue 1 --
A: Did you see the information on sales for last year? The sales review was made at our
last board meeting. There is great news for our shareholders.
B: Yeah , 1 went over the fgures this morning. We've fnally started ming mon

again!
A: We've never sold this much before , our growth this year has been phenomenal.
We have captured eight percent of the market , up from last ye by 120%. Our
strategy is working!
B: Not only did our annual sales break a record , but our month by month earnings
exceeded our forecast as wel1. After a two ye slump we're fnally back in the
black.
A: The company's performance has improved since Wallace became president. He's
made our lile business into a real lucrative operation. Products are selling like
hotcakes.
B: 1 ink our success is partly because ofWallace's contribution , and py because of
our new marketing sategy. Because of the new advertising cnpaign we have
become the top sel1ers in the feld.
A: Let' s hope this stroke of good luck 1ts. 1 hope we are over our fnancial diculties

for good. But it' s still too soon to know if our sales success is a long terrend.

B: Le t' s hope it is!

Dialogue 2 ---
A: Give these sales fgures a look. It' s prey depressing. We are way in the red this
year. We can't afford to keep going like this for much longer.
B: You're right , we need start making money soon , or at least manage to break
even. But 1 think that market is slowly beginning to heat up-Sales are bound to
pick up anytime now.
A: Demand is dropping. The problem is our competition. They are monopolizing the
market!
B: Maybe we should rethink our marketing strategy to include the possibility that our
new line of cosmetics could be a big sel1er.
A: It' s really too early to tel1, but a lot is riding on the new products. If we don't do
betrer aer e product launch , we may have to. go bankrupt.
B: Do you d it's that serious?
A: Look at these numbers and see for yourself. Read 'em and weep.
B: My goodness , 1 didn't realize it was that bad.

288
3
 s Topics

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289

Producf Demonsfrafions

AmI~-

Beginner
1. Can you please show me how to make this work?
2. I t' s veT easy.
3. Here , let me show you.
4. The red arrow must point upwards.
5. Is that all there is to it?
6. How do 1 make it work in reverse?
7. See this lever here?
8. Watch this. . . .
9. Here , let me demonstrate.

Intermediate
1. 1'm having a heck of a time ying to figure out how to make this work.
2. First of all , you are holding it upside down.
3. Don't worry ifyou don't understand , it can be a litt1e confusing your first time.
4. That seems really easy , 1 don't know why 1 didn't figure it out myself.
5. If you switch the lever slighdy to the le it will cause the motor to move in reverse.
6. Ifyou want it to go forward again , simply switch the lever back to the right side.
7. l' d like to give you a demonstration of our latest and best selling product.
8. 1 simply tum on the machine with the flip of this switch.

Advanced
1. Once you've got it upright , point the nozz1 e in the direction that you want to spray ,
then press the red button here.
2. If you open up this flap , you w il1 see a small screw holding the dust trap in place-
Y ou can use a re gu1ar screw iver to open it up with a few simple movements , then
you can empty the ap.
3. This is a botde of saw dust that 1'm going to pour on the cpeted floor here .
w hi1e 1'm at it , 1'm going to add some pai some smashed up crackers , and a
couple of 3 inch n1s.
4. It looks just the same as before you dumped all that stuff on there . .. that' s really
nazing!

5. Now , all it takes to make the Dust Eliminator yours is three month1y installments of
$19.95.

290

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291


. Dialogue 1
A: Excuse me , can you please show me how to make is contraption work? I'm
having a heck of a time trying to fgure it out. .
B: 1t' s ve easy re a1ly. Here , let me show you. .
A: Thank you!
B: Sure , no problem. First of a1l, you are holding it upside down. The red arrow
must point upwds.
A: Oh , boy am 1 dumb!
B: Don't worry about it. . .. 1t can be a little confusing your frst time. Once you've
got it upright , point the nozzle in the direction that you want to spray , then press
the red button here.
A: 1s that a1l there is to it? That seems re a1ly easy , 1 don't know why 1 didn't fgure it
out myself. Oh , but that' s only working for forward motion. . .. How do 1 make it
work in reverse?
B: See this lever here? 1f you switch it slighdy to the left , it will cause the motor to
move in reverse. See now? 1t' s going backwards now. 1fyou want it to go forward
again , simply switch the lever back to the right side. Watch this. . . .
A: That seems like a real piece of cake! And how do 1 clean out the dust trap when it' s
full?
B: 1n the back of the mchine here , see this panel? 1f you open up this flap , you w
see a sma1l screw holding the dust ap in place-Y ou can use a regular screw driver
to open it up with a few simple movemen then you can empty the ap. Here ,
1'11 show you.

Dialogue 2 ----
A: Do you have a minute? l' d like to give you a demonstration of our latest and best
selling product. The Dust Eliminator 2000 professional vacuum cleaner.
B: Yeah , uh , 1 guess 1 have a little time. . .. What did you say it was? A vacuum
cleaner?
A: Yes , but the Dust Eliminator is much more than a normal vacuum cleaner. You
won't fnd anything else like this on the rnarket. Here , let me demonstrate.
B: Okay...
A: Do you see what 1 have here? This is a bottle of saw dust that 1' m going to pour on
the cpeted floor here . .. while I' m at it , 1'm going to add some pnt some
smashed up crackers , and a couple of 3 inch nails. Now 1'm going to rub it deep
into the fbers of the cpet. 1t' s a real mess , do you agree?
B: Yep , it sure is. Y ou've got a big mess on your hands.
A: N ow , watch! 1 slply tum on the Dust Eliminator with the flip of this switch.
Vola! The dust eliminator is power enough to pull out the paint om the carpet
fbers. 1t can also handle the heavy weight of the nails , and has no problem with the
volume of the saw dust. T ru1y remarkable , don't you agree?
B: W ow! It rea1ly cleaned up that mess! It looks just the same as before you dumped
a1l that stuff on there. That' s re a1ly amazing!
A: 1 knew you' d be impressed! Now , a1l it takes to make the Dust Eliminator yours is
three monthly installments of $ 19. 95. . . .

292
 Sales

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293


Following up on Leads
74

Beginner -------
1. There are about forty or so hot leads.
2. You should contact the hot leads immediately.
3. Please don't tell me you've got a dead stack.
4. 1 hate making cold calls.
5. I' m sure you'll remember our exlbit.
6. My colleague gave me your business card.
7. Are you interested in our vinyl paint line?
8. We're not sure about switching venders yet.

Intermediate

1. Here are the leads from last week' s ebit at thede show.
2. It is always more effective if you contaCt your leads in a twenty-four hour time
period.
3. The leads we picked up are categorized according to potential and interest.
4. Most of the leads are mildly interested , if not songly interested.
5. We've got to make sure the hot leads are contacted right away.
6. Please be conscientious about getting a hold of eve one of these leads.
7. Do you remember visiting our booth at the hardware show last month?
8. 1 believe you talked to my colleague ]ack while you were there at the show.

Advanced ---
1. If you take a look at how we categorized the leads , you can see we've got our hot
stack , our warm stack , our lukewarms , and our cold but not dead stack.
2. Even the contacts that for what ever reason aren't prepared to make an order now
might be interested in the future.
3. We've spent a big chunk of marketing budget to d these people , so if we don't
follow up , our investment is down the -:nn.

4. At the show , my colleague talked to you about ordering vinyl paint through our
company because you are looking for a new vendor.
5. Don't worry , I've gotchya covered.

294
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2.
3.

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295


Dialogue 1-
A: Here are the leads om last week's exhibit at the ade show. There are about forty
or so that are hot. You should contact them immediately , in the next twenty-four
hours if you can. The rest are categorized according to potential and interest. Y ou
can see we've got our hot stack , our warm stack , ourlukewarms , and our cold but
not dead stack.
B: Haha. Please don't tell me you've got a dead stack. 1 hate making cold calls. . . .
A: Don't woy most of the leads are mildly interested , if not songly interested.
We've just got to make sure the hot ones are contacted right away. And even the
contacts that for what ever reason aren't prepared to make an order now , they might
be interested in the future. Please be conscientious about getting a hold of every one
ofthese leads. We've spent a big chunk of m<irke19 budget to find these people. 1
don't want our investment to go down the drain.
B: Don't worry , I've gotchya covered.

Dialogue 2
A: Hello , is is Paul Stellers om McKnight Service?
B: Ye this is Paul speaking. What can 1 do for you?
A: Hi, my name is Mark , I' m calling om Martinelle Paints. Do you remember
visiting our booth at the hardware show last month? 1 believe you talked to my
colleague Jack while you were there at the show.
B: uhh1. . ., Yeah , 1 think 1 remember you guys. 1 visited so many booths that
day... .
A: I' m sure you'll remember our exhibit , we were the ones with the broad panels and
the live painting demonstrations.
B: Oh , Yeah. .
A: Well , J ack gave me your business ca:d that you had left with him. He told me that
you are interested in our vinyl pnt line?
B: Oh , yes , we did talk about that. 1 told him that our company orders several thousand
gallons of paint a year. We're not sure about switching venders yet , though.

296
 S

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297


Customer Service

4~ .mm.u.:. .iit'mT\'.:~
/~

Beginner --
1. How rnay 1 be of seice?
2: The customer is always right.
3. We are here to serve you.
4. Did you have any problems with our product or services?
5. Do you happen to have the receipt?
6. Just a moment please.
7. 1 need you to sign here , please.
8. Is there anything else 1 can help you with?
9. Have a nice day!

Intermediate
1. W ould you be interested in an exchange as opposed to a remd?

2. In the service indus you need to manage your customer's etations.

3. Don't promise them something you're not going to come through on.
4. If you deliver more th you promise , they're sure to be satisfied.
5. How do you resolve problems when the customers are not satisfied?
6. You have to deal with complaints sensitively d Y to understand where eyare

commg om.

7. Always apologize and take the blame , because the customer is always right.
8. You should try to find a less expensive solution than a full refund.

Advanced --
1. According to our customer service training the other day , the main principle of
keeping people happy in the service indusT is under promise and over deliver.
2. You should figure out what is the least expensive way to mitigate the problem. For
example , if they were upset with the food , you can 0r an upgrade.
3. Don't give them a dead end-when the customer asks you a question , never just say ,
"I don't know ,, or "We can't help you-"
4. The best kind of response helps customers find the answers they're looking for by
saying "1 don't know , but 1 can help you find the answer" or "We can't he you
here , but 1 know who can. "
5. Customer service is a v important part of managing your business , it can bring
success or fau depending on your attitude.

298

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2.
3
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4. mitigate

5. ? upgrade

6.
full-refund

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7.
8.

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299


Dialogue 1 ------------------ ---------------------

A , Excuse me.
B: Yes , Sir. How may 1 be of service?
A , 1 would like to retum this item. . .. Are refunds allowed?
B: Certainly. The customer is always right , we are here to serve you. Is there a reason
that you would like to retum it? Did you have any problems with our product or
services?
A: No , no. . .. It was just the wrong size.
B: W ould you be interested in an exchange as opposed to a refund? 1 think 1 can help
you to find the appropriate size.
A: No , 1 would rather just retum it.
B: Sure , no problem. Do you happen to have the receipt?
A: Yes , right here. . . .
B: Okay , just a moment please. Here you e 1 need you to sign here , please. And
here is your refund. Isthere anything else 1 can help you with?
A: No , th1k you.
B: Y ou're welcome. Have a nice day!

Dialogue 2

A: According to our customer service training the other day , the main principle of
keeping people happy in the service industry is under promise and over deliver.
B , So what does that mean?
A: It just means to manage your customer's expectations. Don't promise tliem
something you're not going to come through on. And ifyou deliver more than you
promise , they're sure to be satisfed.
B: So how do you resolve problems when the customers are not satisfed? How do you
deal with complaints?
A: Y ou have to deal with complaints sensitively , and Y to understand where they E

corrung om. Always apologize and take the blame , because the customer is always
right. Then fgure out what is the least expensive way to mitigate the problem. For
ex;ple if ey were upset with the food , you c offer upgrade. That' s a less

expensive solution than a full refund.

