Market Leader 3rd Edition - PreIntermediate - Course Book-36-65
Market Leader 3rd Edition - PreIntermediate - Course Book-36-65
Market Leader 3rd Edition - PreIntermediate - Course Book-36-65
a Which of these statements do you agree with? Which do you disagree with?
Why?
1 There are no new ideas.
2 Most of the best ideas are discovered by accident.
4 There is nothing wrong with copying and improving the ideas of others.
VOCABUl!ARY
a Match the word partnerships (1-6) to their definitions (a-f).
Verb and noun 1 to take advantage of an a) to offer a larger variety of goods
combinations opportunity
b) to do or provide something that is necessary
2 to raise some body's status
c) to do something when you get the chance to do it
3 to enter a market
d) to make an important discovery or change
4 to extend a product range
e) to start selling goods or services in a new area
5 to meet a need
f) to make somebody look or feel more important
6 to make a breakthrough
36
UNIT 4 H GREAT IDEAS
D Read this extract from a talk by the head of a research and development
department. Then complete the gaps (1-6) with the correct form of a word
partnership from Exercise A.
Great ideas are generated in d i fferent ways. Sometimes a n idea may s i m p ly be when a
! � .� 9.":'�.�t�9-�.?f �':t.?P.P.?.r.�t:0.i:t/ to . . . . . . . . . . . .
compa ny � -�� 2, to offer more choice to
existing customers. Or a great idea could allow a company to . . . ......... 3 which was closed
to it before.
Companies which are prepared to spend a lot on R & D may ............ 4 by having an original
idea for a product which others later copy, for example Sony and the Wal k m a n .
m �>» CD1.38 Listen carefully to the last part of the talk and complete the gaps to
form word partnerships with the words in italics.
Other people will buy a n y 'green' product which ............ 1 waste o r ............ 2 the
environment, even if it is more expensive. If an idea is really good and the product
. 4 . .
. . . . . . . . . . . .3 a gap •m t h e m a r k et, 1t may even
.... .. ....
. . an award fo r 1 n n ovat 1 o n .
II Work in pairs. Exercise B refers to the Sony Walkman. Can you think of any
other examples of products which:
1 were completely original and later copied?
2 are green?
3 won an award?
See the OVO-ROM � 4 were developed from customer ideas?
for the i-G/ossory. W
Compare your ideas in small groups.
D �») CD1.39 Listen to the first part of the interview. What products and services
does Kate mention? Why does she think they were excellent ideas?
B �>» CD1.40 Listen to the second part and answer these questions.
1 What types of company spend a lot of time and money on research and development?
2 Which company spends nearly 25% of the cost of sale on research and development?
Dr Kate Pitts
37
UNIT 4 .... GREAT IDEAS
m �») (01.40 Listen to the second part again and complete the gaps i n the
audio script.
I strongly believe that most companies can benefit from using 1 and 2 . . . . . . . . . . . . . . . . . . . . . . . .
within their own company to actually develop new 3 and services. My definition
. . . . . . . . . . . .
Watch the
interview on
So that might mean looking at what you already do, and looking at where you can do it
slightly differently to 6 your product range, or
. . . . . . . . . . . . 7 your products into new
. . . . . . . . . . . .
the DVD-ROM.
markets. This can save . 8 and money.
.. . . . . . . . . .
IJ What makes a business idea a really great idea? Brainstorm as many points
Three great as you can.
ideas EXAMPLE: It re>vlt> it) at) il)crea)e it) >ale> al)d profit
IIJ Work i n groups of three. Make quick notes i n answer to the questions below
about your article.
Student A: Read Article 1 on the opposite page.
Student B: Read Article 2 on the opposite page.
Student C: Read Article 3 on the opposite page.
B Ask your partners the four questions in Exercise B and make notes on
what they say.
