Slide2 : Unit One
Slide3 : Content I. Choose the best answer from A,B,C or D II. Fill in the blanks III The career ladder
IV. The midlife crisis V. Speaking
VI. Interview
Slide4 : I. Chose the best answer from A,B,C,D.
1. Multinational companies usually have ________ in different countries.
A parent companies B subsidiaries
C factories D subsidies
2 One aim of companies which sell goods or services is to increase their market ________.
A occupation B percentage
C share D offer
3 In order to improve their services to customers, banks need to become more _______.
A customer-oriented B profitable
C aggressive D efficient B C A
Slide5 : 4.Having only _______ in different countries gives global companies more flexibility to move their manufacturing activities form one country to another.
A subsidiaries B assembly lines
C research centers D assembly operations
5.Culture differences are one of the potential _______ of international mergers.
A threats B pitfalls
C attractions D advantages
D B . II. Fill in the blanks with the words or phrases given. Change the form
where necessary
Recruit shortage sponsor qualifications decline interviews
Slide6 : .
1.International companies are increasingly look into_________
managers with an MBA.
2.An MBA is clearly one of the best __________for an international
management career.
3. Many large companies __________their managers’ studies by paying
some or all of the costs.
4. While some subjects, such as law and management studies, are on
the increase, others, such as engineering, are on the____________.
5.Because of the lack of graduates there will soon be a ____________of
qualified engineers.
6. Nearly all organizations use __________as their main ways to select
new employees. recruit qualification sponsor decline shortage interviews
Slide7 : .
I had been to business school, but nothing I had learnt there provided an answer to what I saw in my first working year: I discovered that the person being promoted above others in my organization was not always the most knowledgeable or hardest working. New rules – ‘unspoken rules’ – seemed to explain the differences between, say, an employee’s performance review and the way his or her career actually developed. I realised that I needed to learn these rules fast or risk being left behind.
III. The career ladder
Read this article from the financial Times and answer the questions The unspoken rules of career success
Slide8 : Here are five of the most important:’
I Understand how you are seen.
2 Ask for and give honest and direct feedback.
3 Play by the rules until you are in a position to change them.
4 Work with, not against, the style of the people you deal with.
5 Don’t be a victim of your career- take charge and make your own
choices. 1 Choose the alternative that means the same as the word(s) in italics. a) … but nothing I had learnt there provided an answer to …_line 3)
i) gave
ii) decided
iii) removed
Slide9 : b) …the person being promoted above others… (line 6)
i) given a job with the same importance as before
ii) given a job with less importance than before
iii) given a job with more importance than before c)…unspoken rules…(line 9-10)
i) rules that employers did not know about
ii) rules that employees knew about but that they never talked about
iii) rules that employees knew about and talked about
Slide10 : d)… the way his or her career actually developed.(line 14)
i) in fact
ii) right now
iii) presently e) I realized that I needed to learn these rules fast…(line 14)
i) succeeded
ii) achieved
iii) understood
Slide11 : f)… or risk being left behind.(line 16)
i) perhaps not succeed as well as others
ii) perhaps not work as hard as others
iii) perhaps not leave work when others left work 2 A company employee does these things, a)-e). Match each thing tone of
the five unspoken rules in paragraph 2.
Slide12 : a) I realized that a client had a good sense of humour, so I put some
jokes in a proposal that I was writing for him.
b) I thought I had good dress sense, but one day a colleague told me that
my clothes were not suitable for the office.
c) In a performance review, my manager told me I was not ambitious
enough to succeed. And I told her that was too aggressive.
d) One day I realised that the company was not growing very fast, so I
started looking for a job somewhere else.
e) When I joined the company, I followed the rules even if I though they
were stupid. Then, when I got promoted, I started to change them. A)4 b) 1 c) 2 d) 5 e) 3
Slide13 : Over to you 1.Do you agree with the advice in the article? 2.why or why not? 3.Is any of the advice useful for succeeding in your organization? 4.Can you think of other rules that are useful: a) in your organization?
b) in organizations in general?
Slide14 : IV.The midlife crisis Read this article from the financial Times and answer the questions. Making the most of the midlife crisis Feeling deeply bored and burnt out? If you are over 30,you may be showing the first signs of a midlife crisis. You could completely change your career, as did Gauguin, the French painter who gave up his job as a stockbroker to travel the world and paint. But there are many ways of ‘doing a Gauguin’. For some it means going back to university, for others it may be opening a beach bar in the Caribbean or finding a new partner. Those who have the money may take a year off to sail around the world and think about the meaning of life. Whatever the exit, it usually takes courage to find it.
Slide15 : Midlife crisis can happen at 31, at 56 or several times during one’s life. As well as having a huge personal impact they can have a significant impact on organizations. At midlife, executives are normally at the peak of their careers and charged with making critical decisions. Manfred Kets de Vries, professor of management and leadership at Insead business school, Fontainebleau, France, interviewed 200 senior executives from around the world (average age 46) and published a study of what they went through in midlife. One interviewee, the chief executive of a Swedish newspaper, explained his feelings: “ to my horror, I would begin to disappear emotionally in the middle of presentations…People would see it. They would become nervous… their attention would wander….To his strange state of mind was also added my inability to listen to and function with other people’.