B: Anything else you should do?
A: Don't give them a dead end to their questions. When the customer asks you a
question , never just say , "1 don't know" or "We can't help you. " The best kind
of response helps customers fnd the answers they're looking for. Always Y to help
them solve their problems. Y ou can s "1 don't know , but 1 can help you fnd
the answer. " Or "We can't help you here , but 1 know who can. "

300
 'S Topic'S

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301

Sourcing
76

Amm~m
/ / / / / // / / / / / / / / / / / / /))))) / / / / / / / / / / / /)/'/ / /

Beginner -------------------------------------------------------------------
1. Could you tell me more about your product line?
2. W ould you like to have a look at our catalog?
3. 1 am looking to source garden hoses.
4. What size of an order would you require?
5. How many units come in a container?
6. Do you take orders of half containe?
7. We are looking for other suppliers in China.
8. Is the quality comparable to Chinese producers?

Intermediate -
1. We have an extensive line of house and garden wares , all produced in four different
plants in China.
2. For the 50 meter length hose model , we can fit 445 units into a 40 foot container.
3. If you fill half a container with one product , you can fill the remaining space with
another product.
4. Most of our products are fricated in China and shipped over to our warehouses in
London.
5. Wh at kind of bicycle products are you interested in sourcing?
6. I' m not sure if the pricing will be comparable to the deal you have with your Chinese
supplier now.
7. What about the general quality corning out o fI ndia?
8. Y ou can contact them yourself and see what they have to offer.

Advanced
1. We are the. direct factory representatives for the manufacture of more th

thousand different products.

2. If 1 don't find it in your catalog , is there a possibility for you to custom produce
something to our specifications?
3. If you provide exact measurements or photos , we should be able to fabricate
according to your needs , if the order is large enough.
4. Perhaps in the future we can expand to the aermarket products , but right now we
are looking for bicycles only.
5. The production cost m be a bit higher , but shipping should be less cosdy . .. your
overall cost should about even out.

302
 International T(

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2. ?

3.
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3.
4.

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1.

2.

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303


Dialogue 1
A: Can I help you?
B: Yes , could you tell me more about your product line?
A: We have an extensive line of house and garden wares , all produced in four derent
plan in China. We are the direct factory representatives for the manufacture of
more th two thousand dirent products. Would you like to have a look at our
catalog?
B: That would be great. I n looking to source a certain type of garden hose. If I don't
find it in your catalog , is there a possibty for you to custom produce something to
our specifications?
A: If you provide exact measurements or photos , we should be able to fabricate
according to your needs , if the order is large enough. What size of an order would
you require?
B: We would need several thousand u llts per order. How many u llts come in a
container?
A: For the 50 meter length hose model , we can fit 445 u llts into a 40 foot container.
B: Do you take orders of half containers?
A: Unfortunately , our total order must at least fill one container. But you can split
your order up , if you fill half a container with one product , you can fill the
remaining space with another product.

Dialogue 2-
A: We represent a m or distributor of bicycles in the U llted Kingdom. Most of our
products e fabricated in China and shipped over to our warehouses in London.
We are currently looking for a new supplier.
B: What kind of bicycle products are you interested in sourcing? Are you looking for
bicycle components? What about accessories or aermket products?
A: Perhaps in the future we can expand to the aermarket products , but right now we
are looking for bicycles only.
B: I can give you some information about a bicycle facto in India. I' m not sure if the
pricing will be compa:able to the deal you have with your Chinese supplier now ,
though.
A: We e also looking for other suppliers in China. Do you have any contacts with
Chinese bicycle factories?
B: Yes , I have a list I can give you. You can contact them yourself and see what they
have to offer.
A: Wh at about the general quality coming out of India? Is it compable to Chinese
producers?
B: I believe so. The quality is quite similar. The production cost may be a bit higher ,
but shipping should be less costly . .. your overall cost should about even out.

304
 International

7 5

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305


Export/lmport
77 /

4
Beginner -----
1. Business has become intemational.
2. Do you import om China?
3. We import more th 40 dirent iterns f"om China.
4. Japan produces rnany electronic exports.
5. Germany produces excellent mechanical eorts.
6. Do you lport any food iterns?
7. We will import fT containers of textiles f"om China.
8. Will we have to pT tar on our imports?

Intermediate -----
1. Y ou'll fnd imported iterns om more than 20 different countries on our shelves.
2. How mY dierent varieties of products do you impoom China?
3. China provides the bulk of our product inventory , for sure.
4. Generally speaking , food iterns are di cult to import.
5. The only food iterns we import are specialty cmed or preserved foods.
6. The factory should be able to place your order before the end of next week.
7. We Nill handle domestic shipping , but what about custorns?
8. The Chinese company has the tariff situation all worked out.

Advanced ----
1. Most of the imports that come out of China e lowrade plastics or toys.
2. Food with a short shelflife is liable to spo in the time it takes to ship om one place
to another.
3. The eight will take three weeks on the open ocean , and will arrive in Los Angeles
approximately a month om today.
4. Domestic shipping will be the responsibility of the buyer , they should make
arrangements with the pier in Los Angeles.
5. With the paperwork you receive with the shipment , you should be good to go
through custorns.

306

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Dialogue 1

A: It's amazing to me how intemational busines has become. Take my store for
example. On y given day , you'll fnd imported items f"om more 20 derent
counies on our shelves.
B: How many different varieties of products do you import om China?
A: China provides the bulk of our product inventory , for sure. We import more an
40 different items om China. Most of the imports that come out of China are low-
de plastics or toys. Japan produces many electronic e Germany produces
excellent mechanical e orts.

B: Do you import any food items?

A : Generally speaking , food items are dicult to import. Food with a short shelf life is
liable to oil in the time it takes to ship om one place to another. The only food
items we import are specialty canned or preserved foods. The shelf life is longer for
these products.

Dialogue 2 -
A: How long Nill it take for our order to be delivered?
B: Le t' s see. . .. You're importing fT containers of textiles om China. They should
be able to place your order before the end of next week. It will take two days for
shipping to the port city of Ningbo. The eight will take three weeks on the open
ocean , and will arrive in Los Angeles approximately a month f"om today. Domestic
shipping will be your responsibility , you can make arrangements with the pier in Los
Angeles.
A: Fine. We will handle domestic shipping , but what about customs? Will we have to
pay tariff on our imports? 1 hope we don't run into any problems with the border
con01.

B: No , the Chinese company has that all worked out. With the paperwork you
receive with the shipment , you should be good to go.

308

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309



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78

E

Beginner -
Have you followed the value of the dollar lately?
The fluctuation of the dollar is killing me!
Wh at about the Y en?
What currency would you lik:e to trade in?
Do you accept $ 100 bills?
We can accept any denomination.
How much is the RMB ading at today?
The American dollar is worth 7. 45 R113.

Intermediate -----
The exchange rates are eating into our profits , and we can't do anything about it.
1 would feel a lot better if the currency was a litde more stable.
With the way the dollar is plummeting lately , my securities have gone up in smoke.
What we really should be making investrnent in is the Euro.
The Yen is in worse shape than the dollar!
1 would lik:e to exchange Chinese RMB for American dollars.
How much 1 exchange depends on the current rate.
If you would lik:e to sell RMB , we can give you a rate of 7. 35.

Advanced
1 haven't spent anything , but 1 am becoming poorer and poorer day by day because
my money is melting away with the shifts in exchange rate.
I've followed the Euro's progress over the last quarter , 1 think 's about time to buy
1n.

It' s a shame you didn't come a litde earlier , the exchange rate was re-set yesterday
aftemoon.
Give me 5 , 000 RMB worth.
1 might as well exchange a litde extra . .. who knows what the exchange rate will be
tomorro1.

O
 International

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2. !

3. ?

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6.

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311

..........


Dialogue 1

A: Have you followed the value of the dollar lately?

B: How could 1 help but follow it? The fluctuation of the dollar is killing my
company! The exchange rates are eating into our profi and we can't do anything
about it.

A: It' s really ustrating isn't it? 1 have the same problem. 1 would feel a lot better if
the currency was a 1ittle more stable. With the way the dollar is plummeting lately ,
my securities have goneup in smoke.
B: Every day 1 have less money! 1 haven't spent anything , it is just melting away
because of the shifts in exchange rate.
A: What we really should be making investment in is the Euro. I' ve followed the
Euro's progress over the last quarter , 1 think it's about time to buy in.
B: What about the Yen 1
A: Are you kidding? The Yen is in worse shape an e dollar!

Dialogue 2 ---
A: May 1 help you?
B: Yes , 1 would 1ike to exchange some money.
A: What currency would you 1ike to trade in?
B: 1 would 1ike to exchange Chinese RMB for American dollars. Do you accept $100
bS1

A: No problem , we can accept any denomination. How much would you 1ike to
exchange today?
B: Well at depends on the rate. How much is the R trading at today?
A: It' s a shame you didn't come a 1ittle ear1ier , the exchange rate was re -s et yesterday
aftemoon. The American dollar is now worth 7.45 R. If you would 1iketo sell
RMB , we can give you a rate of7. 35. W that be alright?
B: 1 guess. . .. Here , give me 5 , 000 RMB worth. 1 might as well exchange a 1ittle
extra. Who knows what the exchange rate mn be tomorrow.

312

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B: 5000

313

Infernafional Greefing Mefhods

79

a .r:::~m~
/ / / / / / / / / / / / / / / / / / / / / ////'//

Beginner ---------
1. How was your trip to France last week?
2. Do you ink your trip was successful?
3. 1 visited both branch 0ces in Paris and Nice.
4. They do thin differendy in Europe.
5. Anything else at is different?
6. Do your homework about greeting customs in other cultures.
7. Some things work fine in the USA , but don't work in Japan.
8. Every couny has their own way of greeting.

Intermediate -
1. In regards to the business 1 had planed to get done , 1 think my trip went prey well.
2. There were a lot of things to get used to in Frce that 1 di't eect.
3. The French people usually kiss as a form of greeting when you frst meet a person , or
when you see a iend.
4. Because I' m used to just a nice , frm handshake , it took a litde getting used to the
kissing type of greeting in France.
5. French also tend to stand a lot closer to you when they talk , so the space bubble
around you is a bit smaller.
6. In reality , these differences are because of different social customs and conditioning.
7. The ly who did the talking didn't do his homework about greeting customs in
Japanese culture.
8. That probably would have worked fne in the USA , most people would think he was
ring to be casual and iendly.

Advanced ---------
1. The greeting in France is not real kissing , it' s just like a litde peck on both sides of
your face , on the cheek . .. or what' s more common is "air-kisses" which is just
making the sound of kissing instead of really kissing your cheek.
2. 1 had to be careful not to subconsciously back up when people got closer than I' m
used to because people might interpret it to mean you don't like them.
3. It was a bonehead om the executive committee that screwed everything up because
he didn't do his homework about greeting methods in Japan.
4. He walked right up to the Japanese CEO and gave him a big slap on the back , then
he put one arm around him , and continued talking , just like they were good ole'
buddies.
5. Some things that are interpreted to be casual and iendly in the USA would make
people om other cultures feel pretty uncomfortable.

314
 ternational Topics

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315


Dialogue 1 -----
A: How was your P to France last week? Do you think it was a successful p?
B: In regards to the business 1 had planed to get done , 1 think it went prey well. 1
visited both branch 0ces in Paris and Nice. But there were a lot of things to get
used to that 1 didn't eect. . . .
A , Like what?
B: For one thing , 1 got kissed more in the three days 1 was in France than the last ten
years 1iving in Beijing!
A: Wh at? Kised? What are you talking about?
B: The French people usually kiss as a form of greeting when you frst meet a person ,
or when you see a iend. It's not real kissing , it' s just like a little peck on both
sides of your face , on the cheek. Or what' s more common is "air-kisses" which is
just making the sound of kissing instead of really kissing your cheek. Because I' m
used to just a nice m handshake , it took a little getting used to the kissing type of
greeting in France.
A: Anything else that was different?
B: Yeah , they also tend to stand a lot closer to you when they talk. The space bubble
around you is a bit smaller. 1 had to be careful not to subconsciously back up when
people got closer than I' m used to.
A: Why would backing up be bad?
B: Because people might interpret it to mean you don't like them , when in reality it is
because of different social custorns and conditioning.

Dialogue 2 -
A: Did you hear? Mter all the work and effort we put into securing the deal with our
]apanese countearts the contract is off!
B: What?! What happened? It seemed so solid , 1 can't imagine that they would back
out on us. . . .
A: It' s quite simple , really. It was a bonehead om the executive committee that
screwed everything up. You know they went to Tokyo last week to seal the deal
and sign the merger conact. . . .
B: Y eah? Don't tell me gs went sour after the meeting?
A: Not aer the meeting , but before they even got started. The lead guy they had
there to do the talking , he obviously didn't do his homework about greeting
custorns in ]apanese culture. He walked right up to the ]apanese CEO d gave him
a big slap on the back. Then he put one arm around him , and conllled talking ,
just like they were good ole' buddies.
B: Oh jeeze. That probably would have worked fne in the USA , most people would
think he was ring to be casual and iendly. But 1 bet the ]apanese boss felt prey
uncornfortable.
A: Yeah , uncornfortable to call off the whole deal.

