Text bank

Introduction
The Text bank contains articles relating to the units in
the Course Book. These articles extend and develop the
themes in those units. You can choose the articles that
are of most interest to your students. They can be done
in class or as homework. You have permission to make
photocopies of these articles for your students.

Before you read

Before each article, there is an exercise to use as a
warmer that helps students to focus on the vocabulary
of the article and prepares them for it. This can be done
in pairs or small groups, with each group then reporting
its answers to the whole class.

Read ing
If using the articles in class, it is a good idea to treat
different sections in different ways, for example reading
-1
the first paragraph with the whole class, and then getting ITI
><
students to work in pairs on the following paragraphs. -1
If you're short of time, get different pairs to read different 0::1
sections of the article simultaneously. You can circulate, )>
z
monitor and give help where necessary. Students then "
report back to the whole group with a succinct summary
and/or their answers to the questions for that section.
A full answer key follows the articles.

Discussion
In the Over to you sections following each article, there
are discussion points. These can be dealt with by the
whole class, or the class can be divided, with different
groups discussing different points. During discussion,
circulate, monitor and give help where necessary.
Students then report back to the whole class. Praise
good language production and work on areas for
improvement in the usual way.

Writing
The discussion points can also form the basis for short
pieces of written work. Students will find this easier if
they have already discussed the points in class, but you
can ask students to read the article and write about the
discussion points as homework.

115
 1
Careers
UNIT

. .-

OVE RS EAS E X PE R I E N CE :-:-

. �-

Before you read

Is it part of your career plan to work abroad one day? If you have
worked abroad, was it good for your career? Why? I Why not?

Reading
Read this article from the Financial Times by Rhymer Rigby and
answer the questions.

e e 0

FT
LEVEL O F DIFFICULTY

Working abroad
By Rhymer Rigby

A period overseas is seen by 2 4

many as an important addition to 20 Nigel Parslow, UK managing M r Hall says: "There's
your CY. But how do you make director of Harvey Nash executive 4U been a power shift to Asia, and
sure that it really works to your search, says staying where you that, coupled with low growth in
5 advantage? are may not be possible if you America and Europe, means that
l work for an organisation that has particularly if you're ambitious
"Think carefully about the 25 overseas operations. He adds that you might want to spend some
job," says executive coach, the experience you gain is also 45 time there."
Nicola Bunting. "Does it fit i n very attractive. 5
with your career goals o r are you 3 Many people say two to
10 being attracted by the lifestyle? The biggest is family. This three years. But this will vary
Also before you go, you need can be particularly hard for according to the country and
to have a re-entry plan." Kevan 30 people in the middle of their organisation. Mr Parslow thinks
Hall, chief executive of the careers who may have children so that if you spend too long abroad,
i nternational people management at school. Ms Bunting says: you can end up with a not entirely
15 group, G lobal Integration, says "There's your partner's career positive expat* label attached to
you shouldn't underestimate too. Some people's spouses try you.
the culture shock. "Go out there 35 and commute back and I'd really
• An cxpat is someone who lives and
beforehand. See what you ' re advise against this as it makes an works abroad . often for a long period.
getting into." already stressful situation even
more difficult."

116 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 1

1 Find the correct place in the article for each 4 When you work overseas, ... the experience
of these questions. you gain is ... very attractive. (lines 26-27)
Attractive to whom?
a) Is there an ideal length of time?
b) What about the destination?
5 Find the answers to these questions in
c) What are the advantages and d isadvantages?
paragraphs 4, 5 and 6. Start your answers
d) What are the personal considerations?
with Because ...
e) What should I consider before I go?
When considering a job abroad ...
2 look through the whole article and match a) why is it especially hard for people in the middle
each person 1-3 with their organisation of their careers?
a)-c), and their opinions/advice i)-viii). b) why should married people consider the issues
(Each person has more than one opinion/ carefully?
piece of advice.) c) why is it a bad idea for the husband or wife to
commute back to the home country?
1 Nicola a) Global i) Don't stay abroad
d) why is Asia a good place to go and work for a
Bunting Integration too long.
while?
2 Kevan b) Harvey Nash ii) Make sure the
Hall overseas job e) why is it a good idea not to stay there too long?
suits your career
goals. Over to you 1
3 Nigel c) not iii) Think about your Imagine that a colleague of yours is going to work or
Parslow mentioned partner's career. study abroad for two years. What advice would you give
iv) Don't them?
underestimate
the culture
Over to you 2 -t
shock. m
Some say that the business world is becoming more or ><
v) You may have -t
less the same everywhere, and that people should have
no choice about OJ
less and less trouble adjusting to work in a new country. )>
going abroad or z
Do you agree or disagree? Give your reasons.
not. :;;r::::
vi) Think about what
you will do when
you get back.
vii) Go to work in
Asia.
viii) Go to the place
beforehand to
check it out.

3 Read paragraph 2 and decide if these

statements about expressions are true or
false.

If you ...
a) consider if a job fits in with your career goals
(lines 8-9), you think about the long-term
consequences of taking the job.
b) go to work abroad and have a re-entry plan
(line 12), you have an idea about what you are
going to do when you get back.
c) underestimate something (line 16), you give it
more importance that it really has.
d) suffer from culture shock (line 17), you find it
easy to get used to another culture.
e) get into a situation (line 19), you get involved
in it.

PHOTOCOPIABLE © Pearson Education Limited 2012 117

 1
Careers
UNIT

:- -ll':i'
P E R FO RMANCE REVI EWS -�.-��-}:-�
..

Before you read

In a performance review or performance appraisal, your boss tells you
how well you are doing your job, and things that you must improve.
Are these reviews useful? Why? I Why not?
If you're a student, what forms of appraisal are there for your work?

Reading
Read this article from the Financial Times by lucy Kellaway and
answer the questions.

e e 0
FT
LEVEL OF DIFFICULTY

It's time to sack job appraisals

By Lucy Kellaway

Last week an e-mail went round 15 survived the fashion in which file even though you know from
the office asking for suggestions appraisals are called "career 30 experience how much attention
on ways to improve our chats". I've done appraisals will be paid to it later: none at all.
performance appraisal system. across a table, on a sofa, even At least I ' ve only had to
5 My suggestion is dead easy and over a meal. suffer one side of the process. I
dirt cheap: get rid of the whole 20 But I have never learnt have never - thank goodness -
thing and replace it with nothing anything about myself as a result. 35 had to appraise anyone else. This
at all. I have never set any target that I must be even worse, as you have
Over the past 3 0 years, I later hit. Instead I always feel as to pe1fonn the same operation
10 have been appraised 30 times if l am playing a particularly bad with each employee in tum. You
- as banker, journalist and non­ 25 party game that isn't fun and that have to let people believe they are
executive director. I ' ve lived doesn't answer the most basic 40 doing more or less okay, because
through the fashion for long, question: am I doing a good job? it's too tiring to tell them that they
complicated forms . I 've also The resulting form is then put on aren't doing okay at all.

118 © Pearson Education Limited 2012 P HOTOCOPIABLE

 TEXT BANK H UNIT 1

1 Read through the whole article. Is the writer e) If something is complicated (line 14), it is ...
for or against job appraisals? i) easy.
ii) nice.
iii) difficult.
2 Complete the table with words from
f) A chat (line 17) is a type of ...
paragraphs 1, 2 and 3. i) speech.
ii) interview.
verb noun
iii) conversation.
suggest
5 Match the verbs from paragraph 3 with the
improvement
things that they go with.
appraise
1 learn a) a party game
replacement
2 set b) something on file
survival
3 play c) a basic question
target
4 answer d) a target
answer
5 put e) attention to
file
something
experience
6 pay f) something about
yourself
3 Now match the nouns in Exercise 2 to their
definitions.
6 Read paragraphs 3 and 4 and decide if these
a) what you give when someone asks a question statements are true or false.
b) when something gets better The writer of the article ...
c) something that takes the place of another a) found out things about herself thanks to job
d) the act of giving an opinion about someone or appraisals.
something b) set targets for herself, but didn't hit them.
e) something that you aim at or for c) compares job appraisals with party games.
f) advice about what to do d) has found out if she has done a good job during
g) sheets of paper with information, kept together job appraisals.
h) knowledge of what has happened in the past e) has done job appraisals of people working for
i) continuing to exist, despite difficult conditions her.
f) thinks that it's easy to tell people that they are
4 Choose the correct alternative to complete not performing well.
these statements about the expressions in
italic from paragraphs 2 and 3. Over to you 1
a) If something is dead easy (line 5), it is ... After reading the article, do you think that performance
i) not so easy. appraisals are a) less useful, or b) more useful than you
ii) very easy. did before you read it? Give your reasons.
iii) quite easy.
b) If something is dirt cheap (line 6), it is . ..
Over to you 2
i) very cheap. Give suggestions on how to tell an employee in a
ii) quite cheap. performance appraisal that their work is not good
iii) not at all cheap. enough.
c) If you get rid of something (line 6), you ...
i) keep it.
ii) throw it away.
iii) prevent it.
d) If you live through something (lines 12-13), you ...
i) experience it.
ii) ignore it.
iii) realise it.

PHOTOCOPIABLE © Pearson Education Limited 2012 119

 2
Com pan ies
UNIT

LOOKI N G AFT E R E M P LOYE ES �;;;: ,

Before you read
What's the best way to keep a company's employees happy and
motivated?

Read ing
Read this article from the Financial Times by Stefan Stern and answer
the questions.

e e 0
FT
LEVEL OF DIFFICULTY

The real value of managing information and people

By Stefan Stern
-I
,.,
X
-I
OJ SAS has been a pioneer in the ts to save money, to cut expenses, to hairdressers and a 35-hour week:
)> business of ·'analytics". This try to bring in more revenue, and JO these all form part of the employee
z
" i nvolves not just gathering we actually ended up growing last package.
information, but also processing year by 2.2 per cent. I always say There is a downside. SAS
s it and getting the value from it. Its if you treat people like they make does not pay the highest wages
chief executive, Jim Goodnight, zo a difference they will make a in its sector. But it is a successful
says: · 'When the economic difference.'· 35 business with low staff turnover.
downturn started I told everyone SAS has just been named by Most employees seem happy
there would be no job losses, that Fortune magazine as the best with the deal, which is designed
to we might have lower profits but company to work for in the US. to make working life easier. lt is
that was fine with me," he says. 2s The on-site perks and benefits at these software programmers who
"f didn't care because I prefer SAS headquarters are remark­ -10 in turn keep SAS's clients happy.
keeping everybody's jobs. I think able. Medical care, childcare,
everybody actually worked harder sports centres, massage, food.

120 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 2

1 Look through the whole article. Which 6 Choose the alternative with the closest
organisation is it about? meaning to the expression i n italic.

a) There is a downside. (line 32)

2 Complete these statements with words from i) disadvantage
paragraph 1, as they are used i n the article. ii) disagreement
iii) disappointment
a) A . . . . . . . . . . . . . . . . . . . . is a person or organisation
. . . .

that does something that has not been done b) SAS does not pay the highest wages ... (line 33)
before. (7 letters) i) earning
ii) salaries
b) If you collect information, you . . . . . . . . . . . . . . . . . . . . . . . .
iii) payments
it. (6 letters)
c) ... in its sector. (line 34)
c) If
you . . . . . . . . . . . . . . . . . . . . . . . . information, you try to
i) segment
make it easier to use, understand, etc. (7 letters)
ii) industry
d) An economic . . . . . . . . . . . . . . . . . . . . . . . . is a time when iii) area
business activity goes down. (8 letters)
d) But it is a successful business with low staff
e) You say that something . . . . . . . . . . . . . . . . . . . . . . . . turnover. (line 35)
happened when you want to talk about what i) few employees who leave
really happened, not what might have happened. ii) low sales per employee
(8 letters) iii) few employees who sell
f) . . . . . . . . . . . . . . . . . . . . . . . . is another word for 'costs'. e) Most employees seem happy with the deal, . . .

(8 letters) (line 37)

g) . . . . . . . . . . . . . . . . . . . . . . . . is money from sales. (7 letters) i) location and salary
h) If you . . . . . . . . . . . . . . . . . . . . . . . . people in a particular ii) healthcare and sports centres
way, you manage them in that way. (5 letters) iii) pay and benefits

Over to you 1 -f
3 Read paragraph 1 and choose the best m
summary.
X
Think about your own organisation or one you would -f
like to work for. What perks and benefits would you �
SAS got through the economic downturn ... )>
most like to have? z
a) but profits increased and some employees lost A
their jobs.
Over to you 2
b) but it made a loss; however, everyone kept their
jobs. SAS is based on a 'campus' outside Raleigh, Virginia.
(A campus is a kind of park, often on the edge of a city,
c) and the company even grew during that time.
where a company has its offices.) Would you prefer to
work on a campus like this, or in a city centre office?
4 Now answer these questions about Give your reasons.
paragraph 1 .

a ) What does SAS do?

b) During the downturn, why didn't Jim Goodnight
worry about having lower profits?
c) How did his employees manage to get the
company to grow?
d) What is his 'philosophy' in relation to employees?

5 Read paragraph 2. Imagine that SAS

employees make the comments below.
Which perk or benefit is each employee
referring to?

a) 'I like being able to leave work at 5.30!'

b) 'If I get ill, I can always go and see the company
doctor.'
c) 'I can leave my kids in the creche and pick them
up when I leave work.'
d) 'It's great to be able to play tennis at lunchtimes.'
e) 'I can always get my hair cut without going into
town.'
f) 'The hamburgers are delicious.'

PHOTOCOPIABLE © Pearson Education Limited 2012 121

 2
Com pan ies
UNIT

-.
� -..,.�
I TALIAN COM PA N I ES · :.J"
··- :n

Before you read

What products do you think of when you think of Italian companies?