Slide16 : Choose the correct alternative. Then comment on the verb tenses in italics. a) Feeling deeply bored and burnt out? If you are over 30, you may be
showing the first signs of a midlife crisis. ( line 2) This means that it is
i) certainly a midlife crisis.
ii) possibly a midlife crisis.
iii) certainly a midlife crisis. b) Those who have the money may take a year off to sail around the
world… (line 15) This means that they
i) will possibly sail around the world.
ii) have permission to sail around the world.
iii) will certainly sail around the world.
Slide17 : c) Midlife crisis can happen at 31, at 56 or several times during one’s life.
As well as having a huge personal impact, they can have a significant
impact on organizations. (line 20 and 23 ) This means that midlife crisis
i) always happen in the way described.
ii) Sometimes happen in the way described
iii) never happen in the way described. d) ‘I would begin to disappear emotionally in the middle of
presentations… People would see it. They would become
nervous…their attention would wander…’ (line 40-44)this means that
people did these things
i) never.
ii) once.
iii) Several times.
Slide18 : Over to you A friend of yours is having a midlife crisis. Which of these things would you recommend, and why? 1.sail around the world 2.coach (=give advice to) young people in the organization 3.take a job in the same company, but in another country 4.do voluntary work (=low-paid or unpaid work with social objectives) 5.stay at home for a year, read a lot of books and work on the garden.
Slide19 : 1. This relates to the telephoning language on page 11 of the Course Book. 1) Can I talk to Beryl Yang, please?
2) I’d like to speak to Beryl Yang, Please.
3) Just a moment. I’m putting you through.
4) Just a moment. I’ll connect you.
5) Is that Beryl Yang?
6) Beryl Yang speaking.
7) Hello. This is Andres Solano, from Solano and Associates.
8) I’m phoning about the proposal you sent us.
9) The reason I’m calling is that we want to discuss it further.
10) We’ve lost your e-mail address. Can (or Could )you give it to me? V Speaking
Slide20 : 2. Model answer A: Hello. Can I talk to Beryl Yang, please? C: Just a moment. I’ll connect you. A: Thank you. B: Hello. A: Is that Beryl Yang? B: Yes, Beryl Yang speaking. A: I’m phoning about the proposal for a new office building that you sent us. B: Right. A: The reason I’m calling is that we want to discuss it further. B: OK. We’ve lost your e-mail address. Could you give it to me?
Slide21 : 1.6 (JP= Joanna Pelc ) JP: What’s my aim? Well, to be honest, I would like to get the top as soon
as I can. I’m very ambitious. And if I get the job, I don’t see I couldn’t
become a director in a few years’ time. That’s what I really want. JP: I applied for the job because I think I’ve got a lot to offer. I’m
competitive and I like to win. I know a few people think I’m difficult to
work with. Maybe that’s true, but I get results, that’s the main thing.
Slide22 : 1.7 ( AB = Anna Belinski ) AB: If you choose me, I’ll start by improving our sales team. I want people
to enjoy working in our sales department. Everyone in the team must
help each other, and help me as much as possible. That way, we’ll
get good results. AB: I’ve got a lot of sales experience, and I’ve always been successful
wherever I’ve worked, especially during the past year. I think I could
lead a team well. I’m the head of our local business club, and I like
organising people and telling them what to do. I’m a very fast learner.
I’d enjoy going on a training course to help me do the job better.
Slide23 : 1.8 （RK= Robert Kaminsky） RK: I want to do a good job for the company. I think we should expand
slowly over the next five years. We’re in a very competitive market, so I
won’t take too many risks. I think we could increase our market share
in the long term, but we must be patient and realistic. PK: I feel I have the ability and experience to do this job. I’m a ‘safe pair of
hand’, as they say. People respect me because I have good judgement.
Slide26 : Unit Two
Slide27 : Content I To charge or not to charge? II The secret of success III Negotiation 1 IV Negotiation 2 V. Negotiating: reaching agreement
Slide28 : I. To charge or not to charge? Before you read Do you read the news on the internet? Which sites do you look at? Do you pay to real the news? If not, would you be willing to pay? Reading Read this article from the Financial Times and answer the questions. How to make money from internet news operations
On the Internet since 1994, the Swedish newspaper Aftonbladet claims to have been Europe’s first major internet newspaper. What’s more in an area characterised by financial losses, it has made a small profit for the past four years.
