market_leader_3e_-_intermediate_-_teachers_book (852197), страница 57
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(afraid I rather)3The minimum order quantity has just doubled. (unfortunately)4We have big production problems at the plant. (honest)5If you insist on this delivery date, the products will arrive late. (would I probably)6Transport will be problematic. (could)7Getting the exact colours that you want will be difficult. (may)8We can't reduce our prices any further. (might)This negotiation is a continuation of the negotiation in Resource bank: Speaking, Unit 9.This is the situation the negotiators had reached the last time that they met (yesterday).•order quantity: 17,500•basic price: $3.80 per shirt•delivery: 7 weeks•colour: half white, half blue•payment: U S dollars•credit terms: 60 days after deliveryImagine that the manufacturer has found that it will not be possible to fulfil the agreement thatwas reached yesterday.
Work in pairs. Use appropriate forms of the expressions in Exercise A,as well as other expressions from page 1 1 7 of the Course Book, to discuss the situation.The manufacturer has found that:•it will only be able to produce 10,000 shirts in the time available•the basic price will be $3.90 per shirt (smaller production run means higher unit cost)•delivery will be in eight weeks after all•all the shirts will be white, rather than the mix of colours originally agreed•it will only accept payment in euros (worried about possible fall in value of dollar)•credit terms are 45 days maximum.::tlmVl0c::tl(""')mc::JJ>z"IVl"C(I)Illc.:::JCIClPHOTOCOPIABLE © Pearson Education Limited 2010187Brands·���,C H R I S CLEAVER, MANAG I N G D I R ECTOR, B U S I N ESS BRANDS AT D RAGON-.a �>» CD1.2 Listen to part one of the interview and match the two parts of the expressions.1reala) identity2physicalb) traction3visualc) manifestation4designd) customer or consumer5targete) product6persuasivef) audience7endg) ideas and perceptions8targeth) userII Now match the expressions in Exercise A to these explanatory phrases.i)the people to whom it is hoped to sell brands (3 expressions)ii) the powerful ideas that people have about brandsiii) the look of the brands (images used in advertising, etc.) (2 expressions)iv) when brands are seen in terms of the item being soldv) brands that are powerful in the marketplaceII �>)) CD1.3 Listen to part two.
True or false?1Brands are a useful way of transmitting information.2This information is only about what the brand does.3Brands help you choose between products.4The physical differences between products mentioned here can be very large.5Chris Cleaver mentions BMW, Audi, Mercedes and Porsche.6Brands help you decide if the product is right for you or says the right thing about you.IJI �>» CD1.4 Listen to part three.
In what order do you hear these adverbs?a) hugelyb) technically:::0mV\0c::::0nmm)>zc) primarilyd) particularlyIJ Now use the adverbs from Exercise D to complete these sentences.1Nokia invented the market in a way, for many people, . . . . . . . . . . . . . . . . . . . . . . . . people of Chris Cleaver'sgeneration.I2Nokia is what you might call . . . . . . .
. . . . . . . . . . . . . . . . . the master brand.u;·3Nokia wanted to satisfy the needs that that one emerging customer group has, . . . . . . . . . . . . . . . . . . . . . . . .younger consumers.4Nokia expanded . . . . . . . . . . . . . . . . . . . . . . .
. in terms of what it offers."'r-.....til::s::sCtQ188© Pearson Education Limited 2010 PHOTOCOPIABLETrave l.- ,�7f!-�S H O LTO S M ITH, AREA SALES D I RECTOR FOR HYAT-T ���ELSa �)» (01.9 Listen to part one and replace the eight mistakes in the transcript below with whatSholto Smith actually says.A key point is the location of our hotels, u rn , good connections with urn subway undergroundnetworks, near the airport, urn, and obviously close to an office that the guest is working in whilethey're staying i n the hoteL Urn, technology is also a key characteristic, and nowadays it's expectedbecause obviously people have, urn, good technology at home and therefore if it's also availablein a hotel, that's also, urn, a key feature.
U rn , Internet, a business centre, urn, obviously translationservices and that kind of facility is also, is important, and guests also expect an area where they can,er, go to a gymnasium, they can exercise, urn, and also that kind of thing. These would be the mostimportant features.I]�l» (01.10 Listen to part two. Are these statements about expressions that you hear true or false?1If someone is more savvy than before, they are cleverer, more knowledgeable, etc.2If a company adds value to a particular service, it offers the same service as before.3If a range of services takes in a particular service, it includes4If you do something on a daily basis, you do it once a week.5If you take a shuttle service to a particular place, you can go there but you can't come back.6If a hotel drops its rates, it lowers its prices.itII �l» (01.11 Listen to part three.