316


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317
 A

Mergers
80

AE. .
Beginner ------------------ --
1. It seems the company is going out of business.
2. We e going to be taken over by our competitor.
3. We're being bought out.
4. We're merging with Company X.
5. Will we be getting new owners?
6. W it affect our jobs?
7. It will be such a hig change.
8. Two of our mjor suppliers are merging.

Intermediate ---------------
1. Our company will be merging with our largest competitor.
2. The new owners will be coming to start alignment meetings next week.
3. One of the big questions is what to call the new conglomerate company.
4. Merging would have some serious effects on our market strategy.
5. They're really going to join together.
6. U-Tunes was bought out by Murphy's , they will take over the company as of next
month.
7. Why would they allow themselves to be taken over by their swom enemy?
8. It would be easier to ~erge than to compete.

Advanced --
1. It' s not only the name of our company at will change. . . . 1 expect that aer this
acquisition , there'll be a ton of things up in the air.
2. Ifthey e conglomerated into one compy it would have some serious effects on
our market strategy.
3. 1 highly doubt that they would take the step to merge into one compy. . .. They' re
supposed to be bitter enemies , the sctest of competitors.
4. 1 less they must have fgured it would be easier to merge than to keep up the
MF

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319


1 heard a rumor this morning. . " It seems Trusten Tools is going out of business.
Another competitor is going bankrupt. That could be good news for us.
B: 1 think you must have heard wrong. The truth is we are going to be taken over hy
Trusten. We're being bought out , and our compy wi1l be merging with our
largest competitor. It' s not good news at all. . . .
A: What? We're merging with Trusten? 1 never thought that would happen. Will we
be get19 new owners? Will it act our jobs?
B: Probably. The new owners wi1l be coming to start alignment meetings next week.
One of the big questions is what to call the new conglomerate compy.

A: W ow , with such a big change. We won't even have the same name?
B: I t' s not only the name of our company that wi1l change. . .. 1 expect that after this
acquisition , there'll be a ton of things up in the air.

Dialogue 2 --
A: Did you hear the news?Two of our m or suppliers , Murphy Music and U-Tunes
are merging! If they e conglomerated into one company , it would have some
serious afI cts on our market strategy.
B: Are you sure? Wh o told you that? 1 highly doubt that they would take the step to
merge into one company. They're supposed to be bitter enemies , the strictest of
competitors. It must be a rumor. It can't be true.
A: 1 read it myself on the fnancial page. They're really going to join together.
U -Tunes was bought out by Murphy' s , they wi1l take over the company as of next
month.
B: The competition must have been too stiff for U-Tunes. Otherwise why would they
allow themselves to be taken over by their sworn enemy?
A: 1 guess they must have fgured it would be easier to merge than to keep up the
cutthroat competition. If you can't beat 'em , join 'em.

320
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321


Competition
81

A1mmI~r.9IiIi'
////////

Beginner

1. Our competitors have undercut us by 10% .

2. Profts are almost nonexistent now.
3. We can't beat their price.
4. We're no match for the competition.
5. The competition Nill beat us hands down.
6. Wh o is our biggest threat?
7. We're in a ve competitive environment.
8. What' s our competitive strategy?

Intermediate ------------------------- ---

1. There's no way we'll be able to compete against the competition's prices.
2. We're bare breaking even with the present prices.
3. These price wars are disastrous for our bottom line.
4. With that compy on the scene , the competition is cuhroat.
5. Here's information about our competitor's recent market activities.
6. We need a price we can compete with.
7. It' s sink or swim in this market. .
8. We have to d a way to outsmart the other guys.

Advanced -------
1. If they're charging 10% less than we are , we've got to fnd a way to lower our price
while keeping our proft.
2. We need a price that we can coete with , something comparable to the coetition.
3. From the numbers , it seems like Borust Inc. is our biggest competitor. Le'Ban
and Markford are also mjor contenders in our market.
4. With compeon this intense , we'll have to step up production even more.
5. 1 want a preliminary strategic marke19 plan on my desk by next Tuesday . .. the
competition never sleeps and neither should we!

322

t
1. 10%

2.

3.
4.
5.

6. ?

7.

8. ?

1.

2.

3.

4.
5. ..

6.
7.

8.

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1. 10%

2.

3.

4.
5.

323

Dialogue 1-
A: 1 don't know how ey do it! Our competitors have undercut us by 10% on the
price of our latest model. There's no way we' l1 be able to compete against that.
We're barely breaking even with the present prices.
B: These price wars are disastrous for our bottom line. If they're charging 10% less
than we are , we've got to find a way to lower our price while keeping our profit.
A: Profits are almost nonexistent now . .. we can't beat their price. How do they keep
their price so low?

B: We can try to lower our cost of production then. We need a price that we can
compete with , something comparable with the competition.
A: You really think we can make it? 1 don't have much faith in our ability to lower the
price again. We're no rnatch for them , the competition will beat us hands down.

Dialogue 2-
A: Have you seen the sales report for last quarter? Wh o do you think is our biggest
threat?

B: From the numbers , it seems like Borust Inc. is our biggest competitor. Le'Ban
d Markford are also mjor contenders in our market.

A: Le 'Ban is the new kid on the block , it' s arazing they've had such tremendous
success so soon. . .. With them on the scene , the competition is cutthroat.
B: Here's information about our competitor's recent market activities.
A: Th this will be a big help in putting together next quarter's marketing
strategies. With compeon this intense '11 have to step up production even
more. We need a price we can compete with.
B: We're in a veT competitive environment. It' s sink or swim in this market. .
A: Better start swirnming! We've got to find a way to outsmart the other guys. 1 want
a pre1irninary sategic marketing plan on my desk by next Tuesday ... the
competition never sleeps and neither should we!

324

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325

Climbing the Corporate Ladder

82
J

Beginner

1. I' d lik.e to see you in my office for a minute.

2. Are there any positions opening up in our department?
3. I'm tllrning your name in for the position.
4. You've earned it.
5. The atmosphere in the office is like a funeral parlor.
6. The staff had a mutiny.
7. 1 need to get more exposure at work.
8. Supervisors have to take the blame.

Intermediate
1. I've been pang attention to your performance over the last quarter and I'm
impressed.
2. We've noticed that you've done a tremendous job in tackling some difficult accounts.
3. I've recommended you for an interdeptmental transfer to a superviso spot in
fincial.

4. 1 had no idea 1 could move so quickly om eny level to managerial staff.

5. Don't you feel a litde sange taking the place of your old boss aer he was demoted?
6. Everyone understands the oppounity 1 had to step into a leadership role is so great
for my career.
7. 1 am really moving up the ladder now that 1 am considered a supen or.

8. Supervisors get to take the credit for all the hard work of the people under them.

Advanced -
1. 1 just wanted to let you know , aer is month's performance reviews , I'm
recommending you for promotion.
2. 1 was aaid that people would look at me as a aitor for filling in my boss' spot when
the management asked me to.
3. Because of your emendous performance at work , we've decided to recommend you
to fill a new opening in the managerial staff.
4. As a supervisor with more responsib you can have more exposure , which means
you can take credit , but also take the blame.
5. EJosure to the supervis group or managerial staff can be great for your career.

326
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1.
2. 9
3.
4.
5.
6.

7.
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2.

3.

4.
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8.

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3.

4.


5.

327


Dialogue 1-
A: John , I' d like to see you in my 0ce for a minute.
B: Yes , sir , I'll be there in just a moment.
A: John , 1 have been watching you. I've been paying attention to your performance
over the last quarter and I' m impressed. You've done a tremendous job in tackling
some difficult accounts. 1 just wanted to let you know , after is month's perforrnance
reviews , I'm recommending you for promotion.
B: Gosh , s thlk: you . . .. 1 had no idea there were any positions opening up in
our department. . . .
A: Well , it' s not going to be in our department. I' ve recommended you for an
interdeptrnental transfer. There's a supervis spot opening up in fnancial. I' m
mng your name in for it.
B: Management? W ow , 1 had no idea 1 could move so quickly om en level to
managerial staff. . . .
A: Y ou've earned it.

Dialogue 2 -------
A: Don't you feel a little sange taking the place of your old boss aer he was demoted?
B: Yes , at frst 1 felt ve awkward. Aer Bill was demoted , and then resigned , it was
kind of like somebody died! 1 mean , the atrnosphere in the office was like a funeral
parlor or something. And then 1 was aaid that people would look at me as a aitor
for ling his spot when the management asked me to. . . .
A: Did they mu?
B: Thankfully , no. 1 guess everyone understands the opportunity 1 had to step into a
leadership role is so great for my career. 1 really moving up the ladder now at
1 am considered a supervisor. Aer a couple weeks , it was like nothing happened.
A: It is a really good chance for you to get more esure at work. Supervisors get to
take the credit for all the hard work of the people under them.
B: Yeah , and they also take the blame , that' s what happened to my old boss. . . .

328 4
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A:

B:

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329

Branch Offices
83

Beginner ------
1. Have you gotten word om
our Sydney 0ce?
2. The faxes would come from our London headquarters.
3. Where are the members of the board of directors based?
4. How does the board of directors get together for the quarterly meetings?
5. We're waiting on the Bangkok and Kula Lumpur branches.
6. Some produc that do well in the Tokyo branch are a flop in Malaysia.
7. Where are your branches located?
8. How many branch offces does your company operate?

Intermediate
1. Some faxes came off the wire last night om the New Y ork branch , but no one was
here to receive them.
2. Even though London is the company headquarters , the CEO is based in Sydney.
3. The board of directors is made up of members om over seven dirent countries.
4. There are a lot of details to worry about with a compy network that covers multiple
counles.

5. Wh at' s the deal with the Asia area sales?

6. Did you have a chance to look at any of the reports that came in om the branch
ces?

7. We got numbers back om our ces in Beijing , Hong Kong , Taibei , Singapore ,
and Tokyo.
8. Are there y kinds of ends going on for the branches in the Far East?

Advanced
1. We have been ng to solve the details for opening up our Shghai branch for e

last w weeks , but 1 have been wai19 for the go ahead to close the real estate deal
that would give us the 0 ce space to start the branch.
2. We'll already got the approval om e intemational board of directors , but I'm
Wa119 for the okay om the CEO who is based in Sydney.
3. Because the branches a:'e located in such diversely dirent counes cultural and social
influences w defnitely play a part in the success of the product in the va:rious markets.
4. With a multi-national company , we're talking about different people with drent
lifestyles and different needs.
5. Each of the branches takes social and cultural types of things into consideration when
they compile their reports and make the marketing plans.

330
ET
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2.
3.
4. ?
5.
6.

7. ?
8. ?

1.

2.

3. 7
4.

5. ?
6. ?
closeadeal
7.
come off the wire

be worried about t
8. ? be basedin
get the approval
~!ll That's what happens when. . .

1.


2.

3.


4.

5.

331


Dialogue 1-
A: Have you gotten word om our Sydney office? We have been ng to solve the
details for opening up our Shanghai branch for the last w weeks , but 1 have been
WaI19 for the go ahead to close the real estate deal at would give us the office
space to start the branch.
B: We haven't heard anything from Sydney. Some faxes came off the wire last night
om the New York branch , but because ofthe time difference , no one was here to
receive them.
A: The New York branch wouldn't have any information regarding our Shanghai deal
anyway. If anythir it would come om the Sydney branch or our London
headquarters .
B : If the headquarters is in London , then why e you so worried about the news from
Sydney?
A: Even though London is the company headquarters , the CEO is based in Syley.
We'll already got the approval om the board of directors , but I' m waiting for his
okay before 1 close the deal.
B: So where are the members of the board of directors based?
A: The board of directors is made up of members om over seven dirent countries.
That' s what happens when you have a big intemational company with a network
that covers multiple countries.
B: Y ou know what 1 wonder , then?
A , Wh at?
B: How do they get together for the quarterly meetings?