Slide29 : But this year, things may be different. Despite huge viewing figures, Aftonbladet’s internet operations will make a loss as advertising for 85 percent of its revenues, slows sharply. Now, along with other newspaper sites, Aftonblade is looking at how to charge for its services without losing readers who have come to regard free access as a right. ‘The present business model is just not efficient, especially when advertising is falling,’ explains Kalle Jungkvist., editor-in-chief of Aftonbladet New Media. Sweden is among the most advanced internet markets in the world with internet penetration rates of about 58 percent. This is the highest in the EU, according to Net Figures, the UK statistics group. Yet high numbers of viewers have not been enough for advertisers who are doubtful about online marketing – dotcom adverts have almost disappeared. Charging provides a much-needed new source of revenue. But how to persuade people to pay for something that until now has been free?
Slide30 : 1 True or false? a) Aftonbladet has been available on the Internet for more
than six years.
b) It has made a loss each year.
c) This year it will make a profit.
d) It is looking at ways of charging for access.
e) Its editor is happy with the present situation.
f) Sweden has one of the highest levels of internet use in the world.
g) High numbers of users means that advertising on the Internet
is profitable.
h) The writer suggests ways of making internet services profitable. true true
true
false false false false false
Slide31 : 2 Choose the alternative that best explains the word(s) in italics. a) Aftonbladet claims to have been Europe’s first major internet
newspaper.(line3)
i) was certainly
ii) says it was
iii) is uncertain if it was
b) [Internet newspapers are] an area characterized by financial l
osses.(lines 5-6)
i) an activity with many losses
ii) an activity with a few losses
iii) an activity with no losses
Slide32 : c) The present business model is just not efficient … .
i) profitable
ii) worthwhile.
iii) interesting.
d) [Sweden has] internet penetration rates of about 58 percent. (lines28-29)
58 percent of the population of Sweden
i) know about the Internet.
ii) use the internet.
iii) think the Internet is useful.
e) But how to persuade people to pay for something that until now has
been free? (line 40)
i) force ii) pressure
iii) convince
Slide33 : Over to you 1. If you use the internet, do you look at the advertisements on the sales
you use? Why or why not?
2.After seeing an advertisement, have you ever looked at the site it is
linked to?
3.Have you bought something that was advertised? If so, what was it?
Slide34 : II . The secret of success Before you read Why did most of the online sales operations of the early internet years fail? Reading Read this article from the financial Times and answer the questions. How the fittest survived In the backroom of a Tesco store outside London, a woman looks over bags of items for an online order to be delivered later that afternoon. ‘We need a box of peaches,’ she tells a young man she is training, He fetches some from the shop floor. The operation is low-key: it has no big warehouses, no cutting-edge computer systems.
Slide35 : In spite of the demise of thousands of dotcoms, internet retailing is not dead. Even more remarkable, several online operations are now turning a profit. Aside from Tesco, the internet arms of the office supply group Saples and the women’s lingerie chain Victoria’s Secret are both in the black. Their success proves that businesses can thrive online. And the key to profitability is something very ordinary: cost control. Profitable internet operations tend to have modest ambitions. They are not out to revolutionise how people shop; they are simply looking to increases sales. ‘The profitable groups don’t try to be all things to all people,’ says Joel Kurtzman, author of Radical E, a recently published book about internet strategy.’ Delta Airlines is not trying to be the only site for all air travel in the entire world. They just try to sell more tickets.’
Slide36 : 1. Imagine that each paragraph in the article has a heading. Choose the
best heading for each paragraph from the list below and number them in
the correct order. Two of the headings are not used. a) The history of online sales
b) Online sales of case
c) Examples of successful online sales operations
d) Controlling costs is the secret of successful online sales
e) An example of successful online sales in air travel
f) An example of low-technology online sales f, c, d, e
Slide37 : 2. Find words and expressions from the article that mean the same as the
word(s) in italics a) The operation does no very a lot of expensive equipment. (paragraph 1)
b) There are no very advanced computers. (paragraph 1)
c) In spite of the disappearance of many dotcom companies, selling over
the Internet is not dead.( paragraph 2)
d) There are two companies apart from Tesco that are making a profit and
that are making money. (paragraph 2: two expressions )
a) is low-key b) cutting-edge c) demise d) turning, in the black
Slide38 : e) It is possible for companies to do well online. (paragraph 3)
f) The important thing is to have reasonable objectives. (paragraph 3)
g) Successful online sales operations do not want to change completely
the way that people buy things. ( paragraph 3)
h) Profitable online sales companies do not try to please everybody.
(paragraph 4) e) thrive f) modest ambitions g) are not out to h) be all things to all people
Slide39 : Over to you Do you order groceries over the Internet, or would you if the service was available in your area?
Slide40 : III. 商务谈判 在广交会上，中国人想如何造句，用什么时态，而外国人在挖空心思压低价格。用英语进行谈判要求绝对的语言和场面控制能力、敏锐的思维、对西方文化和经济的深刻认识和强烈的民族意识和强烈的民族自豪感和自信心。中国需要谈判高手，平等的发展机会要靠中国人自己去创造！ 1 谈判中使用最频繁，最有效的句子 1) 在我们正式开始前，大家喝点什么吧？ Would anyone like something to drink before we begin? 2) 我们是来解决问题的。 We are here to solve problems. 3) 这次会谈的结果将是一个双赢。 We’ll come out from this meeting as winners.