Read ing
Read this article from the Financial Times by Rachel Sanderson and
answer the questions.

e e e

FT
LEVEL OF DIFFICULTY

Value of being ' Made in Italy '

By Rachel Sanderson
-t
m
><
-t
OJ I n Palazzo Strozzi, a Renaissance 20 and medium-sized businesses and plastic products to Turkey
)> palace overlooking Florence's that make up a large part of 40 or winemaking equipment to
z
" Arno River, Ferruccio Ferragamo, the country's economy were in Chile, emerging markets arc
owner of luxury shoe brand decline. The Italians could not proving increasingly important
Salvatore Ferragamo, is compete with rival manufacturing for Italy's entrepreneurs.
explaining why his shoes are 25 countries in Asia. Their The place where a product is
"Made in Italy". Mr Ferragamo's productivity was too low and too 45 made is very important for
father, Salvatore, put handmade costly. But the country's exports Chinese consumers. By some
shoes on the feet of Marilyn are estimated to have grown 1 2 .5 estimates, China is now the
10 Monroe and Sophia Loren, per cent this year, with forecasts world's biggest luxury market.
Lauren Bacall and Judy Garland. Jo of 8 per cent ror next year's This has allowed the industry to
But many people might think that growth. so raise prices by I 0 per cent i n the
his son is living in different times, The surge has been caused by past 1 2 months. As Mr Ferragamo
with rising Chinese and Indian the attraction of "Made in Italy" says, "We cannot make enough to
15 manufacturing companies putting goods to the middle classes of keep up with the demand from the
Italian companies out of business. 35 rapidly growing economies, Chinese. They want their shoes
A decade ago, many including Brazil and China. And ss not just made in Italy, but often
economists, in Italy and outside, whether it is sending furniture to made in Florence."
were convinced that the small Russia, textiles to Egypt, rubber

122 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK H UNIT 2

1 look through the first paragraph to find the 3 Read paragraphs 3 and 4 and decide if these
names of: statements about expressions are true or
false.
a) a luxury Italian shoe company.
b) its current owner. a) A surge (line 32) is an increase.
c) the name of his father. b) If something has an attraction (line 33), people
like it.
d) the names of four actresses who have worn its
shoes. c) Emerging markets (line 41) have existed as
markets for a long time.
2 Choose the alternative with the closest d) Entrepreneurs (line 43) are people who start
meaning to the expression in italic. new businesses and have new ideas for existing
businesses.
a) A decade (line 17) ago, ...
e) Demand (line 53) for something is the amount of
i) five years
it that is available to buy.
ii) ten years
iii) twenty years
4 list all the products mentioned in
b) ... many economists, in Italy and outside, were
paragraph 3.
convinced (line 19) that the small and medium·
sized businesses ...
i) unsure 5 Choose the best summary of the whole
ii) secure article.
iii) sure
Italian manufacturing companies ...
c) ... that make u p a large part of the country's
economy were in decline. (lines 22-23) a) have been successful because they have higher
i) getting smaller and less important productivity than Chinese or Indian companies.
ii) getting bigger b) were expected to do badly, but have been
iii) staying the same successful because of demand from emerging -t
m
d) The Italians could not compete with rival (line 24) markets. ><
-t
manufacturing countries in Asia. c) do well because customers in emerging markets
t:C
i) similar want their shoes made in Florence. )>
ii) competing z
;;:;:
iii) helpful Over to you 1
e) Their productivity (line 26) was too low and too Why is the place where luxury goods are made so
costly. important?
i) sales
ii) profits
iii) output per person Over to you 2
Describe areas i n your country that specialise in making
f) But the country's exports are estimated (line 28)
to have grown 1 2 . 5 per cent this year, ... particular goods. How are they doing now in relation to
i) known the past?
ii) calculated
iii) guessed
g) ... with forecasts (line 29) of 8 per cent for next
year's growth.
i) predictions
ii) promises
iii) plans

PHOTOCOPJABLE © Pearson Education Limited 2012 123

 3
Selli ng
UNIT

-·

B U S I N ESS-TO- B U S I N ES S S E L L I N G �
....
. ._ "

Before you read

When businesses sell services to other organisations, what skills do
the salespeople need?

Read ing
Read this article from the Financial Times by Stefan Stern and answer
the questions.

LEVEL OF DIFFICULTY e e e

The days of amateur selling are over

By Stefan Stern

Don't you just love it when you zo get a better ali-in deal. But the person is a pleasant individual
come through the arrivals gate at travel agency, through its amateur 40 who knows a lot about their
the airport and you see a driver approach to buying and selling, is products," the report says, "but
there waiting for you, holding throwing away a large amount of is not able to show how their
5 up a board with your name on it? money. products are different from the
How much is that service worth 25 That is the story of a real competition, or to solve the
to you? 1f it is a business trip travel business as told to me by 45 customer's problems."
and your company is paying, do Michael Moorman, head of ZS This game has changed.
you know what price you will be Associates, a Chicago-based sales "Today sales people have to go
10 charged? and marketing consultancy. Mr in and negotiate with professional
I didn't think so. The individual 30 Moorman is critical of some of negotiators," M r Moorman says.
customer doesn't have this the old-fashioned, amateur selling 50 "You have to be able to speak
sort of information. The travel techniques that go on in many the language of finance." It is
department in your company can businesses, that are unsuited to not good enough to be a "born
15 handle it. But what if the travel today's commercial environment. salesman" any more. 1t is the
agency that they are buying from 35 A new report from the U K 's smart salesmen and women who
doesn't know the price either? Cranfield School of Management 55 will keep their businesses anoat i n
Good news for your company's has also described some of the the months ahead.
purchasing department: they can problems. 'The average sales

124 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK H UNIT 3

1 Look through the whole article. It's about 6 It is the smart salesmen and women who will
the way that companies buy products and keep their businesses afloat in the months
services. Which type of product or service is ohead (lines 53-56). The writer is comparing
mentioned in particular? these businesses to:

a) cars b) travel c) computers a) planes b) trucks c) ships

2 Give your own personal answers to the Ove r to you 1

three questions in paragraph 1. For the third The average sales person is a pleasant individual who
question, think of a particular place that you knows a lot about their products. Is this your experience
have visited and give details of prices, if you when buying things as a consumer?
can.
Over to you 2
3 Read paragraph 2 and answer the questions. Who is responsible for buying products and services
a) What two expressions are used to refer to in your department or school? Who are the main
the department that buys travel services in a suppliers? What could be done to negotiate lower prices
company? with them?

b) What expression is used to refer to the

organisation selling these services?
c) What is the organisation in question b) above
doing wrong? Why?

4 Complete the table with words from

paragraphs 4 and 5, i n the form they are
used in the article.
-f
m
X
verb noun -f
OJ
report · · · · · · · · · · · · · · · · · · · · · · · · )>
z
manage . . . . . . . ................. "

compete · · · · · · · · · · · · · · · · · · · · · · · ·

. . . . . . . . . . . . . . . . . . . ..... solution

negotiate negotiation,
· · · · · · · · · · · · · · · · · · · · · · · ·

(people)

5 In what order do these items of information

appear in paragraphs 4 and 5?

Sales people ...

a) have to know about finance.
b) are usually nice people.
c) have to be intelligent.
d) should be able to say why their products are
different from the competition.
e) are often highly informed about their products.
f) should be able to provide answers to the
customer's problems.
g) have to be able to negotiate skilfully.

PHOTOCOPIABLE © Pearson Education Limited 2012 125

 3
Selli ng
UNIT

CLOS I N G T H E SALE
�
.
.�:�-�
..
�

Before you read

What is the most difficult thing about selling?

Reading
Read this article from the Financial Times by Mike Southon and
answer the questions.

e e e
FT
LEVEL OF DIFFICULTY

What to do at closing time

By Mike Southon
-I
IT1

�
OJ The most difficult sales task is may have to get authorisation 35 solutions will bring.
)> asking for money, or, to use the from someone higher in the Then there is the most
z
" technical term, "closing". Even 20 organisation, perhaps even the difficult part of the script, a final
experienced sales people will do purchasing director. This is question in the style of. '·So, do
5 anything to avoid this unpleasant probably someone who is only we have a deal?'' This should be
part of the job. So, for a business interested in big discounts. It is a .w followed by silence, which may
owner, an important part of sales good idea to ask a possible buyer feel uncomfortable, but if the
management is to encourage, or 25 how much they are allowed to sales person breaks that silence,
even threaten, saJes people tO get spend. Then you can offer them the deal could easily disappear.
10 them to ask for orders. products or services that they can Ideally, the customer will break
Pan one of the saJes cycle is afford. 45 the silence and say yes, a positive
the qualification process: the sales It's useful to practise a good outcome for all concemed. But
person should listen carefully 30 closing technique in advance of even if the customer says no,
to the customer's needs and find the key moment. This will include it is reasonable to ask why and
15 a solution that can be del ivered a positive summary of the sales perhaps work out how to change
quickly. The larger the order, the process, explaining the benefits 50 their mind.
more likely it is that the buyer for the customer that the proposed

126 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 3

1 Put the paragraph headings i n the correct 4 Complete these statements with appropriate
order. forms of words from paragraphs 3 and 4.
a) Checking you have got the sale a) A way of doing something is a t . . . . . . . . . . . . . . . . . . . . . . . .

b) Finding out about customers (9 letters)

c) Getting orders is hard b) A short speech, description, etc. giving the key
d) Practise what to say at the end, to get the sale points of something is a s-. . . . . . . . . . . . . . . . . . . . . . . . .

(7 letters)

2 Match the expressions (1-6) from paragraphs c) The advantages of a product or service for the
2 with their definitions (a-f). customer are its b. . . . . . . . . . . . . . . . . . . . . . . . . (8 letters)
1 and
d) Something that is suggested is p. . . . . . . . . . . . . . . . . . . . . . . . .
1 business owner a) deciding how likely it (8 letters)
is that someone will
e) A d . . . . . . . . . . . . . . . . . . . . . . . . is an agreement to buy
buy something
2 sales management b) the different points in something. (4 letters)
the process of selling f) If something no longer exists, it has
something d . . . . . . . . . . . . . . . . . . . . . . . . . (11 letters)
3 sales people c) members of the sales g) The result of a process is its o. . . . . . . . . . . . . . . . . . . . . . . . .
force (7 letters)
4 sales cycle d) someone whose
job is to buy goods h) If something is acceptable, it is r. . . . . . . . . . . . . . . . . . . . . . . . .
and services for an (10 letters)
organisation
5 qualification process e) someone who owns a 5 Which one of these statements about the
company whole article is true?
6 purchasing d irector f) the way that sales
are organised and a) Sales people always have to be threatened before
controlled they go out and close a sale.
b) Qualification and using the final closing script are
3 Complete the answers to the q uestions, two key stages in the sales process.
using appropriate forms of expressions from c) Sales to companies always have to be authorised
paragraphs 1 and 2. by the purchasing manager.
a) Is the point where you ask someone to buy
something called 'ending'? Over to you 1
- No, it's called '. . . . . . . . . . . . . . . . . . . . . . . .'. Describe the sales process in your organisation, or one
b) Is it always a nice experience? that you would like to work for.
- No, it can be . . . . . . . . . . . . . . . . . . . . . . . . .
c) Is it enough just to encourage sales people to get Over to you 2
orders? Some say that good sales people are born and that it's
- No, sometimes it's necessary to impossible to train others to become good sales people.
. . . . . . . . . . . . . . . . . . . . . . . . them. What do you think? Give your reasons .

d) Does the writer talk about delivering products

and services?
- No, he talks about a '. . . . . . . . . . . . . . . . . . . . . . . .' .

e) Is the buyer always able to place the order?

- No, sometimes they have to get

f) Are purchasing d irectors usually interested in the

personal qualities of sales people?
- No, they are only interested in . . . . . . . . . . . . . . . . . . . . . . .

· PHOTOCOPIABLE © Pearson Education Limited 2012 127

 -

UNIT 4
G reat ideas

PARTN E RS H I PS I N I N N OVATION_ ._. J -

Before you read

Where do companies usually get their ideas from?

Reading
Read this article from the Financial Times by Jonathan Birchall and
answer the questions.

e e 0
FT
LEVEL OF DIFFICULTY

Innovation brings growth

By Jonathan Birchall
-f
m
X
-f
I:P Procter & Gamble, the world's P&G. "We want you to come to Glad brand plastic bags. Its most
)> largest consumer goods company. us with your big ideas first." unexpected government research
z
" is a global industry leader in new External co-operation has partner may be the Los Alamos
consumer product innovation. delivered a stream of successful National Lab, the US defence
5 According to data from IRI, 25 "big idea" products. Last year, 45 technology research centre. Los
the market research firm, it IRI's list included Tide Total Alamos initially helped P&G to
produced five of the top I 0 US Care, a premium version of its produce one of the chemicals
non-food product launches last Tide detergent. This product used in babies' nappies. using
year. Its goal is to add another was number two by sales on data analysis systems developed
10 I bn customers to the estimated 30 lRfs top 10 list of non-food 50 for weapons technology.
4bn it already reaches. Bob products. l t was developed with One of the programme·s early
McDonald, its chief executive, external research from Sweden's success stories was its Olay
says that the road to more University of Lund and from two Regenerist anti-ageing creams.
innovation should increasingly small chemical companies. which was built around a chemical
15 include other people's good ideas. 35 P&G's list of partners includes 55 process developed by Sederma.
"We need bigger innovations other large corporations, such as a French company. "As a small
that create more value," Mr food groups ConAgra and General company, we had little chance of
McDonald told this year·s annual Mills. and rivals, including getting in there until P&G changed
awards event for companies and Clorox. P&G is developing a joint its policy." says Karl Lintner,
20 research centres that work with 40 venture with Clorox to produce oo who headed Sederma at the time.

128 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 4

1 Look through the whole article to find the 5 Choose the best summary for the whole
names of: article.
a) a consumer goods company. Procter and Gamble ...
b) its CEO. a) has always welcomed co-operation with other
c) a market research organisation. companies to develop new products.
d) a Scandinavian u niversity. b) only works with American companies to develop
e) two big food companies. new products.

f) a competitor of the company in item a) above. c) has realised the importance of working with
other organisations, not only companies, on new
g) a military research laboratory.
products.
h) a French company.

Over to you 1
2 Now look through the whole article again to
find the products developed i n partnership
What are the risks of working on new products with
competitors in joint ventures?
with the organisations in items d), f), g) and
h) in Exercise 1 above.
Over to you 2
Is there co-operation in your country between
3 Find expressions in paragraph 1 with the
businesses and universities to develop new products
number of words shown in brackets that
and services? If there is, give some exam ples If not, try
.

mean the following.

to explain why.
a) the biggest organisation anywhere in the world
that makes products for the general public (6)
b) the biggest and best company of its kind
anywhere in the world (3)
c) developing new products for the general public
(3)
d) a n occasion every year where prizes are given (3)

4 Read paragraphs 3 and 4 and decide if these

statements about expressions are true or
false.

a) External co-operation (line 23) is when a company

develops a new product by itself.
b) The word stream (line 24) is used here to refer to
water.
c) A premium version (line 27) of a product is less
good and costs less than the ordinary version.
d) The word chemical is used in line 34 as an
adjective and in line 47 as a noun.
e) A corporation (line 36) is usually a small
business.
f) A joint venture (lines 39-40) is when two
companies work together on a particular project.
g) The word data (line 49) refers to information,
especially information analysed on computers.