38
UNIT 4 .... GREAT IDEAS
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� [+ Article 1 cI (
.._ ____ Q)
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Now it is working on combining the two technologies to produce software capable of understanding
a caller's voice and translating it into a synthetic equivalent in a foreign language. Like a professional
human interpreter, the phone would analyse "packages" of speech, listening to the speaker
until it understands the full meaning of words and phrases, before attempting translation.
w�v r-�7-,� � --
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Ea I+ Article 2 cI )
Q·
SAFER
The invention was presented today in Stockholm. It w i l l go on sale in Sweden
early next year for about £50. The designers have spent six years developing it.
Terese Alstin. one of the inventors, said. "The protection should include keeping
CYCLING the sense of freedom and not ruining your hairstyle."
c l (
Apart from be i ng go ld-p lated - a n d the fact that they are
bu l letproof - they seem much l i ke any other v e n d i n g mach i n e .
But i n stead of choco late bars , a n etwork of " g o ld -to-go" machines
d i s pe n ses 24- ca rat bul l i o n i n a smart pres e ntati o n box .
39
UNIT 4 �� GREAT IDEAS
Et Read the Laszlo Biro story and choose the correct form of the verbs.
People wrote �1 with quills, pens and pencils long before Laszlo Biro invented I
was inventinl his biro in 1938. While he worked /was workinl as a journalist in Hungary,
he noticed /was noticing4 that the ink used in newspaper printing dried quickly. But this
ink would not flow into the tip of a fountain pen. In 1938, he developed /was developinl
a new tip using a ball that was free to turn in its socket. He died /was dying 6 in Buenos
Aires in 1985.
laszlo Biro
IJ I n pairs, take it in turns to tell your partner that you saw them doing these
things at work. Your partner has to think of a good reason why they were
doing it.
EXAMPLE:
Student A: WJ,e" I )a IN yovJ yov Were pvtti"9 a pack of paper i" yovr ba9.
Student B: OJ,J my boH as-ked me to pri"t ovt a lo"9 report at home to"i9J,t
40
UNIT 4 H GREAT IDEAS
II �>» CD1.41 Listen again and tick the expressions which the chairperson uses.
1 OK, everyone, let's begin, shalt we? 0
2 Our main purpose is to decide the date of the launch. 0
3 Mei, what do you think? 0
4 Cheng, can you give us your opinion about this? 0
5 Any thoughts on that? 0
6 Let's get back to the point. 0
7 Now, I'd like to move on to sates outlets. 0
m �)» CD1.41 Listen to the meeting again and complete these extracts.
Mei: Personalty, I'm . i n fqYf? l.!r 1 of June. Let's get into the market early and surprise
. . .
2
our . . . . . . . . . . . . .
Wan: Yeah, June's too early. I think September's the best time. We can promote the
smartphone strongly then, with a multimedia . . . . . . . ?. . . . .
Lincoln: What about the recommended retail price for the phone? Any thoughts on that?
the price.
Lincoln: OK, Mei, maybe we are moving a little too fast. Let's get back to the . .
. . . . . . . . . .6•
Lincoln: Good. We need to be sharp on pricing. Now, what sates outlets do you think
we should . . . . . . . . . . 7 , Wan? . .
Wan: No problem there. We could start with the specialist mobile-phone stores and
big . . . . . . . . . . . .8 stores. After that, we could took at other distribution . . . . . . . . . . . .9•
IJ Work i n groups of four. GLP of Buenos Aires has developed a new wallet,
code-named 'The Hipster'. It will be launched in the US. The marketing
department holds a meeting to discuss a strategy for selling it.
Student A: Turn to page 134. Student C: Turn to page 132.
Student B: Turn to page 138. Student 0 : Turn to page 136.