Slide41 : 4) 我希望这是一次富有成效的会谈。 I hope this meeting is productive. 5) 从长远来说并不是这样。 Not in the long run. 6) 让我给你一个解释一下原因。 Let me explain to you why . 7) 这是最基本的问题。 That’s the basic problem. 8) 让我们还是各退一步吧。 Let’s compromise. 这句话很实用，也可显示你的“高瞻远瞩”。 很好的转折，又可磨炼自己的耐心。
嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。
Slide42 : 9) 时间拖得越久，我们成功的机会就越少。 The longer we wait ,the less likely we will come up with anything. 10) 你还有商量的余地吗？ Are you negotiable? 11) 我肯定还有商量的余地。 I’m sure there is some room for negotiation. 12) 让我们来讨论一下价格吧。 Let’s negotiate the price. 13) 我们可以把它也列入议程。 We could add it to the agenda.
Slide43 : 14 我们已经取得了不少的进展。 We have done a lot. 15 我们可以下次再来解决细节问题。 We can work out the details next time. 16 我建议明天再继续，好吗？ May I suggest that we continue tomorrow? 17 我们可以把会议延迟到明天。 We can postpone our meeting until tomorrow. 18 那会耗费很多时间。 That will eat up a lot of time. 少提这种建议，中国人一定要学会如何在谈判桌上“熬得住“，很多时候不是“技术战”而是“精神战”。
Slide44 : IV Negotiation 2 1) A:您有名片吗？
B: 有的，就在这儿。
A: 喏，这是我的。
B 谢谢。 A: Do you have a calling card ? B: Yes , right here. A: Here’s one of mine. B: Thanks. A: 这是我的名片。
B: 这是我的。
A: 很高兴终于与你见面了。
B: 我也很高兴见到你。 A: Here’s my name card. B: And here’s mine. A: It’s nice to finally meet you. B: And I’m glad to meet you, too.
Slide45 : A:我这儿有一封介绍信。
B:请问贵姓大名？
A:周大卫。
B:啊，周先生，我们一直在等着您来。 A: I have a letter of introduction here. B: Your name, please？ A: It’s David Chou. B: Oh, yes, Mr. Chou. We’ve
been looking forward to this. A:给我一张名片吧,我会打电话给你.。
B:真抱歉,我现在身上没带。
A:这样子，那就告诉我你的电话号码好了。
B: 625-8023。 I’ll call you if you give me a name card. I’m sorry, but I don’t have any with me now. Just tell me your number, in that case. It’s 625-8023.
Slide46 : V. Negotiating: reaching agreement A：
A businesswoman is talking about a negotiation that she recently took
part in. Match the negotiating tips 1 to 7 with the things she says a) to g)
Slide47 : 1 Be friendly. a) I waited for the other guy to
name his price. I didn’t tell
him what my objective was.
2 Prepare carefully before you negotiate b) I asked him exactly what his
requirements were, who his
current partners were and
how long it would take him
to reach a decision.
3 Have a lot of options. c) Every half hour, I tired to
say what we had agreed on
and what remained to be
negotiated.
4. Never be the first to make an offer. d) Before the negotiations, I
spend days working on the
figures.
5 Ask a lot of questions. e) I knew if he didn’t accept
my first option, we had two
cheaper options to propose.
6 Pay attention to the other side’s body language. f) When the customer arrived,
I asked if he’d had a good
flight and offered juice and
coffee.
7 Summarize often the points you agree on. g) I asked if that was his final
offer and he went red in the face
Slide48 : B Student A is a buyer for a large bookstore chain. Student B is the sales rep
for a publisher. They negotiate the discount on as new thriller. 1.A wants between 5,000 and 20,000 copies. The more copies, the bigger
the discount they want but, of course, B wants to limit the discount given.
2.Negotiate the number of copies to be bought by A and the discount to
be given.
3.During the role play, you should try to use all the expressions on your
role card.
Slide49 : Student A
Discount objectives
1,000-4,999copies: 25% discount
5,000-9,999 copies: 30% discount
10,000-19,999 copies: 35% discount
20,000 copies and above: 40% discount Expressions
1.Do you agree to …
2.As long as…
3.How about … 4.Absolutely.
5.Maybe you’re right.
6.Agreed!
