Слухай та говори англійською про економіку (стр. 3 из 12)
Complete the sentences below by inserting the right derivative of the verbs in brackets:
5.1. The contract is not _________. (to negotiate)
5.2. We did a very ___ survey of consumer behaviour. (to extend)
5.3. We need to assess the _______ qualities of our new managers. (to lead)
5.4. There is a _______ between product mix and product depth. (to distinguish)
5.5. He gave a____ about the company’s performance. (to present)
5.6. To increase ______, we have offered ______ bonuses to the employees. (to produce)
5.7. Before we can decide about developing new products, we need to know how _______ the existing products are. (to profit)
5.8. He’s one of the best _________ I’ve met. (to negotiate)
6. Discussion
Use the information in Charts 6 to 9 to deliver a brief report on the training organisation’s product profile and development potential.
PRICING DECISIONS
1. Pre-Listening Task
1.1.
What do you think are the typical «mark-ups» on manufacturers’ prices for: tobacco products bakery products greeting cards perfumes1.2. How does a retailer decide on the appropriate mark-up?
2. Listening and note-taking
Listen to the internal meeting about pricing. As you listen, complete Chart 10.
Chart 10
| Optimum demand price | Sales at this price | Variable cost | Fixed cost | Retailer mark-up | Manufacturing margin | Going rates |
| a. _____ | b. ___ | c. ____ | d. ___ | e. ____ | f. _________ | g.______ |
3. Comprehension check
3.1. What is another way of explaining going rate
3.2. What is the formula for calculating manufacturer’s costs?
3.3. How do consumers perceive Apollo?
3.4. What is the objective of their targets?
4. Language focus
4.1. Asking for clarification. Look at the following sentences taken from the Listening passage:
«Excuse me, what do you mean by going rate?»
«I’m sorry, can you go over that again?»
Now complete the following dialogue with appropriate expressions:
A: The central problem is cannibalism.
B: ________________________________________ cannibalism?
A: Well, basically our new product taking sales away from our existing product. _________________________________________? B: Yes, I see what you __________________________________.
A: Now we have to weigh up the added sales and margin we gain and balance that against our losses.
B: ____________________________________________ slowly?
A: Of course. Well in order to calculate the real profit we gain from the launch of the ZX 21 we must take into account the lost sales on the ZX 20.
B: ___________________________________________________
A: Good, now this model here plots the projected sales of the ZX 21 over the first twelve months against the projected continued sales of the ZX 20. As you can see, the gap widens quite dramatically.
A: If I _______ , you’re _______ this gap represents lost sales? B: No, it’s not quite that simple.
4.2. Confirming and correcting statements.
Look at the following sentences taken from the Listening passage:
«That’s right».
«Correct me if I’m wrong? … No, that’s absolutely right».
Now study the figures in Chart 11 and then respond appropriately to the sentences below.
Chart 11
| Price | Expected sales | Estimated profits |
| £20 | 22,000 | £100,000 |
| £19 | 24,000 | £100,000 |
| £18 | 25,000 | £ 95,000 |
| £17 | 26,000 | £ 90,000 |
1. So at £20, we can expect profits of £100,000.
2. At a unit price of £19, we can presumably expect higher sales.
3. I suppose we can also expect appreciably higher profits.
4. So, if I understand you, you’re saying profits decrease as the
price goes down! 5. So there’s no benefit in charging a lower price?
6. Correct me if I’m wrong, these figures argue for a price of around £18?
5. Word study
Listen to the numbers/calculations on the cassette and write them down (you should find ten). When you have done this, practise saying the expressions.
6. Discussion
Use Chart 11 to present a summary of the pricing discussion and then draw your own conclusions and make recommendations for the pricing of this product.
PRICE ADJUSTMENT STRATEGIES
1. Pre-Listening Task
What sort of price adjustments can be offered to a customer in order to persuade him/her to buy for the first time or to remain loyal to a certain supplier?
2. Listening and note-taking
Listen to the telephone call between a customer and his supplier. As you listen, complete Chart 12.
