UNIT 10

LESSON A MARKETING
Before you read the passage, talk about these questions.
1 What is the best marketing campaign you can think of? What makes it so good?
2 What qualities would a good marketing employee have?
READING
Listen and read this memo from a project manager to his marketing team. Then, mark the
following statements as true (T) or false (F). Summarize the memo and tell the class.
1 _F_ The first attempt to market the “Iliad” was unsuccessful.
2 _T_ Market research has been done to determine the target audience.
3 _F_ The company wants to find non-traditional advertising methods.
VOCABULARY
Choose the correct word pairs to fill in the blanks.
1 Do some ______ to find out what people thinks of the ______.
A competitors – outlets B market research – brand C target market – range
2 A ______ can encourage ______ to buy things.
A niche – competitors B flyer – avenues C promotion – consumers
3 All the products in the ______ have similar ______.
A range – packaging B outlet – ranges C target market – brands
4 Marketing teams try to get a _____ not to buy products from their _____.
A target market – competitors B distribution channels – flyers C avenues –
outlets
5 The company should distribute ______ in the ______ where its products are sold. A
billboards – distribution channels B flyers – outlets C avenues – niches Write a word that
is similar in meaning to the underlined part.
1 Consider everyone as a possible future client.
2 This a small, specialized market.
3 Advertising on very large boards is inexpensive.
4 We should explore other routes and directions.
5 Get new ways in which products are made available to customers.
 LISTENING
Listen to a conversation between two employees. Choose the correct answers.
1 What does the manager believe is good news for the company?
A The price of the product has been lowered.
B Competitors are struggling to sell their products.
C More people are becoming interested in gaming.
D The packaging of the product has been approved.
2 What can you infer about the company?
A It controls a chain of gaming stores.
B It’s hired a marketing firm to do research
C Its niche is composed mostly of teenage girls.
D It has not sold products in supermarkets before.
Listen again and complete the conversation.
Employee: Not necessarily. My research shows that gaming is a lot more popular with all
ages these days. And girls are becoming more interested.
Manager: That’s good news for us.
Employee: Yeah, and I think that’s where our competitors 1 ______ ______. They
mostly target young males.
Manager: But you think 2 _____ _____ _____ older people and girls.
Employee: I do. We could widen our niche, 3 ______ ______ ______.
Manager: That’s a very interesting idea.
Employee: Of course, it means we may need to explore new avenues for advertising.
Manager: And I assume we’d need 4 ______ ______ ______, too.
Employee: Probably, I thought we might stock the console in supermarkets as well as the
usual gaming stores and online outlets.
Manager: Good thinking. 5 ______ ______ ______ packaging?
UNIT 10 LESSON B FINANCE
Before you read the passage, talk about these questions.
1. What information might be included in a financial report?
2. Why is it important for a company to keep financial records?
READING
Listen and read this email from the Director of Finance to a CEO. Then, choose the correct
answers. Summarise the email. Tell the class.
1. Which of the following statements is NOT true ?
A. The takings are higher than last year.
B. Most of the profit came in the second quarter.
C. The company received a grant in the third quarter
D. The company bought delivery vehicles in the first quarter.
2. The company’s assets decreased in value because
A. this year’s profits were low.
B.the company suffered a net loss.
C. the delivery trucks were expensive.
D. the computers decreased in value.
3. What is the company likely to do next year ?
A. buy a new computer system
B. receive $3,000 in debts
C. receive a grant
D. reduce spending
VOCABULARY
Match the word (1-7) with the definitions (A-G).
1_____expenditure D. the money you spend
2_____balance sheet G. a document containing statements relating to money
3_____assets B. a situation where you spend more than you receive
4_____depreciation A. money given to help a specific project
5_____grant E. things you own which have value
6_____net loss F. the loss in something’s value over time
7_____financial report C. a document giving information about finances
Choose the correct word pairs to fill in the blanks.