41
The new
attraction
A n i nterna t i o n a l c o m petition will encourage
great i d eas for a new visitor attract i o n
Have you visited any attraction which greatly impressed you? If so, tall< about it with your colleagues.
attractions
\
2
3
Shakespeare's Globe Theatre The Vulcan Tourism and Trek The Sunken Ship Museum -
- London, England Station - Alberta, Canada Yangjiang, South China
Opened in 1997, this modern building is a The town of Vulcan is in Alberta, Canada, Opened in 2010, the museum is located
reconstruction of the original Globe Theatre, and its name has helped it to become a underwater. The main exhibit is an BOO-year
which was built in 1599. It was an open-air tourist attraction. It has built a tourist station old ship which is 24 metres below the surface
playhouse where Shakespeare's plays were based on the theme of the famous Star Trek of the sea. Visitors can see the ship from
performed. An exhibition and tour show what television and feature-film series. It shows underwater corridors. In addition, they can
life was really like in Shakespeare's time. many objects from the series, and there is view the precious objects which have been
The Globe Theatre is a popular London a replica nearby of the starship Enterprise taken from the ship. MORE
attraction. MORE from Star Trek V. MORE
�
L3--
1
2
Brainstorm ideas for a new attraction in your area/country.
Choose the best idea. Then discuss your concept, using these q uestions as a guide.
Choose someone to lead your discussion.
1 What are the strong points of your great idea? 4 How can you attract tourists?
2 What kind of experience will your attraction offer 5 What are your plans for marketing and promoting
visitors? the attraction?
3 How will it make money for the local community? 6 What corporate sponsorships will you try to obtain?
4 Meet as one group. Choose someone to lead the meeting. Discuss all the projects and decide which one
should be presented to Dilip Singh's committee. If you cannot agree, take a vote.
j
Watch the Case study commentary on the DVD-ROM. G NEW AITRACTION - RECOMMENDATION FOR WINNING ENTRY
Introduction
Writing This report outlines the key features of the new
You are a member of the committee which helps Dilip attraction that we feel should win the competition. It
to judge the projects. H e has asked you to write a short gives reasons why the project was selected and explains
why the new attraction should be a comm e rci al su ccess.
report on the project you think should win, with your
reasons for recommending it.
Outline the key features of the project and say why it =:J Writin g file page 1 2 9
would be a commercial success. 43
STARTING U P
a Add the verbs from the box to the phrases below to create some common
stressful situations.
being finding geffig having making moving shopping travelling
taking waiting
4 . . . . . . . . . . . . a parking space 9 . . . . . . . . . . . . by a ir
Which of the above situations is the most stressful for you? Can you add
any others to the list?
1!1 What do you do to relax? Which of these activities are the most effective
for you, and why? In what other ways do you relax?
• playing a sport • reading • eating/drinking • having a bath • walking
• gardening • massage • shopping • listening to music • watching TV
• meditating • browsing online • blogging • using Facebook/YouTube
44
UNIT 5 H STRESS
3 Karl has a heavy . . . . . . . . . . . . at the moment because several colleagues are off sick.
4 She gave up a highly paid job to join a meditation group in India. She's completely
changed her . . . . . . . . . . . . .
5 A . . . . . . . . . . . . system can help to reduce stress levels of employees by giving them more
control over their working hours.
6 If you have children, working from home may help im prove your . . . . . . . . . . . . .
7 Many people argue that technology has greatly improved our . . . . . . . . . . . . and the way
we feel about work. Others disagree, arguing it actually increases stress.
8 A clean, quiet, comfortable and friendly . . . . . . . . . . . . can actively reduce levels of stress.
I!J Discuss where to put the jobs i n the box i n the stress league on the next
page. Rating is from 10 to 0: the higher the rating, the greater the pressure.
Then turn to page 132 and check your answers.
45
UNIT 5 .... STRESS
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II Choose three jobs from the stress league i n Exercise D. What do you think
makes these particular jobs stressful? Compare your ideas.
D Is your own job (or one you intend to do) included in the stress league?
Do you think it is in the right place? What about the other jobs in the
league? If your job is not included, where would you place it?
II ,.>» C01.44 Listen to the second part. What can happen if you have to manage
stress for a long time without a break?
jessica Colling
m
...
..>» (01.44 Listen again and complete this extract.
. . ..
be able to do their job well, somebody else might find really, really . . . . . . ?. What we do
see is that actually a high level of continued . . . . . -'• can actually sometimes spill over
into feelings of stress.
IJ ,.>)) C01.45 Listen to the third part. What two examples are given of companies
being flexible in how they expect staff to work?