Which of these things are not mentioned?1 environmental policies2 healthy eating3 gym facilities4 water conservation5 better transport links6 low-energy lighting7 high-speed Internet8 live entertainment9 television on demand10 lower-cost phone callsPHOTOCOPIABLE © Pearson Education Limited 2010189C h ange·�·"-AN N E D E E R I N G, H EAD O F TRANSFORMATI O N PRACTICE AT I NT E R N AliiON�L!MANAG E M E N T CO N S U LTANTS A T KEARNEY'.ll• ..--�·:a �l)) CD1.14 Complete these statements with appropriate forms of expressions from part one.1I f you consider something, you take it . .2The appearance of something is what i t .
.3If you calculate the effect of something, you . . . . . . . . . . . . . . . . . . . . . . . . it.4Someone committed to change is . . . . . . . . . . . . . . . . . . . . . . . . in it.5If they want it done properly, they should do it . . . .. . . . . . . . . . . .. . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . .. . . . . . . . . . .. ...... . .. . ... . . . . . . . . . . .. .... .... . ... . . . . . .............. .Ill �l)) CD1.15 Listen to part two and find expressions in relation to change to replace the expressions initalic.1the complete series of steps involved to make change happen (7 letters)2feeling tired when there is too much change (7)3not believing in its benefits (7, 5)4doing it so that its benefits are continued (9)5strong positive feelings about it (7 and 10)6getting managers all to feel the same way about it (7)7providing an example of how to do it (4, 5)8getting people to keep concentrated on it (7)II �l» CD1.16 Complete the table with words from part three, and related words.verbnounorganise..
..... .. . . . . .....3· · · · · · · · ·:::0mVl0c:::0nmOJ)>z"Ic:2'•· · · · · · · · ·Imergercreationinvolvementconverse. . ....... .. . 6construction...... sVI.....tt):::J:::JCIQ190© Pearson Education Limited 2010 PHOTOCOPIABLEOrganisationa ..ll) CD1.24 Listen to part one. True or false?Looking at ...1an organisation's formal structure is enough to understand it fully.2decision rights involves looking at what each manager has the authority to decide.3these rights also means looking at who is kept informed and who approves the decisions.4information flows means looking at the way communications, information and data flow around theorganisation, and who has access to them.5incentives means just looking at bonuses.6all of the above gives you understanding of a company's DNA.1!1 ,.l)) CDL25 Listen to part two and replace the eight mistakes in the transcript below with whatRichard Rawlinson actually says.If you want to start an analysis, we have a survey tool - it's on a website, orgdna.com, where you canrespond to just a small number of questions about your organisation and then we compare that toanswers from about 30,000 other executives and we can discover patterns, and that helps us to saythat your organisation is like these other organisations, and so we can get some learning from similarorganisations.
And we call that the 'orgdna profiler'. It gives you a surface view and it's a good place tostart the dialogue. But then we have to go much deeper. And we usually organise both workshops withthe executives and investigations into particular aspects that seem to be particularly interesting. So,for example, we might take a single major difficult decision and look at how that was actually made,and really you often find that the reality is quite different from the theory.11 ..>» CD1.26 Find nouns i n part three that mean the following.1making products2selling products3one of a company's activities, such as4an area chosen by a company in relation to the way the firm is organised5one of the individual parts of a company6main office1and 2 above::::0mV'l0c:::::0nmOJ)>z"I!::Iii ..>» CD1.26 Complete these statements with appropriate forms of verbs from part three.1I f someone manages a department, they . .
. . . . . . . . . . . . . . . . . . . . . . it.2If a company satisfies the needs of different markets, it . . . . . . . . . . . . . . . . . . . . . . . . well to them.3If someone u nderstands a situation after thinking about it, they . . . . . . . . . . . . . . . . .
. . . . . . . it4If a company organises an activity in a particular way, it . . . . . . . . . . . . . . . . . . . . . . . . it in that way.5If a company delivers goods to a particular place, it . . . . . . . . . . . . . . . . . . . . . . . . them there.6If someone in a company is responsible to another person, they . . . . . . . . .
. . . . . . . . . . . . . . . tothat person.PHOTOCOPIABLE © Pearson Education Limited 2010VI,....C'1)::s::s(lq191Advertising�.-."'!:,j.MARCO R I M I N I , H EAD OF COM M U N ICATIONS PLAN N I NG AT M I N DSHARE"''"'a '4>» (01.31 Listen to part one and match the two parts of these expressions.1What are the key elements ofa) all most important to understand what it isthat the campaign must try and achieve.2... what is it that that person wants tohappen as a result ofb) a product.3So in order to decide whether it[a campaign] is good or bad, it is first ofc) Coca-Cola or jeans.4Some people might say, well that's obvious[the purpose of the campaign is] - to sell ...more bottles ofd) spending money on this advertisingcampaign?5...
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