1. The company’s ____was high, but it owes $5,300 in____.
A. revenue-liabilities
 B. quarter-earnings
C. income-profit and loss
2. The expenditure ____was greatest in the last_______ .
A. deductions – income
B. incurred – quarter
C. liabilities – asset
3. The ____statement shows that our ____were higher last year.
A. quarter- deductions
B. incurred – quarter
C. profit and loss – earnings
4. Our total ___increased, not including____ for raises.
A. financial report- assets
B. income- deductions
C. expenditure – depreciation
LISTENING
Listen to a conversation between a CEO and a manager. Mark the following statements as
true (T) or false (F).
1 __T_ The company suffered a net loss in the last quarter.
2 __F_ The company earned income from the Hilton project last month.
3 __T_ The man expects losses in the next quarter.
Listen again and complete the conversation.
Manager: Okay. Well, 1______is here on the left, and 2_______ is on the right.
CEO: How do our 3_______ ______ to last quarter?
Manager: Well, they’re up from the last quarter, but we actually suffered a net loss over
the three month.
CEO: A loss? Why is that? Manager: We updated the computer systems. It was pretty
expensive. CEO: Oh yes, of course
Manager: But I expect us to make a profit in the next quarter. Well 4 _______
_______ the revenue from the Hilton project.
CEO: And 5______ ______ _______ we’ll get that small business grant, too.
 Manager: It could be a very good quarter for us.
CEO: Could you 6______ _______ _______ an estimate for the upcoming quarter? I’d
like to show that to the board.
UNIT 10 LESSON
Exercise 1. Put in ‘may’, 'can', 'can't', 'don’t have to', ‘mustn’t’, ‘could/
should/might/ought to, haven't to or 'couldn't'.
1. We couldn t get to the meeting on time yesterday, because the train was delayed by
one hour.
2. He's amazing, he can speak five languages, including Chinese. 3. The museum is free.
You don’t have to pay to get in.
4. You can not smoke inside the office.
5. In the UK, you should say sorry to someone who has into you (even if isn’t your fault
at all).
6. Animals are also considered a renewable resource, because, like plants, you may breed
them to make more.
7. The presenters must not show diagrams where possible.
8. She might call the administrative workers.
9. You have to book your hotel before you get the flight ticket. You’ll probably get in
trouble if you don’t.
10. An illiterate person is someone who can scedule neither read or write.
Exercise 2. In this exercise, you will be asked to read the text. Some sentences are
incomplete. Select the word or phrase that correctly completes each sentence and mark the
corresponding letter (a), (b), (c) or (d).
1. That elevator is expected to be unavailable starting December 3. Therefore, building
occupants who normally take this elevator are requested may use the one that serves all
floors.
2. Since our technicians will be checking electrical wiring as well as key parts of the
lifting device, it will be inaccessible for at least three days. Please note that we couldnt
keep the elevator closed for a longer time if any necessary replacement or repair is
required.
3. Nevertheless, you must assured we will do everything possible to restore normal
operation quickly.
4. Your patience and understanding regarding this matter is greatly appreciated. Thank
you.
Exercise 3. Choose the best answer for the sentences below.
1. Overnight guests of Butterfield Hall need to ensure the main entrance locked at all
times
2. Mr. Kent, accompanied by his business partners, are arriving tonight at the JFK airport
3. All of the agency’s recommendations in its report implemented by the Ministry of
Transportation.
Exercise 5. Choose the correct completion.
1. He need to examine the overall distribution of our products.
a. must b. need c. should d. can
2. After serious consideration and an amount of market research, they ____________to
make and sell a chess set. But they didn’t do that.
a.can decide b. need to c. could have decided d. must decide
3. After greeting, you ________continued your conversation but you didn’t.
a.should be b. could to c. could have d. must
4. Sections 2 through 8 are the easiest for most people to write, and you _________ go
back and work on your numbers for the financials.
a. should b. can c. might d. could
5. He successfully accomplished his journey, but _________ report that there was no
practicable route for cattle between the two districts.
a. might to b. could c. can d. had to
6. She ________report the damage, and that meant a trip to town and a call to director.
a. has to b. needn’t to c. don’t have to d. have to