01-04-2020-3rd Edition ML Pre-Int(1) (1171843), страница 31
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When you joined the company, your boss promisedthat you would be sent on an overseas posting after one year. He also told you that youwould get an excellent bonus and a luxury car for business and personal use. You are veryunhappy indeed for these reasons:•You were not selected for a recent posting to Argentina (a colleague from the Spanishsubsidiary was chosen instead).•You have been given a middle-of-the range car.•Your bonus was 50% less than you expected.Persuade your boss that you've been unfairly treated.
Try to negotiate a better deal withhim/her.133Scanned for Agus SuwantoACTIVITY Fl LE3Selling, Skills, Exercise 0, page 27Student BYou are Chen. You want:1 to buy an additional five deluxe four-seater cars. Negotiate on the price. Try to get a10% discount on the order;2 four colours for the two-seater cars: black, white, red and blue;3 after-sales service: visits every three months from a Pulse mechanic; a training coursefor a local car-repair firm.4Great ideas, Skills, Exercise E, page 41Student AChairpersonYou will lead the meeting.
Ask for the participants'opinions, encourage discussion and help them reachagreement. You must decide these points concerningthe marketing of The Hipster.21 its selling price2 its target consumer3 special offers for first purchase4 advertisingCompanies, Language review, Exercise C, page 18Student AYou are the interviewer for the Sales Manager job onpage 18.
Ask the interviewee questions based onthese prompts:•What I do?•Where I live?6•What I currently I work on?Describe I typical day•Second interview I next week I what I do I nextTuesday afternoon?Ask three of your own questions.•Entertaining, Skills, Exercise F, page 57Student AYou are at a conference.
You recognise someone youmet at a conference two years ago. Introduce yourselfand make small talk. Use this information to preparefor the conversation.•You met Student B two years ago at a conferenceon Customer Care in Frankfurt.•You own a small firm which sells office technology.•It's your first day at the conference - you arrivedlate last night.•You haven't seen the city yet.You are staying at the Metro pol Hotel in the citycentre (a good choice: lovely views; the restaurantand the facilities are also excellent).•You are leaving in three days' time.•You think the conference will be very interesting.Add one other piece of information which you think isimportant.•Working across cultures 2, Exercise A, page 601 F (Morocco is in North Africa, but has aborder with Algeria, not Egypt.)2 T3 F (It is common to use French as thelanguage of international business.Moroccans also use Arabic, English andSpanish to do business.)4 T5 F (Businesses often close on Friday.)6 T7 TT9 T10 T8Working across cultures 3, Task, page 91Student AYou are the conference-call leader.
You should:••••open the call and welcome each person by name;manage the agenda and decide when to move to the next point;invite each person to speak in turn and give their ideas and suggestions on eachagenda item (make sure they give their names);sum up at the end and close the call.You know the company is keen to save money, but it also wants to improve communicationwithin the organisation.134Scanned for Agus SuwantoACTIVITY FILE7New business, Sl<ills, Exercise D, page 71Student AAsk and answer questions to complete the information in these charts.JEXAMPLE: A: WJ-.at > tJ-. e population of Tokyo?B: TJ-.iriy->ix point >eVen million 0 R TJ-.irty->ix million) >eVen hundred tJ-.ou>and.Biggest cities(population in millions)% of households withInternet (2008)1 Tokyo, Japan.
. . .2Delhi, India22.13Sao Paulo, Brazil. . . .4 Mumbai, India... .. .Oldest populations(% aged over 60)1South Korea94.31Japan.2Iceland87.72Italy3Netherlands. . . .3Germany.. .20.04 Sweden5Norway. . .6Denmark81.95Mexico City, Mexico19.56New York, US. ... . . .. . . . . . ... . .Cars per 1,000 people1Iceland.26.72Luxembourg664· · · · · · ·3New Zealand6564 Sweden25.04Italy. . .5Finland24.75Brunei6086Bulgaria. . . . . . .6Malta.. . ... .. . ....
.. . .. . . . . .All figures taken from The Economist: Pocket world in figures, 2011 edition (Profile 2010)1 1 Conflict, Starting up, page 104Add up your score.Give yourself these marks.12a) 2a) 2b) 3b) 3c) 1c) 1d) 4d) 43a) 3b) 4c) 2d) 14 a) 4b) 2c) 3d) 1a) 4b) 2c) 1d) 3b) 3c) 1d) 256a) 46-11 You need to improve your conflictmanagement skills.12-17 You are quite good at conflict management incertain situations.18-22 You are good at conflict management in mostsituations.23-24 You are excellent at conflict management.You should be working for the Un ited Nations.Worl<ing across cultures 2, Tasl< 1, page 60Suggested errors1 Andrew Morgan should have chosen a pastry, evenif he wasn't hungry.2 Before the meeting, Andrew should have learnedsomething about Karim Bensour's business.Karim was disappointed at Andrew's lack of localbusiness knowledge.3 Distributing through department stores is not theright strategy, because there are few departmentstores outside the large cities in Morocco.