PHOTOCOPIABLE © Pearson Education Limited 2012 129

UNIT 4
G reat ideas

ACC E PTI N G N EW I D EAS .' -�--

.. �

Before you read

The expression 'Not invented here' is used by someone to say that an
idea or new product did not start in their department or company.
Why is it difficult for organisations to accept ideas that are 'Not
invented here'?

Reading
Read this article from the Financial Times by Stefan Stern and answer
the questions.

e e e

FT
LEVEL OF DIFFICULTY

Open your mind to the idea of innovation

By Stefan Stern

The three most dangerous words been rejected as pan of a review 35 retailer. He told a story of how his
in management? "Not invented process, 10 had gone on to become company had in the past 20 years
here". As Henry Chesbrough, 20 highly successful businesses. brought in new ways of doing
executive director of the Indeed, the combined value of things again and again.
Center for Open Innovation at these 10 new projects was twice Whether it was ending
the University of California, that of Xerox itself. He calls these 40 commtsstons for sales staff,
Berkeley. has pointed out. senior rejections '·false negatives": the starting to sell on the I nternet, or
management teams can fail :?S innovations had looked bad, but renewing the company's approach
to spot imponant innovations that was because senior managers to customers, or expanding
10 because the new ways of doing did not recognise their benefits. abroad: each time, Best Buy's
business do not easily fit in with Prof Chcsbrough was one 45 leadership did not make the
the way they are doing things of the speakers at last week's decisions easily. Each time. there
now. 30 Financial Times innovation were smart people at the top who
Researching the performance conference in London. The resisted change, he said. Necessary
15 of Xerox. the copier and printer conference also heard from innovations are hard to introduce
company, Prof Chesbrough found Brian Dunn, chief executive of so when, as in Best Buy's case, the
that, out of 35 projects that had Best Buy. the electrical goods business seems to be doing fine.

130 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 4

1 Put the paragraph headings i n the correct d) What does Best Buy do?
order. i) It's a wholesaler of electrical goods.
ii) It's a retailer of electrical goods.
a) Best Buy's difficult i nnovation decisions iii) It makes electrical goods.
b) Company managers can fail to see new ideas e) Why is Best Buy mentioned?
c) The innovation process at Xerox i) Because it is similar to Xerox in its approach
d) Regular innovations at Best Buy to innovation.
ii) Because it did not innovate at all.
iii) Because it does accept new ideas, but only
2 Read paragraphs 1 and 2 and decide if these
after a lot of disagreement and discussion.
statements about expressions and related
expressions are true or false. f) Why was it particularly difficult to introduce new
ways of doing things at Best Buy?
a) An innovation (line 9) is a new idea, product, etc. i) Because it was already a successful company.
Innovation (line 5) is new ideas, products, etc. in ii) Because most of its senior managers resisted
general. them.
b) If you point something out (line 7), you don't talk iii) Because it did not need them.
about it.
c) If you spot something (line 9). you don't see it. 5 Choose the best summary for the whole
d) If something fits in (line 11) with something else, article.
it's acceptable. Companies ...
e) If something is rejected (line 18), it is accepted. a) do not find it easy to accept new ideas.
f) In a review process (lines 18-19) things, ideas, b) do not accept new ideas because many managers
etc. are judged. are stupid.
c) accept and develop new ideas easily.
3 Find expressions in paragraphs 3 and 4 with
the number of letters shown in brackets that -f
Over to you 1 m
mean the following. X
What does your own school or organisation do to keep -f
a) boss (5, 9) OJ
itself open to new ideas? )>
b) introduced (7, 2) z
:;:::
c) repeatedly (5. 3, 5) Over to you 2
d) payments in addition to salary (11) What do you do to keep yourself open to new ideas?
e) senior managers considered as a group (10)
f) fought (8)
g) needed (9)

4 Read paragraphs 2, 3 and 4 and choose the

correct answer.

a) How many of the new business projects rejected

in Xerox's review process went on to become
successful businesses?
i) most of them
ii) more than half of them
iii) nearly a third of them
b) How much were the businesses worth in relation
to the value of Xerox?
i) twice as much
ii) the same
iii) half as much
c) Why had Xerox managers rejected the new
business ideas?
i) Because the ideas were not explained
properly.
ii) Because the managers couldn't see their
value.
iii) Because the managers didn't understand the
ideas.

PHOTOCOPIABLE © Pearson Education Limited 2012 131

UNIT 5
Stress
-�
TECH N I Q U E S F O R D EALI N G W I TH SliR ESS

Before you read

What do you do when you feel stressed?

Reading
Read this article from the Financial Times by Rhymer Rigby and
answer the questions.

FT
LEVEL OF DIFFICULTY e e 0

B eating stress
B y Rhymer Rigby

Cary Cooper, professor of 1s consultancy Vielifc, says, leaving work on time."

organisational psychology and "Leam to recognise your early 30 Create time to organise your
health at Lancaster University, warning signs - for instance. thoughts, plan your tasks and
says you need to learn to being irritable, suffering from understand what is going on
5 differentiate between stress and headaches or a sudden lack of around you. If you are constantly
pressure, which can be thought 20 confidence." As many people are working long hours, then create
of as "good stress". "Pressure is poor judges of themselves, she 35 good reasons to leave work on
motivating and it makes you more suggests asking a friend or family time. "Think of this as a kind
productive," he says. "But when member to help you spot signs of emorional exercise,'' says
10 the pressure becomes greater of stress. Prof Cooper. "Even if you enjoy
than your ability to cope, then 25 "There have been so many working from eight until eight,
you're in the bad stress area." job cuts that workloads have �o in the long term it's not good
Jessica Colling, product increased massively,'' says Prof for you."
director at corporate well-being Cooper. "People feel guilty about

132 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .. .. UNIT 5

1 Read through the whole article and match g) amounts of work that people have to do (9)
each question (a-d) to the paragraph (1-4) h) If something increases a lot, it increases
that answers it. . . . . . . . . . . . . . . . . . . . . . . . . . (9)
a) What should I look out for? i) If you feel responsible for something bad, you
b) What are some of the causes? feel . . . . . . . . . . . . . . . . . . . . . . . . . (6)
c) Is all stress bad?
5 Choose the alternative with the closest
d) How do I manage it?
meaning to the expression in italic.

2 Complete the table with words from a) Create (line 30) time ...
paragraph 1. i) make
ii) do
noun adjective or -ing form iii) get
b) ... to organise your thoughts, plan your tasks
organisation
(line 31) and understand what is going o n around
psychological you.
i) what you did
healthy ii) what you have to do
stressed, stressful iii) what you want
c) If you are constantly (line 33) working long hours,
motivation then create good reasons to leave work on time.
production i) always
ii) often
able iii) sometimes
d) "Think of this as a kind of emotional exercise
3 Now match the adjectives in Exercise 2 to (line 37)," says Prof Cooper.
their meanings. i) activity -t
m
ii) plan X
This adjective is used to describe someone who ... -t
iii) project
a) is doing a lot and getting results.
e) "Even if you enjoy working from eight until eight, �
z
b) feels worried and tired because they have too "
in the long term (line 40) it's not good for you."
much work. i) long time
c) is in a good physical and mental condition. ii) long period
d) can do something. iii) long run

This adjective is used to describe ... Over to you 1

e) a situation where someone feels out of control. Is work more stressful, o n average, than it was 15 years
f) companies, departments, etc. ago? Give reasons for your opinions.
g) work that is interesting and that makes you want
to do it. Over to you 2
h) the mind. One of Prof Cooper's tips for avoiding stress is to create
good reasons to leave work on time. Is this always
4 Find expressions in paragraphs 2 and 3 with possible in your job or one that you would like to have?
Why? I Why not?
the number of letters shown in brackets that
mean the following.

a) the state of feeling good (4-5)

b) things that show you that something is going
wrong (7, 5)
c) describes someone who easily gets angry or
annoyed (9)
d) the state of not having something (4)
e) the feeling of being able to do something (10)
f) If you see that something is happening, you
. . . . . . . . . . . . . . . . . . . . . . . . it. (4)

PHOTOCOPIABLE © Pearson Education Limited 2012 133

 5
Stress
UNIT

......i
STRESS I N TH E P U B L I C S ECTOR �:�
iJ
:"

Before you read

Are jobs in the public sector (schools, hospitals, social work etc.) more
or less stressful than those elsewhere? Why? I Why not?

Reading
Read this article from the Financial Times by Brian Groom and answer
the questions.

FT
LEVEL OF DI FFICULTY e e e

S tress-related absence rises

By Brian Groom
-1
m
><
-1
OJ Staff absence levels remain survey, when one-fifth reported employers rated organisational
)> higher in the public sector than 20 an i ncrease. But only one-fifth of change and restructuring as one of
z
" i n the private sector, with stress organisations had increased their the leading causes of work-related
levels likely to grow as the focus on employee well-being .w stress, compared with fewer than
5 government's spending cuts take and health promotion , suggesting 40 per cent in other sectors.
effect, according to a report by the that more could be done. Jill Miller of the CIPD said:
Chartered Institute of Personnel 25 The survey found that average "The survey shows why closing
and Development (CIPD). Its absence was three days h igher i n the gap between public and
survey of 573 organisations with the public sector than in private 45 private sector absence has proved
10 1 .5m employees found that the sector services, at 9.6 days per so difficult for all governments
recession has had an effect on the employee per year compared over the years. Compared to the
whole economy, with a third of all 30 with 6.6 days. Stress was the private sector, more public sector
employers reporting an increase main cause of high levels of long­ employees are in challenging jobs
in stress-related absence. term public sector absence, with so such as social work, policing,
15 More than a third of employers three-quarters of public sector teaching and nursing, where they
noted an increase i n mental health organisations putting stress among often have to deal with people i n
problems such as anxiety and 35 the top five causes of absence. emotionally difficult situations."
depression-abig riseon last year's More than half of public sector

134 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK �� UNIT 5

1 Look through the whole article and match 3 Read paragraphs 2 and 3 and decide if these
the figures to the things that they refer to. statements are true or false.

1 573 a) the average number of days of a) Anxiety and depression are mental health
absence of public sector workers problems.
per year b) About 20 per cent of employers say that mental
2 1.5m b) the number of public sector health problems have increased in the past year.
organisations who think stress is c) About 20 per cent of employers said last year that
an important cause of absence mental health problems had increased in relation
3 9.6 c) the average number of days to the previous year.
of absence of private sector
d) About 80 per cent of employers have started
workers per year
thinking more about the well-being of their staff
4 6.6 d) the number of companies in the in the past year.
CIPD survey
e) Private sector workers take more days of absence
5 three- e) the number of public sector
than public sector ones.
quarters employers who think change
in their organisation is an t) More than 60 per cent of public sector employers
important cause of stress think that changes in their organisation cause
stress.
6 more than t) the number of workers in the
half private sector who think change g) Fewer than four in ten employees in the private
in their organisation is an sector think that changes in their organisation
important cause of stress cause stress.
7 fewer than g) the number of employees
40 per cent covered in the Cl PO survey 4 Complete these statements with expressions
from paragraph 4.
2 Match the two parts to make expressions a) If you want to make the difference between two
from paragraph 1. things smaller, you try to . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

1 Staff absence a) spending cuts

between them. (3 words)
2 public b) levels b) A . . . . . . . . . . . . . . . . . . . . . . . . . . . . . job is a difficult one, but it
might be difficult in an interesting way. (1 word)
3 private c) levels
c) If you work to solve problems, you try to
4 stress d) sector

5 government's e) sector them. (2 words)

d) Situations where people's feelings are very strong
6 stress-related t) absence are . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . .

ones. (2 words)

5 Stress is increasing in all U K organisations

and it is...

a) higher in the private sector than the public sector.

b) higher in the public sector than the private sector.
c) the same in both sectors.

Over to you 1
Go back to the answer you gave in 'Before you read'.
Would it be the same now that you have read the
article? Why? I Why not?

Over to you 2
What can companies do to focus on employees' well­
being and health?

PHOTOCOPIABLE © Pearson Education limited 2012 135

 6
Entertaining
U N IT

U N U S UAL E N TE RTAI N M E N T ·- -�-.'\··,.•

� ...

Before you read

If you were invited to an evening of cutting up raw meat, would you
go? Why? I Why not?

Read ing
Read this article from the Financial Times by Samantha Pearson and
answer the questions.

FT
LEVEL OF DIFFICULTY e e 0

B ankers tum to corporate butchery

By Samantha Pearson

Nine men dressed i n expensive who owns the shop and four has become partic ul arly popu l a r
suits and white coats covered 20 others in the capital, says that one with companies wan t i ng to
with blood gather round a table. of his butchers started offering entertain clients. ·'You could take
Among the group are bankers, a one-off classes three years ago 40 the m to an expensive restaurant,
5 property developer and some of after requests from customers. but they want to do something
E nglan d s richest men. This is
' Now there are three sessions a different. We've even had some
corpora te entertainment in the zs week and half of the places are vegetarians come."
post-banking crisis era and they taken up by corporate bookings. Later on in the evening, the
arc learn i ng the art of b utc hery Borut, a Slovenian butcher J5 men are ch allenged to hold up
10 at an eve ning class in central who jointly runs the class, starts a 45kg side o f beef i n t h e a i r for
London. off by teaching the group how to 20 seconds as their colleagues
The class at the Ginger Pig 30 tell rump from ribeye steak. After and friends count down, cheer
butcher's shop in M aryl ebone c omplet ing a three year degree
- and take pictures with their
has become a popu l ar way for in butchery in Ljubljana, Borut so B l ackBerrys. The prize is a ribeye
15 City institutions to entertain their came to London to follow the steak to take home . Equ i pped
clients in the recession, as many profession that has been in his with saws and knives, they then
cut back on expensive parti es . 35 family for generations. During the go about trying to prepare the
Tim Wilson, the Yo rkshire farmer past six months, he says, the class final cut of beef.

