Unit 1

1. Unit 1 Communication

2. Starting up A What makes a good communication ? • fluency in the language • an extensive vocabulary • being a good listener • physical appearance • a sense of humor • grammatical accuracy • not being afraid of making mistakes • an awareness of body language

3. Starting up B What other important factors ? • body language • speaking style Are powerful attractive quality Make people Admire & follow

4. Starting up C Form of written communication • report • e-mail • letter • memorandum • notes etc.

5. Starting up C (cont.) Form of spoken communication • interviews • telephone • discussion • interaction • speech • announce etc.

6. Starting up C (cont.) Problems in communication • formality • standard way of doing • technology • tone of voice • visual gesture • jargon etc.

7. Vocabulary A Good communication - articulate - coherent - eloquent - fluent - extrovert - persuasive - responsive - sensitive - succinct Bad communication • hesitant • inhibited • rambling • reversed

8. Vocabulary B 1. concise - focused, succinct 2. reluctant to speak - hesitant, inhibited, reverved 3. talking in a confused way - rambling 4. able to express idea will - fluent, eloquent, sensitive

9. Vocabulary B (cont.) 5. clear and easy to understand - articulate, coherent 6. good at in influencing people - persuasive 7. outgoing - extrovert 8. reacting in a positive way - responsive

10. Vocabulary C Complete the talk • interrupt • clarifies • confuse • explain • digress • ramble • engage

11. Reading C • High Tech 1. Senior managers hide behind their computer 2. Staff use voice mail to screen calls 3. Employees sitting next to each other send e-mails rather than speak to each other 4. people stop listening 5. far stronger than the need to share information

12. Reading D • What communication problem did Gear bulk have ? Ans. They had language and geographical difficulties, huge amount of paperwork and great difficulty tracking and monitoring job

13. Reading D • What did Gear Bulk overcome the problem ? Ans. They installed an automated system so that data was only entered once but could be accessed by everyone in the company

14. Reading D • What solutions does the bald recommend for the above problem ? Ans. Theo bald recommends checking e-mails only three time a day and allocating a set time to deal with it.

15. Reading D • According the author, why do staff often receive to many e-mails ? Ans. People use the “reply all” button so an e-mail goes to people who don’t med it as well as those who do.

16. Reading D • Why weren’t the two government departments (responsible for air safety) communicating ? Ans. Both departments felt their job security was threatened so they didn’t communication with their “rivals”

17. Reading D • What does the author think about sending people on communication courses ? Ans. It is a waste of time unless you also sort out the group dynamics of a company

18. Reading E Word partnerships • information • tremble • time • factories • experience • truth • support • ideas • e-mails

19. Language Review Idioms a. nutshell b. point c. grave vine d. picture e. stick f. wavelength g. tail h. purpose i. brush j. wines

20. Idiom B • G • F • A • J, H, E • I • D • B • C Rock the boat ?

21. Idiom C • B • F • D • H • I • C • A • E • G • J

22. Skill E Extract Point in Ex. A 1 2 2 2 3 7 4 4 5 1 6 3 7 1, 6 8 1, 6

23. Unit 2 International Marketing

24. Starting up A Food - Nestle’, Mc Donald Drink - Coca Cola, Starbucks Electrical equipment - Sony, Samsung Clothing - Gap, Benetton, Quicksilver Construction - Italian Thai

25. Starting up B • What are the advantages for a company of expanding beyond its domestic market ? Ans. Advantages include being able to buy raw materials in large quantities at lower prices, and being able to spread administrative and other casts over a large number of products sold

26. Starting up B • What kind of problem do companies face when they go international ? Ans. Problems include not understanding local tastes and habits, and not understanding the structure of local distribution networks.

27. Starting up B • What methods can companies use to enter overseas markets ? Ans. For method of entering overseas markets are using export agent, joint ventures, set up own manufacturing subsidiaries etc.

28. Vocabulary A Collocations • Monetary regulations • Government bureaucracy • Political stability • Buying habits • Economic situation • Income distribution

29. Vocabulary B • What are some of the main benefits of political stability ? Ans. For business, benefits include stable environment for planning, investment etc.

30. Vocabulary B • How would you describe the present economic situation of your country compared to 10 years ago ? Ans. Inflation, growth, general prosperity etc.

31. Vocabulary B • Is it possible to achieve equal income distribution in a country ? Explain why or why not. Ans. No; because of investment Yes; fairness ?

32. Vocabulary C Odd one out • D - declining market • C - promotion • B - market research • E - domestic market • B - withdraw a product • D - manufacturer

33. Vocabulary D Complete the exercise • CP • Top – of – the range car • Domestic • Withdraw • Slogan • A retailer sells to the general public A wholesaler sells to a retailer, usually in large quantities

34. Reading B • Chile • Chile • Brazil • The US • Argentina, Peru

35. Reading C • Pike Place Market, Seattle in 1971 • a) 3,907 b) 437 • a) 1,378 b) 1,180 • Japan • Airline offices, sports stadiums, hotel, bookshops • Home market saturation in Israel, bad experience in Japan, opposition from the anti-globalization movement, security problem in Israel

36. Reading D • a product 2 launch, 6 introduce, 8 withdraw 10 roll out, 11 license, 12 phase out • a market 1 retreat from, 3 pull out of, 5 penetrate, 7 saturate 9 get a foothold in

37. Reading E Connected verbs • entering a market 2 launch 4 break into 5 penetrate 6 introduce 9 get a foothold in 10 roll out 11 license • Leaving a market 1 retreat from 3 pull out of 5 penetrate 7 saturate 8 withdraw 12 phase out