Chart 12
| Unit price | Quantity discount | Early payment discount | Promotional allowance | |
| 200+ | 500+ | |||
| a._______________ | b.__________ | c.__________ | d.___________ | e.________ |
3. Comprehension check
Listen again and complete Chart 13.
Chart 13
| Name of caller | Name of called | Reason for call | Follow-up action |
| a.______________ | b.______________ | c.______________ | d.______________ |
4. Language focus
Telephoning
Look at the following sentences taken from the Listening passage:
«Could you put me through to Mr. Stevens?»
«The reason I’m phoning is…»
Now put the following telephone call in the right order. The conversation is among the following three people:
A — the receptionist at Rogers Electronics
В — Max Roberts of Excel Marketing
С — Mr. Dickens, sales dept, Rogers Electronics
A: I’m sorry I didn’t catch your name. C: You’re welcome. Bye.
B: Certainly, perhaps you could give me his extension number’? A: Rogers Electronics. B: Yes, I’ll hang on.
C: Just a moment Mr. Roberts. I’ll put you on to our Market Research assistant... I’m sorry, he’s out at the moment, would you like to call back.
B. Good afternoon, this is Max Roberts from Excel Marketing. Could you put me through to your Sales Department? C: Yes, it’s 453. His name is Holden. John Holden.
A: Thank you, Mr. Roberts. I’ll try to put you through... I’m afraid the line’s busy at the moment. Will you hold?
B: Hello, my name’s Max Roberts. I’m from Excel Marketing. The reason I’m calling is that we are carrying out a market survey...
С: Sales. Dickens speaking.
В: Goodbye.
A: Right, Mr. Roberts. I’m putting you through.
В: It’s Roberts.
В: Thanks for уour help.
5. Discussion PAIR WORK
Partner A: You are the purchaser. You are planning to buy hairdryers to sell to your retail outlets. You are planning to purchase between 200 and 300 hairdryers per month. You have been quoted a unit price of £10 per hairdryer. Telephone the supplier (B) and negotiate as much discount as possible.
Partner B: You work for a supplier of electrical goods. You will receive a telephone call from A. She will want to negotiate the best price possible for a regular order of hairdryers. Here are some figures for your telephone call. Don’t give too much away! Hairdryers prices:
Unit price: £10
Quantity discounts: 10 % 100+
15 % 200+ 20 % 500+
Cash discounts: 2 % for payment within 10 days
(normal terms: 30 days)
Seasonal discounts: 10 % (January) – to clear old stock Promotional allowances: not usual but could be negotiated
MANAGING CHANNELS
1. Pre-Listening Task
1.1. What are the advantages/disadvantages of exclusive versus selective agreements with agents?
1.2. What are the best ways to motivate agents to achieve their sales targets?
2. Listening and note-taking
Listen to the telephone call between a sales manager and one of his agents. As you listen, complete Chart 14.
Chart 14
| Product | Actual results | Target |
| XR 50 XR 100 XR 120 |
3. Comprehension check
3.1. When did they set the targets?
3.2. Were the targets set by the sales manager alone?
3.3. What is the agent’s excuse for not reaching the targets as a
whole?
3.4. What is the agent’s specific excuse for not reaching the target
for the XR 100?
3.5. Why is the sales manager pleased with the results on the XR 120?
4. Language focus
4.1. Responding positively and negatively. Look at the following responses taken from the Listening passage:
Exactly!
Okay
Yes, well ...
That’s fine
Oh ... that’s rather disappointing. Now choose the most appropriate response:
| 1. I’m afraid we’re well below target. | a. Okay b. Yes, well c. Oh...why’s that? |
| 2. I’m very pleased with my results. | a. Exactly b. Good c. Yes |
| 3. We are way ahead of our targets. | a. Oh b. That’s good to hear c. Fine |
| 4. I was just phoning to see how things are going. | a. I’m fine b. I’ve been ill c. Could be better |
| 5. We’ve just had a disastrous month | a. Really, why’s that? b. That’s not true c. Good |
| 6. We’re heading for a record year. | a. I’m very interested b. Fine c. That’s marvelous |
4.2. Modifiers/softeners.
Look at the following extracts from the Listening passage:
«In a way, it has been...»