Dialogue 2 ---------
A: What' s the deal with the Asia area sales? Did you have a chance to look at y of
the reports that came in om the branch offices?
B: We got numbers back from our ces in Beijing , Hong Kong , Taibei , Singapore ,
and Tokyo. We're waiting on Bangkok and Kula Lumpur.
A: What do the preliminary figures tell you? Any kinds of trends going on for the
branches in the Far East?
B: It' s hard to say. Because the branches are located in such diversely drent
countries , cultural and social influences w definitely play a part in the success of
the product in the various markets.
A: For example?
B: For instance , some producat do ve well in the Tokyo branch are a flop in
Malaysia. We're talking about different people with dirent lifestyles and different
needs. Each of the branches takes these types of things into consideration when they
compile their reports and make eir marketing plans.

332
 1

A: ?

B:

A:

B: ?
A:

B: ?

A: 7

B: ?

A: i-?

B: ?

A: ? A {Jtkf!..A S~S

B:

A: ?

?
B:

A: ?
B:

333


Consulting
84

Beginner --------------- ----- --- ---------------

1. We needsome ouide help.
2. 1 think we'd all benefit om an outsider's perspective.
3. Hiring a consultant is a good idea.
4. I've got a contact that runs a consulting m.

5. Maybe a professiona1 consultant could help get things on track.

6. What' s in the consultant' s pofolio?

7. Whi ch firms has the consultant worked for in the past?

8. We need help to define our company's problems.

., -
Intermediate ---------
1. I'm seriously considering pulling in an outside consultant to diagnose the cause of our
problernatic areas.
2. Sometimes we're just too close to the problem to see the forest for the trees.
3. The consultant we've hired is an expert in organizationa1 communication.
4. The consultant doesn't come' cheap , but he's an expert in his field.
5. 1 will need copies of your mission statement and employee manu a1.
6. The he a1th of an organization is based on e attitude of all components.

7. As organizationa1 consultant , 1 need a broad-spectrum view of your company.

8. An ouider's view can help to resolve problems intemally.

Advanced -
1. The consultant we've got has done stuff for Microso and Boeing , and 1 think he's
been involved with Siemens aining eva1uations as well.
2. The first thing the consultant did was set up a schedule to interview all employees
startmg om the executive branch down to the laborers .
.3. We need help to def.n e our company's problems , but it seems just a bit meticulous ,
not to mention irrelevant to interview the janitor.
4. The consulta's time comes wi a hey pnce and ,he says that he respec his

time enough not to waste it.

5. 1 will need to arrange week1y meetin with the managers of departrnents to monitor
progress on the implementation of improvement plans.

334

AL
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1.
2.
3.
4.
5.
6. ?
7. ?
8.

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3.
4.

5.
3
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6.
7.
8.

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1.

2.

3.


4.

5.

335


Dialogue 1-
A: Our productivity has been down for more th six months now. 1'n seriously
considering pulling in an outside consultant to diagnose the cause of our problematic
areas. 1 think we'd all benefit om an outsider's perspective. Somenes we're just
too close to the problem to see the forest for the ees.
B: 1 think that' s a good idea. You know , 1've got a golfing buddy that runs a consulting
firm. He's an expert in organizational communication. He doesn't come cheap , but
he's an expert in his field. Maybe he could help get things on track.
A: Do you have his cd? What' s in his portfolio? Whi ch firms has he worked for in
the past?
B: He's done stuff for Microso and Boeing. 1 think he's been involved with Siemens
training evaluations as we11. 1'11 get you his card , you can give him a call.

Dialogue 2 ---
A: 1 will need copies of your mission statement and employee manual. 1 will also set up
a schedule to interview all employees starting om the executive branch down to the
laborers. . . .
B: That' s going to take a lot of time , do you really think that' s necessary? We need
help to def.n e our company's problems , but t seems just a bit meticulous , not to
mention irrelevant to interview the janitor.
A: 1 know what I' m doing. The health of an organization is based on the attitude of all
1 components. Rest assured that 1 will not waste time. My time comes with a
hey price-tag , and 1 respect my time enough not to waste t. However , as an

organizational consultant , 1 need a broad-spectrum view of your compy.

B: Very we11. Is there anything else we can do for you?
A: Yes , 1 will need to arrange weekly. meetings with the managers of departments to
monitor progress on the implementation of improvement plans.

336
 7

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rJ.PUY muy?
B: f'II oYJ noN

11

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B: ?

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lnanw....
:-

B: ?

337


Fair Pay
85

Beginner
1. They have an excellent benef. package.
2. All employees have health and dental coverage.
3. What about the pay rate?
4. 1 am working for minimum wage.
5. They don't give extra pay for overtime.
6. Overtime is our own time.
7. They give us a bonus of$10.
8. Why don't you just quit?
9. It' s not much of an incentive.

Intermediate

1. That compy has a reputation for being one of the best employers in its f. eld.
2. How did they establish themselves in such a solid position?
3. From what 1 hear , the rate of wages is very reasonable.
4. Not eveone is motivated solely by money.
5. They give you fair pay d benef. and a lot of room to grow.
6. 1 hope they're paying you the big bucks for all this work.
7. Ifyou e putting in so many hours ey should give you some kind of compensation.
8. Employers should be required to give their employees a fair rate of wages.

Advanced -
1. A lot of the prestige e company has built is because they have atacted some high-
pro f.l e employees with their incentives.
2. They have an excellent benef.ts package for all employees , even the maintenance staff
have health and dental coverage.
3. 1 think t~re is some legislation that es employers to give their employees a fair
rate of wages.
4. They do give bonuses at the end of the year for the employees with the highest
productivity numbers but frankly , it' s not much of an incentive.
5. 1 am afraid maybe 1 wouldn't be able to fnd' another job. 1 don't have very many job
marketable skills . ., there aren't so many jobs 1 qualif.ed for.

338
'EE
t i&

1.
2.
3. ?
4.
5.
6.

7. 10
8. ?

9.

1.
2. ?
3.
4.
5.

6.
7.

8.

~i& ?

1.

2.

3.

4.

5.
..

339


Dialogue 1-
A: Have you heard anything about Ma:kheed Inc. ? They have called me back for an
interview , and 1 considering taking a job with them.
B: Well , to start with , Markheed Inc. has a reputation for being one of the best
emp10yers in the feld.
A: The best , huh? With so my compies out there , how did they establish
thernselves in such a solid position on top?
B: First of all , they have an excellent benefts package for all emp10yees , even the
maintenance staff have health and dental coverage.
A: Really? What about the pay rate? Are the wages prey high?
B: From what 1 hear , they are very reasonab1e. A 10t of the prestige the company has
built is because they have attracted some high-profle emp10yees with their
mcen tJ.ves.
A: Well , what about the work environment? Not eveone is motivated s01e1y by
money?
B: It' s a great p1ace to work. They give you fa:ir pay and benefts , and a 10t of room to
grow. 1 ink ifthey 0r you a job , you should defnitely take it.

Dialogue 2
A: Are you working overtime aga:in? Over the 1ast two weeks , you have worked
overtime every day without a break! Y our company is dra:i ning the life out of you !
B: 1 know , but 1 don't have a choice. My boss has comp1ete con01 over our work
schedules. 1 haven't made it out of the 0 ce before 9 pm a single day this week!
A: Well , 1 hope they're paying you the big bucks for all this work. .
B: No , not exacdy. . .. 1 working for rninimum wage. An d they don't give extra
pay for overtime. Overtime is our own time.
A: What?! Isn't there a 1aw aga:inst that? 1 think there is some 1egis1ation that requires
emp10yers to give their emp10yees a fa:ir rate of wages. You should know your
rights! If you e putting so many hours , they should give you some kind of
compensatJ.on.
B: They do give bonuses at the end of the year for the emp10yees with the highest
productivity numbers . .. but frankly , it' s not much of an incentive. They give us a
bonus of$10.
A: That' s just wrong! Why don't you just quit?
B: 1 would , but 1 naa:id maybe 1 wouldn't be able to fnd another job. 1 don't have
very many job marketable skills . .. there aren't so many jobs 1 n qualifed for.
A: It sounds like any job would be better than the one you have now!

340
 7

A: ?

B:

A: !??

B: 1\ lo ot Yoo W\ -t'o !jYOtll.

A: ???

B:

A: ?

B:

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A: ?

!
B:
9

A:
B:

A: ?!?
!
B:

. p}
10
A: !?

B:
..

A:

341
L


Recruiting Personnel
86

Beginner ------------------
1. Did they fll the post in sales?
2. Has she been inducted yet?
3. She barely started yesterday.
4. That would be a nice reward for her work.
5. It would affect everyone's morale.
6. We have a morale problem among our employees.
7. We're looking for someone now.
8. It' s hard to find qualified people.

Intermediate -------------------------
1. She is taking the place of Maggie during her rnaternity leave.
2. The management hasn't oficially introduced her to the whole staff yet.
3. Ifshe's competent , maybe they'll promote her when that time comes.
4. She'll probably need someone to show her the ropes.
5. 1 wish our competition would quit poaching our people!
6. 1 know Sunburst is suffering om inbreeding.

7. Our human resources departrnent is working on finding someone.

8. It's not easy to recruit new employees eve few months!

Advanced -----"-
1. If they promoted her for working in a tempora spot a few months , it would
probably affect everyone's morale.
2. Have you ever considered at perhaps we have a morale problem among our
employees?
3. If everyone is discontent with their work , of course they won't stick around.
4. Those who do leave will soon ld out the grass isn't as green on the other side of the
fence as they thought it was:
5. Inbreeding is a big drawback om snitching most of their employees om only one
or two compes.

342
-EE2
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2. ?

3.

4.

5.
6.

7.

8.

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2.

3.

4.
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6.
7.

8.

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1.

2. ?

3.

4.

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343


Dialogue 1
A: Did you meet the new girl in our sales department? She is taking the place of
Maggie during her rnaternity leave.
B: Did they fnally 1 that post? How come 1 havedt seen her? She must have not
been inducted just yet.

A: 1 guess not , they haven't o:fficially introduced her to the whole staff yet. She bare
started yesterday.

B: Is she just working temporarily? Wh at are they going to do when Maggie comes
back om leave?

A: If the new girl is competent , maybe they'll promote her when that time comes.
B: That would be a nice litde reward , now wouldn't it? If that happened , Maggie
would just fume!

A: Y ou're right. If they promoted her for working in Maggie's spot a few months , it
would probably affect everyone's morale.
B: It's the management' s decision , 1 guess. Anyway , she's new. She'll probably need
someone to show her the ropes. Le t' s go to talk to her now!

Dialogue 2

A: 1 wish our competition would quit poaching our people! Wh en Susan resigned last
week to work for Sunburst , she was our fourth employee to leave us for them!
B: Have you ever considered that perhaps we have a morale problem among our
employees? If eveTone is discontent with their work , of course they won't stick
around.

A: Well , those who do leave will soon fnd out the grass isn't as green on the other side
of the fence as they thought it was. 1 know Sunburst is suenng om inbreeding.
B: Inbreeding is a big drawback om snitching most of their employees om only one
or two compames.

A: With Susan leaving , we should probably look to take someone new on bod.
B: Our human resources departrnent is working on it. It' s not easy to recruit new
employees eve few months! It' s hard to fnd qualifed people.
A: Maybe we should start shopping around the competitor's people!

344
h
d

Emp!oyment Practices
ufJMLfR

A: ?

B: ??

A:

B: ?

A:

B: ?

A:

B:

A:

B:

A:

B:

A:

B:

A:

345


Retirement
87

Beginner -

1. He's been with the company for ages.

2. Retirement age is 65.
3. More and more people e retiring earlier.
4. 1 ink she's in her upper 50s a1ready.
5. Wh at plans does he have for his new life aer retirement?
6. My compy gives assistance for future planning.
7. My 401 K isn't my only savings pl1.

8. We hope to have a little money laid away.

Intermediate --
1. A bunch of us at the office are planning a retirement pty for Bob..
2. Everyone was really surprised to hear that he took early retirement.
3. You should get out and enjoy life while you still c.
4. If you have a healthy 401 K pl why not retire a few years early?
5. The best thing about my company's beneft package is the retirement plan.
6. Wh en 1 retire , I'11 have a sweet little nest egg waiting for me.
7. 1 also got a stock portfolio that is earmarked for our retirement.
8. Our golden years will be quite golden if the stock market keeps doing we11.