Watch the
interview on
the DVD-ROM. D ,.>» C01.46 Listen to the final part. What two reasons are given for why women
report higher levels of stress than men?
READING I n pairs, rank these countries according to those where you think business
Business leaders feel the most stress (1 = most stress, 9 = least stress).
owners feeling • Australia • China • Denmark • Finland • Greece
• Mexico • Sweden • Turkey • Vietnam
stressed
I] Read the first two paragraphs of this article. Then check your answers to
Exercise A.
LANGUAGE REVIEW Answer the q uestions in brackets about the sentences in italics.
Past simple and 1 She has worked in Paris for five years. (Does she work in Paris now?)
present perfect 2 She worked in Hong Kong for three years. (Does she work in Hong Kong now?)
Which sentence above (1 or 2) uses the past simple? Which uses the present perfect?
We use the past simple to:
• talk about completed actions that happened in the past.
Larry Page and Sergey Brin created Google in January 1996.
• refer to a definite moment or period in the past.
I spoke to her on Tuesday.
The present perfect connects the past and the present. We use the present perfect to:
• talk about past actions that affect us now.
The boss has just given her a pay rise, and she's very pleased.
• talk about life experiences.
I've worked with many companies where stress was a problem.
• announce recent news.
Coca·Cola has just confirmed it has dropped Wayne Rooney.
2 a) The finance sector changed dramatically over the past five years.
b) The finance sector has changed dramatically over the past five years.
3 a) The risk factors for stress have risen significantly since 2009.
b) The risk factors for stress rose significantly since 2009.
4 a) I resigned three months ago.
b) I have resigned three months ago.
5 a) Have you ever been to a stress counsellor before?
b) Did you ever go to a stress counsellor before?
1!1 Write the time expressions from the box in the correct column of this chart.
Past simple Present perfect
two year� a9o �o far
se-faf ho
·eye arsag e ever in 2009 yet just yesterday for the past two weeks
already never last Friday during the 1990s in the last few days since 2005
when I was at university
EXAMPLE:
fJ You are going to hear three members of the human resources department of
Participating in a transportation company discussing ways of improving the staff's health
discussions and fitness. What ways do you think they will mention?
5 . . . . . . . . . . . . meet tomorrow, same time, and try to come up with a plan ...
liJ �ll) CD1.48 At the next meeting, the team discusses plans for staff to attend
a local sports centre. Listen and tiel< the expressions they use in their
conversation. Then write 'A' if the expression shows agreement or '0' if it shows
disagreement.
1 Mm, I don't know.
U S E F U L LANGUAGE
49
Background
Davies-Miller is a large advertising agency on Madison Avenue in New York. It has
expanded rapidly in recent years and has a number of famous companies as its clients.
Recently, Davies-Miller lost two of its major accounts. This had a significant effect o n
the employees. The agency decided t o carry out a survey o f the staff's opinions about
their working conditions. It showed that 65% of staff felt 'highly stressed' in their jobs.
Discuss how the high levels of stress could affect the performance of the agency.
1 Birgitte,
jam es, Sch edule Coo rdin
ator
Account Executive S��mary of an interv
iew with
,.ll) CD1.49 Jessi ca Brrgrtte by a member
of staff (HR)
Parker, a junio r Birgitte regul ates the
flow of
acco unt executive, work, coord inates sche
duling
calls Shei la Murray in and prepa res cost
estim ates
the huma n resources Acco rding to he r, she
t is stres� e d
depa rtme nt from Rio de Janei ro, Braz il, abou beca use she is often
ating interrupt ed
her boss , Jame s. They are curre ntly negoti at work by visits
. from othe r
an i m po rt an t contr act with a clien t there memb ers of staff.
She beli eves
there is too much .
gossip ing in the office .
doing her work. , whrch stops her from
She says that her super
visor favo urs c : rtam
.
and does not want to memb ers o f staff
3
J uliana, Art Director send h er on trarn.
. mg courses .
She lrves a long way
from work . Be cause .