136 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 6

1 Choose the alternative with the closest 3 Correct these expressions used in paragraph
meaning to the expresion in italic. 3 by crossing out the unnecessary word in
each expression.
a) Nine men dressed in (line 1) expensive suits and
white coats covered with blood gather round a I f you ...
table. a) run in a class, you teach it.
i) carrying
b) can tell one thing from of another, you know what
ii) wearing
the difference is between them.
iii) clothing
c) complete off a course, you finish it successfully.
b) This is corporate entertainment in the post-
banking crisis era ... (line 8) d) come to on a place, you arrive there.
i) period following the banking crisis e) follow up a profession, you have a job in that
ii) term after the banking crisis profession.
iii) stage next to the banking crisis f) entertain out clients, you take them to
c) ... and they are learning the art of butchery (line 9) restaurants, special events, etc.
at an evening class in central London.
i) selling meat 4 Complete these statements with words or
ii) eating meat
expressions from paragraph 4.
iii) cutting u p meat
d) The class at the Ginger Pig butcher's shop in a) If you are asked to do something difficult, you
Marylebone has become a popular way for City are c. . . . . . . . . . . . . . . . . . . . . . . . to do it.
institutions ... (line 1 5) b) If you keep something in the air with your hands,
i) banks and other organisations in London as a you h. . . . . . . . . . . . . . . . . . . . . . . . it u. . . . . . . . . . . . . . . . . . . . . . . . .
whole c) The people that you work with are your
ii) banks and other organisations in cities c. . . . . . . . . . . . . . . . . . . . . . . . .

around the world

d) If you say, 'five, four, three, two, one', you
iii) banks and other organisations in the City of
c. . . . . . . . . . . . . . . . . . . . . . . . d . . . . . . . . . . . . . . . . . . . . . . . . from -i
London m
five to one. X
e) ... to entertain their clients in the recession as -i
e) If you have tools to do a job, you are
many cut back on (line 17) expensive parties. OJ
e. . . . . . . . . . . . . . . . . . . . . . . . with these tools. )>
i) increase the number of z
ii) reduce the number of f) If you start to do something, you "

iii) reduce the size of 9· . . . . . . . . . . . . . . . . . . . . . . . a. . . . . . . . . . . . . . . . . . . . . . . . doing it.

f) Tim Wilson, the Yorkshire farmer who owns the

shop and four others in the capital, says that one 5 Choose the best summary of the whole
of his butchers started offering one-off classes article.
(line 22) three years ago after requests from Butchery classes are ...
customers.
a) a new form of corporate entertainment, following
i) courses
the banking crisis.
ii) single classes, not part of a course
iii) one-to-one teaching b) an ideal form of corporate entertainment for rich
meat-eaters.
g) Now there are three sessions a week and half of
the places are taken up by corporate bookings. c) only popular as corporate entertainment because
(line 26) this is not a good time for expensive parties.
i) company reservations
ii) reserves for companies Over to you 1
iii) company books Go back to the answer that you gave in 'Before you
read'. Have you changed your mind now that you have
2 Answer these questions about paragraph 3. read the article? Give your reasons.
a) Where does Borut come from?
b) I s he the only teacher in the class? Over to you 2
c) What are rump and ribeye? Think of some other unusual forms of corporate
entertainment that would be suitable for clients in an
d) What is Borut's qualification?
industry that you are interested in.
e) What is his background?
f) Why have butchery classes become popular?
g) Do vegetarians ever come to the classes?

PHOTOCOPIABLE © Pearson Education Limited 2012 137

 6
Entertaining
UNIT

I S H O S P I TALITY A C R I M E ? • .-:!
··:�
..

Before you read

Bribery is when someone offers money or a gift to someone,
for example in order to obtain a contract. Could some corporate
hospitality for clients be a form of bribery?

Reading
Read this article from the Financial Times by Bob Sherwood and
answer the questions.

e e e
FT
LEVEL OF DIFFICULTY

B ribery law threat to business hospitality

By Bob Sherwood
-1
m
X
-1
CJ Businesses are reviewing their of people about this. They are entertainment, because there's
)> corporate hospitality plans as 20 very worried and they should clearly a risk that an offence could
z
" they arc worried that some forms be worried. People are asking be committed," added
of hospitality could be i llegal whether they should be holding .10 M r Morrall.
s under new UK bribery laws. corporate entertainment events." Gary Mil ler, fraud specialist
Lawyers say they have been Two UK banks said they were at lawyers M ishcon de Reya,
asked by companies who fear 2.S looking at how entertaining would believed many companies were
that they may have to cancel be affected by the legislation. unnecessarily worried and
bigger hospitality events after Some lawyers are advising that 45 executives needed only to take
10 the Bribery Act comes into force. breaking the law could depend a "commonsense" approach to
Many City institutions consider on the type of hospitality. So, hospitality. If they had always
luxury entertaining, which can 30 for example, offering lunch at a offered hospitality as routine
include international flights and Twickenham rugby match may be then it was unlikely to attract
free tickets to sporti11g events, as fine, but flying clients to Australia so attention, he suggested, but
15 a normal part of business. to watch cricket could be risky. entertaining clients at a sensitive
Stephen MonaII, corporate "Until clear guidelines are time, such as when a contract was
partner at Dawsons Solicitors, 35 published, people should be very due for renewal. would be riskier.
said: "We have talked to a lot careful about any lavish form of

138 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 6

1 Look through the whole article and decide 5 Complete these statements with appropriate
what the word hospitality refers to. forms of expressions from paragraph 3.

a) hospital management a) A law or set of laws are referred to as

!. . . . . . . . . . . . . . . . . . . . . . . (1 1 letters)
b) hotel management . .

c) entertaining clients b) lf someone doesn't obey a law, they

b . . . . . . . . . . . . . . . . . . . . . . . it. (5 letters)
.

2 Complete the table with words from

c) If there's a chance of something bad happening,
the situation is r. . . . . . . . . . . . . . . . . . . . . . (5 letters)
paragraph 1, in the form they are used in the
. . .

article. d) Advice may be given in the form of

g . . . . . . . . . . . . . . . . . . . . . (10 letters)
. . . .

verb noun e) Entertainment that is expensive and luxurious

is 1 . . . . . . . . . . . . . . . . . . . . . . . (6 letters)
. .

review
f) A formal expression meaning 'to break a law'
bribe bribe, . . . . . . . . . . . . . . . . . . . . . . . is 'to c. . . . . . . . . . . . . . . . . . . . . . . a . . . . . . . . . . . . . . . . . . . . . . . .
.

o . . . . . . . . . . . . . . . . . . . . . . .' . (6, 2 , ? letters)

.

fear

cancellation 6 Answer these questions about the

entertain expressions in paragraph 4 with yes or no.

a) If you are unnecessarily worried (line 44) about

fly
something, do you really need to be worried?
b) If you take a commonsense approach (line 46)
3 Now match the nouns in Exercise 2 to their
to something, do you need a lot of technical
meanings.
knowledge to understand it and make a decision
a) an illegal gift about it?
b) the crime of giving illegal gifts c) If something is unlikely to attract attention
c) the state of feeling afraid (lines 49-50), will people probably not notice it?
d) trips by plane d) If something happens at a sensitive time
(lines 51-52), do people involved need to be
e) when something that was going to happen does
careful how they behave?
not take place
e) Does a contract that is due for renewal (line 53)
f) when you look again at a situation and examine it still have a long time to run?
g) inviting clients to a special event

Over to you 1
4 Read paragraphs 1 and 2 and decide if these
Describe the forms of corporate hospitality that are
statements are true or false.
acceptable for clients in your country.
The new U K laws on bribery ...
a) are causing businesses to check their policies on Over to you 2
hospitality.
...entertaining clients at a sensitive time, such as
b) mean that some hospitality events may be when a contract was due for renewal, would be riskier.
cancelled. How long before or after a contract's renewal would
c) may affect giving free international flights to it be acceptable for the clients to be offered lavish
clients. hospitality? Give your reasons.
d) are not causing a lot of worry among businesses.

PHOTOCOPIABLE © Pearson Education Limited 2012 139

 7
New business
UNIT

ADVE RTI S I N G N EW W E B S I TES .·�-: -.'!-·

Before you read
When you use the Internet, do you sometimes look for new websites,
or do you always look at the ones you already know? Describe your
Internet 'behaviour'.

Read ing
Read this article from the Financial Times by Tim Bradshaw and
answer the questions.

FT
LEVEL O F DIFFICULTY e e 0

Web start-ups buy more TV advertising

By Tim Bmdshaw

More and more, small I nternet 20 that customer, you should start But search ads are most useful
start-ups are advertising on experimenting with as many .w when people know what they are
television, often within months different marketing channels as looking for - so for companies
of their launch. In the late J 990s, possible." Recent e-commerce trying to build awareness for a
s many of the Internet's biggest companies appearing on UK TV new kind of online service, TV
brands - such as Google, Skype 2s include Spotify, the digital music ads can be more useful.
and Amazon - were built through service; Lovefilm, the DV D-rental 45 "Our goal on TV is to educate
word-of-mouth, without paying and onli ne-video service; G l asses people that there is an alternative
for offline ads. Today Google is Direct, which sells spectacles; to the high street," says Kevin
10 advertising on T V and b i llboards, Wonga, a loan provider; and Corn its, chiefexecutive of Glasses
and i n vestors are encouraging 30 Just-Eat, which lets people order Direct. "'Anyone can do an ad
more of their start-up companies from local fast food takeaways so online, but people trust TV." Mat
to take advantage of television. online. Braddy, marketing chief at Just­
Index Ventures invests in Such companies started off Eat, buys TV advertising to target
1s Internet start-ups. Saul Klein, a by advertising on Google's younger people i n early evenings
partner at Index, says: "Once you 35 search ads, which allow an exact and at weekends. "If you're
have a clear sense of how much analysis of how much each ad ss clever about it, you can advertise
it costs you to get a customer cost and how much the visitor at the times of day when people
and the total l i fetime value of who saw the ad went on to spend. make the decision to eat," he says.

140 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 7

1 Look through the whole article and find the 5 Correct these statements about the
names of: expressions in italic as they are used in the
article.
a) three 'old' Internet companies.
b) a company that invests in Internet start-up a) A goal (line 45) is only something that happens
companies. in football.
c) someone who works for the investment company b) If you educate (line 45) people, this always
in b). happens in schools.
d) five new Internet companies. c) If you have an alternative (line 46), you have no
e) people who work for two of these companies. choice.
d) The high street (line 47) is in the same place as a
shopping mall.
2 Find three forms of advertising in paragraph 1.
e) If you do (line 49) an ad online, you read an ad on
the Internet.
3 Complete these expressions from lines
f) I f advertisers target (line 52) particular people,
14-34 with the correct prepositions.
they do not want to reach them and communicate
a) invest _ _ a start-up with them.
b) experiment _ _ _ _ different things
c) appear __ TV 6 Choose the best summary of the whole
d) order something _ _ _ _ somewhere article.

e) start off _ _ doing something a) Internet advertising will replace TV advertising in

the long run.
4 Find expressions in paragraphs 2 and 3 that b) TV advertising can be used to get people to look
mean the following. at particular websites.

a) the total amount that a customer buys from c) TV advertising is only useful to get people to
-f
a company order takeaway food online. IT1
><
t l
_ _ _ _ v
_ _ _ _ _ _ _ _ _ _ _
-f
Over to you 1 OJ
b) different ways of advertising )>
m c 'People trust TV advertising.' Is this true in your z
"
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _

c) glasses (to see with) country? Why? I Why not?

) _________

d) a type of bank Over to you 2

' --- p ------- Would you u se the Internet to buy any of the products/
e) ready meals you buy somewhere and eat services sold by the companies in Exercise 1, question
elsewhere d) above? Why? I Why not?
t _ _ _ _ _ _ __

f) examination
a _ _ _ _ _ __

g) knowing about something

a _ _ _ _ _ _ _ _

PHOTOCOPIABLE © Pearson Education Limited 2012 141

 7
New busi ness
UNIT

--:-
...
N EW E NTRE P R E N E U RS - -�t·
·

Before you read

An entrepreneur is someone who starts a new business, or a series
of new businesses. Are you I Could you be an entrepreneur?
Why? I Why not?