Advanced ---
1. If you've prepared we11 and kept good savings , retiring early can give you a lot more
time for travel and other activities.
2. Our company has a matching contribution program , which means my monthly
deposit to my 401 K plan is matched by the company , do11ar for do11
3. After thi or so years in the work force , you'11 have a hey sum left over for your
rehrement.
4. Maybe 1 might even be able to take an early retirement; we might do a little traveling
if we want to.
5. Heaven forbid , if we do have some health problems , at least we'11 be fnancially
secure to be able to pay for medical treatment.

346

&
BE?

:1

EEE~
i a

1.

2. 65
3.

4. 50

5. ?
6.

7. 401K
8.

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1.
401 K plr\ 401K
( ff
2.

3.

4. 401K
IJ$9
? 5
5. }
6. sgo O,cl ,. tlOnElY/noOf1
7.
take .early retirer:nei1t
8.
retireme l)t age

upperXs
earlyXO s'
a d 'gtout r'njoyif
1.

ha.ve a'htl r1ch

standardpackge

dental ,and health
2.
worKforce
401K
he sur;n....-;;
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nestegg(
3. 30 }
4. stokportfl()
goldi1 yers []
5 {) 65

347


Dialogue 1-
A: Are you ee next Thursday?
B: Ye1 why? Is there something going on Thursday?
A: A bunch ofus at the 0ce are planning a retirement pty for Bob. He's been with
the company for ages , so eveTOne was really surprised to hear that he took early
retrrement.
B: Bob is retiring? Wow , that' s news to me. . .. 1 had no idea Bob was that old.
Retirement' s still 65 , right?
A: Retirement age is still 65 , but 1 think more and more people are retiring earlier. 1
think Bob's in his upper 50s already. He just looks preT young.
B: W ow. 1 thought he was early 40s , tops. Why would he want to retire so soon?
A: We11 , 1 k if you've preped we11 and kept good savings , retiring early can give
you a lot more time for travel and other activities. You should get out and enjoy life
while you still can , don't you think?
B: 1 guess if you have a healthy 401 K plan , why not retire a few years early? So what
pls does Bob have for his new life aer retirement?
A: He's been bringing in travel brochures to the ce and talking about all these exotic
places like Fiji and Hawaii. . .. 1 have a hunch he'11 take a second honeymoon with
his wife to some sunny padise.

Dialogue 2
A: How are the benefi for your new job?
B: It' s the standard package , dental and health , but the best thing is the retirement
plan. Our compy has a matching conibution program , which means my
monthly deposit into my 401 K plan is matched by the company , do11ar for do11ar.
A: Really? That' s qte a substantial assistance om your compy for your future
planning. Aft:er T or so years in the work force , you'11 have a hey sum le
over for your retirement.
B: Yeah , 1'11 have a sweet little nest egg waiting for me. My 401 K isn't my only
savings plan , though. My wife and 1 also got a stock portfolio that is earmarked for
our retlrement.
A: Y ou certainly are we11 prepared! Y our golden years Nill be quite golden if the stock
market keeps doing we11. . . .
B: We hope to have a litde money laid away. That way , we can really e oy our
retirement. Maybe 1 might even be able to take an early retirement; we might do a
little aveling if we want to; and , heaven forbid , if we do have some health
problems , at least we'11 be financially secure to be able to pay for medical treatrnent.

348


a 1

A: f?
B: ?

A:

B: ?
65 ?
A: 65
55

B: 40
c:
?

A:

?

B: 401K ?
q
A:

~2

A: ?
B:

401K

1 1

A: ?
30
B: 401K

A: !

B:
()

349

Partnerst ip
88

A1ti9d m.lWi
mA~
Beginner
1. W ould you be willingjoin our team?
2. Do you have interest in our project?
3. Wh at kind of help did you have in mind?
4. What' s in it for me?
5. Are you rilling to work with us?
6. 1 think our honeymoon period is over.
7. They aren't willing to shoulder the burden equally.
8. We jumped into this relationship too soon.

Intermediate -
1. l' d like to talk to you about joining our team to help bring this project to completion.
2. W e' d like to set up a partnership , where we can h each other.
3. So if 1 help you as a consultant , what' s in it for me?
4. We could give you an onsite 0ce as well as potential to develop your own contacts
in Japan.
5. Aer helping with our project , we'd be willing to split our proft with you.
6. Y ou would have a share of 30% of our profts om the launch events.
7. 1 heard that you're now working hand in hand with your competitor.
8. It' s not a match made in heaven , but we're 19 to make it work.
9. It' s no good to have bad blood between you aerwards.

Advanced -
1. We are looking for someone who is fam with the market and cultural issues to act
as an advisor to our marketing staff.
~. In the beginning , everyone was really gung-ho about our two teams working together
because they have got a lot of resources that we don't normally have access to.
1. Partnership should mean both of our teams conbute equally , but they are not
willing to give 100% .
f. Did you discuss how the workload was going to be divvied up before you agreed on
partnership?
'. You've got to put everything in writing up 0 or else later on , you could have
some bad feelings between the two companies if expectations e dirent.

50
'EEE
~ experien c 9c
ph f3pornenl' .
1.? nnt
dcnf b
2. ?
coinglPIJ :
3. ? advis5r
4. ?
b

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5. ? on

s
sit

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6. pqtE3bfi~l.
q.rn~l'lgf3!JlEmt i5
7.
bffer
8.

1.

2.
3. ?
4.

5.
6. 30%
7.
delopc()otat
8.
sPlitpr'fit :
havaSllarEL()f. pr5fits
9.
workhand.. iO.hand
rnatch made irllaven
iJl ?
-;
1.
gung-I;to
makeit vv9rl
2. h9r)!3yrnboh period :
makedernands .

haveaccess. .10
3.

100% s!ilglqeG 1:\ l)urden
4. pqtin9Vime ;
? JiyW .u :
..'jtjrnP.iQtQ.? t.elatiqnship
5.


sp~JI;oWt;
put.:ir1vvriting-
b.dblod

351
 t

Dialogue 1-
A: Mr. Hughes? Doyou have a rninute? 1 would 1ike to discuss something with you.
B: What can 1 do for you?
A: 1 was wondering , 1 have heard om many of my co-workers that your knowledge
d e] erience in international markets is phenomenal. Also , I've heard the rumor
that you speak fluent ]apanese. Is that right?
B: Yes , that' s right. 1 do speak decent ]apanese.
A: Ri ght now I' m working on a product launch project to open up our Asian market.
We have several upcoming events to take place in four ]apanese cities. We'll be
heading to Tokyo next month to get ngs started. What I' d 1ike to talk to you
about is joining our team to h bring this project to completion.
B: Exacdy what kind of help did you have in rnind?
A: We are looking for someone who is farar with the market and cultural issues to
act as an advisor to our marketing staff We'd 1ike to set up a partnership , where we
can help each other.
B: So if 1 help you as a consultant , what' s in it for me?
A: We could give you onsite office , as well as potential to develop your own
contacts in ]apan~ At the same time , aerhelping with our project , we'd be willing
to sp1it our proft with you.
B: What kind of an arrangement are you thinking about?
A: You would have a share of30% of our profts om the launch events. So , what do
you say e you willing to work with us?
B: It sounds 1ike a great offGive me a 1itde time to think it over , and I' ll get back
to you by the end of the week.

Dialogue 2-
A: 1 heard at you're now working hand in hand with Michalsen Labs. How is the
marriage of your frms working out?
B: It' s not a match made in heaven , but we're trying to make it work. In the
beginning , everyone was really gung-ho about our two teams working together.
Aer all , Michalsen's got a lot of resources that we don't normally have access to.
But 1 think our honeymoon period was over after they started making some ve
unfair demands of our staff.
A ~ What kind of demands?
B: They aren't willing to shoulder the burden equally. Partnership should mean both of
our teams contribute equally , but e not willing to give 100%. For example ,
they expect our team to put in overtime nearly every day , but they're out the door
at 5:30 every day.
A: That doesn't seem very fai r. . .. Did you discuss how the workload was going to be
divvied up before you agreed on partnership?
B: See , that' s one of the problems. We jumped into is relationship too soon , so
there are a lot of things that haven't been clearly spelled out. Like responsib i1ities and
proft sharing. . . .
A: That' s a dangerous situation. You've got to put everything in rriting up ont or
else later on , you could have some bad fee1ings between the two companies if
expectations are dirent. I t' s no good to have bad blood between you afterwards.
B: Y ou're right.

352


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353


Rsums
89

Beginner ----
1. Personal Infonnation , Education , Experience , Trning... .
2. 1 think you should add another section for Language;
3. Languages don't have anything to do with engineering.
4. 1 reviewed the CVs we received last week.
5. We have a vac in the financial departrnent.
6. Her rsum looks prey impressive.
7. Her education background is outstanding.
8. Looking at her rsum I' d say she's qualified.
9. Maybe she's a litt1e overqualified.
10. What's e difference between a CV and a rsum?

Intermediate
1. Could you do me a favor d prooead my rsum before 1 send it out to the human
resources departrnent?
2. You speak three languages , so you might as well put that on your rsum.
3. Shouldn't everything 1 put on my rsum have something to do with my field?
t Y our language abties say something about your level of intellect and eence.
:;. 1 think human resources directors want to see more of a well-rounded person in a
resume.
}. A rsum is limited in how much it can tell someone about a person.
1 She graduated om Harvard in Finance , later got a master's degree om Stanford.
L We don't know her marital stas whether or not she has chi1dren.

Advanced
A rsum is 1imited in how much it can tell someone about a person , so job
interviews are important to let people know the real you that they can't see om a
piece of paper.
Even though they are 1imited in expressing e whole person , rsums can be helpfi
ln e)laining things and giving a good impression to a potential employer.
Experience , three years in accoun19 for a large marketing fi before that she
worked en level in banking management.
Because America has many laws to ensure equa1ity d prevent discrimination ,
Americans are not required or even expected to put information of such a personal
nature on their rsums.
The puose of not inc1uding a photo or personal infonnation on a rsum is to
prevent discrimination in hiring based on age , gender , or marital status.

;4
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2.
3.
4.
5.
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5. GV= c l1fric:ulrYI vitae
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5.

355

-'-"IIIIIIII


Dialogue 1
A: Could you do me a favor d prooead my rsum before 1 send it out to the
human resources department?
B: Sure , let me tak:e a look. Personal Information , Education , E)enence
Trning. . .. 1 ink you should add another section for Language. Y ou speak three
languages , so you might as wel1 put that on your rsum.
A: But languages don't have anything to do with engineering. Shouldn't everything 1
put on my rsum have something to do with my field?
B: Not necessarily. 1 think people would be impressed by your language abilities. It
says something about your level of intel1ect and eerience. Als o , 1 think human
resources directors want to see more of a wel1-rounded person in a rsum.
A: It's just a piece of paper , you ink that they can tel1 if 1 am a wel1-rounded person
by looking at ?
B: Wel1, you're right , the rsum is 1imited in how much it can tel1 someone about a
person. That' s why job interviews are important to let people know the real you
that they can't see from a piece of paper. But ms can be h1 in laining
things d giving a good impression to a potential employer.

Dialogue 2-
A: Le t' s review the CVs we received last week for our vacancy in the financial
department. What have you got?
B: Take a look at this one.... Experience , three years in accounting for a large
marketing fin before that she worked eny level in banking management. Looks
pretty impressive. What do you ink?
A: Her education background is also quite outstanding. She graduated with her
Bachelor's degree om Harrard in Finance , later got a master's degree om
Stanford. Looking just at that , I' d say she's qualified.
B: Maybe a 1itde overqualified. She might have higher salary expectations. Also ,
she hasn't 1isted any personal information. We don't know her marital status ,
whether or not she has children. Why , she di't even put her birth date on the
CV! No picture either.
A: Oh , didn't you know? She's an American. Generally Americans will not put those
types of personal statistics on their CVs. That' s the difference between a CV and a
resule.

B: Why don't they put those vital statistics on their rsums?

A: Because America has many laws to ensure equality and prevent discrimination ,
Americans are not required or even expected to put information of such a personal
nature on their rsums. The purpose is to prevent discrimination in hiring based on
age , gender , or marital status.
B: Oh , 1 didn't know that.
A: An American employer would never even ask for a photo on a rsum.

356
 7

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357


Job Inferviews
90

Beginner -------------------------------------------------------------.--.----------.-.-
1. Please have a seat.
2. 1 completed University in New Zealand.
3. Did you start working right away after graduation?
4. 1 work in the advertising indus.

5. 1 have five years experience in marketing.

6. 1 would rather work part-time:
7. Why did you decide to leave your former post?
8. 1 e)ect at least $ 40, 000 per ye.
9. Th1ks for coming in on such short notice.
10. Have you ever worked in broadcasting before?
1 1. I' d be happy to.