Slide50 : Student B
Discounts you can offer
1,000-4,999 copies: 20% discount
5,000-9,999 copies: 25% discount
10,000-19,9999 copies: 30% discount
20,000 copies and above: 35% discount Expressions
1.Mmm, I don’t know
2.I can offer…
3.That sounds reasonable 4.will you agree to …
5.We’d prefer …
Slide53 : Unit Three
Slide54 : Content 1 Reading A 3 Reading B 4 Presenting 2 about Ikea
Slide55 : A: Big business Before you read What do you know about Ikea? Does Ikea have stores in your country? What sorts of people shopping there? Read this article from the Financial Times answer the questions. One furniture store fits all While multinationals are encouraged to follow Coca-Cola’s lead and‘think global, act local’, Anders Dahlvig, chief executive of Ikea, the world’s largest home furniture, sees no need to tailor Ikea stores to local markets. ‘ Whether we are in China, Russia, Manhattan or London, people buy the same things. We have the same range everywhere-we don’t adapt to local markets, ‘ says Mr Dahlvig. He believes the group will double its sales in the next five years, adding 60 to 70 new stores worldwide and expanding many of its existing 139.
Slide56 : ‘Our strategy is to concentrate on existing markets, grow them and penetrate them further,’ he says. It is a strategy that recognises that even in its largest markets, the UK and Germany, market share is still probably less than 5 percent. (Europe is by far the biggest market, with 80 percent of sales, followed by North America with 17 percent and Asia with 3 percent.) But the strategy also reflects Ikea’s need to consolidate its position in the newer Russian and Chinese market. ‘Both Russia and China have enormous potential for us. A lot of people with limited means- that’s perfect for our concept,’ he says. 1 Match the numbers 1-6 to what they refer to a) – f)
Slide57 : 1) 60 to 70 a) the total number of Ikea stores now
2) 139 b) the number of stores that Ikea will
add worldwide over the next five
years
3) less than 5 percent c) Ikea’s probable share of the overall
furniture market in the UK and
Germany
4) 80 percent d) Ikea’s sales in North America as a
percentage of its total sales
5) 17 percent e) Ikea’s sales in Asia as a
percentage of its total sales
6) 3 percent f) Ikea’s sales in Europe as a
percentage of its total sales
Slide58 : 2 Use the correct form of words from the article to complete the
statements and markets. a) A company that sells the same things everywhere does not t its
products to each market: it does not a to its markets.
b) A company that attracts new customers to a market g s this market.
c) A company that sells more in a market where it already sells its products
p s the market further and c s its position. ailor dapt row enerate onsolidate
Slide59 : Over to you 1.Is Ikea right to try to sell the same products all over the world,
without adjusting to local market? 2. What are the advantages of doing this?
Slide60 : IKEA是创立于1943年的一家瑞典家居用品企业，IKEA的创始人是瑞典人坎普拉德，创立之初主要经营文具邮购、杂货等业务，后转向以家具为主业，在不断扩张过程中，产品范围扩展到涵盖各种家居用品。 一、IKEA的产品策略（Product） 1、准确的产品市场定位 IKEA的经营理念是“提供种类繁多、美观实用、老百姓买得起的家居用品”。 从创建初期，宜家就决定与家居用品消费者中的“大多数人”站在一起。这意味着宜家要满足具有很多不同需要、品位、梦想、追求以及财力，同时希望改善家居状况并创造更美好日常生活的人的需要。针对这种市场定位，宜家的产品定位于“低价格、精美、耐用”的家居用品。 IKEA卖场的各个角落和经营理念上都充斥异国文化； IKEA家具有顾客自己拼装，免费赠送大本宣传刊物，自由选购等特点。
Slide61 : 2、产品风格独特，有利销售 宜家家居出售的产品全部由宜家公司独立设计，产品风格与众不同。宜家强调产品“简约、自然、清新、设计精良”的独特风格； 3、产品设计精美而经久耐用 4、产品系列广泛 二、低价格策略（Price） 1、低价格思想贯穿于产品设计始终 2、宜家不断创新以降低成本 3、为了降低成本与OEM厂商密切合作 4、宜家与顾客合作打造低价格 5、宜家的全球生产管理及物流体系有利于降低成本 6、平板包装策略降低成本
Slide62 : 三、独特风格的“卖场展示”渠道策略（Place） 1、自设卖场控制渠道 宜家的渠道策略是独立在世界各地开设卖场，专卖宜家自行设计生产的产品，直接面向消费者，控制产品的终端销售渠道。宜家在全球共有180多家连锁商店，分布在40多个国家。 2、成功地使IKEA卖场成了一种生活方式的象征 宜家的成功不仅仅在于它整合了商流、物流，而是它用于整合商流、物流的核心理念——生活方式。正像我们前面说的：在人们心中，用宜家IKEA已经象吃麦当劳、喝星巴克咖啡一样，成为一种生活方式的象征
Slide63 : 四、促销策略（Promotion） 1、目录展示的营销策略
每年9月初，在其新的财政年度开始时，宜家都要向广大消费者免费派送制作精美的目录。
2、卖场展示富有技巧, 促进购买 在宜家的展示区中，有一个个分隔开来的展示单元，分别展示了在不同功能区中如何搭配不同家具的独特效果。每个宜家商场均有一批专业装修人员，他们负责经常对展示区进行调整。调整的基本要求是要符合普通百姓家居生活的状况。 3、配合产品定位的企业形象定位及宣传 宜家宣扬其代表着“简约、自然、时尚”的生活方式 。 4、IKEA注重企业形象宣传 通过对于环保的重视来提升企业形象
Slide64 : 五、以顾客为导向的营销策略（Customer） 1、产品设计重视顾客需求 2、卖场的人性化布局 3、对顾客的人性化关怀 4、DIY (Do It Yourself)的方式
Slide65 : B Small business Before you read Who do you think has a more difficult time in an economic turndown – big companies or small ones? Read this article from the Financial Times and answer the questions. Expansion in a downturn Expansion in an economic downturn is possible for smaller businesses, says Colin Barrow, director of the business growth and development programme at Cranfield School of Management. The challenges are tougher than in good times but small and medium-sized enterprises can still grow, he says, and some of them may be better placed than bigger business. He says owner managers should focus on customers and finance:
Slide66 : 1.Hang on to customers and research how much more they could order
from the business.