Extract from an e-mail hom e very late and of thrs, she gets back
has no t 'rme to relax.
sent to Head of H R
I have no time
I've never been under such pressure in my work since I joined the agency.
all my time trying to meet impossible
to listen to the problems of my colleagues. I spend
for the Account Executives . We're competing for too many
deadlines to produce designs
the problem. I just don't understan d the policy of the agency. It w?n't help
contracts, that's
me. Somet1mes I
to hire more staff. Most of the creative ideas in the agency come from
worried because the
wonder if they want me to leave and bring in someone younger. I'm
I can't seem to relax when I get back home.
situation's beginning to affect my health.
4
Jolant a, Assistant to Art Director
Part of an informal conversation between )olanta and a membe
r of the HR depart ment
"I'll be looking for anothe r job soon. I feel really stresse d out.
Juliana never tells
me anythin g. She never asks for my opinion . It's incredib le. I 've
got a Master's in
advert isi n g but it doesn't seem to impress her. She only gives me
,
boring jobs and
shouts at me if I make a mistake . I t h ink she'll have a nervous breakdo
wn soon. She
never praises anythin g I d o it really upsets me. I was hoping to
-
have a career here.
No chance of that."
1 You are members of the H R department. Work in small groups and discuss these q uestions.
1 What are the main reasons why the staff mentioned above are highly stressed or demotivated?
2 What action(s) should the HR department take i n each case?
3 Meet as one group. Make suggestions for practical ways of reducing the stress levels of staff
in the agency.
llJ Many companies are spending less on corporate entertaining. Do you think
this is a good idea? Why? I Why not?
EJ Work with a partner. Which adjectives in the box form partnerships with the
words below {1-6)?
convenient cosy efficient exciting local/regional reasonable �
1 atmosphere 3 location 5 service
2 food 4 prices 6 entertainment
You plan to take a foreign visitor out for d i nner. How important are the above
factors for you when entertaining guests? Discuss your ideas in pairs.
52
UNIT 6 "" ENTERTAINING
[J Match the words in the box to the correct food categories below (1-4).
1 meat beef
2 poultry
3 fish/seafood
4 vegetables/salad
D Combine the words in the box with the headings below (1-3) to create word
partnerships related to drinks.
3 water
liJ Think of a typical or unusual dish from your country. How would you
describe it to a foreign visitor? Use these phrases to help you.
It's a meat/fish/rice/vegetarian dish.
D ,.>l) CDl.SO Listen to the dialogues and check your answer to Exercise E.
LISTEN I NG EJ ,.>» CD1.51 Dr Chris Bruton is Chief Executive of the Cavendish Consultancy, a
Corporate corporate entertainment company. Listen to the first part of the interview
and answer these questions.
events
1 Which sports are popular?
2 Which sport is not popular? Why?
3 What was the most popular musical at the time of the interview?
1!1 ,.>» co1.s2 Listen to the second part. What is surprising about how the
financial sector has reacted to the latest recession?
B ,.>» CD1.53 Listen to the third part. What makes a corporate event successful?
Complete these notes.
Dr Chris Bruton
1 lde11tify your . . . . . . . . . . . .
S AI�.-Vayr . . . . . . . . . . . . up afteri.Wardr
m ,.>» CD1.54 Listen to the final part and answer these questions.
1 Which two events were offered together on the same day?
Watch the
interview on 2 How did people travel from London to the first event?
the DVD-ROM.
3 How did people travel from London to the second event?
54
UNIT 6 .. ENTERTAINING
I Question . . . . . . 3 Question . . . . . .