Intermediate -------
1. 1 n willing to negotiate , but 1 e)pect at least $ 40 , 000 per year.
2. This includes both eny level and management positions.
3. 1 felt after five ye in one place , 1 was ready for something new.
4. We've already had over fiyapp1icts for this position.
5. What sets you apart om all the other candidates?
6. 1 have done some work in print media , but this will be the first time to do broadcast
media.
7. Even though it is new for me , 1 learn really quickly.
8. 1 have confidence 1 can get the hang of things in no time at all.
9. W ould you mind giving us a demo right now?

Advanced
1. In my last position , 1 worked my way up to being director of the marke19 deptment.

2. 1 loved my things about my form job 1 left w arniablt! fee1ings on both

sides.
3. We're looking for someone who will be able to work on a part-time basis only.
4. 1 ink something 1 can offer that is different om eveone else is that 1 c speak

several languages fluendy.

5. 1 have experience in intercultural communication , and 1 can help your station to
reach a wider audience.

358
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359


Dialogue 1 -
A: Hello Mr. Jones , please have a seat. Th ank: you for coming in today. 1 have read
your rsum. You completed University in England?
B: Yes , 1 went to Cambridge. Aft er graduation , 1 started right aw into the advertising
indusy. Later , 1 made a bit of a switch to focus on marketing research.
A: So , what experience do you have?
B: 1 have ten years marketing e)erience. This includes bo level and management
positions. In my last position , 1 worked my way up to being director of the market-
ing department.
A: 1 can see at om your rsum. Your last position was marketing director for a
pharmaceutical company , is at right? Later , why did you decide to leave your
ber post?
B: 1 lt after fve years in one place , 1 was ready for something new. 1 would like to
have a job that is challenging , something that 1 can see and do new things every
day. 1 loved many things about my forrer job d 1 le with amiable flings on
both sides. 1 was just ready for something new.
A: 1 see. Do you want to work full-time or part-time?
B , 1 would rather work full-time.
A: I'll make note of that. Now , what are your saly expectations?
B: 1 am rilling to negotiate , but 1 expect at least $ 40 , 000 a ye.

Dialogue 2 --
A: Thanks for coming in on such short notice. Did you fnd our studio okay?
B: Oh , yes , it was veT easy to fnd with the directions you gave me.
A: Good. Well , let' s get right into your interview. We're looking for someone who
will be able to work on a part-time basis only.
B: That' s no problem. 1 can work either part-time or full-tir but 1 actually prefer
something part-time.
A: Tell me a little bit about your qualifcations. We've already had over ffty applican

for this position. What sets you apart om all the other candidates?
B: 1 think something 1 can offer that is different om eveTone else is that 1 can speak
severallanguages fluently. 1 have experience in intercultural communication , and 1
can help your station to reach a wider audience.
A: Have
y'ou er worked
inbroad
castin
gbef
re
b
B: 1 have done some work in prin
t media , but this will be the frst time to do broadcast
media. Even though it is new for me , 1 learn really quickly. 1 have confdence 1
can get the hang of things in no time at all.
A: W ould you mind ging us a demo right now?
B: No problem! I' d be happy to.

360
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361


Women in the Workforce

11

Beginner ---------------.------
1. Things are better now than they used to be.
2. Traditional social customs sometimes lead to inequality.
3. W omen have few opportunities to advance in the work force.
4. Men have power , so i t' s easier for them to stay in power.
5. I' m going to report my boss for sexual harassment.
6. 1 was offended at work.
7. You're missing the point.
8. It' s about respect.

Intermediate ----------------------.-
1. Society is changing , but there is stil1 a glass ceiling for women in my career acks.

2. Don't underestimate the good ole' boy system.

3. Affirmative action and other legislation has done a lot to change the male hierarchy.
4. My boss has crossed the 1ine one too many times with his sexist comments.
5. 1 doubt any of my male colleagues would stand for such treatment.
6. My boss eats all the women employees with such a patronizing attitude.
7. It is as if he believes we are not equal or not as serious as our male co-workers.
8. It's his attitude that needs to be changed , not just his words.

Advanced ---
1. From my own experience as a career woman , 1 would have to say that while things
are better now th they used to be , discrimination is stil1 a widespread problem.
2. Armative action has given us management quo and bans sexual discrimination ,
but i t' s stil1 a man's world.
3. My boss constantly lets inappropriate things slip out , referring to the women
employees as "girls" or calling us "sweetheart" or "darling".
4. 1 think you'll fnd that most male bosses in your indusT are already conditioned to
treat males in this way.
5. That' s what you get for working in a male -d ominated feld.

362
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363


Dialogue 1
A: Do you think discrimination against women in the work force is still prevalent even
today?
B: From my own e2erience as a career woman , 1 would have to say that while things
are better now than they used to be , it is still a widespread problem. Society is
changing , but there is still a glass ceiling for women in many career tracks.
A: Do you think the glass ceiling phenomena is because of traditional social customs?
Or are there more issues coming into play?
B: 1 think 's a very comp1icated issue. A part of the difficulties women have advancing
in the work force are due to w opportunities and m.y male managers. Don't
underestimate the good ole' boy system. Men have power , so i t' s easier for them to
stay 10 power.
A: What about armative action? Hasn't legislation changed a lot of the male
hierarchy?
B: Affirmative action has given us management quotas and bans sexual discrimination ,
but it' s still a man's world.

Dialogue 2 --
A: 1 aI totally fed up with my boss. He has crossed the 1ine one too many times with
his sexist comments. This time 1 am really going to report him for sexual
harassment.
B: What happened? Did your boss say something to offend you at work?
A: He constantly lets appropriate things s1ip out , referring to the women employees as
"girls" or calling us "sweetheart" or" dar1ing". 1 doubt any of my male colleagues
would stand for such treatment.
B: Don't you think you're overreacting a ttle? C al1ing you by nicknaIlles shouldn't be
so bad. .
A: You're missing the point. It' s about respect. He eats us with such a patronizing
atude as if we are not equal or not as serious as our male co-workers. It' s his
attitude that needs to be changed , not just his words.
B: That' s what you get for working in a male -d ominated feld. 1 think you'll fnd that
most male bosses in your indusr are already conditioned to treat females in this
way. You probably won't be able to change him.

364
 7

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365


Discrimination
92

al.II!'mm
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Beginner -
1. 1 am against any kind of quota system.
2. Our company is too homogeneous.
3. 1 believe that i t' s time for a change.
4. We need a quota system to help us put change into effect.
5. Diversity usually brings contention.
6. Diversity may not be efE. cient.
7. 1 don't look any different on e outside.
8. Because of your heritage people won't give you a chance.

Intermediate
1. Half of all the new executives hired in the next six months must come om minority
backgrounds.
2. Its not fair to hire someone for his race and not for his qualifcations and experience.
3. If you look at our current mix of managerial level staff, 98% come omam ority
background.
4. Quotas may force us to be more heterogeneous , but they can't guarantee a high
quality of staf[
5. Diversity is not all it's cracked up to be.
6. We'll suddenly be dealing with all kinds of issues and conflicts that were never a big
deal before.
7. I' m getting pretty fed up with how much discrimination there is in the workforce
these days.
8. I t' s the outside appearance that is more importt than any kind of ability.

Advanced

1. N ew company policy is to eliminate any kind of discriminatory attitudes that may

have been prevalent in the past.
2. How many qualifed d experienced minorities were tumed away because of the
color of their skin or the sound of their accent?
3. One small exnple of problems with diversity is the cost and ineciency of
bilingualism and multiple language printing of company materials.
4. I' m thinking that it just might save everybody's time if 1 sent a picture with my
rsum frst to let them know I'm not a blonde haired , blue-eyed American.
5. You can see any]oe Blow off the street with the right looks get a ton of jobs , but if
you don't ft the stereotype , you're outta luck.

366
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3.
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367


B
Dialogue 1 ---.------------.- ------------------ --------.-----
A: H a1f of all the new executives hired in the next six months must come om minority
backgrounds. New company policy is to eliminate any kind of discriminatory
attitudes that may have been prevalent in the past.
B: What is that? Some kind of new affirmative action? Y ou know 1 am stricdy against
any kind of quota system. It just doesn't seem fair to hire someone for his race and
not for his qualifcations and experience. .
A: That is the point exacdy! If you look at our current mix of managerial level staff ,
98% come from a m ority background. We're just too homogeneous. How many
qualifed and experienced minorities were tumed away because of the color of their
skin or the sound of their accent? 1 believe that i t' s time for a change. If we need a
quota system to help us put at change into effect en so be it.
B: Quotas may force us to be more heterogeneous , but they can't guarantee a high
quality of staff. An d diversity is not all it' s cracked up to be , either. .
A: What do you mean?
B: For one thing , diversity usually brings contention. We'll suddenly be dealing with
all kinds of issues and conf1icts that were never a big deal before. One small exnple
is bilingualism d multiple language printing of company materials. That' s cosdy
and inecient but sometimes necessy when you bring minorities into the picture.
I've seen it happen to compares before.
A: Diversity lay not be the most efficient , you're right. But it brings other things to
the table. Y ou say conflict , 1 say creativity. Y ou say inefficient , 1 say innovation.
We need more th one way of doing things !

Dialogue 2 ---------
A: How's the job search going? Any luck?
B: I' m getting prey fed up with how much discrimination there is in the workforce
these days. . . .
A: Wh at do you mean?
B: 1 mean that every time 1 send out a rsum and get a call back for an interview , they
irnmediately change their minds as soon as they see the color of my skin. I'm thinking
that it just might save everybody's time if 1 sent a picture with my rsum frst to let
them know I' m not a blonde haired , blue-eyed American. I'm 100% American ,
but it just so happens 1 come om As ian ancest so 1 don't look any different on
the outside.
A: So because of your heritage , people won't give you a chance to be English teacher?
B: Nope. 1 ar perfecdy qualifed , English is my native language. Heck , 1 even
went to University for four years to become English teacher. But here , i t' s the
outside appearance that is more important than y kind of ability.
A: That' s right. Y ou can see any Joe Blow off the street with the right looks get a ton
of jobs , but if you don't ft the stereotype , you're outta luck.

368
 Social and

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Welfare
93

Beginner ------
1. The compy he works for really takes care of him.
2. His sick leave includes days off for mental health.
3. His compy also has a gym in their office building.
4. They encourage all employees to keep fit.
5. Employee welfare is top priority to management.
6. Company morale is ve high.

7. Our welfare program consists of benefits packages.

Intermediate -
1. Not only does he have 2 weeks vacation every year , but he also has sick leave.
2. Sometimes the corporate world cares more about money than anything else.
3. It's great to see some comp1es are caring about the quality of life of their employees.
4. Once a year they'll have a company picnic , they also sponsor a company Christmas
Pty and New Year's pty.

5. There will be a lot of changes in company policy to accommodate better employee

welfare.
6. We hope to boost morale by increasing incentives and adding additional welfre

considerations.
7. Employees will be given 10 paid sick days , in addition to their 2 week vacation periods.
8. The ombudsman should maintain faimess , equality , and an orderly and efficient work
place.

Advanced ------
1. They provide medical and dental insurance for all full-time workers , and they also
organize company social gatherings.
2. They focus on continuing education by having 8 company-wide training events eve
year d encouraging staff to apply for conferences and training meetings ouide the
company.
3. All employees will be encouraged to maintain proper physical health with a company
sponsored aerobics class on Friday nights.
4. Whenever you have a question or concem regarding anything at happens during the
work day , the ombudsman will be your advocate.
5. If you believe there is anything inappropriate or unfair in the management practices ,
the ombudsman will be the first person you seek because her job is to represent ybur
mterests.

370
 Social and

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2.
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4.
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2.
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371


Dialogue 1 -
A: The company that Chad works for really tak:es care of him.
B: What do you mean?
A: Well , not only does he have 2 weeks vacation every ye but he also has sick leave
which includes 5 optional days off a ye for mental health days.
B: Mental health days? ]eeze , 1 wish my company had some plan like at. Sometimes
the corporate world cares more about money thything else. 1 think it' s great to
see some compars like the one Chad works for at are caring about the quality
of life of their employees.
A: No kidding. Chad's company also has a gym in their 0ce building to encourage all
employees to keep fit. They provide medical and dental insurance for all full-time
workers d they also or:ruze compy social gatherings.
B: Like what kind of social gatherings?
A: Once a year they'll have a compy picnic ey also sponsor a compy Christmas
Pty and New Year's pty. They focus on continuing education by having 8
company- wide rung even every yed encouraging staff to apply for
conferences and aining meetings outside the company.
B: W ow , the welfre of the employees seems top priority to management. . . .
A: Needless to s company morale is ve high. .