«Well, perhaps I was a bit over-optimistic».
«It’s just a question of giving up more time».
Insert one or two of the following words/phrases in order to modify/soften the sentences below:
just perhaps a bit in a way
1. He’s too ambitious.
2. Let’s go through your figures.
3. We’re growing too fast.
4. He’s much too direct.
5. We are a little late.
6. Your products are expensive.
7. I’m unsure of your liquidity. 8. That’s not good enough.
5. Transfer
Write a short memo re. your agent in Italy (Giorgio), summarising his recent results and making recommendations for action.
ORDER PROCESSING
1. Pre-Listening Task
1.1. Do you think marketing people should get involved in delivery problems?
1.2. What are some of the classic excuses for late delivery?
2. Listening and note-taking
Listen to the two telephone calls between a customer and member of the sales department. As you listen, note down the details of the deliveries in Chart 15.
Chart 15
| Order no. | Product | Quantity | Delivery due | Action |
| 1 st order 2 nd order | — | — |
3. Comprehension check
3.1. How did you think the supplier handled these telephone calls?
3.2. How did you think the customer handled these calls?
4. Language focus
4.1. Time prepositions.
Look at the following sentences taken from the Listening passage:
«I know our orders are dispatched at the end of every week».
«We should be able to get them to you by the beginning of next week».
Now complete the following sentences with one of the prepositions below:
at in by on
1. Your delivery will be with you _______ two weeks, at the latest.
2. We expected delivery ______ the 21st. They are now promising delivery ______ Tuesday. 3. It’ll be dispatched _________ Tuesday, _________ the earliest.
4. We normally receive your order ______ the beginning of the month and we deliver __________ the middle of the following month.
5. You assured us of delivery ______ the end of the month, if not sooner.
6. We dispatched the goods to you _______ the afternoon. They should be with you ________ tomorrow morning.
4.2. Telephoning
Look at the following sentences taken from the Listening passage:
«Look, can I call you back?»
«Right, I’ll phone you back in the next ten minutes». Now reorder the following telephone call between:
A: Geoff Peters, a conference guest
B: Martine Donaugh, a conference organiser
A: Fine, have you got my number?
B: Hello, Mr. Peters. This is Martine Donaugh. How can I help you?
A: It’s 031-465-389, extension 26. B: Oh, I am sorry. You haven’t received it then?
A: Hello, this is Geoff Peters, I’m phoning about the conference
next week. B: Right, I’ve got that. I’ll call you back in a few minutes. Goodbye.
A: No, and the conference starts tomorrow.
B: I’m sure I have, but just in case, I’ll take it again.
A: Well, you promised to send me details of travel and accommodation.
B: Of course. Look, can I check the file and call you back?
A: Goodbye.
5. Word study
Here are three verbs that are often confused:
to supply to deliver to dispatch
Check their meaning and usage in a dictionary. Then complete the following sentences with the appropriate form of one of them: 1. He’s been our sole ________________ of steel for twenty years.
2. We expected ___________ by the end of the month.
3. We have asked them to quote for ________ 20 units per month.
4. When I phoned the ______ about our ______, he said it hadn’t
even been ______ from their depot.
5. The ______ department is responsible for checking all finished goods before they are packed.
6. __________ who can’t ____________ on time will not survive.
6. Discussion PAIR WORK
Partner A: You are to telephone your supplier concerning the following order:
Order no: XY/554/22
Product: Electric irons
Quantity: 500
Delivery date: 21 March
Today’s date: 15 April
Partner B: You represent Klondike Electronics. You were expecting a delivery of electric irons from overseas two months ago. The manufacturer has severe production problems. You are trying to find a new source/supplier for these irons.
SELLING TACTICS
1. Pre-Listening Task
1.1. How important is it for a salesperson to ask questions?