2.Concentrate on working capital* - ‘the smaller the business the worse
they are at controlling capital,’ says Mr. Barrow. He says that often the
money they need is already there:’ Many small companies take 90 days to
collect payment. Finding ways to reduce that to 35 days would greatly
reduce the cost of capital.’ The area of greatest weakness in most small business’ strategic thinking*is in finance. ‘Most small companies are financed by overdraft, the worst source of money,’ he says, and advises building links to other sources of finance.
Slide67 : 1 True or false, according to Colin Barrow？ a) It is not possible for small companies to grow during economic
downturns.
b) Small companies are in a worse situation than big companies during
downturns.
c) Small companies should look especially that their customers and their
finances.
d) If small companies were paid more quickly, they would have fewer
financial problems.
e) Overdrafts (=borrowing money from a bank by spending more than is
in your account) are a good source of finance incase of difficulty. false false true true false
Slide68 : 2 Complete the different forms of these words from the article. (The first
one has been for you.) develop challenge research control collection reduction cost finance
Slide69 : Over to you 1 If you work or have worked in a small company, do you agree with
Colin Barrow that keeping customers and persuading them to order
more is a big problem? Why not? 2 Is this also true for large companies?
Slide70 : Presenting your company A A company boss is presenting his company to potential investors. The
presenter does not follow the usual tips for presentations and irritates
the investors. Match the tips 1to 6that the presenter does not follow
with the audience’s reactions a) to f).
Slide71 : 1 Find out about your audience and a) This is no time jokes
adapt your presentation accordingly
.
2 Introduce yourself. b) Is he still in his introduction or
is he on the main part?
3 Use humour carefully. c) He’s talking to us as if we
were his customers, not
potential investors.
4 Outline the structure of your talk. d) His slides contain too much
information–all those
boring figures!
5 Vary the tone of your voice. e) Who is this guy anyway?
6 Use clear visual aids. f) I’m falling asleep. He talks in the
same tone the whole time.
Slide73 : The best way to have a good idea is to have a lot of ideas.
Slide74 : Unit Four
Slide75 : Content 1 Isis Innovation 2 To help an idea and to kill an idea 3 Body and mind 4 Get a life 5 Successful meeting 6 Case study
Isis Innovation : Isis Innovation 牛津大学于1988年注册成立了独资的Isis创新有限公司，授权Isis管理大学所有的知识成果，包括知识成果的评估、 ... Isis代表或与成果发明人共同参与成立创新公司各个环节的工作，包括申请大学当局的批准，制订发展规划，确定结构骰权 ...
走出金字塔 拓宽科技创新路 : 走出金字塔 拓宽科技创新路 牛津大学的ISIS创新公司则是隶属于牛津大学的技术转化公司，负责向研究人员提供商业咨询、专利申请资金和法律咨询费用，促进科技成果的转化。此外，ISIS创新公司还掌握牛津大学全校的知识产权，开展技术成果的评估、保护和市场化工作。
Slide78 : 贯彻落实科学发展观,引导高校科技产业向正确的方向发展,积极稳妥地推进高校科技产业改革,是本刊近期的宣传重点.他山之石可以攻玉,牛津大学成立Isis创新有限公司推进研究成果转化的做法,值得国内高校借鉴.
Slide79 : To help an idea, say… 1 That’s a good idea/ point/ comment. 2 Great, let’s try it. 可以结束一个人的生命但你不能阻止一个意念的存在。
Slide80 : To kill an idea, say… 1 We’ve never done it that way before. 2 Has anyone else tried it successfully. 3 Let me show it to my manager. 4 Let’s discuss it , ( and then not doing so )
Slide81 : A Correct the one word that is wrong in each of these useful
expressions for meetings. The correct word with the same letter
as the word that is wrong. ( The headings in brackets are all correct.) Chairperson 1 Can we state, please? ( Beginning the meeting)
2 The main arm of this the meeting is to … ( Stating the purpose of
the meeting)
3 How do you fill about this? ( Asking for comments)
4 Let’s mobilize on now to … ( Changing the subject)
5 Sorry, I don’t quiet understand. ( Clarifying) 1 start 2 aim 3 feel 4 move 5 quite Successful meetings
Slide82 : Participants 6 I’m in flavour of… ( Giving opinions)
7 Perhaps will shout … ( Making suggestion)
8 I totally agreed.( Agreeing)
9 I don’t know around that. ( Disagreeing)
10 Held on a moment. (Interrupting) 6 favour 7 we 8 agree 9 about 10 hold
Slide83 : B The neighbours in a block of four flats hold a meeting. They discuss repairs and improvements to the building – see the list
below. They have already agreed to spend a maximum of €5,000 for the year. Chair or participate in the meeting, using the correct forms of the expressions above. Try to persuade your neighbours to agree to the repairs and improvements that you want.