Kate Kassar (Director, Beyond Events) Kate
Listen to the client's aspirations and needs. Success then Six Nations rugby hospitality in a brewery next to Murrayfield
depends on the creation of a dynamic event, which matches Stadium. It captured the spirit of the rugby audience. Whereas
and reflects the company culture and the tastes of guests. other facilities offered the usual fine dining, this one boasted
30 draught beer, wooden benches, wintery food, rugby celebrities
5 Andrew Hodgkins ( P re m i e r S e r v i c e D i rector, mingling and a party spirit, all on a lower budget.
Keith Prowse)
What makes corporate hospitality so successful is being able Andrew
to offer tickets or packages for events that are sold out or The packages at the Emirates, Arsenal's home ground, are
extremely popular. spectacular. and we wish we could have been involved in the
35 Ryder Cup Europe packages.
10 Alex Hewitt (Managing Director, AOK Events)
Invite your guests to something they genuinely want to attend Alex
and ensure you get the right clients attending. Make sure the A few years ago, my sister invited me to a private sponsor's
event is memorable. This way the event lives forever and makes concert in a tiny London venue in the middle of the Wimbledon
your marketing budget go further. fortnight, which featured John McEnroe and Pat Cash on guitar,
-lO Nick Mason on drums and Chrissie Hynde on vocals. Fantastic
food and an unlimited bar made it the perfect event.
2 Question . . . . . .
15 Kate
Creating an event with universal appeal to a potentially highly
4 Question . . . . . .
diverse audience. Finding the balance between limitless client Kate
aspirations and the boundaries of logistics and cost. A one-off interactive experience that money can't buy. An
event that gives its audience a real feel of the host brand,
Andrew 45 combining the adrenaline of sport with the feel-good factor of
20 The biggest challenge is to make corporate hospitality entertainment and the glamour of the Monaco F I Grand Prix.
accessible to everyone - no matter what their budget is.
Andrew
Alex If we had an unlimited budget, we'd love to offer sporting
Getting the pricing right and making it easy for people to packages with a twist. For example, offering high-profile former
attend. Few of us want to be entertained on a Sunday night at so sportsmen and women to give clients a coaching session in
25 a venue with poor transport links. their chosen sport before the event.
Alex
Morning golf at Wentworth with Tiger Woods and Sean
Connery, followed by a helicopter ride to Le Manoir, where
55 Raymond Blanc would oversee a spectacular lunch.
II Work in pairs. Overall, who do you think gave the most interesting
answers, and why?
a Match the multiword verbs in bold (1-8) with their definitions (a-h).
1 Who's going to look after our guests tonight? a) see the sights
4 Let's take the clients out to a Chinese restaurant. d) give attention to I protect I
take care of
5 Seventy staff took part in our fundraising events.
e) accept (an offer)
6 The CEO would like to take up your kind offer.
f) await with pleasure
7 We were delighted that so many sponsors turned
up at the event. g) entertain
Just a quick e-mail to say thank you for organising the have to take care of I turn down I turn up • your kind offer
Monaco Grand Prix hospitality event. Everyone who took of free tickets for the film premiere as I have another
care of I part in I up 1 the event thoroughly enjoyed looking engagement that night. However, we would like to take
around I forward to I after2 the city and the Grand Prix up I turn up I turn down 5 your offer of organising our
itself. Our clients were looked around I forward to I after3 corporate events next year. We are all really looking
very well by your events team. I am afraid I am going to forward to I around I after6 discussing your proposals.
4 Which famous person would you most like to look after for a day?
II ,.>» CD1.56, 1.58 Try to complete the gaps i n Conversations 2 and 4. Then listen
again and check your answers.
Conversation 2
A: James, . . . l:P.V.� . . . you . . . . . . . . . . . . 1 Sam Clarke?
C: Yes, I will.
Conversation 4
A: Hi, I'm John.
B: Hello, John . . . . . . . . . . . .6 to meet you. I'm Lisa, from the Amsterdam office.
.
B : Yes, it is. It's great. You should come. The conference is going to be there next year.
I!J Read these expressions (1-10). Decide whether each one is said by the
host (H) or the guest (G).
1 Can I get you a drink? H 6 Yes, please. I'll have a white wine.
2 Yes, it's just down there on the left. 7 Can I give you a lift to the airport?
3 It all looks good. What do you 8 Yes, I'd love to see some of the sights.
recommend?
9 Could you tell me where the toilet is,
4 Would you like me to show you round? please?
2 Rank the hotels 1-4 (1 = the most suitable hotel for the
conference, 4 = the least suitable).