Reading
Read this article from the Financial Times by luke Johnson and answer
the questions.

e e e
FT
LEVEL OF DIFFICULTY

Rules of the game have been rewritten

By Luke Johnson
-1
m
�
OJ Entrepreneurs of the 2 1 st century 20 come later, as it did with Google. as self-employed. I am sure that
)> are different. The world of Every young company •o will continue, partly because
z
" business has changed a lot since now uses social networking as comfortable jobs are much harder
I entered it in the 1 980s, and one of its marketing tools. An to get. Of course, many more
5 the rules of the game have been understanding of how to usc people attend university now; yet
totally rewritten. An important 2s Facebook. Twitler. Foursquare when I left Oxford, it was seen
factor has been the influence of and the rest is important for the •5 by many as "wasting" a degree to
the Internet. Many start-ups are success of almost any brand want to create a business.
now online companies or use the targeted at the young. Each new Women entrepreneurs are
10 Internet in some way. A 26-year­ wave of technology is accepted much more common than in the
old such as Mark Zuckerberg can JO very quickly. Things used to past, with almost one in three U K
create a community of 500 million evolve much more gradually in 50 start-ups i n 2009 founded by a
users with Facebook - employing the past. woman. Now women are much
just I ,000 staff. Facebook is Start-ups are far more likely more confident and ambitious in
1s also a n example of how i nvestors to be founded by graduates than their careers, an d there are plenty
are willing - sometimes - to 35 they used to be. In the past six of role models of successful
back projects that have almost no years in the UK, there has been a ss women in the workplace.
sales revenues, believing that a 46 per cent jump in the number of
profitable business model will graduates describing themselves

142 © Pearson Education limited 2012 PHOTOCOPIABLE

 TEXT BANK .. .. UNIT 7

1 Put the paragraph headings i n the correct g) Of course, many more people attend (line 43)
order. university now; ...
i) wait for
a) Women entrepreneurs ii) go to
b) The importance of social networking iii) drop out of
c) Graduate entrepreneurs h) .. . yet when I left Oxford, it was seen by many as

d) Entrepreneurs and the Internet "wasting" a degree to want to create (line 46) a
business.
i) start
2 Answer these questions about paragraph 1.
ii) manufacture
a) When did the writer arrive in the world of business? iii) invent
b) What expression does the writer use to describe i) Women entrepreneurs are much more common
what has happened since then? (line 48) than in the past, with almost one in three
c) What does the expression in question b) above UK start-ups in 2009 founded by a woman.
mean? i) ordinary ii) often iii) usual
d) Why has this happened?
4 Complete the table with words from
e) Are all start-ups now Internet companies?
paragraphs 2 and 3, in the form they are
f) How many people work at Facebook?
used in the article.
g) Why are investors willing to put money into
companies with no sales revenues? verb noun

understand
3 Choose the alternative with the closest
meaning to the expression in italic. succeed
a) An understanding of how to use Facebook, target
Twitter, Foursquare and the rest is important to -I
the success of almost any brand targeted at jump IT1
><
(line 28) the young. waste -I
i) made for OJ
creation )>
ii) made by :z
iii) presented to "

b) Each new wave of technology is accepted very 5 Now match the nouns in Exercise 4 to their
quickly. Things used to evolve (line 31) much meanings.
more gradually.
a) the act of starting something
i) stay
ii) event b) the customers that something is made for
iii) change c) when you achieve what you wanted or hoped for
c) Start-ups are far more likely to be founded by d) when you do not use something in an effective way
graduates (line 34) than they used to be. e) when you know what something means, know
i) people with degrees how it works, etc.
ii) people with a gradual approach to business
f) when something is more than before
iii) people with doctorates
d) In the past six years in the Ul<, there has been a
6 I m agine a different headline for the article.
46 per cent jump .. . (line 37)
Choose the best alternative from the
i) fall
following.
ii) decrease
iii) increase a) When I was a young man, business start-ups were
e) . . . in the number of graduates describing easier
themselves as self-employed. (line 39) b) Thirty years of change in the world of entrepreneurs
i) working for a company c) Graduate start-ups are the way to go
ii) working for themselves
iii) working hard
Over to you 1
f) I am sure that will continue, partly because
comfortable jobs are much harder (line 41) to get. Is it possible nowadays to start a business that does not
i) more difficult depend on the Internet in some way? Explain your ideas.
ii) easier
iii) better paid Over to you 2
Do you think that university graduates are 'wasting'
their degree if they start a business? Give your reasons.

PHOTOCOPIABLE © Pearson Education Limited 2012 143

 8
Marketi ng
UNIT

•. - :::1 •

MARKETI N G S PO RTS . . '-.:·.

• ··...1:

Before you read

What are the traditional sports in your country a) to watch and
b) to participate in? Are you a fan of these sports?

Reading
Read this article from the Financial Times by Roger Blitz and Rose
Jacobs and answer the questions.

e e e
FT
LEVEL OF DIFFICULTY

The search for new sports fans

B y Roger Blitz and Rose Jacobs
-1
m
X
-1
OJ The National Basketball Asso­ the National Football League to Js Footba l l , the most popular of
::r> CiatiOn (NBA) has brought a new audience. Sports operators sports, still has the Indian and
z
"' its product to London, once 20 face competition from other sports Chinese markets to penetrate.
more pitching the game to an for revenues as well as other Expansion i n these markets is left
s overseas market i n an attempt leisure interests and must find to individual clubs to see what
to expand its product beyond its new markets if they wish to grow. <�o new fan bases they can reach.
North American homeland. The Consumption can be measured Sports that enter new markets
N B A had insisted that the LA 25 both by the numbers participat ing must bite into the leisure time
Lakers-M innesota Timberwolves i n the sport and those watching it. and income of people already
10 friendly last month would feel The NFL and NBA are not participating in or watching the
just l i k e a US-based N B A game. the only sports trying to find 45 traditional main sports of their
American football is also in the new markets. Bernie Ecclestonc, countries. As David Stern of the
fourth year of its own export drive. 30 the Formula One motor racing N B A puts it: "We just want one
On Sunday, the San Francisco chief, has dropped some i n 10 people to bounce the ball
1s 49ers take on the Denver Broncos venues and created new ones in rather than kick it." However,
at Wembley stadium in London Singapore, Bahrain, Malaysia so he concedes "the growth is
in the latest annual attempt to sell and, most recently, South Korea. d i fferent market by market."

144 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK H UNITS

1 Look through the whole article and find the f) Consumption (line 24) can be measured both by ...
names of: i) the popularity of a sport
ii) the amount eaten at stadium restaurants
a) four types of sport.
iii) the number of spectators
b) two teams that play one of these sports.
g) ... the numbers participating (line 25) in the sport
c) two teams that play another of these sports. and those watching it.
d) three sports organisations. i) activating
e) two people who work for these organisations. ii) taking part
iii) gaming
f) four countries mentioned in relation to a
particular sport.
4 Complete the table with words from
g) two countries mentioned in relation to another
paragraphs 3 and 4, in the form they are
sport.
used in the article.

2 Answer these q uestions about the

verb noun
expressions in italic in paragraph 1.
market
a) What is the product referred to i n line 3?
b) I f a marketer pitches something to someone creation
(line 4), what do they do?
penetration
c) If a marketer expands a market (line 6), what do
they do? reach
d) Which countries are referred to in the expression bite
North American homeland? (line 7)
bounce
e) If you insist something will happen (line 8), are
you unsure that it will happen? kick
f) If x feels like y (lines 10-11), is x similar to y? grow

3 Choose the alternative with the closest 5 Now match the nouns in Exercise 4 to their
meaning to the expression i n italic. meanings in the context of the article.
a) American football is also in the fourth year of its a) when something gets bigger
own export drive. (line 13)
b) when a product enters a new market
i) road
ii) lane c) when a ball hits the ground and goes up again
iii) campaign d) how much a product is known about, bought, etc.
b) On Sunday, the San Francisco 49ers take on e) starting or making something for the first time
(line 15) the Denver Broncos at Wembley stadium f) when someone hits a ball with their foot
in London ...
g) the act of sinking your teeth into something
i) play
ii) carry h) places where something is sold
iii) employ
c) ... in the latest annual attempt to sell the National Over to you 1
Football League to a new audience. (line 19) Why do you think baseball and American football are
i) listener not (with some exceptions) generally as popular around
ii) spectator the world as they are in the US?
iii) public
d) Sports operators face competition from other Over to you 2
sports for revenues . (line 21)
..

Think of a sport that is not popular i n your country. How

i) income
would you market it there?
ii) costs
iii) expenses
e) . . as well as (line 21) other leisure interests and
.

must find new markets if they wish to grow.

i) also
ii) in addition to
iii) too

PHOTOCOPIABLE © Pearson Education Limited 2012 145

 8
Marketi ng
UNIT

MARKETI N G MACH I N E S
_;.,IJ:,.;'�-
Before you read
Are coffee-making and tea-making machines for the home becoming
popular?

Read ing
Read this article from the Financial Times by Haig Simonian and
answer the questions.

LEVEL OF DIFFICULTY
FT
e e e

Stirring up the tea market

By Haig Simonian

Competition in the hot drinks he said he wanted to make 35 1 0 capsule pack costing €3.50.
market reached boiling point on "the Nespresso of tea". The Over on the coffee front, a
Wednesday, as a former Nestle 20 first machines. to be assembled commercial court in the Swiss
executive launched a new tea­ in China from European city of St Gallen gave Nestle
making system to compete with components, will go on sale an important legal victory
the Swiss food group's own in China in Apri l . with other .lQ on Monday when it won its
recently launched product. The Asian markets next year. and case against discount retailer
move followed legal action, as 25 Europe possibly following. Denner. Denner had been selling
Nestle this week won a court The new system. to be sold Nespresso-compatible coffee
10 battle to ban a rival product in in China for Rmb5.000 ($756), capsules for about half the Nestle
its highly profi table Nespresso followed Nestle's launch last year 45 price. Last June Nestle showed its
business. of Special T, a tea-making system w i l l i ngness to defend Nespresso.
Eric Favre, previously Jo designed to do for tea what which it says is protected by
Nespresso's chief executive, Nespresso has done for coffee. I ,700 patents. It took legal action
1s and who is now an i ndependent Machines for Nestle's Special against the US company Sara
businessman, launched Tpresso. T system, launched initia11y i n 50 Lee, when it launched its L'Or
a new tea-making system which France, cost € 1 29 ($ 1 68), with a Espresso machine.

146 © Pearson Education Lim i ted 2012 PHOTOCOPIABLE

 TEXT BANK H UNIT 8

1 Look through the whole article and find the 5 Answer these questions about paragraph 4.
names of:
a) Who won the court case between Nestle and
a) a big Swiss food compa ny . Denner?
b) a coffee machine that the company makes. b) Why did Nestle take legal action against Denner?
c) someone who used to work for the company. c) Which two other things show that Nestle wants to
d) a tea-making machine that he has launched. protect its Nespresso machine?

e) a tea-making machine that the company in a)

above has launched. 6 Choose the best summary of the whole
article.
f) a retailer that sells at low prices.
g) a coffee-making machine that another company a) The market for tea- and coffee-making machines
has launched, and the name of the company. is very competitive.
b) Company executives can always leave in order to
2 Match the two parts to make expressions start their own business.
from paragraph 1. c) Chinese companies are entering the market for
tea- and coffee-making machines.
1 hot drinks action
2 boiling battle
Over to you 1
3 tea-making business
Is it acceptable for an executive to leave a company
4 legal market
and immediately start corr.•;>eting with it by marketing
5 court product similar products? Why? I Why n ot?
6 rival system
7 profitable point Over to you 2
Coffee machines like Nespresso mean that Nestle can
3 Now match the expressions in Exercise 2 continue to make money from sales of coffee capsules
to their meanings, as they are used in the for each machine it sells. Make a list of other products
article. where the manufacturer can continue to sell things after
it sells the main product.
a) when someone tries to solve a disagreement by
using the legal system
b) an example of item a) where the disagreement
is very big
c) an extreme stage
d) a product that competes with another product
e) an activity that makes money
f) selling tea and coffee machines
g) a machine to make one of the drinks in item f)

4 Read paragraphs 2, 3 and 4 and decide if

these statements are true or false.

a) Tpresso machines will be assembled in France.

b) The parts will be made in China.
c) Special T is designed to be a success for tea in
the same way that Nespresso has been a success
for coffee.
d) Special T was launched all over Europe at the
same time.
e) Special T costs less than €130 and the capsules
cost €0.35 each.
f) Denner has also launched a tea-making machine.
g) Other companies are free to copy the technology
used in Nespresso.

PHOTOCOPIABLE © Pearson Education limited 2012 147

 9
Pla n n i ng
UNIT

'...
�--.
.

...
�•�i
B U S I N E S S TRAVE L

Before you read

What is the most important thing to remember when planning a
business trip?

Reading
Read this article from the Financial Times by Rhymer Rigby and
answer the questions.

FT
LEVEL OF DIFFICULTY e e 0

Planning efficient business trips

By Rhymer Rigby
-I
m
X
-I
to With business travellers expected can be productive, it's potentially online and alert you to delays.
)> to do more work in less time, how cheaper. Calculate what your time "Arrange meetings with jet lag
z
" do you ensure that you use the is worth." in mind,'"saysMs Evans. " l fyou · re
time you have in the best way? It is better to get to the airport on a long-haul flight from London
Although it is fashionable 20 an hour early and spend the time 35 to Los Angeles, then mornings
at the moment to take public working. Ms Evans says: "Make arc going to be better for you."
transport to the airport and to fly sure you always have some work Spend the "lower quality" time
economy, it might not be the best with you. With laptops and smart on administrative tasks such as
solution. " I t might be better to be phones, a decent lounge isn't that e-mail. Unless the flight is very
10 driven to the airport if it means 25 different to your office." Ensure -10 short, you do need to spend some
you can use the time to make that you are organised at the other time resting. "If you're away for
calls," says Clare Evans, a time end and don't take any more than four days, you may be better off
management coach. "It's the same carry-on luggage if you can help spending the flight relaxing rather
with business class. If you're a it. Sites such as Dopplr and Triplt than working.•·
15 senior manager and it means you 30 can help you organise your travel

148 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT9

1 Put the paragraph headings in the correct 4 Match the two parts to make expressions
order. from paragraphs 3 and 4.

a) You will be tired after a long flight 1 carry-on lag

b) Make best use of your travel time 2 jet time
c) Plan your journey 3 long-haul tasks
d) Time is money 4 lower quality luggage
5 administrative flight
2 Read paragraphs 1 and 2 and decide if these
statements about expressions are true or 5 Which one of these pieces of advice does not
false. appear anywhere in the article?

If ... a) Don't take too much luggage.

a) you are expected (line 1) to do something, this is b) Organise meetings to take account of how you
what people want you to do. will be feeling when you arrive.

b) you ensure (line 3) that something will happen, c) Don't eat or drink too much on the plane.
you make certain that it will happen.
c) something is fashionable (line 5), not many Over to you 1
people are doing it. What advice would you give for planning a) a successful
d) you find a solution (line 9) to a problem, you find business trip, or b) a successful holiday trip?
an answer to it.
e) you are driven (lines 9-10) somewhere, you drive Over to you 2
yourself there. This article is about time planning on business trips.
t) you are productive (line 16), you don't do much What tips would you give for time management in
useful work. relation to planning your work or studies?
g) x is potentially (line 16) cheaper than y, it will
certainly be cheaper.
h) your time is worth (line 18) a particular amount,
that is its value.

3 Relate these traveller's thoughts to the

advice given in paragraph 3. Put the
thoughts into the same order as the pieces
of advice given in the article.

a) 'I must check online to see if any of my flights

are cancelled.'
b) 'I'm glad I brought the company's latest financial
results to read.'
c) 'It's good that I only have hand luggage with me.
I won't have to wait in the baggage hall.'
d) 'It's only four o'clock and the flight doesn't leave
till six.'
e) 'This place is nice and I can sit here quietly and
get through a lot of work.'

PHOTOCOPIABLE © Pearson Education Limited 2012 149

 9
Pla n n i n g
UNIT

'
. �
.. ·�

B U S I N E S S I D EAS THAT TA �E Q f�
. -
Before you read
Why do some business ideas 'take ofr and become successful, but
most do not? Make a list of all the factors for success/failure that you
can think of.

Read ing
Read this article from t h e Financial Times by Alina Dizik and answer
the questions.