Slide84 : 1 Clean front of building - €2,000
2 Employ gardener to come once a week- € 1,000
3 Install automatic gate to car park in order to limit access - € 1,000 4 Paint common staircase to Flats C and D ( The other two flats
have their own entrances.) - € 750
5 Repair roof that is leaking very slightly and affecting Flat D -€
4,000
Slide85 : Owner of Flat A ( ground floor)
You want to sell your flat soon
and you think improving
the appearance of the building and
the garden will increase its value.
You do not care about the roof or the staircase. Owner of Flat B (1st floor)
You are worried about the general state of the building.
For example, you are willing to pay for the roof and painting the
staircase to Flat C and D, even if you do not benefit directly.
Slide86 : Owner of Flat C ( 2nd floor)
You had your car stolen recently and want the automatic gate to the
car park to be installed as your top priority
You also want the staircase repainted.
You do not care about the other improvement Owner of Flat D ( top floor)
You want the roof repaired as your top priority.
You also want the staircase repainted.
You do not own a car and do not want to spend money on the car
park gate.
Slide87 : Case study protean: Protean is derived from Proteus, an ancient Greek god who had the ability to change his shape at will. 1 readily assuming different forms or characters; extremely variable 2 changeable in shape or form, as an amoeba.
3 (of an actor or actress) versatile; able to play many kinds of roles.
4 (initial capital letter) of, pertaining to, or suggestive of Proteus
1 Readily taking on varied shapes, forms, or meanings.
2 Exhibiting considerable variety or diversity: "He loved to show off
his protean talent" (William A. Henry III).
Slide89 : To introduce Protean and Its New Products
By Lu Xu Fabteck & NewMan
Slide90 : About Fabteck
About Protean
About New Product New Challenge
Slide91 : Fabteck is a small company based in Hamburg, Germany.
It produces hi-tech materials for good future use.
Its products are all have competitive advantages.
Its newest product is Protean Back
Slide92 : Light, strong and long-lasting.
Can be very thick or so thin. Or even becomes translucent.
Can be made in any color.
Extremely flexible and soft to the touch
The fabric is made from fibres similar to nylon and polyeter. These are coated with metals so that the babric can conduct electricity Back
Slide93 : Description
Selling Points
Target Consumers
Price &Selling Places
Advertising & Promotion Plans Back
Slide94 : It looks small, but you can put many books into it.
Selling Points : Selling Points Health is more important that you thought.
Target consumers : Target consumers We really should take care of our kids’ back!
Price &Selling Places : Price &Selling Places Price Places
Advertising & Promotion Plans : Advertising & Promotion Plans
Slide101 : Mr.Li、cici、xiangdan、yanying、xiaobai．
Business meeting : Business meeting Description
Selling points
Target consumers and main buyers
Places
Price
Advertising
A description of the product : A description of the product They are lustrous incolor,supple,
light.warrn and comfortable to wear or put it on
Excellent work manship;novel designs styles and complete size range,they have gained popularity from consumers abroad
Sample 1(baby) : Sample 1(baby)
Sample 2(3 years old) : Sample 2(3 years old)
Sample 3(10 years old) : Sample 3(10 years old)
Its selling points : Its selling points Their colour can be changed at
any time
Shiny,smart and very durable
Ideal for mother
Easy to wash
Its target consumers and main buyers : Its target consumers and main buyers A couple of married
Pregnaut woman
Have children’s parents
Places where you can sell it : Places where you can sell it A big store
Walking street
Permanent store
Places of recreation
Wine shop
Places : Places
Price : Price The range of baby is ￥100
The range of 3 years old children
is ￥120
The range of 10 years old children
is ￥168
An advertising and promotion plan : An advertising and promotion plan Advertising of business
road side
Newspaper
Photo in magazine
TV program of children’s
cloth
advertising 2 : advertising 2
advertising 3 : advertising 3
Advertising 4 : Advertising 4
OK!the meeting is over! ByeBye! : OK!the meeting is over! ByeBye!