Thecompany should start by using a local importer, asthe distribution system is complicated in Morocco.114 Andrew did not ask Karim why his company'sapproach would not work in Morocco. Withbetter information, he might have changed thecompany's sales strategy.5 Andrew will probably need more time to achievehis company's aims in Morocco. Decision-makingand contact-building may take more time inMorocco compared to some other countries.Also, informal agreements are just as common aswritten contracts.6 Andrew's business card should have had Arabic,French and Spanish translations on the back.Conflict, Case study, Task, page 1 1 1Student DStaff RepresentativeYou strongly believe that the Board of Directors should not recommend acceptance of theoffer.
These are some of your reasons:•There will be job losses. Big companies always get rid of staff when they buy anothercompany.•UCC will probably close down at least one of the company's packaging plants to reducecosts.•The present Chief Executive will have no power if UCC buys the company. The CE ispopular with all the staff.•The company will lose its family atmosphere.
I n addition, UCC will probably force allstaff to learn English.Add any other arguments you can think of.135Scanned for Agus SuwantoACTIVITY FILE11Conflict, Case study, Task, page 1 1 1Student AChief Executive (Herman & Corrie Teas)Ask everyone for their opinion and encourage an open, lively discussion. Take a vote at theend of the meeting.You are undecided whether to accept the offer or not.
You are worried about your future rolein the company. Would the new owners keep you as Chief Executive? If they do keep you,would you have any real responsibility and decision-making power?Listen to all the arguments, then vote for or against at the end of the meeting.1Careers, Skills, Exercise F, page 11Student BRole play 11 You want to apply for the job in the advertisementbelow.
Call lochlin pic and ask for Jamie Vincent.2Some time later, Jamie Vincent calls you back. Askabout how you can apply for the job. You also wantto know when the closing date for applications is.Role play 21 You work for Career Ladder pic. You receive acall for your colleague, Alex Frantzen. Alex is notavailable at the moment.
Take the caller's detailsand say Alex will call them back.2lochlin picSales representativesExciting new career opportunities for the rightpeople. Hove you got the qualities we need?You are Alex Frantzen. Telephone the person whocalled about the training courses.
Offer to send aninformation pack. The next course begins at thestart of next month (the 2nd ) . Participants need toregister at the latest one week before the start ofthe course.Call Jamie Vincent on020 7946 402 1I3for more information.Selling, Reading, Exercise B, page 24The top answer was honesty.2Companies, language review, Exercise C, page 18Student BYou are an interviewee for the Sales Manager job onpage 18. Answer the interviewer's questions based onthese prompts:•Sales Manager I small mobile-phone company•At moment I live I Paris3•Currently I design sales manual I new staffArrive office eight I usually check e-mails first Ibrief sales staff I deal with difficult customers•Next Tuesday afternoon I work I but take time offMake up the answers to any other questions.•Selling, Skills, Exercise A, page 27Group B: Negotiating tips••••4Be strong and try to win.Prepare carefully before you negotiate.Ask a lot of questions.Have a lot of options.•••Summarise often the points you agree on.Change your strategy during the negotiation ifnecessary.Never show any emotion.Great ideas, Skills, Exercise E, page 41Student DParticipantYou have the following opinions concerning The Hipster:Selling price:$ 1 5 approximatelyTarget consumer:All age groups from 20 years old upwards5% discount for orders over 50Special offer for first purchase:Advertising and promotion:Advertisements in national and regional newpaperslmagazines136Scanned for Agus SuwantoACTIVITY FILESelling, Reading, Exercise c.
page 243How to master the art of sellingSelling i s a n area of business that many people dislike,whether it's telemarketing or face-to-face selling. lt takes26think that youquite a bit of skill to become an effective salesperson,the first time that youbut through developing a particular mindset and followingspeak to a prospect.some important advice, you can begin to master it.Many telemarketersOne of the most important attributes to have when sellingknowis confidence - you must sound and appear confident.rarelyRemember that many of the most confident people aren'tgenerate sales, butinwardly confident, yet they can show confidence on theinsteadoutside.leads. A lead maybethisandattemptfocusanythingtoonfromfully understand what they are selling.
Make sure that youobtaining permissionknow your product, business and industry inside out.to e-mail over someResearch suggests that you have less than 30 seconds tomore information tointeract with someone before they form an opinion of you.organising a meeting in person.For face-to-face selling, having a professional appearance7Never call a prospect or attend a sales meeting withoutis vital.
For selling over the phone, the first 1 5 secondsknowing how far you'll negotiate. You should know yourare vital, so make sure you know what you intend to say.starting point, the point which you won't drop below andGetting words mixed up or sounding hesitant will result ina mid-way point which you'll aim for.8a bad first impression5'have to make a sale3 There's nothing worse than a salesperson who doesn't4Don tFinally, seasoned sellers talk of adopting a 'salesRejection will happen, but don't take it personally. Too manymindset'.
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