LEVEL OF DIFFICULTY e e 0
FT

When friendship and fashion equal success

By Alina Dizik
-t
m
X
-t
CJ When launching G i l t Groupe, an And they did just that. The two in spite of intense competition
)> online shopping site that currently 20 founders used a short presentation from newer sale sites such as
z
::::-::: has 3m members, the co-founders to convey their idea to the venture HauteLook or Rue La La i n the
did not write a traditional capitalists they had found through -10 US, G i l t is s t i l l expanding quickly.
s business plan. Instead. Alexis the business school network. They Launched just before the US
Maybank, 35. and A l exandra also talked about what it was like recession in November 2007,
Wilkis Wilson, 33, took what they 2s to be two female entrepreneurs, the G i l t site offers l i mited-time
had learnt from Harvard Business pitching an idea to male­ fashion bargains to a restricted
School. "You could have taken a dominated venture capital firms. 45 list of customer members, and
10 good month to write a beautiful "Talking about women's fashion the site's members can invite
40-page business plan, but you to a bunch of guys in Boston new members to use the site.
could have lost a critical month in 3o was difficult and something that Gilt's business, dominated by its
getting your product to market," hadn't been pitched to them very fashion sales, draws "hundreds
says Ms Maybank, who adds that many times," says Ms Maybank. so of thousands of people" checking
1s competition was coming quickly. However, after initial its site each day, the group says.
"You don't really know if an idea investment, it took only two mostly at or soon after i t opens
is going to take off before putting 35 months to build a site that was its selected daily sales at noon
it in front of customers." ready to test. Three years later, New York time.

150 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT9

1 Choose the alternative with the closest 3 Read paragraphs 1 and 2. What does each
meaning to the expression in italic. word in italic below refer to?

a) When launching (line 1) Gilt Groupe, an online a) They didn't write a traditional business plan.
shopping site ... b) They gave one to venture capitalists.
i) continuing (2 expressions)
ii) starting
c) They found them through Harvard Business
iii) closing
School.
b) ... that currently (line 2) has 3 m members, ...
d) It was difficult because they were not used to
i) at the time
presentations like this. (2 expressions)
ii) during the period
iii) now
4 Read paragraphs 3 and 4 and decide if these
c) to write a traditional (line 4) business plan.
statements about expressions as they are
i) usual
ii) normal used in the article are true or false.
iii) old-fashioned a) Initial (line 33) is used to describe something that
d) "You could have taken a good month to write a relates to the beginning of something.
beautiful 40-page business plan, but you could b) Build (line 35) is only used in relation to houses
have lost a critical (line 12) month ... and other buildings.
i) a difficult
c) Intense (line 37) competition is weak.
ii) a serious
d) If something expands (line 40), it grows.
iii) an important
e) A recession (line 42) is a period when the
e) ... in getting (line 13) your product to market,"
economy gets smaller.
says Ms Maybank, who adds that competition
was coming quickly. f) If goods are offered on a limited-time (line 43)
i) bringing basis, they are available for a very long period.
ii) obtaining g) A bargain (line 44) is when you pay a lot for -l
m
iii) sending something, more than you think it is worth. ><
-l
f) "You don't really know if an idea is going to take
OJ
off before putting it in front of (lines 17-18) 5 What is the key message of the article? >
customers." z
Choose the best summary. "
i) placing it to
ii) making it available to a) Successful businesses always start on the basis
iii) serving it to of a detailed business plan, detailed analysis and
the opening of a number of stores.

2 b) Gilt Groupe was started by two women

2 Find words and expressions in paragraph
entrepreneurs who made short presentations to
with the num ber of letters shown in brackets
possible investors, obtained initial investment,
that mean the following.
and built a website to sell clothes at bargain
a) A noun for people who start a business. (8) prices.
b) A two-word combination for investors who put c) Gilt Groupe could not have succeeded without
money into new businesses (7, 1 1) the support of students from Harvard Business
c) A noun for a group of people who communicate School.
with each other, help each other, etc. (7)
d) A two-word adjective used to describe a situation Over to you 1
where there are more men than women. (4-9) Think of a business you know that has started in the last
e) A three-word combination for the organisations ten years. (It could be anything from a local restaurant
that the people in b) above work for. (7, 7, 5) to an e-commerce site.) Imagine a short presentation
f) A three-word expression used informally to refer that its founders might have made about their plans to
to a group of men. (5, 2, 4) get finance for the business.

g) A verb used twice in different forms to talk about

explaining a new business idea to possible Over to you 2
investors. (Give the infinitive.) (5) If you are doing business studies, economics, etc., think
of a business case study that has particularly interested
you. What questions about planning would you ask the
business people involved?
If you are working in an organisation, identify one of
its activities, products, markets, etc. that would be
interesting for students in a business school. What key
facts about the way it was planned would be useful for
the students to know?

PHOTOCOPIABLE © Pearson Education Limited 2012 151

 10 Managing people
UNIT

EMPLOYEES' OPINIONS OF·��ANAGERS

Before you read
What is the most important characteristic of a good manager?
Give reasons.

Read i ng
Read this article from the Financial Times by Brian Groom and answer
the questions.

FT
LEVEL OF DIFFICULTY e e 0

Do you like the way you are managed?

By Brian Groom
-t
m
><
-t
OJ Research among 3,000 a consequence, and 38 per cent they consulted employees about
)> employees by the Chartered saying there had been an upsurge important decisions.
z
:;:;: Institute of Personnel and in office politics. The proportion 45 Ben Willmott. senior public
Development (ClPD) found the 25 of people who said their jobs policy ::.dviser at the CIPD,
s proportion of people happy with made them worried or tense had said: ·'Employers must ensure
their job had increased to +46 also increased and nearly six in arrangements for informing and
per cent (percentage satisfied ten said they were worried by the consulting employees over major
minus percentage dissatisfied), future. so changes, such as redundancy, are
compared with +26 per cent 30 The survey also highlighted effective, if they want to improve
10 in a similar survey last year. problems with how people trust in senior management.
However, the ClPD's new are managed. Although most They also need to invest in
quarterly Employee Outlook felt treated fairly by their line developing line managers' people
survey suggested problems were manager, they were less happy ss management skills, particularly
developing that would damage 35 with how far their manager in coaching and performance
15 employee well-being, morale and discussed their training and management, if they want to
commitment if not dealt with. development, gave feedback or boost employee commitment
Three-quarters of employees coached them. Employees were and productivity. They must
said their organisation had been particularly critical or senior m ensure managers can spot the
affected by the recession, with 52 ·IO managers, with less than a fifth early warning signs of stress and
20 per cent saying that there had been agreeing that they tn!Sted them provide support to help people
increases in work-related stress as and only a quarter agreeing that struggling to cope."

152 ©Pearson Education limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 10

1 Look through the whole article. What is it d) caring about your organisation and its success
mainly about? e) improving employees' skills
a) employees' opinions of their companies f) something that may be true, but needs to be
confirmed
b) managers' opinions of their employees
g) someone who works for an organisation
c) neither of the above

5 Complete these statements with words from

2 Look through the whole article and match
lines 24-43, using the correct form of the
the figures to the things that they refer to.
words.
1 3,000 a) those saying that stress If ...
levels had increased
a) you are involved in trying to get personal
2 +46 per cent b) those saying that they were advantage in relation to others who work with
consulted by senior managers you, you are involved in . . . . . . . . . . . . . . . . . . . . . .. .
when there were big changes . . . . . . . . . . . . . . .. . . . . ... . . (6 letters, 8 letters)
b) you are unhappy because of a problem, you are
3 +26 per cent c) the number o f people
. . . . . . . . . . . .. . .. . . . . . . . . about it. (7 letters)
interviewed for the survey
c) a problem is . . . . . . . . . .. . . . . . . . .. . . . . , it is discussed
4 three-quarters d) those saying there had been and people pay attention to it. (11 1etters)
an increase in office politics
d) people are treated in a proper way, they are
5 52 per cent e) those who said they trusted treated ......... .. . .. .. .. . .. .. . . (6 letters)
senior managers e) people talk about a problem, they
. .. .. .. .. .. .. ..... ...... it. (7 letters)
6 38 per cent f) the difference between
satisfied and dissatisfied f) you give . .. ............ ......... to someone, you tell
employees this year them how they are doing, how good their work is,
-1
etc. (8 letters) ,.,.,
7 nearly six in g) those affected by the X
g) a manager . .. . .. .. . . . .. .. ......... an employee, he -1
ten recession
or she gives them help and advice about their 0::1
)>
8 less than a h) those worried about the career. (7 letters) z
fifth future h) you are . .. . .. .. .. . .. ..... ...... of something, you do �
not like it. (8 letters)
9 a quarter i) the difference between
satisfied and dissatisfied i) managers . . . . . . . . . . . . .. . . . . . . . . . . employees about
employees last year changes, etc., they discuss the changes with
them. (7 letters)

3 Complete the table with words from

6 Relate the issues ( 1-4) from paragraph 4 to
paragraph 2, in the form they are used in the
what different employees might have said to
article.
the researchers (a-d).

verb noun
1 redundancy a) 'I always believe what our
employ . .. . . . .. .. . . . . . .. .. . . .. . Chief Executive tells us.'

survey . . . . . . . . . . . . . . . . . .. . . . . . 2 trust in senior b) 'She goes round talking to

management herself the whole time.'
. . . .. .... .. .. .. . . . . .. . . . suggestion
3 boosting c) 'A quarter of us are going to
. . . . . . . . . . . . . . . . . . . . . .. . development productivity lose our jobs.'
commit .. ....... . . . . . .......... early warning d) 'If they gave us better
4
increase ........................ signs o f stress computers, we could do more
work.'
stress . . . . .. . . . .. .. . . . . . . . . . . .

Over to you 1
4 Now match the nouns in Exercise 3 to their
What are the biggest causes of stress i n your
meanings in the context of this article.
organisation?
a) a set of questions that you ask a lot o f people in
order to find out about their opinions
Over to you 2
b) continuous feelings of worry
What can senior managers do to increase employees'
c) when there is more of something than before trust in the m? Give five examples.

PHOTOCOPIABLE © Pearson Education Limited 2012 153

 10 Managing people
UNIT

.. -

PEOPLE MANAGEMENT IN A CRISIS}

t.........

Before you read

What products is Switzerland famous for?

Reading
Read this article from the Financial Times by Yih-teen Lee and Pablo
Cardona and answer the questio ns .

FT
LEVEL OF DIFFICULTY e e e

Victorinox
By Yih-teen Lee and Pablo Cardona

Victorinox is famous for its core channels. Victorinox needed to company miSSIOn is the goal
product - the Swiss army knife. 20 find a way to survive and to deal of many businesses. But few
The company was founded in with the fact that there were too achieve this. The secret lies
1884 in Ibach, a small town in many employees. .w in the way that Victorinox has
5 the German-speaking part of Victorinox decided not to always treated its employees. It
Switzerland, by Karl Elsener. He get rid of workers. However, created some employee-oriented
wanted to create jobs tl1at would 25 it stopped hiring new workers, management systems, such as
be long term. This has remained cancelled overtime and reduced long-term employment. training
a cornerstone of the company the workday by 15 minutes. 45 and development opportunities,
10 culture. Employees were encouraged and a policy which aims to
After the terrorist attacks on to take vacation, sometimes in better integrate young and
the US in September 200 I , new 30 advance of when it was due. older workers, immigrants, and
air line safety regulations around Victorinox kept all the employees people with disabilities into its
the world stopped passengers from on its own payroll, while lending so workforce. It also maintains a 5: I
1s taking knives on board. The rules 80 or so to other companies for up salary ratio between the highest ­
had a serious effect on Victorinox. to six months. paid and average-paid workers.
because sales of pocket tools at Js Having committed workers
airports were important sales who understand and share the

154 ©Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 10

1 Put the paragraph headings in the correct 4 Find words in paragraph 4 with the number
order. of letters shown in brackets that mean the
following.
a) The strategic response
b) The key lessons a) A word ending in -ed that describes employees
who believe in their organisation, want to do their
c) The challenge
best for it, etc. (9)
d) Company history
b) A noun used to talk about the company's
purpose. (7)
2 Choose the alternative with the closest
c) A noun meaning objective, also used in football. (4)
meaning to the expression in italic.
d) A verb used to talk about reaching objectives.
a) Victorinox is famous . .. (line 1) (Give the infinitive.) (7)
i) infamous
e) A verb used here to talk about how the company
ii) well-known
considers its employees, what it does for them,
iii) interesting
etc. (Give the infinitive.) (5)
b) ... for its core (line 1) product- the Swiss army
knife.
f) A word combination used to describe things that
are good for workers. (8-8)
i) most important
ii) most profitable g) A noun used to talk about the way that
iii) sharpest employees can learn new skills, get more
important jobs in the company, etc. (11)
c) The company was founded (line 3) in 1884 in
Ibach, a small town in the German-speaking part h) A noun referring to people who come from other
of Switzerland, by Karl Elsener. countries. (10)
i) begin i) A verb used to say that a situation is kept, not
ii) placed changed. (Give the infinitive.) (8)
iii) started
-i
d) He wanted to create jobs that would be long 5 Choose the best summary of the whole ITt
term. (lines 7-8) article. X
-i
i) were necessary OJ
Victorinox ...
ii) were well-paid )>
a) has always had employee-oriented policies, and z
i ii) would last "
its actions after 9/1 1 were part of this long-term
e) This has remained a cornerstone (line 9) of the
'philosophy'.
company culture.
i) one of the most important parts b) treated its employees particularly well when sales
ii) one of the most interesting parts fell after the 9/1 1 attacks.
iii) one of the weakest parts c) is always willing for its employees to work for
other companies, rather than lay them off.
f) ... because sales of pocket tools at airports were
important sales (line 18) channels.
i) spreading Over to you 1
ii) distribution Why do you think many companies don't share
iii) delivery Victorinox's values? What reasons might they give?

3 Read paragraph 3 and decide if these

Over to you 2
statements are true or false.
Think about your organisation o r one you would like to
After 9/11, Victorinox ... work for. If there was a sudden fall in its sales, which of
a) asked some of its employees to leave the the crisis management actions taken by Victorinox, if
company. any, could be taken by it? Give reasons.
b) took no action at all.
c) stopped recruiting.
d) stopped asking employees to work more than the
normal number of hours.
e) asked employees to work the normal number of
hours.
f) told employees to go on holiday.