· Location: on a hill overlooking city, 10 minutes to the • Access: regular hotel bus service from the airport to the castle
Palace and beach (three-hour journey)
· Access: at least 45 minutes from Nice airport, longer if • Conf�rence facilities: conference room (1 SO capacity), five
traffic jams, no shuttle service meet1ng rooms, all rooms large and bright
· Conference facilities: conference room (capacity 500), • Bedrooms: bright and comfortable, antique furniture, well
many meeting rooms, with up-to-date equipment equipped, no mini bar
• Bedrooms: award-winning designs, well equipped, some • Leisure: nine-hole golf course near the castle, extra charge
have balconies/sea views for pool and sauna, excellent spa
• Leisure: outdoor swimming pool, spa and fitness centre, · Price: $3,600 per person
free trips to old town of Nice • Restaurant: dining hall for 200 people, two other smaller
• $4,000 per participant
Price: dining rooms, Swedish dishes, other dishes if requested
• Restaurant: capacity for 250 di ners, international cuisine • Entert ainment: �vening entertainment by young Swedish
. .
mUSICians, class1cal music at lunch
· Entertainment: pianist plays every night in the hotel lounge
• G� est reviews: beautiful views of castle grounds; owners
· Guest reviews: service OK, but not outstanding; bars very
fne�dly/helpful, but staff need more training on customer
busy at night, expensive drinks
serv1ce
2 Doing business internationally
0 A meeting in Morocco
What do you know about Morocco? In pairs, do this quiz. Decide whether each statement is
true (T) or false (F). If the statement is false, correct it. Check your answers on page 134.
2 Religion plays a big role in Morocco's day-to-day life and business culture . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
8 In Moroccan business, who you know is more important than what you know. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
9 Meetings often go on longer than scheduled. Moroccans do not like time pressure when doing
business . .. . . . . . . . . . .. .. . . . . ....................................... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1 ,.l)) co1.61 Andrew Morgan is not very familiar with Moroccan business
culture. H e is meeting an Arab businessman, Karim Mansour in Rabat,
who has been recommended by a colleague at head office. Listen and
answer these questions.
1 Why is Andrew Morgan visiting Morocco?
2 How does Morgan's company plan to distribute its products in Morocco?
3 What contacts does Morgan want to get during the visit?
2 ,.l)) co1.61 Listen again and note down the cultural errors And rew Morgan
makes. If necessary, refer to the audio script of the conversation on
page 159. Compare your answers with those on page 135.
WORKING ACROSS CULTURES H DOING BUSINESS INTERNATIONALLY
0 A posting to Mexico
joanna Simmons works for a large food company based in Dallas, Texas. She has been posted
to the company's subsidiary in Monterrey, Mexico. Unfortunately, she is having difficulties
adjusting to the local business culture. joanna sends some e-m ails to her friend, Samantha,
who works at head office. Work in groups of three. Each of you reads one e-mail. Summarise it
briefly to the others in your group. Then do Task 2 below.
1 2 3
You wanted to know how I ' m getting on doing business is so different. I business culture here. Mexicans
here. Not too well, I'm afraid. I'm having have to go to business breakfasts don't seem to like mucl1 eye
problems adapting to the business culture. every week, usually from 8 to 11. contact. Maybe they think it isn't
I'm not used to that. And business polite. And they've got strange
My knowledge of Spanish is not as
lunches are very important ideas about personal space. They
good as I thought. I sometimes get invited
here. They go on for hours, and stand very close to you and they
to dinner at colleagues' homes. My hosts
business is discussed only at often touch your shoulder or arm.
ask me a lot of questions about serious
the end of t11e meal. Also, no But if I step back to get a bit more
topics back home, but it's really difficult for
one seems very interested in my space, they're not happy.
me to have a conversation in Spanish with
marketing ideas. I feel my Mexican
them. So I ' m taking Spanish classes at the
colleagues are watching me and
weekend to improve my language skills.
trying to decide if they like me.