Slide119 : Business English 1 Unit Ten
The Web
Slide120 : contents
1. The spam debate 2. E-commerce 3. Making arrangements 4.Calls
Slide121 : I. Spam (非索要信息。与垃圾邮件（junk mail）同义） Reading Read this article adapted from FT.com and answer the questions. The spam debate Spam is a word for e-mail messages that a computer user didn’t ask for and doesn’t want. Advertisers spam people by sending the same message to lots of people at the same time. And spam is increasing every day. It’s costing businesses money. Employees open, read and delete unwanted spam e-mails; this wastes company time. Billions of messages are sent each year - perhaps 40 percent of all e-mails. A year ago it was only eight percent.
Some companies sell lists of e-mail addresses. Marketing professionals buy lists from these companies. Then they send advertising messages to the addresses. Large organisations can get thousands of spam e-mails every month. AOL, the Internet service provider, gets about 780m e-mail advertising messages every day.
Slide122 : IT managers hate spam. Some IT departments use ‘anti-spam’ software. It checks e-mail and stops spam messages. But there are problems. Sometimes it also stops e-mail from companies that you want to contact. Businesses need to talk to each other and sometimes e-mail marketing is necessary. It isn’t going to be easy to find a solution. 1.Find a word in the article that has a similar meaning to the phrases below. a) short written communication- (line 2)
b) remove an e-mail from a computer- ( line 10)
c) an activity telling people about a product or service to make them
buy it – (line 20)
d) Information Technology - (line 27)
e) see, write to or speak to – (line 33)
f) An answer to a problem – (line 37) message delete advertising IT contact solution
Slide123 : 2. Are these sentences true or false ? Correct the information in the false
sentences a) Spam is decreasing every day.
b) Some companies sell lists of e-mail addresses.
c) Large organisations can get hundreds of spam e-mails each month.
d) IT managers love spam .
e) There are some problems with anti-spam software.
f) It is going to be easy to find a solution False. Spam is increasing every day. True False. Large organisations can get thousands of spam e-mail each month
False. IT managers hate Spam True
False. It isn’t going to be easy to find a solution
Slide124 : Over to you
Is spam a problem for you ? Do you think it is a problem for companies?
How many unwanted e-mail do you receive each week? What do you do with spam mail?
Slide125 : II．Online shopping Before you read Match the words and phrases with similar meanings. 1. grow a) on the Internet
2. exceed b) a group of people who live together
3. almost c) more than
4. online d) a company or shop
5. consumer e) increasing
6. retail f) customer
7. households g) nearly
Slide126 : Reading Read this article adapted from FT.com and answer the questions. E-commerce More people are shopping online. Between 1997 and 2002, the number of online shopping households in the US grew from 5m to 36.5m. Online sales increased from$2.4 billion to more than $72 billion. By 2007 nearly 63 million people, almost two thirds of all US households, will shop online and sales will exceed $217 billion, or eight percent of total US retail
sales. Today people are more comfortable shopping online than they were in the past.
Slide127 : Some countries do less online shopping than North America. In Europe things are getting better. The number of online shoppers who bought at least once in the past three months increased to 17 percent of all Europeans. That is a 14 percent increase compared to a year ago. Some consumers will never feel comfortable shopping online. They do not want to use credit cards online. They worry about delivery or they prefer to shop in stores. However, customers expect retailers to have a website, where they can do research before going to the store. There are opportunities for both traditional retail and online retailers to succeed.
Slide128 : 1. Are these sentences true or false? a) Online shopping increased in the US between 1997 and 2002.
b) Sales will be more than $217 billion by 2007.
c) People are less comfortable shopping online than in the past.
d) The number of online shoppers in Europe is less than a year ago.
e) All customers will feel comfortable shopping online.
f) Customers don’t expect retailers to have a website.
true true false false false false
Slide129 : 2. Watch the numbers with the information in the article. a) 17% 1. people
b) 72billion 2. months
c) 63 million 3. of US households
d)3 4. dollars
e) 8% 5. of Europeans
f) 2/3 6. of total US retail sales
Slide130 : Over to you
Do you buy things online? Think of three advantages and three disadvantages for online shopping. Compare your ideas with a partner.
Slide131 : III. Making arrangements A Write the sentences 1 to 8 under the correct heading Asking Agreeing Declining 1. Is 4 p.m. OK for you?
2.What time is good for you?
3.I’m afraid I can’t make Thursday.
4. I can make Tuesday morning.
5.I can do Friday afternoon.
6.I’m sorry, I can’t do Monday.
7.How about to a.m.?
8. What time suits you? 1,2,7,8 4,5 3,6
Slide132 : B. Work in pairs. Use the diaries to role this situation. Student A telephones student B to arrange a meeting for next week. The meeting will last 11/2 hours and will be at student B’s office.
Student B needs to change the day or time of the meeting. Telephone student A. Apologise and rearrange the appointment. A Hello’s. It’s … here. Let’s meet one day next week. What day is good for
you? B Hello. It’s … here. Sorry, but I need to change the time of our meeting…
Slide133 : Student B’s diary
Monday 17th 2- 3:30 p.m. Finish report
Tuesday 18th