PHOTOCOPIABLE © Pearson Education Limited 2012 155

 11 Conflict
UNIT

FAMILY BUSINESSES IN ASIA :t

..,..
_

Before you read

Give some examples of family-owned companies in your country.

Reading
Read this article from the Financial Times by Rahul Jacob and answer
the questions.

FT
LEVEL OF DIFFICULTY e e 0

Family conflicts in Asian companies

By Rahul Jacob

fn Hong Kong, the man and founding family. Asian business office of McKi. nsey, the consulting
woman on the street show more people typically trust an inner firm, is that in the typical family­
interest in the lives of the city's circle, which starts with the run business, fam.ily, ownership
tycoons than perhaps anywhere family. Moreover, in developing and business issues are mixed
5 else in the world. On Tuesday, 25 countries, the personal contacts 45 together. "The more you can
Walter Kwok, who, following between founder and family are separate these three, the longer
a dispute with his brothers and more important than they are in your fam.ily business will last,"
sisters, lost his stake in one of the the west. says Mr Ngai.
world's most valuable property The disputes between the Still, change is happening,
10 companies, Sun Hung Kai JO two Indian billionaire brothers, so even in countries like India,
Properties, said that he had been Mukesh and Ani! Ambani of long dominated by family
offered HK$20bn ($2.6bn) to Reliance Industries, over the companies. The founders of
settle the dispute, but that it was past few years have been on an lnfosys Technologies, the
not enough. epic scale. In 2009, the younger Bangalore-based software firm,
15 The family-controlled public 35 brother, Ani!, even flew from 55 were so determined to create
companies of Hong Kong are Mumba.i to the Himalayas seeking a professionally-run company
characteristic of the Asian model the god Shiva's help in the hope that they ordered that none of
of management, say observers. of resolving his dispute with his the founders' children would be
The Asian public company brother. The problem, says Joseph allowed to work in the business.
20 is often an extension of the 40 Nga.i, who heads the Hong Kong

156 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK �� UNIT 11

1 Look through the whole article. Which 5 Answer these questions about paragraph 3,
headline (a-c) could be used instead of the starting your answers with the words given.
existing headline?
a ) Have the disputes between the Ambani brothers
a ) Family-run Asian companies and their problems been on a small scale? - No, they ...
b) Family-run companies around the world b) Did one of the brothers seek outside help to
c) Family-run companies in India resolve the dispute? - Yes, he even ...
c) Why are disputes so d ifficult to resolve in
2
family-run businesses? - Because many different
Look through the whole article and find the
issues ...
names of:
d) What is the best way to resolve them ? - By ...
a) a very rich property developer in Hong Kong.
e) What happens if you can resolve family business
b) the name of the company in which he had a stake. disputes?- The longer the business ...
c) two Indian billionaire brothers.
d) their company. 6 Complete the table with words from lines
e) a god whom one of the brothers went to 'see' in 40-58 in the form they are used in the
order to help solve a dispute. article.
f ) a consulting firm with an office in Hong Kong.
verb noun
g) someone who works for it.
h) an Indian IT company. head

separation
3 Find words and expressions in paragraph 1
that mean the following. change

a) ordinary people t ........................................... domination

. . ... .. . ... .. . . . . . . . . . . .. . .. .. . .. .. . . . . . . . .. .. . .. .. . .. (7 words) found
b) very rich business owners t............................ .
order
c) a conflict d........................
d ) the percentage of a company that someone owns
7 Now match the nouns in Exercise 6 with
)..................... . ..
related points from the article (a-f).
e) a verb used to talk about ending a conflict
).. .................... . . a) dividing family issues from business issues
b) the boss of McKinsey in Hong Kong
4 Read paragraph 2 and decide if these c) the position of family businesses compared to
statements about expressions are true or other businesses in India
false. d) the instruction that the founders' children should
not take over lnfosys
a) Something characteristic (line 1 7) of something is
typical of it. e) the way that even in India things are not the same
as before
b) A model (line 17) is a way of doing something
that is not copied by anyone else. f) the brothers who started lnfosys Technologies
c ) An extension (line 20) of something is another
part of it. Over to you 1
d) In a company, the boss's inner circle (lines 22-23) Why are family disputes, even non-business ones,
consists of people that he or she doesn't know. so hard to resolve?
e) Your personal contacts (line 25) are people that
you don't know. Over to you 2
f) Someone who takes over a company is its What advantages do professional managers have over
founder. (line 26) family members when running a business?

PHOTOCOPIABLE ©Pearson Education Limited 2012 157

 11 Conflict
UNIT

IS CONFLICT A GOOD THING? •..

". ��· ;;.:
•.1..-

Before you read

Do you like arguments, or do you try to avoid them? Give your reasons,

Read ing
Read this article from the Financial Times by Stefan Stern and answer
the questions.

FT
LEVEL OF DIFFICULTY e e e

The challenge of conflict

By Stefan Stern
-t
m
X
-t
tD Robert McHenry, chief executive 20 each employee spends 2.1 hours a consultancy Cognosis has found
)> of OPP, the Oxford-based business week- roughly one day a month­
z -10 that managers who deal with
� psychology consultancy, says dealing with conflict in some way. conflict successfully will get
that some organisations may be Most managers find this difficult better performance from their
5 hiding conflicts that should be out to manage. Some, but not enough, staff.
in the open. "Clients sometimes 25 receive training in the kind of How can you benefit from
tell us that their biggest problem communication skills that can �5 djsagreement? Conflict should be
is the lack of conflict in their help to resolve conflict. managed, Cognosis has found.
organisations," he says. "They It's not all bad news. In open corporate cultures,
10 say that senior leaders create a According to another piece of employees feel able to challenge
culture where people prefer to 30 new research, conflict might senior managers. Indeed,
'keep their head down' and not offer the chance to improve your so managers will actively ask them
offer feedback or ideas: conflict company's performance. Early for their views. " One of the
damages performance." results from the research point to characteristics of effective leaders
15 OPP recently surveyed the role of successfully managed is their ability to both challenge
5,000 employees in Europe and 35 conflict in the development of others and be challenged
America to find out about their effective corporate strategy. In 55 themselves in a positive way,"
experience of conflict at work. their work with international says Richard Brown, managing
They found that, on average. businesses, the London-based partner at Cognosis.

158 ©Pearson Education Lim i ted 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT 11

1 Look through the whole article. What is it 6 Now match the expressions in Exercise 5 to
mainly about? their meanings.

a) Marketing a) when employees produce improved results

b) Finance b) when arguments are dealt with in a good way
c) Human resources c) information that was not available before
d) companies that operate in more than one country
2 Look through the whole article and find the e) a company's plans for its future that are
names of: successful
a) two people who work for consultancies. f) new information that is not good
b) their job titles.
7 In what order do these points occur in
c) the names of the two consultancies.
paragraph 4?
d) the places where they are based.
a) I n these companies, bosses will ask employees
3 Read paragraph 1 and decide if these for their opinions.
statements about expressions are true or b) I n some companies, workers are free to criticise
false. their bosses.
c) How can you get an advantage from conflict?
I f ...
d) Good bosses are able to criticise others, and able
a) you hide (line 5) something, you do not discuss it.
to accept criticism from others.
b) something is out i n the open (lines 5-6), it is not
e) Disagreement is something that should happen in
discussed.
an organised way.
c) there is a lack (line 8) of something, there is lots
of it.
Over to you 1
d) you keep your head down (line 12), you do not
comment on things, make trouble, etc. Do you think that conflict in organisations can be a good
thing, as the article says? Why? I Why not?
e) you offer feedback (line 13) on something, you
give your opinion about it.
f) x damages y (line 14), it is good for y.
Over to you 2
... on average, each employee spends 2.1 hours a week­
roughly one day a month- dealing with conflict in some
4 Find words and expressions in paragraph 2
way. Is this your experience? Why? I Why not?
that mean the following.

a) asked questions� _______

b) workers e _______ _

c) get information f ___ o__ a ____

d) typicallyo_ a _____ _

e) managingd ______ VI ___

f ) type k _ __

g) solver ______

5 Match the two parts to make expressions

from paragraph 3.

1 bad conflict
2 new businesses
3 successfully managed research
4 effective news
5 international performance
6 better corporate strategy

PHOTOCOPIABLE ©Pearson Education Limited 2012 159

 12 Products
UNIT

WORKING WITH UNIVERSITIES··��".'

. .. _,

Before you read

Do universities work with companies in your country to develop new
products? If so, give some examples {perhaps by doing some research
on the Internet). If not, give some reasons why.

Read ing
Read this article from the Financial Times by Andrew jack and answer
the questions.

FT
LEVEL OF DIFFICULTY e e e

GSK looks to universities for new drugs

By Andrew Jack

GlaxoSmithKiine aims to start to remain in their current jobs Royal Free and University College
working this year with LO rather than become employees of Medical School in London,
university "superstar researchers" a biotechnology company. 45 designed to develop a treatment
in long-term partnerships to 25 Patrick Vallance, senior vice- for a rare form of heart disease. Mr
5 help develop medicines more president for drug discovery and Vallance said he planned to sign
effectively and cheaply. The development at GSK, said: "We 10 such deals this year. Under the
aim is to work closely with want partnerships that allow agreement, Prof Pepys' company
leading medical researchers university researchers to work all so Pentraxin Therapeutics receives a
over a decade, all the way to the JO the way through to the end of the small upfront fee allowing GSK
10 launch of a new drug. This will project, getting a big reward if a to gain an exclusive licence for
allow GSK to use its knowledge medicine is launched." The move his experimental drug when it
while providing the university comes as the UK pharmaceutical is launched. "It's a wonderful
researchers with investment that group cuts back on expensive but ss idea," said Prof Pepys. "This new
will be more than paid back if a 35 unproductive in-house research partnership with GSK is very
15 n�w drug is successful. and attempts to change from exciting."
While big drug companies investment in their own research
have often licensed ideas from centres towards partnerships with
universities and then take full outside developers.
control, GSK wants instead to -10 GSK has recently signed a
20 continue working with leading contract with Professor Mark
medical researchers who prefer Pepys, head of medicine at the

160 ©Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK ... UNIT 12

1 Look through the whole article. Is it about e) a company cuts back (line 34) spending on
finding new drugs in: something, it increases the amount that it
spends.
a) the Amazon jungle?
f) work is unproductive (line 35), it gets good
b) university laboratories? results.
c) drug companies' laboratories? g) you attempt (line 36) to do something, you try
to do it.
2 Look through the whole article and find the
names of: 5 Complete the table with words from lines
a) a pharmaceutical company. 19-52, in the form they are used in the
b) someone who works for it. article.

c) his job title.

verb noun
d) a university researcher.
control
e) his job title.
f) the university department that he works for. discover
g) a company that he has started. develop

treat
3 Find words in paragraph 1 that mean the
following. plan
a) a noun for someone who is very famous in their agree
profession � ________

license
b) an adjective that means 'over a long time'
I -t
6 Now match the nouns in Exercise 5 to their
c) a plural noun for people working together
meanings.
P-----------
d) an adverb to say that something is done in a good a) a way of curing a disease
way e ---------- b) when you pay for the right to use someone's
e) an adverb to say that something is done without ideas in a product
spending a lot of money c _ _ _ _ __ c) when two or more people decide to work together
f) an adverb to describe the way that people work on something
together c _ _ _ _ __ d) the power to make someone o r something do
g) a noun for the time when a new product is sold what you want
for the first time I _ _ _ __ e) a series of actions, etc. to achieve a result
h) a noun for a period of 10 years f) making or improving something
d _____
g) finding something new
i) a word ending in -ing that means 'giving'
P--------
Over to you 1
j) an adjective to say that the result of something
Should the purpose of universities be more for a)
is good � _________

teaching, b) pure research, or c) research to develop

new products? Give your reasons.
4 Read paragraph 2 and decide if these
statements about expressions are true or
Over to you 2
false.
Which possible new products could these university
If ... departments be involved with developing?
a) a company licenses (line 17) ideas from a • Engineering
university, it pays the university to use them.
• Che m istry
b) you take full control (lines 18-19) of something,
• Lingu istics
you share control with other s.
c) you prefer x rather than y (lines 2 1-23), you like y
more.
d) you get a reward (line 31) for something, you get
money, etc. for the work that you did on it.

PHOTOCOPIABLE © Pearson Education Limited 2012 161

 12 Products
UNIT

RETURNING UNWANTED PRODU

.
C-TS�· / .. :
·�

Before you read

Returns are products that are sent back to the manufacturer or
supplier because they don't work or because customers have changed
their minds. How often do you return products a) to shops and b) to
online retailers? Is it easy to do this?

Reading
Read this article from the Financial Times by Sarah Murray and answer
the questions.

FT
LEVEL OF DIFFICULTY e e 0

Hidden beauty of the 'uglies'

By Sarah Mm-ray

With computers, transport 20 boxes." Worse, products usually to other online retailers for their
managers can pack a truck so need to be collected from all sorts -10 purcha es. "If returning products
that only the minimum of space of different places. As a result, it is not customer-friendly. it's going
is left empty. They can work out can cost four times as much to to hurt the retailer's business,"
s exactly how to fill the vehicle take something back as to send says Scott Harkins, vice-president
with goods ready for market. 2s it out. of product marketing at FedEx.
But what about transporting the One factor behind increasing 45 However, an even bigger
"uglies" - the boxes of different return rates is the growth in online challenge is on the way. European
shapes and sizes contajning retailing. "With online shopping Union law now requires
10 broken and unwanted products - there's an attitude of 'I'll buy it manufacturers and importers of
back to the manufacturer? 30 and, if I don't like it, l'll send it electronic goods to collect and
Martin Patten, manager of back'," says Jonathan Wright, a so recycle them at the end of their
the technology programme for senior executive in Accenture's lives. "The transport of goods
Europe at Cisco Systems, the global supply chain COnsultancy. after the sale of the product is now
1s computer equipment supplier, "With Internet sales, up to one as important as it is before the
says, ''You can't use space on 35 in five products gets sent back, sale, and that's a huge change,"
trucks in the best way for returns which is huge." ss says Mr Wright.
because people might use different Moreover, if that process is
wrapping or put things in bigger inconvenient, shoppers can go

162 © Pearson Education Limited 2012 PHOTOCOPIABLE

 TEXT BANK .... UNIT12

1 look at the headline and look quickly e) However (line 45), an even bigger challenge is on

through the whole article. What are 'uglies'? the way.