Dialogue 2 --
A: Thank you all for coming to our monthly staff correlation meeting. Today we have
a lot of new things to introduce to you all , there will be a lot of changes in
company policy to accommodate better employee welfare. . . .
B: Employee welfare? What all does that include?
A: In the past , our wele program has consisted of benefits packages only , meaning
P1 health insurance coverage and retirement plan. But we hope to boost morale
by increasing incentives and adding additional welfare considerations.
B: What kind of considerations are we talking about?
A: It is proposed that om now on , employees will be given 10 paid sick days , in
addition to their 2 week vacation periods. They will also be encouraged to maintain
proper physical health with a company sponsored aerobics class on Friday nights.
We have also consulted with the human resource department and have hired a new
liaison between management and employees. Le t' s all welcome Ms. Michelle Cain
to our te as our company's ombudsman.
B: Our company now has an ombudsm?
A: Yes , that' s right. From now on , whenever you have a question or concern
regarding anything that happens during the work day , Ms. Cain will be your
advocate. If you believe there is anything inappropriate or unfair in the management
practices , the ombudsman will be the first person you seek. She will maintain
fairness , equality d an orderly and efficient work place. Her job is to have your
best interest at heart.

372
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373


Labor Unions
94

Beginner
1. Labor relations are getting heated.
2. What does the labor union want this time?
3. Why are the unions making demands now?
4. Did your company go union?
5. Many companies in our industry are being unionized.
6. Labor unions can really squeeze the executives.
7. Having a union is probably better for e workers.
8. The union's purpose is to look out for the litde guys.

Intermediate -----------------------
1. There's even talk of a strike if contract negotiations don't go smoothly.
2. The unions are demanding another raise for 111-time employees and more vacation
days.
3. Because of the unions , it's getting harder and harder to compete on a level playing
feld.
4. We're hopping on the bandwagon and siing up for the union.
5. How happy you are about the union depends on ifyou are in management or in the
labor force.
6. Management isn't looking on the labor unions too favorably.
7. Labor unions are all about getting a voice for the underdog.
8. Labor unions can bring equality for workers , but sometimes make things difficult for
management.

Advanced

1. 1 would hate to see the negotiations go sour , because the last thing we need is more
trouble om the labor union.
2. The unions are claiming there's an increase of work-related stress , so there ought to
be some kind of compensation for higher pressure on the job.
3. With cutbacks aer the recession , there is more workload per employee , so in
ac ality ey do have more stress now than in the past.
4. Sometimes the executives feel the labor union keeps things om getting done because
they always strike or make a fuss about something.
5. Labor unions are important part of many industries because they make sure the
workers have a say and are eated fairly. ,

374
 l H

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1. demand

2. ? raise
full-time
3. ?
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4. ? claim
5. stress
6. compensation
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7.
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8. 1JV0rkload
per
a warrant
unionized
1.
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unite
2. underdog

3. labor force
talk of
4. gosour (};

5.
thelast thing we need .. .


6. What do they want this time?
7. ?

8.
work-related stress
ought to

in actuality
seem to think so

go union
1.
a level playing field


2. hopon thebandwagon

sign up for
3.
I don't blamethem.


4. put the squeeze on . . .

5. look out for

take on

little guys
get a voice

375

Dialogue 1-
A: Labor relations have been getting heated over the last few days. There's even talk of
a strik:e if contract negotiations don't go smoothly.
B : 1 would hate to see the negotiations go sour , because the last thing we need is more
trouble om the labor union. Wh at do they want this time?
A: They are demanding another raise for full-time employees and more vacation days.
They claim there's an increase of work-related stress , so there ought to be some
kind of compensation for higher pressure on the job.
B: Hasn't it always been stressful? Why make demands now?
A: With cutbacks afrer the recession , there is more workload per employee , so in
actuality ey do have more stress now than in the past. 1 just don't know if it

warrants a pay raise for everyone.

B: 1 guess the labor union seems to think so.

Dialogue 2-
A: Did your company go union? 1 heard that many companies in our industry are being
unionized , so it' s getting harder and harder to compete on a level playing field.
B: Yes , we're hopping on the bandwagon and signing up for the union. Mosdy people E
prey happy about it. . .. 1 gues it depends on if you are in management or in the
labor force.

A: Management isn't looking on the labor unions too favorably , l' d guess. 1 don't
blame them. . .. Labor unions can really put the squeeze on the executives.
B: Sure.... But it' s probably better for the workers , because the union's whole
purpose is to look out for the litde guys. The only way that the litde guys can take
on the big bosses is if they unite. Labor unions are all about getting a voice for the
underdog.

376
 cial y Issu

A:

B:

A:

B: ?

A:

B:

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A: ?

B:

..

A:

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OY

377

Strikes and Demonstrations

95

Beginner -

1. Our labor union is g a nationwide strike today.

2. Does your company have a good corporate image?
3. We start work again after the ske is over.
4. A sike can be a nice , unanticipated holiday.
5. The strike has been brewing for quite some time.
6. The working conditions at the factory are horrendous.
7. What kind of demands do the workers have?
8. What specifcally are they asking for?

Intermediate ---
1. Why would they have to go to such extreme measures like a strike?
2. The folks at headquarters are going nuts over something as serious as a strike.
3. Usually the strike only 1ts a day or two before both sides can come to an agreement.
4. All the workers om the factory are staging a demonstration in the streets.
5. Not one of the two thousand employees showed up for work today.
6. People are in the sts carrying picket signs and shouting slogans.
7. The workers gained courage to ske aer e mayor's speech last week.
8. The workers want raises , medical insurance , and ey want to clean up the factory's
safety hazds.

Advanced -----
1. All of the workers in our deplent are supporting the labor union by participating
in the strike and not going in to work this week.
2. Whenever there arises a dispute between the union and the executive group , the frst
thing they do is to call a strike.
3. All of the workers have gathered outside the city hall to demand better working
conditions for all factory employees.
4. The motivation to organize themselves and strike came er the worker's m19 to
address equality and opportunity.
5. The most important issue that the workers are striking about is the safety hazards of
their working environment.

378
 $ocial and EI

#J ~

1.

2. ?

4.

5.

7. 9

8. ?

1.?

2.

3.

4.
labor union
5. 2000
have aday.off
6. how come
7. stage a strike
stageademonstration
8.

~i&

1
calL astrike

bothsides
2. come to anagremert

in the streets
3.
showup {for lJVr k. j {
}

4.
working conditions
piketsigrs
call (sb , }on(.sth. )
5. {}
gaincourage

have benbrewing forsome
time
cleanup
safetyhazard

379
i


Dialogue 1

A: Do you have the day off today? How come you're not at work now?
B: 1 don't have the day off Our labor union is staging a nationwide ske today , all of
the workers in our department are supporting the labor union by participating and
not going in to work this week.
A: Are you serious? Why would they have to go to such extreme measures 1ike a
strike? Doesn't your company have a pretty good corporate image? 1'11 bet the folks
at headquarters are going nuts over something as serious as a strike. .
B: It happens quite 0en actually. Wh enever there arises a dispute between the union
and the executive group , the first thing they do is to call a strike. Usually it only
lasts a day or two before both sides can come to an agreement and we start work
again. Anyhow , it' s a nice , unanticipated ho1iday. .

Dialogue 2

A: Did you hear what' s going on downtown today? All the workers om the factory
are staging a demonstration in the s. Not one of the two thousand employees
showed up for work today , and they have gathered ouide the city hall to demand
ker working conditions for all factory employees.
B: W ow , sounds chaotic. . .. two thousand people in theets cng picket signs
d shouting slogans. What gave them the motivation to fnally organize and call
management on the substandard working conditions?
A: 1 ink they gained courage after the mayor's speech last week on equ a1ity and
opportunity for all town citizens. Anyway , the sentiments have been brewing for
quite some time. 1 mean , we all know the working conditions at the factory are
quite horrendous.
B: So what kind of demands do they have? What are they asking for specifcally?
A: They want raises and medical insurance d 1 think they want to clean up the
factory's safety hazds. That' s probably the most important ssue.

380

......
 Social and Equality Issues

7 W//////-//////E

A: ??

B:

A: ?

......

B:

2 W//???

A: ? 2000

B: ...... 2000

A:

B: ?

A:

381


Management Training
96

Beginner ---
1. We hire for ade but we train for ability.
2. Employees should leam and develop their skills continually.
3. Wh at kinds of training programs are available?
4. It' s not easy to cultivate globalized leadership.
5. Which employees are eligible for the training course?
6. There is a competitive selection process.
7. How long will the training sessions take?
8. We will meet weekly on Thursday mornings.

Intermediate

1. Our employee base is made up of a team of hardworking go -getters , who have the
right stuff.
2. We have one specifc course for leadership development at is called our Management
Success System.
3. The program's focus is to h our management team develop a global view of our
company.
4. Our future senior leaders should know the issues facing our indusT and be prepared
to be effective leader.
5. As you all know , you've all been hand-p icked by senior staff management to pticipate

in the aImng.

6. Each session will last three hours , and the course has a duration of three months.
7. This training course is a comprehensive and intense preparation for you.
8. Most training graduates go on to be promoted into senior management positions.

Advanced
1. We don't just teach technical aptitude , but we also allow our managers d supervisors
an in -depth learning experience that includes a three-month leadership course.
2. Participant criteria includes a high performance record , positive feedback by peers and
supervisors , and a desire to participate and advance in the company.
3. 1 hope you all appreciate the oppunity to work on your management abilities , and
become further indoctrinated in our compy culture and business plans.
4. The pticipants of this course are the future leaders of this corporation , with a great
percentage of the graduates going on to promotions into the senior management circle.
5. Our goal is to equip you with all the skills and understanding of a multinational
company that will enable you to be an effective leader.

382
aE.. .:::
7
aitude
1!Jl ability
1. available
2. aptitude
in-depth
3. ?
course
4.
issue
5. ?
senior
6. worldwide
7. ? rigorous
8. cultivate
eligible
a competitive

1
process

participant
2. criteria
feedback
3. peer
indoctrinate
4. schedule

session
duratin
5.
assignment

comprehensive
6. 3 3
intense
7. pror'notion
hand-picked
8. go-geer<(1)

~!Jl 7

1
3

2.


3.


4

5.

383
a

,

Di alogue 1 -
A: Here at Brookstone , we hire for attitude , but we train for abty. What that means
is our employee base is made up of a team of hardworking go -getters , who have the
right stuff to leam and develop their skills continually.
B: What kinds of training programs are available to staff?
A: Our training focuses on leadership development. We have one specifc course that is
called our Management Success System , or MSS. We don't just teach technical
aptide but we also allow our managers and supervisors in-depth lemg

eJerience that includes a three-month leadership course. The program's focus is to

help our management team develop a global view of our company , so our future
senior leaders will know the issues facing our indusy and be prepared to be an
effective leader of a worldwide organization.
B: It sounds like a really rigorous program. It' s not easy to cultivate globalized
leadership. Which employees are eligible for the training course?
A:bere is a competitive selection proce .Pticipt criteria includes a high perfornlce

record , positive feedback by peers and supervisors , and a desire to participate and
advance in the company.

Dialogue 2 -
A: Welcome eveTone to the frst session of our leadership workshop. As you all
know , you've all been hand-picked by senior staff management to participate , and
from your perforrance reviews , 1 know you're the cream of the crop. 1 hope you
all appreciate the oppounity to work on your management abilities , and become
hher indoctrinated in our compy culture and business pls. To start with , do
we have any questions?
B: Excuse me , yes. . .. 1 would like to know a little more about our schedule for the
training. What dayswill we be meeting? How long will the training sessions take?
How long will the course last? Is there homework?
A: We will meet weekly on Thursday momings. Each session will last three hours d

the course has a durati01i of three months. You will have assignments that w reqre

out of class time to complete. This training course is a comprehensive and intense
preparation for you.be participants of this course e e fure leaders of this
corporation , with a great percentage of the graduates going on to promotions into the
senior management circle. our goal is to eqp you with all the skills and understanding
of a multinational compy that will enable you to be an effective leader.

384
 Education

A: {)

B: ?