Actually, I 've been trying to make things
easier for myself by asking questions about
Mexican culture. T11at way, my hosts do
most of the talking!
G Doing business in 1 o4>» CD1.62 - 1.65 Listen and make notes about the key points
South Korea in each extract. Listen again if necessary.
In a radio programme 2 Write a list of dos and don'ts for someone visiting Korea.
called Business Today,
four people talked about EXAMPLES:
Company news
The Research and Development team have recently . . . . . . . . 1 a . .. .
c ustomers who need t o l imit the size and weight of the i r equipment
our generator product range to incl ude the new ' m icro-generator'
PAST S I M f!LE Complete this text with either the past simple or the past continuous form
AND PAS1i of the verbs in brackets.
CONTINUOUS
62
UNIT B H REVISION
VOCABULARY Complete the sentences below with the words i n the box.
4 Lois, a n accountant, likes to start work very early i n the morning, so working . . . . . . . . . . . .
allows her to start at 7.30 and finish at 4.30.
5 Su-Lee's . . . . . . . . . . . . as an actor is very good. She is well paid and she loves what
she does.
6 Pietro is a nursery nurse. His young children attend the nursery, so he can see
them during the day. This gives him a good . . . . . . . . . . . . .
7 Steve's . . . . . . . . . . . . as a social worker can be a real challenge for him. Sometimes
he has to visit 10 or 1 2 families in one day.
8 To succeed as an advertising executive, Joanna has to be a . . . . . . . . . . . . . She works
12-hour days, six days a week.
63
U N IT B .... REVISION
WRITING Read these notes, then write an e-mail (70-100 words) to your boss, Mike.
VOCABU��
Choose the best options to complete this text.
For business dinners, I usually go to Peking House, a Chinese restaurant. It has a
regional I convenient' location about five minutes from the office, and the atmosphere is
cosy I reasonable2, so we can talk quietly and comfortably. It's also very important for a
business meal to have local I efficient 3 service, and the staff at Peking House are the best.
Chinese food is good because they have something for everyone. Peking House is famous
for its seafood, especially the dishes with prawns I vea/ 4 • They also serve a wonderful
lamb I cabbage5 soup that's very popular with vegetarians. It isn't the cheapest Chinese
restaurant in the area, but the prices are very exciting I reasonable 6, especially when you
consider that the service and atmosphere are both excellent. Chinese restaurants don't
always have a wide selection of drinks, but Peking House has a wonderful choice of good
wines I poultry ' and beers, including several mineral I non-a/coho/ic 8 ones for people
who don't like alcohol.
M U LTIWORD VE]iD Complete the text below with the words in the box.
I after around down out part to up up
5 Sorry, did you say you're from Poland? e) No, I haven't. What is it?
6 Ingrid, do you know Dugald? f) Yes, we met last year. Good to see
you again.
7 Could I use your pen, please?
g) It's John. John Hicks.
8 Have you heard Liam's news?
h) Pleased to meet you.
64
UNIT B H REVISION
Com plete the tips below on doing business internationally with the words
in the box.
Seniority
• Pay attention to who's who. In a group of Korean executives, . . . . . . . . . 1 is often . ..
the most senior. In Mexico, you may need to take the time to socialise with other
businesspeople so you can earn their . . . . . . . . .2• . ..
Communication
• In most cases, your . . . . . . . . ? should be translated into the local language where
. . .
you're doing business. This helps people understand who they're dealing with.
• I f you need to socialise in the . . . . . . . . . . . . work as hard as you can to improve your
'' ,
Business culture
• I n Mexico, you can expect long . . . . . . .. .. .. 5, but you might not talk about business
until the very end of the meal.
• Wherever you go, try to learn as much as you can about the . . . . . . . . . . . .6 before your
visit. The more you know, the easier it is to do business. For example, in some
countries, there can be a lot of . . . 7• You'll need a lot of official documents
.. .. . . . . .
• Different cultures also have very different ideas about . . . 10• In Mexico, people . . . . . . . . .
may stand very close to you and they often touch your shoulder or arm.
65