Why do they have this name? i) And
ii) But
iii) Although
2 Complete these statements with expressions
f) European Union law n o w requires (line 47)
from paragraphs 1 and 2.
manufacturers and importers of electronic goods
a) I f you p............ .. .. .. ..... . a truck, you put goods to collect and recycle them at the end of their
on to it. lives.
b) I f you calculate how to do something, you i) forces
IN.. .. .. .. .. .. .. .. .. .. .. . . o.................. .. .... how to
ii) needs
do it. iii) allows

c) In speaking and writing, you can introduce a new g) "The transport o f goods after the sale o f the
idea with 'IN........................ product is now as important as it is before the
' sale {lines 53-54), and that's a huge change,"
a........................ .
says Mr Wright.
d) Products that are sent back to the supplier or
i) they sell
manufacturer are called r........................ .
ii) they are sold
e) Material used to protect and contain a product is iii) they are selling
its IN........................ .
f) I f you take something from a particular place, you 5 look through the whole article again. Which
c....... . .. .. . .. .. .. .. .. . it from there.
two of these things are not specifically
g) If companies transport goods for delivery, they mentioned in relation to returning goods?
)... . . ....... ............ them o........................ .
a) The cost o f fuel for trucks.
b) The difficulty of packing returned goods on
3 Read paragraphs 3 and 4 and decide if these
trucks. -i
statements are true or false. m
c) Returning goods bought online. X
a) Customers are sending more products back -i
d) The difficulty of arranging a convenient time to �
because of poor quality. )>
collect things.
b) People shopping online buy things knowing that z
e) New EU rules on recycling. "
they can always send them back.
c) The percentage of goods bought online and
returned is not very big. Over to you 1
With Internet sales, up to one in five products gets sent
d) Sending things back is always easy, so there is no
competition between online retailers on this. back, which is huge. Does this figure surprise you?
Why? I Why not?

4 Choose the alternative with the closest

meaning to the expression in italic. Over to you 2
Online shopping for clothes has grown very quickly in
a) Moreover (line 37), if that process is inconvenient, ...
recent years. Will this growth continue, or will there be
i) But
a natural limit to it? Think, for example, about:
ii) Then
iii) In addition
• the difficulty of choosing the right clothes.
b) ... shoppers can go to other online retailers for
• problems in returning them when they are not
their purchases. (lines 39-40)
suitable or the wrong size.
i) the things that they buy
ii) the things that they sell
iii) the things that they return
c) "If returning products is not customer-friendly ...
{line 41)
i) easy for customers to use
ii) hard for customers to use
iii) difficult for customers to use
d) ... it's going to hurt {line 42) the retailer's
business," says Scott Harkins, vice-president of
product marketing at Fed Ex.
i) help
ii) support
iii) damage

PHOTOCOPIABLE © Pearson Education Limited 2012 163

 TEXT BANK KEY ;;_:-,
-.-
\' --..
�

U n it 1 2 a) pion eer e) actually

Overseas experience b) gather f) Expenses
1 1e 2c 3d 4b Sa c) process g) Revenue
2 1c: ii), iii), vi) 2a: iv), vii), viii) 3b: i), v) d) downturn h) treat
3 a) True 3 c
b) True 4 a) It collects and analyses information.
c) False (You give it less importance than it really has.) b) Because he wanted to keep employees happy.
d) False (You find it difficult.) c) By reducing costs and working harder to bring in
e) True more money through sales.

4 To current and future employers d) If you treat people well, they will make a
difference to your business.
5 Because ...
5 a) 35-hour week d) sports centres
a) they may have school-age children.
b) medical care e) haird ressers
b) their spouse's career must also be considered.
c) childcare f) food
c) this makes a stressful situation even more
stressful. 6 a) i b) ii c) ii d) i e) iii

d) it is becoming more economically powerful. Italian companies

e) people think you have become a permanent 1 a) Salvatore Ferragamo
expat. b) Ferruccio Ferragamo
Performance reviews c) Salvatore Ferragamo
1 She is against them. d) Marilyn Monroe, Sophia Loren, Lauren Bacall and
2-3 Judy Garland
2 a) ii b) iii c) i d) ii e) iii f) ii g) i
verb noun 3 a) True
suggest suggestion - f b) True

improve c) False (They are n ew.)

improvement - b
d) True
appraise appraisal - d
e) False (It is the amount that is sold, or that could
replace replacement- c be sold.)

survive survival - i 4 furniture, textiles, rubber and plastic products,

winemaking equipment
target target - e 5 b
answer answer- a
U n it 3
file file - g
Business-to-business selling
experience experience- h
1 b
4 a) ii b) i c) i i d) i e) iii f) iii 2 Students' own answers
5 1f 2d 3a 4c Sb 6e 3 a) travel department in your company, your
6 a) False (She has n ever learnt anything about company's purchasing department
herself.) b) the travel agency
b) True c) It is wasting money because of its unprofessional
c) True methods.
d) False Oob appraisals don't answer this question.) verb noun
e) False (She has only had to suffer one side of the
process.) report report

f) False (She thinks it's too tiring.) manage management

compete competition
U nit 2
solve solution
looking after employees
1 SAS negotiate negotiation, n egotiators

164
 TEXT BANK .... KEY

5 b, e, d, f, g, a, c b) False (You talk about it so that people notice it.)

6 c c) False (You see it.)

Closing the sale d) True

1 c, b, d, a e) False (It is not accepted.)

2 1 business owner- e
f ) True

2 sales management - f 3 a) chief executive e) leadership

sales people- c b) brought in f ) resisted

3
4 sales cycle - b c) again and again g) necessary

qualification process - a d) commissions

5
purchasing d irector - d 4 a) iii b) i c) ii d) ii e) iii f) i
6
3 a) closing d) solution 5 a

b) unpleasant e) authorisation
f ) big discounts
U n it 5
c) threaten
Techniques for dealing with stress
4 a) technique e) deal
1 paragraph 1-c, paragraph 2-a
b) summary f ) disappeared
paragraph 3-b, paragraph 4-d
c) benefits g) outcome
2-3
d) proposed h) reasonable
5 b noun adjective

organisation organisational - f
U nit 4
psychology psychological - h
Partnerships in innovation
1 a) Procter & Gamble health healthy - c
b) Bob McDonald stress stressed - b, stressful - e
c) I R I
motivation motivating - g
d) Un iversity of Lund
production productive - a
e) ConAgra and General Mills
f ) Clorox ability able - d
g) Los Alamos National Lab
4 a) well-being f ) spot
h) Sederma b) warning signs g) workloads
2 d) Tide Total Care
c) irritable h) massively
f) Glad brand plastic bags
d) lack i) guilty
g) a chemical used in babies' nappies
e) confidence
h) Olay Regenerist anti-ageing creams
5 a) i b) ii c) i d) i e) iii
3 a) the world's largest consumer goods company
Stress in the public sector
b) global industry leader
1 ld 2g 3a 4c Sb 6e 7f
c) consumer product innovation
2 1 b/c Staff absence levels
d) annual a wards event
2 d/e public sector
4 a) False (It's when it works with other
3 d/e private sector
organisations.)
4 b/c stress levels
b) False (It's used here to refer to a series of new
products.) 5 a government's spending cuts
c) False (It's better and more expensive.) 6 stress-related absence
d) True 3 a) True
e) False (It's usually a large one.) b) False (More than a third of employers reported an
increase this year.)
f) True
g) True c) True
d) False (Only a fifth of organisations have increased
5 c
their focus on this.)
Accepting new ideas e) False (Public sector workers take 9.6 days per
1 b, c, d, a year and private sector workers take only 6.6
2 a) True days on average.)

165
 f) False ('More than half' do.) 6 a) no d ) yes
g) True b) no e) no
4 a) close the gap c) yes
b) challenging
c) deal with U n it 7
d) emotionally difficult Advertising new websites
5 b 1 a) Google, Skype, Amazon
b) Index Ventures
U n it 6 c) Saul Klein
U nusual entertainment d) Spotify, Lovefilm, Glasses Direct, Wonga, just-Eat
1 a) ii b) i c) iii d) iii e) ii f) ii g) i e) Kevin Cornils (chief executive of G lasses Direct),
2 a) Slovenia Mat Braddy (marketing chief at just-Eat)
b) No. He runs the class jointly with someone else. 2 television, word-of-mouth, billboards

c) Types of steak 3 a) in d) from

d) A three-year degree in butchery in Ljubljana b) with e) by
e) He comes from a family of butchers. c) on
f) Because companies want to offer a different kind 4 a) total lifetime value
of corporate entertainment. b) marketing channels
g) Sometimes c) spectacles
3 a) in d) o n d) loan provider
b) of e) u p e) takeaways
c) off f) out f) analysis
4 a) challenged d) count down g) awareness
b) hold, u p e) equipped 5 a) H ere, a goal is also an objective.
c) colleagues f) go about b) Educate here means 'inform'.
5 a c) If you have an alternative, you have a choice.
Is hospitality a crime? d) The high street is the main street of a town, where
there are a lot of shops. The high street does not
1 c
refer to shopping malls.
2-3
e) Do an ad online means 'put an ad online'.
verb noun f) No, they want to reach them and communicate
with them.
are reviewing review - f
6 b
bribe bribe - a, bribery - b
New entrepreneurs
fear fear - c 1 d, b, c, a
cancel cancellation - e 2 a) In the 1980s.
b) '... the rules of the game have been totally
entertain entertaining - g
rewritten.'
fly flights - d c) The way that entrepreneurs start successful
companies is now completely different.
4 a) True
d) Because of the Internet.
b) True
e) No, some use the Internet, but they are not
c) True
I nternet companies.
d) False ('People are very worried and they should
f) 1,000
be worried.')
g) Because they think that a way of making money
5 a) legislation
will come later.
b) break
3 a) i b) iii c) i d) iii e) ii
c) risky f) i g) ii h) i i) iii
d) guidelines
e) lavish
f ) commit a n offence

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 TEXT BANK .. .. KEY

4-5 Marketing machines

1 a) N estle
verb noun
b) N espresso
understand understanding - e c) Eric Favre
succeed success - c d) Tpresso
e) Special T
targeted target - b
f) Denner
jump jump - f
g) L'Or Espresso, Sara Lee
wasting wast e - d 2-3

create creation - a 1 hot drinks market - f

2 boiling point - c
6 b
3 tea-making system - g
4 legal action - a
U n it 8
5 court battle - b
Marketing sports
6 rival product - d
1 a) basketball, American football, motor racing,
7 profitable business - e
football
4 a) False (They will be assembled in China.)
b) LA Lakers, Minnesota Timberwolves (basketball)
b) False (The parts will be made in Europe.)
c) San Francisco 49ers, Denver Broncos (American
football) c) True
d) National Basketball Association, National Football d) False (It was launched initially in France.)
League, Formula One motor racing e) True
e) Bernie Ecclestone, David Stern f) False (It has launched its own capsules for
f ) Singapore, Bahrain, Malaysia, South Korea N espresso machines.)
(motor racing) g) False (Nespresso is protected by 1,700 patents.)
g) India, China (football) 5 a) N estle
2 a) basketball b) Because Denner was selling coffee capsules for
b) The marketer tries to sell it to them. N estle's N espresso machine at half the N estle
price.
c) They make it bigger.
c) i) N estle's 1,700 patents for the machine, and ii)
d) The US and Canada (It could also include M exico,
its legal action against Sara Lee, when it launched
but probably not h ere.)
its L'Or Espresso machine.
e) No, you are sure it will happen. 6 a
f) Yes
3 a) iii b) i c) iii d) i e) ii f) i g) ii U n it 9
4-5 Business travel

verb noun 1 d, b, c, a
2 a) True
market markets - h
b) True
created creation - e c) False (A lot of people are doing it.)
penetrate penetration - b d) True
e) False (Someone else drives you.)
reach reach - d
f) False (You do useful work.)
bite bite - g
g) False (It might be cheaper.)
bounce bounce - c h) True
kick kick - f 3 d, b, e, c, a
4 1 carry-on luggage
grow growth - a
2 j et lag
3 long-haul flight
4 lower quality time
5 administrative tasks
5 c

167
 Business ideas that take off People management in a crisis
1 a) ii b) iii c) ii d) iii e) i f) ii 1 d, c, a, b
2 a) founders 2 a) ii b) i c) iii d) iii e) i f) ii
b) venture capitalists 3 a) False (It decided not to do this.)
c) network b) False (It 'undertook a series of measures'.)
d) male-dominated c) True
e) venture capital firms d) True
f ) bunch of guys e) False (It reduced the workday.)
g) pitch f) False (It only encouraged them to do this.)
3 a) The two founders (Alexis and Alexandra) 4 a) committed f) employee-oriented
b) The two founders, a short presentation b) mission g) development
c) venture capitalists c) goal h) immigrants
d) Pitching an idea, male-dominated venture capital d) achieve i) maintain
firms e) treat
4 a) True 5 a
b) False (Websites are built.)
c) False (It is very strong.) U n it 1 1
d) True Family businesses in Asia
e) True 1 a
f) False (They are only available for a short time.) 2 a) Walter Kwok
g) False (It's used to say that something has been b) Sun Hung Kai Properties
bought very cheaply.) c) Mukesh and Ani! Am bani
-f 5 b d) Reliance Industries
m
><
-f e) Shiva
to U nit 10 f) McKinsey
)>
z Employees' opinions of managers g) joseph Ngai
"
1 c h) lnfosys Technologies
I
" 2 1c 2f 3i 4g Sa 6d 7h Be 9b 3 a) the man and woman on the street
I'D
'< 3-4 b) tycoons

verb noun c) dispute

d) stake
employ employee - g
e) settle
survey survey - a 4 a) True
suggested suggestion - f b) False (A model is copied by others.)
c) True
developing development - e
d) False (It consists of people they know and trust
commit commitment - d best.)
increase increases - c e) False (They are people that you know.)
f ) False (It's the person who started the company.)
stress stress - b
5 a) No, they have been on an epic scale.
5 a) office politics f) feedback b) Yes, he even went to seek the god Shiva's help.
b) worried g) coaches c) Because many different issues are mixed
c) highlighted h) critical together.
d) fairly i) consult d) By separating family, ownership and business
e) discuss issues.
6 1c 2a 3d 4b e) The longer the business will last.

168