A:
ss

MSS
--
--

B:

A:

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A:

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B:

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A: 3 3

385


SeminarslWorkshops
97 /

Beginner ------
1. The workshop was worth the investment to go.
2. 1 really got a lot out of the session.
3. The workshop topic was resolving personnel problerns.
4. Sounds like you really learned a lot at the seminar.
5. Did you put yciur name in for the seminar?
6. 1 don't really care too much for seminars.
7. Wh at would perk your interest in going to the workshop?
8. Are you going to the seminar next week?

Intermediate --------
1. What did you learn at the workshop you went to yesterday?
2. The workshop session was led by a professional hurnan resources director.
3. Even though the workshop was only one aftemoon long , we leamed a lot.
4. We learned some very basic , but very useful methods of dealing with personnel
lssues.
5. 1 hope 1 can plement all these great ideas that were shared.
6. The company is selecting three employees to attend the marketing seminar next
month.
7. 1 feel kind of awkward in those cocktail pty situations.
8. Seminars are short , but they can be informative.

Advanced ---------
1. Because the teacher had a lot of expertise and had designed the course well , we were
all given a really good base to start with.
2. How much you learn at a workshop can depend on the topic , the teacher , and the
way the course is set up.
3. Even though we only had a short time to discuss the issues , the workshop got us all
thinking.
4. Seminars are a really great opportunity to mingle and network with professionals in
our industry om all over the nation.
5. You can learn a few but more importandy , you rub shoulders with the business
leaders and make contacts that could lead to potential sales or partnerships in the future.

386
 M

E
M i& o

1.

2.

3.

4.

5. ?

6.

7. ?

8. ?

1.?

3.

4.

5.

6. 3

7.

8.

~i& W///"

1.

2.

3.

4.

5.

387


Dialogue 1
A: What did you le at the workshop you went to yesterday? Do you think it was
worth the investrnent to go?
B: Yeah , 1 really got a lot out of the session. The workshop topic was resolving
personnel problerns. It was led by a professional human resources director. The
teacher had a lot of expertise , and 1 think we were all given a really good base to
start with.
A: The workshop was only one afi:emoon long , do you really think you c leam that
much in only a couple of hours?
B: It depends on the topic , the teacher , and the way the course is set up. Yesterday ,
even though we only had a short time to discuss the issues , the workshop got us all
thinking. We leamed some ve basic but ve useful methods of dealing with
personnel issues.
A: Sounds like you really leamed a lot.
B: 1 did. . .. 1 just hope 1 can implement all these great ideas that were shared.

Dialogue 2--
A: The company is selecting three employees to attend the marketing seminar next
month. Did you put your name in for it?
B: No ,. 1 don't really care too much for seminars. . .. 1 find them to be either boring
or useless. 1 mean , how much can you really leam in one aftemoon?
A: I t' s not just about the lnat you leam , you know. . .. Seminars are a really
great opportunity to mingle and network with professionals in our indusom all
over the nation. Y ou can leam a w things , but more importantly , you rub
shoulders with the business leaders and make contacts that could lead to potential
sales or ptnerships in the future. The social mixers are always more impant than
e senunarNay.

B: I'm still not too jazzed about going. . .. 1 feel kind of awkward in those cocktail
pty sltuat1 ons.
A: Well , what if 1 told you e seminar is going to be held in Hawaii? Does that perk
your interest?
B: Now you're talking.

388
 n Eda

A: ??

B:

A:

?
we. {rnetL 50. E'7'-
~-
B:

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A:

B:

A: 3 ~et1'Ef
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B:"

A:

B:

A: ??

B: !

389


Company Refreafs
(18 ;,/

al~m. yi
~

Beginner -

1. Our company retreat Nill tak:e place next month.

2. Have you made reservations?
3. Only the management team is included in this a1r.

4. Lower level employees need not attend.

5. What' s the reason for the retreat?
6. Let' s go over a rundown.
7. Welcome to our retreat.

Intermediate ------
1. Please follow up with the arrangements for our company retreat next month.
2. We need to deterrnine which of our staff will be eligible to go to the retreat.
3. What' s the criteria for staff to attend the retreat?
4. We want to develop a well -oiled machine on our executive level.
5. In order to get everyone to jell together , we've got to include some fun.
6. I'd ke to welcome everyone to Milton Mabel Co. 's annual company retreat.
7. Aer you get settled in , we've got a workshop to establish goals for our weekend
trmng.

8. Directly after the goals session , we'll have dinner , and then some fun icebreaker
ac t1V1t1 es.

Advanced -----
1. We need to book the venue , make arrangements for speakers and door pri and
set up all the activities and accommodations.
2. The purpose of this retreat is for training , specifcally for our management team.
3. We left directly om the 0ce but 1 think the other bus of employees leom
another pick-up spot so they're not here yet.
4. Since this is an overnight retreat , you'll all be assigned to a cabin , which means you'll
have a roomie so no complaints!
5. Later on , we've got a sategic planning meeting , and we'll fnish the night up with
nightcap and ]acuzzi.

390
H

t iJl '/"/
1.
2. ?
3.
4.
5. ?
6.
7.

1.
2.
3. ?

4.
5.

6.

7.

8.

a?~~ iJl W.<<

1.

2.

3


4
!
5

391


Dialogue 1 ---
A: Margaret , l' d lik:e you to fo11ow up with the arrangements for our comp.y retreat ,
to take place next month. We need to book the venue , make arrangements for
speakers d door prizes , and set up all the activities and accommodations. Al so ,
ve important we need to detennine which of our staff Nill be eligible and will be

available to go. We've got to get a head count in order to make reservations.
B: Wh at' s the criteria for staff to attend? Are we only including our management team
in this air? Or will we be extending invitations to lower level employees to
attend?

A: Lower level employees need not attend. The purpose of this retreat is for ning
specif.cally for our management team. We want to develop a we11-o iled machine on
our executive level. In order to get eveTone to je11 together , we've got to include
some fun. That' s the reason for the retreat.

Dialogue 2

A: l' d lik:e to welcome eveTone to lton Mabel Co. 's annual company retreat.
Now , before you get assigned to your cabins , I' d like to go over a rundown with
eveone... .

B: Hold on a second , shouldn't we wait for the other bus to get here? We left direcdy
om the 0ce but 1 think the other bus of employees left om another pick-up
spot. Not eveone's here yet.

A: It 's okay , 1'11 go over everything again when they get here. First , since this is an
overnight retreat , you' l1 all be assigned to a cabin. Y ou'l1 have a roornie so no
complaints! After you get setded in , we've got a workshop to establish goals for our
weekend training. Direcdy a we' l1 have dinner , and then some fun icebreaker
activities. Later on , we've got a strategic planning meeting , and we' l1 finish the
night up with nightcap and ]acuzzi.
B: Can we just skip to the ]acuzzi part. .
A: Nice y. . .. Now tomorrow we' l1 be up bright and early for another round of
training sessions. 1'11 give you more details about tomorrow aer the other group
arnves.

392
i
i

7 0'//////

B: ?

??

A:

...

B: ?

B: ?
{1 ~2'

ohW11
A':

1";z..V \

393


off Teambuilding
oj

Beginner
1. Le t' s have an icebreaker to get eveone warmed up.
2. Take a look at who is at your table with you.
3. Do you think the teambuilding did much good?
4. Having fun is an important part of teambuilding.
5. The teambuilding helped our teamjell together better.
6. 1 think the trust game was my favorite.
7. My favorite part was the personality te-
8. Whi ch activity was the best?

Intermediate -
1. At today's teambuilding workshop , you'll have lots of opportunities to get to know
your co-workers better.
2. We'll give you two minutes to mingle and :fnd at least three new faces.
3. What did you think of the teambuilding session this morning?
4. 1 don't know how much it helped us to be a better tear but 1 think everone had a
good ne.

5. We've got to be able to see another side of our co-workers and boss.
6. In order to have a song te we've all got to learn how to trust each other more.
7. T eambuilding can help you to know the personality sengths of your colleagues.
8. Tearnbuilding's a great tool to understand your colleagues better.

Advanced

1. We hope you can leam to build on every one's strengths and weaknesses , and jell
together to create a searnless and ecient team.
2. During teambuilding , we can see what our co-workers are like as real human beings ,
working together on some project , for fun.
3. 1 think to know more about what kind of personality pe you are w tell you a lot
about how you can :ft into a te.

394
F2
1i& W//////

1.-r.oo:

2.

3. ?

5.

6.

7.

8. ?

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1.

2. 2

3. ?

4.

5.

6.

7.

a/z a

1.

3.

395


MBA
180

Beginner ---------
1. The boss has an MBA seminar class on Tuesdays.
2. The MBA program has a tiring schedule.
3. There's a lot ofhomework , eh?
4. How is the MBA class homework?
5. My boss has his secrety do his homework for him.
6. M r. Donahue is a seasoned Harvard A.

7. What does it take to be a successful MBA candidate?

8. A MBA degree doesn't guarantee success.

Intermediate
1. The boss isn't here because he went off to his MBA seminar class.
2. I' m fnishing up a special continuing education program for executives.
3. The classes have him out of the office , so that' s stressful for him.
4. As far as homework goes , it's a breeze for me.
5. Mr. Donahue has led the MBS and MBA program development at our university.
6. An MBA course will teach you a great deal about business and adrninistration.
7. To see success , you'll need an understanding of business , some experience , and a
little luck.
8. Having an MBA will give you a better chance to get a good job.

Advanced

1. The boss is out of the 0ce eve Tuesday and Thursday momings for MBA serninar
classes , and he also has classes all day Saturday and Sunday.
2. In my MBA progr 1 continue working , taking a w classes here and there , and
in two years I'll complete my MBA.
3. N ot only does he come with a top notch degree , but also more than 20 years
experience in business and business education.
4. An MBA degree doesn't guarantee a successful business , but what it does guarantee is
business e} erience and understanding of the way business works.
5. A seasoned MBA will have a dirent perspective on doing business , and will know
what it takes to have success.

398
.-
 CJ Educa

'E
1!Jl

1.
2.
3. ?
4. ?
5.
6.
7. ?
8.

1.
2.

3.

4.
5.

6.

7.

8.

ff !Jl W//////W/////-j/
1.

2.


3.
20
4.

5.

399
t


Dialogue 1 --
A: Wh ere's the boss? 1 need him to sign a few documents. 1 checked in his office , but
he's not there. Is he out of the 0ce now?
B: Yes. Today's Tuesday , so the boss went off to his MBA sem class. He's out of
the 0ce eve Tuesday and Thursday mornings , and he has classes all day Saturday
and Sunday.
A: What' s he studying?
B: He's finishing up a speci continuing education program for executives. He can
continue working , taking a few classes here and there , and in two years he 'll
complete his MBA.
A: Sounds like a tiring schedule. He's probably got a lot of homework too , eh?
B: The classes have him out of the office , so tha t' s stressful for him. But as far as
homework goes , it' s a breeze for him.
A: Why's at?

B: He just has his secretary do his homework for him!

Dialogue 2 -----------
A: And now we' d like to welcome our honored speaker , Mario Donahue. Mr.
Donahue is a seasoned Harvard MBA , not only does he come with a top notch
degree , but also more than 20 years experience in business and business education.
Mr. Donahue has led the MBA program development at our university , and Nill be
able to share a great deal with you about business and administration tonight. Now ,
without further adieu 1r. Donahue.
B: Thlk: you , thlk: you for that wonder1 inoduction and thank you for the
opportunity to talk tq you tonight. I' d like to share with youabout what it takes to
be a successful MBA candidate. An MBA degree doesn't guarantee a successful
business , but what it does guarantee is business experience and understanding of the
way business works. The rest , my iends is luck.

400
 nca

A: JL?

B:

A: ?

B:
WhP-V th. bos.s?
'1..

A:

B:

A: ?

B:

2 m

A:

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( ~l:.&WtAYd.)

20

A1
B:

401

""
:

1
16 39.00 Amanda Crandell Ju mp3
1 200 Amanda Crandell Ju

100
16 38.00 Carol Rueckert mp3
Carol Rueckert
100 200

E-mail 1
16 22.00 Mauhew Trueman
200 1500 E-mail "
"""
""""

50
16 25.00 mp3

1
16 25.00 Nick Stirk mp3

Nick Stirk

50
16 25. Jessica Robertson Iiz Carter mp3
Jessica Robertson Liz Carter

50
16 25.00 Graham Paterso mp3

Graham Paterson